patio and hearth products report - may/june 2011

SELE

CT

OU

TDO

OR

KIT

CH

ENS

OW

LEE

www.pat ioandhear thproduc ts repor t . com

AG

IO

CA

LIFO

RNIA

OU

TDO

OR

CO

NC

EPTS

Circle Reader Service No. 2

http://www.olfurniture.com

With the new Montebello® See-Through gas fi replace, your customers have that missing piece to total peace at home. Installable between two interior walls, or an interior and exterior wall, its stunningly realistic fi re presentation and substantial opening create a destination of comfort. Explore the premium accessories and product details at lennox.com.

A place of serenity that leads to profi tability.

Now Available


http://www.lennox.com

4 Patio & Hearth Products Report May/June 2011

63

58

60

M AY / J U N E • VO L U M E 6 , N U M B E R 3

ON THE COVER AGIO

8 GUEST EDITORIAL – ICFA MEMBERSHIP: PRICELESSBY RORY REHMERT

The chair of the International Casual Furnishings Association(ICFA) discusses the valuable role that ICFA membership playsfor specialty retailers in the casual-furniture industry.

18 CORPORATE PROFILE – A STRONG STATEMENTBY CHERYL DANGEL CULLEN

Hearth & Home Technologies’ eye-catching exhibit at HPBExpodelivered an important message about its dealer programs.

20 SPOTLIGHT – VALUE-DRIVEN DESIGNBY CHERYL DANGEL CULLEN

Outdoor-furniture makers focus on affordability as consumers continueto remain cautious due to the weak economy.

24 MARKETING MANEUVERS – THE HARROW’S LEGACYBY KIMBERLY RODGERS

Loyal customers were delighted when Harrow’s reopened in2009, with a stellar lineup of outdoor casual lines and acces-sories.

26 BIG-NAME COMPANIES ENDORSE 303 PRODUCTS BY KIMBERLY RODGERS

Leading companies, such as Thor Industries and West Marine,appreciate the quality of 303 Products’ solutions for cleaning andprotecting plastics and fabrics.

28 HEARTH RETAILER PROFILE – A WORK IN PROGRESSBY SHARON SANDERS

The owner of The Fire Place of Palm Desert is transforming hisstore to attract affluent customers and their designers.

30 ELMIRA STOVE WORKS FOCUSES ON VINTAGE DESIGNSBY SHARON SANDERS

This Canadian company’s nostalgic line of antique- and retro-styledappliances is sought by customers looking for something unique.

departments6 BLOG

Publisher’s Viewpoint and Editor’s Message

10 INDUSTRY NEWS – EDITED BY KRIS KYES

50 PRODUCT PROFILES

70 PRODUCT PROFILES DIRECTORY

70 AD INDEX

features

contents

61

Follow us on Twitter: @patiohearth

32 OUTDOOR GRILLING RETAILER PROFILE – GRILL AND CHILLBY SHARON SANDERS

The owners’ creation of their outdoor kitchen was thelaunching pad for their outdoor-living design/buildingcompany.

34 THE GO-TO OPTION FOR OUTDOOR FOOD STORAGEBY KIMBERLY RODGERS

Ronda Outdoors, an Italian company, has successfullylaunched its sleek line of stainless-steel components in theUnited States.

36 SHOWROOM SHOWCASE – DOING THINGS DIFFERENTLYBY SHARON SANDERS

Atlanta’s Kolo Collection is a retail success story due to itsnovel approach to merchandising casual furniture andaccessories.

38 CREEKVINE DESIGNS OPENS WITH FANFAREBY SHARON SANDERS

A major goal of this new manufacturer is to help its retail partners become more profitable.

40 AS I SEE IT – READY TO POUNCEBY SHARON SANDERS

The owner of Bradford Lifestyles explains how her three-year-old company is positioning itself using exceptionalproducts and services.

42 MY TURN – AN IDEA GROWSBY SHARON SANDERS

Select Outdoor Kitchens is experiencing enormous successas customers seek cabinets for their ceramic cookers.

44 PRODUCT INNOVATION – SHOW AND TELLBY CHERYL DANGEL CULLEN

Lennox Hearth Products is using visual merchandising toshowcase its products for dealers and consumers.

46 LAST WORD – LEANER AND STRONGERBY KIMBERLY RODGERS

After increasing its presence with patio retailers and tweaking its product mix, California Outdoor Concepts has seen sales soar.

48 PRODUCT FOCUS – HOT PELLET STOVESBY CHERISE FORNO

New technological advances are expected to heat up thepellet-stove market in 2011 and 2012.

55

Retailers across the country have come to depend on Agio® for bold, exciting collections that propel sales forward at higher

margins. With exceptional sales support and programs that keep your showroom stocked with collections that are sure to

sell, becoming an Agio retailer is just the beginning of your best season yet.

Life Begins Outdoors.™

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

Profitsare stacking up with Agio

To become an Agio retailer, call 888.997.7623 or contact us at [email protected].


http://www.agio-usa.com


The digital revolution not only has allowed differentforms of print media to replicate editorial content online,but has also given rise to print media increasing the amountof information that they can deliver to their readers. Sincecontent is king (according to Ted Turner of CNN fame),the more, the better.

This is the case for Patio & Hearth Products Report andthe recent introduction of Patio & Hearth Blog. To readour blog, go to our website at www.patioandhearthprod-uctsreport.com and click on Blog on the menu bar (or viewour blog at http://patiohearthblog.wordpress.com). Welaunched Patio & Hearth Blog to provide another avenuefor disseminating timely information on trends and devel-opments in the casual/outdoor-furniture, hearth-products,barbecue/grill, and outdoor-living industry.

Our ongoing blog posts are written in a fun and conversa-tional tone to help our readers keep pace with the industry—and find out what other specialty stores, retailers, and dealersare doing to make their businesses successful. Recent blogposts have included everything from the rise of electric fire-places in recreational vehicles to the advent of outdoor televi-sions, the growing popularity of hammocks, mouthwateringbarbecue recipes, and barbecue boot camps for women.

Heading Patio & Hearth Blog, in addition to ourTwitter program (@patiohearth), is Amanda Daus, socialmedia editor for P&HPR. With a bachelor’s degree in jour-nalism from the University of Missouri, Amanda has a keensense of how to incorporate the social-media component of

editorial content into what is already being accomplishedby the print version of P&HPR.

Between our Twitter pro-gram and Patio & Hearth Blog,our readers now have a wholenew way of staying on top of theindustry—in addition to theprint version of P&HPR—andof gaining additional insight intohow to grow their businesses.Amanda is the daughter of CarolDaus, editor of P&HPR.

LENDING A HELPING HANDIn response to the recent onslaught of tornadoes that

our country has experienced, one member of our industrydecided to take matters into his own hands—and to lenda helping hand. Harold Hudson, vice president of salesand marketing for Summer Classics (Montevallo,Alabama), a manufacturer of outdoor furniture, organ-ized an industry-wide effort to deliver grills and charcoalto the American Red Cross in Alabama.

Hudson’s efforts resulted in the donation and deliveryof many, many pallets of grills and charcoal (from compa-nies such as Big Green Egg, Char-Broil, The CompanionGroup, Fireplace Editions, Georgia Hearth Sales &Distribution, Grill Dome, Joseph Enterprises, KamadoJoe, Little Griddle, Northwestern Fuels, The Outdoor

GreatRoom Company, and Tarantin Tank andEquipment) to storm-relief efforts in Alabama.

Assisting in getting the word out were P&HPR;Jack Goldman, president of the Hearth, Patio &Barbecue Association; and Richard Wright, pub-

lisher/editor of Hearth & Home. While it certainly is truethat when disaster strikes, we need (and depend upon) fed-eral and state government to step in and offer assistance, pri-vate business has always been there to lend a helping a hand.

As of May 26, the tornado-relief effort had distributed3,879 bags of charcoal, 5,436 boxes of fire starter, 129grills, 12 griddles, and various accessories in Alabama,according to Hudson. Here at P&HPR, we take our hatsoff to Hudson and Summer Classics, as well as to all thecompanies that donated grills and charcoal—not only fordoing the right thing, but for taking the time from theirbusy schedules to come to the aid of the people ofAlabama during their time of need.

TONY RAMOSPUBLISHER

[email protected]

I am fortunate to live soclose to one of the country’spremier outdoor-living cen-ters: Roger’s Gardens inCorona del Mar, California.Although this business start-ed out as a simple nursery in1965, it has evolved into anextraordinary outdoor-livingcenter spread out over sevenacres. When you enter Roger’sGardens, you’re greeted by a spectacularcolor palette of annuals, perennials, andlandscape plants, including the largest col-lection of roses in Southern California.The store also offers 5,000 square feet ofcasual furniture, home decor, antiques,and gift items.

Over the years, Roger’s Gardens hasstrategically worked to transform itself fromselling ordinary plants and products to themasses to selling unique products and serv-ices to the affluent. As a result, the store hasbecome a destination spot for many localsand tourists—which is quite an accom-plishment, in an area with competingattractions such as Orange County’s beach-es and Disneyland.

One way that Roger’s Gardens has been

able to distinguish itselffrom other retailers is byholding special eventsthat appeal to outdoor-living fans in a person-alized manner. Duringjust the past couple ofmonths, Roger’sGardens has hostedan incredible array ofprograms, including

its annual Cinco de Mayo pepper giveaway,an outdoor-grilling class focusing on pizzaand herbs, a rose contest, and lectures ondesigning outdoor rooms and attractingbirds to gardens.

To promote itself in an ultracompetitiveshopping environment, Roger’s Gardenshas relied heavily on word-of-mouth pro-motion, as well as on advertising in news-papers and high-end magazines.Recognizing the importance of digitalcommunication, Roger’s Gardens has alsostarted using social media to connect withcustomers in exciting new ways. ThroughFacebook and Twitter, Roger’s Gardenschats with friends and followers about newcasual-furniture lines, unique gift items,and landscaping ideas. Regular tweets even

provide tips about when to fertilize andprune specific plants.

Roger’s Gardens’ focus on social mediamakes sense. Currently, over 40% of U.S.residents have Facebook pages. In fact, ithas been reported that if Facebook were acountry, it would be the third largest in theworld. Twitter also has a huge presence, andsince the summer of 2009, it has beengrowing at a rate of more than 1,000%.

If you still don’t have a Facebook page,Twitter account, or blog, it’s time to startengaging with customers in the digitalworld. Research shows that when retailersprovide rewarding social-media experi-ences, customer service and loyaltyimprove. It’s also important to note thatthese social-media channels are not justfor young people. Use by older age groupsis rapidly expanding; the fastest-growingsegment of Facebook users consists ofwomen over the age of 55.

The good news about getting startedwith social media is that it’s a relatively inex-pensive proposition, compared with tradi-tional advertising programs. Most of theinitial expense is represented by using anemployee, freelancer, or intern to monitorand maintain the social websites proactive-

ly. Retailers of any size can design a social-media program to fit within their budgets.

Once you have your social-media sitesup and running, it’s important to dissemi-nate fresh and useful information. AFacebook page is an excellent place to postproduct information and current promo-tions. Tweets are particularly effectivebecause you can send them out quickly topromote weekend sales or special events.

Blogs are a great way to cement rela-tionship with your customers. If you pro-vide pertinent information, your cus-tomers will keep returning to your sitefor updates. Casual Living (Columbia,South Carolina) has one of the bestblogs in the industry: Check it out atwww.outdoorlicious.com.

These are still challenging times, as con-sumers continue to fret about gas pricesand the sluggish overall economy, but thatdoesn’t mean that you can’t take some rela-tively inexpensive steps to increase trafficto your store. Start by updating your busi-ness strategy to incorporate special eventsand social media. You won’t be sorry.

CAROL DAUSEDITOR

[email protected]

from the editor

Publisher’s Viewpoint

AmandaDaus


http://www.napoleonproducts.com


PUBLISHER

Tony Ramos

[email protected]

EDITOR

Carol Daus

[email protected]

ART DIRECTOR

Cass Estes

[email protected]

ASSOCIATE EDITOR

Kris Kyes

[email protected]

STAFF WRITERS

Cheryl Dangel Cullen

Cherise Forno

Kimberly Rodgers

Sharon Sanders

SOCIAL-MEDIA EDITOR

Amanda Daus

CIRCULATION DIRECTOR

Paul Piwowar

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

Corporate Office

Peninsula Media

21250 Hawthorne Blvd., Suite 700

Torrance, CA 90503

(310) 792-7448

Fax (310) 792-7449

www.patioandhearthproductsreport.com

Tony Ramos

Peninsula Media

21250 Hawthorne Blvd., Suite 700

Torrance, CA 90503

(310) 792-7448

(310) 792-7449/Fax

(310) 968-3962/Cell

[email protected]

SUBSCRIPTION INQUIRIES:

Patio & Hearth Products Report

PO Box 2190

Skokie, IL 60076-7890

Subscribe online:

http://www.peninsula-media.com/subscribe.html

Email: [email protected]

Phone: (847) 763-9261

The chair of the International Casual Furnishings Association

describes the myriad benefits of membership.Rory Rehmert

ICFA Membership:Priceless by RORY REHMERT

he International Casual FurnishingsAssociation (ICFA) serves ourindustry in many ways (and partici-

pants in our industry are not even awareof many of these). ICFA hosts, in con-junction with the Merchandise Mart, theChicago International Casual Furniture& Accessories Market™ in September.This is a huge undertaking, as this show isvital to all of our businesses.

Retailers, sales representatives, suppli-ers, media, designers, manufacturers—and ultimately, consumers—enjoy theresults of this show. The show demands agreat deal of time and energy in making itan event that sets the stage for the upcom-ing season. Members exhibiting in thetemporary exhibition space also receive asignificant discount on their rent at theshow. As a member of ICFA, you have avoice in how our key market is run.

There are many other benefits to beinga member of ICFA, and I would like totake this opportunity to point out someof the primary reasons for belonging toour industry’s association. Being a retailmember of ICFA opens the door to beingconsidered for the prestigious ICFAApollo Awards, which have recognizedretail excellence in outdoor furnishingsfor over 50 years. Being nominated is veryexciting, as it lets you know that what youare doing, on a daily basis, is noticed andvalued. Winning the award is an honorthat few have shared.

A sophisticated, multilevel sales-train-ing program for members of retail salesteams is available. This is a DVD seriespresented by Greg Welsh of the WelshSales Group (Escondido, California).The basic-level DVD is now available.Topics covered include professionalbehavior, team behavior, sales perform-ance, basics of customer service, strategiesto maximize performance, four steps to asale, managing our attitude, and planningfor future success.

This is a great tool, and it teaches basicselling techniques that are often over-looked (but critical to selling and creatingcustomer satisfaction). There will be two

additional levels, advanced and master,which will take all sales personnel to thetop of the class in sales ability. ICFA willalso offer a certificate for all personnelwho have completed the program andpassed the online tests.

Informational webinar education ses-sions focusing on retailers are available ona periodic basis. The last three events wereDesigning an Outdoor Living Room,How to Market Your Store Online, andCapturing Your Share of Shoppers’ Urgeto Splurge. All were well attended andvery informative. Other offerings will beavailable through the remainder of 2011,and previous sessions are archived on theICFA website.

ICFA sponsors the Design ExcellenceAwards for top designs in the casual-fur-nishings industry. Considered to be thehighest recognition of innovative design,this prestigious award honors the year’sbest in 11 product categories, as judged bya distinguished panel of industry experts.The winner of the Lillian B. WinchesterBest of Show Award is then chosen fromamong the 11 category winners. TheDesign Excellence Awards are the onlyindustry awards focusing exclusively oncasual-furnishings products. The competi-tion is open only to ICFA members.

ICFA hosts an awards reception, opento all members, that is held during CasualMarket. The event features a cocktailparty and awards presentation. Awardsfor Design Excellence, SalesRepresentative of the Year, andManufacturer of the Year are presented.The reception will be held on the secondevening of Casual Market and will behosted again in 2011 at the ballroom ofthe School of the Art Institute ofChicago. The Sales Representative of theYear and Manufacturer Leadership Awardcompetitions are also open only to ICFAmembers.

The ICFA Retail Council, composedof twelve respected retail representatives,leads efforts to address retailers’ concernsand to develop new benefits and servicesfor the association’s retail members.

Networking opportunities also arenumerous for members of ICFA. Thelikelihood of learning something that willhelp your business at one of these sessionsis very good.

Credit-card processing fees are expen-sive. ICFA’s member companies haveexperienced a growing rate of credit-cardorders, not just from smaller customers,but increasingly, from larger accounts aswell. Processing fees can add up to tens ofthousands of dollars, so ICFA negotiateda group program to bring what areabsolutely the lowest possible processingrates to our members.

A small-parcel discount program withFedEx Corp. brings ICFA members sig-nificant cost savings on both inbound andoutbound small-package shipments. Theprogram features both domestic andinternational pricing discounts that applyto FedEx express and ground services, aswell as to FedEx Multiweight® rate tables.Other discount programs for ICFA mem-bers include arrangements with OfficeDepot, Tech Depot, and PCConnection; more programs are con-stantly being added.

ICFA provides a members’ lounge thatis open during the entire Casual Market.Members can enjoy refreshments, checkemail, host small meetings, or simply relaxfor a few minutes. In addition, our mys-tery shopping program is in developmentand will be a huge asset to retailers whoreally want to know how their businessesrank, compared with competing retailers.

Being a member of ICFA is inexpen-sive, and the value of the dividends ofbeing a member far outweigh the cost. Iask anyone who is not a member to checkout the organization on its website(www.icfanet.org) for more information.I encourage everyone to support ICFA aswe all share in a successful industry andassociation.

Rory Rehmert is chair of the International

Casual Furnishings Association and is vice

president of sales and marketing for Pride

Family Brands (Fort Lauderdale, Florida).

t

guest EDITORIAL


http://www.gensuncasual.com

Big Green Egg Launches National Airport Advertising Campaign


by KRIS KYES

Creekvine Designs Announces New Programs

Big Green Egg (BGE) is currentlyconducting a massive national air-port advertising campaign deliveringover 104 million impressions atmajor U.S. airports throughout May(national barbecue month). The adsare displayed in airport concoursesand baggage-claim areas in SanFrancisco, California; Indianapolis,Indiana; Dallas/Fort Worth, Texas;Boston, Massachusetts; Atlanta,Georgia; Nashville, Tennessee;Philadelphia, Pennsylvania;Chicago, Illinois; Tampa, Florida;and Seattle, Washington.

Each BGE backlit ad board meas-ures over 5 feet across and features

the new BGEbranding, alongwith a smart-phone QR codethat immediatelyenables travelersto view a com-mercial messagefeaturing RayLampe(Dr.BBQ) andobtain informa-tion on locating adealer in their areas. The nationaladvertising initiative is designed toreach the prime BGE demographicin a dramatic and visual setting

where the power of the brandingand the imagery on the BGE adboard will deliver an immediateimpression.

Ads for Big Green Egg appeared in highly

visible areas of major U.S. airports in May

in honor of national barbecue month.

{in

du

str

y}

As the selling season for outdoor productsgears up, U.S. designer Creekvine Designs(Pittsburgh, Pennsylvania) announces its drop-ship and quick-ship capabilities for filling in-season order requests. Designer of outdoor fur-nishings, structures, and accessories, CreekvineDesigns uses its state-of-the-art logistics andinventory planning, located in its facilities nearPittsburgh, to respond quickly to requests fromcasual and garden retailers.

Tim McTighe, owner of Creekvine Designs,says, “The state of the economy has created asituation in which many retailers can no longer

manage large inventories or large warehousespace. As the majority of our products are man-ufactured right here in Pennsylvania, we areable to fill orders quickly and take the burdenoff the retailer.”

For retailers with limited space or thoselocated in vacation locales, Creekvine Designs isalso able to provide drop-ship services. “Ourwarehouse is designed to accommodate ordersof mass quantities or one offs,” McTighe says.“We understand that the ability for consumers tolocate the product they want at a retailer and thenhave it delivered to their door is very attractive.”

Leisure Design, supplier of high-quality outdoor woven furniture, con-tinues its aggressive U.S. launch byadding Jan Ehrlich to its sales force.Ehrlich will be serving North Dakota,South Dakota, and Minnesota. MikeFriedrichsen, director of U.S. sales andmarketing, says, “Jan has been a man-ufacturer’s representative in variousindustries for a number of years. She

has great professional relationshipswith her customers, and comes veryhighly recommended by them.”

Ehrlich reports that she startedfocusing exclusively on the outdoor andlawn/garden categories about 12 yearsago and never looked back. “This isdefinitely the right industry to be in,and Leisure Design is just the sort ofcompany that my dealers have been

asking me for,” she says.Leisure Design supplies a full line of

outdoor woven products, including sec-tional pieces, seating, dining, and acces-sories—and it offers domestic ware-housing, quick-ship programs, and avery profitable direct-container pro-gram. For more information, contactLeisure Design [email protected].

Leisure Design Adds Jan Ehrlich to Sales Force

Jan Ehrlich

May/June 2011 Patio & Hearth Products Report 11

Porch & Patio OpensSecond Store inConnecticutPorch & Patio (Orange, Connecticut)has announced the opening of its secondlocation in Brookfield. Porch & Patiowas a well-known casual-furniture retail-er for many years, but closed from 2006until Jeff Heitmann resurrected thename in 2010 and opened his first store in Orange. Like the Orange store, theBrookfield shop will offer a full range of high-quality furniture and accessories.

The original Porch & Patio was founded in 1951 in Orange by Sid Teitelman, whoran the business with his wife, Hilda. It grew to include six locations before Teitelmansold the business in 2003. The business then filed for bankruptcy in 2006; Heitmannbrought back the retailer’s name in 2010.

Heitmann is especially close to the Porch & Patio brand because he began working atthe original store in 1990, when he was in high school. He stayed with the company for15 years, eventually becoming vice president of operations for all six stores. Teitelmanpassed away this year at the age of 96.

Capel Rugs Names Cameron Capel VicePresident of National AccountsCapel Rugs has announced that Cameron Capel has been promoted to the position ofvice president of national accounts. In this new position, Capel will continue to managesome of the company’s most important customer relationships and spearhead the devel-opment of proprietary braids for those customers. As vice president, she also will serve as aprimary media spokesperson for Capel Rugs. In her new position, Capel will continue toreport directly to John Magee, president and CEO of Capel Rugs.

Capel joined the company in 1990, and as the granddaughter of company founderLeon Capel, she has a lifelong connection to Capel Rugs. During her tenure at the com-


Lennox Hearth Products (LHP) honored its top 25 distributor partners inNorth America for their dedication and commitment to the sales, service, and pro-motion of LHP products during its 2011 President’s Club meeting, held May 1–4 inNew Orleans, Louisiana. Wendy Howells, vice president and general manager ofLHP, says, “Sales leadership is the cornerstone of this elite award, but excellence incustomer service is also a key factor in how we select the top 25 partners. Thesenewest members of the President’s Club have demonstrated that they are among thebest of the best.”

The top distributors of Lennox Hearth Products gathered in New Orleans, Louisiana, for a

meeting that was held in their honor.

Sid Teitelman (left) and Jeff Heitmann

Lennox Honors Top 25 Distributors at Conference

http://www.twodogsdesign.com


{in

du

str

y}

pany, Capel has served in a variety of sales andmarketing positions. She most recently held theposition of director of national accounts.

Barbecue IndustryMourns the Loss of Mr.Bar-B-Q FounderMr. Bar-B-Q® announces the passing (onMarch 21, 2011) of Alexander (Al) Zemel, thefounder and owner of Mr. Bar-B-Q. Zemelbegan Mr. Bar-B-Q in 1972, and the companyhas evolved into an international importer anddistributor of high-quality barbecue tools,accessories, and parts. Zemel had maintained,since the company’s founding, its track recordfor long-standing, successful customer relation-ships and innovative new products.

Zemel, 74, of Old Bethpage, New York, issurvived by his beloved wife of 48 years, Rona;his sons, Jack and Marc; his daughters-in-law,Debra and Aileen; and his grandchildren,Benjamin, Ethan, and Rachel. The family asksthat any contributions in honor of Zemel’s lifebe made to the NephCure Foundation: www.nephcure.org/give-now.

TUUCI Exhibits at MilanFurniture FairTUUCI recently exhibited at the exclusive SaloneInternazionale del Mobile 2011 (Milan FurnitureFair) as part of an elite group of indoor- and out-door-furniture manufacturers. The exhibitionwas held on April 12–17 in Milan, Italy.

Rob Planken, director of operations for

In response to retailers’and consumers’ desires formore designer insight andinformation, Pride FamilyBrands has entered into anassociation with JamieSorcher, design expert andmedia personality, who willbecome the award-winningcasual-furnishings manufac-turer’s resident lifestyleexpert. In this position,Sorcher will work to promote the outdoor-furnishingsbrands of Pride Family Brands through videos, appear-ances, on-air promotions, show events, and a Pride FamilyBrands casual-lifestyle blog.

Jamie Lowsky, CEO of Pride Family Brands, says, “Weare excited to add Jamie to our promotional and marketingteam. Her background in product promotion, includingprint and electronic venues, will provide valuable promo-tional assistance to our brand and, ultimately, to our retail-ers and their customers.”

Best known for her television work as the original gizmogirl on ESPN’s “Cold Pizza” morning show and for numer-ous appearances on network television, Sorcher is a sea-soned correspondent with more than 15 years’ experiencein print, broadcast, and online media. She also has workedas a contributor to ShopSmart, a sister publication ofConsumer Reports, and has served as a senior editor forHachette Filipacchi Media.

The independent sales personnel representing PrideFamily Brands have achieved 100% membership for 2011in the International Casual Furnishings Association(ICFA). Membership has been achieved by the 16 sales-representative agencies that represent Pride Family Brands’Castelle, Prestige, and Summer Winds lines throughoutNorth America.

Rory Rehmert, vice president of sales and marketing forPride Family Brands and current chair of ICFA, says, “Ourcompany recognized from the beginning the significance ofICFA as a body representing the interests of the casualindustry as a whole. With this complete participation byour representative force, the importance of and benefitsfrom the organization are being realized not only at themanufacturing level, but across our entire sales and dealernetwork as well.”

Joe Logan, executive director of ICFA, says, “ICFA isvery pleased to have the strong support of the Pride FamilyBrands sales-representative team and applauds it for itsrecognition of the value of association membership.Involvement of our sales representatives in the work ofICFA is critical to our success as an industry trade organiza-tion. Reps are the key link between our customers and ourmanufacturers. As an association, one of our primary objec-tives is to support our sales representatives and providethem with the tools they need to succeed and grow theirsales for the benefit of all.”

Jamie Sorcher

Pride Family Brands Names Jamie Sorcher Resident Lifestyle Expert

Pride Family Brands’ IndependentSales Team Achieves 100% ICFA Membership


http://www.biggreenegg.com


http://www.californiaoutdoorconcepts.com


Europe, the Middle East, and Africa forTUUCI, says, “Being the first and only pureumbrella manufacturer showing at the SaloneInternazionale del Mobile signifies thatTUUCI is being recognized for exceptionalcontributions to the outdoor industry. Thisshow is visited by the very best architects anddesigners the world over, and to be included isan extreme honor for our brand.”

Woodard Celebrates 145Years of Outdoor-furni-ture ManufacturingWoodard, a leader in the outdoor-furnitureindustry, celebrated its 145th anniversary as apioneering manufacturer of wrought-iron, alu-minum, and all-seasons–wicker outdoor furni-ture this year. This landmark anniversary puts

Woodard in a class all its own, continuing thetradition of creating high-quality, handcraftedfurniture using techniques handed down fromgeneration to generation.

Woodard prides itself on the existence of itsdomestic (Owosso, Michigan) plant. Theideals and traditions of excellent craftsmanshipfirst implemented by its founder in 1866 stillare strong today in manufacturing, assembly,finishing, and upholstery in the plant.

The company is proud to promote its prod-ucts as made in the United States, “continuingthe traditions of craftsmanship and qualitystarted in Owosso so long ago,” according toCarl Loredo, chief marketing officer forWoodard. The company is looking forward toa great season and to 145 more years of bring-ing quality, innovative style, and comfort to theoutdoor-furniture world.

{in

du

str

y}

Jeff B. Dorough, vice president ofsales and marketing at TreasureGarden and Shademaker, recentlyannounced the appointment of newsales representatives for the twobrands. Bryan Echols will representTreasure Garden in Georgia, SouthCarolina, and North Carolina. In1992, Echols began his career in thecasual-furniture industry withSamsonite Furniture. In 1997, hewas hired by Lloyd/Flanders forNorth Carolina and SouthCarolina. Echols received the ICFA2010 Sales Representative of theYear Award.

Shademaker has appointedSusan Brummett as sales represen-tative to serve Colorado, Utah,Wyoming, and Montana.Brummett graduated from Colorado State University witha degree in architectural interiors. She has been in the hos-pitality industry for 25 years and represents midrange tohigh-end lines, including Fleetwood Fine Furniture,Beaufurn, Gloster, Panaz, Baldinger ArchitecturalLighting, and Warp & Weft.

Shademaker has also appointed Nick Meletis as salesrepresentative for Pennsylvania, South New Jersey, WestVirginia, Virginia, Delaware, and Maryland. Meletis wasbrought up in the hospitality industry, working in familyhotels from the bottom up and managing properties in

both North and South Carolinain the late 1970s. For the past 23years, he has been an independentmanufacturer’s representative.Meletis also represents HFCollection, Grand Rapids ChairCompany, ArchitecturalLandscape Planters, Art MarbleCompany, and Carolina CustomBooth Company.

Shademaker has appointed LesKahrnoff as sales representative to

serve Tennessee, Georgia, South Carolina, and NorthCarolina. Kahrnoff is president of Tada Hospitality (Atlanta,Georgia). He has spent his entire life in the hospitality indus-try. Over the past two decades, he has been regional salesdirector for companies such as MicroFridge, Smith &Hawken, and Thos. Baker.Among the lines that TadaHospitality is representing areAndrew Richard Designs,PolyConcepts, Gardenside,Liora Manne, and Shady LadyLighting.

“We are very excited andpleased to have these profes-sionals join our team,” Doroughsays, adding that they exemplifythe company’s commitment to,passion for, and enthusiasm about the shade industry.

Treasure Garden and ShademakerHire New Sales Representatives

Bryan Echols

Les Kahrnoff

Nick Meletis

Susan Brummett


http://www.homecrest.com


http://www.overandunderonline.com


{in

du

str

y}

Gloster Wins TwoRed Dot AwardsAfter receiving a Red Dot Award in2010 for its innovative Axis collection,Gloster recently received the respectedRed Dot Award again for two of itsproducts: the Fusion folding chair byPovl Eskildsen and the Club outdoorlounge by Philip Behrens.

The Red Dot, which is sponsoredby the Design Zentrum NordrheinWestfalen in Germany, is one of thetoughest design competitions in theworld, with thousands of products(from over 50 nations) entered.Independent jurors from all over theworld are invited to the Red DotAwards, thereby guaranteeing theinternational impartiality of thecompetition.

Founded 50 years ago and based inthe United Kingdom, Gloster is one ofthe largest producers of high-qualityoutdoor furniture in the world, withover 500 products lines and a world-wide distribution network.

Poly-Wood to OpenShowroom atMerchandise MartPoly-Wood, Inc., a leading manufac-turer of stylish and comfortable out-door furniture made from recycled rawmaterials, has announced plans to opena permanent showroom at theMerchandise Mart in Chicago, Illinois,on June 12.

The 3,480–square-foot showroomwill be located on floor 17 of theMerchandise Mart in suites 1760 and1761. Buyers for retail stores, interiordesigners, and architects will be able tobrowse 128 seating and dining options,representing 14 different collectionsmarketed under both the Poly-Woodand Trex brand names.

Chad Yordy, director of sales and mar-

keting for Poly-Wood, says, “The Poly-Wood product line has grown signifi-cantly, and we believe this is an ideal timeboth to reveal the depth of our productselection within the outdoor-furniturecategory and to expand our presence topotential new retailers. The MerchandiseMart is a prime location to exhibit ourwide range of beautiful and high-per-formance furnishings and to meet one-on-one with professional partners.”

Tri Vantage CoverExpress ProgramAdds Eight TexturedSunbrella AwningFabricsEight Sunbrella® textured awningfabrics have been added to the TriVantage Cover Express program, whichensures rapid availability of ready-to-install Solair® Select and Solair Comfortretractable awning systems. The newtextured Sunbrella awning fabrics areTresco in birch, ginger, and clay; Silicain barley, dune, and sesame; and Tweedin walnut brown and charcoal. Withthese latest fabric additions, the CoverExpress program features 22 differentready-made awning covers.

Dan Fouratt, director of sun-controlproducts for Tri Vantage, says, “Byexpanding Cover Express fabricoptions, our goal is to make this pro-gram even more beneficial to awningfabricators in responding quickly tocustomer needs. Because these coversare in stock, they ship the same day wereceive the order. A Tri Vantage cus-tomer can order an awning early in theweek and receive the system in time toinstall the awning by week’s end, so thecustomer is enjoying a shaded deck orpatio for the weekend.”

Typically, a custom awning coverrequires between seven and 10 days for

continued on page 68

Follow us on Twitter: @patiohearthStay on top of the latest news and new-product

introductions/collections in the patio,

hearth, barbecue/ grill,

outdoor-kitchen, and outdoor-

living industry.

The InternationalCasual FurnishingsAssociation (ICFA)has named RobertDudleyVanderminden Sr.the 2011 LifetimeAchievement Awardrecipient.Vanderminden, 83and still designingproducts, will be honored at thecasual-furnishings industry’s annualawards gala, to be held September14 at the Field Museum in Chicago,Illinois, during the ChicagoInternational Casual Furniture &Accessories Market™. The presti-gious Lifetime Achievement Awardis reserved for individuals who havemade exemplary contributions tothe outdoor-furnishings industryand to their individual communities.

Vanderminden has invested a life-time in nurturing three treasures: hisfamily, the business that his familyowns, and the community whereboth reside. By the timeVanderminden was born (inBrooklyn, New York), in 1927, themanufacturing operations of the cotand camp-stool company that hisgrandfather had founded in 1903had moved upstate, to Granville. In1932, the company’s administrativeoffices and the Vanderminden fami-ly also moved to Granville.

The Telescope Cot Bed &Novelty Company, named for thetelescoping legs on the cots andcamp stools that it manufactured,provided steady employmentthroughout Vanderminden’s teenageyears. At 14, he worked in thesawmill yard; at 15, he addedresponsibilities for repairing sewingmachines in the sewing room; andat around 16, he moved to themachine shop, where he welded andmade storage racks.

He ventured outside the familybusiness long enough to spend a yearat the Coast Guard Academy (wherehe developed a love of sailing) andto earn a degree in mechanical engi-neering at Rensselaer PolytechnicInstitute, but the hiatus was short-lived. Even before he graduated, hebegan driving home on weekends toredesign the company’s line ofwooden furniture.

Thus began 60 yearsof innovative product,machinery, process, andplant design that trans-formed both the com-pany and, eventually,the entire outdoor-fur-nishings industry.Vanderminden wasnamed to Telescope’sboard of directors in

1967, and he became executive vicepresident of the company in 1971.He was CEO from 1989 until 2001,when he was named chair of theboard.

Vanderminden’s granddaughter,Greta Cosey, handles public rela-tions for the company. She says,“He considered his greatest gift tothe success of Telescope to bebringing up five kids with his workethic, who have passed that alongto their children. He never focusedon titles or turf; he just got every-one pulling in the right direction toget the job done.”

Vanderminden applied the sameteamwork approach to civic endeav-ors. He combined his personal pas-sion for Little League with 60 yearsof Telescope corporate support tocreate a Granville league thatinvolves 500 youngsters from localrural communities.

Vanderminden’s son, Bill, execu-tive vice president, says, “As hard ashe worked, he always made time forhis family. Every Sunday, we wouldall go to church in our brightly col-ored ski clothes, and as soon as thelast hymn was over, the whole familyheaded for the slopes in our Pontiacstation wagon.”

Vanderminden’s other two chil-dren also hold executive positions.His daughter, Katherine Juckett, isCEO, and Robert Vanderminden Jr.is senior vice president, informationsystems. His nephew, HenryVanderminden IV, is president.

Telescope dealer Petey Fleischutof Casual Marketplace (Hockessin,Delaware), says, “Bob is an innova-tive, compassionate, resilient, strong-willed, talented, kind, and generousindividual. Through the love of hisprofession, he has groomed the pres-ent family leaders of TelescopeCasual Furniture to bring their busi-ness to where it is today.”

Robert Vanderminden Sr. to Receive ICFALifetime Achievement Award

Robert Vanderminden Sr.

Fuss less over the mess. Life happens. Bacteria that causes odors and stains doesn’t have to.

Keep the icky stuff at bay with Phifertex® Outdoor Furniture Fabrics infused with Microban® antimicrobial product protection. Microban protection helps

prevent the growth of stain-and odor-causing bacteria, mold and mildew, providing

lasting protection that keeps fabrics cleaner and fresher for longer. Phifer Incorporated is the only weaver of outdoor furniture fabrics with unique Microban technology.

Phifertex Outdoor Furniture Fabrics – built-in protection for life’s little spills.

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

www.phifer.com

® Phifertex is a registered trademark of PHIFER INCORPORATED® Microban is a registered trademark of Microban Products Company

© PHIFER INCORPORATED 2011

24 Hours with MICROBAN

24 Hours Unprotected

In a laboratory study, two surfaces – one unprotected and the other infused with Microban protection – were inoculated with bacteria then photographed over 24 hours. Microban antimicrobial technology begins to work immediately on the protected surface. On the unprotected surface, bacteria quickly multiply and grow.


http://www.phifer.com


uring HPBExpo 2011 in Salt Lake City, Utah, therewas something odd about the Hearth & Home

Technologies (HHT) booth. There were no fireplacesto be seen—which clearly caught the attention of attendees.

Brad Determan, president of HHT (Lakeville, Minnesota),says, “That was our intent. We wanted to get people’s attention.There is a lot more to being successful in this business than show-ing off the hardware, particularly given the challenges in thisindustry during this economic cycle. We wanted to get the wordout about the other aspects of the business—selling, drawing con-sumer traffic, maintaining relationships, and so on. Hardware isonly one part of the mix.”

The statement that HHT made at HPBExpo did not representa new direction for the organization; it was simply a new way topresent the company at HPBExpo, Determan explains. “Instead offilling the booth with hardware, we displayed the programs weoffer to dealers,” he says.

AN EASY-TO-NAVIGATE WEBSITEOn July 1, HHT will unveil an entirely new business-to-busi-

ness transaction portal where dealers can go to do everything fromplacing an order to filing a claim or getting technical assistance.

“The whole relationship between us and our dealers, via Internet,is being updated, upgraded, simplified, and enhanced. It is a hugeprogram that was the centerpiece of our booth,” Determan says.

Essentially, the overhaul takes a whole group of websites—builtover a decade, as the company grew and added brands—and boilsthem down to one (much cleaner) portal that dealers can use. “It isa change that has been highly anticipated, on their parts and onours,” Determan says.

The overhaul resulted from an in-depth conversations with 49of the company’s best dealers, who pointed out that they wanted abetter way to transact business. In 2010, in response to the dealers’request, HHT started work on taking its 14 websites and consoli-dating them into one portal for dealers. “It was quite a job (and amajor investment),” Determan says.

He continues, “If dealers sell all four of our brands, they couldhave as many as 14 different logins at our different websites. Thenew site will recognize dealers and put a customized landing pageright in front of them, with all the brands they represent.”

CORE PROGRAMSOther dealer programs highlighted at HPBExpo included a

dealer-rewards program and a program to heighten the in-store

d

corporate PROFILE

a strong statement

Hearth & Home Technologies’

eye-catching booth at

HPBExpo drew attention to its

dealer programs.

by CHERYL DANGEL CULLEN

Brad Determan, president, Hearth

& Home Technologies

experience. “We have four of the bestbrands in the industry, and we pay atten-tion to how they look on the floor tomaintain a showroom experience,”Determan notes.

Also spotlighted were HHT’s morestandard offerings, such as cooperativeadvertising, packaged promotional materi-als, and programs to generate sales leadsusing a conventional marketing mix ofradio, television, and print media—in addi-tion to the Internet, “which has receivedlots of focus of late,” Determan says.

He adds, “We’re doing much moredelivery of content over the Internet thanever. If you’re not Web savvy and techni-cally enabled, you’re at a disadvantage.We’re aggressive in going after Web busi-ness development. It is cost efficient andup to date.” Some of the company’sInternet-related programs include a simpli-fied point-of-sale program, a virtual class-room, and social marketing.

The simplified point-of-sale programallows dealers to go to the website anddownload their own point-of-sale collater-al materials for printing. The virtual class-room allows training to take place outsidethe plant; there are more than 150 coursesonline (each 10 to 20 minutes long) thatdealers can use, with topics ranging frombasic selling tips to technical issues.

Concerning social marketing,Determan says, “Making sure the consumeris fully satisfied with a purchase is veryimportant, especially when you look at theamount of power a consumer has whenequipped with an Internet connection. Toparaphrase Warren Buffett, it can take 30years to build a good reputation and 30seconds to destroy it. If we do a bad job fora consumer and he or she goes on Twitteror starts blogging about a bad experience, itis not a good thing for any of us.”

To maintain customer satisfaction,HHT now has a full-service customer-caredepartment. “If a consumer is left hangingon a service issue, it means the value chainhas failed. When we get those calls, wemake every effort to make the homeownerhappy—and then follow up with the deal-er to make sure it doesn’t happen again.Taking care of consumers and having themhold us accountable via social media arepretty important,” Determan says.

BUSINESS PARTNERSBack in the brick-and-mortar world,

HHT has tweaked its sales force. “Ourdealers want a business partner, not

someone to hawk the latest piece ofhardware. That’s what we want, too,”Determan says, pointing out a new poli-cy where sales calls are not made with-out an agreed-upon agenda. “All of this

isn’t a new direction for us. It is anacceleration of what we’ve always feltwe were good at; going to the tradeshow with no hardware was done tomake a point,” he adds.

“Doing business has been a rough ride,and in builder land, it is still a rough ride.I try to assure our dealers that our compa-ny hasn’t changed at the core: Its capabili-ties and strategy remain the same. Oursoul has not changed through this eco-nomic cycle. We’re stronger and leanerthan we’ve ever been. There’s been noradical change in direction. We’re justbetter at what we already knew we weregood at,” Determan concludes.


Sunbrella®

is a registered

tradem

ark of G

len Raven, Inc.

5 0 Y E A R S G O E S FA S T W H E N Y O U H AV E A L O TO F G O O D F R I E N D S P U S H I N G Y O U F O R W A R D .

www.sunbrella50.com

Use your smartphone QR code reader to learn more.


“ We’re doing much more delivery of content over theInternet than ever. If you’re not Web savvy and technicallyenabled, you’re at a disadvantage.”

http://www.sunbrella.com


hat are consumers’ hot buttons inshopping for outdoor furniture this

year? If top manufacturers are right, buy-ers will be looking for value—now, more than everbefore—and that fact is influencing design.

Bob Gaylord, president of Agio USA (VirginiaBeach, Virginia), says, “With the economy still on themind of most consumers, we’re finding that trendsare really being driven by value. Homeowners aredoing more research online, and the product has tostrike a balance between fair cost and high quality.”

Fred Ilse, president of Outdoor Lifestyle Inc.(Stanley, North Carolina), says, “Whether we like itor not, economics will play a greater part in designcriteria. Commodity prices have increased tremen-dously. For example, the price of high-grade alu-minum has increased by almost 80% in the past 24months.” As a result, “Manufacturers are using ablend of materials to keep their costs down,” he says.

At the same time, buyers want quality.“Consumers are also realizing that cheap furniture isactually expensive furniture,” Ilse adds. “Gone are the

days when people could afford to replace their furni-ture every few years and change styles to suit thosecurrent trends.”

THE VALUE QUOTIENTIt is a challenge for manufacturers: How can they

keep costs down and still deliver value and high qual-ity? Thomas Murray, president of NorthCapeInternational (Bedford Park, Illinois), says, “Qualitywith value is key. People are spending, but they wanta lot for their money, and the manufacturers thatfocus on value are doing well.”

He adds, “Also key is quick turnaround. End userslike immediate satisfaction, so quick delivery is criti-cal, in many instances.” To deliver value, manufactur-ers are discovering ways to save money. DougPeppler, vice president of sales for Agio USA, says,“With the rising costs of freight and shipping, we’refinding that ready-to-assemble designs will becomemore prominent and give us another way to pass oncost savings to our customers.”

This turn of events might actually give U.S. man-

ufacturers a competitive edge. Terri Lee Rogers, vicepresident of sales and marketing and co-owner ofOW Lee (Ontario, California), says, “I’m noticing abigger push on items manufactured in the UnitedStates. I think people feel that maybe they are gettinga better value for their dollars buying products thatare manufactured in the United States, where there ismore quality control over materials and labor.”

BUILDING IN LONGEVITYManufacturing something that will last often

comes down to incorporating the latest technologicaladvances. Sabrina Ebel, director of marketing for EbelInc. (Jacksonville, Florida), says, “Technologically, thebiggest movement we’ve seen, of late, is in cushionmanufacturing—specifically in increasing the weath-er-resisting ability of full cushions. Water-resistantticking (which continues to be refined) is having ahuge impact on how the market perceives cushionedfurniture, and I think that we are just beginning tosee the real benefits of these advances.”

Murray notes that there have been many advances

spot L IGHT

As consumers continue

to shop for bargains,

outdoor-furniture mak-

ers are committed to

creating stylish, durable

designs that are also

affordable.

by CHERYL DANGEL CULLEN

value-driven designw

in technology andpredicts that com-panies that canmanufacture theirown resin will have

a competitive edge. “If you have the rightformula for the resin, there is no need for athird-party resin supplier. Done properly, in-house resin making helps keep costs down,helping to provide better value,” he says.

Ilse says, “Outdoor Lifestyle has alwaysbeen a market leader, when it comes todurability. We offer a 15-year warranty onour cast frames, and we have a warrantyreturn rate of less than 0.05%, which Ihave yet to hear of any other manufactur-er being able to match.”

He continues, “We are also the onlymanufacturer that has warranties for itscast furniture against freezing damage,which speaks loudly for the technology weuse to produce superior-quality products.This is all done in an environmentallyfriendly manner, and we are proud found-ing members of the prestigious SustainableFurnishings Council. Environmental issuesare playing an ever-increasing part of con-sumer’s buying decisions.”

In 2010, Gensun Casual Living(Ontario, California) opened a new pro-duction facility with an updated paint sys-tem, cast foundry processes, and qualityinitiatives. Jan Trinkley, vice president ofsales and marketing for Gensun, says,“These items definitely contribute toproduct improvement, but using the bestmaterials, paying attention to detail, andconsistency continue to be the best meth-ods to achieve quality and durability.”

BUILDING IN LASTING STYLENearly as important as durability is

timeless design. “Consumers are lookingfor furniture that will last, both in designand structure. They are expecting to ownand enjoy their furniture for many moreyears than in the past. They want it tolook good five, 10, and even 15 years downthe road—and still be stylish. Cleaner

designs: These styles are less likely to ageover time,” Ilse says.

The goal, for manufacturers, is to offerall these things at prices below expecta-tions, giving consumers a better-than-aver-age value for their money. “This is wherewe are focusing or product designs for thefuture,” Ilse adds.

Trinkley says, “In the midmarket andup, the trends continue to be style, cus-tomization, and value. Customers areinterested in decorating their outdoorroom with their style and color. They areshopping and comparing, both online andin stores, for the right look and best value.”

Whether customers shop in person oronline, their lists of must-have features arelong. Topping the list is price. Gaylord says,“Agio has put a lot of effort into meetingthat demand by adding collections that fallinto the price rangeunder $2,000.”Peppler adds, “Deepseating groups are alsoon the rise—in part,due to new collec-tions in all-weatherwicker that customersreally seem to love.”

Rogers agrees,reporting that OWLee sells more deepseating than diningsets. “Showroomfloors are trendingtoward deep seating,modular seating, and lounge seating. Ithink the outdoors is becoming a destina-tion before or after dinner, especially incooler climates. The outdoors is a placeto relax, so people are putting relaxedseating outside.”

Gaylord says, “You’ll see that peoplewho really like entertaining outdoors arestarting to look for larger dining groups—ones that seat eight to 10 or more. Ournew collections include groups that will fitthe bill for these customers.”

Ilse counters, “Bigger is not always bet-

ter, and bigger furniture requires morematerials (and therefore, increased costs).We believe that the lines and designs ofstyles in the United States will becomemore elegant and stylish. Decorativedetails will be toned down and cleaner,and the size of furniture pieces will getscaled down because, for many years, theretail U.S. market looked for traditionaldesigns, with larger-sized pieces of furni-ture. Deep seating kept getting bigger, anddining chairs and tables became oversizedand very decorative.”

This trend, Ilse says, contradicts themovement toward the cleaner, simpler linesand smaller sizes of European designs. “Awell-known furniture designer recently toldme that cleaner, simpler lines—not contem-porary, not traditional, not transitional, notU.S.-styled, and not European-styled, but ablend—are what will sell,” Ilse says.

MANUFACTURING FOR EVERYONEA blend might be the right description,

as manufacturers try to offer somethingfor every taste. “Traditional and classic arestill the heavyweights, with approximately80% of the volume, and contemporary isabout 20% and rising. These designs aremost popular in consumers’ homes and arewhat they focus on for their outdoorrooms,” Trinkley says, noting that womencontinue to be the main shoppers andbuyers. “They are looking for style, color,and value to decorate the outdoor room,as they would for any other room in thehouse,” he says.

Ebel says, “The latest trends we’ve seenare in lighter frame colors, a demand formore contemporary designs (not ultracon-temporary), and more of a demand for


Page 20, top: NorthCape International’s Tybee collection

Page 20, bottom left: Agio’s Martinique deep seating collection

Page 20, bottom right: Gensun’s Michigan deep seating is amongthe company’s best sellers.

, top: OW Lee’s Luxe 30 wrought-aluminum modular deepseating and its Largo firepit (with a natural-slate hearth top)

Page 21, middle: Ebel introduced the Cannes contemporary collection in 2010.

Page 21, bottom: Outdoor Lifestyle’s aluminum Jazz collection features a 15-year limited residential warranty.


cleaner lines.” She clarifies,“Contemporary-styled collections are defi-nitely on the rise in sales, but traditionaland transitional are still extremely strong.”

Ebel continues, “Contemporary lookshave been huge in urban showrooms for awhile. They have become increasingly pre-dominant in consumer-based home anddesign magazines, which seem to encour-age the trend to move beyond urban mar-kets. From appliances to living room andbedroom furniture, it seems to be an over-all trend that is reaching all the way intooutdoor furniture.” The trend started with“consumers in larger cities and urban areas,and consumers along the coasts—but nowthe trend is becoming more mainstream,”she says.

Murray says, “Contemporary looks thatwill work in more traditional settings seemto be the driver. Designs need to be comfycontemporary to appeal to the main-stream.” He argues that years of seeingcontemporary designs in more traditionalclubs and hotels have made the combinedlook more mainstream. “There are newresin extrusions that are changing and soft-ening the sharp contemporary lines, help-ing to broaden demand for the more con-temporary looks,” Murray adds.

WHAT SELLSAt Agio, “Taking the economy and

price points into account, Alumicast® andsling collections continue to be customerfavorites,” Peppler says, reporting thatAlumicast dining and deep seating collec-tions (such as Heritage and Ashmost) aretop sellers. Martinique, one of Agio’s all-weather–wicker groups, continues to bepopular with homeowners. “Outdoor fireis always a crowd pleaser, which is whyfirepit chat groups—like our Haywoodcollection—are also popular with our cus-tomers,” Peppler says.

He adds, “Traditional designs still takethe lead, with deep seating growing withevery season. Leading deep seating are tra-ditional/transitional sofas, seating,ottomans, and side tables, but we’re alsonoticing that pit groups, semicurved sec-tionals, and other unusual configurationsare getting some play.”

Peppler notes that traditional andtransitional designs make up 95% ofAgio’s business. “As far as accessoriesgo, lighted table accents are emergingas a trend, so we continue to developnew options in that area,” he says. Agioalso continues to add new, multistepfinishes to its aluminum frames,

Gaylord says, “so that customers canhave the look of genuine natural wood,rattan, and other materials, but on aproduct that will last them years andyears. Again, it’s all about value andquality coming together.”

Gensun’s best sellers across market areasare Grand Terrace, Bel Air, San Marino,and Michigan. “Other collections sell well,depending upon customer taste and mar-ket area. Corona and Seville sell well inclassic and contemporary settings, and theGrand Terrace and Florence wicker andfabric sling collections introduced this yearare also selling very well across the coun-try,” Trinkley reports.

At OW Lee, the best sellers continueto be plush deep seating and firepits.“Our materials, wrought iron andwrought aluminum, lend themselves to amore traditional look. We have a coupleof more contemporary, transitional stylesthat are gradually taking hold, and salesare trending up slightly, so we’re lookingat designs that are transitional in theirlook,” Rogers says.

NorthCape International’s biggestsellers are its Charleston, Berkshire,Malibu, Tidewater, and Tybee collec-tions. Sales are 65% traditional and 35%

contemporary. “Four years ago, it was95% or more traditional and 5% or lesscontemporary. We have been proactiveto meet the market demand with a betterbalance of products,” Murray says.

Ebel says, “Ebel’s line is diversified,from traditional to transitional to contem-porary, so we have something for every-one. One of our best sellers is Cannes, acontemporary collection introduced in2010. Sales of Cannes in both residentialand commercial applications are a clearindicator that more contemporary stylesare in demand.”

With so many designs to choose from,it is not surprising that increasing numbersof consumers are buying outdoor furniturefor their interiors. “Indoor trends are driv-ing outdoor design today more than ever,which is one reason that you’ll see moreindoor retailers adding outdoor productsto their mix,” Gaylord says.

That is shaking up the market and pro-viding some new opportunities. Rogerssays that OW Lee has its share of indoorcustomers, but would gladly take more. “Ido see an opportunity here. I just thinkmanufacturers need to choose the type ofindoor-furniture retailer that works forthem,” she says.

®

With industry exclusive features, an outstanding selection of outdoor kitchen options, and over 70 years of grilling excellence,

Fire Magic is My Choice.Circle Reader Service No. 22

spot L IGHT

http://www.rhpeterson.com


http://www.owlee.com


marketing

nce a temporary sign wasplaced in the window—and even before merchan-

dise was shipped to the store—resi-dents of Bergen County, New Jersey,showed their delight that retail land-mark Harrow’s was reopening inParamus. “Before we opened, our cus-tomers were calling us and stoppingin; they were very excited to see usback,” Mark Sullivan, buyer, recalls.The enthusiasm that greeted the June2009 return of Harrow’s to NewJersey has also translated into tangibleresults: “Our sales have been verystrong,” Sullivan adds.

Established in 1927, the Harrow’sname was intended to pay homage toHarrods, the famed English depart-ment store, after one of the originalfounders made a trip to London.Upon his return to the United States,he mistakenly recalled the name as

Harrow’s, and a single store eventual-ly grew (over the next 80 years) tobecome a casual outdoor retail pow-erhouse, with eight locations in NewYork and two in New Jersey.

The chain was renowned in theregion for its seasonal merchandisingformat, which focused on above-ground swimming pools and acces-sories, spas, patio furniture, grills, andone of the largest selections ofChristmas trees and decorations. Allstores closed in late 2006, when thecompany filed for Chapter 11 bank-ruptcy protection.

The chain made a quick turn-around after Ken Ehrlich, son of oneof the original founders, bought thecompany’s name, along with rights toits logo and Internet domain name, inearly 2007. Two Long Island storesopened in August 2007, and thechain now includes a total of six

stores in the New York City area—four on Long Island and one inWestchester County, in addition tothe Paramus store. “We didn’t reallymiss a season; we shut down, butwere back up in a few months,”Sullivan says.

Today, Harrow’s focuses primarilyon patio furniture, accessories, and itsseasonal Christmas business. Sullivancomments that the Harrow’s brand iscommitted to offering customers thebest value in merchandise that isavailable in the marketplace. “Weshop to try and cover a broad spec-trum—to carry something for every-body,” he says. Sullivan, who has beenwith Harrow’s for 16 years, startedwith the company as assistant manag-er, moving to positions as store man-ager and district manager before serv-ing in his current role as buyer.

The company’s stellar lineup of

manufacturers includes outdoor casu-al lines from Tropitone, Winston,Lloyd/Flanders, Prestige, and Mallin,as well as Casa Casual, Hanamint,Alfresco Home, Beka Casting, Agio,and Treasure Garden. There are alsobilliard tables from Beringer andabove-ground pools from BackyardLeisure Pools.

Located in one of the highest-income counties in the United States,the Paramus store caters to a decided-ly upscale demographic. Sullivan says,“The economy is coming back, andwe are still selling at the high end

MANEUVERS

Harrow’s reinvented itself

in 2009, with a stronger

focus on casual furniture.

TheHarrow’s

Top: When the Harrow’s chain rebounded in

2009, outdoor casual lines and accessories

were given more prominent positions.

Bottom: Mark Sullivan, buyer, has been

with Harrow’s for 16 years.

O

Legacyby KIMBERLY RODGERS photography by RONNYMILLS STUDIOS


http://www.northcapeinternational.com


with no problem. We are in a nice areahere in Bergen County, with Tropitone,Winston, and Hanamint being some ofour best-selling vendors, and they aremore on the upper end.”

He adds, “As long as we do our home-work on our product knowledge, we willcontinue to do well.” That product knowl-edge also extends to knowing what thecompetition is offering. With a few otherspecialty retailers located nearby and ahost of mass merchandisers in Paramus(one of the largest shopping meccas in thecountry), Sullivan says, “We train oursalespeople extensively on the differencesbetween our products and theirs. Thereare differences between a chair that wehave for $200 and one at Home Depot for$50, and it is our job to explain those dif-ferences to the consumer.”

Because the Paramus location used tobe the home of an interior-furniture store,there are many internal walls in place, socollections can be artfully set up in fully

merchandised vignettes. Sullivan says,“The space is very conducive to displayingoutdoor furniture. We can take a patio setand highlight it by painting the walls tocorrespond to the cushion color.”

Eight employees work at theParamus location; almost all of its18,000–square-foot space is exclusivelydevoted to showroom areas. All ware-housing, distribution, and deliverycome from two off-site warehouses(except for some cash-and-carry items,such as umbrellas and chair cushions).

The Harrow’s chain had been known asthe go-to retailer in New York and NewJersey for above-ground pools, related toys,and equipment. Pools and accessories arestill available at Harrow’s and are on dis-play at its Long Island locations, but patiofurniture has definitely taken center stage.The Paramus location does not have anypool displays, but it does stock pool equip-ment, toys, and chemicals—and it can sellan above-ground pool, if someone wants

one. “This is more in-ground–pool territo-ry here,” Sullivan says.

Harrow’s is also the place where thearea’s residents traditionally go, during theChristmas season, for the chain’s dazzlingholiday displays. Sullivan says, “There iseverything you can imagine surroundingChristmas, from trees and lights to ceram-ic houses, wire sculptures, and wreaths.Anything you can find in a Christmasshop, you will find here.”

Harrow’s meets regularly with an out-side advertising agency to design andplace weekly print ads in selected newspa-pers in the Paramus region. The weeklyads are also linked to the chain’s website(www.harrows.com). There is no onlineselling; however, the website displaysalmost 50 color photos of patio-furnitureproducts, along with the manufacturer’sname. There are photos and informationon other Harrow’s market segments,including Christmas trees and trims,backyard, pool/spa, and billiards prod-

ucts. The locations and hours of all sixstores are also shown online.

Deep seating is becoming more popularwith Paramus buyers, but cast dining col-lections are the hottest items. A populartrend that Sullivan has noticed is that con-sumers are moving toward larger pieces.He says, “Everything has to be bigger, espe-cially table sizes. The customer who wantsa smaller table and four chairs is odd rightnow. People currently want six, eight, or10 chairs, and 60x80-inch tables are themost popular.”

Offering exceptional customer service hasbeen a key ingredient in the company’s suc-cessful return to the outdoor-retail landscape.Sullivan says, “It’s important to educate ourcustomers, as well as to stand behind ourproducts. We deal with very reputable ven-dors who also stand behind their products.The bottom line is that we will make ourcustomers happy and offer them what theywant. We like to make it fun, since we areselling fun for the outdoors.”

marketing MANEUVERS

Big-name Companies Endorse 303 Productsby KIMBERLY RODGERS

T he name that hundreds of manufactur-

ers in the aerospace, marine, automo-

tive, and outdoor-furniture industries consis-

tently recommend to clean, protect, and

extend the life of their products is 303®

Products, Inc. (Palo Cedro, California).

Leading organizations—from Thor

Industries, the world’s largest manufacturer

of recreational vehicles, to West Marine, the

U.S. Coast Guard, and top manufacturers

Sunbrella® and Viro®—know and trust the

quality of the offerings of 303 Products.

Lustrous, rich looking, simply amazing,

and impressive are just a few of the

descriptions that one finds in online cus-

tomer reviews written by happy customers

after using solutions from 303 Products.

The company’s formulas are well known

and are acknowledged as the premier

products for cleaning and protecting a

variety of plastics and fabrics.

Dennis Praegitzer, founder and CEO, cre-

ated the original 303 Products formula in

1980 (for the aviation industry) to provide

protection from the effects of ultraviolet (UV)

light for certain materials used in aircraft.

Over the years, Praegitzer expanded the 303

Products family to the many markets that it

serves today. In 2002, the company intro-

duced 303 Products to the outdoor casual

industry for cleaning, protecting, and extend-

ing the life of furniture fabrics, vinyls, poly-

ethylene, and other materials.

To help dealers drive sales, the company

launched a free-sample program in 2010 for

outdoor-living retailers selling 303 Products’

lines in the United States and Canada.

Participating stores receive a display contain-

ing free consumer samples of 303 Patio

Furniture Protectant™. An informational

color pamphlet is attached to each sample;

each display contains 50 samples.

Dealers can simply call the toll-free tele-

phone number on the back of the display

when those samples start to run low; 303

Products will send replacements. All costs

associated with the sample program are paid

for by 303 Products.

Roger Dyer, senior vice president, says,

“We’ve used this program in our other mar-

kets for over 10 years, and it is easily the most

successful promotional program we have ever

had. Consumers love it—and dealers love it

because it very dramatically drives sales, it’s

easy to use, and it costs the retailer zero.”

Another big benefit of participating in

the program is that retailers have sales driv-

en from other markets to their locations

because the stocking retailer is listed on

303 Products’ website. Dyer says, “Our

website is very busy and totally designed to

give consumers information that they need

and direct them to a retailer near them.” He

comments that in the company’s other mar-

ket segments, retailers using the free-sam-

ple program on a continuous basis sell five

to 10 times more products than are sold by

those who do not participate in the program.

The sample program also

presents a good opportunity for

retailers to help educate con-

sumers on the benefits of the

proper care and cleaning for out-

door furniture. Many buyers are

unaware that outdoor fabrics and

frames need to be cleaned and

treated periodically—not only to

keep furniture looking great, but

to restore the water-, soil-, and

stain-repellent treatment

applied to products during the

manufacturing process.

303 Fabric/Vinyl Cleaner™ is

the best choice for cleaning outdoor fabrics

and for removing dirt, bird droppings, soil,

and stains before retreating furniture. It con-

tains no soap, detergents, or solvents and is

nontoxic and biodegradable; it rinses off

without leaving any residue.

303 High Tech Fabric Guard™ restores

lost water and stain repellency to factory

levels, protects against stains, and impedes

the formation of mildew. 303 Patio Furniture

Cleaner™ is ideal for cleaning powder-coat-

ed metal, iron, teak, resin, stainless steel,

vinyl, and plastics. This product uses a pro-

prietary blend of agents to lift and suspend

surface contaminants, which can then be

wiped away easily.

303 Patio Furniture Protectant™ is for

use after furniture is cleaned and provides

powerful UV-screening protection. When

applied, it also adds a finish to repel soil,

sweat, body oils, and atmospheric contami-

nants. It can be used on powder-coated

metal, all-weather wicker, vinyl and other

plastics, and stainless steel. To showcase

these products, the company offers a free

corrugated or furniture-grade floor display,

along with informational pamphlets.

Dyer encourages outdoor-living dealers

and retailers to take advantage of 303

Products’ free-sample program to help

educate their customers. He says, “As

more people quit traveling and spend an

increasing amount of time in the outdoor

lifestyle, it makes sense that they will also

become more educated and informed

about the proper care, cleaning, and pro-

tection of their patio furniture and will

seek out the right products.”

303 Products launched a free-sample program in 2010 for out-door-living retailers carrying the company’s products. Eachdisplay contains 50 consumer samples of 303 Patio FurnitureProtectant with informational color pamphlets.


http://www.sunbritetv.com


hearth RETAILER

here is much to be said for a fresh start.Just ask Phillip Schroeder, owner of The

Fire Place of Palm Desert (California).Schroeder began as a fireplace installer 10 yearsago; he fell in love with the hearth industry, andtoday, he is dreaming of what he wants to do nextto turn his shop into something special.

His 2,700–square-foot store is located in theworld-famous El Paseo shopping district, on thesame street as Fendi, Gucci, and Burberry shops.While his store has long been a favorite of well-to-do locals, Schroeder has begun to update its show-room, merchandise, and service to meet the chang-ing needs of customers.

When Schroeder started in the hearth industry,in 2001, he was making $8 an hour as an installerfor Palm Desert Fireplace. He took the job becausehe was looking for anything that could help himpay his bills. “I was a decent installer—not a greatinstaller—and my heart wasn’t really in it,” he says.

Schroeder had been in sales and had managed aninterior-design company, as well as several furniturestores; all of these positions were a far cry from hisjob at the fireplace store. As an installer, every timehe would visit a customer’s house, he would manageto sell a fireplace accessory that was available back atthe store.

“I think I took an order at almost every stop,” heremembers, emphasizing that his sales approachinvolved very low pressure. Once, he even sold a$15,000 set of andirons that perfectly finished a fire-place that he had just installed. It was at that point

that the store owner realized that he was underutiliz-ing Schroeder as an installer, so he put him on thesales floor. After just a short time, Schroeder helpedincrease the store’s business more than 300%. “I hadfound my place,” he says.

A NEW BEGINNINGIn 2010, the owner of Palm Desert Fireplace

decided to close the store. In August, Schroederreopened a new store, in the same location, as TheFire Place of Palm Desert—with a whole newvision for the future. Before the grand reopening inNovember, he gave the store a much-neededfacelift by replacing worn-out carpeting with styl-ish acid-washed concrete and repainting the blackwalls in warm tones of manila, tobacco, and brickred. Schroeder also remerchandised the entireshowroom and updated the product mix.

“I named the store The Fire Place of PalmDesert because it is a place of all things fire,” heexplains, adding that he carries everything fromfireplaces to candles and novelty lighters. “Asunusual as it sounds, I sell every lighter anyonemight want, in 30 different colors, includingthemed lighters with futuristic designs and logosfrom sports teams and the military,” he says.

The store carries indoor and outdoor fireplacesand gas logs, in all price ranges, from manufactur-ers including RH Peterson Company, Rasmussen,FMI Products, and Napoleon. Schroeder offersbiofuel fireplaces for people who can’t have direct-vent or B-vent units in their houses.

Top: The Fire Place of Palm

Desert is more than a hearth

store: It’s the place for all things

related to fire.

Bottom: Phillip Schroeder,

owner of The Fire Place of Palm

Desert, is making his vision for

the store a reality.

a workin progress

The owner of a California fireplace store is transforming it into anupscale destination for customers and designers.

by SHARON SANDERS photography by BRIAN HELDER

t

For more information, please visit A brand of Monessen Hearth Systems Co.

Inspired by nature and hand-painted in life-like detail, this log set offers a truly unique and realistic look.

The optional enhancement kit (shown) provides two additional logs for a more robust stack, perfect for taller fi replaces.

With a remarkable 99% effi ciency rating, this vent free gas log set maximizes heating operation

to provide optimum fuel savings.

For the fi rst time, Monessen offers the exclusive Signature Command™ system on a vent free log set, complete with electronic ignition (no standing pilot), automatic battery

back-up, and 3-step fl ame height adjustment.

With incredible realism that can only come from Monessen and exclusive technology designed to create an authentic and lively fl ame, our new Stony Creek log set is the perfect solution for just about any room.

Hand-painted in life-like detail


http://www.monessenhearth.com


Buttercup yellow, robin’s-egg blue, mint

green, flamingo pink, and candy red:

All colors that are not typically associated

with kitchen appliances. For Canadian manu-

facturer Elmira Stove Works, these finish col-

ors, along with authentic vintage styling, are

what give its custom-built products their

unique personality. The company’s nostalgic

line of antique- and retro-styled kitchen

appliances (all of which feature today’s tech-

nology) are becoming fashionable additions

to houses across North America.

Tom Hendrick founded Elmira Stove

Works in 1975 in Elmira, Ontario, after

spending years selling wood-stove parts to

the local Amish and Mennonite communities

from his hardware store. His first stove was a

basic wood-burning cookstove that quickly

became a favorite beyond the boundaries of

the little town of Elmira. People would come

from all over to buy the stoves for their hous-

es, cottages, and cabins.

Eventually, Hendrick started to sell the

stoves through other retailers, and in the late

1980s, the company launched a series of

antique ranges (powered by electricity and

gas) as an upgrade from the wood-burning

cookstoves. As the products grew in popular-

ity and visibility, Hendrick began developing

the models that have evolved into the com-

pany’s current state-of-the-art appliances.

Elmira Stove Works has expanded its

products to include a complete kitchen

series: side-by-side and French-door refriger-

ators, microwave ovens,

wall ovens, and panel kits

for dishwashers. The com-

pany’s 1950s-styled

Northstar refrigerators

received such an outstanding

response from consumers that the

company created a complete line of

Northstar retro products, including

retro ranges, matching exhaust hoods,

microwaves, and dishwasher panels.

In 2009, the company introduced the

Fireview, a modern version of its original

cookstove (which it hasn’t made for over 20

years). The Fireview is a wood-burning

stove—with an oven and a cooktop—that

can heat one’s house as well. True to its

name, the stove has a viewing window in the

firebox that provides a perfect view of the fire.

Its high-efficiency technology reduces

wood consumption by up to 40% over that

of traditional cookstoves, reducing fuel use,

wood splitting, and loading—and letting

users easily achieve an overnight burn. Tony

Dowling, business development manager,

says, “The Fireview goes back 150 years to

the way people used to cook and heat their

homes. Today, people use it in their cottages

and cabins, or as a second stove in their

main residences.”

According to Dowling, most people fall in

love with Elmira Stove Works’ products the

first time that they see them. “Some people

are attracted to our products because they are

unique, while others

are drawn to them because

they take them back to a happier time. No

matter what the reason, they are real show-

stoppers and a conversation piece in any

kitchen,” he says, adding that the products’

performance equals or exceeds that of any-

thing at a comparable price on the market.

“We build them to do what they are intended

to do, and we build them to last,” he says.

Elmira Stove Works plans to continue

expanding its distribution throughout Canada

and the United States in the coming years. It

is investing heavily in consumer and trade

advertising to raise its visibility, and it is work-

ing closely with retailers to get its products

onto the right showroom floors. The compa-

ny sells primarily to high-end–appliance deal-

ers and specialty hearth retailers.

“We really like the fact that hearth shops

make the effort to get to know our products

and look after their customers,” Dowling

explains. He adds that hearth retailers do

really well with the entire line, from stoves to

bar refrigerators and ovens. “Customers

doing home remodeling or furnishing a sec-

ond home are thrilled by the fact they can

get all their appliances in one place,” he

says.

Dowling adds that Elmira Stove Works

offers the kinds of products that retailers can

use to carve out a unique piece of business

for themselves. He says, “We have been

around for 35 years, we know that our prod-

ucts sell, and we know that retailers can

make good money selling them.”

hearth RETAILER

Top: Elmira Stove Works' nostalgic

appliances add a unique touch to

any kitchen.

Bottom, from left: the Fireview wood-

burning stove, the Northstar range,

and the Northstar refrigerator

For those customers who want to gain the romance of afire by just turning on their televisions, the store even sellsDVDs with soothing images of a crackling fire. “I want ourstore to be a place for both the serious hearth customerand someone who just wants to bring a little fire into his orher life,” he says.

LISTENING TO CUSTOMERSAfter working at the store for many years, Schroeder

began noticing, over the past five years, that customers’ buy-ing patterns were changing. Even the most wealthy cus-tomers (who would drop $15,000 without hesitation) arenow trying to spend less money, so he has made adjustmentsto keep their business. “Frugal is the new cool,” he explains.

The store has always been known for its custom ironfireplace doors, screens, tool sets, and andirons, but theywere expensive (with some doors costing more than$2,000). So that the store can continue to offer customservice to customers, Schroeder has partnered with a newiron maker who is able to create beautiful, well-made ironproducts for about half the previous price—with a quickerdelivery time.

“This change has allowed us to keep offering the cus-

tom items that we are known for, while maintaining agood margin,” he explains. Schroeder also works closelywith Stone Manufacturing Company (Gardena,California) for special-order doors, as well as recreations ofantique tool sets and andirons in bronze, copper, and brass(with hand-applied finishes).

Recently, Schroeder started to sell iron sculptures for thefireplace that have generated a lot of interest. One of the mostpopular is a series of three waves that come up from the fire-box floor, with a burner system behind them. The bottom iscovered with three inches of crushed glass, making it appearas though the waves are coming out of the glass, in front ofthe fire. “Customers (especially the contemporary crowd)come to us for products that are not the norm, and we areable to give these to them at a price they can afford,” he says.

Since Schroeder took over the shop, he has been spend-ing extra time building stronger relationships with interiordesigners and builders in the area. “I know that our uniqueand custom products are something that their clientswant,” he says. It is not uncommon to see him sitting downwith interior designers and pulling up images on his iPadto give them ideas for a design project. “We can make any-thing they want. I think word has spread that we have

stepped up our game, and I am getting new clients everyweek,” he adds.

To Schroeder, just as important as the store and itsproducts is its service. “If you don’t have good service,you just have a room full of merchandise,” he says.Schroeder feels that it’s hard to find good service today,and he intends to bring back the customer service of yes-teryear, when everyone was treated as special. “I wantpeople to come into the store, get everything exactly asthey want it, and feel that they are our most importantcustomer,” he explains.

For the next few years, Schroeder has even more bigplans for The Fire Place of Palm Desert. He is bringing inpatio furniture to complement his outdoor hearth offer-ings and hopes to remerchandise his showroom further.His vision for the showroom is to inspire customers withvignettes that recreate a room in the house—such as afamily room, kitchen, or bedroom with a gorgeous hearthas the focal point. He is even looking at the possibility ofexpanding or relocating the store for added space.

“I have so much going on in my head I almost can’t sleep,some nights,” Schroeder says. “Every day holds a new possi-bility, and I do my best to pass that on to my customers.”

Elmira Stove Works Focuses on Vintage Designsby SHARON SANDERS


http://www.empirecomfort.com


outdoor GRILL ING

Right: Outdoor Dreamscapes’ high-end

design projects have caught the attention

of local outdoor-cooking enthusiasts,

which has helped open their eyes to a

whole new way to entertain.

Bottom: Marlene Boucher and Dennis

Giancola, owners of Outdoor Dreamscapes,

built a 4,000–square-foot designer show-

room in North Olmsted, Ohio, in 2007 so

they could better share their vision for the

good life outdoors.

grill arlene Boucher and Dennis

Giancola have always lovedto cook and entertain. When

they bought a new house in Avon, Ohio,10 years ago, they were excited finally tohave the space to build the outdoorkitchen of their dreams. After researchingmany options, they discovered that if theytruly wanted their dream outdoorkitchen, they would have to create itthemselves.

This project was the launching pad forOutdoor Dreamscapes L.L.C., the cou-ple’s custom outdoor-living design/build-ing company. It is helping to change theway that people in the Cleveland area

enjoy time outdoors with their familiesand friends.

Until 2001, when Boucher andGiancola finished the project in theirbackyard, most people in the area hadnever even heard of an outdoor kitchen.“Our neighbors were curious to see whatwe had built. Our kitchen had all stainless-steel appliances, custom outdoor cabinetsthat were finished with stone, and granitecountertops. I think most people thoughtit was just going to be a grill with somebrick around it,” Boucher remembers.

After seeing the reaction from theirfriends, she and Giancola knew that therewas a need for a company like Outdoor

Dreamscapes. The only options for out-door kitchens, at that time, were availablethrough landscapers or builders—andwere limited (at best). “An art and sciencego into building a functional, beautifuloutdoor kitchen,” she adds. “We knew wehad the recipe to give people what theywanted.”

In 2007, Boucher and Giancolaopened a 4,000–square-foot showroomin North Olmsted that has become thecenterpiece of Outdoor Dreamscapes.Their vision was to create a design centerthat would inspire clients by showingthem the possibilities for an outdoor-liv-ing space. It also serves as a place for the

company’s consultants to sit down withclients and help them design spaces to fittheir individual lifestyles.

“With the times we are going throughright now, people are choosing to spendtheir money to create retreats they canrelax in and enjoy for many years, insteadof spending it on one-time vacations,”Boucher says, adding that an outdoorroom is also a great investment because itadds value to one’s property.

Local homeowners, designers, andarchitects typically make OutdoorDreamscapes’ showroom one of their firststops when they start planning an out-door living project. It features two largepatios that are built to look like outdoor-living areas, complete with 11-foot and27-foot kitchens. Both kitchens have allthe finishing touches, including travertinepavers, granite countertops, stainless-steelappliances, patio furniture, water features,a pergola, and a see-through fireplace.

There is also a separate display area forshowing off all the outdoor appliancesthat one would need to outfit an outdoorkitchen, including grills and smokers(from DCS, Twin Eagles, Fire Magic, andBig Green Egg); True® stainless-steelrefrigerators; and insulated stainless-steeldrawers. Boucher and Giancola custommake all of the cabinets to fit each indi-vidual project, using the best materialsavailable—including stainless-steel doors

MOutdoor Dreamscapes helps customers create

perfect outdoor settings for cooking and relaxation. by SHARON SANDERS photography by KURT SHAFFER

andchill


http://www.bullbbq.com

Ronda Outdoors (Santa Monica,

California) has introduced something

new and innovative for the outdoor kitchen:

a sleek line of stainless-steel components

designed to

keep food and

beverages hot

or cold safely,

without the

need for

electricity.

Ronda’s

stainless-

steel doors,

drawers, and accessories have

been engineered to store food at tempera-

tures ranging from –2 to 140 degrees.

An Italian company established in 1967,

Ronda Outdoors is known as a leader

throughout Europe for its premium line of

stainless-steel components for the commer-

cial food-service, restaurant, and bar indus-

tries. The company first previewed its line of

outdoor food-storage products, specially

developed for the U.S. barbecue market, at

the 2009 HPBExpo in Reno, Nevada.

Dirk Ahlborn, chief of operations, says,

“The company always wanted to come into

the U.S. market and knew the barbecue mar-

ket offered a good possibility.” The ground-

work was then laid for a successful

September 2010 U.S. launch, including the

opening of a sales office in California and two

distribution

centers (locat-

ed in Atlanta,

Georgia, and

Torrance,

California).

Ronda

Outdoors’ full

line of prod-

ucts includes

insulated and

non-insulated

drawers,

doors, food

containers and

lids, sinks, and

a waste con-

tainer. All are

manufactured

of 304 stainless steel; are NSF International

certified; and are designed in a simple, classic

style, to integrate seamlessly into any

encased outdoor kitchen or cooking area.

Ronda Outdoors components also save on

energy bills through their eco-friendly func-

tion. Ahlborn explains that the company’s

insulated drawers (available in single-, dou-

ble-, and triple-drawer models) work as an

outdoor refrigerator or warming unit without

the need for electricity.

He says, “The casing on our products has

a special material that keeps in either cold or

heat.” The main course, side dishes, or bever-

ages can be put directly on ice. In a double-

drawer unit, ice or hot water placed in the

lower drawer keeps food either cold or warm

in the top drawer.

No water, insects, or dirt can get in

because a hermetic seal in all products keeps

drawers completely tight. Non-insulated

drawers are designed to hold canned and

boxed food, as well as utensils. Rounded cor-

ners on all drawers make them easy to slide

out for quick cleaning.

Given the environmental benefits, cost

savings, and genuine simplicity that Ronda

Outdoors products offer the consumer,

Ahlborn says, “It just makes more sense,

instead of buying an outdoor refrigerator, to

get an insulated drawer. You use it more easi-

ly, and in the end, it’s less expensive.” In

addition, Ahlborn believes that Ronda

Outdoors products are the only outdoor food-

storage accessories that feature such unique

benefits as NSF approval and an airtight/

watertight seal. He says, “We have a very

special product.”

Ronda Outdoors is currently building its

base of outdoor specialty dealers and sales

representatives throughout the United States.

Ahlborn says, “We are adding retailers every

week. Now that the season has started, the

retailers who have our products on display

have actually seen quite good sales numbers.

If retailers are motivated and explain the prod-

uct, everybody then understands the reasons

that they should buy it.”

Having initially concentrated on the

California and Florida markets, Ronda

Outdoors is now working on setting up rep-

resentation in other states. The company’s

approach is to work with dealers as studio

partners. Certain requirements include a

commitment from the dealer to set up a dis-

play of Ronda Outdoors products and to

promote the line actively.

Ahlborn says, “We work together with

our partners so that the cost of the display

is recovered, and we also offer retailers

constant marketing support.” In addition,

studio partners receive a premium discount

in return for their commitment. Ronda

Outdoors is also developing a second prod-

uct line for the U.S. market; it will have

many of the same high-quality features as

the original line, but at a more competitive

price point.

Ahlborn would like Ronda Outdoors to

become a familiar name as the go-to alter-

native for outdoor food storage. “There are

a lot of great grill companies here that have

great products and do their job really well,

but in terms of doors and drawers, it is only

a side product for them and not their main

focus,” he says. “What we want to be, in a

few years, is the accessory company—so

that when customers come into a retail

store, they ask for Fire Magic or Lynx grills

and Ronda Outdoors drawers.”


outdoor

and drawers made in the United States. “Customization issomething that really sets us apart,” Boucher explains.

BRINGING CUSTOMERS THE BESTOutdoor Dreamscapes makes it a priority to stay in tune

with the latest developments in outdoor-living designs andproducts so that it can offer the best options to its clients.Boucher explains that Ohio is a very traditional state, andthat many people in the area are typically hesitant to embracenew trends. “We bring in ideas and looks that we are prettycertain our customers will like, even if it causes them tostretch a little bit. That’s why the come to us,” she says.

This year, Boucher has found several new products thatshe thinks will appeal to clients, including the first UL-rated outdoor dishwasher (by Kalamazoo OutdoorGourmet) that can withstand extreme heat and cold with-out damage, in addition to the UL-rated outdoor blender.“Most people want to incorporate many different compo-nents into their outdoor kitchens, so they don’t have tomake repeated trips back to their houses,” she says. One ofthe fastest-growing trends is the outdoor wood-fired oven,which can be used to bake anything from pizza to chick-en—and even cookies.

Boucher also carries food-safe insulated drawers byRonda Outdoors. The stainless-steel drawers are

approved by the Food and Drug Administration and cankeep food cold for up to two days. They are a great way tokeep meat and other perishables cold when there is nomore room in the refrigerator, or they can be used as arefrigerator alternative.

Boucher says that while her clients are willing to spendmoney to create outdoor kitchens and living areas, they aremore selective, and they want high-quality products thatwill last. One piece of advice that she and her design teamalways give, when it comes to outdoor kitchens, is not tocompromise when it comes to the grill—because a grill isthe heart of any outdoor kitchen. “Sure, you can buy aninexpensive grill from a big-box retailer, but your foodwon’t taste as good. A good grill will heat food up to 1,200degrees to lock in the flavors,” she says.

She continues, “That’s not to mention the fact that aninexpensive grill won’t last; therefore, you will be replacing itevery few years.” Boucher is also a serious fan of the BigGreen Egg, which she regularly recommends to her clients.“We often have cooking demos, and when people taste foodthat has been prepared on the Big Green Egg, they want toincorporate one into their kitchens,” she explains.

REACHING FOR GROWTHOver the past decade, Outdoor Dreamscapes has

designed and built many beautiful outdoor-living areasfor houses of every size, and the company is slowlychanging people’s perceptions of what can be done withan outdoor space. Recently, the company’s work caughtthe attention of local restaurant owners planning toupdate or expand their patio areas. “There is always aline of people waiting for patio seating; therefore, it justmakes sense to make patios bigger and nicer by addingfireplaces, firepits, heaters, and even outdoor kitchens,”Boucher says.

So far, all of the restaurant projects have been hugelysuccessful, especially when they included an outdoorarea with a grill. Several of the restaurants that haveadded grills offer two menus: one for items cooked out-side on the grill and one for the regular kitchen. “Duringthe summer, 80% of the orders are from the grill menubecause the food tastes so good,” she says.

Boucher and Giancola have nothing but optimismfor the future of Outdoor Dreamscapes, and they planto look for ways to continue to expand their business.“Outdoor kitchens and outdoor-living areas are here tostay. If anything, I see them getting more elaborate,especially when the economy improves,” Boucher says.“Enjoying good food and relaxing with family andfriends will never go out of style.”

The Go-to Option for Outdoor Food Storage by KIMBERLY RODGERS

GRILL ING

Ronda Outdoors has intro-

duced stainless-steel insu-

lated drawers designed to

store food and beverages

safely, either hot or cold, at

temperatures ranging from –2

to 140 degrees.


http://www.americanfireglass.com

tlanta, Georgia’s revital-ized Westside area has a

reputation for the artistic,upscale vibe of its local retailers andrestaurateurs. Situated in the middle ofone of the area’s best-known shoppingdistricts is Kolo Collection, a casual-lifestyle store that dares to be different.

Its husband–wife owners, GregMartin and Michelle Larrabee-Martin,wouldn’t have it any other way. “Ourapproach to retailing is to create a show-room that inspires our customers to create their ownunique space, and that can only be accomplished ifour space and products encourage individuality,”Martin explains.

In 2003, the couple opened Kolo Collection in aconverted old warehouse in the trendy Atlanta WhiteProvisions district after Larrabee-Martin (a designer)and Martin (whose grandparents owned a furniturestore) came up with the concept for their new venture.According to Martin, the store’s location is a major fac-

tor that has contributed to its success. “The district has a real urban vibe. It’s like Atlanta’s

version of SoHo (New York, New York), which com-plements the image of our store,” he explains. The foottraffic from the district’s upscale shops and restaurantsalways brings a steady stream of customers.

When shoppers venture into the 4,500–square-footshowroom for the first time, they don’t find what theyexpect to see in a traditional patio store. The unclut-tered, wide-open space has the look and feel of a

designer showroom. Its artistic lighting, high beamedceilings, raw concrete floors, and massive exposed-brick wall create the ideal backdrop for showcasingKolo Collection’s distinctive merchandise, which hasbecome its trademark.

From the beginning, the owners knew that theyweren’t going to carry all the same products that localpatio shops carried because they didn’t want theirbusiness to become a competition for customers or tobe about price. “We are passionate about selling linesthat we love—and that we know our customers willlove as well,” Martin says. Kolo Collection featuresindoor/outdoor furniture from fine manufacturers,including DEDON, Royal Botania, AmalfiLiving,Jensen Leisure Furniture, Brown Jordan, and interna-tionally acclaimed designer Richard Frinier.

The store also sells pieces from a number of smallervendors, such as EMU, an Italian company with inter-esting teak, wicker, and aluminum furniture; Fermob,a French manufacturer known for its colorful chairsand bistro sets; and Loll Designs, a manufacturer thatoffers modern all-weather furniture made of 100%recycled plastic. Customers also have the option ofcustomizing their furniture with an exclusive line of

Italian outdoor fabrics from Maria Flora. For shade, the store carries TUCCI, a manufacturer

known internationally for its innovative shade designsand technology. “All of the products we sell on ourshowroom floor have a unique element to them, yeteach piece can be mixed and matched,” Martinexplains.

Mixing furniture to create a distinctive outdoorspace is the concept that drives Kolo Collection.Almost none of the furniture on the showroom floor


showroom SHOWCASE

Kolo Collection’s avant-garde way of selling casual furniturehas attracted manyloyal customers.

by SHARON SANDERS

photography by PAUL YUNCKER

a

doingthings

differently

is displayed by group or set, and each pieceis individually priced. “We often don’t evendisplay dining tables with their matchingchairs. We want people to take a beautifultable they like and a beautiful chair they likeand put them together,” Martin says.“Creating a room this way makes the furni-ture look like it was acquired over time,which adds character and makes it feel morelike an indoor room.”

The store also works with local artisansto create custom pieces (primarily tablesand consoles) made of concrete, alu-minum, and steel with terrazzo tops, help-ing customers further individualize an out-door room. The designers on staff at KoloCollection spend many hours with cus-tomers, helping them design their perfectoutdoor rooms—from space planning tofurniture, fabric, and accessory selection.At the end of the process, they know thattheir spaces will be unique, created espe-cially for them.

Over the years, Kolo Collection hasgained many faithful, satisfied customers.Larrabee-Martin and Martin are eager toshare photos of its installations from cus-tomers’ houses so that others can see howan outdoor space can be transformed, withthe right furniture and accessories. Thestore maintains a hardcover book withimages of its most interesting installations,in addition to running a continuous slideshow on a large flat-screen monitor located

on the showroom floor. “It’s nice to be able to pull

up images, on the spot, toshow designers and cus-tomers what the furniturelooks like in a real life set-ting,” Martin says. He alsoposts videos of installationson YouTube and adds photosto Outdoor Atlanta: TheKolo Collection Blog(www.outdooratl.com),which can be accessed fromthe store’s website(www.kolocollection.com).

The blog automaticallylinks to the store’s Facebookpage as well. “We feel thatit’s a statement that showspeople that if they deal withus, they will be able to createsomething just as beautiful attheir homes. We’ll workwithin their budgets andenvironments,” he says.

In early 2011, the ownerscompletely redesigned thelook of store. They increasedthe size of the showroom byopening up a back portion ofthe floor that was once used for storage,updated the color palette on the walls, andadded new lighting; they also replaced theart with original pieces from Sally King

Benedict (Charleston, South Carolina), andthey brought in a whole showroom floor fullof new merchandise. They kicked off thestore’s new look with an exclusive party for

Left: The showroom space at Kolo

Collection in Atlanta, Georgia, has an

urban vibe that is anything but ordinary.

Bottom: The Kolo Collection team

includes, from left, Greg Morgan,

Paul Yuncker, Greg Martin, and

Michelle Larrabee-Martin.



local interior designers—featuring food, drinks,and a chance to see the new merchandise.

Interior designers have always been a largepart of Kolo Collection’s customer base. Thisyear, Larrabee-Martin and Martin plan to reachout to interior designers outside Atlanta, whichwill give them more trade area without havingto open another door.

Larrabee-Martin says, “Many of our mainvendors have given us territory beyondAtlanta, and we’ve decided the time is right totake advantage of that opportunity. We aregoing to spend the time meeting with design-ers, introducing them to our lines, and gettingcatalogs into their libraries, so they know weare available as a resource for them.”

The entire Kolo Collection team is looking

forward to a solid 2011. It is excitedabout what the year will hold, and it hasa renewed energy as it shows off thestore’s new look and products to cus-tomers. Martin says that he is especiallyoptimistic about the store’s growing baseof repeat customers; he will make surethat there are plenty of fresh, interestingproducts on the floor to keep themcoming back, year after year.

“The last thing we want is for ourcustomers to get bored. We want themto walk into Kolo Collection’s show-room and have a new experience everytime,” he explains. “It always makesyou feel good when customers keepcoming back for more.”

Creekvine Designs Opens With Fanfare by SHARON SANDERS

Industry newcomer Creekvine Designs

knows that a company needs to do

more than just build beautiful leisure

products to succeed in today’s marketplace.

In order to rise to the top, a business needs

to know how to partner with retailers, as well

as how to create products that consumers

will love.

Tim McTighe, owner of Creekvine Designs

(Gibsonia, Pennsylvania) and a 19-year veter-

an of the outdoor-furniture industry, launched

the wholesale division in February 2011 and

used a clear vision to build his philosophy. “I

spent many years on the retail side, and I

know that there are certain things a retailer

needs to be successful,” McTighe says. “I use

that to focus my business on the needs of our

retail partners and their customers.”

McTighe explains that his central goal is

to help retailers become more profitable. To

do this, Creekvine Designs creates high-qual-

ity, U.S.-made garden and leisure products

(with extensive customization, shipping, and

warehousing options) to provide first-rate

service to retailers.

Creekvine Designs’ 2011 offerings include

comfortable deep seating, dining collections,

swings, gliders, and patio/poolside storage

units, in addition to bridges and arbors that

beautifully accent any outdoor space. Very

popular this year are the company’s outdoor-

dining sets, which use tables that are 42

inches wide to make plenty of room for fami-

ly-style dining.

Most uniquely styled furniture and struc-

tures from Creekvine Designs are made pri-

marily of western red cedar; this wood rivals

teak in terms of durability and beauty, yet is

more affordable for the average consumer.

“Red cedar is a material that’s readily avail-

able in the United States,” McTighe says.

Using domestic woods falls in line with the

company’s dedication to creating the majority

of its products in the United States. The recent

economic climate has inspired many cus-

tomers to spend their money on U.S.-made

goods that keep jobs in the United States, and

Creekvine Designs is happy to be a part of

that movement. “People will actually look at

the label on an item to see where it’s made,”

McTighe says. To satisfy customers—and to

do its own part for the economy—Creekvine

Designs has the majority of its products hand-

crafted in Pennsylvania.

“We can also build private-label designs

that will give retailers something unique that

none of their competitors will have,” McTighe

says. Being able to create custom-designed

furniture and structures while keeping the

needed volume commitment relatively low is

among many benefits that set Creekvine

Designs apart.

“We have a talented team of designers

who can create almost anything to specifica-

tions,” McTighe explains. Customization can

range from crafting an existing piece from a

different wood to styling a brand new prod-

uct. “It’s all about flexibility,”

McTighe says. Creekvine

Designs holds the same cus-

tomer-centered philosophy for

customizations that it does for

its policies on product availabil-

ity, ordering, and shipping.

The company offers cus-

tomers the ability to buy in high

or low volumes, based on their

needs. Retailers can preorder

merchandise or have it shipped

in season. Of course, customers can also

order products by the truckload or container,

if they are interested in discounted pricing.

Creekvine Designs drop ships anywhere in

the United States. “This aspect of our busi-

ness is important to me because I worked on

the retail side for so many years. I know that

cash flow is one of the biggest concerns for

many retailers,” McTighe says.

The company has also made business

easier for its customers by putting its cata-

log, full price lists, product specifications,

assembly instructions, and ship-

ping logistics right on its website,

www.creekvinedesigns.com.

“We’ve had encouraging feedback

so far,” McTighe says, “Retailers just

keep telling us how easy and hassle

free we make the process.” Having

started the wholesale division with

the goal of providing first-rate service

to retailers, McTighe is pleased with

the beginning of its inaugural season.

Creekvine Designs has already

begun to generate big interest

among specialty retailers. McTighe

and his team are focused on lis-

tening to feedback and making

refinements that will position

Creekvine Designs as a company

with which retailers want to do

business. “We’re a personal com-

pany that cares about serving

retailers well by creating unique

and high-quality pieces that are

made in the United States,”

McTighe concludes. “Selling

leisure products should make

things fun for the designer, the

retailer, and the consumer.”

Top: Chickadee dining

Middle: Highland Lake hutch

Bottom: Twin Ponds collection

showroom SHOWCASEKolo Collection showcases

images from its home

installations so customers

can see how an outdoor

space, with the addition of

the right furniture, can be

transformed.

SHOWCASE www.valorfireplaces.com | 1.800.468.2567

The Valor H4 Series Radiant Gas Fireplace


http://www.valorfireplaces.com

Top: Bradford Lifestyles intro-

duced its casual furniture in

2008. The company appeals to

consumers looking for something

a little bit out of the ordinary

(pictured: the Kingston collection).

Below: The Banana teak collection

has unconventional curved lines

that can add interest and style to

any outdoor space.


radford Lifestyles of Richmond, BritishColumbia, is an up-and-coming company, butit has been around the block. This family-

owned business—which made its debut on the out-door-living scene in 2008—has roots in the teak-fur-niture industry that go back many years.

It is now distributing its high-caliber wicker and teakproducts to specialty retailers across North America.Patio & Hearth Products Report sat down with the com-pany’s owner, Susan Heer, to find out what BradfordLifestyles is all about and why she is confident that thecompany is headed in the right direction.

What are Bradford Lifestyles’ roots?

Heer: While Bradford Lifestyles is only three years old,our family has been in the outdoor–teak-furniturebusiness since the 1990s. We own a water-sports com-pany that expanded into teak furniture as a way to pro-vide our customers with something they could use on

their patios and aboard their yachts. Gradually, we started to see a demand for something

in addition to teak, so we started selling synthetic-wickerfurniture. At that point, we decided it was time to spreadour wings and start a new company to market our newimage. That’s how Bradford Lifestyles was born.

How has the company made a namefor itself in the casual-furnitureindustry?Heer: My philosophy is that I won’t sell anything thatI wouldn’t buy myself, and that holds true for BradfordLifestyles. The company is all about the comfort andrelaxation of the outdoor lifestyle, and our furniturereflects that. We use the highest-quality material, wework with the best manufacturers, and we put a lot ofeffort into design.

Consumers love us because we offer products thatthey won’t find in their neighbors’ backyards.

Designers want to work with us because we will getthem the exact piece they are envisioning for a client,even if it means making a custom item in teak or wick-er. We are still small enough that we can respond torequests, no matter how big or small. It is a good timefor us right now.

How does Bradford Lifestyles setitself apart from its competitors?Heer: Like many of our competitors, we carry teakand wicker, but everything we do is just a little bit out-side the norm. The biggest thing we hear from newcustomers is that our products are different, from theirstyle to the types of products we offer. We really don’tgo out of our way to create unusual products; it justhappens because we look at things differently.

In Vancouver, we have the highest real-estate pricesanywhere in Canada, and condos are being sold that areonly 400 square feet in size. We want to be able to put atable and two chairs on one of those tiny balconies, butwe also want to be able to outfit a palatial home, with ahuge backyard, in East Hampton, New York.

Which Bradford Lifestyles collec-tions have consistently beenfavorites with consumers? Heer: We have one wicker collection, called Tobago,that makes it possible to put deep seating into smallspaces. It’s a favorite of urban customers because it’s asmall, low deep seat that works well on small patios

SEE ITas i

ready to pounceRecognizing that the timing is right, Bradford Lifestyles is reaching out to retailersthroughout North America. by SHARON SANDERS

B


and decks. We have one designer who sellstons of Tobago for us, and we jokingly askhim if he’s ever going to recommend any-thing else. He tells us no—because it’s thecollection that fits the best in almostevery situation.

Another one that’s a consistent favoriteis our Hampton teak collection. Peoplewill always love teak, and Hampton offers alarge variety of pieces that work welltogether. We understand that teak is aninvestment, so we have made pieces thathave many uses—so customers can pur-chase as little (or as much) as they wantand still have a complete set for their out-door-living areas.

What products are you mostexcited about for 2011?Heer: Without a doubt, our new UL-approved firepits are the main attractionthis year. They generated a lot of interestat the ICFA Preview Show™ (formerlyCasual Pre-Market) in Chicago, Illinois.What makes them different is the fact thatthey are portable units that can be movedanywhere on one’s patio, but they look likethey are built in; the propane tank andwheels are concealed inside the base.

We offer five different models withfaux-brick and faux-stone bases, as well asgranite tops. They come fully assembled

and are ready to use in just five min-utes. I’m really eager to see how we dowith them because I think they are sobeautiful and unique.

What emerging trends doyou see?Heer: I think one of the emergingtrends is a renewed interest in teak.Virtually every day, we are getting callsfor teak, and many of the inquiries arefrom younger clients. You can bet we arenot selling them their parents’ teak furni-ture. We are offering pieces that are remi-niscent of classic teak designs, with a con-temporary twist. Another trend I’m seeingis interest in better-quality furniture again.

A lot of people have tried buying inex-pensive items from the big discount retail-ers and home-improvement centers—andthose items have all fallen apart after a sea-son or two. They have learned that you getwhat you pay for, and they are now readyto make more of an investment in some-thing that will last.

What do you see as the com-pany’s biggest opportunityand challenge? Heer: We think one of our biggest opportu-nities is reaching out to younger clients.

Many people in their 30s have young fami-lies, so they are staying home more, and theywant to have nice furniture. We have foundthat those in the younger demographicoften have just as much disposable incomeas clients in their 50s. We are designing fur-niture and offering products that will appealto people in their 30s because this is a groupof customers who will be shopping with usfor many years to come.

One of our biggest challenges is reas-suring people that even though we are aCanadian company, it is very easy to dobusiness with us. We are actually only 25miles from the U.S. border, and we cur-rently have two warehouses: one inVancouver and one in the Toronto area.That allows us to serve both sides of theUnited States, as well as the Midwest.We are trying to control our growth instages, so when the time is right, we planto open separate branch facilities

(including warehousing) in theUnited States to support ourcustomers there.

We are excited that wepicked up a number of new U.S.dealers—actually, even morethan Canadian dealers—at theICFA Preview Show this year.

Being so new, we are careful to ensurethat we are growing in a thoughtful way,with the right products, so we can takecare of our customers. We would ratherlook after a few customers very well thanlook after a lot of customers poorly.

What does the future holdfor Bradford Lifestyles?Heer: We are not so concerned aboutbeing the big guy. The most importantthing, to us, is to be the company thatlistens to (and addresses) the needs of itscustomers. The thing that I think peo-ple really like about us is the fact thatyou don’t find our furniture in everystore. We are a little bit of a specialty,and we have quality that people don’thave to question. I think all of this willensure Bradford Lifestyles a long andprosperous future.


The movable Bali firepit features syn-

thetic wood and crushed smoked glass.

http://www.bradfordlifestyles.com


ike Miller has always beenan idea guy. As a plastics

engineer for his family’s 40–year-oldbusiness, Polyfab Plastics & Supply,Inc. (Springfield, Missouri), it wasinevitable that he would come upwith an idea that would take off; hejust never thought that it would be aretail product.

In 2008, he designed and built a sim-ple cabinet at home for his ceramic cook-er. It doubled as a place to store charcoaland cooking accessories. Little did heknow that this backyard project wouldbecome the launching pad for a new busi-ness, Select Outdoor Kitchens™. After just

two years, the fledgling company is gain-ing renown as the premier maker of luxu-ry outdoor-cooking cabinetry, fromFlorida to the California coast.

Miller explains that the idea for his firstcabinet came about because the woodencart that he had been using for his ceramiccooker wasn’t holding up in Missouri’s cli-mate. Every year, he spent time repairingthe cart, and it didn’t have enough roomto store all of his cooking supplies.

UNEXPECTED SUCCESSWith the resources that were avail-

able to him at Polyfab Plastics & Supply,Miller made a cabinet that he thought

would do the job. “It wasn’t pretty, but itwas what I needed,” he remembers. Thepeople at his office were so impressedwith his creation that they encouragedhim to tweak the design, so that hecould market and sell it. He did, andSelect Outdoor Kitchens was born.

The new company’s first offeringwas called the Osage Island™. The27x61-inch unit is still the top-sellingceramic-cooker cabinet in the linetoday, and was even honored with aVesta Award in 2010. The Osage Islandis constructed of marine-grade polyeth-ylene that can withstand any weather ortemperature, and it has three drawers

for cooking utensils, rubs,spices, and sauces.

There is a separate verticalcompartment that’s the perfectsize for a bag of charcoal or apull-out wastebasket.Additional storage under thegrill provides a home forgrilling tools. The unit also fea-tures an umbrella insert andcasters, so it can easily bemoved around a patio or deck.

“What really makes it spe-cial is the fact that the cabinetlooks like something youwould find in a kitchen, not ina backyard. It is the perfect way

to make your backyard an extension ofyour home,” Miller explains. The OsageIsland debuted at the 2010 HPBExpo inOrlando, Florida. There was instantbuzz in the industry because there wasnothing available on the market, at thattime, that could compare in functionali-ty, durability, and beauty.

Over the next months, SelectOutdoor Kitchens tripled its productofferings by adding two more ceramic-cooker islands, the Finley Island™ andthe Castor Island™ (all three islands arenamed after Missouri rivers). The com-pany took its concept a step furtherwhen it introduced a series of high-endmodular kitchen cabinets—with thesame attractive design—that can easilybe configured to fit any outdoor space.

Each of the modular units has athree-drawer cabinet, a wastebasket cabi-net, a sink-base cabinet, and a two doorcabinet with a shelf. They come fullyassembled, with leveling legs. The seriesincludes about 40 to 45 cabinet options,in different widths and colors, with vary-ing countertops. “With the modularcabinets, you can add a grill, a ceramiccooker, a refrigerator, or anything thatyou want to customize your kitchen,”Miller says.

After several more months of work,Miller came up with the design for the

Top: Mike Miller, founder of Select Outdoor

Kitchens, designed and created a line of

beautiful ceramic-cooker cabinets that is

catching on with specialty retailers. Pictured

are the Roost (left) and the Osage Island.

Bottom: Select Outdoor Kitchens’ high-end

modular kitchen cabinets make it easy to

create a custom outdoor kitchen.

m

my TURN

an ideagrows by SHARON SANDERS

A personal quest to build the right cabinet to house a ceramiccooker led to the creation of Select Outdoor Kitchens.


Pergolas

Outdoo r Living at its Best !


Roost, Select Outdoor Kitchens’ newest product for2011. The Roost is an affordable way to add counterspace, drink holders, accessory hooks, dry storage, andbuilt-in cutting boards to a ceramic cooker.

It is innovative in the fact that it affixes directly to theNest™ from Big Green Egg®, a stand that is sold by manydealers carrying ceramic cookers. “Everybody who buys aceramic cooker needs some kind of stand, and people

usually buy a Nest. I wanted to design something aroundwhat they already have in their backyards, so this is theperfect fit,” Miller says.

BUILDING THE FUTUREMiller is thrilled that Select Outdoor Kitchens is

already gaining a steady following of retailers across thecountry who want to offer their customers something dif-

ferent (and beautiful) for outdoor cooking and entertain-ing. For the past two years, he has spent much of his timeon the road, personally meeting with dealers so that theycan see and touch the products for themselves.

“I wouldn’t feel comfortable sending out someone else.It makes sense for me to go because I started it, and I liveit every day,” he explains. Select Outdoor Kitchens isworking closely with dealers to get its products on theirshowroom floors—and to get customers excited aboutmaking a purchase.

“We are shipping new dealers everything with prepaidfreight on their first orders. We can provide them withany signage that they want for their stores, and they cango to our website and download images they need forpromotional materials or advertising. We want to be theirpartner,” he adds.

While Miller is excited about how far the companyhas come in just a few short years, he is already planninghis next move. “It’s been fun and very rewarding to seepeople buy a product that I designed, and then take ithome and enjoy it,” he explains, adding that he alreadyhas a few new designs in mind. He says, “I can’t wait toget started.”

Left: The Finley Island

Right: The Castor Island

http://www.countrylanegazebos.com

isual merchandising is not a new concept. Retailersuse it in their windows; cosmetics manufacturers use

it in their ads. More recently, even real-estate agents havestarted using it—staging properties for sale to create alifestyle image that will appeal to the broadest selection oftarget buyers.

Lennox Hearth Products (LHP) is bringing this strate-gy into the fireplace market. In February 2010, the com-pany hired Catherine Scott and put her in the position ofmanager of marketing communications. Her backgroundis in retail merchandising.

Scott’s career started at Mercantile Stores Company,Inc., a traditional department-store retailer (now defunct)that once owned 13 chains in 17 states. She began as asales-floor clerk in a company-owned Castner Knott storein Nashville, Tennessee. In her down time, she took itupon herself to merchandise products visually within herdepartment, boosting sales and earning a promotion.

“I began creating lifestyle displays, which are groupingsof products that convey a lifestyle or usage category.Product presentation greatly affects how well a productsells. Merchandising involves displaying groups of prod-ucts, rather than just individual products, to create a com-plete story,” Scott says.

She went on to work in the automotive, hospitality,and retail sectors in showcase/liaison management and inbusiness development.

At LHP, Scott is taking a two-pronged marketingapproach. She plans to enhance the buying experience forconsumers so that they will fully consider LHP productsand to add value to the dealer partnership by providingthe tools that dealers need to make it easy to do businesswith LHP and sell its products.

She promises to accomplish these goals by marketingproducts through visual merchandising, point-of-purchasematerials, special events, presence marketing, and tradeshows. “It’s all about the presentation,” Scott says. “If yousee a product, it can be overwhelming, particularly if it isone you’re not very well educated about; if you’re lookingat a bunch of products and there’s not something to drawyou to one product over another, how do you make that

purchase consideration?” She continues, “There’s only so much research you can

do online. You have to rely on the salesperson and thatshowroom experience to interact with the product, visual-ize the product, and consider your options. We want tohelp buyers visualize what their personalized product willlook like. A buyer wants tangible, tactile things to helpenvision the final product, and that’s where I see anopportunity for LHP. I want the customer to walk inand—at a glance—be drawn to our products.”

Dealers and consumers are already seeing changes inhow LHP products are merchandised. One of the mostobvious changes was most recently seen in March 2011, atHPBExpo in Salt Lake City, Utah.

CREATING A FLAGSHIP STOREIn fashion, a brand leverages the strength of its flagship

store to create a specifically tailored retail environmentthat will showcase its best products in a prominent loca-tion. “The trade show is our opportunity to create theperfect flagship LHP brand environment,” Scott explains.“The trade show is our shot to put forth our best and toprovide an example of best practices in merchandising.Merchandised vignettes pull together the whole story.”

Above: Catherine Scott, manager of marketing communications,

Lennox Hearth Products

Top left: The Dave Lennox Signature collection Symmetry™

offers traditional romance with dramatic (yet refined) taste. The

lifestyle vignette projects a pleasing sensory environment using

textures and colors.

Middle left: Lennox Hearth Products’ Elite™ series Ravenna™

offers traditional elegance and is staged to convey that lifestyle.

Bottom left: For those who love old-world charm, the Dave

Lennox Signature collection Estate™ series embodies traditional

styling and high-quality craftsmanship.


Lennox helps customers visualize how hearth products willenhance their living spaces. by CHERYL DANGEL CULLEN

product INNOVATION

show andtellV


At HPBExpo, visitors to the LHPbooth found focused vignettes that pre-sented various home environmentsthrough carefully chosen accessories; eachwas designed to bring to life a differentlook, feel, and style.

“The vignette tells a story about a prod-uct,” Scott explains. “A fireplace on displaycan be contemporary, transitional, or tradi-tional, and we can carry out that themefurther through the area rug, throw pil-lows, and items on the mantel—to envelopbuyers in that atmosphere. “

She continues, “We, as consumers, aredrawn to certain tactile elements. Whenthey are chosen strategically and carefullystaged, they can reflect a certain lifestyle,look, and feel—to the point where theyspeak to you and help you visualize themcoming to life in you own home.”

A FOCUS ON LIFESTYLETranslating the lifestyle experience that

LHP showcases at trade shows to retailfloors is the next change in the works.“The retail spaces of hearth dealers varyfrom one extreme to another. Some por-tray more warehouse-like spaces; others,high-end showrooms. Despite the overallspaces, our goal is to help dealers createfocal points,” Scott says, that portray thelifestyle associated with the product.

At HPBExpo, she adds, “I think we cap-tured the attention of a lot of people whoget it and realize that they are not showcas-ing the products as well as they could be.We heard, ‘Wow! How can I create thislifestyle environment to make the productreally stand out in my showroom?’”

That is relatively simple. Scott says, “It isall done through accessorizing, lighting,and point-of-purchase displays to supportoptions ranging from the liner to finish—and having a brochure readily available,right there. All together, it presents a com-plete, cohesive story.”

She adds, “With smart visual merchan-dising, graphics, and careful design and lay-out of a space, consumers won’t feel over-

whelmed by choice; instead, they will feelthat they have made informed decisions.They won’t feel that they’ve been forcedinto buying decisions and will feel muchhappier with their purchases.”

INTERACTIVE WEBSITEAccordingly, LHP’s website

(www.lennoxhearthproducts.com) hasbeen retooled to feature a Creative Sparksection, which helps consumers explorestyle options to determine their preferredstyle or aesthetic. The Inspiration Galleryis composed of a variety of room designs,while the Style Profile provides definitionsfor certain style categories.

The Design a Fireplace tool is interac-tive, giving users an opportunity to definetheir needs and then explore the variousstyle options that fit their lifestyles.“Essentially, it walks buyers through theexperience, narrowing down their optionsas they progress. This makes it easier tomake a decision that reflects their desiredlifestyles,” Scott explains.

Also new on DaveNet® Fireside(www.lennoxdavenetfireside.com), LHP’sbusiness-to-business site, are tools thatdealers can use not only to track claims,order status, pricing, and availability, butto create customizable ads and point-of-purchase materials as well.

SPREADING THE WORDLHP’s consumer advertising program

has also been updated. This is a provendirect-marketing program that has beenused by Lennox Industries for over 20years. It includes professionally executeddoor hangers, emails, coupons, newslet-ters, and inserts for LHP dealers to use.

“This is a proven, targeted direct-mar-keting concept that has worked for theheating and cooling side of the business,”Scott says of the program, which hasboosted sales for LHP dealers. Sheexplains, “It’s like any advertising: The suc-cess is in the targeted approach and inmultiple touch points.”

She adds, “We’re leveraging the LHPbrand name—a name already associatedwith quality and innovation—and tying itto a focal-point product. Essentially, we’reproviding the visual merchandising andsignage to enhance the experience of pur-chasing one of our products.”

Scott concludes, “Our goal is to edu-cate and engage consumers—not just totell them what we offer, but to showthem. It’s about the presentation andstorytelling. These are what draw us in,as consumers.” Circle Reader Service No. 45

Lennox Hearth Products’ newly built showroom

in Nashville, Tennessee.

http://www.looftusa.com


ne advantage of the 2008 economic melt-down is that it prompted companies acrossthe country to reevaluate and retool their

business strategies and operations to stay afloat. Of thecompanies that did survive the worst financial crisissince the Great Depression, many emerged leaner,stronger, and more profitable. Many businesses haveused the past few years to reengineer themselves by tak-ing a hard look at their operating expenses, staffing, andsales efforts.

Clint Blevins, president of California OutdoorConcepts (Tustin, California), says, “2009 was abuilding year for us, and we took the time to findout who we were and where our sales were going tobe. By 2010, everything started to kick into gear,and we had a great year.”

California Outdoor Concepts has used the pastcouple of years to build the company’s sales force andrefocus sales efforts, with greater emphasis on outdoor-furniture retailers. Blevins says, “We really found thatour niche was in the patio-furniture industry becauseour products do the same thing, in a lot of respects, asa patio table, allowing you to sit around them—withfamily and friends—to eat, drink, or relax.”

THE RIGHT NICHEThe company’s products include a varied lineup of

firepit tables, which are available in different heightsand in an assortment of styles. These include granitetops, colored bases, and interchangeable table centers(which feature Arctic Flame glass, Glo-Fire gas logs, astainless-steel grill, an ice bucket, or a solid-granitecenter with an umbrella hole).

In spring 2009, to increase its presence with patioretailers, California Outdoor Concepts hired thecompany’s first salesperson with direct knowledge andexperience in the outdoor-furniture industry. Today,the sales team has grown to 20 professionals who sellthe company’s line nationally.

Blevins says, “I think they are as good as any in theindustry, and I couldn’t be happier with the sales rep-resentatives that we have. They know the product andthe customer’s needs. More important, they have adeep involvement with patio dealers and what sells intheir stores. Our reps are really consultants more thanthey are salespeople.”

Firepit sales are typically brisk all year, withspikes in the spring and fall. If there is a down peri-od, it is usually in January and February, Blevinssays. To offset this slow sales period, CaliforniaOutdoor Concepts strengthened its position withsales representation in California, Arizona, andFlorida–markets that usually remain highly activeduring this time.

This strategy paid off well. Blevins says, “Withthe spring thaw in the rest of the country, we thenbegan to see good movement, especially from theEastern and Mid-Atlantic States. As the cold weath-er dissipates, we think our sales will take off a lotthis year (over last year). We are more mature andbetter able to identify price points and producttypes that will facilitate our sales to patio retailersand also help to grow their use of our product.”

Since the company’s sales push into the patio-retail segment, Blevins estimates that the number ofdealers that the company has added to its base hasdoubled. He says, “The quality of the additions hasbeen great. They are real professionals, and they are

Right: Since its 2010 market

introduction, the La Costa Del

Rio has been a big seller; its

elegant serpentine burner

makes it unique.

Below right: The San Simeon

firepit table, in chat height, is

one of California Outdoor

Concepts’ most popular models.

last WORD

leaner and stronger

oCalifornia Outdoor Concepts had a banner year in 2010 by focusing on patio-furniture retailers.

by KIMBERLY RODGERS

adding us because we bring something for them to thetable—to facilitate sales to their customers.”

In addition to offering retailers one of the largestselections of firepit tables and stand-alone units fromany company exclusively devoted to firepit products,California Outdoor Concepts is a leader in providingquick shipment (routinely, in one to three days fromreceipt of an order). Even for special orders, the compa-ny is still able to provide quick shipping times. “A cus-tomer does not have to wait 10 or 12 weeks for a firepitin a custom color. We will still get it to a dealer veryquickly,” Blevins adds.

California Outdoor Concepts also provides abundantdealer support through its website (www.californiaoutdoorconcepts.com), which includes high-resolutionimages, marketing materials, technical information, cata-logs, and videos. An upcoming upgrade will give dealersthe ability to purchase any product, including customitems, online.

The upgrade will also eventually give a dealer theopportunity to create a visual image for a customer.Blevins says, “This will facilitate the dealer’s communica-tion with the consumer and help to match the customer’sexpectation of what the firepit will look like when itarrives more closely.”

EMERGING TRENDSOne of California Outdoor Concepts’ newest prod-

ucts, introduced at the 2010 Chicago InternationalCasual Furniture & Accessories Market™, is the LaCosta Del Rio. Rectangular in shape, this model repre-sents a unique twist on the traditional firepit table,

with a center burner in a curvy, ele-gant design.

Blevins says, “To my knowledge,it is the only firepit coffee tablewith a serpentine burner. It hasdone very well for us, and webelieve it will be a very popularunit. When the fire is not burning,the Del Rio looks like there is ariver running through the table,which gives it an attractive, contem-porary look.”

Other recent offerings includethe Monterey, a square 42-inchfirepit table that has been very pop-ular—due, in large part, to anappealing price of $1,599. TheSolano, which has been available indining and bar heights, is now offered in chat height—by far, the most popular firepit elevation with con-sumers. The Island series has also been redesigned at a24-inch height, with the fuel tank now inside the unit.The company’s three most popular sellers continue tobe La Costa chat, Del Mar chat, and San Simeon.

An emerging trend in firepit tables is a 33-inch bal-cony/gathering height. Blevins explains that when sit-ting on a balcony around a typical firepit, people sit ateye level with the balcony’s top railing, obstructing theview. He says, “The 33-inch height allows you to sit upa little bit above a dining height, so you can see over theledge—but it’s not at a bar height, which often makesyou feel as if you are going to tip over the railing.”

To meet the growing need for this height, CaliforniaOutdoor Concepts is offering a 33-inch firepit in theDel Mar series and in a soon-to-debut line. Blevins says,“I’m excited about the new series coming up; it’s aunique look, it will be at an appealing price point, andit will be available in chat and balcony seating.”

Blevins is very optimistic about the direction thatthe company has taken in the past 18 months. New andredesigned products, far-reaching dealer support, andthe still-growing outdoor-room trend will certainly con-tinue to fuel firepit sales. He says, “Our goal is to makeit easy for the dealer to satisfy the customer. The betterwe do this, the better off we—and the customer, dealer,and sales rep—will be.”


Circle Reader Service No. 47Circle Reader Service No. 46

Above: Like many of California Outdoor Concepts’ firepits, the Del Mar provides

incredible versatility with an interchangeable table center.

http://www.hitzer.com

http://www.mlwstone.com


ncreased home-improvement spending,paired with unstable fuel prices, will

undoubtedly grow the pellet-stove market in2011 and 2012. The contributions made bymajor hearth manufacturers are also helping tostoke sales. A commitment to design and innova-tion by Hearth & Home Technologies (HHT),HearthStone Stoves, and Lennox Hearth Products(LHP) has led to the development of some excit-ing new products that will strengthen the pellet-stove market during the upcoming burn season.

Dane Harman, vice president of innovativedesign for HHT (Lakeville, Minnesota), explainsthat during the next year (and beyond), HHT willcontinue to focus on quality features and techno-logical advances for its pellet stoves. This focusincludes the ability to burn materials with higherash content with the lowest maintenance possible,in an effort to continue making beautiful and effi-cient pellet stoves for home use. “We keep work-ing on making the stoves better: quieter, cleaner,longer burning, and easier to use,” Harman says.

Nathan Ross, product manager for HHT,stresses that making improvements to quality andperformance is an ongoing effort. “We’re alwaysworking on making our products better on all per-formance points,” he says. “We have made it a pri-ority to be a leader in quality and are seeing thebenefits, along with our dealers. We have investedgreatly in quality, including adding reliability andquality engineers and investing in reliability labsand equipment.”

HearthStone Stoves (Morrisville, Vermont),will also continue to raise standards to maintainEPA certification for its products. The Heritagepellet stove by HearthStone Stoves has been on

the market for a year, according to Dave Kuhfahl,president of HearthStone Stoves. The Heritagewas originally styled in traditional cast iron andstone to meet customer needs. This design metEPA certification requirements, as well as high air-quality standards (with up to 86% efficiency).

“This year, we have a new cast-iron version thatwill help us reach even more of the market,”Kuhfahl says. While pellet stoves, in the past,might have been designed more for function thanfor aesthetics, Kuhfahl says, design concepts areconstantly improving to keep consumers interestedin new products. “For HearthStone Stoves, wehave our stone and cast-iron models, and now weare introducing our new Manchester all–cast-ironpellet stoves,” he says. “The enamel colors andhigh-quality iron, along with our new whisper-quiet fans, will make sure it is well received.”

A BRIGHT FUTUREThe 2011–2012 year appears to be the time to

release advanced products to a growing market.Signs of a strengthening economy might lead peo-ple to spend more on home improvements andinvest in heating alternatives. Ross says, “The next

year is shaping up to be a pretty strong year,” but headds that this ultimately depends on the price ofheating fuels.

When the prices of the major heating fuels arehigh, more people appreciate the value of pellet-stove products. Ross says, “The payback for pelletproducts is becoming considerably more attrac-tive. We’ve seen sales increase at a pretty consis-tent rate across the portfolio.” Kuhfahl explains,“The pellet market, in general, is pulling out of afew years of slump.” If fuel costs rise, he predictsrenewed interest.

Increased home-improvement spending is alsoexpected to drive pellet-stove sales this fall. “Moreconfidence will encourage the sale of higher-endproducts, which is good for us,” Kuhfahl says. “Weexpect sales to surge in the third quarter.”

Pellet stoves are selling well for LHP (Nashville,Tennessee), according to Michael Lewis, the compa-ny’s product manager. “All of our pellet models (andalso our Country collection wood stoves andinserts) are selling briskly,” he says.

Lewis adds that decreased new-home construc-tion, if combined with high fuel prices, should cre-ate more demand for pellet stoves during the next

Right: The Lennox Bella™

pellet stove uses an

advanced operating system

to heat rooms efficiently

and quietly.

iThe market for pellet stoves should heat up, based on volatile fuel prices

and product advances. by CHERISE FORNO

product FOCUS

pelletstoves

hot

burn season. “While the economy is clear-ly stronger, and consumer confidence isup, it has not carried over to much of arise in new-home building,” Lewis says.“Pellet-stove purchases are not necessarilytied to housing starts, so as homeownersstay in their existing homes and focus onhome improvements and renovation, thisleads to increased interest in (and sales of )both pellet and wood stoves.”

Lewis notes that LHP is focused onimproving reliability and product efficien-cy in both combustion and heating per-formance. “We believe that our innovativeoperating system, used on our Bella and

Winslow models, allows our stoves tooutheat competitors’ larger, higher Btuinput stoves—particularly when they arerun while controlled by a thermostat,”Lewis says. “Where competitive productsgo through a shutdown, relight, andreheat cycle when the room temperaturereaches the desired setpoint, our stovesmodulate down to a low heat setting.”

According to Lewis, the ability to runin this low-fire mode extends the life ofthe stove’s igniter, improving the startupcycle’s speed and efficiency—and ulti-mately, the overall efficiency of the stove.“This is how our smaller, lower Btu mod-

els can outperform competitors’ largermodels,” he says.

MORE CHOICES FOR CONSUMERSIn mid-2011, HHT will be introducing

the Heatilator Eco-Choice CAB50,according to Ross. This powerful unit willhave a suggested retail price of $1,599. “Itoffers a large three-bag hopper, a thermo-statically controlled automatic ignition sys-tem, a large ash pan, and a firepot bottomthat opens fully for easy stove mainte-nance,” Ross says.

HHT is continually making designadvances in current and new products to

meet consumers’ needs. Ross explains thattraditional designs have been very popularthis season, but staying on top of designtrends is an ongoing challenge. One designchange that HHT is making is the addi-tion of bright nickel accents to itsHeatilator Eco-Choice pellet stoves. Rossnotes that design developments are madeto improve functionality, performance,and current features.

For the year ahead, HearthStone Stoveswill continue to offer stoves with frost pro-tection and 24/7 programming capability.“Our Manchester already has superquietcomponents, and these will be engineeredinto the Heritage,” Kuhfahl says.HearthStone Stoves is also committed tothe continual production of high-endstoves equipped with components made inthe United States and Western Europe.“Our heaters have to be as reliable as wecan make them,” he says.

As for the future marketability of pelletstoves, there seems to be no limit in sight.“The future of pellet-fueled products isbeyond our scope of thinking today,”Kuhfahl says. “We have possibilities wehave not imagined yet.”


Above: HearthStone recently introduced the

Manchester, an eco-friendly, 52,000-Btu

pellet stove.

Left: The compact design of Hearth & Home

Technologies’ Harman P35i pellet insert

makes it perfect for smaller homes. Hearth &

Home Technologies will soon introduce the

powerful Heatilator Eco-Choice CAB50 at a

suggested retail price of $1,599.

Cayman CollectionBradford Lifestyles combines the classic beauty of teak with the

modern feel of wicker. The Cayman collection is artistically woven withan offset color of dark chocolate within the main honey wicker.Constructed of the finest plantation grade A teak and Raucord wicker,this collection is praised for its beauty and durability. Pick specificpieces for your ideal grouping, and add deep, comfy cushions in a widearray of fabric choices. Contact: (604) 241-1030 orwww.bradfordlifestyles.com.Circle Reader Service No. 101

Linear View Brentwood LVWith either a clean-face style or traditional louver option, the new Brentwood™ LV

wood-burning fireplace from Lennox Hearth Products (LHP) offers a large, rectangular door to fitany contemporary or traditional interior. The latest entry in LHP’s EPA family features unique,all-in-one, double air combustion control to help manage wood consumption and allow fasterignition. Learn more about this Washington State–approved, 86.6% efficiency-rated fireplace atthe company’s website. Contact: www.lennox.com.Circle Reader Service No. 102

GeoBella Elements by PhiferPut a playful, futuristic spin on outdoor-furniture fabrics with Phifer’s

GeoBella® cushion fabrics Elements collection. This eclectic grouping marriesspunky geometrics with offbeat color combinations. Plush fabrics and mellowearth tones soften the edginess of these forward-thinking patterns. A uniqueline of 100% recyclable outdoor-cushion fabrics, GeoBella features a soft,touchable texture reminiscent of comfy indoor furniture, but with thestability, strength, and durability needed for outdoor-cushion applications.Made of 100% olefin yarns recycled from postindustrial waste, GeoBellapairs the perfect combinations of a range of coordinating hues—from soft,cool pastel tones to rich wood and neutral shades. Contact: (800) 221-5497or www.phifer.com. Circle Reader Service No. 103

Grand-scale Chateau Fireplace Empire Comfort Systems has introduced an all-new series of direct-vent

fireplaces designed to take center stage in large living spaces. Available in 36-and 42-inch widths, Chateau traditional fireplaces are sized to complement thescale of today’s open floor plans and greatrooms. With 1,200 square inches ofviewing glass for the 36-inch model and 1,600 square inches for the 42-inchmodel, these fireplaces provide the appearance of a massive site-built installationwith the convenience of a modern direct-vent system. The large windowmaximizes heat transfer and—thanks to a proprietary manufacturingprocess—minimizes reflections, to help create the appearance of an open hearth. Contact: www.empirecomfort.com.Circle Reader Service No. 104

PR

OD

UC

T


PRODUCED BY

LIFEREDEFINING

OUTDOORS

THE ULTIMATE DESTINATION FOR CASUAL FURNITURE, ACCESSORIES, AND OUTDOOR LIVING TRENDS

REGISTER AT CASUALMARKET.COM I 800.677.6278

MONDAY-THURSDAY

SEPTEMBER 12–15, 2011THE MERCHANDISE MART IN CHICAGO


http://www.casualmarket.com


PR

OD

UC

T New Bull Grilling AccessoriesBull Outdoor completes the grilling experience with a focus on quality,

value, and fun. Bull now offers a complete grilling-accessories line with atotal of 63 items, including tools, brushes, stainless-steel kebab holders,woks, basting tools, koozies, and a complete line of pizza-oven tools.Customers also love Bull’s high-tech steak stations and instant-readthermometers. Along with traditional chimney starters, the Bull line alsofeatures a new chili-pepper grill-rack and corer set. Bull has everything youneed to be a Bull master grill champion. Dazzle friends and family with somenew Bull grilling toys. Contact: (800) 521-2855 or www.bullbbq.com.Circle Reader Service No. 105

Beachcomber Hot TubsBeachcomber Hot

Tubs has unveiled anew model for 2011called the SLB 75.This high-end hot tubis perfect for affluentbuyers who aredownsizing theirhomes and looking forluxury products torelieve stress, improve

health, and enhance relationships. The SLB 75 is equipped with everything that abuyer wants today, with an impressive listing of features and options. A newbrochure featuring the SLB 75 is now available from Beachcomber. Contact: (800)663-6557 or www.beachcomberhottubs.com.Circle Reader Service No. 106

KIWI Unveils New Product KIWI® Camp Dry® patio fabric protector is a new product

designed to help consumers maintain the appearance andextend the lifetime of outdoor-furniture fabrics. The productrepels water, dirt, and stains without darkening or discoloringfabric. It’s the ideal solution for protecting umbrellas,cushions, pillows, chairs, and other outdoor-furniture fabricsfrom the elements all season long. Visit kiwicampdry.com fora list of retailers. Contact: www.kiwicampdry.com.Circle Reader Service No. 107

Jalapeño Rackby Big GreenEgg

For a crowd-pleasing appetizer, thenew Big Green Egg jalapeño rackholds up to 20 jalapeño peppersstuffed with cheese or other savoryingredients. The heavy-dutystainless-steel rack is dishwashersafe, and the set includes a handycorer. Contact: [email protected] www.biggreenegg.com.Circle Reader Service No. 108

DampneyThurmalox

Dampney Thurmalox® stovepaints are especially formulated forfinishing wood, coal, pellet, and gasstoves; stovepipes; screens; grates;and hearth accessories. Featuring22 decorator colors that can matchvirtually any room decor, thesesilicone-based, heat-resistantpaints withstand temperatures ofup to 1,200 degrees withoutblistering, peeling, or flaking, andthey won’t burn off; providing a flat,scratch-resistant finish, Dampney Thurmalox stove paints are offered in fast-dryingform in 12-ounce aerosol cans; in brushable black in one-pint containers; and inquart and 5-, 30-, and 55-gallon containers. For outdoor application on hibachisand barbecue grills, Thurmalox 245 zinc primer will provide maximum protectionagainst rust and corrosion. Contact: (617) 389-2805 or www.stovepaint.com.Circle Reader Service No. 109

OutdoorKitchens

For those who demand a full working kitchen under the sun, Challenger has avariety of outdoor-kitchen options built to last a lifetime. They are sturdy andversatile enough for self-made chefs of all levels—and on wheels, to go anywhere.Quality, durability, and versatility: That’s Challenger. Contact:www.challengercabinets.com.Circle Reader Service No. 110


Half-inch GlassColors

American Fireglass is excited to introduce itsline of all-new half-inch glass colors. Throughtesting, American Fireglass has discovered thathalf-inch glass burns cleaner and moreefficiently. Customers can choose from a full line ofhalf-inch reflective and standard glass. Contact: (888)264-1017 or www.americanfireglass.com.Circle Reader Service No. 114

Sawgrass MillsPeacock Choco EclairOutdoor Rug

Is it a plume of vibrant peacock feathersunfurled against a twilight sky or a school offestively colored fish darting through darkwater? This uncommonly durable rug,handhooked from cottony-soft, solution-dyedDuraCord® yarns to be resistant to rot, mold,mildew, fading, and staining, promises plentyof time to figure out the answer. SawgrassMills® Peacock Choco Eclair, (also in an aquaversion, which won a 2010 Design ExcellenceAward at the Chicago International Furniture&Accessories Market™, is available in either5x8-foot or 8x10-foot sizes. Contact: (800) 334-1078 orthehammocksource.com.Circle Reader Service No. 115

Aluminum Slat Table

Homecrest’s aluminum slat table brings you asleek new table option sure to fit any outdoor-dining area. A modest apron and detailedlegs bring you style like no other in outdoor dining. Manufactured with Homecrest’scustom-designed extrusions, the aluminum slat table is offered in a wide selection of framefinishes and sizes, including balcony height. Homecrest aluminum slat tables will fit intoany outdoor-dining decor. Contact: www.homecrest.com.Circle Reader Service No. 116

Sunbrella.comThe Sunbrella® online fabric showroom has

been redesigned with new functionality aimedat improving the fabric-search experience. Theupdates include advanced-search, quick-drape,fabric-coordinates, and sharing functions thatprovide more ways than ever before for visitorsto experience Sunbrella fabrics. The searchyields individual fabrics or multiple options(depending on the information that a visitor provides) and creates a starting point in theselection of Sunbrella fabrics. The Sunbrella fabric online showroom recently won a silverAmerican Advertising Federation Triad ADDY® Award for interactive media website,consumer HTML. Contact: www.sunbrella.com.Circle Reader Service No. 111

PatioJewelry

Patio Jewelry comes to yourbackyard with the Gemstonecollection by CaliforniaOutdoor Concepts. Throughoutthe ages, gemstones havebeen fascinating to allcultures. The folklore ofgemstone colors has beenhonored for centuries. TheGemstone collection of PatioJewelry reignites this interest

and passion for color. Opal relaxes the mind with its blue-green aura. Garnet, deep maroonin color, ensures healing and strength. Tigers Eye, with its sense of spiritual well-being, iswild with browns and creamy beige. Whether chosen by color or mystic property, PatioJewelry adorns your tabletop, pool deck, or sitting area. Provide yourself and your guestswith the warming glow of Gemstones. Each color is available in three different cuts:emerald, round, and oval. Choose all three and be rich with design. Choose only one and itwill be your very own diamond in the rough. Contact: www.californiaoutdoorconcepts.com.Circle Reader Service No. 112

Meridian Collection

Agio® adds new flair in 2011 with its flagship collection, Meridian, which combines thebest Agio craftsmanship with bold new function and design. Meridian’s versatile sectionalfeatures a multifunction piece that does double duty as comfortable chaise that convertsquickly and easily into an ottoman/coffee table. A unique pairing of aluminum frames witha natural wood look and beautiful all-weather wicker creates a modern, clean line that issure to be in demand for years to come. Contact: www.agiousa.com.Circle Reader Service No. 113


PR

OD

UC

TP

RO

DU

CT Classic

BlackStripeDeluxeCushioned DoubleSwing

Classic and contemporary come together here, in one of the most ample doubleswings available. The curvy, polished white-oak frame supports a pillowy seat ofcottony-soft, all-weather DuraCord® fabric sandwiching a lavish layer of polyesterfiberfill batting. The classy Hatteras Hammocks® classic black stripe pattern is like aperfectly tailored tuxedo for your favorite patch of yard. Vinyl-coated steel cablesbolster strength and add a distinctly modern, artful flourish. Contact: (800) 334-1078or thehammocksource.com.Circle Reader Service No. 120

Fireplace GlassThe Arctic Flame glass collection from

California Outdoor Concepts was madewith everyone in mind. No matter whatyour taste is, each exquisite set gives asparkle to anything. The heat-temperedglass is processed through a tumbler toprevent rough edges, resulting in asmooth, elegant look and feel. The flamesdance around and through the processedglass, as if nothing is there. Arctic Flameglass is a truly unique product processed

to ensure that each box is brilliant in color. Contact:www.californiaoutdoorconcepts.com.Circle Reader Service No. 121

Preserve CollectionOutdoor living is a breeze with Erwin and Sons’ new Preserve collection, an airy,

transitional 15-piece seating and dining group that’s available in a variety of finishesand over 200 performance fabrics. It is available in both stackable and nonstackableseating, either with matching glass- or stone-topped tables or, as shown, withstorage-trunk tables. Contact: (770) 579-0414 or www.erwinandsons.com.Circle Reader Service No. 122

Pit MittThe Big Green Egg Pit

Mitt® is a soft, aramid-fiberglove that allows the user tohandle hot items around(and directly off ) a very hotgrill. The washable Pit Mittis reversible for the left orright hand and has silicone

on the surface for a superior grip. Contact: [email protected] orwww.biggreenegg.com.Circle Reader Service No. 117

Arrington Firepit Chat Group

Customers continue to seek out the warmth and ambience of outdoor fire.Agio gives you the opportunity to meet those demands. The Arrington firepitchat group features a slate- and porcelain-topped portable propane firepit and360–degree-swivel/tilt seating. Durably crafted chairs include oversizedscrolled arms and the beauty and comfort of premium weather-resistantcushions. Agio’s Arrington collection gives your customers access to instantentertaining savvy. Contact: www.agiousa.com.Circle Reader Service No. 118

New FirepitRings

American Fireglass’ firepit rings arenow available in 6-, 12-, 18-, 24-, 30-,36-, and 48-inch sizes. These firepit ringsfeature an all-new crossbow design forbetter gas distribution and areconstructed of high-qualitystainless steel. Contact: (888)264-1017 orwww.americanfireglass.com.Circle Reader Service No. 119


The Heat &Glo CosmoInsert

Homeowners who want acontemporary insert needlook no further than thecasual (yet sophisticated)Heat & Glo® Cosmo insert.Instead of fiber logs, itfeatures shimmering glass orceramic stone media for anupdated style. The refractoryliner is black glass and

designed to reflect the ribbon of flames across the length of the firebox. Featuring amodern, curved halo front, the Cosmo insert is easily installed and comes standard withthe IntelliFire™ ignition system. Contact: heatnglo.com. Circle Reader Service No. 123

Hitzer 30-95 EZ-Flo Hopper Stove

The Hitzer 30-95 EZ-Flo hopper stove isan outstandingly efficient and convenientheating source. With a 30-pound hopper, thisstove has extended long burns and producesover 60,000 Btu of evenly warmtemperatures. The advanced technology of aremovable hopper is an added convenienceof this top-choice stove. Like all Hitzerstoves, the 30-95 is thermostaticallycontrolled, and it provides heating withoutelectricity. With heating capabilities of up to2,000 square feet, the EZ-Flo meets your

heating needs, as well as providing beauty and charm for one’s home. The full-view fireboxwindow allows easy viewing that creates cozy, warm relaxation. With a stove color tomatch your home, the Hitzer 30-95 will decorate your home, produce cost-efficient heat,and create a warm and soothing environment. Contact: (260) 589-8536 or www.hitzer.com.Circle Reader Service No. 124

New Space-saving Island DesignBull Outdoor’s Little Q island is the perfect solution for space-challenged backyards.

The Little Q island has a very little footprint of 5.25x4.75 feet. It holds Bull Outdoor’sbest-selling Angus 30-inch, five-burner grill and refrigerator. Families will love the fact thatit seats four adults, with room to spare. Contact: (800) 521-2855 or www.bullbbq.com.Circle Reader Service No. 125

BeachcomberHot Tubs

Beachcomber Hot Tubs buildsthe same quality into everymodel, from its highest-pricedSLB 75 through its lowest-priced321 model. The 321 offers asolidly constructed, high-qualityhot tub with a plug-and-play110-volt design for customerconvenience. Buyers can restassured that they get the same guarantee and quality with every hot tub that Beachcomberbuilds. Contact: (800) 663-6557 or www.beachcomberhottubs.com.Circle Reader Service No. 126

ArtisanPergola

This newartisan pergolahas a uniquecombination ofmaintenance-freevinyl columnswith a heavy-duty,rough-cut,hemlock-woodtop. Its full-width

2x8-foot header supports up to a 16-foot free span. It features full-width 2x6-inch rafterjoists and 2x4-inch stringers. Enjoy the charm of a rich mahogany-stained wooden top.Contact: (877) 429-3262 or www.countrylanegazebos.com.Circle Reader Service No. 127

TURN YOUR PATIO INTO A PALACE.

Nothing beats the convenience,

durability, and style of a patio bar

from Challenger. Built to last a lifetime,

loaded with features, options and

ready for patio, picnic, or racetrack.

Their weather tight aluminum

powder coat construction makes

them stand up to the elements.

Quality. Durability. Versatility.

That’s Challenger. The benchmark

in patio bars. Learn about their

superior construction and

other features at :

www.challengercabinets.com/

PatioBars

or call 574.773.0470.


http://www.challengercabinets.com


PR

OD

UC

T

Vanuatu CollectionBradford Lifestyle introduces the Vanuatu collection. This beautiful collection offers all

the comforts of the bigger, heavier wicker looks, but with a refined delicacy. The sides areairy and light, giving Vanuatu a softer look with universal appeal. The collection has a fullcomplement of pieces for any combination. Big, bright, comfy cushions complete the setfor a sit-down, stay-awhile feeling. Contact: (604) 241-1030 or www.bradfordlifestyles.com.Circle Reader Service No. 128

Outdoor Fireplaces by Empire ComfortEmpire Comfort Systems’ new outdoor fireplaces

turn a cool evening into an exciting entertainmentopportunity, with friends and family gathered roundthe hearth. Part of the new Carol Rose Coastalcollection, these exciting new fireplaces are availablein traditional models (for use with a log set) and incontemporary models, with linear burners. Rated atup to 60,000 Btu, these outdoor systems generateplenty of warmth, with ambience to spare. With 304stainless steel on all exterior surfaces, thesefireplaces are engineered to last and to look gooddoing so. The complete line includes fireplaces,burners, and accessories. Contact:www.empirecomfort.com.Circle Reader Service No. 129

Grand Terrace FirepitGensun Casual Living has added a firepit to the

popular Grand Terrace collection. This collectionrepresents elegant design with exceptional value. Thenew 54-inch firepit features full cast-aluminumconstruction, a copper bowl, a firescreen, a poker, and afire grate, and it is available in 11 frame finishes. Copperbowls are also available separately for use as beveragecoolers during those wonderful summer days. Contact: www.gensuncasual.com.Circle Reader Service No. 130

Heritage by Sunbrella Glen Raven Custom Fabrics has introduced Heritage, a

Sunbrella®

furniture fabricfeaturing 50%recycled content.With a homespunlook and extensivepalette of 12 colors,Heritage is a blendof postindustrialrecycled Sunbrellaand Sunbrellavirgin fiber thathelps ensure thatthe product meetsstringent Sunbrellaperformancestandards. Therecycled content

comes from cutting-table waste from various customers,as well as from fiber, yarn, and fabric waste from theSunbrella manufacturing facility. The fabric is ideal forthose customers who want a beautiful fabric that alsotells a story. Contact: www.sunbrella.com.Circle Reader Service No. 131


http://www.thehammocksource.com


PatioBars

Nothing beats theconvenience,durability, and styleof a patio bar fromChallenger. Built tolast a lifetime, it’sloaded with featuresand options, andready for patio,picnic, or racetrack.Challenger’s versatile patio barexemplifies pure quality and craftsmanship. Contact:www.challengercabinets.com.Circle Reader Service No. 132

Hitzer Stoker CoalStove Model 608

The Hitzer Stoker coal stove model 608 is asuperior-quality product that your customers will love. Itsfeatures include a Btu range of 7,000 to 90,000, anintegrated Coal-Trol thermostatic-control combustion airsystem, the ability to hold up to 90 pounds of coal,cast-iron doors, pewter or gold accents, double-wallconstruction, a 2-inch rear clearance and 4-inch sideclearances, a 320-cfm circulation fan, and agalvanized-steel hopper (optional). Every Hitzer heatingsystem is carefullyhandbuilt by Amishcraftsmen. Only thefinest materials areused, and noshortcuts are taken.Each system provides

efficient burning with effective consumption of secondarygases. The result: more heat with less fuel consumed.Contact: (260) 589-8536 or www.hitzer.com.Circle Reader Service No. 133

HavenhillPneumatic Chaise

Homecrest has added a new chaise to its popularHavenhill collection. Havenhill is a sling group featuringa patented Butterfly Basket® that offers superiorcomfort. Taking comfort to the next level, this chaisefeatures a pneumatic adjustment lever that allows youto adjust your position up or down with just the push ofa button. Customize the Havenhill pneumatic chaise orother Homecrest products at the company’s website.Contact: www.homecrest.com/designcenter.Circle Reader Service No. 134 Circle Reader Service No. 57

HHT’s CarolinaOutdoor GasFireplace

Whether you’re remodeling a patio or buildinga new outdoor-living space, the Carolina gasfireplace will make it a warm and comfortablearea. The Carolina features a beautiful fire, with

HHT’s exclusive FireBrick™ technology offering a seamless, real-masonry brick pattern andproviding 25% more heat than a metal refractory model. Standard features on the Carolinainclude a stainless-steel screen and grate, the IntelliFire Plus™ ignition system formaximum fuel conservation, and stylish controls with an ergonomic design. Contact: heatnglo.com. Circle Reader Service No. 135

BerkshireCreate a timeless look in

any backyard withNorthCape’s new Berkshirecollection. Berkshirefeatures a handwoven, thick,rich cappuccino weave, withelegantly shaped arms thatwill add texture to yourporch, deck, or patio. Thesophisticated open-weave sides and back create style and comfort for lasting enjoymentthroughout the summer. Berkshire offers many pieces for this collection, including plushdeep seating, swivel gliders, and dining options. Contact:www.northcapeinternational.com. Circle Reader Service No. 136

http://www.wittus.com


Florence Wicker Sling Gensun has added wicker sling styles to the already-popular Florence

collection. Combining cast aluminum and woven wicker, these additions bringtogether beauty and comfort second to none. The high-back design of the diningchair, swivel rocker, and love-seat glider makes relaxation on your patio thechoice of family and friends. The collection also offers swivel barstoolsand balcony stools, a chaise, and a wide variety of tables. Contact:www.gensuncasual.com.Circle Reader Service No. 137

LooftlighterThe Looftlighter® is the fastest, cleanest, safest, and easiest

method for lighting your barbecue grill or wood fireplace. TheLooftlighter ignites wood or charcoal in fewer than 60 secondswith its patented hot-airstream process. Simply plug theLooftlighter into a wall socket and touch the nose of thelighter to your wood or coals. In about 15 seconds, sparkswill appear. At this point, withdraw the Looftlighter by 3 to 6inches and continue heating the same spot. Before youknow it, you will have a roaring fire. Contact: (845) 877-7321 or www.looftusa.com.Circle Reader Service No. 138

Bella-DuraBella-Dura®, which received the ASID’s Earth Minded Award,

is the standard by which all performance fabrics are judged because of thefollowing performance attributes: It withstood 1,500 hours of UV testing inArizona andFlorida, as well as50,000 doublerubs; it is bleachcleanable,antimicrobial,antifungal, andstain resistant;and it is silvercertified assustainable by theMcDonoughBraungart DesignChemistry Cradleto Cradle program.Bella-Dura’s award-winning designs are manufactured in a family-owned,fourth-generation mill in Garfield, New Jersey. Contact: (800) 544-0478 orwww.bella-dura.com.Circle Reader Service No. 139

MLW Stone, L.L.C.,Introduces StacKIT Natural Stacked-stoneFireplaceKits

This new product has thelook and workmanship ofauthentic, natural stacked stone.Integrated with today’s innovativetechnology, it reduces significantlythe cost of installation. Most naturalstacked-stone fireplaces are cut andinstalled in individual pieces—butStacKIT surrounds areprefabricated into panels that arecut to standard fireplace-kitsizes and can be installed inminutes, just as you wouldinstall a marble or granitesurround. These kits arestocked in MLW’s threestandard sizes and includea header, two legs, a riser,and a three-piece hearth;6x24-inch interlockingpanels, complete withcorner pieces, are alsoavailable to accommodateraised hearths and wallapplications. The product isavailable in two colors:Carden gold and multicolor.Contact: (800) 477-7665Ext. 127 orwww.mlwstone.com.Circle Reader Service No. 140

LeeStone Table and Hearth TopsNew LeeStone table and hearth tops by OW Lee are domestically produced using

glass-fiber–reinforced concrete. The strength and resilience of LeeStone offer thehighest performance for outdoor use, and LeeStone is virtually maintenance free.LeeStone’s elegance and style provide a practical alternative to natural-stone tops.Contact: (800) 776-9533 or www.owlee.com.Circle Reader Service No. 141

PR

OD

UC

T


PhoenixCharcoalGrill

ProFire Grills, adivision of Modern HomeProducts Corp., hasreleased the newPhoenix charcoal grill.This innovative newdesign combineshigh-quality constructionwith unique temperature

controls, including independently adjustable dual charcoal trays and upper and lower ventsthat can be fully opened for searing or partially closed for slow cooking. The vents can alsobe completely closed to extinguish the fire–saving the charcoal. The grill’s heavy-dutyconstruction is backed by a lifetime warranty. Contact: www.profiregrills.com.Circle Reader Service No. 142

ValorRetrofireGas Insert

Engineered to keep heatefficiently inside the home(and not send it up thechimney), the Retrofire isdesigned for installationwithin existing masonry andfactory-built wood-burningfireplaces of all shapes andsizes. Room sealed andvented outside, thedirect-vent Retrofireeliminates smoke, messyashes, and cold drafts. Contact: www.valorfireplaces.com. Circle Reader Service No. 143

Prestige Pro 600 SeriesThe new Napoleon® Prestige Pro™ 600 series comes loaded

with all the toys needed for complete outdoor entertaining.Among its features are up to 1,062 square inches of total cookingspace, up to 95,000 Btu, 3/8-inch stainless-steel WAVE™ rodcooking grids, a deluxe high top, a space-saving roll-top lid withchrome trim accents and handle, an attractive pedestal base withconcealed casters, electronic ignition for easy starting, a ceramicinfrared SIZZLE ZONE™ integrated side burner, an enclosed icebucket and cutting board, an infrared rear rotisserie burner, andmore. Contact: (877) 588-2220 or www.nacdealers.com.Circle Reader Service No. 144

MonessenStony CreekVent-freeLog Set

With an authentic lookinspired by nature andbrought to life inhandpainted details, thislog set is the perfectsolution for nearly anycustomer. The optional enhancement kit (shown) provides two additional logs for a morerobust stack, perfect for taller fireplaces. In addition, for the first time, Monessen is offeringthe exclusive convenience of the Signature Command™ system on a vent-free log set.Contact: www.monessenhearth.com.Circle Reader Service No. 145

Phifertex Slingable Fabrics Phifer Inc. announces

the addition of Phifertex®

Slingable outdoor-furniturefabrics, joining thecollection of Phifer fabricsinfused with Microban®

antimicrobial productprotection. Phifer uniquelycombines the design,quality, and performance ofits outdoor-furniture fabricswith Microban antimicrobialtechnology, providingcontinuous cleanlinessprotection against microbesand keeping fabrics cleaner and fresher for longer than ever before. Microban antimicrobialprotection is infused into the fabrics and inhibits the growth of stain-causing bacteria,mold, and mildew (which can cause degradation of the fabric). Microban protection workscontinuously, keeping fabrics cleaner between cleanings. Contact: (800) 221-5497 orwww.phifer.com. Circle Reader Service No. 146

Go beyond ordinary.

beach patiomarket

ZIPJACK INDUSTRIES, LTD.ELMSFORD, NEW YORK 10523 TEL 914.592-2000 FAX 914.592-3023

WWW.ZIPJACKUMBRELLAS.COM

ZIPJACKCUSTOMUMBRELLAS

Design-edlyDifferent!


http://www.zipjackumbrellas.com

Outdoor Bench CoversTwo Dogs Designs

for Outdoor LivingintroducesWeatherReady outdoorbench covers,featuring heavyweightpolyester, doublestitching, a PVC lining,and Velcro® tabclosures to secure thefit. At a 50-inch width,30-inch depth, and36-inch height, they fit

most outdoor benches. They offer good quality at a very good price and areavailable in black or khaki. Contact: (866) 896-3644, [email protected], orwww.twodogsdesigns.com.Circle Reader Service No. 147

Dave Lennox Signature CollectionEstate Series

The new Dave LennoxSignature™ collectionEstate™ series byLennox Hearth Productsfeatures a spectacular50x36-inch wood-burningfireplace as its flagship.One of the largestwood-burning unitsavailable on the market,it makes a grandstatement for custombuilders and the homes

of their clients. Newly designed brick-patterned liners with large grout lines andexquisite detailing replicate the look of hand-laid brick, and a high dome designensures that smoke is drawn out of the room. Easily converted to be ready for gaslogs, if so desired, the fireplaces are also available in 36- and 42-inch widths.Contact: www.lennox.com.Circle Reader Service No. 148

ElementsShademaker is proud to introduce the Elements collection from Sattler, North

America. The 20 new European-inspired solid colors are bold, energetic, andexciting for any outdoor environment. The solution-dyed, awning-grade fabricfeatures a TexGuard® easy-clean coating system and carries UV 801 certificationfor personal sun protection. Come see the latest trend in high-performance,awning-grade outdoor fabrics: new flamingo pink. Contact:[email protected] or www.shademakerusa.com. Circle Reader Service No. 149

Valor H4GasFireplace

Integratingcontemporary designwith efficient radiantheat, the H4 is one ofValor’s most versatilefireplaces to date.Choose from twodifferent (landscape orsquare) backing plates and one of three designer window trims in copper, nickel,or black. Fuel beds include traditional logs and river rock with driftwood. Contact:www.valorfireplaces.com. Circle Reader Service No. 150

Malibu Grande

Malibu Grande is a new addition to the already successful Malibu collection.Malibu Grande’s crescent-shaped sofa and wedge-shaped end table can bearranged by themselves or with pieces from the Malibu collection (in a variety ofconfigurations). Choose from the high coffee table—which features an umbrellahole—or the oversized circular ottoman as the Malibu Grande centerpiece. MalibuGrande has a lightweight aluminum frame; durable, UV-protected polyethylenewoven resin; and plush deep seating for added comfort. Influenced by a richchocolate texture, the Java flat-weave style and unparalleled durability are perfectfor the Malibu Grande collection. Pictured in white and plum hues from the newlyexpanded fabric library of over 150 textures and colors, Malibu Grande is sure tomake a huge statement in your backyard retreat. Bring a fresh new approach toyour outdoor room with NorthCape’s new Malibu Grande collection. Contact:www.northcapeinternational.com. Circle Reader Service No. 151

VermontCastingsEncore Two-in-one Wood-burning Stove

Unlike any other wood stoveon the market today, theEncore® two-in-one stoveprovides more flexibility, withtwo ways to heat. Just like itslarger counterpart, the Defiant®

two-in-one stove, it converts from catalytic to noncatalytic operation in less thanone minute. Its superior heating efficiency also generates more heat from lesswood, saving up to $300 or more during an average New England winter and up to$1,400 in fuel costs (when used in catalytic mode over five years). Contact:www.vermontcastings.com.Circle Reader Service No. 152


PR

OD

UC

TP

RO

DU

CT


Napoleon EFC32 and EFL48 Modern Fireplaces

The EFC32 and EFL48 electric fireplaces feature clean, crisp contemporary designs withall the convenience of simply hanging, plugging in, and enjoying them. The EFC32 has asleek, curved bay front, while the EFL48 has a generous 48-inch linear glass front thatcomplements the clean minimalist design. The ultrathin depth of both fireplaces allows aminimal protrusion from the wall. The EFC32 and EFL48 both provide a uniquecontemporary artwork design, with white stone ember beds that can easily be switched tooptional glass embers in a variety of colors. Both fireplaces come standard with a built-inbracket that makes installation as easy as hanging them on a wall. They come completewith a 5,000-Btu heater, featuring three settings and a convenient handheld remote controlthat controls heat output and flame intensity. Contact: (800) 461-5581 orwww.napoleonfireplaces.com.Circle Reader Service No. 153

Double-wallStovepipe

Selkirk announces a double-wallstovepipe with professional features,offered exclusively to the hearth market.Model DCC double-wall stovepipe isUL/cUL listed as a connector pipebetween a wood stove and chimney. Thesmooth lines of the black outer wallallow for slip connectors and easy

installation. Selkirk received favorable feedback on this product line at HPBExpo in Reno,Nevada. Since that time, Selkirk has gone back and listed DCC for 6-inch clearance on alldiameters and in all installation configurations—giving DCC the closest clearance of allstovepipes on the market. Selkirk has also gained the cUL S-641 listing for sales of DCC inCanada. DCC double-wall stovepipe is now in stock at the company’s Turners Falls,Massachusetts, and Prescott, Ontario, distribution centers, so place orders now forcombined shipment with your existing orders for chimney and venting products. Contact:(800) 443-6341 (United States), (888) SELKIRK/735-5475 (Canada), or www.selkirkcorp.com.Circle Reader Service No. 154

Bistro Bar and Counter StoolsNew to the OW Lee Bistro

group, these whimsical (butsturdy) bar stools are perfectin any setting. Manufacturedin the United States, OW LeeBistro chairs are handmadefrom superior-qualitymaterials. The new Bistrobarstools match existing OWLee Bistro dining chairs.Counter stools are alsoavailable in all three styles.Contact: (800) 776-9533 orwww.owlee.com.Circle Reader Service No. 155

Jazz DiningCollection

The Jazz collection blendsclassic elements, crafted inA356 aluminum, to create asophisticated family offurnishings. The Jazzcollection includes anarmchair, a swivel rocker, aswivel barstool, a stationarybarstool, a love seat, and a36-inch square table (alsoavailable as a rectangulartable). All pieces offerOutdoor Lifestyle’s unique15-year limited warranty onfurniture frames and afive-year limited warranty onpaint finishes in residentialuse. Contact: Virginia Hamilton at (800) 294-4758, [email protected], orwww.olfurniture.com.Circle Reader Service No. 156

Hampton Pavilion

This Hampton pavilion is a great addition to your outdoor-living area. It provides a cool,shady place to get out of the hot summer sun and can save your party from an unexpectedshower. The Hampton pavilion features a stately look and feel, with its arched headers and10-inch round vinyl columns. The steeper roof pitch and extra roof overhangs addsignificance to its stature. Now, enjoy a maintenance-free vinyl exterior combined with thecharm of a mahogany-stained interior ceiling. Contact (877) 429-3262 orwww.countrylanegazebos.com.Circle Reader Service No. 157

Fire MagicVent Hood

Fire Magic’s venthood is the first-everhood specificallydesigned for outdoorgrills. An advancedventilation system extracts smoke, heat, and odors quickly and quietly with a powerfuldual fan. It provides better exhaust, whether the grill lid is open or closed, by drawing airto the front and back of the vent hood, not from the center. It features a powerful 1,400-cfmdual-fan system and high-quality brushed stainless steel with seamless edges. The venthood is available in 36-, 46-, and 60-inch widths. Contact: (800) 332-3973 orwww.rhpeterson.com.Circle Reader Service No. 158


PR

OD

UC

T SunBriteTV: Model 4630HDYour customers can

now enjoy qualityoutdoor televisionviewing in theirbackyards withSunBriteTV’s new model4630HD, a 46-inch,full-HD (1080p),all-weather, outdoor LCDtelevision that isdesigned for permanentoutdoor installation.Model 4630HD is engineered with an outdoor-rated ASA plastic resin exterior thatprotects the internal television components from rain, dirt, insects, and extremetemperature ranges. Built into the exterior are 20-watt speakers and anantireflective, impact- and scratch-resistant window that protects the LCD screen.Contact: (866) 357-8688 or www.sunbritetv.com.Circle Reader Service No. 159

SCHOTT ROBAXAn important trend in modern home

design is the concept of personalization.The broad array of design colors andpatterns that SCHOTT ROBAX® offersallows for this type of customization tocontinue onto the fireplace. Currently,SCHOTT ROBAX glass ceramic is availablewith decorative patterns in 15 differentcolors, ranging from polar white or ambergold to autumn red or mystic black. Thesecolors, matched with your choice of patternand shape, allow for a fireplace viewingpanel that fits your exact style. Now, yourfireplace can be wonderful to look at even

when there isn’t a fire inside. Contact: (941) 831-2200 or www.schottrobax.com.Circle Reader Service No. 160

SunGarden

Sun Garden, aGerman manufacturerof high-qualitycasual-furniture items,announces thepatent-pending EasySwivel mechanism,which allows for 20positions of easyswiveling. This productenhancement isavailable on all modelsof the patented EasySun parasol: 11.5-footoctagon, 10.5-footsquare, 9- or 12-footoval, and 13-foot curve.

This is the newest addition to the best-selling Easy Sun lineup and is beinghighlighted in key strategic partners’ stores this spring. Contact:www.sungarden.us.Circle Reader Service No. 161

Florence Dining CollectionThe Florence collection uses bold, interwoven lines to create airy (yet solid)

pieces. Made of premium A356 aluminum, this collection offers buyers anarmchair, a swivel rocker, a swivel barstool, a stationary barstool (with bothbarstools available in balcony height), and a love seat. Each piece comes withOutdoor Lifestyle’s unique 15-year limited warranty on frames and a five-yearlimited warranty on paint finishes in residential use. Contact: Virginia Hamilton at(800) 294-4758, [email protected], or www.olfurniture.com.Circle Reader Service No. 162

New EchelonDiamondPowerBurner byFire Magic

Performance, luxury,beauty, and innovationepitomize the new EchelonDiamond power burner. This

largest and most powerful side cooker offers a range of 3,000 to 60,000 Btu andprovides the high heat perfect for wok cooking or frying a turkey. Backlit safetyknobs with blue LED bezels and flame icons on the knobs change from blue to redas the burner is turned on; the red flame grows brighter on high—an exclusive FireMagic safety feature. Contact: (800) 332-3973 or www.rhpeterson.com.Circle Reader Service No. 163

AEROMarketUmbrella

The ZipJack AERO marketumbrella changed the look ofthe classic market umbrellaforever. Its patented canopydesign gives the umbrelladistinctive styling, whilecrosswinds and updraftspass right through thecanopy’s venting system.Easy maintenance enhancesits attractiveness. The ZipJackAERO market umbrella canhelp every specialty patioretailer stand out above thecrowd. Contact: (914) 592-2000, www.zipjackumbrellas.com, or [email protected] Reader Service No. 164


Insulated ComponentsRonda USA’s new stainless-steel components for outdoor kitchens are functional, as

well as elegant. Pictured here is Ronda’s drawer unit (QM19) with one single insulatedfront, two watertight inside cases, and telescopic guides. The unit features a hermeticclosure granted by a magnetic seal. Ronda’s high-quality design components providebeauty and practicality for any outdoor kitchen. Contact: (714) 642-3494 orwww.rondaoutdoors.com.Circle Reader Service No. 165

Over and UnderOver and Under, Inc., a specialist in

manufacturing custom outdoor cushions,slings, and protective furniture covers fornearly 30 years, announces that its

new high-performance outdoor cushions are available for all outdoor furniture. Allcushions are made to your specifications, using the latest in high-tech materialsand innovative custom crafting—and they are backed by an unparalleled five-yearwarranty. The difference is in the details. Since the low-maintenance, mold-freehigh-performance outdoor cushion is designed to dry in three hours or less, you’ll spendmore time enjoying your outdoor furniture and less time with a wet bottom. Luxuriouslycomfortable, it’s the high-performance outdoor cushion: If it feels dry, it is dry. Contact:(877) 484-2104 or www.overandunderonline.com.Circle Reader Service No. 166

WeatherReadyOutdoor Coversfor Fountains

Two Dogs Designs for OutdoorLiving has introducedWeatherReady™ fountain covers,featuring heavyweight polyester,double stitching, a PVC lining, andVelcro® tab closures on four sides.For even better protection againstthe elements, the fountain covershave Velcro midtie fasteners andelasticized bottoms. Representinggood quality at a very good price,they are available in three sizes,and they come in black or khaki. Formore information, contact Two Dogs Designs for Outdoor Living. Contact: (866) 896-3644,[email protected], or www.twodogsdesigns.com.Circle Reader Service No. 167

The Collar-tilt Umbrellaby TreasureGarden

The elegant and durablecollar-tilt collection fromTreasure Garden® setsindustry standards for fashionand design. This premiercollar-tilt style makes shadeas easy as twisting the collaronce the umbrella is crankedup and tilting the canopy toobtain infinite degrees ofshade and comfort. Shown isthe UM8004 DC7 in theFirenze finish. Contact:[email protected] orwww.treasuregarden.com.Circle Reader Service No. 168

Wittus—Fire by Design

The Wittus Star and Mini Star GelfirePillars are impressive garden sculptures byday and dramatic lighting by night. Made inthe United States of heavy-gaugeCOR-TEN™ steel and topped with brushedstainless-steel fuel wells, they burn withclean, lofty flames for two to three hours perfilling. Flank a walkway with pairs orelegantly group them in multiples totransform decks, backyards, and gardenareas into welcoming outdoor-living spaces.Contact: (914) 764-5679, www.wittus.com, [email protected] Reader Service No. 169


UltimateONEUltimateONE offers the latest technologies in

factory-built chimney design, providingsuperior performance, durability, and

safety. UltimateONE’s inner linerand outer casting are

constructed of all-welded304 stainless steel for

superior strengthand corrosionresistance.Engineered with aweb coupler designusing an inch of

Superwool insulation that makes contact at the seam, UltimateONE allows for pipeexpansion and eliminates cold-air infiltration. Because UltimateONE is lockedtogether with a latch-type locking band, no-tool installations are quick, solid, andsecure every time. Contact: (800) 433-6341 (United States), (888) 735-5475(Canada), or www.selkirkcorp.com.Circle Reader Service No. 170

OptifireThe Optifire

zero-clearancewood-burning fireplacehas limitless options.Some of its clean-linedfeatures includeinvisible hinges, alocking systemintegrated into thefacade, and a largecurved or flat glasswindow for a clear viewof the fire.

Conveniently, the automatic thermostat is used for regulating heat output, and allparts are serviceable from inside the firebox. Whether Optifire is incorporated intonew construction or installed into an existing masonry fireplace, the designpossibilities are endless. Contact: (914) 764-5679, www.wittus.com, [email protected] Reader Service No. 171

Shade,Safety, andFun, All in One

ZipJack Custom Umbrellasintroduces a new line of patioumbrellas designed to providecolorful, shaded play spacesfor youngsters. KidBrellas are agreat way to protect kids fromthe sun. KidBrellas easilyconvert from table umbrella toplay space and feature bright,bold silkscreened animalillustrations with extended sidepanels that provide extracoverage. Contact: (914) 592-2000, [email protected], or www.zipjack.com. Circle Reader Service No. 172

Stainless-steel HalfRound KettleGrill Topper

Mr. Bar-B-Q’s stainless-steelHalf Round Kettle grill topper isan essential for alloutdoor-grilling adventures. Thissleek grill topper fits 22-inchgrills and keeps small, delicatefoods on the grill and out of thefire. It spreads heat evenly and prevents food from falling through the grill grate,which is ideal when cooking shrimp, veggies, and other favorites. Because it is theperfect topper for messy cooking grids, it can be used when camping, at beaches,in parks, and when tailgating. This easy-to-clean, durable topper measures 2.28inches by 20.2 inches. Contact: (800) 333-2124 or www.mrbarbq.com.Circle Reader Service No. 173

Empire CollectionThe Empire collection, a proven sales winner, was reintroduced in April 2011 by

Palm Springs Rattan and Garden Classics. Familiar to some, this popular collectionreturns after an absence of more than 18 months. Crafted of woven wicker, theEmpire collection features a woven body, but incorporates a sling design. Thedepth of the collection adds to its popularity, with six chair designs and four tabledesigns. The add-a-pad program enables buyers to customize the look of thepieces using Palm Springs Rattan’s no-grade fabric pricing. Contact: Tami Newtonat [email protected] or www.palmspringsrattan.com.Circle Reader Service No. 174

SunBriteTV:Model5510HDIn an effort to expand its mar-ket reach, SunBriteTV recentlyintroduced two new televisionsto its all-weather outdoor-prod-uct line. SunBriteTV’s high-endintroduction is model 5510HD,which sports a 55-inch, 1,080-pixel full HD LCD screen with a refresh rate of 120 Hz. This television is ideal forhomeowners who are looking for home-theater–quality viewing in their outdoorspaces (see page 62 for SunBriteTV’s other new product). Contact: (866) 357-8688 orwww.sunbritetv.com.Circle Reader Service No. 175

PR

OD

UC

TP

RO

DU

CT


Toscana PavilionTransform the outdoors into an extraordinary living space. Create your outdoor-living

space by adding functional and beautiful sidewalls and curtains. Permanent orportable, the Toscana pavilion can be used to create the perfect garden retreat orpoolside cabana. This trellis-style frame is backed with a 10-year warranty. Hundreds offabrics and frame colors equal endless possibilities. Contact:www.michaelcaravita.com. Circle Reader Service No. 176

Outdoor Escape Paying homage to nature’s purest

pleasures, the Outdoor Escape collection isCouristan’s newest addition to the category ofweather-resistant area rugs. Offeringpicturesque renditions of various outdoorscenes, these durable performance area rugshave a novelty appeal that is perfect forcomplementing themed decor. Featuring aunique handhooked construction, each designin the collection showcases a textured looppile that adds dimension to the motifs. Withpatterns like beach landscapes, lighthouses,and sea shells, these outdoor/indoor arearugs create a soothing atmospherereminiscent of treasured vacation spots andoutdoor hobbies. Contact: (201) 585-8500 orwww.couristan.com.Circle Reader Service No. 177

EcoSmartSTIX

EcoSmart STIX is an amazing newbioethanol firedesigned byBarcelona-baseddesigner HiroshiTsunoda. It’s acontemporarystainless-steel firedesign that evokes themood and magnetismof a traditionalcampfire. Known for

exploring the possibilities of geometric figures, Hiroshi’s unique EcoSmart Fire STIX isboth visually striking and practical—particularly in an outdoor environment. Consistingof varying sizes of tubular stainless-steel sticks secured around an efficient 3-liter(3.2-quart) bioethanol burner, EcoSmart Fire STIX is testament to the design versatilityof bioethanol fire design. Contact: (888) 590-3335 or www.ecosmartfire.com.Circle Reader Service No. 178

Bloc by GlosterCombining luxury with the ultimate

in simplicity, Bloc is a strikinglygeometric interpretation of the outdoorupholstery trend. Its geometric designappeals to those who prefer minimalistlooks, but do not want to compromiseon comfort. London-based designerMark Gabbertas has combined textured,powder-coated aluminum frames withsizable blocks of upholstered comfort,creating a remarkable juxtaposition oftactile comfort and visual integrity.Contact: (888) 456-7837 orwww.gloster.com.Circle Reader Service No. 179

HybridFire Grills

Kalamazoo OutdoorGourmet has introducedits new line of HybridFire grills, the onlybarbecues that cookwith three different fuelsat once: wood, charcoal,and gas. These uniquegrills provide the widestcooking versatility onthe market, giving theirowners the freedom topursue any outdoor-cooking technique they desire—using the fuel of their choice. Withcooking firmly established as a national sport, the appreciation for sophisticated flavorshas now moved outdoors to the grill. People better appreciate the subtleties that comefrom cooking with charcoal or wood, but also desire the convenience offered by gasburners. Until now, several separate pieces of equipment were required to capture thebenefits that come from cooking with different fuels. Contact:www.kalamazoooutdoorgourment.com.Circle Reader Service No. 180

LowCountry

This distinctivecollection byLloyd/Flanders livesup to the easyreputation of itsnamesake. SouthCarolina’s LowCountry has been atreasured culturalhub for generations,bursting withagricultural wealthand antebellum good taste. Grand plantations flourished in the mid-18th and 19thcenturies; harbors welcomed ships from around the world, bringing influences ofCaribbean, Asian, and European cultures to the Low Country. All of these influencescombined to form the region’s patchwork heritage. Contact: www.lloydflanders.com.Circle Reader Service No. 181


Athena CollectionCreate a beautiful outdoor retreat with Meadow Decor’s amazing collection, Athena. With its

ornate decorative accents, this collection will be the centerpiece of your outdoor room. Athenacomes in a variety of pieces to help you create a luxurious andinviting atmosphere—complete with dining, deep seating, bar,and firepit sets. Contact: (909) 923-2558 orwww.meadowdecor.com.Circle Reader Service No. 182

Rain or Shine Collection AMS Imports is proud to unveil the newest additions to the 2011 collection of Rain or Shine area rugs to

the interior-design and home-furnishings industries. The indoor/outdoor rugs are made from 100%polypropylene yarns in a cable-lock construction and are woven in four different styles, with outdooracrylic fabric. Rain or Shine rugs provide longer durability and are resistant to mold and mildew fromhigh humidity, as well as to fading from UV exposure. Contact: (866) 267-0012 orwww.amsimports.com.Circle Reader Service No. 183

Looft Tranchier SetThe Looft Tranchier set is a dishwasher-safe carving knife with a case that doubles as a carving fork.

An opening in the safety sleeve allows water to drain, when the set is in the dishwater—and alsodoubles as a bottle opener. The Looft Tranchier set is a must-have tool for the grill. Contact: (845) 877-7321 or www.looftsusa.com.Circle Reader Service No. 184

AquaAqua is one of eight new collections that Summer Classics

unveiled for 2011. The Aqua deep seating collection adds luxury,comfort, and sophistication to your indoor or outdoor-livingspace. Latin for water and appropriately named, Aqua is a perfectsimulation of water hyacinth executed in exclusive N-durapolyethylene and our superdurable water hyacinth wicker, with apecan finish. The Aqua collection also includes a rectangular diningtable, side chairs, and armchairs, as well as an elegant chaise. Theentire collection can be viewed on the Summer Classics website.Contact: www.summerclassics.com. Circle Reader Service No. 185

PR

OD

UC

T

Triple-drawerUnits

Ronda USA’snew stainless-steelcomponents foroutdoor kitchensare functional, aswell as elegant.Featured here isthe triple-drawerunit (QR 21) withthree fronts, threedrawer boxes, anda self-supporting

structure completely made of 304 stainless steel. Hermetic closureis granted by a magnetic gasket. The triple-drawer unit is speciallydesigned to store barbecue utensils and canned/packed food.Contact: www.rondaoutdoors.com.Circle Reader Service No. 186

Outdoor Module SystemThe revamped DCS Outdoor Module grilling system

integrates traditional grilling with versatile 360-degreegrilling to provide a single, versatile cooking platform. TheOutdoor Module system provides three professionallystyled 30-inch cooking components: the All-Grill, theside-burner sink, and the side-burner griddle. Contact:www.dcsappliances.com.Circle Reader Service No. 187


SakuraSifas®, the French outdoor-furnishings company known for catering to the

indoor/outdoor lifestyle, introduces its new collection, Sakura, which featureseye-catching, fluid lines. Chairs come in four relaxation positions and can be puttogether to form straight-lined or curved lounge suites. Each of the four designs, fromthe fully upright to fully reclined, is covered with woven Hydropass® material, offeringcomfort and performance. Hydropass is a 3D network of polyester fibers woven into ahoneycomb mesh. After a rain shower, the mattress can dry in 30 minutes, as waterpasses through the network immediately—without retention, stagnation, or the risk ofmold forming. Contact: www.sifasusa.com.Circle Reader Service No. 188

MidnightGardenCollection

Foreside Home & Garden ispleased to introduce its Verandabench from the Midnight Gardencollection. This beautiful designwill add the perfect touch to abackyard, front porch, or gardenarea. Founded in 1990, Foresideis a wholesale designer anddistributor of decorative home and garden accents, lighting, and furniture; it is knownfor its on-trend accessories, original designs, and use of bright, lively colors. Contact:(855) 474-3344 or www.foresidehomeandgarden.com.Circle Reader Service No. 189

TailgateWithTervis

By teaming up withprofessional sportslicenses, Tervis makesit easier than ever forfans to get into thegame-day spirit. Therenowned tumblersnow feature MLB®,NBA, NFL, NHL®, andMinor League Baseballthemes, as well ashundreds of newcollegiate designs.Tervis is an essential part of tailgating, keeping cold drinks cold or hot drinks hot. Withspill-resistant lids and sweatproof cups, cleanup is hardly a hassle. Tailgate in style withone of the newest Tervis accessories: a new handle that slips right onto the 24-ouncetumbler. Whether for the athlete or the couch potato, Tervis keeps cheering full offun. Contact: (866) 392-1964 or www.tervis.com.Circle Reader Service No. 190

EmerilCharcoalGrill

Emeril™ outdoor grillsare designed for peoplewho understand thatgrilling is more thanoutdoor cooking: It is apassion. The Emerilcharcoal grill, constructedof porcelain-enamelheavy-gauge steel, featuresfour sturdy steel legs; ahinged lid with anintegrated thermostat; a

hinged grate, which allows for easy and neat access to the charcoal; an ample 424 squareinches of cooking surface; a sturdy storage shelf; and a large-capacity, easily removableash collector. Contact: www.EmerilGrills.com.Circle Reader Service No. 191

HarmonyBrightonElement

Belgard®

Hardscapes is makingit easier than ever tocreate theoutdoor-living roomof your dreams withprebuilt, modularBelgard Elements,including fireplaces,water features,outdoor kitchens,grills, and more.Contact: (877) BELGARD (235-4273) or www.belgard.biz.Circle Reader Service No. 192

Sundance Umbrella CollectionTerra introduces a new market-umbrella collection that brings excitement and fun to the

outdoors—and that complements the surrounding architecture and decor of anyenvironment. With inspiration taken from a toy pinwheel, this two-tone design can becustomized in a wide variety of solution-dyed acrylic fabrics. Personalized special effectscan be added (with a silkscreened descriptive design, name, or logo) on most fabrics. Thisoctagon-shaped umbrella is 9.5 feet in diameter and is available in 20 colorfulpowder-coated finishes on a durable aluminum frame or a solid-oak frame finished innatural polyurethane. Contact: (626) 912-8523 or www.terrafurniture.com. Circle Reader Service No. 193

continued on page 69


delivery. Cover Express maintains pre-made covers in 22 fabric options for allthree sizes of Solair Comfort and SolairSelect awnings, and these are ready toship within 24 hours of order place-ment. The Cover Express programbegan in 2009, with three fabricoptions. Based on the growing popular-ity of the program, Tri Vantage has con-tinually added new Sunbrella fabricoptions, including the recent introduc-tion of textures.

Brooks ShermanAppointed Presidentand CEO of M&GDuraVentM&G Group CEO Wim Straver has announced the appointment ofBrooks Sherman as president and CEOof M&G DuraVent. Sherman will suc-ceed Stephen Eberhard when he joinsthe company in June. Eberhard is retir-ing from M&G DuraVent.

Sherman has a combination of 17years in the hearth/HVAC and plumb-ing industries. Most recently, he servedfor three years as CEO and chair ofIntegrated Security Systems, Inc.(Carrollton, Texas), a provider of safety-protection products. Prior to holdingthat position, he was president andCEO of Selkirk, the venting and air-distribution manufacturer. He alsoserved as vice president and CFO ofEljer Industries (at the time, a manufac-turer specializing in plumbing andHVAC products).

“Brooks is the ideal individual forthis position,” Straver says. “I am verypleased that Brooks is joining M&GDuraVent. He has demonstrated successin our industry. He is an exceptionalexecutive with strong experience andwill be a champion of DuraVent’s prod-uct offering.” M&G DuraVent, a mem-ber of the M&G Group, is one of 13companies in the privately held consor-tium. The M&G Group produces awide range of flue and vent products inaluminum, stainless steel, and plastic forthe hearth and HVAC markets.

Protégé CasualExpands Sales Teamand Launches Cross-dock Program Protégé Casual has expanded its salesforce by adding four representatives toits team. Frank Magestro and Jim

Cameron will handle North and SouthCarolina, while Bill and David Miskewill manage Western Canada. MakeMallory, director of sales, says, “As wehave grown our business, our capabili-ties and needs have increased. For thisgrowth, we have added key people tomanage territories and better serviceour valued clients.”

Protégé Casual also recently intro-duced its cross-dock program for spe-cialty retailers. Jerry Sonnenberg, direc-tor of operations, says, “We are proudto unveil our new cross-dock program,which takes all of our key products incast aluminum, woven, and sling andcross docks them—and gives our val-ued customers near-container costs onless-than-container quantities. It’s awin–win situation. We gain more cus-tomers, and our customers gain accessto great product at great pricing.”

GeoBella CasualFurniture FabricsAdded to Tri VantageOfferingsGeoBella®, a line of outdoor-cushionfabrics combining performance, com-fort, and recyclability, has been addedto the furniture-fabric offerings of TriVantage®, the nation’s largest distribu-tor serving awning, marine, and furni-ture markets.

Woven by Phifer Inc. using postin-dustrial olefin yarn wastes, GeoBellafabrics are PVC free and 100% recy-clable. Available in 78 solid colors,stripes, and patterns, GeoBella fabricsoffer a soft hand and are designed foroutdoor cushions, as well as sling fur-niture and marine applications.

“GeoBella fabrics do not absorbwater and dry quickly, making themresistant to mold and mildew growth,”according to Tom Koster, marine andfurniture products manager for TriVantage. “These fabrics are also faderesistant, stain resistant, and easy toclean. Backed by a three-year warranty,GeoBella fabrics are an excellent value-oriented offering.”

Phifer Inc. is a leader in the industriesof insect screening, solar screening,drawn wire, interior solar-control fabrics,engineered products, and outdoordesigner fabrics. The company also offerslines of sun-control fabrics and designedfabrics for outdoor furniture that are100% recyclable. These PVC-free fabricsare generated from a core yarn that is

born of a postindustrial waste byprod-uct that lends itself to repeat recycla-bility for continued sustainability.

Outdura ExpandsSales OrganizationOutdura Corp., a division of SattlerNorth America, announces the addi-tion of new sales representatives.Frank Cauce will represent Outdurain Latin America. Cauce (of FrankCauce Textile Agency in Miami,Florida) has over 20 years’ experiencecalling on manufacturers, designers,wholesalers, and retailers in this terri-tory. His agency operates a showroomin Miami where Outdura productswill be featured. He is assisted in theagency by his wife, Joanie. Cauce isthe former international sales managerfor Kravet Fabrics.

Marshall Black will representOutdura for the retail segment. He has21 years’ experience in the textile-salesindustry. Black currently representsValdese Weavers and its Circa 1801division, HomeFabrics, and VIP. Hepreviously represented Kravet Fabrics/Portfolio Textiles for 15 years and waspresident of the North Carolina andSouth Carolina chapters of theAmerican Society of Interior Designers.

Cauce will coordinate market activi-ties with Jeff Jimison, vice president ofmarine/awning and international sales.Black will work closely with NatalieScott, vice president of sales and mar-keting, casual furniture.

Twin-Star Launches300-cube Split-container Program Twin-Star International is announc-ing the launch of a 300-cube split-con-tainer program for the company’sClassicFlame electric fireplaces,Tresanti media consoles, thermoelectricwine coolers, beverage cabinets,kitchen islands, and Duraflameinfrared quartz heaters and fireplaces.Twin-Star will be fully operational inits 180,000–square-foot warehouse inChina’s Shenzhen free-trade zone byJune 15. The 300-cube split-containerprogram is operated in conjunctionwith Zenith Global Logistics.

Retailers who participate in the pro-gram can now take advantage of China-direct pricing, while being able to orderin small quantities. Any or all of Twin-

Star’s brands and products can bemixed in one 300 cube order, making iteasy for the retailer. Prices to the retailerinclude all duties and freight fromTwin-Star’s warehouse in China to theretail store. Split-container orders aretargeted to arrive at the retailer’s doorwithin approximately six weeks.Zenith’s program also includes 24-hourWeb-portal access for live updates onthe status and location of all orders.

Treasure GardenIntroduces ItsCantilever Quick ShipProgramTreasure Garden has launched its2011 cantilever quick-ship program,which has been enhanced to includethe gigantic 13-foot AKZ style andblack frames in all 3 AKZ styles. Thethree best-selling Sunbrella® and fiveO’bravia™ fabrics are featured, as well asvalance or without-valance options.

This program meets consumers’demand for larger shade products, as wellas different cantilever design choices.Treasure Garden offers more than 25,000choices in shade products. For more infor-mation, go to www.treasuregarden.com,email [email protected], or visitshowroom #1655 in the MerchandiseMart (Chicago, Illinois).

Alfresco Home MovesIts Business Officeand ShowroomAlfresco Home, designer and manu-facturer of distinctive casual furnitureand garden accents, moved its mainoffices and showroom to Pottstown,Pennsylvania (a suburb ofPhiladelphia) on May 27. The move isthe final step in its effort to build anational headquarters. Already occupy-ing over 60,000 square feet of ware-house space at the Pottstown facility,Alfresco Home is excited to bring itsfull U.S. operation under one roof.

“The relocation of our offices andnational showroom under one roof withour warehouse operation providesupgrades that will benefit Alfresco Homecustomers with greater efficiencies andservices,” Joseph Cilio, president andCEO, explains. “The move is part of ourcontinued effort to provide clean, effi-cient, and timely customer service to ourcustomers, while managing other aspectsof our business more efficiently, so we can

{in

du

str

y}

continued from page 16


continue to provide our customers excellent-quality products and tremendous values.”

Agio Adds Andy Sokolto Management TeamAgio Internationalhas named AndySokol, a 27-year furni-ture-industry veteran,vice president of sales.Sokol will lead the out-door manufacturer’snewest initiative tomake additionalinroads and increasesales among traditionalhome-furnishingsretailers. Sokol, whomost recently was an executive withMacy’s, spent most of his career in outdoorfurniture with Fortunoff, the legendaryNew York/New Jersey retail chain.

In announcing the appointment, BobGaylord, Agio’s president, predicted thatSokol’s nearly three decades of experienceon the retail side would immediately havean impact on Agio’s initiative to expandthe casual outdoor-furniture business into

the traditional home-furnishings retailsegment. “When Andy and I discussedthe possibility of him joining Agio, werealized that we had exactly the samevision in regard to this game-changingopportunity,” Gaylord says.

Sokol says, “I’mexcited to be joiningthe Agio team. Agioleads the outdoorindustry not onlybecause it has its owndesign teams, producesa great product, andprovides value; Agiocan execute the deliveryof that product. It’s thetotal package that’simportant to retailers.”

With some of the outdoor-furnitureindustry’s best-known experts on theAgio team, Gaylord is bullish on Agio’ssales outlook. “If we’re able to accom-plish our goals, it’s possible the out-door-furniture industry can double insize in the next five years. Andy wasinstrumental in making the outdoorcategory successful with two retailerswhen it was not their core competen-

cy,” Gaylord says. “That’s why Andyhas joined the Agio team: to help usexplain—and to help retailers under-stand—how to get involved in this seg-ment and succeed.”

Sokol spent the majority of his careerwith the Fortunoff chain, helping to buildthat store's casual/outdoor-furniture busi-ness. Hired initially as an assistant buyer inoutdoor furniture, Sokol was quickly pro-moted to buyer and eventually namedmerchandising vice president to overseeFortunoff 's business. Later, Sokol's rolewas expanded to include indoor (as well asoutdoor) furniture.

When the outdoor-furniture segmentexploded with patio-furniture–storeexpansions in the 2000s, Sokol began tofocus solely on outdoor furniture again.He continued Fortunoff ’s status as thepremier specialty retailer in the countryand the template for other retailers toemulate. Sokol remained at Fortunoffduring the economic turbulence of thepast decade and weathered the sale of thecompany twice within three years. He leftthe company in February 2009.

Later that year, Sokol joined Macy’s; atthat time, it sold indoor (but not out-

door) furniture. Having convincedMacy’s management that the outdoorcategory would be a natural fit, Sokoldirected a pilot project to carry outdoorfurniture in a limited number of stores.The test proved successful, and the pro-gram was rolled out on a national basisearlier this year.

Mark Your Calendarsfor IPSPE, October30–November 4The International Pool/Spa/PatioExpo (IPSPE) brings together builders,retailers, service companies, designers, andlandscape architects for face-to-face inter-action, product review, vital knowledge,and powerful connections. Scheduled forOctober 30 through November 4 in LasVegas, Nevada, IPSPE will host morethan 500 exhibiting companies and morethan 9,300 attendees.

Show highlights will include educa-tional seminars, the product showcase,the energy efficiency and green pavilion,the backyard-living pavilion, the Genesis3 pavilion, live workshops, and exhibitorproduct clinics.

Margaritaville Outdoor

Whether you’re relaxing on the beach, tailgating before the game, or

getting your fin on at home, Margaritaville Outdoor brings you closer to

that paradise state of mind. The island styles and tropical designs found

in the company’s coastal creations include deep seating, dining, bars,

lounges, beach and tailgating pieces, and lots more. Margaritaville is

the original and only authentic island-escapism lifestyle brand in the

United States, and Margaritaville Outdoor brings island living directly to

you. Contact: www.margaritavilleoutdoor.com.



PR

OD

UC

T

Ocean Master MAX Zero Horizon

With a minimalist design, TUUCI’s Ocean Master MAX Zero Horizon maintains

a zero vertical profile, allowing for an undisturbed view of its natural surround-

ings. Built to withstand direct ocean gusts and desert wind blasts, it features

maximized components to create a durable and functionally supreme shade plat-

form. Contact: (305) 634-5116 or www.tuuci.com.


continued from page 67

Andy Sokol


Advertiser Phone Website Page

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

American Fireglass ..........................(888) 264-1017 ..........www.americanfireglass.com ..............35

Big Green Egg ..............................(770) 938-9394 ..........www.biggreenegg.com ....................12

Bradford Lifestyles............................(604) 241-1030 ..........www.bradfordlifestyles.com ................41

Bull Outdoor Products ......................(800) 521-2855 ..........www.bullbbq.com ............................33

California Outdoor Concepts ............(877) 274-6773 ..........www.californiaoutdoorconcepts.com ....13

Challenger Cabinets........................(574) 773-0470 ..........www.challengercabinets.com..............55

Country Lane Gazebos ....................(877) 429-3262 ..........www.countrylanegazebos.com............43

Empire Comfort Systems ..................(800) 851-3153 ..........www.empirecomfort.com....................31

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

Glen Raven/Sunbrella ....................(336) 221-2211 ..........www.sunbrella.com ..........................19

The HammockSource ......................(800) 334-1078 ..........www.thehammocksource.com ............56

Hearth & Home Technologies............(800) 669-4328 ..........www.hearthnhome.com ....................72

Hitzer............................................(260) 589-8536 ..........www.hitzer.com ................................47

Homecrest ....................................(877) 599-4803 ..........www.homecrest.com ........................14

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

Looft USA ......................................(845) 877-7321 ..........www.looftusa.com ............................45

Merchandise Mart ..........................(800) 677-6278 ..........www.casualmarket.com ....................51

Miles Industries ..............................(800) 468-2567 ..........www.valorfireplaces.com ..................39

MLW Stone ..................................(800) 477-7665 ..........www.mlwstone.com ..........................47

Monessen Hearth Systems ................(800) 867-0454 ..........www.monessenhearth.com ................29

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

NorthCape International ..................(708) 563-2890 ..........www.northcapeinternational.com ........25

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

Over and Under ............................(877) 484-2344 ..........www.overandunderonline.com ............15

OW Lee........................................(800) 776-9533 ..........www.owlee.com ..............................23

Phifer ............................................(800) 221-5497 ..........www.phifer.com................................17

RH Peterson Company ....................(800) 332-0240 ..........www.rhpeterson.com ........................22

Selkirk Corp. ..................................(800) 992-8368 ..........www.selkirkcorp.com ........................71

Sun Line ..................................................................................................................................69

SunBriteTV......................................(866) 357-8688 ..........www.sunbritetv.com ..........................27

Two Dogs Designs for Outdoor Living ....(866) 896-3644 ..........www.twodogsdesigns.com ................11

Wittus ..........................................(914) 764-5679 ..........www.wittus.com................................57

ZipJack Custom Umbrellas ................(914) 592-2000 ..........www.zipjackumbrellas.com ................59

ad INDEX product profiles DIRECTORY

Company Page

Agio ..................................................................................................53, 54American Fireglass ................................................................................53, 54AMS Imports ..............................................................................................66Beachcomber Hot Tubs ..........................................................................52, 55Belgard ....................................................................................................67Bella-Dura ..................................................................................................58Big Green Egg ....................................................................................52, 54Bradford Lifestyles..................................................................................50, 56Bull Outdoor Products ............................................................................52, 55California Outdoor Concepts ..................................................................53, 54Caravita ....................................................................................................65Challenger Cabinets ............................................................................ 52, 57Country Lane Gazebos ..........................................................................55, 61Couristan ..................................................................................................65Dampney Products ......................................................................................52DCS ........................................................................................................66EcoSmart ..................................................................................................65Empire Comfort Systems ........................................................................50, 56Erwin and Sons ..........................................................................................54Foreside Home & Garden ............................................................................67Gensun Casual Living ............................................................................56, 58Glen Raven/Sunbrella ..........................................................................53, 56Gloster ......................................................................................................65The HammockSource ............................................................................53, 54Hearth & Home Technologies..................................................................55, 57Hitzer ................................................................................................55, 57Homecrest ..........................................................................................53, 57Kalamazoo Outdoor Gourmet ......................................................................65KIWI ........................................................................................................52Lennox Hearth Products ..........................................................................50, 60Lloyd/Flanders............................................................................................65Looft USA ............................................................................................58, 66Meadow Decor ..........................................................................................66Miles Industries ....................................................................................59, 60MLW Stone ..............................................................................................58Modern Home Products................................................................................59Monessen Hearth Systems ......................................................................59, 60Mr. Bar-B-Q ..............................................................................................64Napoleon Products................................................................................59, 61NorthCape International ........................................................................57, 60Outdoor Lifestyle ..................................................................................61, 62Over and Under ........................................................................................63OW Lee..............................................................................................58, 61Palm Springs Rattan and Garden Classics ......................................................64Phifer ..................................................................................................50, 59RH Peterson Company ..........................................................................61, 62Ronda Outdoors ..................................................................................63, 66Schou ......................................................................................................69SCHOTT ROBAX ........................................................................................62Selkirk Corp. ........................................................................................61, 64Sifas ........................................................................................................67Summer Classics ........................................................................................66Sun Garden ..............................................................................................62SunBriteTV ..........................................................................................62, 64Terra ........................................................................................................67Tervis ........................................................................................................67Treasure Garden/Shademaker ................................................................60, 63TUUCI ......................................................................................................69Two Dogs Designs for Outdoor Living ......................................................60, 63Viking Culinary Group ................................................................................67Wittus ................................................................................................63, 64ZipJack Custom Umbrellas ......................................................................62, 64

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 2011, Vol 6, No 3 © 2011 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send addresschanges to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, [email protected], phone: (847) 763-9261. While the publishers have made every effort to ensure theaccuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

mailto:[email protected]

Get the Selkirk® Advantage...

All Hearth Products Are Not Created Equal.1.800.992.VENT [8368]1.888.SELKIRK [735.5475]selkirkcorp.com

For complete information

Direct-Temp® systems for use with Gas or Pellet Stoves. New Direct-Temp for Multi-Fuel Stoves fea-tures an AL29-4C Stain-less inner liner for the best corrosion resistance available on the market.

Versa-Liner® is the most versatile stainless liner sys-tem around. Use high-end common components with

in between. An optional insulation wrap completes the job – the way you want it done.

VP Pellet Pipe® includes a 304 Stainless Steel inner liner and gasketed joint system. VP is available in either black or galvanized

1” clearance to combus-tibles

® is a tough rip-resistant product built with a unique seaming process that allows an ap-

tio for increased strength,

smaller cartons.

The Ultra-Temp® All-Fuel Chimney features a unique

id Pack insulation which provides superior insulat-ing value to blanket-type alternatives.

DSP® Double Wall Stove Pipe features a stainless steel inner liner & ¼” insulating air gap to allow only 6” clearance on all diameters. Saf-T Pipe® is a heavy duty single wall 24 gauge black pipe.

Selkirk is the original innovator of prefabricated venting systems. Over 85 years of manufacturing expertise ensures our products, made from quality materials, have the tightest tolerances and we back that with the industry’s best lifetime warranty.

Stainless Steel Chimney Liners

Pellet-PipeFlexible Aluminum Chimney Liners

Stove PipeInsulated Chimney Systems

Direct Vent Pipefor Gas, Pellet, or Multi-Fuel

MAX! HE


http://www.selkirkcorp.com


http://www.myhht.com

patio and hearth products report - may/june 2011

Documents

casualfurniture industry

affluent customers

hearth retailer profile

corporate profile

j u n e vo

product details

products solutions

kris kyes50 product