Patio & Hearth Products Report September/October 2025

CONT ENTS

September/October 2025

Spotlight – Loving the Lifestyle By Greg Thompson

Despite recent challenges, the outdoor kitchen industry enjoys a bright future thanks to homeowners’ desire to create backyard spaces.

20

Hearth Retailer – Fulfilling a Vision By

Maura Keller

The Rose family has taken the vision of William “Bill” Rose to the next level by becoming a top-notch hearth retailer in Northern California. 32

Retailer Profile – Curating Elegance By

Kimberly Rodgers

This East Coast retailer helps clients elevate their home’s style both inside and out.

36

Showroom Showcase –Lawn, Leisure & Loyalty By Sharon Sanders

Virginia-based Lawn & Leisure develops customers for life by offering one-stop shopping, exceptional quality, stunning collections, and stellar service.

40

As I See It – Tailored for Design By

Sharon Sanders

With customization as its driving force, NorthCape is bringing outdoor furniture to market in a timely and cost-efficient fashion.

44

My Turn – Trend Setters

By Dana Robinson

By focusing on changing styles and consumer preferences, Patio Renaissance continues to deliver outdoor collections that stay one step ahead of the curve.

46

Product Innovation – Ever Evolving By

Maura Keller

Going from importer and distributor to a Canadian-based manufacturer has proven to be a win-win for Stûv, its dealer base, and consumers.

48

Corporate Profile – Simply Revolutionary By

Larry Thomas

Revolution Performance Fabrics has achieved a prominent place in the outdoor fabrics industry by doing things differently. 50

Insight – A Defining Moment By Kris Richardson 52

Perspective – California Dreaming By Wendy Glaister 54

Last Word – Engineering Warmth By Carol Daus

Valor is a household name in the fireplace industry because of its early adoption of radiant heat technology.

56

Immersive Crackling Sounds Multi-Layer Flames for Unparalleled Depth Conveniently Control with Mobile App or Voice

Elevation X Electric by Napoleon ® is changing the way people see electric fireplaces. It combines virtual flame technology, built-in speakers, multi-layer flames, and glowing split logs for an experience that rivals the real thing. It shares the same rough framing as its gas counterpart, giving you unmatched flexibility if homeowner preferences, budget, or local regulations change. Be part of the electric revolution — capture demand and grow your margins.

Contact your representative or visit napoleon.com to get started today.

Elevation

WIN-WIN FORALL

Usually, this column addresses a question that is posed by a reader of this magazine. But in my conversation with Doug Sanicola, owner of Outdoor Elegance in La Verne, California, it wasn’t so much a question as just a discussion about the relationship between casual furniture manufacturers and specialty dealers.

Specifically, we discussed the disparity in reimbursement from the manufacturer to the dealer when warranty issues arise. Based on Doug’s experience, some casual furniture manufacturers reimburse 100% of warranty expenses, most will reimburse a set amount that only covers part of the cost, but a few offer no reimbursement for warranty service.

I asked Doug if this disparity in warranty support influenced how he positioned the various brands he carried. For instance, did he have a higher gross margin requirement for a “zero reimbursement” manufacturer to accrue for potential higher warranty cost? Or did he instruct his sales team to recommend one brand over another based on their level of warranty support?

“No, I don’t want to put any limits on my sales team in what they recommend, but I could certainly understand the thinking of a dealer who does those things.”

“So how do you handle the service for a customer when there’s no

warranty reimbursement?” I asked.

“We just have to accept it as a cost of doing business and take care of it. We can’t tell our customer to call the manufacturer. They paid us in good faith, and they expect us to make things right when they are not. It’s going to be my website that gets hit with a negative review, not the manufacturer, so I’m ultimately responsible for customer satisfaction.”

Doug said extreme warranty cases in casual furniture are rare, and that some manufacturers are now asking their independent sales reps to meet with homeowners to help resolve an escalated warranty issue. But even then, someone from the dealer still needs to be at that discussion to hear what is said between the manufacturer’s rep and the customer.

Doug raised another issue dealers face, which is concealed shipment damage. “Manufacturers want us to open and inspect every piece as soon as it arrives. But when you receive multiple container loads of furniture from an early buy order, that’s just not feasible. Some manufacturers work with us on concealed damage found later, others do not. Our warehouse and delivery teams do unbox and inspect every piece before it leaves our shop, and they will touch up minor scratches and nicks before it

ever reaches a customer.”

And often, simply “delivering furniture” to a customer is a lot more complex than it sounds. In Doug’s market of Southern California, he regularly needs to rent a scissor lift or a crane to get furniture or outdoor kitchen components up to a third-floor rooftop outdoor living space of a luxury home or commercial property. Complex to say the least.

My conversation with Doug gave me a new appreciation for the hurdles a casual furniture dealer faces in delighting a discerning consumer who will not be looking for furniture online or in big-box stores.

Whether we’re talking about casual furniture, outdoor kitchens, or hearth products, the specialty dealer represents “the last mile” to reaching and satisfying the affluent consumer that most manufacturers claim they covet. Yet some of those same manufacturers seem content to place the majority of the burden of satisfying this finicky customer segment disproportionally on their dealer’s shoulders.

Partnership used to mean an arrangement that was mutually beneficial to all parties, a “Win-Win” if you will. Unfortunately, partnership is now a euphemism for “You help me get what I want.” Today, partnership can mean just “Win,” meaning as long as I’m getting what I want, then it’s cool if you can get what you want as well. But if you’re not getting a “Win” on your side, that’s not my problem. This is short-sighted, and here’s why. . .

Tony Ramos

tonyram43@gmail.com

ASSOCIATE EDITOR

Cherise Forno cheriseforno@gmail.com ART DIRECTOR

Cassandra Estes cassestes1968@gmail.com COPY EDITOR

John Nalley

CONTRIBUTORS

Carol Daus

Maura Keller

Dana Robinson

Kimberly Rodgers

Laurie Rudd

Sharon Sanders

Larry Thomas

Greg Thompson

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

CORPORATE OFFICE

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Peninsula Media 21250 Hawthorne Blvd., Suite 500 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tonyram43@gmail.com

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continued on page 75 PUBLISHER

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Doug Sanicola

Tim Rethlake

READS

GET SOCIAL

Sometimes, it takes a life-altering event for people to change the course of their lives and follow their dreams.

Fulfilling a Vision, p. 32

Recently, we were tasked with giving a presentation to the attendees at the ICFA Conference in Tampa, Florida. The goal was to have the audience leave feeling confident in using basic social media features to benefit their business or brand and increase visibility to both them and the casual industry. Here are some steps to consider.

IDENTIFY THE WHY

Why is it important to have a social media presence in business and marketing? In today’s world, it’s the first place we travel to when we want to learn about nearly anything. We head right to the internet and look for a social media site. Here are the benefits of having a social media presence for your brand or business:

• Boost brand awareness and loyalty

• Grow your audience and generate leads

• Manage reputation and amplify positive experience

• Reach your audience 24/7 when it’s convenient for them

FOCUS ON THE WHAT

What is your brand? Who are you and what are you offering? Who is your audience? What do you want your content to translate to? If you are selling outdoor furniture, you probably aren’t going to spend a lot of time sharing photos of your dogs, BUT, people love dogs, so you might want to throw a photo of your precious pooch sitting on a lovely chaise enjoying the sun. Oh, and don’t forget to #hashtag the name of the manufacturer of the chaise and let your customers know that their spoiled pups can also spend the dog days of summer enjoying this chaise, so pop right on over to your store to pick one up.

KNOW THE WHO

Who are you trying to connect with? You know your customers or audience better than anyone. If your customers connect with you because you are the store with the fun cat that lives among the garden

plants, then use the cat in your content. If you are the store that has an owner who loves everything Penn State, then use that in your content. People love to make connections with businesses on social media, so have fun with your posts and interact with your customers when they comment. Follow the manufacturers you carry on their social media sites and make sure to tag them when you post their products and tag your sales reps, too. A lot of reps and manufacturers share your stories in their feed to boost your content.

HOW DO I DO THIS?

We picked Instagram for our presentation because Instagram is linked to Facebook and you can make one post that instantly uploads to both of your profiles. First, let’s take a look at the different types of content:

• Post: A short form type of content or message that gets published on any social media platform.

• Reels: A short form video posted to Facebook or Instagram.

• Stories: A feature that allows users to share photos and videos that disappear after 24 hours.

• Highlights: An Instagram highlight is a collection of saved Instagram stories that appear on a user’s profile page.

• Mention: An Instagram mention is when someone references another’s username using the @ symbol.

• Hashtag: Used to categorize content with words or short phrases following the # symbol.

• Tag: Tagging someone in a post or a story notifies another account they’ve been mentioned and creates a link to their profile.

Each of these tools can help increase visibility and engagement on your posts and allow you to reach a larger audience.

At the conference, we had a hands-on and interactive experience and left the audience with a challenge. And while we cannot give you the same experience in person with helping you create a post and use all of the tools on Instagram, we hope you will be inspired anyway to consider participating in the challenge. If you could, please create a post on your social media page and use the following hashtags: #ICFA08 #KIKIANDKATHLEENSPELL @icfa08 @kferrysales

Going from a career in corporate America to an entrepreneur in specialty retail has proven very fruitful for this East Coast couple.

Curating Elegance, p. 36

For the 2025-26 season, Patio Renaissance is introducing three new collections: Bari, Matera, and Pinamar.

Trend Setters, p. 46

Revolution Performance Fabrics is one of the leading indoor and outdoor performance fabric brands, but like any revolution, getting to that point hasn’t been simple.

Simply Revolutionary, p. 50

Kathleen Ferry is an industry veteran who began her career with Gloster Furniture. She has served as national sales manager for companies such as Barlow Tyrie, Emu, and Woodline, has been a member of the ICFA, serving as a committee member of the Women’s Leadership Network and now makes a career as a sales representative covering New York, New Jersey, Pennsylvania, Delaware, Maryland, and D.C., for such lines as Lloyd Flanders, Alfresco Home, Tempo Umbrellas, and C.R. Plastic Products.

Jessica “Kiki” Knudson has worked in the digital media space for the past 10 years as a social media manager and consultant. She loves to help businesses use social media to showcase their products and services, connect with their audience, and set them apart from their competitors. Kiki works in the casual furniture industry as a sales coordinator at POLYWOOD and with the ICFA as a social media manager. She serves as a committee member for the ICFA Women’s Leadership Network.

Kiki Knudson

Kathleen Ferry

The Roots of Jensen Outdoor: A Tribute to Max Jensen

Maxwell Albert “Max” Jensen—craftsman, founder, and the original mind behind what would become Jensen Outdoor—died on July 10, 2025, at the age of 71.

An Australian entrepreneur with an intuitive eye for form and material, Max launched Jensen Jarrah in 1980, working with native Western Australian hardwoods—particularly jarrah—to build honest, beautifully made outdoor furniture. His earliest designs often began with timber offcuts from flooring mills, repurposed into enduring dining and lounge pieces. It was a quiet act of resourcefulness that foreshadowed the company’s long-standing alignment with sustainable forestry.

You can still see Max’s early design language in the Heritage Collection, most notably in the Amber Bench and Beechworth Square Dining Table.

In the early 1990s, Max introduced Jensen Jarrah to the North American market, where his distinctive use of jarrah and commitment to quality quickly res-

Agio Is Exclusive Diamond Sponsor for GATHER 2025

Agio, a leading innovator in outdoor furniture design, made its firstever appearance at the American Society of Interior Designers (ASID) national conference this year—in a big way. Agio had an exclusive Diamond Sponsorship for GATHER 2025, ASID’s landmark 50th anniversary event that took place in August in Atlanta.

With this commitment, Agio signaled a major step in deepening its engagement with the nation’s interior design leaders—from local ASID chapter presidents to member professionals whose recommendations often shape furniture purchases for residential, commercial, and hospitality spaces.

“We’re proud to be the exclusive Diamond Sponsor for this important event,” says Todd Wingrove, vice president of sales at Agio. “Interior design professionals play a big role in shaping outdoor living trends.

Meeting with ASID’s leaders and members in person gives us a great opportunity to build relationships and explore ways to collaborate on furniture solutions that are both inspiring and long-lasting.”

Agio’s presence at GATHER 2025 builds on its long-standing leadership among manufacturers for retailers in the outdoor living space. Acquainting this influential audience with Agio’s designs and craftsmanship is crucial to introducing the brand’s furniture collections to discerning consumers and hospitality clientele across the country.

“At Agio, we believe great design turns outdoor spaces into memorable experiences,” Wingrove says. “Partnering with ASID helps us connect directly with the design community, so we can create products that are relevant, functional, and tailored to their clients’ needs.”

onated with retailers and designers. When the availability of jarrah declined in the 2000s, driven largely by overuse in the flooring industry, Max chose not to compromise. Instead, he reimagined the business.

In 2008, he forged a pivotal partnership with the Roda Group in Bolivia. Together, they transitioned the brand to FSC-certified Ipe timber, preserving the company’s design integrity while deepening its commitment to responsible sourcing. That move gave rise to Jensen Leisure Furniture LLC—and eventually, Jensen Outdoor.

Though Max stepped away from ownership shortly thereafter, the company he founded still bears his name. Its approach to craftsmanship— material-forward, detail-driven, and built to endure—traces directly to his ethos.

Jensen Outdoor extends its respect to Max’s family and colleagues, and offers gratitude for the lasting standards he set. His imprint on outdoor design remains visible in every corner of the company’s work.

Jensen Outdoor Welcomes Bryan Echols

Jensen Outdoor announced the appointment of Bryan Echols as vice president. With over 30 years of experience in home furnishings and retail, Echols brings deep industry knowledge and a strategic vision to help guide the brand’s continued growth. His leadership will play a key role in expanding Jensen Outdoor’s reach in the luxury outdoor furniture market while staying true to the brand’s values of craftsmanship, sustainability, and timeless design. Jensen Outdoor welcomes Echols and looks forward to the impact of his leadership.

Treasure Garden Honors Pfahl as Sales Representative of the Year

Treasure Garden, a leading manufacturer of outdoor shade products, announced that Justin Pfahl has been named Sales Representative of the Year.

This marks the second time Pfahl has received this prestigious award, in addition to numerous other accolades throughout his tenure. The award was presented by Benjamin Ma, vice president of Treasure Garden, on July 14

Max Jensen

Bryan Echols

Justin Pfahl was named Treasure Garden’s Sales Representative of the Year.

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in Atlanta during an annual sales dinner held in conjunction with the Summer Casual Market trade show.

Pfahl, who joined the sales team in 2008, brings over 23 years of extensive experience in the outdoor casual business, encompassing buying, selling, product development, and marketing. He, along with his assistant Pat Thomas, expertly manages the Florida and Puerto Rico territory. In 2013, Pfahl was also honored with the top distinction of ICFA 2013 Sales Rep of the Year at the Apollo Awards in Chicago.

“Justin’s exceptional performance and extensive industry knowledge consistently set him apart,” Ma says. “He not only excels with the Treasure Garden brand but also demonstrates a comprehensive understanding across all our brands. His invaluable input and feedback are crucial as we develop new ideas. We are incredibly grateful for Justin’s hard work, dedication, and significant contributions to the entire Treasure Garden team.”

Deck Expo Brings Outdoor Living Industry Together

Deck Expo, the ultimate global gathering for decking and outdoor living professionals, has opened online registration at www.deckexpo.com. Sponsored by the North American Deck and Railing Association (NADRA), Deck Expo returns to Las Vegas on Oct. 22-24 at the North Hall of the Las Vegas Convention Center. The expo is co-located with the International Pool Spa Patio Expo.

Deck Expo brings together builders, retailers, and distributors to spark new connections, source innovative products, and engage in educational forums via conference sessions and hands-on demonstrations.

“Deck Expo is the premier event where the outdoor living industry converges to drive innovation and

Treasure Garden Unveils ET3 Collection

Treasure Garden, a leading manufacturer of outdoor shade products, announced the launch of its new Easy Track (ET3) collection for the 2026 season. This revolutionary line of umbrellas rede fines convenience and functionality, offering a seamless shade experience designed for residential and commercial settings.

The patented ET3 is the highly anticipated evolution of Treasure Garden’s signature ET2. Built on a legacy of quality, ET3 takes ease of use and modern design to new heights. Crafted from durable, powder-coated aluminum, the frame provides superior protection against corrosion, rust, and fading, ensuring expansive shade and lasting elegance for years to come.

“We believe outdoor living should be about relaxation and enjoyment, not wrestling with cumbersome shade solutions,” says Benjamin Ma, vice president. “The Easy Track (ET3) embodies this philosophy, offering unparalleled simplicity and innovative features that truly enhance any outdoor space.”

The ET3 stands out through two key advancements: an effortless open/close and a telescop-

growth. Through our networking, specialized show floor pavilions, and education, Deck Expo is delivering unparalleled access to resources and opportunities that directly impact bottom-line results for outdoor living pros,” says Megan Magaña, show manager, International Pool Spa Patio Expo and Deck Expo.

Expo Hall Pass holders will have access to the expan-

Sunbrella Partners with Phifer on Sling Fabrics

Glen Raven Material Solutions

Group and Phifer Inc. announce a new partnership to provide highquality Sunbrella Sling fabric for use on outdoor furniture such as chairs, chaise lounges, and other seating options. Through this partnership, Phifer will license the Sunbrella brand to create an assortment of soft, textural sling fabrics thoughtfully crafted with Sunbrella yarns.

The brands announced their partnership ahead of September’s Casual Market in Atlanta, with their first joint sling collection debuting in January 2026. The launch will feature about 50 stock and additional made-to-order sling fabrics—combining top sellers with new designs—produced in Phifer’s facilities in the U.S. and Asia to serve the needs of global customers. The Sunbrella and Phifer design teams will collaborate on development to

ensure continued coordination of Sunbrella Sling styles for each season going forward. Sample tools and other collateral for the new collection will be available in January.

“By combining the trusted performance and design leadership Sunbrella is known for with Phifer’s technical expertise in sling fabrics, we are setting a new standard for performance and beauty in outdoor furnishings,” says Suzie Roberts, vice president and general manager of furnishings at Sunbrella.

Easy Track (ET3)

ing mast. The ET3 features an intuitive slide-knob mechanism that allows for seamless opening and closing with a simple touch. This streamlined design eliminates common points of failure, guaranteeing reliable operation and a smooth user experience for years to come.

Easy Track’s telescoping canopy allows the canopy to close neatly over existing furniture, making it an ideal solution for residential and commercial settings where adaptability is key. Complementing this, a robust three-tiered hub system provides exceptional strength and longevity, ensuring your Easy Track remains a cornerstone of your outdoor space.

ET3 isn’t just an umbrella—it’s the future of outdoor living, combining sophisticated design with practical innovation to deliver the ultimate in shade and convenience.

sive expo hall, all show floor educational programming, and three thought-provoking keynote sessions. Core Conference Pass holders receive everything included in the Expo Hall Pass, plus guaranteed access to an additional 50+ specialized conference sessions, providing the most comprehensive event experience.

All attendees may access various special events and

“This partnership will allow us to meet the evolving needs of our customers in the casual industry with fabric selections that are as comfortable and stylish as they are durable.”

“We are excited to bring together two trusted names in performance fabrics—Sunbrella Sling and Phifertex,” says Hugo Benitez, national market manager of designed fabrics at Phifer. “This partnership is an ideal complement to our sling fabric portfolio and will elevate design and performance for the casual furniture market.”

The proprietary technology behind the new Sunbrella Sling fabric blends

the strength of PVC with the softness of Sunbrella acrylic yarn for added comfort. Sunbrella Sling fabric is stain-resistant and easy to maintain.

Sunbrella and Phifer combine forces to provide high-quality Sunbrella Sling fabrics.

TIMELESS OUTDOOR LIVING

People are intrinsically drawn to experience fresh air and natural settings. To be in true harmony with the outdoors is to respect its existence and its changing behaviours. We feel inspired to precisely design elegant and functional furnishings that live side-by-side with the elements.

RATANA.COM | @ratanafurniture

AMERICASMART

specialized training classes available for an additional fee. Educational tracks cover business topics, including management, marketing and leadership development, and outdoor living, featuring functional design concepts and incorporating landscaping for clients.

“Deck Expo is hands down the mustattend event for the outdoor living world,” says Michael Beaudry, executive vice president of NADRA. “It is the place where leading professionals, from manufacturers to builders and remodelers, come together to check out the latest technology, products, and training. With the industry growing fast, Deck Expo is still the best spot to connect, learn, and grow your business.”

IFDA’s Educational Foundation Announces 2025 Grant Winners

The Educational Foundation (EF) of IFDA, the International Furnishings and Design Association, announced its grant winners for 2025. Since the early years of this 78-year-old global design industry alliance, EF has awarded grants

Ultrafabrics’ Prosperino Appointed to ACT Board of Directors

Ultrafabrics, a global leader in high-performance coated fabrics and leather alternatives, announced that Sergio Prosperino, senior vice president of sales, marketing, and brand, has been appointed to serve as an industry partner on the Association for Contract Textiles (ACT) Board of Directors.

Prosperino will work alongside fellow board members to help shape the future of contract textiles, support the development of meaningful performance standards, and ensure the industry continues to evolve in response to the needs of today’s commercial environments.

“We are excited to have Sergio on the ACT board,” says Lynne Willis, executive director of ACT. “His years of experience with coated fabrics and industry knowledge will be a great asset to the association in the coming years as we tackle ongoing and emerging challenges.”

With more than three decades of experience leading sales, marketing, and brand strategy for global lifestyle and performance brands, Prosperino brings a strategic and well-rounded perspective to the board.

“I’m honored to represent Ultrafabrics on the Association for Contract Textiles Board and collaborate with fellow industry leaders to help amplify our collective voice,” Prosperino says. “ACT plays a critical role in setting standards and advancing best practices that shape every aspect of the contract textiles industry. At Ultrafabrics, we’re deeply committed to innovation, performance, and sustainability, and I’m excited to bring that perspective to the board.”

to talented professionals as well as scholarships to high-achieving design students

annually. The funds awarded this year total $30,800.

“We are honored to present the grants for a diverse array of projects,” says Karen Dzendolet, chairman of the Board of the Educational Foundation of IFDA. “The grant winners’ skills and initiative in undertaking new challenges are impressive and each exemplified the goals of the award they were granted, whether universal design, historic preservation, the advancement of interior design programs or professional development through research initiatives and expanding horizons.”

The Ina Mae Kaplan Historic Preservation Grant for $2,000 was awarded to Cyndi Parker, interior designer and assistant professor at Mississippi State University. With the support of the Ina Mae Kaplan Grant, she will travel to George Washington’s Mount Vernon to study preservation work during a major restoration effort.

Rosa Otero, Ph.D., was awarded the Elizabeth Brown Grant to Interior Design Programs for $2,500. Otero is an

IFDA Educational Foundation Grants are offered to all professionals working in the interior design or furnishings related fields, but not to undergraduate students. The following are this year’s winners.

Hessam Ghamari, Ph.D., associate professor at California State University Northridge, received the Irma Dobkin Universal Design Grant for $2,000. Ghamari currently serves as a U.S. Fulbright Research and Educator Scholar. “This grant represents an opportunity to translate years of research, teaching, and advocacy into a meaningful resource that elevates Universal Design as a standard of excellence,” Ghamari says.

architect and a professor of design, and current director of the Design and Visual and Performing Arts programs at Salem College in Winston-Salem, N.C. Hugo Nakashima-Brown, a furniture maker and educator based at RISD in Providence, R.I., received the Tony Torrice Grant Professional Development Grant for $1,500 to research Ming dynasty joinery and its applications in sustainable contemporary design.

Heather Hill of Hill Drapery & Design in Phoenixville, Pa., and member of the IFDA Philadelphia Chapter, won the Valerie Moran Memorial Grant for those IFDA professional members interested in expanding their horizons through travel, trade shows, and professional development studies. Hill is using the funds to attend the Custom Workroom Conference in Kingsport, Tenn.

Sergio Prosperino

Hessam GhamariCyndi ParkerRosa Otero Hugo Nakashima-Brown

Heather Hill

SP OTL I GHT

LOVING THELIFESTYLE

Despite recent challenges, the outdoor kitchen industry enjoys a bright future thanks to homeowners’ desire to create relaxing backyard spaces.

BY GREG THOMPSON

Manufacturers in the patio and hearth industry prefer predictability, but the current tariff situation is anything but predictable. While outdoor kitchen manufacturers tend to be an optimistic bunch, even here there is concern.

“This has been a challenging season,” says Chris Hartwig, sales and marketing director at Mont Alpi Grills. “Our business continues to thrive, but constant changes in import fees have been incredibly disruptive. With the help of our amazing dealer network, and some agility, we have navigated the issues without missing a beat.”

“It’s been painful at times,” says Dennis G. Smith, president and CEO of AMD Direct Inc. “But we’ve absorbed some margin pressure to keep products mov-

ing and protect dealer price points. We’ve worked closely with our OEM partners and logistics teams to stay flexible and explore new sourcing strategies.”

On the product side, Steve Ward, marketing director at Danver Outdoor Kitchens, is seeing rising demand for flat-top griddles, electric grill options, and induction cooktops. “Browns and greens are the top trending finishes this year,” he says. “Stainless steel is a preferred choice, offering a resilient and visually appealing alternative to materials like aluminum and high-density polyethylene (HDPE).”

Spreading the word about outdoor kitchen innovations is never easy, but Jerry Scott, senior vice president of sales at RH Peterson, believes inperson store promotions still have a place. “Some of the most popular and successful store promotions have included cooking demos and cooking competitions,” he says. “Some retailers have also provided outdoor cooking classes featuring profes-

sional chefs sharing their secrets. As part of their commitment to being neighborhood partners, many retailers also work with community organizations and charities to join in fundraising and awareness-building events.”

Through it all, optimism is still high with Wade Fortin, director of marketing at Bull Outdoor Products Inc., declaring: “The future of the outdoor kitchen market is incredibly promising. While demand surged during the pandemic, we haven’t seen a plateau. We’re seeing a shift from trend to lifestyle. Homeowners are continuing to invest in their outdoor spaces as extensions of their living areas, and that momentum shows no signs of slowing down.”

The 10 companies featured in this issue’s spotlight have all the products necessary to capitalize on that momentum and finish the year strong—all while building inventory for an even better 2026.

NAPOLEON

This spring, Napoleon (Barrie, Ontario) launched its Oasis 300 Outdoor Kitchen with a full-sized 700 series grill head. The grill comes in a black matte finish and is fully decked out with interior hood lighting, infrared Sizzle Zone, rotisserie, and ample storage for grilling necessities.

A new Built-in Griddle joined the list of accessories to add extra versatility for breakfast, smash burgers, or special dinners—essentially a supplement to the grill that allows for new recipes. “We recognize that an outdoor kitchen can be a centerpiece of the backyard,” says Garry Scott, vice president of marketing. “The grill needs to look great, last under all weather conditions, and perform well. We believe in the durability of our

products, and they are backed with a lifetime warranty.”

Dealers can spread the word by taking advantage of Napoleon’s wide assortment of local digital marketing and in-store tools to educate prospective customers and bring in foot traffic. People who walk in are likely to be of all ages and income levels—even those without much space to spare.

“The addition of the Oasis 300 Outdoor kitchen brings a smaller footprint for smaller spaces,” Scott says. “However, for others it will be a more affordable, and easy-to-install outdoor kitchen.”

Expanding appeal to a wider audience is one reason Scott continues to see strong interest in outdoor kitchens, with consumers more interested than ever in making their outdoor space an extension of the indoor

space. As for those pesky tariffs, Scott adds: “Napoleon continues to monitor the tariff situation closely and has kept our customers updated with developments. We are proud to have a long-term U.S. business that is supported by operations based in Kentucky.”

DANVER OUTDOOR KITCHENS

There are many options at Danver Outdoor Kitchens (Wallingford, Connecticut), thanks to licensing agreements with Brown Jordan Outdoor Kitchens and Trex Outdoor Kitchens. One recent addition is CUBE from Brown Jordan Outdoor Kitchens.

As a first-ever collaboration with global designer Luca Nichetto of Nichetto Studio, the new line embraces modularity as a “design language” by

calling attention to its modules through the use of distinct shapes and the option to incorporate contrasting colors.

“The result is a stunning and unexpected new line with the flexibility to provide solutions for small, urban settings or to be built out for more comprehensive outdoor entertaining spaces,” says Steve Ward, marketing director. “CUBE represents a unique opportunity to further expand the brand’s repertoire amid continued demand for outdoor living solutions.”

New products under the Danver name are expanding through a versatile range of solutions—from wide drawer dividers and spice rack inserts to perforated baskets, nesting trays, dog bowls, planter boxes, and benches. According to Ward, each piece is meticulously designed to integrate seamlessly into Danver’s product portfolio, offering homeowners the opportunity to create a cohesive aesthetic across their outdoor kitchen.

Danver cultivates a “big picture” approach by working with architects, landscapers, designers, and builders to create elegant outdoor living spaces. “Our commitment to excellence in cabinet manufacturing starts with stainless steel as the core material,” Ward explains. “The cabinetry comes in a variety of configurations, available in 3-inch increments, including wall,

TOP: Ascento from Danver Stainless Outdoor Kitchens

BOTTOM: Oasis 300 Outdoor Kitchen from Napoleon

•Single Side Burner

•Contemporary Fridge

•Door Drawer Combo

•Contemporary Fridge

base, and corner units. Every cabinet is custombuilt to order using either 304 or 316L grade stainless steel. Our highly collaborative in-house design team is always ready to provide support and assistance throughout the process.”

COYOTE OUTDOOR LIVING

Coyote Outdoor Living (Carrollton, Texas) has figured out how to cater to dealers and end users with a consistent focus on speed of assembly (tool-light, under an hour) and streamlined showroom presence. It’s part of Coyote’s push toward accessible, space-efficient outdoor kitchen systems that can be seen in products such as the CKEY6 6’ Outdoor Kitchen Island, a new turnkey unit designed for fast setup and retail quoting.

CKEY is a prebundled island package featuring: 30-inch C-Series Grill, 15-inch outdoor refrigerator, double access doors, insulated grill jacket, and black HDPE cabinetry with light gray countertop. “Dealer benefits include showroom-ready turnkey solutions and reduced installation time,” says Sarah

Johnson, marketing manager. “These are key for increasing margins and throughput.”

The C-Series Grill (C3C30) remains a bestselling component with customers continuing to respond well to the 30-inch grill with 45,000 BTUs— known for performance and Coyote’s signature design. It features LP and NG variants with strong customer appeal due to consistent power, solid construction, and built-in compatibility.

“Coyote Outdoor Living stands apart by offering specialty retailers a rare combination of premium quality, dealer-friendly solutions, and approachable luxury,” Johnson says. “While many brands focus solely on high-end custom installs or mass-market modular units, Coyote bridges the gap with American-built products that deliver style and substance—without overcomplicating the sale or installation.”

Turnkey outdoor kitchen systems such as the CKEY6 Island Package are specifically engineered to help retailers quote faster, install quicker, and display more attractively. These preconfigured bundles include top-selling 304 stainless steel grills, HDPE

BOTTOM: Twin Eagles C Series 42 Gas Grill, Twin Eagles Teppanyaki, Twin Eagles Access Door Drawer Combo, Twin Eagles Refrigerated Drawers, and Twin Eagles Ice Maker from Dometic Residential US

cabinetry, and outdoor-rated appliances—offering a full kitchen experience with minimal setup.

RH PETERSON

RH Peterson (City of Industry, California) has been manufacturing in Southern California for more than 75 years, specifically cultivating the Fire Magic brand. Additions to the brand include The Echelon Outdoor Pizza Oven with Fire Magic features such as thermostatic control and a temperature range of 150-750°F. It’s a complete outdoor oven, perfect for cooking any-

ABOVE: Fire Magic Echelon 1060 Grill with Power Burner, Ice Maker, Trash Cabinet, Warming Drawer and additional storage doors and drawers

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thing that can be prepared in an indoor oven.

“The Pizza Oven boasts classic Fire Magic Echelon features such as a black digital touchscreen control panel, Bluetooth/Wi-Fi compatibility, and interior lighting—and includes a pizza stone and baking rack,” says Jerry Scott, senior vice president of sales. “Another exciting addition is the Fire Magic Echelon Gourmet Griddle, powered by 45,000 BTU and reaching up to 700°F. With an expansive 30inch by 18-inch cooking surface of 3/8-inch stainless steel, the Griddle provides even temperature across the cooking area and years of reliable performance.”

For those who wish to grill without gas or charcoal, Fire Magic introduced the EL500 Electric Grill Series. It’s powered by 240V, has the patented Diamond Sear cooking grids, and provides a 31-inch by 16-inch cooking surface. “As a perfect cooking companion to the EL500, Fire Magic introduced the Built-in Outdoor Induction Cooktop, with 1,800 watts of power providing a heating range of 150450°F,” Scott says. “A touch control panel sets seven power levels. The Induction Cooktop requires 120VAC with a minimum 30 AMP circuit.”

Besides cooking equipment, Fire Magic offers outdoor-rated refrigerators, kegerators, ice makers, and a Beverage Butler with insulated ice chest— plus many other products to enhance outdoor kitchen versatility. “Boasting the strongest product warranties in the industry, Fire Magic has a long-tenured staff of product experts to assist retailers throughout the country,” Scott says. “Generous display and co-op advertising programs help retailers show and sell our products. Fire Magic also provides training and special sale programs throughout the year.”

BULL OUTDOOR PRODUCTS

Bull Outdoor Products Inc. (Lodi, California) recently introduced its Timber Tough outdoor kitchen base, crafted from a high-performance wood polymer composite (WPC). The new material offers an attractive wood grain finish and is resistant to mold, termites, and UV rays while also being waterproof and lightweight.

“We’ve also introduced a new line of marinegrade HDPE Cabinets called DuraCabinets, which feature a sleek, modern look and are engineered to withstand even the harshest climates,” says Wade Fortin, director of marketing. “These cabinets offer a premium design without compromising on durability, making them a perfect fit for high-end outdoor kitchen installations.”

All that durability is in response to customer demand for products that will last a long time while bringing the full functionality of an indoor kitchen to the outdoors. Bull offers a line of outdoor-rated refrig-

eration, including a premium outdoor refrigerator, ice maker, and kegerator—all ideal for a true “entertainment hub” in the backyard.

Bull’s premium stainless steel sink lineup has expanded to include 24-inch and 30-inch models, alongside existing 15-inch and 18-inch options. All sinks are made from 304 stainless steel and come with installation hardware with flexibility to be undermounted or overmounted, depending on the design preferences of homeowners or contractors.

It adds up to an impressive lineup, but none of it matters if customers don’t know about it. With that in mind, officials at Bull developed a range of promotions that help specialty retailers drive traffic and close sales.

“Some of our most effective programs include co-op marketing support, where we partner with dealers on advertising and promotional efforts to maximize local impact,” Fortin says. “We also run special giveaways and bundle promotions throughout the year. Popular

TOP: DuraCabinets from Bull Outdoor Products Inc.

BOTTOM: Forno de Pizza in Copper from HPC Fire Inspired

examples include Buy a Kitchen, Get a Free Accessory Kit or Free Countertop Pizza Oven with Purchase. These value-added incentives are a great way to increase average order size and give customers an extra reason to purchase.”

MONT ALPI GRILLS

Officials at Mont Alpi Grills (Irvine, California) admit there is no perfect way to deal with tariffs, but they are doing the best they can. “The policy behind these radical moves may be well intentioned and even important,” says Chris Hartwig, sales and marketing director. “However, the execution has been fast and vast—extremely tough to navigate. Thankfully, we can all work together to pull a season out of the proverbial hat and hope for calmer waters.”

option. The gas grill is not a requirement.”

Part of that work means giving retailers the ability to sell outdoor kitchens without the need for builders. “Once the product is sold, the customer becomes the responsibility of Mont Alpi, and we proudly stand by our lifetime warranty,” Hartwig says. “Our retailer margins are strong, and the brand value equation is best in class. We continue to innovate into areas that make sense—finding the sweet intersection of function, style, and value. Big things are coming for Mont Alpi. Partner with us and watch this space grow.”

One area of growth is Mont Alpi’s new Kamado module, which fits onto any of the company’s stainless-steel islands. “It can house most large 18- to 20inch kamado-style units such as Kamado Joe and Big Green Egg,” Hartwig says. “This module gives consumers the opportunity to create a multi-fuel outdoor kitchen, something that we have been asked for over the last couple of years. The Kamado module is also a great stand-alone option or Kamado module

When it comes to in-store vs. online sales, Hartwig notes that, “Mont Alpi supports both channels with integrity, and only offers our product to bona fide online dealers and industry leaders. We limit our online availability and make sure to support our in-store partners. We feel that both channels feed off of one another. Many see our product online and want to touch and feel it before purchasing. The best way for physical dealers to win the sale is to offer outstanding last-mile service—delivery, start-up, and cleaning lessons.”

HPC FIRE INSPIRED

HPC Fire Inspired (Miamisburg, Ohio) subjects its products to extensive internal and third-party testing to ensure reliability, performance, and safety. It takes extra time, but Sean Steimle, owner and CEO, says it’s worth it. “When customers buy an HPC product, they know it will light every time and deliver consistent performance.”

Recent launches include the HPC Forno de Pizza

Oven. The oven has gained considerable traction due to its high performance and versatility. Specifically, it allows users to bake, grill, and smoke all in one appliance. It eliminates the need for a chimney stack and operates as a HPC dual-fuel system with gas, wood, or both.

Ready-to-Finish Custom Outdoor Kitchens are built with welded tube steel and concrete board for durability and strength, making them robust and easy to customize. Customers may wish to add products such as: HPC Drum Smoker with Vortex Technology, HPC Komodo Rocket Smoker, and HPC Ready-to-Finish Custom Outdoor Kitchens. HPC offers seasonal promotions, including spring and holiday deals on outdoor kitchens to boost foot traffic and get the word out. “We’ve also hosted giveaways for pizza ovens and smokers,” Steimle says.

TOP: MAi400-DKEGDRAKAMFC from Mont Alpi

BOTTOM: Atlas 36” BBQfrom American Made Grills

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“Additionally, we publish weekly cooking videos on our HPC YouTube channel featuring unique recipes and seasoning tips using our ovens and smokers to engage and support our dealer network.”

So far, the promotions are working and HPC’s outdoor kitchen market continues to grow, fueled by advances in technology and new applications for outdoor cooking and entertaining. “There is still significant potential in emerging markets and evolving consumer lifestyles,” Steimle says.

DOMETIC RESIDENTIAL US

Dometic Residential US (Cerritos, California)— manufacturers of Twin Eagles Dometic, Delta Heat Dometic outdoor grills, and Dometic Outdoor Refrigeration products—offers a wide product assortment in the luxury and premium segments of the outdoor cooking market.

Dometic’s recent introduction of the Eagle One Outdoor Kitchen at KBIS 2025 in Las Vegas is a prime example of what Matthew Frey, marketing manager, calls a complete solution for luxury outdoor cooking. “Additional bestsellers are our luxury units such as the Eagle One Gas Grill, C Series Gas Grill, and Pellet Grill,” Frey says. “These super-premium luxury grills stand apart from the competition in terms of style and quality. In addition, our Delta Heat Gas Grill continues to be a perennial favorite among those looking for luxury features and quality in a more accessible package.”

According to Frey, the Twin Eagles Dometic and Delta Heat Dometic product lines have complete matching accessories and complementary appliances that suit any outdoor kitchen requirement. “Our after-sales support is top-notch and responsive to

customers’ needs throughout the product life cycle,” Frey says. “And we have a strong dealer support program in terms of product displays, promotions, and marketing campaigns to promote each line.”

Frey is confident that consumers will continue to respond to Dometic’s premium products. “We are living through a revolution in outdoor living. The luxury segment continues to grow as more consumers are made aware of what is possible in an outdoor space. Our objective remains to educate and enthuse our retailers who are positioned to meet this growing demand.”

AMERICAN MADE GRILLS

As the name implies, all products manufactured at American Made Grills (Bohemia, New York) are made in America—Long Island to be exact. “We are the only grill manufacturer on Long Island,” says Nicholas Nicolia, president. “Our products are 100% made in America by Americans. We take pride in our craftsmanship. The details are in the finishing. We area lifestyle brand for those who love to grill, cook, socialize, and be patriotic.”

Americans prefer to have plenty of options and The Hybrid Grill Series allows users to load their fuel trays with the fuel of their choice—wood logs, wood chunks, charcoal, lump coal, wood chips, or a combination. Customers can easily lift the patented Vgrates using proprietary grate-lifting tools, light the grill, and let the 22K BTU gas burners ignite the solid fuels. From there, burners should be left for three to five minutes to ensure that fuels begin combustion.

Customized point-of-service displays, Americana swag, and volume discounts emphasize the Americanmade ethos and enhance loyalty from a demographic

that Nicolia describes as “men, 40 years and older, of the mid- to upper class who love motorcycles and muscle cars. They take pride in their homes, cars, clothes, food, cocktails, and good company.”

Will that demand continue in the foreseeable future? Nicolia is confident it will. “Outdoor living continues to grow,” he says. “Having an outdoor kitchen turns the backyard into a three-season living area. The demand for American Made Grills is strong, and we’re breaking into new markets daily. Our name sums it up. Buy American, for Americans, and manufacturedby Americans.”

AMD DIRECT

AMD Direct Inc. (Huntington Beach, California) represents a multibrand portfolio with several recent launches and makeovers. The TrueFlame brand debuted a premium line with a sleek design and professional-grade performance while the familiar Summerset Grills underwent a brand refresh with enhanced features. Finally, Heatstrip Outdoor Electric Heaters offer a premium solution for residential and commercial settings.

“These innovations reflect our commitment to evolving with market demand while supporting our dealers with high-quality, traffic-driving products that help close sales,” says Dennis G. Smith, president and CEO. “It starts with the best distribution partners—those who carry significant inventories and can quickly deliver products to dealers. Our AMD Gold Standard Warranty is second to none. And in 2025, we significantly expanded our marketing campaigns across all brands—using print, social media, and Google Ads to drive awareness and demand.”

The strong marketing efforts are matched by members of AMD’s outside sales team, all of whom believe in face-to-face interaction. “The days of relying solely on video calls are over,” Smith says. “Dealers want real relationships, in-person support, and handson product expertise. We require our distributor partners to maintain a strong field presence. Their salespeople must be out in the market, actively supporting dealers. This boots-on-the-ground approach drives dealer success and long-term brand loyalty.”

Smith and his team recognize that today’s outdoor kitchens should reflect the full culinary experience. With this in mind, AMD offers power burners for high-heat cooking and wok-style meals, outdoor-rated refrigeration and ice makers that keep drinks cold and ingredients fresh, and storage drawers and doors.

“There’s nothing but growth ahead,” Smith adds. “Outdoor kitchens are not a trend—they’re a lifestyle shift. COVID opened people’s eyes to the value of their homes, especially their backyards, and that mindset has stuck. Homeowners are continuing to invest in outdoor experiences that bring people together. This trend is growing across all regions, demographics, and housing types.”

LEFT: Key Island from Coyote Outdoor Living

Fulfilling aVision

The Rose family has taken the vision of William “Bill” Rose to the next level by becoming a top-notch hearth retailer in Northern California.

BY MAURA KELLER PHOTOGRAPHY BYPATRICK HUGHES

Sometimes, it takes a life-altering event for peo ple to change the course of their lives and follow their dreams. That’s what happened to William “Bill” Rose, founder of EmberWest, a fireplace and patio retailer located in the San Jose region of California. Rose started his company in 2008 when he was in his 70s, coming out of retirement with 30 years of hearth industry experience to introduce his own hearth and patio store to help consumers create exceptional indoor and outdoor spaces.

“My dad had a heart attack—his heart stopped and he was shocked back to life by law enforcement, who just happened to have a defibrillator in their patrol car. Then, the fire department gave him an IV and injected drugs to stabilize his heart,” says Mark Rose. “He was put into an induced coma for a week. Because of the

incredibly quick response of the police officers, firefight ers, and paramedics, he didn’t suffer any brain damage. Not only did he not have any cognitive decline, but he also was rejuvenated.”

“He was only home for a week when he wanted to talk to me,” Rose adds. “He had a very serious look and said that he didn’t want me to be disappointed, but he was going to spend my inheritance and start another company. I was thrilled. He wasn’t someone who could stay retired. He enjoyed connecting with people and making customers happy.”

Fast forward 17 years and today EmberWest continues to warm homes and hearts across the Bay Area.

Bill’s original vision was to create a company based on excellent customer service, while partnering with manufacturers of high-quality fireplace products, barbecue grills, log sets, and accessories. After his passing in 2020, the company continues to operate on this vision. Now, his nephew Mike Rose and two sons, Mark and Matt Rose, have joined together to continue Bill’s legacy.

In fact, thanks to Bill’s long-standing experience in

Working from the expertise of Bill Rose, founder of EmberWest, today the Rose family continues to provide exceptional hearth solutions for their customers.

the industry, all three family owners have a keen understanding of the trends facing the fireplace industry. They have embraced technological advancements, new product offerings, and evolving consumer interests to grow the EmberWest brand.

Over the past couple of years, the EmberWest team has watched the gas log and flame technology advance significantly. “The linear cool-touch glass and LED lighting have started to gain in sales with the heat shift to keep TVs as low as possible above the fireplace,” Mike Rose says. “The advancement of the electric fireplace imagery and technology also have expanded greatly.” The company recently introduced an electric fireplace showroom to help consumers experience this innovative technology firsthand.

In addition, the linear fireplaces with heat shift technology with TVs just above the viewing area are popular among EmberWest’s consumer base. “In

TOP: The Rose family celebrates the legacy and passion that Bill Rose brought to the family business, while also embracing new innovations and trends that keep EmberWest a strong player in the industry.

MIDDLE: Mike and Mark Rose

BOTTOM: On-time deliveries, quality products, and friendly service are guiding principles at EmberWest.

fact, our linear gas fireplaces with low combustible clearances for the mantel or TVs have really taken off,” Rose says. “The in-log gas burner technology, specifically the Kozy Heat Nordik series, outsells other lines 10 to 1.” In addition, the EmberWest team has seen how colorful flames, hand-painted logs, glowing rocks, linear fireplaces, and four-sided viewing fireplaces for outdoor livinghave captured the interests of today’s customers.

“The choices, customized looks, and size of the fireplaces have radically changed the market,” Rose says. “Our customers absolutely love the in-log gas burner technology, which provides the most realistic flame presentation in the world.”

Being located in California means that EmberWest’s patio business has also experienced an increased interest as consumers seek to enhance their “outdoor living” experience— installing full barbecue kitchens, as well as fireplaces for outdoor spaces that become extensions of their homes. Although the company’s barbecue sales have leveled off after the pandemic purchases, consumer interest in fire tables, bowls, and fireplaces for the patio have grown significantly in recent years.

“Those who want fireplaces that can fit virtually anywhere without ventilation love the realistic flames of the electric fireplaces,” Rose says. “We used to install wood-burning fireplaces, but don’t anymore. People want cleaner, safer and the immediate gratification of gas and electric fireplaces.”

As Rose further points out, there is a tremendous amount of innovation going on in the industry. Fireplaces are cleaner, safer, and more elegant.

“We saw a trend of people upgrading their homes during lockdown. It was a wakeup call when we could make all of these home improvements, but then not have our loved ones to share in the awe-

some spaces that we created,” Rose says. “The advantage today is that family and friends can make their home and backyard into an oasis where family and friends can gather and make memories or just create a healthy space to rejuvenate and recharge.”

BUILDING A STRONG BRAND

Product knowledge and customer service are at the forefront of EmberWest’s business focus. As Rose explains, the team enjoys working with contractors, interior designers, architects, homeowners, and property managers to meet (and exceed) customers’ hearth and patio visions.

“We offer our customers an on-site consultation, a pre-site visit to check framing/clearances, or a reface, installation, and a fire-up after finish work is completed,” Rose says. “We also help them with references to other vendors if that is what is best for them. We assist in finding or customizing the vision of our customer.”

EmberWest’s in-house install and service technicians are certified by the National Fireplace Institute and also attend training classes to stay current with new codes, regulations, clearances, and technology.

The company is also keeping a close eye on tariffs and communicating directly with manufacturers to stay ahead of any increases. To date, there has been minimal impact on pricing. Fortunately, Kozy Heat, EmberWest’s leading supplier, manufactures its products in the U.S.

STAYING CONNECTED

After being in business for 17 years, EmberWest has certainly made a name for itself throughout the Bay Area. That said, to further connect with an evolving customer base, the company has recently incorporated online advertising and social media into its new website. “The online and social media efforts have drawn more customers to our website and showroom,” Rose says. “Our online reviews also drive customers to EmberWest from the customer service that we provide.”

To further connect with the community, EmberWest periodically offers free barbecue events at its showroom on weekends, allowing customers to get to know EmberWest’s product and service offerings in an informal setting.

“Recently, we participated in an educa-

tional community event with Firewise to discuss fire safety and how we could be a part of hardening their home in order to reduce the risk of fire,” Rose says. “Many in the mountain community still saw, chop, and burn wood, which creates a haze throughout the valley and increases the risk of burning embers creating a fire. The Rose family is a family of former firefighters, so it is in our family tradition to teach prevention. The preservation of life, property, and the environment are very important to us, so we look forward to being good stewards and community members in sharing our knowledge with the public.”

Looking ahead, the EmberWest team is excited to see the level of innovation and advancements in technology within the patio and hearth industries. Fireplaces are cleaner, safer, and more elegant than ever before.

“From sleek modern estates to quiet cabins in the woods, EmberWest gets to help people shape the spaces they’ve always imagined and design the fire that brings it all to life,” Rose says. “Because the right fireplace doesn’t just warm the room, it gathers people. It anchors the moment. It becomes part of the memory.”

Undeniably Different.

Whether it’s for poolside lounging, outdoor dining, or everyday relaxation, Ultraleather’s outdoor collections remain cool to the touch and soft against the skin, transforming outdoor living spaces into extraordinary retreats.

Curating Elegance

This East Coast retailer helps clients elevate their home’s style both inside and out.

BY KIMBERLY RODGERS PHOTOGRAPHY BY JOANNA BAJ

After a career in corporate America, Tom Bain decided to try a new venture. Along with his wife, Donna, the couple opened a small market in Rumson, New Jersey, in 2007. Tom’s brother lived in the area and told them about the quaint, quiet borough located in the state’s Two Rivers Region. A waterfront town, Rumson is known for its close proximity to New York City, outdoor recreation, historic homes and landmarks, high-end shopping and dining, and as one of the wealthiest communities in the state.

The Bains started their retail operation by selling birdhouses, mailboxes, and mail posts from Walpole Outdoors. For almost a century, Walpole has been making distinctive fences, pergolas, mailboxes, railings, arbors, gates, and more from AZEK solid cellular

TOP: Bain’s 1,500-square-foot showroom in Rumson, New Jersey, is open year-round.

BOTTOM: Tom Bain, Liz O’Connor, and Donna Bain

vinyl or Northern White Cedar. All products are handcrafted in the USA combining timehonored traditional woodworking techniques with modern technologies and machinery.

“As we saw the interest in Walpole grow, we decided to take space within an existing business, Rumson China & Glass, and sell and expand our selection ofWalpole products,” Donna says. When Rumson China & Glass decided to move their business and sell their building, the Bains bought it and, in 2012, opened Bain’s Outdoor Living. Walpole products grew to be a substantial part of business and today the store is one of two authorized retail partners in New Jersey.

Through the years, Bain’s Outdoor Living added a variety of high-end furniture brands to its product offerings, making patio furniture and Walpole products the store’s two largest market segments. In fact, both work in tandem, creating more sales opportunities.

“If we are putting in a pergola in someone’s backyard, then they need furniture for the seating area

and they will purchase from us. Likewise, if we are enclosing a pool with Walpole fencing, people are looking for chaise lounges,” Donna says. Installation of every product Bain’s Outdoor Living sells is completed by the store’s expert in-house crew, and whiteglove delivery is provided for all furniture orders.

In furniture, the store partners with Gloster, Kingsley Bate, Janus et Cie, Seaside Casual, Lloyd Flanders, Summer Classics, Barlow Tyrie, and Harbour. “We pull from a wide range of communities so whether people live directly on the coast or inland, their choices vary,” Donna says. Teak is more prevalent for oceanfront homes. HDPE furniture from Seaside Casual, renowned for its durability, is a popular choice with the area’s beach clubs.

Regarding current or pending tariffs, Bain’s Outdoor Living’s strategy has been to absorb what they can or incorporate the additional cost into its margins. They do not line item any tariffs or other miscellaneous fees, such as credit card surcharges. “We feel people don’t particularly appreciate seeing these

TOP: The Bains started in retail selling a variety of products from Walpole and today the store is one of two authorized retail partners in New Jersey.

BOTTOM: Donna Bain’s purchasing strategy is to curate product selection for her store and not follow other retailers.

additional charges on their statements.”

YEAR-ROUND ELEGANCE

While many retailers located on the New Jersey waterfront, especially those reliant on tourism—close during the winter months, Bain’s Outdoor Living’s 1,500-square-foot showroom is open throughout the year. Rumson is not considered strictly a beach town. Proximity to New York, top-rated schools, and quality of living make it a desirable community to live in full time. To meet the needs of local clients as well as those with second homes, Donna says, “Our store is curated through the seasons, and we change the décor and vignettes to reflect that. While we always have outdoor furniture on the floor, the colors, palette, and settings change with the current holiday or season.”

Although outdoor living is in the store’s name, Bain’s also offers an abundance of beautiful accessories and gifts (a wedding registry and complimentary wrapping are available) for both inside and outside the home. This includes elegant drinkware, serveware, and more from Simon Pearce; pillows from Elaine Smith; Terrafirma Ceramics; Pappelina rugs—high-quality, durable, and stylish rugs from Sweden woven from PVC; and a diverse range of home décor products.

Donna strives to order products that are handmade and unique and likes to work directly with people who make the product such as designer and artist Ellen Evans, who founded Terrafirma Ceramics in 1980. Based in New York City, the company offers a wide variety of colorful handmade serveware that is not only beautiful and unique but functional and dishwasher safe. “The variety of colors and patterns Terrafirma offers allows us to switch out different pieces depending on the season.”

Donna’s purchasing strategy is to curate for her store—a business model proven to be a success. “I buy with a story in mind, follow the trends, and develop an idea for the season then curate the product around that model. I have never been interested in following other retailers or seeing what they have.”

Clients also receive help from Bain’s to style their homes. From accessorizing tables, countertops, or bookshelves, to selecting the right pillows and throws,

and changing décor for different seasons, Donna assists her clients to elevate their homes to reflect their own individual styles and tastes. “We truly are a lifestyle store and help people curate their homes both inside and out.”

CHANGING HANDS

Since they opened Bain’s Outdoor Living 18 years ago, Tom and Donna Bain have believed in the importance of being the face of the business. “We always want to interact with our customers and build a relationship with them,” Donna says. “Customers may not necessarily ask for us, but we still want to convey a high level of customer service and recognition to everyone.”

The Bains have a strong sense and involvement in the community. They are long-time supporters of various local fundraising efforts that go back to the area and

to the schools. They have also employed many students during the summer months and holidays.

In June, the Bains announced their retirement on social media. They decided to begin a new chapter in their lives. Melissa Mellor and Liz O’Connor, owners of 5 Design Interiors, will be taking over the store in September. “Both Melissa and Liz grew up in Rumson, so they are already connected to the community, and they have been in business together for seven years. I feel that it is going to be a great transition,” Donna says. The Bains have worked with 5 Design Interiors, as well as other local designers, for many years.

A scroll through the responses on social media to the Bains’ retirement clearly shows the community’s sincere admiration and appreciation for the couple and the pos-

itive impact they have made on the community. “The feedback and comments we received from people who have shopped with us over the years have truly been amazing.” She says the reactions really show what the Bains have strived to do over 18 years: Develop personal relationships with their clientele. “Anyone can carry a line or a product and put it on a shelf, but that doesn’t necessarily translate into a sale.”

LEFT: Although outdoor living is in its name, the store offers an abundance of beautiful accessories and gifts.

RIGHT: The retailer offers a variety of high-end outdoor furniture brands.

LAWN, LEISURE &LOYALTY

Virginia-based Lawn & Leisure develops customers for life by offering one-stop shopping, exceptional quality, stunning collections, and stellar service.

BY SHARON SANDERS PHOTOGRAPHY BY MATT YIKER

ultivating customers for life is what Lawn & Leisure does best. Its impressive 16,000-squarefoot showroom in beautiful Sterling, Virginia, attracts customers from as far as two hours away, but the charming (and hilarious) husband-and-wife owners Tom and Jane Rother, along with their seasoned retail team, keep them coming back for more—often for decades. “One of our long-time customers jokingly told me she has been to our store so many times she thinks she’s bought every item at least once,” says Jane, adding that loyal customers are the heart of the thriving brick-and-mortar retailer.

HUMBLE BEGINNINGS

The Rothers partnered with Tom’s brothers in 1983 to help purchase a small lawnmower and repair shop and run the retail side of their landscape business. After a few years, the brothers decided they weren’t committed long term—so Tom took the helm to expand his vision for the store. Jane left her teaching career to work alongside her husband full time. Their penchant for marketing and availability of co-op advertising resources quickly elevat-

ed the modest business to great heights. “We became a household name and one of the largest power equipment dealers on the East Coast,” Tom explains.

While people shopped the high-profile retailer for tractors, lawn mowers, and string trimmers, there came a point when they started inquiring about backyard products like furniture, grills, and hammocks. Instead of sending them elsewhere, the Rothers brought in what customers were asking for and before their eyes, the business took on a whole new life. Word spread and the store was featured in a Yard & Garden magazine cover story in 1992 praising its unique product blend.

“We managed to merge two worlds together—power equipment and outdoor furniture—using the power of cross selling,” Tom says, adding that the merged business enjoyed several decades of prosperity. The power equipment division was sold in 2012 to a new owner who runs it successfully to this day.

WORTH THE DRIVE

Today, Lawn & Leisure is a full-service specialty outdoor

TOP: Lawn & Leisure is known for its impres sive selection of upscale merchandise.

BOTTOM: The business landed on a magazine cover story in 1992 for its unique approach to cross selling.

living store famous for its huge selection of products and how it embraces its customers. It proudly furnishes the decks, patios, and screened porches of homes in the tree-lined neighborhoods of Washington, D.C., and its suburbs, as well as attracts people from as far away as West Virginia and Maryland.

“Our typical customers are people who are interested in making good buying decisions. They’re a well-educated population with high incomes who are willing to invest in their homes,” Tom says. “There are no dealers within close proximity who have what we have—people will drive for our variety and selection.”

The couple decided early on to focus on upscale specialty products. “We knew we wouldn’t be able to satisfy smart shoppers with the cheap stuff,” Jane explains. “We were fortunate to have sales reps and manufacturers who helped us bring in the best product mix,

and they remain our biggest supporters to this day.”

The store’s expertly merchandised showroom features some of the best furniture from Telescope, Woodard, Mallin, Gensun, Ebel, Kingsley Bate, Kettler, Lloyd Flanders, Galtech, Treasure Garden, Outdoor GreatRoom, Homecrest, and Casual Cushion; grills from Weber, Napoleon, Big Green Egg, and Fire Magic; and fire from Peterson, Empire Comfort Systems, Regency, and Stoll.

Thanks to the convenience of Lawn & Leisure’s 52,000-square-foot warehouse, most of what’s on the showroom floor is in stock and available immediately. It’s a bonus that attracts a lot of customers. “We can literally transform a customer’s backyard deck or patio in just a day,” says Tom, who adds that customers are welcome to bring their own vehicles for smaller purchases or take advantage of the store’s responsive delivery/setup service. Every piece of furniture is thoroughly inspected and assembled before delivery so there are no surprises.

“Our trained Lawn & Leisure staff drivers are the ones who assemble everything so they can confidently answer any questions and feel connected to every delivery.” It’s not uncommon for Tom and

BOTTOM: For over four decades, Lawn & Leisure has been a destination for outdoor enthusiasts.

Jane to personally do after-hours deliveries for urgent orders. “We’ll do whatever it takes to make customers happy; it’s never a hassle for us. It’s one of the ways we show that we care.”

Custom furniture orders are equally popular. “Some area dealers won’t do special orders because it’s a hassle, which is good for our business,” Jane says. The Rothers handpick only those manufacturers who are easy to work with, offer the right pricing, and protect the retail value from the internet. “If companies won’t protect their pricing, then we can’t afford the warehouse and showroom space that it takes to show and promote their brand. We have a fantastic group right now who know us, our customers, and always have our back.”

TOP: There are grills galore for backyard outdoor chefs.

MIDDLE: Tom and Jane Rother

SHOWROOM SHOWCASE

RELATIONSHIPS MATTER

The thread that connects everything together for Lawn & Leisure is relationships—from new customers to families who have been coming to the store for generations— the store has a special bond with everyone in some way. “Word of mouth is our best friend. There are entire neighborhoods who have purchased from us,” Jane says.

Hardly a day goes by that a regular customer doesn’t stop by the store to see what’s new, pick up small items like wood chunks, spices, or propane and just to say hi. People who move out of the area or buy vacation homes will order furniture and have it shipped instead of buying from another retailer. Even during the pandemic, people would call to ask if everyone was doing OK and check to make sure the store survived. “Their loyalty is the biggest compliment we can get,” Tom explains.

For the most part, customers treat the Rothers and their team like friends. They routinely send them thank-you notes and gift cards or invite them over for dinner to use a grill or smoker they’ve purchased. When long-time customers are moving away, it’s not uncommon for them to take Tom and Jane to lunch to say goodbye. “It means so much to feel appreciated, even though it’s never expected,” Jane adds.

None of this adoration is surprising, given that every team member is knowledgeable, easy to talk to, and quick to make friends. A number of them have worked at the store for as long as 40 years. The Rothers make a point to

hire people who are naturally gifted at customer service. The store’s long-time manager and co-buyer, Tom Crisuolo, is their righthand man, making sure everything runs smoothly daily.

“I can’t imagine an operation like ours being successful without it. People, especially because of the internet and the way society is today, really do appreciate a welcoming feeling,” Jane says, adding that customers will come in and specifically request the salesperson who helped them with their last purchase, even if it’s been years. “Never underestimate the impression your staff makes by taking good care of customers.”

After over four decades in business, Lawn & Leisure continues to thrive. As tariffs loom, the Rothers remain in close contact with manufacturers and make sure they maintain plenty of stock and resources as things are sorted out. “We take it day by day and don’t worry,” Tom says, adding that they have made it through worse in the past. “I admit that retail does get a little tiring sometimes, but knowing every day that you are going to a friendly place to work with friendly people makes it all worthwhile. We are honored to be a friend of the wonderful communities we serve.”

TOP: One can find the latest outdoor comforts all in one place.

BOTTOM: The showroom features products that create the heart of the home.

TAILORED FORDESIGN

With customization as its driving force, NorthCape is bringing outdoor furniture to market in a timely and cost-efficient fashion. BY

SHARON SANDERS

NORTHCAPE (ROMEOVILLE, ILLINOIS)

HAS BEEN A RESPECTED NAME IN OUTDOOR FURNITURE FOR OVER 25 YEARS. Known for its breakthrough woven furniture designs, the company has recently made a seismic shift in the structure of its business—ushering in an era of customization. Patio & Hearth Products Report sat down with Tom Murray, president, to discuss the new developments and his ambitious vision for the future.

What is NorthCape’s niche in the outdoor furniture space?

Murray: It’s changing, and we are really excited to spread the good news to our dealers. We have always been a company with a passion for creativity. In the early days, we started as a strictly import business, buying designs from China and distributing them in the United States. Over time, we strategically began designing and assembling more of our furniture, as well as making our own cushions here in the United States.

It was always my dream to be a custom house so dealers and their end users could do it their way, but at an affordable price. With a recent change in ownership, we are finally able to make it a reality that’s bigger and better than I could have ever imagined. So, to answer your question, our niche today is customdesigned furniture—and we know everyone is going to be delighted by our new direction.

How did the change unfold?

Murray: Late last summer, we were acquired by Group Bayport, a respected India-based company that was looking to get deeper into our industry. We were fortunate to be able to join forces without sacrificing what we had—good products, a good customer base, a good team— and now we are in a better position than we have ever been. As a private entity, we are always looking for cash flow, and this partnership has given us a financial capacity that will allow us to grow into areas that we couldn’t before.

Logistically, the company has its own manufacturing facilities that we are able to tap into for added production capacity during peak season, and it has operational expertise that we did not have that will expand our business. This is the incredible opportunity we were looking for to accelerate our growth. We are literally a pioneer for outdoor furniture out of India.

What’s the premise of NorthCape’s customization program?

Murray: We want people to be able to make outdoor furniture, cushions, and accessories

their way without the long lead times and high prices that come along with it. Our customization program delivers just that at a value—setting us apart from other custom houses. A couple years ago, we created an innovative DFM (domestic frame manufacturing) program where we made the core parts overseas and then assembled the furniture and did the customization here in Illinois.

People can personalize their furniture from top to bottom using their choice of aluminum frames as the base and then adding different arm options, materials (poly lumber, rope), a variety of finishes and custom cushions that we make locally. We still import select finished goods, including our popular woven furniture group, but customization is by far the fastest growing part of our company.

Explain your thoughts for the dealer customization program.

Murray: We want to be the manufacturer that gives dealers the most revenue and the biggest margins. With our new customization

continued on page 76

TOP LEFT: Hixon 6400 mixed-media collection with Tangent and Ultraleather

TOP RIGHT: Tom Murray

BOTTOM RIGHT: Tuscino 2001 outdoor upholstered in navy from Sunbrella

TRENDSETTERS

By focusing on changing styles and consumer preferences, Patio Renaissance continues to deliver outdoor collections that stay one step ahead of the curve.

BY DANA ROBINSON

FOR TOO MANY YEARS, OUTDOOR SEATING OFTEN MEANT CHOOSING BETWEEN ROCKHARD PICNIC BENCHES OR EQUALLY UNCOMFORTABLE PLASTIC CHAIRS. That’s all come to an end over the past two decades, thanks, in part, to the comfortable, stylish offerings from Patio Renaissance. The business has always been heavily focused on dining and deep seating options since Albert Lord founded Prestige Casual Furniture and Prestige in the mid-1990s. Prestige created wildly popular woven and entry-level aluminum products for Carter Grandle and continued to make those products even after Carter ceased operations in 2004.

Lord went on to found Rancho Cucamonga, California-based Patio Renaissance, which not only offered all the products Prestige produced for Carter Grandle, but additional woven and aluminum collections with designs that were in high demand at that time. “And we’re still here providing high-quality, design-oriented products with a great value story to offer our dealer base,” says Mark Gorr, vice president of consumer sales and product line management.

CRAFTING COLLECTIONS

For the 2025-26 season, Patio Renaissance is introducing three new collections: Bari, Matera, and Pinamar. Bari offers a clean, modern touch of midcentury styling and is crafted using virgin aluminum extrusions and high-grade, all-weather wickers that are built to stand up to the most difficult weather conditions. The dining and occasional tables integrate highpressure laminate tops with the look of natural granite that can also take whatever Mother Nature dishes out, as well as the rigors of daily use.

Matera draws its inspiration from the luxurious coastal living of the Carolinas and Florida. The collection’s beautiful open-weave design and plush, luxurious cushions “provide the utmost comfort,” says Gorr, and it’s constructed of aluminum tube extrusions and an open-weave pattern of extra-durable all-weather wickers. Matera tabletops are also constructed of highpressure laminate with the look of granite.

Furnishings in the Pinamar collection feature durable, all-aluminum frames and pieces that are woven with high UV-resistant, high-density poly-

ethylene, which offers style and longevity. With its soft, contemporary silhouette and fashion-forward comfort, the collection is the perfect choice for creating a resort-inspired oasis in your backyard, Gorr says.

Other collections, such as San Miguel, Amafli, and Avery, which all launched within the past three years, are still selling very well. They share a modern feel and are more suited to younger consumers who are looking to outfit a smaller space. And the company’s longer-running collections—Catalina, Eureka, and Monticello—“just don’t seem to show any signs of slowing down,” Gorr says. “We’re still having great success with these classic lines.”

Patio Renaissance executives’ ability to spot upcoming trends and adjust the product line accordingly is one of the primary reasons behind the company’s popularity. Gorr has noticed that browns are beginning to trend not only in frame finishes but in woven materials and fabrics, as well. This represents a switch from the dominance of grays, which were in high demand for the last five years. Consumers are also on the lookout for smaller-scale furnishings, which Gorr attributes to new home constructions with a smaller backyard footprint. “Consumers only have so much space to work with, so from our perspective, smaller scale is

continued on page 76

TOP: Bari five-piece Dining Group

BOTTOM: Pinamar Deep Seating Group

EVER EVOLVING

Going from importer and distributor to a Canadian-based manufacturer has proven to be a win-win for Stûv America, its dealer base, and consumers. BY MAURA KELLER

WHEN QUEBEC ENTREPRENEUR VINCENT BOUDREAU CAME ACROSS AN ADVERTISEMENT IN A EUROPEAN ARCHITECTURE MAGAZINEFEATURING A UNIQUELY DESIGNED WOOD-BURNING FIREPLACE, HE WAS CAPTIVATED BY ITS MINIMALIST DESIGN— SOMETHING THAT DIDN’T EXIST IN NORTH AMERICA AT THE TIME.

Without hesitation, Boudreau traveled to Belgium to assess the product’s quality and there he discovered Stûv, a Belgian company that was driven by innovation—placing nature, people, and their needs at the core of its mission. It was at that moment that Boudreau’s vision for Stûv America was born.

“Initially, Stûv America operated as an importer and distributor, adapting European units to North American standards in a garage-style setup,” says Nadia Gilbert, marketing director of Stûv America. “However, specific installation requirements, certification standards, and significant cultural differences quickly made it necessary to establish a local manufacturing facility.”

In 2016, Boudreau and Stûv SA merged, and Stûv America became a manufacturer—the accomplishment of Boudreau’s initial dream. Today, the company is based in Bromont, Quebec, and manufactures all Stûv models intended for North America. The company employs 40 people, has a network of over

200 retail locations across Canada and the United States, and is undergoing significant expansion.

Thanks to its long-standing history in Belgium and North America, Stûv America understands the nuances of today’s hearth consumer. As Gilbert explains, today’s consumers are more informed than ever. They often know what they want before even stepping into a showroom.

“Yet despite this shift, the industry remains largely anchored in offering the same products it has always sold,” Gilbert says. “That disconnect presents both a challenge and an opportunity. One thing is clear: As competing brands continue to refine their offerings, the value of a Stûv unit is becoming increasingly evident—taking our price point to feel more aligned with market expectations.”

The Stûv America team has also observed that retailer ordering habits are reverting to pre-COVID patterns. However, many hearth retailers are reluctant to commit to pre-booking or carrying large inventories. As Gilbert explains, instead they prefer to stay agile—offering a broader variety of products while protecting their cash flow.

In this evolving landscape, a new generation of fireplace retailers and chimney technicians is emerg-

ing—eager to differentiate themselves by offering products that stand out. “Stûv is uniquely positioned to meet that demand with beautiful, timeless, durable, and high-performing solutions.”

The company also is constantly attentive to the needs of its partners while ensuring that they never compromise the Stûv brand. “I believe our greatest strength lies in understanding North American culture and creating the necessary tools for the network of specialists here,” Gilbert says.

In addition to improving the technology behind their fireplace unit designs to meet the major changes in regulations, Stûv America is also embracing innovativeness. “When it comes to individual models, the s30C—now a brand icon—has always been our top seller, due to its three-door system offering three different modes of use,” Gilbert says. “However, in terms of product families, the s16 line is the most popular. Available as freestanding stoves, inserts, and zero-clearance fireplaces, the s16 family also offers a wide range of accessories.”

MEETING CONSUMER DEMAND

In this world where everyone has a smartphone, consumers are educating themselves on product designs and longevity to understand what they’re buying. As this level of research intensifies, one thing stands out: Consumers are gravitating toward minimalist hearth designs and seeking fireplaces that blend seamlessly into their décor.

“A unit can last up to 25 years, while design trends change quickly,” Gilbert says. “Models with a minimalist design are the ones that age best and remain relevant as styles shift over time. Consumers choose this type of fireplace because they also want to maximize their investment.”

This is especially true in light of the pending tariffs that undoubtedly will affect the costs of most products. To offset consumer concerns, Stûv America has taken the unique path of being as transparent as possible. “Each party in the commercial chain—manufacturer, distributor, and retailer—is asked to pass on the exact tariff amount applied at the border, without adding any profit margin,” Gilbert says. “On the end user’s invoice, this amount appears separately from the retail price and is clearly labeled as a tariff surcharge.”

Stûv America officials believe it is fair to ask all stakeholders in the chain to not profit from these tariffs. “This helps reduce the impact on inflation and limits the burden on the end user,” Gilbert says. “Additionally, this approach makes it much easier to

The streamlined simplistic European designs of Stûv America’s product reflect the innovative elements that today’s hearth consumers are seeking.

The two biggest names in furniture fabrics have partnered to combine the durability of PVC with the softness of Sunbrella® acrylic, creating a premium sling fabric.

Sunbrella Sling Coming

SIMPLYREVOLUTIONARY

Revolution Performance Fabrics has achieved a prominent place in the outdoor fabrics industry by doing things differently.

BY LARRY THOMAS

STI FABRICS WASN’T THINKING ABOUT A REVOLUTION IN 2014 WHEN IT LAUNCHED A PERFORMANCE FABRIC LINE THAT WAS PRODUCED DOMESTICALLY AND DIDN’T INCLUDE A CHEMICAL FINISH TO HELP WITH STAIN RESISTANCE.

But since domestic fabric production was—and still is—a rare species, and the absence of chemicals in performance fabrics was unheard of at the time, it’s not a stretch to argue the company did start a fabric revolution. And it was simply called Revolution, with a capital “R.” Today, Revolution is one of the leading indoor and outdoor performance fabric brands, but like any revolution, getting to that point hasn’t been simple.

“It has not been the easiest path forward,” says Anderson Gibbons, STI’s chief revenue officer and best-known Revolution promoter. “But we’ve been successful because we continue to lean into our domestic production and emphasize that our fabrics are chemical free.”

Revolution eased its way into the outdoor fabric arena in 2016, when it developed a private-label line for Room & Board, a Minneapolis-based retailer well known for its sustainability efforts and environmentally friendly products.

The partnership was an instant hit, and a year later, STI made Revolution available to the rest of the outdoor furniture world.

It took a while for the domestic production/PFAS chemical-free story to catch fire, and before the pandemic slammed into the home furnishings business in 2020, Gibbons says outdoor fabric accounted for only 3% of Revolution’s sales. But as the global supply chain virtually collapsed during the pandemic, Revolution’s domestic production and short lead times quickly attracted attention. Today, outdoor accounts for about 25% of Revolution’s sales, and Gibbons says there still is considerable upside potential.

“We’re up 46% year over year with our largest outdoor customer, and that’s in a down market,” he says of the current sales trend. “Outdoor has been growing faster than indoor.” The impressive numbers also include a 16% bump in business with Room & Board, which remains a key customer.

100% MADE IN THE USA

Gibbons says much of Revolution’s recent business has been driven by interior designers—who are attracted by the value proposition and quick shipping—and domestic outdoor furniture producers.

He says domestic manufacturers such as O.W. Lee, Lloyd Flanders, Woodard, POLYWOOD, Berlin Gardens, and Summer Classics

have become key customers, not only because of the line’s availability, but due to the absence of tariffs on their domestically made product lines.

“The tariff restrictions have the outdoor industry up against a wall,” Gibbons says.

“It’s not just the amount of the tariffs— although that’s a big factor—it’s all of the uncertainty. Traffic counts are down, and retailers are looking for certainty. We’re trying to be that certainty.”

Gibbons and the Revolution sales team like continued on page 77

TOP: Bold stripes are among the many solution-dyed, bleach-cleanable outdoor fabrics rapidly gaining traction.

MIDDLE: The popular Savannah collection features a half-dozen patterns that deliver an air of sophistication to any outdoor living space.

BOTTOM: Subtle animal prints add flair to accent pillows.

THE SIERRA BAJA COLLECTION

ADefining MOMENT

I’VE SPENT MY LIFE IN THIS INDUSTRY. I grew up in a family business that’s been around for over four decades, and I’ve had the chance to work alongside some of the best people you’ll find anywhere. From fireplaces and barbecues to outdoor living products of every kind, this business has shaped how I think, how I lead, and how I live. So, when I was asked to serve as chair of the HPBA Board of Directors, I didn’t take it lightly.

I’m proud of where our industry is. I don’t believe we’re in trouble, but I do believe we’re at a point where the decisions we make over the next few years will shape the next generation of success. That’s why I stepped into this role—and why I believe now is the time for leaders in our industry to get more involved.

HPBA is in a strong position. We have a smart and innovative president and CEO in Jill McClure and a leadership team that’s locked in and ready to move the association forward. We’ve got a highly engaged board with a wide range of perspectives and experience, and we’ve got affiliates throughout the U.S. that are playing a critical role in government affairs, education, and member support. We also have a strong and important working relationship with our sister organization, Hearth, Patio & Barbecue Association of Canada (HPBAC), which continues to play a key role in advocacy and leadership across North America.

Thanks to the groundwork laid by past boards of both entities, we’re aligned—and that gives us the chance to do meaningful collaboration.

Our industry faces real challenges. Trade policy is changing. Regulatory pressure is increasing. Consumer preferences are evolving. And like many industries, we’re seeing generational shifts in ownership and leadership that are reshaping how businesses operate. But none of this is beyond our ability to handle—especially if we stay focused and connected.

As board chair, my goal is to offer perspective, ask the right questions, and make sure we’re thinking long-term. I’ve seen this industry change in a lot of ways and from many angles— retail, manufacturing, and distribution—and I’m hoping to use that experience to support HPBA’s efforts in a way that makes a lasting difference.

Over my career, I’ve had the opportunity to learn from many of our industry’s most respected leaders—the people who built this industry into what it is today. I plan to keep leaning on their insights and experience as we move forward. At the same time, I’m energized by what’s next. There’s something exciting happening: Motivated, young leaders are stepping up with fresh ideas and a real desire to contribute. That fires me up. We are all stronger together—through HPBA,

“There’s something special about this industry. It’s bigger than any one business— it’s a community with a shared sense of purpose. ”

our regional affiliates, our partners at HPBAC, and the members who help shape where this industry is going. We’re grateful for everyone’s continued support and count on these relationships—not just at the trade show but also the conversations and collaboration that move us forward. None of what we do would matter without that engagement and commitment to common goals that serve our members.

There’s something special about this industry. It’s bigger than any one business—it’s a community with a shared sense of purpose. Whether you’ve been in it for decades or are just getting started, this is a place where you can grow, contribute, and be part of something meaningful. The products we create bring people together. They turn houses into homes and backyards into gathering spaces. That’s powerful—and we’re fortunate to be part of it.

I’m excited about what’s ahead. Not because it’ll be easy, but because this is a defining moment— and we’re in the best position we’ve ever been. HPBA has strong leadership, real momentum, and a clear path forward. But we need you with us. This is the time to step up—show up at the trade show, stay active in your regional affiliate, and make sure your company is an HPBA member. When more of us participate, our voice gets louder, our message gets clearer, and our impact gets bigger. Let’s make sure this moment moves us forward—and let’s support the organization that is fighting for all of us.

Kris Richardson is chair of the Hearth, Patio & Barbecue Association Board of Directors and president of RPG Brands. Richardson grew up in the hearth industry through his family’s business, Arizona Fireplaces. In 2009, Richardson co-founded Modern Flames Electric Fireplaces, introducing innovative electric fireplaces that set a new standard by making them more comparable to gas fireplaces. He established RPG Brands in 2019, which now includes Modern Flames Electric Fireplaces, Grand Canyon Gas Logs, Wildfire Outdoor Living, and Summit Open Luxury Fireplaces.

Kris Richardson

Elevate Fireplace Design Hide the Mess, Show the Glow!

alternative to transparent glass.

NightFlame also meets the same high standards for durability and safety, withstanding the intense temperatures of wood-burning fireplaces with ease.

IN TODAY’S HOMES, FIREPLACES HAVE EVOLVED FROM PURELY FUNCTIONAL FEATURES INTO CENTRAL DESIGN ELEMENTS.

Homeowners now expect both high performance and year-round visual appeal. SCHOTT ROBAX NightFlame delivers on both fronts, offering a sleek, modern glass solution for wood-burning fireplaces and stoves.

WHAT SETS NIGHTFLAME ™ APART?

ROBAX NightFlame is a semi-transparent black glass-ceramic fire-viewing panel. While a fire is burning, it provides a clear and vivid view of the flames, similar to traditional transparent glass. When the fire goes out, it subtly conceals the interior (ash, soot, and all) giving the fireplace a clean, polished look even when not in use. This unique “dead-front” effect makes

DESIGNED

FOR MODERN LIVING

NightFlame’s dark, stylish appearance complements a wide range of interior design styles, from rustic to ultra-modern. Its ability to maintain visual appeal throughout the year, regardless of whether a fire is burning, adds value to new builds and remodeling projects.

RECOGNIZED FOR EXCELLENCE

In 2023, ROBAX NightFlame earned the Red Dot Award for Product Design, a respected honor in the design world. This award highlights SCHOTT’s success in blending form and function to produce a fireplace solution that looks as good as it performs.

RELIABLE AND TRUSTED

NightFlame panels have the same heat resistance and technical specs as SCHOTT’s transparent ROBAX glass, making them a trusted visual

*may vary based on pre-existing glass thickness.

A SMART OPPORTUNITY FOR MANUFACTURERS AND DISTRIBUTORS

For patio and hearth manufacturers and distributors, NightFlame opens the door to new sales conversations. More homeowners are prioritizing clean lines and consistent aesthetics, and NightFlame directly responds to that demand. It offers a clear upgrade path without complicating installation or maintenance. Adding fireplace models with NightFlame to your showroom provides something fresh, attractive, and easy to recommend to retailers and end customers.

BACKED BY SCHOTT’S TRUSTED EXPERTISE

SCHOTT has led the way in glass and glass-ceramic innovation for over 140 years. The ROBAX brand has long been trusted by fireplace manufacturers around the world. With NightFlame, SCHOTT continues to push the boundaries, offering a product that’s useful and beautiful.

For distributors, carrying ROBAX NightFlame means partnering with a brand known for quality, performance, and innovation.

ROBAX NightFlame is more than just fireplace glass. It’s a design upgrade that today’s homeowners are looking for. With NightFlame, you can stand out from competitors and give your customers something that combines high performance with high style.

Whether you’re a manufacturer building a standout product, looking for a new product to add to your showroom, or supplying a retailer with the latest trend, NightFlame helps create a fireplace that stands out all year round.

NightFlame an excellent choice for homeowners who want their fireplace to look great whether it’s on or off.

California DREAMING

CALIFORNIA’S FOUR-SEASON LIVING IS MORE THAN A STATE OF MIND.

More than the sun, the sand, and the picturesque mountains, California’s mild weather allows its residents to enjoy quality time outside with family and friends all year round.

Recently, our design firm, Wendy Glaister Interiors, was invited to help a local family transform their backyard into an outdoor oasis. Our project features multiple living areas, lounging destinations, and several sports courts connected by lighted paths. Not a detail was overlooked for hosting family and friends, including the state-of-the-art kitchen, pergola living area, pool, spa, putting green, pickleball court, bocce ball court, and a firepit with comfy lounge chairs.

The addition of a larger concrete pad to each side of an existing pergola allowed us to accommodate a larger outdoor kitchen design. The showstoppers of the space are the spectacular 12-foot waterfall-edge kitchen islands. They feature luxury outdoor appliances, including an Alfa dual fuel pizza oven, gas grill and griddle, chilled condiment storage, warming drawer, two refrigerators, an ice

machine, and a generously sized sink. Sealed storage space and waste disposal were also incorporated into the Nature Kast outdoor cabinetry. The luxury kitchen was designed to sit adjacent to the outdoor living area in order to facilitate visiting with and serving family and friends in close proximity.

In our initial walk-through, we found that the back wall of the pergola was busy and impractical with its tiny arch and multiple textures—wood, rock and brick—so we simplified the finishes and framed out space for a new linear electric fireplace, making room for a generously sized TV. Nestled under the large pergola, the spacious living area features upholstered Lee Industries outdoor sofa and swivel chairs and biophilic-inspired coffee tables. We used Terrace by Samsung outdoor TVs, which are built for outdoor environments.

Through our collaboration with Lighting Designer Carrie Arnold, Phillips Lighting & Home, we were able to install the perfect outdoor lighting for day and evening illumination. The lighting design included LED tape lighting Alloy LED 120v “PowerLine 400” (in Aluminum channel w/lens) for the double

new surround sound Sonos system that may be controlled via a smartphone. This new system works in tandem with the kitchen under-cabinet lighting and the three 85” TVs that may easily be viewed from any area of the pool, patio or garden, so as not to miss a single pass, home run or touchdown.

For the living area, we installed under our pergola a large “Triaire” Ceiling Fan by Fanimation to help with combatting the excessive California summer heat and insect control. On the pergola walls, we installed FP “Shadow Box” sconces by Hubbardton Forge, “DweLED Block & Slant” sconces by WAC Lighting and added “Traverse” Path lights by Kuzco Lighting throughout the outdoor space.

GET IN THE ZONE

Designing your own outdoor oasis can be really fun. Think about things you like to do with friends and neighbors. Cornhole? Croquet? Barbecue? Smoker? Watching sports? Serving up snazzy cocktails? Try sprinkling cozy landing spaces throughout your design and complete your own outdoor oasis with fire features to ensure everyone may enjoy warmth and conversation well into the chilly evenings.

If you think about your garden space the way you do your home—a zone for each thing—and then incorporate those things through your outdoor area, I think you’ll find that hosting more and enjoying the great weather we are blessed to have is all sorts of wonderful.

We were so pleased to receive a personal note from the homeowners sharing that they now spend much more time outside than inside, proudly sharing their home with friends, family, and business colleagues to everyone’s enjoyment. They are certainly making the most of their gorgeous new California oasis. Hope this gets your ideas going for a swanky spring and summer!

As an award-winning interior and kitchen and bath designer, Wendy Glaister, founder of her luxury design firm, Wendy Glaister Interiors, also regularly works as a contributing editor at multiple design magazines where she highlights trends, designer insights, and best practices for business particularly in the areas of collaboration, branding, and luxury design. She also shares product reviews and brand profiles that are friendly and responsive to designers. She has also been featured on Martha Stewart, Fortune.com, and Forbes.com. For more information, visit wendyglaisterinteriors.com.

kitchen islands. The AV system was upgraded to a

Wendy Glaister

Outdoor hearth products enhance any outdoor living space.

Outdoor lighting is increasing in popularity with residential customers.

Pacific

ENGINEERING WARMTH

Valor is a household name in the fireplace industry because of its early adoption of radiant heat technology.

BY CAROL DAUS

FIREPLACES HAVE EVOLVED FROM SIMPLE HEARTHS TO SOPHISTICATED, YET COZY, INNOVATIONS IN MODERN

LIVING SPACES. Over the years, one of the most groundbreaking advancements in the hearth industry has been the development of radiant heat technology. Canadian-based Miles Industries has played a pivotal role in the development of radiant heat and today remains a key market player in this niche with its respected Valor Fireplaces product line.

“Since our beginning, we have maintained that radiant heat is the best kind of heat, and we make sure to engineer radiant heat into our gas fireplaces,” says Berit Hansen, marketing specialist at Valor Fireplaces.

Founded in British Columbia in 1977 by Garry and Barbara Miles, Miles Industries first focused on woodstoves in the home heating industry. In 1984, the family-run business made its mark by obtaining exclusive Canadian distributorship of UK-built Valor gas hearth products. In 2001, it began manufacturing Valor-branded products at its North Vancouver factory. Volume grew dramatically

and today the company is one of North America’s largest and most innovative hearth manufacturers. After 48 years of business, it currently has about 90 employees. Paul Miles, son of Garry and Barbara, serves as president and director of sales.

Valor Fireplaces’ early focus on radiant heat was a major reason the company grew rapidly. Radiant heating technology is widely

regarded as the most comfortable, healthiest, and natural form of heating available. “We never lost sight of what makes us special,” Hansen says. “The radiant heat of our gas fireplaces is immeasurable in its energy efficiency. Our logs, liners, window, and the shape of our firebox contribute greatly to radiant warmth, which brings overall comfort and satisfaction to our customers.”

TOP: Valor PE2 Electric Fireplace shown with birch logs and Richmond Cast front

BOTTOM: Valor G3V-Class Gas Insert shown with traditional logs and red brick liner

Rather than directly heating the air, Valor radiant gas fireplaces emit heat through its glass and spread warmth as it is absorbed by people and furniture within a room. This is more effective than hot air systems, which simply force warm air into rooms without heating objects. Valor products have also been designed with the user in mind. Since they do not require electrical hookups, they stay burning even when the power goes out, keeping customers warm and safe.

COUNTLESS INNOVATIONS

Miles Industries’ journey has been marked by consistent breakthroughs over the decades. As the demand for more eco-friendly and cost-effective heating solutions grew, the company adapted by incorporating high-efficiency materials, venting systems, and customizable designs. It developed gas insert and zero clearance products that cater to traditional woodburning preferences and modern gas-powered needs, ensuring a wide range of options for consumers.

A major innovation was the HeatShift System that directs convective heat safely up and back out into a room, reducing the temperature above the homeowner’s fireplace where artwork or a television might be placed. Valor’s HeatShift System changed the way linear fireplaces are designed and constructed today. It also pioneered the energy-saving pilot that automatically shuts off when not in use for a period. “We are constantly innovating, improving our fireplaces to produce the right amount of heat with the appropriate

aesthetic at a reasonable price,” Hansen says.

Saving energy is a key principle that drives the design and engineering of Valor fireplaces. Valor’s radiant technology is probably the best example since it uses up to 25% less energy compared to traditional forced air systems. Since Valor gas fireplaces are known for their reliability, customers enjoy them for decades, reducing waste.

Valor’s introduction of electric fireplaces is still in its infancy, but their eco-friendly offerings are already attracting a huge fan base. “Our engineers improved our electric logs, so they mirror our gas logs, and we offer flame options to provide as much selection as possible,” Hansen says.

Hansen notes that many electric fireplace customers are not homeowners but are renters since electric fireplaces don’t require as much installation as gas. “Some of these customers are younger and are concerned about the environment,” she says. “Others live in warmer climates, like Florida, and desire a fireplace but not the heat of gas.”

Many newer homes also require electric where gas is not available. Since Valor’s GE3 electric insert fireplace, which was launched in 2023, was successful, the company launched the GE4, which is similar in size to Valor’s gas G4 insert.

continued

Valor LT1 Gas Fireplace with driftwood, reflective glass liner, and the Clean Install Kit front

EASY CLEANING AND LONG-LASTING

Whether awnings, umbrellas, outdoor furniture or boat covers - high-quality textiles deserve special care.

TEXGARD® CLEANER cleans thoroughly and gently, the perfect first step before applying our protective treatment.

TEXGARD® PROTECTOR restores long-lasting protection against the elements.

TEXGARD® - BECAUSE QUALITY NEEDS CARE.

details regarding cleaning and care are available at outdura.com

WHAT’SNEW

Brown Jordan Outdoor Kitchens CUBE

CUBE is Brown Jordan Outdoor Kitchens’ first collaboration with renowned global designer Luca Nichetto of Nichetto Studio. The bold new line introduces an architecturally inspired design that embraces its modularity as a “design language” by calling attention to its modules through distinct shapes and the option to incorporate contrasting colors. The result is a stunning new line with flexibility to provide solutions for small, urban settings or to be built out for more comprehensive outdoor entertainment spaces. Contact: (203) 269-2300 or www.danver.com

ICC Chimney – EXCELDirect Power Vent

EXCELDirect Power Vent is the essential solution to pressurized direct vent systems. It’s ideal for direct vent appliances with a power termination or an in-line fan. The vent is listed to a higher temperature rating than other brands and has the tightest seals on the market. No taping of joints or sealants are required, and it arrives clean without lubricant on the gaskets—just fast, easy, and clean assembly. Contact: www.icc-rsf.com

Bergen Collection

Rooted in the serene strength of Norway’s coastal landscapes, this collection blends natural elegance with modern durability. Inspired by its namesake city—where fjords meet refined architecture—Bergen reflects a quiet sophistication shaped by nature and design. Hand-brushed aluminum in an Opal Grey finish pairs with Pewter resin for a soft, grounded aesthetic. Slanted backs, inward-dropping seat panels, and reticulated foam padding offer lasting comfort without the need for cushions. With a mirrored frame design, special-shaped sled legs, and contract-grade durability, Bergen brings a sense of calm refinement. Contact: www.ratana.com

Real Wood Artisan Logs

Valor’s real wood logs for the LEX fireplace are individually selected from American forests, and each log is hand-hewn, charred, and shaped by artisans to replicate the natural beauty of a traditional wood-burning fire. No two logs are alike—but arrive as a single, preassembled unit that installs efficiently. An optional upgrade, these real wood logs give homeowners a luxurious alternative to the standard Valordesigned electric logs. Contact: www.valorfireplaces.com

Introducing New Stock Styles

With a refined mix of soft solids, timeless stripes, and classic jacquards, the Sunbrella stock upholstery col lection delivers elevated designs with premium performance. Debuted at Casual Market in July, the collection expands with over 25 new patterns including: Nuance, a new textural body cloth; Assemble, a midscale geometric jacquard accented with cozy bouclé yarns; and Saltillo, a serape inspired multicolored stripe that thoughtfully fuses contrasting colors. Contact: www.sunbrella.com

Juno Sling Chaise

The Juno Sling Chaise offers sleek, modern design with unmatched comfort. Crafted with a durable powder-coated aluminum frame and quick-drying sling fabric, it’s perfect for poolside relaxation. Warm Recycled MGP arm accents add a refined touch, blending contemporary lines with natural charm. Built for style and performance, the Juno Chaise is an ideal choice for luxury outdoor settings in residential and hospitality environments. Stackable for convenience and easy storage. Contact: (941) 213-5869 or www.windwarddesigngroup.com

PRODUCTS

New Cruz Collection by Gensun

Designed

by Brian Mehler, Gensun’s Cruz Collection blends the clean lines and understated elegance of midcentury modern design with the flowing curves of art nouveau to create a masterpiece of balanced aesthetics. At its core lies a fully woven, padded bucket that supports you in style and comfort. The builtin woven cushions eliminate the hassle of removing and storing them, ensuring the product is always ready for an impromptu gathering or a quiet moment in nature. Contact: (866) 964-4468 or www.gensuncasual.com.

British Fires – Black Edition

Black Edition combines subtle rear dark glass and Deluxe Real Logs to maximize the experience of British Fires’ electric fire products. Perfect for media wall setups or as an impressive focal point in any room. Either way, it makes a prolific statement. Contact: www.britishfires.com.

Phifertex Matte Wicker Weaves

Redefine outdoor elegance with Phifertex Matte Wicker Weaves, an industry-first matte finish that brings refined sophistication to sling furniture. Crafted with yarns coated in low-sheen matte vinyl, this collection captures the natural beauty of wood, rattan, and wicker in a chic, contemporary look with six color options. Resistant to stains, fading, and weather, Phifertex Matte Wicker Weaves deliver lasting style without the upkeep of traditional wicker. Contact: (800) 221-5497 or www.phifer.com.

New! Ruby Platinum 30” Gas Insert

Experience the authentic warmth and beauty of fire with the new Ruby Platinum insert from Majestic. Inside its roomy firebox, hand-painted logs glow surrounded by lively flames. Featuring an ember bed that lasts longer than halogen, this insert also offers ultimate convenience through voice command, app, or remote (included). Contact: www.majesticproducts.com.

Timber Tough Outdoor Kitchens

Bull Outdoor Products introduces “Timber Tough,” a new base material for its outdoor kitchen islands, designed to deliver the natural look of wood with the durability of PVC. This innovative material mimics wood-grain aesthetics while offering the resilience of PVC, commonly used in exterior siding for its weather-resistant properties. Available in gray and brown, Timber Tough is featured on three outdoor kitchen models: the Power Q, ODK, and Premier Q. These models combine the visual appeal of wood with the low-maintenance and longevity benefits of PVC, making them suitable for outdoor environments. Contact: www.bullbbq.com.

Oasis Collection

Inspired by the beauty of a perfect retreat, the Oasis collection harmonizes modern design with the calming aesthetic of nature. The hand-brushed NIS Nimbus Star finish on the aluminum frame exudes a natural, sophisticated tone, while thick rectangular arms and a sliding back provide exceptional comfort. Built to withstand the demands of residential and commercial spaces, the collection offers elegant durability. Its clean, serene lines create a nature-inspired sanctuary that transforms any outdoor space into a peaceful escape.

Contact: www.ratana.com.

PRODUCTS

Belle Isle Café Cushion

The beloved Belle Isle Cushion gets a fresh twist—introducing Café Cushion Dining! Available in both arm and armless chairs, this new size carries forward the timeless Belle Isle design while creating the perfect seating solution for gathering more friends around your dining table. Contact: (518) 642-1100 or www.telescopecasual.com.

Outdoor Living Accessories

Danver is taking its outdoor living offerings to the next level by expanding its line of kitchen accessories and outdoor living products. This new collection includes a versatile range of solutions, from wide-sized drawer dividers and spice rack inserts to perforated baskets, nesting trays, dog bowls, planter boxes, and benches. Each piece is meticulously designed to integrate seamlessly into Danver’s product portfolio, offering homeowners the opportunity to create a truly cohesive aesthetic across their outdoor kitchen. Contact: (203) 2692300 or www.danver.com.

G800P

Introducing the Regency Grandview

G800P Premium Gas

Fireplace—engineered to set a new benchmark in fireplace technology.

The G800P is built around the innovative, patent-pending Infusion Burner, delivering 36,000 BTU with a 50% turndown ratio for precise heat control and improved efficiency. A redesigned log set, LED ember bed lighting, and Invisimesh screen provide advanced flame realism and unobstructed viewing, while flexible installation options include indoor/outdoor use, app-based controls, and cool wall compatibility. Contact: (604) 946-5155 or www.regency-fire.com.

Coast by Ultraleather

Coast combines refined style and inviting comfort to outdoor living spaces. Featuring a sleek, sophisticated aesthetic and a soft luxurious feel that stays cool to the touch, Coast is designed for daily living and relaxation. Durably engineered, this easy-care collection features water and mildew repellency, enhanced colorfastness, UV resistance, and long-lasting resilience. Whether you’re updating a poolside retreat or a sunroom, Coast coordinates effortlessly in any indoor or outdoor environment. Contact: www.ultrafabricsinc.com.

Real Fyre Nero Marquina Fyre Spheres

The new Nero Marquina Fyre Spheres from Real Fyre bring dramatic elegance to the Vent-Free G23 Burner System. Crafted with a rich, deep black surface accented by striking white veining, each sphere evokes the natural beauty and timeless al lure of marble from the famed quarries of Spain. Perfect for those with discerning tastes, this set adds a touch of modern sophistication to any space. Contact: (800) 332-3973 or www.realfyre.com.

Outdoor Fabrics for Every Season

Sunbrella fabrics bring effortless, enduring style to every season. As the most trusted outdoor performance fabric (2023 third-party study among U.S. households with incomes $100K+), Sunbrella is known for creating sophisticated outdoor escapes with lasting color, comfort, and cleanability. Engineered to withstand the elements, Sunbrella fabrics resist fading, mold, and mildew. With timeless style and proven durability, Sunbrella makes outdoor living easy and inviting year-round. Contact: www.sunbrella.com.

Mont Alpi MAPCL Prep Cart

The Mont Alpi MAPCL Prep Cart delivers unmatched versatility and premium quality, designed to enhance any outdoor area. With durable stainless-steel construction, ample workspace, and smart storage, it adapts to every grilling need and is built with Mont Alpi’s signature craftsmanship, a dream for alfresco entertainers. Contact: (949) 207-9595 or www.montalpionline.com.

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St. Bart Bistro Collection

The St. Bart Bistro collection captures the charm of café dining with a modern coastal twist. Crafted in aluminum with a gunmetal finish, the chairs feature warm teak slats on the seat and backrest—balancing durability with natural elegance. Perfect for sunset toasts, or leisurely afternoons, the St. Bart bistro set transforms any patio, balcony, or garden corner into your own private retreat. Contact: www.lesjardinsliving.com or contact@lesjardins.us.

British Fires –Deluxe Real Logs

British Fires’ Deluxe Real Log fuel bed is based around English oak logs. Responsibly sourced in the U.K., the logs are scorched for veracity and arranged upon a bed of bark to exemplify an authentic fireplace. Contact: www.britishfires.com.

Fireplace Xtrordinair & Lopi 658 Gas Insert

Now with innovative Live-Fire Technology for the most realistic flame yet, the Fireplace Xtrordinair & Lopi 658 Gas Insert mimics the beauty and warmth of a real wood-burning fire. Enjoy a larger viewing area than the 616 Deluxe Gas Insert, with a compact 33 1/4” firebox that fits into smaller fireplaces. Big performance, smart design. Place your orders now. Contact: (800) 654-1177 or www.travisindustries.com.

TEXGARD Cleaner & Protector from Outdura

Whether awnings, umbrellas, outdoor furniture, or boat covers, high-quality textiles deserve special care. For better cleaning and care, Outdura now offers a range of products tailored to textile finishes: TEXGARD Cleaner cleans gently and thoroughly by creating a basis for the renewal of the textile finish. TEXGARD Protector restores long-lasting protection against the elements. TEXGARD by Outdura—because quality needs care. Contact: (866) 688-3872 or usa.sattler.com.

Matera

The design of Matera draws its inspiration from the legacy and luxurious lifestyle synonymous with coastal living along Florida’s beaches. Matera offers a beautiful open-weave design and plush luxurious cushions for utmost comfort. Frames are constructed of aluminum tubing and extra durable all-weather wickers. All tabletops are constructed of HPL (high-pressure laminate) with the look of natural stone. Contact: (909) 946-5155 or www.patiorenaissance.com.

Real Fyre has introduced two new gas log styles for the G19 indoor and ODG15 outdoor vent-free burner systems. The Lakeshore (pictured) and Driftwood sets bring the natural look of weathered wood to indoor and outdoor spaces. Each set is hand-painted for stunning realism and delivers a beautifully layered look with vibrant flames and glowing embers. Available options range from 18” to 30” sizes. Contact: (800) 332-3973 or www.realfyre.com.

Berlin Gardens Padded Sling

Sink into comfort with Berlin Gardens’ Padded Sling Chairs. Designed with a supportive cushion feel and quick-drying fabric, they’re perfect for carefree relaxation by the pool, patio, or deck. Whether you’re dining, lounging, or soaking up the sun, this collection makes outdoor living feel effortless. Available in all of Berlin Gardens’ sling seating, the padded sling offers just the right balance of softness and support. To learn more about padded sling options, visit Berlin Gardens’ booth in Atlanta! (Building 1, Floor 5, Showroom D-1). Contact: (800) 593-3411 or www.berlingardens.com.

New! SupremeX 30” Gas Insert

The newest insert from Heat & Glo offers authentic style at an exceptional value. Flames wrap around hand-painted logs inside a spacious firebox, delivering the true look of a wood-burning fire. An exclusive LED ember bed outlasts halogen alternatives, while voice, app, or remote control makes operation effortless. Contact: www.heatnglo.com.

Napa Counter & Pub Swivel Chairs

Elevate outdoor entertaining with C.R. Plastics’ Napa Counter & Pub Swivel Stools. Combining a timeless silhouette with smooth 360° swivel action, these stools are as functional as they are stylish. Crafted from recycled plastic and built to endure the elements, they pair seamlessly with a versatile selection of counter and pub dining tables for a setting that’s comfortable, durable, and designed to impress. Contact: www.crpproducts.com.

Summit Traditional with Bedrock Traditional logs

Stacked gray panel

PRODUCTS

Phifertex Cushion Collection

Elevate your outdoor sanctuary with the Phifertex Cushion Collection, now featuring three new captivating hues: Marigold, Palm, and Riviera. Designed to blend indulgent comfort with enduring strength, these fabrics combine a soft, inviting feel with the resilience of PVC. Built-in Microban protection preserves their beauty by resisting mold and mildew, ensuring a look that lasts. Bring effortless elegance to every season with Phifertex Cushion fabrics. Contact: (800) 221-5497 or www.phifer.com.

Juno

The Juno collection combines elegant design with practicality. Its sleek aluminum frame and woven reticulated foam seat offer ergonomic support without cushions. Built to resist mildew and odors, it’s durable and low maintenance. Available in oyster or espresso finishes with driftwood weave, it adds a timeless, refined look to any space while standing up to the elements. Perfect for those seeking beautiful, long-lasting, and easy-to-care-for seating. Contact: www.woodard-furniture.com.

Introducing Cobalt Low Voltage Ignition System

The Cobalt 12 Volt ignition delivers 490,000 BTU for a very competitive price of $1,799 MSRP. It is the perfect combination of convenience and peace of mind for fire feature installations near pools, spas, and other water features. When coupled with the WATERSTOP Fitting unique to CROSSFIRE burners, the Cobalt delivers unmatched water protection for valve boxes and gas lines. Made in the USA. Contact: (303) 346-2224 or www.warming-trends.com.

Updated Horizon Gas Fireplace

The Valor Horizon gas fireplace is now equipped with VClass burner technology, delivering a more dynamic flame presentation—paired with your choice of Birch, Driftwood, or Traditional Log sets. Compact yet powerful, it’s an excellent choice for fireplace inserts or new construction projects. Offering style, efficiency, and comfort, the Horizon is an affordable option. Contact: www.valorfireplaces.com.

Elegant Electric Traditional Fireplaces

The Elegant Electric Traditional Fireplaces bring a real flame experience to any space with easy installation. Forty high-resolution fires paired with adjustable real fire audio provide flexibility to match any space or mood. Ultra realistic logs, a fully adjustable glowing ember bed, and reflective porcelain enamel panels pair with optional heat to provide unparalleled realism. Now available in two sizes, a slim 38” optimized for flush mount installations and a 24” that fits seamlessly into existing fireplaces with 20” x 30” or larger openings. Contact: www.pacificenergy.net.

RB73 Stainless Steel Quaruba Outdoor Fireplace Collection

Discover the epitome of modern outdoor luxury with the RB73 Stainless Steel Quaruba Outdoor Fireplace Collection, handcrafted with precision in the Netherlands. Perfectly tailored for businesses looking to provide a premium outdoor heating solution, these stainlesssteel fireplaces deliver unmatched durability and a sleek, contemporary aesthetic. The RB73 Stainless Steel Quaruba Collection transforms your clients’ patios or terraces into exclusive, inviting havens. Contact: (630) 241-0506 or email sales@fandcdistributors.com.

Selva Collection

Designed for softness and comfort, the Selva collection’s gentle curves embrace you—inviting long, lingering moments of relaxation. Each piece is crafted with an innovative technique that combines teak in a protective Duratek finish with a luxuriously smooth ATEJA sling that is warm to the touch and remarkably resilient against the elements. More than furniture, Selva transforms outdoor living into an experience of elegance, comfort, and enduring beauty. Contact: www.lesjardinsliving.com or contact@lesjardins.us.

Ventless Black Diamond Log Collection

Lost River products create the most realistic fire to a standard you don’t see anymore. There are four series of vented and ventless gas logs, as well as a full line for outdoors. The series includes Gold, Platinum, Inferno, and Black Diamond. Dealer direct. Lost River also has exclusive dealer territories available. Contact: lostriverproducts@gmail.com, (812)865-8500, or www.lostriverproducts.org.

30-Inch Stainless Steel Outdoor Kitchen Sink

Upgrade your outdoor kitchen with this premium 30-inch 304 stainless steel sink, built for durability, style, and performance in all-weather environments. Designed for overmount or undermount installation, this sink features a sleek brushed finish and includes a foldable stainless steel drying rack, drain pan, rinse grid, and cutting board—everything you need for efficient food prep and cleanup. Ideal for outdoor kitchen islands, BBQ prep stations, or patio cooking spaces, this rust-resistant sink delivers professional functionality and lasting beauty. Contact: www.bullbbq.com.

NEW DirectVent® Pro 8x11

A premium coaxial venting solution for today's

• • • Building on Legacy. Engineered for Excellence.

Reverie Round Gas Fire Pit Table Collection

The Reverie Collection combines design flexibility with lasting performance. A durable aluminum base supports your choice of Supercast or Enduracast concrete tops, available in multiple sizes and finishes. With three top sizes, five top colors, and four base color options, the Reverie Collection offers endless mix-and-match possibilities to complement any outdoor living space. Contact: (866) 303-4028 or www.outdoorrooms.com.

NEW! POLYWOOD Outdoor Bar Carts

Engineered for all weather, built with sturdy shelving, and finished with smooth-rolling wheels and a powdercoated aluminum towel bar, these new bar carts are ready to serve all things outdoor living. Available in three styles and seven fade-resistant lumber colors. Shown: Country Living by POLYWOOD Wovendale Bar Cart in White. Sustainably made in the USA with a 20-year lumber warranty. Contact: (855) 935-5550 or www.polywood.com.

Type B Gas Vent

Simplify installations with Duravent Group’s new locking tab connection design. Available for 10” and 12” diameter Duravent, Selkirk, and Amerivent models—the locking tab design eliminates the need for screws or bands, making installation faster and easier. New components include a fixed 90° elbow ideal for navigating around rafters, joists, and tight spaces with the same easy-to-install locking tab system. And an adjustable reduction tee easily transitions your vent system between horizontal and vertical. Accepts 8” diameter pipe with 3” of adjustability. Contact: www.duraventgroup.com/type-b-connections.

ROBAX NightFlame

SCHOTT ROBAX NightFlame is a cutting-edge glass-ceramic designed for fireplaces. Featuring enhanced heat resistance and exceptional clarity, the semi-transparent black glass-ceramic conceals ash and soot when the fire is not lit. When flames ignite, the glass appears transparent, offering a natural fire experience. NightFlame’s award-winning, dual-mode glass and robust composition ensures durability and safety, making it an ideal choice for modern, stylish, and efficient heating solutions. Contact: (914) 831-2200 or www.schott.com.

Bari

Bari offers a clean, modern touch of midcentury styling. Durable aluminum frames are meticulously finished to convey the unmistakable look of natural wicker and rattan. Bari is crafted using virgin aluminum extrusions and high-grade all-weather wickers built to hold up in the most difficult weather conditions. The dining and occasional tables in the collection integrate high-pressure laminate tops with the look of natural granite. These tops are built to withstand the elements and the rigors of day-to-day use in your backyard paradise. Contact: (909) 946-5155 or www.patiorenaissance.com.

Coming Soon: The Future of Electric Fireplaces

Modern Flames is about to unveil something revolutionary. After pioneering LCD fireplace technology in 2022 with the original Orion, Modern Flames is preparing to launch the next generation of the Orion series—the most advanced electric fireplace ever created. With enhanced visuals, premium performance, and new features, this is more than just an upgrade. It’s a complete reimagining of what electric fireplaces can be. Stay tuned for the official reveal. Contact: www.modernflames.com.

SWELL Verde from Outdura

One of the masterpieces from Outdura’s special High-Performance Line is SWELL Verde. It is a particularly beautifully structured fabric with a defined bouclé yarn in finely coordinated shades of blue and green. The special feature of this line is the consistently high abrasion re sistance of at least 60,000 double-rubs and, as always, in the high-quality 100% spun-dyed acrylic. This special range, which is also ideal for hospitality applications, is available upon request from the sales team. Contact: sales-usa@sattler.com.

Sienna Sling Recliner

The Sienna Sling Recliner combines bold, clean lines with ultimate relaxation. Featuring an MGP frame and breathable sling fabric, it offers multiple reclining positions for personalized comfort. The minimalist design and plush seating make it ideal for poolside lounging or patio retreats. Durable and low maintenance, the Sienna Recliner is built to perform in residential or commercial outdoor spaces without compromising style. Shown in a charcoal frame with crisp gray sling. Contact: (941) 213-5869 or www.windwarddesigngroup.com.

NorthCape’s New Sedona NC6600

The new Sedona NC6600 mixedmedia collection merges a contemporary aluminum frame with warm handwoven accents. This collection is part of NorthCape’s DFM program and is available in seating, chat, sectional, and dining. Contact: www.northcape.com.

Coyote SL-Series Grill

The Coyote SL-Series Grill brings professional-grade performance into a sleek, approachable design. Built with durable 304 stainless steel and powered by high-performance burners, it delivers precise heat control for everything from quick weeknight meals to weekend feasts. With thoughtful details like interior lighting, double-walled construction, and easy ignition, the SL Grill combines modern styling with reliable function, making it the perfect centerpiece for elevated everyday grilling. Con tact: (855) 520-1559 or www.coyoteoutdoor.com.

DaVinci GreenSmart 31 Electric Insert

The DaVinci GreenSmart 31 Electric Insert Insert is a zero-emission solution with stunning holographic flame technology. Choose between Lodge (natural wood-style) or Urban (modern-style) flames. Fits most wood or metal fireplaces and approved for Z/C installation. High-impact realism, no emissions, total flexibility. Place your orders now. Contact: (800) 654-1177 or www.travisindustries.com.

Platinum Series Log Collection

Lost River products create the most realistic fire to a standard you don’t see anymore. There are four series of vented and ventless gas logs, as well as a full line for outdoors. The series includes Gold, Platinum, Inferno, and Black Diamond. Dealer direct. Lost River also has exclusive dealer territories available. Contact: lostriverproducts@gmail.com, (812)865-8500, or www.lostriverproducts.org.

Coyote Key Island

The Coyote Key Island unlocks a built-in outdoor kitchen experience without the complexity of renovation or contractors. Designed for simple assembly, it arrives ready to set up in just about an hour, creating a fully equipped cooking station with integrated storage and premium Coyote appliances. Polished, versatile, and approachable, the Key Island makes it easier than ever to host, cook, and entertain with a seamless built-in look that fits any backyard lifestyle. Contact: (855) 520-1559 or www.coyoteoutdoor.com.

E800LCD

The new Grandview E800LCD brings the design flexibility and customization of Regency’s popular gas fireplaces to an exciting new electric line. As the first in Regency’s traditional electric series, it features a true-to-life LCD flame package, high-definition log sets, and top-down lighting for incredible realism. With 5,000 or 9,500 BTU options, nine flame settings, ember-bed colors, sound effects, and remote control, the E800LCD delivers unmatched style, comfort, and convenience—plug-in ready or hardwire capable for easy installation. Contact: (604) 946-5155 or www.regency-fire.com.

Square DiningHeight Table Collection

C.R. Plastic Products’ Square Dining-Height Tables bring classic style and strength to outdoor dining. Available with 36” or 40” tabletops, the versatile design pairs beautifully with Napa Dining Chairs. Crafted from recycled plastic, they offer lasting durability with minimal maintenance, resisting rot and splitting while maintaining their timeless appeal. A stylish choice for any outdoor dining space. Contact: www.crpproducts.com.

Antero MGP Cushion

A new collection for 2026, Antero MGP Cushion features an all-polymer exposed back that not only delivers durability but also adds a sleek, contemporary edge to its timeless silhouette. Designed by Telescope Casual, this collection blends plush cushioning with clean lines and low-maintenance materials, making it the perfect choice for stylish, comfortable outdoor living. Contact: (518) 642-1100 or www.telescopecasual.com.

New Willow Collection by Gensun

Designed by Chris and Jon Panichella, the Willow collection brings a breath of fresh air to outdoor living with its contemporary silhouette shaped by the organic movement of wind-swept leaves. Crafted from durable, weather-resistant aluminum, its sculptural backrest mirrors the flowing lines of the natural world while offering ergonomic lumbar support and a sense of visual lightness. Contact: (866) 964-4468 or www.gensuncasual.com.

Outdoor Fireplace

Fire –Perfected

Elevate your outdoor fireplace with Warming Trends’ gas fireplace insert kit, which delivers superior flames and unmatched fuel efficiency. Every kit includes the patented CROSSFIRE Brass Burner, a steel grate, raised black powdercoated plate, flex line kit, and push button ignition. Proudly made in the USA, this kit is built for quick setup and outstanding reliability. Enjoy the beauty of fire without the hassle of burning wood. Contact: (303) 3462224 or www.warming-trends.com.

Scala

Scala, a seven-piece lounge and dining collection by Site Li, combines art deco-inspired design with modern comfort. The back’s overlapping shapes evoke fish scales, while the tapered arms and legs add elegance. The dining pieces feature sling and padded sling options, while the lounge offers plush cushions for ultimate relaxation. Available in 19 finishes and over 150 fabrics, Scala is fully customizable to suit any space with timeless style and comfort. Contact: www.woodard-furniture.com.

Elevation X Electric Fireplace

The Elevation X Electric Fireplace redefines what electric can be, delivering unmatched realism and high heat with multilayer flames, virtual flame technology with authentic gas, or wood visuals complete with sound. Designed to be installed with the same rough framing for both gas and electric models, it lets you frame now and decide on fuel later without slowing down the build. As a premium gas alternative, it’s a smart, future-ready addition to your lineup, offering the look, feel, and warmth of fire, with the ease of electric. Contact: (866) 820-8686 or www.napoleon.com.

ROBAX Magic with Signature Impressions

SCHOTT ROBAX Magic with Signature Impressions is a unique glass-ceramic offering for fireplace lovers. Its distinct feature is its ability to showcase specialized designs even while unlit, creating a captivating focal point. When in use, the glass reflects and enhances the mesmerizing dance of flames. ROBAX Magic provides an elegant and bespoke touch to fireplaces. Its high-quality, heat-resistant properties ensure durability and beauty, and redefines the aesthetics of indoor heating appliances. Contact: (914) 831-2200 or www.schott.com.

MA-EXC-SS Mont Alpi Extra Cabinet

The MA-EXC-SS Mont Alpi extra cabinet (available in black stainless steel or regular stainless steel) seamlessly expands your outdoor kitchen with matching 304-grade stainless steel and white granite countertops, offering two adjustable shelves, heavy-duty caster wheels, and elegant form. Designed to attach to the right side of Mont Alpi modules, it underscores Mont Alpi’s signature modularity, durability, and customizable luxury. Contact: (949) 207-9595 or www.montalpionline.com.

Brisa Frontier by Ultraleather

With timeless rustic charm and modern performance, this collection elevates outdoor spaces with its soft, breathable finish and inviting comfort. Engineered for durability, Brisa Frontier features water repellency, colorfastness, and mildew defense, making it ideal for outdoor environments. Whether enhancing casual dining areas or poolside retreats, the collection seamlessly adapts to various settings while maintaining its beauty and effortless care. Contact: www.ultrafabricsinc.com.

NEW Bristol Gliders

Berlin Gardens’ new Bristol Single and Double Gliders bring the timeless elegance of the Bristol Dining Collection into a relaxing motion seat. Featuring the same refined design, clean lines, and comfortable support, these gliders offer a smooth, soothing glide perfect for any outdoor setting. Available in single or double styles, the Bristol Gliders combine classic craftsmanship with effortless comfort for elevated outdoor living. To learn more about the Bristol Gliders, visit Berlin Gardens’ booth in Atlanta! (Building 1, Floor 5, Showroom D-1). Contact: (800) 593-3411 or www.berlingardens.com.

NorthCape’s New Chesapeake Bay NC6701 Collection

The new Chesapeake Bay NC6701 collection features a sophisticated “barrel chair” design merging contemporary lines, curves, and comfort. It is part of the DFM program, and it is available in seating, chat, section, and dining options. Contact: www.northcape.com.

F&C Stoll Island & Napoleon Grill Bundles

Create the ultimate outdoor cooking space with the F&C Stoll Island and Napoleon Grill Bundles.

Designed for grilling enthusiasts, these islands feature top-tier craftsmanship and integrated Napoleon grills with built-in sizes of 32 or 38 inches. Available in two stylish finishes, this combination effortlessly blends functionality and aesthetics, making it a centerpiece for any outdoor kitchen. Contact: (630) 241-0506 or email sales@fandcdistributors.com.

New 84” and 96” Linear Summit Open Luxury Fireplaces

Summit Open Luxury Fireplaces expands its linear collection with new 84” and 96” models, joining the existing 48”, 60”, and 72” options. These are available with the Bedrock Contemporary burner. Bedrock Traditional burners will be available in late Q1 2026. The lineup now includes new panel options, Black Brick and Stacked Gray Brick, along with Matte Black and Black Fluted Fiber. For installations needing nonstandard vent runs, an optional Power Vent system provides installation flexibility. Contact: www.summitluxuryfireplaces.com.

Napoleon Ignites the Future of Smart Grilling

Napoleon launches the next generation of smart grilling with the Prestige Pro 665 Elite and Prestige Pro 500. Built for chefs and serious grillers, these premium stainless-steel models deliver power, precision, and smart technology. From infrared SIZZLE ZONE searing at 1,800°F to wired or wireless probe cooking, and intelligent lighting, every feature is engineered for flawless results. With expansive cooking space, chef-grade storage, and thoughtful design, they set a new standard in performance and control. Contact: (866) 820-8686 or www.napoleon.com.

POLYWOOD Main Street 3-Piece Lounge Chair Set

A sleek mix of materials engineered for easy outdoor living, the Main Street Collection pairs all-weather lumber with powder-coated aluminum frames. While lighter in weight and profile, this balanced design delivers remarkable strength and resilience. These seats handle daily use and then stack for tidy storage, a breezy solution for residential and commercial spaces. Sustainably made in the USA with a 20-year lumber warranty and a five-year aluminum warranty. Contact: (855) 935-5550 or www.polywood.com.

Crystal Fire Plus Linear Gas Burner

The Crystal Fire Plus Linear Gas Burner elevates any outdoor design project. Engineered for custom-built fire tables and outdoor features, it delivers a brighter, fuller flame with higher BTU output for impressive warmth and ambiance. Easy to install and operate, the adjustable flame adds function and beauty to residential and commercial landscapes. Contact: (866) 303-4028 or www.outdoorrooms.com.

Adjustable Attic Insulation Shield

The Duravent Group is introducing its new Adjustable Attic Insulation Shield (AAIS) designed to meet deeper insulation depths while maintaining the required 2” clearance to combustibles. The two-piece overlapping design adjusts from 12” to 22” for flexible, code-compliant installs. Coming soon in 6”, 7”, and 8” diameters for the Ultra-Temp, TLC, and SuperPro all-fuel chimney systems. Contact: www.duraventgroup.com/aais.

NeoView

The NeoView 2.5 is a sleek, modern, European-inspired addition to Pacific Energy’s catalytic-free wood stove offerings. Built on the fieldproven Neo firebox, the NeoView 2.5 features the performance and reliability you’ve come to expect from Pacific Energy. Contact: www.pacificenergy.net.

LASTWORD

HOT SELLERS

VALOR continued from page 58

ADDRESSING CHALLENGES

ASK THE COACH

continued from page 6

We are living through the largest wealth transfer in history as boomers like me hit our earthly expiration date and the wealth we worked to accrue transfers to our offspring who themselves are often already affluent for their stage in life.

These demographics are creating a “super consumer” who craves experiential excellence in their environment and have the willingness and financial capability to pay for it.

This generation of super consumer sees the Amazoning of America as an affront to their values and prefers to “buy local” rather than online. Specialty patio and hearth retailers who are savvy enough to create “experiential excitement” within their brick-and-mortar locations and market to this tsunami of discretionary wealth will reap the rewards in growth and profitability.

And just as generational wealth is transferring, the ownership of many family-owned specialty dealerships is also in generational transition. Gen X and millennial-aged dealer principals will naturally know how to connect with this super consumer because they are in the same cohort.

I believe far-sighted manufacturers will see this evolution in consumer demographics and dealer ownership, and recognize the value that a strong specialty dealer network brings to the table, and we’ll again see a return to partnership truly meaning a “Win-Win” for all.

Hopefully, my expiration date is far enough into the future that I can watch it all play out.

To have your question(s) answered by Tim Rethlake in an upcoming column of Ask the Coach, send your question(s) to Tony Ramos at tonyram43@gmail.com.

Valor has grown significantly in the past decade, offering many new products and updating existing models. Gas and electric inserts, particularly the G3 insert gas fireplace, are always popular. The company’s linear fireplaces, including its LT landscape line, are dealers’ favorites. The LT1 and LT2, with Valor’s robust logs and taller window, give off a tremendous amount of radiant heat and are perfectly suited to heat large spaces and multiple rooms.

Hansen notes that customers often are of two types when selecting hearth designs. Some are drawn to modern, simple black fronts with little or no detail, while others prefer historic looks, such as the new Richmond front on smaller models like the P2 gas and PE2 electric fireplaces. She notes that although there is strong demand for large gas fireplaces, there is also a pull toward smaller gas and electric fireplaces and stoves. “We concentrate on both ends of the spectrum when it comes to consumer tastes.”

Just as consumer choices differ, so do their budgets. Valor offers products and price points that draw a wide array of customers. “We attract homeowners with higher-end homes who are able to start fresh or undergo a major renovation, but we also have customers who prefer to update their existing wood or older gas fireplace,” Hansen says. Electric fireplaces are often the perfect choice for hearths that no longer support gas or wood or where a customer doesn’t want to spend money on a major renovation.

Many companies have been impacted by tariffs and declining consumer confidence as customers wait and see how supply chain forces impact pricing. Anticipating these challenges, Miles Industries has been strategic with inventories, sending as much product to the United States before the tariffs took effect.

A slowdown in home building has also occurred, but Valor has stayed focused on the products that sell in today’s marketplace. “In some ways, we have responded to the trends by improving our fireplace remotes and offering the remote app for our electric fireplaces as an option,” Hansen says. “Electric fireplaces in general are a response to the current building trends.”

Despite the current challenges, Valor has remained financially healthy, largely because of its 700+ dealer network with a presence throughout North America. “Our dealers are important to us, so we never set up a new dealer close to an existing one or in a big-box store,” Hansen says. “We also always look for dealers in new areas to carry our product.”

Manufacturers are not the only businesses facing challenges. Cautious consumers, increased competition, and rising prices are impacting fireplace dealers throughout North America. To manage the impact of tariffs and other economic issues, successful retailers are employing many strategies to stay profitable. In addition to remaining flexible with product inventories and pricing, fireplace dealers are enhancing their showrooms and services to

maximize sales. Hansen urges dealers to keep showrooms simple. “Avoid unnecessary accessories or promotional material, and if you choose to use promotional materials, make sure they’re current with the fireplaces you display.” Websites should be updated with fresh content and photos. Hansen also stresses the importance of maintaining a consistent and professional brand that reflects superior customer service. “Think friendly, knowledgeable, and helpful when selecting images and text,” she says.

According to Hansen, a strong social media campaign is also one of the best ways to let people know about current products and services. To help Valor dealers, the company offers an easy-to-use platform that provides images and copy that can be posted on Facebook or Instagram.

Despite its wide scope of product offerings and technical breakthroughs, Valor is a small family-run company that focuses on providing stellar customer service. Its lean size has enabled it to remain nimble and responsive to dealers’ needs. “When you call our inside sales or technical desk, you are immediately connected to a real person,” Hansen says.

Valor has a long-standing reputation of offering programs that support dealers. During the past year, the company established an online training platform for those seeking technical information on products. Its marketing team also produces a wide array of POP, brochures, and online material about its offerings.

“Our mission has always been to help make selling Valor products easier for our dealers.”

options and capacity, we envision dealers making oneof-a-kind furniture collections to sell on their showroom floors.

The way it works is that they select a base frame and use all our design options to build a unique collection (or multiple collections) to sell to their customers only. And the fun part is that dealers would be able to personally name the collections. They can order as much or as little product as they want to keep in stock. The program gives our dealers the exclusivity they crave in their markets. Our replacement cushion and protective cover programs offer the same kind of customization.

What NorthCape products are generating the most buzz this year?

Murray: While everyone is talking about our new customizable furniture options, our replacement cushion business is attracting its fair share of attention. It’s a quiet winner. Replacement cushions are notoriously something most manufacturers don’t want to deal with because they are a pain. Now that we have access to a high-capacity cutand-sew operation in India, the game has changed. We use Sunbrella almost exclusively—buy the fabric here, ship it to India and they make the covers only. They are shipped back to us, and we stuff and finish them. The cherry on top is that with the U.S. and India capabilities combined, it’s all done with a two-week delivery window, and we can make cushions for any furniture, not just ours. Another highlight is our new protective furniture covers that our parent company has been producing for years. Now we are able to create durable custom covers

MY TURN PATIO RENAISSANCE

continued from page 46

here to stay for a while,” he says.

Consumers who are as far away as Central America and as close as Canada can enjoy the wares from Patio Renaissance. And the company continues to be strategic about how its products make their way to the end user.

“The core business is to serve the specialty retailers and full-line furniture stores,” Gorr says. “We don’t have any interest in selling into the mass market nor do we want to compete with our own dealer base by having an online presence to sell directly to the consumer. Anything we put online is going to be strictly informational. We want to leave that business to our dealers and will stick with this strategy for the foreseeable future.”

FOCUSING ON THE FUTURE

The future continues to be a challenge for many businesses, both small and large, due to current and pending tariffs. But the executives at Patio Renaissance have decided that the company will absorb the tariff instead of passing it through line-item charges, price increases on the products, or a combination of the two, Gorr says. And Patio Renaissance’s manufacturing base had a hand to play in that decision. While the company once created many of its products in China, its operations eventually moved to Vietnam.

“We’re in year seven in Vietnam,” Gorr says. “We were one of the first companies to move away from

for everything from furniture to grill islands, TVs, boats, riding lawnmowers or even cars—all we need is the dimensions. Ideally, a dealer would keep universal sizes in stock and custom order as needed. We are proud to say we are one of the few manufacturers that actually wants this type of custom business because it’s something our dealers get requests for all the time.

What do you see as the company’s biggest opportunity and challenge going into 2026?

Murray: The biggest opportunity is that we are now less of a distributor-of-finished-goods company and more a manufacturer and custom house—which is the direction the industry is heading. We are already expanding our reach to new markets and customers who may not have even looked in our direction before. The biggest challenge is getting the word out that we are new and improved. Our industry is tight-knit, so we are taking advantage of every opportunity to reinforce our message with our products visually at shows and in every interaction with our dealers.

What is the company’s strategy regarding tariffs and pending tariffs?

Murray: We have great friends and great suppliers still in China and Vietnam, but we have to limit what we do out of sheer business sense. India sourcing is already built into our ownership, so it is what we are doing most effectively. In the big picture, tariffs will basically come down to what countries are treated better; which ones have the lowest base cost to start with; and who has the biggest potential labor pool. India checks off all those boxes for

Bari Deep Seating Group

us. Tariffs will probably be a part of our lives forever, so we need to be flexible and keep our eyes open at all times.

In your opinion, what does the future hold for the outdoor furniture industry?

Murray: There is still so much business still to be had. I would say that while we’ve made a lot of progress, there is still a high percentage of people (around 50%) who don’t realize the potential of their outdoor spaces. Surprisingly, this applies to customers of all income levels, not just those with the means to do it. I also see that housing is starting to turn. When people are buying homes, indoor and outdoor furniture also turns, our industry does well, and people are all smiling again.

What does the future hold for NorthCape?

Murray: The last five years have been a wild ride. The acquisition and transition have been humbling at times, but the potential is enormous for us. We are becoming a different company than what people expect from us, especially if they haven’t worked with us for a few years. Reigniting, re-establishing and reinvigorating previous dealer relationships is a big focus going forward, as well as expanding into new ones.

Our quick ship program is our next big move, and is going to be one of the most important steps for our business long term. The ultimate goal is to have best-inclass service, which is a big commitment from the top down. It’s something we’ve always wanted to do but didn’t have the resources—now that we have them, we are going to execute.

China. Our first two years were tough—getting employees up-to-speed and trained regarding the quality products that we want to build. And we lost a lot of our special-order business. The move was a lot more challenging than we thought. We went through some growing pains, but it was the best move we could have made. It certainly has paid off.”

He notes that the tariffs on products from Vietnam are not as harsh as the tariffs on Chinese products, which makes the cost more bearable to absorb. “No one can know what the future holds for us, but we plan to continue with this policy,” he says. “We will review our position as things change, and we plan on continuing to grow our facility in Vietnam.”

Down the road, Gorr also sees a future that leans toward producing more high-quality aluminum products. “Our core business had always been woven—

about 70% woven and 30% aluminum. Now it’s a reversal,” he says. “We’ve seen a slowdown in the demand for woven products, especially dining, so we’ve adjusted our factory capacity to produce more aluminum products. Our product introductions over the last 2-3 years have been leaning toward aluminum and we’re using woven as an accent. Mixed media, in fact, enables designers to get more creative.” The company also plans to start introducing more tabletop options that mimic the look of natural stone and “are basically bulletproof—very durable, no cracking or fading.”

This focus on tabletops falls in line with the consumer trend of building the patio look outward from the table toward the seating. “The centerpiece is the table,” Gorr says. “In the showrooms, the customers like what they see, and then once they have a seat and see how comfortable the chairs are, then the sale is made.”

adjust the surcharge if tariffs are increased, reduced, or removed entirely. Recent months have shown how quickly these rates can change, and this method allows us to respond promptly without having to build these costs into our retail pricing.”

A BRANDED APPROACH

Companies value the authenticity and impactfulness of their brand. “Our brand image stands out in the industry. We’re not afraid to break away from clichés—like the couple sitting by the fire with a glass of wine,” Gilbert says. “Instead, our visuals evoke nature, slowness, minimalism. They reflect the values that guide us.”

And while Gilbert has found that web campaigns are an excellent tool for maximizing the reach of the brand, what truly works is the consistency of the company’s messaging. “The visual must spark curiosity and capture attention, the message must be brief and impactful, and it must be followed by a series of actions to nurture the relationship with the consumer,” Gilbert says.

Partnering with retailers is also paramount. That’s why the company launched a new marketing support program to replace the traditional co-op model. As Gilbert explains, the previous 2% based on the prior year’s purchases is now gone. Instead, they allocate budgets by region, and requests must be submitted. “We select projects and determine our level of investment based on the region and the expected impact of the proposed marketing action—both for the brand and for the partner,” Gilbert says. “We also provide our partners with a complete library of photos and

videos ready for use.”

Another key change Stûv America has initiated is requiring that all brand visuals be created exclusively by their internal teams. This ensures that the brand image remains consistent. “Consistency is one of the most important elements for a brand. That’s precisely why we moved away from the co-op model: It was often underused and resulted in a wide variety of messages that lacked cohesion,” Gilbert says. “And soon, we’ll be launching a digital component that offers a turnkey service to run web campaigns on behalf of our partners—under our brand.”

EYES ON THE FUTURE

It is evident that the contemporary style of hearth designs is here to stay, but Gilbert also expects the industry will see more compact appliances due to the popularity of tiny homes. What’s more, Gilbert expects supplemental heating appliances will become essential in the event of disasters or power outages.

“In some regions, energy will be insufficient and very costly; wood stoves will certainly be part of the solution. I therefore believe we, as an industry, will be in a strong position,” Gilbert says. “I believe we’ll see more appliances that combine aesthetics, the fire experience, and

CORPORATE PROFILE REVOLUTION PERFORMANCE FABRICS

continued from page 50

to remind customers that the line isn’t subject to tariffs because it’s produced domestically with 100% domestic components. In fact, three of the company’s largest suppliers are located within 300 miles of the STI Fabrics mill in Kings Mountain, North Carolina.

Since the pandemic ended, the 500,000-square-foot mill has stayed busy, and it now has about 300 employees working two shifts. That has enabled the company to keep lead times to about six weeks—without price increases. “Our mission is to provide performance fabrics at a value for all,” Gibbons says. “Something in our line is suitable for everybody from Aaron Rents to RH (Restoration Hardware).”

The company also made it easier for interior designers to do business by establishing a dedicated portal on the company’s website. So far, more than 9,000 designers have registered, which enables them to place online orders and check order status as it moves through STI’s production phases. “During this time of uncertainty, we can be consistent as the low-cost value producer,” Gibbons says. “We’ve become the brand of trust.”

FREE FROM ‘FOREVER CHEMICALS’

But the Revolution team saves the most pride for the PFAS chemical-free feature, which enables the fabrics to be stain- and fade-resistant without the use of PFAS chemicals. PFAS (short for per- and polyfluoroalkyl substances)

are so-called “forever chemicals” that have been used on a host of consumer products since the 1950s because they resist heat, grease, and water. However, Gibbons noted that recent studies have shown they can be harmful to humans and the environment because their chemical compounds aren’t easily broken down. As a result, their use has been banned or severely restricted in several states.

Those concerns have prompted fabric producers to move away from using PFAS chemicals in recent years, and Gibbons couldn’t be happier. “The industry didn’t pay much attention to the issue for 30 years, but we’re glad the industry woke up,” he says.

The company’s sustainability story doesn’t stop with PFAS. Its fabrics are also free of FR (fire retardant) chemicals and are dyed with a water-free process that conserves natural resources. Plus, its key fiber is polypropylene, which is a byproduct of oil refining and natural gas processing. That makes it a so-called “upcycled fiber,” and the company says it has the smallest carbon footprint of any fiber used in upholstery fabric. It’s even more environmentally friendly than natural fibers such as cotton and wool.

The company says cotton, for example, requires considerable use of land and water, and chemical bleaching agents are often used in processing the fiber. Wool, meanwhile, requires chemical processing to make it soft enough for today’s consumers. “Our polypropylene fiber makes our fabrics stain resistant, fade resistant, and

practical features—such as cooking. With natural disasters intensifying due to climate change, household resilience will become an increasingly important factor in the purchase of supplemental heating appliances. Our industry stands to benefit from this shift.”

Set to launch in early 2026, Stûv America will be introducing a new model—the s6-H—that will enrich the selection of stoves with legs. The curves of its outer shell and the concave shape of its legs give it a distinctive character. “It emits a soft heat, and the view of the fire is simply phenomenal. We presented it at HPBExpo, where it received a warm welcome and generated significant interest,” Gilbert says. “For Stûv America, with the U.S. market still in its early stages and the arrival of pellet stoves—which are simply unparalleled—the best is yet to come.”

bleach-cleanable,” Gibbons says. “And we stand behind it with an ironclad five-year warranty.”

LATEST COLLECTIONS

Revolution’s latest introductions are headlined by the 555 Collection, which features five fabrics in five colors at $5.50 per yard. Early results have been encouraging, and Gibbons says the collection fits nicely with the value message it’s trying to deliver to its customers.

Also new are two higher-end collections, Taos and Savannah. Gibbons described these lines as “new traditional,” a blend of old and new that he believes will be increasingly popular in outdoor furniture in the coming months and years. Within existing collections, he notes that various shades of white and cream remain the most popular colors, along with lighter shades of brown such as sandstone and caramel.

“Forging closer relationships with your (retail and manufacturing) partners are more important than ever in down markets like this,” Gibbons says. “Our newest collections will help us reach that goal.”

Classic natural hearth elements complement the efficient engineering of a Stûv America fireplace, while melding with the overall room décor.

The Chinchilla base cloth is suitable for outdoor seating and pillows.

AD INDEX

Advertiser Phone Website Page

Berlin Gardens (800) 593-3411 www.berlingardens.com 7

British Fires www.britishfires.com 2

Bull Outdoor Products www.bullbbq.com 23

Classic Cushions (772) 562-7894 www.classic-cushions.com 16

Coyote Outdoor Living (855) 520-1559 www.coyoteoutdoor.com 38

C.R. Plastic Products www.crpproducts.com 39

Danver (203) 269-2300 www.danver.com 25

Duravent (800) 835-4429 www.duravent.com 69

Elliott Manufacturing (812) 865-8500 www.lostriverproducts.org 71

F&C Distributors (630) 241-0506 www.fandcdistributors.com 17

Gensun (866) 964-4468 www.gensuncasual.com 11

Hearth & Home Technologies (888) 427-3973 www.hearthnhome.com 80

HPBA www.hpbexpo.com 63

ICC-RSF www.icc-rsf.com 18, 19

Informa www.deckexpo.com 65

Les Jardins www.lesjardinsliving.com 61

Modern Flames (877) 246-9353 www.modernflames.com 67

Mont Alpi (949) 207-9595 www.montalpionline.com 27

Napoleon Products (866) 820-8686 www.napoleon.com 5, 29

NorthCape www.northcape.com 45

Outdoor GreatRoom Company (866) 303-4028 www.outdoorrooms.com 42

Outdura (866) 688-3872 usa.sattler.com 59

Pacific Energy www.pacificenergy.net 55

Patio Renaissance (909) 980-6698 www.patiorenaissance.com 47

Phifer (800) 221-5497 www.phifer.com 49

POLYWOOD (855) 935-5550 www.polywood.com 9

Ratana (866) 919-1881 www.ratana.com 15

Regency Fireplace (604) 946-5155 www.regency-fire.com 12, 13

RH Peterson Company (800) 332-3973 www.realfyre.com 21

Schott Robax (914) 831-2200 www.schott.com 53, 79

Sunbrella www.sunbrella.com 3

Telescope Casual (518) 642-1100 www.telescopecasual.com

Industries (800) 654-1177 www.travisindustries.com

www.ultrafabricsinc.com

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

Warming Trends (303) 346-2224

PHONE (847)

WHILE

Easy to install. Impossible to ignore.

Introducing the Allusion Edge Electric Fireplace

Captivating digital flames dance over glowing logs and embers, complete with authentic crackling sound. A modern profile keeps the focus on the fire, while slide-in installation and heat controls make it a hit for homeowners and installers.