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S HADEMAKER /T REASURE G ARDEN

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Designed to make a big impact on comfort, and very little on the environment. The Solana™ heat-circulating low-emission ďŹ replace offers forward-thinking technology that meets the new EPA Wood-burning Fireplace Program guidelines.

For more information, visit lennox.com or call 1.800.9.LENNOX.

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Co n t e n t s MARCH/APRIL

2010 • VOLUME 5, NUMBER 2

48

FEATURES 8

14

Guest Editorial – Fabulous Fabrics for an Outdoor Oasis

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BY KIM GOLSON

BY KIMBERLY RODGERS

The fabric coordinator for NorthCape International explains how cushioning and fabric selections can help retailers increase sales in today’s rough economy.

Southern California-based Barbeques Galore has become a mecca for foodies and barbecue fanatics.

Spotlight – Made in the Shade

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BY CHERYL DANGEL CULLEN

Customers will be pleased with this season’s new designs and color choices in shade products.

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Marketing Maneuvers – The Leader’s Legacy 30

BY KIMBERLY RODGERS

Leader’s Casual Furniture has become the largest casual-furniture retailer in the Southeastern United States because of its ability to offer superior products with impeccable customer service.

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BY SHARON SANDERS

Hudson River Stove Works has grown dramatically because of the owners’ passion for innovation.

ON THE COVER

BY SHARON SANDERS

Beautiful covers from Two Dogs Designs have been a hit with customers who want to protect their outdoor-living products from the elements.

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Product Innovation – A Brand New Day for Monessen Hearth Systems BY CHERYL DANGEL CULLEN

Minden Grill Company’s new indoor grill has received rave reviews from cooking experts.

The new Monessen Hearth Systems features a larger workforce, new leadership, and an impressive array of leading-edge products.

Showroom Showcase – Four Generations of Forshaw 42

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BY SHARON SANDERS

The HammockSource reports that hammock sales are on the upswing as customers seek comfort for their outdoor spaces.

Beka Casting Expands Product Offerings and Service

As I See It – Agio Predicts a Bright Future for the Industry Bob Gaylord, Agio International president and 38-year industry veteran, explains why the future looks promising for the outdoorliving category.

PHOTO COURTESY OF SHADEMAKER/TREASURE GARDEN

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Last Word – Hammocks: Affordable Luxury Products

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Over the years, Beka Casting has gained a loyal following of specialty retailers in North America and Europe.

Hearth Retailer Profile – Niche Marketing Pays

Hudson River Stove Works: Product-design Experts

My Turn – Two Dogs Designs Has It Covered

BY SHARON SANDERS

BY SHARON SANDERS

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BY KIMBERLY RODGERS

As the largest and most respected outdoor-living retailer in St. Louis, Missouri, Forshaw prides itself on carrying a diverse range of patio furniture and hearth products.

This California-based company finds that the outdoor room is a huge market for the firepit industry.

Phoenix, Arizona-based Fireplace Furnishings fills a gap in the marketplace by focusing on accessories for the hearth.

An Indoor Grill That Delivers Outdoor-grill Flavor

BY SHARON SANDERS

Firepit Sales Warm Up for California Outdoor Concepts BY KIMBERLY RODGERS

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Barbecue/Grill Retailer Profile – Barbeques Galore Heats Up the Marketplace

DEPARTMENTS 6

61

Precipitation – Publisher’s Viewpoint and Editor’s Message

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Industry News -

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HPBExpo Roundup

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Product Profiles

66

Product Profiles Directory

66

Ad Index

EDITED BY KRIS KYES


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Bring Some Magic To Your Bottom Line. If you’re looking for the perfect opportunity to bring consistent profitability back to your sales performance forecast, isn’t it only fitting that you consider adding one of the most visible brands in

Yacht Club the world to your showroom floor? Retailers who choose to showcase Disney Resort Collections have discovered the path to beautiful collections that resonate with their customers. And with the addition of a third collection for 2010, if you

Grand Floridian

haven’t discovered the profitable wonder of being a Disney Resort ®

Collection by Agio retailer, then it’s time to join this exclusive and trendsetting group.

Animal Kingdom F O R M O R E I N F O R M AT I O N , V I S I T W W W . A G I O - U S A . C O M / D I S N E Y Circle Reader Service No. 5


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Industry News Edited by Kris Ky es

Lennox Hearth Products Names New Engineering Director Lennox Hearth Products (LHP) has named Mike Pennington to the position of director of engineering and quality. In his new role, Pennington will report directly to Wendy Howells, vice president and general manager of LHP. He will oversee both new product and sustaining engineering, in addition to leading company initiatives related to product quality. “Mike has extensive experience in gas appliances and controls. His numerous leadership positions in companies such as Carrier, A.O. Smith, and Frymaster L.L.C.—and most recently, as director of engineering at International Environmental Company—make him an excellent fit for the position,” Howells says. “He also possesses a can-do attitude that we know

will serve our team well in this transformative time.” Pennington will be located in Nashville, Tennessee, where LHP is opening its new headquarters in the early spring. His imme- Mike Pennington diate focus will be staffing the open engineering positions in Tennessee and working closely with the engineering team to ensure a smooth transition of LHP’s product-development activities from California to Tennessee.

Palm Springs Rattan & Garden Classics Introduces New Collections

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alm Springs Rattan & Garden Classics, wholesale manufacturer and distributor of high-quality casual furnishings, recently announced its latest introductions for the 2010 season. “We have made a commitment to expanding within multiple areas of our product offerings to fill a variety of needs being experienced by our customers,” Tami Newton, sales manager, says.“We realize that to grow, we need to be prepared to make choices with our introductions that will benefit not only a single segment, but customers across the board.” The Belize collection, the latest in durable all-weather wicker, features a fully welded aluminum frame, UVstable synthetic wicker, and coastal cottage styling. This collection includes multiple finishes, as well as a large array of fabrics, including selections from Sunbrella® at no extra charge. In an effort to expand the already topselling Kokomo collection, Palm Springs has responded with additional seating, motion, dining, modular-section, and occasional pieces. With a flat-weave synthetic wicker over all-aluminum frames, the collection’s curvy lines and resulting extreme comfort have established Kokomo as a sales leader. To target growing contract applications, Cancun will make its debut from Palm Springs with above–industry-standard aluminum thickness and engineered frame construction. Stackable dining chairs and chaises are available in two colorways to accommodate the hospitality industry.

Sunbrella Brand Goes Mobile Because one never knows when the urge to redecorate will strike, Glen Raven has launched a mobile version of its popular Sunbrella® fabrics Web site. From a handheld device, retailers, designers, and customers can now search a fabric library and locate the nearest Sunbrella fabrics resource. “The wealth of information and services available through handheld devices today is exploding, and we want the Sunbrella brand to be totally accessible on the go,” Gina Wicker, design and creative director for Sunbrella Fabrics, explains. “Our initial mobile offering includes the five most popular portions of our Web site and gives consumers a powerful decorating 10 Patio & Hearth Products Report March/April 2010

resource they can take anywhere.” The new Sunbrella Mobile Web site, which can be viewed at www.sunbrella.mobi, includes a searchable library of fabrics, a where-to-purchase directory, care and cleaning tips, warranty information, and contact data. Compatible with all handheld devices, Sunbrella Mobile automatically adjusts to fit the screens of most devices. “We can envision a consumer shopping for furniture or other home-decor items and wanting to learn about Sunbrella fabric options—or maybe she’s chatting with friends and wants to brainstorm on decorating options and ask their opinions,”Wicker says.“It’s like having a fullcolor Sunbrella catalog in the palm of your hand.”

Fireside Hearth & Home Teams Up With the Ronald McDonald House

Volunteers fr om Fir eside Hearth & Home gather ar ound one of the fir eplaces donated to Ronald McDonald House in Minneapolis, Minnesota, in 2009. Fr om left: standing ar e Matt Coyne, Brian Smith, Joel Ginsber g, Marty Juhl, and Sara McGinley; sitting ar e Gina Ott, Chelsea Dupr e, Sara Ginsber g, Meg Katzman (executive dir ector of Ronald McDonald House), Jer emiah O’Leary, Geri Fendler , and Kate Shannon.

A

group from Fireside Hearth & Home in the Twin Cities cooked and served a meal for resident families at the Ronald McDonald House in Minneapolis, Minnesota.The Ronald McDonald House is home to 48 families with children who are undergoing treatment for life-threatening illnesses at area hospitals. Fireside Hearth & Home served the meal as part of the Cooks for Kids program at the house, which organizes groups of volunteers to provide, prepare, and serve meals to the families. Joel Ginsberg, division manager for Fireside Hearth & Home in Minnesota, says, “We developed a relationship with the Ronald McDonald House last year, when we donated and installed several fireplaces at the house. Throughout the process, we learned of the many ways to support their program, and Cooks for Kids was one of them.” The Fireside Hearth & Home team members prepared a Mexican fiesta for the families. They served chicken and beef tacos with all the fixings. Brian Smith, vice president and regional manager of Fireside Hearth & Home, says,“After a long (and often exhausting) day at the hospital, the families truly appreciate being served a home-cooked meal. Seeing just a glimpse of what they are going through helped all of us to reflect on those things that are truly important in life. I’m very proud to be part of the Fireside Hearth & Home team.”

Inside Dan Patrick’s New Man Cave With a daily sports talk radio show carried on more than 200 stations across the country, Emmy Award-winning sports broadcaster Dan Patrick is, in many ways, living many men’s ultimate dream. When he decided to convert a room in his home to a combination man cave and broadcast studio from which his show will be simulcast on DirecTV beginning in July, it was only natural that he would want the room to be a place where his guests and


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viewers would want to hang out and, perhaps, play armchair quarterback. The design and installation of the new studio was featured on episode 413 of DIY Network’s “Man Caves” in February. Patrick’s room, described as The New York Athletic Club meets your favorite upscale pub, is now home to his vast collection of sports memorabilia, the ubiquitous wall-mounted television, and a Dave Lennox Signature™ collection Montebello® gas fireplace, directly below the television, to create the perfect focal point for this elegantly masculine space. “Dan wanted the convenience of a gas fireplace, but he also likes the look of real masonry,” Mike Buckley, the general contractor who worked directly with Patrick, explains. “Lennox had the perfect solution in the Montebello fireplace. Dan selected the Montebello model with a 40-inch opening and a red herringbone brick interior, and its traditional design is exactly right for the room’s setting.” With a tall ceramic-glass opening that provides an exceptional view of the finely detailed logs and flame, the Montebello fireplace is equipped with a powerful burner system that showcases its large fire and glowing embers. Its exclusive Secure Vent™ direct-vent system uses no room air for combustion, while allowing just the right amount of heat to warm the room. Robert Dischner, marketing director for Lennox Hearth Products, says,“This was a really fun project for Lennox Hearth Products to be involved in—the ‘Man Caves’ team and Dan Patrick were great to work with, and his new studio is a place that any of his guests will feel at home. Our gas fireplace certainly adds to that ambience, and we’re pleased we could help out; Dan wanted a fireplace in his new space because it evokes a feeling of hospitality, regardless of the season. That’s a sentiment that is universal.”

Shademaker’s Umbrellas Featured on Television Show Shademaker (Baldwin Park, California) recently had its hospitality shade products featured in the ABC family drama “Brothers & Sisters.” The Orion-style awning-grade umbrellas (in Sunbrella® Ginkgo) were shown at the Walt Disney Concert Hall in Los Angeles, California. The Frank Gehry-designed concert hall and its Shademaker umbrellas are currently featured in Shademaker’s 2010 advertising campaign.

Products From Two Dogs Designs Provide Protection

Pr otective covers fr om Two Dogs Designs played a valuable r ole this winter in keeping outdoor-living pr oducts safe fr om the elements.

During the heavy snowstorms that blanketed the East Coast and Middle Atlantic States in February, protective covers from Two Dogs Designs were hard at work. According to Sharon DeFelice, president and

founder, “Our protective covers protect the consumer’s outdoor-living investments from the elements.” Two Dogs Designs offers covers that are made of durable, 600-denier polyester with PVC linings that are designed to protect grills, outdoor furniture, patio heaters, log racks, and firepits. For more information about protective covers from Two Dogs Designs, call (866) 896-3644 or visit www.twodogsdesigns.com.

Hart & Cooley Donates Building Insulation to Habitat for Humanity Hart & Cooley (Grand Rapids, Michigan) recently teamed up with Habitat for Humanity to donate building insulation. With the help of Hart & Cooley’s Sanger, California, manufacturing facility and the Fresno Habitat for Humanity organization, over a ton of insulation will be put to good use. The Hart & Cooley manufacturing plant in Sanger is responsible for making the insulated flexible duct for which the company has become known. Flexible duct is used to distribute conditioned air in some residential and commercial applications. As part of the manufacturing process, Hart & Cooley uses building insulation between the core and the jacket of the flexible duct to create an insulated flexible duct. When the opportunity to donate insulation used in Hart & Cooley flexible duct presented itself to the Sanger facility, Habitat for Humanity of Fresno became the perfect solution. David Daniel, plant manager, explains, “Through this donation, we not only are helping a local nonprofit agency, but we are reducing the environmental impact on landfill waste we produce when our insulation is not being used.”

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Industry News Owned by Tomkins P.L.C., Hart & Cooley, Inc., is a leading manufacturer of air-distribution and vent products for heating, plumbing, and air-conditioning systems. Major product lines include grills, registers and diffusers, flexible duct, gas-vent and chimney systems, and ductsystem components.

The Morsø 7600 Ear ns the Red Dot International Design Award

Capel Rugs Sees Record Turnout in Las Vegas Capel Rugs attracted significant attention during the winter Las Vegas Market™, held February 1–5, with more than 1,000 dealers visiting its showroom, located at World Market Center, Las Vegas, Nevada. The company saw a 142% increase in sales over the 2009 market, a hopeful sign for an upswing in the home-furnishings industry. Soft contemporary and transitional designs were a big hit among buyers, with favorites including the company’s Graphique, Essex, Floral Silhouette, and Biltmore® for Your Home Orchard House patterns. Capel Braids—American Originals™ were also popular among visitors, who were impressed by new colors in the American Legacy collection. Graphique by Capel

and extruded-aluminum casual furniture, has combined an intricate cast motif with a substantial cast arm and leg design that is used throughout the collection’s deep seating and dining pieces. Jamie Lowsky, CEO, says, “Our design team has, once again, created elements that work to emphasize the handcrafting capabilities of our artisans. At Pride, we place a great deal of emphasis, throughout the design and crafting process, on providing our dealers with collections and pieces that are truly original.” The Morsø 7600, designed by Monica Ritterband, has won the prestigious Red Dot international design award, which is given by Design Zentrum Nordrhein Westfalen in Essen, Germany. When voting, the Red Dot jury considers quality, functionality, user friendliness, and innovation as attributes of product design. Ritterband’s new Morsø 7600 wood-burning stove was applauded for its circular shape, round feminine transitions, enormous glass window, and indestructible cast iron. These unique design elements give the stove a personal style with a soft, organic touch. The stove, which bears the Nordic Swan eco-label, is based on the convection principle and offers fantastically clean and effective combustion. The stove’s air intake, and therefore its combustion and heat, can be controlled by a single handle. The Morsø 7600 is available in four versions: on a base with a drawer, with feet and a drawer, on a pedestal, and wall mounted.

Customers Respond Well to Madrid Collection From Pride Family Brands

The Madrid collection by Pride Family Brands

Designed to capture the flavor and elegance of oldworld styling, the Madrid collection from Pride Family Brands, unveiled at the 2009 Chicago International Casual Furniture & Accessories Market™, is proving to be a winner with retailers, going into the spring 2010 season. Rory Rehmert, vice president of sales and marketing, says,“We have seen great reaction to Madrid.This collection is a great value in the marketplace and is sure to be successful on the retail sales floor.” Pride Family Brands, manufacturer of high-quality cast12 Patio & Hearth Products Report March/April 2010

Kingsley-Bate Announces Opening of High Point Showroom Kingsley-Bate, a leading manufacturer of fine outdoor furniture, will open a permanent showroom in the InterHall section of the International Home Furnishings Center in High Point, North Carolina, in April 2010. Clay Kingsley, president of Kingsley-Bate, sees this as a valuable opportunity to increase the company’s exposure at the High Point market. “The new space allows us to showcase more of our expanding breadth of merchandise in the teak, stainless-steel, and all-weather–wicker furniture categories,“ he says. “We have products suitable for residential and hospitality applications, and we look forward to demonstrating this to furniture stores and the design community.”

vative products and solutions for customers. I look forward to seeing this company continue its growth trajectory and make its mark in the industry.” The MHSC family of brands includes Monessen, Majestic, Vermont Castings, and Ambient Technologies. A recognized leader in the hearth industry, MHSC has broadened its reach, in recent years, through the 2008 acquisitions of the Majestic and Vermont Castings brands and their gas inserts, direct-vent and vent-free fireplaces, wood-burning stoves, and outdoor products. MHSC is a significant player in the hearth industry (which has an annual value of more than $5 billion in North America).

Eastern Jungle Gym Expands in Georgia Eastern Jungle Gym’s family of dealers continues to grow with the addition of a new retailer, The Mad Hatter, in Alpharetta, Georgia. Established in 1978,The Mad Hatter has grown into one of the largest family-owned air-duct and chimney-service companies in the United States. It now carries Eastern Jungle Gym’s full line of high-quality swing sets and accessories, along with a full range of grills, fireplaces, pool supplies, and other outdoor products.

Outdura’s Tradewinds Featured in Motion Picture

Daniel Clifford Selected to Lead Monessen Hearth Systems Monessen Hearth Systems Company (MHSC), one of the fastest-growing North American manufacturers of fireplace, stove, and hearth products and technologies, has announced the appointment of Daniel Clifford as president and CEO. Clifford, a former president and senior-level executive for The Eureka Company, Rexnord Industries, and Whirlpool Corp., is known for his track record of developing successful and innovative strategies for growth not only within North America, but also globally. Prior to assuming these positions, Clifford held positions in sales, marketing, operations, and human resources. In addition, Clifford has extensive experience in developing successful sales and marketing strategies with distributors, as well as retailers . Bill Seelbach, interim CEO and Riverside executive, says,“We are very excited about having Dan Clifford join MHSC. Dan has achieved great results in creating brand strategies, increasing customer satisfaction, and growing sales across a wide range of branded consumer products.” Clifford explains, “MHSC manufactures some of North America’s best-known brands of hearth products. It’s also a dynamic company, poised to become an industry leader as we continue to add to our portfolio and introduce inno-

After making its television debut in the CBS comedy “The New Adventures of Old Christine” and then being seen in ABC's “The Bachelor,” Outdura's fabric Tradewinds takes on its first supporting role in a major motion picture, “17 Again.” Featured in the Sundance coloration, the hammock comes alive in this Disney hit starring Matthew Perry and Zac Efron.

Isokern Launches First EPA Phase 2 Approved Fireplace Isokern recently introduced the GreenTech catalytic fireplace, which is a wood- and gas-burning fireplace designed to reduce particulate smoke and emissions by as much as 90%. As the first modular wood-burning fire-


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place approved by the U.S. Environmental Protection Agency (EPA), the Isokern GreenTech is positioned to become a new standard for all open wood-burning fireplaces, as part of the global initiative to reduce greenhouse emissions. The GreenTech was featured at the Bright Green Expo in conjunction with the United Nations Climate Change Conference held in Copenhagen, Denmark, in December 2009. Carl Spadaro, CEO of Earthcore, says, “Innovative clean technology is what we at Earthcore obligate ourselves to, and the GreenTech catalytic fireplace is a real example of that. For the first time, we can truly offer clean-burning fireplace technology around the globe that exceeds EPA requirements here in the United States while providing residential and commercial owners with the look and warmth of a traditional fireplace.”

Earth’s Flame Hybrid Retrofit Grate Reduces Emissions Up to 72% Earth’s Flame™ was developed to prevent the extinction of wood-burning fireplaces. It is so innovative and effective that it is being considered for the Clean Air Excellence Award of the Environmental Protection Agency (EPA), and it won a Green Award at HPBExpo in Orlando, Florida. More important for consumers, Earth’s Flame reduces emissions 33% below the phase 2 emissions level of the EPA’s voluntary wood-burning fireplace program, as tested in a typical 36-inch, zero-clearance fireplace. Independent studies estimate that there are approximately 37 million households in the United States with one or more fireplaces, and that these fireplaces emit 50,000 to 70,000 tons of harmful pol-

Superior Radiant Products and GoGaS For m Alliance Superior Radiant Products (SRP) has announced that it has entered into a strategic alliance with GoGaS Goch GmbH & Co. KG, a prominent German company in the international heating industry. SRP will begin marketing the GoGaS high-efficiency heater KMI Novus to the North American market. GoGaS is a world leader in heating technology, with highprofile installations such as that of the Ellis Park Stadium in Johannesburg, South Africa, venue of the FIFA World Cup 2010. GoGaS will, in turn, start to market SRP’s products in its regional markets, including Russia. Kevin Merritt, president of SRP, says, “We are excited about the prospects of introducing European heating technology into the North American market. Europe has, for a long period, been more advanced in high-efficiency heating requirements, and now that North America is placing more priority on reduced emissions, we feel the timing of this alliance is very good.” The synergies of the two companies in terms of product lines, markets, and ambition are without conflict. GoGaS has a subsidiary company in Russia, and SRP recently incorporated a subsidiary company in China. The ability of the alliance to provide a broad product line of highly efficient infrared equipment in these markets, in addition to Europe and North America, is unmatched.

lutants each year. Due to pollutants and emissions, many homeowners are not allowed to install woodburning fireplaces in new housing and/or allowed to use their existing fireplaces; others feel guilty about burning wood. In Southern California, the South Coast Air Quality Management District has banned wood-burning fireplaces in new construction. Lisa Leighton, owner of Canterbury Enterprises, says, “Earth’s Flame offers a simple solution because it easily retrofits into most of the existing fireplaces and allows homeowners once again to enjoy their fireplaces. We extol the green nature of the product because it improves ambient air quality and reduces the health risks associated with harmful emissions.”

With the high price of energy and the tightening of air-quality regulations, many homeowners are frustrated and confused. Earth’s Flame is a cost-effective and viable solution for new and existing fireplaces that dramatically reduces fireplace emissions. “The reason most fireplaces have such high emissions is because they have poor combustion,” Steve Marple, project engineer, explains. “Earth’s Flame promotes good combustion, and we believe it has the added benefit of directing more of the fire’s heat into the living space.” Official burn tests compliant with ASTM International’s E2558 standard show an average emission factor of 3.4 grams per kilogram; this is a reduction of up to 72%, compared with standard fireplace emissions.

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Spotlight

Made in the Shade

WRITTEN BY CHERYL DANGEL CULLEN

A 6.5-foot squar e market umbr ella fr om ZipJack

Tr easur e Gar den’s AKZ 13-foot octagonal umbr ella

SPECIALTY RETAILERS eagerly AWAIT this SEASON’S new DESIGNS and COLOR choices in SHADE PRODUCTS.

FiberBuilt’s Palm umbr

TUUCI’s MAX™ Cantilever™

AFTER ONE OF THE SNOWIEST WINTERS THAT THE UNITED STATES HAS KNOWN, SPRING IS EAGERLY ANTICIPATED—ESPECIALLY BY MAKERS OF SHADE PRODUCTS, WHO KNOW THAT IT WON’T BE LONG NOW UNTIL MANY NORTH AMERICANS WILL BE ENJOYING COOL BEVERAGES WHILE SITTING OUTDOORS, UNDER UMBRELLAS. In fact, with summer on the way, manufacturers of shade products are gearing up by introducing many new products. FiberBuilt Umbrellas (Fort Lauderdale, Florida) has three big introductions. First, the company has introduced a new, larger umbrella, the Riviera, with 0.75-inch fiberglass ribs for added strength and a pole 2 inches in diameter. “We developed the Riviera in response to customers who wanted a larger, stronger umbrella,” Paul Knapp, founder, president, and CEO, explains. The canopy is 10 feet square, and the pole comes in a choice of seven finishes. “We will have some aggressive price points on it for the customer who wants that size. It will be a one-step-up

umbrella,” Knapp says. Second, the company has also introduced a new fiberglass base on wheels. “Everyone has been crying for it, and we feel that it will hit a good price point and be a superior product,” Knapp says. He notes that FiberBuilt redid the entire fiberglassbase line, and the result is a base (with a slightly different design) that is built to be better and tougher. “In the past, we did a 90-pound, 125pound, and 175-pound base in three to four colors. This year, we’ve bettered those products, we’ve put wheels on all three models, and we’ll be offering them with additional paint designs that make them look like high-end granite pieces (which are available

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ella

Caravita’s Supr emo telescopic umbr ella


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| Made in the Shade

with or without wheels),” Knapp says. Amy Forseth, FiberBuilt’s national sales manager, adds that the company is always working “to improve our products to stay ahead, and we’re trying to make our products better. We are the leading manufacturer of fiberglass umbrellas, and we want to stay there,” she says. Third, FiberBuilt is rolling out the signature products that resulted from its licensing agreement with Guy Harvey, signed in September 2009. The company introduced several of Harvey’s designs on fabric last year, “but this year is the big push,” Knapp explains. The line, which includes umbrellas, replacement cushions, patio furniture, golf umbrellas, and 10x10-foot tents, is sold under the name Guy Harvey Outdoors and has its own Web site, www.GuyHarveyOutdoors.com. “We have a big retailer that has picked up the Guy Harvey line, and we’re really excited about its prospects,” he says.

EASE OF OPERATION Caravita USA (Mount Pleasant, South Carolina) is introducing its latest shade, the Supremo. “Supremo is a collaboration of some of our best design elements,” Michael Caravita, principal, explains. “This telescopic umbrella opens without the use of a crank or pulley system.” The Supremo is durable, designed

with a stainless-steel handle and aluminum hub construction, and is easy to raise with a simple open/close handle. It is offered in sizes of up to 20 feet. “Like all of our shades, it has our extensive list of accessories and color options available for complete customization and creation,” Caravita says. As for changes to existing products, Caravita says that they are ongoing. “We are always striving to improve our designs and mechanisms. Our Belvedere handle has undergone some improvement, making locking and unlocking easier. A simple switch allows the handle to be operated easily. The Belvedere’s folding mechanism is unparalleled; when closed, it stands upright, completely out of the way,” he says.

AERODYNAMIC DESIGNS Look for ZipJack Custom Umbrellas (Elmsford, New York) to focus renewed attention on its Aero umbrella, which it created 20 years ago. It is an aerodynamically designed umbrella canopy that allows the wind to go through a venting system (which, in turn, stabilizes the umbrella). The Aero-style canopy “has been on the market for 20 years, but we’ve started incorporating it into a variety of our umbrellas,” Martha Dubinsky-Witkowski, CEO, says. “We used to offer it just in the

larger sizes, but we’re putting it onto our smaller sizes as well, because it is a lovely and functional feature.” The fact that ZipJack’s products incorporate only U.S.-made materials is another big selling point to add to the company’s aerodynamic designs. “The materials we use are of really good quality. The wood is sturdy American oak, and it really holds up; the fabric is all made here in the United States, and it holds its color. It all adds up to a better-quality umbrella with a lifespan of 8 to 10 years, and that’s a pretty good test of our product’s design,” DubinskyWitkowski says.

LARGER SIZES Treasure Garden (Baldwin Park, California) will be introducing a new 12x12-foot Garden Pavilion umbrella. Oliver Ma, Treasure Garden and Shademaker president, CEO, and founder, says, “Our long-anticipated entry into this category was met with an overwhelming reception at the Chicago International Casual Furniture & Accessories Market™ in September 2009. The Square Pavilion, which is only the first of many, features all-aluminum construction, an awninggrade fabric top, decorative corner draperies, and interchangeable and customizable side options, as well as several other unique, innovative, and exclusive

Circle Reader Service No. 16

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features—with lots more accessories planned for the future.” Also new for 2010 is Treasure Garden’s Shanghai umbrella, which has been increased in size by 17%. Treasure Garden developed it “to accommodate today’s larger shade needs, and it has been updated with the latest in fiberglass-rib technology,” Ma says. It uses Treasure Garden’s twist-tilt frame, paired with the company’s FlexWeave solutiondyed polyester fabrics by O’bravia.” TUUCI (Miami, Florida) has introduced three new shade collections for 2010: Ocean Master MAX center mast, Ocean Master MAX™ Cantilever™, and the Shade Sculpture collection. Each new collection for 2010 not only introduces new technology to the industry, but is “jumbo in size and scale, compared with all previous introductions that TUUCI has made, pushing the limits of giant-parasol construction and the outdoor-living space created within,” Dougan Clarke, TUUCI’s founder and CEO, explains. “Within each collection, TUUCI has created some of our most distinctive designs, with many more introductions coming in 2011, 2012, and beyond.” To keep on top of product development, Clarke says, TUUCI’s research-anddevelopment unit, aptly named Shadow Continued on page 65


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NEW . 2010 OCEAN MASTER MAX CANTILEVER

Page 17

intricately designed, simply beautiful to behold

Our shade engineers go to great lengths to dream up the most alluring parasols around. And even the smallest details aren’t an exception, like our independent bracket system, aluminum crescent drive handle and quick-lock aluminum knob. Creating innovatively engineered marine grade components, each performing its own unique and critical function, is the genius behind the durability of TUUCI. And with the freedom to create any shade system, in any color to fit any space you desire, you’ll soon agree that the beauty truly is in the details.

tuuci : parasols . lounges . pavilions

www.tuuci.com

Circle Reader Service No. 17

305.634.5116


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MarketingManeuvers

The Leader’s Legacy WRITTEN

BY

KIMBERLY

RODGERS

PHOTOGRAPHY

BY

LESTER

KUHN

Leader's showr ooms featur e a range of indoor and outdoor casual fur nitur e and accessories for every r oom of a home.

Leader's Casual Fur nitur e has 19 locations thr oughout the state of Florida; Richar d Gar cia (center), showr oom manager of the Port Charlotte stor e, with salespeople Calvin Lancaster (left) and Henry Jener

LEADER’S CASUAL FURNITURE is DESTINED to keep GROWING at a staggering rate as a NEW GENERATION TAKES over its HELM .

E

STABLISHED IN 1971 WITH ONE SMALL SHOWROOM IN ST. PETERSBURG, FLORIDA, LEADER’S CASUAL FURNITURE IS NOW THE LARGEST CASUAL-FURNITURE RETAILER IN THE SOUTHEASTERN UNITED STATES. From the company’s corporate office and distribution center in Largo, Florida, it efficiently runs 19 locations throughout the state. The Gulf Coast is home to 13 of the stores, with the remaining six sites divided among Orlando and Florida’s East Coast cities of West Palm Beach, Boca Raton, and Pompano Beach. A respected industry leader and a giant as both a retailer and a manufacturer, Leader’s Casual Furniture has been a past recipient of the Apollo Award and was voted one of the top 10 casual retailers in the country by the International Casual Furnishings Association. Founders Jerry and Linda Newton are now in the process of transitioning leadership to a second generation that includes their daughter, Tami Newton; their son, Tim Newton; and their daughter-in-law, Ashley Newton. Since it began, Leader’s Casual Furniture has specialized in offering customers a vast array of both indoor and outdoor casual lines and accessories to furnish an entire home. Whether Floridians seek products for a primary residence or a vacation home, Leader’s Casual Furniture is often the only place that they go for their furniture needs. Snowbirds and those relocating to the area with limited time especially appreciate the convenience of furnishing an entire residence with Leader’s Casual Furniture’s one-stop–shopping concept. Leader’s Casual Furniture’s collections have always been casual, to meet the design tastes and styles of a comfortable tropical lifestyle. Customers visiting any Leader’s Casual Furniture showroom will find a prominent display of furniture from living room sofas and wall 18 Patio & Hearth Products Report March/April 2010

units to patio sets and chat groups, umbrellas, and accessories in rattan, indoor and outdoor all-weather wicker, cast aluminum, sling materials, and wood. Showrooms range in size from 3,500 to 16,000 square feet, with the average store at approximately 8,000 square feet. The demographic characteristics of a Leader’s Casual Furniture customer vary slightly, depending on the geographic area, but all stores carry the same products. In every showroom, the merchandising strategy is to display a wide sampling of furniture collections, single pieces, and accessories. “There is not a lot of room for vignettes; however, this business model works well for us because we get a lot of turns per square foot,” Tami Newton says. Leader’s Casual Furniture’s biggest-selling lines are its two propriety brands, Palm Springs Rattan (for indoor lines) and Garden Classics (for outdoor lines), which the company also sells directly to approximately 300 dealers through its wholesale division. In addition, Leader’s Casual Furniture manufactures its own cushions and gives customers more than 120 fabric selections. All fabrics are kept at the same grade and price, simplifying the purchase process. Other lines that Leader’s Casual Furniture carries include Tropitone, Hanamint, Pride Family Brands, Windward, and Trans-Ocean. Leader’s Casual Furniture is known for offering selection, high quality, and service in a range of price categories. “We have price and value for basically every customer,” Larry Watt, chief marketing manager, says. “We start with a five-piece set at $399 and go all the way up to $1,999, so we try to hit all consumers.” Since Leader’s Casual Furniture designs and sources many of its products directly from factories, the company is able to pass on the associated price benefits to its customers.

Furthermore, quality is never compromised. Whether it involves other manufacturers’ products that Leader’s Casual Furniture carries or its own lines, the company adheres to strict quality-control standards. For example, Palm Springs Rattan and Garden Classics lines are built and tested to withstand the rigors and repeated use of the commercial market, and are overbuilt when it comes to a residential environment. Leader’s Casual Furniture maintains huge inventory levels in its state-of-the-art, 150,000–square-foot distribution facility. Products worth a total of about $14 million are kept in stock at all times. The fully automated and computerized warehouse contains the latest in advanced technology to track and locate products efficiently. This technology (along with multiple loading docks and a fleet of 20 trucks) enables Leader’s Casual Furniture to process orders quickly and offer delivery times, to almost any customer, of one to two days. “One of our goals for the future is to be able to offer same-day delivery. We are working on that,” Newton says. Whiteglove delivery is standard, with a red carpet placed at the home’s door, items set up in the appropriate area, and all packing materials and related trash removed. The company’s focus, from day one, has been on giving outstanding customer service. Watt says that each Leader’s Casual Furniture store has the same philosophy. “Take care of the customer, no matter what it takes,” he explains. The company also has a highly trained sales staff that educates the consumer, and it has approximately 170 employees, company wide, in its retail and wholesale divisions. Each individual store features a hands-on management style, with each site manager having autonomy over his or her location. Leader’s Casual Furniture employs an aggressive marketing strategy, with all advertising handled in-house. “We believe in frequency, using direct-mail, managed-


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Circle Reader Service No. 19


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MarketingManeuvers

Leader's biggest-selling lines ar

e its own brands, including the T

rinidad line (above) fr

mail, radio, and home-show advertising,” Watt says. Fullcolor promotional flyers are often sent to millions of potential customers. In addition, Leader’s Casual Furniture participates in public-relations events. Recently, in cooperation with the television program, “America’s Most Wanted,” Leader’s Casual Furniture opened its stores to the community for a children’s fingerprinting day. “It was very popular and successful,”Watt says. Where municipalities allow it, Leader’s Casual Furniture also draws customers in through outdoor presentations. “We do some wonderful outdoor displays,”

om Palm Springs Rattan.

Watt says. “Advertising will not always bring a customer into the store, but some of the displays outside a store will. I am hoping to grab a customer who wants to come into the store and take a look.” Outdoor/sidewalk sales are also very popular with the public and are another way to attract customers. “They are a good avenue to generate a lot of interest at a location, and it does drive traffic into the showroom,” Newton says. With its reputation as a well-known, long-standing retail titan throughout Florida, Leader’s Casual Furniture’s name itself, boldly displayed on company trucks, could be its best form of marketing.“Repeat busi-

ness is a big part of our business,” Watt says. “When we go to home shows, whether in West Palm Beach, Orlando, or Tampa, people walk by our booth and tell us about the furniture they bought from us years ago.” Online sales, which began in 2008, are starting to increase, although they are not a big part of the business yet, Watt says. Customers are able to order products directly from the company’s own Web site, and orders are shipped across the country. There are plans underway to add even more Florida locations in the future, but Leader’s Casual Furniture has always adhered to a philosophy of controlled growth. “We make sure all of our systems, such as warehousing and operations, are more than ready to grow to be able to handle the additional load,” Newton says. During the economic downturn, Leader’s Casual Furniture’s business stayed strong. Watt attributes this to a dedicated team of employees. “Whether it is purchasing, advertising, or sales, we have a very good management crew that buckles down when we need to buckle down,” he says. Watt also believes that a retailer must continue to advertise through a financial slowdown and must be cautious about cutting staff. “We didn’t stop advertising or lay off people. You have to keep your advertising going, and you have to keep your sales staff out there if you want to get through a recession,” Watt says. “We feel we got through it fine.”

FIREPIT SALES WARM UP FOR CALIFORNIA OUTDOOR CONCEPTS

W

hen California Outdoor Concepts (based in Tustin, California) began in 2001, Clint Blevins, president, initially thought that the market for the company’s line of firepits would be seasonal. Blevins soon realized, however, that his prediction was slightly off target. “Firepits really are a yearround product, with spikes in the spring and fall, when people are trying to get outside of their homes earlier or stay outside longer,” Blevins says. California Outdoor Concepts offers a variety of firepits in diverse styles, from chat, dining, and barheight models to stand-alone units. From the contemporary design of La Costa to the tropical style of the Palm series and Tradewinds, all products are handcrafted using premium-quality materials to ensure years of use and performance in any geographic region. Tabletops are made from granite that is 1.2 inches (3 centimeters) thick, and bases and other components are crafted from high-quality, noncorroding cast or wrought aluminum, resin, and stainless steel. Furthermore, the company distinguishes itself in the firepit segment by offering functional alternatives. “We really create a gathering place to have conversation with family and friends and, taking this into consideration, have designed our products to offer flexibility,” Blevins says. Because firepits are multifunctional, California Outdoor Concepts gives customers the ability to customize firepits, using a range of accessories, to fit their individual needs and lifestyles. For example, on many models, the center Glo-Fire gas logs or Arctic Flame glass can be replaced, in minutes, by a stainless-steel gas grill, an ice bucket/cooler, or a solid granite center. “Our firepits have the ability to change function when the weather is not conducive to a fire,” Blevins says.

By Kimberly Rodgers

“ Firepits really are a year-round product, with spikes in the spring and f all, when people are trying to get outside o f their Cápri

homes earlier or stay outside longer. ”

Two new products that the company recently introduced are LaPaz and Cápri. “Both have been very well received and have actually exceeded expectations,” Blevins says. LaPaz, the Spanish word for peace, aptly blends the elements of fire and water. “We have balanced water and fire features in which one does not dominate the other,” Blevins says. LaPaz features a deeply creviced vessel with Arctic Flame glass on top and water cascading down one side. It already is among one of the company’s current biggest sellers, which also include the models La Costa, Del Mar, and San Simeon. La Quinta, a smaller version of LaPaz, is now available as well. Cápri, a tabletop firepit, is a lightweight and versatile alternative for adding fire to an outdoor-living space. “The unit has an overall height of 8 inches, which allows people sitting at the table to have direct eye contact with one another without losing the benefit of the light and heat that Cápri offers,” Blevins says. Made of cast resin, Cápri’s flowershaped bowl features Arctic Flame glass and is designed to fasten securely over any outdoor table. The fuel source is hidden under the table’s standard umbrella opening. As a unique alternative to a candle, California Outdoor Concepts also offers Patio Jewelry—small torches that provide long-lasting fire and light and that can sit on any tabletop, creating a warm glow. Constructed of high-quality ceramics and fueled by a gel placed in a stainless-steel reservoir, Patio Jewelry

20 Patio & Hearth Products Report March/April 2010

is available in various styles, including Garnet, Opal, and Tigers Eye. Each comes with a stainless-steel finial that both snuffs the fire and can be placed over the unit when it is not in use. The company’s products are available to specialty retailers and dealers throughout the United States and Western Canada. California Outdoor Concepts provides strong dealer support, including quick shipment within one to two days upon receipt of an order. “It is important to help dealers manage their inventory, but still offer a complete line of products to customers. We have hundreds of SKUs, but still manage to ship within a few days,” Blevins says. Another benefit to dealers, Blevins comments, is the ability to offer consumers a custom firepit without the normal delays associated with custom orders. “This makes a dealer more competitive and able to meet the immediate-gratification demands of a customer,” he notes. To help dealers manage costs, Blevins says, “We offer a capped-freight policy that allows the dealer to know the landed cost of a purchase. The uncertainty of freight cost is always a concern for retail specialty dealers, and our capped-freight policy eliminates that concern.” Dealers are also offered a display discount for units that go on the floor and are backed by inventory. A recently updated Web site is now more consumer and dealer friendly. Consumers can easily navigate to find a product and locate the closest dealer.

The LaPaz fir epit blends the elements of fir e and water .

A dealer section has now been added to provide more assistance and information, including an interactive catalog, pricing in Microsoft® Excel® format, advertisements, testimonials, and product images. Blevins believes that the outdoor room is a huge market for the firepit industry, as homeowners continue to enlarge their overall living space. “Taking the inside-living comforts to the outdoor room is both easy and less expensive than buying a larger home,” he says. “We are just starting to scratch the surface of this demand. We have developed regional demand, which is quickly turning into a national theme. What you see in California will soon be seen in the Hamptons, and conversely, ideas from there will find their way to the West Coast and all points between,” Blevins says.


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Hearth Retailer

Niche Marketing Pays WRITTEN BY SHARON SANDERS

P H O T O G R A P H Y B Y W I L L I A M J . S WA N E Y

LeAnn and T erry Haley, owners of Fir eplace Fur nishings

Customers looking for selection can walk into Fir and choose fr om mor e than 75 stand-alone fir

eplace Fur nishings eplace scr eens.

FIREPLACE FURNISHINGS FILLS a GAP in the MARKETPLACE by FOCUSING on Fir eplace Fur nishings has set itself apart in the Phoenix, Arizona, market by of sories and pr oducts not carried by other hearth r etailers.

ONE WOULD NOT CALL FIREPLACE FURNISHINGS IN PHOENIX, ARIZONA, A TYPICAL HEARTH DEALER, AS IT DOESN’T HAVE TEAMS OF INSTALLERS OR WALLS FILLED WITH FIREPLACES. It has, however, created a niche for itself that has kept it thriving since 1988. Owner Terry Haley describes his family-owned business as one that fills in the holes in the local hearth market.

fering acces-

“There really isn’t anyone around who does the same thing we do, but there are many people around who do a little bit of what we do,” he explains. Fireplace Furnishings was founded in 1988 by Sharon France as a fireplaceaccessory store. Haley and his wife, LeAnn, bought it in 2004. Haley, a former high-tech sales representative, saw huge promise in the business, and he wanted to be a part of its future.

22 Patio & Hearth Products Report March/April 2010

ACCESSORIES FOR the HEARTH . ACCESSORIES AND MORE Those looking for the unique, the hard to find, or simply a healthy selection of hearth accessories and related products know that all these can be found at Fireplace Furnishings—and if something is not in stock, it can be ordered. The store’s modest 2,500–squarefoot showroom floor is filled with over 80 fireplace tool sets, 75 stand-alone fireplace screens, glass fireplace doors,

mantels, surrounds, and just about anything else one can dream up for the hearth. “We try to carry things that our competitors do not. Our goal is to make it easy for customers to get what they need, whatever it may be,” Haley says. Fireplace Furnishings has always been a favorite of local building contractors. They rely on the store for items like fire rings, valves, keys, log lights, and even mortar in tubes to repair fireplaces. Over


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A New

Outdoor

Perspective

Offer your customers the opportunity to take another look at their outdoor space with the Marquis See Thru direct vent gas fireplace from Majestic. With it’s contemporary design and large viewing area, the Marquis is the perfect addition to any two rooms – indoors or out. The Heritage Series of grills from Vermont Castings offers the latest features, superior stainless steel construction and enameled cast iron grates for an unsurpassed cooking experience. By the pool or by the fire, the Heritage Series grills add flavor to any outdoor space.

A Brand of Monessen Hearth Systems Co. 149 Cleveland Drive, Paris, Kentucky 40361 Circle Reader Service No. 23

majesticproducts.com vermontcastings.com


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Hearth Retailer the years, Fireplace Furnishings has evolved by adding a selection of fireplaces from Majestic, Napoleon, and Heatilator, as well RealFyre gas logs from R.H. Peterson Company. It has also expanded its inventory of outdoor products. “Arizona is probably the best market in the universe for outdoor products. We’ve added a lot of new outdoor products since I took over in 2004, including outdoor-kitchen islands and firepits,” Haley says. Before Arizona’s housing market crashed, Haley worked regularly with a number of contractors to supply them with fireplaces, firepits and firepit parts, and gas logs. It was a major part of his sales.“We’ve supplied as many as 15 logs sets for one house and outfitted many homes with up to eight fireplaces,” he says. Haley is hopeful that the builder business will come back in the next few years, but says that his business, overall, is just fine until that day comes. “The breadth of our products makes it possible for us to stay profitable in one area when sales in another may be down,” he explains. For example, he recently sold one ton of wood pellets to a customer in northern Arizona, which was unusual because his store is not heavily involved in selling pellet stoves.“Our business is flexible enough to provide whatever the market is calling for at any given time,” he notes. Over the years, Haley has relied on referrals to get the word out about Fireplace Furnishings. “If someone has had a good experience with us, or found a product that our competitors don’t have, we hope that our name will come up,” he says. He has also had success with the combination of television and newspaper advertising. Haley opts to place ads in the small community newspaper, instead of the major Phoenix newspaper, because he feels that he gets a better value. He says, “If you run an ad in the big paper, the chance of someone seeing it is remote. The community newspaper costs one hundredth of the price, so you can run 100 ads, and your chances of being seen are much better.”

STAYING STRONG While times are tough for retailers, Haley is not too worried because he believes it’s just part of the natural business cycle. “I’m an old dog. I’ve been around too long to let something like this tear me apart. We’ll get through it, and come out of it better than we were when we went in,” he says. He has Quality is the first priority at Fir eplace Fur nishings. Every accessory on the showr oom a business strategy that floor , no matter how big or small, is made to last. has served him well, over the years, and that he lives by, every day. close eye on my expenses, big and small, because they The core of his strategy is to hire good people. “If I add up before you realize it,” he says. One expense Haley could only share one piece of advice with other retailers is adamant about is his gas bill. He has over a dozen it would be to surround yourself with a good staff, burning fireplaces on his showroom floor, and he purbecause they are the soul of your business. They are the posely turns them on only when a customer comes in people on the sales floor that customers see and talk to; and wants to look at a specific fireplace.“Sure, they look without them, a retailer is nothing,” Haley says. nice burning all the time, but a small gas bill looks a lot He also feels strongly about carrying high-quality nicer to me,” he adds. products.“If retailers don’t sell well-made products, they are putting their businesses on the same footing as the PREPARING FOR TOMORROW big-box stores. No retailer wants its name associated Because he’s in the fireplace business, Haley with cheap products, especially in tough times. If you’re jokes, his future is always bright. He constantly keeps selling cheap junk that falls apart or breaks, people his eyes open for new ways to run his business more aren’t going to buy from you again,” he emphasizes. effectively and is always searching for new products Haley also sees value in using the resources one has to add to his current mix. wisely. “All of us aren’t given the same number of “I’m not one to sit back and think I’ve got it all figresources, so we’ve got to sit down and look at the ured out; I’m on the never-ending search for prodresources we’ve got and how we can manage them,” ucts we can sell in our off season, even if they are not Haley explains. Some examples include using advertis- fireplace related. My only requirement is that they ing dollars in the most effective way, associating one- complement items that we already sell,” he explains. self with manufacturers who want to help you suc- “The key to keeping one’s business healthy is to reinceed, and taking advantage of employees who have vent it, every day. I have all the people, products, and resources in place to succeed—and if we don’t make multiple skill sets. Haley is also vigilant concerning expenses. “I keep a it, it will be my fault.”

HUDSON RIVER STOVE WORKS: PRODUCT-DESIGN EXPERT

S

ince he was 19 years old, Jack Cohen has worked side by side with his father, Bob Cohen, in the family’s successful Hudson, New York-based hearth-products company, BAC Sales Inc. Three years ago, the younger Cohen made the decision to step out and start his own stove-manufacturing business, Hudson River Stove Works, Inc. “Basically, all of our lives, my family has given manufacturers ideas to make their stoves better,” Cohen says. “I wanted to keep some of these ideas for myself and make my own products.”

AN INNOVATOR AT HEART Cohen admits that he is passionate about stoves. He thrives on tearing them apart and figuring out how to make them better. “It feels amazing finally to be manufacturing. I love the process of getting customer feedback, then changing and improving a stove. I guess you could say I’m always looking for ways to make a better mousetrap,” he explains. Hudson River Stove Works is based in Hudson, New York, where all of its stoves are designed. Once Cohen made the decision to start the business, he didn’t waste any time launching a line of innovative stoves. In 2007, the company’s first pellet stoves hit the market. They were unique in

that they had removable magnetic sides, which made it easier to gain access to the stoves for maintenance and repair. “I used to be a service technician, and it was frustrating when I had to undo 16 screws to service a stove. I knew there had to be a quicker way,” Cohen remembers. The stoves’ magnetic sides, which are held in place by pins, can be taken off in less than 10 seconds. This simple innovation can save consumers hundreds of dollars over the life of a stove. Cohen continued to innovate with one of his next ideas. Hudson River Stove Works was the first company to put an adjustable louver on a pellet stove, so that the user can direct the heat coming out of the stove. “I came up with the idea when I was adjusting the air-conditioning louvers in my car. I thought, ‘Why can’t I do this with stoves?’’’ Cohen says. Hudson River Stove Works constructed the louver of metal (so it can withstand heat), manufactured it, and assembled it; it’s now featured on two pellet stoves. The louver will eventually be a standard feature on every pellet stove from Hudson River Stove Works. This year, the company introduced a cast-aluminum freestanding stove that is getting rave

24 Patio & Hearth Products Report March/April 2010

reviews from dealers. It was created as a lightweight alternative to traditional cast-iron stoves. Cohen says that his inspiration was the cast-aluminum patio furniture that has become so popular over the past few years. “Cast aluminum works well for stoves because it looks nice, it transfers heat well, and its light weight makes it easy to install or move a stove,” he explains. The company is also focusing on a cast-iron pellet insert, called the Chatham, that it introduced at HPBExpo in March in Orlando, Florida. “We’ve done some really interesting things to make it unique, including adding a hidden access door to conceal the control board completely when the unit is in use,” Cohen says. Overall, he reports, the insert both looks good and performs well. The Chatham is the company’s second pellet insert.

FINDING A NICHE Hudson River Stove Works is steadily gaining momentum as it enters its third year of sales. More and more dealers are starting to take notice of this up-and-coming company, and they are pleased with what they’ve seen from it so far. Cohen is excited that the company is breaking ground, early this year, for a new 10,000–square-

By Sharon Sanders

The ef ficient Seneca medium wood stove is one of the newest innovations fr om Hudson River Stove W orks.

foot facility that will include a new testing lab and design area. Cohen sees Hudson River Stove Works filling a particular niche in the marketplace. “We are never going to be the size of a Napoleon or a Majestic, but we don’t want to be in that spot. I think we are going to end up being a nice, lowvolume, responsive manufacturer of some unique and innovative products,” he says. “I want to stay close to our customers so we can give them what they want.”


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Meet the new face of efficiency. And oh, what a lovely face it is! The Mantis fireplace couples the efficiency of a 90-plus central furnace with the elegant styling of a contemporary fireplace. The gorgeous flames and a sleek design are sure to turn heads, while unrivaled performance and extraordinary installation versatility make the Mantis the perfect balance of form and function.

www.empirecomfort.com Circle Reader Service No. 25

b y Emp ire Co mf o rt Sy stems


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Outdoor Grilling

Barbeques Galore Heats Up the Marketplace WRITTEN

BY

KIMBERLY

RODGERS

PHOTOGRAPHY

BY

BRIAN

H O WA RT H

AFTER receiving a MAJOR FACELIFT, the formerly beleaguered

RETAIL CHAIN has become A MECCA FOR foodies and BARBECUE Julia Connell, Barbeques Galor e’s dir ector of marketing, in the company's state-of-theart demonstration outdoor cooking school located near Rancho Santa Fe, Califor nia

FANATICS.

Barbeques Galor e has r evamped its pr oduct of ferings, at stor es and online, to of fer all the essential elements for outdoor cooking.

WHEN CUSTOMERS VISIT THE REVAMPED BARBEQUES GALORE STORE, LOCATED IN SAN DIEGO, CALIFORNIA, NEAR THE UPSCALE COMMUNITY OF RANCHO SANTA FE, THEY WILL ENCOUNTER A WHOLE NEW LEVEL OF EXPERIENCE IN SHOPPING FOR AN OUTDOOR SPACE. According to Jeffery Sears, CEO, in the past, consumers shopping for a grill would typically encounter a “sea of stainless steel. With this store, we have created more of a lifestyle experience,” he says.

A FRESH APPROACH Capturing the outdoor-living trend, this pilot Barbeques Galore location features a state-of-the-art demonstration outdoor-cooking school that is active almost every night of the week. “Customers can enjoy a world-class meal in which everything that is prepared for the class is produced on the grill—including the fresh bread,” Sears says. Richard Schmitt, executive chef, has created a roster of tantalizing menus. Under his direction, class participants learn entertaining tips; how to plan a menu; and how to prepare, cook, and plate an entire meal from the grill, from

cocktails and appetizers to the main course and dessert. An upcoming “Grilling alla Italiana” evening begins with grilled vegetables with roasted-tomato pesto and proceeds to grilled mushrooms and ricotta-stuffed crêpes with sausage cream sauce, followed by rib eye with Italian green sauce. The meal finishes with a delicious dessert of amaretto bread pudding with vanilla ice cream and chocolate cream sauce. The response to the cooking school has been fantastic, Sears says.“People also use it as a restaurant because it’s not just a tasting menu, but a three- to four-course meal where you can enjoy an intimate dining experience,” he notes. The cost per person is approximately $65 to $75, and participants can bring wine without being charged a corkage fee. Corporations are also using the school as a unique option for meetings and entertaining.

26 Patio & Hearth Products Report March/April 2010

Taking a new, fresh approach to the entire concept of outdoor living, Barbeques Galore Inc. (based in Carlsbad, California) has also updated its product categories, in all locations and online, to include all the essential elements needed for outdoor cooking. “In the past, our stores really didn’t focus on carrying items that had to do with food preparation. Over the past year and a half, we have changed our product offering and expanded it to include logical adjacencies from salts and oils to chopping blocks and ramekins,” Sears says. Barbeques Galore is now positioned to offer any tool that the outdoor-kitchen user needs. “It has been a very successful change because we are able to take consumers from a prep-product standpoint and connect them to the outdoor-cooking accessories, which ultimately lead to gas and charcoal grill products,” Sears says.

“It’s a more involved experience with the customer than in the past.” As a consequence of the U.S. housing market’s crash and the departure of its private-equity holding company, Barbeques Galore filed for Chapter 11 bankruptcy protection in August 2008. In September 2008, the company sold its assets to Grand Home Holdings Inc., an entity owned by Grand Hall Enterprise Company, Ltd. (the largest grill manufacturer in Taiwan). Prior to its bankruptcy filing, Barbeques Galore had owned and operated more than 70 stores in eight states. Today, the company has more than 40 stores, concentrated in California, Arizona, and Texas. A Barbeques Galore store is also located in the John Deere Landscapes facility in Alpharetta, Georgia. Consumer confidence in Barbeques Galore is returning. After emerging


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Outdoor Grilling from Chapter 11 bankruptcy, although the company was not obligated to do so, one of the most important actions that it took, Sears believes, was to honor all warranties, existing store credits, and gift cards. Sears also regularly communicates with customers through a letter that he writes on the company’s Web site; in it, he includes his email address, and he encourages customers’ questions and feedback. “We have had positive responses now to the direction of the business, and we have a better product offering, through technology, than we have ever had, since our inception,” Sears says.

ADVANCED TECHNOLOGY The new, environmentally safe line of Crossray® products from Barbeques Galore represents a genuine revolution in gas grilling. Crossray uses infrared technology to cook food more evenly, in less time. Four laterally mounted infrared burners provide a completely uniform cooking surface and consistently produce moist, tender, and delicious meals. Using 50% less fuel and emitting up to 80% less smoke than traditional burner systems do, Crossray products are the most energy-efficient grills on the market today, according to the company. Crossray is available in a full range of sizes and models, including the T-Grill™ (which features smooth, curved lines); the versatile Odeon, with 770 square inches of cooking space; and the Grand Turbo Crossray, which features the same superior quality and construction as the company’s traditional Turbo grill. The master-

piece of the Crossway line is the X series, designed by Porsche Design Studio®.The futuristic design features an integrated rotisserie, a counterbalanced hood, and an LCD-panel display with a built-in timer. In addition to its own propriety models, Barbeques Galore also carries products from Lynx,Twin Eagles, R.H. Peterson, and Traeger. The company is a significant supplier of Weber products, and it is one of the largest dealers of the Big Green Egg. Another innovation in outdoor living is the company’s new Totum HLS (heat, light, and sound) system. An advanced version of the already-popular, sleek Totum radiant-heating unit, Totum HLS incorporates the additional elements of LED mood lighting and the ability to play sound (via MP3 player).“It’s not only a heating product, but an alternative to landscape design, because now, you are able to combine (through a portable wireless process) three things that are quite expensive when retrofitting a backyard,” Sears says. Barbeques Galore recently launched its new EGrill™, which solves many of the problems that consumers often face when using an electric grill, such as the grill having a high cost per unit, failing to get hot enough, or taking too long to heat, Sears says. The first electric grill to pair advanced infrared technology with the efficiency of halogen-tube elements, the EGrill heats up to 630 degrees in less than nine minutes. Presented in a sleek, 304 stainless-steel design, the lightweight and portable EGrill is the perfect solution for

condominiums, townhomes, apartments, or any dwellings with restrictions on gas or charcoal products. The EGrill operates using a standard, 120-volt power supply, with its suggested retail price of $199 representing an excellent value in the electric-grill segment. The company has also introduced a UL-approved, outdoor-rated refrigerator in 304 stainless steel at a groundbreaking retail price of less than $1,000.

MOVING FORWARD In 2010, Barbeques Galore will be retrofitting its Tustin (California) Marketplace store and opening a new, 10,000–square-foot store in the Hill Country Galleria near Austin,Texas. Both stores will include cooking schools. “As we open new stores or move existing locations, all of our stores, moving forward, will have the cooking-school experience because we have proven that model, and it has been very successful for us,” Sears says. Sears is excited and positive about the direction in which Barbeques Galore is headed. “We have really changed the business, we’ve expanded our products, and we have new technology,” he says. “Despite everything that we have been able to communicate coming out of Chapter 11 almost 18 months ago, there are still customers out there who think we don’t exist. We are asking them to come in and see our stores, talk to our people, and give us a chance to be successful.”

AN INDOOR GRILL THAT DELIVERS OUTDOOR-GRILL FLAVOR

By Kimberly Rodgers

M

inden Grill Company (based in ed to provide years of enjoyment. Minden, Nevada) continues to At this year’s HPBExpo in Orlando, expand its brand among high-end speFlorida, Minden Grill Company introduced cialty retailers with the recent debut of two additional products. One was the the Minden Master Range Top grill. “It’s a RoastMaster grill. Approximately 40% grill that does true barbecuing, but on a larger than the company’s Minden Master range top in a kitchen. It’s unique, grill, the RoastMaster (available as an patented, and the only product on the insert or in a stand-alone model) has a market that does authentic indoor thermostatically controlled burner that grilling,” Jim Sacherman, cofounder, The Minden Master Range T op grill allows it to be used as an oven or a says. The Minden Master Range Top grill smoker. “You can control the heat and launched with a bang at the August 2009 set it at 200 degrees for hours,” Gourmet Housewares Show® in San Sacherman says. Francisco, California, where it was the The company will also be introducing Gourmet Golds winner in the cookware the Minden Master Anywhere grill, which and bakeware category. targets the popular tailgate market. “It’s In addition, industry consultant and basically our Minden Master grill without writer Derrick Riches, About.com’s guide the base, and it has special handles, so to barbecues and grilling, selected the it is easy to load and unload from a pickproduct as one of his top-ten indoor-grill up truck or SUV,” Sacherman says. picks. All of this early and significant An accessory table is also available recognition has greatly helped the prodfor the grill to be placed on if the cusuct’s successful initiation into the market, tomer does not have (or want to use) a Sacherman says. Since its launch, the The Minden RoastMaster grill vehicle’s tailgate. Functional and practiMaster Range Top grill has generated poscal, the table and grill have uses that go itive feedback from specialty retailers, and it has already been picked beyond stadium parties. “What is unique about our product is that up by many high-end sellers, including NapaStyle. while it is a tailgate grill, it is easily the grill you can use at home for The Minden Master Range Top grill’s design offers a simple, every- everything else, too,” Sacherman adds. day approach to indoor open-flame grilling. Round in shape, the grill The popularity of the company’s flagship product, the Minden sits over any standard raised gas, electric, or propane stove burner (the Master grill, continues to grow. Available in red, black, green, or blue, grill cannot be used on a ceramic or glass cooktop, and proper venti- the grill comes with six standard features, and from there, consumers lation is necessary). can customize it with a variety of unique options, including a griddle, As food is cooked on the grill’s sturdy steel grate, a heat shield an ice bucket with a lid, a bamboo cutting board, and a deluxe ceramhelps the food cook evenly and deflects grease, which drops into a ic pizza stone. “One of the best parts of the grill is that it gives peotrough so that the drippings and mess stay in the grill. The cool-to- ple an opportunity to grow with it,” Sacherman says. the touch silicone handles are removable, making the unit safe to A single-color version of the grill will be available this summer clean in the dishwasher or in a self-cleaning oven. Available in four through the Williams–Sonoma stores and catalog. “We are really looking popular cookware colors (red, black, green, and blue), the grill is made forward to this as a way to expand the brand and distribute the product of heavy-duty porcelain-enameled steel, giving it the durability need- more widely with a high-end specialty retailer,” Sacherman says.

28 Patio & Hearth Products Report March/April 2010

The Minden Master Anywher e grill is the per fect choice for tailgate parties and beyond. An accessory table is also available for added convenience.

While he’s excited about the prospect of a partnership with Williams–Sonoma, Sacherman emphasizes that smaller specialty retailers are still the company’s main focus. “They continue to be our breadand-butter business, but we expect that working with Williams– Sonoma will actually be good for smaller retailers because it will expand and validate the product,” he says. From its start, the company has also been committed to staying out of mass merchandisers. “We will never be in the big-box stores. We want our specialty retailers to have a product that the customer can’t find elsewhere,” Sacherman says. Online orders also play a small part of Minden Grill Company’s overall sales. “There is a percentage of the population that doesn’t have access to a store where our grills are sold, so to satisfy that need, we will continue to work with some Internet retailers,” Sacherman says. As a company that is still small (yet growing), Minden Grill Company has doubled its sales every year since the business began in 2004. “We are quite happy with the way our business has been going, considering the market,” Sacherman says. “We are looking forward to growing as we expand our product line and bring uniqueness to the market.”


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Showroom Showcase

Four Generations of Forshaw WRITTEN

BY

SHARON

SANDERS

PHOTOGRAPHY

BY

STEVE

SMITH

STUDIOS

FORSHAW is the LARGEST and MOST RESPECTED OUTDOOR-LIVING RETAILER in ST. LOUIS .

I

F THERE IS ONE THING THAT CAN BE SAID ABOUT THE FOUR GENERATIONS OF THE FORSHAW FAMILY, IT IS THAT THEY ARE SERIOUS ABOUT THEIR BUSINESS. THEY TOOK A MODEST COAL-STOVE–PARTS VENTURE AND TRANSFORMED IT INTO A MINI EMPIRE CALLED FORSHAW, WHICH INCLUDES A 25,000–SQUARE-FOOT RETAIL STORE, A CUSTOM MANTEL

business, and a granite-processing facility in St. Louis County, Missouri. The family has worked tirelessly to create a trusted company that has a stellar reputation and is constantly evolving to meet the needs of the marketplace.

HUMBLE BEGINNINGS The business was founded in 1871 by Joseph Forshaw, a cabinet maker from England. He started by making the wooden molds for sandcast coal-stove parts. He later began having his own parts cast, and he became the largest retail supplier of repair parts for coal stoves in the St. Louis area. The business was expanded further by his son, Joseph Forshaw Jr. (an Olympic marathon bronze medalist), who introduced fireplaces and fireplace fixtures into the product mix. In 1956, Joseph Forshaw III and his brother-in-law, L.F. DuBois, moved the business from downtown St. Louis to St. Louis County, at which time they added patio furniture and grills, as well as beginning wholesale trade with dealers and builders. In 1977, brothers Rick and Joe Forshaw took over the family business, bringing it to the next level. They began manufacturing sheet-metal products for fireplaces and launched the company’s successful custom-mantel division. They also established a nationwide network of dealers that currently sells their products in 40 states. 30 Patio & Hearth Products Report March/April 2010

People have come to know Forshaw for its high-quality pr oducts, competitive prices, and gr eat service.


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FORSHAW TODAY Forshaw has become the largest and most respected outdoor-living retailer in St. Louis. Over the years, people have come to know Forshaw for its high-quality products, competitive prices, and great service—and for treating its customers fairly. “We always go the extra mile to make sure a customer doesn’t leave our store unsatisfied,” Joe Forshaw, owner and greatgrandson of founder Joseph Forshaw, explains. Patio furniture has become Forshaw’s biggest category (accounting for about 60% of its retail sales), followed closely by fireplaces. Its mantel division has made a name for itself in the industry and brought in consistent business from builders, as well as from homeowners who are in the market for custom wooden or cast-stone mantels. “We can make any kind of mantel a person can dream up; it is a niche product that has done well for us because it’s something our competitors can’t offer,” Joe says. Eight years ago, the company opened a granite-cutting facility to fabricate granite countertops for its wholesale builder customers, and that division has become a mainstay of its business. With the slowdown in building, Forshaw has expanded the operation to include retail granite countertops for indoors and outdoors, which

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Joe sees as having long-term potential. Over the past year, Forshaw has also gotten heavily into custom outdoor grilling islands, which have turned out to be a good fit with its business. “We install fireplaces, do gas work, and make and install granite countertops, so grilling islands seemed to be the natural next step,” Joe says. “Putting all the pieces together is complex and requires a high level of installation expertise, which we have.” He explains that islands tie in well with patio furniture because people who are redoing their yards are often planning to put in an area for entertaining. Based on the interest level so far, Joe sees islands as a big growth area for Forshaw in the future.

REACHING CUSTOMERS IN NEW WAYS While Forshaw is doing what is necessary to keep its product and service offerings strong, there are still big challenges ahead. One, in particular, is advertising, which has always been a big focus for Forshaw. Joe expresses concern over the fact that traditional media outlets are disappearing. “It used to be easy to advertise because there were three choices: television, radio, or newspaper. That’s changing. Now, people are skipping over television commercials with their DVRs; they are listening to their iPods, instead of to the radio; and they are choosing the Internet over newspapers,” he explains. While he recognizes that the problem isn’t widespread within Forshaw’s target market of people over age 40 yet, he sees it becoming more of an issue as the younger generation, which isn’t used to traditional media, begins to age. “Retailers are going to have to start looking at new ways to reach consumers, be it through social-networking sites or other parts of the Internet. These emerging media are going to be hard to measure, so we need to start thinking about our plan of attack,” he says.

OVERCOMING THE ECONOMY Joe notes that the only time that he remembers the economic environment being as bad as it is today was during the recession of the early 1980s. He believes that, in some ways, it’s even tougher today, because it is more of a global crisis. Uncertainty has driven people to be more cautious in the way that they spend their money, Top: Patio fur nitur e has become a mainstay of Forshaw’s diverse business, accounting for 60% of its overall r evenue. Left: Joe Forshaw, owner and gr eat-grandson of founder Joseph Forshaw, runs the business with his br other , Rick.

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Showroom Showcase and he thinks that they are going to remain cautious for a long time. “Consumers are coming off a 25-year buying spree, and they realize that they’ve got to start saving money again, which is going to translate into a tougher environment for retailers,” he says. As nearly every retailer is, Forshaw is operating in as lean a manner as possible in every area of its operation, from inventory levels to advertising. An area in particular that Joe feels strongly about cutting back on is advertising. “I don’t buy the ad-agency argument that when times are good, you should advertise like crazy, and when times are bad, you should advertise like crazy. I think that’s crazy,” he says. Joe continues, “If 6% of your sales is what you spend on advertis-

ing in good times, you have to adjust your costs if business goes down; I think you have to keep everything in balance. It would be like saying that I have to keep 10 people on the sales floor, no matter how many people are coming in the door. You need to adjust all of your expenses to reflect what your top line is doing.” Joe is optimistic about the future of retail, but is realistic in his observation that business is fairly static right now, and that growth is going to come from the dropping away of competitors. “I just don’t think retail is a heavy-growth industry. I do think there is money to be made, for those retailers who are managing their businesses wisely and who know what their customers want,” he says. “Forshaw plans to be one of those retailers.”

Forshaw's impr essive 25,000–squar fir eplaces.

e-foot showr oom includes a selection of high-end stoves and

BEKA CASTING EXPANDS PRODUCT OFFERINGS AND SER VICE

A

company is only as strong as its leaders, and Beka Casting Ltd. has proven, over the years, that it is unstoppable. In 1977, when tool-and-die maker Avo Bederian and his wife, Maggie, started the company in Concord, Ontario, they had big hopes and dreams for their fledgling outdoor-furniture–manufacturing business. Beka Casting had the distinction of being the first company in the industry to manufacture die-cast aluminum furniture (Avo personally made all the dies), and it quickly gained a loyal following of specialty retailers in North America and Europe. In 2002, everything changed. Avo passed away, leaving his wife with a tough decision: whether to take the helm of the business or walk away from it. Maggie Bederian chose to stay, and she has since taken Beka Casting to new heights. Today, she runs the company alongside her two daughters, Houri Bederian and Ani Bederian, and Raffi Dayian, vice president of sales.

The design work, engineering, pattern making, and mold making are all done in-house, which has sped up production and reduced costs. “We can even design and produce a piece in 24 hours, if a customer needs us to,” she says. Bederian is thrilled about all the new designs and styles that the company has been able to create, as are Beka Casting’s customers. Three years ago, the company expanded into deep seating, and it now offers handfinished colors in many of its product lines. For 2010, Beka Casting is going massive with many of its dining tables, including a 98x79-inch egg-shaped table and a unique cast-

By Sharon Sanders

lounges, benches, deep seating, large tables, and firepits, we manufacture everything one needs to create an outdoor living room,” she adds.

WHAT’S NEXT Bederian shows no signs of slowing down now that Beka Casting is on a roll, serving customers around the world, from North America to Australia and Europe. She spends six months of the year overseeing production at the foundry in China, travels the globe looking for design inspiration, and is always looking for new opportunities to

THE RIGHT MOVE After Bederian decided to continue manufacturing, she made the pivotal decision to go into a joint venture with a large foundry in China that also manufactured cast-aluminum furniture. “The marketplace was changing, and it was too expensive to make our products in Canada anymore,” Bederian remembers. “We had been a manufacturer for 33 years, and I wanted to stay in manufacturing—and that was the only way we could do it.” The move to China, in 2004, allowed Beka Casting to come back

Allur e by Beka Casting

Junior Dynasty by Beka Casting

Dynasty sectional by Beka Casting

into the market in a whole new way. The company has been able to increase its product offerings by 300%, giving customers more choices than ever before. “Now, we can afford to create hundreds of designs, and we have a facility big enough to manufacture them,” Bederian explains, adding that the company now can do sand casting (as well as die casting) in the million–square-foot facility.

aluminum extendable table; each table can seat up to 12 people. “The size of these tables is exciting to people. Families are spending more time outside, and with the big tables, they can all sit together,” Bederian explains. This year, the company is also introducing a large sectional, a collection of cast aluminum with wicker, and firepits. “With our

32 Patio & Hearth Products Report March/April 2010

expand distribution. In January, the company opened a new warehouse in North Carolina to give its customers the ability to fill in products in season (in addition to using the company’s successful direct-container program). She is constantly focused on making moves that will ultimately result in better products and better service for her customers. “I had a friend ask me once if I’m made out of iron,” Bederian says. “I told her that I just do what I have to do so my daughters have a future. If I don’t provide work for my children in this economy, who will?” She is thankful for all of the customers who have stuck by her, over the years, and she promises that Beka Casting will continue to provide them with high-quality products at a value-conscious price. “My husband prepared me to run the company by having me watch everything he did, but I never thought I would have to do it on my own,” she says. “I am proud to show that a woman can do a good job in this industry. They know, if Maggie says it, it’s done.”


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As I See It Agio Predicts a Bright F uture for the Industr y

Major ca by Agio

Bob Gaylor d, pr esident, Agio Inter national

AS A LEADER AMONG OUTDOOR-FURNITURE MANUFACTURERS, AGIO INTERNATIONAL (VIRGINIA BEACH, VIRGINIA) CONSTANTLY CHECKS THE PULSE OF THE INDUSTRY. PATIO & HEARTH PRODUCTS REPORT recently sat down with Bob Gaylord, president and 38-year industry veteran, to learn about the overall health of the category, as well as what specialty retailers can do to ensure success. P&HPR: What do you foresee for Agio in 2010? A: We’re very excited about the opportunities for growth in 2010. While our projections indicate an impressive overall increase in sales of 20%, we see exceptional opportunity for our specialty retailers, whose business is trending up 52% for 2010, before any reorders. We have 50 new dealers coming on board, as well as larger orders from our current base of loyal retailers. Our mix of tried-and-true established sellers, paired with exciting new collections, gives retailers the opportunity to add more footprints and move more product. P&HPR: It has been said that Agio is making a push to engage indoor retailers in the category. What is your forecast for that market segment? A: We have added more than a dozen new indoor retailers for the 2010 season, so we believe that they really recognize the significance of the opportunity afforded by including outdoor casual furniture. According to a recent survey published by Furniture Today, the outdoor room has moved into the number-three position, after the family room and master bedroom, among the rooms homeowners most want to furnish. Twenty years ago, the outdoor room was not even on the radar of homeowners. Currently, it is the third most important room to furnish and decorate, so why would full-line furniture retailers ignore a category like that? We think it’s 34 Patio & Hearth Products Report March/April 2010

Amalfi by Agio

important that they don’t. Right now, the outdoor category is bigger than casual dining, recliners, formal dining, and bedrooms. We’ve also found that in most recessionary periods, outdoor furnishings sell far better than indoor furniture. P&HPR: What would you say to indoor retailers who claim that they have been there and done that, and that outdoor products just didn’t work for them? A: In the past, we have seen many instances of indoor retailers adding a couple of outdoor sets to establish a commitment to the category. As with any

endeavor, your rate of success mirrors your level of commitment. A mediocre commitment will yield mediocre results. The fact is that every successful specialty retailer, and every mass account in the country, knows the value of outdoor-furniture programs in spite of seasonality, markdowns, and so forth. More important, the pie has grown tenfold in the past 20 years. The casual outdoor-furniture business, as it relates to the average homeowner, is really only about 25 years old. Prior to 1985, approximately 95% of real outdoor furniture was purchased only by the top tenth of the top 1% of income brackets, while the rest of us entertained by using folding chairs and redwood picnic tables. No more: For the past 10 years, real outdoor casual furniture has grown by leaps and bounds. P&HPR: Do you agree that this movement toward the outdoor room is supported by the lifestyle trends that we read about in newspapers and magazines (and on Web sites) around the country? A: Sure—homeowners’ interest in outdoor living, gardening, and furnishings has exploded over the past 10 years. More discretionary income is spent outside the home each year than inside it. Families are spending more and more money preparing decks, patios, sunrooms, gardens, gazebos,


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The Valor Ventana Series Radiant Gas Fireplace

SHOWCASE

www.valorfireplaces.com | 1.800.468.2567 Circle Reader Service No. 35


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| Agio Predicts a Bright F uture for the Industr y

and so forth. How do you best complement all of that work? Outdoor casual furniture completes the space and makes it functional. Aging baby boomers and families choosing the staycation all contribute to the trend. With formal, indoor dining and entertaining taking a back seat, outdoor entertaining has become even more popular. There is a great deal of satisfaction derived from a beautifully decorated outdoor room. Homeowners like that friends, relatives, and neighbors can see, enjoy, and envy an outdoor look, as opposed to that of a bedroom, which no one else ever sees. P&HPR: Is outdoor casual furniture the counter-seasonal answer for indoor-furniture retailers? A: Indoor furniture retailing is all about door count. Getting consumers in the door and making a sale are the goals. There is no better way to increase door count, in the late winter, spring, and summer, than with outdoor casual furniture. It is a feel-good category that builds traffic, adds a fresh look to your retail space, and promotes positive emotions in most consumers. Most important, it gives furniture retailers sales they would not ordinarily see in the first three quarters of the year, depending on your geographic area—and of course, we all know that

increased traffic helps all categories. P&HPR: What is your single most important message to indoor-furniture retailers? A: If the sign on your building says furniture, then you belong in the outdoor casual-furniture business. We are not talking about selling car tires in jewelry stores. The synergy here is a no-brainer. This is real furniture, and the line between indoor and outdoor furniture becomes less definitive each year. No other retailer can match the indoorfurniture retailer’s potential success in the category. They are the biggest and the best advertisers. They have the showrooms, the displays, the professional sales staff, the warehouses, the delivery, the setup, and the terms. Who wouldn’t rather buy outdoor furniture from the same store where he or she got familyroom furniture? Furniture retailers have underutilized, nonproductive square footage that can be capitalized upon by displaying outdoor collections in areas such as parking lots, sidewalks/outdoor entries, warehouse spaces, and similar places. Just as Agio’s specialty retailers have reaped the benefits and profits of choosing to focus on outdoor furniture, so should any indoor retailer. If they are truly to profit, however, there has to be a com-

mitment to excellence. From choosing floor space and educating your staff to the selection and merchandising of collections, retailers need a five-year plan, not a knee-jerk reaction, to realize the potential success of outdoor furniture. P&HPR: How would you explain Agio’s significant sales increases in 2010, despite the fact that some analysts don’t expect a real recovery for another year or more? A: Dealers really bought into our Select program this year, which is a valuepriced line with price points between $599.99 and $1,499.99, with particular emphasis on seven-piece dining and fivepiece chat sets retailing at $999.99 and under. The specialty dealer base asked for these price points, and we responded. Last year, the hot button was $1,499.99 to $1,999.99, but our dealers told us that even those prices weren’t low enough to get people into their stores during this kind of economic slowdown. Don’t get me wrong. Agio offers the best values in the specialty industry for higher-end products, but given this economy, the velocity is not there today to support retail prices of $2,499.99 to $3,999.99 fully. Of course, as consumer confidence returns, homeowners will begin to trade up, making this recession just another memory. This upturn will hap-

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pen. It’s the nature of the U.S. consumer. P&HPR: What is the greatest challenge that you see for retailers today? A: Retailers have to be flexible in a marketplace that is constantly affected by change, trending, opportunities, competitive issues, the economy, and other challenges. Some big mistakes are made during good times because companies become complacent, not necessarily with their sales, but in how they are doing things. If sales are good, they think that they must be doing it right, so they are averse to change. During bad times, companies are usually more open to change and self-examination, but more often than not, they are just trying to weather the storm. Then there are the exceptions. At a recent leadership conference, a leading furniture retailer said—while accepting the Retailer of the Year Award and celebrating the biggest year in his company’s 50-year history—that the only thing about his company that would be the same, one year from that day, was the name on the door. I was saying to myself,“He has been in business 50 years, his company just had its biggest year ever, and he says it is the company’s goal to reinvent itself totally: pretty humbling.” Yes, that company is going into the casual outdoor-furniture business this season.


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Circle Reader Service No. 38


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My Turn

Two Dogs Designs Has It Covered BY SHARON SAN DERS

next day, we were filling orders,” DeFelice says. “Company revenues were in six figures our first year.” Today, Two Dogs Designs is an all-inclusive outdoor-cover company, with products in Internet stores and on retailers’ floors across the country.

STYLE AND QUALITY

Debbie Whitehead (left) and Shar

on DeFelice, founders/owners of T

w o Dogs Designs for Outdoor Living

A SMALL STARTUP reports BIG GROWTH as CONSUMERS SEEK products to PROTECT their INVESTMENTS. WHAT BEGAN SIX YEARS AGO AS A CASUAL IDEA, MENTIONED IN A CONVERSATION OVER DINNER, HAS BLOSSOMED INTO A PROFITABLE VENTURE FOR FRIENDS AND BUSINESS PARTNERS SHARON DEFELICE AND DEBBIE WHITEHEAD. THEIR COMPANY, TWO DOGS DESIGNS FOR OUTDOOR LIVING, HAS BECOME A LEADING DESIGNER and manufacturer of stylish, weather-resistant covers for grills, patio furniture, log racks, firepits, and more. This ambitious startup company has found a niche in the outdoor-living industry that has gone virtually unfilled until now. Philadelphia, Pennsylvania-based Two Dogs Designs (named in honor of the founders’ two dogs) started selling grill covers in 2004 in fun fashion prints, including banana leaves, birds of paradise, chili peppers, and stripes. According to DeFelice, the only grill covers that were available at the time were black vinyl or PVC covers that fell apart after a season or two. “While Debbie and I were having dinner one night, Debbie tossed out the idea of making pretty grill covers,” DeFelice recalls. The timing was perfect for a product like theirs to debut in the growing outdoor-living industry. Consumers were spending thousands of dollars on high-end outdoor products, yet there were no beautiful, durable covers on the market. DeFelice and Whitehead went to work to create what they thought would 38 Patio & Hearth Products Report March/April 2010

resonate with consumers. “We first realized we had hit on something big when we were at Home Depot, sizing one of our prototypes on a grill—and someone offered to buy our cover on the spot. It’s been like that ever since. People see our covers and immediately want to buy them,” DeFelice explains. “We were on cable television a few times, and after our segment ran our sales spiked immediately, which showed us that the market was ready for our kind of cover.” The company quickly expanded the fabric and size options for its grill covers, and before long, it began getting requests from retailers to make covers for other outdoor products as well. Two Dog Designs took off faster than the duo ever imagined. “It seemed like one day, we were talking about the covers, and the

From the beginning, the company has always made it a priority to focus on quality and style, which were things that the outdoor-cover category was lacking. Every Two Dogs Designs cover is made of heavyweight, 600-denier polyester with a PVC lining and one-of-a-kind Velcro® tie-down straps. Beginning this spring, all of its covers will have bonded seams to increase their weatherresistant properties. “Our covers are some of the most durable on the market today,” DeFelice says. “We do covers—and that’s all we do—so we want them to be the best.” Two Dogs Designs continues to corner the market on the design front as well, which is important to DeFelice and Whitehead because it’s the premise on which the company was founded. They are always keeping an eye on the latest trends in outdoor furniture and fashion so that they can create products that perfectly complement what’s going on in the marketplace. The company added some major products to its lineup last year, including covers for the Big Green Egg and similarly shaped grills, bistro-set covers,

Tw o Dogs Designs for Outdoor Living has filled a niche in the outdoor-living industry with its stylish, durable outdoor covers (pictur ed: covers fr om the Banana Leaves print collection).


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person’s backyard, from a 120-inch teak table to an odd-sized fountain,” she says. Two Dogs Designs works closely with a number of manufacturers to ensure that it stays on top of new products, in terms of both size and style. The company is also planning to make a line of eco-friendly covers in the future. “We are currently looking at a material that would help us make an

when it comes to caring for our customers,” DeFelice says.

THE FUTURE The good news is that the demand for high-quality covers continues to grow, even in today’s down economy. Last year was challenging for Two Dogs Designs (and the industry), yet the company still reported an 86% increase

“ We may be growing in size, but we will always be a small company when it comes to caring for our customers.”

Covers made by T w o Dogs Designs for Outdoor Living blend well in any outdoor space (pictur ed: covers fr om the chocolate collection).

108-inch round covers, patio-heater covers, and chair/stack covers that are 48 inches tall. “Everything we add to our line is based on demand. We will continue to make more covers and change up our designs in response to

the market,” DeFelice says. One emerging trend that she sees is an increasing demand for covers for odd-sized and oversized furniture and grills. “Ultimately, we want to be able to cover anything that can be found in a

environmentally friendly cover that has the durability, look, and pricing our customers have come to expect from us. There’s more to come on that later this year,” DeFelice adds. It’s no secret that competing cover companies have begun to take notice of the success and visibility of Two Dogs Designs in retail stores. “Many of them have tried to duplicate our designs, but they don’t even come close,” DeFelice says. She explains that Two Dogs Designs prides itself on having strong partnerships with its retailers and outstanding customer service (something the competition can’t touch). “We may be growing in size, but we will always be a small company

in sales from the fourth quarter of 2008 to the fourth quarter of 2009. With this in mind, DeFelice encourages retailers to look at covers not as an add-on to a sale, but as a part of each sale. “I tell my retailers that when they sell a patio set or a grill, they should immediately help the customer choose a cover. In most cases, the customer will buy one because he or she will want to protect the new investment,” she says, adding that retailers don’t realize the true potential that covers have. “Experience has proven that if covers are treated like an inseparable part of a sale, they will sell almost every time,” she says. Retailers can increase their sales and profits by around 12% to 15%.

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Product Innovation

A Brand New Day

for Monessen Hearth Systems BY CHERYL DANGEL CULLEN

Monessen Hearth Systems Company’s Defiant wood stove by V making it possible to enjoy the full beauty of the dancing flames.

er m ont Castings of fers a lar ge, unobstructed viewing ar

ea,

The Ambient T ouch Scr een r emote adjusts the flame to maintain temperatur es in the most ef ficient manner .

The NEW MHSC features a LARGER WORKFORCE, new LEADERSHIP, and an IMPRESSIVE array of leading-edge PRODUCTS. THE RECENT HPBEXPO IN ORLANDO, FLORIDA, WAS MONUMENTAL FOR MONESSEN HEARTH SYSTEMS COMPANY (MHSC). IT MARKED THE COMPANY’S REBIRTH, ACCORDING TO DAVE CAMPBELL, EXECUTIVE VICE PRESIDENT, SALES AND MARKETING. He says, “I told my team that we’ll be a new company on that day, and we’ll announce it to the world during the show.” That they did.

A REBIRTH MHSC has gone through a transition since its acquisition of certain assets of CFM, a Canadian company that had been in the hearth industry for many years. MHSC’s parent company, Riverside, a private equity group, acquired the Majestic and Vermont Castings brands in July 2008. The dust settled a few months later, but since then, the company has been retooling, and it waited for HPBExpo to make its official debut. During the transitional phase, MHSC increased its number of employees

about 40%, to 650 today. “We bought a company that was slightly more than twice our size,” Campbell explains, noting that the company now has a distribution and customer-service center in Mississauga, Ontario, and a plant in Mexicali, Mexico, with the balance of the operations in Dave Campbell MHSC’s Paris, Kentucky, headquarters. “We did some hiring where appropriate, and we moved some pieces around and settled on the current structure,” Campbell says. The transitioned MHSC boasts new leadership, including Bill Seelbach, acting CEO, who is a member of the Riverside Company; Bob Griffith, the new chief financial officer; and Campbell himself. “We reorganized to get more strategic. The industry will also see changes in our overall strategic directions, changes in our brands, and changes in strategy per brand. Most important, everyone will see

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marked improvement in the service to our customers,” Campbell says. “We are reformulating ourselves. In the past, we’ve been guilty of taking on too many things. Now, we’re a more focused company with fewer initiatives, but we’re executing them with excellence to help our customers,” he adds.

A PUSH ON NEW TECHNOLOGY MHSC has also been busy developing new products. Introduced at HPBExpo was a new Ambient Touch Screen remote control that offers greater distance coverage than the competition, according to Campbell. “It can be used in larger rooms and from farther away,” he says, noting that it also allows users to control flame height and has a memory setting, so it can return to an ideal setting from a previous use. It also comes with a safety feature. “Unlike our competition, when you turn

on the remote, it doesn’t turn on the fire. You can decide if you want to burn or not. That’s not the case with other remotes that start up the fire when turned on; you don’t want to turn the fire on accidentally,” he says. Also demonstrated at HPBExpo was a new operating system called Signature Command. It has been incorporated into several MHSC products already and will roll out across the majority of MHSC products in 2010 and beyond. It operates electronically and has an automatic battery backup built in, so users can still operate their fireplaces in the event of a power outage. “It is designed to save the homeowner money because it eliminates the need for pilot burning; you aren’t burning gas constantly. That’s an important green element that can save consumers upwards of $15 a month,” Campbell notes. It also works with the Ambient Touch Screen remote. Users can preset the family room at 75 degrees, and the operating system will adjust the flame and other heat variables to maintain that


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“ We are aggressively pursuing technology and other ways to improve efficiencies of current products and have many other product innovations targeted for 2011.” temperature in the most efficient manner possible. According to Campbell, “It is very smart, is very intricate, and has a very specific system that is like nothing else on the market.” A third major introduction is the 2N1 system, a green device that allows users to change their noncatalytic stoves into more energy-efficient catalytic stoves. “If you have a noncatalytic stove, you can add this device, and in less than five minutes, convert to a catalytic stove,” Campbell explains. “You can take any of our stoves and put this on it and reduce wood usage and increase efficiency dramatically.”

GOOD PRODUCTS AT A GOOD PRICE All these introductions have kept Campbell busy. He came to MHSC in the fourth quarter of 2009 and assumed leadership of the research-and-development department. “We have a new formal development process in place and resourced accordingly. We are aggressively pursuing technology and other ways to improve efficiencies of current products and have many other product innovations targeted for 2011,” he says.

Campbell suggests that MHSC has achieved the right balance of quality, innovation, and value to set the company’s products apart from its competition. “We produce a really darn good product at a good price. A lot of our competitors will focus on price, but sacrifice quality. Others go heavy on technology and design, but charge an arm and a leg for it. We’ve figured out how to deliver good products at an awfully good price,” he says. MHSC’s flagship brand, Vermont Castings, also sets the company apart. Campbell says, “It has set the standard for quality, tradition, and value, all of which are great things in this category.” In fact, 2010 marks the 35th anniversary of the Vermont Castings brand, and Campbell is planning some special marketing efforts in celebration this fall. Dealers will also see a strengthening in the assortment available in the Monessen and Majestic brands. “They’ll be stronger and more complete than they’ve ever been,” he says.

“IF IT AIN’T BROKE, BREAK IT” Aside from announcing MHSC’s rebirth at HPBExpo, the company has

been spreading the word through customer meetings and online webinars. “The Internet is an amazing tool, and we’re always pursuing technology solutions—and the Internet is just one of the solutions,” Campbell says; he also uses intranet sites to allow customers and salespeople to communicate effectively. There, MHSC provides information on its products, and customers can place POP and merchandise orders; see product information, literature, and specs; and provide feedback. “We definitely use technology to speed up things and make it simpler to do business,” Campbell says. If anyone is going to use technology to the max, it is Campbell. He says, “My motto is, ‘If it ain’t broke, break it.’ I always believe there is a better, faster, smarter way to do anything. It is my goal in life to find that, so when it comes to technology solutions, I’m the biggest fan you’d want to meet.” He’s breaking some traditions in MHSC’s 2010 marketing mix as well. “We’ll do a few things differently, with the overarching theme being focus on the dealer. If I’m given a choice and I have a dollar left to spend in my marketing

budget, I would use it to drive traffic to the dealer,” Campbell explains. “You’ll also see us do more direct marketing through the Web. We’ll do that to help generate leads and volume opportunities for our dealers. We will also be doing something that I don’t think has ever been done before in the industry. In October, we’ll use television spots to get the word out and help drive traffic to our dealers,” he adds.

A NEW, LEANER MHSC In the near term, MHSC will continue to do some tweaking along with redeployment of resources. “We’re still buttoning up some things and making improvements in our processes, but beyond the early parts of 2010, the dramatic changes to our team, processes, and service levels to our customers, and our positioning to be the leader in the industry, will be in place. Our goal is to be the number-one player in this industry, offering the greatest product breadth, at the best possible value, with the greatest service,” Campbell says. “The long-term projection for us is that the sky’s the limit, and we look forward to a prosperous future.”

Circle Reader Service No. 41

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Last Word Hammocks: Affordable Luxury Products BY SHARON SANDERS

Walter R. Perkins III, CEO of The HammockSour ce

Hammock stands ar e becoming mor e design oriented to r eflect the changing styles in outdoor fur n ishings (pictur ed: Hatteras Hammocks ® DuraCor d ® r ope hammock and Roman Ar c II stand).

THE HAMMOCKSOURCE’S high-end HAMMOCKS are POPULAR with CUSTOMERS WHO seek luxury and COMFORT for THEIR OUTDOOR spaces. SPEND JUST FIVE MINUTES CHATTING WITH WALTER R. PERKINS III, CEO OF THE HAMMOCKSOURCE (THE WORLD’S LARGEST MANUFACTURER AND SELLER OF HAMMOCKS), AND YOU’LL THINK ABOUT HAMMOCKS IN WHOLE NEW WAY. Hammocks traditionally bring back memories of relaxing on Grandma’s porch or swaying in the breeze on a tropical vacation, but according to Perkins, hammocks are that plus much more. They are the most affordable luxury item that a person will ever own—and often, the most underrated. Walter Perkins Jr., father of today’s CEO, founded Hatteras Hammocks in 1971 in his hometown of Greenville, in eastern North Carolina. Then a tobacco buyer for the American Tobacco Company, Perkins Jr. began making rope hammocks in his spare time and peddling them from the trunk of his old Toyota sta42 Patio & Hearth Products Report March/April 2010

tion wagon during vacations along the Carolina coast and on work trips throughout the Southeast. Before long, the elder Perkins had acquired a few big-name retail customers and couldn’t keep up with the demand, so he brought in his family members to help run the business. Perkins III, who grew up making hammocks alongside his father, says, “My dad has always been an idea man and an entrepreneur, in every sense of the word. The company is what it is today because of my dad’s vision and ability to follow through on his ideas.” In 1997, Hatteras Hammocks bought The Original Pawleys Island Rope Hammock brand, changing its main company name to The HammockSource to encompass both brands. Today, The HammockSource sells every style, color, and kind of hammock imaginable to retailers across North America, in addition to

The comfort and classic style of The Original Pawleys Island Rope Hammock ® have made it a consumer favorite.

offering a line of heirloom-quality outdoor rugs and high-end, hammock-inspired furniture made from South American cumaru wood. Most of the family company’s hammocks are proudly manufactured in the United States, at The HammockSource’s factory in Greenville.

STANDING OUT FROM THE CROWD In the early years, The HammockSource was all about manufacturing: making products more cheaply and rapidly. “We were really good at it,” Perkins says, adding that the business has had to change a lot since then due to price competition from overseas manufacturing. Today, being successful is more about making what the market needs and making a better product, Perkins explains. In 2003, under the direction of company president


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J.A. Branch, The HammockSource began doing just that, developing an innovative synthetic yarn called DuraCord® that has the look and feel of cotton (not the slick, plastic feel of a synthetic), yet doesn’t mold, mildew, fade, or disintegrate as an organic fiber will. The company uses DuraCord for many of its top-of-the-line products, including much of its hammock rope and its fashion fabrics. “The introduction of DuraCord set us apart, as a hammock maker, because it gave us a product unlike any of our competitors’ products, then and even to this day,” Perkins says.

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son they shouldn’t differentiate themselves with hammocks in the same way,” he says, emphasizing that the best way for a retailer to sell a hammock is to put it out on the showroom floor so that people can try the hammock for themselves. “We own a chain of five retail stores in North Carolina, and one of our stores is doing more than $1 million a year in hammock sales. The market for highend hammocks is definitely there,” Perkins explains.

STAYING POWER There is no doubt that hammocks are here to stay, as they are icons of a lifestyle that so many of us desire. “All of my life, I’ve heard,‘Sell the sizzle, not the steak.’ Hammocks are the sizzle; they represent the lifestyle that we all want,” Perkins says. “I think people will continue to see the hammock as the good life within their reach. Anyone can buy a hammock, for not much money, and get his or her own slice of the good life.”

HAMMOCK TRENDS For more than 100 years, rope hammocks have been a favorite of consumers. “I think the rope hammock will continue to plug away; it’s a mature product that has an iconic feel that people like. It is what people picture in their minds when you say ‘hammock,’” Perkins says, adding that rope hammocks are also his personal favorites. With the advent of new materials and the increased focus on outdoor-furniture design, Perkins notes that hammocks can now be just as nice to look at as they’ve always been for relaxing. Quilted hammocks, which have two pieces of soft fabric stitched together to create a more pillowy surface, have grown in popularity over the past few years, especially since the introduction of DuraCord fabric. The quilted hammock is literally a 55x82-inch canvas upon which designers can create almost any look or feel. “Quilted hammocks give designers the opportunity to create something that reflects changing styles in outdoor furnishings,” Perkins says; he also sees a growing demand for hammock stands that are less utilitarian and more design oriented. “While the Tri-Beam® steel hammock stand my father designed years ago still does very well for us, I think you’re going to see stands with more design flair begin to emerge,” he predicts. The HammockSource already offers a number of design-oriented stands. These include its widely copied, sculptural Roman Arc hammock and swing stands crafted from southern cypress, as well as stands made from other luxury woods (such as white oak and cumaru).

MAKING A PROFIT It’s a fact that hammocks can be a high-margin product, but according to Perkins, it’s also a fact that retailers don’t often give hammocks the chance that they deserve to yield that profit. “The specialty retailer who does well with hammocks is also the one who buys high-end product, the one who displays the product, and the one who doesn’t try to compete on price against the mass merchants,” Perkins says. The HammockSource has developed products specifically for specialty retailers so that those sellers can set themselves apart from the big-box stores. “Specialty retailers make an effort to differentiate themselves with things like patio sets, so there is no rea-

Circle Reader Service No. 43

Hatteras Hammocks ® Reef Stripe lar ge quilted hammock with DuraCor d ® fabric and Roman Ar c stand


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HPBExpo Roundup

Optimism Prevails in Orlando WRITTEN BY CAROL DAUS

HEAVY RAIN DID NOT DAMPEN THE SPIRITS OF OVER 8,000 ATTENDEES AND 350 EXHIBITORS WHO PARTICIPATED IN THE 2010 HPBEXPO IN ORLANDO, FLORIDA, ON MARCH 11–13. THE MONSOON-LIKE WEATHER didn’t interfere with this year’s festivities because everyone’s attention was drawn to the exciting new hearth, barbecue, and outdoor-living products that were introduced to the marketplace for the first time. If showgoers weren’t checking out these hot new products, they were taking advantage of educational and networking opportunities. Pictured here are some of the influential leaders in the industry who were among the exhibitors who showcased groundbreaking products and networked with dealers and specialty retailers. Patio & Hearth Products Report is proud to spotlight each of them for helping to make HPBExpo 2010 a successful show.

Hitzer Cindy Dean

The Holland Grill Company From left: Bill James, Barry Byars, Gail Fryman, Colon Byrd, and Nick Weber

Hudson River Stove Works Jack Cohen

Team Grill Ed Thomas

Minden Grill Clint Stanley (left) and Jim Sacherman

Robert H. Peterson Company Elaine Remy and Jerry Scott

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P H O T O G R A P H Y B Y P AT R I C K G R A D Y

Two Dogs Designs for Outdoor Living Debbie Whitehead (left) and Sharon DeFelice

AEI Pete Arnold (left) and George Speicher

American Fireglass From left: Randy Doll, Chuck Lodoza, and Matt Doll

Monessen Hearth Systems Company Dave Campbell and Lara Usilton


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Hearth Products Controls Kim Tyree and Greg Steck

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Napoleon Products From left: Roger Gripton, David Coulson, T ed Scott, and Greg Thomas

Hargrove From left: Mark Hitchcock, Cindy Har grove, and Doug Vineyard

The Companion Group Tom Lengyel

Bull Outdoor Products Frank Mello

Kamado Joe Bobby Brennan

Belgard Hardscapes Lain Livingston

DiversiTech Ray Shelor

Tyler Retail Rick Albert (left) and Tim K unish

Simpson Dura-Vent Karen Josephson, John Davis, Stephen Eberhard, and Andrea Rickett

Onward Manufacturing Ted Mealing

Miles Industries From left: Taylor Van Vliet, Martin Miles, and Paul Miles

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HPBExpo Roundup

Rinnai From left: Charles Collision, Ray Ferner, and John Vuetilovoni

Hearth, Patio & Barbecue Association Jack Goldman (left) and Tony Ramos

Big Green Egg Jodi Burson and Jim Nufer

FMI Products From left: Glenn Thompson, Mark Klein, and John Gurr ola

Kenyon International From left: Phil Williams, Tony Neely, and Mike Reischmann

Northwest Manufacturing Chuck Gagner

Selkirk Corp. John Vukanovich

MLW Stone From left: Rob Taylor, Russell Laws, and Henry Onians

Onward Manufacturing Karim Riad

California Outdoor Concepts Chris Blevins (left) and Clint Ble vins

Empire Comfort Systems From left: Jeff Cleveland, Nick Bauer, and Joe Brueggemann

Modern Home Products Tom Koziol (left) and Tom Nitz

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Golden Blount Steve Blount

American Biomass Jennifer Nickulas and Jon Strimling


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Circle Reader Service No. 47


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{Product Profiles} Ashbury Intricate scrolls and handforged bends have been hallmarks of OW Lee’s wrought-iron collections. Now, with the introduction of the company’s newest collection, Ashbury, that same classic look is presented in lightweight, easycare aluminum. With many ornate scrolls and wonderful curves, Ashbury has an amazing array of features, such as a 0.75-inch embossed aluminum frame with 0.5-inch round bar for the ornate decorative pieces. In addition, this collection features a flat bar of 2-inch–wide aluminum for extra-supportive seats and a highly detailed arm that curves comfortably around the frame. Contact: (800) 77OWLEE or www.owlee.com. Circle Reader Service No. 101

Bison Charcoal Head and Car t This charcoal grill from Bull Outdoor Products began shipping in late 2009. It is available as a built-in head and in a cart version. Like the company’s other grills, this is a bullish 16-gauge 304 stainlesssteel unit with a dual-lined hood, a temperature gauge, and 810 square inches of cooking surface. There are front and side airflow adjustments, and the grill has a three-cage adjustable charcoal tray. This is perfect for that customer who insists on quality and insists on charcoal grilling. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 102

Loft Vent-free Fireplace With its linear burner, reflective black liner, and optional decorative-glass options, the new Loft series fireplace from Empire Comfort Systems makes a stunningly artistic statement in any home. Versatile installation options allow dealers to stock one unit and service customers who need a zero-clearance, inwall contemporary fireplace for new home construction or remodeling, as well as customers who need an insert to convert an existing fireplace into an efficient and attractive heat source. For in-wall applications, consumers can choose one of two distinct fronts: an allglass front with concealed attachment points or a traditional four-sided metal frame with a glass insert. The unique all-glass front features rounded corners and a virtual frame silkscreened directly onto the glass. With its minimal mounting hardware, this decorative front appears to float in front of the fireplace. Available for LP and natural gas, Loft models include millivolt systems and intermittent pilots. Both allow turndown (to control both the heat and the amount of flame) to achieve the desired look. Contact: www.empirecomfort.com. Circle Reader Service No. 103

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Hitzer 82 Furnace The exceptional design of this wood- and coal-burning furnace offers heating capabilities of up to 3,000 square feet and produces up to 100,000 Btu. Developed to meet customers’ varying needs, the furnace has multiple available options. The 82 furnace may be used with an optional 980-cfm distribution blower and an air-filter housing system to hold standard furnace filters. The latest feature for savings and energy efficiency is an optional water coil for heating domestic hot water. It is also available in a smaller version, the model 55 furnace, for heating up to 2,000 square feet. This stove can be used as a very cost-efficient primary or backup source of heat with amazing heat outputs. Relax and enjoy the qualities of this Hitzer furnace. Contact: (260) 589-8536 or www.hitzer.com. Circle Reader Service No. 104

Hudson Collection The AIC Garden Casual brand of outdoor furniture introduces its newest collection, Hudson, in deep seating and dining groups. The wood-finished aluminum frame and brown all-weather wicker are beautifully paired to create furniture that is stately and luxurious. Graceful lines and curvilinear design finish the complete look. For 2010, Hudson is offered under a quick-ship program (in stock finish and fabric) that boasts two-day turnaround time. Contact: (626) 855-1650 or yan@amcocorporation.com. Circle Reader Service No. 105

Security Chimneys International Secure HE 43 The Secure HE 43 from Security Chimneys™ is an EPA-qualified fireplace using innovative Fresh Fire™ technology to reduce particulate pollution significantly. With a wide, contoured, picture-frame design displaying a panoramic view of the fire inside, it features a superefficient air-wash system to prevent soot buildup on sliding doors, controlled combustion for a better burn rate, and the ability to connect to a central forced-air heating system. Decorating flexibility is maximized by zero clearance on the back and sides. More information is available at the company’s Web site. Contact: www.securitychimneys.com. Circle Reader Service No. 106


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Riviera Collection The new Riviera collection from Gensun Casual Living combines bold scrolls and curves in the back design, an ornamental arm, and attractive legs for an overall design of simple elegance. Riviera is shown in the new black forest frame finish, one of 11 frame finishes available from Gensun. The collection features dining, bar, and balcony seating, along with many deep seating options. Over 300 fabrics are available for customization. Contact: www.gensuncasual.com. Circle Reader Service No. 107

New Fiberglass Base With Wheels In response to dealer inquiries and customer demand, FiberBuilt Umbrellas has introduced its new collection of fiberglass bases with wheels. The heavyduty, polyurethane, nonmarking Stoltz wheels make moving your umbrellas from place to place much easier. These attractive bases come in 90-, 125-, and 175-pound weights and in six finish colors. The 90and 125-pound bases ship filled. All bases come with a matching, powder-coated, heavy-gauge aluminum sleeve that is 18 inches tall. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com. Circle Reader Service No. 108

Covers for the Big Green Egg and Other Round/Oval Grills Two Dogs Designs for Outdoor Living has added to its line of highquality outdoor covers sizes that fit the Big Green Egg™ and similarly shaped grills/smokers. These covers are made of heavy-duty polyester, with generous PVC linings and VelcroŽ tie-downs for a perfect, secure fit. Two Dogs covers for round/oval grills and smokers include a style that fits grills/smokers with a long table. They are available in hunter green, chocolate brown, and the unique Chili Peppers pattern. Contact: (866) 896-3644, twodogsdesigns@aol.com, or www.twodogsdesigns.com. Circle Reader Service No. 110

Franklin Rocker

The historic design of the Franklin rocking chair is combined with modern styling to generate an heirloomquality rocking chair. A relaxed angle to the back and a long rocker foot allow for a smooth, comfortable ride. Handcrafted of shorea hardwood using mortise-andtenon joinery, it will last for years. Its slats are key design elements of a classic rocking chair, and its wide arms allow for comfort and an easy grip when rocking. Contact: www.oxfordgarden.com. Circle Reader Service No. 109

Circle Reader Service No. 49

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Breckwell’s Mahogany Wood Stove This highly efficient, noncatalytic wood stove has even more going for it than first meets the eye. It has been designed as either a freestanding stove or an insert—with no need for additional parts. The unique Quad radiant and convection air-heating system ensures even and rapid heat distribution. The multiple, appealing options for the freestanding stove include a pedestal with an ash bin, a pedestal without an ash pan, a pedestal (with a door) that stores wood, and cast-iron legs. Contact: (866) 606-8444 or www.breckwell.com. Circle Reader Service No. 111

Breckwell’s Solstice Pellet Stove The elegance of Breckwell’s award-winning, state-of-the-art pellet stove, Solstice, leverages sleek, European-inspired styling with the reliability, durability, and efficiency of U.S. craftsmanship. Made in the United States, the stove is energy efficient, producing 40,000 Btu with an 80-hour fuel-feed capacity. It has an automatic fire starter and a unique three-source heat-distribution system, and it’s just 22 inches wide. Its one-touch, digital-technology control board has multiple safety and diagnostics features. It also has a huge ash pan, along with quiet motors and blowers. The stove is available in black, designer shimmering red, and brown. Contact: (866) 606-8444 or www.breckwell.com. Circle Reader Service No. 112

Touchscreen Remote Controls From Ambient Technologies Introducing the new touchscreen remote-control technology from Ambient Technologies®: Available in both on/off (TSMT) and thermostatic (TSST) models, these new touchscreen remotes really do put full fireplace control at your customers’ fingertips. With large LCDs, scrolling screen controls, battery-saving sleep-mode operation, a 30-foot operating distance, a lowbattery indicator, and many more features and functions, these touchscreen remote controls are the perfect addition to any make or model of gas fireplace available today. The TSST remote control for millivolt or 24-volt systems has: • a thermostatic control mode, • a six-hour countdown-timer mode, • a large LCD with a backlight, • a slide function for fast operation, • childproof protection, • thermal-safety shutdown (transmitter), • an optional wall mount, • 16 security codes, • easy battery access, • a six-hour optional safety shutdown (receiver), and • a battery receiver. Contact: www.ambienttechnologies.com Circle Reader Service No. 113

New SGV/DGV Special Gas Vent Systems HeatFab announces a new single- and double-wall special gas vent system. SGV/DGV is a safe and reliable venting solution for category I, II, III, and IV gas appliances. This

UL 1738/ULC S-636 listed special gas vent features a unique stainless-steel alloy with exceptional corrosion resistance and an easy-to-install connection system. Get HeatFab quality in an economical design. Contact: www.selkirkcorp.com. Circle Reader Service No. 114 Circle Reader Service No. 50

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Cápri Tabletop Firepit

Tyler Retail

Cápri, a tabletop firepit designed by California Outdoor Concepts, will have you dreaming of a blue Italian sky, fading into sunset. Cápri will transform your backyard table into a place for an evening of intimate conversation and relaxation. Made of cast resin, Cápri is lightweight and portable, making it a great centerpiece to add as the sun goes down and one puts away the umbrella. The flower-shaped bowl is filled with Arctic Flame gold reflective glass. The secret of Cápri is a fuel source hidden from view, securely under the table. The incandescent glow of Cápri provides a warm and friendly environment for your guests. It’s beautiful and elegant; nothing obstructs your tablescape, and dinner parties are effortless. The choice isn’t yes or no; it’s which color: black or brown. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 115

Omega Mantels: Natural Stone Omega Mantels of Stone is pleased to introduce its newest line of high-quality mantels made of natural stone. The unit shown features polished stone, which is sure to bring beauty and luster to any home. Omega’s natural-stone mantels are available and ready to ship. Contact: (877) 254-3965 or www.omegamouldings.com. Circle Reader Service No. 116

For almost 30 years, Tyler has been delivering cost-effective solutions to retailers across North America. From the beginning, it has focused on improving profitability by enabling specialty retailers to make better buying and selling decisions. The Tyler solution set provides timely and accurate information about every area of a hearth and patio dealer’s business: sales performance, product installation and repairs, return on inventory investment, customer purchase history, product distribution, payroll, accounting, and consumer financing. Contact: (800) 237-5913 or www.tylernet.com. Circle Reader Service No. 118

Shanghai 10 Fiberglass-rib Umbrella Today’s consumer wants an elegant and unique design, without sacrificing strength. Treasure Garden® has upgraded the classic Shanghai umbrella by increasing its size by over 17% (to 10 feet in diameter) and by upgrading its 24 ribs to a flexible and durable fiberglass material. The Shanghai 10 is available for the 2010 season in a black finish in the company’s four signature series O’bravia FlexWeave solution-dyed polyester fabrics. This striking design is accented by a fluted pole and features Treasure Garden’s patented Twist-Tilt mechanism. Contact: info@treasuregarden.com or www.treasuregarden.com. Circle Reader Service No. 117

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HDX40 Clean-face, Direct-vent Gas Fireplace Inspired by traditional masonry details, yet created with Napoleon’s state-of-the-art gasfireplace technology, the deluxe HDX40 offers the best in performance and design. The clean-face front allows a full view of the impressive 40-inch–width firebox, with your choice of either finely detailed PHAZER® logs and charcoal embers or a river-rock ember bed. Even when the fireplace is off, the exclusive NIGHT LIGHT™ accents the firebox. This is a perfect investment for a home. Contact: (888) 726-2220 or www.napoleonfireplaces.com. Circle Reader Service No. 119

Avant Garden Taking an unexpected approach to the typical outdoor theme, Outdura’s Avant Garden collection pushes all boundaries. The featured color, Tidewater, combines vivid pesto green and cool aquatic blue, grounded with rich Kona brown, for a fresh new vibe that is out of this world. Contact: (866) OUTDURA or www.shufordmills.com. Circle Reader Service No. 120

New Stainless-steel Fireback by Real-Fyre Real-Fyre’s new stainless-steel fireback is now available in polished or brushed styles. It complements Real-Fyre gas log sets by reflecting flames and radiating heat. The firebacks are available in 18-, 24-, and 30-inch sizes, with traditional arch or deco-style tops. The firebacks are constructed of heavy 20 gauge stainless steel. Contact: (800) 332-0240 or www.rhpeterson.com. Circle Reader Service No. 121

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By popular demand, The Holland Grill Company has just introduced a stainless version of its successful SearMate—an infrared searing station that attaches independently to most older Holland freestanding grills and to all new models. The new stainless unit (BHA136SU1SS) features an all-stainless construction and adds the convenience of an electronic igniter, making it an attractive step-up model from the original aluminized-steel version. Consumers will like the fact that they can now enjoy the convenience and taste of searing without taking up grilling space on their Holland grills. With cooking temperatures of nearly 900 degrees, the SearMate offers Holland grill owners the best of both worlds—quick, hot searing and the no-flare, indirect cooking of the Holland. Trends indicate that infrared will be the hot item this season, and Holland has a convenient, economical way to meet consumer demand. For sales inquiries, contact Scott Warner at swarner@hollandgrill.com. Contact: www.hollandgrill.com. Circle Reader Service No. 122

Ironwood Each Ironwood Sculpture for Fire™ is a unique, handcrafted work of art from firegear designer Jarrett Bertoncin. By fabricating one at time, Bertoncin is able to add personal embellishments on each set, ensuring that no two sets are the same. Made from raw steel, one piece at a time, each Sculpture for Fire includes such details as peeling bark, exposed heartwood, pinecones, leaves, and small twigs. Coated in a natural patina built up during the construction process, each set slowly rusts as it ages. Ironwood Sculpture for Fire is the perfect addition to any indoor or outdoor environment, bringing the charm and warmth of a wood fire with the ease and safety of gas. Contact: (888) 220-4333 or www.firegearusa.com. Circle Reader Service No. 123

Lite-Touch Q Outdoors One-burner Ceramic Cooktop Bring the cooking outside. Lite-Touch™ Q Outdoors blends design and function into a style that enhances your outdoor kitchen. Its waterproof design allows use in any weather conditions. The cooktop has an intuitive touch control with automatic shutoff, and is made of subtly textured black glass, with a beveled edge for a seamless countertop installation. It is equipped with a GFCI power cord and threeprong, 120-volt plug for user safety. It has a three-year product-replacement warranty and is made in the United States. Contact: (860) 664-4906 or www.kenyonappliances.com. Circle Reader Service No. 124


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Valor Horizon With Clearview Front and Fret Available for both new construction and insert applications, the Horizon series gas fireplace from Valor is an excellent midsized heater. The all new Clearview front and fret options are the perfect combination for customers seeking clean, contemporary design. Contact: valorfireplaces.com. Circle Reader Service No. 125

Ocean Master MAX Crescent Parasol In a contemporary interpretation of a classic French Riviera beach parasol, the Crescent MAX features a canopy with sweeping curves and classic tailoring. The Ocean Master MAX construction is a durable, supreme shade platform that translates the original Ocean Master construction onto a larger scale by maximizing the parasol components, including a larger canopy and TUUCI’s MAX-Force™ strut design. Contact: (305) 6345116 or www.tuuci.com. Circle Reader Service No. 126

Contessa The Contessa firepit is sure to impress with its unique versatility. Handwrought, detailed legs support a cleverly designed functional base with storage for a propane tank or firepit logs. A 27-inch round lazy susan, combined with one of the matching 54-inch round hearth tops, will customize your outdoor entertainment area. Contact: (800) 77-OWLEE or www.owlee.com. Circle Reader Service No. 128

Disney Resort Collections Yacht Club Dining

If you’re looking for the perfect opportunity to bring consistent profitability back to your sales-performance forecast, isn’t it only fitting that you consider adding one of the most visible brands in the world to your showroom floor? Retailers who choose to showcase Disney Resort collections have discovered the path to beautiful collections that resonate with their customers. The Yacht Club collection combines the tailored and timeless look of teak-finished frames with nautically inspired fabrics and detailing. Contact: www.agio-usa.com. Circle Reader Service No. 127 Circle Reader Service No. 53

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Coronado Impress with Coronado, a new comfortable and contemporary all-aluminum dining group. The armless sling chairs are designed with smaller spaces in mind, and are also available in paddedsling versions. Barstools, club chairs, and ottomans are also available with this collection. See the Coronado collection at the company’s showroom in Chicago at 1766 Merchandise Mart or contact Mallin Casual Furniture. Contact: (800) 251-6537 or www.mallinfurniture.com. Circle Reader Service No. 129

Augusta VLI Clean-face Gas Insert From Vermont Castings At Vermont Castings, heritage plays an important role in the products that the company creates, but it also understands that sometimes, change is good. Now, Vermont Castings is proud to offer you its Augusta clean-face gas insert— crafted with the same attention to fine detail and Vermont Castings pride that make each of the company’s products a special part of your customer’s home. The Augusta offers numerous features, including the Total Signature Command™ system with the new touchscreen remote control, providing a cold-climate pilotoptional setting, electronic ignition, backlighting, Smart Mode operation, and AC control—with battery backup—to ensure that your insert works even in a power outage. With 32,000 Btu and additional options (such as trim styles and decorative doors), the Augusta is a beautiful addition to any room. Embrace change and show your customers how to replace an inefficient masonry fireplace with the new Augusta gas insert. Contact: www.vermontcastings.com. Circle Reader Service No. 130

Lightweight Bubbler Rocks Hargrove Manufacturing Corp. introduces Eternal Springs Waterscapes, a line of finequality, lightweight-concrete bubbler rocks and pondless waterfeature kits designed for simple installation by consumers or professional installers. Bubbler rocks are available in six styles/sizes and three colors, with rigid-basin or soft-liner pond kits available in two standard sizes. Contact: (800) 725-4166 or www.hargroveoutdoor.com. Circle Reader Service No. 131

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Christmas Trees Can Help Green Your Bottom Line The number of Christmas trees that decorate homes and untold other locations during the holidays is truly staggering. As a retailer, you don’t have to sell Christmas trees to benefit financially from this favorite holiday tradition. This year, a new product from DiversiTech, called the Christmas Tree Stand MAT™, is going to solve one of the problems that holiday enthusiasts have wrestled with for years: how to keep the tree fresh, moist, and green for a number of weeks while avoiding water-stained floors or carpets from constant watering. This 30-inch, lightweight, long-lasting round tree-stand mat is something that no tree owner can afford to be without. Its suggested retail price is $16.95 to $19.95. You will love the generous margins (50-plus points). Contact: (866) 474-5572 or www.grillpad.com. Circle Reader Service No. 132

Bel Air Collection The Bel Air collection from Gensun Casual Living is new for 2010. This collection presents a very sophisticated and virtually timeless design. Bel Air arms bring gentle curves and fine detailing together for striking beauty. The back of the chair flows with graceful and stunning detail, and the spindle legs feature elaborate design distinction. The new mocha frame finish, shown on the collection, starts with a rich brown basecoat and is then accented with taupe antiquing. This collection is available in a wide variety of seating options, 10 frame finishes, and over 300 fabrics; the Bel Air collection—grand style and alluring comfort. Contact: www.gensuncasual.com. Circle Reader Service No. 133

Horizons Collection by Sunbrella Fabrics A new collection of Sunbrella® fabrics offers bold fabric designs with contemporary flair in a color palette that is both elegant and fashion forward. Aptly named Horizons, the collection features unique design and color combinations that are nature inspired and translated into bright, clean tones. Seventeen new patterns compose Horizons, which has a variety of textures and styles that include velvet, bouclé, stripes, dots, jacquard, and damask, all suitable for interior use or for the outdoor decorating environment. The Horizons collection is available to the trade exclusively through Silver State Fabrics and can be viewed at the company’s Web site. Contact: www.silverstatefabrics.com. Circle Reader Service No. 134


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Phoenix Charcoal Grill ProFire Grills, a division of Modern Home Products Corp., has introduced the new Phoenix charcoal grill. This grill is ProFire’s inaugural entrance into the charcoal-grill arena. In keeping with the company’s 50-year history of excellence in high-quality, innovative products, the Phoenix charcoal grill is second to none. Starting with its heavy-duty, U.S.-made construction, this grill is made to last and is backed by the company that pioneered the gas-grill industry. From the solid allaluminum cart (featuring a lifetime warranty) to the heavy-duty, high-heat, powder-coated, cast-aluminum and aluminized-steel grill head, this revolutionary new charcoal grill has some unique features, including dual charcoal trays that can be raised or lowered independently, while cooking, to control the temperature of both sides of the grill separately and completely. To control the temperature further, there are lower and upper vents that can be fully opened (for searing temperatures) or mostly closed (for slow cooking). They can also be completely closed to extinguish the fire and save the charcoal for the next cookout. The Phoenix’s cooking surface features two heavy-duty, porcelain-coated, hexagonal cast-iron cooking grids. These cooking grids provide steakhouse-style searing, but are spaced closely enough to cook the most delicate items. The grids are easy to clean and are built to last a lifetime. ProFire Grills will be shipping the new Phoenix charcoal grill this spring. Contact: (888) 781-4657 or www.newphoenixgrills.com. Circle Reader Service No. 135

Emory Circular Made of all aluminum and shown in the company’s new copper finish, this transitional design features armless club chairs that can be added or subtracted to create larger or smaller circular arrangements. Club chairs and club ottomans are also available to create the full deep seating experience. Experience Emory at Mallin Casual Furniture’s showroom in Chicago at 1766 Merchandise Mart or contact the company. Contact: (800) 251-6537 or www.mallinfurniture.com. Circle Reader Service No. 136

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Hatteras Hammocks Classic Black Stripe Large Quilted Hammock Striking in its simplicity, this stately pattern’s strong, clean lines neatly complement its most basic color scheme. On closer inspection, the thin white bands give way on one side to angled hash marks, adding an understated dash of casualness. Woven from the surprisingly soft outdoor fabric DuraCord®, the classic black stripe large quilted hammock resists staining, fading, rotting, mold, and mildew. Spreader bars are richly grained South American cumaru, among the hardest, most durable woods on Earth. The hammock body measures 55x82 inches; its total length is 13 feet. The hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 137

Rustic Timbers™ is the latest offering in Hargrove’s Vesta Award-winning Radiant Heat vented log series. Rustic Timbers further refines the company’s Radiant Riser™ technology, giving radiant-heating efficiency comparable to that of a vent-free log set while retaining the beauty and realism found only in Hargrove vented gas logs. Hargrove’s innovative new molding process reproduces the intricate textures of nature in ceramic fiber, creating a warm and inviting glow in the heart of the log set, with all the detail of Hargrove’s traditional refractory log sets. Rustic Timbers works with standard Hargrove vented burner systems, and is available in 21-inch through 36-inch sizes and in see-through configurations. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 140

A Hot Add-on for Retailers

983 Fireplace Insert Longevity, two circulating fans, an ash pan, and up to 100,000 Btu are only a few qualities that make the 983 fireplace insert a leader in the anthracite-coal–burning industry. This Hitzer superiorperforming fireplace will burn during power failures, comes in a variety of colors, is constructed of heavy steel, and is available with a single- or double-door front. Made in the United States with high-quality Amish craftsmanship, the 983 fireplace insert has, for over 25 years, made a warm and cozy home for hundreds of families. Contact: (260) 589-8536 or www.hitzer.com. Circle Reader Service No. 138

Outdoor-rated 304 Stainlesssteel Fridge Many dealers and customers of Bull Outdoor Products have asked it for an outdoor-rated fridge. The company has worked hard to introduce a product that will compete well with products that cost hundreds of dollars more. This is a UL-rated 304 stainless-steel refrigerator with a reversible door. It is front venting, and it offers 4.1 cubic feet of storage space. It is perfect for custom building, and it can be placed in any Bull island as an upgrade. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 139

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The common denominator of popular-priced gas barbecue grills and high-end solid-stainless models is the worry over stains, drips, and grease and what they can do to a deck, dock, porch, patio, or pool surround. DiversiTech has introduced The Gas Grill Splatter Mat™ to give the customer real, low-cost relief from a high-ticket potential problem; in the process, DiversiTech has given retailers an easy, high-margin add-on sales item. Made in the United States, The Gas Grill Splatter Mat protects the surfaces under gas grills, covers existing stains, and is easy to clean. It is also reversible, and it will not harm composite decking. The standard 30x48-inch size enables it to fit under most gas grills on the market. You can view the Splatter Mat at the National Hardware Show, booth #11929. Contact: (866) 474-5572 or www.grillpad.com. Circle Reader Service No. 141

Wildwood Log Set Fills the Fireplace The Wildwood log set and Harmony burner from Empire Comfort Systems represent a wholly new approach to creating an ultrarealistic fire experience. The Wildwood set features five massive logs—cast from refractory concrete to maintain their intricately detailed bark and charring. Each log in the set is handpainted by the same artist to create the illusion that the logs in your fireplace came from the same felled tree. Wildwood logs were designed to work in concert with Empire’s new Harmony burner system. Shaped porting and special baffles within the Harmony burner produce robust, lifelike flames that seem to leap from the charred areas of the logs. Empire created two versions of the Harmony burner, one standard and one with an expanded ember bed. The expanded bed runs the width of the burner to provide room for additional glowing embers. Contact: www.empirecomfort.com. Circle Reader Service No. 142


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The Riviera FiberBuilt Umbrellas introduces the Riviera, its newest heavy-duty umbrella. Like the company’s Lucaya style, the Riviera umbrella features a one-piece pole and can be finished in seven powder-coated colors. The new model, however, sports an aluminum pole that is 2 inches in diameter and 0.75-inch–diameter flexible fiberglass ribs, for added structural support of these large-scale products. This model is available in 9- and 11-foot diameters and in 6-, 7.5-, and 10-foot square sizes. The vented canopy can be specified in any of Sunbrella’s marine or furniture-grade fabrics or in the customer’s own material. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com. Circle Reader Service No. 143

Heat & Glo’s Metro 32 The Metro 32 is an affordable, modern-style, direct-vent gas fireplace. It has the simple lines and seamless presentation that many homeowners are looking for today, and it is available as both a see-through and a single-sided fireplace. Designed to fit into smaller living spaces, the Metro has a shallow footprint for easy placement. It is equipped with a porcelain-interior firebox, and there are several choices of rich finish colors for the front. Homeowners can also choose from four cool custom-media options. The Metro requires little space, has many options, and can fit into almost any living space—all at a price point that your customers will appreciate. Contact: (800) 427-3973 or www.heatnglo.com. Circle Reader Service No. 146

Santorini Seating Collection Cast in sturdy A356 aluminum, the Santorini seating collection blends strength with Italian baroque motifs to create a comfortable combination. The Santorini seating collection includes an armchair, a swivel barstool, and a swivel rocker. Each piece comes with Outdoor Lifestyle’s unique 15-year warranty on furniture frames and a five-year warranty on paint finishes in residential use. Future plans for the collection include the addition of sectional deep seating. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com. Circle Reader Service No. 144

Lennox Elite Series Outdoor Gas Fireplace

The pleasure of an outdoor fireplace, the contemporary look of 304 stainless steel, and the ease of ventless use come together in the elegant Elite™ series EODG gas fireplace. Intermittent ignition with battery backup ensures reliable operation, and a maximum 50,000-Btu output can be controlled through a turndown valve for precise flame height and heat. A detailed, charred-oak, campfire-style log set is viewed through a 36- or 42-inch screened opening. Visit the company’s Web site for more information. Contact: www.lennoxhearthproducts.com. Circle Reader Service No. 145

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MLW Stone, L.L.C., Introduces StacKIT Natural Stacked-stone Fireplace Kits This new product has the look and workmanship of authentic, natural stacked stone. Integrated with today’s innovative technology, it reduces significantly the cost of installation. Most natural stackedstone fireplaces are cut and installed in individual pieces—but StacKIT surrounds are prefabricated into panels that are cut to standard fireplace-kit sizes and can be installed in minutes, just as you would install a marble or granite surround. These kits are stocked in MLW’s three standard sizes and include a header, two legs, a riser, and a three-piece hearth; 6x24-inch interlocking panels, complete with corner pieces, are also available to accommodate raised hearths and wall applications. The product is available in two colors: Carden gold and multicolor. Contact: (800) 477-7665 Ext. 127. Circle Reader Service No. 147

The New Phoenix Grill ProFire Grills, a division of Modern Home Products Corp., has introduced the new Phoenix grill, designed to increase outdoor-cooking capabilities. With a new outdoorcooking platform, this grill is equipped with features that allow it to grill, roast, steam, and smoke foods. A heavy-duty, cast-aluminum drip pan shields food from the open flame, creating an indirect, reduced–flare-up cooking environment. During grilling and roasting, juices drip on the hot drip pan, creating smoke that adds flavor to food. Separate left and right heat controls on the solid-brass dual-valve control panel raise or lower the dual stainless-steel burner to adjust the cooking range from 250 to 500 degrees. Contact: (888) 781-4657 or www.profiregrills.com. Circle Reader Service No. 149

Touchscreen Remote Controls From Ambient Technologies

Sawgrass Mills Red Sparkler Outdoor Rug Like a burst of exotic blooms or a trio of Independence Day fireworks glimpsed from above, this lively outdoor rug from Sawgrass Mills®, with its contemporary borderless design, infuses elegance with an explosion of fun. Handhooked in the traditional Eastern manner from synthetic DuraCord® yarns, Sparkler won’t rot, mold, mildew, fade, or stain, yet it has the sought-after softness of cotton. A perfect complement to back deck or beach-house floor, it comes in either 5x8-foot or 8x10-foot sizes, and is also available in blue, green, and orange color palettes. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 148

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Introducing the new touchscreen remote-control technology from Ambient Technologies®: Available in both on/off (TSMT) and thermostatic (TSST) models, these new touchscreen remotes really do put full fireplace control at your customers’ fingertips. With large LCDs, scrolling screen controls, battery-saving sleepmode operation, a 30-foot operating distance, a low-battery indicator, and many more features and functions, these touchscreen remote controls are the perfect addition to any make or model of gas fireplace available today. The TSMT on/off remote control for millivolt or 24-volt systems has: • on/off control, • a six-hour countdown-timer mode, • a large LCD with a backlight, • a slide function for fast operation, • childproof protection, • thermal-safety shutdown (transmitter), • an optional wall mount, • 16 security codes, • easy battery access, • a six-hour optional safety shutdown (receiver), and • a battery receiver. Contact: www.ambienttechnologies.com Circle Reader Service No. 150

Custom Mantels Omega Mantels of Stone offers custom-designed mantels for any room in the house. All mantels from Omega Mantels of Stone are available in custom sizes. Omega's natural-stone mantels are available and ready to ship. Contact: (877) 254-3965 or www.omegamouldings.com. Circle Reader Service No. 151


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Retractable Awnings Made With Sunbrella Fabrics Though it is still winter, many consumers are already planning for the outdoor-living season by adding retractable awnings made with Sunbrella® fabrics to their homes. Retractable awnings make outdoorliving spaces more usable, adding shaded square footage without the hassle of traditional construction. While they provide a shady oasis for relaxing, awnings also reduce heat gain inside the home, helping consumers save on energy costs. With subtle, beautiful awning fabrics such as Sunbrella Silica Dune, a variety of furniture styles and Sunbrella fabric combinations can be used beneath the awning to create a colorful outdoor oasis. For more information on awnings made with Sunbrella fabrics, visit the company’s Web site. Contact: www.sunbrella.com. Circle Reader Service No. 152

Travira Collection The classic (yet sleek) look of the Travira collection makes it suitable for any outdoor-dining situation. The lightweight, stainless-steel frames, combined with mesh or teakwood seats and backs, move and stack easily. The table is available as a 39-inch square. Contact: www.oxfordgarden.com. Circle Reader Service No. 153

SMART Flow Elbows Improve Airflow and Reduce Energy Use

Introducing Treasure Garden’s New Treasure Chest For years, dealers have counted on Treasure Garden® to help their customers protect their outdoor products using its extensive line of protective furniture covers. Now, Treasure Garden expands outdoor protection with the Treasure Chest. This lightweight, portable chest is great for storing cushions, outdoor toys, pool accessories, or any other treasure that the consumer might have. It features a comfortable lift handle, wheels, and an arched top (for water runoff), and it can even be hung upright on the wall. Best of all, it is constructed from material specifically designed to match the company’s already-attractive, champagne-colored protective covers. Contact: info@treasuregarden.com or www.treasuregarden.com. Circle Reader Service No. 156

The SMART flow elbow by Hart & Cooley is the latest energy-saving product to be offered under the SMART Air & Energy Solutions brand. The patented SMART flow elbow forms a 90-degree elbow to provide better airflow and energy savings. Use of this durable elbow support decreases pressure drop by up to 500% over kinked flex duct, saving a significant amount in energy cost. The SMART flow elbow is the economical alternative to the common practice of using galvanized-steel elbows, both in terms of material cost and labor savings. Installers can rest assured that the elbow has been rigorously tested and UL 2043 classified. The SMART flow elbow can be installed with any diameter of flexible duct (up to 16 inches). Contact: www.smartairandenergy.com. Circle Reader Service No. 154

Patio Jewelry Patio Jewelry comes to your backyard with the Gemstone collection by California Outdoor Concepts. Throughout the ages, gemstones have been fascinating to all cultures. The folklore of gemstone colors has been honored for centuries. The Gemstone collection of Patio Jewelry reignites this interest and passion for color. Opal relaxes the mind with its blue–green aura. Garnet, deep maroon in color, ensures healing and strength. Tigers Eye, with its sense of spiritual well-being, is wild, with browns and creamy beige. Whether chosen by color or mystic property, Patio Jewelry adorns your tabletop, pool deck, or sitting area. Provide yourself and your guests with the warming glow of these Gemstones. Each color is available in three different cuts: emerald, round and oval. Choose all three and be rich with design. Choose only one and it will be your very own diamond in the rough. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 155 Circle Reader Service No. 59

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Ocean Master MAX Cantilever The Ocean Master MAX™ Cantilever™ is simply art and engineering harmonizing in a symphony of shade. Available in the classic canopy style, the Cantilever is crowned and polished with TUUCI’s new and inspiring Ocean-Sail finial design. The canopy cantilevers from a sturdy, oval-shaped mast, providing 200 square feet of uninterrupted shade and ambience. It offers graceful and generously proportioned shade to any sun-drenched environment and is timelessly designed for all enclaves, traditional and contemporary. Contact: (305) 634-5116 or www.tuuci.com. Circle Reader Service No. 157

Tyler Retail Several years ago, Tyler pioneered technology called TylerNet to enhance the growth and profitability of retailers such as hearth and patio dealers. This was accomplished by lowering the upfront and ongoing costs associated with automating a retail business, while providing software to control inventory, improve sales performance, and reduce overhead. Contact: (800) 237-5913 or www.tylernet.com. Circle Reader Service No. 158

AERO Market Umbrella The ZipJack AERO market umbrella changed the look of the classic market umbrella forever. Its patented canopy design gives the umbrella distinctive styling, while crosswinds and updrafts pass right through the canopy’s venting system. Easy maintenance enhances its attractiveness. The ZipJack AERO market umbrella can help every specialty patio retailer stand out above the crowd. Contact: (914) 592-2000 or sales@zipjack.com. Circle Reader Service No. 159

60 Patio & Hearth Products Report March/April 2010

Heritage Agio continues to lead the outdoor market by offering retailers the products that consumers demand. The Heritage deep seating collection, in durable, timeless Alumicast®, was created to complement Agio’s best-selling dining group. It gives homeowners pieces they can add to design a completely elegant living space. Contact: www.agio-usa.com. Circle Reader Service No. 160

Outdoor Kitchens/ Islands The Holland Grill Company has just introduced its new line of outdoor kitchens/islands to help consumers economically and quickly increase their living space without sacrificing quality or appearance. Phase I of Holland’s island rollout includes two models: a 5foot cabinet with a single stainless-steel access door (HC5) and the already-popular 6-foot cabinet with a 5-foot attachable bar (HC6-5B, pictured). The HC6-5B model includes a stainless-steel storage drawer and stainless double access doors. Both models feature 12x12inch ceramic-tile countertops and a 100% acrylic cabinet finish that provides weather protection and color throughout. Dealers appreciate that both models are in stock and ready to ship. Holland’s hassle-free, aggressive dealer-display program makes it simple to get the units in front of your customers. Both models accommodate the legendary Holland Apex stainless grill head and can be configured for natural gas or propane. Holland plans a phase II rollout of custom-built kitchens later in the year. For dealer inquiries, contact Scott Warner at swarner@hollandgrill.com. Contact: www.hollandgrill.com. Circle Reader Service No. 161

French Twist The French Twist collection by Outdura hosts an entertaining array of textures and colors. The underlying formality of the patterns becomes more worldly with added ikat flair. The standout shades of the Bloom coloration—warm cayenne, bright canary, and fresh herbal green—are alive, well, and living in color. Contact: (866) OUTDURA or www.shufordmills.com. Circle Reader Service No. 162


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Kenyon Custom Revolution All Seasons Grill The joy of grilling comes in the reward of eating the finest grilled food ever. Flameless, smokeless grilling lets you cook indoors or outside. The ease of cleanup and the safety of electric grilling for residents of apartments and condominiums (where open-flame grilling is restricted) are coupled with superior performance—they’re all part of the Revolution. Available in built-in and portable models, the grill uses 120-volt current and a three-prong plug with GFCI. It has a three-year product-replacement warranty and is made in the United States. Contact: (860) 664-4906 or www.kenyonappliances.com. Circle Reader Service No. 163

The New Prestige Pro Grill With its masterful design and engineered performance, the new Napoleon® Prestige Pro™ 450 is launching into the 2010 season with feverish excitement. It generates up to 75,000 Btu and has up to 835 square inches of total cooking space. Its patented stainless-steel WAVE™ rod cooking grids accompany electronic ignition for easy starts, and the ceramic infrared SIZZLE ZONE™ side burner provides extra cooking space with a two-position cooking grid and removable grease tray. The deluxe high-top, space-saving LIFT EASE™ rolltop lid has a handle and trim accents in polished chrome. The attractive pedestal base has concealed casters; an ice bucket and cutting board are standard with this grill. Contact: (888) 726-2220 or www.napoleongrills.com. Circle Reader Service No. 165

Outdoor Ventless Fireplace for a Starry Night

Firegear has introduced the St. Augustine linear fireplace, an outdoor ventless fireplace by designer Eric Maier. It is constructed of glass-reinforced concrete, and the rear firebox wall has been stained black; in it are embedded hundreds of small mirror pieces, which create a starry-night effect when the unit is burning. The St. Augustine is offered in a variety of color choices. This linear fireplace features the Firegear Fire Island 36-inch burner with a spark-to-pilot valve system. Your choice of Firegear Liquid Glass, Firestones, Fireballs, or gas logs can be used with it. Contact: (888) 220-4333 or www.firegearusa.com. Circle Reader Service No. 164

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Shade, Safety, and Fun, All in One ZipJack Custom Umbrellas introduces a new line of patio umbrellas designed to provide colorful, shaded play spaces for youngsters. KidBrellas are a great way to protect kids from the sun. KidBrellas easily convert from table umbrella to play space and feature bright, bold silkscreened animal illustrations with extended side panels that provide extra coverage. Contact: (914) 592-2000 or sales@zipjack.com. Circle Reader Service No. 166

Simpson DuraVent Introduces New Combustion Air System Simpson Dura-Vent has announced the addition of a new, patent-pending combustion air system (CAS) for freestanding wood and pellet stoves. The CAS, designed as a set of components for the company’s DuraTech, DuraPlus HTC, and PelletVent Pro product lines, consists of uniquely engineered ceiling support boxes and wall thimbles that deliver outside air for combustion into the appliance, simplifying installations without requiring a second penetration of the building envelope. Fresh air’s use for combustion eliminates the use of conditioned inside air, improving the efficiency of central heating systems. The system works in below-grade (basement) installations as well, minimizing downdrafts. The product for DuraTech and DuraPlus HTC (for wood stoves) is available in 6- and 8-inch chimney diameters; the PelletVent Pro pellet-stove system is available in 3- and 4-inch pellet-chimney sizes. Contact: www.duravent.com. Circle Reader Service No. 167

Bay View Sling Bay View sling is a unique, contemporary design with wide, heavy-walled extrusions. Contoured seating buckets with the Crimson comfort-back sling offer both style and comfort. This group features a complete collection of dining products, as well as stackable stationary chairs and chaises. Many sling fabrics and frame finishes are available to choose from to create the perfect look. Contact: (205) 486-5102 or www.crimsoncasual.com. Circle Reader Service No. 168

62 Patio & Hearth Products Report March/April 2010

3-in-1 Rock Canyon Table At last, there’s a functional outdoor dining table that blends rustic and casual styling to create a truly stunning piece. The 3-in-1 Rock Canyon table, topped with natural colored slate, features rich colors and texture. Included are three unique inserts for making this the ultimate party table. The firepit-bowl insert warms those chilly nights, while the ice-basin insert keeps drinks and food cold. The matching mosaic slate insert (with an umbrella hole) completes this 43-inch–diameter table for dining alfresco. The table also includes a fabric rain cover. Add the matching foldable chairs and bench, and you have a masterpiece. Contact: www.deecocp.com. Circle Reader Service No. 169

Porta-Chef S The Porta-Chef® S from Broil King is a sleek and stylish portable gas grill. With 250 square inches of cooking surface and a 12,000-Btu stainless-steel tubular burner system, it heats up quickly, and it locks in the heat due to its stainless-steel construction. The Porta-Chef S gives you looks and convenience, all in one. Contact: (800) 245-5138 or www.broilkingbbq.com. Circle Reader Service No. 170

PGS B-40 Grill AEI Corp. has launched its new PGS model B-40 grill. The B40 will join the premium lineup of PGS performance grilling systems from AEI, which includes the Legacy Pro series stainlesssteel grills and the A series of premium cast-aluminum grills. AEI offers the most complete lineup of premium gas grills and outdoor patio heaters in the United States. The B-40 combines a porcelain-on-steel lower grill body with a contoured stainless-steel top. The unit (portable or masonry) will be fully assembled in one carton. Just insert the casters, attach the side shelves, hook up the fuel source, and you’re ready to do some serious grilling. Contact: (949) 474-3070 or www.aeigrillsandheaters.com. Circle Reader Service No. 171


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Pellet, Corn and Multi-Fuel Stove Venting Solutions

Three Venting Options For Your Bio-Fuel Appliances. One Great Name. Selkirk offers three great options for venting your pellet, corn or bio-fuel appliance. The Model VP Pellet Pipe is a double wall vent, with a stainless steel interior pipe and woven gasket, for proven highperformance. The Direct-Temp/Pellet and the Direct-Temp/ Multi-Fuel are unique direct vent systems developed to maximize the performance of your appliance. All of these are backed by the best warranty in the industry.

FEATURES s$IRECT 4EMP-ULTI &UEL Direct Vent: Stainless Steel with upgraded AL29-4C inner pipe - Available in 3 x 5� and 4 x 7� diameter - Includes a silicone gasket seal - no RTV required - Designed for highly corrosive ue gases

Direct-Temp Multi-Fuel Direct Vent Stainless Ext. AL29-4C Int.

s$IRECT 4EMP0ELLET Direct Vent: Galvanized exterior with stainless steel inner pipe - Available in 4â€? x 6-5/8â€? diameter - Includes Selkirk’s proprietary siliconized ďŹ berglass seal - no RTV required - Three convenient system kits available s600ELLET0IPE Double Wall: Galvanized exterior with stainless steel inner pipe - Available in 3â€? and 4â€? diameters - Gasketed joint design - Painted pipe lengths available for interior use - 1â€? clearance to combustibles

For complete information

1.800.992.VENT [8368] U.S. 1.888.SELKIRK [735.5475] CANADA

selkirkcorp.com

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Direct-Temp Pellet Direct Vent Galvanized Ext. Stainless Int.

VP Pellet Pipe Double Wall Galvanized Ext. Stainless Int.

All systems are available in either the original ďŹ nish or black.


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} Tivoli Collection

Wentworth Collection The Wentworth collection is one of the many collections offered in the exquisite La-Z-Boy Outdoor Select line. The Wentworth features a buttontufted cushion, classic scroll detailing, and expert handcraftsmanship. The collection includes an outdoor recliner, as well as seating and dining pieces. The La-Z-Boy Outdoor Select line is available through a domestic warehouse program (based in Louisville, Kentucky), featuring custom cushions and aluminum frames. La-Z-Boy Outdoor Select brings signature La-Z-Boy comfort outdoors. Contact: Jennifer Kennedy at (502) 471-3616 or www.lazboyoutdoorselect.com. Circle Reader Service No. 172

Kingsley-Bate’s new Tivoli collection, designed by John Caldwell, is a modern composition of stainless steel, Batyline®, and teak. Available in cream or black, the dining armchair and side chair are comfortable and generously scaled, making them also suitable as lounge chairs. Both chairs stack for easy storage. Displayed here is the Tivoli 84inch rectangular dining table. A 42-inch square dining table is also offered. Other pieces in the collection include a stacking chaise and a side table. Contact: (703) 361-7000 or www.kingsleybate.com. Circle Reader Service No. 175

Torbay Seating Collection

Vacuum-packed Accessories and Display Rack

Outdoor Lifestyle’s Torbay seating collection is a classic tribute to traditional Georgian style, with an eye toward modern practicality. Crafted in premium A356 aluminum, this fine family includes a swivel rocker, a swivel barstool, and armchair and sidechair offerings. Each piece comes with Outdoor Lifestyle’s unique 15year warranty on frames and a five-year warranty on paint finishes in residential use. For more details on this or on any of Outdoor Lifestyle’s other furnishings, contact the company. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com. Circle Reader Service No. 173

The new vacuum-packed accessories and display rack are Real-Fyre’s newest display additions. Any hearth is transformed into a creative masterpiece with wood chips, pine cones, acorns, and branches around a gas log set. The new vacuum-packed accessories are beautifully displayed—all on a custom Real-Fyre display rack. Contact: (800) 332-0240 or www.rhpeterson.com. Circle Reader Service No. 176

Opal Dining Chair Jensen Leisure Furniture is Rainforest Alliance certified and made from 100% Forest Stewardship Council certified ipê wood. Designed by Swedish designer Dick Björck, the Opal collection provides leisure comfort through a blend of continental style and modern Scandinavian design. The Opal dining chair has no visible hardware. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. Circle Reader Service No. 174

64 Patio & Hearth Products Report March/April 2010

Fireplace Draft Damper System The environmentally friendly EXHAUSTO fireplace draft damper system (FDDS) is the first completely automated draft and damper system for use with gas fireplaces. The FDDS quietly manages a perfect draft and prevents excess heat from escaping through the chimney when the fireplace is not in use. It eliminates the need for glass doors, opening up many new design options while allowing for a larger view area of the fire and a more natural look. The system consists of the EXHAUSTO RS chimney fan, the mechanical fireplace damper (MFD), and the ADC 100 control. Contact: (800) 255-2923 or www.us.exhausto.com. Circle Reader Service No. 177


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The Luxor The Luxor collection from Domus Ventures uses the latest technology and marine-quality components. Tight seats and backs of marine-grade vinyl ensure long life and minimal maintenance, and there are no cushions to take inside and out again. The marine-grade vinyl is both UV resistant and UV reflective (to prevent heat buildup). The entire collection—which includes seating, dining, occasional pieces, sunbeds, and canopied lounges— is totally waterproof. Contact: (800) 888-5293 or www.domusventures.com. Circle Reader Service No. 180

Valor Legend G3— Traditional Insert

Infrared Outdoor Patio Heater

An industry leader in efficiency and radiant heat, the Legend G3 insert series from Valor boasts a wide collection of fronts and trims with traditional and contemporary designs. Contact: valorfireplaces.com. Circle Reader Service No. 178

The Vintage series by Patio Comfort combines the classic and elegant design elements of old-world, handcrafted aluminum components integrated beautifully into the latest in safety-oriented, functional, high-performance, long-lasting comfort heating products. The Vintage heater is protected with an antique bronze polyurethane powder coating that is electrostatically applied. The textured finish and color are designed to complement and enhance your outdoor entertaining and dining areas. Contact: (949) 474-3070 or www.aeigrillsandheaters.com. Circle Reader Service No. 181

Signet Series

New: Quadra-Fire’s 2700i ACC Wood Insert

The gas grills of the Signet series from Broil King have plenty of cooking space and are some of the most popular barbecues on the market. With their three stainlesssteel Dual-Tube™ burners, they let you cook and heat a variety of foods at the same time. Their large, deep ovens are perfect for convection cooking large roasts and turkeys, and they will ensure that everything cooks evenly. Contact: (800) 245-5138 or www.broilkingbbq.com. Circle Reader Service No. 179

Spotlight

Quadra-Fire recently launched the 2700i wood insert with Advanced Combustion Control (ACC) technology. ACC delivers precision airflow management for longer, cleaner, and more efficient burns. Designed to nestle easily into smaller fireplace spaces, the 2700i has a contemporary flush design and three door options that fit nicely with a wide range of decorating styles. Extending only two inches onto the hearth, this insert can be installed in most homes without the need for additional hearth protection. The 2700i is engineered with the same proven clean technology, outstanding efficiency, and unmatched dependability that have made Quadra-Fire famous. Contact: www.quadrafire.com. Circle Reader Service No. 182

| Made in the Shade

Works, continually innovates in both products and processes to help ensure TUUCI’s position in the marketplace.

TAMER COLOR CHOICES As for trends in the shade segment, Forseth says that it is hard to pinpoint one—except that buyers are being more traditional in their color choices. “Beige fabrics have been popular and still are. People are going with less trendy fabrics. It seems that the old reliable colors are working best,” she says. That might be an offshoot of the economy, with consumers choosing conservative colors that have longevity. As Knapp explains, “Last year, we saw people who

bought really expensive umbrellas step down a notch. They still need a shade product, but are more conservative with their purchases, so I see customers becoming more thrifty and looking for a bargain.” That might be true, but DubinskyWitkowski has noted more experimentation with colors in fabrics and fabric design. “I’ve seen so much beige and forest green that it is nice to see some bright colors like red and yellow. Everyone can use some brightening in his or her life, and I think this can do it,” she says.

MORE SIZE OPTIONS Caravita suggests that the biggest

Continued from page 16

trend is all about size. “Right now, larger shade products are the fashion—not your typical 7-foot or 10-foot umbrella, but a trend toward larger sizes, up to 20 feet. The technology has been around for years; we strive to make these mechanisms stronger and more durable,” he says. Clarke notes,“A move to larger shade platforms, similar to the European market, seems to be strengthening.” Ma agrees, saying, “The most notable trend continues to be the need for larger and larger shade; while 2009 certainly would have been a year to see this trend soften, it was not. Our biggest sellers continue to be the largest in

each product category—and we continue to watch diminishing sales of 9foot octagons give way to rapidly increasing numbers in the 11-foot-andabove styles.” Michael Witkowski, operations manager at ZipJack, notices the opposite trend. “We’re seeing a more interest in bistro-size, 6-foot umbrellas. Perhaps it is because folks are staying closer to home, and those people might be condo or apartment dwellers and have a need for something smaller—or it might have to do with economics. They might be buying tables,” he says. Bigger shade, it seems, might not be for everyone.

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Ad Index Advertiser

Phone

Product Profiles Directory Web site

Page

AEI..........................................................(949) 474-3070......www.aeigrillsandheaters.com ..........61 Agio........................................................(888) 997-7623......www.agio-usa.com ..........................5

Company

Page

AEI....................................................................................................62, 65 Agio..................................................................................................53, 60 AIC Garden Casual ..................................................................................48

Breckwell..................................................(866) 606-8444......www.breckwell.com ......................50

Breckwell..................................................................................................50

Bull Outdoor Products ................................(800) 521-2855......www.bullbbq.com ..........................29

Bull Outdoor Products ..........................................................................48, 56

California Outdoor Concepts ......................(877) 274-6773......www.californiaoutdoorconcepts.com..37

California Outdoor Concepts ................................................................51, 59

DiversiTech ..............................................(866) 474-5572......www.diversitech.com ......................36

Crimson Casual ........................................................................................62 DEECO Consumer Products ........................................................................62

Empire Comfort Systems ..............................(800) 851-3153......www.empirecomfort.com ................25 FiberBuilt Umbrellas ....................................(866) 667-8668......www.fiberbuiltumbrellas.com ............55 Firegear ..................................................(888) 220-4333......www.firegearusa.com ....................57

DiversiTech ........................................................................................54, 56 Domus Ventures ........................................................................................65 Empire Comfort Systems........................................................................48, 56 EXHAUSTO ..............................................................................................64

Gensun Casual ........................................(866) 964-4468......www.gensuncasual.com ....................9

FiberBuilt Umbrellas ..............................................................................49, 57

Glen Raven/Sunbrella ................................(336) 221-2211......www.sunbrella.com ........................43

Firegear ............................................................................................52, 61

The HammockSource..................................(800) 334-1078......www.thehammocksource.com ..........53

Gensun Casual ..................................................................................49, 54

Hargrove Manufacturing ............................(800) 725-4166......www.hargrovegaslogs.com ..............13

Glen Raven/Sunbrella ..........................................................................54, 59 The HammockSource............................................................................56, 58

Hearth & Home Technologies ......................(800) 669-4328......www.hearthnhome.com ..................68 Hitzer ......................................................(260) 589-8536......www.hitzer.com ............................59 The Holland Grill Company ........................(800) 880-9766......www.hollandgrill.com ....................47

Hargrove Manufacturing ......................................................................54, 56 Hearth & Home Technologies ................................................................57, 65 Hitzer ................................................................................................48, 56 The Holland Grill Company ..................................................................52, 60

Kenyon International ..................................(860) 664-4906......www.kenyonappliances.com ............49

Jensen Leisure Furniture ................................................................................64

Lennox Hearth Products ..............................(800) 361-4909......www.securitychimneys.com ................3

Kenyon International ............................................................................52, 61

Mallin Casual Furniture ..............................(800) 251-6537......www.mallinfurniture.com ..................33

Kingsley-Bate ............................................................................................64

Miles Industries ..........................................(800) 468-2567......www.valorfireplaces.com ................35

La-Z-Boy ..................................................................................................64 Lennox Hearth Products ........................................................................48, 57

MLW Stone ..............................................(800) 477-7665......www.mlwstone.com........................55 Modern Home Products ..............................(888) 647-4745......www.mhpgrills.com ........................51 Monessen Hearth Systems ..........................(800) 867-0454......www.vermontcastings.com ..............23

Mallin Casual Furniture ........................................................................54, 55 Miles Industries ....................................................................................53, 65 MLW Stone ..............................................................................................58 Modern Home Products ........................................................................55, 58

Napoleon Products ....................................(800) 461-5581......www.napoleonproducts.com ..............7

Monessen Hearth Systems ..............................................................50, 54, 58

Omega Mantels ........................................(877) 254-3965......www.omegamouldings.com ............67

Napoleon Products ..............................................................................52, 61

Onward Manufacturing/Broil King................(800) 245-5138......www.broilkingbbq.com ..................27

Omega Mantels ..................................................................................51, 58

Outdoor Lifestyle ........................................(800) 294-4758......www.olfurniture.com ........................2

Onward Manufacturing/Broil King ........................................................62, 65 Outdoor Lifestyle ..................................................................................57, 64

Outdura ..................................................(866) 688-3872......www.shufordmills.com ....................19 OW Lee ..................................................(800) 776-9533......www.owlee.com ............................21 Oxford Garden ........................................(877) 866-3331......www.oxfordgarden.com ..................11

Outdura ............................................................................................52, 60 OW Lee ............................................................................................48, 53 Oxford Garden ..................................................................................49, 59 Robert H. Peterson Company ................................................................52, 64

Robert H. Peterson Company ......................(800) 332-0240......www.rhpeterson.com ......................39

Selkirk Corp. ......................................................................................50, 59

Selkirk Corp. ............................................(800) 992-8368......www.selkirkcorp.com ......................63

Simpson Dura-Vent ....................................................................................62

Treasure Garden/Shademaker ....................(626) 814-0168......www.treasuregarden.com ................15

Treasure Garden/Shademaker ..............................................................51, 59

TUUCI ....................................................(305) 634-5116......www.tuuci.com ..............................17

TUUCI ..............................................................................................53, 60 Two Dogs Designs for Outdoor Living ............................................................49

Tyler Retail Systems ....................................(800) 237-5913......www.tylernet.com ..........................41 ZipJack Custom Umbrellas ..........................(914) 592-2000......www.zipjackumbrellas.com ..............16

Tyler Retail Systems ..............................................................................51, 60 ZipJack Custom Umbrellas ....................................................................60, 62

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. March/April 2010, Vol 5, No 2 Š 2010 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

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Patio & Hearth Product Report Mar/Apr 2010  

Peninsula Media is the publisher of Patio & Hearth Products Report, a publication serving specialty stores, retailers and dealers of patio,...

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