2007 03 fab

Spectacular towers mark Albuquerque’s 300th birthday, page 59

The official publication of the National Ornamental & Miscellaneous Metals Association

March/April 2007 $6.00 US

METALfab 2007 Supplier Showcase page 42

Job Profile

Safra Synagogue Doors page 52 Tips & Tactics

Training a new salesperson, pg. 19

Shop Talk

Open die power hammers, pg. 28

Biz Side

Giving & getting job references, pg. 66

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Inside

March/April 2007 Vol. 48, No. 2

Automation and cutting edge technology increase productivity. See page 20.

Tips & Tactics

NEF Special Feature

Special Feature

What a detailer can offer you . 14 Even small shops can benefit from these services.

By David Busarello

Is “on the job” training right for your new salesperson? . . . . . . 19 Part 2 of the series.

By Dave Kahle

Member Talk Carfaro: the next generation . . 20 A successful shop demonstrates the best of both worlds: modern technology and old-fashioned service.

Supplier Showcase 2007 . . . . . 42 A recap of METALfab ‘07 exhibitors’ products and services.

Job Profiles New York metalsmith boldly takes on new challenges ........52 International Creative Metals tackles a complex project.

By Todd Daniel

A tricentennial tribute ..............59 Spectacular towers mark a city’s 300th anniversary celebration.

By Mark Hoerrner

Shop Talk

By Christine Glidden

Biz Side

What’s Hot! New Members . . . . . . . . . . . . . . . . . . . . 76 Nationwide Suppliers . . . . . . . . . . . 77 Biz Briefs . . . . . . . . . . . . . . . . . . . . . . . . . . 78 Literature . . . . . . . . . . . . . . . . . . . . . . . . . . 79

Open die power hammers . . . . . 28 Expediting the forging process with powerful machinery.

Exchanging honest employment references . . . . . . . . . . . . . . . . . . . . . . . . . 66 How to give and get accurate

By Todd Kinnikin information.

By Charles R. McConnell

Bridging the DesignCommunication Gap . . . . . . . . . . . . 34 Online guide to metals is a valuable reference tool.

Long-term selling . . . . . . . . . . . . . . . . 70 Build relationships with customers to establish long-term accounts.

By Sheila Phinazee

By Ed Rigsbee, CSP

President’s Letter . . .6 Here’s why you should attend METALfab.

NOMMA Education Foundation . . . . . . . . . . . . . . . . . . . . . . . 75 A new DVD featuring a blacksmithing demonstration by Uri Hofi and a new book title, Art Nouveau Ironwork of Austria & Hungary, are available to NOMMA members through NEF.

Editor’s Letter . . . . . . 8 It’s a season for celebration.

People

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80

Chapter News

. . . . . . . . . . . . . . . . . . . . 84

Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86 New Products Classifieds

Reader’s Letters . . . 10 Writers talk about code questions and more.

. . . . . . . . . . . . . . . . . . . . 88

. . . . . . . . . . . . . . . . . . . . . . . . 92

Fab Spotlight. . . . . . 94 Another super service truck handles the job load.

Cover photo: These massive double bronze doors stand 18 feet high and are decorated with the Jewish Tree of Life. Fabricated for the Safra Synagogue in New York City, the doors are cast in bronze. The outside tree design was created using loose wax bronze casting and was finished with a dark brown patina. The inner side of the door is clad with muntz metal sheets. See page 52.

March/April 2007

Fabricator

5

President’ s Letter The spirit of METALfab Dedicated to the success of our members and industry.

NOMMA OFFICERS President Chris Connelly DeAngelis Iron Work Inc. South Easton, MA President-elect Breck Nelson Kelley Ornamental Iron LLC Peoria, IL

Vice President/ Treasurer Sally Powell Powell’s Custom Metal Fab Inc. Jacksonville, FL Immediate Past President Doug Bracken Wiemann Ironworks Tulsa, OK

FABRICATOR DIRECTORS Fred Michael Colonial Iron Works Inc. Petersburg, VA

Bob Foust Bob’s Ornamental Iron Studio Kansas City, KS

Don Walsh Pro-Fusion Ornamental Iron Inc. San Carlos, CA

Bruce Boyler Boyler’s Ornamental Iron Inc. Bettendorf, IA

Terry Barrett Royal Iron & Aluminum West Palm Beach, FL

Frank Finelli Finelli Ornamental Iron Co. Solon, OH

SUPPLIER DIRECTORS David T. Donnell Eagle Bending Machines Inc. Stapleton, AL

Wayne Haas Cleveland Steel Tool Co. Cleveland, OH

Gene Garrett Regency Railings Inc. Dallas, TX

NOMMA STAFF Executive Director Barbara H. Cook Meetings & Exposition Manager Martha Pennington

Administrative Assistant Liz Johnson Editor Helen K. Kelley

Communications Mgr. J. Todd Daniel

2006 ADVISORY COUNCIL Jay Holeman Mountain Iron Fabrications

Doug Bracken Wiemann Ironworks

Tom McDonough Master Metal Services Inc.

Nancy Hayden Tesko Enterprises

Rob Rolves Foreman Fabricators Inc.

6

Curt Witter Big D Metalworks

By the time this issue of Fabricator hits your mailboxes, METALfab 2007 will have come and gone. Having attended each METALfab convention since 1995, I have found, more often than not, that I experience similar thoughts in the weeks immediately following the convention.

I always feel inspired. It’s difficult not to be inspired if you take the time to really understand and appreciate the effort and talent that goes into producing each and every project entered into the Ernest Wiemann Top Job Contest.

I always feel professionally rejuvenated. There is something very therapeutic about being able to share work experiences (both good and bad) with others who can appreciate the value of the story. (Apparently, I am not the only fabricator in North America who is asked to put together a price for a project based on contract drawings containing little or no pertinent information!)

I always resolve to spend more time taking advantage of the benefits that are available to all NOMMA members.

I’m almost ashamed to admit that I did not have a firm grasp on all of the benefits that NOMMA affords its members until I became active on the Board of Directors. I had been content to peruse Fabricator and the mailings / e-mails I received regarding current NOMMA initiatives. It didn’t take long after joining the Board to realize that there was much more to NOMMA than I had initially thought.

I encourage each and every member to do the following three things in the near future: Spend an hour on the NOMMA web site. If you’ve never logged on, you’ll be amazed at the quantity and quality of the content. If you haven’t visited in a while, you’ll be impressed with the updates.

Read the next issue of Fabricator from cover to cover. This is one of the premier trade magazines in print today and we are fortunate to have the

talent and resources necessary to continually present valuable and useful content in such a dynamic format.

Learn more about the efforts of NOMMA and fellow members with respect to monitoring and shaping national building codes on behalf of the industry. These efforts alone are worth the price of membership, and the voice of NOMMA continues to become more recognized and respected in code body circles with each passing year.

If you do each of these three things over the course of the next month or so, I think you will begin to devel- Chris Connelly op a better appreciais president of the National tion of what this Ornamental and Association (and its Miscellaneous Education Foundation) Metals are all about.

Association.

METALfab 2008 is still about a year away, but I would encourage anyone who has never attended a convention to make plans to travel to Memphis next spring.

To steal a few words from Dave Filippi’s presentation to first-time attendees at the start of METALfab 2007 a few weeks back: “If you take advantage of everything offered (at METALfab), you will improve the way you do business.” Not to mention you’ll have a great time doing it.

Next year, NOMMA will celebrate its 50th Anniversary in the city where it all began – Memphis, TN. If you’re a loyal attendee of conventions, I look forward to seeing you there. If you’ve never been to METALfab, get to this one. I guarantee you will not regret it.

I am grateful for having had the opportunity to serve NOMMA over the past year. I have enjoyed the experience immensely and have made friendships that I will treasure forever.

Best wishes for continued success.

Fabricator

March/April 2007

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How to reach us

Ornamental & Miscellaneous Metal Fabricator (ISSN 0191-5940), is the official publication of the National Ornamental & Miscellaneous Metals Association (NOMMA).

O&MM Fabricator / NOMMA 1535 Pennsylvania Ave. McDonough, GA 30253

Editorial

Send story ideas, letters, press releases, and product news to: Fabricator at address above. Ph: (888) 516-8585. Fax: (770) 2882006. E-mail: fabricator@nomma.org.

Advertising

For information, call Todd Daniel, Ph: (770) 288-2004. Ads are due on the first Friday of the month preceding the cover date. Send ads on CD to: Fabricator at address above. E-mail ads to: fabricator@nomma.org (max. 5 megs by e-mail).

Or upload ads to our website where a downloadable media kit is available: www.nomma.org.

Membership

In addition to the magazine, enjoy more benefits as a NOMMA member. To join, call (888) 516-8585, ext. 101. For a list of benefits, see membership ad in this issue.

Classifieds

$25 for up to 35 words, $38 for 36–55 words, $50 for 56–70 words. Send items to: Fabricator, at address above, or E-mail: fabricator@nomma.org. Ads may be faxed with credit card information to: (770) 2882006. Deadline: 2nd Friday of the month prior to publication.

Subscriptions

Subscription questions? Call (888) 5168585. Send subscription address changes to: Fabricator Subscriptions,1535 Pennsylvania Ave., McDonough, GA 30253.

Fax: (770) 288-2006, or E-mail: fabricator@nomma.org.

1-year: 2-year: 1-year: 2-year:

U.S., Canada, Mexico — $30; U.S., Canada, Mexico — $50; all other countries — $44; all other countries — $78.

Payment in U.S. dollars by check drawn on U.S. bank or money order. For NOMMA members, a year's subscription is a part of membership dues.

Supplier Directory

Published each December as a separate issue. Deadline for all advertising materials is Dec. 15. For info, contact Todd Daniel at (888) 516-8585 or todd@nomma.org.

Reprints

For a quote, contact NOMMA at (770) 2882004 or fabricator@nomma.org.

Opinions expressed in Fabricator are not necessarily those of the editors or NOMMA. Articles appearing in Fabricator may not be reproduced in whole or in part without the express permission of NOMMA. Circulation: 10,000.

8

Editor’ s Letter A time for celebration As I write this column, I’m looking

out my window at a still-winterish (for Georgia) landscape. We’ve just experienced two weeks of the coldest sustained temperatures of the year so far. And yet, I see some telltale signs that a change is on the way — my forsythia bush is starting to bloom, newscasters are reminding us that Daylight Savings Time will begin three weeks earlier this year, and basketball season is winding down as baseball season starts to gear up.

Despite the way things look through my window right now, I can feel it’s time to celebrate the arrival of spring.

Speaking of celebrating... a year from now, NOMMA will celebrate a landmark occasion — its 50th anniversary. In 1958, NOMMA was established in Memphis, TN by a group of people who felt that the industry would be better served and represented by a dedicated association.

And now, 50 years later, where better to celebrate than the place where it all began? NOMMA will hold its annual conference, METALfab 2008, in Memphis, April 2-5, 2008. Please mark your calendars now and plan on joining us there for a spectacular convention, packed with educational and networking opportunities, as well as celebratory events.

We’ll also make it a point to include some tidbits of NOMMA’s history in Fabricator throughout the coming year, leading up to the grand celebration. If you have any memories or photos you’d like to share, please call or email them to me!

And while we’re talking about celebrations, High Desert Forge recently crafted some award-winning towers for the City of Albuquerque, in honor of its tricentennial celebration. See the feature, beginning on page 59. Also in Job Profiles, NOMMA Communications Manager Todd Daniel shares a story about an amaz-

ing project — a pair of massive double-bronze doors fabricated for the Safra Synagogue in New York, NY. The doors — which measure 18 feet high, are cast in bronze and decorated with the Jewish Tree of Life — were crafted by International Creative Metals.

Our Member Spotlight shines on Carfaro Ornamental Iron Works, where owner Joe Carfaro has implemented some innovative strategies that have increased productivity while ensuring quality. Read about the crossroads where modern technology and old-fashioned personal values meet beginning on page 20.

Also in this issue, we have two interesting Helen Kelley is editor Shop Talk fea- of Ornamental & Miscellaneous Metal tures. Todd Fabricator.

Kinnikin of Eureka Forge shares his knowledge of power hammers — how to select the right one for the task and how to use them safely. And learn all about an online resource for information on different types of metals that’s helping to bridge the communication gap between architects, designers, and fabricators.

In Tips ‘n Tactics, David Busarello shares his insights on how utilizing the services of a detailer can help you save time... and money. There’s also Part II of Dave Kahle’s article on why on-thejob training isn’t always the best way to teach a new salesperson the ropes.

So, please read on and enjoy what’s between the covers of this issue. And remember to celebrate not only the warming change of seasons, but all good things in life!

Fabricator

March/April 2007

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Readers’ Letters A labeling system that is ideal for power coating systems We were looking for a quick, economical way to label rail sections using tags that could survive in powder coating ovens. We had a large aluminum job coming up and needed to make sure that our rails were sorted correctly. After some research we purchased a handheld label machine that

Tell us what you think We need to hear from you. Please send us your article suggestions, editorial corrections, tips you’d like to share with other readers, and comments on new products and services. Your input makes our industry, association, and publications stronger.

Mail: Letters to the Editor, c/o Fabricator, 1535 Pennsylvania Ave., McDonough, GA 30253.

E-mail: fabricator@nomma.org.

Fax: (770) 288-2006; Ph: (888) 5168585. Please include your name, company, address, telephone number, and e-mail. Letters are subject to editing for clarity, grammar, and length.

In Memorium

punches stainless steel tape. We found it at McMaster Carr for about $200.

The tags are small but they are able to go into the powder coating ovens. So far it is working out great. I hope this information is helpful to your readers. ~ Joel Herman Hercules Custom Iron LLC Walkersville, MD New channel size available I belong to a steel detailing discussion group on Yahoo. Recently, the subject of new miscellaneous channel came up. I was pleased to learn that there is a new size available — MC12x14.3. This product fills a gap between MC12 x 10.6 and C12 x 20.7 for stair stringers. Two of my local suppliers are now carrying this size and one said that sales of this product are doing great. I thought this would be of interest to fellow NOMMA members. ~ Greg Terrill Division 5 Metalworks Kalamazoo, MI Codes related to circular stairs We are working on a circular stair and are having trouble getting all the treads in the horizontal space allowed.

The stair is for a commercial office building in Indiana (falls under the International Building Code). I can’t find any online resource that will help me determine the minimum tread widths for a radiused stair. Can you give me some direction? ~ Darrell M. Jerden Structural Components Fabrication Inc. Martinsville, IN Section 1009.7 of the International Building Code covers this topic in detail. Note that the code states: “The minimum tread depth measured 12 inches from the narrower end of the tread shall not be less than 11 inches.

The minimum tread depth at the narrow end shall not be less than 10 inches.”

Questions on ICC codes I was reading about building codes on your website relating to stairs, balconies, etc. It referred to the ICC codes that state no opening in a railing should allow a 4-inch sphere to pass through. Are the regulations the same for iron fence or gates? Any differences for residential or commercial? Do you

Hermanus “Harry” Jansen, long-time NOMMA supplier member Hermanus “Harry” Jansen, 82, passed away on January 25, 2007 following a short battle with cancer. A long-time Nationwide Supplier of NOMMA, Harry will be remembered for his energetic and positive spirit, and his great sense of humor.

During his 30 years of involvement with NOMMA, he served as a supplier director and also sat on the board of the former Western Region. In 1980, he was honored with a Supplier Silver Anvil Award for his sponsorship of new members.

A former member of the Dutch Underground during World War II, Harry married Marie in 1949 and had two sons. In 1958, he immigrated with his family to California, where he found work as a welder. He and Marie later 10

had a third son and they became U.S. citizens. Eventually, his iron fencing company grew into an ornamental supply house, and the Jansens became an important and well-respected supplier to the industry.

Harry Jansen He is survived by his wife Marie, his sons Mike, John, and Robert, daughters-inlaws Dawn, Melanie, and Robin, grandchildren David, Erica, Sean, Michelle, Matthew, Christian, Jessica, and Emily, many nephews, nieces, and relatives still living in the Netherlands. A memorial service was held February 3, 2007 in San Clemente, CA. Fabricator March/April 2007

have or know where I can get the ICC codes for these items? ~ Bruce V. Ensor Long Fence Inc. Capitol Heights, MD The 4-inch sphere rule appears in both the International Residential and International Building codes, and has been adopted by the vast majority of jurisdictions. The requirement comes into play for elevations above 30 inches.

You can obtain building codes from either ww.iccsafe.org or www.ecodes.biz. For residential, refer to IRC R312. For commercial, see IBC section 1012. If you are a NOMMA member, you may also request a Code Comparison Guide for both the IRC and IBC. This guide, which comes in spreadsheet format, provides a quick reference for finding current and past ICC codes.

March/April 2007 Fabricator

Follow-up to “Need to create a square hole?” Jan/Feb, pg. 98 Note: In the last issue we published a lively discussion on how to create a square hole in a stair tread. The following information arrived after we went to press.

As a follow-up, and possible other solution to S the many great ideas offered (thanks much), I A Reuleaux spoke with a peer who is in the wood stair and rail Triangle industry and asked him how he does it.

Here is a step-by-step: The Reuleaux triangle was Drill a round hole with a boring bit that corone of the options responds to the picket size (1/2" for 1/2" picket). discussed in the Jan/Feb issue for making a square Using an air hammer, which is a tool often hole. used by auto body guys, insert a round chisel into it, and then put a square mortising chisel onto the round chisel. The square mortising chisel should be the same size as the picket.

A couple of blows downward and you have chiseled out your square hole!

I was wondering if anyone has ever tried this method, as it seemed like a pretty simple solution. Either way, it’s good to know several methods. I’ll try this one and report back on how it goes. ~ Justin L. Pigott Emerald Iron Works Woodbridge, VA

11

Utilizing Resources

Tips & Tactics

Detailers have plenty of services to offer — not only to architects and engineers, but also to fabricators Even smaller shops can benefit from the services of a detailing firm.

By David Busarello, Bridgeton Drafting Co. LLC

A recent situation and a conversation

with Todd Daniel of NOMMA led me to explore why many miscellaneous fabricators miss out on the benefits of having a detailer/detailing firm on hand to assist with the ever increasing challenges of our industry. I know overhead is the key reason as labor is expensive. Therefore, it is important to highlight the value of our services.

A very brief history of detailing For years, fabricators would hire detailers to prepare erection drawings that mirrored the structural drawings, and shop details for fabrication. The architectural drawings were often thorough enough for a good mechanic to build the stairs, rails, etc. without shop drawings.

In the last 30 years, the industry has undergone significant changes.

There are more small fabricators than ever before. Shops have reduced or 14

eliminated their drafting departments, and now rely on detailing firms. These firms, in an effort to produce more in less time have invested in some truly wonderful computer programs to handle the volume.

This can be very attractive for the detailers. It allows them to work on larger projects. Everyone likes the feeling of being a part of “big steel.” The dollars are larger although so are the costs. The result, however, is that these firms have become more like suppliers to their customers, rather than a drafting department. They can provide the drawings, but it’s difficult for them to provide the hands on service miscellaneous fabricators need. This has created a new subset to the industry; the miscellaneous detailer. Of course, miscellaneous detailers have been around many years. Our numbers were smaller and most did double duty as structural detailers.

Most of my clients are small fabrication shops— one or two owners, three to 15 men in the shop. They must seek work, bid, shop for and buy materials, be the shop and field foreman, and manage the business. There is little time to handle the duties of a detailer. Miscellaneous detailers must

be proficient in materials (steel, aluminum, brass), products (grating, mesh, brackets), fasteners and welding, finishes, engineering, basic surveying, and codes, in addition to fabrication and erection procedures. How many small fabricators have the time to research all that? I noticed a real need when I was chief draftsman of a

For your information Bridgeton Drafting Company, a limited liability company located in Vineland NJ, is owned by David Busarello, who has more than 30 years experience in the steel industry.

The company, founded in 1992, offers miscellaneous metal, structural steel, and bridge and roadway detailing, design and project coordination services, as well as full drawing coordination with design professionals, trades, and code officials. Through its sub-contracted partners, BDC can also offer structural engineering services and professional surveying.

Contact: David Busarello, Bridgeton Drafting Co. LLC, Ph: (856) 205-1279; Email: bridgetondraftco@ aol.com.

Fabricator

March/April 2007

miscellaneous fabricator, my last employer before going into business.

My people spent as much time off the board as on doing research, meetings, surveys, coordination. I learned then that the best thing we could do for our industry was to learn all we could about the needs of the smaller miscellaneous fabricator and to inspire other detailers to join the ranks of miscellaneous metals industry.

How’d we get here?

There are still many who do not understand what detailers do. I have often described the detailing process by relating it to a bookcase one might buy at a department store. You come home and, following the instructions, put it together. The instructions were the erection drawings. The piece details (shop drawings) you don’t see, told the wood workers what wood to use, sizes to cut, hole locations, finishes, and parts to ship. The furniture designer was the architect. Rather sim-

March/April 2007

Fabricator

ple so far. What would happen if the furniture designer provided incomplete information? Would the books fit on the shelf? Would the shelf be strong enough? Would the finish be pleasing enough to satisfy the customers? Does the bookshelf meet local codes?

Today, architects and engineers are pressured to produce contract documents in a matter of weeks instead of months for fees that are less than they earned 30 years ago, adjusted for inflation. This result is inevitable. Their time is spent on the most important aspects of the job and details are often left to the contractors.

In the past few years I have witnessed stairwells that are too small, misinterpretation of codes, improper use of materials and finishes, and details that either structurally of physically, just won’t work. Though it sounds like it, this is not intended to be a criticism of architects. They are no longer afforded the time and

resources to do their job. Add to this ever changing codes, new products, and tighter schedules and budgets and it’s no wonder miscellaneous fabricators feel beat up.

Imagine an asset that could increase productivity, decrease shop and field errors, cut down on wasted material, and provide design services that may increase job profit.

Fabricators have been upgrading their shops for years. Perhaps it’s time to upgrade the office.

Code compliance and the condition of contract documents As stated earlier, the contract documents are becoming more of an industry problem than ever. Design professionals are under tremendous pressure. Competition is very fierce.

The problem is significant enough that it was the topic of the keynote address at last year’s American Institute of Steel Construction (AISC) conference.

15

for its finish. This was an interior, concrete filled, pan stair, channel stringers, and a pipe and picket rail system, shop primed, in a maintenance building. The architect stated in his specs that the stair was to be built under the specifications of the AISC, AWS (American Welding Society), and the NAAMM Metal Stairs Manual. He said by including the NAAMM manual, he intended for a high end, sandblasted finish. I started with a call to NOMMA, which put me in touch with NAAMM’s Technical Director who faxed to me the associated specs in the manual. While that type of finish is mentioned, so are many others. The architect did not specify a sandblasted finish and the Technical Director stated the least reasonable option is to be assumed if the contract documents do not specify otherwise. Within an hour, my customer had the problem resolved. My customer was not sure where to find the information he needed and he certainly had his hands full running his business. But he knew he had a detailer on his team.

Above: A rail job the author was asked to consult on. A detailer familiar with codes and contract documents can visit the job site, do surveys, and spot potential problems in advance, thereby saving the fabricator time and money.

In the miscellaneous metals industry, we feel the effects of this shift in responsibility. How often have you tried to work on a stair that did not fit in the stairwell? Number of risers shown divided into the floor to floor dimension gives you a 7 3/8” riser?

Have a rail rejected because you followed the plans and the architect is quoting the specs? So, what is a small fabricator to do? These issues must be handled. Do you contact the shop foreman for a reason why it happened, March/April 2007

Fabricator

the GC to advocate for you, the architect seeking relief, all while driving between job sites? Or, you could call your detailer.

Detailers that take the time to read the codes and contract documents can save fabricators headaches, delays, and money. The incident that inspired this story is a good example.

In January, I received a call from one of my customers about a project I did in 2006. The architect was doing a final walk through and failed the stair

Your drafting department Structural fabricators have relied on detailers for over 100 years. No one would dare build an office building or school without drawings. With the complexities of today’s codes and contract documents, now is a good time for the miscellaneous fabricator to think along those lines. For example, my firm coordinates with the GC and design professionals. We visit the site, survey, and attend job meetings. Our designs, engineering, and code reviews shape the products in an effort to provide the project owner with a desirable result, meeting all service and code requirements, while providing my customer with a design he/she can produce on time and on budget.

This required an investment in time and money to become our client’s resource on all factors relating to the design, products, codes, finishes, and the like. My firm is a member of NOMMA, ICC (Int’l Code Council), AISC, and NISD (Nat’l Institute of Steel Detailers). Our membership provides our clients with access to indus17

try’s experts. We attend seminars and educate ourselves on the products our clients use such as Blum, Wagner, Lapeyre, Hilti and more. A client can benefit from our experience on dealing, first hand, with a better way to handle some situations.

In 2003, we had a project with catwalks, ladders, and stairs. The stairs to access the catwalk’s lower platform were well designed by the architect, but he carried through the design on the catwalks, using three line pipe rail-

A client who has a third generation shop and has enhanced his operation over the years with automation, standardization, and the use of steel service centers, has said hiring us has had a positive effect on his bottom line and the image of his company.

Metal Master

ing. This job required a great deal of field fitting as we were required to

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erect the catwalk around machinery that would not be installed until just before we were required on site. No easy task field cutting and welding 1¼” diameter pipe 30 feet in the air around expensive equipment. With the approval of our customer, we submitted a proposal for a modular catwalk design and 2”x 2” angle rails. The ladders were to be used by workers carrying equipment and tools. We suggested alternating tread stairs (Lapeyre) which cost our customer a little more, but that cost was covered by the savings in field labor, and we provided a safer system for the owner.

The design was approved, the owner had a better product, the fabricator saved money and impressed his customer, the general contractor, enough to earn more business.

Consider the benefits While the structural detailing industry has been with us for over 100 years, miscellaneous detailing as an industry is relatively new. A client who has a third generation shop and has enhanced his operation over the years with automation, standardization, and the use of steel service centers, has said hiring us has had a positive effect on his bottom line and the image of his company.

It is my hope that small fabricators will recognize the tremendous benefits that can be derived from having a working relationship with a detailer, helping you provide your customers with the best and most comprehensive service in your market. I also hope detailers will recognize the wonderful opportunities in miscellaneous metals and that smaller can indeed be better.

Serving smaller clients gives me extraordinary opportunities to learn directly from some of the best and brightest in the industry. My customers rely on me to respond at a moments notice, and I do. In return, I never have to look for work or worry about being paid on time. We care for each other, knowing that our professional lives are the better for it. That is perhaps the greatest benefit of having your own “drafting department.”

(800) 589-5545 Fabricator

March/April 2007

Sales Training

Tips & Tactics

Is “on the job” training the best way to develop a salesperson?

Part II of this series concludes a discussion on how to help your salespeople succeed

By Dave Kahle “On the job (on your own)” assumes that every salesperson will be motivated to eventually figure out how to perform well. They will strive, the thinking goes, to continue to modify their behavior until they arrive, by trial and error, at their peak level of performance.

Ah, if only this were true. My experience has led me to believe that only about five percent of salespeople, or one out of twenty, invest in developing their own skills. Specifically, only one of twenty salespeople has spent $25 of their own money on their own development in the last twelve months.

That means that the vast majority, 95 percent, really aren’t interested in putting any of their own time or money into their own growth and development.

The idea that undergirds the concept of “on your own” training is, for 95 percent of the sales force, false.

Then there is the fact that salespeople are notoriously self-delusional. Ask a salesperson how it’s going, and how many times do you get anything other than “great!” Regardless of the reality of the situation, salespeople often delude themselves to thinking that things are only getting better.

There is a very necessary personality trait in a field salesperson that constantly assesses each situation in terms of its potential. In other words, they look at an account, and see it for what it could become, not necessarily acknowledging all the obstacles to getMarch/April 2007

Fabricator

ting it there. This is a necessary and beneficial trait for salespeople when it drives their behavior.

Unfortunately, it is the cause of self-delusionment when it comes to changing their own behavior. Make a call with a salesperson and ask him how it went, and he’ll pick out the one or two positives and expand on them, while at the same time leaving out the mistakes and lack of competence they showed.

It’s for this reason that most salespeople don’t know what they do that produces sales. A few years ago, Systema examined this issue. They observed 1,700 salespeople in 22 different industries. They asked the top performers to describe what they did on a call to get results. Then they sent trained observers into the field to watch their behavior. The results?

There was no relationship between what they said they did and what they actually did. In other words, even good salespeople couldn’t recognize what they did to get results.

It’s also for this reason that they don’t have an accurate assessment of how competent they really are.

Another study discovered that few salespeople have an accurate opinion of their own abilities. When asked about the function of asking good questions, 87 percent of the 300 salespeople studied indicated that they knew that was an important part of the sales process. Yet, when they were observed, only 27 percent actually exhibited the ability to ask good questions. So, roughly three out of four salespeople are clueless as to the extent

of their own abilities. They think they are far better than they really are!

The bottom line Salespeople generally don’t know what they do that brings them sales, and they think far more highly of their own abilities than they should.

Add all this up, and it’s clear that “on the job training for salespeople” is really doublespeak for “no training for salespeople.”

It’s clear that “on the job training,” for salespeople at least, is a vestige of days gone by, and just doesn’t work.

Let’s relegate “on the job training for salespeople” to the same dustbin into which we deposited such legacy systems as paper inventory cards, electric typewriters, and 8-track tape recorders. Let’s address the issue of developing effective salespeople with a systematic approach to teaching the best practices of the professional salesperson. Let’s give them a chance to succeed and excel.

For your information About the author: Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. Join Dave's "Thinking About Sales Ezine" on-line at http://www.davekahle.com/mailinglist.h tm.

Contact: The DaCo Corp., 3736 West River Dr., Comstock Park, MI 49321; Ph: (800) 331-1287; E-mail: cheryl@davekahle.com; Web: www.davekahle.com

19

Mamber Spotlight

Carfaro Ornamental Iron Works: The Next Generation Modern

technology, combined with an oldfashioned work ethic, are the keys to success for this shop.

By Mark Hoerrner Joseph Carfaro’s day starts like most corporate leaders. After his hovercraft delivers him to work, he steps on the automatic conveyance that carries him at a lazy pace toward his office, a floating circular room above the shop floor.

Once inside, he looks out through the windows at the myriad of Mark 7 robots conducting routine maintenance and working through the day’s first production jobs. He watches carefully as one of his workers pushes a single button and his Railinator 3000 instantly pumps out 400 feet of pristine powder-coated rail.

Another job completed, Carfaro 20

slides behind his desk and begins an arduous day of reading the digital newspaper and sipping coffee.

Reality check – and a look into the future Now, anyone who knows Joe Carfaro knows that he doesn’t lead this kind of George Jetson lifestyle, but the concept of an automated world is one of the keys to his success as a fabricator. He comes from a family of metallurgists.

In fact, like many offspring of fabricators, he went to work in his dad’s shop early on and caught the fabricator bug. He constantly developed ideas on how to improve both quality and production speed, but his father and

For your information For more than a decade, Carfaro Ornamental Iron Works has specialized in custom-fabricating aluminum railings, fencing and gates for multi-family, residential, hotel and commercial projects.

Contact: Carfaro Ornamental Iron Works Inc. 2075 East State St. Hamilton, NJ 08619-3307 Ph: (609) 890-6600 E-mail: joec@carfaro.com Web: http://www.carfaro.com Fabricator

March/April 2007

uncle were resistant to his ideas. They were happy with the pace of their operation and level of success. That obstacle was the catalyst for Joe Carfaro’s transformation from business worker to business owner: He began to learn everything there was to know about automating a fabrication shop.

Thus, Carfaro Ornamental Iron Works was born and Joe went to work.

Taking another new tack, Carfaro did something that many fabricators are looking at as the business path of the

future – specialization. He transformed COIW into Carfaro Railing Inc. and began to develop large-scale residential development clients and other multi-family unit builders to focus on balcony railings, fencing, exterior access railings and similar projects.

“We’ve really had time to craft what we offer, which is bulk fabrication of powder-coated aluminum railing,” says Rob Blackmun, sales manager.

“Our focus is on producing mass railing as opposed to the architectural or

By sorting the business into these three areas, the company is agile enough to respond to a simple request for a gate and fence system at a private residence or to bid on the railings for elegant balconies on a 1000unit condominium structure. ornamental iron work that was a much larger part of our business when we started.”

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March/April 2007

Fabricator

21

An extra “hand” in the shop

LEFT: A custom automated process delivers a perfectly even powder coating to alunimum railings.

ABOVE:

Carfaro’s automated systems ensure consistent quality and the ability to deliver large-scale projects on time.

22

The modernization of the New Jersey-based operation included bringing in specialized robotics to automate processes. Carfaro uses robotic welders that allow traditional picket and rail systems to be accurately welded in the same spots each and every time. Recently, Carfaro also integrated a waterjet metal cutter into the operation to be able to do custom designs on railing interior panels.

Further, Joe became one of the first fabricators on the East Coast to sport his own line of powder-coated aluminum railing where he didn’t have to use an outside contractor for the coating. To increase consistency in the railing development process, Carfaro introduced specialty automation that gives each aluminum railing a perfect powder coating by managing the delivery of coating materials.

“There’s more consistency in the machine than in a manual system,” says Mark Madeira, Carfaro’s operations manager. “There’s self-monitoring for the chemicals on a repetitive basis where if you were doing the process by hand, you’d have to constantly check the Ph level by strip every so often. You’re not likely to do that every two minutes and instantly alter the chemical distribution, but the machine can monitor the chemistry and make those changes.”

Quality is another issue in the production house that runs alongside being able to get a job done on time.

With the machines keeping the quality constant, repetitive work can be completed without error and keep an installation schedule on time. Carfaro says being able to deliver a job in budget and on time is one of the key factors in the success of his business.

“We own the production from the start,” Carfaro says. “Where other shops might run into having to use sub-contractors for the coating process, we do it in-house. We control the schedule. We control the production. By doing so, we don’t lose the client because one of the vendors we used failed to keep up with the project.”

Fabricator

March/April 2007

Considerable portfolio of work In the world of fabrication, it’s one thing to turn out a good railing or scroll design, but it’s entirely another to propose, book and complete largescale projects on time. Carfaro, however, has developed its professional reputation on exactly that.

Though not formally divided as such, the company basically has three divisions – a homeowner’s division, a large-scale residential division and a commercial group. By sorting the business into these three areas, the company is agile enough to respond to a simple request for a gate and fence system at a private residence or to bid on the railings for elegant balconies on a 1000-unit condominium structure.

Quincy Towers, a large scale multifamily project, is one of the places where Carfaro has demonstrated its ability to combine functionality and design, Madeira says. The company pitched the client on railings that weren’t a standard picket and rail design and won the contract. Other projects, like the Essex and Sussex projects revitalizing an ancient hotel are showcases for the company’s ability to integrate custom railings into traditional architecture. The company has also been part of the renaissance of Long Branch, N.J., where it provided all of the railing for the Pier Village Project.

But what about the people?

With all these machines handling traditional production roles, it would seem likely that there were no places for the human factor, but Carfaro is a 100+ person operation where workers are never undervalued. The company’s atmosphere is laid back, Madeira says, despite the high level of production going on each day.

“I’d say it’s relaxed, but that’s not a good interpretation,” Madeira notes.

“Things get intense, but they are also very open and informal. The environment is friendly.”

“I can bring in all the robots I want,” Carfaro says, “but if I don’t surround myself with good people, this whole company will fold.”

It’s this idea of making sure that 24

ABOVE: The company manufactures products for a variety of customers, from largescale commercial projects to residential needs.

Fabricator

March/April 2007

the human labor at Carfaro feels appreciated that has led him to do some things that corporate America tends to forget. For example, every morning he’s physically at the office, he personally visits every employee and shakes their hand.

“This is one of the key factors that keeps our turnover low,” Madeira says.

“The employees – at every level – feel they are more than just a number.”

In addition to the morning handshake, Carfaro makes a point of remembering each employee’s birthday. When that employee’s date rolls around, Joe personally presents them with a card and gift – usually a $20 bill – and celebrates with them. Employees are also included in both quarterly and annual profit-sharing.

Blackmun says that Joe’s personal attention to each member of the company has led to unprecedented loyalty.

“Over the 13 years I have been here,” Blackmun says, “the loyalty I have seen to Joe is astounding. At some of the other companies where I have

Corporate America could learn a lot from this shop’s practices. Joe Carfaro shows his employees his appreciation the old-fashioned way: he greets each one with a handshake every morning. He also recognizes their birthdays and includes them in profitsharing.

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worked, the employees viewed their position as just a job. That’s not the case here. Everyone has a place and knows that at the end of the day, their input was just as valued as the next person.”

Blackmun says this isn’t limited to just regular job performance. Carfaro takes the time to listen to ideas and input about ways to improve or enhance the business.

“I have an open audience with Joe about things concerning the company’s direction,” Blackmun says.

Blackmun should know a bit about bosses who go the extra mile for their employees. Before Carfaro, he had the chance to work for legendary casino developer Steve Winn at the Atlantic City Golden Nugget. Among Winn’s many accolades was how he treated his management and staff. Blackmun was one of the managers there who was given a car in appreciation for his work.

Carfaro is humble about the success of his business.

“It’s the people, really, that make the difference in my day,” he says. “When you have a strong staff, you can walk away at the end of each day knowing that things are in good hands, that things are going to be taken care of. I can’t tell you how much easier that makes decisions in business. When you have a team of professionals who all want the same success, you’re unbeatable.”

And with that, Joe returns to dreaming about the hovercraft he’ll one day own.

Fabricator

March/April 2007

Shop Talk

Open die power hammers can increase forging efficiency While a

power hammer can expedite the forging process, it requires a trained operator to produce the best results.

By Todd Kinnikin Eureka Forge “The Helper with No Bad Habits” —1900s power hammer advertisement As an increasing number of our industry’s clients ask for customforged iron components, fabricators are seeking ways to expedite the forging process. While power hammers are not a substitute for forging skills, they can increase speed and efficiency while reducing physical effort.

The following abbreviated discussion of power hammers is intended solely as an introduction. It is based upon our personal experience with the equipment we use and our knowledge 28

of what is available in the marketplace.

Take the time to do your own research.

For your information

Safety Power hammers are a prime example of the adage that “The only cure for stupid is natural selection.” Make sure you understand how these machines operate. Simply put: if you do not respect them, they can maim or kill.

While power hammers customarily have guards on belt, pulleys, flywheels, toggle arms, actuating pedals, etc., the dies themselves are exposed! These dies open and close at a rate of 250350 blows per minute, and cannot distinguish between a piece of steel and

There is plenty of good information about power hammers, safety and techniques online. Here are a few links for educational and product information: www.ozarkschool.com

www.powerhammerschool.com www.littlegianthammer.com www.bigbluhammer.com

Author Todd Kinnikin is owner of Eureka Forge, House Springs, MO. Ph: 636-938.4455 E-mail: tkinnikin@starband.net Web: www.eurekaforge.com Fabricator

March/April 2007

what’s holding it. You must keep these machines clean, lubricated, and adjusted.

If you purchase any hammer with a spring, REPLACE IT WITH A NEW ONE REGARDLESS OF ITS APPARENT CONDITION. Put a safety cable through it if it’s a coil; or around it if it’s a leaf. If your mechanical hammer isn’t slinging oil, it’s under-lubricated, wearing excessively, and may bind up.

OSHA regulation 1910.218 will provide additional safety information.

Many shops (ours included) will texture or chamfer corner edges on cold material. If you’re not an experienced operator, DON’T DO THIS. I believe most injuries occur because of cold stock either “getting away from” an inexperienced operator, or cold stock (lack of heat) allowing the operator to get too close to the dies. Common sense (“slow at first”) and proper training will minimize the risk of injury.

No one in our shop has ever been

injured by a power hammer, but we all remain very respectful of this equipment.

Education The institutions listed on page 98 of the May-June 06 Fabricator as well as The Ozark School of Blacksmithing in Potosi, MO offer instruction in power hammer tooling and operation.

They have an excellent group of instructors drawn from the U.S. and abroad. Some universities offer power hammer instruction, as well, through their Metal Arts departments. Various chapters of ABANA provide demonstrations and workshops at regional conferences.

If purchasing a new hammer, ask about setup and training. Some, if not all, vendors offer it.

Size matters Power hammers are generally rated by the static weight of the ram and top die – 25 lb., 50 kg., etc. This method does not account for the air, steam, or spring force driving the ram, and therefore doesn’t accurately measure the force of the blow. It’s what we have, however, so we’ll use it. Of equal importance is the speed (in blows per minute). Remember – “Strike (as often as you can) while the iron is hot.” Twenty-five lb. to two hundred lb. hammers will perform most any function required in a custom shop so long as you’re not planning to forge a one-piece newel in a single heat.

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Air driven vs. mechanical hammers Air hammers, erroneously touted as being superior to mechanical hammers, have fewer exposed moving parts, and are more expensive. It seems unreasonable to compare a new air hammer to a 90-year old mechanical hammer resurrected from a barn, which was probably in need of repair at the time it was put away. In our experience, a properly tuned and overhauled mechanical hammer is every bit as useful as an air hammer, new or old.

One is not better than the other; they’re just different.

Fabricator

March/April 2007

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100 Lb. Bradley Horizontal Helve Mechanical Hammer.

32

Of the many configurations of mechanical hammers, the vertical guided-ram is the most prevalent.

They are simple, and easy to use and maintain. To my knowledge no manufacturer offers new mechanical hammers. The Little Giant Company, however, carries an inventory of replacement parts. It also operates a repair service, and offers reconditioned hammers for sale when they are available.

Air hammers are divided into two main categories – “Utility” and “SelfContained.”

Utility hammers require an external high-pressure, high-volume air supply.

Sizes range from 100 lb. up to “Don’t use near a seismograph.” They have a more compact footprint than a selfcontained hammer and are, in our experience, a little more finicky when it comes to delicate work.

Self-contained hammers make their own air (low-pressure/high-volume) and are more controllable.

Fabricator

March/April 2007

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How our hammers are used at Eureka Forge

100 Lb. Bradley Horizontal Helve Mechanical Hammer: This hammer, built in 1902, was used in an industrial plant until it closed in the 80s and we are the second owner. It’s heavy, hard to set up and scary to watch. It also doesn’t care if the metal is hot; hit a cold bar a few times and watch it turn red. Its primary use for us is texturing stock and drawing large work as shown in the photo on page 32. (You can also re-point a broken jack hammer bit in 7 seconds.)

25 Lb. Little Giant Mechanical Hammer: We sped up our Little Giant to about 340 blows per min. It’s reliable, controllable, and easy to operate.

It slings grease and oil everywhere.

We use it primarily for truing, light forming, and making leaves. Most anything you can accomplish at the anvil goes better with this hammer nearby.

300 Lb. Chambersburg Utility Hammer: Our Chambersburg, originally used in a steam power plant is now powered by two 7 ½ hp air compressors. This hammer is most commonly used by a single operator but can be run by a “driver” while the smith holds the work piece with tongs and whatever “top tool” he is using to form the metal We use it for drawing out and shaping large stock (up to 3 ½” square). The photo at the beginning of this article on page 28 shows Master Blacksmith Rod Roots using a set of forming dies to forge a knuckle in the center of a 1 ½” sq. bar. He will then draw out each end on the Bradley to form a one piece baluster.

50kg. Say-Mak Self Contained Air Hammer: This, our newest hammer, is also the most versatile. It’s expensive and is worth the money.

The dies can be changed in less than two minutes. (We have six sets for different operations) Most every one in our shop uses this hammer for incidental work although I still find myself using the Little Giant. Photo #4 shows Rod forging a bamboo leaf for a garden gate.

As is the case with any tool, a 34

Above: Stu forges small scroll tapers with the Little Giant Mechanical Hammer.

Above: Rod forges a bamboo leaf for a garden gate with the Say-Mak Self-Contained Air Hammer.

power hammer is as good as the operator but the learning curve is shorter than you might think. The ease with which an ingenious metal worker can

modify and supplement purchased items will earn the power hammer a place in your shop. From there, the possibilities are endless.

Fabricator

March/April 2007

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Bridging the designcommunication gap between architects, designers, and fabricators An online reference

guide provides useful information on a variety of metals commonly used in this country.

By Sheila Phinazee Larry Wood of MetalReference.com has created Architectural Metal Design Guides of the 49 metals commonly available in the US, because, as a fabricator, he saw the need for this resource in working with designers.

“Architects and interior designers have great difficulty designing with metals,” Wood says. “This is because there is so little information on what the metals are, their shapes, forms, and sizes regularly available in the USA.” Wood explains, for example, that structural shapes such as I-beams, channels, and angles are available in hot rolled steel, but not in cold fin36

ished steel. Bronze angles and channels are available only in one alloy of bronze, tubing in another, and sheet and tubing in yet a third, but not in the first two shapes.

To add to their confusion, once architects and designers choose a shape, that “shape” can vary from metal to metal. Woods points out that square tubing in steel has rounded shoulders, but square tubing in aluminum has sharp corners, which makes a huge difference for finished products.

“Designers were designing things that couldn’t be built,” Wood says.

Wood envisioned a tool to help prevent this disconnect—a guide to help designers, fabricators, and all the

trades involved to communicate effectively. So, after years of work, Wood

For your information MetalReference.com provides information on:

stainless steels hot rolled steels cold finished steels aluminums copper alloys

In addition, the site features an extensive portfolio of custom work done for private clients.

Fabricator

March/April 2007

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The feedback has been very positive from a broad spectrum of folks, from motorcycle builders to students to architects.

“People love it. Many people were not aware that each type of metal is only available in a restricted set of shapes,” says Wood.

developed metal guides by compiling all 49 metals commonly available in the USA. They consist of stainless steel, hot rolled steels, cold finished steels, aluminums, and copper alloys. The metal groups are arranged by color, by finish, by metal, by form, and in comparison to each other.

Specialty or proprietary shapes are not included, only regularly produced alloys, shapes, and sizes for each metal group that are available from coast-to-coast are published on the website.

Although none of the information contained in the guides is original, Wood’s endeavors have put it all in one place. Architects, designers, fabricators—anyone—can access this information at the website Wood has developed at www.metalreference.com.

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The Journey It took three years of information gathering and 700 hours of work on the website. Sample packs costing $700 each was more than most were willing to pay. The Harvard Design School was one who did purchase the metal samples.

Architects, however, are a tougher sell since most receive free samples from their subs.

“Architects are deluged by proprietary samples for carpet, stone, etc. but metals are not propriety, they are the same from every supplier,” says Wood.

This can result in a Catch-22 for metal fabricators who are trying to win the job.

“Architects rely on fabricators to supply material samples before sealing the deal, but it’s a double-bind, most fabricators need a contract in hand first,” says Wood. “Having samples in hand help create the documents during the intermediary time before a contract is signed.”

Instead of focusing on the costly sample packs to get the information out there, Wood turned to the web.

“I decided to make it a freebie and readily available to anyone who needs it by posting it on the web,” Wood says.

Wood, who specializes in architectural metal fabrication, notes that five separate elements of working with metals must be considered for design: alloy - the actual metal which has its own color specific to that metal (There are 24 distinct colors among the 49 metals.)

etc.

shape – angle, square, bar, plate, sheet, round tubing,

abrasive finish

patina (blackening, browning, or other chemical treatment) protective clear organic coating to inhibit oxidation and wear

Call for Free Catalog - 800/446-6498

NC Tool Company Inc 6133 Hunt Road Pleasant Garden, NC 27313 336/674-5654

38

NOMMA Connection After researching the 66 abrasive finishes, Wood found that NOMMA had done great work in making this same information available with a similar spirit of sharing knowledge.

“I like the spirit of publication that NOMMA brings to the industry. We all benefit, get more work, make more money, and improve our skills by sharing information,” Fabricator

March/April 2007

Wood says. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re in the business of selling work not information. NOMMA makes a point of educating and encouraging others in a tough industry.â&#x20AC;?

Excellence in Traditional Components

Next Step Next, Wood is looking for a publisher to make the guides portable, in a form thatâ&#x20AC;&#x2122;s easy to read, and easy to understand, similar to Pantoneâ&#x20AC;&#x2122;s color wheel. â&#x20AC;&#x153;A hand-held version of the guides will be very useful to architects and designers, like the Pantone color cards, and can be used on site.â&#x20AC;?

Users could then compare different metals, shapes, and sizes without needing a computer and the terminology could be standardized.

Wood says, â&#x20AC;&#x153;If you say the number of the color on a Pantone card in LA, it would be the same in NY or anywhere else. The colors match regardless.â&#x20AC;?

Similar metal cards would naturally be more complicated to take into account all the details of metalwork. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s not simply the color, finish, shape, and dimensionâ&#x20AC;&#x201D;itâ&#x20AC;&#x2122;s all the above at once, so itâ&#x20AC;&#x2122;s more difficult to work with,â&#x20AC;? says Wood. This makes having a reference on hand even more necessary.

Wood has approached architectural associations and all the big architectural magazines with his guides. Some of these magazines have published articles on the metal guides, but according to Wood, they were regarding it more as an innovative, new product rather than focusing on the relevant information they provided.

Wide Range of Spindles JuliusBlum&Co.Inc IS PROUD TO INTRODUCE THREE NEW FORGED STEEL DOUBLE CENTER SPINDLES #OMPLEMENTING *ULIUS "LUM S EXTENSIVE INVENTORY OF CONTEMPORARY AND TRADITIONAL SPINDLES PRODUCTS 526-R 572-R AND 598-R ARE LONG AND MAY BE USED ALONE OR COMBINED WITH SINGLE CENTER SPINDLES , , AND , TO FORM INTERESTING AND ALTERNATING DESIGN PATTERNS Email us today at bluminfo@juliusblum.com for your free copy of our current Catalog and accompanying CD TO VIEW OUR SUPPLY IN ALUMINUM BRONZE NICKEL SILVER STAINLESS STEEL TITANIUM AND MALLEABLE IRON !LL ITEMS SHOWN IN OUR LITERATURE ARE CARRIED IN STOCK IN LARGE QUANTI TIES FOR PROMPT SHIPMENT

His Biz Woodâ&#x20AC;&#x2122;s business is based in Wyalusing, PA with most of his clients located in New York. Wood has been fabricating for about 20 years, getting his start by working for a woodworker. He started his own business a year later, however, because he didnâ&#x20AC;&#x2122;t like working for someone else.

It wasnâ&#x20AC;&#x2122;t long before Wood started getting into other materials, too.

March/April 2007

Fabricator

0 / "OX #ARLSTADT . *

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39

What’s important is to learn how to learn about a new material.

Once you know that, you can move your business into any material.

“While woodworking, I realized that most people also needed metal, glass, or stone and the ability to interact with other trades,” says Wood. “I found a market for combining them.”

Initially, metal intimidated Wood, but he soon got his start in working with metal by beginning with nonferrous metal.

“I realized that nonferrous metal can actually be cut on a wood working saw, using a metal blade and lubrication,” Wood says. “It’s harder, takes longer, is more dangerous, but it works.”

Wood encourages others to explore other materials, especially for architectural metalworkers, because the work invariably interfaces with work from other trades. If you are versed in those trades, your installations, quality of work, and the experience of your client are helped in every way.

“Often, on site, this ability makes you part of the solution instead of part of the problem. Every time you work with a material, you learn about that material and the tooling and techniques specific to working with it,” Wood says. “Learning about other unrelated materials is the same. What’s important is to learn how to learn about a new material. Once you know that, you can move your business into any material.”

Wood decided to focus on metal because it is the largest materials market in the world—nearly everything that’s made has metal as part of it. However, being able to handle wood, glass, stone, or organic finishes as well has been beneficial to his business.

“Often a single piece will have several different materials from several different trades in the same piece. We tell architects, we can do the metal part, or the whole thing, if it suits you,” Wood says.

“This is a terrific service to our clients because they are not trying to coordinate several trades for the piece. It makes the project much more trouble-free for them.”

40

Fabricator

March/April 2007

From a full line of ironworker and related tooling, to the machines that use them, we have what you need for fast, efficient metal fabricating.

For nearly 100 years, The Cleveland Steel Tool Company has served the metal fabricating industry by providing high quality products for fast, efficient metalworking. We have more tooling ready for immediate shipment than any other tooling manufacturer. Our line of versatile, affordable, hard-working ironworkers will give your shop the competitive edge you need.

For hole making on the go, you canâ&#x20AC;&#x2122;t go wrong with The Porta-Punch, a 35-ton portable punching machine. Several magnetic drilling machines and a full line of cutters are also available. Whatever your fabricating needs may be, count on The Cleveland Steel Tool Company for the best products available, friendly and fast service, and expert technical support.

800.446.4402 â&#x20AC;˘ www.clevelandsteeltool.com â&#x20AC;˘ sales@clevelandsteeltool.com

Special Feature

Supplier Showcase 2007

METALfab 2007 was held at the lovely Sandestin Golf and Beach Resort in Destin, FL. Attendees packed the exhibit hall for the annual trade show.

METALfab 2007 exhibitors recap their products and services. For

a complete listing of these exhibitors, log on to: www.nomma.org.

Alloy Casting Co. Inc. Alloy Casting Co. Inc. of Mesquite, TX showed a line of over 900 stock items of aluminum ornamental castings and aluminum hardware. Also at the booth were several examples of custom castings and corrosion resistant castings that were created for fabricators and architects across the USA. The group picture of three 10”x40” leaf patterns is an example of a custom application.

Ph: (800) 527-1318; Web: www.alloynet.com Architectural Iron Designs Architectural Iron Designs featured a variety of finishes for ironwork, especially Vinylast—the solution for common painting and finishing problems for metalwork. This paint requires no priming and dries rapidly. It provides 42

excellent adhesion, even to hot dipped galvanizing.

Complete your project with the company’s patinas to create beautiful antique and highlighted finishes. Use Rourke’s Anti Rust, a new product that neutralizes rust, and then seals, primes, and protects ironwork.

Ph: (800) 784-7444; Web: www.archirondesign.com Big Blu Hammer Mfg. Big Blu Hammer Mfg. was proud to introduce New & Improved Big BLU MAX—with improved pneumatics for maximum power, maximum speed and maximum productivity!

The MAX models hit harder and faster than all previous models. Both machines use Big Blu’s famous Quick Change die system and all dies are made of Heat Treated S-7 tool steel.

All products are American made; components and technical service are only a phone call away.

Ph: 828-437-5348; Web: www.bigbluhammer. com

Fabricator

March/April 2007

Versatile.

All railings are not created equal.

That’s why we designed our CableRail™ assemblies with quality and versatility in mind.

These sleek and durable stainless steel cable assemblies are beautifully unobtrusive and come in a variety of diameters and lengths to fit any railing design you devise, indoors or out.

And our unique, small-profile QuickConnect hardware makes installation a breeze.

CableRail™ – the versatile solution.

Architectural Cable Assemblies For free catalogs 1·800·888·2418

www.cablerail.com/fab0107 Feeney Architectural Products Photo: ©2004 Jay Graham

The Cable Connection The Cable Connection presents New Push-Lock™ fittings from Ultra-tec® Cable Railings systems make installing cables in railings easier than ever.

Cables can be cut to length on the job site and the fittings attached to the cables by hand, entirely eliminating the need for swaging in the field. Made of stainless steel, Push-Lock™ fittings are attractive, economical, and easy to install. Ultra-tec® cable railing products are manufactured by The Cable Connection. View the entire line at our website.

Ph: (800) 851-2961; Web: www.ultra-tec.com The Cleveland Steel Tool Company The Cleveland Steel Tool Company provides a complete line of high quality, high performance punches, dies, shear blades, and related tooling for hundreds of brand name ironworkers and metalworking machines.

The company has the largest inventory of ready-to-ship stock tooling than any other tooling manufacturer. Non-stock sizes of standard shapes can be shipped in only 48 hours. They also offer their own line of versatile, American-made ironworkers, a portable punching machine and magnetic drilling machines, perfect for use in ornamental metal fabrication.

Ph: (800) 446-4402; Web: www.clevelandsteeltool.com CLS Enterprises CLS proudly introduced Custom Cast Ornamental Panels to METALFab 2007 visitors. This is a totally new and unique way of producing ornamental metalwork. We use 44

evaporative pattern technology combined with our own proprietary CNC cutting system which allows us to cast a panel 45½” x 48’ tall in a single pour. Our cast panels are the realistic and affordable alternative to hand forging.

Ph: (352) 369-0177; Web: www.clsent.com CML USA CML USA Ercolina’s CE40MR3 angle roll is capable of bending a wide range of tube, pipe, and profiles to CLR as small as four times diameter of the work piece. It operates in vertical or horizontal position. A universal tooling set is included with each machine.

The reinforced engineered mainframe design is proven to outperform competitive models. Patented by Ercolina©; simultaneous downfeed and roll movement to minimize deformation. Threaded roll with micrometric flange adjustment help eliminate spacer usage. Features in-line direct drive roll shaft system.

Ph: (563) 391-7700; Web: www.ercolina-usa.com CRL

CRL introduces Stainless Steel Post Railing Kits for commercial and residential applications in a variety of styles, dimensions, and finishes. Designed and manufactured by CRL for interior or exterior handrail and guardrail applications, these kits accept 1/2” tempered glass. They include end, center, and corner posts, and come complete with base plates and factory-mounted fixed glass fittings. See CRL’s entire selection of railing and windscreen products at www.crlaurence.com.

Ph: (810) 225-4640; Web: www.crlaurence.com Fabricator

March/April 2007

W H AT A L L T H E F I N E S T A D D R E S S E S A R E WEARING THIS SEASON.

The EL2000 â&#x20AC;&#x201C; the hot new look in telephone entry and access control systems.

Beautifully engineered for gated communities, yet powerful and adaptable enough for use in apartment buildings, condo complexes, and commercial applications.

Digital audio technology for the clearest voice and reduced background noise interference.

Voice prompting provides audible assistance at the push of a button for ADA-compliant installations.

Sharp backlit screen clearly displays up to 4 lines with 20 characters per line.

Aluminum-alloy housing that is corrosion resistant for long-lasting beauty.

Greater flexibility allows you to purchase the EL2000 as a base unit or order it with optional plug-in modules for customizable solutions right off the shelf.

Simplified installation and easier programming combined with sleek, modern styling make the EL2000 the most versatile telephone entry and access control system in its class.

Visit www.chamberlain.com or call 1.800.323.2276 to learn more.

M A K I N G AC C E S S E AS I E R

Black

Nickel

Gray

DJA Imports

manual top roll adjustment and both have dual driving rolls, LED readouts, foot pedal rotation switches and mobile operator controls stands. Standard tooling bends flat, round, square bar stock, T’s, C’s, rect./square tube and some angles.

Ph:(251) 937-0947; Web: www.eaglebendingmachines. com

DJA Imports introduced a new 2” solid steel molding with a twist! It’s currently in stock and ready for immediate shipping.

Ph: (718) 324-6871 Web: www.djaimports.com

Eagle/Carrell Eagle/Carrell features Eagle Bending Machines, offering the 2007 ZM/ZH Universal Roll Benders as an economical alternative to fabricators bending up to 2’“square tube for gates and larger steel, bronze, or aluminum cap rails. You can choose between hydraulic or

46

Hebo/Stratford Gate Systems, Inc. Hebo invented the modern wrought iron machine and is the worldwide leader in this field.

The multi-functional Hebo system can twist, endforge, scroll, emboss, texture, hammer tube, and press belly pickets. The Hebo is designed and built by German blacksmiths for the ornamental iron industry. The Hebo system will bring new levels of production and creativity to the Ornamental Iron Fabricator.

Ph: (503) 722-7700; Web: www.drivewaygates.com

Fabricator

March/April 2007

King Metals King Metals proudly offers its clients a tool that harnesses the power of computer driven plasma cutting. This newest addition to King Architectural Metal’s family has the capability of cutting through virtually any steel plate up to 1” thick, as well as cutting bevels.

Choose from a large selection of pre-designed templates or send in your artwork and the company will cut your custom piece for you.

King Architectural Metals’ in house staff of artistic professionals is here to assist you in making sure your ideas

come to fruition. Call today to find out more about the company’s custom Hi-Def plasma cutting services.

Ph: (800) 542-2379; Web: www.kingmetals.com Laser Precision Cutting Inc. Laser Precision Cutting Inc. (LPC) has been a leader in the metal cutting services industry since 1989. LPC utilizes laser cutters, a water jet, a press brake, and welding equipment to produce parts to customer specifications.

LPC stands above all competition with their attention to detail, dedication to achieving customer satisfaction, and fast turnaround time. LPC’s job is the customer’s satisfaction.

Ph: (828) 658-0644; Web:www.laserprecisioncutting. com

In Stock Ready To Ship.

Steel & Aluminum Drive Gates Residential & Commercial Steel Fence Panels Aluminum Fence Panels

House Vents, Balusters, Rail Panels, Castings, Security Doors, and Mailbox Assemblies.

Contact Us For A Complete Product Catalog.

5768 Distribution Dr. Memphis, TN 38141 (901)547-1198 Ext. 124 Fax: (901)547-1148 March/April 2007

Fabricator

47

Lavi Industries Lavi Industries showed Lavi Industries’ Stainless Steel Glass Mounted Handrail Bracket (Item#40-308GM) made from Alloy 304 solid stainless steel. Its satin finish creates a sleek, modern appearance.

The bracket’s modular construction enables maximum flexibility by just changing out a component. Perfect for glassmount, wall-mount, concealed, or low-line or high-line saddle post.

Available for 1’’ or 2’’ diameter tubing.

Ph: (800) 624-6225; Web: www.lavionline.com MB Software Solutions MB Software Solutions demonstrated their FabMate software. Looking for relevant software to meet the demands of a growing business, a local fabricating company enlisted the help of MB Software Solutions in Pine Grove, PA. Geared toward the fabrication division in the ornamental iron industry, FabMate was created as a completely customizable, user-friendly program, which enables the user to produce accurate estimates, maintain inventory records, track labor hours, record employee project time, and increase the overall efficiency of a fabrication shop.

Ph: 717-350-2758; Web: www.FabMate.com

Rockite Div. of Hartline Products Co. Inc. Rockite is a powder-like compound that mixes with water to a pouring or pliable consistency for the quick and permanent repair of cracks, holes, or breaks in concrete. It anchors bolts and similar items in concrete with more than twice the holding power of fully cured concrete alone.

Rockite develops compression strength of 4,500 lbs. per square inch within one hour. Adhesion is due to expansion and when fully set, it grips metal to concrete permanently.

Ph: (216) 291-2303; Web: www.rockite.com Sumter Coatings Sumter Coatings featured paints, primers, and topcoats especially for ornamental and miscellaneous metal. The firm’s popular Satin Shield Enamel was a featured product.

Satin Shield is a fast drying direct-to-metal paint offered in assorted colors.

Ph: (888) 471-3400; Web: www.sumtercoatings.com Texas Metal Industries

Mittler Brothers

Mittler Brothers showcased the “Ultimate Tubing Notcher,” available in Standard, Upgraded or Variable Speed models. It was designed especially for the tube fabrication professional who demands accuracy and productivity to the highest degree. The “Ultimate” offers the best of both worlds: the highest degree of quality with the minimum consumption of time.

Many NOMMA members have these machines in their shops. Call for a free catalog.

Ph: (800) 467-2464 ; Web: www.mittlerbros.com 48

Texas Metal Industries has been serving the Ornamental Metal industry for more than 25 years. The company’s knowledgeable staff, along with its variety of products, makes TMI your one-stop shop for all your ornamental metal needs.

TMI has five locations nationwide ready to serve you, as well as an online store, which features a convenient shopping cart order system. TMI thanks you for visiting their booth at METALFab 2007. They look forward to continuing to serve you. If they just met you at the conference, they look forward to the opportunity to earn your business.

Ph: (800) 222-6033; Web: www.txmetal.com

Fabricator

March/April 2007

The Wagner Companies

The Wagnerail™ Stainless Steel System utilizes Wagner’s Slotted Tubing to create a top and bottom capture for infill panels. All connections are mechanical for easy field installation. Multiple infill options are available – 3Form Ecoresin Panels or glass, Banker Wire Archimesh™ Woven Wire and Ultra-Tec® Cable Railing.

For accent or practical lighting, Lumenrail™ integrates a low voltage LED Light Strip within the Cap Rail.

Contact The Wagner Companies for complete information or a 2007 catalog.

Ph: (888) 243-6914; Web: www.wagnercompanies. com Wrought Iron Concepts, Inc. Finish Ready plain, hammered, and twisted decorative pickets tapped and drilled to receive our new “Picket Topper” (patent pending). The new “Picket Topper” is a 1/2” round, ¾” long doweled pin with threads on one side and a hex screw top on the other for tightening. It also features a hole drilled through the side so that your decorative picket can easily be hung for custom powder coating, painting, or faux finishing. Eliminates welding on washers or drilling holes to powder coat the decorative pickets your customers are demanding. Call today for special catalog and pricing!

Ph: (877) 370-8000; Web: www.wroughtironconcepts.com March/April 2007

Fabricator

49

Online Savvy

How’s Business?

An online survey provides an instant

readout on business performance by region and industry sector.

How’s it going? For business owners and managers, that’s more than a rhetorical question. Their decisions on future purchasing, expansion, hiring, marketing and other critical strategic matters can rest upon the business climate in their industry and in their region. With a visit to YourIndustryStudy.com (YIS), respondents who complete a brief, anonymous, free online survey will see how their businesses’ performance compares with peers in their region and industry sector.

“Sound business decisions are based on the most current and relevant data available,” says Dennis Waterman, creator of YIS. “Unlike government reports, the data gathered by YourIndustryStudy.com is always fresh. Each month, YIS offers employment, sales and profit data from the preceding month, rather than the preceding quarter or year,” continues Mr. Waterman.

A further value of YourIndustryStudy.com is the data it

provides respondents to help them gauge their company’s financial and sales performance against aggregated data from other companies in their region and in eleven industry sectors. Through its affiliated and linked site Accountant ReferralDirectory.com, YIS can offer users access to a nationwide network of financial professionals.

YourIndustryStudy.com and AccountantReferral Directory.com are owned and operated by Professional Controllers, Inc. of Philadelphia. Dennis Waterman is the founder and president of the financial consulting firm.

Waterman began helping connect accountants with clients in part-time controller and consulting assignments more than 20 years ago. Since then, PCI has helped hundreds of accountants and companies across the nation increase revenue and profits.

More information is available at the Contact section of each site.

Thanks to all of our METALfab 2007 sponsors!

Platinum

Industrial Coverage Corp.

Lawler Foundry Corp.

The Wagner Companies

Bronze

Upper Midwest Chapter of NOMMA

Silver

Julius Blum & Co. Inc. Carell Corporation Colorado Waterjet Co. Eagle Bending Machines Inc. Fabcad Inc. Innovative Hinge Products Mittler Bros. Machine & Tool Regency Railings Inc. Paxton & Thau Artistic Supply

50

Plan now for: METALfab 2008 The 50th Annual Convention and Trade Show of the National Ornamental & Miscellaneous Metals Association

Memphis, TN, April 2 – 5, 2008

Fabricator

March/April 2007

Paxton & Thau Exclusive Distributors of Grande-Forge in The United States 866-629-2790 www.paxtonthau.com

Our Dealers In The United States Artistic Orna. Supply

Elite Architechural Metals

R&B Wagner

Bama Foundry

Lawler Foundry Corp.

Steel Supply

Miami, FL 305-836-0192

Montgomery, AL 334-263-3446

Eastern Orna. Supply Freehold, NJ 800-590-7111

Elk Grove Village, IL 847-636-1233 Birmingham, AL 205-595-0596

Orleans Orna. Iron New Orleans, LA 800-824-3608

Butler, WI 414-214-8398 Houston, TX 713-991-7600

T.F.C.

Memphis, TN 800-258-4766

Sbjmjoht ? Hsjmmt ? Hbuft ? Cbmvtufst ? Cbmm Gjojbmt ? Bddfttpsjft ? Sbjmjoht ? Hsjmmt ? Hbuft ? Cbmvtufst ? Cbmm Gjojbmt ?

New York metalsmith boldy takes on new challenges

Unloading the casting for the Safra Synagogue doors.

Setrak Agonian at work at his shop office in Woodside, NY.

Setrak Agonian and the staff

at International Creative Metals show a passion for tackling large and complex projects

By Todd Daniel Communications Manager Setrak Agonian, CEO and founder of Inter-

national Creative Metals Inc. (ICM), is a man with a story to tell.

A machinist, welder, and blacksmith, Setrak began his career at a young age in Bulgaria. Several years later he emigrated to the U.S. with six dollars in his pocket and a sick mother. A proud Armenian, Setrak brought to this country his Old World metalsmithing skills and strong work ethic. And most importantly, he brought with him his life-long interest in machinery and his passion for finding ways to do things better.

And that is where the story begins. A highly regarded metalsmith with a wall full of plaques and honors, last fall I had the opportunity to visit this long-time NOMMA member. During my talks with Setrak a common theme continually came up: The importance of education and continually learning!

The result of Setrak’s lifelong quest for knowledge is reflected in every aspect of his business. ICM is a high-end architectural metalworking firm that has a zeal for taking on difficult jobs. Proficient in bronze, the 52

company regularly incorporates the latest technologies to produce outstanding projects. Located in Woodside, N.Y., a section of Queens, the company’s work can be seen throughout New York City as well as far away places like the United Arab Emirates.

During one of our interviews, Setrak recalled the time in 1976, just three years after his company’s founding, when he traveled to a machine show in Chicago. For a man who had grown up doing everything by hand, Setrak was amazed at the ingenious laborsaving machinery he saw at the show.

“I grew up in Bulgaria and as a 13-yearold blacksmith, we did all our work the old fashioned way. I put the metal in a vise, and filed, drilled, and formed everything by hand.” But at the show, he discovered machines that could cut heavy plate, punch holes, and more, all automatically. He was particularly impressed by one German machine that could easily do tasks that would normally require him hours to do by hand.

Setrak returned to New York with not only new equipment, but many new ideas as well.

As the years went by, Setrak remembered the things he discovered at the show when certain job requests came up. One day, a

For your information About the company: International Creative Metals Inc., 37-28 61st St., Woodside, NY 11377-2538. Ph: (718) 899-7306, Fax: (718) 5650854, Email: icmetalinc@ msn.com, Web: www.icmetal. com.

Company specialties: Proficient with bronze, specialty items, ecuminical, gates, doors, fencing, handrails, restoration, etc.

Provides in-house design and engineering. Experienced with advanced finishes, including patinas.

Noteworthy jobs: Safra Synagogue doors, Church of St. Ignatius Loyola restoration, Arlington National Cemetery Amphitheater, National Library sculpture, Abu Dhabi, Arab Monetary Fund Building bronze logo, Plaza Hotel elevator doors, etc., Rockefeller Center doors, Explorer’s Monument in New Hyde Park.

Fabricator March/April 2007

Job Profile historian artist approached him and requested a series of images that needed to be cut from bronze and embedded into a floor. It was the early 1980s, and in those days such work was typically done with a band saw, but Setrak remembered a waterjet system he had seen at the show. In no time at all, he was able to outsource the work to an East Coast waterjet cutting firm with spectacular results. “The man came over, put on his glasses, and was amazed at the perfection of the job,” he said.

Using Technology

Today, his firm uses AutoCAD and CNC cutting, and they regularly integrate new technologies into their projects. For instance, a proposal recently made for a police memorial included laser etching.

“For everything you do in life you have to have a vision,” he says. “When I have a vision and get a new job, immediately the computer in my mind starts working and I start planning out how I

am going to do this job, and I start to form a picture of us doing this job and figuring out what type of tool I’m going to use. The whole idea is to determine the instrument that I’m going to use to do the job in the quickest, safest, and most productive way.”

The results of Setrak’s “visioneering” approach can be seen in some of his most outstanding projects. For instance, the company recently received a 2007 gold Top Job award for a masMembers of the ICM team lay out a job. sive set of bronze doors that were fabricated for the Edmond J. Safra Synagogue in New York City (see pg. 54). One of the most challenging features of this job is an internal steel doorframe that is embedded into the floor, walls, and ceiling. The frame and hinges, which support the massive 18Setrak unveils a proposed foot doors, are so precise design for a memorial that that I was able to easily honors fallen police offers in open and close one of the Manhatten’s 17th precinct.

INFILL PANELS

We will custom fabricate infill panels to meet your specific requirements. Available in diamond, rectangular and square mesh with or without standoffs. Standard frame is 1" x 1/2" channel with hemmed edges. The panels are available in steel, aluminum and stainless steel in 10, 8 and 6 gauge. All types of finishes available. Division 5,8 and 10. Call us today and let us take care of your infill panel needs.

Diamond Mesh

Rectangular Mesh

Call toll free

1-800-609-8296

Square Mesh

950 Anderson @ Fab Road Litchfield, MI 49252-0388

Phone: 1-517-542-2903 Fax: 1-517-542-2501

www.JescoOnline.com March/April 2007 Fabricator

Diamond Mesh w/Standoff 53

Safra Synagogue Door Project International Creative Metal received a 2007 gold Top Job award for this set of 18â&#x20AC;&#x2122; high bronze doors. The doors adorn the Edmond J. Safra Synagogue in New York City.

The door frames are assembled in the shop.

TOP:

The castings are carefully measured.

LEFT:

The ornaments on the front side shell were cast using a loose wax bronze casting and finished to a dark brown patina. The design, which depicts the Jewish Tree of Life, was done by the well-known French architect Thierry Despont. Getting the casted sections to look like a single piece was a challenging part of the job.

TOP:

A close up of the casting shows the meticulous detail in the tree design. The casting contained holes that had to be filled and other imperfections that had to be corrected.

LEFT:

The doors were assembled in the shop prior to final installation. The inner panels are a piece of art themselves, and are clad with muntz metal sheets, given a satin finish, and oxidized in a light brown.

BOTTOM:

A special frame was embedded in the floor, walls, and ceiling to ensure that the doors would open and close flawlessly, with no vibration or space gaps. The floor piece had to be a perfect 90 degrees, and getting the entire frame precisely aligned was one of the greatest challenges of the job.

54

Fabricator March/April 2007

huge doors with the palm of my hand.

Another marvel of this job are the tree castings on the outside of the door, which are so well aligned that the design looks like a single piece.

In addition to regularly attending machine shows, Setrak also keeps himself educated by studying catalogs and advertisements, and doing a lot of reading — he particularly enjoys Fabricator magazine. “That’s why I’m a member of NOMMA,” he says. “When I open the magazine I see my experienced colleagues, and I can see what they have done and how they do it, and it raises ideas in my head.”

A full service shop

The staff of ICM proudly display the organization and storage capacity of their new installation truck.

The work of ICM covers the full gamut of ornamental and architectural metalwork, and includes bollards, memorials, gates, doors, fences, railings, light fixtures, grilles, restoration, sculpture, and religious ornaments.

Some of the company’s most famous jobs include the bollards for Arlington National Cemetery, a courtyard sculp-

ture for the National Library in Abu Dhabi, and the elevator doors at the Plaza Hotel.

One of the company’s most outstanding jobs is a pair of 30-foot bronze gates, each weighing 25 tons, that were crafted for the royal palace in Abu Dhabi. Fabricated in the early 1990s, the project has been the subject

March/April 2007 Fabricator

of a 13-year legal dispute, and they remain stored inside the ICM shop. Despite being in the shop for over a decade, when I flipped back the protective plastic, I was thrilled to see that the massive gates still had their shiny luster. While the dispute remains unresolved, Setrak is hopeful that a political solution will soon be reached. The

55

long-standing disagreement, which centered on major design changes ordered by the architect, forced his company into Chapter 11 in the mid 1990s, and the road to recovery was long and challenging. Setrak credits his wife Didi, who serves as business manager, and his friends at the Kiwanis Club for

helping to save his firm from bankruptcy.

Even during my visit in September, the company was continuing to take on new and interesting projects, such as a plaque display for a shipping company and a memorial wall for the New York Police Department’s 17 Precinct.

If you spend time with him, you will learn about his early days as a blacksmith and how he came to America, where he started out as a machinist and eventually started his own business.

As I continued to talk with Setrak and followed him on visits to clients, I learned that he had more than one story to tell—in fact, Setrak has many stories. If you spend time with him, you will learn about his early days as a blacksmith and how he came to America, where he started out as a machinist and eventually started his own business. His life is a textbook example of how a young immigrant found success through hard work and persistence.

Giving back

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In addition to the importance of continually learning, Setrak says it’s also important to always give back. He has exemplified such a spirit of giving throughout his life. Setrak’s other love, in addition to metalwork, is sports. A long-time member of the New York Athletic Club, he has been involved in amateur wrestling throughout his career, and he is internationally recognized for his accomplishments in this area. For instance, he helped get wrestling included in the 1998 Goodwill Games, he is past president of the Metropolitan Wrestling Association in New York City, and in 2003 he was named Man of the Year by USA Wrestling, which is the national governing body for amateur wrestling. In earlier years, he helped to promote world friendship by setting up wrestling competitions between the United States and teams from the former Soviet Union, Bulgaria, and Armenia. His other outlet for giving back is the Kiwanis Club, where he is a longtime member and former president.

“I invest my time with people who do good things,” Setrak says. “That’s why I’m a member of the Kiwanis Club. We do good things for the community.”

He has a special place in his heart for young people, and he expresses Fabricator March/April 2007

The work of ICM can be seen throughout the New York City area. Shown is a memorial plaque.

LEFT:

Team members install an art piece during a restoration project.

RIGHT:

“When somebody reads

about something I’ve done or sees something I’ve made and admires it, I hope to be remembered and I hope others will learn something from me.” concern for the state of education in today’s society. “Young people should realize that, without education, you cannot even be a janitor anymore.

Computers are going in everywhere and in our business, the computers are even in the machines, and you have to tell the machine how to cut a piece. If you know the old way AND the new way, you’ll be very successful.”

Looking ahead

No longer the once-young wrestler and boxer, Setrak is now facing the prospects of eventual retirement. “My mission is not to glorify Setrak Agonian,” he says, “But when somebody reads about something I’ve done or sees something I’ve made and admires it, I hope to be remembered and I hope others will learn something from me.”

An example of kindness and dignity, as well as passion and compassion, Setrak represents the very best of the metalworking trade. His energy, appetite for knowledge, and love for challenging work is both inspiring and contagious. As I left his shop, located just outside Manhattan, I thought about how to best end the story I had just heard. Then I remembered something Setrak had said during our interview that said it all: “I am Setrak Agonian, a craftsman and a sportsman.”

March/April 2007 Fabricator

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Job Profile

A massive tribute to a city’s 300th birthday — Albuquerque’s Tricentennial Towers These spectacular towers

have garnered recognition as the largest public art project in the state of New Mexico.

By Christine Glidden High Desert Forge Inc. In 2001, Jim Glidden, partner and

principal designer of High Desert Forge, won a city-wide competition to design two 65’ structures to act as the “gateway” to Albuquerque’s Old Town Plaza. These structures were to sit on opposing corners of Rio Grande Blvd., rising above the overpass of Interstate 40. The design challenge was to feature aspects of the local culture and/or environment to make them unique to the Albuquerque area. These structures would welcome visitors and say “home” to residents.

Jim worked with Clay Gatewood, AIA, to design attractive, fabricatable, March/April 2007

Fabricator

and cost-efficient towers. The Nature Tower featured environmental elements such as the clouds, rain, the four directions, and the Rio Grande.

The Craft Tower was made to replicate traditional punched tin.

Jim’s wife, Christine, developed some of the artwork, and Josh Lyle, an employee of the Forge, created the colored rendering. They submitted their designs to Gordon Church, thendirector of the City’s Public Art Program and waited four long years for the City to decide if and when the Towers would ever be built.

Fortunately, Albuquerque Mayor Martin Chavez appreciated the merits of public art and wanted to commemorate the City’s 300th birthday with

For your information Project: Steel towers commemorating the city of Albuquerque’s 300th anniverary Shop: NOMMA member High Desert Forge Inc. Owner: Jim Glidden Dimensions: Each tower is 65’ tall and weighs 14 tons Oh, the pressure!: There was a meager five-hour window of time to ensure the towers’ lighting hardware was functional while traffic was diverted from the area.

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For each tower, three verticle sections were bolted together to form a single section, on which the art could be mounted.

something really special. He drove the project forward and, in August 2005, High Desert Forge was awarded a contract by Public Art Director Catherine Gore to build the project they’d designed.

Jim, Christine and Lyle felt simultaneously thrilled and daunted to build what was now referred to as the Tricentennial Towers.

One of the most creative tasks of the entire project was the execution of CADD drawings. This meant taking what was, functionally, a “pretty picture” and refining it into something an engineer could calculate wind loads from and fabricators could build off.

There were many to be considered.

What thicknesses of materials should be used? Should the rosettes be recessed or proud? How thick should the spacers be for the bolted connections?

Jim worked with David Corr to painstakingly detail every cut, weld, and formation. Augie Mossiman, P.E., provided the engineering for the 28 tons of steel and stainless steel.

Each Tower has three legs each composed of five separate vertical sections. The first line of business was to cut and then weld each leg section into a 90-degree angles with a vertical 2 degree inward slant. Interior cross bars held the three leg pieces together 60

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forming one section. The 17â&#x20AC;&#x2122; top section, we called a crown. The 12â&#x20AC;&#x2122; bottom section fabricated from 1â&#x20AC;? plate was the base. The three mid-sections were bolted together to form one singular 36â&#x20AC;&#x2122; section upon which the art would be mounted. It was clear from the start that all fabrication involving these three sections would be done in the Forgeâ&#x20AC;&#x2122;s yard, since size and weight prohibited easy handling despite the shopâ&#x20AC;&#x2122;s 34â&#x20AC;&#x2122; ceilings. Fortunately, winter weather that year was kind to us.

Andy Wieczorek, another partner in the firm, supervised production making sure that materials were ordered and delivered when needed and all eight employees working on the project knew what needed to be done each day. After the initial assem-

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It was not lost on us that these Towers would be visited by millions of people for many years to come.

bly of the leg sections, things got interesting. The “skins” or the steel plate that crossed the expanse from one leg to the other was not only curved, but coned. Coaxing ¼ ” plate to fit into position required skill and patience particularly because each expanse was slightly different. Each of the 72 pieces needed to be measured, custom cut, rolled, and fashioned into place. Of all of the tasks, fitting the skins took the longest.

Next came the fabrication of the art. Many of the pieces were waterjet cut and then hand-formed into the proper shapes. Often, production stopped and everyone gathered together to offer opinions on the best way to fab a particular shape.

Techniques were developed. Most times they worked, but other times, further head scratching was required.

Jim was on constant standby to answer questions about the drawings and to suggest fabrication methods.

Designing the river on the Nature Tower had been a challenge. How would a continuous river run between the shores without visible means of support? Jim used a “skeleton” of extra support bars behind the skins to give added structure to the skins.

Then, the shores were applied in sections. The sections were purposefully allowed to take their own shape so that a degree of unevenness appeared.

This gave a more organic look to the river.

Andy led the crew for months often working weekends. Somsak Xaiyasiha, Scotty Marquez, Rdale Bufford, Patrick Pugh, Eddy Perales, Matt Eaton, and shop supervisor, Anthony Archuleta often worked long days and UPPER AND LOWER LEFT: The crew worked long hours, including weekends, over a period of months to ready the towers for installation in time for the City’s 300th birthday celebration.

62

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March/April 2007

weekends, but everyone understood the significance of this project. It was not lost on us that these Towers would be visited by millions of people for many years to come. As the structures continued to take shape, people from all over seemed to just show up to watch our progress. Parents brought children and tried to explain to them how a City has a birthday hoping that they would remember seeing the Towers in their current state, so that years later, they could describe them to their own children.

One of the more difficult decisions we made regarded color. By using our one-eighth scale working models, we experimented with a variety of colors and combinations. By the time we changed our minds for the 5th or 6th time, our paint supplier was getting restless. Finally, we took sections of the models out to the actual installation site and considered the existing tones of the area. We visited in all

light conditions including morning, afternoon, sun and shade. The subtle scheme we eventually selected arose from our belief that the Towers’ design and size made the real statement and brighter colors were unnecessary.

Most of the painting was done prior to installation. The legs were sprayed with a colored, non-cementitious texturing material to give a contrast between it and the slicker painted surfaces.

The Nature Tower was the first to be installed. Two over-sized tractor

trailers hauled the three sections through the City to the amazement of many drivers. Hours earlier on this Saturday morning, orange cones had been placed, shutting down two lanes of traffic on the Interstate. A local general contractor, FacilityBuild, orchestrated the installation. Renier Long and Benny Lucero helped situate the cranes on the overpass of the Interstate. From there, the Tower sections would be lowered to ground level beside Rio Grande Blvd.

The base section was the first to be

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lowered onto the concrete pad.

The same template had been used to assure alignment of the predrilled base and the bolts cast into the pad. After the nuts were tightened down, the middle “art” section was lowered onto the base.

This required some maneuvering.

Leg “A” on the base needed to be aligned with leg “A” on the middle section. Our crew threw straps around the legs and manually twisted and pulled the middle section into position. The legs were bolted and welded together.

Finally, the crown piece was lowered. By then, Mayor Chavez, three local television stations, the state’s largest newspaper, and many on-lookers arrived to witness the installation of the City’s newest landmark. Once the crown had been bolted, we had a short “topping off ” party and the Mayor celebrated in hard hat and safety vest

Mayor Chavez was so impressed with the Nature Tower that he asked us to install the Craft Tower the following Thursday rather than waiting until the next Saturday. Instantly, our minds went through the work that still lay ahead... by riding the bucket to the top.

Within the five hour time limit we had been given to divert traffic, Marshall Monroe, our lighting designer and installer, was able to complete the connection of the lighting hardware he had installed and pre-wired days earlier. Marshall programmed the LED’s to cycle slowly through the color spectrum. Inside the Tower, he had placed large, pale white fixtures that glowed like candlelight. All of this is controlled by photovoltaic sensors.

Mayor Chavez was so impressed with the Nature Tower that he asked us to install the Craft Tower the following Thursday rather than waiting until the next Saturday. Instantly, our 64

minds went through the work that still lay ahead on the Craft Tower and the re-scheduling of all of the services required to get the job done. However, we were committed to this man who had been loyal to his own vision of commemorating his city’s birthday with a monumental piece of Public Art. So, we tackled the details and installed the second Tower on Thursday. We didn’t realize it at the time, but the Mayor’s request was based on his desire to coordinate the inaugural lighting of the Towers with the Tricentennial Ball he was hosting on Friday upon the arrival of the Duke and Duchess of Albuquerque, Spain.

All of the feedback we have received has been very positive.

Installed less than a year ago, the Towers have already become part of the life of the City. Like many other commuters, we pass by Above: The spectacular towers are prominently them to and from work. on the Interstate Highway into Southwest Contractor Magazine installed Albuquerque and serve as a welcome to travelers awarded us Best Steel Project in coming to the City’s Old Town Plaza. Installed N.M. for 2006 and Architectural less than a year ago, the structures have already become an integral part of Albuquerque’s landRecord made mention of the scape. project in the January, 2007 issue.

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Biz Side

Exchanging honest employment references Getting an accurate employment reference can be

tricky. Giving one can be even trickier. However, it is possible to exchange useful reference information with limited risk.

By Charles R. McConnell There’s a simple game some employers play in requesting and dispensing employment reference information: they try to learn much as possible about people they’re thinking of hiring, but at the same time, they resist giving out information about current or former employees who are interviewing for jobs elsewhere. This game is played even though the players on any “sending team” are also players on their own “receiving team.”

Surely we want to obtain as much pertinent information as possible about someone we’re thinking of hiring. However, if we’re like many present-day employers, we hesitate to say anything about individuals who have left or are leaving our employ. In the presence of a growing body of law addressing individual rights, many employers who are asked for reference information are so sensitive to the possibility of legal action that they’re reluctant to provide any information at all.

66

These days, it’s not unusual for some employers to strictly limit the amount and nature of outgoing reference information. More than a few follow a “risk avoidance” policy by refusing to furnish any information about performance or conduct, so that all that remains to communicate are dates, titles, and perhaps pay rates. But even this “name, rank, and serial number” approach doesn’t fully protect an employer from civil liability.

Hazardous though it may be, reference checking is a necessary part of the hiring process. It’s also one of the few realistic ways available for addressing employee turnover. Turnover costs far more than readily meets the eye, so it makes economic sense to hire smart—which includes responsible reference checking—to keep a lid on short-term turnover.

In responding to reference requests, there are potential problems associated with both giving out information and saying nothing. Many managers know about the possibility of legal action associated with exchanging ref-

erence information, but few recognize the possible consequences of saying nothing at all. In reality, the employer is caught between the possibility of defamation charges and the potential for charges of negligent hiring. In other words, a company might be sued for checking references and for not checking references.

For your information More information on requesting and providing employment references is readily available online. Here are a few recommended sites: http://jobsearch.about.com/od/referencesrecommendations/a/referencetips.htm

www.jobreference.com/

www.references-etc.com/choosing_employment_reference_2.html

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March/April 2007

The more recognized threat is defamation, which means allegedly damaging someone’s “good name” in the form of libel (written) or slander (spoken).

Usually, defamation is behind a complaint about a reference or an individual charging that he or she was denied a particular job because another employer made damaging statements. Proof of defamation requires showing “publication” of a false or injurious statement, but “publication” is broadly defined to mean simply sharing that information with another party.

Negligent hiring is based on the premise that an employer can be held liable for an employee’s unlawful behavior if that employer doesn’t reasonably investigate a potential employee’s background and hires this individual into a position in which there’s potential for harm to others. Thus, a possible negligent hiring situation is created when an individual is hired minus the employer’s good-faith effort to check references.

Therefore, the employer has a legal responsibility to make an honest effort to check references before finalizing a hiring decision.

Negligent hiring actions aren’t nearly as common as those charging defamation, but they’re much more costly and time-consuming.

Nevertheless, many employers, wary of the possibility of defamation charges, seem unaware of the risk of negligent hiring.

With care, however, it’s possible to exchange honest and useful reference information with limited risk. Even negative statements can be made with relative safety as long as they can be verified and the information is job-related and furnished without malice.

It’s recommended to maintain a single point in the company through which reference information flows. If you are, for example, the proprietor or general manager and do the hiring yourself, this single point should be you. If you have someone who looks after perMarch/April 2007

Fabricator

sonnel (human resource) matters, it can be that person.

You can readily find published advice that recommends getting references from the applicant’s former immediate supervisor, but this route is extremely risky. A former supervisor usually won’t know the legalities of reference checking, won’t have the official record on hand, and may be inclined to offer opinions and subjective assessments.

When answering a reference request, provide only information that’s verifiable in the person’s employment record. There’s a saying

In both giving and receiving, always avoid issues of personality and never be led into discussing an employee’s “attitude.” that’s applicable in most legal actions concerned with employment: If it’s not in the personnel file, it never happened. Avoid stating generalities, such as “Always late”; instead, be specific using what’s in the record, e.g. “Late by more than 15 minutes 7 times in June and 9 times in July.”

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At some point in the checking process it may be advisable to verify educational credentials pertinent to the job. Multiple studies have shown that roughly 30 percent of job seekers lie on their resumes and that more than half of all resumes include significant exaggeration.

To reiterate, references should ideally be obtained through a human resource practitioner, or, if there’s no separate human resource function, by the one person charged with this responsibility.

Always know to whom you’re providing reference information. It’s necessary to be reasonably certain you’re dealing with someone who has a legitimate need to know and a legally protected right to have the information.

When responding to telephone inquiries, keep written records of every call. Note who you spoke with by name, title, and organization, and describe the information conveyed.

Ask the person to follow up in writ-

ing, perhaps by fax. It’s the policy of many companies to release nothing without a written request in hand, so the fax machine can be a significant help in speeding up the reference process.

When giving out reference information, be prepared to deal with the negative as well as the positive. If you convey only the good and withhold

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negative information, you might find yourself risking a negligent hiring situation. At the heart of the referencechecking dilemma is always the question: Can we safely give out negative information? The answer is yes, provided the information is verifiable in the employment record (personnel file) and is job-related, provided in good faith, given only to persons hav-

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ing a legitimate need to know, and not conveyed maliciously.

In both giving and receiving, always avoid issues of personality and never be led into discussing an employee’s “attitude.” Ignore, or decline to answer, questions that require an opinion in response.

Never provide a reference “off the top of your head,“ but always have a factual basis available on paper. And never volunteer information beyond what’s requested.

Be aware that what you provide may not remain confidential. Some individuals who handle hiring will sometimes tell an applicant that he or she isn’t being offered employment because a particular past employer said something negative in a reference check.

Although some businesses will always try to get more information about prospective hires than they’re willing to give, many eventually discover that it’s necessary to give to be able to receive.

For any employee who terminates, there will likely be reference requests arriving at some future time. It can be helpful to have terminating employees sign a statement allowing you to provide reference information. This isn’t essential, but it’s extra insurance.

Everything that’s been said about reference information calls for facts, not opinions; however, there is one way in which a thoughtful opinion can find its way into a reference. It can enter through a well-prepared performance evaluation that’s been discussed with and signed by the employee, as long the opinion addresses a subject that’s pertinent to job performance.

Ideally, the person who gives out reference information should be someone who had little or no regular contact with the employee. A relative stranger, working from the official March/April 2007

Fabricator

record (personnel file) only, is not likely to offer opinions or subjective assessments. And nothing that doesn’t appear in the official record should ever be used in a reference.

Pertinent to both sides of reference checking is the use of the classic question: Would you re-hire this person?

This question is something of a trap; a yes or no response is inadequate without qualification.

As a matter of policy, some companies never re-hire a former employee, so it becomes a non-issue. Even if policy does allow re-hire, an uncomplicated yes or no is usually not fair to all concerned. “No” closes doors, but perhaps the person would do well in a different job.

Although some businesses will always try to get more information about prospective hires than they’re willing to give, many eventually discover that it’s necessary to give to be able to receive.

Nothing in this brief treatment should be considered legal advice. If in

doubt concerning any particular reference situation, you should consult legal counsel. Even honest references can sometimes be a source of trouble, but in the long run, verifiable, factual information in references is far less hazardous than opinions, personality judgments, or deliberately concealed problems. And, it’s also less hazardous than saying nothing at all.

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Biz Side

Long-term selling — the relationship you build is more important than the pressure close Persistance, partnership and

patience are the big pay-offs when turning a sales prospect into a long-term customer.

By Ed Rigsbee, CSP "The bonds that unite another person to ourself exist only in our mind."

—Marcel Proust Do you want to sell more? Sure you

do. But, the question is, “What prices are you willing to pay for your longterm success?” Are you willing to give up instant gratification? Many sales people are not. Why would you even consider delaying the gratification of a sale, especially if you sell on commission? For your sustained selling success, I believe it is infinitely more valuable to your selling career to put off the slippery sale today, for a lifetime customer.

In our western culture, we all want it now. What is the price we pay for this hollow instant happiness? I’ll tell you, it’s the reputation salespeople have in North America. It’s right there next to crooked politicians, fallen clergy and dethroned CEOs. I have a better idea—build a relationship!

70

In my 17 years of outside sales and 15 years of inside selling, I learned after the first couple that selling is not warfare. Rather, selling is about building relationships. The larger your base of satisfied customers, the greater your annual sales results.

Notice I did not say monthly? If you only look at monthly figures, as too many sales managers and vice presidents of sales are prone to do, you are missing the point. I have worked with too many ignorant sales managers and general managers who were focused only on this week's or this month's sales dollars. It was because they worked for a company that was bleeding to death. If your company is healthy, the focus will be yearly and half-decade. If your company is sick, the focus will be daily.

Focus on the relationship Before I go any further, let me ask you this question: “Is your company healthy?” If not, why are you sticking around? There are plenty of healthy

and prosperous businesses, why be a martyr and go down with the ship? If you are working for a healthy company, your company will place a high value on the relationships with its customer. Follow my RELATIONSHIP Model and I guarantee you will be successful in professional selling and loyal customer base. So loyal, that is, that your company will be afraid to

For your information Ed Rigsbee, CSP is the author of PartnerShift, Developing Strategic Alliances and The Art of Partnering.

Rigsbee has more than 1,000 published articles to his credit and is a regular keynote presenter at corporate and trade association conferences across North America.

He can be reached at 800-839-1520 or EdRigsbee@aol.com. Visit his Partnering University Web Site at www.rigsbee.com.

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March/April 2007

ever let you become a victim of reengineering.

R is for Relax. Relax and be authentic. This is first and foremost; trying to be someone you are not is the kiss of death in relationship building. Even if you think you can fool prospects, you are wrong. The first time maybe, but from then on, they have your number. If you decide to be the best possible you, understand that it is enough. Nobody likes a slippery snake oil salesman!

E is for Excitement. Be excited about your product and the chance to serve your customers. Think about that monotone teacher you had in high school or college, the one that put you to sleep five minutes into the class. An unexcited salesperson is no different. Why in the world would I want to do business with somebody that does not believe in, and is not excited about his or her products or services? Let me add a caution here: if you act like a 110-volt light bulb hooked up to 220 volts two things will happen to you. First you'll burn out in a glorious flash and secondly, you'll be a counterfeit. Being your best includes excitement, but the excitement must be genuine.

what will really enable you to help them meet their product or service needs. Knowledge is power and you need lots of knowledge to help the highly sophisticated buyer of today.

Do not shortchange your prospects by talking too much. If you talk too much, you will be of little value to your customers, and they will have no desire to build a relationship with you.

T is for Talent. Use your talent to be a showman. Prove how your products will make their life better. Now this is an important key; how it will make THEIR life better, not your life.

Get the focus on your prospect and use sizzle to sell the steak, not the

Now is time to learn the three great words that will change your life.

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A is for Ask. Ask plenty of questions that will cause discussion about your customer's desires and expectations. I’m sure you have heard that a professional salesperson talks only 20% of the time and listens 80%, but the kind of questions that you ask is

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I is for Invite. Invite your customer to hold, touch, feel, ride, test, use or otherwise experience your products. Get them in the act. If they hear, they forget. If they see, they remember. If they experience, they internalize. You want your customers to internalize the value of owning what you sell, don't you? How many people buy a car before the test drive?

Not many! Put it in my hand and I am on the path to emotional ownership. If I emotionally own your product, it will be quite easy for you, the professional salesperson, to ALLOW me to buy it, don't you think?

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L is for Look. Look your prospects and customers in the eye and thank them for the opportunity to serve. Be happy they came to see you or allowed you to visit them. Today, we live in a fast paced society, even in small town America. People do not have enough time to do all the things the want to. And you, as a salesperson, are asking them for some time, a small piece of their life. Let your prospects and customers know that you appreciate the opportunity to serve them in solving their challenges.

March/April 2007

hamburger. If you are focused only on YOUR presentation, and how great a showman you are, you will miss the point and most likely the sale. Your customers are not buying the show.

Many today, are in pain and do need the show to better help them understand how your product will solve THEIR problems.

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O is for Objections. Objections are really questions. Simply answer their questions. The feel, felt, found method is usually quite effective here.

Let's review the method. When your prospect says â&#x20AC;&#x153;No,â&#x20AC;? agree with them and show your understanding. Say, â&#x20AC;&#x153;I understand how you feel. Mrs. Jones

felt exactly the same way. Although, after she gave it a try, it performed better that I promised and...â&#x20AC;? Too often when your prospect is saying, â&#x20AC;&#x153;No,â&#x20AC;? they are really saying, â&#x20AC;&#x153;I need to know more.â&#x20AC;? If you understand this, youâ&#x20AC;&#x2122;ll do a better job of answering their questions. Now is the time when all that listening you did earlier pays off. With your knowledge of your customer's need, you can smoke out the true roadblock to them having what they want. Then you can help them to buy. By doing so, you'll also add another brick onto the solid long-term relationship you and your company enjoys with that customer.

N is for Now. Now is time to learn the three great words that will change your life. "Ask for it!" Ask them to buy that which you know they want NOW. What are you afraid of?

Perhaps you are afraid that they will like you less for asking? I assure you,

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they will think less of you, if you do NOT ask them to buy. They will tend to say, â&#x20AC;&#x153;Yesâ&#x20AC;? as not to offend you. You must sell the benefits of your product or service and not rely on the many features. Salespeople that sell features and not benefits hear a lot of â&#x20AC;&#x153;Great presentationâ&#x20AC;? or â&#x20AC;&#x153;You are a great salespersonâ&#x20AC;? as their prospects walk away empty handed. Never ask prospects to buy before you give them several great reasons to do what you desire.

S is for Solve. Solve unresolved problems, challenges or roadblocks that are keeping your customers from having what they want. This is crucial and usually occurs after one or two trial closes. You now realize there is still some area you did not cover completely, some area you over looked.

Somewhere along my sales path, I learned what is called the â&#x20AC;&#x153;doorknob close.â&#x20AC;? This is helpful when you are at the end of your helping rope, ready to fall into oblivion, the place where lost salespeople end up.

Pack it all up; thank your prospect for their time and attention. As you grab the doorknob to leave, turn the knob. Stop, and turn around, still holding the knob. Ask, "Just for my information, Mr. Smith, why is it you didn't buy today?" Listen closelyâ&#x20AC;&#x201D;you are about to strike gold. Whatever it is that they say, respond with, "Oh my gosh, I forgot to cover that!" Now, let go of the knob and go back to your prospect and answer their last objection.

H is for Help. Help them to buy it, ask again. Remember though your real goal is to build a powerful base of satisfied customers, not just make a sell today. Helping is also understanding that itâ&#x20AC;&#x2122;s possible your prospect may have a reason for not buying today. If you stay focused on the relationship rather than just the sell, you'll be a long-term success rather than just another hotshot, hooked up to 220 volts, burning the brightest for a very short time.

I is for Inspire. Inspire your customers to feel really good about their Fabricator

March/April 2007

buying decision. When your customer begs you to allow them to buy, or simply says, "I'll take it,” remember to guard against buyers’ remorse. Inspire them to feel really good about their decision to buy and doing business with you. Remind them, just one more time, what a good choice they made by reviewing all the ways the product or service will make their life better.

Inspire them to take full advantage of your product support and customer service programs. Make them feel so good about doing business with you that they will want to tell all their friends about you.

P is for Partner. Become your customer's partner in total product/service satisfaction (TPS or TSS). Follow up regularly. Be certain of the value and enjoyment your customers have received from doing business with you and your company.

Make certain they feel really good about buying from you 30, 60, 90 days later. Now that you truly have embarked on the path of building a long- term relationship, ask for referrals. Allow your satisfied customers to now help you in your career. Allow them to help their friends in enjoying the really good feelings they have enjoyed. Partners get real leads from their customers, not just the useless lists of names frequently given to pushy salespeople to get rid of them.

Putting RELATIONSHIP to work In making your deposits into the "Relationship Bank," you are guaranteed to yield healthy returns. Position yourself as a partner. Be persistent in your selling efforts. Try repeatedly to help your prospects to have all that you know they want. Have patience— I've learned that being number two in the minds of your prospects will pay off.

Your competitor will blow it someday, as you and I have, and when they do, there you are, ready to take full advantage of the relationship you've built. Building relationships does payoff. Not always today, but generally sooner than you think.

March/April 2007

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NOMMA Membership Form

74

Fabricator

March/April 2007

NOMMA Education Foundation In partnership with the National Ornamental & Miscellaneous Metals Association

Available in DVD format

Demonstration by Uri Hofi One of the top blacksmithing demonstrators in the world, the NOMMA Education Foundation was pleased to provide a daylong workshop led by Uri Hofi during METALfab 2006. Inside a tent along the banks of the Savannah River, Hofi led a memorable demonstration on tool use and ergonomic blacksmithing. This outstanding workshop has now been edited to 105 minutes and is available on DVD. By viewing this presentation, you’ll learn methods for increasing efficiency, saving time, and also saving your back!

In addition to doing work on the anvil, Hofi demonstrates some of his innovative power hammer forging techniques.

Cost: $45 ($65 nonmembers).

Please see below for ordering information.

Hofi demonstrates a technique for flattening a work piece. This is one of several steps in creating a leaf.

LEFT:

Last March, Hofi treated participants at the Savannah, GA METALfab event to a daylong blacksmithing class.

TOP:

The latest title available from NEF

Art Nouveau Ironwork of Austria & Hungary Take a journey to Budapest and Vienna to see beautiful ironwork, all crafted in the Art Nouveau style. With over 500 photos, Art Nouveau Ironwork of Austria & Hungary takes the reader on a journey through residential districts and business centers. Some of the metal treasures featured in the book include balustrades, balconies, lights, gates, doors, elevator facades, and more. In addition to giving you an itch for visiting Central Europe, the book will also enlighten you and provide new design ideas. Available from the NOMMA Education Foundation, the book is published by Schiffer and available for $44.95 ($49.95 for nonmembers). You can either order online at www.nomma.org or by calling the NOMMA office at (888) 516-8585, ext. 101.

RIGHT: The newest title offered by the NOMMA Education Foundation takes readers on a metalworking tour of Budapest, Vienna, and other famous locations.

For your information

Contact: NOMMA / NEF 1535 Pennsylvania Ave. McDonough, GA 30253 Ph: (888) 516-8585 Fax: (770) 288-2006 Web: www.nomma.org To order Videos/DVDs: www.nomma.org/NEF/index.cfm

March/April 2007 Fabricator

Date & Location: Celebrate NOMMA’s 50th anniversary during METALfab 2008. The event takes place April 1–5, 2008 in Memphis, TN. Details for the next convention are expected to appear online in June. Visit: www.nomma.org/metalfab

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New NOMMA members A+ Quality Fence & Deck Inc. Montgomery, AL Terri O. Myers; Fabricator A+ Welding Concepts Inc. Ocala, FL Leonard S. Dutkiewicz III; Fabricator Ace Tec Enterprises Inc. Hempstead, NY Sam J. Simpson; Fabricator Advance Specialties Co. Gleason, TN H.M. Van Nieuwenhuy; Fabricator Airmet Metalworks Newark, NJ Cindy Yavorski; Fabricator Alegre Equine Airtransport* Rio Grande, PR Gregory Jackson; Fabricator American Home Fence & Orn. Iron* Chicago, IL David Adams; Fabricator American Ornamental Iron Saltsburg, PA Brian Bedick; Fabricator Antelope Iron Citrus Heights, CA Jay Haire; Fabricator Arc City Inc. Boulder, CO Paul Hebein; Fabricator Atrium Homes El Paso, TX Edgar R Bocardo; Fabricator Avicon Ventures Glassboro, NJ Ned F. Cowgill; Fabricator Bachiller Iron Works Inc.* Miami, FL Gypsy Bachiller; Fabricator Beamon Ironworks LLC Greenville, NC Ron Beamon; Fabricator Bray’s Ornamental Iron Inc.* Pea Ridge, AR Ronald G. Bray; Fabricator Chazweld & Mfg.* Nassau, Bahamas Charles Smith; Fabricator Coast Welding Co.* Wilmington, CA Joe Martinez; Fabricator Coastal Metal Designs LLC Fairhope, AL James Jacobi; Fabricator Custom Fence Co. Collierville Inc.* Collierville, TN M. Edie Siddiqui; Fabricator

Dailco & Associates Inc. LaGrange, NC Tim Dail; Fabricator Deggingers’ Foundry Inc.* Topeka, KS Timothy Degginger; Fabricator Dudney Ornamentals* Davenport, FL Dale Dudney; Fabricator Eileen Ruth Webb* Palos Verdes Peninsula, CA Eileen Webb; Fabricator Eligius Metal Works Jacksonville, FL Ed Powell; Fabricator European Ornamental Iron Work* Addison, IL Michael Pietanza; Fabricator Fence Crafters Inc.* Riviera Beach, FL Louis F.Yodice; Fabricator Flushing Iron Weld Inc. Flushing, NY Nelson Santander; Fabricator Gainesville Ironworks Inc. Gainesville, FL Vicki Lowry; Fabricator Guardian Security Systems Stockbridge, GA Ernest Williams; Fabricator Harbor Ornamental* Torrance, CA Daniel Reynoso; Fabricator Heavy Metal Ironworks Greenville, SC Seth Satterfield; Fabricator Hudson Enterprises* Greeneville, NC Allen Hudson’ Fabricator Indian Valley Vocational Center Sandwich, IL Steve Cockriel; Affiliate Intek Fabrications Inc.* Naples, NY Bryan D. Gordon; Fabricator Iron Craft* Tulare, CA Chuck Simonian; Fabricator Ironco Enterprises * Phoenix, AZ Joe Banks III; Fabricator Ironhorse Ironworks Inc.* Lorena, TX Bobby Meador; Fabricator Island Iron Ramrod Key, FL Reen Stanhouse; Fabricator

As of March 2, 2007.

Asterisk denotes returning members.

JD Welding & Fabrication Inc. Tampa, FL Jeff Dorman; Fabricator Jackson Steel Inc. Hendersonville, NC Doyle Jackson; Fabricator Kaydawn Mfg. Co. Inc. Mannford, OK Jennifer Morrow; Fabricator KBCM Inc. dba Atlantic Welders Baltimore, MD Gordon C. Lau; Fabricator Keuka Studios Inc. Honeoye Falls, NY Dan White; Fabricator King of the Ring Hialeah, FL Fernando Gonzalez; Nationwide Mac’s Metalworks Burlingtonw, ON Canada John Macdonell; Fabricator Madison Iron Works Inc. Madison, IN Doug Helton’ Fabricator Martell’s Metal Works Corp.

Seekonk, MA George Martell; Fabricator MH Engineering Horseshoe Bay, TX Mark Henley; Fabricator Northeastern Mfg. & Sales Inc.* Standish, MI Thomas F. Rowell; Fabricator Overtime Ironwork & Fencing New Orleans, LA Freddie Brown; Fabricator Paramount Steel Holdings Houston, TX Steve Lee; Fabricator Patriot Steel Creations Moore, OK Donald Veitenheimer; Fabricator Quality Fence & Welding San Antonio, TX Craig A. Noto; Fabricator Ranch Services Kamuela, HI Jeffrey D Hanneken; Fabricator RedPup LLC Seligman, AZ Shawn Bulle; Nationwide Renaissance Man Inc. Pensacola, FL Kevin Marchetti; Fabricator Robert James Custom Metal Fab LLC Fort Pierce, FL

Jim Reitz; Fabricator Ron Kruysman Co. Millville, NJ Ronald Kruysman; Fabricator Rustic Steel Creations Tampa, FL Dominique Martinez; Fabricator S & S Welding Co. Inc.* Boston, MA Edward J. Sullivan; Fabricator S Diamond Steel Inc. Phoenix, AZ M. Miles Stevens; Fabricator Seabourn Metal Works* Carrollton, TX Jerry Seabourn, Jr.; Fabricator Stanco Mfg. Inc.* Salem, OR Steve Stanley; Fabricator Sure Iron Works* Brooklyn, NY Steve Horn; Fabricator Taco Metals North Miami, FL Mike Kushner; Nationwide Tate Ornamental Inc. White House, TN Charlie James, Sr.; Fabricator Taurin Group USA Rancho Cucamonga, CA Jessie Frescas; Nationwide Thrifty Iron Works* Hyattsville, MD Richard Thrift; Fabricator Tower Steel LLC Soddy Daisy, TN Michael Voccio; Fabricator Tyler Industries Inc. Silvis, IL Mike Tyler; Fabricator Universal Ornaments Inc. Houston, TX Gerardo Lopez; Fabricator West Valley Welding* Sebastopol, CA Madeline Thayer; Fabricator The Wiggins Co. Ornamental Iron Summerville, SC Gene Wiggins; Fabricator

NOMMA Nationwide Supplier Members

A Cut Above Distributing (800) 444-2999 Allen Architectural Metals Inc. (800) 204-3858 Alloy Casting Co. Inc. (972) 286-2368 American Punch Co. (216) 731-4501 American Stair Corp.

(800) 872-7824 Ameristar Fence Products (918) 835-0898 Apollo Gate Operators (210) 545-2900 Architectural Iron Designs Inc. (908) 757-2323 Atlas Metal Sales (800) 662-0143 Auciello Iron Works Inc. (978) 568-8382 Bavarian Iron Works Co. (800) 522-4766 Big Blu Hammer Mfg. (828) 437-5348 Blum & Co. Inc., Julius (800) 526-6293 Builders Fence Co. Inc. (800) 767-0367 Byan Systems Inc. (800) 223-2926 Cable Connection, The (800) 851-2961 Carell Corp.

(251) 937-0948 Carl Stahl DecorCable Innovations (800) 444-6271 Classic Iron Supply (800) 367-2639 Cleveland Steel Tool Co. (800) 446-4402 CML USA Inc. (563) 391-7700 Colorado Waterjet Company (866) 532-5404 Crescent City Iron Supply Inc. (800) 535-9842 Custom Orn. Iron Works Ltd. (866) 464-4766 D & D Technologies (USA) Inc. (714) 677-1300 D.J.A. Imports Ltd. (888) 933-5993 DAC Industries Inc. (616) 235-0140 Dashmesh Ornamentals 011911612502574 Decorative Iron (888) 380-9278 Decorative Ironworks Inc. (817) 236-6151 DKS, DoorKing Systems (800) 826-7493

Donaldson Co., Robert J. (856) 629-2737 Eagle Bending Machines Inc. (251) 937-0947 Eastern Metal Supply (800) 343-8154 Eastern Ornamental Supply Inc. (800) 590-7111 Elegant Aluminum Products Inc. (800) 546-3362 Encon Electronics (800) 782-5598 Euro Forgings Inc. (800) 465-7143 EURO-FER SRL. 011390445440033 FabCad.Inc (800) 255-9032 FabTrol Systems Inc. (541) 485-4719 Fatih Profil San. Tic. AS 011902582691664 Feeney Architectural Products, CableRailâ&#x201E;˘ (800) 888-2418 Geo. Bezdan Sales Ltd. (604) 299-5264 Glaser USA (888) 668-8427 Glasswerks LA Inc. (323) 789-7800 G-S Co., The (410) 284-9549 GTO Inc. (800) 543-4283 Hartford Standard Co. Inc. (270) 298-3227 Hayn Enterprises LLC (860) 257-0680 Hebo/Stratford Gate Systems Inc. (503) 722-7700 Hendrick Mfg., Perforated Metals Div. (570) 267-1922 House of Forgings (281) 443-4848 Illinois Engineered Products Inc. (312) 850-3710 Indiana Gratings Inc. (800) 634-1988 Industrial Coverage Corp.

(631) 736-7500 Innovative Hinge Products Inc. (817) 598-4846 Interstate Mfg. Associates Inc. (800) 667-9101 Iron Shop, The (800) 523-7427 ITW Industrial Finishing (630) 237-5169 ITW Ransburg (419) 470-2000

Jansen Ornamental Supply Co. Inc. (800) 4-JANSEN Johnson Co. Inc., C. Sherman (860) 873-8697 Justin R.P.G. Corp.

(310) 532-3441 King Architectural Metals (800) 542-2379 King of the Ring (305) 819-2256 Laser Precision Cutting (828) 658-0644 Laurence Co. Inc., C.R. (800) 421-6144 Lavi Industries (800) 624-6225 Lawler Foundry Corp.

(800) 624-9512 Lewis Brass & Copper Co. Inc. (718) 894-1442 Liberty Brass Turning Co. (718) 784-2911 Logical Decisions Inc. (800) 676-5537 Mac Metals Inc. (800) 631-9510 Marks U.S.A. (631) 225-5400 Master Halco (714) 385-0091 MB Software Solutions LLC (717) 350-2759 McKey Perforating (262) 786-2700 Metalform - Bulgaria (703) 516-9756 Mittler Bros. Machine & Tool (800) 467-2464 Morrow Co., Frank (401) 941-3900 Multi Sales Inc. (800) 421-3575 Mylen Stairs Inc. (914) 739-8486 New Metals Inc. (956) 729-1184 Ohio Gratings Inc. (330) 477-6707 Overseas Supply Inc. (281) 776-9885 Paxton & Thau Artistic Supply (205) 290-2790 Precision Glass Bending Corp.

(800) 543-8796 Procounsel (214) 741-3014 RedPup LLC (928) 422-1000 Regency Railings Inc. (214) 742-9408 Rik-Fer USA

(305) 406-1577 Robertson Grating Products Inc. (877) 638-6365 Robinson Iron Corp.

(800) 824-2157 Rockite, Div. of Hartline Products Co. Inc. (216) 291-2303 Rogers Mfg. Inc. (940) 325-7806 Sauer Machine Co., L.E. (636) 225-5358 Scotchman Industries Inc. (605) 859-2542 Sculpt Nouveau (760) 432-8242 SECO South (888) 535-SECO Sharpe Products (800) 879-4418 Stairways Inc. (713) 680-3110 Steel Masters Inc. (602) 243-5245 Stephens Pipe and Steel LLC (800) 451-2612 Striker Tool Co. (USA) Inc. (866) 290-1263 Sumter Coatings Inc. (888) 471-3400 Taco Metals (800) 743-3803 Taurin Group USA (909) 476-8007 Tennessee Fabricating Co. (901) 725-1548 Texas Metal Industries (972) 427-9999 Transpacific Industrial Supply Inc. (909) 581-3058 Tri-State Shearing & Bending (718) 485-2200 Universal Entry Systems Inc. (800) 837-4283 Universal Mfg. Co. Inc. (901) 458-5881 Valley Bronze of Oregon Inc. (541) 432-7551 Vogel Tool & Die, Div. of TES Tube Equipment Inc. (630) 562-1400 Wagner Companies, The (800) 786-2111 Wasatch Steel Inc. (888) 496-4463 West Tennessee Ornamental Door (901) 346-0662 Wrought Iron Concepts Inc. (877) 370-8000

What’ s Hot Inside Biz Briefs . . . . . . . . . . .78 Literature . . . . . . . . . . .79 People . . . . . . . . . . . . .80 Chapter News . . . . . . .84

Biz Briefs

Radan Sheet Metal Software open house a success

Events . . . . . . . . . . . . .86 New Products . . . . . . .87 Fab Spotlight . . . . . . . .94

Editor’s note: In the March/April ‘07 issue of Fabricator, the phone number printed for Liberty Brass was incorrect. The correct number is: (800) 345-5939.

Nonresidential construction grows, residential jobs drop According to the Bureau of Labor Statistics (BLS), nonresidential construction jobs saw an increase during the month of January, while homebuilding employment tapered.

“In January, construction accounted for one out of five net new jobs in the entire nonfarm economy—22,000 out of 111,000,” said Ken Simonson, chief economist for The Associated General Contractors of America (AGC).

“Not bad for an industry that constitutes less than six percent of total nonfarm employment. “Nonresidential construction employment growth has been sizzling,” Simonson continued.

Over the past 12 months, Simonson observed, nonresidential building contractors and nonresidential specialty trades have boosted employment by 160,000, or 5.0 percent. Heavy and civil engineering construction has added 25,000, or 2.5 percent.

“A further favorable omen for nonresidential construction is that architectural and engineering employment rose more than five percent in the past year,” Simonson commented.

“That should translate into additional construction work in the next several months. I expect several nonresidential categories to do especially well this year—particularly energy and power-related construction, hospitals, hotels and resorts.”

Conversely, Simonson noted that residential building and specialty trades employment dropped in January, bringing the year-over-year decline to 84,000 jobs, or 2.5 percent of the January 2006 total. He said, “I expect home builders will continue to shrink for most of 2007, until they see a marked upturn in home sales.”

In keeping with the changes in the industry, Simonson said, “Construction wages rose 4.5 percent in the last 12 months, outpacing the 4.0 percent increase for all private industry production workers. Part of this reflects a changing mix of construction jobs, away from lower-skilled homebuilding and remodeling to skilled nonresidential crafts. But it may also indicate that contractors are increasing pay to find the workers they need. “ For additional information, contact: Kelley Keeler (703) 837-5310 keelerk@agc.org or Ken Simonson (703) 837-5313 simonsonk@agc.org.

78

Official Ribbon Cutting Ceremony Radan Team, from left: Dave Carlson, Account Manager; Tracy Pringle, Marketing Manager; Mark Funni, Applications Engineer; Doug Wood, Team Leader; Tom Ray, Account Manager; Mark Sullivan, Applications Engineer; Mike Sharpe, Applications Engineer; Harlow Frogness, Applications Engineer.

Radan Sheet Metal Software, a division of Planit Solutions, Inc., held an open house at their new offices in Forest Lake, MN on January 25, 2007. The event included a Grand Opening ribbon cutting ceremony. Tours were given of the office with its newly appointed training room and convenient location for its customers.

ASA prevails in trust fund claims case Construction subcontractors and suppliers in Colorado came perilously close to losing one of the main methods of recovering amounts due to them, as required by the state’s mechanic’s lien laws, when they fail to receive payment for work they properly perform. On February 5, however, the Colorado Supreme Court ruled in their favor. Leading up to this ruling, throughout the appeals process, the ASA and the ASA of Colorado (ASAC) defended the subcontractors’ and suppliers’ rights to recover payment under the state’s mechanic’s lien laws.

“The Colorado Supreme Court upheld the promise made by the Colorado Legislature that subcontractors and suppliers are to be paid with funds held in trust for them,” said 2006-07 ASA President Stephen Rohrbach, CPC. “ASA believes in prompt and full payment, and furthermore believes that when payment isn’t made, there should be quick and effective means for collecting it. Colorado’s legislators understood these principles when they passed the state’s Trust Fund Statute. The Colorado Supreme Court saw the intent of the state’s Trust Fund Statute and made a statement: Keep the ‘trust’ in trust fund.”

For more information, log on to www.asaonline.com and click on “Subcontrator Advocacy.”

Fabricator

March/April 2007

What’ s Hot

Literature

Art Nouveau Ironwork of Austria and Hungary This beautiful 240-page hardcover coffee-table book features a collection of 500 photos made by authors Federico Santi and John Gacher over 20 years’ worth of trips to Austria and Hungary.

The photos depict a variety of Art Nouveau forms found in gates, doors, railings, balconies and more on the streets of Budapest and Vienna. Accompanying explanations describe the history details of the decorative ironwork to enhance the reader’s understanding. These photos will definitely inspire anyone who sees them to travel to these countries and view the architecture in person!

This intriguing book is offered by NOMMA’s Education Foundation, and is available to NOMMA members for $44.95; the nonmember price is $49.95. To order, log on to: www.nomma.org/NEF/index.cfm

Jergens, Inc. publishes new handwheels, handles & knobs catalog

Contact Jergens, Inc., Ph: (800) 537-4367; Web: www.jergensinc.com

SherwinWilliams launches new global color and design brochure A new brochure from Sherwin-Williams Chemical Coatings describes the services available through the company’s Global Color and Design Center. The six-page, color brochure explains the role of Sherwin-Williams color experts in assisting manufacturers through demanding design cycles.

Services include color palette analysis, color palette updates, trend forecasting, market specific trend boards, custom finish design, custom finish formulation, hands-on training in finish application, color card design and production, color standard development and maintenance, and more.

Contact Sherwin-Williams for additional information: Ph: (800) 524-5979; Web: www.sherwin-williams.com/oem

Jergens, Inc., manufacturer of standard tooling components and specialty fastener products, has just released a complete sourcing guide for its handwheels, handles, levers, and cranks; and a wide variety of knobs.

Jergens also welcomes special requests and will customize or modify standard products in addition to its catalogued products.

The 64-page catalog includes three product sections featuring full specifications, both US standard inch and metric measurements, and application tips. Technical information on materials, schematic drawings, photos, and other features is provided in this resource. Jergens also provides 3D models on their Web site for all handwheel, handle, and knob models.

Other catalogs available from Jergens include their Master Catalog (printed); Tooling Components (e-catalog); Kwik-Lok Pins (printed); Clamping Products Catalog (printed); Fastener Products (printed); and Hoist Rings (printed).

March/April 2007

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People

What’ s Hot

Mates announces sales promotions Mate Precision Tooling recently announced two promotions within its international sales team.

Paul Sandberg, promoted to Vice President of International Sales, assumes the position from Chet Ferger, Paul Sandberg who will continue on with Mate in a newly created position of Vice President of Key Account Sales for North America.

Sandberg joined Mate in 1998 as Director of Asian Sales, headquartered in Kuala Lumpur, Malaysia. Through the decade, Sandberg developed customer and dealer relationships throughout China, India, Japan and Southeast Asia giving Mate promi-

nence as the premier tooling supplier in these rapidly growing metal fabrication markets.

Ferger will now manage development of large and specialty North American Mate tooling customers. He was responsiChet Ferger ble for growing Mate’s international sales five-fold during this period by building a highly effective international dealer network.

Ferger will continue his relationship with Mate applying his sales, technical and logistical expertise, providing a broader market of large and specialty customers in North America with Mate’s superior tooling products and services.

Chet Ferger’s contact information is: 763-576-3403. Email: chet.ferger@mate.com

Paul Sandberg’s contact information is: 763-576-3420. Email: paul.sandberg@mate.com Web: www.mate.com.

RTI International Metals announces succession plan Timothy G. Rupert will step down as RTI International Metals’ President and Chief Executive Officer effective with the company’s April 27, 2007 annual meeting and retire July 31, 2007.

All new executive appointments will be effective April 27, 2007. Tim Rupert will continue to work with the new team after April 27 as a senior advisor through July 2007.

The company also announced that John H. Odle, Executive Vice President and Board member, who will retire at the mandatory retirement age of 65 in

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1.800.FOLK.SCH www.folkschool.org Fabricator

March/April 2007

What’ s Hot

People

Dawne Hickton

Michael Welham

September of this year, will also continue to work with the new team beyond his retirement date.

Both Rupert and Odle will remain on the Board of Directors until April 26, 2007.

Dawne Hickton, to be Vice Chairman & CEO, is currently Senior Vice President of Administration and Chief Administrative Officer. In this capacity she manages the accounting, treasury, tax, business information systems, personnel and legal functions of the Company. During her tenure at RTI, Hickton has played an important role in the many strategic and tactical business decisions at the company, including labor relations and government relations that have brought RTI to the strong position it now holds.

Prior to RTI, Hickton was employed at USX Corporation for 10 years.

Michael Wellham, to be President & COO, has served as Senior Vice President in charge of the Company’s Fabrication & Distribution Group since 2002, and was responsible for 14 RTI locations in seven countries. He came to RTI in 1998 with the acquisition of New Century Metals. Prior to that, he was president of Advanced Aerospace Metals Corporation, a full line metals distributor that he led through the start-up phase.

Steve Giangiordano, to be Executive Vice President, is currently Senior Vice President of RTI’s Titanium Group.

Giangiordano has over 27 years of management experience in the specialty metals and aerospace industry, including 22 years of R&D and acquisition implementation at RTI. He will continue in this role and will also spearhead RTI’s corporate-wide techMarch/April 2007

Fabricator

Steve Giordano

nology and R&D endeavors.

William Hull, to be Senior Vice President & CFO, is currently Vice President and Chief Accounting Officer at RTI. Hull joined RTI from Stoneridge, Inc., a multi-national, NYSE-listed corporation, where he

William Hull

oversaw financial analysis, SEC reporting, Sarbanes-Oxley compliance, financial systems management and other responsibilities.

Contact: RTI International Metals; Web: www.rtiintl.com

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What’ s Hot

People

Eberl Iron Works adds Stacki to sales team Eberl Iron Works Inc. is pleased to announce the addition of Richard E. Stacki to their sales team to cover their New England and New York City Territories.

Stacki has over twenty five years experience in medical sales, technical sales, field management, and marketing with a background in sales and sales management.

Contact: Eberl Iron Works, Ph: (716) 8547633: Web: eberliron.com

Jones joins GTO, Inc. David Jones has been named Southern Central Regional Sales Manager for GTO Inc. Based in Frisco, Texas, Jones will cover the southern David Jones central states of Texas, Oklahoma, Arkansas, Louisiana, Mississippi and Alabama. Before joining GTO, Jones accumulated more than 22 years of experience in the low voltage industry including security and audio/video. He has been a sales representative and vice president of sales along with three years of owning and operating a custom audio/video installation company.

In his new position, Jones will meet with residential, commercial, and industrial customers and explain the benefits of GTO’s line of products.

“As a dealer or distributor in the southern central states, I will be the local face of GTO and will be there on an ongoing basis,” Jones said. “I will provide all GTO customers with service on a constant basis and make sure they have all the tools they need to successfully operate their businesses and have the knowledge to facilitate sales of GTO products.”

“Jones experience in low voltage products is an ideal match for GTO's wide range of low-voltage automatic swing gates and accessories,” said Kevin Peaden, vice president of GTO sales.

Contact: GTO Inc., Ph: (800) 543-GATE; Web: www.gtopro.com.

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March/April 2007

Why choose Wagner?

Our Products . . .

• Over 7,800 Standard Catalog Items • Over 48,000 Orders Shipped Annually • More Options Than Any Other Component Manufacturer

Our People . . .

• Wagner People average over 15 years in the metal industry • Wagner People average over 9 years with Wagner

Our Quality . . .

• Wagner has implemented a Business Process Excellence project to become ISO-9001 compliant in 2007.

www.wagnercompanies.com

1.888.243.6914

Beautiful Railings Begin With

What’s Hot

Chapter News

Florida Chapter visits Art’s Work in Miami The Florida Chapter enjoyed a great turnout of over 60 people at their January 13 meeting at Art’s Work Unlimited in Miami, FL. Highlights for the day included a shop tour, barbecue lunch, and various “mini” demos on finishing, power hammer dies, and forming shapes on the Pullmax.

TOP:

Art Ballard welcomes attendees. LEFT: Phil Heermance discusses a finishing technique. TOP RIGHT: Ballard demonstrates a handy tool. RIGHT: Heermance gives another demo.

A thanks to Art’s Work Unlimited for serving as a wonderful host!

America’s #1 Supplier!

Since 1959

Jansen Ornamental Supply Co. 10926 Schmidt Rd., El Monte, CA 91733

1-800-423-4494 84

www.jansensupply.com Fabricator March/April 2007

What’s Hot

Chapter News

Upper Midwest Chapter News

Chapter Contacts Florida Chapter

CAD Class A Success!

New officers elected

On January 27, the chapter held a CAD class at O'Malley Welding, which was taught by Mark O'Malley, with assistance from Lucas and Josh from Crown Concepts of Morris, IL. Dave Filippi of FabCad.Inc furnished 30-day trial releases of AudoCAD for attendees who did not already own the product, and he was also available on "standby" for questions during the class. Ten NOMMA members attended the daylong session.

The Chapter plans to hold future educational seminars such as this one.

The chapter is pleased to introduce the following new officers: Tina Tennikait of Superior Fence and Orn. Iron, president; Mark Koenke of Germantown Iron & Steel Corp., vice president; and Mark O’Malley of O’Malley Welding & Fabricating Inc., secretary.

In addition, two leaders will continue in their current positions: Roger Carlsen of Ephraim Forge Inc. will remain on as treasurer, and Heidi Bischmann of The Wagner Companies will continue as chapter supplier representative.

Gulf Coast group to meet in May 19 The Gulf Coast NOMMA Network’s January meeting was cancelled due to an unforeseen event. The group’s next meeting takes place Saturday, May 19, 2007 at Lawler Foundry Corp., 4908 Powell Ave.,

Birmingham, AL. Registration starts at 9 a.m. and the program begins at 9:30 a.m. All NOMMA members are invited. For details, check the “Chapter” section of the NOMMA website or call James Minter Jr. at (601) 833-3000.

President: Pedro Vasquez Discount Ornamental Iron Ph: (813) 248-3348 Gulf Coast NOMMA Network

President: James Minter Jr. Imagine Ironworks Ph: (601) 833-3000 Northeast Chapter

President: Keith Majka Majka Railing Co. Inc. Ph: (973) 247-7603 Southern California Chapter

President: Sami Dahdal Sam’s Iron Works Ph: (818) 982-5343 Upper Midwest Chapter

President: Tina Tennikait Superior Fence & Orn. Iron Ph: (618) 259-4184 For more chapter info, see the NOMMA website. www.nomma.org.

PURE IRON Superior to mild steel for decorative forge work Square bar Round bar Flat bar Call for a free sample

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AND

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www.pureironsource.com • www.shopwagner.com 888.243.6914 • FAX 414.214.0450 March/April 2007 Fabricator

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What’ s Hot

EMMA to hold spring conference The Expanded Metal Manufacturers Association (EMMA) invites all North American Expanded Metal Manufacturers to its Spring 07 Conference at the Omni Tucson National Golf Resort & Spa, Tucson, AZ, April 20-23. Expanded metal industry experts will present opportunities for press conferences, group advertising, press releases, web site exposure, trade shows, and exchanging information with peers.

To attend, please RSVP Angie Sisco, NAAMM, at (630) 942-6591.

Contact NAAMM Headquarters, Ph: (630) 942-6591; Web: www.emma-assoc.org.

Metal arts spring workshops The Center for Metal Arts Presents Spring Seminars and Workshops featuring instructors Uri Hofi and Fred Crist. The lineup includes: • Creating a New Language in Iron with Fred Crist, March 29-April 1.

Description: Move beyond conventional metal forming while building

Events on craftmanship and joinery in the overall composition of a finished piece. Discover experimental ideas in relation to forged sculpture and oneof-a-kind, functional work while spending one day on the drawing process and three days at the forge in this experimental seminar.

• Comprehensive Fundamentals of Blacksmithing with Uri Hofi, April 1620. Description: Learn about hammer control, fire management, quenching, and tempering, forming and moving metals, metalurgy, tool making, power hammer forging, geometry, proportion and design, and the cultural history of blacksmithing. Class presents Hofi’s ergonomic approach to tooling and technique, of interest to any skill level.

•Power Hammer Gorging with Uri Hofi, April 23-25, Monday 8 a.m. – Wednesday 12 p.m. Description: Learn how to use Hofi’s signature dies and tooling at the power hammer for efficient and effective forging.

Develop your own ideas and elements to use in your own work, in free-form power hammer forging. Class offers an intensive program of theory, demonstrations, and hands-on time at the power hammer.

•Power Hammer Forging with Uri Hofi, April 25-27, Wednesday 1 p.m. – Friday 5 p.m. Description: Receive instruction in the Uri Hofi, free-form Visit our website and download our full line catalogue.

ANGLE & SHAPE BENDING ROLLS

Seven models available for rolling the smallest sizes of Angles, T-Stems, Flat Bar, Square & Round Bar, Pipe, Square & Round Tube, Beams and Channels.

P.O. Box 207, White Marsh, MD 21162

Phone: 410-933-8500, Fax: 410-933-1600 www.comeq.com, E-mail: sales@comeq.com

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power hammer technique he teaches in Europe, Japan, Israel, and the Center for Metal Arts in NY. Discover Hofi’s innovative, ergonomic system of forging recognized in Germany as the “future of forge work in metals education.”

Contact: Center for Metal Arts, Ph: (845) 651-7550; Web: www.centerformetalarts.com

Upcoming Events June 3-7, 2007 NFPA World Safety Conference & Exposition

This conference is one of the most important events of the year for professionals in fire protection, life safety, electrical and security. Boston Convention and Exhibition Center, Boston, MA. Contact: National Fire Protection Association, Ph: (800) 593-6372; Web: www.nfpa.org

July 24-26, 2007 America’s Fire & Security Expo

If you are involved with fire protection systems and equipment, special hazards, chemical and hazardous material storage and handling, building fire protection, life safety, electrical installations, or security products, systems and services NFPA’s Americas’ Fire & Security Expo is the event for you. Miami Beach Convention Center, Miami, FL. Contact: National Fire Protection Association, Ph: (800) 593-6372; Web: www.nfpa.org

2008 ABANA Conference canceled Please note that ABANA recently made a decision to cancel its biennial conference for 2008.

More details can be found in the President’s Message on the ABANA web site: www.abana.org.

Fabricator

March/April 2007

New Products

New slide gate operators

DoorKing DoorKing has introduced two new slide gate operators to the market. The models 9530 and 9550 are designed for heavy-duty maximum security applications and both offer unique features typically not found in Class III and IV operators.

The model 9530 is designed to operate gates up to 100 feet long and weighing up to 5000 pounds, while the model 9550 is designed for gates up to 160 feet long and weighing up to 10,000 pounds. Also, the 9530 features a 3-HP motor and operates the gate at 2-ft/sec, its panic close feature will quickly close the gate at 6-ft/sec if a security breach is immanent.

The 9550 is equipped with a 5-HP motor and operates

the gate at 4-ft/sec. Both operators are equipped with an electrically operated disc brake system and a solid-state speed controller, which provides slow-start and slow-stop functions. In addition, DoorKing’s adjustable mid-stop feature allows the gates to be stopped short of their full open position to facilitate smaller vehicles, reduce operator run time, and insures that the perimeter is secured as quickly as possible. DoorKing’s Director of Marketing Richard Sedivy added “These operators are designed specifically for applications that require the highest degree of security possible with an automated perimeter gate system, such as military installations, power plants, water treatment plants, etc. These operators fill that specific need.”

Contact DoorKing, Ph: (800) 826-7493.

Architectural Iron Designs now a D&D Technologies distributer D&D Technologies-Gate Latches, Locks & Hinges are now available from Architectural Iron Designs, Inc. A variety of high quality, decorative components, durable paints and finishes and readymade gates and gate operators are also available.

Contact: Architectural Iron Design; Ph: (800) 784-7444; Web: www.archirondesigns.com.

928-422-1000 March/April 2007

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New Products

What’ s Hot

50-Ton Turret Ironworker

New Folding Knife Sheaths

Scotchman®

Klein Tools

Scotchman® Industries is pleased to feature the 5014 TM Ironworker in their “Metal Fabricating Solutions.” The 5014-TM has 50 tons of pressure and the ability to punch a 13/16” hole in a 3/4” plate. The 5014 TM is made in America, with many standard features and equipment including a three-station revolving turret, which accepts up to three pieces of tooling that can be changed in seconds. It comes standard with an angle shear that will shear up to 4” x 4” x 3/8” angle iron and a flat bar shear that can shear 3/4" x 4” to 1/4” x 14”. The 5014 TM also features a rectangle notcher that will notch up to 2-/2” x 3” in 5/16” material. With its component tool table design, it has the ability to accept optional equipment, such as the 12” press brake, rod shear, square tube shear, picket tools, pipe notcher, and special tooling, which is also available.

Contact Scotchman, Ph: (800) 843-8844; Web: www.scotchman.com.

Klein Tools’ next generation of folding knife sheaths are available in three different styles to fit the following folding knife sizes: 3" to 3.5" (Cat. No. 5231), 3.5" to 4" (Cat. No. 523) and 4" to 4.5" (Cat. No. 5235).

Klein Tools’ folding knife sheaths are made of Cordura® ballistic nylon for resistance to abrasions, punctures and tears. An elastic belt loop securely holds the sheath for wearing horizontally or vertically, and accommodates a variety of belt widths. The new folding knife sheaths also have an adjustable Velcro® closure.

Padded for extra protection and comfort, the new folding knife sheaths are double stitched adding protection for the knife.

“These new Klein Tools folding knife sheaths provide a convenient and comfortable method for storing a folding knife on the jobsite,” said Nancy Szankowski, product manager, Klein Tools.

Contact Klein Tools, Ph: (800) 553-467; Web: www.kleintools.com.

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Fabricator

March/April 2007

New Products

What’ s Hot

Manifold automatic guns ideal for high production environments Binks The MAG HVLP Automatic Airspray Gun and the MAG AA Automatic Air Assisted Airless Spray Gun are ideally suited for multi-gun finishing equipment such as rotary machines, reciprocators, or fixed chain-on-edge systems in high production environments. The new MAG AA UV Spray Gun is specifically designed to handle UV coatings for both wood and metal applications.

The MAG HVLP and MAG AA maximize savings in time and materials and offer many features including: integrated in-line fluid filter (no need to remove the gun body when changing filters), module design for easy replacement, component cartridge design for quick repairs, spray accuracy, reduced overspray and bounceback, longer wear part service life, and reduced chance of color contamination.

The MAG AA UV Spray Gun features performance advantages such as: long lasting carbide needle, leak-resistant carbide seat, reliable seal design, solvent resistant high-grade O-rings, stainless fluid passages for water and solvent based materials, and atomization of a variety of coating viscosities.

Contact Binks, Ph: (800) 992.4657; Web: www.binks.com.

New website launched to promote Exterior Spray Lacquer

PERMALAC* Peacock Laboratories presents new website to detail the benefits of PERMALAC, its air-dry, clear coat lacquer engineered for outdoor applications.

The primary use for the product is on metal substrates such steel, aluminum, copper, silver and bronze. When used on sculpture, iron fencing, marine windows, and similar installations, PERMALAC provides durable, long lasting, exterior protection in a wide range of temperatures and environments. Its UV and corrosion inhibitors have also attracted use by industries such as window and door manuMarch/April 2007

Fabricator

facturing. There are sculptures that were coated with PERMALAC ten years ago and the fragile patinas created by the artists have yet to show signs of wear.

To check the results of testing on steel surfaces, or on brass subjected to blowtorch abuse for 10 seconds, visit the new website. PERMALAC is available in 12-ounce spray cans in gloss or matte finishes and several other container sizes.

Contact Peacock Laboratories, Ph: 215-729-4400; Web: www.peacocklabs.com.

OilRubbed Bronze and Leather Brown Finishes Birchwood Casey Birchwood Casey’s new Antique Brown® M38 solution, combination immersion/brush-on, produces a wide range of brown tones, from golden to chocolate.

Antique Brown M38 is a versatile, easy process for brushon finishing of large surfaces or for immersion finishing in batch quantities. Designed primarily for use on copper, brass and bronze, Antique Brown M38 can also be used on iron and steel substrates.

Used undiluted for brush-on work, Antique Brown M38 takes 2-4 minutes to achieve depth of color desired. For immersion tank applications, Antique Brown M38 is mixed at 20-25 percent in water for parts carried on racks, baskets or in rotating barrels, and provides finish coverage similar to brush-on applications. Color intensity is controlled by contact time.

The Antique Brown M38 reaction is a bit slower than that of other finishing products in order to give the user more control to produce lighter color tones. When the desired color tone is achieved, stop the reaction by rinsing the metal surface with water.

Once dried, the resulting finish can be highlighted or distressed, if desired, to produce oil-rubbed bronze finishes or leather-brown tones.

Unlike most antique processes, Antique Brown M38 does not produce black coatings. This gives the user ample time during application to control the toning process and achieve a desirable level of gold or brown finish.

The entire process is odorless and operates at room temperature. Product is available in one, five, 15, and 55 gallon containers.

Contact Birchwood Casey, Ph: (952) 937-7931; Web: www.birchwoodcasey.com.

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New Products

What’ s Hot

Forged roll shafts

Welding product selector

CML USA Ercolina angle rolls are capable of bending a wide range of profiles and materials to centerline radius as small as four times diameter of the work piece.

Model CE35 offers the capacity to 1-1/2” pipe schedule forty pipe and 1-1/2” angle iron. It is designed to operate in the vertical or horizontal position with roll speed up to 20 feet per minute and 20 percent faster than competitive models.

All models include a remote foot pedal for hands-free operation. Standard universal tooling adjusts easily to most material profiles. The side-mounted lateral roller system adjusts as necessary to create coil effect in work-piece. High strength 40mm roll shafts are forged and machined for maximum strength.

All drive shafts mounted in conical roller bearings, thereby reducing the number of passes and increasing work piece consistency. A single-phase 220-volt connection makes this machine ideal for shop and job site fabrication.

Contact: CML USA: Ercolina; Ph: 563-391-7700; Email: dtunis@ercolina-usa.com; Web: www.ercolina-usa.com

ge d E g y n i c t t a u r C ccu

A

Miller Electric Mfg. Co.

Miller Electric Mfg. Co.’s new online Smart Selector™, http://www.millerwelds.com/select, uses a simple, intuitive graphic interface to ease welding product selection for hobbyist, farm, ranch, automotive, or light fabrication customers.

The site uses patent-pending software and an easy-to-use interface to make customer recommendations for MIG, stick, TIG, engine driven and plasma cutting products. For those who are unsure which welding process best fits their needs, the Smart Selector explains the benefits, skill level required, and common uses of each.

Contact: Miller Electric Mfg. Co.; Web: www.millerwelds.com

ROGERS HIGH PRODUCTION MECHANICAL POWER IRONWORKERS

Cuts flats, squares, rounds, angles & square tubing Punches Notches Spear Points Bends

10 Ton to 30 Ton

Direct Drive Saws Combine the speed of an abrasive saw, the precision of a cold saw and the versatility of a band saw.

• • • • •

Precision Mitre Cuts - 0º to 60º 8” to 20” Cutting Capacities Pull Down or Hydraulic Cutting Systems ACCU-CUT Blade Guide System Small Footprint

800-323-7503

www.patmooneysaws.com sales@patmooneysaws.com 90

PRESSHEAR #10

Made in USA

FASTER THAN HYDRAULIC ROGERS MANUFACTURING, INC.

Formerly Lehman, Inc. since 1953 P.O. Box 518 • Mineral Wells, TX 76068 Tel: 940-325-7806 • Fax: 940-325-7156 Email us at: rmi@mesh.net • www.rogers-mfg-inc.com VISA and Mastercard Accepted Fabricator

March/April 2007

New Products

What’ s Hot

Nickel-plated flashback arrestors

Western Enterprises

changeable, color coded arrestors — one for oxygen and one for fuel gas.

Caliber Flashback Arrestors have a 10" maximum cutting capacity. All are 100 percent factory flame and leak tested and are U.L. listed.

Contact: Western Enterprises; Ph: 440-871-2160; Web: www.Western Enterprises.com.

Modified Square InventHelp

Caliber™ Flashback Arrestors from Western Enterprises are intended for use in oxy-fuel cutting or welding. Their unique nickel-plated finish provides greater surface hardness and corrosion resistance compared to traditional sold brass flashback arrestors. Additionally, Caliber arrestors feature soft seat Buna Nitrile O-ring connections for extended life and excellent seal integrity.

Flashback arrestors are a necessity for safe oxy-fuel welding or cutting. They stop the flashback flame and the reverse flow of gases. (A check valve alone will not extinguish a flashback flame.)

Two styles are available. Torch style sets are mounted between gas hose and torch; regulator style sets are used between hose and regulator. Each set contains two non-inter-

An inventor from Templestowe, Victoria, Australia, has designed a modified square for trades professionals and doit-yourselfers. The “Redesigning a Square” would help the user to square objects with vertical protrusions where a standard square could not give a true reading. This tool would give accurate readings for base plates, poles, flanges and pipes. Designed for easy use, the product is producible in variations that would work like a regular square. The original design was submitted to the Melbourne office of InventHelp. It is currently available for licensing or sale to manufacturers or marketers.

Contact: InventHelp; Ph: (412) 288-1300 ext. 1368.; Web: www.inventhelp.com.

DEDQD RUJ ABANA PO Bo Boxx 816 FFarmington, armington, GA 30838

(706) 310-1030

$UWLVW %ODFNVPLWKV V Association of North America, Inc. March/April 2007

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Classifieds Recruiter

Employment nationwide in structural/miscellaneous steel fabrication.

ProCounsel is in communication with over 3,000 structural/ miscellaneous and ornamental steel fabricators. We can market your skills (estimator, project manager, detailer, shop manager) to the city or state of your choice without identifying you.

Employer pays fee. The right location, the right job, at the right money. ProCounsel: Buzz Taylor. Call toll free (800) 545-5900, or (214) 741-3014.

Fax: (214) 741-3019. Mailbox@procounsel.net.

bar: 4) 1/2” x 2” x 13’ flat bar, 1) 1” x 2” x 13’ flat bar, 6) 1/2” x 1-1/2” x 5’ flat bar, 6) 1/2” x 4” x 5’ flat bar. $2,700 worth of materials for $2,000. Will sell together or separately. Call Metalworks at (920) 748-5545. Email: metalworks@charter.net.

Welder/Rail Fabricator Wanted Shop For Sale

Metal fab shop located in small college town in central Wisconsin. 3,000 sq. ft. steel building, property runs along a designated trout stream. Call Metalworks at (920) 748-5545. Email: metalworks@charter.net.

Shop For Sale

Business Opportunity

Manufacturer, fabricator, and installer of high-end customized and artistic works in metal for commercial clients in U.S. and abroad. Company is located in Southeast Florida. Jobs include work in wrought iron, steel, stainless steel, aluminum and bronze for major hotels, shopping centers, resorts, office towers, and condominiums, etc. Products include balcony and stair railings, furniture, and sculptures. Revenue is approximately $1M. Offered at $1,150,000. Warehouse building in industrial/commercial area offered separately. Contact: J.G. Montes at (786) 251-0034 or at jorgegm@bradwaygroup.com.

For Sale

Polished stainless steel bars, #4 brushed satin finish on 4 sides each

Ornamental iron company established 1997, great reputation for custom forged railings, stair units, fencing, gates, etc. Exceptional economy ensures growth with limited competition. Advertising in place for 2007, $400,000 includes equipment, trucks, and inventory. Purchase existing shop/lot near downtown Nashville for additional $200,000. Owner available to help transition. Terms negotiable. Fax your inquiry to (615) 259-4224.

Sales agent/reps wanted

Sumter Coatings is seeking independent sales agents/representatives for the eastern U.S. to represent our Metal Master Brand Paints. Qualifications would include someone currently selling other type products to ornamental and steel suppliers. Call,

Need an employee right away?

If time is of the essence, consider posting your “help wanted” ad online by using the NOMMA Career Center.

A free service to industry, this service is a great way to advertise your job posting. There are also sections for “Seeking Employment” and “Buy/Sell /Trade.” To access this area, simply visit www.nomma.org and click on “Career Center.”

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fax, or email Chet Dinkins at the number below for more information. Any emails should be preempted with a phone call to Chet before sending. Ph: 888-471-3400. Fax: 803-481-3776.

Email: cdink@sumtercoatings.com.

Seeking an experienced commercial rail fabricator for local decorative iron rail shop. Must have commercial experience and be able to perform layouts and read/interpret prints. Must have a valid driver’s license. Good pay and hours: generous holiday, vacation, and benefit package w/ health, dental and 401K. Call (804) 231-1998 ext.

306 for application/information or fax resume to (804) 232-6114.

Salesmen Wanted

Mid-south importer/manufacturer is seeking experienced direct or independent salesmen for our line of ornamental iron products to the wholesale and fabricator trade. Please fax inquiries to: (901) 547-1148.

Help Wanted

Leading blacksmith shop in Northern VA requires experienced metal fabricator for decorative and architectural ironwork; 5 or more years experience preferred. Good pay, benefits, work environment! Contact Patrick Cardine at (540) 439-6460. Fax resume: (540) 439-6462.

Employment Opportunities

See NOMMA’s website for listing of NOMMA member shops offering employment opportunities: www.nomma.org.

Classified ad rates & information

Classified ads promote a one-time sale or offer or employment-related opportunities.

Rates are as follows: 1–35 words = $65 ($50 member) 36–50 words = $90 ($75 member) 51–70 words = $115 ($100 member) 71-100 word = $145 ($130 member) Next closing date: April 13, 2007 Fabricator March/April 2007

Fab Spotlight

Another Super Service Truck Ed. note: Tim Johnson of Advanced Welding & Ornamental Iron in Springfield, MO, noticed our feature on Todd Bohannon’s Super Truck in the March/April ‘07 Fabricator. Jim tells us he has quite a service vehicle of his own!

Our truck is a 2006 Chevy 4500 4x4

cab and chase. It has 8.1 gas engine with Allison trans and air ride seats.

We built the bed and boxes from our own design. There is a Lincoln 305G welder. All the boxes are made of aluminum. The tall front box on the right side houses the air hose reel and the argon bottles. Also housed in that box is a Lincoln 160T inverter used for inside TIG work.

The tall front left side box houses the oxygen acetylene bottles and 100’ hose reel for the torches. It also houses all our measuring tools, brooms and vacuum.

Custom features of the bed include adjustable arms that extend out past

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the bed to hang gates and railings. We can haul large amounts of rail without a trailer.

All the underbody boxes hold hand tools, grinder, saws and many other tools and items need out in the field .

We also do repair work so the truck has about every hand tool imaginable.

There is 121/2 hp engine drive compressor for air tool, carbon arc and paint guns.

There are two holes in the very back of the bed above the bumper for storable aluminum arms that make into work table and 10” heavy vice. We carry 200’ of welding leads and an extra 100’ of oxygen acetylene hose with quick connects. We also have 200’ of argon hose to reach into a house.

There is a storage box behind the welder for a suitcase wire feed Lincoln LN25.

We actually have seen people almost drive off the road to get a look as we pass by!

For your information Abouth the company: Advanced Welding & Ornamental Iron, 4236 S. Hillcrest Ave., Springfield, MO 65810 Ph: (417 )886-8032 Email: advwelding@sbcglobal.net Super Truck: 2006 Chevrolet 4500 4x4 Features: 8.1 gas engine with Allison transmission Custom designed bed and aluminum storage boxes Adjustable arms for gates and railings Underbody storage boxes 12-1/2 hp engine drive compressor

Fabricator

March/April 2007

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King Metals has just published its 2007 product catalog. Volume 33 presents over 8000 products, with 900+ new items. Explore the wide range of architectural and decorative metal products that King Metals offers in this new comprehensive catalog. As always, every order is shipped the same day it is placed from one of our three 60,000+ square foot fully stocked distribution centers.

800-542-2379 Call Today For Your FREE CD and/or Book!

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King Metalsâ&#x20AC;&#x2122; Design Concepts Volume II is now available. Volume II contains over 600 new designs and photos of railings, staircases, fences, gates, doors, ZLQGRZ JULOOV FROXPQV DQG Ă&#x20AC;UHSODFH VFUHHQV <RX ZLOO Ă&#x20AC;QG 'HVLJQ &RQFHSWV DQ LQVSLUDWLRQDO DQG LQYDOXDEOH tool when designing and producing architectural or decorative iron and aluminum projects.

WWW.KINGMETALS.COM

Metal Spirals from

$

425

Features: •Steel Construction •Landing & Rails •All Required Hardware •Install Manual & Video

We make installing a spiral straightforward.

Options: •Any Floor-to-Floor Height •Diameters 3'6" to 7'0" •BOCA/UBC Code Models •Custom Welded Units •Aluminum Construction •Hot Dipped Galvanizing -- Many More Available --

Oak Spirals from

$

1575

Features: •All Red Oak Construction •Landing & Rails •All Required Hardware •Install Manual & Video Options: •Any Floor-to-Floor Height •Diameters 4'0" to 6'0" •BOCA/UBC Code Models •Turned Spindles •Solid Oak Handrails •Finger Groove Rails -- Many More Available --

Victorian One ® from

$

3300

Installation Video featuring “The Furniture Guys”

Features: •Cast Aluminum Construction •Landing & Rails •All Required Hardware •Installation Manual

Options: •Any Floor-to-Floor Height •Diameters 4'0" to 6'0" •BOCA/UBC Code Models •Brass Handrails •Cast Scroll Tread Ends •“Antique” Baked Finish -- Many More Available --

The best selection, quality, and prices!

Since 1931, The Iron Shop has enjoyed a reputation for outstanding design and fabrication of custom built spiral stairs. Today, we utilize computer-aided technology throughout our production process to guarantee that each stair meets exacting standards—successfully mixing state-of-the-art manufacturing with Old World quality.

Offering the largest selection, highest quality, and lowest prices in spiral stairs—we make sure that you get the right spiral to meet your needs. This has made The Iron Shop the

leading manufacturer of spiral stair kits, with over 100,000 satisfied customers worldwide. And our spirals are still made with pride in the U.S.A. Call for the FREE color Catalog & Price List:

1-800-523-7427

Ask for Ext. FAB or visit our Web Site at www.TheIronShop.com/FAB Main Plant & Showroom: Dept. FAB, P.O. Box 547, 400 Reed Road, Broomall, PA 19008 Showrooms / Warehouses: Ontario, CA • Sarasota, FL • Houston, TX • Chicago, IL • Stamford, CT

Proud nationwide member of...

“The Furniture Guys” is a registered trademark belonging to Ed Feldman and Joe L’Erario ©2003 The Iron Shop

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