Patio & Hearth Products Report September/October 2018 by Peninsula Media

SEPTEMBER/OCTOBER 2018 | www.patioandhearthproductsreport.com

LANE VENTURE

ULTIMATE OUTDOOR KITCHENS | 22

Casual Market Chicago | 72

PATIO RENAISSANCE

VALOR FIREPLACES

TWIN EAGLES

EXPERIENTIAL RETAIL | 48

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CONTENTS

S E P T E M B E R / O C TO B E R 2 0 1 8 • VO L U M E 1 3 , N U M B E R 5

FE AT U R E S

8 22

GUEST EDITORIAL – YOUR REAL RIVAL

SHOWROOM SHOWCASE – SENSORY SHOPPING

By Tim Reed

By Sharon Sanders

A hearth specialist and marketing guru helps retailers identify strategies to strengthen their businesses.

In a competitive retail market like Orange County, California, Summerset Superstore stands out by making shopping for outdoor furniture and kitchens fun and experiential.

SPOTLIGHT – ALFRESCO KITCHENS By Greg Thompson

Today’s outdoor kitchens are becoming larger and more fully appointed with upscale grills and functional accessories.

Hammocks and furniture from The Hammock Source transform backyards into relaxing retreats.

AS I SEE IT – SUPREME STYLE By Sharon Sanders

Castelle, the luxury furnishings line from Pride Family Brands, is respected for its relevant designs and focus on quality.

LAST WORD — LUSH LIFE By Sharon Sanders

MY TURN – THROWING SHADE By Kimberly Rodgers

Customers look to Treasure Garden for the latest in superior, fashionable sun-protection solutions for residential and commercial applications.

By Cheryl Dangel Bartolini

By staying on top of design trends and offering customized products, Mendota Hearth has become a leader in the hearth industry.

34 38

MARKETING MANEUVERS – BIGGER IS BETTER

By Kimberly Rodgers

Patio Land USA continues to grow as one of Florida’s premier patio furniture stores.

Telescope Casual celebrates its rich past as it keeps an eye on the future by introducing innovative new collections for 2019.

By Maura Keller

This store owner credits his father, a veteran fireplace retailer, for helping his own hearth business succeed in the Toronto area.

CORPORATE PROFILE – PROUD HISTORY: EXCITING FUTURE

By Kimberly Rodgers

HEARTH RETAILER – LONGEVITY & EXPERTISE

OUTDOOR GRILLING – THE DYNAMIC DUO By Maura Keller

A husband-wife team pulls out all the stops to make their popular Atlantic Beach, North Carolina store a one-stop shop for barbecue chefs.

INSIGHT – INSPIRED BY DESIGN By Cherise Forno

Cast Classics has been on the forefront of designing stylish cast-aluminum furniture for nearly 30 years.

I N E V E RY I S S U E

PRODUCT INNOVATION – A PERSONAL TOUCH

INSIGHT – FABRIC FINDS

6 10 72 78 80 98 98

FORTITUDE Publisher’s Viewpoint

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

By Cherise Forno

Tempotest USA, manufacturer of high-performance fabrics, unveils new collections featuring vibrant colors and soft textures.

4 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

ON THE COVER: Lane Venture | www.laneventure.com Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

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PUBLISHER'S VIEWPOINT

Fortitude When our staff writer, Maura Keller, wrote the article on Fire it Up in Atlantic Beach, North Carolina for this issue (starting on page 44), little did she nor the owners of Fire it Up, Debbie and Byron Gantt, know that Hurricane Florence was about to descend on the Carolinas. Just prior to Florence making landfall on Sept. 14, our editor, Carol Daus, sent an email to Debbie wishing her well, and extending her thoughts and prayers to Debbie and her family. On Sept. 19, Carol received a reply from Debbie, which reads as follows. “Hi Carol, This is the first chance to check email. Phone service has been terrible— hard time with internet, too. The business is fine; just a little water…our house not so good. Still God is good all the time…we will persevere…Open for business! Debbie and Byron Gantt.” Debbie’s reaction and response to what can only be described as a catastrophic event is the true definition of someone with fortitude. In the midst of dealing with a challenging business interruption and dealing with a

combination of jogging and walking, Carr reached

GoFundMe campaign on behalf of Carr that has raised

home situation that is far more challenging, Debbie still

Pelham around 4 a.m., but he still had miles to go in

over $91,000. As Marklin told Carr, “We set a really

finds it within her to give praise to God, confess her per-

order to reach the job site. About this time, a police

high bar for heart and grit and you just blew it away.”

severance, and stay focused on one of the key compo-

officer encountered Carr taking a rest from his four-hour

nents of being a successful retailer—Open for Business!

hike. The police officer, Mark Knighten, asked Carr

Chicago, one of the things that my editor Carol and I

With Fire it Up being a small-business operation, it’s not

when he had last eaten anything, and offered to take

really enjoy about attending trade shows and industry

like there are lots of internal resources to call upon when

Carr to get something to eat. Since Carr had no cash on

events is getting the opportunity to talk with specialty

faced with a challenging situation. With many small- to

him, Knighten told him to get into the police car and

retailers and manufacturers about how they are grow-

medium-sized businesses, it’s roll-up-the-sleeves time

that the meal was on him.

ing and expanding their businesses. With many small-

and get to work. In the case of Fire it Up, it really was, “Come hell or high water, we’re open for business.” Speaking of fortitude, back in July, a Washington Post

After a meal at Whataburger, due to a shift change,

Having recently returned from Casual Market

to medium-sized businesses, there is an entrepreneurial

Knighten dropped Carr off at a church, and told him

spirit and a can-do attitude. You can feel it at Casual

that another officer would be by to check on him later

Market Chicago just like you can feel it at Summer and

story by Allison Klein went viral about Walter Carr, a 20-

and perhaps give him a ride to work. However, Carr

Winter Las Vegas Market, HPBExpo and the Pool | Spa |

year-old college student from Homewood, Alabama

was concerned that he might not make it to work on

Patio Expo. Whether it’s competitive issues within or

who walked 20 miles from his apartment to his new job

time, thus, he started walking again around 5:30. A

outside the industry, general economic issues, seasonal

with Bellhops, a moving company in Birmingham. When

short time later, police officer Scott Duffey located Carr,

challenges or weather-related issues, specialty retailers

Carr discovered his car had broken down, he unsuccess-

who was 4 miles from his destination, and gave him a

and manufacturers in the patio, hearth, grill, outdoor

fully tried to find a ride. Not wanting to miss his first day

ride the rest of the way. Once at the job site, Duffey

furniture, outdoor kitchen and outdoor living industry

at work, Carr did what anyone of us would have done

explained to the homeowner, Jenny Lamey, what had

always find a way to make it work and make it better.

(are you kidding me?). He walked the 20 miles to work.

happened. Lamey offered Carr a bed to take a nap,

To the Debbie and Byron Gantts and Walter Carrs of the

which Carr refused, saying, “No, I’d rather get started.”

world, thanks for the inspiration.

Using Google Maps, Carr estimated it would take him just under eight hours to make the trek to that day’s

Once Carr’s story became known within Bellhops,

job site, located in Pelham. Leaving his apartment at mid-

CEO Luke Marklin gave Carr his own car, a 2014 Ford

night, Carr set off on foot for his first day at work. Using a

Escape. In addition, the homeowner Lamey started a

Tony Ramos tramos@peninsula-media.com

4 FAST FACTS IN THIS ISSUE: ∂ Manufacturers unanimously agree that the trend toward larger and more fully appointed outdoor kitchens continues to grow throughout the U.S. and Canada.

∑ Since Summerset Superstore (Costa Mesa, California) is not located near heavy car or foot traffic, Yelp is an effective marketing tool, says General Manager Kevin Pierini. His five-star Yelp rating helps drive customers to the store.

6 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

∏ Treasure Garden’s new 13-foot Starlux AKZ Plus cantilever umbrella, which features built-in rib lights, is receiving rave reviews from retailers and customers.

π The owners of Fire it Up (Atlantic Beach, North Carolina) claim that regular cooking demos are the best way to connect with prospective buyers. Says Debbie Gantt, “We build a fire and grill some hamburgers, chicken wings, and ribs…The statement is true, ‘You build it, and they will come!’”

OUTDOOR FURNITURE AND KITCHENS

HE A D Q UA R T E R S – 9 4 4 9 8 t h St re e t | Ranc ho Cuc amonga, CA 91730 P h o n e : 9 0 9 . 9 8 9 . 9 9 7 7 | F ax : 9 0 9 . 9 8 9 . 9970 | Toll Free: 866. 964. 4468 CHI CA G O SHO W R O O M – M e rc h an d i se Mart Suite 1667 | Chic ago, IL 60654 G E N S UNCA S UA L .C O M Circle Reader Service No. 7

GUEST EDITORIAL

PUBLISHER

By Tim Reed

Tony Ramos tramos@peninsula-media.com

YOUR REALRIVAL

Tim Reed

Your competition isn’t who you think it is. I’ve come to the conclusion that our industry is blind. In the same way that fish are the last to see the water that surrounds them, we are the last to really understand the current landscape. We think our competition is Gypsy Vandal Fireplace Co. down the street or the 800-pound-gorilla manufacturer, but that’s wrong. It’s simply not who we compete against. If you take a step back to the national level, the incident rate of fireplaces has been falling in newconstruction homes for a few years. (If that terminology is new to you, it just means the percentage of fireplaces installed per home.) At the local level, even though home equity is high, many remodels don’t include a fireplace at all. And to top it all off, if you were to ring five doorbells in your neighborhood and ask people about a gas insert, most of those people would have no idea what you were talking about. We don’t compete against other dealers or rival manufacturers—we compete against indecision, ignorance, and apathy. The fact is that most people don’t know and don’t care about our products. Our job is to be an evangelist. Rather than hiding in our cave and stealing crumbs from everyone else that’s in there too, we need to step outside and look at the vast and plentiful fields all around us. There is so much whitespace in our category. Why are we so concerned about everybody else when most of the homeowners in our

country don’t even know about our products? There has never been more opportunity than there is right now, and if you don’t believe it— you’re missing out! The problem is that many of us ope rate with a scarcity mentality. I remember a number of years ago, a manufacturer rewarded its top-performing dealers in the country with the slogan, “these dealers do not share well with others.” A tightfisted mentality like that kills a generous spirit, and a generous spirit is what we desperately need if we want to win. I’m starting a podcast for our industry that launches this month, and the response has been eye-opening. I’ve talked with people in our industry who can’t believe why I would do it. They can’t believe that it’s free and many have asked what my angle is—as if the idea of sharing helpful advice with other like-minded folks in the industry is crazy because, God-forbid, some of the audience might wear a different-colored uniform. We need to get past this and look out for the common good of our industry. If you want to hear a voice for that common good, I would encourage you to check out “The Fire Time Podcast.” It’s available for both Apple and Android devices or online (www.itsfiretime.com/podcast). Season 1 just launched, and it features 12 episodes with the best of the best in our industry. I spoke with everyone from CEOs of manufacturers all the way to local installers, and the co nversations were amazing. These people get it and are leading our industry forward in unbelievable ways. I know you will be able to grow your business from the wisdom shared in these episodes, and I would encourage you to invest in sharing it with other like-minded businesses. The fact is that all ships rise in a high tide, and I would guess that everyone would be happier if more consumers knew what a gas ins ert was. Well, if that’s the case, we need to stop sideswiping each other

8 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

and look ahead at the uncharted land that is right in front of us. To piggyback on what noted entrepreneur Gary Vaynerchuk says, we shouldn’t build the tallest building by tearing down everyone else’s. Winning businesses have an abundance mentality. There was a famous teacher a couple thousand years ago who said, “A good tree produc es good fruit,” and a “bad tree produces bad fruit.” If you believe in abundance and sow generosity, what do you think you will reap versus sowing cynicism and negativity? An abundance mentality will change the way you treat your team members, it will change the way your team members treat your customers, and (most importantly) it will change the way customers view your brand. So, let’s circle back to the beginning. You don’t compete against the guy down the street. You don’t compete against that rival manufacturer. You compete against indifference, ignorance, and apathy. Trust me. Your company loses more jobs to indifference than to the guy down the street. So today, what can you do to combat your true competition and help raise the tide for everyone else?

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

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

Tim Reed (Reed Marketing LLC & Fireside Home Solutions) helps hearth businesses win by teaching them how to speak clearly with their customers, inspire their sales team, and rethink the necessities of what they do. He has worked in the hearth industry for over a decade in installation, sales and management, and currently leads five retail showrooms for Fireside Home Solutions in the Pacific Northwest. Known as a rabid learner and communicator, Reed is passionate about helping people maximize their potential and speaks regularly on these topics. Connect with Reed at www.itsfiretime.com or on Instagram: @firesidetim.

Fax (310) 792-7449 www.patioandhearthproductsreport.com

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

Subscription Inquiries: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.patioandhearthproductsreport.com Email: patioandhearth@omeda.com Phone: (847) 763-9261

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INDUSTRY NEWS Sunbrella Unveils the Pure Collection Patio & Hearth Products Report recently spoke with Greg Voorhis, executive design director at Sunbrella, about the introduction of the Sunbrella® Pure Collection by Glen Raven. This newest outdoor fabric collection was on display at Casual Market Chicago. Why was the name, Pure, given to this collection? The Sunbrella Pure Collection was given its name because it showcases the most fundamental concepts of simplicity and balance in design. Incorporating chenille and heathered yarn blends, dimensional stitching, and two-tone effects, the patterns of Pure use color, raw yet luxurious textures and patterns inspired by nature. Each pattern demonstrates the range of capabilities for performance fabrics without compromising luxury and softness. What distinguishes Pure from other Sunbrella fabric designs? This curated collection features a range of textures and patterns that capture the beauty and essence of a textile done by hand with the most modern technology available. Authentic, relevant and unforced, the Sunbrella Pure Collection embraces essential design elements that bring environments into balance through the use of familiar, complementary patterns and forms. Sunbrella has created

10 unique performance fabrics that integrate organic colors and plush textures to emphasize depth and tactile experience. How many different patterns/colors are found in this collection? Pure Collection features 10 patterns and colors: • Essential is a new basic that mimics raw and handwoven fabric by using a combination of thick and thin yarns in both directions of the cloth for a more textured weave. • Inspired by hand-dying techniques, Authentic is a dramatic accent fabric that experiments with pattern scale in a way that encourages individuality. No two pieces that use this fabric will look the same. • Enrich draws its inspiration from unique embroidery techniques. • Cast features new colors to build upon a trusted basic that has existed in the line for several seasons. • Offering new representation of a matte, dusted color, Trusted is a chambray stripe that connects well with Cast. • Intent highlights heavier blended yarns with an ombré stripe. • A raw yet refined herringbone weave, Perception is distinguished by an unexpected color gradient. • Refine features a sophisticated, multi-pinstripe, which is perfect for introducing accent

Pure collection from Sunbrella

colors within the collection. • Simplicity embodies a familiar, comforting plaid design that showcases a hand-loomed quality. • Lastly, Platform is a plush chenille basic that mimics a sanded velvet. What outdoor applications, i.e. furniture upholstery, cushions, etc., are best suited for the Pure collection? Pure is perfect for outdoor applications such as furniture upholstery, cushions, pillows and other accessories. Like all Sunbrella fabrics, the textiles in the Pure collection are easy to care for, fade proof and bleach cleanable. Is the Pure collection appropriate for indoor design application? Pure is also a natural fit for interior design. There’s a natural duality in this curated collection, thanks to its range of soft textures and patterns. Layered together or mixed with other collections, the fabrics subtly adapt to their environment and create a sense of comforting harmony and custom design story for the home. What type of consumers do you feel will respond well to this collection? Consumers who are looking for a soft, high-performance fabric with a unique, handmade quality will appreciate the Pure Collection.

LES JARDINS INTRODUCES OUTDOOR SOLAR LIGHTING Teak lantern by Les Jardins Solar Lighting

French teak furnishings manufacturer Les Jardins has introduced solar-powered outdoor lighting. Combining smart design with exceptional style, Les Jardins Solar Lighting provides renewable energy powered outdoor lighting products for the design-obsessed consumer. Looking to build smart lighting solutions, Les Jardins Solar Lighting’s engineering and design teams created each independent solar LED light module to seamlessly snap into place in a myriad of thoughtfully designed portable frame styles, generating limitless applications and possibilities to transform outdoorliving experiences. With lighting capabilities ranging from dimmer, motion sensor activation, and a brightness of up to 500 lumens, Les Jardins Solar Lighting can set the mood or light the night at backyard barbecues, glamping experiences or overnight outdoor adventures.

10 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

OUTDOOR GREATROOM COMPANY HOSTS FOURTH ANNUAL CONFERENCE IN MINNESOTA The Outdoor GreatRoom Company™ (OGC) hosted its fourth-annual Outdoor GreatRoom Conference in August at its corporate headquarters in Burnsville, Minnesota. Staff, sales representatives, and some customers from across the U.S. and Canada were brought together for this two-day event. One highlight of the conference included a Light the Night event featuring hands-on product training, food trucks, and showroom, manufacturing, and engineering tours. “Our annual

conference continues to grow since we started the event four years ago,” says Paul Nigon, OGC staff, sales representatives, and customers director of customer enjoy wine tasting during their conference engagement. “The comedy show. The goal of this annual intent of the Light the Night event was conference is to join customers and to showcase a unique customer experikey representatives together to proence, something customers could vide valuable feedback and prompt bring home to their own locations.” conversations to effectively support Other activities included roundeach other for success in the market. table discussions, golfing, winery and OGC seeks strength in the ability to brewery tours, and a dinner with a

build these valuable relationships. This annual event continues to enhance the rapport with customers and sales representatives because, as vice president of sales Steve Shimek, says, “It is the people at OGC that makes the company so special!”

NASCAR AND PIT BOSS GRILLS FORM PARTNERSHIP NASCAR and Pit Boss Grills (Phoenix, Arizona) signed a multiyear agreement that introduces one of the fastest growing grill brands as the “Official Grill of NASCAR®.” This new deal marks Pit Boss Grills’ first partnership with a professional sports property and will strengthen the company’s campaign to grow brand awareness on a national scale. Dansons Inc., which manufactures Pit Boss and Louisiana Grills, was founded in 1999 and provides customers with world class, competitive and innovative products across its lineup, which includes wood pellet grills, charcoal grills, spices and accessories, as well as gas grills and vertical smokers. The partnership will provide both brands under Dansons (Pit Boss and Louisiana Grills) with exclusive status and promotional rights in the grill category. The partnership will be activated at retail and key races throughout each season for strategic hospitality events. “Each weekend, NASCAR races serve as the backdrop for family and friends to gather to watch great racing, root for their favorite drivers, and likely eat some great food,” says Daryl Wolfe, NASCAR chief sales and partnership officer. “Ofte ntimes, a grill is a huge part of this social experience, whether at the track or at home, making this partnership with Pit Boss a natural fit for both brands.” Adds Jeff Thiessen, president of Dansons, “We are particularly excited about connecting with the most passionate fans in sports and are blessed to become part of the NASCAR family. NASCAR and Dansons Inc. are both family-run businesses, and we bring that atmosphere of family and friendship with us wherever we go. Our grills do that as well, bringing people together around good food, and good times.” Pit Boss and Louisiana Grills join the NASCAR Fuel for Business Council®, which brings together an exclusive group of more than 50 Official NASCAR Partners to buy and sell products and services from one another.

ICFA RECOGNIZES TOP RETAILERS WITH APOLLO AWARDS Bowman’s Stove & Patio (Ephrata, Pennsylvania) received the Apollo Award at Casual Market Chicago in the single-store category. Porch & Patio Casual Living (Warwick, Rhode Island) received the award in the multistore category. The program

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SEPTEMBER/OCTOBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 11

™

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

SU N B R E .CO M 12L L•APATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

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

best performing upholstery fabrics, responsive customer support and the industryâ&#x20AC;&#x2122;s leading warranty. So your customers never question your commitment. Circle Reader Service No. 13

INDUSTRY

NEWS recognizes retail excellence in the sales and marketing of outdoor furnishings. Finalists in the single-store category were Bowman’s Stove & Patio (Ephrata, Pennsylvania); Outdoor Elegance (La Verne, California); Patios Plus (Rancho Mirage, California); Sunnyland Furniture (Dallas, Texas); and Village Green Home and Garden (Rockford, Illinois). Finalists in the multistore category were Daylight Home, Lighting & Patio (San Luis Obispo, California); Great Gatherings (Gainesville, Virginia); Porch & Patio Casual Living (Warwick, Rhode Island); Today’s Patio (Scottsdale, Arizona); and Yard Art Patio & Fireplace (Coppell, Texas). Finalists must demonstrate outstanding accomplishments plus a commitment to customer service and dedication to professional development for their staff. The winner is recognized as an exceptional dealer in their trading area and a model for others within the industry, as well as characterized by innovative marketing and merchandising strategies. The ICFA membership voted via an online ballot for a winner in each of two categories in the summer. Finalists were honored and the winners announced at the ICFA Awards Gala in September during the Casual Market Chicago. In addition to the retailer awards, ICFA recognized Lloyd Flanders as its Manufacturer of the Year.

METAL-FAB CELEBRATES 60 YEARS OF BUSINESS Metal-Fab (Wichita, Kansas), which manufactures complete and comprehensive venting solutions for residential, commercial, and industrial applications, is celebrating its 60th year in the venting industry. Founded in 1958 with the dream to establish a company that employs great people to supply top-quality products, MetalFab has exceeded these expectations by striving to offer customers the absolute best service day in and out. As a family-owned business, Metal-Fab views its independence as an important factor in its ability to provide superior service for six decades. “We are pleased that Metal-Fab remains a privately owned business and has established itself as a leader in the wide variety of markets we serve,” says Marcus Wheeler, marketing manager. “We

HEARTH PRODUCTS CONTROLS LAUNCHES NEW AND IMPROVED MOBILE BLUETOOTH APP Hearth Products Controls (HPC), a leader in firepit and water feature innovation, launched a mobile HPC Fire App available for Apple® and Android™ phones. The free Bluetooth® app allows users to pair their device with HPC’s advanced line of Electronic Ignition (EI) High-Low firepits that feature a built-in antenna, enabling remote control. Once a connection is established between the smartphone and HPC’s EI HighLow firepit, app users can perform the following functions: Turn the firepit on and off, change the flame level to high or low, set the flame to a shut-off timer, monitor the internal temperature of the ignition box, and aid in troubleshooting problems that may arise. In addition to this groundbreaking convenience, the EI High-Low line’s updated safety features surpass those of any CSA-certified firepit on the market and provide more dependable ignition service life. Integrated flame-sensing technology shuts down the firepit when the flame is lost and automatically relights it. Should the user forget to turn off the flame, an autoshutoff feature will do it for them. Together with the HPC Fire app, the EI HighLow firepit series offers enhanced functionality for commercial applications as well. With a simple passcode, users can assign control to anyone with a compatible device to allow multi-operator access. For locations with multiple firepits, each firepit can be named differently within the app and individually controlled for optimum flexibili-

MOMENTUM BUILDS FOR OUTDOOR BY ASHLEY AFTER STRONG ICFA PRE-MARKET AND STRONG CASUAL MARKET CHICAGO

ty. In addition, HPC’s EI High-Low firepits have self-diagnostic capabilities that monitor shutdowns and other events, providing user reports with corrective actions. “This was really a great opportunity for us to not only advance the safety of an already popular Electronic Ignition firepit line, but to explore new ways to deliver the best possible experience for our end users,” says HPC President Greg Steck, who adds that the development of the HPC Fire app was a natural step given that people already rely heavily on their smartphones to manage life’s activities. “In test settings, the app received high marks for ease of use and functionality, so we are excited to bring this latest offering to market as an industryfirst convenience benefit that residential and commercial users will enjoy.” The HPC Fire app is available at the App Store and on Google Play. During the setup of the app, users can select from three languages: English, Spanish, and French. The app is easy to use and features simple status and dashboard screens. For additional information on the app, visit www.hpcfire.com/app, or contact Hearth Products Controls at (877) 585-9800, or info@hpcfire.com.

A deep seating set from Outdoor by Ashley

extend our gratitude to all customers and employees who have helped make Metal-Fab who we are today.” Patio & Hearth Products Report recently had the opportunity to speak with Outdoor By Ashley executives Andy Sokol, vice president of merchandising – outdoor furniture, and Lorin Sourbeck, vice president of marketing and sales strategies, after the recent International Casual Furnishings Association (ICFA) Preview Show in Chicago. Outdoor By Ashley had a large presence on the 7th floor of the Merchandise Mart at Preview and at Casual Market Chicago.

14 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

HPC’s Electronic Ignition High-Low firepit insert with remote app

On display were several outdoor furniture collections and accessories from Outdoor By Ashley. In addition to viewing the outdoor furniture collections, specialty retailers had the opportunity to talk with company representatives about the business model being offered to the outdoor furniture and outdoor living industry. P&HPR: Based on the response from specialty retailers at ICFA Preview and Casual Market Chicago, what are the top two or three strongest selling points Ashley has to offer?

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Sokol and Sourbeck: We have a team dedicated on

forecasting our needs. They look at the demand for each one of our distribution centers and work tirelessly to make sure we have inventory at the right place and at the right time.

NEWS

P&HPR: Describe the process with your Inventory Management system.

INDUSTRY

Sokol and Sourbeck: We provide incredible value on beautiful outdoor furniture collections without forcing customers to buy containers to get great prices. Customers can buy from our distribution centers and keep little or no inventory. Their cost of inventory is extremely low because we take the risk and cost of holding the inventory in our distribution centers. We have many sales and marketing experts that we make available to help our customers promote, drive business, and succeed in a competitive environment.

P&HPR: Is there a particular region or state(s) that is

showing the most interest in Outdoor By Ashley? P&HPR: Based on the A, B, C business models that

you had on display in Chicago, which business model attracts the greatest amount of interest? Sokol and Sourbeck: The models are different-

size footprints. We realize space varies from customer to customer, but with the size of our assortment and the values we have to offer, buyers are working to find as much space as possible to present our line. P&HPR: Where is most of the interest in your outdoor program coming from—single store or multistore specialty retailers? Sokol and Sourbeck: Interest is coming from across a

broad spectrum of companies—small, medium and large.

Sokol and Sourbeck: The interest is pretty well balanced throughout the United States. Sales vary depending upon the seasonality of different regions, but interest is coming from all regions. P&HPR: Describe Gross Margin Return on Investment

(GMROI).

product replenishment—while upholding and increasing excellence in customer service. Our marketing specialists work with each retailer to help support a targeted product selection, strategic marketing and the balance of inventory to help maximize profitability.

Sokol and Sourbeck: Gross Margin Return on

Investment (GMROI) is a mathematical concept that helps a retailer maximize profitability by finding the balance between inventory and sales. Too much product in a warehouse results in a daily expense due to overhead and cost of goods not sold. By leveraging Ashley’s warehouse and unprecedented rapid distribution logistics, retailers can store more variety and less depth with fast

P&HPR: What reaction did you get at the ICFA

Preview and Casual Market Chicago? Sokol and Sourbeck: Customers who came to see us at

the ICFA Preview show and at Casual Market Chicago, and who shopped our Outdoor line for the first time, gave us high marks on our assortment, value, and marketing

Inspired by the place you love Produced in the place we live Only a fabric envisioned and woven in Italy can be called Italian. The inspiration, elegance and originality cannot be duplicated. Ask an Italian, ask Tempotest!

Circle Reader Service No. 17

SEPTEMBER/OCTOBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 17

NEWS

INDUSTRY

PIT BOSS GRILLS PARTNERS WITH BBQ BOB

presentations. We signed up many new dealers who told us they did not know what to expect but were thrilled they came to see us.

MALIBU OUTDOOR LIVING JOINS THE PRESTWICK GROUP The Prestwick Group, manufacturer of customized site furnishings, has brought Malibu Outdoor Living into its family of companies. Malibu Outdoor Living’s expertise in outdoor furniture design, combined with Prestwick’s manufacturing capabilities, brings new, innovative product lines to the casual-furniture marketplace. Prestwick and Malibu have introduced new products, including a fire table, the comfortable Hyannis rocking adirondack chair, and the new stylish Milano collection, which includes deep seating and dining tables, along with dining and side chairs. In addition to these new products, Malibu Outdoor Living is launching new natural wood grains available in three colorways. “Prestwick has been look ing to get into the furniture market for years, and this was the right time,” says Mark Hammer, COO, The Prestwick Group. “We’re excited to have found a company of Malibu’s caliber and we’re looking forward to releasing innovative designs and expanding Malibu’s product offering over the upcoming year(s).”

Pit Boss Grills has partnered with BBQ Bob (Robinson), an unofficial barbecue celebrity and the man credited as being the godfather of pellet grills. Born and raised in St. Joseph, Missouri, BBQ Bob found his barbecue roots early on and helped create the barrel lid that pellet grills are known for today. Not only has BBQ Bob won many barbecue competitions, he has also cooked at a legislative picnic and has helped raise national awareness for the pellet grill segment. He was the first pellet grill retailer in the Midwest through his stores in Kansas City. BBQ Bob stopped competing in the mid-1990s, but in 1998, he made a cameo appearance on a team with Fast Eddy for the Jack Daniel’s World Championship Competition. They were the only team using a pellet grill at that time.

BBQ Bob (Robinson)

h is i helph l “I am proud to be part of a company that ing make a 200-year-old tradition available to everyone,” Robinson says. “Not only are Pit Boss Grills bigger, hotter, and heavier than other grills out there, the company has a solid foundation in family and friendship.”

Southwest Sales Representative. “We were very excited to hear of Ken’s interest in coming back at a time when we needed more focus in the southwest area of the country,” says Sharla Wagy, Memphis general manager. “Ken is an outstanding salesperson, and we feel fortunate to have him back on the Memphis team.” Gardner adds, “I’m very excited to rejoin the talented team at Memphis Grills, and I’m looking forward to partnering with our exceptional dealer network in the Southwest.” He will cover the states of California, Nevada, Utah, Arizona, and New Mexico, and will report to National Sales Manager Scott Severson.

Bob serves as the company’s technical guru and helps with both parts and service. Michelle Corona has been a staple for the company and Southern California since joining over a year ago. Walter Cox is Ultimate’s project specialist who has a focus on the builder portion of the business. Mitch Magleby joined Ultimate in early 2017 and is dedicated both to the agency as well as his valued customers. Heather Connaughton serves as the backbone and first responder of the office and has been with Ultimate for over 10 years.

MONTIGO WELCOMES ULTIMATE MARKETING ASSOCIATES INC. AS NEW CALIFORNIA TERRITORY REPRESENTATIVES

Due to continued growth, CabanaCoast® has added three staff members to its sales team. Kim Haynie will be responsible for sales growth in Illinois, Indiana, Michigan, Ohio, and Wisconsin. From a young age, Haynie revealed an entrepreneurial spirit. Taking after her parents who had established their own manufacturer’s representative firm, she started her selling career by filling wheelbarrows of their extra samples and competing against her siblings to see who could sell the most. Haynie sold corporate insurance for many years before moving into the real estate industry where she also excelled. In 2013, she founded TRENDS to become a manufacturer representative. Fred White will be responsible for retail sales growth in California and Arizona. White has been on the retail side of the furniture industry for over 20 years. White’s experience includes operating his own contemporary gift and accessories store in Laguna Beach, California. Byron Stewart was hired as showroom manager at The Merchandise Mart in Chicago. Stewart has more than 18 years of experience at The Merchandise Mart, working in decorative accessories and residential furniture for the first nine years and then moving on to casual furnishings.

Montigo Fireplaces, designer and builder of commercial and residential fireplace products, has selected Ultimate Marketing Associates Inc. as sales representatives for its California territory (including Reno, Sparks and Carson City, Nevada). “We are very excited to have Ultimate Marketing join our growing team,” says Jonathan Burke, CEO of Memphis Wood Fire Montigo. “Bob and Cody Bredel, along wit h their entire group, bring the breadth of coverage and Grills, manufacturer of high-end wood pellet grills, focus on growing partnerships that we feel will serve Ken Gardner has hired Ken Gardner as a our dealers well. We very much look forward to new sales representative for working with them to grow our business in the California territory.” the Southwest territory. Gardner is no stranger to Ultimate Marketing Associates Inc. was formed Memphis Grills since he started at the company in fall in 2005 by Father and Son (Bob and Cody Bredel). 2014 as the business development manager. In sumTheir background in the decorative plumbing, mer 2017, Gardner and his wife, Diane, left hardware, and lighting industry has allowe d Minnesota for a warmer climate, accepting a position Ultimate to grow into one of the top producing, as general manager of a large retail operation in independent rep firms in California. Today, Cody Texas. After a year of his general manager position in Texas, he and his wife decided to join their son in is the managing principal of the agency and takes Phoenix and return to Memphis Grills as the care of the day-to-day operations for the company.

MEMPHIS WOOD FIRE GRILLS HIRES KEN GARDNER AS A NEW SALES REPRESENTATIVE

18 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

CABANACOAST WELCOMES NEW SALES STAFF

1172 Erie Street, Stratford ON, Canada N4Z 0A1 | 1 800 490 1283 | www.crpproducts.com Circle Reader Service No. 19

ADVERTORIAL

HEARTH SPOTLIGHT

HIGHIMPACT Full View 41 with copper wide Grace front and natural river rock media kit

Mendota’s impressive (and popular) fireplace line strengthens sales for Minnesota hearth retailer. installation. “We have diversity in our product offerings,” he says. “We have six masons on staff, and we do all our own finish work.” Having a skilled staff has allowed Twin City to respond to changing trends in the industry. Becker notes that the demand for custommade fireplaces has increased during the last two or three years. “Custom fireplaces are a growing high-end niche,” he says. “We are seeing more installations with these types of products.” Becker adds that his company has

stablished 11 years ago with the goal of offering cus-

they’ve added

worked on many large projects with multiple

tomers the highest-quality fireplace products with

more products,”

installations of high-end fireplaces into single

personalized installations by highly skilled craftsman, Twin

Becker says. He

homes—in a way he wouldn’t have envisioned

City Fireplace & Stone has delivered this and more to its

observes that

10 years ago. He says projects of this scale

customers in the Minneapolis-St. Paul, Minnesota area.

Mendota is an

require experience for superior, one-of-a-kind

“Our specialty is finding the perfect solution for your

expert at creat-

home,” says Chris Becker, founder. Becker brought two decades of experience as an

ing fireplace

Chris Becker

models with

results. “It takes someone who knows what they’re doing to do these projects.” Becker also notices customers going

installer, mason, and builder when he began his business

clean views and sleek lines that become centerpieces of

online more for product information and shopping, but he

with customer satisfaction and superior results at the fore-

any living area. “I think they’ve done them better than

believes people still want to see, feel, and touch fireplaces

front. This focus helped him build a highly successful busi-

anyone else.”

ness that has tripled in size since its inception. Even though

Mendota’s FV46—displayed in both of Twin City’s show-

and other products before deciding on their purchase. The company’s Edina showroom currently has 55 burning

he began his company right before a large economic

rooms—boasts more than 1,000 square inches of viewing

displays, with an additional 45 in the Woodbury show-

downturn, he found ways to not only survive the recession,

area that expertly makes a statement, even in large rooms.

room. The company is working on increasing this by

but to thrive. “The first 18 months were fine, and then it got

The FV34 and FV34 Arch offer all the features of the larger

addi ng approximately 40 more fireplaces to its main

tough after that,” Becker says.

models with a size that makes it ideal for even the smallest

showroom this year. “Our original showroom is about to

of spaces with the option to select a unique architectural

double in size,” Becker says. This move is only part of an

working toward opening a showroom, with Mendota

design. The more traditional-looking FV36 delivers a con-

attempt to elevate its customer service by meeting cus-

Hearth (Cedar Rapids, Iowa) becoming an integral part of

venient shape and size, with the ability to design a unique

tomers wherever they are—whether in the company’s

it. “I looked at key vendors like Mendota that could com-

fireplace with Mendota’s handcrafted logs, glass, marble,

showrooms, customers’ homes, or other locations.

pete with what was in the marketplace,” Becker says. “It’s

river rock, and many more fire bases and accessories.

As the economy took a turn for the worse, he started

proven to perform that way. We made a major impact with them right away.”

Becker notes that Mendota’s new FullView 42 is another

Having a diverse array of products available and putting the customer first will remain a focus for Twin City as it con-

popular fireplace with limitless ways to customize it. He

tinually works to improve its company. “I think our approach

adds that Mendota is a popular choice for his customers

works very well,” he says. “We try to create value in differ-

in Edina, followed by a second showroom in Woodbury

because of the numerous options it offers, including reflec-

ent ways. We try to create a more complete experience that

two years later with Mendota’s luxury fireplaces displayed

tive liners, opulent finishes, and eye-catching media

is hands on from start to finish.”

on the floor. “I really just started working toward what we

options. He says Mendota’s birch logs are a hot product

Reputable brands such as Mendota, which offer high-

are still creating,” Becker explains. One collection that has

right now, with its bold design evoking strong reactions

quality fireplaces, will continue to be featured in the stores’

Twin City Fireplace & Stone opened its first showroom

been popular since it first appeared in the Edina showroom

from people. “Mendota has been quite successful in our

expanding showrooms. “Mendota is our biggest supplier,”

is Mendota’s FullView series. Becker says it is in even high-

store,” he says.

Becker says, “and we’ve done very well with all of our

er demand now that Mendota has expanded the collec-

Twin City is unique with a highly skilled masonry staff,

tion. He notes that when he first started carrying it in the

enabling it to offer customers stone and masonry work in

and Becker says Twin City Fireplace & Stone is well posi-

store, it included two inserts and a fireplace, but now the

every part of their house, including the construction and

tioned to handle the increased demand because it has a

series includes seven models with five different sizes and

design of outdoor kitchens and fireplaces, custom-built

comprehensive five-year plan, including the showroom

multiple shapes.

wood-fire pizza ovens, and chimney repair and restoration.

expansion that prepared the company to continue to grow

Becker says the company stands out because of its talented

and satisfy its increasing customer base. “It’s coming to

staff and craftsmanship capabilities that extend past fireplace

fruition, and we are doing what we planned.”

“The FullView Series from Mendota has always been a hot seller for us, and it’s gotten even better now that

20 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

brands.” The business continues to experience growth,

Circle Reader Service No. 21

SPOTLIGHT

PRODUCT

ALFRESCO KITCHENS 01

Deluxe grills, refrigerators, beverage centers, and cabinetry make today’s backyard cooking spaces as luxe as upscale indoor kitchens. By GREG THOMPSON Consumers who tackle outdoor kitchen projects are generally not afraid to spend money. Indeed, many are willing to invest in unit combinations with enduring value. This trend toward premium products fuels what some manufacturers believe is a steady evolution toward multiple features and accessories. “The trend toward larger and more fully featured outdoor kitchens continues,” says Brian

Eskew, marketing director of Twin Eagles. “Consumers want an outdoor kitchen they can use for gathering and entertaining, even when the grill is not in use. Overall, the outdoor kitchen category is alive and well and consumer demand is very high.” Manufacturers featured in this issue’s Spotlight offer pizza ovens, high-power burners, refrigerator s, kegerators, distinctive cabinets, and

22 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

much more in what amounts to a blockbuster collection of primary and ancillary items for the modern outdoor kitchen. “Consumers today view their outdoor kitchen as relevant as their indoor kitchen for entertaining,” adds Sharla Wagy, general manager of Memphis Wood Fire Grills. “As consumers are investing more in their outdoor kitchens, they are looking for the high-end quality of indoor appliances for their outdoor entertainment rooms. They want the storage components, doors, and drawers to hold utensils, plates, and glasses—everything to complete their outdoor cooking and entertainment experience.”

01 Hestan Outdoor Bora Bora kitchen

02 30-inch Angus Grill set in Bull Master Q Island

03 The OCD-1 Paradise from Cal Spas

04 Napoleon Oasis-PRO825 custom configuration

05 07 06

FISHER & PAYKEL APPLIANCES INC. Beyond merely buying a grill, outdoor kitchens tend to require careful thought and planning. “There is much more thought around placement of appliances and how the space will be used,” confirms Justin Monroy, outdoor market development manager for Fisher & Paykel Appliances Inc. (Costa Mesa, California). “This has really increased from years past.” As the focal point in an outdoor kitchen, Fisher & Paykel’s new Series 9 grill has resonated with consumers. “The Series 9 grills come in 36-inch and 48inch sizes and are loaded with features such as adjustable warming racks, charcoal inserts, interior lighting and backlit bezels,” Monroy says. “The backlit bezels will change color from white to orange as the knob is turned to the on position—meaning that the burner is on.” Fisher & Paykel also launched a 6-inch storage

companion that attaches to the grill, creating a convenient place to store tools and accessories. “You are able to put it with the 36-inch or 48-inch to accommodate openings for 42 inches and 54 inches,” Monroy says. “We have seen great interest around our new 6-inch Storage. You can even fill the insert with ice, so refreshments are within arm’s reach. We also offer full outdoor kitchen solutions from dry pantry, kegerator, refrigerator, access doors/drawer, trash. We have everything needed to equip an outdoor dream island.” RH PETERSON Bob Dischner, senior vice president of marketing, is convinced that the outdoor kitchen trend will not be slowing down any time soon. So, officials at RH Peterson (City of Industry, California) have responded by creating distinctive island packages

05 The Electric Grill Island from Coyote

06 Fire Magic 77-inch GFRC island

07 Eagle One Super Premium Grill from Twin Eagles with outdoor-kitchen components

08 Gensun's Modano 57-inch gas grill island

09 Danver Stainless Outdoor Kitchen with Sea Glass Door Style

SEPTEMBER/OCTOBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 23

SPOTLIGHT

PRODUCT

ccaddies, power burners for stock ppot cooking outdoors, and flat ttop griddles for entertaining at anytime of the day. As for materials, she is adamant: “Stainless Steel reigns supreme as the primary finish.” For years, installing all that stainless steel was largely the purview of contractors. Today, with the popularity of do-it-yourself (DIY) projects, manufacturers such as Napoleon’s Oasis Outdoor Kitchens have provided consumers with affordable, highstyle modular solutions. “It’s all based on a selection of component pieces, from doors and drawers, to refrigerators and even component pieces intended to showcase both the gas grill as well as the kamado-style smoker,” Stuteville says. “In most cases, consumers will add the top to the components, which allows them to complement their outdoor furniture and pre-existing stone work.” As is the case with so much of the patio and hearth world, seeing is selling, and Stuteville encourages providers to incorporate that philosophy with outdoor kitchens. “Retailers who want to make an impact in this ever-growing space should dedicate showroom space to consumers to help them visualize what they were looking for,” she says. “It’s important for retailers who do not have contractors on staff to have a strong relationship with local, reputable partners wh o can complete the install once the component parts are delivered. Host cooking demos on the weekends when consumers are out shopping. Sales are more successful when consumers engage all six senses.”

that feature the Fire Magic and American Outdoor Grill brands. These in-demand grills are paired with best-selling accessories such as a double-side burner and outdoor-rated kegerator. “These durable, easyto-install, glass fiber-reinforced concrete islands offer consumers a convenient outdoor kitchen solution,” Dischner says. “The islands provide retailers with an easy way to effectively display our products in their showrooms.” According to Dischner, family-owned and operated Fire Magic is the oldest U.S. grill manufacturer, now celebrating 80 years in the business. “Every Fire Magic grill is built in our Southern California production facility with heavy-gauge 304 stainless steel,” he says. “Our exclusive advanced heat distribution system, searing options, smoking capability, rotisserie and charcoal grilling features position Fire Magic as the most versatile grill on the market.” Dischner notes that retailers looking to capitalize on the outdoor kitchen trend should know that, “Consumers are looking to bring the best of the indoor kitchen outside—

01 36-inch, Series 9 Grill from Fisher & Paykel with kegerator, refrigerator, and drawers

02 Memphis Outdoor Kitchen with built-in

03 The Madera from Summerset Grills

including appliances and accessories that offer cooking, cooling and organization solutions.” Some of those best-selling accessories at RH Peterson include side burners, refrigerators, and doors and drawers that offer varied storage solutions. NAPOLEON PRODUCTS Whether consumers are building their dream outdoor living space or replacing existing products, Kimberly R. Stuteville, national sales director of Napoleon Products (Barrie, Ontario), contends that the most popular components are grill heads, access doors, and drawers. “Grill heads range in size, but the most popular size remains the 30-inch opening,” she says. “As the linear footage of the design increases, consumers will add outdoor-rated refrigerators, waste centers, and ice makers.” On the higher-end kitchens, Stuteville is seeing sinks with integrated beverage stations and condiment

24 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

FORSHAW Quick sales and fast product turnarounds are top priorities with new preset kits and prefurnished kitchens from Exterus Outdoor by Forshaw. The Exterus modular system makes it easier for customers to do the design work, and it eliminates guesswork and

prevents design errors. “Our experienced team creates accurate drawings quickly, which allows customers and dealers to be clear with details and prevent mistakes,” says Rick Forshaw, Jr., a fifth-generation co-owner. Exterus’ biggest sellers continue to be the 36-inch Fire Magic grills. “They are very well-built, durable products that last as long as the customer wants to use them,” he says. “They are a great value.” Forshaw observes that many customers are opting for more contemporary finish options, with porcelain tile as a particularly strong seller, largely because it is durable, cost-effective, and blends with contemporary or transitional styling. “Our grill manufacturers have improved the grills themselves, as well as made finish improvements on doors and drawers,” Forshaw says. “Now, hot surface ignition, welded fireboxes, heavy duty cast stainless steel burners, and soft close, plus fully insulated doors and drawers, are the new standard.” Since outdoor kitchens are often part of a bigger project, Forshaw recommends working with architects and designers on the front end to showcase the products. “There are very few qualified installers in this space, so informational advertising can be very effective,” he says. “Showing your existing customer base that you have this additional product will create sales opportunities.” DANVER STAINLESS OUTDOOR KITCHENS Kitchen cabinets, built to order, are the signature products for Danver Stainless Outdoor Kitchens (Wallingford, Connecticut). The three brands within the umbrella company are Danver, Brown Jordan Outdoor Kitchens, and Tecno, a new, Euro-inspired line. Tecno grew out of persistent requests for a contemporary line, explains Mitch Slater, president of Danver. “We wanted to feature the European cabinets—different than roll-out shelves, and more actual drawers,” Slater says. “It has integrated handles, so you don’t have any hardware.” As pioneers in the outdoor cabinet industry, Danver started modifying its cabinet line for the outdoors around 2000, while also dabbling in outdoor kitchens at that time. “We were way ahead of the market,” Slater recalls. “People try

innovation outdoors Step into an aficionado’s outdoor kitchen. Admire the sleek, luxurious, meticulously engineered grills, as beautiful as they are high performance. Get up close and personal. You’ll appreciate the unique and innovative designs, precisely cut and shaped by our master craftspeople from the finest stainless steel. Enjoy grilling, eating and spending time together as much as we do – making memories that linger long after the grill cools down.

twin eagles. innovation and inspiration on fire.™

twineaglesgrills.com Call 800 789 2206 to learn how you can become an authorized dealer. Circle Reader Service No. 25

SPOTLIGHT

PRODUCT

to copy our door style and how our cabinets are done. We have hundreds of SKUs.” Despite the focus on cabinets, Danver also provides grills for onestop-shop clients, only selling business to business. Additional products such as pizza ovens, highpower burners, and other specialty cooking products are making inroads. “And we make cabinets for all those appliances, giving the outdoor kitchen the consistent look that indoor kitchens have,” Slater explains. “The durable powder-coat finishes provide beauty as well as lower maintenance requirements.” TWIN EAGLES A new Twin Eagles Wood Fired Pellet Smoker & Grill is set to debut this fall. Billed as an attractive, versatile, and easy-to-use unit, it features accurate temperatures from 140 to 725. “Smoke, bake, grill, sear, and rotisserie cooking features are at the push of a button,” says Brian Eskew, marketing director of Twin Eagles (Cerritos, California). “The large, sleek, weatherproof touch-screen control allows users to manually set temperatures or choose one of several preprogrammed foods. It is also Wi-Fi enabled so you can manage the grill temperature and monitor the foods’ temperature from anywhere.” Another new unit slated for early 2019 is the Eagle One Super Premium Grill, described as a step up from Twin Eagles’ premium grill. “Its striking appearance is sure to speak to the most discerning designers,” Eskew says. “Exclusive illumination characteristics, featuring our unique Temp Track™ system, allow you to manage and track temperature with accuracy and style. Additional exclusive features include half-inch diameter Chef G rade hexagonal grates, and a Black Glass infrared rotisserie burner.” Twin Eagles’ primary premium grill line had several upgrades in 2017, and those features have been well received. Among these additions are what Eskew calls, “striking new control panel illumination, a concealed rotisserie motor, and subtle design enhancements.” The larger fully featured built-in grill models have been best sellers for Twin Eagles, as have thermostatically controlled Teppanyaki Griddles and Power Burners rated at 70,000 BTU. MEMPHIS WOOD FIRE GRILLS In 2018, Memphis Wood Fire Grills (Memphis, Tennessee) introduced a line of doors and drawers to complement its wood fire built-in grills, and more upgrades are in the offing. “We have a drawer cabinet unit unique to Memphis that will contain a controller, making the installation very convenient for contractors or homeowners,” says Sharla Wagy, general manager. “We have also designed lower doors and drawers that line up perfectly with the grills for a symmetrical design. All doors and drawers are made of 304 stainless with 100-pound

01 Forshaw outdoor kitchen with Exterus modules and parts from RH Peterson Co., including a Fire Magic Aurora gas/charcoal combination grill (shown before granite countertop installation)

stainless steel soft closure slides to hold multiple bags of pellets or accessories.” The Memphis Pro Cart 430 is the company’s current best sell er, ensconced firmly in the midprice-point and delivering what Wagy calls, “a premium customer experience that only a high-end wood pellet grill can provide.” The Memphis Pro offers the ability to sear a steak at 600 degrees or higher in open-flame mode. The grill is also billed as “a true convection oven, allowing the owner to roast a turkey without a rotisserie as well as bake bread or cookies.” The built-ins have been growing as a share of overall sales, in line with the popularity of outdoor kitchens. Advancements seen over the past few years include Wi-Fi capability in grilling, a feature that allows consumers to monitor and manage their grilling experience, so they can spend more time with guests while awaiting a text announcing when the grill and/or meat has reached the desired temperature. “Consumers can put a brisket on their grill in the morning to smoke for the day and monitor it from the golf course or lake to ensure the meal will be done to perfection at the desired time,” Wagy says. “The Memphis Grill is the only grill that allows customers to smoke, grill, sear, roast, and bake.” CAL SPAS The Cal Spas (Pomona, California) juggernaut rolled on in 2018, with best sellers that included the Cal Flame P4 4-Burner Built In Gas Grill, described by Denai Rosen, marketing specialist, as “the perfect pro-style grill for your outdoor environment.” The 32-inch grill is constructed with 304 stainless steel and features four 15,000 BTU cast stainless steel burners, each with an easy-start ignition system, plus one 15,000 BTU ceramic core infrared burner. “This grill allows any burner to be switched out with an optional Sear Zone burner or Smoke Tray for enhanced grilling alternatives,” Rosen says. “Included accessories are P-Griddle Tray, P-Smoker Box, and P-Grill Cover.” To boost crucial add-on accessory sales, Rosen touts the Drop In Ice Bucket, constructed of 304 stainless steel for outdoor use. The ice bin includes a drain and comes with a lid that features the Cal Flame signature one-piece ha ndle that drops into the countertop for easy access, with built-in drain for convenient cleaning. “A Charcoal Tray turns the propane or natural gas Cal Flame grill into a charcoal grill or smoker

26 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

with the removable charcoal tray,” Rosen says. “Enjoy the flavor of charcoal as often as you want on a gas grill. Removable Charcoal Trays turn part of the Cal Flame grill into a charcoal and gas grill…Overall, th e company’s biggest advancement is creating more complete outdoor kitchens that are portable, easy to deliver, complete on arrival, and easy to purchase.” BULL OUTDOOR PRODUCTS INC. As outdoor kitchen sales increase, Wade Fortin, marketing manager at Bull Outdoor Products Inc. (Lodi, California), is seeing new finishes that follow the design trends of today—particularly the popular reclaimed wood look that Bull Outdoor emulates in its Cos tal Distress finish. On the grill side—where Bull Outdoor has solidified its reputation—the Bull Angus model is the company’s most popular product, followed by the Brahma. As the centerpiece in an outdoor kitchen, the Angus and the Brahma’s popularity are linked to features that are backed up with lifetime warranties. “The design is rooted in simplicity without sacrificing performance,” Fortin says. “The single piece dual-lined hood eliminates rust-causing weld spots, insulates, and keeps the outside looking great for years. Just like all of our outstanding Bull Grills and components, the Angus and the Brahma are constructed of high quality 14-gauge 304 stainless steel, and each burner puts out a blazing 15,000 BTUs. These features resonate extremely well with consumers looking to invest in a BBQ that will last a lifetime.” The Bull Outdoor Rated Refrigerator gives consumers a high-end refrigeration option made for the outdoors and designed with premium features such as glass shelving, interior temperature controls, and a stainless-steel exterior. Fortin notes that a growing economy has consumers investing in their backyards and hiring independent contractors to design elaborate outdoor living spaces with customized outdoor kitchens. “We are trying to build an outdoor kitchen that everyone can afford and enjoy,” he says. “The savvy customer of today is looking for a quality product that is built tough and will last forever. Bull’s lifetime warranties give the consumer peace of mind that their purchase will last for a lifetime. When it comes to our dealers, Bull always strives to be the easiest company to do business with. We achieve this by offering out-

Circle Reader Service No. 27

SPOTLIGHT

PRODUCT

of-the-box solutions that drive profits directly to the bottom line.” GENSUN Last year, Gensun (Rancho Cucamonga, California) expanded its kitchen cabinet designs with the introduction of the Modano line. Modano featured a contemporary design and the ability to adorn door panels in different finishes than the door frame. “This provides almost limitless color and design options,” says Jan Trinkley, vice president of marketing. “We also introduced new contemporary countertops made from durable cast aluminum. Countertops can be finished in 30 different colors.” In 2018, Gensun partnered with AEI Corp., manufacturer of PGS Grills, Side Burners and Beverage Centers, to provide a one-stop shop for dealers interested in the outdoor kitchen and kitchen islan d trend. Gensun Kitchens and Kitchen Islands now accommodate a wide variety of grills and appliances, including Fire Magic, AOG, Saber, Bull, and Lion. “These grills and outdoor appliances are purchased separately by dealers,” Trinkley explains. “This year, Gensun will offer the complete Outdoor Kitchen package with the PGS grills and appliances.” Among the increasingly important outdoor

kitchen ancil lary items, Gensun’s Beverage Centers have done particularly well. It’s all part of a general expansion of the outdoor kitchen. “Storage is always an issue outdoors, and one of the nice amenities provided with an outdoor kitchen island is storage,” Trinkley says. “Gensun has kitchen islands that provide extra seating, too. One of our kitchen islands has a fire feature, because the ambiance of an outdoor f ire is one of the most popular items requested for an outdoor room.” Trinkley touts Gensun’s aluminum countertops as a particularly attractive and long-lasting offering. “These countertops withstand everything the outdoor environment can throw at them,” she says. “They are durable, don’t chip like granite or stone, and can be painted to accent or match your kitchen cabinetry. And since Gensun is one of the only manufacturers to make furniture and kitchens, all of our products can be matched in color and design.” HESTAN COMMERCIAL CORP. Hestan Commercial Corporation (Anaheim, California) is using its considerable commercial experience to benefit the residential market in the form of Hestan Outdoor Living Suites. Basil E. Larkin, vice president of sales, explains that the Outdoor Living Suites are partially

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based on kitchen configurations built for high-end restaurants. Hestan Outdoor Living Suites come in 8 feet and 12 feet. “It is elegant, high quality, and a turnkey approach to outdoor kitchens,” Larkin says. “In addition, our 24-inch 70,000 BTU/hr Power Burner has been a huge success.” Larkin’s customers frequently want to mimic what they have indoors for their outdoor projects. In most cases, that means a lot of accessories. “Wine units, ice machines, storage, trash centers, side burners, power burners and, of course, powerful cooking stations like grills all become important,” he says. “Stainless steel still dominates for finishes, but our color business, particularly orange [citra], blue [prince], black [stealth] and red [matador] are doing very well. Covers for outdoor continue to be impo rtant so consumers can protect their investment.” Subtle but steady advancements keep Hestan progressing to the outdoor kitchen niche through a focus on details. For example, the lighting assist function is a recent addition. “Just by turning our knob to the light position, we use a time-delayed relay that holds our hot surface ignition in, so consumers have a better experience,” Larkin says. “With other hot surface ignition systems, the consumer has to hold the knob in.

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SPOTLIGHT

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“Our patent-pending heavy-duty Horizon Hood™ and our patent-pending halogen Stadium Lights™ are quite amazing as well,” he continues. “The Horizon Hood™ holds its position anywhere from 1 degree to 65 degrees, and at 30 degrees, our motion activated Stadium Lights™ turn on by themselves. It makes it safe and energy efficient.” COYOTE OUTDOOR LIVING Jim Ginocchi is keen to point out that the company he founded eight years ago is called Coyote Outdoor Living (Carrollton, Texas) and not Coyote Barbecues. Since furniture is a logical addition to outdoor kitchens, he points out three distinct groupings in the category that launched this year: the Laguna, described as a desert/southwest look; the Catalina, an upscale rattan look (although all aluminum-based); and South Beach, an urban metal with a woven fabric look. In the heart of the outdoor kitchen category, Ginocchi has major changes: “We have partnered with a company called RTA [ready to assemble island collection by Coyote Outdoor Living] outdoor kitchen lineup, which has a modular, easy-toput-together feel of concrete-paneled kitchens, but they are customizable in terms of faces, fronts, and finishes. We have many options for the panels:

weathered wood, stucco, and concrete. It all comes precut with Coyote appliances. It looks and feels customizable, although it’s modular.” There are 5-, 6-, and 8-foot linear options with an array of grills and accessories in each one, and users can upgrade to 8-foot or 10-foot bar options that provide bar height seating to complete the island. Coyote’s biggest grill seller has been its 36-inch S Series Grill—90,000 BTUs with three pro-style burners, one sear burner, a rear burner, backlit knobs, and ceramic flame-tamer brickets. “It has all of the options of a premium grill product in 304 stainless steel at about half the price point,” Ginocchi says. “There is no grill that can match the features, benefits, and options that we have. It has versatility, value, and features that mimic those premium grills. Our passion is to make a great product at an affordable and attainable price point. Consumers feel like they are not compromising.” SUMMERSET PROFESSIONAL GRILLS There’s no doubt that stainless steel is hot, with manufacturers churning out the shiny surfaces at every turn. With his latest launch, Jeff Straubel, president/founder of Summerset Professional Grills (Huntington Beach, California), wanted something a bit different. “You see a whole lot of stainless steel these days,

so we thought we would change it up with wood slat,” he says. “I have not seen accessories that are wood. The Madera accessory line uses real wood that can be taken out, stained, and replaced. It’s versatile, very high end, and done with a waterresistant feature for the pantries.” Summerset will still se ll stainless. After all, Straubel says, it’s less expensive to build. However, he points out that any architectural magazine these days is filled with wood features, which is also a trendy look. “We also have a new line of outdoor refrigerators,” Straubel says. “We have a new wine cooler, two new outdoor refrigerators, one double drawer refrigerator, and two kegerators that we are just now introducing.” The company’s primary sales volume still rests with its lower-end stainless steel grills, including the best-selling Sizzler product line. “The Sizzler is affordable, built well, and 100 percent stainless steel with lifetime warranties on the burners,” Straubel says. “It is commercial grade at an affordable price. We still do a lot of lower-end refrigerators, but the new line is mid to high end. That’s probably one of our best additions this year, and we’ll probably be at the coming HPBA Show in 2019 showing the whole line. We’re also bringing a lot of our product back to the USA, to Huntintgon Beach, for production.”

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MARKETING MANEUVERS

BIGGER IS BETTER This Tampa retailer combines a vast selection with value and service. BY KIMBERLY RODGERS | PHOTOGRAPHY BY DAVID BRINKO

With 14,000 square feet of showroom space, Patio Land USA is a premier outdoor retailer in Tampa

or an outdoor-furniture retailer located in Tampa, Florida, the competition can be fierce. Consumers searching online for patio furniture stores in the area will find over 170 results. Consequently, an outdoor specialty retailer trying to differentiate itself from a crowded field faces a major challenge. Patio Land USA, however, not only meets this test, b ut leads head-on. Founded in 1994, the retailer is one of the premier patio furniture stores located on Florida’s Gulf Coast, with 14,000 square feet of showroom space. It serves not only residents of Tampa, the third largest city in the state, but also those in the greater Tampa Bay region, which includes St. Petersburg, Bradenton, and Clearwater. The metropolitan area has a total estimated population of over 3 million. “Because of our 14,000-square-foot showroom, we are well known as the largest patio store in the Tampa Bay region with

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The store offers a wide selection of high-quality outdoor products

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MARKETING MANEUVERS From left: Becki Duke, Jay Lombardi, Linda Smith, and Tia Flanders

the most extensive selection of quality name brands,” says Jay Lombardi, the store manager at Patio Land USA for over a decade. “This brings us a lot of traffic through the showroom doors.” In fact, Patio Land’s reputation as a powerhouse patio store is so prominent that it’s not unusual for customers to drive from one to two hours away to shop there. Indeed, for the greater Tampa area, Patio Land USA describes itself as a superstore for exclusive, high-end outdoor casual brands. It has certainly proven to be a successful business model and one that offers the consumer many benefits. For example, customers who buy from Patio Land receive the benefits of shopping at a large store, such as a wide selection and competitive prices, without sacrificing quality. At the same time, buyers enjoy the unique advantages of shopping a t an outdoor specialty retailer that they will not find at a typical mass merchant. This includes immediate delivery on in-stock items, custom orders, complimentary design consultation, free/white glove delivery (within a 50-mile radius), flexible financing options, and unparalleled customer service. Offering only the best in quality outdoor furniture remains key at Patio Land, and the retailer represents some of the top names in the industry: Breezesta, Brown Jordan, CabanaCoast, Castelle, Gensun, Gloster, Hanamint, OW Lee, Summer Classics, Telescope Casual, Tropitone, Windward, and Woodward. Because many homes in Florida

have large lanais (a covered or screened-in porch in a tropical area), Lombardi says, “Deep seating collections are very popular here, so people can relax and take advantage of these outdoor areas.” He adds that allweather wicker and powder-coated aluminum lines are also popular due to their durability and ability to withstand the harsh conditions of Florida such as sand, salt, and high winds. Next to California, Florida has the most in-ground pools in the nation, and Patio Land USA also does a brisk business providing poolside furnishings for its clientele. The retailer also furnishes a vast amount of second homes, which are popular in the Sunshine State. In addition to offering the highest quality products, Patio Land strives to provide excellent and professional service to every single customer through the entire sales process. “We pride ourselves on our customer service,” Lombardi says. “All our sales people are very knowledgeable on furniture and trained on the different products we carry.” Free design service is available to all customers and they are encouraged to bring in plans, photos, or measurements of their outdoor rooms. From guidance on space planning and furniture selection to color choices, the staff aims to ensure customers receive the most enjoyment from their patios. Customer service carries through to the end of the sale with exceptional white-glove delivery service. The company also works with the design and contract/commercial trade to fill their outdoor furniture needs. Without a doubt, customers are well

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pleased as noted by many positive online reviews. “We want all our customers to be happy with their entire buying process, from the moment they enter the showroom through delivery,” Lombardi says. Although the showroom is large, customers will find a clean and organized floor with beautifully merchandised vignettes and displays depicting a relaxed, outdoor Florida lifestyle. Every detail is coordinated and polished, including lamps, wall art, plants, accessories, and rugs. Lombardi’s aim is for customers to enjoy their visit to the showroom. “We want everyone to have a nice, wonderful time seeing our store.” A large inventory enables Patio Land to provide quick delivery, but custom orders are also a big part of the retailer’s business, he adds. Although it is a large store, Patio Land USA runs lean with a total of eight employees. Truly a hands-on manager, Lombardi assists in all aspects necessary to run a successful retail operation. This includes working in the warehouse, sales, merchandising, and above all, making sure all customers are happy with their service. This includes making follow-up calls to customers once they receive their delivery to ensure they are completely satisfied. Despite the retailer’s success, advertising and marketing still plays a key role in the business. “We have done just about everything from newspapers and magazines to radio and television advertising,” Lombardi says, who adds that all advertising is handled by an in-house em ployee. Advertising needs change

over time and currently the company is not running spots on radio or television. However, Patio Land USA maintains an active presence on different social media platforms and websites, including Facebook, Twitter, Pinterest, and Houzz. “Many customers will come in and show us a look or style they find on a particular social media site which they want to replicate. We alway s try to accommodate their request.” The store’s website (www.patio landusa.com) offers a wealth of information, including product details, manufacturer’s links, customer reviews, current sales, and showroom photos. In addition, online visitors will find general news, tutorials, and current trends providing useful knowledge on a variety of topics relating to the outdoor space. These articles are also posted on the store’s Facebook page and have helped establish Patio Land as a thought leader in the patio furniture community. Titles cover a range of topics from design ideas and style choices to financial considerations and seasonal advice. Word-of-mouth and repeat customers may be Patio Land’s best form of marketing. “Actually, the bulk of our business is repeat traffic, and we have many long-standing customers,” Lombardi says. With a lot of options in the region to fill their patio furniture requirements, Tampa customers are also savvy and shop around for the best products at a good value. “People who come to Patio Land are already very knowledgeable,” he says. “They are looking for quality furniture at good prices and they know we will meet their needs.”

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HEARTH RETAILER

LONGEVITY & EXPERTISE A Toronto-based hearth and grill retailer expands by staying true to its roots. BY M A U R A K E L L E R

P H OTO G R A P H Y BY S C OT T L A LO N D E

Josh Malcolm

or Josh Malcolm, owner of Classic Fireplace & BBQ Store (Toronto, Canada), creating the ideal customer experience while offering exceptional fireplace and barbecue products is at the core of his business. In 2003, when Malcolm founded Classic Fireplace & BBQ, the store maintained a well-established entity with a single location on the edge of Toronto, Ontario. From the beginning, when Classic Fireplace & BBQ was a small startup, Malcolm and his employees sought to make their product lines and customer service strategies as memorable as possible—to help them stand out from the crowd. And it’s worked. Today, Classic Fireplace & BBQ differentiates itself from competitors by offering unique fireplace and barbecue products that create a distinctive experience for consumers. “Since our inception then, we have expanded to include four locations utilizing a single warehouse and service center to service our expanded area,” Malcolm says. “Our locations are close enough to share installers, service technicians and inventory easily, but they are spread out enough to reach new client bases and markets.”

A welcoming showroom encourages shoppers to linger

HISTORICALLY SPEAKING While Classic Fireplace & BBQ is Malcolm’s own entity, his love for “all things fireplace and BBQ” stemmed from his father’s independent work within the fireplace industry. In 1981, Malcolm’s garage

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housed “Nestleton Stove Works,” a small shop started by his mother and father. Within a short period of time, Malcolm’s father began selling, servicing and installing fireplaces full time. With a lot of hard work, his father’s business grew substantial-

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HEARTH RETAILER

The store’s multiple locations are close enough to share inventory, installers, and technicians

ly, resulting in three retail locations and an expansive network for the Napoleon fireplace brand. Some of Malcolm’s earliest childhood memories are of him accompanying his father to fireplace sales and service calls as part of his father’s store. After earning his degree in should be designed to help customers find what they’re looking for quickly and easily, while also allowing them to make exciting discoveries. The store’s fixtures and finishes should validate the quality and value of the merchandise. As far as the key products offered, Classic Fireplace & BBQ focuses on Napoleon and Valor— Although many customers prefer linear designs, there has been a shift back toward traditional styles two solid Canadian product lines that team pride themselves on service and mechanical engineering, Malcolm Malcolm has carried since founding his company. “We round out our customer experience—from their rejoined his father’s business to learn of running a business. offering with products from Ortal, expansive showrooms to the installathe intricacies Not long after, Malcolm learned of an Stuv, Montigo, Morso, and a few tion team’s final cleanup on the way established fireplace and barbecue other niche product lines so clients out of a client’s home. “We want store called Classic Fireplace & feel they have seen what is available people to remember just how easy we Gourmet Grills, which was available industry-wide,” he says. “In the were to deal with,” he says. for sale. Malcolm decided to venture hearth category, consumers are ENTICING CONSUMERS on his own by purchasing the store. interested in linear designs, but As the fireplace and barbecue marFast forward 15 years, and Malcolm there is a shift back toward tradikets become more competitive, the has made a name for himself by tional designs.” Within the BBQ winners in today’s retail environment providing a retail experience that side of the business, Napoleon, will be the ones who go beyond servexudes “small-town service” that Lynx and Big Green Egg are the biggest sellers, as are built-in BBQ ice to deliver a satisfying shopping customers appreciate. products with cabinetry. experience. In the fireplace arena, Today, Malcolm has established his company in four distinct markets store design is critical for showcasing throughout the Toronto region. REACHING OUT the retailers’ products while making And while the company offers a Marketing and advertising are a shoppers feel comfortable in the wealth of fireplace and barbecue vital component to most compaatmosphere, and ultimately enticing products and accessories, as Malcolm nies’ business plans, and small famishoppers to spend time in the retail space. In addition, today’s customers explains, wood to gas conversions are ly-owned entities are no exception. are increasingly doing research online a big part of Classic Fireplace & To gain an edge and to help posiand are coming into stores wanting BBQ’s business. tion themselves in the public eye, information above and beyond total“The techniques we have develmany independent retailers have ly having to rely on a salesperson. oped, namely to extract old woodturned to integrating unique mar“We make it easy to visit us with burning, zero-clearance fireplaces to keting approaches into their busishowrooms specifically set up to cater make way for new zero-clearance ness development plans. Marketing management for fireto the various markets we are in,” g as fireplaces in the same day, means there is no need to renovate the place retailers entails everything Malcolm says. existing setting,” Malcolm says. from the way employees answer In addition, it’s important to “This sets us apart from other their phones to the advertising remember that today’s shoppers are dealers in our area.” incorporated inside and outside the savvy. They’ve been marketed to their entire lives. That’s why a store In addition, Malcolm and his stores to the communication a

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retailer maintains with customers after they’ve made a purchase. With such a long-standing history, Malcolm understands the marketing nuances required to survive in a competitive industry. Classic Fireplace & BBQ’s marketing efforts and budget starts with building, polishing and continually improving the company’s website (www.classicfireplace.ca), followed by investing in paid search strategies and print materials. In addition, offering a memorable customer experience is also vital within the fireplace and barbecue retail industry. Withan intimate knowledge of retailer needs and consumer habits, Malcolm utilizes various techniques to optimize store layout and traffic flow throughout the company’s four retail locations, creating functional spaces that are aesthetically pleasing. Although traffic flow and design can vary from store to store, Malcolm understands that the key to creating an effective retail environment comes from a solid design that not only looks great, but also serves the ultimate purpose of ev ery store: To sell merchandise. For example, Classic Fireplace & BBQ’s Scarborough location evokes a warm, inviting atmosphere to help fireplace consumers envision the fireplace options in their homes. Malcolm also offers virtual tours of his four locations within the Classic Fireplace & BBQ website. While Malcolm has been busy expanding his company’s reach, he also continually updates and modifies each sh owroom to appeal to consumers and reflect current market trends. The company’s newly expanded Whitby location now features an array of barbecue grills, patio accoutrements, and fireplaces to inspire and delight customers at every turn.

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Circle Reader Service No. 43

OUTDOOR GRILLING

THE DYNAMIC DUO A husband-and-wife team find success in the burgeoning outdoorkitchen market. BY MAURA KELLER PHOTOGRAPHY BY ABOVE IT ALL STUDIOS

For more than six years, Fire it Up Grills & Hearths has played a significant role in creating some of the most sought-after outdoor kitchens in Atlantic Beach, NC. Founded by Byron Gantt and his wife, Debbie, in 2012, Fire it Up emerged as a result of Byron’s long-term role as a prominent custom homebuilder and remodeler. For nearly three decades, Byron prided himself on his exacting standards, detailed craftsmanship, and personal integrity in each custom home building and remodeling project. By the 1990s, Byron began recognizing the influx of outdoor kitchens being incorporated into these homes. “He knew this would be an undying popularly then and he was right,” says Debbie Gantt. “The outdoor-living market continued to grow, especially with new custom-built homes. I had been in retail sales and management for 20 year s, so we are a well-blended duo.” Following their long-term dream of living along the shores of North Carolina, Byron and Debbie moved to the coast in 2004 where Byron continued building custom homes. For the next several years, Byron and Debbie noticed the increased popularity of outdoor living. And, being an experienced custom builder, Byron noticed most builders didn’t know how to properly build an o utdoor kitchen. “Most pool and patio shops and landscapers also were of limited knowledge on what type grills, grill components, or types of cabinetry that are out there,” Debbie says. “They also didn’t understand which would stand up to the region’s corrosive saltwater environment.” In 2010, during the building industry’s downward spiral, Byron began working for a local gas company; there, he learned the nuances of the grill and hearth retail business. In his new role, he noticed no one was stepping into the outdoor kitchen business, mainly because of the lack of understanding of the versatile designs, the different building products and the limited grilling products that would work best along the North Carolina

Primo ceramic grills are top sellers at Fire it Up Grills & Hearths

Byron and Debbie Gantt

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OUTDOOR GRILLING to stay on top of the trends facing the patio and hearth industry. As Debbie noted, they are receiving more inquiries into different types of charcoal and wood-fired grills. “In our community, our customers also are showing more interest in adding pellet grills to their outdoor kitchens,” Debbie says. “And in the area of fireplaces, we’re selling more high-end direct-vent products such as Mendota and Valor. Electric fireplaces have improved over the years and there seems to be more interest in those products in our area.” Since Byron first began noticing

Blaze Grills is one of many product lines carried by Fire it Up

coast. So, the Gantts took this knowledge and launched Fire it Up. “Our first year, we did better than expected and our second year saw a 15 percent growth,” Debbie says. “However, the following two years were down due to the economy. Years five and six are slowly improving due to the upswing of the economy by bringing in new, different and unique products.” Being the only grill and hearth shop in the area means Fire it Up is not owned by a gas company or a big-box store. “We have stood up to our competition by offering great one-on-one customer service and quality,” Debbie says. “It is what we strive for to stand out from the rest.” While the Gantts pride themselves on providing exceptional customer service and satisfaction, they have continued to partner with contractors that share the same commitment to quality and service. “Our uniqueness sets us apart,” Debbie says. “We are a mom-andpop beach grill and hearth shop. We are relaxed and laid back in a place where everyone wants to come catch up on the latest products and new cooking styles. We offer the best products of fireplaces for the newly remodeled or newly built homes. We set ourselves apart from the rest in our community.” Fire it Up offers key manufacturer lines of which are mainly made in the United States. The manufacturers they carry include companies that offer multifunctional products, grills and smokers, while offering longevity of service to our customers. Within the

Fig is the store’s friendly greeter

grill category, some of Fire it Up’s key products include Hestan Outdoor & Indoor products, Twin Eagles and Delta Heat, Alfresco, American Muscle, Primo Ceramic, Memphis Grill, Evo, KUDU, and Gaucho Grills. Some of the store’s hottest hearth products include those manufactured by Empire, RH Peterson, Mendota, Valor and Buck Stove. And their key outdoor fireplaces include those from Stone Age and Empire. Fire it Up recently became a dealer for Nashvillebased Music City Fire Company, which offers the industry’s first soundreactive fireplace systems for residential and commercial customers. “Other than the obvious price of products, consumers are looking for longevity and quality,” Debbie says. “We try to inform and educate our customers, because a well-informed customer can make the right decision of what to expect of the products they have selected and purchased.” Both Byron and Debbie work hard

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increased consumer interest in outdoor kitchens, these special additions have undergone quite a transformation. As Debbie explains, the first outdoor kitchen Byron was involved in was a simple design. It was all brick to match the existing house and included a 36-inch cart grill with the shelves and casters removed so it would slide into the brick opening. The countertop was finished concrete. “From this simple beginning, today’s outdoor kitchens have evolved to include appliances—even a dishwasher—as well as marine grade polymer cabinets and powder coated stainless steel,” Debbie says. “We have even added a Primo grill to a yacht.” After nearly six years in business, Byron and Debbie have a key understanding of the unique role marketing plays in the hearth industry. Marketing can be a little tricky in their area, as many of their customers do not always live full time in this region, Debbie explains. “Because of

this issue, the best thing that works for us is social media like Facebook and Twitter, the manufacturer dealer locator, and our website (ncgrills.com), plus referrals,” Debbie says. “We have also used local magazines, newspapers, local radio, and we play a part of local community events.” Byron and Debbie have found that the best and most positive thing they do to welcome consumers and introduce them to their product lines is by offering a burn demo, usually on Thursdays, Fridays, and Saturdays. “We build a fire and grill some hamburgers, chicken wings, and ribs, and we interact with our customers and let them try out the de mo,” Debbie says. “The statement is true, ‘You build it, and they will come!’” They also use Fig, their lab, to “introduce” new products and “talk” about events. “She is our best advertisement,” Debbie says. “She also goes out and greets all customers in the parking lot and escorts them into our shop— even when they were going somewhere else!” While accessories have never been a big seller for Fire it Up, except before holidays, the Gantts pride themselves on engaging with customers and carrying requested products that have proven to be best sellers and customer favorites. Some of these products include the award-winning Soggy Sandals Sauce, Blues Hog Lump Charcoal, and Blues Hog Sauces and Rubs. In addition, customers tend to love all the Primo products and accessories, as well as customer favorites made in North Carolina, including sauces and rubs. For pellet grills, the store carries a variety of different pellets, and they also feature their own local “Croatan Coffee Co.” Sweet Heat Rub & Coffee. “We are always looking for those new unique products to bring into Fire it Up,” Debbie says. “We see the future as being wide open. There are so many new products and more new modern designs. Our customers are dreaming bigger, and the backyard is now for big living all year round. Our customers’ limits are only their imaginations and budgets.”

Circle Reader Service No. 47

SHOWROOM SHOWCASE

BRANDON GUTHRIE

The Summerset Superstore super team

SENSORYSHOPPING Summerset Superstore differentiates itself by giving customers an experiential feeling that appeals to the senses. SHARON SANDERS | PHOTOGRAPHY BY LILY FASSNACHT

hopping at Summerset Superstore (Costa Mesa, California) is all about the experience. From its vacation-like vibe to its merchandising and service—the store's distinctive buying experience is inspiring, relaxing, and easy. “It’s something we can offer that can’t be duplicated online or by other retailers,” says Kevin Pierini, general manager. This 5-year- old retailer is like many brick-and-mortar stores that are looking to show consumers that an online deal isn’t always what it’s cracked up to be. “Our approach is rooted in customer relationships.” When a prospective customer walks through the front doors of Summerset Superstore for the first time, it’s obvious that this store is not just another patio retailer. “We have created an environment that is not very sales like. I compare it to

being on vacation in the Bahamas and shopping at Nordstrom,” Pierini says. The 15,000-square-foot showroom delivers a visual treat with its expertly merchandised vignettes, bubbling spas and signature background music. “We always have music playing from artists like the Zac Brown Band, Jimmy Buffett or The Beach Boys that instantly lightens the mood. I tell my staff that once they make a friend, everything else is easy. Music helps break down barriers, so the staff can do what they do best—close sales.” On any given day, the smell of barbecue fills the air, and customers can enjoy food hot off a grill as they shop. Pierini explains that he has had people browse the store for up to two hours waiting patiently to enjoy a piece of slow-cooked meat. “We want them to feel like they are relaxing in their own backyard, and we

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can duplicate this experience for them.” Summerset Superstore offers a complete selection of outdoor products that it has fine-tuned to meet the needs of its market. “Being a superstore means we offer a wide range of merchandise, which has its upsides and downsides. An upside is that we have something for everyone, but a downside is that with so man y SKUs, there are some products that just don’t do well,” Pierini says. “I try to support our reps when they come in with new products and give them floor time, but if the products don’t sell, they have to go. I think that is one of the reasons we have been so successful with the superstore concept.” The store’s premier products include its line of Summerset Professional Grills, grill components, outdoor kitchens, and firepits that are manufac-

Fully accessorized showroom displays are designed to make the buying experience easy

Brandon Guthrie (right) handles the store’s social media posts, video and photography

tured locally. It also carries spas, patio furniture from Telescope Casual, Ratana, OW Lee, Castelle, Sunset West, NorthCape, and Patio Resort Lifestyles, as well as accessories. The showroom is designed so that customers can visualize what they are going to create without having to guess the outcome. A dedicated design center makes it easy for

customers to choose their finishes and fabrics. The store’s full-time designer is always on hand for customers who need help pulling everything together. There is even a private room for customers wanting to buy a spa. “We always have one powered up (and hot) so customers can put on their bathing suits and give it a try before they buy,” Pierini says.

One of Pierini’s priorities is to make the buying experience easy. “I have been in the retail industry for over 20 years, and I know that most customers need our help.” He explains that many people who come into the store are going through a major backyard remodel, which can get stressful because so many decisions need to be made. “I see customers get so overwhelmed that they want to leave the store and come back with a clear mind.” The staff has been trained to simplify the process by taking away options once they understand what the customer is trying to achieve. “Something as simple as a fabric book can be overwhelming. Once customers can focus, it takes away the need for an Advil and time to bring on the wine.” He adds that because the store offers a large selection of big ticket items, customers are relieved that they can do all their shopping under one roof. “Some people aren’t ready to furnish their backyard all at once, so we encourage them to create a wish list. We then help them formulate a one- or two-year plan to get it all done.” Pierini recently added sales displays to the showroom that make it simple to design an outdoor kitchen or a firepit. The 50-foot grill display showcases all the available grill heads and component options (warming drawers, refrigerators, drawers, sinks, ice machines). Customers can see all their choices in one place and create an outdoor kitchen based on the space they have to work with and how they are going to use their grill. They don’t have to walk around the showroom to look at and pick out options. With the growing popularity of firepits, the store also has a new firepit selection center. Shoppers can pick the size and shape of their firepit (linear, circle or square ), the burner size, burner style, ignition system (spark lit, match

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SHOWROOM SHOWCASE lit or smart technology) and media (glass, stone or rock). “The sales displays have made the decision process a breeze, which ultimately means closing more sales.” Over the years, the store has developed a niche with its personal service. Customers are more than happy to share their positive experiences on Yelp, which has become the store’s best way to advertise. “Yelp is huge for us,” Pierini says. “We are a 5-star-rated business (thanks to our dedicated staff), and it is basically our report card.” He adds that the store is not in a location with a high volume of driveby traffic, so Yelp reviews help drive customers to the store. A full-time person was hired recently to handle all social media and to manage the website (summersetsuperstore.com). The store’s daily Facebook videos and Instagram special offers and tips have become popular with consumers. “Years ago, I would never have thought we would employ a person full time to concentrate on social media. Today, I

feel that if a retailer doesn’t have someone, they are missing out.” The store is enjoying its fifth year in business as the economy is thriving and consumer confidence is high. “For us, as a specialty retailer, that’s what we need,” Pierini says, adding that he sees the store’s biggest challenge to be e-commerce. “People aren’t shy these days about walking into your store and snapping pictures of price tags and then searching for a better price online. It’s an area we talk about frequently in our staff meetings.” His perspective on the situation: Don’t Fight It, Invite It—meaning that if a person wants t o take pictures, the staff should let them, but also engage them in a conversation because there is a good chance to flip it into a sale. “One thing people can’t buy online is service, and we are in a good spot to keep our business going strong.” When it comes to dealing with online pricing, he adds that working with the right manufacturers makes all the difference. “It’s important to have a rela-

Summerset is known for its wide selection of grills, firepits and fire tables

tionsh ip with companies that will stand up for you and protect you when their products are being sold online at a price far below what you can sell them for.” Pierini says he believes that the

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future of the business lies in identifying and taking advantage of opportunities. “They are what you make out of them. We are excited for 2019 and will continue to create new relationships and do the best we can.”

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AS I SEE IT

SUPREMESTYLE

Biltmore Estate chat set

Barclay Butera day bed

Castelle is recognized internationally for its

luxurious handcrafted outdoor furnishings. BY SHARON SANDERS

Pride Family Brands (Fort Lauderdale, Florida) is a company that knows how to do it right. From its award-winning furniture designs to its diverse portfolio of brands, Pride is always looking for ways to better serve its dealers and their customers. Castelle, the company’s luxury line, has secured a footing in the specialty retail market with its Mark Stephens focus on handcrafted quality and customization. Mark Stephens, president, sat down with Patio & Hearth Products Report to delve deeper into the heart of the company and share why it has become an industry powerhouse. What sets Castelle apart in the industry? Stephens: There are basically four elements that make up its DNA. The first is quality. All Castelle products are designed and handcrafted in our company-owned manufacturing facility in Costa Rica. Every bend and every weld of our aluminum furniture is done by hand, not by a machine. Second, comfort is a big part of the story, which is apparent every time a customer sits on a piece of furniture. Third, is customization. The fact that we own our own manufacturing facility makes it possible for us to customize our products. We have a multitude of finishes, covers, welts, buttons and other options that make our products unique. The fourth, and perhaps most notable, is design. We are seen as a leader and innovator and have been recognized with numerous design awards. The fact that we are a totally vertical operation (that starts with our foundry and ends with custom cushion manufacturing and sewing) gives us

the flexibility to create and/or modify designs easily. This flexibility gives us a big a dvantage. What are Castelle’s standout moments over the past few years? Stephens: One of Castelle’s recent standout moments was the introduction of its stylish live edge table, which has become a best seller. The tabletop has the rough edges of a fresh-cut wood table, yet is made of aluminum, which means minimal maintenance. Its chic style adds a modern twist to many of our collections. Another standout moment was the introduction of the Barclay Butera Signature Collection last spring. This transitional deep seating group is a collaboration with famed interior designer Barclay Butera that features a unique geometric design that’s a conversation starter on any showroom floor. We also introduced the Biltmore® Estate Collection. Its dining and deep seating pieces pay homage to the architectural elements of George Vanderbilt’s Biltmore Estate in Asheville, North Carolina. Our design team made multiple trips to the estate for inspiration to create something that was timeless, yet relevant to today’s decor. How does the company keep its designs relevant? Stephens: Design is one of our trademarks. We have an amazing in-house team that consistently brings fresh, interesting designs to market. Up to this point, Castelle has been known for its traditional aesthetic, but over the past few years, we’ve made a conscious effort to diversify our offerings.

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With the Barclay and Biltmore partnerships, we have been able to bring a new point of view to our product lineup. We’ve also launched a number of collections, such as Park Place, which appeal to consumers wanting a modern look. The Park Place collection features clean lines, cri sp edges, tailored seating and is available in multiple finishes including platinum, gunmetal gray and jasmine (copper hue) that give it a distinctly modern feel. In general, we have found that interesting finishes are a creative way to set our brand apart from the competition, and we try to offer new colors every year that coincide with the latest trends. Do you think today’s consumers expect more in terms of design? How is the company responding? Stephens: Consumers expect design choices, especially when it comes to luxury products. Choice is important when it comes to retail versus the online space because it’s how retailers can differentiate themselves. Online options can be limited or overwhelming, but when a consumer visits a retail store, there is a salesperson available to help them create exactly what they want. Castelle not only offers hundreds of customization options but makes it easy for retailers to guide customers through the design process. We’ve recently simplified our pricing by eliminating upcharges for contrasting buttons, welts and other design details. Castelle took customization a step beyond fabrics and finish this year with the Lancaster group. Lancaster is a deep seating group that features four options for chairback designs: Ellipse, Fleur De Lis, Saltire and Trellis. Retailers are loving it because not only does it give customers the ability to personalize their furniture, but all four looks can be merchandised in one setting, which takes up less floor space.

What have been Castelle’s consistent top selling pieces/collections? Stephens: Monterey and Madrid have been two of our most popular collections since they were introduced. Both are traditional, large-scale deep seating groups that Castelle has been known for over the years. The Barclay Butera collection and Park Place have gained a strong following since their recent release. The popular Trento collection, one of Castelle’s entry price point groups, has also done well. It was originally introduced into the market as a contemporary deep seating group with a metallic finish, but this year we transformed it by changing the finish to a weathered white and adding a live edge tabletop that gives it a coastal vibe. I encourage retailers to keep coming back to our Chicago showroom, not just to see our new introductions, but to see how we reinvent our current collections by changing the details like we did with Trento. I think it’s a good way to inspire retailers to think differently about what they already have on their showroom floors. How is the company helping its dealers maximize sales? Stephens: Castelle offers the luxury design that specialty retailers build their business on, but we recognize that there is also a customer who wants a high-end look at a midrange price. In 2017, we introduced Elements by Castelle™, a line of furniture (made in Asia) that leverages our quality and design capabilities at a price

that is affordable for more consumers. In 2018, we incorporated the input we received from our dealers, which has taken Elements to the next level. Its latest collections integrate mixed media (marble, tile, wood looks) with our aluminum frames. The line now offers fabric c ustomization with a four-week delivery time as well. With all the changes that have been made to Elements this year, I feel like it is checking all the boxes for what’s important to certain retailers. What new pieces/collections are you most excited about? Stephens: I am really excited about Lancaster because of its frame personalization option. I think it flexes our design muscles and shows what we are capable of doing. The response was tremendou s when we introduced it at High Point in April. I know Barclay Butera Palm Springs is going to do well, and I look forward to seeing consumer response to our new Resort Fusion collection. Resort Fusion is a reinvention of Coco Isle, the collection that put Castelle on the map 20 years ago. It borrows some of the design elements that made Coco Isle a classic. Those elements make this introduction relevant today. How does a manuf acturer stay relevant in today’s rapidly changing marketplace? Stephens: First and foremost, a manufacturer has to be agile. In today’s rapidly changing marketplace, what

worked two years ago might not work going forward. One needs to stay ahead of the trends, not follow them. That is why our manufacturing flexibility is a differentiator for us. We don’t need to know what the trends are going to be a year from now because we can move quickly as we see the market evolving. The other critically important thing is to understand what’s important to retailers and to adapt solutions for them. What are your expectations for sales this year, given that the economy is stronger, and consumers are spending again? Stephens: It was a slow start with snow in April, but we saw the season extend on the back end. We had our strongest order month in the history of the company, which tells us that there is an appetite out there for our products. We have seen a momentum that speaks to the fact that we are paying attention to what’s relevant to the consumer. What does the future hold for the Castelle/Pride Family Brands? Stephens: Our future is about continuing to leverage what we do so well in Costa Rica. It’s certainly expanding our Elements program, so our dealers can reach out to the midprice customer base. Castelle is expected to be on the leading edge of design, and we plan to invest our resources to ensure that we will continue to be that leader.

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MY TURN UM8103 9-foot auto-tilt in 6433 Neptune and Meridian Steel Blue outdoor rug

AG25T cantilever umbrella

THROWINGSHADE Treasure Garden’s show-stopping sun-protection products generate excitement at the retail level. BY KIMBERLY RODGERS

ushing boundaries may not be a term often used in conjunction with shade products, but it’s certainly one that most accurately describes noted manufacturer Treasure Garden (Baldwin Park, California). Since 1984, Treasure Garden has offered a full line of innovative umbrella products that combine original, trendsetting design with unparalleled form and function. Today, the company continues to stretch the limits in the casual-furniture industry by producing innovative high quality, custom-made umbrellas that meet real solutions. For the 2018 season, Treasure Garden’s standout introduction is the Milan. A unique shade solution, the Milan features a European-inspired design. The umbrella’s crisp, pleated canopy is reminiscent of haute couture fashion. Another big hit for 2018 is the Stardust. “Our dealers really like the clean, modern lines of the Stardust and that the umbrella is simple to operate,” says Candy Chase, national sales manager. The Stardust separates itself from the ordinary with a contemporary star-shaped canopy inspired by geometrics as well as celestial bodies. With the Milan and Stardust, Treasure Garden is meeting the intrinsic needs of casual specialty dealers. “Our dealers are continually searching for unique twists on the traditional market umbrella and both styles deliver,” Chase says. Also new for the 2018 season is Treasure Garden’s TG Care Cleaning and Maintenance product line. TG Care is a collection of products to clean, maintain, protect, and restore any outdoor furniture, umbrellas, cushions, and more. Included

in the line are cleaners for upholstery and fabric, cast aluminum/iron outdoor furniture and umbrella bases, as well as teak and other hardwoods. All products are environmentally friendly and safe for use; formulas are water-based, nontoxic, noncorrosive and completely free of solvents (VOCs). Protective furniture covers and additional maintenance products also are available in the TG Care lineup. This year, Treasure Garden introduced a convenient point-of-purchase display for these products to help dealers add additional sales with at-the-register availability. “Our customers have widely embraced this market segment, which offers them not only an additional category to purchase from Treasure Garden but also adds to our onestop-shop concept,” Chase says. 2019 INTRODUCTIONS The innovation and excitement from Treasure Garden continues for the 2019 season with the launch of the 13-foot Starlux AKZ Plus cantilever umbrella featuring built-in rib lights. This newest shade product made its debut to rave reviews during the 2018 Chicago and Las Vegas Markets. This cantilever umbrella aims to set industry standards through its fashion, design, and functionality. “Instead of a traditional strip of small LED rib lights, the S tarlux offers a solid band of dimmable LED lights,” Chase says. “They add a classic touch for daytime and set the mood while providing illumination for any evening gathering.” Designed with two light settings, the Starlux is a full 13-foot octagon-style umbrella with infinite

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front-to-back tilt settings. It can be positioned horizontally at settings for an 18-, 36-, and 54-degree tilt. A foot pedal e nables the canopy to rotate a full 360 degrees. Another introduction for the 2019 season is the AG25T cantilever umbrella, which bridges the divide between two already popular cantilever models (the AG28 and AKZ Plus). “This new model features both infinite front to back and horizontal side-to-side tilting, as well as 360-degree rotation,” Chase says. Treasure Garden foresees the market segment for cantile ver umbrellas continuing to increase in the future. Currently, the company offers 11 different cantilever umbrellas in a variety of sizes and shapes, and in a choice of finishes and fabrics. These styles offer wide unobstructed shade, allowing consumers to customize their outdoor environment. The cantilever category is extremely important to Treasure Garden; and the larger the better. To that end, in 2019, the company is introducing an AKZ rolling base designed to easily move larger cantilevered umbrellas around the patio for placement at just the right spot for the best sun protection. In accessories, Treasure Garden is introducing an update to its popular Vega-L clamp-on umbrella light. The Halo, a modern twist on the traditional umbrella light, is sure to appeal to that fashion-forward cu stomer. In 2016, Treasure Garden introduced Luna—an add-on accessory featuring lights and Bluetooth technology to enable light and sound from any umbrella pole. Since its launch, Luna has received a fantastic reception

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MY TURN with sales challenging the numbers of its predecessor. The company has also added four new items in the outdoor rug category. Launched in 2013, this segment continues to grow steadily. “We firmly believe we deliver beautiful, coordinated rugs at an exceptional value, which is the key to success of this program,” Chase says. “After studying and reacting to market trends in the outdoor casual furnishings market, we offer rugs that work with and tie into our shade products.” The hits in Chicago and Las Vegas were the Meridian (Steel Blue), Mosaic (Ruby), and the Canyon (Taupe) textured outdoor rugs. In the future, Chase foresees growth in products that use automation to enhance an umbrella’s use and make them easier to move around. In addition, she says, “The old is new, and we see a resurgence of the more traditional and pagoda-style umbrellas.” Retailers can look forward to a fresh twist on these retro styles from Treasure Garden in the future. Product ideas, development, and design for all umbrella collections and accessories is a continually evolving process that starts with Treasure Garden’s China Council Representative Team—a group of six members selected from the compa ny’s national sales representative team. “We look at voids in the market-

place, customer requests, and fashion trends,” Chase says. Perhaps most importantly, she adds, “We look at satisfying what our customer base needs and wants.” CUSTOMER SUPPORT Treasure Garden continually supports its customers through exceptional service and marketing assistance. Margaret Chang, president, comments, “We have one of t he strongest customer service departments in the entire outdoor casual industry.” The company’s team is always ready to help its dealer base, particularly during peak selling periods, she adds. Marketing support is equally as strong. The website (www.treasuregarden.com) includes a link to the TeamTG online portal where dealers can access photography, point-of purchase materials, replacement parts, and virtually any marketing support customers may need. In addition, Chang says, “Our catalog is one of the most comprehensive available and offers endless detail and marketing information for all our product categories.” OLIVER MA AND THE FUTURE Founder Oliver Ma entered the shade products business with his brother in 1975, exporting beach and garden umbrellas from Taiwan to mass merchants and outdoor-

furniture manufacturers in the United States. Within a few years, outdoor specialty stores were requesting customized products and, in 1984, he launched the Treasure Garden brand. In 2000, Ma built a vertically integrated factory in Ningbo, China. Aluminum extrusion, zinc die casting, and plastic injection molding are all handled in the same plant, minimizing cost and maximizing quality control. In 2017, Oliver Ma received the Li fetime Achievement Award presented by the International Casual Furnishings Association (ICFA). “He never stops and is the energizing force in the shade industry,” Chang says. “Oliver Ma is driven to continue to innovate and push Treasure Garden and all our partners to continue to be the best in our segment of the casual marketplace.” Treasure Garden’s entire team is proud of the company’s history, but they will not rest on past accomplishments. Providing its customers with high quality innovative shade products in appealing designs, along with superior functionality, will remain the company’s primary mission as it moves toward the future. Chase says, “Everyone at Treasure Garden wants to continue to be the world’s favorite shade now and for many years to come.”

Chicago showroom#1574/5, Atlanta Showroom #10A20-25 www.jensenleisurefurniture.com Circle Reader Service No. 56

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888.790.4025 | visit www.laneventure.com Circle Reader Service No. 57

PRODUCT INNOVATION

The Modern Linear 47 with Willowbrook front

A PERSONAL TOUCH Mendota M d gives new meaning to the h word d customize with h fireplaces. f l BY CHERYL DANGEL BARTOLINI

e are all like kids in a candy store, loving the idea of being mesmerized by dozens and dozens of wonderful options from which to choose. Options allow you to be anything or do anything you want. They allow you to make something uniquely yours. That said, choices in the fireplace industry have remained somewhat limited. While manufacturers may promote many op tions, what they are typically saying is that you can choose your face, interior box and log set from one or two options in each category. Mendota Hearth, a division of Johnson Gas Appliance Co. (Cedar Rapids, Iowa), believes that isn’t enough and, as a result, it has blown up any preconceived notions of what options mean when it comes to designing and customizing a fireplace. Today, Mendota offers so many options it makes Baskin-Robbins’ menu of 31 flavors look skimpy. “We offer far more than 31 flavors of fireplace design,” says Ron Schinnerer, Mendota’s sales and marketing lead for North America. “With our unique online fireplace design tool, our customers can create a fireplace exactly to their design taste. Through a simple series of steps, a customer can choose a model and select fronts, doors, fire-base media, and interior linings to create thousands of design combinations.”

Schinnerer states that Mendota is leading the industry away from the old standby choices of fireplace faces in either black or vintage iron and moving toward dozens of options, including textures and colors that support the décor and design needs of today’s client. “We are offering more flavors for the customer to choose from,” he says. Mendota currently offers 15 different options for the fireplace front. Combine that with four choices of log sets and more than 15 options for the interior and it is easy to see how Mendota is shaking up the industry and getting customers excited at the same time. “We are re-educating the fireplace customer that there are décor and design options in our marketplace.” To prove his point, Schinnerer pulls out a list of available liner options. Customers can choose from four categories of panels: flat panels, porcelain reflective panels, wave panels, and traditional brick. Within the flat-panel category, there are four choices; and five options are available among the porcelain-reflective panels ranging from black and copper to metallic midnight and metallic mocha, while customers can choo se from four colors of wave panels: black, concrete, desert, and espresso. “We lead the industry in each of these categories in options,” he says. “We don’t have just one wave panel; we have four. Our competitors

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might have just two choices, while we offer 15. We have a real depth to our décor options.” Having something for everyone’s taste and imagination is proving successful. “We are seeing consistent growth year over year,” Schinnerer says. He reports that Mendota has exceeded the industry growth rate and is seeing double-digit increases. As a result, the company plans to add new fireplaces to its product line each year. Mendota added two new units this year and has another two to three new fireplaces planned for the 2019 season. Mendota launched the FullView 36 traditional landscape fireplace in August 2017 and introduced its bigger sister, the FullView 42 in June 2018. “Both designs harken back to the traditional landscape of the wood-burning fireplaces of decades gone by,” Schinnerer says, referring to the fireplace aesthetic of those from the 1950s, ’60s and ’70s. “We’ve focused on the silhouette or box size of the unit.” Over the last 10 years, the industry has trended toward a square box. Schinnerer notes that Mendota is leading the industry back to a more landscape view without louvers. “By removing the louvers and keeping the fire on the floor, we are able to design a fullview fireplace that does not have a ‘manufactured feel’ inherent in the last generation of fireplaces. We are bringing back the full-view wood-

The Full View 42 with Grace front

The Full View 42 with flat-speckled panel and Traditions front

burning fireplace feel.” Boasting an expansive 828-square-inch view of the fire with the FV42 and 720 square inches with the FV36, Mendota is offering a selection of four realistic high-definition log sets, including white oak, birch, Norway spruce, and a premium oak log set with these models and across its entire brand from its smallest inserts to its largest fireplaces. “That’s very unique among zero-clearance fireplaces,” Schinnerer adds. Offering plenty of design options isn’t the only thing Schinnerer says sets Mendota apart from other fireplace manufacturers. “We are one of the few fireplace manufacturers that has its roots in the gas industry.” In fact, Mendota’s award-winning gas fireplaces and gas fireplace inserts are designed and built by the Mendota Hearth division of Johnson Gas Appliance Co., a family-owned company. For more than 110 years, Johnson Gas has been a leader in gas technologies and manufacturing. “Building on our history of creating highly efficient and reliable gas products, we put that knowledge into every Mendota Hearth product we make. Only Mendota combines century-old craftsmanship with our exclusive BurnGreen® technology, which is designed to meet exacting governmental EPA standards, as well as national LEED and NAHB guidelines, to offer today’s efficiency and convenience.” Moreover, Schinnerer points out that Mendota offers 17 models with efficiency ratings above 77 percent. These factors, coupled with numerous cus-

tomizable options, add up to sales that continually exceed expectations. Next up, the team is working to expand its linear offerings and launch innovations inside the box. While everyone touts thinking “outside of the box,” Mendota is doing the opposite. “We will continue to lead the industry with refractories, log sets and other components that are inside the box,” Schinnerer adds. Product development is a collaborative effort that includes the service, engineering, marketing and sales teams. “Everyone has their hands in new product innovation,” Schinnerer says. “It is a team effort.” He gives accolades to the sales staff with decades of combined knowledge of the fireplace industry. Together, they are developing new marketing partnerships with agencies that are focused on the designer and architectural channels. “We are getting to ‘headwaters,’” he explains. “We are getting to the top of the mountain where the project starts.” To that end, Mendota is hosting

roundtables with designers, architects and other influencers to show them the scope of the fireplace palette they have to work with. “They are no longer handcuffed with only two or three décor options in fireplaces. We’re educating them to the wide-ranging palette we offer to support their needs in the fireplace world.” The outlook, Schinnerer reports, couldn’t be brighter. “As one of the top luxury brands, we are stronger than ever.” He points to a solid dealer base that is adept at telling the Mendota story and an expanding online presence (mendotahearth.com) that is getting the company’s products in front of an even broader market. “In the near and longterm, we have our eye on staying on top of design trends and developing new and exciting products to fit ever-evolving tastes. By combining quality craftsmanship with innovative product development, we look forward to being a leader in the fireplace industry for years to come.”

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CORPORATE PROFILE

PROUD HISTORY: EXCITING FUTURE Telescope Casual continues to offer innovation, quality, and service to the casual industry. BY KIMBERLY RODGERS

ounded in 1903, Telescope Casual (Granville, New York) has a rich and storied history, but has always kept an eye on the future by continuing to offer new and exciting products that meet the needs of the outdoor casual industry. With the current and upcoming 2019 season, the manufacturer certainly carries on this trend by offering many new collections and pieces. In 2018, the Jetset chair has been a huge hit with both homeowners and commercial designers. “A buyer told me that she wanted to put Jetset inside

This season, Telescope Casual also introduced new end and corner sectional pieces for the Leeward MGP cushion collection, which allow for independent motion. Leeward already offered 10-inch-thick, quality cushions that provide plush comfort and supreme support. The end pieces, with a hidden motion feature, now add an advanced level of luxury, setting Leeward apart in the market. The Leeward sectional opened strong at the beginning of the season with early stocking orders. Sales have remained robust with special orders Tribeca sling stacking cafe chair and marine grade polymer top table

her home and use it as a dining chair,” says Henry Vanderminden IV, the company’s president, who adds that the Jetset does a great job of spanning both markets. Indeed, Jetset was recognized in 2017 with the Design Excellence Award by the International Casual Furnishings Association. Offering a modern, contemporary design, Jetset can be ordered in 11 bright Marine Grade Polymer (MGP) or standard colors and in 10 different powder coat finishes. “The fall-in-love point is when you sit in it,” Vanderminden says. “The curves of the Jetset design are incredibly comfortable and cradle your body in just the right places.”

and stock replenishments. “These motion pieces tip the scale in our direction when being compared to sectionals which don’t offer motion,” Vanderminden says. “Once a consumer experiences a motion piece, the comfort sells itself.” AN EXCITING 2019 For the upcoming season, Telescope Casual is particularly enthusiastic about the new Tribeca Sling collection, which offers a clean contemporary design with a wrapped sling. “This chair perfectly complements the modern design aesthetic popular today,” says designer Bill Vanderminden.

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Stacking Hydro-Lounge chaise

There is also much buzz around the new Wexler MGP collection for 2019. Another line featuring contemporary styling, Wexler is a cushion collection on a marine grade polymer frame. Designed by Sarah and Jake Warren, Wexler’s look pays homage to the increasingly popular Danish mid-century modern style. The chair arms in the collection give a nod to Telescope Casual’s classic World Famous Director Chair. In addition, Telescope Casual will be introducing Hydro-Lounge for the upcoming season. This new, stackable chaise lounge designed by Bill Vanderminden is built specifically for pool ledges and intended for use directly in or next to the water. The frame is built from marine grade polymer with stainless steel hardware. Telescope Casual first introduced products using marine grade polymer technology in 2008. The extremely durable MGP gives frames the strength and resiliency to withstand harsh climate conditions, including the corrosive effects of salt water, sand and strong/heavy winds. Even after years of exposure, MGP products not only last but continue to

look great and perform well. Currently, MGP products make up over 40 percent of Telescope Casual’s business, whether in accent pieces or an entire collection. “I wonder where Telescope would be if we had not started using this material,” Henry Vanderminden says of the consumers’ response to the product. MGP frames are now available in a variety of designer colors, too. In manufacturing MGP, Telescope Casual has committed to using 100 percent HDPE solid sheets to ensure using only the highest quality materials. Also, incorporating stainless steel, hidden hardware and using only high-end machines has made the company a leader in MGP design and quality. Vanderminden says similar products manufactured from lower-quality resin materials do not have the same durability as MGP to withstand extreme conditions. “Customers can even see the difference in these other products after one year of use,” he says. “Our MGP products have proven to exceed our expectations time and time again, no matter the elements.”

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Circle Reader Service No. 61

www.TelescopeCasual.com

CORPORATE PROFILE A GAME CHANGER Telescope Casual’s Design Showcase Program enables dealers and their customers to go online and view pieces with the ability to virtually change frame styles and fabric. Customers can now see an exact replica of the color combinations and frames on furniture prior to ordering. The program was put in place to give retailers and their buyers a helpful sales tool and it has been received with open arms. “Design showcase has quickly become every designer, buyer, and homeowner’s dream for easy ordering,” says Kait Warren, marketing and advertising manager. “We have eliminated all of the guesswork out of customizing a purchase with us.” Warren says the Design Showcase Program has increased Telescope’s website traffic dramatically as both dealers and consumers are able to build custom color combinations on orders and print PDF spec sheets. In fact, the customer service team has been fielding calls and emails from dealers who have commented on the ease of the program, calling it a true game changer. An unexpected benefit of the program is its usefulness as a tool for business-to-business communication. Warren says, “The design showcase creates a variety of color photos, which are now used on order acknowledgements, product boxes, and other touch points for us internally and all the way through to the end user.”

Another support in place to help retailers succeed is Telescope’s Quick Ship Program, which guarantees a fast shipment of a select variety of the company’s best-selling pieces during the busiest part of the season. “In a world where Amazon and FedEx are the rule, rather than the exception, Quick Ship is perfect for both the dealer and end user who have an immediate need for furniture,” Warren says, adding that the program also meets the needs of retailers looking to quickly replenish stock. MADE IN THE USA Telescope Casual products are manufactured in its nearly 1-million-square-foot production facility in Granville. Warren notes that U.S.-made products are synonymous with high quality, ingenuity, and integrity. “Buying products made in America helps to stimulate the economy and job creation—especially for local trades people,” she says. Furthermore, she notes, if there ever is an issue from an American manufacturer’s product, consumers can get fast and available service and parts from a specialty dealer—unlike from a mass merchandiser. Telescope Casual, a family business steeped in American ingenuity and innovation, started in 1903 in New York City as the Telescope Cot Bed & Novelty Company, initially manufacturing cots and campstools with telescoping legs. Today, the company is operated

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Jetset dining

under third, fourth, and fifth generation family members. Working alongside them are also many second and third generation employees. Kathy Juckett, CEO and fourth generation family member, notes the importance of these staff members who have worked across multiple departments and have become key to the Telescope Casual team. “Our long-term employees are mentors and an inspiration for prospective new employees—especially for millennials that are applying for jobs and see that people stay here for 40 years or more.” The family business nature of the company, Juckett notes, “Means that our employees are very committed to our customers and strive to deliver the best products possible.” Likewise, she adds, many of the specialty retailers who are customers are also family-run businesses. “In a crowded marketplace, Telescope Casual has an amazing 115-year story that continues to flourish and help the consumer feel good about their purchases.”

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INSIGHT CAST CLASSICS

InspiredbyDesign Cast Classics prospers by paying attention to customers’ preferences for furniture designs and price points. BY CHERISE FORNO

From its inception nearly three decades ago, Cast Classics has been an innovative manufacturing leader that was at the forefront of the rise in popularity of castaluminum furniture. The family-run business continues to gain popularity with its commitment to high-quality products, ontrend designs, and smart company growth. “Cast Classics came into the market with beautiful cast-aluminum options at a great value,” says Al Arad, president of Cast Classics. “We pioneered that business.” Arad describes how the company developed cast-aluminum furniture at a time when it was very expensive and only offered by a few companies. The founders of Cast Classics– David, Daphna, and Al Arad–saw an opportunity to provide customers with sophisticated styles at a competitive price level and became the catalyst for the entire industry as cast-aluminum furniture’s popularity skyrocketed. “We were in the right place, at the right time, with th e right, high-quality product,” Arad says. “Our business took off very quickly.” Cast Classics continues to focus on catering to mid-to-high-end specialty stores and designing furniture based on their instincts about upcoming trends and changing consumer preferences. “Over the last few years, the palate of our customers has dramatically changed,” Arad explains. “Cleaner, simpler lines became more popula r.” While the company was initially

Sutton dining

Continuum dining

built on traditional furniture styles with ornate designs, they have specialized in anticipating and responding to their customers’ evolving tastes. The company saw a shift in recent years from these styles to highly architectural, contemporary pieces characterized by sleek lines and simplicity instead of elaborate patterns, curves, and motifs. Cast Classics has since realized a huge resurgence in its transitional collections as well–such as its flagship

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Monte Cristo collection–and has followed with a large expansion of mid-century modern collections. “Over the past several years, our line has completely evolved,” Arad says. Arad used his experience and instincts when he decided to produce Cast Classics’ mid-century modern Sutton collection. “We introduced Sutton seve n years ago, which is still one of our best collections,” he says. “We’ve seen a massive uptick in mid-century modern

and contemporary furniture.” Inspired by a Danish teak and cane chair designed in 1953 for indoor use, the Sutton collection reinterprets the design for outdoor use and current tastes. An aluminum frame and synthetic woven wicker fuses function with style for a finished, timeless product . The Sutton sling pieces use outdoor performance fabric instead of woven for another comfortable and durable option. Fortuna, another best-selling collection for Cast Classics, features a mid-century modern design that continues to gain popularity. Its flared legs, eye-catching style, and high-grade aluminum (paired with handwoven synthetic wicker) utilize an intelligent design for unparalleled perfor mance, comfort, and easy maintenance. Cast Classics continues to push the envelope with four new collections in its 2019 product line–Aero, Cortina, Coronado, and Magnus. The Aero collection uses a minimalistic approach in its luxurious dining and deep-seating furniture pieces

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INSIGHT CAST CLASSICS that are both sophisticated and practical. Cast Classics’ “hidden” sling railing is utilized in the Coronado collection to achieve trim proportions that are both aesthetically pleasing and enable the handcrafted aluminum pieces to be stackable for easy storage. The geometric lines featured in the Magnus collection give these products a bold look featuring the company’s n ew Burnished brass finish and mid-century modern styling. The Cortina collection draws on midcentury Danish designs to create a bold look with balanced proportions for an aesthetic that is sophisticated and simple. Cushions that appear upholstered while actually being removable make this collection just as easy to take care of as it is to store. With its new product offerings, Cast Classics has addres sed customers’ gravitation toward outdoor furniture that is easy to maintain, with cushionless styles and materials that stand up against the harshest outdoor conditions. The company’s Axiom Woven collection offers

clients furniture designed with minimal maintenance in mind without compromising style. The woven material dries rapidly, is easy to clean, and offers comfortable seating in any climate. Its sister collection, the Axiom Cushion, features an “L” shaped extrusion developed to achieve a simple, industrial look, with an added level of comfort by switching out the woven buckets for opulent cushions. Cast Classics has also adapted to the change in its customers’ needs with the opening of a large manufacturing and distribution facility in Paterson, New Jersey, which enables the company to continue to expand its domestic offerings. The facility allows Cast Classics to provide better customer service, customization options, faster delivery times, and more options for a variety of clients, depending on their needs and the size of their operation. Seven of the company’s best-selling collections are now available at this facility, which gives specialty stores that lack storage space the option of placing small-

er orders with quick delivery times. This multi-tiered distribution allows Cast Classics to facilitate business with small stores, large chain stores, and everything in between. “While the domestic business model is definitely a focus for us, we are still equally committed to our larger (container) dealers,” says Charlie Emmons. “We have multiple distribution models to support whatever business our customer has, from OEM to factory direct (container) to an everexpanding USA Quickship program.” While the company already had a cushion production facility, this additional space has allowed them to expand into custom cushions, replacement cushions, and to offer fast customization of any color cushion for their customers. A quick turnaround time and ease of doing business makes it convenient for stores and dealers. “The facility is geared to support our specialty retailers,” Emmons says. “A customer can special order something and get it in a couple of weeks.”

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This expansion has also allowed the company to produce cushions for a variety of new industries. “We’ve now expanded into making cushions for yachts, for country clubs and more,” Emmons says. Cast Classics’ ability to seek out s ustainable growth without compromising its products or partners is another reason for its success. Arad says they make it a priority to work with strong businesses and support its partners with selective distribution, so they can sell their products at fair prices. “Our products represent an incredible value in the marketplace. We are lean and mean as far as our overhead costs go and we pass that savin gs along to our dealers,” Emmons explains. “You have to have products that are on-trend, well-made, and it’s got to be a good value. You also have to get products to people rather quickly.” With these principles in mind, and the company’s renowned reputation for producing cutting-edge designs, Cast Classics is set to continue to thrive.

INSIGHT TEMPOTEST

Fabrics in nature-inspired colors and softknitted terry are among Tempotest USA’s exciting new offerings. BY CHERISE FORNO

Tempotest® fabrics benefit from a process developed with Teflon® that repels water and oil-based stains

Tempotest USA (Carrollton, Texas) continues to expand its product offerings and legacy of excellence inherited from its parent company, Para’ Group, which has been producing luxurious fabrics for nearly a century. “The meaning of Tempotest refers back to the Italian word tempo, which can mean both time and weather, and test refers to, test or tested, so Tempotest means quite literally, time and weather tested,” says Jeff Jimison, national sales manager. Tempotest’s performance line includes outdoor fabrics for casual furniture, awnings, and marine applications. Para’ dates back three generations to 1921, when it began as a textile company in Italy. Jimison explains that the company remains family-owned and continues to produce all its fabrics in Italy with two spinning mills; two weaving plants; and one dyeing, printing, and finishing plant. With a strong segment of home fabrics as well, the company has noticed a blurring of the lines between the materials us ed for indoor and outdoor furniture. “The line between what is indoor and what is outdoor fabric is becoming less defined as we sell quite a lot of our outdoor fabric for furniture clearly destined to be used in the home, and we, of course, encourage this,” Jimison says. The durability of Tempotest fabrics offers an advantage for indoor use as well with its solution-dyed

Bel Mondo collection

acrylic fiber’s ability to fight sta ins, repel liquids, and be cleaned with bleach. The beautiful designs the company incorporates makes it ideal for use both in the home and outdoors—or in living spaces in between. “It makes it easy to transition from the patio or pool décor to inside the home, making for a stylish and seamless décor theme,” Jimison says. “This is perfect for a casual, easy living lifestyle so many of our customers value a nd desire.” With an ever-increasing consumer base in the United States, Para’ opened a distribution facility in Texas in 2014 for improved customer service and faster delivery times. In 2016, the company partnered with Cincinnati-based Miami Corporation to distribute its awning and marine fabric, while Tempotest USA focused on casual and indoor upholstery fabrics with an Italian flair, styled for the No rth American market. “Being a fairly new brand on the U.S. market, this

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approach gave us a deeper penetration into both markets, allowing us to expose more companies to Para’ and Tempotest fabrics,” Jimison says. “Currently, we stock six ‘booked’ collections of fabrics in our warehouse and offer both roll and cut service.” Bel Mondo, meaning “beautiful world” in Italian, is Tempotest’s latest collection, whi ch was a result of a collaboration between the company’s Italian designers and D2, an award-winning American design firm led by Brenda SewellBost and Karen Williams. This unique pairing delivered a one-ofa-kind collection that skillfully fused American and Italian designs. “They recolored, and in some instances, tweaked some archival Para’ patterns to give them a more contemporary twist and added textural aspects for more surface interest,” Jimison says. “Para’ is very fortunate in that not only are they in the fashion center

of the world (Milan), but they also enjoy business from around the world from both indoor and outdoor furniture manufacturers, so they are on the forefront of new colors and styling trends as they emerge from around the globe.” This ability to create on-trend fabrics makes Tempotest stand apart from its competitors. While the company will continue to bring new, innovative products to the marketplace, it is focused on raising the profile of its brand. “Fabric brandi especially among perbranding, fformance fo rman fabrics, is becoming more common, so we want to increase our brand awareness, so we’ll have a bigger platform in which to tell our performance story,” Jimison says. Tempotest USA wants its customers to understand that its fabric is fade resistant, repels water, and is built to deter the growth of mold or mildew. They are also easy to maintain and keep clean. “With new fabric players entering the market and not all using the same blocks of raw material, it is becoming even more important to get the message out as to who we are, what our performance standards are, and how we perform to those standards,” Jimison says. Another unique collection of fabrics offered by the company is ideal for outdoor curtains and drapes. It provides customers with many options and configurations to cover a large space without multiple panels or seams for a flawless, clean look. “We call this collection the 300E Plus because all the fabrics contained in this collection are 120

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INSIGHT TEMPOTEST

Tempo Lime (bottom) and Bocce Hemp (top) from the Bel Mondo collection

“I DO NOT BELIEVE THERE IS A MORE COMPREHENSIVE COLLECTION OF SOLID SDA (SOLUTION-DYED ACRYLIC) FABRIC AVAILABLE IN THE MARKET TODAY, AND WE’RE NOT TALKING ALL CANVASES, EITHER.” inches (300 centimeters) wide or wider,” Jimison says. “These outdoor drapes and sheers are quietly becoming a best-selling item for us.” This year, Tempotest also launched two collections that have been well received. Its Black Book II expands on its popular Black Book I collection, while Black Book III offers all brandnew fabrics featuring colors seen in nature, such as vibrant shades of green and blue in an array of patterns. “Our two Black Books, now Volume II and Volume III, are the mainstay of our program,” Jimison says. “I do not believe there is a more comprehensive collection of solid SDA (solution-dyed acrylic) fabric available in the market today, and we’re not talking all canvases, either.”

Jimison explains that the company makes solids from mélange, bouclé, chenille, and slub yarns in different weaves and combinations for truly stunning and unique finished fabrics. “We even offer a knitted terry solid for a unique texture and hand,” he says. “We also offer the industry’s best 6-year warranty and are the only producer of SDA fabric with Teflon Extreme fabric protectant.” The company is popular with outdoor-furniture specialty retailers because of its high-quality products and experienced eye for design. “We are unique in that we offer colors not seen from other providers of outdoor fabric in styles and patterns and textures that are found in high-end markets, so the specialty retailer can have access to fabrics not general-

ly available to mass markets,” Jimison says. “Since we offer a cut service to manufacturers and work with many furniture manufacturers, we are a perfect solution for (commercial) customers who want something new, high-performing, and somewhat exotic with our Italian heritage.” Tempotest USA plans to continue building on its illustrious history and deliver cutting-edge designs that delight

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its customers, such as its current endeavor to manufacture softer cotton or linen materials that can offer the functionality of the company’s outdoor acrylic. “We ’re working on new weaves, finishes, and other proprietary things to address that desire,” Jimison says. “We are also seeing a resurgence in interest in outdoor velvet and making fabric now for a new fall introduction that I think will excite a lot of people.”

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BEST IN SHOW BY CAROL DAUS PHOTOGRAPHY BY ROB BAKER

CaSuaL MaRKET

ROUNDUP

n Sept. 25-28, crowds descended upon the Windy City for the Casual Market Chicago 2018 at the Merchandise Mart. This year’s show was a huge success as retail buyers and designers bought products and observed trend directions. Manufacturers reported a steady stream of sales and upbeat retailers predicted stronger sales in the remaining portion of 2018 and into 2019. The show revealed a growing interest in fashion-forward furniture, outdoor kitchens, grills, firepits, and fire tables as consumers continue to purchase products to transform outdoor residential spaces into resort-like settings. Color was a noticeable change, as furniture, fabrics, and accessory items featured vibrant, cheerful hues, along with fresh neutrals. Softer cushions and high-end decorative embellishments were also well received by retailers whose customers seek outdoor furniture that resembles interior pieces. The exhibitors pictured here are some of the industry’s strongest advocates. Patio & Hearth Products Report salutes them for making this year’s Casual Market Chicago a success and for offering some of the best products in the marketplace.

Bambrella Gary Ecoff and Cameron O’Conner

ICFA and Patio & Hearth Products Report From left: Tony Ramos, Jackie Hirschhaut, and Carol Daus NorthCape Kim Golson and Bill Wenzel

Couristan From left: Ron Couri, Evan Couri, and Robert Moomjy

Country Lane Gazebos Pete King and Jason Rineer

CabanaCoast Catherine Peng and Lindsay Liepold

OW Lee From left: Paul Rogers, Leisa Rogers McCollister, and Terri Rogers

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Plank & Hide Chris Probst

The Outdoor GreatRoom Company From left: Gerry Shimek, Renee Schmitz, Paul Nigon, and David Shimek

Sunset West Wes Stewart

The Hammock Source From left: Reid Roney, Jay Branch, Walter Perkins III, and Marty Walsh

Tropitone Stephanie Kaul

Brown Jordan John Wojcik

POLYWOOD Megan Pierson and Lindsay Schleis

California umbrellas abraham Ma and Bryan Sanches

Erwin & Sons From left: Lynn Shoop, Jake Erwin, and Erik Dych

Telescope Casual Bill Vanderminden, Sarah Warren, and Henry Vanderminden IV

C.R. Plastic Products Meaghan Robinson and Mark Cliffe

Cast Classics al arad and Charlie Emmons

Sunbrella Rob Nelson and Joanie Schlunt

Lloyd Flanders Dudley Flanders

Veranda Classics From left: Tim anderson, Kimberly Jones, Robert Taunton, and Tim Krzysik

Castelle Mark Stephens

Kingsley Bate Clay Kingsley

Lane Venture Patti Frye and Zachary Bryant

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Treasure Garden From left: Candy Chase, Margaret Chang, and Benjamin Ma

Peak Season From left: John DiOrio, Lauren Bryant, and Tim LeRoy

Coyote Outdoor Living Jim Ginocchi

Jensen Leisure Furniture From left: Hlodver Olafsson, Janet Wansor, and Jay Best

Les Jardins Frederic Raffenne

Para/Tempotest Jeff Jimison

SunVilla Christy Peterson and Wright Currie

Ebel From left: Kristy Ebel, Kai Ebel, Teresa Cook, Mark Bottemiller, and Forrest Roberts

aGIO Mike Gaylord

Outdoor by Design Bill Echols

CaSuaL MaRKET

ROUNDUP

Ratana David Leung and Joanna Leung

Patio Renaissance Front row: albert Lord and andrea Dibello Back row: alec Chiu and Mark Gorr

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

Windward Design Group Front Row: Cindi Hofner, Christine Krasley, Carrie Morales, Dawn Shaw, and Judy Hamer Back row: Justin Carter, Tirro Luckino, Ed Hamer, Jon Scheaf, Rod Krasley, and David Peace

Malibu Outdoor Living From left: James Rossman, Mark Hammer, aaron Buesing, Nomi Venner, and Brian Spatola

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LAST WORD

The Original Pawleys Island rope hammock

LUSHLIFE Embrace open-air living at its best with The Hammock Source’s stylish, handcrafted products. BY S H A R O N S A N D E R S

Not all hammocks are created equal. The Hammock Source (Greenville, North Carolina) manufactures two of the most respected brands in the industry: Original Pawleys Island® hammocks and Hatteras Hammocks®—both stand head and shoulders above the rest when it comes to quality, innovation, and style. CEO Walter Perkins III says the company is committed to the specialty mar ket: “We are innovators constantly looking to create products that make specialty retailers stand out.” For four decades, the Perkins family has been devoted to creating quality, handcrafted hammocks. Patriarch Walter R. Perkins Jr. got into the business on a whim after he purchased two Pawleys Island hammocks (the leader in hammocks at the time) for his grandmother’s Carolina beach home. “My dad is a ti nkerer, by nature, so he took one of them apart to see how it worked, and then came up with his own version,” Perkins III says. In the early 1970s, Perkins Jr. took his hammock design and started Hatteras Hammocks. The craftsmanship of its rope hammocks rivaled the competition and fast became a consumer favorite. In 1997, his efforts came full circle when he purchased

Pawleys Island hammocks, which el evated the business to the next level. The new company, The Hammock Source, has become a powerhouse in the industry. Its products exude a level of sophistication that have allowed it to gain a foothold in the specialty market. “Our family is one of entrepreneurs,” Perkins III says. “We thrive on ideas, creating and building, which is what keeps us moving forward. We are always looking for ways to make our products better and more marketable.” Over the years, the company has expanded its hammock offerings to include a variety of styles that speak to every type of hammock lover. Its traditional rope hammocks are typically a nostalgic favorite of people who may have owned one before or grew up with one as a child. Each hammock is handwoven using durable solution-dyed, three-ply DuraCord® rope that was dev eloped by Perkins Jr. They are available in six different colors. The company’s selection of fabric hammocks is geared toward fashion-minded customers who are looking to add a more modern touch to their outdoor spaces. The poolside hammock is constructed of a single layer of Sunbrella® mesh

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The Original Pawleys Island Durawood high dining

sling fabric that’s a perfect place to lounge after getting out of the pool. Its comfy quilted hammocks are made o f two layers of DuraCord or Sunbrella fabric sandwiching polyester fiberfill batting. The pillowtop hammocks feature rolled channels of batting for a cushiony feel. Its tufted Hammocks are the company’s most luxurious model with a plush center of recycled polyester fiberfill that is over 8 inches thick. “Customers often tell me it’s like laying on a cloud,” Perkins III explains, adding that the tufted ham mock has become the company’s top seller, second only to classic rope hammocks. “Even though it is our highest price point model, people are willing to invest more for something that is ultra-soft, durable and stylish.”

Every detail of The Hammock Source’s products is rooted in innovation and quality. “We know what differentiates a good hammock from a great one, and we want our dealers to feel confident they are selling the best,” Perkins III says, noting that all the small details add up to a big deal. For instance, to attach the ropes that suspend a hammock, the company uses nickelplated, rolled rim brass grommets with spur washers instead of a telescoping grommet (like most other manufacturers). “We have done extensive testing and telescoping grommets give out every time. There are 44 on every hammoc k, 22 on each end, so it’s important they don’t fail.” The company also uses the largest ring and chain assembly in the industry to ensure safety.

All powder-coated hammock stands are made of the heaviest-weight steel in the industry and feature offset hooks designed to pull away from the stand, so the rocking motion doesn’t scratch off the paint. Its hammock hardware is made of non-corrosive, 316 stainless steel, and the Hatteras Hammock line features durable cumaru wood for its spreader bars. The company exclusively uses Sunbrella fabric and has developed its own proprietary DuraCord rope for use in its hammocks. It has the look and softness of cotton, but it’s durable enough to hold up even in the harshest weather. “Customers don’t usually notice these details at a glance, but what they do notice is that our products last.” The Hammock Source has built on the popularity of its hammocks by adding a full line of related products including hammock pillows, hammock swings, hammock stands, swing stands and relaxation accessories. It also designs and manufactures its own line of high-density polyethylene (HDPE) furniture and colorful Adirondack chairs. The company is excited for the future as it will intro-

duce its Original Pawleys Island modular deep seating collection this fall in Chicago. It will feature a club chair, love seat and a three-seat sofa. “We are excited to add deep seating to the mix. The fact that it’s modular gives customers flexibility to do a variety of configurations depending on their needs,” Perkins III says. In addition, the company this year is introducing Sunbrella options to its HDPE furniture line. “We have been sewing and using Sunbrella for many years, so it just makes sense.” It is manufactured domestically in the Carolinas. Perkins III says the rise of the outdoor room has given the hammock industry a natural boost. He encourages retailers that don’t offer hammocks as part of their product mix to give them try. “A hammock is the iconic symbol of relaxation and it expands the footprint of an outdoor room into the yard under the trees.” The company provides floor displays to retailers that are desig ned to showcase up to a dozen hammocks. He emphasizes, however, that the best way for retailers to sell a hammock is to put one on their showroom floor or out in front of

The Original Pawleys Island Durawood Adirondack chairs

their store. “Once someone stretches out on a hammock, they are instantly relaxed,” Perkins III says, adding: “A car salesman wants you to get in the car, so you fall in love with it; the same holds true with hammocks. If someone lays down in a hammock, it sells itself.” As The Hammock Source continues to grow, it has been careful to stay true to its roots. Its focus has been on quality products, service, and family from the beginning. “We are the Perkins family business, but we have an extended family in our employees (some of whom have been around for 30 years) and our colleagues in the outdoor living industry,” Perkins III says. “We hav e all grown up together, and I enjoy all of those relationships.”

As competition from the internet has become a daily challenge, he stresses the importance of continuing to look at new ways to provide service. “Personal service is what makes a specialty retailer stand out. There is a generation of people coming behind me and their first go-to is the internet. A brick and mortar business sets itself apar t with service. As a customer, I want to hear yes—with any issue—and we strive to provide that to our retailers, so they can provide it to their customers.” When it comes to products, Perkins III says the company will always hold them to the highest standard. “Quality is when our customers come back and our products don’t— that’s what we are all about.”

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what’s new 6 HOT PRODUCTS TO SELL NOW

C.R. PLASTIC PRODUCTS The new modular Bay Breeze chaise extension is easy to assemble, offers multiple modular configurations, and is the ultimate in deep seating comfort. The Bay Breeze collection’s contemporary form features clean lines and flowing design with sleek curved arms and legs made possible by the company’s unique mold extrusion process. Contact: (800) 490-1283 or www.crpproducts.com. Circle Reader Service No. 95

MEMPHIS WOOD FIRE GRILLS Double-walled stainless-steel construction, oven-grade gaskets, and convection fans provide the ability to smoke, sear, roast, or bake with the superior flavor and moisture of wood-fire grilling. This award-winning grill makes any grilling novice into a gourmet chef at the touch of a button. Contact: (888) 883-2260 or www.memphisgrills.com.

LLOYD FLANDERS

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BLAZE KING Blaze King’s new Boxer 24 was unveiled at HPBExpo in Nashville last March. The Boxer 24 meets the EPA’s 2020 requirement with ultra clean burning at 0.9 g/hr and 77 percent HHV Efficiency. The 2.3-cubic-foot firebox features a 24-inch-wide glass front, offering a large view of the fire. Approved wood storage below the firebox adds to the features of the Boxer 24. Contact: (509) 522-2730 or www.blazeking.com.

The All Seasons collection embraces the concept of new traditional style. Built-in reticulated foam seating showcases the beauty and comfort of iconic Lloyd Loom® wicker while allowing moisture to drain quickly. The collection, which also offers a cushioned seat option, includes deep seating, dining, bar, and balcony options. All Seasons is 100 percent made in the United States and is available in 20 finishes. Contact: (800) 526-9894 or www.lloydflanders.com. Circle Reader Service No. 99

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RH PETERSON CO. Fire Magic® offers an extensive collection of islands that deliver a complete, professional and customized outdoor kitchen in a modular, easyto-install unit. The newest to the collection is the 77-inch Reclaimed Wood island. Constructed entirely from durable glass fiber reinforced concrete, the Fire Magic 77-inch Reclaimed Wood island simulates the look and feel of real wood. Available in a French barrel oak or silver-pine color base with a black-lava polished counter, the size is ideal for a smaller outdoor space. The island is designed for a Fire Magic Echelon Diamond E660i grill, double side burner, double access doors, double drawers and an end panel door. Contact: (800) 332-3973 or www.firemagicgrills.com.

Sunbrella® Pure collection embraces essential design elements that bring environments into balance through the use of familiar, complementary patterns and forms. Sunbrella has created 10 unique performance fabrics that integrate organic colors and plush textures to emphasize depth and tactile experience. Contact: (336) 221-2211 or www.sunbrella.com.

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SUNBRELLA

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PRODUCT PROFILES MaSoN HigH diNiNg

tuNNeL FirepLaCe By ortaL With exposure and visibility from both sides, Ortal’s Tunnel fireplaces can divide living spaces with contemporary style and modern efficiency. This see-through design emits warmth in two separate areas, making it as efficient as it is stylish. Plus, with viewing area widths ranging from approximately 16 inches to 96 inches, Ortal’s variety of standard sizes ensure design freedom for any space. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

Outdoor is everywhere. Even in urban rooftop settings, customers are finding new ways to dress up their outdoor entertaining space. With sleek, contemporary looks from Apricity, Agio’s new specialty retailer lineup, homeowners will soak in the sun and fun with the Mason high dining collection, which features a unique elevated table and seating with coordinating weather-resistant cushions. Apricity, exclusively for specialty retailers, will make your customers feel like the toast of the town. Contact: (888) 997-7623 or www.agio-usa.com. Circle reader Service No. 104

Harper

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CouNtry LaNe’S SaNta Fe paviLioN The handcrafted Santa Fe pavilion has a unique, contemporary look that will add drama and sophistication to any backyard. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These showstopping Santa Fe pavilions will enhance your home and landscape, making them resemble a work of fine art. Contact: (717) 351-9250 or www.gazebo.com.

Appealing to the creative eye, the Harper collection by Couristan evokes a worldly aesthetic, showcasing modern Aztec–inspired designs. Harper offers versatility when creating an impeccable space indoors or spicing things up outdoors. This all-weather collection is built to last, is UV stabilized, can withstand the elements, and can be hosed off for easy cleaning. The entire collection is mold and mildew resistant, and it is crafted to ensure that each color retains its vibrancy after exposure to the sun and weather. Power-loomed in Belgium of 100% fiber-enhanced Courtron™ polypropylene, Harper is ideal for busy and high-traffic areas due to its structured flatweave construction. The exotic patterns, in conjunction with the soft, neutral hues found in this collection, will give your interiors a touch of adventure without overdoing it. Transform a plain space into a sophisticated and stylish area simply by adding one of Harper’s exclusive area rugs. Contact: (800) 223-6186 or www.couristan.com. Circle reader Service No. 105

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Big greeN egg Hot SauCeS Experience a world of flavor with the new line of Big Green Egg hot sauces. These incredibly versatile sauces pair well with just about any food. Add a kick of flavor with the cayenne pepper sauce or step up the sizzle with the habanero hot sauce. Each comes in an 8-ounce (236 ml) container. Contact: (770) 938-9394 or www.biggreenegg.com. Circle reader Service No. 103

C.r. pLaStiC produCtS HarveSt CoLLeCtioN The new Harvest Collection dining table blends both traditional and contemporary elements to comfortably seat eight people in style. Constructed from premium recycled plastic lumber, this product is built to withstand the outdoors and is backed by a limited lifetime warranty. This collection is available in both dining and pub height in seven plastic frame colors, as well as two premium two-tone options in Black & Beige and Chocolate & Beige. Contact (800) 490-1283 or www.crpproducts.com. Circle reader Service No. 106

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NeW BarCLay CoLLeCtioN FroM geNSuN A modern rectilinear design with tropical flair, softened with a fabric strap handwoven onto an extruded aluminum frame, Barclay is perfect for relaxing on the beach, patio, deck, or veranda. Included in the collection is a swivel/glider lounge chair with a thick, plush cushion. So, go outside, sit down and relax—comfort and style doesn’t get better than Barclay. Contact: (866) 964-4468 or www.gensuncasual.com. Circle reader Service No. 107

piNNaCLe SerieS Hargrove’s Pinnacle series log sets incorporate a unique two-level burner system with two vertical log stack options. The Everest is a taller log stack (24 inches) designed to accommodate the fireplace opening height that is typical with Rumford-style fireplaces. The Sierra is a shorter stack (14 inches) that can fit into standard-sized fireplaces. The log sets can be installed in shallow fireplaces with 11-inch depths. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle reader Service No. 108

CooL WaLL teCHNoLogy By ortaL Enjoy design freedom with Ortal’s Cool Wall Technology. Hang a TV or artwork above your fireplace, or utilize a variety of finish materials, including wood, marble, or tile. Enhance your design possibilities by ensuring that the walls surrounding your fireplace, including the one directly above it, remain cool. Contact: (844) ORTALFIRE or www.ortalheat.com. Circle reader Service No. 109

Indoor comfort meets outdoor living. With premium outdoor electric infrared heating from Infratech. When you choose or specify Infratech heaters for an outdoor living space, you’re actually choosing an option that can provide up to 100 more nights year-round in eco-friendly comfort. With a range of heating capacities, color and mounting options, you can choose a system that blends seamlessly into a home’s architectural style. Enjoy control options that maximize convenience and ease of use – from our exclusive Smart Home Integration option to our new Universal Control Panel that enables you to use the dimmers of your choice, your mobile device, or a smart home assistant.

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

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

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PRODUCT PROFILES CLarity 26

aei/geNSuN outdoor KitCHeN AEI Corporation (Irvine, California) and Gensun (Rancho Cucamonga, California) are introducing the PGS Legacy/Gensun quick ship grill/island program. The PGS Legacy Newport (30-inch) and Pacifica (39-inch) grills are beautifully integrated into the all-aluminum Gensun designer islands with durable all cast aluminum tops. PGS grills feature the exclusive PGS Fuel Stop (patent pending) one-hour gas shut-off/timer. Contact: (949) 474-3070 or www.aeicorporation.com.

Blaze King’s new Clarity 26 features contemporary styling and black mirror panels. This results in the appearance of a large fire from every angle. Rated at a max of 27,000 BTUs, the Clarity 26 has a 50 percent turndown. Blaze King offers the Clarity 26 in both IPI and Standing Pilot configurations. Contact: Contact: (509) 522-2730 or www.blazeking.com. Circle reader Service No. 111

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CarMeL Firepit CHat group Giving retailers trending, upscale outdoor options is at the heart of the launch of the Apricity brand, Agio’s new specialty retailer lineup. The sleek and contemporary Carmel firepit chat collection leads the way with its midcentury modern feel. At its center, a show-stopping polished marble firepit tabletop exudes elegance, while surrounding seating, tailored cushions and accent pillows complement with modern gray and taupe. Elevated looks are on point and you’ll have the collections that deliver when you offer Apricity by Agio, exclusively for specialty retailers. Contact: (888) 997-7623 or www.agio-usa.com. Circle reader Service No. 112

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tHe 6.6-CuBiC-Foot BuLL Kegerator An outdoor kitchen for beer lovers is simply not complete without a draft beer system. Bull announces the release of the Bull Kegerator so you can take your pouring power to the great outdoors. Constructed of high quality 304 stainless steel, the Bull Kegerator can withstand everything Mother Nature throws at it. This Kegerator comes loaded with attractive useful features and functions. Standard features include four durable wheels for easy maneuverability, an automatic defrost setting, a digital thermostat for precise temperature control, and enough interior room to comfortably fit a 1/2 or 1/4 barrel keg (or two 1/6 barrels if you want to upgrade to a second faucet). Best of all? It comes with a complete tapping kit (for one faucet) so you can start pouring pints right away! Contact: (800) 521-2855 or www.bullbbq.com. Circle reader Service No. 113

LaNdMaNN 800

Much like the people who enjoy them, each fire has a look, personality, and style all its own. Earthcore strives to make fireplaces equally unique. Remarkably versatile and flexible, the Isokern Fireplace system allows for infinite design options, so the fireplace can truly reflect the style of the room. Contact: (800) 642-2920 or https://earthcore.co.

Landmann is expanding its grill offering with the introduction of a new high-temperature grill, the Landmann 800. The stainless-steel cube, equipped with infrared technology, produces temperatures up to 800ºC (1472ºF). Landmann 800 also features a Bluetooth temperature monitoring system, which creates the perfect grilling results in practically no time at all. Thanks to its special construction, it promises ease of use, easy cleaning, and safe handling. Contact: (781) 929-2997 or www.landmann.com/us.

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CuStoM iSoKerN FirepLaCe SoLutioNS

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PRODUCT PROFILES

WiLdWood Log Set The new Wildwood Stacked and Super Stacked log set perfectly complement any White Mountain Hearth firebox. These sets with large, detailed logs are designed to complete the look of White Mountain Hearth’s vented or vent-free Slope Glaze Burners. The Wildwood Stacked and Super Stacked log set come in three sizes: 18 inches, 24 inches, and 30 inches. Contact a White Mountain Hearth dealer for details. Contact: (800) 851-3153 or www.whitemountainhearth.com. Circle reader Service No. 116

LgK24 CeraMiC KaMado CHarCoaL griLL Perfect for large groups or entertaining, the LGK24 boasts 662 square inches of two-tiered stainless-steel cooking surface. The heavy-duty ceramic exterior is finished with a high-temperature glossy black coating and stainless-steel trim. The Louisiana Grills ceramic series comes complete with two fold-down bamboo shelves and heavy-duty swivel casters, as well as adjustable top and bottom dampers for superior temperature control. Fueled by premium hardwood lump charcoal, the LGK24 offers five-in-one cooking: Smoke, bake, sear, roast, or char-grill. Enjoy the freedom of choice—and the flavor of deliciousness—with your LG ceramic grill. Contact: (877) 303-3134 or www.dansons.com. Circle reader Service No. 117

tHe StoCKMaN CoMMerCiaL griddLe Cart Expand your cooking capabilities with the Bull commercial griddle cart. Like all of Bull’s products, this pro-style design gives you a superior cooking experience. The cart is constructed of 304 stainless steel and uses three stainless steel burners to produce 45,000 BTU of power under a chromium-plated griddle. A 24-inch durable stainless-steel cart bottom, dual lined single piece ho od, and 566 square inches of cooking area will have you turning out great pancakes, fajitas, stir fry, and other sautéed and griddled dishes in no time. Contact: (800) 521-2855 or www.bullbbq.com. Circle reader Service No. 118

CouNtry LaNe’S HaMptoN paviLioN Make a statement with a Hampton pavilion, and transform your yard into a luxurious retreat from daily stress. A Hampton pavilion takes any backyard beyond ordinary. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These sophisticated Hampton pavilions will enhance your home and landscape to make them resemble a high-end resort. Contact: (717) 351-9250 or www.gazebo.com. Circle reader Service No. 138

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veNt-Free CoaL BaSKet Hargrove’s new vent-free coal basket takes the beauty of the coal basket almost anywhere. It features hidden controls, a main-burner flame and glowing coals, and a 19-inch front width. It’s great for small fireplaces. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle reader Service No. 119

Big greeN egg portaBLe NeSt For MiNiMax egg The new portable Nest for the MiniMax is designed to raise this portable EGG to a comfortable cooking height—perfect for store demos, campouts, tailgate parties, or wherever your next pop-up event happens. The portable Nest conveniently folds for storage or transporting to events. Contact: (770) 938-9394 or www.biggreenegg.com.

iNFrateCH Infratech’s most popular heater mounting option is flush mount. Easy to install and beautiful to look at, you can enjoy the cool nights of fall entertaining your friends and family outdoors. Tucked up into your ceiling, Infratech’s W & WD series heaters are silent, odorless, and 93 percent efficient. Your guests won’t know the heaters are there until you turn them on. Contact: (800) 421-9455 or www.infratech-usa.com. Circle reader Service No. 122

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Courtyard outdoor gaS FirepLaCe Courtyard is a versatile outdoor fireplace that is the perfect blend of artistry and function. Traditional styling—with ultrarealistic logs or contemporary glass, two log sets, and five media colors—creates 64 distinct looks. Contact: (888) 427-3973 or www.heatnglo.com. Circle reader Service No. 121

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PRODUCT PROFILES oaSiS teCNo Brown Jordan Outdoor Kitchens has debuted Tecno, a new kitchen design created in partnership with architect and designer Daniel Germani and Dekton by Cosentino. This marks the second collaboration for the two brands and Germani; in 2017, they launched the ASA-D2 outdoor modular kitchen, which continues to receive accolades from the design industry. Tecno, a sleek outdoor-kitchen line, is crafted using ultradurable, weather-resistant materials, including Dekton countertops and Brown Jordan Outdoor Kitchens’ powder-coated stainless-steel cabinetry. The versatile outdoor kitchen accommodates a variety of appliances and cabinet configurations, blending high-performance functionality with architectural style to deliver an elevated outdoor-entertaining experience. Incorporating European styling—including a frameless design, integrated pulls, and full-extension soft-close drawers—Tecno is available in more than 25 finishes. Among those are selections from the Dekton Industrial collection, an offering that pays tribute to the beautiful imperfections of metal and stone at different stages of age and decay. Contact: (203) 626-5625 or www.brownjordanoutdoorkitchens.com. Circle reader Service No. 123

oNLiNe CoNFigurator Explore thousands of style combinations through Mendota’s online configurator. In just five easy steps, help your customers design their perfect fireplace. Then, simply print the specs to make purchasing a breeze. Contact: (800) 553-5422 or www.mendotahearth.com.

The transitional profile of Oasis by Lane Venture features a gently sloped arm and generous seating. Finished in ash, the variegated tones of warm gray are handwoven in a classic basket weave, and the arm panels feature a plaited chevron design. The deep seating is available in both sofa and sectional options and feature stainless steel coil cushion. Occasional tables and dining have an aluminum top finished to resemble a cream colored stone, and there is a matching 42-inch round firepit to complete this collection. Contact: (888) 790-4025 or www.laneventure.com. Circle reader Service No. 125

MeLo SoLar LaMp The Melo solar LED lamp from Les Jardins couples limitless design applications with a light and airy frame that will effortlessly elevate your outdoor living space. The lamppost can be lengthened up to 5 feet, 5 inches with additional poles, or the detachable Melo shade can be removed from the post and illuminate independently. France-based Les Jardins Solar Lighting is a purveyor of smart, sustainable statement lighting for discerning outdoor enthusiasts. The innovative brand has reimagined portable solarpowered lighting through modern technology and striking design. Its collection reduces carbon footprints and elevates personal style through LED lighting that’s attractive, atmospheric, and powered by the sun. Portable and well designed, each light piece blends sustainability and functionality with relaxed luxury to achieve a definitive indoor/outdoor lifestyle. Contact: (213) 745-8883 or www.lesjardins.solar. Circle reader Service No. 126

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BroiL KiNg peLLet pro griLL SerieS Available in two sizes, 695 square inches and 875 square inches of total cooking space, these hefty pellet grills from Broil King® are built for legendary performance. Grill and smoker? Yup. Sear the perfect steak on heavy cast cooking grids at a blistering 600°F, smoke juicy brisket at 225°F. Handy quickset buttons for smoke 225°F, roast 350°F, or grill 600°F are found on the large angled appliance-style illuminated control panel. You can rotisserie grill, too! Grilling and smoking have never been this easy. Contact: (800) 245-5138 or www.broilkingbbq.com. Circle reader Service No. 127

Lx2 SerieS The LX2 Series offers the first heater-rated, efficient, multi-sided fireplaces. Their outstanding radiant performance will heat any space—living room, family room or great room—matched in grandeur by the LX2’s sought-after multi-dimensional design. An essential part of the LX2, the combination of radiant heat from the fireplace and HeatShift’s convective heat is a satisfying source of comfortable warmth. Select the finish you want, knowing that artwork, TV and construction materials will stay cooler and protected. Achieve the exact look with three HeatShift™ options. Contact: (800) 468-2567 or www.valorfireplaces.com. Circle reader Service No. 128

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MartiNique

SuNBreLLa deCorative SHade CoLLeCtioN

Sink into contemporary comfort with the Martinique collection from Lloyd Flanders. The refined low profile, moderate scale, and plush cushioning create a luxurious seating experience. The unique woven vinyl combines various shades of gray and taupe in an intricate pattern that is sure to please. Contact: (800) 526-9894 or www.lloydflanders.com.

Sunbrella’s Decorative Shade fabrics emphasize the growing desire for shade in residential and commercial environments that is equally matched in design and in performance. The color is embedded deep inside every fiber, and these fabrics are easy to care for, fade resistant and bleach cleanable. Contact: (336) 221-2211 or www.sunbrella.com.

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tHe origiNaL paWLeyS iSLaNd eSSeNtiaLS adiroNdaCK CHair This traditionally styled Essentials Durawood Adirondack chair offers lifelong comfort and durability. The back features a gentle horizontal curve, with a seat specially contoured to provide the utmost in comfort. All edges and corners are eased and softened to create fine furniture you cannot help wanting to relax in; all joints where the end of a b oard meets a face of another are made with the ancient carpentry method of mortise-and-tenon joinery, which helps to make the chair rock solid. Screws and bolt heads are gracefully obscured from the front view of this chair, and attachment points are painstakingly engineered to remove all visible hardware from the front of the seat, back, and arms. The Durawood polyethylene lumber used to construct t his Adirondack chair contains no waste-wood fiber, so it not only won’t absorb water, but also won’t rot, splinter, crack, or attract termites, making it the perfect outdoor-furniture material. Hardware consists of marine-grade 316 stainless steel to provide ultimate durability, and the company has primed and painted the heads of the hardware to match the color of Durawood you choose. The manufacturer backs its workmanship with a guaranteed lifetime warranty. Contact: (800) 334-1078 or www.pawleysislandhammocks.com.

NeSt CoLLeCtioN The Nest collection by Jensen Leisure Furniture is created by Ciani Design (Italy). It consists of lounge and swivel chairs, a love seat, an ottoman, and side and coffee tables. Retro in style, this mixed-media collection is a multicolored Virofiber weave on a frame of powder-coated aluminum with an ipê base. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. Circle reader Service No. 133

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outdoor KitCHeN iSLaNdS By geNSuN Gensun’s® predesigned kitchen islands now come complete with PGS Appliances. With 26 cabinet finish options and 30 countertop finish options, customers can choose from a wide variety of colors to match or complement their home. Islands have adjustable legs to address uneven surfaces and are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com. Circle reader Service No. 131

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PRODUCT PROFILES uLtiMate 5 gaS LogS

HpC eLeCtroNiC igNitioN HigH/LoW Firepit iNSertS WitH BLuetootH reMote app Now dealers can offer customers the control, convenience, and safety of operating Hearth Products Controls (HPC) firepits remotely using their Apple® or Android™ phones. Users can control flame height, program firepit shutdown time, and control multiple firepits from the app. HPC flame sensing technology shuts down the firepit when the flame is lost, then relights it automatically. A self-diagnostic feature monitors shutdowns and other events, then provides user reports with corrective actions via the app. Contact: (877) 585-9800 or www.hpcfire.com.

The artistically created, ultradetailed Ultimate 5® gas logs from Eiklor Flames are made of highheat (2,600-degree) ceramic refractory material and are heated by the company’s patented five-burner system, with unique stainless-steel components and heavy-duty iron grates, to give you an extraordinarily realistic, energy-efficient, toasty-warm fire. Sizes range from 18 to 36 inches. Contact: (888) 295-5647 or www.eiklorflames.com. Circle reader Service No. 136

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MeMpHiS griLLS doorS aNd draWerS CopeNHageN Conjuring the Viking Age, the all-new Copenhagen collection captures the unmatched hallmark of Danish quality and craftsmanship in furniture design with its distinctive, neoclassical Nordic look. Copenhagen pairs clean architectural lines with fashion-forward comfort, making it an ideal choice for your outdoor life. From modern metro to magnificent mansion, this collection beams European taste and style. Contact: (866) 690-5673 or www.patiorenaissance.com.

Built with 304 stainless steel, this line of Memphis accessories provides beauty, durability, and convenience in your outdoor kitchen. The line includes two- to four-drawer stacks in 15- or 21-inch widths, as well as trash and built-in controller options. Lower drawers and access doors match the width of the Memphis built-in grill options. Contact: (888) 883-2260 or www.memphisgrills.com. Circle reader Service No. 137

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eState SerieS Welcome to the Estate series: stainless-steel elegance with the most natural fuel source available. The LG860C is fueled by 100% natural hardwood pellets, and it offers the most versatile cooking system on the market, the company says. With 860 square inches of cooking space, you can bake, grill, sear, char-grill, broil, smoke, barbecue, and roast to your heart’s content. The digital control center and meat probe work in tandem by regulating the internal cooking temperature of your food, and they automatically reduce the grill to a low smoke setting when the food is ready. You can also slide the plate and sear your food over an open flame: The standard flame broiler allows for either direct or indirect grilling. Enjoy pellet grilling at its finest with the LG Estate 860. Contact: (877) 303-3134 or www.dansons.com. Circle reader Service No. 138

roaM SoLar LaNterN The Roam solar lantern from Les Jardins offers an understated yet elegant take on portable solar lighting. With a teak frame and stainless steel handle, its natural materials and solid construction are completely versatile and blend seamlessly into indoor and outdoor spaces alike. The garden chic vibe is anything but plain and will add a sense of organic style to any backyard. Contact: (213) 745-8883 or www.lesjardins.solar. Circle reader Service No. 139

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Wave iNterior LiNerS Flowing, dimensional wave patterns bring uniqueness to a fireplace and also complements the personal style of customers. These interior wave liners come in four color options to match a home’s décor flawlessly. Contact: (800) 553-5422 or www.mendotahearth.com. Circle reader Service No. 141

iNLet Meticulously designed for outdoor and indoor spaces, the Inlet collection boasts a unique texture that is supremely fashionable and durable. Handwoven of PET yarns, which are recycled from various plastic bottles and other items of sustainable material, the rugs have an extremely soft hand that almost feels like wool. Inlet is available in an array of natural tones (such as pebble, boardwalk, and smoke) with a sophisticated tribal pattern. One amazing feature of this unique collection is that it is reversible, so after long wear on one side, flip it over and have the look a of completely new rug. In addition, Inlet is mold/mildew resistant and repels liquids for worry-free performance. These luxe area rugs are ideal transitional pieces that can be placed with confidence in any room. Offering the perfect floor-covering solution, the Inlet collection takes outdoor/indoor area rugs to a new level of chic and eco-friendliness that blends effortlessly with any interior style. Contact: (800) 223-6186 or www.couristan.com.

avaLoN SerieS In preparation for the 2019 barbecue season, Landmann presents the next generation of the Avalon series. With the patent-pending PTS+ even heating cooking system, which additionally implements an innovative cleaning concept, this German brand manufacturer has raised this internationally successful premium range to a new level. Thanks to a new brand-specific design and high-quality stainless steel, the new Avalon leaves no wishes unfulfilled, providing for perfect barbecue experiences. Contact: (781) 929-2997 or www.landmann.com/us. Circle reader Service No. 140

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iSoKerN arCH Kit The Isokern Fireplace takes customization one step further with the introduction of the Magnum 48 Arch Kit. This kit includes the front arch with two custom cut sidewalls for ease of installation. By simply removing the fourth course of sidewalls and putting the arch kit in, you now have an arch ready for its masonry veneer. Contact: (800) 642-2920 or https://earthcore.co. Circle reader Service No. 143

MoMBo gaS Log SySteM The Mombo® gas log system by Eiklor Flames is an exclusive, patented, large two-burner technology for small and huge fully vented commercial and residential fireplaces or firepits—for indoor and outdoor use. Sizes range from 3 to 10 feet long. Contact: (888) 295-5647 or www.eiklorflames.com. Circle reader Service No. 145

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PRODUCT PROFILES

FirevieW aNtiqueStyLe HigH-eFFiCieNCy Wood-BurNiNg CooKStove Fireview offers the latest advance in the way things used to be. It has a viewing window, a spacious 3–cubic-foot oven, and optional gas burners—and it heats up to 1,800 square feet. Contact: (800) 295-8498 or www.elmirastoveworks.com.

origiNaL paWLeyS iSLaNd deep SeatiNg The Original Pawleys Island Deep Seating collection was introduced at Casual Market Chicago, booth 7-5062, September 25-28. Contact: (800) 334-1078, service@thehammocksource.com, or www.pawleysislandhammocks.com/retailers. Circle reader Service No. 149

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HarMoNy StaCKaBLe diNiNg CHair The Harmony collection is a new 2019 introduction fashioned by Ciani Design. Contemporary in style, this mixed-media collection combines a Twitchell sling on a frame of powder-coated aluminum with ipê arm and tabletop accents. The Harmony collection consists of stackable dining pieces, round or square bistro tables, and rectangular or square dining tables in gray or white. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. Circle reader Service No. 147

reNegade iNSert The Renegade Fireplace Insert with TruFlame Technology combines technology and aesthetics to create realistic flames and a glowing ember bed, mimicking a natural wood fire. Available in two sizes, 30 inches and 35 inches, these inserts turn your wood-burning fireplace into an attractive and efficient focal point. The multifunction remote operates as a conventional thermostat, a Smart Thermostat, or as a manual control. The remote also operates the included accent light and blower. Available through American Hearth dealers. Contact: (800) 851-3153 or www.americanhearth.com. Circle reader Service No. 150

pHoeNix truevieW gaS FirepLaCe This fireplace is designed with a large glass-free view and the authentic look of a traditional wood fireplace— with the convenience of gas. Beautiful logs and a glowing LED ember bed create a vibrant firescape. Personalize it with traditional brick or a modern interior of reflective black glass. Safely place art or a television 12 inches above the opening, with no mantel. Set the mood with mild heat and a Bluetooth speaker system. Phoenix: Nothing comes between you and your fire. Contact: (888) 427-3973 or www.heatnglo.com. Circle reader Service No. 148

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SuNgLo pSa265 The Sunglo model PSA265 is a permanently mounted gas infrared patio heater. It’s ideal for patios with limited space and access to natural gas. Its heat-coverage average is a 10-foot circle of quiet warmth. The Sunglo PSA265 heater can be manually operated, with no electrical connections needed; the PSA265E version offers a completely automated ignition system. Contact: (888) 317-5255 or www.infradyne.com. Circle reader Service No. 151

peaK SeaSoN When decorating their outdoor space for a special event, American homeowners seek something to complete their look. Featuring functional accents and some of today’s best decorative accessories, the Inspired Visions Decorative Accents allow your customer to do just that. The new oversized Victorian lantern finishes off any outdoor space with a simple yet elegant look. Contact: (866) 606-6330 or www.peakseasoninc.net. Circle reader Service No. 152

HeartH produCtS CoNtroLS (HpC) pHoeNix Fire BoWLS Phoenix Fire Bowl enclosures have been added to HPC’s Copper Bowl series. Featuring a hammered surface and oilrubbed finish and measuring 47 inches x 25 inches x 18 inches, Phoenix enclosures accommodate any of three CSA-certified ignition systems— match lit, push-button flame sensing, or remote electronic. The new enclosures use 304 stainless steel burners, which are available in S-burner, H-burner, and linear trough configurations. Contact: (877) 585-9800 or www.hpcfire.com. Circle reader Service No. 155

HeMiNgWay Cay poLyWood CLaSSiC FoLdiNg adiroNdaCK 6-pieCe CoNverSatioN Set WitH Firepit taBLeS Introducing firepit tables: With just the push of a button, enjoy a warm, burning fire that requires virtually no maintenance or upkeep. This classic POLYWOOD® firepit table allows the whole family to relax fireside with enough table space for drinks and snacks. Complete with classic folding Adirondack chairs, this six-piece set is perfect for any chilly evening outdoors. Contact: (877) 457-3284 or www.polywoodoutdoor.com. Circle reader Service No. 153

Inspired by the relaxed vibe of island living, Hemingway Cay by Lane Venture is designed with clean lines and generous seating comfort. The straight track arm that gently bends into a modern wing back is accented with a panel of InfiniTree, a premium engineered polymer wood that naturally enhances the rich coffee-colored handwoven synthetic weave of this frame. Deep seating pieces include sofa and sectional options, and the cushions feature welted box borders. The occasional and dining tables feature InfiniTree slatted tops. Contact: (888) 790-4025 or www.laneventure.com. Circle reader Service No. 156

Faro

eMMett The Emmett collection effortlessly combines a minimalist aesthetic from the 1960s with an homage to classic contemporary design that delivers a burst of sophistication and style to any backyard. Double-padded sling wraps a fully welded frame, providing one of the most comfortable seats on the market. The collection is available in matte black or graphite. Contact: (888) 462-6852 or www.plankandhide.com.

Faro is one of MLW Stone’s most affordable stones. A strong and durable material, Faro has no natural fissures and features a classic polished finish. Consistent beige coloring makes it the perfect choice for any project. This stone is available in three standard sizes. Contact: (800) 477- 7665 or orders@mlwalker.com or www.mlwstone.com. Circle reader Service No. 157

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PRODUCT PROFILES poLariS

BroiL KiNg SMoKe CaBiNet SMoKerS You don’t need to mortgage your home just to smoke amazing ribs! Broil King® charcoal and gas cabinet smokers are loaded with features and American quality. Built in Dickson, Tennessee? Check. Multiple adjustable stainless cooking grids? Yup. Wood chip and water pans? Of course. Double-walled cabinet, adjustable shelves, rib rack, hanging hooks? Yes, yes, yes, yes and a legendary cooking performance. Contact: (800) 245-5138 or www.broilkingbbq.com.

Polaris is MLW Stone’s latest natural-stone fireplace facing. Luxurious in appearance, this costeffective marble is available in the company’s three standard sizes. This strong and reliable white marble has a classic, timeless appearance that never goes out of style. Contact: (800) 477-7665 or www.mlwstone.com. Circle reader Service No. 160

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CoNtura ri50

iNFrateCH Only Infratech offers unlimited color options so outdoor heaters blend beautifully into the environment. Pictured here is the popular bronze, just one of six standard colors. All colored heaters are powder-coated over a 304 Stainless Steel body for lasting value. Contact: (800) 421-9455 or www.infratech-usa.com. Circle reader Service No. 159

Regency Fireplace Products adds the Contura Ri50 freestanding wood stove to its wood fireplace product line, giving customers modern, contemporary styling while retaining the classic timelessness of a wood fireplace. The Ri50 was designed in Sweden by Contura, a leading manufacturer of wood fireplaces and stoves for over 50 years. The Contura Ri50 represents a dramatic departure fromtraditional wood fireplace design with the clean, elegant lines characterized by the finest elements of modern, Scandinavian design. The design of the Ri50 is punctuated by a generous three-sided window yielding unrestricted views of the fire from any angle and over 500 square inches of viewing area. The smooth sliding, hideaway door makes starting and maintaining a wood fire easy. The Ri50 offers flexible installation with both top and rear venting options. Contact: (800) 442-7432 or www.regency-vision.com. Circle reader Service No. 161

tHe outdoor greatrooM CoMpaNy The Edison gas firepit table combines industrial design with a unique, modern look. The base of powder-coated steel accentuates the aged finish of the weathered-gray barnwood Supercast™ top to create a beautiful statement in your outdoor room. Take in the warm, mesmerizing feel of the glowing fire as you relax or entertain guests. The Crystal Fire™ burner is UL listed for safety. Contact: (866) 303-4028 or www.outdoorrooms.com. Circle reader Service No. 162

tHe peNdLetoN CoLLeCtioN By oW Lee OW Lee is proud to bring you a fresh new collection, born from the idea of bringing three heritage brands together. Combining Pendleton® Woolen Mills’ distinct aesthetic, the enduring performance of Sunbrella® fabrics, and the quality outdoor craftsmanship of OW Lee, a collection of products was created that fully encompasses the rich artisanal heritage of three tried-andtrue American brands. Contact: (800) 776-9533 or www.owlee.com. Circle reader Service No. 163

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patio reNaiSSaNCe treaSure gardeN 13-Foot StarLux aKZ pLuS CaNtiLever uMBreLLa The 13-foot Starlux AKZ Plus cantilever umbrella features built-in rib lights. This elegant and multi-functioning cantilever umbrella sets the industry standards for fashion and design, for both daytime and evening. Transforming into an overhead lighting unit, the Starlux umbrella creates an attractive addition to any outdoor space. Designed with two light settings, high and low, the Starlux is a full 13-foot octagon model cantilever umbrella with infinite frontto-back tilt settings. It can be positioned horizontally at settings for an 18-, 36-, and 54-degree tilt. With the use of a foot pedal, the canopy can also rotate a full 360 degrees. Contact: (626) 814-0168 or www.treasuregarden.com.

Introducing the all new deep seating line for Martinique: Inspired by the volcanic black-sand beaches and coral reefs of this Caribbean island, this design feels both mystical and tropical. With back detailing that recalls seaside cliffs and the shoreline caves of Martinique, this collection stands out; the bold framing is strong as a rock, the look is organic and tranquil, and the feel is sublime. Contact: (866) 690-5673 or www.patiorenaissance.com. Circle reader Service No. 167

NortHStar pro-StyLe Six-BurNer duaL-FueL raNge

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It’s retro inspired, with high-end modern features, chrome trim, and vibrant colors. Also available are refrigerators, microwaves, range hoods, splashbacks, and dishwashers. Create your dream kitchen from Elmira Stove Works. Contact: (800) 295-8498 or www.elmirastoveworks.com.

SaMBa Tropitone’s Samba collection is a masterful recreation of its 70s classic “Brasilia.” Samba embodies a transitional style with a modern twist. Its clean, geometric lines combined with woven panels exudes design and sophistication, making this collection versatile for a variety of outdoor spaces. Contact: (949) 951-2010 or www.tropitone.com.

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peaK SeaSoN

The sleek modern lines of this new Studio collection were inspired by midcentury and contemporary designs. This all-aluminum group makes Studio ideal for coastal locations and is a perfect fit in any modern space. Contact: (800) 776-9533 or www.owlee.com.

When decorating their outdoor living spaces, American homeowners seek comfort, function and, more than anything, the look that personalizes their space…in their style. The Amber Aplenty Decorative Vignette provides just what today’s consumer is looking for. Featuring functional accents and decorative product that is curated and presented by Color Palette, this allows the consumer to select from a host of items that work and blend together. Newly merchandised with the Inspired Visions collections; the Amber Aplenty Decorative Vignette from Peak Season is exactly what today’s retailers need to propel their visual merchandizing to the next level. Contact: (866) 606-6330 or www.peakseasoninc.net.

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Studio By oW Lee

SEPTEMBER/OCTOBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 93

PRODUCT PROFILES SuNBreLLa MaKerS CoLLeCtioN Sunbrella® Makers collection is centered around the princi-

CortLiN gaS Firepit By tHe outdoor greatrooM CoMpaNy

ples shared between time-

The Cortlin gas firepit features a base made from durable stucco and HardieBacker® cement board, with the look of COR-TEN® steel. This contemporary firepit is easy to care for and easy to use. The extra long 12x64-inch Crystal Fire burner is UL listed for safety and is set in a modern, low-profile base. Contact: (866) 303-4028 or www.outdoorrooms.com.

dustry. The artisan fabrics are

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honored handweaving and modern manufacturing, bringing the grit of traditional artisan techniques to the in-

Wood Fired peLLet SMoKer & griLL

perfectly suited for both indoor and outdoor upholstery. Contact: (336) 221-2211 or www.sunbrella.com.

proBuiLder 36 CLeaN FaCe gaS FirepLaCe By FirepLaCe xtrordiNair

The new Twin Eagles Wood Fired Pellet Smoker & Grill combines the ultimate in performance and convenience, setting the standard for premium pellet grills with accurate and versatile temperatures from 140ºF to 725ºF. Smoke, bake, grill, sear and rotisserie cooking features deliver amazing results at the push of a button. Contact: (800) 789-2206 or www.twineaglesgrills.com.

The new ProBuilder 36 Clean Face is a sleek midsized gas fireplace featuring the perfect balance of beauty and function. As the first model of Fireplace Xtrordinair’s® entry-level ProBuilder Clean Face Series, this fireplace is the ideal choice for those seeking a large viewing area, stunning flame presentation and high quality construction, all offered at a valued price point. The ProBuilder 36 Clean Face is available in Basic Millivolt or IPI models, or as a fully loaded Deluxe model. Contact: (800) 654-1177 or www.fireplacex.com.

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StroMBoLi, tHe Stove WitH a tWiSt View the fire from every angle with the Stromboli rotating wood-burning fireplace. The oval-shaped stove body floats on a pedestal and can be turned up to 360 degrees, so the panorama of flames can be enjoyed by all. Sleek curves, advanced engineering, and high performance are the essence of this fine fireplace. Features include a large glass viewing window that measures 16 inches wide x 20 inches high, and an effective “air wash” system that keeps the glass clean and the option of black steel, a variety of color tile or natural stone. Twist the night away with the Stromboli. Contact: (914) 764-5679 or www.wittus.com. Circle reader Service No. 174

SuNriSe MetaL SHop Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026. Circle reader Service No. 175

94 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

BeLiZe

The Judd collection brings exceptional style to any outdoor setting by elevating a traditional track-arm design with multiple high-end weave options—and the added functionality of water-resistant, built-in cushion-storage compartments for seat and back cushions. The coffee table also features water-resistant storage. Finally, here’s outdoor furniture that’s simple, sophisticated, and practical. Contact: (888) 462-6852 or www.plankandhide.com.

A striking mix of onyx resin wicker roped sides complements the unique powdercoated wood grain frame finish. The clean lines of this collection appeal to both those with a contemporary and transitional eye for design. This collection includes a sofa, love seat, lounge chair, lounge swivel rocker, coffee and side tables, and all cushions are made to order in Sarasota, Florida. Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Judd

HudSoN Mgp arM CHair Telescope Casual Furniture introduces the Hudson marine grade polymer (MGP) arm chair. This fresh, contemporary take on the classic Adirondack chair is designed and built right where the headwaters of the Hudson River emanate from breathtaking Adirondack Park. True to its roots, this uniquely new, yet classic design is sure to be a success. Have fun designing your own arrangement of slat colors with eight MGP frame colors and 11 fun MGP slat colors. Contact: (518) 642-1100, orders@telescopecasual.com, or www.telescopecasual.com. Circle reader Service No. 178

aMeriCaN outdoor griLL – griLL eNHaNCeMeNtS aNd iSLaNd BuNdLeS

JardiNiCo JCp.501 deSigNer quad SidepoSt uMBreLLa With the ability to cover over 430 square feet in designer shade, the latest introduction from Jardinico is the JCP.501 Quad Sidepost umbrella. Jardinico’s JCP.501 features aluminum construction and a crank lift system. Available to be configured as two, three or four umbrellas, and however many shades chosen, each one operates and tilts individually. The Jardinico shade is well suited for residential and hospitality installations. Contact: (626) 814-0168 or www.jardinico-caractere.com.

American Outdoor Grill® T and L series grills now boast new Diamond Sear cooking grids with a flat top design that delivers more contact surface for faster grilling and restaurant-style sear marks. A new larger and heavier warming rack has also been added. All the AOG L Series will feature backlit control knobs. New AOG Island Bundles include a dedicated GFRC (glass fiber reinforced concrete) island featuring an AOG 30-inch built-in grill with some of the most popular AOG accessories. Contact: (800) 332-3973 or www.americanoutdoorgrill.com. Circle reader Service No. 180

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BeL MoNdo Parà SpA introduces Bel Mondo, a new collection of its outdoor/indoor performance fabric, Tempotest. Italian for beautiful world, Bel Mondo is a collaboration from noted outdoor-fabric designers Karen Williams and Brenda Sewell-Bost of the design company D2 and Filippo Uecher, creator of the Maria Flora line of performance fabrics. The collection, woven in Biella, Italy, has elements of Italian flair with a U.S. eye toward color. In this mix, stylish graphics and colorful, multilayered patterns coupled with bold, vibrant textures are featured in a color palette inspired by the beauty found in nature’s simple elements: sun-drenched hues, lush grasslands, cool waters, and rich earth tones provide perfect combinations of color—with no boundaries. Contact: (972) 512-3534 or www.tempotestusa.com. Circle reader Service No. 181

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PRODUCT PROFILES

teMpoteSt StarSCreeN

The new Twin Eagles Eagle One Super Premium gas grill builds on the company’s reputation of meticulous engineering, exceptional design, and unparalleled performance. Its striking appearance speaks to the most discerning designers. Bold, new illumicharacteristics allow customers to manage and track temperature with accuracy nation and style. Available in 2019. Contact: (800) 789-2206 or www.twineaglesgrills.com.

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

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eagLe oNe

a WiNdoW to tHe WorLd oF FLatFire

poLyWood NautiCaL adiroNdaCK SWiveL CouNter aNd Bar CHairS New! The Nautical Adirondack swivel counter and bar chairs feature a swivel base with 360degree spin capabilities, wide footrest, spacious contoured seat, curved back slats, and a waterfall front to ensure lasting comfort. The chairs can be lined up along an outdoor bar or around a table to create the ideal space for dining and conversation. Available in both Vintage and Classic POLYWOOD® lumber finishes. Contact: (877) 457-3284 or www.polywoodoutdoor.com. Circle reader Service No. 183

Eloquent and easy to install, the Flatfire direct-vent gas fireplace adds a dramatic touch to every room. Heating up to 20,000 BTU, this unit utilizes the Maxitrol e-flame valve control feature, which is radio frequency operated and battery powered so no additional power is needed. Other features include easy-to-operate electronic ignition and remote-control temperature censoring with temperature timer functions. Measuring 30 inches high x 42 inches wide x 7 inches deep with a viewing window of 15 inches high x 27 inches wide, the Flatfire is the perfect match for residential and commercial projects. A whimsical metal Tree-line insert that takes on a natural patina when burned is a fun addition to this designer fireplace. Contact: (914) 764-5679 or www.wittus.com. Circle reader Service No. 185

pHoeNix Windward Design Group introduces Phoenix Sling–their new aluminum collection, proudly made in the U.S. Phoenix features bold sweeping curves, adding a contemporary flair. A wide variety of pieces made of rust resistant, aluminum powder-coated frame makes this collection a perfect fit for both commercial and residential spaces. The collection, featured in Sunbrella® sling fabric, is also available in padded sling and a wide assortment of finish options. Windward Design Group offers a large table selection to complement the Phoenix collection. Contact: (941) 359-0890 or www.windwarddesigngroup.com. Circle reader Service No. 186

Mixx The Mixx group is a contemporary collection featuring subtle curves to enhance its clean, simple lines. Once seated, the frame widens due to the outward bend of the sides and back. The side frames and back rest are curved for maximum support and the front legs are angled toward the user, offering a hugging sensation. Contact: (949) 951-2010 or www.tropitone.com. Circle reader Service No. 187

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teLeSCope CaSuaL CHat-HeigHt Fire taBLe (6F20) The new 48x84-inch aluminum slat-top fire table is the first of its kind from Telescope Casual. The side panels are constructed of ever-durable marine-grade polymer material. The fire table comes with an elegant rectangular burner that can put out 105,000 BTU. The long, rectangular burner at the center of the table is strategically placed to give enough space for comfortable dining while enjoying the ambience and warmth of the fire. This item features a matching cover and will double as a large dining table when a fire isn’t desired. The fire table is a chat-height model, for casual dining, but is available with an added lift kit to let it become a universal dining fire table. Contact: (518) 642-1100, orders@telescopecasual.com, or www.telescopecasual.com. Circle reader Service No. 188

864 tv 40K CLeaN FaCe gaS FirepLaCe By FirepLaCe xtrordiNair® Fireplace Xtrordinair’s best-selling fireplace line just got better with the new 864 TV 40K Clean Face! This topvent 40,000 BTU Deluxe model features an incredible 75 percent turndown rate, high quality ceramic glass, overhead accent lights, and the amazingly realistic new EmberGlo™ ember bed accent lighting! The 864 TV 40K is available in both clean face and traditional (faced) models to complement any style or décor. Contact: (800) 654-1177 or www.fireplacex.com. Circle reader Service No. 191

SuNriSe MetaL SHop Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its wellknown grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026.

SaNta Fe

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tHe teSLa oF eLeCtriC FirepLaCeS Whether you have a tiny house, high-rise condo, or expansive hotel lobby, there is a European Home electric fireplace perfect for any application. Electric fireplaces are a lot like electric cars: They’re ecofriendly, save on fuel costs, and are a practical choice. But they never got our heart pumping the way an engine-revving classic muscle car does. That is until the Tesla electric car debuted and changed the way we look at transportation. The same will be said about European Home electric fireplaces. With sleek modern lines, convenient app control, and stunningly realistic flame effects, this is the electric fireplace you can finally get excited about. Contact: (781) 324-8383, info@europeanhome.com, or www.europeanhome.com/modern-electric-fireplace/.

Castelle has unveiled the Santa Fe collection for the 2019 outdoor season. This traditional collection features an oversized profile and plush cushioning. With romantic flair and distinct design styling, the Santa Fe collection is crafted to provide a comfort-filled outdoor statement. Inspired by Southwestern artistry, the handcrafted cast and extruded aluminum of the Santa Fe collection provides a unique décor for outdoor spaces. The hammered-look arms and the high cushion or sling back design creates an overall alfresco appeal. Crescent deep seating delivers superior comfort and conversational lounging options. All pieces feature a durable multistage powder coat finishing and optional artisan applied antiquing. Contact: (855) 612-9800 or www.castelleluxury.com. Circle reader Service No. 192

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HudSoN CoLLeCtioN The Hudson collection by Jan Armgardt from Elizabeth+Grace offers a modern integrated design of wrapped upholstery and fully woven exterior frame details. Unique in the outdoor furniture industry, Hudson melds contemporary lines with remarkable comfort. Contact: (423) 227-1928 or www.egoutdoor.com. Circle reader Service No. 193

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Advertiser INDEX Advertiser

Phone

Product Profiles DIRECTORY Website

Page

Company

Page

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

Aei ........................................................................................................82,90

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

Agio, usA ..............................................................................................80, 82

Big Green egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . .www.biggreenegg.com . . . . . . . . . . . . . . .59

American Hearth (empire comfort systems) ....................................................90

Blaze King . . . . . . . . . . . . . . . . . . . . . . . . .(509) 522-2730 . . . .www.blazeking.com . . . . . . . . . . . . . . . . . .69

American outdoor Grill (rH Peterson)..............................................................95

Bull outdoor Products . . . . . . . . . . . . . .(800) 521-2855 . . . .www.bullbbq.com . . . . . . . . . . . . . . . . . . .45

Big Green egg ........................................................................................80, 85

c.r. Plastic Products . . . . . . . . . . . . . . . .(800) 490-1283 . . . .www.crpproducts.com . . . . . . . . . . . . . . . .19 country lane Gazebos . . . . . . . . . . . . . .(877) 429-3262 . . . .www.gazebo.com . . . . . . . . . . . . . . . . . . . .30 couristan . . . . . . . . . . . . . . . . . . . . . . . . .(800) 223-6186 . . . .www.couristan.com . . . . . . . . . . . . . . . . . .37 dansons . . . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . .www.dansons.com . . . . . . . . . . . . . . . . . . .42

Blaze King ..............................................................................................78, 82 Broil King (onward Manufacturing) ............................................................86, 92 Bull outdoor Products..............................................................................83, 84 castelle........................................................................................................97 c.r. Plastic Products ................................................................................78, 80

danver/Brown Jordan outdoor Kitchens . . . . . . . . . . . . . . . . .(203) 626-5625 . . . .www.brownjordanoutdoorkitchens.com . . .28

country lane Gazebos ............................................................................80, 84

earthcore industries . . . . . . . . . . . . . . . .(800) 642-2920 . . . .www.earthcore.co . . . . . . . . . . . . . . . . . . . .53

couristan................................................................................................80, 89

eiklor flames . . . . . . . . . . . . . . . . . . . . . .(888) 295-5647 . . . .www.eiklorflames.com . . . . . . . . . . . . . . . .65 elmira stove Works . . . . . . . . . . . . . . . . .(800) 295-8498 . . . .www.elmirestoveworks.com . . . . . . . . . . .82 empire comfort systems . . . . . . . . . . . .(800) 851-3153 . . . . .www.broilmaster.com . . . . . . . . . . . . . . . .39 Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . .www.gensuncasual.com . . . . . . . . . . . . . . . .7 HPBA . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(703) 522-0086 . . . .www.hpbexpo.com . . . . . . . . . . . . . . . . . .79 the Hammock source . . . . . . . . . . . . . . .(877) 601-9967 . . . .www.hatterashammocks.com . . . . . . . . .77

dansons ................................................................................................84, 88 danver/Brown Jordan outdoor Kitchens ..........................................................86 earthcore industries ................................................................................83, 89 eiklor flames ..........................................................................................88, 89 elizabeth+Grace ..........................................................................................97 elmira stove Works ..................................................................................90, 93 european Home............................................................................................97

Hargrove Manufacturing . . . . . . . . . . . .(800) 725-4166 . . . .www.hargrovegaslogs.com . . . . . . . . . . . .66

fire Magic (rH Peterson) ................................................................................78

Hearth & Home technologies . . . . . . . .(888) 427-3973 . . . .www.heatnglo.com . . . . . . . . . . . . . . . . . .100

fireplace Xtrordinair (travis industries)........................................................94, 97

Hearth Products controls . . . . . . . . . . . .(877) 585-9800 . . . .hpcfire.com/app . . . . . . . . . . . . . . . . . . . . .67

Gensun ..................................................................................................81, 87

icfA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . . . .16

Hargrove Manufacturing ..........................................................................81, 85

informa exhibitions . . . . . . . . . . . . . . . . .(888) 869-6522 . . . .www.poolspapatio.com . . . . . . . . . . . . . . .75

Hearth Products controls ..........................................................................88, 91

infratech . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . .www.infratech-usa.com . . . . . . . . . . . . . . .81

Heat & Glo (Hearth & Home technologies) ................................................85, 90

Jensen leisure furniture . . . . . . . . . . . . .(800) 403-0403 . . . .www.jensenleisurefurniture.com . . . . . . .56

infrared dynamics ........................................................................................90

landmann usA . . . . . . . . . . . . . . . . . . . .(781) 929-2997 . . . .www.landmann-professional.com . . . . . .85

infratech ................................................................................................85, 92

lane venture . . . . . . . . . . . . . . . . . . . . . .(888) 790-4025 . . . .www.laneventure.com . . . . . . . . . . . . . . . .57

Jardinico caractére ........................................................................................95

las vegas Market/iMc . . . . . . . . . . . . . .(702) 599-3046 . . . .www.lasvegasmarket.com . . . . . . . . . . . . .15 les Jardins . . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . .www.lesjardins.com . . . . . . . . . . . . . . . . . .51 lloyd flanders . . . . . . . . . . . . . . . . . . . . .(800) 526-9894 . . . .www.lloydflanders.com . . . . . . . . . . . . . . .63 Memphis Wood fire Grills . . . . . . . . . . .888-883-2260 . . . . .www.memphisgrills.com . . . . . . . . . . . . . .62 Mendota Hearth . . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . .www.mendotahearth.com . . . . . . . . . . . . .20 Miles industries/valor fireplaces . . . . .(800) 468-2567 . . . .www.valorfireplaces.com . . . . . . . . . . . . . .41 MlW stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .87

Jensen leisure furniture ............................................................................87, 90 landmann usA........................................................................................83, 89 lane venture ..........................................................................................86, 91 les Jardins ..............................................................................................86, 88 lloyd flanders ........................................................................................78, 87 louisiana Grills (dansons) ..............................................................................84 Memphis Wood fire Grills ........................................................................78, 88 Mendota Hearth......................................................................................86, 89

onward Manufacturing . . . . . . . . . . . . .(800) 245-5138 . . . .www.broilkingbbq.com . . . . . . . . . . . . . . .47

MlW stone..............................................................................................91, 92

ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ortAl-fire . . .www.ortalheat.com . . . . . . . . . . . . . . . . . .50

original Pawleys island (the Hammock source) ..........................................87, 90

the outdoor Greatroom company . . .(866) 303-4028 . . . .www.outdoorrooms.com . . . . . . . . . . . . . .70

ortal ......................................................................................................80, 81

oW lee . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . .www.owlee.com . . . . . . . . . . . . . . . . . . . . .29

the outdoor Greatroom company ..........................................................92, 94

Patio renaissance . . . . . . . . . . . . . . . . . .(909) 980-6698 . . . .www.patiorenaissance.com . . . . . . . . . . . .35

oW lee ..................................................................................................92, 93

Peak season . . . . . . . . . . . . . . . . . . . . . . .(866) 606-6330 . . . .www.peakseasoninc.net . . . . . . . . . . . . . . .2

Patio renaissance ....................................................................................88, 93

Plank & Hide . . . . . . . . . . . . . . . . . . . . . .(888) 462-6852 . . . .www.plankandhide.com . . . . . . . . . . . . . .32

Peak season ............................................................................................91, 93

PolYWood . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . .www.polywoodoutdoor.com . . . . . . . . . . .9

Plank & Hide ..........................................................................................91, 95

rH Peterson co. . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . .www.rhpeterson.com . . . . . . . . . . . . . . . . .27

PolYWood............................................................................................91, 96

sunbrella . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . .www.sunbrella.com . . . . . . . . . . . . . . . . . . .12 sunrise Metal shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .83 telescope casual . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . .www.telescopecasual.com . . . . . . . . . . . . .61

regency fireplace Products............................................................................92 sunbrella ..........................................................................................78, 87, 94 sunrise Metal shop ..................................................................................94, 97 telescope casual ....................................................................................95, 97

tempotest usA . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . .www.tempotestusa.com . . . . . . . . . . . . . . .17 travis industries . . . . . . . . . . . . . . . . . . . .(800) 654-1177 . . . . .www.fireplacex.com . . . . . . . . . . . . . . . . . . .3 treasure Garden . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . .www.treasuregarden.com . . . . . . . . . . . . .55

tempotest usA........................................................................................95, 96 treasure Garden ......................................................................................93, 95 tropitone................................................................................................93, 96

tropitone . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . .www.tropitone.com . . . . . . . . . . . . . . . . . .31

twin eagles ............................................................................................94, 96

twin eagles . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . .www.twineaglesgrills.com . . . . . . . . . . . . .25

valor fireplaces (Miles industries) ..............................................................86, 89

Windward design Group . . . . . . . . . . . .(941) 359-0890 . . . . .www.windwarddesigngroup.com . . . . . .99

White Mountain Hearth (empire comfort systems) ............................................84

Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . .www.wittus.com . . . . . . . . . . . . . . . . . . . . .84

Windward design Group..........................................................................95, 96

Woodbridge . . . . . . . . . . . . . . . . . . . . . .(844) 636-fire . . . . .www.woodbridgedealer.com . . . . . . . . . .71

Wittus ....................................................................................................94, 96

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 2018, vol. 13, No. 5 © 2018 PeNiNsulA MediA. All riGHts reserved. No PArt of tHis PuBlicAtioN MAY Be reProduced iN ANY forM WitHout WritteN PerMissioN froM tHe PuBlisHer. PostMAster: seNd Address cHANGes to PeNiNsulA MediA, 21250 HAWtHorNe Blvd., suite 700, torrANce, cA 90503-5514, PAtioANdHeArtH@oMedA.coM, PHoNe: (847) 504-8466. WHile tHe PuBlisHers HAve MAde everY effort to eNsure tHe AccurAcY of tHe MAteriAls PreseNted iN PATIO & HEARTH PRODUCTS REPORT, tHeY Are Not resPoNsiBle for tHe correctNess of tHe iNforMAtioN ANd/or oPiNioNs eXPressed.

98 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018

Circle Reader Service No. 204

FireBrick® inserts with IntelliFire™ Touch controls, anti-reflective glass and ClearVue™ screen.

Our passion is our people. Their passion is our product. I love gas inserts with FireBrick technology, not only because of its patented heat-radiating benefits but because of its seamless design and hand-painted artistry – for Heat & Glo, it’s all in the details. As a busy mom, my home is my sanctuary. Time-saving with low maintenance is important to me. Less time hauling wood and cleaning ashes means more time to enjoy the fireplace with my family!

Jackie Schneider Brand Director, Heat & Glo

100 • PATIO & HEARTH PRODUCTS REPORT | SEPTEMBER/OCTOBER 2018 Circle Reader Service No. 205