Patio & Hearth Products Report March/April 2019

MARCH/APRIL 2019 | www.patioandhearthproductsreport.com

TELESCOPE CASUAL

SELLING A LIFESTYLE | 38

Objects of Desire | 65

MENDOTA HEARTH

ONWARD MANUFACTURING

NORTHCAPE

SEEKING SHADE | 20

Residential | Contract | Hospitality

ratana.com

1 866 919 1881

Circle Reader Service No. 2

Circle Reader Service No. 3

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CONTENTS

70

M A R C H /A P R I L 2 0 1 9 • VO L U M E 1 4 , N U M B E R 2

42

FE AT U R E S

8

The owner of a revered Toronto fireplace store takes customer service to the next level.

Eye-popping designs, commercial-grade construction, and easy-to-use features make this season’s shade offerings top sellers.

48

Known as the “Home of Anyplace Fireplace,” this business offers solutions for any hearth application—from remodels to new construction.

OUTDOOR GRILLING – A LABOR OF LOVE

SHOWROOM SHOWCASE – CUSTOMERS COME FIRST

50

MY TURN – GURU OF GRILLS

62

LAST WORD — STYLE ABLOOM

By Maura Keller

Klaussner Outdoor’s fresh new designs are worthy of a place in the sun.

PRODUCT INNOVATION – THE HEARTH TASKMASTER

CORPORATE PROFILE – EXPANDING A BRAND

By Kimberly Rodgers

Tropitone continues to grow its customer base by offering popular designs and strong support for retailers.

INSIGHT – AN INNER GLOW

By Cherise Forno

Kozy Heat offers an assortment of hearth styles that bring warmth and flair to home interiors.

54

Each employee of this store is empowered to take the necessary steps to satisfy customers.

56

85 I N E V E RY I S S U E

INSIGHT – ON FIRE

By Cherise Forno

Two new premium grills from Twin Eagles heat up the outdoor cooking market.

By Sharon Sanders

PERSPECTIVE – BOLD NEW BBQ

By Cheryl Dangel Bartolini

With four stores and proprietary products carried by national retail chains, BBQ Quebec is a robust (and growing) retailer in Canada.

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

ON THE COVER:

83

Canadian-based Enviro strengthens operations and R&D while adding new product lines.

A CEO’s arrival at Montigo Fireplaces results in multiple product launches and new innovations.

Texas retailers turn their passion into a profession by selling their favorite grills and barbecue accessories.

38

By Greg Thompson

By Cheryl Dangel Bartolini

52

By Cheryl Dangel Bartolini

HEARTH FOCUS – ENVIRO REINVENTED

By Maura Keller

In less than three decades, Bull Outdoor Products has become a leading outdoor grill company with over 900 dealers.

HEARTH RETAILER – FIREPLACE DESTINATION

By Kimberly Rodgers

34

46

SPOTLIGHT – SHADE FOR THE SOUL

By Greg Thompson

30

58

Seaside Casual’s all-weather HDPE furniture is valued for its durability and good looks.

GUEST EDITORIAL – CUSTOMER CENTRIC

By Alan Baroey

20

AS I SEE IT – TURN THE TIDE

By Sharon Sanders

Telescope Casual | (800) 642-4645 or www.telescopecasual.com

4 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

6 10 59 65 66 90 90

26.2 PUBLISHER’S VIEWPOINT INDUSTRY NEWS HPBEXPO ROUNDUP WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX

M O D ER N | O U TD O O R | LIV IN G Apricity’s bold, exciting, elegant collections give retailers the latest trending designs in outdoor entertaining. The Apricity brand delivers the highest quality and elevated looks to the industry. Prepare to take your product mix to the next level.

O U T D O O R

apricityoutdoor.com | Circle Reader Service No. 5

PUBLISHER'S VIEWPOINT

26.2 I ran my first marathon at the age of 40. At that time, I thought running a marathon was the coolest thing you could do in terms of running. Turns out I was wrong.

Ryan and Justin Ramos

What’s even cooler is when your son or daughter runs their first marathon.

Last month, our older son Ryan ran his first marathon, the 34th running of the Los Angeles Marathon. This “stadium to the sea” event starts at Dodger Stadium in Los Angeles and ends at the Santa Monica pier overlooking the Pacific Ocean. Along the

Ryan Ramos

way, 24,000 runners traverse their way through some of

grow and reach the next level, there are times

the most famous and well-known communities and

when you have to weigh the risk-reward ratio

tourist attractions in Los Angeles, Hollywood, Beverly

and just go for it. As we all know: nothing ven-

Hills and West Los Angeles. The LA Marathon is as much

tured, nothing gained.

a sightseeing tour as it is one of the largest marathons in the country. If you keep your eyes open, you might even

On top of the physical aspects of preparing, training and running a marathon, there is

see a celebrity. At the third mile mark, Ryan spotted

the mental aspect of the endeavor. Ryan hit

Justin Turner, third baseman for the Los Angeles

the proverbial “wall” at mile 20. As most

Dodgers, passing out cups of water to the runners.

marathon training guides will tell you, the

With iPhone in hand, Ryan stopped and took a selfie

marathon begins once you “hit the wall.”

Tony, Ryan and Traci Ramos

with Turner. I doubt if stopping to take a selfie with a

Over the years, I have been fortunate enough to

ing line, but to just focus on one mile at a time. I also

Major League Baseball player is included in the “how

hear stories from manufacturers, as well as specialty

encouraged him to not solely focus on the finish line,

retailers/dealers, of how they got to a point in busi-

but rather enjoy the journey. At this year’s HPBExpo in

ness where financial constraints, revenue shortfalls,

Dallas, there were a number of businesses celebrating

best to run your first marathon” training guide.

Preparing and training for a marathon, and running a marathon, have many similarities to starting, establish-

net income concerns, competitive issues, new regu-

25 years, 40 years and 70 years in operation. Now

ing, and running a business. In addition, what goes into

latory guidelines and human resource issues

that’s a marathon of sorts. And for these businesses,

getting to the point where you can force your body and

stretched their ability to perform at their highest

as Nike likes to say, “There Is No Finish Line.”

mind to cover 26.2 miles as a “morning run” has many

level. Regardless of the uniqueness of each story,

At the end of the marathon, Ryan initially had the

similarities to life in general. When Ryan started training

the one thing that stands out is the ability of the

“deer in the headlight” look based on sheer exhaus-

for his first marathon back in December, his average run

business owner(s) and their team to push through

tion and legs that had a tough time taking one step in

was five to six miles. Like any startup business, you start

the challenges, summon up the courage to keep

front of another. However, on the drive home, he

off with few, if any, customers and you grow it from there.

going, and fight through the difficult and trying

was already talking about what he will do differently

As Ryan increased his training miles, he grew more

times. As someone shared with me many years ago,

when he runs his next marathon. Just like in business,

confident but also experienced the fatigue from running

“It’s not about the dog in the fight, it’s about the

strive to fight through the adversity, excel in prepara-

fight in the dog.”

tion, enjoy today’s victories for a brief moment, and

long distances. When businesses go from the startup

The experiences of training for and running a

phase to the getting established phase, there are

then set the course for overcoming the next challenge so that you can enjoy the next opportunity.

growing pains associated with facing increased costs,

marathon also have many similarities to life in general.

adding personnel, navigating legal issues, needing

Sometimes as parents, wives and husbands, and in

more space, and trying to keep up with production and

certain family situations, it can feel like trudging

president at RH Peterson Co., for providing the idea

quality-control issues. Ryan’s longest training run was 20

through 26.2. Not wanting to be one of those dads

for this Publisher’s Viewpoint.

miles. When asked if he was ready for 26.2, Ryan

who offers up too much advice, the one piece of

replied, “If I can run 20, I can run 26.2.” There’s some-

advice I did give Ryan about running his first marathon

thing to be said for youthful exuberance. As businesses

was not to focus on the 26.2 when he got to the start-

Note: A special thanks to Jerry Scott, senior vice

Tony Ramos tramos@peninsula-media.com

4 FAST FACTS IN THIS ISSUE: ∂ Want to draw in potential customers? Smoke meat. The inviting aromas wafting from the porch of this Texas retailer attract curiosity seekers passing by.

A Labor of Love, p. 34

∑ An Ohio patio store requires all employees to take training classes to become product experts. They must then take a test with a minimum passing score of 95 percent.

Customers Come First, p. 38

6 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

∏ Twin Eagles’ Wood Fire Pellet Grill & Smoker was a show-stopper at HPBExpo as attendees were drawn to its high performance and ease of use.

On Fire, p. 54

π A popular special event for customers at this Canadian barbecue retailer is Yoga & BBQ, a class where participants work out and eat vegetarian barbecue.

Bold New BBQ, p. 56

OUTDOOR FURNITURE AND KITCHENS

HE A D Q UA R T E R S – 9 4 4 9 8 t h St re e t | Ranc ho Cuc amonga, CA 91730 P h o n e : 9 0 9 . 9 8 9 . 9 9 7 7 | F ax : 9 0 9 . 9 8 9 . 9970 | Toll Free: 866. 964. 4468 CHI CA G O SHO W R O O M – M e rc h an d i se Mart Suite 1667 | Chic ago, IL 60654 G E N S UNCA S UA L .C O M Circle Reader Service No. 7

GUEST EDITORIAL

PUBLISHER Tony Ramos

By Alan Baroey

tramos@peninsula-media.com EDITOR

CUSTOMER CENTRIC

Carol Daus caroldaus@gmail.com ART DIRECTOR

Alan Baroey

Customer service is the most important thing a specialty retailer can offer. This may sound cliché, but it’s true and the power of customer service should never be underestimated.

I should know because I’ve seen its effect during my 30 years in retail.

Customers react differently when they feel respected and listened to when they walk into your establishment. Before my time in the hearth industry, I studied psychology and human behavior, which has given me insight into the way people think, act and react based on the way they are treated.

As the owner of Marsh’s Stoves & Fireplaces in Toronto, Ontario, one of the things I’m always reminding my staff is to never take customers for granted. If someone walks into our store in flip-flops or a business suit, we make them feel important.

We are honored when people visit our place of business. This thinking has helped me form my approach to customer service, and I teach that culture to my team.

If you think about it, once a person walks through your front doors, 51 percent of the sale is already done because one, they already want something, and two, they made the effort

to drive to your store—so now it’s up to you to close the deal.

We take an immediate interest in getting to know prospective customers and start to build their trust.

When people shop on the internet, all they are doing is buying a product based on price—no more or no less.

When they walk into a retail store, there is always the chance to not only give the person what they think they want, but even more, which will ultimately make them happier.

None of my empl oyees are on commission, so they can speak freely with people, and it makes them feel that we genuinely care about guiding them to the right product for their homes. I personally train my staff, so they are experts on everything we sell. I emphasize that it’s OK not to say yes to everything a customer wants. For example, we wouldn’t sell a customer a fireplace for a 15-foot by 15-foot room that is suitable to heat a 3,000-square-foot space because, in the end, no one will be happy—us or them. Customers appreciate that we listen carefully and come back with solutions that suit their situation. Trust is built when they feel like you have their best interests at

heart. If you can build trust, price becomes secondary. If you don’t gain trust, you’ve lost them, even if you’ve made the sale.

I’ve learned that little details make customers feel respected.

The league of people we deal with has money and taste, and they need for us to listen to them patiently and passionately. People don’t want to be talked down to when they ask questions. Also, the way our crew presents itself at a fireplace installation or service call is just as important as the image my sales team portrays on the showroom floor. Our installers drive company-branded vehicles, so they are easily identifiable when they pull up to a customer’s home.

They are outfitted in a clean, neat uniform that our company provides. Customers are contacted the night before a visit so they know approximately what time our crew will arrive. We pre-inspect every house, and the installers have a worksheet, pictures and drawings they refer to at the job, so they know exactly what needs to be done. When the job is complete, we take extra care to leave the customer’s home cleaner than it was before we arrived. A person’s home is their castle, so it’s treated with the utmost respect. A professional installation or service call is just as important as the sale when it comes to building a relationship.

People ask me all the time what the secret is to our success. It’s simple—we care. Customers feel it, see it and know it. It’s the feeling that is missing during an internet shopping experience. Nothing beats the satisfaction one gets from real face-to-face customer service. A happy customer can become your greatest ambassador, and we pride ourselves on being that kind of retailer.

Alan Baroey is the owner of Marsh’s Stoves & Fireplaces in Toronto, Ontario.

He also serves on the Board of Directors for HPBA Canada.

Cassandra Estes cassestes1968@gmail.com COPY EDITOR John Nalley STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

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

8 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

Circle Reader Service No. 9

INDUSTRY NEWS Foundation Series Earns Top Award at 2019 NAHB Show Heat & Glo, a hearth industry leader in design and innovative technologies, won acclaim at the 2019 Best of IBS (International Builders’ Show) Awards with its trailblazing Foundation series gas fireplace.

The awards were chosen by 31 industry and media judges representing the National Association of Home Builders (NAHB), one of the largest U.S. trade associations. In February, over 100,000 people attended the 75th annual NAHB International Builders’ Show, held in LasVegas with 1,500 exhibitors. Judges evaluated 300+ entries in nine categories on the criteria of innovation, functionality, design, and builder/consumer friendliness.

“We are humbled to receive such an honor where the best of the best is displayed,” says Jacqueline Schneider, Heat & Glo brand director. “The Foundation series not only sets the standard for new homes, but builders and architects are also considering it for sophisticated commercial and remodel placements with its fast and easy install.”

Modern in form and luxurious by design, the Foundation series is inspired by key architectural and design principles—and then carefully honed for simplicity with clean lines and functional shapes. For Best Indoor Living Product, it brings numerous firsts to the luxury gas fireplace category with features embraced by discerning homebuyers, architects and builders, including: • Biggest, boldest flames that are twice the height of comparable luxury fireplaces, and mirrored glass

that gives the perspective of infinite rows of flames.

• Only UL-approved fireplace in this category for the utmost in safety.

• Installable with wood framing (no metal framing required).

• Multicolored chromotherapy LED lighting, which uses light in the form of Foundation series color to balance “energy” in a person’s body by enhancing relaxation or invigoration—with a remote control to change lights to different hues to match any mood or color scheme.

• Clean styling and tighter glass for a roomy interior that offers best-in-class flexibility with interior media, log and stone placement.

• Patented SafeSurface double-pane glass that’s cool to the touch with no need for a screen.

• Cool-wall construction that allows you to install a TV or other heat-sensitive materials just inches above the fireplace, with no mantel required, and run combustible materials like barnwood or ing Single-Sided, See-Through and soon-to-follow paneling right up to the fireplace opening.

• Ability to connect to home automation systems.

Bay and Pier configurations.

• PowerVent technology to enable horizontal vent • Wide variety of colored glass media, authentic stones, hand-painted driftwood logs and other perruns and flexible room placement.

• Stunning linear models up to 7 feet long, includsonalized options.

AEI CorporAtIon HIrEs rAndy ComEr As IndEpEndEnt sAlEs rEprEsEntAtIvE

Randy Comer

AEI Corporation (Irvine, California), which has served the specialty hearth and casual dealer trade in the western U.s. since 1966, has hired randy Comer as a member of its independent dealer sales team. Comer will be representing AEI’s full product offering and serving the independent specialty casual and hearth dealers in texas, oklahoma, louisiana, and new mexico. Comer brings a broad background in engineering, manufacturing, and sales and has worked extensively with the specialty fireplace industry. pete Arnold, CEo of AEI Corporation, says, “We are very excited to have randy on board, and we know he’ll do a fantastic job for us!”

AEI Corporation manufactures premium residential and commercial pGs (performance Grilling systems) gas grills, patio Comfort outdoor patio heaters, and Ambiance Fire Features. AEI is also a master distributor for Infrared dynamics and Infratech outdoor Comfort Heaters in the West.

10 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

trEAsUrE GArdEn ExpAnds IndEpEndEnt sAlEs rEprEsEntAtIon tEAm treasure Garden (Baldwin park, California) has added two new independent representatives to its sales team. Chris Hemrick and phil spring of Carson Heath Inc. will now represent the awardwinning shade products of treasure Garden in the southern United states. “the knowledge of the outdoor segment coupled with enthusiasm and passion for creating results for their lines was what drew us to add Chris and phil to our sales team,” says Candy Chase, national sales manager. “Each of them brings a professionalism and level of experience that will prove to be a valuable asset for further growth of our brand in this important area of the country.”

Bringing 22 years of industry experience, Hemrick joins treasure Garden as a sales representative to cover north and south

Phil Spring

Chris Hemrick

Carolina. Hemrick started in the retail furniture industry and rose through the ranks where he eventually had the opportunity to manage an outdoor furniture retail store. In January 2010, Hemrick joined Carson Heath as a manufacturer sales representative, and, since that time, has

successfully represented numerous outdoor furniture companies and won several prestigious awards. Hemrick and his family reside outside of Charlotte, north Carolina.

Although spring is one of the newest treasure Garden sales representatives, he is a 31-year veteran of the casual furnishings industry. He will be representing treasure Garden in Alabama, Georgia, mississippi, and Florida. during his career in the industry, spring has successfully represented numerous outdoor furniture companies throughout the southeast, creating lasting partnerships with retail stores and manufacturers based on his product knowledge and sales expertise. spring has also served as a member of the rep Council and won a number of awards from manufacturers he has represented. spring and his family currently live outside of Atlanta.

tropItonE AppoInts JAy ZEItlEr As rEtAIl sAlEs rEprEsEntAtIvE Tropitone recently hired Jay Zeitler as its new retail sales representative in Texas, Oklahoma, and Louisiana. Zeitler comes to Tropitone with a wealth of experience in the outdoor furniture industry, having held the position of buyer for Jackson’s Pottery in Dallas, Texas for seven years before becoming an independent sales representative four years ago.

“Jay combines his strong business acumen with people skills to build partnerships with retailers,” says Frank Verna, senior vice president of consumer sales.

“These are the attributes we look for at Tropitone, and we are excited for Jay to join our team.”

ortAl UsA nAmEs KEvIn rAntIn vp oF sAlEs And mArKEtInG Kevin Rantin was recently named vice president of sales and marketing for Ortal USA. Rantin’s appointment is part of a broader initiative by Ortal USA to focus on growth in both the residential and commercial markets and increase awareness of the Ortal Kevin Rantin brand with architects, builders, dealers and designers. Rantin has over 25 years of sales and marketing experience in the building and construction industries. “The addition of Kevin to our team will help us fine-tune our sales and marketing approach to reach specific target markets,” says Tal Gross, CEO of O rtal.

Ortal USA Inc., a California corporation, is a subsidiary of the Ortal Group. For over 30 years, Ortal has been the world’s premiere designer and builder of high-quality contemporary gas fireplaces. Ortal fireplaces are designed to meet the most stringent requirements of architects, designers, builders, and home and business owners.

Circle Reader Service No. 11

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 11

ADVERTORIAL

HEARTH SPOTLIGHT

BUILTONTRUST A hearth retailer attributes growth to a long-standing relationship with Mendota – known for its innovative products and customer support.

F

ireplace & Chimney Authority has a long history of responding to customer

desires and delivering products to answer a demand in the Chicago-area marketplace.

Founded in 1998 as a chimney service business in Elmhurst, Illinois, it soon expanded to become the Midwest’s largest full-service chimney company carrying high-quality hearth and barbecue brands.

“In 2000, we started selling fireplaces and grills due to a demand in our area for trustworthy products at a reasonable price,” says Adam McMahon, co-owner and president. “At the time, there were not many places offering products in a nice showroom, so we grew and expanded pretty rapidly.”

Scott Bogat and Adam McMahon

While still providing its original services of cleaning, rebuilding, installation, and relining, they also do masonry construction

“We started selling Mendota in 2007,

places the focal point of any space. Its radi-

communication, and product materials

ant glow provides customers with

have made it an excellent partner. He

and restoration as they also focus on offer-

and it’s been successful in our stores since

ing a wide variety of fireplaces that are

then,” McMahon says. “Every year since

ambiance that can be accented with a vari-

explains that brochures and other sales

both efficient and stylish. A commitment to

we started carrying Mendota, we have

ety of media options, linings, and accents.

information that accompany Mendota

delivering what its customers want helped

seen sales increase.” He notes that the

“With Mendota, you do not have to sacri-

products is professional, easy to read, and

the company expand its product lines with

company first offered builder-grade direct

fice the nostalgic feeling of watching a fire,”

elegantly designed. “They provide amaz-

the addition of Mendota Hearth products

vents that were available at a mid-price

he says. “The glow is incredibly realistic

ing literature that’s second to none,” he

and a second store.

level, but Fireplace & Chimney Authority

and makes for a great view.”

says. “It’s a fantastic sales tool for both our

“In 2007, we opened our Lisle [Illinois]

noticed its customers gravitating toward a

The almost limitless options for cus-

location because we noticed a similar gap

high-end fireplace, and Mendota perfectly

tomers to personalize Mendota fireplaces

in the market in the western suburbs,”

delivered decadent products and accent

and inserts make it another popular prod-

continue to be a beneficial partner in the

McMahon says. “We are thankful that we

features to meet that need.

uct at Fireplace & Chimney Authority.

future as Fireplace & Chimney Authority

have been very well received in the community since then.”

“It was really a natural move for us to start carrying the whole line,” McMahon

sales teams as well as customers.”

McMahon asserts that Mendota will

Mendota makes it easy to design a fire-

strives to increase its quality offerings to

place by allowing customers to select

consumers. “I feel that we have devel-

The newer location carries a full line of

says. “We really appreciated that Mendota

from numerous doors and fronts, fire

oped a product offering that well serves

hearth products with an emphasis on more

had the best gas fireplaces on the market,

bases, interior linings and accents. Interior

our market and customer base,” he says.

grills and barbecue items, including host-

plus we noticed a demand for luxury

linings such as limestone brick, slate gray

“In 2019 and beyond, we look forward

ing popular barbecue cooking classes.

items.”

clinker brick, espresso wave, and red sol-

to growing the partnerships with our

However, Fireplace & Chimney Authority’s

Ten Mendota units are on display in

original Elmhurst store has a higher empha-

both of Fireplace & Chimney Authority’s

sis on fireplaces with a full lineup displayed

showrooms, with Mendota’s FullView

flame. Fire base options such as driftwood

in its showroom. “At our showrooms, we

Series inserts and fireplaces being the most

and birch can deliver a classic look, while

offer our customers the very best in fire-

popular. McMahon notes that Mendota

midnight black glass, clear ice cubes, and

boasting a highly skilled staff that is

place and hearth products, as well as out-

stands apart in the industry for many rea-

white-tumbled marble can provide a

knowledgeable both about products and

door living,” McMahon says.

sons. “First, they are a high-end luxury

more contemporary finish to match any

fireplace and chimney services provided

product that never disappoints,” he says. “I

décor and vibe.

by the company. McMahon adds, “We

McMahon explains that the business started carrying Mendota more than a

also appreciate that the direct vents are

decade ago, and it has been great for the

completely full view.”

company for many reasons, including its

McMahon adds that the FullView

dier brick are just a few options customers

vendors by opening new sales channels

can select to set off Mendota’s vibrant

in our market.”

“With Mendota, we can offer customers both total customization options and

This includes Fireplace & Chimney Authority putting its customers first by

will continue to develop, what we feel, are the best-trained sales representatives

efficiency,” McMahon says. “It’s a real

in the area to ensure that the customer

unique product features and excellent cus-

expertly showcases the superior flame

win-win for everyone.” McMahon also

experience in our stores is top-notch as

tomer and dealer support.

offered by Mendota that makes its gas fire-

notes that Mendota’s unparalleled support,

we continue to expand.”

12 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

Circle Reader Service No. 13

NEWS

INDUSTRY

LOUISIANA GRILLS LAUNCHES THE FOUNDER SERIES

Dan Thiessen and Joe Traeger

Louisiana Grills has introduced its first Wi-Fi-enabled grill and smoker with The Founders Series. A cuttingedge grilling experience that uses SmartSmokeIT to out-smoke the competition, the Founders Series was developed by Joe Traeger, founder of the original pellet grill, and Dan Thiessen, an accomplished innovator in the pellet grill industry.

“It’s exciting to continue to bri ng innovation to the industry,” says Joe Traeger, product development. “Not only are we designing something practical for everyday use, but we are adding in design elements that are top-notch, and it truly sets us apart.

CABANACOAST SPONSORS WINTER EQUESTRIAN FESTIVAL CabanaCoast was thrilled to be part of the annual Winter Equestrian Festival (WEF) at the Palm Beach International Equestrian Center in Wellington, Florida. The festival is the largest and longest-running equestrian competition in the world.

Beginning in January and running for 12 weeks, WES draws amateur and professional equestrians from all 50 states and more than 40 countries.

Riders bring in over 7,000 horses to compete, having a collective net value of more than half a billion dollars. More than $9 million is awarded

And we are having a bit of fun along the way while we do it!”

This dynamic duo left no rock unturned when it came to the options they explored and the customers they listened to while devel oping this stateof-the-art pellet grill. “Teaming up with Joe Traeger has been a blessing,” Thiessen says. “He’s fired up and brings fresh ideas to the table, and we work very well together. This journey has just begun, and we are already excited about what we are bringing to market, and what we will be offering our customers. We’ve just scratched the surface of this partnership and its capabilities—and n either of us is going anywhere.”

The revolutionary Founders Series comes equipped with breakthrough technology—a brand-new LG Smart Touch control pad with Wi-Fi and Bluetooth connectivity, making it possible to smoke and grill smarter with SmartSmokeIT. Barbecue enthusiasts can control their grills’ temperature with precision and ease, right from

throughout the competition, making it the largest amount in the world.

CabanaCoast daybeds CabanaCoast’s outfeatured at the Palm door furniture was feaBeach International Equestrian Center tured in several key installations throughout the director of sales, US. “WEF is a respectproperty. In addition, CabanaCoast ed and established venue and this sponsored the $134,000 Grand Prix alliance aligns perfectly with our own CSI3* competition and awarded the anvalue proposition of enhancing the top prize to Nicole Shahini Simpson, the winning rider. enjoyment of outdoor living and our “CabanaCoast is excited to begin a tagline ‘A beautiful life.’ WEF provides a partnership with an international event great opportunity for competitors and spectators alike to do just that.” of this caliber,” says Lindsay Liepold,

their mobile devices.

The Founders Series showcases elegant du rability with an artfully crafted mirror finish, 304 stainless steel design, and innovative double-walled construction for supreme heat insulation and retention. The extra-large 34pound hopper with dual pane victory site glass and LED control pad lighting allow for around-the-clock cooking and hands-off progress checking, even at night. The heavy-duty folding front table, solid stainless steel side and bottom shelf, and four locking caster wheels with pull pin extendable front wheels show how much time and thought went into this design.

Engineered with the same trusted features of a Louisiana Grill (dual fan forced convection cooking, adjustable slide plate flame broiler with 1,000°F direct heat access, robust temperature range of 170°F to 600°F, and two tiers of porcelain coated cast iron cooking grids), The Founders Series stands ahead of its class with additional exclusive features.

HPC UNVEILS OUTDOOR GAS FIREPIT WITH INNOVATIVE BLUETOOTH APP HPC, a leading gas firepit manufacturer, has just launched the first outdoor gas firepit that uses a smartphone app to fully manage its operation, turning it on or off, high or low; as well as including a convenient turn-off timer and advanced built-in diagnostics that help in any future servicing.

Using Bluetooth technology, the new HPC Electronic Ignition Firepit, which comes in multiple styles and sizes, has been fully field-tested, and

makes operation for residential and commercial applications safe and easy.

This Bluetooth app also fully tracks the usage and performance of the firepit, so any problems can be clearly pinpointed and remedied many years down the road.

Also, newly introduced by HPC is a new Outdoor Fireplace Burner Series, which provides the convenience of gas for existing outdoor fireplaces. These fireplace burners, which can be operat-

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HPC Electronic Ignition Firepit

ed by the HPC Bluetooth Smart Phone App, can fit fireplaces up to 90 inches long, are safety-certified by CSA, and carry a limited lifetime warranty.

These innovative products were introduced at the recent Hearth, Patio & Barbecue EXPO in Dallas, Texas.

Eric Parsons

JENSEN ENSEN LE LEISURE FURNITURE HIRES ERIC PARSONS FOR VP POST Eric Parsons, a veteran in high-end furniture, has joined premium outdoor furniture manufacturer Jensen Leisure Furniture as vice president. Parsons will provide strategic sales and business development direction for the company in support of its intentions to significantly grow the reach and reputation of the brand across its multiple business channels. In this new position, Parsons will work closely with Hlodver Olafsson, president of Jensen Leisure Furniture “Jensen Leisure is a brand with a genuine, compelling story to share. It is a company that values the quality of its relationships as much as the quality of its products,” Parsons says, adding that he looks forward to working with the team and its partners as they grow in new and exciting directions.

With nearly 25 years of industry experience, Parsons has built a reputation for creating strong dealer partnerships, implementing strategies to optimize distribution channels, driving product development direction and building a collaborative team environment.

Parsons came to Jensen Leisure Furniture from Gloster Furniture, where he served as president for the

past 12 years. He previously served as vice president of contract sales for Brown Jordan and was national sales manager of retail and contract sales for Woodard Furniture. Additionally, he has held several industry leadership positions, including roles on the board of directors for both the American Home Furnishings Alliance (2015-2018) and the International Casual Furnishings Association (2009-2018), having served as the chairman of the ICFA in 2012.

“Eric has proven himself as an industry leader,” Olafsson says. “He has significant executive-level experience working for some of the most respected premium outdoor brands. His joining our organization puts us in a fantastic position to further distinguish ourselves in the premium space.”

INNOVATIVE HEARTH PRODUCTS ACQUIRED BY BECKNER CLEVY PARTNERS, HARBERT MANAGEMENT Beckner Clevy Partners and Harbert Management Corp. recently acquired International Hearth Holdings (IHH) and subsequently its business, Innovative Hearth Products (IHP). IHP is a leading manufacturer of fireplaces, inserts,

COYOTE OUTDOOR LIVING PARTNERS WITH TOP DESIGN INFLUENCER Coyote Outdoor Living, known for its celebrated line of stainless steel grills and complete outdoor kitchen solutions, has partnered with Farah Merhi, founder of the number one designfocused Instagram Farah Merhi account, Inspire Me! Home Décor. A true entrepreneur, Merhi has blazed her own path, building her brand, while continuing to educate a community she calls her “Insta Family” in the process. The dream and design vision that Farah had for her outdoor space was brought to life with Coyote’s recommended suite of products, including a 36-inch S-Series high-grade stainless steel gill, an Asado smoker, double access doors, a refreshment center and a pull-out trash and recycle, all inset in an RTA Outdoor Living island.

The beautiful custom white panels of this outdoor kitchen are able to withstand the harshest Michigan winters, one of Merhi’s initial trepidations. “Working

with Coyote was such a fun experience,” she says. “I had the opportunity to customize my outdoor kitchen and choose what goes in it to fit my family’s needs.

They have a wide range of appliances one can choose from to add in your own custom outdoor kitchen.

Once the kitchen design is finalized, Coyote builds the kitchen in their factories using durable material (concrete) to ensure longevity.

That was one of my biggest concerns.

And luckily theirs, too.”

Summing up the ease of experience, Merhi adds, “The kitchen was delivered straight to my backyard and installed in less than 2 hours. That is record time if you ask me! Building an outdoor kitchen will typically take weeks. With Coyote’s products, the process was faster and easier, and the end result is both beautiful and functional.”

Not only a well-designed outdoor kitchen, this space has enhanced the outdoor experience for Merhi’s family. “I love the Coyote Asado smoker,” she

says. “The moment it got installed, I had neighbors texting me and asking when they can come out and smoke their turkeys this year. Too funny! Give me an appliance that will allow us to cook any type of meat as well as bake a pizza and some yummy veggies? I’m in! The Coyote Grill came with a chicken rotisserie, which was a delight for me personally. My husband loved the grill and minifridge. The sink is a huge plus, but can we talk about the pull-out trash, soap dispenser caddy and kitchen towel holder?

These are small things but show you that Coyote is thinking about the homeowner and their needs, from big to small! My kids loved that we extended our counter to create a bar area. They feel included when their dad and I are busy grilling.”

“We are thrilled to partner with Farah Merhi, whose social media influence and passion for design will inspire so many to create their own outdoor oasis,” says Jim Ginocchi, president. “We hope these strategic collaborations will demonstrate to those who love to gather with family and friends, the options when dreaming, designing and building the outdoor kitchen of their dreams.”

At Para’ Tempotest we’ve been designing and weaving our Italian made solution dyed acrylic performance fabrics for outdoor furniture, awnings and umbrellas for half a century. With Te on® water and stain resistant

nish and

industry leading six-year warranty against sun fade your fabric will provide years of trouble free enjoyment and beauty. To learn more or view our fabrics go to www.tempotestusa.com.

1433 W. Frankford Road, Suite110 Carrollton, TX 75007 tempotestusa.com +1 972 512 3534 Circle Reader Service No. 15

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NEWS

INDUSTRY

stoves, gas log sets, venting products, and accessories.

“This deal lays the foundation for the continued growth of IHP and its business within the residential building and remodeling markets,” says Tom Krebs, executive vice president of sales and marketing for IHP. “With the acquisition complete, we remain fully committed to focusing on new product development, superior customer service and improving manufacturing processes through increased efficiencies.”

With operations in Alabama, California and Washington, IHP markets to dealers, distributors, architects and consumers under the retail brands Astria Fireplaces, Comfort Flame, IronStrike and Superior Fireplaces. IHP was formed in 2012 as part of a merger between Lennox Hearth Products and FMI Products.

“IHP has served the hearth industry for 35 years, and as a company rich with heritage, we knew having the

right partner for this venture was crucial,” Krebs says.

“Beckner Clevy Partners’ long association with IHP, paired with its extensive experience within the industry, brings not only a deep understanding of our valued customers, but also already well-established relationships with vendor partners.”

SUNVILLA INTRODUCES TWO NEW BRANDS AND EXPANDS SHOWROOM SPACE SunVilla Corporation is introducing two new brands to continue expansion into new categories and business segments. Joining the Portica brand, Royal Garden and Royal Shade brands will be launched as part of the SunVilla family by early summer. Royal Garden was brought to the North American market in 2016 with a focus on value oriented, innovative products for everyday use. As a part of SunVilla, Royal Garden will offer over 100 items with fresh approaches to classic designs and patented easy-assembly solutions. Dining, deep seating, sectionals, and accessories in multiple fabrics fill a gap in the market of smart, high-quality casual product with everyday living in mind. The Royal Garden website (www.royalgarden.com) is now live with a selection of the overall assortment.

Royal Shade will introduce a complete line of shade products early this summer. With a large expansion of umbrellas and bases, Royal Shade will offer a tiered approach through both specialty and select e-commerce channels while being available as part of direct import

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and domestic programs. “We are extremely excited to introduce Royal Shade, as well as bring Royal Garden into the SunVilla family of brands,” says Corey Lee, vice president of Royal Garden. “I look forward to launching this fresh approach to the specialty market.” The Royal Shade website (www. royalshade.com) will be launched in early summer 2019.

Both Royal Garden and Royal Shade will be exhibited in the existing SunVilla showroom at the Merchandise Mart (#16-108), with product available for immediate order. Portica, sold exclusively through the specialty market, will be moving to the 15th floor of the Merchandise Mart (#15-116), further entrenching the brand as a direct import and domestic suppli er in the specialty market.

“Our customers love that we have both import and domestic capabilities,” says national sales manager Christy Peterson. “The addition of our two new brands offers a complete solution from top to bottom for our retail partners.” Matt Weiss, executive vice president of SunVilla, says, “With the success of SunVilla, we are poised for continued growth. By adding Royal Garden and Roya l Shade into the SunVilla family, we are further entrenching our company in the specialty market while giving our customers the opportunity to continue their partnerships with a supplier they already know and trust. Exhibiting all three brands in Chicago is an important part of our success and we are thrilled to continue our relationship with the Merchandise Mart.”

july 28 - august 1, 2019 Save the Date at LasVegasMarket.com Circle Reader Service No. 17

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Stylish and sturdy coverings bring a fresh verve to exterior spaces.

Plantation MAX cantilever with tilt option from TUUCI

SHADE FORTHESOUL

By GREG THOMPSON

Bambrella’s Sirocco series natural bamboo 10-foot round offset umbrella

How do you compete with the “Amazon Prime” world of 2019? For Laura Dudley, national sales manager at Frankford Umbrellas, the answer is to give consumers better options.

“Consumers are turning to websites like Amazon and other online ‘big box’ retailers to purchase inexpensive and, in many cases, poorly made goods,” Dudley says. “High-end retailers must adjust to thi s new world by offering unique, high-quality products. No outdoor space is complete without shade, and we truly believe that while the furniture is the heart of an outdoor space, the umbrella is the soul.”

While built to keep the sun out, shade products manage to add so much—transforming a hot space into a comfortable oasis. From simple to ingenious, manufacturers are taking a once-basic design and enh ancing it with colors, fabrics, and engineering acumen. Use the manufacturers in this issue’s spotlight to bolster summer inventory for what is shaping up to be a stellar year.

TREASURE GARDEN INC. As a strong new entrant to the Treasure Garden (Baldwin Park, California) lineup, the 13-foot Starlux AKZ Plus cantilever umbrella features clean, modern LED light strips built into the eight ribs. It’s a

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Rodeo series commercial umbrella from California Umbrella with Aruba Sunbrella fabric

ARTiculated Shade Aspen 13-foot Hex Natural

Bali curved cantilever umbrella from Paradise Cushions by FiberBuilt

Galtech’s new 781 11-foot commercial umbrella features a four-pulley lift system, heavy duty hubs, double walled aluminum, modern silver finish and a contemporary flat profile

Frankford Greenwich aluminum market umbrella

look that Candy Chase, national sales manager, believes will add an “elegant and sophisticated” ambiance to an outdoor space. The umbrella features two light settings (low and high) with 20,000 lifetime hours.

“We also introduced our new AG25T cantilever umbrella that fea-

13-foot Starlux AKZ Plus cantilever umbrella in 6433 Neptune from Treasure Garden

tures infinite front and back tilt as well as an easy-to-use crank to tilt right and left,” Chase says.

“Positioned to retail in between our AG28 Arc umbrella and the AKZ series, this new model is doing extremely well. We also introduced the AKZ 13 rolling base, making it

easy to move your AKZ and AG25T cantilevered umbrellas around your patio to achieve the best sun protection possible.”

Also in the lighting category, Treasure’s HALO clamp-on umbrella light is a modern take on the company’s traditional Vega-L

umbrella light. Chase reveals that “t he Bluetooth-capable Luna light introduced in 2017 continues to set sales records.”

A hospitality division features the Shademaker and Jardinico brands, with Shademaker models built to “superior design and structure stan-

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our products by residential and commercial ratings, find a product that fits material or style needs, and customize the canopy with several high-grade fabric selections,” Sanches says. “There are millions of cut and color combinations we can achieve using our cover design rendering tool that provides a commercial project great visualization and can ship out in two to three weeks.”

Merchandisers and members of the in-house design team have helped to build new cover cut styles and expand the patterns for valances and embellishments like tassels, fringe, and pompoms. “The goal has been to be able to create retail programs around what was once a one-off customer design request,” Sanches says. “With these added layers of customization, and the growing library of custom cuts, we’ve been able to give clients great differentiators that help them carve out a niche in their shade products business.”

Solair patio screen from Trivantage/Solair

dards” via enhanced mast and rib wall thickness. Jardinico, introduced last year, is Belgiumdesigned with European styling.

“The flatter pitch canopies and hexagon pole designs have really appealed to the high-end residential customers as well as hospitality groups,” Chase says.

Add Chase to the chorus of shade professionals who agree that the cantilevered umbrella category is continuing to grow in importance. As to the why, for Chase, it’s simple: “There is a need for large unobstructed shade that will cover multiple areas at all different times of the day. The market umbrella category, while still the largest in unit sales, has taken a backseat to the cantilevered category, and we don’t see this changing anytime soon.”

CALIFORNIA UMBRELLA INC. In 2019, California Umbrella Inc. (Jurupa Valley, California) is goin g beyond all-aluminum construction to also offer fiberglass ribs for patented auto tilt umbrella frames in its CASA series and in its Rodeo Series of commercial umbrellas.

“We’ve had tremendous success with these frames, as retailers have really gotten behind the value they deliver,” says Bryan Sanches, vice president of sales and marketing.

“In the case of our Casa series, we are presenting dealers with a traditional crank-to-tilt umbrella but offered to their customers with the lower costs of a push-to-tilt product. The expanded spec now offers our three-year rib warranty, which is the highest in the industry for consumers at these price points.”

California Umbrella has distinct residential and commercial offerings. The residential assortment includes three different lift methods, three tilting features, four frame choices in offset shades, and value-driven fabrics offered across the product line.

Sanches reports that commercial applications strip out moving parts that can fail and replace the framework specs with overbuilt rib joints; double- and triple-wall thickness aluminum frames; double commercial-grade pulleys and pull cords; and 40 percent thicker fiberglass ribs, all available with up to 48 express shipping Sunbrella fabrics.

“A designer or specifier can sort

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FRANKFORD UMBRELLAS Commercial grade for residential use is the ethos for Frankford Umbrellas (Mount Laurel, New Jersey). According to Laura Dudley, national sales manager, the philosophy is based on a belief that consumers shop at high-end retailers because they’re looking for “topquality, superior furniture,” and something that can’t be found in the big-box stores.

With outdoor living continuing to be a growth segment, homeowners seek quality in the patio area. “Homeowners want to maximize their outdoor spaces, so they mirror the functionality and design of their indoor spaces, while blending into their outdoor environment,” Dudley says. “Our team stays current on all industry and trade publications. We listen to, and implement, the feedback we get from our retailers and our reps, and we continually analyze our internal sales trends.”

The result of that feedback can be seen in 2019 new product additions such as the Greenwich Aluminum Market Umbrella, described by designers as “elegant, refined” and perfect for shade in upscale commercial or residential

settings. Greenwich is available in five sizes for multiple space and shade needs.

“The easy glide pulley system allows for easy opening and closing,” Dudley says. “Its sturdy aluminum frame, polished silver finish, and solid marine chrome-plated aluminum finial add the perfect touch to give your cherished outdoor space the enhanced appearance found at luxury resorts, hotels, and restaurants.”

PARADISE CUSHIONS

BY FIBERBUILT The corporate structure may seem a bit complicated at first, but Paradise Cushions by FiberBuilt (Fort Lauderdale, Florida) has a simple dedication to umbrellas that stand up to harsh conditions such as salt air and high winds.

As for the company names, retail sales manager Debbie Maytidu explains that Paradise Cushions by FiberBuilt was created as the retail division of FiberBuilt Umbrellas & Cushions, which is primarily a hospitality-focused manufacturer. FiberBuilt’s “contract-quality” umbrellas are offered through Paradise.

Color and design trends are important to both companies, and Maytidu sees the trend as continuing to “evolve from simple functionality to a fashion forward design element that comes in multiple styles, shapes, sizes and accessories to coordinate with the aesthetic of the entire outdoor room.”

Maytidu has heard from retailers that are seeing more multifamily housing customers and local restaurants coming to them for furnishings. FiberBuilt’s fashionable and commercial-grade shade products meet the needs of these users. “We offer custom options even for single piece orders,” Maytidu says. “These include (but are not limited to): embroidered and silk-screened designs; multicolor canopy panels; extra-large vents for superior wind management; and double-sided/reversible and waterproofed fabrics.”

While sales of large scale, center pole umbrellas are still strong, Maytidu has seen a marked increase in the sales of the Euro Collection’s 10-foot square and octagonal cantilevered Edge Umbrellas over the

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Infinity Canopy

past year. With this trend in mind, “we’ve expanded the collection to include our new leaf-shaped Bali umbrella with a curved, cantilever pole and distinctive silhouette.”

FiberBuilt’s iconic FiberTeak simulated wood poles and finials are still a fixture, with the benefits of a wood look in several finishes and textures (teak, bamboo and coconut palm) without any of the drawbacks such as checking, warping, splitting and fading. “And of course,” Maytidu adds, “our fiberglass ribs provide the flexibility needed in windy locations for years of durable and attractive service.”

INFINITY CANOPY INC. Infinity Canopy (Los Angeles) offers a new take on an old concept. How old? According to Alan Shargani, founder and CEO, one of the earliest examples of slide-on wire canopy could be found at the Colosseum in ancient Rome. In that sense, the evolution of canopies into outdoor fashion accessories was due for a rebirth.

“We are proud to have taken the latest step in that journey by modernizing this beautiful type of shade into a versatile, modern, and modular system and making it accessible to average customers,” Shargani says.

“The modularity of Infinity Canopy, along with the variety of fabrics and colors available to our customers, allows them to create a canopy that matches their style and needs. The canopy can be in one or multiple colors, in various patterns, and, if needed, refitted with new fabric panels in different colors for a new look.”

When Infinity Canopy started, canopies were only available in 5-foot widths. Now, panels can be made up to 12 feet wide and any length with manual or motorized operation.

Infinity Canopy is taking advantage of the latest fabric innovations with new colors and designs. Shargani reveals that Sunbrella is offering a new waterproof fabric called SeaMark, and Phifertex has new colors and patterns. “Our customers have access to these,” he says, “as well as any outdoor fabric available from other vendors.”

The Infinity Canopy juggernaut continues to roll on with rapid yearover-year growth in commercial and residential markets. Shargani credits architects, designers, dealers, and end users who have faithfully spread the word. “Canopies, and specifically slide-on wire systems, can provide retractable shade for small to very large areas and pergolas, where other shade systems can’t,” he says. “I don’t think canopies compete with other shade coverings. Instead, they address a different need and are in their own category.”

BAMBRELLA Gary Ecoff, president of Bambrella (Deerfield Beach, Florida) admits it might be overkill, but all of the company’s products are made to commercial specifications.

Residential users may or may not know the difference, but the philosophy leads to a more durable product in the long run.

That durability is verified by documented wind tunnel testing, with videos regularly presented on the company website. “All of our products test to wind speeds of between 58 to 90 mph before we see any failures, depending on which product,” Ecoff says. “Of course, you would not keep umbrellas open at these wind speeds, especially since most installations are not bolted into the ground like in the tests, but the test validates

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the engineering and durability of the materials used.”

Retailers who want in on this durability must commit to a floor display, which Ecoff maintains is a way to show that they are “committed and not just involved.” After all, he says, “Showing one umbrella from a line is not a glowing endorsement. Having a couple of different sizes and shapes as well as both center pole and offset versions enables you to tell the story and sell more effectively. Retail consumers are still very visual and tend to buy what that see. After that, we are happy to have you work out of our warehouse and we ship in-stock products generally in two to three days.”

Customers who end up buying Bambrella products are usually in the middle-class demographic, but Ecoff points out that the product is “well above the price for the commodity product, a step above the most popular price point lines that specialty retailers tend to focus on, and much lower than what you would consider to be the luxury lines on the market.” He calls it a “really high-performing umbrella at a medium price point.”

The natural bamboo series inherent in the Bambrella name is still the company’s main differentiator.

“There is no other material that can give you the look and warmth of the natural product line and no other natural material other than bamboo that is flexible and has the tensile strength of steel for durability,” Ecoff says. “Additionally, bamboo is a sustainable material and more consumers than ever are environmentally conscious and want to buy sustainable products.”

ARTICULATEDSHADE LLC Shade products take inordinate abuse during dreaded windstorms, freezing rain, and snow. Designers at ARTiculatedshade LLC (Boulder, Colorado) subject their canopies and frames to a variety of stress tests in an effort to toughen up products for the inevitable punishment doled out by the elements.

“The frames have been beaten against various surfaces to determine durability,” explains Megan Torbert, chief of operations/co-founder. “We have left umbrellas open during snow

storms to test canopy stretch and frame strength. With the help of some brainstorming locals, we have wind tested our umbrellas by bolting them to the hitch of a pickup truck and driving them down the highway.”

The sturdy results can be seen in the company’s WeatherMAX 80, a custom, awning-grade fabric option for all sizes and shapes.

WeatherMAX 80 protective umbrella covers are also available for offseason protection. Showing off all this functionality depends on what Torbert calls a dynamic setting that dealers should seek to present.

“We highly recommend a setting that showcases the [umbrella’s] high clearance when closed, such as a high table,” she says. “Invite customers to open and close the floor models and place them accordingly. Our umbrellas are meant to be experienced. They are designed to be surprising and fun, as well as beautiful. These are not cumbersome necessities, but unique amenities to be easily enjoyed at every stage of use.”

ARTiculatedshade has created what Torbert calls “a whole new category; the compact shade.” She explains: “Our design’s unique operation is user friendly and mesmerizing. Open, it is architecturally striking. Closed, it is a uniquely sculptural element. During all stages of operation, it complements any stylish patio setting.”

TRIVANTAGE/SOLAIR Versatility will never go out of style, and the top-selling retractable awnings at Trivantage/Solair (Glen Raven, North Carolina) are a testament to the devices’ convenient functionality in outdoor spaces.

Retractable patio and window awnings, along with exterior vertical shades, are designed to make it easy for homeowners to choose the right shade system for their needs, while also offering options for operators of commercial spaces to create comfortable shaded spaces for patrons.

Bret Kelley, vice president of sales, and Lindsay Shakarjian, marketing manager, see the indoor-to-outdoor trend continuing to take hold, and new products at Trivantage/Solair are created with that philosophy in mind. “As outdoor living spaces have gained in popularity, we’ve noticed that homeowners take a similar approach to creating their backyard

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SkY from Woodline Shade Solutions

as they would in designing interior spaces,” Shakarjian says. “They want their outdoor living space to feel connected to their home as well as the landscaped areas in the backyard.”

Solair designers satisfy the need with durable and stylish Sunbrella fabric in the latest colors and patterns for its retractable awning product line.

The options open up opportunities for homeowners to coordinate fabrics for their awning, patio furniture, as well as complementing upholstery in adjacent interior rooms.

“We align closely with Sunbrella because its designers have their fingers on the pulse of the design world,” Kelley says. “With each new shade collection, Sunbrella offers timeless colors and patterns that enable homeowners to personalize their outdoor spaces.”

Solair has paid attention to the growth of smarthome technology and home automation, with appcontrolled shading as the newest development in the category. “Somfy, the control system used on Solair awnings, has the myLink smartphone app available for homeowners to control their awnings and exterior vertical shades from their smartphones,” Shakarjian says. “They can even create schedules for when the awnings will extend to block the sun and retract when sun protection is no longer needed. This can help improve home energy efficiency.”

To properly show off all this functionality, Solair offers a Retail Awning Display (RAD) for sale through Trivantage that enables patio stores to display fully operable retractable awnings inside without taking up too much showroom space. Kelley explains: “The RAD gives customers a hands-on experience with retractable awnings, how they work and what it feels like to sit under one. Solair also developed the Awning Visualizer web app, a digital tool designed to help homeowners visualize how an awning would look on their home.”

WOODLINE SHADE SOLUTIONS The latest offering from Woodline Shade Solutions (New York City) is a dual post shade structure called SkY. Meanwhile, the company’s familiar Pavone cantilever and Safari market umbrellas continue to do well. “Our products are made for commercial use as a rule,” says

Kathleen Ferry, United States sales manager, “so they do not differ from one another in terms of design or durability.”

Ferry characterizes cantilever and traditional category sales as “very strong for us right now” with continued growth. However, she sees a considerable shift in the marketplace toward large cantilever umbrellas. Proper display of large cantilevers helps, particularly when they are shown as “part of the story” on the showroom floor, allowing consumers to see the whole picture and how the umbrella fits into the outdoor space.

A minimum buy-in is required to become a stocking Woodline dealer, but Ferry assures that, “we keep it reasonable because we warehouse in the states and typically ship within seven to 10 working days.”

Dealers who make the commitment find a wide range of price points, minus the “super low” end. If consumer demand is shaping the products in a particular direction, Woodline does custom products for dealers based on customer requests.

Nimble operations are a result of close control and decades of experience. “We have been manufacturing umbrellas for over 27 years,” Ferry says.

“We own and operate our own factory, so we have complete control of the manufacturing process. We very rarely discontinue a product.

We carry nice inventory of product in the states and offer quick shipping. We are super involved with our customers and strive to give top-level customer service to both our customers and to our sales representatives.”

TUUCI The new year at TUUCI (Miami, Florida) has seen the introduction of automation into its Ocean Master Max cantilever collection. “It is now possible to operate lighting, heat, and open/close by way of a control panel on the mast of the structure,” says Patrick Troy, senior vice president of contract, retail and trade business. “A marine actuator takes the place of cranking the canopy open by hand.”

TUUCI engineers are not interested in blurring the lines between residential and commercial, opting instead for a design ethos that, according to Troy, means, “each TUUCI collection is built to withstand the rigors of long-term commercial use

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without losing a design sensibility suitable for use in a residential application.”

TUUCI’s most successful retailers show shade products in ways that help consumers visualize how they could use it in their space. Appealing to consumers requires varied tactics, but Troy recommends “placement with furniture, and other times through a mix of fabric and finish to help open up their minds to customization options.”

To create products that are designed and manufactured for a lifetime of use, Troy uses skilled artisans in Miami to build each unit from the best available marine-grade materials. “Throughout our 20 years in business, we have developed these skills in a way that allows for TUUCI product to cover a wide range of price points,” he says. “Each product TUUCI makes is made to order for the customer.

Within each collection, there are ways to customize each parasol so that it may be tailored to complement the look of any environment.”

GALTECH INTERNATIONAL Trends are not always easily identifiable, but Jeff Leisen, national sales manager of Galtech (Camarillo, California) has seen a lot in his 24 years at the company—enough to see some clear directions in the current market. “The trend is obviously moving in a cantilever/offset direction with bigger being better, hence we developed our 13-foot cantilever model this year,” he says.

“Aluminum is still by far the material of choice.”

Compared to traditional umbrellas, Leisen maintains that cantilevers are doing particularly well, thanks to a transition away from dining into seating—a trend that sees cantilevers continuing to grow “and become more of a factor in overall umbrella sales.”

Galtech best-sellers continue to be its auto tilt and cantilever umbrellas for residential use, and its Deluxe “SR” series for commercial. “The 9-foot model still makes up the predominant amount of umbrellas that we sell,” Leisen says. “Our 11-foot cantilever is the most popular cantilever size.”

Galtech products geared for commercial use are designed with clean lines, no moving parts, and oversized heavy-duty hubs with double walled aluminum for additional strength. Back in the retail shop, Leisen recommends brighter colors and lighted umbrellas to draw attention to the product. “We have umbrellas where the lights flash and rotate, making it an eye-catche r on any sales floor,” he says. “We also have price points from entry level to mid points all the way up to higher end. Our best-selling products are in the mid to higher range.”

Custom design options such as double wind vent, edge trim, alternating panels, and valances are available, in addition to silk screening for commercial projects. The focus on custom jobs echoes a theme of multiple patented designs and what Leisen describes as “superior raw materials and a quick ship program that offers a selection of over 65 fabrics that ship within three days all year round.”

FRANKFORD UMBRELLAS

110 GAITHER DR. MOUNT LAUREL, NJ 08054

P: 856 222 4134

Circle Reader Service No. 27

frankfordumbrellas.com

ADVERTORIAL

FIREPLACE FORUM

PARTNERS IN PROGRESS Being one of Regency Fireplace Products’ Key Dealers gives Connecticut-based Family Hearth & Patio a competitive advantage.

Paul and Tina Dumaine

H

ave you ever worked with a

places, stoves and inserts.

manufacturer that meshes so well

The store also features

with your vision it’s simply startling? You

hearth accessories, grills,

know the ones—they are organized,

outdoor kitchen island

effective, and deliver on their promises

equipment and outdoor

each and every time. They also provide

furniture.

leading-edge products that you are proud to offer to your customers. Quite

become a Regency Key

simply, they are the company you turn

Dealer was based on

to time and time again because of thei r

Regency’s reputation, brand recogni-

exceptional products and services.

Retailers and manufacturers share

Regency Horizon Medium Gas Insert (HRI4E) with Driftwood Logs & Tudor Faceplate.

“Our decision to

important to us because they are a

business is built upon reputation and

tion, quality, and vendor support,”

global company that can provide us

word-of-mouth marketing. When

Paul Dumaine says. “Regency prod-

with a wide range of products,”

Regency establishes dealer relation-

the same goal: Increase sales and

ucts come with a lifetime warranty,

Dumaine says. “In today’s fast-paced

ships with retailers, the company

improve margins on those sales.

which is very important to our cus-

product market, customer expectations

embraces a collaborative process with

They also share the consumer—

tomers. The company also provides

are greater, and the way customers

another industry professional. Doing

someone who expects an integrated

excellent customer service and ven-

interact with retailers has also

so not only extends the company’s

retail experience, in which their likes

dor support.”

changed. If you cannot properly serve

reach, but also provides dealers with

and/or service your customer, the

access to exceptional service offerings

and dislikes are “understood” on an

Since 1979, Regency Fireplace

individual level. In today’s patio and

Products has been manufacturing high-

customer will look elsewhere to com-

and new products that reflect ever-

hearth retail environment, the

quality fireplaces in North America.

panies that can.”

evolving consumer interests.

requirements for delivering this

Quality workmanship, the finest materi-

Working with Regency has enabled

consumer experience, as well as

als and durable heavy-duty construction

Family Hearth & Patio to remain on the

understanding the viability of

is invested in each Regency fireplace.

consumer goods, are jointly owned

As Dumaine explains, Regency stands

For many years, most hearth shops were seasonal businesses, only operat-

cutting edge with customer information

ing for small periods of time during the

and up to date with product offerings as

year. But as Dumaine explains, with the

and influenced by retailers and

behind its products without question,

well. “As a Regency Key Dealer, we are

introduction of new categories such as

manufacturers. That’s why collaboration—

which gives dealers like Family Hearth &

able to offer our customers the entire

Regency’s City Series designer fire-

between retailers and their manufactur-

Patio the ability to assure its customers

product line of Regency products, such

place line, or the new ultramodern

ing counterparts—is paramount.

that they are receiving exceptional

as the new City Series built-in units—

electric units, there are many more

products and service—knowing Regency

everything from gas or wood fired fire-

designer opportunities.

will stand by its products and dealers.

places, gas, wood and pellet inserts,

For Paul and Tina Dumaine, owners of Family Hearth & Patio in New London,

“This means additional business for

free-standing gas, wood and pellet

us as retailers to provide additional

stoves along with outdoor products as

services such as design, build, and

and relationships. That’s why it has

well,” Dumaine says. Every Regency

finishing,” Dumaine says. “Because of

become even more important to create

dealer has been trained on all aspects

extensive innovation and product

vide complete services from design to

cohesive working relationships to

of the company’s fireplace product

design ideas, the customer benefits

installations for their customers’ hearth

provide the end customer with the

line and is knowledgeable about

by having the most up-to-date prod-

best possible solutions for their patio

codes and requirements in each cus-

ucts that have been designed to pro-

and hearth needs.

tomer’s area.

vide years of superior performance

Connecticut, being a Key Dealer for

Of course, dealer-manufacturer

Regency Fireplace Products means that

partnerships come in all shapes, sizes

this patio and hearth company can partner with an exceptional manufacturer to pro-

and patio needs.

Opened in 2016, Family Hearth & Patio carries a full line of Regency fire-

“Our relationship with Regency is

28 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

Today, much of the patio and hearth

and trouble-free operation.”

WHY REGENCY?

• Because It’s More Than A Fireplace •

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Through innovative and eco-friendly designs we are producing products today for tomorrow

Regency believes in low emissions, sustainable manufacturing, and protecting our planet

Regency invests heavily in Marketing and Lead Generation programs to ensure dealer success

With over 40 years of experience, we know what it takes to make a great fireplace

We back every product we sell with the best warranty in the industry, hands-down Circle Reader Service No. 29

LEARN MORE AT

regency-fire.com

HEARTH RETAILER

FIREPLACEDESTINATION Cleveland-area retailer provides hearth solutions for any room of the home.

BY K I M B E R LY R O D G E R S P H OTO G R A P H Y BY K E N LO V E

Hearths are displayed in attractive wall vignettes throughout the showroom’s main floor

T

hroughout the 1970s and into the early 1980s, the United States experienced an energy crisis that brought high gasoline prices, fuel shortages, and long lines at gasoline stations around the country. In the midst of a challenging economy, it certainly would have been a big risk opening a new retail store—especially in the Rust Belt where a decline in auto and steel manufacturing led to the closing of countless businesses. However, Ohio native Dominic Federico was willing to take the chance. In 1981, he started a small business selling fireplaces and wood stoves during the day and

installing them in the evenings with the help of his Chevrolet pickup truck.

Almost 40 years later, Federico has built Country Stove & Patio (North Royalton, Ohio) into a premier casual spec ialty retailer serving customers throughout greater Cleveland. Today, Dominic and his wife, Gloria, remain active in the business along with their three sons: Matt and Nick handle sales and day-to-day operations while Joe is integral in maintaining stock, warehouse operations, and the company website.

Country Stove & Patio covers all the main seg-

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ments in the casual industry to help customers create a n ideal space both inside and outside their homes. Remaining true to the store’s roots, fireplaces and stoves represent the largest portion, approximately 60 percent, of business. There is a tremendous variety of options available to meet any need, including different types of traditional and high-efficiency wood-burning fireplaces/stoves, and inserts, as well as gas fireplaces/stoves, inserts, and lo gs. “Wood-burning fireplaces have traditionally been strong for us.

However, like the rest of the industry, gas-burning

products have become a major player,” Matt Federico says.

The store carries some of the top brands in the hearth industry and enjoys a 38-year relationship with Travis Industries. In addition, Ambiance Fireplaces, HearthStone, Mendota, Napoleon, and Vermont Castings are among the many other high-quality hearth brands the store represents.

With such a wide array of hearth options, the store’s knowledgeable staff helps guide customers through a process in order for them to make the best selection to fit their individual needs. First and foremost, Federico says, “We ask a lot of questions starting with what type of fuel they want to burn. Secondly, we find out what a customer’s goal is for a hearth—whether it’s for ambiance or to provide heat.” Shoppers are then shown styles of products to c ompare and contrast advantages

All the essential accessories, along with grills and patio furniture, round out the store’s product offerings

Nick Federico

across a range of manufacturers.

For good reason, the store aptly calls itself the “Home of Anyplace Fireplace.” From new construction and remodels to converting wood to gas, and retrofitting inefficient models to efficient heat sources, Country Stove & Patio can provide a hearth product for any room of the home.

Furthermore, only in-house technicians provide installation a nd service.

“We believe it is important to offer full service, so our customers know

we are there to help them in the future—if the need arises.” In addition, all technicians are certified from the National Fireplace Institute (NFI) and are cross-trained between service and installation.

The winter of 2019 brought record-breaking freezing temperatures throughout the Midwest and an uptick in calls to Count ry Stove & Patio with technicians busy wrapping up installations before the weather hit. In addition, many cus-

tomers anticipated the brutal winter and swapped out wood-burning fireplaces for more efficient models.

“When we have this type of weather, it also helps future sales.

People call us to remodel their current hearths for the next wave of cold temperatures,” Matt Federico says. Despite low temp eratures dropping down to minus 10 and wind chills from 25 to 35 degrees below zero, he adds, “We were surprised we still had a good amount of foot traf-

fic through the store.”

When the weather turns warm, the store’s outdoor product lines create another solid revenue stream.

Barbecue grills make up about 25 percent of the business and includes products from American Outdoor Grill, Napoleon, Green Mountain Grills, Broilmaster, Weber, Louisiana Grills, Fire Magic, and Big Green Egg. Gas is still the preferred method of outdoor cooking in the store’s market; however, charcoal and pellet fuel models are increasing. “More restaurants are opening up in our area and people are getting exposed to different types of barbecue. Although we see some hesitation, we are starting to notice an increase in other models besides gas,” Nick comments.

Outdoor furniture and other casual products and accessories round out the store’s remaining categories. Patio furniture from Telescope Casual and NorthCape International, along with umbrellas, gas and wood outdoor firepits and fire tables, complete the offerings for the outdoor space. In all its categories, the retailer focuses on providing only high-quality products made in the USA, when possible. For a few years, the store also sold hot tubs and accessories but has recently dropped this category.

When customers walk through the doors of Country Stove &

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 31

HEARTH RETAILER

Patio’s three-story, 16,000-square-foot showroom, they are often amazed at how nicely the showroom is decorated.

“It is clean, and we have a very diverse product line,” Matt says.

With over 70 wood-burning fire-

for people living in Northeast Ohio.

Indeed, after moving from two previous smaller storefronts, Country Stove & Patio has been a fixture in the same location for almost 30 years.

Hearths are housed in attractive wall vignettes throughout the showroom’s main floor. “We have many burning displays which allow customers to see what a fireplace looks like while in use,” In business since 1981, the store has been in Federico says. Patio sets the same location for almost 30 years welcome customers to sit, relax and visualize the possibilities for places and stoves, more than 50 patio their own outdoor rooms. furniture groups, and 90 grills on disAs a family business with deep roots play, along with firepits, fire tables, in the area, it is important for the entire umbrellas, heat lamps, and all the essenstaff to keep the best interests of custial accessories—the retailer has become tomers the focus throughout the sales a hearth and patio shoppi ng destination

process. Ultimately, the goal is to provide them a pleasant and productive purchase environment. “We make it a point to welcome each and every person as soon as they walk through the doors, so they know we value them and want them to have a great experience,” Matt says.

Most of the store’s marketing is done online through social media platforms (Facebook and Houzz) and its website (www.countrystoveandpatio.com).

Occasionally, print advertising is also used. In response to the growth of internet shopping, the retailer also participates in online sales throughout the country. “We do see growth in that area,” Nick comments.

Perhaps Country Stove & Patio’s best form of advertising is its name and history, which helps the long-standing Ohio retailer stand apart from the competition. “Our long track record of serving the Cleveland area, combined with inhouse installers and our knowledgeable sales staff, all speak to our good reputation,” Matt says.

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32 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

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Circle Reader Service No. 33

OUTDOOR GRILLING

ALABOR OFLOVE Passionate grillers go pro as owners of The Outdoor Chef.

BY CHERYL DANGEL BARTOLINI | PHOTOGRAPHY BY LISSA ANGLIN

Tony and Sheryl Valentine

Tony and Sheryl Valentine were like many grilling enthusiasts. They attended barbecue competitions for the past eight years and Sheryl did chili cook-offs before that. When they weren’t grilling competitively, they returned to their full-time jobs. Tony worked as a manager of manufacturing engineering in Amarillo, Texas, and his wife, Sheryl, worked as a nurse. So, in September 2016, when friends they met on the competition circuit asked them if they wanted to take over their store, The Outdoor Chef in Lubbock, the Valentines turned to one another and their puzzled looks said it all. “Are they serious?” But just moments later, their hesitation was gone. “Let’s do this.”

Ray and Sharon Bonner opened The Outdoor Chef in 1999. By 2016, they were ready to retire.

Sheryl and Tony knew them well through barbecue competitions. “They wanted someone to take over the store who would continue to take care of their customers in the Lubbock area,” Sheryl says. “They

As new owners of the store, the Valentines carry grills that were top sellers for the previous owners

34 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

his career as a machinist, he is very particular about the craftmanship of the grills, so quality is a priority in every product they sell. Since the Valentines are barbecue enthusiasts, they make sure they cook on every grill they sell. “If we don’t like the grill, we aren’t going to sell it. We don’t want to sell our customers something we don’t trust and believe in.”

The Valentines value the trust their customers put into them, and they work hard to earn it by delivering the best customer service they can. It was the Valentines’ care and attention to detail, coupled with their love of barbecue, that motivated the original storeowners to offer them the store in the first place, so they don’t take their customer service lightly.

“We want the customer to be able to get a better-quality product here than they can at a big-box store with customer service and service after the sale,” Sheryl says. “We The store’s large porch is perfect for displaying smokers and grills, and some are used for barbecue demos

wanted someone with the same passion for barbecue and customer service they had.” Sheryl’s longtime employer had retired a year earlier and so, after brainstorming, they decided that Sheryl would quit her job and move 100 miles down the road to Lubbock and run the store full-time. Tony remained at his job in Amarillo, working four 10-hour days before driving to Lubbock to work Fridays and Saturdays at the store.

Despite the grueling schedule, they remained committed to continuing their competition cooking on the weekends as often as possible. “We mainly cook IBCA with a few KCBS cook-offs scattered in,” Sheryl says.

The new year finally brought some relief to their hectic schedules, grueling commute and long-distance relationship when Tony officially retired from his job in Amarillo and joined his wife full-time at the store.

Now working side-by-side, they have everything going for them. “I feel like our market just keeps growing,” Sheryl says. “We were very fortunate to have been able to take over a successful business and put fresh faces and new ideas into it.” Sales are

spread out between consumers and the building trade. “We work with a lot of builders in our community to install outdoor kitchens in new homes.

We are working hard to get new products into the store and reach out to see what the customers want.”

They do know from their customers that pellet grills and ceramic grills are hot right now. “I have a lot of highend builders who are putting Memphis pellet grills and Kamado Joe built-in ceramic grills into their outdoor kitchens in the Parade Homes every year.” Wi-Fi connectivity for grills is also a feature that customers love. “Being able to enjoy your guests or football games while still keeping an eye on your cooking is a huge plus,” Sheryl adds. She also notes that since Lubbock is a big tailgating town, customers love the portability of a pellet grill. Green Mountain Grills and Traeger Grills fill that niche with the Davy Crockett and the Traeger Tailgater, Scout and Ranger.

Since the Valentines had little buy-

A wide selection of grilling cookbooks are available for sale

ing experience going into this venture, they chose to stick with what has worked and have continued to buy many of the same grills and product lines the previous owners did.

However, they do look at their options regarding new lines. Several manufacturers who want them to carry their grills have approached them. “We do due diligence in researching their grill lines,” Sheryl says. “Customer satisfaction, warranty, customer service for both the customer and the dealer, and price points are all things we look at. We also want to carry things that aren’t available to customers at the big-box stores.”

More importantly, since Tony spent

track warranties, offer parts, and service. We offer a one-year inhouse service warranty on all the grills we sell. We can even troubleshoot things on the phone.”

Naturally, since they have a passion for grilling, they want to share that passion with their customers every chance they get. Cooking classes are big hits with customers. They host an average of about four classes a year on Sunday afternoons that have included instruction on smoking, grilling seafood, holiday cooking and cooking on a pellet grill. “I decided to add the pellet class based on the number of pellet grills we sell and the

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 35

Circle Reader Service No. 37

SHOWROOM SHOWCASE

CUSTOMERSCOMEFIRST Ohio retailer shines by putting its customers’ needs ahead of its own.

BY SHARON SANDERS | PHOTOGRAPHY BY DONNA DUCHEK

A local favorite: The Place, Medina, Ohio

Sisters Donerae Testa, Andrea Reedy, and Michelle Albright

T

he Place (Medina, Ohio) puts the special in specialty retail. For the past 52 years, the family-owned hearth and hot tub retailer has continually recreated itself to better serve its clients.

Ray and Donetta Klubnik started the business in 1967 as Organic Way. They promoted organic gardening and Troy-Bilt tillers, holding the distinction of being the first Troy-Bilt dealer in the world. The business evolved over the years into The Tractor Place and expanded into several other industries: Outdoor power equipment, recreational vehicles, and sunrooms (run by son-in-law Brett Albright).

In the 1980s, son Ray suggested bringing in hot tubs. The family was skeptical, so he personally bought the first two, and sold and delivered them

High-style, high-quality hearth

38 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

himself. Andrea Reedy, daughter and president of what is now called The Place, says, “He forged a new direction for the business.” In 1994, fireplaces were added for income during the winter months. “Up until that point, our business went through a constant cycle of feast or famine because we mainly sold summer products.”

The Place now has offerings for

year-round business with hot tubs and fireplaces as its main product lines . Reedy runs the company with her two sisters, Michelle and Donerae. After 20 years working in the family business, Ray opened his own hot tub operation, Hot Tub Liquidators, in Henderson, Nevada, and Brett now owns a remodeling company.

Although the industry and prod-

Ross Petersen, Hearth & Home Technologies, presenting at the Renovation Tour

ucts have changed, what hasn’t changed is how The Place treats people. “Clients should feel special because you authentically think of them as individuals and treat them that way,” Reedy explains. “There is a general mistrust of salespeople because many folks think they are just trying to make a sale. We believe a deal must be good for both parties—and because people trust us for our expertise—we have a responsibility to design offers that make that happen. We care.”

The Place is a respected leader in its market with a 20,000-square-foot showroom in Northeast Ohio. It is the area’s foremost source for highend gas fireplaces from Hearth & Home Technologies, including Heat & Glo, Harman and Quadra-Fire, as well as gas logs from RH Peterson.

Its hot tub selection features Coast Spas hot tubs, Hot Tub Liquidators, plus swim spas by Coast Spas and Hydropool. While The Place carries many of the industry’s top products, it is just one way that it sets itself apart. “Specialty dealers, in any industry, need to be just that, special.

We give our clients a different experience before, during and after a pur-

Gary Luta, Dave Stiffler, Hayden Shrock, and Tim Polasko

chase,” Reedy says. “Our job isn’t complete until our clients are completely satisfied.”

The store’s motto—We make it easy, are the experts and carry the best brands—says it all. At The Place, making it easy for clients means taking the stress out of the sale and caring for customers long after they have made their purchases. “It’s been said that buying a hot tub is harder than buying a car because there are so many options and so much confusing information,” Reedy explains.

Team training is the key to making the sales process easy. “We must be product experts. Clients trust us to give them the information they need to make the right choices.” Becoming a product expert at The Place requires much more than simply reading a brochure or a manual; it’s a deliberate process. All team members are required to participate in training classes and take written tests to gauge their knowledge. “A minimum passing test score is 95 percent or they have to study and retest until they master the material,” Reedy says.

“Our team takes it seriously because it enables them earn the trust of our clients. We had a person come in the other day who had visited three other dealers, yet said he learned more from us in five minutes than from all the other dealers combined.”

At The Place, after-sale care is just as important as the shopping experience. “We don’t abandon clients after they give us their money. It’s often just the beginning of a long relationship.” For example, after making a hot tub purchase, new owners are invited to attend a water care class where they are taught the science behind what’s happening in hot tub water so they understand how to keep it clean and clear. The store has even created special chemical recipes to make water care easy while also protecting the customer’s family and hot tub. During business hours, a recreational water expert is available to answer any questions. When it comes to hearth, The Place has the most NFI-certified professionals in Ohio. “We install it correctly and guarantee our work, forever. We are building fires in people’s homes; that’s not a responsibility that should be taken lightly.”

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 39

SHOWROOM SHOWCASE

A pop of color for inspiration

Every team member is empowered to take whatever steps are necessary to satisfy a client. “We say, ‘own it’, which means whoever answers an incoming call from a customer is responsible for making sure the issue is handled swiftly—and if they can take care of it themselves, they do,” Reedy explains. It might entail leaving work early to check a fireplace concern or stopping by a client’s home a few times to help them with a water care problem. “When an issue is passed on, the second person doesn’t hear the client’s passion, so the concern is diluted and urgency lost. We

see this as our opportunity to shine.”

The Place goes above and beyond to fulfill its clients’ expectations, even if it means swapping out a product. “If they’ve had several problems with a product—and may feel like they’ve purchased a lemon—we don’t hesitate to take it back, give them a new one and start totally fresh. It takes a huge burden off their heart and their wallet.

We don’t want anyone feeling like they made a mistake on a purchase,” Reedy says, adding that in most cases, the product is fixed, and the new owner gets a great deal on a reconditioned one. “Ultimately, we end up with two happy customers instead of one unhappy one.”

Happy clients lead to new clients, and referrals have always been store’s main source for new business. Over the past 10 years, its website (www.yourplace4.com) and online reviews have taken a front seat as well. “As consumers, we read reviews because we don’t want to make a bad purchase. I think we see it as a way to get the truth from people like ourselves.” As of today, The Place has a 4.5-star Google rating with 110 reviews.

“We answer all reviews—the good and the embarra ssing. We aren’t perfect, so if we rub someone wrong or

make a mistake, we want to apologize and ask for the opportunity to make it right. Potential clients appreciate our authenticity.” For 2019, The Place is increasing its focus on virtual marketing, which includes adding a secondary marketing website and actively requesting reviews from its clients.

The Place was honored by Coast Spas with its 2 018 Best Service award, given to the dealer with the best client service in the United States. For the past seven years, it has won a Reader’s Choice Best of the Best award (in the leisure products category) given by the local Medina County Gazette. Acknowledgements like these, along with an A+ BBB rating, help to brand the store as the expert in its market.

As The Place heads into its 53rd year of busine ss, Reedy says the company is and will always be its people.

“My managers, Tim Polasko, Joe Quinn, Mike Cairns, and my entire team are committed to fulfilling their promises every day. I’m thankful to lead an amazing group of people. The products and services we offer are secondary to who we are.”

“We will continue to grow our company by growing ourselves and taking care of our clients,” she adds. “When people can count on us to live our core values, everything else falls in place. Our vision for the future is the same as it is today: To be the place clients love to refer and team members love to work.”

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40 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

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Circle Reader Service No. 41

AS I SEE IT

TURN THE TIDE

BY SHARON SANDERS

MAD Chaises in platinum frames with pool slats

Stylish and versatile designs from Seaside Casual Furniture continue to transform HDPE market.

Kate Carret

MAD Woven Dining Set in natural frames and cocoa bean woven panels

Seaside Casual Furniture (Coventry, Rhode Island) has taken high-density polyethylene (HDPE) furniture to new heights. Always the leader, never the follower,

this youthful, pioneering manufacturer has brought innovative design and thoughtful function to the HDPE market. Patio & Hearth Products Report spent some time with Kate Carret, owner/CEO, to gain some insight on what makes Seaside Casual a company to watch.

Who is Seaside Casual?

Carret: We are a fourth-generation, familyowned business built on the foundation of Arnold Lumber Company, which was founded by my great grandfather, Carold D. “Kit” Arnold in 1911. Seaside Casual was born in 1996 from just one Adirondack chair made of mahogany.

The chair’s popularity soared when we started selling it through local home and garden centers.

The business quickly grew to include a full lineup of mahogany furniture designed and manufactured in Rhode Island. In 1999, the company took a leap of faith when it introduced its HDPE all-weather furniture. Known as EnviroWood, Seaside’s HDPE lumber is made from recycled plastic with solid pigment throughout. The appeal of HDPE is that it resists moisture, fading, insects, splinting, warping, and other hazards of environmental exposure. It turned out to be the best decision we could have made, as it brought us into a niche market that was just starting to gather momentum.

How has the company grown and evolved?

Carret: Today, we are a woman-owned and operated company. When I committed full time to Seaside Casual in 2002, I knew I’d found my sweet spot. I was an ultimate consumer, so I was able to speak to things that mattered to me, which really helped us up our game in design. We have been able to bring many firsts to the HDPE market that was once infamous for its flat, basic designs. From our award-winning shellback Adirondack chair to our original designs in dining, deep seating and fireside, we have created pieces that no other HDPE manufacturers have done before us. We are in specialty stores across the United States, and are starting to gain traction and build relationships in markets globally as we introduce the benefits of HDPE. What is the company’s design philosophy?

Carret: Design and innovation are something that has always set us apart. HDPE furniture is known for its durability and it’s easy to maintain, but not for its aesthetics. This is an opportunity

42 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

we saw from the beginning and have been able to capitalize on it. We are always in tune with or one step ahead of the trends. Over the years, we have found that our most successful designs are those that originated organically by listening to our front-line employees, customers and sales reps.

Our company tagline is Outdoor Living Without Compromise, and we take it seriously when it comes to design and quality. We don’t sacrifice comfort, strength o r looks just to shave money off the price of a chair.

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

Carret: The casual furniture market is driven by fashion more than ever before. To be a leader, one needs to listen and always have a finger on the pulse of what people are looking for or what they are done with. A leader also must be willing to invest. Manufacturers need to invest in inventory so they have products available when customers want them. They also have to invest in design so

Circle Reader Service No. 43

AS I SEE IT their products don’t become stale.

Lastly, they need to invest in their employees. It should be priority to train employees and give them opportunities to grow. Many of our employees have worked for us for 15-plus years having worked their way up in the company from entry-level jobs. Our national sales manager, who has been with us for 25 years, started as a runner in our lumber yard. Com mitted, long-time employees make a company stronger.

What are some of the company’s most recent successes?

Carret: When it comes to design, I would say it’s our MAD Collection (Modern Adirondack Design). This dynamic group has grown over the past five years to become one of our top sellers. It started with the introduction of our first modern Adirondack chair that we call our MADirondack. Its sleek, stylish design brings a modern twist to the traditional Adirondack chair. It was hugely successful, so we decided to expand into dining, balcony, and bar sets

a short time later, and we most recently added a customizable modern chat chair.

Customers are able to mix and match colors to create a chair that has a pop of color and hits their personal style. The collection inspired customizable MAD Fusion items (chaises, armchairs, side chairs, chat chairs) that encourage customers to get creative. They can order a frame in one color and the seat and back in another or add texture with a woven seat, back and panels. Fusion design has worked wonderfully for dealers because they don’t have to invest in as much inventory, yet they can still offer a variety of products that satisfy different tastes.

Our HIP Collection further expands upon customization and mixed media.

Its mid-century modern aesthetic—aluminum hairpin legs combined with EnviroWood slats and a premium woodgrain option—has already created a buzz with retailers and designers.

What Seaside Casual products have been consistent favorites?

Carret: Deep seating has really come on

strong for us, in particular, the DEX collection, which we introduced in 2017. It’s a modern modular collection with deep cushion comfort. We put a lot of time into developing streamlined cushions that give it a clean design profile. The fact that it’s modular gives consumers practically unlimited seating options for outdoor entertaining and relaxation. Our traditional Nantucket Collection features a timeless look that brings indoor style outdoors. It’s a heavier, deeper sit with super soft cushions that people crave. Both of these collections answer the needs of different markets in their own unique ways.

The MAD Collection, which I mentioned earlier, is another group that has been a consistent top seller.

Do you think outdoor living is gaining steam or staying status quo?

Carret: Outdoor living is gaining steam. Our lumber business has an outdoor masonry division, and I’m always amazed at how much money people are willing to invest in their outdoor spaces

Circle Reader Service No. 44

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with patios, fireplaces, and firepits. They are fixing up their backyards instead of taking vacations because they see the value of enjoying it over time with family and friends. I’ve also seen a big surge beyond backyard fences into the commercial market. Restaurants, bars, and hotels in all parts of the country (not just urban areas) are transforming their outdoor areas into modern lounging and entertaining spaces. Outdoor malls are even creatin g stylish common-area seating. There is opportunity everywhere—we just need to identify it and go after it.

What does the future hold?

Carret: Our company is brimming with youthful talent, passion, and creativity. I look at our team and see an energetic bunch of people who love what they do. I think we will continue to be pioneers in the marketplace because that is the only way we know how to operate. We always keep our eyes open for the next innovation or idea that may be our future great success.

Circle Reader Service No. 45

MY TURN

GURUOFGRILLS Bull Outdoor Products makes a solid name for itself in the grilling industry and beyond.

BY MAURA KELLER

W

hen Mark Nureddine founded Bull Outdoor Products in his garage 26 years ago, he sauntered into the outdoor kitchen market with a vision of transforming the industry after recognizing that the world needed a deliverable, innovative outdoor kitchen.

Fast forward to 2019, and Bull Outdoor Products has evolved into a leading outdoor industry company, with over 900 dealers distributing the company’s products in six continents.

Nureddine’s pioneering idea and an incredible amount of blood, sweat and tears has grown a company that is seen as a pre-eminent contributor to the outdoor living category.

Today, Nureddine’s innovative spirit rings true throughout the company, with employees and dealers embracing Bull’s core tenets of delivering superior quality while offering exceptional customer service.

“Under Mark’s leaders hip, Bull Outdoor Products has focused its energy on delivering a premium outdoor experience that spans the entire landscape of the outdoor recreational lifestyle,” says Wade Fortin, marketing manager.

The BBQ Island Kitchen with premium Bull Angus stainless steel 75,000 BTU gas grill, sink, and refrigerator

As Fortin explains, the company is one of a few that boasts a full lineup of premium outdoor products, including outdoor kitchens, grills, components and accessories. A large part of Bull’s outdoor ki tchen business focuses on its leading-edge grilling components, including products that complete an outdoor kitchen such as doors, drawers, refrigeration, side burners, and storage. These products give contractors the ability to create stunning outdoor living spaces that are one-of-a-kind.

“We have a commitment to being the easiest company to do business with along with our passion for doing anythi ng to satisfy the customer,” Fortin says. “We make the most outdoor kitchens in the industry, and they are made right here in the U.S. by the very best employees.

Without them, we would never be as successful as we are today.”

The company recently opened a distribution channel in Australia, and the team is working on expanding its manufacturing efforts.

Continuous innovation has been at the forefront of the Bull The Angus Outdoor Products 30-inch grill efforts since its incep-

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tion. The company recently redesigned its charcoal grill called the Bison, making massive improvements in functionality. With these improvements, consumers now have better control of the overall temperature of the grill, allowing the user to crank it up to get that steakhouse-style sear on the food, or bring the temperature down to go low and slow for a more traditional BBQ style of cuisine.

In addition, user safety has always been top of mind for Nureddine and his team. In an effort to lower the number of accidents related to nonvented outdoor kitchens, the company introduced vents and vented doors as part of its product lineup. Constructed of 304 stainless steel to prevent rust, the vents are easy to install.

Nureddine has committed Bull to helping ensure proper ventilation is being installed in outdoor kitchens and he actively lobbies for legislation that will add proper venting for outdoor kitchens to the national building code.

As indoor-outdoor connections become popular, consumers are realizing that integrating their indoor and outdoor environments opens up entirely new options for living space and increases the livable square footage of their home. Therefore, they are investing in high-end, well-designed outdoor grills. As a result, Bull’s exquisite details including granite counters, stainless steel finishes, and Bluetooth stereo systems help connect a consumer’s outdoor kitchen to the home’s indoor design.

The adage, “it’s in the details,” bodes well for continued on page 88

Circle Reader Service No. 47

PRODUCT INNOVATION

Montigo Fireplaces’ DelRay

THE HEARTHTASKMASTER Montigo Fireplaces burns through its product “to-do” list.

Jonathan Burke

There hasn’t been a calm moment at Montigo Fireplaces since Jonathan Burke stepped into the position of CEO in 2016. With Burke at the helm running the business, company founder and former CEO Dan Binzer returned to his true passion— product design and development. Since then, the company has been on a roll, turning out new products and innovating to the delight of its dealers and consumer base while venturing into unchartered waters with steadfast confidence.

The company, based in Langley, British Columbia, has been busy investing in marketing and market development activities. Montigo signed on more dealers in Canada as well as the United States, specifically honing in on the Eastern U.S. There, Montigo Fireplaces has developed success with dealers who previously were unaware of its products.

Internally, the company has updated its marketing materials. It also launched a new website (www.montigo.com) that differentiates its consumer products from its custom commercial line designed

BY CHERYL DANGEL BARTOLINI

The Montigo Prodigy

for hotels and restaurants to make it easier for buyers to search for the product they want to buy.

Montigo has also added some key people to its staff, including Sharon Murray, who is the new vice president of business development. “Her emphasis is on our custom commercial business,” Burke says. “She’ll be reaching out to architects and working on expanding that business line and our overall sales in that market.” Montigo has also added some new rep agencies across the U.S., specifically expanding in California, and in the Midwest and Rocky Mountain states. They did all of that while adding a multitude of new products.

New sizes have been added to its Distinction line of indoor residential linear fireplaces. “They are dimensionally favorable to builders for their shallow depth that makes them so much easier to install,” Burke says. Last year, the line was introduced with the D6315, a 63-inch single-sided, see-through model. This year, they expanded the line to include the D3615, D4815 and D7215, 36-, 48- and 72-

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inch units. “They are all single-sided and see-through and include our Cool Wall Advantage, which allows homeowners to hang a TV or artwork above it without worrying about the heat from the fireplace.”

Two years ago, Montigo introduced the Prodigy fireplace on the custom commercial side of the business. “We designed it in a modular fashion as a custom, lower-cost unit for customers who don’t have a budget for a C View,” Burke explains, noting that the C View is its top-of-the-line custom commercial product. Prodigy must be installed with a power vent and comes with Montigo’s patented COOLPack glass technology that maintains temperatures at 125 degrees Fahrenheit and does not require a screen. Around the same time, Montigo launched the Mahana outdoor, vent-free unit that Burke describes as a unique product in the marketplace.

“It can disperse heat across a large area rather than directing the heat only upwards. It can heat an entire outdoor patio.” Mahana debuted two years continued on page 88

36”

48”

63”

72”

Between Montigo and the competition, there’s a clear Distinction™

Available in 36”, 48”, 63” and 72” viewing areas Reflective black ceramic glass liner Multi-color LED uplighting with full function remote Invisimesh safety screen Quiet heat circulating fans

DelRay™ Beautify your home at an entry level price point Thin 14¼” framing depth with 4”/7” venting for ease of installation Finish materials right up to the fireplace edge Easily accessible control board and valve at the front of the unit for easy maintenance and adjustment Convert to propane in minutes with our simple conversion kit

Dealer inquiries welcome: sales@montigo.com www.montigo.com

Circle Reader Service No. 49

CORPORATE PROFILE

EXPANDINGA BRAND Tropitone is well positioned for a new set of outdoor buyers, using the tagline “Beautifully Crafted, Time Tested.”

BY KIMBERLY RODGERS

A

s a respected and well-known manufacturer throughout the casual industry, Tropitone Furniture Company (Irvine, California) also enjoys high name recognition among consumers.

Established in 1954, the company originally focused on the commercial market, where high quality, durability, and rigorous product requirements are essential. Over the last six decades, Tropitone has brought those same elements to a wide variety of products for the residential market. A Brown Jordan International Company, the Tropitone name has stood the test of time and is well positioned to remain a powerhouse for specialty retailers in the future.

At the end of Camino firepit 2018, the brand was relaunched with the tagline, “Beautifully Crafted, Time Tested,” with a goal of conveying the advantages and benefits of Tropitone to a new set of buyers.

“We want our current and any potential new dealer partners to know that Tropitone is more than a high-quality manufacturer with an outstanding brand reputation,” says marketing brand manager Peter De Filippis, who emphasizes that

Samba armless cushion with Camino firepit

Tropitone offers a fully staffed marketing team that provides dealers all the necessary tools to support their sales efforts.

The internet has made today’s consumers savvier and more educated than ever before.

Retailers across North America report buyers not only know what products they want to purchase before they walk into the showroom, but also the look and style they want to achieve.

With this in mind, Tropitone offers consumers an easy-to-navigate website (www.tropitone.com)

Kenzo crescent cushion

with a Design Online feature that gives users the opportunity to choose from tho usands of finish/fabric combinations to give them a visual of how a furniture selection will look. Consumers can also download the current catalog to further help them with their purchase decisions.

PRODUCT STRENGTH Along with the company’s marketing efforts, Tropitone offers casual retailers some of the finest outdoor products in the industry in a vast array of options. Dealers won’t be disappointed with new product collections to be introduced in 2019 for the 2020 season. “We have partnered with a very talented designer and have an exciting group of products in the pipeline,” says Frank Verna, senior vice president of consumer sales.

Among Tropitone’s current product offerings, the Samba is receiving strong reviews from retailers. Introduced in 2018, the line is a recreation of the company’s Brasilia collection— a classic from the 1970s. Samba is a nod to mid-century design, a trend that is increasing in popularity and does not seem to be fading. The line features a sled base that adjusts to any surface, including sand, grass, gravel, concrete, or pavers. “The versatility Samba provides in its transitional design and multiple seating options has provided our customers with a collection that will fit any application,” Verna says.

Tropitone is moving toward more transitional styles featuring a modern element. “We are seeing trends toward cleaner lines and less demand for traditional styles,” Verna says. One such popular collection in the transitional category is the Kenzo. The complete group comes in cushion, padded sling, and woven offerings. Designed by continued on page 89

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Circle Reader Service No. 51

INSIGHT KOZY HEAT

AnInnerGlow Whether contemporary, traditional, or transitional, Kozy Heat’s customizable fire features add warmth and personality to rooms.

BY CHERISE FORNO

Roosevelt 29 insert with traditional log set

For more than 40 years, Kozy Heat Fireplaces (Lakefield, Minnesota) has built upon the innovation of Dudley Hussong’s first wood-burning fireplace, created out of necessity during a fuel embargo.

That prototype sparked the creation of a familyowned and operated company that spans three generations. Throughout this period, Kozy Heat has become an industry leader, recognized for its high standards and willingness to keep innovation on the front burner.

“A lot has changed since 1976,” says Heather Hussong, marketing and corporate relations mana ger. “Kozy Heat started by building one fireplace at a time. We are now beating last year’s record sales for the last five years.”

Kozy Heat continues to experience sales growth as it expands its product offerings. In 2018, the company released a new linear direct vent fireplace and two gas inserts that have been well received. “We are extremely grateful for our growing customers in North America and how they have helped us grow to where we are today,” she says.

The Callaway 50 is a linear fireplace that gives customers numerous options for personalization.

It also comes with an optional Komfort Zone

heat distribution kit, which provides consumers the ability to transfer heat to another room or decrease the amount of space needed above the fireplace.

“This gives customers the option to frame their firepla ce with anything they want, including wood,” Hussong says.

“They are also able to put their television above the fireplace without any worry. This enables them to keep their fireplace and TV the focal point of the family room.” She adds, “There are so many options for media and screen fronts, the consumer can really customize the Callaway to fit their home and style.”

Kozy Heat’s new Roosevelt series of insert s—Roosevelt 29 and Roosevelt 34—includes attractive inserts that greatly enhance a fireplace and its flame.

“The Roosevelt insert is one of the best-looking gas inserts on the market,” Hussong says. “It offers a clean face, louver-less look that maximizes the viewing area of the already beautiful flame.” Three different media kits are available for these inserts, giving customers the option of

52 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

Bayport with birch logs

a traditional log set, contemporary birch set, or a beach accent kit.

As many customers move from wood-burning fireplaces to gas fireplaces, Hussong says people are increasingly purchasing inserts such as Kozy Heat’s top-selling product, the Chaska, which is a gas insert fireplace. “But we wouldn’t say that wood is completely out of the picture,”

she adds. “Customers still love the smell of a woodburning fireplace.”

As with all of Kozy Heat’s other products, the development of each new product is born out of customer feedback and then manufactured in the United States.

“Our products are designed because we listen to our customers,” Hussong says. “When we are ready to start the blueprints of a new fireplace, we communicate with our customers and our representatives and listen to what they are selling or what is missing in the market.”

Hussong explains that the executive team then brainstorms together to make sure all the feedback is received and used throughout the creative process as they develop and name the product. “This open line of communication has really made the process go smoothly,” she says. “All of our fireplaces are manufactured in the small town of Lakefield, Minnesota, and all of our fireplaces are named after a town in Minnesota.”

The business prides itself on delivering high-quality, reliable finished products that are both beautiful and efficient. “Almost everything is built in-house and because of that, we get to see the fireplace built from start to finish,” Hussong says. “We pride ourselves on efficiency , style, flame appearance, and most of all, safety. There is not a single fireplace in our lineup that we wouldn’t want in our home or our family’s home.”

In addition to its detail-driven manufacturing

process and superior customer service, Kozy Heat products are in highdemand because they offer many customization options, and consumers can mix and match features from other fireplaces within the com pany’s product lineup.

“If your customer really likes the Kozy Heat Prairie screen front, they can get it on a Springfield, a Bayport, or a Carlton,” Hussong says. “The customer is not pigeonholed into one fireplace because of Callaway 50 linear fireplace the space they have. They can find a For the year ahead, Hussong states that Kozy Heat log set and flame they really like and customize the firehas more exciting products it will introduce that are onplace the way that fits their home and design.” trend with what customers are seeking. “We have some This ability fits into current tren ds Hussong observes in the industry. big things to show off at the 2019 HPBExpo,” she says.

“We have noticed that customers are really enjoying “We have some really exciting products coming out that the options they can get with their fireplaces,” Hussong will have a heavy emphasis on heat distribution.” says. “They don’t want the same fireplace as their neighAs Kozy Heat continues to be an innovative force in the industry, it will strive to keep customers and reprebor; they want options.” sentatives’ needs at the forefront of their design process.

Kozy Heat’s media sets are another way customers Hussong concludes, “We will continue doing can personalize their fireplace. Glass, driftwood, and what we are doing—listening to our customers and rock media kits are more available options for cusbuilding fireplaces that we are proud to put our tomers to create the ex act vibe they want to match their individual space and style. family name on.”

Meet the Callaway Family Coming Soon!

Customizable linear fireplaces with optional Kozy Zone Kit to allow a TV above the fireplace &

Summer 2019 29,500 BTUs

non-combustibles down to the finishing edge.

Callaway 40

Including an optional Interior Heat Distribution Kit or an Exterior Heat Distribution Kit (allows removal

In Production!

35,500 BTUs

up to 80% of heat output!)

Callaway 50

Visit us online at www.kozyheat.com Coming Soon!

April 2019 49,500 BTUs

Callaway 72

Circle Reader Service No. 53

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 53

INSIGHT TWIN EAGLES

OnFIRE

With the introduction of its new Wood Fired Pellet Grill and Smoker, Twin Eagles brings its legacy of crafting excellent gas grills to a new category and sets a new standard for pellet grills in the industry.

“For all intents and purposes, the pellet category is a new one for us who have historically manufactured high-end all stainless-steel premium gas grills and outdoor kitchen accessories,” says Brian

Two new high-performance grills from Twin Eagles give consumers an edge in serving up mouthwatering food.

BY CHERISE FORNO

touch-screen control, inserts that allow for lump wood or charcoal, and built-in temperature probes.

Eskew adds that because of its premium performance and ease-of-use, the Wood Fired Grill and Smoker has attracted a lot of interest since the company displayed it at last year’s HPBExpo in Nashville.

Eskew explains that the company wanted to design a pellet grill that was a step up from any available in the marketplace while also matching the company’s other offerings. “It needed to fit into the Twin Eagles family,” he says. “There’s absolutely a demand for a premium pellet grill.” To achieve this stellar finWood Fired ished product, Twin Eagles spent Pellet Grill and Smoker more than two years developing and field testing the grill.

Eskew, marketing director. “We realized there Eskew says the company knew customers was an opportunity to introduce a pellet grill that were looking for this level of luxury in a pellet was truly a luxury product, and incorporate the grill, but Twin Eagles also wanted the grill to be perf ormance and convenience characteristics that practical. “At the end of the day, people want a our gas grill line is known for.” grill to cook great tasting food, be easy to use, While developing this grill and its versatile and be reliable,” Eskew says. features, Twin Eagles focused on combining Eskew adds that while some grills can be someperformance and convenience to create the what intimidating to operate, even a novice cook ultimate pellet grill. “This is really a breakout will find the Wood Fired Pellet Grill and Smoker category for us, and it raises the bar,” Eskew says. easy and enjoyable to use. “It uses a very intuitive Noteworthy features of the grill include intuitive touch-screen control that is built into the grill,” he says. “Consumers can easily select t he desired temperature or choose from multiple pre-programmed food settings.”

Not only does the touch-screen on the grill make it easy to cook a variety of food such as poultry, ribs, fish, and large cuts of meat, but Twin Eagles has also created an exclusive app for the grill to be controlled remotely. “You can monitor and manage the temperature of the grill with a unique app we developed,” Eskew says.

T he grill’s temperature range of 140 to 725 degrees allows people to smoke nuts and cheeses at low temperatures or sear meats at high temperatures with accuracy.

With each component of this grill, Twin Eagles kept its goal of delivering convenience and performance at the forefront. The placement of Eagle One Grill

continued on page 89

54 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

innovation outdoors Step into an aficionado’s outdoor kitchen. Admire the sleek, luxurious, meticulously engineered grills, as beautiful as they are high performance. Get up close and personal. You’ll appreciate the unique and innovative designs, precisely cut and shaped by our master craftspeople from the finest stainless steel. Enjoy grilling, eating and spending time together as much as we do – making memories that linger long after the grill cools down.

twin eagles. innovation and inspiration on fire.™

twineaglesgrills.com Call 800 789 2206 to learn how you can become an authorized dealer.

Circle Reader Service No. 55

PERSPECTIVE

BBQ Quebec’s beautifully curated stores carry grills from many manufacturers and unique barbecue accessories

BOLDNEWBBQ Max Lavoie

BBQ Quebec continues to go where other retailers haven’t tread.

BY CHERYL DANGEL BARTOLINI

B

BQ Quebec is a powerhouse barbecue retailer in Canada, breaking the traditional rules and boundaries in everything from grilling—when, where and how—to retailing with every strategic move it makes.

BBQ Quebec, originally based in Quebec City, Quebec, was founded by brothers Max and JeanPhilipp “JP” Lavoie about nine years ago when they started selling barbecues and accessories in their parents’ hardware store. To support the fledgling business, they started a website (www.BBQ Quebec.com) that was simply a blog with some recipes, where people who loved barbecue could congregate online. Max Lavoie, who prefers the title barbecue guru to president, remembers, “My main focus was on barbecue, discovering new products and promoting the barbecue life.” The media discovered the blog and, in no time, Max and JP (who also did away with his title of vice president in favor of barbecue master) became celebrities of sorts, doing radio and television interviews. They started drawing customers from as far away as Montreal. “No one would come to Quebec City from Montreal unless they had no other recourse,” Lavoie says. “So, we knew we had something special and had to go larger than our parents’ store.”

The rest, as they say, is history. From their humble beginnings, they have grown to four stores.

They also have 17 BBQ Quebec Zones, which is a dedicated section of the floor for their barbecue products located in BMR hardware/ home center stores throughout Canada, and another 89 BMR stores carry their products in more limited quantities. Today, JP teaches barbecue classes and sells bar becues in the field.

Last summer, they ventured into IGA stores, one of Canada’s biggest grocery store chains with 400 locations, to sell their proprietary sauces and rubs.

The debut was so successful that they branched out into food and launched pre-cooked chicken wings and ribs in February. “We were going to wait for summer, but we always say, barbecue season is yearround, so this is perfect. No one will want to cook ribs for five hours in the winter, but 20 minutes is perfect,” Max says of the concept where consumers can put the thawed food on their grills, reheat and add their own sauces.

Lavoie’s wife, Ariane, co-president, handles the business side of the operation. Needless to say, business is good. “I cannot complain because most of our customers just want to barbecue all the time.

We are not a seasonal business,” Lavoie states. “If you need something in February, we’ll have it,” In fact, sales are robust year-round, despite the brutal winters. “We are used to being outside. Cooking outside warms you up in the winter. It makes us happy. When you cook at 40 degrees below, it is an accomplishment. Everyone in Quebec would rather cook outside.” The store carries brands such as Napoleon, Weber, Kamado Joe, Blaze Grills, Fire Magic, and Arteflame. “We focus on the highest quality we can supply to our customer. They invest in something to be happy for life.”

Last year marked the launch of a new website, magazine and Lavoie’s second book of atypical barbecue recipes, “Lavoie of Barbecue,” which is already a best-seller in Quebec. (The name Lavoie means the path, which is apropos since the Lavoies' goal is to help elevate barbecue culture around the world.) The hardcover book has even become somewhat of a collectible, launching in BBQ Quebec stores with a dust

56 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

jacket that was inspired by Metallica’s “Black” album and is entirely black except for a gray flame in the middle. Elsewhere, the book sold with a more traditional dust jacket featuring photos of barbecued foods. “People actually bought two instead of one,” Lavoie says.

To say their marketing efforts are robust is an understatement. Everything, including social media, is executed in-house. They also are big into creating special events like Yoga & BBQ, a class hosted at the downtown Montreal location Saturday mornings in the summer where 30 or so women turn out to work out and eat vegetarian barbecue. They also host a barbecue camp, which is an annual event spanning three days. In short, they never run out of things to talk about in their promotions. Last summer, BBQ Quebec launched the website, BBQ-experts.com, for the international market. The growth has been slow but steady, but they are intent on growing their fan base with social media. Lavoie acknowledges that he is a perfectionist and is already tweaking the website to work even better, which will be completed this spring.

Also in the works is the relocation of its flagship store in Quebec City to a space three times the size of the original location. They are also redoubling their efforts to enter the U.S. market. The brothers attended a food show in San Francisco and just returned from HPBExpo in Dallas, where they won the Vesta Award for Barbecue Accessories for the All-in-1 BBQ hardware, which converts a kettle-type barbecue into a pizza oven, rotisserie, smoker, and more. They will also be showcasing their sauces and rubs at several U.S. shows this year along with other products. The hope is that the U.S. is hungry for Canadian barbecue. If history is any indicator, Americans will be eating it up.

Circle Reader Service No. 57

HEARTH FOCUS

ENVIRO REINVENTED Customers and retailers experience new love for an old flame.

G42 gas fireplace

BY GREG THOMPSON

S

eeking to improve a successful product can be a dicey proposition, but the co-owners of Sherwood Industries (Victoria, British Columbia) did not hesitate when the chance came to reimagine the company’s already strong Enviro brand fireplaces and stoves.

Cherbel Yousief and Stuart O'Connor began the odyssey about five years ago when they purchased shareholders’ equity in the business and forged a different path, investing heavily in high tech equipment and vigorous research and development (R&D). Specifically, they sought to expand beyond their pellet stove reputation and grow Enviro’s gas fireplace segment.

“We invested about $4 million into equipment, and another million into R&D,” Yousief says. “It paid off over the years, because our gas sales grew exponentially.

Now we focus on releasing new products every year, and these products are meeting dealers’ and distributors' needs.”

These days, a bustling 100,000-square-foot facility houses offices and manufacturing space for about 200 employees. A modern manufacturing process uses computerized equipment that is routinely updated with new innovations that foster high efficiency and remarkable consistency.

So far, sales reflect the commitment. “We've been posting double-digit growth over the past few years,” Yousief says. “In 2019, early-buy orders are up by double digits over last year.”

This June will mark 30 years for Sherwood Industries, and Yousief is quick to point out that not all recent success is due to new initiatives. For example, close relationships with distributors have remained central to operations over the past three decades, and that tradition continues.

“We follow a different method of distribution than going directly to dealers,” Yousief explains. “We are one of the last three or four manufacturers that still go through distributors. We have very strong relationships with our distributors, and our business model helps us reach dealers in a very convenient way that empowers them to sell and display more product.”

Long-time Enviro dealers dedicated considerable showroom space to the relatively new G Series Models such as the G39, G42, and G50—all gas fireplaces.

Spurred by the “amazing success” of the C Series linear

gas fireplaces, the G category also performed particularly well. Yousief reports that the G50 is “pretty well sold out” and additional production runs are likely for 2019.

With the G and C Series, engineers wanted to enable venting into other rooms to move heat around and avoid waste. Convenient features made it easy for dealers to understand and ultimately to communicate that understanding clearly to customers.

“When we develop a series, we keep it consistent,” Yousief says. “For example, if you sell one element of the C Series, what goes for one goes for all of them.

The salesman does not need to remember all the features within a series. They are consistent across the series. It's the same presentation of flame and same presentation for surround sounds. It makes it easier to stock, sell, and to teach. We adopted that philosophy throughout the whole product line for each series.”

It normally takes about 18 months for new product intros to gain traction, but the G and C Series took off quickly, achieving “phenomenal growth” in a short time frame. Yousief credits the quick success to aggressive launch programs with dealers.

“We basically help dealers get units on the floor at no cost to them, in return for certain commitments,” Yousief says. “We've been able to speed up the introductions, and it helps that our customers have a lot of faith in those products and dealers are quickly committing to more showroom space.”

Dealers are educated by distributors, and Enviro’s experienced sales managers double down on the training theme by conducting additional dealer meetings throughout the year. Dealers are invited to distributors’ warehouses where “we train them, so they can see, feel, learn, touch, dismantle, and put together the new products that are coming out,” Yousief says.

“When we hit the market, they know a lot about the products. This is a formula we started about six years ago, and it's powerful.”

Dealer enthusiasm is buoyed by the C Series’ keen emphasis on flame. Enviro designers spent a lot of time on the flame’s presentation, attempting to put a new spin on the most elemental aspect of the fireplace.

Surrounding the flame is meticulous craftsmanship that is evident. “We rarely use pop rivets,” Yousief says.

“These are well built, and that is in line with Enviro’s

58 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

C72 gas fireplace

G50 gas fireplace

reputation. Most of our stuff, if not all, is built heavy duty. We can't build cheap products. It's just not how we build things.”

In 2019, O’Connor and Yousief are focusing on the C72 in what they call the “next level up” for long linear gas fireplaces. The C72 unit is designed to complement the C Series product line, and it’s the result of an R&D department that is given “a lot of leeway” and engineers who are passionate about what they do.

This level of trust can be seen throughout the organization, the distributors, and eventually in consumers.

“Our distributors are, in essence, trusted to manage the territory they are in,” Yousief says. “To help our distributors, we have three strong veteran sales managers in the U.S. and Canada who have that connection with the distributors, and, in turn, our sales managers visit every Enviro dealer in North America.”

40 YEARS STRONG

BY CAROL DAUS | PHOTOGRAPHY BY TRENT TIDMORE

T

his year’s Hearth, Patio & Barbecue Expo, which took place March 13-16, was every bit as big and bold as its destination city—Dallas, Texas. With its vibrant spirit, Southern charm (and finger-licking barbecue!), Dallas was the perfect city to celebrate HPBExpo’s 40th anniversary.

As North America’s largest trade show in the hearth and barbecue industries, HPBExpo has become the annual go-to event for specialty retailers that want to preview exciting new hearth, barbecue, and outdoor-living products just introduced to the marketplace. Thousands of attendees packed the aisles of the Kay Bailey Hutchison Convention Center to check out innovative products, learn about the latest trends, and network with industry professionals.

Like past years, the educational programs and outdoor burn area were big attracti ons.

Pictured here are many exhibitors who helped make HBPExpo 2019 a huge success.

They are also loyal advertisers of Patio & Hearth Products Report. We extend a Texas-sized thank you to each of y’all for supporting us and our industry!

C.R. Plastic Products Meaghan Robinson and Mark Cliffe

HPBA Kelly Vandermark and Jack Goldman

Patio & Hearth Products Report Tony Ramos and Carol Daus

Louisiana Grills/Dansons Brian Traeger, Joe Traeger, Dan Thiessen, and Jeff Thiessen

Caframo Tracey Elkerton and Stephanie Guran

DuraVent Joe Soliman, Daniel Smith, Scott Schindlbeck, and Sara Korniak

Coyote Outdoor Living Jim Ginocchi

Kozy Heat Jim Hussong

Hearth Products Controls Sean Steimle and Greg Steck

Bradley Smoker Wade Bradley and Tyler Ream

Empire Comfort Systems Jane Bauer Routh, Nick Bauer, and Adam Hickman

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HPBEXPO

Summerset Professional Grills Jeff and Jordan Straubel

ROUNDUP

Blaze King Chris Neufeld and Alan Murphy

Infratech John Mazzotta and David Arnold

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

Amantii Brian Richards

Masterbuilt/ Kamado Joe Brad Turner

Memphis Wood Fire Grills Bob Eberlin and Sharla Wagy

Modern Home Products Dale Turner and Tom Nitz

Napoleon Products Chris Schroeter

Ortal USA Kevin Rantin

Mendota Hearth Ron Schinnerer

Outdoor GreatRoom Company Renee Schmitz and Hilary Mays Peak Season Lauren Bryant and John DiOrio

HPBEXPO

ROUNDUP

Olympia Chimney Bryan Yourdon, Will Kozlansky, Bob Daniels, and Mark Calomino

Lovinflame Allen Phan

AEI Kevin Speicher, Pete Arnold, Randy Comer, and Phil Populus

Onward Manufacturing Colin Kirvan and Ted Mealing

Schott Robax Martin Mueller, Kim Kennell, James Davis, and Zach Wimmer

Valor/Miles Industries Martin and Paul Miles

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Telescope Casual Henry Vanderminden IV

Bull Outdoor Products Wade Fortin and Mark Nureddine

Hargrove Manufacturing Mark Hitchcock, Cindy Hargrove, Gary Hargrove, Ryne Vineyard, and Matt Morrison

Golden Blount Jimmy King, Bill Roman, and James Blount

Twin Eagles Brian Eskew, Dante Cantal, and Doug Pryor

Travis Industries Kurt Rumens

Forshaw/Exterus Nathan Forshaw III, Pam Gonzales, Philip Chamberlain, and Rick Forshaw Jr.

Mont Alpi Matt, Vicky and John Hartwig

Sunrise Metal Shop John Kuhns with customers

Woodbridge Fireplace Tony James, Sean James, and Jawid Faizi

Acadia Hearth Blaire Phillips, Kathleen Anderson, and Kent Roeder

RH Peterson Jerry Scott

RH Peterson Dominque Seim, Garry Lieser, Mike Waller, Tod Corrin, Bob Dischner, David Keck, and Amy Bortz

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LAST WORD

STYLEABLOOM

Delray deep seating

Fresh designs fr ffrom om Kl K Klaussner aussner Home Furnishings allo allow customers to spring fforth fo rth with outdoor rooms that stand out.

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

Mesa Accents for outdoor lighting

On & On collection in Seacoast finish

I

t’s that time of year when decks, patios, and porches start becoming extensions of our main homes. As the weather warms up, they serve as welcome respites from the noise and nonstop pace of urban life. Outdoor rooms and kitchens also provide the perfect places to entertain friends and family. To help consumers make the most of their exterior spaces, Klaussner Outdoor has created a plethora of stylish outdoor offerings.

In 2014, Klaussner Home Furnishings, a leading solutions provider to the furniture industry that was founded in 1963, recognized the increased importance the outdoor living category plays within consumer furnishings, so it created the Klaussner Outdoor division.

Klaussner’s outdoor living solutions allow consumers to incorporate the same quality and durability that Klaussner has been known for across the globe for decades.

Since its inception, Klaussner Home Furnishings has prided itself on value-driven products, constant

innovation, speed-to-market and total customer satisfaction. What’s more, the company manufactures over 70 percent of its products domestically through its five manufacturing campuses in North Carolina. While Klaussner Outdoor manufactures most of its frames in Asia, its outdoor upholstery and cushions benefit from the company’s resources in Asheboro, North Carolina. Klaussner Outdoor showcases its products in major showrooms in Chicago and High Point, and it has a smaller display within the company’s full-line Klaussner showroom in Las Vegas.

The company’s outdoor division excels at providing quality product with quick delivery shipped in the most economical way, notes Gary McCray, president of Klaussner Outdoor. “The new company debuted in Chicago in 2014 with a ‘good-better-best’ story featuring 12 collections of wicker, tubular and cast aluminum, and outdoor upholstery,” McCray

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says. “Our initial vision was to be a full range outdoor resource for specialty and furniture stores, especially Klaussner’s existing dealer base.

In 2016, we began to change direction with a major focus on innovation. Our goal is to find products, concepts, and materials that are not in the market and bring them into our lineup.”

Innovation, indeed. From categories that allow customization with beautiful outdoor fabric selections to styles that are simple and effortless with more focused choices, Klaussner Outdoor embraces innovation at every turn. For example, Klaussner’s RealisTEAK collections are a unique innovation made of an engineered polymer with blended colors, resulting in a natural teak appearance that does not require the maintenance of real teak.

New for 2018, Klaussner partnered with North Carolina artist William Mangum to create the Urban Retreat collection, a perfect pairing of today’s lifestyle and mod-

ern entertaining. Urban Retreat brings refined and sophisticated furnishings to verandas, terraces or backyards.

For 2019, Klaussner’s focus is on adding a broader range of items to the company’s bestselling Delray and Sierra collections and a third collection featuring an innovative knocked-down construction in its RealisTEAK synthetic teak material. “We’re also adding to last season’s hit, Urban Retreat, with a range of items requested by our dealers,” McCray says. “We also continue to add to our outdoor lighting program with the introduction of new designs in our laser-cut stainless steel lamps and new lighted faux-stone top tables. We’re also bringing portability to our lighting products with cordless outdoor lamps.”

In addition, the company’s MOD series is an all-modular format that allows consumers to mix and match all components of the series, including the four arm styles for maximum flexibility. MOD combines woven and RealisTEAK elements to create unique arms and functional storage tables. The MOD series also features a reclining mechanism constructed of zinc-plated aluminum and polymer parts combined in a powdercoated assembly. The unique power drive unit includes a rechargeable power pack built as a sealed system for total outdoor use.

These continuous product innovations are examples of the Klaussner team’s keen understand-

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LAST WORD ing of consumer trends and interests within the outdoor living category.

However, another aspect helps Klaussner Outdoor shine in this growing industry. “Quite simply, Klaussner is a solutions provider— offering products, service, and marketing that will make it easier for our customers to run a profitable business,” McCray says. “We also excel at innovation, as we are providing product that will excite the customer and make selling exciting and profitable.”

To further help dealers and enhance its sales process, Klaussner creates beautiful environmental photography for the company’s outdoor living collections.

Finding that the catalogs can be used as great selling tools, Klaussner prints unbound versions so that each page can be removed from the Klaussner Outdoor binder and displayed alongside fabrics and finishes when making a presentation. “This format has been helpful in creating a visual for customers and can be easily arranged and edited during

the selection process,” McCray says.

As McCray explains, consumers are looking for products that have a natural feel with a minimum of maintenance required. “They’re also looking for comfort and convenience,” McCray says. “Motion and function continue to be essential in capturing shoppers’ attention. And while there seems to be more look-alike product available in the market and lower prices from a growing array of resources, it’s the range of innovative product that our industry has to offer that excites the shoppers about outdoor furniture. Firepit tables in new designs and materials, innovative concepts in motion furniture, new fabrics offering enhanced colors, patterns and textures, and increasing performance and comfort in cushioning is enticing.”

In the near future, design trends indicate consumers are going to gravitate toward contemporary designs that are soft enough to still be considered transitional. “This more livable furniture has a

much larger following than the more contemporary high design product that remains largely a niche market driven by the design trade,” McCray says.

To help retailers further expand their sales of outdoor furniture, McCray stresses that retailers need to develop, first and foremost, strong retail sales associates. “Without skilled and confident salespeople, all other efforts will fall short,” McCray says.

“And at the specialty level, it’s more than knowing the technical and design aspects; it’s about knowing the story behind the product—what makes it unique and why it will make the shopper’s home and life better. It’s about painting a picture of this person’s outdoor space with the product they’re considering in it. And it’s knowing how to close the sale. Specialty outdoor furniture is an expensive purchase and one that requires persuasion skills to make the sale happen.”

Klaussner Out door has recognized its dealer base of relatively smaller busi-

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nesses have flexibility with their product offerings that larger retailers simply do not have. “This is where differentiation comes in and where it can become a winning strategy,” McCray says.

“The concept depends on offering innovative product combined with options and selection that larger competitors can’t offer.”

McCray recommends retailers assort their sales floor with a range of styles and price points appropriate to their target shopper. Be sure to have products that allow the customer to trade up or down as appropriate. And also showcase products that illustrate clearly the tradeoffs associated with the shoppers’ budget and choices.

“As always, the foundation is product, and that is where a smaller business can present themselves as the leader in ‘creative expression,’” McCray says. “It allows shoppers to select furnishings to fit their own personality. Their outdoor living space doesn’t have to look like everyone else’s outdoor living space.”

what’s new 6 HOT PRODUCTS TO SELL NOW

NORTHCAPE Truly versatile, beautiful, and functional, NorthCape’s Overton Collection includes several dining pieces and occasional tables with the look of weathered wood, but in a sturdy aluminum construction. Seating pieces feature aluminum frames, HDPE resin and quick-dry reticulated foam padding. Contact: (708) 563-2890 or www.northcape.com.

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INFINITY CANOPY

Inspired by professional cooking appliances, Broil King Built-In cabinet grills are available in 4-, 5- or 6burner configurations and come ready to install in any outdoor kitchen design. Constructed from North American-made steel, these performance free-standing grills include a rigid cabinet base that is supported by sturdy resin leg-levelers.

Standard features on the Broil King Built-I n cabinet series include cast-stainless steel cooking grids, a powerful 10,000 BTU side burner, 15,000 BTU direct-flame rear burner, and premium rotisserie kit.

Contact: (800) 245-5138 or www.broilkingbbq.com.

Infinity Canopy’s innovative and stylish shade coverings continue to impress specialty retailers and customers alike.

Pictured here are five expansive canopies (measuring 5’5” wide x 20” long in sleek Phifertex Plus white shade) that provide a serene, cooling cover from the harsh rays of the sun. These artfully assembled canopies transformed this outdoor-living space into a modern, coastal paradise, and they will do the same for your customers. Infinity Canopy’s designs are ideal for beachfront homes or businesses, creating shaded areas for homeowners or guests to relax, while elevating the natural beauty of the ocean with a soothing, stylish design.

The canopies also pair well with an array of patio furniture, firepits and decor, making them the perfect complement to luxurious beachfront properties.

Contact: 844-4-CANOPY or www.infinitycanopy.com.

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ONWARD MANUFACTURING

CABANACOAST

OUTDURA

The Sedona collection will bring a feeling of warmth and respite to any outdoor space. Graced with a high back, arched arm, and the organic hues of new Reef SOL Weave Wicker, Sedona will inspire time for reading a favorite book or a comfortable chat with a friend. Contact: (855) 502-9988 or www.cabanacoast.com.

Storm is a body cloth with a unique design element utilizing Outdura’s exclusive marl yarn, which creates a soft and subtle color palette. The marl yarn gives the fabric its overall interest through texture and contrast.

Storm comes in an array of 17 colors. Contact: (866) 688-3872 or www.outdura.com.

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EMPIRE COMFORT SYSTEMS Incorporate bright spring colors into your outdoor space with an outdoor linear fireplace from American Hearth’s Carol Rose Coastal collection. The single-sided and see-through models include pre-programmed color LED lighting beneath the burner, manual electronic ignition with AA batteries, and weather deflector glass panels. Single-sided and see-through styles are both available in 48-inch (55,000 BTU) and 60-inch (65,000) size options. Available through American Hearth Dealers.

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

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PRODUCT PROFILES HeAt BARRieR SolutioNS By oRtAl Not all heat barriers are created equal.

To maintain Ortal’s signature frameless design while keeping safety in mind, Ortal has developed two solutions. Our patented micromesh Screen heat barrier is a stylish solution to ensure your fireplace is completely safe without compromising aesthetics. Or for the ultimate in luxury, our Double Glass system incorporates two layers of glass and silent cooling fans to maintain a frameless look. Want to become an Ortal dealer? Contact: (844) ORTAL-FIRE or www.ortalheat.com.

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New AND impRoveD BiSoN gRill CARt A AND HeAD The Bison Charcoal Grill cart and head has been re-engineered for greater performance. The new vent system and gasket features allow for greater temperature control with the ability to regulate the oxygen flow into the firebox. Now you can set up the Bull Bison for slow and low BBQ or crank it up to get that steakhouse-quality sear on your steaks and chops. Contact: (800) 521-2855 or www.bullbbq.com.

Big gReeN egg CuStom CookiNg iSlAND The 76-inch custom cooking island from Big Green Egg provides an impressive working surface and features high-quality aluminum and steel construction with solid stainless door pulls, a heavy-duty sliding shelf, paper towel rack, and ample storage for charcoal and grilling tools. It also comes with a durable, weather resistant powder-coated finish and a lifetime warranty.

Also available in a more compact 49-inch size. Contact: (770) 938-9394 or www.biggreenegg.com.

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ApRiCity’S CARmel DiNiNg Giving retailers trending, upscale outdoor options is at the heart the Apricity brand, Agio’s new specialty retailer lineup that includes elevated looks, on-trend styling and only the finest materials.

The sleek and contemporary Carmel dining group delivers a fresh new take on outdoor with its mid-century modern feel.

Your customers will be drawn to its flair, geometric lines and elegantly fine marble tabletop. The look is undeniably on point and will draw new customers and new profits to your brand. Contact: (888) 997-7623 or www.apricityoutdoor.com.

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Bump

moRRo BAy

Give your outdoor entertaining style a boost and reduce your carbon footprint with Bump. Luminous and lightweight, the Bump solar lantern features a rounded and tapered 360° diffuser shell, crafted from the same durable plastic material that kayaks are made of—making it suitable for indoor or outdoor use.

A bright red or dark gray aluminum frame and swinging handle strap give it a playful edge. Blending sustainability with casual luxury for enlightened indoor/outdoor living, the Bump garden light is the perfect entry into the solar LED world. Contact: (213) 745-8883 or www.lesjardins.com.

The new Morro Bay collection from Gensun blends modern simplicity with classical elegance. Inspired by neoclassical architecture, the collection complements traditional or transitional spaces alike.

Its architectural, fluted legs meet with a sinuous, ribbon-like arm that starts and ends with a graceful volute, showcasing its neoclassical inspiration. Morro Bay honors the past with an eye to the future. Contact: (866) 964-4468 or www.gensuncasual.com.

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PRODUCT PROFILES

oRtAl iSlAND AND CuRve gAS FiReplACeS Ortal Island and Curve fireplaces add an unexpected architectural element, becoming the focal point of any surrounding. Since Ortal’s distinctive line of fireplaces make an out-of-the-ordinary statement, it is no wonder they are the fireplace of choice for numerous hotels and resorts. Want to become an Ortal dealer?

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

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CouNtRy lANe’S tRADitioNAl viNyl pAvilioN Make a statement with a Traditional Vinyl Pavilion and transform your yard into a luxurious retreat from daily stress. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining.

These sophisticated Traditional Pavilions will enhance your home and landscape to resemble a high-end resort. Contact: (866) 885-7847 or www.gazebo.com.

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ApRiCity’S gleNwooD FiRepit Giving homeowners elevated, trending designs to create fabulous outdoor spaces is at the top of retailers’ priority lists. Apricity, by Agio, was created exclusively for specialty retailers to give them access to innovative new looks, flexibility and quality inspired by top industry designers. The Glenwood dining group epitomizes Apricity’s offering with its show-stopping fire feature and a trending mix of traditional and bench seating. The unique combination creates a multifunctional space that’s sure to elevate sales. To get on board with new and exciting collections, discover the light and warmth that is Apricity. Contact: (888) 997-7623 or www.apricityoutdoor.com.

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CASA SeRieS The Casa series by California Umbrella has become an instant classic. This frame collection offers an essential auto tilt with a patented new design that saves you on cost while adding strength and stability. This striking new umbrella series provides value for your customers with a lower price point than competing frames, without sacrificing value to your bottom line. Contact: (909) 622-4800 or www.californiaumbrella.com.

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BoulevARD veNt-FRee liNeAR FiReplACeS

Aei/geNSuN outDooR kitCHeN

Bouevelard linear fireplaces by White Mountain Hearth have a reputation of providing bold views. The updated Boulevard vent-free fireplace family demonstrates the same bold view with added features. Now available in 36-inch, 48-inch, 60-inch, and 72-inch models, all units include a new fine mesh barrier screen and have new beveled front options. The 60-inch and 72-inch models inculde multicolored LED lighting beneath the burner. Available through White Mountain Hearth dealers. Contact: (800) 851-3153 or www.whitemountainhearth.com.

AEI Corporation (Irvine, California) and Gensun (Rancho Cucamonga, California) are introducing the PGS Legacy/ Gensun quick ship grill/island program. The PGS Legacy Newport (30-inch) and Pacifica (39-inch) grills are beautifully integrated into the all-aluminum Gensun designer islands with durable all cast aluminum tops. PGS grills feature the exclusive PGS Fuel Stop (patent pending) one-hour gas shut-off/timer.

Contact: (949) 474-3070 or www.aeicorporation.com.

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PRODUCT PROFILES HAtteRAS HAmmoCkS tuFteD HAmmoCk A masterpiece of outdoor leisure and comfort, the Tufted Hammock will elevate your outdoor experience to the realm of art. The hammock features all-weather and solution-dyed synthetic Sunbrella and DuraCord fabric with matching tufted pillow. It also includes a recycled nonabsorbent polyester fiberfill interior, Cumaru spreader bars, zinc-plated steel hanging hardware, and rolled-rim grommets.

Contact: (800) 334-1078 or www.thehammocksource.com.

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veNt-FRee CoAl BASket

iBizA Deep SeAtiNg

Hargrove’s new vent-free coal basket takes the beauty of the coal basket almost anywhere. It features hidden controls, a main-burner flame and glowing coals, and a 19-inch front width. It’s great for small fireplaces.

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

The Ibiza upholstered collection employs industry-leading Sunbrella Rain fabric and features wide arms and generous seating room. Ibiza’s statement low-profile design offers a beautiful way to unwind outside in comfort and style. Contact: (855) 502-9988 or www.cabanacoast.com.

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gReeNwiCH mARket umBRellA The Greenwich aluminum market umbrella from Frankford Umbrellas is elegant, refined, and sure to satisfy your need for shade in any upscale commercial or residential setting. Available in five sizes, there are options for any space and shade need. Its sturdy—yet beautiful—aluminum frame, polished silver finish, and marine chromeplated aluminum finial add the perfect touch to give your cherished outdoor space the enhanced appearance found at luxury resorts, hotels, and restaurants. Contact: (856) 222-4134 or www.frankfordumbrellas.com.

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FouNDeRS SeRieS Introducing the Founders Series by Louisiana Grills. Joe Traeger and Dan Thiessen have teamed up to bring you an exciting new grilling experience. The Founders Series boasts double wall construction, 304 stainless steel inner liners, extra large capacity hoppers with victory site glass, and the new LG Smart Touch control pad with Wi-Fi and Bluetooth connectivity.

Experience streamlined features and the elegant durability of world-class barbecue equipment in your own backyard.

Offered in 800 square inches, 1,000 square inches, and 1,200 square inches with an optional lower cabinet.

Available exclusively at your local dealer. Contact: (877) 303-3134 or www.dansons.com.

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BAypoRt SeRieS The Bayport series by Kozy Heat now offers new and updated screen fronts that allow for lower mantel clearances.

Customers now have the choice of birch or traditional logs. The new Bayport 36-G boasts contemporary glass styling with an improved firebox and burner design. Contact: (800) 253-4904 or www.kozyheat.com.

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tABletop FiRepit Lovinflame’s tabletop firepits provide an elegant accent to any decor and can be used both indoors and outdoors.

The technology behind the flames is powered by a patented stainless steel wick and a non-flammable, watersoluble, and non-toxic fuel, which minimizes emissions, flare-ups, and risks associated with fuel spills.

Contact: (800) 474-5587 or www.lovinflame.com.

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Where year-round comfort meets seamless style.

When you specify Infratech heaters, you can enjoy 100 more nights year-round of versatile style and eco-friendly comfort in your outdoor living space. Our wide array of products includes new Contemporary C-Series and CD-Series heaters, which are designed to maximize comfort and style in high visibility spaces. Enjoy a wide range of control options – from our exclusive smart home integration offering to our new Universal Control Panel, which enables you to use the dimmers of your choice along with remote functionality via mobile device or smart home assistant. Infratech also offers a variety of standard and custom color choices and mounting options, for a heating system that’s a seamless fit with your property.

New C-Series and CD-Series heaters feature a slim design and compact profile.

To learn more about our capabilities or view our gallery, please visit infratech-usa.com

WWW.INFRATECH-USA.COM | 800-421-9455 3-YEAR WARRANTY | PROUDLY MADE IN USA

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PRODUCT PROFILES DomiNo Domino takes inspiration from bold geometric structures. The concentric diamond pattern creates a design that is both small and large in scale. This crisp design will complement any outdoor space. Available in 15 distinct colors. Contact: (866) 688-3872 or www.outdura.com.

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AStRiA Allume DlX The Allume DLX linear direct vent gas fireplace is at home in both contemporary and transitional spaces.

The expansive ceramic glass opening provides an exceptional view of the fire while the multicolored floor lighting allows you to customize the mood.

HeatFlo kit option allows heat to be directed above heat sensitive wall hangings.

Contact: (256) 398-3267 or www.ihp.us.com.

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myFiRe – App FoR gv60 BiDiReCtioNAl CoNtRol SyStemS The new myfire app works in conjunction with the GV60 Bidirectional Control System for gas fires. As shown on myfireapp.com, the app’s interactive, colorful graphics make operating a smartphone or tablet simple and fun while providing absolute control of your gas fire. Its functions include manual mode, thermostatic mode, program mode, eco mode, fan, lights, personal profile settings, and a child safety lock.

Contact: (248) 356-1400 or www.maxitrol.com.

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miDCeNtuRy metRo The Midcentury Metro collection brings the clean, understated styling of the midcentury modern era to the Northstar line of retro appliances. All-electric, all-gas and dual-fuel models feature electric, high-speed radiant elements or high-output gas burners.

Available in nine “not-so-standard” colors along with a broad spectrum of custom colors, such as Living Coral, shown here.

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

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pACiFiC tRAil SeRieS

eCoFAN 8200 SeRieS

The Pacific Trail series by California Umbrella stands out from the crowd and can shield you from the evening sun at the push of a button. This classic umbrella frame offers nearly limitless creativity to play with color combinations and stylish cut constructions using California Umbrella’s design tools online.

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

Introducing the next generation of Ecofan. The 8200 series of Ecofan combines a contemporary, patentpending design and high performance— the perfect combination of form and function. Celebrating 25 years of Canadian design and manufacturing, Ecofan continues to lead the stove fan market with innovation, quality, and superior airflow. Contact: (800) 567-3556 or www.caframo.com.

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eXteRuS/FoRSHAw outDooR kitCHeN This 7-foot outdoor kitchen offers a simple, functional package. It comes with an AOG 36-inch L series grill with interior halogen lights, double access doors, a 20-inch AOG refrigerator, an Africa Persa leather granite countertop with eased edge, and Eldorado Saddlewood Vintage Ranch stone. Granite and stone come ready to install at the project site. Contact: (800) 367-7429 or www.forshaws.com.

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Backyard Living is what we do best!

191 Jalyn Dr New Holland, PA 17557 Gazebo.com

For over 25 Years we have been enhancing ing e backyards with our structures. It’s who we i are and what we know best. Our desire is to provide you with the best service and handcra ed products possible.

Give us a call now at 1.866.885.7847

Call Today!

Our Design Consultants are ready to help!

PA024065

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PRODUCT PROFILES

eNeRgeX-ol’HiCk Jim Beam, one of the top bourbon producers, is a name customers can trust. In turn, Jim Beam trusts Energex-Ol’Hick to carry on that tradition of excellence in making Jim Beam barbecue pellets. Made from 100 percent genuine charred American White Oak barrel staves and heads that once aged Jim Beam bourbon, these all-natural pellets make any meat, seafood, or vegetable taste great with a smooth smoke reminiscent of Jim Beam bourbon. Contact: (717) 436-2400 or www.energex.com.

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Big gReeN egg ButANe eggNiteR

Made for entertaining and quiet reflection, this handcrafted Hearthside Pergola is a fitting reward for the dedicated, hardworking person. These show-stopping Hearthside Pergolas are not just for those seeking shade; they’re also for those desiring character and style. Contact: (866) 885-7847 or www.gazebo.com.

Ignite lump charcoal in just minutes with the new refillable butane charcoal EGGniter, which combines an adjustable torch flame with an air-blower to both ignite and boost your fire. Say goodbye to unwanted lighter fluid taste; the butane EGGniter is a clean, quick and safe way to light your EGG, campfire, or wood fireplace. Battery powered for up to 60 minutes of use.

Contact: (770) 938-9394 or www.biggreenegg.com.

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CouNtRy lANe’S HeARtHSiDe peRgolA

AStRiA villA viStA CD FiReplACe With superior heat output and high-efficiency operation, the Astria Villa Vista CD fireplace excels. It’s the ideal option for large spaces where a clean, contemporary look is desired. Its tall and expansive size features a single door that provides an unobstructed viewing area.

Choose from several modern louver kits to finish the fireplace to your taste.

Contact: (256) 398-3267 or www.ihp.us.com.

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CANyoN timBeRS Hargrove’s Canyon Timbers is the newest addition to the Radiant Heat gas-log series. Canyon Timbers features a striking look, with deep bark texture and detailed char areas.

Flames work through all areas of the log stack, making it resemble a roaring campfire. Canyon Timbers is available in 21- to 36-inch sizes. It offers a mature fire, with open viewing areas for its flames and ember bed. See-through models are available. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

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HAtteRAS HAmmoCkS QuilteD HAmmoCk The superior construction of the Quilted Hammock enables you to enjoy outdoor relaxation for years to come. This hammock features all-weather and solution-dyed synthetic Sunbrella and DuraCord fabric, nonabsorbent polyester fiberfill batting, handwoven and solution-dyed three-ply DuraCord rope, Cumaru spreader bars, zincplated steel hanging hardware, and rolledrim grommets. Contact: (800) 334-1078 or www.thehammocksource.com.

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AuRoRA CANtileveR umBRellA Maximize your space without a traditional center post with the Aurora cantilever umbrella from Frankford Umbrellas. It’s manufactured using the most durable materials and fabric available to provide many years of trouble-free use and enjoyment. Its Infinity Tilt allows you to change tilt positions effortlessly.

This lovely and modern cantilever is suitable for use in low to moderate wind conditions and ensures hours of protection from the sun and light rain.

Contact: (856) 222-4134 or www.frankfordumbrellas.com.

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ABSolute BlACk Absolute Black is a well-priced premium black granite fireplace facing from MLW Stone. Rich and luxurious, this durable material is available in the company’s three standard sizes. A strong and resilient surface makes it highly resistant to scratches. This ultra-polished granite lends itself to both contemporary and traditional styles.

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

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tHe puCk The Puck is a smart control that works in conjunction with the GV60 Bidirectional Control System. Its basic functions are to turn the fire on and off and adjust the flame height, but there’s an added feature for those who wish for a little fun: The Puck is equipped with temperature sensing that allows the use of the popular myfire app. The Puck has blue backlit buttons and is available in either black or white. Contact: (248) 356-1400 or www.maxitrol.com.

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PRODUCT PROFILES

FouNDeRS SeRieS Introducing the Founders Series by Louisiana Grills.

Joe Traeger and Dan Thiessen have teamed up to bring you an exciting new grilling experience.

The Founders Series boasts double wall construction, 304 stainless steel inner liners, extra large capacity hoppers with victory site glass, and the new LG Smart Touch control pad with Wi-Fi and Bluetooth connectivity. Experience streamlined features and the elegant durability of world-class barbecue equipment in your own backyard. Offered in 800 square inches, 1,000 square inches, and 1,200 square inches with an optional lower cabinet. Available exclusively at your local dealer.

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

gRAND StAFFoRD NorthCape’s Grand Stafford collection boasts a comfortable high back design in a breezy Parchment HDPE resin finish over aluminum frame. Plush headrest-style back cushions combine with quick-dry reticulated foam seat cushions in your choice of seven quick-ship fabrics or hundreds of beautiful made-to-order options. Contact: (708) 563-2890 or www.northcape.com.

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C.R. plAStiC pRoDuCtS Deep SeAtiNg CHAiSe (DSF169) The new modular Bay Breeze chaise extension is easy to assemble, offers multiple modular configurations, and is the ultimate in deep seating comfort. Bay Breeze collection’s contemporary form features clean lines and flowing design with sleek curved arms and legs made possible by a unique mold extrusion process.

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

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moNtigo DiStiNCtioN SeRieS iNFRAteCH outDooR HeAteRS Only Infratech offers an unlimited color choice so your outdoor heaters blend beautifully into the environment.

Pictured here is the popular Bronze, just one of six standard colors. All colored heaters are powder-coated over a 304 stainless steel body for lasting value. Contact: (800) 421-9455 or www.infratech-usa.com.

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The Distinction offers both singlesided and see-through configurations and a full 36”, 48”, 63” or 72” of viewing space to perfectly suit your needs. The D Series also comes standard with a concealed burner, ceramic glass, circulating fans, multicolor LED uplighting and a convenient flame turndown. Now available with the Cool Wall Advantage, which delivers elegance and heat exactly where you want it by diverting heat away from the wall and keeping your television or artwork safe.

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

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tiNkA The colorful Tinka is a true standout of modern design and gives a whole new meaning to green living. Made of aluminum with a stainless handle, this fun utilitarian lantern has personality to spare. Choose between vibrant red, orange, or lime green to give your garden an unexpected pop of color and light. Available in two sizes, the lightweight Tinka is a must-have for everything from backyard gatherings and beach picnics to boating excursions and glamping trips. For the color-shy, this is also a fun, noncommittal way to play with accents and brighten your surroundings. Contact: (213) 745-8883 or www.lesjardins.com.

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

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tRiviStA SeRieS – NeFB50H-3Sv, NeFB60H-3Sv Napoleon’s new Trivista series 3-sided electric fireplaces are available in either a 50- and a 60-inch length. Both include a log set or acrylic crystals. End panels come with the fireplace to allow you to install the 3-sided fireplace as a 2-sided or 1-sided, depending on desired location for installation. Multiple color settings for the flames, ember bed and top lights allow ultimate variability.

Contact: (866) 820-8686 or www.napoleonfireplaces.com.

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tHe Bull SliDe-iN gRiDDle plAte Change the way you grill with the all-new Bull Slide-in Griddle. The rugged chromium-plated stainless steel design comes complete with a large grease trough and enough room to cook up tacos, stir fry, or pancakes for the whole family. The Bull Griddle plate easily slides into any Bull grill by simply removing two sections of grill grates and dropping in the griddle. With the Bull Slide-in Griddle, you can make taco Tuesday, every day.

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

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PRODUCT PROFILES

oAkville SeRieS gAS iNSeRtS – gDi3, gDig3, gDiX3, gDiX4 The Oakville series is made up of four models. The beautifully designed burner provides a brilliant display of flames. Easy installation, clean face design, large viewing area and thousands of finishing combinations make the Oakville series the perfect insert choice. Contact: (866) 820-8686 or www.napoleonfireplaces.com.

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elemeNt 5.0 Ratana’s Element 5.0 collection takes inspiration by its casual yet elegant style that is truly made to withstand all the elements nature can bring. It’s constructed by using strong yet bold and defining lines, while still light in weight with hand-brushed aluminum frames. Element 5.0 has perfected itself to be strong, durable, versatile, movable, and usable year-round. The weather-resistant reticulate foam seat cushions combined with generous modular group seating becomes your go-to all season entertainment center. With all these splendid details wrapped up in Element 5.0, your only decisions left are who to invite and which drinks to serve in season. Contact: (866) 919-1881 or www.ratana.com.

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tempoteSt StARSCReeN kAmADo Joe

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

Contact: (972) 512-3534 or www.tempotestusa.com.

Kamado Joe’s new Classic III pairs the innovation of the Classic II (Kontrol Tower Top Vent, Air Lift Hinge, Slide-out Ash Drawer, Divide & Conquer System) with a new hyperbolic insert to increase smoke absorption and evenly disperse heat, making what the company considers the world’s most remarkable grill.

Contact: (800) 489-1581 or www.kamadojoe.com.

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DeCoRAtive pillowS Boring is banned when you add luxury and pizazz to outdoor décor. Paradise Cushions offers a wide array of customized, decorative pillows with multiple fabrics laid out in geometric patterns and color-coordinated details such as rope, fringe, cording and other trims. The most popular throw pillow size is 17x17-inch square but other sizes and shapes are available, including 16-inch diameter round pillows with pleating, triangular pillows with cording, lumbar pillows and bolsters. All pillows are made of furniture-grade acrylic fabrics.

Contact: (866) 667-8668 or www.paradisecushions.com.

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C.R. plAStiC pRoDuCtS HARveSt ColleCtioN wiDe DiNiNg tABle (t203) Ten inches wider than the T201 dining table, the new Harvest collection wide dining table blends traditional and contemporary elements to comfortably seat eight people in style. Constructed from premium recycled plastic lumber, this product is built to withstand the outdoors and is backed by a limited lifetime warranty. This collection is available in both dining and pub height in seven plastic frame colors as well as two premium two-tone options in black/beige and chocolate/beige. Contact (800) 490-1283 or www.crpproducts.com.

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iNFRAteCH outDooR HeAteRS

CeRAmiC CANDleS

Infratech’s most popular mounting option is flush mount. Easy to install and beautiful to look at, you can enjoy crisp, cool evenings entertaining your friends and family outdoors. Tucked into your ceiling, Infratech’s W & WD series heaters are silent, odorless and 93% efficient. Your guests won’t know the heaters are there until you turn them on.

Contact: (800) 421-9455 or www.infratech-usa.com.

Lovinflame’s Ceramic Candles are powered by water-soluble fuel with a patented stainless steel wick to bring you cleanburning and wind-resistant decorative flames that can be safely burned both indoors and outdoors. With a sleek design, the candles add elegance with a touch of innovation to redefine fire as ambience.

Contact: (800) 474-5587 or www.lovinflame.com.

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CAllAwAy SeRieS Kozy Heat is unveiling two products: Callaway 40 (29,500 BTU) and Callaway 72 (49,500 BTU).

The Callaway Family now comes in three different sizes: Callaway 40 (Summer 2019), Callaway 50 (in production), and the Callaway 72 (April 2019). These fireplaces will forge the path of technology and allow consumers the ability to control the heat on multiple levels with Heat Transfer Kits, Kozy Zone Kit, and a Vented Cavity.

The Exterior Heat Transfer Kit can transfer up to 80 percent of heat outside the home when the heat is not necessary or choose the Interior Heat Transfer Kit to move heat into other rooms. Want to install a TV above the fireplace or have wood down to the fireplace? The Kozy Zone Kit or Vented Cavity are your solutions.

Contact: (800) 253-4904 or www.kozyheat.com.

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PRODUCT PROFILES moDeRN Home pRoDuCtS pRoFiRe pFDlX SeRieS gRill

polywooD RuStiC FARmHouSe 60-iNCH BACkleSS BeNCH The new Rustic Farmhouse Backless Bench coordinates perfectly with POLYWOOD’s new farmhouse-inspired dining table, or as a stand-alone piece in small outdoor spaces. Available in Classic POLYWOOD lumber finish. Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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Each American-made ProFire PFDLX series grill is handcrafted and designed to provide years of virtually maintenance-free enjoyment. The all-new design comes equipped with eye-catching blue LED bezel lights that will add style and distinction to your backyard design. Contact: (888) 647-4745 or www.profiregrills.com.

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moNtigo DelRAy Beautify your home at an entry level price point with Montigo’s newest linear fireplace specifically designed for affordability as well as beautiful flames inside a sleek and modern firebox. The DelRay was designed with ease of installation in mind with its slim 14 ¼” framing depth all within a stunning clean-face design.

Adding features as well as converting to propane can all be performed in minutes with a simple conversion kit and easy access to the control board. Contact: (800) 378-3115, sales@montigo.com or www.montigo.com.

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ANtiQue liNe FRom elmiRA Stove woRkS The Antique line of ranges from Elmira Stove Works offers full-size, self-cleaning convection ovens, convenient electronic controls and choice of cooktops with high-output burners.

Available with genuine nickel trim, or optional antique copper trim. Seven standard colors and more than 1,200 custom colors, such as Turquoise Green (shown here), provide the ultimate in customization.

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

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RegeNCy City SeRieS SAN FRANCiSCo BAy (72 iNCHeS) Our largest fireplace ever, the Regency City Series San Francisco Bay is a modern 3-sided bay style fireplace that provides stunning views of the fire from anywhere in the room. Now available with a corner conversion kit, turn the awe-inspiring view of the San Francisco Bay into a beautiful corner fireplace. From residential to commercial applications, the San Francisco Bay 72-inch provides the luxury and style you crave with the quality of Regency. Contact: (800) 442-7432 or www.regency-fire.com.

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geNvAl The Genval collection brings to mind the romantic lakeside with a picturesque natural Belgium small town feel, which makes you want to relax and indulge in every breathtaking moment. Featured with a gray rope woven intertwined pattern design and accented with black powder-coated aluminum frames, this lake-inspired set is the perfect unit to create your own custom configuration. Made with weather-resistant durable polypropylene rope material and durable faux concrete pattern aluminum tops for both coffee and end tables, Genval is ready to make you feel at one with nature by bringing you outdoors with this contemporary sectional furniture set only by Ratana. Contact: (866) 919-1881 or www.ratana.com.

BRoil kiNg pellet gRill

Double-walled stainless-steel construction, oven-grade gaskets, and convection fans provide the ability to smoke, sear, roast, or bake with the superior flavor and moisture of wood-fire grilling. This award-winning grill makes any grilling novice into a gourmet chef at the touch of a button. Contact: (888) 883-2260 or www.memphisgrills.com.

This innovative product comes fully equipped with a powerful auger, 22-lb capacity pellet hopper, removable grease management system, unique ash management system, deluxe rotisserie kit, two electronic meat probes, and base storage and side shelf. The Wi-Fi and Bluetoothenabled digital controller provides enhanced temperature control to smoke, roast or sear. The easy-to-use digital control display will maintain temperature for low to slow 225°F to searing 600°F and is easy to read while grilling. Constructed with heavy-gauge steel, these durable performance grills are built to last. Contact: (800) 245-5138 or www.broilkingbbq.com.

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mempHiS wooD FiRe gRillS

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PRODUCT PROFILES

mASteRBuilt tHeRmotemp pRopANe SmokeR

RegeNCy CASCADeS F2500 Introducing the Regency Cascades F2500. Fully 2020 EPA certified, this Hybrid Stove utilizes Regency’s Eco-Boost technology to maximize burn times, increase fuel efficiency, and reduce emissions. The Regency Cascades F2500 fuses classic wood styling with the latest in wood-burning technology. Regency now features a 10-year, 100 percent warranty on the original catalyst; the industry’s easiest, most straightforward, and most transparent warranty coverage. Contact: (800) 442-7432 or www.regency-fire.com.

Bringing innovation to your backyard, patented technology makes Masterbuilt’s ThermoTemp Propane Smoker the only propane smoker on the market that maintains your desired temperature.

Smoke your recipes with the convenience of a conventional oven—no more monitoring the temperature. Now you can focus on one thing—mastering the art of smoking. Contact: (800) 489-1581 or www.masterbuilt.com.

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wooD FiReD pellet SmokeR & gRill The new Twin Eagles Wood Fired Pellet Smoker & Grill combines the ultimate in performance and convenience, setting the standard for premium pellet grills with accurate and versatile temperatures from 140ºF to 725ºF. Smoke, bake, grill, sear and rotisserie cooking features deliver amazing results at the push of a button.

Contact: (800) 789-2206 or www.twineaglesgrills.com.

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Fullview 42 lANDSCApe DeSigN FRom meNDotA Mendota’s FullView 42 gas fireplace has the traditional-looking landscape design more customers want. This model’s unique shape and clean lines create a simple, yet stunning, silhouette.

Without any louvers or unnecessary embellishments between you and your fireplace, the final result is a full, uninterrupted view that puts the focus back on Mendota’s award-winning flames and legendary warmth. Select from a variety of beautiful fronts, fire bases and interior linings to complement any home’s style.

Contact: (800) 553-5422 or www.mendotahearth.com.

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SuNglo pSA265 The Sunglo model PSA265 is a permanently mounted gas infrared patio heater. It’s ideal for patios with limited space and access to natural gas. Its heat-coverage average is a 10-foot circle of quiet warmth. The Sunglo PSA265 heater can be manually operated, with no electrical connections needed; the PSA265E version offers a completely automated ignition system.

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

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mempHiS gRillS DooRS AND DRAweRS Built with 304 stainless steel, this line of Memphis accessories provides beauty, durability, and convenience in your outdoor kitchen. The line includes two- to four-drawer stacks in 15- or 21-inch widths, as well as trash and built-in controller options. Lower drawers and access doors match the width of the Memphis built-in grill options. Contact: (888) 883-2260 or www.memphisgrills.com.

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tempoteSt

The new Fire Magic Electric Grill Island bundle delivers a complete outdoor kitchen system ideal for patios with limited space or where gas fuel is unavailable.

The bundle features a Fire Magic Electric Table Top Grill, Refrigerator with Stainless Steel Door and Double Drawer unit, all housed in a durable glass fiber reinforced concrete island in a neutral Smoke finish. Contact: (800) 332-3973 or www.firemagicgrills.com.

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

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FiRe mAgiC eleCtRiC gRill iSlAND

meDium FluSH HyBRiD-FyRe wooD iNSeRt By lopi The new Medium Flush Insert by Lopi features Hybrid-Fyre, the world’s most efficient wood-burning technology!

This model has a massive viewing area and is available with beautiful arched and rectangular designer faces.

The Medium Flush Insert is up to 20 percent more efficient than typical wood inserts its size, burning less wood and delivering more heat. This model meets the 2020 US EPA clean air standards with 1.74 grams of emissions per hour, 76.36 percent efficiency, and a BTU range of 14,483-69,982.

Contact: (800) 654-1177 or www.lopistoves.com.

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PRODUCT PROFILES

timBeRliNe SeRieS The new Timberline series from Mendota gives customers a decorative gas fireplace with classic beauty. All of the models offered in this line are single burner gas fireplaces or inserts that create lower heat output for comfortable warmth and a traditional fireside experience.

With even more detailed and realistic handcrafted log sets in a variety of wood types and weights, the Timberline series seamlessly replicates the timeless aesthetic of natural cut firewood. Contact: (800) 553-5422 or www.mendotahearth.com.

polywooD RuStiC FARmHouSe 39X75-iNCH DiNiNg tABle Introducing a new farmhouse-style dining table featuring sleek straight lines and a plank-style tabletop. Coordinate with a variety of POLYWOOD dining chairs, including Vineyard and Traditional Garden collections as well as the new Rustic Farmhouse Backless Bench. Available in Classic POLYWOOD lumber finish. Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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H3 The H3’s slim design installs practically anywhere—be it new construction, major renovation, or remove-and-replace where lower combustible header heights and larger openings often exist. The warm red and orange hues of the H3’s soothing fire and glowing embers enhance the fire’s realistic appearance, providing atmosphere and radiant warmth. Contact: (800) 468-2567 or www.valorfireplaces.com.

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DRAgoN FiRe gRill With over 60 years of experience in the industry, Modern Home Products has designed their new 32- and 40-inch Dragon Fire Grills to outlast the rest. Each Dragon Fire Grill is constructed of commercial grade 304 stainless steel inside and out. Yes, inside and out! They are also backed by the most comprehensive lifetime warranty in the industry. Contact: (888) 647-4745 or www.mhpgrills.com.

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CAmiNo FiRepit ColleCtioN Camino’s iconic horizontal slat side panels infuse a touch of nostalgia. The integrated base features a unique sliding drawer that conceals the fuel tank from view and makes tank use and replacement effortless. Camino’s neutral silhouette pairs nicely with transitional, modern and contemporary style furniture.

Contact: (949) 951-2010 or download the product guide at www.tropitone.com.

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SuNRiSe metAl SHop Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026.

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SoHo SliNg DiNiNg As part of the 2019 Quick Ship Program, Winston introduces Soho, a contemporary, mixed media collection styled with tapered arms and legs. Soho Sling features nesting stationary and swivel dining chairs that can be paired with two dining table sizes. A dining bench, chaise and side table are also available. The Soho Sling offering is complete with balcony dining chairs and tables. Soho Sling ships in three business days FOB Haleyville, Alabama.

Contact: (205) 486-9211 or www.winstonfurniture.com.

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TUESDAY | SEPTEMBER 10 TO FRIDAY | SEPTEMBER 13

2019

moDulAR StoveS witH Style The Stack stove, a colorful hearth product handcrafted by La Castellamonte of Italy. This fun stove has a super modern and artsy appeal. Based on the concept of modular components, Stack stoves incorporate ceramic sections that are stacked on top of each other. Available in four models: Round Stack Slim, Round Stack Wood, Round Stack Rim and Round Stack Long and two heights 45” and 54”. They come in a variety of vibrant glazes that can be paired with classic or modern home furnishings.

Contact: (914) 764-5679 or www.wittus.com.

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tReASuRe gARDeN’S HAlo umBRellA ligHt With modern styling, the Halo boasts a convenient, patented, self-adjusting clamp-on design. With the use of the Halo, light can extend outdoor gatherings into the evening in combination with any center post umbrella. The Halo is also compatible with Treasure Garden’s umbrella light adapter for cantilever umbrellas and does not require removal to close the umbrella. A full two dozen LED lights of illumination are provided with the Halo, which includes a one-year warranty.

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

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SEE THE WORLD OF OUTDOOR FURNISHINGS theMART, Chicago

CasualMarket.com

#casualmarket Zuo Modern

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PRODUCT PROFILES

FARo

FiRe mAgiC gouRmet gRiDDle Fire Magic’s new Echelon Gourmet Griddle is perfect for outdoor cooking of everything from rice and fajitas to bacon and eggs. Available in portable or built-in models, the griddle is crafted from heavy-duty stainless steel and features dual burners that provide up to 40,000 BTU, hot surface ignition, backlit control knobs and an expansive 30”x18” two-zone cooking area that allows preparation of multiple dishes simultaneously. A handsome stainless steel cover protects the griddle when not in use.

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

Faro is one of MLW Stone’s most affordable stones. A strong and durable material, Faro has no natural fissures and features a classic polished finish.

Consistent beige coloring makes it the perfect choice for any project. This stone is available in three standard sizes.

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

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HeAt AND eAt witH tHe lugo This contemporary cook stove stands tall with all the right features, designed by Vlastislav Vyborny from Romotop in Czech Republic. The fireplace has an efficient stainless-steel oven for baking and a fire box for heating that measures: 20” h x 13” w x 9” d.

The oven compartment heats up to 500º F and comes with a thermometer, drip tray, positioning grill and the ability to top or rear vent.

The Lugo has the option of a black steel body or a choice of tile side cladding in various colors. Contact: (914) 764-5679 or www.wittus.com.

moRoCCAN lANteRNS By JARDiNiCo The Moroccan lantern collection from Jardinico, available in three sizes, is designed in a cylindrical style with banded ends and convenient carrying handle. The lanterns, in a metal construction and a bronze finish, are built for durability in any outdoor setting.

Each requires the addition of a light source. Designed as refined accessories, these lanterns will enhance outdoor entertaining and coordinate with the designer shade products also available from Jardinico. Contact: (626) 814-0168 or www.jardinico-caractere.com.

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SAmBA moDulAR Tropitone’s Samba collection is a masterful recreation of its 70s classic “Brasilia.” Samba embodies a transitional style with an updated modern twist. Available with or without woven panels, choose from 19 frame finishes and hundreds of fabrics. Modular pieces can be arranged to fit any space, making this collection versatile for a variety of outdoor spaces. Contact: (949) 951-2010 or download the product guide at http://info.tropitone.com/samba.

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lX1 3-SiDeD pieR The LX1 3-sided Pier fits more room shapes and sizes than ever before. Compact with large viewing areas, this LX1 boasts impressive radiant heat. Consider a pony wall for architectural interest, an option thanks to slim design and flexible venting.

Finish drywall or tile right up to the knife edge. Contact: (800) 468-2567 or www.valorfireplaces.com.

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564 tRv 25k DeluXe gAS FiReplACe By FiReplACe XtRoRDiNAiR The 564 TRV 25K Deluxe is the new “best in class” midsized fireplace. This top or rear vent (TRV) model boasts a beautiful 25,000 BTU fire, which is rated to heat up to 1,250 square feet. Brand-new features include Ember-Glo ember bed lighting, adjustable overhead accent lights, and the choice of realistic oak or birch log sets. Available with a wide selection of designer faces or as a clean face model. Contact: (800) 654-1177 or www.fireplacex.com.

Circle Reader Service No. 187

eAgle oNe SoHo woveN BAlCoNy

The new Twin Eagles Eagle One Super Premium gas grill builds on the company’s reputation of meticulous engineering, exceptional design, and unparalleled performance. Its striking appearance speaks to the most discerning designers. Bold, new illumination characteristics allow customers to manage and track temperature with accuracy and style. Contact: (800) 789-2206 or www.twineaglesgrills.com.

Winston introduces Soho, a contemporary, mixed-media collection styled with tapered arms and legs as part of the 2019 Quick Ship Program. Soho Woven features a stationary balcony chair with two balcony-size tables. The sleekness of the 30x64-inch balcony table draws much interest as the focal point in this collection. The Soho Woven offering is complete with dining and swivel chairs, bench and tables, a chaise lounge, and side table. Soho Woven ships in three business days FOB Haleyville, Alabama. Contact: (205) 486-9211 or www.winstonfurniture.com.

Circle Reader Service No. 188

Circle Reader Service No. 191

SuNRiSe metAl SHop

Home Sweet Home As Dagan, LLC settles into its new home in St. Louis, Missouri, it has published a new catalog featuring many new fireplace accessories.

All of its beautiful offerings would make any home sweet home complete. This new log cabin design panel screen is constructed of black wrought iron and is 30.5 inches high by 39 inches long. With its adjustable back legs, this free-standing screen will sit flush up against your fireplace. Contact: (800) 654-5979 or www.daganind.com.

Circle Reader Service No. 189

Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens.

Contact: (260) 463-4026.

Circle Reader Service No. 192

pARADiSe poweR SolutioNS Keep the acrylic fabrics of cushions and umbrellas looking their best with Paradise Power Solutions.

The kit includes two one-gallon containers that provide key components to increase the life of outdoor fabrics.

Paradise Power Solutions Protector prevents mildew, promotes water repellency, and repels UV rays that can cause fading without changing the breathability of the fabric. Paradise Power Solutions Cleaner is designed to safely loosen dirt and stains on cushions and umbrella canopies made of furniture or marine grade acrylic fabrics. Regular cleaning and twice yearly protection helps delay the look of aging. Contact: (866) 667-8668 or www.paradisecushions.com.

Circle Reader Service No. 190

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 87

MY TURN

continued on page 46

Bull Outdoor Products. “There are very few premium built-in charcoal grills on the market,” Fortin says.

“Next year, we are looking to bring out a product that will innovate the pellet grill market, which we are very excited about.”

Bull Outdoor’s focus on expanding its product line to further enhance the pellet grill market is the result of the increased trend of pellet smokers. As Fortin explains, the pellet smokers’ ease of use draws of consumers to this unique grill niche. “I also think that consumers are putting more and more equity into their backyards,” he says. “These spaces are becoming the new family room to gather and they are proving to raise the value of the home. And the advancements in the technology will really start to impact the BBQ world. This is due to the volume, variety, a nd ease of technology that is at our fingertips in today’s world.”

The company’s consumer marketing efforts have also been growing in recent years as the company became the official grill of the World Food Championships for 2018 and 2019. As Fortin explains, Bull recognized early on the phenomenon of food sport from a consumer marketing standpoint and partnered with the largest food

PRODUCT INNOVATION ago as a 42-inch model. Last year, the company added a 60-inch model to the line. “We also introduced our colored enclosures,” Burke adds, “so the fireplace can be built-in or placed into one of our stainless-steel, powder-coated enclosures, which is very durable for outdoor applications.” The enclosures are wind and weatherproof and can be powder coated in a choice of seven colors to match virtually any décor.

Finally, last year, Montigo introduced the DelRay fireplace. It is available as a standard fireplace or a fully loaded unit with all the quality one has come to expect of Montigo fireplaces at a much lower cost, which makes it especially attractive to the builder market.

There are plenty of new products in store for this year, too. “We will have a lot of unique products the world hasn’t seen before, especially on the custom/commercial side,” Burke says.

Most notable is a fireplace that was launched at the International Builders’ Show in Las Vegas in February. The product is a 24-inch-wide and 60-inchtall torch-style unit. Burke describes it as a “very active product. There is lots of motion associated with it. It is a 3-foot spiraling column of flame,” he adds, promising a “very unique product.”

cooking competition in the world.

The world’s largest outdoor cooking arena features more than $100,000 worth of Bull’s premium Steer three-burner grills, which feature the company’s proprietary ReliaBULL technology to eliminate uneven heating and enhance outdoor cooking experiences.

“Competitors battle in nine categories for a prize purse of over $300,000 and ultimate bragging rights,” Fortin says. “Bull drops 50 grills in a kitchen arena for over 1,500 competitors to cook on, which gives us great exposure and lets people actually experience the performance of a Bull grill, an experience you can’t get in a showroom.”

The featured grills boast powerful 15,000 BTU burners, which heat up quickly, allowing a World Food competitor to focus on the food being cooked rather than focusing on the grill itself. These chefs experience the versatility of the Bull grills, which allow cooks to easily shift from cooking burgers and steak to using it as an oven or to sauté.

In addition to making a name for itself within the pre-eminent food sport competition, Bull Outdoor Products also makes a continuous effort to connect with consumers through their videos, recipes, and

The Bull commercial-style stainless steel Griddle Cart with chromium-plated cooktop and three stainless steel burners that provide 45,000 BTU output

ongoing customer tutorials to further enhance the Bull customer experience and the company’s brand in the mind of consumers.

And while Bull’s ongoing efforts to connect with and engage customers to help them get the most out of their Bull product is substantial, the company’s philanthropic efforts also have earned them accolades aplenty. In 2014, Bull began partnering with the charitable organization For A Reason and started the annual Grill for Good Foundation. T hrough the foundation, Bull is building cafeterias in Haiti so Haitian schools can efficiently provide healthier foods for the kids.

The Distinction 48–inch unit from Montigo

continued from page 48

Montigo is aggressively working on products despite the slight slowdown in the market. “We are definitely seeing a little bit of softening throughout North America, which is due, in part, to interest rates going up,” Burke says.

“We’re not seeing the construction activity on the residential side that was there a year ago, which could be a good thing. Construction certainly hasn’t come to a halt by any means and the commercial side is very steady and moving along at a pretty good rate.”

Naturally, there are always challenges. The marketplace is one that Montigo wrestles with all the time, but there are other issues to be dealt with as well. Burke says the greatest challenge is communicating what the company does differently from its competition.

“We’re unique in that we’re small and flexible enough to do custom products, both residential and commercial,” he says. “For example, because of our capabilities, using standard units we can design an entirely new termination to suit a commercial building.” He explains that most companies provide standard terminations to their systems, referring to the exhaust ducts on the outside of their building. “In a home, they are usually hidden on the side of a

88 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

house or in back. However, in a building, protrusions are unsightly. So, in Philadelphia, we designed a custom louvered vent so that the builder could powder coat it to match building for a very unobtrusive solution,” Burke says, adding that they turned the project around in just 45 days from design to delivery to installation. “We can do it all, including making prototypes, because we can cut and bend our own steel. So, we are really working at stepping up our efforts to let the market know about all the services we provide.”

Otherwise, Burke says his challenges are not unlike any other industry. “We are always fighting the tendency to race to the bottom and sell strictly on price.

Too many companies sell strictly on price and do not focus on the value and what it can do for the customer.”

Looking forward, Burke promises

that Montigo will be rolling out many more products for the residential and commercial markets, even though this area, too, comes with its own set of challenges. “If you were to talk to our head of product development, he’d say the problem is capacity and shear through-put. We have a lot of ideas— maybe too many ideas. You have to prioritize and see what the customer really wants so you differentiate yourself.”

Companies always run the risk of falling into the trap of developing so-called “new products” that are just modified copies from another manufacturer. Burke imagines an ideal world of boundless capacity and unlimited resources. Montigo has launched a lot of new products in the last 18 months and he assures the market that more will be coming that are unique to Montigo. “We’re not slowing down.”

CORPORATE PROFILE continued from page 50 Peter Homestead, the collection presents a unique design while providing incredible comfort.

Kenzo features simple, graceful lines, a wide frame, and comfortable fabrics from Tropitone’s large selection. Its versatility Corsica cushion ensures Kenzo is a complement to any outdoor space.

Another Peter Homestead design and hot seller is the Corsica. Available in cushion, padded sling, sling, and woven, Corsica truly complements any space and decorating style. Graceful, flowing curves and comfort seating beckon users to enjoy pieces in the group all day long. Both Kenzo and Corsica feature Tropitone’s exclusive RELAXplus technology—perhaps the most comfortable cushion seating in patio furniture today.

RELAXplus includes cushions made of channels wrapped around a foam core and water-resistant fabrics for the utmost in support, comfort, and durability.

In addition to these two powerhouses, Verna reports the Lakeside, Shoreline, and MainSail collections are all driving positive results in margin and revenue for Tropitone’s retail partners. Once primarily known as a sling manufacturer, Tropitone has successfully branched out and developed a variety of casual products to fit the way people live and use their outdoor spaces today. Its large portfolio of furniture and accessories fit in any outdoor venue, including poolside, garden, patio, deck, balcony, fireside, or sunroom. There is a selection of 19 frame

INSIGHT TWIN EAGLES the front-load hopper showcases this mentality. Whereas many competitors’ grills are loaded in the back or side, people can easily load pellets in the front, which is much more convenient for built-in applications. “We wanted it to be very easy for people to see the pellet level and reload when necessary,” Eskew says.

More features such as Smoke Plus can be used to rapidly infuse food with a natural smoke flavor. Three temperature probes also allow consumers to cook different foods at the same temperature, while monitoring the individual temperature of each food. “It really gives you the flexibility to cook three different foods effectively,” Eskew says.

He notes that many people use a pellet grill like an oven, but this grill offers many more options. The vaporizer plate can be removed and charcoal or lump wood can be placed in an

Lakeside padded sling

finishes and over 300 fabric options available.

The company’s casual product line also extends to fire products—one of the hottest sellers in the outdoor room market today. With a range of choices available in different sizes, shapes, and ignition options, Tropitone firepits coordinate beautifully with all the company’s seating and dining products.

“We are constantly improving our fire product offerings,” Verna says. For the 2019 season, Tropitone launched the Camino, its first mixed-material firepit. “The design of Camino combines faux wood panels in an aluminum frame; it has been received very positively by our retailers.” Camino is highly durable, requires minimal maintenance, and it can be used in any outdoor setting. “The Camino’s fuel tank is accessible via a drawer and has a thermocouple blowout box to automatically shut off fuel in case the fire goes out.”

Also well received since its introduction in 2017 is the Banchetto firepit, a sleek, 18-inch cocktailheight model. For all its fire products, Tropitone

differentiates itself through features like offering 90,000 BTU and leveling guides. The heat output of all Tropitone firepits can be adjusted based on outdoor temperatures. “We are now injecting more value into our fire products with enhanced aesthetics and materials,” Verna adds.

The popularity and desire for outdoor rooms show little sign of slowing down. For the sixth consecutive year, outdoor living rooms are the most popular special function room in the home for consumers, according to The American Institute of Architects’ (AIA) Home Design Trends Survey (2017). The survey was taken among 500 architecture firms that concentrate their practices in residential housing.

“I anticipate we will see demand increase for outdoor accessories, decor, and lighting,” De Filippis says. “This will coincide with the enhancement of our core furniture products—seating and tables—in terms of aesthetics and materials to further blur the line between the indoor and outdoor room.”

continued from page 54

insert for direct heat cooking. “This is the only pellet grill on the market with a built-in rotisserie. We also have an exclusive briquette tray insert, so you can grill directly on the pellet grill.”

Another grill the company has introduced is the Eagle One, which builds on the vision of Twin Eagles’ founder, Dante Cantel, who worked to develop a reliable, high-performance lin e of grills. “We identified an opportunity to introduce a unique superpremium gas grill line," Eskew says.

"The Eagle One includes exclusive luxury features and builds on our heritage of performance and innovation.”

Twin Eagles utilized superior construction techniques and materials to craft this grill. The company also observed how people really cook to optimize its usability and made aesthetic changes for a more contemporary, edgy look. “The products are absolutely

beautiful, but what really separates us is the performance,” he says. “It’s the very best.”

A traditional temperature gauge on the lid has been replaced with a unique feature that is both eye-catching and functional. “What we wanted to do was introduce temperature that is a little more practical and useful,” Eskew says. “The new Eagle One uses temperature-sensing technology with sensors at each of the burners.”

A graduated series of LED lights then show an average temperature for the entire grill. The lights go from blue, yellow, orange, and red with about a 250-degree variance between each color change to indicate cold and hot temperatures. There is also a sensor over each knob, so customers can conveniently cook different foods simultan eously. “The series of LED lights are in an elegant line on the

bullnose of the grill,” Eskew says. “It provides visual recognition, so you know if the grill surface is warm, hot or searing temperaure even when the lid is open.”

The ½ hexagon rods used in the grill is another feature that helps people create professional-quality food by retaining heat. “They’re absolutely massive,” Eskew says. “They have visual appeal and deliver performance. We want to ensure that you get fantastic sear marks and evenly cooked food.”

Like all of its grills, the Eagle One is manufactured from start to finish in Cerritos, California, and is crafted with the purpose of being the highestquality grill with function and style.

“We see the opportunity with the Eagle One to attract and cater to the customer looking for the very best.

The Eagle One and Pellet Grill elevate the entire Twin Eagles line.”

MARCH/APRIL 2019 | PATIO & HEARTH PRODUCTS REPORT • 89

ADVERTISER INDEX Advertiser

Phone

PRODUCT PROFILES DIRECTORY Website

Page

Company

Page

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

AEI ..............................................................................................................68

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

Agio, USA ..............................................................................................66, 68

Big Green Egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . .www.biggreenegg.com . . . . . . . . . . . . . . .36 Bull Outdoor Products . . . . . . . . . . . . . .(800) 521-2855 . . . .www.bullbbq.com . . . . . . . . . . . . . . . . . . .47 C.R. Plastic Products . . . . . . . . . . . . . . . .(800) 490-1283 . . . .www.crpproducts.com . . . . . . . . . . . . . . . .45

American Hearth (Empire Comfort Systems) ....................................................65 Astria (Innovative Hearth Products) ............................................................72, 74 Big Green Egg ........................................................................................66, 74 Broil King (Onward Manufacturing) ............................................................65, 81

CabanaCoast . . . . . . . . . . . . . . . . . . . . . .(855) 502-9988 . . . .www.cabanacoast.com . . . . . . . . . . . . . . .44

Bull Outdoor Products..............................................................................66, 77

California Umbrella . . . . . . . . . . . . . . . . .(909) 622-4800 . . . .www.californiaumbrella.com . . . . . . . . . . .25

C.R. Plastic Products ................................................................................76, 78

Country Lane Gazebos . . . . . . . . . . . . . .(866) 885-7847 . . . .www.gazebo.com . . . . . . . . . . . . . . . . . . . .73

CabanaCoast ..........................................................................................65, 70

Dansons, USA . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . .www.dansons.com . . . . . . . . . . . . . . . .18, 19

Caframo ......................................................................................................73 California Umbrella ..................................................................................68, 73

Elmira Stove Works . . . . . . . . . . . . . . . . .(800) 295-8498 . . . .www.elmirastoveworks.com . . . . . . . . . . .70 Empire Comfort Systems . . . . . . . . . . . .(800) 851-3153 . . . . .www.empirecomfort.com . . . . . . . . . . . . .33

Country Lane Gazebos ............................................................................68, 74 Dagan, LLC (Forshaw) ....................................................................................87

Forshaw . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 367-7429 . . . .www.forshaws.com . . . . . . . . . . . . . . . . . .77

Dragon Fire Grills (Modern Home Products) ....................................................84

Frankford Umbrellas . . . . . . . . . . . . . . . .(856) 222-4134 . . . .www.frankfordumbrellas.com . . . . . . . . . .27

Elmira Stove Works ..................................................................................72, 80

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . .www.gensuncasual.com . . . . . . . . . . . . . . . .7

Energex-Ol’Hick............................................................................................74

The Hammock Source . . . . . . . . . . . . . . .(800) 334-1078 . . . .www.thehammocksource.com . . . . . . . . .69

Fire Magic (RH Peterson) ..........................................................................83, 86 Fireplace Xtrordinair (Travis Industries) ............................................................87

Hargrove Manufacturing . . . . . . . . . . . .(800) 725-4166 . . . .www.hargrovegaslogs.com . . . . . . . . . . . .32

Forshaw ......................................................................................................73

IMC/ Las Vegas Market . . . . . . . . . . . . . .(702) 599-3046 . . . .www.lasvegasmarket.com . . . . . . . . . . . . .17

Frankford Umbrellas ................................................................................70, 75

Infratech . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . .www.infratech-usa.com . . . . . . . . . . . . . . .71

Gensun ..................................................................................................66, 77

Innovative Hearth Products . . . . . . . . . .(256) 398-3267 . . . .www.ihp.us.com . . . . . . . . . . . . . . . . . . . . .67

The Hammock Source ..............................................................................70, 75

Kozy Heat . . . . . . . . . . . . . . . . . . . . . . . . .(800) 253-4904 . . . .www.kozyheat.com . . . . . . . . . . . . . . . . . .53

Hargrove Manufacturing ..........................................................................70, 74

Les Jardins . . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . .www.lesjardins.com . . . . . . . . . . . . . . . . . .41

Infinity Canopy ............................................................................................65 Infrared Dynamics (AEI) ..................................................................................82

Lovinflame . . . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . .www.lovinflame.com . . . . . . . . . . . . . . . . .64

Infratech ................................................................................................76, 79

Maxitrol . . . . . . . . . . . . . . . . . . . . . . . . . . .(248) 356-1400 . . . .www.maxitrol.com . . . . . . . . . . . . . . . . . . .81

Kamado Joe..................................................................................................78

Memphis Wood Fire Grills . . . . . . . . . . .(888) 883-2260 . . . .www.memphisgrills.com . . . . . . . . . . . . . .16

Kozy Heat ..............................................................................................71, 79

Mendota Hearth . . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . .www.mendotahearth.com . . . . . . . . . .12, 13

Les Jardins ..............................................................................................66, 76

Merchandise Mart Properties . . . . . . . . .(800) 677-6278 . . . .www.casualmarket.com . . . . . . . . . . . . . . .85

Lopi Stoves (Travis Industries)..........................................................................83

MLW Stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .80

Louisiana Grills (Dansons) ..........................................................................71, 76 Lovinflame ..............................................................................................71, 79

Modern Home Products . . . . . . . . . . . . .(888) 781-4657 . . . .www.mhpgrills.com . . . . . . . . . . . . . . . . . .79

Masterbuilt ..................................................................................................82

Montigo . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 378-3115 . . . . .www.montigo.com . . . . . . . . . . . . . . . . . . .49

Maxitrol..................................................................................................72, 75

Napoleon Products . . . . . . . . . . . . . . . . .(866) 820-8686 . . . .www.napoleonfireplaces.com . . . . . . . . . .57

Memphis Wood Fire Grills ........................................................................81, 82

NorthCape . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . .www.northcape.com . . . . . . . . . . . . . . . . .92

Mendota Hearth......................................................................................82, 84

Onward Manufacturing . . . . . . . . . . . . .(800) 245-5138 . . . .www.broilkingbbq.com . . . . . . . . . . . . . . .37

MLW Stone ............................................................................................75, 86

Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . .www.ortalheat.com . . . . . . . . . . . . . . . . . .40

Montigo ................................................................................................76, 80 Napoleon Products ..................................................................................77, 78

Outdura . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 688-3872 . . . .www.outdura.com . . . . . . . . . . . . . . . . . . .75

NorthCape ............................................................................................65, 76

Paradise Cushions by FiberBuilt . . . . . .(866) 667-8668 . . . .www.paradisecushions.com . . . . . . . . . . .74

Ortal ......................................................................................................66, 68

Polywood . . . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . .www.polywoodoutdoor.com . . . . . . . . . . .9

Outdura ................................................................................................65, 72

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . . . .2

Paradise Cushions by FiberBuilt ................................................................78, 87

Regency Fireplace Products . . . . . . . . . .(800) 442-7432 . . . .www.regency-fire.com . . . . . . . . . . . .28, 29 RH Peterson Company . . . . . . . . . . . . . .(800) 332-3973 . . . .www.rhpeterson.com . . . . . . . . . . . . . . . . .63

POLYWOOD ..........................................................................................80, 84 ProFire Grills (Modern Home Products) ............................................................80 Ratana ....................................................................................................78, 81

Sunrise Metal Shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .83

Regency Fireplace Products ......................................................................80, 82

Tempotest USA . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . .www.tempotestusa.com . . . . . . . . . . . . . . .15

Sunrise Metal Shop ..................................................................................84, 87

Travis Industries . . . . . . . . . . . . . . . . . . . .(800) 654-1177 . . . . .www.travisindustries.com . . . . . . . . . . . . . .3

Tempotest USA........................................................................................78, 83

Treasure Garden . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . .www.treasuregarden.com . . . . . . . . . . . . .23

Treasure Garden ......................................................................................85, 86

Tropitone . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . .www.tropitone.com . . . . . . . . . . . . . . . . . .51 Twin Eagles . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . .www.twineaglesgrills.com . . . . . . . . . . . . .55 Valor Fireplaces . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . .www.valorfireplaces.com . . . . . . . . . . . . . .43

Tropitone................................................................................................84, 86 Twin Eagles ............................................................................................82, 87 Valor Fireplaces ......................................................................................84, 86 White Mountain Hearth (Empire Comfort Systems) ............................................68

Winston Furniture . . . . . . . . . . . . . . . . . .(205) 486-9211 . . . . .www.winstonfurniture.com . . . . . . . . . . . .91

Winston Furniture ....................................................................................85, 87

Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . .www.wittus.com . . . . . . . . . . . . . . . . . . . . .72

Wittus ....................................................................................................85, 86

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, VOL. 14, NO. 2 © 2019 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE: (847) 504-8466. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

90 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019

T H E E X PA N D E D 2 0 1 9 Q U I C K S H I P P R O G R A M F E AT U R I N G T H E N E W S O H O C O L L E C T I O N 21 collections ship in 3 business days All special order Quick Ship cushioned products ship in 5 business days Dealer benefits | No inventory or warehouse expense | Maximizes turns on Winston floor placements

Winston Furniture Company Haleyville, Alabama (205) 486-9211

Circle Reader Service No. 91

www.winstonfurniture.com

92 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2019 Circle Reader Service No. 92