Patio & Hearth Product Report September/October 2013

VERMONT CASTINGS GROUP

T H E C O M PA N I O N G R O U P

M A L L I N C A S UA L

www.patioandhear thproductsrepor t.com CAL FLAME

Circle Reader Service No. 2

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contents September/October 2013

| Volume 8, Number 5

66 42

My Turn – Sheltering Shade

By Sharon Sanders

Solair® retractable awnings are the perfect shade solution for customers seeking protection from the sun.

46

Product Innovation – Smart Furniture

By Cheryl Dangel Bartolini

Twin-Star International’s sleek fireplace cabinets offer both warmth and flair.

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50

Corporate Profile – Branching Out

By Jesse Burkhart

Windward Design Group has expanded its product offerings while still focusing on quality, comfort, and value.

54

Insight – Warming Trend

By Cherise Forno

Infratech’s sleek patio heaters extend the outdoor season during the fall and winter months.

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85

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Insight – The Heat Is On

By Cherise Forno

features 8

22

Marketing Maneuvers – Thinking Outside the House

By Cheryl Dangel Bartolini

Guest Editorial – Reclaiming the Days of Our Past

Ortal USA’s contemporary line of gas fireplaces has gained a strong footing in the marketplace.

58

After being in business for more than half a century, Art Van Furniture has expanded into the outdoor-furniture market.

By Mike Weaver

A walk down memory lane reveals how much the outdoor-living industry has changed.

26

Last Word – Familiar and Bold

By Greg Thompson

Ebel Inc. continues to maintain a large and diverse customer base with its midrange to upper-end price points.

Hearth Retailer Profile – Selling Warmth

By Sharon Sanders

16

Product Spotlight – Hot Outdoor Kitchens

The Woodway prides itself on offering heating solutions for a diverse customer base.

By Cheryl Dangel Bartolini

30

Today’s outdoor-kitchen consumers have many choices, in terms of designs, products, and prices.

in every issue

Outdoor Grilling – A Foodie’s Paradise

By Cheryl Dangel Bartolini

6

By focusing solely on grills and culinary arts, this Canadian retailer has made business boom.

34

Chicago Publisher’s Viewpoint and Editor’s Message

Showroom Showcase – Diversify and Grow

10

Industry News – Edited by Kris Kyes

By Sharon Sanders

60

Casual Market Roundup

Although its roots were in the brick/block industry, Antique Brick Outdoors grew substantially after selling outdoor-living products.

64

What’s New: 6 Hot Products to Sell Now

By Carol Daus

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88

As I See It – The Perfect Partnership

By Sharon Sanders

66

Product Profiles

The director of sales for Miles Industries discusses recent developments for the popular Valor™ brand of gas fireplaces.

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Product Profiles Directory

90

Ad Index

On the Cover | Grand Pavilion by Cal Flame, www.calflamebbq.com

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Patio & Hearth Products Report September/October 2013

Follow us on Twitter: @patiohearth www.Facebook.com/PatioHearthProductsReport

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Circle Reader Service No. 5

CHICAGO I love trade shows! I love the energy,

the networking, the education, and the big-picture view of what is available, all of which are gained by attending industry events. As a publisher of a trade magazine, I have yet to attend a bad trade show. Regardless of the total attendance, location, or dates, I always get something valuable out of attending industry events.

The opportunity to talk and interact with both our readers and our advertisers is invaluable. It provides me and my staff with a window into where the industry is—and where it is going.

We always walk away from a trade show with lots of new editorial ideas, in addition to insight into the factors that are driving the patio, hearth, barbecue/grill, outdoor-furniture, outdoor-kitchen, and outdoor-living industry. Conversations that we have had (over the years) with both show attendees and exhibitors have convinced us that nearly every trade show ends up being a worthwhile, beneficial experi-

PUBLISHER’S VIEWPOINT

ence for those two groups.

This year’s Chicago International Casual Furniture & Accessories Market™ was no exception. The general mood at the show was upbeat and positive. While no one has a crystal ball to predict the success of the 2014 season, almost everyone shared with me that he or she was looking forward to a good season (and that the 2014 season will surpass the 2013 season). How much 2014 will be up over 2013, no one knows for sure—but then again, up is up, and a win is a win!

While in Chicago, I had the opportunity to talk with Lucas Stritsman, sales manager for Best Fire Hearth & Patio (Albany and Troy, New York). We profiled Best Fire Hearth & Patio in the September/October 2010 issue of Patio & Hearth Products Report.

Stritsman shared with me that his company—never one to rest on its laurels—is expanding its showroom; using vignettes in the showroom to display products properly; using social media to

its advantage to reach out to past, current, and prospective customers; and redefining the product mix and product lines that it features on the showroom floor. Stritsman and his team exemplify what it means to keep fine-tuning (and improving upon) your products and service.

I always enjoy talking with the manufacturers at trade shows, since they are so involved in the industry, have a close connection with our readers, and generally have a good finger on the industry’s pulse. As a specialty retailer, you owe it to yourself to spend time talking with the manufacturers, whether or not you are currently doing business with them.

Sure, all manufacturers want to sell you their products. That’s how commerce works. Most manufacturers, however, will take the time to talk honestly with show attendees about which products and collections make the most sense for a specialty retailer’s customer base.

The manufacturers know that you can’t be all things to all people. What

sells in Seattle, Washington, is not necessarily going to sell in Mobile, Alabama. Talking with the manufacturers about frame and fabric selections, the overall size of collections, product diversification, warranties, delivery times, and more can be valuable—and can prove profitable, when you decide which products and collections will do best on your showroom floor.

Beginning on page 60, you’ll find the smiling faces of just a sampling of the exhibitors at this year’s Casual Market.

If, by chance, you didn’t attend the 2013 show, be sure to put it on your calendar for next year. You won’t regret it.

TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

FROM THE EDITOR

I’m not one to write about sports. I usually leave that topic

for Tony, who does an amazing job of motivating business owners and managers with his sports analogies. Since hockey season has arrived, though, and because I’m an avid fan of the Chicago Blackhawks (the current Stanley Cup champs), it’s my turn to praise North America’s fourth-largest professional sport as a source of inspiration for specialty retailers.

Hockey can be a tough game. Players are whacked by sticks, struck by fists, and pelted by flying pucks. Most players are willing to sustain bodily injury, either to help their team score or to prevent a goal from 6

being scored against it.

You would think, given the brutal nature of the sport, that the most successful players would be the strongest and biggest—but this isn’t always the case. Take one of the sport’s legendary players, Wayne Gretzky. He dominated the game not because of his physical build, but because of his intelligence and comprehension of the game. Citing his father’s advice, Gretzky says, “I skate where the puck is going to be, not where it has been.”

Successful retailers often demonstrate the same uncanny foresight. Just about every retailer in the patio-furniture, hearth, and outdoor-products industries was adversely affected by the recession. Some chose (or were forced) to close, but others—including small, independent retailers—became stronger after reinventing their businesses.

Patio & Hearth Products Report September/October 2013

Our Showroom Showcase retailer in this issue, Antique Brick Outdoors, is the perfect example: As a small business that focused on masonry supplies, Antique Brick Outdoors was hit hard when local construction slowed. Instead of waiting for sales to increase, however, owners Marsha and Dave Garner decided to expand in a new direction.

After much trial and error, they found that selling a core selection of products in the outdoor-kitchen area was the right strategic move.

Ultimately, the key to their success was their dogged determination. Not being willing to wait things out, they sought solutions and worked hard to implement changes to their business model.

In hockey, as in most sports, those teams most focused on winning will come home victorious. The Chicago Blackhawks demonstrated this last June, during the final game of the

Stanley Cup championship.

Trailing the Boston Bruins 2–1, with 76 seconds left, the Blackhawks made two goals, 17 seconds apart, to stun the Bruins, 3–2, and win the team’s second Stanley Cup in the past four seasons. It was a critical game to win; if the Blackhawks had been forced to play a seventh game, the momentum would have been with the Bruins, a team with 17 players who had been on the 2011 championship team.

In today’s marketplace, specialty retailers of casual furniture, barbecue products, or fireplaces are forced to compete with many different businesses, from sophisticated mass retailers and big-box stores to Internet merchants and other independent stores offering similar products. To succeed in such a crowded and changing marketplace, it’s essential to take risks, whether those involve opening new stores, closing poorly performing

stores, or expanding into new product lines.

As Gretzky states, “You miss 100% of the shots you don’t take.” Every specialty retailer knows that there’s always an element of risk in running a business. The key is to identify the appropriate risks and then manage them skillfully. By diversifying into a new product line, the Garners assumed a risk, but appropriate research and targeted strategies paid off through increased sales.

If you’re experiencing sluggish sales, maybe it’s time to reenvision your business.

Diversify your revenue stream, create new vendor relationships, remodel your showroom, or use social media to promote discounts and special events.

Revisit your customer-service program to ensure that you exceed customers’ expectations—at every turn.

CAROL DAUS EDITOR CDAUSWRITE@SOCAL.RR.COM

Wood Burning - Redefined Returning to Napoleon’s foundation of wood burning products, the new S-Series Wood Stoves and EPI3 Wood Burning Inserts bring a fresh, contemporary look to one of the oldest forms of home heating.

The S-Series offer three sizes ranging from 55,000 to 85,000 BTU’s and the EPI3 is available in two styles, the contemporary model and the traditional model to suit any décor.

1-800-461-5581 • napoleonfireplaces.com Circle Reader Service No. 7

guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

RECLAIMING THE DAYS OF OUR PAST

EDITOR Carol Daus cdauswrite@socal.rr.com

by MIKE WEAVER ART DIRECTOR Cassandra Estes cassestes1968@gmail.com

T

wenty years ago, who could have imagined building a full outdoor kitchen, as well as shopping for weatherresistant sofas, outdoor rugs and

decor, misting systems, firepits, outdoor televisions, and music systems? In my childhood, a typical backyard contained no more than a swing set, a doghouse, webbed folding chairs, and—if you were lucky—an aboveground or in-ground pool.

Hasn’t the backyard changed dramatically? Starting as a place to keep pets, it has now become a full-blown outdoor retreat.

When I was growing up, my brother and I spent all of our time (when not in school) outside— playing with neighborhood friends, playing ball, and riding our bikes. We practically lived outdoors, only going inside when it was necessary, or as it became dark. We drank water from the hose to avoid hearing our mother say, “You’re letting the air conditioning out; close the door.”

We never complained about the weather: We were part of the outdoor-kid generation, and we loved being outside. It’s no wonder that baby boomers are eager to get outdoors and live there again—today.

Over the past decade, events contributed to the turning of homes into self-sufficient forts: Neighborhood crime, coupled 8

with increased security consciousness, pulled many U.S. families indoors to cocoon in larger, alarm-monitored houses equipped with surveillance cameras. The free-range life with which so many baby boomers grew up was clearly nowhere in sight.

Simultaneously, demand for home-entertainment products reached an all-time high. Typical households might have gaming consoles, computers with Internet access, cable/satellite televisions, home gyms, built-in home theaters, and even man caves.

Gradually, this demand came to include outdoor living. Thank goodness: No more cocooning; we are finally free. The new places to gather socially—other than coffee shops and social-media websites—are outdoors: our own backyards, lake/beach houses, golf courses, parks, and camping/tailgating areas.

The backyard retreat has quickly become the hot ticket, both in new homes’ call-out features and in remodeling. It’s not difficult to imagine enjoying your own outdoor oasis, fully equipped with all the indoor amenities: a weather-resistant wine refrigerator; a ceramic grill, built into a poolside kitchen island; beautiful, comfortable outdoor sofas and lounge chairs; atmospheric lighting; outdoor heating and cooling systems; and more. In some states, you’ll want to add a mosquitorepelling device, too.

Visualize the lifestyle connected to the outdoor oasis—the pool volleyball game is in full force, the barbecue area is loaded with friends waiting to dine, music is playing as your spouse sways, the dog is barking, and the kids are playing. It’s a time and place where life’s memories are made.

Moreover, it doesn’t take much to revive your memory that the outdoors was a place of great child-

Patio & Hearth Products Report September/October 2013

hood happiness for you.

What’s been missing in outdoor living and entertaining— until now? Perhaps it’s a little mood-changing music that plays throughout the outdoor-kitchen, pool/spa, and lounging areas.

Maybe it’s the roar of the crowd at a televised football game that you watch, at poolside, with your coworkers and friends. Music and television make the outdoor environment picture perfect (and complete).

At Soundcast Systems (Chula Vista, California), we offer weather-resistant, portable wireless music systems that enhance outdoor living. If you’re seeking a simple, affordable way to add music to your outdoor-entertainment areas without hiring a contractor to install wiring, Soundcast Systems offers a variety of great products to consider. If you’re planning to add an outdoor allweather LCD television, I recommend products from SunBriteTV® (Thousand Oaks, California), since they are time tested and deliver superior brightness (while resisting the harsh effects of rain, dirt, insects, extreme temperatures, and UV rays).

Start enjoying your time away from the pressures of life and work by going outdoors with your friends and family. It’s great restoration for mind and body.

No more cocooning: We are free to enjoy life outdoors, just as we did when we were kids—but now, with great music and entertainment added.

ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Jesse Burkhart Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL-MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report

Mike Weaver works for Soundcast

PO Box 2190

Systems (Chula Vista, California),

Skokie, IL 60076-7890

which makes high-performance wireless music systems. The company recently launched Melody, a compact, omnidirectional Bluetooth® wireless speaker system with a modern design.

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Circle Reader Service No. 9

INDUSTRY

NEWS

by KRIS KYES

Gensun Casual Living’s Kitchen Line Receives Rave Reviews Gensun Casual Living, a familyowned company known for creating high-quality outdoor furniture,

released a new outdoor-kitchen line in July 2013—with great results. With outdoor-furniture customers in the residential, hospitality, and commercial markets, Gensun Casual Living recognized that an outdoor-kitchen line would meet the growing demand for these products. Jan Trinkley, executive vice president and director of marketing and sales for Gensun Casual Living, says, “The outdoor room has been a growing trend for a number of years.”

According to Trinkley, the concept of the outdoor kitchen started with basic dining tables and grills and has now expanded to include deep seating options, sectionals, and complete kitchens. In addition, Trinkley says, people continue to spend more time outside entertaining and cooking, so they want to invest more money in creating an outdoor oasis. “The outdoor room is often the biggest room in the house,” he says. “People want to do it all

in their outdoor rooms.”

Gensun Casual Living’s new kitchen line features cabinets, countertops, and grills. “The response has been fantastic,” Trinkley says. “We’re offering a complete outdoor kitchen.”

Trinkley explains that Gensun Casual Living stands out from its competitors because the company produces every product that it offers, including the cushions on its outdoor furniture. This ensures the quality of its products and the ability to coordinate designs. Another advantage of manufacturing all of its products is that its items are instantly available for its customers. “Dealers love the opportunity to buy everything in one place,” Trinkley says. “You can get everything—and more. It’s all here.

It’s easy.”

Trinkley adds that same-day delivery and setup are possible for the outdoorkitchen line. Gensun Casual Living also offers customization options, so designs can be configured in an almost infinite number of ways. Cabinets and counter-

Gensun Casual Living’s new outdoor-kitchen line includes grills, cabinets, countertops, refrigerators, and accessories

tops can be customized to match furniture and appliances.

In the outdoor-kitchen line, 16 different finish colors are available, so customers can coordinate their decor and can mix and match colors and styles. The countertops are primarily made of cast aluminum, but can be made to look like granite with the finish options available. Gensun Casual Living prides itself on using the best available materials in the production of its cast-aluminum furniture. The same technology used on the company’s tabletops was applied to the countertops and cabinets of the outdoor kitchen line.

The durability and performance of Gensun Outdoor Living’s outdoor furniture have been proven since the company’s inception in 2001 and are backed by a 15-year structural warranty. The products in the outdoor-kitchen line are also protected under this warranty.

In 2010, Gensun Casual Living received the International Casual

Furnishings Association’s Manufacturer Leadership Award for cast-aluminum products. This award is given to the best manufacturers in the industry, based on design, quality, customer-service practices, business ethics, merchandising, and trade relations. The quality of the outdoor-kitchen line that Gensun Casual Living has launched showcases the company’s continuing commitment to providing high-quality products that meet the needs of its customers.

Trinkley notes that dealers have responded to the new line with enthusiasm and with suggestions for expansion of the line. In the future, Gensun Casual Living will consider options for adding different types of countertops, balcony-seating options, countertop configurations that include umbrellas, and more sizes (and customization capabilities). “There’s a lot of excitement,” Trinkley says. “I see the line expanding quite a bit in the future.”

Solair Shade Solutions Welcomes Jon Scuncio and Brad Palm Trivantage™ L.L.C., the nation’s largest distributor of specialty fabrics and associated products,

recently welcomed two new team members to its growing division of shade products. Jon Scuncio and Brad Palm have been named product specialists for Solair® Shade Solutions, a sophisticated brand of awnings and exterior shade products.

In their new positions with Solair, Scuncio and Palm play essential roles in conducting focused sales and installation training for retail associates, to help grow awning and fabric-kiosk sales in the patioretail channel. In addition, Scuncio and Palm identify and implement strategies for improving quality of service and productivity for customers, sales representatives, and consumers.

Rett Haigler, business manager of Solair, says, “Adding Jon and Brad to the team strengthens our ability to develop and grow the Solair awning program—to ensure patio retailers have the knowledge and tools needed to sell our high-quality shade solu-

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Patio & Hearth Products Report September/October 2013

tions successfully. Already possessing strong sales and management backgrounds, they have worked hard to become fully engrossed in the Solair business and our product line. We’re excited to have them on our team and look forward to what the future holds for the patio-retail channel.”

Before joining Solair, Scuncio served as commercial sales manager at Gale Pacific, USA, a global marketer and manufacturer of branded screening and shading products. There he established, managed, and serviced commercial accounts across North America.

Palm served as a major-accounts district manager at Automatic Data Processing (ADP), a provider of business outsourcing and human-capital–management solutions. Palm also served as an outside sales representative for Trivantage for two years prior to his time at ADP. The Solair awning program offers a seamless, noinventory, and high-margin opportunity to provide

Jon Scuncio

Brad Palm

the premier shade solution for consumers who want to cool their outdoor spaces. Retailers involved in the program enjoy minimal up-front costs and a highquality product offering, along with comprehensive training. For more information on the Solair awning program (and to learn how to become an authorized Solair distributor), contact David Heiman, sales manager, at (336) 264-7650 or dheiman@trivantage.com.

Galtech International Announces Sales Awards Galtech International issued its 2013 Sales Achievement Awards at the com-

pany’s annual sales meetings, held at the Chicago International Casual Furniture & Accessories Market™. In recognition of an outstanding 2013 season, Dave Harmelink of Grand Rapids, Michigan, was named as the 2013 Sales

guidelines, and industry practices. These include specific warnings that gas-fireplace surfaces, including the glass fronts, become hot during operation and may cause burns if contacted. The parties agreed to resolve this case by settlement to avoid the time and expense associated with resolving the case by trial.

Protective screens have long been an optional choice, and 20% of customers have chosen a screen when purchasing a

Valor fireplace. Beginning December 31, 2012, Miles Industries began shipping screens with all of its models. This is two years earlier than required under the new CSA/ANSI standard.

“We actively worked with other manufacturers and stakeholders on a new, nationally recognized CSA/ANSI safety standard, including the mandatory protective screens. We are proud of the role we played in initiating and developing the

new standard,” Miles says.

Miles Industries has been in business since 1978, and it began selling Valor products in 1982. In 2001, Valor and Miles Industries signed a long-term agreement granting Miles the right to design, manufacture, and sell Valorbranded products for the United States and Canada. Miles Industries is a respected member of the Hearth, Patio & Barbecue Association.

Dave Harmelink

Representative of the Year. These sales representatives were also recognized for their outstanding sales achievements during the 2013 season: John Benner and Ron O’Meara of Southern California; Gray Dobbins and Justin Carter of Dunwoody, Georgia; and Bob Oresman of Pawtucket, Rhode Island.

Miles Industries Reaches Preliminary Settlement in U.S. Class Action Miles Industries, manufacturer of Valor fireplaces for North America, has

reached a preliminary settlement in a class action. That agreement was filed in U.S. District Court, Northern District of California, in August 2013. Miles Industries specializes in the design and manufacture of energy-efficient naturalgas–burning and propane-burning units for fireplace retrofitting and home renovations. Its Valor brand products are sold exclusively through North American specialty fireplace retailers.

The lawsuit claimed that Miles Industries failed to warn adequately that the sealed glass front of gas fireplaces can cause serious burns from contact with the glass. Under the agreement, Miles Industries denies that consumers are unaware of the risks associated with gas fireplaces and denies any wrongdoing.

Under the terms of the settlement, owners of Valor fireplaces that were purchased from January 2007 to the present are eligible to make a claim for a protective screen. The screen complies with the new CSA/ANSI standard that all gas-fireplace manufacturers will have to meet by 2015.

CEO Martin Miles says that his company has always met or exceeded all recognized U.S. and Canadian standards,

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September/October 2013 Patio & Hearth Products Report

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INDUSTRY NEWS A New, Expanded Website for Fire Magic Grills RH Peterson Company, manufacturer of premium gas logs, grills, and outdoor fire features, has launched a

new, expanded website for Fire Magic grills: www.firemagicgrills.com. The new site targets all viewers, from consumers and design professionals to distributors and dealers. The website highlights new Fire Magic positioning (Built With Passion, Owned With Pride) that draws on the brand’s storied 75-year heritage and values in manufacturing Fire Magic products.

Key elements of the site include: • specially created feature sections that bring the Fire Magic story to life; • new search functionality, which allows users to find the Fire Magic product that they are looking for easily; • integration of social-media platforms, which allows visitors to follow Fire Magic on social networks such as Facebook, Twitter, and Pinterest— and share content with others; • ready access to catalogs and manuals for both consumers and professionals; and • tablet and smartphone compatibility, so that visitors can experience Fire Magic on mobile devices.

The site will be regularly updated and enhanced with fresh content, promotions, and much more. Visit www.firemagicgrills.com for more information.

Summer Classics Buys Remaining Shares of Parker James Summer Classics Inc. has purchased the remaining shares of Parker International L.L.C., dba

Parker James, an outdoor-furniture company. Jim Parker, CEO and 60% owner of Parker International, sold his remaining ownership to Summer Classics, which already owned the remaining Harold Hudson 40% of Parker International (which will now act as a subsidiary of Summer Classics).

Terms of the transaction are private.

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The new Parker James president (who will oversee its daily operations) is Harold Hudson, former senior vice president of marketing, national accounts, for Summer Classics. Hudson has been an employee of Summer Classics for more than 20 years.

Parker James designs and manufactures casual furnishings for leading U.S. retailers and design professionals throughout North America. Bew White III, CEO of Summer Classics, says, “We are excited about this next phase of the Parker legacy and plan to grow what Jim has built for the last 11 years. Harold has assembled an operations team from Summer Classics that, frankly, is incredible.”

Sunset West’s Leucadia Collection Appeals to Customers Sunset West’s new Leucadia collection was a hit at the recent 2013 Las Vegas Market™ and at the Chicago

International Casual Furniture & Accessories Market™. The Leucadia collection features a raised weave that appears natural, both in color and to the touch. The natural tones of the wicker offer a blank canvas to which customers can add colors to enhance their outdoor environments. The T cushion seat and boxed back offer superior comfort.

Wes Stewart, CEO of Sunset West, says, “We are seeing a move toward lighter, more neutral colors in the outdoor environment. It was great to see Architectural Digest’s May 2013 issue, with its photo of a beautiful outdoor room with furniture featuring naturallooking frames and canvas cushions.”

The Leucadia collection is scheduled to ship later this year. As with other collections in the line, Sunset West will offer multiple dining, bar, and deep seating SKUs.

Treasure Garden Celebrates 30th Anniversary at Casual Market Treasure Garden celebrated being in business for 30 years by hosting a

gala event in its showroom in the Merchandise Mart at the 2013 Chicago International Casual Furniture & Accessories Market™.

The theme for the gala was (and for the year-long celebration is) pearl, the traditional symbol for 30th anniversaries.

Margaret Chang, COO of

Patio & Hearth Products Report September/October 2013

Twin-Star Debuts on HGTV Twin-Star International is once again in the limelight. This

time, it is partnering with HGTV’s popular “Love It or List It,” the internationally renowned real-estate and renovation television show. Over several episodes this fall, viewers will see a variety of Twin-Star’s Tresanti® home-entertainment furniture collections, ClassicFlame® electric fireplaces, and Luxe Bath Works® vanities and mirrors as they are featured in the show’s newly renovated homes.

Brian Brigham, Twin-Star’s director of marketing and public relations, says, “We are very excited to be working with Big Coat Productions and its television show, ‘Love It or List It.’ As I am a huge fan of the show myself, I find our partnership to be a great achievement for TwinStar because the interior designers of one of the most popular homeremodeling television shows have hand selected our high-quality products to be part of the show.”

Watched by millions of viewers, “Love It or List It” has fans ranging from first-time homebuyers to celebrities such as Hillary Clinton, who revealed to The New York Times that “Love It or List It” is her favorite television show. In each episode, interior designer Hilary Farr and real-estate agent David Visentin compete to help homeowners decide whether to stay in their current home or sell it and buy a new one.

While Visentin shows the homeowners tempting houses currently for sale (as part of his effort to convince them to move), Farr shows the homeowners that within their budget, she can transform their worn-out Treasure Garden, says, “We enjoyed sharing our 3oth-anniversary celebration with our retail partners and industry friends who have made this all possible. The gala was just the beginning of our company’s recognition of its 30-year history, which will include special marketing materials and showroom displays.”

Jeff B. Dorough, vice president of sales and marketing for Treasure

ClassicFlame’s Serendipity fireplace

house into a wonderful new home—to convince them to stay.

“Love It or List It” is shown on HGTV on Monday nights.

Viewers will see Twin-Star furnishings such as the Tresanti Dakota 48-inch home-entertainment console in a caramel oak finish. This Arts and Crafts–style console has adjustable storage shelves, along with easy wire management and ventilation, behind tempered-glass doors.

To warm up their plans, the designers chose the ClassicFlame Serendipity electric fireplace, which hangs on the wall. It has a large viewing area and features Twin-Star’s patented SpectraFire blue-flame technology. The touchscreen function indicator operates a digital thermostat, a timer, a realistic LED flame effect, and a heater that is capable of warming rooms of up to 400 square feet. In addition, the fireplace has backlights that can be turned on to give the fireplace a floating effect; they can be changed from amber to blue or set to an autochanging combination of both colors.

Garden, says, “Our marketing materials have been designed to recognize the 30th anniversary and the pearl theme in a unique way. The cover of our catalog is crafted of a special pearlescent paper stock and showcases an embossed pearl graphic encircling the Treasure Garden logo in the center-front position.” Since early 1984, Treasure Garden has manufactured the widest selection of shade

GENSUN CASUAL LIVING

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Simple assembly, multiple configurations and numerous finish options for countertops and cabinets make Gensun Outdoor Kitchens the easiest and most affordable option for those who want the very best in outdoor living.

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Bringing Outdoor Rooms to Life

Circle Reader Service No. 13

INDUSTRY NEWS products in the world; the company has been a multiple-year winner of the Manufacturer of the Year Award for Shade Products from the retail membership of the International Casual Furnishings Association.

Vermont Castings Group Acquired by Its Employees After a prolonged sale process involving many potential buyers, Vermont Castings

Group (a leading supplier of hearth and grill products throughout North and South America, Asia, and Europe) has been acquired by an entity owned by the employees of the company. As a result of the acquisition, Vermont Castings Group will be the largest privately held, employeeowned company in the hearth industry.

Ricardo León, the new chair and CEO of Vermont Castings Group, reports that he couldn’t be more excited about the direction in which Vermont Castings Group is being taken. He says, “After listening to all the different proposals and evaluating the options for returning Vermont Castings Group to prominence, the employees realized the best way for our

business to succeed was to take back the control and play the leading role in driving the company’s strategic direction.”

He adds, “Over the coming weeks and months, we will refocus Vermont Castings Group on the hearth industry and transition away from noncore activities. We will provide the highest-quality products to all our customers, large and small. You won’t find a more motivated company in the business.”

The new ownership team is entirely made up of current and former employees, including (in addition to León) Pat Kelly, Jess Baldwin, and Kirsten Jenkins. The ownership team states that other familiar faces from the industry will be returning to Vermont Castings Group as well.

As part of this transaction, the company cancelled the majority of its debt and is emerging in a stronger financial position.

“With the financial commitment from the ownership group, an aggressive and focused operational plan, and the support of the senior lenders, we have created the financial flexibility to continue serving and earning the right to grow with our customers,” León stresses.

Solair’s Retail Awning Display Available for Specialty Stores

Solair® Shade Solutions introduces an exciting new display option for dealers

who want to transform their in-store awning-sales experience for customers.

Showcasing the retractable awnings in a new light, the retail awning display, RAD, was developed to help retailers look more like they are in the awning-sales business.

Rett Haigler, business manager of Solair, explains, “While traditionally, awnings have been installed on store walls, there has been

a concern that the products can get lost in the decor of the store. This can make it difficult for consumers to identify the awning as a product that is actually for sale.”

He adds, “We realized this was a con-

cern, and we needed to develop a solution to help our customers. Therefore, we designed RAD to create a floor display capable of holding two retractable awnings at their full extension.” He notes that the great thing about having two full-sized awnings on display is that dealers can create fully merchandised furniture vignettes beneath the awnings.

He says, “Sales-floor space is not lost, but somewhat improved.”

When dealers make the floor space under the awnings usable for merchandising, customers are more likely to notice the shade products and recognize their benefits. With a footprint that’s 20 feet wide by 12 feet deep, RAD offers the ability for two Solair retractable awnings to be mounted (one on each side) at a height of 9 feet—with the ability to be extended and retracted fully. The frame of RAD is composed of solid-steel feet that balance the whole unit. The feet are 6 feet wide by 12 feet deep, making the display exceptionally sturdy. Without requiring any structural changes to the store, the pointof-sale display also features great graphics, provided by Solair.

Real Fyre® Gas Logs, Fyre Glass, and Fyre Gems Now in a direct vent gas insert

DIRECT VENT SYSTEMS IGNITE • INVITE• INSPIRE Circle Reader Service No. 14

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Patio & Hearth Products Report September/October 2013

(800) 332-0240 www.realfyre.com

Circle Reader Service No. 15

spotlight

Hot Outdoor Kitchens An increase in consumer confidence is fueling a growing demand for well-appointed backyard kitchens.

by CHERYL DANGEL BARTOLINI

point needs of everyone.”

Larry Smith, marketing, Brown Jordan® Outdoor Kitchens (Wallingford, Connecticut), attributes this change to an evolution in the shape, style, and composition of outdoor kitchens, with the most common version being the stone barbecue island. “Budgetary constraints have been lifted; recognized grill and stone companies entering the marketplace are focusing their attention on off-the-shelf, cookie-cutter grilling islands that accommodate a grill and access doors. This version of an outdoor kitchen is approachable for almost every wallet,” he says.

Gina Lathrum, brand manager for DCS by Fisher & Paykel (Huntington Beach, California), says, “On a modest consumer budget, a simple outdoor kitchen can often be defined as a DCS grill on a CAD cart with a deep cushioned chair set and patio table. Add some fantastic lighting and you have created an outdoor kitchen. Consumers have not been fully introduced to all levels of the outdoor kitchen. Often, they believe that an outdoor kitchen requires an investment of $20,000 to $50,000; in fact, outdoor kitchens can be designed at many levels—and at varying price points.”

For example, DCS offers kitchen solutions that can be created for a small backyard patio or installed in a poolside island, moving up to a complete outdoor kitchen that features any and all product solutions. There’s also a modular kitchen that can be purchased

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T

he economy is showing improvement, but lessons learned from the downturn have changed buying habits— including those affecting sales of outdoor kitchens. For many consumers, memories of declining home values and escalating unemployment are still fresh.

Consequently, their outlooks have changed, when it comes to invest2 ing in outdoor kitchens.

Kimberly Stuteville, national sales director for Napoleon® Appliance Corp. (Barrie, Ontario), says, “I believe that while the housing market is making an uptick and consumer confidence is growing, consumers remember where we were five years ago and are finding ways to invest in a valueadded lifestyle. In doing that, consumers are finding the money to build outdoor kitchens. They may skip the family vacation in lieu of an outdoor-living environment that is conducive to reinvesting in relationships with family and friends.”

That’s no surprise to Jerry Scott, senior vice president of RH Peterson Company (City of Industry, California), who says, “As we emerge

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Patio & Hearth Products Report September/October 2013

from the recession and consumer confidence increases, homeowners are adding or expanding outdoor kitchens. Today, there are more design ideas and more products available to let people’s imaginations run wild.”

Bigger is no longer necessarily better, to today’s consumers. They want choices, so today’s outdoor kitchens come in all shapes and sizes—to fit all budgets.

Frank Mello, vice president of sales and marketing for Bull Outdoor Products Inc. (Rialto, California), says, “I think that owning an outdoor kitchen is now part of the consumer’s dream. It is up to us to develop products that meet the price-

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today and used tonight, in any corner of a yard.

Bruce Spangrud, owner of Galaxy™ Outdoor L.L.C. (Las Vegas, Nevada), says, “The market has changed a little. We’re finding that the total amount being spent this year is higher than it was last year, but that’s for the total backyard package. Buyers are doing more, but spending less on each thing.”

THE NEW ECONOMY This means that dealers have to take a different tack, whether selling individual components or the whole package. Stuteville says, “It starts with understanding consumers’ dreams— and then, how their budgets fit their dreams. Location is another important aspect of designing an outdoor kitchen.

Products that work in the South may not work in the Pacific Northwest.”

Mitch Slater is president of Danver (Wallingford, Connecticut), manufacturer of products from Brown Jordan Outdoor Kitchens under license from Brown Jordan International. He suggests that dealers analyze their current offerings in light of community demographics.

He says, “If the results indicate that a segment of the population is trending toward slightly more upscale goods and services, the dealer can present both the more traditional grilling island and the fully functional modular-cabinetry kitchen. When the customer realizes that there are choices, he or she has the chance to rationalize upward; however, when this opportunity arises, the dealer must be knowledgeable about the products to justify the additional cost—and margin.”

Consumers’ brand preferences are key. Stuteville says, “We understand that 60% of consumers have conducted research on the Internet before they ever walk into a store, so they have an idea of which manufacturers offer what they desire.”

Consumers shouldn’t know more than the dealers they visit for expertise, however. Scott says, “Dealers need to be the experts in the outdoor room and kitchen. Consumers need confidence in the dealer’s knowledge and advice.

Taking advantage of classes (from manufacturers and from the Hearth, Patio & Barbecue Association) and of other training opportunities is a way to increase that expertise. The Internet is also an excellent tool.”

He adds, “The ability to help the consumer understand his or her wants

and needs, and then to transform those ideas into a plan, can help the dealer lock in the sale. Retailers need to be aware of the possibilities and help consumers understand that an outdoor room or kitchen is a long-term purchase. They don’t want to end up with some compromise purchase that they will regret.”

Jeff Straubel, president of Summerset™ Professional Grills (Costa Mesa, California), says, “Personal experience using an outdoor kitchen is invaluable.

I’m building my second personal kitchen and 4 making up for all the

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mistakes of the first—understanding the importance of a trash pullout, a small sink, a paper-towel holder, and (biggest of all) plenty of counter space.”

To keep the consumer focused, Spangrud recommends that dealers stick with “three or four brands, with three different price points. Stick with the things you know; subcontract the things you don’t know—and still provide the best service,” he says.

Good relationships with vendors and subcontractors is, Spangrud says, “key to providing the total package. It is the one-stop–shopping experience. You must stand behind all work—your work and your subcontractors’ work.”

Smith says, “Ask questions to develop a better understanding of customers, their needs, and the potential sale.” He suggests asking about family size, business-related entertaining (and cooking versus catering), personal culinary expertise, and beverage preferences.

for Cal Flame® (Pomona, California), agrees that displays are key. She says, “Displays are the most effective way to demonstrate capabilities, sizes, surfaces, textures, and benefits to consumers.

Products displayed in good, better, and best categories can be effective in

SHOW, THEN TELL Russ Faulk, vice president of marketing and design for Kalamazoo Outdoor Gourmet (Chicago, Illinois), says, “To sell the whole package, you need to show the whole package. Welldesigned vignettes, in a variety of styles, help customers buy what the dealer is trying to sell.”

Brian Eskew, marketing manager for Twin Eagles Inc. (Cerritos, California), concurs. He says, “The more you display, the more you will sell. I encourage dealers to show a variety of outdoor-kitchen products and amenities. If space is limited, create a portfolio of past projects that shows additional products and configurations.”

Mello says, “Make sure you work with a company that can train your sales force, with local representation. Have a designated in-store outdoor-kitchen guru who knows the products and programs completely.”

Stuteville adds, “Dealers who invest in displaying completed outdoor kitchens will sell more products—and more complete packages. Hosting events and inviting consumers into their kitchens (and using every component) will show consumers the value of the complete package.” Scott suggests, “Dealers should display products in vignettes and scenarios that help the consumer envision the possibilities.”

Sherry Chan, marketing manager

demonstrating to customers the greater value of the higher-priced package.”

She adds, “A design center is a popular supplement to product displays.

Dealers can bring it home with an interactive tool that can complete the customer’s vision of island configuration, barbecue hardware, tile and trim colors, and base colors.”

Eskew says, “It’s also important for dealers to position themselves to sell a complete outdoor-kitchen solution. Be sure to have a design-and-build resource, as well as other critical elements, such as gas, plumbing, and electrical services. If dealers don’t offer these services directly, they should have these resources or be able to make referrals for the consumer.”

BOOSTING MARGINS To increase margins, Spangrud says, “Be picky with what brands you carry, and give lower discounts on the good brands. Tell your customers about the extra services that you provide that

1. A Delta Heat outdoor kitchen from Twin Eagles 2. A Kalamazoo Outdoor Gourmet kitchen, including a Hybrid Fire grill, an Artisan Fire pizza oven, weathertight cabinetry, and refrigeration 3. Capital Cooking Equipment’s 40-inch Precision series grill 4. A fully equipped outdoor kitchen from DCS

by Fisher & Paykel 5. A fire table from Galaxy Outdoor 6. Cal Flame’s P series P4 grill

September/October 2013 Patio & Hearth Products Report

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spotlight 2

1 they can’t get from the Internet—or the competitors down the street.”

Mello suggests that dealers build kitchens with more options. He says, “Offer (and charge for) delivery and setup. Sit with your manufacturer and discuss the price points and margins you want to target; with the right manufacturer, you should be able to reach your goals. Don’t be afraid to sell equipment: Search for contractors and builders who want to buy from you.”

Stuteville recommends selling in packages and offering consumers (as opposed to discounts) gifts with purchase on items that they can build into the package. “Consumers will view these items as a means of living the dream of the outdoor enthusiast,” she says.

Scott adds, “If retailers can sell service and expertise, they don’t have to sell discounts. Of course, carrying products that are not available at the stores that sell only on price also helps.”

Surjit Kalsi, president of Capital Cooking Equipment Inc. (Santa Fe Springs, California) takes the opposite tack. Employ “an age-old technique: Give decent discounts on the entire package. Speak to suppliers; come to an agreement that if sales increase by a certain percentage, the dealer should get additional price discounts. It is a

1. RH Peterson Company’s Fire Magic Echelon Diamond grill, model E790i, featuring the Magic View window 2. Napoleon’s kitchen module, with the Mirage™ grill 3. From Bull Outdoor Products, the EZ BBQ Angus island, with an Angus grill, a rock base, a porcelain-tile counter, a refrigerator with a stainless-steel front panel, an umbrella hole, a bottle opener, and a cap catcher

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two-way street and beneficial for both,” Kalsi says.

Faulk cautions retailers against confusing dollars with percentages.

“There are quite a few dealers who prioritize margin percentage over margin dollars. Higher-end brands can deliver more margin dollars per sale, even if the percentages don’t look as good,” he explains.

Ultimately, sales strategies work only if dealers understand their customers’ bottom lines. Lathrum says, “The difference will be the extra time a dealer can take to discuss the lifestyle of the customer. The outdoor-kitchen design experience is not very different from the indoor experience.”

She adds, “If a dealer wants to be a great partner to a customer and establish a relationship, my advice would be to take the time to ask questions about cooking habits, the number of people in the family, and how much time the client spends outside. What does he or she want the experience to be when cooking outside?”

TRENDING FEATURES Among hot product features, Slater says, are “colors, colors, textured metals, and more colors. Creative designers, architects, and design/build companies are attracted to powder-coat finishes. With a palette of colors, realistic wood grains, and textured-metal panels for doors, every fully functional modular kitchen that is designed becomes a signature outdoor-living area. Today, almost 40% of the modular cabinetry delivered to consumers features designer powder-coat finishes adhered to the stainless steel.”

Mello says, “Firepits in the kitchen offer the additional benefit of becoming an entertainment focal point.”

Stuteville adds, “Infrared searing sta-

Patio & Hearth Products Report September/October 2013

tions, dual-fuel systems, and rotisseries are growing. The enthusiast wants to show off the functionality and use diverse cooking methods in one grill.”

Lathrum notes, “Pizza ovens seem to be the hottest ticket in town.

Everyone loves cooking something outside that is perceived as only being made in an oven. DCS grills are pretty spectacular because they are the original outdoor pizza ovens. The temperatures on the DCS grill’s surface, when the hood is closed, create an ideal pizza oven. Just grab your pizza stone and bake.” Straubel agrees that pizza ovens are popular, along with “more sophisticated islands, in general,” he says.

Notable trends are “kitchens with fire features and bar-height seating— and the biggest increase is in kamado smokers built into a custom island.

For finishing, the trend is leather granite (which won’t stain and doesn’t show fingerprints or smudges),” Spangrud says.

Scott says, “Besides grills, consumers are looking for beverage centers, refrigeration, ice makers, steamers, storage options, smokers, sinks, faucets, and blenders: all the ingredients of the indoor kitchen and more.”

Eskew adds, “Larger grills (in 36- and 42-inch sizes) are the most popular.”

He observes that consumers continue to add more accessories—such as refrigerators, bars, and storage—to their designs.

WHAT’S NEW In 2012, Brown Jordan Outdoor

Kitchens introduced Evo, the round social grill. “It was originally designed as cooking for entertainment, but its shape, hibachi style, and versatility of cooking methods have put this grill in the forefront in popularity,” Slater says.

To follow that, 3 Brown Jordan Outdoor Kitchens has concentrated on new amenity products. Using the dead corner in an L-shaped kitchen is always a challenge, but two new products can optimize layouts. One is a bottle riser that stores 15 bottles and comes with a cover and a lock. The second is a drop-in ice chest in three sizes. It “was well received by consumers not interested in an electric ice maker,” Slater says.

A sink cover was also developed.

“Originally thought to have limited use (in the Northeast), the sink cover has attracted attention from municipalities all over the country. Engineers are concerned with rainwater—and in particular, acid rain—getting into the sewer system,” Slater explains. In the future, look for Brown Jordan Outdoor Kitchens to promote fully functional stainless-steel modular cabinetry and to introduce additional powder-coat cabinet finishes.

Bull Outdoor Products typically introduces two or three designs every year. This year, firepits; large, raised bars; and limited-release grills helped celebrate the company’s 20 years in business. The 20th-anniversary Brahma is Bull’s 38-inch, 90,000-Btu, five-burner grill. Mello says, “We added new round control knobs with the Bull logo, a free cover, and a free drop-in searing burner at no additional charge.”

In addition, a California university recently completed a study that will help Bull improve the grilling experience. “We are finalizing this new system and hope to introduce it to the

Circle Reader Service No. 19

spotlight

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1 market, on our grills, in January 2014,” Mello says. “There are a lot of so-called new technologies, but for the most part, these are recycled concepts. We are working to find something new (but simple) that improves the grill and still allows us to offer quality, value, and reliability.”

Cal Flame offers outdoor-cooking versatility, Chan says. Among its highlights are grill accessories, drop-in island accessories, and four- and fiveburner convection grills. The company also offers the Charcoal Helper tray, available for Cal Flame’s G series four- and five-burner grills.

“Cal Flame is the first in the industry to provide a solution that a grill master can use to transform a barbecue into a charcoal-and-gas grill,” Chan explains. “Simply load the accessory with the charcoal of choice.

The charcoal is lit with cast stainlesssteel burners (instead of charcoallighter fluid). Since there are no carcinogens, it’s a healthier way to cook with charcoal.”

Capital will be introducing a new outdoor refrigerator this year. Other introductions are still company secrets.

In 2014, DCS is bringing to market five new built-in products to offer outdoor designers more opportunities to create a variety of outdoor styles.

Lathrum says, “Outdoor-design versatility is key here, and knowing that we are giving designers more products to

1. A complete kitchen by Summerset Professional Grills 2. A stainless-steel and seafoam kitchen from Brown Jordan Outdoor Kitchens

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create kitchens for their customers is exciting.”

She adds, “I am elated about the next couple of years. Our commitment to this channel has never been greater, our product focus has never been truer, and the passion for DCS outdoor products and kitchens continues to grow with each project.”

Galaxy Outdoor’s U.S.-built, firstof-it-kind Kamado Rocket™ has a built-in gas hookup and burns many types of fuel (natural gas, LP, wood, lump charcoal, and charcoal briquettes). It continues to do well, Spangrud reports.

He also states that every custombuilt Galaxy Outdoor island has built-in, dimmable, underbar and countertop LED 120-volt lights. The best part is that there are no more transformers needed, he says.

In the near term, look for Galaxy Outdoor to offer more LED lighting options, more built-in options for cooking with different fuels on the same grill, and additional smokers.

Spangrud says that there also will be new multilevel firepits, as well as finished, premade custom islands that can be bolted together easily at reduced cost (offering better margins for dealers).

Kalamazoo Outdoor Gourmet has some new refrigeration options to add to its 25-piece collection of cooling equipment. In other news, its outdoor dishwasher has been very well received since shipments began (in spring 2012).

This year, Napoleon introduced its new line of Galaxy outdoor fireplaces.

Stuteville says, “Napoleon’s expertise is in fire, so we feel that the outdoor

Patio & Hearth Products Report September/October 2013

kitchen is not complete until the consumer has a way of keeping warm in the cooler months.”

The GSS48 fireplace, which comes in one-sided or see-through versions, is vent free and can easily be installed in an outdoor kitchen. This linear outdoor fireplace adds heat and ambience with 55,000 Btu and three-stage LED lights. It is easy to use, with an electronic ignition that lights the fireplace just as a Napoleon grill is lit: at the push of a button.

Stuteville reports that infrared cooking continues to generate sales.

She says, “The advancement of infrared cooking continues to lead the charge. Improved temperature control (with the onset of casting and insulation) helps users cook nontraditional foods, such as brownies and pizza— and this is driving manufacturing and buying behavior.”

The biggest addition to RH Peterson’s line of outdoor offerings is the American Fyre Designs collection of outdoor-living products. Made in the company’s City of Industry facility, American Fyre Designs products are constructed of glass-fiber–reinforced concrete, providing durable, lighter-weight concrete structures designed especially for outdoor use.

American Fyre Designs offers fireplaces, firefalls, fire tables, urns, modular barbecue islands, and firepits. All these products are offered in a variety of sizes, styles, and colors—to fit any outdoor decor and design.

“Fire Magic continues to work to provide our customers with the very best in outdoor cooking, including grills that are the best performing and most versatile available,” Scott explains. An expanding line of “cooking, cooling, and storage accessories makes Fire Magic the one brand for the outdoor chef,” he adds.

“American Fyre Designs will continue to grow, providing innovative fire features for outdoors,” he notes.

Previewed at HPBExpo in Orlando, Florida, in March 2103, the Nest fire table and floor lantern will be added to the line soon, along with the Voro

fire table. “Both were enthusiastically reviewed by our guests at HPBExpo,” Scott says.

Twin Eagles recently introduced a value-priced line of outdoor-kitchen products: Delta Heat. “The outdoor kitchen is no longer an amenity that is only for the wealthy,” Eskew says.

“The budget parameters for the outdoor kitchen have gotten broader as more average-income consumers look for outdoor-kitchen solutions. The Delta Heat line is priced to be within reach of a much larger base of consumers, and it offers a complete suite of outdoor-kitchen products.”

In addition, Twin Eagles has introduced a number of storage solutions, including dry-storage cabinets that ensure that their contents are protected from the elements. Also new are a 24-inch drop-in sink, a drop-in cooler, a charcoal grill, and a 70,000-Btu power burner.

AN ANCIENT TRADITION Grilling is a simple pleasure. As Spangrud says, “It’s all about slow cooking: taking your time to cook the best-tasting food without burning it.”

Fortunately, the risk of burning the food is not a big issue today.

“Improved outdoor-cooking equipment has taken the guesswork out of the outdoor kitchen, allowing the chef to focus on his or her art,” Scott says.

Outdoor cooking “is so remarkably advanced from where it began (back in the days of the cave)—but at the same time, it is still based on the same principles: communal cooking around a high-heat source for the purpose of food consumption,” Lathrum says.

“When I look at technologies that have longevity, and when I look at fad technologies that come and go, I often ask myself whether manufacturers create anything that is too different from the inception of the original outdoor-cooking technology,” she adds. “It really is still about the heat, the control of the fire, and the amazing meal that is shared with a group of people.”

Circle Reader Service No. 21

MARKETING MANEUVERS

thinking outside the house A prominent Michigan furniture retailer boldly takes on the outdoor category.

by CHERYL DANGEL BARTOLINI

photography by RON GAGE

F

or more than 50 years, Art Van Furniture (Warren, Michigan) has been a name synonymous with indoor-furniture retailing in the Midwest. It all started back in 1959, when Art Van Elslander got the itch to venture out on his own (after working in sales, for a few years, in a Detroit furniture store). His venture—known then as Art Vans—grew, hit rocky times, and grew again; it emerged from hard times in the 1960s, poised for growth.

Today, 54 years after Van Elslander started the business, he continues to helm the family-owned business, as its chair.

Two of his 10 children have also come onboard: Gary is president, and David, the youngest son, is vice president of merchandising. A third generation is involved, too; Gary’s oldest son, Scott, now works in sales.

At present, Art Van Furniture operates 36 stores in Michigan (which carry a complete line of furniture and mattresses), along with nine freestanding PureSleep mattress stores. This company, however, is not content to grow old gracefully—not by a long shot.

Instead, it is propelling itself into the future with gusto. It is also stepping outside of its comfort zone, in more ways than one.

CROSSING STATE LINES For starters, this year marks the first time in Art Van Furniture’s history that it has ventured outside of Michigan, launching five new stores

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Top: David Van Elslander Left: When Art Van Furniture started offering outdoor furniture, dining sets were the most popular offerings

in Chicago, Illinois, in 2013; expanding into the Toledo, Ohio, market in September 2013; and expanding into Indiana in 2014. In another big turnabout, the company, which has been entrenched in the home-furniture market for more

Patio & Hearth Products Report September/October 2013

than half a century, has taken an additional step—outdoors.

In 2009, the year it turned 50, Art Van Furniture made a bold move into the future and formed a new venture, Art’s Backyard, which specializes in outdoor furniture (with all

the bells and whistles). This was a drastic move for the company.

David Van Elslander says, “We have been rooted in indoor furnishings; however, we have dabbled in the outdoor category for the past 15 years. It wasn’t until the fall of 2009, recognizing the explosion of the category across the country, that we decided to get serious about it.”

Dabbling in the category got the company’s feet wet, so it was ready to jump in when the company purchased a well-established Detroit-area outdoor retailer, in the fall of 2009. The principal and his assistant were hired as the lead merchants.

Circle Reader Service No. 23

MARKETING MANEUVERS

“This did two things for us,” Van Elslander explains. “First, it gave us seasoned veterans in the outdoor industry for our product portfolio and assortment. Second, it gave us

Top and center: Art Van Furniture’s outdoor merchandise now includes a wide range of products, including upscale furniture and accessories Bottom: Firepits and fire tables have been strong sellers during the past few seasons

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instant recognition as the place to shop for outdoor furniture in Michigan.”

EXPANDING THE PRODUCT LINE At first, dining made up the lion’s share of the business. “We were watching a pretty aggressive shift from dining to seating, though,” Van Elslander says. “Not just sofas or sectionals, either: Chats sets and firepits were growing in popularity and becoming much more important, as a percentage of overall sales.”

Patio & Hearth Products Report September/October 2013

With Art’s Backyard now in its sixth year and growing larger, the family is working to add new categories. Van Elslander says, “Last year, we brought in barbecues, and they exceeded our sales expectations.

This year, we expanded into the retractable-awning business, as part of the Art’s Backyard portfolio.”

It wasn’t easy, however.

The family encountered two serious challenges in launching Art’s Backyard.

Van Elslander recalls, “One was to convince the people of Michigan that Art Van Furniture was a viable option for quality outdoor furnishings.”

The company has seemingly cleared this hurdle with ease. Sales have been phenomenal. “We have been very fortunate,” Van Elslander says. “Our first year, we doubled our sales from the previous year. In year two, we had a 25% gain; in year three, another 25% gain. This year started slowly due to tough spring weather, but we are closing the gap, and we expect to reach another 25% increase over 2012’s sales.”

The second challenge “was to train our more than 950 sales associates, who hadn’t sold outdoor furniture before—at least, not to this degree. The challenge, for them, was to not be intimidated by the prices,” Van Elslander says. “Our average indoor-dining set (a table and four chairs) is priced at about $699 to $799. The salespeople were looking at outdoor-dining sets priced in the

$3,000-to-$4,000 range.” Some, he adds, were wondering whether customers would spend that much on sets that they might only use during four to five months of the year.

Fortunately, the problem was managed easily enough with education. According to Van Elslander, “Our Art Van University training team got the sales associates up to speed very quickly, and we were off and running.”

Today, the company carries 38 outdoor collections, and it has outdoor representation in all 36 Art Van Furniture stores in Michigan.

The assortments shown vary, depending on the size and location of each store.

LOOKING TO THE FUTURE Van Elslander says, “We will continue to be students of the business, keeping an open mind for new opportunities and continuing to study the trends in order to keep our assortments fresh.” With new stores opening in three states, the Van Elslander family’s outlook is undeniably optimistic. The same is true of its belief in the strength of Art’s Backyard. As Van Elslander says, “We are growing and fully expect the outdoor category to grow with us.”

He continues, “We are very excited about the growth potential of this new business. We continue to plan double-digit, same-store sales increases, and we look for Art’s Backyard to play a more important role in our overall success. We have only scratched the surface with outdoor furniture. The category continues to grow in importance for consumers, and we will expand our assortments accordingly—to meet the demand we see coming.”

Circle Reader Service No. 25

HEARTH RETAILER

selling warmth The Woodway has been keeping homes toasty in Fairbanks, Alaska, for more than 35 years. by SHARON SANDERS photography by ONE FEATHER PHOTOGRAPHY

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n picturesque Fairbanks, Alaska, residents go to local hearth sellers looking not for decorative gas fireplaces, but for appliances that generate one thing: heat. Showroom floors are stocked with products—from wood stoves to oil heaters— that keep homes warm in the frigid Alaskan weather.

Since 1978, The Woodway Inc. has been a leading Fairbanks hearth dealer and an active part of the close-knit community. Kent Severns, owner and founder, not only is committed to warming homes, but is constantly looking one step ahead to keep the familyowned business and its offerings fresh and relevant.

A little more than 36 years ago, when Severns and a friend were making money by cutting fire-

Top left: Cheryl and Kent Severns Top right: The Woodway (Fairbanks, Alaska) is the area’s premier dealer of hearth products and power equipment

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wood to sell, they could never have predicted what the future would hold. “My friend’s dad sold Jøtul stoves, so we ordered two—and sold them in one week, through classified ads. We made more money selling those

Patio & Hearth Products Report September/October 2013

two stoves than cutting tons of firewood,” Severns remembers.

The two decided to give retailing a try, and they opened a small store a few months later. The business grew steadily, which was exciting for a couple of young people without any retail or hearth experience.

Today, the business has matured into an operation that is acutely in tune with its customers. “One of the cool things about living here is that we get to deal with everyone—from a young couple building a little 20x20-foot cabin and trying to keep expenses down to somebody constructing a multimilliondollar dream home. We get to come up with heating solutions at both ends of the scale (and everything in between),” Severns says.

He explains that in colder temperatures, one has to approach heating differently. When the

temperature drops to 40 or 50 degrees below zero, it’s not feasible just to switch on the heat once in the morning and again at night. There must be continuous heat output. Severns says, “With the cost of energy, people are hesitant to use their furnaces, so they need another reliable and affordable option.”

The store has sold many heating appliances, over the years, and it has found that there are only a handful that fully meet the specific needs of its customers. Classic cordwood stoves are some of its best sellers, and Blaze King tops the list.

“We haven’t found anything that works as well in our environment as a Blaze King stove. It has everything that our customers want, including precise heat-output control, a long burn time, and efficiency,” Severns says. Blaze King makes the two most efficient wood stoves in North America.

The store also carries stoves, fireplaces, and inserts from HearthStone, Pacific Energy Fireplace Products, Enviro, and

Ricardo León Chairman/CEO 859 988 1799

Bill Tweardy Consultant 859 987 0740

Kirsten Jenkins Director of Supply Chain 859 988 1807

Pat Kelly

Senior VP of Product Development, Engineering & Marketing 859 988 1575

Jess Baldwin

Senior VP of Sales & Customer Service 859 988 1803

we’re back.

And we are committed to the hearth industry. Employee-owned and dedicated to the principles and stewardship of our brands, our promise is to deliver the superior products and personal relationships on which our company was founded.

It's time for us to get back to our roots. Connect with us and let's talk.

VermontCastingsGroup.com.

Circle Reader Service No. 27

HEARTH RETAILER

RSF. As a one-stop shop for most heating needs, The Woodway sells high-efficiency oil stoves by Toyotomi. Toyo stoves provide comfortable, dependable heat that can save homeowners hundreds of dollars a year in fuel, compared with an average boiler system.

“Some people have a Toyo heater and a wood stove. They complement each other in terms of heating capabilities,” Severns explains, adding that Kuma oil-drip stoves (which require no electricity) have become a favorite of homeowners who are living off the grid. Alaskans come to The Woodway with confidence that they will find the right heating appliances for their homes, and Severns is committed to meeting all of their expectations POWERING UP Four years ago, the business rose to the next level when Severns built a new store in the college area of Fairbanks, about 2.5 miles from downtown (near the University of

Left: The Woodway’s products are handpicked to suit the tastes (and meet the needs) of its customers Middle: Temperatures can dip to 50 degrees below zero, so homeowners rely on The Woodway for appliances that provide efficient heat Right: The Woodway is known locally for its knowledgeable sales staff

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Alaska). The larger, 5,000–squarefoot showroom not only has given the store the space to display its hearth products better, but also has increased the presence of the outdoor–power-equipment side of the business, which was added in 1990.

As an off-season moneymaker, it has always done well, but it has really taken off, since the move, because Severns added inventory and hired more staff. “Hearth products and outdoor power equipment have a great synergy. If you own a wood stove, you probably own your home. If you own your home, you are going to need a lawnmower, a chainsaw, a trimmer, or a cultivator—so it works,” he says.

This product mix makes it convenient for people to find a wide variety of items that they need for their homes. “A husband may be looking for a generator while his wife shops for a fireplace. We get a lot of repeat customers because there are so many reasons to come back,” Severns says.

Severns was very deliberate about the store’s diversification, taking great care to hire the right people to run the power-equipment operation. “What has made us successful, in both power equipment and hearth products, is having people with specialized knowledge and training. I am a hearth guy, and I admit that I don’t know much about power equipment— but the store has people who do,” Severns says.

Patio & Hearth Products Report September/October 2013

Part of that knowledge has come from an investment in the staff ’s expertise. The business provides training and certification, at the national level, through the education offered by the National Fireplace Institute and the Chimney Safety Institute of America, as well as through various manufacturers’ certifications (on the power-equipment side).

A knowledgeable staff is also the store’s differentiator from the bigbox stores. Severns says, “Sure, it’s possible to find similar power equipment and hearth products at a mass merchant’s store, but our niche is that we have people who know the products, inside and out. We are providing a service to customers, not just handing them a box.”

He explains that if it hadn’t branched out, the store would never have survived in the downeconomy years He says, “We are seen as experts in all that we sell, in both hearth products and power equipment, and that puts us in a good position.”

STAYING VISIBLE As part of a small community, The Woodway has always been involved in local activities.

“Fairbanks is the kind of town where you know people walking down the street, which is what makes running a retail store rewarding,” Severns says; he was brought up in the area.

One of the regular events that the store participates in (with other local businesses) is called First

Fridays. It is an open house put on by local artists on the first Friday of every month. Artists display their work—which includes paintings, pottery, and woodwork—throughout the store’s showroom. They will then come in, during the open house, to talk about their creations.

One of the most frequent participants is the Fairbanks Watercolor Society. The store handles promotion and provides refreshments.

“We like to take part because it’s a good way to support our community, and it attracts people who may have never been to the store. They are always pleasantly surprised at what they find,” Severns says.

For the past eight years, the high cost of heating has driven The Woodway’s business in a positive direction, and Severns sees it as a second wind for the store. “It’s a good time for us.

Sales are steady and increasing,” Severns explains.

Through the years, all of his children have worked in various aspects of the business. In addition, his wife, Cheryl (who is a teacher), has recently started helping out with administrative duties, and his son, Clinton, and daughter-in-law, Erin, have become a part of the team as well.

Severns, a self-proclaimed bigpicture guy, is enjoying the spot that the business is in right now, but is already formulating its next steps. He says, “I enjoy new challenges that make our business better for customers. I will never stop dreaming about the future.”

[ C [ B

Circle Reader Service No. 29

OUTDOOR GRILLING

a foodie’s paradise Capital Appliance & BBQ Ottawa succeeds by focusing on the art of grilling, rather than the business of selling.

by CHERYL DANGEL BARTOLINI photography by MADYX JANE PHOTOGRAPHY

D

espite what its name implies, Capital Appliance & BBQ Ottawa in Ontario has little to do with appliances, these days. Instead, it is all about grilling—and in fact, it is less about the grill and all about the food.

That’s unusual, but it’s all part of Chuck Shabsove’s grand plan as the company’s president. He likes what’s different and controversial—and to say that he is passion-

Chuck Shabsove (left) and Joe Whitfield Capital Appliance & BBQ’s indoor grilling stations are frequently used for cooking demonstrations and catered events

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ate about customer service (and North American products) would be an understatement.

In 1991, Shabsove bought Capital Appliance & BBQ Ottawa. At that time, 95% of the store’s revenue came from sales and service of small appliances and lawn/garden products. Only 5% of the business involved grills. By 2003, however, sales of barbecue products accounted for a third of the company’s revenue.

It’s not surprising that by 2006, Shabsove had dropped all other divisions to focus solely on grills.

Shabsove recalls that giving up hundreds of thousands of dollars caused a very painful year; however, he adds, “I do not have a single regret.”

With his new, narrow focus, he reinvented the business. He has many business rules, the first of which is to hire only foodies. “If

Patio & Hearth Products Report September/October 2013

you’re not a foodie, you won’t work out here. You must be passionate about food,” he says. “We’ll barbecue a whole pig twice (and sometimes, three times) a month.”

Shabsove promotes the art of grilling. He says, “We’re all about the food and less about the barbecue. It is less about technical jargon, such as Btu output, and more about the experience.”

For that reason, Shabsove constructed an indoor grilling station in the store with a high-tech venting system. He says, “We are constantly teaching our staff members about the products we sell. We get them involved and encourage employees to make food for their friends, so they are always trying to outdo one another in making the best ribs. It is a fun atmosphere in which to work.”

THE 20–20 RULE Shabsove’s second rule is the 20–20 rule: Employees must greet customers who enter the store within 20 seconds or within 20 feet. Shabsove says, “We have

employees constantly thinking as customers would, making customers feel special, all the time.”

The third rule is really the company’s motto: underpromise and overdeliver. Fourth, Shabsove adheres to a rule that he will only sell products made in North America. “I find that more and more customers come in wanting North American products.

Consumers want products (with good warranties) that they won’t be rolling to the curb in a few years. We are constantly bashing imported products and big-box stores,” Shabsove says.

For example, for customers who want ceramic cookers, the only brands that Capital Appliance & BBQ Ottawa will carry are Primo and Big Green Egg. “North American products are really a big thing,” Shabsove explains. He loves Napoleon products; however, because Napoleon offers products made in China and in Canada, he has to make a distinction for customers, letting them know that he only sells the Canadian line.

Circle Reader Service No. 31

OUTDOOR GRILLING

Deciding which products to carry is a well-constructed process.

Shabsove employs a filtering system that he designed. It assigns different weighted values to the questions that he maintains on a spreadsheet.

The higher the score, the more likely he is to deal with a manufacturer.

The judging criteria include country of origin, track record, recommendations from other independent companies, distribution channel, price, and other features.

Shabsove says, “We have an agreement drafted that defines the terms of the relationship, what the manufacturer can expect from us, and what we can expect from it. For example, if a manufacturer gives us an exclusive area for a certain length of time, I want that in writing. We’ll have the manufacturer sign the agreement, which also outlines what we will do for it.”

The negotiations preceding the signing of the agreement will often cover variables ranging from rebates to other incentives.

“Rebates really help our bottom line, at the end of the year,” Shabsove explains. “We simply do business with those who show us

The staff of Capital Appliance & BBQ was featured in a series of unconventional ads to promote the business

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they want to do business with us.”

This is where Napoleon comes through for Shabsove. “We are very involved in the community, and Napoleon is so generous in responding to requests that we make,” Shabsove says. He reports that Napoleon donated the products for an outdoor kitchen that Capital Appliance & BBQ Ottawa helped to create for a local Boys and Girls Club, in addition to making product donations for other charitable events.

Shabsove’s approach to business is working. After a slow spring, the business is on track to surpass last year’s sales of C$3.5 million (which set a record for the Ottawa store).

In 2001, Shabsove purchased a second store, Chadwicks and Hacks (Hamilton, Ontario), roughly 500 kilometers (310 miles) from Ottawa. Gary Green, who is a 50–50 partner in the Hamilton location, oversees daily operations there—where the same company philosophies apply.

NOVEL ADS Marketing is where Shabsove’s business gets really interesting.

He likes to have fun with it, and he involves the entire staff. “We do a photo shoot, once a year, with a professional photographer—and we get dozens of crazy photos and poses. We use them in all types of advertising, and that involvement makes the employees

Patio & Hearth Products Report September/October 2013

feel special,” he says.

Integral to all promotions is Joe Whitfield, general manager, who is perhaps best known by Capital Appliance & BBQ Ottawa customers as grilling guru Rib Eye Joe. Whitfield, a 21-year veteran of the company, is the company spokesperson: He trains the staff, appears as Rib Eye Joe in YouTube videos, and handles grilling demonstrations at local television stations as part of grilling coverage for Father’s Day (and summer). He is out in public—as well as behind the scenes—as the voice behind the store’s Meat Tooth blog.

Radio, print, and television ads are all part of the mix. Adding pizazz to the advertising campaign is Chris Neil of the Ottawa Senators hockey team; he’s retained by the store to personify a guy as tough as the grills that the store sells.

The ads, which promote Capital Appliance & BBQ Ottawa as the only independent barbecue store in Ottawa, are irreverent. “We make off-the-wall commercials,” Shabsove says. “Our marketing is outside the box—and controversial—because I’m bashing Chinese barbecues. You don’t want to come across with racial undertones, but I do want to push the envelope. I find that I have to be edgy to stand out, so I get some complaints.”

The business is promoted online using Google AdWords and (more recently) Business Photos for Google Maps, which has photographed the store to make interactive, 360-degree panoramas. “I’ll be able to create links to reach out to someone who wants to do a virtual tour of store. It helps with search-engine optimization, too,” Shabsove explains.

You’ll find the store on Facebook, Twitter, Pinterest, and LinkedIn. “I just love social media,” Shabsove says; he also sends email messages regularly to the 6,000 people in the company’s database. The stores are heavily involved in charity work, and they even offer loaner grills that are wrapped in a Capital Appliance & BBQ Ottawa advertising graphic. “It is like having a virtual salesperson at

the event,” Shabsove says.

The stores also do plenty of cooking demos in their indoor grilling areas, and the company once hired a chef who prepared five-course meals—and educated consumers about what’s possible using a great grill/smoker. Employees experiment with grilling techniques and will join cook-offs, alongside competitive barbecue teams from companies such as Primo, up to twice per year.

“Some manufacturers send their in-house chefs or representatives so that they can get involved. At a minimum, they’ll give us a burn credit that amounts to an average of 25% off the price if you demonstrate their grills. Traeger, for instance, will reimburse us for food consumed at demos or for the pellets we use,” Shabsove explains.

Often, the store turns into a kind of banquet facility. Shabsove will play host to corporate events for financial institutions or real-estate companies, for example, that want to bring in 20 or 30 guests. Naturally, there will be plenty of grills and accessories in stock for anyone who wants to make purchases that day.

“There are a lot of high-income earners at these kinds of events, so they do a good job for us,” he says.

NEXT IN STORE Later this year, Shabsove expects to have his website (www.bbqing.com) ready to handle online sales. He would also like to expand into the United States, and he has his eye on Upstate New York.

This fall, Shabsove will start construction on an addition to the front of the Ottawa store, adding a fully equipped backyard—complete with lights, sound, a kitchen, and a pizza oven. In the summer, the 26x80foot expansion will be an open-air yard; in the winter, garage doors will enclose the area to protect it from the elements. Shabsove hopes that it will be ready in spring 2014.

Shabsove can make all these plans because he is so enthusiastic about where the business is going. He says, “The Food Network is constantly fueling the barbecue industry.

People are staying home more and investing more in their backyards. It is fantastic. I’m really excited about this industry.”

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Circle Reader Service No. 33

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SHOWROOM SHOWCASE

diversify and grow

Antique Brick Outdoors finds success by expanding into the outdoor-living niche.

by SHARON SANDERS Photography by QUITMAN PHOTOGRAPHY

T

he downturn in the economy yielded change for many retailers. While some chose (or were forced) to close, others actually managed to revitalize their businesses.

Antique Brick Outdoors (Little Rock, Arkansas) is one of the businesses that has come out on top. The longtime brick and block supplier has managed to use its core strengths to diversify successfully into the world of outdoor living, which turned out to be a strategically sound move.

Since 1979, owners Dave and Marsha Garner have worked closely with builders and architects in the Little Rock area, providing them with brick and block materials for outdoor building projects. The business, Antique

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Brick and Block, gained a reputation for its service and its personal relationships with customers.

As Megan Garner Thomas, business manager (and Dave and Marsha’s daughter), explains, everyone in the area knew that he or she could come to the company to get the right products and services for the job.

When local construction slowed (in the early 2000s), so did the demand for masonry supplies. Instead of waiting for sales to increase again, the Garners decided to expand in a new direction.

“In my opinion, patio products were the next logical step because we had been selling pavers and masonry fireplaces for outdoor areas for more than 30 years. We

Patio & Hearth Products Report September/October 2013

asked, ‘Why not take it down that path?’” Thomas says, adding that this was during a time when the whole idea of outdoor living was coming on strong.

BRANCHING OUT By 2006, the new division of the business, Antique Brick Outdoors, was up and running in a restored building—from the early 1900s—located on the original property. The 1,400–square-foot showroom (with vintage-brick walls and high, beamed ceilings) and 11,000–square-foot outdoor patio were the perfect settings for showcasing products.

Thomas remembers how exciting it was, initially, to research, select, and bring in all of the

store’s outdoor-living products.

“The patio/hearth industry is huge, compared with the brick/block industry, so it was fun—but a little overwhelming.

There are a million product offerings and a million different ways you can go—and I think we’ve tried some of all of them,” she says.

After much trial and error, the Garners figured out that it was better for the store (and its clients) for it to focus on selling a core selection of products, even though it was possible to get customers virtually anything that they requested. Thomas says, “As a specialty retailer, we need to position ourselves as experts, and we can’t be experts on everything.”

Thomas adds that price range became a concern, too. “People

would want us to order inexpensive products that they could readily purchase from a mass merchant.

Those products made everything else in our store look overpriced, which it isn’t. We are value based— not discounters,” she says.

The store has found its niche

to be that of a high-end patio retailer specializing in outdoor kitchens. Thomas says, “There was no other dealership in the area that was knowledgeable about outdoor appliances and grills, so we felt that this area, in particular, was one that would

allow us to shine.”

Antique Brick Outdoors carries everything that one would need for a custom kitchen— from high-end grills to appliances—from Fire Magic, Twin Eagles, and True® Manufacturing.

There is even an onsite building dedicated to custom kitchen design, in addition to several fully functional kitchens found in the store’s indoor and outdoor showrooms.

In 2010, Antique Brick Outdoors rose to a new level of sophistication after it brought in

Middle: Antique Brick Outdoors specializes in high-end casual furniture and outdoor kitchens Bottom left: From left, Dave Garner, Cody Garner, and Megan Garner Thomas Right: Loren Stanton

September/October 2013 Patio & Hearth Products Report

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SHOWROOM SHOWCASE

Top: Antique Brick Outdoors is located in a restored vintage building from the early 1900s Left and right: The store offers everything from custom outdoor fireplaces and pizza ovens to accessories for the home

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an interior designer to merchandise its showroom. “Until that point, it was just my brother (Cody Garner) and I, trying to make the displays look good. Our best attempt at merchandising was putting fake food on the patio tables,” Thomas says. “Even though we had high-end furniture at a high-end price, it didn’t look like high-end merchandise.”

Thomas brought in Loren Stanton, an interior-design student

Patio & Hearth Products Report September/October 2013

(at the University of Central Arkansas) who was finishing her final year of school. “She was the perfect fit for our store, from her design aesthetic to her work ethic.

Thanks to Loren, our showroom now has color, texture, lighting, and everything it needs to make our

products look their best,” she says.

Stanton has been given full freedom to direct everything related to design, including fabric and cushion selection for all the store’s furniture. “We have grown together, and she has become an inseparable part of our team,”

Thomas says, adding that she plans to bring in another student designer this fall.

Now that the store is up to par on the design front, it has reached out to interior designers in the area. Stanton works closely with the local chapter of the American Society of Interior Designers to bring in new business.

Next year, Thomas plans to tap into the local hospitality market, which is an opportunity that the store hasn’t approached yet. “Our brick and block business made it possible for us to establish strong relationships with architects, engineers, and design companies in our area. All of their projects (from hotels to restaurants) are going to need outdoor furniture, and we hope to be the ones to work with them,” she explains.

SERVICE IS KING The Garners have learned, over the years, that customer service must be a priority in

every aspect of their operation—and in every interaction with their customers—if they want to enjoy long-term success. “It has been the driver of our business for three decades,” Thomas says. With their outdoor-living business, the Garners are resolute in respecting customers and their money (not just making a sale).

Thomas explains that many people are star-struck over the whole idea of outdoor living and creating the ultimate space—and they want to buy everything. “As the professionals, we have to know our products, inside and out. We also have to be aware that there is a difference between what customers think they want and what they can really use,” she says. “It’s our job to help people choose products that will make a functional kitchen or outdoor-entertaining area—and not to oversell.”

Building a relationship with a customer also adds value to a sale, making it less about price,

in the end. Thomas says, “It is so much harder for someone to challenge you on price when you invest time and energy in a sale. Customers feel accountable to you and to the store.”

As Antique Brick Outdoors moves into its eighth year of operation, the Garner family couldn’t be more pleased that it made the decision to diversify its business. It has boosted morale, re-energized the operation financially, and positioned it for future success. In the beginning, some family members were apprehensive about the change because brick and block were all that they knew.

“The unknown was the scary part. What we’ve come to realize is that business is business, no matter what you sell. If you have the right products, treat your customers right, are flexible, and have a knowledgeable staff, you can do pretty much anything you set your mind to,” Thomas says.

Circle Reader Service No. 37

September/October 2013 Patio & Hearth Products Report

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As I See It

THE PERFECT PARTNERSHIP Miles Industries credits its success to a strong working relationship with specialty retailers in the hearth industry. by SHARON SANDERS

V

alor™ is one of the most recognized names in gas fireplaces in specialty retail stores across the United States and Canada. Designed and manufactured by Miles Industries Ltd. (North Vancouver, British Columbia), each Valor fireplace holds the distinction of being the Original Radiant Gas Fireplace™.

The company has set many industry standards for gas-fireplace efficiency and comfort control, and it is consistently praised for its leading-edge designs. Patio & Hearth Products Report sat down with Paul Miles, director of sales for Miles Industries, to get the latest company news and to hear his thoughts on the direction in which the hearth industry is heading.

How is Valor continuing to build its reputation as a leader in the hearth industry?

Miles: We are staying focused. Valor builds products exclusively for specialty hearth retailers whose businesses are fireplace renovation and custom homes. We don’t make products aimed at the speculative-builder market.

I’ve watched companies get distracted by other channels and other types of products, and that’s not what we do. Valor products are distributed in the United States and Canada, and we sell directly to specialty retailers. This year, we anticipate about 15% growth through our core dealers—because their businesses are growing, and we plan on growing with them.

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Patio & Hearth Products Report September/October 2013

What has been the brand’s biggest recent success?

Miles: It’s mixing modern design with our core values of radiant heat, controllability, and efficiency. A former chair of Valor used to say that we are in the fashion business—which is so true.

Unlike heating equipment (such as a furnace that is installed in a basement), a fireplace is the centerpiece of a room, and it must have both function and style.

Valor works hard to make sure its products reflect the latest design trends because dealers rely on us to provide them with products that will appeal to consumers, year after year. Right now, modern and clean designs are our hot sellers. Sure, traditional styles are still a large percentage of our sales, but even our traditional designs are cleaner than they were a few years ago.

What does a hearth retailer need to do to stay relevant in today’s marketplace?

Miles: If you look back 10 years, specialty retailers used to be focused on installation: adding a glass door, installing an insert into an existing fireplace, or putting in a freestanding stove. Today, the focus is shifting from installation to fireplace renovation. People don’t necessarily want to change the equipment inside an old fireplace; rather, they want to create a whole new look with stonework, tile, or a mantel.

Jobs are much bigger for retailers, which means there is more opportunity, but it also means that they need to become fireplace-renovation experts. The dealers who do well often have a

person on staff (or have access to people) who can come up with a design package for a fireplace.

They are becoming much more involved in the renovation of a room (even though their part might just be the fireplace) because it has to tie in with whatever else is going on in the house. This shift is good for specialty retailers because it is a differentiator that protects them against the mass merchants.

Please share some details about Valor products that are particularly exciting.

Miles: Valor introduced its first linear gas fireplace, the L1™ linear series, in 2012. It combines radiant and convective heat with the beauty of widescreen linear design. The L1 was so well received that this year, we added a second, bigger model, called the L2™ linear series. We’ve also built a see-through version, called the L1 linear series 2-Sided™, which is able to provide efficient zone heating for two separate spaces.

I think the primary reason we’ve had so much interest in our linear family of fireplaces is the fact that we offer a driftwood, beach-style fire as an alternative to glass beads. Driftwood is timeless, in terms of style, unlike glass beads (which

Left: Paul Miles Middle: The L2 linear fireplace Right: The L1 linear fireplace

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FIRST CLASS FIREPLACES SOLD THROUGH A FIRST CLASS DEALER NETWORK Valor Radiant Gas Fireplaces are sold exclusively by specialty hearth retailers. Customer appeal, product reliability, heat performance and long-term manufacturer support are all key ingredients when it comes to deciding what lines to display on your showroom floor. Valor is dedicated to providing quality products that exceed industry expectations and in turn, supply homeowners with efficient, cost effective heating for many years to come. We value the dedication of our dealer network and are thankful for the continued support in the new year.

For more information regarding Valor and dealer network opportunities please contact Paul Miles (Director of Sales) at pmiles@valorfireplaces.com - or visit www.valorfireplaces.com.

Circle Reader Service No. 39

As I See It are most likely to be indicative of the style of the early 2000s).

Another exciting change, this year, is that we upgraded the fires in our core Legend G3™ insert series, which is our number-one–selling product.

We beautified the fire and log effect with a more high-definition log (for realism), and we improved the flame and radiant-heat output.

Why are linear fireplaces are becoming so popular for all types of decor?

Miles: Aside from the fact that linear shapes are eye-catching, one of the reasons linear shapes have become so popular, over the past few years, is that people are putting linear-shaped flat-screen televisions above their fireplaces.

A flat-screen television just doesn’t look as good over a traditional-shaped fireplace. Valor is focused on developing other products (such as the linear

fireplace) that can integrate with televisions and home-entertainment centers because we are competing for coveted wall space.

What’s the scoop on the new safetyscreen requirements?

Miles: As of January 1, 2015, all new U.S. and Canadian glass-fronted fireplaces must be manufactured with a barrier screen as standard equipment.

The screens must pass a number of safety tests (which include touchable-surface requirements), and the screens have to be made specifically for each appliance.

We’ve been developing our screens for some time because we knew this was coming. Since January 1, 2013, all Valor products shipped from our warehouses have been shipped with barrier screens. On the Hearth, Patio & Barbecue Association’s website (www.hpba.org/safety-information/safefireplacetips),

Top: The L1 linear 2-Sided™ fireplace Bottom: The Legend G3.5 insert

there is a lot of consumer information available that dealers are encouraged to use with their customers.

What changes and opportunities do you see in the hearth industry—now and for the future?

Miles: One of the things I think will continue to change and evolve is energy efficiency. There will be increasing demands on our industry to make products that are more efficient.

I am also seeing changes in the way builders are integrating technology into homes. Everything has become digital, with smart controls, so there is going to be more electronic integration of hearth appliances into kitchens, family rooms, and other areas of the home. Our industry has to be in tune with these advances so we can build the right products for different applications.

There continues to be a growing market for outdoor fireplaces as well. Homeowners are adding them into their outdoor spaces more frequently. In warm-weather areas such as California, many new homes are even being built with semicovered areas that have grills, kitchens, and fireplaces.

Moving forward, what can dealers expect to see from Valor?

Circle Reader Service No. 40

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Patio & Hearth Products Report September/October 2013

Miles: We will certainly continue to put out new products. I think one of the other areas where there is room for growth and improvement is how we deliver services to dealers.

For example, we are just getting ready to launch an online troubleshooting guide. When technicians are out in field doing service work, they will be able to get support—right on their smartphones—while on a job site. They will also have access to product information, videos, and anything else they need to serve their customers better. Dealers will see other improvements that will make it easier for them to do business with us.

30 Years of Innovation

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Superior Tools & Accessories for Barbecue and Pizza.

To request product catalogs or for more information, please contact us!

Call 800-521-0505 or email sales@companion-group.com | www.companion-group.com Circle Reader Service No. 41

my turn

SHELTERING SHADE Retractable awnings from Solair are perfect for cooling sunny outdoor spaces.

by SHARON SANDERS

S

olair® retractable awnings made their debut on the outdoor-living scene three years ago, and they are steadily gaining traction with specialty retailers. Trivantage® (owned by Glen Raven, Inc., of Glen Raven, North Carolina) brings a modern shade option to dealers who want to fill a niche in the shade category that’s a step beyond the traditional umbrella. Rett Haigler, business manager of shade solutions for Trivantage, says, “The top reason people cite that they don’t use their decks or patios is because it’s too hot, and an umbrella alone doesn’t always do the job.”

Solair retractable awnings are made with specially woven Sunbrella® fabric that doesn’t allow air to get trapped under the awning,

Top right: Rett Haigler Middle: The Solair® PS1000 retractable awning Bottom: Solair® retractable awnings are constructed exclusively of Sunbrella® fabrics

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which means that they can cool an outdoor space by up to 20 degrees—making an ideal spot for entertaining, playing with the kids, or just relaxing.

Haigler says that the entire casual-furniture industry has been very responsive to Solair. “As the outdoor-room concept continues to mature, there is going to be a need for more

practical options for shade,” he explains. “If somebody is building an outdoor room, an awning gives him or her the flexibility to have open air/sun or complete shade.”

There are three models to choose from, depending on the size of the space that needs to be covered. The PS5000 is Solair’s largest awing; it features customizable frame sizes; comes in four frame colors (white, latte, ivory, and black); and is available in more than 100 luxury Sunbrella fabrics.

The PS2000 is Solair’s most popular shade solution. It comes in three common widths and two frame colors (white and latte), and it is available in 13 quick-ship fabric options, as well as more than 100 Sunbrella fabric choices.

The PS1000, which is the smallest of the three awnings, was introduced earlier this year in response to dealer requests.

“The idea was to introduce an awning at a price that was comparable to that of a cantilever umbrella. If someone is already at that point, it’s easier to transition to the next stage,” Haigler explains. Some dealers use the PS1000 as an advertising mechanism to get people into the stores, so they can introduce the bigger PS2000 and PS5000.

The PS1000 comes standard with a white frame and two quickship Sunbrella fabric choices.

MAKING IT EASY “We do everything we can to make Solair awnings one of the easiest products retailers have to sell in their stores,” Haigler says. He adds that awnings are a high-margin product that requires only a low up-front investment.

Specialty retailers who sign up to be Solair dealers receive a full-size awning for their showrooms. This year, the company introduced a new freestanding display that can be positioned adjacent to other shade products (such as market and cantilever umbrellas), as well as above casual furniture. The display positions the awning so it’s at the same height that it would be if it were attached to the side of a home. This gives people the opportunity to experience the ambience that it would create for their decks, patios, and outdoor rooms.

Another recent introduction is Solair’s nationwide white-glove delivery and installation service. It gives dealers who don’t have contrac-

PEOPLE NEED SHADE. You can help. Become a Solair® awning retailer and offer your customers a stylish yet affordable way to beat the heat and enjoy the outdoors. These aren’t your old-fashioned awnings. They’re precision engineered shade systems for today’s modern family. They win, you win. Learn more at solair.com/signup

P E R FOR M A NC E FAB R I C S

©2013. SOLAIR ® AND SUNBRELLA® ARE REGISTERED TRADEMARKS OF GLEN RAVEN, INC. ALL RIG HTS RESERVED.

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It’s cool under here.

my turn tors or staff members who are comfortable installing an awning a way to get the job done easily and quickly.

“We offer dealers a hands-on, comprehensive training program for installation, but some still aren’t ready to take on the responsibility themselves,” Haigler explains. The provider does long-haul delivery, final-mile delivery, and white-glove installation anywhere in the country. Haigler says that the retailers who requested the service as an option have really taken advantage of it, so far.

Solair has also made some adjustments to its dealer-training program. “Awnings require more technical aptitude and are a bit of a longer sale than a set of furniture or an umbrella. We’ve made changes to our training in ways that build sales associates’ confidence on the floor,” Haigler says.

MOVING FORWARD Trivantage has grown, and it has learned many lessons, over the past three years, that have made it a better vendor to do business with—in many ways. Given the fact that Solair is the only

manufacturer of truly retractable awnings in the outdoor-living industry right now, Haigler says, it has the flexibility to make changes without having to consider the competition.

“We’ve been able to try a number of things that dealers have suggested to fine-tune our products, services, and marketing. We want to be responsive to their needs and to evolve constantly, so we can be an important part of their shadesolution offerings for a long time,” he explains.

The company continues to boost consumer perception of awnings through its marketing efforts, both in print and online. “It’s important that consumers appreciate the category first; then, we make sure the brand is representative of what they are looking for when they are ready to buy,” Haigler says.

He adds that the number of Google searches for Solair has doubled, month over month, since last year. This (in addition to sales) indicates that its marketing is producing results. The company has also worked closely with dealers to position Solair in a way that fits the image of the specialty patio channel.

Erik Mueller, owner of Watson’s (Cincinnati,

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Patio & Hearth Products Report September/October 2013

Ohio), a six-store specialty retail chain, has nothing but positive things to say about his experience with Solair. He explains, “Since we began carrying Solair awnings in our Cincinnati store in the spring, we have sold more than 20. About 60% of those sales were to customers who had an interest in purchasing an awning, but were not certain about the requirements and installation process.”

He continues, ‘The remaining customers came to our store in need of a shade solution for their homes because umbrellas and pergolas were not providing adequate shade. After discussions with our well-versed staff and a show-andtell session about the awning system, customers found the Solair retractable awning to be the perfect answer.”

Haigler is optimistic about the future. He says, “I really think we have proved that we are going to be here for the long haul. We are hitting on all cylinders right now—from our marketing to our training, our people, and our product. It’s exciting for me to think about the opportunity and possibilities ahead to help our customers grow their businesses in a profitable way.”

SunbrellaÂŽ is a registered trademark of Glen Raven, Inc.

Surround your customers with the world’s most beautiful, worry-free fabrics for furniture and accessories. sunbrella.com/cityscape Circle Reader Service No. 45

product innovation

SMART FURNITURE Twin-Star International manufactures hearth products that emphasize both form and function.

by CHERYL DANGEL BARTOLINI

I

s it a fireplace, a media console, high-end furniture, or all three? We’re familiar with smartphones and Smart® cars; this is smart furniture. That’s because Twin-Star International, Inc. (Delray Beach, Florida), offers homeowners multipurpose home furnishings that, in the guise of fine furniture, seem to do it all.

Founded in 1996, Twin-Star is an awardwinning home-furnishings manufacturer committed to combining the highest levels of design, quality, function, and style in each product that it develops and manufactures. The key word, here, is function: Twin-Star develops furniture that solves multiple problems and performs multiple tasks.

If you buy a new house, you are more likely to have a greatroom—with a fireplace, plenty of space for hanging a flat-screen television, and a wall for storing all of the media components.

Buy an older house, though, and it could be hard to get everything into the existing space.

Brian Brigham, Twin-Star’s director of marketing and public relations, says, “As many of our consumers are aware, adding a fireplace to an already existing home can be a costly project.

Twin-Star’s ClassicFlame and ChimneyFree electric fireplaces have always provided a highquality, stylish answer to that problem, but that leads us to yet another issue: space.”

He continues, “A lot of customers may want the ambience and zone-heating benefits of having a fireplace, but they do not have the space

Twin-Star’s Endzone media console, with Apple mobile-device docking, Bluetooth wireless technology, an integrated speaker bar, and a beverage cooler

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Patio & Hearth Products Report September/October 2013

for yet another piece of furniture. Twin-Star solved both problems by combining the benefits of its already existing fireplaces in a piece of stylish furniture that serves a multifunction purpose, hence saving space.”

SOLUTION-BASED FURNITURE Fireplaces aren’t the only must-have consumer goods that are difficult to squeeze into an existing home. Often, a fireplace takes up the premium wall space that would otherwise have been dedicated to an entertainment center. Do consumers have to settle for a fireplace at one end of the room and a television at the other?

That’s where Twin-Star comes to the rescue: If you can house a fireplace in a piece of fine furniture, why not take it a step further and make that fireplace mantel hold a television, a DVD player, or a refrigerator? Twin-Star did just that, and an ever-growing, successful line of media mantels was born. Today, they are equipped with speaker bars, docks for Apple mobile devices, and Bluetooth wireless technology.

Twin-Star’s offerings are diverse. Although the company is known for its high-quality furniture and technologically advanced electric fireplaces and heaters, its product lines actually span 10 different brands: • Tresanti entertainment centers, wine coolers, kitchen islands, home-office furniture, and occasional furniture; • ClassicFlame media mantels, wall mantels, and electric fireplaces; • ClassicFlame Pro built-in electric fireplaces and hospitality/builder products; • Luxe Bath Works vanities; • Luxe Home Furnishings products; • Duraflame large and small room heaters and

electric stoves; • Black & Decker utility heaters; • Twin-Star Home Furnishings products; • ChimneyFree electric fireplaces, media mantels, and wall mantels; and • Antiqua bath furniture.

EASY TO INSTALL For consumers, installing a combination fireplace and entertainment center is easy. “Our media mantels are built with exactly the same high standards of quality as our other Twin-Star product lines and are designed to hold the televisions of today—some, up to 90 inches wide,” Brigham explains.

The entire line of electric fireplace inserts plugs right into a standard outlet and comes ready to heat, right out of the box. “Most of our fireplaces also can be used with and without heat, so you are free to enjoy the ambience of a gentle fire all year long,” Brigham adds.

The main differences between Twin-Star’s wall mantels and media mantels are the purposes for which they were designed. “Our wall mantels are designed to mimic the mantels of a traditional built-in fireplace, generally providing a focal point to the room while providing a supplemental heat source,” Brigham explains.

“The media mantel is designed as an entertainment center, which would typically hold your television and house all of your electronics. Our media mantels also generally offer such benefits as wire management and cabinets, drawers, or display shelves for storing your media—such as DVDs, games, and so forth,” he adds.

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product innovation A NONTRADITIONAL MANTEL One of the company’s newest products is the quadruple-function media mantel, and one such media mantel is called the Endzone. It combines the functionality of a traditional entertainment center with the heating and atmosphere of an electric fireplace, and it can hold a flat-screen television of up to 90 inches.

Integrated into this piece of furniture is an Apple mobile-device docking station with Bluetooth wireless technology, which allows homeowners to stream audio files wirelessly to be played through the built-in speaker bar. If that isn’t enough, there are other fun features. “Disguised in the cabinet below is a large thermoelectric beverage cooler, keeping refreshments within reach—which means you won’t miss a single play of the game or scene from your favorite movie,” Brigham says.

The idea of a multipurpose entertainment center is brilliant. Who wouldn’t want so many wonderful features in fine furniture that occupies a relatively small footprint in the living area? Other manufacturers are jumping on the bandwagon, but Twin-Star isn’t worried about competition.

Brigham says that there is plenty to set Twin-Star

Twin-Star’s Enterprise media console, with Apple mobiledevice docking, Bluetooth wireless technology, and an integrated speaker bar

apart from the pack.

“The high quality and durability of our products, as well as the use of solid wood and premium wooden veneers for our more premium models,” he states, are some examples. He adds, “The heating technology (such as infrared quartz) in our inserts and the realism of our flame effects place

our inserts at the top of the market—but with reasonable pricing.”

Brigham isn’t just speculating. He bases his confidence on what he hears from customers. He says, “We have seen great consumer feedback from such introductions as our SpectraFire® blue-flame technology, which allows the user to select levels of blue in the flame, creating a more realistic gas-burning–fire effect. SpectraFire can also be completely turned off for a more traditional wood-burning effect.”

In describing what we should expect from the company in the future, Brigham continues, “TwinStar is always working on new designs—and even greater functionality and benefits—in everything we create. We are looking at introducing more consumer-friendly and clever products that help to enhance your entertainment experience while simplifying your life.”

He concludes, “Twin-Star’s immediate answer to the market is to continue to expand and grow our current line of offerings. The more long-term goal of our company is to provide an answer to all of your home-furnishings needs—expanding out of the family room, kitchen, and bathroom and into the other rooms of your home.”

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Circle Reader Service No. 48

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Patio & Hearth Products Report September/October 2013

Explore every opportunity the rising housing market has to offer you at HPBExpo 2014. With 350+ exhibitors showcasing the hottest products, an outdoor burn area, fantastic parties, and tailgating, HPBExpo is the perfect mix of business and pleasure. Invest in the success of your business and register today!

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800-251-6537

Circle Reader Service No. 49

CP corporate profile

BRANCHING OUT Windward Design Group lures new customers with a new pursuit.

B

efore Windward Design Group (Sarasota, Florida) could expand its customer footprint, it needed to venture beyond its stomping grounds. As it was for many in the industry, the effect of the Great Recession on the outdoor-furniture manufacturer was immediate. Unlike many companies that experienced decreased demand, however, Windward found immense opportunities.

In part, these resulted from the elimination of some of its competitors, but they were also due to consumers’ shift to value-based shopping. More than ever before, consumers weren’t looking for the most expensive or most decorative pieces. They shifted to products that they felt provided the most bang for the buck. They emphasized traits such as quality, warranties, comfort, and value; this drove many retailers toward Windward, which sold only extruded-aluminum products at the time.

This expanded national representation and dealer base—combined with voids left in the market by failed manufacturers—provided not only what Windward felt was an opportunity for the growth of its extruded-aluminum products (which had been its bread and butter for more than 15 years), but also an opportunity to launch new products (such as the marinegrade polymer that it introduced in 2012).

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The new product category has paid early dividends for the company, diversifying its product portfolio and bolstering national sales, according to the company.

Carrie Morales, executive vice president for Windward, says, “It was the look that we were after; we were very blessed to find a great supplier that’s close to us, and it happens to be the best supplier of marine-grade polymer in the country. It’s just a natural fit for us, and it was good timing.”

Windward’s foray into supplying polymer products wouldn’t have been possible without Marc Morales (Carrie’s husband), who joined the company as vice president of business development about two years ago. Marc, an engineer, was charged with the responsibility of looking for new product categories into which Windward could expand.

Marc’s research led him to identify marinegrade polymer as Windward’s best bet.

Compared with other types of polymer, marine grade is better at resisting UV light, which is the “single biggest killer of all polymer,” he says. He adds that it’s resistant to chemicals and that it doesn’t fade, crack, or splinter—as wood (and even other polymers) can. Unlike recycled polymer, marine-grade polymer offers great screw retention, allowing

by JESSE BURKHART

the attachment of slings, he says.

With guidance from Windward’s founder and owner, David Peace (Carrie’s father), Marc spearheaded development of the marine-grade–polymer line, which is manufactured entirely in Florida. The engineering process, Marc says, marked uncharted waters for the company.

“Compared with how we manufacture aluminum, it’s apples and oranges,” he says. “It’s a lot more high-tech and more dependent on dimensions. We do 3D modeling and a lot of things that you typically don’t do with extruded aluminum.” Windward’s polymer push hasn’t just increased its national presence; it has fundamentally changed how the company operates.

Entering a new product category prompted Windward to make some capital investments.

The company leased a 41,000–square-foot building dedicated mostly to the manufacturing of its polymer line, although it also serves as the production hub for its wicker line. The

Left: From left, Amber Schinas, David Peace, Carrie Morales, and Marc Morales Right: The Corsica collection

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CP corporate profile new facility is located just a few miles from its other manufacturing complex, bringing Windward’s total Sarasota operations to about 100,000 square feet.

Windward also purchased new equipment to outfit the polymer factory and went on a hiring spree to meet anticipated demand, increasing the company’s employee count by about 30%. The investments, Marc says, are paying for themselves.

“We set up a whole new facility, we hired a bunch of new employees, and we put a lot of engineering time into this,” he says. “Now, we have a much stronger dealer base, which has been overwhelmingly pleased. Getting into the category provided another foundation for our company.”

Carrie and Marc report that the marine-grade–polymer line was Windward’s main attraction at the 2013 Chicago International Casual Furniture & Accessories Market™. They also saw a warm reception for Corsica, an extrudedaluminum collection that was discontinued, but is now being reintroduced.

Windward offers aluminum-pole umbrellas, as well as a high-end wicker

line. The company imports its woven products, although the cushions are made in Sarasota.

Looking toward 2014, specialty retailers can expect more options in the polymer line. Carrie says that Windward could add one or two more groups, as well as individual pieces within existing groups.

Expanding the table selections is also on the agenda.

The bigger product selection and capital upgrades serve as a reminder of how far Peace—who has been in the outdoor-furniture industry since he was 18, when he worked for Tropitone—has taken Windward. In 1990, he started out restrapping furniture for condominium buildings and hotels in Western Florida, running the company out of his own backyard. He was the only employee when he moved his startup into a 12x24-foot storage unit. He later bought more tools, and by 1996, the company’s payroll included around 20 employees. Today, Windward employs about 130 people.

Although the company still sells commercial-grade furniture directly to the hos-

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Patio & Hearth Products Report September/October 2013

pitality market, it primarily caters to specialty retailers. For that reason, Windward understands the importance of keeping its target market, especially as the economic recovery slogs forward.

In 2007, the company introduced its promotional program, giving retailers pricepoint options (at import The sling Adirondack recliner by Windward Design Group prices). In addition, Windward recently introduced a freight program for selected terri- ments or minimums, providing retailers tories that allows customers to predict with more control and certainty. That has more accurately what they will have to pay. allowed the company to build a reputaThe company also offers what it calls tion as a special-order manufacturer, an unmatched 15-year residential warran- Carrie notes. ty on frames and finishes. Marc says, “We’re a made-to-order manufacturer; “The foundation of the company was we’re not going to force large inventories built on the commercial industry. We use into retailers’ warehouses. We really try to the same production methods to build be flexible and to work with our dealers, our retail lines, and we’re able to offer the especially in the times that we’ve all been warranty because we still build to a comthrough over the past few years. We’re a mercial standard.” company that’s simple to work with,” she Perhaps most important, Windward says. For a company with such humble doesn’t impose large early-buy requirebeginnings, simplicity just makes sense.

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Live outside...

® OUTDOOR LIVING, PERFECTED

, 5 2 1 '$ / ( $ / $ %$ 0$ ::: 3($ .6($ 621 ,1 & 1 (7 Circle Reader Service No. 53

insight

Warming Trend Infratech’s sleek patio heaters keep autumn’s chill at bay.

by CHERISE FORNO

I

nfratech has remained a leader in infrared-heating technology for more than 50 years, offering a wide array of automotive, industrial, and comfort-related heating products.

Sales of Infratech’s comfort heaters have boomed, in recent years, because of their ability to provide efficient, convenient heat. John Mazzotta, president of Infratech (Gardena, California), explains that the company’s heaters are superior to those of other companies in the industry because they emit heat without distorting the lighting or atmosphere of the setting.

According to Mazzotta, there are many advantages to using electric heaters, including ease of use, efficiency, and modern design. “Infratech’s medium-wave comfort heaters emit a barely discernible, pleasing glow that will not affect the ambience of a gathering—unlike competing short-wave or halogen electric heaters that produce a very harsh glare or a bright colored light,” he says.

“Electric heaters look better, are more efficient, and are easier to operate and maintain,” Mazzotta adds. “Unlike gas heaters, they have no valves, ignition components, moving parts, or burners to maintain or repair.”

In addition to their efficiency, electric heaters are aesthetically

Top: Infratech’s flush-mounted heaters Bottom: W-series heaters

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pleasing and safe. Infratech’s electric heaters produce no sounds, odors, or toxic emissions. A safe wavelength of light (released by a heated quartz element) transfers even levels of heat so effectively that heat is not lost, even in drafty or windy conditions. This radiant-heat technology makes Infratech’s electric heaters a great choice for both indoor and outdoor environments.

The customization of Infratech heaters has made them a popular option in restaurants and hotels, in addition to home settings. Another appealing feature of electric heaters is that they make it possible to choose from many kinds of mountings and installation methods.

“Designers and architects love the fact that our heaters may be flush mounted into a standard 8foot ceiling using our flush-mount frame,” Mazzotta says. “The most commonly used gas heater requires a minimum ceiling height of almost 10 feet—and when installed properly, will hang almost 24 inches below the ceiling.”

In addition to offering diverse heater profiles, sizes, and colors, Infratech offers many customized controls, timers, and motion sensors. The fully integrated systems include zone and intensity controls, along with timers and motion sensors to manage energy consumption.

These technologically advanced heaters can be integrated into a customer’s existing home-management system or can be run using an on/off switch.

Infratech is committed not

Patio & Hearth Products Report September/October 2013

only to producing modern and highly effective heaters, but to protecting the environment. As opposed to traditional gas burners (which are often less than 50% efficient), infrared heaters are more than 90% efficient— without emitting any carbon monoxide or other hazardous gases, according to Mazzotta.

In addition, Infratech comfort heaters’ components and packaging are recyclable. The durability of Infratech heaters is another great feature for the consumer and the environment. Infratech elements are rated for 5,000 hours of continuous use.

Infratech continues to expand its product offerings. Its newest addition, the Slimline series, features an anodized-aluminum body and a narrow profile. Its modern style adds to its

sleek design and advanced features. “Slimline heaters virtually disappear into the surrounding decor and are a designer’s delight,” Mazzotta notes.

Slimline heaters are also manufactured to withstand years of outdoor use before any replacements are needed.

Mazzotta stresses that going forward, Infratech will continue to engineer high-quality products and to build on the excellent reputation that it has established through its strong customer service, modern styles, and superior product quality. “Infratech is committed to providing highquality, innovative products that exceed our customers’ expectations,” Mazzotta says. “We have the technology, and we have the people to achieve our promise of quality, delivery, and price.”

Circle Reader Service No. 55

insight

The Heat Is On Ortal USA has gained traction in the North American fireplace market with its contemporary, environmentally friendly products.

by CHERISE FORNO

A

fter its introduction to the North American market in 2010, Ortal USA (Northridge, California) has gained popularity for its diverse product offerings of modern gas fireplaces that are both efficient and visually appealing. In its 30 years in the fireplace industry, beginning in Israel, Ortal has produced many fireplace models that are ideal for residential and commercial settings. Its focus on heating efficiency (combined with contemporary design elements) has made the brand a popular choice throughout Europe and North America.

Fran Amkraut, director of operations for Ortal USA, says, “Our entry to the market was very timely. We’ve seen a lot of growth.

We’re very happy about it.”

The company debuted its products at HPBExpo in March 2011, and it has continued to increase its product offerings—and popularity.

Amkraut explains that Ortal emerged in the North American fireplace market at a time when its contemporary design was on trend.

Top: Clear 200 TS, one of Ortal’s threesided units, shown here using Ortal’s cold-wall technology, with a television installed above the fireplace Bottom left: Clear 40H, among Ortal’s front-facing contemporary direct-vent gas fireplaces Bottom right: Space Creator 75, seen here in a commercial setting in Bond Street Social (Baltimore, Maryland)

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At the same time, Ortal’s investment in the architecture and design community helped create further interest in (and demand for) the wide array of sizes, shapes, and finishes provided by Ortal, as well as green features, such as Ortal’s use of direct-vent technology.

Other environmentally friendly features of Ortal’s fireplaces include electric ignition and low maintenance requirements. The fireplace models have varying rates of efficiency, beginning at 70%.

Amkraut notes that green products will become increasingly important as U.S. legislative/regulatory requirements tighten. This will contribute to high-quality green products, such as those offered by Ortal, becoming more prevalent throughout the industry.

Several Ortal products have been very successful, over the past few years. The Space Creator, a room-divider model that allows the fireplace to be enjoyed from more than one living area, is particularly popular, Amkraut says.

Another model, the 40H RS/LS fireplace, offers a narrow, tall design that is demure and elegant, compared with more robust models. A popular and unique design feature is Ortal’s signature glass-toglass connection, which is standard for all 3D units.

“Glass-to-glass finishes allow a clear view of the flame from all sides,” Amkraut explains. Ortal’s

Patio & Hearth Products Report September/October 2013

fireplaces can also be customized with double-paned glass, which reduces the exterior glass panel’s temperature. Ortal’s development of cold-wall technology also sets it apart from other companies. This advance allows items to be placed safely in close proximity to a fireplace.

For example, using Ortal’s television-installation detail, designers can incorporate the safe placement of a television above an Ortal fireplace, creating a multipurpose wall system. Amkraut says that this practical use fits with the current trend of using one room—and even one wall—for multiple functions, so people can spend time together, in a central location, while simultaneously watching television, playing games, and enjoying a fireplace.

“Cold-wall technology also allows you to work with different finishing materials,” Amkraut says. “You can use a wide array of materials. People don’t need to compromise their aesthetics to incorporate a fireplace into their designs.”

With a continually expanding product line, Ortal has no lack of sizes, models, and finishes for buyers to include in any design. “We came in with more than 50 models, right out of the gate,” Amkraut

says. “This contributed to our ability to grow in the industry so quickly.”

According to Amkraut, customers aren’t locked into anything because of the large range of choices that Ortal offers. This advantage was gained because the company had years to develop and improve its diverse options well before the company’s entry into the North American market.

For the future, Ortal will increase the number of models that it offers to more than 60. Amkraut says that this broad product line provides dealers with a huge selection of fireplaces—with options for almost any space and design. In the past year, Ortal has showcased its reflective interior panel, which offers a spacious, elegant look and visually stunning fires through the use of its mirrored design.

Amkraut stresses that Ortal excels at working with dealers who are the right match for its products and customers. She says that Ortal makes it a priority to provide the same level of customer service that the high quality of its products demands. A company representative is always available to provide both design and technical support to its customers. “People can also contact us to discuss small details before a design is complete,” she says.

“This is very important to us.”

Space Creator 120

Clear 150 TS

Bring warmth and style to any room with the ultimate in fireplace designs.

Stand Alone 70 TS

Clear 130

Clear 200 LS

Tel: 818 238 7000 | www.ortal-heat-usa.com Circle Reader Service No. 57

last word

FAMILIAR AND BOLD Ebel is recognized for making furniture that complements both contemporary and traditional motifs.

by GREG THOMPSON

D

esigners at Ebel Inc. (Jacksonville, Florida) have never been afraid to expand the furniture blueprint. The result has been a thriving sweet spot in the market that attracts customers who are looking for something different—without alienating tradition-minded buyers.

Mark Bottemiller, national sales manager, believes that the delicate balance of familiar and bold is perhaps best seen in the company’s Dreux collection.

“From a stylistic standpoint, I think it is just traditional enough,” he says. “We have been known, historically, as a transitional company. The wicker that we make is not the style you normally see on a grandmother’s front porch.”

Ebel’s polyethylene-resin variation on wicker is a woven product that edges near the contemporary side. While Bottemiller acknowledges that a grandmother might

Top: Dreux deep seating and firepit Bottom: Carlisle deep seating (with a firepit)

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not own it yet, she’ll probably like it when she sees it. More important, her middle-aged children, shopping at specialty dealerships, will love it—and will be willing to pay a little extra for quality.

Designed to strike a balance among cost, comfort, and style, the Dreux collection is made of allweather wicker woven over aluminum frames. It’s a combination that has succeeded for the majority of Ebel designs, but the company is also expanding to other areas.

“Last year, we introduced a fully upholstered line, and that is a new venture for us,” Bottemiller says. “It is mostly aluminum, and there is no plywood in it. It is truly an allweather, full-exposure upholstered collection. Plywood eventually will delaminate, and the nice thing about our construction is there is nothing to delaminate.”

THE RIGHT FIT Anne Ebel, the company’s president, began selling resin benches in Virginia Beach, Virginia, in 1988.

Those humble beginnings have given way, 25 years later, to a juggernaut that helps dealers move products consistently.

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With its headquarters now firmly ensconced in Florida, Ebel continues to thrive (on a much larger scale) while managing to keep its family-company values.

These days, Ebel products routinely turn up in residential and commercial properties in a number of countries. More than 20 Ebel independent sales representatives currently work with dealers throughout the United States, Canada, Mexico, and Caribbean countries, building relationships with independent companies and

small chains that wish to carry accessible products with high overall quality.

Bottemiller explains that he considers Ebel’s products to have midrange to upper-end price points. “We don’t want to be head and shoulders above the most expensive line in the store. I don’t mind being the most expensive, but when it happens, I want to be the most expensive by just a little bit.

There are certainly still areas of the country where woven furniture continued on page 89

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CasualMarket Roundup

A STRONG SHOWING

by CAROL DAUS photography by ROB BAKER

T

he 2013 Chicago International Casual Furniture & Accessories Market™, held September 17–20 at the Merchandise Mart, was an enormous success. Specialty retailers and designers packed the showrooms, and the overall mood was optimistic, with manufacturers predicting a strong 2014 season. The pervasive comment, throughout the show, was that business has improved as the economy has picked up steam. Pent-up demand has led to increased retail sales, and a surge in the housing market has benefited retailers and manufacturers.

Firepits and fire tables were some of the most talked-about items on showroom floors. Just about every casual-furniture manufacturer has added fire features to its collections as consumers continue to seek ways to transform backyards into relaxing retreats. Contemporary collections also received a lot of attention as retailers recognized that sleek, trendsetting designs are popular with many consumers.

Pictured here are some exceptional exhibitors who devoted many hours to

OW Lee Terri Rogers (left) and Leisa McAllister

ensuring that this year’s show was a success. Their displays featured an impressive range of furniture and outdoor-related products that are likely to be hot sellers in 2014. Patio & Hearth Products Report salutes these individuals (and their companies) for their contributions to the casualfurniture industry.

NorthCape From left: Bill Wenzel, Kim Golson, and Tom Murray

Treasure Garden Margaret Chang and Ben Ma

Kingsley-Bate Clay Kingsley (left) and Brian Blakeney

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

Patio & Hearth Products Report September/October 2013

The HammockSource Reid Roney

Treasure Garden Jeff Dorough

Leisure Design John Burrows (left) and Robert Burrows

Homecrest From left: Todd Wingrove, Marilou Heltemes, and Kelly McComb

Tropitone Tanya Stevens and Demetrius Linebarger

Napoleon Products Kimberly Stuteville (left) and Kim Norris

Alfresco Home Joseph Cilio

Peak Season Tim LeRoy

Brown Jordan Outdoor Kitchens Mitch Slater

Agio Mike Gaylord

TUUCI Ward Usmar (left) and Dougan Clarke

The Outdoor GreatRoom Company Ross Johnson and Hilary Mays

Solair by Trivantage David Heiman (left) and Rett Haigler

Outdoor Lifestyle Virginia Hamilton and Fred Ilse

Ebel Mark Bottemiller

Sunset West Wes Stewart

South Sea Rattan From left: Inor, Joyce, and Jacob Kuo

Sunbrella by Glen Raven From left: Heather Ezrine, Suzie Roberts, Marcia Blake, and Joanie Schlunt

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CasualMarket Roundup

Couristan From left: Steve Codella, Emma Gardner, and Ron Couri

Mallin Casual Furniture Brenda Pereyda

California Outdoor Concepts Clint Blevins

Windward Design Group Back: From left, David Peace, Amber Schinas, Darla Dozier, and Marc Morales Front: Patti Peace (left) and Carrie Morales

Telescope Casual Bill Vanderminden

Gold Eagle/303 Products Fred and Karen Scuncio

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Patio Renaissance From left: Andrea Dibello, Albert Lord, and Mark Gorr

Patio & Hearth Products Report September/October 2013

Woodard Bill Herren

Big Green Egg Jerry Stone, Jodi Burson, and Lou West

Meadow Decor Back: Bill Youngblood (left) and Michael Contreras Front: Lily Chen (left) and Robyn Ferrell

Ratana Home and Floral From left: Lawrence Wong, Rosita Ling, David Leung, Godfrey Leung, Jacqueline Wu, and Winnie Ng

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WHAT’S NEW

6 Hot Products to Sell Now

by CAROL DAUS

Agio | www.agio-usa.com

With such a dizzying array

styles, such as the Tempe firepit, which features a round slate top, handfinished

of new products introduced each season, it’s

Agio continues to offer the latest looks and

bronze accent inlay, and ample table space for comfortably serving guests. It’s exactly what customers are looking for: outdoor fire, added to a stylish and plush seating collection.

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not easy to identify those

Lennox Hearth Products | www.lennoxhearthproducts.com

that will give you the best

From Lennox® Hearth Products, the Dave Lennox Signature collection Envy™ gas

bang for your buck. To

fireplace offers amazing versatility, with two different configurations to suit your style.

assist you in locating

Available in a sleek, contemporary version, as well as a traditional version (for a realistic masonry look), the Envy is sure to provide the perfect foundation for custom tailor-

profitable products that

ing to your taste and your home’s decor.

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are fun to sell, we have launched “What’s New: Six Hot Products to Sell Now,” a regular column spotlighting new (and

Gensun Casual Living | www.gensuncasual.com Gensun Casual Living completes the outdoor room with the introduction of outdoor kitchens. Cabinets are available in a variety of sizes and colors. Elegant countertops are made from cast aluminum and are also available in a variety of colors—and even faux-stone finishes. The appliances (including grills, side burners, refrigerators, and

noteworthy) products

bar centers) are included in this new line.

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from exceptional manufacturers. The products

Delta Heat/Twin Eagles | www.DeltaHeat.com

The new Delta Heat 20-inch

featured in this column—

refrigerator is UL approved for outdoor use and offers exceptional performance and reliability.

and future columns—are

It features a stainless-steel exterior, a locking door, and front venting for under-counter installation.

A spacious 4.1–cubic-foot interior, three adjustable wire shelves, and a drink-can holder in the door

guaranteed to appeal to

provide convenient storage. The door is reversible for left- or right-hinged applications.

your customers, whether

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they’re shopping for firepits, patio furniture,

Hearth & Home Technologies | www.harmanstoves.com

hearth inserts, or outdoor

The latest edition of the best-selling Harman Accentra insert is now available: the Accentra

kitchens. Here are six

52i. This new unit exemplifies the brand’s motto: Built to a Standard, Not a Price. With a 52,000-Btu output and 85% efficiency, it will give your customers more heat with less fuel. The

exciting products that are

Accentra 52i boasts 50% less cleaning time than any other pellet unit, and it’s quieter (due to dual blowers and better

currently creating a buzz

placement). Heat-activated mirrored glass is a standard feature.

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in the marketplace.

OW Lee | www.owlee.com

Featuring a dramatic new firepit design, the Aero

by OW Lee is constructed of machine- and hand-bent plate aluminum, making this group modern, yet distinctly industrial.

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PRODUCT PROFILES Twinfire Solo by Wittus The Twinfire® Solo is the latest addition to an already-spectacular collection of highly efficient stoves. At 93% efficiency, this super environmentally friendly wood-burning stove has great heat output and low fuel consumption, with much less ash. The sleek, all-black steel stove body (combined with the patented double-chambered burn system) puts this stove in a category of its own. The Solo measures 44 inches high by 18 inches wide by 16 inches deep and heats more than 1,000 square feet. Contact: www.wittus.com.

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Bellevue From Ebel For the 2013 season, Ebel Inc. introduces the new Bellevue collection. This smaller-scale group is available in a variety of seating pieces. Tables and dining options can be mixed and matched from the Dreux, Laurent, Napoli, and Portofino collections, allowing the ultimate in style customization. The Bellevue collection is available in driftwood and includes 5-inch–thick cushions. Contact: www.ebelinc.com.

Celaya Sling

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Uniquely designed, featuring cast accents for today’s looks, this beautiful sling collection from Mallin will complete anyone’s backyard.

Contact: www.mallinfurniture.com.

Eon Milan Counter-height Dining Set This beautifully proportioned new counter-height dining set is the ideal combination of style and function, looking great on the patio, balcony, or terrace. This slightly upscale and more refined design is the perfect fit when ordinary just won’t do. Made from an engineered polymer, this dining set is built to last a lifetime. Contact: www.eonoutdoor.com.

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Woodland Timbers Gas Log Set Hargrove introduces Woodland Timbers, the newest addition to its Radiant Heat series of vented gas logs. Woodland Timbers expands the ember-glow viewing area, allowing abundant radiant heat to come into the living space. Each Woodland Timbers set comes with beautifully textured logs and charred fiber chunks that glow red hot in the center of the ember bed. Woodland Timbers log sets are available in 21-, 24-, 30-, and 36-inch models, in addition to see-through versions.

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

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Avant Avant, NorthCape’s new high-back collection, made a big splash at this year’s Chicago International Casual Furniture & Accessories Market™. The Avant collection is offered in sectional, seating, and dining configurations with optional alternative tabletops (including Durawood), and it features a unique high-back design in a richly toned 15-millimeter Aspen weave. The comfortable, welted headrest-style cushions are available in your choice of fabric, and the cushions feature a premium filling (for extended bounceback) and virtually indestructible Tenara thread. When you’re looking for style, comfort, and value—look no further than NorthCape.

Contact: www.northcapeoutdoor.com.

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Patio & Hearth Products Report September/October 2013

EPA-CERTIFIED. NATURALLY STUNNING.

Lennox has more EPA-certified wood-burning fireplaces than any other brand, including the largest one on the market. That means more products for your showroom that are as easy on the eyes (and energy costs) as they are on the earth. Plus, installation and operation are more user-friendly than ever.

WHEN YOU CHOOSE LENNOX, YOUR MARGINS BECOME GREENER, TOO. EPA-certified products are premium-priced products. The greater your selection, the more likely your customers are to make the right choice, which means more green in your pocket. What’s not to love?

Montecito Estate™

Information at www.lennoxhearth.com or become a dealer by emailing us at info@lennoxhp.com Circle Reader Service No. 67

PRODUCT PROFILES New ProFire Cart The new ProFire Solo cart is a commercial-quality, stainless-steel cart designed to fit most kamado-style grills, including the company’s new ProFire Bravo kamado-style charcoal grill. Built with a patent-pending front-load design for easy kamado-grill installation, it also incorporates top-of-the-line features that include stainless-steel side shelves with utensil holders, access doors for convenient additional storage, locking swivel casters for maneuverability, and an integrated bottle opener. Contact: (888) 781-4657 or www.mhpgrills.com.

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Nonstick Grateconditioning Spray Bull Outdoor’s nonstick grate-conditioning spray makes grilling easy. Specially made for high-temperature grilling, this nonfat spray conditions grates prior to grilling and simplifies cleanup. The spray is the perfect product to include in your grilling-accessory offerings.

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

Vienna Firepit Chat Group

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Rectangular Firepit Base With Travertine Top Warm up in your backyard with a firepit from Mallin that will satisfy every look from within your imagination.

Choose from chat, dining, or bar heights; then, pick your base and select your top. Enjoy the ambience. Contact: www.mallinfurniture.com.

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Parapan High-gloss Solid-acrylic Door Fronts Brown Jordan Outdoor Kitchens unveils the Parapan line of high-gloss solid-acrylic door and drawer fronts for outdoor kitchens.

Featuring a comprehensive palette of 22 rich neutrals and vibrant brights, Parapan has colors that run all the way through the almost 0.75-inch–thick material and will never fade.

Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

Only Agio continues to explore the most trendsetting looks in outdoor entertaining. The Vienna firepit chat group features an elegant, handfinished, aluminum-framed sofa and love seat, with tailored, weather-resistant cushions offering ample seating for your customers’ guests. They will enjoy the styling of a rectangular, classically styled firepit with a table-length display of warmth and ambience. Contact: www.agio-usa.com.

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Valor Legend G4 Insert Valor introduces the Legend G4 insert, the latest addition to the Valor insert family.

Considered the big brother of the company’s highly successful Legend G3 insert, the G4 is a synthesis of distinctive design and efficient radiant-heating performance. The process of updating your living space’s aesthetics should include a significant upgrade in fireplace technology and efficiency. The Legend G4 increases your home’s efficiency, provides ease of use, and effectively updates the design of your home. Contact: www.valorfireplaces.com.

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Wittus Flatfire Tree-line Silhouette Enhance your decor and your environment with the new Flatfire Tree-line silhouette, a nice addition to the Wittus Flatfire gas fireplace. It’s effortless to bring a little fun into your home with this designer metal forest insert. Easy to install, this new cutout tree adds natural character to the dancing flames of the already-stylish modern fireplace. It even looks like a sculpture when the fire is not burning. The award-winning direct-vent gas Flatfire—which is about 30 inches high by 42 inches wide by 7 inches deep (with a viewing window that’s 15 inches high by 27 inches wide)—is available with a black or silver-gray frame and is accented by a distinctive inner frame of silver gray. It is the perfect addition to every home. Contact: www.wittus.com.

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PRODUCT PROFILES Valor L1 2-Sided Fireplace Combining linear design with Valor heat performance, the L1 see-through model provides efficient zone heating for two separate spaces. High-quality surrounds in bronze, black, brushed-nickel, and the company’s new GRC sandstone finishes frame spectacular flames and radiant warmth from within; firebed options for the 2-Sided™ L1 include Long Beach driftwood, Murano glass, and beaded glass kits. Join living spaces seamlessly with Valor warmth, design, and reliable home comfort. Contact: www.valorfireplaces.com.

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Summer Siesta: Sand-Multi (5205/1255) This beautiful rug from the Covington collection is made of 100% fiber-enhanced Courtron™ polypropylene and features exquisite handhooked construction. Water resistant and mold/mildew resistant, it provides durable performance in frequently used spaces inside and outside the home. Its approximate pile height is 0.25 inches. Contact: www.couristan.com.

C.R. Plastic Products The Generation line from C.R. Plastic Products Inc., boasting 16 color choices of recycled-plastic casual furniture, has now added a uniquely designed tête-à-tête and matching footstool to its collection. Not only are these products built to stand the test of time, but they are also ergonomically designed, with your comfort in mind: Relaxing never felt this responsible. Contact: www.crpproducts.com.

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Cal Flame Outdoor Fireplace Using Cal Flame’s outdoor fireplace (FRP-909) is the perfect way to enjoy warmth in the great outdoors. Enjoy cool evenings and extend the outdoor season with the Cal Flame outdoor fireplace. This beautiful fireplace instantly creates an inviting ambience and adds a warm glow to your backyard resort. The FRP-909 has sturdy, one-piece construction and is built with a fully welded, 16-gauge, galvanized-steel frame. Crafted with the finest materials, it will withstand all outdoor elements for years of enjoyment.

The 36-inch fiberglass firebox (with arch) is filled by a seven-piece, 24-inch log set with lava rocks, on top of an 18-inch grate. Fueled by either LP or natural gas, this fireplace delivers 55,000 Btu.* Customize it with five different colors of Ameristone™ stucco. Eight beautiful cultured-stone styles (and accent trim with either porcelain tile or natural-stone tile) are available as options. *Shown is the FRP-909 with a wrapped mantel.

Contact: www.calflamebbq.com.

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PRODUCT PROFILES ProFire Kamado-style Charcoal Grill Introducing the ProFire Bravo kamado-style charcoal grill: Constructed of high-quality ceramic and commercial-grade stainless steel, this new kamado-style grill has the flexibility needed to grill, sear, or smoke foods. Its features include a dual-action top vent, an eco-friendly bamboo handle and side shelves, a stainless-steel lid shock absorber, and a hinged stainless-steel grid (for easy addition of charcoal). It also comes fully assembled and is available with a movable stand or with the company’s ProFire Solo cart.

Contact: (888) 781-4657 or www.mhpgrills.com.

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Twinkle: Party Pink Designed by Emma Gardner, this beautiful rug is from the emma at home by Couristan collection. It features 100% fiber-enhanced Courtron™ polypropylene and exquisite handhooked construction. Water resistant and mold/mildew resistant, it provides durable performance in frequently used spaces inside and outside the home. Its approximate pile height is 0.25 inches. Contact: www.couristan.com.

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Flexible Natural Stone MLW Stone introduces flexible natural stone. This revolutionary new slate product comes in 2x4-foot sheets and a 1- to 2-millimeter thickness and is offered in eight different color choices. The thin slate veneer is ultralight, easy to bend, and ideal for use on curved walls or as a fireplace facing.

Other applications include outdoor-kitchen islands, firepits, grill stands, mantel accents,

entertainment centers, and more. Please request samples today and consider the possibilities. Contact: (800) 477-7665, henry@mlwalker.com, or www.mlwstone.com.

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Patio & Hearth Products Report September/October 2013

Join other RETAILERS at the 2013 Int’l Pool | Spa | Patio Expo in Las Vegas to gain the knowledge and skills to build sales, add customers, and stay on top of the industry trends that will keep your retail store profitable and strong.

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Stay Connected to the Expo: Circle Reader Service No. 73

PRODUCT PROFILES

Chatham Pellet Stove

Ceramic-glazed Lava Stone Brown Jordan Outdoor Kitchens introduces ceramic-glazed lava-stone surfaces from Italy. Given the wide variety of unique glossy, matte, and metallic glazes (in addition to the company’s handpainting capability), the lava-stone surfaces are ideally suited for homeowners looking for a stunning, unique look; for durability; and for timeless beauty. These surfaces instantly transform tabletop and countertop surfaces into breathtaking works of art. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

The Chatham pellet stove, from Hudson River Stove Works, has all the cast-iron features that customers have come to expect. The freestanding, enamel-coated (with-legs) model is one of many combinations that offer timeless construction, with detailed patterns and curves. On the practical side, designers at the Hudson, New York, company have incorporated large heat-exchanger tubes to maximize Btu output. Whisper-quiet fans are a standard feature. The stove is available in black or red. Contact: www.hudsonriverstoves.com.

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Fornetto Alfresco Home proudly introduces Fornetto™, a two-in-one natural wood-fired oven and smoker. Available in red and black, this stainless-steel, gloss-enameled oven delivers delicious pizzas, meats, and more. Visit the company’s showroom (#16-120) in Chicago, Illinois, at the Merchandise Mart. Contact: (610) 705-8808 or www.alfrescohome.com.

38-inch Double Door Bull Outdoor is pleased to introduce its 38-inch double door for outdoor kitchens. Made of 304 stainless steel, this ultradurable door is double lined and features Bull Outdoor’s sleek matching handles. The new door is easy to install and fits perfectly under Bull Outdoor’s Brahma 38-inch grill. Contact: (800) 521-2855 or www. Bullbbq.com.

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Refractory Panels Hargrove Premium Products has introduced a new series of replacement refractory panels. Multiple sizes are available, and panels can be cut to fit sizing requirements. Each panel is steel and fiber reinforced. Some models are available for UPS shipment.

Contact: (800) 725-4166, www.hargrovegaslogs.com, or markh@e-hargrove.com.

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Carlisle Collection Ebel Inc. introduces Carlisle, new for the 2013 season. This fully upholstered outdoor collection is constructed with an aluminum frame, and it comes standard with the new Sunbrella® Rain fabric in Spectrum mushroom. Various seating pieces are available, including a swivel recliner. Bases are available in either driftwood or chestnut frame finishes. Tables and dining options can be mixed and matched from the Dreux, Laurent, Napoli, and Portofino collections, allowing the ultimate in style customization. Contact: www.ebelinc.com.

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Designed to

Perform.

Made to Last.

Performance and Durability Broil King® provides you with a competitive advantage offering an extensive line up of quality North American made grills that will appeal to clientele that are looking for brand, quality and performance.

Hundreds of independent and specialty retailers have increased sales and profit by selecting the right line up of Broil King® grills with price ranges between $399 - $1699.

Call us today and find out how your business can benefit with the most popular North-American made line-up.

Please contact Nathan Wheeler | 1 800 245 5138 ext. 3460 | nwheeler@omcbbq.com | www.broilkingbbq.com

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PRODUCT PROFILES Covington Covington, a stunning new collection from NorthCape, received rave reviews at this year’s Chicago International Casual Furniture & Accessories Market™. Seating pieces in a beautiful new canyon gray wide-weave extrusion will be available in NorthCape’s five warehouses (across the United States and Canada) for quick shipment. Sectional and dining pieces will also be available. In addition, NorthCape offers quick-ship cushions for this collection in your choice of 24 Sunbrella® fabrics. The cushions feature a premium filling (for extended bounceback) and virtually indestructible Tenara thread. When you’re looking for style, comfort, and value—look no further than NorthCape. Contact: www.northcapeoutdoor.com.

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Positano Sectional

Capistrano

The Positano sectional by Alfresco Home in Spiced Chai Everwoven™ all-weather wicker provides stylish, clean lines in rich woven textures.

Comfortable and inviting, the sectional is constructed of 6.5-millimeter wicker on an aluminum frame, with custom cushions. Visit the company’s showroom (#16-120) in Chicago, Illinois, at the Merchandise Mart.

Contact: (610) 705-8808 or www.alfrescohome.com.

California Outdoor Concepts redefines design, once again, with the introduction of new mosaic tops for your firepit table. The Capistrano mosaic firepit tabletop recreates the images of California missions.

Warm tones of travertine and marble hark back to the early California images of tiled rooftops and weathered plaster walls. The Capistrano mosaic top will add a unique touch of art to your backyard landscape. The swallows come back to Capistrano every year; elevate the design of your firepit with the Capistrano mosaic top, and you will be coming back, again and again, to the quiet comforts of home.

Sit back and enjoy the beauty. Contact: www.californiaoutdoorconcepts.com.

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Pizzeria Pronto Outdoor Pizza Oven

Cedar Twin Ponds The Cedar Twin Ponds collection is both an economical and a stylish choice. This collection includes a 6-foot bench, a patio chair, a patio table, and a coffee table. The high-back collection’s contoured back provides heavenly lumbar support. This collection is available in natural, cedar stain, and white stain finishes (as are all of the company’s cedar products). Contact: www.creekvinedesigns.com.

The one-of-a-kind Pizzeria Pronto™ by The Companion Group preheats to 700 degrees in just 10 minutes, cooking pizza in a mere five minutes. It runs on a 20-pound propane tank, but can work with a 1-pound tank using an adaptor (sold separately). The Pizzeria Pronto includes a dual cordierite pizza stone with a hollow air core to eliminate hot spots. It has a reflective heat shield to redirect heat onto the pizza and is lightweight, making it ideal for tailgating and picnics. The Pizzeria Pronto will be available October 20, 2013.

Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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INTRODUCING HUDSON RIVER STOVE WORKS COMPLETE NEW LINEUP

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A La Cart Deluxe BBQ Cart

The A La Cart Deluxe BBQ cart (BBQ10445KDB) is the perfect solution for any grill master who is short on space, but is looking for a top-of-the-line grill. Drop in any of Cal Flame’s three-, four-, or five-burner barbecue grills to accompany a standard single flat side burner, and the finished look will sear any steak. Two side trays can be folded down when not in use or removed to use as serving trays. For added convenience, the A La Cart Deluxe includes a bonus accessory package (a spice rack, a bottle opener, a dish-towel holder, and a paper-towel holder) with all the convenience of your kitchen. Simply bolt these items onto the exterior body or inside the door. Storage is ample: two drawers, as well as a cabinet compartment with a pullout tray for easy installation/removal of an LP tank. The unit is LP/natural-gas convertible. Shown is a five-burner convection grill; the drop-in grill and standard single flat side burner are sold separately. Contact: www.calflamebbq.com.

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CHATHAM INSERT

CHATHAM

KINDERHOOK

DAVENPORT INSERT

DAVENPORT LEGS

DAVENPORT PEDISTAL

We use the same internal parts in all of our models - Repairs & maintenace will be cost effective and parts always in stock “Forever Brickâ€? technology - Steel burn chambers instead of ceramic will add durability & years to the life of your stove Burn Pot Liner - Cost saving feature enables replacement of just the liner and not the entire burnpot Solid state control boards on all units - The same reliable 3 mode controler comes standard on all models Some of the highest performance ratings in the industry 3YV YRMXW FSEWX ER EZIVEKI IJ½IRG] VEXMRK

DEALER & DISTRIBUTOR INQUIRIES INVITED ;I EVI GYVVIRXP] I\TERHMRK SYV XIVVMXSVMIW ERH TEVXRIVWLMTW

ˆ )\GPYWMZI XIVVMXSVMIW ˆ 1EHI MR 2SVXL %QIVMGE ˆ -RHMZMHYEP QSHIPW EPP YWMRK XLI WEQI GSRXVSP FSEVH EYKIV QSXSV GSQFYWXMSR JER GSRZIGXMSR JER TVIWWYVI WIRWSV WRET HMWGW IXG 2S SRI IPWI SJJIVW QSVI models with this simplicity of service!

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PRODUCT PROFILES DCS Built-in Island All the capabilities of an indoor kitchen can finally be realized in an outdoor setting: DCS offers a complete kitchen solution in both built-in and freestanding categories. From outdoor warming drawers and patio heaters to refrigerators and side burners, DCS manufactures the finest of everything you need to complete your outdoor kitchen. Contact: www.dcsappliances.com.

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Eon Deep Seating Collection

Chatham Pellet Insert Hudson River Stove Works is pleased to introduce its cast-iron pellet insert. With a Btu rating of 42,500, it heats up to 2,200 square feet. The Chatham enamel-coated insert stove and the overall line of 10 individual models all use the same control board, auger motor, combustion fan, convection fan, pressure sensor, and snap disks. The large selection of models, paired with simplicity of service, amounts to a unique combination. Contact: www.hudsonriverstoves.com.

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The Eon Banff deep seating collection is now available in sparkling white.

This deep seating collection truly delivers the look and feel of wood, without the hassles of annual maintenance. Beautifully designed and generously proportioned, the Eon Banff deep seating collection is the perfect addition to any outdoor-living space. Cushions are handmade using only Sunbrella速 fabric. Contact: www.eonoutdoor.com.

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Northstar Northstar retro-styled appliances from Elmira Stove Works are great for kitchens, recreation rooms, and cottages. The Northstar line includes refrigerators, ranges, microwaves, range hoods, and dishwashers. They are available in nine colors, plus infinite custom colors. For the model shown, with an optional keg system, the MSRP is $3,995. National advertising support and protected dealer territories are available. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com.

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Laguna The history of mosaics dates back more than 4,000 years, and now, California Outdoor Concepts continues the tradition with the Laguna mosaic firepit tabletop.

The singular design of the Laguna has, indeed, the same idyllic feel as its city namesake, Laguna Beach. The color palette and craftsmanship of this truly individual creation will impress even the highly discerning artist community of this seaside village. The Laguna mosaic top will have you dreaming of the light, sandy beaches and abalone-dotted tide pools of days past. Step up to Laguna and own your own masterpiece today. Contact: www.californiaoutdoorconcepts.com.

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RSHT Chimney Fan The RSHT chimney fan is a high-temperature exhaust fan used to maintain proper draft in a solid-fuel chimney or stack system. It is the preferred fan for venting fireplaces, barbecues, pizza ovens, and stoves that produce extreme heating conditions. The RSHT chimney will sustain continuous temperatures of up to 1,000 degrees, and it allows use with short chimney stacks due to its grade 316 stainless-steel design and internal cooling vane.

Contact: chimneyfans.com Circle Reader Service No. 137

303 High Tech Fabric Guard 303® High Tech Fabric Guard™ is a premium, patented formula that restores fabrics’ lost water and stain repellency.

Recommended as the best fabric protectant by leading outdoor-fabric manufacturer Sunbrella®, 303 High Tech Fabric Guard restores water repellency, which guards against mildew formation, prevents leaks, resists soiling, and protects against both water- and oil-based stains.

Treated fabrics maintain their original colors and remain breathable. Contact: (800) 367-3245 or www.303products.com.

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PRODUCT PROFILES Entertaining Buffet Table

Premium Clean-face Fireplace

The Entertaining buffet table is handcrafted from western red cedar and features two well-spaced shelves for storage. It’s absolutely functional, and the curves in its legs make it quite the stylish statement as well.

This item is shown with an optional white stain and is also available in a natural finish and in a cedar stain.

Contact: www.creekvinedesigns.com.

The American Hearth premium clean-face fireplace line adds a new dimension to the direct-vent offerings of Empire Comfort Systems. Available in 32-, 36-, and 42-inch models, these all-new fireplaces come in traditional and contemporary models. For traditional models, you add the log set and choose a liner from three brick styles (or choose the black porcelain liner, which reflects the fire to add to the illusion of depth).

Contemporary models include a black porcelain liner, but offer a choice of a driftwood log set or a decorative rock set. You also choose the color of the decorative crushed glass for the burner. Premium clean-face fireplaces allow tile or stonework to extend right to the edge of the window frame.

The large tempered-glass window provides more than 1,050 square inches of viewing area, on the 42-inch model. Contact: www.americanhearth.com.

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pizzacraft Perfect Pizza Grilling Stone This two-piece interlocking stone is an innovation in pizza-preparation technology. The thermal–shock-resistant cordierite stones lock together and seal air inside the hollow center. Heat circulates within the stone and is dispersed more evenly, effectively eliminating troublesome hot spots or overheating that can develop with other stones. The stone can withstand the intense heat of direct flame. Steady, even heat allows for easy cooking of pizzas, which can otherwise be challenging. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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Traditional Grill With the right grilling equipment, you’ll find that the distance between simple dishes and gourmet masterpieces is very short. All DCS grills are designed for high-performance outdoor cooking, featuring high burner power and intense, full-surface searing temperatures. Targeted to the outdoor-cooking enthusiast, DCS is intended for those who demand the very finest cooking appliances. Contact: www.dcsappliances.com.

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Galaxy Outdoor

IntelliDraft The IntelliDraft is the first completely automated venting-control system used with gas fireplaces and other gas-fired decorative appliances. Designed specifically to maintain proper draft conditions and air for combustion, IntelliDraft provides safe operating conditions that are ideal for multifamily buildings and single-family dwellings. The system allows users the freedom to integrate almost any fireplace design and eliminates the need for glass doors. By saving energy and eliminating unnecessary emissions, IntelliDraft is a truly green solution. Contact: www.chimneyfans.com.

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Galaxy Outdoor is redefining the outdoor-dining experience. The company builds custom fire dining tables that will fit with any outdoor-kitchen design. Firepits and tables have been gaining a lot of ground in the outdoor-living arena. Galaxy has seen a trend in the market: People are spending more time entertaining in their backyards.

The company has had a huge number of requests, over the past few years, for full dining tables with fire features. As always with Galaxy products, they are made with the finest craftsmanship and materials in the industry. All Galaxy products are also 100% made in the United States. Don’t miss out on Galaxy’s 2013 early-buy program, which gives dealers free shipping for the rest of the year. With a minimum $5,000 first order of any Galaxy products, your company can earn free freight on all orders for the rest of 2013, saving you thousands of dollars throughout the year. Contact: Jeff at (702) 448-5600, jeff@galaxyoutdoor.com, or www.galaxyoutdoor.com.

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The Sunset Collection by Sunbrella The Sunset collection features rich, warm fabrics in complementary shades of orange and pink. Zara sunset anchors this collection, with a large pink-and-white medallion pattern set on an orange ground. Meridian mango and Flagship raspberry serve as coordinating solids. Posh persimmon adds visual interest with a small chevron pattern. The unique stripe, Cha Cha sunset, provides a preppy element, with alternating pink, orange, and white stripes on a warm-brown background. Fabrics shown (from top) are Meridian mango, Posh persimmon, Flagship raspberry, Zara sunset, and Cha Cha sunset.

Contact: www.sunbrella.com.

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Hamptons Summer Stripe Pillowtop Hammock Wide, firm, interwoven pillows of polyester-hollowfill fiber provide uncommon lumbar uplift, even as they enhance cushiony comfort. The handsome Hatteras Hammocks® pattern of alternating coastal blues, yellow, and white seems lifted straight from some nautical flag, flapping atop the bow of an ocean-bound yacht; the fabric is two sheets of solution-dyed DuraCord®, weather tough and cottony soft. South American cumaru-wood spreader bars further boost both looks and durability. The hammock’s body measures 55x82 inches; its total length is 13 feet. The Roman Arc cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com.

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Madison Park Gas Insert From Lennox® Hearth Products, the Dave Lennox Signature collection Madison Park™ gas insert fulfills both form and function requirements. Its stylish good looks and range of interior and exterior options allow you to decide whether you want the traditional look of a classic fireplace or a more contemporary design. Performance is equally impressive, with or without the blower; you decide the level of heat and how many rooms to warm. The insert will be available in fall 2013. Contact: www.LennoxHearthProducts.com.

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The FIREVIEW

®

Infratech Comfort Heaters

Wood Cookstove

Whether for work or recreation, Infratech comfort heaters turn cold indoor and outdoor areas into comfortable, inviting spaces. The W-series heater incorporates a

The Fireview is a high-efficiency, airtight, wood-burning cookstove that is perfect for home, cottage or camp. It serves as a high-output room heater, a cooking appliance and, with an optional water jacket, a source of hot water. For even more cooking versatility add the optional gas side burners. Models also available in all-gas, all-electric or dual fuel.

Let us build one for you. specially designed electric quartz heating element that produces safe infrared radiant energy. Radiant energy is only absorbed by solid objects and is not wasted heating the air. These heaters are suitable for ceiling-, wall-, or flush-mount installations, with minimal clearance required. Solid-state and analog controls are also available for intensity adjustment. Contact: www.infratech-usa.com.

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ElmiraStoveWorks.com 1-800-295-8498 2 ! . ' % 3 ȩ s ȩ 7 ! , , ȩ / 6 % . 3 ȩ s ȩ 2 % & 2 ) ' % 2 !4 / 2 3 ȩ s ȩ - ) # 2 / 7 ! 6 % 3 ȩ s ȩ $ ) 3 ( 7 ! 3 ( % 2 3 Circle Reader Service No. 81

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PRODUCT PROFILES

Custom Islands

by Galaxy Outdoor Galaxy Outdoor is the largest manufacturer of custom-built outdoor kitchens and seating bars in the United States and Canada. All of the material used in the construction is made in the United States, and 100% of the products are built in Las Vegas, Nevada.

All cabinets, bars, and firepits are constructed of 12-gauge, #120 galvanized tubing and are welded together. No screws are used in assembly of the frames. Each section is designed to be bolted together and self-aligning for easy installation. Galaxy Outdoor offers everything needed to make outside entertaining an experience that your customers will love. With a selection of over 40 different built-in stainless-steel components, you can incorporate everything you need for your entertaining convenience. Galaxy Outdoor does not charge for custom cutouts for any grill or stainless-steel components (all brands). The company’s trained staff will assist your salespeople, as well as your customers, in designing their dream islands and their firepits, fire tables, or other fire features. Galaxy Outdoor has the best warranty in the industry: There is a lifetime warranty on all built-in stainless-steel components and a 10-year warranty on the galvanized frame and all PermaBase® cement board. Dealer display discounts are available, and there is no minimum order requirement. Don’t miss out on Galaxy’s 2013 early-buy program, which gives dealers free shipping for the rest of the year.

With a minimum $5,000 first order of any Galaxy products, your company can earn free freight on all orders for the rest of 2013, saving you thousands of dollars throughout the year. Contact: (702) 448-5600 or www.galaxyoutdoor.com.

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The Trax Collection by Sunbrella Trax by Joe Ruggiero is one of the manufacturer’s most popular Sunbrella patterns, offering a subtle herringbone look that can serve as a rich solid color for building your home decor (inside or out). Offered in 13 colorways, Trax can be used for sofas, draperies, decorative pillows, or even tablecloths.

Fabrics shown (from top) are Trax smoke, Trax II cloud, Trax truffle, Trax mouse, Trax willow, Trax mink, Trax linden, Trax wren, Trax sequoia, Trax terra, Trax denim, Trax blue, and Trax coal.

Contact: www.sunbrella.com.

Fireview Elmira Stove Works’ Fireview wood-burning cookstove features antique styling, a viewing window for monitoring and enjoyment, high-efficiency secondary-burn technology, and a spacious 3–cubic-foot oven. Optional autoignition propane burners can run off the barbecue tank. National advertising support and protected dealer territories are available. The model shown has an MSRP of $4,995. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com.

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Luxury Clean-face Insert Just in time for the fall heating season, Empire Comfort Systems has introduced a luxury clean-face contemporary insert that’s perfect for the cool temperatures ahead. These heater-rated direct-vent systems—available in 30,000- and 35,000-Btu models—feature a unique burner that accepts decorative glass or other fireplace media. The porcelain liner comes in black or white and reflects the fire (to add to the illusion of depth). The insert’s large ceramic-glass viewing window directs your gaze to the fire, making this insert the focal point of the room. The window measures 400 square inches on the 30,000-Btu model and 584 square inches on the 35,000-Btu model. The surround conceals the valve and controls.

These inserts accept a variety of decorative fronts in black, hammered pewter, and stainless steel. Contact: www.whitemountainhearth.com.

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Ocean Breeze Promo Collection Ocean Breeze sling is part of Windward Design Group’s promotional program, available year round to qualifying dealers.

Ocean Breeze is made from exceptional commercial-grade aluminum and is available in multiple powder-coated frame finishes and numerous sling fabrics. It is proudly made in the United States. Contact: www.windwarddesigngroup.com.

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Phoenix Collection The new Phoenix collection from Gensun Casual Living features clean, smooth, flowing lines in a beautiful marriage of elegance and comfort.

Phoenix is available in sling, padded-sling, and cushion seating, along with a new line of matching tables. The collection is shown in the new Medallion finish. Contact: www.gensuncasual.com.

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Sunpak-TSR Patio Heater

303 Fabric/Vinyl Cleaner 303® Fabric/Vinyl Cleaner™ is a premium cleaner specially formulated to clean all indoor and outdoor fabrics, carpeting, and upholstery while rinsing residue free. It’s designed to accomplish even the toughest, heaviest-duty cleaning jobs safely, using no harsh chemicals. 303 Fabric/Vinyl Cleaner safely removes difficult stains, including dirt, oil, grease, coffee, tea, ink, and pet stains. It contains no caustics or acids, and it’s nonflammable and nonfuming.

Contact: (800) 367-3245 or www.303products.com.

Infrared Dynamics introduces the new Sunpak-TSR outdoor patio heater, which features a handheld remote control. One slim remote handles on/off and high to low heat settings. The Sunpak-TSR’s stainless-steel finish reflects elegance and style on your patio wall or ceiling. It’s available in natural gas or propane models that give off quiet radiant heat.

Contact: www.infradyne.com.

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El Greco Calypso Tufted Hammock Plush grommet-tufted contours cradle you as an overstuffed feather bed would in this Hatteras Hammocks® masterpiece of comfort, new for 2014. Two layers of solution-dyed, cottony-soft, all-weather fabric (the richly patterned top is Sunbrella® and the bottom is DuraCord®) sandwich a plush center of polyester-hollowfill fiber. The spreader bars are richly grained South American cumaru; the hanging hardware is zinc-plated steel. The hammock’s body measures 55x78 inches, and its total length is 13 feet. The tufted trapezoidal pillow comes included, though the Roman Arc cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com.

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Heat & Glo REVO Series The REVO series includes the three thinnest AFUE-rated, ANSI-compliant gas fireplaces available. Square, linear, and vertical models feature slender, 7-inch–deep profiles. Flames elegantly rise through Razor™ burners and produce immediate heat output—from 8,200 to 24,000 Btu. Installing a REVO is stunningly simple. Once a hole has been made in the wall and SLP venting pipe has been set, the lightweight units are hung on included mounting brackets (or can be recessed into the wall). Contact: www.heatnglo.com.

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PRODUCT PROFILES Vermont Castings Aura Direct-vent Gas Linear Fireplace

Napoleon S Series

The Aura has an amazing 70-inch viewing area: No other brand manufactures a wider fireplace.* More than 1,000 square inches of ClearView nonreflective glass provide a gorgeous view of the fire from any angle, while contemporary interior styling options truly make the Aura a showpiece in residential or commercial settings. With unsurpassed style, exclusive features, and the proud craftsmanship that makes Vermont Castings fireplaces iconic, this fireplace will take away your breath. *At the time of publication; this is based on standard production models using a single 5x8-inch direct-vent pipe. This excludes custom models. Contact: www.vermontcastings.com.

The S1, S4, and S9 are part of Napoleon’s new contemporary, EPA-approved wood-burning stove series, and they come complete with modern cast-iron doors and pedestal bases in a metallic charcoal finish. The stoves feature a cabinetlike easy-glide ash drawer (with a removable ash pan and lid, for easy cleaning). Napoleon’s S series also features a secure-lock, lever-action door handle (with a removable handle shield) that remains in a convenient open position when the door is open, making refueling safe and easy. The S series has the perfect wood-burning stoves for those wanting wood-burning technology with a clean, contemporary look.

Contact: www.napoleonfireplaces.com.

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Broil King Keg Lighter, more durable, and more portable than other kamado-style grills, the Broil King Keg offers incredible versatility and produces mouthwatering results. Boasting nearly 500 square inches of cooking space and a heavy cast-iron cooking grate, this is the next step in kamado-style grills. Contact: (800) 245-5138 or www.broilkingbbq.com.

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Aesthetically Pleasing The low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact. Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. Contact: www.infratech-usa.com.

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Firepits by Summerset Professional Grills Summerset Professional Grills is pleased to announce that it has now expanded its line to include firepits. Choose from five beautiful firepit designs to add the extra flair you have been looking for; each firepit includes a burner, installation lines, and fireglass. Firepits are available finished or unfinished (for DIY customers).

Contact: www.summersetgrills.com.

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Shetland HF905U Oriental Weavers

84

Riviera by Oriental Weavers is a new collection of 100% polypropylene, machine-made indoor/outdoor rugs showcasing simple, geometric patterns. The clean lines, fresh colors, and soft hand of the looped construction will make these rugs a welcomed addition to any room or patio. See them at High Point showroom G-361. Contact: www.owrugs.com.

The Shetland HF905U is the smallest wood-burning stove offered by Hi Flame America. Enjoy the contemporary European styling as its 85% efficiency supplements your heating while covering an area of 800 square feet. The firebox of 0.7 cubic feet holds 12-inch logs. The Shetland has a steel rear heat shield to enhance air convection. This allows for a smaller clearance, giving you more room space to enjoy the cozy feeling that the Shetland will provide. It’s the perfect room heater. Contact: (201) 625-1978 or www.hiflame.com.

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Patio & Hearth Products Report September/October 2013

Montego Collection The Montego fire table from The Outdoor GreatRoom Company is a beautiful resin-wicker model, available in black or balsam brown with a black glass top. The UL-listed CF-1242 linear burner brings warmth and beauty to your outdoor room. A black glass cover is included so that the product can be used as a table when the burner is not being used. Contact: www.outdoorrooms.com.

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Clear 110 TS by Ortal USA The Clear 110 TS is one of more than 60 standard direct-vent gas fireplaces from Ortal Heating Solutions. They’re available in an impressive array of sizes to suit design and architectural needs, integrating heat into the aesthetics of life. Contact: (818) 238-7000, office@ortal-heat-usa.com, or www.ortal-heat-usa.com.

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Solair PS2000 Retractable Awning Solair® retractable awnings deliver superior quality, style, and flexibility while offering retailers a seamless, no-inventory, high-margin opportunity. The PS2000 comes in 12-, 16-, and 20-foot widths with a standard projection of 10 feet 2 inches, and it is available in any pattern of high-performance, beautiful Sunbrella® fabric. The PS2000 makes it easy to transform a scorching hot deck or patio into a beautifully shaded outdoor-living space. Contact: www.solair.com.

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Viento The Viento firepit by OW Lee exemplifies the beauty of the Viento collection.

Available in a 54-inch round model or a 36x58-inch rectangular model, the Viento firepit is both functional for the cooler autumn weather and aesthetic for its elegant design. Contact: www.owlee.com.

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Catalina Sectional Patio Renaissance’s Catalina sectional, shown in the driftwood finish, features indoor style with outdoor durability. It’s pictured with cushions in Sunbrella® Cote truffle fabric and with pillows in Whispy chocolate.

Catalina is also available in a roasted-pecan finish.

Visit the company’s new showroom (#1520) at the Merchandise Mart in Chicago, Illinois. Contact: www.patiorenaissance.com.

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Solana by Sunset West The beautiful curves of the Solana Conversation sectional, along with this striking firepit, will enhance any conversation involving family and friends. Given the wide array of pieces in this collection, customers will love the flexibility and ability to personalize their outdoor spaces. Contact: www.sunsetwestusa.com.

Delta Heat Premier Grill The all-new line of Delta Heat Premier grills for 2013 includes significant design, performance, and feature improvements. LED control-panel lights; a sleek, redesigned exterior; and performance enhancements for the grilling system put these U.S.-made grills in a class of their own. They are available in 38-, 32-, and 26-inch models.

Contact: www.DeltaHeat.com.

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PRODUCT PROFILES

Highlander HF-577IU7 Hi Flame America offers an extra-large wood-burning fireplace insert, uniquely designed to fit in almost any fireplace without the need to use a surround. The sleek HF-577IU7 Highlander lets the beauty of the fireplace show through. Save money on heating bills while you’re relaxing, gazing into the large, air-washed glass window. The 3–cubic-foot firebox allows for logs of up to 24 inches in length. With a maximum output of 85,000 Btu per hour, this insert can heat an area of up to 2,500 square feet, making it large enough to be a primary heat source for your home. Contact: (201) 625-1978 or www.hiflame.com.

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A Gas Grill Becomes a Charcoal Grill A Napoleon exclusive: The optional charcoal tray gives you the freedom to switch from gas to charcoal with ease. Simply replace your sear plates with the charcoal tray, fill it with charcoal, and light it using your gas burners. Replace your cooking grids—and now, you’re charcoal grilling. Contact: www.napoleonfireplaces.com.

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Grandstone Collection The Grandstone fire table from The Outdoor GreatRoom Company features a beautiful one-piece granite top, available in British granite or absolute black granite, with a UL-listed CF-1224 Crystal Fire burner. Its heavy-duty base is made in the United States and is available in black or brown (and in metal or wicker finishes). Its dimensions are 36x48x21.25 inches. The base can also be customized to match a decor. Contact: www.outdoorrooms.com.

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Contemporary Media Mantel Shown in a high-gloss white finish (but also available in high-gloss back), the contemporary media mantel features smoked tempered-glass doors on left/right-side storage cabinets with adjustable shelves. An open center shelf with two compartment dividers is perfect for media components. Included is the 26-inch ClassicFlame electric fireplace insert, which can be used with or without heat for all-season enjoyment.

There are three insert options available: contemporary, traditional with SpectraFire, or curved front. The unit has brushed-metal feet and measures 72 inches wide by 20 inches deep by 36.5 inches high.

Contact: www.twinstarhome.com.

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Majestic Echelon See-Thru Direct-vent Gas Fireplace Combining contemporary wide-open style with the dynamic look of a see-through fireplace, the Echelon See-Thru is the ultimate in luxury design. It can be installed between two interior rooms or on an exterior wall, making it a versatile option for your customer to use to add flair—not only to multiple rooms in a home, but also to both indoor and outdoor-living spaces. Contact: www.majesticproducts.com.

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Soft and Pretty New decorative accents for your outdoor furniture allow you to customize your outdoor space. Peak Season has found that as the outdoor-living space has further evolved, the customer’s expectation for style is no longer held by traditional boundaries. Decorative outdoor accents from the Inspired Visions collection from Peak Season are aimed at the consumer’s new standards: creating limitless options.

Contact: www.peakseasoninc.net.

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The Oven by Summerset Professional Grills Summerset Professional Grills introduces the oven. Constructed of all 304 stainless steel, the oven makes it possible to cook a variety of foods outdoors—from roasting meat to baking desserts and pizza. Get out of your indoor kitchen and start enjoying the great outdoors. The oven is the perfect party conversation piece and is a practical outdoor oven at a practical price. Currently available in built-in models or freestanding countertop models, this unit is ready for outdoor entertainment. Contact: www.summersetgrills.com.

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Claremont Seating Collection

Broil King Baron 340

The Claremont seating collection offers buyers a unique blend of A356 cast-aluminum strength with a fashionable French accent. The collection includes an armchair, a swivel barstool, a swivel rocker, and a love seat. All pieces come with Outdoor Lifestyle’s unique 15-year warranty on furniture frames and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

The Broil King Baron 340 is a stylish, high-performance grill for today’s space-conscious griller.

With Broil King’s patented Dual-Tube™ burners (and with heavy cast-iron cooking grids and drop-down side shelves), it is a perfect fit for smaller decks and patios. Contact: (800) 245-5138 or www.broilkingbbq.com.

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Real Fyre Contemporary Gas Insert

Riviera Riviera by Oriental Weavers is a new collection of 100% polypropylene, machine-made indoor/outdoor rugs showcasing simple, geometric patterns. The clean lines, fresh colors, and soft hand of the looped construction will make these rugs a welcomed addition to any room or patio. See them at High Point showroom G-361. Contact: www.owrugs.com.

The new Real Fyre contemporary gas insert turns your fireplace into an efficient direct-vent gas heater with the modern look and convenience of a contemporary gas fire.

Choose from a wide selection of Fyre Glass or Fyre Gems, with dancing flames reflected in the black porcelain firebox. The Fyrestarter handheld remote provides full control from the comfort of your easy chair. Contact: (800) 332-3973 or www.rhpeterson.com.

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Sunpak Face Trim Infrared Dynamics introduces its new color combinations for the new Sunpak patio heater’s face trims. Pictured is the new copper/bronze finish. This color works with either the stainless-steel or the flat black Sunpak heater body. The soft, two-tone finish blends in with nearly any decor. The company also offers a new satin-shine black face trim and the original brushed-stainless silver finish. Contact: (888) 317-5255 or www.infradyne.com.

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PRODUCT PROFILES

Monterey Crescent Sofa Patio Renaissance’s Monterey Crescent sofa, in the bark finish, features indoor style with outdoor durability. It’s pictured with cushions in Sunbrella® Mainstreet wren fabric and pillows in Outdura’s Whitney timber fabric. It’s accented with the company’s new firepit, with a dark-bronze base and a Durban solid-marble top.

Visit the company’s new showroom (#1520) at the Merchandise Mart in Chicago, Illinois. Contact: www.patiorenaissance.com.

American Fyre Designs Nest Collection The New American Fyre Designs (AFD) Nest collection features a fire table and lantern, each with a distinctive stainless-steel design inspired by nature. Ideal for a modern outdoor decor, the AFD Nest collection is crafted from the same durable, lightweight GFRC as the rest of the AFD line. It simply bolts together, for quick and easy installation, and it is available in eight colors (in two finishes). Contact: (800) 332-3973 or www.rhpeterson.com.

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Clear 70 LS by Ortal USA

Panama Seating Collection Peak Season has found that as the outdoor-living space has further evolved and become a true extension of the average U.S. home, the customer’s expectations for style, quality, and functional furniture have reached new levels. The new Panama seating collection from the Inspired Visions collection meets the consumer’s new standards with exceptional attention to detail. Contact: www.peakseasoninc.net.

The Clear 70 LS is one of Ortal’s modern gas corner-style fireplaces with seamless glass connections.

Ortal’s fireplaces combine traditional and modern design with the technology innovation that ensures the creation of a green product with high efficiency ratings.

Contact: (818) 238-7000, office@ortal-heat-usa.com, or www.ortal-heat-usa.com.

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Adirondacks in Marine-grade Polymer Windward Design Group, manufacturer of high-quality outdoor furniture and replacement cushions, is proud to announce the newest additions to its line: the marine-grade–polymer Adirondack and sling Adirondack.

These pieces complement the already successful marine-grade–polymer line, which was launched last year. The sling Adirondack is available as a recliner or as a stationary chair. Contact: www.windwarddesigngroup.com.

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Paddington Heater Bench With an antique ivory finish and midnight cherry accents, the Paddington heater bench features a cubby shelf with a mirrored back (and four coat hooks). The bench has plenty of room to allow sitting while putting on coats and shoes. Two cabinets and a fully extending drawer for extra storage are also included. The bench features a quartz infrared heater to heat a room of up to 1,000 square feet. It plugs into any standard 120-volt (three-prong) outlet. Contact: www.twinstarhome.com.

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Solair PS5000 Retractable Awning

Claremont Lounging Collection

Solair® awnings enrich the comfort of outdoor-living spaces by providing extended shade, UV protection, and energy savings. The top-of-the-line Solair PS5000 has three available projections and can be custom built to any width (from 10 to 25 feet). Available in more than 150 Sunbrella® fabric patterns, Solair retractable awnings offer a seamless, no-inventory, high-margin opportunity to provide premier shade solutions for consumers who want to cool their outdoor spaces. Contact: www.solair.com.

The Claremont lounging collection offers buyers a deep seated, French-flavored family that combines comfort with real eye appeal. Featuring a lounging armchair, a swivel rocker, a spring chair, a lounging settee, a sofa, and a chaise, the collection is complemented by a lounging ottoman as well. Each comes with the company’s unique 15-year warranty on frames and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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Montecito The Montecito collection (a Marcia Blake design collaboration) is a comfortable, generously scaled grouping with a wonderful blend of cognac and tobacco hues. The rich color of the stock cushions complements the darker tones of the Montecito wicker, as well as the contrasting welts. According to Wes Stewart, CEO, the collection presents itself well and the company’s retail partners have been pleased with its success. The richness in the color of the weave and the texture of the resin itself command a premium, at the retail level, and the collection is working its way to the prime spots on the retail floor. Stewart adds that one of the biggest contributors to the collection’s success is comfort. His family has been in the indoor-upholstery business for three generations, he says, so this has helped him design what he calls the most comfortable outdoor furniture.

The commercial-grade frame and progressive spring system provide the same seating geometry for someone who weighs 120 pounds as for someone who weighs 350 pounds. Contact: www.sunsetwestusa.com.

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sells better than in other areas, so that also factors into the equation.”

Bottemiller adds that the competitive equation includes many well-established companies, particularly in the woven-products sector. In this up-andcoming category, that scenario is likely to remain in place for the foreseeable future. It won’t be easy, but Bottemiller is confident that Ebel can continue to thrive.

“If we can raise awareness of the category, a rising tide floats all boats,” he says. “The majority of the country is starting to realize the benefits of the outdoor lifestyle. I was born and brought up in Minnesota, and for a long time, outdoor furniture meant a table and four chairs. I think people are understanding that with the new technology, you really can have an outdoor sofa. You can have a fully cushioned, comfortable set of furniture outside. That understanding bodes well for the entire industry.”

In years past, customers wanted zero-maintenance furniture, and most believed that this meant buying the familiar sling style. “We used to say that sling is king,” Bottemiller says.

“When you start talking about sofas and love seats, however, it just doesn’t

translate.” Large, comfortable sofas are not made in sling styles, he explains; they are made of woven materials and extruded aluminum.

“I think there is something about the warmth and feeling of wicker that appeals to people,” he says. “The technology is so much better now than it was—even five or six years ago—that it doesn’t feel like plastic anymore. It does not have that slick, plastic look. It looks and feels like natural material. It’s still resin, it’s still polyethylene, and it’s still completely outdoor (and UV) stable.”

Ebel’s product line is resonating with dealers across the country, and the challenge, now, is keeping up with demand.

The company describes the past two years as phenomenal, with positive sales figures largely attributable to customers who have seen their share of inferior goods—and are ready to move on to the good stuff.

“In most cases, Ebel represents a second or third purchase—after customers went to big-box stores and bought other brands that did not last very long,” Bottemiller says. “They have grown to understand that there really is a qualitative difference between the $699 set and the $2,000 set. They are usually between

40 and 60 years old, and they have a little more disposable income. There are certainly woven lines that are a lot more expensive than ours, but we are definitely not an entry-level product.”

DESIGNED TO MOVE One distinctly modern aspect of the business is an environmentally responsible ethos that permeates it, from top to bottom. Its aluminum and all-weather wicker are 100% recyclable. Use of these materials ensures the creation of a strong, long-lasting, low-maintenance product.

Five years ago, Ebel partnered with Trees for the Future, a nonprofit organization committed to furthering sustainable forestry in developing countries.

Since its inception, Trees for the Future has planted nearly 50 million trees, which are estimated to remove a million tons of carbon dioxide from the atmosphere each year.

Provence from Ebel

“Ebel has committed to planting enough trees to offset the carbon emissions resulting from the daily operations at our headquarters in Jacksonville,” Bottemiller adds. “We have also committed to plant one tree for every piece of furniture produced, and have already planted more than 100,000 trees. Since 2009, our marketing materials have been printed in a facility that is certified by the Forest Stewardship Council.”

Ultimately, the Ebel products that end up on the showroom floor are designed to move. Call them retail friendly; the end result is that dealers succeed. “We’re making them money, and that’s what it boils down to,” Bottemiller says. “We don’t need to be avant-garde. We don’t need to be on the bleeding edge. We want our dealers to have proven hits.”

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Advertiser Index Advertiser

Product Profiles Directory Phone

Website

Page

Company

Page

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

Agio................................................................................................................64, 68

BAC Sales/Hudson River Stoves ..............(518) 828-6363 ..............www.hudsonriverstoves.com ........................77

Alfresco Home................................................................................................74, 76

Brown Jordan Outdoor Kitchens ..............(855) 839-5063 ..............www.brownjordanoutdoorkitchens.com ........37

BAC Sales/Hudson River Stoves ....................................................................74, 78

Bull Outdoor Products ..............................(800) 521-2855 ..............www.bullbbq.com ........................................31

Brown Jordan Outdoor Kitchens ....................................................................68, 74

Cal Flame/Cal Spas ..................................(800) CAL-SPAS..............www.calflamebbq.com....................................9

Bull Outdoor Products....................................................................................68, 74

California Outdoor Concepts ....................(877) 274-6773 ..............www.californiaoutdoorconcepts.com ............15

Cal Flame/Cal Spas........................................................................................70, 77

The Companion Group ............................(800) 521-0505 ..............www.companion-group.com ........................41

California Outdoor Concepts ..........................................................................76, 79

Couristan ..................................................(800) 223-6186 ..............www.couristan.com ......................................63

The Companion Group ..................................................................................77, 80

Creekvine Designs ....................................(800) 913-1741 ..............www.creekvinedesigns.com ..........................78

Couristan........................................................................................................70, 72

DCS by Fisher & Paykel ............................(888) 936-7872 ..............www.dcsappliances.com ................................2

C.R. Plastc Products ............................................................................................70

Ebel ..........................................................(866) 752-6320 ..............www.ebelinc.com ..........................................59

Creekvine Designs..........................................................................................77, 80

Elmira Stove Works ..................................(800) 295-8498 ..............www.elmirastoveworks.com..........................81

DCS by Fisher & Paykel..................................................................................78, 80

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

Delta Heat/Twin Eagles ..................................................................................64, 85

ENERVEX..................................................(800) 255-2923 ..............www.chimneyfans.com ................................40

Ebel................................................................................................................66, 74

Eon/Gracious Living ..................................(800) 465-5660 ..............www.eonoutdoor.com ..................................70

Elmira Stove Works ........................................................................................78, 82

Galaxy Outdoor ........................................(702) 448-5600 ..............www.galaxyoutdoor.com ..............................19

Empire Comfort Systems................................................................................80, 82

Gensun Casual Living ..............................(866) 964-4468 ..............www.gensuncasual.com ..............................13

ENERVEX ......................................................................................................79, 80

Glen Raven/Sunbrella................................(336) 221-2211 ..............www.sunbrella.com ......................................45

Eon/Gracious Living ......................................................................................66, 78

Gold Eagle ................................................(800) 367-3245 ..............www.303products.com ................................11

Galaxy Outdoor ..............................................................................................80, 82

The HammockSource ..............................(800) 334-1078 ..............www.thehammocksource.com......................72

Gensun Casual Living ....................................................................................64, 82

Hanley Wood ............................................(866) 490-3097 ..............www.poolspapatio.com ................................73

Glen Raven/Sunbrella ....................................................................................81, 82

Hargrove Manufacturing............................(800) 725-4166 ..............www.hargrovegaslogs.com ..........................44

Gold Eagle......................................................................................................79, 83

Hearth & Home Technologies....................(800) 669-4328 ..............www.myhht.com ..........................................92

The HammockSource ....................................................................................81, 83

Hearth, Patio & Barbecue Association ......(703) 522-0086 ..............www.hpbexpo.com ......................................48

Hargrove Manufacturing ................................................................................66, 74

Hi Flame America......................................(201) 625-1978 ..............www.hiflame.com ..........................................65

Hearth & Home Technologies ........................................................................64, 83

Infrared Dynamics ....................................(888) 317-5255 ..............www.infradyne.com ......................................52

Hi Flame America ..........................................................................................84, 86

Infratech ....................................................(800) 421-9455 ..............www.infratech-usa.com ................................79

Infrared Dynamics ..........................................................................................83, 87

Lennox Hearth Products ..........................(800) 9-LENNOX ............www.lennox.com ..........................................67

Infratech ........................................................................................................81, 84

Mallin Casual ............................................(800) 251-6537 ..............www.mallinfurniture.com ..............................49

Lennox Hearth Products ................................................................................64, 81

Miles Industries ........................................(800) 468-2567 ..............www.valorfireplaces.com ..............................39

Mallin Casual ..................................................................................................66, 68

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

Miles Industries ..............................................................................................68, 70

Modern Home Products ..........................(888) 781-4657 ..............www.mhpgrills.com ......................................76

MLW Stone ..........................................................................................................72

Napoleon Products ..................................(800) 461-5581 ..............www.napoleonproducts.com ..........................7

Modern Home Products ................................................................................68, 72

NorthCape International ............................(708) 563-2890 ..............www.northcapeinternational.com ..................25

Napoleon Products ........................................................................................84, 86

Onward Manufacturing..............................(800) 245-5138 ..............www.broilkingbbq.com..................................75

NorthCape International..................................................................................66, 76

Oriental Weavers ......................................(800) 832-8020 ..............www.owrugs.com ........................................55

Onward Manufacturing ..................................................................................84, 87

Ortal USA ..................................................(818) 238-7000 ..............www.ortal-heat-usa.com ..............................57

Oriental Weavers ............................................................................................84, 87

The Outdoor GreatRoom Company..........(866) 303-4028 ..............www.outdoorrooms.com ..............................91

Ortal USA ......................................................................................................85, 88

Outdoor Lifestyle ......................................(800) 294-4758 ..............www.olfurniture.com......................................23

The Outdoor GreatRoom Company................................................................85, 86

OW Lee ....................................................(800) 776-9533 ..............www.owlee.com..............................................3

Outdoor Lifestyle ............................................................................................87, 89

Patio Renaissance ....................................(866) 698-5673 ..............www.patiorenaissance.com ..........................71

OW Lee..........................................................................................................64, 85

Peak Season ............................................(866) 606-6330 ..............www.peakseasoninc.net................................53

Patio Renaissance..........................................................................................85, 88

RH Peterson ............................................(800) 332-3973 ..............www.rhpeterson.com ....................................14

Peak Season ..................................................................................................86, 88

Solair ........................................................(888) 403-7052 ..............www.solair.com ............................................43

RH Peterson ..................................................................................................87, 88

Summerset Professional Grills ..................(800) 966-8126 ..............www.summersetgrills.com ............................21

Solair ..............................................................................................................85, 89

Sunset West..............................................(760) 599-1021 ..............www.sunsetwestusa.com..............................69

Summerset Professional Grills ........................................................................84, 87

Twin Eagles ..............................................(800) 789-2206 ..............www.twineaglesbbq.com ..............................33

Sunset West ..................................................................................................85, 89

Twin-Star/ClassicFlame ............................(866) 661-1218 ..............www.twinstarhome.com................................47

Twin-Star/ClassicFlame ..................................................................................86, 88

Vermont Castings Group ..........................(800) 867-0454 ..............www.vermontcastings.com ..........................27

Vermont Castings Group ................................................................................84, 86

Windward Design Group ..........................(941) 359-0890 ..............www.windwarddesigngroup.com ..................51

Windward Design Group ................................................................................82, 88

Wittus........................................................(914) 764-5679 ..............www.wittus.com............................................83

Wittus ............................................................................................................66, 68

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

September/October 2013, Vol. 8, No. 5 Š 2013 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

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