Patio & Hearth Products Report September/October 2020

SEPTEMBER/OCTOBER 2020 | www.patioandhearthproductsreport.com

EBEL

Dine and Shine Page 16

Essential Retail

Gather ‘round the Hearth | 44

WOODBRIDGE FIREPLACE

NORTHCAPE

DELTA HEAT

Page 34

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september/october

2020

contents features

83

Guest Editorial – Looking Back

By Gary McCray The 2020 recipient of the ICFA Lifetime Achievement Award reflects on his long and rewarding career in the casual furniture industry . . .8

79

Spotlight – Grill & Chill

By Greg Thompson The latest outdoor kitchens boast an exciting array of amenities that elevate alfresco entertaining . . . . . . . . . . . . . . .16

78

Hearth Retailer – Adapt & Renew

By Maura Keller A decades-long Canadian hearth retailer remains a market leader by selling popular fireplace designs and exceptional customer service . . . . . . . . . . . . . . . . . .26 Outdoor Grilling – Boom Times

By Kimberly Rodgers This Florida grill shop’s business hasn’t slowed down since the start of the pandemic . . . . . . . . . . . . . . . . . . . . . . . .30 Showroom Showcase – Survive & Thrive

By Sharon Sanders A family-run patio store develops new ways to better serve customers who are spending more time in their backyards . . . . . .34

82 on the cover:

Ebel Inc. (866) 752-6320 www.ebelinc.com

plus!

6

Editor’s Message

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Corporate Profile – Alfresco Artists

By Kimberly Rodgers Woodard’s handcrafted furniture designs add an air of luxury to outdoor spaces . . . . . . . . . . . . . . . . . . . . . . . . . . .48 Insight – Growth Mindset

By Cherise Forno California Umbrella expands by diversifying its offerings in the residential and commercial categories . . . . . . . . . . . . . .50 Insight – Sizzlin’ Stoves

By Cherise Forno Today’s hearth customers are huge fans of Wittus’ eye-catching contemporary stoves, fireplaces, and cookstoves . . . .54 Last Word – What’s Underfoot

By Maura Keller Bold designs and colors make Couristan’s rugs the perfect accessories for patios, porches, and other outdoor settings . . . . . . . . . . . . . . . . . . . . . . . . . .56

As I See It – Distinct Designs

By Sharon Sanders Lloyd Flanders upholds its longstanding reputation for making stylish, one-of-akind furniture for outdoor spaces . . . . . . .38 My Turn – Tailored Textiles

By Kimberly Rodgers Twitchell partners with top casual furniture manufacturers to create signature patterns and designs that brighten up outdoor settings . . . . . . . . . . . . . . . . .40 Product Innovation – Made to Order

By Sharon Sanders Woodbridge Fireplace’s passion for engineering and craftsmanship translates into some of the industry’s most innovative hearth products . . . . .44

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Industry News

42

Publisher’s Viewpoint

60

What’s New: 6 Hot Products to Sell Now

80 62

Product Profiles

86

Product Profiles Directory & Ad Index

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Circle Reader Service No. 5

editor’s message

Shop Local

Carol Daus

Must Reads ∂ This Canada hearth retailer credits its success to a highly skilled staff with more than 90 years of combined industry experience, including an in-house cabinetmaker.

Adapt & Renew, p. 26

∑ A family-run patio store in Spokane Valley, Washington, airs popular Fireside Chat-style radio spots to motivate shoppers to visit the store.

Survive & Thrive, p. 34

∏ Woodbridge Fireplace makes sure every fireplace that leaves the factory is fully assembled (with all accessories), tested, and ready to install.

Made to Order, p. 44

π Some of the biggest trends in outdoor area rugs include bold and colorful floral patterns such as palms and vines, according to a Couristan executive.

What’s Underfoot, p. 56

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Since the pandemic took hold last spring, big-box stores like Walmart and Target have experienced a surge in profits.

Home Depot and Lowe’s saw huge gains as the lockdown inspired customers to buy products to upgrade their homes. The success of these mass retailers can also be attributed to their one-stop shopping advantage— both in person and online. They avoided physical shutdowns because they were deemed essential businesses while states for ced smaller retailers to close. And when they were finally allowed to open, independent and specialty shops lost sales to big boxes that appealed to pandemic-frightened consumers who avoided multiple shopping stops.

Now more than ever, it’s important to shop from small retailers, and mom and pop businesses in the U.S. and Canada! Whether the purchases are made in-store or online, our support of independent stores is necessary to counteract the massive buying power of national chains and a certain tech behemoth.

Over the past few months, I’ve bought books from my favorite independent bookstore in Missoula, Montana; hand lotion from a Laguna Beach, California cosmetics boutique; dark chocolate from a third-generation chocolatier in Pennsylvania, and local produce from a farmer’s market in Costa Mesa, California. Next on my shopping list is a patio heater from a family-owned store in my hometown of Huntington Beach.

The human connection I feel by interacting with these independent retailers is much more rewarding than impersonal transactions involving mass retailers and big boxes.

It’s the warm, “hometown” customer experience that makes the stores featured in this issue of our magazine so satisfying. The owners of Jacobs Custom Living (Spokane Valley, Washington), Hubert’s Fireplace (Ottawa, Canada), and Palm Beach Grill Center (Delray Beach, Florida) understand what it takes to transform the shopping experience into a positive lasting impression.

Whether it’s customizing a specific product or service or displaying merchandise in an inspiring setting, these retailers are masters of customer engagement.

A lthough the pandemic has resulted in steady business for retailers who offer popular home-improvement products and superior customer service, they still must convince

reluctant shoppers to make purchases from them instead of from mass retailers and Amazon. This was a challenge even before the pandemic.

One strategy has been for independent shops to team up with other local businesses to promote “Shop Lo cal” programs. The first large-scale Shop Local initiative was created in 2010 by American Express and the nonprofit National Trust for Historic Preservation.

In 2011, the U.S. Senate unanimously passed a resolution in support of a national Small Business Saturday on the Saturday following Thanksgiving. All 50 states supported the move, and it has grown into a movement with communities throughout the U.S. pooling their resources to promote small, local businesses.

There couldn’t be a better time to work together to make Small Business Saturday even more robust. Mark your calendar for this year’s Small Business Saturday−Nov. 28, 2020. If you’re an independent retailer who has not participated in such a campaign, contact your Chamber of Commerce and other local businesses to create one. Another resource i s American Express’ Shop Small Program (www.americanexpress.com/us/ merchant/shop-small.html), which offers marketing materials and information on promoting a Shop Local program.

For those of us choosing where to spend our money, it’s important to remember that local purchases help improve our neighborhoods. According to American Express, approximately twothirds of every dollar spent at a small, local business stays within the community. And by not supporting a local shop, you may find that your community becomes less appealing when fun independent shops and boutiques are replaced with tanning salons, run-of-the-mill national retail outlets that can be found anywhere, or even worse, empty storefronts.

So, whether you are a retailer, manufacturer, customer, or other professional connected to the patio and hearth industries, remember to support your local, independent merchants. Bigger is not always better!

Carol Daus caroldaus@gmail.com

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guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

LookingBack

EDITOR Carol Daus

BY GARY MCCRAY

caroldaus@gmail.com ART DIRECTOR

“It’s Funny How Things Work Out.” When I look back over

my career, I think of these words from my favorite singer/songwriter, John Prine. They tied together a seemingly unrelated series of events that took him to where he was at that moment in his life. In that vein, I would like to share my story with you.

When I began my career at DMI Furniture in 1976, outdoor furniture wasn’t even on my radar, much less something that I would consider for my life’s work. The same was still true when I started at Venture Furniture three years later, and it would be another 10 years before the renamed Lane Venture would go into the outdoor business.

Those initial years at Venture were ones of change, with the company moving from domestic production to a blend of domestic and import manufacturing. As a result, I made my first trip to Southeast Asia to source indoor wicker and rattan furniture that would become the company’s mainstay for two decades. With this category being important for casual stores in the 80s, it also brought us to Chicago for the Casual Market and my first real awareness of the outdoor furniture business.

In 1989, when an inventor pitched a concept built around a patented cushion that she saw as an opportunity to create fully upholstered outdoor furniture, I got my first direct exposure to the category. Our team was skeptical, to say the least, in large part because the sample for the presentation was a traditional Queen Anne wing chair. Yet we were intrigued with her patented drainable cushion.

Four months later, I found myself sweating in a yellow Gorton’s fisherman slicker in oppressive heat during a driving rainstorm pitching the first WeatherMaster wicker collection to our sales force. What followed was an incredible September market that would send Lane Venture and me on a path to being fully devoted to the outdoor business.

In the early 90s, change came to the casual business. Stores moved from being a sea of dining sets and chaises

to including cushioned sofas and chairs, the category we now refer to as deep seating. Fundamental to this change was the availability and ongoing evolution of more fashionable outdoor fabrics. By the end of the decade, many in our industry were no longer just selling patio furniture; instead, we were marketing the outdoor room.

Manufacturing overseas was also becoming a bigger factor, which suited the competencies we had developed years before.

As the new millennium arrived, we were recovering from the dot-com meltdown only to witness the 9/11 attacks on the day before opening the Casual Market in 2001, followed later in that decade by the financial crisis. All had devastating effects on our industry and nation, much like today’s pandemic. Yet, the industry recovered and found new opportunities.

There was a renewed interest in the home as a haven. The industry brought shoppers innovative products like firepits, outdoor kitchens, rugs, and lighting that were complemented by new entertainment options. Outdoor rooms became the most-requested feature in new homes and renovations.

In 2008, I became president of Lane Venture just as the financial crisis was having a profound impact on our industry. Sales dropped overnight, and layoffs and financial struggles hit the economy. It became obvious that we needed to focus the company on what we did best, so we discontinued our indoor business and moved to outdoors exclusively.

Six years later, as Lane Venture’s parent company was bought out of bankruptcy by KPS Holdings, I decided it was time for a fresh start. I was approached by Klaussner Home Furnishings to start their outdoor division, Klaussner Outdoor. After gaining our footing, we found success by focusing the company on creating innovative products that were embraced by retailers and their shoppers.

That brings us to today, where we’re in the midst of a crisis that is larger than any we’ve seen in our lifetimes. For the

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Cassandra Estes cassestes1968@gmail.com Gary McCray

industry, the pandemic meant unprecedented lockdowns and, for me, early retirement. In recent weeks, it’s become clear that we still have a long way to go before some normalcy returns. In the interim, I’ve spoken to manufacturers and dealers who have seen solid sales recently, indicating that there is strong demand for our products. It’s clear that once again, Americans are looking to their homes and the outdoor room for comfort.

It’s obvious that this industry has been very good to me. It’s given me the opportunity to travel the world, to build lasting relationships throughout the industry, and to exercise my creativity, for which I’m extremely grateful. It’s taken me to where I am today.

In closing, I’m honored to have been recognized as this year’s ICFA Lifetime Achievement Award recipient. It is an honor that I share with the great people who have supported and inspired me throughout my career. I’m thankful that I’ve been able to have an active role across our industry through our associations, first through the SCFMA and now the ICFA. I consider having been selected to serve as the leader of both organizations as one of my finest professional achievements. This involvement has made a tremendous positive impact not only on my career but the success of the companies for which I’ve worked.

If there’s one recommendation that I can leave you with during these challenging times, it’s that you and your business embrace the ICFA and become an involved member of the association. The relationships you will build and the knowledge and insight you will gain is unmatched by anything else that you can do.

Until our paths cross again, be healthy and safe.

COPY EDITOR John Nalley STAFF WRITERS 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 (310) 792-7449/Fax www.patioandhearthproductsreport.com

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Subscription Inquiries: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.patioandhearthproductsreport.com

Gary McCray is the 2020 recipient of the ICFA Lifetime Achievement Award.

Email: patioandhearth@omeda.com Phone: (847) 763-9261

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PATIO & HEARTH PRODUCTS REPORT

IndustryNews Ratana Unveils 2020-21 Collections Since 1980, Ratana (Vancouver, British Columbia) has been recognized for its diverse outdoor furniture lines that feature impeccable craftsmanship and attention to detail.

Ratana’s traditional, transitional, and contemporary designs can be found in backyards, top-ranked restaurants, international golf clubs, and global Olympic venues. According to Adele Chan, public relations director, the company is especially proud of three new collections that were launched for 2020-21.

Coconut Grove was inspired by the sprawling ancient banyan trees in Diva the historic neighborhood of Coconut Grove in Florida. The intricately handwoven UV resistant Durastrap and Durarope seek to mimic the beautiful branches of the banyan trees. The chic

Coconut Grove

Poinciana

hand-brushed pearl colored powdercoated aluminum legs are tapered to wrap around the dual-colored Durastrap and Durarope. The plush rounded cushions offer maximum comfort. Coconut Grove is available in sectional, living, and dining pieces.

The Diva collection, with a level of sophisticated detail that lives up to the name, is a showstopper.

This “come hither and have a seat” chair and coffee

table duo comes complete with a Durastrap finish and baseball-style legs that are guaranteed to stand up to the elements. Available in graphite or snow and in sectional and living pieces, Diva brings elegance to outdoor living spaces.

Named for the lush poinciana tree with tropical Southern roots, the Poinciana seating collection conjures up visions of palm trees and a warm, ocean breeze. Its crisscross Durarope, woven openly around an aluminum frame, is both UV and weather resistant. The Poincian a collection is available in two unique colors and three different seating options (sectional, living, and dining).

Breck Ironworks Introduces 3rd Generation of Portable Fire Pits Breck Ironworks (Breckenridge, Colorado) specializes in custom-handmade sculpted steel fire pits.

Working directly with architects, designers, and homeowners has brought an aesthetic sensibility to the work that relies on detail. Patio & Hearth Products Report sat down with Jason L. Koczak, director of sales, to get a better idea about the company’s design philosophy, product selection, and overal l commitment.

P&HPR: How do your custom gas-powered fire pits

compare to similar products manufactured by competitors?

Koczak: Breck Ironworks Custom Steel Log Fire Features are like no other fire pit on the market today and by far, the very best money can buy. Each fire feature we manufacture is a custom-handmade sculpted steel complete fire pit assembly and a unique work of art.

A major differentiator from the standard varieties on the market today is that each residential fire feature Breck Ironworks designs and builds comes with a lifetime guarantee. Often enough in our line of work, there can be a tremendous amount of detail related to shape of the base assembly, log set height, valve placement, ignition system requirements, etc.

We work directly with the architects, designers, and

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homeowners in bringing what is seen within our “mind’s eye” to fruition on every project we work on.

Custom installations from Breck Ironworks

P&HPR: Why do customers seek out custom fire pits as opposed to those that come off the shelf?

Koczak: The clientele we typically furnish our outdoor fire features to are expecting something of superior heirloom-quality, and it becomes a question of lead-time and how soon it can be delivered.

Breck Ironworks’ reputation to our niche industry has been recognized for that level of unmatched quality and always works to exceed in meeting those expectations.

P&HPR: Do you offer a

range of price points, particularly since custom work typically comes with a price tag?

Koczak: We do. Our versatile Portable Series is our

most affordable product we offer, and the larger fixed fire features we build do come in standard round sizes that range from 24”, 30” and 36”.

P&HPR: Are portable fire pits

gaining popularity? Describe your portable versions.

Koczak: The Portable Fire Pits have been more of a recent focus in marketing for Breck Ironworks, and we just redesigned it to a 3rd Generation in its evolution.

The new style is a tank head design at just over 14” diameter with three legs to the base of the tank head.

It comes with a 60,000 BTU burner and a custom Breck Ironworks Steel Log Set. We als o provide the tubing and low pressure regulator assembly that

Couristan Appoints Matt Tollison as Executive Vice President of Area Rugs Couristan Inc., a leading importer/ manufacturer of fine quality area rugs, residential broadloom, and custom carpeting for the contract and hospitality industries, has appointed Matt Tollison to executive vice president of area rugs for its residential division. In his new role, Tollison will lead and execute Couristan’s exploration and strategic development of new business opportunities while driving sales and increasing the company’s dealer footprint within existing distribution channels. Tollison will also help spearhead product development in terms of product design and innovation while focusing on key price points within today’s market

segments. Under Tollison’s guidance, the company will also look to strengthen its sales and support teams to ensure that Couristan remains a leader within the floor covering industry.

“Matt’s proven leadership skills, understanding, and unique experiences in sales and operations within the area rug and home furnishings industries will provide the creative thinking that is required to lead us into the future as we look to maximize our growth potential,” says Ron Couri, president and chief executive officer.

Tollison most recently was vice president of product management at Orian Rugs, serving as

Matt Tollison

liaison between product development and manufacturing, as well as sales operations.

“Couristan has been one of the most innovative companies in our industry for over 90 years,” Tollison says. “I am very excited to be a part of their legacy moving forward.”

operates on a quick connect to a standard 15-20 lb. propane tank.

P&HPR: From a design standpoint, what are the latest

trends?

Koczak: As far as trends go, we see a wide variety in

design styles requested. From the traditional round ring that is built to have stone veneer and a traditional stone cap, to the outside of the steel base assembly we build, to the more elaborate custom steel base designs we have fabricated. The best part of our process in the design/build of each fire feature is having an active vision to what it is we are bringing to life together. It becomes symbiotic in the interplay from the initial idea to the end product. To me, that’s the most satisfying part in the exchange between manufacturer and client.

P&HPR: What is one of the most interesting fire pit cre-

ations/installations that you were involved in?

Koczak: They’ve all been a labor of love…but if I were to pick one in particular, it would have to be a spectacular lake home in New Hampshire we worked on a couple of summers ago. It was a unique setting and experience. Being a native New Englander from Connecticut, this project hit the heartstrings and a regional market area of the Northeast that Breck Ironworks is certainly looking to gain more exposure into as well.

P&HPR: What percentage of your business is residential vs. hotel/restaurant/hospitality?

Koczak: At this time, it’s roughly 80% residential to 20% commercial. Gaining new commercial partnerships is an ongoing objective. That being said, so many clients I speak to tell me how they’ve seen our work at most of the major ski resorts and many restaurants that we have been working with for some time now.

P&HPR: At the present time, how is business?

Koczak: There’s always room for growth. Currently, we

are seeing an uptick, based on the branding efforts of our new website www.breckironworks.com and what it has in play, coupled with positive results Breck Ironworks has Circle Reader Service No. 11

PATIOANDHEARTHPRODUCTSREPORT.COM 11

industry news been seeing from many of the targeted geographic campaigns we are actively supporting and monitoring.

Additionally, many of our clients have worked on the outdoor living space and redesign of their homes with the extra time they have at home because of the coronavirus and finding ourselves all focusing on family and lifestyle. It has certainly helped in our ongoing popularity within the marketplace.

P&HPR: How does your company support specialty

retailers/dealers that want to sell or are currently selling your products?

Koczak: Breck Ironworks wants to hear from local, regional, and national retailers and distributors to explore all potential opportunities. As we know, these will widely vary, in all legal aspects to the relationship and the terms agreed to. If this is of interest, please submit any and all inquiries to www.breckironworks.com.

ICFA Sales Rep Designs 2021 Membership Pin Longtime independent furniture sales representative Tom Nolan has created the winning design for membership pins that will be worn next year by sales rep members

of the International Casual Furnishings Association and the International Home Furnishings Representatives Association.

Nolan, who represents Winston Furniture, Gensun, and Jensen Leisure Furniture among other lines in the Midwest, will mark a 50-year career as a professional home f urnishings sales representative on Sept. 1. Based in Kansas City, Kansas, Nolan continues a multiline, indoor and outdoor furnishings business launched by his father in 1955. He currently services dealers in Kansas, Missouri, Iowa, and Nebraska, along with Minnesota for one manufacturer.

In a change from the recently popular circular symbol, Nolan opted for a new look in his pin design. “I wanted to express something totally different than what has been used in the past,” he said, noting that the current COVID-19 pandemic influenced his inspiration. “I thought we needed to change the color and shape to create a different message on our lapels,” he continued. “I think everyone is influenced by this disaster, and we’re in it for the long run. I wanted to design a pin that reflects the strength of the organization and the hundreds—no, thousands—of members.”

Nolan attributes his professional success over the years to advice passed down from his father. “He instilled a message in me: Be accountable to your factories, to your retailers and to yourself.”

ICFA Recognizes Top Retailers With Apollo Awards Gasper Home & Garden Showcase (Richboro, Pennsylvania) received the 2020 Apollo Award in the single-store category at the virtual Apollo Award ceremony on Sept. 23. The Fire House Casual Living Store (Charlotte, North Carolina) received the award in the multistore category. The Apollo Awards program recognizes retail excellence in the sales and marketing of outdoor furnishings.

The finalists in the 2020 competition include: Gasper Home & Garden (Richboro, Pennsylvania), Outdoor Elegance (La Verne, California), Pat ios Plus (Rancho Mirage, California), Villa Terrazza Patio & Home (Sonoma, California), and Village Green Home and Garden (Rockford, Illinois).

The finalists in the multistore category include: Daylight Home, Lighting & Patio (San Luis Obispo, California), Kolo Collection (Atlanta, Georgia), The Fire House Casual Living Store (Charlotte, North Carolina), 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 finalist is recognized as an exceptional dealer in their trading area and a model for others within the

7H[WXUH *ĆHV %OXUULQJ ċH OLQH EHWZüQ LQVLGH ćG ĐW In&Outdoor Fabrics tempotestusa.com 1433 W. Frankford Road, Suite 110 Carrollton, TX 75007 +1 972 512 3534 Circle Reader Service No. 12

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industry news 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.

ICFA Names Manufacturer of the Year OW Lee (Ontario, California) received the 2020 Manufacturer of the Year Award from the International Casual Furnishings Association. Five manufacturers of outdoor furnishings were named finalists for this year’s award. The other honorees included Lloyd Flanders (Menominee, Michigan), Telescope Casual (Granville, New York), Treasure Garden (Baldwin Park, California), and Tropitone (Irvine, California). These companies were selected for the award from online nominations in August among ICFA’s membership.

The finalists were selected based on the overall design and quality of their products, along with their merchandising, customer service, ethics, communications, and trade relations. Company profiles of the finalists were distributed to the ICFA members for a second round of voting, and the company with the most votes won.

The ICFA’s first Unsung Hero Award was awarded to Ebel's Mia Nault (In Memoriam). In 2020, ICFA created the award to recognize exemplary customer service reps at manufacturing companies.

Nault was an important part of the Ebel team for 10 years until she was tragically lost in an automobile accident in February.

Homecrest: Made in the USA and Aiming to Expand Magneta Cushion Collection with Stonegate Fire Pit

Magneta Sling Dining with Timber Table

Even prior to the pandemic, the made in America ethos of Homecrest Outdoor Living (Wadena, Minnesota) was becoming increasingly important to consumers, primarily due to ongoing trade disputes with America’s largest international trading partner. “As that relationship has become more complex, and American consumers have begun to

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Grand Canyon Gas Logs Celebrates 2nd Year of Inclusion in the Inc. 5000 Grand Canyon Gas Logs, an emerging leader in the hearth industry, for the second year in a row has been ranked by Inc. magazine in their annual list of the 5,000 fastest-growing companies. This year, they achieved the rank of #1085.

Inc. began publication in 1979 and is renowned across the United States for spotlighting private companies achieving greatness across all industries. Grand Canyon Gas Logs celebrates a second year of being listed in Inc. magazine’s ranking of To be considered for the Inc. 5000 list, companies fastest-growing companies must submit three years of financial growth data.

Established in 2014, Grand Canyon Gas Logs began showcasing its growth almost from the outset, achieving a ranking in the prestigious list for the first time in 2019. They have now repeated that feat for 2020.

“It is an honor to be recognized with these other great companies in this year’s Inc. 5000,” says Elliott White, general manager. “I would especially like to thank our customers for making this possible two years in a row so early in our company’s history! It just goes to show that America was ready for a 100% U.S.-based company, with all the quality that entails, to make a product that could be the focal point of their living space as they enjoy time with friends and family.”

Doug Sanicola Named Acting Chair of ICFA

Doug Sanicola

Doug Sanicola has been named Acting Chair of the International Casual Furnishings Association following the resignation of Joe Pucci of Great Gatherings. He will fill the unexpired term through year-end.

Sanicola, president of Outdoor Elegance in La Verne, Calif., served as the trade group’s first retail chair in 2017. He was elected to the Board of Directors in 2012 for a three-year term and later served as vice chair in 2015 and 2016.

Sanicola and his wife, Sharon, purchased Outdoor Elegance in May 2001. The single-store operation has been an ICFA Apollo Award finalist for retailing excellence in 2010, 2012, 2013, 2014, 2015, 2016, 2018, and 2019.

develop an increasing awareness of political and human rights concerns abroad, the desire to purchase products manufactured closer to home has increased,” says CEO Tim DeJong.

Over the last six months, DeJong notes that there has also been a pragmatic side to buying furniture made in the USA. Because of the pandemic, global supply chains have been interrupted, with many suppliers experiencing serious delays in procuring components or finished goods from offshore. “Being able to purchase fully customized furniture with reasonable lead times often makes the decision for shoppers,” DeJong says. “This is simply because buying locally-made goods, manufactured with Americanmade components, makes it possible for customers to get exactly what they want sooner.”

DeJong and his team have been busy manufacturing many new American-made products that offer advantages for retailers and end users. Patio & Hearth Products Report (P&HPR) sat down with DeJong to review the company’s latest products, marketing efforts, and dealer support programs.

P&HPR: What are your latest collections and what

makes these lines stand out?

DeJong: For the 2020-21 season, our three main collection launches are Magneta, a Streamline Moderne-inspired cushion and sling dining collection; Elevate, an attractive weighted café collection in sling and aluminum mesh (ideal for environments that require serious wind resistance); and our Concrete occasional and fire table series.

Magneta stands out because it’s visually compelling and incredibly comfortable. There’s nothing quite like it in the marketplace. It’s instantly inviting with its aerodynamic silhouette, and it’s very difficult to find anything that can match it for comfort. Magneta is part of our DreamCore cushion category, which is known for its supreme seating. Our complementing Magneta sling dining collection features the same unique design, while pairing with our hallmark double layer sling and patented swivel rock mechanism. We believe this combination presents the most comfortable sling chair currently available.

Elevate is an excellent addition to our commercial portfolio. Although it presents a light and airy design style, we’ve crafted it with solid aluminum compocontinued on page 85

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product spotlight

&Chill

Grill

Outdoor kitchen manufacturers help customers stay safe and happy at home as staycations replace trips.

BY GREG THOMPSON

BBQ Outdoor Kitchen Montreal Rock with a Brahma 38-inch grill, standard refrigerator, and side burner from Bull Outdoor Products

O

utdoor kitchen manufacturers in this issue’s Spotlight expressed sympathy for the victims of COVID-19. As a phenomenon that has transformed societal norms and brought physical and economic suffering, the ongoing virus situation stands alone as an unexpected, confounding, and tragic event.

Yet viewed strictly through the lens of the outdoor kitchen business, the verdict is unequivocal; the virus has boosted sales due to a shift in spending priorities. “In years past, an average spend for an outdoor kitchen would have been $11,000,” explains Kimberly Stuteville, national sales director at Napoleon. “We're seeing an uptick closer to $15,000. Consumers who would have spent money on vacations are spending on outdoor

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kitchens, and that's how the virus has impacted this category.”

Brian Eskew, marketing director at Twin Eagles Inc., echoes Stuteville’s sentiments. “We have been absolutely out of our minds busy in 2020,” Eskew says. “From a business standpoint, the year has been amazing. There's been a forced societal shift to spend more time at home, compounded by the fact that many consumers aren't going on vacation this summer. As a result, they are reinvesting in the home.”

Of course, sales were abysmal, at least at first when various lockdowns occurred. “Traffic into the stores was almost non-existent,” says Jerry Scott, senior vice president at R.H. Peterson Company. “Online sellers were doing well…but

when things started to open up, sales from the brick-and-mortar stores started to increase dramatically—surprisingly so. People could no longer travel. They could not go to restaurants. They had discretionary income and many said, ‘We've been wanting to put in an outdoor kitchen, and now is a good time.’”

Another trend that has only accelerated is a move toward greater expansion of existing outdoor kitchens. “Consumers are building in a gas head, a ceramic cooker, a pellet cooker, and then adding access doors,” Stuteville says. “Most consumers are also going to add in refrigeration.”

The 13 manufacturers represented in this issue’s Spotlight have the accessories and core products to take advantage of the outdoor kitchen

Elements Black Kitchen from Brown Jordan Outdoor Kitchens

the black is a refreshing change.”

In this year of the pandemic, Hartwig echoes the sentiments of many colleagues when he points out that his company has experienced “significant growth” in 2020 “because of the virus.” He explains: “Everybody is at home, buying stuff for the home, and they're not traveling. They're not going on holiday, so the staycation phenomenon, due to the virus, has been a positive for us business-wise.”

Beyond the pandemic, the easyto-assemble nature of Mont Alpi outdoor kitchens is cited as yet another factor for growth. “They're not permanent structures, and you are able to move them from one home to another,” Hartwig says.

“You can run them on natural gas or propane, and they come fully loaded with all the accessories like rotisserie kits, infrared rear burner, infrared side burner, a chopping board, full size cover, and lights.

And a very nice accessory on our particular kitchen is the full-size grease tray that pulls out of the front of the grill for easy cleaning.”

COYOTE OUTDOOR LIVING Officials at Coyote Outdoor Living (Carrollton, Texas) are keen to merge aesthetics with cooking performance, and they believe they’ve come up with the ideal combination in the company’s new Pellet Grill. The 304SS model (built-in or fully assembled cart model) features a fully integrated dual auger pellet hopper, as well as laser-cut grates, spring assist hood, and the VersaRack system that mimics a luxury indoor oven.

“We have also added a digital hitouch display screen and tri-functional food probe system to complement the stylistic design,” says Jim Ginocchi, president. “Our green smart drop pellet technology system allows the grill to achieve steady The outdoor space of Farah Merhi of @inspire_me-home decor temperatures assisted by our firebox features a Coyote Outdoor Kitchen Island in White Stacked design and fully gasketed hood.

Stone, a 36" S-Series Grill C2SL36, and an Asado Cooker With the ability to sear, smoke, or grill, this is truly the only outdoor appliance that task. It’s a testament to the company’s nimble culany BBQ enthusiast will need.” ture that designers at the 7-year-old company were able to quickly turn Hartwig’s vision into reality.

Ginocchi reports that Coyote’s partnership with “Our most exciting recent launch is the RTA (Ready to Assemble) Outdoor Kitchens “takes black stainless steel kitchen with white granite the guesswork and multiple layers of contractor surfaces,” says Hartwig, who has been in the involvement out of the outdoor kitchen process.” patio/hearth industry for almost four decades.

RTA is a newly launched outdoor kitchen design tool that allows consumers to design and visualize “We call it the Mont Alpi 805 BSS. Many peotheir kitchen from their desktop. ple are very tired of the stainless steel look, and Hestan’s 12-foot Outdoor Living Suite with power burner in the color Lush

trend. Times may indeed be uncertain, but optimism is high, particularly among those who are willing to acquire the outdoor kitchen products that consumers truly want.

MONT ALPI When John Hartwig, CEO of Mont Alpi (Lake Forest, California), saw a trend toward appliances in black stainless steel, he set his engineers to the

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product spotlight

DCS Power Burner by DCS

be the biggest trend in that space.

For consumers who already own a home, they are going to be adding on pools and outdoor kitchens. A lot of companies are going to say, ‘Hey, I want to work with manufacturers to add on to the outdoor living space as well and get that additional revenue stream.’ There is a very bright future for this space.”

DOMETIC Building on its considerable refrigeration technology legacy, Dometic (Stockholm, Sweden) has entered the outdoor kitchen accessories realm

“The outdoor kitchen islands come in multiple finishes such as weathered wood, stacked stone, and modern concrete with color options that also include the top,” Ginocchi explains.

“The best part about it is that the system is already cut for the Coyote appliances, making assembly a breeze. A full outdoor kitchen can be designed with the design tool in five easy steps, and when it arrives in the consumer’s driveway, it can be assembled in less than four hours instead of weeks or months.”

NAPOLEON With a successful history as a cart company that crafts built-in heads, Napoleon (Barrie, Ontario) is expanding its palette and launching a new line of outdoor kitchen components, in addition to new grill heads. The full stainless steel line of components in the Napoleon 700 Series specifically includes three new heads in a 30-, 36- and 42-inch configuration.

With consumers hesitant to travel, Kimberly Stuteville, national sales director, sees a high trajectory for the 700 Series, and the industry in general.

“People are saying, ‘We're going to reinvest in our home,’ whether it's a pool or an outdoor kitchen,” she says. “People are going to reinvest in their family and keep things close. People are entertaining in their backyards. I think this market has nowhere to go but up, and I think it will continue to go up for years.”

Stuteville closely tracks building trends, and she confirms that builders are increasingly designing spaces that make outdoor kitchens an easy add-on for consumers who are buying new homes. As an example, she points to spaces that routinely cost $15,000 aftermarket, but can be put in for $7,000 during construction, an option that consumers will embrace.

“Builders are going to see the dollar signs,” Stuteville says. “They're going to be reaching out to manufacturers and asking, ‘How can I make this easier for consumers? I think that's going to

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with its Dometic MoBar, a series of mobile bars or beverage centers built for the outdoors. Minako Nakatsuma Olofzon, global PR manager, describes the MoBar as perfect for entertainers who are “passionately independent social people with an interest in design.”

The Dometic MoBar creates a natural place for guests to gather and interact with the host, who is usually serving refreshments. “The MoBar can also be the center of the gathering itself,” says Nakatsuma Olofzon. “In addition, the MoBar gives the host unmatched convenience with its ability to store and refrigerate a large number of beverages. As the host or guest, you don’t have to excuse yourself in the middle of a conversation to go back into the kitchen to refill drinks. The Dometic MoBar allows the host and guests to socialize outdoors without ever missing a moment.”

Developed in collaboration with professional bartenders, the Dometic MoBar comes with specific features to help make outdoor entertaining easier. For example, each model features a strong,

ergonomic handle and heavy-duty wheels, making it easy to move around or place at any gathering.

“Made from 304 grade stainless steel, the MoBar can withstand all weather conditions,” adds Nakatsuma Olofzon, “while projecting a clean, simple, and timeless design appropriate in any residential or commercial venue.”

Dometic targets customers who are looking for premium products. It’s a strategy that company officials believe will serve them well in the years to come. Nakatsuma Olofzon sums it up: “We have a very positive outlook for the outdoor kitchen market, and we are seeing a great increased interest and demand for our products. We are passionate about enhancing the outdoor beverage experience for our outdoor entertainers, and we see great growth potential as people are spending more leisure time at home and investing in the backyard and patio area.”

TWIN EAGLES Dubbed an “ultra-premium” offering, the Twin Eagles line from Twin Eagles Inc. (Cerritos, California) continued its strong performance in 2020.

According to Brian Eskew, marketing director, The Delta Heat value price line also remained hot at a retail price of around $3,000.

“Last year, we introduced our first true cateDometic MoBar 50 gory extension, which was a pellet grill,” Eskew says. “Not only has the pellet grill category continued to accelerate, our premium pellet grill has been very well received. In addition, this January we introduced the Eagle One, which takes everything about our Twin Eagles product and introduces a handful of unique, and in many cases, industryexclusive features. The net result is a super-premium grill, kind of a step up from our standard premium grill.”

The targeting of the “premium” market reflects a focus on the higher-end demographic that Twin Eagles continues to cultivate. “You can track our sales to the most affluent ZIP codes in the U.S.,” Eskew says. “In general, the demographic profile for a Twin Eagles consumer is 45 to 65 years with a median household income of $150,000 or more, and a median home value of $500,000 or more. In general, we see Twin Eagles products really being for that kind of top 3% of earners in the U.S.” The carefully honed niche has worked, and often makes a marketer’s job a bit easier. For example, if specialty retailers are solicited for advertising, Eskew recommends a few direct questions to deter-

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product spotlight

with wood shelves. A line of outdoor grill Vent Hoods rolled off the assembly line in mid-August.

“We have the best warranty in the industry,” Smith says. “Jeff Straubel, founder and owner, believes that we should be proud of our products and strive to be better every day. If we are always improving, we can then support the best warranty in the industry. We believe in being open and honest with customer partners to eliminate surprises and loose ends.”

AMD Direct, parent company of the Summerset and Firegear brands, supports the philosophy with a broad range of products to fit a wide demographic range. For Smith, it all adds up to a market that most definitely has not plateaued.

“Truthfully, we think the market is just getting warm, no pun intended,” Smith says. “Many of the products built today are truly outdoor-rated. The best room in the house isn’t in the house at all.”

“It now features a hood that opens to 90 degrees,” explains Jerry Scott, senior vice president. “It used to be 75 degrees and it tilted forward, making access to the grill surface a bit more difficult. We also have a raised hanger and flavor grids have been improved so they are longer lasting and provide what we call zone heating areas. They tend to block the heat from one zone to the next so you can actually have, with our larger grills, three different heating zones for cooking vegetables.”

Additional improvements include an adjustable warming rack, an improved drip tray, and diamond sear cooking grids on a patented trapezoidal cooking grill. “I took one of the diamond sear cooking grids and used it next to the standard round grill MAi805-BSS with red lights that we had, and my from Mont Alpi son-in-law was actually doing the cooking,” Scott says. “I went over to see how things were going and he had everything moved over to the trapezoidal diamond sear cooking grids because he said they cooked so much better.”

The Magic View Window provides a large viewing area built into the oven of the barbecue that allows users to easily see food without opening the lid. “Because of the interior illumination now, it's very practical,” Scott adds. “These are a number of improvements that we've made with Fire Magic, and it makes the best grill in the U.S. even better.”

One of the company’s new outdoor cooking accessories is the Echelon Gourmet Built-In Griddle. It’s a gas appliance that Scott says some people refer to as a Teppanyaki-type cooking system. “But it is a griddle that has a 30- by 18-inch cooking area,” he says. “The griddle itself is 3/8inch thick stainless steel, so you're not going to have an issue with warping. It has two heavy-duty stainless steel burners that provide a combined 40,000 BTU. It's great for vegetables. It’s become a very popular item for the outdoor kitchen.”

R.H. PeteRSon CoMPAny Officials at R.H. Peterson Company (City of Industry, California) could have stayed pat with the stalwart Fire Magic Echelon Grill. Instead, they sought a makeover that made a successful grill even better. As a centerpiece of the outdoor kitchen, the Echelon undertook a series of improvements.

DCS DCS (Costa Mesa, California) recently launched two new companion products: The DCS 30-inch Griddle and the 24-inch Power Burner to expand upon the company’s Series 9 outdoor kitchen offerings. According to Shane Rehm, vice president of product management, these appliances

Modanō Grill and Large Beverage Center Island from Gensun

Fire Magic BuiltIn Griddle by R.H. Peterson

mine the target demographic. If the goal is to sell more of the Twin Eagles line, retailers can make clear choices based on where the ad will end up.

“We continue to be extremely optimistic about this market,” Eskew adds. “Even before things shifted with the pandemic, outdoor living was a growing trend throughout the U.S. and North America. It already had its own natural momentum, but in light of current events, there is even more immediate demand.”

SuMMeRSet GRILLS Summerset Grills (Huntington Beach, California) capped off a busy three months with the recent launch of a new brand called American Made Grills, a complete line of grills, storage, and refrigeration. The Encore is Summerset’s second entry into the Hybrid grill market, adding a new look to its classic Muscle Grill.

“The Encore makes it possible for consumers to use gas, charcoal, hardwood, lump coal, or any combination of those under one hood,” says Dennis G. Smith, executive vice president of sales and marketing. “All that and it’s built and assembled in the United States.”

The familiar Summerset Oven remains at a value price point, with Smith touting the unit’s “great craftmanship and perfect meal every time, whether you’re cooking a rotisserie chicken or a pizza.”

In the accessory realm, Summerset launched its “Skinny” line of 15-inch outdoor-rated refrigeration products, including a dual-zone wine glass cooler

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A variety of durable powder-coat colors, wood-grain-inspired finishes, and cabinet styles are also available in hundreds of sizes.

Meanwhile, Brown Jordan Outdoor Kitchens launched Elements, its latest collaboration with international architect and designer Daniel Germani. “Building 700 Series from on successful preNapoleon views, the collection has been completely re-engineered over the past year and is now available to specify,” explains Mitch Slater, president. “With a wide range of color offerings, the free-standing collection offers a modular design, providing the flexibility to select from a range of standard measures and appliance options, and embraces a pared back, European-inspired aesthetic, blurring the lines between furniture and cabinetry.”

Brown Jordan Outdoor Kitchens, Danver, and Trex Outdoor Kitchens Encore grill by American Made Grills from Summerset are continuing the commitment to high design detail with all three brands offering powder-coat finishes afford greater diversity in function and complement cooking elements are for exterior and interior cabinets. “In versatility for the outdoor kitchen. just as important. response to the growing appetite for “The Power Burner allows one to “Our best-selling components are warmer hues and tones, we launched expand beyond traditional grilling our access doors and drawers as they a new Dark Walnut powder-coat finish, available for Brown Jordan and easily cook for a crowd,” Rehm allow designers, architects and/or Outdoor Kitchens, Danver, and says. “It combines powerful heat consumers to create an outdoor livTrex Outdoor Kitchens, in January with precise temperature control, ing space with consistent styling from of 2020, expanding our portfolio of ranging from 70,000 to 1,300 BTU, the handles to the grain of stainless steel, and with a professional design,” wood grain-inspired powder-coat which means one has the flexibility he says. “In addition to our storage finishes,” Slater says. and control from the high heat of a of a gentle solutions, the DCS line of compleWhile beiges, tans, and grays conrapid boil to the low heat simmer. It is the perfect accessory for mentary products such as outdoor tinue to be the most popular colors, deep frying, wok cooking, and rapid refrigeration, side burners, and gridthe State of the Industry Report boiling commonly used with clamdles offer consumers the ability to from Brown Jordan also found that bakes or crawfish boils. The Griddle expand their cooking styles.” nature-inspired colors, such as deep is ideal for searing larger quantities blues and greens, are expected to be of meat, sautéing vegetables, and BROWN JORDAN OUTDOOR big outdoor kitchen trends.

“We’re predicting even brighter even cooking breakfast.”

KITCHENS AND DANVER, color,” Slater adds, “like punchy Rehm attributes the versatility to MANUFACTURER OF TREX oranges and yellows to become more a large surface area that features preOUTDOOR KITCHENS popular in 2020 and beyond…and all cise temperature control, two indeEarlier this year, the manufacturers of of our products are built with pendent temperature zones, and heat Danver Stainless Outdoor Kitchens that and the Trex Company debuted the allows different durable stainless steel and made to distribution new Trex Outdoor Kitchens. The foods to be cooked at the same time. withstand any climate. Brown collection features a new lineup of While the cooking aspects are highly Jordan Outdoor Kitchens, Danver, stainless steel cabinetry solutions, valued by consumers, Rehm and Trex Outdoor Kitchens warspanning seven distinct door styles. acknowledges that accessories that rants that all outdoor cabinets are

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free from manufacturing defects for the useful lifetime of the product.”

IDEAL CABINETRY In March of 2020, Ideal Cabinetry (Bartow, Florida) introduced its Designer series of Outdoor Cabinetry under the WeatherStrong Outdoor Cabinetry brand name.

Featuring 11 new HDPE (high-density polyethylene) finishes in six solid colors, five wood-grain designs, four door options, and other new cabinet sizes in custom options, the Designer series has garnered significant sales in recent months.

Lindsay G. Powell, sales director, Dealer Channel, attributes the sales growth to two main factors: 1) consumers are liking what they see; and 2) the pandemic has motivated people to value their indoor and outdoor spaces even more, with many taking the opportunity to renovate and/or add an outdoor kitchen.

For consumers who are looking for variety, WeatherStrong Outdoor Cabinetry offers more than 50,000 options, enabling designers to customize layouts to suit customers’ requirements. “Some of the most popular cabinet options include dropin grill cabinets, rollout propane tank storage, and trash pullouts,” Powell says. “As one example, many customers are choosing to make a bold statement in their outdoor space using our ‘Reef Blue’ cabinets.”

As an alternative to brick, stucco, or standardized stainless steel, WeatherStrong’s Designer series features weather-resistant AllWeatherboard cabinet construction, with durable HDPE doors and finish panels.

“These cabinets are built to cope with all weather conditions, including surface temperatures up to 220° F. WeatherStrong outdoor cabinets are built to order in 7 to 10 days, right here in the USA, and we ship nationwide, direct-to-home, or jobsite,” Powell says. “Our Designer series cabinets are backed by a limited lifetime warranty and we offer our dealers a free design service along with attractive showroom display programs.”

HESTAN COMMERCIAL CORPORATION Basil Larkin, vice president of sales at Hestan Commercial Corporation

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product spotlight

(Anaheim, California) saw the movement years ago, and the trend keeps going. “The outdoor kitchen mimicking the indoor kitchen continues to grow,” he says. “Given this, we've gotten more aggressive in our offering of refreshment centers, insulated sinks, and insulated ice bins. Hestan’s Outdoor Living Suites now provide a footrail and can accommodate a kamado-style smoker or power burner.”

As the foundation of the outdoor kitchen, grills continue to be the driving force at Hestan, among all product categories. “The power burner continues to grow as well, and having our products avail-

able in 12 colors has only helped Hestan,” Larkin says. “We are seeing refrigeration products more and more while also providing those in our colors as well. It’s a big differentiator.”

As an admittedly high-end product, Larkin reveals that Hestan Outdoor focuses on “premium consumers with incomes of Delta Heat Outdoor $150k+, home values of Kitchen from Twin $750k+, higher educaEagles tion, and single-family homes.” Aspire by Hestan is more in the $100k+ range for income, home values of $500k+, with higher education and single-family homes.

With a premium price point, Larkin describes Hestan’s strongest selling point as its “beauty of design that is only equaled by our performance.”

Consumers and retailers see the products and assume they can perform as good as they look.

“And we exceed already high expectations,” Larkin says. “We back this all up with unmatched warranty support. We make it very easy for people to invest and go Hestan.”

Danver Stainless Outdoor Kitchens cabinetry features dozens of styles available in hundreds of sizes, all made from durable and environmentallyfriendly stainless steel, powder coated in a rich palette of finishes.

danver.com | 203.269.2300 1 Grand Street, Wallingford, CT 06492

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GENSUN Jan Trinkley, president/director of marketing and sales at Gensun (Rancho Cucamonga, California) explains that the company manufactures outdoor kitchens in two ways. The first is via Custom Designs where customers can choose the cabinets they want for storage, appliances, seating, or fire. This method allows customers to accommodate their space, configuration, cabinet design (traditional or contemporary), and cabinet color.

There are 26 cabinet color options, and customers work with local companies to choose countertop materials. “We have predesigned Islands where customers can choose from 12 different configurations in traditional and contemporary cabinetry,” Trinkley says. “Islands are available with Gensun's unique cast aluminum countertops available in 38 color options. Islands allow retailers who don't have design staff the ability to satisfy consumers quickly and easily, and most importantly, without the lengthy process of designing a kitchen.”

Gensun introduced a set of Embellished Finishes in 2020. These textured and scratch-resistant finishes are available in 12 colors and can be applied to the countertops on Gensun Islands. Outdoor products take a beating from the elements and Gensun finishes, including the Embellished Finishes, are a “bakedon powder coat that will resist the outdoor elements and provide years of beauty and enjoyment.”

Gensun Outdoor Kitchen Cabinets and Countertops come with a Limited Lifetime Warranty, thanks to high-grade aluminum extrusions and cast aluminum. With options and durability fueling Gensun’s success, Trinkley is optimistic.

“The outdoor kitchen market is growing, and new companies and products continue to enter the market,” he says. “The next year or two will see heightened growth for outdoor products, and especially outdoor kitchens, as people shelter at home, entertain at home, and enjoy their home's amenities even more.”

and makes a great addition to any outdoor kitchen.”

The second is an updated Bison premium Charcoal Grill, re-engineered for greater performance. For example, the new vent system and gasket features allow for greater temperature control with the ability to regulate oxygen flow into the firebox. Fortin explains that users can now “set up the Bull Bison for slow and low BBQ or crank it up to get that steak house quality sear on steaks and chops.”

Finally, the “pro slide-in single side burner” is planned for a late Daytona in Reef Blue (vented grill 2020 release. “This side burner has cabinet, raised bar counter) from been beefed up with a whole lot of WeatherStrong Outdoor Cabinetry BTUs that boost its heat output to BULL OUTDOOR PRODUCTS sauté or heat side dishes much more quickly than Bull Outdoor Products Inc. (Lodi, California) the standard side burner.” recently added three products, rounding out an All of the additions are fueled by what Fortin sees already stellar lineup with a sharp focus on outdoor as the persistent demand for outdoor kitchen innovation. “The biggest trends continue to be modern kitchens. The first is a Double Drawer Refrigerator, style that brings the indoor kitchen outside,” Fortin which Wade Fortin, marketing manager, describes says. “No longer is the outdoor kitchen just a grill as a unit with a touch of modern style and a highand countertop. Today, these kitchens are loaded end commercial kitchen design. with all the amenities of an indoor kitchen, with “Perfect for keeping raw ingredients cold until ultra-modern storage solutions, advanced refrigeraready to grill,” he says, “this unit offers a robust amount of storage divided into two large drawers tion, and even high-tech Wi-Fi capabilities.”

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PATIOANDHEARTHPRODUCTSREPORT.COM 25

hearth retailer

Adapt&

Renew This hearth retailer confronts current challenges by applying lessons learned from nearly a century of experience.

WRITTEN BY MAURA KELLER

T

PHOTOGRAPHY BY JAMES PARK

here’s something to be said about companies that celebrate decades-long histories.

These entities have experienced a myriad of market challenges, industry changes, and technology advancements. They have not only succeeded, but excelled at their core business. One such entity is Hubert’s Fireplace Consultation & Design, Ottawa’s most established retailer of mid- to high-end fireplaces.

In 1922, Hubert’s began serving the Ottawa region when Henry Hubert founded the company. Over the decades, the company has evolved from a store featuring sheet metal, furnaces, and wood stoves to a “one stop hearth shop” that is nearing the century mark.

Jodie Matthiesen, owner of Hubert’s Fireplace, has been a part of the company’s history since the age of 14. “Rob Hubert and Sandy Hubert Meehan, two of Henry Hubert’s children, were running R.E. Hubert Heating Ltd. when my mom, Mary Ann, joined the company in the early 1980s,” Matthiesen says. After working part time at the company during her teens, Matthiesen returned full time in September 2000 and eventually purchased the company after her mom died unexpectedly in 2017 and the Huberts had both retired.

“I jumped in with both feet, bought the company, designed a new showroom, and moved us to

our new location where we are today,” Matthiesen says. “Our official opening of the current location was August 2017. Without our team, this would have never happened. The staff put their hearts and souls into our new showroom.

Together, we did it for my mom.”

Because Hubert’s has always been a small family-run business, Matthiesen strives to continue this legacy, even though she may not have shared the same last name. “I am proud to be able to carry on the legacy built by the Hubert Family and my mother,” Matthiesen says. “Our close-knit staff is our work family. I think this is part of our success. We are passionate about what we do and strive to provide the best experience, product and service possible to all our clients.”

And while the exceptional product design and construction has certainly helped Hubert’s make a name for itself within Ottawa’s hearth industry, having an exceedingly knowledgeable staff with more than 90 years of combined industry experience also has set Hubert’s apart in the minds of consumers. “A happy staff yields the best end results,” Matthiesen says.

“We staff all our installers, licensed gas fitters, and also have our own cabinet maker. We also have a warehouse manager, as well as three of us in the showroom, with a total of nine employees.”

And while having a strong staff goes

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Hubert’s has seen an increase in younger customers seeking contemporary designs

cheery ‘good morning’ back, that’s who we want to buy from. Our main distributors specialize in hearth products and have exceptional knowledge about their products and are always there to help make every job a success.”

Today, Hubert’s wood lines include Renaissance, Stûv, Jøtul, and JC Bordelet. The gas lines the company carries are Town & Country, Urbana, Enviro, and Jøtul; and the outdoor product line includes Twin Eagles and Solus Decor Firepits.

Jodie Matthiesen

A CHANGING DEMOGRAPHIC In Matthiesen’s early days, the demographic of Hubert’s clients was well established, typically over the age of 50. Today, she is seeing much younger couples buying hearth products.

“People continue to update and renovate their homes, updating older product and refreshing tired fireplace facings,” Matthiesen says. “We do everything from supplying and installing fireplace/stoves, as well as framing and finishing.” Hubert’s custom mantels and cabinet systems are

Hubert's experts work with customers to identify the best fireplaces for their homes

Many customers come by referral through prior customers, designers, architects, and custom homebuilders

a long way, Matthiesen also attributes the company’s success to the longstanding relationships she has developed with the manufacturers and distributors they have partnered with through the years.

As Matthiesen explains, the product lines she and her team have chosen to carry is selective. “We want to partner with manufacturers and distributors who strive for the same goals as we do—namely exceptional customer service, quality products and workmanship, and our strong company culture,” Matthiesen says. “When the owners of a manufacturer walk through the plant and greet all the staff by name and receive a

made by the company’s in-house cabinet maker, who has been with the company for over 30 years. What’s more, Hubert’s crews install tile, stone, and they sell and install prefab stone mantels from manufactures such as Dream Cast and Solus Decor.

So how does the Hubert’s team continue to stay “top of mind” for consumers interested in hearth products? Certainly, the company’s longevity is a tremendous benefit. As such, many of the company’s new customers come by referral from clients or through designers, architects, and custom homebuilders that Hubert’s has been working with for decades.

“We do some selective local magazine full

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hearth retailer

Hubert’s moved into its new location in August 2017

“It’s not unusual to see a jump in demand for wood during times of natural emergencies such as tornadoes, ice storms and even now during the COVID pandemic.” page ads, as well as social media outreach. We only really started marketing in magazines and on social media in the last 10 to 15 years to get in tune with the younger generations,” Matthiesen says. “Prior to building our current website and using social media, clients came to us mostly by referral. We often see client’s children and grandchildren coming to us because the fami ly said so or the neighbor said so.”

Hubert’s has seen a surge in demand for wood-burning fireplaces and wood stoves in the Ottawa area over the last couple of years. However, it’s difficult to determine what this is attributed to as Matthiesen and her team do see “ups and downs” in the types of product demand from year to year.

“Wood emotes a more laid-back vibe to me. It does require work, namely chopp ing wood, stacking, and loading, but relaxing in front of the dancing flames is worth the work,” Matthiesen says. “It’s not unusual to see a jump in demand for wood during times of natu-

ral emergencies such as tornadoes, ice storms and even now during the COVID pandemic.”

Gas units are generally more popular in city settings, and Matthiesen attributes this to the ease of use and controllability.

When it comes to consumer trends in hearth products, Matthiesen notes that a large unobstructed viewing area is the most requested from Hubert’s clients who are looking at gas options. And as the technology continues to advance, gas fireplaces are becoming more design finishing friendly with cool shift systems, ventilated chases (which allow for cooler facing surfaces for televisions and artwork), and dual pane glass that eliminates the need for safety screens. “In the end, it all comes back to the look of the flame and realism of the burner and fire when it comes to gas fireplaces.”

Although Ottawa’s climate does not always lend to an extended summer/fall season, Hubert’s is also seeing more outdoor fireplaces being

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The showroom includes some hearths that resemble pieces of art

Compact electric and gas stoves are popular for their functionality and aesthetics

installed along with outdoor grills and kitchens. As such, the company has added the Twin Eagles line of outdoor premium grills and cooking accessories to its product lineup.

Some of the biggest challenges that Matthiesen says the industry is facing includes the current pandemic, but as a team, the Hubert’s staff is faring well.

“Our clients who had to be delayed due

to closures and our new clients have been so wonderful, patient, and understanding as we navigate this new way of living and operati ng,” Matthiesen says.

“Like life, things ebb and flow. I believe adaptability, out-of-the-box and forward thinking, as well as a solid team will get you though most challenges.

That sure has been the case with Hubert’s.”

Circle Reader Service No. 29

outdoor grilling

Paul Ricard

BoomTimes This Florida entrepreneur is staying unusually busy meeting all his customers’ barbecue grill needs.

WRITTEN BY KIMBERLY RODGERS PHOTOGRAPHY BY JAMES GREENE

A

As more people cook at home, business is thriving for the variety of grills, smokers, and outdoor kitchens Ricard offers

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s the country continues to combat the pandemic, many industries including travel, restaurant, and retail have taken a huge financial hit. However, some market categories, such as grocery, home entertainment, workout equipment, and video conferencing services are reporting a significant surge in business. Fortunately, Paul Ricard, owner and founder of Palm Beach Grill Center (Delray Beach, Florida), reports business is booming at his barbecue grill and outdoor kitchen retail store.

Palm Beach Grill Center (www.palmbeachgrillcenter.com) serves the South Florida markets of Palm Beach and Broward counties. Here, the barbecue grill business usually keeps a steady pace year-round with a typical slowdown in the summer when snowbirds go back north to their primary homes. “This year, when the coronavirus crisis hit, people stayed in Florida and we never slowed down,” Ricard says.

Although he just opened Palm Beach Grill Center at the beginning of 2020, Ricard has been in the industry for many years. In 2010, he founded Grill Tanks Plus (Boynton Beach, Florida), which provides barbecue grill cleaning, repair, and exchange service of propane tanks conveniently delivered to customer’s homes. This business is also booming since so many people are cooking outside at home and need regular delivery of propane tanks, as well as keeping their grills maintained and repaired. “Nobody wants to go out, so we really are trying to help everyone with the services we provide along with selling new grills,” Ricard says. “It’s keeping us very busy.”

Prior to starting Grill Tanks Plus (www.grilltanksplus.com) 10 years ago, Ricard worked for a propane company delivering tanks to big-box stores.

Many customers would talk to him about problems they were experiencing with their grills and tanks. “It

got me thinking if there was a business in South Florida that delivered propane tanks and checked and maintained grills.”

After doing research, Ricard decided to start his own company. “There was a company in Maryland who had a similar business, and I liked what they were doing, but there wasn’t anyone here doing any type of propane service business.” He began slowly by first working out of his pickup truck, before moving to his garage, and eventually an office/warehouse space. He advertised on Amazon Local (similar to Groupon) and gained 150 customers overnight. “It grew from there.”

It was a natural evolution for Ricard to then open a retail store dedicated to selling high-end grills and outdoor kitchens. While on service visits to clean and repair grills, many customers would talk with him about upgrading to a new grill. However, in order to sell products from the type of higher-quality manufacturers he wanted to represent, Ricard needed to open up a brick-and-mortar store.

Today, Palm Beach Grill Center sells products from a premier list of manufacturers including: Alfresco, DCS by Fisher & Paykel, Twin Eagles, Delta Heat, Lynx, Napoleon, Weber, and more. Propane and natural gas grills are by far the most popular types

The retailer represents a premier list of grill manufacturers

sold along with some electric models.

Smokers are becoming increasingly popular. “We just became an authorized dealer for Big Green Egg, and we are very excited,” Ricard says. “It is an incredible opportunity for us.” The outdoor kitchen market is exploding, and the store offers several modular outdoor cabinets and islands. The staff is avail-

able to also build custom kitchens for any outdoor space.

In just a short time, the reception for his 1,000-square-foot store has gone so well that Ricard recently opened a second store. The new 2,800-square-foot site, located on the western edge of Delray Beach, is several miles inland from the coastal area of the first store

The store’s first location opened in January and was received so well a second store soon followed

and adjacent to the upscale city of Boca Raton. Ricard worked with local distributors on how best to merchandise the new store, which focuses on more outdoor kitchen displays.

New home development of gated communities is expanding in this area.

Ricard says there is a huge demand to fill the barbecue needs of local residents—especially with the recent closure of a long-standing grill retailer. In addition, he adds, “People are reluctant to drive east, so I decided to open a store to fill the void in this part of town.”

SERVICE FIRST Ricard was always taught that no matter what you are doing, keep it first about service and helping others and you will succeed—no matter what it is.

“I have had a lot of mentors who have taught me this from the very beginning.” In sales since he was 8 years old starting with paper routes, he has also had soft drink delivery routes, and worked as an environmental services driver. “I have always been very customer service oriented, so this is a very good fit for me.”

Online reviews reflect a high level of customer satisfaction for both of Ricard’s companies with consistent five-star ratings. “We receive a lot of positive reviews which are legitimate and can be trusted,” he says.

Unfortunately, today many consumers are misled with false reviews that are planted. For any issues, Ricard says,

PATIOANDHEARTHPRODUCTSREPORT.COM 31

outdoor grilling

In addition to social media marketing, Google Ads play an important role in getting the word out.

Everyone Googles everything today. “We pop up when people search for just about anything related to barbecue grills.”

Michael Henegar, Paul Ricard, Lisa Brammer, and Eddie Rodriguez

Circle Reader Service No. 32

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“We make it a priority to fix any mistakes made and make it right."

Both companies feature informative websites along with a strong presence on various social media platforms. Ricard regularly updates both stores’ Facebook pages, and posts typically receive many complimentary and upbeat comments from very satisfied and happy customers. Utilizing Facebook Boost helps him reach an even wider audience.

In addition to social media marketing, Google Ads play an importantrole in getting the word out.

Everyone Googles everything today, Ricard notes.

“We pop up when people search for just about anything related to barbecue grills.” No traditional radio or TV advertising is used. “We’ve looked into cable advertising, but the prices are astronomical.”

Since Palm Beach Grill Center and Grill Tanks Plus are considered essential businesses, neither company shut down during the pandemic. People need grills in good working order, propane delivered, and outdoor kitchens to cook food, Ricard notes. Safety protocols are in place with all service technicians wearing masks and sanitizing their hands throughout the day. Since all work is done outside the home, this adds another layer of protection for customers and employees. Appointments are encouraged for customers to come in and explore all the grills Ricard has on display in his showrooms, but walk-in traffic is allowed with everyone wearing masks.

Between propane tank deliveries, cleaning and repairing grills, selling new grills, and installing outdoor kitchens, the days are filled for both Palm Beach Grill Center and Grill Tanks Plus. To help him meet the workload, Ricard manages a staff of 20 employees, which includes service technicians, administrative staff, and sales personnel. Six trucks and two to three crews are running on the road every day.

Ricard’s philosophy of providing consistent and excellent care and treatment to his clients has become so much a part of both his businesses that customers have come to expect nothing short of excellence in every transaction or service visit. “At times, it can be somewhat daunting to meet these expectations, but this is always our goal.”

Circle Reader Service No. 33

showroom showcase

Jacobs Custom Living’s vignettes feature seamless indoor/outdoor designs

Survive & Thrive here can be a silver lining in any situation if one looks for it. Jacobs Custom Living (Spokane Valley, Washington) is looking at a fresh start after the initial COVID-19 shutdown earlier this year. As business is rebounding, the resilient retailer recorded its most profitable June ever—and is strategically planning for the future. “The road ahead is uncertain and will likely include many ups and downs,” says D ave Jacobs, president. “Flexibility

T

and thinking ahead is going to be key, along with focusing on our strengths.”

Nestled in a lush valley between Spokane and North Idaho, Jacobs Custom Living has a broad, unique customer base that ranges from millennials looking for sleek urban style to the rural farmer wanting something traditional and cushy. The familyowned business was started by Jacobs’ grandfather in 1959 as a reupholstery shop that re-covered everything from seats in boats and cars to furniture. It

A focus on comfort

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grew into a large and profitable operation, and in 2005, it branched out into retail for the first time with patio furniture, which was a natural transition.

Today, the Jacobs family runs a successful 10,000-square-foot retail

BY SHARON SANDERS store alongside its stillPHOTOGRAPHY BY DARIN BURT thriving upholstery operation that brings in yearrou nd business. The store offers some of the best products in the industry, including furniway it’s doing business so it can proture from Tropitone, OW Lee, vide better service as people are spendHanamint, Kingsley Bate, Homecrest, ing more time at home for the foreseeand Telescope Casual, as well as able future. “In general, as independfirepits, umbrellas, and outdoor ent retailers, we are forced to be kitchens. It is run by the third generaresourceful and strong or we’d never tion of the Jacobs family—siblings survive long term.”

Dean, Darby, Donna, Dave, and his When th e store reopened its doors in May (after being completely shut wife, Robin—and a number of their down for two months), the Jacobs children. “We’ve evolved into a fullfamily didn’t know what to expect— service patio store that values customer relationships.” and they were blown away by the The fallout from the pandemic and response from long-time and firstnew safety guidelines has pushed time customers. Initially, the store Jacobs Custom Living to rethink the wasn’t able to bring in much new

This retailer’s sales surge post-shutdown as customers transform backyards into vacation spots.

Jacobs Custom Living team

stock because manufacturers were backed up with orders, so customers just purchased what was immediately available on the floor. “We moved a ton of product in a short time.

People bought things they admitted wasn’t their first choice, but were willing to settle so they could have it immediately,” Dave explains, adding that he brought items out of the store’s warehouse that hadn’t seen the light of day for a year.

“The buying frenzy created a situation that we are excited about, because it gives us the opportunity to bring in new products. We’ve typically carried mainstays and best-sellers on the floor, and then only filled in when necessary. For next season, it will be different because we have a nearly empty warehouse and a lot of open spots on the showroom floor. It is going to be fun to introduce style s and designs that we haven’t carried before. I see it opening up a chance to attract new customers.”

The store is in a position where it has the capital to invest in some early buys, as well as bring in product from U.S. manufacturers. Dave notes that next year could very well bring another summer of people staying home

Custom outdoor living areas are big business

PATIOANDHEARTHPRODUCTSREPORT.COM 35

showroom showcase instead of taking vacations. “Even if everything winds down, it will still take a period of time to get back into the swing of traveling again—everyone is going to be cautious to a degree. I anticipate a boom of people redoing their decks and enlarging outdoor living spaces for more room.”

The Jacobs family wants to be in the position of helping customers plan ahead so their yards are done before next summer. With all that is happening, they will buy merchandise differently for next year. Instead of relying on special orders (which has been the core of the store’s business), Dave expects that more people will want to purchase right off the floor. “We don’t know what tomorrow will bring, so we plan to stock up and be ready for people who don’t want to wait 8-10 weeks for special orders.”

Going into next year, the store will continue to air its popular Fireside Chat-style radio spots, featuring Dave, to encourage people to prepare early for next year. “The commercials evoke emotion and a connection to outdoor living. I talk about specific

Jacobs Custom Living’s 10,000-squarefoot showroom is a destination spot for customers in eastern Washington and North Idaho

products that people can go directly to our showroom and purchase. The spots are a great selling tool for us.

People mention all the time that they recognize my voice from the radio, so I know they are listening. In a way, the spots have become our signature.”

The store’s website (www.jacobscustomliving.com) will also continue to be an important part of sales. “We primarily feature products on our site that we physically have in our store, not just generic manufacturer photos. It has been an effective way for us to do business, and it ties back perfectly to our radio spots.”

Operationally, the store has made adjustments that include having warehouse and delivery personnel wearing personal protective gear, encouraging staff to get into the habit of washing their hands more frequently, and setting up the store for social distancing.

“Our showroom is a double-door barn that is long and narrow, so it doesn’t naturally have wide open walkways. While we made it handicapped accessible for wheelchairs, there were certain tight spots where it was easy for

2-3 people to get bunched up, and I could almost see panic set in. I think all of these issues are going to continue on indefinitely, so we want to make the environment comfortable and safe for our shoppers,” Dave says. “We also plan to do everything possible to ensure that we are in a solid financial situation should the government shut down businesses again. We are paying off credit cards and anything that incurs interest, and we’re putting away a nest egg, which we should have been doing anyway.”

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Jacobs Custom Living is confident that it’s in a position to ride out whatever the future holds. Many locallyowned businesses chose to shut their doors permanently because they had a hard time getting back on their feet after being closed for several months.

Dave and the Jacobs family feel the opposite: “Between now and next year, for us, it’s going to be good. We have always been a flexible, forward-thinking business, but now we have a renewed energy that we are going to use to our advantage.”

Circle Reader Service No. 37

as i see it

Lloyd Flanders’ custom capabilities result in oneof-a-kind pieces that personalize customers’ backyards. BY SHARON SANDERS Elevation seating

distinct Lloyd Flanders (Menominee, Michigan) is one of the most recog-

nizable and respected names in highend casual furniture. Its comfort and design-focused products have inspired the industry for decades. Patio & Hearth Products Report recently spent some time with Jess Flanders, vice president of marketing, to take a closer look at this forward-thinking company and its future plans.

Who is Lloyd Flanders?

Flanders: Lloyd Flanders has been around for over 100 years. We’re a family-owned company rooted in American manufacturing while offering opportunities through strategic partnerships overseas. Our claim to fame is our natural fiber wicker— Lloyd Loom—that changed the face of the wicker industry.

Lloyd Loom was developed in our Michigan factory in 1917, where it is still manufactured today. Marshall Lloy d started the company making wicker baby buggies. He was able to develop a process where craft paper is spun into thread and then woven on giant looms in sheets. Those sheets of wicker are upholstered around a metal frame. Before that, any type of wicker had to be handwoven around a frame.

It became a two-step process that revolutionized the production speed of wicker furniture.

After my family purchased t he

Essence lounge chair, terra-cotta

Fairview dining, ebony

company in the early 1980s, we used advances in technology to make Lloyd Loom wicker the durable all-weather material that is the core of our casual outdoor line today. We believe in offering value while maintaining choice for our customers, because their spaces should be as unique as they are.

What niche does the company fill in the outdoor furniture space?

Flanders: Lloyd Flanders fills the niche of customization. We, as well as many of our competitors, offer quality products at varying levels of value, but we are unique in that we offer a product that cannot be found in any mass merchant and has the added benefit of multiple frame colors. Too many consumers comment that it is hard to differentiate between the offerings

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that are on the market today, and we seek to help our dealers stand out from the crowd throug h 20 frame color options and over 700 fabric selections. We’re also proud to be the only domestic manufacturer of outdoor wicker in the industry.

What sets Lloyd Flanders furniture apart on a specialty retailer’s showroom floor?

Flanders: It’s all about color and the ability to customize a look. Our Lloyd Loom products are available in 20 finishes, which make it easy to create an eye-catching floor set. From t he minute Lloyd Flanders is added to a dealer’s floor, color is the first thing that a consumer will notice. Many manufacturers offer different fabric options, but very few offer the range of frame color options that we do, and

that helps to set us apart.

Over the past few years, what have been the company’s biggest successes?

Flanders: Our Loom Lounge program launched to great success. A Loom Lounge display package includes five Lloyd Loom chairs in any of our fabric and finish combinations, a display stand, a fabric book, and a spool of raw loom material. It is an easy way to take only about 90 square feet of space and showcase multiple collections and frame finishes.

We’ve found that retailers are using our more eye-catching finishes to attract customers’ attention and then introducing the full array of options during the sales process. The program has been so well-received that we are seeing retailers sell off the

displays as soon as they are set up on their retail floors.

What trends do you think are gaining momentum in outdoor furniture (materials, design, color, style)?

Flanders: We’ve seen a growing increase in the use of color over the past few years that doesn’t seem to be slowing any time soon. While neutrals are still in high demand, we’re seeing a significant growth in our brighter colored finishes.

Denim Blue, Sea Glass, and Woodland Green are all popular choices. We’re also seeing more color and pattern in our topselling fabrics, while the stark minimalism days are fading. Another trend we’re following is the “new traditional� design style. Consumers are mixing and matching classic pieces with bolder or more modern items to create a comfortable, custom look.

Loom group with a clean, modern silhouette and unique side cushion insets.

The second is Essence, a collection with an updated mid-century modern look.

The third, Fairview, is a woven group featuring cushionless seating—a style that is gaining popularity for its comfort and easy maintenance. Its small scale makes it an excellent choice for porches and tighter spaces. The fourth group, Elevation, is our most contemporary introduction, which is a new look for Lloyd Flanders. It features a sleek stainless steel frame, woven rope backing in a light gray, and teak arm accents.

We’ve also expanded our top-selling Reflections line to include a tight woven cushionless seating option and added a new group of universal accessory tables. One of our goals is to offer a variety of contemporary styles and price points so there’s something for every market.

What Lloyd Flanders products/collections can consumers look forward to in 2021?

Flanders: There is much to be excited about for next year, as we will be debuting four new collections. The first, Visions, is a 100% Made in USA Lloyd

Did COVID-19 affect Lloyd Flanders? If so, how is the company moving forward?

Flanders: Like many of our retail partners, we had to shut down for several weeks due to our home state’s shelter-in-place order. The most important

thing is that all of the Lloyd Flanders family has remai ned healthy and safe and are now back to work. We are taking the proper precautions to ensure everyone remains safe. Our customers were and continue to be extremely supportive, and business has been booming since we reopened.

Do you think there is going to be renewed interest in outdoor living because of COVID-19 and more people staying close to home?

Flanders: Absolutely. People have spent more time at home than any period in recent history, and as a result, they’re realizing the value of their outdoor areas. Porch parties and alfresco dining are a common way for many to safely visit with family and friends.

Along with the reduction in travel, this has the opportunity to be a huge boon for our industry. Lloyd Flanders is ready to help our dealers navigate the changing era with our large introduction of new products for 2021.

In what ways is the company partnering w ith specialty retailers to help them succeed?

Flanders: Floor space and inventory

are always a concern for our dealers, but the need to help the consumer experience as much choice as possible is at odds with these constraints. We have developed programs to assist with the display of additional collections in a minimal footprint, as well as targeted shipping programs. We have also worked to maintain a lead time that is consistent and palatable to the retail consumer today.

Our amazing sales reps have built strong relationships with our retailers—they’re easily the best in the industry. They are constantly striving to create programs and solutions that meet retailers’ individual needs, because there is not one solution across the board that works for everyone.

What does the future hold for Lloyd Flanders?

Flanders: In a word, excitement.

Lloyd Flanders is uniquely posi tioned to offer USA manufacturing strength with style and value. Our team is dedicated to maintaining this strength despite these unsteady times. We’re committed to pursuing advances in materials and technology that will help our retail partners succeed.

Masterfully Designed Skillfully

Built Outdoor Living

Circle Reader Service No. 39

PATIOANDHEARTHPRODUCTSREPORT.COM 39

my turn

Tailored Textiles Twitchell stays adaptable to meet customers’ fabric needs.

Sunsure outdoor fabrics come in a variety of options

Unique and innovative fabrics from Twitchell Corporation (Dothan, Alabama) can be seen on products throughout the North American casual industry. Twitchell partners with an array of noted highend outdoor furniture manufacturers, from Tropitone and Telescope Casual to Windward and Homecrest, enabling them to create signature patterns and designs.

“From my perspective, a primary focu s has always been on design and flexibility with customers,” says Paul Cleary, who joined Twitchell in January as the company’s CEO. Indeed, Cleary brings a wealth of knowledge in design strategy, product development, and manufacturing operations with senior roles for major companies in the residential and hospitality flooring industry, including Tarkett, Lexmark, and Mohawk Industries.

Over the next 12 mon ths, Cleary’s focus will be on the patio furniture market, for both residential and hospitality, specifically promoting Twitchell’s inherent adaptability to meet customers’ needs. He explains that as the high-end casual furniture segment has grown over the last several years, consumers are increasingly centering on style to distinguish their outdoor spaces. “People are spending

BY KIMBERLY RODGERS

Jacquard Textilene in Amari

more money in the category and wanting their own individual style as a differentiator.” He adds that this can be attributed, in part, to the growing influence and popularity of design shows on television.

Because Twitchell develops and manufactures all its yarns and fabrics in the U.S., Cleary says, “We have tremendous flexibility in what we are able to offer to our customers.” In fact, Twitchell’s fully vertically integrated manufa cturing plant ensures the company is able to meet the individual design needs of its customers.

“Since we have complete control over all of our raw materials, we do not depend on other chemical companies to formulate our products,” says Gena Webb, vice president of R&D. “We own the technology and the expertise.”

This ownership in the manufacturing process ensures that customers not only receive top-quality products, but it also allows the flexibility necessary to cater to specific needs. “Not everyone wants the same look and feel. We provide custom formulations and colors based on each of our customer’s individual specifications,” she adds.

Customers often tell Cleary they find real value in working with a fully integrated domestic supplier like Twitchell. It’s become more important to furniture manufacturers that

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the company’s design, development, and production teams are all located at the plant in Alabama, he explains.

“There is some uncertainty in the supply chain coming from Asia, and China specifically during this time. I believe more companies are going to look for opportunities to work with a domestic manufacturer like us.”

AMAZING TEXTILENE Twitchell’s highly popular and worldrenowned Textilene fabr ic, woven from polyvinyl chloride-coated polyester core yarns, is used throughout the outdoor casual industry. The versatility of Textilene allows unique and diverse patterns and product features on both dobby and jacquard looms for applications on all types of patio furniture, umbrellas, and shading. For example, flame retardant, softening agents, and UV enhancers can easily be added to any Textilene fa bric.

“This flexibility gives us a way to deliver unique assets for each customer,” says Nancy Egge, designer.

The benefits of these textiles are numerous. Made for continuous use, products do not need to be covered or stored—a key advantage for the patio furniture consumer. “Our products are geared to stay outdoors 24/7,” Webb says. “A quick rinse and air dry will take care of most typical issues.”

For a m ore thorough cleaning, fabrics can be easily sanitized using household cleaners such as diluted bleach or disinfectant wipes. Textilene fabrics are also extruded with antimicrobial agents (which will not wipe or wear off) making them mildew and bacteria resistant—especially important in today’s coronavirus environment.

In addition, minimizing exposure to environmental toxins in products is becoming incre asingly important to today’s consumer. Textilene is composed of a specialized plasticizer—a softening agent for PVC—which is very slow to exude. It is also a nonphthalate-based plasticizer, making it safe for children. Textilene is GREENGUARD Certified, which means the product has been tested and scientifically proven to have low chemical emissions. In addition, the fabric is lead free and printable.

Pigm ents in all of Twitchell’s products remain incredibly stable against harmful UV exposure. In laboratory tests, using light exposure similar to the sun, pigments lasted more than 1,200 hours without degrading.

Above all, Textilene provides the utmost in comfort. In the casual furniture segment, Twitchell is well known for its ergonomically designed sling applications, allowing the chair to feel very good and relaxing to the

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my turn rics. She adds that people are moving user, Egge notes. With toward an overall focus on health and all these amazing benefits, along with its wellness fused with nature. Twitchell New Textilene fabric in Blue pursues color trends and is aware that unbelievable comfort, Lagoon she adds, “It’s hard to the palette is trending warmer. “Using all this information, we present a line beat Textilene fabrics.” of custom fabrics for manufacturers In addition to meeting custom material to choose from,” she says. If necessary, patterns can be tweaked to fit requests, Twitchell also each customer’s need. “Sometimes, carries 74 stock fabrics.

“We make sure to carry a manufacturer will initiate a s pecific pattern or color, and we will bright, poolside colors as collaborate to find the well as textured neutral patterns to perfect design.” satisfy all needs,” Egge says. Several Beyond its use in highstaple patterns, such as Fern end outdoor furniture, Dance, Taupe Tweed, Huffman, and Sea Breeze, have Textilene can be seen in a had consistent sales since they multitude of commercial and Jacquard were introduced in 1998. residential applications worldTextilene in Silver Lining “We are looking forward wide, including exterior screens to the introduction of 12 and shading, hurricane screen new stock patterns to our protection, interior shading, and Textilene line to bring it a refreshed conspecialty fabrics. In addition to the temporary look.” A few of these new patterns company’s fabric division, Twitchell’s include Azure, Blush, Motley Weave, and Whisper. coatings and laminates divi sion provides essential components to a variety According to Egge, Twitchell follows mega-trends of industries including automotive, medical, confrom several different markets when designing fa b-

struction, military, and industrial packaging.

Throughout the company, sustainability is an ever-essential goal. It is important to give customers the opportunity to recycle products, Cleary explains. “It can be a challenge, but we continue to ask ourselves how we can facilitate that as a manufacturer. We are already doing programs for some of our categories, but we need to look at other opportunities for sustainability throughout all our product lines.”

The majority of products Twitchell produces are used in a multitude of outdoor applications. This segment of the business is thriving, and the company continues to be successful overall, Cleary notes.

“I believe since people are staying home, they are focused on making their homes more enjoyable by purchasing well-thought-out products for their outdoor spaces.”

Founded in 1922, Twitchell currently employs approximately 300 people. Cleary is proud and delighted to be working for a storied company, which he says has an immeasurable almost 100-year heritage in woven technology. He describes the employees who work at the Dothan plant as true craftspeople—many who are from multiple generations. “I feel Twitchell is a truly a great American manufacturer and success story.”

publisher’s viewpoint

Richard I love competition. Whether it’s in sports, business, politics or life in general, good, fair competition is fun to watch. It also brings out the best in the participants.

Thus, it was with a sense of sadness when I learned in early September that Richard Wright, owner and publisher of Hearth & Home, was retiring and would cease publishing Hearth & Home.

Richard and I have competed for the past 14 years. D uring that time, we both chased after advertising support for our respective publications, and we both have done our best to produce a beneficial publication for our readers and our advertisers. Even though we were competitors, I always respected Richard and his team for providing the industry with a quality publication.

I first met Richard at Casual Market Chicago in September 2006, which coincided with the debut issue of our publication, Patio & Hearth Products Report.

Our first meeting wasn’t exactly warm and fuzzy. If anything, it was rather icy, along the lines of a hockey rink. Fortunately, over the years, while seeing each other at trade shows and industry events, our relationship turned warm and friendly.

I fondly remember having dinner with Richard and Jackie Avignone at an industry event two year s ago in Dallas during HPBExpo.

Richard also gave me some sound advice over the years. During one ICFA Preview Show in Chicago, Richard commented that my short sleeve Tommy Bahama shirt with palm trees was probably a little too business casual. Since my

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wife had also shared this exact same sentiment with me, I decided to stick with the short sleeve Tommy Bahama shirts for the ICFA Preview show, but I got rid o f the palm trees. On another occasion, Richard commented that my short-cropped hair was a little too short, yet another sentiment that my wife had also shared with me. I kept the short-cropped hair, but just not as short. I thank Richard for his sound advice, and my wife was especially thankful for Richard’s sound advice.

Richard and Jackie have surely earned and deserve nothing but the best in their retireme nt. From a competitive standpoint, I will miss competing with Richard, and I will also miss seeing Richard and Jackie at trade shows and industry events.

Competing against Richard has not

Tony Ramos

only been fun, but it has also made Patio & Hearth Products Report a better publication, which is one of the unique benefits associated with good, fair competition.

Here’s to wishing Richard and Jackie continued success and m uch happiness in all that they do.

Tony Ramos tramos@peninsula-media.com

Circle Reader Service No. 43

product innovation Bay 3-side outdoor gas fireplace

Woodbridge Fireplace boasts a growing base of customers who desire high-quality, customized hearth products.

BY SHARON SANDERS

Made to ORDER oodbridge Fireplace (Mississauga, Ontario) is a manufacturer with a passion for engineering and craftsmanship.

As a leading innovator in hearth design, the company’s products are sold in some of the most respected specialty hearth showrooms in the United States and Canada. In today’s COVID-19 world, with many retailers hesitant to warehouse products, its popular madeto-order manufacturing is gaining more attention than ever before. “We are able to take an order and build a fireplace from scratch in one to two weeks, which has always been one of our many strengths,” says Tony James, co-owner.

James, a 32-year hearth veteran, started Woodbridge in 2003. He developed more than 400 models of gas and

W

wood-burning fireplaces for the industry’s largest manufacturers before venturing out on his own. “It seemed that, for 18 years, I built up other companies through my designs and efforts. I wanted to do it for myself instead of others,” James says. “I wanted to offer great products that were cutting edge and different from what else was out there.”

With Woodbridge, he has managed to live out his dream—one fireplace at a time. Today, he runs his growing company with long-time business partner Bob Stead, and together they have created a solid company that’s headed in an upward trajectory.

Every Woodbridge hearth product is still designed by James and made in the company’s 31,000-square-foot factory. “We take raw steel, laser it, form

Tony James

44 PATIOANDHEARTHPRODUCTSREPORT.COM

it, weld it, paint it, and assemble it right here in Mississauga,” James says.

Quality and workmanship are top priorities and are what set the company’s products apart from the competition.

“The gauges of our materials are heavy compared to the average fireplace in the industry. Nobody makes a more solid product than we do, period.”

When James previously worked for large corporations, he was expected to make things cheaply and minimize gauges, which is something he vowed he would never do at Woodbridge.

“When you make a fireplace solid, it can be completely welded so it withstands constant heating up and cooling down. When it’s light gauge, spot welds and screws are used to hold everything together, which affects the

longevity over time,” he says, adding that installers, in particular, can tell the difference between Woodbridge and other manufacturers, because its products last and are easy to service.

Every fireplace that leaves the factory is fully assembled (with all the accessories), tested, and ready to install— which is something dealers, installers, and customers appreciate. “We don’t ship a kit that an installer has to figure out how to put together in the field— if a fireplace needs a blower, we install the blower; if it needs a remote, we attach one—this saves time and money for the installation and eliminates issues.

If a fireplace isn’t 100 percent ready to go, it doesn’t leave our factory. I don’t think any dealer would ever argue about how much value that brings.”

Bob Stead

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product innovation Along with craftsmanship, Woodbridge has become a dealer favorite because of the variety of products it offers—from a massive outdoor Algonquin fireplace with a 36-inchwide opening to sleek indoor linear models. “Dealers want products that help them stand out from their competition. Every year, we introduce multiple products and have never stopped.

This past fiscal year, we brought out 71 new SKUs and six new product certifications,” James says. “We’re constantly trying to develop things that satisfy a wide range of needs, so dealers have the chance to make a sale with almost any customer.”

Woodbridge also sets itself apart by maintaining all of its products. “When we bring something new into our line, we don’t discontinue current models because they remain viable and some are big movers.” The company is able to do this because its equipment is not about hard tooling; instead, Woodbridge uses high-tech lasers and turrets that are the ultimate in precision and flexibility. “We can reprogram a laser in five minutes, and 10 minutes later be

making a different part—basically any product we ever made, we can still make. Our dealers are never unwillingly stuck with showroom display models that are obsolete.”

Some of the latest Woodbridge offerings for 2020-21 include the Catalina, an indoor see-through direct vent fireplace, as well as an indoor fire feature that is sure to become the focal point of any room.

It’s available in sizes that range from 2 feet up to 8 feet long. There is also quite a buzz surrounding the new outdoor Bay and Pier fireplaces.

These modern units are open on three sides, which makes for a clear view of the flame from almost any direction in an outdoor space.

“One of the best things about having a wide variety of products is that dealers can try out a few models that catch their attention,” James says.

“And once they fall in love with the craftsmanship and service we provide, there is no limit to what else they can bring in for their customers.”

James notes that he is seeing a slow shift away from the modern linear

fireplaces trend that has been strong for so many years. “Sales are a 50/50 mix between linear and more traditional shapes. I am also seeing more interest in switching up media to create a crossover look. For every new fireplace we introduce, we bring out a version that has a log style with embers, as well as a contemporary style on the interior with reflective enamel panels and stones or broken glass media. The media totally changes the look of a fireplace.”

Woodbridge believes that protecting one’s dealer base is an absolute must in the industry. “We’ve made the choice to sell exclusively to specialty retailers—we don’t ever work with mass merchants. When you have a strong dealer base, you can do anything.” James is committed 100 percent to personally supporting dealers whenever they need him. “When you work with most of the larger companies, you’re no longer dealing with the guy who started it. Bob and I are very much in touch with everything our company does. Woodbridge is small enough that we can really stay on top

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of customers’ needs, but we’re large enough to produce anything.”

Sales in the outdoor category have recently taken off for Woodbridge, enabling it to expand its dealer base in some of the bigger U.S. markets, including Florida, California, and Arizona. “We have many outdoor fireplaces with a wow factor that really appeal to high-end markets that are looking for ambiance and not necessarily heat. We have fire tables up to 8 feet long and massive round firepits that are up to 192,000 BTU.” He believes that COVID-19 is only going to help the outdoor industry as a whole, because people are going to be staying home instead of going on cruises or flying to other locales for vacation. “They are going to be looking at their homes, inside and out, and finding ways to create a comfortable environment that they can retreat to all year long—and that’s where we come in with our products.

Fire brings people together. We look forward to helping them build the everyday experience they want for their families.”

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corporate profile Orion collection

alfrescoartists Few companies stand out in

the casual industry like luxury furniture manufacturer Woodard (Coppell, Texas). Founded in 1816, Woodard has been designing, manufacturing, and distributing an amazing array of beautifully handcrafted designs featuring unmatched quality and workmanship for decades. From extruded and cast aluminum to wrought iron and woven collections, Woodard furniture has aptly come to be known as “The Art of the Patio.”

Moreover, all Woodard furniture is made in the USA, manufactured at the company’s 300,000-square-foot production facility in Owosso, Michigan. “We are extremely proud of our 150-year history and of hiring U.S. workers,” says Perry Solomon, senior vice president of residential sales. Production employees are the very backbone of all Woodard furniture, as they build each piece with care and quality to provide years of enjoyment. In fact, over 50 pairs of hands will form, craft, finish, and test each Woodard product before it leaves the factory.

Another distinct advantage of Woodard is its ability to offer high-end specialty retailers a truly amazing range of furniture collections and pieces in different materials from a single source.

“While one of our strengths remains cushion seating—primarily transitional and traditional—we have the scope of product to cover all styles and tastes along with the ability to select over 1,000 finish and fabric combinations,” Solomon says.

Indeed, Woodard offers scores of col-

lections that grace the outdoor spaces of fine homes throughout the United States. Options abound in choice of material, finish, fabric, style, and cushions with the company’s custom express program typically offering a two-week production lead time.

Woodard furniture fits any décor or style. The classic Cane collection is constructed of extruded aluminum and a durable powder-coated finish while evoking the style of traditional rattan.

Consumers with contemporary tastes are drawn to the sleek and modern Orion collection. The lowslung look is distinctive while the padded sling utes simply canprovides the not be accomutmost in plished with comfort for product manuyears. Beauty combines factured offwith practishore.” cality in the While furniversatile and ture production at

BY KIMBERLY RODGERS transitional the factory was shut Cascade collecdown during tion. The iron frame, Michigan’s stay-at-home oversized cushions, and latticeinitiative, Woodard stepped up back chairs fit seamlessly in any outwith assistance to help in the fight door space. against the coronavirus. Part of the facSince all furniture is made in the tory was converted to enable a volunUSA, Woodard, as well as retailers, have teer team of 140 employees to make over 27,000 (non-N95) masks, which been unaffected by the ever-changing were donated to medical facilities for rounds of burdensome tariffs on prodhealthcare professionals, first responucts produced overseas. In addition, ders, and patients. “The employees that Solomon adds, “Customization, lead time, quality control, and customer serv- were involved in the production of ice are all contributing factors to masks were indeed proud and excited to Woodard’s growth. Most of these attrib- play their part in contributing to com-

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Woodard crafts satisfaction through groundbreaking designs and product innovations.

Cane dining

bat COVID-19,” Solomon says.

The factory has been in full production mode since reopening in early May. Everyone is working diligently to bring order lead time down to Woodard’s standard level of four weeks, Solomon says. The company plans to reinstate its popular custom express program in 2021.

The utmost care has been taken to ensure employees’ safety upon their return to the factory floor. Masks are required, and social distancing is observed. In addition, barriers have been installed between all work stations within 8 feet of each other. Additionally, one-way aisles are in place in the office, commonly touched surfaces are disinfected multiple times throughout the day, and every other bathroom sink/urinal is out of service.

Breaks and lunches are also staggered, and frequent hand washing is encour-

aged when touching common services.

Team members are advised to stay home if they display any coronavirus symptoms, and they may not return to work until testing negative. Solomon adds, “There is open communication regarding best practices among all employees.”

As the threat of the coronavirus still looms large throughout the United States, people are canceling vacation and travel plans, cutting back on dining out, and are unable to attend concerts, plays, and movies. Instead, many Americans are redirecting their dollars to buying products that help make their homes more enjoyable, relaxing, and fun.

“Woodard has seen a very dramatic increase in sales since the reopening of our factory due to more Americans staying home,” Solomon says. He also attributes the rise to Woodard’s ability to deliver product faster than the competition. “Our dealers also have faith in the salability of our collections.” While there are unknowns regarding sales for the balance of the year, he adds, “We believe we should remain solid from our dealer base, product, and execution.”

Woodard’s rich history includes the introduction of Woodard’s iconic

Sculptura chair in 1956. The first of its kind constructed—without using an expensive mold—the wrought iron chair helped make modern mid-century design more comfortable and mainstream to the masses.

In 1994, the Sculptura chair was added to the Cooper Hewitt, Smithsonian Design Museum’s permanent collection (the nation’s only museum dedicated to historic and contemporary design). In 2015, as a response to the resurgence of mid-century modern furnishings, Woodard revived the Sculptura collection, now available in 30 colors and finishes. Another noteworthy highlight in company history: First Lady Jackie Kennedy’s purchase of furniture from Woodard’s classic wrought iron Mayfield Collection in 1962.

In July 2018, Woodard purchased Mallin Casual Furniture, keeping the company as a separate division. From price points to product design, both entities operate as two different product lines. “While somewhat slow to develop, we expect Mallin to become a major portion of our overall brand,” Solomon says.

Enhancements to the Mallin brand include quality and service improve-

Cascade seating

ments along with the ability to provide stock and special orders from Woodard’s factory. In addition, Solomon notes, “Since Woodard has traditionally held a far more demographic spread than Mallin, we expect to greatly expand Mallin’s distribution into new regions.”

Although Mallin is made overseas, Solomon says its products remain an outstanding value, despite the tariffs.

This is especially true when bolstered by the domestic manufacturing and resources of Woodard, such as warranty backup and customer service.

As the company continues its 150year heritage, it looks forward to the future with goals based on industry leadership and innovation, Solomon says.

“We have our sights set on the next 150 years.” He notes that Woodard intends to expand its growth with breakthrough products, advanced materials, and leadership in design. Different marketing tools will be created along with the addition of special programs geared toward market segments such as the design trade. “We believe that Woodard is uniquely capable of achieving new levels of growth within our industry.”

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insight • california umbrella

Pagoda series

growthmindset

California Umbrella gains momentum by identifying market opportunities and guaranteeing customer loyalty.

BY CHERISE FORNO

Community volunteers help distribute California Umbrella’s masks

California Umbrella has adapted to a

changing market since its founding in 1946 to emerge as a premier patio umbrella manufacturer. The owners have spent the last two decades since they took over the company investing in the iconic company to make it competitive in today’s market.

“As a company, we have embraced technology and created a dynamic and growing e-commerce business, a fantastic commercial supply business, as well as a robust casual retailer network,” says Bryan Sanches, senior vice president.

California Umbrella continues

Bryan Sanches

to succeed by diversifying its product offerings to include strong lines of residential, commercial, and promotional applications. “Today, after 75 years of California Umbrella existing as a consumer brand for patio umbrellas, we are beginning to expand our product assortment and brand s trategy, so that we can take advantage of our strengths as a supplier and manu-

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facturer, and really begin to offer the market a valuable partner in branding and distribution.”

California Umbrella has released new products and accessories under its Astella brand, which includes firepits and throw pillows, and it has launched directto-consumer projects for specialty fabric at pacificafabrics.com.

“We have also launched a dynamic indoor-outdoor kitchen island product line called Indu+, which we are very excited about,” Sanches says. Indu+ features multipurpose outdoor kitchen products that are constructed with highquality materials. Mobile kitchen islands in the collection allow for convenience and versatility for limitless outdoor kitchen options.

California Umbrella also continues to invest in its flagship collections that remain in high demand, such as its Pagoda series, which is a true classic that goes back to the company’s

inception. “We have quite a few exciting products on the market that consumers and businesses really love,” Sanches says. “Our Pagoda series umbrella is perhaps the most iconic and signature products in our line, as it’s represented in the California Umbrella program going back all the way to 1946.”

The timeless Pagoda umbrellas feature a mid-century design with many choices for customers.

“Today, we offer it in a growing number of finished and stylized canopy cuts, with many embellishment options that create a near limitless set of combinations for personalization,” Sanches says.

The Casa series includes California Umbrella’s patented auto-tilt technology. The crank-totilt construction is easy to use and stylish, while remaining at a competitive price point. “This innovation has allowed us to create a product that is priced significantly lower

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insight • california umbrella than competing auto-tilt umbrellas, offering a greater resilience to weather conditions and greater value to the consumer because of it,” Sanches says.

The company has noticed an increased demand for its shade products this year, as people spend more time at their homes and invest in outdoor living spaces. Sanches notes that this has caused the company to focus on certain categories of particular interest. “We see people investing in more and more unique looks built out of custom fabrics and specialty cut designs we have launched,” Sanches says. “This is a trend that we saw bubbling up 3-4 years ago, and this season has really been a watershed for our program success in this area.”

To meet this increased demand, California Umbrella released a design booklet that can be accessed on their website. “The response has been so great that we have had to add more cut styles and Valance styles to deliver even more options for these products,” Sanches says.

To adapt to changing consumer habits brought on even more because of COVID-19, California Umbrella has turned its attention toward easily accessible digital sources, contactless pickup locations, and digital transactions. “Our expertise in operating an ecommerce supply model has allowed us to help our brick-and-mortar retail partners launch social media and web store listings that help gain access to these new consumer behaviors,” Sanches says.

After the pandemic arrived, California Umbrella used its resources to sew masks, and has continued to improve upon them. The company started by making masks with a filtration material and moved on to supply more than half a million FDA-approved medical masks so far.

“We’ve been able to donate over 50,000 of these medical-grade masks to frontline workers who need to have added protection while this virus disrupts our society,” Sanches says. “We are proud to have supported local first responders, clinics, sen-

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ior centers, school Casa series districts, and other folks in need of PPE equipment that can keep them working and help keep people safe.”

While California Umbrella’s main factory is in China, it has expanded its production abilities in the last few years by adding facilities in other parts of Asia, Central America, and the United States. With eyes to the future, California Umbrella strives to continue its strong commitment to consumers and partners by increasing customization and product offerings, production capabilities, and its digital presence. Not only does the company want to offer exciting and one-of-akind products, it desires to operate with a unique approach.

“We see a version of the future in which retailers need a partner that can

support their digital transactions and private branding efforts as well as their in-store business,” Sanches says. “We see a future where the manufacturer model evolves quite a lot from the traditional way of bulk loading inventory into their retail partners to something more dynamic and closer to the demand. We’ve built our company to go in this different direction. The way we work with and supply folks, makes us more unique than simply selling a different product.”

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insight • wittus

Customers covet Wittus products for their upscale designs and energy-efficient technical features.

BY CHERISE FORNO

Round Stack Wood

Sizzlin’ Stoves With a commitment to quality

craftsmanship and an ability to respond to market trends, Wittus (Pound Ridge, New York) has built a reputation for delivering exquisite contemporary hearth products from Europe and the United States. “We’ve been around since 1978, which is unusual,” says Alyce Wittus, vice president. “It has become increasingly hard to find companies like Wittus that develop longterm relationships with their customers. Our clients can count on us.”

Even with the impacts of COVID19 on Wittus’ research and testing labs in Europe, Wittus is set to release new hearth products this year, includ-

ing Cubi Stack stoves from La Castellamonte, Italy. “Of course, Wittus has been significantly affected by the coronavirus and is working to have 2020 products ready by the end of the year,” Wittus says. “T he Shaker and Stack stoves will be certified, including some new models that are not currently available, and we are looking at other new companies and products from Europe.”

The Shaker and Stack wood-burning stoves in Wittus’ product lineup are in high demand because of their beautiful craftsmanship and incredible versatility. The handcrafted Stack stoves are designed by Adriano

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Shaker

Design Studio and are available in two sizes with four base options: slim, wood, long, and rim. Vibrant color options including orange, red, green, blue, black, and white make this stove an eye-catching and efficient addition to any home.

“Wittus specializes in contemporary stoves and fireplaces, and this niche market has gained popularity in the last few years,” Wittus says.

“The Shaker is styled after American Shaker-style furniture, and the Stack

stove is a colorful ceramic stove that comes in various sizes and style options. Many of our customers are looking for colorful side cladding like the Stack stove.”

Another popular category for Wittus are cook stoves that also function as heaters. These include flagship products such as the Klassic, Lugo, Domino 6 and 8 Maxi, and the Domina. The stylish 24-inch-wide Domina can be a heat or cooking source, adding a touch of charm to a

“We offer a combination of well-designed products that are environmentally sound with hands-on customer service.” living area or kitchen. “These are popular for their dual functions of cooking and heating and have the added benefit of storm insurance,” Wittus says.

Wittus’ zero-clearance 600 and 700 series from Spartherm, Germany, provides customers with three variations to fit any living space or need. “It is the same firebox basically with three different capabilities,” Wittus says. The insert is available to convert an existing fireplace, the built-in is ideal for new construction, and the modular stove is offered on its own or with a short or long bench. “Zero clearance builtins in both wood and gas are also popular because they can be easily and reasonably installed and offer a unique, contemporary look.”

Wittus notes that the company has a strong base of customers seeking both wood- and gas-burning products depending on their unique tastes and needs.

“Those that want the ease of a remote control prefer to go with gas and those more interested in ambiance and heating go with wood,” Wittus says.

Another ongoing trend Wittus notices, especially

amid lifestyle changes brought on

by COVID-19, is people wanting to invest in their outdoor living spaces. “More people are interested in our outdoor products, and in the last year, all of a sudden people are home more,” Wittus says. “We are seeing this trend more in the East because people on the West Coast have been moving in that direction for a longer time.”

Wittus’ Phoenix and Firebird Shaker grills by Danish architectural designer Bent Falk are made in the United States. Their unique design enables them to be used in several ways or simply enjoyed as a beautiful piece of art. “The Wittus Phoenix and Firebird grills are being utilized outdoors as firepits, sculptural objects, and cooking instruments,” Wittus says.

No matter what product a customer selects from Wittus, they will receive a high-quality hearth product

or accessory crafted with care and backed by a company with renowned customer support. “We offer a combination of well-desig ned products that are environmentally sound with hands-on customer service,” Wittus says. “Our stoves and fireplaces are made with the finest materials that can stand the test of time, and we stand behind our products 100 percent.”

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last word

Covington

made, power-loomed, digitally-printed, and outdoor/indoor collections,” Mahurter says. “Our outdoor/indoor assortment has grown an iconic identity in the soft floor-covering market.” In addition, the residential division also operates a rather large carpet division with three brands (Premiere, Creations, and Purity), which includes over 200 designs/collections in its assortment ranging from Axminster, Wiltons, Hand-Loomed, Tufted, Hand-Tufted, and Outdoor/ Indoor products.

Additionally, the company operates a custom carpet division that serves both the contract and hospitality industries.

So, what are some of Couristan’s most popular outdoor rug product lines? Considering the company currently has over 16 collections of area rugs and 50 outdoor/indoor carpet designs/collections, it is hard to choose. Mahurter notes that the Monaco collection is a favorite, thanks to its 100% Fiber-Enhanced Courtron Polypropylene surface. The collection a lso features a structured flatwoven construction and is UV stabilized, mold/mildew/water resistant, and pet friendly. Monaco is available lishing exquisite outdoor rooms by in a full range of sizes, with 33 rugs in providing highly innovative and the collection, and boasts sophisticated outdoor rug fresh and natural coldesigns that take outorations. The door flooring to a designs in this new level. collection “Today, our range from residential area transitionrug division al, nautical, includes handcasualinspired, tropical, and traditional stripes

BY MAURA KELLER and lattice.

Another favorite outdoor collection of consumers is Couristan’s Charm collection, which consists of 100% Space-Dyed Heat-Set Courtron Polypropylene and features sophisticated motifs suitable for outdoor or indoor use. Like the Monaco collection, the rugs within the Charm collection are UV stabilized, mold/mildew and water resistant, and pet friendly. These rugs feature sophisticated motifs and are available in a full range of sizes. Showcasing “Bohemian Rhapsody” looks, the 10 rugs

what’s underfoot Flooring has become an

essential “must have” element for outdoor environments. And thanks to technological advancements, the quality and innovation of materials and designs of outdoor rugs and carpeting have improved dramatically.

That said, continuous improvement means those within the outdoor rug arena need to stay ahead of the curve and have a thorough understanding of the products that best meet consumers’ n eeds and interests. That’s where Couristan comes in.

Founded in 1926 by brothers Basil and George Couri, Couristan (Fort Lee, New Jersey) has been privately owned and operated by the Couri family for two generations. Today, the business that originated as a small importer of Persian area rugs has grown into a global presence as it continues to thrive under the creative vision and innovation leadership of George Couri, chairman, and Ronald Couri, president and CEO. Known for its exquisite area rugs, residential carpet-

ing, and custom floor covering fashions, Couristan also is well versed in providing some of the most soughtafter rugs and carpets, as well as outdoor rug designs, which are gaining the attention of retailers and consumers alike. Larry Mahurter, vice president of marketing and advertising, notes that Couristan is responding to consumers’ increasing interest in estab-

Monaco

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Couristan’s outdoor rugs and carpets are capturing customers’ attention.

As the pioneer of outdoor ľ#rru#fryhulqjv/#Frxulvwdq#rļ#huv# wkh#prvw#h{sdqvlyh#dvvruwphqw# ri#rxwgrru2lqgrru#duhd#uxjv# dqg#fdushwlqj#zlwk#h{foxvlyh# frqvwuxfwlrqv/#d#pxowlwxgh# ri#froru#fkrlfhv#dqg#dzdug0zlqqlqj# ghvljqv#xqolnh#dq|wklqj#hovh#rq#wkh# pdunhw1#Iurp#h{txlvlwh#kdqg0krrnhg# frqvwuxfwlrqv#wr#phwlfxorxvo|# srzhu0orrphg#rswlrqv/#wrgd|ġv# krwwhvw#wuhqgv#fdq#eh#irxqg#lq#wkh# xqfrpsurplvlqj#txdolw|#ri# Frxulvwdq#duhd#uxjv#dqg#fdushwlqj1

couristan.com | 800.223.6186

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last word in the collection all encompass a natural color palette.

The company’s Cape collection, which consists of a color palette of 29 rugs, has also proven successful within the outdoor market, thanks in part to its high-low structured weave. These outdoor rugs provide durable performance in frequently used spaces, inside and outside the home. UV stabilized, mold/mildew/water resistant, these rugs are also pet-friendly and are available in a full range of sizes.

For consumers looking for hand-hooked construction for Cape their outdoor environments, Couristan also offers its Covington collection, which includes 100% fiber-enhanced Courtron. Mold/mildew/water resistant, these rugs provide durable performance in frequently used spaces inside and outside the home.

The tropical looks and extreme use of color make the Covington collection the ideal option for fun, vibrant outdoor areas.

“When the outdoor category first began, the market

was looking at simple, two-color, flatwoven rugs,” Mahurter says. “These included very simple design elements, geometrics and stripes, and polypropylene was the fiber of choice, as it is today.” However, the product offerings have simply exploded. “There are so many looks, fashions, colors and constructions to choose from, and though price points have gone lower for the consumer market, quality must remain for the purpose of being a true outdoor rug.”

Today, in addition to polypropylene, PET (high content recycled materials) are used as are blends of

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polypropylene and polyester, hand-hooked and high/low constructions, and cut and loop piles for added texture elements.

“The category has really evolved beyond being a seasonal or specialty product category,” Mahurter says. “For us, it’s about quality, durability, and fashion. In addition to extensive design and color development, our products are put through a six-point testing process to ensure that they pass flammability, color fastness, resistance to water, phthalates-free from non-toxic materials, color fastness to high humidity ozone, UV stabilization/color fastness to light and fungal resistant.”

FULL SPEED AHEAD As consumers continue to expand their focus on creating outdoor environs that allow them to expand their living spaces and enjoy the outdoors—especially during the pandemic—what does Mahurter see as the biggest trends in the outdoor rug market?

“Some of the biggest trends we are seeing include bold and colorful floral patterns, such as palms and vines, Bohemian Rhapsody flavors and designs, nautical-inspired themes, and an increased focus on casual appearance,” Mahurter says. “Texture and color also are really trending more and more each year.” Another popular trend the Couristan team is seeing: Fabricating one of the company’s outdoor/indoor carpets into a custom outdoor/ indoor rug.

“We also offer an outdoor living cushion as backings as well as binding and surging that are for outdoor usage,” Mahurter says. “This is a growing category and a trend on the rise.”

As such, Couristan pays close attention to establishing price points for the consumer segments while never compromising the quality of the company’s product offering.

Mahurter also believes outdoor carpet will continue to grow because of its versatility, and it will meet the same fashion statements as the outdoor rugs, which will also continue to grow along with the outdoor living category.

“With that, products will be driven on price points, color usage, design, and construction usage,” Mahurter says. “I can really see different decorating classifications just for the outdoor segment in the real near future, from very contemporary, Hygge, nauticalinspired, tropical-inspired, casual elegance. I also can see the consumer segment really decorating their outdoor entertainment areas to their own personal style, rather than compromising due to limitations.”

The Couristan team expects this particular category will also continue to grow within the company’s e-commerce distribution channels.

“The outdoor category is a trend within itself as more and more people entertain outdoors and take that look they established for their outdoor entertainment areas and bring them indoors,” Mahurter says. “The versatility of a true indoor/outdoor rug is limitless.”

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what’s new

6

Hot Products to Sell Now

Valor The Valor G3.5 gas insert is upgraded for 2020! With over two decades of design innovation and four generations of gas insert DNA, it is no surprise that the Valor G3.5 exudes radiance, high efficiency, and the ultimate in comfort control. The popular G3.5 has been upgraded to include the V-Class burner system, three new fuel beds, and new craftsman-style fronts. On top of that, the G3.5 will now offer a flat backing plate to provide even more installation opportunities for your customers. Contact: (800) 468-2567 or www.valorfireplaces.com/gas-inserts/g35.php.

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Treasure Garden The EVO dual-light sound pod is a multifunctional outdoor ambiance umbrella and table light with built-in surround sound Bluetooth speakers, adding ambiance and entertainment to any outdoor space. With the addition of the integrated umbrella light with Bluetooth speakers, it also includes a table light element and an integrated bass speaker that provides a crisp surround sound experience outdoors.

Contact: (626) 814-0168 or www.treasuregarden.com.

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Ratana A collection of outdoor dining and living pieces, the Biltmore will bring you closer to nature while allowing you to kick back in total elegance. This set is upholstered in Ratana’s Wild Truffle resin woven finish on an aluminum frame and wood-grain finish legs. No cushion required! Contact: (866) 919-1881 or www.ratana.com.

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Woodbridge Fireplace

Sunset West

The Algonquin outdoor gas fireplace by Woodbridge Fireplace offers an impressive log set and large 36- x 32-inch viewing area that is framed by an eye-catching 6-inch border of 304 stainless steel. Its 21-inch deep brushed stainless steel interior is an exceptional display of flame from the realistic 7-piece cement log set and colored glass bed. Available for natural gas and propane, the Algonquin has a 60,000 BTU input rate and an electronic ignition system with remote control. Contact: (844) 636-3473 or www.woodbridgedealer.com.

Informed by mid-century design, Pietra incorporates the best of classic proportions with modern materials. Inspired by the subtle tones of natural stone, Pietra is rendered in a matte Graphite aluminum with heathered Shale allweather rope. Pietra features a rounded tube frame and mid-rise back that is perfectly scaled for smaller spaces and casts a compelling profile. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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Bull Outdoor Products Bring a touch of modern style and high-end kitchen design to your outdoor space with the Bull Premium 2-Drawer Refrigerator. Perfect for keeping raw ingredients cool until grilling, this unit offers a robust amount of storage divided into two large drawers. Featuring durable 304 stainless steel construction and rated for outdoor use, this appliance is built to stand up to the elements, regardless of the season. The Bull Premium 2-Drawer Refrigerator is a great addition for the griller and outdoor entertainer. Contact: (800) 521-2855 or www.bullbbq.com.

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TOFINO COLLECTION This deep seating collection is simple, sleek + contemporary, offering multiple modular configurations to accommodate any outdoor space.

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Product Profiles CalSil Fire Table

Casa Series

Bring the warmth and excitement outdoors with NorthCape’s CalSil Fire table collection! This collection features a fantastic design with a galaxy gray 5layer calcium silicate top and a durable midnight or gunmetal powder-coated round or rectangle aluminum frame. Adjustable flame height, safety glass windscreen, match-light ignition, and protective lid. It’s the perfect complement to outdoor deck or patio seating areas.

Contact: (708) 563-2890 or www.northcape.com.

The instant popularity of California Umbrella’s Casa series has launched it to the forefront as a favorite for revamping outdoor patio spaces. With its aluminum frame, sleek design, and patented auto-tilt feature, it will satisfy the most demanding customer’s need for budget-friendly quality. Contact: (909) 622-4800 or www.californiaumbrella.com.

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Big Green Egg Fire Bowls

18 new Italian-inspired Tile Colors

Bull introduces 18 brand-new Italian-inspired tile choices to the outdoor kitchen market. Each selection is designed to reflect the most up-to-date trends, creating stunning looks that today’s homeowners are seeking. Experience the art of outdoor living with a Bull Outdoor Kitchen, handcrafted and beautifully designed to enhance your outdoor living space. Contact: (800) 521-2855 or www.bullbbq.com.

The Big Green Egg Stainless Steel Fire Bowls quickly lift charcoal out of the EGG for easy cleanup. The Fire Bowls are manufactured using high quality construction with no welds to break, along with two convenient handles that provide an easy way to shake the cool ash into a can to maximize airflow for a quicker startup. The 2XL and XL Fire Bowls are designed to accept an optional div ider for two-zone charcoal burning. Contact: (770) 938-9394 or www.biggreenegg.com.

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Dolce Collection

Dometic MoBar 550

The Dometic MoBar 550 is the ultimate mobile beverage center. It comes with accessories inspired by professional bartenders and allows you to easily entertain large groups on your patio. Built with professional-grade stainless steel, it comes with spacious preparations and presentation areas and a dual-zone refrigerator comfortably holding up to 40 bottles or 155 cans.

Contact: (800) DOMETIC or www.dometic.com.

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Couristan’s Dolce collection features bold colors and stylish designs. Constructed with 100% fiber-enhanced Courtron Polypropylene with durable polyester, these rugs are suitable for outdoor/indoor use.

Featuring a structured tapestry construction, rugs from the Dolce collection are UV-stabilized, mold/mildew/waterresistant, and pet-friendly.

Shown: 5750/0003 Amur Leopard/New Gold.

Contact: (800) 223-6186 or www.couristan.com.

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product profiles

Avana Collection – New from OW Lee

The Avana collection was designed with simplicity and comfort in mind. Its transitional profile features a modern swooping arm that is echoed in the gracefully balanced design of the back. The deep seating features Plush Comfort cushion technology and Sytex seat support for the ultimate in comfort.

Sunbrella Sling is incorporated on the dining and chaise seating, adding an extra level of ease and durability. Avana is a full-line collection, which includes dining, balcony, deep seating, and lounge pieces. Contact: (800) 776-9533 or www.owlee.com.

Heritage Rope Hammock

Introducing the Heritage Rope from The Original Pawleys Island.

This ultra-soft DuraCord rope has been infused with a twist of color to create a handcrafted rope hammock that is a net for your body with holes just wide enough for your worries to fall through. Featuring handwoven and solution-dyed three-ply DuraCord rope, zinc-plated Steel hanging hardware, and marine-spar-varnished oak spreader bars. Contact: (800) 334-1078 or www.thehammocksource.com.

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Magneta Cushion

Wide or narrow, cozy or imposing, Ortal’s left-side or right-side natural gas corner fireplace collection is an ideal and flexible architectural solution that brings focus to any space. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

Accentuated curving arms, DreamCore cushions, and fully upholstered backs combine to give Homecrest’s Magneta cushion collection a cosmopolitan visual appeal while remaining luxuriously comfortable and weather resistant. Inspired by the Streamline Moderne school of design, this aerodynamic style will add an extra sense of poise and class to any outdoor arrangement. Contact: (218) 631-1000 or www.homecrest.com.

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Corner Fireplaces by Ortal

Memphis Wood Fire Grills: New Beale Street Built-in

Arriving Soon! Powered by Memphis, the Beale Street cart introduces its new built-in version! With the sophistication and versatility of its flagship brand, the Beale Street Built-in stands out among other built-in pellet grills in its price category. Authentic wood-fire flavor, expert engineering and one-touch temperature control mean superior smoking, roasting, and baking, as well as the ability to sear with the optional direct flame insert. Coordinating doors and drawers available. Contact: (888) 883-2260 or www.memphisgrills.com.

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Cubo

Modular meets modern, then embraces the elements of nature to offer great comfort and sophistication. An aluminum and resin frame give the collection strength while aluminum legs with wood-grain finish add style. Cubo offers a wide range of products in a multitude of sizes that all come complete with an interlocking system to secure sectional pieces. Contact: (866) 919-1881 or www.ratana.com.

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product profiles Avalon Fire Pit Party Bar

Elements by Brown Jordan Outdoor Kitchens

Elements is Brown Jordan Outdoor Kitchens’ latest collaboration with architect and designer Daniel Germani. The modular, furniture-inspired collection empowers outdoor living spaces for any footprint, with a variety of sizes and appliance options available. Conceived as uniquely designed stainless steel modules, Elements is built to withstand any climate, is available in dozens of powder-coat finishes, and can be used as a sideboard, bar or cooking station, complementing low seating arrangements. (203) 626-5625 or www.brownjordanoutdoorkitchens.com.

Apricity turns up the heat on outdoor dining innovations with the new Avalon Fire Pit Party Bar. Modern, elevated sling seating surrounds an oversized dining table crafted with industry-changing Resysta.

Crafted with sustainable materials, Resysta has the look and feel of genuine wood, yet resists chipping and fading for long-lasting durability.

With an adjustable fire pit at its center, the collection is sure to be a big hit on this season’s showroom floors. Contact: (888) 997-7623 or www.apricityoutdoor.com.

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Northstar

Northstar appliances from Elmira Stove Works bring bold, beautiful lines and a vibrant pop of color to mid-century, retro, farmhouse, and contemporary kitchens. All-electric, all-gas, and dual fuel models feature electric, highspeed radiant elements or high-output gas burners. Available in nine not-sostandard colors, more than 1,200 custom colors, and a variety of trim options. Contact: (800) 295-8498 or www.elmirastoveworks.com.

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Smoke IT Technology

Adaptable Wi-Fi and Bluetooth connectivity inside the Smoke IT mobile application allows you to adjust cooking temperatures anywhere at any time. Do away with predictable grilling by achieving maximized airflow and hotter grill temperatures at speeds faster than ever before. To find out more, call (877) 972-2474 or www.louisiana-grills.com.

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Heat & Glo

Heat & Glo now ties into the connected home with the IntelliFire app, one of the industry’s first Wi-Fi apps for remote control of the fireplace. Simple, smart and safe, this app is a gamechanger. With a Wi-Fi connection, consumers can monitor and control their fire from anywhere or have a cozy environment greet them when they walk in the door. They can even control the fire with their voice while using select smart speakers.

Contact: (888) 427-3973 or www.heatnglo.com.

The Big Green Egg ceramics last a lifetime and come with a free lifetime warranty.

Now customers can keep the EGG always looking clean and new. Introducing four new SpeediClean products: Exterior Stain Remover, Exterior Ceramic Cleaner, Cooking Grid Cleaner, and Non-Stick Grill Spray. Get ready to show off to family and friends. Contact: (770) 938-9394 or www.biggreenegg.com.

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Big Green Egg SpeediClean

PRODUCT SPOTLIGHT

ADVERTORIAL

HPC FIRE INSPIRED™:

Something New Under the Sun The patio and hearth industry is a cauldron of competition, and all that intensity can be scary or highly motivating.

Sean Steimle, CEO of HPC Fire Inspired (Dayton, Ohio), saw the crowded field, accepted the challenge, and ended up sparking real innovation.

With a talented team of designers and engineers, Steimle fostered a culture that built upon the company’s already sol id foundation and elevated it to an award winner. The fruits of those labors came together earlier this year at the HPBExpo in New Orleans, where the HPC Fire Inspired Universal Gas Orifice earned a coveted VESTA Award for Hearth/Barbecue Components & Controls. The Universal Gas Orifice converts both gas types (LP to NG or NG to LP) in seconds.

The Universal Gas Orifice solidified HPC’s stellar reputatio n among gas fire pit manufacturers, but Steimle and his team did not stop there. In a move that showed the depth of their commitment to product and process innovation, the Ohio-based company took it a step further with the TK Torch

w/ SmartArc™ Technology.

“SmartArc™ Technology improves electronic ignition without the use of a flame sensor,” Steimle explains.

“This new technology simplifies and makes the ignition system much more robust. “Typically, flames have a thermo-couple to sense heat, and we had an opportunity to eliminate that thermo-couple. Now there’s just an arc that goes off about every four seconds that monitors the arc to ensure the ignition of the gas. If the main burner gets blown out, it gets relighted by the arc. This revolutionary technology will become the standard in ignition systems for years to come in the fire industry.”

The industry took notice and the TK Torch w/ SmartArc™ Technology was a finalist for a VESTA Award. The recognition is a testament to Steimle’s forwardthinking philosophy that began in 2018 after an acquisition partnership. After working with the previous owner for six months, Steimle took the reins as CEO and immediately looked to bolster the company’s rigorous commit ment to

quality in the manufacturing of fireplace components, pits, inserts, burners, bowls, rings, and flame control systems.

Consistent craftsmanship is a hallmark of all HPC products, with the entire quality-control process certified through the Canadian Standards Association (CSA), an organization dedicated to global standards development. “CSA is known for their gas experience,” says Steimle, who earned his MBA at Cleveland State University. “A lot of times, we see our competitors who have pieces and parts separately certified. Our products are 100% certified at assembly, and every unit is tested before it leaves our facility.”

New company-wide messaging (Inspired by Safety, Innovated For Your Lifestyle) hammers home the philosophy that has been embraced by distributors, dealers, installers, and consumers. Steimle’s ethos sits well with specialty retailers who are not afraid of the difficult work of sales.

Prior to earning his MBA at Cleveland State, Steimle attended Ohio Northern University in Ada where he attained a Business Management

degree, all while running crisp routes as a receiver on the football team. Suffice it to say that he’s used to being pursued by large people looking to crush him .

And while it’s true that the patio and hearth industry is known to be collegial, the tough mindset cultivated during a career in sales and on the gridiron has undoubtedly helped. When he wasn’t catching passes, Steimle was in the trenches blocking for teammates, all the while learning that success comes from excelling at the fundamentals and building great teams.

He explains: “Our engineering team has more than 100 years of experience. They are NFI-certified, with everything from electrical engineers to aeronautic engineers and mechanical engineers. We have vast experience.

The company itself has 45 years of fire experience, which certainly helps us in developing technology safely and reliably for our customers.”

Entering into the fall of 2020, Steimle is intent on keeping the focus on technology.

While hesitant to divulge too much of the playbook to competitors, he reveals that HPC is actively upgrading smart apps to include relevant flame diagnostics such as flame height. “We also have interactive 3D instructions through BILT, a third party,” he says. “You can download the app and easily walk through installing or troubleshooting a fire feature. It will walk you through a 3D automation, and we’re c ontinuing to build on that platform. There will be additional technology built around our smart and home automation platform.”

Combining enduring beauty and practicality with a modern sensibility is the continuing goal for all manufacturers in the fire space, and it’s a challenge that Steimle is keen to accept. “Our product appeals to technology users and the folks who like to use smart phones, smart apps, and home automation features such as Alexa or Google that integrate these systems,” he says.

“The folks who rely on our products know that it will work every time and it will be safe. We make sure it’s reliable and safe, but then we also create technology that is beautiful and centers on people’s wants and lifestyles.”

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product profiles New Silver Rocket Cold Smoke Hopper

Kodiak Timbers Double Stack

The Silver Rocket Cold Smoke Hopper attachment opens up a whole new avenue in smoking. Your imagination is the limit!

Smoke jerky, cheese, meats, and much more. The cold smoke hopper takes pellet or wood chips and is an ideal companion for your Small, Medium or Large Silver Rocket Grill. Contact: (260) 463-4026.

The Kodiak Timbers is a largestyle log set that utilizes the Double Stack burner system.

The Ceramic Fiber logs allow the set to glow unlike any other large set. It consists of ceramic fiber logs and is available in 21, 24, 30, or 36-inch sizes. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

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Silver Pearl

Marin Urban Scale Seating – New from OW Lee

The new Marin Urban Scale deep seating is designed with the same style and comfort as Marin, but at a smaller scale. This seating group is perfect for smaller spaces and balconies. Marin Urban Scale seating includes lounge chair, swivel rocker lounge chair, love seat, and sofa. Contact: (800) 776-9533 or www.owlee.com.

Silver Pearl is MLW Stone’s newest fireplace facing.

This granite is available in the company’s three standard sizes. The nature of the material lends itself to durability and resilience.

The neutral colorway and unique leathered finish will coordinate with a multitude of design styles and home trends. Contact: (800) 477-7665 or www.mlwstone.com.

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American Fyre Designs Contempo LP Select Firetable

These firetables bring a contemporary, sleek design to any outdoor living space. The newest offering in the Contempo collection is the American Fyre Designs Contempo LP Select. Featuring a low-profile chat height, the rectangular-shaped table houses a 60,000 BTU linear burner, manual flame-sensing controls, and a convenient storage drawer for a horizontalstyle propane tank. As with all American Fyre Designs products, the new Contempo LP Select firetable is crafted from durable glass fiber reinforced concrete and is available in several finish options. Contact: (800) 332-3973 or www.americanfyredesigns.com.

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Pagoda Series

The Pagoda series by California Umbrella redefines style and elegance.

Make your backyard both stylish and comfortable with a classic and elegant pagoda umbrella. With modernized vintage style that makes this California Umbrella design a timeless favorite, this patio umbrella featured on One Kings Lane is the perfect gem for any patio. Enjoy the afternoon shade in style. Contact: (909) 622-4800 or www.californiaumbrella.com.

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product profiles

Woven Fire Table Collection

Fall into the comforts of your outdoor space this fall with NorthCape’s free-standing Woven Fire table collection. Beautiful high-density polyethylene outdoor resin wrapped over a sturdy round or rectangle aluminum frame.

Stocked in 6 popular finishes! Tempered safety glass top, adjustable flame height, match-light ignition, and protective lid. Relax and enjoy the dancing flames reflecting off the crushed glass rocks. Built with style, safety, and quality! Contact: (708) 563-2890 or www.northcape.com.

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Sunsure

Twitchell Technical Products’ Sunsure outdoor fabrics are excellent for umbrellas, cushions, sling furniture, and more. All the materials are fade-resistant, UV protective, easily cleaned, and always made in the USA. For bright, vibrant fabrics, Azure, Greenlake, Orange Envy, and Teal Crush can update any outdoor space. Twitchell can help partners build performanceenhanced fabrics for virtually any application through its unparalleled coating and laminating processes. Contact: (800) 633-7550 or www.twitchellcorp.com.

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The Black Label Series

by Louisiana Grills

The Black Label Series is a fully enhanced wood-pellet series that incorporates Wi-Fi and Bluetooth connectivity with PID intelligence, adjustable rear exhaust, and external SearTECH control that provides a cooking experience worthy of the modern outdoor chef. No other pellet grill offers consumers these features at this price point, placing the Black Label series in a league all its own. Contact: (877) 972-2474 or www.louisiana-grills.com/blacklabelserieslp.

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Patio Renaissance

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

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New DirectVent Pro Horizontal Vent Kit from DuraVent

Do you have an application where terminating the vent for a direct-vent gas appliance atop a masonry chimney may be difficult or impractical? DuraVent’s new Horizontal Vent Kit for DV Inserts could be the ideal solution. This innovative kit allows you to vent an approved appliance horizontally through the back of a suitable masonry chimney. The kit includes co-linear termination, two 3” x 10’ aluminum flex lengths, and hardware for flex attachment.

Contact: (800) 835-4429 or www.duravent.com.

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Twin Eagles

The new Twin Eagles, EAGLE ONE – Super Premium Grill features a striking appearance that speaks to the most discerning designers. Bold illumination characteristics allow you to manage and track temperature with accuracy and style. The grill also offers exclusive features like extra-large half-inch diameter Chef Grade Hexagonal Grates and a Black Glass Infrared Rotisserie Burner. Contact: (800) 789-2206 or www.twineaglesgrills.com.

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7KH EHQHŵ WV IRU \RX High technical quality combined with well - balanced design.

Inserts and modular systems.

With Spartherm inserts, you can now enjoy a fully adjustable, safe DQG HIIHFWLYH ο UH

+ EPA 2020 RANGE + Fully adjustable + INSERTS + ZERO CLEARANCE Fireplace + MODULAR STOVES + 6 models to choose from

CHOOSE THE INSTALLATION OPTION THAT SUITS YOUR NEEDS! ZERO CLEARANCE MASONRY

MODULAR

MASONRY INSERT

MODULAR FREESTANDING STOVE

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Made in Germany. www.spartherm-america.com Contact: m.aumann@spartherm.com

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product profiles Ellery Round Woven Sectional

Theater in the round is coming with Apricity’s trendsetting new Ellery Collection. The round woven sectional will make its debut at upcoming markets and is sure to be a big winner for retailers who want to deliver the very latest in entertaining designs in all-weather wicker. With its modern appeal and glorious mix of textures and neutral tones, Ellery is the outdoor living group that is sure to start a lot of conversations. Contact: (888) 997-7623 or www.apricityoutdoor.com.

Reflections – Ocean Blue Outdoor Rug

The Reflections – Ocean Blue outdoor rug is the perfect complementary addition to any outdoor setting. The ombré-style design with blue polypropylene yarns boasts shades ranging from rich navy to a neutral white center, all inspired by reflections on cooling water. Available in two popular sizes including 7’10” x 10’ and 5’3” x 7’4”, this rug is made in Belgium, offering ease of cleaning and a one-year fade warranty. Contact: (626) 814-0168 or www.treasuregarden.com.

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TK Torch

Newport

The Newport is the second-largest contemporary direct vent gas fireplace designed and manufactured by Woodbridge Fireplace. It features a satin black clean face around a 60”-wide viewing area. The linear flame between hand-detailed driftwood logs reflects on the black enamel panel, making this fireplace an attractive addition to larger rooms or public spaces.

The Newport input rate is 35,000 - 52,000 BTU (NG) and 42,000 - 52,000 BTU (LP). The Newport is available with standing pilot or electronic ignition control systems. Contact: (844) 636-3473 or www.woodbridgedealer.com.

The TK Torch with SmartArc Technology improves electronic ignition without the use of a flame sensor and pilot. The flame detection is operated by sensing the plasma arc. As long as there is sufficient power, the flame will continue. If a weak or no arc is detected, the main gas supply will be shut off. This new technology offers a more cost-effective and reliable means of enjoying electronic ignition. Contact: (877) 585-9800 or www.hpcfire.com.

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Trex Outdoor Kitchens Newport Door Style

The Newport door style is new to the Trex Outdoor Kitchens collection, manufactured by Danver, and features two stiles and rails with a center stile. Launched earlier this year, the new door style offers industry-leading stainless steel cabinetry solutions for today’s outdoor kitchens with unparalleled style, durability, and easy maintenance. Contact: (203) 9358357 or www.danver.com.

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Indoor-Outdoor Tunnel by Ortal

Redefine flexibility with Ortal’s Indoor Outdoor Tunnel fireplaces, emanating warmth and beauty from the interior and exterior of any space. Make the most of the benefits of outdoor living without compromising the comfort of an indoor fireplace. Available for all double-glass Tunnel models.

Contact: (844) ORTAL-FIRE or www.ortalheat.com.

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We didn’t discover fire.

We made it better.

Introducing The First Ultra-Realistic Gas Fireplace Ortal, the luxury fireplace leader, has introduced The Wilderness Collection.

With its exclusive, highly realistic Firelog Technology, architects and designers can create the relaxing experience of a wood-burning fire but with the ease, innovations and options found in all Ortal fireplace styles.

1 844-ORTAL-FIRE | www.ortalheat.com

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product profiles Tempotest StarScreen

With the rich colors and warm texture of wicker, the Somerset collection offers the ultimate in outdoor living. Function and style are combined to create this one-of-a-kind collection. The straightforward, clean design of the aluminumbase sofa and sectional collection features inviting, loose backs, plush seating, and well-proportioned arms for extraordinary comfort.

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

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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Somerset

Passion Glass Candle

The Passion Glass Candle burns vividly brilliant flames that are clean-burning and wind-resistant, powered by Lovinflame’s patented stainless steel wick and water-soluble, non-toxic Lovinflame fuel. The candle features a self-cooling system that allows the air to circulate, creating beautifully shaped flames. There is a total wick burn time of more than 2,000 hours. The candle can also be used with the candle stand for additional décor and design uses. Contact: (909) 781-8462, www.lovinflame.com, or hello@lovinflame.com.

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Mardi Gras (A 2020 Introduction)

Couristan’s Mardi Gras rug livens up both outdoor and indoor spaces. Constructed of 100% Coutron Polypropylene, this structured flatweave design will bring a festive feeling to patios and interior rooms. UV-stabilized, 16-foot width in a modern herringbone design, featuring a blend of Caribbean-inspired colors. Available in five colors: Plum, Gray, Blue (shown), Red, and Lime. Contact: (800) 223-6186 or www.couristan.com.

Dometic MoBar 50

The Dometic MoBar 50 is the most compact model of the MoBar range. Its size makes it perfect to easily entertain intimate groups on your terrace, balcony for any get-together. Built with professional-graded materials, the MoBar 50 comes with a spacious rotomolded ice basket that can keep up to 22 bottles or 32 cans ice-cold. Contact: (800) DOMETIC or www.dometic.com.

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Mont Alpi 44” Inch 805 Built-in

The new and updated Mont Alpi built-in grill is still priced at the sweet spot with some awesome new features. The new models have cast aluminum end caps for durability and strength. They also come fully loaded with a heavy-duty rotisserie kit, halogen lights inside the grill, and color changing red to blue lights on the knobs. The built-in range comes in 2 sizes – 44” and 32”– to suit all needs.

Contact: (949) 207-9595 or www.montalpionline.com.

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product profiles Elmira Stove Works

Elmira Stove Works appliances offer vintage styling with state-of-the-art performance and convenience. Full-size, selfcleaning ovens include electronic controls and choice of cooktops with highoutput burners. Available in seven standard colors, more than 1,200 custom colors, and polished nickel trim or optional antique copper trim. Perfectly suited for farmhouse, Victorian, log home, or even more contemporary settings.

Contact: (800) 295-8498 or www.elmirastoveworks.com.

Nordic Chair

Featuring a high-end, slim profile, this exceptional modern collection offers the perfect mix of style and comfort.

Nordic introduces the beginning of Marine Grade Poly for Berlin Gardens. Marine Grade Poly allows for a sturdy structure but thin physique. Contact: (800) 593-3411 or www.berlingardensllc.com.

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Birch Log Set

American Hearth’s vast selection of vent-free log sets just keeps growing! The new Birch Logs are crafted using Burncrete, which creates the most realistic details, giving the illusion of authentic birch logs. Birch log sets are available in three sizes—18, 24, and 30-inch—and fit all existing slope glaze burners. Contact: (800) 851-3153 or www.americanhearth.com.

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Tempotest Home Fifty-Four Collection-Volume II

Parà S.p.a and its U.S. subsidiary, Tempotest USA, have introduced their latest collection of solution-dyed acrylic fabrics. Building upon the success of the Tempotest Home Fifty-Four, they have added Volume II to the collection. The new collection builds upon the up the roll stripes of the first collection and adds three new jacquards in four colorways, along with a new ottoman stripe that is receiving rave reviews. Fully stocked in the U.S. for immediate shipments from Tempotest USA in Carrollton, Texas, these new additions are Teflon treated and come with Tempotest’s best in the industry 6-year warranty. Contact: (972) 5123534 or www.tempotestusa.com.

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Real Fyre Rural Oak Rumford Gas Logs

The Real Fyre Rural Oak Rumford Collection features a vertically stacked log set crafted specifically to accommodate the tall opening designs of Rumford or “Kiva” style fireplaces. With intricate bark detail and the wood fire realism Real Fyre is known for, the Rural Oak Rumford Collection is available in three log styles including Rural Oak, Rural Aged Oak, and Rural Split Oak, along with two sizes (18/24 and 24/30) and many control options. Contact: (800) 332-3973 or www.realfyre.com.

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Elevate Sling Collection

Combining solid aluminum componentry with traditional Homecrest strength and durability, the Homecrest Elevate sling collection is exceptionally strong, functional, and comfortable. These weighty, solid aluminum pieces offer tremendous wind, salt, sun, and snow resistance in windy conditions, and are ideal for a rooftop balcony and other wind challenging applications. With classic lines and calming contours, Elevate’s engineered design permits unique flexibility, allowing armed and armless units to be stacked together in hospitality and workplace environments.

Contact: (218) 631-1000 or www.homecrest.com.

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product profiles Dauntless

Meticulously crafted with convenience in mind, the Vermont Castings Dauntless FlexBurn wood stove delivers steady overnight heat despite the fiercest winter nights. Exclusive FlexBurn technology provides the option to burn with a catalyst for up to 15-percent higher efficiency on low burns. This mid-sized wood stove allows easy loading from the top and clean removal of ashes with the exclusive swing-out ash pan. A cast-iron griddle top and optional cooking grill offer versatile cooking options for the stovetop chef. Contact: (952) 985-6000 or www.vermontcastings.com.

Vegas Collection

The Vegas collection from Sunset West offers ease of outdoor dining and entertainment with its low-maintenance sling and aluminum frame. Vegas is crafted in colorfast, tear-resistant Textilene, with a scratchresistant Graphite powder-coated frame.

Stackable frames lend to simple storage, with a linear open design that exudes modern sensibility. Contact: (760) 5991021 or www.sunsetwestusa.com.

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Lovinflame Tabletop Firepit

Lovinflame tabletop firepits are free-standing and portable, allowing you to enjoy clean-burning, wind-resistant, and odorless flames indoors or outdoors. The technology is powered by Lovinflame’s proprietary stainless steel wick and non-toxic, water-soluble, and ethanol-free fuel, which minimizes emissions, flare-ups, and risks associated with fuel spills. Contact: (909) 7818462, www.lovinflame.com, or hello@lovinflame.com.

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Memphis Wood Fire Grills: Pro Built-in

Memphis redefines pellet grilling by combining the great favor of woodfire cooking with the ease and versatility of a full-service indoor kitchen complete with coordinating doors and drawers. Our integrated Wi-Fi controller and Memphis Mobile App provide the freedom to monitor and adjust grill temperatures from anywhere. Expert engineering and precision temperature control (up to 700°) mean superior smoking, searing, roasting, and baking. It’s all possible on a Memphis! Contact: (888) 8832260 or www.memphisgrills.com.

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Fire Magic Choice C650

The Fire Magic Choice line brings quality, performance, and value to the backyard.

Featuring an all 304 stainless steel construction, reliable controls, and low-cost operation, the Choice is available in built in, portable, and post models. The newest in the Choice lineup is the 36” C650 built-in grill. Boasting an easy turn-to-light ignition (no power required, no batteries to change), spacious true 36x18 cooking area, stainless steel tubular burners, and Fire Magic’s patented Diamond Sear cooking grids, the Choice offers the Fire Magic grilling experience in its purest form. Contact: (800) 332-3973 or www.firemagicgrills.com.

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Pinnacle Series

Hargrove’s Pinnacle series log sets incorporate a unique twolevel 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.

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Textilene

POLYWOOD Vineyard Modular Deep Seating

POLYWOOD’s Vineyard Modular Deep Seating boasts the rich character that you’ve come to recognize from the Vineyard Collection, with the added convenience of being scaled for stylish comfort. You can securely connect the modular pieces in this deep seating sectional in different ways to accommodate the size of your outdoor area. Made in the USA. Contact: (877) 4573284 or www.polywood.com.

Inspired by nature, Twitchell Technical Products’ new jacquard Textilene fabrics bring the outdoors in and elevate your products and spaces for a clean and modern feel. Reflection is a new favorite that perfectly ties neutral blue tones into any space. This blue and white color combination is ideal for a soft pop of color, seamlessly weaving together form and function. Contact: (800) 633-7550 or www.twitchellcorp.com.

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Harbor Table Collection

The Harbor Table collection provides a new spin to Berlin Gardens’ ever-popular dining sets. A narrower footprint allows for easy access while not sacrificing quality.

Paired with counter height sling chairs, this new Natural Teak on White dining set brings class and comfort to any setting. Contact: (800) 593-3411 or www.berlingardensllc.com.

Mont Alpi Supreme 4 Burner Cart in Black Stainless Steel – S-470

The new Mont Alpi Black Stainless Steel Cart is a sure winner. The Black Stainless Steel Cart and cooking system are all 304 grade stainless steel. The carts come standard with a heavy-duty rotisserie kit, rear and side burners, lights, and weather cover. The beautiful white granite front and side shelves stand out from the crowd. The grill retails from $1,499. It’s a game changer!

Contact: (949) 207-9595 or www.montalpionline.com.

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The Stow Away

Valor H3 with HeatShift

Introducing a new addition to any of the Original Pawleys Island Conversation Chairs, The Stow Away. A drawer that easily slides under the seat to provide you with convenience and accessibility by the pull of a handle. Innovative design, distinctly handsome, outrageously durable lumber that is practically maintenancefree. Create meaningful bonds every bit as strong as the furniture we build every day. Contact: (800) 334-1078 or www.thehammocksource.com.

The popular Valor H3 gas fireplace is now compatible with the Valor HeatShift System, reducing surrounding wall temperatures and improving overall performance. With three unique fuel beds, seven liners, and four fronts, the H3 can accommodate any design style while providing efficient, radiant warmth. Contact: (800) 468-2567 or https://www.valorfireplaces.com/gas-fireplaces/h3.php.

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product profiles Absolute Black

Fire Magic Gourmet Griddle

The Fire Magic Echelon Gourmet Griddle is perfect for outdoor cooking of everything from rice and fajitas to bacon and eggs. Available in portable or built-in models, the griddle is crafted from heavy-duty stainless steel and features dual burners that provide up to 40,000 BTU, hot surface ignition, backlit control knobs, and an expansive 30” x 18” two-zone cooking area that allows preparation of multiple dishes simultaneously. A handsome stainless steel cover protects the griddle when not in use. Contact: (800) 332-3973 or www.firemagicgrills.com.

Absolute Black is a well-priced premium black granite fireplace facing from MLW Stone. Rich and luxurious, this durable material is available in the company’s three standard sizes. A strong and resilient surface makes it highly resistant to scratches. This ultra-polished granite lends itself to both contemporary and traditional styles. Contact: (800) 477-7665 or www.mlwstone.com.

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European Flare

The Spartherm EPA 2020 range of fireplaces, stoves, and inserts bring a new option in design. These stylish fireplaces offer full combustion air control and unhindered fire view. Functionality and design create an atmosphere of comfort and well-being. Spartherm has created this range as a new option in a market that is focused on design and architectural elements. With straight lines, large fire views, and glass fronts, these units are ideal for any design trend. Contact: +49 5422 9441-0 or www.spartherm-america.com.

New for 2021 from C.R. Plastic Products—a glider with all the comfort and style of the traditional Adirondack. Made from up to 100% recycled plastic, this chair features a timeless Adirondack design, paired with a fully plastic, seamless gliding mechanism. Contact: (800) 490-1283 or www.crpproducts.com.

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Single Glider

SUNGLO A270 Patio Heater

Mia

Imagine ridding the ocean of harmful trash just by relaxing in your favorite chair. Made with recycled ocean plastic, the Mia collection from Ebel Inc. does just that. With its clean, modern lines and warm gray tones, this group not only fits your lifestyle, but also your desire for environmental responsibility. The Mia collection also features an extra-long 4-seater sofa. The collection is available in Fog and includes thick 5-inch cushions. Contact: (866) 752-6320 or www.ebelinc.com.

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

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

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product profiles The Silver Rocket Sauces & Seasonings

Your taste buds will surely “lift off” after using The Silver Rocket’s special line of sauces and seasonings. What makes them so great? The main ingredient: Maple! Choose from a variety of seasonings including Rocket Booster (chicken seasoning), Rocket Thrust (seafood and stir-fry seasoning), Rocket Smoke (rib and butt rub), and Rocket Science (steak and burger seasoning). Then, dip your favorite grilled foods in The Silver Rocket Maple Hot Sauce or Maple BBQ Sauce. Contact: (260) 463-4026.

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Universal Gas Orifice

The new Universal Gas Orifice allows one orifice to handle either Natural Gas (NG) or Liquid Propane (LP). The Universal Orifice allows for easy conversion between the gases on-site, no disassembly required, and easily converted in seconds.

Contact: (877) 585-9800 or www.hpcfire.com.

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Delta Heat Premier Grills

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

Contact: (800) 422-0091 or www.deltaheat.com.

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DelRay Square 38

Introducing the DelRay Square, which includes a brand-new universal burner that gives consumers a more flexible fireplace they can redesign anytime! Montigo has developed a high efficiency, mobile home compatible fireplace that is ready to customize with stunning log sets or contemporary scenes. Additional features include heat distribution systems, propane conversion kits, and halogen downlighting. Tentative Release: Winter 2020. Dealer inquiries welcome. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com.

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Balance

Carol Rose Outdoor Linear Fireplace

This fall, gather your friends and family around a Carol Rose outdoor linear see-through fireplace. This 48-inch outdoor fireplace includes easy-to-use controls to adjust the flames and change the color of the LED under-lighting.

Learn more about the Carol Rose Coastal Collection by becoming a White Mountain Hearth dealer today! Contact: (800) 851-3153 or www.whitemountainhearth.com.

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Balance is a timeless collection of woven fabrics from Sunbrella fusing modern and classic elements with functionality, comfort, and design. Through intentional styling, the collection brings new opportunities for fresh atmospheres that feel playful and approachable.

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

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Pendleton II

Montigo Firepit

Commercially constructed out of thick gauge stainless steel, Montigo’s C View firepit may be customized to meet even the most unique designs. Offered in linear, square, round, curve, “L,” and other custom styles with ribbon or plume flame options and accessories, your firepit is sure to wow. Dealer inquiries welcome.

Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com.

Featuring the enduring performance qualities of Sunbrella fabrics, Pendleton II by heritage brands Pindler and Sunbrella continues unfolding stories of the American West. The collection also pays homage to America’s national parks with new patterns in National Park Stripes. Contact: (336) 221-2211 or www.sunbrella.com.

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Canton

The Canton collection from Ebel Inc. takes comfort and design to the next level with its combination of woven-in reticulated foam cushions, rich weaves, and wood-grain streaked aluminum frame. All of the comfort, with none of the maintenance. The Canton collection is available in Hickory and Smoke and features built-in reticulated foam cushions. Contact: (866) 752-6320 or www.ebelinc.com.

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RTF Fireplace

Design Excellence

Available since 2015, Spartherm’s Design Fireplace range, consisting of large, multi-sided fireplaces, has been a hit in the North American market. This collection of 15 fireplaces offers European design and functionality. Architects and designers request the fireplaces for their most prestigious developments due to their unique designs and product features. The biggest sellers of this Spartherm fireplace range are the angled units with a clear fire view from any part of the room. Contact: +49 5422 9441-0 or www.spartherm-america.com.

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Ready-To-Finish linear fireplace enclosures from The Outdoor GreatRoom Company are made from HardieBacker fiber cement board and G90 marine-grade galvanized steel framing. These can be finished on-site to match your landscaping, hardscaping, or exterior design with stone or other non-combustible materials. Crystal Fire Plus burner technology is incorporated into each burner to produce a robust, high-BTU flame. Perfect for both commercial and residential applications. Contact: (866) 303-4028 or www.outdoorrooms.com.

Give your Sunpak heater a fresh, clean look. The Gray Facia for Sunpak heaters adds a new level of distinction and style. It is easy to install on any existing Sunpak heaters. The Sunpak facia is also available in black, bronze, and stainless steel. Contact: Randy Carsten at AEI at (949) 474-3070 or www.aeicorporation.com.

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Sunpak

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product profiles ReTweed

River Brook 7Piece Patio Dining Set

As the first sustainable line of performance fabrics from Sunbrella and Richard Frinier to contain up to 93% recycled content, ReTweed is a mid-century modern and vintage tweed-inspired collection woven in classic neutral and richly colorful earthen hues. These environmentally friendly fabrics feature a rich and textural handmade appeal. Contact: (336) 221-2211 or www.sunbrella.com.

Twin Star introduces the River Brook 7piece Patio Dining Set (Kathy Ireland Homes & Gardens

by TK Classics), which comes with six armchairs and a choice of 12 different cushion options. The set features handwoven resin wicker in a rich walnut wide weave, rust-resistant powder-coated aluminum frame and tabletop, and an umbrella hole in the center of the tabletop. Contact: (561) 330-3201 or www.twinstarhome.com.

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Enerzone Solution 3.5 Wood Insert

Tofino Modular Deep Seating Collection

The best-selling modular Tofino deep seating collection from C.R. Plastic Products is simple, sleek, contemporary, and offers multiple modular configurations to accommodate any outdoor space. Versatile in its design and aesthetic, this refined deep seating collection will look beautiful for years. Available in five premium recycled plastic frame colors and 30 Sunbrella performance fabrics. Contact: (800) 490-1283 or www.crpproducts.com.

Designed to replace old ineffective masonry fireplaces, the Solution 3.5 is your best choice for creating the perfect ambiance. Comfort, performance, and savings are at the core of your heating experience with this wood insert designed for large spaces, in addition to being very respectful of the environment. Contact: (418) 878-3040 or www.sbi-international.com/en.

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J Series Outdoor Fireplace

Lucia

The Lucia outdoor rugs bring a touch of elegance to your living space, indoors or out. Neutral colors and elegant patterns will offer you the sophisticated yet trendy look that works with any lifestyle.

These rugs are machine-woven in Turkey of UV-treated polypropylene, specifically made for the rugged outdoors. Contact: (800) 967-4254 or www.kasrugs.com.

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The J Series outdoor fireplace, with its LED lighting and weatherresistant stainless steel, now has a new shape. At 40 inches wide and 27 inches tall, this model has all of the features that make the J series distinct. Additionally, the 40H includes a choice of two burner types: The linear burner creates an even line of flame that looks impressive with glass fire media or Carrara pebbles, and the campfire burner features flames that are smaller on the sides and increasing in height to the middle. Paired with the log media set, it creates a natural campfire look. Both burners have robust, animated flames that dance about in mesmerizing beauty. Contact: (781) 324-8383 or www.europeanhome.com.

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industry news continued from page 14

nentry so that it stands up to even the windiest conditions. We offer Elevate in our unique double layer sling and aluminum mesh designs. Our double layer slings are particularly comfortable and long-wearing in our signature elastomeric Sensation sling fabrics. Our classic aluminum mesh is a great option for extreme climates and highuse environments.

Homecrest’s new Concrete tops are an expansion of our popular Natural Series. These occasional and fire table surfaces look just like concrete, but they have superior weather-resistance and a more manageable weight than the real thing. These tops fulfill the needs of today’s consumers, as they’re incredibly resistant to the effects of sun, salt, and temperatures. Many faux tables contain materials that can be subject to warping; Homecrest’s Natural Series tops use a proprietary composite that has been scientifically tested and measured to reduce warping rates to below 1%.

This offers long-term material stability that is significantly more sophisticated than the competition.

P&HPR: How does your Quick Ship program differ from other manufacturers’ Quick Ship programs?

DeJong: Our Quick Ship program for 2021 will offer a selection of our best-selling collections in popular fabric and finish options. We are excited to share that we’re moving to a fully finished, pick-and-ship model, and we will ship every Quick Ship product from our Minnesota facilities within three business days of the order being received.

P&HPR: What are the specifics of your

Shop Local campaign and how does it relate to specialty retailers?

DeJong: We launched the Shop Local campaign in April, at the height of the shutdowns. Store owners took videos of their showrooms, and our video editors then took the raw footage and turned it into beautiful marketing pieces. We then shared these on social media. Dealers, in turn, shared the Shop Local videos on their own channel, and it wound up being a powerful way to reach consumers who were stuck at home.

In addition to presenting gorgeous showroom tours, Shop Local videos shared how local retailers were cre-

POLYWOOD Collaborates with Shayla Copas POLYWOOD, designer and manufacturer of American-made sustainable outdoor furnishings, announces its collaboration with designer and author Shayla Copas in the Shayla Copas Fabric Collection by POLYWOOD. The artistry and aesthetic of this well-recognized designer will be reflected in 17 original textile designs. The collection launches this fall to specialty retailers and will be available to the design trade and online in Spring 2021.

“From the beginning, we saw the partnership as an opportunity to draw upon each other’s strengths and create a unique and durable collection to accessorize our furnishings,” said Megan Pierson, senior vice president of business development. “With POLYWOOD’s mission of sustainability, we were able to bring Shayla’s original design concepts to life through our partnership with Revolution and their fabrics’ performance characteristics. We’re excited to share our results with retailers and design professionals.”

The Revolution Performance Fabrics are free of PFC chemicals and VOCs. The Shayla Copas Collection features

atively continuing to do business— whether online, via distanced design consulting, or through curbside pickup. During this time, consumers wanted to invest in their outdoor spaces, but needed a different set of shopping options than would be typical in a spring retail season.

Our retailers stepped up and we received great feedback from stores who had consumers come in and purchase furniture and outdoor accessories as a direct result of seeing the Shop Local videos online. We also enjoyed the opportunity to partner with retailers across the U.S. and Canada in the midst of such an unusual season.

P&HPR: In what other ways do you

assist specialty retailers in supporting the sale of your products?

DeJong: In a happy coincidence, we decided in the fall of 2019 to develop a live webinar-based training program for the 2020 retail season. We launched this in early March, just prior to the serious consequences of COVID-19 being felt in the United States and Canada.

This program became a vitally important way to support retailers and their staff during a season where reps could not travel, stores were very

17 fabrics across four colorways. A selection of patterns in Coral, Pistachio, Spearmint, and Cobalt was created by Copas, as well as complementary solids.

Shayla “My collection of textile Copas designs was primarily inspired by nature, color, and entertaining. My love of travel will also be noticed in the safari print and in a few other surprising patterns,” Copas says. “I love pattern and am not afraid to use it. I also like a classic feel in my designs. For that reason, I was able to keep this collection classic, yet have a fresh vibe.”

The Little Rock, Arkansas-based designer envisions this collection as an opportunity to grow an existing partnership. “POLYWOOD is such a leader in outdoor design and in sustainability,” Copas says. “They approached me to visit the factory a few years back and I fell in love with the product, the company, and their people. After the visit, I was asked to be a brand ambassador.

Subsequently, t hey approached me about a fabric collection. They saw my love for color and pattern as a great addition to their fabric offerings.”

limited in their operations, and many employees were working from home.

Helping retail staff feel secure and confident in their product knowledge, while also showing them how to use our online Interactive Design Center and Outdoor Space Planner for virtual meetings with their own customers, wound up being even more important than we could have foreseen.

P&HPR: What are some of the latest

initiatives at Homecrest?

DeJong: We’ve expanded our impact on the West Coast over the last 12 months. New representation in the Pacific Northwest and British Columbia, Northern California and Northern Nevada, and Southern California and Las Vegas is already yielding excellent results. We look forward to sustained long-term growth in these regions.

P&HPR: How do you plan to support your long-term growth efforts?

DeJong: We have a number of initiatives to support this long-term growth and strengthen our brand story. First, we are modernizing our plants and manufacturing processes with state-ofthe art technology. We aim to improve both efficiency and quality in the prod-

ucts we produce. Second, we are launching digitization projects to better serve our customers and streamline the flow of products and information through our plants and to our dealer partners. Finally, we are collaborating with innovative suppliers to incorporate new and exciting materials into the Homecrest product line.

P&HPR: What are your short-term and long-term expectations for Homecrest?

DeJong: We expect the outdoor space, both residentially and commercially, to continue to grow in importance as the world learns to manage a new normal where social distancing and fresh air are becoming highly valued. In addition, North American manufacturing will continue to capture a bigger share of that market as we learn to embrace technology, build upon quality brands, and develop deeper relationships with our consumers. Homecrest has enjoyed tremendous growth over the last few years by focusing on the comfort, quality, and durability that our brand has always promised. Most importantly, we have a team that will continue to drive that growth and build our market share for many years to come.

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advertiser index Advertiser

Phone

Website

Page

profiles directory

AEI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . . .www.aeicorporation.com . . . . . . . . . . . . . . .11 Company Agio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . . . .www.agio-usa.com . . . . . . . . . . . . . . . . . . . . .5

Page

AEI ........................................................................................................83

Berlin Gardens . . . . . . . . . . . . . . . . . . . . .(800) 593-3411 . . . . . .www.berlingardensllc.com . . . . . . . . . . . . .69

American Fyre Designs (RH Peterson) ........................................................68

Big Green Egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . .www.biggreenegg.com . . . . . . . . . . . . . . .32

American Hearth (Empire Comfort Systems) ..............................................76

Bull Outdoor Products . . . . . . . . . . . . . . .(800) 521-2855 . . . . . .www.bullbbq.com . . . . . . . . . . . . . . . . . . . .19 C.R. Plastic Products . . . . . . . . . . . . . . . .(800) 490-1283 . . . . . .www.crpproducts.com . . . . . . . . . . . . . . . . .61

Apricity (Agio)....................................................................................66, 72 Berlin Gardens ..................................................................................76, 79 Big Green Egg ..................................................................................62, 66

California Umbrella . . . . . . . . . . . . . . . . .(909) 622-4800 . . . . . .www.californiaumbrella.com . . . . . . . . . . . .51 Couristan . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 223-6186 . . . . . .www.couristan.com . . . . . . . . . . . . . . . . . . .57 Dansons, USA . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . .www.dansons.com . . . . . . . . . . . . . . . .46, 87 Danver . . . . . . . . . . . . . . . . . . . . . . . . . . . .(203) 935-8357 . . . . . .www.danver.com . . . . . . . . . . . . . . . . . . . . .24

Brown Jordan Outdoor Kitchens ................................................................66 Bull Outdoor Products ........................................................................60, 62 C.R. Plastic Products ..........................................................................80, 84 California Umbrella ............................................................................62, 68 Couristan ..........................................................................................62, 74

Dometic . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) DOMETIC . . . . . .www.dometic.com . . . . . . . . . . . . . . . . . . . .23 DuraVent . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 835-4429 . . . . . .www.duravent.com . . . . . . . . . . . . . . . . . . .25

Danver....................................................................................................72 Delta Heat (Twin Eagles) ..........................................................................82

Ebel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 752-6320 . . . . . .www.ebelinc.com . . . . . . . . . . . . . . . . . . . . .33

Dometic ............................................................................................62, 74

Eiklor Flames . . . . . . . . . . . . . . . . . . . . . . .(888) 295-5647 . . . . . .www.eiklorflames.com . . . . . . . . . . . . . . . . .81

DuraVent ................................................................................................70

Elmira Stove Works . . . . . . . . . . . . . . . . .(800) 295-8498 . . . . . .www.elmirastoveworks.com . . . . . . . . . . . .58

Ebel..................................................................................................80, 83 Elmira Stove Works ............................................................................66, 76

Empire Comfort Systems . . . . . . . . . . . .(800) 851-3153 . . . . . .www.empirecomfort.com . . . . . . . . . . . . . .29

Enerzone ................................................................................................84

The Hammock Source . . . . . . . . . . . . . . .(800) 334-1078 . . . . . .www.thehammocksource.com . . . . . . . . .55

European Home ......................................................................................84

Hargrove Manufacturing . . . . . . . . . . . . .(800) 725-4166 . . . . . .www.hargrovegaslogs.com . . . . . . . . . . . .49

Fire Magic (RH Peterson) ....................................................................78, 80

Hearth & Home Technologies . . . . . . . .(888) 427-3973 . . . . . .www.hearthnhome.com . . . . . . . . . . . . . . .88

The Hammock Source ........................................................................64, 79 Hargrove Gas Logs ............................................................................68, 78

Hearth Products Controls . . . . . . . . . . . .(877) 585-9800 . . . . . .www.hpcfire.com . . . . . . . . . . . . . . . . . . . . .67 Homecrest . . . . . . . . . . . . . . . . . . . . . . . . .(218) 631-1000 . . . . . . .www.homecrest.com . . . . . . . . . . . . . . . . . .52

Heat & Glo (Hearth & Home Technologies) ..........................................66, 78 Homecrest ........................................................................................64, 76

HPBA . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(703) 522-0086 . . . . . .www.hpbexpo.com . . . . . . . . . . . . . . . . . . .77

HPCFire (Hearth Products Controls) ....................................................72, 82

ICFA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . . . . .75

Infrared Dynamics (AEI) ............................................................................80

Lovinflame . . . . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . . . .www.lovinflame.com . . . . . . . . . . . . . . . . . .36

KAS Rugs ................................................................................................84 Louisiana Grills (Dansons)....................................................................66, 70

Memphis Wood Fire Grills . . . . . . . . . . .(888) 883-2260 . . . . . .www.memphisgrills.com . . . . . . . . . . . . . . .63

Lovinflame ........................................................................................74, 78

MLW Stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .52

Memphis Wood Fire Grills ..................................................................64, 78

Mont Alpi . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 207-9595 . . . . . .www.montalpionline.com . . . . . . . . . . . . . .15

MLW Stone........................................................................................68, 80

Montigo . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 378-3115 . . . . . .www.montigo.com . . . . . . . . . . . . . . . . . . .65 NorthCape . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . . . .www.northcape.com . . . . . . . . . . . . . . . . . .37

Mont Alpi ..........................................................................................74, 79 Montigo............................................................................................82, 83 NorthCape ........................................................................................62, 70

Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . . . .www.ortalheat.com . . . . . . . . . . . . . . . . . . .73 OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . . . . . .2 Patio Renaissance . . . . . . . . . . . . . . . . . . .(866) 690-5673 . . . . . .www.patiorenaissance.com . . . . . . . . . . . .47 POLYWOOD . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . . . .www.polywoodoutdoor.com . . . . . . . . . . . .9

Ortal ................................................................................................64, 72 The Outdoor GreatRoom Company ..........................................................83 OW Lee ............................................................................................64, 68 Patio Renaissance ..............................................................................70, 74 POLYWOOD ..........................................................................................79

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . . . .53

Ratana ..............................................................................................60, 64

RH Peterson . . . . . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . . . .www.rhpeterson.com . . . . . . . . . . . . . . . . . . .7

Real Fyre (RH Peterson) ............................................................................76

Spartherm . . . . . . . . . . . . . . . . . . . . . . . . .+49 5422 9441-0 . . . .www.spartherm-america.com . . . . . . . . . . .71

Spartherm ........................................................................................80, 83

Sunbrella . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . . . .www.sunbrella.com . . . . . . . . . . . . . . . . . . .59

Sunbrella ....................................................................................82, 83, 84

Sunrise Metal Shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .39

Sunrise Metal Shop ............................................................................68, 82 Sunset West ......................................................................................60, 78

Sunset West . . . . . . . . . . . . . . . . . . . . . . .(760) 599-1021 . . . . . .www.sunsetwestusa.com . . . . . . . . . . . . . .13 Tempotest USA . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . . .www.tempotestusa.com . . . . . . . . . . . . . . .12 Treasure Garden . . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . . .www.treasuregarden.com . . . . . . . . . . . . . . .3 Twin Eagles . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . . .www.twineaglesgrills.com . . . . . . . . . . . . . .21

Tempotest ........................................................................................74, 76 Treasure Garden ................................................................................60, 72 Twin Eagles ............................................................................................70 Twin Star Home ......................................................................................84 Twitchell............................................................................................70, 79

Twitchell . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 633-7550 . . . . . .www.twitchellcorp.com . . . . . . . . . . . . . . . .41

Valor ................................................................................................60, 79

Valor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . . .www.valorfireplaces.com . . . . . . . . . . . . . .43

White Mountain Hearth (Empire Comfort Systems) ......................................82

Woodbridge Fireplace . . . . . . . . . . . . . .(844) 636-3473 . . . . . .www.woodbridgedealer.com . . . . . . . . . .45

Woodbridge Fireplace........................................................................60, 72

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 2020, VOL. 15, NO. 5 © 2020 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE (847) 763-9261. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

86 PATIOANDHEARTHPRODUCTSREPORT.COM

Circle Reader Service No. 87

May every home have a HEARTH. HELP HOME BUILDERS BECOME SANCTUARY BUILDERS.

While home construction is rising, the inclusion of fireplaces is falling.

But consumers consider them a “must have.” Help builders create the shelters of comfort and security we need—with a fireplace at the center.

Providing warmth and comfort where people live, work and gather. See the product line-up at heatnglo.com.

Circle Reader Service No. 88