Patio and Hearth Products Report - May/June 2012

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P.O. Box 100936, Ft. Lauderdale, FL 33310 | T 954.735.9800 | F 954.735.0642 | www.pridefamilybrands.comPermanent showrooms in Chicago Merchandise Mart, Suite 1747, Ft. Lauderdale, FL and San Jose, Costa Rica

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4 Patio & Hearth Products Report May/June 2012

8 GUEST EDITORIAL –EAT YOUR GRILLED VEGGIES (AND FRUITS, TOO)BY KAREN ADLER

A well-known cookbook author describes how one of thelatest trends in grilling focuses on vegetarian dishes.

14 PRODUCT SPOTLIGHT – WHAT’S IN VOGUEBY CHERYL DANGEL BARTOLINI

Our annual assessment of the casual-furniture market fea-tures interviews with executives of leading manufacturers.

2O MARKETING MANEUVERS – A FRIENDLY GIANTBY KIMBERLY RODGERS

Providing exceptional customer service has helped thischain establish eight locations in the Midwest and South.

22 A SUCCESS STORY BY KIMBERLY RODGERS

Value pricing and a vertical management structure arekey factors that have led to Patio Renaissance’s growthduring the past six years.

24 HEARTH RETAILER PROFILE – ALL IN THE FAMILYBY SHARON SANDERS

An upscale showroom wows customers of this family-runbusiness in New York City.

26 SEAMLESS SERVICEBY SHARON SANDERS

Olympia Chimney Supply earns its well-respected reputa-tion by offering innovative products, great prices, andfirst-rate service.

28 OUTDOOR GRILLING RETAILER PROFILE – ENCORE CAREERSBY KIMBERLY RODGERS

Leaving the corporate world for the barbecue and out-door-living retail field has brought many rewards to thisFlorida couple.

30 SIZZLING-HOT GRILLSBY CHERISE FORNO

Twin Eagles stands out in the industry because of premi-um outdoor-kitchen products that offer exclusive featuresand benefits.

32 SHOWROOM SHOWCASE – KEEPING CUSTOMERS HAPPYBY SHARON SANDERS

Rich’s for the Home has put customers first for the past 33years, which keeps them coming back for new merchandise.

34 I’M NOT WOODBY SHARON SANDERS

Eon’s highly engineered polymer outdoor furniture hasthe look and feel of natural wood.

36 AS I SEE IT – GLASS THAT GLOWSBY SHARON SANDERS

American Fireglass products are popular with consumerswho want something modern and dramatic for their fire-places and firepits.

40 MY TURN – BIG PUSH IN 2012BY GREG THOMPSON

In an impressive effort, Gensun will introduce more than200 new products this year.

44 PRODUCT INNOVATION – SURGE IN SALESBY CHERYL DANGEL BARTOLINI

RH Peterson predicts that sales will continue to rise forits outdoor-kitchen and hearth products, since consumerdemand is gaining momentum.

44

M a y / J u n e 2 0 1 2 • V o l u m e 7 , N u m b e r 3

On the Cover | Agio

48 CORPORATE PROFILE – DIMPLEX DELIVERSBY CHERISE FORNO

Expertise in product development has madeDimplex electric fireplaces, stoves, and grills some ofthe best in the industry.

52 LAST WORD – FUN IN THE SHADEBY CHERYL DANGEL BARTOLINI

Shade manufacturer Galtech International expectsto grow by double digits this season.

departments6 SMOKIN’ – PUBLISHER’S VIEWPOINT AND

EDITOR’S MESSAGE

10 INDUSTRY NEWS – EDITED BY KRIS KYES

56 PRODUCT PROFILES

74 PRODUCT PROFILES DIRECTORY

74 AD INDEX

67

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Agio is the registered trademark of Agio International Company, Ltd.

You’re never too old to enjoy the excitement and joy of playing outside. Visit agio-usa.com. Follow us on or


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Mike Miller, president of SelectOutdoor Kitchens, has suggested tome (on more than one occasion) thatwe should do a scratch-and-sniffbarbecue cover for Patio & HearthProducts Report. Miller feels (and I agree)that the delicious aroma of barbecue com-ing from the front cover would be a greatway to draw readers into the magazine.While it’s a great idea, it might be cost pro-hibitive. I can only imagine what it wouldcost to manufacture, produce, and adhereto the front cover of the magazine 15,000scratch-and-sniff barbecue tabs.

While it might not be feasible from acost standpoint to draw readers into themagazine with the smoky or hickory smellof barbecue, drawing customers into yourstore with the bold, aromatic scent of bar-becue is a very cost-effective sales and mar-keting strategy. With summer upon us,now is the perfect time to take those barbe-cues/grills and smokers that adorn yourshowroom, bring them outside, and putthem to good use.

In the automotive industry, they saythat if you can get the customer to take a

test drive, you are 10 steps closer to closingthe deal. With barbecues/grills and smok-ers, letting customers smell the aroma ofbarbecue; hear the sizzle of high-qualitymeat, poultry, fish, vegetables, and evenfruit cooking; and see all of these elementsbeing grilled, roasted, or smoked are sure-fire ways to get your walk-in customers togo from being tire kickers to serious buy-ers. Holding barbecue events at your storeis also a great way to spread word-of-mouth advertising.

With many of the products that aresold in the patio, hearth, barbecue/grill,and outdoor-living industry, taking theproduct for a spin is not possible. Withthe hearth industry, showing a customer aburning fireplace or stove makes a hugedifference in advancing the sale. With bar-becues/grills and smokers, demonstratingthe use of the product (and allowing yourcustomers actually to taste what has beencooked) is one of the most effective waysto make the sale.

Don’t just stick with the usual cuisine ofhamburgers, hot dogs, or steak. Customersknow how these foods should (and do)

taste. Selectmeats, poul-try, and veg-etables thataren’t being consumed by the averagehousehold, Monday through Friday, so thatyou can entice the taste buds of your cus-tomers and let them know that with a newbarbecue/grill or smoker, they can upgradetheir at-home menus.

When people taste something that theyhave never tasted before—or have nevertried in a form that tasted so good—ithelps persuade them that the investmentthat they are about to make in a new bar-becue/grill, smoker, or outdoor-kitchenisland is going to turn the standard out-door-cooking experience into a uniquedining experience that will be enjoyed byfamily and friends.

Golf stores don’t try to sell customers anew set of golf clubs with the idea that theywill be able to maintain their game. Golferswant to do anything but maintain theirgame of hacking, slicing, and missing putts.Golf stores promote a new set of golf clubsas a way to hit the ball farther, strike the ball

in a way that is more true, land moredrives on the fairway, land more ironshots on the green, and putt withgreater accuracy.

The same approach should beemployed with sellingbarbecues/grills and smokers. Pull outthe units from your showroom, set upa barbecue demonstration or event inyour parking lot or an area near yourstore, and let customers see, at first

hand, how they can go from being burger-grilling guys and gals to being the ultimateoutdoor chefs.

In this issue, on page 8, there is anexcellent Guest Editorial by Karen Adlerof Pig Out Publications, a cookbookwholesaler specializing in barbecue/grilling cookbooks. Adler’s GuestEditorial promotes healthy livingthrough grilling and smoking vegetablesand fruit.

Healthy grilling and smoking are greatconcepts that embrace a U.S. populationthat is becoming more health conscious,especially in the area of nutrition.Encouraging customers to go beyond thenorm of barbecuing/grilling standard farewill help your customers understand andappreciate the value of investing in a newbarbecue/grill, smoker, or outdoor-kitchen island.

TONY RAMOSPUBLISHER

[email protected]

My friend’s son (a computer-sci-ence major at the University ofCalifornia–Berkeley) doesn’t grad-uate until 2013, but tech companiesare already enticing him with high-pay-ing job offers. It’s interesting that overhalf of these offers have been from com-panies developing apps for smartphones.

Increasing numbers of retailers arejumping on the bandwagon. Just theother day, I noticed that my local Vonsgrocery store now has an app that allowsme to check its weekly specials, obtainpersonalized coupons, create a virtualshopping list, and determine the ingredi-ents of various foods.

Grocery stores aren’t the only retailersthat have developed apps for their cus-tomers. A recent article in The Wall StreetJournal described how retailers in differentindustries are developing strategies thatattract customers via their smartphones.One of the technologies that they’re using iscalled geofencing, which targets potentialcustomers when they are nearby. Whenusing geofencing, stores send texts to near-

by customers andengage them ona more personallevel.

Smartphoneusers who signup for geo -fencing willreceive texts

from a store when they enter a cer-tain radius, with messages offering dis-counts and coupons that they wouldn’t beable to find in print or online. Some retail-ers currently using geofencing are TheNorth Face, Maurices, Kiehl’s, Starbucks,and Kmart.

Some might think that consumerswould be turned off by this invasion ofprivacy, not to mention the flood of textsfrom businesses, but the reality is that cus-tomers are growing more accustomed toreceiving text coupons. More than 3.4 bil-lion mobile coupons, around the world,were redeemed in 2011.

Other businesses are discovering thatapps can enhance the in-store experienceby helping customers locate the rightproducts, view prior purchases, obtain

product information, and even locate carsthat were left in crowded mall parking lots.Tiffany & Company uses an educationalstrategy, providing a free app to teach peo-ple what to look for when buying anengagement ring. It even lists prices, so acustomer is prepared before entering thestore. Others, including Gap and HollisterCompany, have found that apps can turn apassive catalog into an interactive experi-ence, personalizing outfits and helpingwith the fit of jeans.

Can independent retailers in thepatio-furniture, hearth, andbarbecue/grill industries capitalize onmobile technology? Obviously, the costof building a smartphone strategy is themajor deterrent in using this technology,but research is demonstrating that theseexpenses are paying off for some retailers.

According to a December 2011 ABIResearch report on its survey of con-sumers, “Mobile Shopping and the MobileWallet,” smartphone users who haddownloaded a retailer-branded app visit-ed the store more (46%), bought more ofthe store’s products and services (40%),told a friend about their shopping experi-

ence (36%), and encouraged friends tovisit the store (31%).

The furniture megastoreFurnitureland South (Jamestown, NorthCarolina) has found that its new iPhoneapp has helped improve the shoppingexperience for its customers by providingeasy access to product information in realtime, by helping them to create wish lists,and by contacting design consultantswithin the store.

At some point, retailers in all indus-tries will benefit from these marketingtools, as consumers continue to embracesmartphones. Being knowledgeable aboutmobile marketing will only help yourbusiness in the future. There are somepeople who don’t believe that apps willcatch on; these are probably the samepeople who didn’t believe, back in the1990s, that the Internet was going tocatch on, and who felt that they wouldnever need a website. Ironically, most ofthese naysayers now have websites—andeven Facebook and Twitter accounts.

CAROL DAUSEDITOR

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from THE EDITOR

PUBLISHER’S VIEWPOINT

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PUBLISHER

Tony Ramos

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EDITOR

Carol Daus

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ART DIRECTOR

Cass Estes

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ASSOCIATE EDITOR

Kris Kyes

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STAFF WRITERS

Cheryl Dangel Bartolini

Cherise Forno

Kimberly Rodgers

Sharon Sanders

Greg Thompson

SOCIAL-MEDIA EDITOR

Amanda Daus

CIRCULATION DIRECTOR

Paul Piwowar

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

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et’s talk food:grilled andsmoked veg-

etables and fruits, tobe specific. To whetyour appetite andkeep you reading,here are some drop-dead–good recipes(without a bit ofmeat): plank-roast-ed pear salad withblue cheese and walnuts; wood-grilledspring onion, brie, and kalamata olivepizza; and smoked summer tomatobasil butter (all from “The Gardener& the Grill”); grilled vegetableantipasto (from “Cookouts VeggieStyle!”); and grill-roasted spaghettisquash with tomatoes, black beans,and zucchini (from “Grilling VeganStyle”). They’re mmm-mmm goodand good for you, too.

Eating habits are changing. In onerecent week, I spoke with three differ-ent people whose families were beingaffected by eating choices—a youngteen deciding to be a vegetarian; aradio host who is a pescatarian (a per-son who eats fish, but would otherwisebe a vegetarian) and has a vegetarianwife; and another friend who chose avegan diet under medical care, to shedpounds, and then decided upon a flexi-tarian (almost vegetarian) lifestyle,along with his wife. That makes a totalof five acquaintances, in one week,with -tarian diet choices.

If all these -tarians are making yourmeat-loving mind dizzy, don’t despair;just read on, so you will be in theknow. The Vegetarian Resource Group(www.vrg.org) is a marketing platformfor companies producing vegetarianproducts and also for interested par-ties, such as restaurants and others inthe food business. In 2011, the groupcommissioned Harris Interactive toconduct a national telephone poll.

It found that as many as 33% ofU.S. adults don’t eat meat or fish athalf of their meals, and 5% say thatthey never eat meat or fish, whichmakes them vegetarians. There is asolid third of the population inter-ested in nonmeat foods. They are

making healthy foodchoices; watchingtheir meat, carbohy-drate, and sugarintake; and addinglots more naturalfoods to their diets.That means morevegetables and fruits.

This trend of eat-ing more vegetablesand fruits goes hand

in hand with the farm-to-table move-ment, the rising number of farmer’smarkets, knowing where your foodoriginates, and the ever-increasingnumber of people gardening andgrowing their own vegetables (in con-tainers, as part of an edible landscape,in the back or front yard, or in com-munity plots).

The most recent crop of barbecueand grilling cookbooks includes severalfocusing on vegetables and fruits: Oneis “Grilling Vegan Style” by JohnSchlimm (Da Capo Lifelong Books,2012). Get past the odd yellow-and-orange cover of this book and flip itopen; you’ll find an attractive interiorwith stylish fruit and vegetable photo-graphs, including sizzling beans of allkinds; grilled greens, such as romaineand Swiss chard; and tofu. Barbecuechampion chef Paul Kirk provides anice back-cover quote, too. “CookoutsVeggie Style!” by Jolinda Hackett(Adams Media, 2011) is another vege-tarian cookbook; it has a collection of225 recipes that are full of flavor andfree of meat.

My book (with coauthor JudithFertig), “The Gardener & the Grill”(Running Press, 2012), is beautifullydesigned, with recipes for the mostpopular vegetables and fruits grown inbackyard gardens in North America.The grilling chapters include appetiz-ers, salads, soups, pizza, vegetables,fruits—and also meat, poultry, andfish. This is an ideal book for vegetari-ans, flexitarians, and avid grillers andgardeners who want to get that won-derful caramelization from an outdoorgas or charcoal fire.

Step it up: Add cooking demonstra-tions and classes with style, flair, andcolorful vegetables and fruits. You cangrill greens such as romaine, kale,radicchio, Swiss chard, and cabbage.Create colorful, eye-appealing assort-ments of peppers, squash, tomatoes,eggplant, corn, peaches, apples, plums,melons, and grapefruit. Place thegrilled foods on beautiful platters (thatyou sell in your store).

Drizzle a gourmet vinaigrette (thatyou sell in your store) over the plattersof food. Display and provide samplesof the food on one of your beautifulpatio tables (not on an industrial-stylefolding table). Place the cookbook(s)that you’re cooking from with anyother product that you are using withthe food, and you’ve got a greathealthy-lifestyle cross-promotion.

What’s the point, you ask, beyondpromoting my cookbook? It’s that ourindustry needs to address this healthytrend. Your customers are ready formore information on grilling andsmoking vegetables, fruits, and meatsubstitutes. Embrace this, and you willexpand your customer base—and edu-cate your existing customers about thelifestyle and healthy living that you andyour store can help them attain.

Karen Adler owns Pig Out Publications,

Inc. (Mission, Kansas), a cookbook

wholesaler specializing in barbecue and

grilling books. She is the author of more

than 19 cookbooks. Her most recent

cookbook, with Judith Fertig, is “The

Gardener & the Grill.” Over 250 barbecue

and grilling cookbooks are available at

www.pigoutpublications.com.

guest editorial

Eric Parsons

Eat Your Grilled Veggies (and Fruits, Too)by KAREN ADLER

L





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by KRIS KYES

Longtime EmpireComfort Systems salesrepresentative AlBradtke passed awayon April 25, 2012, at theage of 98. Bradtkeserved as a Navy Seabeeduring World War II.He worked forWhirlpool for morethan 18 years before

striking out on his own, as an independent salesrepresentative, in 1983.

The Bradtke Sales Agency represented Empirefor more than 15 years and was instrumental incarving out a market for Empire’s vent-free heatersin the Southeast. Empire initially imported vent-free heaters from Spain, under the brand nameCorcho. Bradtke’s strong advocacy of the then-newtechnology earned him the nickname Mr. Corcho,which stuck with him long after Empire beganmaking vent-free products domestically under itsown Empire Heating Systems brand. Bradtke wastruly a selling legend in the heater industry.

In-season Custom Orders Exceed Previous Year’s in Size andFrequency for Pride Family Brands

Luxury casual-furniture designer andmanufacturer Pride Family Brandsrecently reported that its in-seasoncustom orders have surpassed thosefor the same period in 2011. The pos-itive growth being experienced by thecompany is reflected in increases incustom-order sizes and the frequencyof casual-retailer orders, as well as inthe higher-end products selected.

“The custom-order segment ofour business has always been signifi-cant,” Steve Lowsky, president ofPride Family Brands, explains. “In2012, we are experiencing increasesfrom retailers across categories andregions of the country. We feel, if thiscontinues throughout the season, it

will create a very positive atmospheregoing into 2013’s intro season.”

Pride Family Brands currently iswell within the design phase of the2013 product introductions that willdebut at the July 2012 ICFA PreviewShow™ (formerly Casual Pre-Market) in Chicago, Illinois.Planning one of its most extensivenew-product releases, Pride FamilyBrands will introduce multiple collec-tions and an estimated 100 newunits. One of the collections slated tobe unveiled is described as a wow col-lection, indicating that the award-winning designers from Pride FamilyBrands will deliver, once again, out-door furnishings that will set trends

within the industry. Rory Rehmert, vice president of

sales and marketing, says, “Along withthe increases in the size and frequen-cy of custom orders so far this season,we are also seeing a trend toward thehigher-end products. Among our 10top-selling collections this season,two are from our premium lines andcarry some of our highest pricepoints. We see this as an indication ofoutdoor consumers’ return to invest-ing in their outdoor spaces.”

For more information about PrideFamily Brands and its distinguishedlines of casual furniture, visitwww.pridefamilybrands.com or call(954) 735-9800.

The Coco Sling dining chair from Pride

Family Brands features a custom-

ordered, hand-applied finish.

Al Bradtke

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Galaxy Outdoor, thelargest manufacturer ofcustom-built outdoorkitchens and seating barsin the United States andCanada, continues to gainstrength in the marketplace.All of the material used inthe construction of itsislands is made in theUnited States, and 100% ofthe products are built in LasVegas, Nevada. All of itscabinets, bars, and firepitsare constructed of 12-gauge,#120 galvanized tubing andwelded together. No screwsare used in the assembly ofthe frames. All sections aredesigned to be boltedtogether and self-aligned foreasy installation.

Galaxy offers everythingneeded to make outside

entertaining anexperience that cus-tomers love. Givena selection of over40 different built-instainless-steel com-ponents, customerscan incorporateeverything that they needfor entertaining. GalaxyOutdoor does not chargefor custom cutouts for anygrills or stainless-steel com-ponents (all brands).

Designing a customisland is quick and easy. Thecompany’s trained staffassists dealers and customersin drawing out a dreamisland. Even a pillar or col-umn in the middle of theisland does not present aproblem for the homeown-er. Galaxy Outdoor will

come up with a solution, atno additional charge.

If a customer wants alarge island of 30 or 40 feet(or more), Galaxy Outdoorcan accommodate this bybuilding the island in sec-tions for shipping. Thefinal installation of theisland is fast, fun, and easy.Every section of the cus-tom island is designed tofit through standard door-ways or gates. Customerswill never need cranes todeliver their kitchens.

Galaxy Outdoor alsohas the best warranty in theindustry. There is a lifetimewarranty on all built-instainless-steel componentsand a 10-year warranty onthe galvanized frame andall PermaBase® cementboard. Dealer display dis-counts are available, andthere is no minimum orderrequirement.

Galaxy OutdoorExpands Throughout theUnited States and Canada

Empire Remembers SalesRepresentative Al Bradtke

Galaxy Outdoor’s islands

transform ordinary backyards

into resortlike retreats.


May/June 2012 Patio & Hearth Products Report 11

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AES 2012 Spring Break Is Well Received by Attendees

Linda Moss of Lehrer Fireplace & Patio and

Rick Lucas of Graysen Woods

Louie Falco of Enviro (left) and Jason Reale of

Castlewood Custom Landscape & Design

Over 100 people attended the thirdannual Associated Energy SystemsSpring Break on April 26, 2012, inDenver, Colorado. Attendees were treat-ed to a full day of technical and business-building classes. Class topics rangedfrom gas-valve troubleshooting for inter-mittent-pilot ignition to how to designand sell outdoor kitchens.

When attendees weren’t busy learn-

ing, they were able to visit all the vendorsat the on-site trade show. It was an excel-lent opportunity to see many items thathad debuted at HPBExpo in March.Added attractions were the multitude ofshow special buys and the world-famousCloseout Corral, both of which treatedshow attendees to some amazing dealsthat more than made up for the dayspent out of the shop.

Pride Family BrandsHires IndependentDesign ConsultantMarcia Blake Pride Family Brands has hired MarciaBlake as an independent design con-sultant for the award-winning manufac-turer of luxury cast-aluminum outdoorfurnishingsand acces-sories. Blakecurrently isthe presidentand creativedirector of afull-servicedesign com-pany special-izing in out-door environments.

Steve Lowsky, president of PrideFamily Brands, says, “Marcia’s work with-in the casual industry is well recognized.We are looking forward to applying herdesign talents and expertise in the out-door segment to define further the luxu-ry message of Pride Family Brands withinour catalogs and showrooms.” Blake’sresponsibilities will include consultationon fabrics across the company’s multiplelines, including the luxury cast-aluminumCastelle® line.

Blake also will coordinate and consulton catalog photography, as well as brandand showroom displays. Blake’s expertisewill be focused on Pride’s 12,000–square-foot showroom in the Merchandise Martin Chicago, Illinois, and its10,000–square-foot showroom in thecompany’s Fort Lauderdale, Florida,headquarters.

Blake is an eight-year veteran of out-door-furnishing design and has served onthe board of directors for the Inter -national Casual Furnishings Associationsince 2009. “I have long been a fan ofPride Family Brands and its Castelle lineand am excited to begin working withthe Pride organization in the presenta-tion of its luxury products,” Blake says.

Marcia Blake

http://www.infratech-usa.com

Pelican Reef Wicker, manufacturer anddistributor of high-quality casual fur-nishings since 1983, partnered withPanama Jack, in 2011, to be its outdoor-furniture supplier. This year, it will intro-duce two new collections at the ICFAPreview Show™ (formerly Casual Pre-Market) in Chicago, Illinois, in July.

Allen Calzadilla, president of PelicanReef Wicker, says, “The past five monthshave been sensational, with the introduc-tion of Panama Jack’s Island Breeze col-lection. We are so excited to be able togive our existing and new dealers a chance

to touch and feel the new LeewardIslands collection and get a peek at theupcoming St. Bart’s collection.”

Mayleen Chadwick, vice president ofsales, helped design the Panama JackLeeward Islands outdoor collection. Shesays, “The Leeward Islands collectionhas incorporated high-quality teak withwoven Viro fiber to refresh the look oftraditional teak patio furniture in anentirely new style and direction.”

The St. Bart’s collection is made ofextruded, powder-coated aluminumwoven with a brown pine fiber. The

St. Bart’s and Island Breeze collectionscan be mixed for container buyers.With the warehoused inventory ofPanama Jack Outdoor, anyone can getproducts placed on the retail salesfloor immediately.

In addition to the Panama Jack mer-chandise, Pelican Reef Wicker offers anentire indoor- and outdoor-furniturelineup (as part of a quick-ship pro-gram) from its Florida distribution cen-ter, along with direct container inven-tory ready for immediate shipmentfrom the factories.

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Tropitone Furniture Company, Inc., hasannounced the endorsement of itsinnovative URComfort™ self-adjustingseating by the American ChiropracticAssociation (ACA). This endorsementis a first for outdoor casual seating andone of very few for seating in general.

Frank Verna, director of consumersales and business development, says,“We are extremely pleased that theACA has endorsed TropitoneURComfort seating. The ACAendorsement process is very rigorous.They want to ensure that any productthat carries their endorsement label sat-isfies the high expectations of the buy-ing public. Their reputation is at stake.”

The ACA is based in Arlington,Virginia and is the largest professionalassociation in the United States repre-

senting doctors of chiropractic. Its mis-sion is to preserve, protect, improve,and promote chiropractic professionalsfor the benefit of the patients theyserve. The ACA provides leadership inhealth care and a positive vision forchiropractic’s natural approach tohealth and wellness.

A full line of URComfort cushionand sling seating was introduced in2011. A patent for the revolutionaryURComfort seat-adjustment systemhas been published by the UnitedStates Patent and Trademark Officeand is pending final approval.

The URComfort seat-adjustmentsystem uses multiple pivot points toallow articulated movement of boththe back and the seat. This concept isstarting to emerge in such advanced

products as aviation seats. RichardRivera, Tropitone’s vice president ofengineering, says, “We have uniquelyapplied the multiple-pivot-point ideato the outdoor environment. One ofour critical engineering design objec-tives was to make the articulated-movement system simple and durable.”

URComfort can be adapted to anybody size and weight with the simpleadjustment of a single knob on eachside of the seat. The multiple-pivot-point seat-adjustment system allowsthe user to find the most comfortableposition without getting out of thechair. The few moving parts are ele-gantly simple and easy to maintain.

Verna says, “One of the uniquecharacteristics of the URComfortsystem is that it naturally finds your

center of gravity and distributes yourweight comfortably. People with orwithout back pain can easily find acomfortable position. URComfortseating is also offered in a range offirmness levels, from softer cushionsto intermediate padded slings orfirm slings and duplex slings. Wehave teamed with the ACA in aneffort to communicate these criticalbenefits better.”

Galaxy Outdoor Hires Phillip Williams

Pelican Reef Wicker Introduces New PanamaJack Outdoor-furniture Collections

Galaxy Outdoor recently hired Phillip Williams to headmarketing activities for the company. With 15 years ofexperience in the print and advertising industry, Williamsbrings the company innovative marketing concepts thatwill help Galaxy Outdoor reach its audience. As CEO ofVista Grafix, a Nevada large-format–printing company,Williams helped both small retailers and national compa-nies boost their visibility in the marketplace and gain brand exposure through printmarketing and creative advertising efforts.

With a passion for marketing, Williams understands the needs of retail dealers, aswell as how to promote, market, and support the Galaxy Outdoor line of products.Williams will be calling dealers to introduce himself and lend his assistance to theeffort of displaying and marketing Galaxy Outdoor’s products in stores across theUnited States and Canada.

Phillip Williams

A chaise from the Leeward Islands

collection

Tropitone’s URComfort™ system, featuring

the Lakeside frame

American Chiropractic Association Endorses Tropitone’s URComfort Seating

continued on page 71

Cal Spas LaunchesNew UV-light PurifyingSystemCal Spas, the world leader in luxuryhome-resort products, has introduced itsnew UV-light purifying system,PureCure™. The PureCure purifyingsystem is an eco-friendly water-clarity sys-tem that successfully purifies water byusing the power of natural UV light tokill the bacteria, algae, and viruses oftenassociated with traditional ozone andother water-clarity systems.

PureCure’s use results in smooth,silky spa water that leaves bathers feeling

clean and fresh. This exclusive UV-lightpurifying system effectively destroysmicroorganisms without off-gassing orreleasing harmful chemicals into the airor onto the skin.

“At Cal Spas, we are focused on offer-ing innovative products that are good foryou and the environment,” Casey Loyd,president, says. “Due to the risingdemand for eco-friendly consumer prod-ucts, we felt it was necessary to launchPureCure in order to satisfy the marketof consumers seeking outdoor productsthat are less harmful to the environment.PureCure brings us one step closer tooffering a wide range of products for


http://solair.com/shade

what’s in vogueatio & Hearth Products Reportasked nine manufacturers ofoutdoor furniture to describe,

in one term, what is trending now.There were nine different responses:deep seating, plushness, comfort,individuality, multiplicity, color safe-ty, change, value, and freshness.

Deep seating: Bob Gaylord, presidentof Agio USA (Virginia Beach,Virginia), is sticking with deep seatingas his trend choice. “Ten years ago,perhaps 90% of all casual furniturewas dining,” he says. “Today, deep seat-ing is probably closer to 40% andgrowing each year.”

People are enjoying deep seating, headds, because spending time outdoorsis all about leisure. Gaylord says, “I’velong had the opinion that the averagemeal lasts about 15 minutes, whethertaken inside or out, but when peoplemove outside to entertain, read, orrelax and chat, that time can averagebetween an hour and two. The choicebecomes lounging in a dining chair ordeep seating chair.”

He continues, “The evolutiontoward deep seating chat furnitureallows for dual use: collections that sat-isfy the role of sitting together to eat ameal, but—more important—relaxingcomfortably.” Deep seating is, indeed,very strong, according to Fred Ilse,president of Outdoor Lifestyle, Inc.(Stanley, North Carolina). He reports,“We have seen an increase in balconyand bar-height dining sales,” as well.

Plushness and comfort: Merv Conn,president of Mallin Casual Furniture(Montebello, California), says of thetrend, “It’s plush.” Brenda Pereyda,vice president, adds, “Comfort: Thetrend continues to be comfortabledeep seating.”

Individuality: Todd Wingrove, directorof sales for Homecrest Outdoor

Living (Wadena, Minnesota), saysthat individuality is the key trend.“Customers who invest with specialtyretailers are making a purchase thattheir entire neighborhood sees; con-sequently, they don’t want it to looklike they got it at the neighborhoodbig box,” he says. “Individual person-alities can be expressed as outdoorspace is defined to match consumers’tastes, use, and lifestyles.”

Tim Le Roy, president of PeakSeason Inc. (Irondale, Alabama),echoes the fact that customization is atrend. “Customers want to make theiroutdoor spaces truly their own, and inthat individual design process, theyare very open to customizing theirspaces personally,” he explains, using amixture of furniture characteristics.

Virginia Hamilton, vice presidentand business-development managerfor Outdoor Lifestyle, agrees that per-sonalization is a priority for con-sumers. Fabrics are one way to achieve

the individual look that they are seek-ing. She says, “After making an invest-ment in an outdoor set, consumersstill appreciate the ability to changethe overall look of the set (and theiroutdoor decor) by incorporating fab-rics with bold color schemes andinteresting patterns. Although manyconsumers love the design of theirfurniture, they like to incorporatetheir own personal style into the fur-niture through the use of fabrics.”

Multiplicity: According to Terri LeeRogers, president of OW LeeCompany, Inc. (Ontario, California),the trend is “Multitudinous: As theoutdoor-living room becomes more ofa mainstay, a multitude of trends willdevelop,” she says. “For example, con-temporary and traditional are now onthe opposite ends of a wide spectrumof trends, as opposed to being the twobiggest trends. Consumers want tosee outdoor furniture fit their specific

style, much as interior furniture does.The industry has come a long way inthe past 10 to 15 years, in this aspect,and I only see this continuing.”

Color safety: Mark Bottemiller, nation-al sales manager for Ebel Inc.( Jacksonville, Florida), says that safecolors are the trend. “Browns and neu-trals are still the colors that get the bestturn on the retail floors, but con-sumers are starting to branch out andget a bit more daring with pillows andaccessories,” he explains.

He continues, “We are offering agreat pillow program for our retailersso that they can accessorize their show-rooms with the splashes of color thatdraw the consumer’s eye and inter-est. Consumers don’t tend to want atango tangerine set of furniture, but anice, earthy brown or gray—with abright burst of color on the throw pil-lows—is really grabbing attention inthe market.”


P

product SPOTLIGHT

1

Current trends in outdoor furniture run the gamut, manufacturers’ varied opinions show. by CHERYL DANGEL BARTOLINI

Rogers agrees. She says,“We have noticed boldand bright colors pairedwith warm and safe solids,such as vibrant blues withnutmeg or bright pinkswith brown.”

While the consensus isthat earth tones continueto dominate, grays anddenims are gaining popu-larity, Wingrove suggests.He adds two other colorsto the mix. “Plum hasadded some fun for thisseason, and tangerine isone of our colors for the near future,” he says.

Gaylord notes, “In fabric, greens are making a comeback,in many variations. Gray is now an important neutral; thereds and the rust–red colors also continue to play a majorrole.” Tom Murray, president of NorthCape International(Bedford Park, Illinois), notes that weathered teak and drift-wood are popular frame colors, with fabrics trending towardwheat, light yellow, spa shades, and red.

Change: Frank Verna, director of consumer sales and businessdevelopment for Tropitone Furniture Company, Inc. (Irvine,

California), suggeststhat change is afoot.He says, “The wayconsumers buy prod-ucts is changing inall industries, andours is no different.

Many dealers are focused on enhancing the shopping experi-ence for the customer.”

He continues, “One way they are doing this is throughadding digital merchandising and Internet portals on thefloor, allowing consumers and salespeople to use manufac-turers’ websites as electronic catalogs. This makes the salesprocess more interactive because consumers can get a visionof what their furniture could look like in a multitude of fin-ishes and fabrics, right on the screen in front of them.”

Another way that business is changing is through the useof tablet computers in stores. Verna reports, “This not only


2

3

6

4

5

1. Agio’s Del Sol deep seating

2. Mallin’s Messina deep seating

3. Peak Season’s Westwood seating

4. The Vista collection by OW Lee; foreground:

new Vista Spa chaises; background: Vista deep

seating with a Cypress firepit; umbrellas cour-

tesy of Treasure Garden

5. Homecrest Outdoor Living’s Wescott

6. Ebel’s Dreux collection offers a daybed

option.

7. Outdoor Lifestyle’s Ballantyne seating

7

enhances the shopping expe-rience, but also allows forclearer communication fromthe factory to the stores andsalespeople. The iPad canstore price lists, as well work-ing as an electronic catalog;this makes the sales processmore efficient because thesalesperson no longer has toleave the customer to get aprice book or a catalog. Allof the information needed isright in front of him or her.”

Value: The trend, Ilse says, is“Value: Consumers are facedwith an economic time inwhich they are trying to getmore bang for their bucks;therefore, they are cognizantthat they must weigh the benefits (dura-bility, functionality, and sustainability)against the cost. Having said that, valuedoesn’t only mean cost, since often, thelower the cost, the lower the quality;value is the overall benefit that is per-ceived by the consumer.”

Wingrove says, “People will spend,but they are more cautious and want tobe convinced that their selection willlast for years to come. Customers wantto know their investment will last withminimal care.” As an example, he citesHomecrest Outdoor Living’s Bungalowcollection, which features a slipcoverthat fits over an aluminum frame. It isimpervious to the elements, with water-proof ticking that protects the cushion.The cover can be easily removed and ismachine washable.

Rogers says, “I think that today’s con-sumers are very interested in creating aplace in their homes that is safe andrelaxing. Purchasing products for thatoutdoor oasis that are not disposable—and that will generate years of use—iseven more important because, for themost part, people will not be sellingtheir homes in the near future. Theywant to enhance their day-to-day livingexperience in the homes they have.”

Gaylord says, “Value will always sell,but it really comes down to each retail-er’s own particular customer base andwhat those customers want. As theeconomy improves, and as consumerconfidence improves, price points willgo up: All retailers have to gauge forthemselves when they think their cus-tomers are at that point.”

Bottemiller adds, “Consumers wantto know that the product that they are

buying is worth what they are spend-ing. That said, I think that there areretailers and manufacturers out therewho are confusing value with cheap-ness. There is ample opportunity in themarketplace for more premium goodsthat carry a higher level of design andbetter quality.”

Le Roy says, “The economy andvalue are no longer trends; they havebecome (and will remain) customerexpectations. The value equation innow woven into the very fabric oftoday’s consumer, just as we are, simi-larly, dealing with the most informedconsumer in the history of retail—withthe Internet and the almost instanta-neous trends that are now part ofeveryone’s marketplace.”

Freshness: The trend term, Murray says,is “Fresh: Dealers and end users arelooking for something fresh—some-thing new, with clean lines, that isinteresting and exciting (to a point). It’snot the same old thing, but not tooover the top, either. Freshness has itslimits.” Keeping product introductionsfresh (within limits) is no easy feat, butmanufacturers are doing their best.

INCREASING SALESAt Agio, business is up about 15%,

overall, from last year; the companycould finish 20% above 2011, “if wecan fill the reorders on a timely basis,”Gaylord clarifies. The company’shottest new collection for 2012 is theBalmoral Alumicast® collection, witha porcelain grouted top. Cast furniture,although normally traditional instyling, is still a huge part of the busi-

ness. In addition, “Gas firepit chat setsare one of our biggest growth categoriesand are selling beyond our expecta-tions,” Gaylord reports.

Ebel is also enjoying very nice increas-es this season, according to Bottemiller.He says, “We are really working on beingresponsive to the market. Ebel’s intro-ductions are taking advantage of large,natural-looking weaves and are workingwith the colors that are very popular onthe retail floors.”

He adds, “The ability for the retailerto be able to turn our product well iskey. Since we are manufacturing all ofour own cushions now, we also are ableto offer a selection of fabrics that is agreat combination of design, color, andretailability.”

At Homecrest Outdoor Living, “Thebeautiful weather has spawned early soldorders, as well as enticing some retailersto release early buys. Subsequently, wehave seen an increase in sales over lastyear,” Wingrove reports.

Firepits are everywhere, andHomecrest Outdoor Living is there.The company introduced a universalfirepit available in chat, dining, andbalcony heights. The base of this firepitis unique in that it is surrounded by adecorative sling fabric of the customer’schoice, covering the unsightly propanetank. “Pair the balcony-height firepittable with our swivel rocking balconystools, and a customer has the onlystool in the industry with full range ofmotion around a firepit that is person-alized perfectly with the chairs it sup-ports,” Wingrove says.

New products include HomecrestOutdoor Living’s faux-leather tables,

which use the same square stock andhammered edge as its Legendary diningcollection (introduced in 2011). TheLegendary group has been expanded toinclude deep seating. HomecrestOutdoor Living’s Mirage is a high-backdining collection with the same extru-sion as the company’s popular Airo2collection. The clean, sleek lines lookgreat with regular slings or with theunique padded sling, which featuresenhanced stitching following theframe’s outline.

Homecrest Outdoor Living also hasexpanded its table offerings with a newDockside aluminum-slat collection thatincludes functional benches and theWindgate cast-aluminum table. Bothcollections are available in dining, bal-cony, and occasional sizes.

Mallin Casual Furniture also reportsthat business is slightly up this year. Itis too soon to talk about new productsset for introduction, Conn suggests,but Pereyda adds that business hasincreased in 2012 and will be evenstronger in 2013—hinting at goodthings to come.

Murray reports that at NorthCapeInternational, sales are up 18.5% forthe season, so far. “Dealers are willingto venture a bit further away from safe-only items this season,” he says.

The emphasis is on accessories,expanding collections by adding piecesthat are designed for comfort: “We callthem husbands’ chairs,” Murray says. Alsonew are more upholstery on the frames,downplaying the scale and scope of theframes, and more relaxed, deeper seating(with a lower-profile design, overall).

Compared with 2011’s results, sales


NorthCape International’s Bainbridge seating

product SPOTLIGHT


http://www.northcapeoutdoor.com

are “better in both actual numbers andin overall retailer and consumer attitudeand outlook,” Le Roy reports. “We aredoing well with our more eclectic, free-form groups, which allow for the indi-vidual customization of an individualconsumer’s space to fit his or her ownneeds and decorating preferences.”

Peak Season’s Westwood diningcombines all-weather outdoor wickerwith a handgrained, fully welded alu-minum frame that blends form andfunction in an outdoor space. “It allowsconsumers to decorate their outdoorspaces with a touch of an eclectic direc-tion that they have fully embracedinside their homes,” Le Roy notes.

The Lakeview collection draws itsinspiration from vintage rockers handwo-ven of real wicker and rattan. The look issimilar to what you would be likely to

find, Le Roysays, “on a tripto the localantique store.”While offeringthe charm andnostalgia ofthe past,Lakeview alsofeatures theversatility oftoday’s use ofall-weatherwicker.

Rogers reports that business, this sea-son (to date), is on par with last year’slevel. She says, “New orders, however,have been coming in earlier and strongerthan in 2011, so we are optimistic that2012 will be a good year for our industry.”

The focus at OW Lee has been onexpanding its firepit program, offeringnew sizes and new tabletop materials.The company is also working to addfour new collections in 2013, includingtwo iron groups and two aluminumgroups. “This is a big undertaking forus, but we feel that we have a competi-tive edge in that we are domesticallyproduced, which gives us an advantagein filling special orders,” Rogers says.

Outdoor Lifestyle added a substan-tial number of new dealers to its distri-bution network this year, which “hasincreased our overall business and pres-ence in the retail market,” Hamiltonstates. “Dealers have become more cog-nizant of product quality and haverealized that their overall costs areincreased by selling inferior products.Dealers understand the adage that thepain of poor quality and service isremembered long after the joy of lowprice is forgotten.”

Outdoor Lifestyle’s Ballantyne collec-tion includes dining and lounging pieces

that can be com-bined with 54-inchdining or coffeetables, as well as a100-inch ellipticaldining table. “TheBallantyne collec-tion, combined withthe expansion of ourBaswick table lineand the addition ofour new Comple -ments collection,makes 2012extremely exciting,”Hamilton says.

Verna reports,“We are expecting a

great season. Dealers in many parts ofthe country are enjoying the early startto the season.”

His optimism is due, in part, toexcitement about Tropitone’sURComfort™ collections. They featurearticulated motion that allows both seatand back to move (to find your mostcomfortable position) and are availablein sling, padded sling, duplex, and cush-ion styles, in both Montreux andLakeside collections.

THE ECONOMY’S ROLEWith the economy looking up,

manufacturers are optimistic aboutthe coming year; however, Gaylordsays, the economy (especially the lackof movement in the housing indus-try) is still a big factor, in terms ofoverall growth.

“That is what gives me so muchhope. Our industry is doing well, inspite of the economy and in spite ofthe housing market. It means that ourindustry is coming of age,” he explains.“Outdoor casual furniture is not themost important purchase in hard eco-nomic times, but the number-threeroom that women want to decoratetoday is outdoors. That’s huge.Outdoor decor wasn’t on people’sradar 20 years ago.”

Ilse says, “Dealers are still cautious,and they are choosing products that aretried and tested (and that they knowwill sell). Many are hesitant aboutincorporating a large number of newproducts on their floors.”

While caution appears to be key inapproaching the coming months, Vernais fairly optimistic, suggesting that theeconomy will not have as much impacton sales this year as it did in 2011. Hesays, “The high-end customers are theconsumer segment with discretionary

income, and they are spending rightnow.” Gaylord adds, “The outdoor cat-egory will continue to outsell indoorproducts as customers remain in homesfor longer periods of time; they willspend disposable income on upgradingtheir homes with bigger and better out-door-living spaces.”

THE DEALER’S ROLEWhile optimism is prevalent, manu-

facturers agree that some dealers will bemore successful than others.“Considering the economic times, wedo not expect a large amount of growthwithin the specialty industry,” Ilse says.“We do realize, however, that successfulspecialty retailers who provide theircustomers with excellent customer serv-ice and products will continue to sur-vive and thrive.”

Bottemiller says, “There will be con-tinued opportunities for manufactur-ers—and increasing competition for ourretailers—as more and more traditionalindoor-furniture stores expand theirmarket reach by entering thecategory. The big boxes will continue tobe very prevalent players in the segment,but the future for the independent spe-cialty retailer is bright as consumers stepup, in quality and design, from wherethey have been in the past few years.”

As Verna explains it, “The most suc-cessful dealers will be those who clearlydefine their target markets, commit tomarketing to that consumer segment,and then provide customers with theshopping experience that they demand.Specialty retailers are realizing thatthey cannot be all things to all people.”

Then, too, remember that the chan-nels are changing. “Furniture stores andthe Internet are playing a larger role inretailing,” Murray says.

UNLIMITED POTENTIALLooking ahead, manufacturers fore-

cast that sales will only get better. Asconsumers truly embrace the outdoorspace as an extension of the home,“The resulting way that we thinkabout, decorate, and furnish that spaceopens up a multitude of growth possi-bilities, for both the dealers and themanufacturers. We allow them to createa space to enjoy their friends, or to findagain that feeling of a perfect, barefootspring day,” Le Roy says.

“The outlook is excellent,”Bottemiller says. “With an incrediblymild winter and very early springthroughout much of the country, busi-ness is already booming.”


1

2

1. Tropitone’s URComfort™ is available in sling,

padded sling, duplex, and cushion styles in both

the Montreux and Lakeside collections (shown:

Montreux cushion chairs).

2. Tropitone’s URComfort™, shown in Lakeside

sling, features articulated motion that allows

both seat and back to move to find your most

comfortable position.

product SPOTLIGHT


http://www.olfurniture.com

ith eight locations in the centralUnited States and a wide offer-

ing of family-fun products for inside andoutside the home (at low prices, andwith most products in stock), FamilyLeisure certainly falls into the chain-retailer category. With a companywidegoal of offering high-quality productsand exceptional customer service before,during, and after the sale at each of itsshowrooms, however, Family Leisure

also has the qualities that consumersexpect from a specialty retailer.

Certainly, Family Leisure has aunique accomplishment to its credit:bridging the gap between the mass mer-chant and specialty dealer—whilebecoming one of the largest retailers ofhome-recreation products in the nation.

Family Leisure began in 1967 inCincinnati, Ohio, as a vending-machinedistributor. In 1969, founder WilliamWatson began selling swimming pools,and his company, known as J.J. PoolCity, grew to become Cincinnati’slargest swimming-pool store. In the mid-1970s, the company changed its name toWatson’s, as more products were addedto the store’s lineup. Andy Prefontaine,who had worked with William Watsonsince the 1970s, opened the firstIndianapolis, Indiana, location in 1985.

In 2009, Watson’s changed its nameto Family Leisure to reflect its expansioninto offering a wide range of indoor andoutdoor products (and to communicateits message more clearly, as it launched anew website and entered into onlinesales). Family Leisure is still affiliatedwith a chain of Watson’s stores (whichare under separate ownership) scatteredthroughout the Midwest; the two com-panies buy together, but do not operatein the same cities.

Today, Family Leisure offers aremarkable range of products for thehome, including patio furniture, out-door fireplaces, firepits, grill islands, per-golas, above-ground pools, pool sup-plies, spas, hot tubs, tanning beds, bil-liard tables, other game tables, bars,barstools, home-theater seating, playgyms, and trampolines.

Family Leisure is owned and operat-

ed by Kevin Prefontaine, president, andAndy Prefontaine, chief operating offi-cer. Corporate headquarters are inIndianapolis and showrooms (indepen-dently owned and operated as franchis-es) are located in Nashville andMemphis, Tennessee; San Antonio,Texas; Olathe, Kansas; Lakeville,Minnesota; North Little Rock,Arkansas; Oklahoma City, Oklahoma;and Indianapolis.

NEW ORLEANS IN INDIANAPOLIS Since 1969, Family Leisure has had a

retail presence in Indianapolis, and in2004, the company built a new200,000–square-foot showroom pat-terned after the French Quarter of NewOrleans, Louisiana. “Our building istruly one of a kind,” Malachi Chapman,casual-furniture buyer, says.

The store’s interior reflects theunique architecture of the FrenchQuarter, including backdrops of two-story buildings (painted in a whimsicalcolor palette) with scrolled wrought-iron balconies. “From the stamped-con-crete floors to the beautiful NewOrleans theme and all the fun productswe sell, I can personally say I feel blessedto work in such a great atmosphere,”Chapman adds.

Among the store’s many productcategories, patio furniture has repre-sented the biggest area of growth.“Even through the economic down-turn, we saw continued expansion inpatio furniture—better than we couldhave dreamed. It is now, by far, ourlargest category, and half of our show-room is dedicated to outdoor living,”Chapman says.

Cast aluminum is currently the most

popular material with customers. “Itoffers beautiful and intricate designs andhas a reputation as a durable and low-maintenance product,” Chapman says.Another growth category is polyethyl-ene-lumber furniture. “While it is limit-ed on style and design, compared withcast aluminum, its popularity comesfrom being completely maintenancefree—and it is still mostly made in theUnited States, which is becoming anincreasingly popular question asked bycustomers in today’s market,” he adds.

In addition to seeing a surge in casu-al-furniture sales, Chapman reports thatthe popularity of other outdoor-livingproducts (including outdoor fireplaces,firepits, and outdoor kitchens) has alsoexploded for the company. “With theaverage home being around 200 squarefeet smaller, in the past few years, cus-tomers are looking out their back doorsto expand their living spaces,” he says.“What makes Family Leisure a stepabove the rest is having superior out-door products and professionalinstallers with years of experience and acan-do attitude.”

Even as Family Leisure strives to offercustomers low prices on all its products,the company does not forgo quality.The company’s strong relationships withits suppliers, built up over 40 years,enable the retailer to provide high-endproducts at competitive prices. Thecompany offers more than 30 top-namecasual-furniture brands, includingHanamint, Gensun, Tropitone, SummerClassics, Telescope Casual, Cast Classics,Woodard, Homecrest, and LaneVenture.

Along with quality, providing excep-tional customer service is key to the


A Friendly Giant by KIMBERLY RODGERS photography by LARRY GINDHART

Top: Family Leisure’s 200,000–square-foot

Indianapolis showroom, built in 2004, features

a New Orleans–inspired interior design.

Above: Malachi Chapman

marketing

This regional chainunderstands that its

stores’ greatest assetsare its customers.

w

MANEUVERS

Eventually,she will want to look at a menu.

www.tropitone.comCircle Reader Service No. 21

http://www.tropitone.com


retailer’s overall success. “From our five-star–rated in-house service department toour professional sales staff, we pride our-selves on truly caring for our customers,”Chapman says. “Our best source of adver-tising is customer referrals.”

ONLINE SUCCESSIn 2009, Family Leisure began online

sales, offering its range of products to cus-tomers throughout the country throughits website (www.familyleisure.com).Internet sales proved to be a remarkablesuccess for the company, as it experienceda 400% increase in revenue in 2010 over2009. In 2012, Family Leisure created aseparate business, FamilyLeisure.com, Inc.,solely to handle online transactions. Thenew entity, headed by Noah Williams,vice president, is based in Indianapolis.

Online customers can expect the samehigh-quality service and products thatstore visitors receive, with a dedicatedsales staff and a new warehouse to offerquick delivery of in-stock orders to cus-

tomers around the country.“Our Internet sales have hadastounding growth,”Chapman says. “Our presi-dent had a great vision, someyears back, and it has justbeen simply amazing towatch the business grow,with the help of Williams.Not only are online salesanother obvious source ofrevenue, but they have madeour brick-and-mortar storesstronger and more efficient,and have strengthened ourmarket share across thenation.”

From 1994 until its 2009 namechange, Watson’s was famous for its televi-sion commercials featuring the Watson’sgirl, Jennifer Eichler, who often endedspots with the tag line That’s Watson’s!Today, each Family Leisure store directsits own marketing and advertising in itsindividual market.

Chapman says that the main form ofadvertising for the Indianapolis show-room is television. Social media—including Twitter and Facebook, alongwith informative blogs and supportvideos (on a variety of topics, such ashow to buy a patio table)—are alsoimportant in spreading awareness of theFamily Leisure brand.

Since its name change, the company’stag line has been Where Fun and FamilyCome Together! It’s this message thatnow plays prominently in all the compa-ny’s advertising. Chapman says, “Wewant to create brand awareness and letpeople know everything we carry.People are shocked when they come intoour store.”

marketingMANEUVERS

In spite of a struggling econo-my, Patio Renaissance (Rancho

Cucamonga, California), has

achieved remarkable growth since it

was first launched, in 2006, by its

parent company, Sunlord Leisure

Products—a business that has been

producing high-quality outdoor

products since 1983. Andrea

DiBello, East Coast manager for

Patio Renaissance, believes that the

company’s growth is driven by its

vertical management structure,

which allows the company to remain

flexible in responding to changing

market conditions and trends.

“Along with our high quality stan-

dards and designs, our value pricing

is a strong advantage. Our vertical

structure allows us to offer products

made with the best raw materials at

lower prices than competing manu-

facturers. Attention to detail and,

most certainly, our sales force have

also contributed to our solid

growth,” she says.

Patio Renaissance has defined

the market for affordable luxury for

the outdoor room, with over 20 dif-

ferent casual-furniture groups manu-

factured in all-weather wicker, cast

aluminum, tubular aluminum, and

wrought aluminum. Many collections

include sofas, chairs, ottomans,

rockers, and dining and side tables.

“All materials used in our products

are carefully selected and tested to

make sure they can withstand the

harshest weather,” DiBello says.

Operations in the United States,

including sales and distribution, are

run from a 40,000–square-foot ware-

house and office space in southern

California. A second location in

Charlotte, North Carolina, was

added in April 2012 as a sewing

facility and warehouse to serve cus-

tomers on the East Coast. Furniture

is produced in the company’s

500,000–square-foot manu-

facturing plant in China. Albert

Lord, vice president of mar-

keting for Sunlord Leisure

Products, splits his time

between California and China,

directly overseeing all production

and design at the factory.

Even with a state-of-the-art

plant and machinery, many com-

ponents of Patio Renaissance fur-

niture are still handmade by skilled

craftspeople. DiBello says, “Our

furniture typically weighs 10% to

30% more than our competitors’

because quality is never sacrificed

for cost. Our cushions have the

extra details, some of which may

not be visible, but certainly con-

tribute to longevity, such as serg-

ing all cut panels to prevent fabric

fraying inside the cushion.” Patio

Renaissance also uses a water-

resistant, insoluble liner that pro-

tects the inner core of the cushion

from water saturation.

Furniture designs range from

traditional to contemporary, with

19 woven finishes and 15 frame

finishes that work beautifully for

any residential or commercial

application. “Innovation is stressed

at Patio Renaissance. Our design

team develops new furniture col-

lections each year that are right on

target with what consumers are

looking for—bringing the indoor

look to the outside, with comfort

and durability,” DiBello says.

The Catalina collection is cur-

rently a big seller for the company.

This deep seating group in all-

weather wicker features a large

weave, with natural-looking fibers

that are textured in shape and var-

ied in color. It comes in a number of

different finishes to complement

any outdoor-room decor. “The drift-

wood finish seems to be what is

hot, not only with our company, but

throughout the industry. It has the

weathered look of teak, which

works well with a broad range of

fabric colors, from neutrals to

brights,” DiBello says.

The company’s sales force,

under the direction of Mike

Anzelde, national sales manager, is

another huge plus. “Patio

Renaissance has one of the best

sales teams in the industry. It is the

face of our company and a direct

link to our customers. It doesn’t

matter how good your product is if

a company does not have a good

sales force to support it,” DiBello

says.

The sales force regularly pro-

vides valuable opinions from spe-

cialty retailers to Lord, who is very

receptive to hearing all comments

and suggestions. “The sales team

provides feedback—both good and

constructive,” DiBello adds.

As gas prices continue to rise,

staycations are also sure to grow in

popularity. “I think economic trends

will continue to support this idea,”

DiBello says. “Furniture scales are

getting larger for better comfort,

fabric colors are brighter and more

fashion forward, and raw materials

are more durable—all of which sup-

port the idea of extending living

areas to the outdoors.”

Patio Renaissance has show-

room space on the 16th floor at the

Merchandise Mart in Chicago,

Illinois, and its products are distrib-

uted through specialty retailers and

interior designers throughout the

United States and Canada. For

more information, call (866) 690-

5673 or visit www.patiorenais-

sance.com.

A Success Story by KIMBERLY RODGERS

Family Leisure offers a wide range of indoor and outdoor recreational products and furnishings for the home.

The Catalina collection is a popular seller for Patio Renaissance.

http://www.familyleisure.com

http://www.patiorenais-sance.com



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ousins Salvatore Alesci, PeterAlesci, and Sal Finocchiarohave done almost everything

together since they were kids (inQueens, New York). As adults, theyhave taken advantage of that close-knit relationship to build a businesstogether, as an offshoot of the family’s30–year-old construction company.

In 2010, the ambitious trio startedNYC Fireplaces & OutdoorKitchens in Maspeth, New York, afew blocks from the neighborhoodwhere they grew up; after just 24months in business, the store isalready grabbing its share of the NewYork hearth market, which was inserious need of a bright spark.

The cousins say that they havealways thought that they would gointo business together at some point,so when the opportunity arose to starta fireplace shop, they didn’t hesitate tomake it happen. “My uncle’s construc-tion company was building a house inupstate New York, and it neededsome fireplaces. There really weren’tmany stores in the area that could sup-ply us with what we needed,”

Finocchiaro explains.

LIGHTING THE FIREA few months later, the cousins

converted some extra office space atthe construction company into anupscale fireplace showroom, completewith hearth products from some ofthe most respected vendors in theindustry: Enviro, Travis Industries,Napoleon, Heatilator, Majestic,Vermont Castings, Town & Country,Dimplex, and Modern Flames. Fromthe beginning, they knew that thefocus of the business would be on notjust products, but hearth design andservice as well.

“We see it as an advantage that ourshop hasn’t been around for decadesbecause we aren’t set in our ways. Wehave geared our business to reachtoday’s generation of hearth cus-tomers,” Finocchiaro says. Being closeto Manhattan, the store draws apart-ment/condominium dwellers lookingfor contemporary designs or electricfireplaces, as well as wealthy NewYorkers (with spacious summer homesin the Hamptons) who want some-

thing more traditional. Finocchiaro is surprised that the fire-

place world is a new one to so manypeople. “We have come to understandthat fireplaces are still very much anafterthought and find that much of ourjob is just educating people about all theoptions that are available,” he says.“They think a fireplace is just a fireplaceand don’t know that there are dozens ofdifferent manufacturers—and withinthose manufacturers’ lines there are dif-ferent sizes, styles, and surrounds.”

The store’s design services have set itapart, from the beginning, because

many competitors in the area don’toffer them—or don’t make them avail-able at the same level that NYCFireplaces & Outdoor Kitchens does.Finocchiaro uses computer-aided


From left: Anthony Mendola, Salvatore

Finocchiaro, Peter Alesci, Sarah Toth, and

Salvatore Alesci

The high-tech showroom of NYC Fireplaces

& Outdoor Kitchens, which opened in 2010,

was created to inspire and educate today’s

generation of hearth buyers.

hearth RETAILER

Family-run NYC Fireplaces & OutdoorKitchens is the hottest place to go forhearth products in the Big Apple.

by SHARON SANDERS photography by RONNYMILLS STUDIOS

All in the Family

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design to create 3D drawings for customers who are inter-ested in designing custom hearths or outdoor kitchens.

He first sits down with clients to get a feel for whatthey want; then, he takes a few days to draw up someoptions. “If I’m doing an outdoor kitchen, I typicallycome up with several layouts, with different equipment,because each brand fits in a space differently and varies inprice range,” he says.

The store carries outdoor-kitchen equipment fromViking, Fire Magic, American Outdoor Grill, and BullOutdoor Products. Finocchiaro adds that because thebusiness has a construction arm, it can build almost anyoutdoor kitchen that customers want.

Indoor fireplaces are usually part of existing construc-tion plans, and homeowners stop by the store to selectfireplaces for jobs in progress. “Since we come from a con-struction background, we work well with home builders.It makes our customers feel comfortable that we can helpthem communicate with their contractors,” he says.

The store also offers a variety of fireplace-related con-sultation services, including historic fireplace evaluationand restoration planning, chimney and flue-systemdesign services, solutions for smoky or inefficient fire-places, chimney construction and relining, site surveys,and technical advice.

BUILDING A CUSTOMER BASEFor NYC Fireplaces & Outdoor Kitchens, customer

referrals (from homeowners and contractors) have beenthe primary way that it has built its initial customer base.“We are not in a high-traffic location, so we can’t rely onwalk-in business,” Finocchiaro explains.

The store has also invested in a website (www.nycfireplaces.com) and is highly committed to newspaperadvertising. “I know many business owners shy awayfrom advertising in the newspaper because everythingseems to be online, but it has worked for us. Newspapersare very ingrained in New York culture. New Yorkerswant to sit down in the morning with a cup of coffee andread a newspaper,” Finocchiaro says.

The ads typically drive people to the store’s websiteto view the product options in its online gallery. Theywill stop by the store after seeing something that inter-ests them on the website. Finocchiaro says that oncepeople walk through the doors, they are amazed atwhat they see, but they typically won’t buy a fireplaceon the first visit. They need to take some time toabsorb all of the information, to go home and discussit, to review the options, and then to come back andmake the purchase.

“We are very persistent when it comes to follow-up;

otherwise, people will choose to wait on purchases. Wedo follow-up phone calls to see if we can answer anyquestions and to urge people to come back for a secondlook or to make a purchase,” he explains.

Going forward, NYC Fireplaces & OutdoorKitchens sees its outdoor business as a huge area ofopportunity, as it becomes more established in thecommunity. “Once we get people in here and showthem all the possibilities for outdoor entertaining andrelaxing, they get excited,” Finocchiaro says. He addsthat it doesn’t hurt that companies such as Viking areinvesting a lot of money in advertising, which boostsinterest from consumers.

He says, “It is my hope that hearth products willbecome more visible in the media and on do-it-yourselfnetworks like HGTV. The industry is still relativelysmall, with very little brand recognition, and it wouldmake it so much easier for hearth dealers if productsgot more exposure.”

The possibilities for NYC Fireplaces & OutdoorKitchens are wide open, as the company begins its jour-ney as a fledgling New York hearth retailer. Finocchiarosays, “We’ve only been around two years, yet we havelearned so much already. We still have lots of room togrow—and a whole world to show our customers.”

For specialty hearth retailers,attention to detail is a top priority in

the installation, service, and mainte-

nance of fireplaces and stoves. With

this in mind, former chimney sweep

Will Kozlansky founded Olympia

Chimney Supply Inc., in 1999, in an

effort to give retailers and installers

chimney products that they could

trust—at a fair price.

“I was an installer in New Jersey

and Pennsylvania for 13 years, so I

know their world,” Kozlansky

explains. The company (based in

Scranton, Pennsylvania) has

become much more than a supplier.

It is an industry pioneer that is mak-

ing its mark, in more ways than one.

The foundations of Olympia

Chimney Supply are great products,

great prices, and great service.

From the beginning, the company

was out to set itself apart from its

competitors. In 2000, after just one

year in business, it developed the

Quick Connect system, which revo-

lutionized the way that chimney lin-

ers are installed.

Instead of the standard four

pieces, the liner system consists of

only two pieces, and they can be

fastened to a chimney with hose

clamps, instead of screws. This

makes installation quick and simple

(there is no drilling), and the liner

system itself is more affordable.

“This product is what really put

us on the map,” Kozlansky says,

adding that it wasn’t long before the

company’s competitors began mak-

ing the same system (which has

since become an industry standard).

“I think it proved that we were seri-

ous about what we’re doing,” he

says. The company went on to

develop several more innovative

products, including its Ventis®

fume-free, smoke-free, single-wall

black stovepipe, which makes it

possible to install a stove anywhere

in a house.

“It isn’t always cost effective to

build a masonry chimney, and the

Ventis stovepipe solves that prob-

lem,” Kozlansky says. He adds that

it has an exclusive, patented Gap

Collar™, as well as unique slip-con-

nector lengths that make installation

easy and professional.

Olympia Chimney Supply is

known as the chimney-lining head-

quarters for its full range of stain-

less-steel chimney-lining products.

Its Forever Flex liner system fea-

tures the Quick Connect system;

Armor Flex is perfect for jobs that

require heavy-duty flexible pipe;

and Rhino Rigid features smooth,

butt-welded seams that

seal in gases and moisture

completely, in addition to

keeping the

pipe perfectly

round to

guarantee an

exact fit,

every time.

All

Olympia

Chimney

Supply prod-

ucts are

made in the

company’s 225,000–square-foot

manufacturing facility in

Scranton. Kozlansky explains

that because the company man-

ufactures and sells all of its

products directly, it is able to

offer the best prices. It also

offers a forever warranty that is

transferable to the next home-

owner, with no time limit—unlike

the typical lifetime warranty,

which varies in meaning from

state to state and contains a lot

of small print.

A PARTNER IN BUSINESSKozlansky remembers, when he

was a chimney sweep and installer,

how important it was to work with

a chimney-supply

company that was

committed to cus-

tomer service. “It was

seriously one of my

motivators for starting

this business. There is

nothing worse than

buying a product and

not getting any sup-

port,” he says.

Olympia Chimney

Supply specializes in offering techni-

cal advice, and it always has experts

available to answer questions, by

phone, about anything from putting

in a wood burner to installing a liner.

“If chimney sweeps are having diffi-

culty in the middle of an installation,

all they have to do is pick up the

phone and call our technical-assis-

tance line. We want to help them

through the process, not just sell a

product,” Kozlansky says.

Every phone representative is

certified by the Chimney Safety

Institute of America, and the compa-

ny is in the process of maintaining

representatives’ National Fireplace

Institute certifications as well.

Customer-service staff members

also have a thorough knowledge of

all the company’s products. “We

take service very seriously,”

Kozlansky adds.

As Olympia Chimney Supply

heads into its 14th year of business,

it continues to build its reputation in

the industry by looking for better

ways to support its customers—and

by developing new chimney prod-

ucts that meet their needs. For 2012,

the company is getting ready to

introduce a new pellet-vent system,

and it has plans to offer a Quick

Connect gas-vent system for 2013.

Kozlansky says, “Olympia

Chimney Supply’s number-one focus

is serving the customer. Our tagline

is Your Partner in the Business. We

truly feel that is what we are.”

Seamless Service by SHARON SANDERS

Top: Olympia’s custom shop makes

hearth products to its customers’

specifications.

Bottom: Olympia’s Ventis® double-wall

black stovepipe features its exclusive

Thermal Web design, which creates a

free airflow and a cooler outer pipe.

hearth RETAILER

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outdoor GRILLING

Switching to the retail field bringscountless rewards to a Florida couple.

by KIMBERLY RODGERS photography by SHELLI YARBROUGH

EncoreCareers

usan Kiley and Wayne Paul bothhad careers in the corporateworld before the husband–wife

team switched gears and entered theretail arena. They were representing acasual-furniture line when they wereapproached by one of their customerswith an unexpected opportunity.

“They came to us and suggested webuy them out,” Kiley says. She and Paulinitially hesitated at the offer. “We toldthem we were not retailers, but theythought we would be good at it. That’swhen we decided it might be a great timefor a life change, so we did it,” she adds.

That decision has been a good one, asKiley and Paul recently celebrated theireighth anniversary as the owners of BayBreeze Patio, an outdoor-lifestyle storelocated in the Florida Panhandle com-munity of Destin. “We became retailersovernight, but the reality is that this is

the greatest job in the world. I think Iwas born to do this,” Kiley says.

Since they bought Bay Breeze Patio,Kiley and Paul have made some signifi-cant changes to the business. The previ-ous owners stocked a lot of patio furni-ture, especially direct imports, but didnot create much brand awareness. Aftera couple of years, Kiley and Paul beganto shift away from that business model.“We now stock and advertise that wecarry most of the big casual-furniturebrands out there because that is whatour customers want,” Kiley says.

Since Destin is a resort communityand a huge second-home market, manyshoppers come into the store well edu-cated and sophisticated about brands.“Most of our customers already havevery good patio furniture in their pri-mary homes, so they know what they arelooking for when they come into our

store,” Kiley says. The casual lines thatBay Breeze Patio carries include LaneVenture, Brown Jordan, Lloyd/Flanders,Windham Castings, Windward,Winston, Tropitone, Breezesta, andSeaside Casual.

In 2008, grills were added to the cate-gory lineup. “We began selling grillsbecause it was just an extension of ourbusiness. We were already supplying fur-niture for the outside of the home, so wedecided we would offer the rest to com-plete the outdoor space,” Kiley says. “Welove to cook, so it was a natural tie-in.”The company started with grills fromDCS, eventually adding products fromBig Green Egg, Broilmaster, Traeger,Fire Magic, Memphis Grill, TrueManufacturing, and Danver.

Due to the harsh conditions—espe-cially high humidity and salt—of theFlorida coast, Bay Breeze Patio sellsonly premium products in all its cate-gories. “I will not bring anything in ourstore that will not hold up to the ele-ments,” Kiley says. “Even the top grill isbattling the elements to withstand thiskind of environment, so we have tohave the very best.”

OUTDOOR LIVINGAlong with selling all the necessary

components, Bay Breeze Patio also helpscustomers design their outdoor kitchens.“We always start with the customer’sspace and budget to create a design thatmakes the most out of their outdoor-liv-ing room,” Kiley says.

She adds that it is also important toask customers what they can’t live with-out; she explains, “Often, people try toput 12 different appliances in a 10-foot

space, and it is just not possible. We helpthem figure out what particular piecesthey most want and will use. Many peo-ple need the help in planning, and it’simportant to have someone come infrom the practical side. I want our cus-tomers to get more bang for theirbucks—and save money, too.”

Bay Breeze Patio does not constructoutdoor kitchens, but it works with cus-tomers every step of the way, throughoutthe building process—even making on-site visits. While the furniture side of thebusiness still generates more revenue, theoutdoor-kitchen category is growing.

Kiley believes that this is becausefood and home entertaining havebecome big trends throughout the coun-try. “Everyone watches shows on theFood Network featuring celebrity chefsand competitive cooking, and peoplewant to do these things in their homes,”she says. “I think the Food Network hasdone a lot to push the outdoor-enter-taining idea because these shows makefood so much more interesting.”

Men are also taking more of an inter-est in the outdoor kitchen “because theyare the grill guys,” Kiley says. To appealto men, Bay Breeze Patio’s2,500–square-foot showroom features aman cave. Outside, there is a fullyequipped kitchen with a 36-inch built-

s

Top: Susan Kiley and Wayne Paul

Left: After initially selling only casual-

furniture lines, Bay Breeze Patio expanded

into grills and outdoor kitchens—a growing

area for the company.


http://www.bullbbq.com


in grill, a power burner, a double burner,smokers, and a refrigerator. There are alsofive other grills in use.

“We cook out there almost every day.People want to see a grill in action—touching, feeling, and getting behind it.Customers will even help Wayne cook,”she adds. “This goes a long way in gettingmen and women comfortable with grills.”

PART OF THE COMMUNITYThe couple is involved with the Destin

Charity Wine Auction Foundation,

which supports 11 local children’s chari-ties. Kiley and Paul also help many otherorganizations throughout the area.

Each year, Kiley and Paul celebrate BayBreeze Patio’s anniversary with a week-end-long celebration. “We bring vendorsin, and they cook all weekend. They grilland smoke interesting food items to showhow diverse grills can be,” Kiley says.Representatives from furniture lines alsoattend the event, and sale prices areoffered on almost every item in the store.On Saturday night, Kiley and Paul have a

big party where they cook dinner for theircustomers. “We bring in entertainment,and we all have a lot of fun,” Kiley says.

The event is truly a celebration of beingin business for another year, and it gives thecouple an opportunity to thank customersfor their continued support. The Floridareal-estate market was hit especially hardduring the recent economic downturn, butBay Breeze Patio remained strong. “I thinkwe survived because we are here seven daysa week, and we will do anything for ourcustomers,” Kiley says. The store also has

one of the largest selections of in-stockproducts in the region. “We are not afraidof inventory,” Kiley comments.

After moving from Orlando whenthey bought Bay Breeze Patio, Kiley andPaul believe that the Emerald Coast istruly the best part of Florida. Kiley says,“We have made lifelong friends here. Byhaving a retail business, you have thechance to meet everybody in town. Thisnever occurred to me when we firstopened the store. For us, the experiencehas been unbelievable.”

Dante Cantal, the founder ofTwin Eagles, Inc., brought more

than 30 years of experience as a

leading gas engineer to the creation

and operation of his company. The

Twin Eagles cooking system, which

he developed, sets the company’s

gas grills and accessories apart from

other premium outdoor-kitchen

products. Brian Eskew, sales and

marketing manager, says, “He

developed a product that he would

be happy to call his own.”

Eskew explains that Twin Eagles

stands out in the industry because

the company concentrates on

creating premium outdoor-

kitchen products that deliver

exclusive features and bene-

fits. “We have the history and

heritage of an expert,” he

says. “We have a brand that

focuses specifically on the

outdoor kitchen.”

Twin Eagles products are

developed and manufactured—from

the design concept to the final prod-

uct—in the company-owned facility

in Cerritos, California. An innovative

and knowledgeable team of design-

ers and engineers follows a product

from conception, design, and manu-

facturing through quality testing to

ensure exquisite craftsmanship and

product performance.

With the outdoor-cooking/enter-

taining trend continuing to grow,

designing a complete and stylish

outdoor kitchen is increasingly

important. Eskew stresses that the

grill is the heart of the outdoor

kitchen, but Twin Eagles also spe-

cializes in making high-performance

side burners, griddles, heaters, and

beverage accessories to comple-

ment the grill, giving consumers the

ability to cook anything outdoors

that they could prepare in a tradi-

tional indoor kitchen.

“The outdoor-kitchen trend has

built up momentum over the past

five years,” Eskew says. “We really

want to provide the customer with

everything to create a full-service,

fully functioning outdoor kitchen.”

Cantal’s experience with both

residential and commercial products

gave him the ability to build robust,

long-lasting cooking products that

are ideal for an outdoor setting. Twin

Eagles not only manufactures high-

performance products, but also

makes design and durability priori-

ties. Exclusive geometric shapes,

unique angles, and polished accents

(as well as high-grade stainless

steel) are used in grill designs. A

recent trend that Eskew has

observed is that people are opting

for larger, built-in grills. He explains

that the Twin Eagles 42-inch built-in

grill is a best seller.

In order to help consumers per-

sonalize their outdoor kitchens, each

Twin Eagles product is available in

many models and sizes, with various

optional features to meet each per-

son’s preferences, needs, and indi-

vidual tastes. This year, Twin Eagles

introduced a 54-inch grill for those

seeking a bigger grill for larger out-

door kitchens.

This grill is equipped with high-

quality ceramic briquettes to preheat

quickly, distribute heat more evenly,

and reach high temperatures, while

using less gas than other gas grills

use. Zone dividers enable cooks to

regulate temperatures in separate

zones on the grill. In addition, the

grill has double-position infrared

rotisseries and an infrared sear zone

with a variable heat level.

Another popular product, the gas

griddle, increases cooking options

for outdoor kitchens. “Consumers

want to push their culinary capa-

bilities to the limits,” Eskew says.

Gas griddles are often used as

sauté stations, to cook breakfast

items, or to make snacks (such as

grilled cheese sandwiches and

quesadillas).

The Dine & Breakfast Club is

a perfect tool for preparing out-

door breakfasts or adding grilled

shrimp, scallops, or chicken (or

sautéed vegetables) to a barbe-

cue. This product is equipped

with both a griddle and side

burner. The 20,000-Btu stainless-

steel griddle uses electric hot-

surface ignition with a safety gas

valve. The side burner uses two

17,500-Btu dual-ring European

sealed burners to cook many

types of food effectively.

The patented Salamangrill is

another premier Twin Eagles

product; it is capable of generat-

ing heat (of 1,700 degrees) at the

burner surface in only 90 sec-

onds. The overhead infrared grill

creates this intense, searing heat

to help create steakhouse-quality

food. The direct, consistent

heat—delivered with no flare-

ups—is key to its ability to cook

many different foods (including

pizza, steak, chicken, and fish) to

perfection.

The most powerful residential

power burner, recently released

by Twin Eagles, reaches 70,000

Btu. The power burner is equipped

with an oversized, cast-brass, two-

ring burner and a reversible grate.

With the ability to accommodate

large cooking equipment and to

cook over a large temperature

range, the power burner cooks lob-

ster and other shellfish, stews, and

many other foods successfully. “It

is one of the most versatile prod-

ucts that we offer,” Eskew says.

Built-in bars, ice makers, beer

dispensers for use with kegs, and

margarita centers are also among

the products offered by Twin

Eagles in response to increasing

market demand for accessories

and beverage products. Eskew

says that every product manufac-

tured by Twin Eagles is designed

with the purposes of creating bet-

ter-tasting food and making the

cooking experience more enjoy-

able. Thorough quality-control and

development procedures are imple-

mented to make sure that cus-

tomers’ needs and expectations

are met.

Twin Eagles works with many

specialty hearth, grill, and casual-

furniture dealers to help consumers

acquire reliable, convenient, and

modern premium outdoor prod-

ucts. “If we see a need,” Eskew

says, “we will absolutely work

toward expanding our products to

meet that need.”

outdoor GRILLING

Sizzling-hot Grills by CHERISE FORNO

Top: The patented SalamanGrill

from Twin Eagles cooks with a

gas infrared burner.

Middle: A fully equipped out-

door kitchen by Twin Eagles

boasts form and function.

Bottom: The oversized power

burner reaches 70,000 Btu.

To learn more about our products, please call us at 800-521-0505 or email sales@ companion-group.comwww.companion-group.com

Innovation Starts Here.With over 50 patents and more pending, we are proud of our product contributions

to the grilling industry. Contact us to see what we are working on now!

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ashington’s picturesquePuget Sound is a haven foroutdoor enthusiasts. Biking,

hiking, boating, fishing, and spendingtime with family and friends are favoritepastimes of many local residents. For thepast 33 years, the area’s largest outdoor-living retailer, Rich’s for the Home, hasbeen outfitting backyards, decks, andbeach houses with the finest in patio,hearth, and spa products.

One would never guess, from walk-ing into one of its five outdoor-livingsuperstores, that this thriving businessevolved from a 2,000–square-foot stoveshop with one burning display and asofa. In spite of its success, owners Larryand Marianne Chapman still considerthemselves to be, at heart, small-businessowners who just want to make their cus-tomers happy.

In the late 1970s, Larry left his cor-porate job and moved (with his wife,

keeping customers happy

W

Everybody talks about the importance of service, but Rich’s for the Home practices it dailyby putting customers first. by SHARON SANDERS photography by GRAHAM SYED

showroom SHOWCASE

Marianne) from Los Angeles, California,to Lynnwood, Washington, to sell realestate. After a short time, the bottom fellout of the housing market, and Larry waswithout a job.

It was the middle of the 1979 energycrisis, so his sister suggested that he sellwood stoves. Being from SouthernCalifornia, he had never even heard of a

wood stove, but hedecided to give it atry. Larry, being arookie, opened histiny stove shop inLynnwood—called WoodStoves Etc.—atthe end of thestove season (with50 units of thesame Orley stove).

Somehow, hemanaged to makeit to the next win-ter, and he wenton to sell thou-sands of stovesover the next fewyears. Accordingto Larry’s son, Jon,the evolution ofthe business camethrough happen-

stance, more than anything. “My parentshad no real business plan; it was all doneon a prayer,” he says.

GROWING UPThe company was still thriving in the

1980s, so Larry’s brother-in-law (who wasa supplier to the hot-tub industry) sug-gested that he bring in hot tubs as an

income supplement for the off season,making the business the first combinedwood-stove and hot-tub dealer in the area.“Both the stoves and the hot tubs werepretty ugly, so my dad had to become agreat salesperson,” Jon says, adding thatsales skill is the foundation of the business.

A number of years later, the Chapmanspurchased a competitor called Rich’sHome Center, which eventually becamethe launching point for the store’s newname: Rich’s for the Home. “After weadded barbecues and patio furniture, weneeded a name that was more inclusive.Rich’s was already known in the area, so itseemed like the way to go,” Jon remem-bers. He laughs that, to this day, peoplestill ask to meet Rich. “I have to break it tothem that there is no Rich here,” he says.

Today, the business has grown to occu-py five locations, and even its smallest full-product store (with a 15,000–square-footshowroom) is bigger than its largest com-petitor’s showroom. “We are the onlycomplete outdoor-living store in the area.All the other stores specialize in specificproducts,” Jon explains.

Rich’s has gained a reputation for itsattentive service and for carrying productsthat will stand up to the salt air surround-ing the Puget Sound. “The ocean air canbe brutal on outdoor furniture, so wehave to carry products from manufactur-

ers that use the best materials,” Jon says,adding that those manufacturers are a bigreason for the company’s success, over theyears.

The store carries casual furniture andshade products from Tropitone®,Woodard, OW Lee, Ebel, NorthCapeInternational, Hanamint®, JensenLeisure, and Treasure Garden. TravisIndustries is its biggest and most long-standing hearth vendor; it also sells prod-ucts from HearthStone, Morsø,Monessen, and Dimplex. Rich’s sells grillsfrom Big Green Egg, Weber, Broilmaster,and Twin Eagles. Clearwater Spas hasbeen its faithful (and only) spa manufac-turer for the past four years.

“We have aligned ourselves with somefantastic vendors, and they are our part-ners in business. They take care of us, andwe take care of them. We wouldn’t be herewithout their loyalty,” Jon adds.

ALWAYS MOVING FORWARDRich’s has not flourished, over the

years, by standing still. The 33–year-oldretailer is always looking for ways to bebetter. One of the changes that hasbrought marked results, over the pastthree years, is its new advertising strategy.When the economy crashed in 2007,Rich’s made the mistake of cutting backtoo much on its advertising to reduceoperating costs.

“The next year, we advertised at a morenormal level and saw our sales and foottraffic increase again,” Larry says, addingthat he is now is a firm believer that onecan underadvertise or overadvertise. “We’vedone both, and I think we are close to find-ing the perfect balance,” he adds.

The store’s new advertising strategyfocuses 100% on television and theInternet. A local advertising agency rec-ommended that Rich’s concentrate on tel-evision because its products are visual.“You can’t see a high-end patio set on theradio or experience a hearth product thathas a beautiful fire in the newspaper. We


Top: Rich's for the Home has become an outdoor-

living favorite for its range of merchandise and

personal service.

Top right: The five-store chain has full-service

locations throughout Washington's Puget

Sound area.

Bottom left: Rich's for the Home carefully selects

only furniture that will withstand harsh waterside

conditions.

Bottom right: Larry Chapman


gave television a try, and it’s paid off bigtime,” Larry explains.

The ad agency creates the commer-cials and runs the same ones in all fivestores’ markets, which has proved to bevery cost effective. “Hiring an agencywas the right decision because they doeverything for us—all I do is write thema check,” Larry says.

The website for Rich’s(www.richshome.com) has evolved frombeing a static site (which resembled anonline brochure) to become a strategicpart of the store’s advertising. In thebeginning, Jon hired a Web designer to

put up a simple site, as many other retail-ers were doing, but over time, he figuredout that there was much more that couldbe done.

“Back then, I thought one Web per-son did everything. In hindsight, I realizeit’s like going to your regular doctor forbrain surgery,” he explains. Today, fourdifferent people, all with different areasof expertise, manage the store’s Internetpresence.

There is a webmaster, who designs andmaintains the website; a person who han-dles social media, including writing andposting all articles; someone who is in

charge of search-engine optimization, toensure that Rich’s appears near the top ofany results page for a relevant search; anda fourth person who markets the website.“Everything is tied together, so we havesynergy among all of it,” Jon adds.

FAMILY TIESAfter everything that Rich’s has been

through, over the years—all the mis-takes that have been made and all thesuccess that it has seen—the one con-stant is that it remains a family busi-ness. Along with Jon, his parents, Larryand Marianne, are still very involved, as

are his sisters, Lisa Chapman andJennifer Parrick. They all have come torely on people who are like familymembers, including Jim Van Norman,general manager, and DennisDeMartini, sales manager.

“When we started this business,there was no such thing as Costco orHome Depot, and the Internet wasn’teven invented,” Larry says. “There is notelling what the world is going to belike 10 or 15 years from now. We doknow that we will still be a family busi-ness that puts our customers first, nomatter what happens.”

One thing that can be saidabout synthetic-wood furnitureby Eon® Outdoor Living is that

it doesn’t look anything like plas-

tic. Eon’s highly engineered poly-

mer furniture has

the feel and look

of natural

wood—down to

its detailed wood

grain—yet it will

never split,

crack, or rot like

the real thing.

Known for its

classic polymer

Adirondack

chairs, the com-

pany has recent-

ly grown its line

of casual furni-

ture to include everything from

luxurious deep seating to dining.

With the expansion, Eon’s prod-

ucts are now being seen in whole

new light by retailers who want

to offer their customers a com-

fortable, durable, stylish wood

alternative.

Eon (Toronto, Ontario) is a

brand of the 30–year-old

Canadian plastics company

Gracious Living Corp. Eon materi-

al was initially introduced as low-

maintenance polymer decking and

spa-enclosure cladding for hot

tubs across North America, 14

years ago.

Both applications became the

unofficial testing ground for how

well the products can take the

abuse of sun, high humidity, chlo-

rine, and water. Eon entered the

casual-furniture market in 2007,

when it started selling polymer-

wood Adirondack chairs to spe-

cialty retailers in the United States

and Canada.

“At the time, there was similar

plastic furniture on the market, but

none that could replicate wood as

perfectly as ours,” according to

Paul Willoughby, vice president of

sales and marketing. Eon’s furni-

ture looks so much like wood, in

fact, that each piece on a retailer’s

showroom floor bears a sticker

that proudly states I’m Not Wood.

“It is truly that realistic,”

Willoughby adds.

Eon is also set apart from other

plastic furniture because it’s made

from virgin resin that is completely

nonporous, which means that it

will never grow mold or mildew.

It’s virtually maintenance free,

needing only occasional wiping

with soap and water—and small

scratches can be easily

removed with steel

wool. Due to the fact

that it’s a pure product,

it can also be recycled

at the end of its lifetime.

Unlimited PotentialWilloughby, an industry veteran,

joined Eon in 2010, with the inten-

tion of taking the company’s casu-

al-furniture venture to the next

level. “I’m very excited to see what

we can do with Eon in the casual-

furniture market. In my opinion, the

company has only just begun to

uncover its potential,” he explains.

Over the past year, the company’s

casual line has blossomed in both

the retail and contract arenas.

Eon has introduced the beauti-

fully proportioned St. James park

bench (which is reminiscent of a

traditional teak bench), as well as

its Classic dining collection, which

features a 42x72-inch table that

comfortably seats six, with both

side chairs and armchairs avail-

able. It also introduced its Banff

deep seating collection, which

looks just like real teak and is fin-

ished with Sunbrella® cushions in

a variety of fabric choices. All of its

polymer products come in natural-

wood colors.

“We are getting fantastic feed-

back from our dealers, who have

been waiting for us to expand our

product line,” Willoughby reports,

adding that the company plans to

continue its momentum, moving

forward, with new ideas and

styles. Later this year and into

2013, Eon plans to in introduce

new colors, including a clean,

crisp white and driftwood gray

(both on trend right now).

The company also plans to

continue to increase its focus on

the contract side of its business

because it sees a huge need for

durable furniture in high-traffic

settings, including hotels,

restaurants, and golf courses.

“Real wood requires too much

maintenance, and the commer-

cial customer is eager to break

the replacement cycle,”

Willoughby adds.

The plastic-furniture category

is thought to be one of the

fastest-growing categories in

casual furniture for many rea-

sons—one of which is value.

“People are willing to spend their

money on something that is built

to last and that is going to look

great, to be super comfortable,

and to need ultralow maintenance.

Our products have a 20-year war-

ranty, which says it all,”

Willoughby explains.

He adds that the biggest chal-

lenges and opportunities that lie

ahead—not only for Eon, but for

the plastic category as a whole—

are educating consumers and get-

ting dealers to give the category a

try. He says, “Our plan is to grow

our business, one customer at a

time, with exciting products and

great service that will make us a

force to be reckoned with in the

industry.”

I’m Not Wood by SHARON SANDERS

showroom SHOWCASE

Top: The Eon 60-inch St. James park

bench, Bistro dining set, and trash can

Center: Eon Classic dining in teak

(also available in espresso)

http://www.richshome.com

®


http://www.peakseasoninc.net

ver the past few years, the popu-larity of fireglass has becomeundeniable. Many retailers and

hearth manufacturers are choosing tocarry this modern alternative to gas logsas an option for fireplaces, firepits, andother fire features.

American Fireglass™ (Lake Elsinore,California) is an industry pioneer that istaking this niche product and helping tointroduce it to a whole new generationof consumers who are looking for some-

thing unique. Patio & Hearth ProductsReport sat down with Matt Doll, compa-ny founder and CEO, to get his take onwhat this burgeoning product brings tothe hearth industry.

How wasAmericanFireglassborn? Doll: I startedthe companyin 2004, outof my garage,in Menifee,California.My neigh-bor (whoowned afirepit com-pany) wasbreakingbeer bot-tles andputtingthe glassinto his

firepits. I was intrigued. At the time, Iwas working in the glass industry andknew there had to be a better, safer wayto do it. I went down to the local Toys“R” Us®, bought a $30 rock tumbler,and figured out the best way to polish

the glass. I dropped off a bag of my glassat my neighbor’s showroom that he soldthe same day. He called me the nextmorning, wanting more.

After 30 days of polishing glass in mygarage, I was bringing in more money ina week than I was at my full-time job.Today, my little venture has turned intosomething bigger than I ever dreamedpossible. American Fireglass operatesfrom a 10,000–square-foot facility inLake Elsinore and produces hundreds ofthousands of pounds of glass per year.American Fireglass can be found in theworld’s most famous clubs, restaurants,hotels, and homes.

What put the company onthe map? Doll: This year marked our eighth con-secutive HPBExpo, and I think that real-ly says a lot about our company. Everyyear, people have said that they like ourproducts, but were hesitant to bring themin because they saw it as a trend. Well, wehave proved that we are here to stay. Nowthat our products are popping up every-where, people are eager to give us a try.The 2012 HPBExpo was our best showever. We are reporting double-digitgrowth and have been ranked by Inc.5000 as one of the fastest-growing manu-facturing businesses in the United States.

What sets your companyapart from other manufac-turers of fireglass? Doll: It’s our drive to be the best. Everyteam member here at American Fireglassputs 110% effort into everything he orshe does. Our dedication to our dealersis second to none. Many other glasscompanies sell directly to consumers onthe Internet; we do not. We have stuckto our commitment to sell only whole-sale, so we are not competing directlywith our own customers. That is one ofbiggest things that I decided, from dayone. Many of the new companies are sell-ing both ways, and I think that’s a mis-take, if they want their dealers to respectthem.

Is fireglass still the nicheproduct that it once was? Doll: I still think it is a niche product, tosome degree, but it is also becoming astaple product for many manufacturersand retailers who have never carried it


Top: An outdoor firepit with 1/4-inch copper

reflective American Fireglass

Left: Matt and Kelly Doll

As ISee ItGLASS THAT GLOWSAmerican Fireglass isgrowing dramaticallyas the demand for fireglass ignites.

by SHARON SANDERS

O


http://www.americanfireglass.com


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The Perfect Marriage.Offer the best of both grilling worlds.

Join the Kamado Joe family of dealers.Apply at KamadoJoe.com or call (877) 215-6299.


as i SEE IT

before. Almost every day, I run into some-one who has never seen or heard of fire-glass, so I think the potential market ishuge. For 2012, there are over a dozenshows being aired on major televisionchannels (such as HGTV and the DIYNetwork) that will be featuring AmericanFireglass. We are working very closelywith these shows to raise awareness of ourcompany and its products.

Why are consumers buyingfireglass today? Doll: The majority of our sales are formodern designs, which are the hot ticketright now. In the past year, however, wehave introduced some new products thatadd interest and style to any decor.

Are more hearth manufacturers interestedin fireglass now? Doll: Yes, for sure; they see that there isa growing demand and want to be apart of it. We currently sell to a fewdozen hearth manufacturers on anOEM level, providing them with pri-vate-label products. One reason manu-facturers like us is that we are able toadapt to any request—quantities, col-

ors, or custompackaging.

Are morehearth retail-ers offeringfireglass? Doll: We have retail-ers calling us daily,asking to sell ourproducts, becausecustomers arerequesting American Fireglass by name. Ibelieve this is the result of our over-the-top marketing, which is driving cus-tomers into stores and online to look forour products. This year, we are offeringretailers eye-catching clear display jars atthe point of purchase. They really showoff the beauty of our glass. We intro-duced the display jars at HPBExpo thisyear, and they were a big hit.

What types of fireglass doyou make? Doll: We offer three types of unique glass.The first is our Classic and Premium col-lection of crushed, tempered safety glass,which is tumbled to remove the sharpedges. It is available in ¼- and ½-inch sizes.

Our Eco Glassline is madefrom recycledglass cutlet andoffers uniquecolors such asred, orange,and deep pur-ple. The third

type of Fireglass we offer is ourFirebeads. These are uniformly shapedgems that give the effect of melting whenin the fire. All 18 of our Firebead colorsare offered at the same price.

What has been your mostpopular product? What’snew for 2012? Doll: Our crushed and tumbled fireglasshas long been our flagship product, and itcontinues to be a favorite. With dozens ofnew competitors getting into that marketnow, we are creating other unique prod-ucts that will stand the test of time andprove to be just as strong in sales. For2012, I’m really excited about some newreflective colors and some new colors inthe ½-inch size that we’ve introduced.

What emerging trends doyou see? Doll: Unfortunately, there is a lot ofcheap, imported fireglass that is being soldin the market. All glass is not createdequal, so this is creating a problem. Thereare technical differences in temperedglass—in particular, the fact that puttingtoo much or too little silica in the mix willcause the glass to melt and discolor.Fortunately for American Fireglass, ourcustomers recognize us as leaders in thefireglass market and understand that thecheapest products are not always the bestchoice. Our products have a lifetime guar-antee and will never need to be replaced.

What does the future holdfor fireglass? Doll: I am excited to see the growththat is happening. About 70% of peo-ple in the United States have nevereven heard of this product, which is agood thing. With more and more con-sumers becoming aware of AmericanFireglass products, I think the marketshare for fireglass will continue to growfor a long time.

A copper-bowl firepit with azuria reflective American Fireglass

http://kamadojoe.com


http://olympiachimney.com


ith consumers consistently willingto pay for high-quality outdoorfurniture, Gensun Casual Living

has managed to carve itself a vibrant niche ina competitive environment. In little morethan a decade, the Ontario, California, com-pany has grown by an average of 40% per

year—no small feat, in a difficult economy. Jan Trinkley, vice president of sales and

marketing, hopes to continue the momentumwith the company’s new Bella Vista collec-tion, currently being shown by a number ofretailers across the country. “When the seasonkicks off, it’s got a very attractive price pointand a beautiful design,” he says. “It comes in alittle below our average price point, so itappeals to people looking for high value.”

With big-box stores aggressively racingto the bottom in pricing, Gensun stillbelieves wholeheartedly in the specialtyretail model. Trinkley appreciates whatknowledgeable retailers understand:Product lines such as Bella Vista are madeof high-quality aluminum, including someextruded- and wrought-aluminum elementsamong the cast-aluminum products.

Gensun received the InternationalCasual Furnishings Association (ICFA)Manufacturer Leadership Award in thecast-metal category in 2010. This annualaward is presented to the best manufactur-ers in 10 categories in the casual-furnishingsindustry, based on design, quality, customerservice, business ethics, communication,merchandising, and trade relations.

According to Trinkley, Gensun dealersare reporting particularly good sales thisyear. The numbers are a reminder that cer-

tain demographic groups are still able topay for excellence. “It’s true that we are nota low-priced–product company,” Trinkleysays. “We offer the highest-quality productat a middle price point.”

In addition to last year’s Bella Vista col-lection, Gensun shipped what Trinkley calls“a little outdoor-café chair” called Lotus,which garnered rave reviews at the 2011Chicago International Casual Furniture &Accessories Market™ in September. Thesuccess of the chair, along with its matchingtable, convinced Trinkley to expand the col-lection this year with new table sizes,heights, and accessories.

NEW OFFERINGSThis year, Trinkley plans nothing less than

Gensun’s “biggest new product introductionever,” he says. There are still some last-minutetweaks in progress, but four new collectionsare coming, along with an expansion of sever-

myTURN

Top: The Bel Air collection with deep seating features

a traditional/contemporary design.

Left: The Bel Air collection with sling seating is a

vibrant addition to the original cast-aluminum design.

wBIG Push in 2012 by GREG THOMPSON

Gensun believes that thefuture is now, as it prepares tointroduce more than 200 newproducts this year.


http://gensuncasual.com


myTURN

al existing product lines. Trinkley hasn’t released the

names of the new product lines, butattendees at July’s ICFA PreviewShow™ in Chicago will see a num-ber of tables and special offerings—more than 200 new products. Newdesigns, fabrics, and frame finishesare all in final development.

Finalizing designs and new prod-ucts is a long process that involvesmultiple discussions with companyfounders, as well as working with anoutside designer. Trinkley is inti-mately involved in the process, oftendeciding on themes for classic, tradi-tional, and transitional/contemporary lines. “We’llgo from sketch stage to final-drawing stage, where it’sdetailed in computer-aided design,” he says. “Wethen go to samples. Changes are made; then, the final

samples and final molds follow. We make productsfor the trade shows in Chicago and start producingthem for dealers right away.”

Gensun’s leaders believe that 2012 is the right

time for multiple product offerings, and they hope tocapitalize on what they see as an upswing in theeconomy. “We feel that good signs are appearingwithin the entire market, across the country,”Trinkley says. “Consumer confidence is up; econom-ic indicators are improving. Things are starting toshow that this is a great year to come out with beauti-ful new product offerings.”

In preparation for Gensun’s large new-productpush, Trinkley hired Steve Cloyd, an experiencednew national sales manager who has been a big help.The company also doubled its factory design staff inlate 2011, in yet another move to boost innovationand new-product development. Gensun does all itsown molding and production, and having 50,000square feet of foundry space ensures that new ideascan quickly go from the being on the drawing boardto becoming functioning models.

That kind of speed fuels Trinkley’s enthusiasm foran industry that he believes is strong—and growingstronger. “The outdoor room is gaining in signifi-cance, with people traveling less (due to oil prices)and closely watching their spending,” he says. “Theyare staying at home more and planning to entertain.Outdoor furniture has a double benefit. It’s furniture,but it’s also an entertainment product. Because ofthat, the future of outdoor furniture, for the next 10years, looks very bright, and we are going to do every-thing we can to provide products that people wantand enjoy.”

TRIED AND TRUEEven with so many new products planned for

2012, Trinkley will continue to nourish the compa-ny’s tried-and-true offerings, such as the GrandTerrace line (with its intricate detail and its comfort).The familiar collection will still be available in allseating styles, including cushion, sling, and vinyl-wicker sling.

Customization is a key ingredient in Gensun’s suc-cess, and that commitment will remain in 2012.Gensun offers many styles, tables, and accessories—inaddition to 13 frame finishes, 247 fabrics, and threegranite-top colors—to satisfy varying tastes in out-door-room decor. All products introduced in 2012will continue to be supported by a 15-year residentialwarranty and a five-year commercial warranty.

Gensun’s Bel Air collection, introduced in 2010, isstill selling strongly, particularly in the midnight goldframe finish (a rich black base coat, accented withgold antiquing). This collection is available with avariety of seating options, in addition to all of thecompany’s frame finishes and fabrics. “Consumershave also come to appreciate the popular San Marinocollection, with a design that features legs resemblingthe flow of water and the back presenting a delicateleaf pattern,” Trinkley says. “Maintaining these lines,while offering new ones, gives our customers the vari-ety they want.” Circle Reader Service No. 42

The Grand Terrace collection (foreground) is ideal for

dining, and the deep seating option (background) is perfect

for relaxing.

http://www.303products.com

O u t d o o r F a b r i c s


http://www.phifer.com


ales are heating up at RHPeterson Company. That’swelcome news, after an eco-

nomic downturn that left many com-panies in the patio and hearth indus-tries scrambling.

RH Peterson (City of Industry,California) had its share of darkdays, predominantly in 2009. Sincethen, sales have continued to build,giving the company plenty ofmomentum as it emerges from thedownturn.

Jerry Scott, vice president, says,“We entered 2012 with a significantsupply of Fire Magic orders, so we’reconfident that the economy has hitan upturn and that consumers are

again opening their wallets." He addsthat one index of retail purchases wasup only slightly from January toFebruary 2012, but up considerablyover the same months in 2011. Inaddition, purchases of building mate-rials and garden supplies showedmore than twice the growth of totalretail purchases. Scott says, "All theseare important indicators that peopleare more comfortable spending hard-earned dollars.”

RH Peterson emerged from a dis-mal 2009 with all guns blazing andlaunched many new products in2010. The timely introductions ofthose products (and their growth)have given the company a head start

on the economic recovery.In 2010, for example, RH

Peterson (maker of Real Fyre gaslogs) reported growing sales for itsnewly introduced Fyre Glass andFyre Gems—glass products that pro-vide consumers with an alternative totraditional gas logs. At the time, fire-glass represented a niche that wasgrowing at 7% to 10% per year. Sincethen, sales have climbed, and othermanufacturers have jumped onboard, Scott says. Despite the com-petition, RH Peterson’s productscontinue to gain strength.

“We’re seeing steady sales for FyreGlass and Fyre Gems. I think our cus-tomers find it easy and convenient to

be able to order glass andgems from Peterson, acompany they’ve donebusiness with for years—perhaps even decades,”Scott says.

Since the line is doingso well, in 2011, thecompany addedDiamond Nuggets tothe Real FyreContemporaryAlternatives line. Theseare large, smooth, clearnuggets that give theappearance of meltingice chunks. “We’ve hadsuccess with this addi-tion because it’s some-thing you just don’t seeanywhere else,” Scott

explains. “A beautiful, rich copperglass is a new offering in theContemporary Alternatives colorpalette; it’s perfect for those seekingan earthy color.”

That’s not to say that RHPeterson is abandoning its log sets.New this year is its Mountain WhiteBirch log set, which features hand-painted, cream-colored logs moldedfrom the birch species often found inthe Eastern United States.

In the Real Fyre line, the companyhas also added new burner systemsfor its Contemporary Alternatives—the vented G22 series and the vent-free G21. Both units are sleek, mod-ern burners that showcase Fyre Glass,Fyre Gems, and Diamond Nuggets.

At HPBExpo (in Atlanta,Georgia, in March 2012), RHPeterson unveiled the newest grill inits Fire Magic Aurora line, the A830iCombo dual-fuel grill for built-inapplications. Measuring 50 incheswide, this two-in-one grill is half gasand half charcoal, for consumers whoenjoy both methods of cooking.

A dedicated 26,000-Btu gas burn-

product INNOVATION

s

surgein sales

RH Peterson’s new product offerings are hot sellers, reflecting thatconsumers, overall, are buying again.by CHERYL DANGEL BARTOLINI

Top: Diamond Nuggets provide a contemporary

alternative to traditional log sets.

Bottom: RH Peterson’s E790i Fire Magic grill

sets the stage for what the company calls

the magic hour, when family and friends

combine to make memories.


http://www.californiaoutdoorsconcepts.com


er is designed to ignite charcoal orwood chunks quickly, eliminating theneed for lighter fluid. “Since itsdebut, we’ve received many orders forthis unique product, so initial salesfor this grill appear very promising,”Scott says.

The Magic View window, whichwas a new addition to the Fire MagicEchelon built-in grill in 2010, has alsodone well. Scott reports, “It’s not sur-prising that our customers have reallyembraced the Magic View window.The sleek look of the stainless-steeltrim framing the large window hasdefinitely been a crowd pleaser.Almost a third of the EchelonDiamond series grills we sell are win-dow units.”

Also new in 2010 was the FireMagic smoker, which has enjoyedincreasing sales. “Growth is steady, aswe anticipated for a high-end productcatering to a niche market. We’repleased with the excellent consumerand expert reviews it has received. FireMagic sponsors a few award-winningcompetitive smoking teams around

the country, and that’s been beneficialin getting great exposure for the FireMagic brand as well,” Scott explains.

The 2010 introductions (as well asthe most recent launches) have madefor a rosy outlook. These new productintroductions have been a lot to takeon, but RH Peterson is up to the chal-lenge. As Scott explains, “RHPeterson is dedicated to manufactur-ing top-of-the-line, innovative barbe-cue grills, accessories, andvented/vent-free fireplace gas logs, aswell as to expanding further into thehearth and outdoor-kitchen markets.We’ve invested in the equipment andtechnology to achieve that.”

RH Peterson also takes care to lis-ten to its dealers, and that is key to itssuccess. “Several years ago, we devel-oped the Customer Advisory Council,a very select group of RH Petersonretailers committed to helping usdetermine what consumers want. Thefeedback of our extensive network ofdistributors and sales representatives isextremely important for our future, aswe consistently strive to improve our

products, aswell as ouroperation,”Scott says.

All thatfeedback willtranslate intomore newproducts.Moving ahead,look for RHPeterson to domore of thesame—and thensome. As Scottexplains, “Wemaintain sales through two-step dis-tribution and support the independ-ent hearth and patio retailers. Soon,RH Peterson will expand our productofferings in the hearth and patioindustry.”

He continues, “We are continuallyreviewing new-product offerings in allareas of our business—in our grilllines, Real Fyre vented and vent-freeproducts, contemporary hearth offer-ings, and outdoor firepits and fire fea-

tures. You will see some exciting newproducts later this year from RHPeterson. We will continue to focus onexcellence in manufacturing top-tierproducts made in the United States.”

The idea is to give consumers high-quality products with plenty of built-inintangibles, such as atmosphere, ambi-ence, and the memories generatedwhen families gather around a fire. Toparaphrase a popular advertising slo-gan, those intangibles are priceless.

(800) 332-0240www.rhpeterson.com

®

With its sleek and luxurious lines on the outside and the power from its unmatched grilling performance on the inside, Fire Magic is

MY PERFECT GRILL!


product INNOVATION

The new Mountain Birch log set

http://www.rhpeterson.com


http;//www.hearthdistribution.com

or more than 20 years, Dimplex®

North America Ltd. (Cambridge,Ontario) has brought innovative and

technologically advanced electric stovesand heating products to the marketplace.Through the use of superior productdevelopment, manufacturing, and cus-tomer relations, Dimplex strives to pro-vide consumers with each possible advan-tage of using electric fireplaces, stoves,grills, and heating products.

Philip Piccolo, senior vice president,marketing, says, “We wake up every morn-ing developing better solutions throughinnovation.” Dimplex electric fireplaces are easyto use and can be conveniently placed. The tem-perature can be easily adjusted, and the electricfeatures of the fireplace can reduce energy costs(and offer a safer alternative to traditional wood-burning fireplaces). “Our fireplaces use 90% lessenergy than gas fireplaces use,” he notes.

With Dimplex products, customers can cus-tomize the designs, features, and sizes of mantels,media units, wall-mounted models, inserts, andstoves. “Dimplex makes fireplaces for everyapplication,” Piccolo says, “from plug-in to built-in units and from wall mounts to stoves, as wellas fireplace inserts.”

In order to deliver a high level of customersatisfaction to a diverse consumer base, Dimplexremains committed to high-quality manufactur-ing for all its products. “We are proud of ourcraftsmanship and attention to every detail,”Piccolo says.

In addition to being placed in restaurants,homes, and offices, Dimplex fireplaces have beeninstalled at the Trump International Hotel &Tower™ properties in Chicago, Illinois, andToronto, Ontario. The company’s long traditionof excellence began in 1991, when Dimplex

entered the North American marketwith the acquisition of several leading heatingbrands: Electromode, Sentinel, Chromalox, andWestcan.

Four years later, Dimplex developed and man-ufactured the first electric stove with a realisticwood-burning effect. Several years after that,Dimplex’s electric stoves earned the New ProductAward at the Canadian Hardware and HomeImprovement Show, as well as the Best of Showaward at the Canadian Home Centre Show.

The Dimplex electric firebox was introducedto the market in 2002, earning a Vesta Award.Another Vesta Award was earned in 2005, whenthe MultiFire firebox used Purifire technology toimprove air quality. Dimplex has maintained areputation for innovation by introducing manyaward-winning products in recent years, includingthe OptiMyst fireplace, the Linear ProportionalConvector for electric baseboard heating, and theworld’s first electric flame mirror.

“As we continue to lead with innovation andproduct design, we are experiencing highdemand for media units with fireplaces, upscalemantel fireplaces, and wall-mount fireplaces,”

Piccolo says. The company’s Linear Convectorsand Linear Proportional Convectors, for bothresidential and commercial electric baseboardheating, are currently very popular in the indus-try. These heaters are smaller, faster, and smarterthan conventional baseboard heaters, accordingto Piccolo. They give users more flexibility withdecor and furniture placement because of theirsmaller size.

Piccolo says that these baseboard heaters cansave consumers up to 33% in energy costs byreducing energy consumption and supplyingmore accurate and efficient heat outputs. “Wecontinue to develop new products that featurewhole-home connectivity, as well as heat controlfor specific rooms,” Piccolo explains. These zone-heating products are in high demand becausethey help lower energy costs for consumers and


The Acton media console is a contemporary, fluid, and linear

piece with two large, vertical storage compartments; con-

venient shelves; and beautiful, curved, smoked-glass doors.

corporate PROFILE

By focusing on new technologies and customers’preferences, Dimplex hasbecome a powerful player in the hearth industry.

by CHERISE FORNO

f

Dimplex Delivers


http://www.selectoutdoorkitchens.com


provide quick and comfortableheating solutions.

Dimplex also produces elec-tric grills that provide superiorcooking, with easy-to-use pro-grammable features and consis-tent temperatures on every partof the grill. The PowerChef grillis safe and fun to use. Nopropane is needed, and the grillis safe for use in many locationsbecause it does not produceflames. The grill sears meat andlocks in juices, with the ability toreach a temperature of 650degrees quickly.

Cooks can grill manually on aPowerChef grill or can use the pro-grammable cooking settings. The typeof meat being grilled can be enteredinto the program, as well as the thick-ness and desired temperature. The grillcan then be set to chime when it hasreached the correct temperature forplacing the meat on the grill. The grillwill alert the cook when it’s time toturn the meat, and it will chime againwhen the meat has reached the desireddegree of doneness.

People can reduce their carbon foot-prints by using the PowerChef becauseit produces a fraction of the carbondioxide per hour produced by a propanegrill, according to Dimplex. An electricgrill is also less expensive to use than apropane grill would be. “PowerChef ’sefficient and powerful cooking systemsaves you $21.43 per month, versus apropane grill,” Piccolo estimates.

For the years ahead, Dimplex willcontinue to strive to create new prod-uct lines to add to its award-winning

models. Experienced and highlyinformed product teams keep Dimplexin the forefront of the industry withtop technological advances, sleekdesigns, and products that stay consis-tent with market trends.

“We have a tremendous opportunityto grow our distribution for fireplaces,”Piccolo says. “We will continue to inno-vate new products for the market. We liketo develop products before consumersknow they want or need them.” Dimplexuses many marketing tools—including

social networking, trade-showappearances, and blogs—to reachand connect with its diverse cus-tomer base (specialty dealers, fur-niture stores, Internet shoppers,contractors, builders, and electri-cal-goods distributors).

The OptiMyst II fireplace(which was showcased atHPBExpo in Atlanta, Georgia, in

March 2012) will be launched in the fall,with mantels or as a separate insert forwood-burning fireplaces. “This new fire-box features a very realistic fire-and-smoke innovation, with the ability tocontrol heat output,” Piccolo says. A newline of wall-mounted fires will also bereleased in the fall, with more designoptions to follow. To stay competitive ina strong field, Dimplex will remain com-mitted to manufacturing high-qualityproducts to meet (and exceed) theneeds of the consumer.

corporate

www.dimplex.com | 1-800-668-6663

It’s that one piece, that one special fi nd that can bring a room to life. A Dimplex fi replace, exquisitely designed with premium grade fi nishes, and patented fl ame technology, is that one piece.

SCAN QR CODEfor our new lineup

Bring a room to life with Dimplex

Visit our website for more unique wall-mount style options.


PROFILE

The Strata is a beautiful wall-mounted fire-

place with an architectural feel, combining

the natural appearance of the travertine

endcaps with the sleek, black front glass

and the glowing glass ember bed.

http://www.dimplex.com


http://www.treasuregarden.com

t a time when many compa-nies are happy just to bearound to see what they

hope are brighter days ahead,Galtech International, a manufac-turer of wood and aluminum mar-ket umbrellas and stands, is confi-dent enough in its products andservice to predict growth—biggrowth. It’s not just wishful think-ing, either.

Jeff Leisen, national sales manag-er for Galtech (Newbury Park,California), has been with the com-pany for 17 years. He says, “Galtechexperienced very strong growth—inexcess of double digits—every sea-son, until the 2008 season. In thepast three seasons, we have climbedback to where we were prior to theeconomic downturn.” He adds thatthe company expects to grow bydouble digits again this season.

How will Galtech accomplishthis? With brighter days on the fis-cal horizon, Galtech can look back,as an experienced survivor—and is

a good case study in how to survive(and even prosper) during a reces-sion. The key to success duringtough economic times, Leisennotes, is relatively simple, and itcan be summed up in two words:inventory control.

“We scaled back new-productintroductions and maintainedtighter inventory control duringthe sluggish economy. Inventorymanagement has been critical toour ability to operate efficientlywhile still being able to hit ourquoted lead times,” he says.

Of course, it helps that no matterhow bad budgets are, few peoplewant to sit broiling in sunlight. Eventhose without much money tospend will pay to sit in the shade ofan umbrella. “Shade products arealways in demand—so even thoughthere may be a reduced demand forfurniture, there has always been aneed for quality shade products,”Leisen says.

While homeowners might not

be able to afford new outdoor fur-niture, they often view an umbrellaas an affordable luxury or as anaccessory that can easily updatetheir outdoor decor. Leisenexplains, “Customers can easilyfreshen up the appearance of theirbackyards by purchasing a newumbrella or cushions; they create anew, fresher look—without theneed to replace the furniture.”

There are always customers onthe hunt for something new, too. Inresponse to those buyers’ needs,


Above: Jeff Leisen

Center: Galtech’s thatch canopy is available

on a 9- or 11-foot frame.

FUN INTHE SHADE

Galtech’s shade products are affordablesolutions for customers who want tospruce up their backyards.

by CHERYL DANGEL BARTOLINI

a


http://www.owlee.com


Galtech has introduced the 772 half wallumbrella for 2012. Designed to fill a voidin the commercial/condominium market(where customers want an umbrella, butspace is at a premium), this a 3.5x7-footumbrella can be placed against a wall: theultimate space-saving feature.

It works in a café or in a limited-spacesetting, such as a balcony. The umbrellacranks up via stainless-steel crank lift andprovides more than 3,500 square inches ofshade. “It’s just the right amount of shadefor two people sitting at a bistro table,”Leisen says.

Galtech’s LED umbrellas, while notnew, continue to be strong sellers becauseof the built-in lighting system, which pro-vides an amber glow for evening ambience.The LEDs are powered by a low-voltagetransformer, making the umbrella func-tional even after sunset.

With shade products being such good sellers,even in a down economy, it is easy to be lulledinto the idea that umbrellas sell themselves. This

is not so; Leisen reports, “The key to sellingumbrellas in a specialty-store environment is to beas educated as possible as to the details and fea-

tures of the product.”To that end, Leisen sug-

gests that dealers takeadvantage of the resourcesavailable (such as trainingsessions) and that theybrowse the Galtech website(www.galtechcorp.com) tolearn about the features thatwill enable sales staff to sellthe customer a better-qualityumbrella or shade product.

Leisen cautions dealersthat while homeowners

might look upon an umbrella as an accessory, thesuccessful salesperson will steer clear of that term.“Treat umbrellas as a high-profile category and

not as an accessory item,” he explains.“Show modern, contemporary colorsthat complement the look of the store,and don’t be afraid to experiment withcolor. Show different looks, such ascoordinating edge trims, double windvents, and valances that exhibit special-order/custom abilities.”

Dealers do not need to carry an exces-sive inventory of Galtech products tomeet consumer needs, either. Galtechhas been successful, over the years, partlydue “to our ability to offer a wide varietyof high-quality products,” Leisen says, inaddition to being able to deliver thoseproducts through its quick-ship pro-gram, in season, with what he describesas remarkable lead times.

In its quick-ship program, Galtechstocks more than 60 Sunbrella® fabricsthat are precut, sewn, and ready to ship,all year long. “In addition, our cus-tomer-service staff is very knowledge-able and very committed to providingthe best possible service to our cus-tomers,” Leisen says.

Now—with the economy looking bet-ter, summer coming, and new productsin the wings—Galtech is quite bullishabout the future. “I feel that the shadeindustry will only get stronger as peoplecontinue to spend more time outdoors,”Leisen says. “People are looking forattractive, stylish shade options thatremove them from the direct sunlight.Skin-cancer awareness is stronger thanever right now, which translates well intoumbrella sales.”

last WORD

Galtech’s 722 half wall

umbrella provides big shade

in small spaces.


http://www.galtechcorp.com

http://www.galaxyoutdoor.com


product PROFILES

Decorative Options for Direct-vent InsertsDecorative doors add visual interest and old-world charm to any fireplace.

For dealers, they also add opportunities to accessorize. Empire Comfort

recently introduced a range of decorative accessories to fit the company’s

direct-vent fireplace inserts. The frames and door sets install in minutes to

transform the look of the insert. Doors are available in matte black,

hammered pewter, and stainless steel. Styles include Horizon, Transom, and

Tribeca. Each door is laser cut for precise fit and perfect symmetry. These

decorative doors for Franklin series inserts are sold through American Hearth

dealers and also fit Innsbrook series inserts, which are sold through White

Mountain Hearth dealers. Contact: (800) 851-3153,

www.whitemountainhearth.com, or www.americanhearth.com.


Aurora Dual-fuel GrillFor grillers who appreciate both the convenience of gas and the unmistakable aroma and flavor

that come from hardwood cooking, Fire Magic is pleased to present the Aurora A830i dual-fuel

grill. Measuring a generous 50 inches wide, the two-in-one grill features dedicated gas and

charcoal cooking areas and boasts 50,000 Btu (with an additional 16,000 Btu for backburner

use). An easy-to-use, 26,000-Btu gas burner is designed to ignite the charcoal or wood fuel

quickly, eliminating the need for toxic lighter fluids. Independent hoods for each fuel type feature

a thermometer for precise grilling and smoking. The grill is designed specifically for built-in

applications. The addition of the A830i dual-fuel grill is another way that Fire Magic is making

the perfect outdoor kitchen a reality. Contact: (800) 332-3973 or www.rhpeterson.com.


Bel Air CollectionGensun Casual Living introduces Bel Air sling and Bel Air wicker sling. This

collection features a traditional/contemporary design and now adds sling seating to

the original cast-aluminum design. It is available in all seating configurations, and

with over 200 fabrics and 13 frame finishes available, Bel Air will decorate any

outdoor space in style. Contact: www.gensuncasual.com.


Balmoral Firepit Chat GroupHomeowners continue to invest in the latest trend in outdoor entertaining, the

outdoor fire. The Balmoral firepit chat group includes four deep seating swivel chairs

(with regal quatrefoil accents) surrounding a lovely, portable gas firepit, with ample

room for serving guests using a tabletop that features elegant copper inlays. By

offering the design flexibility of Balmoral, you’re sure to realize the profits of adding

Agio to your mix. To take a look at Balmoral and many other Agio outdoor looks, visit

showroom 1628 during July’s ICFA Preview Show™ (formerly Casual Pre-Market) in

Chicago, Illinois. Contact: www.agio-usa.com.




http://www.whitemountainhearth.com

http://www.americanhearth.com

http://www.gensuncasual.com


http://www.valorfireplaces.com


productPROFILESproductPROFILES


Ice ChestBull Outdoor’s ice chest is not a

new item, but is one that has

become very popular with

customers. This high-capacity

unit holds 24 beer cans and two

bottles of wine, and it includes

a stainless-steel tray to hold

smaller items. The ice chest is

fully insulated and includes a

304 stainless-steel lid with a

Bull-style handle. Contact: (800)

521-2855 or www.bullbbq.com.


New 303 Speed Detailer303 Products, known for its patio-furniture and

outdoor-fabric–care products, has a new item for 2012 that

is absolutely amazing on stainless steel. This product not

only cleans, but leaves a glorious, dust-free shine with no

streaks. Inquire and receive a free sample. Contact: (800)

223-4303 or www.303products.com.


G22 Making its debut in 2012 is

RH Peterson’s dazzling

G22 vented burner, with a

hefty 40,000- to

65,000-Btu rating. The

burner features a unique

glass-front fender panel,

allowing a better burn pattern and flame distribution. Currently available in

your choice of 18-, 24-, and 30-inch sizes for both standard and see-through

applications, the G22 is available in polished, mirror-finished stainless steel or

in the new warm, reflective rose-gold finish. This burner is for use with RH

Peterson’s Fyre Glass or Fyre Gems. Contact: (800) 332-3973 or

www.rhpeterson.com.


La CostaCalifornia Outdoor

Concepts, in its Signature

series, would most

certainly feature La Costa

as its flagship model.

Sleek and modern best

describe this

cast-aluminum firepit

when the all–stainless-

steel burner assembly is filled with glass. The glass provides a dramatic

backdrop for the flames, in any of 11 stunning color choices. The unique

design feature is the lattice base, which is completely at home in a traditional

setting—yet makes modern style look easy and natural. In chocolate brown

or black, it melds perfectly with your other garden furniture and outdoor

lighting fixtures. The change to ceramic logs with authentic markings will turn

your outdoors warm and inviting. The design choice is yours. Contact: (877)

274-6773 or www.californiaoutdoorconcepts.com.


Cal Spas Family Connect SeriesThe Family™ Connect series consists of two 7-foot bench and lounger spas

with 36 massage-therapy jets and award-winning features. To ensure the

ultimate spa experience for bathers, Family Connect spas feature a powerful,

high-performance 5-bhp two-pump system. Both spas feature a breathtaking

LED lighting package and cascade waterfall that add a romantic ambience to

any backyard. The exclusive PureCure™ water-purifying system is also a

standard feature in this revolutionary spa lineup. Contact: www.calspas.com.





http://www.californiaoutdoorconcepts.com

http://www.calspas.com

http://www.mlwstone.com

Classic Black Stripe Deluxe Cushioned Double Swing

Spanning a full 5 feet in width, this two-person relaxation

oasis is nonetheless roomy enough to invite along the kids.

The curvy white-oak frame, hand-dipped repeatedly in

honey-gold marine-grade varnish, supports a pillowy seat

of cottony-soft, all-weather DuraCord® fabric sandwiching

a lavish layer of recycled polyester hollowfill fiber. The

stately Hatteras Hammocks® classic black stripe pattern is

like a perfectly tailored tuxedo for your favorite patch of

yard, while the zinc-plated hanging chains further boost

looks, as well as durability. Contact: (252) 758-0641 or

www.thehammocksource.com.



ChaletThe Chalet

wall-mount

fireplace by

Dimplex North

America introduces

strong visual

components to a

classic structure.

The two horizontal

(top and bottom)

wooden elements, coupled with highly polished black endcaps, emphasize the

elongated rectangular shape of the unit, making it a contemporary piece that

would fit into any decor or space. The beautiful glass ember bed is illuminated

from below, creating a glowing ambience that can be enjoyed with or without

heat, all year round. The Chalet will be available in fall 2012. Contact:

www.dimplex.com.


EcoDamper System The ENERVEX EcoDamper

lets you start a safe and

hassle-free fire in your

gas-fired fireplace with a

single touch of a button, and

you can get rid of your glass

doors and enjoy an

unobstructed view of the fire.

It controls the speed of the

fan to maintain a proper draft

in the chimney and ensures

that the gas supply is cut off,

should there not be a

sufficient draft in the flue

system to vent the fireplace

safely. Contact: (800) 255-2923 or www.chimneyfans.com.


Galaxy OutdoorGalaxy Outdoor’s storage units are

100% U.S.-made 16- and

18-gauge 304 stainless steel. The

company uses no galvanized

material in any Galaxy Outdoor

storage units. All drawers are

enclosed in a 304 stainless-steel

box or outer shell. All drawers have

Accuride’s best U.S.-made,

full-extension, self-closing glides.

All storage units have 100%

stainless-steel handles and hinges.

All built-in components have

features that you will not find on

other products. As shown, the

GXPOS is a storage unit with a

6-inch–deep top drawer and a 21-inch–deep bottom storage unit. The bottom

unit has two adjustable dividers. It comes with a 16x20-inch cutting board

and a board-storage area. All Galaxy Outdoor stainless-steel products come

with a lifetime warranty against construction defects. Contact:

www.GalaxyOutdoor.com or [email protected].



http://www.thehammocksource.com


http://www.chimneyfans.com

http://www.GalaxyOutdoor.com


http://www.homecrest.com


productPROFILES


pizzacraft Square Tile Pizza Stones

This set of four thermal-shock–resistant

cordierite baking tiles is perfect for making

individual pizzas, on the grill or in the oven.

Alternatively, reconfigure the pizzacraft™

stones to form a larger baking surface for

full-size pizzas or loaves of bread. Contact:

(800) 521-0505, [email protected],

or www.companion-group.com.


New Richard Frinier Collection for SunbrellaNew European-inspired fabrics from the Richard Frinier collection for

Sunbrella® feature Frinier’s interpretation of classic linen constructions

and coordinating stripes and jacquards, resulting in elegant home decor

that offers legendary Sunbrella performance. The Maison et Jardin

collection erases the boundaries between indoor and outdoor upholstery.

La Mer and La Plage are two stripe patterns with vintage textural surfaces

inspired by Frinier’s travels to Mediterranean seaside and coastal villages.

The four correlating jacquard patterns are Fontainebleau (a floral motif),

Fleur-de-Lis (a classically styled lily or iris), Voluté (scroll-shaped forms),

and Orléans (a garden-gate pattern). This exclusive line is available to the

trade at Pindler & Pindler. Contact: www.sunbrella.com.


RodeoCalifornia Outdoor Concepts unveils yet another

breathtaking series of firepit tables, the Elegant

series. Californians worship their climate and are

devoted to the outdoors. At every opportunity, they

can be found strolling along the boulevards of

Beverly Hills and Palm Desert, stopping to relax

and converse over drinks alfresco. Now, the allure

of these iconic places can be enjoyed at home,

with the Elegant series by California Outdoor

Concepts. The Rodeo brings you the Art Deco

look of old Hollywood, with its sleek, Modernist

shape. Fire glowing off reflective glass, in the

center stainless-steel firepit, surely will give your

backyard that million-dollar appeal. The series is

available in four color choices, as well as two

sizes, chat and balcony; deciding will be difficult.

You just might want more than one. Contact: (877)

274-6773 or www.californiaoutdoorconcepts.com.


Heat & Glo LUXThe LUX delivers custom

looks—without

custom-installation hassles.

A clean face and flush

hearth design are only the

beginning. Routine

installation helps you put

this ultramodern direct-vent

unit in more homes—faster.

Catch the eyes of your

consumers. Colorful flames

rise through sculpted

stainless steel and command attention on your showroom floor. A reflective,

black-glass interior multiplies the fire and radiates the flames. With the largest

viewing area in its class, it offers nearly invisible glass, 89% glare reduction, and

dramatic views from every angle. Contact: www.heatnglo.com.


Galaxy OutdoorGalaxy Outdoor offers a choice of

two built-in ice chests designed to

enhance your outdoor kitchen. Both

are 100% U.S.-made stainless steel.

Each ice chest is fully insulated and

has a fully insulated stainless-steel

lid with a soft closing mechanism.

Each chest comes with a drain plug built into the base. The smaller chest is

18x18 inches, while the larger is 19x27 inches. Each comes with a condiment

tray. Either unit can be used as a drop-in unit or as a slide-in unit, with a speed

rack attached to the front of the chest. Contact: www.GalaxyOutdoor.com or

[email protected].




http://www.sunbrella.com

http://www.californiaoutdoorconcepts.com

http://www.heatnglo.com

http://www.GalaxyOutdoor.com


http://www.thermologi.com



Jewel JarTrue quality is

transparent.

American Fireglass

introduces the

long-awaited,

retail-friendly,

10-pound Jewel Jar packaging. This new packaging option offers an

attractive, eye-catching appearance, giving customers the ability to

see the premium-quality fireglass right from the retail shelf. It is not

only attractive, but functional, too. The new Jewel Jar includes a

carrying handle that is built right into the lid. Each jar includes UPC

barcodes, for simple inventory and register scanning. There has never

been a better time to stock American Fireglass in your store for your

customers. Contact: (888) 264-1017 or www.AmericanFireGlass.com.


Homecrest Legendary Deep SeatingThe Legendary deep seating collection captures the spirit of the United States in a

timeless (yet fashionable) design. Oversized frames and plush cushions cradle you in

comfort. Designed in the tradition of outdoor furnishings, Legendary outdoor patio furniture

combines old-world craftsmanship with comfort. Legendary deep seating is handsome,

durable, and made to last a lifetime. Made of steel, this collection incorporates square

stock and hammered arms. Legendary’s unique styling will make a classic statement in

any outdoor setting. Contact: www.homecrest.com.


Lotus Café ChairThe Lotus café chair, from Gensun

Casual Living, is a contemporary

reinterpretation of traditional floral

furnishings. Inspired by modern stylized

floral patterns and jewelry designs,

Lotus pares down floral detailing to a

clear, flowing design that stands apart

in a me-too marketplace. Its proportions

and stacking make it at home in

residential and hospitality settings.

Contact: www.gensuncasual.com.


303 Products OffersFree-sample Program303 Products, Inc., Palo Cedro, California, has

launched a free-sample program for retailers in

the United States and Canada. Retailers

participating in the program will receive a

display containing free consumer samples of

303 Patio Furniture Protectant™. An

informational color pamphlet will be attached to

each sample, and each display will contain 50

samples. A toll-free number on the back of the

display will prompt the retailer to call when

sample supplies are getting low. 303 Products

will then ship a replacement display to the

retailer. 303 Products will pay for all the costs

of the program. Contact: (800) 223-4303 or

www.303products.com.


BigJoe Split Heat Deflector byKamado Joe

The BigJoe split heat deflector allows you to

bake, grill, and smoke with over 10 different

configurations. The split design offers

simultaneous direct and indirect cooking, so

meat and vegetables can easily be cooked

together. The frame can also be used

separately to raise the cooking grate and

reduce the charring of tender foods. Contact:

(678) 866-0642 or www.kamadojoe.com.


http://www.AmericanFireGlass.com


http://www.gensuncasual.com


http://www.kamadojoe.com



productPROFILES

Select Cutting BoardSelect Outdoor Kitchens is pleased

to offer its newest product, Select

cutting boards, exclusively to

dealers. Every cook needs a great

cutting board, and the company has

developed one that will become your

trusted sidekick in the kitchen or at

the grill. The cutting boards are 12x18 inches, oval shaped, and available in 10

colors. The material, approved by the Food and Drug Administration and the

National Science Foundation, is the same material that you will find in the best

restaurant kitchens in the United States. Each cutting board has an attractive

depression to catch any cooking juices. Cutting boards can be sold as is or

customized with store logos. Contact: Mike Miller at

[email protected] or www.selectoutdoorkitchens.com.


Custom Burner American Fireglass takes

great pride in listening to

its customers’ needs.

Though the company

has a very complete line

of burner products, it is

often asked for sizes,

shapes, and

specifications outside the standard product-line offering. It now offers custom

burner development. The process begins with the customer’s specifications;

from there, the burner is designed using computer-aided design programs.

Once the customer has approved the design and price, the custom burner is

fabricated, with high quality and a short lead time in mind. Contact: (888)

264-1017 or www.AmericanFireGlass.com.


Heat & GloTRUEThe TRUE provides the

most authentic masonry

appearance available in

a safe, convenient

direct-vent gas

platform. With a clean

face and a flush hearth

design in 50-, 42-, and

36-inch sizing, TRUE

offers the largest

viewing area in each

class, for the ultimate

fireside experience. High-definition logs and LED accent lighting help create

bold, robust fires. Seen through reflection-free glass, the experience is so real

that consumers might try to add another log to the fire. Sell your customers

on a TRUE new wave of traditional style. Contact: www.heatnglo.com.


Del Sol Deep SeatingGive your customers the flexibility to create their own personal havens for

entertaining. The Del Sol deep seating group features a lovely sofa, a love

seat, and a 360-degree swivel rocker with handcrafted, all-weather–wicker

frames and a matching table with a roomy, long-lasting porcelain tabletop.

Weather-resistant cushions are elegantly neutral and are accented with

coordinating tailored piping and a complementary patterned fabric, for a look

that is sure to move quickly from your showroom floors. Discover Del Sol and

all of Agio’s latest all-weather–wicker options at the Merchandise Mart,

showroom 1628, during the ICFA Preview Show™ (formerly Casual

Pre-Market) in Chicago, Illinois. Contact: www.agio-usa.com.


The PonyHearthDistribution.Com introduces

another hit from Henan Hi-Flame. The

Pony 517U cast-iron wood stove comes

complete with double-wall cast-iron

construction and includes both rear and

top flue outlets, making it flexible

enough to install in most locations. The

Pony 517U is a clean-burning, efficient

stove that meets the Washington

emission standard of 3.6 grams per

hour. The Pony 517U accepts 15-inch

logs, allowing customers to burn their

own fuel with the single, easy air

control, keeping everything at a nice, slow, rolling flame. With an output of

37,000 Btu per hour, the Pony will keep your home nice and warm, when called

upon. Installation is easy, with a 6-inch single-wall chimney pipe—just kick back,

light the stove, and enjoy the fire. Contact: [email protected] or

www.hearthdistribution.com.


GibraltarThe Gibraltar is a

two-toned casual

contemporary fireplace

featuring an interlacing

burnished-walnut

wooden frame that

breaks up the generous

use of a soft stone

element. The multilayer,

large-scale unit, with a

large base and mantel,

shows off an elegant

profile, making it easy

to use as the focal point of a room. The glass ember bed is illuminated from

below, creating a beautiful glow—making the Gibraltar electric fireplace from

Dimplex North America a strikingly beautiful piece. It will be available in fall 2012.

Contact: www.dimplex.com.




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Rhapsody Contemporary Direct-vent Gas FireplaceThe new Dave Lennox Signature® collection Rhapsody™ fireplace adds

sophisticated flair to any home. Featuring innovative Infini-Flame™ technology,

this easy-to-install gas fireplace offers a stunning viewing area that showcases a

50-inch–wide band of mesmerizing, tranquil flames. A patent-pending burner

design offers industry-leading efficiencies for increased savings on utility bills.

Contact: www.lennox.com.


New Rock and Glass Kit From Valor Available on the

Horizon, H4,

and Legend G3

insert models,

this accessory

kit includes both

clear and black

glass beads for

installation,

depending on

customer

preference. A

contemporary

upgrade for Valor fireplaces and inserts, the rock and

glass kit (shown here with the Legend G3 insert) further

diversifies the Valor product line. Contact:

www.valorfireplaces.com.


BigJoe by Kamado Joe

BigJoe is engineered to

outsell all other extra-large

grills. One of BigJoe’s most innovative

features is a counterbalanced hinge for

sturdiness and easy opening. BigJoe

also features a new ash tool for

ultraquick cleaning, a firebox divider,

and a split heat deflector that allows

simultaneous direct and indirect

cooking. Contact: (678) 866-0642 or

www.kamadojoe.com.


BerkshireCreate a timeless look for any backyard with NorthCape’s Berkshire collection.

With a fresh take on a much-desired classic, Berkshire features a handwoven,

thick cappuccino weave and elegantly shaped arms. The cappuccino thick,

round weave redefines beauty, with its rustic, rich brown hues and its curvaceous

weave pattern. The sophisticated open-weave sides and back lend themselves

to lasting style and comfort throughout the year. Contact:

www.northcapeinternational.com.


Select Grill by Traeger

Introducing Traeger’s

latest residential pellet

grill, the Select: Traeger

preserved the best features

of its popular Deluxe—its

sleek design, high-quality

stainless-steel trim, handy

side tables, and enclosed

storage space. What’s

different? The flat grilling

surface was increased by

over 37%, and the grill’s

large-capacity hopper, now conveniently accessed from

the outside, holds 18 pounds of natural wood pellets, for

hours and hours of uninterrupted grilling and smoking.

Contact: www.traegergrills.com.


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The Finley IslandThe Finley Island offers all you

can desire in an

outdoor-cooking cabinet in a

compact, sleek design. The

single drawer is the perfect

place to collect your spices,

sauces, or grilling utensils.

Underneath the drawer is a

larger storage area perfect for

all those necessary bags of

charcoal. Additional storage

underneath the grill ensures

that all your cooking

accessories can find a clean,

dry home within easy reach.

The Finley also sports an umbrella insert for those hot summer days. This cabinet

has two swiveling casters and two rigid casters, ensuring that your cabinet goes

wherever you need it to go. Contact: (800) 624-6512 or

www.selectoutdoorkitchens.com.



productPROFILES

CountryCollectionMontlake InsertFrom LennoxAvailable in spring 2012,

the EPA-certified and

Washington

State-approved Country®

collection Montlake™ 230

wood-burning insert by

Lennox Hearth Products

converts a fireplace into an efficient, clean-burning wood heater. An innovative

heat exchanger with the exclusive Lennox Thermal Fin Technology™ and a large

ceramic glass viewing area maximize heat transfer for greater utility savings.

Contact: www.lennox.com.


Bison Cart GrillIntroduced two years ago, the

Bison cart grill has gradually

become one of the company’s top

sellers. This stainless-steel

charcoal grill can be purchased in

a cart model (as shown) or as a

built-in head. Made from 304

stainless steel, this unit is built to

provide years of service and is a

great addition to any backyard

kitchen. Contact: (800) 521-2855

or www.bullbbq.com.


Flexible NaturalStoneMLW Stone introduces

flexible natural stone. This

revolutionary new

slate product

comes in

2x4-foot

sheets and a

1- to

2-millimeter

thickness and

is offered in

eight different

color choices. The

thin slate veneer is

ultralight, easy to bend, and ideal for

use on curved walls or as a fireplace

facing. Other applications include

outdoor-kitchen islands, firepits, grill

stands, mantel accents, entertainment

centers, and more. Please request

samples today and consider the

possibilities. Contact: (800) 477-7665,

[email protected], or

www.mlwstone.com.


Ventis Pellet VentOlympia Chimney Supply Inc.

(Scranton, Pennsylvania)

introduced its new Ventis® pellet

vent at this year’s industry trade

shows. This is a double-wall pipe

sold in both 3- and 4-inch

diameters. The pipe is designed

specifically to vent all pellet fuels.

The inner pipe is 0.016-inch

(28-gauge) 304L stainless steel,

and the outer pipe is 0.024 inch

(24-gauge) Galvalume®. Ventis pellet vent becomes a part of the already

innovative Ventis family of products, carrying many new and innovative features

currently absent from the pellet-vent market. Once again, Olympia surpassed

expectations in the market by inventing and manufacturing the first pellet pipe

that is truly free flowing and leak free. Olympia accomplished this task by

developing an innovative gasket system that truly seals the pipe and prevents

leaks, thereby avoiding the past need for silicone caulks. Visit the company on

Facebook. Contact: (800) 569-1425 or www.olympiachimney.com.






http://www.mlwstone.com

http://www.olympiachimney.com


VermontCastingsVictory Direct-vent Gas InsertThe iconic Vermont

Castings style reaches

inspiring heights with

the Victory insert,

featuring six decorative

faces and seven rich

colors. From sleek

contemporary finishes

to handcrafted rustic looks, there’s a style that will suit your customer’s home.

Two new brick liners and black and bronze porcelain liners offer stylish options

on the inside. With features such as rear-burner shutdown, the exclusive Total

Signature Command™ system, and increased efficiency, the Victory insert

delivers a winning combination, every time. Contact: www.vermontcastings.com.


Boulevard Linear Fireplace: Dressed to ImpressDesigned for in-wall installation at eye level, the Boulevard linear vent-free

fireplace comes backed by an accessory catalog that lets consumers mix and

match to create dozens of unique looks. Available polished-porcelain liners

include an

elegant black, a

surreal cobalt

blue, and a

stunning white.

The optional

1-inch glass

droplets

accentuate the

flickering flames

from the

38,000-Btu contemporary linear burner. Choose droplets in black onyx, bright

ruby, or playful topaz. Transition from the fireplace to the surrounding wall with

one of two distinct frames. The TideWater (cut from a single sheet of steel and

finished in matte black or hammered pewter) softens the straight lines of the

Boulevard fireplace with gentle curves. The EastGate creates a bold, multilayer

rectilinear frame that combines hammered pewter with matte black for a

dramatic look. Beautiful, elegant, and efficient: A Boulevard fireplace will add

value, ambience, and warmth to any home. Contact: (800) 851-3153,

www.whitemountainhearth.com, or www.americanhearth.com.


PS2000Solair® awnings deliver

superior quality, style, and

flexibility, while offering

retailers a seamless,

no-inventory, high-margin

opportunity. The PS2000

features a projection of 10

feet 2 inches and 14

quick-ship Sunbrella®

fabric options; it comes in three widths. Contact: www.solair.com/signup.php.


HomecrestMirageHomecrest

introduces Mirage:

Sleek extrusions

make up the clean

lines of the frame

design. Made of

aluminum, this

patio-furniture

collection offers

years of comfort and beauty in any outdoor space. Mirage is available in sling,

tri-sling, and padded sling versions and in all frame finishes. Contact:

www.homecrest.com.


Kettle-Q by LittleGriddleThe Kettle-Q round stainless-steel

barbecue griddle brings a whole

new dimension to outdoor cooking

on kettle-style charcoal grills and

smokers. Its features include

sidewalls, a grease trough, and

underside cross-bracing; it

measures 17x14x3.5 inches. The

versatility of the stainless-surface allows cooking breakfast, Philly

cheesesteak, stir-fried dishes, Mexican food, fish, and much more. It’s

cleaned right on the grill. Contact: [email protected] or

www.littlegriddle.com.


Paris by NapoleonThis sleek new collection from Napoleon features weather-resistant wicker in Earl Grey,

and its cushions are made with high-density foam, covered with a taupe Sunbrella®

fabric. Included in this beautiful Paris collection are a left-arm sofa section, a right-arm

chaise section, a chair, and a coffee table. The coffee table includes a 5-millimeter clear

piece of tempered glass. Contact: www.napoleonfurniture.com.


Sun GardenSun Garden, a German manufacturer

of high-quality casual-furniture

items, announces the introduction of

the 13-foot Curve Easy sun parasol.

Showing off its unique design, it

couples the patented curvilinear

design with a fresh and

contemporary canopy. This is the

newest addition to the best-selling

Easy Sun lineup and will be

highlighted by key retailers this spring. Featuring the new, patented Easy Swivel

mechanism, it’s now easier to use than ever. The best just got better. Contact:

www.sungarden.us.


http://www.sungarden.us

http://www.vermontcastings.com

http://www.whitemountainhearth.com

http://www.americanhearth.com

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productPROFILES

Valor L1 LinearSeries

Showcasing leading-edge

design, high-quality

finishes, and high efficiency,

the L1 series combines

Valor’s proven performance

with the latest in linear

design. The L1 provides

two stunning fuel-bed

designs (known as the Long Beach and Murano glass), both backed by steady,

radiant warmth. Firebed liners include sand fluted, black fluted, and black

reflective enamel. Contact: www.valorfireplaces.com.


MalibuComfort, quality, and value all describe this comfy (yet contemporary)

collection from NorthCape, which is as versatile as it is stunning. Malibu is

highlighted by a modular sectional that can be configured to fit any area and

that features UV-protected, durable flat-weave resin on a powder-coated

aluminum frame. Malibu offers an exciting solution for all of your

indoor/outdoor-furniture needs. Contact: www.northcapeinternational.com.


LargoChat PitThe Largo chat

pit from OW

Lee is designed

for all outdoor

gathering and

entertaining

areas. It is 24

inches high and

43 inches wide,

it includes a

10x30-inch burner, and it is compatible with 36x58-inch hearth tops. Shown with

the Silana seating collection, the Largo chat pit is the perfect accessory to

complete any outdoor space. Contact: www.owlee.com.


The AppaloosaHearthDistribution.Com, Henan Hi-Flame,

continues to impress with the Appaloosa 717U

cast-iron wood stove. Like its namesake, the

Appaloosa is highly durable. Using a standard

6-inch top-flue design, the Appaloosa can be

installed in most locations. The burn time of

more than 10 hours is conducive to overnight

burning, to keep those chilly nights very warm.

The double heat plate increases the heat

convection to the room, and the easy-access

bottom ash pan makes cleanup a snap. The

furniture quality of this cast-iron construction not only makes it an integral part of

your heating plan, but provides a beautiful addition to your furniture collection.

Contact: [email protected] or www.hearthdistribution.com.


StylishlyRelaxingCast in A356

aluminum, Ballantyne

melds Georgian

elegance and

sensuous French

curves to grab

attention. This

collection offers

choices in dining

tables (54- and 100-inch), a 54-inch coffee table, armchairs (cast seat and luxury

seat), a dining swivel rocker, and lounge selections (armchair, settee, and swivel).

Each comes with the company’s industry-leading 15-year limited warranty on

furniture frames and a five-year limited warranty on paint finishes in residential

use. Contact: (800) 294-4758, [email protected], or www.olfurniture.com.


Underwater BlueOutdoor RugThis eye-catching bit of nautical whimsy is

perfect for a child’s playroom or for that

beach-themed retreat on the back deck where

the adult kids gather to play. Handhooked in

the age-old Eastern tradition from DuraCord®

yarns, the Sawgrass Mills® by Hatteras

Outdoors Underwater Blue outdoor rug is

resistant to rot, mold, mildew, fading, and

staining, yet has the sought-after softness of

cotton. Entirely synthetic, this all-weather

rug is available in either 5x8-foot or 8x10-foot sizes. Contact: (252)

758-0641 or www.thehammocksource.com.


Cal FlameOutdoor FireCollectionThe Cal Flame Outdoor

Fire collection consists of

a breathtaking outdoor

fireplace and firepit, in

either LP or natural-gas

models. This outdoor

collection features a convenient stucco propane-tank holder, which can also be

used as a patio side table. Both the fireplace and the firepit feature a standard

stucco finish; a 55,000-Btu burner; a large firebox; and a four-piece, 16-inch log

set with lava rocks. Contact: www.calfireplace.com.










http://www.calfireplace.com


MajesticTriumphDirect-ventGas InsertFeaturing four

different finish

choices and an

array of

interior-design

combinations, the

Majestic insert is a triumph of style. Your customers will be inspired by the range

of styles, and the Triumph delivers the efficient performance that they expect.

With the exclusive Total Signature Command™ system, the fireplace controls are

always right at their fingertips. Contact: www.majesticproducts.com.


Lakeview byPeak SeasonInspired Visions from

Peak Season is a limited

offering of the

finest-quality outdoor

casual furniture available

today. With an

eclectic-to-transitional

flair, these specific

collections allow today’s

consumers to design

(and make the most of)

their outdoor spaces. Lakeview is a perfect example. Combining all-weather

outdoor wicker; a handgrained, fully welded aluminum frame; a stone tabletop; a

cast-stone table base; and embellished throw pillows allows for the perfect

blending of form and function in an outdoor space.

Contact: www.peakseasoninc.net.


Charcoal CompanionSkewer StationAn exciting new way to serve skewers of

a single ingredient allows guests to

customize their entrées. Grill different

meats and vegetables, and then hang

them for serving. Simply push the meat

or vegetable from the skewer (with the

included fork) onto a plate held

underneath. The grooved wooden tray

prevents juices from spilling onto your

table. The set comes with six skewers

and two forks; additional skewers are

sold separately. The MSRP is $30.

Contact: (800) 521-0505 or [email protected].


Saber GrillsSaber grills were

designed and

engineered, from the

ground up, to be the most

advanced, performance-driven,

value-priced brand in the

premium-grill category. All feature

only 304-grade nonmagnetic

stainless steel and a patented

infrared cooking system that

allows for true zonal cooking and

fast preheating. The line includes six

full-size infrared grills and two built-in units,

priced from $799 to $1,699. Saber is sold exclusively

through independent outdoor-living retailers. Contact:

www.sabergrills.com.


Rosemary LaneCollectionVintage sophistication meets urban

chic in Phifer’s Designed Fabrics

Rosemary Lane collection. Soft

green tones—sage, oyster, and

lagoon—in paisley patterns and

textural solids marry neutral taupe

and driftwood hues for a serene,

soothing color combination.

Contact (800) 221-5497 or

www.phifer.com.


Aesthetically PleasingThe low-profile heaters

and low clearance

requirements allow the

fixtures to blend into

any environment

seamlessly. Infratech

heaters represent a

good balance among

efficiency, heating

performance, and low

visual impact. Infratech

heaters produce no

harsh visible light or

glare to spoil the mood

or strain your eyes.

Contact: www.infratech-usa.com.


Hybrid Chimney LinerIn March 2012, Olympia introduced its newest chimney liner, the Hybrid chimney-liner system. It is

a smooth-wall liner with an inner wall that does not cup and feather as standard smooth-wall

liners do, eliminating problems associated with restricted venting. The Hybrid is stronger than

standard chimney liners, without the weight of heavy flex liners. It has no memory and is easy to

straighten. The Hybrid is more flexible than any other liner and can be ovalized and coiled

for easy handling and cost-effective shipping. Visit the company on Facebook.

Contact: (800) 569-1425 or www.olympiachimney.com.


http://www.majesticproducts.com



http://www.sabergrills.com



http://www.olympiachimney.com


productPROFILES

Cannes Collection Deep Seating Tropical locales and resort motifs are the inspiration for the Cannes collection

from Pride Family Brands. Each piece in the collection incorporates handcrafted,

rattan-like elements formed of heavy-duty all-weather aluminum. Through an airy,

openwork back design and oversized fade-resistant cushions, the Cannes

collection provides a fresh (yet luxurious) look. The collection incorporates sling

dining, cushioned dining, and deep seating to dress any outdoor space fully; it’s

pictured with a cast-top Castelle firepit. Contact: www.pridefamilybrands.com.


Complements CollectionWith Outdoor Lifestyle’s Complements collection, you find an eclectic family that

delivers creative flair and true value. Offering inviting armchairs (the Coral

armchair), solid Moda side chairs and armchairs (Moda meets or exceeds

ANSI/BIFMA X5.1-2002 requirements), and the detailed Terrace 48-inch round

dining table, this group is special. The company offers an unmatched 15-year

limited warranty on frames and a five-year limited warranty on paint finishes in

residential use. Contact: (800) 294-4758, [email protected], or

www.olfurniture.com.


Phifer FabricsPhifer’s plush, 100% recyclable

GeoBella® cushion fabrics and

sleek, slingable Phifertex®

outdoor fabrics are certified by

the Greenguard Environmental

Institute (GEI) for superior

indoor–air-quality performance.

Phifer’s fabrics are also certified

as meeting the more stringent

GEI Children & Schools standards for commercial use and have achieved the

new, elite GEI Select certification. The Phifertex outdoor fabrics collection is

infused with Microban® antimicrobial product protection to help prevent the

growth of stain- and odor-causing bacteria, mold, and mildew. Contact: (800)

221-5497 or www.phifer.com.


Hybrid SeriesNapoleon is pleased to

introduce its Hybrid

series heaters, which

can be configured as

wood-only furnaces or

wood/electric

combination furnaces.

These powerful heaters

feature an average

output capacity of

40,000 Btu, with up to 86% efficiency, and can heat up to 1,800 square feet.

The firebox is capable of handling 18-inch wood logs, and a glass door with an

air-wash system comes as standard equipment. The Hybrid series is certified

to EPA standards at 3.6 grams per hour, and it features an optional 10-kilowatt

electrical furnace module. An integrated thermostatic air control and manual

air-control lever make for fully adjustable burn rates—from low to high settings,

or anywhere in between. The Hybrid series comes with a limited lifetime

warranty. Contact: www.napoleonheatingandcooling.com.


SCHOTT ROBAXAtmosfire Dry Wiper SCHOTT ROBAX® named Fireside

Distributors as a key distributor for

the recently developed Atmosfire™

dry wiper. SCHOTT Hometech, a

division of SCHOTT North America

Inc., introduced the Atmosfire dry

wiper, a cleaning pad specifically for

glass-ceramic viewing windows in

fireplaces and stoves. The

ergonomically shaped sponge

features a textured surface that is

tough enough to remove soot and

dirt without using chemical cleaning

fluids or scratching the surface of the glass. Fireside Distributors will be

stocking the product and will have the Atmosfire dry wiper available for

purchase by hearth retailers. Contact: www.schottrobax.com.


ZipJack Classic PatioUmbrellaDoes anybody remember

laughter? The

ZipJack classic patio umbrella will

take you back to the days of your

youth, with its classic styling and

floral linings. Beautifully crafted

with special attention to detail, this

umbrella will add charm and grace

to any patio setting. Available in a

variety of acrylic solids, coupled

with vibrant floral designs, this

Classic patio umbrella is truly a

blast from the past—and into the

future, in the casual-furniture

market. Contact: (914) 592-2000, [email protected], or www.zipjack.com.






http://www.napoleonheatingandcooling.com

http://www.schottrobax.com


http://www.zipjack.com


Paramount Deep SeatingThe Paramount deep seating collection

by Jewels of Java is a magnificent

pairing of old and new, creating a

contemporary design using elegant,

plantation-grown teak combined with

all-weather Viro wicker. Karel Simeon’s

design masterpiece is beautiful and

practical in any casual setting, either

indoors or outdoors. Contact:

www.Jewelsofjava.com.


New SlimlineSingle-elementHeatersSlimline single-element

heaters incorporate a

specially designed

electric quartz heating

element that produces

safe infrared energy.

With crisp, modern

styling,

brushed-stainless trim

with an optional dark contrasting housing, and narrow profiles, Slimline heaters

virtually disappear into the surrounding decor. Contact: www.infratech-usa.com.Circle Reader Service No. 171

Starlight Collar Tilt byTreasure GardenThe elegant and durable Starlight collar tilt

from Treasure Garden sets industry standards for

fashion and design, for both daytime and evening.

With built-in rib lights, the Starlight will light up your

party all through the night. It’s available in two sizes:

9 and 11 feet. The collection features the finest tilt

design ever. You simply turn the collar, even while

sitting down, for infinite degrees of shade comfort.

With over 25,000 shade options, Treasure Garden is

the number-one name in shade. Shown is the

UM8009SL DC7–5462HP in Sunbrella® hot pink

and 54048 Sunbrella charcoal, with the BW509

classic base in black. Visit the company’s expanded showroom at #1655

Merchandise Mart in Chicago, Illinois. Contact: [email protected] or

www.treasuregarden.com.


TropitoneTropitone’s innovative URComfort™ system

takes casual seating to another level of

functional elegance by harmonizing with the

movement of your body to find the most

comfortable position. Both sling and cushion

versions of the system are offered in two of

Tropitone’s most popular frame designs,

Montreux and Lakeside (shown). Having a

minimum of moving parts makes the system

easy to use and maintain. The seating system

helps to create outdoor spaces that are havens

of enjoyment. Contact: www.tropitone.com.


Artisan TribeSilver State fabrics™ invites designers to refresh

and renew with Artisan Tribe, its latest

performance Sunbrella® collection. Artfully

designed with inspiration from scenes and

patterns from North Africa, this collection offers

a refreshing color palette that includes solids,

stripes, and intricate cultural motifs. Colors of a

desert oasis are in the forefront of the Artisan

Tribe color combinations, presenting fresh color

families such as plumberry, ocean, fire, desert rust, and

emerald. Rich neutrals of cool grays, taupe, sand, and

stone are intermixed in a natural balance. As always, the

colors seamlessly transition from indoors to outdoors,

providing the designer with more flexibility and ease.

Contact: www.silverstatefabrics.com.


PS5000Solair® awnings

enrich the comfort of

outdoor-living spaces

by providing

extended shade, UV

protection, and

energy savings. The

PS5000, featuring

more than 100 stylish

Sunbrella® fabric

options, has three

projections, with

custom widths ranging from 10 to 25 feet.

Contact: www.solair.com/signup.php.


Cosmo 1500 by WittusDiscover a powerful source of fire with the Cosmo 1500, a stove that celebrates fine Danish design and

stands tall and elegant next to 10 existing Cosmo models. This stove, crafted by Jydepejsen of Denmark,

is a combination of sleek style and fire efficiency that offers an inspiring focal point to every room that it

inhabits. The tall version includes these features: a sizeable firebox that measures 15 inches wide, 13

inches deep, and 17 inches high; a cool handle, conveniently positioned below and away from the firebox;

a sleek, cast-iron top and door that retain heat; a large, curved, tempered-glass viewing window with a

built-in air-wash system that keeps the window clean and clear; a locking system with a uniquely hidden

fingertip control wheel; an ash drawer cleverly tucked behind the door; and a steel door at the bottom,

which opens to reveal a compartment for wood storage. Contact: (914) 764-5679 or www.wittus.com.



http://www.Jewelsofjava.com




http://www.silverstatefabrics.com

http://www.solair.com/signup.php

http://www.wittus.com


productPROFILES

LucerneCushionedDining Intricate curves

and curls define

the casual (yet

luxurious) appeal

of the Lucerne

collection from the

award-winning

designers at Pride

Family Brands.

The Lucerne and

its popular handwrought aluminum construction feature free-flowing elements and

supports, an attractive price point, and an overall affordable-luxury design.

Oversized, weather-resistant cushions add the finishing touch. The Lucerne

collection includes the pictured cushioned dining set, along with deep seating

pieces and sling dining sets. Pride’s premium powder-coat finishing and

hand-applied decorative antiquing are featured on all units. Contact:

www.pridefamilybrands.com.


Serenata Umbrella Lightand Media CenterTreasure Garden’s Serenata umbrella

light and media center illuminates any

backyard party. With eight adjustable

LED lamps, this umbrella light is also

compatible with iPods, MP3/MP4

players, phones, and other music

sources to entertain guests. In addition,

the Serenata has a dual-band AM/FM stereo system; an LCD panel showing the

time, temperature, and radio stations; and a wireless remote. The Serenata is a

must for your next outdoor party. With over 25,000 shade options, Treasure

Garden is the number-one name in shade. Shown is the Serenata-00 in bronze.

Visit the company’s expanded showroom at #1655 Merchandise Mart in Chicago,

Illinois. Contact: [email protected] or www.treasuregarden.com.


South Beach Padded Sling Tropitone’s South Beach padded sling outdoor-furniture collection, by noted

designer Richard Holbrook, takes Tropitone’s contemporary design to a new

level. To keep up with the needs of modern exteriors and of landscape

architecture, Tropitone introduced its padded sling seating system. A two-piece,

two-sided fabric seat is slung across the seat and back frame, creating a modern

look while providing enhanced comfort. Contact: www.tropitone.com.


A ZipJack Original:The All AmericanMarket Wood AeroGracing cafés, restaurants,

and clubs across the world,

the All American market

wood Aero is a regal addition

to any setting. Form and

function are combined in the

patented canopy

design. This umbrella

offers distinctive style and

allows crosswinds and

updrafts to glide easily

through the venting system. Easy maintenance enhances its attractiveness. The

All American market wood Aero is a must for every specialty patio retailer.

Contact: (914) 592-2000, [email protected], or www.zipjack.com.


San Cristóbal CollectionMade from wrought

iron, the elegant San

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intricate detail of the

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range of

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which complements

OW Lee’s Avila

dining fire table to

create an elegant

outdoor-dining

setting. Contact: www.owlee.com.


OutdoorAccents byPeak SeasonCovering up your

outdoor furniture

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every home and lifestyle.”The PureCure purifying system is

now available on Cal Spas hot tubs asan upgraded feature. There is no instal-lation or programming required forthis unique purifying system, which isproven to enhance the overall spa expe-rience for consumers.

Pride Family Brandsand Merchandise MartProperties Ink DealPride Family Brands, designer andmanufacturer of casual furniture,announces that it has finalized anagreement with MMPI for the reloca-tion of its company’s showroom to the15th floor of the historic MerchandiseMart in Chicago, Illinois. Pride’s reloca-tion (from its current location on the17th floor) is part of the MerchandiseMart’s anticipated reconfiguration of thecasual/outdoor-furnishing floors,intended to offer designers and buyers aseamless experience while shopping theoutdoor showrooms.

Steve Lowsky, president of PrideFamily Brands, says, “For years, PrideFamily Brands has been committed tomaintaining a major presence within theMerchandise Mart and is excited aboutthe renewed focus that is being given toour category with the redesign of theshowroom floors. With the relocation,Pride will hold a prominent position onthe newly designed 15th floor and willoffer our buyers an 11,000–square-footspace, with expanded features for show-casing our products.” The space is slatedto be completed by December 2012 andwill be open for the first time to buyersin January 2013.

Comvest AnnouncesAcquisition of Lennox Hearth ProductsThe Comvest Group, through itsComvest Investment Partners IVfund, has acquired Lennox HearthProducts (LHP) from LennoxInternational, Inc. LHP is a manufac-turer of fireplaces, fireplace inserts, free-standing stoves, gas log sets, accessories,and venting products.

John Caple, a managing directorwith Comvest, says, “We are excitedabout the opportunities for LHP to bea leader in the hearth industry. LHPhas invested significantly, in the pastfew years, in innovation and new prod-ucts, and we are looking forward to thecompany’s continued growth. Webelieve that LHP President and CEOWendy Howells and her team are wellpositioned to continue the company’stradition of product innovation andindustry-leading customer service.”

Howells says, “Throughout theprocess, the Comvest team hasrepeatedly demonstrated its belief inthe importance of serving customersand executing on a robust, growth-oriented strategy. I believe our part-nership with Comvest will furtherstrengthen our ability to grow andserve the hearth market.”

Robert Dischner JoinsRH Peterson CompanyRH Peterson Company, a leading man-ufacturer of premium gas grills andgas logs, has announced that industryveteran Robert J. Dischner has joinedthe company as vice president of mar-

keting. In this role, Dischner will devel-op and lead marketing strategies thatwill drive the company’s continuedgrowth in the years ahead.

“We’re thrilled to announce thatRobert Dischner has joined RHPeterson,” Leslie S. Bortz, president,states. “Bob is a terrific addition to ourmanagement team. With more than 30years of fireplace experience, Dischnerbrings seasoned marketing skills andunique talent in new-product develop-ment. His intelligence, reasoning capac-ity, and sound judgment will truly helpour company to reach the next step inour growth. We are fortunate to have aman of Bob’s caliber at RH Peterson.”

Jerry Scott, vice president of salesand marketing, adds, “Many of us hereat RH Peterson have known Dish for along time. We all like and respect him,and can’t think of anyone in our indus-try who would be better for RHPeterson. I look forward to workingwith him to build our brands and tohelp us with the many products we arebringing to the market in the nearfuture.” Dischner joins RH Petersonafter more than 30 years with LennoxHearth Products.

Z-Line DesignsExpands Its Casual-furniture LineZ-Line Designs is launching itselfinto the casual market with anexpanded casual-furniture linedesigned to fill the need for high-quali-ty styling targeting midrange pricing.The company presented its completeline at the High Point Market and willalso exhibit at the ICFA Preview

Show™ in July and the ChicagoInternational Casual Furniture &Accessories Market™ in September.

Mark Gorr, senior vice president ofthe company’s casual-furniture division,says, “Full-line furniture and specialtyretailers have responded very well tothe quality, styling, and price points ofour new casual furniture. Thatresponse translated to sales that werenearly triple our expectations for thisyear, so with the line extensions andenhancements we’ve put in place for2013, we’re very excited about showinga complete line, for the first time, at theupcoming markets.”

Z-Line Designs will be showcasingmore than a dozen casual-furniture col-lections, offering a variety of styles intop-quality, handwoven all-weatherwicker, with rust-resistant, extruded-alu-minum frames that are powder coated tocoordinate with the colors of the weave.The deep seating groups are beingexpanded to offer motion, and dining isbeing added to three of the existing col-lections. Z-Line Designs is also expand-ing its fabric offerings for 2013.

Glen Raven LaunchesConcept Gallery WithSpecial EventGlen Raven launched its newConcept Gallery recently with a two-day special event that focused on the lat-est thinking concerning global innova-tion. More than 40 Glen Raven cus-tomers and trade partners took part inthe event at Glen Raven’s corporateheadquarters, attending keynoteaddresses and workshops, as well as shar-ing perspectives on future innovations.

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With furniture manufacturers fromaround the world seeking cutting-edgeinnovation from big-name designers, itcould have been easy to overlook a rela-tively small U.S. manufacturer whosechief designer began his career as a daylaborer in a Miami, Florida, boatyard.As the chief shade architect forTUUCI (The Ultimate UmbrellaCompany, Inc.), Dougan Clarke is lead-ing a transformation of outdoor fur-nishings through inspired designs thatseamlessly combine world-class aesthet-ics with marine-worthy performance.

Leading resorts and hospitality ven-ues are increasingly selecting TUUCIparasols for the unique experiencethat the shade creates for their guests.This year, Clarke and his team atTUUCI debuted the company’s mostexquisite shade design ever, the F-1high-tension shade parasol, during theMilan Furniture Fair. With a stunningstainless-steel cable system, gracefulcurves, and expansive size, the F-1dazzled crowds of Milan FurnitureFair attendees.

“We design shade structures that not

only extend,but also trans-form outdoor-living spaces,resulting infresh, new,open-air living experiences,” Clarke says.“Our mission at TUUCI is to createshade structures that extend the enjoy-ment of a day, an evening, and an entireoutdoor-living season.”

Other notable introductions fromTUUCI featured at the Milan FurnitureFair were the Plantation cantilever sun

shade and the inspirational Stingrayshade sculpture. Also on display was theCrescent parasol; this signature parasolfor TUUCI features a translucent shademembrane that cascades to brilliantlypolished, trillion-shaped finials thatpunctuate both the beginning and endof the shade experience.

TUUCI Debuts Latest Shade Designs During Milan Furniture Fair

continued from page 12

TUUCI’s F-1 high-tensionshade parasol


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Charles Munroe, COO of TUUCI,an innovative shade-products company,says, “Glen Raven is a great collabora-tion partner as we develop innovativenew products. This event was an idealopportunity to bring people togetherfor the sharing of new ideas and the lat-est trends.”

The Concept Gallery at Glen Ravenis designed as a center for innovation inpartnership with Glen Raven’s cus-tomers, trade partners, and associates.Within the gallery are displays of morethan 150 different Glen Raven prod-ucts, along with other resources to pro-mote collaboration. The gallery-open-ing event was designed to showcase thisnew resource and to promote the shar-ing of new ideas.

Allen E. Gant Jr., president of GlenRaven, says, “Companies that continueto pursue innovation and collaborationwill continue to be successful in today’sglobal economy. Our Concept Galleryis visible evidence of our commitmentto innovation and to working closelywith all of our partners.”

HPBA Looks to theNext GenerationThe Hearth, Patio & BarbecueAssociation (HPBA) turns its focus tothe next generation of industry leaders:The new group, called HPBA YoungGuns, represents professionals who areunder the age of 40 or who have beenin the industry for fewer than five years.

The mission of Young Guns is toprovide educational, networking,social, and training opportunities atboth the national and affiliate levels ofHPBA, as well as to foster leadershipand collegial relationships. Young Gunsalso hopes to help recruit new peopleinto the industry.

The committee, which is cochairedby Nick Bauer (of Empire ComfortSystems, Inc.) and Linsey Fluty (of RayMurray, Inc.), hopes to get young pro-fessionals more involved in the organi-zation as a whole, with a focus on moreactive participation within their localaffiliate communities. There are cur-rently 12 committee members, repre-senting each HPBA region in theUnited States and two (so far) inCanada. Also active on the committeeis Rodger Holland (of SupremeFireplaces), who serves as the HPBAboard liaison.

“Young Guns is a great way foryounger hearth and barbecue profes-sionals to get the exposure in theindustry that they need to advancewithin their careers,” Bauer says. “It is

our hope that this group will providenot only professional-developmentopportunities, but also great network-ing among its members and with theHPBA membership as a whole.”

Young Guns has big plans for thenear future, such as a mentoringprogram, which would pair a moreseasoned professional with a YoungGun; a monthly newsletter; andeducation programs tailored towardYoung Gun interests and needs.HPBA has been very encouraged bythe enthusiasm surrounding theYoung Guns program. So far, it hashad two very successful HPBExporeceptions, in 2011 and 2012, andan outpouring of interest in servingon the committee.

The Young Guns plan to use socialmedia to convey information, as wellas to create informal gatheringsthroughout the year. Those interestedcan follow the Young Guns on itsnewly created Facebook page(www.facebook.com/pages/HPBA-Young-Guns/277191222331421) orcan email [email protected] formore information.

Hearth IndustryMourns the Loss ofFormer DuraVent SalesExecutiveJohn Edward Davis, former vicepresident of sales and marketing atSimpson DuraVent, passed away onMay 8, 2012, at the age of 67, after along battlewith livercancer. He issurvived byHelen, hiswife of 45years; theirdaughter,DaphneMoore; theirson-in-law, Ben Moore; and two grand-sons, John David Moore and Ben DavisMoore.

Davis earned a bachelor’s degree inphilosophy from Ouachita BaptistUniversity. He was a Vietnam veteranwho served as a U.S. Army captain inthe early 1970s. He had a 40-year salesand marketing career in the building-products industry, including over 20years with Simpson DuraVent, wherehe started as a factory representative.Davis retired to Bentonville, Arkansas(the hometown of his daughter, son-in-law, and grandsons), shortly afterHPBExpo 2011, where he said hisgoodbyes to many of his customers

and colleagues. Davis was blessed with meaningful

relationships with his customers, staff,and peers. His mission was always toimprove the world with better prod-ucts, programs, and relationships. Healways followed the highest ethicalstandards, for himself and for thosewith whom he worked. He was devot-ed to his staff and his customers, andhe traveled over a million miles toserve them.

During his tenure at DuraVent, thecompany tripled in size, to a sales levelsof $100 million per year. Upon hisdeparture, he left a seasoned, loyal salesstaff with members who averaged over15 years of service each withDuraVent, and they all embodied hispassion for customer service, productknowledge, and love of the industry(and the company).

Davis was a strong promoter of theLibby, Montana, project. He was veryproud of the industry’s efforts and howthis project demonstrated the value ofmodern, clean wood-burning technolo-gies. He was a devout Christian anddescribed himself as tethered to hisheavenly father. He loved having a glassof high-quality Pinot Noir while shar-ing jokes, stories, and laughter.

Davis not only knew his customers,but also knew their spouses and fami-lies. Graveside services (with full mili-tary honors) were held at theFayetteville National Cemetery.

Woodard Featured inArt Exhibition HonoringIts Contribution to U.S.Furniture IndustryWoodard, a leader in the outdoor-furniture industry, is being featured ina major exhibition sponsored by theShiawassee Art Center in Owosso,Michigan. As a U.S.-based, pioneeringmanufacturer of wrought-iron, alu-minum, and all-seasons–wicker out-door furniture, Woodard is being hon-ored and recognized for its importantand historic contributions to the U.S.furniture industry (made over the past146 years).

Focusing on Woodard’s time-hon-ored traditions of quality and innova-tion, the exhibit runs for two months,from June 1 through July 29, on themain floor of the Shiawassee ArtCenter. It displays designs from threecenturies, from the original woodenchairs made in the late 1800s to today’scurrent wrought-iron furniture. Theexhibit will also include Woodard

designs that are currently part of thepermanent collections of both theSmithsonian Institution and theSmithsonian Cooper-Hewitt NationalDesign Museum.

“We are excited to be a part of thisexhibition and see it as an opportunityto share with others the roots ofWoodard, as well as the growth andchange that have been a part of ourheritage over the past 146 years,” MattWeiss, senior vice president of sales andmarketing for Woodard, explains. Theexhibit is a source of dignity andesteem for a company that has beenproudly based in Owosso since itsfounding in 1866. Woodard is lookingforward to continuing the U.S.-madeideals, traditions, and craftsmanshipimplemented by its founders inOwosso all those years ago and is excit-ed to share its history with the commu-nity and the industry alike.

NorthCape Goes North of the BorderNorthCape International is pleased toannounce the addition of its fifth ware-house in North America, creating a newdistribution center in the greaterToronto, Ontario, area. The state-of-the-art, 20,000–square-foot facility islocated in Mississauga and will invento-ry and support some of NorthCapeInternational’s most popular collections.

“We see a great growth opportunityin Canada. We look forward toexpanding NorthCape International’sNorth American business and arepleased to have a strong team leadingthe charge,” Tom Murray, president ofNorthCape International, explains.

Tirro Luckino, an industry veteran,will be the general manager for thefacility, bringing years of experienceand expertise to NorthCapeInternational. Brandon Luckino willcontinue as the greater Toronto area’ssales representative, teaming with hisfather to grow the business.

NorthCape International opened itsnew facility in early May 2012, immedi-ately shipping products to new andexisting customers in Canada. The newwarehouse joins NorthCapeInternational’s four other distributionand manufacturing facilities, located inClermont, New Jersey; Bedford Park,Illinois; North Port, Florida; and SantaAna, California. Open daily (for thedesign trade and its clients), NorthCapeInternational’s expansive and beautifulshowroom is located in theMerchandise Mart in Chicago, Illinois.

NorthCape International has

John Edward Davis

http://www.facebook.com/pages/HPBA-Young-Guns/277191222331421





been providing customers with high-quality, high-value outdoor furnitureand accessories for more than 10 years.Featuring industry-leading designs inboth traditional and contemporarystyles, Northcape International’s prod-ucts offer timeless style and years ofdurability. For more information, con-tact the company at (708) 563-2890 orvisit www.northcapeinternational.com.

Don Bottemiller andJohn Miles to BeHonored With LifetimeAchievement AwardsThe InternationalCasual FurnishingsAssociation hasnamed DonBottemiller andJohn Miles as recipi-ents of the 2012LifetimeAchievementAward. The twomen, both of whomare retired fromHomecrestOutdoor Living,will be honored atthe casual-furnish-ings industry’sannual awards gala,to be held on September 22 (at the FieldMuseum) during the 2012 ChicagoInternational Casual Furniture &Accessories Market™. The prestigiousLifetime Achievement Award is reservedfor individuals who have made exemplarycontributions to the outdoor-furnishingsindustry, to their companies, and to theircommunities.

Bottemiller grew up in the small townof Wadena, Minnesota. His high-schoolsummers were spent working atHomecrest, a company started in 1953by his father, Mert, and his uncle, Al.The company manufactured bothindoor and outdoor furnishings. Theelder Bottemiller’s swivel-rocker mecha-nism, patented in 1956, was the founda-tion of the Homecrest outdoor line—which took off, in the 1960s, as con-sumers increasingly enjoyed backyarddining and entertaining.

In 1966 (after college, three years inthe U.S. Air Force, and two years atControl Data), Bottemiller returned toWadena to replace the company’s retiringpurchasing agent and shipping supervisor.He became the plant engineer and coordi-nated the construction of several addi-tions to the factory.

In 1973, his father and uncle sold thebusiness to the Sperry and Hutchinson

Company, better known as S&H GreenStamps. Bottemiller coordinated the finalnegotiation and subsequently was askedto stay and run the business for S&H.

In 1980, S&H began selling off itssmaller businesses. Bottemiller partneredwith Miles, who had joined the companyas vice president of marketing and sales,and purchased Homecrest back fromS&H. For the next two decades, the busi-ness enjoyed steady growth, and itexpanded in both domestic and interna-tional markets. Homecrest’s reputationgrew in the 1990s, and the company wonthe Casual Furniture Retailers AssociationManufacturer Leadership Award in 1991,1994, 1995, 1996, and 1999.

Throughout his career, Bottemillerhas contributed eight utility patents toHomecrest. He is still active in the com-pany and remains a member of theboard of directors. Bottemiller servedon the board of the NationalAssociation of Furniture Manufacturersand the American FurnitureManufacturers Association (AFMA).He is a past president and board mem-ber of the Summer and Casual FurnitureManufacturers Association (SCFMA).

His civic involvement includesbeing a longtime board member forTri-County Health Care in Wadena;serving as a director of LutherTheological Seminary in St. Paul,Minnesota; and chairing the board ofMeadowlark Institute in Lake Park,Minnesota. In 1999, he was a finalistfor the Ernst & Young Entrepreneurof the Year Award, and he receivedthe Distinguished Alumni Awardfrom St. Olaf College.

Miles was named president ofHomecrest’s Crestmark Internationaldivision in 1983. Upon his retirementin 2001, he noted Homecrest’s nationaland international growth and recogni-tion, but said that what he valued mostwere the lifelong friendships that he haddeveloped, over the years, in the casual-furniture industry.

Miles has been active in various civicand business organizations, includingthe Madison, Georgia, HistoricPreservation Commission; the WadenaRotary; and the Richter CottageInterior Furnishings Committee. Hereceived the City of MadisonSuperlative Service Award in 2007 andthe Outstanding PreservationLeadership Award in 2011.

He was also president of theSCFMA, and he served on the AFMAboard of directors during his term asSCFMA president. He’s been an activemember of the United MethodistChurch for more than 50 years.

The Merchandise MartAnnounces Changes forCasual-furnishingsIndustryThe Merchandise Mart in Chicago,Illinois, the world’s largest commercialbuilding and the epicenter of fine design,has announced that the MerchandiseMart’s casual/outdoor-furnishings floorswill be reconfigured, offering designersand buyers a more enjoyable, seamlessshopping experience.

Currently, shoppers must visitcasual/outdoor-furnishings tenants (manyof which are intermixed with differentindustries) on floors 15, 16, and 17. Byconsolidating these showrooms on floors15 and 16, a casual-furnishings destinationwill be created, helping to reenergize thisalready vibrant industry.

John Brennen, executive vice presi-dent of Merchandise Mart Properties,Inc. (MMPI), says, “The colocation ofthe casual/outdoor furnishings show-rooms to one area of the building hasbeen requested by many buyers, by ten-ants, and by the International CasualFurnishings Association, over the years.”

He continues, “This relocation willallow MMPI to renovate the floor andtenants to upgrade their presentations.We are happy to realize this goal and pro-vide a cohesive destination in theMerchandise Mart for buyers and design-ers to source the best in outdoor/casualfurnishings and accessories, on a day-to-day basis and during our SeptemberChicago International Casual Furniture& Accessories Market™.”

MMPI has been the steward of consis-tent growth in the casual industry; the newlayout will continue to build on thatgrowth, increasing the current 250,000square feet by 10%. It is estimated that therestructuring and construction of the casu-al/outdoor-furnishings floors will be com-pleted by end of 2012.

Update: 2012 InternationalPool/Spa/Patio ExpoWith the show still five months away, the2012 International Pool/Spa/Patio Expois off to a great start, as evidenced by thereturn of the big three companies:Pentair, Hayward, and Zodiac. The Expowill be held on November 6–8, 2012, atthe Ernest N. Morial Convention Centerin New Orleans, Louisiana, with the edu-cational conference taking place onNovember 3–8.

The participating companies, com-bined with other companies that madetheir choices in the early space draw, cre-ated the show’s most successful space draw

since 2008; 322 companies were assigned1,175 booths, taking 117,500 net squarefeet, or 82% of the total show floor.

Exhibiting companies that wereassigned booth space include MasterSpas, Latham International, LeisureConcepts, Pleatco, King Technology,BioLab, Bullfrog Spas, Strong Spas, BullOutdoor Products, Fire Magic, Loop-Loc, Caldera Spas/WatkinsManufacturing, Paramount Pool and SpaSystems, Astral Pool, Century, NidecMotor Corp., Doughboy Recreational,Cornelius, and Finnleo, with inquiriesand booth reservations continuing.

Exhibitors returning to the showafter an absence of a year or moreinclude Cal Spas, Marquis Spas,Waterway Plastics, Maax Spas, DynastySpas, Haviland Consumer Products,Imperial Pools Saratoga Spas, UnitedChemical Corp., and Rayner CoveringSystems, among others.

Flexible Vinyl FabricsOffer a Touch of GreenTwo industry leaders have cometogether to offer exciting new alternativesin flexible vinyl fabrics. Phifer Inc., theworld’s leading producer of energy-savingfabrics, is the latest company to sign aDow inside trademark licensing agree-ment with The Dow Chemical Company,the science and technology leader.

Phifer will be using Dow Ecolibriumbio-based plasticizers in several of itsvinyl-coated fabrics in the window-cover-ing, sun-control/shade, floor-covering,wall-covering, and outdoor-furniture fab-ric markets. Phifer rolled out the first ofthese applications in SheerWeave® suncontrol fabrics at Vision: TheInternational Window Coverings Expo2012, held in April in Chicago, Illinois.

Mark Edward, senior executive vicepresident of sales and marketing forPhifer, says, “Our SheerWeave interiorsun-control fabrics were the first to be cer-tified by the Greenguard EnvironmentalInstitute for superior indoor-air–qualityperformance. By incorporating DowEcolibrium into our process, we not onlyhave the potential to reduce our ownmanufacturing carbon footprint, but alsooffer our end users a greener fabric solu-tion that maintains the same perform-ance, look, and feel of standardSheerWeave sun-control fabrics.”

ErratumIn the March/April 2012 issue of Patio &Hearth Products Report, in the article onHenan Hi-Flame (pages 46–48), thequotes attributed to Bob Geiter shouldhave been attributed to Doug Willis.

Don Bottemiller

John Miles



Advertiser Phone Website Page

303 Products ....................................(800) 223-4303 ..............www.303products.com ......................42

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

American Fireglass............................(888) 264-1017 ..............www.americanfireglass.com ................37

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

Caframo............................................(800) 567-3556 ..............www.thermologi.com ..........................60

Cal Flame..........................................(800) CAL-SPAS ............www.calfireplace.com............................9

California Outdoor Concepts ............(877) 274-6773 ..............www.californiaoutdoorconcepts.com ..45

The Companion Group ....................(800) 521-0505 ..............www.companion-group.com ........31, 55

Dimplex ............................................(800) 668-6663 ..............www.dimplex.com ..............................50

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

Galaxy Outdoor ................................(702) 448-5600 ..............www.galaxyoutdoor.com ....................54

Gensun Casual Living ......................(866) 964-4468 ..............www.gensuncasual.com......................41

Glen Raven/Sunbrella........................(336) 221-2211 ..............www.sunbrella.com..............................23

The HammockSource ......................(800) 334-1078 ..............www.thehammocksource.com ............61

Hearth & Home Technologies ..........(800) 669-4328 ..............www.hearthnhome.com ......................76

Henan Hi-Flame Metal ......................(360) 425-4200 .............. www.hearthdistribution.com ..............47

Homecrest ........................................(877) 599-4803 ..............www.homecrest.com ..........................59

Infratech ............................................(800) 421-9455 ..............www.infratech-usa.com ......................11

Kamado Joe ....................................(678) 866-0642 ..............www.kamadojoe.com..........................38

Lennox Hearth Products ..................(800) 9-LENNOX ............www.lennox.com ..................................3

Merchandise Mart Properties ............(800) 677-6278 ..............www.casualmarket.com ......................75

Miles Industries ................................(800) 468-2567 ..............www.valorfireplaces.com ....................57

MLW Stone ......................................(800) 477-7665 ..............www.mlwstone.com ............................58

Monessen Hearth Systems ..............(800) 867-0454 ..............www.mhsc.com ..................................25

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

NorthCape International ....................(708) 563-2890 ..............www.northcapeinternational.com ........17

Olympia Chimney Supply..................(800) 569-1425 ..............www.olympiachimney.com ..................39

Outdoor Lifestyle ..............................(800) 294-4758 ..............www.olfurniture.com ............................19

OW Lee ............................................(800) 776-9533 ..............www.owlee.com ..................................53

Peak Season ....................................(866) 606-6330 ..............www.peakseasoninc.net ......................35

Phifer ................................................(800) 221-5497 ..............www.phifer.com ..................................43

Pride Family Brands..........................(954) 735-9800 ..............www.pridefamilybrands.com..................2

RH Peterson Company ....................(800) 332-0240 ..............www.rhpeterson.com ..........................46

Select Outdoor Kitchens ..................(800) 624-6512 ..............www.selectoutdoorkitchens.com ........49

Solair ................................................(888) 403-7052 ..............www.solair.com....................................13

Treasure Garden/Shademaker ..........(626) 814-0168 ..............www.treasuregarden.com....................51

Tropitone ..........................................(949) 951-2010 ..............www.tropitone.com..............................21

ZipJack Custom Umbrellas ..............(914) 592-2000 ..............www.zipjackumbrellas.com..................63

advertiser product profiles DIRECTORY

Company Page

303 Products ..................................................................................58, 61

Agio ................................................................................................56, 62

American Fireglass ..........................................................................61, 62

Bull Outdoor Products ....................................................................58, 64

Cal Flame ........................................................................................58, 66

California Outdoor Concepts............................................................58, 60

The Companion Group ....................................................................60, 67

Dimplex............................................................................................59, 62

Empire Comfort Systems ................................................................56, 65

ENERVEX ..............................................................................................59

Galaxy Outdoor................................................................................59, 60

Gensun Casual Living ......................................................................56, 61

Glen Raven/Sunbrella ......................................................................60, 69

The HammockSource ......................................................................59, 66

Hearth & Home Technologies ..........................................................60, 62

Henan Hi-Flame Metal......................................................................62, 66

Homecrest ......................................................................................61, 65

Infratech ..........................................................................................67, 69

Jewels of Java ......................................................................................69

Kamado Joe ....................................................................................61, 63

Lennox Hearth Products ..................................................................63, 64

Little Griddle ..........................................................................................65

Miles Industries ................................................................................63, 66

MLW Stone ............................................................................................64

Monessen Hearth Systems ..............................................................65, 67

Napoleon ........................................................................................65, 68

NorthCape International ..................................................................63, 66

Olympia Chimney Supply ................................................................64, 67

Outdoor Lifestyle..............................................................................66, 68

OW Lee ..........................................................................................66, 70

Peak Season....................................................................................67, 70

Phifer ..............................................................................................67, 68

Pride Family Brands ........................................................................68, 70

RH Peterson Company ....................................................................56, 58

Saber ....................................................................................................67

SCHOTT ROBAX ..................................................................................68

Select Outdoor Kitchens ..................................................................62, 64

Solair................................................................................................65, 69

Sun Garden............................................................................................65

Traeger ..................................................................................................63

Treasure Garden/Shademaker..........................................................69, 70

Tropitone..........................................................................................69, 70

Wittus ....................................................................................................69

ZipJack Custom Umbrellas ..............................................................68, 70

}{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. May/June 2012, Vol 7, No 3 © 2012 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Sendaddress changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, [email protected], phone: (847) 763-9261. While the publishers have made every effortto ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

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Patio and Hearth Products Report - May/June 2012

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