ISFA's Countertops & Architectural Surfaces Vol. 12, Issue 2- Q2 2019

Adhesives & Seaming Equipment Spotlight Page 20 ISFA Fabricator Profile: L.E. Smith Page 24 Eight Essentials of Successful Sales Page 28 Successful Generational Business Transitioning Page 32

CREDITS

Letters to the Editor

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

Please send letters to editor@isfanow.org or to Letters, ISFA, PO Box 627, Ingomar, PA 15127, attention: Editor. Include a telephone number and address (preferably an email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to editor@isfanow.org or mail to ISFA, PO Box 627, Ingomar, PA 15127, attention: Editor.

Contacting ISFA

Phone: (888) 599-ISFA editor@isfanow.org www.isfanow.org

About This Magazine

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

Special rates and charges apply for orders outside of the United States. Call for details. To subscribe, call (888) 599-ISFA. Printed in the United States of America. Copyright © International Surface Fabricators Association 2019. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without the publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs.

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

Postmaster: Send address changes to LSC Communications, Care of Countertops & Architectural Surfaces magazine, 121 Matthews Drive, Senatobia, MS 38668.

Photography

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

Photography/graphics provided by: Aristech/Avonite Surfaces, Kathleen Gramzay, Kirk Heiner, Albrecht Holländer and L.E. Smith.

Magazine Credits

Publisher & Editor: Kevin Cole

Proofreader: Nancy Mueller-Truax

Design: V2 Marketing Communications

ISFA Officers of the Board

Augie Chavez, President

Kate Dillenburg, Immediate Past President and Secretary

Paul “Max” Le Pera, Vice President

Mike Langenderfer, Treasurer

ISFA Directors

Adam Albee, Director

Matt Kraft, Director

Steve Mast, Director

Austin Maxwell, Director

Kelly Montana, Director

Steve Stoddard, Director

Eric Tryon, Director

Jim Callaghan, Associate Member Representative

Joe Connolly, Associate Member Representative

ISFA Staff

Amy Miller, Executive Director

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

Carol Wilhite, Operations Manager

Paul Wisnefski, Account Representative

Amy Kyriazis, Program Manager

Chris Pappenfort, Trainer

Fred Hueston, Trainer

Cover Photo

This stunning reception desk at the Tourist Information Office in Freiberg, Germany, is fabricated from Avonite Surfaces® Polaris 8256, one of more than 50 standard colors from their product offering. Avonite Surfaces® recently launched its 2019 New Colors. Read more about them on page 44 or online at https:// aristechsurfaces.com.

Photo Credit: Albrecht Holländer.

From the Editor

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

Protecting Your No. 1 Asset

I have literally talked with and interviewed hundreds if not thousands of fabricators, and a very large number of them, particularly the most successful, have told me that their workers are their No. 1 resource.

These cream-of-the-crop businesses understand that investing in their teams and keeping seasoned, knowledgeable staff around makes their businesses more successful and prosperous.

We have all heard and witnessed the growing shortfall in labor and the experts’ prediction of the continuation of this trend. There are many factors, with two major ones being an aging population that is moving out of the workforce and the push for our youth to avoid the trades in favor of what, perhaps erroneously, are considered to be “better” jobs that carry a somewhat arbitrary societal status.

That compounds the need for finding and retaining good workers, making it even more important.

Not only is it key to offer compensation that keeps them feeling valued (and compensation does not always equate to more money, although that is certainly a part of it), but it also means they must work in an environment in which they feel they are valued.

An opportunity for growth and upward movement can be a significant part of keeping your workforce happy, as can offering chances to learn new skill sets and receive additional training.

But all this aside, one critical component to keeping your best people on your team is keeping them safe.

Over the past few years, there has been a debate in the industry about the changes to the silica regulations. Many have argued that the changes were unnecessary and costly because of the additional testing and medical components involved. And in truth, many if not most hard surfacing shops already have numerous methods and equipment in place to deal with the problem. I have yet to visit a stone/ quartz fabrication shop that doesn’t cut wet, have extraction systems and use some sort of filtration to limit dust. That is a great thing. However, as sad as it is, there have recently been several cases of silicosis discovered in the past year in both Texas and California that proves that not every shop is as conscious and worried about keeping happy and healthy employees.

Safety is a paramount, yet often undervalued, part of long-term workforce development.

According to OSHA, on average more than 5,000 people per year are killed on the job (and this doesn’t include things like the long-term effects of silica dust buildup in workers lungs). That averages out to around 99 workers a week or 14 a day that don’t make it home to their families. That’s just on-the-job deaths. When you look at overall injuries, the number in the United States jumps to 2.8 million — and those are just the ones reported by employers.

No one wants to live with injured, or God forbid, deceased workers on their conscience because proper precautions weren’t taken.

And with the graduation season upon us, there will be younger, more inexperienced workers entering the workforce in the coming months.

This may help you to fill key labor positions, or even skilled labor jobs if they are graduating from trade or vocational schools. But, these greenhorns are least likely to understand the dangers they could face every day in a shop environment and require extra care to protect. Some of these entrants to your business may very well be the long-term future of it if you can retain them.

So while you are looking to hire new workers and retain your staff in this competitive work environment, make sure you aren’t overlooking your safety procedures as a component of developing and keeping a happy and healthy workforce. And keep in mind that regulating authorities are going to be specifically looking for proper enforcement of the updated silica laws.

Here’s one more valuable thing to consider. If you think you are saving money by cutting corners, various studies have shown that $4 to $6 are saved for every $1 spent on preventive safety measures. So not only is it the right thing to do morally and legally, but also financially.

Why would any logical business owner or manager ever choose any other route?

As always, I look forward to your feedback.

Sincerely,

Kevin Cole, Publisher & Editor kevin@isfanow.org

Special SectionCALENDAR OF EVENTS

ISFA Gen 2 Event

Sponsored by Cosentino, GranQuartz and Moraware

June 4 – 6

Detroit, Mich. (888) 599-ISFA info@isfanow.org www.isfanow.org

AIA National Convention and Design Expo

June 6 – 8

Las Vegas, Nev. (800) 343-4146

Natural Stone Institute Study Tour

June 11 – 12 Austin, Texas (440) 250-9222

Natural Stone Institute Summit

June 13

Valley View, Ohio (440) 250-9222

CMA Regional Event June 13 – 14 Georgetown, Mass. (616) 930-4610

CCI Ultimate Concrete Countertop Training

June 17 – 20 Raleigh, N.C. (919) 275-2121

Stone + tec

June 17 – 20 Nuremburg, Germany +49 9 11 86 06-49 96 Park Industries Digital Stoneworking Expo

June 20 Chicago, Ill. (800) 328-2309

Natural Stone Institute Summit

July 11

Overland, Mo. (440) 250-9222

AWFS

July 17 – 20

Las Vegas, Nev. (800) 946-2937

Natural Stone Institute Summit

July 25

Norfolk, Va. (440) 250-9222

ISFA Solid Surface Industry Roundtable Sponsored by Wilsonart Hosted by A.S.S.T.

Aug. 13 – 15

Gettysburg, Pa. 888-599-ISFA www.isfanow.org

Natural Stone Institute Study Tour

Aug. 18 – 22

Knoxville, Tenn. (440) 250-9222

ISFA Industry Roundtable Sponsored by Crossville, Daltile, GranQuartz and Moraware Hosted by Precision Countertops

Sept. 17 – 19

Portland, Ore. (888) 599-ISFA info@isfanow.org www.isfanow.org

2019 Healthcare Facilities Symposium & Expo

Sept. 17 – 19

Boston, Mass. (603) 471-0877

Natural Stone Institute Summit

Sept. 19

Royal Oak, Mich. (440) 250-9222

Regent Stone Quartz/Granite Countertop Fabrication Course Sponsored by ISFA

Sept. 24 – 25

Virginia Beach, Va. (866) 233-4877

Regent Stone Quartz/Granite Surface Repair Course Sponsored by ISFA

Sept. 26 – 27

Virginia Beach, Va. (866) 233-4877

Marmomacc Sept. 25 – 28

Verona, Italy +045 829 8111

ISFA Solid Surface Training Sponsored by Regent Stone

Hosted by GECKO SSS October

San Antonio, Texas (888) 599-ISFA www.isfanow.org

Canada Woodworking West Oct. 2 – 3 Abbotsford, BC Canada (614) 850-1533

Natural Stone Institute Summit Oct. 10

Tampa, Fla. (440) 250-9222

CCI Ultimate Concrete Countertop Training Oct. 14 – 18

Raleigh, N.C. (919) 275-2121

ISFA 2019 Annual Conference Sponsored by GranQuartz, Crossville, Integra Adhesives, BACA Systems, Cosentino, Infinity Surfaces and Park Industries Oct. 20 – 23 Scottsdale, Ariz. (888) 599-ISFA info@isfanow.org www.isfanow.org

mDesign Live Oct. 28 – 29

Grand Rapids, Mich. (404) 693-8333

Natural Stone Institute Summit Nov. 7

Seattle, Wash. (440) 250-9222

CCI GFRC Training Nov. 7 – 8 Raleigh, N.C. (919) 275-2121

ISFA Industry Roundtable Sponsored by MSI and Park Industries Nov. 12 – 14 Tampa, Fla. 888-599-ISFA www.isfanow.org

NBMDA Annual Convention Nov. 12 – 15

New Orleans, La. (888) 747-7862

Greenbuild Nov. 20 – 22

Atlanta, Ga. (972) 536-6367

Regent Stone Quartz Granite Countertop Fabrication Course Sponsored by ISFA Dec. 3 – 4

Virginia Beach, Va. (866) 233-4877

ISFA Industry Roundtable Sponsored by CMS North America Hosted by INDEKO Dec. 3 – 5

Guadalajara, Mexico (888) 599-ISFA info@isfanow.org www.isfanow.org

Regent Stone Quartz Granite Repair Course Sponsored by ISFA Dec. 5 – 6

Virginia Beach, Va. (866) 233-4877

NAHB International Builder Show Jan. 21 – 23, 2020

Las Vegas, Nev. (202) 266- 8109

KBIS 2020 Jan. 21-23, 2020

Las Vegas, Nev. (877) 267- 4662

TISE 2020 Jan. 28 – 30, 2020 Las Vegas, Nev. (866) 860-1975

FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR

Education Connection

Innovation and the Rising Tide of Healthcare Costs

By Kathleen Gramzay, BCTMB

Innovation is a primary engine for business success. Developing smarter, more efficient ways to deliver better products or services takes engaged, talented people working together. Attracting and retaining them requires an innovative approach to provide benefits that are relevant to today’s workforce, contribute to culture and are cost-effective for the business long term.

That is quite a challenge as healthcare costs continue to soar and national healthcare policy is in flux. According to the Centers for Medicaid and Medicare Services, the United States spent $3.4 trillion in 2016, 19 percent of which was borne by business. Driven by inflation, costs of medical products/services, and an aging population, that figure is projected to accelerate from 4.6 to 5.6 percent per year to $5.5 trillion by 2025. Prescription drug spending at 6.4 percent per year is projected to grow faster than health spending overall AND faster than the growth of the economy.

So what can business do to stem the tide?

“If you want to do something new, you have to stop doing something old.” – Peter F. Drucker.

Innovation applies not only to new processes and systems but to new ways of thinking that benefit both the culture of a business and its bottom line. The health of a business is intrinsically tied to the whole-person health of each of its members.

The trillion dollar model has been built on treating disease rather than supporting health, a fee for service model, and business in a parental role providing coverage with little employee participation.

The Shifting Tide

In recent years, companies have sought to engage employee self-responsibility by increasing employee financial contribution through higher deductibles and co-pays, getting an unintended result of less preventive care and greater use of

the emergency room as a doctor’s office visit. New levels of benefit and culture innovation are being seen in a more collaborative model.

Savvy businesses are making it easier for employees to take more self-responsibility by providing education, programs and services that promote and enhance health in an environment that supports them to be used. A wellnessconscious culture supports greater employee commitment to individual well-being and greater awareness of the value being provided when the relationship is communicated and perceived as a team partnership.

Nutrition, exercise and even meditation programs, medical teleservices, facility-shared or on-site clinics with same day appointments are some examples of recent innovations that support smart health choices. Self-funding provides greater control and realized savings benefits from those programs for companies able to do so. These new solutions are helping to incrementally push the needle forward.

However, if we are to truly stem the ever-rising cost of healthcare and move toward more sustainable vibrant health, the next category where innovation is critical is musculoskeletal disorders (“MSDs”).

One in two — or 126.6 million — adults are affected by MSDs, according to the U. S. Bone and Joint Initiative: The Burden of Musculoskeletal Diseases in the United States (BMUS), Third Edition, 2014. Rosemont, IL. (www.boneandjointburden.org). That’s twice the rate of those with chronic heart and lung conditions, and seven times the 18.8 million diagnosed with diabetes.

Consider the Impact of Musculoskeletal Injuries:

■ 77 percent (65.8 million) — Leading cause of all injury-related healthcare visits

■ $176.9 billion — Annual cost of treatment (2011)

■ 397 million — Number of prescriptions filled for MSDs (2011)

■ 70 percent (216.5 million days) — Self-reported lost work days due to MSDs

■ 30 percent (284,000) of work-related injuries due to MSDs with an average of 11 lost work days

In addressing the challenge of musculoskeletal disorders, an aging population, and an opioid addiction crisis estimated at $500 billion (2017), it makes sense to include a holistic, nondrug, self-care approach. Just as cardiovascular, respiratory and diabetic conditions are improved by focusing on nutrition and exercise, so too can many chronic musculoskeletal pain and mobility conditions be alleviated.

Empowering individuals with the knowledge to partner with the body/mind gives them the ability to release chronic pain and tension at the moment as well as release long-held chronic tension patterns to prevent injury and help prevent them from reoccurring. It also makes them better partners in their own healthcare. They know what they can do on their own and when they need to see a professional. The innovative shift is one from old-model conditioning that relief comes from outside the body (drugs or office visits) to one of working with the body and tapping into its built-in pain relief and self-healing system.

As business continues to innovate and integrate a more holistic model of health, culture, individual responsibility and team partnership, we expand our ability to more healthfully serve our clients and our society as a whole.

About the Author

Kathleen Gramzay, BCTMB, is a Speaker, Wellness Educator, and the Developer of Kinessage® Self Care. Through live and virtual training, Kinessage LLC serves wellness conscious businesses and individuals to live more productive, joyful lives. To find out more visit www kathleengramzay.com.

In the Industry

GRANITH Launches Its New Website

Under the slogan “Selective Natural Stone,” GRANITH® launched a new website capturing the natural essence of the different natural stone models. The site shows real projects only, the most inspirational ones showcasing exotic stones. It’s a space where the latest trends in natural stone are released, as well as their outstanding technical characteristics.

Urban Bonfire and Dekton by Cosentino Announce New North American Partnership

Dekton® by Cosentino and outdoor kitchen design and manufacturer, Urban Bonfire, have formed a partnership. Conceptualized to inspire, as well as streamline the purchasing and implementation process, the alliance will unite Dekton with Urban Bonfire’s 60+ dealer partner showrooms across the United States and Canada. With more than 95 percent of Urban Bonfire kitchens purchased, also specified with Dekton countertops, the alliance felt like a natural fit. Throughout the course of 2019, Urban Bonfire dealer partner showrooms will be updated with interactive outdoor kitchen displays showcasing the latest from Dekton, as well as sample towers, so visitors can see its beauty and durability firsthand. Trade shows will also serve as key touch points, highlighting the brands’ synergies of materials, colors and aesthetics for outdoor living and entertainment spaces.

LPI Partners with Derusha Supply in Eastern Canada

LPI announced a new partnership with Quebec, Canada-based Derusha Supply to strengthen its presence within the stone industry across eastern Canada. A leader in equipment and supplies for the stone industry in North America, Derusha Supply will be the exclusive

Caesarstone Makes Appointments to Leadership Team, Announces Workforce Cuts

Caesarstone appointed Rinat Efrima as the new global chief marketing officer (CMO) and managing director for Israel, and Suzie Roth as the new chief information officer (CIO).

Efrima has 20 years of leadership, operational and marketing experience with global standards in delivering strategy, innovation best-in-class brand activation and digital acceleration. She moves to Caesarstone from Kimberly-Clark Corp. She is responsible for building and implementing a long-term business and marketing strategy, as well as managing the company’s business in Israel. Roth has more than two decades of experience in IT in global companies such as Intel, Kodak, and Amdocs. She will oversee

distributor of the LT-2D3D Laser Templator digital templating system, as well as the award-winning ClearCut Optical CNC Tool Measuring System, for Manitoba, Ontario, Quebec and the Maritime Provinces (New Brunswick, Nova Scotia, Prince Edward Island and New Foundland/Labrador).

New North American COO Named for Biesse, Intermac and Diamut

Biesse Group promoted Niki KaltsounisKampiziones to chief operating officer for Biesse and Intermac in North America. Kampiziones, currently in her 24th year with Biesse, played a key role in the growth and strategic decisions for the company during her tenure as executive vice president of operations and previously as chief financial officer. In her new role, Kampiziones will oversee the daily operations of Biesse and Intermac in North America, continuing to be responsible for strategically directing and managing innovation and excellence within the organization.

the company’s ongoing digital transformation, including retail and sales technologies, information security, global infrastructure, legacy systems and new additions.

While these two hires in upper management are taking place, the company also said it will cut its global employment by 7 percent, halving its production in its Georgia plants, but increasing its U.S. sales team. The changes came at the same time the company announced a net loss of more than $400,000 in revenues in Q1. Yuval Dagim, the company’s CEO, said it would cut around 110 employees, with most of them coming in the U.S. operations via a shutdown of one of the two Georgia production lines.

BLANCO Partners with DIFFA for a Sixth Year

BLANCO joined Design Industries Foundation Fighting AIDS (DIFFA) for a sixth year as a Specify with Care® partner. Each time BLANCO’S new QUATRUS® R15 ERGON Apron Super Sink is specified, BLANCO will make a donation to DIFFA.

LE Surfaces Forms LE Mexico

LE Surfaces has formed LE Mexico, which will further expand the footprint of LE Surfaces worldwide. LE Mexico will be a quartz manufacturing facility that specializes in basic monochromatic colors and nondirectional veined colors. The plant will be located within close proximity to a key logistical hub in central Mexico. LE Mexico will be a partnership between LE Surfaces, US Surfaces and an experienced manufacturing operator in Guadalajara. LE Mexico will seek investment support from a limited number of large quartz customers who will gain preferential access to the capacity of LE Mexico. Plant production is scheduled to commence in 1Q 2020.

In the Industry

ETemplate Systems Names Regional Manager

ETemplate

Systems named Dave Melnick as Regional Sales Manager West Region and Canada. As a pioneer of digital field measuring and a large player in the marketplace, ETemplate’s goal is to continue development and improvement of its existing products while exploring emerging technologies and software solutions.

Formica Launches New Website

Formica announced the launch of its redesigned website, which took several months to complete. The website redesign features a cleaner and more contemporary look, and it provides product sorting functionality with the option to filter by color, material, style or product line. Additionally, enhancements to the sample ordering process and where to buy searches help to quickly find the surfacing materials needed to complete a project.

ATI Decorative Laminates Appoints Midwest Regional Sales Manager

ATI Decorative Laminates named John May as its new Midwest Regional Sales Manager. In this role, he provides industry insight to upper management, leads the performance improvement of existing distribution channels and spearheads growth in the region. May provides service to new and existing customers in North Dakota, South Dakota, Minnesota, Wisconsin, Illinois, Nebraska, Indiana, Michigan, Missouri, Iowa and Kansas. He is from Indianapolis and comes to ATI with 25 years of experience working in various marketing and sales management positions. He has worked for Firestone Building Products, Deflecto Corp. and Porter-Cable/ Stanley Black & Decker and holds degrees from the University of Indianapolis and the University of Tennessee.

Diamut America Stone Division Hires Southeast Area Product Manager

Diamond tool manufacturer Diamut appointed Ronnie Benton as Southeast Area Product Manager serving the states of Georgia, Alabama, South Carolina and Florida. After more than 30 years of advising and collaborating with customers who work with stone, Benton is bringing his talents, experience and stone industry expertise to the company. The news that Benton joined the Diamut team comes after the company announced a $3 million expansion at the Biesse Group Campus in Charlotte, starting with the new tool redressing facility that began operation last fall. Benton is responsible for developing sales strategies, working with distributors, assisting with direct sales, and sharing his expertise in finding and selling tools.

NBMDA Opens 2019 Financial Benchmarking Survey

The North American Building Material Distribution Association (NBMDA) opened its 2019 NBMDA Financial Benchmarking Survey, conducted in partnership with Mackay Research Group. The report is designed to optimize distributor performance in an environment of relentless pressure on profit margins. Distributor participants in the program receive a side-by-side analysis of their performance metrics next to industry averages, allowing for easy identification of areas for improvement and a better understanding of “best practices” of distribution companies.

Artisan Group Partners with The Home Trust International

Artisan Group and The Home Trust International partnered to promote luxury countertops to affluent consumers and design professionals. This collaboration is designed to simplify homeowners’ searches for quality design services and products. Member brands are carefully vetted to help ensure the best experience in buying, building, renovating and shopping for a home. The Home Trust

International works to provide the very best for the home, across all categories, from large pieces of fine art or furniture to the smallest handmade object or detail. Available exclusively to firms that serve upscale homeowners, the partnership is a perfect match for Artisan Group, an elite network of independent countertop fabrication professionals, who pride themselves on their craftsmanship and customer service, stated a press release from the organizations. The extensive network of Artisan Group members allows the organization to offer high-quality stone surfaces, imported from sources around the globe that are custom fabricated using advanced automated equipment. The Home Trust International is a by-invitation only organization, and is recognized as the luxury standard for estate homes.

Newly Created USA Millwork Seeks Expansion and More Employees

USA Millwork is a new national supplier of custom architectural millwork and commercial casework. The newly formed conglomerate provides planning-to-completion services for complex, large-scale projects across the country that includes Architectural Woodwork Institute (AWI) certified millwork. It combines the expertise and industry knowledge of four regional leaders, including Cabinets by Design in Atlanta, O’Keefe Inc. in Minneapolis, Freelance Millwork in Denver and IBS Millwork in Washington, D.C. into a single national group. To serve its expanding customer base, USA Millwork, which has more than 350 employees, is looking to add more project managers, engineers and skilled craftsmen. The company currently has more than 30 openings around the country. On top of expanding its workforce, the creation of USA Millwork also shares best practices and resources between each brand that is designed to help customers simplify the project management process for national and regional commercial turnkey projects. The areas of focus include corporate, academic, hospitality, entertainment, healthcare, retail, and multifamily projects. USA Millwork has created custom design work for companies such as Google, Coors Field, Kaiser Permanente, British Petroleum, Georgetown University, International Monetary Fund, Amazon, Cinemark and Ritz-Carlton.

In the Industry

Additional Antidumping and Countervailing Petitions Filed, Tariffs Increased

As the industry awaits a final decision on the Chinese quartz antidumping and countervailing duties, prompted by petitions filed by Cambria, President Trump’s tariffs on Chinese quartz, stone and some stoneworking equipment have increased from 10 to 25 percent. Additionally, new antidumping and countervailing duties petitions have been filed by Cambria against quartz being imported from both Turkey and India. Plus, recently several of the largest U.S. ceramic tile manufacturers filed antidumping and countervailing duty petitions with the federal government regarding Chinese ceramic tile.

First, regarding the ongoing debate on antidumping and countervailing duties, the final ruling will be out soon, according to the USITC. There are manufacturers, importers and fabricators on both sides of the debate, and the outcomes will certainly have some effect on the industry. If the preliminary decisions are upheld, Chinese quartz imports will have additional fees placed on them by the U.S. government up to more than 300 percent in addition to the 25 percent tariffs. The countervailing and antidumping fees could be retroactive dating back more than half a year. The decision was pushed back because of clarifications to the petition related to replacing crushed quartz with crushed glass.

According to a release from Cambria, “Though imports from India and Turkey has [sic] risen steadily since 2016, Indian and Turkish producers swiftly took advantage of quartz importer/ resellers’ desire for cheaply priced quartz after preliminary duties were imposed on unfairly traded imports from China. Imports of quartz surface products from Turkey and India increased from 6.1 million sq. ft. in 2016 to 14.7 million sq. ft. in 2018 — an increase of 141 percent. The bulk of the increase of subject imports from India took place between 2017 to 2018, when they rose 116 percent from 5.2 million sq. ft. to 11.2 million sq. ft. Similarly, from 2017 to 2018, imports of quartz surface products from Turkey increased by over 78 percent.”

The petitions allege that Indian and Turkish producers benefit from numerous subsidy programs provided by the Indian and Turkish Governments, including grants, loans, tax breaks, and the provision of land, electricity and raw material inputs at below market prices. They will be investigated by the U.S. Department of Commerce and the U.S. International Trade Commission. If both agencies make affirmative determinations, preliminary relief from Indian and Turkish imports could be imposed in October 2019, with final duties imposed in June 2020.

Turkey’s eligibility in the petition is in question, as its share of U.S. quartz imports were slightly less than the 3 percent required under current

tariff rules. In anticipation of this issue, Cambria’s release stated, “the rate which Turkish imports have quickly increased and penetrated the U.S. market [and] will imminently exceed 3 percent of all imports of quartz-surface products.”

The petition drew notices to appear from the Directorate General for Exports for the Republic of Turkey’s Ministry of Trade; the Federation of the Indian Quartz Industry, a group of Indian manufacturers; Indian quartz manufacturer Tab Indian Granites Pvt. Ltd.; COANTE, a Turkish quartz manufacturer; and several U.S. quartz importers and manufacturers, including Arizona Tile, Bedrock Quartz, Cosmos Marble and Granite, LG Hausys, MSI, OHM International, and Universal Granite and Marble. Additionally, dozens of American quartz fabricators representing workers throughout the U.S., gathered at the USITC in May to speak out against the anti-dumping and countervailing duties. The American Quartz Worker Coalition said duties would have negative impact on American quartz workers, reducing supply, increasing prices for U.S. consumers and threatening tens of thousands of jobs.

Expanding the list of potential Chinese products facing antidumping and countervailing duties, on April 11 several large U.S. ceramic tile companies filed petitions. Eric Astrachan, executive director of the Tile Council of North America (TCNA), issued the following statement in response to the filing by domestic tile manufacturers of a petition with the federal government, seeking tariff relief

In the Industry

Coverings Announces 2019 CID Award Winners and Rock Stars

Coverings trade show/expo announced the 10 projects that received the Coverings Installation & Design (CID) Awards, as well as its 2019 Rock Stars. The CID Awards celebrate outstanding achievements in the design and installation of tile and stone in both residential and commercial projects. Projects were evaluated on their execution, original usage and overall design and purpose by a panel of industry experts, prominent editors and designers. Grand prize winners were awarded $3,000, while eight category winners received a $2,000 prize. The 2019 CID winners are as follows:

Design - Grand Prize Project: The Delson, Designer: Amie Gross Architects, Location: Jamaica, Queens, N.Y.; Residential Stone Design Project: Annex House, Designer: Dubbeldam Architecture + Design, Location: Toronto; Commercial Stone Design Project: Chicago Showroom, Designer: Materials Marketing, Location: Chicago; Residential Tile Design – Budget Above 15K Project: California Beach Residence – Casa de Sueños, Designer: Native Tile and Ceramics, Location: La Jolla, Calif.; Residential Tile Design – Budget Below 15K Project: Through House, Designer: Dubbeldam Architecture + Design, Location: Toronto; Commercial Tile Design Project: United Polaris, Designer: Fiandre, Location: Newark, N.J. and San Francisco.

Installation – Grand Prize Project: The Delson, Designer: Amie Gross Architects, Location: Jamaica, Queens, N.Y.; Commercial Tile Installation Project: Columbia Hotel, Installer: David Allen Co.,

Location: Washington, D.C.; Commercial Stone Installation Project: Concord Plaza, Installer: Pennacchio Tile, Inc., Location: Concord, Calif.; Residential Stone Installation Project: L.A. Residence, Installer: Carnevale & Lohr, Inc., Location: Los Angeles.

The Coverings Rock Stars - an emerging leaders program - honors the best and brightest young talent in the tile and stone industry. The awards continue Coverings’ mission to support industry growth by recognizing young talent and fostering new opportunities. Representing varying industry professions, the 12 2019 Rock Star honorees are: Kayte Becker, Paris Ceramics, Midwest architectural sales manager, Chicago; Joe Bellew, Bellew Tile, owner/general manager, Rockland, Mass.; Ashley Donaldson, Florida Tile, director of customer care, Lexington, Ky.; Chris Fischer, Garden State Tile, product team manager, Wall Township, N.J.; Kirsten Gable, Anthony Wilder Design Build, kitchen and bath designer, Cabin John, Md.; Jacob Harris, Coastal Custom Tile & Design, LLC, owner, Swansboro, N.C.; Ashley Hertz, Onyx Tile Studio, owner and curator, Bozeman, Mont.; Stephanie Jackson, Apex Stone, director of sales, Sealy, Texas; David Mastrangelo, The Tile Studio, Inc., operations manager, Doylestown, Pa.; Lisa O’Donnell, Architectural Ceramics, regional sales manager, Middletown, Md.; Paige Pomerene, P2 Customs, owner, Herndon, Va.; and Nick Teefy, Counter Reactions, president, Lindsey, Ont., Canada

from dumped and subsidized imports of tile from China: “America’s tile manufacturers are happy to compete against fairly traded imports. We have been hammered, though, by a flood of unfairly traded imports from China. Chinese tile producers benefit from extensive government subsidies and dump their tile into the United States at ridiculously low prices. Domestic manufacturers had no choice but to seek relief from the federal government from these unfairly traded imports. The future of the U.S. industry and of our member companies’ thousands of employees and their families depends on it.”

As with the petitions filed against Chinese quartz, if the federal government, after an investigation, agrees that Chinese imports are unfairly traded and have injured or threaten to injure U.S. tile manufacturers, the government will impose tariffs on Chinese imports. The government would first impose preliminary tariffs in a few months, and would impose final tariffs at the conclusion of its investigation in approximately 16 months.

Lastly additional tariffs are being considered because of a nearly 15-year dispute between the United States and the European Union over the aviation industry (specifically related to U.S. company Boeing and European company Airbus), in which both sides said the other were improperly subsidizing the industries. The two companies have since filed appeals and new complaints to the World Trade Organization (WTO), which effectively serves as an international Supreme Court for trade. The dispute has turned into a huge fight, in which both sides claim they’ve been harmed purposefully.

In May, the WTO ruled that the U.S. has the right to impose tariffs on the EU. The global body will rule this summer on just how many tariffs the United States can impose. The U.S. Trade Representative (USTR) estimates the import value of all goods includes around $21 billion per year. The level of new tariffs could be up to 100 percent of customs values on numerous products. The tariffs against the EU would not be done unilaterally and the tariff rates will be decided once an elevation report is issued by a WTO arbitrator this summer. The list of potential products being considered for tariffs include granite and quartz surfacing, with hard surfaces accounting for more than $488 million in imports from 19 EU countries. Imports from Spain and Italy will likely be hit by the brunt of the hard surfacing fees passed on to U.S. importers. Spanish products facing tariffs of more than $200 million in quartz surfacing and $36 million in granite and Italian importers would be tariffed on more than $122 million in granite being imported in 2018 and $22 million in quartz.

Improve your business results with

Join us for our new 2019 Education and Training Programs

education training

ISFA ANNUAL MEETING & CONFERENCE

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

INDUSTRY ROUNDTABLE GATHERINGS

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

transition: generation 2

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

ISFA 2019 programs

Quartz & Stone Fabrication Training

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

Solid Surface Fabrication Training

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

ISFA On-SITE

We bring fabrication training to your shop. You supply the tools, shop and staff. We supply the expert.

20-23 Sponsored by GranQuartz, Crossville, Integra Adhesives, BACA Systems, Cosentino, Infinity Surfaces and Park Industries Scottsdale, AZ

ADHESIVES & SEAMING EQUIPMENT SPOTLIGHT

All Star Adhesive Products

All Star Adhesive offers v-groove tape for both dedicated v-grooving equipment and other methods. Its Hand Held Rolls of v-groove tape vary in length from 90 to 105 yards. The rolls are small and lightweight, making them suitable for those v-grooving without the aid of a dedicated v-grooving machine because the smaller size makes the rolls easier to handle. The company’s Machine Grade Rolls of v-groove tape vary in length from 500 to 1,025 yards. They measure roughly 14 in. in diameter and are intended for the large v-grooving machines with dedicated taping heads. The large rolls allow users to put the tape on the machine and get maximum, continued application without downtime.

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

American Acrylic Adhesives

Ninja Glue HY by American Acrylic Adhesives is a new hybrid glue designed for all solid and hard surfaces. Created by fabricators, it employs new technologies to provide a low viscosity with semi-dripless features, meaning it’s easy to dispense, wets out and spreads easily to fill chips and nicks in miter folds, laminations and deck seams, while not running and dripping. It’s strong and dries with a matte finish, but can be polished, and is capable of nearly invisible seams.

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

Braxton-Bragg

Braxton-Bragg’s new Stone Shield Vinyl Ester offers a premium-grade product with excellent color consistency from can to cure, making it suitable for color-matching any light-colored surface, whether a natural stone or quartz product. Stone Shield Vinyl Ester is translucent and tints well, providing excellent colormatching results. It is designed to work well with all white, light and bright-colored surfaces, so as to greatly reduce callbacks and rework on installations. The medium-viscosity adhesive is rated a 5 in thickness on a scale from 1 to 10, which works well with tight, no-drip vertical joints, as well as miters, seams, repairs and laminations. It is available in several sizes: quart, gallon, Ship-Saver box containing 5 gal., and 5-gal. pails.

For more information, go to isfanow.org/info and list RS #47 See our ad on Page 15

Chemical Concepts

Chemical

Concepts is a trusted name in the surfacing industry with a long history of innovation. Many fabricators looking for higher efficiency, better results, and reduced labor costs turn to Chemical Concepts for the latest adhesives, sealants, tapes and specialty fasteners. One of the most successful new products that Chemical Concepts has released to the market is the Rodmaster 6600X. The Rodmaster 6600X is a 1:1 clip and rod bonder

that offers fabricators superior performance characteristics to meet the challenges of the modern fabrication shop. When used as a rodding adhesive, the Rodmaster 6600 greatly increases the durability of rodded stone, improving the stone’s load capacity up to five times compared to many other options.

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

Confiad

ConfiAd Color Adhesive has been selected to coordinate with all major national brands of natural stones including granite and marble, as well as all brands of engineered stones. A standard gun applicator is available for the standard hand-held manual mix guns. Pneumatic mix guns are available, as well as static mix nozzles (250ml). Additionally, the company offers bulk adhesives for a variety of surfacing materials.

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

GLUE 360

GLUE 360 was founded with a simple mission: to create the perfect surfacing adhesive; one that sets new benchmarks for quality and consistency, performs flawlessly under even the most demanding conditions; and exceeds customers’ expectations every time without compromise.

The company’s flagship, Universal Seaming Adhesive, features one formula that bonds solid surface, quartz and natural stone. It offers extraordinary strength with invisible seams, fast cure times that increase productivity, and exceptional color matches available via an online Smart Match color chart. These fabricator-focused products are delivered to

your door with fast shipping and backed by a knowledgeable customer service team. For more information, go to isfanow.org/info and list RS #49

GlueWarehouse.com

GlueWarehouse.com offers color-matched adhesives for more than 5,100 surfaces. When the company added 70 more brands to its Seam-It line of adhesives color match charts, it brought the total number of brand matches to 112 in 65 stocked colors. For more information, go to isfanow.org/info and list RS #49

See our ad on Page 2

GranQuartz

GranQuartz offers the Gorilla Grip 2.1 Seam Setter, a powerful self-contained unit ready for the shop or the jobsite. Each kit contains an electric vacuum pump and two sets of Gorilla Grip seam pods. The Gorilla Grip Seam Setter provides fast and powerful clamping of stone surfaces. Seams can be quickly closed or opened by simply moving the roller nut with the palm of your hand. The two clamp halves are aligned with precision steel guide rods. These rods are anchored on one side and slide into bronze sleeves on the other side. Four leveling knobs per set allow for precise leveling, even on bowed slabs. The electric motor provides continuous suction without having to worry about batteries or hand pumping with no need to worry about loss of suction. A carrying case included for protection. For more information, go to isfanow.org/info and list RS #50

InnoChem

Akemi Match Bond is a nondrip, ultra-strong seaming and joint adhesive for solid surface, quartz, natural stone and porcelain surfaces offered by InnoChem. Match Bond is available in many color options in 250ml and 490ml sizes. Soft, non-drip dispensing consistency of

the cartridge system does not stress the user and will not drip out of joints. The 10-minute working time and 20- to 30-minute hard, tackfree cure allows the user to accurately finish pieces while not waiting on the surface to dry. Akemi Match Bond cures in many temperature ranges and is designed to be easy to polish and sand in a very short time after application. The product is also available through Akemi distributors.

For more information, go to isfanow.org/info and list RS #51

Integra Adhesives

Integra Adhesives recently launched its newest product, Surface Bonder Zero: The Zero Sag Adhesive. Developed specifically for quartz and stone fabricators, Surface Bonder Zero allows for fast, clean assembly of countertops. Whether mitering, laminating, installing in the field, or even working on vertical wall panels, this adhesive stays in place for simple fabrication. It is is now available in 250ml, 10:1 cartridges in 45 colors matching the top selling quartz and natural stone slabs. There is also a wide range of true whites available for all the trending white quartz and natural stone slabs.

the Pro Stealth Seamer, Auto. Both versions of the Pro Stealth Seamer allow for solid seam control, giving users the ability to complete a “seamless” installation by joining, leveling and flattening warped stone to produce virtually invisible seams. Both products feature Omni Cubed’s exclusive, gray, nonmarking vacuum cups that won’t stain light materials. The cups feature completely closed triple sealing rings and are composed of a proprietary rubber that conforms to textured and porous surfaces for a strong, reliable hold. They have improved vacuum-release valves that are more resistant to epoxy and solvents. The manual model features a durable patent-pending thumb pump, and the Auto system includes a powerful compact vacuum pump that maintains pressure for all cups, and runs on AC power or AA batteries for any install situation.

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

Parson Adhesives

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

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Kongder

Kongder has specialized in the production of solid surface and quartz stone adhesives for more than 13 years. The pure acrylic glues can be applied to solid surface, quartz, marble, granite and other natural stones, especially countertops. The company offers more than 1,500 glue colors, and also provides customized colors upon request. Kongder has matched many colors from famous brands of solid surface such as Corian, Hanex, HI-MACS, Tristone, Avonite and Staron as well as quartz materials such as Caesarstone, Silestone, Cimstone, Colorquartz, FASA, Sinostone and MiniQ.

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

Omni Cubed

Omni Cubed, Inc. recently unveiled its two latest products: the Pro Stealth Seamer, Manual and

ChromaLok is a line of high-quality colormatched adhesive specially designed for the surfacing industry offered by Parson Adhesives. These adhesives are available in a wide range of colors and specifically designed for laminating, seaming, V-grooving, mitering and integral mounted sinks and bowls. ChromaLok Adhesives are supplied in a side-by-side cartridge system that mixes and dispenses the correct amount of adhesive, providing a perfect mix for every application. This dispending system provides consistent results, invisible seams and and high overleap shear strength.

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

The Pinske Edge

The Pinske Edge offers a wide range of seaming equipment, adhesives and related products. A variety of surfacing adhesives are readily available as well as dispensers, mixing tips, silicone and hot melt glue products. An assortment of power grips, seaming cups, rigid cups and clamps are also offered.

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

Regent Stone Products

Pre-colored two-component adhesive in cartridges for the fast, simple and reliable attainment of invisible joints are offered by Regent Stone Products. It’s suitable for use on solid surface, quartz, marble, granite, quartzite, onyx, glass, porcelain, ceramic and other dense surfaces. The application of AKEMI® COLOURBOND in 10:1 polyester cartridges enables fast and efficient working, thus increasing productivity and economy. The company offers a large variety of precolored AKEMI COLOURBOND adhesives that match all the usual kinds of engineered stone and a large number of natural stones.

It is primarily implemented for gluing miter joints and doubling up stone, where the joints should not be visible. The Akemi Fan Deck also supplied by Regent Stone Products is an accurate color swatch used as an aid to visually match any stone.

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

See our ad on Page 13

Select Machinery

The Monument Parallign Seam Clamp SP4 offered by Select Machinery was developed to quickly clamp and align solid surface materials in near perfect alignment. Connecting two powerful venturi vacuum pods with precision

linear bearings accomplish this. The bottom of the pods is machined perfectly flat and will pull down onto the two surfaces with about 275 lbs. per pod. A twist of the spring-loaded cam pulls the seam together and finishes the job. It even works on vertical seam tables. Select Machinery also offers the IP4 Electric Parallign Installer Seam Clamps that are portable and include four clamps with built-in electric vacuum pump to take on the jobsite. It operates with shop air or a small portable air compressor and runs at 90 psi. Each kit includes four seam clamps in a protective case. For more information, go to isfanow.org/info and list RS #58

SolidSurface.com

Although SolidSurface.com specializes in online sales of sheet material, the online store also offers many of the tools and accessories required to fabricate solid surface projects, including: adhesives, applicator guns, abrasives and sandpaper, router bits, and much more. An online color selector helps to find color-matched adhesive from Integra or Sta’-Put, along with disposable

applicator tips. The company’s custommade dual-component dripless adhesive dispensing guns, with highly durable, all-metal construction and comfort-coated grips, can be used on solid surface material, such as Corian®, or quartz and natural stone. More than eight types of bits are available to make the precise cut you need. Large (60-piece) or small (32-piece) 5- and 6-in. sanding kits allow for matte to semi-gloss finishes. SolidSurface. com also offers Gloss Finishing Kits (14-piece) with 2,000-grit Polishing Compound for highgloss finishes.

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

Tenax

Tenax Eliox is an extra clear bi-component epoxy knife-grade glue approved for food contact. Suitable to fill, glue and laminate marble, stone, granite, quartz and ceramic, it can be used indoors and outdoors. This product is extra clear, soft and light, easy to spread and has a high gloss and brightness. It is food safe and VOC compliant.

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

Coming Next Issue

Watch for our spotlight on software and templating systems in the third quarter issue of Countertops & Architectural Surfaces magazine.

Suppliers: Please submit your entries for potential inclusion by emailing text and photos to kevin@isfanow.org.

ISFA FABRICATOR PROFILE: The L.E. Smith Company

The L.E. Smith Company, based in Bryan, Ohio, has a long history with a unique background and forward-thinking philosophy toward business that allows it a distinctive perspective of the industry and has earned it much success.

L.E. Smith was founded in 1950 by Lawrence E. (L.E.) Smith, with the help of his wife, June. At that time, the company was selling metal molding edges for countertops. June was an artist who also opened several art stores selling her work and the work of local artists. Their combined work ethic, creativity and innovation helped build a strong foundation for the next generations. And, as such, it has remained family-owned for three generations now. By 1970, the company had grown and with the invention of solid surface, it expanded to become one of the first DuPont™ Corian® distributors in the United States. In the late ’80s, Steve and Joe Smith took the reins from L.E, and became sole owners in 2001. Under their leadership, as the second-generation owners/executive team for the company, L.E. Smith also grew to become one of the largest custom laminate manufacturers in the Midwest.

In 2005, Steve and Joe sold L.E. Smith to their five children, who own the business to this day. Over the years, and generations, it has continued to evolve, and now is a countertop fabrication and installation powerhouse, producing approximately 10,000 countertops every month.

Founded in 1950 as a provider of metal edging for countertops, L.E. Smith now fabricates an estimated 10,000 custom solid surface and laminate countertops every month. About 60 percent of its sales are in the commercial arena.

The current leadership team at the company includes Laura Juarez, CEO and chairman, Mari Ivan, president, Brian Smith, director of sales and one of the third-generation owners, and Christine Wheeler, director of fabrication and services.

(Left to right) CEO and Chairman Laura Juarez, President Mari Ivan, Director of Sales Brian Smith, one of five third-generation owners, and Director of Fabrication & Services Christine Wheeler head up the leadership team behind The L.E. Smith Company.

L.E. Smith offers a variety of trending products such as laminates with seamless undermounted sinks to its clients.

L.E. Smith is now a custom fabricator of all brands of solid surface and laminate, handling projects that range from small residential to large commercial jobs. And while the company is based out of a single location in the northwest corner of Ohio, it has a geographic footprint that covers Ohio, Indiana, Michigan, Chicago and Pittsburgh. Commercial shipments start in the Midwest and span the East Coast and Southern states.

While the company focuses largely on the fabrication of laminate and solid surface, which combined account, for almost 90 percent of its revenue, L.E. Smith also provides hard surfacing. “We work with laminate, solid surface, cultured marble, stone and quartz in a furnish and deliver or installed basis,” said Ivan. “Our goal is to ensure our clients are more profitable and successful as a result of partnering with L.E. Smith. Having said that, we do provide installed hard surfaces for our commercial clients. Providing the greatest client experience is key to all our success. Through good fortune and persistence, we’ve built several partnerships that allow us to provide this type of experience.”

The company’s solid surface division utilizes CNC machines, a V-grooving machine and a thermoforming oven as part of the technologies it uses to provide efficient, yet customized solutions for its customers. Its laminate division is comprised of multiple CNC machines and has

customized machines that provide a high level of efficiency and quality in end cap, cutout and banding functions.

Partnering for Success

One of L.E. Smith’s main goals is to ensure its clients see their businesses grow as a result of working with the company. As such, one of the central beliefs the company holds is that its clients are partners, not just customers. “Mutual respect, communication and partnership on products, services and business strategy provide the foundation of our business and our philosophy to ensure our clients are more profitable and successful

as a result of choosing to work with us,” explained Ivan.

With about 60 percent of its business falling into the commercial arena, the leadership team also places importance on simplifying projects for its clients. “By offering multiple materials, our clients can realize efficiency gains simply because they are able to work with fewer suppliers,” said Ivan. “Our goal of becoming

(Below) Newer specialty laminates that are great at capturing a high-end stone look at a more affordable price point are available to the company’s customers.

The L.E. Smith Company

Although only a small percentage of the materials the company offers, granite, quartz and cultured marble are among the products available to the customers it partners with.

a single-source supplier for our clients does come with some challenges. Most notably, our employees are required to learn so much more than if we just focused on one or two materials. We do a lot of cross-training to ensure they are able to educate our clients effectively on all products we offer.”

The company also offers additional value-added services, as part of its pathway to continued success. “Every product purchased through L.E. Smith includes the option of professional measurement and installation services,” explained Ivan. “For large commercial jobs, we also offer on-site project management that ensures each project runs smoothly and meets or exceeds turntime expectations. Bundled estimates are also available for laminate or solid surface projects that include specified areas of quartz or granite surfaces.”

Although the largest portion of L.E. Smith’s projects are commercial work, the leadership team at the company understands that diversity should extend beyond just product and service offerings. As such, it goes to market via various channels, including single- and multi-location kitchen & bath retailers, general contractors and casework companies. The obvious attention paid to not just each product, but also the needs of each customer, goes a long way in maintaining the relationships the company has developed.

Understanding the Client Is Understanding the Market

This idea of placing the most importance on meeting the needs of the customer is one that the company takes very seriously. While solid profitability is important, it doesn’t outweigh the value of relationships.

“Our focus is providing the right product for the customer. When considering upselling, we are conscientious that our goal is to do right by our client. If a higher priced item meets their project and budget goals, that would be considered a success,” said Smith. “On the flip side of upselling, we really focus on the concept of value engineering. Again, we want our clients to increase their profit margins as a result of working with L.E. Smith. Offering high-quality, on-time services is one way we do this. We also offer the expertise to provide alternative solutions when the originally planned material does not fit into the budget. Often this leads to establishing loyal customers who come back to us again and again for their surface needs.”

To be able to meet the needs of its customers, the company has to stay on top of what is trending and make sure it is able to offer them. “We firmly believe that to be successful, we must continue to listen to our clients to focus on continuous improvement in product and support areas that provide value to them,”

explained Ivan. “Speed to market, quality products and excellent customer service are important to our clients. Today we offer industry leading turn times that have helped our client improve commercial schedules and meet residential needs. We are committed to providing our client with quality products that are received complete and on time, every time.”

Smith said that continued trends include additional options in decorative edges, specialty laminates, and undermount sinks that allow for seamless integration in laminate, such as those offered by Karran. “These options provide the end customer a high-end look at a more affordable price point,” said Smith. “The movements and finishes of laminate can display a marble or stone look effectively.

“We also continue to see the solid surface product grow in areas that benefit commercially from the ease of maintenance and need for a more antibacterial solution,” he continued on the subject of trending products. “We also see a growth in value engineering of residential and commercial products from stone to the solid surface private collection colors.”

He also explained the company is seeing a move away from some of the traditional colors to newer marble-like veined colors, concrete or other alternative looks such as wave bowls and rectangular sinks.

As one of the first Dupont Corian distributors back in the 1970s, L.E. Smith now uses its in-depth knowledge of solid surface to fabricate and install the product.

With so many years of experience giving it the ability to offer insight into a variety of options, the knowledge L.E. Smith’s team can provide goes a long way. However, the company goes well beyond just providing a variety of services, products and ideas, in that it wants to not only live up to promises made, but it also wants the experience to be enjoyable. A large part of its philosophy, as stated on the company’s website, is that “life is just better when we enjoy the people we work with. Thus, we strive to make your workday happier by greeting you with optimism, genuine caring and humor while helping you get to your desired outcome as fast as possible.”

And the company doesn’t take any of its relationships for granted, as Ivan demonstrated when asked what advice she would give to others in the industry. “Gratitude,” Ivan succinctly stated. “Success does not happen without the work, trust, partnership and support of many.”

As a testament to this idea, L.E. Smith has a set of key “sandbox rules” that guide all of its actions, no matter the situation. The foundation of these overall guiding principles is integrity, respect, creativity, optimism and passion. “There are some things that just shouldn’t change. Our core values set the tone for how we want to act in every situation,” said

Now in its 69th year in business, L.E. Smith is one of the largest laminate fabricators in the United States, with laminate accounting for more than 65 percent of its revenue.

Ivan. “Added together, they capture who we are as a company and what we most value.”

Following these core ideas, that include such things as honesty; quality; continuous improvement; keeping an eye on trends, emerging products and technologies; and overcoming obstacles leads to strong, lasting relationships. It is these elements that have earned the business 69 years of success and expertise, and there is little doubt many more years will follow.

More information on The L.E. Smith Company is available at www.lesmith.com, www.facebook.com/ lesmithcompany, www.twitter.com/LESmithCompany or by phone at (419) 293-5027.

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

Eight Essentials of Successful Sales Management

By Kirk Heiner

Let’s face it; sometimes managing sales reps can seem like trying to staple Jell-O to a tree.

Whether you manage a sales team of three or 103, sales management can be challenging. Doing it right has, can and will determine the financial health and success of your company. Your ability to successfully manage your sales staff affects the job security of every single person in the organization.

The BIG Challenge

So here’s the biggest challenge. There are hundreds of things you could do to affect your sales team’s results. It’s like a roulette wheel full of options that may or may not work.

The problem is that there are so many old and tired methods of sales management and team development that simply don’t work. How do you choose where to place your focus, energy and efforts?

The idea here is to distill it down to the eight most important essentials. These are the key factors affecting your sales. Focusing on these fundamentals can give you predictably better results.

Sales success requires having the right mix of the right people, doing the right things. That task isn’t easy. But it can be simple, if you focus on these eight key areas.

Here are the eight essentials you need to laser in on, if you want to get better results from your sales team.

The Eight Essentials

1. Assess your team

2. Examine your hiring and onboarding processes

3. Perform ongoing training and process improvement

4. Develop a world-class sales process

5. Understand that metrics matter

6. Set clear goals

7. Have written plans

8. Focus on communication

Let’s take each of these eight essentials and unpack them.

1. Assess Your Sales Team

As the old proverb goes, “Know the condition of your flock.”

Your sales team, not to mention all of your other staff, are under your care and guidance. You need to know their real potential, and their individual strengths and weaknesses if you are to be able to manage them into success.

A few years ago I was brought in to assess a sales team and to determine each person’s potential and current level of ability. The management team had become so close to their people, they could no longer see the forest for the trees. Who’s good? Who’s not?

It had become impossible to distinguish ability from likability.

My job was to advise them on who would be best to continue to develop, and who might be best to let go. That’s a tough job for anyone.

So how do you determine a sales rep’s true potential?

Assessment Tools

There are numerous ways to help you assess your salespeople.

There are several great online assessment tools.

Their question-based format helps assess a candidate’s or employee’s personality traits and overall aptitude in sales.

Some of them are free and some charge a fee. The best ones do a great job at determining whether a candidate has natural abilities that are typically shown to be predictors of success in selling.

The top attribute you should look for in a salesperson is drive. You want salespeople who are driven to win. The people that have strong potential are those who are working at getting better all the time.

They set goals, are disciplined and push through in order to win.

Everyone wants to be successful. Top salespeople not only want to win. They need to succeed. It’s in their DNA. They are never satisfied with getting average results. They are determined to excel.

Peaksalesrecruiting.com says:

“Interviewing salespeople is a lot like peeling an onion – it involves peeling away the superficial layers and getting past the conditioned sales responses to learn about their capabilities and traits, and determine whether they will fit with your sales team culture and produce superior results.”

Ultimately, you need to know the current condition of each member of your sales team. Whether you bring in an expert, use online tools or come up with some other way, this is critical. And yes, some may need to go on to another department or even a different job.

You also need to understand what they need in order to succeed. It may be encouragement. Or, it may be training or mentorship. Knowing your team helps you do what you need to do to maximize their individual sales.

2. Examine Your Hiring and Onboarding

How’s your current hiring and onboarding process? Are you attracting the best to your company? Do you have a clear, written process for bringing new recruits into your organization? You always need to be attracting, adding and cultivating top talent.

Take the time to look at how you bring staff into the fold from their perspective. Is it professional? Is it organized? Are expectations reasonable and attainable? Are goals and processes clear?

Do you have a plan to develop your team? Are you clear on how you will maximize their potential and their results, all while experiencing high job satisfaction? Few things are worse than adding top talent only to lose them soon after they start.

You don’t want to lose good people because they don’t feel they’re being supported or developed into success.

The Art of the Start

It starts from the ad and recruitment tools that you use to engage the right type of person. Does your offer stand out from others seeking to hire the same talented individuals?

You want to be crystal clear on the type of person you need and the results you’ll expect. In your ads you want to pleasantly repel the time-waster. People who aren’t suited to your company culture or your process can be filtered by well-crafted ads.

And don’t forget the WIFM factor. WIFM is an acronym for “What’s in it for me?” Every talented job-seeker is looking for this. Make sure it is part of your recruitment efforts.

Many companies list all their requirements and duties and never talk about salary, income, earning potential or work environment. That’s a massive mistake. Top talent today is in high demand, especially in sales. You need to stand out to attract the best.

3. Perform Ongoing People and Process Improvement

Your job as a sales manager is to develop your team and its processes to deliver maximum results. The best way to do that is with continuous improvement. That needs to be planned.

There are only three types of people you can hire: Winners, losers and potential winners. Potential winners are your diamonds in the rough.

The top attribute you should look for in a salesperson is drive. You want salespeople who are driven to win. The people that have strong potential are those who are working at getting better all the time.

Once you have the right people — winners and potential winners — you must provide them with the necessary oxygen and fuel for them to burn hot and stay on fire for you. I’ve been involved with sales managers who actually quench the fires of sales. Spend time thinking and learning about what fuels your team and individual salespeople in advance to avoid making this mistake.

Once you’re onboarding the right people, you need to plan their success. Each brings a series of assets and drawbacks. Your mission is to train the team and provide processes that are constantly getting better. The first question to ask is, “Where do my salespeople need help?” You have to determine where they can be better. Remember, breakthroughs come from finding what’s missing.

Let Bad Apples Go

Letting go of the losers is also important. It sounds harsh, but in the long run they should be doing something they enjoy and are good at, and you have a whole staff that counts on you to make the tough decisions.

Sales reps who are not interested in doing what it takes to become a winner need to go. We’ve all heard that rotten apples can spoil the rest of the bunch, and that holds true with creating a winning sales team.

You’re creating an all-star team. Supporting the strong ones and developing the potential of those who want to win is part of the equation. Stop wasting time with those who don’t give their all to achieve positive results.

Sometimes you have to cast overboard the weight that holds you back. Some people are better off working for your competition, or in another line of work.

Give Them Oxygen

I once asked a wildly successful salesperson and sales manager his best tip for sales management. He said, “Find the people with the right kindling, and then provide whatever is

necessary for them to burn white-hot!” Wow, that’s brilliant!

You have to provide the necessary ingredients for each individual to soar. That may mean leaving one alone to do what they know to do well, while providing extra support to the ones who want to win, but need a little help and guidance.

Team development matters. You need to invest in your team.

Holding regular meetings that inspire, guide and equip them is important. People hate meeting for meeting’s sake, but crave time spent that equates to skills development, equipping with sales knowledge and inspiring and encouraging them to win.

Good sales management requires providing them with skills training, sales tips or even helping them plan their success. It also involves regular meetings that motivate and equip them.

You want to have regularly scheduled times both as a group and individually to train and develop your team. You’ll want to watch them in action, talking with prospects and doing their discovery.

It may be once a month or once a week. Do what works for you and your salespeople and what will provide the results you want. Make it fun. Consider short, eye-opening sales training videos. And lastly, keep the meetings brief, concise and engaging. I call them quick-meets because you want them looking forward to your meetings, not dreading a long-winded, boring event with management.

The key in developing your team is to focus on creating right habits.

4. Develop a World-class Sales Process

You must have a sales process — a clear path every rep uses to progress the sales conversation. Never let them just wing it, but also recognize different types of clients may require different types of processes.

A sales process helps you to take prospective buyers on a journey and gives sales reps a road map to the sale. It helps you build your case and makes clear key points at critical times throughout the conversation. If you are not using a sales process, you need to be doing so.

Whether it’s a five-step process, or a 10-step one doesn’t matter. The point is, you need a clearly defined process to take potential customers through a pathway to purchase.

There is a logical path that makes sense to most buyers. Your process should fit that path. Don’t make the mistake of letting everyone make up his or her own process. There is one that is best for your company. Develop it.

They can do the process in their own style, with their unique personality, but they shouldn’t be making up the process. You should do that based on what works with which types of clients.

If you need help with process development, reach out to someone professional. Our company provides help in this key area of sales development; feel free to email us.

5. Understand That Metrics Matter

Numbers don’t lie. They provide a clear picture of the road you are on. They can also help you be proactive instead of reactive.

However, if you don’t measure, you don’t have the data you need to drive results. You must establish a few Key Performance Indicators or KPIs. These will tell you how you are doing.

Most people in sales don’t know their closing rate. Many managers have feelings, but don’t truly know the real closing ratio of their reps. You need to not only know these numbers, but you also need to share them with your people. Are they selling one out of three? Is it four out of 10?

Everyone should see the numbers and be accountable. Now here’s the rub. One of the numbers that also needs to be measured is how many new leads each rep is talking with. If there aren’t enough new leads, they can’t be expected to close the volume of sales required to reach their target. Your company may place that burden on the rep, or you may provide the

leads. Either way, you need to share this critical number as well. It should be tracked weekly and monthly. And everyone should clearly know how many new prospect conversations are necessary to meet the sales goals.

Other Metrics That Matter

Sales is a numbers game, but it’s not the type of numbers that most people think. It’s not the number of leads times the number of conversations to simply equate to your total sales amount. It’s also about the quality of communication in those conversations.

It’s a multiplied number of many soft skills and factors.

How were the salespeople feeling when they went into the meeting? What was their expectation? Did they walk in frustrated? Were they confident? Did they come across as competent? Did they do a great discovery to understand the prospect? Were they an expert or an authority, or just average? Did they make clear points that mattered to the prospect? Was it clear WHY they should choose your company over everyone else?

All of these are the multipliers in the sales equation.

That’s why ongoing training is so valuable and critical to your success. Small increases in each of these areas equate to massive changes in the bottom line.

Consider the following example:

If a rep is 10 percent better at creating rapport, and 5 percent better at performing discovery with their prospects, and just 3 percent better at asking for the sale, all those multipliers can increase your sales by 50 percent.

The race horse that wins 1st place only needs to be a split second faster than the horse that comes in 2nd. And here’s the hard truth. There is no prize for 2nd place in sales. It’s all or nothing.

6. Set Clear Goals

You can’t hit a target you don’t see. You must have goals. And so should salespeople. Goals are critical to your success and that of your team.

You need to have written goals for your company.

Sales is a numbers game, but it’s not the type of numbers that most people think. It’s not the number of leads times the number of conversations to simply equate to your total sales amount. It’s also about the quality of communication in those conversations.

Each individual sales team member should have his or her own goals as well.

Here are the most important aspects of goals:

■ They must be written down.

■ They must be believable and achievable. (You can’t just make up a number and say, “Hit it.”)

■ They must have deadlines.

The single most important aspect to goal setting and achievement is writing down your reasons WHY you want to attain them.

Dr. Gail Matthews, a psychology professor at the Dominican University in California, recently studied the art and science of goal setting. She stated:

“You become 42 percent more likely to achieve your goals and dreams simply by writing them down on a regular basis.”

Their WHY is the fuel that will help your team achieve their goals. That’s why they need to set their own goals. You cannot give their goals to them. You can establish a quota, but that’s different than a goal.

Types of Goals

A sales rep might set a financial goal of how much in sales they want to make or it may be an income level they wish to reach.

“Without goals and plans to achieve them, you are like a ship that has set sail with no destination.” Fitzhue Dodson

This brings us to essential No. 7

7. Written Plans

Nothing beats a well-executed, well thought out plan of action.

Most managers have no written, realistic action plan to reach their goals. It is critical to invest the time to write out your plans if you want to hit your sales targets.

There are few people who are better known for creating success than Tony Robbins. I had the privilege of working for him in a company he created with sales expert Chet Holmes. These men were driven. They took action and expected success.

“The key to success is taking massive determined action.” – Tony Robbins

But there’s a secret GOLD NUGGET about success hidden in the quote above: Taking action is one thing, but taking determined actions, are quite another. They key word is determined. It implies that the actions are pre-planned.

Tony’s business partner, Chet, who was perhaps one of the smartest guys on the planet when it comes to sales, success and business, taught me that 99 percent of CEOs are tacticians. That means they come up with random actions to create results. He went on to say that “strategy” is the key. The strategist will slaughter the tactician every time.

So what does that mean for you?

If you run or manage a business, or are simply in a career in which sales and right actions affect your income and your future, you need to think like a strategist, NOT a tactician. And that means creating an action plan!

8.

Focus on Improved Communication

If you want to take your team to the highest level in the shortest amount of time, this last essential will be your key.

Improve your team’s communication. This means striving to improve communication at every point — yours, theirs, your marketing efforts and website. You must focus on every single point of communication.

Great communication is simply this: Have

something good to say; say it well; and say it until it sticks.

Good communication takes effort. It requires clarity. You have to think.

Great salespeople communicate better than poor ones. They craft their words to influence and create impact. They are persuasive.

Often salespeople say things hoping they will persuade their prospects and in the end they don’t. Why? Because they didn’t communicate well.

If everyone on your team came up one rung on the ladder in his or her communication, do you think it would impact your sales?

In their rapport building, discovery with prospects and every communication point on the road to the sale, help your team to be able to communicate great. Teach them about the power of their first impression. Hold a quick meeting about the impact their body language can have on a prospective client.

There are a hundred simple little nuances they can learn. And all of them can affect both their success and your bottom line.

One of the most powerful things I’ve learned about communication is that good salespeople speak well, but great salespeople listen well.

If your people ask better questions, then listen intently, prospects will give them the keys to making the sale. Most people won’t listen.

Plan for Success

Having a successful sales team should not be left to chance. You must make it happen. If you focus on these eight essential principles for sales management success, it will become easier for you to create the momentum you need that can take you to your goals.

About the Author

Kirk Heiner has more than 30 years’ experience in the kitchen & bath Industry. He helps showroom owners and managers increase market share by becoming radically customer driven. He’s conducted training events and seminars for corporations like Lowe’s, DuPont, Danze, Stock Building Supply, AWFS, KBIS, the National Kitchen & Bath Association and many more. For more information or to contact him, visit www.KBShowroomSales.com.

Imagine a business that was built out of a garage into a vibrant and profitable company. The owner was a happily married man in his early 60s. His three adult children were in the throws of their own lives, working and raising young children. There had been some discussion on what would happen to the family business when Dad decided to retire, but he was going strong and the need to transition the company seemed a long way away. Then Dad went on vacation, there was a freak accident, and suddenly he was gone. With the company being their mother’s primary source of income, the children had a decision to make: continue to build the company and carry on their father’s hard earned legacy or sell it. A difficult determination to make while in the throes of grief. A quick and frenzied decision was made that the daughter who lived closest would pick up the torch and keep the fire burning. She quit her job and started running the company, navigating it toward an uncertain future.

Passing the Torch without Getting Burned How to Build a Robust Gen 2 Company

By Susan Galvin and Renée Garcia

Ownership Family

Business

typically an emotional time for the family, poor communication can threaten both the business and family relationships.

To successfully transition a company to the next generation and develop a framework for growth, a values-based approach can illuminate the best strategy for moving forward.

Sharing family values is not the same as sharing business values. For example, a family that values loyalty believes in supporting one another through hard times. Cousin Joe who has a history of being fired after three months on the job can be shown emotional support, invited over for dinner or allowed to stay in the family’s guest room. The business, however, must have high-performing employees to be profitable. Thus, Cousin Joe may not be hired simply because he is family.

We don’t have to imagine this scenario because this is a story from our lives.

This true story yielded many lessons. First, it is never too early to start talking about succession. Life has a way of throwing curve balls that don’t leave time for creating a clearly articulated plan.

Second, the transfer of power in any type of organization requires careful strategy, planning and communication. For family-owned companies, there is the additional layer of navigating the family dynamics. Transitioning to the next generation can be tricky, as well as complicated by emotions, relationships and the concrete need for a livable income.

John A. Davis and Renato Tagiuri at Harvard University visualize the family business system as three overlapping circles of

Figure 1 Experts visualize the family business system as three overlapping circles of Ownership, Family, and Business. Family members may occupy one or more of these circles, which blurs the boundaries and can complicate communication and operations.

Ownership, Family, and Business (See Figure 1). Family members may occupy one or more of these circles. This blurs the boundaries and can complicate communication and operations. For example, a family-run business may have a father as an owner, an in-law as a manager and a blood relation as an employee. The perception of each of these stakeholders is going to be influenced not only by the position they hold in the company, but also by the position they hold in the family. This can lead to confusion regarding the shape of the company when it is passed down to the second generation.

Third, communication is key throughout the life of a business, but particularly when the time comes for transitioning a family-owned company to the next generation. During what is

Businesses started and managed by family members need to have clearly articulated values and envision the same goals for the company as it moves forward. This is like having a North Star for a company, guiding all decisions and focusing resources toward the success of the business.

Many companies have Mission, Vision and Value Statements that were developed when the company was new. Moving to the next generation is a perfect time to revisit these statements. This allows the family to celebrate the company that has become successful enough to be handed down to the second or third generation of a family. It is also a time to evaluate whether these values reflect the current direction of the company and will continue to revitalize its next iteration.

Once all stakeholders are clear on the company’s values, these statements serve as a reference point in the midst of change. Think of company values as the extra guest at the dinner table. When decisions are being debated, these beliefs are consulted. The values guide the conversation

and serve as a yardstick, an objective measure to evaluate current and future decisions. A company that is aligned with its values, meaning it practices what it believes, is angled to be financially viable and a place where employees take pride in their work.

As families transition to the second generation, purposeful discussions about company values allow for productive communication, strategic planning and a cohesive succession strategy. The following steps help begin a stakeholder conversation that is values focused.

Step 1:

Have family members complete the following questions and share their responses:

■ The company was started because …

■ The company stands for …

■ I believe the company is …

■ The company is different from other companies because …

■ When I leave the company I want it to be/ stand for …

Step 1 helps stakeholders take a big picture view of the company and remember the essence of who they are and why they exist. By completing Step 1, the family is primed to delve into the more complex question: “Where will the company go in Gen2?”

Step 2:

If you already have Mission, Vision and Value Statements, now is the time to review them. These statements should represent the best version of your company. It can be helpful to flip the script and think of it as Values, Vision and Mission Statements. We believe that successful companies lead from their values to their vision through their mission.

If the company doesn’t have these statements, articulating the values, vision and mission of your company is an engaging process that takes some dedicated time. The result is a document that guides all of the company’s decisions, inspires your employees, educates your customers and sets you apart from your competitors.

Here is a quick guide to the types of questions that can start the process.

Values: This is foundational. What three to five words or short sentences describe what your company stands for?

Vision: This is aspirational. What do you want your business to become?

Mission: This is practical. How will you work toward your vision?

For example, we worked with Alpha Granite in Austin, Texas, to create the following Values, Vision and Mission Statements:

Values:

■ Integrity and passion for excellence infuses everything we do.

■ Success is built by supporting an environment of mutual commitment, teamwork and appreciation for one another while ensuring longlasting customer relationships.

■ Solutions are delivered by a dependable, dynamic and creative team.

■ Professionalism and a proactive approach are of prime importance along with an emphasis on safety and effective utilization of resources.

Vision:

■ To be celebrated as the finest creator of luxurious surfaces by leading the industry through innovation and best practices.

Mission:

■ To provide our customers exquisite products through our responsive, dependable and highly skilled team.

Leading from well-developed Values, Vision and Mission Statements builds a healthy company culture and creates a leadership framework that provides stability and clarity for moving forward.

Having a third-party guide, this discussion can be helpful. Building a business is hard work and emotions become invested. Family businesses are often started with the hope that it will be passed on to the next generation. When the time comes to hand over a company started on a wing and a prayer and built with blood, sweat and tears, founders may find that letting go of their legacy is more difficult than they expected. They may feel compelled to impart some wisdom to the next generation’s leadership. Conversely, Gen 2 may be eager to take over the reins and may bristle at having their vision for the business challenged. A neutral party can guide the process of values clarification and transition the company in a way that respects both sides of this equation, moving all parties to productive results while nurturing future family relationships.

Deliberate conversations that focus on honoring the values of the company, both past and present, can allow the founders of the company to reflect on their accomplishments and pass the torch to the next generation to lead it toward a bright future. Our opening story did have a happy ending. After two profitable, but tumultuous years, the company was successfully sold in a way that honored the entrepreneurial spirit of the father.

About the Authors

Susan Galvin and Renée Garcia are co-founders of G2 Solutions, which works with companies of all shapes and sizes with the goal of supporting them to be productive, profitable and a place where people love to come to work. For more information call (844) 385-4257 or visit www.g2solve.com.

ISFA Generation 2

Second-generation Leadership Gathering

Research shows us that approximately only 30 percent of all family-owned businesses survive into the second generation and only 12 percent will survive into the third generation. Of the 70 percent of businesses that fail to transition successfully, 60 percent fail because of problems with communication and trust. Another 25 percent fail because of a lack of preparation from the next generation. The remaining 15 percent fail from all other issues (e.g., poor tax or financial planning, legal advice, etc.)*

Given this, ISFA’s Gen 2 Leadership Gathering is designed to provide education and networking opportunities for companies that are currently run by their second or third generation owners or those transitioning. During this program, participants will receive education from speakers on topics specific to second-generation needs, and they will have the opportunity to network and associate with peers from within the fabrication industry, that are also within their second/third generation.

The next Gen 2 Leadership Gathering will be held June 4-6, 2019 at the Cosentino Center in Detroit, Mich. For more information or to sign up, visit www.isfanow.org or call ISFA at 888-599-ISFA.

Thanks to Our Sponsors:

Here.Now.News.

From the Desk of Amy Miller, Executive Director

Leadership Defined

A few weeks ago, I spent a Saturday with the Saint John Institute Faith and Leadership Consortium. My intentions in attending were personal and faithbased, but what I was amazed to receive, was a definition of professional leadership that I had never heard before.

Father Nathan Cromly, CSJ, founder and president of the Saint John Institute and Eagle Eye Ministries, shared that the best leaders are “magnanimous.”

A magnanimous leader is one that is noble, lofty and great, while at the same time being incredibly humble.

A magnanimous leader says, “I am great, and I am at your service.”

We demonstrate that we are magnanimous leaders when we lose without complaining and we win without gloating. Teams led by magnanimous leaders look up to the leader as an authority figure, while at the same time feeling truly served by the leader.

This magnanimous definition of leadership is echoed by Gallup’s polls, and the popular book, Strengthsfinder 2.0, by Tom Rath. Both Gallup and Rath share that what followers want most from their leaders are trust, stability, compassion and hope.

Trust and Stability. We demonstrate trust and stability as leaders when we do what we say we are going to do, and when we are consistent in our actions and in our life. Followers trust leaders whose actions align with their words both in and out of the office. When we are sincere, genuine and dependable, our teams recognize us as being both magnanimous and trustworthy.

Compassion. To be great leaders, our followers need to know and feel that we care about them. This doesn’t mean that we have to be accepting of grave errors, or keep around incompetent team members; it’s actually quite the opposite. Magnanimous leaders show compassion by truly getting to know and understand the strengths of

their people, and then empowering them to use those strengths. When the strengths required for the role don’t match the strengths of the individual, the truly compassionate leader puts them in the right seat, or lets them go to find work that does capitalize on their unique strengths. When we are magnanimous leaders, our followers know that we have their best interests at heart.

Hope. One of my favorite quotes is,

“When there is hope in the future, there is power in the present …” -Zig Ziglar

As leaders, we are called to motivate others to achieve a common goal, and this can only be accomplished by instilling the belief that the goal can be accomplished, and that the future will be brighter when it is. Magnanimous leaders provide hope by presenting a clear vision with passion and authority. They demonstrate grit and determination even when times are tough, encouraging hope and perseverance.

Magnanimous leaders offer trust, stability, compassion, and hope to their followers. This is leadership defined.

If you enjoyed this article and you are passionate about being a better leader, I invite you to attend the 2019 ISFA Annual Conference. Speakers, roundtable sessions and networking opportunities for improving leadership skills will all be offered in a beautiful and enjoyable setting.

I hope to see you soon, and as always, I welcome your feedback!

ISFA Events & Training

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

Gen 2 Event

Sponsored by Cosentino, GranQuartz and Moraware June 4 - 6 Detroit, Mich.

Solid Surface Roundtable

Hosted by A.S.S.T. Sponsored by Wilsonart Aug. 13 - 15 Gettysburg, Pa.

Industry Roundtable

Hosted by Precision Countertops Sponsored by Crossville, Daltile, Kohler and Moraware Sept. 17 – 19 Portland, Ore.

Solid Surface Training

Sponsored by Regent Stone

Hosted by GECKO SSS October San Antonio, Texas

ISFA 2019 Annual Conference

In Service, Amy Miller

ISFA Executive Director AmyM@isfanow.org

Sponsored by BACA Systems, Cosentino, Crossville, GranQuartz, Infinity Surfaces, Integra Adhesives, and Park Industries Oct. 20 – 23 Scottsdale, Ariz.

Industry Roundtable

Hosted by MSI Sponsored by MSI and Park Industries Nov. 12 – 14 Tampa, Fla.

ISFA Members Visit Cosentino Headquarters in Spain

March 4 to 8, ISFA members traveled to Madrid, Almeria and Granada, Spain. The trip was sponsored by ISFA member and supporter, Cosentino. Hosted by Executive Director of Marketing Massimo Ballucchi, the group enjoyed a cooking show and demonstration at the Cosentino City Center in Madrid. During the show, the group took part in helping to prepare the meal, which even included using a blowtorch to sear salmon on a Dekton surface!

In Almeria, the group visited a Cosentino quarry, fabricator Cuellar Stone, and the Cosentino headquarters and factories. On the last day of the trip, the group enjoyed Granada and took in a traditional Flamenco show.

Here are just a few of the many great comments received from participants:

“The trip to Spain was an opportunity of a lifetime. The tour of the Silestone and Dekton facilities really gave me a good visual to how the product is made and is a useful tool in the selling process and training our staff. My favorite part of the trip was the marble quarry. It was fascinating to see how natural stone is mined, live and in person. Thank you again to ISFA and Cosentino for being great hosts!!” – Lisa Storts, Hard Rock Stone Works

“It was an amazing opportunity to visit the world’s largest quartz manufacturer. The sheer size of the operation in Spain is massive. The facilities are state-of-the-art.”

— Dave Hammerl, Stonecrafters

“The trip was very informative with regard to the latest quartz manufacturing technology used to create the Dekton product line. The automation process in the Cosentino factory was really impressive.”

— Jim Callaghan, GranQuartz

ISFA Fabricators interested in touring the Cosentino headquarters and factories in Spain should contact their local Cosentino Center and General Manager to express their interest and learn more about this great opportunity.

ISFA Booster Club

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

Thank you to our ISFA 2020 Booster Club Members!

ISFANews

October 20-23, 2019

Join us to improve your business, make new connections and enjoy yourself!

PRESENTING SPONSORS

OTHER SPONSORS

Register online at www.isfanow.org under the Events/Annual Meeting menu now through Sept. 15

Join us for the 2019 ISFA Annual Meeting & Conference at the beautiful Mountain Shadows Resort in Scottsdale, Ariz. Here are just a few of the activities planned:

■ Two Keynote Speaker Sessions

■ Roundtable Discussions

■ New Product Round-Up with Conference Specials

■ Italian Chef Dinner/Wine Tasting hosted by Galleria of Stone

■ Golf Scramble

■ Awards Banquet

■ Pedal Bar Tour of Downtown Scottsdale

Your

Conference Ticket Includes:

■ Three nights’ accommodations at the Mountain Shadows Resort in the heart of Paradise Valley

■ Breakfast, Lunch, Dinner & evening Cocktails each day

■ Speakers & Educational Sessions

■ Golf Scramble at The Short Course, Mountain Shadows

■ Dinner/Wine Tasting at Galleria of Stone

■ Awards Reception/Annual Meeting

■ Pedal Bar Rental in Downtown Scottsdale (Attendees are responsible for purchases made during the excursion)

ISFA Trains Four Companies on Solid Surface Fabrication

From April 16 to 20, ISFA held its solid surface training program in San Antonio, Texas, bringing in five representatives from four companies to participate in the most widely accepted solid surface training available.

The class, which was hosted by GECKO Solid Surface Solutions, provided two and one-half days of training, plus an additional half day of supervised practice.

Participant companies included training representatives of three ISFA Fabricator Member companies — Durcon, based in Taylor, Texas; Off Grid Builds, based in Barksdale, Texas; two representatives of 4-D Construction of Illinois, based in Chenoa, Ill. — and one Individual Fabricator Member Eframe Asrat, based in Sugarland, Texas, by way of Ethiopia.

The training program includes product knowledge, handling, inspection, safety, tooling, shop layout, templating, material layout, cutting, seaming, edge treatments, sink and bowl mounting, cutouts, backsplashes, thermoforming, finishing, basic repair, installation, support, overhangs and inlays.

The Participants in this most recent fabrication/ installation class completed projects consisting of an L-shaped countertop with three different edges, integral sink, cooktop cutout and coved backsplashes. Demonstrations in vacuum thermoforming and laser templating were also given by ISFA President Augie Chavez, who owns GECKO Solid Surface Solutions where the training is held.

This ISFA training is accepted by ALL major brands of solid surface, meeting training requirements set by many distributors and manufacturers.

It is taught by a highly skilled training professional, Chris Pappenfort. Chris has more than 30 years’ of industry experience, including a stint as the technical services manager for a DuPont Surfaces distributor for 25 years. During his tenure he

In addition to the training classes in Texas, ISFA offers its On-Site Training Program in which a certified ISFA training expert travels to a business to assist with handson training of either solid surface or quartz/ granite.

obtained instructor certifications from numerous solid surface manufacturers and suppliers. In addition, he upgraded DuPont’s fabrication and installation manuals and has conducted ISFA solid surface training, both in regional facilities and onsite, since 2014.

All those completing the full session receive the following benefits:

■ A certificate recognizing they are an ISFA Certified Professional Solid Surface Fabricator

■ Window clings designating the trainee as an ISFA Certified Professional

■ Recognition in Countertops and Architectural Surfaces magazine as an ISFA Certified Professional.

Observer Option

The training program, which is held several times a year based on demand, also includes an observer option for those who do not need to actually fabricate solid surface, but could benefit from an understanding of the process, such as sales and office workers. Learning the ins and outs of fabrication will help these staff members better sell and support fabrication work, and the cost is lower for those who only observe.

For those interested in attending the next ISFA Solid Surface Training Class in Texas, it will be held in October. More information or to is available by contacting ISFA Operations Manager Carol at carol@isfanow.org or (888) 599-ISFA.

ISFA On-Site is a customized training program for ISFA members designed to meet the needs of a specific business. Basic fabrication instruction includes product orientation, safety, tooling, fabrication and installation. More advanced

instruction includes manufacturer’s fabrication/installation requirements.

For more information or to set up a personalized training program, contact ISFA Operations Manager Carol Wilhite at carol@isfanow.org or (888) 599-ISFA.

ISFANews

ISFA Offering Solid Surface Specific Industry Roundtable

Event to take place in August

Solid Surface is alive and well, and experts are projecting it to grow through at least 2027! As such, ISFA is putting on a special Solid Surface Industry Roundtable Aug. 13 to 15 sponsored by Wilsonart and hosted by worldclass, award-winning solid surface fabricator A.S.S.T., located in McSherrystown, Pa.

If you manufacture, fabricate, distribute or participate in the solid surface industry in any way, you won’t want to miss this unique and special ISFA Roundtable!

THANKS TO OUR SPONSORS:

We’ll tour the A.S.S.T. fabrication shop, and spend time in roundtable style discussion focused on commercial solid surface needs, best practices and opportunities. A.S.S.T. is also located a convenient 20 minutes from Gettysburg, Pa., so we’ll also fit in a fun ghost tour and evening out together exploring the historic location.

For more information or to register for this event, visit www.ISFAnow.org or call (888) 599-ISFA.

ISFA Holds Successful Roundtable In Georgia

May 6 to 8, ISFA hosted 24 leaders in Adairsville, Ga., for an ISFA Industry Roundtable at the iconic Barnsley Resort. During the event, members toured the LG Hausys Viatera and HI-MACS plants, and participated in roundtable discussion. Hot topics included the global quartz climate, economic indicators through 2020 and best practices for improving profitability.

THANKS TO OUR SPONSOR:

There are three More ISFA Industry Roundtables in 2019: Sept. 17 to 19 Portland Ore., hosted by Precision Countertops and sponsored by Crossville, Daltile, Kohler and Moraware; Nov. 12 to 14 in Tampa, Fla., hosted by MSI and sponsored by MSI and Park Industries; and Dec. 3 to 5 in Guadalajara, Mexico, hosted by INDEKO and sponsorsored by CMS North America. For more information or to register, visit www. isfanow.org, or contact Amy Miller at amym@isfanow.org.].

Are You Looking to Hire? Let ISFA Help!

ISFA recently launched a Job Board on our website at www.isfanow.org. This new feature will allow ISFA members to post for positions that they are looking to fill. Listings on the ISFA website will be free to ISFA members, and for just $149 (considerably less than the ZipRecruiter list price) ISFA

will also push your listing out to industry qualified candidates via ZipRecruiter.

And don’t forget that ISFA Fabricator Members can list short job postings in the classified section of this magazine at no cost as a Fabricator Membership benefit. Details about this benefit can be found on Page 49.

ISFA Board of Directors

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

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

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

Mike Langenderfer

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

Adam Albee

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

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

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

Contacts

ISFA PO Box 627 Ingomar, PA 15127 (888) 599-ISFA www.isfanow.org

Executive Director

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

Communications Director

Kevin Cole

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

Operations Manager

Carol Wilhite (888) 599-ISFA carol@isfanow.org

sstoddard@advanced surfacespa.com www.advancedsurfacespa.com

Kelley Montana Director

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

Steve Mast Director

Precision Countertops 26200 S.W. 95th Ave. Ste. 303 Wilsonville, OR 97070 (503) 660-3023 Steve.m@precisioncountertops.com www.precisioncountertops.com

Austin Maxwell Director

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

Eric Tryon Director

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

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

Joe Connolly Associate Member Representative SASSO 220 N. Smith St. Ste. 414 Palatine, IL 60067 (224) 200-8004 jconnollysassousa@gmail.com www.sassousa.com

Account Representative

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

Program Coordinator

Amy Kyriazis (888) 599-ISFA amy@isfanow.org

Solid Surface Fabrication Trainer

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

Quartz/Stone Fabrication Trainer

Fred Hueston (321) 514-6845 fred@isfanow.org

Fabricator Directory Fabricator Directory

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

ALABAMA

Cutstone Co.

117 Cloverdale Dr. Alabaster, AL 35007

205-624-3538 www.cutstoneco.com

ALASKA

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

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

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

www.visionunited.com

ARIZONA

La Casa Bella Builders

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

LCBbuilders.com

ARKANSAS

Qualserv

7400 S. 28th St. Ft. Smith, AR 72908

479-459-5892

www.qualservsolutions.com

CALIFORNIA

Fischer Tile & Marble

1800 23rd St. Sacramento, CA 95816

916-452-1426 www.fischertile.com

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

Pacifica Wholesale Tile and Stone 620 E. Ball Rd. Anaheim, CA 92805

310-497-3511 www.pacificastone.com

Quarry House Inc. 217 San Anselmo Ave. San Anselmo, CA 90205 415-482-9094 www.quarryhouseinc.com

The Countertop Factory 2470 E. Coronado St. Anaheim, CA 92806 562-944-2450 www.thecountertopfactory.net

COLORADO

The Top Shop Inc.

3300 E. 43rd Ave. Denver, CO 80216

303-996-6026 www.tshopinc.com

DELAWARE

Troy Granite Inc. 711 Interchange Blvd. Newark, DE 19711 302-292-1750 www.troygranite.com

FLORIDA

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

Delorie Countertops & Doors Inc.

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

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

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

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

GEORGIA

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

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

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

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

Heft Enterprises 9138 Wheat St. Covington, GA 30014 678-342-9400 www.heftcabinets.com

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

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

HAWAII

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

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

ILLINOIS

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

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

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

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

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

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

Solid Surface Creations Inc. 403 S. Sycamore Villa Grove, IL 61956 217-832-8207 www.ssctops.com

Stalwart Systems 7797 N. Caldwell Ave. Niles, IL 60714 847-972-1193

www.stalwartsystemsusa.com

Stonecrafters 430 W. Wegner Rd. Lakemoor, IL 60051 815-363-8730

www.stonecrafters.com

The Countertop

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

INDIANA

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

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

www.rakesolutions.com

IOWA

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

www.solidfab.com

StoneHouse

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

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

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

KENTUCKY

Granite America

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

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

www.louisvillelumber.com

Fabricator Directory

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

StoneMark Granite LLC

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

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

MAINE

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

Shad’s Custom Countertops Inc.

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

MARYLAND

ASSI Fabricators LLC

11270 Old Baltimore Pike Beltsville, MD 20705 301-937-2800 www.assifab.com

Carefree Kitchens Inc.

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

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

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

MASSACHUSETTS

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

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

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

MICHIGAN

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

MKD

106 E. Oliver Dr. Marshall, MI 49068

269-209-8198 www.mkdkitchens.com

Paxton Countertops & Showers

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

MINNESOTA

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

The Pinske Edge

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

MISSISSIPPI

Alexander Counterwrights

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

MISSOURI

Premier Surfaces

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

MONTANA

BMC

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

NEBRASKA

Counter Culture

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

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

Lycos, Inc.

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

Stone Concepts, Inc.

10802 Sapp Brothers Dr. Omaha, NE 68138 865-523-0967 www.stoneconceptsomaha.com

NEVADA

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

NEW HAMPSHIRE

Rumford Stone Inc. 278 River Rd. Bow, NH 03304 603-224-9876 www.rumfordstone.com

NEW JERSEY

Marvic Corp. 2450 Lorio St. Union, NJ 07083 908-686-4340 www.countertopsofnj.com

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

NEW MEXICO

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

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

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

NEW YORK

Granite and Marble Works Inc. 8 Commercial Park Dr. Wilton, NY 12831 518-857-9720 www.graniteandmarbleworks.com

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

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

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

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

NORTH CAROLINA

Atlantic Countertops

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

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

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

Carolina Custom Surfaces***

100 Landmark Dr. Greensboro, NC 27409 336-215-5518 www.carolinacustom surfaces.com

Carolina Stoneworx LLC 8313 Poole Rd. Knightdale, NC 27545 919-266-1011 www.carolinastoneworx.com

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

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

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

ROCKin’teriors

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

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

OHIO

Countertops by Nate 5372 Bedford St. Unit C Bedford Heights, OH 44146 216-314-8654

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

www.cectops.com

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

L. E. Smith Co.***

1030 E. Wilson St. Bryan, OH 43506 888-537-6484

www.lesmith.com

Laminate Shop, Inc. PO Box 1218 Marietta, OH 45750

740-749-3536

The Countertop Shop LTD***

9300 Airport Rd. Monclova, OH 43542 419-868-9101

www.countertopshop.net

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

www.topadvantage.com

Top Designs Inc. 1700 Wall Rd. Wadsworth, OH 44281 330-334-5677

www.topdesignsinc.com

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

Tower Industries

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

330-837-2216

www.towersurfaces.com

OREGON

Crowley’s Granite & Quartz

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

503-850-2496

Oregon State University 601 S.W. 35th St. Corvallis, OR 97333 www.oregonstate.edu

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

PENNSYLVANIA

A.S.S.T. 350 South St. McSherrystown, PA 17344 717-630-1251 www.asst.com

Advanced Surfaces Inc.

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

Eurofins Lancaster Laboratories 2425 New Holland Pike Lancaster, PA 17601

717-656-2300

Indoor City

Granite and Marble 1284 Loop Rd. Lancaster, PA 17601

717-368-5604

www.indoorcity.com

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

www.kauffmankitchen.com

Kramer’s Fabrications Inc. PO Box 41 Bernville, PA 19506

610-488-6213

www.kramershowerbases.com

Pence Countertops Inc.

124 Ellis Woods Rd. Pottstown, PA 19465

610-326-6609

www.pencecountertops.com

Pittsburgh Troy Granite 1060 484 Lowries Run Rd. Pittsburgh, PA 15237

412-446-1060 www.troygranite.com

SOUTH DAKOTA

DFC-Dakota Fixture & Cabinet Co. 45753 237th St. Madison, SD 57042

605-256-3707 www.soliddfc.com

TENNESSEE

Alexander Brothers

Tile & Marble Inc.

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

901-278-9626

www.alexandermarble andgranite.com

Countertops of Memphis

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

Creative Countertop Solutions Inc.

919 4th Ave. S. Nashville, TN 37210

615-915-0718

www.creativecountersolutions.com

Kitchen Tops Inc.

1300 Ault Rd. Knoxville, TN 37914

865-523-0967 www.kitchentops.net

TEXAS

Alpha Granite 915 W. Howard Ln. Austin, TX 78753

505-814-5354 www.alphagraniteaustin.com

Cirrus Asset Management

5347 Spring Valley Rd. Dallas, TX 75254

661-857-0722

www.cirrusami.com

Classic Counter Tops 2325 Executive Dr. Garland, TX 75041

972-840-1234

Counterscapes, Inc. 2228 Deerbrook Dr. Tyler, TX 75703

903-581-5676

www.counterscapes.com

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

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

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

Eframe Asrat 6807 Miller Shadow Sugarland, TX 77479 713-530-3673

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

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

Legacy Granite and Marble 6214 Keyko St. Houston, TX 77041 832-834-7459

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

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

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

UTAH

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

Valley View Granite 905 N. 2000 W. Tremont, UT 84337 435-452-1570 www.valleyviewgranite.com

VERMONT

Vermont Solid Surface PO Box 602

852 Portland St. St. Johnsbury, VT 05819 802-535-4986 www.vermontsolidsurface.com

VIRGINIA

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

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

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

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

www.surfacelinkcorp.com

TRINDCO

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

WASHINGTON

FloForm Countertops

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

King County Library System

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

WISCONSIN

Bisley Fabrication Inc.***

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

www.bisleyfabrication.com

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

www.kopfmanntops.com

McDermott Top Shop LLC

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

Fabricator Directory

CANADA

Elite Food Equipment

4 Fielding Ct. Ajax, ON L1T 4W5

Canada

FloForm Countertops

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

FloForm Countertops

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

FloForm Countertops

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

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

Shape Industries

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

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

FRANCE

CREA Diffusion

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

INDIA

Infini Hybrid Pvt Ltd 904, Bwing, Kanakia Western Edge II, Western Highway Borivali East Mumbia 400066 Maharashtra India +91-966-464-1442 www.infinihybrid.com

ITALY

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

MEXICO

INDEKO***

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

NEW ZEALAND

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

RUSSIA

AKRILIKA HOLDING Svobody St. 29 Moscow Russia 125362

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

UNITED ARAB EMIRATES Bond Interiors PO Box 15758 Dubai U.A.E. 04 2711727, 06 5343222 www.bondinteriors.com

UNITED KINGDOM Interfab LTD

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

Sheridan Fabrications Limited

New Sheridan House, Don Pedro Ave. Normanton, West Yorkshire WF6 1TD United Kingdom 448-456-182800 www.sheridan-uk.com

Product News

Avonite Surfaces and STUDIO Collection

Announce 2019 Colors

Avonite Surfaces® Acrylic Solid Surface and STUDIO Collection® Design Resin, brands of Aristech Surfaces LLC, released their new North American colors for 2019. The Avonite Surfaces® new color launch consists of eight colors: Stony Peak 7747, Clout Burst 7746, Snow Mist 7848, Mellow 7749, Relic 7728 and Industrial 7849, as well as Calm 8908 and Unwind 8909, which are additions to the Movement Collection. The STUDIO Collection new color launch consists of four colors: Bellissimo 6720, Transcendent 8760, Twinkle 1060 and Ebony Twist 8770. Avonite Surfaces’ eight new colors join more than 50 standard North American colors and the STUDIO Collection’s four new colors join more than 40 standard North American colors. The materials are used in architectural and design applications in hospitality, retail, education, government, healthcare and commercial work spaces. Avonite Surfaces are nonporous, stain-resistant, NSF Certified Food Zone Safe, bacteria- and chemical-resistant, have inconspicuous seams and are readily repairable, as well as thermoformable for curved and custom applications. The STUDIO Collection colors have transparent and translucent capabilities, are nonporous, have inconspicuous seams, and are readily repairable, as well as thermoformable for curved and custom applications. For more info, go to isfanow.org/info and list RS #30

Prodim Updates Proliner Templating Package

Prodim has implemented several upgrades on its Proliner hardware. The grip on the measuring pen has been improved for easier handling. The measuring wire has better visiblity for potentially “unaware” co-workers on-site. Looking at the “inside” of the Proliner, the storage capacity has

quadrupled, and the overall battery management has improved. Prodim recently released a new update to the Proliner Generation 4.X software. The update brings new editing features for easier alignment of cutouts, and the “closed shape check” is a new helpful feature for creating closed production pieces. The company also developed two new smartphone applications (Android) connecting with the Proliner. The Proliner Remote app enables operators to use their smartphone as the Proliner remote controller. The second app, Proliner Update, uses the internet connection of a smartphone to update the system’s software anywhere, anytime. Also, actively integrating customer feedback, Prodim recently released Prodim Factory 3.0. The update has improved the data flow from the Proliner for easier use in all Factory modules. Projects and pictures can now be imported using a smartphone, and a slab stock overview has been added to the Factory Slab Creator module.

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

LOTTE Advanced Materials Introduces New Staron Colors

LOTTE Advanced Materials has added six new Staron solid surface colors to its collection for 2019. The new colors are: Ranier, Reno, Elbert, Aspen Eggshell, Tempest Coconut and Tempest Bamboo. Widely used in residential and commercial applications, Staron is certified for use in healthcare and food service.

And because it can be easily shaped or thermoformed, it is used to create innovative fixtures, display areas, furniture, columns and more.

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

Wilsonart Launches THINSCAPE Performance Tops

Wilsonart introduced THINSCAPE™ Performance Tops, a new collection of 12 European inspired, highly durable and ultra-thin decorative countertops said to be unlike anything else in the marketplace. The collection features a variety of surface material looks including large-scale stone, quartz, planked wood and aged metal designs. With a sleek, ½-in.-thick profile, THINSCAPE™ Performance Tops are suitable for horizontal applications such as kitchen countertops, bath vanities, laundry room worktops and commercial tabletops for hospitality, office and retail environments. The entire collection fabricates easily with dry tools — create corners, cutouts and install undermount sinks with ease. Manufactured in the United States, THINSCAPE™ Performance Tops are easy to clean and are extremely impact-, scratch- and moisture-resistant. They also come with UL GREENGUARD Gold Certification for indoor air quality.

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

CaraGreen Launches Durat Scandicolor Collection, Offers elementAl

CaraGreen, a source for healthy building materials, announced the launch of the Durat Scandicolor Collection, a new palette of Durat solid surface colors inspired by natural elements and the minimalism of Scandinavian culture and design. Durat surfacing material is made with up to 30 percent recycled content, and with its easy maintenance and hard-wearing properties, it is

suitable material for countertops and various interior spaces. The Scandicolor Collection consists of 10 colors: shades and hues that can be found in the natural landscape of the Scandinavian region. The collection speaks to a larger movement taking place in the building and design industry — a move toward biophilic design which incorporates colors, textures, and other elements of nature with the aim of increasing occupants’ connectivity to natural environments by bringing the outdoors in.

CaraGreen also announced it will offer a new line of surfacing material that not only addresses the escalating recycling issue, but also provides a durable, well-performing and striking alternative for surfacing applications, specifically countertops, furniture, shelving and tabletops. It will now be offering elementAl surfaces, which is a sustainable surfacing material for commercial and residential structures that takes plastic and metal from the post-consumer waste stream and melds them together in a stunning, easily machined surface. It is offered in finishes that are translucent,

making it suitable for backlighting, and it comes in a broad array of colors that is less porous than many other materials.

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

Braxton-Bragg Adds to Viper Brand

Braxton-Bragg introduced Viper Den, a new offering of daily accessories from boots to blades, expanding the Viper® brand that has provided quality pads, blades and other stone fabrication materials for 25 years. The line includes: hearing and vision protection,

boots, gloves, razor blades, stir sticks, epoxy mixing cups, tape, countertop and flooring protection film, grinding wheels, polishing pads and more. For more info, go to

Stoneworks Training Group Launches EasySTONE Training Resources

Stoneworks Training Group launched its training resources and services for EasySTONE and EasySTONE NC. The group formed with the mission of providing training in ways that are convenient for shop managers and equipment operators. Stoneworks Training Group offers a broad range of services to keep clients running

Product News

efficiently: remote and on-site training; remote support; consulting; and e-courses via the University of EasySTONE. The company works in cooperation with DDX Group, the maker of EasySTONE, to provide a complete approach to education, support and sales. As veteran CAD/ CAM professionals, they understand the importance of matching the right software with the right knowledge. EasySTONE is a full-featured solution for CNC machines. EasySTONE NC is a customizable machine interface for CNC sawing equipment. The two components of the EasySTONE platform integrate seamlessly to streamline the entire process. For more info, go to isfanow.org/info and list RS #36

LG Hausys Introduces New HIMACS Strato Colors

LG HI-MACS new solid surface Strato colors are inspired by the alluring dance of light and shadow found in nature and, with their linear patterning, are designed to delight the eye. The three new colors reflect the latest trends in interior design and come in hues that complement any project. The new colors are: Strato Terra, Strato Slate and Strato Crème. For more info, go to isfanow.org/info and list RS #37

SolidSurface.com Expands to Include Full Corian Solid Surface Line

With the launch of the new SolidSurface.com website, the full line of Corian® Solid Surface products is now available from the company. With hundreds of diverse colors and patterns, Corian offers an elegant, smart solution to a variety of projects in residential as well as commercial environments.

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

BLANCO Expands the IKON® Farmhouse Sink Collection

BLANCO, the German manufacturer of sinks and faucets, expanded the design of its IKON® Apron Front Single Bowl with the addition of a 27-in. sink. The success of the company’s first-ever farmhouse SILGRANIT® sink led BLANCO to create a 27-in. farmhouse option for smaller homes and kitchens. Suitable for metro-area kitchens, the IKON 27-in. Apron matches smaller cabinet and kitchen sizes. It is available in nine ontrend colors including Anthracite, Biscotti, Biscuit, Café Brown, Cinder, Metallic Gray, Truffle, White and an all-new color, Concrete Gray.

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

Formica Adds to Onyx Collection

Two new Formica® Laminate Onyx patterns, Ice Onyx and Gray Onyx, are sophisticated colors that have a translucent appearance and rich patterns. According to the company, Onyx designs have been popular in Formica Corporation’s range for almost 50 years, but technological advances now allow the company to capture the translucent qualities of the stone in both light and dark formats. Ice Onyx is described as a creamy white background offset with a radiant white crystalline structure; whereas Gray Onyx has a soft gray background with clouds of creamy white and a subtle blue-gray crystalline structure. For more info, go to isfanow.org/info and list RS #40

WEHA Introduces Diamond Turbo Rodding Blade

WEHA now offers a new Diamond Turbo Rodding Blade. The 5-in. Turbo Blade is made for cutting 3/16-in. slots into the back side of granite, quartz, quartzite, marble and other stone to allow for reinforcement rodding. Rodding the back of stone has proven time and again to greatly strengthen stone around the bowl and sink cutout, and can be extremely important during transport and installation, when hard surfaces are at their most vulnerable. The Turbo Rodding Blade is 3/16 in. wide, which is

Product News

a suitable width for ⅛ in. wide white rodding, steel carbon fiber rodding, carbon fiber rodding and standard steel rodding. According to the company, the width achieved using the blade allows for a tight adhesive bond with the rodding, and the blade features a one-piece design for fast cutting.

For more info, go to isfanow.org/info and list RS #41

Alpha Professional Tools Introduces Summit AP Polishing Wheels

Alpha Professional Tools now offers Summit AP Polishing Wheels. This enhanced version of the popular Summit Resin Wheel will now polish engineered stone and quartz surfaces in addition to granite, marble and limestone. The wheels fit on the most common radial arm polishers and according to the company will match the factory finish provided by large multihead polishing machines. They are suitable for the fabrication of countertops, tabletops and the backsides of slabs or monument sides and tops. The Alpha® Summit AP Polishing Wheels are designed to provide fast, consistent and superior quality results. As with the entire Summit line, these wheels

are made to be easy to use and are quick to change from grit to grit. The polishing wheels are available in 10-in. diameters and in grits of 100, 200, 500, 1,000, 2,000, 3,000 and Tsuya.

For more info, go to isfanow.org/info and list RS #42

AXYZ Announces the New Versatile Infinite Router for Multipurpose Routing

AXYZ CNC Routers introduced the new Infinite Router to its lineup of CNC machines. With process areas up to 128 in. (3,251mm) wide and more than 50 ft. long (15.24m), the Infinite builds on the legacy of the AXYZ Series Router to combine both modern design and engineering excellence. Built in North America using the latest technology, the router has been redesigned from the ground up, making it a highly configurable CNC router solution for the market.

Key design features include a heavy-duty frame with a robust structure for high performance and high part-finish, a new carriage design with easier access for service, and a new dust extraction system which reduces clogging and allows for longer tables. These are supplemented with a range of optional production tools, including a sevenor 21-station automatic tool change system, twin or triple cutting heads, the latest AXYZ AVS Camera Registration System, and a misting unit. All these options are available on CNCShop.com.

For more info, go to isfanow.org/info and list RS #43

KOHLER Offers

Farmstead Sink

KOHLER recently introduced the Farmstead® sink, which reimagines the traditional farmhouse sink with a clean, contemporary update. Crafted from an acid-resistant

enameled cast iron with a sleek black painted underside finish, it can be installed top-mount with custom cabinetry, or wall-mount with legs. It has a 45-in.-wide single bowl with a 9-in.depth, two faucet holes and an integral apron and backsplash. The sink comes with seven custom accessories.

For more info, go to isfanow.org/info and list RS #44

Omni Cubed Launches Large Format Tile Equipment

As large format tiles have become more popular, specialized tools for transport and installation are in greater demand. Omni Cubed is working on a variety of solutions for these materials. First off the line are the Rigid CrossBrace Kit (pictured here) and Horizontal Lifting Handle Kit—two new accessories designed to help stone fabricators and tile installers build sturdy, custom frames around large cutouts and reinforce fragile materials using their existing vacuum cup Sink Hole Saver products. The Rigid Cross-Brace Kit includes two 4-ft. strengthening bars and four clamps, which enable the configuration of custom frameworks to suit a variety of applications. The Horizontal Lifting Handle Kit provides a comfortable gripping point beyond the ends of the CrossBrace bars or Sink Hole Saver rails.

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

Start Planning NOW to Attend These Upcoming Events!

ISFA Events & Training

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

Gen 2 Event

Sponsored by Cosentino, GranQuartz and Moraware

June 4 - 6

Detroit, Mich.

Solid Surface Roundtable

Hosted by A.S.S.T.

Sponsored by Wilsonart

Aug. 13 - 15

Gettysburg, Pa.

Industry Roundtable

Hosted by Precision Countertops

Sponsored by Crossville, Daltile, Kohler and Moraware

Sept. 17 – 19

Portland, Ore.

Solid Surface Training

Sponsored by Regent Stone

Hosted by GECKO SSS

October San Antonio, Texas

ISFA 2019 Annual Conference

Sponsored by BACA Systems, Cosentino, Crossville, GranQuartz, Infinity Surfaces, Integra Adhesives, and Park Industries

Oct. 20 – 23

Scottsdale, Ariz.

Industry Roundtable

Hosted by MSI

Sponsored by MSI and Park Industries

Nov. 12 – 14

Tampa, Fla.

Industry Roundtable

Hosted by INDEKO

Sponsored by CMS North America

Dec. 3 – 5

Guadalajara, Mexico

Ad Index

Two (2) 2008

Pumps Model VTLF250SK Came off of a Cosmec Conquest CNC. Both have recently been inspected and have replaced vanes.

$3,500 EACH Call (901) 614-0200 Ext. 3 or email billy@countertopsofmemphis.com

send us the text you’d like to

and we’ll do the rest.

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

From the President

From the Desk of Augie Chavez, ISFA President

Just Push the Button

“Just push the button!” That’s a magical phrase that helps eliminate many of our fabrication problems. Push the button, walk away and let the machines do the work.

As great as it sounds, there are several items you should consider before you walk down that magical path of additional machinery.

Start by looking at where and how this new “toy” is going to fit into your current business. Space in a shop is valuable real estate. Do you have a place for it? Is there enough electrical power, water and compressed air/air filtration to satisfy the needs of the new machine? These items need to be evaluated because expenditures will be associated with them long after the new machine has been paid off.

So, if you’ve found a place for the machine and you have all the infrastructure needed to run it, is it in the right place? Does it complement your current work flow or has it created a traffic jam?

Thought must be given to creating a good work flow with the new equipment well before you buy it, even if it means moving other machines around. In the long run it’ll save a lot of headaches and give you the ability to produce more product in a safer and quicker manner. When planning out the work flow and allocating space for machinery, it’s also important to keep in mind the steps and how everything will work as the additional machines are added.

Once machines are in their optimum position in the shop and a good workflow has been created, you have to consider who is going to run the machines. Knowing who will operate a new machine is just as important as where that machine fits into the physical shop and the work flow model. Are you going to have to hire new people with technical skills or is someone

in your shop willing and able to enhance their skill set and take on a new role?

One of the major factors in deciding to buy a new piece of equipment is your return on investment (ROI). Having a new machine is kind of like trying to figure out what came first — the chicken or the egg. Do you have the sales needed to keep the machine busy or will it help you get more sales? Will you keep the same employees or will you have to trade some out? It is not to be taken lightly.

The labor question is a bit more difficult to answer than some other aspects. Labor pools in most parts of the country are slim to none. The face of the fabricator has changed quite a bit in the last couple of decades. While there will always be a need and a place for skilled craftsmen that know how to handle a grinder and a polisher, these days a person on a laptop or tablet is becoming a big part of the norm. Employing students finishing up high school or college seems to be working for some shops. These emerging students are in need of employment and are more likely to have a computer savvy skill set.

If you do come to the decision that a new piece of machinery will be of benefit and you will be able to adjust work flow and hire a solid staff member to run it, of course, it’s wise to sit down with your banker or accountant. It’s highly advisable to understand your options as to the actual machine purchase. You should understand any loan terms, time frame and amounts for payoffs, or even the possibility of leasing.

Pushing the button is not just the future of our industry — it’s already here. While I am offering some ideas to consider, there are certainly

more questions raised here than answered. However, asking questions will hopefully help avoid making costly mistakes or at least make decisions easier.

There are many avenues to help you navigate these paths: trade magazines (such as this one), social media groups, websites, trade shows, videos and educational and networking events (like those ISFA puts on) where you can talk to other fabricators. While trade shows allow you to view and compare a lot of different options in one place, it is also a good idea to contact manufacturers and potentially tour their facilities. Most would happily welcome the opportunity to show you around, demonstrate their equipment and offer insight into their products. Some manufacturers even have lists of fabricators that allow other fabricators to visit their shops and see machines running in an actual shop setting.

I hope what insight I could provide helps you when the time comes to decide whether or not to purchase new equipment, and while it may very well be your best option, make sure you do plenty of homework in advance.

Feel free to reach out to me. I look forward to hearing your comments on this or any other topics.

Augie Chavez, ISFA President augie@geckosss.com