patio and hearth products report - nov/dec 2011

MA

LLIN

CA

SUA

LFU

RNIT

URE

HEA

RTH

& H

OM

ETE

CH

NO

LOG

IES

www.pat ioandhear thproduc ts repor t . com

BIG

GRE

ENEG

G

MO

NES

SEN

HEA

RTH

SYST

EMS

http://www.patioandhear

Circle Reader Service No. 2

http://z-linedesigns.com


http://www.lennox.com

4 Patio & Hearth Products Report November/December 2011

17

52

8 GUEST EDITORIAL – ACCELERATING GROWTHBy Daniel Burrus

A bestselling author and business strategist providestips on how specialty retailers in the casual-furniture,hearth, and barbecue/grill industries can strengthentheir businesses.

16 SPOTLIGHT – STOVES: MARKET OUTLOOKBy Cheryl Dangel Bartolini

Our annual assessment of the stove market featuresinterviews with executives of top stove manufacturers.

2O MARKETING MANEUVERS – TIES THAT BINDBy Kimberly Rodgers

This third-generation retailer in Florida has built itsstrength on customer service.

22 ZUO OUTDOOR FOCUSES ON FUN By Kimberly Rodgers

Zuo Outdoor’s cutting-edge designs are geared towardthe contemporary outdoor market.

24 HEARTH RETAILER PROFILE – THE HEARTH EXPERTSBy Sharon Sanders

The owners of this 33–year-old hearth shop credit theHPBA for helping their business grow over the years.

26 BLACK & STONE’S ETHANOL PRODUCTS GAIN GROUNDBy Sharon Sanders

Australia’s Black & Stone expands its business in theUnited States as consumers seek planet-friendlyhearth products.

28 OUTDOOR GRILLING RETAILER PROFILE – ADDING BARBECUEBy Kimberly Rodgers

The largest Fireside Hearth & Home store in St. Louisexperiences increased sales after including outdoor-kitchen and barbecue products.

30 WHAT’S COOKING AT WOOD STONEBy Cherise Forno

Wood Stone’s wood-fired and gas-fired stone-hearthovens are popular with outdoor-cooking fans.

departments6 MONEYBALL

Publisher’s Viewpoint and Editor’s Message

10 INDUSTRY NEWSEdited by Kris Kyes

44 PRODUCT PROFILES

62 PRODUCT PROFILES DIRECTORY

62 AD INDEX

features

contents

54 28

Follow us on Twitter: @patiohearth

32 SHOWROOM SHOWCASE – A NOVEL APPROACHBy Sharon Sanders

A San Diego retailer finds that it makes financial sense toclose its main showroom during the winter months and focuson Internet sales.

34 CARAVITA’S SHOWSTOPPING SHADE PRODUCTSBy Cherise Forno

Offering a variety of luxury shade systems and pavilions,Caravita is now globally recognized as a leader in the shade-products industry.

36 AS I SEE IT – SHADE LOVERS REJOICEBy Sharon Sanders

Specialty patio-furniture stores see the value of offeringSolair’s stylish retractable awnings to their customers.

38 MY TURN – CREATIVITY TO BURNBy Greg Thompson

Handcrafted fireplace doors from Ironhaus have a hugefollowing among customers looking for distinctive,

high-end designs.

40 PRODUCT INNOVATION – FIRE AS ARTBy Cheryl Dangel Bartolini

Firepits from Hearth Products Controls are helping con-sumers transform their backyards into mini resorts.

42 LAST WORD – DODGING THE RECESSIONBy Cheryl Dangel Bartolini

Sound business strategies and superior customer service have contributed to Outdoor Lifestyle’s double-digit growth.

52

N O V E M B E R / D E C E M B E R 2 0 1 1 • V O L U M E 6 , N U M B E R 6

ON THE COVER Vermont Castings, a brand of Monessen Hearth Systems


http://www.agio.com


The movie “Moneyball,” starringBrad Pitt, is based on the Michael Lewisbook of the same name (W.W. Norton,2003). It tells the inspiring and unconven-tional true story of how William (Billy)Beane III, general manager of the OaklandAthletics, successfully built a 2002 MLB®

team that was mainly composed of no-name baseball players who were not All-Star types.

Using a premise in baseball that previ-ously had been neither employed nor con-sidered by most professional baseball teams,Beane built his team around players whowould never hit 50 home runs in a season;who would never win the Cy Young Awardfor best pitcher; and who relied on a walk,as often as a hit, to get on base.

This unconventional approach to thenation’s great pastime has its ardent sup-porters and its harsh critics, but at theend of the day, more professional baseballteams have implemented parts of theBeane approach than have not, and theycontinue to use his unique approach,even today.

For specialty retailers and dealers in thepatio, hearth, barbecue/grill, outdoor-fur-niture, outdoor-kitchen, and outdoor-liv-

ing industry, implementing the Beaneapproach to your showroom and productmix is a good strategy for increasing sales.If we consider large-ticket items such asindoor and outdoor fireplaces, outdoordining sets, outdoor deep seating collec-tions, and outdoor kitchens to be theequivalents of future National BaseballHall of Fame members Albert Pujols andDerek Jeter, then accessories for the patio,hearth, and barbecue/grill industry are theequivalents of the Oakland Athletics ros-ter built by Beane.

It might not be as thrilling to sell acces-sory items as it is to outfit an outdoor-liv-ing area with a dining set, a deep seatingcollection, and an outdoor kitchen—or tosell a fireplace for a living room or familyroom—but the revenue from selling acces-sory items does add up, and the customerbase for accessory items easily exceeds thecustomer base of those who are willing topart with $15,000 to $20,000 or more.

If you are a retailer who sells hearthproducts, then fireplace accessories, fire-place tools, fireplace logs, and fireglass arejust some of the accessory items thatshould be featured in your showroom andmake up your product mix. Firepits and

fire tables also fall into this category ofitems sold at lower price points thatshould gain access to your floor space andbe included in your product offerings.

If you are a retailer of patio and out-door-living products, then shade products,outdoor rugs, patio heaters, hammocks,covers for outdoor furniture, cushions,and outdoor-furniture cleaners should be apart of your showroom. For retailers whosell barbecues/grills and outdoor-kitchenunits, the accessory market is endless, fromcooking utensils, tools, and outdoor-cook-ing apparel to spices, sauces, and rubs.

One of the best aspects of the accesso-ry-products market is that it allows you togo back to existing customers and sellthem additional items after you havealready sold them big-ticket products. Inaddition, advertising or otherwise promot-ing accessory items has the added potentialto bring a larger customer base into thestore than advertising and promoting big-ticket items (which won’t necessarily be ineveryone’s budget) can bring.

While not everyone might be in themarket for a new outdoor dining set, out-door kitchen, or fireplace, the customerbase for accessory items makes up a far

larger pool of potential customers—andwe’ve all heard about customers whocome in to shop for new outdoor cush-ions and end up leaving with a whole newoutdoor collection.

Training your sales staff in upselling isparamount in selling accessory items. Mostsalespeople will go after the low-hangingfruit, selling customers only what they areinterested in or came to the store to find.Showing customers accessory items thatwill enhance big-ticket items turns yoursales force into salespeople, as opposed toorder takers.

While most retailers can’t survive by sell-ing just accessory items, focusing attentionon accessory items, in retail, is akin to get-ting on base with a walk for a baseball player.It might not be as exciting as hitting one outof the park, but once you’re on base, youhave the chance to score.

TONY RAMOSPUBLISHER

[email protected]

I recentlyhad theunfortu-nate taskof puttingmy sweet,loving15–year-oldyellow

Labrador retriever to sleep. If you’re a petlover and have experienced this firsthand,you know that it’s emotionally grueling.Katy was a constant fixture in our house-hold, celebrating with my family duringgood times and providing emotional sup-port during hard times.

After removing her dog bed, toys, andfood from the house, I needed somethingto cheer me up; I usually don’t resort toretail therapy when feeling blue, but I hadto get out of the house. I remembered thata friend had raved about a new chain storein a nearby mall: Charming Charlie (basedin Houston, Texas), a women’s accessoriesboutique that has been expanding rapidlythroughout the country.

When I walked into the store, it wasjust what I needed. This retailer clearlyunderstands how to wow customers and

has one of the most colorful displays ofmerchandise in the fashion industry.Affordable accessories are organized bycolor family, making shopping for the per-fect purse, shoes, or necklace a no-brainerfor women who are short on time andmoney. It was a fun and friendly shoppingexperience, and I left the store feelingmuch better than I had when I entered.

This made me think about other storesthat have succeeded in making shopping arewarding experience, rather than simplythe process required to buy something.The Apple Store probably has the bestunderstanding of this concept. Its cus-tomers don’t go to their stores just to buyiPods and iPads; they go there to explorenew digital products that will enhancetheir lifestyles.

From its inception, The Disney Storeunderstood the importance of makingshopping fun, but several years ago, itfound itself in a rut. As a result, it wasredesigned and reformulated to deliverwhat it describes as the best 30 minutes ofa child’s day. The goal of The DisneyStore’s top management was to showcasemerchandise in an experience that wasboth intuitive and magical—and it suc-ceeded, as the chain has seen double-digitincreases in traffic and sales in its newly

redesigned stores. In an online survey cosponsored by the

Wharton School of the University ofPennsylvania, over 1,000 shoppers in theUnited States and Canada were asked whatcontributed to a great shopping experience.The respondents mentioned 28 elementsneeded for a wow experience, such as help-ful and knowledgeable salespeople, novelproducts displayed in a fun environment,the ability to expedite the shoppingprocess, and a system for helping to resolveand compensate for problems.

With retail competition at an all-timehigh, retailers in the outdoor-living andhearth industries must find new ways toattract customers and inspire high levels ofcustomer loyalty. I concur with Tony’sthoughts (in the Publisher’s Viewpointabove) that one way to do this is to offer awide range of accessory items that willattract a larger pool of potential customers.

As consumers continue to cut back onvacations and restaurant outings tococoon in their homes, hearth acces-sories and outdoor decor will continueto have wide appeal. That’s why UrbanOutfitters is expanding its home-prod-ucts brand, Terrain.

Online customers can purchase a wideassortment of indoor and outdoor furni-

ture and accessory items online from theTerrain website, or they can visit the brick-and-mortar store in Glen Mills,Pennsylvania. Plans are underway to open asecond Terrain in tony Westport,Connecticut. Fashion designer DonnaKaran has also entered the home-productsmarket in New York and California withher Urban Zen boutiques, which sell hand-crafted furniture, housewares, and acces-sories—many of them designed for out-door rooms.

In today’s challenging economic environ-ment, retailers in all segments of the market-place need to deliver a wow experience ifthey want to increase sales. Consumers arelooking for new and exciting options forshopping, whether those involve onlinecommerce or in-store shopping.

With the right strategies in place,retailers in the patio, hearth, and barbe-cue/grill industries can grow their busi-nesses, even in this sluggish economy.The reality is that there will always beshoppers—whether they’re looking forjewelry to cheer them up, new gas insertsthat will warm their family rooms, or out-door-furniture sets that will bring themyears of enjoyment.

CAROL DAUSEDITOR

[email protected]

moneyball Publisher’s Viewpoint

from the editor

mailto:[email protected]



http://napoleonfireplaces.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 Bartolini

Cherise Forno

Kimberly Rodgers

Sharon Sanders

Greg Thompson

SOCIAL-MEDIA EDITOR

Amanda Daus

CIRCULATION DIRECTOR

Paul Piwowar

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

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]: (847) 763-9261

recent Forbes mag-azine article listed

some of the most profitablebusinesses in the United States, and it wassurprising that many of them are restau-rants. In fact, two of the restaurants notedhad four-year growth rates of over 120%.The four-year growth rate is importantbecause it includes the recession, meaningthat these restaurants are growing evenduring hard economic times.

How are businesses that provide anonessential service (dining out) doingwell at a time when people are being moreconservative in their spending? Ratherthan competing with other restaurants,they are redefining their competitive posi-tions, anticipating trends, and finding newand growing niches.

Specialty retailers in the casual-furni-ture, hearth, and barbecue/grill industriescan learn a lot from these restaurants andcan apply the successful strategies that theyare using to their own businesses.

STOPPING PRICE-BASEDCOMPETITION

There are many ways to compete, yetmany (and, perhaps, most) companies tendto compete on price. The more you com-pete on price, however, the lower yourmargins, meaning that you need high vol-umes to make up for the decreased mar-gins. If your intent is to be a competitor onprice, that’s fine; just realize that you havemany more options. The restaurant chainBuffalo Wild Wings® (Minneapolis,Minnesota) decided to compete in areasother than price and is experiencing a121% growth rate because of it.

If you go to the chain’s website(www.buffalowildwings.com), you’ll see avery atypical site, complete with avatarsand animated graphics. It even challengesvisitors to play some computer games. It’sfun, and it sells the experience of patroniz-ing the chain’s restaurants to the company’stargeted demographic. The chain realizedthat people flock to places that deliver anexperience, so that’s its competitive advan-

tage—not price. In addition to com-

peting on price, you canalso compete on time,reputation, values, tech-nology, image, experience,service, design, innovation,quality, information,knowledge, consultativevalue, loyalty, and process.To get away from competingon price, ask yourself, “Do I

have a strategy for every one of those dif-ferent ways of competing?”

Many companies compete in only oneor two areas (and have a detailed strate-gy for each), but few compete in allareas. Therefore, to gain an advantage,detail how you are different in each areaso you can go beyond competing andaccelerate growth.

ANTICIPATING TRENDSNo matter how long you’ve been in

business, you need to get outside yourshell, look around, and check out what’schanging in your industry. You don’t wantsimply to react to changes, as that keepsyou behind the curve. Instead, you want toanticipate the changes that are coming andto be in front of them. After all, the oneswho are best at anticipating are the oneswho are growing the most. The ChipotleMexican Grill chain (Denver, Colorado)anticipated a key trend and is now experi-encing a growth rate of 123%.

Chipotle saw what the popular fast-food Mexican-food chains (such as TacoBell) were doing and realized that theirmenu options were not attracting thehealth-conscious baby-boomer market.Instead of being just another fast-foodjoint, Chipotle decided to cater to theunderserved baby-boomer niche by offer-ing fast (yet healthy) Mexican fare.

Therefore, consider how you can differ-entiate yourself by catering to an under-served niche. How do you find that niche?Look at the hard trends going on aroundyou. Based on what you know about yourmarketplace, what trends can you seegrowing?

PLAYING TO THE DEMOGRAPHICSTake note of your most loyal customers

and then determine the characteristics ofthat demographic. For example, if you pri-marily have younger customers, speed, effi-

ciency, trendiness, and wireless connectivi-ty are key things that matter to them.Perhaps this crowd would prefer to getinformation about products using QRcodes or via text. To attract more of thisyounger crowd, consider using social-media tools.

For example, Kogi™ Korean BBQ-To-Go trucks are traveling Los Angeles,California, landmarks that serveKorean–Mexican fusion tacos and otherdishes. Kogi has rapidly grown to need fivefood trucks and plans to add more. Itattributes its success to the fact that it has70,000 followers on Twitter, and it tweetsto let followers know where each truck isduring the day.

If you have an older clientele of babyboomers, then you have different charac-teristics to consider. As people age, theireyesight becomes a problem, so theyneed bigger fonts on marketing materi-als. Comfort is key for aging babyboomers, so your furniture must be softand inviting.

Relationships are more important tothis crowd, so you need highly trainedstaff members who can give extra atten-tion. These are just a few examples of howlooking at your demographic and thencatering to its needs can increase your cus-tomer base.

SHAPING YOUR FUTUREOne thing is certain: Competition in

the specialty-products business willintensify. Take a lesson from anotherindustry and do what these successfulrestaurants have done: Stand out byinnovating, by anticipating, and by serv-ing your market’s present and futureneeds. When you follow this provenstrategy, you’ll have the upper hand thatleads to long-term profits.

Daniel Burrus, technology forecaster and

business strategist, is the founder and CEO of

Burrus Research Associates, Inc. (Hartland,

Wisconsin), a research and consulting compa-

ny that monitors global advances in technolo-

gy-driven trends to help clients better under-

stand how technological, social, and business

forces are converging to create enormous,

untapped opportunities. He is the author of

six books, including the bestseller Flash

Foresight: How to See the Invisible and Do

the Impossible (HarperBusiness, 2011) and

Technotrends (Harpercollins, 1993).

a

Accelerating Growthby DANIEL BURRUS

guest EDITORIAL





http://www.patioandhearthproductsreport.com


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


http://www.buffalowildwings.com


http://www.gensuncasual.com


by KRIS KYES

{in

du

str

y}

Michael A. Roarkhas joinedLennox HearthProducts (LHP)as fireplace sys-tems productmanager. Prior toworking in hisnew role at LHP,Roark worked as a

consultant for ACS, a Xerox company,focusing on change management and devel-oping operational-excellence processes.

Roark also enjoyed an 11-year careerwith Harley Davidson, where he managed a$36 million business unit. In this position,he was assigned increasingly responsibleroles overseeing all phases of the product lifecycle, including product development, costanalysis, product justification, strategicgrowth development, and the managementof cross-functional process teams.

Amy Grella, director of product develop-ment for LHP, says, “Michael brings awealth of skills and experience to our team.This opportunity will allow him to drivenew fireplace-product development projectsand to collaborate on the creation of prod-uct roadmaps for the future.”

Lennox Hearth ProductsAdds Product Manager toFireplace Systems Team

Michael A. Roark

At an event in Colville, Washington,in September 2011, legislators (includ-ing U.S. Representative CathyMcMorris Rodgers, R–WA) affirmedtheir support for bringing pellet heatinto the forefront of government-sup-ported renewable energies, in the stateof Washington and beyond.

Pellet heat, also referred to as densi-fied biomass, is not currently recog-nized by state or federal governments asa renewable energy source in theUnited States. Meanwhile, other renew-able sources, such as wind and solarpower, have been classified as renewableand receive government support,including tax incentives.

Dan Henry, vice president and chieftechnical officer at Hearth & HomeTechnologies®, producer of pellet andwood hearth products, says, “Largelydue to misconceptions about emissionsand technology, pellet heat does notreceive state or federal government sup-

port. Residential heataccounts for one third of U.S.energy consumption.Western Europe, China,Japan, and Korea have allembraced pellet heat/densi-fied biomass as renewableenergy, and we export ourbiomass to them.”

He continues,“Meanwhile, the U.S. ForestService and U.S.Department of Agriculturehave identified that 460 million tonsof sustainable biomass are availableeach year in the United States, whichwould be enough to heat every U.S.home. We need to join the rest of theindustrialized world by classifying pel-let heat as renewable energy.”

At the Colville event, biomass-industry leaders and dignitaries dis-cussed the important contributionsthat pellet heat/densified biomass will

have with regard to achieving energyindependence for the country. Theydiscussed the need to embrace pelletheat to create jobs, stimulate theeconomy, reduce carbon emissionsfrom fossil fuels, and improve airquality in noncompliant airsheds.The event was organized by theNorthwest Hearth, Patio & BarbecueAssociation and hosted by Hearth &Home Technologies.

Dan Henry, vice president and chief technical officer atHearth & Home Technologies, and U.S. RepresentativeCathy McMorris Rodgers (R–WA) examine a handful ofwood pellets at the Hearth & Home Technologies manufacturing plant in Colville, Washington.

The new Big Green Egg LIFEStyle magazine

Gensun Recognizes Sales Representatives of the Year

Judy and Ed Hamer were selected as Gensun’s 2011 sales representatives of the year for their outstanding sales andservice. Jan Trinkley, vice president of sales and marketing for Gensun, says, “This is the second time, and also two yearsin a row, that they have won this award. Judy and Ed exemplify what an excellent sales representative should be—strongethics and relationships with their customers, along with excellent follow-up, training, care, and communication. Theirnumbers are pretty good, too, with a sales increase of over 90% in 2011.”

Hearth & Home Technologies Joins Legislators to RaiseAwareness of Pellet Heat

Big Green Egg Launches Publishing DivisionIn addition to expanding its creative-services depart-

ments to include graphic design, interactive communi-cations, and video-centric Web content, Big Green EggCompany recently launched its publishing division andunveiled the inaugural edition of Big Green EggLIFEStyle magazine.

“We wanted to showcase the many award-winningchefs around the world who use the Big Green Egg intheir culinary kitchens and restaurants, as well as back-yard fans who are in search of the perfect steak orbrisket, and our new publication does that and more.We have included a complete product catalog withinthe magazine, so now, our consumers can learn about

the Egg and see how the various EGGcessories con-tribute to the amazing results that the Big Green Egg isknown for,” Jodi Burson, marketing manager, explains.

Among the chefs and personalities profiled inthe inaugural edition are Daniel Clifford (ofMidsummer House, with two Michelin stars, inCambridge, England); Lee Ann Whippen (ofChicago q in Illinois and winner of FoodNetwork’s “Throwdown! With Bobby Flay”); SergioHerman (Oud Sluis, with three Michelin stars, inSluis, Netherlands); and Dr. BBQ, Ray Lampe,author of The NFL Gameday Cookbook (ChronicleBooks, 2008).

Poly-Wood NamesHertel and Tusing toCorporateManagement Team

Poly-Wood,Inc., a leadingdeveloper andmanufacturer ofhigh-perform-ance, eco-friend-ly casual out-door furniture,recentlynamed DougHertel as thecompany’smarketingmanager andBecky Tusingas its directorof administra-tion. Theexpansion ofthe manage-ment team is aresult of signif-

icant growth being experienced by theSyracuse, Indiana, manufacturer.

Chad Yordy, director of sales andmarketing, says, “With Doug’s years ofexperience, he is a valuable addition toour marketing team. As marketingmanager, Doug will focus on furtherpromoting the Poly-Wood brand andour premium position within the casu-al industry.”

Hertel brings to his position over18 years of marketing and advertisingexperience. Prior to joining Poly-Wood, he was the owner of an Indianaadvertising and design agency. Hereports to and assists Poly-Wood’sdirector of sales and marketing.

As the recently named director ofadministration, Tusing reports to thepresident of Poly-Wood, DougRassi. She oversees all activities andpersonnel within the company’saccounting, human-resources, recep-tion, customer-service and warranty,information-technology, and invento-ry-management departments. A gradu-ate of Indiana University, Tusing is alicensed CPA with over 30 years ofexperience in manufacturing and pub-lic accounting.

“The additions of Becky and Dougwill increase our ability to serve ourcustomers and capitalize on the growththat is being experienced,” Rassi says.“We evaluated a lot of applicants forthese important positions and arehappy to have individuals of the caliberof Becky and Doug to help in drivingPoly-Wood to the next level.”

Z-Line DesignsAppoints Senior VP forNew Casual-furnitureDivision

Z-Line Designs, a leading manufac-turer of contemporary home-office andhome-entertainment products, hasnamed Mark Gorr as senior vice presi-dent of its newly established casual-fur-niture division. Gorr has held severalexecutive management positions in the

casual industry. For the past nine years, he has served

as vice president of consumer sales andproduct-line management for TropitoneFurniture. Prior to that, Gorr held exec-utive positions at Brown JordanInternational, Veneman Collections,Modus Furniture International, andGMS Imports. Z-Line Designs unveiledits new brand at the ChicagoInternational Casual Furniture &Accessories Market™.

“To be part of creating, building,

and launching a furniture divisionfrom the very beginning is an oppor-tunity that many executives don’teven have a chance to be involvedwith in their careers, and was one Icould not say no to,” Gorr says. “Ilook forward to the challenge ofintroducing Z-Line Designs to thecasual-furniture industry and ofquickly positioning it as a brandknown in the industry as a leader indesign, with a strong reputation forcomfort and reliability.”

November/December 2011 Patio & Hearth Products Report 11

TURN UP THE AMBIENCE

WHILE ENJOYING CLEANER, GREENER HEAT.

Customize your climate with an

Infratech electric comfort heating

system for your home or business.

WWW.INFRATECH-USA.COM 800-421-9455Find out more about the solution that’s right for you.

PROUDLYMADE IN USA


Doug Hertel

Becky Tusing

http://www.infratech-usa.com

{in

du

str

y}

Napoleon Fireplaces &Grills recently launched its9600 series two-stage fur-nace for use in upflow,downflow, and horizontalapplications. DavidCoulson, national advertis-ing manager, says,“Napoleon’s variable-speed, energyefficient, electronically commutatedblower motor operates on low firefor greater efficiency and comfortfor most of the heating season. Thefurnace will automatically switch tothe second stage, producing moreheat only when required.”

The Napoleon 9600 series fur-nace comes complete with thepatented SureView burner-system

window, allowing a unique view ofthe flame in operation—a first in theindustry. It is the shortest furnace onthe market with an AFUE rating ofmore than 96%, at a height of 327/8 inches, and it is offered in twocabinet widths (17.5 and 22.5 inch-es). Napoleon’s 9600 series furnacecomes standard with multipleintake/venting, gas-pipe, and electri-cal-connection options.


Treasure Garden Holds Ribbon-cuttingCeremony for New ShowroomTreasure Garden held a ribbon-cutting ceremony during the ChicagoInternational Casual Furniture & Accessories Market™ to showcase itsnew permanent showroom in the Merchandise Mart. Treasure Garden’sexpanded showroom (number 1655) now covers over 10,000 square feet ofproducts, new fabric trends, and merchandising ideas, with more focus onthe Shademaker line of architectural shade products. With over 25,000choices available, Treasure Garden is the number-one name in shade cover-ings. For more information, email [email protected] or visitwww.treasuregarden.com or shademakerusa.com.

Event Recognizes Glen Raven’s Solar Project in North Carolina

From left: John H. Brennen III, executive vice president, Merchandise Mart; OliverMa, president/CEO, Treasure Garden; Margaret Chang, COO, Treasure Garden; JeffDorough, vice president of marketing and sales, Treasure Garden; and WhitneyGillespie, director of leasing and sales, Merchandise Mart

The completion of a solar array atopGlen Raven’s Sunbrella® YarnManufacturing Center in Norlina,North Carolina, was recognized duringa special event at the plant on October10, 2011. The new 500-kilowatt solararray is the largest operating underProgress Energy’s SunSense® commer-cial solar photovoltaic (PV) program,generating electric power roughlyequivalent to the annual electricity useof 47 typical houses.

Speakers during the special eventincluded Allen E. Gant Jr., president andCEO of Glen Raven; Robert F.Caldwell, vice president of efficiencyand innovative technology for ProgressEnergy; Erik Lensch, president ofArgand Energy Solutions; John Gant,manager of sustainable development for

Glen Raven Custom Fabrics; and ToddWemyss, manager of the Norlina plant.

“The Norlina solar project is part of amuch larger sustainability initiative thatis affecting everything we do, fromproduct design and manufacturingthrough recycling and customer service,”Gant says. “The successful completionof this project is a reflection of the talentand dedication of our associates and theinvaluable contributions from our part-ners, Progress Energy and ArgandEnergy Solutions.”

This $3 million project was madepossible by Progress Energy’s SunSensecommercial solar PV program, designedto encourage the development of renew-able energy by offering a premium pricefor solar power developed on commer-cial rooftops.

NapoleonUnveils Its9600 SeriesFurnace

2012 International Pool/Spa/Patio Expo Moves to the Big EasyAfter four back-to-back shows inLas Vegas, Nevada, the 2012International Pool/Spa/Patio (IPSP)Expo is moving to the Big Easy. The2012 Expo will take place November6–8 at the Ernest N. MorialConvention Center in New Orleans,

Louisiana. To continue to build theshow and meet the needs of theindustry, extensive research was con-ducted in order to choose the bestpossible location for the event.Attendees and exhibitors both had anoverwhelmingly positive response to

moving the event to New Orleans.Lindsay Roberts, director of the

IPSP Expo, says, “Las Vegas is defi-nitely one of the top destinations fortrade shows and is still the top-rankedcity, among our entire audience, for aWest Coast location; however, we feel

it is critical to rotate the event geo-graphically, and New Orleans was thetop choice for the Southern region.New Orleans is more centrally locat-ed, to pull attendees from the South,the Midwest, the Northeast, and theMid-Atlantic states.”

Ernst & Young NamesRegency FireplaceProducts CEO PacificEntrepreneur of the YearRobert Little, founder and CEO ofRegency Fireplace Products, wasrecently named the 2011 Pacific Ernst& Young Entrepreneur of the Year®

winner. Ron Voyer, Pacific director ofEntrepreneur of the Year, says, “Greatentrepreneurial leaders have the driveand tenacity to generate successful ideasin the face of many obstacles. Whileother companies were pulling back dur-ing the financial downturn, Roberthoned his vision and continued invest-ing time and money in research anddevelopment.”

While Voyer says that true entrepre-neurs are architects of their own visions,he underlines the importance of pairingthat outlook with the right kind of inno-vation. As Voyer notes, Little—with hiskeen sense of design and strong sense ofconsumer awareness—continues to takeRegency Fireplace Products to newheights of market leadership. From theintroduction of the first natural-gas fire-

place to the complete modernization ofthe industry’s distribution model, Little’sinnovations have irrevocably changedthe face of hearth manufacturing.

The Ernst & Young Entrepreneur ofthe Year Award recognizes the spiritand contribution of entrepreneursaround the world. The Canadian pro-gram is in its 18th year of honoring thecountry’s most impressive entrepreneursfrom all areas of business. Award win-ners are chosen based on a number offactors, including their vision, leader-ship, financial performance, and socialresponsibility.

Mr. Bar-B-Q toCelebrate Its 40thAnniversary

Mr. Bar-B-Q®, the world’s expert indesigning innovative, premier barbecueaccessories and outdoor-lifestyle tools, isgearing up for a sizzling 2012 as it marksthe company’s 40th anniversary. Mr.Bar-B-Q plans to celebrate all year withcontests and product giveaways, includ-ing a Search for Mr. or Mrs. Bar-B-Qcontest and a 40 Giveaways for 40 YearsFacebook sweepstakes. Mr. Bar-B-Q,

Napoleon’s 9600 series two-stage, variable-speed,highly efficient gas furnace


http://www.treasuregarden.com

Great AmericanWoodiesPublishes NewCatalog and AddsNew DesignGreat American Woodies, adivision of Richey Industries, hasreleased a new 32-page catalogfeaturing its Southern Cypress,Cottage Classics, Western RedCedar, and Lifestyle collectionsof casual furniture. The catalog isorganized by product category andincludes sections on seating, swings/A-frames, and tables and table groupings. Allproducts are made in the United States andcarry a limited lifetime warranty.

The Southern Cypress line is made of adistinctive and durable wood that offerstrouble-free beauty for years. CottageClassics pieces are constructed from kiln-

dried cypress and are stained and sanded tocreate a distressed look in various soft pas-tel colors. Western red cedar is a kiln-dried,select-grade wood that is oil stained foradded luster. Created from recycledpolyresin, the durable Lifestyle collection isavailable in four colors.

Great American Woodies has alsointroduced a new design into all four of

founded 1972, has remained a family-owned, privately held business for the pastfour decades and offers everything but thegrill, enhancing precious moments spentwith family and friends.

Marc Zemel, CEO of Mr. Bar-B-Q,says, “Forty years is a huge milestone and

one we’re proud to celebrate all yearlong. I look forward to continuing thesuccess and tradition my father started40 years ago and to applauding all wehave accomplished. The entire barbecuecommunity has helped us reach thisimportant moment.”



its casual-furniture collections. Thenew Chesapeake design features a softarch at the top of gliders, swings, andchairs, as well as curved arms that pro-vide a modern (yet classic) look. TheChesapeake design is now part of theSouthern Cypress, Western Red Cedar,Cottage Classics, and Lifestyle collec-tions. All four collections feature theChesapeake design in gliders, swings,and dining chairs.

The full-color brochure featureslifestyle photography that dramatizesend-use possibilities. As Richey Smith,president, notes, “This catalog positionsGreat American Woodies as the onlyU.S. manufacturer that offers a broadline of both wood and plastic-resin out-door furniture in the industry.” The newfull-line catalog can be viewed atwww.richeyind.com/catalogs.html.

Couristan LaunchesNew Pulse Area-rugProgramOffering dealers a dynamic salestool that highlights its expansive area-rug assortment, Couristan’s new Pulsearea-rug program includes a library ofglossy, four-color brochures that com-

municate the essence of the Couristanbrand with crisp product imagery andhighly stylish room scenes. Housed in asturdy three-ring binder with graphicson the front cover, spine, and back, thefirst set of Pulse brochures focuses onfour popular lifestyle trends—“TheGood Life,” “Casual Surroundings,”“Home Retreat,” and “Without Walls.”

Categorized according to construc-tion, pile fiber, price, and pattern, the2011 Pulse area-rug brochure packagefeatures all 39 area-rug collections inCouristan’s running line. A fifth Pulsebrochure will be available in early 2012showcasing a special 85th-anniversaryassortment, which will include classicpower-loomed wool designs inCouristan’s signature style.

Larry Mahurter, Couristan’s vicepresident of advertising/marketing,says, “Couristan’s broad productassortment has evolved significantlyover the past several years and nowmirrors a variety of current and classiclifestyle trends that consumers identi-fy with strongly. We felt it was essen-tial to create a fresh, easy-to-browsecollateral program that acts as a tangi-ble, inspirational reference guide tothe abstract idea of these importantdesign categories.”

The new catalog from Great American Woodies

http://www.richeyind.com/catalogs.html

http://www.rhpeterson.com

{in

du

str

y}


Forshaw Mourns theLoss of Its Chair ofthe Board

Joseph Forshaw III, chair of the boardemeritus of Forshaw of St. Louis, Inc.,died on November 5, 2011, at the ageof 89. Forshaw headed Forshaw of St.Louis from 1946 until 1981. The busi-ness, founded by Forshaw’s immigrantgrandfather in 1871, is one of the oldestcontinuously family-owned businessesin the St. Louis area.

In 1957, Forshaw moved the busi-ness headquarters into larger space inFrontenac, Missouri (a suburb of St.Louis), and together with his brother-in-law, L. Frederic DuBois, expanded itinto a diversified retail and wholesaleconcern specializing in fireplace prod-ucts and casual furniture. Since hisretirement in 1981, the business hascontinued to be owned and operated byForshaw’s sons, Joseph Forshaw IV andRick Forshaw.

Well known in his industry through-out the United States, Forshaw was afounding member of the FireplaceInstitute, which was a precursor to theHearth, Patio & Barbecue Association.From 1981 to 1983, he headed CapitalExport Group, a St. Louis importer ofwood-burning stoves from Ireland.

Forshaw was born and lived hisentire life in the St. Louis area, exceptfor the years of his service during WorldWar II. He graduated from St. LouisUniversity High School andWashington University, at both ofwhich he was active in campus politicalgroups and captain of the debate teams.

He was attending law school atWashington University at the time ofthe attack on Pearl Harbor in 1941.Forshaw immediately enlisted in theU.S. Navy; following officer trainingand diesel-engineering studies inChicago, Illinois, at GM TechnicalCollege and NorthwesternUniversity, he was commissioned as alieutenant.

Over the course of the war, heserved in both the Atlantic and Pacifictheaters as the chief engineering officeron LST transport ships, which weredesigned for transoceanic movement

and amphibious landings of troops,heavy machinery, trucks, and tanks. Heparticipated in the liberation of thePhilippines as group engineering officerfor a flotilla of 36 ships.

Woolrich Holds NinthAnnual Summit forBrand Partners

Executives from Woolrich and theirhome-furnishings brand partners metfor the ninth annual Brand PartnersSummit during the October HighPoint Market. Sessions included a cor-porate business overview, strategic plan-ning, and ongoing branding initiatives.The group also shared ideas for growthand reviewed new products and styledirections planned for the coming year.

Attendees included executives fromWoolrich Home, as well as licenseesJLA Home, Shadow Mountain,Whitecraft, Picture Source, MohawkHome, Rowe Pottery Works, andPM&J. Other participants includedlicensing and marketing executives fromWoolrich and The Media Matters,agency for the Home division. Themeeting was held in the JLA Homeshowroom that debuted earlier this yearas the new bedding-ensemble licenseefor Woolrich.

Nick Brayton, director of domesticlicensing, says, “Having our brand part-ners come together to exchange ideas isinvaluable. It not only enhances thebrand’s collaborative nature, but theyleave with tools to develop, promote,and sell Woolrich furnishings success-fully. By sharing our unique perspectiveson the marketplace, we all come awaywith a better understanding of how tomeet consumers’ evolving needs.”

M&G DuraVentAnnounces KeyManagement Changes

M&G DuraVent has appointedVictor Lambert to the position of sen-ior vice president, enterprise resourceplanning. Prior to this position,Lambert held positions in DuraVent’sfinance department and acquisitions;

most recently, he served as general man-ager of DuraVent’s Vacaville, California,manufacturing plant. Ritch Blacksteadhas joined M&G DuraVent as the newplant manager for the Vacaville plant.Blackstead has 15 years of experience inthe hearth industry, serving mostrecently as a plant manager for Selkirk.

M&G DuraVent has maintained andgrown its market share, despite a weakeconomy and a lagging housing indus-try. Todd Lampey has led sales efforts toachieve these results and has been pro-moted to vice president of distributionsales. Lampey will focus sales efforts onhearth, HVAC, and plumbing distribu-tion, in addition to retail markets.

To focus sales management in thegrowing OEM and commercial mar-kets, Tim Rothgeb has been hired asM&G DuraVent’s vice president ofcommercial and OEM sales. Rothgebhas worked in the HVAC/hearthindustry his entire career, beginningin the engineering department ofLennox International and later serv-ing as its international marketingmanager. Since 1999, Rothgeb hasserved in varying sales and marketingroles at Selkirk, and he will also man-

age marketing efforts withinM&G DuraVent.

M&G DuraVent is a mem-ber of the M&G Group, oneof 13 companies in the pri-vately held consortium.M&G companies develop,manufacture, and market flueand ventilation systems.

Suncoast FurnitureAnnounces SuccessfulEmergence FromBankruptcy

Suncoast Aluminum Furniture Inc.,a privately owned and operated manu-facturer of high-quality outdoor furni-ture, recently emerged from bankruptcy,reducing its debt and securing the work-ing capital support to continue to serveits customers. On December 3, 2010,Suncoast filed a voluntary petition forreorganization under Chapter 11 of theU.S. Bankruptcy Code in the UnitedStates Bankruptcy Court for theMiddle District of Florida in order toconsummate a balance-sheet restructur-ing while providing significant recover-ies to its suppliers and vendors. OnOctober 20, 2011, Suncoast receivedconfirmation of its plan of reorganiza-tion from the court.

Rajiv Varshney, president ofSuncoast, says, “We are pleased to haveemerged from bankruptcy less than 12months after filing. The great supportof our strong workforce, customers, andvendor community was a critical aspectto finalizing a plan that allows Suncoastto provide the best outcome possible toall parties and maintain our solid repu-tation for quality, going forward.” Inconnection with its restructuring, thecompany refinanced its secured debt,providing Suncoast with a significantlyimproved balance sheet and workingcapital to operate.

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.

Watkins Millionth Spa Auction WinnerAnnounced

Watkins Manufacturing hasearned its reputation—34years in the making—as theglobal leader in the hot-tubindustry. In September 2011,the company proudlyannounced the significantmilestone of producing its1,000,000th spa. To mark the occasion,Watkins recognized its employees’ sig-nificant and ongoing commitment toexcellence with celebrations at its manu-facturing plants in California andMexico.

On behalf of employees and sparetailers across the Watkins family ofbrands, the company also pledged tomake a donation to an important chari-ty, the National Fallen FirefightersFoundation. Noting that the millionthcommemorative spa was a HotSpring®

spa, and to broaden the reach of thecorporate donation, Watkins held an

online auction among HotSpring retail-ers worldwide for the right to own themillionth tub.

The company also pledged to match100% of the dealer’s winning bid, dou-bling the charitable donation. As aresult of the competitive bidding thattook place during the exciting week ofthe auction, Bruno Woodtli, owner ofHewoo AG, a HotSpring dealership inSwitzerland, won the millionth spa witha final bid of $17,200. As planned,Watkins Manufacturing is matching thewinning bid, providing a total donationof $34,400.

The staff of Watkins Manufacturing presents acheck for $34,400 to the National Fallen FirefightersFoundation.

®Circle Reader Service No. 15

http://www.owlee.com

S tove manufacturers are guardedly optimistic about the economic forecastfor the market, amid fears of a double-dip recession. This stands in starkcontrast to last year’s predictions, made when many manufacturers

thought that the worst of the economic downturn had ended.Michael Lewis, product manager for Lennox Hearth Products (Nashville,

Tennessee), says, “The lack of consumer confidence in this recession is taking atoll on our industry, as well as others. With dollars tight, folks are trying to post-pone large expenses, so in many cases, they are repairing what they have, insteadof buying a new unit. That said, early-season sales have been encouraging and weare hopeful of a strong retail season.”

Roger Gripton, vice president of sales for Napoleon Fireplaces (Wolf SteelLtd.), Barrie, Ontario, says, “Our first quarter of 2011 was pretty much what wehad predicted, but the second quarter started to slip. I think a positive attitudetoward an economic upturn in the first quarter got everyone feeling that thingswere getting better.”

He continues, “Distributors and dealers alike began, slowly and carefully, to re-stock their inventories. There was certainly a surge in sales and consumer confi-dence, but as the year continued to progress, the threat of heading back into arecession was looming on everyone’s mind. I’m confident we will see anotherupswing as customers continue to buy and stock wood stoves.”

Alyce Wittus, vice president of Wittus Inc. (Pound Ridge, New York), says,“The hearth-industry marketplace had been steadily dropping and has somewhatleveled off, these past two years. Our contemporary market has grown somewhat,but due to the economy and general conservative attitude, people are planning,but not spending yet.”

For 2011, Monessen Hearth Systems Company (MHSC), Paris, Kentucky,


Stove manufacturers

continue to wait

out the economic

downturn, hoping

that a cold winter

will spur sales.

spot L IGHT

stoves: market outlookby CHERYL DANGEL BARTOLINI

expects good numbers, according to JessBaldwin, vice president, marketing, mer-chandising, and product development.He says, “Based on our sales and earlyindications from our distributors, thedemand for stoves will be up for the2011 season.”

Gripton says, “We had forecast a mar-ginal increase in wood-stove sales for2011. So far, the year has not shaped upquite as planned, but we still have the coldweather ahead of us.”

He adds, “With the continued increasein the cost of maintaining a home, thesearch for an alternative means of homeheating is a natural inquiry a homeownerwill pursue. Whether you own a wood lotor purchase your firewood, a wood-burn-ing appliance helps you on the road tocontrolling your costs related to energyconsumption and to becoming less relianton the utility company.”

Wittus says, “Many of the manufactur-ers are also playing it close to the vest andare not developing new products, for acouple of reasons. One, of course, is thecurrent state of the economy and the sig-nificant costs of development. The future

regulations from the EPA also are some-what tenuous and not confirmed, for cer-tain, as to the timing. This leads to inac-tion at this time.”

Naturally, this uncertainty is having animpact on how manufacturers approachthe market. Rob Sidoroff, sales managerfor Town & Country/Pacific EnergyFireplace Products (Duncan, BritishColumbia), says, “Industrywide, I believemany of us are cautiously optimistic.Everyone is running lean and mean.”

Uncertainty is also changing how man-ufacturers design the new products thatthey do have in development. “The cur-rent economic environment is affectingthe consumer’s decision, with more focuson value and energy savings,” Baldwinnotes.

DESIGN PREFERENCESDuring the past several years, the trend

in fireplaces has favored sleek, contempo-rary designs. For stoves, however, someindustry analysts see design trends movingtoward traditional styles or the transition-al middle ground.

Karen Smeltz, brand manager for the

Harman brand within Hearth & HomeTechnologies (Lakeville, Minnesota), says,“Based on what we have seen in the mar-ket, stoves have taken a recent lean towardfurniture-styled designs and accents thatcomplement the rooms in which theyreside.”

Baldwin says, “Stove-design aestheticsare changing from what has been a tradi-tional style to one that is more transition-al or contemporary.” Gripton disagrees.He says, “Traditional-looking wood stoves(either with a pedestal base or with legs)still seem to be the most popular wood-burning products. While there are somevery attractive, tall, sleek, European styleson the market, sales for these modern-looking units remain very limited. Castiron, on the other hand, continues to be asought-after appearance.”

Napoleon Fireplaces, he says, intro-duced a new medium-sized cast-ironwood stove, the 1400C, last summer (inboth metallic black and porcelain majoli-ca brown); both have done well, accord-ing to Gripton. He says, “The sales leadersare still our traditional painted blackstoves, with black, gold, or satin-chrome

doors—in fact, the basic all-black modelis, by far, the most popular.”

Lewis argues, “Although traditionalstyling in both steel and cast-iron stovesremains predominant in North America,we are starting to see more Europeanstyles and contemporary looks in the mar-ketplace.” Despite what Lewis sees as anemerging trend, he says that LennoxHearth Products has opted to extend itsCountry™ collection of steel stoves andinserts by launching an arguably tradition-al stove in its new Grandview™—whichbridges the two design styles.

“The Grandview is a current interpre-tation of classic styling using softer lines,subtle curves, and an expansive view ofthe fire. We feel this transitional interpre-tation will be in step with emerging cus-tomers looking for products to fit theirhome decor and lifestyle,” Lewis says.

There are those who beg to differ.Sideroff says, “Consumers are embracingthe clean, modern lines of Europeanstoves but still desire the longer-burning,cleaner-burning North American EPA-approved stoves. The melding of the twohas proven popular.”


Above, left: The Accentra pellet stove byHarman does not use a thermostat (as otherpellet stoves do); instead, a tiny sensing probesends information to the stove’s microprocessor.

Above, right: Monessen Hearth SystemsCompany has added Flex-Burn technology toproducts from its Vermont Castings brand, allow-ing either catalytic or noncatalytic burning.

Center, left: Lennox Hearth Products is buildingon the reputation of its Country collection steelstoves and inserts with the introduction of theGrandview™.

Center, right: Quadra-Fire’s 5700 Step Top isthe brand’s largest freestanding wood stove.

Page 16, bottom: True North wood stovesfrom Pacific Energy Fireplace Products weredesigned with value (and the serious woodburner) in mind.

Page 16, top: The Wittus Twinfire uses aunique double-chamber combustion system forthis effective, 93% efficient, environmentallyfriendly wood-burning stove.


Wittus says, “The terms we often hearare contemporary and green. People seemto be spending more time at home, andthey are, therefore, interested in creatingmore comfortable and attractive sur-roundings, as well as providing more effi-cient/effective utilities to lower costs.”

A FOCUS ON EFFICIENCYTo that end, manufacturers are homing

in on efficiency. “Saving the consumermoney, while providing impressive heat,has been—and will continue to be—thecentral theme for stove technology anddesign,” Smeltz says.

Lewis reports, “We’ve spent a lot oftime in research and development workingnot only on clean-burning stoves (as we allmust meet EPA guidelines that soon willmirror the more stringent Washington lev-els of 4.5 grams per hour), but on moreefficient stoves as well. A key element ofour newest stove—the Grandview—is anintricate cast-iron heat exchanger that has32% more surface area than a standardstove and improves overall efficiency.”

Lennox Hearth Products provided apreview of the Grandview wood stove atHPBExpo in March, and orders in thefirst week exceeded expectations for theseason. It is the first of an all-new plat-form for the Country collection stove andinsert lines that will be rolled out over thenext couple of years.

Napoleon Fireplaces recently madenews by adding wood-burning furnaces toits product offerings. These, along withthe company’s combination furnaces(which use wood and oil, wood and elec-tricity, or even all three fuels) have beenwell received by consumers.

Napoleon Heating & Cooling’s woodfurnaces—whether add-on or combina-tion—are available in three sizes: thesmall, stand-alone, EPA-certifiedHMF100, which emits 3.6 grams perhour; the medium-sized HMF150, whichmeets the CSA B415.1-10 standard andemits 3.4 grams per hour; and the soon-to-be-introduced HMF200.

“Just this year, we introduced a line ofhighly efficient gas furnaces designed andbuilt in Barrie—in fact, the only gas fur-nace in North America that’s made inCanada and designed for our Canadianwinters,” Gripton says. “This now allowsus to offer a truly all-fuel combinationwood/electric/oil/gas furnace.”

He adds, “Our current lineup of EPAstoves and inserts incorporates remarkablyclean burning and proven EPA technolo-gy. While we may not have changed thefirebox configuration (the heart of the

stove), the aesthetics have changed sub-stantially, over the years. Cast-iron modelsin various painted and porcelain finisheshave been introduced, and we’ve modifieddoor styles and added decorative featuresto enhance the overall appearance.”

The first wood stove from NapoleonFireplaces, introduced 30 years ago, wascalled Timberwolf. A couple of years ago,the company resurrected that brand as theTimberwolf line of wood and pelletstoves and inserts.

They incorporate a series of side-to-side secondary air tubes, rather than thecompany’s original front-to-back second-ary air introduction. Today, theTimberwolf line, which was developed as

an entry-level wood stove that would stillmaintain the quality and performance fea-tures associated with Napoleon Fireplaces,is very successful, Gripton reports.

MHSC has introduced Flex-Burntechnology for its Vermont Castingsbrand; this technology allows consumersto burn in either catalytic or noncatalyticmodes, depending on their heating needsand lifestyles.

Pacific Energy Fireplace Products hascontinued to expand its line of Alderleacast-iron stoves, with two new porcelain-enamel models (an insert and a stove)introduced this year. “We’ve also madeseveral cosmetic improvements to ourFusion wood stoves, and our value-priced

True North stoves have exceeded every-one’s of expectations,” Sidoroff says.

Wittus, which is committed to offer-ing the finest selection of European con-temporary fireplaces, stoves, and acces-sories, continues to look for award-win-ning design, state-of-the-art technology,and environmental responsibility. One ofits products is the Twinfire, which is a93% efficient wood-burning stove. TheFlatfire is a direct-vent gas fireplace thathangs on the wall and is easy to install.

Wittus says, “We offer the Klassic andthe Heckla, which are cookstoves with anoven baking area. Our new pellet stovesare the most efficient on the market andcan duct heat to multiple rooms. Some of

the new Cosmo stoves are clad in soap-stone, which absorbs the heat and distrib-utes it over a longer period of time. Wealso have Biofire ethanol fireplaces, whichare clean burning.”

YEAR-END PREDICTIONSLooking into 2012, manufacturers are

seeing some bright spots. “Our stoveearly-buy orders were strong, and weremain hopeful that there will be a solidretail market this year,” Lewis says. “Lastyear, the industry had the tailwind of thefederal tax credit of up to $1,500; that’sbeen replaced with a $300 program. Itremains to be seen whether this lesser taxcredit helps close sales.”

Wittus says, “We have great productsthat we are proud of and an enthusiasticand hard-working team. Alternative fuelsources for heating—and being green—are more and more important, and we willhave to address these issues collectively.Our focus is on providing the right solu-tions for living environments.”

Whether sales are up or down,Sidoroff says, stoves are good for a rockyeconomy. After 33 years, Pacific EnergyFireplace Products “is still very much ingrowth mode,” he reports. “Traditionally,people have always returned to woodburning during times of economic uncer-tainty. Wood sends a good message, it isenvironmentally friendly, and of all therenewable resources, it is, by far, the mostaffordable.” Gripton agrees, saying, “Thedemand for wood-burning appliances isn’tgoing to go away anytime soon.”

spot L IGHT

Above: Timberwolf wood and pellet stoves andinserts from Napoleon Fireplaces were developedas a less expensive, entry-level line.

Left: The Alderlea T4 Classic ebony wood stovefrom Pacific Energy Fireplace Products offershistorical styling with up-to-the-minute features.


http://www.mallinfurniture.com

Located in Vero Beach, in the heart of Florida’s high-end and beautiful Treasure Coast (stretching fromSebastian Inlet to North Palm Beach), is SunshineFurniture, one of the largest specialty-furniture retail-ers in the area. With help from her father, owner GailWilliams started the business 20 years ago, when shepurchased Sunshine Patio Land.

Since the previous owners had operated that2,000–square-foot, mom-and-pop business for 20years, it was an easy transition. Williams says, “Theyhad a large customer base, and I still have people comein who bought things from them 25 years ago.”

Over the years, Williams transformed SunshineFurniture into a retail powerhouse that now boasts a35,000–square-foot showroom with two warehouses.Just a few of the top casual-furniture and accessorymanufacturers that the retailer carries are CaliforniaOutdoor Concepts, Ebel, Winston, Pride FamilyBrands, Hanamint, Tropitone, Telescope Casual,Erwin and Sons, Chicago Wicker, Pelican Reef,Whitecraft, Casual Creations, Classic Rattan, andBrown Jordan.

Indoor lines (for almost every room of the house)

include Braxton Culler, Capris Furniture, CarolinaMattress Guild, and Four Seasons. Since its beginning,Sunshine Furniture has also carried Lloyd/Flanders,and it is now one of the largest single stores in thenation to represent the renowned brand.

Williams has built her success on many compo-nents; chief among them is a strong customer-serviceethic, which has set Sunshine Furniture apart from thecompetition and steered customers away from big-boxmerchants. Sunshine Furniture’s customer-service phi-losophy can best be described by the advice that some-one gave Williams long ago: Don’t worry about yourcompetition; worry about your customers.

By upholding that simple strategy, SunshineFurniture has grown steadily, over the years. It is easyto understand why Sunshine Furniture has been votedinto Casual Living’s top 100 casual retailers in thecountry for the past two years.

“We have a very educated sales staff, and we workon that all the time,” Williams says. All four sales asso-ciates have design backgrounds (and one 20-yearemployee is a member of the American Society ofInterior Designers). Each associate is able to prepare

computer-generated plans of customers’ spaces (asvisual aids) and to provide on-site consultations. Inaddition to the sales associates, there are three full-time and three part-time delivery employees.

Having two large on-site warehouses and a coupleof semi-trailer trucks, making quick delivery possible,is an important element of customer service. “We runtwo trucks all the time so we can deliver an order intwo hours or the next day. It is a huge plus,” Williamssays. “We will also hold inventory for up to six monthsfor customers, if they are not ready for it yet.”

In this family-run business, Williams’ son, George,who started working in the warehouse when he was12 years old, joined the company full-time about eightyears ago, after graduating from college. He oversees


Top left: Sunshine Furniture fills the indoor- and outdoor-furniture needs of South Florida homeowners.

Top right (from left): Gail Williams, George Williams, andGwen Black

Bottom right: Expert merchandising helps keep SunshineFurniture’s vast showroom warm and inviting.

MANEUVERSmarketing

Family helps make Sunshine Furniture a thriving retailer in south Florida.

by KIMBERLY RODGERS photography by MIKE ZIMMERMAN

ties that bind


http://www.patiorenaissance.com


customer service, warehousing, freight,and delivery schedules, and he has helpedpropel the company to even higherground, Williams says.

“George has taken customer service toa level that is, unbelievably, almost per-fect,” she says. “In all these areas, Georgedoes a better job that I could ever havedone. It’s amazing, how well he does—soI don’t have to think about it. People lovehim; they don’t even ask for me anymore.”Williams works with customers, but says,“My time is usually taken up just makingsure the showroom looks good, buying,and working on the books.”

Offering products made in the UnitedStates, such as lines from Classic Rattan(made in Kentucky), Lloyd/Flanders(made in Michigan), and CasualCreations (made in Florida) is also animportant element for Williams. All ofthe indoor upholstered products thatSunshine Furniture carries—includingthose from Four Seasons, CaprisFurniture, and Braxton Culler—are made

in the United States.“U.S.-made products have been num-

ber one on our list for over 15 years,” shesays. “We tell all of our customers howmany U.S.-made products we have, andthey like that.”

Though the Sunshine Furniture show-room is vast, Williams makes walking thefloor a warm and inviting experience forshoppers through her expert merchandis-ing. “Most people wander the showroomfloor for at least 30 minutes, looking at allwe have. They always comment on howgreat everything is,” she says.

The floor is set up in open vignettes,with every detail coordinated—fromlamps, wall art, accessories, and rugs toplants and window treatments. “Westockpile pictures and lamps, so when wesell off the floor, we can easily replacethem to keep the showroom lookingfresh,” Williams says. Since most of theshowroom walls are covered in slatwall,she adds, “It is easy to keep the back-ground looking good.”

To send its message, SunshineFurniture advertises on radio, in the localnewspaper, and in various local designand real-estate publications. “We have alocal newspaper, Vero Beach 32963, andeverybody reads it because it hits issuesmajor newspapers won’t. We get enor-mous business from it, and I am puttingmoney back into the local economy,”Williams says.

Much of the advertising featuresLloyd/Flanders, since the manufactureraccounts for about 20% of total sales.Referrals are also a very important ele-ment for attracting new business.

Sunshine Furniture has remainedstrong, despite the dismal economy ofthe past few years. One reason is thatsince owners of vacation homes areSunshine Furniture’s primary demo-graphic, the steep drop in Florida’s hous-ing prices has led to an increase in sec-ond-home purchases.

“We are seeing lots of baby boomersand younger people coming in every day,”

Williams says. “Most of them want prod-ucts with a better look and longer wearthan you can get from a big-box store.”

Williams notes, however, that thedecline in housing prices is not the onlyreason that her company has remainedstrong. “We treat people the way wewould want to be treated, and that iswhy they come back. We are truthfullyseeing children and grandchildren of ouroriginal customers, from over 20 yearsago,” she says.

Williams has also forged long and deeprelationships with the manufacturers sup-plying the lines that she carries. “We havedeveloped good working relationshipswith our suppliers, which also helped usto weather the storm,” she says.

In its first 20 years, Sunshine Furniturehas prospered, and the next two decadeslook equally bright. “George has alreadytaken Sunshine Furniture through thenext step, into the future. He has organ-ized the entire operation at a level that Inever could have,” Williams says.

F resh, funky, fun, and functional might be the best words

to describe outdoor casual furniture from Zuo Outdoor—

part of manufacturer Zuo Modern (San Leandro, California).

The cutting-edge designs of the more than 250 pieces in Zuo

Outdoor’s collection are geared toward the contemporary

urban market, with architecturally inspired pieces featuring

modern, minimalist lines. Zuo Outdoor also suits the space

constraints of city dwellers—whose outdoor-living areas are

often limited—with a number of versatile pieces geared

toward maximizing the square footage of rooms of any size.

Many pieces from Zuo Outdoor, such as the Tarfia, are

designed to save space; the chairs actually fit under the table.

Jon Usvathongkul, vice president of marketing, says, “It looks

like one piece, but you can pull the chairs out and use them

only when you need them.”

There are also a number of items in Zuo Outdoor’s vast col-

lection that fit larger spaces with equal flair and style. The

Hampton, one of the company’s most popular sellers, is a

unique outdoor piece. A comfortable bed or lounge for two,

with adjustable courtship seating, the Hampton also features

two separate drink stands.

In 2012, Zuo Outdoor will present Copacabana, a collection

designed for funky versatility: This unique modular seating

group can be used for lounging beside the pool or relaxing in

the water. Copacabana features cushions with covers made

from completely waterproof and UV-resistant polyester fiber,

filled with 100% pure polystyrene beads, that sit on an epoxy-

coated aluminum frame. “It is like having a bean bag on top of

a frame, and it gives you the capability of actually detaching

and throwing the sofa top in the swimming pool, allowing you

to sit on the cushions and

float,” Usvathongkul says.

All pieces from Zuo

Outdoor include high-

quality features, such as

UV-treated synthetic

weaves that will not

crack or fade, reinforced

interior aluminum-tube frames, fade- and water-resistant

fabrics and cushions, and clear tempered-glass tabletops.

“Our quality is very good, compared with our competi-

tors’,” Usvathongkul says.

“For example, we offer an acrylic chair, the Anime, that is

manufactured using a single mold that eliminates any bubbles

or glue. It is a strong single piece. Our competitors do a similar

chair in the same style; however, they use glue, and while it’s

offered at a lower price, it has a greater chance of breaking,” he

says. In addition to featuring high-quality products in a fresh

and exciting design aesthetic, Usvathongkul notes, Zuo

Outdoor pieces are sold at an attractive mid-range price point

(for the contemporary market in outdoor furniture).

Zuo Modern was founded in 2007 by Luis Ruesga and

Steve Poon, who originally began manufacturing office furni-

ture. In only a few years, the Zuo brand has evolved to

include Zuo Modern Furniture, Zuo Outdoor, and Zuo

Accents. Today, Zuo products are popular worldwide, and the

company is known for chic designs, excellent service, and

far-reaching distribution.

The indoor-furniture segment carries pieces for almost

every household area, from the office and the bedroom to

the bar and the dining room. The company’s Accents line fea-

tures many Asian-influenced accessories (along with light-

ing, which was recently introduced as part of the category).

Currently, Usvathongkul says, “The Outdoor line is our

fastest-growing segment. It accounts for about 30% of our

business, and it is continuing to grow.”

In 2010, Zuo Modern opened its 120,000–square-foot

headquarters and warehouse facility in San Leandro. The site

enables the company to keep greater amounts of inventory in

stock for quick shipments throughout the Western United

States, using state-of-the-art technology (with bar codes and

computer-generated packing lists) for faster, more accurate

shipping. An additional warehouse and office location in

Miami, Florida, covers the Eastern half of the country.

International facilities include sites in Brazil, Canada, Mexico,

Hong Kong, and China.

Zuo Modern is well positioned to meets its goal of provid-

ing all the indoor and outdoor furniture and accessories need-

ed by its customers, both in the residential market and in the

commercial/hospitality arena. “Our mission is to become the

one-stop shop for the design needs of any consumer or

designer,” Usvathongkul says.

Designed to save space, the Tarfia from Zuo Outdoor features chairs that fit under the table.

marketing MANEUVERS

Zuo OutdoorFocuses on Fun

by KIMBERLY RODGERS


http://www.valorfireplaces.com

t’s not uncommon for some-one to drive 200 miles across

Texas, to Amarillo, to visit TheFireplace Center and Patio Shop, oneof the area’s most respected hearthretailers. The 33–year-old business iscommitted to the more than 250,000residents of Amarillo and the sur-rounding area in a way that makesthem feel like family members. Forthe store’s owners, brothers Randyand John Dryden, knowing their cus-tomers (and their business) is whatmakes the store tick and keeps peoplecoming back for more.

The store was founded, as anornamental iron shop, in the early1970s. In 1979, Randy and John(who had recently graduated fromcollege) were getting ready to settleinto their respective careers whentheir father, Bob, spotted the store forsale in Amarillo.

Randy Dryden recalls, “Hewanted to keep us in the area, so herecommended that we give retail-ing a try.” The brothers had rootsin the hardware and heavy-equip-ment industries, so they decidedthat it would be interesting to nar-row their focus to one category:hearth products.

To the Dryden brothers, every-thing about the shop was attractive,including the fact that it is located

on a majorhighway thatoffers greatvisibility topassersby(many ofwhom comein just tocheck outthe store). Itis also situat-ed in theheart of aseriouslyhearth-reliant area.

“Most of the people in our mar-ket, which spans 200 miles in everydirection, live in rural, agriculturalcommunities—so they use hearthproducts as a source of heat,” Drydensays. He adds that the competitionwill carry fireplaces, stoves, or gaslogs, but there are not many otherfull-time hearth shops that are totallycommitted to the fireplace industry.

He says, “When people come intoour store, they know we’ll be able tohelp them find the right product,even if they don’t know, themselves,what they want.” The store carries awide range of products—includingstoves, fireplaces, gas logs, gas inserts,and fireplace accessories—at a broadrange of price points, and it even

offers firewood for sale. In 1985, the Dryden brothers

diversified their business when theypurchased a local patio shop andbrought both operations under oneroof, as The Fireplace Center andPatio Shop. Dryden says, “It roundedout our business because we neededthe security of having something tofill in the gaps during the summermonths.” Today, the shop (on its 2.5-acre site) boasts a 7,000–square-footshowroom floor that is merchan-dised all year with all of its products.

Over the years, the Drydenbrothers have made their businessevolve—adding decorative gas fire-places and other hearth products—but they haven’t strayed far from

their core business: customers whorely on fireplaces and stoves forenergy. “It’s normal for the ruralcommunities we serve to lose elec-tricity for up to two weeks after amajor storm or a blizzard. Peoplehave no choice but to be energyself-reliant,” Dryden explains.

The brothers are always looking forways to offer more or better heatingoptions for customers. They haverecently started encouraging them totake a look at new, more efficient heat-ing products (including gas inserts),which are the next step for someonewanting to gain more efficiency andheat from a conventional fireplace.“Customers look to us to know ourproducts and to give them advice.That’s why we are here,” he adds.

HPBA LOYALISTSThe Dryden brothers have been


RETAILERhearth

Above: Randy Dryden

Top: The Fireplace Center and Patio Shop

provides its rural customers with some of

the most energy-efficient hearth appli-

ances on the market.

The owners of this Texas store give the

HPBA credit for helping them operate a

successful business for more

than 30 years.

by SHARON SANDERS photography by MONICA BARTELS

i

thehearthexperts


http://www.monessenhearth.com


through many ups and downs with theirbusiness, over the years, and they creditthe Hearth, Patio & BarbecueAssociation (HPBA) with helping themstay in touch with the industry. Theyhave been involved with the HPBA—attending trade shows and takingadvantage of its educational opportuni-ties—since it was founded, in 1980.

“I can’t say enough about how it hashelped me, as a small-business owner,”Dryden explains. He was president ofthe HPBA’s South Central region(Mississippi, Louisiana, Arkansas,Texas, and Oklahoma) for several years.

This year, he took his involvementone step further by becoming a part ofthe national HPBA board of directors,as the representative for the SouthCentral region. His position requires

him to be the liaison between bothboards, attending all the national andlocal meetings. “Every region has somuch to contribute to the organiza-tion’s big picture, and I am thrilled to beable to bring our insights and issues tothe national table,” he says.

So far, the biggest thing that Drydenhas learned during his time on thenational board is what goes on behindthe scenes in the hearth industry, espe-cially in its dealings with the EPA andthe U.S. Department of Energy. “We arenot a very big industry and are con-stantly working to make our needs andconcerns known to these regulatorybodies,” Dryden says, adding that it hasbeen a real eye opener for him. “Whathappens with these agencies affectswhat hearth products can be made, how

people can use their products, and howwe deal with our customers,” he says.

He adds that the single biggest bene-fit that the HPBA has brought him andhis business over the years, without adoubt, has been knowledge. “Theknowledge I have gained through class-es, seminars, and certifications, I wouldhave had a hard time finding anywhereelse,” he says, noting that the organiza-tion is great at communication with itsmembers as well. “The HPBA gives onemore confidence as a business owner,”he says.

He is a huge proponent ofHPBExpo, which he attends faithfullyevery year. “There is no way I could seethe beauty of a burning fireplace ortouch the steel on a new stove if I justrelied on catalogs or websites,” he says,

explaining that the trip is worth thetime and money. He adds, “You don’thave to bring the whole family. Justsend one person from your shop whocan share everything that he or she haslearned.”

As the new year approaches, TheFireplace Center and Patio Shop willcontinue to focus on serving the territo-ry that has come to rely on it for itsproducts, product knowledge, and serv-ice. There will be many more days whenthe Dryden brothers or their teammembers travel hundreds of miles to seea customer. “It’s really not a big deal tous. I’ve been in this area my whole life,and people in every little hidden com-munity are our friends,” Dryden says.“We just want to make sure they havewhat they need when they need it.”

Black & Stone™ knows agood opportunity when it sees

one. As the world is going green

and the U.S. government offers

more incentives for people to use

nonpetroleum fuels, the company

has moved to expand its range of

eco-friendly ethanol hearth prod-

ucts. In 2012, Black & Stone USA

Inc. will launch a lineup of stylish

outdoor fire tables, firepits, and

fireplaces aimed at specialty out-

door-living retailers.

The Australian company intro-

duced its ethanol products to the

U.S. hearth market in 2007, after

they were a big hit with con-

sumers in Australia. According to

Graham Brake, the company’s

president, ethanol is a biofuel that

is just now starting to gain some

traction because of its visibility as

a vehicle fuel—and the fact that

it’s being used in more products.

The modern ethanol industry is

several decades old, but a great

increase in the number of U.S.

ethanol plants has been seen over

the past four to six years.

Ethanol, which is derived from

plants and plant waste, is one of

the cleanest-burning fuels avail-

able today. In its purest form, it is

100% alcohol, with 92% of the

result of burning ethanol being

water vapor (the balance is carbon

dioxide). The byproducts of

ethanol are very similar to those

created when someone is breath-

ing in a room.

Aesthetically, an ethanol fire is

very pleasing to the eye. “The

lovely thing about an ethanol fire-

place is that it burns with a big,

yellow, dancing flame that is simi-

lar to that of a wood fire,” Brake

says, adding that there is no

smoke and no mess.

Black & Stone has been able to

fill a niche in the U.S. hearth mar-

ket that holds tremendous poten-

tial. According to Brake, there are

only a few companies that manu-

facture and sell ethanol fireplaces

(and most of those make high-end

products), so the company’s

mission is to create an affordable

range of ethanol products for every

type of consumer. The U.S. opera-

tion, led by Tom Owen, is head-

quartered in Atlantic Beach,

Florida, and its products are sold

to specialty retailers nationwide.

INDOOR BEAUTY ANDOUTDOOR AMBIENCE

Style and function best

describe Black & Stone’s lineup of

VioFlame™ occasional fireplaces.

The decorative series includes

sleek wall-mounted and built-in

models that add just the right

ambience to any room, and its con-

vection fireplaces provide up to

14,000 Btu to heat a den or living

room with ease.

VioFlame portable fireplaces

have great flexibility and ease of

use. “Customers can walk into a

dealer at 4 p.m. on a Saturday,

buy a fireplace, and have a fire

burning in the living room the

same evening,” Brake explains.

One of the company’s most popu-

lar products, to date, has been its

Ezy Flame ethanol firegrate, which

gives consumers the ability to

convert any wood fireplace to

ethanol easily.

Black & Stone debuted its out-

door ethanol product series at the

2011 Chicago International Casual

Furniture & Accessories Market™;

it includes a range of firepits, fire

tables, and decorative fireplaces,

as well as an ethanol-conversion

kit for firepits. “We are thrilled

about our new outdoor line

because firepits and fire tables are

really big at the moment. It’s nice

to give people an alternative fuel

source with the convenience of

ethanol,” Brake explains.

The ethanol firepits and fire

tables are the ultimate in flexibility

because they can be moved any-

where in an outdoor space, as they

are not tethered in place by a gas

line or weighed down by a

propane tank. “If you’re relaxing by

the pool and it starts to rain, they

can be moved quickly under a

shelter. If it’s windy on the front

porch, they can be taken to the

back deck,” Brake adds. The

ethanol burners hold up to a gal-

lon of fuel, which can burn brightly

for up to four hours.

Black & Stone is excited to be

providing outdoor-living retailers

with new, innovative products

that they can sell to their cus-

tomers. The company plans to

continue building awareness of

its products and educating people

on the benefits of ethanol. “We

think ethanol is one of the prom-

ising alternative fuels of the

future that will only become more

sought after by consumers,”

Brake says, “and we want to be a

part of that future.”

hearth

Black & Stone’s Ethanol Products Gain Ground

by SHARON SANDERS

VioFlame convection fireplace(model VFC2000R)

VioFlame ethanolfire table(model VFFTM-43R)

RETAILER

CONTEMP ORARY L INEARDIRECT -VENT F IREPL ACE

THE EMPIRE FAMILY OF DIRECT-VENT FIREPLACESEmpire Comfort Systems manufactures an exceptional line of high-quality, competitively priced

direct-vent gas fireplaces. From compact to colossal, conventional to contemporary, we offer

fireplaces in shapes, sizes, and styles to fit any setting. Our fireplaces produce alluring flames and

provide generous heat that is sure to warm the heart and comfort the soul.

To learn more about this or any of Empire's other full lines of gas heating products, visit us online.

w w w . e m p i r e c o m f o r t . c o m

CLEAN FACEDIRECT -VENT F IREPL ACE

CHATEAU CONTEMP ORARYDIRECT -VENT F IREPL ACE

TRAD IT IONAL L INEARDIRECT -VENT F IREPL ACE

CHATEAU TRAD IT IONALDIRECT -VENT F IREPL ACE


http://www.empirecomfort.com


outdoor GRILL ING

en Moss is a busy man. In addition to serv-ing as a city-council member for the town

of Arnold, Missouri, he also runs day-to-dayoperations of Arnold Stove & Fireplace

Center—one of the largest hearth showrooms in greaterSt. Louis—and is its co-owner. “You could say I am aglutton for punishment,” Moss says.

Ray and Marge Moss, along with their sons, Normand Ron, opened a small shop 25 years ago in Arnold,selling wood stoves. The boys came to the store to help,after working their day jobs as electricians, and a singlespace in a strip mall grew to cover three stores.

The brothers eventually left their jobs to join thebusiness full-time, and the family moved operations to a

new location across town, converting an existing houseinto a new store. In 2007, a redevelopment of the areaand a partnership with Fireside Hearth & Homeprompted another major remodeling and expansion.Today, Arnold Stove & Fireplace Center features a6,000–square-foot showroom with a 4,000–square-foot-warehouse and approximately 3,000 square feet ofoutdoor patio space.

Ken Moss, Norm’s son, grew up in the family busi-ness, coming to the store after school (beginning whenhe was seven years old). “I remember sitting at an oldcomputer, typing invoices, because my grandparentsdidn’t want to touch a computer,” he says. He worked atArnold Stove & Fireplace Center through high school

and then left to join the Air Force, returning eight yearsago. Moss had the opportunity to purchase his father’shalf of the business this year, after Norm decided toretire to pursue other ventures. Ron is still a co-owner.

HEARTHS AND MOREAs the biggest Fireside Hearth & Home dealer in the

St. Louis area, Arnold Stove & Fireplace Center featuresnearly 60 burning displays (and another 20 nonburningdisplays) from every brand in the Hearth & HomeTechnologies family, including Heat & Glo, Quadra-Fire, Heatilator, Harman, and Heatilator Eco-Choice.

The store is a showcase, and it is a destination foranyone who wants to install or update any type ofhearth product. “We want people to come to our storeand get the full experience of what we do,” Moss says.

In fact, callers are encouraged to visit the store first,even before an employee goes out to prepare an esti-mate, since almost every product that Arnold Stove &Fireplace Center sells is on display. “It is much easier,and more of a benefit for customers, to show themwhat we have, rather than trying to explain it to them,”Moss says.

In addition to hearth products, the company alsooffers grills from Napoleon; ceramic cookers from Big

k

The biggest Fireside

Hearth & Home store in

greater St. Louis beefs

up its bottom line by

including barbecue

products and classes.

by KIMBERLY RODGERS

photography by STEVE SMITH STUDIOS

adding barbecue

Top: Sales of grills and outdoor-living products are increasing for

Arnold Stove & Fireplace Center.

Left: Arnold Stove & Fireplace Center has been a family-run busi-

ness for 25 years; from left: Ken, Ron, and Steve Moss.


http://www.companion-group.com

W ith a recent expansion and new prod-

uct offerings, Wood Stone

(Bellingham, Washington) continues to main-

tain its reputation for producing high-quality,

U.S.-made stone-hearth ovens and specialty

cooking equipment. Wood Stone offers both

wood-fired and gas-fired stone-hearth ovens,

in many sizes and styles, for indoor and out-

door kitchen installations.

The Bistro Home oven line and the

Mountain Home oven line are designed for the

home market and offer customers a variety of

design and function options. Wood Stone

ovens are delivered fully assembled and ready

to use. Bistro Home ovens are equipped with

preheating timers, so users can program their

ovens to turn themselves on and be ready to

cook at their convenience. In addition to offer-

ing wood- and gas-fired ovens, Wood Stone

sells ovens that can use either fuel.

“This is a very popular option because gas-

fired ovens offer convenience without compro-

mised flavor profiles,” according to Tamra

Nelson, marketing director of Wood Stone. “It’s

great to have the option to do both. All of our

ovens offer a combo fuel source, with the

exception of one model, the Bistro Home

3030, which doesn’t burn wood due to its

compact footprint.”

Unique customization options are also

available for stone-hearth ovens. Wood Stone

offers facade extensions, custom finishes for

stucco or color application, and a version that

is prepared for other finishing materials (such

as stone or tile).

For almost 22 years, Wood Stone has been

providing its customers with sophisticated and

individualized cooking equipment. Wood

Stone has performed more than 9,000 installa-

tions worldwide, including many for commer-

cial food operations such as California Pizza

Kitchen, Wolfgang Puck restaurants, and

Whole Foods Market.

After noticing a need for a more powerful

wood-fired oven of higher quality, Keith

Carpenter set out to build an oven designed to

meet the demands of a modern U.S. kitchen.

He teamed up with Harry Hegarty, an experi-

enced builder of large-scale, high-temperature

ceramic incinerators; together, they founded

Wood Stone in 1990.

Ever since, Wood Stone has been making

huge strides in stone-hearth cooking. In 1995,

Wood Stone introduced gas-fueled and gas-

assisted stone-hearth ovens designed to meet

many commercial and residential needs.

“Wood Stone gas-fired ovens are carefully

designed to be responsive to the demanding

needs of high-production

cooking lines,” Nelson says.

“Now, customers know they

can get wood-fired flavor

from a gas-fired oven.” Other

features of Wood Stone

ovens include high-dome

ceilings for more efficient

fuel use, superior insulating

materials, and a larger heat

reservoir.

“Unlike the traditional

imported ovens, they use

modern materials formulat-

ed specifically for the appli-

cation of stone-hearth cook-

ing,” Nelson explains. “This ceramic is cast in

molds to make very strong, monolithic floors

and domes. The results are handcrafted ovens

that are more reliable and predictable than

ovens made with clay tiles or bricks.”

In order to stay on top of technological

advances and design trends, Wood Stone con-

tinually expands its capacity to offer cutting-

edge stone-hearth products. The company

expanded its manufacturing capabilities in

2007 by constructing an additional

57,500–square-foot manufacturing facility.

Wood Stone also invested in new robotic

fabrication equipment to stay competitive with

foreign imports. A new research/development

laboratory was added, as well as an integrated

metal-fabrication system for production. “This

also allowed us to expand our product line to

serve the food-service industry better and cre-

ate more opportunities in our community,”

Nelson says.

The recent company expansion included

other improvements and added social-media

connections. “We are excited to be offering

extended support materials to our customers,

including our new website (www.woodstone

home.com) and recipe library,” Nelson says.

Kurt Eickmeyer, president, stresses that

Wood Stone will continue its commitment to

manufacturing the best possible stone-hearth

ovens while providing superior customer serv-

ice. “We continue to strive to build the best

stone-hearth and specialty cooking equipment

in the world, provide the best customer serv-

ice, and create the best work/play environ-

ment for our employees,” Eickmeyer says.

He concludes, “When you take pride in

what you do, treat your customers and

coworkers with respect, and support the

community in which you live and work, every-

thing else is much easier. We believe this is

our formula for continued success.”


outdoor

Green Egg; and firepits, pergolas, and casual furniture fromThe Outdoor GreatRoom Company. Since the store’sremodeling, Moss says, this segment of the business hasgrown immensely. “We used to be thought of solely as afireplace store, but now we are also able to focus on the bar-becue and outdoor-room side, which is increasing,” he says.

An area of about 1,000 square feet in the showroom isdevoted to nonhearth products. “With the new store, wecan do it the right way and show every size of cooker fromBig Green Egg and every grill that Napoleon offers, alongwith all the accessories they make,” Moss says.

Many different types of sauces, rubs, and marinades arealso displayed, as well as various woods used for smokingfood. “We are getting into selling the fun stuff, and it’s agood mix. We will always be a fireplace store, but duringthe slow seasonal times on the hearth side, the barbecuebusiness picks up,” he adds.

A few years ago, through the company’s involvementin a charity fundraising event, Moss met TimothyGrandinetti, a certified executive chef. “Tim is an amazingchef, and he agreed to come out this year and do cookingclasses for us,” Moss says. The “Grillin’ & Chillin’” sum-mer series, held on Wednesday evenings, not only soldout, but also created a buzz throughout the community—while increasing sales of outdoor-room products.

“The classes brought all kinds of people to our outdoorpatio, and since we are located next to a highway, driverssaw something going on, and it got people talking aboutus,” Moss says. To cover costs, there was a charge of $25 perperson; nonalcoholic beverages were provided. “Couplesmade it a date night and enjoyed three courses of foodwhile learning some new grilling techniques,” Moss adds.

FOCUS ON SERVICE “We try to focus on our knowledge and make it easy

for our customers with a turnkey operation, from the saleto the installation and service of every product we sell,”Moss says; 18 employees provide a depth of experience(from working years in the hearth industry) that brings animmeasurable benefit to customers. Ken’s brother, SteveMoss, is also an integral part of the business, devotingmuch of his time to previewing homes, prior to productinstallations, to make sure that the process will go assmoothly as possible.

All hearth, patio, and barbecue installations are com-pleted by Arnold Stove & Fireplace Center’s own employ-ees, who are members of the local union of sheet-metalworkers. “Having in-house installers is a little more expen-sive than subcontracting, but I can guarantee that our cus-tomers are getting qualified individuals installing products

in their home. Nine times out of 10, that means some-thing to them,” Moss says.

A free five-year protection plan, above and beyond themanufacturer’s warranty, also comes with all hearth instal-lations. “We do this to ensure that a fireplace is installedproperly and safely, so if anything comes up in the firstfive years, we cover it,” Moss says.

Training is another key element in providing excep-tional customer service. “We do a lot of our own in-houseemployee education, and Fireside Hearth & Home alsoprovides a lot of fabulous training,” Moss says. About ayear ago, Arnold Stove & Fireplace Center also beganoffering chimney cleanings and inspections performed byan employee who is a licensed chimney sweep (certifiedby the Chimney Safety Institute of America). “It’s a goodfit for our business,” Moss says.

During the economic downturn, some adjustmentswere made to keep sales moving. “The public price shopsand wants more for less, so we tried hard to explain thedifferences between us and the competition and we alsostepped up our service before and after the sale. Now, weare busier than ever,” Moss says.

He adds, “I want people to want what they are buyingfrom us. We are not the cheapest guy out there, but every-thing we sell is a high-quality product.”

Wood Stone’s Bistro series ovens are perfect for preparing an

endless variety of dishes.

What’s Cooking atWood Stone

by CHERISE FORNO

GRILL ING

http://www.woodstonehome.com

http://www.woodstonehome.com

Matching substance with style, experience the new age of smart-heating. Innovation meets aesthetics, to bring you a powerful range of heaters that re-defines the world of outdoor heating.

SMART-HEATINGBROMICHEATING.COM

SMART-HEATING


http://www.bromicheating.com

an Diego Patio has proven that there ismore than one way to do business and make

a profit in today’s marketplace. The first-timebrick-and-mortar retailer, based in the Sorrento Valleyneighborhood of San Diego, California, jumped intothe local outdoor-living scene with an unconventionalapproach that includes closing down its main show-room during the winter months and selling its ownline of outdoor furniture. In just one year, it has creat-ed a comfortable niche for itself that has the areawanting more.

Seven years ago, San Diego Patio’s owner, BenHarvey, and his partner began importing Balinesefurniture and selling it online. They started expand-ing into other markets—outdoor furniture being oneof them—and launched a website (www.patiopro-ductions.com). That business has done well for sever-al years, offering a range of products that includeoutdoor wicker, cast aluminum, teak, sling, and com-mercial furniture.

As Internet price wars increased and Harvey’sprofits eroded, however, he began to look for ways toset his products apart. Three years ago, he developed


showroom SHOWCASE

a novel approachClosing its main showroom during the winter makes good business sense for this innovativeCalifornia retailer. by SHARON SANDERS

s

http://www.patiopro-ductions.com



a furniture line, called Harmonia Living,that is a modern mixture of outdoorwicker, teak, and a variety of metals.

By creating and importing his ownfurniture, Harvey has been able to getbetter pricing for each piece, and hecan control the selling price online.“I’m able to offer the same qualityproduct that I always have, but I canoffer it for a couple hundred dollars lessthan my competitors, and I get higher

margins,” he explains. Consumers have fallen in love with

the Harmonia Living line—its quality,price, and style. At the end of 2010Harvey decided that it was time to intro-duce Harmonia Living to San Diego byopening a retail store. “It seemed a shameto hide our beautiful products in ourwarehouse when we could be showingthem off in a showroom to local cus-tomers,” he says.

In February 2011, San Diego Patioopened its doors in San Diego’s PacificBeach neighborhood. Harvey says, “I wasnew to the brick-and-mortar retail worldand didn’t really know the rules, so Imade up ones that made sense for us.”

San Diego Patio was a breath of freshair in the local patio market—which,according to Harvey, needed an infusionof the right products at the right price.People either had to spend more than

$30,000 on a custom patio set, or theyhad to settle for something generic from abig-box retailer. San Diego Patio cameinto the market with furniture that satis-fied those looking for the middle ground.

“Our designs are created to cut costswithout compromising quality and style.We work backward when we dream up anew collection. We determine the pricepoint first and then figure out the mostcost-effective way to achieve the look wewant,” Harvey explains.

The shop’s airy showroom (with 25-foot ceilings and a warehouse feel) isfilled with affordable furniture fromHarmonia Living and trusted furniturebrands that Harvey has been sellingonline for years—and the cushions andthrow pillows are customizable. Onewall of the shop is lined with cushionsamples in an endless number of colorcombinations.


Top left: San Diego Patio offers its own brand of

affordable, stylish furniture, Harmonia Living.

Top right: The San Diego Patio team

Bottom left: This Harmonia Living sectional

reflects the casual California lifestyle.

Bottom right: The simple, warehouse feel of

San Diego Patio’s showroom positions the

company in consumers’ minds as a retailer

that offers value.


C aravita, a manufacturer of

exclusive luxury shades and

pavilions, continues to expand its

products and its global customer

base by maintaining a commit-

ment to quality and product cus-

tomization. Michael Caravita,

CEO, has been in the sunshade

business since 1987, when he

began working as a wholesaler

for patio and market umbrellas. In

1993, he began to manufacture

exclusive sunshades, first releas-

ing the Riviera to the market.

“Already, this principal shade

product was not only perfect for

home use, but was commercial

grade, and excellent for the

restaurant terraces and piazzas of

Europe,” Caravita says. “My vision

was and is simple—provide better

products to fulfill the wishes and

imaginations of the most discern-

ing clients.”

Caravita, which started as a com-

pany headquartered in Germany, is

now globally recognized as a supe-

rior shade solution. It offers seven

sunshade systems that offer

diverse design and function.

Caravita also expanded its offices to

Charleston, South Carolina, in 2009,

to have a strong influence in the

United States.

Caravita notes that the philoso-

phy behind his products sets the

company apart from other manu-

facturers. Caravita umbrellas use

high-quality, weather-resistant

materials in an effort to maximize

the luxury and durability of the

products.

“Caravita umbrellas are made to

last, and therefore, aluminum and

stainless steel are the main compo-

nents for our constructions, which

are engineered to withstand high

winds and daily commercial use,”

Caravita explains. “At the same

time, our ingenious and simple

mechanisms ensure comfort and

easy handling of each umbrella.”

In an effort to meet the needs

and desires of the company’s cus-

tomers, Caravita says, he continu-

ally strives to maximize the range

of options available in Caravita

sunshades. Customers can design

their own shades by choosing the

size, shape, color, and style of the

canopy.

The selection available includes

200 colored finishes for Caravita

frames, as well as a variety of high-

tech fabrics. “Solution-dyed acrylic

(from Sattler or Dickson, in more

than 100 colors) is available, but

we also offer specialty fabrics like

Sattler Firemaster, PVC, or Sattler

Reflect for the demanding cus-

tomer—and many more cus-

tomized options to bring colorful

elegance to any garden, terrace, or

outdoor situation,” he says.

Caravita’s goal is to help cus-

tomers create shade solutions

that are just right for their resi-

dences or businesses. Customers

can begin by choosing acrylic

fabrics with diverse and exquisite

designs, combining this choice

with a shade form, and complet-

ing the shade with technological-

ly advanced accessories to create

a practical and versatile shade

product.

The company recently released

the Supremo, which uses

advanced technology to allow for a

uniquely balanced system (and

easy opening and closing) for

umbrellas reaching 20 feet in

diameter. Features such as pow-

der-coated aluminum hubs and

swivel pedals also set Caravita

apart as a luxury shade producer.

The Supremo was highlighted

at the Chicago International Casual

Furniture & Accessories Market™

in September 2011, and Caravita

reports that it was well received.

“Both the Supremo and Belvedere

collections received an excellent

response to their easy-to-open

operation and sleek, high-gloss

finish,” Caravita says.

During the next year, Caravita

adds, the company plans to intro-

duce more sizes and types of

pavilions to the market. He also

reports that there will be more

additions and advances made to

the umbrella line, including larger-

diameter umbrellas and another

cantilevered umbrella in larger

sizes, by the 2013 season. This

increase in product offerings will

continue to support one of

Caravita’s slogans: Relaxing—

reminiscing—enjoying life; you

deserve it.

Caravita’sShowstoppingShade Productsby CHERISE FORNO

Harvey has found that customers prefer to pick fab-rics that they can actually see on a cushion, instead ofchoosing from a fabric-swatch book. “They like the factthat they can put a cushion on a frame in the show-room and see it before they place an order,” he says.

Harvey points out that he intentionally designed theshowroom in an open, warehouse style because it makespeople feel that they are getting good deals. “A show-room that is fully decorated, with lots of accessories,makes people think the products are going to be expen-sive,” he explains.

He adds that San Diego Patio uses merchandisedvignettes, but they are uncluttered, with an emphasis onthe furniture. He says, “The way the economy is today,people are looking for cues that they are getting a gooddeal. We focus on giving customers a good value, aboveanything else.”

As a fledgling brick-and-mortar retailer, Harvey waschallenged to find the best way to advertise the newstore; this, he discovered, was very different from adver-tising his online operation. He says, “It was trial and errorin every sense. We tried some things that didn’t bring usone customer (like ads in glossy home magazines), and

others that worked quite well, which we will hit hardnext year.” He adds that word of mouth has been some ofthe store’s best advertising.

STAYING FLEXIBLEWhen Harvey opened San Diego Patio, he knew that

flexibility was a must, so he approached his new venturewith that in mind—starting with the decision to sign ashort-term lease. “In today’s economy, it’s hard to makelong-term business decisions. The idea of signing athree- or four-year lease was not appealing for a lot ofreasons, including the fact that we plan on growingquickly,” he says.

One reason that his online business has been so suc-cessful, he adds, is the fact that it is nimble enough tomake changes quickly. San Diego Patio, after a very prof-itable first season, closed for the winter in the middle ofOctober. The entire inventory was moved to a smallshowroom inside its Sorrento Valley warehouse, fivemiles down the road.

Harvey says, “We explained to customers that we’reable to offer them better pricing because they aren’t pay-ing for our overhead for 12 months of the year. Their

experience doesn’t change during the winter; they’re justpurchasing from a different location.”

Harvey plans to reopen the retail showroom nextMarch, in a new, larger location—because the store hasalready outgrown its space, as he predicted. He admitsthat from a convenience standpoint, it was challengingto pack everything and move it to the warehouse show-room, but he is certain that the benefits far outweighthe negatives.

“I’m confident we will start where we left off nextspring, in our new location. We are growing so quicklythat this is the only way that we can operate. We are notbackpedaling; we are pedaling forward,” he says. Oncethe economy improves, he plans to open a store that willstay open all year (or work out an arrangement withanother business that would lease the space during thewinter months).

Harvey adds, “We have good amount of experienceonline, but as a brick-and-mortar retailer, we are youngand learning. We’re using that fact to our advantage. I’vealways dreamed of a store that was fresh and exciting,with furniture that people would feel good spendingtheir money on; I think we are well on our way.”

showroom SHOWCASE

Caravita’s Supremo telescopic patio umbrella opens effortlessly, with a simple easy-lift handle for comfortable

opening and closing.


http://www.californiaoutdoorconcepts.com

ove over, market umbrellas: The next-generation shade solution—the

retractable awning—is making its wayinto specialty patio stores across the United States.Solair® Shade Solutions by Tri Vantage® is a productline from Glen Raven, Inc., Glen Raven, North

Carolina, (maker ofSunbrella® fabrics)that is quickly gain-ing popularity amongretailers looking forfresh, interestingproducts to offertheir customers. Patio& Hearth ProductsReport sat down withRett Haigler, Solairspokesperson, to find

out more about the Solair brand and why people are soexcited about this new offering.

How did Solair make its way into thespecialty patio channel?Haigler: Solair, made by The Astrup Company (anationwide distributor of awning and marine compo-nents for canvas fabricators), has been a trusted brand inthe traditional awning channel for over 30 years. In2007, Glen Raven acquired The Astrup Company,along with its number-one competitor, John Boyle &Company, to form its Tri Vantage division.

Through its efforts to offer innovative fabrics tothe traditional awning channel, Glen Raven hasbeen a major participant in the awning category for

more than 50 years. The addition of Solair to TriVantage’s portfolio was a nice fit for the company, inmany ways. In fall 2010, Tri Vantage debuted Solairretractable awnings in the specialty patio channel forthe first time, and the response from retailers hasbeen even better than we had hoped. The patiochannel is ideal for the retractable-awning product,and we expect continued success for retailers whotake on the Solair program.

Why use an awning instead of anumbrella? Haigler: We see retractable awnings as the next levelof shade solutions for homeowners who have a needfor shade beyond what today’s market and cantileverumbrellas offer. There is no denying that umbrellasserve a great purpose when it comes to covering con-tained areas, but they have size limitations and a poleor base that can be awkward, in many situations.

A retractable awning is like a super umbrella thatprovides outstanding UV protection for one’s familyand outdoor furnishings. It is designed to shade largeareas with the touch of a button, and it offers the

flexibility to be retracted if a homeowner wants sun. Solair awnings can be ordered in different sizes to

cover almost any outdoor area. They are also rela-tively easy to install (with just a few brackets posi-tioned on one’s home), and they easily outlast thelife of an umbrella.

In the past, some retractableawnings were called unattractiveand outdated. How do you respondto that?Haigler: Many people I talk to are initially skepticalabout retractable awnings because they conjure upimages of corny commercials—or Grandma’s stripedawning that looked like a circus tent. We know thattoday’s outdoor-living areas are all about style, and ourproducts are designed with that in mind.

Our awning frames are streamlined and contempo-rary, and they blend with the trim on one’s home. Thesame designers who design Sunbrella furniture fabricalso design the awning fabrics for Solair, which meansour awnings feature the latest in stripes, solids, and tex-


SEE ITas i

Left: Rett Haigler

Right: Solair retractable awnings (a product of Glen Raven, Inc.)

have made their way into the specialty patio channel. They feature

weatherproof Sunbrella® fabrics and create shade in a way that a

traditional umbrella cannot.

shade lovers rejoice

Solair’s stylish retractable

awnings are the perfect sun

blockers for outdoor rooms.

by SHARON SANDERS

m

tures that perfectly complementany outdoor furniture.

If retractable awningsare the perfect fit for thepatio channel, why areretailers just now start-ing to show interest?Haigler: Retractable awningshave been sold by some patioretailers in the past, but they typi-cally had to deal with third-party

vendors, which made awningscomplicated to order, ship, andinstall. With the Solair program,we’ve taken out the middleman,making it just as easy for a cus-tomer to select, purchase, andinstall a retractable awning as itwould be to purchase any otherproduct from a patio retailer.

What products isSolair offering for2012?Haigler: Solair is excited to offertwo models that are exclusive tothe patio channel. The firstmodel is the PS2000, which isperfect for the customer whoneeds a standard awning that canbe shipped quickly. It comes intwo frame colors (white andlatte) and in three stock widths:11 feet 9 inches, 15 feet 6 inches,and 19 feet 3 inches wide, with aprojection (length) of 10 feet 2inches. Customers can choosefrom 14 Quick Ship Sunbrellafabrics, and it can be delivered inas little as a week.

The second model is thePS5000. This awning is available

in hundreds of Sunbrella fabricsand can be custom fabricated inalmost any size for homeownerswho have specific requirements.It is available in six projections,from 10 feet to 26 feet. Framecolors include white, desert sand,mocha, and brown.

Both models come with someluxury options. They include awind sensor that retracts theawning when it detects move-ment from wind or vibrations; aremote control that makes it

possible to adjust an awningfrom up to 65 feet away; anda sun sensor that automatical-ly extends an awning, basedon the sun’s intensity.

How can awningshelp specialtyretailers grow theirbusinesses?Haigler: Awnings comple-ment everything a patio storesells. It is a shade choice thatcan be an easy upsell from anumbrella. The learning curvefor retailers isn’t any differentfrom when cantilever umbrel-las came onto the scene as analternative to market umbrel-las. We’ve made it easy forretailers to make a profitbecause we don’t ask them tocarry inventory.

All of the product isstocked in our warehouse inAtlanta, Georgia, and we shiporders directly to retailers fortheir customers. Retailersappreciate the fact that theydon’t have to invest money up

front. It is the perfect product, intoday’s uncertain economy.

How is Solair partnering with retailers? Haigler: One of the questionswe always get is, “How do cus-tomers install their awnings?”This is actually something patiostores have the capacity to do fortheir customers—or customerscan do it themselves. For 2012,we will offer installation trainingto interested retailers in threeways: first, we can send someoneto the retailer’s location; second,retailers can come to one of ourthree satellite training locations(in New Jersey, Georgia, andCalifornia); or third, they canparticipate in our new online

training. We want every Solairdealer to be successful quickly, sowe go above and beyond tomake things simple.

What do you predictfor awnings in thespecialty patiochannel?Haigler: I think specialty patiostores are the perfect place tointroduce retractable awnings.People will see that they are styl-ish and durable, and that theyprovide shade on a patio in a wayan umbrella never could. I thinkpatio retailers will be extremelysuccessful because they have aloyal customer base that truststhem to offer products thatenrich the outdoor-living experi-ence—not to mention the fact

that retractable awnings willattract new customers who maynot have known where to pur-chase them in the past.

What does the futurehold for Solair?Haigler: While I can’t say forsure, trust that we are dedicatedto this channel; I think patiostores are a key to the future forretractable awnings in theUnited States. If retailersembrace this product and makeit their own, they will do well,but the key is that they have tocommit, just as they do whenthey bring in any new product. Ifthey have confidence in theproduct, so will customers. Weare doing everything we can tomake it easy for retailers to makethat commitment.

M E C H A N I C A L V E N T I N G O F F I R E P L A C E S

Keep the Cold Air Out, and the Cool Look In!

The Guaranteed Solution to Smoking Fireplaces

Professor Ernie

Eliminate Glass Doors on Gas Fireplaces

The ENERVEX EcoDamper System is the fi rst completely automated draft and damper system designed for use with gas fi replaces.

[email protected] P: 800.255.2923

Contact us for more information:



http://www.chimneyfans.com



s the founder of Ironhaus Inc., TimCampbell is not willing to sacrifice

creativity on the altar of expediency. Customerswho buy his fireplace doors understand thisphilosophy, and they readily embrace the indi-viduality that emerges from each piece.

In an era when the definition of handmadeis all too loose, Campbell takes time to ensurethat each piece meets his standards. “A dealerwho is not familiar with high-end productsmight say, ‘Can’t you just use a laser to cut outyour pieces?’ No, that is production manufac-turing,” Campbell says. “We don’t use lightsteel, and we handcraft everything. Customerswant individually made pieces that are not pro-duction made. Customers are looking forsomething unique and handcrafted—some-thing that speaks to their unique personalities.”

Campbell admits that dealers don’t alwaysimmediately see a home for Ironhaus doors onthe showroom floor. Reluctance often stemsfrom a belief that the designs are too far towardthe high end of the market.

The attitude is common, due largely to ahistorical focus on heat efficiency over design.Campbell believes that the two can coexist, andthat the market is, indeed, heading that way.“Yes, we focus on efficiency because that’swhere the industry has been, but in the pastdecade, fireplaces have been increasingly

embraced from a high-design stand-point,” he says. “A lot of dealers havebeen fireplace guys for so long thatthey don’t realize there is a big designmarket out there. When dealers tellme, ‘My customers don’t want doors,’what I hear is, ‘My customers don’twant the doors that they have beenshown, so far.’”

Campbell often puts his theory tothe test by convincing dealers to put adoor on display—a move that takesup a bit of space, but costs nothing.Six months to a year later, the reac-tion is almost always the same, withdealers reporting massive interest.

In regions that skew toward middle toupper-middle incomes and above, that interesttranslates into concrete sales. “Some peoplethink we’re only a luxury product, but that’sreally not true,” Campbell says. “We appeal toanybody who really wants something nice andis willing to spend a little bit more money forit. Dealers have the impression that nobodywants doors, but there is a market. It’s just thatthey didn’t have anything to show.”

BEYOND RUSTICCampbell has worked hard to overcome

the perception that Ironhaus designs are only

suited to the rustic mountain cabin.Contemporary crossover designs, with slightlycleaner lines, form a distinctly nonrustic lookthat Campbell says could stylishly enliven amodern dwelling.

my TURN

Top left: At first, designs from Ironhaus founder Tim

Campbell were mostly inspired by nature, but these

days, the Montana artist is interested in blending

designs.

Top right: Customers with middle to upper-middle

incomes are willing to pay for handcrafted Ironhaus

doors made of top-quality steel.

Customers (including celebrity chef Rick

Bayless) are wowed by handcrafted

fireplace doors from Ironhaus.

creativity to burn by GREG THOMPSON

a


Using the company’s trademark non-traditional finishes, the contemporarycrossovers blend high-quality textureswith clean, contemporary lines.“Designers and homeowners find thisfusion design very attractive,” Campbellsays. “We’ve been getting a lot of interestin this. Fireplace manufacturers are alsodiscovering our products. MonessenHearth Systems Company, for example,is using four Ironhaus doors for itsnewest gas direct-vent fireplace.”

Whether describing rustic or hybriddesigns, Campbell tends to use the worddoors to encompass fireplace accessorylines such as faces, screens, and opera-tional doors—with and without glass.“We do an express screen that is magnet-ized and that goes on a direct-vent fire-place,” Campbell says. “That does nothave any hinges on it, and we’re finding alot of popularity with it, especially inlight of so much concern about peoplegetting burned by glass on direct-ventfireplaces. Dealers are saying, ‘Wow, wecan put a screen on the front of a fire-place, and we don’t have to worry aboutliability when we sell our gas fireplaces.’”

MONTANA MADEIronhaus is home to a 15,000–square-

foot production space that sits on fiveacres in Hamilton, Montana (a communi-

ty of about 4,400 people situated 47 milessouth of Missoula, in a valley surroundedby vast national forests). Campbell ownsthe production building and prides him-self on a custom fabrication shop that isspotless and meticulously organized. Itmight not look like the typical black-smith’s shop, but the old-school ethic ofcraftsmanship is alive and well.

It can be hard to find employees inthis sparsely populated area, but withhome only a mile away, Campbell wouldnot have it any other way. Vendors(mostly from Missoula) deliver steelevery other day, and the company’s tal-ented employees are kept busy with asteady stream of orders that come infrom all of the 48 contiguous states.

Ironhaus is known to hearth profes-sionals outside the big-box realm. A pres-ence at national trade shows has fueledawareness, and company officials plan tocontinue a focused marketing plan inimportant regions around the country.

Beyond his sales and administrativeduties, Campbell is an artist, and he doesmost of the new Ironhaus designs. Freshcreations keep the juices flowing, and theentire process generates a momentum ofits own. “It started out that a lot of mydesigns were inspired by nature,”Campbell says; he grew up in the moun-tains, near a picturesque river. “These

days, I am evolving. I’m really interested,now, in all kinds of design and how toblend designs. There’s a misconception,in the fireplace industry, that blacksmithitems have to be rustic, and I don’tbelieve that has to be true,” he adds.

Having worked in the hearth industryfor four decades, Campbell has managedto survive in times both lean and pros-perous, primarily due to his tenaciousbelief in high-quality products (com-bined with a willingness to change strate-gy, when necessary). “With new-homesales down and more people remodeling,we have the perfect type of product forthat,” Campbell says. “People are retro-fitting or putting new faces on hearthsand fixing up what they have. We aregoing to benefit a lot more, in the nextfew years, from retrofitting fireplacesthan from new construction. As a com-pany, we are continuing to grow, despitethe still-uncertain economy.”

MARKETING IN 2011While social media such as Twitter

and Facebook will undoubtedly becomemore important in the years to come,Ironhaus has focused most of its Internetenergies on maintaining a vibrant web-site (www.ironhaus.com). Because manyIronhaus customers are 40 to 70 yearsold, Campbell reasons that buyers are

likely to be computer literate, but proba-bly not overly concerned with social net-working.

A bit of television publicity fell intoCampbell’s lap when Rick Bayless (acelebrity chef, author, and television pre-senter) expressed his admiration forIronhaus. “We built a fireplace for himand went to Chicago, Illinois, to visithim,” Campbell says. “Bayless will becooking in our fireplace on PBS this sea-son, and our doors will be visible.”

Bayless is a frequent Twitter user,and he has made kind references toIronhaus—even posting photos of thecompany’s handiwork. Ironhaus builtthe foundational steel box for thehearth, complete with telescopingdoors that open and fold back intothe fireplace.

Campbell and his wife, Suzette, vis-ited Bayless at one of the chef ’sChicago restaurants, cementing thebusiness relationship and establishing agreat friendship. “He said, ‘Tim, I lovethe fireplace, and we are going to becooking in it all this season,’” Campbellreports. “The whole experience was funand rewarding. It’s another example ofhow we are able to share our passionfor quality, and it’s something we areproud to do with customers through-out the United States.”

Stone Age Manufacturingoffers everything your customers want in an outdoor room,all created in lightweight concrete fora lifetime of trouble-free enjoyment.

See the Stone Age difference

Look For New Items in Our Current Catalog and ExcitingNew Introductions for 2012

• Fireplaces

• Fire Pits

• Pizza Ovens

• Brick Ovens

• Kitchen Islands

• Pergolas

• Storage Cabinets

www.stoneagemanufacturing.com

877-371-8861 918-371-8861 Download Our Catalog

To Your Smartphone


http://www.ironhaus.com

http://www.stoneagemanufacturing.com

or perhaps 1.5 million years,fire has been controlled and

used for cooking, warmth, andlight. Today, while we still use firefor those same necessities, we arenow taking it to new, aestheticextremes. Fire as art as been a trendamong fireplace manufacturers, andthat trend has stepped outdoorsinto the firepit arena as well. In fact,Hearth Products Controls (HPC),Dayton, Ohio, is always experi-menting with new fire features.

One area that HPC is focusingon is a new product that involveswater. Greg Steck, owner and pres-ident, says, “We’ve done true firein water, where gas is actuallyburning on the surface of thewater, which is very high end.What we’re looking now at howwe can tie fire and water togetherat an affordable price.”

Steck can’t disclose many detailsyet, but he plans to develop a self-contained unit (with a water tankunderneath it) that would recircu-late the water, instead of spewing itinto a pool, as many systems do. Hesays, “We have certified firepitinserts of up to 400,000 Btu, and wecan couple those with the wateraspect and sell it as a complete pack-age to our dealers—so their cus-tomers can get the soothing benefitsof fire and water.”

It is hard for Steck to contain hisenthusiasm when talking about newoutdoor products. “There is just somuch you can do. Indoor applica-tions are somewhat limited, but out-

door applications are wide open,”he says.

“So many people are just stayingput and want to bring the resort totheir backyards. In addition, newhomes are being built with outdoorkitchens and outdoor rooms, wherethe niches for firepits are comingin,” he adds.

When Dan Maddox foundedThe Maddox Company in 1975,his vision was focused primarily onindoor components. The companygrew, based on its core products—

gas log kits including safety pilots,remotes, and other indoor compo-nents for the hearth industry.Growth continued, and in 2001,HPC was spun off as a division ofThe Maddox Company.

HPC grew, too, in both sales andsize, from a small structure in theMaddox backyard to where it istoday: in a 12,000–square-footfacility that’s bursting at the seams,with 22 associates and 17 sales rep-resentatives throughout the UnitedStates and Canada, and with salesconsistently at record levels.

Maddox retired in 2010 at theage of 83, and Steck (who had

joined the company in2005 as president) pur-chased HPC. Steckwill not change thephilosophy on whichMaddox founded thecompany. “HPC stilloperates with the sameprinciples that Daninstilled in everybody:

high-quality products and great cus-tomer service—from our large dis-tributors to the smallest dealer tothe end user who has simple how-toquestions,” he explains. “We try totake care of everyone.”

That said, Steck wants to movesoon—both into a much largerfacility (in a suburb of Dayton)and into new markets. Six yearsago, when Steck joined the compa-ny, HPC had just started manufac-turing outdoor fire products; salesof indoor products dominatedHPC’s sales.

He says, “Through time, the out-door fire rings expanded into

numerous other outdoor products,including firepit insert kits—fromsimple match-lit units to what wedo today: the electronic-ignitionfirepit kits, which represent themajority of our sales.”

Consequently, business has beeninverted, with outdoor productsrepresenting 70% of HPC’s salestoday. Steck says, “We still havegood indoor sales, but our focus hasbeen on the outdoor products, froma marketing standpoint.”

When HPC focuses on new-product development, it gives itstwo-person research/developmentteam product feedback gleanedfrom customers by sales representa-tives, as well as ideas from employ-ees. “We rely on everybody here atthe company to help us withresearch and development,” Stecksays, adding that frequently, newproducts come from custom fire fea-tures that the company develops forparticular users. Steck adds, “Doinga custom job helps us learn broaderconcepts, gain knowledge, and gainnew ideas that develop into ourstandard products.”

Among HPC’s best-selling prod-ucts is the TK torch, a robust, com-mercial-grade tiki torch with remoteelectronic ignition. Introduced lastyear, the TK torch is taking off insales. It features a remote starter(with automatic restarting) and usesLP or natural gas. “We’re seeingdealers purchase two to three TKtorches as a package with a firepit,and they can all be fired up with the


product INNOVATION

The latest offerings from Hearth Products Controlsturn backyards into mini resorts.

by CHERYL DANGEL BARTOLINI

f

fire asART

The TK torch fromHearth ProductsControls can be litwith a handheldremote or the flipof a switch.

The fully customizableSportPit, new this fall, isa lightweight, match-litaluminum standardfirepit (with manualflame adjustment) thatcan be connected to anRV or a small LP tank.

Linear inserts from Hearth Products Controls are madeof stainless steel and are as narrow as 8 inches, sothey can be dropped into tables and counters easily.

flip of a switch or a remote control,”Steck says.

Also hot in the backyard are HPC’slinear firepit inserts with electronic igni-tion. These streamlined inserts useremote electronic ignition; theseunits—some only 8 inches wide—canbe dropped into a tabletop or counter-top. They come in lengths of 24, 48, 60,72, and 96 inches.

New this fall is the SportPit, aportable gas firepit that is lightweightand easy to use. The idea arose fromSteck’s own observations as an automo-tive racing enthusiast. “I always saw guyscamping in RVs, gathering wood for afire or pulling out a small gas firepit thatwas not of the same quality as the rest oftheir equipment,” he says.

To bring the portable firepit up topar with other high-end equipmentused by avid sports fans, HPC devel-oped the SportPit. It was inresearch/development for a full twoyears to ensure that everything wasabsolutely perfect before its launch.

SportPits are fully customizable;their aluminum shells are powder coatedin high-heat, high-gloss colors of black,red, blue, or green. To personalize themfor individual tastes, HPC will applyvinyl wraps to the units: RV colors, teamcolors, or any theme the user desires(such as camouflage). Steck says, “Weare very excited about it. Portablefirepits are everywhere, but none will beas desirable as this one.”

Steck knows, he says, that HPC isin a crowded market, so it is the com-pany’s strong emphasis on uniqueproducts (such as the SportPit) and onquality, reliability, and service that setit apart from competitors. “We striveto improve customer service in allaspects, from helping a customerchoose a product to how it is installedto how we stand behind it 100%through the warranty—and we dohave one of the longer warranties inthe industry,” he says.

Much of HPC’s differentiation fromthe competition comes down to its peo-ple and to the personal touch that thecompany offers. “A lot of competitorsthink it is petty, but when you call here,you always talk to someone (during nor-mal working hours). There is no record-ing,” Steck says. “I know that may soundsmall, but many of our customers reallyappreciate that—especially the peopleout in the field installing our products.We have technicians here to answerquestions quickly.”

To get answers out even more quickly,in June 2011, HPC rolled out its newlyredesigned website (www.HPCfire.com).The site features a firepit selector, for use

by dealers and end users, that invitesthem to answer five questions that willhelp narrow down their product options.There is also a dealer-locator feature thatdrives traffic to a dealer’s brick-and-mor-tar location.

HPC is turning its attention to socialmarketing and has posted product-demonstration videos on YouTube thatare also accessible from the company’swebsite. Look for HPC to do more withsocial marketing in coming months: So

far, it has paid off tremendously inincreased business. Thanks to theInternet, HPC is now expanding global-ly, with dealers and distributors in SouthAfrica, Australia, the United ArabEmirates (Dubai), and Saudi Arabia.

“They found us using the Internet,”Steck says. “Primarily, they just wantsimple fire features. Some of theseareas are about six to eight yearsbehind the United States in productdevelopment, and we’re helping them

find what they need. We’re positioningourselves very well.”

Looking to the future, Steck suggeststhat HPC might turn up in unexpectedareas. “I believe in diversification, asmuch as possible,” he says, hinting thatthe company plans to expand its prod-uct line into other industries. He adds,“In the meantime, HPC will continueto provide the best all-around experi-ence for our customers, both in prod-ucts and in customer service.”


S O B E A U T I F U L , S O S T Y L I S H ,

S O R E A D Y T O W O R K T H E O U T D O O R R O O M .

Sunbrella® is a registered tradem

ark of Glen Raven, Inc. C

hair by Miles Talbott Furniture, Inc. C

hair has been altered from its original form

for purposes of this advertisement.

Sunbrella® performance fabrics are right at home in Paris, Milan and any outdoor living space. Available in hundreds of sophisticated patterns and textures, including sheers and velvets, there are Sunbrella fabrics for every decorating style. Insist on the beauty and durability of Sunbrella fabrics. For more information, visit www.sunbrella.com.

OUTDOOR FURNITURE - INDOOR FURNITURE - WINDOW TREATMENTS - RUGS - THROWSUse your smartphone QR code reader to learn more.


http://www.HPCfire.com

http://www.sunbrella.com


utdoor Lifestyle, Inc., is running inthe black, at a time when many busi-

nesses are struggling—and seeingmuch more red than black ink on their balancesheets. Based in Stanley, North Carolina,Outdoor Lifestyle is, in a word, streamlined.The company uses only the best materials,offers generous warranties, and delivers prod-ucts quickly, yet it manages to keep costs lowand turn a profit.

If they offered customers these benefits,many companies would find themselvesforced to raise prices or lay off employees dur-ing economic downturns, but that’s whereOutdoor Lifestyle is different. The company

has given its customers the best of everythingand has remained profitable. Fred Ilse, presi-dent, says, “We have seen positive growthevery year since we started Outdoor Lifestylein the United States.”

Ilse reports that the company saw adecrease in growth in 2009 (due to the eco-nomic slowdown), but that didn’t last long.“Since then, we have had two years of double-digit percentage increases,” he adds.

SPECIAL ORDERSIlse’s successful business formula might have

to do with the fact that as a U.S.-based manu-facturer, Outdoor Lifestyle has developed aniche in the special-order market. “We do nothold any finished-goods inventory in ourwarehouse, except for goods ordered and wait-ing to be shipped,” he says.

Outdoor Lifestyle’s main inventory consistsof furniture components. “With our just-in-time manufacturing system, we convert theseparts into finished furniture in a matter ofdays. The advantage of this is that we do nothave to hold a lot of finished goods in our 16stock finishes, and this reduces our warehous-ing costs,” Ilse explains.

Furthermore, the company does not keepmoney tied up in expensive finished invento-ry; as a result, it does not run the risk of ware-housing any product that might become

redundant, according to Ilse. He says, “Anadditional benefit for our contract customers isthat we are able to offer custom finishes whenrequired. The bottom line is that we try tokeep our costs as low as possible, provide quickservice, and deliver excellent value for money.”

This has been the way that business has beendone at Outdoor Lifestyle since its inception.The company was founded in Cape Town, SouthAfrica, in the late 1970s. The U.S. sales office andwarehouse opened in Charlotte, North Carolina,in 1994. “My brother, Hans, and I took over theU.S. and South African companies in 1995,” Ilserecalls; he relocated from South Africa to theUnited States in 1996, when he opened the com-pany’s first factory, in Gastonia, North Carolina.

Just four years later, the company had alreadyoutgrown that facility and moved into its present

Top left: Outdoor Lifestyle’s Fred Ilse, president, and

Virginia Hamilton, vice president and business-develop-

ment manager

Top right: The Ballantyne collection offers both dining

and lounging selections, with specially tailored, comfort-

able pillows and cushions.

Left: Outdoor Lifestyle’s Torbay dining collection is avail-

able in a full spectrum of finishes, from rich, warm hues

and satin textures to dramatic solid colors.

last WORD

A bad economy has not prevented Outdoor Lifestyle from enjoying double-digit growth. by CHERYL DANGEL BARTOLINI

ododging the recession


headquarters in Stanley, from which itsupplies dealers in the United States,Canada, and the Caribbean. The SouthAfrican factory supplies customers inEurope, the Middle East, and Australia.

FOCUSING ON QUALITY“The most important thing is that

we are very conscious of the quality ofour products and the service we pro-vide to both our retail and our con-tract customers,” Ilse explains. “For aproduct to be used in the contractmarket, it must be able to stand up toa tremendous amount of wear andtear—and often, some abuse.”

He is quick to add that the companydoes not differentiate between productlines to determine which products can(and cannot) be used in any particularmarket. “This past year, in order to con-firm the durability of our products, wehad some of our top-selling chairs suc-cessfully subjected to the rigors ofAmerican National StandardsInstitute/Business and InstitutionalFurniture Manufacturers Associationtesting,” Ilse says.

Some parts come from the company’sfactory in South Africa, some come fromChina, and the rest are made in theUnited States. All the parts are welded,powder coated, finished, and packed as

completed furniture in the United States.As a founding member of the SustainableFurnishings Council, Outdoor Lifestyleis also continually working to makes itsproducts as green as possible.

Each cast product is manufactured inpremium A356 aluminum, and “that’swithout any exceptions,” Ilse clarifies.Extrusions use a minimum wall thicknessof 1/8 inch; the powder-coating process-es and materials “are also the best avail-able in the United States,” he adds.

By not cutting corners to save moneyat any stage of the manufacturingprocess, Outdoor Lifestyle is able to keepdown its total costs. Ilse says, “We havefound that using superior materials payshandsomely in the long run, whichshows in our very low return rate of lessthan 0.05%.”

Because Outdoor Lifestyle only usespremium materials and processes, it canbe generous in its warranty. Ilse says,“Unlike some manufacturers, we do notexclude warranty coverage in coastalareas. In addition, we specifically coverfreezing damage to any of our castings,which (as far we are aware) no othermanufacturer offers. This is a big salesfeature for dealers, as our furniture doesnot have to be stored indoors in winter.”

All these attributes are great for dealersand customers, but they make one won-

der how Outdoor Lifestyle can retain itsemployees and stay profitable in toughtimes. The company’s flexible manufac-turing process is the reason, Ilse says.

“We can scale our production up ordown without any employee changes.When the recession struck, we were veryproud of the fact that we did not have tolay off a single employee, although we didcall short time, when needed. Most ofour factory employees are cross-trained invarious job functions, so we can movethem around as needed,” he explains.

When dealers ask for advice on howto weather the economy, Ilse tells them tobe confident in the products that theysell and to focus on selling quality andvalue. “As things have gotten tougher inthe retail stores, many dealers have cometo the realization that there are substan-tial costs involved in replacing defectiveproducts. We encourage dealers to sitdown and calculate the costs involvedwith warranty issues—both direct costsand indirect costs,” he says.

“This recession has shown whichdealers know what they are doing andhow to compete successfully against themass merchants,” he continues.“Whatever has been done, thus far, hasworked—and should continue to givepositive results until we get out of thisextended recession. When the economy

turns for the better, everybody shouldthrive in this industry, includingOutdoor Lifestyle and all its dedicateddealers and associates. A manufacturer’ssuccess is totally dependent on the suc-cess of its retailers.”

CUSTOMER SERVICEDespite everyone’s best intentions,

sometimes, things can go wrong. Whenthat happens, Outdoor Lifestyle is therewith strong customer service. “We striveto meet our customers’ needs, whetherthrough our standard line of products orthrough special requests,” Ilse says.“Outdoor Lifestyle prides itself on thelevel of our customer service. It is thecore of any business, and our customer-service department is consistently avail-able to offer assistance to our dealers.”

In the end, all these considerations arepaying off not just in dividends, but incustomer loyalty as well. Ilse says, “Ourcustomers understand that our qualityand value, as well as our companylongevity, are what set Outdoor Lifestyleabove other manufacturers. We have loyaland very dedicated employees, customers,sales representatives, and suppliers whoall appreciate our company’s efforts to befair in all our business dealings andunderstand that we are all part of thesame team.”


http://www.profab.org

Del Mar The Del Mar, another timeless firepit from the Signature series of California Outdoor

Concepts, is truly an elegant creation. The base is streamlined, and curved metal rises to meetthe granite in either dining or chat heights. The Del Mar provides the ultimate choices inversatility, with over 36 different color combinations and a firepit that changes easily to acooler table for your drinks. Replace either of these with the complementary granite insert,which also has a 2-inch umbrella hole, and you could be instantly sitting outside in the shade.Value and beauty are its best attributes. Contact: www.californiaoutdoorconcepts.com.Circle Reader Service No. 101

Eon Classic Dining SetThe Eon classic dining set truly delivers the look of natural wood without the hassles of

annual maintenance. Beautifully designed and generously proportioned, this classicdining set is the perfect addition to any outdoor-living space. The set includes a42x72-inch table that comfortably seats six and is available in teak and espresso. Contact:www.eonoutdoor.com.Circle Reader Service No. 102

Conquest Firepit WithTradition Chairs

As an industry pioneer in the development of outdoorfire options, Agio® continues to design and developexciting new collections for your customers who wish toadd the warmth and beauty of fire to their outdoor rooms.The circular beauty of the Conquest firepit is enhanced byTradition deep seating chairs for a look that will endurefor years and continue to perform on your showroomfloor. For more information on becoming an Agio retailer,visit the company’s website. Contact: www.agio-usa.com.Circle Reader Service No. 103

Harman TL 2.0 and 2.6 Harman™ unveils the latest wood-heating powerhouses in the TL line. The TL 2.0 and 2.6 are

compact versions of the TL300 and complete the industry’s only top-loading steel stove line. These newunits feature Harman FireDome Plus combustion technology to achieve impressive burn rates andadvanced heating control. Optional cooking grills, blowers, and accent trim provide a custom look forevery buyer. Deliver efficient, eco-friendly performance and reduced energy bills all year long. Offerdistinctive, powerful, and responsible wood heating—in two new sizes. Contact: www.HarmanStoves.com. Circle Reader Service No. 104

PR

OD

UC

T



http://www.eonoutdoor.com

http://www.agio-usa.com

http://www.HarmanStoves.com


New HPS10IC Kick out just the right amount of

heat for your home withunprecedented ease, thanks to thenew HPS10IC Castle pellet stove. Theunique, exclusive smart controller ofthe HPS10IC gives you the ability tocontrol the heat in your home in amanner that rivals furnacethermostats—all from the palm ofyour hand. Three different operationalmodes give you the power to heatyour home from the palm of yourhand. Contact: www.castlestoves.com.Circle Reader Service No. 105

TungstenSmart-Heat by BromicHeating

The TungstenSmart-Heat™ gas range,manufactured by BromicHeating, offers unmatched

features in the commercial outdoor-heating market. The Tungsten Smart-Heatgas range offers wind and water resistance, electronic ignition, easy-pivotdirectional heat, and options for wall and ceilingmounting. The Tungsten Smart-Heat gas range is trulya smart heating solution. The Tungsten Smart-Heatgas range is available in 300- and 500-burner models;both are available in propane or natural-gas versions.Contact: www.bromicheating.com. Circle Reader Service No. 106

Grill Mat

Modern Home Products Corp. is now offering agrill mat made of 100% recycled materials. Made inthe United States, this sturdy mat protects patios anddecks, is vented to help prevent mold and mildew,and is approved as meeting the UL 94 HBflammability standard. The mat is relativelymaintenance free and can be easily cleaned withsoap and water. Available in two sizes, 42x30 inchesand 60x30 inches, the mat also comes with a limitedlifetime warranty. Contact:www.modernhomeproducts.com.Circle Reader Service No. 107

EcoShieldDeck Tiles

Suitable for installation ondecks, patios, or any level surface,EcoShield™ composite deck tilesprovide an easy way to enhanceoutdoor spaces. An interlockinggrid base means that each tilesimply snaps into place, with nospecial tools or skills required.EcoShield deck tiles have a20-year warranty and are available in multiple colors and patterns. They contain 95% totalrecycled content; are resistant to rot, moisture, and insects; and can help contribute towardgreen-building ratings. Contact: (866) 729-2378 or www.moistureshield.com. Circle Reader Service No. 108

Creative Concepts by Capel

Capel’s Creative Concepts program is a meansof creating a truly personal area rug. Customerscan choose from nine indoor–outdoor basecarpets, from 120 woven indoor–outdoor borderfabrics, and from a wide range of shapes andsizes. A 5x8-foot single-border rug may retail for$399. Contact: www.capelrugs.com.Circle Reader Service No. 109


http://www.castlestoves.com


http://www.modernhomeproducts.com

http://www.moistureshield.com

http://www.capelrugs.com

http://www.wittus.com


PR

OD

UC

T StellarHearth’s Wide-viewFireplace

Stellar Hearth’swide-view gas direct-ventfireplace by Big WoodsHearth Products takesdesign and technology togreater heights. Thefireplace features areverse-trapezoid firebox(being wider in the backmeans a greater viewingarea from any point in theroom); a floating fireboxdesign (allowing convectionair to strip heat off all sides of the firebox, providing AFUE-rated efficiency); LEDsconce fronts (to illuminate the walls around the hearth); and Moonbeam™ accentlights inside the firebox, on the contemporary version. The combination offers aspectacular look that your customers will admire and that your competitors can’tmatch. Contact: (952) 224-4072 or www.stellarhearth.com. Circle Reader Service No. 110

Conversation Table

The conversation table from Leisure Lawns is a perfect visiting table for yourdeck or patio. It’s an ideal size for sharing snacks and talking. The soft styling fitswell with most of the company’s seating styles. These pieces of furniture arehandmade, handcut, and screwed together with the highest-quality products. Formore information, contact Colonial Road Woodworks. Contact: (717) 354-8998 orwww.lancastercountyshowcase.com.Circle Reader Service No. 111

A Better Way toCarry Pellet Bags

The ergonomic Backsaver Easy-Haulapron is a simple and effective way to carryany bulky load. Now with a choice ofmerchandising tags for pellet or firewoodapplications, this innovative carrier is betterfor your body and better at getting the taskdone. Constructed from superdurable armyduck nylon, the Backsaver is weatherproofand washable, and it won’t rot or mildew.Carry more in a single load—and keep yourclothing clean. It’s quality made in theUnited States. Contact: (828) 894-8383 Ext.228, [email protected], orwww.condar.com.Circle Reader Service No. 112

TheEleganceSeries: El Paseo

California OutdoorConcepts unveils yetanother breathtakingseries of firepit tables, theElegance series.Californians worship theirclimate and are devoted tothe outdoors. At everyopportunity, they can befound strolling along theboulevards of Beverly Hills and Palm Desert, stopping to relax and converse overdrinks alfresco. Now, the allure of these iconic places can be enjoyed at home withthe Elegance series. El Paseo is reminiscent of the organic shapes of the MidcenturyModern vibe prevalent in Palm Desert. Elevate the pedigree of your backyard withthis uniquely shaped firepit table by California Outdoor Concepts. Contact:www.californiaoutdoorconcepts.com.Circle Reader Service No. 113

Reflections

Reflections is a unique stackable sectional. Contemporary in design, it isavailable with a smooth fabric sock or a pleated sock cover over the aluminumframe; combined with a comfortable cushion, this allows you to createa truly unique look. Reflections is easily stored and stacked when not in use.Using any of the Sunbrella® stock canvas or Dupione fabrics for the sock andstock fabrics from Casual Creations for the cushion, you can create your own lookand style. Able to be set up in any configuration using the company’s 45-degreetables, Reflections is good for residential and commercial applications and is 100%made in the United States. Contact: (866) 355-8523 or www.casualcreations.com.Circle Reader Service No. 114

CreekvineDesigns

Constructed with thesame high-quality materialsand craftsmanship as thecompany’s other products,Creekvine Designs’ newpergola measures 104x47x95.5 inches and provides84.5-inch clearance(headroom); other sizes areavailable. It is made fromWestern red cedar and usesstandard zinc-platedscrews, washers, bolts, and nuts, providing protection from corrosion and rust. Apub table and stools are sold separately. Contact: (800) 913-1741 orwww.creekvinedesigns.com.Circle Reader Service No. 115

http://www.stellarhearth.com

http://www.lancastercountyshowcase.com


http://www.condar.com


http://www.casualcreations.com

http://www.creekvinedesigns.com


Introducing theEcoDamper System

The EcoDamper System by ENERVEX is the firstcompletely automated draft and damper mechanismdesigned for use with gas fireplaces. The systemquietly manages draft and prevents excess heat fromescaping through the chimney when the fireplace isnot in use. The EcoDamper System automaticallycloses the flue when the fireplace is turned off, whichhelps to keep energy costs down and the home incompliance with conservation codes. Contact: (800)255-2923 or www.chimneyfans.com.Circle Reader Service No. 116

Five Seasons byCouristan

California chic meets classic inspiration in Couristan’snew Five Seasons Delray and Acadia designs.Power-loomed of 100% Courtron™ polypropylene, thesefunctional floor fashions are UV stabilized and are moldand mildew resistant. Great for protecting wooden decksfrom the wear and tear of heavy foot traffic, or forprotecting bare feet from sun-scorched tiling, FiveSeasons area rugs offer simple solutions for enjoyableoutdoor living. The collection is easy to care for, withfuss-freemaintenance aseffortless as aquick spray of

the hose on a sunny day.From lazy summer days through brisk fall evenings,Five Seasons area rugs are timeless, year-roundtreasures for any favorite gathering place. Contact:(201) 585-8500 or www.couristan.com.Circle Reader Service No. 117

Broilmaster H4X The Deluxe H4X grill series, the latest addition to

the Broilmaster line, melds features from thelong-running P4 grills and the H3X grills, launchedlast year. Every Broilmaster gas grill features a0.25-inch–thick aluminum casting for exceptionalheat distribution. The H4X adds two single-levelstainless-steel cooking grids, a warming rack, and a

stainless-steel H-styleburner—with dual

controls—rated at36,000 Btu. The

result is a slightlysmaller,

competitivelypriced grill with premium

performance. Available as anLP or natural-gas model on ablack cart and as a natural-gas

model on a black patio postor in-ground post, the H4X

packages include themounting, grill head, and

one shelf. In addition to beingsold in the packages, the H4X grill heads are offeredà la carte to fit Broilmaster’s stainless-steel carts andposts. Contact: www.broilmaster.com. Circle Reader Service No. 118

Empyre EliteThe Empyre Elite indoor wood boiler delivers all

the comfort and convenience of conventional woodfurnaces, while protecting the environment andreducing fuel requirements by half. The EPA hasgiven the Empyre Elite phase 2 qualification becauseof its high-efficiency gasification technology. Due toits efficiency, durability, and low cost, the EmpyreElite won the coveted 2011 Vesta Award for centralheating systems. Contact: (888) 933-4440 orwww.profab.org.Circle Reader Service No. 119

Spring by SunbrellaGlen Raven Custom Fabrics introduces the

Sunbrella® Spring collection, one of the newestofferings in Sunbrella furniture fabrics. TheSpring collection evokes feelings of a warmspring day; the pattern Violetta, with itsbrush-stroke watercolor floral, anchors thisgroup of soft blues and refreshing greens.Fabrics shown (from left) are Spectrum Mist,Dupione Deep Sea, Flow Spring, Canvas Parrot,Violetta Baltic, and Foster Surfside. Contact:www.sunbrella.com.Circle Reader Service No. 120



http://www.couristan.com

http://www.broilmaster.com



http://www.mygreenegg.com


PR

OD

UC

T

Stuff-A-Burger PressThis inventive burger press creates a delicious stuffed

burger, with tender and tasty toppings stuffed inside. Thepress holds an impressive 3/4 pound of ground meat and canbe filled with an infinite variety of flavor combinations. It isdishwasher safe. Contact: (800) 521-0505,[email protected], or www.companion-group.com.Circle Reader Service No. 122

NitroFiberBuilt Umbrellas introduces Nitro, its newest Designer series umbrella. This distinctive diamond-shaped umbrella features a one-piece,

1.5-inch–diameter aluminum pole and 0.5-inch–diameter flexible fiberglass ribs of varying lengths to create the unique diamond shape, and it isavailable in four stylish finishes. The vented canopy can be specified in any of Sunbrella’s marine or furniture-grade fabrics or the customer’s ownmaterial. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com. Circle Reader Service No. 123

Relax inStyle

The Relax dininggroup is asuncommonlybeautiful as it iscomfortable,featuring a distinctivebraided weave andhandsome cast legsand feet. Thecollection offers twosizes of woven-top

tables—48-inch round or 84-inch rectangular—with tempered beveled glass. Botharmchairs and high-back armless chairs feature Leisureluxe™ custom cushions, availablein over 200 performance fabrics. The Relax collection is available in either savannah (asshown) or tobacco finishes. Contact: (770) 579-0414 or www.erwinandsons.com.Circle Reader Service No. 124

Luxe bySunbrella

New this month from Glen RavenCustom Fabrics is the Sunbrella® Luxecollection of furniture fabrics. The Luxecollection, grounded by navy (today’snew neutral), combines traditionalstyling with of-the-moment color, for alook that’s sure to please. Fabricsshown (from top) are WorcesterFandango, Canvas Ginkgo, SteeplechaseMalibu, Canvas Hot Pink, Tab Twilight,and Luxe Indigo. Contact:www.sunbrella.com.Circle Reader Service No. 125

Edgewater Square Gathering-height TableIf you have customers embracing the trend of entertaining outdoors in a grand style, Agio® has collections

that will meet your needs. The Edgewater square gathering-height table features a beautifully large tabletop atwhich eight can dine comfortably. For retailer options that are bigger and better, choose Agio for looks that yourcustomers will take home to enjoy season after season. For more information on becoming an Agio retailer, visitthe company’s website. Contact: www.agio-usa.com.Circle Reader Service No. 121


http://www.agio-usa.com



http://www.fiberbuiltumbrellas.com

http://www.erwinandsons.com


http://www.hitzer.com



Paradise TabletopsParadise tabletops from Gensun are absolutely

stunning. They offer the beauty and natural look ofstone, but eliminate all the maintenance, since theyare manufactured using high-quality cast aluminum.Available in two colors and many sizes, Paradisetabletops will enhance any outdoor seatingcollection. Contact: www.gensuncasual.com.Circle Reader Service No. 126

DeepDishPizzaStone

The Big GreenEgg deep dish

baking stone turns your EGG into a firebrick ovenand is ideally suited for making Chicago-stylepizzas, pies, quiches, and other baked items. Thebaking stone distributes heat for even baking andbrowning, and the ceramics pull moisture from thesurface of the dough for brick-oven crustiness. Thebaking stone retains heat, so foods remain warm.Contact: [email protected] orwww.biggreenegg.com.Circle Reader Service No. 127

Bromic HeatingRevolutionizes theOutdoorHeatingMarket

The PlatinumSmart-Heat™ gas range,manufactured by BromicHeating, links innovationand aesthetics to bring themarket a heater thatredefines the world ofoutdoor commercialheating. Brushed stainless steel and a ceramicmedium make Platinum Smart-Heat™ gas modelssuitable for the most discerning outdoor environments.By protecting the tiles behind its translucent ceramicmedium, effective heat is guaranteed in winds of up to12 mph. The Platinum Smart-Heat gas range isavailable in 300 and 500-burner models, and both areavailable in propane or natural-gas versions. ThePlatinum Smart-Heat range is an essential element forevery outdoor area. Contact: www.bromicheating.com. Circle Reader Service No. 128

ENERVEX ADC100 FanControl

The new ENERVEX ADC100 fan control is an easy, convenient, and safecontrol for gas fireplaces. With a single touch of a button, it starts thechimney fan and then opens the fireplace damper before it lights thefireplace. It controls the speed of the fan to maintain proper draft in thechimney. The control comes with an external proven draft switch thatensures safe operation of the fireplace. The control can be used withthe ENERVEX chimney-fan system and is typically used to control the draftof a gas-fired fireplace, furnace, or stove. The proven draft switch ensuresthat the pressure in the chimney is maintained at or above the internal setting of the switch. The ADC100 operates a chimney fan at a setspeed to create and maintain proper draft at the outlet of a heating appliance. Contact: (800) 255 2923 or www.chimneyfans.com. Circle Reader Service No. 129

Fan Back Swing andGlider

The Fan Back swing and glider is a great choicefor outdoor relaxation. It is ideal for those beautifulsummer evenings when you are in need ofrelaxation. It has a less sloped back than theAdirondack, making it easier to get out of it. The fanback adds a touch of elegance. Leisure Lawnsbelieves in a quality level that is not readilyavailable in today’s world of furniture. For moreinformation, contact Colonial Road Woodworks.Contact: (717) 354-8998 orwww.lancastercountyshowcase.com.Circle Reader Service No. 130



http://www.biggreenegg.com



http://www.lancastercountyshowcase.com

http://www.thehammocksource.com


PR

OD

UC

T MaddalenaCollection

New to the Alfresco HomeEverwoven™ all-weather wickercollection is the Maddalena collection.It features the company’s Everwoven™

wicker color, chestnut. This beautifulcollection features a stunning sectionalseating group, as well as stylish wickerand glass-topped coffee and sidetables. The Maddalena collection offersa sleek and sophisticated style that willadd the wow factor to any patio setting.Contact: (610) 705-8808 orwww.alfrescohome.com.Circle Reader Service No. 131

Sparkler Autumn PumpkinOutdoor Rug

Like a trio of Independence Day fireworks glimpsed from above, thisjubilant design is a celebration of celebration itself. Handhooked in thetraditional Eastern manner from synthetic DuraCord® yarns, thisall-weather outdoor rug from Sawgrass Mills® by Hatteras Outdoorswon’t rot, mold, mildew, fade, or stain, yet has the sought-after softnessof cotton. An exceptional complement to a back deck or beach-housefloor, it comes in either 5x8-foot or 8x10-foot sizes and is also available ingarnet, pesto, and ocean aqua color palettes. Contact: (252) 758-0641 orwww.thehammocksource.com.Circle Reader Service No. 132

Lotus Café ChairThe Lotus café chair, from Gensun Casual Living, is a contemporary

reinterpretation of traditional floral furnishings. Inspired by modernstylized floral patterns and jewelry designs, Lotus pares down floraldetailing to a clear, flowing design that stands apart in a me-toomarketplace. Its proportions and stacking make it at home inresidential and hospitality settings. Contact: www.gensuncasual.com.Circle Reader Service No. 133

Texan All Seasons Grill

The ever-expansive, ever-changingpossibilities lend the Texan All Seasons™

grill the ideal characteristics for use at largeparties or informal gatherings: unique stylingand the ultimate grilling power. Two grillingsurfaces with independent heat controlsallow for searing steaks on one side whilegently grilling vegetables on the other. When the need arises to use a flat surface, simply change out one ofthe grates with the optional griddle. This grill uses 240-volt power and has a three-year product-replacementwarranty; it is made in the United States. Contact (860) 664-4906 or www.kenyonappliances.com. Circle Reader Service No. 134

Serene CollectionKoverton, supplier of contemporary outdoor woven

and aluminum furniture, introduces the Serenecollection. Serene is crafted of fully weldedextruded-aluminum frames, powder coated to a customfinish. The design elements are refined and notoverpowering; they feature Midcentury Modern detailsusing clean lines, sparse extrusions, tapered leg detail,and a tailored upholstery finish. Contact: (626)855-1650 or www.koverton.com.Circle Reader Service No. 135

Ravenna Direct-ventGas InsertContemporary Face

The steel-constructed contemporary face fromLennox Hearth Products is the ideal decor option forhomeowners who want to give the Ravenna™

direct-vent gas insert a more modern look and feel. Byeliminating the grilles, clean lines keep the focus on thedancing flames and glowing embers. The sleek designand minimalist presentation, available in black andmink, are also pleasantly versatile and easily integratedwith a variety of today’s style trends. Contact:www.lennox.com.Circle Reader Service No. 136

http://www.alfrescohome.com



http://www.kenyonappliances.com

http://www.koverton.com



St. Tropez ClubChair and Ottoman

Kingsley-Bate’s St. Tropez teak slingcollection is expanding to include a stackingclub chair and ottoman. Designed with asolid-teak frame, aluminum hardware, anddurable Phifertex® fabric, this set is ideal forcomfort and ease—and is convenient wherestorage space is at a premium. It is availablein cilantro, sand, black, and blue fabrics.Contact: (703) 361-7000 orwww.kingsleybate.com.Circle Reader Service No. 137

Hitzer 30-95 EZ-Flo Hopper StoveThe Hitzer 30-95 EZ-Flo hopper stove is an outstandingly efficient and

convenient heating source. With a 30-pound hopper, this stove has extendedlong burns and produces over 60,000 Btu of evenly warm temperatures. Theadvanced technology of a removable hopper is an added convenience of thistop-choice stove. Like all Hitzer stoves, the 30-95 is thermostatically controlled,and it provides heating without electricity. With heating capabilities of up to2,000 square feet, the EZ-Flo meets your heating needs, as well as providingbeauty and charm for one’s home. The full-view firebox window allows easyviewing that creates cozy, warm relaxation. With a stove color to match yourhome, the Hitzer 30-95 will decorate your home, produce cost-efficient heat, andcreate a warm and soothing environment. Contact: (260) 589-8536 orwww.hitzer.com.Circle Reader Service No. 138

Seville DiningTurn your patio into the best part of your home. The

classic Seville collection by Mallin Casual Furnitureoffers a luxurious deep seating experience. Thebeautiful and durable pieces provide class, warmth,and a new level of comfort to patio dining. With itsclassic motifs and timeless design, it will look great inany space. Contact: www.mallinfurniture.com.Circle Reader Service No. 139

Nonstick Chile PepperRack and Corer Set

Grilled jalapeño poppers are a big hit. CharcoalCompanion’s chile pepper rack and corer set holds 18peppers upright so fillings stay put during cooking. Theset includes the indispensable pepper corer that stemsthe pepper and removes the seeds with a simple twistof the wrist. The rack features a nonstick finish for easycleanup. Contact: (800) 521-0505,[email protected], orwww.companion-group.com.Circle Reader Service No. 140


http://www.kingsleybate.com






CohesionSurround

With the introduction ofthe Cohesion surround forthe Synergy wall-mountfireplace, Dimplex is makingthe contemporary fireplaceavailable to a wider audiencethrough North Americanfurniture retailers. Whilefireplaces with a dramaticwide aspect ratio have longbeen popular in Europe andamong the design consciousin North America, actuallyowning one has been theprivilege of the few who

could afford a custom installation. The Cohesion surround solves that limitation withcaptivating style. The surround attaches easily to the 50-inch–wide Synergy firebox,allowing the assembly to be mounted quickly on any available wall. Contact: (800)668-6663 or www.dimplex.com.Circle Reader Service No. 141

PrestigeSeries

The Napoleon® Prestigeseries is proud to announcenew additions: the Prestige500 and the Prestige PRO500series. With an 11% largercooking area to feed morethan the company’straditional 450 series grills,dual-level, stainless-steelindividual sear plates allowfor advanced, even heatdistribution and channeldrippings more effectively.They feature four main straight bottom burners with crossover lighting; JETFIRE™

ignition that lights each burner independently; straight side shelves, for a morestreamlined look; and a superior, reinforced cart design. i-GLOW™ backlit control knobsare now featured on all PRO500 models, along with rear and side burner knobs that aremore easily identified by their smaller size and are located on the front panel of the grill.Built-in models are also available (BIP500 and BIPRO500RB). Contact:www.napoleongrills.com.Circle Reader Service No. 142

All-weatherWicker Roman Arc

Crafted of weather-tough,natural-looking, brown-tonedsynthetic wicker atop apowder-coated steel framefitted with stainless-steelhardware, the sleek HatterasHammocks® all-weather

wicker Roman Arc® is intricately built and woven for a long life of outdoor leisure. The maincurve of this stylish 15-foot hammock stand recalls classic Roman archways or the body ofsome bygone sailing ship. The hammock and pillow are sold separately. Contact: (252)758-0641 or www.thehammocksource.com.Circle Reader Service No. 143


PR

OD

UC

T

Ballantyne Collection Debuts in 2011

Cast in A356 aluminum, Ballantyne by Outdoor Lifestyle blendsGeorgian elegance with sensuous French curves to create a visualsensation. This collection offers choices in dining tables (54 inch and 100inch); a 54-inch coffee table; armchairs (cast seat and luxury seat); adining swivel rocker; and lounge selections (armchair, settee, and swivel).Each comes with the company’s industry-leading 15-year limited warrantyon furniture frames and a five-year limited warranty on paint finishes inresidential use. Contact: (800) 294-4758, [email protected], orwww.olfurniture.com.Circle Reader Service No. 144

Cypress Aluminum Firepit The new Cypress

aluminum chat-heightfirepit by OW Leecontinues in OW Lee’stradition ofhigh-quality, reliablefirepits and adds theelement of lightweight,easy-care aluminum.Like all OW Lee firepits,the Cypress offers abeautiful firesideambience usingpropane (and comeswith a natural-gas converter). The new LeeStone table and hearth tops byOW Lee are domestically produced using GFRC. The strength andresilience of LeeStone offer the highest performance for outdoor use, andLeeStone is virtually maintenance free. LeeStone’s elegance and styleprovide a practical alternative to natural-stone tops. Contact: (800)776-9533 or www.owlee.com.Circle Reader Service No. 145

St. JamesParkBench

This beautifullyproportioned,traditional park benchfeatures the look andfeel of real teak

without the hassles of annual maintenance. Made from an engineeredpolymer, this bench is 100% recyclable and built to last a lifetime.Contact: www.eonoutdoor.com.Circle Reader Service No. 146

http://www.dimplex.com

http://www.napoleongrills.com



http://www.olfurniture.com




Contemporary Chateau Fireplace With its four large main burners and subtle glass-droplet–covered accent burner, the

bold new 42-inch Contemporary Chateau fireplace from Empire Comfort Systems createsthe perfect mood for any setting. The rich black porcelain liner reflects the flames andaccent lighting. The liner extends beyond the interior, helping to conceal the window framewhile creating the illusion of a massive open fireplace. Glass droplets—available in aquablue, glacier ice, and sangria luster—cover the accent burner. The advanced remote systemcontrols the accent burner, the dimmer lighting beneath the accent burner, and thevariable-height rear flame burner. Concealed mechanicals and a complete lack of exposedsheet metal allow for a true clean-face fireplace. Available in 36-inch models (with threemain burners and a 1,150–square-inch window) and 42-inch models (with four mainburners and a 1,600–square-inch window), these Contemporary Chateau fireplaces make agreat artistic statement. Choose LP or natural gas. Contact: www.empirecomfort.com. Circle Reader Service No. 147

Hitzer 82 FurnaceThe exceptional design of this wood- and

coal-burning furnace offers heatingcapabilities of up to 3,000 square feet andproduces up to 100,000 Btu. Developed tomeet customers’ varying needs, the furnacehas multiple available options. The 82furnace may be used with an optional980-cfm distribution blower and an air-filterhousing system to hold standard furnacefilters. The latest feature for savings andenergy efficiency is an optional water coil forheating domestic hot water. It is alsoavailable in a smaller version, the model 55furnace, for heating up to 2,000 square feet.This stove can be used as a very

cost-efficient primary or backup source of heat with amazing heat outputs. Relax and enjoythe qualities of this Hitzer furnace. Contact: (260) 589-8536 or www.hitzer.com.Circle Reader Service No. 148

Messina Entertain your guests

in elegance and stylewith the new Messinacollection by MallinCasual Furniture. Thiscast collection has anintricate woven design,which gives the patio seta look of elegance, whilethe deep seated cushionsoffer added comfort forrelaxation. Barstools, achaise, and ottomans arealso available with thiscollection. Contact:www.mallinfurniture.com.Circle Reader Service No. 149

Bella-DuraFor 2012, Bella-Dura® is excited to announce

design collaborations with the two exciting sistersfrom Hable Construction. This first-ever designercollection from Bella-Dura’s casual lineshowcases fresh new patterns by HableConstruction. These patterns have Hable’ssignature hand-drawn, detailed (yet simple)design esthetic in fresh, clean colors. Shownhere are patterns Sellos, Asters, and Super 8.Contact: www.bella-dura.com.Circle Reader Service No. 150

Fire MagicAuroraGas/CharcoalCombo Grill

If you can’t decide whichyou love more—the flavor of

foods cooked over hardwood charcoal or the convenience of grilling with gas—the decisionhas never been easier with Fire Magic’s new (dual-head) Combo grill for built-inapplications. The charcoal unit’s highlights include an independent burner that acts as acharcoal igniter to speed up the cooking process, eliminating the need for lighter fluid.Each grill features its own separate hood, allowing the use of one grill or both at the sametime. With a 50-inch total width, the dual-fuel Combo grill’s gas unit measures 24x18inches and the charcoal side of the dynamic duo measures 22x18 inches (model A830i).Contact: (800) 332-3973 or www.rhpeterson.com.Circle Reader Service No. 151


http://www.empirecomfort.com



http://www.bella-dura.com


http://www.mlwstone.com

MLW Stone, L.L.C.,Introduces StacKITNatural Stacked-stoneFireplace Kits

This newproduct hasthe look andworkmanship ofauthentic, naturalstacked stone.Integrated withtoday’s innovativetechnology, it reducessignificantly the cost ofinstallation. Mostnatural stacked-stonefireplaces are cut andinstalled inindividualpieces—butStacKITsurrounds areprefabricatedinto panels thatare cut tostandardfireplace-kitsizes and canbe installed inminutes, justas you wouldinstall a marbleor granitesurround.These kits arestocked inMLW’s threestandard sizes and include a header, two legs, a riser, and athree-piece hearth; 6x24-inch interlocking panels, completewith corner pieces, are also available to accommodate raisedhearths and wall applications. The product is available in twocolors: Carden gold and multicolor. Contact: (800) 477-7665Ext. 127 or www.mlwstone.com.Circle Reader Service No. 155

New Monessen HarmonyDirect-vent Gas Insert

With five different framing choices and a variety of interioroptions (from traditional to contemporary), the Harmony insert isin perfect tune with your customers’ style. In addition, asteady-state efficiency of 88% makes this insert ideal forcustomers who want to update their existing fireplaces and saveon fuel costs. With the exclusive Total Signature Command™

system, fireplace controls are right at their fingertips for ultimateconvenience. Contact: www.monessenhearth.com. Circle Reader Service No. 156


PR

OD

UC

T Heat & GloCosmo 32

Homeowners whoseek a contemporaryfireplace need look nofurther than the casual(yet sophisticated) Heat& Glo® Cosmo 32fireplace. Featuring thesmallest contemporarylinear design on themarket, the Cosmo 32brings style to morespaces. Instead of fiberlogs, it featuresshimmering glass or ceramic stone media for a contemporary, updated style. The black glassrefractory liner reflects a ribbon of flames across the length of the firebox. With two sleek fronts andfive color options, the Cosmo 32 will perfectly accent any modern space. Contact: heatnglo.com. Circle Reader Service No. 152

Flush-mount ApplicationFor a lower-profile, seamless look, Infratech’s W and WD series heaters can be recessed with an

optional flush-mount frame kit. This supports the heater within a small pocket in the ceiling. Contact:www.infratech-usa.com.Circle Reader Service No. 153

Leeward Deep SeatCushion SwivelRocker

The Leeward deep seat cushion swivelhidden rocker is constructed of TelescopeCasual’s marine-grade polymer (MGP), whichconsists of recyclable HDPE and contains up to30% recycled resin. The new, sturdy swivelbase provides a smooth swivel action; therocker is perfect for lounging near aconversation table or firepit. In addition toswiveling, the bucket moves independently, soyou can rock at your own pace. The rocker isavailable in five MGP colors and an array ofcushion fabrics. Contact:www.telescopecasual.com.Circle Reader Service No. 154

http://www.mlwstone.com

http://www.monessenhearth.com


http://www.telescopecasual.com


RegencyLiberty InsertSeries

The RegencyLiberty™ gas insertseries combines theauthenticity of a realwood fire with aseamless, clean-facedesign that provides amaximum view of boldflames and ember-beddetail. Available in twosizes, it’s designed to fitthe majority of fireplace

openings. With efficiencies of 84%, the Liberty L390E and L540E are the ideal solution forthose who plan to retrofit an old, drafty fireplace. Contact: www.regency-fire.com.Circle Reader Service No. 157

Windsor

Patio Renaissance is pleased to present Windsor, a luxurious (but affordable) deepseating collection. This weather-resistant line is available in a sofa, a club chair, anottoman, a coffee table, and side tables. Contact: (866) 690-5673 orwww.patiorenaissance.com. Circle Reader Service No. 158

Big Pig andLittle Pig CabinetSmokers

Stone AgeManufacturing introducesthe Big Pig™ and LittlePig™, a pair ofrefractory-concrete andsteel masonry cabinetsmokers. The Big Pig, at 7feet tall, offers plenty ofcooking area, while theLittle Pig offers similarfeatures in a scaled-down,5-foot–tall package. Bothfeature a unique ventingsystem for completetemperature control and thick insulating walls for maximum thermal efficiency, and bothwill accept any masonry-compatible finish, allowing seamless blending into any outdoordesign. Contact: www.stoneagemanufacturing.com.Circle Reader Service No. 159

MontereyChat Set

Create a delightfulseating nook in anyoutdoor haven with theMonterey chat set,exclusively byNorthCape. New for2011, the Monterey chatset features an elegantcurved arm; alightweight aluminumframe; and durable,UV-protectedpolyethylene woven resin. For more information on the Monterey chat set, seating group,and accessories, visit the company online. Contact: www.northcapeoutdoor.com. Circle Reader Service No. 160

Double-wallStovepipe

Selkirk announces a double-wallstovepipe with professional features,offered exclusively to the hearthmarket. Model DCC double-wallstovepipe is UL/cUL listed as aconnector pipe between a wood stoveand chimney. The smooth lines of theblack outer wall allow for slipconnectors and easy installation.

Selkirk received favorable feedback on this product line at HPBExpo in Reno, Nevada. Sincethat time, Selkirk has gone back and listed DCC for 6-inch clearance on all diameters and inall installation configurations—giving DCC the closest clearance of all stovepipes on themarket. Selkirk has also gained the cUL S-641 listing for sales of DCC in Canada. DCCdouble-wall stovepipe is now in stock at the company’s Turners Falls, Massachusetts, andPrescott, Ontario, distribution centers, so place orders now for combined shipment with yourexisting 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. 161

ComplementsCollection by OutdoorLifestyle

Introducing the Complementscollection: It’s an eclectic family providingconsumers creative flair and real value.With inviting armchairs (the Coralarmchair), solid Moda side chairs andarmchairs (Moda meets or exceedsANSI/BIFMA X5.1-2002 requirements), andthe detailed Terrace 48-inch round diningtable, there’s something for everyone.Outdoor Lifestyle’s unmatched 15-yearlimited warranty on frames is accompaniedby a five-year limited warranty on paintfinishes in residential use. Contact: (800)294-4758, [email protected], orwww.olfurniture.com.Circle Reader Service No. 162

http://www.regency-fire.com



http://www.northcapeoutdoor.com

http://www.selkirkcorp.com


http://www.olfurniture.com


UltimateONEUltimateONE offers the latesttechnologies in factory-built

chimney design, providingsuperior performance,

durability, and safety.UltimateONE’s inner

liner and outercasting areconstructed ofall-welded 304stainless steelfor superiorstrength and

corrosion resistance. Engineered with aweb coupler design using an inch of Superwool insulation thatmakes contact at the seam, UltimateONE allows for pipeexpansion and eliminates cold-air infiltration. BecauseUltimateONE is locked together with a latch-type locking band,no-tool installations are quick, solid, and secure every time.Contact: (800) 433-6341 (United States), (888) 735-5475(Canada), or www.selkirkcorp.com.Circle Reader Service No. 163

New SL-series Slimline Electric Heaters

With crisp modern styling, brushed stainless-steel trim withan optional dark contrasting housing, and narrow profiles,Infratech’s new SL-series Slimline single-element electricheaters virtually disappear into the surrounding decor. Theseheaters feature a durable anodized-aluminum housing with anarchitectural finish that is capable of withstanding years ofoutdoor use. Contact: www.infratech-usa.com.Circle Reader Service No. 164

Empyre Pro SeriesThe Empyre

Pro serieshigh-efficiencygasification woodboiler givesconsiderable costsavings (versusconventionalfurnaces) andlessensenvironmentalimpact greatly.Because of itshighly efficienttechnology, theEPA has given theEmpyre Proseries phase 2qualification. The Empyre Pro series burns cordwood, arenewable resource that is easily accessible. It also comes intwo sizes to meet your specific heating requirements, and itmaintains burn times comparable to those of conventionaloutdoor furnaces. Contact: (888) 933-4440 or www.profab.org.Circle Reader Service No. 165

PR

OD

UC

T

NaplesPatio Renaissance is pleased to present Naples, a luxurious (but affordable) deep seating

collection. This weather-resistant line is available in a sofa, a club chair, an ottoman, a swivel rocker,a coffee table, and side tables. Contact: (866) 690-5673 or www.patiorenaissance.com. Circle Reader Service No. 166

PlazmafireThe Plazmafire™ features a unique contemporary design, with the convenience and simplicity of

installing it by mounting it on a wall. The exclusive topaz CRYSTALINE™ ember bed sparkles withflame reflections, adding an exquisite glow to the firebox. The design of the Plazmafire can betransformed with the options of a rectangular surround (available in a variety of finishes) or astunning convex surround available in a luxurious brushed–stainless-steel finish. A unique blackslate brick panel inside the firebox complements the contemporary design and creates a beautifulbackdrop for the flames. Contact: (800) 461-5581 or www.napoleonfireplaces.com.Circle Reader Service No. 167

Fireplace Utensilsand Holder

Smart and sensibly styled, these fireplaceutensils and holders are designed in Italy byStudio Barazzuol/Malisan and Ferrari andimported by Wittus. Meant to be admired as art(as well as working tools), the Giove utensilholder is the perfect complement to the Stilusutensil set. Stainless-steel bodies andleather-trim handles combine to make a uniqueset of tools fit for every fire. The leather colorsavailable are black, gray, dark brown, tobacco,red, and green. Contact: (914) 764-5679 orwww.wittus.com.Circle Reader Service No. 168

http://www.selkirkcorp.com




http://www.napoleonfireplaces.com



Valor LiftFreestandingFireplace WithRiver-rock Fire

Showcasing concrete, casting, and steelfinishes of the finest quality, the Liftcombines Valor radiant heat withcontemporary design. Available in bothriver-rock and log fire beds, the Lift is part ofthe proven Portrait series engine. Contact:www.valorfireplaces.com. Circle Reader Service No. 169

Tamarack Collection by OW LeeThe new Tamarack collection by OW Lee embodies outdoor luxury with an organic (yet

refined) appeal. The 100% aluminum frame allows this collection to be enjoyedyear-round and in any climate, whether at the family lake house or a desert vacationretreat. The large-scale deep seating pieces feature plush, deeply set cushions, makingthe Tamarack collection comfortable and stylish. Contact: (800) 776-9533 orwww.owlee.com.Circle Reader Service No. 170

SterlingThe new Sterling by

Twin-Star Internationalfeatures infrared technologyand has an LED display. TheSterling maintains a soft,moist, safe heat (warming upto 1,000 square feet) withoutreducing oxygen or humidity.Its full-length, open centershelf is perfect for mediacomponents and storage. Themantel doors come withadjustable hinges and areavailable in threeinterchangeable designs:wood, glass, and speakergrill. Contact:twinstarhome.com.Circle Reader Service No. 171

New Phoenix Outdoor Modular Collection

Terra introduces Phoenix, a new outdoor modular deep seating collection that is stylesetting and earth friendly. This collection allows multiple configurations to furnish anyoutdoor area, no matter how large. Phoenix maintains the quality, style, and function ofgreat contemporary designs that are devoid of superficial elements and are in harmonywith nature and people. This outdoor collection is specially engineered withextruded-aluminum frames and carefully molded antimicrobial QuickDryFoam, and it isavailable in over 200 Sunbrella fabrics for durability and easy cleaning. Contact: (626)912-8523 or www.terrafurniture.com. Circle Reader Service No. 172

Mezzo Pizza Oven

Stone Age Manufacturingintroduces the Mezzo™

wood-fired pizza oven, the perfectcomplement for the company’scabinet component systemkitchen islands—offering 810square inches of cooking area, anarched-roof design echoing thetraditional ovens of the OldWorld, and plenty of thermal mass for optimum cooking performance. Constructed ofreinforced refractory concrete, the Mezzo offers simple assembly and will provide years oftrouble-free cooking enjoyment. Contact: www.stoneagemanufacturing.com.Circle Reader Service No. 173

ThelinProvidencePellet Insert

Thelin Hearth Products isproud to introduce the 2011Vesta Award–winning ThelinProvidence pellet insert. The45,800 Btu-per-hourProvidence pellet insert isavailable in two styles, theProvidence (with curved sidepanels and a smoothsurround) and thetraditionally styledProvidence Signature (withfurniture detailing). Both facestyles simply bolt to theinsert’s engine, to reduce SKUs. Surface finishes include painted and powder-coated colorsand a variety of attractive stone and tile panel options. The Providence uses at least sixtimes less power than ordinary pellet stoves and can run for over two days with one 90ampere-per-hour deep cycle battery with no inverter—making it ideal for off-the-grid andsolar applications. Operating costs, at $0.15 per kilowatt hour, can be less than $4 permonth. Contact: (530) 273-1976, [email protected], or www.thelinco.com.Circle Reader Service No. 174



http://www.terrafurniture.com



http://www.thelinco.com

PelletDécorThe PelletDécor is the exciting

new furniture-quality storage anddispensing system for anyone usingheating pellets in the home. ThePelletDécor adds style and eleganceto any room, eliminating the dailychore of struggling withunmanageable pellet bags orunsightly containers. While takingup less than 4 square feet of floorspace, the PelletDécor holds 250pounds of heating pellets. Contact:www.pelletcan.com.Circle Reader Service No. 178

Grandview 230 Wood-burning Stove

Eminently elegant, with an array of versatile design options, the latestEPA-certified entry from the Country® collection from Lennox HearthProducts raises the standard for home heating. Expansive ceramic glassgives unobstructed views of the fire, while the advanced refractory systemand innovative heat exchanger combine to deliver the perfect amount ofradiant heat. Easy operation and one-touch control make productinteraction a breeze. Contact: www.lennox.com.Circle Reader Service No. 179

Acapulco CollectionCombining comfort and unique style, the Acapulco

collection provides the ambience needed for hours ofluxurious entertaining and relaxation. This arrangementbrings exceptional character and charm into any outdoorsetting. Contact: (925) 743-4000 or www.z-linedesigns.com.Circle Reader Service No. 180


PR

OD

UC

T URComfortSystem byTropitone

The adjustable URComfort™ systemby Tropitone® allows you to find themost comfortable position withoutgetting out of the seat. There is anadjustable tension knob on each side ofthe seat that allows you to restrict orencourage movement. Whether youwant less movement, sitting at a table,or more movement, with your feet on anottoman, the URComfort system can beeasily adjusted to your satisfaction.URComfort designs include cushions,traditional single-layer slings,double-layer duplex slings, and elegantnew padded slings. Contact: www.tropitone.com.Circle Reader Service No. 175

Stylish Pellet HoldersDesigned exclusively by Apros of Italy and imported by

Wittus, these steel bins for storing pellets make it easy tokeep a pellet stove brightly burning. Cleverly integratedelements of industrial materials and color produce a productthat is fashionable and functional. The accented colorhandles and refined bodywork add style when the bin isplaced next to a stove or stationed conveniently nearby. Theavailable metal color accents are orange, gray, white, green,and tan. Contact: (914) 764-5679 or www.wittus.com.Circle Reader Service No. 176

Valor L1Linear WithMurano-glassFire andEnamel BlackLiner

A highly effective radiant andconvective heater, the L1 raisesdecorative widescreen fireplacestandards. Showcasingleading-edge design,high-quality finishes, and high efficiency, the L1 series combines Valor’s provenperformance with the latest in linear design. Contact: www.valorfireplaces.com. Circle Reader Service No. 177

http://www.pelletcan.com


http://www.z-linedesigns.com

http://www.tropitone.com




New Vermont Castings Victory Direct-vent Gas Insert

VermontCastings’ iconicstyle reachesinspiring heightswith the Victoryinsert, featuringsix decorativefaces and sevenrich colors. Fromcontemporarystyle tohandcrafteddetails, there’s alook for everycustomer. Twonew brick linersand a blackporcelain lineroffer stylishoptions on theinside, and with features like rear-burner shutdown, the exclusive Total SignatureCommand™ system, and increased efficiency, the Victory insert delivers a winningcombination, every time. Contact: www.vermontcastings.com. Circle Reader Service No. 181

GrandMeridianFire Ring

FMI Products’ newestaddition to complement GrandMeridian modular masonryfireplaces, the Grand Meridianfire ring, features a 48-inchopening with a separateburner pan. It is available witha piezo ignition system; it hasa manually adjustable90,000-Btu flame in a

lava-rock ember bed. This totally modular system assembles easily. Contact: (866)328-4537 or www.fmiproducts.com.Circle Reader Service No. 182

SCHOTT ROBAXWith SCHOTT ROBAX®, Stellar Hearth Products was able to create a beautiful

new design for its mirror glass-ceramic fireplaces. Stellar uses the mirror-coatedglass-ceramic panels to reflect the flames from multiple angles. This technologycan be found in Stellar direct-vent gas fireplaces and gas log sets for bothmasonry and zero-clearance wood-burning fireplaces. Contact: (941) 831-2200 orwww.schottrobax.com.Circle Reader Service No. 183

NewHargroveFirepitOffersOutdoorAmbience

Hargrove introduces thenew 36-inch Rattan firepit.This beautifully textured resintabletop firepit features a24-inch–diameterstainless-steel drop-in burner.Multiple mediaoptions—such as fireglass, firebeads, or lava rock—and a log set can be used to complete thedesired look. Removable side panels allow for a 20-pound propane tank to be concealedunderneath the unit. All of this comes with a great price point for a tabletop firepit. Contact:(800) 725-4166, www.hargrovegaslogs.com, or [email protected] Reader Service No. 184

Fire Magic Cut &Clean Combo

Installed in a grill-island countertop, thiscleverly designed accessory lets you sliceand dice on a Fire Magic bamboo cuttingboard, then sweep debris right into a trashreceptacle below. A stainless-steel–handledlid tops both the trash chute and the customcutting board for sanitary purposes, keepinginsects and odors at bay. The Cut & CleanCombo works in conjunction with the FireMagic trash container—or for independentuse, with a basic plastic trash can found atany home-improvement store. Contact: (800)332-3973 or www.rhpeterson.com.Circle Reader Service No. 185

Taste the PotentialAchieve old-fashioned, smoky flavor and smoking-hot profits with the WoodMaster Whole Hog

pellet grill. The 1,380–square-inch cooking surface and an optional 1,000–square-inch secondrack provide balanced heat to keep up with hungry guests. It’s easy to envision the salespotential—and even easier when you get a bite of the tasty, wood-fired results. Contact:www.WoodMasterPelletGrills.comCircle Reader Service No. 186

http://www.vermontcastings.com

http://www.fmiproducts.com

http://www.schottrobax.com

http://www.hargrovegaslogs.com



http://www.WoodMasterPelletGrills.com


Miami CollectionGrand in scale and richly detailed, the Miami collection captures a sophisticated look rarely

seen in outdoor furniture. Woven by hand of ultrawide all-weather wicker that is then wrappedaround a sturdy aluminum frame, the Miami has superior durability against the elements, whileproviding style and appeal. Contact: (925) 743-4000 or www.z-linedesigns.com.Circle Reader Service No. 187

Napoleon’s Infrared Series Direct-ventGas Inserts

Napoleon’s new IR series direct-vent gas inserts feature Napoleon’s advanced infraredtechnology and flame modulation. The new XIR gas inserts offer a modulating dual-burner systemthat results in a firebox filled with a stunning triple flame pattern. A multitude of designer optionsare available to create the exact statement you have been looking for; style, comfort, andefficiency—the IR series has it all. Contact: (800) 461-5581 or www.napoleonfireplaces.com.Circle Reader Service No. 188

PR

OD

UC

T

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. Itholds Bull Outdoor’s best-selling Angus 30-inch, five-burner grill andrefrigerator. Families will love the fact that it seats four adults, with room tospare. Contact: (800) 521-2855 or www.bullbbq.com.Circle Reader Service No. 191

GeoBellaThis unique line of high-end performance outdoor-cushion

fabrics is made of 100% olefin yarns recycled from postindustrialwaste, which lends itself to repeat recyclability. GeoBella’sbeautiful, earth-friendly fabrics feature a soft, touchable texturethat recreates the comfort of indoor furniture, yet has the stability,strength, and durability needed for outdoor-cushion applications.The fabrics do not absorb water and dry quickly, making themresistant to mold and mildew growth. Contact: (800) 221-5497 orwww.phifer.com.


Plantation MAX Cantileverby TUUCI

TUUCI’s Plantation MAX cantilever creates a cool retreat withwarm ambience. Its exclusive Aluma-TEAK state-of-the-arthardwood finish is combined with TUUCI’s durable Armor-WallAluminum™ construction, making a parasol guaranteed to endurefor generations. Featuring classic European tailoring, thePlantation MAX cantilever provides 144 square feet ofuninterrupted shade and ambience. Contact: www.tuuci.com.Circle Reader Service No. 190

http://www.z-linedesigns.com

http://www.napoleonfireplaces.com

http://www.phifer.com

http://www.tuuci.com

http://www.bullbbq.com

2012

HPBExpo 2012 | Georgia World Congress Center | Atlanta, Georgia

Exposition: March 1– 3 | Education: February 29 – March 3

Innovations & Ideas for Indoor-Outdoor Living

www.hpbexpo.com

Follow us:

For great business ideas and an incomparable sense of community,

HPBExpo is the event for you. Come to:

Find new ideas to build your business

Test the new models

Check out the latest designs

Network with the pros developing the innovations

Hear from others how they’re growing profits

Attend the Vesta Awards, honoring new products

Learn in educational seminars led by industry insiders

And enjoy the camaraderie at this year’s can’t-miss

Tailgate & Cook-off and Honky Tonkin’ Nashville Style Party

"EVERY YEAR THERE’S SOMETHING NEW

ESPECIALLY SINCE THE VESTA AWARDS

DEBUTED—AND IT’S IMPORTANT FOR US TO

BE AWARE OF THOSE INNOVATIONS.

HPBEXPO IS OUR BEST OPPORTUNITY TO SEE

ALL THAT TECHNOLOGY AT ONE TIME."

ANAHEIM PATIO & FIRESIDE, INC.

HPBExpo 2012.

Register and book housing today at hpbexpo.com.

from you

new productsyour customers

are here.

The

want


http://www.hpbexpo.com


Advertiser Phone Website Page

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

Big Green Egg ..............................(770) 938-9394 ..........www.biggreenegg.com ....................47

Bromic Heating ..............................+61 (2) 9748-3900......www.bromicheating.com....................31

California Outdoor Concepts ............(877) 274-6773 ..........www.californiaoutdoorconcepts.com ....35

The Companion Group....................(800) 521-0505 ..........www.companion-group.com ..............29

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

ENERVEX ......................................(800) 255-2923 ..........www.chimneyfans.com ......................37

Eon ..............................................(866) DIAL-EON............www.eonoutdoor.com........................51

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

Glen Raven/Sunbrella ....................(336) 221-2211 ..........www.sunbrella.com ..........................41

The HammockSource ......................(800) 334-1078 ..........www.thehammocksource.com ............49

Hearth & Home Technologies............(800) 669-4328 ..........www.hearthnhome.com ....................64

Hearth, Patio & Barbecue Association....(703) 522-0086 ..........www.hpbexpo.com ..........................61

Hitzer............................................(260) 589-8536 ..........www.hitzer.com ................................48

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

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

Mallin Casual Furniture ....................(800) 251-6537 ..........www.mallinfurniture.com ....................19

Miles Industries ..............................(800) 468-2567 ..........www.valorfireplaces.com ..................23

MLW Stone ..................................(800) 477-7665 ..........www.mlwstone.com ..........................53

Monessen Hearth Systems ................(800) 867-0454 ..........www.monessenhearth.com ................25

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

OW Lee........................................(800) 776-9533 ..........www.owlee.com ..............................15

Patio Renaissance ..........................(866) 690-5673 ..........www.patiorenaissance.com ................21

Pro-Fab..........................................(888) 933-4440 ..........www.profab.org ..............................43

RH Peterson Company ....................(800) 332-0240 ..........www.rhpeterson.com ........................13

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

Stone Age Manufacturing ................(877) 371-8861 ..........www.stoneagemanufacturing.com........39

Wittus ..........................................(914) 764-5679 ..........www.wittus.com................................45

Z-Line Designs ................................(925) 743-4000 ..........www.z-linedesigns.com........................2

ad INDEX product profiles DIRECTORY

Company Page

Advanced Environmental Recycling Technologies..................................45Agio ......................................................................................44, 48Alfresco Home ..............................................................................50Ardisam........................................................................................45Bella-Dura ....................................................................................53Big Green Egg ..............................................................................49Big Woods Hearth Products ............................................................46Bromic Heating........................................................................45, 49Bull Outdoor..................................................................................60California Outdoor Concepts ....................................................44, 46Capel Rugs ..................................................................................45Casual Creations ..........................................................................46Colonial Road Woodworks........................................................46, 49The Companion Group ............................................................48, 51Condar ........................................................................................46Couristan ......................................................................................47Creekvine Designs..........................................................................46Dimplex........................................................................................52Empire Comfort Systems ............................................................47, 53ENERVEX................................................................................47, 49Eon ......................................................................................44, 52Erwin and Sons ............................................................................48FiberBuilt Umbrellas ........................................................................48FMI Products ................................................................................59Gensun Casual Living ..............................................................49, 50Glen Raven/Sunbrella ..............................................................47, 48The HammockSource ................................................................50, 52Hargrove ......................................................................................59Hearth & Home Technologies ....................................................44, 54Hitzer ....................................................................................51, 53Infratech ................................................................................54, 56Kenyon Appliances ........................................................................50Kingsley-Bate ................................................................................51Koverton ......................................................................................50Lennox Hearth Products ............................................................50, 58Mallin Casual Furniture..............................................................51, 53Miles Industries ........................................................................57, 58MLW Stone ..................................................................................54Modern Home Products ..................................................................45Monessen Hearth Systems ........................................................54, 59Napoleon Products ............................................................52, 56, 60NorthCape International ..................................................................55Outdoor Lifestyle ......................................................................52, 55OW Lee ................................................................................52, 57Patio Renaissance ....................................................................55, 56PelletCan ......................................................................................58Phifer ..........................................................................................60Pro-Fab ..................................................................................47, 56Regency ......................................................................................55RH Peterson Company ..............................................................53, 59SCHOTT ROBAX ..........................................................................59Selkirk Corp. ..........................................................................55, 56Stone Age Manufacturing ..........................................................55, 57Telescope Casual ..........................................................................54Terra Furniture ................................................................................57Thelin Hearth Products ....................................................................57Tropitone ......................................................................................58TUUCI..........................................................................................60Twin-Star International......................................................................57Wittus ....................................................................................56, 58WoodMaster ................................................................................59Z-Line Designs ........................................................................58, 60

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



http://www.selkirk.com


http://www.harmanstoves.com

patio and hearth products report - nov/dec 2011

Documents

hearth products controls

hearth retailer profile

shadeproducts industry

b e r d e c e

barbecue products

n o v e

outdoorcooking fans

planetfriendlyhearth