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Hearth & Home March 2020

Who Reads Hearth & Home?
Brian Eskew, for one!

Carolina Beach, North Carolina

Marketing Director, Twin Eagles

Special Interests/Hobbies:
“Surfing, biking, and spending time with my wife and kids.”

Problems/Issues Facing the Barbecue Industry:
“There are no real issues, just opportunities. One of the leading opportunities continues to be providing product and category knowledge to retailers and trade professionals. It’s important that those who are in contact with the consumer understand the attributes of premium outdoor kitchen equipment and what products are available. This helps consumers complete an outdoor kitchen that best suits their needs. With knowledge comes enthusiasm and successful selling!”

Key Trends in the Barbecue Industry:
“Having spent more than 20 years in a sales and marketing capacity with premium outdoor kitchen equipment manufacturers, the trend toward more fully-featured kitchens continues. Consumers want to do it all outdoors. We see a lot of interest in pellet grills for the outdoor kitchen.”

Advice to Retailers on Increasing Business:
“The recipe for success with premium grills and with outdoor kitchens is very simple – have a compelling outdoor kitchen display, offer products that fit different budgets, and be knowledgeable about the products and the category. Most consumers are building their first outdoor kitchen and are buying from retailers who present themselves as experts.”

Forecast for Sales in 2020:
“We have a wonderful and supportive base of distributors and dealers. This, combined with the introduction of our Super Premium Eagle One Gas Grill, Wood Fired Pellet Grill, and some forthcoming additions to our Delta Heat line, have us feeling very optimistic.”

Years Reading Hearth & Home:

Reasons for Reading Hearth & Home:
“Industry insight and dealer profiles.”

Article(s) Ideas:
“Selling for the outdoors is a year-round business.”

More Stories in this Issue

Clearing Hurdles

By Bill Sendelback

Wood-burners are selling well despite the turmoil created by the EPA’s NSPS 2020; once again manufacturers display their resilience (limbo, anyone?).

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Meet Dick Hoffman

By Bill Sendelback

The new chairman of the Hearth, Patio & Barbecue Association just sold his retail store in Asheville, North Carolina. Don’t worry, he says the sale will give him more time to spend on his chairman duties.

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Fireside Chats

By Richard Wright

The following interviews with the CEOs of three companies – The Empire Group (Empire Comfort Systems, Stove Builder International (SBI), Broilmaster, and Primo Grills); Montigo; and Stûv America – underlines the workload required to run a hearth company today.

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Listen to Yogi

By Bill Sendelback

Collin Emmett worked hard, created a successful business, and married the right woman (which was his best decision).

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Buy vs. Borrow?

By Lisa Readie Mayer

Will the rapidly growing sharing economy take a bite out of (your) retail sales? Only if you let it by not joining the trend.

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Wayne's World

By Bill Sendelback

Designing and selling truly custom fireplaces keeps Wayne Holsapple from being bored.

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2020 January Business Climate

In early February, Hearth & Home faxed a survey to 2,500 specialty retailers of hearth, patio, and barbecue products, asking them to compare January 2020 sales to January 2019. The accompanying charts and selected comments are from the 219 useable returns.

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