ISFA's Countertops & Architectural Surfaces Vol. 8, Issue 2 - Q2 2015

VOLUME 8 / ISSUE 2 • QUARTER 2, 2015 • SINGLE ISSUE $14.95

Multiplying Your Chances of Success on the Marketplace Battlefront Page 24 Troubleshooting Common Adhesive Problems Page 26 7 Tips for Getting the Most from your CNC Machine Page 29 Simple Strategies for Improving Sales Page 32 Taking Advantage of Technologies to Improve Your Business Page 34

Compact Sintered Surface Takes the Stage A Look at One Project from the Inside to the Outside Page 18

ISFA Member since 1997 Circle RS#01 on page 49 or visit www.isfanow.org/info.

CREDITS Letters to the Editor

Photography

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

Photography/graphics provided by: Cosentino, Anthony Carrino, Visitor’s Bureau of Austin, Texas, Integra Adhesives, Park Industries, Moraware, Crystallyne Enterprises and SlabSmith.

Countertops & Architectural Surfaces welcomes Letters to the Editor.

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

Contacting ISFA

Phone: (412) 487-3207 Fax: (412) 487-3269 editor@isfanow.org www.isfanow.org

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

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

Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2015. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission.

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

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

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

Magazine Credits

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

ISFA Officers of the Board

Mell Hill, President Dave Paxton, Immediate Past President Adam Albee, Vice President Erica Hussey, Treasurer Ryan Miller, Secretary

ISFA Directors

Mike Woods, Director Kate Dillenburg, Director Mike Langenderfer, Director John Hansen, Associate Member Representative Jessica McNaughton, Associate Member Representative

ISFA Staff

Keith Haight, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Paul Wisnefski, Account Representative Carol Wilhite, Coordinator Chris Pappenfort, Volunteer Project Manager Joanna Duggan, Member Advocate

Cover Photo

This kitchen project, designed in Cosentino’s Dekton product by fabricator Peter Brooks Stone Works in New Jersey, was performed at TV personality designer Anthony Carrino’s private residence. The project not only encompassed his indoor kitchen but flowed out onto a rooftop patio where the material was used as decking and for an outdoor kitchen. Read the full story on Page 18.

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

International Surface Fabricators Association • Vol. 8 / Issue 2 • 3

CONTENTS

Features 18 Decked Out with Dekton

The ins and outs of a compact sintered surfacing project at TV designer Anthony Carrino’s personal residence

24 How to Use Force Multipliers to Gain an Advantage over Your Competition Increasing your chances of success on the marketplace battlefront

26 Adhesive Color Matching Issues Explained Troubleshooting common adhesive problems

18

29 CNC Productivity

Seven ways to help eliminate costly shop inefficiencies

32 Simple Strategies for Improving Sales

Ways to take your company from spring training to the playoffs

34 The Future of Digital Technology in the Surfacing Industry

Ideas for bringing your shop into the 21st century

24 Departments 6 From the Editor 8 From the President 10 From the Executive Director 12 Education Connection

26

29

14 Calendar of Events 16 Industry News 38 ISFA News 43 ISFA Fabricator Directory 47 Product News 49 Reader Service Form

32 4 • Vol. 8 / Issue 2 • International Surface Fabricators Association

34

50 Classifieds/Ad Index

Circle RS#02 on page 49 or visit www.isfanow.org/info.

ISFA Member since 2015

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

Spring Ahead or Fall Behind Tom Waits, one of my personal favorite singer/

shop should make), we also recruiited an expert

some “a-ha” moments. I had a great opportunity

Back Spring,” which on the surface personifies

look at ways to try to milk every last efficiency from

it can be much more taxing on us, with the vroom

musicians, has a song called “You Can Never Hold winter dreaming of the coming spring and how

it is inevitable. Whether you are a fan of Waits or

not, the meaning of the song, in my opinion, goes much deeper to become a sort of commentary

on how change is ultimately unavoidable. And I

think this is true in just about every aspect of life, including business.

We’ve all heard the old expression “spring ahead, fall behind” to remind us to adjust our clocks

forward or backward for Daylight Savings Time,

but when you think about it, there’s a lot more truth in that statement than just a mnemonic device.

at Park Industries to give a very fair and balanced advanced machinery (see Page 29).

Even the technologies we base our forms of

communication on are changing, as is pointed out by our Executive Director Keith Haight in his letter this issue just a few pages ahead.

But springing forward, or changing with the

times, is not only applicable to technology. Greek philosopher Heraclitus of Ephesus, who lived

around 500 B.C., knew that “the only thing that is

constant is change.” Certainly 2,500 years later we have picked up on that lesson.

to do this at several recent trade shows. Although speed at which we seem to live today, I soak in

every minute of it and value it more than a dozen emails, bulletin board posts or YouTube videos. I

may be a writer at heart, but I only made it where I am today by making personal connections. And I hope that is something that never changes.

In my last editorial, I also spoke of change. And I freely admit that change just for the sake of

change may very well be pointless. I know firsthand how it can be positive or negative or even

inconsequential, but I also know that it will happen.

Sometimes it’s cyclical, such as our seasons,

Waits, in his song, playfully alludes to winter with

Of course, change isn’t always related to

where the old becomes the new, and sometimes it

But, in business it is often a choice that has to be

much everything, from trends to techniques to

time that it is difficult to recognize. And sometimes,

are the changes that I often find most fascinating,

any case, it is inevitable.

fall just having past and spring on its way soon.

made. Sometimes you have to consciously spring

ahead or you will fall behind, and at other times the slow play is the better one. I’m sure you’ve all seen a competitor or peer rush to get that next big thing only to have it work against them.

An obvious business allegory here is with the

advancing technologies that are coming along at an almost exponential pace. In the pages of this very magazine are numerous examples of new

or newer technologies that fabricators are taking advantage of to “spring ahead.”

We were fortunate enough to get Patrick Foley,

host of Moraware’s StoneTalk podcast, who has more than 20 years in the technology game,

including half a dozen working for Microsoft, share his ideas on digital technology in the surfacing

industry (see Page 34). That article alone can give you weeks if not months of things to research for your business. But it doesn’t stop there.

For those who have invested in CNC machinery (and I admit it is not an investment every single

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

advancing technologies. It’s applicable to pretty

meanders into our lives over such a long period of

strategies and even thought processes. These

it is so dynamic it catches us all off guard. But in

because at their root they are intangible. Just

And as a business owner or manager, who may

how does a trend toward one thing swing toward another? How does a new technique or strategy sweep through an industry? How does the very way we think about people or places or things

slide from one end of an arc to the other? I think I

can answer that question, as it is something I have studied and practiced most of my life. Change is a creature of communication.

While I certainly take advantage of many of today’s advancements in communication and wonder

how anything ever got done before email became so prevalent, I still believe that the most powerful

form of communication is a good old face-to-face discussion. There is nothing like shaking hands

very well have the fate of many workers and even their families resting squarely on your shoulders, it is your responsibility to make your best effort to decide what changes are worthy of deeper

examination and potential utilization and what

changes will do more harm than enhancement.

I just hope during your search that you take the time to really meet your peers, talk to them in

person, and both teach and learn from them. The opportunities are there for the picking, just like flowers in the spring.

As always I look forward to your feedback.

Sincerely,

with an old friend (or a new acquaintance), looking them in the eye and letting thoughts flow two

ways. When you can combine the expression on a person’s face with the inflections in their voice, so much more is conveyed. You can really reach

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

Circle RS#03 on page 49 or visit www.isfanow.org/info.

ISFA Member since 1998

From the President From the desk of Mell Hill, President of ISFA Board

A Sure Way to Improve Your Business In my previous letter, I wrote about how the

When I tell you that the networking and

I hope you can feel how passionate I am about

(ISFA) had changed my career and helped me

anything else you can do to improve your

value the information and connections it has

International Surface Fabricators Association

connectivity is beyond the value of just about

make positive professional modifications and

business, and it is a major and important piece

one of our events or even just pick up the phone

heart! ISFA is an organization for members to

improvements. I also challenged you to go to

of what we have to offer, I am speaking from the

and call some of the members of the ISFA board

thrive on.

of directors. If you have not done either of those

things, you are missing the boat. You are missing a one-of-a-kind opportunity to work side-by-side with fellow fabricators to improve your business.

Who wouldn’t want to do that ... right?

this organization and how much I believe in and brought me. It is not because I am some special

rare type of fabricator — I simply took advantage of the opportunities it offers and you can do the exact same thing.

If you are a former or long-term member of ISFA,

Lately I’ve begun to believe that ISFA has turned

past, the things you learned and shared and the

of the year with some great WINS!! We had a

think back to the connections you made in the

differences it made for you. Those connections

are still there and there are more to be developed.

a new page!! We have wrapped up the first part

wildly successful meeting of second-generation business owners (Gen2) and have Total

I recently found myself in unfamiliar territory, and

We are more focused than ever in bringing ISFA

Fabrication Training (TFT) classes sold out. We

connected with throughout the past three years

core of our efforts.

continue the path of education and connectivity

it was the fantastic ISFA members that I have

back to its roots and keeping our members the

who reached out, gave me their support and

We have brought on additional staff to better

provided some insight to help me come out the

other side. I can personally attest to the value of being involved in this organization.

service the industry and our members. And we

are working to make sure that staff is in touch with the markets and industry we service, as well as

I know that often we can all be pulled in a million

the best ways to share information. You should be

were downsized in years past. Many of us wore

we want to keep the building momentum going!

different directions and that a lot of companies

seeing more from us than in previous years and

multiple hats for a long period of time. Some of

We have partnered with some of the best

us are still wearing multiple hats to this day, BUT what is there to lose by being involved? What’s the worst-case scenario? I can tell you, having just gone through this exercise with several of our members over the past weeks, that each brings a new insight and outlook into every

situation. So the worst case is you spend some

time to get to know your peers and you feel like you didn’t get anything out of it. If that is the

case, and I doubt that it would be, it is not a very costly lesson to learn.

However, I can guarantee that will not be the

experience. I will personally promise to each of you that if you attend an event, call one of the board members and simply get involved and

participate, you will build relationships that will last you a lifetime and help you immediately.

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

sponsors for our events to help ensure that if you attend, you are going to get something

worthwhile out of them. And our annual member

event (and conference) in Austin, Texas, this year is shaping up to be one that can’t be missed!!

have reengaged with our members and hope to as we work through the remainder of the year.

We welcome and request any feedback you are

willing to provide. Let us know what your biggest obstacles are and we will see if we can’t tackle

them as a team and help. Use ISFA as the tool it was originally created to be.

Let the members show you how amazing each

of them are and how deeply their passion for the industry and for helping their peers runs. There is no better place to learn than from a group of

people that have already been working to educate themselves. Each ISFA member has something unique to bring to the table — something

creative or inspiring, great ideas and a wealth of

The board as a whole is in tune with making

knowledge. So come meet with us! Let us help

and I will be the first to tell you we occasionally

your business, or be one of the people that help

changes and meeting the needs of our members,

connect you with the right people to aid you and

have some heated discussions on just what

the industry flourish. I promise it will be worth it!

those needs are and look to our member base

to lead us in the correct direction. I can tell you

without a doubt that the ISFA Board of Directors is dedicated to taking the necessary steps to

improve the organization and driving it to be the most valuable resource to you, our members.

Direct us! Tell us what you need to improve your businesses.

Mell Hill, 2015 ISFA President mell.hill01@gmail.com

Circle RS#04 on page 49 or visit www.isfanow.org/info.

From the Executive Director From the desk of Keith Haight, Executive Director

Can You Hear Me Now? When I think back to the early days of my career, I can’t help but think about how simple it was to communicate with colleagues, customers, vendors, friends, family, etc. The communication tools were very few and not that complicated to operate. They were my desk phone or a payphone (remember those?). Yep, I can remember pulling out my trusty AT&T corporate calling card and dialing a string of numbers too many to count, but I got through it and was able to talk with virtually anyone in the world! I kept my appointments on a spiral bound calendar where I also wrote (by hand) my primary contacts that I called frequently. Project notes were also kept in a separate spiral bound notebook which I still use today. Old habits are hard to break. And once in a while I actually wrote a letter by hand and mailed it through our trusty Post Office.

A few years into my corporate career I was introduced to my first computer for email. It ran on a DOS operating system and I shared it with three other colleagues. Then I really advanced and obtained an Apple Macintosh of my own.

Man, I was it! I felt I had advanced into the Space Age. Life was pretty simple then, although it seemed to be complex given the time period and the available technology for the day. If we fast forward from my humble beginnings to today, and take a look at the various means of communication we have at our disposal, the list is immense. I still have my desk phone, but since owning a smartphone I have been able to get rid of my spiral bound calendar with handwritten contacts. Like I said, I still use a notebook for handwritten project notes. That may never change. However, other communication tools I have include both personal and business email accounts, personal and business Facebook accounts, a Twitter account for business, and both personal and business

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

LinkedIn accounts. And that’s just me. When we take a look at the various electronic means of

communications used by some portion of the rest of the world, the list becomes almost too long to name: • Youtube

• Pinterest

• Chatrooms

• Instant messengers • Blogs

• Electronic newsletters • Texting

• Snapchat

• Instagram • Faxes • Vine

• Document scanning and electronic transfer • Webinars

• Digital video clips • Skype

• Watch phones (Dick Tracy comes to life!)

I conceivably can’t talk to all of you in a short amount of time … or can I? If I were to start an open conference call with you, perhaps it would be an effective way in which we could share ideas, ask questions and help each other out.

So that is precisely what I intend to try. I am offering anyone who wants to call in the opportunity to have a public conversation with myself and whoever will join us. I will bring an initial topic for us to begin discussions and after about 10 to 15 minutes will provide an open forum for you to bring your thoughts and questions to the table.

We’ll try to keep the conversation 30 to 45 minutes long, and definitely no more than an hour. Those wanting to continue the discussion beyond that can choose any of the other various means of communication listed above to keep the conversations going, or we can all part ways with a couple of new ideas to look into.

The first conference call will be held Friday, May 29 people keep in touch with each other, but hopefully at 1 p.m. Central Standard Time (2 p.m. Eastern), and all you need to do is call the U.S. number (605) you see my point that communications have 475-6767 with Access code 9510661#. expanded into a diverse array of possibilities.

I’m sure I’m missing a dozen other ways in which

It seems there is no way that we couldn’t communicate with each other.

Which brings me to my final point. How do

you prefer to communicate? I can remember

composing elaborate emails for a project and

fanning them out to all my contacts and project team only to find out nobody read them. If I

So what do you think? Is this something you would be interested in? I hope so. We will post this information and an opening topic on our website at www.isfanow.org for your reference, and will look forward to hearing directly from you.

Until then, we’ll talk soon.

couldn’t meet them in person, then it wasn’t until I called them on the phone that we were able to advance to the next level of the project.

Hopefully I’m not experiencing the same fate

with my editorials in this publication as I did with my project emails. As much as I would like to,

Keith Haight, ISFA Executive Director (484) 354-5909 | keith@isfanow.org

Circle RS#05 on page 49 or visit www.isfanow.org/info.

ISFA Member since 2000

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

Education Connection

ISFA Starts the GEN2 Roundtable Follow-up event in the works generation owners designed to get them all on the

set aside ‘balcony time,’ was one that resonated.

transition.

away from work and other distractions to get

same page to better understand a successful

The keynote speaker and facilitator of this event

was Heather Bradley of the Flourishing Company ISFA looks to stay on top of the latest trends and

developments in the industry, and one development that stands out is how the decorative surfacing industry is evolving from a first-generation to a second-generation industry. After recognizing this fact and hearing from ISFA members the complexities new owners struggle with, ISFA

developed the GEN2 Roundtable to help address these issues and make the transition smooth.

The inaugural GEN2 Roundtable event was held in March and hosted International Logistics &

Stone Distribution (ILSD) in New Boston, Mich.,

just outside of Detroit. The lines of communication were nothing short of groundbreaking, and the

GEN2 Roundtable proved itself most valuable to this next level of industry leadership.

In addition to ILSD, the event was also sponsored

by GranQuartz and Cosentino, and all three of these ISFA Associate Members deserve

recognition for making this sold-out experience not only possible, but quite successful. Because of the overwhelming response, ISFA will be adding it to

the association’s repertoire of educational offerings and is working on securing the details for a second version later this year.

based in Toledo, Ohio. Bradley outlined the following objectives:

■■ Helping potential second generation

business owners understand the factors

(beyond financial and legal) that predict the seamless transition of ownership;

many issues and challenges that come with the territory today.

The meeting contained structured presentations and exercises with open forum discussion to facilitate purposeful conversation. Attendees

walked away with action plans and tools they could immediately implement.

The first day of the event focused on second

generation owners, and the second day involved a panel discussion between first- and second-

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

placed on making sure to look at the whole inside of the company and observe that operations are

going as planned. This is your ‘mezzanine time.’ I really appreciated the speaker. Heather engaged the participants and kept things lively. If you’re going to do this program, I would suggest you participate so you get the full benefit.”

■■ Introducing three key tools to prepare for and

Mike Langenderfer of The Countertop Shop LTD in

execute seamless transitions.

Sized to be engaging for a dozen to 15

participants maximum, the coaching-based

format consisted of facilitated discussion, skill

modeling and real-time practice. Instruction was

interspersed with exercises, allowing participants to receive immediate support and feedback from the coach and fellow participants. As a result,

participants learned concepts and skills faster and will retain them longer, allowing them to achieve a quicker ROI.

Many thought-provoking questions were

discussed that really made all the participants

consider some of the realities businesses face in

this period of their existence. The questions dealt with a variety of aspects, such as:

■■ What would happen if either party (first or

owners make a smooth transition and tackle the

and not a 5-ft. view. However, emphasis was also

make sure both the first and second generation

business as well as owners of a fabrication

with information to help these new business

essence to see things from a 50,000-ft. view —

transitions; and

■■ What kind of plan would you need to step

business that are new to the industry. It was filled

a clear vision and strategy for the business. In

■■ Presenting key predictors for seamless

The two-day event was geared toward individuals involved in transitioning their family surfacing

In other words, this was a reminder to take time

down?

second generation) no longer showed up for work?

■■ How would you feel if the second generation made business changes you didn’t agree with?

■■ What do you think is fair for siblings that are not involved with the business?

“What stood out the most for me was to really

define what roles and assumptions for everyone

are in place, but more importantly to check up to

make sure assumptions are right,” said participant and second generation business owner Dave

Paxton of Paxton Countertops & Showers, Grand Ledge, Mich. “Also, the idea of making sure you

Holland, Ohio, who attended as a first-generation owner pointed out that all of the attendees were very engaged in the process, emphasizing how that led to the program’s success. “When I

informed the participants lunch was ready, they

asked to hold off because they were still talking,”

added Langenderfer. “It was nice to have them all talking with each other. They truly saw the benefit in networking and making new connections.”

The deliverables when leaving this session helped attendees to:

■■ Initiate the planning process based on their

current situation;

■■ Prepare for discussions with the current

owner(s);

■■ Evaluate personal preparedness for

ownership; and

■■ Identify resources to support the transition

process.

“The event provided a starting point on the next steps to take over the business,” said Giovanni

Rastelli of Sterling Surfaces Unlimited in Sterling Heights, Mich. “The speaker helped bring out

topics we weren’t even thinking about. We learned on planning boards (or tools) with an outline of steps needed to take over. I would definitely

recommend this event for anyone who’s in my position to take their family business over.”

More information on the GEN2 and other ISFA programs is available at www.ISFAnow.org or by contacting the ISFA office at (412) 487-3207 or by email at info@isfanow.org.

WARNING! This may be the last copy of this magazine you receive!

We are in the process of updating the subscriber lists for Countertops & Architectural Surfaces magazine. If you are not a member of ISFA or do not have a paid subscription, and have not renewed your subscription in the past year, you may stop receiving this publication soon.

For a limited time, ISFA is offering FREE subscriptions to qualified industry individuals

residing in North America, but you must fill out the subscription form to make

sure you will receive the publication in the future. You can find the subscription form online at http://isfanow.org/magazine-subscription.

All ISFA members are automatically qualified and added to the subscription list and need not fill out the form.

You must act now if

you don’t want your

subscription to end!

Calendar of Events ISFA Total Fabrication Training — Solid Surface May 19 – 21 Chantilly, Va. (412) 487-3207 www.isfanow.org ISFA CEO Roundtable June 3 – 4 Chantilly, Va. (412) 487-3207 www.isfanow.org Hermance Expo June 3 – 4 Williamsport, Pa. (866) 323-8131

MIA Stone Industry Education Series June 4 Edmonton, Alberta Canada (440) 250-9222 Regent Stone Products Quartz/Stone Repair Class June 9 – 10 Grand Rapids, Mich.

(800) 624-8210 Park Industries Digital Stoneworking Expo June 11 St. Cloud, Minn.

(800) 328-2309 ISFA Productivity Event Hosted by Indeko June 16 – 18 Guadalajara, Mexico (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series June 18 Denver, Colo.

(440) 250-9222 SFA Workshop June 18 – 19 Toana, Va. Regent Stone Products Quartz/Stone Repair Class July 9 – 10 Boston, Mass.

(800) 624-8210 Regent Stone Products Quartz/Stone Repair Class July 13 – 14 Syracuse, Calif.

(800) 624-8210 MIA Stone Industry Education Series July 16 Kansas City, Mo. (440) 250-9222 AWFS July 22 – 25 Las Vegas, Nev. (800) 946-2937 14 • Vol. 8 / Issue 2 • International Surface Fabricators Association

ISFA Total Fabrication Training — Quartz/Stone Hosted by Alpha Tools July 27 – 29 Oakland, N.J. (412) 487-3207 www.isfanow.org ISFA TFT - Commercial Solid Surface August 6 – 7 St. Louis, Mo. (412) 487-3207 www.isfanow.org

Stone Forensics Historical Restoration and Preservation Seminar Aug. 12 – 13 Melbourne, Fla. (321) 514-6845 Regent Stone Products Quartz/Stone Repair Class Aug. 13 – 14 Virginia Beach, Va. (800) 624-8210 SFA Workshop Aug. 13 – 14 Findlay, Ohio Regent Stone Products Quartz/Stone Repair Class Aug. 27 – 28 St. Louis, Mo. (800) 624-8210 ISFA Total Fabrication Training — Solid Surface Sept. 15 – 17 Chantilly, Va. (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series Sept. 24 Boston, Mass.

(440) 250-9222 Concrete Décor Show Sept. 28 – Oct. 2 Indianapolis, Ind. (877) 935-8906 Surface & Panel Symposium Sept. 29 Milwaukee, Wis. (920) 261-1947 Marmomacc 2015 Sept. 30 – Oct. 3 Verona, Italy 39 045-829-8111 SFA Workshop Oct. 1 – 2 Brandon, Miss.

ISFA Total Fabrication Training — Quartz/Stone Hosted by Alpha Tools Oct. 5 – 7 Las Vegas, Nev. (412) 487-3207 www.isfanow.org

Canada Woodworking West Oct. 7 – 8 Abbotsford, British Columbia Canada (888) 454-7469 MIA Stone Industry Education Series Oct. 8 Los Angeles, Calif.

(440) 250-9222 Regent Stone Products Quartz/Stone Repair Class Oct. 15 – 16 Atlanta, Ga. (800) 624-8210 The Int’l. Surface Event/StonExpo East Nov. 3 – 5 Orlando, Fla. (866) 563-7612 ISFA Annual Member Meeting & Conference Nov. 4 – 6 Austin, Texas (412) 487-3207 www.isfanow.org WMS 2015 Nov. 5 – 7, 2015 Toronto, Ontario Canada (866) 967-2015 Regent Stone Products Quartz/Stone Repair Class Nov. 12 – 13 Chicago, Ill. (800) 624-8210 BSI/MIA 2015 Study Tour Nov. 15 – 18 Washington, D.C. (518) 803-4336 Regent Stone Products Quartz/Stone Repair Class Nov. 17 – 18 Minneapolis, Minn.

(800) 624-8210 Greenbuild Nov. 18 – 19 Washington, D.C. (972) 536-6318 Regent Stone Products Quartz/Stone Repair Class Dec. 10 – 11 Virginia Beach, Va. (800) 624-8210

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

.

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Join your fellow ISFA Members this fall for a few days of education, enrichment, networking and nightlife in the

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ideal setting to reflect the energy and momentum we feel right now in the surfacing industry.

Austin’s known for music, but this vibrant city offers

more — amazing cuisine, shopping, culture and charm

wrapped in authentic American flair. There’s something

• Social dinner

for everyone on this trip; the playlist you’ll create is

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Circle RS#06 on page 49 or visit www.isfanow.org/info.

entirely up to you.

Four Seasons Hotel overlooking Lady Bird Lake and the stunning downtown skyline? Enough said.

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Special thanks to our presenting sponsor

In the Industry Meganite Hires Shell as National Sales Manager

Meganite Acrylic Solid Surface has hired Gordon Shell as its national sales manager. Shell is well known in the industry, with nearly 20 years in the surfacing business including at several larger manufacturers. He will focus on new business and new distribution developments in the United States and Canada. He will also represent Meganite North America at global trade shows. With nearly two decades in the industry, Shell has served in a variety of capacities from national sales/marketing, product development, advance fabrication training/management; and even as a guest instructor at the ISFA Total FabricationTraining Center. Although he began to assume the duties of his new position in April, Shell is kicking off this role at Interzum Germany from May 5 to 8, 2015.

CountertopResource.com Conducts Industry Survey

ISFA Associate Member company, CountertopResource.com, is performing a “Countertop Industry Survey” to gather information on and feedback from the countertop segment of the surfacing industry. While the survey is anonymous, the company is offering participants a chance to win one of two $250 gift cards from Best Buy and encourages all those in the countertop industry or allied industries to participate. Those interested can find a link to the survey on the company’s website.

KBIS, IBS, StonExpo to Return to Vegas Concurrently in 2016

The National Association of Home Builders (NAHB) and the National Kitchen & Bath Association (NKBA) announced their respective trade shows, IBS and KBIS, will continue to co-locate together through 2020. Design & Construction Week 2015 was reported to have drawn more than 125,000 builders, dealers and suppliers, more than 300 members of the media, and 3,750 exhibiting brands to cover more than 4.7 million net sq. ft. of space. The 2016 event will be held Jan. 19 to 21 in Las Vegas and once again StonExpo (TISE) will be run concurrently in Las Vegas. Future show dates for the co-located KBIS/IBS show are Jan. 10 to 12, 2017, and Jan. 9 to 11, 2018, at the Orange County Convention Center in Orlando, Fla. 16 • Vol. 8 / Issue 2 • International Surface Fabricators Association

Formica Group Receives Best of Houzz 2015 Award Formica Group was awarded Best of Houzz by Houzz, an online platform for home remodeling and design. Formica was selected by the Houzz community of more than 25 million monthly users from among more than 500,000 active home building, remodeling and design industry professionals. The awards are given in two categories: Customer Satisfaction and Design.

Formica Group received the award in the Design category for its portfolio of product photography, which includes some of the most popular images on Houzz in 2014.

Chris Hofmann Named Colonial Saw’s New Lamello Account Manager

Freedonia Group Releases ‘World Countertops’ Report

added Chris Hofmann

demand is forecast to rise 4.2 percent per year

Colonial Saw Company as its Eastern U.S. salesperson for the

Lamello product line. Hofmann has been in the fine woodworking and carpentry trades for more than 20 years. Prior to joining Colonial Saw, he owned and operated Hofmann Joinery, a custom woodworking business in the Washington, D.C. area.

U.S. Surface Warehouse Relaunches Livingstone Website U.S. Surface Warehouse, provider of

Livingstone solid surface, as well as a variety of sinks, has relaunched its website at www. livingstonesurfaces.com. The new site focuses on easy navigability, providing color swatches and competitive comparisons, as well as useful information (including technical data) and images regarding the company’s solid surface, sink and other products, for fabricators, the architectural

The Freedonia Group has generated a new 430page research report titled “World Countertops” that it is offering to interested parties for a fee.

According to the report, global countertop to 503 million sq. meters (more than 5.4 billion sq. ft.) in 2018. This demand, states the report, will benefit from improved building construction activity throughout much of the world and continued efforts to expand and modernize the building stock in developing areas that are constructing large numbers of housing units and nonresidential structures to accommodate the needs of their growing populations. Other highlights from the report include: ■■ In 2013, laminates accounted for nearly half of all countertop surfaces in the United States, but only 2 percent in China.

■■ In China, solid surface materials accounted for more than 40 percent of countertop demand in 2013.

■■ The (immature) Asia/Pacific region was the largest market for countertops in 2013, with 47

& design community, and consumers.

percent of the global total.

EOS Surfaces Expands GEOS Distribution

is expected to achieve the fastest gains in

E.B. Bradley Co. is now the exclusive distributor of EOS Surfaces’ GEOS Recycled Glass Surfaces for California. E.B. Bradley will also support GEOS sales for more than 250 Home Depot stores in the region. With 20 colors of recycled glass distributed throughout the product’s resin-based sheets, GEOS is

■■ Through 2018, the Asia/Pacific region countertop sales.

■■ In 2013, North America was the second largest regional market for countertops.

■■ Gains in North America will be supported by the continued recovery in U.S. building construction and, in particular, growth in singlefamily housing completions

suitable for countertops and other surfaces,

■■ Growth in Western Europe will benefit as

and is eligible for up to 4 LEED points. As a

rebounds in new housing construction in much

designated distributor for Wilsonart products,

of the region will boost countertop demand

E.B. Bradley also sells EOScu, EOS Surfaces’

relative to the declines experienced between

Preventive|Biocidal Surfaces™.

2008 and 2013.

In the Industry Teragren Celebrates 20th Anniversary, Offers Free CE Course Teragren, a manufacturer of bamboo work

tops, panels and veneer, is celebrating its 20th anniversary. The company now offers a free

Continuing Education (CE) course titled “Designing with Bamboo for Superior Environmental &

Human Health Impacts.” The course is worth 1.5 CE units and is offered through online education website AECDaily (www.aecdaily.com). The CE

course provides an overview of the history, uses, characteristics, and specification considerations

of bamboo while exploring the health advantages and green benefits. It is recognized by many

industry-approved associations such as AIA, AIC and NKBA.

NueMedia Now Offering Marketing Analytics Services NueMedia, LLC formed a strategic partnership

with Sankheki Analytics and Research. Through this partnership, the advertisers of WoodIQ.

com, FinishingIQ.com and CountertopIQ.com can access technologically advanced media and marketing analytic services. Companies in the commercial woodworking, finishing

and countertop industries can enhance their

marketing efforts through advanced analytics.

This relationship also marks the change from a client/vendor affiliation to a partnership.

Health Risks for Countertop Workers

Cosentino Celebrates 25 Years of Silestone, Expands Warranty This year Silestone celebrates 25 years of color and innovation as the world leader of quartz surfacing. To commemorate this anniversary, the Cosentino Group held an event at its Cantoria headquarters on February 26, during which Cosentino’s founders, the executive board and a group of employees celebrated 25 years of the Silestone’s history, and special recognition was awarded to approximately 60 people who have been involved with the brand since its launch.

The kickoff celebration is the first in a series of commemorative initiatives that will take place throughout 2015, including an expanded 25-year product warranty, new product introductions, designer collaborations and strategic partnerships, and a commemorative logo.

and related health risks. Morbidity and Mortality

Weekly Report Notes from the Field: Silicosis in a

Countertop Fabricator presents case findings, and OSHA/NIOSH Hazard Alert: Worker Exposure to

Silica during Countertop Manufacturing, Finishing, and Installation provides facts and guidance.

These reports are available at www.cdc.gov/

niosh/docs/2015-106/, and their release coincides with impending regulation increases for silica exposure.

Regent Stone Products Launches ‘Regent Quick Quote’ System Regent Stone Products launched its new Regent Quick Quote system on its website,

of the agreement, Fortune Brands will purchase

outstanding shares of Norcraft for approximately $600 million. Fortune Brands (NYSE: FBHS) is the parent firm of MasterBrand Cabinets

Inc., which includes the Aristrokraft Cabinetry,

Decora, Diamond, Dynasty, Homecrest, Kemper, Omega, Schrock Cabinetry and Wood Crafters brands. Norcraft produces a variety of kitchen

and bath cabinetry through seven main brands:

Brookwood, Fieldstone Cabinetry, Mid Continent Cabinetry, Norcraft Cabinetry, StarMark

Cabinetry, UltraCraft, and Urban Effects. Fortune Brands is already the largest conglomerate for

cabinetry, and this acquisition will further cement its role in that position. According to reports,

Norcraft (NYSE:NCFT), which posted 2014 sales of $376 million, will be merged into Fortune

Brands’ cabinet business and the transaction

Lakisha Woods Named NAHB Chief Marketing Officer

quotes on new products or products they are currently purchasing by simply using the system. There is no sign-up required to use the system — visitors simply click on the items of interest, enter their email address and press

respond with a personal quote.

information on exposures from stone countertops

acquire Norcraft companies. Under the terms

company, the system allows users to get price

Disease Control and Prevention/National Institute NIOSH) have published documents that provide

MasterBrand Cabinets, has announced it will

will be completed before the end of June.

submit. From there, one of the company’s

for Occupational Safety and Health (CDC/

Fortune Brands Home & Security Inc., owner of

www.RegentIStore.com. According to the

The Occupational Safety and Health

Administration (OSHA) and the Centers for

MasterBrand Cabinets’ Fortune Brands to Acquire Norcraft

11 stone fabrication specialists will quickly

The National Association of Home Builders

(NAHB) promoted veteran staff member Lakisha Woods, CAE to chief marketing officer. This position will oversee all revenue-generating

programs unrelated to NAHB’s International

Builders’ Show (IBS) exhibit space sales. Such activities will include sponsorship sales and

Steve Rangoussis Assumes New Role at Festool

partnerships with major national companies.

Steve Rangoussis,

top marketing position after 10 years as vice

former vice president

The position also will identify new business

opportunities and handle NAHB branding and public image initiatives. Woods assumes this president of NAHB’s publishing and affinity

of sales for the United

programs.

States and Canada, has

ASID Adds Four Positions to Senior Leadership Team

assumed the role of chief sales and marketing officer at Festool USA/Festool Canada. In this role Rangoussis will maintain his current responsibilities related to developing and executing all sales-related functions, including market development and operations. In addition, he will now oversee the company’s overall marketing strategy, budget, marketing campaigns and brand stewardship.

The American Society of Interior Designers (ASID) has added four new members to its senior leadership team: Jim Brewer, vice

president of Government and Public Affairs;

David Krantz, vice president of Research and

Knowledge Management; Olga Odeide, director of Industry Partnerships; and DJ Johnson,

director of Chapter Program Development.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 17

Decked Out with Dekton The ins and outs of a compact sintered surfacing project at TV personality Anthony Carrino’s personal residence

By Kevin Cole, Editor

HGTV personality and star of “Kitchen Cousins,” “Cousins on Call” and “Cousins Undercover,” Anthony Carrino poses in front of his newly remodeled kitchen, which features Dekton surfacing.

PHOTO COURTESY OF COSENTINO

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

The Script:

Scene 1 — Indoors

1 TV personality who serves as a designer/contractor on

Carrino felt Dekton was perfect for his kitchen because it was up for

multiple remodeling shows

everything from quiet nights to drinks with friends to dinner parties and

15 slabs of one of the newest surfacing materials on the market 1 seasoned fabricator who recently mastered the fabrication of this new material

everything in between. “Dekton is a great surfacing option for a kitchen that belongs to someone who loves to entertain and really live in and use the

space,” said Carrino.” It’s great to know that it can withstand heat from a hot pan or won’t scratch when you’re working on it with knives.”

1 3rd floor loft apartment in an old telephone company building 2 kitchens — one indoor and one outdoor 1 access point to a huge rooftop patio that needed a makeover Does this sound like a B-movie plot that doesn’t end well? One might think so, but in all reality it was a total blockbuster where every actor came together to form an amazing project that

For the indoor space, Carrino designed the kitchen as the focal point to the open-layout loft. He wanted a large island — with a sink and built-in, pop up power outlets — that was also embellished with an one-of-a-kind table extension made from the cross section of a tree trunk, cut to fit the corner of the island. Modern-looking transparent chairs sit around the table and a variety of antique brass collectables create a unique fusion of historic articles to futuristic materials.

not only showcases the talent of the designer and the fabricator, but also the material used.

The Plot Anthony Carrino, HGTV design/construction

personality (who works on three series with his

cousin John Colaneri — “Kitchen Cousins,” “Cousins on Call” and “Cousins Undercover”), was up for a remodel of his personal loft at an historic former

telephone building in Jersey City, N.J, that had been converted into 16 apartment living spaces. He

wanted a space that showed off his personality while also featuring materials that were versatile and

durable enough to allow for entertaining without

worry. However, his loft also had access to a rooftop area so why not extend the makeover and use that

outdoor space as a place to relax, entertain or even work, as the situation called for.

“I was drawn to the unique historical elements of the building, and in designing the kitchen, I had

a unique opportunity to incorporate modern and innovative design elements into the space

without losing the feel of its roots,” explained

Carrino. “As I was creating the designs for both

This island done in Dekton Serius was meant to break up the open loft space and be a focal point for entertaining.

PHOTO COURTESY OF COSENTINO

of these projects, Cosentino had just introduced

Dekton. As a fan of Cosentino and the Silestone brand, I knew that

The kitchen also has a straight run of countertop with a built-in cooktop and

Dekton product line, I knew right away that it had to be the surfacing used

Dekton surfaces used in the kitchen, Carrino chose the “Sirius” color, which

Dekton was going to be a game changer. From the moment I saw the throughout the spaces, thanks to its performance and the unique industrial aesthetic that its colors offered.”

Another selling point to the material was that he could use it as decking for the roof because it is UV-resistant and is able to stand up to the extreme

temperature changes in the Northeast. Plus, the size of the slabs (56 in. by

126 in.) seemed like a good option when compared to the typical 2-ft. by 2-ft. wooden or concrete options.

Additionally, Carrino wanted to create a climate-controlled outbuilding on his rooftop deck and decided a shipping container could be converted into a place to work and relax outdoors, even in inclement weather.

So, for the sake of manageability, the kitchen/deck was broken into two projects — the indoors and the outdoors.

a separate wet bar along another wall. For the wet bar, as with all of the 2cm is a near black tone, with a matte finish. The look has been likened to a sort of slate-like appearance. The wet bar is set against a backsplash of light blue subway tile. A reclaimed, almost octopus-shaped 1940s operating

room light hangs above the bar, setting a tone of eclectic fusion that sort of pulls together an “industrial chic” vibe.

After coming up with his design, Carrino then brought in a fabricator

(Peter Brooks Stone Works out of Wood-Ridge, N.J.) to tackle the project.

Peter Brooks Stone Works was one of the first Certified Dekton fabricators in the Tri-State area and had done some work with Carrino’s family

construction business in the past, so the company was the go-to place for this project.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 19

“One interesting feature of the kitchen was that Anthony wanted pop-up outlets designed into

the island,” he said. “However, he wasn’t exactly sure of the placement and asked if we could do the drilling on-site. With Dekton you really can’t

do any of the work on-site, and so we had to get all of the exact specs done in advance and it worked out great.”

Another interesting feature was the mitered

edges, which is something Brooks said he is seeing more requests for.

Scene 2 — Outdoors “Dekton has a number of unique characteristics

that make it an appealing and versatile surfacing

option for outdoor spaces, as well,” said Carrino.

“Its UV resistance was an important quality for an outdoor space, plus its stability in drastic

temperature changes, from freeze to thaw, ensured The 1940s surgical light and the light blue subway-style tile backsplash behind this wet bar are examples of Carrino’s unique industrial fusion style.

PHOTO COURTESY OF COSENTINO Dekton, which is made in a process developed by

He also said he thinks more and more fabricators

Cosentino that mimics the process that creates

will add it to their repertoires because of its

metamorphic rock over aeons, is one of the newest materials on the market. So unlike its granite or quartz cousins, it has its own ins and outs to fabrication.

“Working with Dekton is like working with any new material; it takes time to understand its nuances and get the fabrication down perfectly,” explained Peter Brooks, owner and president of Peter Brooks Stone Works.

“Because we adopted it early on, we are kind of ahead of the curve with Dekton and we have a strong handle on it now.”

Brooks explained that the material is denser and so it requires special tooling specified by Cosentino and fabricates a little more slowly than other hard surfaces. However, he said tooling upgrades are being introduced regularly that improve level of ease for the fabrication process.

“Some fabricators are a little afraid to work with it, especially those shops that operate on high volumes used to cranking out material,” said Brooks. “This needs a little more finesse.

Because we first started working with the product fall of 2014, when it was first introduced, Cosentino brought us in to do some consulting with other shops and getting them up to speed.”

Carrying 12 nearly full slabs of Dekton surfacing to the rooftop of the building was a tenuous option at best, so a large crane was brought in to assist.

PHOTO COURTESY OF ANTHONY CARRINO

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

properties for the end users that will increase its

that it would be able to withstand the Northeast’s seasonal climate changes without damage.” And

so for those reasons he chose to use it as flooring to create a rooftop “outdoor urban oasis.”

However, Peter Brooks Stone Works does not typically handle flooring projects so a second

popularity over time.

company had to be brought in. “When they began

As for the kitchen job, there was really little in

the slabs, but another company with specialized

the way of troubles or challenges other than having to bring the finished materials (which utilized two full slabs) up three flights of stairs.

the deck, we were brought in to assist in cutting tubular decking system did actual installation,”

said Brooks. “Each of the 12 deck slabs is almost a full slab (56 by 126 in.) trimmed, so they had to

Another minor issue had to do with the built-in

use a boom crane to bring them up to the roof.”

pop-up kitchen outlets.

Carrino also wanted to use a shipping container to build a climate-controlled work space and

relaxation area, which was also brought up to the roof using a boom crane on that same day.

The grayish “Strato” color of Dekton was used for the flooring, and Brunelleschi Construction

oversaw the install of the deck slabs, which were set up on adjustable floating “Bison” pedestals.

Then over time the shipping container was

enclosed and an outdoor kitchen (also utilizing “Keranium” colored Dekton) was added for a

peaceful outdoor place Carrino could entertain or just call his own.

Taking inspiration from the city surroundings, Carrino combined the industrial feel of the

Dekton colors with unexpected details like

Japanese Shou-sugi-ban finished cedar wood that matched that same unique personality displayed in his kitchen makeover.

Behind the Scenes Having worked with Carrino in the past, and

perhaps not coincidentally handling a Dekton

and brushing; and a Fab-King fabrication center.

product at his cousin and co-star’s home in the

recent past, Peter Brooks Stone Works, based in

“The benefits of [working with] multiple products is

Wood-Ridge, N.J., landed the role for scene 1—

that it allows us to be a more full service fabricator

the indoor kitchen.

for our clients,” explained Peter. However he did

admit there were also some drawbacks. “[We have

The namesake of the business, Peter Brooks, and

to deal with] slower set-up times for changing

how he got into the fabrication business is an

from one product to another and we have to keep

interesting story of its own that started at a Wall

up with training and proper fabrication techniques

Street firm and ended up with him spending six

for the newer products.”

years learning the stone business before founding his own company in 2006, covering the New York Tri-State market. As owner and president, Brooks focused the business primarily on catering to the high-end market and concentrating on highquality, strong customer service and great follow-up to stay in that niche.

While 95 percent of the company’s business is The dark, slate-like look of the new countertop with built-in cooktop complements the brass and wood elements of the kitchen space.

PHOTO COURTESY OF COSENTINO

In 2013 his wife Jessica joined him to assist in the

closely by quartz surfacing (about 45 percent of the

full-time employees, which Peter calls “… the

hard surface materials including such products as

running the business, which currently has 16

business), with the remainder being various other

secret to our success,” explaining that “every

Dekton, Crystal Glass and Nano Glass.

member of our team understands and embodies our mission of being one of the best stone fabricators in the region.”

The company operates out of an approximately

10,000-sq.-ft. building fabricating mostly natural

stone (about 50 percent of the business), followed

ISFA Member since 2013

The company goes through at least 40 slabs of

natural stone and another 40 of engineered stone each month and has a variety of equipment

including two Terzago Bridge Saws, which are

used to fabricate many specialty miter projects; a radial arm polisher capable of polishing, honing

residential work, the company does handle

commercial projects, such as a hotel conversion in

Rockland County, N.Y., that it is currently working on.

Peter said he has seen a trend toward white

marble (or white marble-like quartz) for kitchens and a move to mitered edges (miter cuts at an

angle on a bridge saw and then glue-ups so as to make it appear thicker on the edges). He also believes Dekton is increasing in popularity

because of its high-end qualities; however, he said for now it is a creature of more elaborate projects.

“Dekton is a product that will go into higher-end projects and rightly so,” Peter explained. “It

warrants a higher price because of the precision that is required to fabricate it.”

Circle RS#07 on page 49 or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 21

A

B

Phase II of the project (a) was to pave the rooftop deck with (b) 12 slabs of Dekton, convert a shipping container to a outdoor retreat and put in an outdoor kitchen.

PHOTO COURTESY OF ANTHONY CARRINO

When asked what his philosophy for success

Rave Reviews

has been, he did not hesitate to give much of

Now one might think working with/for a TV

the credit to his staff. “[We have worked to] hire an outstanding team and train them to properly service the high-end market,” he explained. “I ask my team to focus on being remarkable and

personality in the renovation world could be a bit messy and suffer from “who’s in charge” syndrome, but Brooks pointed out it was exactly the opposite. “Anthony knew what he wanted

“Ultimately, it all went according to plan; it went off without a hitch,” said Brooks. “The client was happy and that’s what’s important.”

And as a testament to the solid work performed, Brooks company continues to get additional business from Carrino’s family construction

to listen to our clients. They are trained to

and had the info we needed,” said Brooks. “It

company.

manage the expectations of all of our clients

was great working with him and there were

And that’s a wrap …

and to educate them on the limitations of

definitely no pitfalls or ego to overcome when

certain products. We have put a twist on how

working with a celebrity or TV personality.”

we approach the stone fabrication business,

For more information on Dekton, visit www.dekton. com/usa/.

For the kitchen project, it took Peter Brooks

For more information on Peter Brooks Stone Works (185 Berger Street, Wood-Ridge, NJ 07075), visit www. pbstoneworks.com or call (201) 460-7505.

and it is more than just cutting and installing slabs. It is a hands-on experience, and most clients play an active role with us in creating their dream home.

Stone Works about a week from measure to install and another two days to cut all of the slabs for the flooring project. And, there’s no doubt the job turned out beautifully.

For more information on Anthony Carrino, visit http:// people.hgtv.com/talent/anthony-carrino.

To contact Editor Kevin Cole, email kevin@isfanow.org.

ISFA Member since 2013

Circle RS#08 on page 49 or visit www.isfanow.org/info.

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

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Subscribe at www.isfanow.org/magazinesubscription or fax this form back to ISFA at (412) 487-3269 or by mail: 2400 Wildwood Dr. Gibsonia, PA 15044 International Surface Fabricators Association • Vol. 8 / Issue 2 • 23

T

he term “Force Multiplier” is largely a military term that basically means a capability that when used by a military force significantly increases (or multiplies) the chances of success. This idea can be applied to any number of factors, from superior numbers (like swarm tactics of the Mongols) to superior tactics (like the phalanx used by ancient Greeks) to better weapons or more modern technologies, such as global positioning systems. And while the term is far younger than the tactic itself, it is said one of the first to document it was Prussian military genius Carl Von Clausewitz.

Using Force Multipliers to Gain an Advantage over Your Competition

By Aileen Davis

and steps you can take to become a force to be

He agreed with Napoleon who said, “The moral

But, there are ways to combat superior numbers reckoned with.

Developing Your Forces

[psychological] is to the physical as three to

The first step is to realize your personal

consider the psychological influences.

your weaknesses. Most business owners hire

While there have been attempts to express force

skills and can do what they do or do it better.

one.” If you’re going to win in battle, you have to

multipliers numerically, it is difficult to prove the exact accuracy of any particular mathematical

equation. However, there is little doubt that the

strengths in business and, more importantly,

and try to team up with people who have similar They delegate sales tasks, accounting work and customer service.

idea is a sound one. Even in talking in the most

But, how much more effective is it to join with

multiplier effect can be extremely significant.

counter your weaknesses? This type of thinking

firepower, the idea of force multipliers can be

or increase your business even more.

basic terms of just firepower and manpower, the

people who complement your strengths and

And while for your business, your force is not

can become a force multiplier and double, triple

applied to your company.

Find people who have insight where you are

If you are a small company going up against

blind, people who are strong where you are weak.

simply on manpower, there should be little

trying to improve or ignore the areas where you

larger companies. Larger companies are going

strengths where you do not. A well-rounded team

force multiplier by the use of brute force. You,

used against larger numbers (brute force).

a larger company, if you base your “battle”

You have your own talents and gifts. Instead of

doubt why your business is struggling with

are weak, join with people who have natural

to inevitably base their gains and achieving their

can be a very significant force multiplier to be

however, have a different force multiplier. When

Applying Force Multipliers to Your Marketing

it comes to your business, your capability is

persuasion - your ability to influence a customer.

You should be focusing on applying force multipliers in very effective applications, especially when completing with larger companies.

Now, it’s one thing to build and maintain a

day-to-day business, but it’s another thing to 24 • Vol. 8 / Issue 2 • International Surface Fabricators Association

customer contact and persuasion are your best weapons in today’s battlefield.

First, establish a compelling offer: something

that is appropriately incentivizing to make your high-value customers act now. This isn’t as

easy as discounting price. In fact, when you are

them at all.

he spoke and wrote about “morals” (i.e.,

enviable understanding of psychological warfare.

So how do you do that? Remember that

that discounts aren’t an effective incentive for be an unstoppable force in the stone industry.

psychology) as a factor in war. He had an

the right methods and at the right intervals.

dealing with high-value customers, you may find

Clausewitz, who died in 1831, is sometimes

attributed to the explanation of this idea when

relationships. You need the right message used in

Depending on the types of customers you work with, speed of install may be the best incentive.

Is there a specific guarantee you can offer that is based on time to job completion? After you determine who your best customers are, you

can discover what offer you can provide to make them act.

Once you know the offer that is most compelling

for your high-value customers, you need effective methods to disseminate that message. Where do these customers gather? Where do they spend

their free time and where do they like to get their information?

Allocate your marketing dollars to these avenues.

Coupon websites, for example, may not be the best investment for you unless you know your

highest value customers are the type to browse these websites.

Once you capture the attention of your high-value customers, the most important step you can take is to nurture that relationship. An effective and

inexpensive way to do this is in writing. Sending

out perfectly timed emails and direct mail letters

does wonders for your positioning and your sales numbers.

When aiming for high-value customers, you

One force multiplier that is really to your

stop competing on price in most cases. In order

with, you have customers who are more valuable

relationship. Email and direct mail is an effective

unique customers make up a high percentage of

zero-in on where they are in the sales cycle.

advantage is customer contact; however, to begin

to effectively do this, you must establish a

than others. Typically a small percentage of these

way to educate your customers, show value and

your revenue.

The key is to find these high-value customers,

influence them in an effective way and nurture the

Another very important point to consider is the power of referrals. When one customer turns

into three, it is a worthwhile investment to retain

that customer. A proactive referral program is

the best way to intentionally maximize referrals.

Quite possibly, the customers who send you

referrals may be your highest value audience,

the ones you want to direct your messaging and targeting toward.

To recap, here are the steps to develop potential force multipliers that can give you an advantage over your competition, large or small:

desired audience.

4. Establish relationships with effective messaging at the right intervals.

Lastly, when it comes to force multipliers, you

have to know which battles to walk away from and which to pursue with all your might. That well-rounded team you developed can help

you make that determination. Get people on

1. Identify your highest value customers and their commonalities.

2. Come up with a compelling offer specifically for these customers.

3. Use effective methods to get in front of your

your side who can free you up to focus on the aspects that you do best.

We all have goals for our businesses. Spend your time on the tasks that bring you closer

to your goals and leave behind any task that

doesn’t drive a huge result. Remember force multipliers that you can focus on will make your battle most effective and allow you to attack in the most efficient way possible.

About the Author Aileen Davis is the president of Stone Marketing Systems (SMS). SMS is dedicated exclusively to helping stone businesses increase their profits through innovative sales and marketing strategies.

To receive Davis’ free e-newsletter or schedule a complimentary 30-minute marketing tune-up session, go to www. stonemarketingsystems.com or call (888) 813-9658.

Circle RS#09 on page 49 or visit www.isfanow.org/info. ISFA Member since 2002 International Surface Fabricators Association • Vol. 8 / Issue 2 • 25

Adhesive Color Matching Issues Explained

By Jean Poisson Cartridge-based adhesives have the benefit of offering a repeatable, accurate color match to many surfaces (solid surface, quartz, natural stone, ceramic, etc.), without manually hand mixing and tinting of the adhesive, saving

on labor and waste. High-quality adhesive

companies cut and seam every sample it lists in its color charts (which could be more than thousands of samples). During this process, if a small gap is left at one end of the seam,

measurement of how the adhesive will appear can be made even in an imperfect joint. This means that even though some companies

supply more than 300 adhesive colors, very accurate results can be achieved.

As robust as the system is, there are

circumstances where the color match

or performance of the adhesive can be

compromised. Color match issues can occur

for several reasons. For example, manufactured sheet colors may drift or vary between dye

lots; also operator error, surface contamination, off-ratio dispensing, exposure to extreme

temperatures, or exposure to UV light can

occur, as well as instances of damaged or expired activator/adhesive.

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

This article will go over common color match

adhesive upright and away from direct sunlight.

always refer to a color match chart to ensure

be stored in an air-conditioned room or a fridge

issues and their likely causes. In general terms, you are using the recommended color. Check the condition of the adhesive, make sure the

work surface is clean and at room temperature, then follow the recommended steps in each of the following sections.

Problem 1: Adhesive Doesn’t Match Sheet Color

Sheet good color drift: Quality adhesive

manufacturers measure colors and record

digitally to ensure they stay the same from year to year. If a recommended adhesive does not

provide the correct match for your application, the cause is usually a color drift in the sheet

good. Sheet good suppliers use many natural minerals in their products, so it is difficult to

keep consistency over time. Many, if not most,

adhesive manufacturers endeavor to keep pace with these changes, but as many variations

are unplanned by the producer, it is not always possible. You should always feel free to send

your adhesive supplier a sample of the material to rematch if necessary.

Storage: Although unlikely depending on the supplier, it is possible for an air bubble to be

trapped in the activator or adhesive. Gases can also form in the activator if it is subjected to

high temperatures during storage or shipping.

These gases can result in off-ratio dispensing, which can affect the color of the cure. In the event that gas or an air bubble was trapped in the cartridge, upright storage will allow it

to reach the top (outlet) of the cartridge to be

eliminated during the initial purge (remember to purge with the cartridge pointing up).

For optimum shelf life and performance, store

To further extend the shelf life, the adhesive may designed for the storage of flammable products.

Activator: Activator exposed to high

temperatures during transport or storage will break down, discolor and lose strength; this will generally show up as a slow, uneven or

incomplete cure. Activator stored correctly will last for a year or more but will lose reactivity

over time (resulting in slower cure times). High temperature decomposition of the activator can also release gases into the activator component.

Air pockets may appear in the dispensed

product, and the compressibility of the gases may act like a spring compressing with each

pull of the trigger, producing fluctuations in the dispensing rate, off-ratio (uneven cure) and drooling at the tip.

If you suspect a damaged activator, contact your supplier.

Problem 2: Adhesive Is Discolored in Areas Purging: After inspecting your cartridge and

determining that it is ready for use, place it into the dispenser. Before attaching a mixing tip, it is recommended to purge a small amount

of material, to balance the two components.

While you can do so through the tip, you run

the risk of off-ratio mixing for the first portion of material and as a result you may end up with

more activator or adhesive in your mix for the

first few feet of bead you lay. This could cause product discoloration, a slower cure or even lack of curing.

Dispensing: Manual dispensing guns vary in

quality, nondrip performance and mechanical

advantage. Excessively high mechanical

rods. Damage to these parts will apply uneven

small amount of adhesive (1 tsp.) Release the

cartridge. Overpressurizing the cartridge can

off-ratio mix.

or if it continues to drool out of the outlet.

advantage dispensers may overpressurize the cause off-ratio dispensing and can lead to the material cross-contaminating at the nozzle

of the cartridge. An off-ratio mix can cause

adhesive color to shift during cure because of the presence of excess/insufficient curatives.

This effect is especially pronounced on white

pressure to the cartridge pistons producing an ■■ Check the condition of the dispenser,

paying particular attention to the ratchet mechanism.

■■ Look for broken teeth, buildup of adhesive

or play in the dispensing mechanism.

adhesive colors. To minimize off-ratio dispensing,

■■ Also look for loose, bent, misaligned or

pressure as possible to dispense the adhesive

■■ Check to see if the two piston rods are of

trigger and see if the adhesive stops flowing If drooling continues for more than a few

seconds, the adhesive dispenser’s nondrip function is not working properly.

The triggering action used with manual dispensers is an important technique to ensure an even cure.

■■ Apply smooth even strokes; maintain

use the recommended static mixer and as little

missing piston rod end discs.

at a reasonable rate. Author recommendation:

equal length.

minimum 0.050 in. of release (pullback).

twisted or has adhesive buildup that prevents

and maintain a constant forward motion of the

piston rod travel direction.

■■ Failure to prevent excessive drooling caused

Use a dispenser with a nondrip feature with a Ask your technical sales representative

for dispensers approved for use with the

adhesives and cartridges you are using. Use

of nonapproved dispensers can cause off-ratio

mixing (discoloration, uncured spots in the seam) and voids the manufacturer warranty.

Malfunctioning dispensers can cause uneven

or incomplete adhesive cure. Some dispensing

guns use plastic parts. They should be inspected for damage to the ratchet or brake mechanism

and cracks or missing teeth on the plunger push

■■ Check to see if the dispenser body is bent, the cartridge from accurately aligning to the

constant feed and pressure using the full stroke of the trigger.

■■ To minimize off-ratio dispensing, use as little pressure as possible to dispense the adhesive cartridge pistons.

■■ Test the dispenser. Before placing a

by poorly designed or defective dispensers can

the piston rods when the trigger is pulled to

leading to blocked cartridge outlets.

cartridge in the dispenser, watch the action of see if the nondrip feature retracts the piston rods between strokes.

cause uneven cure and cross-contamination

Cold Adhesive:

■■ Place a cartridge in the dispenser and

■■ Some adhesive components become thicker

both components are visible before attaching

Thickened material creates higher pressure

balance the pistons. (Purge adhesive until

the mixing tip to ensure both components are flowing.) Attach the mixing tip then purge a

at low temperatures and may not mix as well. in the cartridge and tip, which will flex the

cartridge wall and will produce an off-ratio mix.

Circle RS#10 on page 49 or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 27

Problem 3: Adhesive Full Bead Is Discolored

■■ Adhesive stored in the fridge or a cold

shop should be allowed to return to room

Surface Preparation:

temperature before use.

■■ If you rewarm adhesive, make sure the

■■ For best results, surfaces need to be dry

so may cause cross-contamination.)

(like granite, limestone and marble) need

cartridge outlet plug is in place. (Failure to do

before applying adhesive. Porous surfaces

■■ A mixing tip left on the cartridge can allow

extra attention to make sure internal moisture

activator chamber and result in a plugged

to be free of dust/dirt and degreased before

expanding adhesive to back flow into the

has been evaporated. Surfaces also need

cartridge.

applying adhesive. Solvents that evaporate

■■ Never warm adhesive or activator above 110 degrees F. The activator will be damaged.

and don’t leave a residue are best. Acetone or alcohol works well.

■■ Lamination strips and the backs of the

Cold Sheet Material: Bonding sheet goods

sheets must be clean, dry and unpolished.

that have been stored below normal room

The adhesive needs some texture to bond

temperature will cause the adhesive to cure

to the surface. The degree of preparation

slowly in the joint. Fabricating with cold sheet

required varies widely depending on the type

goods may prevent a full cure from ever

of stone and the processing it has received

developing as the monomer may evaporate

prior to the fabrication process. If the stone

before cross linking can occur. Conversely,

Also read Activator under Problem 1 and Cold Adhesive, Cold Sheet Material and Storage

under Problem 2 as a potential explanation for Full Discolored Adhesive Bead.

Conclusion The above tips and techniques should help maximize the benefits of using cartridgebased adhesive on deck seams and laminated or mitered edges. They will help achieve a seamless look with minimum labor and waste. While not everyone uses cartridgebased adhesives, with the growing number of surfacing materials compounded by the continuous increases in the number of colors of these materials, it is a method well worth examining for maintaining an efficient and smooth fabrication operation.

is rough but the surface is full of dried slurry

fabricating with hot surfaces may also cause

from the cutting process, the adhesive will be

problems with cure color and bond strength.

unable to make full contact with the surface

Uncured adhesive will rapidly deteriorate leading

resulting in a weak bond. If the surface of the

and Activator under Problem 1 as a potential

and is contaminant-free, then a cleaning with

to weak and discolored joints. Also read Storage explanation for Discolored Adhesive in areas.

stone has been calibrated, is fairly smooth acetone or alcohol is sufficient.

About the Author Jean Poisson is general manager of Integra Adhesives Inc. He can be reached via www.integra-adhesives. com; North American toll free phone: (888) 862-6665; international phone: (604) 850-1321; or by email at jean@integra-adhesives.com.

ISFA Member since 2013

Circle RS#11 on page 49 or visit www.isfanow.org/info.

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

Circle RS#12 on page 49 or visit www.isfanow.org/info.

CNC Productivity iI N THE FLURRY OF RECOVERING FROM THE DOWNTURN AND

FILLING ORDERS, some fabricators have lost focus on shop efficiency.

Today, more than ever, fabricators need to analyze their shop’s efficiency

with a few goals in mind: How can I reduce my costs, automate my processes and reduce my reliance on labor so that I can make more money?

Remarkable strides have been made to tooling, so keeping abreast of advancements can make a big difference.

Seven Ways to Help Eliminate Costly Shop Inefficiencies by Matt Zink

inexpensive process if you have CNC technology at your disposal. If you start the digital process in the field by using a digital templating system, you begin a step ahead of the game. The CAD operator may need to touch up the file,

but this is minimal time compared to the time you will spend transferring the data from the old lauan strip system to a DXF file.

Modern templating systems allow the templating team that is out in the

If you are the owner of a CNC machine, focus your time and energy on

field measuring a job to send an electronic file back to the shop for the CAD

bottleneck didn’t disappear by adding a CNC machine to it, the bottleneck

shop, your sawyer is already cutting the countertop. Now that’s efficiency! If

CNC router, your bottleneck may have moved from your sink cutout station to

your CNC machine to its maximum capacity.

reducing the bottlenecks that free it up for additional use. Your shop’s

operator to touch up. And, before the templating team even returns to the

just shifted to another area of your operations. For example, by adding your

you haven’t taken the digital templating leap, you are probably not utilizing

the sawing station.

Enhance Your Saw Station Efficiency

Here are seven tips to enhance CNC productivity:

An inefficient bridge saw station can cause your CNC machine to sit idle. If you

■■ Implement digital templating into your process ■■ Enhance your saw station efficiency ■■ Utilize your CNC software metrics/reporting features ■■ Keep informed of tooling advancements ■■ Maximize machine run time ■■ Be prepared to manage through production changes ■■ Be flexible Digital Templating In order to drive your CNC machine, you need to feed it digital files. You can continue to use the old lauan strips, haul them back to your shop (and hope that they don’t break in transit), and convert them to a digital file utilizing a digitizing board. However, that is probably not the most timely, efficient or

are utilizing a bridge saw, you are probably spending more time at the sawing station doing layout than actually cutting. There are opportunities to increase

your bridge saw’s productivity by decreasing the time spent laying out the job.

Laser layout stations can accept digital template files. The CAD operator

touches up the file and sends the nested, digital images to the laser layout station. The station reads the DXF file and projects the laser image on the

slab. The sawyer marks the edges on the slab, adjusts the gantry laser and cuts the slab. The decision process is shifted from the floor operator to the

CAD operator, which will increase your sawing station efficiency immensely!

Another option that is growing in popularity is the use of saw/waterjet or

CNC saw machine for the sawing process. The CAD programmer receives

the digital file from the digital templating system, completes the slab layout,

sends an electronic file to the customer to approve and downloads the project directly to the CNC saw/waterjet or CNC saw. The floor operator positions the

International Surface Fabricators Association • Vol. 8 / Issue 2 • 29

Table size can matter with a larger table,more pieces can be fabricated in a single set-up. stone, scans the barcode and hits the start button.

larger table size enables you to fabricate an entire

Try not to overcomplicate your CNC interface

operate. By centralizing your programming power

This can help increase efficiency and take the

job in one cycle run which allows the parts to flow

complexity out of the process.

through the shop in a group.

By transferring your shop’s flow and control to

Several software systems have a 3-D part

on manual skilled labor. You have also increased

programming errors before cutting. This quality

centralized the programming “power” to one

preview layout, cutting paths and vacuum cup

your CAD programmer, you reduce your reliance

verification software feature you can use to catch

your quality control process because you have

assurance feature allows the CAD operator to

centralized location and person.

placements. By simulating the cutting cycle,

Utilize Your CNC Machine and Software Features

If you are going to own a CNC machine, you should understand the full capability of that

machine and its software. I encourage CNC

owners to fully maximize their table coverage.

Use every possible inch of the table to place

parts for each cycle run. The more parts you can

operators will be able to see that the correct tool

paths have been selected and are programmed in the correct sequential order.

system. CNC machines can be easy to run and

to the front office CAD programmer, all information is collected and the machine is programmed before the job is sent to the shop floor for

processing. This increases the shop’s efficiencies because the floor operator is not waiting for

information that would hold up a job from being processed, such as missing sink information.

Other features that you should consider and use

where possible are shop floor bar code capabilities and touch-screen interface simplicity, both of

Take advantage of all of your tool holders. The

which also allow for more productivity and reduce

CNC will run because you are reducing the amount

Keep Informed of Tooling Advancements

more tool holders you have, the more efficient your of time the operator spends loading tools into the tool rack at the expense of cycle (spindle) time.

place, the less time you’ll spend loading and

Also, make sure you are exploiting the overhead

a difference. With a larger table, you can fabricate

push of a button, the floor operator can have the

change cycles. By reducing your setup time, you

the parts should be placed and identify the size of

unloading projects. And, table size can also make

laser projector system. Typically, with just the

multiple pieces in one setup and minimize tool

overhead laser projection system project where

are increasing your cycle (spindle) time. Also, a

the vacuum cups and their placement.

your reliance on skilled labor on the floor.

Remarkable strides have been made with regard

to tooling. Regularly meet with your tooling vendor to learn more about the new tools available on the market. Don’t try to save a few dollars on tooling.

It’s not worth the money or lost efficiency!

Also, great software tools are available to help you record how many feet each tool has run.

These systems measure the tool based on

tooling manufacturers’ recommendations, and

can automatically recalibrate them, resulting in extended tool life and excellent edge polish.

Track Machine Metrics When it comes to efficiency, it’s all about your

machines’ uptime. The advancements in metrics

software on CNC machines can help you understand uptime by highlighting the amount of time it takes to load and unload the CNC router table.

Look at all of the available metrics, make slight changes and see if your outcomes improve.

You cannot manage something if you are not measuring it!

Prepare for Production Changes Digital templating and a competent CAD operator can drastically increase the efficiency of CNC equipment.

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

Production schedules change — that’s a reality.

Prepare for these changes by completing the

CNC programming two to three days ahead of the

Now is the time to challenge yourself to do things differently.

Albert Einstein once said, “Insanity is doing the same thing over and over again and expecting different results.” The modern fabrication shop cannot afford insanity. Challenge yourself to continuously ask, “Why do we do it this way?” If you don’t ask, you may never find a better process that was waiting for you to discover all along.

Take advantage of all of your tool holders to decrease changeover times and increase cycle (spindle) time. fabrication schedule. By laying out your production schedule in advance, you are creating a backlog

of orders waiting in the pipeline. This time cushion

puts you in a proactive mode rather than a reactive mode. If a slab is broken in transit that delays a job from being completed that day, you have another job waiting in queue to be fabricated.

Many respond to this suggestion by saying,

shop has scheduled in the past, but remember the goal is to maximize the spindle uptime on your CNC machine and reduce material handling. You may spend additional time shuffling paperwork, but you’re not letting your CNC, a considerable investment, sit idle.

Be Flexible

“There is no way I can do that!” It can be done and

It’s difficult to change old habits, especially if they

country. This may be a change from the way your

different economic and fabrication environments.

is being done by many fabricators throughout the

have made you money. Today, we are working in

Time is money. If you are going to invest in CNC technology, then to do anything less than focusing your energy on fully utilizing your CNC machine is wasteful. Take advantage of every possible benefit and you’ll see a reduction in labor costs and increases in productivity and bottom-line profits.

About the Author Matt Zink has been sales consultant for Park Industries for 10 years. Having spent the last 14 years working in the stone industry, he has a multitude of knowledge and experience in the fabrication industry. Prior to joining the sales team, Zink worked in service and training applications support at Park Industries. For more information visit Park Industries online at www.parkindustries.com, email park@parkindustries. com or phone (800) 328-2309.

Circle RS#13 on page 49 or visit www.isfanow.org/info. ISFA Member since 2002 International Surface Fabricators Association • Vol. 8 / Issue 2 • 31

Simple Strategies for Improving Sales

By Kirk Heiner

Making sales shouldn’t be hard, but often it is.

When sales seems like a struggle, you’re doing something wrong! When you’re doing it right,

selling is not difficult. In fact, it’s actually easy

and can seem almost effortless. For those who

practice the real secrets of sales mastery, making the sale seems to come as a natural result.

If you are looking for breakthroughs that are monumental, not incremental, you need to

understand that making sales is simple. We make it complicated. So why do so many salespeople and companies struggle?

Selling is the convergence of a potential

customer’s problem, desires or needs, being met

by a person or business that best provides a solid solution.

In a competitive market, it’s not always the best provider that wins the sale, but often the best

presenter. You probably believe it shouldn’t be that way, but it is. Buyers can only make the

best choice based on what they hear, see and perceive.

It’s your job to bring clarity and difference to the customer’s decision-making process. Become better at presenting.

history, but can you tell me one thing about his

message and be able to articulate that to a

Sales management requires a completely different

You need to skillfully ask for the sale in a way that

football career? Probably not.

set of skills than selling. I’ve seen people go from

salesman to sales manager and back to salesman because they found it difficult to succeed as a manager, but sales came easy.

The saying “sales is a numbers game” is not

correct. In actuality, sales is math, science and skill sets.

Sales is math, but with a twist, because it involves people and their emotions, and invisible elements come in to play.

Here’s the equation: A good offering presented to enough prospects plus good sales conversations will produce high sales volumes.

If your sales numbers are off, something’s missing in the equation.

You and your entire sales staff are affected

by three factors that make or break the sale.

Your skills in these three areas will make selling effortless or burdensome.

prospect.

makes them feel safe and comfortable. Buying is an awkward dance, and you must be graceful in taking them from simply looking to buying.

Plans and Preparations: Planning is crucial to success. King Solomon is quoted in the

Bible as saying, “Any enterprise is built by wise planning …”

Plans provide focus; they provide clarity, and they give birth to strategy. Plans help you to set goals, outline activities and hit your critical numbers.

Winning comes from having a great strategy.

Sales can be down because of one of these three factors.

1. Not enough traffic 2. Not having a strong enough message 3. Having mediocre selling skills.

If your sales numbers are anemic, you need to conduct CPR — Customer Prospect

Revitalization. Often sales are down because there

Clarity Brings Prosperity

The BIG Three

I’m surprised how seldom salespeople in our

Attitude: While I don’t believe the adage “attitude

their presentation. People look for discernable

of sales results. Attitude alone can create sales

If you do have lots of shoppers and sales are low,

our belief in ourselves and our company and can

staff needs to be energized and trained.

industry make demonstrable differences during differences.

I’ve been director of sales for many companies of

all different sizes and here’s what I’ve found. Sales managers can dramatically affect sales numbers for good and for bad.

Many times a sales manager is selected because they are great at sales. How many basketball coaches do you see that are 7-ft.-tall? Vince

Lombardi was one of the winningest coaches in 32 • Vol. 8 / Issue 2 • International Surface Fabricators Association

is everything,” in selling it is a major influencer

even when skills are lacking. Our attitude affects cause us to be confident in asking for the sale.

Skill sets: Many people in sales have invested

very little time in gaining real skill sets. Skills such

as listening and communication give you an edge

over the competition. Listening provides empathy

are not enough customers coming in the door.

Part of any winning plan is generating new leads. you have an entirely different problem. Your sales

I strongly believe that salespeople should be busy all day with three main activities.

1. Meeting with prospects to convert

them into clients

and makes customers feel you understand them.

2. Serving existing clients

You must develop a clear and compelling

3. Finding new prospects

Sadly, most people do not have any written

plan whatsoever. In fact, most businesses have no sales plan at all. I don’t mean a marketing

plan. I’m talking about a simple plan that’s well thought out showing how you will make your sales goals.

Plans are purposed intention. Plans clarify your path and desired destination. Do you have

one? If you don’t, don’t panic; you’re like most

people. I’ve heard figures as low as less than 10 percent of college graduates know how to set measurable goals.

There are simple and easy-to-use, yet effective, planning strategies that can be completed in

just a few hours. You must find a system that

works for you and your team, and then develop a written sales strategy.

Sales Management Managers can actually shackle sales volumes by their actions or their inaction. Some sales

people and be able to speak well. The rest can be taught.

Remember that your salespeople are people

with needs, concerns and emotions. Their sales are determined by their skills, their attitude and their focus on right actions.

All salespeople need to sharpen their skills on

an ongoing basis. No one ever makes it to the

big leagues without massive amounts of hours of practice. Trouble is, when their practice is in front of customers, each and every time they strike out it costs you money.

Three simple concepts express this philosophy in a way that is easy to remember: Hire well, then train to sell and nurture to excel.

Remember that managers can and do have a huge effect on a salesperson’s attitude. You

can fill them with courage or doubt. I know, I’ve been on both sides of that scenario.

managers will incorporate burdensome tracking

When salespeople are burdened with anything

processes or data entry that salespeople hate.

that drags them down, sales will plummet. It’s

Often it doesn’t help the numbers.

your job to see they soar.

Others act like Doctor Evil in Austin Powers and

Whether you’re selling or managing

busy with their own workload. They may never

the day with the right attitude will affect the

a pressure cooker session asking, “Who’s got

Invisible Factors™.

just “hope everything will go to plan.” They stay

salespeople, it’s important to know that starting

hold actual sales meetings, and if they do, it’s

sales numbers. It’s what I call one of the

sales?”

The truth is, invisible elements affect the sale

Good sales management is selecting the right

more than the obvious elements. People

let them soar. They have to have the right stuff

or worried. They feel calm when talking with

staff and providing all the support needed to

to begin with, which is simply, they need to like

sense when you are uncomfortable, stressed salespeople who are confident and caring.

Emotions sell, whether it’s the positive emotions of the salesperson, or the desires of buyers.

Emotions drive every single purchase. Learn to fan the flames of the right emotions in both you, and the prospective buyer.

One simple technique that boosts the emotions of both a buyer and a salesperson is that of creating rapport. When we create a bond with someone in conversation, it makes everyone feel more at ease. The walls come down, a pleasant atmosphere arises, and sales just happen.

At the end of the day if sales are struggling, it’s a sign that something is missing. It’s time to pay attention to the numbers, but also the invisible side of the equation.

If you focus on the BIG Three, Attitude, Skill sets, and Plans and Preparations, your sales will grow. Improving these important pillars of selling will guarantee better sales results.

Invest the time and energy to grow in these areas and sales growth is a foregone conclusion.

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

ISFA Member since 2014

Circle RS#14 on page 49 or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 33

The Future of

Digital Technology

Surfacing Industry in the

By Patrick Foley

D

igital technology has already transformed the countertop industry over the last decade or so. In almost every stage of business — from template and fabrication to sales and scheduling — digital solutions have made it easier to produce quality countertops and make customers happy in an efficient way.

It’s only going to get better as fabricators continue to demand new features and solutions.

Existing vendors must continue to innovate, and new technology vendors will inevitably spring up to meet unfulfilled demand.

What can you leverage today to improve your business? What can you look forward to tomorrow? Asking these questions can help you find ways to improve. Yet there’s something to be said for the old adage, “if it ain’t broke, don’t fix it”; the only reason to adopt a new technology is to address a pain. If you like the way your business is running with lauan templates, a bridge saw, a whiteboard and paper file folders, then there probably isn’t a compelling reason to change.

But as your business grows, it will likely bump up against obstacles that technology can overcome.

At Moraware, we talk with hundreds of fabricators using a wide variety of digital (and nondigital) technology from us and other providers. We get thousands of requests for new features every year. This gives us a unique perspective to talk about technology, but we’re not fabricators.

Figure 1 – Job scheduling software, such as Moraware’s JobTracker, is an area where many fabricators are going digital in an effort to improve job efficiency.

Templating Digital templating is a diverse and competitive

market with several viable companies using at

least three different approaches: wand, photo and laser. The main digital templating vendors attend

all the industry trade shows. The simplest way to

decide on the approach you like best is to attend

a trade show and talk with the vendors (as well as other fabricators using those systems).

Typically, the digital template is opened in a tool that lets you digitally lay out the countertops

onto slabs and see the results. Then another

tool “programs” the job, telling the computer

how to move the saw to cut through the slabs.

This is another competitive market with several viable vendors around the world. In StoneTalk Episode 16, I interviewed Poseidon’s chief

engineer, Joe Alva, who talks about the history

In general, digital templating is faster and more

and the differences between manufacturers

use digital saws or CNC equipment, then digital

to ask vendors. I recommend going to trade

step in the process.

talking with your peers to learn whether digital

Another benefit of digital templating is the ease

to consider as a vendor.

accurate than making wood templates. If you also

from different countries and what questions

templates generally feed cleanly into the next

shows, speaking with various vendors and

of transfer. Digital files can be made hundreds

fabrication will improve your business and who

of miles from the shop and uploaded directly to

Because I’m not a fabricator, I can’t endorse

where work can begin immediately while the

the “digital expos” hosted by Park Industries,

ever having to return to deliver a physical template.

you’re thinking of adding more technology to

a software system or emailed back to the shop

any specific equipment … but I regularly attend

templating team moves on to its next stop without

and I can heartily endorse those events. If

What’s next for digital templating? Some vendors offer deep integration with scheduling software.

your shop, try to get invited to a digital expo.

You’ll learn a lot.

Some vendors offer digital signing. I expect more

What’s next? It’s easier to improve software

there are features in the works that I can’t imagine.

see software enhancements before hardware

best way to help you make decisions about

regarding digital templating is simplicity. They want

are providing more sophisticated management

investment in time and money.

that is on the top of the list for most, if not all, of the

more integration with software from other parts

The goal of this article is to raise awareness of

vendors will explore those features, and I’m sure

than it is to improve hardware, so expect to

we’ve observed, talking with your peers is the

But the No. 1 desire we hear from our customers

enhancements. For example, some vendors

which specific technologies are worth your

a system that’s easy to learn and use. I’m confident

dashboards. I also expect to see more and

digital templating system providers.

of the fabrication business.

for countertop fabricators — to provide another

Fabrication

Job Management/Scheduling

way to share experiences. Give it a listen on your

With digital fabrication, instead of a human

Job scheduling is what brought Moraware to the

various technologies and encourage you to talk with other fabricators about them. From what

That’s also why I host StoneTalk — the podcast

computer or phone at stonetalk.org.

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

guiding a saw or router, a computer does.

countertop industry a little over a decade ago.

making countertops (and make your quotes look better so that you win more business).

Digital quoting is relatively new, but there’s increasing attention on it because winning new business is so important. Both the aforementioned Stone Profits and ActionFlow programs also include quoting features. Some digital template products (such as those from Laser Products) include quoting functionality as well.

Figure 2 – Digital quoting systems, such as Crystallyne Enterprises QuickQuote seen here, or Moraware’s CounterGo, have become one of the fastest growing digital segments of fabrication in an effort to speed up the quoting process.

Our JobTracker software is used by hundreds of fabricators to manage

their businesses (see Figure 1). There are other vendors as well, such as Stone Profits and ActionFlow, some who have been around awhile and

Digital quoting is pretty easy to adopt because you don’t have to change your whole business … and making it easier for your salespeople to make money is typically an easy sell. If you’re quoting manually, switching to digital quoting might be the easiest change you can make to improve your business.

What’s next with digital quoting? The top request we get is integration with QuickBooks or other accounting programs (it sounds so easy, but trust me, it isn’t). We’re also seeing more requests for digital signing, whether on a tablet or by email (which to me sounds like a job for a customer portal). We see more and more customers quoting directly in customers’ homes, so why not go past digital signing and accept credit cards?

Still, the biggest “competitor” to digital job tracking is a whiteboard

We’ve also been surprised by requests we get to add production features into our quoting product. For simple projects like a vanity, some customers want the ability to output a CAD file that they can use directly to cut the project.

digital isn’t always required. One of the challenges of moving from a

Inventory

company has to be onboard. So if your current, nondigital solution is

It seems like inventory should be easy to digitize, but it’s actually a pretty complex problem because there are subtle differences in the way fabricators think about inventory. For example, handling consignment is quite different from

others that are quite new.

and paper file folders. For many companies, that’s enough — going

whiteboard and folders to a digital solution is that everybody in your working for you, there’s probably not a good reason to change.

With a good amount of assurance, I can say the top request of those

using digital job tracking systems is simplicity. They want a system to be so easy that they don’t need to read the manual.

Some more common feature requests include automated text and email reminders, a better mobile interface and integration with accounting or enterprise resource planning (ERP) systems.

An intriguing request that has been made, especially from bigger

fabricators, is to optimize the production process itself. They want

help prioritizing which jobs should go to their equipment in what order.

They also want the ability to manage how a couple of slabs turn into several countertops — with all of those tops needing to be bundled

back together to complete the job. As far as I’m aware, this is a void in the market that someone will have to fill eventually.

Similarly, I see an inevitable progression toward a customer “portal” that would let homeowners track the progress of their countertops

from sale to installation to payment to maintenance and repairs. The last time I refinanced my house, the mortgage company provided a great online experience where I could track the progress. If I were

buying countertops, I’d want the same thing. Fabricators aren’t asking for this directly yet, but eventually, their customers will. There is some

lightweight functionality like this for wholesale customers, but nothing appropriate as of yet for retail homeowners that I know of.

Quoting Most fabricators calculate pricing using a spreadsheet or their

accounting program and draw out a representation of a customer’s countertops by hand when needed. Digital quoting, however, has

become the fastest growing part of our business. The goal of a tool

like our CounterGo product or Crystallyne’s QuickQuote (see Figure 2) is to make the quoting process faster so that you can focus on

Circle RS#15 on page 49 or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 35

purchasing containers. Some fabricators don’t

care about remnants, and for others, it’s the most important part of an inventory solution. Some

fabricators only care about “operational” aspects of inventory (“Which slabs are assigned to which jobs?”) and others care more about the financial side (“What’s the dollar value of the inventory I have on hand?”). Finally, some fabricators

primarily care about the visual side of inventory, the ability to show “virtual slabs” to customers.

A tool like SlabSmith handles the visual side of

inventory. It lets you take high-quality pictures of all your slabs to share with your customers in your showroom and on your website (see

Figure 3). More and more fabricators (especially

in cold climates) are using virtual slab viewings to narrow choices before viewing actual slabs.

Figure 3 – The aspects fabricators find most important on inventory systems vary, but some systems, such as SlabSmith, handle the visual side of inventory allowing photos of actual slabs to be digitized, shown to customers and even manipulated to show seams and cutouts.

Our tool is focused on operational aspects of inventory. It’s built on top of JobTracker, so

you have to use our scheduling tool to use our

inventory tool. Stone Profits has a background with distributors and manufacturers as well as

color, size, cost, job, I.D. number, etc. and then

consumed, delete the row from the spreadsheet.

simply make a row for each slab that comes

For many, that spreadsheet approach works

Many fabricators don’t track inventory at all — if

into your shop. When the slab gets assigned to

just fine, but at a certain amount of volume, the

a job, record that in the spreadsheet and write

spreadsheet becomes crazy to manage and a

to use a spreadsheet. Make columns for type,

the job number on the slab. When the slab gets

more sophisticated solution makes more sense.

fabricators, so it has extensive inventory features. you’re one of them, then the first step is simply

ISFA Member since 1998 Circle RS#16 on page 49 or visit www.isfanow.org/info.

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

Circle RS#17 on page 49 or visit www.isfanow.org/info.

What’s next for inventory? There’s a lot of room for

com, EmergencyMaterialServices.com, and

companies to work seamlessly together. Better

to solve. Fabricators want simplicity, but they

that focus on solid surface).

more slowly than anybody wants.

Accounting

There are other technology areas where

innovation, but it’s a hard, expensive problem

also want a solution to fit their business, not the other way around.

Some fabricators want a bar code solution to make reconciliation faster and easier — we don’t provide such a solution directly, but a

couple of our partners do. Radio frequency

identification (RFID) is the next step beyond

bar coding — instead of swiping a bar code, a slab with an RFID tag attached would simply

“know where it is” at all times. An RFID solution is not cheap, but prices for the components

are becoming more affordable, so it’s possible

someone will make a compelling RFID solution for the industry.

SolidSurfaceExchange.com (the latter of the two

Most fabricators already use digital accounting — in fact, it’s one of the most important pieces of software that a fabricator uses.

The most popular accounting program is

or slabs with other fabricators, check out

one of the online remnant websites, such

fabricators are only just beginning to

explore opportunities — for example, digital

marketing. Using Facebook, Twitter, Pinterest and Houzz to gain new customers is still in the “magical” phase — listen to StoneTalk

QuickBooks, but more and more fabricators

Episode 6 to hear how Facebook helps drive

QuickBooks Online or Xero. This move to the

becomes more and more commonplace, it will

better division of labor between various users

fabricator tools.

want to move to a cloud-based offering like

K & D Countertop sales. As online marketing

cloud seems inevitable because it enables

likely be systematized and integrated into other

(owner, bookkeeper, accountant, etc.). It also makes it easier for software companies to

integrate with accounting, so we definitely

If you’ve ever wanted a way to trade remnants

integration is inevitable, although it will happen

hope the trend toward accounting in the cloud continues.

The only constant is change; as the industry changes, I’ll be talking to fabricators about these and other issues on my podcast. Be

sure to listen in at StoneTalk.org … and please contact me to be on the show if you’d like to

The Bleeding Edge

share your opinions and experiences.

copy-and-paste interface, so it’s easy

Technology always marches forward. Some

About the Author

their inventory daily so their partners and

of use make any product better, so every vendor

they have on hand. Other websites that offer

it’s hard). Similarly, customers want end-to-end

as our (free) RemnantSwap.com. It’s a

to get started. Some fabricators will list

changes are predictable — simplicity and ease

wholesale customers can easily see what

is trying to improve in that dimension (turns out

remnant exchanges are RemnantLocator.

solutions, so they want products from different

Patrick Foley is a self-described lifelong geek who’s part of the customer team for Moraware (www.moraware.com), and he also hosts StoneTalk — the podcast for countertop fabricators (www.stonetalk.org). He can be reached at patrick@moraware.com or (866) 312-9273.

Circle RS#18 on page 49 or visit www.isfanow.org/info. ISFA Member since 2005 International Surface Fabricators Association • Vol. 8 / Issue 2 • 37

Here.Now.News.

Upcoming ISFA Training & Events

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

ISFA Total Fabrication Training – Solid Surface May 19-21, 2015 Chantilly, Va.

ISFA CEO Roundtable ISFA will conduct a CEO Roundtable this June

3 to 4 at the facilities of SurfaceLink in Chantilly, Va. The ISFA CEO Roundtable is an opportunity for the executive management of our fabricator companies to share experiences, common concerns and best practices regarding the

process of running small businesses. We’d like

to conduct these as often as possible to increase the skill set of company senior management in order to ensure that ISFA member companies can perform with world-class results.

The two-day conference is designed to bring together CEOs and upper management from 12 to 15 ISFA member companies to share

training the trainer and

client, and collaborating with

individuals of diverse cultures at all professional levels.

Michael Wood

Laden with a host of professional development certifications, his specialties and core competencies include:

■■ Strategic Vision & Leadership ■■ Change Management & Team Performance ■■ Training & Leadership Development ■■ Program Development & Implementation ■■ Change Catalyst & Motivator

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

■■ Negotiations & Solutions Management

structured environment.

■■ Partnership & Alliance Cultivations

The participants discuss topics and share

■■ Analytical & Critical Thinking

experiences that matter most to them and that

are important for running successful businesses.

In addition to the general discussions, our guest

speaker/facilitator is Michael Wood of Highmark.

Wood is known not only for his business acumen, but more importantly how he relates to people on a personal level, listening and engaging with them in truly purposeful conversation.

We will certainly have a few topics to bring

to the table; however, we will look toward the participants to bring a topic as well that they

find most important to their business life. Wood will provide insight into the topics of interest for attendees as well as facilitate the thoughts and concerns our members provide us.

He has a keen sense of humor which makes

Please check out the ISFA website

influential change leader armed with a synergy

you can sign up for this event.

learning from him even easier. An accomplished, of experience and knowledge in inspirational

leadership and large-scale organizational and

operational program/project management, Wood is recognized for implementing forward-thinking solutions in business transformation, project management and human change.

A seasoned executive adept at leveraging best practices, resources and strategies,

Wood is able to deliver winning business and

improvement plans by identifying and mentoring staff to conquer road blocks, capture goals,

maximize revenues and drive operations to new destinations. He is adept at motivating teams,

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

(www.ISFAnow.org) for information on how Time is running out so be sure to join the other

registrants for this important event and discover some vital concepts and tools you can use to

make a dramatic impact on your business. When making reservations, please don’t forget your

hotel. Accommodations can be made through: Comfort Suites, Dulles Airport

13890 Metrotech Dr. Chantilly, VA 20151 (703) 263-2007

(When making your reservations, mention you are with SurfaceLink to receive their corporate rate.)

ISFA CEO Roundtable June 3-4, 2015 Chantilly, Va. ISFA Productivity Event Hosted by Indeko June 16-18, 2015 Guadalajara, Mexico ISFA Total Fabrication Training – Quartz/Stone Hosted by Alpha Tools July 27-29, 2015 Oakland, N.J. ISFA Total Fabrication Training – Commercial Solid Surface Hosted by Colt Industries Aug. 6-7, 2015 St. Louis, Mo. ISFA Total Fabrication Training – Solid Surface Sept. 15-17, 2015 Chantilly, Va. ISFA Total Fabrication Training – Quartz/Stone Hosted by Alpha Tools Oct. 5-7, 2015 Las Vegas ISFA Annual Member Meeting & Conference Sponsored by Cosentino, Integra Adhesives and Gemstone Nov. 4-6 Austin, Texas

ISFANews Recent ISFA Total Fabrication Training — Quartz/Stone Class Was a Big Hit ISFA conducted a Total Fabrication Training (TFT) for Quartz Surfacing and Natural Stone April 8

to – 10 at Alpha Professional Tools headquarters

in Oakland, N.J. The course was virtually filled to capacity that included attendees and observers

all of whom became more knowledgeable on the fundamentals for fabricating and installing these materials. In two-and-a half-days students were taught fundamental and advanced concepts in the entire fabrication and installation process.

Topics covered were safety, product knowledge, productivity concepts, templating, seaming, cutouts, bowl mounting processes, edge

treatments, basic repairs, backsplashes, finishing, quality control and inspection, installation and support systems.

ISFA would like to acknowledge and show our

appreciation for the sponsors of this program. In addition to Alpha Professional Tools for allowing use of their facility, both Cosentino and Integra

Adhesives provided materials to help make this session a success.

Attendees traveled from various locales close by and distant, with one coming all the way from

Barbados to obtain the training and knowledge he needed in order to better his business.

Attendees for the session were: ■■ Dennis & Scott Simmons (Simmons Solid

Surface LLC – Sebring, Fla.)

■■ Brandon Knapp & Tyler Sauder (Knapp Tile & Flooring – Peoria, Ill.)

■■ Kevin Lord & Dustin Boucher (Maine

Marble & Granite — Kennebunkport, Maine) ■■ Kurt Sylvester (In-counter, Inc. — St. Michaels, Barbados)

■■ Matthew Pacheco (J&M Granite Designs — Monroe, N.J.)

■■ Rob Roy (Alpha Tools — Oakland, N.J.) ■■ Paul Max LePera (Global Surfacing Alliance — East Hanover, N.J.)

As you can see, most every company brought a

second employee. This occurred for the obvious reason that two people will be able to pick up

more information that they can discuss during the session as well as afterward when they return to

their respective businesses. Of course it did help that ISFA offered a financial incentive to bring a

second employee. That incentive is 50 percent off of the training cost providing the second person is from the same company.

The Total Fabrication Training (TFT) Programs are one of ISFA’s flagship programs that are highly sought after by fabricators. This is the most

comprehensive training program available for the decorative surfaces industry and is endorsed by leading manufacturers of surfacing products.

Although most of our Quartz/Stone TFT

classes take place at Associate Member Alpha

Professional Tools facilities in either Las Vegas or

Oakland, N.J., ISFA also recognizes not everyone will be able to leave their business to attend a

TFT. Therefore we have expanded this offering

ISFA Solid Surface Fabrication Training Evolves

to include private training at local facilities for attendees. This level of training allows a fabricator to choose their shop or a facility in close proximity and receive the same level of training they would get at ISFA’s established training centers.

To register or obtain information on cost, logistics and other criteria for a TFT, please go on our website, www. isfanow.org and click on the Total Fabrication Training tile at the bottom of the home page. You can also contact the ISFA office at info@isfanow.org or call (412) 487-3207.

ISFA recognizes a lot has changed in the world

of solid surface. Specifically, the market growth

■■ What it takes to compete in commercial markets

their facility or moving to a new location, this course

has shifted from a focus in residential and evolved into a product that has gained popularity in the

■■ What special considerations to expect from various commercial sub-segments

major pieces of equipment and list of the products

is for you! If you bring an existing floor plan, list of

business toward commercial opportunities, optimize

you fabricate, you can sit with the ISFA instructor ■■ Manufacturing principles and process and create a shop layout design that’s right for you! methods to control costs and compete profitably The first session will be conducted this August 6 to ■■ How to create a functional shop layout and 7 at Colt Industries in St. Louis, Mo. process flow diagram

projects in the most profitable manner.

■■ A valuable program to target and win commercial business

commercial segments. In order to accommodate

this evolution, ISFA has created a course that will help fabricators understand how to adapt their their operations and capitalize on commercial In this course attendees will learn:

For those attendees who are currently expanding

Specific information can be found on the ISFA website, www.isfanow.org. If interested in this event or you would like to conduct an event in your area, contact the ISFA office at (412) 487-3207 or email at info@isfanow.org.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 39

ISFANews ISFA Annual Awards — Carol Wilhite Named ISFA Coordinator ISFA is pleased to announce with Quaker Oats/Gatorade. She brings a wealth Call for Nominees ISFA is calling on all members to nominate the

individuals, companies, products and projects for this year’s Annual ISFA Awards. The due date is

Sept. 18, 2015. Nominations may be submitted via

email, phone, fax or in writing by any ISFA member in good standing. Ballots will then be sent to determine the following:

■■ The Fabricator of the Year award is presented to

an individual of a fabricator member company that in the past year has best exemplified the ISFA ideals of quality, innovation, character and

exemplary service to ISFA and/or the decorative surface industry, with overall excellence.

■■ The Associate of the Year award is given to an

Associate Member company or individual that in the past year has best exemplified the role of servicing the needs of fabricator member companies, and who has best supported ISFA in all activities.

■■ The Hall of Fame award is earned by the

individual who has, in the course of his/her career, made significant contributions to the decorative surfacing industry, and has demonstrated

leadership and commitment to the ideals of ISFA. ■■ The Innovator award is for the fabricator member

firm or individual who goes outside the box and

creates a product or system that enhances the life of the decorative surface fabricator.

■■ The Envision award is given to the manufacturing

member that excels in creating something

imaginative and special for the decorative surfacing industry.

Presentation to all the winners will be made

at this year’s Annual Meeting & Conference in

Austin, Texas. We’re looking forward to finding

out all of the great things our members have been working on!

ISFA Contacts

the addition of Carol Wilhite to the staff in the position of Coordinator. She will work in various areas of the organization including membership, customer service, marketing and office management. A Pittsburgh native, Wilhite has lived in a number of places around the United States, holding such prominent positions as marketing director for Diageo/ Guinness beer, and sales and marketing roles

returning to Pittsburgh with her family, ISFA was fortunate enough to land her expertise and will put it to good use.

“Although only a few months on the job, she has already proven a valuable asset to the organization,” said Keith Haight, ISFA executive director. “We know she will add even more valuable talent to the ISFA team as she becomes more accustomed to the industry.”

ISFA Board of Directors Mell Hill President Duracite Custom Countertops 2100 Huntington Blvd.

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

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

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

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

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

Mike Langenderfer Director (and past president) The Countertop Shop 10406 Geiser Rd. Holland, OH 43528 (419) 868-9101 mike@countertopshop.net www.countertopshop.net

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

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

Executive Director Keith Haight (412) 487-3207 keith@isfanow.org

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

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

of experience and knowledge to the job. After

Coordinator Carol Wilhite (412) 487-3207 carol@isfanow.org Member Advocate Joanna Duggan Joanna.duggan25@gmail.com Volunteer Project Manager Chris Pappenfort chrispappy@hotmail.com

Mike Woods Director Creative Countertop Solutions 919 4th Ave. S. Nashville, TN 37210 (615) 915-0718 mike@tnccs.com www.creativecounter solutions.com Kate Dillenburg Director Bisley Fabrication 700 Industrial St. Gresham, WI 54128 Phone: (715) 787-4410 kbisley@bisfab.com www.bisfab.com John Hansen Associate Member Representative Kohler 3721 Armstrong Dr. Ste. 2B Bloomington, IL 61704 Phone: (920) 207-7701 John.Hansen@kohler.com www.kohler.com Jessica McNaughton Associate Member Representative CaraGreen 109A Brewer Ln. Carrboro, NC 27607 Phone: (919) 929-3009 Jessica@caragreen.com www.caragreen.com

ISFANews ISFA 2015 Annual Meeting to Include Expert Conference

Business Improvement and Networking with the Best in a Luxury Atmosphere

Andrea Chapman, president of Suitable Solutions, and Sage 100 Contractorcertified Consultant.

Ed Hill, owner of Synchronus Solutions, LLC, and co-owner of Cabinet Creations.

Here is what other fabricators are saying about these experts: “Andrea has been a key factor in the success of her business and has taken process software to a whole new level.

I have worked closely with her since the spring of 2004 and cannot imagine where I would be without her guidance and amazing software.”

G. Smith, owner of Down East Fabrications, Inc.

“Ed Hill’s methods of analysis, education, implementation and follow-through were exceptional. Working with Ed was rewarding for everyone on our team.

Together we significantly improved manufacturing flow and predictability, customer experience and ultimately the bottom line results of the business.”

D. Connor, general manager at Cumar, Inc.

The Annual Meeting is slated for Nov. 4 to 6, 2015, in the luxurious Four Seasons Hotel in downtown Austin, Texas — often referred to as the music capital of the world and known for its scenic night life and fabulous food offerings. This year, in addition to the ISFA Annual Member Meeting, you have the opportunity to increase your value by registering for the annual conference. Attendee space for the full two-day event is limited, so don’t wait!

We’re excited to have two of the greatest minds in the surfacing industry together for a day at the ISFA annual conference this year — Andrea Chapman and Ed Hill. Chapman is president of Suitable Solutions and a Sage 100 Contractor-certified Consultant. Hill is owner of Synchronous Solutions, LLC, and co-owner of Cabinet Creations. They both have firsthand experience in owning and operating countertop businesses and have proven track records of helping business owners achieve profits in their own businesses. You will have the opportunity to collaborate with them and other business owners to find new ways to build your bottom line. This is a unique opportunity for you to acquire knowledge and successful techniques that have taken years to develop.

This two-day event will provide you with an opportunity to learn and network with the greatest minds in the business, with the focus of finding the most profitable parts of your business and then learning how to capitalize on them.

With your full registration you will enjoy the following: • Two nights’ accommodations at the Four Seasons (Thursday, Nov. 4 and Friday, Nov. 5) • Kickoff Reception with food, drink and live music • A full day of discussion groups with industry experts • Vendor/Sponsor meet and greet • ISFA Annual Meeting and Lunch • Group dinner with your industry peers

Special Thanks to Our Sponsors:

Nov. 4, 2015 6 to 10 p.m. – Cocktail Reception & Live Music Catch up with some old friends and build your network on opening night. You’ll enjoy hors d’oeuvres, live music and an open bar.

Nov. 5, 2015 8 a.m. – Opening Remarks ISFA President Mell Hill will welcome attendees to the event, followed by a short presentation from the presenting sponsor of the event — Cosentino.

8:20 to 11:20 – Discussion Group 1 Expert roundtable discussions will be broken out into two groups, one headed by each expert, allowing for more intimate and direct interaction with each speaker.

11:20 a.m. to Noon – Vendor/Sponsor Meet & Greet Get a chance to visit with the various sponsors of the conference, who will have tabletop displays and opportunities to meet with individual fabricators or small groups.

Noon to 1:30 p.m. – Annual Member Meeting Luncheon (open to all ISFA Members in good standing at no cost) Yearly ISFA business will be conducted; a discussion of current and upcoming ISFA programs will be given; members will have an opportunity for Q&A with the ISFA Board of Directors; the annual ISFA awards will be presented; and the newly elected 2016 ISFA Board of Directors will be announced. This discussion will be followed immediately by a gourmet lunch.

1:30 to 4:30 p.m. – Discussion Group 2 Expert roundtable discussions will be broken out into two groups for intimate and direct interaction with each speaker. Each of these groups will once again be headed by one of the experts, allowing for each attendee to meet with the expert he or she did not meet with in the first discussion group.

4:30 to 5:15 p.m. – Vendor/Sponsor Meet & Greet Attendees will get a second chance to visit with the various sponsors of the conference at their tabletop displays for second opportunities to meet with individual fabricators or small groups.

5:15 to 5:30 p.m. – Closing Remarks A few remarks will be made by the ISFA president and/or executive director, followed by dismissal and directions to the Networking Dinner.

The cost for attending the full two-day event, which includes two nights’ accommodations in the Four Seasons Hotel, the cocktail reception on Day 1, lunch and dinner on Day 2 and all of the networking and learning sessions is $550 per person. A second ticket for someone sharing a hotel room with a full-price ticket holder (or not staying at the hotel) is $275.

There is no cost for ISFA Members in good standing to attend the Annual Member Meeting Luncheon only.

Those wishing to attend can sign up online at www.ISFAnow.org, or contact the ISFA office at (412) 487-3207

or info@isfanow.org.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 41

Specialty Surfaces Fabricators, Manufacturers and Experts

Membership Application Main: (412) 487-3207 • Fax: (412) 487-3269 • www.ISFANow.org

Renewal Instructions: To renew your membership with ISFA, simply fill out the Personal Information section, and Payment Method and that’s it! Fax it back to (412) 487-3269 and we’ll do the rest. Please allow 2-4 weeks for your membership renewal packet to be delivered.

New Member Instructions: For Surfacing Experts wanting to become a new member, please fill out the entire form. Membership in ISFA is the industry endorsement of high quality.

This endorsement cannot be purchased for the price of membership, but must be established by the company and upheld by each member of the organization.

Fax this form back to (412) 487-3269 and we’ll do the rest. Your new membership packet will be in the mail shortly. Please allow 2-4 weeks for delivery.

Personal Information Name: Title: Company: Address: City: State/Province: Zip/Postal Code: Country: Phone: Fax: By providing your fax number, you are giving ISFA permission to send you information via fax. q Check here if you do not wish to receive education event information via fax.

Email: q Check here if you do not wish to receive Product and Service information from ISFA and our industry partners via email.

I Am: q Renewing My ISFA Membership

q Applying to Become a New Member

Method of Payment q I am faxing a copy of the check along with this form. (required if paying by check) Card Type:

q Visa

q Mastercard

q American Express

q Discover

Card Number: Print Name on Card: Expiration Date: Official Signature:

If paying by check, fax copy along with this order form. You can also mail this form to: ISFA, 2400 Wildwood Road, Gibsonia, PA 15044.

New Member Information Type of Membership: (please select one) q ISFA Membership: $400 — Any Specialty Surfaces

company that has been in business at least two years and carries appropriate liability insurance.

q Subscriber Membership: $400 — Applicant companies which meet all other qualifications, but have been in business for less than two years shall be eligible for Subscriber Membership in the Association.

q Branch Membership: $200 — Branch Membership is

available to companies having more than one location.

Each location must fill out separate membership applications. Branch Membership annual dues are one-half that of the headquarters location. Each location wlll be treated as a separate member in all respects, except only headquarter locations may vote in general elections.

Code of Ethics (please sign below)

Sponsorship Information: In order to become a member of ISFA, you need to provide information regarding an ISFA member or company willing to sponsor you. If you do not know what to put in this section, just leave it blank. We will help you with this.

Sponsor Company: Contact Person: Telephone: Trade Reference: (Please provide a trade reference, generally your distributor of solid surface.)

Trade Reference: Contact Person: Telephone: Proof of Insurance: A copy of your certificate of liability insurance must be attached to or faxed with this form to process this application.

Each member of the International Surface Fabricators Association agrees to observe high standards of honesty, integrity and responsibility in the conduct of their business.

By adhering strictly to the highest quality standards of fabrication, manufacturing and installation. By promoting only those products and services that are proven quality and value. By writing contracts and warranties that are clear, honest and fair to all parties involved. By honoring all contractual obligations in a reasonably prompt manner. By quickly acting on and attempting to resolve all customer complaints, and in situations where complaints appear unreasonable and persistent, by encouraging the customer to initiate and approach third-party dispute settlement mechanisms. By being fiscally responsible and honoring all legitimate financial obligations. By maintaining all required licenses and insurances.

I,_______________________________, do hereby certify that the foregoing is true and correct to the best of my knowledge, and do agree to abide by the Code of Ethics of the International Surface Fabricators Association for as long as I hold an active membership therein.

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

Fabricator Directory Companies in blue are Certified Professionals.

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

ALABAMA

Surface One

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

ALASKA

Alaskan Counter Fitters 607 Old Steese Hwy. Ste. B PMB 354 Fairbanks, AK 99701 907-455-0247

Bicknell Inc.

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

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

Mountain Tops LTD

6605 Arctic Spur Rd. Anchorage, AK 99518 907-272-8107 www.mountaintops.net

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

Panco Inc.

PO Box 210 Talkeetna, AK 99676 907-733-6600

ARIZONA

Kitchen Bath & Beyond

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

CALIFORNIA

AZ Countertops Inc.

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

Design Fabrication Inc.

100 Bosstick Blvd.

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

Duracite

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

Finishing Touch Millwork 1280 Activity Dr. Ste. D Vista, CA 92081 858-382-9143 www.ftmillwork.com

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

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

Integra Cabinets & Millwork

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

Marble Expressions

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

Mio Metals

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

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

The Countertop Factory

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

Visalia Ceramic Tile 917 N. American St. Visalia, CA 93291 559-651-2925

CONNECTICUT

Countersync

65 Cogwheel Ln. Seymour, CT 06401 203-888-6191 www.portadoor.com

Craftmark Solid Surfaces Inc.

2014 Westside Ct. Augusta, GA 30907 706-828-7544 www.countersync.net

Porta Door Co. Inc.

2772 Simpson Circle Norcross, GA 30071 770-242-8469 craftmarkcountertops.com

DELAWARE

Troy Granite Inc.

711 Interchange Blvd.

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

Lovell Construction, Inc.

FLORIDA

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

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

Natural Stone Motif Inc.

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

Refresh Interiors Design

4641 Lown St. St. Petersburg, FL 33714 727-527-0206 www.refreshinteriorsdesign.com

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

Sterling Mfg.

Surface Crafters

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

GEORGIA

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

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

DMS

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

Atlanta Kitchen Inc.

Counter Fitters LLC

Oldcastle Surfaces Inc.

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

Stone Center

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

Top South

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

HAWAII

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

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

IDAHO

Ketchum Kustom Woodworks

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

COLORADO

AAFES Ft. Carson FMO

21880 Bradbury Rd. Grantville, GA 30220 770-253-0383

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

114 Lewis St. #3 & #4 Ketchum, ID 83340 208-726-1905 www.ketchumkustom woodworks.com

ILLINOIS

Custom Marble Inc.

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

Dirk Foster

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

Knapp Tile and Flooring

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

International Surface Fabricators Association • Vol. 8 / Issue 2 • 43

Fabricator Directory Companies in blue are Certified Professionals.

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

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

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

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

Sprovieri’s Custom Cabinets 55 Laura Dr. Addison, IL 60101 630-917-4690 www.sprovieris.com

Stalwart Systems

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

Stevens Industries Inc. 704 W. Main St. Teutopolis, IL 62427 217-897-7100 www.stevensind.com

Ultimate Stone Inc.

1445 Tonne Rd. Elk Grove Village, IL 60007 847-437-8662 www.ultimatestone.net

INDIANA

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

Bollock Industries Inc.

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

Countertop Pros

5901 S. Range Rd. North Judson, IN 46366 574-896-6013

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

Laminated Tops of Central Indiana Inc.

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

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

Michiana Laminated Products Inc.

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

IOWA

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

Granite Custom Design

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

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

Surface Solutions Inc.

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

VT Industries

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

KANSAS

Countertop Shoppe

5855 S.W. 21st St. Topeka, KS 66604 785-271-8675 www.mycountertopshoppe.com

Fisher Lumber Co., Inc. PO Box 355 Garden Plain, KS 67050 316-531-2295

Mid-America Kitchens & Baths

1105 N. Industrial Marion, KS 66861 620-382-3390 www.midamericamarble products.com

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

Parman Brothers LTD

Sterling Surfaces

Top Master Inc.

Sterling-Miller Designs Inc.

KENTUCKY

TWD Surfaces

PO Box 7 Johnson, KS 67855 620-492-6882 www.parmanbrothersltd.com 2844 Roe Ln. Kansas City, KS 66103 913-492-3030 www.top-master.com

Surfaces Unlimited Inc.

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

LOUISIANA

Dan Solid Surfaces

2020 Dallas Dr. Baton Rouge, LA 70806 225-216-3900 www.dansolidsurface.com

MAINE

Bangor Wholesale

355 Target Industrial Circle Bangor, ME 04401 207-945-5928 www.bangorwholesalelaminates.com

Maine Marble & Granite 1312 Portland Rd. Arundel, ME 04046 207-351-5733 www.thomasandlord.com

Shad’s Custom Countertops Inc.

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

MARYLAND

Carefree Kitchens Inc.

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

SolidTops LLC

76 Leominster Rd. Sterling, MA 01564 978-422-3321 www.sterlingsurfaces.com 1079 N. Montello St. Brockton, MA 02301 508-894-6999 www.sterlingmillerdesigns.com 75 Hale St. Bridgewater, MA 02324 508-279-2650 www.twdsurfaces.com

MICHIGAN Blasius Inc.

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

Innovative Surface Works

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

Marbelite Corp.

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

Marble & Granite, Inc.

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

Paxton Countertops PO Box 174 Grand Ledge, MI 48837 517-719-0146

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

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

MINNESOTA

Jack’s Custom Woodworking/ JCW Countertops

The Pinske Edge

MASSACHUSETTS

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

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

Innovative Surfaces Inc. 515 Spiral Blvd.

Hastings, MN 55033 651-437-1004

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

MISSISSIPPI

Alexander Counterwrights

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

Fabricator Directory MISSOURI

Surface Menders

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

MONTANA Jim Shreve

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

Marvic Corp.

2450 Lorio St. Union, NJ 07083 908-686-4340 www.countertopsofnj.com

Solid Surface Designs Inc. 1651 Sherman Ave. Pennsauken, NJ 08110 856-910-7720 www.ssdtops.com

Spaulding Fabricators Inc.

VanSetten Walker Construction Co. 1136 Industrial Pkwy.

Brick, NJ 08724 821 1st Ave. N.W. 732-840-4433 Great Falls, MT 59404 www.spauldingfabricators.com 406-570-5283 WoodCo LLC

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

NEBRASKA

Best Quality Countertops 4340 S. 90th St. Omaha, NE 68127 402-670-6338

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

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

NEVADA

B & C Cabinets & Millwork Inc.

5241 Metric Way Carson City, NV 89706 775-322-6000

Carpenters Int’l.

Training Fund

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

The Countertop Shop, LLC 301B Sunpac Ct. Henderson, NV 89011 702-839-2224 www.thecountertopshopllc.biz

NEW JERSEY

J. Dougherty & Son/ JDS Supply

NEW MEXICO

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

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

Jaynes Structures

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

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

Pieper Construction

2420 N. White Sands Blvd.

Alamogordo, NM 88310 575-437-2262 www.pieperconstruction.com

Rojo Enterprises LLC PO Box 429 Roswell, NM 88202 505-626-3553

NEW YORK

Busch Products Inc.

110 Baker St. Syracuse, NY 13206 315-474-8422 www.buschproducts.com

Distinctive Granite

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

337 N. Main St. Glassboro, NJ 08028 856-881-5444 www.JDSsupply.com

Evans & Paul LLC

558 Englishtown Rd. Monroe, NJ 08831 908-267-4331 www.jmgranitenj.com

Marker Systems Inc.

J&M Granite Design LLC

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

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

Unico Special Products Inc. 25 Renwick St. Newburgh, NY 12550 845-562-9255 www.unicospecialproducts.com

Wilbedone Inc.

Granex Industries

32400 Aurora Rd. Salon, OH 44139 440-248-4915 www.granexindustries.com

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

Korkan Granite

4561 Crystal Pkwy.

Kent, OH 44240 330-677-1883 www.korkangranite.com

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

L. E. Smith Co.

Carolina Counters

Laminate Shop, Inc.

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

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

PO Box 1218 Marietta, OH 45750 740-749-3536

Solid Surfaces Plus

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

The Countertop Shop LTD

Merge Design Co.

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

Premier Plus Inc.

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

10406 Geiser Rd. Holland, OH 43528 419-868-9101 www.countertopshop.net

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

Tower Industries

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

OHIO

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

OKLAHOMA

Cabinets 2 Countertops

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

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

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

1030 E. Wilson St. Bryan, OH 43506 888-537-6484 www.lesmith.com

Hoffman Fixtures Co.

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

OREGON

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

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

International Surface Fabricators Association • Vol. 8 / Issue 2 • 45

Fabricator Directory PENNSYLVANIA A.S.S.T.

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

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

Formatop Co.

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

Tom Rush

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

TENNESSEE

Blume’s Solid Surface Products Alexander Brothers 904 Freeport Rd. Tile & Marble Inc. Freeport, PA 16229 724-294-3190 www.blumes.net

Capital City Counters Inc. 760 N. Front St. P.O. Box 7616 Steelton, PA 17113 717-939-2878 www.capitalcitycounters.com

Chuck Sawyer

4802 Au Sable Dr. Gibsonia, PA 15044 724-612-9768

John Kramer’s Fabrications Inc.

PO Box 41 Bernville, PA 19506 610-488-6213 www.kramershowerbases.com

McGrory Inc.

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

Pence Countertops Inc.

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

RHODE ISLAND

New England Counter Top PO Box F Pawtucket, RI 02861 508-761-7588

SOUTH CAROLINA Solid Products

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

SOUTH DAKOTA

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

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

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

Creative Countertop Solutions Inc.

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

TEXAS

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

Classic Counter Tops

2325 Executive Dr. Garland, TX 75041 972-840-1234 www.classiccountertopsinc.com

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

Countertop Solutions LLC P.O. Box 82087 Houston, TX 77282 713-204-0080

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

Southwestern Counter Tops & Millwork 4100 Frankfort Ave. El Paso, TX 79903 915-562-1116 www.swcelpaso@elp.rr.co

W.R. Watson Inc.

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

UTAH

Alternative Surface 250 E. 400 S. Vernal, UT 84078 801-414-3512

Quality Craft Wood Works HC 60 Box 703 Rocky Ridge, UT 84645 435-623-1707

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

Utah Kitchen and Bath

BARBADOS

VIRGINIA

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

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

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

In-Counter, Inc.

CANADA

Colonial Countertops Ltd. 609 Alpha St. Victoria, BC V8Z 1B2 Canada 250-383-1926 http://colonialcountertops.com

Coni-Marble Mfg. Inc.

PO Box 40 99 Harrison St. Thorndale, ON N0M 2P0 Canada 519-461-0100

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

FloForm Countertops

2606 Jackson Hwy. Chehalisi, WA 98523 360-520-1844 www.mtrainiermarble.com

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

RD Wing

FloForm Countertops

Mt. Rainer Marble LLC

11809 N.E. 116th St. Kirkland, WA 98034 425-821-7222 www.blimages.com

Synsor Corp.

1920 Merrill Creek Pkwy.

Everett, WA 98203 425-322-9604

WISCONSIN

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

McDermott Top Shop LLC

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

Spectrum Surfaces Inc. 812 Marquis Way Green Bay, WI 54304 920-337-6575

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

Granit Design

77 Industrielle Stanstead, QC J0B 3E0 Canada 819-564-7111 www.granitdesign.com

Summum Granit Inc

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

CHINA

Zhongdi Architecture & Art Solutions Co. Ltd.

7 Qutangxia Road, Shinan District Qingdao, Shandong 266002 China 865-328-267-3659

WYOMING

FRANCE

2104 Fairgrounds Rd. Casper, WY 82604 307-265-7935 www.wyomingbuildingsupply.com

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

Wyoming Building Supply Inc.

CREA Diffusion

ITALY

Product News

Legnopan SPA (Starkryl Solid Surface)

Granquartz Adds Variety of Polishing Wheels to Lineup

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

LEBANON

GranQuartz added a variety of new polishing

1st Floor Missirian Bldg.

Beirut, Lebanon 90076 961-150-1414

Polishing Wheels (shown here); Dongsin Nautilus

Respond S.A.L.

MEXICO INDEKO

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

Victor Coronado Services

wheels. Among them are both Legend Flat Edge Inline Combo 5-in. Polishing Wheels; Abressa

Dimond Bullnose Polishing Wheels; and Diarex

ICE Combo Polishing Wheels. All of the products are designed for polishing radius and flat edges

T&D Robotics offers a patented, fully automatic

snail-lock attachment and are available in a

combination of a bridge saw, working center and

Circle RS#25 on page 49 or visit www.isfanow.org/info.

inter-flange system that automatically places and

on granite, marble and engineered stone with

countertop plant that includes an all-in-one

variety of sizes and grit sizes.

material handling. The system has an automatic

SnapPower Carries Outlet Plates wth Built-in LED Guide Lights

Boulevard Hacienda Galindo 116 Villas del meson Juriquilla, 76230 Mexico 52-4422342743

RUSSIA

AKRILIKA HOLDING Svobody St., 29 Moscow Russia 125362 +7(495)782-84-75 http://akrilika.com/en

ARTCOR

60th km. Ring Road Ste. 4A Moscow Russia +7-485-657-8578 www.artcor.ru

DECORA PRO

Turistskaya str., 23/1 St.Petersburg, Russia +7(812)922-50-70 www.decora.pro

SINGAPORE

Harvest Building Products PTE LTD 148 Tagore Ln. Singapore 656-362-2608 www.hbp.com.sg

UNITED ARAB EMIRATES Bond Interiors

P.O. 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

T&D Robotics Offers Automatic Countertop Plant

removes the suction pads, loads the cut-to-size piece and unloads the finished product. It

performs the cutting, drilling, and inside and outside edge-polishing.

Circle RS#28 on page 49 or visit www.isfanow.org/info.

Better Vacuum Cups Launches Repairable Vacuum Cups

SnapPower offers plug

plates that have built-in guide

lights that turn on in dark

environments to light up the socket

area. The outlet plates are designed to be

attractive, energy-efficient and easy to install,

while leaving both outlets open. The cover plates

have a built-in light sensor that turns the LEDS off

in the light and on in the dark. The LEDs last more than 25 years and use less than 10 cents of

energy per year, according to the company. They

have a low-profile design and are easily installed in place of most typical cover plates. They come in both duplex and décor styles in white, light

almond and ivory colors. They do not work with

Better Vacuum Cups, Inc. offers the SS200

and SS200400 vacuum cups that can be easily repaired if damaged. In situations where tools and cups collide, they can be repaired by

quickly replacing the rubber lids, which are

identical for both the top and the bottom, and

which fit perfectly without any leaks, according to the company.

Circle RS#29 on page 49 or visit www.isfanow.org/info.

GCFI outlets nor with outlets containing switches.

Bulk buying options are available for companies wishing to stock the product.

Circle RS#26 on page 49 or visit www.isfanow.org/info.

Durat Solid Surface Contains 30 Percent Recycled Content

Paneltech Announces New Colors of PaperStone

Designed in Finland and

Paneltech, maker of PaperStone solid surfaces,

worldwide, Durat has

Graphite and Sand. Made from FSC mix 90

post-industrial recycled

and phenolic resins, the new colors are

various sources. It is

very light tan, the lightest color PaperStone

Circle RS#27 on page 49 or visit www.isfanow.org/info.

Circle RS#30 on page 49 or visit www.isfanow.org/info.

manufactured

added two new PaperStone designer colors,

30 percent

percent recycled paper, and mixed melamine

content waste from

Graphite, a medium gray color; and Sand, a

available in 70 vibrant, modern colors.

now carries.

International Surface Fabricators Association • Vol. 8 / Issue 2 • 47

Product News Houzer Launches New Enamel Sink Line Houzer’s Porcela Porcelain enamel steel sinks

provide a splash of color and give the look and feel of cast iron with a sleek undermount design that’s easy to install. Their resilient 16-gauge steel core makes them a lightweight alternative to cast iron

sinks. The nonporous, high-gloss surface is double baked at 1,500° F, making it difficult to chip,

scratch or stain. The sinks come in eight colors:

White, Biscuit, Lemon, Mint (shown here), Slate,

Espresso, Navy Blue and Black. They also come in four shapes: a bar/prep sink, a single bowl, a large single bowl, and an offset single bowl.

Circle RS#31 on page 49 or visit www.isfanow.org/info.

Antolini Introduces Multicolored Quartzite Antolini unveiled Fusion WOW, a rare multicolored

quartzite. The company has the exclusive rights to this Brazilian stone, which it classifies three ways: Light, Dark and Multicolor. Each variety offers a

palette of maroons, blues, coppers, whites, grays and greens amongst Earth tones, all shifted in

gorgeous blurred patterns that defy description.

Circle RS#32 on page 49 or visit www.isfanow.org/info.

Chem-Set Releases Keep-Nut Fastening System Chemical

Concepts launched the new Keep-Nut fastening system from in-house

brand, Chem-Set, designed to

reduce the time and effort put into ensuring a

strong and reliable bond. It has the capacity to withstand up to 300 kg of pressure yet the

convenience of an easy-to-use threaded design.

Free samples are available from the company for a limited time. The fastener features quick

assembly without the need for adhesives, as well as ease of use with CNC machines and standard tools. Assembly requires no external pieces, or

any tensile force on the receiving material when

the insert isn’t being pulled out. Assembling the

fastener is literally as simple as applying pressure.

The application process involves three steps:

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

preparing the hole, ensuring the correct dimensions and installing the Keep-Nut with pressure. It is suitable for use on undermount sinks and countertops, stone surfaces and glass, ventilated facades, wall coverings, décor and interiors, furniture, and kitchen and sanitary elements. Using mechanical anchoring, it is comprised of stainless steel and comes with a set of elastic crowns and a plastic ring for housing the complete assembly.

Festool USA Launches New Edge Bander

Circle RS#33 on page 49 or visit www.isfanow.org/info.

the perfect edge on a variety of furniture designs,

MSI Introduces Seven New Quartz Colors MSI has added seven new colors to its Q quartz surfacing collection reminiscent of natural stone, marble and limestone. The new Marble Look, Carrara Grigio (pictured here), resembles Carrara marble.The Limestone Looks collection now includes Fossil Taupe, Fossil Gray and Fossil Brown, all with subtle variations in in mid-tones.

The Natural Looks collection now includes Pearl Gray, Romano White and Montclair White, all featuring high movement and veining.

Circle RS#34 on page 49 or visit www.isfanow.org/info.

ETemplate Announces ELaser Xpress 2-D/3-D Measuring System The NEW ELaser™ Xpress from ETemplate Systems is a more portable and affordable laser digital templating system. The system utilizes new X Range technology designed for superior measuring performance and includes digital leveling, built in wi-fi connectivity and live video cross-hair on the laser.

Like the Pro Series, the Xpress Series uses its award-winning Measure Manager™ Software. The 2-D version of the system can measure any 2-D plane in space, including tub surrounds, shower walls, full height splashes and wall surfaces for cladding or molding. The 3-D version can measure and model complete 3-D rooms for more complex needs, and includes file compatibility with Cabinet Vision, Cabinetware, 2020 Design and KCD, as well as DXF and DWG for Microvellum and other CAD and CAM tools.

Circle RS#35 on page 49 or visit www.isfanow.org/info.

Festool USA—the North American division of the German toolmaker—

launched the CONTURO KA 65 Edge Bander.

Suitable for any size workshop, it is engineered to

provide a single, easily portable solution for creating cabinets, casework and other workpieces. It edges

straight surfaces, curves, radii, convex and concave shapes, as well as internal corners. It is further

supported by a router-based edge-trimming system

and a wide assortment of glue and accessories. It is suitable for machining all types of wood, plastic or melamine edging and can accommodate banding

with a height of 18mm to 65mm ( 23/32 in. to 2-9/16 in.) and thickness of 0.5mm to 3.0mm (1/32 in. to ⅛ in.).

The system features a self-contained glue cartridge system and digital display, showing information such as glue level, temperature and speed.

Circle RS#36 on page 49 or visit www.isfanow.org/info.

Fishstone Carries New CSS Mix Concrete Countertop Supply by Fishstone now carries SuperSIX™, a multicomponent

proprietary blend of six different

admixtures. This unique blend makes it easy to

produce ultra high performance concrete (UHPC), according to the company. Simply add sand,

cement and fibers to Super Six, pour into the

desired mold, cover with plastic and wait for it to cure. Results will reportedly be consistently

dense, strong and flat. Super-SIX™ is suitable for

large, thin flat panels such as shower panels,

intricately detailed 3-D molds and anywhere a self-consolidating mix would work.

Circle RS#37 on page 49 or visit www.isfanow.org/info.

Diamond Tools Presents New Bridge Saw Blade Diamond Tools International, Inc. presents

the Radio Active Bridge Saw Blade, which

provides a clean and precise cut with every

pass, regardless of the environment or material

hardness, reports the company. Optimum diamond

exposure allows for cutting all materials from natural to engineered stone.

Circle RS#38 on page 49 or visit www.isfanow.org/info.

Free Product Information Form Or visit www.ISFANow.org/info to fill out our online form

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

Volume 8 / Issue 2 Get Your Free Product Information Today: For more facts on products and services, please fill out all the information below and circle the product referral numbers that are found in the magazine. Product referral numbers can be found below each advertisement. Your request will be immediately forwarded to the proper manufacturer. You can submit this form via mail, fax, email (editor@isfanow.org) or visit us online at www.ISFAnow.org/info.

Personal Information Name: Title: Company: Address: City: State/Province: Zip/Postal Code: Country: Phone: Fax: By providing your fax number, you are giving ISFA permission to send you information via fax. q Check here if you do not wish to receive education event information via fax.

Email: q Check here if you do not wish to receive Product and Service information from ISFA and our industry partners via email.

About Your Business What category best describes your business classification? q Fabricator

q Manufacturer

q Raw Materials Supplier

q Woodworker/Cabinetmaker

q Builder/Remodeler

q Architect

q Distributor/Manufacturer of Sheet/Slab q Other (please specify) ________________________

Which one category best describes your job title/function? q Owner/Partner/Corporate Management and Related Personnel q Production/Plant Management and Related Personnel q Design (includes staff designer/architect and related personnel) q Purchasing/Specifier and Related Personnel q Marketing & Sales Management and Related Personnel q Other (please specify)

Information By Category If you want more information from several advertisers in a category, circle the category number that matches up with the category below.

C01 Abrasives

C12 Sealers/Polishes

C02 Adhesives

C13 Seaming Equipment

C03 Air Quality Equipment

C14 Sinks

C04 CNC Machinery C05 Concrete Materials & Supplies C06 Hand/Power Tools C07 Laminate C08 Material Handling Equipment C09 Prefabricated Accessories C10 Quartz Surfacing C11 Saws

What surfacing materials do you work with?

____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ Free Product Information Please circle below all of the referral numbers found in the magazine, or the category numbers found on this page that you would like more information on. Your request will be immediately forwarded to the proper manufacturer.

01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48

C15 Software

49 50 51 52 53 54 55 56

C17 Stone

57 58 59 60 61 62 63 64

C19 Tooling

65 66 67 68 69 70 71 72

C21 Waterjet Equipment

73

C16 Solid Surface

C18 Templating Equipment C20 Training

C22 Other Materials

74

75

76

77

78

79

80

International Surface Fabricators Association • Vol. 8 / Issue 2 • 49

Ad Index

Classifieds Fabricators!

ISFA Fabricators, do you have

used equipment taking up space in your shop that you would like to sell? Are you looking to fill a key position in your operations?

Our readers might be interested.

Why not submit a FREE classified ad?

YOUR AD

That’s right, relevant classifieds in this publication are free to

[could be here]

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.

To place a paid classified ad, for those of you who are not fabricator members, email kevin@isfanow.org or call (815) 721-1507.

Referral # Page # 04

BACA Systems

9

12

Beckart Environmental, Inc.

28

10

Betterly Industries, Inc.

27

13

Chemical Concepts

31

03

Cosentino

7

11 CountertopResource.com

28

02 Houzer

5

20

Integra Adhesives

52

06

ISFA Annual Meeting

15

21 ISFA Membership

50

01

ITW Polymers Sealants North America

2

09

Karran USA

25

07

KRION

21

18

Laser Products

37

15

Oneida Air Systems

35

05

Park Industries

11

16

Performance Abrasives

36

14 QuartzSource

33

19

Regent Stone Products

51

17

SATA USA

36

08

Water Treatment Solutions

22

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

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

(412) 487-3207 www.ISFAnow.org

Circle RS#21 on page 49 or visit www.isfanow.org/info.

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

Circle RS#19 on page 49 or visit www.isfanow.org/info.

Circle RS#20 on page 49 or visit www.isfanow.org/info.

ISFA Member since 2003