ISFA's Countertops & Architectural Surfaces Vol. 9, Issue 2 - Q2 2016

VOLUME 9 / ISSUE 2 • QUARTER 2, 2016 • SINGLE ISSUE $14.95

Measuring Success: Metrics and CNC Technology Page 20 Material Handling Spotlight Page 22 The Secret to Owning the Sale Page 32 Manufacturing Solid Surface in a Global Economy Page 36 Final OSHA Deadline Looming Page 42

Shaping the Future

Fabricator uses advancing technology to offer well beyond what’s typical in solid surface Page 26

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ISFA Member since 2010

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CREDITS Letters to the Editor

Photography

Please send letters to editor@isfanow.org or to Letters, ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor. Include a telephone number and address (preferably an email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to editor@isfanow. org or mail to ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor.

Photography/graphics provided by: ArtCor, Park Industries, Leonard Elbon, Fujiashi and The U.S. Occupational Health and Safety Administration.

Countertops & Architectural Surfaces welcomes Letters to the Editor.

If you have questions about the magazine, or would like to make a comment, or voice an opinion about the magazine, ISFA, or the industry in general, please feel free to write to us.

Contacting ISFA

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About This Magazine

Countertops & Architectural Surfaces (2372-983X) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth “Buyers Guide” issue publishing in September. Individual copies of Countertops & Architectural Surfaces are available at the nonmember “newsstand” price of $14.95. Countertops & Architectural Surfaces is also available by individual subscription at the following rates: ISFA nonmembers, one year (five issues) $30.00; ISFA members, one year free with every membership renewal.

Special rates and charges apply for orders outside of the United States.

Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2016. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission.

Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs.

Materials will be returned only if accompanied by a stamped, selfaddressed envelope. For change of address, please include old label with new information, including both old and new zip codes. Allow 3-6 weeks for address change to take effect. Periodicals postage rate is paid at the Gibsonia, Pa., post office as well as others. Opinions expressed by writers in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces or the International Surface Fabricators Association, but rather those of the individual writers.

Postmaster: Send address change to Countertops & Architectural Surfaces magazine, 2400 Wildwood Road, Gibsonia, PA 15044.

4 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Photos in this publication may not depict proper safety procedures for creative purposes. ISFA and Countertops & Architectural Surfaces support the use of proper safety procedures in all cases and urge readers to take steps to institute such procedures.

Magazine Credits

Publisher & Editor: Kevin Cole Proofreader: Nancy Mueller-Truax Design: V2 Marketing Communications

ISFA Officers of the Board

Adam Albee, President Mell Hill, Immediate Past President Ryan Miller, Vice President Kate Dillenburg, Treasurer Erica Hussey, Secretary

ISFA Directors

Mike Woods, Director Kelley Montana, Director John Hansen, Associate Member Representative Jessica McNaughton, Associate Member Representative

ISFA Staff

Mike Langenderfer, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Carol Wilhite, Operations Manager Paul Wisnefski, Account Representative Dave Lillegaard, Account Representative Amy Kyriazis, Program Manager Lynn West, Membership Coordinator

Cover Photo

This unique reception desk fabricated by ArtCor from various triangles shows how modern modeling technologies can come into play to create unique design potential in solid surface projects. Read the full story on Page 26.

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CONTENTS

Features 20 Take Control of Your Business

Establish metrics to define, evaluate and plan for success, especially with CNC equipment

22 Material Handling Spotlight

A look at the latest the market has to offer

26 Shaping the Future ArtCor showcases three solid surface projects using

22

advanced design and modeling technologies

32 Buyer Desire The secret to owning the sale 36 A Case Study of Manufacturing Solid Surface in a Global Economy

Chasing the Unobtainable Triad at Fujiashi

42 Final OSHA GHS Deadline Approaching

What you need to know to stay in compliance

Departments

26 Q

UA

10 From the President 12 From the Executive Director 14 Calendar of Events

LI

D

8 From the Editor

TY

16 Education Connection

SPEE

the Secret to Owning the Sale 32

17 Industry News 44 ISFA News

PR

ICE

36

48 ISFA Fabricator Directory 52 Product News 56 Reader Service Form 57 Classifieds/Ad Index 58 Guest Editorial

42 6 • Vol. 9 / Issue 2 • International Surface Fabricators Association

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From the Editor From the desk of Kevin Cole, Editor & Publisher, and ISFA Communications Director

When Is Enough Really Enough?

Have you ever been in the position where your

of dollars and cents. We should all be allowed

take on more than you can handle? Maybe he

If you are bringing home more money than

client or maybe even your boss asks you to

or she asks, “Can you just squeeze in this one more thing?”

Most fabricators, or even just most people, have been in that position. And, in these

to lead productive lives outside of our careers. you can spend, but are missing time with your family, friends and personal interests, are you

really wealthy? Is it worth it? But beyond that, once you hit the top of the curve, your actual

situations, it is tough to say, “No.” We all

monetary costs are very likely to increase to

time (or even early) and get rewarded for it

more to make.

With around 60 percent of the business being commercial work, you would think the company would be living with thinner margins, but that’s just not the case. According to Lindroth, the company just isn’t going to race to the bottom.

Instead, they put out quality work and it wins them business. And although the business is relatively large and robust, it is also nimble

want to put out a high-quality product, on

where each dollar in profit you bring in costs

(whether it’s in the form of pay, recognition or

If you have to have your team work overtime,

Pierce isn’t the most modern shop, but it is

additional work, then you are also taking on

it outputs. I can personally attest to that from

future referrals, or maybe some combination of those three). However, there is a point where

we all must say, “Enough is enough.” That’s a concept that many, including myself, have a hard time dealing with.

hard to deny the high level of craftsmanship

additional cost, and unless you are charging

what I saw there.

more for that work, then your profit margin is thinner. If you have to buy a new expensive

piece of equipment to pick up more jobs, then

a sort of a bell curve in which if we don’t have

for itself and you have enough work to keep it

just enough work, we are only breaking even;

it. If you are working harder and longer and it

difficult to understand that we all operate on

you better make sure the machinery is paying

enough work, we are losing money; if we have

operating as well as the right people to operate

and if we have the optimal amount of work,

is costing you more, you are playing with fire

most return on our investment (in both time and dollars). However, it is trickier to understand

that at some point you can take on too much

work and the returns begin to diminish. How do you know when you have gone past that peak and are on the decline? It can be measured in

many ways, depending on what your goals and

when it comes to your P&L statement. Plus, long hours and new, unfamiliar equipment can lead to mistakes; if you are operating

on thin margins, a single mistake may mean the difference between a project’s failure or success.

Last week, I visited Pierce Laminated Products

personal values are.

in Rockford, Ill., where Eric Lindroth was kind

Most would look at the time they are spending

business with me. Pierce templates, fabricates

on the business and the profits being made.

However, other factors could be giving back to the community or limiting the potential harm

our businesses may cause, etc. But here, the main two — time and money — are the key elements I want to focus on.

First, though, it should be pointed out that

wealth should not always be measured in terms

8 • Vol. 9 / Issue 2 • International Surface Fabricators Association

production shops just don’t want to handle.

and pay them overtime wages to take on the

No matter your business model, it is not too

we are at the top of that curve and getting the

enough to focus on doing things that very high-

enough to show me around and discuss his

and installs solid surface and laminate, and up

Lindroth was the first to admit they used some older techniques, but he also pointed out that this allowed them to complete some complex projects in the time it would take some rampedup shop with all of the latest equipment just to set up for the work. And with the business having been around for 58 years, it is hard to argue that it isn’t doing things right.

It’s not always about bigger and more. It’s much more about knowing where the sweet spot is. Pierce knows its strengths and weaknesses, and what jobs fit and what jobs it should just walk away from. And from what I can tell, that is the secret to answering the question, “When is enough really enough?”

As always, I look forward to your feedback.

Sincerely,

until recently templated and installed quartz

surfacing. However, Lindroth told me that long ago the company decided it was not going

to take on fabrication of stone or other hard

surfaces, nor would it accept the oftentimes

arbitrary pricing of big box store business, but rather it would focus on what it does best.

Kevin Cole, Publisher & Editor kevin@isfanow.org.

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ISFA Member since 2000

From the President From the Desk of Adam Albee, ISFA President, 2016

With Spring Comes Growth and Opportunity It’s been an exciting first quarter here

manufacturers dedicated to pursuing the

growth of spring took hold, so too did we

website at www.nbmda.org/About_Us.)

at ISFA. As winter ended and the green

see growth with the association. Both our

membership and staff are growing, and we are in the process of finalizing some new

relationships that will continue to provide growth and value for our members.

One of the most exciting new relationships that is leading to large growth potential is

the formation of ISFA China. During KBIS/ IBS in January, we met with a Chinese

gentleman who presented an exciting vision for ISFA China. The goal put forth was to

raise the bar for quality and craftsmanship

association’s mission. (Read more on its

an alternative to gasoline that’s made by highly compressing natural gas. More than 12 million vehicles around the world run on

It essentially does for distributors what

natural gas; however, only about a quarter

relationship between fabricators and

We converted one of our vans to CNG and

ISFA does for fabricators. Given the close distributors, our affiliation should prove to

be a powerful alliance in the coming years.

Together we will work to make each other’s

member bases stronger and more profitable

through additional training opportunities and resources. We are already working together to set up training opportunities hosted by distributors around the country.

million of those are in the United States. the savings has been enormous, especially as gasoline prices begin to rise again.

CNG costs about half of gasoline or diesel, and as an added benefit, emits up to 90 percent less emissions, depending on the vehicle and a number of factors. For us, the savings in fuel costs more than paid for the cost of the conversion within a couple of

in the local Chinese fabrication industry,

Additionally, this year ISFA members will

popular countertop material, as well as form

Company in the form of a discount on van

positively impact our domestic association

a chassis with Unicell body from their local

working hard to keep ISFA at the forefront

SRW vans and one Aerocell van in our

with new ways to grow their businesses.

years, especially when we’re running the van

where solid surface is by far the most

also enjoy a new benefit from Unicell Body

a mutually beneficial relationship that will

bodies and accessories when they purchase

The entire board of directors and staff are

member base over the long term.

car dealer. We personally have three Aerocell

of the industry and to provide our members

By the time you are reading this, I will have

company’s fleet. The Aerocell SRW vans are

already traveled to meet with the ISFA China Board of Directors at the end of April to

finalize the deal. So, assuming everything went as expected, and all of the details

of the agreement have been put in place,

the perfect size for a fabrication company, and the aerodynamics really do equate to

fuel savings for your business compared to the traditional box vans.

every day.

I’m extremely proud of what we have accomplished so far this year and excited to see all of the opportunities that continue to present themselves in our industry. I believe 2016 is going to be one of the

you will be hearing from me about a more

To round out the Unicell benefit, we are

best years many of us have seen in a long

will bring ISFA members.

with a fleet code that will allow them to save

important right now both for ISFA and our

those taking advantage of this benefit can

come together to help one another, the more

detailed overview and the positive impact it We are also in the early stages of a new partnership with the North American

Building Material Distribution Association (NBMDA). According to association’s

working with Ford to provide ISFA members

time. Strategic partnerships are especially

money when purchasing a Ford chassis. So,

members. The more our industry partners

double up on the savings by combining the Unicell body with a Ford chassis.

mission statement, “NBMDA develops and

I would also encourage anyone purchasing

processes to improve member profitability

a compressed natural gas (CNG) fuel

promotes the effectiveness of distribution

a Ford Aerocell SRW to consider adding

and growth.” In general, the group

conversion. This may be a concept you

represents a network of distributors and

10 • Vol. 9 / Issue 2 • International Surface Fabricators Association

are unfamiliar with, but CNG is basically

successful we will all be.

Adam Albee, ISFA President adam@lincolnlaminating.com

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From the Executive Director From the Desk of Mike Langenderfer, Executive Director

With So Much Going On, What Are You Doing?

As I sit here in front of my computer trying to

trade show; we are revising the ISFA website

growing pains, but believe me when I say that you

overwhelmed with ideas and also really at a loss

industry; Adam Albee, ISFA’s president, is traveling

can take advantage of. There are companies in

decide what to write in this editorial, I am both

to make it more usable for members and the

for words. There is so much happening in the

to China to meet and discuss a joint membership/

How do I decide what is more important to write

be hosting an ISFA Generation 2 gathering at

world, the countertop industry, ISFA, and my life.

training program; at the end of the month I will

about?

my shop in Ohio; in August the board, staff and

Time seems to be flying by. In the very short

time since I was appointed to the role of ISFA

Executive Director, my company has built and

moved into a new production facility; ISFA held

its 2015 annual meeting; we have hired Amy and

I will be at the International Woodworking Fair

(IWF) in Atlanta; and ISFA is planning a Senior

Management gathering at IceStone in New York in September. And to round this out, we are working on the 2016 ISFA Annual Meeting coming up this

don’t have to do it alone. There is a lot of help you every state in the union that are experiencing the same problems and facing the same issues that you are, and every one of them wants to, and is

willing to, discuss their problems and successes

with you. They are attending events with ideas to share and problems to face head-on. They need you, and you need them.

I know I always seem to present the same

November in Cancun, Mexico.

basic idea, but I truly believe that you must

and Kevin and Paul have sold and put together

We are all working hard to help ISFA members

all the difference in my business. If you sit on

to press in a couple of weeks. I have also been

increase profitability. The chances to benefit just

for the Kitchen & Bath Industry Show (KBIS), The

If you’ve read my editorials in the past, you know

business ultimately fails, you will be saying to

needs to get involved. We all need to get out from

So with all that in mind, and knowing that it WILL

Lynn to work in the main ISFA office with Carol;

three magazines and will have the fourth (this one)

and the industry in general improve, learn and

to Mexico for the Cosentino 100; been to Vegas

keep on coming.

International Builders Show (IBS) and StonExpo;

spent a week in Florida on “vacation” and visited a couple of fabrication shops; spent a few days in Italy visiting a Laminam plant; traveled to

Houston for additional Dekton training; and last week I was in St. Louis attending the Effective

Commercial Business class presented by ISFA and hosted by Colt Industries. (By the way, I

want to give sincere thanks to Russ Berry of

ASST and Keith Haight, former ISFA executive director, for a great presentation.)

And there is so much more that is happening! I am preparing to drive to Chicago for the Coverings

get involved in your industry. I did, and it made the sidelines, you will simply watch all of the

opportunities pass you by. I guarantee you that if you never jump on the bandwagon and your

that I’m always preaching about how each of us

behind our desks and see what opportunities are available. Complacency is one of the best paths to failure.

yourself, “Wow, I wish I would have …”

make a positive difference for your business and your life, I want to personally ask you to

get involved and help us improve and grow our

There is so much opportunity out there RIGHT

industry. You owe it to your customers, your

Unfortunately you can’t attend everything.

about fabricators helping fabricators. What are

NOW to help fabricators grow their businesses.

business, your employees and yourself. ISFA is

However, you can attend some things. So I am

you doing?

directing the rest of this letter to those small

shops out there that are struggling to make it big.

I know you’re working hard and your business is probably growing. And with growth comes

Mike Langenderfer, Executive Director mike@isfanow.org

It’s more than just learning how to be more profitable, saving money on the bottom line and getting great referrals and discounts.

Call ISFA today and find out how to make your world a better place.

(412) 487-3207 www.ISFAnow.org Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.

12 • Vol. 9 / Issue 2 • International Surface Fabricators Association

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Calendar of Events MIA Stone Industry Education Series May 11 Edison, N.J. (440) 250-9222 Hermance Expo 2016 May 11-12 Williamsport, Pa. (570) 326-9156 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va. (412) 487-3207 www.isfanow.org Carrara Marmotec 2016 May 18 – 21 Carrara, Italy +39 058-578-7963 MIA Stone Industry Education Series May 19 Seattle, Wash.

(440) 250-9222 MIA Stone Industry Education Series June 9 Wixom, Mich.

(440) 250-9222 Regent Stone Top Polish Engineered Stone & Granite Repair Course June 9 – 10 Arizona (866) 233-4877 Park Industries Digital Stoneworking Expo June 16 St. Cloud, Minn.

(800) 328-2309 MIA Stone Industry Education Series June 23 Toronto, Ontario, Canada (440) 250-9222

ISFA/IWF Countertop Symposium Aug. 23 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com

MIA Stone Industry Education Series Oct. 19 San Diego, Calif.

(440) 250-9222

IWF 2016 (with ISFA Countertops Pavilion) Aug. 24 – 27 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com

Canada Woodworking East Nov. 2 – 3 Montreal, Quebec, Canada (888) 454-7469

Marmomacc Sept. 28 – Oct. 1 Verona, Italy 045 829-8111 ISFA CEO & Upper Management Gathering Hosted by IceStone Sept. 14 – 15 New York, N.Y. (412) 487-3207 www.isfanow.org MIA Stone Industry Education Series Sept. 22 Minneapolis, Minn.

(440) 250-9222 Concrete Décor Show Sept. 25 – 29 San Diego, Calif.

(877) 935-8906 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Sept. 27 – 30 Virginia Beach, Va. (412) 487-3207 www.isfanow.org MIA Stone Industry Education Series Oct. 6 San Antonio, Texas (440) 250-9222

Dwell on Design June 24 – 26 Los Angeles, Calif (800) 451-1196

ISFA Effective Commercial Business Seminar Oct. 6 – 7 Southern California (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series July 14 Birmingham, Ala. (440) 250-9222

Greenbuild 2016 Oct. 7 – 9 Los Angeles, Calif.

(866) 815-9824

14 • Vol. 9 / Issue 2 • International Surface Fabricators Association

ISFA 2016 Annual Meeting & Conference Nov. 8 – 11 Cancun, Mexico (412) 487-3207 www.isfanow.org Surface & Panel Symposium Nov. 14 – 16 Denver, Colo.

(920) 206-1766 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Dec. 6 – 9 Virginia Beach, Va. (412) 487-3207 www.isfanow.org Kitchen & Bath Industry Show (KBIS) Jan. 10 – 12, 2017 Orlando, Fla. (877) 267-4662 NAHB Int’l. Builders Show (IBS) Jan. 10 – 12, 2017 Orlando, Fla. (800) 967-8619 The Int’l. Surface Event/ StonExpo West Jan. 17 – 20, 2017 Las Vegas, Nev. (800) 967-8619

Submit your event for consideration in Calendar of Events by emailing Editor Kevin Cole at kevin@isfanow.org.

Circle RS#08 on the Reader Service Page or visit www.isfanow.org/info.

OR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR

Education Connection

relatively reasonable monthly fee. Also discussed were online lead sites, such as Angie’s List, and the overall viewpoint was that leads would be

fewer if customers had to pay for the service, but

that if there was no cost to fabricators to be listed, it may be worth a shot.

Business Models Everyone had different business models and

thus different marketing/showroom strategies.

Some focus mostly on commercial work while

ISFA CEO and Upper Management Gathering Brings Together Great Industry Minds to Discuss Topics Key to Business Success Designed to be small gatherings where the

where the group could get to know each other

surfacing industry companies come together

would be less about introducing themselves and

owners, CEOs and top management from various in groups of eight to 15, ISFA’s CEO and Upper Management Gatherings have proven to carry

a lot of value. The idea is to gather these small

groups in intimate settings to discuss very frankly the issues that are affecting their businesses and share their ideas on the current industry trends

with each other. The results are that each meeting is different, with varying topics based on what

problems or successes those in attendance are

facing. This was the case of the recent roundtable event held in Nashville.

Hosted by Creative Countertop Solutions and

in an informal setting so that the next two days more about accomplishing their goals.

In attendance were: Mike Woods, of Creative

Countertop Solutions and ISFA board member; Jessica McNaughton, of CaraGreen and ISFA board member; Billy Shaw, of Countertops of

Memphis; Augie Chavez, of Gecko Solid Surface

Solutions; Mark Rosenkrantz, of Schechner Lifson

Corporation; Keith Haight, of Durasein; Jeff Moore,

Mystera Surfaces; Bill Sauter, of OHARCO Building Solutions; Bill Phillips, of Countersync; and

Deanna Campbell, of Natural Stone Concepts. The

group made some interesting observations, shared some creative ideas and challenged each other to answer tough questions facing the industry.

The first night, Creative Countertop Solutions was kind enough to put on a welcoming reception

16 • Vol. 9 / Issue 2 • International Surface Fabricators Association

to date and displays were aesthetically pleasing.

Other Topics Additional topics that were touched on were HR

issues, ranging from drug testing to morale-killing

“Modern Materials” and what sorts of alternatives

and falling prices caused by cheaper foreign

followed by informal interaction in a roundtable

commodities.

there is proper documentation of safety measures;

to the typical products were emerging. This was

goods and how to avoid having products become

setting in which several topics were tackled and

Overall, the meeting had a great mix of seasoned

lunch was provided. While there is not enough

room here to discuss all of the topics covered, some of the highlights are included below.

Technology

sentiment was that buy-in to key technologies,

participants.

showrooms were staffed, color selections were up

presentation by McNaughton on the subject of

industry held the first of two of these events for

for investing in the event to the betterment of the

expounded on the value of making sure those

employees; prepping for OSHA and making sure

This was a major subject of conversation — both

the year. A big thanks is due to both organizations

perspectives. Those who do have showrooms

On March 17, the day kicked off with a short

sponsored by Cosentino and CaraGreen, from

March 16 to 18 eight movers and shakers in the

others were more residential, broadening the

the positive and negative aspects. Overall the

fabricators and relative newcomers, and everyone was able to hear some great stories and receive useful advice, all while having a good time.

Attendees all felt they had established some lifelong connections and look forward to seeing how these relationships grow over the years to come.

Special Thanks to the sponsors:

such as software-based jobtracking systems, helped establish solid business foundations.

However, there was also discussion about being

careful to avoid buying into unproven technologies too quickly.

Marketing The group discussed the pros and cons of attending trade shows as a viable way to

develop business leads. Additionally, the entire

assembly felt that social media and e-marketing are absolutely critical in today’s digital world.

Two viewpoints were discussed in this area.

One company has a full-time person on staff

who blogs, posts on social media and handles the company’s e-marketing. On the other side

of the coin, was nearly the opposite idea, where one company completely outsourced all of its

digital marketing, from social media to blogs for a

The other ISFA CEO and Upper Management Gathering is being hosted

by IceStone in New York on Sept. 14 to 15 this year. For more information or to sign up, visit www.isfanow.org/special-events/ or call the ISFA office at (412) 487-3269.

In the Industry OSHA Finalizes New Silica Rule, Fabrication Businesses Generally Unhappy

Park Industries’ Schlough Receives Migliore Award for Lifetime Achievement

After much review and an outcry from many

industry organizations, the Occupational Safety

Park Industries owner Tom Schlough was awarded the Marble Institute of America’s Migliore Award for Lifetime Achievement.

Based in St. Cloud, Minn., Park Industries manufactures and supplies stone processing machinery and equipment. Schlough’s leadership has been accredited to many industry achievements, such as the 1979 introduction of the first diamond-tipped saw for

and Health Administration (OSHA) finalized the revised federal rule for limiting workers

permissible exposure levels (PELs) of crystalline

silica, which causes silicosis, chronic obstructive pulmonary disease (COPD) and lung cancer.

OSHA first proposed the rule changes in 2013

and claims it will save more than 600 lives and

prevent 900 cases of silicosis each year, providing an annual savings of $7.7 billion. However,

building and construction organizations, such as the Marble Institute of America (MIA), National Association of Home Builders (NAHB) and

cutting granite and the development in 1998 of a CNC router for dimensioning, shaping and cutting marble and granite. In 2003, it also introduced a system to process full dimension stone into thinstone veneer. Though Schlough retired, he remains involved as the company’s principal owner.

Associated General Contractors of America (AGC)

American Federation of Labor and Congress of

up to Direct Stone Tool in San Diego where he

sure previous regulations, in which the PEL level

SCIGRIP Acquires Integra Adhesives

service and CNC training and setup, Phillips

and the requirements in the revision will actually

SCIGRIP Smarter Adhesive Solutions, a global

experience in the stone and tile industry, as well

The revised rule has two standards: one for the

adhesive products, acquired Integra Adhesives,

general industry, with four key parts:

based company specializing in the manufacture

argued the proper step would have been to make was set more than 40 years ago, were enforced

Industrial Organizations (AFL-CIO).

cost money and do little to improve worker health.

manufacturer of structural and engineered

construction industry and one for maritime and

Inc., an Abbotsford, British Columbia, Canadaof adhesive products for solid surface, quartz

was responsible for inventory, sales, customer is well suited for the new role. “His extensive as vast knowledge of CNC tooling, will allow us to accelerate our expansion efforts in the

Western part of the United States,” said Cliff Sallis, president of Lackmond Products, Inc.

manufacturing in both Durham, N.C., and British

Hanwha Surfaces Expands North American Direct Distribution of HanStone Quartz

protective equipment (PPE) to limit worker

seaming adhesives and a trusted brand name,”

South Korean-based conglomerate Hanwha

high concentrations;

synergies of our products, technologies and

3. Employers are required to create a written

to serve current customers as well as grow our

1. Crystalline PELs are reduced from 250

micrograms per cubic meter to 50 micrograms per cubic meter in an eight-hour period;

and natural stone. Integra Adhesives will maintain its headquarters in Abbotsford, and operate

2. Employers must ensure the use of personal

Columbia. “Integra is a world-class provider of

Hanwha Surfaces, the American subsidiary of

exposure, and controlled access to areas with

said John Reeves, president of SCIGRIP. “The

L&C, is moving to a direct sales model in New

exposure-control program, and train employees on the hazards of silica and how to limit exposure; and

4. Employers must monitor the health of

workers with potential for high exposure by

providing regular information on lung health and medical examinations.

The new rule is scheduled to go into effect

June 23, but staggered schedules have been

set with various industries to comply with the

requirements. For the construction industry, the rule takes effect June 23, 2017, and for general industry it takes effect June 23, 2018. Some

organizations, particularly unions, have expressed support for the new rule, such as the North

America Building Trades Union (NABTU) and the

staff will significantly enhance our opportunities market share.”

England, Michigan and Ohio. On the heels of

the opening of its Philadelphia warehouse and showroom in 2015, this transition will help the company directly reach consumers in these

Lackmond Stone Appoints Andrew Phillips as a New Territory Manager

high-volume territories with its HanStone Quartz

Lackmond Stone has

to open warehouses in these areas starting with

named Andrew Phillips,

former branch manager of Direct Stone Tool, as

territory manager, servicing customers and

overseeing the company’s sales strategies on

the West Coast. With nearly 20 years’ industry

product line. This expansion signals a period of unprecedented growth for Hanwha Surfaces,

which is moving its entire production to North

America in the coming year. The company plans Springfield, Mass., in the next year and in Ohio in the near future. The approach is designed to enable the company to deliver consistent

product quality. The company also offers Hanex Solid Surfaces.

experience beginning as an apprentice for his family’s tile and stone business, Phillips Tile,

Artisan Group Adds Members in Tupelo and Amarillo

to his work as a production manager and CAD

programmer for Pinnacle Stone and Tile leading

Premier Countertops in Tupelo, Miss., and

Adobe Walls Stoneworks in Amarillo, Texas, have International Surface Fabricators Association • Vol. 9 / Issue 2 • 17

In the Industry CaraGreen Named New Official Distributor of Lapitec

been selected as the two newest members of the Artisan Group, a national organization of independent countertop fabricators. The group

CaraGreen was named as the new official

offers its own brands of premium countertops

distributor of Lapitec for the states of Maryland,

including Artisan Stone Collection granite and

Virginia, North Carolina, South Carolina and

marble, Saratoga Soapstone, Heritage Wood

Georgia. The agreement covers the supply of the

and Aventine Quartz, the organization’s new exclusive engineered stone product line. Premier Countertops opened its fabrication facility in January 2006 in Tupelo, and has since expanded its reach throughout Mississippi and into Tennessee, Alabama and Arkansas. Founded

by Brian Waddell, the company sells to both wholesale and retail customers from two retail showroom locations. Adobe Walls Stoneworks is the largest full-service granite fabricator in the Texas Panhandle, founded by Justin Howe in 2002. It handles all aspects of its business inhouse using state-of-the-art equipment and also

material and the joint promotion and after-sales service to the customers within the territory.

BLANCO PRECIS Medium Single Sink NueMedia Launches Mobile Apps Wins Good Design Award BLANCO has received a Good Design Award for its PRECIS Medium Single sink with Drainer. The award is presented each year by the Chicago Athenaeum, Museum of Architecture and Design after receiving several thousand submissions. The sink has also won other awards and been finalists in several other competitions. Recipients of the Good Design award are recognized for the most

puts a priority on operating in an environmentally

innovative and cutting-edge industrial, product

conscious manner.

and graphic designs produced around the world.

Circle RS#09 on Reader Service Page or visit www.isfanow.org/info.

18 • Vol. 9 / Issue 2 • International Surface Fabricators Association

NueMedia, LLC launched three mobile apps for its digital information portals: CountertopIQ.com, FinishingIQ.com and WoodIQ.com. After reviewing the statistics on newsletter readership, company analysts found that more than 30 percent of NueMedia’s members operated mainly via mobile devices, and with the increase in email use on mobile devices, the development of apps allows the company’s portal users more options to access and share information. All of these mobile apps are available on Google Play or the Apple App Store.

Circle RS#10 on Reader Service Page or visit www.isfanow.org/info.

KRION Solid Surface, Adhesives Receive NSF Certification for Food Contact

the new location include doubled warehouse capacity to over 62,000 sq. ft., increased inventory, including expanded material handling and capital equipment, a computerized picking

KRION has been granted NSF Certification for

process to improve accuracy, a product testing

Food Contact: Food Zone and Splash Zone for

area and expanded shipping hours.

both solid surface sheets and adhesives. This

means these products can be in direct contact

10:1 ratio and was made specifically for the stone industry. Unlike other adhesives, the activator

side of the glue is colored, allowing a fabricator to identify immediately whether the glue is activated or not. It bonds well even to moist stone, and is available in 50ml, 250ml and 500ml cartridges.

GlueBoss has matched all of Cosentino’s colors for all products. All colors are in stock and available,

with food, unlike products with the NSF Splash

and the product is distributed through Tenax.

Zone certification that are only suitable for use in areas where splashes or spillages of foods may occur, but not for direct contact.

Cosentino Approves GlueBoss StoneBond for Use on Dekton

GranQuartz Opens New Headquarters and Warehouse GranQuartz has moved into new headquarters

Cosentino approved the use of GlueBoss

its recent growth and to better serve customers.

wide basis for all indoor applications on any of

from its previous location, expands both the

Dekton ultra compact surfaces, Silestone, Sensa,

warehouse capacity and includes a retail store

designed to be a superflex, non-sag, dripless

and a new primary warehouse to accommodate

Adhesive Company’s StoneBond on a world-

The new facility in Norcross, Ga., just 20 minutes

Cosentino’s hard surface products, including

headquarters office space and the primary

Scalea and Prexury products. StoneBond is

with more than 1,000 items. Highlights of

adhesive, according to the company. It is used in a

CMA Board of Directors Names Interim Executive Director The Cabinet Makers Association (CMA) named Amanda Conger as interim executive director.

Conger has been the organization’s director of sales and marketing since April 2015 and will continue those duties in addition to her new

responsibilities. She succeeds Jim McDermott

who was also a founding board member and past president of the CMA. The board of directors

thanked McDermott for exemplary service as executive director.

Circle RS#11 on the Reader Service Page or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 19

Take Control of Your Business Establish metrics to define, evaluate and plan for success, especially with CNC machinery

By Rob Bromley

How do you know if you are successful?

be 33 percent. These are typically fixed costs

Does your accountant tell you monthly, quarterly

(building, office staff, insurance, etc.) and do

successfully manage your business if you have

percent may be tied into material costs and the

Defining metrics within a business allows for

An organization should determine where it has

opportunities within the organization. This is

those key areas.

or annually if you are profitable? It is difficult to

not fluctuate with business volume. Another 33

not identified key metrics within your company.

remaining 33 percent may be in labor costs.

tracking, monitoring and assessing success or

the most “pain” and develop metrics to measure

particularly true when it comes to the successful use and integration of CNC machinery.

The main goal of defining business metrics

is to track costs, communicate a company’s

progression toward certain short- and long-term goals and objectives, and ultimately increase bottom-line profitability.

Where to Begin?

Every area of a business has specific metrics that could be measured and monitored:

marketers track campaign and program

statistics; sales teams monitor new opportunities and leads; production managers monitor

production volumes and costs; and owners look at big picture financial metrics.

In many fabrication businesses the production/

Don’t overcomplicate things — keep it simple.

flow efficiencies and reduce labor costs.

syndrome. This often leads to becoming

shop areas have huge opportunities to improve

Don’t get caught in the “paralysis by analysis”

The ongoing struggle to find, train and retain

overwhelmed and freezing up in a sea of data.

employees continues to plague businesses

around the country. Measuring the right things could help you to decide when and if new

employees are needed, or if machinery upgrades are warranted and what the ROI on such a machinery investment will be.

Start Small Establishing metrics within your business

will be easy — only if you start small, that is.

Don’t get overwhelmed by thinking you have

to implement 15 different metrics within every

Implementing metrics in a business first begins

department of your business. You are better off

average fabrication shop, overhead costs may

that will be manageable and easy to monitor.

by understanding the cost structure. In an

20 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Figure 1 - Park Industries FUSION CNC Saw/ Waterjet system can cut, on average, two slabs per hour and has material nesting capabilities that are designed to save 10 percent or more in yield.

starting with a total of two to three key metrics

Key Metrics A key metric that is often discussed within the

stone fabrication industry is square feet per labor

hour. This measurement evaluates labor efficiency and could be a key metric within various

departments. For example, a business should

evaluate the square feet per labor hour of various departments such as templaters, programmers and shop floor associates. These metrics will

vary based upon the department, but at least

a baseline gets determined and managers can understand what improvement could look like.

One other metric that fits in this same realm

is material usage. How much of each slab is

being used and how much is being tossed into a dumpster? An analysis of nesting methods

could yield improved usage and cost savings (see Figure 1).

Be Consistent Often, companies get nervous that they are

establishing the correct metrics. There is no “right” and “wrong” answer as it pertains

to metrics. Just start and be consistent. By

establishing some type of measurement within a business, the baseline and starting point are

defined. If changes are made, a determination can be made as to whether or not the change has had a positive or negative impact on a

business. This can’t be done this if there is no of metrics!

Figure 2 – A variety of machine metrics is available. For instance, Park Industries exclusive OPS Productivity Reporting allows fabricators to capture metrics in real time.

Engage Employees

the A+ managers and owners will consider

baseline to compare the progress to the value

An owner or manager can’t be an island as it

pertains to metrics. The whole team needs to

be involved on the value, benefits and purpose of establishing these metrics. Sometimes,

owners are challenged with getting employees onboard with the process. Why? In addition

to working as a tool to evaluate success and opportunity, metrics also evaluate failure,

having a bottom-up SMART goal setting

meeting where employees are asked to share their ideas and opinions. This takes time and energy, but involving employees in the goal

process enhances collaboration and they feel a sense of ownership in reaching the goals.

Create a Dashboard

which may scare some. But, employees

Metric discussions should be incorporated into

process, not single out individuals.

focus and importance of the areas of focus for

have to know that the idea is to improve the Think of metrics like grades given in school.

regular weekly meetings. This heightens the the business.

Getting an “A” vs. a “C-” clearly identified

To simplify metrics communication, a

Why can’t we implement these same strategies

developed. The dashboard can be updated

business to an “A” business. This can only be

will even capture this information for a shop.

You may be running a “C-” business and not

highlights the square feet per labor hour

where there were opportunities to improve.

dashboard that highlights trends can be

within our own business and move our “C-”

weekly or monthly. Sometimes CNC equipment

done through the implementation of metrics.

For example, the dashboard in Figure 2

know it.

SMART Goals Metrics without goals can be a waste of time, resources and money. Once opportunities have been identified, goals to meet your

objectives must then be identified. Goals help employees get onboard and start focusing

on the opportunities. Goals also identify clear accountability, which enables owners to manage through clear definitions.

When establishing goals, try to make the

SMART goals (specific, measurable, action focused, reasonable and timely).

Often, establishing goals happens from owners or managers who feel largely responsible for communicating necessary information with little or no input from employees. However,

progress over the course of a year, with plotted points every 30 days.

By having metrics clearly visible encourages

growth and makes success more likely. Adding

great employees is to recognize them for their hard work and achievement.

Employee bonus programs come in many forms, such as profit sharing, year-end bonuses, production-based bonuses or noncash bonuses. Owners and managers should identify what type of bonus program will work best with their employees. Once that is done, it’s vitally important it is kept aligned with the goals to ensure its effectiveness.

Plan for Success It’s hard to change old habits, especially if those habits have made money in the past.

Today, we are working in different competitive, economic and fabrication environments. Now is the time for owners and managers to challenge themselves and their operations to do things differently and plan for success. To do so, one must continuously ask, “Why do we do it this way?” “Would I give this an ‘A’ or a ‘C-’ grade?”

A mode of continuous improvement is a must and owners should look at ways to bring the business and its profitability to a new level.

these visual representations that show growth

Start planning your success today!

need to focus without even having to tell them.

About the Author

trends enable associates to see where they Dashboards speak louder than words and

make internal communication easy and more impactful.

Reward Success Recognizing employees for a job well done is just good business. If a team has met or exceeded the goals identified, they should

be recognized and made to feel appreciated.

The world’s talent pool is shrinking and it’s

becoming harder and harder to find and keep

great employees. One of the best ways to keep

Rob Bromley has been a sales consultant for Park Industries since 2003. Having spent the last 12 years working in the stone industry, he has a multitude of fabrication knowledge and experience.

Rob has been a key speaker at Park Industries Digital Stoneworking Expo for years highlighting the value and importance of establishing metrics. For more information visit Park Industries online at www.parkindustries.com, email park@ parkindustries.com or phone (800) 328-2309.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 21

Material Handling Spotlight

Better Vacuum Cups — Repairable Vacuum Cups Better Vacuum Cups, Inc. offers its line of SS200 and SS200400 vacuum cups that can be easily repaired if damaged. And, they are almost half the weight of many other stone cups, and have a patented modular design for strength.

One of the best features is that in situations where tooling and vacuum cups make unwanted and damaging contact, the cups can be repaired. This can save significant amounts of money, and is easily accomplished, reports the company. The rubber lids (that are identical for both the top and the bottom) are quickly replaced in about 30 seconds, preventing significant downtime and saving shop owners money. Additionally, according to the company, they fit perfectly without any leaks and no foam gaskets are needed.

Braxton-Bragg — Stone Pro SR2 Vacuum Support Rail System Braxton-Bragg offers the SR2 Vacuum Support Rail System made by Stone Pro, located in Effingham, Ill. This support system was designed to carry even the weakest countertop safely from truck to house. It operates efficiently on eight AA batteries, which allow eight hours of run time. The CNC-style cups work great on any surface. They hold just as tight to any textured or rough surface as they would to a polished surface. Stone Pro extensively tests its products in real fabrication settings, stands behind its quality and provides technical assistance on every item they manufacture.

Circle RS#49 on page 56 or visit www.isfanow.org/info.

Circle RS#47 on page 56 or visit www.isfanow.org/info.

F. Barkow — Rock Solid Stone Carriers F. Barkow offers stone carriers for vans with lease and financing packages available. They are made with high-tensile steel specifications and have all-welded construction. Available in right or left outside stone racks, they are 72 in. standard in height and have four stakes with

Barkleats™ and hardware as standard. Their 1½-sq.-in. tubular construction includes “B” horizontal load-holding slats; Barpads® Stone Cushions on 8-in. centers; neoprene baseplate pads on 12-in. centers with 5-in. usable ledge boards. They have a front load stop, stake slots on 12-in. centers and optional 30-in. gear and rack extensions, and optional upper sign panels. They are crated for shipment or installed at the company’s Milwaukee plant. They are available in all-aluminum construction with polished finish stone carriers and stakes, or stainless steel which is three times stronger than aluminum and requires minimum stone rack maintenance.

Circle RS#51 on page 56 or visit www.isfanow.org/info.

GranQuartz — Diarex II A-Frame Transport Racks Blick Industries — Vanity Sink Suction Cups The Blick Vanity Sink Suction Cup is designed to hold vanities with a cutout for the 2211, 2210 and 2209 sink sizes (Part# 12-701-10). The cups allow fabricators to hold small vanity tops with vacuum power that are normally difficult to hold without mechanical clamping. These cups help support the edge of the sink cutout where circular and square cups may fall short. They are available at any height and in the most popular fitting sizes. And as always, the company can add any of its parts into Easystone for free.

Circle RS#48 on page 56 or visit www.isfanow.org/info.

22 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Domain Industries — Voodoo Fusion Seam Setter Domain introduced the Fusion manual pump seam setter. It is an installation tool used for joining seams and stabilizing backsplashes. Its heavy-duty construction allows for complete surface versatility, working perfectly with natural stone and granite, and even solid surface material. According to the company, this is among the most powerful manual pump seam setters on the market and it pulls perfect seams on all of these materials.

Circle RS#50 on page 56 or visit www.isfanow.org/info.

GranQuartz offers several options for safely transporting finished work to the jobsite via Diarex® II A-Frame Transport Racks. The racks have rugged steel construction and cushioned rubber protective strips riveted to the frame. For lifting, it has welded forklift brackets underneath on four sides and overhead crane rings on top. For security, the steel uprights are faced with rubber and equipped with ratcheted tie-down straps to securely hold stone in place.

Circle RS#52 on page 56 or visit www.isfanow.org/info.

pads and uprights have full-length rubber strips.

Quick-release mounting pins change the tack

from mobile to stationary in less than a minute with the optional CK-4 Caster Kit. It has a

hot-dip galvanized finish and measures 96 in.

long by 44 in. wide by 70 in. high. It is 8 in. high with the optional casters attached.

Circle RS#53 on page 56 or visit www.isfanow.org/info.

Grove — Transport Rack The Groves TR4496 Transport Rack allows for up to a 4,000-lb. capacity and is among the strongest transport racks in the industry. It is designed for transporting and storing product in the shop or on the job. The rack has forklift hoops mounted on its sides, and the bottom

Lackmond Stone —Various Material Handling Equipment Lackmond Stone meets the material handling

needs of the stone fabrication market by offering

ranging from slab racks and A-frames to transporting dollies, vacuum lifters, booms and more. It carries a variety of well-known brands

experience and knowledge as well as supplying

including Omni Cubed, Groves Incorporated,

a complete line of material handling equipment,

Circle RS#54 on page 56 or visit www.isfanow.org/info.

equipment and accessories. The company offers

Woods Powr Grip and Abaco.

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simultaneously. Each model is available in three lengths (4-, 6-, and 8-ft.) to protect any size stone from fabrication to installation.

Circle RS#56 on page 56 or visit www.isfanow.org/info.

Now Handling, Inc. — Ship Skid Now Handling, Inc. offers a galvanized steel skid that serves as a heavy-duty shipping skid with outriggers to lock and secure a 30,000-lb. load into an ocean container, a van, a flatbed truck, a flatbed railcar or intermodal container. It can be knocked down by one person in less than five minutes for storage or empty return.

It can be double stacked fully loaded or by extending the outriggers can become a standard slab rack for bulk, finished product or remnant storage. Customers use it to display products, pull orders for delivery and, with wheels, it is a heavy-duty transport cart.

The galvanized finish makes it suitable for outdoor storage. Forklift pockets make it movable by standard warehouse lift equipment.

Users can reduce order handling by staging an order on the skid and setting the entire order on the delivery truck.

Circle RS#55 on page 56 or visit www.isfanow.org/info.

See Our Ad on Page 18

Regent Stone Products — CNS Heavy Duty A-Frame The CNS Heavy Duty A-Frame offered by Regent Stone Products is constructed using high-quality steel. It is powder-coated for durability and aesthetics. Features include a 3-in.-wide channel for wood to protect slabs, a removable center brace to compact for shipping and 13,000 lb. capacity per side. It is 60 in. long by 60 in. high, with 3-in. minimum width and 165-lb. weight.

Omni Cubed’s Sink Hole Saver™ Original, VCM and VCA are designed to protect stone from breakage during fabrication, lifting, transport and install. They feature a durable stiffening rail, with clamp or vacuum cup attachments to strengthen and reinforce delicate sink cutouts, backsplashes, thin materials and other fragile pieces. The clamps and cups slide in the stiffening rail for custom placement, and feature easy-grasp knobs that make tightening them into place quick and simple. The stiffening rail is made of durable, nonrusting, lightweight aluminum. The automatic vacuum cup model (VCA) features a powerful, compact vacuum that maintains suction for all cups 24 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Circle RS#60 on page 56 or visit www.isfanow.org/info.

See Our Ad on Page 15

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See Our Ad on Page 11

Unicell — Truck Bodies and Equipment

Omni Cubed — Sink Hole Saver™

bracket for setting the correct angle. This reduces excess stress on the poles and takes the guesswork out of workers’ hands. It is made with 16 galvanized steel square tubing uprights, so it will never rust. The uprights are 60 in. tall to reduce slab angle force and has internal steel reinforcement for extra stability and strength.

Each base has 13 post holes spaced 8½ in. on center, and it has a maxiumum storage capacity of 60 3cm slabs or 96 2cm slabs. The rack also comes with two 10-ft.-long base beams and 16 60-in. uprights.

The truck bodies offered by Unicell Body Company, Inc. are made from durable onepiece fiberglass construction in attractive aerodynamic designs to help increase fuel efficiency and are finished with a smooth seamless glossy exterior to prevent leaks.

The truck bodies are available in five different styles; Dry Freight, Classicube, Aerocell, Aerocell CW, and Body & Equipment. ISFA members get a special discounted price when ordering Unicell truck bodies.

Circle RS#58 on page 56 or visit www.isfanow.org/info.

See Our Ad on Page 53

Weha – Bison Granite Slab Rack Storage Set The Weha Bison 10-ft. Granite Slab Rack Storage Set is among the safest slab storage racks on the market, reports the company. Each pole comes with its own individual angle

Wood’s Powr-Grip — Below-the-Hook Stone Lifters Specifically designed for handling stone slabs, Powr-Grip’s MT (manual tilt) Series Stone Lifters feature 90-degree tilt using an above-center pivot that enables slabs to hang upright when lifted from storage or display racks and tilt to flat when lowered to bridge saws or worktables.

These below-the-hook vacuum lifters are designed with a narrow profile that allows them to fit between tight, vertical storage racks.

Available onboard power systems, which can also be mounted remotely, include AC, DC or compressed air. Standard features include Foam Pad Rings, which enable vacuum pads to attach on saw-cut, honed or flamed stone surfaces, and Individual Pad Shutoffs, for handling irregularly shaped slabs or countertops with sink cut-outs.

These vacuum lifters are also available with a Flat Lift Adapter, which enables the loading and unloading of slab saws, CNC machines or other horizontal processing equipment.

Circle RS#59 on page 56 or visit www.isfanow.org/info.

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Shaping the Future ArtCor Showcases Three Solid Surface Projects Using Advanced Design and Modeling Technologies

By Kevin Cole, Anastasia Kamenskaya and Sergey Salnikov

Based in Moscow, ArtCor was founded in 2006 by Anastasia Kamenskaya (CEO) and Andrey Kamenskiy (CTO) and focuses exclusively on solid

Figure 1 – This park pavilion was built by ArtCor based on a loose design idea, a set of dimensions and five weeks to engineer and complete.

surface fabrication, and subsidiary skills to tackle intricate projects.

Kamenskaya had previously worked for DuPont™ Corian® in Russia and was well aware of the design potential of solid surface. This led to the

unheard of in the United States — it produced its own CNC machines —

commercial projects, such as business centers, retail, hotels, airports, etc.,

thermoforming equipment and a large (approximately 11 by 12.5 ft.)

decision to focus the company on two main areas. The first was larger

which at the time was in its infancy in relation to solid surface. The second was complex projects, such as 3-D thermoforming, hanging projects,

oversized work, exterior applications and the like, which other fabricators were less likely to focus on because of the complicated nature.

Following the marketing strategy the company gradually developed its

niche, demonstrating new possibilities and applications of solid surface materials.

To do this, the company needed top-of-the-line technology and equipment for both design capability and intricate fabrication. So, it invested in

software systems that allowed parametric programming and the creation

of complex digital models. The company also did something pretty much 26 • Vol. 9 / Issue 2 • International Surface Fabricators Association

six of them (and is capable of producing more)! It also owns advanced vacuum table.

The other component to making its strategy a reality was having the

right people on the job. So, the company’s staff of 75 seasoned workers includes 10 highly qualified engineers. And, while the company focuses exclusively on solid surface fabrication, to the tune of 400 sheets a

month, it has developed ancillary skills to support the process including

engineering and fabricating metal, wood and leather so that it can create support frames, molds and internal structures in the complicated jobs it undertakes.

Obviously, today ArtCor is one of the best-equipped and leading Russian fabricators, handling projects all over the country with 90 percent of its

The company faces the global tendency of diversity, which is influenced by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing. work in the commercial sector. It even has its own fabrication training school and production quality control system. Very few companies around the world can handle the types of projects the company is tasked with.

When asked how the company went to market, Kamenskaya,

who makes herself responsible for strategic management, business

development, marketing and finance for the company, knew exactly

the path her company was on. “Following our marketing strategy we see our main role in demonstrating to architects and designers the

possibilities and applications of solid surface,” she explained. “In this way, A&D seems to be the main business approach for us. However,

builders and investors as decision makers are also very important. This means we are trying to communicate with all players.”

The company faces the global tendency of diversity, which is influenced

by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing. ArtCor faces this

by utilizing new technologies to provide options that combine sales and marketing with engineering and production working in symbiosis.

Being a part of the solid surface fabrication world while at the same time trying to offer the architectural and design market something

more than “just a countertop,” ArtCor is always looking for different tools to combine new design ideas with production competence, objective budgeting and quick project turnaround. And the large

complicated projects the company focuses on must still stay within budget and on time, so experimenting with new technologies must be limited. That makes it key for it to go through the modeling

process before material is fabricated, with the help of computer tools, engineering knowledge and experience.

Figure 2 – The digital model for this outdoor solid surface project was created for initial approval of the look by the customer, then updated after weather analysis and challenges were taken into account and finally rechecked in order to make the structure as strong as possible.

Some problems can be solved by using computer design and models, and ArtCor feels it is an initial stage of fabrication, allowing design to

meet the production process and helping everyone to understand the final result.

The fact is that mostly “flat” 2-D drawings are used as an interface

format for communications between designers and fabricators, and a lot of necessary information, such as surface curvature, shapes,

type of surface finish, etc., cannot be illustrated well via a simple flat drawing. This may cause misunderstanding between a designer’s

idea and the fabricator. Additionally, with ArtCor doing the preliminary

drawings itself, clients do not have to perform such complicated tasks themselves.

In order to avoid such difficulties, ArtCor made it a rule to be guided by the following steps in its everyday practices:

The initial client request should be redrawn in a 3-D format, with the most important parameters, such as surface curvature and surface polish, so they can be analyzed at the initial stage. A quick stress

Figure 3 – Installation of this more than 16- by 24-ft. pavilion weighing 2.7 tons was finished within two days with the use of heavy cranes and self-adjusting jacks.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 27

Figure 4 – The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing.

Figure 5 – This frame was created to make a large, complex set of bench seating for a mall complex.

analysis and ergonomic aspects should also be

and allows for rechecking the engineering job

checked if needed; and a PDF containing the

before CNC cutting.

company’s comments, a visual of the 3-D model and a list of technical features and solutions should be created.

Site measurements should be taken utilizing advanced methods (photogrammetric or topography) for a high level of accuracy to be used for engineering the job.

Any cross-linked subcontractors should be assisted with templates and models/drawings to avoid misunderstanding and possible mistakes.

Use computation design, algorithmic and parametric modeling whenever it is possible to

In fabrication engineering all the technological parameters should be taken into consideration: material properties and accessibility, workshop capacity, technology and machine possibilities and limitations, assembly algorithms, productivity and the company’s general competence.

The following examples, or case studies, may help explain the way solutions can be found with the help of computer assisted design (CAD), computer assisted engineering (CAE) and computer assisted manufacturing (CAM) when used to improve modeling and engineering methods.

make the work easier and faster.

Case 1: Outdoor Pavilion at a City Park

Choose software that is most suitable for rapid

Task Description: The customer required a

fabrication engineering; offers automation tools and is accurate with complicated shapes and curves; has graphical algorithm editors and scripts to automate the engineering process; 28 • Vol. 9 / Issue 2 • International Surface Fabricators Association

pavilion but only provided a design idea with overall dimensions and without any drawings (see Figure 1). The production time was strictly limited to just five weeks.

Task Limitations: Lack of information from the customer (a 3-D model was not presented); no experience in exterior use of solid surface (no one in Russia had ever made the appropriate

calculations for snow, wind and other outdoor

issues related to inclement climate of the region which had extreme variations in temperature between winter and summer); and lack of

production time because of a last-minute order along with complicated transportation and

installation caused by the size of the piece (more than 16 by 24 ft., weighing 2.7 tons).

Solutions: A 3-D model was created quickly to be used as a tool for discussion with the

customer to correct the shape where necessary.

The short time frame meant the customer had to adopt the model quickly for site engineering and general contractor work to begin.

Using minimax algorithms, a method used in decision theory and statistics for minimizing

the possible loss for a worst-case (maximum

loss) scenario, ArtCor was able to take into

consideration snow, wind, thermal expansion

forces and aeroelasticity/flattening risks. These algorithms along with computation design

allowed the determination of the theoretically

optimal bearing structure, along with critically stressed points and components.

Then the structure was re-optimized to

better fit the technology available, taking into

consideration production time, cost and material accessibility.

At the same stage all stress analyses were

performed again to be sure that the right way of

engineering and correct production process had been chosen, widely using CNC machining (see Figure 2).

Installation was finished within two days with the

use of heavy cranes and self-adjusting jacks (see Figure 3).

Case 2: Long Bench Seating for Shopping Mall

Task Description: Having rather detailed, but 2-D, architecture drawings and visualizations, ArtCor needed to design and fabricate long

bench seating for retail shopping mall taking into

Figure 6 – The challenge to designing and fabricating this long bench for a shopping mall was in converting 2-D architecture drawings into an eye-catching 3-D product. consideration all practical aspects, such as site installation possibilities, service and possible repair within the product’s life cycle.

Task Limitations: The multifunctional bench

needed to combine various types of materials,

such as a wooden frame, solid surface exterior,

leather seating cushions and an area for planting; the large size of the bench had to be taken

into account (assembled it was more than 38

Circle RS#13 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013 International Surface Fabricators Association • Vol. 9 / Issue 2 • 29

Figure 7 (left) – The modeling used for a unique reception desk included the frame, assembly templates and jigs, and solid surface details for putting it together from various triangle-shaped pieces.

Figure 8 (above) – This reception desk was made from individual pieces of triangle-shaped solid surface.

by 16 by 3 ft.); and because of the high traffic conditions (stream of people in food court zone),

the more than 500 unique details, the time of

engineering was extremely reduced compared to

there had to be a way to replace portions of the

traditional CAD methods.

construction in case of damage.

The plywood frame was cut by CNC machine

Solutions: The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing (see Figure 4). Taking into consideration

and assembled quickly, saving labor cost, without mistakes because of “error-free” engineering (see Figure 5).

Similar principles, but with other algorithms, were

used for the solid surface and leather cushions fabrication (see Figure 6).

Case 3: Reception Desk Made from Triangles Task Description: Using a designer’s SketchUp mesh model, ArtCor needed to create and fabricate the reception desk with targeted shape.

Circle RS#14 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2014 30 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Task Limitations: Because the client did not

details for putting it together. The frame

assembly had to be done with a high level of

for assembling the various triangle-shaped

want any visible seams between the triangles, accuracy and precision and be optimized to avoid mistakes and save labor costs.

During detailed examination and engineering the company found and solved a variety of

other interesting technical and mathematical sub-tasks: The reception desk frame and

assembly templates needed to be done as

was designed to be used as the pattern pieces.

The CNC machining time to cut solid surface triangles with nonplanar (propeller-shaped) edges was optimized because of various

strategies for different regions that allowed the amount of glued area to be increased

to a suitable level. The finished result was a

tools and can make a huge difference in the outcome of a project. However, that’s true only if qualified engineering capabilities and general fabrication competence is readily available to put such tools to work for the company’s interest and growth.

When asked what advice she might give other fabricators aspiring to greatness, Kamenskaya summed it up neatly. “Know your products

stunning and monolithic design that definitely

from A to Z and be perfect in what you do,”

grabs the attention (see Figure 8).

she offered up. “Non-professionalism is a sin.”

to increase the strength of the final product;

CAD/CAE/CAM modeling and engineering

About the Authors:

4- to 5-axis operations had to be simplified to

surface fabrication and overall helps ArtCor in

one-sided processing; and the milling areas

professional dialogue with architects and

groups in order to apply various and optimal

by providing better and more effective ways

Anastasia Kamenskaya is CEO for ArtCor, LLC, and Sergey Salnikov is head of the technical department.

ArtCor is located at Presnenskiy val str., 27, bld.1819, Moscow, Russia 123557. More information is available by phone at +7 495-657-8578, by email at info@artcor.ru or online at www.artcor.ru.

a separate, but compatible and combined

units in order to save material and time; the glued surface areas had to be maximized

the machining time needed optimized, and

methods were used in all of the above solid

3-axis machining processes, preferably with

its everyday work to: have a better and more

must have been combined into various family

designers and create additional value for them

CAM strategies for each family.

for information exchange; minimize time for

Solutions: ArtCor used minimax mathematical elements to build a 3-D model (see Figure

7). This model included the frame, assembly templates and jigs, and solid surface

engineering, production and installation; and solve specific unique problems.

Editor Kevin Cole can be reached at kevin@isfanow. org or (815) 721-1507.

When all is said and done, there is little doubt that CAD/CAE/CAM methods are very helpful

Circle RS#15 on Reader Service Page or visit www.isfanow.org/info. ISFA Members since 2004 International Surface Fabricators Association • Vol. 9 / Issue 2 • 31

Buyer Desire – the Secret to Owning the Sale

By Kirk Heiner

When we meet with new prospective

customers, we need to give them plenty of information about our company, products and services so they can make a good decision, right?

WRONG? Actually, the latest studies from such prominent sources as Forbes, Harvard Business Review,

process is that it’s not all taking place in the

People don’t know what they want until you show it to them. —STEVE JOBS was that he sold 20 percent of new business.

customer’s mind. It also takes place in their hearts. That’s why people seem to make

irrational decisions, and we get tricked into expecting one thing while they do another.

2. People buy on emotion, and then

justify with logic. Emotions drive buying decisions every time. Whether it’s the

What was funny, though, was what happened

emotions that drive them to choose low

show that buying decisions are made based on

up to the old pricing, but increased them an

that seems way out of line for their home’s

level 90 percent of the time. It has almost

and the salesman still sold 20 percent.

Even the decision of a purchasing

Psychology Today and others show exactly the

next. The owner raised the prices not just

price, or an expensive countertop product

emotion and they’re made at a subconscious

additional 10 percent above the original prices,

value, it’s all driven by emotion.

nothing to do with a rational thought process.

It’s Always Too Expensive Until …

How does this affect your company, your sales

You may have heard the saying “It’s always

opposite is true. The most current statistics

team’s ability to sell and your bottom line?

If your salespeople are pitching features and

information about the benefits of working with

you, but the invisible factor driving the decision is emotion, you may be pressing all the wrong buttons. Instead, you should be using that

valuable time in your sales conversation with the prospect in deducing what emotional triggers will compel them to action. Why they buy matters!

It’s Almost Never About Price

too expensive, until they want it.” This simple statement reveals a key to sales most people don’t know, let alone use every day.

Why people buy can seem like a mystery.

That’s why sales can often seem like a

forbidden dark art. All of us who’ve been in

sales for any length of time have gotten that

sale we thought we’d never get, and lost one we were sure was “in the bag.”

“Why people buy” has been the subject of discussion in books, seminars and sales

Too many salespeople go back to their

offices across the globe. However, once we

prices.”

mind of buyers, we will have an edge in making

managers and say, “We’ve just got to lower our Years ago, I went to work selling for a larger residential stone company. Its main sales-

person was always asking the owner to lower the prices, insisting he could sell more jobs.

Finally, to prove a point, the owner lowered

prices by 10 percent. This salesperson had traditionally closed 20 percent of his new

contracts with builders. Now with the new

lower prices, he was ready to score. The result 32 • Vol. 9 / Issue 2 • International Surface Fabricators Association

understand what’s actually taking place in the the sale.

manager for a large home builder is driven by emotions regarding doing what the

boss has tasked them with doing. Even

though this task is often to cut costs, it’s still an emotional decision.

3. All of the science proves emotions

trump logic every time. That’s why it can seem nearly impossible to pry away a

home builder from a current supplier of countertops even if you offer a better

price. There’s an emotional reason behind the seemingly illogical choice not to even give you a shot at the business.

Buyers simply want what they want. So when a buyer stumbles upon something they just can’t live without, the sale is made. When they can only get it from one source (hopefully you are that source), then the decision is done.

Three Hidden Truths

Creating Buyer Desire

I learned early on that when you create what

It’s the job of salespeople to create that buyer

I call “buyer desire,” they will willingly pay

more. That’s the key. In relation, there are three things, or hidden truths, that most salespeople don’t realize:

1. The first understanding in the decision

desire. You want to create a craving they can’t

satisfy with anything other than what you have.

How do you do that? There are several ways.

Unique Products — The easiest way is to

offer compelling products they just can’t find

Circle RS#16 on Reader Service Page or visit www.isfanow.org/info.

anywhere else. Offer products that are unique

else has. Most countertop companies offer

and desirable. My shop used to bring in selected exotic granites that were not available

every quartz surfacing material available in

the market. They’re afraid to lose a sale for

from local suppliers. We could ask any price we

not having the one the customer chooses. By

wanted. In this arena, we owned the market.

selling a quartz brand that no one else carries,

With some of the new seam setting technologies, you can offer a “disappearing seam technology” they can’t get anywhere else. Of course, this must be demonstrable in your store.

If you can provide both countertops and

always trying to solve problems and reduce

love. It makes it safe when they can visualize

Consistent Service — Another factor is

Perhaps the simplest and least expensive way to create craving they can’t live without has to do with timing. If you can do their job when they want it, you have struck gold. People today do not want to wait. If you can squeeze them in and get ’er done, they’ll love you, and you can charge a bit more. When doing this, make it clear you are busy and in demand, but that you will make the special effort to get this project done for them in the time frame they desire. You never want to seem like you can do it because you have very little work.

Simple Seaming — The answer can be as

Showing up on time and delivering great

Pulling It All Together

placement, or offering them options with fewer

driver a builder desires. For commercial

you can have compelling colors nobody else

Protect Your Assets — My company would

has. This is a great weapon in a sales arsenal.

bring in exotic granites and change the names of the stones so they couldn’t be easily price

Customization — For some builders, a

shopped. It worked great and drove the

program created just for them with a limited

competition crazy. They would basically give up

when the client had fallen in love with that color.

selection of products is often very appealing.

Consider offering custom programs to meet

All in One — Deliver a one-stop experience.

their specific needs and concerns. Everyone’s

backsplashes, that ease is something buyers

hassles. Solve theirs and own the sale.

the entire space and products together.

consistent, not necessarily better, service.

simple as letting the clients choose their seam

products every single time can be the emotional

seams.

accounts and builders, price always seems to

Seal the Deal — Consider providing a “Sealed for Life” program for your retail customers

Keeping up with production and being on time,

be a big factor, but it’s not THE factor.

without issues, are things that create buyer

in which you contact them every six months

desire for builders.

to a year and ask if the countertop is still

repelling water. If not, it gives you a reason

How you communicate about this value will

employee out to apply sealer, leave business

in customers’ minds that you are a solution

use any calendar triggering system to remind

must back your claims with proof and real-time

to send a lower-cost, but customer-friendly

make all the difference. It has to be anchored

cards and refresh the relationship. You can

to their greatest problem. This is where you

a designated employee to reach out to them, or have your salespeople do this as part of

service.

system. This way, when the customers (or their

Often a buyer will discover an aspect of the

top of their minds. It’s just one more hassle

on, can’t live without it. Once you owned a car

be surprised how many jobs can come from

imagine owning a car without it? You can create

looks of granite, but feel fearful of sealers, this

the buyer, making it where they won’t consider

Creating Crave

their lead generation and follow-up for referral friends) think of countertops, you come to the

purchase they didn’t expect, and from then

buyers simply don’t want to worry about. You’d

with automatic windshield wipers, could you

this simple program. For those who love the

this kind of “I can’t live without this” mentality in

works great. Charge a little more to cover the future costs.

buying from anyplace else.

Quartz and Branding — Quartz surfacing is

in edging will create craving. It started years ago

doesn’t need sealed and requires virtually no

Now it’s been done for so long and by so many

desire is by representing a brand that nobody

set a new expectation.

Having special options such as a free upgrade

a popular product. One reason why is that it

with the free undermount sink with purchase.

maintenance. With quartz, one way to create

companies it has lost its effect, but it worked. It

In the end, it’s about building a value so high that the decision is inevitable. You want to consider having several of these ideas in place to create “buyer desire” because you don’t know which one will trigger it for each individual buyer and make you irresistible.

The four biggest reasons to make creating buyer desire important in your sales efforts is because with it, you differentiate your company from the herd, become irresistible, can charge more money and are much more likely to get the sale.

Buyer desire is about tapping into the invisible drivers we all use as we make our buying decisions. Remember, it’s not about information.

It’s about the emotions behind our decisions.

Base your future sales efforts on this important truth and you will own the heart of your clients and your market.

About the Author Kirk Heiner is an author, speaker and sales trainer with more than 25 years in sales. He has conducted sales and training seminars for numerous companies including Lowe’s, DuPont, Danze, AWFS, the NKBA, KBIS, Stock Building Supply, the SBA and more. He can be contacted at kirk@kandbexpress.com.

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Glen Li , senior engineer at Fujiashi, standing by the Koi pond in the garden near the factory entrance.

A Case Study of Manufacturing Solid Surface in a Global Economy:

Chasing the Unobtainable Triad at Fujiashi

By Leonard R. Elbon Fujiashi, one of my clients and largest projects based in China, is in its 11th year manufacturing and exporting solid surfacing to six continents.

The company hasn’t sold any product to weather stations in Antarctica yet, but I’m always working on getting our foot onto that last continent. Fujiashi is a unique company in the way it is structured and how it meets

Business Structure Fujiashi has two decorative surfacing marketing programs for acrylic solid surface, polyester-

acrylic blended solid surface (polyblend) and

a molded engineered stone, with one program targeting emerging markets like China, India

and the Middle East, and the other focused on mature markets in the United States, Europe,

result in varying color preferences, which is

why our sample palette includes more than 200 patterns.

The Product Triad Most project managers are familiar with the

product triad or triangle, which is sometimes referred to as the “unobtainable triad.” Each

the challenges exporting in a global economy,

Australia and New Zealand.

side of the triangle that make up the triad is

which is why I am using the company as the

The reasons for bifurcating the markets are

cost, schedule and features. For this article,

subject of this case study article.

In addition to the typical challenges inherent in a normal manufacturing operation, it is a global business that is affected by a plethora of interconnected world issues and events. In this article I will touch on some of those factors and how Fujiashi deals with them along with some “talking head pundit” predictions concerning trends affecting export of decorative surfacing to the United States from China.

36 • Vol. 9 / Issue 2 • International Surface Fabricators Association

the vast differences in quality expectations,

price sensitivity and culture. For example, in emerging markets the quality expectation is

not as stringent as those in the United States,

but the price expectation is very low. Even the

labeled, often with a variety of names, such as I am using the labels “speed,” “quality” and

“price,” and will delve into how each aspect plays into a global decorative surfacing business (see Figure 1).

chemistries are different, with mature markets

While it is important in theory to hit all three

markets favoring polyblend for low cost. This

points will be obtainable, hence the name

to the price and quality expectations of each

a product with an attractive price point and

preferring acrylic for performance and emerging

points of the triad, in practice only two

results in different formulations that are tailored

“unobtainable triad.” For example, you can find

region. The differing cultures in each country

great quality, but it will take you a long time to

receive it. Or, you can get a product quickly with

and promoters, which require their own

is often the case with Chinese companies you

materials. One advantage of making our own

great quality, but it will cost a fortune. Or, as

Each market requires different triad choices.

For the Chinese domestic and emerging

markets, which are very cost conscious with

ED SP E

lacking quality.

IT Y AL QU

can get the product quickly and at low cost, but

specialized equipment and particular raw

lower quality expectations, we concentrated on price and speed. However for the U.S. market,

past, many Chinese companies tried to market

PRICE

Chinese market in the United States and failed

Figure 1 – While the idea in manufacturing is to hit all three triad points, in practice only two points will be obtainable, hence the name “unobtainable triad.”

because it did not meet the quality expectations of the American consumer. A bad product kills

the market for everyone and has to be avoided at all costs.

With this in mind, a closer examination of the three factors is warranted.

Speed Choosing quality and price over speed as the main points of focus for the U.S. market was a deliberate decision, because in an export business, the material is going to spend

a month on the water before it gets to the

consumer via the famous “slow boat from

consistency of the product and less time color matching between runs.

I built a testing laboratory on-site and we test

the final product using ISFA, ANSI, ASTM, ISO and NEMA standards to ensure and monitor quality. We routinely test strength (impact,

we concentrated on quality and price. In the

decorative surfacing designed for the domestic

dispersions was an improvement in color

flexural and tensile); stain resistance; color and color consistency; boiling water resistance;

high temperature resistance; thermoforming capability; aging effects; water absorption;

gloss; fabrication (how it cuts and polishes); and seamed strength, as well as sending it

out to third-party ISO 17025 accredited labs

quality is quite variable. By vertically integrating

in the United States to verify our results and

components, we were able to smooth out the

bacterial resistance, thermal expansion and

obtain a more consistent solid surface product

We are ISO 9001 accredited and have standard

and controlling the manufacturing of various

for testing beyond our scope (like fungal and

fluctuations in resin and pigment quality and

UL, NSF and Greenguard testing).

and manufacturing process. This was no small feat as it required building multiple factories,

each with their own processes, raw materials, equipment and quality control procedures.

operating procedures for each facet of the operation, a three-tier inspection system

(incoming raw materials, in-process checks

and final inspection of outgoing product) and

We use the very best engineered resins in our

a customer complaint resolution system with

order to obtain the performance demanded

procedures in place.

China.”

solid surface material for the U.S. market in

root cause analysis and corrective action

We rely on distributors, so we are able to get

by the U.S. consumer. We built a resin plant

We are constantly improving the manufacturing

product into U.S. customers’ hands quickly, but it comes at a cost. Inventory must be

maintained in order to provide prompt delivery, which entails overhead and inventory tax, etc. That is the nature of the decorative

surfacing business. Whether you love or hate distributors, pretty much everyone has them and that is a necessary cost that has to be

incurred anyway. So, it is another reason we

chose to concentrate on offering the best price for a quality product.

Quality Fujiashi manufactures its exported surfacing material to U.S. quality standards and uses

the best raw materials. Because the material

has to meet NSF standards, we use food-safe pigments (no lead or heavy metals). We use only alumina trihydrate (ATH) filler since we

have to meet both UL fire safety requirements and American quality expectations.

Several of the subprojects I worked on

involved vertically integrating the company

into manufacturing solid surface ingredients (resins, pigments, and even a promoter) as well. Resins, pigments, etc., are made in a

batch process. Every batch is different and the

with heated reactors and storage tanks for

glycols, monomers and acids. That gave me

the opportunity to design our polyester resins, which subsequently allowed me to focus

on creating a product that exhibits better

performance and processing than any resin I

operation, looking for raw materials that result in quality improvement at the same price or

the same quality at a lower price. We routinely

examine and modify the production process to increase quality.

have ever purchased. It has a very high methyl

To sum up our approach to quality, we

light stability package so the product does

continuous improvement) and Chinese raw

color, but ours looks like glass which makes it

expertise and technology.

methacrylate (MMA) content and excellent

use Japanese quality systems (Kaizen or

not yellow. Most polyester resins are yellow in

materials combined with American business

easy to color match.

Price

I also designed the polymethyl methacrylate

Price is affected by a number of costs, which

(PMMA) syrup for our acrylic solid surface,

which necessitated building a syrup plant with its own particular specialized equipment. We don’t sell a lot of acrylic surfacing in China,

but I have received compliments from a major Chinese builder regarding the quality.

Anyway, this also allowed us to manufacture polyblend and acrylic resins from renewable

raw materials (both post-consumer and post-

industrial recycling streams), yielding a product with very high recycled content.

We manufacture our own pigment dispersions Circle RS#22 on page 57 or visit www.isfanow.org/info.

can be broken into two main categories: fixed

costs, which are those costs that are unchanging or at least relatively stable, and variable costs,

some of which you have little or no control over,

but must be constantly monitored. Raw material costs are a variable cost that account for more

than 70 percent of product costs. Each of these sets of factors warrant exploration.

Fixed costs include: Shipping/Duty — Ocean transport varies with the price of diesel and also demand.

The U.S. customs duty is a different rate for International Surface Fabricators Association • Vol. 9 / Issue 2 • 37

Shanghai, Beijing, Guangzhou, etc. The climate is balmy and conducive to manufacturing solid surface. This is because the polymerization

reaction requires less promoter and catalyst

when the material is warm. We don’t have to heat the facility either.

Profit — We target our profit margin at 5

percent and generate income by running a

high-volume business. Keeping the profit low helps to garner volume. We have to be very

forward thinking and keep our fingers on the pulse of multiple industries and international

trends to ensure stable pricing and that we hit the profit target because we do not have a lot of wiggle room.

Variable costs include: Raw Materials — Approximately 70 percent of the cost of the product is raw materials alone, and most of that cost is because of resin. The price of solid surface is directly related to oil

price because resin is derived from petroleum.

Advances in technology, especially in hydraulic fracturing, have boosted oil production and

resulted in the current glut and low pricing for petroleum and its derivatives (MMA, acrylic

resin, PMMA, polyester resin, styrene, etc. — see Figure 2). This also carries over to other Figure 2 – The current lower prices in crude oil play a significant role in the material cost for solid surface.

raw materials that require energy to produce,

which is now at a discount. It has also resulted in reduced energy costs in manufacturing and

every product, 5.8 percent for polyblend and

of the rapid rise in rent. We own our equipment

6.5 percent for acrylic material. The combined

and manufacturing facility. Ownership costs are

duty/shipping cost is in the neighborhood of

flatter and more predictable than rental costs.

$1 per square foot of material. This cost is not

Once the capital expenditure is paid off, long-

incurred by U.S. manufacturers, which adds to

term costs are reduced.

the reason we chose to concentrate on lower

lower shipping costs. There are also geo-

politics at play with Iran’s oil reserves now on the market with the end of sanctions. I would

expect this lower-cost pricing trend to continue throughout the next year or two. Minor players

in the petroleum industry have been decimated

Factory Location — We chose a location in a

and their assets are being consumed by major

Equipment and Buildings/Land — Many

Province (southern China) on about the

slowly.

factories in China rent their facilities and in

same latitude as Cuba. This helps reduce

some cases even the equipment. Most of those

transportation costs to the port and the

Technology — While on the subject of

companies are now out of business because

labor rate is cheaper than first-tier cities like

pricing.

third-tier city near a major port in Guangdong

players. Eventually oil prices will rise, but

technology, I can’t emphasize its importance

enough. Companies that are not looking at least

Figure 3 - Polyblend line under construction on left; current operating polyblend line to the right. Notice yellow integrated saw; blue mixing platform is in background (far left).

38 • Vol. 9 / Issue 2 • International Surface Fabricators Association

are more suited to a continuous line. Having

both processes helps augment our production speed and widens our pattern capability.

By vertically integrating our operations so

we manufacture our resins, pigments, etc., also helps control price. Because they are manufactured on-site, shipping costs and

vendor profit margins are eliminated. We also schedule production to suit our needs and avoid downtime waiting for delivery.

Exchange Rates — This is important because manufacturing costs are all incurred in

renminbi (RMB — the official Chinese currency of which the yuan is the basic unit), but the product is paid for in U.S. dollars (USD).

Chinese companies have attempted to price

their export material in RMB, but no one wants Figure 4 – The exchange rate between Chinese yuan and U.S. dollars continues to fluctuate, affecting the price of Chinese exports. five years ahead with respect to technology

acrylic line (see Figure 3). Continuous lines

that time. We use innovation to lower price,

open mold system requires, which in turn will

and innovation will be dead in the water within increase speed and guarantee quality. We

are installing a second polyblend continuous line and are in the process of purchasing an

can be operated with a fraction of the labor an provide a bulwark in the future against rising

labor costs. However, some patterns are easier to make in a molding operation while others

to purchase it because of fluctuations in the

exchange rate which causes the price to vary (see Figure 4). When I first visited China, the

midmarket exchange rate was around 8.2 RMB to 1 USD dropping to about 6 RMB per USD in early 2014. The exchange rate is currently

about 6.5 RMB per USD and I expect this trend (RMB devaluing against the dollar) to continue in the near term. With many export driven

Circle RS#17 on Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013 International Surface Fabricators Association • Vol. 9 / Issue 2 • 39

countries it’s a race to the bottom in debasing their currencies in order to boost exports.

The Chinese government is propping up

the RMB with sales of its foreign exchange

reserves and it’s costing them billions to do so.

As such, I think they will have to let the RMB

float even more. By year’s end it could hit 6.7 RMB per USD. Over the next two years this

will continue to make Chinese products more

affordable in the U.S. market. However, in the long term the Chinese government wants a

strong currency. China keeps all of the gold

mined within the country, and they have been

buying up large amounts of gold on the world market, fueling speculation China wants to

move RMB to a gold-backed currency. Even

before the recent decision by the International

Monetary Fund (IMF) to give the Chinese RMB special drawing rights (SDRs) and a place at

the world reserve currency table, the Chinese made arrangements with many countries to

pay for oil and raw materials in RMB instead

be in the 4 to 5 RMB per USD range within five to six years.

States, I expect them to increase and continue

Labor — While the labor rate is still low

compared to the United States, it has risen at breakneck speeds over the years (see

Figure 5). In addition to the wages, meals and dormitories are provided to the workers by

the company. We pay our workers at a much higher rate than minimum wage to retain a dependable and stable workforce. I would expect wages in China to continue rising

unabated. It used to be very difficult to find

and retain workers during the peak economy in China. However, with the cooling of the

Chinese economy, many places have shuttered and gone out of business or moved to more

affordable labor markets like Vietnam, Malaysia and Africa. Even state-owned enterprises

(SOEs) in China are feeling the pinch. Finding and retaining workers in this softer market is relatively easy now.

of USD. This, along with the growing U.S.

Regulation/Red Tape — Government

to challenge the USD’s role as “THE” world

years and has driven up costs and will

debt level, will allow a strengthening RMB

reserve currency. I expect the exchange rate to

regulation has increased in China over the continue to do so. While the regulations are not

Circle RS#18 on Reader Service Page or visit www.isfanow.org/info.

40 • Vol. 9 / Issue 2 • International Surface Fabricators Association

nearly as onerous yet as they are in the United to drive up costs.

I hope this peek behind the (bamboo) curtain has provided some insight concerning the level of thought, planning and preparation that goes into exporting decorative surfacing to the United States and the myriad of international issues that affect the business. I think you should keep the predictions here in mind when preparing your own businesses for whatever the future holds.

About the Author Leonard R. Elbon, owner of LCI, “Decorative Surfacing Industry Consultants, ” has worked on projects in 17 different countries over the past decade. He wears many hats including those of a trouble shooter and problem solver, speaker at trade shows, published author and inventor of award-winning surfacing products. He has been granted 10 patents and has two additional patents in the application process. He can be reached at bashibainc@yahoo.com.

Circle RS#19 on Reader Service Page or visit www.isfanow.org/info.

Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.

q

Final OSHA GHS Deadline Approaching

By Shannon DeCamp

The final regulatory deadline for the new Hazard Communication Standard is rapidly approaching, so heads up! If you use even a single hazardous chemical in your workplace, this affects you!

Hazard Communication and the GHS The Globally Harmonized System of Classification and Labeling of Chemicals (GHS) is an internationally agreed upon system that replaces the various classification and labeling standards used in different countries. The OSHA Hazard Communication Standard was revised in 2012 to conform to the GHS. The revised regulation established four deadlines as a phased approach to meet various requirements of the new standard — three of which have already passed.

What Has Changed?

protection information: Section 1: Identification Section 2: Hazard identification(s) Section 3: Composition/information on ingredients

Section 4: First-aid measures Section 5: Firefighting measures Section 6: Accidental release measures Section 7: Handling and storage Section 8: Exposure controls/personal protection Section 9: Physical and chemical properties Section 10: Stability and reactivity Section 11: Toxicological information Section 12: Ecological information* Section 13: Disposal considerations*

The old standard allowed chemical manufacturers and importers to convey hazard information on labels and material safety data sheets in whatever format they chose. The modified standard provides a single set of criteria for classifying chemicals according to 10 health and 16 physical hazards, and specifies hazard communication language for both labeling and safety data sheets (SDS).

Section 14: Transport information*

Pictograms: Labels now contain pictograms to alert users to the chemical hazards to which they may be exposed. Each pictogram consists of a black symbol on a white background framed within a red border. The pictogram on the label is determined by the chemical hazard classification (see Figure 1).

As of December 1, 2013, the first GHS

Labels: The new requirements for labeling offer workers better protection from chemical hazards, while also reducing trade barriers and improving productivity for American businesses that regularly handle, store and use hazardous chemicals. Chemical manufacturers and importers must provide a label that includes a product identifier and supplier information, a signal word, pictogram(s), hazard statement(s), and precautionary statement(s) for each hazard class and category (see Figure 2).

manufacturers and importers provide all new

meeting all of the previous compliance deadlines,

(Safety Data Sheets) in GHS format. Suppliers

must be updated as necessary, and additional

and MSDS. As noted above, employees should

or health hazards must be provided. For those

Safety Data Sheets: Safety Data Sheets (SDS) now replace Material Safety Data Sheets (MSDS). Employers must ensure that SDSs are readily accessible to employees. The new format requires 16 specific sections, ensuring consistency in presentation of important

product a business receives should conform to

42 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Section 15: Regulatory information* Section 16: Other information including

Figure 1

information on preparation and revision of the SDS

*Note: Because other agencies regulate this information, OSHA will not be enforcing sections 12 through 15.

What Should Already Be Done by Now? requirements went into effect. As of that date, employers should have already trained their

employees how to read the new GHS labels and Safety Data Sheets (SDS)

On June 1, 2015, the second round of

Figure 2

deadlines went into effect. By that date,

affected by the GHS is June 1, 2016. After

products with the new GHS labels and SDS

by this date all hazard communication programs

could still ship existing stock with old labels

employee training for newly identified physical

know to expect these changes and must know how to read the new labels and SDS.

that provide alternative workplace labeling of chemicals, these must also comply with the new

As of December 1, 2015, chemical

label standards.

only ship containers with GHS labels, and all SDS

About the Author

manufacturers, importers and distributors may

must be in GHS format. By this point, every new the new standard.

What Do I Still Need To Do? The deadline for full compliance with the new Hazard Communication and other standards

Shannon DeCamp is client services manager for TechneTrain, Inc. TechneTrain has training programs and reference manuals for Hazard Communication to help with the transition to the GHS. These products and others are available from ISFA at discounted prices.

For further information regarding OSHA compliance requirements for the surface fabricating industry, visit www.technetrainonline.com, or contact TechneTrain, Inc. at (800) 852-8314.

Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.

Here.Now.News.

ISFA Fabrication Training for Quartz and Stone restore virtually any hard surface countertop.

This class is made to teach the highest industry standards. Those attending receive 30 days This year ISFA has teamed up with Regent Stone Products to provide comprehensive

hands-on fabrication training. The two-day

course is followed immediately by two additional days of surface repair and polishing that is optional.

The next ISFA Fabrication Training for Quartz and Stone will take place May 17 to 18 at

Regent Stone’s training facility in Virginia Beach, Va., with the repair and polishing running the

following two days. Classes begin at 8:30 a.m. and wrap up around 4:30 p.m.

The ISFA & Regent Stone Quartz and Stone

Fabrication Training program for our members is designed to meet the needs of your growing business. Instruction includes: ■■ General shop safety ■■ Introduction to industrial diamond

free technical support to assure they have confidence in any situation.

Topics covered in the class include: ■■ Tools and supplies of the trade needed to be successful ■■ Repair assessment training – knowing what to look for, and translating that into a repair plan ■■ Identifying when cleaners may be the solution ■■ Effects of sealers/color enhancers on face polishing ■■ Diamond polishing – wet, vs. dry pads and when to use each ■■ Face polishing quartz, marble, resin and granite

technology

■■ Supplies for the best material finish

■■ Cutting with bridge saw by hand

■■ Blending face polishing repairs with a

■■ Shaping with router and by hand

factory like finish

■■ Honing and polishing edges

■■ Edge Polishing

■■ Rodding ■■ Undermount and drop in bowls, manual and semi-automated

■■ Templating and installation

Dates Of Training Classes: In addition to the May 17-18 class (or 17-20 classes), there are additional dates on Sept. 2728 (27-30) and December 6-7 (6-9). East Coast

■■ Seaming

Training 2016: May 19-20, September 29-30,

■■ An introduction to laminating

December 8-9

■■ Sealing, color matching and color enhancing

The Engineered Stone and Granite Top

Polishing and Repair Course that follows

the general fabrication course is designed to be beneficial for all skill levels from beginner

to expert desiring to fix surface blemishes in

quartz surfacing and granite. Taking this class

Cost The basic two-day program costs $1,099 per person and includes two days of fabrication training, all tools and supplies necessary, a light breakfast and lunch each day. The repair course, which can also be taken separately, costs $798 per person, plus tooling. Those

will take your skill set to the next level, giving

taking the fabrication class prior to the repair

professionals.

membership to ISFA, which yields a number of

you the resources and knowledge of tenured Industry professionals will guide you one on

one, sharing vital tips and techniques that have taken years to develop. The class will give you

the tools and supplies you need to successfully 44 • Vol. 9 / Issue 2 • International Surface Fabricators Association

course receive a $200 discount. Annual benefits to fabricator members, is $400 and is optional.

Contact the ISFA office about registering for the class or joining ISFA at carol@isfanow.org.

Upcoming ISFA Training & Events

For more information or to sign up to attend any of these events, call (412) 487-3207 or email info@isfanow.org.

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va. ISFA/IWF Countertop Symposium August 23 Atlanta, Ga. IWF/ISFA Countertop Pavilion August 24-27 Atlanta, Ga. ISFA CEO and Upper Managment Gathering Hosted by IceStone September 14 – 15 New York, N.Y. ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone September 27 – 30 Virginia Beach, Va. ISFA Effective Commercial Business Seminar October 6 – 7 Southern California ISFA Annual Member Meeting & Conference November 8 – 11 Cancun, Mexico ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone December 6 – 9 Virginia Beach, Va.

ISFANews CEO and Upper Management Gathering After the success of the first ISFA CEO and Upper Management Gathering in March in

Nashville (see Page 16 for more details on this previous event), ISFA will be holding a second CEO and Upper Management Gathering Sept.

14 to 15, 2016 in New York City. The event is being hosted by IceStone and sponsored by

“Pipeline of New Materials” and “Industry Forecast and Trends.” Jessica McNaughton, president of CaraGreen will be the moderator.

Mike Langenderfer, owner of The Countertop Shop in Monclova, Ohio, and ISFA Executive Director, will moderate a “Business Operations”

Unicell and Schechner Lifson.

discussion that will focus on regulatory,

This two day event is an opportunity for

workplace issues.

companies’ executive management to share

Thanks to our Sponsors

cost reduction, warehouse optimization and

experiences, common concerns and best

On September 15, Russ Berry, President of

businesses. The gathering is designed to bring

the conversation regarding “Growing Your

management from a variety of companies to

bottom line profit, diversification and financial

practices regarding the processes of running

A.S.S.T in McSherrytown, Pa., will moderate

together small groups of CEOs and upper

Business.” Increasing top line revenue and

share ideas and network in a close-knit, semi-

growth will be discussed.

Please check out “ISFA EVENTS/TRAINING” tab on the ISFA website at www.

ISFAnow.org for information

structured environment.

on how you can sign up for

The agenda for the first day, September 14,

this event.

includes discussion on the “Future of the

Surfacing Industry” with specific focus on

ISFA and NBMDA Form Strategic Partnership to Increase Fabricator Training Opportunities ISFA and the North American Building Material Distribution Association (NBMDA) are pleased to announce a new strategic partnership designed to enhance communication and collaboration between the two industry trade associations.

The overall objective of the relationship is to enhance the training opportunities available to surface fabricators by leveraging the local relationships and logistics of their distributor suppliers.

ISFA’s On-Demand Program offers fabricators customized and local solid surface training either at their location or at that of their distributor. ISFA’s Effective Commercial Business Program provides fabricators with strategies to successfully tap into the growing commercial market. This program can also be sponsored and/or hosted by NBMDA

distributors on a regional basis.

Additionally, ISFA offers AIA-accredited CEUs

that distributors can sponsor and host at their

cost-effective training that is sponsored and at times hosted by regionally-oriented distributors will allow ISFA training to reach more

facilities to draw in architects and designers and

fabricators and position NBMDA distributors

“We are very excited to begin this partnership

relationship is a win-win for the members of

help establish mutually-beneficial relationships.

as even stronger business partners. This new

with NBMDA. ISFA provides great educational

both associations.”

opportunities for everyone from the CEO to the fabricator to architects and designers,” said

ISFA Executive Director Mike Langenderfer. “But you have to get involved to take advantage of the opportunities. ISFA is fabricators helping fabricators.”

“Surface fabricators are an important customer

Future aspects of the developing partnership will focus on exposing NBMDA members to trends impacting the fabricator community and educating fabricators on the expanding value proposition associated with strong distributor partners.

segment for NBMDA distributors and thus

NBMDA members can contact the ISFA office

to our members,” noted Kevin Gammonley,

a membership discount for joining ISFA as

their health and growth is vitally important

at (412) 487-3207 to find out about receiving

NBMDA executive vice president. “Providing

associate members.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 45

ISFANews 2016 ISFA Annual Member Meeting & Conference With the success of the 2015 ISFA Annual Meeting & Conference as a destination-themed event in Austin, Texas, an even more exotic getaway is the location of the 2016 event — Cancun, Mexico. While the dates are still far off — Nov. 8 to 11 — early bird (discounted) registration is now open through the “ISFA EVENTS/TRAINING” tab on the ISFA website at www.ISFAnow.org.

It is being held at the Hyatt Ziva all-inclusive Gold Sponsor

Entertainment Sponsors

resort on the beautiful strip of Punta Cancun,

where you can build your network, reconnect with old friends, and learn new ways to

improve your business all while experiencing a stunning beachfront setting. This year’s

agenda is designed to provide you with the

perfect balance of educational and networking opportunities, as well as ample time to relax

and enjoy yourself. We’ve also made it easy for you to enjoy additional days at the resort by adding nights to your stay after the event.

Silver Sponsors

More details on the 2016 ISFA Annual Meeting & Conference are available on the ISFA website at www.ISFAnow.org and discounted early-bird registration is already open.

Countertop Programming Continues to Develop for IWF The partnership between ISFA and the

and countertops, and the annual ISFA

International Woodworking Fair (IWF) has

countertop industry forecast.

been renewed for the 2016 show this August.

It was established to continue to increase the focus on the countertop industry for the show, and continues to gain momentum as the programming for the expo develops. A full-day Countertop Symposium will once again take place the day before the show floor opens. It will tentatively feature such topics as diversification, a look at new materials,

Tentative speakers at the show include our Dave Paxton, of Paxton Countertops and Showers; Russ Berry, of renown commercial fabrication business A.S.S.T.; Industry Consultant Keith Haight; ISFA Communications Director Kevin Cole; and current Interim ISFA Executive Director Mike Langenderfer, of The Countertop Shop.

establishing more business in the commercial

Additionally, the 2016 show will once again

sector of the industry, lean manufacturing in

feature a “Countertop Pavilion” that works

the countertop shop, integration of casework

to group together various companies serving

46 • Vol. 9 / Issue 2 • International Surface Fabricators Association

the industry into one area of the show floor.

Additionally, ISFA will have a booth at the show where those interested can talk to the staff,

other members or board members, and find

out what programming is taking place and how ISFA can help your company to become better and more profitable at what you do.

IWF is now signing up exhibitors for the

Countertop Pavilion, and companies interested in reaching the countertop market are

beginning to sign up to exhibit in this reserved space. ISFA members wanting to exhibit will receive a discount on booth space, which is limited.

ISFANews Effective Commercial Business Seminar Hosted and sponsored

market to expand and evolve a business.

by Colt Industries,

This educational event helped fabricators

the ISFA Effective

understand how to adapt their business

Commercial Business

toward commercial opportunities, optimize

Seminar held april 7

their operations and capitalize on commercial

to 8 in the St. Louis

projects. It is designed to educate attendees

area had more than a

on what it takes to compete in commercial

dozen attendees. The

markets; what special considerations to

seminar delivered information and strategies to

expect; and manufacturing principles and

successfully tap into the growing commercial

process methods to control costs and

compete profitably. Speakers at this event

included Commercial Fabrication Guru Russ

Berry of A.S.S.T. and Keith Haight, of Relang International. A second session is being

planned for later this year on the West Coast.

More details will be released as they become available.

ISFA Board of Directors Adam Albee President Lincoln Laminating 5010 Rentworth Dr. Lincoln, NE 68516 Phone: (402) 434-6009 adam@lincolnlaminating.com www.lincolnlaminating.com

Erica Hussey Secretary JCW Countertops 3 Aberjona Dr. Woburn, MA 01801 Phone: (781) 935-1907 ericamaria@jcwcountertops.com. www.jcwcountertops.com

Mike Woods Director Creative Countertop Solutions 919 4th Ave. S. Nashville, TN 37210 (615) 915-0718 mike@tnccs.com www.creativecountersolutions.com

Mell Hill Immediate Past President Duracite Custom Countertops 2100 Huntington Blvd.

Fairfield, CA 94533 Phone: (707) 290-6386 mhill@duracite.com www.duracite.com

Kate Dillenburg Treasurer Bisley Fabrication 700 Industrial St. Gresham, WI 54128 Phone: (715) 787-4410 kbisley@bisfab.com www.bisfab.com

Kelley Montana Director Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 (707) 442-5918 kmontana@humtop.com www.humtop.com

Ryan Miller Vice President VT Stone Surfaces 1000 Industrial Park Holstein, IA 51025 Phone: (712) 368-4381, ext. 236 RMiller@vtindustries.com www.vtstonesurfaces.com

Dave Paxton Director (and Past President) Paxton Countertops and Showers PO Box 174 Grand Ledge, MI 48837 Phone: (517) 719-0146 paxtoncountertops@yahoo.com

John Hansen Associate Member Representative Kohler 3721 Armstrong Dr., Ste. 2B Bloomington, IL 61704 Phone: (920) 207-7701 John.Hansen@kohler.com www.kohler.com

ISFA Contacts

Main Office 2400 Wildwood Rd. Gibsonia, PA 15044 (412) 487-3207 • Fax: (412) 487-3269 www.isfanow.org

Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 kevin@isfanow.org

Executive Director Mike Langenderfer (419) 779-0164 mike@isfanow.org

Operations Manager Carol Wilhite (412) 487-3207 carol@isfanow.org

Jessica McNaughton Associate Member Representative CaraGreen 109A Brewer Ln. Carrboro, NC 27607 Phone: (919) 929-3009 Jessica@caragreen.com www.caragreen.com

Account Representative Paul Wisnefski (262) 498-4184 wisnefski@sbcglobal.net

Program Coordinator Amy Kyriazis (412) 487-3207 amy@isfanow.org

Account Representative Dave Lillegaard (815) 621-7293 dave@isfanow.org

Membership Coordinator Lynn West (412) 487-3207 lynn@isfanow.org

International Surface Fabricators Association • Vol. 9 / Issue 2 • 47

Fabricator Directory Companies in blue are Certified Professionals.

For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

ALABAMA

Cutstone Co.

117 Cloverdale Dr. Alabaster, AL 35007 205-624-3538 www.cutstoneco.com

Surface One

2421 Hwy. 11 Pelham, AL 35124 205-621-1125 www.surface1.com

ALASKA

Bicknell Inc.

PO Box 33517 Juneau, AK 99801 907-789-5727 www.bicknellinc.com

Cook Inlet Housing Authority 3510 Spenard Rd. Anchorage, AK 99503 907-793-3047 www.cookinlethousing.org

North Coast Countertops 7720 Hacienda Dr. Anchorage, AK 99507 907-727-6419

ARIZONA

Kitchen Bath & Beyond

Specializing In Solid Surface 1440 Corona Ft. Mojave, AZ 86426 928-788-1000

ARKANSAS Qualserv

7400 S. 28th St. Ft. Smith, AR 72908 479-459-5892 www.qualservsolutions.com

CALIFORNIA

AZ Countertops Inc.

1560 Harris Ct. 1445 S. Hudson Ave. Ontario, CA 91761 909-983-5386 www.azcountertopsinc.com

Black Rock Construction Services, Inc. 131 E. Berkshire Rd. Bakersfield, CA 93307 323-627-3891 www.blackrockcs.net

Design Fabrication Inc.

100 Bosstick Blvd.

San Marco, CA 92069 760-727-1800 www.designfabrication.com

Duracite

2100 Huntington Dr. Fairfield, CA 94533 707-402-1600 www.duracite.com

Fischer Tile & Marble

DMS

Counter Fitters LLC

Housing Authority of the County of Santa Barbara

DELAWARE

Countersync

1800 23rd St. Sacramento, CA 95816 916-452-1426 www.fischertile.com

815 W. Ocean Ave. Lompoc, CA 93436 323-400-1000

Humboldt Countertops 70 W. 4th St. Eureka, CA 95501 707-442-5918 www.humtop.com

Integra Cabinets & Millwork

249 W. Baywood #B Orange, CA 92865 714-283-2890 www.integracmw.com

JJ Cabinets

5532 Fir Circle Norwalk, CA 90651 562-881-9715

Marble Expressions

1573 Seminole St. San Marcos, CA 92708 760-471-8737 www.marbleexpressions.com

Mio Metals

400 Western Ave. Petaluma, CA 94952 888-530-7630 www.miometals.com

RTA Cabinets

1145 Irving Ave. Glendale, CA 91201 323-400-1000

Southwest Carpenters Training Fund 533 S. Fremont Ave. #401 Los Angeles, CA 90071 213-739-9343

The Countertop Factory

12349 Telegraph Rd. Santa Fe Springs, CA 90670 562-944-2450 www.thecountertopfactory.net

COLORADO

AAFES Ft. Carson FMO 1510 Chiles Ave. Ft. Carson, CO 80913 719-291-9206

Best Tops

1250 N. 3rd St. Grand Junction, CO 81501 970-241-5187

48 • Vol. 9 / Issue 2 • International Surface Fabricators Association

1620 Paonia St. Colorado Springs, CO 80915 719-574-1250 www.dmscustom.com

Troy Granite Inc.

711 Interchange Blvd.

Newark, DE 19711 302-292-1750 www.troygranite.com

FLORIDA

Beverin Solid Surface 1108 Palmetto Ave. Lehigh Acres, FL 33972 239-368-9444 www.beverin.com

Delorie Countertops & Doors Inc.

2140 N.W. 18th St. Pompano Beach, FL 33069 954-970-7661 www.deloriectd.com

Florida Custom Surfaces, div. of FDR Contractors Inc. 4362 S.W. Port Way Palm City, FL 34990 772-781-5517 www.floridacustomsurfaces.com

General Property Construction Co.

1026 Lynes Ave. Savannah, GA 31415 912-231-0103 www.counterfitterssav.com 2014 Westside Ct. Augusta, GA 30907 706-828-7544 www.countersync.net

Craftmark Solid Surfaces Inc. 2772 Simpson Circle Norcross, GA 30071 770-242-8469 craftmarkcountertops.com

Seven Stone

1400 W. Marietta St. Atlanta, GA 30318 404-355-3108 www.sevenstone.com

Stone Center

1325 Oakbrook Dr. Ste. C Norcross, GA 30093 770-446-5155 www.stonecenteratlanta.com

Top South

830 Pickens Industrial Dr. Marietta, GA 30062 770-422-4009 www.topsouth.com

1550 N.W. 96th Ave. Doral, FL 33172 305-592-9570 www.gpconstructionco.com

HAWAII

870 Sunshine Ln. Altamonte Springs, FL 32714 407-774-0676 www.naturalstonemotif.com

Solid Surface Technologies

Natural Stone Motif Inc.

Simmons Solid Surface LLC 3428 Bartee Rd. Sebring, FL 33870 863-381-3965 http://cabinetrysebring.com/

Sterling Mfg.

8293 Consumer Circle Sarasota, FL 34240 941-955-8787 www.sterlingmfg.com

Surface Crafters

711 Commercial Dr. Holly Hill, FL 32117 386-253-0826 www.surface-crafters.com

GEORGIA

Atlanta Kitchen Inc.

196 Rio Circle Decatur, GA 30030 404-378-3220 www.atlanta-kitchen.com

Honolulu Tile & Marble Inc. 1602-B Auiki St. Honolulu, HI 96819 808-845-3775

360 Mokauea St. Honolulu, HI 96819 808-845-8677 www.ssthawaii.com

ILLINOIS

Custom Marble Inc.

PO Box 306 Millstadt, IL 62260 618-476-1345 www.custommarble.net

Dirk Foster

802 S. 26th St. Mt. Vernon, IL 62864 206-898-8163

Knapp Tile and Flooring

105 S. Main Eureka, IL 61530 309-467-9700 www.knapptileandflooring.com

Maxwell Counters, Inc. PO Box 234 Farmer City, IL 61842 309-928-2848

New Age Surfaces 1237 Naperville Dr. Romeoville, IL 60446 630-226-0011

Granite Custom Design

MASSACHUSETTS

Solid Fabrications Inc.

3 Aberjona Dr. Woburn, MA 01801 781-935-1907 www.jcwcountertops.com

Pierce Laminated Products Inc.

2369 Heinz Rd. Unit #J Iowa City, IA 52240 888-452-0714 www.granitecustomdesign.com

Solid Surface Creations Inc.

2515 Murray St. Sioux City, IA 51111 712-255-5319 www.solidfab.com

Sprovieri’s Custom Cabinets

323 La Porte Rd. Waterloo, IA 50702 319-287-5056 www.surfacesolutionsia.com

2430 N. Court St. Rockford, IL 61103 815-968-9651 www.piercelaminated.com 403 S. Sycamore Villa Grove, IL 61956 217-832-8207 www.ssctops.com 55 Laura Dr. Addison, IL 60101 630-917-4690 www.sprovieris.com

Stalwart Systems

7797 N. Caldwell Ave. Niles, IL 60714 847-972-1193 www.stalwartsystemsusa.com

Stevens Industries Inc. 704 W. Main St. Teutopolis, IL 62427 217-857-7100 www.stevensind.com

INDIANA

A. I. A. Countertops LLC 501 W. Railroad Ave. Syracuse, IN 46567 574-457-2018 www.aiacountertops.com

Bollock Enterprises LLC 900 Farabee Ct. Lafayette, IN 47905 765-448-6000 www.bollockstoptops.com

Hard Surface Fabrications, Inc./Kormax 810 S. Beiger St. Mishawaka, IN 46544 574-259-4843

Laminated Tops of Central Indiana Inc.

711 E. Dillman Rd. Bloomington, IN 47401 812-824-6299 www.rakesolutions.com

M & W Countertops Inc. 11934 Witmer Rd. Grabill, IN 46741 260-627-3636 www.mwcountertops.com

Michiana Laminated Products Inc.

7130 N. 050 E. Howe, IN 46746 260-562-2871 www.michianalaminated.com

IOWA

Custom Countertops & More 1801 E. Oak St. Algona, IA 50511 515-295-4835

Surface Solutions Inc.

VT Industries

1000 Industrial Park Holstein, IA 51025 712-368-4381 www.vtindustries.com

KANSAS

Parman Brothers LTD

PO Box 7 Johnson, KS 67855 620-492-6882 www.parmanbrothersltd.com

Top Master Inc.

2844 Roe Ln. Kansas City, KS 66103 913-492-3030 www.top-master.com

Jack’s Custom Woodworking/ JCW Countertops

Marble & Granite, Inc.

270 University Ave. Westwood, MA 02090 781-407-9560 www.marbleandgranite.com

PADCO Countertop Co. 5 Springdale Ave. Canton, MA 02021 781-828-1177 www.padcocountertop.com

Sterling Architectural Millwork 55 Avocado St. Springfield, MA 01104 413-732-2131 www.sterlingarc.com

Shad’s Custom Countertops Inc.

11 Collins Pond Rd. Windham, ME 04062 207-893-3445 www.getshad.com

MARYLAND

Carefree Kitchens Inc.

2910 Strickland St. Baltimore, MD 21223 410-233-4900 www.carefreeindustries.com

Creative Surface Interiors Inc. 8393 Ardwick Ardmore Rd. Landover, MD 20785 301-386-4654 www.creativesurfaceinteriors.net

SolidTops LLC

505 South St. Easton, MD 21601 410-819-0770 www.solidtops.com

119 Main St. Plato, MN 55370 320-238-2196 www.pinske-edge.com

MISSISSIPPI

Alexander Counterwrights

903 Ingalls Ave. Pascagoula, MS 39567 228-938-6484 www.alexandercounterwrights.com

MISSOURI

Cohen Architectural Woodworking 9 Industrial Dr. St. James, MO 65559 573-265-7070 www.cohenwoodworking.com

MONTANA

75 Hale St. Bridgewater, MA 02324 508-279-2650 www.twdsurfaces.com

1312 Portland Rd. Arundel, ME 04046 207-351-5733 www.thomasandlord.com

The Pinske Edge

Sterling-Miller Designs Inc.

1272 Hwy. 490 E. Bernstadt, KY 40729 606-843-6891 www.surfaces-unlimited.com

Maine Marble & Granite

515 Spiral Blvd.

Hastings, MN 55033 651-437-1004

Surface Menders

76 Leominster Rd. Sterling, MA 01564 978-422-3321 www.sterlingsurfaces.com

KENTUCKY

MAINE

Innovative Surfaces Inc.

Sterling Surfaces

1079 N. Montello St. Brockton, MA 02301 508-894-6999 www.sterlingmillerdesigns.com

Surfaces Unlimited Inc.

MINNESOTA

Jim Shreve

PO Box 721 Florence, MT 59833 406-880-3566

VanSetten Walker Construction Co. 821 1st Ave. N.W. Great Falls, MT 59404 406-570-5283

TWD Surfaces

WoodCo LLC

PO Box 30254 Billings, MT 59107 406-259-5177 www.woodcollc.com

MICHIGAN Blasius Inc.

7343 Buell Rd. Vassar, MI 48768 989-871-5000 www.blasiusinc.com

NEBRASKA

Builders Warehouse

Innovative Surface Works

12855 Fairlane St. Livonia, MI 48150 734-261-3010 www.innovativesurfaceworks.com

Marbelite Corp.

22500 Heslip Dr. Novi, MI 48375 248-348-1900 www.marbelitecorp.com

4600 N. Second Ave. Kearney, NE 68845 308-627-6702

Lincoln Laminating Inc. 5010 Rentworth Dr. Lincoln, NE 68516 402-434-6009

Premier Countertops

8720 L St. Omaha, NE 68127 402-991-7258 www.premiercountertops.com

Paxton Countertops & Showers

PO Box 174 Grand Ledge, MI 48837 517-719-0146 www.paxtonsurfaces.com

Solid Surfaces Unlimited Inc.

32 Clipper Ln. Kimberling City, MO 65686 417-598-2390 www.surfacemend.com

NEVADA

Carpenters Int’l. Training Fund 6801 Placid St. Las Vegas, NV 89119 702-938-1111

NEW JERSEY

6689 Sterling Dr. S. Sterling Heights, MI 48312 586-274-9668 www.ssunlimited.net

J&M Granite Design LLC 558 Englishtown Rd. Monroe, NJ 08831 908-267-4331 www.jmgranitenj.com

International Surface Fabricators Association • Vol. 9 / Issue 2 • 49

Fabricator Directory Fabricator Directory

Companies in blue are Certified Professionals.

For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

Marvic Corp.

Wilbedone Inc.

Korkan Granite

Armina Stone

Solid Surface Designs Inc.

NORTH CAROLINA

L. E. Smith Co.

Capital City Counters Inc.

2450 Lorio St. Union, NJ 07083 908-686-4340 www.countertopsofnj.com 1651 Sherman Ave. Pennsauken, NJ 08110 856-910-7720 www.ssdtops.com

Spaulding Fabricators Inc.

1133 NYS Rte. 222 Cortland, NY 13045 800-734-8813 www.wilbedone.com

Carolina Counters

13570 Broadway Ave. Midland, NC 28107 704-888-4010 www.carolinacounters.com

1136 Industrial Pkwy.

Brick, NJ 08724 732-840-4433 www.spauldingfabricators.com

Johnson Granite Inc.

American Countertops

Merge Design Co.

NEW MEXICO

8013 Edith N.E. Albuquerque, NM 87113 505-897-3141

Franken Construction Co. 1201 Tilden Ave. Las Vegas, NM 87701 www.frankenconstruction.com

Jaynes Structures

2906 Broadway N.E. Albuquerque, NM 87107 505-344-8589 www.jaynescorp.com

OGB Architectural Millwork

PO Box 511 589 Hiatt Rd. Mount Airy, NC 27030 336-719-2729

3001-103 Spring Forest Rd. Raleigh, NC 27616 919-790-1749 www.mergedesignco.com

Premier Plus Inc.

165 Wildwood Ave. Hamlet, NC 28345 910-995-5615 www.premierplusinc.net

Seven Stone

8350-C Arrowridge Blvd.

Charlotte, NC 28273 704-598-1255 www.sevenstone.com

3711 Paseo del Norte Albuquerque, NM 87113 505-998-0000 www.ogb-am.com

Seven Stone

PO Box 429 Roswell, NM 88202 505-626-3553

OHIO

Rojo Enterprises LLC

NEW YORK

Distinctive Granite

331 Dante Ct. Ste. C Holbrook, NY 117411 631-737-3337 www.distinctivegraniteny.com

Evans & Paul LLC

140 DuPont St. Plainview, NY 11803 516-576-0800 www.evansandpaul.com

Marker Systems Inc.

940 River Rd. North Tonawanda, NY 14120 716-695-1102

Modern Home Distributing

920 Old Winston Rd. Kernersville, NC 27284 336-773-0714 www.sevenstone.com

Bertke Countertops 9355 Amsterdam Rd. Anna, OH 45302 937-538-7024

Cabinets 2 Countertops

7142 Frank Ave. N.W. N. Canton, OH 44720 330-244-0221 www.cabinets2countertops.com

Cutting Edge Countertops Inc.

1300 Flagship Dr. Perrysburg, OH 43551 419-873-9500 www.cectops.com

Earth Anatomy Fabrication

PO Box 395 Nunda, NY 14517 585-468-2523

4092 Greenwich Rd. Norton, OH 44203 740-244-5316 www.earthanatomy.com

Penn Fabricators Inc.

Kitchens by Rutenschroer

100 Bellport Ave. Yaphank, NY 11980 631-205-0282 www.penn4corian.com

950 Laidlaw Ave. Cincinnati, OH 45237 513-251-8333 www.kbrmfg.com

50 • Vol. 9 / Issue 2 • International Surface Fabricators Association

4561 Crystal Pkwy.

Kent, OH 44240 330-677-1883 www.korkangranite.com 1030 E. Wilson St. Bryan, OH 43506 888-537-6484 www.lesmith.com

Laminate Shop, Inc. PO Box 1218 Marietta, OH 45750 740-749-3536

Solid Surfaces Plus

4640 Manufacturing Rd. Cleveland, OH 44135 216-267-7040 www.solidsurfacesplus.com

The Countertop Shop LTD 10406 Geiser Rd. Holland, OH 43528 419-868-9101 www.countertopshop.net

Top Advantage Surfaces Inc. 12989 Market Ave. N. Hartville, OH 44632 330-877-2138 www.topadvantage.com

Top Shelf Laminated Products 400 Dietz Rd. Warren, OH 44483 330-393-1289

Tower Industries

PO Box 647 Massillon, OH 44648 330-837-2216 www.towersurfaces.com

OKLAHOMA

Hoffman Fixtures Co.

6031 S. 129th St. Ste. B Tulsa, OK 74134 918-252-0451 www.hfccountertops.com

870 Rte. 910 Unit 400 Cheswick, PA 150244 412-406-8442 www.arminastone.com 760 N. Front St. PO Box 7616 Steelton, PA 17113 717-939-2878 www.capitalcitycounters.com

Harrisburg Troy Granite 3617 Simpson Ferry Rd. Camp Hill, PA 17011 717-918-3315 www.troygranite.com

John Kramer’s Fabrications Inc. PO Box 41 Bernville, PA 19506 610-488-6213 www.kramershowerbases.com

McGrory Inc.

576 Rosedale Rd. Kennett Square, PA 19349 610-444-1512 www.mcgroryinc.com

Pence Countertops Inc.

124 Ellis Woods Rd. Pottstown, PA 19465 610-326-6609 www.pencecountertops.com

Pittsburgh Troy Granite 1060 484 Lowries Run Rd. Pittsburgh, PA 15237 412-446-1060 www.troygranite.com

RHODE ISLAND

Allied Floor Covering, Inc.

Tiverton, RI 02878 401-624-4477 www.alliedfloorcovveringinc.com

OREGON

New England Counter Top

PO Box 258 Glide, OR 97443 541-496-0313 www.grifform.com

SOUTH CAROLINA

Grifform Innovations Inc.

Precision Countertops Inc. PO Box 387 Wilsonville, OR 97070 503-692-6660 www.precisioncountertops.com

PENNSYLVANIA A.S.S.T.

805 W. Elm Ave. Hanover, PA 17331 717-630-1251 www.asst.com

Advanced Surfaces Inc. 130 Plastics Rd. Corry, PA 16407 814-663-0369

PO Box F Pawtucket, RI 02861 508-761-7588

Seven Stone

1900 Suber Mill Rd. Greer, SC 29650 864-879-9378 www.sevenstone.com

Solid Products

109 Lazenby Dr. Ft. Mill, SC 29715 704-236-9796 www.solidproducts.biz

Tom Rush

109 Lazenby Dr. Ft. Mill, SC 29715 704-236-9796 www.solidproducts.biz

SOUTH DAKOTA

Dakotaland Woodwork & Cabinets LLC 41181 179th St. Raymond, SD 57258 605-532-4150

DFC-Dakota Fixture & Cabinet Co. 45753 237th St. Madison, SD 57042 605-256-3707 www.soliddfc.com

Formatop Co.

Elite Granite & Marble

455 Commercial Dr. Buda, TX 78610 512-328-5111 www.elitegraniteandmarbleaustin.com

Gecko Solid Surface Solutions 4630 Sinclair Rd. San Antonio, TX 78222 210-227-3100 www.geckosss.com

Patel Inc.

2306 Sunset Tr. Sugarland, TX 77478

101 S. Franklin Sioux Falls, SD 57103 605-332-3151 www.formatopcompany.com

W.R. Watson Inc.

Alexander Brothers Tile & Marble Inc.

UTAH

TENNESSEE

1446 S. Cooper St. Ste. 101 Memphis, TN 38114 901-278-9626 www.alexandermarbleandgranite.com

Countertops of Memphis

301 W. Olive Ave. Memphis TN 38106 901-602-7115 www.countertopsofmemphis.com

Creative Countertop Solutions Inc.

300 Peabody St. Nashville, TN 37210 615-915-0718 www.creativecountersolutions.com

Kitchen Tops

12902 Mula Ln. Stafford, TX 77477 281-495-3664 www.wrwatson.com

Utah Kitchen and Bath

2098 E. 2250 N. Layton, UT 84040 801-814-8847 www.utahkitchenandbath.com

VIRGINIA

Metro Stone Works LLC 9115 Digital Dr. Unit 12 Manassas Park, VA 20111 703-396-866 www.metrostoneworks.com

Mid-Atlantic Manufacturing Inc.

10040 Whitesel Rd. Ashland, VA 23005 804-798-7462 http://midatlanticmfg.com

1300 Ault Rd. Knoxville, TN 37914 805-523-0967 www.kitchentops.net

Surface Link Corp.

740 Space Park Dr. S. Nashville, TN 37211 615-386-0509 www.sevenstone.com

TRINDCO

Alejandro Contreras

WASHINGTON

Ba Shi Ba Inc.

22445 76th Ave. S. Kent, WA 98032 253-639-4567 www.floform.com

Seven Stone

TEXAS

6418 Harbor Mist Dr. Missouri City, TX 77459 970-471-4393

38303 Green Willow Way Magnolia, TX 77355 281-881-2911

Classic Counter Tops 2325 Executive Dr. Garland, TX 75041 972-840-1234

Counterscapes, Inc. PO Box 82087 Houston, TX 77282 903-581-5676

Countertop Solutions LLC PO Box 82087 Houston, TX 77282 713-204-0080

4200 Lafayette Center Dr. Ste. A Chantilly, VA 20151 301-482-1717 www.surfacelinkcorp.com 1004 Obici Industrial Blvd.

Suffolk, VA 23434 757-539-0262 www.trindco.com

FloForm Countertops

Mt. Rainer Marble LLC 2606 Jackson Hwy. Chehalisi, WA 98523 360-520-1844 www.mtrainiermarble.com

Synsor Corp.

1920 Merrill Creek Pkwy.

Everett, WA 98203 425-322-9604

WISCONSIN

Bisley Fabrication Inc. 700 Industrial St. Gresham, WI 54128 715-787-4410 www.bisfab.com

McDermott Top Shop LLC

FRANCE

Spectrum Surfaces Inc.

ZA Le Cheval Blanc Solgne F-57420 France 38-764-6923 www.crea-diffusion.com

200 A Main St. Sullivan, WI 53178 262-593-2456

812 Marquis Way Green Bay, WI 54304 920-337-6575

ITALY

AUSTRALIA

Asian Solid Surface

40 Day Dr. Pasadena, South Australia 5042 Australia 040-571-3865

BARBADOS

Legnopan SPA (Starkryl Solid Surface)

Via Dell’Industria 13-15 Piovene Rocchette, VI, 36013 Italy 39-0445-551500 www.legnopan.com

LEBANON

In-Counter, Inc.

Respond S.A.L.

27 Lodge Terrace St. Michaels BB12001 Barbados 246-253-3440

1st Floor Missirian Bldg.

Beirut, Lebanon 90076 961-150-1414

MEXICO

CANADA

Colonial Countertops Ltd. 609 Alpha St. Victoria, BC V8Z 1B2 Canada 250-383-1926 http://colonialcountertops.com

Coni-Marble Mfg. Inc.

PO Box 40 99 Harrison St. Thorndale, ON N0M 2P0 Canada 519-461-0100

FloForm Countertops 125 Hamelin St. Winnipeg, MB R3T 3Z1 Canada 204-474-2334 www.floform.com

INDEKO

Boulevard de los Charros 1500 Col. Belenes Ind. Nte. Zapopan, Jalisco Mexico 45150 +52 3310287863 www.indeko.com.mx

Victor Coronado Services

Boulevard Hacienda Galindo 116 Villas del meson Juriquilla, 76230 Mexico 52-4422342743

RUSSIA

AKRILIKA HOLDING

FloForm Countertops 10-710 Cynthia St. Saskatoon, SK S7l 6A2 Canada 306-665-7733 www.floform.com

Svobody St., 29 Moscow Russia 125362 +7(495)782-84-75 http://akrilika.com/en

ARTCOR

FloForm Countertops 7630 Yellowhead Trail Edmonton, AB T5B 1G3 Canada 780-474-7999 www.floform.com

60th km. Ring Rd. Ste. 4A Moscow Russia +7-485-657-8578 www.artcor.ru

DECORA PRO

Turistskaya str., 23/1 St.Petersburg, Russia +7(812)922-50-70 www.decora.pro

Granit Design

77 Industrielle Stanstead, QC J0B 3E0 Canada 819-564-7111 www.granitdesign.com

UNITED ARAB EMIRATES Bond Interiors

PO Box 15758 Dubai U.A.E. 04 2711727, 06 5343222 www.bondinteriors.com

Shape Industries

10 McPhillips St. Winnipeg, MB R3E2J7 Canada 204-947-0409 www.shapeinc.com

Summum Granit Inc.

CREA Diffusion

UNITED KINGDOM Interfab LTD

460 Principale St. Saint-Sebastien, QC G0Y 1M0 819-625-2333 Canada www.summumgranit.com

Unit 9 Willersey Business Park Willersey, Nr. Broadway Worcestershire WR12 7RR United Kingdom 441-386-858100 www.interfab.co.uk

International Surface Fabricators Association • Vol. 9 / Issue 2 • 51

Product News Chemical Concepts Offers Chem-Set C-31 Pro Bond

Vicostone Adds New Colors to Its Marble-look Collection Vicostone’s quartz surfacing collection was updated with new marble-look colors, available now from the company’s warehouses in Dallas, Chicago, Atlanta and Houston, as well as its distributors. The newest additions are (pictured in order of left to right) Misterio, Icelake, White Macaubas and Blue Savoy. Manufactured with Italy’s Breton technology, the new colors like all quartz engineered stone are nonporous, strong and have color durability.

Circle RS#35 on page 56 or visit www.isfanow.org/info.

The Chem-set C-31 Pro Bond adhesion promoter available from Chemical Concepts allows fabricators to immediately glue natural and engineered stone products that are still wet from water-assisted cutting equipment, saving time and laminated and mitered edges and eliminating the need to dry the materials first.

Users can simply blow off the standing water with an air hose, apply the C-31 Pro Bond on both sides of the joint and wipe off with a dry rag, leaving the substrate ready for bonding.

Circle RS#37 on page 56 or visit www.isfanow.org/info.

Karran Launches Three Quartz Sink Models

Staron Surfaces Highlights New Radianz Quartz Designs Five new Radianz® Quartz designs featuring a free-form, directional veined pattern are available from Staron Surfaces. Comprised of colorcontrolled, natural quartz particulates, Radianz is suitable for high-use countertops, work surfaces and furniture. Engineered for durability and inspired by elements found in nature, the material has a limited commercial-use warranty and is NSF and Greenguard Certified.

Karran introduced three new models of its Q-350 quartz sink, which is durable and can be installed seamlessly in laminate and solid surface. The new models are available in all six of the sink line’s standard colors and are also suitable for use with quartz and granite countertops.

Circle RS#40 on page 56 or visit www.isfanow.org/info.

Circle RS#38 on page 56 or visit www.isfanow.org/info.

BLANCO Launches ARTONA Faucets in Colors Matched to SILGRANIT Sinks BLANCO ARTONA kitchen faucets offer dual finishes in coordination with SILGRANIT® sink colors. With rounded curves and edges, the faucets are available in six colors that match the sinks, along with Stainless Finish and Chrome.

They also have semi-hidden, pull-down dual spray heads and a standard 2.2- or 1.5-gpm flow rate offering water-saving potential. Dual finish colors include Stainless Finish mixed with either Anthracite, Cinder, Metallic Gray, Truffle, White or Café Brown.The collection also includes a matching bar/prep faucet and soap dispenser.

Circle RS#36 on page 56 or visit www.isfanow.org/info.

52 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Revere Expands Granite Sink Line Elkay recently partnered with granite sink manufacturer Schock GmbH of Germany to expand its granite offerings. As a result, the company will be adding four new models and two new colors (Taupe and Almond) in late May to its Granite Sink offerings, for a total of 20 models in seven colors. Revere granite sinks are stain- and odor- resistant and easy to clean. The durable material is made from 80 percent natural quartz, so they resist smudges, scratches and even heavier impacts. They are heat resistant up to 535 degrees F and nonporous, preventing foods, liquids and bacteria from sticking to the surface. Also, the granite colors won’t fade thanks to a proprietary UV-stable technology.

Circle RS#39 on page 56 or visit www.isfanow.org/info.

Eagle Rock Products, Inc. Introduces EagleEYE Tool Setter Eagle Rock Products, Inc. presents its EagleEYE tool setter, designed for stone routers. This digital microscope has a simple, step-by-step software that prompts users through the entire tool setting process in just 25 minutes with precise results. It is placed on any CNC machine, and can also check tooling for maintenance and wear in just 15 minutes, automatically. It’s portable (about the size of a mailbox) and is self-contained, operating off of a simple, intuitive tablet interface. The equipment is upgradeable and can be paired with a tool dresser and off-spindle setting device.

Circle RS#41 on page 56 or visit www.isfanow.org/info.

Circle RS#20 on Reader Service Page or visit www.isfanow.org/info.

Product News pearl and onyx movements; and Silhouette, a sable base anchored by clean white marbling.

Circle RS#43 on page 56 or visit www.isfanow.org/info.

KB Express Offers the KBRevolution Countertop Display System

HanStone Quartz Introduces Transitional Modern Styles

The KBRevolution from KB Express is an interactive customer experience displaying countertop options. It has three rotating levels that can display granite, quartz or other countertop materials alongside cabinet options to help customers visualize material combinations and make decisions faster.

Samples change out in seconds to allow for unlimited combinations, and the display system uses only 16 sq. ft. of showroom space.

five colors that blur the lines between timeless

with warm grays and rich umbers; Smoke, with

Houzer Inc. added a reversible, dual-sided apron front model to Platus Fireclay sink series. This new model offers a modern plain front design or an alternative classic fluted design. The quality sinks are manufactured in dedicated Fireclay ovens fired at 2,200 degrees F, creating a, glossy finish that is resistant to chips, cracks, scratches and heat damage. The nonporous surface is also hygienic and fends off stains. Platus sinks are available in 30- and 33-in. by 9¼-in.-deep single bowls and are available in white and biscuit.

neutral grays and sepia undertones and soft

Circle RS#44 on page 56 or visit www.isfanow.org/info.

HanStone Quartz diversified its product line with neutrality and bold undertones. Nonporous, resistant to heat, stains and scratches, these designs are suitable for residential and commercial applications. The new colors are: Artisan Grey, a multifaceted beige and charcoal hue; Celestial, containing soft, subtle veining merged with layers of cool taupe undertones; Rocky Shores, a crisp cream backdrop speckled

Circle RS#42 on page 56 or visit www.isfanow.org/info.

Houzer Adds to Platus Fireclay Sink Series

Circle RS#21 on Reader Service Page or visit www.isfanow.org/info.

54 • Vol. 9 / Issue 2 • International Surface Fabricators Association

Weha Trilogy Three Step Diamond Polishing Pads Can Be Used Wet or Dry Weha Trilogy Three Step Diamond Polishing

Pads are new polishing pads specifically for

black, brown and gray engineered stone and quartz surfacing. However, according to the

company, they are equally as good on Black

Absolute, Baltic Brown, Uba Tuba and other dark granites and marbles. Additionally, they also

are suitable for light-colored engineered stone, quartz, granite and marble, with zero bleeding, reports the supplier.

Outwater RGB LED Strip Lights Change Colors

Outwater introduced its professional connectable

M S International, Inc. Introduces New Quartz and Natural Stone Slabs

color changing 120V RGB LED Strip. The

M S International, Inc. (MSI) launched several

electrician. It is available in 33- and 82½-ft. lengths

Quartz slabs and natural stone slabs. More than

colors maintain consistent color temperatures and

assembled kit ready to plug into a standard wall outlet, with no need for installation by an

new products, including new Q Premium Natural

and can run off of a single power cord. Seven

45 quartz colors are now available, including the

consume only a few watts per linear foot.

white marble look of Calacatta Classique and the artistic style of Pacific Salt.

Circle RS#45 on page 56 or visit www.isfanow.org/info.

water-resistant strip comes as a complete, fully

A corresponding multifunction Color Changing LED Controller generates more than 80 combinations.

Circle RS#46 on page 56 or visit www.isfanow.org/info.

Circle RS#46 on page 56 or visit www.isfanow.org/info.

ISFA Member since 1998

Circle RS#22 on Reader Service Page or visit www.isfanow.org/info.

ISFA Member since 2013 Circle RS#23 on Readers Service Page or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 55

Free Product Information Form Or visit www.ISFANow.org/info to fill out our online form

Main: (412) 487-3207 • Fax: (412) 487-3269 • www.ISFANow.org • 2400 Wildwood Road, Gibsonia, PA 15044

Volume 9 / Issue 2 Get Your Free Product Information Today: For more facts on products and services, please fill out all the information below and circle the product referral numbers that are found in the magazine. Product referral numbers can be found below each advertisement. Your request will be immediately forwarded to the proper manufacturer. You can submit this form via mail, fax, email (editor@isfanow.org) or visit us online at www.ISFAnow.org/info.

Personal Information Name: Title: Company: Address: City: State/Province: Zip/Postal Code: Country: Phone: Fax: y providing your fax number, you are giving ISFA permission to send you information via fax. q Check here if you do not wish to receive education event information via fax.

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About Your Business What category best describes your business classification? q Fabricator

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q Distributor/Manufacturer of Sheet/Slab q Other (please specify) ________________________

Which one category best describes your job title/function? q Owner/Partner/Corporate Management and Related Personnel q Production/Plant Management and Related Personnel q Design (includes staff designer/architect and related personnel) q Purchasing/Specifier and Related Personnel q Marketing & Sales Management and Related Personnel q Other (please specify)

Information By Category If you want more information from several advertisers in a category, circle the category number that matches up with the category below.

C01 Abrasives

C12 Sealers/Polishes

C02 Adhesives

C13 Seaming Equipment

C03 Air Quality Equipment

C14 Sinks

C04 CNC Machinery C05 Concrete Materials & Supplies C06 Hand/Power Tools C07 Laminate C08 Material Handling Equipment C09 Prefabricated Accessories C10 Quartz Surfacing C11 Saws

What surfacing materials do you work with?

____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ Free Product Information Please circle below all of the referral numbers found in the magazine, or the category numbers found on this page that you would like more information on. Your request will be immediately forwarded to the proper manufacturer.

01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48

C15 Software

49 50 51 52 53 54 55 56

C17 Stone

57 58 59 60 61 62 63 64

C16 Solid Surface C18 Templating Equipment C19 Tooling

C20 Training

C21 Waterjet Equipment C22 Other Materials

56 • Vol. 9 / Issue 2 • International Surface Fabricators Association

65 66 67 68 69 70 71 72 73

74

75

76

77

78

79

80

Classifieds

Ad Index Referral #

21

Beckart Environmental, Inc. Betterley Industries, Inc.

24 Cosentino

22 CountertopResource.com 01 GlueWarehouse.com

ISFA/IWF Countertop Symposium

59

Atlanta, Ga.

54

Aug. 23

55

IWF/ISFA Countertop Pavilion

2

40

06

ISFA Membership

10 & 13

06

ISFA Training

16 IWF 12

Karran USA

15

Laser Products

13

25, 41 & 43

KRION

33 23 29

31

3

09

Now Handling

18

23

Performance Abrasives

55

07

Regent Stone

11

04

Tenax USA

17

Water Treatment Solutions

Park Industries

14 QuartzSource 10 SATA

9

30 18

7

20 Unicell

53

08

15

WEHA

Pass it along!

Share this copy with a colleague or friend.

Better yet, have them subscribe at isfanow.org/magazine.

Aug. 24-27 Atlanta, Ga.

60

02 MSI 05

Virginia Beach, Va.

40

Hi Tech Fasteners Integra Adhesives

May 17 – 20

5

18 25

Hosted by Regent Stone

19

03 BACA 19

ISFA Quartz & Stone Fabrication Training

Page #

11 Architectural Products

by Outwater

Don’t Miss These Upcoming ISFA Events!

39

ISFA Senior Management Conference Sept. 14 – 15

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New York, N.Y. ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Sept. 27 – 30 Virginia Beach, Va. ISFA Annual Member Meeting & Conference Nov. 8 – 11 Cancun, Mexico ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Dec. 6 – 9 Virginia Beach, Va.

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Fabricators!

ISFA Fabricators, do you have used equipment you would like to sell? Looking to fill a key position?

Why not submit a FREE classified ad? That’s right, relevant classifieds in this publication are free to ISFA fabricator members! Just send us the text you’d like to run and we’ll do the rest.

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International Surface Fabricators Association • Vol. 9 / Issue 2 • 57

Guest Editorial

By Jon Olson

What Makes a Great Manager?

Being a manager is a large responsibility. Not

it? If a manager makes it a point to coach

managers. What a bad idea! This is asking for

but they also have to answer to those they

demonstrates the goal is to make the employee

at making countertops does not mean they are

only do they have to answer to their superiors, manage. It has been my experience that

managers who understand that simple fact are the most successful. At its core, management is really all about the employees.

How employees are treated has a large bearing on the amount of productivity a manager will get out of the team. So, if a company has a

team with a large amount of turnover, lack of

unity or chronic complaining, it could very well be the way management is doing its job.

Let’s look at a few management styles that should be avoided.

The Helicopter Manager

the employee, shows direct concern and

successful, rather than just micromanage, the

employee will respond much differently. That’s called being a leader.

The No-show Manager One of the worst mistakes a manager can make is to not be there for the team when the going

gets rough. If you’re going to ask employees to

work overtime or on the weekend to satisfy a rush job, you need to be there as well. The manager

disaster. Just because someone is very good

automatically going to be a very good manager.

However, you might very well have a manger in the waiting. Some of the qualities they would

show are being well respected by co-workers, exuding positivity, displaying willingness to

perform any task, avoiding complaining about

the company or any of their peers, expressing an interest in training and following company policies.

sets the pace. When you ask the team to go the

The team wants a competent leader. Don’t

step up to the plate, especially if it’s you.

handed the title because they were the next

extra mile, it matters to them who else is going to You can also set the example on how you

Have you ever watched a helicopter hover

handle some of your personal matters. For

What are the people below doing? They’re

personal meetings or are out getting a haircut

themselves from all that wind. That helicopter

negative effect. If you do these things outside

They can’t wait for it to leave. That’s exactly

take work seriously and that rubs off on the

the employee watching every move they make.

a microscope. What you do will be watched

where the employee is being driven is probably

if a member of the team wants to cut out to

expect complete unity if the manager was

person up. It’s a culture far too prevalent in today’s workforce.

close to the ground when people are below?

example, if you are at doctor appointments,

Whether you want to believe this or not, bad

shielding their faces, half bent over, protecting

during the workday, it’s going to have a

about them while on the floor, on break or even

is dominating the scene and nobody likes it.

of work hours, it tells the employees you

how some managers operate. They hover over

them. You have to remember you are under

Some might call it driving that employee, but

by others. This could really blow up on you

right out the door!

take care of a personal matter. If you make it a

much as you’re a servant to the team.” Those

be harder to tell them they can’t do the same

your team has what they need with regard to

others see you do. If you want your team to

really are the best tools you have. If you follow

A helicopter manager gives the employee no room to make independent decisions. They

cannot or will not let an employee work on his or her own. They constantly ask where they

have been, what they are doing and what they

will do next. They never give the employee the benefit of the doubt. A spirit of mistrust oozes

in and is evident in everything they say and do.

at home. If you want your workplace to be a

place of productivity, respect and pride, then

take a look at your managers. It all starts with them.

When I first got into management long ago, my supervisor told me, “You’re not a manager as

habit to take time off during the workday, it will

words of wisdom stuck with me. Making sure

thing. Your reputation will be based on what

equipment, education, support and empathy

walk through a wall for you, be willing to do the

through, you won’t just be the manager;

same for them.

you’ll be a leader.

The Next Person Up Manager

About the Author

Sometimes a person becomes a manager not

To be fair, there could be good reason the

because of merit, but simply because they’re

the employee does need a little bit more

because they know whose ear to tickle. I heard

to see what the challenge is and help correct

make the best performing machinists into

manager is watching so closely. Maybe

the next in line in seniority, availability or

attention. Would not the better approach be

of a very large company that would always

58 • Vol. 9 / Issue 2 • International Surface Fabricators Association

managers are the talk of the team. Workers talk

Jon Olson has more than 30 years’ experience in the surfacing industry in all aspects of fabrication and sales. He has worked as a fabricator, manager and sales rep for a large solid surface and quartz manufacturer. He is also the past recipient of ISFA’s Fabricator of the Year and Innovator Awards and can be reached at jonolso@gmail.com.

Circle RS#24 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 1998

Circle RS#25 on Reader Service Page or visit www.isfanow.org/info.

ISFA Member since 2003