Patio and Hearth Products Report by Peninsula Media

March/April 2020 | www.patioandhearthproductsreport.com

A SUNNY OUTLOOK Page 16

Airy

Texas-sized Success Story | 28

BULL OUTDOOR PRODUCTS

VALOR FIREPLACES

C.R. PLASTIC PRODUCTS

Page 48

RATANA

Comfort

The BORDEAUX COLLECTION The beauty and elegance of a French garden design are found in the Castelle Bordeaux Collection. CASTELLEFURNITURE.COM

Circle Reader Service No. 2

Circle Reader Service No. 3

march/april

2020

contents features Guest Editorial – Soaring Outdoors By Shayla Copas A nationally recognized designer reveals some of the most inspiring outdoor décor trends for 2020 and beyond ................8

Spotlight – Under and Out By Greg Thompson These stunning shade products block harmful rays while creating a chic vibe for outdoor spaces ................................16 Hearth Retailer – Savvy Selling By Sharon Sanders A well-established shop is known for its dazzling display of fireplaces and an unsurpassed commitment to customer service ............................ 24 Outdoor Grilling – Big Texas BBQ By Maura Keller Texas Star Grill Shop is the place to go for the best in grill selection, knowledgeable sales staﬀ, and hard-to-ﬁnd barbecue essentials ........................................28

Showroom Showcase – Specialty Superstore By Kimberly Rodgers By offering personalized customer service in a friendly setting, retail giant Watson’s takes on the feel of a much smaller store ..................................32 As I See It – Prime Partner By Sharon Sanders Gensun is a favorite among specialty retailers that desire high-quality products and attention to detail ............36

My Turn – Going Green By Maura Keller With a focus on recycling and reusing, C.R. Plastic Products is a leader in the environmentally conscious outdoor furniture market ............................................40 Product Innovation – Future on Fire By Kimberly Rodgers Hearth & Home Technologies connects with a new shopping demographic focused on energy efficiency, ease of use, and modern design ..........................44 Corporate Profile – Forever Forward By Kimberly Rodgers Innovative product development and a strong bond with retail partners have elevated fourth-generation OW Lee to a new level ........................................48 Insight – Cozy Up By Cherise Forno The Outdoor GreatRoom Company’s stylish fireplaces, firepits, and fire tables bring warmth and ambiance to backyards ....50 Insight – Faux Fire By Cherise Forno Hot new electric fireplaces from Dimplex generate realistic flames while avoiding messes and high heating bills ..............52 Last Word — Wonderful Weaves By Sharon Sanders Featuring calming colors and modern designs, Tempotest’s latest textiles add a touch of elegance to outdoor spaces ............................................58

on the cover:

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Publisher’s Viewpoint

Industry News

HPBExpo Roundup

What’s New: 6 Hot Products to Sell Now

Product Proﬁles

Product Proﬁles Directory & Ad Index

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Circle Reader Service No. 5

publisher’s viewpoint

Kobe

Tony Ramos

Must Reads ∂

In this Pennsylvania hearth store, customers are drawn to four TV monitors that continuously show actual ﬁreplace installations. Savvy Selling, p. 24

∑

Selling fresh Akaushi Wagyu beef boosts sales for Texas Star Grill Shop, since restaurantquality meat attracts serious foodies and barbecue aﬁcionados. Big Texas BBQ, p. 28

∏

At Watson’s, the average customer who buys one item returns to buy five major products over the next seven to nine years. Find out why. Specialty Superstore, p. 32

Outdoor furniture at OW Lee is truly handcrafted with over 200 employees involved in the production of each product. Forever Forward, p. 48

6 PATIOAndheArThPrOducTSrePOrT.cOm

The city of Los Angeles has a population of 4 million. Los Angeles County has a population of 10 million. With such a large and diverse population, and with many residents having relocated to LA and LA County from different parts of the country and from around the world, at times it’s hard for Angelenos to agree on anything and for any one event to truly get the attention of the populace at large. However, when NBA legend and former Los Angeles Lakers superstar Kobe Bryant, his daughter Gianna, and seven other souls tragically perished in a helicopter crash in Calabasas, California, on the morning of January 26, 2020, it became one of those moments in time when Angelenos, as well as others across the country and around the world, will always remember where they were when they first learned of the death of Kobe. So, what was it about Kobe that transcended the likes of many other Hall of Famers and sports legends? His basketball resume was definitely one of the best in the business: Five-time NBA champion, two-time NBA Finals MVP, NBA Most Valuable Player, 18-time NBA All-Star, four-time NBA All-Star Game MVP, 11-time All-NBA First Team, Summer Olympics gold medalist, career-high 81 points—the second highest number of points scored in a game in NBA history— and the list goes on and on. Two short years after his retirement from basketball in 2016, Kobe produced and won an Academy Award in 2018 for his Animated Short Film, “Dear Basketball.” I think there are two things that resonate with people about Kobe. One, his work ethic, and two, his family. There is no doubt that Kobe was born with amazing God-given athletic talent to play the game of basketball. Even with all of his talent, Kobe practiced, studied, prepared, and put forth 110% effort as if he was the 12th person on a basketball team. Kobe was known for his early morning workouts, shooting 400 shots per day, and his philosophy of being the first person in the gym and the last to leave. His insatiable appetite to improve by seeking advice and guidance from others, along with his desire to be a student of the game and not just a player, are all things that contribute to his legend. His off-season workout consisted of two hours running, two hours on basketball, and two hours of weightlifting (for a total of six hours a day, six times a week, for six months). Athletes with far less talent than Kobe put in a lot less work. Most of us aren’t born with super human intelligence, athleticism, musical, artistic or literary skills. While we may not be able to identify with Kobe in regard to his God-given

athletic ability, many of us can identify with his, “work your butt off attitude.” Yet, after watching on television the Celebration of Life Memorial Service for Kobe and Gianna that took place at Staples Center in Los Angeles on 2/24/2020 (2 was Gianna’s jersey number and 24 was Kobe’s jersey number), it became fairly evident that aside from all of his basketball accomplishments, and his unparalleled work ethic and determination to succeed on the basketball court and in life in general, every person who spoke at the Memorial Service spent far more time talking about who Kobe was as a Family Man…as a husband and as a father. There was story after story about Kobe’s love for his wife Vanessa and his children—Natalia, Gianna, Bianka, and Capri. Two stories in particular stood out for me. Kobe’s favorite holiday was Valentine’s Day. One Valentine’s Day, Kobe presented Vanessa with the actual blue dress worn by Allie (Rachel McAdams) in the movie version of “The Notebook.” Who does that? Kobe does that. With that story now out in the open, guys all across the country threw their hands in the air and said, “Now I will always be a major disappointment on Valentine’s Day.” The second story that stood out for me is how after his retirement from basketball, Kobe would help out with picking up his girls from school. After being late one day for pickup, Kobe started arriving for school pickup one hour and 20 minutes before school let out. Kobe grabbed the pole position in the school parking lot, as only Kobe could do. You can’t fake this stuff. Kobe’s last NBA game was against the Utah Jazz on April 13, 2016. Kobe scored 60 points in the Lakers’ 101-96 victory over the Jazz. Many sports commentators and sports writers said that this is the way to be remembered. I disagree. The next-to-last speaker at the Memorial Service for Kobe and Gianna was Michael Jordan (MJ). MJ walked on the stage with tears streaking his face. He tried to keep from crying during his speech, which is one of the first times many of us have seen MJ fail at something, and he walked off the stage wiping away tears that were falling from his face. During his speech, MJ was most touched and moved not by Kobe’s basketball accomplishments, but rather by who Kobe was as a husband and as a father. A Family Man. That’s how to be remembered. Tony Ramos tramos@peninsula-media.com

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guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

Soaring Outdoors

EDITOR Carol Daus caroldaus@gmail.com ART DIRECTOR Cassandra Estes

BY SHAYLA COPAS

cassestes1968@gmail.com

2020 has a lot in store for consumers regarding outdoor living. The industry has developed exponentially over the past decade and will continue to grow throughout the 2020s. While working with manufacturers, retailers, and customers, the following trends are gaining a strong foothold throughout the U.S. and abroad.

beautiful patterns that are reminiscent of my travels and interest in fashion. Revolution Fabrics is manufacturing the line for POLYWOOD. For outdoor trims, I’m loving Perennials’ outdoor trim collection, which includes gorgeous tape trims, fringe, cords, gimps, and bullion trims that rival indoor offerings.

SUSTAINABILITY OUTDOORS IN Homeowners now consider their outdoor living areas as additional rooms of their homes. They frequently add folding glass and sliding doors so that their outdoor areas are integrated into the home. As a result, consumers are becoming increasingly more aware of their outdoor color palette since the two are becoming more integrated. I am finding that my clients are considering the design of their outdoor space when we start to plan their indoor space. They are starting to ask how the two will intermingle. This type of question rarely came up a few years ago.

In the world of design, sustainability is becoming a deciding factor when consumers make purchases. In outdoor design, this trend is becoming the number one consideration. Consumers want products that last long, have a great aesthetic, and are environmentally friendly. A few manufacturers that have made strides in the sustainability arena are POLYWOOD and Revolution. POLYWOOD makes its lumber from ocean-bound plastics. Revolution manufactures fabrics that are PFC Chemical Free, stain resistant, and solution dyed. Also, a portion of the products are made from 100% pre-consumer petroleum byproducts.

TEXTILES AND TRIMS

FIREPITS

Outdoor textiles are no longer rough in texture and offered only in primary colors. The market is becoming savvier with their design offerings because homeowners are wanting color palettes that will integrate into their indoor areas. Stylish and vibrant fabrics play a huge role in blurring the lines between indoor and outdoor spaces. Speaking of this new trend, I am releasing a new fabric line with POLYWOOD later this spring. The Shayla Copas Collection for POLYWOOD will offer four beautiful color palettes that provide a fresh fashion-forward tone to outdoor design. Cobalt, coral, pistachio, and spearmint color palettes are offered in the new collection that will be coming to retailers soon. In addition, the collection will feature

Firepits and fire tables are hot, hot, hot! Almost every outdoor project that I designed for 2019 had a firepit or fire table included. Homeowners love the ambiance of a cozy fire, and the thought of drinking a glass of wine with friends around a fire is appealing. Fire tables are quickly starting to become a popular outdoor dining solution and are appealing for use in all seasons.

OUTDOOR KITCHENS Outdoor kitchens are starting to rival the indoor kitchen. Outdoor consumers are purchasing pizza ovens, wine chillers, professional grills, and more for their outdoor living spaces. If weather and schedule permit, my clients use their outdoor grills and appliances throughout the four sea-

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COPY EDITOR John Nalley Shayla Copas

sons—with the help of sleek, energyefficient patio heaters for those living in colder climates. With the integration of the outdoor space to the indoor, we are going to see more homeowners making their outdoor kitchens a priority.

OUTDOOR SHOWERS Outdoor showers are also on trend. Clients are specifying more outdoor showers in combination with their pool designs. Pool tile often complements the outdoor shower tile in the overall design. Backyard saunas are also gaining traction as homeowners desire resort-like amenities for their outdoor spaces. The “staycation” will grow in popularity as an alternative to vacations involving travel.

STAFF WRITERS 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

TECHNOLOGY The outdoor media room is now on trend. Gone are the days of media rooms hidden upstairs in a dark room with oversized chairs and cupholders. Homeowners are progressing toward outdoor media technology because of their love for the outdoors and entertaining. What a perfect location for a girl’s night out, game night, or just to enjoy a movie. I look forward to seeing more advances this next decade in outdoor living, but frankly, I’m skeptical of how it can get any better than it already is. Follow me on Instagram at @shaylacopas to stay up to date on my design trend predictions!

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

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Shayla Copas is a national award-winning designer, speaker, brand ambassador, philanthropist, and author of “Four Seasons of Entertaining” (Schiffer Publishing, 2019).

PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.patioandhearthproductsreport.com Email: patioandhearth@omeda.com Phone: (847) 763-9261

Circle Reader Service No. 9

PATIO & HEARTH PRODUCTS REPORT

IndustryNews POLYWOOD Receives ARTS Award in Outdoor Living Category In January, POLYWOOD (Syracuse, Indiana), an eco-friendly casual furniture manufacturer, was honored during the 31st-annual ARTS Awards as the winner in the outdoor living category. Sponsored by the Dallas Market Center and ART, the creative home furnishings network, the competition is a peer-nominated program with ballots submitted online from June to July. Anyone in the home accents industry can participate and submit multiple ballots to nominate in several categories. Nominees and finalists are not required to exhibit

Maximus Linear Series from Isokern Fireplaces

Isokern Fireplaces Launches New Linear Fireplace Series 2019 was often remarked as a definitive year to observe popular homebuying, styling, and selling trends. And while there is still a lot to unpack, we know one thing is for sure: Times are still changing, and so is the housing market. Also, according to an article from realtor.com, millennials will be the ones doing the driving. The article states, “The larges t cohort of millennials will turn 30 in 2020—historically, that’s when people tend to think of buying their first home… By the middle of the year, this generation will account for more than 50% of mortgages taken out in the country. That’s more than all other generations, combined.” This all begs the question, what home features will encourage a millennial to take the house-buying plunge? Well, an article from Business Insider states, “Millennials typically have an affinity for a minimalist lifestyle and aren’t interested in the

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in Dallas or belong to ART. Finalists are announced in August and submissions for judging are due in November. The presentation submissions are 100% digital. The judges independently review and score each submission on criteria established by the ARTS Awards committee. The five judges represent various industry backgrounds and a sixth judge representing the Sustainable Furnishings Council reviews the manufacturer presentations to determine

the Green Award winner. The scores are tallied and the winners in each category and the annual Academy of Achievement are announced in January during the Dallas Total Home & Gift Market.

outdated interior design that often characterizes baby boomers’ homes.” To put it plainly, they want modern. “There are plenty of ways to modernize a home, but one of the best and most overlooked ways is with a fireplace,” says Isokern Fireplaces CEO Carl Spadaro. Millennial buyers are often skeptical about fireplaces and their ability to add value to a home because they seem high maintenance or dangerous. But fireplaces can check all the boxes for young homebuyers by being modern, sustainable, and easy to maintain. One of the ways Isokern Fireplaces is accom-

plishing this as a company is by creating new fireplaces, like the all-new Maximus Linear Series. It’s a gas-burning fireplace with a sleek, modern design and no shortage of customization potential. It comes in an open front or glass front firebox, and can be finished with colored firebrick, colored glass media, and optional log sets. And the best part? They’re all made from sustainable, Icelandic pumice, which is a natural insulator and an environmentally friendly material. For more information on how you can incorporate this new linear series into a project or new home build, visit earthcore.co.

POLYWOOD EDGE modular collection

Sunset West Wins IMC People’s Choice Award Grigio Accent Chair from Sunset West

Sunset West is the recipient of a 2020 People’s Choice Award at Las Vegas Winter Market. The inaugural People’s Choice Awards in International Market Centers’ new Market Snapshot program honored five winners in various categories. Sunset West’s Grigio Accent Chair received the prize in the furniture category.

An outdoor/indoor piece, the Grigio Accent Chair reimagines one of the most iconic silhouettes of the last century. Rendered in a powdercoated aluminum frame and expertly wrapped with premium, all-weather olefin rope in an open weave, the gray tones in the chair reflect the origins of the grape founded by “The Gray Monk” in northern Italy. The winners were selected from 48 finalist products via online voting in the weeks leading up to this week’s Las Vegas Market. Product images and links to all of the finalist’s digital showrooms are available online at lasvegasmarket.com/marketsnapshot. Sunset West was also honored to receive a nod on the Tastemakers Tour, dubbed #ViewOnVegas, acknowledged by designer Wendy Glaister for the Gravelstone Firetable as one of their favorite finds this market. For more information about Sunset West and creative curation outdoors, visit www.sunsetwestusa.com.

Twin Star Home Acquires TK Classics Twin Star Home (Delray Beach, Florida), a market leader in award-winning design and manufacturing of home furnishings and in-home electric fireplaces, acquired TK Classics, a leading designer and manufacturer of design-rich outdoor furniture, which includes upholstered seating, dining tables, bars, and accessories. With a strong focus on custome rs and creativity, TK Classics has established itself as a top designer and distributor of outdoor furniture and heating products at affordable prices. TK Classics is headquartered in West Sacramento, California, with manufacturing capabilities in China, and exclusively sells to customers via retailers and direct-to-consumer e-commerce. The strategic acquisition of TK Classics significantly increases Tw in Star’s positioning as a market-leading home furnishing platform throughout North America and expands its leadership and lifestyle product portfolio to outdoor living. The combined company has a diverse product offering, which effectively caters to a wide array of home furnishing purchasing partners among its consumer end markets and leverages a powerful distribution network with unique capabilities to serve and scale the ecommerce channel. “As the line between indoor and outdoor living continues to blur, we are pleased to add another industry leader to our innovative product portfolio,” says Lori Gonzalez, Twin Star Home’s chief executive officer. “TK Classics has a strong track record of developing quality products that delight consumers and garner positive reviews. The seasoned management team s at Twin Star and TK Classics are well-positioned to operate at a larger scale, and we look forward to building upon the strength of our brands and market leadership in bringing comfort and warmth to consumers’ homes. We have a powerful operating infrastructure that weaves through all functional areas and will support our continued growth and value creation.” TK Classics will maintain operations in West Sacra mento. The combined company will be headquartered in Delray Beach.

six months to exploring options for the future of our show—the premier event for outdoor furnishings— and dissecting all the benefits offered in the proposals received.” The two groups will begin to move forward in creating a contract.

Coyote Outdoor Living Earns Top Award for Outdoor Kitchen Equipment Design Coyote Outdoor Living received the top award for the Best Outdoor Kitchen Equipment Design Company for 2019 from US Business News, a national magazine for CEOs, top-tier management, and key decision-makers. Celebrating its second year, the US Business News’ Business Elite Award program spotlights trendsetting companies and paragons in their

industry sector. “The companies featured in this year’s program represent the best of their respective industries,” says Jazmin Collins, awards coordinator. “I am honored to be able to showcase their achieveCoyote Outdoor Living Pellet Grill ments and successes to our readers and wish them a fantastic year ahead. Our process works to ensure that we reward parties based on their excellence in the industry, the

ICFA to Move Casual Market Trade Shows to AmericasMart in 2023 The International Casual Furnishings Association has voted to pursue a contract with AmericasMart to host its market events in Atlanta beginning in 2023. The move was approved by the ICFA Board of Directors in their meeting last week. Three years of partnership with theMART remain in ICFA’s current contract, and the Association intends to conduct business as usual at each Preview Show and Casual Market through September 2022, including the Design Excellence competition and all activities produced at Casual Market Chicago. Joe Pucci, ICFA chair and president of Great Gatherings, says, “The Association dedicated more than Circle Reader Service No. 11

PATIOANDHEARTHPRODUCTSREPORT.COM 11

industry news Highwood USA Introduces Bodhi Pergola quality of their products, and their dedication to service.” This is not the first time that Coyote Outdoor Living has been recognized for excellence in design. The industry standard Vesta Awards presented the top prize to the company for Innovation in Outdoor Room Furnishings in 2018. The selection of state-of-the-art, superior-quality stainless steel grills and accessories paired with customizable ready-toassemble p anels offer the consumer the tools to create their own dream kitchen. In addition, the vast selection of colors and finishes like weathered wood or stacked stone make these outdoor kitchens appealing to leading interior and landscape designers. Coyote Outdoor kitchens have become a popular choice for TV personalities such as John Colaneri and Anthony Carrino of the “Kitchen Cousins”; Skip Bedell, host of “ Catch a Contractor”; as well as social media powerhouses like Farah Merhi, whose Inspire Me Home Décor Instagram account boasts over 5.7 million followers. “We are thrilled to win the

Highwood USA recently launched its Bodhi Pergola with DIY kits that can be assembled in two hours. The Bodhi Pergola is available in four sizes (8’x8’, 10’x10’, 10’x12’ and 12’x12’) and three colors (Black, Coastal Teak, and Weathered Acorn). “The Bodhi pergola is an exciting new product for us,” says Craig D. Smith, chief marketing officer. “The structure takes full advantage of our proprietary synthetic lumber’s strengths—durability, aesthetics, and ease of assembly. This design is impressive; it’s a timeless look that makes a stunning Bodhi Pergola from Highwood USA centerpiece for any outdoor space…especially when coordinated with our outdoor furniture products. No other material delivers the natural beauty of wood and the long-lasting rich colors that the Bodhi Pergola offers. This design is unique. It gives homeowners an easy DIY project with all the looks of a wood pergola— and none of the maintenance concerns.” The Bodhi Pergola creates an earthy feel with its open structure, clean lines, and natural shade. It withstands even the harshest climates and provides an airy and sturdy escape year-after-year. The pergola is as beautiful as it is sturdy and durable (no sanding or staining is ever required).

Business Elite Award for Best Outdoor Kitchen Equipment Design, as design is at the heart of Coyote. Our passion is to offer new, innovative products to elevate the outdoor living experience,” says Jim Ginocchi, president of Coyote Outdoor Living. “We are constantly evolving in order to provide options for everyone to create their own outdoor oasis.”

Lloyd Flanders Launches Quick Ship Program Lloyd Flanders announced the launch of its new quick ship program. The program features products from three topselling Made-in-USA collections: All Seasons, Reflections, and Weekend Retreat. The program, which runs

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through June 21, includes three finish options and four fabric choices. Products will ship from the factory in Menominee, Michigan, in five working days. “Lloyd Flanders has been known for our timely shipping and our ability to produce woven product within the United States, but we wanted to take those advantages to a new level for our dealers,” says Warren Juliano, senior vice

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industry news president of sales and marketing. “Offering domestic product, with some level of choice, and to still be able to ship that product within a five-day window is a great opportunity for our dealers to have product that can be unique and meet the demands of quick delivery that today’s consumer expects. All of the selections for our quick ship program also have the added benefit of being tariff-free.” Lloyd Flanders, which has produced woven product in the United States since 1906, offers a range of Lloyd Loom collections that are available in 20 custom finishes with over 700 fabric options. They also offer a range of woven vinyl and teak collections that are warehoused and shipped from their Michigan factory.

Jensen Leisure Appoints New Executive Staff Jensen Leisure Furniture, an FSC-certified manufacturer of luxury outdoor furniture, recently made key executive staff changes. The retirement of Phillip Crowe Janet Wansor, vice president of sales and marketing, in December 2019 brought 28 years of service to a close and left a skills gap at the marketing position. Appreciative of Elle Williams Wansor’s contribution, but looking to the future of the company, Jensen brought on two new faces at the start of this year to join the Richmond, Virginia team. These marketing and customer engagement hires will continue to improve Jensen’s interaction with the casual furniture buyer and how customers perceive the brand. Phillip Crowe was appointed to the position of marketing director. Previously associated with marketing consulting and digital agency operations, Crowe brings a passion for “marketing that connects” to Jensen. Active in digital marketing since 2006, Crowe has enabled clarity and structure in advertising campaigns on behalf of

CABANACOAST Renews Sponsorship with Premier Equestrian Groups CABANACOAST continues its partnership with Equestrian Sports Productions, which includes sponsorship of the Winter Equestrian Festival, the Global Dressage Festival, Spring & Holiday Circuits, and the International Polo Club. The Palm Beach International Equestrian Center is located within an 8,000-acre equestrian preserve with over 600 permanent horse farms housing over 10,000 dressage, polo, and hunter/jumper hors es. The International Polo Club Palm Beach is one of the largest polo clubs in the world, hosting the top polo players and teams from around the world and the most prestigious polo tournaments in the United States. The Winter Equestrian

Party City, Lexus, Stanley Martin Homes, Cooper Tires, and HMY Yacht Sales, among many others. At Jensen, Crowe focuses on overlaying a consumer-marketing perspective on top of the traditional retail, design, and contract categories. “Jensen Leisure’s commitment to quality in its craftsmanship, design, and in the people who work for this brand is clear,” Crowe says. “What excites me will be to create an awareness in consumers’ minds of the merits of our brand as they design their outdoor space.” Elle Williams was named customer engagement manager. Williams oversees Jensen’s customer service team and serves as the inside manager for the sales teams. Williams partners with sales, marketing, and operations to develop better ways for Jensen to serve customers’ interests and Jensen’s business priorities across all channels. Since 2006, Williams has proven success in operations and logistics management. She has developed and supervised large, effective call centers focused on continual improvement of operational efficiency and accuracy. “Operational efficiency is, at the end of the day, something we need to do better to enhance the service to our clientele,” Williams says. “Connecting their needs with our sales and marketing teams will help to close the gap in how we interact with our customers across all channels.”

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Belvedere collection from CABANACOAST

Festival is widely renowned as the preeminent show jumping festival in North America, drawing amateur and professional equestrians from all 50 states and from more than 5 2 countries. CABANACOAST outdoor furniture is featured in several key installations throughout the extensive properties including the Polo Club, Rider’s Lounge, and Vendor Village. “CABANACOAST is delighted to continue our partnership with Equestrian Sports Productions and to support equestrian events of this caliber,” says

POLYWOOD Releases New Ocean Chair POLYWOOD launched its Ocean Chair as part of its new Wave collection of outdoor furniture, which will make its debut at the Design Influencers Conference in San Francisco. Each heirloom-quality chair will save 1,000 single-use plastic containers from the ocean, which are sourced from around the world via partners like The Plastic Bank. This kicks off POLYWOOD’s commitment to recycle 1 million pounds of ocean-bound plastic into its furniture line by 2021. “For the last 30 years, POLYWOOD has been at the forefront of the recycling and sustainability movement, and we couldn’t be more thrilled to be part of the solution to the oceanbound plastic problem,” says Brady Maller, EVP of strategy and sales. “Today, over 8 million metric tons of plastics are pouring into our oceans through rivers and streams—with the launch of the Wave Collection, con-

Lindsay Liepold, director of sales, US. “It is an honor to be associated with athletic excellence at this level. CABANACOAST offers an expansive breadth and versatility in products that complement a wide range of applications, from luxury resorts, multifamily residences, golf and country clubs, wineries, and high-end residential properties. Sports venues and event spaces are another growing category for us. This association aligns perfectly with our own value proposition of enhancing the enjoyment of outdoor living with our tagline, ‘A beautiful life.’”

sumers are able to make a direct impact with their purchases of high quality, classically styled outdoor furniture that will look beautiful for generations.” As part of the company’s Wave collection, the Ocean Chair is available in 11 fade-proof colors and features a curated series of four Adirondack chairs that create a cresting wave when arranged together. This design is exclusive to POLYWOOD and helps tell the story that the chairs represent. “In 2019 alone, POLYWOOD recycled the equivalent of 146 million milk jugs at the in-house recycling facility we built in Syracuse, Indiana,” says Doug Rassi, co-founder and CEO of POLYWOOD. “Although our products are fully produced in the USA, we as a company have always had our sights set on making a positive impact globally. The Wave collection enables consumers to help us make that difference on a very large scale, and it’s something we’re proud of and excited about.” The Ocean Chair will be available for purchase through polywood.com and other retail channels. For three decades, POLYWOOD has been transforming outdoor living spaces with durable, sustainable and timeless furniture designs. All genuine POLYWOOD products are made in the USA from ocean-bound and landfill-bound plastic and are produced in a 99% waste-free facility. To learn more, visit www.polywood.com.

Circle Reader Service No. 15

product spotlight

Under and Out C

onsumers who want to enjoy their beautiful new outdoor spaces quickly realize that shade is not really a luxury. It’s more of a necessity. When consumer dollars inevitably seek out awnings, shades, canopies, and umbrellas, dealers with the right inventory can generate revenue as the weather warms. Finding trendy items can be an inexact science, but often worth the effort. Cantilever umbrellas remain hot, but industry veterans warn that certain variables must be taken into consideration. “While cantilevers are popular, keep in mind that in locations that are very windy, they may not be as stable as center post umbrellas,” says Paul Knapp, CEO of FiberBuilt Umbrellas & Cushions. “For high wind locations, we recommend cantilever models with double vents for improved wind management.” Bryan Sanches, vice president of Califo rnia Umbrella, describes the cantilever phenomenon as a trend that isn’t a trend. “Cantilevers are a clear and dominant force in shade products, and they are here to stay,” he explains. “The traditional center pole market umbrella, in all its variations, continues to grow and be the primary product sold in this category. However, cantilever umbrellas have become a stable BY GREG THOMPSON and significant percentage of our ov erall annual sales.” “Cantilever umbrellas continue to dominate the umbrella business,” adds Ben Ma, vice president of Treasure Garden. “The need for unobstructed shade over popular chat and seating groups is paramount. The larger, the better.” Concerns about overexposure to sun, along with delightful design aspects of shade products, contribute to a “must-have” mindset for people who want to enjoy th eir well-earned outdoor spaces. The manufacturers represented in this month’s spotlight follow the trends, and even start a few. Consider adding them to your inventory to ensure you have the best choices when summer rolls around.

Customers have it made in the shade with this season’s best products for sun protection.

INFINITY CANOPY Custom canopies fashioned with Sunbrella fabrics in various colors fueled steady sales last year at Infinity Canopy (Los Angeles, California). Alan Shargani, founder, plans to expand those offerings in 2020 with more Sunbrella color, as well as patterns from Parà Tempotest. “We are also collaborating with various vendors to provide pergola-type modular structures with Infinity Canopy made of wood, fiberglass, steel and aluminum,” Shargani says. “When we launched

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Manta Umbrella by TUUCI

Levante natural bamboo side pole umbrellas by Bambrella

The Bravura Square (S285) from Woodline Shade Solutions

Eclipse Cantilever Umbrella from Frankford Umbrellas

The Wattsun Blue Canopy from FiberBuilt

Luna by California Umbrella

Infinity Canopy in 2014, we only offered one size, 5 feet wide, and only 22 fabrics and colors.” Now in its fifth year, Infinity Canopy offerings are up to 12 feet wide and able to use all available outdoor fabrics from any manufacturer. “The fact that Infinity Canopy is modular with interchangeable panels allows designers to use different fabrics and colors,” Shargani explains. “We have enjoyed year after year of double-digit growth, and we expect to continue to grow as dealers, retailers, architects, designers, and builders learn about using canopies in their projects.” The highly customizable nature of

Infinity Canopy carries over to its policies. “We don't require any minimum purchase because each order is different,” Shargani says. “Our dealers sell the product, get the deposit, and then place their order with us. We have stock canopies that ship quickly, as well as custom canopies that take two to three weeks to ship. We can ship the product to retailers or direct to customers.” Shargani considers Infinity Canopy “a luxury offering but without the luxury pricing.” Depending on various factors, “the fabric in our canopies can cost $10 to $18 per square foot retail, m aking it affordable for all types of customers.”

FRANKFORD UMBRELLAS Consumers are increasingly investing more time and money into their outdoor living spaces, and that naturally includes protection from the elements. Laura Dudley, national sales manager at Frankford Umbrellas (Mount Laurel, N.J.), believes retailers need to broaden their outdoor product offerings if they truly want to capitalize on the opportunity. “We continuously monitor design trends, both interior and exterior,” she says. “We are extremely fortunate to have a fabric partner that listens to our needs, and to the needs of the industry. Their ability to produce superior fabrics, coupled with their design team (and ours!), allows us to collaborate in developing fabrics that are on trend, and in demand.” For example, in the 2020 season, Frankford will be stocking the Eclipse Cantilever Umbrella with frame finishes in matte silver, matte white, matte

black, matte bronze, and more. “Previously, the Eclipse Cantilever Umbrella was only stocked in matte silver,” Dudley says. “We truly listen to what our partners’ needs are and welcome their feedback on all our products. This enables us to add new products, new finishes, and/or new fabrics on an annual basis—to be sure our product line is well-rounded and meets or exceeds all needs and expectations.” Dudley continues to see demand for larger shade products with market/table umbrellas as the “bread and butter” of its product line, “but our cantilever and giant center-post umbrella sales are increasing every year,” she adds. As for cantilever sales, they are booming. “In 2019, our cantilever sales doubled what we did in 2018,” Dudley enthuses. “We are expecting, and prepared, to double cantilever sales again in 2020.”

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product spotlight

13-foot Aspen Hex Natural from ARTiculatedshade

FIBERBUILT UMBRELLAS & CUSHIONS It’s two decades and still going strong for FiberBuilt Umbrellas & Cushions (Fort Lauderdale, Florida), where designers have found that shade products often mirror what’s going on in home décor. One example is the traditionally indoor task for charging devices, which made an outdoor appearance with FiberBuilt’s introduction of the Wattsun umbrella last year. “The Wattsun sports a solar panel as the finial and two USB ports on the pole,” says Paul Knapp, CEO, “because we saw the importance of ecologically designed products and the need of electricity-free poolside power for people to charge their phones and tablets.” FiberBuilt’s most recent introduction is the Flight umbrella. It features an inverted rib system that provides ample support to the canopy, which is nearly horizontal when fully open. “It also has a patented, solid aluminum hub and a locking pulley lift mechanism that ensures the canopy’s longwearing performance,” Knapp says. “The Flight umbrella’s bright aluminum pole and anodized aluminum exposed ribs give the umbrella a minimalist, modern, architectural appeal.” Designers appreciate that FiberBuilt’s umbrellas are made to order, allowing retailers to s pecify the finishes and fabrics that work best for their area, and Knapp assures, “We readily accept single item orders. Of course, we prefer multi-piece orders so that retailers can display a greater variety of style and color options to

their customers.” The vast majority of FiberBuilt’s products are made in the United States, and proprietary FiberTeak simulated wood poles offer the look and feel of wood. “The fact that our umbrella and cushion manufacturing facilities are under one roof means that all shipping can be orchestrated to the customer’s benefit,” Knapp says. CALIFORNIA UMBRELLA Now approaching its 75th year, California Umbrella (Jurupa Valley, California) continues to feature its growing Astella line of outdoor and lifestyle products. Last year brought more new finishes that capitalized on what Bryan Sanches, vice president, called the “growing trend in grays and new neutrals” that has become “widely accepted” in the United States market. California Umbrella launched a new design booklet that features more than 30 different cuts of valances to deliver “a wealth of unique looks” for a canopy. “We’ve also invested in four different embellishment types to further create design and stylistic changes to traditional canopies,” Sanches says. “These new options have exploded into our customer base and really changed the dynamic of our retail offerings. These highly styled options provide so much more differentiation and give retailers show-stopping products that draw in customers and provide great upsell potential.” Sanches maintains that there is “so little difference in consumer price points” that Califor nia Umbrella’s new options provide “high-end con-

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9-foot Glide Tilt Umbrella in 6662 Harper Steel Stripe and 5408 Black from Treasure Garden

sumers with what they’ve been searching for,” namely a décor piece that shows off their style. “This trend has been driven by rapidly increasing social media engagement and the seemingly infinite amount of influential design that takes place on these platforms,” Sanches explains. “As a manufacturer, we’ve seen how impactful these options can be, and we are retooling our business to offer more and more custom and fashion-focused product.” Sanches credits a company-wide commitment to manufacturing fiberglass components for umbrella frames as a key component to the product’s durability. “We will continue to offer traditional aluminum steel and wood frame components for this market, but we have pioneered the use of fiberglass for flexible and resilient umbr ella frame components,” he says. “We continue to believe that our impact is being felt across the market as this product category continues to grow for us.” SUNVILLA CORPORATION In 2019, SunVilla Corporation launched its 10-foot Market and 11foot Offset umbrellas through its Portica brand. They expanded on this success with a full 2020 lineup of market and offset umbrellas under the new Royal Shade brand. “Reactions have been great on our wide assortment of offset umbrellas, including our patented Misting design,” says Christy Peterson, national sales manager. Peterson notes that the material mix of colorful Sunbrella fabrics and

frame finishes are attracting customers to SunVilla’s offerings, “as well as making it tolerable on the hottest days.” The “Simply Refined” tagline explains the products’ appeal, and it’s an ethos that SunVilla tries to embody in its day-to-day operations. “It was important for us to go to market with offerings that were easy to explain while also bringing the whole space together,” Peterson says. “We have added some unique finishes and designs through each of our collections to add some excitement and freshness.” According to Peterson, SunVilla has an equal amount of placements for offset products as it does for traditional market umbrellas. “As deep seating and conversation sets continue to be popular, many consumers are looking for an option that can provide shade for a large area without the long-term investment of a permanent structure,” she says. SunVilla requires 10 pieces per SKU for Market umbrellas and five pieces per SKU for Offset. Umbrellas can ship and be mixed with fur niture, which Peterson maintains is a positive for retailers who want flexibility. “Overall, we feel like there are many opportunities for manufacturers and retailers in shade,” she says. “Through umbrellas, sails, cabanas, permanent structures—we’ve only seen the desire for shaded outdoor living areas increase. With the continued demand, the innovations are going to continue and become more accessible.”

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product spotlight

select the frame and fabric colors from simple drop-down menus,” Shakarjian explains. “The online Awning Visualizer adds the awning to the image and the homeowner can email it to themselves for future reference.”

The Infinity Canopy

11-foot Offset umbrella with base from SunVilla

TRIVANTAGE Dealers seeking versatility in their shade offerings would do well to take a look at retractable shade products from Trivantage, including the Solair PS5000 and PS2000 retractable awnings, plus Solair Patio Screens, and Solair Window Awnings. According to Lindsay Shakarjian, marketing manager, customers are responding enthusiastically to the PS5000 and PS2000 offerings, thanks to a large overhead shad e footprint of up to 325 square feet, with widths up to 25 feet and projections up to 13 feet. “The Solair PS5000 is available in four frame colors and six projections,” Shakarjian says. “Our entry-level stock offering, the PS2000, comes in three ideal frame widths, two frame colors, and one 10-foot projection.” Trivantage distributes the new Sunbrella Shade Collection featuring contemporary colors and patt erns that allow Solair awnings to enhance the latest in outdoor furnishings. “In addition, available exclusively from Trivantage, the new Sunbrella Shade

Mayfield Collection is a premium selection of shade fabrics created from 100% Sunbrella acrylic fiber,” Shakarjian says. “The Mayfield Collection’s jewel-toned solids add vibrant sophistication to any awning application, while its assortment of multicolor- striped styles gives projects a timeless feel.” Trivantage does not require minimum orders. “All Solair shade products are built to order individually as needed,” Shakarjian says. “The Solair PS5000, Patio Screen and Window Awning frames are hand-built as ordered in our production facility in North Carolina. While the Solair PS2000 is a stock frame, the fabric and motor options are custom and added to th e frame prior to delivery.” For undecided customers, Solair developed the Awning Visualizer, a digital tool designed to help homeowners visualize how an awning would look on their home. “The homeowner can upload a photo of their home patio space or use one of three provided photos, then they

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ARTICULATEDSHADE ARTiculatedshade (Boulder, Colorado) is offering new stationary and rolling bases for 2020 with square, powder-coated, stackable steel plates. These large bases weigh between 140 and 500 pounds, depending on the number of plates used. “Plates can also be added to existing bases any time more w eight is desired,” says Jennifer Arndt, founder and president. “If customers are not sure how heavy a base is needed for a particular wind exposure, they have the option of starting with a lighter base and adding if the need arises.” The rolling bases combine the advantage of stackable steel plates for added weight with four swivel wheels, including two locking wheels, for increased maneuverability. The ent ire design benefits from Arndt’s background as a structural engineer. She’s thought about wind—a lot. “The relationship between wind speed and wind pressure is exponential,” she explains. “This means doubling the wind speed, say from 10 to 20 mph, will result in four times the force on an umbrella and require four times the effort to resist. So when in doubt, it is always prudent to reduce an umbrella’s exposure to the wind.” With this in mind, the company’s top seller remains a 13-foot umbrella known for its ease of operation, large shade area when open, and minimal visual and physical disruption when closed. “Combining these versatile high end, compact umbrellas with heavier, more maneuverable bases, and a bit of judgment, ensures many years of satisfaction,” Arndt says. Arndt considers her umbrellas “high end” with products assembled and sourced in the United States. The umbrellas use a patented compact frame that “allows even our largest umbrellas to close with a minimum of 60 inches of ground clearance,” Arndt says. “This ground clearance preserves the view and conversation across a table or seating area, by ensuring that the umbrella opens and closes above the heads of seated guests.”

TUUCI Patrick Troy, executi ve vice president of TUUCI (Hialeah, Florida), agrees that outdoor spaces are getting more attention from designers, and he believes parasols are playing an increasingly prominent role as a result. “The parasol serves as a ceiling for the outdoor room, primarily providing shade,” he says, “but also serving to define spaces while being a canvas to introduce color, texture, pattern, and other elements of a curated design story.” TUUCI’s Shadow Works Design and Engineering Team pulls inspiration from the company’s marine roots, and from sources around the globe to “keep our assortment current” and to introduce new collections. “We have had 21 years of experience designing, testing and manufacturing shade options for residential, commercial and hospitality projects around the world,” Troy says. “The knowledge that comes w ith this experience gets infused into each new TUUCI design and product improvement.” The made-to-order nature of all TUUCI products also allows each client to customize within the framework and tailor each piece to a specific project. TUUCI’s focus on design and quality naturally points toward what Troy calls “the most discerning of luxury clientele” with options that are more commonly specified for luxury p roperties, “but also offer collections that are an essential piece of more budget-conscious projects.” TUUCI products often have a life span of 15 to 20 years, with the wide range of price points and a “shade solution for anyone who is looking to invest in quality.” Shade products include parasols, cabanas, lounges, shade sculptures, bases, and accessories. TREASURE GARDEN In 2019, Treasure Garden (Baldwin Park, California) unveiled a 13-foot Starlux AKZ Plus Cantilever umbrella, which dealers met with enthusiasm. The excitement was warranted, with Ben Ma, vice president, reporting “fantastic” sales—so good that Treasure Garden introduced a rechargeable battery pack, making the plug-in cord unnecessary. “This battery pack is sold separate-

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product spotlight

9-foot Starlux Collar Tilt Umbrella in 54011 Ginkgo from Treasure Garden

PS5000 Retractable Awning from Solair

ly and can retrofit to any of Starlux AKZ Plus Cantilever out in the field,” Ma says. “In 2020, Treasure Garden also debuted a 9-foot Starlux Collar Tilt market umbrella that features light strips built into eight ribs for an elegant and modern look, and a USB port to charge your electronic devices. Our dealers have been asking for a cordless version of our popular Starlight umbrella and now we have it.” The Starlux Collar Tilt is equipped with a rechargeable battery, which allows users to position the umbrella anywhere in the outdoor space, providing up to eight hours of nighttime enjoyment. “In addition to the Starlux Collar Tilt umbrella, we introduced a gorgeous double pulley 11-foot Vienna Alu Teak umbrella,” Ma adds. “The 2-inch mirrored, anodized pole and teak finish aluminum ribs make it perfect for highend residential customers, as well as great for hospitality installations.” Treasure Garden puts out two other brands: Shademaker and Jardinico. The combined brands add up to what Ma estimates is 25,000 different combinations of umbrellas with a full range of product, price, and design. For dealers looking to expand shade offerings, Ma advises: “Fashion and functionality are keys. We will continue to update our existing products with design changes to follow market trends, as well as add complementary accessories to increase market share in our category.”

BAMBRELLA Gary Ecoff, president of Bambrella (Deerfield Beach, Florida), confirms a common theme in the shade industry—namely that cantilevers continue to perform well. Specifically, Ecoff sees continued growth on the commercial side. “We now have 12 different options among four designs in both natural bamboo and aluminum materials with a new design being launched later this year,” he says. For dealers who wish to explore Bambrella products, Ecoff requires a “small minimum” purchase to ensure there is a “fair” representation of the line. “Any category or line needs to have a meaningful presence on a retail floor to be successful; otherwise, it looks like an afterthought and unimportan t,” he explains. “We encourage our retailers to concentrate on their floor display and use our inventory for backup until they have a comfort level with what will perform best in their market. We can generally ship in three days, which helps this program.” When dealers have data to properly assess demand, they can add inventory accordingly. Most of that inventory is aimed at the “middle of the market” which adds up to better value over competitors. “Some of the product lines in the market are priced two and three times as much to get the same level of performance as what we offer,” Ecoff says. “Our mission has always been to provide the strongest umbrellas on the market, but at a medium price point.” As the name suggests, Bambrella

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offers a combination of natural solid laminated bamboo materials (used in the Levante and Sirocco series umbrellas) with the strength and durability of bamboo and aluminum collections. For increasingly environmentally conscious consumers, Ecoff adds: “Sustainability is becoming more and more important in the world, and bamboo is one of the most, if not the most, sustainable natural products. It has the tensile strength of steel, yet maintains its flexibility, making it an ideal material for an umbrella. When you cut it down, six more grow in its place. I say, ‘Save a tree and buy a Bamboo umbrella.’” WOODLINE SHADE SOLUTIONS Woodline Shade Solutions Inc. (Champlain, New York) recently introduced its Bravura Centre Pole umbrella, which is a combination of anodized aluminum for the frame and eucalyptus wood for the upper and lower hub and finial. The product is part of a broad range of offerings for dealers who are looking to cover several aesthetic bases. “Our top sellers are our Safari Eucalyptus Wood Center Pole and our retractable Pavone Cantilever,” says Anita Ueckermann, United States business manager. “We’ve also seen an increase in demand for our Dual Post Papillon Shade System.” Offerings from Woodline come at a deliberate pace, primarily due to a company philosophy that val-

ues customer and dealer comments. “At Woodline Shade Solutions, we take new product development seriously,” Ueckermann says. “We launched our SkY dual post shade system in 2018, and we have listened to the feedback of our customers and reps, which will result in some product enhancements soon for the SkY.” Woodline designers are developing new products, from shade systems to base options, to add to for the 2020-2021 season. Dealers looking to try out the products can start small due to Woodline’s considerable infrastructure. “We have a dedicated distribution center where we can hold enough stock to satisfy customer demand,” Ueckermann says. “So we can handle any order quantity, and we do not require retailers to purchase minimum quantities.” Woodline’s products are made in South Africa, and Ueckermann maintains that the company reflects the resilience of the region. “Our product design and our people have a ‘never give up’ attitude,” she says. “Our product gets manufactured in South Africa, away from the mainstream suppliers, which makes us unique and proudly South African. Each umbrella has a story to tell, and the excitement it creates among our proud, hardworking employees every time a container leaves for the U.S., is priceless. We absolutely love what we do.”

VANCOUVER • ATLANTA • DALLAS • LAS VEGAS • CHICAGO residential | contract | hospitality

ratana.com

Circle Reader Service No. 23

1 866 919 1881

hearth retailer

Large linear fireplaces are hot sellers

Savvy Selling Physical retail thrives at J&O Fireplaces due to eye-popping hearth displays and stellar service. WRITTEN BY SHARON SANDERS

&O Fireplaces (Duncansville, Pennsylvania) is a self-proclaimed oldschool retailer, and proud of it. Its founders/owners Joe and Ola Panaro have managed to successfully merge the store’s long-time values with today’s fast-paced, demanding, instant-gratification retail world. “We do it our way, focusing on what’s most important to hearth customers of any generation,” Joe Panaro explains. The business started in 1976 as a small wood stove dealer operating out of the Panaro family’s home basement. It steadily grew with the changing market—today, J&O is an inseparable part of the fabric of its community. Anyone who lives in or near Duncansville has likely s een one of J&O’s logowrapped vans on a highway, city street or in a neighborhood driveway. The locally famous vehicles are the calling card of the dynamic business that has a reputation for service, professionalism and quality products. With lots of hard work, the Panaros have become one of the largest sellers of fireplaces, stoves, and hearth products in the Mid-Atlantic states. The store has fine-tu ned its product mix over the years, evolving from wood

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PHOTOGRAPHY BY CHUCK MEYERS

stoves to gas. “Gas is over 90 percent of our business today. People like gas because it’s a reliable heat source when power goes out in our harsh winters, but it’s also clean and pretty,” Panaro says. “We’ve had an excellent year with Travis Industries gas stoves, and our gas insert business has taken off—selling 10 to every set of logs.” One of J& O’s top-selling products over the past few years has been full-view fireplaces, especially those that are designed with an arch. “We have an unbelievable display of arched fireplaces from Mendota that we can hardly keep in stock.” Linear units have also become extremely popular—the bigger the better. “They’ve really taken off for some reason. I recently sold a 6-foot model to a homeowner.” J&O’s 6,00 0-square-foot, two-story showroom is its crown jewel. The sales floor is spotless and meticulously merchandised with 52 live-burning displays designed to inspire shoppers from all walks of life, from millennials to baby boomers. “The first thing people shop is your shop, so it has to impress. Our showroom is a dream for customers wanting to touch, see and feel the warmth

Burning displays offer inspiration Joe Panaro and Buster

fire by selling something that’s going to be a problem. I’d rather sell people nothing at all than have it come back to haunt us.” Education is an inseparable part of the sales process that has always been a store priority. Panaro, a military veteran and former high school teacher of 35 years, says he’s learned that people (of all ages) like to be taught. “We have

A small-town store with a big presence

of a hearth,” Panaro says, adding that he carries some of the best brands in the industry, including Mendota, Travis Industries, Heat & Glo, Harman, Quadra-Fire, Vermont Castings, Napoleon and Blaze King.

“Our goal is satisfied customers, not just sales, so we only carry products that we can sell with confidence. Today, with social media, one unhappy customer can affect your bu siness— so we don’t want to throw fuel on the

a knowledgeable staff that knows our products inside and out, but we’ve taken it even one step further. We educate customers on the whole installation process, code compliance and everything that goes along with it.”

There are four TV monitors running continuously in the store that show real-life fireplace installations happening in sequence. “People are fascinated. It’s a great conversation starter and helps customers understand the steps that lie ahead. It also gives them confidence that we are experts at what we do.” SERVICE SELLS The biggest driver of J&O’s business is service, and the store has built a tremendous customer base just on service alone. “Selling products is easy; it’s the follow-up that builds relationships, and that’s where we excel,” Panaro says. “After a sale, chances are pretty good th at we will have a customer for life. Service sets us apart from the internet, where the relationship stops at the sale.” Customers always know what to expect when the store’s expert installation team shows up at their home in one of J&O’s recognizable vans, dressed in a company uniform and with a smile. Panaro personally calls every customer afterward to ensure they’re satisfied with all the details. “T he little touches matter. People tell me all the time that they appreciate our follow-up calls because no one does it anymore.” The store even sends out Christmas cards as another way to say thank you and continue nurturing a relationship that could last for generations. Customers are encouraged to

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hearth retailer

J&O’s signature service van

schedule regular service for their hearth products, and when they inevitably need to replace or update a part, it’s usually a quick fix. J&O maintains a large inventory of parts in its 8,000squrare-foot warehouse, which is a must to provide timely service. “If someone’s fireplace needs a part, we almost always have it on hand. No one wants to wait three to four weeks—in most cases, we are able to fix anything within days.”

Panaro explains that because more and more people are buying fireplaces on the internet, he is seeing a surge in service and warranty requests from non-customers. “We’d love to help them, but we give priority to people who buy products from our store. It’s almost getting to a point that if we don’t sell it, we don’t service it. We sell hundreds of fireplaces a year; multiply that by 42 years, and that’s a lot of our own customers to take care of first.”

SPREADING THE WORD Without exception, J&O’s best advertising is satisfied customers. “That is why we focus up front on good products and service—the referrals come naturally after that.” When it comes to strategic forms of advertising, Panaro has seen a major shift. “The public is demanding, so you have to change tactics when the consumer market changes. I’ve been in this business for decades and have had to change my ways many times to appease customers.” J&O has stepped up its social media presence significantly with Facebook and maintains a strong web page. It also gets good results from television spots that run from Labor Day to New Year’s Day. Old-school tactics like passing out literature at local events and home shows still bring in new customers. All of the flyers are color coded to indicate where they were distributed, based on the color ink. “I use the color coding as a yardstick to determine where we should spend our efforts next year based on the number of flyers that were returned to the store. It’s not a high-tech way of tracking, but it

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works.” He adds that all of the advertising tactics work perfectly together. “If we leave anything out, there is a void.” Panaro is always looking for ways to make shopping and decision making easier for customers. He is currently working with a software designer to create a computer program that will allow customers to build and customize their own fireplaces using a computer in the showroom. The idea came to him when he was ordering a hoagie using a computer kiosk at a local convenience store. “Pe ople like to have the ability to customize, whether it’s a sandwich or a fireplace, so I have a good feeling that it will be a popular addition to our services.” As the marketplace continues to evolve, J&O Fireplaces is committed to staying in touch with its customers and giving them what they want. Panaro adds: “People talk, and I want them to say good things about J&O. They don’t ask what brand a fireplace is; they ask their friends where they bought it. That is why it’s so important to maintain our reputation as a specialty hearth dealer they can trust.”

Circle Reader Service No. 27

outdoor grilling

Two stores, each with 5,000 square feet of merchandise, carry over 25 grill brands

BigTexasBBQ Texas Star Grill Shop dominates the Houston barbecue market with a colossal inventory and personable service. WRITTEN BY MAURA KELLER PHOTOGRAPHY BY MATHEW ROOD

The team of barbecue experts at Texas Star Grill Shop

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hen you think of Texas, what comes to mind? Wideopen landscapes? Certainly. Cowboys? Obviously. How about perfectly seared branded steaks and other barbecue delights on state-of-the-art grills? Definitely! In the Lone Star State, grilling comes second nature to residents and that’s why the Texas Star Grill Shop has worked hard to become Houston’s grill headquarters. The retail store features a wide variety of c harcoal grills, wood pellet grills, ceramic grills, and an array of outdoor kitchen components that have Houstonians coming back for more. The company also boasts an extensive selection of spices, rubs, barbecue tools, wood chunks, pellets, lump charcoal, and logs to complete any grilling station. Rick Martin, owner of Texas Star Grill Shop, notes that Texas Star Foods was created in August 2001 as a sales and marketing company, primarily selling grocery products to Houston-area grocery stores. But while on vacation in Oregon in August 2007, Martin discovered the Traeger Wood Pellet Grill and the rest, as they say, is history. “We were intrigued with this technology and ended up purchasing a truckload from Traeger in December 2007,” Martin says. “Our intention was to sell these pellet grills to the gro-

Customers regularly return to the store for grilling tips, as well as barbecue supplies, spices, and restaurant-quality meat

Texas Star Grill Shop will open its third store in 2020

cery stores in the Houston area.” However, this plan was not as easy as Martin had anticipated and the company eventually sold the remaining Traeger Wood Pellet Grills through various home and garden shows, as well as out of the company’s warehouse, online via the company’s website, and through eBay. “As business grew, we ended up eventually being a Traeger distributor for Houston and then later for the entire state of Texas,” Martin says. Because of the growing interest in these state-ofthe-art grills, in November 2012, Martin opened Texas Star Grill Shop. Initially a very small store with a small footprint, Texas Star Grill Shop focused on showcasing three key grill brands: Weber, Kamado Joe, and Traeger. “Over time, we realized our grill store was in conflict with Traeger distribution, so we moved out of this business to focus on our retail business,” Martin says. “In November 2016, we opened our second store in the Houston area.” Fast-forward four years and now the company carries over 25 grill brands and has expanded both grill stores to approximately 5,000 square feet of retail space. And better yet, the company plans to open its third location in 2020. Of the 25 grill brands the company carries, the Traeger brand continues to outperform the others and be the number one seller at Texas Star Grill Shop. “We have such a large infrastructure around this business,” Martin explains. “We purchase wood pellets by the truckload and also have a big business with Green Mountain pellet grills, the local Houston company Pitts & Spitts wood pellet grills, and higher-end Memphis wood pellet grills.” While the retail sales of grills have contributed to the company’s success in a myriad of ways, Martin and his team decided to expand the retail store’s product offerings to include fresh Akaushi Wagyu Beef. “The beef we sell is fresh, never frozen,” Martin says. “We sell this at our cost to just create more volume and activity in the store.” Offering this unique product line has resulted in expanded clientele. In Houston, the company’s largest seller is Akaushi Brisket and they also sell Akaushi Prime Rib for the holidays. “Beyond the grill sales and beef orders, some additional best-sellers include butcher paper for wrapping briskets, Fogo premium lump charcoal, spice rubs such as Hardcore Carnivore, ThermoPop instant read

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outdoor grilling

Rick Martin

thermometers, and a cool cold smoker called UFO cold smoker, which is a product created in New Zealand,” Martin says. The company has also experienced a surge in outdoor kitchen components and accessories, as outdoor kitchens continue to be popular and new housing

developments now plumb for water and gas for potential outdoor kitchen environs. With the plethora of “how to” videos on YouTube, today’s consumer is not afraid of coo king or experimenting with cooking more things, and seeking advice when needed, Martin notes. “The con-

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sumer is also looking for some expertise in the store—someone to provide ideas on how to cook and tricks of the trade for obtaining more smoked flavor,” Martin says. “I believe what makes us different than most companies selling grills is that we have captured the soul of the business. This makes us a r egular stop for barbecue supplies, spices, meat, and advice.” In order to appeal to a broad consumer base, Martin and his team stay abreast of the trends facing the grilling industry to provide not only exceptional products, but also the know-how to make sure those products deliver the best outcomes for consumers. “Everything is evolving to the ‘smoked flavor,’” he says. “Thanks to technology and Wi-Fi, t he wood pellet grills have continued to boom. And ceramic grills also continue to be a big deal as they have also tapped into the ease of smoking and maintaining temperature for long periods of time.” And while the Texas market for “all things grilling” continues to be an exceptional growth market for the industry, Martin is seeing other market growth in the areas of outdoor kitchens. “People also want a quality grill that can cook great food,” Martin says. “The grill purchase dollars seem to be continually increasing as people look for grills that will last and cook better food.” So, after being in the industry for nearly two decades, what drives Martin to continue to expand his company’s proverbial horizons? “The most rewarding thing about this industry is working with happy customers that are havin g fun entertaining by cooking great food for their friends and family,” Martin says. “Their excitement carries us through our day and regenerates our love for grilling.” What’s more, Martin believes the future looks great as long as the industry keeps changing and adapting to give the customer what they want. “We also have to keep tapped into the soul of the experience. And I think we also have to offer low prices. The ‘expensive’ grill store is not a model that can work with so many prices, coupons, discounts, and other services offered by online retailers,” Martin says. For this reason, Texas Star Grill Shop tries to buy “big” and deliver most of the customer orders to the company’s warehouse. And while Texas Star Grill Shop has earned a name for itself throughout the Houston region, the company has do ne its fair share of marketing. For example, in the past they have used Houston Sports Talk to find new customers. “This has been effective, but with the advent of podcasts and the ability to listen to more content through your phone, we have started to change,” Martin says. “We are now using a company to mostly advertise using digital. We are targeting people that are interested in grilling and we target the se customers through banner display ads, search, and now streaming television.” This new strategy seems to have been a very effective way to market the store and the company’s accelerated sales have reflected these efforts. “Our goal in any customer transaction is also to make the experience so good that they will talk about us,” Martin says. “Word-of-mouth marketing has always been our number one w ay of attracting new customers.”

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showroom showcase

Retail giant Watson’s delivers experiential shopping and outstanding customer service – qualities usually found only at smaller stores. BY KIMBERLY RODGERS PHOTOGRAPHY BY RON ALVEY

Specialty Superstore W

hile Cincinnati-based Watson’s may be one of the largest home furnishings and recreational products retailers in the United States, it does not operate like most superstores. In fact, Watson’s customers encounter exceptional customer service and a vast selection of high-end quality products at a superior value—advantages usually not found at a retailer of its size and scope. “What we talk about most and what is at the very top of our business model is user experience. We want the customer to feel like they are in a smaller specialty store,” says CEO Erik Mueller. Yet, he adds, “When people walk in the door, we want them to have that wow factor and to know they can find something here.” Indeed, it is not hard for customers to experience that wow factor and to find a product to complete their home wish list s ince Watson’s selection is truly amazing. Categories include indoor furniture, outdoor furnishings (including grills/firepits/accessories), above ground pools, and spas. In addition, the game and recreation segment offers everything an active family desires, such as billiard tables, shuffleboard, poker/game tables, arcade games, foosball, ping-pong tables, and dartboards. Certainly, the company is a hig h-volume retailer. However, Watson’s is not about commoditizing home furnishings and product, Mueller notes. Rather, in this era of 24/7 technology, time becomes the most valuable commodity for everyone. “When people do have periods to get away from the daily stresses of life at home, our focus is to supply product that helps them have a positive impact on their lives.” Whether it’s soaking in a hot tu b, playing a game of billiards with the family, or gathering around a firepit while relaxing on comfortable furniture, Watson’s helps enhance these moments. “We want the time people do have to be enjoyable and stress-free by providing quality products that are the right fit for their

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Cozy vignettes make shoppers feel like they are walking through a smaller specialty retail store

Watson’s customers are amazed by the store’s vast selection of high-quality home furnishings and recreational products

needs. This is what motivates us and what our company is all about,” Mueller says. Product diversity is abundant at Watson’s and no one category represents more than 25% of the company’s sales volume. This has grown substantially since the company was originally founded as a distribution business by Bill Watson in 1968. Then he started to sell wood stoves, above ground pools, and some home recreational products in a single store in downtown Cincinnati. In 1984, Jim Kathmann and Don Oeters bought the business. Mueller, who is Kathmann’s son, joined the company in 1991 and purchased it in 2007. “When Jim and Don bought Watson’s, it was a standard business, but they took it to greater heights and grew the company substantially,” Mueller says. New locations, franchises and more categories were added through the economic boom of the 1990s. “Jim and Don elevated the sales and customer service side of the business and laid down some core principles, which remain in place today.” PRODUCT FOCUS About five years before he purchased Watson’s, Mueller pushed to expand the store’s product categories, including a broader reach into outdoor furniture and accessories. Already wellknown as a traditional pool and spa sto re, his goal was to spread the retailer’s wings beyond that segment and reinvent the Watson’s brand. “We spent a lot of time, money, and energy on product to become more of a home furnishings and recreational products store.” Under the outdoor category, the company represents many vendors including Tropitone, Patio Renaissance, Hanamint, Chicago Wicker, Lloyd Flanders, and Plank & Hide, which was founded by Mueller in 2013. “We are always looking for vendor partners that are innovative and creative and also understand the Watson’s business model,” he says. Mueller notes that goods made in the U.S. have been experiencing solid growth over the last 36 months. “Our domestic suppliers are wonderful partners, and we are seeing great results.” On the import side, the company continually looks for vendors that do not simply focus on commoditized product, but instead bring an innovative approach in design and style. In fact,

Watson’s helps customers’ dreams for their homes come to life by offering quality products at the lowest prices

In recent years, Watson’s has made a further expansion into the outdoor category

The 100,000square-foot flagship store in Cincinnati

he adds, “Bringing fresh, on-trend product to the casual industry was my inspiration to start Plank & Hide.” Along with an extraordinary product selection, an important component of Watson’s business model is to

offer the lowest price, in the U.S., of any item the company sells. As a highv olume retailer, the company buys competitively from manufacturers and passes the savings to the consumer. “We put a lot of effort into

our merchandising mix to make sure we are buying right,” Mueller says. “Then we can offer that value to the consumer.” In the rare instances that a shopper does find a lower cost, Watson’s will match the price. “Part

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showroom showcase

The indoor furniture segment is growing

of our magic is that we are able to sell consumers a better-quality product at a phenomenal value.” Today, there are 21 locations, which include Watson’s corporate stores, branded franchises, non-branded franchises and accessory outlets. Stores are designed to appeal to all shoppers and to become a retail destination for every

member of the family, whether they are looking to furnish a man cave, she shed, or play space. “We want everyone to walk in and to dream about how the y can furnish different spaces in their homes,” Mueller says. Watson’s 100,000-square-foot flagship store in Cincinnati has taken this concept to another level. The store

underwent a massive remodel in 2016, doubling its square footage. The space was basically rebuilt from scratch and remained open during the 2and-a-half year construction process. A grand opening was held on Memorial Day weekend 2018. The additional space accommodates the gro wing indoor furnishings segment. To spread its message, Watson’s has a diverse marketing mix. It is one of the largest television advertisers in each city in which it has a store. An inhouse team directs all marketing efforts, including a strong presence on social media platforms. Mueller still writes copy for every commercial. In the last decade, a considerable amount of effort and money has been spent on increasing the production value of commercial spots. “This has enabled us to effectively communicate our brand change to the consumer.” Along with a focus on product, customer service remains at the top of

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Watson’s standard operating procedure. To that end, all sales professionals receive extensive, multi-year education until they are eventually cross-trained to sell every product. In addition, all stores have in-house service and delivery departments, which allow control over the entire transaction and customer experience. With very little employee turnover, Mueller says, “I like to think we put our employees first and treat them right; then they, in turn, put our customers first.” The Watson’s formula has certainly proven to be a successful one—the average customer who buys one item returns to buy five major products over the next seven to nine years, Mueller says. He sees the frustration, uninspired products, and lackluster customer service shoppers experience at mass merchants as an opportunity. “What we really want to do is to have beautiful, unique products, inviting vignettes, and experiences that customers can get excited about. Watson’s has a very unique business model. There are not a lot of other businesses doing what we are doing.”

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TROPITONE.COM

sales@tropitone.com

Modular

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as i see it

prime partner

Phoenix strap dining and fire table (Black with Crimson panels)

Gensun thrives on helping specialty retailers shine while making sure customers enjoy resort-style living at home. BY SHARON SANDERS

Jan Trinkley

Treviso deep seating (Mink with Graphite woven)

potential. Gensun’s kitchens have beautiful cabinet and door designs, and they are quick and economical to install in almost any space of any size.

Gensun (Rancho Cucamonga, California)

always has the specialty retailer on its mind. As a leading player in the outdoor living industry, the awardwinning company believes that the best way to be successful in today’s retail marketplace is to be a retailer’s manufacturer—doing what it takes to be a strong business partner. From a growing lineup of diverse products to a new one-week shipping program and increased warehouse support, Gensun is looking to make life easier and more profitable for its customers across North America. Patio & Hearth Products Report recently sat down with Jan Trinkley, president and director of marketing and sales, to take a closer look at how the company is looking to the future with optimism while resolving to be a brand that consumers love and specialty retailers want to sell.

What do you see as your biggest successes over the past few years? Trinkley: Gensun started out in 2001 as a cast aluminum furniture manufacturer, when cast aluminum was at the peak of its popularity. As the outdoor room has grown and matured, so has Gensun. What’s popular today is mixing materials to create interesting, design-focused looks with extruded aluminum, cast aluminum, wov ens, rope materials, woods and faux wood. Gensun has taken this trend and run with it— with much success. We’ve also expanded our product offerings to include much more than just furniture. We have an extensive selection of firepits that are surging in popularity. Outdoor fire is big because it adds ambiance and brings people together to relax and have conversation. Outdoor kitchens are an emerging growth category with tremendous

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What is the company’s niche in the outdoor furniture/kitchen space? Trinkley: Not only is Gensun one of very few companies that offers everything for the outdoor room—from furniture and fire tables to kitchens and accessories—we are the only company that manufactures everything under one roof. Having our own factory comes with many benefits, which includes giving specialty retailers the ability to mix a variety of different products in one order and, for convenience, it’s all delivered the same time in the same truck. From a design standpoint, building everything in one place makes it easy for consumers to coordinate designs, colors and frame f inishes to create a cohesive, stylish outdoor space. What Gensun outdoor furniture collections/ pieces are you most excited about for 2020? Trinkley: We introduced our new

Treviso collection at the Chicago Market last year, and it has created quite a buzz. The collection beautifully combines extruded aluminum, cast aluminum, and outdoor wicker. It is extremely comfortable because it features cushions made with a material called Angel Hair that sits and feels heavenly—just like indoor down-filled cushions. We took it one step further and enhanced the cushion design by adding channels to keep the Angel Hair from settling, which means it doesn’t need to be re-fluffed frequently like traditional down cushions. Treviso is a full collection that includes dining, balcony, bar, deep seating, a chaise lounge, and ottoman. Like all of our furniture, it also has built-in ergonomic comfort with a curved back design and angled seats. What Gensun outdoor kitchen offerings do you think will resonate with specialty retailers this year? Trinkley: Gensun is known for its high-quality products and attention to detail. In 2020, we are walking the talk by supporting all of our kitchen

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as i see it

Paradise grill and seating island (Midnight Gold with Truffle embellishment)

frames, cabinet fascia panels, and unique cast aluminum countertops with a full lifetime warranty. There are so many choices out there and we want people to feel confident that—if they choose us—they are getting product with outstanding quality that’s backed up by a promise they can believe in no matter what happens. How is Gensun stepping up to the plate to help specialty retailers grow their businesses? Trinkley: We understand retailers’ concerns when it comes to inventory risk—they simply don’t want to get stuck with unsold product at the end of

the season. Many retailers are even downsizing their warehouses because they can be more profitable by bringing in furniture on an as-needed basis. As a manufacturer, we want to help, so we have started stocking a substantial amount of furniture in our California warehouse (until retailers need it) to help absor b some of that risk. In conjunction, we have launched a One-Week Quick Ship program this year for products that don’t require fabric. This includes our cast aluminum dining, bar and balcony seating, woven seating, tables, fire tables and kitchens. Customers who order cushion and sling furniture will have over 1,000 fab-

rics to choose from and furniture can be shipped in three weeks or less. To make selling easier, we’ve pro duced some beautiful videos featuring our kitchens, fire tables and furniture. We’re encouraging retailers to run the videos on their showroom floors, feature them on their websites or even show customers on their cell phones. We are really trying to support specialty retailers by giving them the tools they need to show more products without sacrificing valuable floor space. What do you think 2020 holds for the outdoor living i ndustry? Trinkley: The forecast for growth in the industry is about 4%, and I believe this is even on the low side because the economy is good, people are working, and discretionary income is good. The outdoor room has become one of the top rooms where consumers are willing to spend their money. I believe consumers are looking to invest in more quality outdoor products than they have in the past. Many people have already made the mistake of purchasing inexpensive furniture that didn’t last more than a few seasons, so they are ready to

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take the next step. This dynamic is going to give the specialty industry a boost. What is Gensun’s biggest challenge and opportunity for 2020 and beyond? Trinkley: The biggest opportunity for Gensun and its retailers is satisfying consumers’ desire for quality outdoor furniture. The public has many locations and choices for low-price products but are having difficulty finding quality. I believe this is why companies like Restoration Hardware and Frontgate, along with others, are doing well—people shop these retailers for their reputation and quality, not price. In addition, many middle- to highend indoor furniture manufacturers, like Bernhardt, are entering the outdoor market because they see the potential. Summer Classics and Brown Jordan are even opening their own stores. There is no denying that consumers want quality, so our goal is to get them into specialty patio stores so they can see all the options that are available to create a dream outdoor space that will last.

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my turn C.R. Plastic Products’ eco-friendly designs are popular with customers seeking to reduce their household carbon footprint. BY MAURA KELLER

Armchairs from the new Tofino collection (cushions in Cast Lagoon and throw pillows in Array Caribbean)

Upright Adirondack chair in turquoise

GoingGreen Turn on the television or

open an online news site, and you would be hard-pressed not to find information on “going green.” The green movement has touched a myriad of consumer segments and captured the attention of consumers. And the outdoor furniture industry is no exception. Faced with environmental concerns by consumers, companies are embracing environmentally friendly initiatives more than ever before. One key leader in the environmentally conscious outdoor furniture market is manufacturer C.R. Plastic Products (Stratford, Ontario). In 1994, two Canadian environmentalists, Jamie Bailey and Trudie Wiseman, turned their passion for sustainable living into creating a proprietary extruded recycled plastic lumber product that could be used to construct durable, sustainable, and desirable outdoor furnishings. “Their vision was to develop a superior outdoor product while, at the same time, diverting millions of pounds of plastics

from landfills, lakes, and oceans,” says Meaghan Robinson, director of sales and marketing at C.R. Plastic Products. As Robinson explains, the evolution of the recycled plastic category has been incredible. What was once a small, almost niche, part of the outdoor furniture industry has grown considerably and continues to grow every year. “Our product lines have evolved greatly over the past several years. We started in the industry focusing primarily on Adirondack chairs, and now we see the greatest potential and growth in products like dining sets, pub/bar seating and deep seating collections.” C.R. Plastic Products’ key product characteristics are sustainability, elevated design, and superior quality and longevity. Currently, the company’s best-selling flagship products include the much-celebrated Adirondack chairs. As Robinson notes, these chairs are the ultimate in comfort, and have a unique fit and finish that’s made possi-

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ble by the company’s vertically integrated manufacturing process. “They have a timeless design and, of course, boast our 25-year limited warranty—like all of our outdoor products.” One of C.R. Plastic Products’ best new products is the Tofino collection—a deep seating collection for 2020. Since its introduction, the collection has received accolades aplenty from customers. The collection is simple, sleek, contemporary and is entirely modular so customers can customize the set depending on their outdoor space. “What I love about it is the versatility both in design and functionality,” Robinson says. “Depending on the frame and color combination, it can look coastal and waterfront ready while, at the same time, it can also take on a simple, traditional look just by changing up the colors.” AT ITS CORE So how exactly is recycled plastic transformed into beautiful, functional and

sustainable outdoor furnishings that consumers are embracing like never before? C.R. Plastic Products takes high density (HDPE) plastic—which can be found in bottle caps, milk jugs, and orange juice containers—grinds it up, and blends it together with a pigment. After the mixture is melted, it is poured into in-house molds to form durable plastic lumber. The result: Environmentally conscious, sustainable outdoor furniture. In addition to embracing the green movement, C.R. Plastic Products works hard to meet the design and functionality interests of today’s consumers. The company recognizes that consumers are looking for a real designer feel while having all the functionality and longevity of recycled plastic furniture. “We are excited to launch this product as well as develop other new deep seating collections with innovative designs to fit these growing co nsumer needs and expectations,” Robinson says.

Circle Reader Service No. 41

my turn C.R. Plastic Products also offers a fabulous lineup of pub chairs and tables, and the company recently released new counter-height products for 2020. This is in response to the tremendous growth that the C.R. Plastic Products team has seen in this casual seating category. “We expect customers to continue to gravitate toward these products because of our bright colors, functional designs and highly durable qualities,” Robinson says. “These products are great for commercial use as well.” FOCUSED ON THE FUTURE The C.R. Plastic Products team is seeing a huge trend toward consumers wanting to purchase products that are sustainable, good for the environment and North American made. Today’s environmentally focused outdoor furnishings appeal to consumers’ increased need for sustainable living. According to Robinson, people want to know where and what their products are made of now. With the prevalence and urgency of climate-related issues, sustainable products and companies are top of mind

for consumers. “In addition to the sustainability movement, North American made and highquality product design are also extremely important to consumers,” Robinson says. “People want their outdoor furniture to have lasting designs and be of the highest quality, so they aren’t repurchasing outdoor furniture every few years.” Today’s consumers are also seeking an elevated aesthetic so that their indoor spaces transition seamlessly into their outdoor spaces. And because the concept of “staycation” is here to stay, consumers are investing in the design aesthetic and functionality of their outdoor spaces. “People want to invest in their outdoor spaces so that they can truly enjoy and relax in the best parts of their home with friends and family for many years,” Robinson says. Within the casual industry, Robinson loves the creativity, the excitement, and the openness and appreciation of women leadership in the casual industry. “The casual industry has grown so quickly and has helped redefine what it means to

Harvest bar table in new two-tone light gray/slate gray with C23 bar stools (white)

design one’s outdoor space,” she says. “The fluidity in design and expectation from consumers to have their outdoor space reflect their indoor space has changed the casual industry landscape, and that has a lot to do with women leadership. There is a lot of excitement and energy around outdoor right now, and I’m eager to be a part of how transformative women leadership will continue to drive growth in the category through innovation and creative design.” In addition to an evolved product

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lineup, C.R. Plastic Products has also transformed as a company and a culture over the past 25 years. “What started out as a compassionate goal to save the environment has evolved into the pursuit of sustainable innovation in the outdoor category,” Robinson says. “We are focused on developing new and innovative ways to create sustainable o utdoor furniture, connect people to the environment and the outdoors, and exceed customer product expectations in an ever-changing marketplace.”

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product innovation

Legacy TrueView from Heatilator

FutureOnFire A

s Heatilator celebrates the 25th anniversary of the Novus, the number-one-selling gas fireplace of all time, continues to move forward with new technologies and innovations to provide the most dependable, efficient, and beautiful hearth products available today. Founded in Syracuse, New York, and now based in Mount Pleasant, Iowa, Heatilator is the original hearth brand of Hearth & Home Technologies (Lakeville, Minnesota). Novus’ unique chassis design makes it a homebuilder favorite since it fits tight in corner installations without taking up valuable floor space. “This enables Novus to fit into almost any lifestyle and space,” says Jeni Forman, senior vice president of marketing at Hearth & Home Technologies. Several optional fronts let the Novus complement a range of diffe rent new home styles and finishes. Forman notes that Novus has been able to maintain its momentum with builders through exceptional product development efforts and Heatilator’s ability to respond to evolving customer preferences, including the user’s ability to control the fireplace. For example, in 1995 when Novus was introduced, it was revolutionary to have an on/off wall switch. This progressed to a simple remote control, followed by a multifeatured remote, and then to touch-screen control. Control of all aspects of the flame and lights through smart-home automation is the next step in consumer ease. Consumer research indicates that 7 out of 10 homebuyers say a fireplace is essential to a home’s design. Buyers want all the traditional benefits of a fireplace, but they also want the convenienc e of new technologies. To meet this need, HHT will be launching the IntelliFire app—one of the hearth

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Hearth & Home Technologies continues to ignite the industry with exciting new innovations. BY KIMBERLY RODGERS

Crave Series from Heatilator

industry’s first remote-access fireplace apps usable with an Apple iOS or Android personal device. “The IntelliFire app provides smart control for the way we live,” Forman says. “It allows users to monitor their fire from anywhere or have a warm and cozy hearth ready when walking in the door.” Compatible with Amazon Alexa and Google Assistant, the app

will also allow users to control the fire with the sound of a voice. In addition to Heatilator, the IntelliFire app will be available in the gas products of HHT’s other brands, including: Heat & Glo, Majestic, Quadra-Fire, and Vermont Castings. Today, Heatilator is the most recognized brand by homebuilders in the industry, and HHT continues

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product innovation

Foundation Series from Heat & Glo

to innovate to provide more options for homebuyers. Case in point: The Legacy TrueView Series is the first horizontally vented gas fireplace without a glass front. A true game-changer, Legacy enables buyers to enjoy an open-hearth experience in the comfort of their homes while at the same time allowing easy installation for a builder or contractor. With mild heat output, L egacy can be comfortably enjoyed year-round, and a television can be safely installed just 12 inches above the opening without a mantel. Legacy includes WhisperTone technology. This innovation provides the ability to terminate the unit horizontally for location flexibility and has an automatic damper that stops air movement when the fireplace is off, preventing cold air from coming into the home. MODERN IS HERE TO STAY Forman believes that contemporary, linear fireplaces have transformed from a trend to a core product segment that is here to stay and continues to outpace growth in traditional fireplaces. In order to meet this need, HHT’s Heat & Glo (Lakeville, Minnesota) is positioning to grow its modern offering with the addition of the brand’s Foundation Series. “The Foundation Series is a perfect example of our ability to deliver the wants and needs of the most discerning customer segment—luxury homeowners,” Forman says. “Consumers are looking for modern designs with big, bold flames that elevate the senses while providing a clear view of a beautiful fire.” She adds that the architects and designers who work with these sophisticated customers have prompted Heat & Glo to enhance the Foundation series with bay and pier options. Furthermore, modern, linear

in entry level housing starts requiring lower price points on hearth options, and local/state government bans on natural gas in some markets. HHT is experiencing significant growth in electric fireplaces and, as a result, has repositioned its SimpliFire line of electric fireplaces as a standalone brand. “We now have a dedicated team to accelerate product improvement and development in response to this growing segment,” Forman says. SimpliFire’s best-selling electric designs are built-in units, giving hearth retailers the opportunity to

Novus from Heatilator

design isn’t just for the upper end of the market. Forman notes that even the largest production builders now offer their buyers an option to choose between a traditional or linear fireplace. “And that’s at the entry home level, so several of our brands offer smaller, more cost-effective linear models to meet this need.” One of the main challenges to modern design is that the clean, nogrills, no exterior metal look that consumers prefer traps heat inside the firebox and elevates wall temperatures. This becomes a design issue when homeowners want to put a television above the fireplace. Fortunately, HHT provides multiple options to move the heat in the room to another room, or outside entirely. Forman adds, “It is very important when specialty hearth retailers quote linear fireplaces that they understand if the homeowner intends to put a TV above it so the right heat management solution can be recommended.” Electric fireplaces are another exciting growth segment for the hearth industry. Many market forces are driving electric growth, including: More attached housing construction which limits venting capability, the increase

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still provide installation expertise to their customers, even though gas piping and venting aren’t involved. MEETING CONSUMER DEMAND Safety, energy efficiency, and ease-ofuse are key selling points for hearth buyers, who continue to become more sophisticated in their research and purchasing decisions of firepl aces. “Safety has always been a big priority for customers and, as an industry leader, Hearth & Home Technologies has made safety in our products the top consideration,” Forman says. In many cases, she adds, HHT products not only meet but exceed industry standards. For example, with the IntelliFire app for smart devices, consumers will be able to monitor their hearth appliance from anywhere, checking to see if it was left on accidentally. “For the consumer, this sense of comfort will go a long way toward customer satisfaction.” In wood and pellet products, HHT continues to work toward meeting and exceeding the new Environmental Protection Agency New Source Performance Standard

(NSPS) Step 2 requirements. Forman says that between the Harman, Quadra-Fire, and Vermont Castings brands, there are more than 30 wood and pellet products already Step 2 certified. “The hearth industry will continue to see more regulatory demands for clean-burning wood and pellet hearth appliances through both national and local governments in the coming years,” Forman says. In addition to being clean burning, ease of use is another big selling point for wood and pellet stoves and inserts. For this reason, HHT continues to make advances on all its biomass products. This includes: EASY Touch Control in the Harman brand, which ensures ease-of-use, accurate temperatures, smart operation, and yearly savings; Automatic Combustion Control on Quadra-Fire for long wood burn times; and the convenience and easy-to-clean wood stoves in Vermont Castings. “Homeowners are expecting more, and we are delivering more products that are clean burning and easy to use every day,” Forman says. As consumers continue to become more educated and demanding, regulations and building codes tighten, and designers get more creative, hearth products will likely become even more sophisticated from a technology standpoint while still delivering ease of use to satisfy all stakeholders. This puts pressure on the last mile of the value chain—the hearth retailer or distributor who is face-to-face with the homebuilder or homeowner. Sales, installation, and service expertise are vital to customer satisfaction and is complicated by the fact that labor remains tight in almost every market. These realities are not lost on Forman. “Our trade partners are exceptional, and I can’t say enough about how much their professionalism and expertise enhance the perception of our brands with homeowners and homebuilders.” She adds that hearth retailers and distributors work long hours in tough weather conditions, and yet every day they are determined to put a smile on customers’ faces. “We have the best network of hearth retailers and distributors, and that is something we never take for granted. I want to personally say thank you to every one of our valued partners.”

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corporate profile

Grand Cay collection

OW Lee continues to invigorate the casual industry with beautiful new collections and innovative product features. BY KIMBERLY RODGERS

forever forward

OW Lee (Ontario, California) has done it once again. This respected industry leader of high-end outdoor furniture, firepits, and accessories made another significant impact at the 2019 Chicago Casual Market with several exciting introductions and updates for the 2020-2021 season. In new products, the stunning Belle Vie collection was received exceptionally well by show attendees, says Leisa Rogers McCollister, vice pr esident of marketing. “Many dealers have placed Belle Vie on their showroom floors, and we are already receiving special orders.” The aluminum collection is a classic, more traditional

OW Lee look. Its sophisticated style is reminiscent of 19th-century design popular among French aristocracy. With flowing lines in both the profile and back, Belle Vie has a distinct Art Nouveau flair that lives up to the translation of its French name—beautiful view. Another hit is the Grand Cay collection. Its eclectic look is inspired by the unique architecture of South Florida and the Caribbean, which is influenced by Dutch, British and French colonial styles. The aluminum collection combines traditional lines with distinct beach bungalow elements creating a casual but elegant

Basso chat height firepit

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feel. “Grand Cay is quite a versatile g roup,” McCollister says. Depending on how it’s styled, she notes, Grand Cay can project a South Florida, Caribbean Island look or transform to a more traditional feel or Chippendale style. “We are very pleased with the placement Grand Cay is receiving.” Both Belle Vie and Grand Cay are full-line offerings with dining, deep seating, and lounge options. In addition, the cushioned deep seating in both collect ions features OW Lee’s Plush Comfort and Sytex Seating Systems, which creates a superior level of comfort. Belle Vie and Grand Cay are available in 13 frame finishes and over 150 stock fabric options. As the popularity of outdoor fire products only continues to grow stronger, OW Lee has expanded options for the company’s Basso and Forma firepits to meet its customer’s needs. “To date, the response has been gr eat to the additions we have made,” McCollister says. First debuted in 2018, OW Lee is adding a larger rectangle option to the Forma firepit and a chat-height option to Basso. In a style reminiscent of a campfire, Basso features a classic yet modern bowl design. The new, taller 21” chat-

height now allows the propane tank to be housed inside the unit, eliminating the need for an exterior housing unit. The original size is also available (11.75”) which can be used with the OW Lee propane housing unit. “Because of this change, we have been selling quite a number of Basso units in the new height,” McCollister says. The Forma firepit features a sleek modern design and the new 25” x 65” size is a longer occasional height rectangle that complements sofas and larger sectionals. Forma is also available in a 35” square, and a 25” x 45” height. “The lower profile of the rectangular Forma aligns with the trend we are seeing of more linear, longer firepits,” McCollister says. Forma has an aluminum base and hearth that comes in any of OW Lee’s 13 frame finish colors. Like all other OW Lee firepits, Basso and Forma come ready to operate using liquid propane but can be converted to natural gas. Outdoor furniture utilizi ng porcelain is a trend that OW Lee recognized early on and brought to the outdoor casual industry several years ago, and the material is only gaining momentum in its lineup. McCollister says porcelain tile is

ideal for the company’s tabletops. “These pieces are very durable and impervious to the elements.” Furthermore, she adds, with so many styles and designs to choose from, the company is able to offer a variety of looks from contemporary and traditional. “Porcelain also gives us a chance to try out some more trendy styles,” McCollister says. Currently, 18 different porcelain tile options are available. “Porcelain-tile tables far outsell our cast aluminum and copper tabletops,” she says. “I only see this media growing bigger in the future.” SERVING RETAILERS Always looking for ways to better serve its retail partners and to help give them a competitive advantage, OW Lee announced the introduction of the Destinations Fabric Collection in June 2019. This stock fabric program features 37 Sunbrella Select fabrics and is available in limited distribution specifically for the specialty retail and design channels. The fabric

collection is inspired by the rich colors and vibrant patterns of world cultures and brings a totally unique look to outdoor furniture. “Our Destinations Fabric Collection offers the specialty and design markets some security in that Sunbrella has committed to not offering these fabrics to the mass market,” says McCollister, who adds that it can be an issue when a consumer walks into a specialty store and sees the same fabric pattern that a mass merchant carries. “The consumer does not see the bigger difference and wonders why the specialty retailer’s product is more money. With our Destinations fabrics, we can offer dealers some level of protection.” The Destinations program is supported by an extra-large fabric book with full swatches for each fabric. It joins the World of Color (the 2020/2021 book is in the works now) and Generations books to provide a good, better, best stock fabric story from OW Lee. In terms of future fabric trends, McCollister sees the desire for consumers to

have their outdoor space reflect the style of their home’s interior space. “Therefore, we see lots of textured neutrals and blues. In fact, textures are huge—the chunkier the better.” OW Lee recently expanded its cushion warranty from 2 to 5 years. McCollister notes that it took a lot of hard work from OW Lee’s research and development team to get the cushion quality to the level where the company felt comfortable offering the longer warranty. “We are proud to now offer one the best cushion warranties in the industry.” To enhance the ability of the enduser to visualize what a piece of furniture will look like, a new 3D modeling tool is currently in development, which will be available on the OW Lee website (www.owlee.com). The tool will allow consumers to view all angles of a chair in every finish offered and in any fabric from the World of Color book. In addition, the tool features an augmented reality element in which the camera from a cell phone can be used to view a 3D

model of a chair in a customer’s own space. “We are very excited about this development,” McCollister says. Family owned and operated since its founding in 1947, OW Lee is one of the most respected and high-end outdoor furniture manufacturers in the industry. Using only the highest quality materials and components, all products are made in the company’s Southern California production facility. Each piece is truly handcrafted with over 200 employees involved in the production of every product, ensuring superior quality control and durability. McCollister, a fourth-generation family member, is excited to do her part to help carry OW Lee into the future. She notes that each generation has elevated the company to a new level. Working with her brother, Paul Rogers, vice president of product development, she hopes to be able to do the same. “There is a greater sense of duty that I feel. I owe it to the family members before me to take what they gave in their blood, sweat, and tears and to make the company even better.”

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insight • the outdoor greatroom company Uptown firepit table

New burners from The Outdoor GreatRoom Company heat up backyard ambiance at the touch of a button. BY CHERISE FORNO

CozyUp

The Outdoor GreatRoom Company was born out of the

founder’s vision to develop a store where customers could find everything they needed for their outdoor space. In 2003, Dan Shimek started Fire Stone Home Products, which evolved and became The Outdoor GreatRoom Company in 2009 to better capture the mission of the business. “Dan’s vision was to create a company where the consumer could one-stop shop to create their outdoor room,” says Renee Schmitz, vice president of business development and marketing. The company’s first offerings of grills expanded rapidly to include indoor and outdoor fireplaces, firepit tables, pergolas, outdoor kitchens, and outdoor furniture collections. The company also focused on gas and electric products as its employees had expertise in these categories. “In working in the hearth channel, we also saw a need for indoor hearth products and expanded our offering in indoor electrics, gas inserts, and non-combustible mantels,” Schmitz says. During the last year, The Outdoor GreatRoom Company continued to focus on innovation with the redesign of its burner to develop the Crystal

Fire Plus line. The company’s improved Crystal Fire Plus burner line has been expanded to include multiple sizes; pr oducts for commercial applications; and added controls, options, and accessories. Eric Hawkinson, vice president of operations for The Outdoor GreatRoom Company, was part of discussions on changes to the ANSI Z21.97 2017 standard that was implemented in January, giving him insight

Edison round gas firepit table

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into the new requirements. “As our engineers were working on enhancements to our burners, they developed an amazing burner t hat meets the requirements to keep our outdoor gas burners listed,” Schmitz says. “With all gas products, safety is a high priority for us as we increase our product offerings. We believe meeting the ANSI standards gives the customer a burner that is safe with a great flame

and exceptional quality.” In response to an increased demand, The Outdoor GreatRoom Company expanded its fire table selection to incorpor ate the Crystal Fire Plus burner with the Denali Brew table. The design that evokes a brewery features a base constructed of corrugated metal and Douglas fir framing. “The Crystal Fire Plus 12 x 42-inch burner gives this table a great fire,” Schmitz says. “We

include a bottle opener to complete the industrial/brew trend.” The convenience of gas products is part of what has driven sales and growth in that category, and The Outdoor GreatRoom Company makes gas burners and fire tables a priority as it expands its products and features. “With gas fire tables and outdoor gas burners, the consumer can enjoy the fire with the push of a button,” Schmitz says. “They are also able to walk away feeling safe when they shut off the appliance. You can’t get that with wood-burning products.” The Outdoor GreatRoom Company also devoted considerable time and effort into developing a new material for its Havenwood fire tables. “Every handcrafted Everblend top is one-of-a-kind— variations in color, texture, and pattern will occur,” Schmitz says. “At half the weight of concrete yet extra durable, outdoor-rated Everblend is a modified concrete and offers a stunning look to last season after season.” Tables such as Key Largo and Uptown collections continue to be top sellers for The Outdoor GreatRoom, as well as the Cove—a Supercast concrete collection

that has experienced sustained popularity. Schmitz notes that the trend to bring the indoors outside remains strong and drives the company’s design process as they pay attention to indoor trends, as well as outdoor. “The Edison and Alcott are tables that bring the indoor trend outdoors as they have a very industry and farmhouse feel,” Schmitz says. “We channeled our ‘Chip and Joanna’ (from HGTV’s show “Fixer Upper”) in creating these tables.” In developing new products, The Outdoor GreatRoom has noticed that customers are seeking to fi nish their fire table or firepit with the same materials they use in their landscape. “Our most popular products would fit into the industrial, farmhouse, and contemporary fire tables,” she says. “Adding ready-tofinish bases and fireplaces to our line gives the customer or the landscaper one place to purchase all the products needed in custom projects. With the expansion of the Crystal Fire Plus burne rs, we offer the burners, burner inserts and plates and stock ready-to-finish firepits and fireplaces.” To keep up with increasing sales and to

Cove 30-inch gas firepit bowl

make high-quality products, the company has upgraded its manufacturing facilities. This includes continuing to increase the percentage of products they produce in the United States. “In the beginning, all our products were manufactured in China, but now about 50 percent are manufactured in Minnesota, and 50 percent in China,” Schmitz says. “I expect to see the percentage manufactured in the U.S. to continue to grow. Three years ago, we moved to a larger facility, so we have taken on manufacturing many of our products and see continued growth in our manufacturing capabilities.”

These increased facilities pairs with The Outdoor GreatRoom Company’s goal to expand its product offerings and marketing outreach with customers. “The Outdoor GreatRoom Company’s focus will be educating our existing customers and new customers on the ANSI standard and introduction of our Crystal Fire Plus burner program,” Schmitz says. “The outdoor fire category continues to grow, and we have challenged ourselves to not only increase sales but also improve and expand our manufacturing. It will be an exciting year for The Outdoor GreatRoom Company.”

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insight • dimplex

Ignite XLF74

faux fire

For more than four decades, Glen Dimplex Americas has blazed a trail in

North America, bringing high-quality electric fireplace products with realistic flames to consumers. “While electric fireplaces were popular in parts of Europe, this was a relatively unknown category here and the market was mostly gas and wood-burning products,” says Crystal Andrews, marketing channel manager wholesale for

Dimplex. “The public perception at that time was that electric fireplaces were artificial looking.” Dimplex fought against this view by using extensive research, modern technology, and innovative designs to craft electric fireplaces that captivated a new audience. With a well-established electric line, Glen Dimplex Americas is pushing the boundaries with new gas and wood introductions. These products are manufac-

Faber Buzz Portable outdoor fireplace

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Dimplex’s stylish electric fireplaces generate realistic flames minus messy ashes and costly heating bills. BY CHERISE FORNO

tured in facilities around the world, including North America, Europe, Asia, and Australia. “With a focus on research and development, we engineer innovative electric products with incredible realism that deliver outstanding performance, in terms of both aesthetics and function,” Andrews says. “As a company, we embrace the concept that all moments matter and, as such, focus on consumer experiences—their needs and wants—and market trends to deliver exceptional products.” As part of Glen Dimplex Group based in Dublin, Ireland, Glen Dimplex is the world’s largest manufacturer of electric heating products with a focus on pushing the envelope. These include creating patents for sophisticated flame and log set technologies that move the industry forward and appeal to designers and consumers alike. Patented technologies include Multi-Fire, Revillusion, and the Faber 5-Burner System. “We have introduced many patented technologies and are known to continually raise the bar in both the electric fireplace and heating categories,” Andrews says.

She notes that linear and built-in traditional fireplaces are extremely successful for Dimplex in today’s market. As people have higher expectations for their homes, no matter the size, linear fireplaces are in demand because they can be placed in small houses or condos and paired with items such as a flat-screen television. They can also be adeptly showcased in larger spaces. “Our linear fireplaces are incredibly popular for transitional and modern spaces, for both residential and commercial applications,” Andrews says. “The sleek, linear style creates stunning focal points in principal areas of the home and in welcome settings like lobbies and waiting rooms, with a modern appeal that people love.” Dimplex is releasing many new linear products such as its Opti-myst Linear, PLX Linear Series, and Ignite Linear Series. “We showcased an almost completely new lineup of linear fireplace products at HPBExpo,” she says. The Opti-myst Linear is a built-in electric fireplace available in 46”, 66”, and 86” lengths, boasting continued on page 77

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hpbexpo roundup

Hot Show

One S

pecialty hearth/grill retailers, manufacturers, distributors, and designers filled the exhibit halls of Ernest N. Morial Convention Center in New Orleans on March 11-14 for the 41st Hearth, Patio & Barbecue Expo. Compared to last year, total registration was down 22% and attendee registrations were down 16% due to the coronavirus pandemic, but that didn’t prevent this year’s event from being productive for all those who participated. As North America’s largest event dedicated to indooroutdoor living, HPBExpo gave attendees a peek at exciting new products, including home heating solutions, grills, barbecue accessories, fully equipped outdoor kitchens, casual furniture and accessories, firepits, and all-weather entertainment products. Known for its buzzing nightlife, delicious cuisine, and historic attractions, the Big Easy was the perfect place to gather with other knowledgeable and hard-working industry professionals. Pictured here are some of this year’s exhibitors who unveiled groundbreaking products and innovations that created quite a buzz. They are also loyal advertisers of Patio & Hearth Products Report. Thanks for supporting us and the industry!

Patio & Hearth Products Report Tony Ramos

HPBA Jack Goldman and Kelly Vandermark

RB Retail and Service Solutions Rick Brunori and Vince Kane

Kozy Heat From left: Heather Reasoner, Jim Hussong, and Hannah Hussong

Telescope Casual From left: Henry Vanderminden IV, Mathew Pisani, and Richie Weyershausen

Glen Dimplex America Joe Holguin and Bert Magladry

Napoleon Products Ingrid Schroeter and Kim Hammill

Schott Robax Jimi Davis and Kim Kennell

Empire Comfort Systems Meaghan Counihan and Nick Bauer

ICC-RSF Andre Bibaud and Dan Laviolette

The Outdoor GreatRoom Company Jeff Handel and Renee Schmitz WRITTEN BY CAROL DAUS

PHOTOGRAPHS BY NATALIE FOWLER

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Memphis Wood Fire Grills Bryson Deherder and John Manley

Blaze King Alan Murphy and Chris Neufeld

C.R. Plastic Products Meaghan Robinson and Rebecca Ross

DuraVent From left: Sara Korniak, Daniel Smith, and Joe Soliman

Peak Season John DiOrio and Lauren Bryant

Green Mountain Grills Andy Allen and John Reeves

Mendota Hearth Andrea Dietzenbach and Dave Jellison

Innovative Hearth Products From left: Al Lutrus, Mick Demyan, and Brad Lutrus

Twin Eagles From left: Dante Cantal, Bryan Eskew, and Doug Pryor

Mont Alpi John Hartwig and Vicky Hartwig

Hargrove Manufacturing From left: Mark Hitchcock, Robin Boswell, and Matt Morrison

RH Peterson From left: Jerry Scott, Dominique Seim, Bob Dischner, Mike Waller, Todd Corrin, and Amy Bortz

PATIOANDHEARTHPRODUCTSREPORT.COM 55

hpbexpo roundup

Olympia Chimney/Copperfield From left: Mark Calomino, Beth Carlisle, and Bill Fish

Summerset Professional Grills From left: Dennis Smith, Dan Murrietta, and Tyler Williams

Ortal USA Kevin Rantin and Gina Almaguer Modern Flames From left: Greg Burke, Elliott White, Tom Foy, and Kris Richardson

Woodbridge Fireplace From left: Jawid Faizi, Sean James, and Tony James

Amantii From left: Brandon Park, Douglas Gibbons, Ian Menzies, Brian Richards, and Jack Hemmes

Coyote Outdoor Living Jim Ginocchi

Valor/Miles Industries From left: Kenneth Walker, Paul Miles, and Kyle Quick

56 PATIOANDHEARTHPRODUCTSREPORT.COM

Golden Blount From left: James Blount, Jamie Blount, Jimmy King, Bill Romans, and Fabian Barraza

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last word

wonderful

weaves Vendicari outdoor velvet

Specialty patio retailers set themselves apart by offering

Outdoor areas shine with Tempotest’s latest textiles, featuring calming neutrals, modern geometrics, and bold floral designs. BY SHARON SANDERS

something truly special, from products to service. When it comes to one of the main differentiators—performance fabrics— Italian brand Pará/Tempotest USA is fast becoming a favorite of specialty retailers looking to offer unique, quality fabric choices for their customers. The Pará Group was founded in Italy in 1921. For over three generations, the family-owned company has been producing premium textiles in a variety of applications including sun protection, marine, and indoor/outdoor furnishings and accessories. It began making 100% solution-dyed performance fabrics under the Tempotest brand in 1964. Today, the company is a key player in the international market, and Tempotest is recognized as the No. 1 performance fabric brand in Europe. “Italians are passionate people who take pride in everything they do, and weaving is no exception,” says Jeff Jimison, national sales manager.

Long-Staple jacquards

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Ottomano

The brand has transitioned the popularity of its performance fabrics in Europe to the United States over the past 20 years. Pará/Tempotest USA is steadily gaining a loyal following of manufacturers and consumers who have fallen in love with the brand and what it represents. “ Our Italian heritage makes us special. Italy has been known for hundreds of years as a textile center both in terms of style and quality of woven products,” Jimison explains. “Consumers have a strong connotation to Italian textiles, as well as a strong connotation to things from Italy because of its reputation for being on the cutting edge of style and fashion. Retailers use us to differentiate their fab ric selection—the panache of Italian style and sophistication sells—and customers have to go to a specialty retailer to get it.” Tempotest’s premium solutiondyed fabrics translate beautifully inside, outside, and everywhere in between including sunrooms, living rooms, family rooms, and any place that is exposed to sun and the rigors of life. As an added advantage, all of its fabrics are treated with a branded Teflon finish for superior water and stain resistance. “It’s a great message for retailers to share with customers, because everyone is familiar with the Teflon brand and what it offers. By and large, consumers would prefer to buy fabrics treated with Teflon rather than an unknown generic finish.” Tempotest proudly offers a 6year warranty on all of its upholstery fabrics, which is the best in the industry today. Tempotest fabrics have heart, as well as personality. “Our operation is vertical, which means we not only

weave our own fabrics, but we make our own yarns and finish our fabrics inhouse.” Pará operates five plants/mills across Italy with its headquarters located in Sovico, a town outside of Milan. “One of the spinning plants is located in the most picturesque town in Italy that I’ve ever had the pleasure to visit. The village is so remote; I think the entire town has worked there for generations,” Jimison says, adding that he’s been in the weavin g business for a long time, and is continually impressed by the company’s weaving ability. “To make those yarns do what they do is remarkable, and the effects they get with yarns on loom are amazing.” Pará invests heavily back into the business with state-of-the-art equipment including the best looms, spinning equipment, and carding equipment available. “While the company is technologically modern, it is still old-school at heart when it comes to the quality and detail in its fabrics.” In 2014, the company opened a distribution facility in Carrollton, Texas, so it could start stocking goods in the United States, making it possible to provide both roll and cut fabric.

An inseparable part of the Pará Group’s story is its commitment to respect and protect the environment both locally and globally. For example, to save energy, it has invested in a cogeneration plant that converts methane gas into electrical power. It also uses solar roof panels to create clean solar energy, and it has a cutting-edge water treatment plant that returns 94% of the water it uses back into streams. “People today, more than ever before, want to know that they are dealing with a company that is a good steward of the environment.” Heading into 2020, the Tempotest Italian design team sees a number of emerging trends. “The team is so talented and has such valuable insight. I’m always curious to hear their perspective on what’s next, so I can share it with my customers,” Jimison says. Velvet is one trend that will be emerging, but not the red velvet of the gilded age. The velvets of 2020 will have wider color possibilities with hues of teal, blue, mauve, and turquoise. Other fabric trends to look out for include linen and linen effects. Weaves will also be very thick, dimensional, and textural. “The soft relaxed look that is

so popular inside the home is now moving outside. We are introducing a new yarn called Long Staple that is designed to mimic the look and feel of natural linen.” Geometrics, particularly small-scale geometrics and c ontrasting colors, will also emerge stronger than ever this year, along with floral designs—not classic or conservative florals, but large motifs integrated with abstract design. Tempotest will be introducing many new fabrics this year, with a strong showing of grays and blues, as well as traditional neutrals like oatmeal and wheats. “We anticipate that solids for body cloth be our best-sellers, as usual, d riving most of our volume. Jacquards will primarily find their way onto pillows and as accents,” Jimison says. Right now, a number of Tempotest’s bold geometrics are doing well. The Tempo stripe, which is a new jacquard stripe with a slub effect, has been popular, as well as the Murano geometric. Classic styles like ikats and jacquards continue to be top choices. “I feel blessed that we have introduced a lot of new product this year, and the product that we’ve had in the

market continues to do well,” Jimison says, adding that he is thrilled that more and more doors are being opened that allow Tempotest to get in and show off its fabric. “Our name recognition is at a point now that manufacturers are calling us to ask if they can take a look at what we have to offer. We are able to give the specialty retailer a fabric that truly is special because of our Italian heritage and performance,” Jimison says. “Whether they realize it or not, specialty retailers desperately need to differentiate themselves from their competitors, and we are here to help them. I’m proud to say that Tempotest is a part of the elite group of fabric manufacturers who are the top of the heap when it comes to performance, and we want to c ontinue to maintain that reputation.” He adds that the next big challenge is to get the Tempotest brand out at the consumer level. “I think we’ve done a good job at the manufacturing level and reaching out to specialty retailers. The next step in our evolution is to get our name on the lips of consumers, as they are the ones who will enjoy our products for years to come.”

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what’s new

Hot Products to Sell Now Castelle

The finest in outdoor luxury is on display in the Savannah Cushioned Dining Collection by iconic designer Barclay Butera. Soft bamboo touches, curated coloring, and a subtly tropical chinoiserie creates a classy and elegant statement. The Savannah collection’s plush cushioned dining outdoor furniture offers an elegant spot for gathering or dining on any patio. Artistically designed and handcrafted to last, the Savannah Collection is constructed of cast aluminum with a durable multi-stage finishing. Contact: (855) 612-9800 or www.castellefurniture.com. Circle Reader Service No. 101

Sunset West Sunset West’s Grigio Accent Chair reimagines one of the most iconic silhouettes of the last century. Rendered in a powder-coated aluminum frame and expertly wrapped with premium, all-weather olefin rope in an open weave, the gray tones in the Grigio reflect the origins of the grape founded by “The Gray Monk” in northern Italy. Contact: (760) 599-1021 or www.sunsetwestusa.com. Circle Reader Service No. 104

Wittus The Shaker stove from Wittus is streamlined, functional, and comfortable in both traditional and contemporary settings. This true classic is designed by Italian architect and product designer Antonio Citterio, and inspired by American Shaker furniture design. Crafted from matte black steel and available in two versions: Shaker Short or Shaker Long bench. The short bench measures 41” h x 34” w x 21” d, and the long bench measures 41” h x 72” w x 21” d. Both styles have the choice of left- or right-side-loading door. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 102

Twin Eagles

Hearth & Home Technologies

The new Twin Eagles, EAGLE ONE – Super Premium Grill features a striking appearance that speaks to the most discerning designers. Bold illumination characteristics allow you to manage and track temperature with accuracy and style. The grill also offers exclusive features like extra-large half-inch diameter Chef Grade Hexagonal Grates and a Black Glass Infrared Rotisserie Burner. Contact: (800) 789-2206 or www.twineaglesgrills.com.

You speak and your fireplace listens. Coming soon: Smart control for the way you live—with the IntelliFire app. It’s one of the industry’s first Wi-Fi apps for the fireplace, so you can monitor your fire from anywhere or have a cozy environment greet you when you walk in the door. You can even control your fire with the sound of your voice. Learn more about this option that customers are asking for. Contact: (888) 427-3973 or www.heatnglo.com.

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NorthCape NorthCape’s Hixon collection makes its debut with sturdy aluminum framing in Gunmetal gray with arms and tabletop surfaces in PolyTuf by Tangent. In addition to providing mixed-media appeal, Hixon’s minimalist design also allows the cushion fabric to shine. NorthCape offers quick ship cushions for the Hixon collection in a variety of Sunbrella fabrics. Contact: (708) 563-2890 or www.northcape.com. Circle Reader Service No. 106

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BUILD YOUR BUSINESS With the most comprehensive product assortment in the west.

See it, Touch it, Feel it

B usiness-to-Business

is Still Person-to-Person

Discover What’s New and Hot

July 26–30, 2020

Save the Date at LasVegasMarket.com

FEATURED LINES (left to right, top to bottom): Zuo, Cyan Design, Crosley Furniture, URBIA, Dovetail, Selamat, Worlds Away, Porter Designs, Sonder Living, Four Hands, Tritter Feefer Circle Reader Service No. 61

Product Profiles Infinity Canopy

Infinity Canopy Inc., inventor of modular slide-on-wire shade systems, in collaboration with US-based pergola manufacturers, introduces modular shade structures made from aluminum and fiberglass. These innovative, stylish structures help architects, designers, and their customers to create outdoor areas that emphasize elegance and Zen, while providing functional and novel shade solutions. The shade structures come in 10.5’ x 10’ modules that can connect together to create larger inline, curved or more complex connected structures. Contact: (844) 422-6679 or www.infinitycanopy.com. Circle Reader Service No. 107

Wexler Sling Collection— New for 2020

The clean, classic lines of the Wexler cushion collection, modern style, blend perfectly with the minipaying homage to midcentury malistic beauty and practicality of Telescope’s new sling seating surfaces. Both Wexler MGP (Marine Grade Polymer) collections feature a comfortable and relaxed chat height design. Casual dining and entertaining at its finest! Contact: (518) 642-1100 or www.telescopecasual.com.

18 new Italian-inspired Tile Colors

Bull introduces 18 brand-new Italian-inspired tile choices to the outdoor kitchen market. Each selection is designed to reflect the most up-to-date trends, creating stunning looks that today’s homeowners are seeking. Experience the art of outdoor living with a Bull Outdoor Kitchen, handcrafted and beautifully designed to enhance your outdoor living space. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 110

Big Green Egg Modular Nest System Build your outdoor kitchen one step at a time with the new Big Green Egg Modular Nest system. Start with an EGG frame, then add to your custom EGG display with an Expansion Frame or a watertight Expansion Cabinet, along with your choice of beautiful and functional Acacia wood, distressed Acacia or stainless steel inserts. Contact: (770) 938-9394 or www.biggreenegg.com. Circle Reader Service No. 111

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Elmira Antique Line

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.

New for 2020! The new modular Tofino Deep Seating Collection is simple, sleek, contemporary, and offers multiple modular configurations to accommodate any outdoor space. Versatile in its design and aesthetic, this refined deep seating collection will look beautiful for years. Available in five premium recycled plastic frame colors and 30 Sunbrella performance fabrics. Contact: (800) 490-1283 or www.crpproducts.com.

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New Tofino Modular Deep Seating Collection

Shades Crest Dining

Agio continues to elevate the art of outdoor living by creating timeless classics that endure. The Shades Crest Dining group delivers the timetested mix of sling seating, durable rust-free aluminum frames and a durable porcelain-top table. With subtle detailing on the curved chair backs and neutral hues, Shades Crest creates the perfect backdrop for elegant entertaining. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 115

Ecofan AirMax DUO – Model 814

Introducing the evolution of the Ecofan. The AirMax DUO offers the highest performance of any Ecofan—the first fan proven to deliver over 200 CFM! As with the traditional line of Ecofans, the 814 AirMax DUO uses thermoelectric technology to convert a temperature difference into electricity. The dual heat sink and module design put this fan in a class of its own, delivering top performance in wood heat circulation. Patent-pending. Want to become an Ecofan dealer? Contact: (800) 567-3556, contactus@caframo.com, or www.caframo.com. Circle Reader Service No. 113

Canyon Timbers

Step outside in comfort. There’s a reason why the most exclusive restaurants, night clubs, hotels and resorts choose Infratech heating systems. Now homeowners and guests can enjoy eco-friendly, ambient warmth in comfort and style, whether they’re stepping out for the evening or stepping onto their terraces. Infratech heating systems come in an array of capacities, color and mounting options that include our bestselling flush mount configuration, for design that blends seamlessly into surrounding décor. Choose from standard controls or custom options that include our exclusive Smart Home integration or Universal Control features, for the ultimate in convenience and customization. To learn more about our capabilities or view our gallery, please visit infratech-usa.com

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. Seethrough models are available. Contact: (800) 725-4166 or www.hargrovegaslogs.com. WWW.INFRATECH-USA.COM | 800-421-9455 | 3-YEAR WARRANTY | PROUDLY MADE IN USA

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product profiles New Counter Height Products

The new counter-height stool and chair provide the ultimate in comfort and worry-free outdoor seating. Available in 14 premium plastic frame colors, including the new Light Grey/Slate Grey two-tone combination. These products are heavy and built to withstand all weather conditions. Contact: (800) 490-1283 or www.crpproducts.com.

Newport Collection

The Newport collection offers the perfect hybrid of design and functionality. This collection is Telescope’s twist on the ever-popular Adirondack chair, created with a new rustic polymer wood-grain material on top of a rugged powder-coated aluminum frame. Pairing this collection with a rustic polymertopped fire table is a sure win! Contact: (518) 642-1100 or www.telescopecasual.com. Circle Reader Service No. 118

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New DIR30A10GR Series Indoor/Outdoor Infrared Heater

The new DIR30A10GR infrared heater series is perfect for homeowners, business owners, designers, and builders looking to enhance outdoor spaces and extend the season with a premium comfort product that is complementary to modern design. With full heating power available in under 8 seconds, you can go from cold to comfortable with a quick touch of the remote control. Contact: (800) 668-6663 or www.dimplex.com. Circle Reader Service No. 117

Bull Double Drawer Outdoor-Rated Refrigerator

Bring a touch of modern style and high-end kitchen design to your outdoor space with the Bull Premium 2-Drawer Refrigerator. Perfect for keeping raw ingredients cool until grilling, this unit offers a robust amount of storage divided into two large drawers. Featuring durable 304 stainless steel construction and rated for outdoor use, this appliance is built to stand up to the elements regardless of the season. The Bull Premium 2-Drawer Refrigerator is a needed addition to the grilling and outdoor entertainer. Coming Spring 2020. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 119

ESP Particle Filter

The ESP Particle Filter filters out hazardous and ultrafine particles in the flue gas from wood-burning stoves. It reduces the number of fine and ultrafine particles by 90-95% and the total particle mass by 7075%. The unit is installed on top of the chimney. It is self-cleaning and has an integrated chimney fan to ensure proper draft. The ESP can make a wood-burning stove comply with EPA emission requirements. Contact: (800) 255-2923 or www.enervex.com. Circle Reader Service No. 120

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Louisiana Grills Founders Series

The Founders Series Legacy Grill is an homage to pellet grill visionary, Dan Thiessen, and his world-renowned brand. At the heart of the Legacy Grill is a luxury design complete with a reawakening of performance and technology. It features a state-of-the-art burn system, Wi-Fi and Bluetooth connectivity, and PID technology for intelligent temperature control. The Founders Series Legacy Grill by Louisiana Grills is where tradition meets innovation. Contact: (877) 972-2474 or www.louisiana-grills.com.

Primo Oval XL400

The Primo Oval XL400 offers the largest cooking area in the Primo lineup. Primo ceramic grills are composed of a proprietary blend of natural materials to make the highest grade of ceramic. Cooking configurations such as grilling, baking, roasting, and smoking are made possible with the Primo patented oval shape. Become a Primo dealer today! Contact: (800) 851-3153 or www.primogrill.com. Circle Reader Service No. 122

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Avalon Deep Seating

Apricityâ&#x20AC;&#x2122;s elevated new collections shine in part due to their inclusion of new designs and the very latest in materials in the industry. The Avalon Deep Seating group includes Resysta, the revolutionary new material that is transforming whatâ&#x20AC;&#x2122;s next in outdoor. Stronger than wood, fade and splinter resistant, Resysta gives Avalon the warm, welcoming appeal of real wood, but in a material that offers years of beauty, comfort and durability to consumers who live for outdoor entertaining in style. Contact: (888) 997-7623 or www.apricityoutdoor.com. Circle Reader Service No. 123

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product profiles DSH Series Indoor/outdoor Infrared Heater

Country Lane’s Santa Fe Pavilion

Country Lane’s handcrafted Santa Fe Pavilion is a unique, contemporary look that will add drama and sophistication to any backyard. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These show-stopping Santa Fe Pavilions will enhance your home and landscape, resembling a work of fine art. Contact: (717) 351-9250 or www.gazebo.com. Circle Reader Service No. 124

The DSH infrared heater series was designed with flexibility in mind. With 3 installation options and an indoor/outdoor rating, these heaters are ideal for any commercial or residential installation. Reaching maximum heat in less than 3 seconds, this product provides premium comfort, quality and is suitable for a variety of climates. Contact: (800) 668-6663 or www.dimplex.com. Circle Reader Service No. 126

Xzense Smart Remote for Chimney Fans

The Xzense provides full remote control of your chimney fan and fireplace—and maximum comfort. No more hassle when lighting and refueling your fireplace. With the click of a button, on the Xzense remote or your smartphone, you can create a perfect flame pattern, regardless of outside temperature, air pressure, wind speed, wind direction, and other weather and seasonal factors that influence the operation of the fireplace. Contact: (800) 255-2923 or www.enervex.com. Circle Reader Service No. 125

Midcentury Metro Collection

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. Circle Reader Service No. 127

Antler Hill Collection from Biltmore by Castelle

SHADE PRODUCTS & CUSHIONS FOR EVERY LOCATION, BUDGET AND DESIGN 866.667.8668

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Inspired by historic estate structures, the Antler Hill Collection Deep Seating creates a more casual way to bring home the Vanderbilt legacy of gracious living to any poolside or patio. All pieces feature a durable multi-stage finishing process and the latest in weather-resistant textile designs and constructions for cushions. Contact: (855) 612-9800 or www.castellefurniture.com. Circle Reader Service No. 128

Gensunâ&#x20AC;&#x2122;s New Treviso Collection

True to its transitional style, the Treviso collection focuses on the delicate interplay and impeccable transitions between its lines and materials. The hallmark of Treviso is how the elegant back casting flows effortlessly from aluminum to wicker, creating a comfortable, form-fitting back contour. The combination of these beautiful transitions and thoughtful use of materials makes Treviso an elegant choice for any space. Contact: (866) 964-4468 or www.gensuncasual.com.

U70 Gas Fireplace

The Urbana U70 sports an impressive variety of options including three liners, two log styles, a rock set, and even adjustable color LED lighting. With so many options, and multiple install configurations, the U70 is the perfect unit to help hearth customers jump into threedimensional space. Contact: (250) 652-6080 or www.urbanafireplaces.com. Circle Reader Service No. 130

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Louisiana Grills Black Label Series

Louisiana Grills Black Label Series is flavor redefined. With its most impressive features yet, the Black Label Series completely redesigns the original Louisiana Grills Series. This fully enhanced series delivers Wi-Fi and Bluetooth connectivity, PID technology for intelligent temperature control, and superior grilling performance with an allnew cutting-edge burn system. Itâ&#x20AC;&#x2122;s an elevated experience fit for the modern outdoor chef. Available in 800 sq. in., 1,000 sq. in, and 1,200 sq. in. Contact: (877) 972-2474 or www.louisiana-grills.com. Circle Reader Service No. 131

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product profiles Monterey Fiberglass Market Umbrella

New for 2020, the Monterey fiberglass market umbrella (crank auto tilt,9-foot octagon) is now available in a beautiful Heather Willow woodgrain finish, providing a refined yet weathered look using a finely textured matte powder coat with woodgrain details, mid low lights, and a gently washed overall finish. This best-selling umbrella provides exceptional strength and shade flexibility and is manufactured using the best and most resilient materials available. Bring commercial durability home to your cherished outdoor living space! Contact: (856) 2224134 or www.frankfordumbrellas.com. Circle Reader Service No. 132

The Original Pawleys Island Deep Seating Swing

The Original Pawleys Island Furniture is steeped in Low Country tradition and generous in proportion, long on durability, and rich in design. From casual seating that lends itself to hours of conversation with a glass of sweet iced tea to outdoor dining sets and porch swings where friendships are cemented, the Original Pawleys Island designers and craftsmen keep these simple pleasures in mind. Lifetime warranty, mortise and tenon joints, and marine-grade 316 stainless steel hardware. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 134

E25 Gas Insert

The E25 gas insert is the perfect combination of value and style. Its high definition log set provides a realistic burn and its modern surround panel design helps it blend well with a variety of wall finishes. Contact: (250) 6526080 or www.urbanafireplaces.com. Circle Reader Service No. 133

SUNGLO A270 Patio Heater

The SUNGLO model A270 portable propane heater is ideal for open patio designs. The 8foot heater requires no electrical power. The battery operated DSI pilot ignition makes lighting the pilot easy. The post and cylinder cover are available in black or copper vein powder-coat finishes or 304 stainless steel. Contact: (888) 317-5255 or www.infradyne.com. Circle Reader Service No. 135

Country Lane Villas

A Country Lane Villa adds versatility in taste and function to an outdoor space. It’s designed for those with discerning taste or in need of a practical space outdoors. The elegant and sophisticated Villas are available with Traditional Wood and Vinyl Pavilions, or Hampton Pavilions. Make your outdoor space functional and resort-worthy with a Villa. Contact: (866) 885-7847 or www.gazebo.com. Circle Reader Service No. 136 Circle Reader Service No. 68

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Plaza Barrier Glass Fireplace

Custom Cushions

FiberBuilt Umbrellas & Cushions’ custom cushions are made to order, in large or small quantities, to fit any size, style and shape of your furniture. A full range of fill options, decorative elements and furniture-grade fabrics enhance and personalize your order. Complete the décor with a coordinating FiberBuilt umbrella, such as the popular Market with Tilt option (shown). Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

Plaza fireplaces are crafted with design flexibility in mind. By utilizing innovative heat redistribution, a television, artwork, or mantel can be safely installed as low as 8 inches above the fireplace. Bring any finishing material right up to the opening of the fireplace– no need for non-combustible material or special framing. Unobstructed views are possible, thanks to the P laza’s unique venting configuration that allows for windows to be installed above the fireplace. The Plaza also utilizes power vent technology, which means greater vent run lengths and the ability to vent down below the fireplace. Contact: (800) 851-3153 or www.plazafireplace.com.

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Passion Glass Candle

The Passion Glass Candle burns vividly brilliant flames that are clean-burning and wind-resistant, powered by Lovinflame’s patented stainless steel wick and water-soluble, non-toxic Lovinflame fuel. The candle features a self-cooling system that allows the air to circulate, creating beautifully shaped flames. There is a total wick burn time of more than 2,000 hours. The candle can also be used with the candle stand for additional décor and design uses. Contact: (909) 781-8462, www.lovinflame.com, or hello@lovinflame.com. Circle Reader Service No. 141

Memphis Wood Fire Grills Memphis redefines pellet grilling by combining the great flavor of wood-fire cooking with the ease and versatility of a full-service indoor kitchen. Expert engineering and precision temperature control (up to 700°) mean superior smoking, searing, roasting, and baking. Carts and built-ins are available. Contact: (888) 883-2260 or www.memphisgrills.com. Circle Reader Service No. 139

Finest selection of contemporary European stoves and fireplaces

Domino woodburning oven and range

Pinnacle Series

Hargrove’s Pinnacle series log sets incorporate a unique two-level burner system with two vertical log stack options. The Everest is a taller log stack (24 inches) designed to accommodate the fireplace opening height that is typical with Rumford-style fireplaces. The Sierra is a shorter stack (14 inches) that can fit into standard-sized fireplaces. The log sets can be installed in shallow fireplaces with 11-inch depths. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 140

Wittus Inc. 914.764.5679

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product profiles Majestic Warm Majic II EPA Fireplace

The crackle and smell of burning wood ... there’s nothing like it. Give people a place to gather and make a fire the focal point of your room with a Warm Majic II wood-burning fireplace. Enjoy easy startup and max control in an eco-friendly fireplace that exceeds EPA standards—with a clean, efficient fire that lasts for hours. Big heat. Bold flames. Contact: (909) 391-2209 or www.majesticproducts.com.

Double Vent Canopy with Mesh Panels

FiberBuilt Umbrellas & Cushions offers canopy options to improve wind management in areas prone to high wind conditions. One style is a Double Vent Canopy, which can be ordered with the same marineor furniture-grade fabric throughout, or with the middle vent made of vinyl weave mesh panels on all or alternating panels with coordinating acrylic fabric on the others (as shown). The mesh panels allow more air to flow through its open weave and weaken the wind’s energy. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com. Circle Reader Service No. 144

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Big Green Egg EGGspander Rack System When you are cooking several different foods at once, or when preparing meals for a crowd, the Big Green Egg EGGspander easily configures for multi-tier and multi-zone direct and indirect cooking. The rack also flips over for direct “Cowboy Style” steaks. Contact: (770) 938-9394 or www.biggreenegg.com.

New: Bellingham 44 and 52

This new series is the perfect choice for customers looking for a large viewing area with realistic logs and flames that demand attention. The Bellingham is sure to be the focal point of any room and comes standard with screen front, remote, fan kit, and accent lighting. Heat management options and a standard splitflow burner add to the features that make this fireplace the complete package of comfort and elegance. Contact: (800) 253-4904 or www.kozyheat.com. Circle Reader Service No. 145

Circle Reader Service No. 143

Motif Collection

The Motif collection delivers a first-ever offering of stylish, laser-cut metal covers that can be added to the faces of Infratech’s newly released C-Series and CD-Series heaters. This extensive collection spans four popular architectural categories—Contemporary, Craftsman, Mediterranean and Traditional—to complement virtually any residential or commercial property. They can be installed on wall-, ceiling- or polemounted Infratech heaters for a distinctive look that’s perfectly calibrated to enhance the visual appeal of your space. Contact: (800) 421-9455 or www.infratech-usa.com. Circle Reader Service No. 146

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. Circle Reader Service No. 147

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Sunpak

Give your Sunpak heater a fresh, clean look. The Gray Fascia for Sunpak heaters adds a new level of distinction and style. It is easy to install on any existing Sunpak heaters. The Sunpak fascia is also available in black, bronze, and stainless steel. Contact: Randy Carsten at AEI at (949) 474-3070 or www.aeicorporation.com. Circle Reader Service No. 148

Lovinflame Tabletop Firepit

Lovinflame tabletop firepits are freestanding and portable, allowing you to enjoy clean-burning, wind-resistant, and odorless flames indoors or outdoors. The technology is powered by Lovinflame’s proprietary stainless steel wick and non-toxic, water-soluble, and ethanol-free fuel, which minimizes emissions, flare-ups, and risks associated with fuel spills. Contact: (909) 7818462, www.lovinflame.com, or hello@lovinflame.com. Circle Reader Service No. 149

Rondo, A Ceramic Stove with Style

The Rondo stove is a beautiful hearth product handcrafted by La Castellamonte of Italy. This versatile stove is traditional with artistic appeal. The burn system utilizes a sophisticated ceramic baffle for optimal combustion, and the design incorporates current eco-friendly technology. Available in four sizes with the choice of a solid color or a raised painted floralpatterned body. The Rondo is a union of beauty, craftsmanship, and energy savings. Contact: (914) 764-5679 or www.wittus.com.

PURELY OUTDOOR theMART, Chicago | CasualMarket.com | #casualmarket JANUS et Cie

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product profiles Coconut Grove

Heat Control

Available in two systems, Ortal’s new temperature control technology allows you to take heat away from your fireplace and distribute the heat in up to two separate rooms. Keep all the heat or remove up to 80%. Coming in summer 2020. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

Inspired by the sprawling ancient banyan trees of the historic neighborhood of Coconut Grove in Florida, the intricately hand-woven UV-resistant ropes seek to mimic the beautiful branches of the banyan trees. The chic handbrushed pearl colored powdercoated aluminum legs are tapered to wrap around the dual-colored polyolefin ropes. The cushy rounded cushions offer maximum comfort. Contact: (866) 919-1881 or www.ratana.com. Circle Reader Service No. 154

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Silver Rocket Smoker-Baker

New to the industry, the Silver Rocket Smoker-Baker is a versatile grill attachment with a world of possibilities. Use it for baking, smoking, cooking, and much more. Invite your friends to a BBQ bash or make a business of catering! This new attachment is available for the medium and large Silver Rocket grills. Contact: (260) 463-4026.

Eclipse Cantilever Umbrella

New for the 2020 season! The Eclipse Cantilever Umbrella is now available in six beautiful frame finishes for in-season shipment—Matte Silver, White, Black, Bronze, Golden Oak Woodgrain, and Heather Willow Woodgrain. The 360° rotation and Infinity Tilt allow for easy opening and closing, while providing complete shade flexibility. Heavy gauge extruded aluminum and stainless-steel parts on a marine-grade corrosion-resistant aluminum frame ensure the Eclipse is ideal for all environments. Contact: (856) 222-4134 or www.frankfordumbrellas.com.

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Hatteras Outdoors Deep Seating Loveseat

NorthCape’s Regent collection makes a splash in a stunning 12mm Husk flat HDPE resin extrusion over a sturdy aluminum frame. This modular collection features generous seat width for a more comfortable lounging experience, and quick ship cushions in a variety of fabric options. Contact: (708) 563-2890 or www.northcape.com.

Introducing the brand-new collection of outdoor furniture from Hatteras Hammocks. Elegantly styled with clean contemporary lines, this new collection will give your customers the luxury outdoor lifestyle they’ve been looking for. This collection is made with Durawood, a nonabsorbent synthetic lumber that makes outdoor furniture virtually maintenance-free and indestructible, and comes with a lifetime warranty, mortise and tenon joints, and marine-grade 316 stainless steel hardware. Contact: (800) 334-1078 or www.thehammocksource.com.

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Regent Collection

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Motif Collection

The Motif collection is a first-ever offering of stylish, laser-cut metal covers that can be added to the faces of Infratech’s newly released C-Series and CDSeries heaters. This extensive collection spans four popular architectural categories—Contemporary, Craftsman, Mediterranean and Traditional—to complement virtually any residential or commercial property. They can be installed on wall-, ceiling- or pole-mounted Infratech heaters for a distinctive look that’s perfectly calibrated to enhance the visual appeal of your space. Contact: (800) 421-9455 or www.infratech-usa.com. Circle Reader Service No. 157

New Wi-Fi Capabilities from Ortal

Ortal has now implemented the new Mertik SYMAX system. This system allows for wireless communication from the receiver to the unit via Wi-Fi, allowing use of the MyFire app. The simplistic design of the SYMAX remote controls makes it easier for homeowners to use and ensures they get the most functionality out of their fireplace. Contact: (844) ORTAL-FIRE or www.ortalheat.com. Circle Reader Service No. 158

POLYWOOD’S Braxton Rockers

Bring an air of charm and warmth to your patio or back porch with the Braxton Porch Rocking Chair from POLYWOOD. This comfortable rocker features an appealing cross back design that is traditional and timeless. Group two of these rocking chairs together with any of the all-weather side tables and expand your assortment with the rest of the Braxton collection to create a coordinated outdoor oasis. The durable and all-weather genuine POLYWOOD lumber is not prone to splinter, crack, chip, peel, or rot. Made in the USA, the Braxton collection offers a traditional design and carries a 20-year limited residential warranty and 3-year limited commercial warranty. Contact: (877) 457-3284 or www.polywoodoutdoor.com. Circle Reader Service No. 159

Sunbelievable

American Fyre Designs Contempo LP Select Fire Table

American Fyre Designs’ Contempo fire tables bring a contemporary, sleek design to any outdoor living space. The newest offering in the Contempo collection is the American Fyre Designs Contempo LP Select. Featuring a low-profile chat height, the rectangular-shaped table houses a 60,000 BTU linear burner, manual flame-sensing controls and a convenient storage drawer for a horizontal-style propane tank. As with all American Fyre Designs products, the new Contempo LP Select fire table is crafted from durable glass fiber reinforced concrete and is available in several finish options. Contact: (800) 332-3973 or www.americanfyredesigns.com.

High-performance fabrics that perform beautifully together: The Sunbelievable collections are created to coordinate perfectly. Drawing from many sources for inspiration, the designers at Sunbelievable don’t simply follow trends—they establish them. “Pool Party,” from the Vintage Novelties collection, features a uniquely retro design further enhanced with chenille and bouclé accents. Practical for the patio—luxurious in the living room. Contact: (336) 210-2630 or www.sunbelievable.com. Circle Reader Service No. 161

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Denali Brew Gas Firepit Table

The Denali Brew Gas Firepit Table is the ultimate cozy focal point for making memories. The Sienna Suede ultracompact top complements the unique corrugated galvanized metal base. Mocha-stained wood frames the firepit table for a complete wow factor. The Sienna Suede ultracompact top is unique to each fire table—variations may occur. The 12” x 42” Crystal Fire Plus burner is UL Listed. Burner cover storage clips on base. Bottle opener on base. Contact: (866) 303-4028 or www.outdoorrooms.com. Circle Reader Service No. 162

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product profiles New and Improved G4 Gas Insert Fireplace

The G4 insert is designed to fit existing large fireplace openings without sacrificing presence or performance. The result is an impressive flame-viewing area highlighted by a proportional surround that complements, not overpowers. New for 2020, the G4 will introduce birch logs and craftsman fronts to further the versatility of an already successful product. Shown: Valor G4 insert with birch logs, ledgestone liner and Craftsman front in brushed champagne. Contact: (800) 468-2567 or https://valorfireplaces.com/g4.

Gensun’s 12 popular pre-designed islands are now warehoused in a variety of finishes, including new scratch-resistant embellished finishes for the countertop, and have a lifetime structural warranty. Gensun’s pre-designed islands come complete with PGS appliances or you can choose your own appliances from the many different brands that can be accommodated. Contact: (866) 964-4468 or www.gensuncasual.com.

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Outdoor Kitchen Islands by Gensun

Prime

Blurring the lines between indoor and outdoor furniture, Prime designer John Caldwell speaks to today’s interest in fashionable outdoor furniture. The barrelshaped frame inspired by Bauhaus design exudes a cool factor, and its unsurpassed comfort is uniquely Tropitone. Made in USA of commercial-grade standards. The entire collection can be viewed online. Contact: (949) 951-2010 or www.tropitone.com. Circle Reader Service No. 165

9-foot Starlux (UM8000LX5407) Umbrella

The 9-foot Starlux Collar Tilt umbrella from Treasure Garden provides the right amount of ambiance for an outdoor living space and creates an added functionality to the protective shade element. With the rechargeable battery pack feature, the need to position the umbrella next to an outlet is eliminated. With 6-8 hours of battery usage and a USB port to charge your electronic devices, this stylish umbrella is available in bronze and black frame finishes and hundreds of canopy fabric options. Contact: (626) 814-0168 or www.treasuregarden.com.

Silver Rocket Outdoor Kitchens

Cook in style with the Silver Rocket Outdoor Kitchen! Built with 304 stainless steel, the outdoor kitchens will last a lifetime. Kitchens can be custom-designed and feature stainless steel drawers, granite tops, rocket towel bars, a serving shelf, sealed doors, and stainless steel or granite sink options. With options like a corner cabinet with lazy Susan and an island cabinet with bar, these Silver Rocket kitchens are designed with the customer in mind. Contact: (260) 463-4026. Circle Reader Service No. 167

Circle Reader Service No. 166

Tempotest StarScreen

Tempotest USA has introduced a new screen fabric, StarScreen, that provides shade and privacy—and absorbs up to 97% of the heat caused by solar radiation—while allowing for the passage of light. The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors. Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon for easy cleaning. Contact: (972) 512-3534 or www.tempotestusa.com. Circle Reader Service No. 168

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Park West

Sunbelievable

Inspired by the contemporary cool of the museum district, the Park West collection is an exercise in restrained simplicity of design. With a versatility that lends itself to any environment, create your ideal space with the low-profile rope finish on an aluminum frame, and a new hand-brushed pearl color on the frame supported by round tapered legs and a strong sled base. Knitted polyolefin ropes offer UV and weather resistance while the modular design provides flexibility and style. Contact: (866) 919-1881 or www.ratana.com.

Mixing in patterns from the Sunbelievable Modern Culture collection, these beautifully coordinating neutrals simultaneously speak to simplicity and sophistication. “Design from the fiber up” translates to these own proprietary yarn colors and textures, plus a unique construction for exquisitely detailed patterns to suit both indoor and outdoor living spaces. Contact: (336) 210-2630 or www.sunbelievable.com.

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Havenwood Firepit Table Collection

Mix and match your perfect firepit table with the new Havenwood collection. Select the Driftwood or Stone Grey Everblend textured top with a contemporary White or Grey powder-coated steel base. Every handcrafted Everblend top is unique—variations in color, texture, and pattern will occur. At half the weight of concrete yet extra durable, the new outdoor-rated Everblend is a modified concrete and offers a stunning look to last season after season. UL Listed. Contact: (866) 303-4028 or www.outdoorrooms.com. Circle Reader Service No. 171

POLYWOOD’s Edge Dining Set

Spend your evenings outside gathered around the Edge 7-piece dining set from POLYWOOD. This all-weather set seats up to six guests and features a sleek contemporary design that’s perfect for hosting everything from intimate cocktails to large dinners. Coordinate with the rest of the Edge collection to create a modern outdoor oasis. The genuine POLYWOOD lumber construction is durable and not prone to splinter, crack, chip, peel, or rot. Made in the USA, the Edge collection offers a contemporary design and carries a 20-year limited residential warranty and 3-year limited commercial warranty. Contact: (877) 457-3284 or www.polywoodoutdoor.com. Circle Reader Service No. 172

Memphis Wood Fire Grills Memphis redefines pellet grilling by combining the great flavor of wood-fire cooking with the ease and versatility of a fullservice indoor kitchen complete with coordinating doors and drawers. Expert engineering and precision temperature control (up to 700°) mean superior smoking, searing, roasting and baking. Contact: (888) 883-2260 or www.memphisgrills.com. Circle Reader Service No. 173

New: Z42 and Albany Wood Fireplaces

Kozy Heat’s zero clearance woodburning fireplaces are 2020 compliant at an impressive 1.22 g/hr. Both units are non-catalytic and offer full control of the fresh air intake. The 3 ft. cubed firebox is approved for use with a 6-inch insulated chimney and fits up to a 22-inch log. These units offer a variety of decorative options and a best-in-class value for your customers looking at high-efficiency wood-burning fireplaces. Contact: (800) 253-4904 or www.kozyheat.com. Circle Reader Service No. 174

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product profiles Tempotest

Fire Magic Choice Multi-User Grill Collection

Designed to withstand frequent use in settings such as resorts or condominiums, Fire Magic Choice Multi-User grills feature durable materials, reliable controls and low-cost operation. Available in built-in models (three sizes) or post mount units, the grills include a turn-to-light ignition (no power required, no batteries to change), anti-theft knobs and cooking grids, a one-hour automatic shut-off timer and much more. As with all Fire Magic grills, the Choice MultiUser collection boasts patented Diamond Sear Cooking grids offering superior grilling performance. 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 outdoorfabric 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 eart h tones provide perfect combinations of color—with no boundaries. Contact: (972) 512-3534 or www.tempotestusa.com. Circle Reader Service No. 178

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Marbella

Inspired by the desire to explore patterns and new weaving techniques, the Marbella collection from Sunset West reimagines form and material to create an incredibly unique statement. Informed by midcentury style, Marbella features a curved back with sloped arms and deep seat for ultimate comfort. Its tone-on-tone weave is highly complex, yet elegant, in an all-weather stone rope that picks up both cool and warmer earth hues for a wonderfully versatile conversation starter, both indoors and out. Contact: (760) 599-1021 or www.sunsetwestusa.com.

Rogue Platform Series

Barbecue your way with highquality grilling at an affordable price. The Rogue Platform Series offers versatility in size and options for anyone looking to sear, smoke, sizzle, bake, grill, and roast. Contact: (866) 820-8686 or www.napoleon.com. Circle Reader Service No. 179

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Silver Pearl

Silver Pearl is MLW Stone’s newest fireplace facing. This granite is available in the company’s three standard sizes. The nature of the material lends itself to durability and resilience. The neutral colorway and unique leathered finish will coordinate with a multitude of design styles and home trends. Contact: (800) 477-7665 or www.mlwstone.com. Circle Reader Service No. 177

Polaris by Shademaker

The 13-foot octagon Polaris by Shademaker impresses in both form and function. This designer side-post umbrella offers an effortless crank and infinite tilt function to provide shade coverage at any time of the day. Featuring a full 360-degree rotation from a single non-obstructive installation point, the Polaris is ideal for highend residential applications as well as resorts where multi-functioning shade is desired. Available in Silver Shadow, Urban Black, Architectural Bronze and Arctic White aluminum frame finishes to complete the sophisticated style. Contact: (626) 814-0168 or www.shademakerusa.com. Circle Reader Service No. 180

Delta Heat Premier Grills

The all-new Delta Heat Premier Grills include significant design, performance, and feature enhancements. Made in the U.S. with a limited lifetime warranty, Delta Heat Grills are in a class of their own. An extensive built-in accessory offering complements the 38”, 32”, and 26” built-in grill models. Contact: (800) 422-0091 or www.deltaheat.com. Circle Reader Service No. 181

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New and Improved L2 Linear Gas Fireplace

The Valor L2 linear gas fireplace has been updated for 2020 with many exciting new features. The new and improved L2 features the V-Class burner system for a richer fire, improvements to propane gas fires, and the Valor 10 remote control system. On top of that, the new linear engines will introduce new birch log sets, a stacked stone liner, improved fronts, and Wi-Fi control compatibility. Shown: Valor L2 linear gas fireplace with birch logs, fluted black liner, 1-inch Clean Install Front, HeatShift. Contact: (800) 468-2567 or https://valorfireplaces.com/l2. Circle Reader Service No. 182

FIT

FIT can be configured by adjusting its modular pieces: 1-seat lounge, 3-seat lounge, 1-seat wedge lounge, right module and left module back, armless module back and curved module back. Modular pieces are fully upholstered with a water-resistant backing; available in Sunbrella’s Natté Charcoal or Natté Graumel. Made to commercial-grade specifications for hospitality. The entire collection can be viewed on the Tropitone website. Contact: (949) 951-2010 or www.tropitone.com. Circle Reader Service No. 183

insight • dimplex

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more depth, a 16” viewing height, and a zero-clearance firebox with an integrated air flow design. “This product offers the only true 3D flame effect in the market, plus new color LED options and our exclusive Comfort$aver Heating System,” Andrews says. “This patented heating system uses less energy than the leading quartz infrared heater by automatically adjusting fan speed and heater wattage to meet room requirements.” Designed for small homes and condos, the PLX Linear Series is only 3.8” deep, which means it can be installed in a standard 2”x4” wall. “This innovative product features Dimplex’s flame technology that makes the unit look twice as deep as competitive units,” Andrews says. For customers seeking a distinguished design, the Ignite XD Linear Series gives people the choice of four viewing options, plus multiple flame colors. Dimplex’s built-in traditional unit fireboxes are flagship products because they provide a classic look, while also allowing people to repurpose existing masonry fireplaces with a mantel or custom surround. Log sets offered by the company are another way customers can achieve the style they want, whether it’s traditional, contemporary, or a combination of the two. “A large portion of the U.S. market

still prefers the ambiance and character of a nostalgic fireplace with a traditional shape,” Andrews says. “To appeal to new décor styles, including the rustic and eclectic trends, our birch and freshcut logs are a perfect option to blend modern and classic styles.” Andrews adds that customers appreciate the efficiency and modern technology of Dimplex products, and the ability to use them in a multitude of ways—both indoor and outdoor. “With electric, people can enjoy the flame and ambiance of our fireplaces without the heat for year-round enjoyment,” she says. Dimplex remains at the forefront of trends such as the ever-increasing desire for people to make the most of their patio, deck, and yard areas. Dimplex continues to build on its outdoor product line in several ways and will be introducing its new DIR and DSH infrared heaters, which are a great way to extend the outdoor living area with comfort, quick heat, and style. Dimplex is also introducing its Faber brand in North America, with the addition of three new fireplaces. “This year, we’re expanding our product offering with new outdoor gas fireplaces from our Faber brand,” Andrews says. “These premium fireplaces offer propane and natural gas options to give consumers a stylish and safe option to wood fires.”

Dimplex DIR series infrared heaters

Faber’s Buzz Portable outdoor fireplace is designed to be used with a propane cylinder with an optional conversion kit for natural gas. It features convenient built-in wheels and a 54.6” height that is ideal for seated viewing in commercial and residential settings. The contemporary Mood linear fireplace provides an eye-catching focal point for outdoor rooms. “With Faber indoor fireplaces, consumers can experience the same luxurious flame experience using gas or electric—the first brand to deliver choice without compromise,” Andrews says. The MatriX fireplace features a 5burner system that allows users to adjust flame height and width. The fireplace logs wrap around the burner to create an even more realistic flame effect. Its e-MatriX gives consumers an electric version of the fireplace. “Beyond the groundbreaking aesthetics and design, the MatriX

also offers true versatility with natural gas, propane, and electric options,” Andrews says. As Glen Dimplex Americas draws on decades of innovation in a variety of categories, it continues to keep its focus on delivering cutting-edge, technologically advanced, stunning fireplaces that enhance homes and businesses throughout North America. “Glen Dimplex Americas is a privatelyowned company with strong oversight on production and materials and, as a result, has a strong reputation for quality and reliability,” Andrews says. “Design and quality-testing programs exceed regulatory requirements, following our commitment to continuous improvement. We showcased many of our exciting, new products at HPBExpo, and the positive feedback from dealers was overwhelming. This makes us feel good about our products and our future.”

PATIOANDHEARTHPRODUCTSREPORT.COM 77

advertiser index Advertiser

Phone

Website

Page

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

profiles directory Company

Page

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

AEI............................................................................................................71

Big Green Egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . .www.biggreenegg.com . . . . . . . . . . . . . . .30

Agio............................................................................................................63

Bull Outdoor Products . . . . . . . . . . . . . . .(800) 521-2855 . . . . . .www.bullbbq.com . . . . . . . . . . . . . . . . . . . .15

American Fyre (RH Peterson)............................................................................73

C.R. Plastic Products . . . . . . . . . . . . . . . .(800) 490-1283 . . . . . .www.crpproducts.com . . . . . . . . . . . . . . . . .41

Apricity (Agio)............................................................................................65 Big Green Egg ....................................................................................62, 70

Castelle . . . . . . . . . . . . . . . . . . . . . . . . . . .(855) 612-9800 . . . . . .www.castellefurniture.com . . . . . . . . . . . . . .2

Bull Outdoor Products ..........................................................................62, 64

Country Lane Gazebos . . . . . . . . . . . . . .(717) 351-9250 . . . . . .www.gazebo.com . . . . . . . . . . . . . . . . . . . .65

Castelle....................................................................................................60, 66

Dansons, USA . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . .www.dansons.com . . . . . . . . . . . . . . . . . . . .79

Country Lane Gazebos ........................................................................66, 68

Dimplex . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 668-6663 . . . . . .www.dimplex.com . . . . . . . . . . . . . . . . . . . .53

C.R. Plastic Products ............................................................................62, 64 Delta Heat (Twin Eagles)................................................................................76

DuraVent . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 835-4429 . . . . . .www.duravent.com . . . . . . . . . . . . . . . . . . .49

Dimplex ..............................................................................................64, 66

Elmira Stove Works . . . . . . . . . . . . . . . . .(800) 295-8498 . . . . . .www.elmirastoveworks.com . . . . . . . . . . . .64

Ecofan (Caframo)........................................................................................63

Empire Comfort Systems . . . . . . . . . . . .(800) 851-3153 . . . . . .www.empirecomfort.com . . . . . . . . . . . . . .27

Elmira Stove Works ..............................................................................62, 66

Enviro . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(250) 652-6080 . . . . . .www.enviro.com . . . . . . . . . . . . . . . . . . . . . .13

Enervex....................................................................................................64, 66 FiberBuilt Umbrellas & Cushions ............................................................69, 70

FiberBuilt Umbrellas & Cushions . . . . . .(866) 667-8668 . . . . . .www.fiberbuiltumbrellas.com . . . . . . . . . .66 Fire Magic (RH Peterson)....................................................................................76 Frankford Umbrellas . . . . . . . . . . . . . . . .(856) 222-4134 . . . . . .www.frankfordumbrellas.com . . . . . . . . . . .21

Frankford Umbrellas..................................................................................68, 72

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . . .www.gensuncasual.com . . . . . . . . . . . . . . .37

Gensun................................................................................................67, 74

The Hammock Source . . . . . . . . . . . . . . .(800) 334-1078 . . . . . .www.thehammocksource.com . . . . . . . . .47

The Hammock Source ..........................................................................68, 72

Hargrove Manufacturing . . . . . . . . . . . . .(800) 725-4166 . . . . . .www.hargrovegaslogs.com . . . . . . . . . . . .59

Hargrove Gas Logs......................................................................................63, 69 Heat & Glo (Hearth & Home Technologies) ..................................................60

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

Infinity Canopy ..........................................................................................62

IMC/ Las Vegas Market . . . . . . . . . . . . . .(702) 599-3046 . . . . . .www.lasvegasmarket.com . . . . . . . . . . . . . .61

Infrared Dynamics (AEI) ..............................................................................68

Infratech . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . . .www.infratech-usa.com . . . . . . . . . . . . . . . .63

Infratech ..............................................................................................70, 73

Kozy Heat . . . . . . . . . . . . . . . . . . . . . . . . .(800) 253-4904 . . . . . .www.kozyheat.com . . . . . . . . . . . . . . . . . . .67

Kozy Heat ............................................................................................70, 75 Louisiana Grills (Dansons) ......................................................................65, 67

Lovinflame . . . . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . . . .www.lovinflame.com . . . . . . . . . . . . . . . . . .34

Lovinflame............................................................................................69, 71

Memphis Wood Fire Grills . . . . . . . . . . .(888) 883-2260 . . . . . .www.memphisgrills.com . . . . . . . . . . . . . . .42

Majestic Products (Hearth & Home Technologies)......................................70

Merchandise Mart Properties . . . . . . . . .(800) 677-6278. . . . . .www.casualmarket.com . . . . . . . . . . . . . . . .71

Memphis Wood Fire Grills............................................................................69, 75

MLW Stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .68

MLW Stone......................................................................................70, 76 Napoleon ....................................................................................76

NorthCape . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . . . .www.northcape.com . . . . . . . . . . . . . . . . . .57 NorthCape ......................................................................................60, 72 Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . . . .www.ortalheat.com . . . . . . . . . . . . . . . . . . .26

Ortal......................................................................................................72, 73

The Outdoor GreatRoom Company . . .(866) 303-4028 . . . . . .www.outdoorrooms.com . . . . . . . . . . . . . .51

The Outdoor GreatRoom Company ......................................................73, 75

POLYWOOD . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . . . .www.polywoodoutdoor.com . . . . . . . . . . . .9

Plaza Fireplace (Empire Comfort Systems) ....................................................69

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . . . .23

POLYWOOD........................................................................................73, 75 Primo (Empire Comfort Systems)....................................................................65

RH Peterson . . . . . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . . . .www.rhpeterson.com . . . . . . . . . . . . . . . . . .7

Ratana......................................................................................................72, 75

Sunbelievable . . . . . . . . . . . . . . . . . . . . . .(336) 210-2630 . . . . . .www.sunbelievable.com . . . . . . . . . . . . . . . .3

Shademaker USA (Treasure Garden/Jardinico) ..............................................76

Sunrise Metal Shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38

Sunbelievable......................................................................................73, 75

Sunset West . . . . . . . . . . . . . . . . . . . . . . .(760) 599-1021 . . . . . .www.sunsetwestusa.com . . . . . . . . . . . . . .43

Sunrise Metal Shop......................................................................................72, 74 Sunset West ........................................................................................60, 76

Telescope Casual . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . . . .www.telescopecasual.com . . . . . . . . . . . . .45

Telescope Casual..................................................................................62, 64

Tempotest USA . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . . .www.tempotestusa.com . . . . . . . . . . . . . . .12

Tempotest............................................................................................74, 76

Treasure Garden . . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . . .www.treasuregarden.com . . . . . . . . . . . . . .19

Treasure Garden................................................................................................74

Tropitone . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . . .www.tropitone.com . . . . . . . . . . . . . . . . . . .35

Tropitone..................................................................................................74, 77 Twin Eagles..................................................................................................60

Twin Eagles . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . . .www.twineaglesgrills.com . . . . . . . . . . . . . .31 Urbana Fireplaces (Enviro)..........................................................................67, 68 Valor Fireplaces . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . . .www.valorfireplaces.com . . . . . . . . . . . . . .39

Valor Fireplaces....................................................................................74, 77

Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . . .www.wittus.com . . . . . . . . . . . . . . . . . . . . . .69

Wittus..................................................................................................60, 71

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 2020, VOL. 15, NO. 2 Â© 2020 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) 763-9261. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

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