December 2016

In This Issue

Perspective:
Interesting Times

The election is finally over and you’re either ecstatic, happy, relieved, very upset, frightened – or an amalgam of all those emotions. Facing the unknown, we all have the tendency to hunker down, close our wallets, and wait for the world to settle down (as if it ever does).

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Showroom Sales

By Mark Brock

From manufacturer, to rep, to retail warehouse, to showroom floor where it’s all up to the salesperson, she or he is the only one in the chain who actually talks to a customer.

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2016 Retail: Past & Future

By Richard Wright

Hearth & Home talked to retailers throughout North America – hearth dealers had a Forgettable year, patio dealers had a Very Good Year, and barbecue dealers had a Memorable year.

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Selling Quality

By Bill Sendelback

In Albuquerque, Patio and Hearth Co. focuses on the high end, and that has proven to be a winning formula.

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PATIO: A Very Good Year

By Tom Lassiter

As 2016 comes to a close, patio retailers find they have little to complain about, and they’re already looking forward to 2017.

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Ker-Plunk!

By Tom Lassiter

That’s the sound of the eight ball dropping into the corner pocket as Great Gatherings runs the table around D.C.

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Not a Restaurant!

By Lisa Readie Mayer

In Indianapolis, Chef JJ straddles the worlds of hospitality and retail sales, and he’s doing very well in both arenas.

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2016 October Business Climate

In early November Hearth & Home faxed a survey to 2,500 specialty retailers of hearth, barbecue and patio products, asking them to compare October 2016 sales to October 2015. The accompanying charts and selected comments are from the 182 useable returns.

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Parting Shot: Shock & Awe

In “The Godfather Part II,” Michael Corleone meets Apollonia Vitelli and it’s love at first sight. His Sicilian bodyguards call it being struck by “The Thunderbolt.” We felt similarly, but for a different reason, upon first encountering the incredible work of sculptress Malgorzata Chodakowska.

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