Patio & Hearth Products Report July/August 2018

GENSUN

JULY/AUGUST 2018 | www.patioandhearthproductsreport.com

HOT OFF THE GRILL | 32

Fun Fabrics | 18

TROPITONE

SUMMERSET PROFESSIONAL GRILLS

TRAVIS INDUSTRIES

A NEW BRAND TAKES HOLD | 50

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CONTENTS

80 J U LY/ AU G U S T 2 0 1 8 • VO L U M E 1 3 , N U M B E R 4

FE AT U R E S

32

OUTDOOR GRILLING – CANADIAN BARBECUE

58

BBQ Québec is a true innovator when it comes to selling grills and accessories to passionate backyard chefs.

INSIGHT – U.S. MADE Summerset Professional Grills has huge plans to move more production of its outdoor products to the United States. By Cherise Forno

By Cheryl Dangel Bartolini

36

SHOWROOM SHOWCASE – RETAIL REDUX

62

LAST WORD – NATURAL SELECTION Earthcore Isokern’s hearth products are made using volcanic pumice from Iceland’s Hekla volcano. By Maura Keller

Cal-West Resort Living’s storewide rebranding efforts resonate with today’s shoppers who want to create luxurious outdoor rooms.

By Sharon Sanders

83 40

8

GUEST EDITORIAL – TOOLS OF THE TRADE A nationally recognized barbecue guru reveals which accessories help customers become master backyard grillers.

44

SPOTLIGHT – BOLTS OF BRILLIANCE Bold colors and geometrics are popping up in the latest outdoor-fabric collections.

46

A San Diego retailer experiences rapid growth by focusing on affluent shoppers who prefer shopping in physical stores that display merchandise artfully.

PRODUCT INNOVATION – SEEING IS BELIEVING A surge in new construction and remodeling projects has sparked Hearth & Home Technologies’ massive new-product launch.

MARKETING MANEUVERS – GROWING SUCCESS

By Cheryl Dangel Bartolini

50

CORPORATE PROFILE – APRICITY UNVEILED Agio’s new outdoor-furniture brand is the perfect fit for specialty retailers.

By Kimberly Rodgers

By Kimberly Rodgers

28

HEARTH RETAILER – YEARS IN THE MAKING Maschino’s boasts a deep-rooted reputation as the town’s one-stop shop for hearth and outdoor products.

54

By Maura Keller

76

MY TURN – ECO-FRIENDLY CHIC

By Cheryl Dangel Bartolini

By Greg Thompson

24

Lloyd Flanders’ impeccable casual-furniture offerings continue to take center stage in the marketplace. By Sharon Sanders

Consumers are attracted to Jensen Leisure Furniture’s commitment to environmental preservation.

By Amy Mills

18

AS I SEE IT – INNOVATION AND INSPIRATION

INSIGHT – DESIGNS THAT SELL CabanaCoast’s outdoor wicker and teak collections score high marks for their appearance and high-quality construction.

I N E V E RY I S S U E

6 10 60 66 68 93 93

BRICKS EDITOR’S MESSAGE INDUSTRY NEWS Edited by Kris Kyes

ICFA PREVIEW SHOW ROUNDUP WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX

By Cherise Forno Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

4 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

ON THE COVER: Gensun | www.gensuncasual.com

INTRODUCING

A G I O ’ S 2 0 1 9 I N N O V AT I O N I N O U T D O O R L I V I N G

Designed and crafted exclusively for specialty retailers, Agio’s new Apricity brand delivers the highest quality, the most trendsetting looks and the best warranty in the industry. Are you prepared to take your product to the next level?

Agio is the registered trademark of Agio International Company, Ltd. Circle Reader Service No. 5

Life Begins Outdoors.™

EDITOR’S MESSAGE

Bricks The U.S. Supreme Court’s recent ruling allowing states to force salestax collection for online purchases is a win for small, local brick-andmortar stores, which represent a large chunk of our industry. The 5–4 decision overturned a previous precedent under which businesses were required to collect state sales tax on online purchases only if they had a physical presence in that state.

Brick-and-mortar retail businesses have struggled against online competitors that attract customers by offering lower prices for the same products. This ruling now levels the playing field, since online retailers will be required to collect sales tax from customers. Physical retail stores will have one less obstacle that prevents them from being profitable.

Although this is a boost for brick-and-mortar stores, it will not be a cure-all for sluggish sales. The best strategy for sales growth is to develop innovative shops with exceptional products/services that enhance the shopping experience. In fact, the strongest competitive advantage is the store itself. Online sites might appeal to consumers who want to save time and locate discounted merchandise, but shoppers will always head to physical stores for personalize d customer service; for community engagement; and to assess the scale, construction, and quality of products.

How many times have you ordered something online that didn’t meet your expectations? Physical stores provide sensory shopping experiences and customized personal service, so purchases are made with confidence—and often result in repeat business.

Many customers prefer experiential shopping. That’s why so many large retailers are incorporating the shopping experience into their corporate strategies. West Elm, the modern furniture and home-decor retailer, has a vice president of social consciousness and innovation to accomplish these objectives.

In its recently remodeled store in Santa Monica, California, art from local artisans has become part of the home-decor offerings.

This collection not only appeals to customers seeking unique products, but also demonstrates that West Elm cares about its community and local artists. Maschino’s (Springfield, Missouri), our featured hearth retailer (page 28), implemented a similar community-arts program many years before West Elm—and the idea came from the owner, not a corporate executive.

For other examples of experiential shopping, read our article on BBQ Québec (page 32), which attributes much of its success to instore special events, creative displays, and first-rate customer service.

Its downtown Montreal location hosts Yoga & BBQ on Saturday mornings and an annual three-day barbecue camp—and all its stores offer grilling classes year round.

The Supreme Court ruling will help small retailers, but what really drives business at brick-and-mortar stores is the physical nature of the store. If your store and merchandise displays are captivating to the eye, and if you offer refined customer service along with popular special events, you will be rewarded with robust sales.

Carol Daus cdauswrite@socal.rr.com

4 FAST FACTS IN THIS ISSUE: ∂ Apricity is Agio’s new brand, exclusively designed for the specialty-retail market. Apricity’s eye-catching pieces are perfect for patio retailers seeking to offer customers high-quality, fashionforward designs.

∑ Summerset Professional Grills is rapidly expanding its U.S. manufacturing efforts. Jeff Straubel, president and CEO, says, “It’s a big job because we didn’t start with one product; we started with 100 products.”

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∏ Jensen Leisure Furniture’s products are certified by the Forest Stewardship Council, which is the gold standard in forest certification by the world’s environmental organizations. The wood Jensen uses is grown and harvested in ways that preserve the world’s ecosystems, biodiversity, and water quality.

π Heat & Glo (a Hearth & Home Technologies brand) has unveiled the Phoenix TrueView gas fireplace, which offers the convenience of gas without the glass, representing a breakthrough in the gas-fireplace category.

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GUEST EDITORIAL

PUBLISHER

By Amy Mills

Tony Ramos tramos@peninsula-media.com

TOOLS OF THE TRADE Nothing tastes better than the mouthwatering barbecue you cook in your own backyard. This is as true for seasoned pros as it is for those who are new to the flametaming game. “Praise the Lard: Recipes and Revelations from a Legendary Life in Barbecue” (Houghton Mifflin Harcourt, 2017)—a new book from my father, Mike Mills, and me—offers tips and techniques for making the best barbecue. Years of experience in our restaurants and on the competition circuit have taught us that the simple is always the best.

You don’t need every gadget on the market, but there are useful tools that make the job easier and more enjoyable.

The following accessories and cookers are vital for backyard chefs who want to become star pit masters. Cast-iron skillets, griddles, and pots are s turdy and indestructible, and they can be moved from cooker to table. A charcoal chimney is an indispensable tool; we suggest having two, so you can have one going constantly to feed the fire. Coated heat-resistant gloves will protect your hands when you move hot meat. We recommend cutting boards manufactured by John Boos & Company (Effingham, Illinois).

These high-quality wooden boards will last a lifetime i f you condition and care for them properly.

Often, though, we reach for disposable cutting boards to make cleanup quick and easy. In addition, we use sturdy metal trays for serving meat. Ridged, anodized-aluminum grill grates sit on any cooker and provide flare-up protection. They conduct heat efficiently and create beautiful sear marks. We use them on the charbroilers in all of our restaurants—and on our home grills, too. You’ll need a hatchet and mallet to split pieces of wood, along with a Looftlighter to fire up the charcoal chimney quickly.

R. Murphy Knives (Ayer, Massachusetts) is the oldest family-owned manufacturer of handmade knives in the United States. We collaborated with it on a series of carbon-steel knives. We also have slicing and butcher knives from Victorinox that we especially like. If you’re going to

EDITOR Carol Daus cdauswrite@socal.rr.com ART DIRECTOR Cassandra Estes cassestes1968@gmail.com ASSOCIATE EDITOR Kris Kyes STAFF WRITERS Cheryl Dangel Bartolini

Amy Mills

Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier

shuck oysters, you’ll also need an oyster knife. To make your own ground beef, ground pork, and sausage, you’ll want a meat grinder. For occasional use, the grinder attachment on a KitchenAid mixer will work well. For heavier use, consider a grinder from LEM Products. These heavy-duty grinders have a helpful foot pedal to keep both hands free.

A sausage stuffer helps feed sausage meat into the casing; it’s a necessity if you’re going to make sausage. Pink/peach butcher paper is used to wrap beef ribs, brisket, and pastrami to help protect and mellow the meat and achieve the desired jellylike consistency. An oversized spatula is perfect for removing butts and large pieces of meat from the cooker. Use a heavy-duty spray bottle with an adjustable nozzle and a trigger handle to spritz meat while cooking. An old-fashioned string mop captures the most sauce and distributes it evenly over the meat.

A work surface at the correct height will make a huge difference in your comfort. We keep a crate of PVC pipe, cut into 12-inch lengths, in our catering vehicles and our kitchen. Pop these lengths onto the legs of inexpensive folding tables from office-supply stores to raise the tables to a co mfortable working height and create excellent outdoor work surfaces. Several pairs of self-locking tongs are invaluable for moving food around the cooker. Tongs are preferable to forks, which would pierce the meat and allow juices to escape.

Thermapen® digital thermometers give an accurate,

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continued on page 92

BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

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

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INDUSTRY NEWS

BY KRIS KYES

The Laguna collection, curated by Kerrie Kelly for Coyote

Coyote Outdoor Living Grills and Furniture Create an Urban Oasis Summer in the city often has negative connotations: Heat and the lack of outdoor options fuel a get-out-ofDodge attitude. This has all changed, now that luxe urban rooftops and patios have become the hottest trend in the New Jersey Tri-state area.

Anthony Carrino, HGTV cohost of “Kitchen Cousins” and cofounder of the Home With the Cousins podcast, has transformed his Jersey City rooftop into a veritable urban oasis.

For city dwellers, the rooftop has become the new backyard.

A rooftop outfitted with high-end grilling equipment, lounging furniture, and dining pieces can provide the feel of a country or suburban backyard. Carrino has thoughtfully planned and designed his outdoor space for entertaining and for an escape from the frenetic city lifestyle.

“It is a worthwhile investment for all homeowners,” he says. “In urban

markets, a rooftop deck may return up to 150% of the enhancement project’s costs in resale value, especially in warmer climates, where homeowners can enjoy their decks year round.”

When asked recently about designing a rooftop deck, Carrino provided the feedback that follows.

For more information, visit www.coyoteoutdoor.com or call (724) 625-3155.

For entertaining purposes, what are the key components for cooking, seating, and visual enhancement of a rooftop?

Scale and proportion are absolutely key when designing any space, and that certainly holds true outside. A roof deck has decidedly less space than a yard, for example, so layout and choices are key.

With respect to entertaining, I love to cook, so both a grill and a

Anthony Carrino

smoker are at the top of my list, and I will run them in tandem. For example, smoked wings are on my Asado smoker, and then I can get veggies and burgers on my 36-inch Coyote grill. When it comes to seating, I like to replicate the feeling of an indoor living room: sophisticated, layered, and comfortable.

role in how much maintenance you have to do on your rooftop.

For example, the powder coating on all the Coyote furniture I selected allows me simply to put out my cushions and enjoy the space. When I had teak furniture up there, the amount of power washing that had to be done on a biseasonal basis was daunting.

What have you learned, in creating your own rooftop oasis, that might help others who are considering upgrading their urban outdoor spaces?

The Northeast is an unforgiving place for outdoor spaces (meaning our weather’s changes can put your materials through the wringer), so it is key to select quality components if you want them to last, year after year. Moreover, the types of materials you are selecting are just as important, as they will play a key

Does the city skyline affect the way you design the space, either functionally or aesthetically?

From a functional standpoint, no; from an aesthetic standpoint, yes: As with the design of any space, one must decide what the focal point will be. In my case the backdrop of Jersey City is fantastic and can be seen in 360 degrees, but when I am designing for clients who have views in one specific direction, we definitely plan the space to take full advantage of those views.

TED SCOTT RETIRES FROM C.R. PLASTIC PRODUCTS

Ted Scott

Ted Scott retired in July, after serving for five years as vice president of sales and marketing at C.R. Plastic Products (Stratford, Ontario). Scott played a critical role in the development and success of C.R. Plastic Products in the growing outdoor-furniture industry. Under his strategic leadership and guidance, the company experienced strong growth, expanded sales internationally, and strategically transitioned into multiple sales channels.

Scott has helped position C.R. Plastic Products for a promising future as it continues to fulfill its mission of diverting plastic from oceans and landfills and making beautiful outdoor furniture. The entire C.R. Plastic Products family and the industry at large thank Ted for his dedication, passion, enthusiasm, and motivation over the past several years.

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KLAUSSNER INTRODUCES URBAN RETREAT COLLECTION

William Mangum

Klaussner Home Furnishings (Asheboro, North Carolina) continues to build on its popular brand, Carolina Preserves by William Mangum, with the addition of a new outdoor collection: Urban Retreat. The 24-piece collection brings a new dimension to Klaussner

Outdoor—in both design and scale.

Its clean lines and contemporary styling deliver a group that is refined and sophisticated, appealing to younger shoppers. Built around a modular design, the collection successfully blends exceptional comfort and beautiful lounge-style seating. Enhancing its broad appeal is the incorporation of versatile, flexible, multifunctional design elements in many of the pieces. With a convertible lounger, side tables that can be integrated into seating arrangements, and four dining-table options, it’s a group that is highly adaptable to any outdoor-living space.

The collection incorporates channeled upholstery, cushions made using

Sunbrella® fabric, RealisTEAK™, and faux-concrete tabletops on frames of powder-coated aluminum to offer dynamic texture in a lifestyle-based design. This mixed-media approach offers customers the opportunity to create looks that are unique to their environments.

Gary McCray, president of Klaussner Outdoor, says, “Outdoor is a natural addition to our very successful Carolina Preserves line of furnishings. William Mangum brings a creative, fresh perspective to all of Klaussner’s collaborations with him, and Urban Retreat is a perfect example. His keen eye, sense of style, and passion for affordable luxury make it ideal for our specialty retailers.

We are excited to broaden our look.”

Mangum says, “I began this design project with a desire to strike a perfect balance between contemporary form and traditional style. Featuring smart details and blending materials that are both stylish and low maintenance, the collection is fashionable and functional.”

He was on hand for the collection’s July debut at the ICFA Preview Show™.

Klaussner Home Furnishings is one of the largest U.S. furniture companies. As a leading solutions provider for the home-furnishings industry, Klaussner’s breadth of product is unrivaled and its service is unparalleled, the company says, with guaranteed delivery of its domestic products within 21 days.

WOODARD ANNOUNCES ACQUISITION OF MINSON’S MALLIN BRAND Woodard-CM LLC signed a deal in principle to acquire substantially all of the assets and business of Minson Corp.’s Mallin premium outdoor-furniture brand. Woodard will operate Mallin as a separate division while combining Mallin’s operations within existing Woodard departments. Under the terms of the agreement, Woodard acquired certain Mallin assets and intellectual property. Woodard began integrating Mallin’s operations upon closing, in July.

John Mares is president of Litex Industries Ltd., Woodard’s parent company. He says, “Mallin is an exceptional brand and a great strategic fit for Woodard. I see both companies benefiting from the combination, sharing best practices, and building on the success and reputation of each other’s brands.”

Kenneth Chen, president of Minson, says, “We look f orward to positioning the Mallin brand for future growth under the dedicated team at Woodard. Woodard is a tremendous brand, and Mallin will have the opportunity to flourish as a premium outdoor brand in combination with Woodard.”

BOB KECK, FIRE MAGIC BRAND’S FOUNDER, DIES The RH Peterson Company mourns the loss of Bob Keck, one of the founders of the company’s Fire Magic brand, who died on June 21. Born in 1932 in Whittier, California, Keck was the eldest of four children. While in Bob Keck high school, Keck worked part time at the family business, making fireplaces, fireplace hardware, and grills. At Whittier College, Keck was appointed editor of the weekly newspaper while also participating in basketball, cross-country, and track (earning a place in the school’s athletic hall of fame). Keck married Carol, his highschool sweetheart, shortly before graduation.

Keck graduated with a business degree in 1954 and rejoined Whittier Steel immediately after graduation as a full-time employee. The Kecks welcomed a son, David, and a daughter, Ellen.

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JULY/AUGUST 2018 | PATIO & HEARTH PRODUCTS REPORT • 11

INDUSTRY

NEWS Whittier Steel flourished with Keck’s contributions to the design of increasingly popular gas grills.

In the 1980s, RH Peterson wanted to expand and diversify its predominantly fall/winter product line, which led to the acquisition of Fire Magic, Keck’s company. It had been a friendly competitor of RH Peterson for many years.

After selling the Fire Magic product line to RH Peterson, Keck accepted an offer to join the company, as general manager of the Fire Magic division, beginning in 1982. During his 19 years with RH Peterson, he saw the expansion of the Fire Magic product lineup to include side burners, several styles of doors and drawers, and many new sizes of grills. He retired as vice president in 2001.

An avid runner, hiker/backpacker, and fishing enthusiast, Keck enjoyed the outdoors immensely, especially Northern California’s Sierra Nevada range. Keck hiked Mount Whitney (the tallest mountain in the contiguous United States) more than 15 times; his last trip—in 2007, at age 75— was experienced with David, Ellen, and three of Keck’s grandchildren.

The Los Angeles Dodgers might not have had another fan as dedicated: Keck was a season-ticket holder for 31 years and enjoyed attending games with David and his grandchildren. The last game they attended together was this year’s opening day.

People describe Keck as a kind, considerate, and caring man, with much respect for others and a deep love of family and the great outdoors. Keck was preceded in death by his wife and is survived by his son, his daughter, six grandchildren, five greatgrandchildren, one brother, and two sisters.

Memorial contributions can be made to the Los Angeles Area Council, Boy Scouts of America, and mailed to BSA Tribute Fund, 2333 Scout Way, Los Angeles, CA 90026. On the check’s memo line, write: Bob Keck Tribute Fund.

CHAD AND ERIC ALLRED OF PROFESSIONAL SALES JOIN MONTIGO Montigo Fireplaces, a leading designer and builder of commercial and residential fireplace products, has hired Chad and Eric Allred of Professional Sales LLC to serve as sales representatives in its

STEVE ELTON AND LARRY SMITH RECEIVE ICFA LIFETIME ACHIEVEMENT AWARDS Steve Elton, chief brand curator for Brown Jordan, and Larry Smith, owner of Village Green Home and Garden (Rockford, Illinois), are recipients of the 2018 Lifetime Achievement Award, presented by the International Casual Furnishings Association (ICFA). Both men are aptly described as visionaries in the casual-furnishings industry.

Elton had just begun law school in New Jersey when he took a summer job selling outdoor furniture in a local store. While serving the store’s highend clientele, Elton became familiar with Brown Jordan furniture. Since the store was not a stocking dealer, however, he had access only to the catalog.

By the end of the summer, he was so enamored of the line and its unique design aesthetic that he left law school and set his sights on a career with the iconic outdoor brand.

Elton was hired as a Brown Jordan sales representative in 1990. His unique ability to articulate his precise vision and pure passion for the brand was unparalleled in the company. For the past 28 years, he has played an integral role in furthering the Brown Jordan legacy established by its founders.

He distilled the brand into three distinct pillars— heirloom quality, design innovation, and jewel-like precision—and became its chief curator.

Elton has completed design projects at the RitzCarlton Paris, the White House, the Oscars green room, Smithsonian Gardens, Winterthur, Sandy Lane Barbados, Camden Yards, Yankee Stadium, and the Beverly Hills Hotel, among others. To expand the brand, he has secured collaborations with category-defining product designers such as industry icons Richard Frinier and Michael Smith.

Elton, known for his tireless work ethic, humility, and dynamic creativity, has an enthusiasm for the Brown Jordan brand that remains contagious.

Rockford native Smith had visions of literary greatness when he headed to Marquette University in 1957. After graduation, he moved to Chicago to work for a literary magazine—his dream job. In

Rocky Mountain territory. They will cover New Mexico; Arizona; Utah; Colorado; Wyoming; Nevada (excluding Reno, Sparks, and Carson City); and Southeastern Idaho (Twin Falls, Burley, Rupert, Idaho Falls, Pocatello, Rexburg, and Salmon).

Jonathan Burke, CEO, says, “We are very excited to have Chad and Eric join our team. They bring us a high degree of professionalism and a focus on customer support that we feel will serve our dealers well. We very much look forward to working with them to grow our business in the

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Larry Smith

Steve Elton

1962, however, his father died, leaving his mother and sisters to run his father’s small seed store.

Smith returned home to help manage the business, but he soon realized that the business was too small to provide a meaningful income. He reached out to a fellow Marquette graduate and friend, Bill Swadley. Together, the two launched Village Green, a retail garden center.

They soon expanded to a second location and added a lawn service, but competition from large discount stores began affecting both sales and margins. In 1980, Smith built a beautiful flagship store in a developing area of the city, near the Interstate 90 corridor, and began selling casual furniture to offset the shrinking lawn-andgarden business.

Village Green now offers an eight-acre outdoorliving experience of plants and products, with an expanded outdoor-furniture display that includes a dramatic 15,000–square-foot atrium. Customers meander along changing elevations of patios and decks, under natural light, as they shop for more than 100 furniture groups. The store received the 2016 ICFA Apollo Award for retail excellence and received the first Mary Fruehauf Retail Genius Award at the January ICFA Education Conference in Fort Lauderdale, Florida.

Elton and Smith will be honored during the ICFA Awards Gala at Swissotel Chicago on September 27 (during Casual Market Chicago).

The event gathers all segments of the outdoor-furnishings industry together to recognize and celebrate the Lifetime Achievement Award recipients, as well as top retail stores, manufacturers, sales representatives, and product designs. Tickets for the event are available at www.icfanet.org.

Rocky Mountain territory.”

Chad lives in the Salt Lake City, Utah, area and has served the hearth-products industry since 1982.

He worked for 15 years, in various capacities, at Lennox Hearth Products, where his positions included regional sales manager, director of sales— Western region, and national retail-sales manager.

Eric also lives in the Salt Lake City area and has served the hearth-products industry since 2016.

Chad and Eric formed Professional Sales LLC in April 2016. They’ve enjoyed expanding their many relationships and serving their customers.

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NEWS

INDUSTRY

They work with some outstanding manufacturers, with rich individual cultures, that provide innovative and high-quality products to the consumer market.

MEMPHIS WOOD FIRE GRILLS APPOINTS NORTHWEST SALES REPRESENTATIVE Memphis Wood Fire Grills, manufacturer of highend wood-pellet grills, hired Joe Schultz as its new sales representative to cover the Northwest. Schultz’s region consists of Washington, Oregon, Idaho, Montana, and Wyoming.

Schultz brings the company years of sales and terri-

tory-management experience in the appliance industry. With a successful record as both an outside-sales manager and a territory account manager, Schultz contributes a strong focus on dealer relationships.

“I am very excited to be a part of the Memphis team, selling such an incredible product,” Schultz says. “I look forward to getting out and working with all of our current and new dealers, helping them to grow their businesses.”

Schultz reports to Scott Severson, national sales manager, who says, “We are very happy to have Joe on board representing the Memphis brand. His experience selling high-end products to appliance retailers and his understanding of the needs of specialty retailers will be an asset to our team.”

2018 INTERNATIONAL POOL/SPA/PATIO EXPO OPENS REGISTRATION Registration has officially opened for the 2018 International Pool/Spa/Patio Expo™ (PSP Expo), in Las Vegas, Nevada. The exposition, sponsored by The Association of Pool & Spa Professionals (APSP), will be held on October 31 through November 2 at Mandalay Bay Convention Center in Bayside Halls D through F. Preconference sessions begin on October 28 and include certification programs offered by APSP, Genesis®, National Swimming Pool Foundation®, National

Plasterers Council, and the American Shotcrete Association. PSP Expo plans to attract more than 10,500 residential and commercial industry professionals and more than 500 exhibitors (spanning more than 134,000 square feet).

In 2015, the last time that the event was held in Las Vegas, it attracted builders, service professionals, retailers, spa dealers, and manufacturers from all 50 U.S. states.

Tracy Garcia, CEM, is show director for PSP Expo.

“We’re excited to return to Las Vegas,” she says. “In 2015, 66 countries were represented at the exposition, signifying its importance as an international platform for business, collaboration, and exchange of ideas.”

More information is available at www.poolspa patio.com. Registration for show-floor education is highly recommended (but not required), and seating is available on a first-come, first-served basis. To register, visit www.poolspapatio.com/register. Companies that want to exhibit should email sales@poolspapatio.com.

TREASURE GARDEN RECOGNIZES SALES REPRESENTATIVE DOMENIC FRONSAGLIA Treasure Garden has named Domenic Fronsaglia as its sales representative of the year for 2017. The announcement was made by Candy Chase, national sales manager, at the national sales meeting held prior to ICFA continued on page 91

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

Ask an Italian, ask Tempotest!

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Circle Reader Service No. 15

ADVERTORIAL

HEARTH SPOTLIGHT

FIREPOWER The Mendota fireplace line ignites sales for Lehrer Fireplace & Patio.

Keith Lehrer

installations and its North Denver

Mendota’s interior liner options include traditional brick,

store, also called and persisted until

flat, wave, and porcelain reflective panoramic panels. Lehrer

Mendota fireplaces were offered in

notes that Mendota has the most log styles available, such as

Lehrer Fireplace & Patio’s stores, in

Norway spruce, white oak, birch, and driftwood. “It has the

the early 1990s. “Its biggest attribute

biggest variety of fronts and interiors,” he says.

is that it has the most efficient products on the market,” Lehrer says.

At Lehrer Fireplace & Patio, Mendota’s D-series standing-pilot inserts are best sellers, as is Mendota’s FullView

“Nobody makes a more efficient fire-

fireplace series. “The FullView insert is very popular,”

place than Mendota.”

Lehrer says.

Lehrer explains that people under-

The FullView 46 is the largest in the series—for people

stand that the fireplace is the focal

searching for a fireplace to make a statement, with its

point of a room, and homeowners

one-of-a-kind view of Mendota’s renowned flames. The

increasingly want the best, most effi-

FullView 41, however, is consistently in high demand from Lehrer Fireplace & Patio’s customers.

C

The FV34 fireplace, displayed above the DXV-35 TimberFire (left) and DXV35DT3 models, all from Mendota

ustomers have relied on Lehrer Fireplace & Patio (Denver, Colorado)

when purchasing high-quality fireplace, barbecue, and patio products for decades because the company has made customer

Lehrer reports that the company strives to have one of each Mendota model on display in each store. Since there are limitless options with Mendota’s fronts, liners, doors, and media, Lehrer can order each product from

satisfaction its top priority. Keith Lehrer, presi-

the manufacturer and have it delivered to the

dent, says, “Taking care of our customers is

customer in a timely manner.

If people have a hard time visualizing their

our priority.”

finished fireplaces, they can use Mendota’s

Since 1954, when Keith’s father, Joe Lehrer, opened the company’s first store in southeast

interactive website to experiment with differ-

Denver by building and selling custom fire-

ent options and customizations. Lehrer

screens, Lehrer Fireplace & Patio has been a

explains that this feature makes it easy to

strong family-owned and -operated business

select the ideal product for each consumer.

that has always responded to customer

“The company has a website to build your

desires and feedback. Soon after the store

own fireplace,” Lehrer says. “Customers really

opened, Joe Lehrer began receiving numer-

love that.”

Similar to Mendota, Lehrer Fireplace &

ous requests for fireplace doors and also started making patio furniture for the summer season.

Over the years, the founder of the company continued to

cient fireplaces for their homes. In addition to selecting high-

Patio has customer service, reputation, and decades of

quality fireplaces with convenient temperature-control set-

experience as a family-run business, making it a popular

expand into more retail and less manufacturing, as his prod-

tings, consumers want innovative designs and eye-catching

choice for its Denver–area clients. Lehrer Fireplace &

uct offerings grew. Lehrer Fireplace & Patio’s second store

flames. “People are still willing to pay top dollar for the best,”

Patio performs many teardown-and-replace projects,

opened in 1993, with the third (and eventually, largest) store

Lehrer says. “Mendota’s the best fireplace on the market.”

estimates for projects, and installations. The store is

opening in 1999. Lehrer Fireplace & Patio now proudly offers

Lehrer explains that while many consumers still gravi-

dedicated to providing superior assistance at each level

the top fireplace and grill brands to its customers. Lehrer

tate toward traditional log sets in his store, customers have

of the purchasing process, from selecting the perfect

says, “We do really well with Mendota.”

embraced clean lines; simplicity; and an added focus on

fireplace, grill, or piece of furniture to fixing any prob-

the look of the flames, doors, and personalized features.

lems that might arise with installation or use. “People

saw a Mendota fireplace, in the late 1980s. The mesmerizing

“We do more contemporary fireplaces now, in the past few

realize they are best off purchasing products from a

flames and stunning fireplace design stayed in his mind, and

years,” he says.

local dealer,” Lehrer says.

Lehrer recalls being instantly impressed the first time he

he set out to carry the brand at Lehrer Fireplace & Patio. “I

Lehrer notes that although there was a trend, for a short

He adds that doing the store’s own installations is hard

went into a person’s house, and I said, ‘Wow, that fireplace

time, that larger was better, he notices many of his customers

work, but customers appreciate the company’s attention to

and its flames look better than other ones I’m selling.’

selecting standard sizes for their fireplaces—in the 36- to 40-

detail and its follow-through in solving issues. They can also

Mendota’s claim to fame is its efficiency, and it has so much

inch range. While black remains the most popular color for

depend on Lehrer Fireplace & Patio to offer products from the

to choose from,” he says.

the front of the fireplace, Lehrer explains that consumers

best companies—such as Mendota—in every category, to

appreciate the contemporary media options Mendota offers,

make their homes more cozy and luxurious. “We’re willing to

such as clear ice cubes, river rocks, and midnight-black glass.

do what it takes until a customer is satisfied,” Lehrer says.

He called Mendota to ask to sell its products in his store.

Ken Lehrer, Keith’s brother, who manages the company’s

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Circle Reader Service No. 17

SPOTLIGHT

PRODUCT

BOLTSOF BRILLIANCE 01

I

This season’s outdoor fabrics are all about vibrant colors and bold geometrics.

t’s OK to judge furniture and shade products by their covers. As a first defense against the elements and a bold statement of design, fabric matters.

Sarah Keelen, design consultant to Bella-Dura® (Garfield, New Jersey), is one of many style mavens with the tall task of quickly identifying trends—while also setting them. Keelen has seen the rise of minimalist looks in recent seasons, and current pattern trends are only extending the movement.

“Geometrics are absolutely the most important pattern category right now,” she says. “Geometrics also look great with streamlined furniture frames.”

This season’s fabrics are a testament to the hard work and innovation of the textile industry. The also showcase its technological evolution.

M anufacturers agree that beautiful (and practical) fabrics can boost customer interest. In addition, they set the tone for a truly eye-catching showroom.

By GREG THOMPSON

SERGE FERRARI Serge Ferrari North America (Pompano Beach, Florida) already had a hit on its

02 01 A Batyline Iso lounge chair with a Soltis 92 shade sail from Serge Ferrari

02 Looking West from Phifer

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03

hands with its popular Batyline Iso and Batyline Duo slingfabric lines. In addition to updating the color palette this year to incorporate dual colors, pastels, and vibrant hues, the company gave new safety features center stage.

Laurent Pellequer, hospitality and furniture manager, says, “We introduced a fire-retardant version of our Batyline Eden sling/upholstery collection. Batyline Eden FR is certified by the International Maritime Organization to meet the most stringent fire standards in hospitality and on cruise ships.”

Serge Ferrari boosted its product offerings still more with the acquisition. earlier this year, of Plastitex, an Italian shortrun fabric manufacturer. “We can now offer textile customization,” Pellequer says, “in any weave, color, or pattern—even with a logo woven into the material.”

Pellequer partially credits Batyline Iso’s continued success in the furniture category to its thermofixation technology, with a maximum deflection of 2%. He explains, “The flatness of the product makes it easier to clean and more mildew resistant. Batyline Iso is also chosen for its extensive color offering, which is on point with designer trends.”

04

05

03 Suntastic’s rust fabric

04 Tempotest’s Bel Mondo collection

05 Sunbrella’s performance fabrics

06 Ultrafabrics’ Distressed Ultraleather

07 Bella-Dura’s By the Yard chenille

08 Melody sapphire from Outdura

06

07

08

JULY/AUGUST 2018 | PATIO & HEARTH PRODUCTS REPORT • 19

SPOTLIGHT

PRODUCT

According to Pellequer, getting customers to appreciate trend-driven designs is often a matter of emphasis. Stress durability, ease of cleaning, and resistance to mildew, and buyers will respond.

“Serge Ferrari Stamskin upholstery materials are marine grade, yet incredibly soft and welcoming for residential and hospitality indoor/outdoor seating—and cleanable from everything, from wine to blue jeans,” Pellequer says. “Serge Ferrari Soltis shade fabrics are built with Precontraint® technology for long-term durability and per-

01 l “Ultraleather Pebble outdoor is extremely resilient and meticulously engineered, providing protection that lasts,” Swan says.

“EPA–registered antimildew defense and enhanced fade resistance to sunlight and other harsh elements will preserve your upholstery’s good looks for years to come.”

Swan adds, “Subtle tone-on-tone warm neutrals highlight the organic granular patterning. Pebble outdoor is a timeless addition to any design vision, inside or out, in any application.”

02

03

formance. All Serge Ferrari materials offer the best return on investment on the market.”

ULTRAFABRICS With Ultraleather® Distressed outdoor and Ultraleather Pebble outdoor fabrics, Ultrafabrics® Inc. (Tarrytown, New York) continues to build its outdoor collections steadily. The new styles bring the company’s outdoor offerings to seven collections and 55 SKUs. According to A.R. Swan, director of marketing, the Ultraleather Distressed outdoor fabric defends itself against sunlight, moisture, and other elements, providing optimal protection and durability. Tone-on-tone colorations create a vintage appeal for this seating material.

01 Serge Ferrari’s Batyline Duo at the Villa AmanJango

02 Phifer’s Blue Mood

03 Pebble outdoor Ultraleather from Ultrafabrics

04 Sunbrella’s performance fabrics

grouping from Phifer, with vibrant colors that will accentuate this trend.”

Furniture-fabric design has long borrowed ideas from clothing’s fashion trends.

Monica Thornton, director of design, is seeing more interest in transitional design trends, which project patterns that are contemporary and tailored.

“Geometrics are still strong for Phifer,” Thornton says, “and we are seeing more influence from menswear, as in suitingpplaid designs. Phifer’s Blue Mood collection speaks to a more masculine (yet boldlly colorful) l trend and highlights the visual power created by a bold neutral when it’s paired with saturated color.”

Influences that draw from natural and handmade looks are also on the horizon for Phifer in 2019, with consumers looking for avenues to connect with what is familiar, but looking for ways to stand out at the same time. “Global styles, such as tribal and Southwest, are the goto looks for Phifer’s Looking West collection, as seen in new jacquard pastel introductions such as Eaton and Joplin,” Thornton says. “Phifer sling fabrics will feature relaxed, textured weaves and multicolored effects that feel softly rustic and handmade.”

In addition to paying attention to the fashion world, Thornton reveals, the mood of current events can even influence fabric design. “In today’s world of uncertainty and chaos, there is a real need for feel-good colors that soothe the soul,” she says.

“Last season’s blaring outdoor brights have a toned-down and softly iced feel for 2019. These softly filtered variations can be found in Phifer’s Easy Breezy collection, a cheery-but-comforting palette perfect for coastline or poolside.”

Brisa® brand Distressed outdoor and Brisa original outdoor fabrics are the company’s most popular outdoor collections, followed by Ultraleather Cora outdoor. Swan attributes their popularity to the brand’s “breathable performance fabric, engineered and handcrafted with softness, beauty, and durability in mind, with an exclusive ventilation system that elevates the experience of comfort in any seating application,” he explains.

PHIFER The latest stock introductions from Phifer Inc. (Tuscaloosa, Alabama) feature more color than in previous years, in a move designed to spread the benefits of bold hues more evenly across sales territories. Hugo Benitez, national market manager, designed fabrics, explains, “We often would see strong sales in regional markets on certain groups with more color. The difference, now, is that we are seeing consistent sales on these groups throughout the country. Next year, the market will see a Resort collection themed

20 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

04

OUTDURA Sparkle and Rumor remain best sellers for Outdura® (Hudson, North Carolina).

According to David Meeks, vice president, casual furniture, Sparkle is a textured dobby priced as an A grade fabric. Rumor is a “higher-end dobby with a unique textured yarn and appearance,” Meeks says.

Outdura’s best sellers consist mostly of plain-weave solids (Sparkle, Rumor, and Avila). Those solids, with a wide array of color options, have what Meeks calls the best abrasion results in the industry (withstanding more than 60,000 double rubs), creating value for customers.

“Both the plain-weave solids and Sparkle fall into an A grade for most of our customers, and that translates into a quality fabric option for the end consumer,” Meeks says. “Rumor and Avila are two of our more popular full-

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SPOTLIGHT

PRODUCT

body textures. Both use a bouclé yarn that creates this textured look. Attractively priced, both Rumor and Avila offer an upgrade from our A grade fabrics for those customers looking for a more luxurious look and feel.”

Convincing consumers that fabrics matter is a question of emphasizing the right attributes.

“Focus on the performance features of solutiondyed acrylic when competing against the mass c hannel,” Meeks says. David Heiman joined Outdura in October 2017 as sales manager, casual furniture, specializing in solution-dyed fabric. Performance features to emphasize, he notes, are its easy care and cleaning, its bleach cleanability, and that it is fadeproof. Compare double rubs and warranties, and emphasize that it is made in the United States.

Neutrals, especially grays in textured solids (priced as A and B grade fabrics), are resonating particularly well with Outdura customers.

“Accent pillows in higher-end dobbies, stripes, and jacquards (in geometric styles) are also very popular,” Meeks says. “Deciding on which areas to pursue is a result of attending trade shows and color-trend seminars, reviewing trade magazines, and visiting patio stores. We ask our customers what they want from us, an d we take their requests seriously.”

SUNBRELLA Last season’s Makers collection from Sunbrella® (Burlington, North Carolina) marked another winner for the venerable fabric maker. Allen Gant, director, outdoor market, reports that this year’s follow-up introduction will be the Pure collection, in a “realization of shape, texture, and color—and how nature plays a role in that continually renewed expression,” he says.

For specialty retailers who want to accentuate the functionality and aesthetics of fabric, Gant encourages a view of outdoor spaces as an extension of the home. “When people invest in topquality fabrics and true outdoor performance, they will realize the incredible value that their outdoor spaces can provide,” he says.

“Retailers need to focus on what matters to consumers and on how they can affect th eir customers’ lifestyles. Sunbrella absolutely can improve the quality of life outdoors and create an outdoor-living experience that will last,” Gant adds.

Sunbrella fibers are saturated with highly UV-stable pigments, helping the fabrics to resist the fading and degrading effects of sunlight.

Gant explains that customers will seek (and be willing to pay for) these attributes—particularly for fabrics wit h a one-of-a-kind feel—because they are searching for a lasting experience.

“We’re going to see more personality and juxtaposition infused into spaces and mixing of pattern, color, and scale in an unconventional way: modern with vintage styles, collected with inherited pieces, and new designs with classics,” he says. “Texture is also more important than ever,

01

01 Mesa Cozumel from Bella-Dura

02 Raffaello and Michelangelo (in orange and taupe) from Tempotest

03 Gray fabric from Suntastic

04 Outdura’s Avila granite

02

03

04

with tactile, simple, and humble materi als alongside textiles that mimic natural, raw, weathered materials.” Contrasts in texture are also trending, with combinations such as “matte fused with shiny, flat textures paired with high-gloss finishes, and mixtures of natural and synthetic textures,” Gant says.

SUNTASTIC Where is the opportunity in outdoor furniture?

Certainly, customers are looking for bold new

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frames and configurations, but Jack Cobb, presi dent of Suntastic® Outdoor Performance Fabrics and Performatex Fabrics (Gaffney, South Carolina), believes that new interest can be sparked by an increased focus on fabric design. Too often, he says, fabric has been a second- or third-tier consideration for the buyer of traditional outdoor upholstery.

“As more residential companies and online retailers enter the outdoor-furniture market, they will bring with them their expertise and focus in fabric merchandis ing,” Cobb says.

“Specialty retailers need to stay ahead of this curve and offer consumers the designs that they are seeking. Likewise, as nontraditional retail outlets enter the market, value will play a big role in buying decisions. Our fabrics can help address this dynamic by offering merchandised solution-dyed designs at value prices.”

Suntastic’s offerings include solution-dyed acrylic and solution-dyed polyester jacquar d woven fabrics, along with dobbies and embroidered textures. Cobb notes that the solutiondyed acrylic has a five-year warranty for UV fading, and the solution-dyed polyester has a threeyear warranty.

“The largest-selling individual fabrics are plain, but we merchandise the jacquard and embroidered designs to complement the collection,” he says. “The fabric is manufactured in China and warehoused in South Carolina.”

With outdoor spaces gaining traction as primary living areas, Cobb sees indoor retailers going full speed into the market, and manufacturers are responding to the indoor sensibility in their designs.

“We use international designers with experience in all market segments,” Cobb says. “We research design trends and apply them to our outdoor collection, without the limitations of a p revious outdoor paradigm.”

BELLA-DURA Bella-Dura expanded its best-selling By the Yard collection for 2018 with the addition of 64 new SKUs. These allowed for greater flexibility in continued on page 92

Circle Reader Service No. 23

MARKETING MANEUVERS

GROWINGSUCCESS

BY KIMBERLY RODGERS | PHOTOGRAPHY BY BRYAN OSTER

Skylar Ireton

In just a few years, this San Diego retailer has expanded his presence, both in-store and online.

The stores source premium local and U.S. casual lines

L

ike many entrepreneurs, Skylar Ireton, owner of Skylar’s Home & Patio (Carlsbad, California), has an interesting story about how he came to found his business. In 2002, Ireton saw an ad for a mattress in the local PennySaver publication. He says, “The man who owned the store had an awesome operation. I bought a mattress and started making deliveries for him.” The store’s business model was selling indoor furniture (and eventually, outdoor lines), at wholesale prices, to the public. In a short time, Ireton went from making deliveries to the top job, running the operation. He comments, “Along the way, I learned a lot of what not to do.”

In 2010, Ireton joined another

furniture retailer. Using what he had learned about the industry, he helped the company’s sales explo de, almost overnight. Within a year, he decided that if he was doing all this work, he might as well work for himself—and Skylar’s was founded.

Ireton didn’t have much cash on hand, but with a little help from his parents, a written business plan, and some well-established relationships with vendors, he was able to move ahead. He explains, “The manufacturers had known me a long time and gave me whatever I n eeded, including consignment on all the furniture.”

Ireton opened his business when the economy was still in a recession, which proved to have some benefits.

“I opened my first store in down-

24 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

town Carlsbad, just three blocks from the beach, and I got free rent for several months (which was amazing),” he says. He didn’t receive any tenant improvements on the 5,800– square-foot store, but the owner of the buil ding was happy that the space was no longer vacant, and Ireton landed in a great location.

The affluent coastal community of Carlsbad, about 35 miles north of San Diego, is a prime market for furniture buyers. Ireton says, “We have a great downtown location in a hightraffic area.” In 2014, Ireton opened a second 15,000–square-foot building in Kearny Mesa, a thriving shopping/residential area in San Diego.

Both locations offer premier indoor and outdoor furnishings from the top names in the industry.

From almost the beginning, Ireton’s business partner and best friend, Brent Holland, has worked side by side with him, helping to make Skylar’s the success it is today.

“I brought him on three months after I opened, and we partner in everything. I handle marketing and sales, and I leave everything else up to him,” Ireton says.

For all the segments of the business, the priority is offering highquality lines made in the United States (and locally, when possible). In the outdoor category, Skylar’s does a large amount of business with Sunset West (Vista, California). “Sunset West offers an eclectic blend, and the company’s collections mix very well together to help us bring that indoor feeling outside,” Ireton says.

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MARKETING MANEUVERS

A second location opened in 2014 in Kearney Mesa

Lines from nearby manufacturer Sunset West are big sellers

Other customer favorites are products from Kingsley Bate and POLYWOOD®. The manufacturer’s furniture, made of recycled-plastic lumber, is a big seller with both residential and commercial clients.

Ireton says, “It fills many of our commercial clients’ needs, from YMCAs to homeowner associations to breweries nationwide—and the furniture works in almost everyo ne’s backyard.

It is the easiest company to work with and has a great story.” It’s also a big plus, he adds, that all POLYWOOD furniture is made in the United States.

ONLINE MARKETING Since he opened his first store, Ireton’s overall advertising strategy has evolved from print to digital platforms. Today, social-media sites play

26 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

a prominent role in the store’s marketing efforts. Along with regular posts on Fac ebook and Instagram, the company makes various videos available on YouTube and Facebook.

Ireton comments, “We have gotten into social media and making videos in a big way since we overcame our fear of making them.”

He notes that the ways people shop for and research products have changed. Print advertising is not dead, but it’s definitely not in the forefront of marketing anymore.

Ireton explains, “We want to be in front of customers’ eyes while they are scrolling through their Instagram and Facebook pages.” Certainly, using social media played a big role in helping Skylar’s set itself apart from the sea of other specialty retailers in Southern California.

From day one, Ireton’s goal— along with offering a good value and excellent products—has been to provide the best service to all his customers. This appr oach has earned Skylar’s scores of glowing reviews on Google and Yelp from happy customers. Ireton says, “Our reputation speaks for itself in these reviews. We always want our customers to walk away satisfied.” As retailers compete for top placement on search engines, it is important, he comments, “to have people say good things about you online and create positive chatter about your business.”

The burgeo ning popularity of Houzz and Pinterest is also playing a key role in attracting buyers.

Customers are now coming into both stores asking to create certain looks that they have found on these websites. Ireton notes that people are using internet research as a source of inspiration for decorating their own spaces. “Buyers want to recreate a look they see on these sites,” he adds. “Instead of being product driven, consumers are now after a certain style.”

All marketing, including social media, is coordinated by an outside advertising company. Previously, marketing was under the direction of an in-house employee; however, Ireton says, “I would rather pay a company that has a team of people to quarterback it all.” The website

for Skylar’s (www.skylarshomeand patio.com) has recently been revamped to drive more traffic to both stores.

For any look a customer wants to create, Skylar’s design-services staff can meet the challenge. The company’s experienced team of interior designers/product specialists can help transform any room of a home or fill the needs of a commercial venue. Customers regularly use the store’s design services for both the interiors and exteriors of their homes. Ireton says, “Today, many new homes are built with dedicated outdoor-living rooms. Our customers are buying outdoor sets right along with their family-room pieces—and sometimes, the outdoor sets cost more.”

Skylar’s offers online sales on its website, but in the near future, it will be teaming up with a prominent online merchant to take over the day-to-day coordination of this segment. For any retailer, it takes a lot of work to keep up with on line sales while still maintaining a successful brick-and-mortar operation. Ireton comments, “This company has the people dedicated to keeping up with constantly changing photos and prices, along with the site maintenance that online selling requires.”

Business is growing for Ireton, as he plans to launch an additional online-only retail store under the Skylar’s umbrella. The site will focus on quick shipme nt of products to Southern California locations.

“With this site, we will zero in on our frequency of shipments in a more localized area,” Ireton says.

Using a San Diego delivery service and sourcing from nearby distributors, the store will guarantee customers a 72-hour turnaround from order placement.

Ireton also has a thriving high-end staging business that requires much of his time. Staging has now become comm onplace for real-estate listings, and Skylar’s is well positioned to fill the need, with its inventory of indoor and outdoor furnishings and accessories. Ireton says, “The realestate market in Southern California is currently a hot one, and the demand is huge.”

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Circle Reader Service No. 27

HEARTH RETAILER

Years in THE MAKING Maschino’s fulfills its founders’ legacy of providing exceptional products and service.

BY MAURA KELLER PHOTOGRAPHY BY STEVEN JONES

For many companies, corporate and product visions are initiated on the back of a napkin, in a local hamburger joint, or at a kitchen table. When E.J. Maschino and his wife, Leola, started Maschino’s (Springfield, Missouri) in 1952, they began their journey with a dream of offering superior hardware products in a way similar to what E.J.’s father, George, had done before him.

This hearth and outdoor-living retail business began as a hardware store with a unique tag line: Maschino’s Hardware—Just a Step From Your Car. While George Maschino had originally opened a hardware store in 1903, it was sold after his death, in 1931. E.J. dreamed of following in his father’s footsteps and opening his own hardware store, and he succeeded 21 years later. In 1972, E.J. and Leola’s daughter, Nanc y, and her husband, Gary Brown, took over the business when E.J. died.

Greg Nutting, general manager, says, “In the ensuing years, the product mix expanded to include fireplace screens and wood stoves. In 1987, the hardware and basic housewares were sold, and Maschino’s began including patio furniture, upper-end housewares, and fans, as well as a bridal registry.”

Since the mid-2000s, Maschino’s has focused on providing both retail customers and builders with leading-edge gas, wood, pellet, and electric fireplaces and stoves, as well as on patio and grillisland design and sales. “At Maschino’s, we pride ourselves on our product knowledge,” Nutting says.

“Every year, we attend HPBExpo and Casual Market Chicago for accessories,” he continues. “Our service department attends manufacturers’ trainings throughout the year. We often hear from our customers that they get more in-depth details and specifics from our sales staff and service

Fireplaces are displayed alongside unique items such as this pickup-truck cooler

Greg Nutting and Nancy Dornan

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HEARTH RETAILER

Fireplace vignettes resemble rooms in real houses

technicians than from our competitors.”

For many of today’s homeowners, exceptional hearth design is the cornerstone of the home’s design. That’s why Maschino’s hearth department carries a wide variety of products and options.

As Nutting explains, the company offers a wealth of gas-heating products, both direct vent and vent free. It currently offers 10 vent-free options, including a linear unit that can be fired up for customers. There also are seven fully functional direct-vent models, including a linear model, in the store.

“Electric fireplaces have come a long way. We have a specific area of our showroom dedicated to just electric models,” Nutting adds.

The Maschino’s team has also made log sets stand out with added enhancements. These include incorporating reflective glass to add extra sparkle; painting the interior of the firebox chocolate, black, or charcoal, based on the facing color; installing rear reflective panels that give the illusion of an extra row of flames; providing one-piece custom hoods painted to accent the fireplace facing; and offering remotes with both on/off and thermostatic controls.

“Our key lines are from Empire Comfort Systems, Kozy Heat, Majestic, RH Peters on, Town & Country, Mendota, Modern Flames, RSF, Vermont Castings, and Regency,” Nutting says. “We try to get exclusives for a certain territory on our lines. That is not always possible, but when it’s possible, that is our goal. We do offer competing lines with other

Reflective glass adds sparkle to the hearth

hearth dealers in the area, but we are competitive with pricing for our builders, and our service sets us apart.”

Possessing such a long and r ich history means that Maschino’s also has a unique understanding of consumer trends and purchasing patterns.

According to Nutting, consumers are constantly being bombarded with remodeling or makeover house shows that can create unrealistic expectations.

“We have the unfortunate task of telling them that in their homes, due to building codes or manufacturer specifications, they cannot always do what they see on television,” Nutting says.

Over the past 30 years, Nutting has seen the fireplace market evolve from strong wood-burning sales in stoves and inserts to a strong gas market. “Total electric sales have always been very small, but we are seeing a large growth in this area,” Nutting says. “Pellet-appliance sales have always been volatile, with ups and downs in the supply of pellets affecting total sales of products.”

Nutting recognizes that in the Midwest, it sometimes takes a little longer for national trends to influence local customers who are considering different manufacturers’ designs.

30 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

Linear contemporarystyle fireplaces, however, are gradually becoming more popular with the store’s consumers. “For the custom builder, I am quoting linear fireplaces about 50% of the time,” Nutting says. “The trends that seem to be coming on strong in our area include the linear fireplace—whether ventfree gas, vented gas, or even electric.”

Nutting is seeing patio sales being driven more by seating and less by dining.

“While we still sell off the floor, we are seeing more boutique sales,” Nutting says.

These transactions use the company’s design teams, which conduct a site visit and develop an overall patio and grillisland design for the customer. Then, furniture and components are ordered to meet the customer’s specific style preferences and needs.

“Firepits, both gas and wood, are more popular than ever before. We offer a wood-burning firepit that recycles its smoke,” Nutting says. “This is becoming one of our staples. We are seeing an increase in our sales of builtin grills and high-end portable grills.”

Nutting adds, “Fireplaces have changed a lot with the electronic-ignition systems, which make it hard for customers to work on the units themselves. This has led to a large increase in our service work.”

HISTORICALLY SPEAKING With such a long history, Maschino’s has made a name for itself in the Springfield area and surrounding communities. Nonetheless, the company does integrate marketing techniques into its sales strategy. Television accounts for the largest percentage of the store’s advertising budget. In addition, Maschino’s uses radio advertising, geofencing, Houzz, Facebook, and online commerce (at

www.machinos.com)—along with magazines, networking, and word-ofmouth marketing.

“Our online sales are a very small percentage of our sales,” Nutting says.

“We use the website to show people our list of products w e can provide.

Because of our length of time doing business, people who move out of the area can still use us as a source that they know and trust.”

Being in business for decades means that this family-owned and -operated entity has faced myriad challenges.

One of the biggest challenges today is that territory is not protected, on certain product lines, from other fireplace dealers and internet sales.

“We are put in a tight spot when customers buy online and then need warranty help,” Nutting says. “You want to help them, but they took the risk by getting the product online to try and save a few dollars.”

Another challenge that Maschino’s faces is adding to its workforce. “We are in the process of expanding, and finding people who want to work, who give you a full day’s work, who show up on time, and who h ave integrity is difficult right now,” Nutting says. “Luckily, we have a great team assembled now, but in expanding, this will be a tough area.”

While providing exceptional hearth and outdoor-living products to consumers is the backbone of Maschino’s business, the company also works diligently for others—supporting the arts and nonprofits in many ways, over the years. For example, four times a year, Masch ino’s hosts a threemonth juried art exhibit featuring the work of local artists. Each exhibit has an accompanying artists’ reception and awards ceremony.

In December, the company hosts a Saturday-afternoon book signing, for up to 20 local authors, to support the Writers Hall of Fame® of Missouri. An afterglow reception following a symphony performance is also held for selected audience members each year, and a designers’ lunch on alternating months is hosted on the store’s sales floor.

“We have been the site for a variety of meetings and seminars, over the years,” Nutting says. “In addition, we actively support local arts and nonprofits with donations and products.”

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MONT IG O / O UTD O O R / H38S VO / CO O L TO UCH EN CL O S URE

OUTDOOR GRILLING

CANADIANBARBECUE Sizzling-hot BBQ Québec boasts record expansion in a market starved for barbecue.

BY CHERYL DANGEL BARTOLINI

The stores feature grills from Weber, Napoleon, Fire Magic, Kamado Joe, Blaze Grills, and Arteflame

Max Lavoie

BBQ Québec (Montreal, Quebec) saw a void and seized the moment to fill it. As a result, a retail operation that began with a small section of grills in a hardware store has grown astronomically. In just six years, BBQ Québec has grown from being a blog without a checkout cart to a force to be reckoned with throughout Canada. Moreover, its growth isn’t stopping there. The retailer of highend grills, accessories, sauces, and rubs is now part of a growing Canadian empire. Could expansion into the United States be next?

Originally based in Quebec City, BBQ Québec was founded by two brothers, Max and JeanPhilippe (JP) Lavoie, about eight years ago—when they started selling grills and accessories in their parents’ hardware store. To support the fledgling business, they started a website, www.bbqquebec.com. It was simply a blog (with some recipes), where people who loved barbecue could congregate online.

Max Lavoie, who prefers the title of barbecue guru over that of president, remembers, “My main focus was on barbecue—discovering new products and promoting the barbecue life.” The media discovered the blog, and soon Max and JP (who

Ariane Lavoie

replaced his title of vice president with that of barbecue master) were doing a lot of radio and television interviews. “Every radio station was calling us,” Lavoie says, “even those in Montreal—and we’re in Quebec City.”

Lavoie explains that few Montreal residents would ever seek out a store in Quebec City, unless they had absolutely no other recourse. “No one would come to Quebec City from Montreal, so we knew we had something special and had to go larger than our parents’ store.”

That started what was to become a whirlwind growth spurt. The duo started by opening an 800– square-foot store in Quebec City, along with a 5,000–square-foot warehouse, in 2014. Consumer feedback pointed to a need for a barbecue store in Montreal, so the brothers chose a location for their second retail operation (and now, the company’s headquarters) next to an IKEA store in Montreal’s South Shore district. The store has a 2,500– square-foot showroom and another 5,500 square feet devoted to offices for about 25 employees.

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In 2016, with little time to breathe between store openings, they launched their third location: a 3,500–square-foot showroom, including classroom space, next to another IKEA, in Montreal’s North Shore area. “We thought it would be the en d of opening stores because we were near every big city in Quebec,” Lavoie says. “Then, everybody wanted a local store—and there are 600 cities in Quebec Province, so we had to find a way to supply everyone.”

It sounds like an impossible feat, but nothing seems impossible for the Lavoie brothers. While they were opening stores, their parents’ independent hardware store (which still sold their barbecue products) joined forces with the BMR Group of more than 200 hardware stores and home centers in Quebec, Ontario, the Maritime Provinces, and France. When BMR saw the BBQ Québec operation within the hardware store, inspiration struck.

In short order, the Lavoie brothers came to an agreement with BMR to open BBQ Québec Zones in its stores.

The brothers presented the concept to the stores, and 16 locations signed up to devote a section of their stores to BBQ Québec and its topselling grills, along with a selection of accessories, sauces, and rubs. The zones range in size from 400 to 1,000 square feet. Another 50 locations took on a 4-foot display selling accessories.

The rollout was fast and frenetic. Lavoie says, “We did one trade show to sell our concept that year, and we toured all of the BMR locat ions, doing events and giving classes, for the rest of the year.”

Since their products weren’t available near

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OUTDOOR GRILLING

This creative Weber display appeals to customers

their favorite farmers’ market in Montreal, the Lavoie brothers decided to open a fourth store, with 700 square feet, right in front of the market. “We thought that since we loved that farmers’ market and barbecue so much, it would be a great fit to open a new store,” Lavoie says.

“With 2 million people living on the Island of Montreal, it couldn’t be bad.”

So far this year, they have added another 10 BBQ Québec JP (left) and Max Lavoie Zones to the concept and created the option of a 2-foot display for an additional number of outlets. In addition to The company’s marketing, including social their four stores, they now have 110 BMR stores media, is all executed in-house and is far from a carrying their products “We are a distributor with textbook plan. For example, at the downtown added value,” Lavoie says of the operation, which Montreal location, it hosts Yoga & BBQ on Saturday mornings in the summer; 30 or so employs more than 60 people (and is still hiring). women turn up to work out and then eat vegetariNeedless to say, business is good. “I cannot coman barbecue. It also hosts a barbecue camp, which plain becau se most of our customers just want to barbecue all the time. We are not a seasonal busiis an annual event spanning three days. In May, it ness,” Lavoie states. “If you need something in launched a new website, along with the Lavoie February, we’ll have it,” In fact, sales are robust year brothers’ second book, “Lavoie du BBQ” (Guy round, despite the area’s brutal winters. “We are Saint-Jean, 2018), which includes many unusual used to being outside. Cooking outside warms you recipes. up in the winter. It makes us happy; it is an accomAlso in May, the business launched a web series of eight episodes (to be available on Facebook) plishment. Everyone in Quebec would rather cook looking at how the BBQ Québec team is going to outside,” Lavo ie reports.

The store carries brands that include Napoleon, make it to the annual American Royal World Weber, Kamado Joe, Blaze Grills, Fire Magic®, Series of Barbecue® in Kansas City, Missouri, this and Arteflame. “We focus on the highest quality October. BBQ Québec recruited a team of seven we can supply to our customers. They invest in people chosen from applicants who entered a consomething to be happy with it for life,” Lavoie says. test by writing why they should be on the BBQ

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Québec team. Lavoie says, “Some are experts; some are not experts at all.

Some a re chefs, but not everyone is into barbecue, so it will be a real team. They will complement each other.”

The webcast is actually a reality show detailing how a team comes together, learns, and competes at the world-renowned American Royal cook-off. It will have armchair barbecue enthusiasts, watching from home, identifying with someone in the ensemble cast. “They will be trained together, and we will suppo rt them as they become the best barbecue team that ever lived,” Lavoie says.

“All summer, we’ll film everything we do until the grand finale at the American Royal competition. That will be a surprise.”

JP spends much of his time giving barbecue classes and selling grills in the field. “He does a lot of sales and promotion, and he probably teaches six to seven classes a week, with 20 to 25 people in each,” L avoie says. “We do what we love to do, and we think we are a new kind of entrepreneur.”

Another key member of the team is Lavoie’s wife, Ariane, who handles the business side of the operation and was recently named copresident.

The team also markets its own rubs and sauces, the recipes for which can be found (in French) in their books. “Three years ago, I published a book, “BBQ au Max” (Guy Saint-Jean, 2015) , that included recipes for a lot of sauces and rubs.

Many people didn’t want to make them from scratch, so we started making them and bottling them,” Lavoie explains. The company now sells seven BBQ Québec brand sauces and seven rubs, along with its own brand of charcoal, wood chips and chunks, and pellets of sugar maple.

With such growth in just a few years, you wouldn’t think that there would be much l eft for the Lavoies to do but sit back and enjoy the fruits of their labors, but that isn’t the case for this young, ambitious pair. They just signed a deal with IGA, a grocery-store franchise with 230 locations throughout Canada, to sell their sauces and rubs.

They launched a website (www.bbq-experts.com) for the international market and took over www.bbq.fr, a website that they purchased to work in the F rench market. They plan to begin developing the website in the near future. After all of that, don’t be surprised if you see BBQ Québec popping up in the United States.

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SHOWROOM SHOWCASE

The outdoor-kitchen design center

RETAILREDUX A Southern California retailer refreshes its business and sees big sales.

BY SHARON SANDERS | PHOTOGRAPHY BY JON GORR

t’s no secret that the retail landscape is not what it used to be. The rise of the internet, growing competition from big-box retailers, and many other factors are causing specialty patio retailers to rethink the way they do business. Cal-West Resort Living (Murrieta, California) is one of those retailers. The 29–year-old family-owned business has opened its eyes to today’ s realities of being a retailer and has refocused its efforts to make its business stronger than ever.

Located in a Southern California desert community about 85 miles southeast of Los Angeles, the company has always been a leader in its market. It was started in 1989, by Lina and Paul Phillips, as a pool/spa-maintenance and -repair business called Calwest Pools and Spas. The area’s booming demand for pools and spas kept the couple busy for many years. Eventually, the business opened a retail showroom offering above-ground pools, hot tubs, grill islands, landscaping services, and patio furniture.

Then, the market began to change. It became saturated with competitors, and cheap pricing on the internet made it impossible to compete. The store dropped the pool category, replaced it with fireplaces, and evolved into Cal-West Resort Living.

I

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Fast-forward to 2016, when Lina and Paul’s son, Jordan (who had previously owned his own patio store), came in to help his parents run the business.

After a short time, it was obvious to him that the store was missing the spark that it once had. Jordan Phillips, operations manager, remembers, “I saw so much potential, but the business was in a rut. The show room needed updating, we were wasting our energy doing things that weren’t making us money, and we weren’t catering to our customers’ needs anymore.”

He was on a mission to breathe new life into the store. His ambitious first plan of action was to bring in gas logs and modernize the store’s fireplace section to include burning displays. He says, “People can’t get excited about logs sitting on a rac k.”

Phillips knew that his father would be hesitant to remodel, so he started the project while his parents were on vacation. He took over a space on the showroom floor that wasn’t being used and transformed it into a fireplace showcase featuring two burning log sets, seven burning fireglass displays, and six log sets nestled in custom wall insets.

“Within the first year, almost every customer who c ame in looking for logs would make a purchase. We went from selling five log sets a year to selling 40

The store is an exclusive Tropitone vendor

“In the past, we carried a variety of brands (with prices from low to high) just so people would have choices, but we ended up satisfying no one,” he explains, adding that when local big-box retailers started picking up their game, it became even harder to sell some of the lower-end brands.

He took a hard look at the store’s sales numbers and discovered that Tropitone was its bestselling brand, despite the fact that the selection was limited. It didn’t take long to figure out that Tropitone was the one brand (of all the brands that the store sold) that had the best margins, that offered the most value, and that people would ask for by name.

The determining factor in

From left: Paul, Lina, and Jordan Phillips

Furniture is priced to appeal to a specific customer base

sets a year,” Phillips explains, adding that the log display has already paid for itself. He says, “We also brought in Stoll fireplace doors for the first time, which was the perfect way to round out the fireplace offerings.

Having everything together has made a huge difference.”

In 2017, Cal-West rebooted its patio-furniture business when it became an exclusive Tropitone dealer. Phillips reports that the Murrieta market has always been tricky for patio furniture because many people are more concerned about price than about quality.

going exclusive was the fact that the pricing was just low enough that customers didn’t feel the need to negotiate. Phillips says, “It is the perfect price level for our market, and Tropitone allows us to sell our products at a price 20% lower than what’s available online. This is something all manufacturers should be offering brick-and-mortar stores—so they don’t have to worry about losing a sale to the internet.”

He adds that the product quality is excellent, but if a piece of furniture arrives and it’s not what the customer expected, Tropitone will

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SHOWROOM SHOWCASE replace it free of change, no questions asked. “This is important to a small business like ours. We need products we can stand behind and a company that stands behind us. Tropitone is the brand that makes us shine,” he says.

Cal-West now has a specific target customer for its casual furniture (instead of trying to please everyone). “We aren’t known as the place to come for cheap deals anymore.

Our store attracts a customer who wants quality, not someone who wants to haggle on price. When people come into our store, we know they are serious about buying,” Phillips says.

In the past 18 months, Cal-West has undergone a complete remodeling—from top to bottom. Along with its new fireplace area, the 10,000– square-foot showroom now has an updated hot-tub display and a new design center for outdoor kitchens. It features all the latest in outdoor appliances from manufacturers that include Big Green Egg, Fire Magic, Twin

Eagles, Alfresco, American Outdoor Grill, Delta Heat, Artisan, Napoleon, and Blaze.

It caters to contractors and homeowners who are looking for the top products available in the industry.

“We used to build islands with inexpensive grills because the market called fo r it. It was a risk to stop building them, but it has paid off,” Phillips says.

The store also has brought in a full line of firepits from American Fyre Designs. Business is still strong for its Jacuzzi® brand hot tubs, which have been staple products since the beginning. The store has positioned itself as the only Jacuzzi dealer within a 50mile radius.

As part of its remodeling, the store has shifted its hours from 9:30 a.m. to 6 p.m. (every day) to 11 a.m. to 5 p.m. (five days a week). “Once we made the changes to our store, we noticed that Sundays and Mondays had low foot traffic, so we decided to shorten our week. There were also very few (if any)

Outdoor-grilling events are popular with current and potential customers

customers during first and last hour of each day, so we shortened our hours.

It just made sense to be open during the times when customers naturally wanted to shop. It has saved us money and freed up our time,” he explains.

At this point, the Phillips family has invested close to $150,000 in modernizing the store. Overall sales increased 45% in the first year after the remodeling; not only is the dollar amount of each sale higher, but the profit margin is bigger as well. The changes have also brought the business

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a fresh energy and attitude.

“Customers are always complimenting the showroom. It’s fun to sell again because we have products that customers want to buy, and I love walking in the store and seeing how beautiful it looks. When I leave for a few days and come back, it’s encouraging to see that my parents have sold a bunch of products, and everything is running smoothly,” Phillips says. “We are getting more results than we ever expected. Cal-West is back and stronger than ever.”

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The Mackinac collection

AS I SEE IT

Wildwood dining

Lloyd Flanders values its close connection with customers.

BY SHARON SANDERS

INNOVATION AND

INSPIRATION Outdoor spaces aren’t an afterthought anymore. Lloyd Flanders (Menominee, Michigan) is a leader in this evolution, providing retailers with classic (yet stylish) luxury furniture that appeals to consumers’ growing obsession with outdoor living. Patio & Hearth Products Report spent some time with Jess Flanders, marketing manager, to take a peek into the world of this respected casualfurniture manufacturer.

Who is Lloyd Flanders, as a company?

Flanders: We have been around for over 100 years. Our claim to fame is our natural-fiber wicker, Lloyd Loom, which changed the face of the wicker industry.

Lloyd Loom was developed in our Michigan factory in 1917, where it is still manufactured today. Marshall Lloyd started the company and made wicker baby buggies. He was able to develop a process where kraft paper is spun into thread and then woven on giant looms, in sheets. Those sheets of wicker are applied to a metal frame.

Before that, any type of wicker had to be handwoven around a frame. It became a twostep process that revolutionized the production speed of wicker furniture. Our company is still the only one doing this in the United States.

When my family (the Flanders family) purchased the company in the early 1980s, it refined the outdoor properties of the natural wicker, making it a durable all-weather material that is the core of its casual outdoor line today.

What is the company’s product philosophy?

Flanders: Lloyd Flanders makes a luxury product with a focus on comfort and timeless style. When we invest in product development, we create something that consumers are still going to love 10 to 20 years down the road. We are constantly adding new collections, as well as tweaking the details on our most popular lines.

We have 20 custom finishes available for all of our Lloyd Loom products, which is something that differentiates us from the competition, along with the fact that we offer over 500 fabric choices from Sunbrella® and Al Fresco (Altizer & Company).

In recent years, we have expanded the big picture of our company to include high-end resin wicker and teak as well. We are all about staying true to our roots and giving customers what they want.

What does a casual-furniture manufacturer need to do to be a leader in today’s marketplace?

Flanders: Being a leader takes constant innovation and maintaining a close relationship with retailers (really paying attention their needs). It’s also about inspiration.

The retailers we work with today own a wide variety of businesses: special-order only, pool and patio stores, patio and hearth stores, and even nurseries with large patio sections. Everyone is looking for something different. When dealers come into our showroom, it’s important to us that they walk away feeling that they have seen something new that’s going to get them excited about the selling season.

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How are people using their outdoor spaces today?

Flanders: The outdoor space is an important part of one’s home that is meant to be lived in and enjoyed just like interior spaces. Over the past few years, people have been investing more in hardscape and exterior-design planning, which is great for our industry.

We are always checking to see how people are using their spaces.

There is a lot of buzz in the industry about chat groups. Chat groups are the answer for people who want the perfect setting for eating, entertaining, and relaxing. Motion is also huge, as everybody loves the relaxation that swivels, gliders, and rockers offer.

Lloyd Flanders is strong in this area. We have incorporated motion pieces into most of our collections.

Which Lloyd Flanders pieces/collections have been consistent favorites?

Flanders: The Reflections collection is the top seller in our Lloyd Loom category and has been for many years. Introduced in 1987, it features a traditional (yet clean) silhouette that blends well with any decor. To keep the styling current, we refine the details every few years. We recently updated the back cushions to include two buttonless looks that bring the collection a modern touch. At this point, it is a full collection that includes seating, dining, motion seating, and motion dining.

Our Grand Traverse SunLoom vinyl collection is another favorite that has been around for the past 10 years. There is nothing exactly like it on the market, which really makes it stand out on a showroom floor. It comes in two finishes, bisque and caramel, and has a wide range of options, so people can easily add new pieces every year. We also have a comprehensive replacement-cushion program.

Which Lloyd Flanders products are gaining the most momentum in 2018?

Flanders: We have seen significant growth, over the past year, with several of our lines that feature a

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NEW EXPANDED SHOWROOM SEPT. 25-28 STE 1473 CHICAGO FOUR NEW COLLECTIONS ALL YOUR FAVORITE BEST SELLERS Circle Reader Service No. 41

AS I SEE IT mix of loom, woven vinyl, and teak. One of them is the Mackinac collection, a deep seating group that features an open-weave vinyl wicker with teak tabletops. In 2017, we introduced Wildwood, a teak collection with loom back panels, and Catalina, a contemporary loom collection with teak accents.

All three have retailed extremely well. Styles and trends have changed so that people don’t want everything to match, and all three of these collections blend well with other furniture. As the demand for eclectic design grows, we are developing pieces that are easy to mix and match— so people can create a casual pulled-together feel.

What emerging trends do you see in casual furniture?

Flanders: Along with the growing interest in eclectic design, people are also having fun playing with finishes and fabrics. Outdoor fabrics have come so far in hand and design that it’s fun to see how they can add personality to a piece of furniture. Even neutrals have evolved to include interesting textures (such as chenille) and threads.

When it comes to frame finishes, we have seen increased interest in colored frames. Denim blue was big last year, along with green. I think greens and blues are big because they are the colors of nature, and they

look good with brick, stone, and wood. It’s easy to design around those colors.

How are you helping your retail partners succeed?

Flanders: We both have the same goal: to be the best possible store or manufacturer. To achieve this, we need to be on the same page. One thing we focused on last year was helping our retailers with their marketing efforts. Consumers are inundated with design imagery these days—in social media, on the internet, and in magazines—so they know they have choices when it comes to casual furniture.

We want to help our retailers present information to potential customers, whether through our catalog or online. We just launched a new digital-marketing program that has given us the boost we needed in today’s digital world. It includes (among other things) sponsore d Pinterest boards, as well as Facebook and Instagram advertising.

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

Flanders: Our biggest opportunity right now, with the current economic climate, is our domestic production. The costs of labor and materials in China are

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increasing, which makes the future overseas uncertain.

There is a return to the made-in-the-United-States movement.

Our biggest challenge is the digit al world. Our website (www.lloydflanders.com) is our biggest consumerfacing tool, and we are constantly tweaking it to meet the needs of our customers.

Just as important as our own website is making sure all of our dealers have their websites in order. For many mom-and-pop dealers in the industry, the thought of technology (such as social media and websites) can be intimidating. Our sales representative s make it priority to help dealers keep their websites current with the latest photos and information, so consumers will have an online experience that will bring them to a store.

What does the future hold for outdoor living?

Flanders: Without a doubt, it is gaining steam. I see amazing outdoor settings popping up everywhere.

Hotels, restaurants, and even apartments are creating rooftop terraces, communal spaces, and poolside en tertaining areas that are comfortable and stylish.

It’s becoming the norm, rather than a novelty. After people spend time in these public settings, they want to recreate them in their own backyards, and our industry is ready to help them do it.

Circle Reader Service No. 43

MY TURN The Cordial collection in gray

The Kaffe Bistro chair

ECO-FRIENDLYCHIC Dedicated to the environment, Jensen Leisure Furniture shows that actions speak louder than words.

BY CHERYL DANGEL BARTOLINI

W

hile many manufacturers talk the talk about preserving the environment, it is more important that they walk the walk. Jensen Leisure Furniture (Sandston, Virginia), a manufacturer of outdoor furniture, does just that.

In fact, the wood in Jensen Leisure Furniture’s products is Forest Stewardship Council (FSC®) certified. This means that the FSC, which is widely r ecognized as the gold standard in forest certification by the world’s environmental organizations, has designated it as being grown and harvested in ways that preserve the world’s ecosystems, biodiversity, and water quality.

Achieving and maintaining this certification is no small feat, but it adds value to the product and gives consumers confidence in their purchasing decisions. Jensen Leisure Furni ture was able to achieve this certification because it doesn’t merely import its wood products, but actually manages its own manufacturing plant, forests, and sawmills in Santa Cruz, Bolivia.

The forest operation creates job opportunities for hundreds of people from the local communities. In addition to the FSC–certified operation in Bolivia, Jensen Leisure Furniture—in partnership with its sister compa ny, Alexander Rose Ltd. (Burgess Hill, England)—operates a companyowned wicker factory in Cebu, Philippines.

Hlodver Olafsson, president of Jensen Leisure Furniture, says, “Our product containers journey from Santa Cruz over the Andes to the port of Arica, Chile, before being placed on ships bound through the Panama Canal to the United States.

Janet Wansor and Hlodver Olafsson

This journey over the Andes, which reaches an altitude of 1 2,000 feet, takes up to a week, and roads can be completely washed away during the rainy season.” This process is low tech, time consuming, and tedious, but it is worthwhile because it is something that not every manufacturer can do.

Janet Wansor, vice president of sales and marketing, says, “It is our responsibility to be accountable to our certifying agency, Rainforest Alliance, and to document the journey of certified timber from forest to retailer. We care for the forest, wildlife, and the health and education of families involved in the process. Annual audits take place in both Bolivia and the United States to ensure we

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qualify for our 100% FSC–certified status.”

Its FSC–certified products are just one advantage that the company has over its competitors.

The second is ipê, a premium FSC timber . In addition to ipê, Jensen Leisure Furniture uses roble timber.

Olafsson explains, “Both are the finest 100% FSC–certified premium outdoor hardwoods available in the market today. Heirloom quality begins by using the most stable heartwood portions of the log, selected from trees that have grown for over a century before being harvested.”

By using only 100% FSC–certified timbers, the company has committed itself to the long-term well-being of the wildlife, the dry tropical forest, and the people who depend on both. Moreover, managing its own FSC–certified forest in Bolivia gives Jensen Leisure Furniture huge advantages—in the quality of its timber and in maintaining inventory levels, in both Santa Cruz and Sandston.

In 2017, the company began integrating ipê with other materials, including stainless steel. It then received the International Interior Design Association (IIDA)/HD Product Design Competition’s 2017 award for dining seating for the Kaffe Bistro stacking chair.

Wansor reports, “We were caught by surprise when the IIDA presented us with the design award for our first introduction combining ipê with other materials. What a terrific way to start.” At HD Expo in May, Jensen Leisure Furniture’s newly introduced Cordial collection, created by English designer Alan Morley, won the same annual compe-

tition—this year, for lounge seating.

Mixing materials is now a hallmark of Jensen Leisure Furniture’s products, which are developed by a global design team. The company has added more collections featuring ipê combined with a variety of materials, including colorful weaves with powder-coated aluminum, colored Textilene® sling, and Sunbrella® strap. For example, its two latest collections are in mixed media. The Cordial collection combines commercialgrade powder-coated aluminum with ipê tabletops and gray or beige braided rope made of marine-grade olefin.

The Santa Cruz collection introduces natural-textured wicker weave (in soft brown) combined with a roble base and arms. “Blending them together results in creative, stylish designs that complement a much wider range of architectural environments,” Wansor says. “I see mixed materials being the trend in 2018.”

She notes that consumers demand quality and value, along with more sophisticated designs and fabrics.

“They want uniqueness in their outdoor settings, with combined materials. It is less important for everything to match. Consumers are looking for an eclectic mix,” she explains.

Throughout its history of more than 26 years, Olafsson states, the Jensen Leisure Furniture name has

been synonymous with thoughtful design, solid craftsmanship, and a high standard of customer service. With traditional, transitional, and contemporary designs, Jensen Leisure Furniture offers a range of dining, deep seating, sectionals, chaises, garden benches, Adirondacks, rockers, gliders, bars, barstools, and accent pieces.

“Furniture design is key for our success,” Olafsson says. “We want to be able to offer interesting and practical solutions to our customers. To accomplish this, we work with many award-winning designers from different countries. They all have years of experience in furniture design.”

Jensen Leisure Furniture’s design team consists of Swedish designer Dick Björk of Edi & Paolo Ciani Design (Italy); Povl Eskildsen (Denmark); and Philip Behrens (Winston-Salem, North Carolina), in addition to Morley (England). “Having this international variation in designs, combined with quality and service, has made Jensen Leisure Furniture what it is today. Our global design team is key. Jensen Leisure Furniture always wants to be moving forward,” Olafsson says.

Wansor believes that listening also plays a major role

Topaz folding sling dining

in the company’s su ccess. “We have annual representative-council meetings where new program and product ideas are discussed openly,” she says. “In addition, both Hlodver and I travel with our sales teams to visit our retailers—to see and hear how the market is changing.

Listening is the first step in our new-product decisions.”

For Jensen Leisure Furniture, what’s next “is to remain on the path we have been on, over the past few years,” Olafsson says. “Consistent company growth comes with growing pains, yet we will remain focused on quality craftsmanship and will continue to expand our product offerings to reach a broader market.”

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PRODUCT INNOVATION

Heat & Glo’s 6000 Modern gas fireplace

SEEINGIS BELIEVING At Hearth & Home Technologies, game-changing new products fire up already-robust demand.

BY CHERYL DANGEL BARTOLINI

A

revolutionary new-product launch and an optimistic sales outlook are prompting the staff at Hearth & Home Technologies® (Lakeville, Minnesota) to don sunglasses—because the forecast is so sunny. Jeni Forman, senior vice president of sales and marketing, U.S. dealer and wholesale, says, “The market is strong in both new construc-

tion and remodeling/retrofitting. Consumers’ confidence is very high, and they are very willing to spend and invest.”

Forman points out that issuance rates for building permits, which are up, are expected to continue increasing by 6% to 10%, according to some analysts.

“All the remodeling indices are also signaling growth of 6% to 8%. Combined with a late, cold winter, all of this leads to a healthy hearth market,” Forman says.

Not being a company to sit idly by Heat & Glo’s Phoenix while the market is in an upswing, TrueView Hearth & Home Technologies is gas fireplace launching new products, one of which is a dream come true for consumers. In spring 2018, Heat & Glo, one of the brands in the Hearth & Home Technologies family, introduced the Phoenix TrueView gas fireplace. “It is a completely new category of fireplace,” Forman states. “Offering the convenience of gas without the glass, it pairs the ambience of a traditional firebox with the benefits of gas.”

Through company research and buyer feedback, Hearth & Home Technologies learned that homeowners want the largest viewing area they can have, with robust flames and the

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ability to light the fire at the touch of a switch (or screen). Unfortunately, such a marvel had not previously existed, leading many buyers to compromise on aesthetics. “They could choose either traditional wood fireplaces with generic gas logs or gas fireplaces with glass fronts and safety screens,” Forman adds.

“The revolutionary Phoenix eliminates the need to choose between the two, providing the look and feel of a large traditional fireplace, without glass, for the best view of the ultrarealistic logs, flames, and glowing ember bed,” Forman explains. “Phoenix also offers the design flexibility needed to place a television or artwork safely just 12 inches above the fireplace—without a mantel. It includes an optional built-in Bluetooth speaker system, which allows homeowners to hear the fire, as well as see it.”

Phoenix also uses the company’s new WhisperTone™ technology. WhisperTone is a patent-pending three-part system that creates airflow while minimizing sound; it uses an automatic damper to stop air movement when the fireplace is off, and it prevents cold air from entering the home through the fireplace.

Outdoor Lifestyles by Hearth & Home Technologies also introduced the Courtyard outdoor gas fireplace this spring. “It’s the perfect blend of artistry and function,” Forman says. It comes with a choice of traditional styling (with ultrarealistic logs) or contemporary glass media, and it ignites with the

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PRODUCT INNOVATION touch of a wall switch.

It features several interior options, including stainless steel to magnify the flames and traditional brick (or premium stacked or herringbone brick) for a look that is entirely up to the homeowner. Heat & Glo also recently refreshed its flagship 6000 and 8000 series with antireflective glass, improved logs, and IntelliFire™ Touch controls, which allow users to operate the fireplace from a wireless wall switch or a touchscreen remote control, tailoring the fire to meet their needs.

It is Hearth & Home Technologies’ ability to develop, design, and manufacture such revolutionary products, Forman says, that makes it stand out from other fireplace manufacturers. “Our manufacturing capabilities set us apart, along with our access to consumer insights: We own six retail stores, so we’re interacting directly with consumers every day,” Forman states. “That means we understand them better than any other hearth manufacturer and can leverage that knowledge when developing new products.”

In addition, Hearth & Home Technologies has created a system that lets its customers share direct feedback quickly and easily. Forman explains, “We have built-in infrastructure that allows our retailers to talk to us every day about product suggestions they have and what they’re hearing from consumers. Everything we hear informs our product development.”

Moreover, what the company hears from consumers is given serious consideration.

Hearth & Home Technologies knows that consumers want it all: beauty, function, and the ability to personalize their fireplaces.

“We deliver this through many front options and media styles, as well as a robust heatmanagement portfolio that allows consumers to customize their fireside experiences,” Forman says.

In addition to all these front-end tools, Hearth & Home Technologies provides “a better-cost, linked, and lean value chain,” Forman says. This, she notes, allows retailers to obtain products as needed, instead of overloading their warehouses. It also allows them to convert their cash more quickly and to carry less risk, she adds.

In the short term, the company is working on certifying all of its wood and pellet stoves as meeting EPA 2020 standards, in addition to adding its intuitive IntelliFire Touch control system to more of its products. Over the longer term, Forman says, Hearth & Home Technologies will continue to focus on new-product development, both to reinforce its position as the innovative leader within the category and to support its customers and consumers with a robust marketing program.

Currently, the company is using a wide marketing mix to communicate with its target consumers. It

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The Courtyard outdoor fireplace

includes promotions, pay-per-click advertising, public relations, and social media. Targeted media-relations outreach and lead-nurturing email campaigns (to drive category awareness to customers) are also components of the overall strategy.

“We develop best-in-class marketing programs and tools to support our brands and products. Then, we work closely with our dealers, wholesalers, and distributors to ensure that they’re equipped with the knowledge and tools needed to be successful,” Forman states.

Looking ahead, Forman reiterates that all market indicators are signaling that the 2018–19 season will be a strong one. Wanting to strike while the iron is hot, “Hearth & Home Technologies,” Forman says, “is committed to creating the best fireplaces, which means introducing product lines that deliver what consumers want: beauty and function, as well as personalization options.”

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CORPORATE PROFILE

APRICITY UNVEILED Agio introduces a new brand exclusively for specialty retailers.

BY KIMBERLY RODGERS

asual-industry leader Agio (Virginia Beach, Virginia) continues its march toward offering innovative products with the introduction of Apricity—the company’s new brand, exclusively designed for the specialty-retail market. Unveiled at the July ICFA Preview Show™, Apricity generated great buzz and excitement among scores of attendees. A distinct and separate brand from Agio, Apricity will be available on showroom floors for the spring 2019 season.

Mike Gaylord, vice president of Agio, USA, says, “We’re bringing retailers elevated quality, craftsmanship, and trendsetting looks, coupled with increased warranties to the industry. The relationships we’ve forged with our specialty customers have led us to this point.” With Apricity, Gaylord notes, Agio recognizes the need to create a dedicated nameplate that will meet the needs of retailers and appeal to their customers.

Apricity gives specialty retailers an option for offering their customers a new high-quality casual-furniture collection—with appealing, on-trend designs—from a company synonymous with value, quality, and timely delivery. Gaylord says, “The brand allows retailers to take their product offerings to the next level. Quite simply, Apricity is outdoor elevated.”

Gaylord notes that as the outdoor room continues to evolve (and become a staple of the home), Apricity presents a higher-end product, while still offering a great value for both retailers and the end user.

He adds, “Average consumers are spending more for their outdoor spaces. Our goal, with the new brand, is to help push the continued success of the outdoor room forward.”

Apricity means the warmth of the

C

sun, and it is certainly an accurate description of the brand. Featuring a wide variety of options to help consumers enjoy their outdoor-living spaces, the new line includes dining, deep seating, and outdoor-firepit chat groups. Long-lasting durability and premium quality come from allweather wicker, powder-coated aluminum, stainless steel, and genuine stone tops, to ensure years of use and satisfaction for consumers.

Several new collections that Agio introduced at the January Las Vegas Market are now under the Apricity brand. This includes Carmel, a striking high-end design featuring marble tabletops. Due to the labor-

Mason bar-height dining

Carmel deep seating

intensive craftsmanship involved in its production, Carmel is one of the higher-priced collections for this season. The line has received a highly positive response from buyers.

Another highlight in the lineup is Brambleton. The cast-aluminum set comes with extension tables—a popular feature this year. Gaylord comments, “Our customers have been

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looking for pop-up extension tables for a long time. I am happy we were able to develop the engineering to satisfy our dealer base.” In addition, the Oak Grove woven collection has also received a tremendous reception among retailers.

Over time, well-performing staples from the Agio brand will also carry over to Apricity. The Agio

brand will continue for larger retailers, including online sellers, club stores, and any large regional or national retailer.

Jim Kemp, Agio’s vice president of product development for specialty, will be in charge of development of the new brand. A casual-industry veteran, Kemp joined Agio last year.

Gaylord says, “He brings a novel and

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CORPORATE PROFILE fresh approach to our business and our company.

Hiring new talent was part of our multifaceted approach to making the launch and sustainability of the Apricity brand a success.”

Gaylord is enthusiastic about Apricity and what it brings to specialty retailers. Specifically, it gives them a product line that is their own, within the Agio family. In addition, he notes, Apricity is much more than a label. Through extensive research and development, the collection has been well thought out to meet the intrinsic needs of the specialty dealer. “Our approach was to bring an elevated brand to our customers, to make sure we are serving them with higher levels of design and warranties,” Gaylord says. “Our specialty retailers have been asking for an alternative brand of their

own for a long time, and I am very happy with where we landed with Apricity.”

AN EARLY LOOK In an unprecedented event, Agio introduced its 2019 collections at the January Las Vegas Market. Retailers who took advantage of the early preview gained a competitive market advantage, and the preview was a big hit. In fact, the company received a tremendous response— almost to the point of being unbelievable.

Gaylord comments, “Our customers have jumped aboard 100% and absolutely love the approach. The preview was a home run—above and beyond my expectations.” Retailers and buyers appreciate the opportunity to be ahead

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of the game by previewing in January and then being ready to order in July.

From a manufacturing perspective, an early look allows Agio to incorporate comments from retailers and give collections a custom feel before orders are written. A January preview is certainly a win for Agio—and ultimately, for its customers. Gaylord says, “We gain the ability to receive valuable feedback from retailers and then have sufficient time to retool and make necessary adjustments in advance of the July ICFA Preview Show.”

In the future, a January preview will be standard operating procedure for Agio, Gaylord says.

An increasingly later date in September for Casual Market Chicago is one reason to move up the production schedule. “It has been a mission of mine really to push our product-development timeline forward. We don’t want dealers to see products for the first time late in September,” Gaylord explains.

Furthermore, the preview is essential to give Agio enough time to process orders and have new products delivered to showroom floors by January—prior to the uptick in demand created after the Christmas season and by Chinese New Year. Retailers in warmer climates especially appreciate the ability to have fresh, new products on their showroom floors in January. Gaylord adds, “Overall, it just make sense to start earlier by previewing products in January, right after the Christmas season ends.”

More important, a winter preview gives customers the opportunity to provide feedback on the future collections by allowing for collaboration between Agio and its dealers on many aspects of new products (including pricing, design, and fabrics). Gaylord comments, “It makes our dealers part of the development process and gives us a chance to hear from them about what we are doing right with our collections and where we may need to do some alterations.” The preview, he adds, has been monumental, for both Agio and its customers, in helping to ensure a successful launch for new collections.

With its new brand, Apricity, Agio continues to push the envelope further in offering specialty stores a high-quality, trendsetting alternative—with warranties unparalleled in the casual industry.

“Apricity is innovation in design, with high-quality products delivered in a timely fashion—only for specialty retailers,” Gaylord says. “It is a brand name that they can feel comfortable with, from a company they have known and trusted for many years.”

For specialty retailers wanting to stay ahead of the game with Apricity, the brand’s collection for 2020 will be available at the upcoming January 2019 Las Vegas Market. Many new collections under Apricity will be unveiled then. Visit www.apricitypatio.com to view products within the brand.

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INSIGHT CABANACOAST

The Riverside collection

Stylish looks and durable construction are hallmarks of CabanaCoast’s furniture collections.

BY CHERISE FORNO

Designs That Sell Catherine Peng and David Wen founded CabanaCoast® (Mississauga, Ontario) in 2000. Since then, they have built it into a flourishing company that offers a complete line of beautiful, high-quality patio furniture designed for both commercial and residential spaces.

ers asked if they could source some umbrella bases, which they did.”

Before they knew it, similar requests came in, and they then started to expand into offering patio furniture and other outdoor-living products.

“Catherine and David saw a market opportunity; they switched to patio furniture, which they marketed under their existing company name, Actiwin Company Ltd.,” Liepold

The Kensington collection

CabanaCoast is highly regarded by specialty retailers for its wide range of premium outdoor furniture and accessories constructed of durable aluminum, marine-grade stainless steel, SolWeave® outdoor wicker, and (most recently) SolTeak®.

Peng and Wen emigrated from China to Canada for better job opportunities, and when they first arrived, they started importing office furniture. Lindsay Liepold, director of sales, says, “One day, one of their deal-

says. “They personally built a retaildealer network across Canada by exhibiting at shows and traveling to visit dealers to discuss their needs, one on one.”

Under this company name, Peng and Wen began importing traditional knockdown cast-aluminum designs. Actiwin continued to succeed as word about its high-quality products and captivating designs spread. The company’s commitment to details (such as hiding the screws

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on products, for a sleek look) also set it apart in the industry. “From the beginning, CabanaCoast’s focus was on elevating the standard factory design,” Liepold says. “Our continued focus is on fashion-forward design. I don’t see this focus changing any time soon.”

In just three years, Actiwin introduced resin wicker and extruded-aluminum frames to diversify its product lines. Its own custom-cushion department soon followed. “In 2006, Actiwin launched its in-house cushion department because it realized there was a need for both higherquality cushions and customization,” Liepold says.

CabanaCoast has always had a knack for being in the forefront of trends, unveiling its first firepit collection in 2008, as consumers began to invest in their outdoor-living spaces in new ways. The powerful firepits produce warm, cozy flames and have heat-output levels of 60,000 to 100,000 Btu. Firepits in the collection feature modern lines and eye-catching designs—ranging from the 32-inch natural-gas Monaco to the 50x32-inch Hampton. There’s a perfect firepit for any size (or type) of space.

Another innovation, QuickDry foam, was introduced in 2014 to provide added weather resistance for outdoor cushions. In 2016, the company released seven new collections, and it has showed no signs of slowing.

While the company still operates under its original Actiwin name, this year marks the sixth anniversary of the introduction of the CabanaCoast brand name and its official entrance into the U.S. marketplace. This process included the formation of a team of specialized retail and commercial field sales representatives.

Liepold has seen CabanaCoast grow and become more recognizable in a short time. “In my three years with the company, I have seen our brand go from strength to strength as it’s become more established and recognized,” she says.

The company has not only become better known in the United States, but has also grown exponentially since its introduction. Its products include more than 2,000 items, with more than 200 fabric selections available. CabanaCoast’s products are also featured in more than 185 stores throughout North America.

“We launched more new products and finishes for this year than ever before: expanded collections, 12 new collections, and nine new finishes,” Liepold says. “Our new products were launched at the ICFA Preview Show™ in July, and seeing everything in our showroom was cause for great excitement.”

CabanaCoast’s new SolTeak synthetic-teak collections are drawing considerable attention. The collections provide customers with a variety of product styles with the look of

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Swing counterheight dining

INSIGHT CABANACOAST real teak—without requiring the extensive care and maintenance of teak. SolTeak’s marine-grade materials make it highly durable, while its sturdy weight makes it perfect for windy conditions as well.

“The Savannah collection’s clean lines and slightly higher back offer both a classic look and outstanding comfort, while the Kensington collection features a striking X-shaped side and back and is offered in both deep seating and modular-sectional options,” Liepold says. The Kensington and Savannah collections feature smooth, strong designs—for a classic look with modern appeal. They are available in natural or weathered-gray finishes, with cushions made in Canada in a variety of colors that help create a more traditional (or bolder) result. “Both collections have been extremely popular,” Liepold says.

The Millcroft dining collection is also performing well, with a modern aesthetic, functional features, and a highly versatile design. “Its clean, contemporary lines harmonize with many chair styles,” Liepold says. “Available in both Sherwin-Williams dark rum and Tiger Drylac white finish options, and in table sizes ranging from a

36-inch square to a 120x42-inch rectangle, this dynamic collection encompasses both durability and a luxe look.”

Liepold notes that the diverse sizes available in this dining-table collection showcase the company’s ability to respond to its customers’ changing needs. “Our 120-inch dining table has been very well received and clearly ties into the strong trend of consumers wanting larger dining tables for their outdoor spaces,” she says.

Another of the company’s most popular product lines has recently been expanded because it is in such high demand. The Riverside collection features SolWeave wicker on an aluminum frame, with Sunbrella® fabric cushions, for its patio sets, dining sets, and sectionals. A light-colored drift teak finish gives these pieces a relaxed feel.

“Riverside is our top-selling wicker collection for our retail channel for the second year in a row,” Liepold says. “It took off right away when we launched it, and we subsequently introduced it in a second finish due to dealer requests.”

Reasons for CabanaCoast’s success (in

addition to its expansive product offerings) are its commitments to customer service, high quality, and innovative design. Its quick-ship program guarantees the shipment of more than 2,000 products—including custom cushions—in two to three weeks. CabanaCoast’s frames are made in Asia to adhere to the company’s high standards, and its fabric/soft goods are manufactured at its Canadian headquarters. The company’ customcushion department is also focused on delivering any personalized cushion that its clients and dealers can envision.

The department’s staff members “are truly artists with fabric,” Liepold says.

“Designers who work with us know that if they can dream it up, we can make it.”

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At the end of 2017, the company moved into a new 100,000–square-foot facility to improve efficiency. “We were able to merge three separate warehouses into one central facility and greatly increase our shipping, manufacturing, showroom, and office facilities,” Liepold says. “This year is all about streamlining our processes and investing in additional staff and equipment to prepare for future growth opportunities.”

Looking ahead, CabanaCoast will continue to strive to improve its existing product offerings, add new collections, and optimize its company functions as it experiences higher sales and growth.

Liepold says, “We always have one simple, central goal in our minds: to do better.”

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A Madera dry-storage unit with an Alturi grill

INSIGHT SUMMERSET

Summerset looks forward to moving more production to the United States.

BY CHERISE FORNO

A 54-inch freestanding model from American Muscle Grill

U.S.MADE After two decades of importing high-quality outdoor products, building a brand, and creating innovative grills, Summerset Professional Grills (Huntington Beach, California) is striving to manufacture its expansive collections at its own production facility.

Jeff Straubel, president and CEO, says, “We’re actually building a lot of our products in the United States.

We’re proud of being able to be in the U.S.–made market now.”

The company, founded in 1995, has continually evolved to meet the changing needs of its clients and stay ahead of trends in the industry. In 2003, Straubel says, “We began building grills and commercial kitchens for OEM customers.” The Summerset brand was launched in 2009, as the company grew its customer base and increased its number of imports. With the push to manufacture its products in the United States, Summerset has completed a transformation: from OEM manufacturing to importing to making products in the United States.

While manufacturing grills and other outdoor products is not new for the company, the scale of the project is immense. Straubel notes that the company has hired several experienced engineers to help Summerset complete the transition.

“Our focus, right now, is on going domestic,” he says. “It’s a big job because we didn’t start with one product; we started with 100 products. It’s been an all-encompassing, difficult project.”

Even with the shift toward U.S.– based manufacturing since its facility

opened in 2016, Summerset continues to develop and introduce new products. Straubel explains that the company’s new Madera collection was well received at trade shows this year and is expected to be successful.

It debuted in June, with seven products as its first offering. “It’s gotten a lot of accolades. It’s just beautiful,” he says. “We think it’s going to be a big hit.”

The high-end real-wood collection is a stylish product that appeals to customers who are seeking the best quality available in luxury designs for their outdoor-kitchen spaces. Madera (Spanish for wood) features pieces such as dry-storage cabinets, doors, and recycling/trash drawers. Real wood is paired with stainless steel for a stunning, contemporary look that will complete an outdoor kitchen or grill with unmatched style. Consumers can choose certified sustainable teak or can use their own wood selections for a customized, rustic appeal.

“Madera is something we saw a need for,” Straubel says.

To expand its offerings further and respond to customer requests, Straubel explains, Summerset has also added four new categories of outdoor-rated refrigeration, including a kegerator. He adds that one of Summerset’s biggest strengths is its large breadth of products, which allows the company to offer topquality stainless-steel grills, islands, firepits, and accessories to fit any budget and outdoor space. The TRL, Alturi, and American Muscle Grill lines offer a wide variety of products (and prices). “We have a

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broad spectrum of price levels,” Straubel says. “We also have a very broad line.”

He notes that Summerset’s standard island package is a consistently strong seller, as is the Sizzler line.

The Sizzler collection features products at lower price levels, while still offering many sought-after features and high-quality construction. With exterior LED lights, interior cooking lights, and heat-zone separation, these grills are both sleek and affordable. “Our most popular grill right now is probably our Sizzler Pro. It’s very loaded up,” Straubel says.

Summerset’s superior customer service and 14 distributors in North America also make the company stand apart in the industry. Its commitment to customer satisfaction is seen in its consistent ability to provide timely delivery of its products.

“We have very good distribution,” Straubel says.

Summerset remains focused on manufacturing stainless-steel grilling products, but it also sells a large number of firepits and islands in its two California stores. Straubel explains that in the company’s superstore in Costa Mesa, firepit sales continue to be high. “We are extremely busy selling firepits in that store,” he says.

An ability to connect with cus-

tomers and remain on trend is another Summerset advantage. Its American Muscle Grill brand— which can burn any fuel—has created a lot of buzz, even catching the attention of high-profile celebrities (including Sylvester Stallone). “We get a lot of attention from celebrities because of our high-end products and high quality,” Straubel says.

American Muscle Grill, with its tag line of Burn It All, makes 36and 54-inch models that use any fuel, including LP, natural gas, wood, pellets, and charcoal—or a combination of these.

Constructed with 304 stainless steel and producing 110,000 Btu, these grills can warm up to 350 degrees in only two minutes, to achieve efficient cooking and superior-tasting results. “That is probably the most exciting product we have,” Straubel says. “It’s fun to cook on, and it delivers the best-tasting food.”

He notes that Summerset will keep pushing to build its products in the United States and will invest in designing more cutting-edge product lines, such as the Madera, American Muscle Grill, and Alturi collections.

For the company’s products, Straubel says, “Being made in the United States is a big advantage.”

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FIRSTSHOWING

BY CAROL DAUS PHOTOGRAPHY BY ROB BAKER

K

ey employees in the casual-furniture industry met in Chicago, Illinois, on July 17 through 19 at theMART to showcase exciting new products during the ICFA Preview Show™. This annual program serves as an industry sneak peek at Casual Market Chicago, scheduled for September 25 through 28. With a strong economy and increasing demand for home-improvement products, business was brisk as specialty retailers placed orders for new furniture collections and accessories.

Pictured here are prominent industry leaders. They are committed to providing inventive and functional designs, as well as superior customer service. It’s no surprise that their products are typically top sellers on showroom floors. Patio & Hearth Products Report salutes these hard workers for all their efforts in making the ICFA Preview Show and Casual Market Chicago successful.

ICFA PREVIEW ShOW

ROUNDUP

Agio Mike Gaylord

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

Lane Venture Zachary Bryant and Patti Frye

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

Cast Classics Charlie Emmons (left) and Al Arad

Lloyd Flanders Dudley Flanders

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

The Outdoor GreatRoom Company From left: Joey Shimek, Doug Schuller, and Paul Nigon

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Sunset West Wes Stewart

Les Jardins Frederic Raffenne

Telescope Casual From left: henry Vanderminden IV, Kathy Juckett, and Bill Vanderminden

Treasure Garden Margaret Chang

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

Plank & hide Chris Probst

POLYWOOD From left: Anji Metzler, Brady Maller, and Lindsay Schleis

Patio & Hearth Products Report Tony Ramos

International Casual Furnishings Association Jackie hirschaut

Brown Jordan Stephen Elton

SunVilla Matt Weiss and Christy Peterson

Kingsley Bate Clay Kingsley

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

Tropitone John Mattson

NorthCape Kim Golson

CabanaCoast Lindsay Liepold

Outdoor by Design Bill Echols

Jensen Leisure Furniture Janet Wansor and hlodver Olafsson

Peak Season John DiOrio and Lauren Bryant

Ratana David (left) and Godfrey Leung

JULY/AUGUST 2018 | PATIO & HEARTH PRODUCTS REPORT • 61

LAST WORD

A fireplace from the Standard series

NATURALSELECTION Earthcore’s Isokern product line is strong in more ways than one.

For more than 80 years, the Isokern product line has been a celebrated presence in homes across Europe. In 1989, Carl Spadaro, founder and CEO of Earthcore® Industries LLC (Jacksonville, Florida), began selling the Isokern brand and bought the rights to it for North America. Today, the company celebrates having 10 solution centers and a dedicated network of more than 400 dealers across the United States.

Nicole Cartica, marketing manager at Earthcore, explains that when Earthcore began, the company purchased its Isokern products from Denmark. In 2008, however, Earthcore built a state-of-the-art facility in Chesapeake, Virginia, and began manufacturing Isokern

products there.

What makes Isokern products unique? They are made from volcanic pumice sourced from Iceland’s Hekla volcano. Earthcore has exclusive rights to mine this material from the volcano itself and from an associated volcanic fissure. Hekla, nearly 5,000 feet tall and showing evidence of 7,000 years of eruptions, is a volcano of a type that can remain active for 100,000 years.

“Our masonry components cradle the raw power of fire in the safest, most energy-efficient material on earth,” Cartica says. Due to the material’s properties, the components are lightweight, while retaining UL 127 certification for the modular masonry fireplaces and UL 103 HT listing for the dual-module chimney system. As

A Magnum-series fireplace

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Cartica explains, similar-looking components made by others are concrete, which does not have the same refractive and insulative properties as Earthcore’s pumice.

What’s more, the company’s pumice is shipped directly from the source to Earthcore’s manufacturing facility in Chesapeake. Here, under strict quality-control guidelines, the pumice is pressed into modular fireplace and chimney components.

The results are environmentally safe, highly efficient fireplaces, chimneys, outdoor kitchens, and wood-burning ovens.

“The manufacturing process takes place in our state-of-the-art facility,” Cartica says. “We back each Isokern product with a lifetime warranty against man ufacturing defects, so you can expect countless years of celebrating the timeless pleasures of your beautiful fire.”

There are five series in the Isokern line, including the Standard series and the Magnum series— which offers what the company calls the largest finished opening available, at widths of 36, 42, 48, 60, and 72 inches. Earthcore also offers Isopanel modular outdoor kitchens and the Iso’ven wood -burning oven.

This user-friendly, affordable outdoor wood-burning pizza oven reaches 800 degrees in an hour.

BY M A U R A K E L L E R

“The market for outdoor-living environments has soared, over the past 10 years. What is great about our products is that they are made for indoor or outdoor solutions,” Cartica says.

Being environmentally sound is at the core of Earthcore’s product development. That’s why the company introduced the Isokern GreenTech solution, which can be seamlessly installed (via catalytic combuster) into the Standard or Magnum series Isokern fireplaces.

Considered to be the world’s cleanest-burning open-hearth masonry fireplace, Earthcore says, the Isokern GreenTech solution reduces particulate emissions by up to 80%. It is the first modular masonry fireplace to qualify under the EPA’s phase 2 voluntary program for wood-burning fireplaces, the company reports.

“Behind the success of Isokern modular masonry fireplaces is the fact that we have taken the art of building a traditional masonry fireplace and simplified the process,” Cartica says. “What used to take a mason a week or more to build can now be built in less than a day with the Isokern modular masonry fireplace system .”

Combining creativity, innovative designs, and a touch of customization

Casual Market Chicago Booth #7-1082 High Point Market Show Place 3420

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LAST WORD is the cornerstone of many of today’s new homes and renovations. Cartica explains that today’s consumers really want to be able to customize their fireplaces to go with their interior designs.

“Totally customizable, Isokern allows architects and their clients to pursue their most inspired designs, while connecting with the natural beauty of fire in a way that, until now, only nature could,” Cartica says.

Of course, when it comes to product development, continuous innovation keeps companies and their products in top-of-mind awareness for consumers, designers, and architects.

That’s why Earthcore works diligently to provide leading-edge, innovative fireplaces and chimney systems.

The company has introduced Maximus, which it describes as the first-ever direct-vent masonry fireplace.

Maximus is unique in that it is a sealed combustion unit that does not take any air from inside the home, bringing in air from the outside for the fireplace.

Currently, there are two sizes for the Maximus model, and Earthcore is

working to make more modern sizes and designs for its direct-vent lineups.

“We are always looking toward the future and keeping up with new energy codes,” Cartica says. “Earthcore was the first modular masonry fireplace brought to market, and our research/development team works hard to produce new and innovative products for consumers.”

Today, the company has a dedicated dealer/distributor network across the United States. The strong relationships that Earthcore establishes within this network allow the company to work hand in hand with industry experts to sell its products. “We have found that even though we have eight sales offices, having this dealer/distributor network is of huge value: It is helping us sell our products in markets where we don’t logistically have access,” Cartica says.

As in any industry, regulatory changes can create challenges. Cartica notes that one of the biggest challenges that Earthcore faces is in new building energy codes. For example, California

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A fireplace from the vent-free series

will require zero net energy compliance for new residential construction by 2020 and for new commercial construction by 2030. “They are expected to have zero net loss of air inside the building,” Cartica says. “As these codes get more and more stringent, the harder we have to work to keep up, making sure that our fireplaces meet those requirements.”

Spadaro says, “Isokern has stood the test of time, where others have nothing to offer other than inexpensive concrete solutions that offer no value in

consumer safety and retained value. In today’s economy, after a decade of incongruent growth patterns, Earthcore recognized the opportunity to construct a state-of-the-art facility to meet the growing demand for Isokern, Iso’ven, and Isoflames.”

He continues, “This year, we constructed our innovative design lab within our manufacturing facility in Chesapeake. It will assist our dedicated customers in attaining new design solutions in an ever-changing preview of fire.”

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Gatsby

Simpler Times

“What’s Old is New Again” Outdoor By Design recreates a classic design from yesteryear with a modern eclectic air.

The Gatsby collection represents a more relaxed and stress-free time in our history.

Gatsby o ers the ultimate in comfort and style for your outdoor area.

Proudly Made in the USA. Outdoor By Design Showroom 16-104

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Outdoor by Design

what’s new 6 HOT PRODUCTS TO SELL NOW

SUMMERSET PROFESSIONAL GRILLS The all-new Madera series combines the modern elegance of high-end interior design with the rustic appeal of a natural outdoor environment. Offering a chic new take on the traditional backyard aesthetic, the weather-resistant dry storage features 304 stainless steel and teak, ipê, or a wood of your choice. Contact: (800) 966-8126 or www.summersetgrills.com.

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EMPIRE COMFORT SYSTEMS New driftwood Burncrete® log sets bring exquisite detail to any American Hearth or White Mountain Hearth firebox. These log sets embody a detailed look while maintaining a durable feel. Built to fit on both the company’s vented and vent-free Slope Glaze burners, the log sets are available in three sizes (18, 24, and 30 inches) through White Mountain Hearth and American Hearth dealers.

Contact: (800) 851-3153, www.americanhearth.com, or www.whitemountainhearth.com.

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PEAK SEASON In today’s outdoor-living space, U.S. homeowners seek truly personalized comfort, function, and convenience—in a look and style to which they are drawn.

The new product introductions in the Inspired Visions Decorative Accent Gallery fit that need perfectly. The new Peak Season decorative accessories allow today’s consumers to make their outdoor living spaces their own. They can choose from truly personalized decorative accent pillows and combine those with outdoor lamps, accent tables, lanterns, and poufs, in the configurations they want.

Contact: (205) 259-1793 or www.peakseasoninc.net.

POLYWOOD The Vineyard deep seating swivel features a genuine POLYWOOD® lumber base with 360-degree spin capabilities and the comfort of soft buttoned back pillows covered in durable Sunbrella® fabric. It’s available in both Vintage and Classic POLYWOOD lumber finishes. Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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THE OUTDOOR GREATROOM COMPANY

Picture elegance and comfort in one design, and you have the new Malibu collection from Portica by SunVilla. This fully woven group features an on-trend slate weave and a full complement of deep seating.

The plush cushion treatment showcases the Echo ash fabric by Sunbrella®. Contact: (888) 690-9800 or www.sunvilla.com.

The Edison gas firepit table combines industrial design with a unique, modern look. The base of powder-coated steel accentuates the aged finish of the weathered-gray barnwood Supercast™ top to create a beautiful statement in your outdoor room. Take in the warm, mesmerizing feel of the glowing fire as you relax or entertain guests. The Crystal Fire™ burner is UL listed for safety. Contact: (866) 303-4028 or www.outdoorrooms.com.

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SUNVILLA HOME

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PRODUCT PROFILES oak Grove FirePit Chat GroUP

With seamless views from all four sides, the island 130 fireplace by Ortal is the ultimate in luxury. Featuring an elegant design and advanced safety technology unique to Ortal, the frameless, glass-to-glass look of the island fireplace allows for uninterrupted views of the flame and is a stunning architectural centerpiece for any space.

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

Inspired designs, created exclusively for specialty retailers, come from the newest outdoor brand, Apricity—Agio’s elevated brand created for specialty retailers.

Exciting new collections from top industry designers appeal to trending consumer aesthetics and give specialty retailers the opportunity to offer the very latest in outdoor products. From new modern lines to urban and Midcentury-inspired looks to transitional pieces, Apricity will deliver new light to the outdoor industry and to specialty retailers. See for yourself the new and exciting collections from one of the most trusted names in outdoor products, Agio, and its newest specialty brand, Apricity.

Contact: (888) 997-7623 or www.agio-usa.com.

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iSland FirePlaCe by ortal

C.r. PlaStiC ProdUCtS deeP SeatinG ChaiSe 30-inCh S-SerieS Grill (Model C2Sl30 nG/lP-FS) For added versatility, Coyote Outdoor Living has introduced a new compact, luxury 30-inch grill as part of the S-series line. grill features Coyote’s unique cooking system, including high-perforThis ™ mance Coyote Infinity burners, as well as ceramic briquette heat-control grids for even heat distribution. There is a custom-shaped firebox to optimize heat flow and an independent spark ignition. There are 700 square inches of cooking area and up to 70,000 Btu of output. As with every S-series grill, the 30-inch grill features complete 304 stainless-steel construction, interior grill lighting, and backlit control knobs. This model also comes with a rotisserie kit, a smoker box, and an integrated wind guard. Contact: (855) 520-1559 or www.coyoteoutdoor.com.

The new modular Bay Breeze chaise extension is easy to assemble, offers multiple modular configurations, and is the ultimate in deep seating comfort. The Bay Breeze collection’s contemporary form features clean lines and flowing design, with sleek, curved arms and legs made possible by the company’s unique mold-extrusion process.

Contact: (800) 490-1283 or www.crpproducts.com.

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heMinGway Plantation

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Golden State SerieS (GSCU) It’s a jungle out there, and it can be difficult to find the right shade product for your more demanding customers. The Golden State series stands tall above the competition, with its deluxe collar tilt and effortless crank-lift system. These premium umbrella products can be customized to reflect any wild side and will always live up to the highest of standards.

Contact: (909) 622-4800 or www.californiaumbrella.com.

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Enjoy a classic island look with the elegant style of Hemingway Plantation. It’s distinguished by robust cast-aluminum leg turnings and wide paddle arms, and the powdercoated finish is handcrafted in a sophisticated, matte black truffle color. The synthetic wicker features warm and rich tones of brown. Accent items feature a cast-aluminum stylized leaf that adds a modern, tropical element to the assortment. This collection includes deep seating, occasional, and dining pieces, as well as a coordinating firepit. Contact: (888) 790-4025 or www.laneventure.com.

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PRODUCT PROFILES

lGk24 CeraMiC kaMado CharCoal Grill Perfect for large groups or entertaining, the LGK24 boasts 662 square inches of two-tiered stainlesssteel cooking surface. The heavy-duty ceramic exterior is finished with a high-temperature glossy black coating and stainless-steel trim. The Louisiana Grills ceramic series comes complete with two fold-down bamboo shelves and heavy-duty swivel casters, as well as adjustable top and bottom dampers for superior temperature control.

Fueled by premium hardwood lump charcoal, the LGK24 offers five-in-one cooking.

Smoke, bake, sear, roast, or char-grill: Enjoy the freedom of choice—and the flavor of deliciousness—with your LG ceramic grill. Contact: (877) 303-3134 or www.dansons.com.

oConee ColleCtion Transitional styling defines the sleek Oconee sectional, shown in the ash finish. Flat weaving is accented with handsome braided arms and aluminum legs. An ottoman, a coffee table, and square and drum end tables round out the group. Contact: (770) 579-0414 or www.erwinandsons.com.

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new Pillow-heiGht FirePitS by GenSUn Gensun’s new pillow-height firepits are expertly crafted and operate at 57,000 Btu. A second finish can be used on the base panels, and the top has the option of a round offset cover (shown) or a centered rectangular cover. All Gensun gas firepits meet ANSI safety guidelines.

Contact: (866) 964-4468 or www.gensuncasual.com.

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ortal’S exClUSive ModUlar FirePlaCe With this new modular design, the length of your fireplace can be endless. Ortal’s patented design connects independent front, corner, or three-sided models, creating limitless design possibilities.

The elegant double-glass design also comes standard with the company’s modular fireplaces. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

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harPer Appealing to the creative eye, the Harper collection by Couristan evokes a worldly aesthetic, showcasing modern Aztec–inspired designs. Harper offers versatility when creating an impeccable space indoors or spicing things up outdoors. This allweather collection is built to last, is UV stabilized, can withstand the elements, and can be hosed off for easy cleaning. The entire collection is mold and mildew resistant, and it is crafted to ensure that each color retains its vibrancy after exposure to the sun and weather. Power-loomed in Belgium of 100% fiber-enhanced Courtron™ polypropylene, Harper is ideal for busy and high-traffic areas due to its structured flat-weave construction. The exotic patterns, in conjunction with the soft, neutral hues found in this collection, will give your interiors a touch of adventure without overdoing it. Transform a plain space into a sophisticated and stylish area simply by adding one of Harper’s exclusive area rugs.

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

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blaCk Sl SerieS Infratech’s Slimline series has the smallest profile of any outdoor-heating solution, the company says. This sleek, modern design is complemented by three distinctive color choices. Slimline heaters are effective up to an 11-foot mounting height and work perfectly with any of the Infratech control options. Contact: (800) 421-9455 or www.infratech-usa.com.

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PRODUCT PROFILES

inFrateCh

all SeaSonS The All Seasons collection from Lloyd Flanders embraces the concept of new traditional style.

Built-in reticulated-foam seating showcases the beauty and comfort of iconic Lloyd Loom® wicker while allowing moisture to drain quickly. The collection, which also offers a cushioned seat option, includes deep seating, dining, bar, and balcony pieces. All Seasons is 100% made in the United States and is available in 20 finishes. Contact: (800) 526-9894 or www.lloydflanders.com.

Infratech offers three distinct custom-control options for controlling its outdoor electric heaters.

All are manufactured in the United States, made project specific, tested before leaving the factory, and assigned UL–listing numbers. Infratech’s solid-state control packages offer timer functions, the ability to adjust heating intensity, and zone heating (the ability to control one or more hea ters to heat specified target areas within a large-scale space) with a single touch. Contact: (800) 421-9455 or www.infratech-usa.com.

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GraMerCy FirePit with kenSinGton SoFa biG Green eGG Portable neSt For MiniMax eGG The new portable Nest for the MiniMax is designed to raise this portable EGG to a comfortable cooking height—perfect for store demos, campouts, tailgate parties, or wherever your next pop-up event happens.

The portable Nest conveniently folds for storage or transporting to events. Contact: (770) 938-9394 or www.biggreenegg.com.

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Make an architectural statement with the new Gramercy firepit’s highperformance outdoor porcelain-tile tabletop. It’s available in graphite, nimbus, or plank finishes on a Sherwin-Williams® dark rum frame and is enabled to use LP or natural gas.

The classic design of the Kensington sofa, which is crafted in premium marine-grade SolTeak™ in a weathered finish, brings the warm, natural feel of wood to this setting. Marine-grade SolTeak is virtually maintenance free.

Contact: (855) 502-9988 or www.cabanacoast.com.

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Skaal Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand. Italian high-pressure laminate is now used by Les Jardins for most of its tabletops. Skaal’s teak components receive a six-coat finish—guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 745-8883 or www.lesjardins.com.

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C.r. PlaStiC ProdUCtS harveSt ColleCtion The new Harvest collection dining table blends traditional and contemporary elements to seat eight people comfortably, in style. Constructed from premium recycled-plastic lumber, this product is built to withstand the outdoors and is backed by a limited lifetime warranty. This collection is available in both dining and pub heights, in seven plastic-frame colors, as well as in two premium two-tone options: black and beige or chocolate and beige. Contact: (800) 490-1283 or www.crpproducts.com.

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PRODUCT PROFILES

new real Fyre Charred MoUntain birCh Real Fyre®, a leader in gas fire products, has expanded its distinguished product line with the new Charred Mountain Birch gas log. Available for a Real Fyre vented gas burner or directvent insert, the set is modeled from actual logs and mimics the thin, papery plates of real birch. The Charred Mountain Birch vented log set is available in 18/20-, 24-, and 30-inch versions, while Charred Mountain Birch direct-vent insert logs are offered in 25-, 30-, and 36-inch models. Contact: (800) 332-3973 or www.realfyre.com.

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aMari NorthCape’s Amari collection combines a dark pepper HDPE resin finish with stylish gunmetal aluminum framing to create a truly stunning seating group.

Plush, quick-ship cushions are available in 14 fabric options. Add throw pillows in one of the company’s more than 300 available fabrics for extra pizazz.

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

belle iSle CUShion SeCtional With the overwhelming success and growth of Telescope Casual’s Belle Isle cushion collection, creating this sectional was a no-brainer. Share the classic comfort you know and love with the whole family. Build a sectional to fit your needs with the four new Belle Isle cushion sectional items. The marine-grade polymer arm adds style and color to this design. Make it your own by choosing a tone-on-tone or contrasting look. Contact: (518) 642-1100, orders@telescopecasual.com, or www.telescopecasual.com.

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

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

Contact: (888) 462-6852 or www.plankandhide.com.

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MontiGo hlb34dF-2 delUxe The HLB34DF-2 Deluxe offers a flame-viewing experience unlike any other, the company says. As a fully loaded version of the HLB34, the Deluxe features remote-controlled fans, a black reflective liner, and speckled-stone and driftwood media. Now, leave nothing obscuring your view of the flame, with the new Invisimesh screens. Installation versatility is still maximized by the ability to use a top or rear vent, as well as to finish the unit with rock or tile over the firebox frame. Dealer inquiries are welcome. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com.

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PRODUCT PROFILES

SUnGlo PSa265

PalM UMbrella Escape to an island of shade. This memorable design, with its multilayer palm-leaf canopy and simulated coconut-palm pole, made of durable FiberTeak™ with a bark-toned finish, will whisk you away to a tropical paradise. The umbrella comes in 8-, 9-, and 11-foot sizes, with 0.75-inch fiberglass ribs, a heavy-duty hub, and a coconut-shaped finial.

The canopy is made in Sunbrella® furniture-grade fabrics. Contact: (866) 667-8668 or www.paradisecushions.com.

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

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Partially Covered FraMe Infratech offers the widest array of mounting options to complement its U.S.–made heaters and controls, the company says. Its most popular option, the flush mount, is available in 304 stainless steel, six standard colors, or unlimited custom colors. Contact: (800) 4219455 or www.infratech-usa.com.

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StUdio by ow lee The sleek, modern lines of the new Studio collection were inspired

by Midcentury and contemporary designs. This all-aluminum group is ideal for coastal locations and is a perfect fit in any modern space.

Contact: (800) 776-9533 or www.owlee.com.

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Milano The Milano collection pays homage to the city that symbolizes high fashion, art, and culture—Milan. Defying the norm in outdoor furniture, this collection steps outside the traditional design boundaries and creates a sense of awe and wonder. The Milano collection is a new and exciting acrylic-rope design. The grandeur of the collection is lightened by a thoughtful striated-rope design, while absolute comfort is attained through its generously sized frames and advanced seating support. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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

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PRODUCT PROFILES

CUStoM CUShionS In addition to a wide array of standard replacement cushions, Paradise Cushions also manufactures custom cushions for all styles, sizes and types of furniture.

Refresh and update existing outdoor furniture with new cushions—made in the United States to the unique requirements and design details of each piece, with top-quality construction techniques and Sunbrella® furniture-grade fabrics. Contact: (866) 667-8668 or www.paradisecushions.com.

MaSon hiGh dininG Outdoor living is everywhere. Even in urban-rooftop settings, customers are finding new ways to dress up their outdoor-entertaining spaces. Homeowners will soak up the sun and fun with Mason high dining, with sleek, contemporary looks from Apricity—Agio’s elevated outdoor brand. The collection features a unique, elevated table and seating, with coordinating weatherresistant cushions. Apricity, exclusively for specialty retailers, will make your customers feel like the toast of the town. Contact: (888) 997-7623 or www.agio-usa.com.

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GatSby Outdoor by Design proudly presents Gatsby, a collection reminiscent of simpler times from a bygone era.

Proudly handcrafted in the United States, the Gatsby club chair and ottoman feature a silver peel powder-coat finish on a frame of all-weather aluminum. This plush and sumptuous artisan-created seating is done in shadow faux leather, with proprietary Savannah Cat fabric seat and pillow back cushions, designed and engineered for comfort and all-weather outdoor use. The Gatsby collection includes a sofa, a love seat, and a generously sized cocktail ottoman. Contact: (941) 896-4425 or www.outdoorbydesign.com.

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ProbUilder 36 Clean FaCe GaS FirePlaCe by FirePlaCe xtrordinair The new ProBuilder 36 clean face is a sleek, midsized gas fireplace featuring the perfect balance of beauty and function. As the first model in the entry-level ProBuilder clean face series from Fireplace Xtrordinair®, this fireplace is the ideal choice for those seeking a large viewing area, stunning flame presentation, and high-quality construction— all offered at a value price. The ProBuilder 36 clean face is available in basic millivolt or intermittent-pilot models (or as a fully loaded deluxe model). Contact: (425) 609-2500 or www.travisindustries.com.

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aMeriCan MUSCle Grill Constructed of 304 stainless steel and made in the United States, this multifuel grill is built to last. With the ability to cook using wood chunks, logs, charcoal, or lump charcoal, it gives outdoor chefs everywhere the convenience of a gas grill—without sacrificing the cherished smoky flavor of cooking over a fire. Contact: (800) 966-8126 or www.summersetgrills.com.

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hadley Kingsley Bate’s Hadley collection is a modern interpretation of classic 20th-century U.S. furniture.

Frames are crafted from premium grade A teak and all-weather rope. The Hadley collection consists of lounge seating and dining chairs and is stocked in a natural-rope color.

Contact: (703) 361-7000 or www.kingsleybate.com.

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SUnriSe Metal ShoP

Patio renaiSSanCe Introducing the all new deep seating line for Martinique: Inspired by the volcanic black-sand beaches and coral reefs of this Caribbean island, this design feels both mystical and tropical. With back detailing that recalls seaside cliffs and the shoreline caves of Martinique, this collection stands out; the bold framing is strong as a rock, the look is organic and tranquil, and the feel is sublime.

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

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Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket.

Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens. Co ntact: (260) 463-4026.

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Polywood naUtiCal 42inCh FirePit table Introducing firepit tables: With just the push of a button, enjoy a warm, burning fire that requires virtually no maintenance or upkeep. This classic POLYWOOD® fire table allows the whole family to relax and unwind fireside, with enough table space for drinks and snacks. It’s available in both Vintage and Classic POLYWOOD lumber finishes.

Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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the oriGinal PawleyS iSland eSSentialS adirondaCk Chair This traditionally styled Essentials Durawood Adirondack chair offers lifelong comfort and durability. The back features a gentle horizontal curve, with a seat specially contoured to provide the utmost in comfort. All edges and corners are eased and softened to create fine furniture you cannot help wanting to relax in; all joints where the end of a board meets a face of another are made with the ancient carpentry method of mortise-and-tenon joinery, which helps to make the chair rock solid. Screws and bolt heads are gracefully obscured from the front view of this chair, and attachment points are painstakingly engineered to remove all visible hardware from the front of the seat, back, and arms. The Durawood polyethylene lumber used to construct this Adirond ack chair contains no waste-wood fiber, so it not only won’t absorb water, but also won’t rot, splinter, crack, or attract termites, making it the perfect outdoor-furniture material.

Hardware consists of marine-grade 316 stainless steel to provide ultimate durability, and the company has primed and painted the heads of the hardware to match the color of Durawood you choose. The manufacturer backs its w orkmanship with a guaranteed lifetime warranty. Contact: (800) 334-1078 or www.pawleysislandhammocks.com.

PaCiFiCa Flex CoMFort loUnGe SeatinG Elevate your cushionless options with the innovative Flex Comfort™, available on selected OW Lee collections. Flex Comfort is a knitted fabric of UV-enhanced polypropylene and elastic copolymer. It offers the same ease of maintenance as a sling product, but with more conforming flex for supreme comfort.

Contact: (800) 776-9533 or www.owlee.com.

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biG Green eGG ModUlar neSt SySteM Build your outdoor kitchen one step at a time with the new Big Green Egg modular Nest system. Start with an EGG frame, then add to your custom EGG display with expansion frames and your choice of beautiful and functional inserts in acacia wood, distressed acacia, or stainless steel. Contact: (770) 938-9394 or www.biggreenegg.com.

Courtyard is a versatile outdoor fireplace that is the perfect blend of artistry and function. Traditional styling—with ultrarealistic logs or contemporary glass, two log sets, and five media colors—creates 64 distinct looks. Contact: (888) 427-3973 or www.heatnglo.com.

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CoUrtyard oUtdoor GaS FirePlaCe

oriGinal PawleyS iSland deeP SeatinG The Original Pawleys Island Deep Seating collection will be introduced at Casual Market Chicago, booth 7-5062, September 25 through 28.

Contact: (800) 334-1078, service@thehammocksource.com, or www.pawleysislandhammocks.com/retailers.

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

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aUGUSta Augusta is a stunning aluminum group that looks like real wood—without any of the maintenance. It’s sure to upgrade any patio, yard, or balcony. The collection features an elegant design, which only its unbeatable comfort outshines. Augusta can also be easily paired with woven furniture and is offered in both chestnut and smoke finishes. Contact: (866) 752-6320 or www.ebelinc.com.

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neSt ColleCtion The Nest collection by Jensen Leisure Furniture is created by Ciani Design (Italy). It consists of lounge and swivel chairs, a love seat, an ottoman, and side and coffee tables. Retro in style, this mixed-media collection is a multicolored Virofiber weave on a frame of powdercoated aluminum with an ipê base.

Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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SPaCe Grill With its space-saving design, the Space grill makes it possible to enjoy a full-sized grill in small outdoor spaces. The Space grill features a 475–square-inch cooktop that is powered by three stainless-steel burners, providing a total of 37,500 Btu of heat. Using an innovative folding design, the Space grill saves space when the grill isn’t in use. The gas grill’s unique, patented design allows it to fold down against the wall, sticking out about 8 inches from the surface, when not in use. When it’s time to cook, the Space grill pulls out in only 10 seconds. Its patented internal drip system captures all runoff, both when in use and when stowed, and can be easily removed for cleaning. Crafted from highly durable materials, including corrosionresistant stainless steel, the Space grill won’t rust or fade, and the included snapclosing cover offers a two-year warranty, further prolonging the grill’s life and keeping it looking new for years to come.

Contact: (800) 668-6663 or www.us.space-grill.com.

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™

KINGSLEY BATE ELEGANT OUTDOOR FURNITURE

C HI CAGO S HOW RO O M 1581 © Kingsley Bate. Find dealers online. T: 703-361-7000 F: 703-361-7001 www.kingsleybate.com [KB1274]

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PRODUCT PROFILES

Fire MaGiC 77-inCh reClaiMed wood iSland

Phoenix trUeview GaS FirePlaCe This fireplace is designed with a large glass-free view and the authentic look of a traditional wood fireplace—with the convenience of gas. Beautiful logs and a glowing LED ember bed create a vibrant firescape. Personalize it with traditional brick or a modern interior of reflective black glass. Safely place art or a television 12 inches above the opening, with no mantel. Set the mood with mild heat and a Bluetooth speaker system. Phoenix: Nothing comes between you and your fire.

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

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Fire Magic offers an extensive collection of islands that deliver a complete, professional, and customized outdoor kitchen in a modular, easy-to-install unit. The newest addition to the collection is the 77-inch Reclaimed Wood island. Constructed entirely from durable GFRC that simulates the look and feel of real wood, it is available with a French barrel oak or silverpine color base and a black-lava polished counter. The size is ideal for a smaller outdoor space. The island is designed for a Fire Magic Echelon Diamond E660i grill, double side burner, double access doors, double drawers, and an end-panel door.

Contact: (800) 332-3973 or www.firemagicgrills.com.

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Carol roSe oUtdoor linear FirePitS Light up your night with the Carol Rose outdoor linear firepit with integrated color LED lighting. The reliable spark-ignition system and three-position gas valve allow you to light the fire in seconds and set the flame height to suit any occasion. With exterior surfaces built with 11-gauge marine-grade 316 stainless steel, this firepit will bring sparkle to your outdoorspace for several years. It’s available in 48-inch (55,000 Btu) and 60-inch (65,000 Btu) models through White Mountain Hearth and American Hearth dealers. Contact: (800) 851-3153, www.americanhearth.com, or www.whitemountainhearth.com.

PolariS Polaris is MLW Stone’s latest natural-stone fireplace facing. Luxurious in appearance, this cost-effective marble is available in the company’s three standard sizes. This strong and reliable white marble has a classic, timeless appearance that never goes out of style.

Contact: (800) 477-7665 or www.mlwstone.com.

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StarlUx 13-Foot akZ PlUS Cantilever UMbrella The 13-foot Starlux AKZ Plus cantilever umbrella, featuring built-in rib lights, is an elegant and multifunctional octagonal cantilever umbrella that transforms designer shade into an overhead-lighting unit. Designed with two light settings (high and low), the Starlux also offers infinite front-to-back tilt settings. It can be positioned horizontally at settings for tilts of 18, 36, and 54 degrees. With the use of a foot pedal, the canopy can rotate a full 360 degrees. Contact: (626) 814-0168 or www.treasuregarden.com.

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laMeGo The classic (yet sophisticated) Lamego collection was inspired by the cathedral architecture of the Portuguese city of Lamego. Sit and relax on crisscrossed woven straps of polyolefin in cobalt graphite. They are stylishly knitted and artistically designed to mimic the church towers in the grand city of Lamego. Complemented by carefully tapered legs reminiscent of Midcentury Modern design, the collection not only is aesthetically pleasing to view, but also is ultracomfortable for sitting and marveling. Contact: (866) 919-1881 or www.ratana.com.

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new loG SetS FroM Mendota Mendota gives homeowners more choices for fire bases with three new log sets in birch, Norway spruce, and white oak. All three sets take their inspiration from real logs and are meticulously reproduced by Mendota craftsmen. Contact: (800) 553-5422 or www.mendotahearth.com.

kona

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Kingsley Bate’s Kona seating is constructed from a mix of all-weather wicker and premium teak and is generously scaled for comfort. A blend of flat and round wicker fibers adds depth and texture to woven surfaces, and wide planks of solid teak make for smooth, comfortable armrests. Available pieces include a sofa, a settee, a lounge chair, and an ottoman. Contact: (703) 361-7000 or www.kingsleybate.com.

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Santa ana 10-Foot roUnd Side wind This lighter version of the original side wind is the perfect solution for those who need flexible shade options. Three-inch anodized-aluminum uprights and crossbeams, combined with marine-grade nylon fittings, make the Santa Ana series a durable and attractive choice for poolside, courtside, and outdoor-dining areas. The Santa Ana side wind rotates 360 degrees and tilts to 45 degrees, and it can be directly ground mounted or installed using the optional base system, which includes 264 pounds of granite bases. Contact: (561) 288-8655 or www.bambrellausa.com.

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PRODUCT PROFILES

kenZo SlinG

briSa diStreSSed oUtdoor With a classic, relaxed grain colored with leather-inspired hues, Brisa® Distressed outdoor fabric is enhanced for use inside or outdoors. Featuring the company’s renowned breathable technology, this high-performing pioneer offers a variety of benefits: airflow circulation for enduring comfort, climatecontrol technology that shields it against temperature changes, solar endurance, water repellency, EPA–registered mildew defense, colorfastness, and more. Distressed outdoor delivers the ultimate flexibility and functionality. Contact: (914) 460-1730 or www.ultrafabricsinc.com.

Tropitone’s Kenzo sling collection exhibits simple, graceful lines and a wide frame. This outdoor-furniture collection features a single layer of fabric with a taut appearance. The Kenzo sling collection includes sling dining chairs, swivel rockers, swivel-action loungers, chaises, and barstools that provide comfort with modern styling. Contact: (949) 951-2010 or www.tropitone.com.

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Coyote Fire table with blaZinG beatS

belGian– enGineered deSiGner Shade (JCP 401) Offering signature style and a sophisticated statement, the JCP 401 is a sidepost, crank-lift designer shade unit that features aluminum construction and flexible rib ends. With 360degree rotation and infinite front-to-back tilt, the JCP 401 is available in rectangle (10x14-foot) and octagon (13-foot) models. Contact: (626) 338-8810 or www.jardinico-caractere.com.

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Coyote Outdoor Living introduces the Coyote fire table powered by Blazing Beats— which takes firepits to the next level, with a dancing-flame technology that combines music and fire. At its heart is a patent-pending sound-burner technology that provides an exact fire-sound reaction with a dynamic visual experience. The unit includes an all 304 stainless-steel burner and an integrated marine-grade outdoor audio system. The Blazing Beats unit will be sold with four matching swivel chairs from the Laguna collection. Contact: (855) 520-1559 or www.coyoteoutdoor.com.

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864 tv 40k GaS FirePlaCe by FirePlaCe xtrordinair The best-selling fireplace line from Fireplace Xtrordinair® just got better with the new 864 TV 40K. This top-vent, 40,000 Btu deluxe model features an incredible 75% turndown rate, high-quality ceramic glass, overhead accent lights, and the amazingly realistic new EmberGlo™ ember-bed accent lighting. The 864 TV 40K is available in both clean face and traditional (faced) models to complement any style or decor. Contact: (425) 609-2500 or www.travisindustries.com.

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Skaal Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand. Italian high-pressure laminate is now used by Les Jardins for most of its tabletops. Skaal’s teak components receive a six-coat finish—guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 745-8883 or www.lesjardins.com.

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GraMerCy SeCtional The new Gramercy collection offers a fresh and contemporary element for an outdoor setting. Gramercy’s slightly higher, angled back offers excellent comfort, with an updated outline. Gramercy is available in both deep seating and sectional options and is skillfully constructed with durable cast-aluminum frames, which are powder coated for optimal corrosion resistance. Contact: (855) 502-9988 or www.cabanacoast.com.

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Canyon 38-inCh SqUare terraFab FirePit The Canyon concrete-look firepit is made using Veranda Classics’ proprietary TerraFab technology. It is CSA certified, it features a 50,000 Btu porcelain–coated-steel burner, and it includes a weather cover. Contact: (847) 888-2013 or www.verandaclassics.com.

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redondo The Redondo collection is a fusion of the sleek, angular lines predominantly found in modern style and the beveled extrusion edges seen in industrial design. This series is crafted for lasting use in any outdoor-living space. With its distinctive open silhouette, Redondo is outdoor living reimagined. This collection boasts seamless coordination, with generously sized frames and high-quality comfort. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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oUtdoor kitChen iSlandS by GenSUn

levante 10-Foot SqUare Solid laMinated-baMboo CoMMerCial UMbrella Constructed with a 2-inch, solid, one-piece center pole for added strength, the Levante umbrella has been tested in a wind tunnel at speeds of up to 58 mph without failure. Marine-grade stainless fittings enhance the umbrella’s durability and complement the natural look of the bamboo. Contact: (561) 288-8655 or www.bambrellausa.com.

Gensun’s predesigned kitchen islands now come complete with PGS appliances. With 26 cabinet-finish options and 30 countertop-finish options, you have a wide variety of colors to match or complement your home. Islands have adjustable legs to address uneven surfaces and are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com.

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St. bernardUS St. Bernardus is MLW Stone’s latest and most cost-effective naturalstone fireplace facing. Available in three standard sizes, St. Bernardus is a sound and durable honedlimestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com.

reGent ColleCtion Contemporary, classy, and comfortable all describe the new Regent collection, which features left and right love-seat, armless-chair, and middle-corner sectional pieces. Aluminum-cube chat and end tables are topped in Carrera marble. The group is shown in the shale finish. Contact: (770) 579-0414 or www.erwinandsons.com.

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eState SerieS Welcome to the Estate series: stainless-steel elegance with the most natural fuel source available.

The LG860C is fueled by 100% natural hardwood pellets, and it offers the most versatile cooking system on the market, the company says. With 860 square inches of cooking space, you can bake, grill, sear, char-grill, broil, smoke, barbecue, and roast to your heart’s content. The digital control center and meat probe work in tandem by regulating the internal cooking temperature of your food, and they automatically reduce the grill to a low smoke setting when the food is ready.

You can also slide the plate and sear your food over an open flame: The standard flame broiler allows for either direct or indirect grilling. Enjoy pellet grilling at its finest with the LG Estate 860.

Contact: (877) 303-3134 or www.dansons.com.

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

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new reCtanGUlar FirePlaCeS The new Mendota FullView 42 gas fireplace is the perfect traditional shape to frame Mendota’s realistic, handcrafted log sets. The FullView design places the fire on the hearth, with no telltale louvers or raised platform. Contact: (800) 553-5422 or www.mendotahearth.com.

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aUGUSta Dogwoods blooming, with honeysuckle scents drifting through the air: This is Augusta, the new fully welded aluminum collection from Portica by SunVilla. The high-back lounge chairs feature a gorgeous rolled neck-cushion treatment. The flared arm and vertical slats give an eclectic and transitional feel to anyone’s outdoor-entertaining space. Contact: (888) 6909800 or www.sunvilla.com.

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harMony StaCkable dininG Chair

avallon Introducing Avallon, a new wicker collection for 2019 from Ebel Inc.: This extensive line of curved and straight sectionals, deep seating, and dining brings timeless style to any outdoor space. Avallon is available in smoke, as well as in the newest weave color, Hickory—an intricate weave that is full of natural tones and able to coordinate beautifully with countless fabrics and environments. Contact: (866) 752-6320 or www.ebelinc.com.

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The Harmony collection is a new 2019 introduction fashioned

by Ciani Design. Contemporary in style, this mixed-media collection combines a Twitchell sling on a frame of powder-coated aluminum with ipê arm and tabletop accents. The Harmony collection consists of stackable dining pieces, round or square bistro tables, and rectangular or square dining tables in gray or white. Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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SUnriSe Metal ShoP Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its wellknown grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket.

Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, doublewalled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026.

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

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PRODUCT PROFILES

PaCiFiC trail SerieS (GSPt)

Jewel Just as a gemstone’s many facets sparkle from any angle, the silhouette of the Jewel collection creates an impressive design statement that is captivating from all vantage points. With a perceived sense of motion, the structural aspect of these pieces provides a sophisticated and modern alternative for today’s outdoor areas. Inspired by origami (the ancient Japanese art of paper folding), the Jewel collection features sculpted folds that are perched on an intricate base constructed of a modern network of angular aluminum. The synthetic wicker has a soft chalk-white finish that is mingled with platinum-gray highlights and is juxtaposed against a sleek chrome finish on the base of powder-coated aluminum.

Smooth, opaque glass tops the tables in this collection. The smaller scale of Jewel pieces makes them perfect choices for more compact outdoor spaces. This collection features a chair and ottoman, a chaise, and several dining options—including a bistro table and a counter-height dining table. Contact: (888) 790-4025 or www.laneventure.com.

With inspiration directly from California shores, the Pacific Trail series has a sleek design that will complement any outdoor space. Complete with a simple-to-operate crank-lift system and three-way push tilt, this umbrella will keep your customers cool all day—and into the night.

Contact: (909) 622-4800 or www.californiaumbrella.com.

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MaddUx ColleCtion The Maddux ultrahigh-back seating collection from the Inspired Visions collection by Peak Season offers both personal configuration and the comfort of your family recliner—with the modern advances of all-aluminum construction, handwoven polyethylene wicker, and Sunbrella® fabrics for durability. This group features a traditional hand-accented frame and deluxe high-back cushions. The Maddux chair has multiple configurations that invite relaxation and provide a place for long, meaningful conversations with family and friends. Contact: (205) 259-1793 or www.peakseasoninc.net.

live edGe teak table Inspired by the modern-farmhouse trend, the new Live Edge teak table is made for home entertaining. Made from FSC–certified Brazilian teak and featuring Lloyd Flanders’ custom antique-gray finish, the table complements any of the company’s Lloyd Loom or woven-vinyl dining chairs. Contact: (800) 526-9894 or www.lloydflanders.com.

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Ultraleather ProMeSSa oUtdoor A new standard of performance fabric has evolved with Ultraleather® Promessa® outdoor fabric. Meeting the needs of upholstery applications not only inside but outdoors, this next-generation style is fortified with a 360-degree circle of performance and protection. A textural pebbled aesthetic, paired with a subtle sheen, is highlighted by focused, adaptable color choices. A blended backcloth makes this industrious collection a hard-working choice for a variety of active settings. Contact: (914) 460-1730 or www.ultrafabricsinc.com.

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PaZZo ColleCtion Malibu Outdoor Living’s new Pazzo collection offers the latest deep seating and dining-chair options, giving your customers greater flexibility when entertaining and relaxing.

Contact: (866) 947-7632 or www.malibu-outdoor.com.

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UniverSal ColleCtion Add furniture pieces to coordinate with or complement your existing patio set with NorthCape’s Universal collection. Offered in seven finishes, the Universal collection coordinates with NorthCape’s most popular furniture groups. Pieces include dining tables and chairs, a chaise, bar furniture, occasional tables, and more.

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

kenZo CUShion The Kenzo cushion collection features Tropitone’s exclusive RELAXplus® technology for optimal comfort, longevity, and mildew resistance. Along with the standard outdoor lounge chair, swivel-action lounger, love seat, sofa, chaise, and ottoman, Kenzo cushion also offers an outdoor crescent and modular pieces. Contact: (949) 951-2010 or www.tropitone.com.

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Genval The Genval collection brings to mind the romantic lakeside, with a picturesque, natural Belgian small-town feel that makes you want to sit and indulge in every breathtaking moment. This collection features the company’s new intertwined gray rope woven pattern and is accented with black frames of powder-coated aluminum. Genval is ready to make you feel at one with nature by bringing you to the great outdoors. It’s timeless lifestyle furniture, only by Ratana®. Contact: (866) 919-1881 or www.ratana.com.

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iSland bay ColleCtion Outdoor by Design introduces the beautiful Island Bay balconyheight deep seating collection. This striking set meets the demands of today’s sophisticated buyers, who want both form and function in their outdoor areas. Contact: (941) 896-4425 or www.outdoorbydesign.com.

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MontiGo Mahana 60-inCh oUtdoor FirePlaCe Montigo’s new outdoor fireplace, the Mahana 60-inch model, has a patented windproof design with glass doors and an Invisimesh safety screen, requires no venting, and is rated for wood-frame construction.

Made with high-quality 304 stainless steel, this unit also features three dual blowers, providing a curtain of warm air on a cool evening. The stand-alone Mahana enclosure is now available in seven custom powdercoated colors. Dealer inquiries are welcome. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com.

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bradley Five-PieCe FirePit Chat Set Bradley, Veranda Classics’ mixed-media collection, features an all-aluminum frame in a sumptuous silvery-gray teak frame finish and a handwoven seat in a beautiful weathered-gray wicker. The Bradley club chair is the epitome of transitional design. Clean lines and a classic profile set this club chair and its coordinating collection apart from the competition. Contact: (847) 888-2013 or www.verandaclassics.com.

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PRODUCT PROFILES hyanniS ColleCtion

CoPenhaGen Conjuring the Viking Age, the allnew Copenhagen collection captures the unmatched hallmark of Danish quality and craftsmanship in furniture design with its distinctive, neoclassical Nordic look. Copenhagen pairs clean architectural lines with fashion-forward comfort, making it an ideal choice for your outdoor life.

From modern metro to magnificent mansion, this collection beams European taste and style. Contact: (866) 690-5673 or www.patiorenaissance.com.

Malibu Outdoor Living’s stylish Hyannis collection features a new Adirondack rocking chair.

Malibu uses the finest eco-friendly materials available, manufactured from recycled dairy and detergent bottles in the United States.

Contact: (866) 947-7632 or www.malibu-outdoor.com.

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SUnbrella PUre ColleCtion

teleSCoPe CaSUal ChatheiGht Fire table (6F20) The new 48x84-inch aluminum slat-top fire table is the first of its kind from Telescope Casual. The side panels are constructed of ever-durable marine-grade polymer material. The fire table comes with an elegant rectangular burner that can put out 105,000 Btu. The long, rectangular burner at the center of the table is strategically placed to give enough space for comfortable dining while enjoying the ambience and warmth of the fire. This item features a matching cover and will double as a large dining table when a fire isn’t desired.

The fire table is a chat-height model, for casual dining, but is available with an added lift kit to let it become a universal dining fire table. Contact: (518) 642-1100, orders@telescopecasual.com, or www.telescopecasual.com.

The Sunbrella® Pure collection draws inspiration from nature and showcases how everyday necessities can be elevated through design. Pure contrasts perfect and imperfect, where techniques and texture are key. The fabrics that ground the collection create a natural duality with each other and dramatize the tension found in nature between soft and hard, linear and curved, light and shadow, and smooth and dimensional. They work equally well together or individually, presenting endless design options that build familiar (yet original) spaces. This collection will debut at Casual Market Chicago in September.

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

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Madeleine Castelle, award-winning designer and manufacturer of aluminum casual furniture, has unveiled the Madeleine collection, which represents traditionally defined style. Inspired by the appeal of a French country terrace, pieces in the Madeleine collection feature interconnected lines and curves across the chair back, in addition to decorative, turnedlike cast-aluminum legs. Reminiscent of fine indoor furnishings, Madeleine is available with a full complement of dining and lounge pieces. All feature durable multistage powder-coat finishing. Castelle offers hundreds of options in finishes and fabrics, as well as optional artisan-applied antiquing. Madeleine’s crowning curve design is mirrored on the chairs’ back cushions. Notched seat cushions allow for precise and defined comfort. Contact: (855) 612-9800 or www.castelleluxury.com.

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lanCaSter The art of complete customization is elevated to new heights with the introduction of the handcrafted Castelle Lancaster collection. For the 2019 season, Lancaster—with its classic (yet ultracustomizable) form—is designed to boast four options for the chair back, allowing easy coordination with outdoordecor styles, whether contemporary, traditional, or transitional. The custom cast back motifs in the Lancaster collection include an original crossed-windowpane design, Saltire; a combination of intertwined lines and curves, Ellipse; an enhanced French royal emblem, Fleur de Lis; and an open garden-gate design with international curves, Trellis. The entire Lancaster collection will be on display during Casual Market Chicago in September. Contact: (855) 612-9800 or www.castelleluxury.com.

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INDUSTRY

NEWS

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Preview Market™ in Chicago in July.

“We are proud to announce Domenic as our 2017 sales representative of the year,” Chase says. “He has been a part of our sales team for over 20 years and continues to be a big-picture thinker for his retailers, his territory, and the company as a whole. This award recognizes his outstanding performance, as well as his professionalism and skill at building relationships.”

Fronsaglia represents the New England region for Treasure Garden, including Maine, Vermont, and Massachusetts. In his more than two decades with the company, Fronsaglia has been recognized as working very hard for his dealer base and treating each dealer like a family member. His sales philosophy has included thinking outside the box in relation to sales programs and practices, resulting in growth for his dealers’ businesses, as well as for Treasure Garden.

TREASURE GARDEN EXPANDS OUTDOORRUG COLLECTION Treasure Garden has added four captivating new designs to its collection of highest-quality outdoor rugs for 2019, which will be featured at Casual Market Chicago in

The North Shore— blue sky outdoor rug

The Canyon— taupe outdoor rug

September. Produced in Belgium, this collection of 18 exclusive, 100% UV-stable polypropylene rugs appeals to a broad range of tastes among discerning consumers. Available in two popular sizes and backed by a oneyear warranty against fading,

WINDWARD DESIGN GROUP APPOINTS STEVEN SWARTZ VICE PRESIDENT OF MANUFACTURING Windward Design Group, manufacturer of outdoor furniture since 1990, has hired Steven Swartz as vice president of manufacturing. Swartz has spent his entire career in manufacturing, with a broad range of tangible experience in make-to-order manufacturing, process control, global supply-chain management, quality assurance, just-in-time inventory control, product development, lean manufacturing, and personnel management.

Swartz has more than 30 years of experience in the casual-furniture industry, having worked his way up the ladder from the shop floor to an executive position at Tropitone®. During the past 10 years, he served as its vice president of manufacturing. He went full time at Windward in April, after consulting with the company on manufacturing operations for five months.

In this newly created position, Swartz is responsible for

the general management of all phases of production operations, including purchasing, production scheduling, production, quality control, shipping, maintenance, and warehousing. He will be working closely with all departments to increase producSteven Swartz tivity and profitability within manufacturing operations.

Carrie Morales, executive vice president of Windward, says, “In the short time Steve has been with Windward, he has offered tremendous insight. He has already proven to be a sound investment to help us get to the next level.”

PHIFER ROLLS OUT NEW WEBSITE Phifer Inc. has launched its new website, packed with fresh educational content, rich images, and handy interactive tools.

Phifer’s new site delivers a wealth of information and resources on its vast portfolio of insect-screening, sun-control, and furniture fabrics directly to users’ fingertips for quick and easy access. Optimized for easy navigation on all web browsers and device types, the website delivers an experience that today’s fast-paced digital marketplace has grown to expect.

Mark Edwards, Phifer’s senior executive vice president and chief marketing officer, says, “Phifer’s commitment to being the innovative market leader in our diverse product lines drives us to be in the forefront of technology in our digital-marketing efforts as well. We believe our new website quickly delivers information that the user needs, in a responsive design for today’s vast array of mobile, tablet, and desktop devices.”

Treasure Garden’s growing line of outdoor rugs meets the market’s desire for variety and coordinates beautifully with Treasure Garden’s industry-leading shade products.

For 2019, Treasure Garden brings to market North Shore—blue sky, with a small pattern in warm tan and cool blues and warm tan trim.

Canyon—taupe weaves shades of light and dark browns with antique beige for a minimalist and neutral rug that complements many styles

The new Phifer website

Providing clear navigation in a clean, eye-catching design, the site directs users to the information most relevant to their searches. Architects and designers sourcing materials, for instance, can browse through images and specifications to determine which products would best suit their needs for upcoming projects. Phifer plans to expand the website with additional tools and interactive features to help simplify the product-selection process.

More information is available at www.phifer.com.

and finishes of outdoor furnishings and decor. Meridian—steel blue offers a cheery and crisp repeating floral-medallion pattern in different shades of blue, along with spa and cream colors. Cobblestone—teak rounds out the new offerings with a smart cross check of teak brown, black, and white. The unique designs and neutral color story of the introductions allow for variety and unity in the outdoor space.

Candy Chase, national sales man-

ager, says, “We’re excited to bring four new outdoor-rug designs to market for 2019. Colors and patterns are new and on trend, and the quality and durability are high.

Designed to coordinate with our award-winning shade products, our rug program offers additional sales opportunities to our valued retail partners and perfectly aligns with the ever-expanding desire to bring coordinated venues for relaxation, recreation, and repose to the outdoors.”

JULY/AUGUST 2018 | PATIO & HEARTH PRODUCTS REPORT • 91

GUEST EDITORIAL

By Amy Mills continued from page 8

instant reading and are backlit to be visible in the dark. We swear by them. If you’re really getting into barbecue, buy two of them—or invest in a more high-tech solution and get the ThermoWorks model with two probes. The ThermoWorks Smoke™ model includes multiple probes and sends the information right to your phone, so you won’t be stuck at the grill during long cooking sessions.

We’v e used dozens of cookers and have quite a collection at home; our favorites follow. If you buy a grill (such as one from Weber, Primo, HastyBake, or PK) to do double duty as a smoker, make sure it has a hinged grate, to make it easier to add coals and wood during cooking.

The Ace MM from Ole Hickory Pits is a premium piece of equipment for the superenthusiast (the MM stands for Mike Mills). A home or competition version of the large cookers we use in our restaurants, this charcoal- and wood-burning insulated cooker has a built-in fan system. With 19.51 square feet of cooking space, it is so well insulated that it will hold a specified temperature for up to six hours. It’s designed not to go above 275 degrees.

The beautiful Cowboy Cauldron doubles as a firepit and really looks great in your backya rd.

It’s designed for live-fire cooking, but you can

smoke barbecue on it by simply using a lid from a kettle cooker.

Ceramic cookers are available at varying price and quality levels. We particularly like the Primo kamado ceramic cooker because its oval shape offers more square inches of usable cooking area than a round cooker would. Primo uses the highest-grade ceramics, and its cookers offer superior heat, moisture retention, and temperature control. These lifetime pieces of equipment are low maintenance and self-cleaning, and they’re made to live outdoors.

The new Weber Summit charcoal series has all the bells and whistles. There’s a firing mechanism (so you don’t have to use a charcoal chimney), along with an adjustable hinged grate and all sorts of extras. The real selling point is that it’s insu lated with air, so you can take the heat down much more easily than you can with any other cooker.

The Red Box smoker is small and affordable This insulated, double-walled, reverse-flow smoker is perfect for the terrace or deck of an apartment (or as an addition to your cooker arsenal). Don’t let the size fool you, though. The three racks can accommodate four slabs of ribs, two small brisket flats, two Bos ton butts, or three split chickens.

The Pit Barrel Cooker Company’s drum cooker

is affordable and easy to use. This 30-gallon drum cooks consistently good barbecue using the hanging method. The meat is suspended in the center of the heat, allowing even cooking and a smoky fog created by the juices that drip directly on the coals.

A grate attachment lets you cook steaks and burgers. The barrel is coate d with porcelain enamel to make it durable and weather resistant.

You can cook good barbecue on any kind of cooker: The key is to learn how that piece of equipment works. Figure out the hot spots. Study how quickly it gets to temperature or goes over the desired temperature—and most important, how quickly you can reduce the temperature.

Amy Mills is an owner of 17th Street Barbecue (Murphysboro, Illinois). Her company, OnCue Consulting, offers barbecueindustry education and restaurant consultation worldwide. She appears on various barbecue television shows, including “Chopped.” She is the coauthor, with Mike Mills, of “Praise the Lard” and “Peace, Love, and Barbecue: Recipes, Secrets, Tall Tales, and Outright Lies From the Legends of Barbecue” (Rodale, 2005).

SPOTLIGHT

PRODUCT

continued from page 22

pairing fabrics throughout the collection— while showing off the newest yarns and weave innovations.

Keelen gives an example of pairing fabrics: “The chenille statement pattern Cozumel is a plush, multicolored ikat, and it works well with the chenille texture Hadley,” she says. “Also new are elegant looks at a great price level, such as the painterly stripe Mesa and the texture Astoria.”

This summer, Bella-Dura launched a new collection of textures and geometrics at competitive prices. “This collection marries current pattern and color trends with construction techniques developed over the mill’s 30-plus years of weaving,” Keelen says.

While the By the Yard collection has done well as a whole, Keelen points to a few fabrics among the more than 230 SKUs that tend to stand out, year after year. “One pattern is the bouclé texture Landfall, which is woven on a stripe warp with a variety of fill yarns that give it an organic and almost retro look, in a good way. Another top pattern is Dart, a small-scale geometric diamond that has the benefit of working as both a body cloth and an accent pattern,” she says.

Additional looks gaining traction are all-over abstract or organic patterns. This is due to “the

fact that consumers are paring down materially and want to feel more connected to nature,” Keelen says. “You can also see this reflected in current color trends: Just look at the way millennial pink has shifted into a richer clay, and greens are returning with a bluer cast that resembles aloe.”

TEMPOTEST Momentum continues for Tempotest® USA (Carrollton, Texas), with two new collections in 2018. Drawing on resources from its Italian parent company, Parà SpA, the Bel Mondo collection invokes the colors of nature, with greens from meadows, grasses, and forests, as well as blues from the sky, sea, and lakes.

Jeff Jimison, national sales manager, says, “We also developed three new textural solids for this collection that bring in the look and feel of natural-fiber fabrics—heavy, lush chenille and basketweaves with shimmering, contrasting colors that really pop.” The collection is a collaboration between Filippo Uecher, a noted Italian designer, and Karen Williams and Brenda Sewell-Bost, award-winning outdoor-fabric designers from the United States.

“We’ve taken classic design elements with an

92 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2018

Italian flair and colored them with a U.S. eye toward color,” Jimison says.

The company’s black book of solids is s till filled with best sellers. Jimison reports that there are now two editions: black book II, an expanded version of the original black book, and black book III, an all-new collection of fabrics.

Jimison has a theory about what makes the collection so enduring. “There is not a more comprehensive collection of solid-colored solution-dyed acrylics available in one place, in such a vast array of colors and patterns. From canvas weaves to textural solids using bouclé and chenille yarns to outdoor fabrics with the look and feel of natural-fiber fabrics, this collection is a go-to book for designers for highend markets,” he says.

Tempotest USA combines Texan attitude with an Italian design sensibility in an attempt to stay ahead of trends. “Parà designers travel the world to the most fashion-forward shows for clothing, home, transportation, and other design-forward segments—and Parà is located in Milan, the fashion capital of the world,” Jimison says.

“These designers look at fashion trends, color trends, and emerging world events to help see what colors and styles are next.”

ADVERTISER INDEX Advertiser

Phone

PRODUCT PROFILES DIRECTORY Website

Page

Company

Page

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

American Hearth (Empire Comfort Systems) ....................................................66

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

American Muscle Grill (Summerset) ................................................................78

Bambrella . . . . . . . . . . . . . . . . . . . . . . . . . .(561) 288-8655 . . . .www.bambrellausa.com . . . . . . . . . . . .42

Apricity (Agio, USA) ................................................................................68, 78

Big Green Egg . . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . .www.biggreenegg.com . . . . . . . . . . . .52 C.R. Plastic Products . . . . . . . . . . . . . . . . .(800) 490-1283 . . . .www.crpproducts.com . . . . . . . . . . . . .63

Bambrella ..............................................................................................83, 86 Big Green Egg ........................................................................................72, 80 C.R. Plastic Products ................................................................................68, 72

CabanaCoast . . . . . . . . . . . . . . . . . . . . . . .(905) 785-998 . . . . .www.cabanacoast.com . . . . . . . . . . . . .55 California Umbrella . . . . . . . . . . . . . . . . . .(909) 622-4800 . . . .www.californiaumbrella.com . . . . . . . .57

CabanaCoast ..........................................................................................72, 85 California Umbrella ..................................................................................68, 88

Castelle . . . . . . . . . . . . . . . . . . . . . . . . . . . .(855) 612-9800 . . . .www.castelleluxury.com . . . . . . . . . . . .13

Castelle ..................................................................................................90, 90

Couristan . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 223-6186 . . . .www.couristan.com . . . . . . . . . . . . . . . .69

Couristan ................................................................................................70, 74

Coyote Outdoor Living . . . . . . . . . . . . . . .(855) 520-1559 . . . .www.coyoteoutdoor.com . . . . . . . . . . .83

Coyote Outdoor Living ............................................................................68, 84

Dansons . . . . . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . .www.dansons.com . . . . . . . . . . . . . . . .33

Dimplex ......................................................................................................81

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

Ebel ......................................................................................................81, 87

Erwin and Sons . . . . . . . . . . . . . . . . . . . . . .(770) 579-0414 . . . .www.erwinandsons.com . . . . . . . . . . .73 Foremost Groups/Veranda Classics . . . .(847) 888-2013 . . . .www.verandaclassics.com . . . . . . . . . .49

Erwin and Sons........................................................................................70, 86 Fire Magic (RH Peterson) ................................................................................82 Fireplace Xtrordinair (Travis Industries)........................................................78, 84

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . .www.gensuncasual.com . . . . . . . .94–95 The Hammock Source . . . . . . . . . . . . . . . .(800) 334-1078 . . . .www.thehammocksource.com . . . . . .43

Gensun ..................................................................................................70, 86 Heat & Glo (Hearth & Home Technologies) ..................................80, 82

Hearth & Home Technologies . . . . . . . . . .(888) 427-3973 . . . .www.heatnglo.com . . . . . . . . . . . . . . . .96

Infrared Dynamics (AEI) ..................................................................................76

Informa Exhibitions . . . . . . . . . . . . . . . . . .(888) 869-6522 . . . .www.poolspapatio.com . . . . . . . . . . . .77

Infratech ..........................................................................................70, 72, 76

Infratech . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . .www.infratech-usa.com . . . . . . . . . . . .79

Jardinico Caractère ........................................................................................84

International Casual Furnishings Association . . . . . . . .(336) 881-1016 . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . .85

Jensen Leisure Furniture ............................................................................81, 87

Jensen Leisure Furniture . . . . . . . . . . . . . . .(800) 403-0403 . . . .www.jensenleisurefurniture.com . . . . .45

Lane Venture ..........................................................................................68, 88

Kingsley Bate . . . . . . . . . . . . . . . . . . . . . . .(703) 361-7000 . . . .www.kingsleybate.com . . . . . . . . . . . . .81

Les Jardins ..............................................................................................72, 84

Las Vegas Market/IMC . . . . . . . . . . . . . . .(702) 599-3046 . . . .www.lasvegasmarket.com . . . . . . . . . .15

Lloyd Flanders ........................................................................................72, 88

Les Jardins . . . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . .www.lesjardins.com . . . . . . . . . . . . . . .39

Louisiana Grills (Dansons) ........................................................................70, 86

Lloyd Flanders . . . . . . . . . . . . . . . . . . . . . . .(800) 526-9894 . . . .www.lloydflanders.com . . . . . . . . . . . . .41

Malibu Outdoor Living ............................................................................88, 90

Malibu Outdoor Living . . . . . . . . . . . . . . . .(866) 947-7632 . . . .www.malibu-outdoor.com . . . . . . . . . .75 Mendota Hearth . . . . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . .www.mendotahearth.com . . . . . . .16–17 MLW Stone . . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . .www.mlwstone.com . . . . . . . . . . . . . . .64

Kingsley Bate ..........................................................................................78, 83

Mendota Hearth......................................................................................83, 87 MLW Stone ............................................................................................82, 86 Montigo ................................................................................................74, 89 NorthCape ............................................................................................74, 89

Montigo . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 378-3115 . . . .www.montigo.com . . . . . . . . . . . . . . . .31

Original Pawleys Island (The Hammock Source) ..........................................80, 80

NorthCape . . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . .www.northcape.com . . . . . . . . . . . . . .23

Ortal ......................................................................................................68, 70

Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . .www.ortalheat.com . . . . . . . . . . . . . . . .38

Outdoor by Design ..................................................................................78, 89

Outdoor by Design . . . . . . . . . . . . . . . . . .(941) 896-4425 . . . .www.outdoorbydesign.com . . . . . . . .65

The Outdoor GreatRoom Company ..........................................................66, 80

The Outdoor GreatRoom Company . . . .(866) 303-4028 . . . .www.outdoorrooms.com . . . . . . . . . . .56

OW Lee ..................................................................................................76, 80

OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . .www.owlee.com . . . . . . . . . . . . . . . . . .27

Paradise Cushions by FiberBuilt ................................................................76, 78

Paradise Cushions by FiberBuilt . . . . . . . .(866) 667-8668 . . . .www.paradisecushions.com . . . . . . . .64 Patio Renaissance . . . . . . . . . . . . . . . . . . . .(866) 690-5673 . . . .www.patiorenaissance.com . . . . . . . . .47

Patio Renaissance ....................................................................................79, 90 Peak Season ..........................................................................................66, 88 Plank & Hide ....................................................................................74, 87

Peak Season . . . . . . . . . . . . . . . . . . . . . . . .(866) 606-6330 . . . .www.peakseasoninc.net . . . . . . . . . . . .53 Plank & Hide . . . . . . . . . . . . . . . . . . . . . . . .(888) 462-6852 . . . .www.plankandhide.com . . . . . . . . . . . . .3

POLYWOOD ..........................................................................................66, 79 Portica (SunVilla)......................................................................................66, 87

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

Ratana....................................................................................................82, 89

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . .www.ratana.com . . . . . . . . . . . . . . . . . .35

Real Fyre (RH Peterson) ..................................................................................74

Summerset Professional Grills . . . . . . . . . .(800) 966-8126 . . . .www.summersetgrills.com . . . . . . . . . .59

Summerset Professional Grills ........................................................................66

Sunrise Metal Shop . . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .48

Sunbrella ....................................................................................................90

Sunset West . . . . . . . . . . . . . . . . . . . . . . . .(760) 599-1021 . . . . www.sunsetwestusa.com . . . . . . . . . .25

Sunrise Metal Shop ..................................................................................79, 87

SunVilla . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 456-2288 . . . .www.porticaoutdoor.com . . . . . . . . . . .71 Telescope Casual . . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . .www.telescopecasual.com . . . . . . . . . .51

Sunset West ............................................................................................76, 85 Telescope Casual ....................................................................................74, 90 Tempotest USA........................................................................................76, 86

Tempotest USA . . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . .www.tempotestusa.com . . . . . . . . . . . .14 Travis Industries . . . . . . . . . . . . . . . . . . . . .(800) 654-1177 . . . .www.fireplacex.com . . . . . . . . . . . . . . . .7

Treasure Garden............................................................................................82 Tropitone................................................................................................84, 89

Treasure Garden . . . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . .www.treasuregarden.com . . . . . . . . . . .2

Ultrafabrics ............................................................................................84, 88

Tropitone . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . .www.tropitone.com . . . . . . . . . . . . . . .67

Veranda Classics (Foremost Groups) ..........................................................85, 89

Ultrafabrics . . . . . . . . . . . . . . . . . . . . . . . . .(914) 460-1730 . . . .www.ultrafabricsinc.com . . . . . . . . . . . .21

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

PATIO & HEARTH PRODUCTS REPORT (ISSN 1939-6929) IS PUBLISHED BIMONTHLY BY PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503. US POSTAGE PAID AT LEBANON JUNCTION, KY 40150. JULY/AUGUST 2018, VOL. 13, NO. 4 © 2018 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE: (847) 504-8466. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

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PHOENIX

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Circle Reader Service No. 205