ISFA's Countertops & Architectural Surfaces Vol. 12, Issue 1- Q1 2019 by The International Surface Fabricators Association (ISFA)

CREDITS

Letters to the Editor

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.

Please send letters to editor@isfanow.org or to Letters, ISFA, PO Box 627, Ingomar, PA 15127, 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, PO Box 627, Ingomar, PA 15127, attention: Editor.

Contacting ISFA

Phone: (412) 487-3207 editor@isfanow.org www.isfanow.org

About This Magazine

Countertops & Architectural Surfaces (ISSN 2372-983X) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth “Buyers Guide” issue publishing in October. 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 2019. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without the 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 Ingomar, 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 changes to LSC Communications, Care of Countertops & Architectural Surfaces magazine, 121 Matthews Drive, Senatobia, MS 38668.

Photography

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.

Photography/graphics provided by: Meganite, The Freedonia Group, Mark Mitchell, Nvoicepay, The Countertop Factory Midwest and Moraware.

Magazine Credits

Publisher & Editor: Kevin Cole

Proofreader: Nancy Mueller-Truax Design: V2 Marketing Communications

ISFA Officers of the Board

Augie Chavez, President

Kate Dillenburg, Immediate Past President and Secretary

Paul “Max” Le Pera, Vice President

Mike Langenderfer, Treasurer

ISFA Directors

Adam Albee, Director

Matt Kraft, Director

Steve Mast, Director

Austin Maxwell, Director

Kelly Montana, Director

Steve Stoddard, Director

Eric Tryon, Director

Jim Callaghan, Associate Member Representative

Joe Connolly, Associate Member Representative

ISFA Staff

Amy Miller, Executive Director

Kevin Cole, Communications Director and Magazine/Website Publisher & Editor

Carol Wilhite, Operations Manager

Paul Wisnefski, Account Representative

Amy Kyriazis, Program Manager

Chris Pappenfort, Trainer

Fred Hueston, Trainer

Cover Photo

This photo depicting Meganite’s new X Series solid surface (Dark Jet Black) is just one of the many new colors and materials on the market. This new color is designed to make any scratches to the material less visible when compared to other dark colors and is just one of many new offerings being presented by various manufacturers. Read more about the latest new colors and materials on Page 20.

From the Editor

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

Don’t Put Off Tomorrow What You Can Do Today

I’m certain you have all heard it before, probably dozens or hundreds of times, but when things are going well and there are uncountable necessities that require your attention, there is a tendency to focus on those “now” things and let the “tomorrow” things ride.

It’s human nature to put our energies into the areas where we see immediate gratification. And in this day and age, I don’t think it has ever been more prevalent.

Consider this: In years gone by, actually mailing a letter was an essential part of business. Correspondence required writing a letter (perhaps even long-hand), putting it in an envelope, addressing it and making sure it had the proper stamp, taking it to the post office, waiting for it to be sorted and shipped and then standing by while it travels to your intended recipient. And then, when it did reach the mailbox of the proper recipient, they would have to go through their mail, prioritize it and, then should it require a written response, go through the exact same process.

The idea seems ludicrous when today you can just fire off an email in a matter of minutes and get a response quicker than it might take you to even get a letter to the post office.

Of course, we can always pick up the phone, and hope to reach the person with whom we need to communicate, but with the pace of the modern world, even that can seem antiquated and potentially overly time-consuming. In a way it can also seem imposing by arbitrarily drawing upon the time of the person you are calling without knowing what plethora of demands they

are facing for their attention in that moment. As such, even when making phone calls today, we often email in advance to set up a time in which our schedules mutually allow for needed discussion. And, it’s not uncommon to even set a time limit for the calls in advance.

Ultimately, where I am going with this line of thinking is that we all likely have our agendas prepared significantly ahead of time, and when business is going well, those agendas may very well be set far in advance just to stay on top of the many things that are required of us.

As such, it is very easy to get bogged down in the right-here, right-now mind-set and focus purely on what needs to be done today or perhaps this week instead of preparing and planning for what might be needed in the future or required in the long-term scheme of things. And trust me, those things should not be ignored, lest problems sneak up on us while we are busy fighting the fires of day-to-day work.

That is one of the reasons why each year we take a step back and take a look at what the previous year or even decade held for us and what that might mean for the upcoming year or two, or even five. (See the Industry Outlook on Page 26.) Without this examination of the industry/business climate and allowing for forethought and planning to avoid potential pitfalls, we are all walking a tightrope hoping we don’t take a misstep that will cause our business serious harm, or God forbid, demise.

While we may not be able to pull as detailed statistics regarding our lives outside of work, the same basic idea holds true. If we only think

about our personal relationships in terms of what we are doing today or tomorrow, as time passes we may find that we’ve strayed off of the path we had been planning for our lives, whether that is our familial relationships, health, life needs, friendships, spiritual objectives or our long-term goals.

And every day that passes is a day that is lost to time.

So, that is why we must not only worry about fighting the daily fires that come up in our lives, but also keep our eyes on the big picture. If we do not make this a critical part of our routine, we may very well realize some day that we no longer have time to accomplish those things in life that were most important to us and reach those goals that we originally set out to attain.

There is a reason why we have all heard the old adage “an ounce of prevention is worth a pound of cure.” Planning ahead and outlining our goals allows us to more easily choose our daily actions. So, while you may think you are busy, content and/or at full capacity, it is this very time that you should be periodically looking forward and making sure the path you are on is leading you to the place you really want to go.

As always, I look forward to your feedback.

Sincerely,

Kevin Cole, Publisher & Editor kevin@isfanow.org

Special SectionCALENDAR OF EVENTS

ISFA Spain Trip

Hosted by Cosentino

March 5 – 8

Madrid, Spain (412) 487-3207 info@isfanow.org www.isfanow.org

Cabinets & Closets Conference & Expo

March 6 – 8 Charlotte, N.C. (847) 226-7969

Wood Pro Expo

March 6 – 8 Charlotte, N.C. (847) 226-7969

Xiamen Stone Fair 2019

March 6 – 9

Xiamen, Fujian, China +86 592-595-9691

Regent Stone Quartz/ Granite Countertop Fabrication Course

Education Connection

I’m not going to predict that we’re about to face another recession. I’m not an economist, and I’m not even sure economists can tell us exactly where we’re heading. One thing I do know, however, is that no matter how well the economy is doing, it always slows down eventually.

Hopefully, our next slowdown won’t be as challenging as the last one. Either way, it pays to be prepared, and when things are going well is the time to make those preparations.

You might be wondering what being prepared looks like for your company. As a consultant to the building materials industry for more than 40 years, I have seen many downturns come and go. I have also seen what some of the strongest and most successful companies have done to deal with them, and there are some things you can do to get ready for that next one, whenever it may come.

Seven Things You Should Assess Now

Successfully making it through a slowdown often has more to do with what you did before it than what you do during it. Entering an economic downturn in a position of strength is one of the best ways to insure you’ll still be standing once the market picks up again.

Here are seven aspects of your company you should be looking at now to make sure you’ll be prepared for whatever comes:

1. Balance Sheet — It’s easy for companies to get complacent about certain things when business is good. The balance sheet is one of them. If you’re like most companies, when business is good you probably tend to focus on investing in growth and sales volume more than profit margins. Growth is good, of course, but it can negatively affect your financial statements. Take some time to review your financial statements with your advisers. If your sales declined, would your business survive?

While Things Are Going Well Is the Time to Plan

PREPARE

By Mark Mitchell

FOR PROBLEMS BEFORE THEY HIT

2. Customers — The health of your business should not be your only concern. How well your current customers would do during an economic downturn matters, too. When you feel the market is about to slow down, you may want to reconsider how much business you handle for customers who have trouble paying or who simply don’t run their businesses very well. Dealing less with those customers will free up some time and resources. Use them to put a renewed effort into going after the best customers in your market.

3. Employees – Good labor is hard to find, but that shouldn’t be an excuse for keeping poor performers on your team. You simply can’t afford them. You don’t have to settle for mediocre staff even if you’re a small player and don’t have the same resources as some of your competitors. Take steps to improve the reputation of your company and strengthen your company culture. You’ll be able to get great talent if you’re known as the best place to work in your market. It’s not about paying more. Pay extra attention to the attitudes of everyone who comes into contact with the customer. Don’t let difficult staff cost you business.

4. Marketing — Review your website, social media, ads and other marketing. How can they be strengthened? Do you know why you’re doing what you’re doing with your marketing? Measure the ROI of your marketing and focus on the things that actually work.

5. Diversity – We talk about slowdowns like they have an equal blanket effect on the entire economy. It’s true that they tend to depress all markets, but not all markets decline as sharply. If you’re strong in either the residential or commercial market, you might consider making inroads into the other to reduce your risk if one declines more. If you want to make this move, start with small customers to learn the differences between the two markets. The

same is true of other routes to market. When new construction drops off, remodeling may be more stable, etc.

6. Change the Game – You and your competitors are probably playing a different game than your customers. You may be trying to improve your performance, but doing business the same way you’ve done it in the past. Your customers want to work with innovative companies, not those who are really good at playing the old game. In new construction, for instance, customers are now forced to significantly reduce waste and inefficiency. They’re looking for suppliers who can help them become more productive. This should be you!

7. Be the Guide – Your customers don’t want countertops. They want to be more successful. They want to make better decisions. They are looking for trusted experts who can guide them. You should become that trusted expert. Home builders, architects and homeowners are not experts in surfaces. You are. So act like it!

Be Prepared

When the next recession comes, some of you will go out of business. Some of your customers will go out of business. The business will change and, in the end, the survivors will be stronger. So, take action now to help insure you are prepared.

About the Author

Mark Mitchell of Whizard Strategy is a sales and marketing consultant to building materials companies. He is also the author of two books, including Building Materials Channel Marketing. Mark publishes a weekly newsletter, a blog, a podcast, webinars videos and workshops. He is also a speaker at many company and industry events. Learn more about him and his expertise at www.seethewhizard.com.

In the Industry

Fletcher Building Announces Sale of Formica to Netherlandsbased Broadview Holding

Fletcher Building Limited has entered into an agreement to sell the Formica Group to Broadview Holding BV for a sale price of $840 million. Fletcher Building CEO Ross Taylor said, “The divestment of Formica completes our strategy to exit non-core businesses having already completed the sale of Roof Tile Group in November 2018. Our five-year strategy is to refocus Fletcher Building’s capital and capability behind our New Zealand and Australian businesses, with building products and distribution at our core. We are pleased to have signed the sale agreement in line with our target timing, and to have achieved a strong valuation for the business. We believe Broadview is a natural owner of Formica, being a leading player in the laminates industry. We are confident that the regulatory process required to complete the sale will go smoothly, and on that basis expect the sale to be completed by the end of FY19.”

The sale of Formica, the company that invented the laminate category, to Netherlands-based Broadview Holding BV is subject to standard conditions of this nature, including regulatory approvals. The regulatory approvals required for the transaction relate to the competition regimes in a number of the countries where Formica operates.

Debate on Chinese Quartz Duties/Tariffs Continues

Back in late November, the U.S. government announced another round of preliminary fees on Chinese quartz imports, these ones being antidumping duties, ranging from 242 to 314 percent. The fees may also be retroactive up to 90 days if they are “unliquidated.” They are in addition to the preliminary countervailing duties set on Sept. 17, which will be 34.38 percent on most quartz products entering the United States from China and 178.45 percent on two particular companies. Additionally, President Trump has placed tariffs on numerous Chinese goods as a separate action. These tariffs, which are compounded with the new Chinese quartz anti-dumping duties and the countervailing duties are also affecting some tile, stone and stoneworking equipment, in addition to quartz. The initial tariff was 10 percent, with a potential increase to 25 percent in coming months.

NEOLITH Announces Winners of Design Project Competition

NEOLITH® recently named thee winners of its MY NEOLITH PROJECT Design Competition, aimed at architecture, interior design and construction professionals who have recently completed a NEOLITH contemporary residential project that feature current trends in decoration: mixed materials, neutral elements and soft lines. The winners are John Bornas from Workroom (Global Edition), and Ferrater OAB Office of Architecture in Barcelona (National Edition), and each won

Since the government action, the debate on the issue has grown, with some manufacturers and fabricators believing the tariffs to be a good thing and others strongly opposed. Two groups, one in opposition and one in favor, have developed in response to the fees, which likely will not be finalized or imposed until Q2 of 2019. The Agglomerated Stone World-Wide Association (A.St.A), which is made up of a group of 14 international surfacing producers (Cambria, Caesarstone, Cosentino, LG Hausys, Cimstone, TechniStone, Compac, Vicostone, Santamargherita, RMC, Quartzforms, Diresco, Stone Italiana and Topzstone) issued a statement at the end of 2018 stating that it, “reaffirms its firm support of free and fair trade … particularly the preliminary measures adopted by the US Department of Commerce and the USITC as part of their investigations, to impose duties on Chinese producers to protect fair trade in the industry.”

trip for two to Design Week in

Milan, Italy. The projects were chosen by judges Octavi Mestre, of Octavi Mestre Arquitectura; Pilar Marcos, director of the magazine Diseño Interior; Loredana Mascheroni, of Italy’s Domus Magazine; Ana Martínez, the corporate communication and marketing manager at ASCER; Judit Bustos, of the ARQUIN-FAD Board; and the NEOLITH Architectural Projects Department.

Conversely, the American Quartz Worker Coalition, which purports to represent the interests of more than 200 quartz fabrication businesses, distributors, installers and importers (most publicly MSI, Arizona Tile and Bedrosian Tile and Stone), accounting for more than 5,000 American jobs, issued a statement in opposition to the tariffs in January. The statement said the group organized to fight the anti-dumping and countervailing duty petition filed by Cambria and “is urging the ITC to consider the significant impact of such duties on American workers and the U.S. quartz market. Specifically, the Coalition warns that duties would create huge cost increases for imported quartz and remove approximately 50 percent of available quartz supply from the market.” The statement also claims the tariffs would “limit consumer choice” and “threaten tens of thousands of quartz-related U.S. fabricating jobs.”

GranQuartz Acquires Regent Stone Products

GranQuartz, a division of Pearlman Group and a portfolio company of The Stephens Group, LLC, acquired Regent Stone Products. Terms of the transaction were not disclosed.

Since 1992, Regent Stone Products has distributed stone fabrication and restoration tools and supplies. Based in Virginia Beach, Va., Regent has built a strong, loyal following with fabricators in the Mid-Atlantic region. The acquisition of Regent Stone Products advances Pearlman Group’s goal of building a leading differentiated and scaled distribution platform focused on specialty contractors and fabricators.

Adam Albee Receives Associate of the Year Award

Adam Albee, Co-President of Counter Culture, received the Associate of the Year Award from the Home Builders Association of Lincoln (HBAL). The annual award is presented to an Associate Member who demonstrates excellence in supporting the association’s objectives. In 2018 Albee supported the association serving as Chair of the Remodelers Council Golf Tournament for the seventh year as well as serving on the Young Building Professionals Social Committee for the second year. Additionally, Counter Culture sponsored many HBAL events and provided in-kind donations to further support HBAL’s community outreach.

LOTTE Advanced Materials Acquires Turkish Quartz Producer Belenco

With the acquisition of Belenco, a leading manufacturer of engineered stone in Turkey, LOTTE Advanced Materials increased production capacity for its Radianz quartz surfacing brand. This acquisition significantly enhances LOTTE’s ability to manufacture and supply quartz surfaces on a global scale. Located in Turkey’s third-largest industrial complex, Manisa OIZ Industrial Park, the two production lines of the Belenco facility are capable of producing more than 230,000 slabs of engineered stone per year using state-of-the-art Breton manufacturing technology. LOTTE Advanced Materials has been a licensee of Breton technology since 2018, utilizing the process in the development of its new Radianz Cirrus Collection.

Braxton-Bragg Celebrates 25 Years

Braxton-Bragg is putting on a year-long celebration to commemorate 25 years of providing quality tooling and supplies to the stone and tile industries. Founded in 1994 by Doug Slocum and partner Ron Weiler, Braxton-Bragg has grown from a start-up to a national distributor with international ties. “We are not just celebrating our business, but we are honoring staff, clients and suppliers who have contributed to our longevity and continued success,” said CEO Rick Stimac. “We are commemorating those 25 years with charitable giving, employee recognition, product launches and special events.”

In the Industry

In addition to the company’s employees supporting 25 local charities through funding or volunteer efforts, Braxton-Bragg will host two events in 2019, with the exact dates to be announced soon. It will also roll out a new logo along with a “relaunch or rejuvenation” of the distributor’s privatelabel brands, according to Stimac. These products will have redesigned packaging showcasing the new logo in addition to enhancing the quality and breadth of its private-label product lines. The company will also revamp its website to make the ordering process easier and allow for the ability to receive the complete order all in one package.

Laser Products Industries Rebrands as LPI

Laser Products Industries has announced plans to roll out an extensive rebranding initiative, including new logo and website. The company will now be known as LPI. The initiative provides a platform for LPI to expand beyond its core strength of laser measuring and digital templating systems. The company recently launched its first new product under the LPI brand – ClearCut, a high-resolution optical tool measuring system.

BLANCO Updates

SILGRANIT Color App

BLANCO introduced its newly updated free kitchen design app, BLANCO SILGRANIT®. Made for homeowners, designers and fabricators, the app helps users evaluate the appearance of the company’s sinks paired with popular countertops to select the perfect color combination for their kitchen design. Favorite combinations may then be saved and e-mailed to others. Users may also photograph and add their own countertop selections to the app. Compatible with iOS (iPhone, iPad) and Android (phones and tablets), the app also has a Store Locator feature, so users may find their nearest BLANCO dealer. Other highlights of the app include: easy and intuitive mixing and matching of the company’s sinks with countertops to find the perfect pairing; 157 different BLANCO sinks in SILGRANIT, stainless steel and fireclay; 60 colorful countertop choices; the ability to search by sink or countertop to start; the ability to photograph

a countertop and add it to the app; the storing of designs in a “Favorites” folder to share or save for later; a Store Locator function that allows users to find where to purchase a BLANCO sink by simply entering their home zip code and connecting with a retail outlet where BLANCO products are available; and a gallery that displays kitchen design ideas and inspiration.

Park Industries Named ‘2018 Global Reseller of the

Year’

Vero Software presented the #1 Global Reseller Award to Park Industries® for the second consecutive year in a row. Vero Software is a world leader in CAD CAM software development producing well-known brands including Alphacam. Park Industries is the largest distributor of Alphacam in the world.

Coverings Trade Show Unveils 2019 Features

Coverings international tile & stone show will feature a wide range of interactive on-site experiences this year, April 9 to 12, which marks its 30th anniversary. Celebrating three decades of success, the show will feature a range of commemorative displays showcasing the history of Coverings, with interactive opportunities for attendees to create and share their own memories. The South Lobby of the Orange County Convention Center in Orlando, Fla., will host a timeline with highlights from Coverings’ heritage and a 30th Anniversary-branded photo booth, where attendees can win anniversary t-shirts by sharing photos to social media. Exhibitors who have participated for 30 years will also be recognized. The Installation & Design Experience will expand its presence in 2019 with live, interactive showcases of the best tile installation techniques. Qualified, trained and certified tile installers will host demonstrations and conversations within the space, offering insights on common installation challenges and the use of trending materials.

The Installation and Design Experience also will host daily happy hours for further networking and learning opportunities. For 2019, three vignettes will anchor the experience, designed by locally based designers and architects. New this year, Coverings introduced an Online Planner to help attendees maximize their time at the show by previewing key exhibitor introductions through the New Product Showcase. Guests are able to explore innovative tools and products debuting at Coverings in advance and plan their visits by marking must-see exhibits within the Coverings mobile app to create a road map. Additionally, many of the long-standing networking and learning opportunities will return: The Coverings Connect lounge, located on the show floor, will feature a mobile device charging station, free WiFi and “byte size” sessions, with short, digitally focused educational seminars; the Art Tile Courtyard will showcase creative tile applications, with handcrafted tile and tiled dog houses, provided by Tile Council of North America members; leading professional contractors will be at the Live Installation Demo Stage providing “how-to” classes with an in-person look at tile installation solutions for challenging projects; and at The Stone Zone the Stone Fabricators Alliance will present ongoing demonstrations and educational “how-to” topics for fabricators and installers.

Clio Holdings Announces Promotions and Addition to Senior Executive Leadership Team

Clio Holdings, the parent company for a group of brands that includes leading countertop and specialty surface suppliers and fabricators, announced three promotions and one new addition to its leadership teams. Mike Varone, who serves as president of Premier Surfaces Central, was promoted to group president and chief operating officer with Clio Holdings. In his new role, Varone is primarily responsible for leading all division presidents and driving operational excellence across the platform. Mark Mosher was promoted to vice president and general manager of Premier Surfaces Mid-Atlantic. Mosher previously served as director of sales for Premier Surfaces Mid-Atlantic where he expanded the company’s sales team and took the lead on sales communications across Clio Holdings. A new hire, Mike Hanagriff, joined Premier Surfaces Southeast as president and general manager. Hanagriff now manages the daily operations, driving sales and aiding in the development of the Premier Surfaces

In the Industry

Southeast team. He was previously general manager of Southern Staircase, a leading stair and railing supplier in the Atlanta market. David Mitchum, who serves as vice president of sales for US Marble, an industry leader in custom vanity top manufacturing and a subsidiary of Clio Holdings, was promoted to president and general manager of US Marble. In his previous role as vice president of sales, Mitchum was responsible for driving sales and developing the sales team. His new position includes oversight and management of the US Marble brand.

Caesarstone Appoints New President of North America

Caesarstone Ltd. appointed Ken Williams as the company’s new president of North America, a newly created region combining the U.S. and Canadian operations. Williams joined the company in 2016 as president of Caesarstone Canada. During his tenure in Canada, the company grew sales in this region by more than 30 percent, while introducing numerous operational enhancements that have improved the company’s position in the region. The North America operation will be headquartered at the company’s existing office in Charlotte, N.C.

NCARB Announces New Leadership

The National Council of Architectural Registration Boards (NCARB) recently elected senior leadership for 2019. David L. Hoffman will serve as president, and Terry L. Allers will serve as the first vice president. A new board of directors was also elected. As president, Hoffman, a Kansas-based architect, will guide the refreshing of the council’s strategic plan, as well as lead efforts to further develop continuing education services. In his role of first vice president, Allers will help lead the regulation of architecture and implement several new initiatives, including NCARB’s upcoming Model Law refresh, a tool that state boards and legislatures can use to update rules related to regulating architects. By virtue of his election, Allers will become president in July 2019.

NBMDA Announces 2019 Board of Directors

The North American Building Material Distribution Association (NBMDA) announced its board of directors for 2019. The role of the board is to govern, establish policy and make strategic decisions about the future

21st Annual “Cosentino 100” Convention Draws Record 164 Companies

Cosentino Group celebrated its 21st annual “Cosentino 100” convention held in the Riviera Maya (Mexico). The convention draws leading customers and partners to learn the latest from the Spain-based manufacturer. This year’s Cosentino 100 set a new record, bringing together more than 470 guests from 164 manufacturing and processing companies across the United States and Canada. This

of the organization. The president is Missy O’Daniel, of Web-Don, Inc., Charlotte, N.C.; the president-elect is Tom O’Neill, of Wurth Line Craft North America, Vernon Hills, Ill.; the vice president is Emily Vella, of Atlantic Plywood, Woburn, Mass.; the treasurer is Wayne Moriarty, of Atlantic Plywood, Woburn, Mass.; the immediate past president is Michael Donnelly, of Metro Hardwoods, Sioux Falls, S.D. The distributor directors are Craig Goodman, of Amerhart LTD., Milwaukee, Wis.; Matt Huber, of Allegheny Plywood, Pittsburgh, Pa.; Mark Mah, UCS Forest Group, Mississauga, Ontario; Steve Petersen, of Lumbermens, Inc., Grand Rapids, Mich.; and Don Plunkett, of Plunkett Distributing, Fort Smith, Ark. The supplier directors are Davis Edwards, of Timber Products, Germantown, Tenn.; Carl Gaynor, of Axalta Coating Systems, High Point, N.C.; Brian Joyce, of Blum, Inc., Stanley, N.C.; David Noe, of Rev-A-Shelf, Louisville, Ky.; Chris Schlabach, of VT Industries, Holstein, Iowa; and Kevin Shotbolt, of Arauco North America, Markham, Ontario.

USGBC Launches LEED Zero Program

The U.S. Green Building Council (USGBC) launched LEED Zero, a new program addressing net zero operations and resources in buildings. LEED Zero is open to all LEED projects certified under the BD+C, ID+C or O+M rating systems, or projects registered to pursue LEED O+M certification. LEED projects can achieve LEED

year’s theme was “Inspiring People with Innovative Surfaces” and the event focused on the company’s continued commitment to innovation, quality and workplace safety. In addition to hearing from the Cosentino executive leadership and expert speakers, guests also were able to review new Silestone, Dekton and Dekton Slim product launches.

Zero certification when they demonstrate any or one of the following: net zero carbon emissions, net zero energy use, net zero water use or net zero waste. LEED certification recognizes projects that implement a number of sustainability strategies, reflecting reduced contributions to climate change and other human health, well being and quality of life issues. LEED Zero builds on LEED by recognizing specific achievements in building operations and rewards projects that have used LEED as a framework to address important aspects of green buildings and taken their buildings to the next level by designing and operating toward net zero goals. This is part of a vision to ensure that the next phase of USGBC’s efforts will be LEED Positive, where buildings are actually generating more energy than they use, and removing more carbon than they produce.

HDI Acquires Far West Plywood

Hardwoods Distribution Inc. (HDI) has, through its subsidiary Hardwoods Specialty Products US LP, purchased Far West Plywood. Far West is a single site wholesale distributor located in Northridge, Calif., that distributes architectural building products to customers that fabricate end products to commercial, industrial, retail, residential and institutional construction markets. Far West will operate under the Hardwoods brand name going forward. With this acquisition HDI now has 63 distributions centers servicing the North American Market.

Improve your business results with

education training

ISFA ANNUAL MEETING & CONFERENCE

This event combines networking, educational speakers, moderated discussions and fun. It also includes the Annual ISFA Awards presentation.

INDUSTRY ROUNDTABLE GATHERINGS

Leaders in the surfacing industry gather to share and learn the latest thinking on Business Practices and Growth Strategies.

transition: generation 2

To prepare the next generation for the transition of your business, this program serves as a forum for the next generation to share ideas and learn from each other how they are dealing with transition.

Quartz & Stone Fabrication Training

A comprehensive hands-on training program designed to deliver the latest techniques and skills needed to become a highly skilled fabricator of Quartz & Stone.

Solid Surface Fabrication Training

A comprehensive hands-on training program designed to deliver the latest techniques and skills for Solid Surface Fabrication.

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Akrilika

Akrilika continues to expand its Apietra Collection of solid surface, which are reasonably priced and popular in the Eastern European markets. Colors of 2019 are all about veins: dark nebular Meteor Shower, stormy grey Night Fall, daring Royal Granite and a very organic Travertine have just landed. Overall the Akrilika product line now comprises more than 170 colors.

For more information, go to isfanow.org/info and list RS #45

Antolini

Intense hues of crimson and maroon are to be found within the Ruby Carnelian design in Antolini’s Gemstone Collection of natural stone. Ruby Carnelian’s appearance mimics fiery passion, portraying the vast amount of diversity found within the natural world and reminds us of Mother Nature’s assorted beauty.

For more information, go to isfanow.org/info and list RS #46

ARAUCO

ARAUCO has introduced InCopper® antimicrobial technology as an enhancement to its Prism TFL line. EPA registered, InCopper is an effective antimicrobial agent that continuously protects the laminate surface against bacteria, mold, fungi and other microbes that can stain or cause odor. It will

NEW COLORS & MATERIALS SPOTLIGHT

be standard in all Prism exclusive designs, and an option for nonexclusives. Prism laminates with InCopper fits interior applications with high traffic or settings that may be susceptible to mold. It’s available in select Hardwoods Specialty Products and Rugby Architectural Building Products locations.

For more information, go to isfanow.org/info and list RS #47

Cambria

Cambria has released nine new designs in three different collections. In the Black Marble Collection, the new additions are Bentley, Islington, Mayfair, Golden Dragon (pictured here), Marwell and Huntley. The Woodstone Collection added Clairidge. Myddleton and Baybridge were added to the Marble Collection.

For more information, go to isfanow.org/info and list RS #48

Cosentino

Cosentino introduced Slim: an innovative take on the Dekton® ultra-compact material with a new thickness of just 4mm. Slim combines the high-quality technical and mechanical features that Dekton® is known for with a new and much thinner, lighter and manageable format for installation. With its reduced thickness and weight (10kg/m2), its light format means that

Dekton Slim is great for projects that require high performance and lightweight materials. Dekton is highly resistant to scratches, stains, thermal shock and ultraviolet rays, as well as having a very low water absorption.

For more information, go to isfanow.org/info and list RS #49

CoveringsETC

CoveringsETC added Obsidian Black, which was inspired by naturally occurring volcanic glass, to its BIO-GLASS® collection. It is made of 100 percent recycled glass and is also 100 percent recyclable. It contains no colorants or additives. Bio-Glass is created from hand-selected raw material that is shaped into slabs, then heated with a patented sintering process. Made from liquor bottles as well as commercial and industrial glasses, applications include countertops, vanities, backsplashes, walls, shower walls, exterior façade and more. The material may qualify for up to 15 LEED points. BIO-GLASS is stain-, frost-, chemical- and fire-resistant. For more information, go to isfanow.org/info and list RS #50

Domain

There are currently 70 colors of Affinity solid surface available from Domain Industries in three distinct collections: The Essentials Collection, with 23 of the most popular colors; the Surreal Collection, with 39 colors with varying particulate sizes; and the Majestic Collection, with nine

NEW COLORS & MATERIALS

veined/marbled colors. Sheets are available in various sizes and thicknesses, including four ½-in.-thick sizes (120 by 30 in., 144 by 30 in., 60 by 30 in. and 72 by 30 in), and two ¼-in-thick sizes (98 by 30 in., and 98 by 36 in.) Not all colors are available in all sizes and thicknesses. More colors will be released over the course of 2019. For more information, go to isfanow.org/info and list RS #51

Durasein

Colors of Durasein’s solid surface are inspired by the beauty and dynamism of nature. The company’s machine-crafted artistry empowers it to create an overall aesthetic that is bold and timeless, yet versatile. Palettes of richly infused colors and intricate visual textures, inherent in each of Durasein’s collections, provide an avenue for artistic expression across a myriad of styles and applications.

For more information, go to isfanow.org/info and list RS #52

Durat

Durat solid surface continues to expand its colors collection with its new SOLIDs line as well as its dynamic, bespoke Palace collections. Durat SOLIDs are a rich, vibrant palette of the Durat colors. The Palace collection (pictured here) features all-natural pigments ground in an old mill from the 1700s. Both collections are 100 percent recyclable. Designed in Finland and

manufactured in three locations, including the United States, Durat solid surface sheets and sinks have a modern aesthetic and seamless, healthy options.

For more information, go to isfanow.org/info and list RS #53

elementAl Surfaces

elementAl Surfaces recently launched a new line of surfacing with 82 percent recycled content. This metal and acrylic composite comes in a suite of 13 colors, including the flagship color Moxie. The surface is designed to tackle the recycling problem head-on by diverting waste from the waste stream and toward usable products.

For more information, go to isfanow.org/info and list RS #54

Formica

The 2019 Living Impressions™ Collection features 12 options— six new 180fx® patterns and six new Formica® Laminate patterns. With 2019 being 180fx’s 10th anniversary, the company is introducing new finish and pattern options. The range of looks in the collection incorporates organic and authentic stones and woodgrains, classic white and light surfaces, and darker selections. New 180fx patterns are White Knotty Maple, Smoky Planked Walnut, Nero Marquina, Pietra Grafite, Neapolitan Stone and Istanbul Marble. The new Formica Laminate patterns are Gray Onyx, Planked Raw Oak, Marmara Gray, Marmara Beige, Planked Coffee Oak and Ice Onyx.

For more information, go to isfanow.org/info and list RS #55

Formology Architectural Products

Formology’s Panel Products can be used for many applications, including countertops, wall

cladding, vertical surfaces, horizontal surfaces, ceilings, furniture, case goods, cabinets, retail fixtures and more. All LignaFORM panels are offered in natural wood tone and can be custom stained and finished in a variety of color/gloss combinations. There are two new additions to the LingaForm line. Linear Birch is made from 100 percent solid birch veneer. These light colored panels showcase a very uniform “pinstriped” appearance. Mosaic Douglas Fir (reclaimed) panels display a warm appearance both faceted and fluid and are made from 100 percent reclaimed postindustrial Douglas fir structural beams.

For more information, go to isfanow.org/info and list RS #56

Hanwha

Hanwha offers a new addition to its HanStone Quartz Designer Series: Shangri-La. It contains vibrant garnet gem tones and an onyx-inspired pattern. It is translucent, and can be backlit to create beautiful installations that elevate any space. Shangri-La is suitable for use in commercial projects where style and design are desired. HanStone Quartz is easy to maintain, stain-resistant, durable, nonporous and heat-resistant.

See our ad on Page 5

For more information, go to isfanow.org/info and list RS #57

IceStone

IceStone is working on a new color called Confetti to be released early this year. Confetti consists of red, blue, green and clear recycled glass with a white background. Confetti is the child of another color, Snow Flurry, but incorporated with different colored glass. Although IceStone is typically used for

NEW COLORS & MATERIALS

countertops, it is suitable for vanities, shelves, tabletops, desktops and window sills.

For more information, go to isfanow.org/info and list RS #58

Infinity

Infinity produces large porcelain stoneware slabs for countertops, furnishings and other projects. Designed to balance aesthetics and functionality, the large-size slabs are suitable for both horizontal and vertical applications. They are manufactured from 100 percent natural raw materials and minerals in sizes up 1,620 by 3,240mm (roughly 64 by 128 in.) and in thicknesses of 6mm, 12mm and 20mm. The material comes in 32 colors in eight categories: Cement, Marble, Materia, Metal, Resin, Solid Colors, Stone and Wood. It also features three finishes: Matte, Polished and Satin.

For more information, go to isfanow.org/info and list RS #59

Island Stone

Island Stone® is putting a playful spin on the classic look of Italian Carrara marble with its Spindrift Marble interlocking tiles. Made with Carrara stone, Spindrift Marble tiles capture the aesthetic of marble slabs in an organic shape reminiscent of pebbles. It has versatile features like a clean grout line, uniform edges and a smooth flat surface. Each Carrara stone is meticulously shaped and crafted into

mosaic tiles measuring 11 ¾ in. square by ¼ in. thick. Spindrift Marble tiles are suitable for backsplashes, walls, floors, showers and freeze/ thaw areas.

For more information, go to isfanow.org/info and list RS #60

Kordura (Gemstone Surfaces Inc.)

Kordura Surfaces Inc. introduced a large format Calacatta Solid Surface, measuring 126 by 63 in. Available in 1.5cm, 2cm, 2.5cm and 3cm sheets, it is manufactured using a state-of-theart proprietary LPMC technology. An acrylic thermoformable version will be available in the third quarter of 2019.

For more information, go to isfanow.org/info and list RS #61

Lapitec

Lapitec continues to add to its sintered stone offering with its latest finish Velvet. Soft to the touch and boasting all the features of Lapitec, this finish complements its existing suite of seven textures, from high gloss Lux to coarser Vesuvio and Dune. It is UV-, stain-, scratch- and etch-, heat- and frost-resistant. With a timeless aesthetic, Lapitec is available in standard 3cm, 2cm and 1.2cm thicknesses and a through-body veining collection. Certifications are available upon request.

For more information, go to isfanow.org/info and list RS #62

LG Hausys

Viatera® Quartz Surface by LG Hausys recently introduced three chic colors: Nocturne, Stella and White Solace. Nocturne is dark brown with subtle tan veins throughout. Stella is a medium-gray in base color with darker gray veins. White Solace, as the name suggests, is alabaster in color and has light gray veins. All Viatera colors are

stain- and heat-resistant, and are very durable for everyday activities.

For more information, go to isfanow.org/info and list RS #63

LOTTE Advanced Materials

Staron Solid Surfaces by LOTTE Advanced Materials offers three new additions to the Supreme Collection, all featuring a unique blend of understated marbleized patterns. The unique, variegated patterns of the collection provide aqueous textures to embellish any interior aesthetic. The new designs are: Supreme Rainier, Supreme Elbert, and Supreme Reno. And Staron’s high durability and design flexibility make it suitable for both commercial and residential interior applications. Available in nearly 100 color and pattern options, Staron is easily thermoformed and fabricated to create virtually any desired shape and configuration. For more information, go to isfanow.org/info and list RS #64

MSI

MSI now offers Golden Honey quartzite ledger panels that feature the organic nature of real stone in warm whites, golds and grays. The Golden Honey ledger panel is 6 by 24 in. The ledger panels are ideal for interior and exterior

design. They are suitable for use in backsplash applications, living room accents or fireplaces. Matching corners are available to finish off projects.

See our ad on Page 3

For more information, go to isfanow.org/info and list RS #65

Mystera Solid Surface

Mystera Solid Surface launched a new Shower Tub Designs program. Comprised of three veined solid surface colors, the program includes ¼- in.-thick panels in widths of 60, 48 and 36 in. and heights of 72 or 96 in. The beauty of the veined patterns can be enhanced with a “groutless” tile pattern. Several shelf and caddy models are available for

NEW COLORS & MATERIALS

every residential and commercial specification. The Shower Shelf Unit offers maximum storage, and can be trimmed to fit tub surrounds and showers up to 96 in. high. Trim pieces are also available for exterior edge finishes and interior corners. All trim and accessories are available in the three colors. Five standard shower bases are offered in both White and Ivory colors.

For more information, go to isfanow.org/info and list RS #66

Neolith

Characterized by its striking wavy, iridescent quartz banding against a bold gray backdrop, Neolith’s new Mar del Plata décor takes

inspiration from the exotic Dark Pearl granite, a Brazilian stone from TheSize’s Granith® collection. The white and lighter gray striations create a beautiful ripple effect. Crafted using a special technique, the slab showcases the unique texture to the veining of the surface. Flecks of shiny particles throughout the stone also create a nacre effect.

For more information, go to isfanow.org/info and list RS #67

PaperStone

PaperStone complements its durable stonelike sheets that are suitable for countertops and surface interiors with an exterior cladding line.

PaperStone Cladding is UV stable and will not fade over time. It is weather-stable as well, not being affected by the elements. Sheets are 4 by

8 ft. and are attached using a basic rainscreen design. There are four smooth-finished and two wood grain textured colors. The materials have up to 65 percent recycled content. The sheets can be cut with standard woodworking tools, but hold up like stone surfaces.

For more information, go to isfanow.org/info and list RS #68

Pure Surfaces

Pure Surfaces is a new generation of quartz composite surfacing that provides superior performance properties and aesthetics. It contains proprietary high-performance minerals in combination with a smaller share of high purity quartz for aesthetics. The ingredients are engineered to deliver very high flex and impact strength. Aesthetically, Pure Surfaces offer depth and translucency, with clean, less muted, consistent colors and accurate marble designs. The product’s veining flows across and through the surface and refracts light. Because of the strength, the product can be used in countertop applications in thin format cast slabs (1.3cm to 1.5cm thickness). These countertop applications use traditional fabrication and installation processes without a full sub-top when applied over standard cabinets with normal perimeter support.

For more information, go to isfanow.org/info and list RS #69

Stone Design

New arrivals at Stone Design include quartzite, granite and marble offerings. The new quartzite designs available are Dakar 3cm Polished, Vitoria Fall 3cm Suede, Verde Borgogna 3cm Suede and Verde Borgogna 3cm Polished. New Venetian Granite 3cm is available in

NEW COLORS & MATERIALS

Suede and Polished as well as Colonial Cream Granite 3cm Polished and White Granite 3cm Polished. Bianco Namibia Marble (pictured here) and Bianco Namibia Marble 3cm Honed have also been added to the inventory. For more information, go to isfanow.org/info and list RS #70

UltraMatte

New for 2019 in our Reflekt high-gloss and soft-touch UltraMatte acrylic products are cool-toned Blue and Sage hues. The product line expanded with four new metallic colors: Metallic Beige, Metallic Silver, Metallic Grey and Starlight. The metallic shading captures light and gives off an iridescent shimmer. This soft-touch, durable and scratch-resistant surface is distributed by select Hardwoods Specialty Products, Rugby Architectural Building Products and Frank Paxton Lumber locations.

For more information, go to isfanow.org/info and list RS #71

West Quartz

West Quartz has introduced three new artinspired colors: Candy (pictured here), Licorice Stripe and Deep North. With vibrant colors, Candy is reminiscent of an Impressionist painting. Licorice Stripe has bold striping that offers a creative alternative for those interested in a veined black-and-white marble. Deep North has a pattern like rolling mountains. For more information, go to isfanow.org/info and list RS #72

Wilsonart

Wilsonart introduced THINSCAPE™ Performance Tops, a European-inspired, ultrathin engineered composite countertop material. The product is ½ in. thick and available in four sizes: 5 ft. by 10 or 12 ft, and 30 in. by 10 or 12 ft. It includes 12 durable, versatile and ultra-slim decorative slabs in popular large-scale stone and quartz designs with five finishes: wire-

brushed, honed, sandblasted, natural and luster. Built on a ½-in. foundation, THINSCAPE is impact-, scratch- and moisture-resistant, as well as easy to clean. Patterns include Distressed Pine, Rugged Steel, Sterling Calcutta, Italian Carrara, Soapstone Mist and Quartz Rapids. It fabricates with standard carbide-tip dry tools, making it easy to create corners and cutouts, with no need for polishing. THINSCAPE works well with undermount sinks and is made in America. See our ad on Page 13

For more information, go to isfanow.org/info and list RS #73

Zeal Quartz

Litex Porcelain is a new large format slab (63 by 126 in.) available in 10 popular colors and both 6mm and 12mm thicknesses. The slab format fabricates like other porcelain, and it is also available in a Prefab version that includes multiple vanity and countertop blank sizes, as well as shower panel kits. Litex Prefab (pictured here) is a unique system with a 25mm polypropylene, four-layer composite honeycomb backing that gives it a light weight with a high structural strength. This allows for easy transport and the ability to be cut and installed on the jobsite with only hand tools. It is stain-resistant, suitable for any typical application, whether residential, commercial or OEM, and custom sizes are available.

For more information, go to isfanow.org/info and list RS #74

How New TECHNOLOGY Can Improve Financial Outcomes

Historically, the construction and related industries have been among the slowest to adopt new technology, lagging only behind agriculture in digitalization. But that’s changing as software entrepreneurs turn their attention to the needs of the deskless workforce.

The ubiquity of mobile devices, cheap and powerful cloud computing, 5G and the Internet of Things (IoT) are all making it possible to put robust technology into the hands of deskless staff, including shop and field workers. The venture capital industry has taken notice— funding for construction technology has seen a steady uptick since 2013.

toward the construction industry. As these new rules are implemented, business managers and owners seek to refine their strategies for how to bill against contracts, and tie revenue to either a percentage of completion or work-in-progress schedules. Mobile technologies that expedite communication between the office and the field can also help speed the flow of information.

Risk Management

Managers and owners should partner with IT professionals to modernize their back-office systems, and prepare to handle a flood of data from the field as paper processes become digital. They should also figure out exactly what field data they want, what tools work best to obtain it and how to integrate that data into their financial software. Deployed strategically, new tools can help resolve many challenges, including:

Business Continuity Planning

Family-owned businesses are common in the construction industry, and many thriving mid-market and even large companies are still majority-owned by founding families. Finance leaders need to create business continuity plans, whether that’s figuring out how to transfer company ownership to the next generation, establishing an Employee Stock Option Plan (ESOP) or selling or merging the company. There’s a lot of work involved in valuing the business, figuring out the best planning scenario, and helping negotiate relevant deals. Enterprise Resource Planning (ERP) systems and cloud procurement platforms can give professionals a better view into their numbers, help with planning scenarios, and standardize the purchasing process across acquired or merged companies.

Changing Accounting Standards

Revenue recognition, when revenue is actually recorded, is always top of mind in the industry. For the past several years, the Construction Financial Management Association (CFMA) has sought to ensure that the new Financial Accounting Standards Board (FASB) rules around revenue recognition are favorable—or at least not punitive—

Construction-related businesses carry more risk than many other industries—and insurance costs are rising. Some companies are investigating captive insurance programs, in which multiple companies pool their assets and fund their own risk by placing money under management so they don’t have to pay such exorbitant premiums.

Insurance companies have responded with more flexible products to try to help companies control their costs. Business owners and managers need to evaluate their options—and if they want to participate in a captive insurance program, every participant needs to undergo a thorough assessment of their financial stability.

While modern ERP systems can facilitate most of that process, the assessment would also look at safety and security practices. There’s a lot of technology that can help reduce potential risks. Sensor-equipped wearables can alert workers to hazardous exposures, and geo-fencing can provide alerts when they’re entering hazard zones. In the office, payment automation software can mitigate payment fraud as part of an overall risk-management program.

Attracting and Retaining Talent

Many companies today face growth opportunities while lacking enough employees to do the work. With unemployment at new lows, it’s been difficult to hire and keep good employees.

Upper management is working with HR—and, occasionally, external strategists—to refine their hiring, retention and benefit strategies. Mobile training technology can help onboard unskilled workers faster, allowing companies to draw from a larger talent pool.

Improving Job-cost Accounting

Tablets and smartphones let field staff capture data and send it back to their offices

electronically. GPS-enabled time cards can record employee work hours and location on a mobile phone. IoT devices can even measure equipment run time.

Cash Management Strategies

Cash management is a big challenge at any fabrication company, and effective work-inprogress (WIP) schedule management is critical. Key to the challenge is coordinating between project managers verifying completion, perhaps subcontractors confirming their work is done, and having the accounting department billing the owner and syncing everything with the WIP schedule. This is also an area where mobile apps can increase the speed and accuracy of data delivery to your financial system.

Finance and accounting also need visibility, flexibility and precision control over making and timing payments. With cloud-based paymentautomation software, a project manager sitting in a truck can review a payment file, prioritize payment schedules and approve payments immediately, without having to return to the office to sign a stack of checks and backup documentation. Everyone gets paid faster and the job keeps moving.

With all the new purpose-built technology coming down the pipe, we’ll finally start to see some real movement toward digitizing the industry. Owners and managers should prepare by enabling themselves with modern cloud systems for accounting, spend management and payments. They need to enable the field with tools that communicate data back to the office in near real-time. Most importantly, they need to work out how to coordinate it all toward productivity gains and growth, and join the ranks of data-driven businesses that have done the same in other industries.

About the Author

Jason Krankota is VP of Construction Sales, West Region, at Nvoicepay, a payment automation software system provider. His expertise in construction business technology spans 20 years, with more than 10 years focused on corporate payments, accounts payable and expense management solutions. For more information visit www.nvoicepay.com.

FORECASTING, IN ANY INDUSTRY, IS NEVER A SIMPLE TASK.

Our economy has many complex pieces that affect each other and are difficult to align or predict. The general economy is subject to change based on a variety of elements, and some markets will hold up through change in these factors while others will falter.

Further adding to the difficulty in examining the surfacing industry for 2019 and beyond is the nontraditional political atmosphere that included (at the time of publication) a government shutdown, a trade war with China that includes tariffs on some stone, stone working equipment and quartz surfacing, as well as anti-dumping and countervailing duties on Chinese quartz surfacing imports.

That said, however, there are certain indicators that can help to make an educated guess as to what the future holds. These range from broad statistics to factors that are very closely tied to the industry.

If one were to just talk to fabricators and designers, etc., with little doubt the anecdotes would, in most cases, lead to a summation that the industry has been doing quite well. However, to get a true estimation, the available data must be reviewed, taking into account experts’ opinions. The idea is to start with the general economy and factor down through various related markets to the most specific information available. By performing this analysis, it can be determined if the statistical information and expert opinions help validate the anecdotal evidence.

Of course, conditions are subject to local, regional, national and international factors that are difficult to take into account when looking at the broad view, as is found here, so there will obviously be some variance. Those incalculable factors aside, the predictors that follow should allow the best estimation of what is to come.

The General Economy

Looking at 2018, the general economy continued in the correct direction. Although the statistics typically released by the Congressional Budget Office in late January were delayed because of the government shutdown, experts predicted (based on the earlier releases and nongovernmental sources) that the average increase in real GDP in 2018 ended at about 3 percent, up from 2.5 percent in 2017.

Experts, such as the Federal Open Market Committee, believe GDP will continue to grow in 2019, but at an overall slower rate of about 2.3 percent, and falling back to 2 percent in 2020 and

1.8 percent in 2021. Likewise, the latest Survey of Professional Forecasters pegged 2018 GDP growth at 3.1 percent and dropping to 2.4 percent in 2019.

According to the official U.S. government statistics, unemployment was at 3.7 percent in November 2018, the lowest rate it has seen since October 1969. However, in January 2019, it had risen a few points up to 4 percent, still lower than the 4.1 percent level it ended in 2017, and well below the traditional “full employment” marker of 5 percent. While a low unemployment rate is a sign of a strong economy, it also causes problems for businesses that are unable to find enough workers to keep operating at full capacity, which could slow economic growth. Kiplinger, a publisher of business forecasts and personal finance advice, in an article published January 4, predicted the unemployment rate would drop to as low as 3.4 percent in 2019, stating, “Hiring demand will likely outstrip the number of new entrants to the labor force.”

In the latest Construction Outlook by FMI, a construction industry consulting and investment banking services company, CEO Chris Daum states, “Through 2019, FMI expects E&C [Engineering and Construction] spending to continue to grow at an anticipated 3 percent annual rate, with mostly positive, albeit moderately decelerating, growth rates across the residential, nonresidential buildings and nonresidential structures market sectors.”

He also points out that, “The Architecture Billings Index—which typically leads relevant construction activity by nine to 12 months—paints a similarly upbeat picture.”

However, Daum warns, “While many of today’s construction tech startups may be in growth mode right now, E&C is an unpredictable sector. So, where venture capital firms may be involved with it during the ‘boom’ times, the real test comes when E&C startups must maintain growth during a downturn. That’s where the rubber meets the road, and it’s a scenario we could all be experiencing sometime in the next 12 to 24 months.”

The report then states “Rumblings about a recession on the horizon are starting to make company leaders a bit nervous, but many are just too busy keeping up with current work to start thinking about contingency planning. In fact, the constrained labor situation, coupled with material increases, compressed project schedules and ongoing margin compression, are all creating more risk for E&C firms today—and right when we find ourselves at the top of the market.” Somewhat uncharacteristically, the Kiplinger report then offers

INDUSTRY OUTLOOK

A forecast for the countertops industry for 2019 and beyond

By Kevin Cole, Editor

a list of preparations to take in the face of the “next downturn,” which states, “Now is the time to get proactive with conversations and planning around lessons learned from the last downturn and ‘recession-proof’ your company.” (See the Education Connection article on Page 12 for more information on this topic.)

Overall, while there is an air of caution, it appears the general economy will continue to prosper in 2019.

Housing

The decorative surfacing industry is closely tied to the housing market, and it showed overall growth once again in 2018.

While still well below peak levels in 2006 during the housing bubble, in 2018 housing starts grew overall by more than 5 percent. Single-family housing starts grew by about 3.7 percent, which was down from its 8.6 percent growth level in 2017. However, multi-family units, which fell by almost 10 percent in 2017 and 1 percent in 2016, saw a significant rebound growing by more than 9 percent in 2018 (see Figure 1). Overall, singlefamily housing remains significantly below its 2006 peak, whereas multifamily housing is nearing its rebound peak in 2015.

The largest growth was seen in the West, with 11 percent growth overall and 11.8 percent growth in single-family homes. The South saw 5.3 percent overall growth, with 2.7 percent in single-family housing starts. The Northeast actually had an

overall decrease in housing starts of just under 1 percent, but single-family home starts were up just over 4 percent. And, by far, the Midwest did the worst with overall drop of 1.9 percent, and a drop of 3.9 percent in single-family homes.

The National Association of Home Builders’ (NAHB) Housing and Interest Rate Forecast released in January predicts housing starts will rise again in 2019 to 1.27 million and 1.31 million in 2020.

Looking at the Wall Street Journal’s economist survey, which takes into account the opinions of more than 60 economists, the numbers jibe, with the prediction of new home starts at 1.27 million in 2019 and 1.3 million in 2020. And going one step further, where it calculated the prices of homes fell by 5.7 percent in 2018, it predicts home prices will increase by 4 percent on average in 2019 and 3.3 percent in 2020, a positive sign. Figures presented by the National Association of Realtors (NAR) are a bit mixed, predicting an 8 percent increase in single-family housing starts in 2019, but a modest 2.2 percent increase in home prices.

All in all, the indicators show that housing remained in growth mode last year, and subsequent predictions point to continued growth, which should contribute to the well-being of the surfacing industry at least through 2019.

Nonresidential Construction

When it comes to nonresidential construction, it was certainly an improvement over the negative growth seen in 2017 in all of the major areas historically related to surfacing. Lodging and office building fared best in 2018, experiencing 14 percent and 11 percent growth rates respectively. Educational building saw an 8 percent increase versus 2017, and the commercial and healthcare sectors saw very modest increases of 2 percent and 1 percent. Commercial took the biggest drop, as it had seen a 12 percent increase in 2017. Office building actually went from a 1 percent negative growth in 2017 to a healthy 11 percent increase in 2018.

When it comes to nonresidential construction, the look forward also seems mostly positive, for 2019, although slower than the growth in 2018. FMI, a leading construction management research

and consultant firm, predicted in its most recent Construction Outlook Report that four of the five major nonresidential construction segments historically tied to surfacing (lodging, office, commercial, healthcare and educational) will all see increases in 2019, with lodging being the area that has a decrease (see Figure 2). FMI expects to see the largest increases, at 6 percent each, in the office and educational sectors, followed by the commercial and healthcare sectors at 4 and 3 percent growth, respectively. However, the report predicts a 2019 decline in the lodging sector of 3 percent. And the report predicts only education and healthcare building growing in 2020, at 3 and 2 percent respectively. It forecasts negative growth in the office and commercial sectors of 3 percent each and a 5 percent loss in spending on lodging in 2020.

Points of insight in the FMI report include:

■ All five non-residential building categories saw growth in 2018, with lodging and office construction seeing double-digit growth, with office coming off of a decrease in 2017. Commercial spending dropped from a previous increase of 12 percent in 2017 to just 2 percent in 2018, and healthcare building dropped from a 4 percent increase in 2017 to just a 1 percent increase in 2018

■ FMI predicts all categories except lodging will continue to grow throughout 2019, but only healthcare and educational building will see growth in spending in 2020.

■ In the lodging sector, “rising construction costs and large projects coming online will have an adverse impact on owners’ continued willingness to expand in 2019. Additionally, legislative efforts that have recently spurred casino spending nationwide will generate fewer project opportunities.”

■ In the office sector, some very large projects by corporate giants like Amazon, Apple, Google, etc. will drive growth in 2019, but remote work flexibility will lead to contraction in 2020.

■ With commercial, internet sales will continue to negatively affect growth, and potentially shifting it from storefront infrastructure to warehousing and distribution logistics centers.

■ While growth is predicted in the healthcare

Figure 1

Figure 2

sector because of the aging population, increased modular construction will be seen as an opportunity to streamline projects and reduce costs. Also advancements such as telehealth, wearable health technologies and artificial intelligence could be limiting factors for traditional healthcare facilities.

■ Educational enrollments are expected to grow at an increasing rate in both K-12 and higher education. Within higher education, tuition revenue growth in private schools will double the revenue growth at public institutions. More than half of U.S. K-12 public schools need renovation or modernization.

The Consensus Construction Forecast from the American Institute of Architects (AIA), an average of forecasts from seven major building market institutions, also predicts nonresidential growth, but does offer a cautious outlook. “Spending on nonresidential buildings nationally is projected to grow by 4.4 percent this year, paced by healthy gains in the industrial and institutional building sectors,” said Kermit Baker, AIA’s Chief Economist and part of the AIA Economics and Market Research Group in the forecast. “For 2020, growth is projected to slow to 2.4 percent, with essentially no increase in spending on commercial facilities but gains in the 3 percent range in the industrial and institutional categories. Still, there is growing concern inside and outside of the industry that a broader economic downturn may be materializing over the next 12 to 24 months.”

Remodeling/Home Improvement

The 2019 remodeling/home improvement sector of the U.S. economy is also indicating continued growth, according to experts, but just how much depends on the source of the prediction. There is also a hint of caution amongst experts.

The American Society of Interior Designers (ASID) 2019 Outlook stated, “The U.S. economy saw improved growth in 2018 and the general outlook is for moderate economic growth in 2019 and 2020, but at a slower rate. Trade is a substantial risk to the economy with the imposition of tariffs increasing the prices of building materials. The stimulus from the 2017 tax cuts helped push the national unemployment rate, but increased federal debt and could result in higher interest rates. Despite the uncertainties and disruptions in economic activity, the overall outlook for 2019 is positive.”

Annual growth in the national market for home improvement and repair is expected to slow considerably by the end of the year, according to the Leading Indicator of Remodeling Activity (LIRA) released January 17 by the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University (see Figure 3). The LIRA projects that gains in renovation and repair spending to owner-occupied homes in the U.S. will shrink from 7.5 percent in 2018 to 5.1 percent in 2019.

“Slowing house price appreciation, flat home sales activity, and rising mortgage interest rates are deflating owners’ interest in making major

investments in home improvements this year,” said Chris Herbert, the center’s managing director. “Continued slowdowns in homebuilding, sales of building materials and remodeling permits all point to a more challenging environment for home remodeling in 2019.”

“Despite the growing headwinds, improvement and repair spending is still set to expand this year to over $350 billion,” said Abbe Will, the program’s associate project director. “But after several years of stronger-than-average increases, the pace of growth in remodeling activity is expected to fall back to the market’s historical average annual gain of 5.2 percent.”

Kitchen Cabinetry

Kitchen Cabinetry sales numbers are another predictor for the countertop industry, and the news here remains cautiously optimistic. While overall growth slowed significantly in 2018 vs. 2017, it represents seven consecutive years of growth after crippling declines from 2005 to 2011.

Sales, as reported in the Kitchen Cabinet Manufacturers Association’s (KCMA) monthly Trend of Business Survey, dropped from an increase 2.9 percent in 2017 to 2 percent in 2018; however, actual sales hit numbers not seen since 2007 (see Figure 4). Considering around 70 percent of the kitchen cabinet market participates in the survey, the numbers are a reliable gauge of where the segment stands.

Lower-end stock cabinets rose from 3 percent growth in 2017 to 4.8 percent in 2018; mid-priced semi-custom cabinets dropped from 3.7 percent growth in 2017 to 1.8 percent in 2018; and highend custom cabinet growth jumped from only 0.3 percent growth in 2017 to 4.5 percent in 2018.

While the growth of the cabinetry market appears to be getting a bit weaker, the market has climbed to about 81 percent of its peak in 2006 and has made quite a comeback from its low in 2011. Slow growth is still growth, but considering the close relationship between cabinets and countertops, this may also be indicative of slower growth in the countertop industry approaching.

A Direct Look at Countertops

While all of the previous factors certainly influence the countertop industry, and all of them seem to point to decent, but probably slower growth ahead, there is some published research that offers more specific countertop numbers. While the available information is generally sold for private and/or corporate usage, we did manage to get a bit of this information.

The Freedonia Group released a report titled

Figure 3

“Countertops Market in the US” in February of 2018, a 186-page study that examines a number of factors related to the countertop industry. It offers some data and predictions on the various countertop products through 2022 (see Figure 5).

While it is based on the most recent data at the time it came out, it was published prior to the dumping and countervailing duties activity on Chinese quartz imports, and so does not take the

potential issues there into account.

It pegs the largest five material suppliers to the U.S. countertop market (in no particular order) as Cosentino, DowDuPont, Formica, Panolam and Wilsonart. It also breaks out which companies are the largest players in three categories: laminate (Formica, Panolam and Wilsonart); solid surface (DowDupont, Formica, LG Hausys and Wilsonart); and engineered stone (Caesarstone, Cambria and Cosentino).

According to the report, U.S. demand for countertops in 2017 was 723 million sq. ft. and that will rise on average at 2.1 percent through 2022 to reach 803 million sq. ft. valued at $30.2 billion. It postulates this growth will be driven by four main factors:

1. Rising residential remodeling activity as homeowners continue to opt for larger kitchens and multiple bathrooms, expanding the space devoted to countertop products.

Figure 4

2. Increasing construction activity in the countertop-intensive office, retail, lodging, and institutional markets.

3. Healthy growth in single-family housing completions.

4. A favorable lending environment that will encourage borrowers to take out home equity loans, a common source of home improvement funds.

To account for the value gains through 2022, the report states they “will be boosted by a shift in the product mix from laminates to higher priced materials such as natural and engineered stone.”

Freedonia predicts that residential remodeling applications will remain by far the largest market for countertops, with lower-end products being replaced by natural and engineered stone and (although from a small base) niche materials such as stainless steel, concrete, wood and recycled materials. “Rising numbers of home improvement projects involving the expansion of kitchens and master bathrooms – as well as increased additions and expansions of other countertop-intensive rooms – will fuel demand,” states the report. “Healthy growth in institutional, office, retail and lodging construction activity will continue to boost demand for countertops in the commercial market as these building types are intensive users of countertops.”

Following a surge in demand during the 2012 to 2017 period, states the report, engineered stone countertops are projected to be the fastest growing surface material through 2022 (4.5 percent per year) reaching 152 million sq. ft. This is a continuation of a decade-long trend of increased market penetration (with an average annual

growth rate of 28 percent between 2012 and 2017, according to Freedonia). It further claims the reasons for this trend are the product’s durability, color uniformity and lack of porosity, in addition to more awareness via distribution networks and greater visibility in big box stores.

Charts from the report peg natural stone as the second place material in terms of growth through 2022, at more than 2.5 percent, with solid surface being third most popular countertop material near 2.5 percent growth going forward.

“Despite being the dominant surface material in both the residential and commercial markets, laminates are expected to continue their long-term decline in market share,” states the Freedonia study. “However, use of laminates will remain widespread, particularly among budget-conscious consumers, due to their relatively low price points and minimal maintenance requirements. Additionally, laminate countertop manufacturers have tried to combat the market penetration of other surface materials by expanding and diversifying their offerings of specialty and decorative laminates.”

Putting It All Together

When viewed as a whole, it seems safe to say that 2019 will be another year of growth for the countertop/surfacing industry, but perhaps slower than that of recent years. Of course, political factors and/or unforeseen economic circumstances could certainly affect that, and looking beyond 2019 it’s difficult to predict if the general economy, and subsequently the countertop market, will slow significantly.

Taking that into account, while business is still strong, any challenges such as labor or safety issues should be tackled, and market

diversification should be considered to serve as a potential safety net. However, it is certainly possible that U.S. market expansion stabilizes and continues going forward.

Editor & Publisher Kevin Cole can be reached at kevin@isfanow.org

The author would like to thank the federal government for a variety of statistical information, as well as acknowledge the following sources used in the creation of this article:

The American Institute of Architects (AIA), www.aia.org, a professional membership association for architects

The American Society of Interior Designers (ASID), www.asid.org, a community of designers, industry representatives, educators and students committed to interior design

FMI, www.fminet.com, a consulting and investment banking services company for the construction industry

The Freedonia Group, a research firm that recently released a “Countertops Market in the US” study that is available for purchase at www.freedoniagroup.com

The Joint Center for Housing Studies (JCHS), www.jchs. harvard.edu, Harvard University’s center for information and research on U.S housing

Kiplinger, www.kiplinger.com, a publisher of business forecasts and personal finance advice

The Kitchen Cabinet Manufacturers Association (KCMA), www.kcma.org, a nonprofit representing cabinet and decorative laminate manufacturer

The National Association of Home Builders (NAHB), www. nahb.org, representing more than 140,000 members that construct about 80 percent of the new U.S homes

The National Association of Realtors (NAR), www. realtor.org, representing more than 1.1 million members composed of residential and commercial realtors

The Survey of Professional Forecasters, www. philadelphiafed.org/research-and-data/real-time-center/ survey-of-professional-forecasters, a quarterly survey of macroeconomic forecasts for the economy of the United States issued by the Federal Reserve Bank of Philadelphia

The Wall Street Journal, www.wsj.com, a businessfocused international newspaper.

Figure 5

ISFA FABRICATOR PROFILE: the countertop factory midwest

While many fabrication businesses have histories rooted in cabinetry or related industries, the story behind The Countertop Factory Midwest (TCF) took a much different path.

The founders of the business, Geoffrey Gran and Bill Heuer, have been best friends since high school, and after graduating college they lived together in Chicago pursuing their respective careers in sales.

A few years later, the two parted ways when Heuer went to Georgetown University to earn his MBA and Gran evolved his career into consulting. After finishing his time at Georgetown, Heuer moved to Cincinnati and went to work for Proctor & Gamble, managing high-profile products and programs while Gran became a founder of a start-up company.

The two kept in touch, often talking about their future, and after eight years Heuer decided he wanted to move back to Chicago with his family, and that’s when they decided they would enjoy starting a business together (and hopefully with huge profits).

“After a long process of weeding out different industries and markets, we settled

on countertops,” explained Gran. “We had been lucky enough to befriend two great entrepreneurs, Skip Fritz and Ken Vincitorio, who were already in the countertop business in Florida and North Carolina, respectively. The two showed us all of the things they did right when opening up their shops (small list) and all of the things they did wrong (larger list). That began our education in countertops and our admiration for this industry.”

Part of the company’s philosophy is to be diversified in terms of products and paths to market, and this commercial kitchen done in Cosentino’s Dekton Compact Sintered Surface is a good representation.

On July 1, 2005, the two started The Countertop Factory Midwest in a 6,000-sq.-ft. facility, with a van, a case of Corian® solid surface and a desire to succeed. “It was just the two of us calling on businesses that needed our products,” said Gran. “We approached every opportunity with a sales and marketing perspective.”

With their sales backgrounds and some solid effort, before long the two secured a few regular customers that provided them annual revenue to keep them going while they further built the business. “Our goal was simple. Get great employees and treat them great, then let those great employees take care of your great customers,” added Gran. “The end result is a great company.”

This nurse’s station fabricated from solid surface complete with column wraps and highlighted by colorful tiles (also installed by The Countertop Factory Midwest) highlights the intricacies that the company is capable of producing.

the countertop factory midwest

Road Map to Success

With nearly 14 years of business now in its history, TCF has come a long way. It now operates out of a 65,000-sq.-ft. facility in the western suburbs of Chicago, has 150 dedicated employees and services all of Chicagoland, downstate Illinois, Southern Wisconsin and Northwest Indiana.

Not only does the company continue to offer solid surface, in order to make it easy for its customers to get the countertops they want from the company, it provides all major surfaces. “We are the only countertop fabricator in Chicago that manufactures all four of the major surfaces in-house: natural stone, quartz/ other, solid surface and laminate,” explained Gran. “In the ‘other’ category we include sintered material, ultra-compact surfaces, porcelain and green products.”

Looking at the numbers, TCF goes through 170,000 sq. ft. of natural stone per year (about 30 percent of its total volume); 275,000 sq. ft. of quartz/other annually (about 50 percent of its total); 85,000 sq. ft. of solid surface per year (about 15 percent of its total); and 30,000 sq. ft. of laminate annually (about 5 percent of its total).

And not only does it offer all of the premium surfaces, it also goes to market in a variety of different ways, because the company specifically decided it did not want to be beholden to any customer or market and made diversity a priority (both with its customer base and the clients within each segment). The market shares break down with the big box stores being about 40 percent of its business, production builders and commercial work each being about 25 percent of its market, and kitchen & bath dealers and custom builders/ retail sales each being about 5 percent of its customer base.

As the company grew in size, product offerings and service area, one key element it relied upon was taking advantage of the technological advancements available to it. “From the very beginning, we recognized the need for technology and automation in our business in order to keep up with demand while taking great care of our customers,” said Gran.

As such, the company is very serious about this aspect of its fabrication process. In its hard surface facility, the company uses two Park Industries dual-table Fusion sawjets; four large-format Park Industries Titan CNCs;

This kitchen highlights the use of three integrated materials — quartz on the L-shaped counter in the background, glass tile for the backsplash and a contrasting color of granite on the island in the foreground.

a Park Industries Fastback 2 edge polisher; a BACA Systems MiterExcel miter machine; a HydroClear80 water recycling system by Park Industries; a Water Treatment Solutions filter press for water recycling; a Pathfinder system that takes digital images of every slab (to be used with Slabsmith), and overhead cranes throughout the entire facility.

In its solid surface/laminate shop, TCF has two CNC machines, a thermoforming oven, a v-grooving machine, a custom dust collection system in its finishing area, and a variety of other basic cutting, routing and other equipment required for countertop fabrication. The entire company runs on the Moraware software platform, allowing easy access to all information necessary to run a business. In fact, TCF is completely paperless from the field operations to the office and the fabrication facilities.

Going one step further, the company also offers a variety of value-added services. “In being consistent with our theme to be a single source provider, we have expanded our services to better assist our customers with their projects,” said Gran. “We have licensed plumbers on staff, as well as experienced tile setters. We also have a commercial millwork facility that offers plastic laminate casework and custom pieces for our commercial customers.”

Additionally, in order to assist customers with a better assortment of materials at fair prices, TCF stocks more than 60 colors in its facility that it can sell at set pricing. This is designed to allow customers the ability to sell the company’s products with ease and confidence, regardless of what material is wanted. Ultimately, it has proven to be a great sales tool for the company and a winning prospect for its clients.

The Differentiators

Obviously, a big differentiator for the company is the breadth of products it works with, which can lead to some unique challenges. “The

benefits of working with all materials is that we can service all of our customers’ countertop needs,” explained Gran. “Our customers are busy and because we are a single source for countertops, they only need one vendor to complete their countertop projects [including plumbing and tile setting].”

As for the downside of offering so many options, Gran said, “While we do not consider it a drawback, we do need to have different skill sets for the different product segments, so labor is always a concern. However, with automation and cross-training, we have been successful at offering all of these products, and all with the same great quality.”

Although introducing state-of-the-art equipment allowed the company to increase capacity, reduce labor and improve quality, it sees people (both its employees and those in the industry as a whole) as significant assets.

“We attend all of the industry trade shows, participate in trade association groups, such as Rockheads Group, ISFA, NSI and SFA, and have close relationships with the equipment leaders in our industry like Mike Schlough [president of Park Industries] and Chuck Russo [owner of BACA Systems] to understand the next innovative technologies,” said Gran. “And while many companies talk about their employees as being important, we truly mean it and live it every day. We are a great company today because of all the amazing people that come to work to help make a difference in our customers’ lives. And we transition to an amazing company because of our employees and their efforts to make TCF best-in-class.”

The company recognizes that its advanced machinery, solid employees and industry relationships are critical components to the No. 1 business goal, which is to generate tall profits. But, it sees the generation of mass profit as an opportunity to continue to reinvest in all levels of the company in order to drive it further. That said, these investments don’t stop with employees and machinery.

“We have integrated many different software

systems that help us manage our business,” explained Gran. “We have become data analytics experts in order to better understand and improve our business metrics.” These metrics not only help the company to grow, but also to grow smartly and to analyze where improvements are needed, such as maximizing the value of each sale.

“We realized that we were excellent in selling countertops, but really did not focus on options,” Gran expounded. “We recognize how hard it is to get a customer, and it is our responsibility as the countertop experts to make sure we have educated our customers on everything that is available to them. So, we started a program called ‘hot sauce’ where our entire company, at different parts of the project cycle, will make sure to talk to the customer about options, upgrades and available features for their countertops. Once you can get a customer to recognize that their countertops are really an investment [vs. a cost], their view

of purchasing options becomes much clearer.”

The “hot sauce” program has created what can only be described as amazing results, with the average upgrade adding 65 percent directly to the bottom line in pure earnings, while incentivizing employees/accounts who participate in selling. “So $100,000 in ‘hot sauce’ sales will add $65,000 in net earnings,” explained Gran. “So, if an average fabrication shop is earning 3 percent EBTIDA, then that $65k is equal to adding $2,167,000 in revenue!”

Those kinds of sales aren’t without plenty of efforts, as The Countertop Factory Midwest’s sales team spends 80 percent of its days on the road in front of current and prospective customers, which is obviously paying off. “As a sales and marketing company, we have always relied on a sales staff to find opportunities, build relationships and close deals,” said Gran. “Our staff is professional, well trained and dedicated to customer satisfaction. In fact, our innovative approach has allowed us to create another company where we offer sales and marketing consulting for fellow fabricators.”

TCF has even started a technology company called Fifth Gear Technologies where it develops software applications specifically for fabricators created by fabricators. For example, it has a software called SPEEDlabel (www. speedlabel.net) that allows a sawyer to place an individual label complete with part-specific data, a drawing of the part with dimensions, finished profiles and other important data on each part that is cut instead of handwriting or using masking tape. Another product of that offshoot company is an engineering software called SPEEDdraw (www.speeddraw.net) that

A great example of a commercial application, this reception desk integrates dark quartz on the top right and left, mixed with a lighter solid surface down the middle.

Owners Geoffrey Gran and Bill Heuer are not only partners of one of the largest, most successful countertop companies in the Midwest, but also lifelong best friends.

the countertop factory midwest

takes a raw dxf file from a laser measuring device and creates a final shop ticket along with G-code ready files in just a few minutes. According to Gran, not only does this reduce many potential human error elements of measuring and CAD, but it also eliminates a lot of the busy work at the field measure, allowing employees to spend more time with customers.

Looking to the Future and Sharing from the Past

Gran had plenty of perspective gained over his time in the countertop industry, as well as useful advice to offer his contemporaries.

“Over the past 14 years, we have seen our hard surface materials increase in popularity,” he explained. “Of course, quartz has taken a major lead over natural stone, but we expect a slight shift back over the next few years as the color palettes change in the design community. Also, any pending tariffs on Chinese quartz will help shift some market share that direction.”

With a company motto of “If you can dream it, we can build it,” it pays for the business to keep an eye on trends and new product developments. “We are very excited about the new products that are being developed by some of the leading companies in our industry,” said Gran. “DuPont is launching a sintered product called Corian Sintered, and Wilsonart is now producing a hard performance product called Thinscape, plus the new colors of solid surface and laminate are wonderful. Porcelain has also hit the design community with force, and we are seeing some pretty amazing

aesthetics that were previously not available in traditional materials.

“Listen more than you talk (which is why you have two ears and only one mouth). For anyone who knows me, this a tough one, but I work at it every day,” said Gran by way of advice. “If you hire great employees, let them be great. Do not micromanage them into mediocrity. A majority of the change and improvement that happens at TCF comes from our staff. Your employees have great things to say so listen to them.”

He also said there is a list of four key elements that can improve any business:

■ Be honest

■ Work with a sense of urgency

■ Be compassionate with your employees, customers and vendors

■ Communicate, communicate, communicate

“There are many processes you have to follow to be successful; there is not a magic pill,” said Gran. “But there are some rules that we incorporated into our daily lives, which have proven to be great contributors to our success.”

One main rule is “Don’t be afraid of change, but do be afraid of being stagnant.” He explained this as the process of always trying to innovate, reviewing processes and finding opportunities to be better. “Change really only happens and becomes part of a company’s culture if it is endorsed by management,” he said. “If you

The Countertop Factory Midwest counts its employees as among its greatest assets, but also takes advantage of advancements in technology that it can utilize in its 65,000-sq.-ft. facility. Some of the advancements were even developed in-house such as SPEEDdraw and SPEEDlabel software systems that help avoid mistakes by using detailed labels on all cut parts.

make something a daily passion, report it out, and have accountability, then you can affect positive change for a long time.”

Another rule he touched on was “Be open and share.” He described this idea in a couple of different terms, one being that failing to share means no one will know how you are feeling, or if someone is doing a good (or bad) job; and another being if you think that your way is the only possible solution, you are undoubtedly missing out on some great ideas and opportunities.

Sharing some final thoughts, Gran reflected on his path and if knowing what he knows now, would he have still gone into the countertop industry, and without a pause, he said he would. “This industry is hard. Measuring, material handling, manufacturing and installing material that can be fragile can prove to be difficult, but every day we learn and get better. Our industry is still relatively new and we have mountains to climb (and excavate) until this industry is not as volatile.

“We have elected to become very involved in this industry,” he concluded, “It has brought us many great friends and opened up many doors of opportunities.”

The Countertop Factory Midwest is located at 869 S. Route 53, Addison, IL 60101. For more information about the company, visit www.tcfmidwest.com or call (603) 458-0474.

Here.Now.News.

From the Desk of Amy Miller, Executive Director

The Speed of Trust

In Stephen M.R. Covey’s best-selling book, The Speed of Trust, he presents and shares the single most common source of success and failure within business: Trust. Now I recognize (and the book does as well) that when we hear the word “trust,” we conjure up images of warm, fuzzy team-building seminars, and a nice-to-have sentiment. This image is inaccurate, though. When applied to business, trust is hard, real and quantifiable, and it affects profitability.

The Economics of Trust

When trust declines, speed also declines, while costs go up. Take for example the Sarbanes-Oxley Act. Put in place in the wake of the corporate scandals of Enron and WorldCom, compliance with these new regulations cost business owners a lot of time and money to put in place all of the new accounting requirements.

On the flip side, when trust goes up, speed goes up, and costs go down. Take for example the TSA pre-check option at the airport. Because individuals that have enrolled in the program have already been pre-screened, they are quickly able to move through the security process saving both time and money for themselves and for the airport.

Warren Buffett is famous for using the speed of trust to save him millions on lawyer fees and due diligence. His method is simple. He develops relationships founded in trust, and then transacts business with those with whom he has trust. When there is trust in a transaction, both parties benefit from faster and more efficient business.

Trust in ISFA

I bring you this concept of trust as an economic driver because it aligns with ISFA’s

mission and purpose. At ISFA, we believe in developing strong relationships, grounded in trust, across the entire supply chain.

ISFA began with a small group of fabricators interested in learning best practices from one another and working together to the benefit of all of them. Out of that initial idea, they turned a group of competitors into an international fellowship. The group found that when they worked together, they pushed the envelope on quality, precision, productivity and, far better, solidarity and fellowship. These same values govern ISFA today.

Through our live events, we bring together fabricators, distributors, suppliers and manufacturers to discuss the topics and issues affecting their livelihoods. New relationships are formed, and a network of trusted industry peers is developed.

Through our fabrication training programs, we develop new certified ISFA fabricators and installers that are able to serve the marketplace. ISFA Certified Professionals can be trusted to deliver high-quality products, and to serve in an ethical manner.

As we enter 2019 together, I invite you to utilize ISFA more fully. Whether through event attendance, training and certification, or just as a resource for referrals, we’re here for you. Trust me.

ISFA Events & Training

For additional information and registration options, please visit www.isfanow.org, or email amym@isfanow.org. Personalized training options are also available. Email carol@isfanow.org for more information.

Solid Surface Fabrication Training

ISFA On-Site Assists OGB Architectural Millwork Expand Employee Training ISFANews

The ISFA On-Site Training Program, in which an expert certified ISFA trainer travels to a business to assist with hands-on training of either solid surface or quartz/granite, has completed another successful mission.

OGB Architectural Millwork located in Albuquerque, N.M., has been in business since 1925, handling primarily commercial casework and countertops (both laminate and solid surface – including Corian®, Avonite®, LG HIMACS®, and others). The company, which has more than 50 employees, called in ISFA Trainer Chris Pappenfort to help them with a refresher for solid surface training.

Although they have fabricated and installed solid surface in the past, because of employee

ISFA Booster Club

The ISFA 2020 Booster Club is a new program comprised of ISFA members committed to growing ISFA membership, benefits and programs. Each Booster Club Member makes a financial contribution to ISFA, and each participates in a quarterly conference. The quarterly calls are led by Amy Miller, ISFA Executive Director, and Augie Chavez, ISFA Board President. On the call, new ideas for projects and programs to benefit ISFA members and the industry are discussed, as well as timelines for implementation. Those interested in being a part of the ISFA Booster Club can contact Amy Miller for more information at amym@isfanow.org.

turnover and retirement, they needed assistance getting new employees up to speed on the process. Pappenfort, working with OGB Project Manager Chris Blakeway and General Manager Mark Bennett, put on a two-day seminar for eight fabricators, completing L-shaped tops with three different edges, undermount sink seaming and cooktop cutouts. That was followed up with an additional one-day seminar for 10 installers, covering material handling/transporting and horizontal installations as well as vertical wall/ shower installations.

With the training wrapped up, OGB is set to continue the high-quality work for which they have been known for nearly a century.

ISFA On-Demand is a customized training

program for ISFA members designed to meet the needs of a specific business. Basic fabrication instruction includes product orientation, safety, tooling, fabrication and installation. More advanced instruction includes manufacturer’s fabrication/installation requirements.

For more information or to set up a personalized training program, contact ISFA Operations Manager Carol Wilhite at carol@isfanow.org or (412) 487-3207.

Thank you to our ISFA 2020 Booster Club Members!

Recent Roundtable Event in Raleigh Hailed a Success

Three additional Roundtable Events planned for 2019

In early February, ISFA hosted an Industry Roundtable Event in Raleigh, N.C., where business managers and owners (including fabricators, distributors and suppliers) came together to meet and network with industry leaders, while discussing a variety of topics that are key to the industry.

While this event, like all of these Roundtables, was meant to be small enough for direct personal interaction and sharing of best practices (15 to 20 attendees), the backgrounds of the attendees were quite diverse.

There was great value in having this diverse, but small group, all in one place with the purpose of discussing key topics in our industry.

The event started with a tour and reception at ROCKin’teriors, ISFA’s 2018 Fabricator of the Year. This unique shop invests in its employees and because of the wide array of product offerings, including newer and eco-friendly products, it lands a lot of high-end work in its market. The event also included a look at the sustainable-products based distributor, CaraGreen, and the emerging surfacing materials the company offers.

In general, the meeting showcased the value of working together and sharing information in a group setting. As is common with these

meetings, all of the participants were open and willing to share in an effort to improve their businesses as well as the industry as a whole. Discussions included a wide range of topics, from the impact of duties and tariffs on Chinese quartz to labor shortages to an open discussion between fabricators and quartz manufacturers about safety, particularly focused on the dangers of silicosis. The discussions centered on the impact on fabricators’ bottom lines and the need to maintain high standards at all levels to maintain solid margins.

Overall, the feedback from attendees was extremely positive and high praise for the value of attendance was given.

If you are interested in attending one of the ISFA Roundtable Events, there will be at least three more opportunities to do so: May 6 to 8 in Adairsville, Ga., hosted and sponsored by LG Hausys; Sept. 17 to 19 in Portland, Ore., hosted by Precision Countertops and sponsored by Crossville and Moraware; and Dec. 3 to 5 in Guadalajara, Mexico, hosted by INDEKO and sponsored by CMS North America. For more information about these events or to register, visit www.isfanow.org, or contact Amy Miller at amym@isfanow.org.

THANKS TO OUR SPONSORS

ISFA Gen 2 Program Helps Companies with Present and Future Transition of Ownership

ISFA is putting on a Gen2 Leadership Gathering June 4 to 6 in Detroit, Mich., designed to provide education and networking opportunities for companies that are in the process of transitioning to, or who have already transitioned to second- or third-generation owners.

Gen 2 businesses have unique needs and challenges, and ISFA’s Gen 2 event creates a peer group and an environment for discussing and sharing these opportunities.

For more information about this event or to register, visit www.isfanow.org, or contact Amy Miller at amym@isfanow.org.

2019 ISFA Annual Conference in Scottsdale, Arizona Open for Registration

Here’s what one attendee of the 2018 event had to say:

“The moment for me that stands out the most was during the cocktail reception prior to the Awards Dinner on the final evening. I had a conversation that has the potential to turn into a huge opportunity for my business in the coming years. I would never have had that conversation had I not been in that place at that moment. The ISFA meetings always provide these opportunities — especially the Annual Meeting.These interactions are priceless and continue to change the shape of my business.”

PRESENTING SPONSORS

In 2019, the ISFA Annual Conference will be held stateside at the beautiful Mountain Shadows Resort in Scottsdale, Ariz. Expert speakers, roundtable dialogue, new product introductions, conference specials and plenty of opportunities to engage and network with attendees will be provided.

The ISFA Conference and Annual Meeting will take place Oct. 20 to 23, and registration includes three nights at the resort, a welcome networking reception, attendance to the ISFA Business Meeting, which includes an announcement of the ISFA Board of Directors election, various educational sessions, the ISFA Annual Awards reception, a golf scramble

OTHER SPONSORS

Now Taking Applications for Mike Nolan Scholarship

Each year, ISFA awards the Mike Nolan scholarship to an individual seeking education for a career in the skilled trades dealing with the decorative surfacing industry, cabinetry and/or general carpentry. The scholarship is awarded in honor of Mike Nolan, one of ISFA’s dear friends, board member and former fabrication trainer.

Applications are now being accepted through March 31, and a winner of the $1,200 scholarship will be awarded this summer.

Additional information and the application can be found on the ISFA website at www.isfanow.org. The website also offers information on how interested parties can donate to this worthy cause.

at The Short Course, Mountain Shadows, and breakfast, lunch, dinner and evening cocktails during the event.

This is the premier event of the year for fabricators and those allied to the countertops/ surfacing industry, providing invaluable contacts, experience and information.

Pricing by March 31:

$1,599, Guest Rate: $749

Pricing after March 31:

$1,699, Guest Rate: $849

Contact Amy Miller at amym@isfanow.org or (567) 239-2102 for more information.

ISFA to Launch Benchmarking Survey

This spring ISFA will be initiating a benchmarking survey to provide members better insight into industry averages and best practices.

Please be on the lookout for details to come via email. Anonymously compiled results will be shared with all ISFA members.

ISFANews

ISFA Board of Directors

Augie Chavez

President GECKO SSS 4630 Sinclair Rd. San Antonio, TX 78222 (210) 227-3100 augie@geckosss.com www.geckosss.com

Kate Dillenburg

Immediate Past President and Secretary Bisley Fabrication 7000 Industrial St. Gresham, WI 54128 (715) 787-4410 kdillenburg@bisfab.com www.bisfab.com

Paul “Max” Le Pera Vice President Global Surfacing Alliance 106 Melrich Rd. Cranbury, NJ 08512 (908) 358-5252 pmlp33@gmail.com

Mike Langenderfer Treasurer The Countertop Shop 9300 Airport Rd. Monclova, OH 43542 mike@countertopshop.net www.countertopshop.net

Adam Albee Director Counter Culture 5012 Rentworth Dr. Lincoln, NE 68516 (500) 531-5078 adam@thetopculture.com www.thetopculture.com

Matt Kraft Director Custom Marble Inc. 850 S. Mulberry Millstadt, IL 62260 matt.kraft@custommarble.net www.custommarble.net

Steve Stoddard Director

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

sstoddard@advancedsurfacespa.com www.advancedsurfacespa.com

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

Steve Mast Director Precision Countertops 26200 S.W. 95th Ave. Ste. 303 Wilsonville, OR 97070 (503) 660-3023

Steve.m@precisioncountertops.com www.precisioncountertops.com

Austin Maxwell Director Maxwell Countertops 324 S. Plum St. Farmer City, IL 61842 (309) 928-2848 austin@maxwellcounters.com www.maxwellcounters.com

Eric Tryon Director

Clio Holdings/Premier Surfaces 845 McFarland Pkwy. Alpharetta, GA 30004 (470) 419-4555 eric@premiersurfaces.com www.clioholdings.com

Jim Callaghan

Associate Member Representative GranQuartz 3950 Steve Reynolds Blvd. Norcross Ga 30093 (248) 660-3291 jcallaghan@granquartz.com www.granquartz.com

Joe Connolly Associate Member Representative SASSO

220 N. Smith St. Ste. 414 Palatine, IL 60067 (224) 200-8004 jconnollysassousa@gmail.com www.sassousa.com

ISFA PO Box 627

Ingomar, PA 15127 (412) 487-3207 www.isfanow.org

Executive Director Amy Miller (567) 239-2102 amym@isfanow.org

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

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

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

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

Solid Surface Fabrication Trainer

Chris Pappenfort (417) 598-2390 chris@isfanow.org

Quartz/Stone Fabrication Trainer Fred Hueston (321) 514-6845 fred@isfanow.org

Fabricator Directory Fabricator Directory

Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. 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

ALASKA

Cook Inlet Housing Authority

3510 Spenard Rd. Anchorage, AK 99503 907-793-3047 www.cookinlethousing.org

Housewright Construction PO Box 1541 Kodiak, AK 99615 907-539-2444

Vision Construction 17 Adak Ave. Fairbanks, AK 99701 907-479-0380 www.visionunited.com

ARIZONA

La Casa Bella Builders

401 N. Broad St. Globe, AZ 85501 928-425-2450

LCBbuilders.com

ARKANSAS

Qualserv

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

CALIFORNIA

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

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

Pacifica Wholesale Tile and Stone 620 East Ball Rd. Anaheim, CA 92805 310-497-3511 www.pacificastone.com

The Countertop Factory

2470 E. Coronado St. Anaheim, CA 92806

562-944-2450 www.thecountertopfactory.net

COLORADO

The Top Shop Inc.

3300 E. 43rd Ave. Denver, CO 80216 303-996-6026 www.tshopinc.com

DELAWARE

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

Mill-Rite Woodworking Co. 6401 47th St. N. Pinellas Park, FL 33781 727-528-6305 www.mill-rite.com

NSM Florida Enterprises, LLC

1050 Central Park Dr. Sanford, FL 32771 407-774-0676 www.nsmotif.com

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

GEORGIA

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

Counter Fitters LLC 1026 Lynes Ave. Savannah, GA 31415 912-231-0103 www.counterfitterssav.com

Countersync 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

Premier Surfaces 845 McFarland Pkwy. Alpharetta, GA 30004 678-614-7111

www.premiersurfaces.com

Stone Center 1325 Oakbrook Dr. Ste. C Norcross, GA 30093 770-446-5155

www.stonecenteratlanta.com

HAWAII

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

Montage Decor LLC 94-117 Malakeke Pl. Unit 102 Waipahu, HI 96797 808-200-7868 www.montage-decor.com

ILLINOIS

4-D Construction of IL, Inc. 1107 E. Cemetery Ave. Chenoa, IL 61726 815-867-2196 www.4-Dconstruction.com

Custom Marble Inc.*** PO Box 306 Millstadt, IL 62260 618-476-1345 www.custommarble.net

Marble Works 1601 N. LA Fox South Elgin, IL 60177 874-742-9222 www.marble-works.com

Maxwell Counters Inc. PO Box 234 Farmer City, IL 61824 309-928-2848 www.maxwellcounters.com

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

Pierce Laminated Products Inc. 2430 N. Court St. Rockford, IL 61103 815-968-9651 www.piercelaminated.com

Solid Surface Creations Inc.

403 S. Sycamore Villa Grove, IL 61956 217-832-8207 www.ssctops.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

The Countertop Factory Midwest*** 869 S. Route 53 Addison, IL 60101 630-606-8055 www.tcfmidwest.com

INDIANA

A. I. A. Countertops LLC 201 S. Huntington St. Syracuse, IN 46567 574-457-2018

www.aiacountertops.com

Laminated Tops of Central Indiana Inc. 711 E. Dillman Rd. Bloomington, IN 47401 812-824-6299

www.rakesolutions.com

IOWA

Solid Fabrications Inc. 2515 Murray St. Sioux City, IA 51111 712-255-5319

www.solidfab.com

StoneHouse

Quartz & Granite 3901 100th St. Urbandale, IA 50322 515-512-5188

www.stonehousegranite.com

Top Crafters 811 Iowa Ave. Marshalltown, IA 50158 641-752-2465

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

KENTUCKY

Granite America 1121 St. Louis Ave. Louisville, KY 40241 502-419-0713

Louisville Lumber & Millwork 1400 Lincoln Ave. Louisville, KY 40213 502-459-8710

www.louisvillelumber.com

Fabricator Directory

Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

StoneMark Granite LLC

989 Logan St. Louisville, KY 40204 502-315-5100

www.stonemarkgranite.com

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

MAINE

Bangor Wholesale Laminates

355 Target Industrial Circle Bangor, ME 04401 207-945-5928

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

MASSACHUSETTS

Jack’s Custom Woodworking/ JCW Countertops 3 Aberjona Dr. Woburn, MA 01801 781-935-1907

www.jcwcountertops.com

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

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

MICHIGAN

Hard Rock Stone Works 44038 Phoenix Dr. Lake Orion, MI 48362 586-532-7763 www.hardrocstoneworks.com

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

MINNESOTA

Innovative Surfaces Inc. 515 Spiral Blvd. Hastings, MN 55033 651-437-1004

The Pinske Edge

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

MISSISSIPPI

Alexander Counterwrights

3803 Old Mobile Ave. Pascagoula, MS 39581 228-938-6484 www.alexandercounter wrights.com

MISSOURI

Premier Surfaces

4525 N.W. 41st St. Ste. 400 Kansas City, MO 64150 816-767-2075 www.premiersurfaces.com

MONTANA

BMC

3200 Hwy. 12 E. Helena, MT 59602 406-444-8721 www.buildwithBMC.com

NEBRASKA

Counter Culture

5012 Rentworth Dr. Lincoln, NE 68516 500-531-5078 www.thetopculture.com

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

Lycos, Inc.

2445 Deer Park Blvd. Omaha, NE 68105 402-201-2283 www.lycosfinish.com

Stone Concepts, Inc. 10802 Sapp Brothers Dr. Omaha, NE 68138

865-523-0967 www.stoneconceptsomaha.com

NEVADA

Carpenters Int’l. Training Fund

6801 Placid St. Las Vegas, NV 89119 702-938-1111

NEW JERSEY

Marvic Corp.

2450 Lorio St. Union, NJ 07083

908-686-4340

www.countertopsofnj.com

Spaulding Fabricators Inc. 1136 Industrial Pkwy. Brick, NJ 08724 732-840-4433

www.spauldingfabricators.com

NEW MEXICO

American Countertops PO Box 10482 Albuquerque, NM 87184 505-897-3141 www.americancountertops online.com

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

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

NEW YORK

JG Associates PO Box 14 Pt. Lookout, NY 11569 516-897-9200

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

Modern Home Distributing PO Box 395 Nunda, NY 14517 585-468-2523

Penn Fabricators Inc. 30 Platinum Ct. Medford, NY 11763 631-205-0282 www.pennforcorian.com

NORTH CAROLINA

Atlantic Countertops 4250 Old Wake Forrest Rd. Raleigh, NC 27613 919-981-0163 www.atlanticcountertops.com

A Top Above The Rest 121Wilkie St. Forest City, NC 28043 828-382-0174

BloomDay Granite & Marble 3810 Indiana Ave. Winston-Salem, NC 27105 336-414-0842 www.bloomdaygranite.com

Carolina Custom Surfaces***

100 Landmark Dr. Greensboro, NC 27409 336-215-5518

www.carolinacustom surfaces.com

Majestic Kitchen & Bath 104 Jeffrey Way Youngsville, NC 27596 919-376-5941 www.gomajestic.com

Metro Woodcrafters of NC, Inc. PO Box 669488 Charlotte, NC 28266-9488 704-394-9622 www.metrowoodcrafter.com

Onslow Stoneworks 1661 Hwy. 58 PO Box 1239 Swansboro, NC 28584 252-393-2457 www.onslowstoneworks.com

ROCKin’teriors

230 Hampton Woods Ln. Ste. 100 Raleigh, NC 27607 919-577-0207 www.rockinteriors.com

Stoneworks 18623 Northline Dr. Cornelius, NC 28031 704-936-8340 www.stoneworksltd.com

OHIO

Cutting Edge Countertops Inc. 1300 Flagship Dr. Perrysburg, OH 43551 419-873-9500 www.cectops.com

L. E. Smith Co.*** 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

The Countertop Shop LTD*** 9300 Airport Rd. Monclova, OH 43542 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

Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

Tower Industries

2101 Ninth St. S.W. Massillon, OH 44647

330-837-2216

www.towersurfaces.com

OREGON

Crowley’s Granite & Quartz

10100 S.W. Herman Rd. Tualatin, OR 97062

503-850-2496

Oregon State University

601 S.W. 35th St. Corvallis, OR 97333

www.oregonstate.edu

Precision Countertops Inc.***

PO Box 387 Wilsonville, OR 97070

503-692-6660

www.precisioncountertops.com

PENNSYLVANIA

A.S.S.T.

350 South St. McSherrystown, PA 17344

717-630-1251 www.asst.com

Advanced Surfaces Inc.

130 Plastics Rd. Corry, PA 16407

814-663-0369

Eurofins Lancaster Laboratories

2425 New Holland Pike Lancaster, PA 17601

717-656-2300

Indoor City

Granite and Marble 1284 Loop Rd. Lancaster, PA 17601 717-368-5604

www.indoorcity.com

Kauffman Kitchens

270 Commerce Dr. New Holland, PA 17557 717-355-9906

www.kauffmankitchen.com

Kramer’s Fabrications Inc.

PO Box 41 Bernville, PA 19506

610-488-6213

www.kramershowerbases.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

SOUTH DAKOTA

DFC-Dakota Fixture & Cabinet Co.

45753 237th St. Madison, SD 57042

605-256-3707 www.soliddfc.com

TENNESSEE

Alexander Brothers

Tile & Marble Inc.

1446 S. Cooper St. Ste. 101 Memphis, TN 38114

901-278-9626 www.alexandermarble andgranite.com

Countertops of Memphis

301 W. Olive Ave. Memphis TN 38106

901-602-7115

www.countertopsofmemphis.com

Creative Countertop Solutions Inc.

919 4th Ave. S. Nashville, TN 37210

615-915-0718

www.creativecountersolutions.com

Kitchen Tops Inc.

1300 Ault Rd. Knoxville, TN 37914

865-523-0967 www.kitchentops.net

TEXAS

Alpha Granite

915 W. Howard Ln. Austin, TX 78753 505-814-5354 www.alphagraniteaustin.com

Cirrus Asset Management

5347 Spring Valley Rd. Dallas, TX 75254

661-857-0722 www.cirrusami.com

Classic Counter Tops

2325 Executive Dr. Garland, TX 75041

972-840-1234

Counterscapes, Inc. 2228 Deerbrook Dr. Tyler, TX 75703 903-581-5676 www.counterscapes.com

Countertop Solutions LLC PO Box 82087 Houston, TX 77282

713-204-0080

Dirk Foster 921 Morton St. Mineral Wells, TX 76067 206-898-8163

Durcon

206 Allison Dr. Taylor, TX 76574 512-595-8054 www.durcon.com

Gecko Solid Surface Solutions***

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

Gunckel Architectural Stoneworks, LLC 5085 Elm Creek Rd. Seguin, TX 78155 830-303-0688 www.gastonework.com

Legacy Granite and Marble 6214 Keyko St. Houston, TX 77041

Off Grid Builds PO Box 22 Barksdale, TX 78828 830-834-9878 offgridbuilds.lilserengeti.com

True Blue Granite 3626 Binz Engleman Rd. San Antonio, TX 78219 210-281-5520 www.tbgranite.com

W.R. Watson Inc. 12902 Mula Ln. Stafford, TX 77477 281-495-3664 www.wrwatson.com

UTAH

Plastic Specialties Inc. 1640 S. Redwood Rd. Salt Lake City, UT 84104 801-746-1212 www.psitops.com

VERMONT

Vermont Solid Surface PO Box 602 852 Portland St. St. Johnsbury, VT 05819 802-535-4986 www.vermontsolidsurface.com

VIRGINIA

Ellis Page Co., LLC 10481 Colonel Ct. Manassas, VA 20110 703-346-9404 www.ellispageco.com

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

Mid Atlantic Surfaces 2559 Turkey Creek Rd. Oilville, VA 23129 804-798-7462 www.midatlanticsurfaces.com

Surface Link Corp. 4200 Lafayette Center Dr. Ste. A Chantilly, VA 20151 301-482-1717

www.surfacelinkcorp.com

TRINDCO

1004 Obici Industrial Blvd. Suffolk, VA 23434 757-539-0262 www.trindco.com

WASHINGTON

FloForm Countertops

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

King County Library System

960 Newport Way N.W. Issaqua, WA 98027 425-369-3300 www.kcls.org

WISCONSIN

Bisley Fabrication Inc.***

700 Industrial St. Gresham, WI 54128 800-424-7539 www.bisleyfabrication.com

The Kopfmann Co. Inc 3142 W. Mill Rd. Milwaukee, WI 53209 414-352-7870 www.kopfmanntops.com

McDermott Top Shop LLC

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

CANADA

Elite Food Equipment 4 Fielding Ct. Ajax, ON L1T 4W5 Canada

FloForm Countertops

125 Hamelin St. Winnipeg, MB R3T 3Z1 Canada 204-474-2334 www.floform.com

FloForm Countertops

10-710 Cynthia St. Saskatoon, SK S7l 6A2 Canada 306-665-7733 www.floform.com

FloForm Countertops

7630 Yellowhead Trail Edmonton, AB T5B 1G3 Canada 780-474-7999 www.floform.com

PF Custom Countertops Ltd. 14017 174 St. N.W. Edmonton, AB T5S 1H1 Canada 780-484-0831 www.pfcustom countertops.com

Fabricator Directory

Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

Shape Industries

10 McPhillips St. Winnipeg, MB R3E 2J7 Canada 204-947-0409 www.shapeinc.com

Summum Granit Inc. 460 Principale St. Saint-Sebastien, QC G0Y 1M0 Canada 819-625-2333 www.summumgranit.com

FRANCE

CREA Diffusion

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

INDIA

Infini Hybrid Pvt Ltd

904, Bwing, Kanakia Western Edge II, Western Highway Borivali East Mumbia 400066 Maharashtra India

+91-966-464-1442 www.infinihybrid.com

ITALY

Legnopan SPA (Starkryl Solid Surface) Via Dell’Industria 13-15 Piovene Rocchette, VI, 36013 Italy 39-0445-551500 www.legnopan.com

MEXICO

INDEKO***

Boulevard de los Charros 1500 Col. Belenes Ind. Nte. Zapopan, Jalisco Mexico 45150 52-3310287863 www.indeko.com.mx

NEW ZEALAND DOMANI BENCHTOPS

5 Rylock Pl. Pakuranga, Auckland 2014 New Zealand 006495767241 www.wearindeko.com

RUSSIA AKRILIKA HOLDING Svobody St. 29 Moscow Russia 125362

+7(495)782-84-75 http://akrilika.com/en

UNITED ARAB EMIRATES

Bond Interiors PO Box 15758

Dubai

U.A.E. 04 2711727, 06 5343222 www.bondinteriors.com

UNITED KINGDOM

Interfab LTD

Unit 9 Willersey Business Park Willersey, Nr. Broadway Worcestershire WR12 7RR United Kingdom 441-386-858100

www.interfab.co.uk

Sheridan Fabrications Limited

New Sheridan House, Don Pedro Ave.

Normanton, West Yorkshire WF6 1TD United Kingdom 448-456-182800

www.sheridan-uk.com

Product News

Braxton-Bragg Distributes Elephant Material Handling Systems

Braxton-Bragg is now the exclusive North American distributor of Elephant cranes, hoists and vacuum lifters. The first three products offered are the Elephant Lifter and the Vacuum Multi-Position Air-Powered Lifter 1100 and 2200. The stone lifting equipment is designed to be easily mountable with simple features to eliminate complexity. The lifters have 0 to 90-degreee powered tilting able to block in horizontal and vertical positions; anodized aluminum continuous vacuum pumps powered by compressed air, stainless steel vacuum gauges with glycerine, air quiet vacuum generation with reduced air consumption of 100 lt/min., aluminum reserve vacuum tanks, high-quality steel suction pads with high-limit yielding, grip and release control by aluminum sliding valves, vacuum filters and luminous alarm systems.

For more info, go to isfanow.org/info and list RS #30

Integra Adhesives Launches Surface Bonder ZERO

Integra Adhesives launched Surface Bonder ZERO, a new adhesive with zero sag for quartz and natural stone. The adhesive is designed to work well when mitering or for vertical application because it stays in place after a bead is applied. This allows for a clean, no-mess, no-waste application. Moreover, it offers a high bonding strength on both quartz surfacing and natural stone. Available in multiple colors, including a wide selection of true whites, this newest addition to Integra’s line of pre-colored adhesives is sold in 250ml 10:1 cartridges.

Color charts can be downloaded from the company’s website or app.

For more info, go to isfanow.org/info and list RS #31

WEHA Introduces White Lion Quartzite Turbo Blades

WEHA introduced White Lion Quartzite Turbo Blades. Although they are made specifically for cutting quartzite, the company states that they are also suitable for quartz surfacing and other engineered stone, as well as granite. Made with very high diamond content and a bond designed to keep them sharp, blades will reportedly cut fast and clean. They can be used wet or dry on all materials; have 10mmhigh diamond rims to maximize life expectancy; have cooling holes to keep them running and extend their life; have a bond built specifically for quartzite; come with ⅞- to 20⅝-in. four-pin quad holes for quad adapters; and are available in 5- and 6-in. sizes.

For more info, go to isfanow.org/info and list RS #32

LPI Releases Newest Version of Laser Templator Software

Laser Products Industries (LPI) has released Laser Templator v526, the latest version of its custom-designed 2-D measuring and templating software program for its LT2D3D laser templators. The most notable enhancement in the new software release is with its speed. According to the company, opening and saving job files for large, complex jobs is more than 30 times faster, while use

with small- to mid-sized jobs is up to six times faster. Functions, such as panning and zooming, now operate at a higher frame rate for improved responsiveness allowing for smoother transitions. The upgraded software is designed to be user-friendly and allows users to easily create and send CNC-ready files directly from the jobsite without requiring any CAD experience. The new Laser Templator software comes with every new LT-2D3D system. Current customers can upgrade to v526 for free by following the prompts on their tablet to download the new version. A list of all the new features and improvements to the software is also available upon download.

For more info, go to isfanow.org/info and list RS #33

Chemical Concepts Introduces KDM110 Keep-Nut Drilling Machine

The KDM110 Keep-Nut Drilling Machine from Chemical Concepts™ is a lightweight, precision tool for drilling panels and countertops. This machine will enable any operator to repeatedly and efficiently drill holes with the correct dimensions for use with the Keep-Nut® anchoring system. Using an array of compatible bits, the machine can prepare holes in a variety of hard surfaces including granite, marble, engineered stone, UHPC, porcelain, Dekton® , glass and composites. The vacuum foot allows secure attachment to rough surfaces including unpolished granite and textured ceramics. This water-cooled, pneumatic machine requires only a single airline and a water feed to operate. It also allows use with thin-wall core bits to drill faucet holes very quickly without a CNC. It is lightweight and easy to operate; allows for fast, efficient drilling on hard surfaces; uses a vacuum foot for secure attachment to rough or even vertical surfaces; is water-cooled and air-operated; has built-in depth stops for precise, repeatable results; and allows for the drilling of holes in granite for sink installs. The machine is meant to be coupled with the Keep-Nut, a press-in threaded insert that mechanically

anchors to provide permanent threads in panels or countertops made of marble, granite, composites, carbon, Corian® or other solid surface, HPL and glass. The Keep-Nut insert is made to fasten ventilated façades, wallcoverings, décor, furniture and undermount sinks, as well as a variety of other applications.

The Keep-Nut is manufactured of stainless steel and consists of a threaded bush, a set of toothed spring washers (crowns) and a plastic ring holding the parts together. Available in different lengths to fit several different panel thicknesses, Keep-Nut can be installed quickly by drilling the material to the correct hole diameter and pressing in the insert. Keep-Nut inserts require only a cylindrical hole drilled by CNC or a grinder/polisher. In addition, assembly by pressure is quick and easy and does not require use of any adhesives.

For more info, go to isfanow.org/info and list RS #34

Glue 360 Launches New Line of Adhesives

Glue 360 began with a mission to create a universal surfacing adhesive that sets whole new levels of quality and consistency, performs flawlessly under the most demanding conditions, and exceeds customers’ expectations without compromise. The company’s team went to work incorporating the latest advances in adhesive technology into its own range of professional-grade products.

long open time and an industry standard cartridge. The result is a surfacing adhesive with high strength, convenience, reliability and versatility. The company applied its philosophy to color matching, too, developing a mobile-friendly interactive Smart-Match Color Guide which currently lists 61 colors (with more coming each week) to cover the vast majority of solid surface products on the market today.

For more info, go to isfanow.org/info and list RS #35

Federal Brace Debuts ADA Universal Floating Vanity Bracket

“After working in the industry for more than 30 years, we knew exactly what we wanted and assembled a team to make it happen,” said Glue 360 marketing lead and longtime industry guru, Ray Aleksic. “Glue 360 was designed to raise the bar on what customers can expect from an adhesive. It combines extraordinary strength and versatility with fast cure times,

Federal Brace now has an ADA Universal Floating Vanity Bracket as part if its commercial lineup. Designed to be ADA-compliant, the brackets have a carrying capacity of 500 lbs. each. They are universally designed so that there is no need to worry about right or left versions.

Product News

To meet ADA compliance, sinks should be mounted no higher than 34 in. from the floor and have a knee clearance of 27 in. high, 30 in. wide and 11 to 25 in. deep. When mounted at the appropriate height, these Floating Vanity Brackets will provide ADA compliance, and are suitable for both single-occupancy restrooms and multiuser restrooms (such as those found in hospitals, medical offices, schools and restaurants).

For more info, go to isfanow.org/info and list RS #36

Tenax Offers Automated Edge Polishing Wheels

Tenax Automated Edge Polishing Wheels can be used for either bullnose or straight-edge profiles. These polishing wheels are suitable on all materials including granite, quartz, marble, porcelain and ceramic. They can be used without problems on white materials as they will not bleed onto white quartz. They are designed with hexagon attachments, making them easy to change, as well as universal snail locks for security. The polishing wheels are available in 5- or 6-in. sizes and grits ranging from 60 to 5,000.

For more info, go to isfanow.org/info and list RS #37

Atlantic Machinery Corp. Is Exclusivee OTT Parts Importer

Atlantic Machinery Corp. is now the exclusive importer and distributor of OTT spare parts in North America. With more than 55 years of experience, Paul OTT GmbH is a leading Austrian manufacturer of high-quality edgebanders and hot presses in the world market. “There are hundreds of OTT machines in use today in North America, and we are committed to providing excellent service and support for all these machines,” said Atlantic Machinery president, Riccardo Azzoni.

For more info, go to isfanow.org/info and list RS #38

Rockler Expands Clamp-It Line

Rockler Woodworking and Hardware is expanding its line of Clamp-It® assembly tools with the introduction of press-on corner clips that align and hold drawer, box and cabinet case pieces for faster, easier and more precise construction. The clips are available in two sizes, to fit ½- and ¾-in. nominal stock, and are designed to work in tandem with two other Clamp-It® products to free up the user’s hands for driving fasteners. The clips slip onto the top corners of mating pieces and hold them at 90 degrees while the bottom corners are secured in Clamp-It Corner Clamping Jigs and Assembly Squares. The ½-in. clips also can be used alone to align and hold stock for

shallow drawers during assembly. “Clamp-It Clips are like having an extra set of hands when you’re building a drawer or cabinet,” said Steve Krohmer, Rockler’s vice president of product development. “They hold the pieces together while you drive screws or nails, but they also let you nudge the pieces as you go so you end up with a dead-square corner.”

The clips’ smooth faces provide a solid hold on solid wood and plywood but won’t mar the pieces. Openings in the clips provide access for driving fasteners, and large splines on the tops of the clips provide gripping area for easy removal. The clips are made from durable plastic, with integral slots that allow for compact, nested storage. Clamp-It ½-in. Clips (58225) and ¾-in. Clips (58849) both come in economical packs of four. The Clamp-It Corner Clamping Jig (58918) and Assembly Square (29190) are sold separately.

For more info, go to isfanow.org/info and list RS #39

Vacuum Assisted Miter Clamps Introduced by Aardwolf

Aardwolf introduced its Vacuum Assisted Miter Clamps.

The new patent-pending design for these clamps allows fabricators to face up mitering with speed and ease. The clamps are reportedly capable of handling bird beak edges as well as 45-degree miters. The set contains the vacuum unit, which consists of a battery-operated vacuum pump together with vacuum reserve tank, pressure switch and vacuum gauge, and four vacuum pads (two corner pads and two single pads), along with legs containing threaded adjustments rods and rest arms for supporting aprons. The Vacuum Assisted Miter Clamps feature heavyduty vacuum pads that provide a strong hold for a proper glue-up; a slide button to get the rest arm in close proximity to the apron width; and threaded leveling adjustments, up and down as well as in and out allowing the ability to finely adjust the level of the edge material.

For more info, go to isfanow.org/info and list RS #40

Ad Index Classifieds

FOR SALE:

Two (2) 2008 Becker Vacuum Pumps

Model VTLF250SK

Came off of a Cosmec Conquest CNC. Both have recently been inspected and have replaced vanes.

$3,500 EACH

Call (901) 614-0200 Ext. 3 or email billy@countertopsofmemphis.com

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.

Email us today at editor@isfanow.org.

For those of you who are not fabricator members, email kevin@ isfanow.org or call (815) 721-1507 to get a quote.

ISFA Events & Training

For additional information and registration options, please visit www.isfanow.org, or email amym@ isfanow.org. Personalized training options are also available. Email carol@isfanow.org for more information.

ISFA Spain Trip Hosted by Cosentino

March 5-8

Madrid, Spain

Solid Surface Fabrication Training

From the President

From the Desk of Augie Chavez, ISFA President

Looking Forward to the Year Ahead

The first quarter of this new year is already upon us, and is nearly gone. I hope that the plans you made last year have taken root and are showing signs of prosperity as we move forward into 2019.

I never thought when I started working with solid surface more than 34 years ago that it would become my career, but here I am running my own full-service multi-material fabrication business. Throughout the years I’ve had the privilege of meeting some really great people, seeing amazing works of art created by fabricators and traveling to many shops. And now, I am humbled to have been elected as ISFA’s president for 2019.

Last year’s President Kate Dillenberg and the ISFA Board of Directors did an excellent job in helping propel the association forward. I want to thank her and the whole team for giving this year’s Board and myself a great springboard from which to continue the good work. I also feel strongly that we are very fortunate to have Amy Miller as our Executive Director to help us stay on track and moving forward.

ISFA will continue to be dedicated to keeping you informed on the issues that affect our industry, and there are always plenty.

For instance, several changes in our industry are altering the landscape of how we do business.

One notable item on the horizon is the antidumping and countervailing duties and tariffs that are being imposed on Chinese quartz imports. There is a lot of speculation, but no one is quite sure how it is going to play out. Of course, we will be following the issue closely and keeping you informed.

New and developing technologies, manpower, education and safety issues are just a few of the other additional topics that we will continue to highlight throughout the year. These topics will be covered at our events, in our newsletters, in this publication and all of our other outreach efforts.

Changes in any industry are a given. That’s just how business works. However, we, as fabricators, distributors and manufacturers, are a close knit group, so when change happens in our industry, it tends to echo more. This closeness is evident in such events as the Industry Roundtables and conferences that ISFA puts on throughout the year.

If you have not attended one of these functions, you should really take advantage of

the opportunities available. The informational presentation, networking, expert advice and available connections can all be invaluable.

I personally have found these events to be very educational, a great way to get new perspectives and of solid benefit to the success of my business. I would like to invite you to join us at one of these events. I guarantee if you take the time to get involved, you will come away with something that will change your business or even your life for the better. As the saying goes, change is the only constant, so shouldn’t you be making sure that you are prepared for it when it comes?

I hope to meet many of you as this year moves forward, and please feel free to email me. I’m always interested in making new industry connections.

Augie Chavez, ISFA President augie@geckosss.com