ISFA's Countertops & Architectural Surfaces Vol. 11, Issue 3 - Q3 2018

VOLUME 11 / ISSUE 3 • QUARTER 3, 2018 • SINGLE ISSUE $14.95

Dust Collection & Air Quality Equipment Showcase Page 18 Calculating the ROI of Salespeople Page 26 OSHA Silica Regulation Update Page 28 Improving Business Outcomes Page 31 Examining Porcelain and Compact Sintered Surfaces Page 32

FABRICATOR PROFILE:

CRÉA DIFFUSION Renown European fabricator pushes the boundaries for solid surface cladding in Paris Page 22

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CREDITS Letters to the Editor

Photography

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.

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.

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.

Photography/graphics provided by: Crea Diffusion, Pierre L’Excellent, Lapitec, CaraGreen and MSI.

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

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

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

Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2018. 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 change to Countertops & Architectural Surfaces magazine, PO Box 627, Ingomar, PA 15127.

4 • Vol. 11 / Issue 3 • International Surface Fabricators Association

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

ISFA Officers of the Board Kate Dillenburg, President Adam Albee, Immediate Past President Augie Chavez, Vice President Mike Langenderfer, Treasurer Matt Kraft, Secretary

ISFA Directors Kelly Montana, Director Steve Stoddard, Director Adam Albee, Director Paul Max Le Pera, Director Jessica McNaughton, Associate Member Representative Jim Callaghan, 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 Well-known and respected French fabricator Crea Diffusion performed an amazing external solid surface cladding project in Paris. Read more on Page 22.

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CONTENTS Features 18 Dust Collection & Air Quality Equipment Showcase A look at equipment to help meet air quality

and safety standards

22 Fabricator Profile: Crea Diffusion Renowned fabricator tackles amazing solid surface

18

building facade project in Paris

26 Calculating the ROI of Salespeople Learning to understand the value and cost of your sales team 28 Are You in Compliance with OSHA’s New Crystalline Silica Regulations?

What you need to know to avoid problems 31 How to Become Emotionally Intelligent: E+R=O Improving business outcomes

22

32 Examining Porcelain and Compact Sintered Surfaces Facts and features of these trendy products

Departments

8 From the Editor 10 Calendar of Events 12 Education Connection 14 Industry News

26

28

36 From the Executive Director 37 ISFA News 42 ISFA Fabricator Directory 46 Product News 49 Classifieds/Ad Index 50 From the President

31 6 • Vol. 11 / Issue 3 • International Surface Fabricators Association

32

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

Summer, Sales, Safety and Silica One of my favorite writers, Evelyn Waugh,

a must-see for those of you that work with

— always summer … the fruit always ripe”

again teamed up with the show to put on a

wrote, “If it could only be like this always

— and that line says a lot. Not only did these words ring true when I first read them in

college, now many years ago, but they seem to capture the general essence and feeling of hope and potential that comes with the

wood and/or cabinetry. This year ISFA has

great full-day Countertops symposium, which is sure to provide a host of useful information presented by some of the most insightful

participants in the countertop world. (Check out more information on the symposium in

priority. Who knows, with the right motivation, these newcomers may end up being your most valued employees in a few years.

And one other thing that this particular summer brings to our industry is the enforcement of the new increased silica regulations. This can be a complex issue,

the ISFA News section of this issue.)

but is one that needs to be taken seriously. If

As I put my thoughts down here, July is upon

The cyclical summer increased workloads

enforcement, which began June 23 with a one-

longer days, memories and the promise of

been seeing over the past several years along

changing season.

me and summer is here, bringing with it the family vacations and backyard barbeques

and all of the things that come with it. The

warm weather makes the bitter cold of the

winter past a distant memory, and along with the sunshine and much improved weather

generally comes an increase in activities. In

addition to the typical sunny day happenings in the yard or garden that the season makes

possible, a lot of other great things also occur during the summer. Many of these positively impact your businesses.

Those projects that may have been put off during the cold or rainy months are now

ramping up, making summer in the surfacing industry the busiest time of year for many in

the remodeling or new construction markets.

The fruit is ripe for the picking and hopefully, you are getting your share of that business while the getting is good.

The summer also brings other things that may help your business prosper. One

that comes to mind is the International

Woodworking Fair (IWF) in Atlanta, which is

8 • Vol. 11 / Issue 3 • International Surface Fabricators Association

coupled with the increase in activity we have with the faltering labor pool may mean you are looking for extra help over these busy warmer months.

you haven’t made all of the preparations for month grace period for those who showed they were making an effort, then you should really be making those preparations now. Read up on it in our silica update on Page 28. And, if after reviewing the regulations or complete

One thing that may help to alleviate this

a shop assessment, you find you are in need

either recently graduated high school or are

out our Dust Collection and Air Quality

issue is that a lot of young workers that have between college classes are looking for work

(or at least temporary work). With the influx of younger, less-experienced workers over the summer, it is probably no coincidence that

last month was National Safety Month in the

of additional safety equipment, you can check Spotlight on Page 18 to find the latest and greatest products that may be able to help solve any problems you encounter.

So I want to wish you all a warm and enjoyable

United States.

summer full of great memories that not only

According to OSHA statistics, nearly one

and productive for you, your business and

out of every 10 workers in construction-

related jobs is injured in the workplace. And

approximately one out of every 25,000 is killed.

According to the Bureau of Labor Statistics, the majority of those injured on the job are

affords you some time to relax, but is also safe your employees.

As always, I look forward to your feedback.

Sincerely,

under the age of 34. So if you are bringing in younger, or seasonal help, keep in mind that they might not be as accustomed to shop

safety as your veterans. That means being

careful (along with productivity) should be a

Kevin Cole, Publisher & Editor kevin@isfanow.org

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Special Section

CALENDAR OF EVENTS NTCA Regional Training Program July 26 Anaheim, Calif.

(906) 361-8821 BACA Fabrication Seminar July 26 Clearwater, Fla. (855) 847-7330 NTCA Regional Training Program Aug. 17 Louisville, Ky. (906) 361-8821 ISFA Countertops & Architectural Symposium at IWF Sponsored by Durasein and GranQuartz Aug. 21 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com/ Educationdefault/ ISFA Pre-IWF Networking Event Sponsored by Cosentino Aug. 21 at 4:15 p.m. (following IWF Countertops Symposium) Atlanta, Ga. (402) 487-3207 www.isfanow.org info@isfanow.org NTCA Regional Training Program Aug. 21 Deerfield Beach, Fla. (906) 361-8821 CMA Shop Tours Aug. 21 Atlanta, Ga. (866) 562-2512 International Woodworking Fair (IWF) Aug 22 – 25 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com

ISFA Solid Surface Training Hosted by GECKO SSS Sept. 11 – 13 San Antonio, Texas (412) 487-3207 info@isfanow.org www.isfanow.org Regent Stone Quartz/Granite Countertop Fabrication Course Sponsored by ISFA Sept. 18 – 19 Virginia Beach, Va. (866) 233-4877 ISFA Industry Roundtable Sponsored by OHARCO, Park Industries, Wilsonart and Counter Culture Sept. 18 – 20 Omaha/Lincoln, Neb. (412) 487-3207 info@isfanow.org www.isfanow.org BACA Fabrication Seminar Sept. 20 Detroit, Mich.

(855) 847-7330 Natural Stone Institute Summit Sept. 20 Indianapolis, Ind. (440) 250-9222 Regent Stone Quartz/Granite Repair Course Sponsored by ISFA Sept. 20 -21 Virginia Beach, Va. (866) 233-4877 Marmomacc Sept. 27 – 30 Verona, Italy +045 829 8111 2018 Healthcare Facilities Symposium & Expo Oct. 8 – 9 Austin, Texas (603) 471-0877

ISFA 2018 Annual Conference Sponsored by GranQuartz, Cosentino, Integra Adhesives, Laser Products, BACA Systems and Gemstone Oct. 23 – 26 Cancun, Mexico (412) 487-3207 info@isfanow.org www.isfanow.org Natural Stone Institute Summit Nov. 1 Tucson, Ariz.

(440) 250-9222 World Architecture Festival Nov. 28 – 30 Amsterdam, Netherlands 020 7713 9388 Cairo WoodShow Nov. 30 - Dec. 3 Cairo, Egypt +971 4 3923232 Regent Stone Quartz/Granite Countertop Fabrication Course Sponsored by ISFA Dec. 4 – 5 Virginia Beach, Va. (866) 233-4877 ISFA Industry Roundtable Sponsored by Alpha Granite, Cosentino and GranQuartz Dec. 4 – 6 Austin, Texas (412) 487-3207 info@isfanow.org www.isfanow.org Regent Stone Quartz/Granite Repair Course Sponsored by ISFA Dec. 6 – 7 Virginia Beach, Va. (866) 233-4877

BACA Fabrication Seminar Aug. 23 Denver, Colo.

(855) 847-7330

Natural Stone Institute Summit Oct. 11 Seacaucus, N.J. (440) 250-9222

NAHB International Builder Show (IBS 2019) Feb. 19 – 21, 2019 Las Vegas, Nev. (202) 266-8109

NTCA Regional Training Program Sept. 11 Cleburne, Texas (906) 361-8821

BACA Fabrication Seminar Oct. 18 Louisville, Ky. (855) 847-7330

KBIS 2019 Feb. 19 – 21, 2019 Las Vegas, Nev. (877) 267-4662

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

10 • Vol. 11 / Issue 3 • International Surface Fabricators Association

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

Education Connection Are You Covered?

By Drew Ginn “I thought it was you that was emailing me,”

stop which, in turn, would bring operations to a complete standstill.

a controller at a local organization exclaimed

to the CFO as it was confirmed that there had

Based on the scenario just mentioned, business would come to a screeching halt, and potentially there could be damage to machinery. There would also be lost production time, equating to lost revenue dollars. How will you recover, or better yet, how will you obtain those lost dollars?

been over $70,000 wired to an unknown Wells Fargo bank account. Unbeknownst to the

controller, this was a spoof attack — one of the many different types of cyberattacks.

The CFO had been out of town on vacation, and a hacker had obtained this information

by monitoring online activity through various

The Solution

social media platforms. When the time

was right, the hacker created a very similar

looking email address with only one miniscule difference: It was completely unnoticeable to someone not looking for it. The email read,

“I forgot to pay this bill before I left the office for vacation. Can you wire $10,000 to this account? Here’s the routing number.”

From an insurance perspective, we’re seeing

attacks like this all over the marketplace today.

The topic of cybersecurity has gained great momentum as we’ve seen in recent years

due to well-known data breaches such as

Equifax, Target and Delta Airlines. To take it a

Mike Langenderfer, of The Countertop Shop in Toledo, Ohio, (left) discusses potential insurance shortfalls with Drew Ginn (right) that fabrication businesses may face.

step further, as larger companies are beefing

up their IT budgets to combat these types of attacks, hackers are moving to smaller and medium-sized companies because smaller

organizations don’t have the financial means to support the infrastructure required to fend off these attacks.

What It Means to You Recently, I had the opportunity to tour a

local countertop fabricator. It was here that I developed a deeper understanding of the

intricacies not only during the customer-buying process but also in the fabricating process as well. It is without a doubt that CNC machines play a vital role to the industry. In fact, they help eliminate the human error factor and decrease material waste.

As we evolve technologically, we continue

to see more and more of our machines with networking capabilities. These capabilities,

most of the time, allow us to monitor machine 12 • Vol. 11 / Issue 3 • International Surface Fabricators Association

performance and progress remotely from our phones and computers.

Herein lies the risk factor. Taking an asset of such significance and exposing it to a

This scenario has happened to companies before. It can be detrimental and business altering in some cases. However, from a risk perspective, there are solutions. Affordable stand-alone cyber security policies exist that include coverage for all that’s been mentioned thus far, and even more. These include but are not limited to: loss or damage to personal electronic data, loss of business income, and reputational damage — just to highlight some of the major items.

This may never happen to you and your company, but by providing insight on many of the trends we are seeing in the insurance industry, you can get an idea of how these items could affect you, and shine some light on areas of vulnerability that could exist within your business.

ransomware, and it’s currently the fastest

A recent report estimates that cybercrime damages will cost the world $6 trillion on an annual basis by 2020. With that being said, take the necessary precautions to protect yourself and your business.

way into a company’s network and release a

About the Author

network introduces a considerable amount of risk. You might be asking, “Why would

someone want to hack into my machinery?”

It’s another type of cyberattack called

growing cyber threat. Hackers can find a

type of malicious attack that either locks the system up or encrypts files, which prohibits

access into them unless, of course, a ransom of some dollar amount is paid.

Relating this back into the industry, what if this happened to your network? Your server would be locked down, communication between

the laser templater and the CNC machines would be altered, improper or nonexistent,

and production on the CNC would come to a

Drew Ginn is an insurance consultant in Northwest Ohio at Andres O’Neil & Lowe, specializing in property, liability, errors and omissions, and cybersecurity insurance. He can be reached at (419) 636-5050 or drewg@ andresoneilandlowe.com. For more information about Andres O’Neil & Lowe, visit www.andresoneilandlowe.com.

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In the Industry Duties on Chinese Quartz Products Appear Likely, now Tariffs Being Considered on Quartz, Stone, Tile and Stone Equipment

A.S.S.T. Celebrates 20 Year Anniversary

A.S.S.T., long-time member of ISFA and winner of numerous ISFA Awards, is celebrating its

The U.S. International Trade Commission

20th anniversary in business. The company

the U.S. quartz countertop industry has

Pa., doing small, solid surface countertop

cost Chinese imports being sold at less

a 70,000-sq.-ft. facility with state-of-the-

Cambria. As a result, the U.S. Department

work across the country and around the

and countervailing duty investigations, with

dramatically since the start of the company

duty determinations due by September versus

stay ahead of the competition with the latest

investigation of Chinese subsidies.

early 2000s, larger more impressive projects

announced that it found reason to believe

started its journey in a warehouse in Hanover,

been materially injured by imports of low

projects. Today, the company is located in

than fair value after a claim was filed by

art equipment and ships unique fabrication

of Commerce will continue its antidumping

globe. The fabrication industry has changed

preliminary countervailing duty and antidumping

and A.S.S.T. has consistently worked hard to

July, after Cambria asked for a more thorough

technologies and proprietary methods. In the

China is a major source of quartz slab used in

the fabrication of engineered stone countertops.

“In 2017, the country accounted for about half

of the total used in the U.S.,” reports Freedonia

Group analyst Matthew Hurley. Since 2012, U.S. imports of quartz slab have surged in response to the robust growth in the U.S. engineered

with higher profile clients brought growth to the company. Its reputation for taking on project

challenges others avoid was solidified by some important milestone projects. The late 2000s through today witnessed even better project opportunities for A.S.S.T. Larger healthcare,

education and important public projects, such

as the White House Visitor Center (pictured

here), continued to help build the company’s documented experience and capabilities.

A.S.S.T.’s stellar reputation as an innovator will certainly continue to drive it forward for many more years to come.

stone countertop market. “During this time,

Chinese producers have taken considerable

market share away from the leading producers,” said Hurley. “If antidumping and countervailing duties are imposed as expected, this will have an immediate impact on average slab prices.

This will slow engineered stone countertop

market growth in area terms to some degree.”

Now the Trump administration is considering a 10 percent ad valorem tariff on $200 billion of imports from China in more than 6,000

product categories, which includes natural stone, engineered stone such as quartz

surfacing, and potentially ceramic tile. These

new tariffs would be in addition to current rates of 1.9 to 6 percent on stone (plus duties from quartz dumping) and, if implemented, could

go into effect in autumn. A public hearing on

the 10 percent tariff request will take place in Washington, D.C., on Aug. 20. Additionally, a

25 percent tariff is being considered on some stone fabricating equipment.

offers a high-tech, immersive experience to serve design professionals and consumers in Miami’s burgeoning design scene. The

“Cosentino City” concept utilizes the latest in

digital technology where architects, designers and homeowners can experience the

company’s product offerings, such as ultra-

teams. Dan Peter was hired as Marketing Manager and his marketing responsibilities include new product commercialization, trade show and events management, creative content and copy management, as well as strategic contributions.

compact Dekton, and Silestone.

Additionally, Gary Franco joind LPI as

The City Centers aim to promote a

Northeast Coastal territory, responsible for

collaborative and inspiring environment where designers and their clients can

discuss ideas, products and designs in an open, modern space. The new facility will

also be the first Cosentino building of its kind to have a façade clad in Dekton® Trilium and

Domoos. Part of the facade will also serve as a canvas for graffiti or other types of street

art, akin to Miami’s famous Wynwood Walls.

The facility builds on the foundation of the

company’s Miami presence, which became the headquarters of Cosentino Americas

Sales Manager inheriting the newly created New York City, the states of Maine, Vermont, New Hampshire, Massachusetts, Rhode Island, Connecticut, Delaware and New Jersey. Jamie White was hired to take on the the Northwest territory as Sales Manager, responsible for northern California and the states of Washington, Oregon, Idaho, Montana, Wyoming, and Alaska, as well as British Columbia, Alberta, and Saskatchewan.

Brandon Ossinger, who previously held the Northeast territory, is transitioning

in 2017.

to the Southwest territory based out of

Laser Products Expands Sales and Marketing Teams

previously managed the Southwest territory,

Cosentino recently opened its Cosentino City

States and 11 globally. The 3,200 sq.-ft. space

the expansion of its sales and marketing

Cosentino Opens New City Center in Miami

Miami Center, one of only of three in the United 14 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Laser Products Industries (LPI) announced

Phoenix, Ariz. Additionally, Jeff Larson, who is transitioning to an executive role with LPI’s sister company, PMT (Precision Measuring and Training), out of the Denver, Colo. area.

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In the Industry CaraGreen Offers Continuing Education

Wilsonart Addresses Environmental Issues with Students Via Art

Wilsonart recently interacted with high school students from Interlochen Arts Academy and California artists Daniel McCormick and Mary O’Brien to unveil two large art installations created within the pine tree plantation on Interlochen’s campus in Northern Michigan. McCormick and O’Brien, who collaborate on ecological art installations that respond to environmental issues, worked with Interlochen teachers and students throughout the school year on a curriculum for visual artists and math/science students called “The Art of Ecology” and “The Ecology of Art.” The artists helped the students understand critical environmental issues from an aesthetic point-of-view, as they addressed the desired characteristics of a healthy forest versus the monoculture of a tree plantation. The project was funded by the Michigan Council for the Arts & Cultural Affairs and Wilsonart, a manufacturer of engineered surfaces, committed to escalate awareness of global forestry and help end the use of endangered woods in architecture and design.

CaraGreen, a distributor of sustainable surfacing materials, now offers continuing education opportunities in the form of “Lunch and Learn” sessions. Presentations range from how to make an extremely durable surface out of paper to understanding how interior acoustics affect our health. All presentations are AIA-approved, with some of them also qualifying for GBCI and IDCEC hours. With LEED Accredited Professionals (AP) and a WELL AP on staff, CaraGreen strives to be at the forefront of education in the sustainable building industry.

Braxton-Bragg Announces new Hire, Partnership and Celebrates Employee Longevity

Braxton-Bragg recently made several announcements, the first of which is the hiring of Jeff Dykstra as the Vice President of Sales & Marketing concentrating on sales strategy, analytics and benchmarking. Dykstra has a track record of building and leading high-performance sales organizations to increase business, market share and revenue. He also has experience in team training, coaching /development and building key partnerships. This hire comes on the back of a celebration of 16 employees that have been with the company more than a decade and six that have more than five years of service.

Among the longest-serving employees are Jack Harrison, who has more than 20 years of service handling warehouse orders, and Larry Hood, who has 18 years of seniority and is the editor of Slippery Rock Gazette. The company also announced a partnership with Blick Industries to distribute vacuum pods for CNC machines.

attendance, the group held a successful full day

and a half event with participation from some of the leading stone and surfacing fabricators in

North America, as well as key strategic partners.

Produced by Marqet Group and the marketing

efforts of several of the organization’s members, the event was hosted outside the convention

center at Terminus 330. As part of the agenda, members were able to engage on in-depth

conversations around financial benchmarks and bettering their company’s bottom line. It also

included visits to stone and quartz distributors Cosentino and MSI, where members had

the opportunity to review new products and

materials and converse about the future of the quartz industry.

BACA Systems Named KUKA Partner of the Year

BACA Systems, a supplier of robotic sawjet

technology for the stone fabrication industry, was named the 2017 Americas System

Partner of the Year by KUKA Robotics, a

global manufacturer of industrial robots and

factory automation solutions. The award was

announced at the 2018 KUKA Americas System

Partner Summit. This is the second year in a row BACA has earned the distinction from KUKA.

CMA Announces new Board Members and Officers

The Cabinet Makers Association (CMA)

announced the results of its annual election

for the organization’s board of directors and

has also appointed its officers for 2018-2019.

Members re-elected Monika Soos of Sofo

Kitchens in Maple Ridge, B.C., to serve a threeyear term.

Ken Kumph of Premier Builders in Georgetown, Mass., was also elected to serve on the board

for three years. The board has appointed officers for 2018-2019 as follows: Leland Thomasset of Taghkanic Woodworking in Pawling, N.Y.,

Park Industries Featured at Coverings

During Coverings 2018, Park Industries was showcased in the Women in Stone Tour, who visited the company’s booth to learn more about the countertop fabrication process and how the company’s equipment can play a role in it. The booth included the OPTIMUS Robotic SawJet, TITAN® CNC Router, FASTBACK® II and ATLAS Tool Measurement System.

was appointed president; Chris Dehmer of

Dark Horse Woodworks in Atlanta, Ga., is vice

The Rockheads Group Holds Spring Summit

The Rockheads Group, a network of surfacing industry entrepreneurs dedicated to leadership, best practices and financial health, concluded their Spring 2018 member summit in Atlanta, Ga. during Coverings. With more than 85 people in

16 • Vol. 11 / Issue 3 • International Surface Fabricators Association

president; James Fox of Fox Woodworking in Phoenixville, Pa., will continue as treasurer;

and Monika Soos will remain secretary. Past President Matt Krig will serve as a memberat-large along with Matt Wehner of Custom

Cabinets by Design in Springfield, Mo., and Ken

Kumph. Exiting the board is Keith Smith of Keith Smith Builders in Greer, S.C.

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DUST

COLLECTION & Air quality equipment showcase

With the new OSHA silica regulations now being enforced (see article on Page 28), air quality and dust collection systems are under extra scrutiny. Even if you aren’t working with quartz, granite, concrete or other materials that contain silica, dust collection can still be either a health hazard or a huge nuisance, so check out the latest and greatest the industry has to offer in dust collection systems, respirators and other air quality equipment. ft. It is in full compliance with the latest National

filters. Custom controls and features are

regulations when working with wood. With its

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Fire Protection Association (NFPA) rules and space-saving design, high performance and

extremely low noise level, the dust collection

system is an affordable and practical solution for wood dust extraction needs.

Alpha Professional Tools

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also available.

See our ad on Page 17

Dust Collection Products Dust Collection

Alpha® Professional Tools offers dust collection

Products offers

solutions that are suitable for any job. Wet or dry,

its 220 CFM Twin

whether cutting, grinding or drilling, there are

Vacuum System.

many options available for today’s fabricators.

This system

For dry applications, there are a variety of

is designed

Alpha® Ecoguards (Ecoguard W5 pictured

to provide the

here) for use with saws core drilling, grinding

full 220 CFM airflow needed to meet the 2017

and drills/hammer drills, along with the Alpha®

OSHA Silica Dust standards for 7-in. grinding

HEPA Vacuum, to create a virtually dust-free

wheels while maintaining the option of having

environment without the use of water. Also, the

two individual 110 CFM vacuums for jobs with

company’s newly-developed Wet Blade Cutting

smaller wheels that don’t require 220 CFM. The

Kit can convert any variable- or single-speed

Braxton-Bragg

unique hose system combines two 110 CFM

alterations, creating a dust-free jobsite. The Wet

The Novatek Novair 2000 Air Filtration Machine

system. This exceeds the new OSHA Silica Dust

angle grinder into a wet tool with minimal

Blade Cutting Kit fits most 4½-, 5- and 6-in.

angle grinders and includes kink-free water feed supplies plus GFCI.

available from Braxton-Bragg has a powerful

2-HP motor that generates a consistent flow rate and utilizes all the filter media area. The

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lightweight Novair 2000 comes standard with

Atlantic Machinery

a 24- by 24-in. HEPA filter and can be easily

The FM10 READY

provides consistent airflow of 2,000 CFM (on

made by CORAL SpA and offered

by Atlantic

Machinery is a 10-HP, 5,000-

CFM indoor dust collector with

a total filtration

area of 510 sq.

transported by two operators wherever it is needed in the shop. The two-speed motor

high speed) and 1,000 CFM (on low speed).

Seamless construction helps guarantee leak-

proof operation. A positive lock filter prevents filter movement for uninterrupted filtration.

Using multiple machines allows fabricators to quickly and efficiently exchange the air in a

closed fabrication space. Braxton-Bragg also

offers a range of sizes and models of Novatek systems with easily changed general-purpose

18 • Vol. 11 / Issue 3 • International Surface Fabricators Association

HEPA-certified vacuums to make one 220 CFM

standards that specify a 180 CFM vacuum when used with 7-in. diamond grinding wheels. When

the hose system is removed, the vacuums easily convert to two separate 110 CFM systems. The

company’s industrial HEPA vacuum comes with a 1-year warranty. It has a certified HEPA filter

and is capable of providing excellent collection

of silica, epoxy, asbestos, antifouling paint and

other toxic dusts in demanding conditions. The vacuum has a triple filtration system, and the replaceable heat-treated polypropylene filter

for large particles will hold up to 25 lbs. of dust.

Behind the replaceable filter bag is a HEPA filter

that will remove toxic dusts down to 0.3 micron.

A Dacron filter bag surrounds the HEPA filter to extend its life.

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

Festool

Ghines

Festool has added several new accessories for its CT Dust Extractor line including new extension pipes and Tradesman/Installer, Workshop, Compact and Universal cleaning sets. Most of the new accessories feature an antistatic design that prevents dust/particulate accumulation and static discharge. The company’s entire CT Dust Extractor product line was also recently updated with many models featuring Bluetooth® capability for auto start when using cordless tools, remote start at the hose and new, smooth suction hoses. Many of Festool’s older CT models can be retrofitted with the new line of accessories, including Bluetooth® modules and remote starters.

Ghines’ offers the IDRODOS, a suction wall with a water depuration system for stone/ masonry dust extraction. The extremely strong suction effect of the stone dust collector leads the dust inside the machine where it is captured by very fine nebulized water drops, which, after being forced along a labyrinth, adhere to lamellar metallic drop separators.

These “muddy” water particles then become heavier and fall into the internal tank where they are drained off by a continuous water overflow. It is immediately operational – just “plug and play.” There are no masonry works required and it can be equipped with one or two suction arms that cover a 3-meter radius area each, incrementing the efficiency

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

by adding local suction points. The drop separators keep the humidity inside and it is equipped with a powerful 7.5 kW motor (10 HP) to provide a real suction volume of 9,400 Nm3/h. The suction front can be separated from the fan unit, which can be placed outside to gain more space inside a workshop.

IDRODOS is available in 2 versions: IDRODOS with a 3m suction front and IDRODOS XL with a 4m suction front.

For more information, go to isfanow.org/info and list RS #50

GranQuartz GranQuartz offers a dust collection system by Duroair Technologies Inc., developed as costeffective, clean air solution to meet OSHA’s silica standard, going beyond compliance and worker safety to enhance productivity by integrating into existing workflows. Duroair systems are designed to exceed the OSHA exposure requirement of 25 µg/m3. They create negative pressure, pulling all particulate to the filtration system and have airflows of 150

For more information, go to isfanow.org/info and list RS #10 International Surface Fabricators Association • Vol. 11 / Issue 3 • 19

that increases typical

even while

Suitable for dust ports 4

They

airflow by three times.

in. or less, its compact, portable design

provides peak mobility for plant maintenance,

while its onboard rapid pulse filter cleaner

system – which requires fpm and 8 air changes per minute, so respirable silica will not be able to escape the enclosure.

They offer four stages of filtration that captures 95 percent of particles at 1 micron. The

no disassembly or

powering down – helps to save on downtime.

Equipped with one of

talking.

have an

extra-wide

seal that is

designed to

fit more facial types, and also have a low

profile, which provides one of the largest field of vision. P100 Particulate Cartridges are for

contaminants falling under an OSHA substance specific standard requiring a HEPA filter. These substances include asbestos, lead, inorganic

arsenic, stone dust and cadmium. They are also

the largest waste containers available for an

suitable for use in environments where oil-based

HEPA certification meets all EPA Renovation,

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

Repair and Painting (RRP) requirements for contractors, including lead.

See our ad on Inside Back Cover

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

Superabrasive

Regent Stone Products

The new LAVINA-X series of concrete dust

extractors, manufactured by Superabrasive,

Oneida Air Systems

Regent Stone Products offers the Moldex® 8000

provide concrete countertop fabricators and

Oneida Air Systems’ Industrial Dust Cobra® is

The respirators conform to the contours of the

systems’ portable and retractable enclosures provide properly-vented, regulated work areas that limit the exposure of employees to respirable silica. The fully enclosed work space retracts to 20 percent of its length for material handling efficiency and enhanced productivity.

For more information, go to isfanow.org/info and list RS #50

a hybrid, cyclonic dust collector and vacuum

industrial dust collector/vacuum, its full-unit

series of respirators and replacement cartridges. users’ faces, seal comfortably and stay sealed,

For more information, go to isfanow.org/info and list RS #11 20 • Vol. 11 / Issue 3 • International Surface Fabricators Association

particulates are present.

other concrete contractors with an efficient dust

extraction solution for a safer work environment.

They feature powerful CFM, automatic filter

WEHA

of the Dry Dust Collector is as simple as pushing a button and

WEHA offers the

working in front of it. The dust will

Filter Project 10

be vacuumed horizontally into

Ft. (9-ft, 8-in.)

the dry dust collector without the

Automatic Self

Cleaning Dry Granite

fabricator breathing any of the

HEPA filters with efficiency at 99.99 percent

made to trap

designed cloth filtering sleeves

dust particles that are the most dangerous to

marble, engineered

clean filtered air comes out the

the air and protecting workers from this major

quartzite, fiberglass, ceramic, porcelain and

separators improve filter life and dust collection

stainless steel, heavy-duty dry dust collectors

continuous bagging system for safer and easier

particles. The dust collection booths vacuum

antistatic hoses with a metal Camlock hose

the air flow is coming from below the knees

in standard vans and trailers, and are easy to

advantage of this air flow movement is that

vacuum efficiency. There are also 6-ft (2 meter)

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

immediately away from the face. The operation

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

cleaning (except V20-X), large filter areas, plus

Dust Collector

dust. They also have specially

at 0.3 microns. HEPA filters trap the smallest

dust from granite,

inside that trap the dust and only

breathe, preventing them from being released in

stone, quartz,

top of the system. The dust is then collected in the catch basin drawer at

occupational health hazard. Integrated pre-

other airborne particles. These booths are all

efficiency. All models come with a Longopac

made to eliminate 99.99 percent of dust

dust disposal. They are also equipped with

air from the bottom of the unit, meaning that

connector, a floor wand and dry brush. They fit

and creating a downward pull of air. The

provides additional dust control and greater

transport and operate.

the dust is pulled down from the work table

extension enclosures available as options.

the bottom of the booth. Every day or once a week, depending on use, the user can simply empty the dust that has been collected in the bottom of the catch basin. It comes with a 3-ft. (1 meter) extension enclosure that

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

Visit ISFAnow.org today and find out how to make your world a better place.

It can put a smile on your face!

LEARN MORE www.ISFAnow.org

International Surface Fabricators Association • Vol. 11 / Issue 3 • 21

ISFA FABRICATOR PROFILE: Créa Diffusion

Renowned Fabricator Tackles Amazing Building Facade Project in Paris

By Kevin Cole, Editor

Few would disagree that Créa Diffusion is among the most innovative solid surface fabricators in the world, having

handled numerous difficult, unique and highprofile projects. A past ISFA Fabricator of the Year, the company, based in Sologne, France even has their work featured in the historical Palace of Versailles, which was the principal residence of the kings of France from Louis XIV in 1682 until the beginning of the French Revolution in 1789.

With a 3,000-sq.-meter (more than 32,000-sq.ft.) facility, there is virtually no job the company

cannot handle, working primarily with Corian® Solid Surface. And, it once again proved this

with an amazing cladding project of a building in downtown Paris in the district of the Cross

Nivert. The five-story building, which houses

two businesses and 10 residential units, was

clad in Glacier White Corian (see Lead-in

Photo). While this certainly isn’t the first time

solid surface has been used to clad the exterior

of a building, and not even the first time Créa Diffusion has done so, this project was filled

with challenges including 2-D sheets and 3-D thermoformed portions with intricate cutouts.

However, before getting into the complexities

of the project, it’s important to understand the

background of the company and its capabilities.

Exterior cladding projects with solid surface, such as this building in downtown Paris done in Glacier White Corian® are becoming more popular with the design community.

22 • Vol. 11 / Issue 3 • International Surface Fabricators Association

History and Capabilities Créa Diffusion was founded in 1988 under the initiative of Thierry and Laurent Delles (see

Figure 1), who were trained carpenters, and

was first housed in their father’s old workshop

in Rémilly, France. After three years of building

up the business and laying a solid foundation,

they began looking for a way to differentiate the

company to make it more dynamic and allow for

sustainable growth. That led to their discovery of Corian, and solid surface would prove to be the

Figure 1 - Thierry (left) and Laurent (right) Delles founded Créa Diffusion 30 years ago and have expanded to become one of the top fabricators in the world with high-end equipment and the know how to go above and beyond.

factor that revolutionized their business.

Figure 2 – The size of the project and hanging such large pieces of solid surface that were combining 2-D and 3-D thermoforming with CNC-machined pieces increased the complexity of the project.

They were so enamored by the product that

over time the use of wood in projects gradually

declined until they began to specialize purely in solid surface, using only wood as an ancillary

product. The change paid off in a big way, and

have a v-grooving machine that can be used for high production countertop operations, a 3-D printer that allows direct printing of parts for prototypes from the company’s design or to allow evaluating visual renderings, and a six-axis robot that can perform sanding and finishing processes for high-volume jobs.

the company grew steadily by 15 percent a year,

although in the beginning the majority of the work done was standard kitchen jobs. Corian, which had previously been little known, soon got a

reputation as a great surfacing material throughout the Metz region of France, and the company grew to more than 10 employees.

As the qualities of solid surface became more well-known, the healthcare industry began

to show interest. A material that was virtually

seamless, hygienic and easily maintained, while

also being nonporous so as to resist staining,

etching, etc., was very compatible with hospitals and such, and growth in that area led the company to the national stage.

The brothers pushed on, and soon were

collaborating with well-known, high-end designers, further increasing their growth and recognition.

But, by 2002, they were experiencing growing

pains and their facility just wasn’t large enough to handle all of the equipment they needed to

continue their march forward. As such, they

moved to a new building in Sologne where their

facility remains today, and were able to bring in a

variety of machinery to continue to advance their

capabilities and competencies.

Capabilities

Along with the physical growth, they were now

afforded the ability to bring in plenty of equipment.

They currently have three digital machining ALL PHOTOS BY PIERRE L’EXCELLENT

centers that allow them to nest and cut parts,

engrave in either 2-D or 3-D, and create molds

and prototypes for advanced projects. They also

Créa Diffusion also has very advanced thermoforming capabilities, including three vacuum membrane thermoforming presses with four thermoforming ovens, five hydraulic presses ranging from 30 to 160 tons and a ThermoLine® press. According to Thierry, the membrane presses are used to thermoform Corian under a vacuum, but their capacity is limited, making them suitable for development of prototypes or very small series, but also allowing for making less expensive molds. The hydraulic presses, depending on the size, are used to make bowls, stamp the company’s CREATO line of washbasins directly into sheets, and produce large 3-D panels. The ThermoLine press is a production line developed to allow thermoforming in large series at high production levels.

It takes plenty of know-how and manpower to be able to operate all of the equipment and keep up with the demand for their skills. So, in addition to Thierry, who is sort of the frontman for the company and Laurent who manages the shop, the company also has three project managers that work on project development and site monitoring, two designers to handle product layout and manufacturing, and numerous machine operators, personnel to manufacture custom parts and others to make series parts and sanders.

Additionally, Créa Diffusion has eight separate

International Surface Fabricators Association • Vol. 11 / Issue 3 • 23

Créa Diffusion installation teams to handle the installation of the

what I had seen. It was very complex and very

employs 60 skilled tradesmen.

how we could accomplish it.”

works throughout France. Altogether, the company

The Cross Nivert Building Facade So with an understanding of just what the

company is capable of, one can begin to look at the awe-inspiring cladding project in downtown

Paris. However to be able to show off the

company’s skills, the project first had to be landed.

“The façade market is new for solid surface,”

After discussing it with the team, they had worked out the technical challenges of the project:

The size of the project and hanging such large

pieces of solid surface; combining 2-D and 3-D thermoforming with CNC-machined pieces

(see Figure 2); and creating a system to hang

the sheets in such a way as they didn’t actually

touch the building, yet covered it and were stable.

explained Thierry Delles. “There is a huge volume

Additionally, they had to be very price-conscious

rules to respect when using the material outside.

they were bidding against who offered a different

temperature.”

out such complex projects.

The story began when Frédéric Nakache a

Once they had the idea of how to accomplish

Architects (NOA) contacted Créa Diffusion to find

company’s facility to show him what the company

to sell, but it is not easy. Also there are specific

You have to deal with parameters like weather and

principle architect of Nakache & Orihuela

Figure 3 – One major challenge was to fix the solid surface to the rails of the aluminum structure, which had to be plumbed perfect and true to the concrete wall made by the general contractor to avoid problems.

interesting, and I wanted to talk to my staff about

out more about solid surface and if it might work for the project. “When I saw the first drawing I

thought, ‘Whoa!!! How could I make that?’” he

said. “But after this meeting, when I was on the fast train back my office, I was very excited by

because there was another European company

material, but was also known for its skill in carrying

the task, Thierry Delles invited Nakache to the

could do. “I invited the architect to visit our shop to tour our facilities, but it is difficult to get architects to come to our little town in the east of France,

near the German border,” he said. “But he came

and while we don’t have a showroom, we have a

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The result was an iceberg-like structure with

approximately 800 sq. meters (more than 8,600 sq. ft.) of Glacier White Corian, as the architect

envisioned. The white Solid Surface is perforated Figure 4 – Créa Diffusion had to come up with a way to coordinate the square and vertical holes so that the rails weren’t visible from the interior, which it did by hanging the sheets on vertical stainless steel cables.

Figure 5 – The housing has terraces protected by solid surface screens with variable perforations, filtering the sunlight and allowing occupants to enjoy being outside without being seen.

lot of prototypes from other intricate projects in

du tour de France” (a designation for one of the

crossing 30 years of experience with Corian.”

was to fix the material to the rails of the aluminum

our warehouse, and what we showed him was like After seeing the previous creative work, Nakache was reassured and signed the contract for the

project. Then, it became a matter of realizing it.

“My brother Laurent started to manage the work

with his workshop chief Thierry Hoffmann, making

an accurate layout, the different molds, the cutting

according to the orientation of the views and

the sunshine of the intersection giving tenants

both a beautiful view and the intimacy of a home

space (see Figure 5). The use of solid surface

as an envelope material not only put forth a bold

best craftsman in the country), and the first job

statement, but also improved the building’s ease

of maintenance, ensuring its durability over time.

“The final result was even more spectacular than

what we had in our mind starting this work,” said

structure (see Figure 3), which had to be plumbed

Thierry Delles. “The streets in front of the building

perfect to the concrete wall made by the general

are in a busy neighborhood, and people would stop

contractor to avoid problems.”

and watch the work and take photos. Our team felt great making something new and innovative that

“Another point with the sheets was to coordinate

was appreciated by everyday people who didn’t

the square and vertical holes so that the rails

necessarily have technical minds.”

weren’t visible from the interior,” he continued.

and machining designs on our software and so on,” “Our solution was to hang the sheet on vertical stainless steel cables (see Figure 4). We were explained Thierry Delles. “The cladding installation

For more information on Créa Diffusion visit www. crea-diffusion.com. For more information on Nakache & Orihuela Architects visit www.noa.fr.

chief-installer for 15 years who is a “compagnon

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

was managed by Paul-Marie Meillerand and our

playing with a 1 millimeter of gap to hang the

hooks into the rails, but were able to get it done.”

For more information, go to isfanow.org/info and list RS #13 International Surface Fabricators Association • Vol. 11 / Issue 3 • 25

Calculating the ROI of a Salesperson Managing a sales team is a task that can

tenure of a salesperson is 2.5 years. Factoring in

responsible for the success of the team both

your company’s overall sales cycle (there are more

perform at an optimal level. If they are not, then

can impede a company’s growth. According to

be fraught with stress. Sales managers are

ROI considerations, including ramp-up time and

By Sales Awakening

business in relation to your products and services.

A totally green salesperson, however, will need

more time for training and shadowing to get up to

collectively and individually. Everyone must

on those two below), this relatively short period

they must be replaced as soon as possible.

Sales Copilot, a better number to aim for is 4+

LevelEleven (www.leveleleven.com) offers three

Put most simply, reduce churn to increase ROI!

1. The Sales Cycle Method: Ramp-up = Length

How can a sales manager effectively measure

the return on investment for each salesperson on a team? The answer is a mix of quantitative and qualitative factors.

Calculating the ROI of a Salesperson

years.

Your Sales Cycle A sales cycle can also differ from one sales organization to another. An agency selling

Put most simply, calculating ROI involves

marketing services to a small company might have

the resulting number by the cost, and multiplying

months at most. On the other hand, an enterprise

measuring the gains minus the cost, and dividing

a fairly short sales cycle—a matter of weeks or

by 100 to get a percentage, such that:

software solution involving hundreds of thousands

(Gain on investment - Cost of Investment)/ Cost of Investment x 100 Revenue Accelerator (www.therevenueaccelerator. com) and Sales Benchmark Index (www.

salesbenchmarkindex.com) both provide some

templates that incorporate this formula, bolstered

of dollars per year and multiple decision makers can take a year or more to close, on average.

Before judging a salesperson on their

effectiveness with closing new deals, you must first define the average sales cycle for your organization.

with additional inputs of relevance, but you’ll have

Geckoboard (www.geckoboard.com) offers a

on your team are working out by developing your

organization’s sales cycle:

the best sense of whether or not the salespeople

useful two-step formula for calculating your

own ROI formula.

Step 1: Add the number of days from first

The factors used to judge a sales team are

contact to customer conversion for all deals

different for every organization, or even within your

and that equals the total number of days for all

own organization!

sales combined.

The Salesperson’s Tenure

Step 2: Take the total number of days for all

When calculating the ROI of any employee, an

number of deals and that equals the number of

initial consideration is breaking even on the costs to hire, bring on board and train them.

According to Investopedia (www.investopedia. com), even a minimum wage employee can

cost a company up to $3,500 in turnover costs.

Additionally, companies spend an average of

$1,200 on training annually, per employee (much of that on the front-end of a new employee’s

tenure). There are also costs associated with

workplace integration, though many are hard to measure exactly.

Sales Copilot (www.salescopilot.com) found that for small to medium enterprises, the average

26 • Vol. 11 / Issue 3 • International Surface Fabricators Association

sales combined from Step 1, divide it by the days for the average sales cycle.

As this data refers to your team as a whole, you

might consider removing outliers like super high or low performers for a more representative number.

The Ramp-Up Period Similar to factoring in the effect of the sales cycle, you also have to account for the time it takes to get new sales representatives up to speed.

This is less important with seasoned salespeople who don’t need to learn sales 101. However,

even in these situations, they still need time to

learn about your company and build their book of

speed before you can let them run wild. formulas for measuring sales ramp-up:

of Sales Cycle + 90 Days. This formula is simple and straightforward, based on your company’s

sales cycle. According to the author, 90 days may be somewhat arbitrary and should be adjusted based on your own time allotted to training.

2. Quota Attainment: Ramp-up = Length of Time to Reach 100 Percent Quota. Also fairly simple

and straightforward—this method is considered

to be the industry standard. Unfortunately, it’s rife with potential flaws and can be hard to track if

measurement is not automated with your CRM. 3. Training and Tenure: Ramp-up = Training

Period + Length of Sales Cycle + Experience. This

formula has the most potential to be accurate as it accounts for several different areas of importance.

That said, it may also be the hardest to definitively assign numbers to.

No matter what formula you use to measure your sales ramp-up period—whether you use these or a formula of your own design—it’s important to experiment and refine it over time.

Contribution Margin Accounting Tools (www.accountingtools.com) defines contribution margin as: “the revenue

from a sale transaction, less all variable costs

associated with that sale.” A salesperson’s salary, benefits and training costs are certainly worth consideration in terms of the ROI that results.

Sales Copilot suggests that a contribution margin between 3 and 5 to 1 is ideal.

Qualitative Factors In addition to some of the quantitative factors

affecting the ROI of a salesperson as listed above, there are some additional points of consideration

that are a bit harder to measure, but are important, nonetheless.

■■ A salesperson’s impact on the team.

Whether they’re outright negative or a constant distraction, one person can definitely spoil an entire team’s effectiveness. Address issues

as soon as they surface and if an individual

continues to negatively impact the effectiveness

of the entire team, they need to be reassigned to another department or let go.

■■ A salesperson’s satisfaction with their job.

Part of this is a function of compensation. Do you provide enough opportunity for a sales

Business Review (hbr.org) separates top sales representatives into two groups: those that are driven by incentives and those that are driven by training. Periodically offering incentives can be a great way to boost ROI—so long as they are aligned with your company’s growth plans. The figure below shows how that looks in terms of a rep’s future value to a company.

Benefits of Short-term Incentives

The impact of $1,000 increase in incentives on salesperson’s future value after one year:

representative to earn as much as they’re

INCENTIVE-DRIVEN REPS

not meant to be a salesperson. Regardless,

TRAINING-DRIVEN REPS

hungry for? If that’s not the issue, maybe they’re an unsatisfied salesperson will have trouble

performing optimally—and providing an ROI. Ideas to Improve the ROI of a Salesperson If a salesperson’s ROI doesn’t seem to be there,

it’s time to take action. But instead of defaulting to

giving them the boot, consider ideas for potentially improving performance (and ROI, as a result):

■■ Hire better cultural fits. Because a sales

team’s weakest links are each individual member, it’s important to ensure a cultural fit during the hiring process.

■■ Offer incentives to boost sales. Harvard

$1,876 $1,371

Source: V. Kumar, Sarang Sunder and Robert P. Leone from Harvard Business Review’s “Who's Your Most Valuable Salesperson?” April 2015

Figure 1 – Top salespeople are often motivated by either incentives or training.

■■ Offer enough money for them to be happy.

In an article in Time magazine (www.time.com) Princeton University found that $75,000 is the optimal annual salary for happiness. Although the typical salesperson’s base may not start at this point, it should feel like an achievable number based on the average earnings of your team with

regards to commission. When people are happy, they’re more likely to perform at their peak.

■■ Provide additional training and coaching opportunities to those that want them.

Sometimes a lack of ROI refers to a lack of skill.

But many skills can be learned, so offer additional opportunities for improvement in order to help

new or struggling sales people turn things around.

Final Thoughts Determining the ROI of a salesperson isn’t quite as easy as plugging numbers into a formula.

There are some things you can do to provide easily digestible numbers to your higher ups, while other ROI determinations will have to

be done an a rep-by-rep basis, factoring in qualitative factors.

If the ROI just isn’t there, you’ll have to make

adjustments accordingly. But in some cases, it’s

worth trying to fix the situation before giving up on a salesperson entirely.

About the Author

Sales Awakening is a sales consulting, coaching and training company that is designed to help businesses — whether they are a growing startup or established enterprise — achieve extraordinary results with its array of sales and marketing concepts. More information is available at www.salesawakening.com or by emailing info@salesawakening.com or calling (419) 930-4242.

For more information, go to isfanow.org/info and list RS #14 ISFA Members since 2004 International Surface Fabricators Association • Vol. 11 / Issue 3 • 27

Are You in Compliance with OSHA’s New Crystalline

Silica Regulations?

By Shannon DeCamp Most provisions of the Airborne Crystalline

Silica standard became enforceable on June 23.

During the first 30 days of enforcement, OSHA offered compliance assistance for employers

who made good faith efforts to comply with the new standard. However, that window is now

closed and it is time to make sure that you are in compliance. Crystalline silica is a common

mineral found in both naturally-occurring and

manmade materials, including concrete, stone and engineered stone/quartz surfacing.

Silica in Surface Fabrication Shops

Exposure Assessment The employer can choose from two options for assessing exposures: the performance

option; or the scheduled monitoring option. The performance option gives employers flexibility to determine the 8-hour TWA exposure for

that could reasonably be expected to result in

respirable crystalline silica.

new or additional exposures at or above the

Objective data is information that demonstrates

Employers must notify each affected employee

employee exposure to respirable crystalline silica

workplace conditions that closely resemble,

and installing concrete, natural and engineered

conditions in the employer’s current operations.

protect worker health. Fabricating, finishing

or could result in higher exposures than, the

stone countertops can release hazardous levels

Examples of objective data are information

in manufacturing stone or concrete countertops

may also be exposed to silica dust when opening

bags of ground quartz, moving or mixing bulk raw materials, cleaning and scraping mixers, cleaning

dust collector bag houses or changing filter bags.

such as air monitoring data from industry-wide

surveys, calculations based on the composition

of a substance, and historical air monitoring data collected by the employer.

The scheduled monitoring option defines when

and how often employers must perform monitoring to measure employee exposures. When following the scheduled monitoring options, employers

must make sure that the results represent the

employee’s TWA exposure to respirable crystalline

Both the workers doing these tasks and anyone

silica over an 8-hour workday and that samples

exposed and face lifelong health consequences.

zone outside of respirators, so they represent

in the area where silica dust is present may be Employers must ensure that employees’

exposures to respirable crystalline silica do not exceed the Permissible Exposure Limit (PEL), which is 50 µg/m³ calculated as an 8-hour

TWA. This means that over the course of any

8-hour work shift, exposure can fluctuate, but the average exposure cannot exceed 50 µg/

are collected from the employee’s breathing

the exposure that would occur without the use of a respirator. Employers using the scheduled

monitoring option must conduct initial monitoring as soon as work begins so that they are aware

of exposure levels and where control measures

are needed. How often monitoring must be done depends on the results of initial monitoring.

m³. Employee exposure means the exposure

■■ If exposures are below the action level, no

that would occur if the employee were not

■■ If exposures are at or above the action level,

m³ calculated as an 8-hour TWA) is the point

repeated within six months.

to airborne, respirable crystalline silica

further monitoring is required.

wearing a respirator. The action level (25 µg/

but at or below the PEL, monitoring must be

at which employers must start to do exposure

■■ If exposures are above the PEL, the employer

assessments and medical surveillance.

28 • Vol. 11 / Issue 3 • International Surface Fabricators Association

exposure levels.

personnel, control equipment or work practices

used to limit silica exposure do not adequately

highest silica dust exposures. Workers involved

as long as no changes occur that could affect

accurately characterize employee exposures to

process, task or activity. The data must reflect

and high-speed polishers, have some of the

action level, monitoring may be discontinued

■■ If there is any change in process, materials,

fabrication shops, the current methods commonly

powered hand tools, such as saws, grinders

within six months of each other, are below the

air monitoring data or objective data that can

associated with a particular product, material,

air that workers breathe. Workers operating

consecutively, at least seven days apart but

each employee based on any combination of

OSHA has concluded that for many surface

of tiny crystalline silica dust particles into the

■■ When two non-initial monitoring results taken

must repeat monitoring within three months.

action level, the employer must reassess.

of the results of the exposure assessment within

15 working days of completing it. Each employee must be notified in writing, or the results may be posted in a location that all affected employees can access. When an assessment reveals

exposures above the PEL, the notification must

also describe the corrective action the employer is taking to reduce employee exposures to or below the PEL.

Regulated Areas Employers must establish regulated areas where airborne concentrations of respirable crystalline

silica can be reasonably expected to exceed the PEL. These areas must be marked off from the

rest of the workplace and a sign must be posted

at each entrance. Employers must limit access to these areas only to authorized employees.

Engineering and Work Practice Controls Employers must use engineering and work

practice controls to reduce employee exposure

to respirable crystalline silica at or below the PEL, unless the employer can demonstrate that such controls are not feasible. If these engineering controls and work practices are not able to

reduce employee exposures at or below the

PEL, employers must still use feasible controls

to reduce exposures to the lowest possible level, and then use respiratory protection along with these controls.

The main engineering controls for silica are use of wet methods and local exhaust ventilation.

Wet methods apply water or foam at the point of dust generation to keep dust from getting

into the air. Local exhaust ventilation removes dust by capturing it where it is created. Another engineering

Medical surveillance Medical surveillance is intended to:

control separates employees from

■■ Identify respirable crystalline silica-

dust or isolating employees in a

with those diseases can take action to

the dust source by containing the control booth.

Work practice controls involve doing a task in a way that

reduces the likelihood or levels of exposure. Employees must know

the appropriate work practices for maximizing the effectiveness of

controls and minimizing exposures.

Respiratory protection

related diseases so that employees protect their health;

■■ Determine if an employee has any condition, such as a lung disease, that might make him or her more

sensitive to respirable crystalline silica exposure; and

■■ Determine the employee’s fitness to use respirators.

The standard specifies which

employees must be offered medical

Engineering and work practice

surveillance, when and how often

minimizing exposure as they actually

and the tests that make up medical

in the air. When all feasible measures

specifies the information the employer

be used. If respirators are required,

healthcare professional (PLHCP) who

controls are the preferred methods for

the examinations must be offered,

reduce the level of crystalline silica

examinations. The standard also

are still not enough, respirators must

must give to the physician or licensed

you will need a complete respiratory

conducts the examinations and the

protection program that complies

with OSHA’s Respiratory Protection standard (29 CFR 1910.134).

Written Exposure Control Plan All employers covered by the standard must develop and

implement a written exposure control plan. This plan must describe all

workplace exposures and ways to reduce those exposures, such as

engineering controls, work practices

and housekeeping methods. This plan must be reviewed at least once a year and updated as necessary. Affected employees have the right to view or copy this plan.

Housekeeping All employers covered by the

Respirable Crystalline Silica standard must avoid certain housekeeping

practices. When cleaning up dust

that could contribute to employee

exposure, employers must prohibit

dry brushing and sweeping, unless

methods such as wet sweeping and HEPA-filtered vacuuming are not

feasible. Employers must also prohibit cleaning surfaces or clothing with compressed air, unless it is used

together with a ventilation system that effectively captures the dust cloud or no other cleaning method is feasible.

information that the employer must ensure the PLCHP provides to the employee and employer.

Employee Training Employers must train and inform employees covered by the silica

standard about respirable crystalline silica hazards and the method the

employer uses to limit their exposures.

The employer must ensure that

employees trained under the silica

standard can demonstrate knowledge and understanding of at least:

1. Health hazards associated with

respirable crystalline silica exposure.

2. Specific workplace tasks that

could expose employees to respirable crystalline silica.

3. Specific measures the employer is implementing to protect employees from respirable crystalline silica

exposure, including engineering controls, work practices and

respirators to be used. This should include recognizing signs that

the controls may not be working effectively.

4. The contents of the Respirable

Crystalline Silica standard, including the standard’s requirements.

5. The purpose and description of the

For more information, go to isfanow.org/info and list RS #15 International Surface Fabricators Association • Vol. 11 / Issue 3 • 29

medical surveillance program required by the

be sure that they are providing their workers with the required level of protection. Employers may provide alternative methods of protection as long as they can prove that their methods effectively reduce their workers’ exposure to silica dust.

standard.

Employees must be trained at the time they are assigned to a position involving exposure to

respirable crystalline silica. Additional training

It is important to keep in mind that, as with all new regulations, Silica will be a focus area for OSHA. It is best to get a head start on compliance immediately, not only to protect your business, but, most importantly, to protect your most important asset – your employees.

must be provided as often as necessary to ensure that employees know and understand respirable crystalline silica hazards and the protections available in their workplace.

Recordkeeping Employers must make and keep the following records:

About the Author

Shannon DeCamp is Client Services Manager for TechneTrain, Inc. TechneTrain has a full line of safety training programs and reference manuals specifically designed for the surface fabrication industry, including a turnkey employee training program for the new airborne crystalline silica regulations. These products are available from ISFA at discounted prices. For further information regarding OSHA Compliance requirements for the surface fabrication industry, visit www.technetrain.net, or contact TechneTrain, Inc. at (800) 852-8314.

■■ An accurate record of all air monitoring performed to comply with the standard;

■■ An accurate record of any objective data used to comply with the standard; and

■■ An accurate record for each employee

provided medical surveillance under the standard.

Construction Tasks Installation and fabrication done at jobsites is

covered under OSHA Construction standards.

The new construction standard for silica provides

a table of specified controls employers can follow.

If employers follow these specifications, they can

For more information, go to isfanow.org/info and list RS #16 30 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Did you Know?

Did you know that ISFA offers a full suite of Safety Training videos and Manuals for meeting OSHA Requirements? Everything from a full Federal OSHA Compliance Manual to a specialized video on the new Silica Requirements are available. All video options also include handouts, a quiz, and a certificate of completion document.

Prices range from $90 to $150 depending on the content provided.

Interested in learning more and obtaining a copy for yourself? Just send us a quick email and we will send you a full offering to review at info@isfanow.org.

How to Become Emotionally Intelligent

By Ted Janusz

I was interested in finding out how Coach

don’t like feeling that way. So getting angry is

championship with the Ohio State Buckeyes,

control back. But the feeling is only temporary,

Urban Meyer won a college football national

so I read his excellent autobiography, entitled

Above the Line: Lessons in Leadership and Life from a Championship Program.

Would you like to learn a key foundational

principle in the Buckeyes’ success that you

can apply to your own life? Let me boil it down for you: E+R=O.

our way to feel like we can get our power or

and we can cause permanent damage when we resort to unchecked anger.

The first step in gaining emotional intelligence is to be aware of your emotions. But do you

realize that research has shown that only 36 percent of people are able to identify their

emotions as they are occurring? As a result,

What?

they simply go from E to O.

The Buckeyes’ success has more to do with

We may have no control over the E, the event.

scheme Meyer has developed.

and as a result O, the outcome.

that principle than any offensive or defensive

But we have total control over R, our response,

to think about my emotions and my response to the event, I didn’t do anything to harm our long-term friendship.

When I taught a class on emotional intelligence recently, one attendee told me that the formula E+R=O was the most important thing she had learned all day. The event plus your response to that event equals the outcome.

statement to a friend and, for no apparent

So next time you encounter an unfamiliar or potentially emotional event, take some time to calculate the proper response to best ensure a successful outcome.

people do not believe in the formula. They

in that moment how to respond, but I certainly

About the Author

Outcome. In other words, if somebody cuts

was by becoming angry or defensive. So I

boss yells at them, they need to “put her back

respond. It didn’t take long. In the meantime,

So what does E+R=O mean? E, the events that happen in your life plus R, your response to those events, equals O, the outcome.

Let me give you an example of how I used the E+R=O formula yesterday. I made an opening

You see, unsuccessful teams and unsuccessful

reason, she blew up at me. I really didn’t know

think that E equals O; the Event equals the

knew how I was NOT going to respond, which

them off in traffic, they need to get angry. If the

just walked away to think about how to best

into her place.”

my friend sent me a text message which read,

In fact, why can we get angry in situations like

these? Because in those moments we can feel

unappreciated, powerless or out of control. We

Hear more from Ted Janusz at the

2018 ISFA

Annual Conference PRESENTING SPONSOR

“I am really sorry.”

So I went back and we continued the

conversation. However, by taking a moment

Ted Janusz, MBA, facilitates workshops, and has presented more than 4,500 hours on relevant business-related topics internationally. He is a dynamic keynote speaker that helps to improve businesses and business relationships and can be reached at ted@ januspresentations.com.

Janusz will be among the speakers at ISFA’s Annual Conference this year to be held Oct. 23 to 26 at the all-inclusive Hard Rock Hotel in Cancun, Mexico. He will be speaking on “Creating Strategic Relationships: Here and Now.” During this particular session, we also want you to take a halftime break from the education to relax, have some fun, and laugh as you learn more about your fellow attendees … and yourself (and maybe even your family, too)! In this high-energy and highly-interactive session, he’ll also share tips on how you can make the best use of your time throughout the conference — to get to know others, for mutually beneficial personal and professional gain and maybe even for a lifetime.

You can find out more about the ISFA Annual Conference and register for the event by visiting www.

ISFAnow.org or emailing info@isfanow.org.

SPONSORS

A THIN LINE

Examining Porcelain and Compact Sintered Surfaces

By Jessica McNaughton Sintered Compact Surfaces, such as this kitchen countertop made of Lapitec Nero with a Satin finish, are making a big move into the surfacing scene. competitors, and has just, within the past few

years, started to push into the U.S. market with its through-body colors and textured options.

What Are Compact Sintered Materials?

Sintering is the process of compacting and

forming a solid mass of material by heat and/ or pressure without melting it to the point of liquefaction. Sintering happens naturally in

mineral deposits or as a manufacturing process during which the atoms in the materials diffuse across the boundaries of the particles, fusing the particles together and creating one solid

There is a difference between porcelain surfacing materials and the compact sintered

materials that have recently come to market, that label themselves as sintered stones,

ultra-compact surfaces and pyrolithic stone. The manufacturing differences are substantial,

piece. So, by definition, porcelain, ceramic and compact sintered surfaces are all “sintered” materials. However, there are some major differences between these products.

and there are also fabrication and installation differences, all of which should be noted.

Porcelain tiles are typically made with very

First and foremost, porcelain materials have

most well known for their Silestone brand of

percent or less. Non-porcelain tiles (such as

over time from their initial manufacturing

and also offers a line of branded natural granite

been around for centuries and have evolved techniques. Alternatively, the new compact

quartz surfacing. Neolith is also based in Spain known as Granith. And Lapitec is based in

sintered materials are an evolution of manmade

Italy, and is the brainchild of Breton, one of the

industry, and were largely developed to build

quartz manufacturing equipment.

stone, typically rooted in the quartz surfacing

upon the strength of quartz materials. They have been on the market for just about a decade.

largest suppliers and arguably the originator of

These brands use similar technologies, but each boasts something that differentiates it from

Lumping all of these materials as “porcelains”

the others. Dekton uses special manufacturing

invested hundreds of millions of dollars in the

to market, forging relationships with Home

are not the porcelain or ceramic materials that

way for these materials that are designed to

is incorrect. Surfacing companies have

techniques, has several finishes and was quick

creation of compact sintered materials, which

Depot in the United States and paving the

you may think you already know.

be harder than stone and quartz. Neolith was

The New Entrants There are a variety of compact sintered surfaces that have entered the market. Probably the

three most well-known of these are Dekton by Cosentino, Neolith by TheSize and Lapitec.

Cosentino is based in Spain and is probably 32 • Vol. 11 / Issue 3 • International Surface Fabricators Association

hot on the heels of Dekton, getting into Lowe’s under the name Duralosa and after gaining a foothold began exploiting the material’s

potential for exterior cladding and the available surface area in that market. Lapitec, backed

by the horsepower and technical knowledge of Breton, waited on the market and its

dense clays that have water absorption of 0.5 ceramics) use clays that have a water absorption greater than 0.5 percent. Ceramic and porcelain tiles are shaped clay that is fired at extreme

temperatures in a kiln. There are both glazed

and unglazed porcelain. Glazed porcelains are baked twice, giving them their durability and

luster. Some people refer to unglazed porcelain as “through body” ( i.e., the color on the top goes all the way through). However, most

porcelains made for larger surfacing applications have a pattern applied only to the surface

(often during the glazing process), which gives

them the countless pattern options, decreased porosity and increased durability.

However, with newer compact sintered surfaces, the initial manufacturing of the slabs use

proprietary processes with varying temperatures

and ingredients, so when the heat is applied, the material forms differently. Some manufacturers

can form the slab in such a way that the material is uniform throughout — in color and pattern,

Today’s large-format porcelain tile countertops are a far cry from smaller grout-lined tile countertops of the past as is shown here in this island fabricated of MSI’s Stile in large-format porcelain tiles of Polished Statuario Bari. The lower top is made of MSI’s Q quartz surfacing. whereas porcelain for larger surfacing options have the pattern typically

printed only on its top, whatever the pattern may be. Also, some of these sintered surfaces were designed for countertop applications, meaning they are 2 or 3cm thick. So, the original design intent and engineering

were meant to be for full-sized, durable horizontal or vertical surfaces.

Positioning Porcelain Porcelain has been on the market for a long time, but in recent years, as sintered stone showed that countertops and cladding are not

outside the realm of a high performing material, manufacturers have begun to scale it up to larger panel sizes.

One upside here is that the companies that produce porcelain are known entities, and porcelain is a very well-known material. As such, these

manufacturers can often easily work to scale up to large-format tile sizes, often achieving dimensions that are viable in countertop applications.

The underlying technology has often not changed, and durability and

customization have long been positive features of porcelain and ceramic.

Brands like Porcelanosa, Crossville, LAMINAM, Stile by MSI and Dal-Tile

(along with numerous others) are sporting large-format porcelain tiles that can be used for cladding, flooring and even countertops. Because they

are thin, the materials are typically lightweight and can be transported flat and installed using suction technology. Thicker slab materials must be

transported using heavier and more expensive equipment like that used with the transport and installation of natural stone.

Porcelain Pros Porcelain has centuries of use. It has been around for a long time for

a reason — it is incredibly durable. It is thin, lightweight and there are

hundreds of suppliers around the world, including countries with lower labor rates, which helps keep pricing down. In addition to its attractive

price point, it is typically available in thinner profiles and the tooling and accessories needed for its installation are known by many in the tile

space. Its durability holds up well in both interior and exterior uses. It is important to note that because the pattern is printed on top, the styles available in porcelain are unbounded.

Also, unlike many compact sintered surfaces, most porcelain does

not have surface tension, meaning relief cuts do not have to be made before further fabrication can take place, whereas this is common practice with compact sintered surfaces.

Porcelain Cons Some of the same things that can be considered pros can also be cons.

A product that has been around forever may be largely unchanged for

the current market needs. Enduring doesn’t necessarily mean optimizing.

However, some suppliers are working to improve the products to meet modern needs, but the base technology does have its limitations.

In the case of multiple suppliers, another potential con of the product, you can find yourself in a mass of confusion about what is the best

option. Many suppliers don’t have large (countertop or island sized) formats, or they are only available in a thin profile. This means

for traditional countertop thicknesses, edge mitering (or possibly lamination) would be required.

International Surface Fabricators Association • Vol. 11 / Issue 3 • 33

Thinner in some cases can also mean a

Compact sintered materials, granite, porcelain

dimensions. Stone fabricators are often used to

hardness on the Mohs scale, at right around a 7

more brittle material when dealing with larger

cutting only thicker, hardier slabs that generally

aren’t as fragile as thinner materials. And, while endless patterns can be a really great quality, with the patterns printed on the surface, any cut-outs, such as those for a sink, or edges

will result in a severing of that pattern leaving unprinted material exposed, giving up some

visual continuity. Miter edges could leave lines or require extra work to hide.

Setting the Stage for Compact Sintered It is worth reiterating that millions upon millions of dollars have been invested into creating compact sintered surfacing. Designed as something of a

successor to quartz by improving heat and ultraviolet light resistances, this is not some fleeting

product but rather a new generation of materials.

And these products are certainly not just a new name for a product technology that already

existed. Compact sintered surfaces are made to fill in some gaps in the surfacing categories to create a more universal product.

and quartz surfacing all fall at or around the same on a scale of 1 to 10. However, hardness isn’t the same as durability or scratch resistance.

That said, when fabricating compact sintered

materials, machinery generally must operate at

slower feed rates, diminishing throughput (which in turn must be incorporated into the fabricators pricing structure). Also, as mentioned earlier,

many require relief cuts to remove surface tension to help eliminate breakage during fabrication and require special cutting blades and different bits

for plunges and cut-outs. They can also be more

expensive than mainstream quartz, porcelain and natural stone, so that can be a barrier as well.

The Brands There are hundreds of brands of porcelains,

though the number that make large-format tiles are limited. And, porcelain is manufactured in

nearly every corner of the world, so it is worth doing your homework to find out from which

location your porcelain is sourced. It is readily you can get price competitive. It is a proven

Holding up to staining, scratching, etching and

reintroducing it to market. It can certainly be a

lot of attributes. They also have a wide thermal

these are also generally inherent characteristics

protection for that product category, with each

until now. Most interestingly, the new compact

ingredients. While they are all durable, UV-

more durability, easier for fabrication experts to

cladding depending on the application, they tend

technology that kill bacteria, microbes and break

against one another. For instance, different brands

down pollution. Some of these materials exert

versus colors with surface-printed patterns and

movement, where the material can break down as much CO2 as 25 or more trees. These materials

ranging from 3mm to 3cm and a variety in

the customers the performance they want and

anti-microbial and graffiti-resistant, as well boast

sintered materials can also offer full body (all the

The key to finding the product that best fits in with

offer the elaborate patterning of porcelains but

learn about their properties and develop the skills

set down that hot pot) and cold or frost. All of

they are newer to market and still under patent

of porcelains, though never really highlighted

having its own combination of manufacturing

sintered materials are designed to be thicker for

stable and suitable for countertops, flooring and

handle without breakage. Some have integrated

to have more differences and must be weighed

down carbon dioxide — yes, actually breaking

offer different numbers of through-body colors

biomimicry, a hot term in the green building

not all of them make all sizes, with thicknesses

between. They also have varying textures, lengths

were designed for modern day needs: give

and widths. Additionally, some are designed to be

give back to the environment. Some compact

biomimicry properties, as mentioned previously.

way through) coloring and patterning, and many

your offerings is to research each of the options,

in a thicker, sturdier format.

necessary to fabricate and install them well.

Cons of Sintered

Moving Forward

Lack of knowledge is a tough hill to climb.

The overlap between porcelain and compact

As it was with quartz when it was introduced,

there would be some confusion as both rely on

work on something new is difficult. Though it is often the first movers who reap the rewards.

34 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Jessica McNaughton is president of CaraGreen, a distributor of sustainable architectural materials. She has more than 15 years of strategic sales and marketing experience including successful product launches and partnering with architects and designers. She co-authored “Understanding Green Building Materials” and is a LEED AP. For more information visit www. caragreen.com or email jessica@caragreen.com.

great product in your line-up of offerings.

The sintered materials are more segmented as

getting fabricators to change their mind and

About the Author

technology with well-known brands and suppliers

range, making them very resistant to heat (yup,

Bringing a new category to market is difficult.

There will be resistance to the expansion of these product categories, as there has always been when technologies have reoriented themselves in the marketplace or innovative new products arrive on the market. However, the performance, the look, the longevity and the attention to the future of surfacing is what will continue to carve out their spaces in the market. There’s no doubt these materials have arrived, survived and been revived.

available and there are enough options that

Pros of Compact Sintered UV light, compact sintered materials boast a

next generation of engineered materials and are likely to see major growth in the coming years because of their unique properties.

sintered stone is noticeable and it is obvious why high temperature compaction in their formation, which is the definition of sintered. However,

compact sintered materials represent a newer

McNaughton will be among the speakers at the full-day Countertops & Architectural Surfaces Symposium on Aug. 21 in conjunction with IWF in Atlanta. Her presentation is titled “Innovative & Sustainable Surfaces: What You Need to Know.” It’s based on the idea that more innovative and sustainable (green) surfaces are entering the market every day. The variety and amount of these products being specified is also expected to continue to grow. During the presentation, fabricators, millworkers and other attendees will learn about the products available, how they are specified and what certifications/regulations are in place and required for commercial applications.

The event also features presentations on dealing with the increasing labor shortage, outsourcing countertop fabrication, commercial solid surface fabrication and digital fabrication equipment and techniques.

For more information or to register for the symposium, visit www.iwfatlanta.com/ Education/CTP. THANKS TO OUR SPONSORS:

For more information, go to isfanow.org/info and list RS #17

Here.Now.News.

From the Desk of Amy Miller, Executive Director

Working on the Labor Shortage He who works with his hands is a laborer. He who works with his hands and his head a craftsman. He who works with his hands and his head and his heart is an artist.

– St. Francis of Assisi When I ask fabricators, manufacturers, contractors and installers what their biggest pain point is, nearly all of them list labor as a top concern.

The labor shortage is also one of our hottest topics at ISFA’s live events, and one of our most engaging article topics, and for good reason.

By 2020, it’s anticipated that about 2 million manufacturing jobs will go unfilled (as reported

by Deloitte, The Manufacturing Institute.) While this statistic is staggering, even worse is the fact that we’re already feeling the effects of this shortage. Construction projects are delayed, labor expense is high and average tenure is becoming shorter and shorter. While this all seems dismal, at each event we host, we have members who are stepping outside of traditional hiring practices to “work” through their hiring needs. I’d like to share a few of those with you.

Start at the Root of the Problem: One of the many reasons we feel a shortage is because since the early 90s both parents and children have been told that kids need to go to college, and they need to have a four-year degree to earn a six-figure income. As we all know, that simply isn’t so today.

However, educating high school students (and their parents) about the benefits of a career in manufacturing or the trades, is a great way to start rebuilding your local workforce. One way to begin this process is to develop a “Senior Signing Day.” This is a day where students that are choosing to enter the workforce or an apprenticeship are recognized for their decision in a manner that is similar to students that are recruited by colleges to play sports. Students and representatives of their future employers both sign letters of intent outlining what students must do before and during employment or their program, and what the employer will provide in pay and training, and an estimate of the position’s value.

recognition, allow them to be more easily recruited.

Similarly, recently retired Boomers also enjoy the opportunity to re-enter the workforce when flexible schedules, project-based work and the ability to accomplish are offered. The key to all of

This helps in two ways.

these strategies is to pick one and really focus on

First, it helps to overcome the age-old stigmas that

and training toward a specific demographic makes

careers in the trades are undesirable. Marketing the event in local newspapers and on television

promotes the positions to students making them

developing it. Gearing all of your hiring, marketing it more likely to really create engagement and land employees.

more desirable. It also helps to dispel the myth

Support programs and scholarships that

that a Senior Signing Day provides an opportunity

reviewing applications and essays of applicants

sharing, the types of positions that you seek to

Kromke-Nolan in honor of her late husband, Mike,

required and the technology that you are using,

educator, this scholarship seeks to recognize

that these roles don’t pay well. The second way is

honor the trades: ISFA recently had the honor of

for schools and businesses to work together. By

for the Mike Nolan Scholarship. Founded by Terry

fill with your local school, including the skill sets

an active and engaged ISFA member, trainer and

schools are better equipped to identify students that would be a fit, and will be more adept at

helping steer students into these professions.

Aside from Senior Signing Day, many also allow businesses to present to students in a similar manner as colleges and universities do.

and encourage individuals that have expressed interest in a career in the trades, but need financial aid to help them enter. ISFA’s scholarship is only one of many, and actively engaging in, supporting and marketing these scholarships is another way to market and promote a career in the trades. I

Another way is to strategically cater to a specific

recommend Mike Rowe’s WORKS scholarships

flock together. When you review your core group

scholarship programs and options.

demographic: It’s no secret like-minded people of workers, it’s highly likely they have a lot in

common, and more than likely several referred

one another. Because this is the case, why not

strategically seek out like-minded individuals to hire. For example, some ISFA members recruit

(www.profoundlydisconnected.com) and regional Many times offering to engage and mentor others is a way to get involved that helps the entire industry, and helps to promote your individual business as well.

veterans returning from active duty, and some hire

If you’d like to learn more ways to work through

incarceration. You can also seek out a group of

ISFA event. It’s always a great way to learn best

individuals who are re-entering the workforce from

the labor shortage, I encourage you to attend a live

friends from a local church. Geographic locations

practices and ideas from peers. After all, the world

play a role, too. For example, areas that have high Amish populations are often successful in hiring

needs more artists.

entire groups of skilled tradespeople that they

transport to and from their shops each day. Some have become highly skilled at creating roles for and catering to Millennials and Baby Boomers.

For Millennials, creating flexible schedules, job

rotations, upward mobility and opportunities for

36 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Amy Miller ISFA Executive Director AmyM@isfanow.org

ISFANews Don’t Miss ISFA’s Full-Day Countertops & Architectural Surfaces Symposium at IWF on August 21

There’s still time to register for the event

ISFA Events & Training

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

ISFA Full-Day Countertops & Architectural Symposium at IWF Sponsored by Durasein, GranQuartz Aug. 21 • Atlanta, Ga. http://www.iwfatlanta.com/ Education/CTP ISFA Pre-IWF Networking Event Sponsored/Hosted by Cosentino Aug. 21, 4:15pm • Atlanta, Ga. ISFA Solid Surface Fabrication Training Hosted by GECKO SSS Sept. 11-13 • San Antonio, Texas ISFA Industry Roundtable Sponsored by Counter Culture, OHARCO, Wilsonart and Park Industries Sept. 18 – 20 • Omaha/Lincoln, Neb. ISFA 2018 Annual Meeting & Conference Sponsored by GranQuartz, Cosentino, Integra Adhesives, Laser Products, BACA Systems and Gemstone Oct. 23 – 26 • Cancun, Mexico ISFA Industry Roundtable Sponsored by Alpha Granite, Cosentino and GranQuartz Dec. 4 – 6 • Austin, Texas

The Countertops & Architectural Surfaces Symposium, presented

by ISFA is a full-day educational event focused on countertop and surfacing needs of the woodworking industry. Speakers will present on topics ranging from project estimating and bidding to new materials and fabrication tooling, logistics and labor resourcing. Speakers will provide interactive content, takeaway resources and a Q&A session.

The symposium is geared toward business owners and key management. Each speaker/ topic will address a strategy for bottom-line improvement. It runs from 9 a.m. to 4 p.m. on Aug. 21, the day prior to the opening of the IWF Show floor, and the cost includes coffee and pastries as well as lunch. Registration for the symposium also includes a full pass to IWF exhibit hall for the show.

Speakers include: John Broer, of In2Great, is presenting “Using the Predictive Index to Manage Labor Issues.”

The Predictive Index is an assessment tool that assists across the hire-to-retire life cycle with scientifically validated assessments to aid in hiring and retaining a productive workforce.

Jessica McNaughton, of Caragreen, will present “Innovative & Sustainable Surfaces: What You Need to Know.” More innovative and sustainable surfaces are entering the market. Specification of these products are also growing.

Attendees will learn about these products, how they are specified and what certifications/ regulations are required for commercial applications.

Mari Ivan and Brian Smith, of L.E. Smith, will present “Outsourcing Countertop Fabrication: When to Keep It In-House and When to Call an Expert.” Architects and designers are adding more to Divisions 6 and 12. Those bidding on casework packages are also likely bidding on countertops, sills, walls and toilet partitions.

Attendees will receive data points for determining when to

complete these components inhouse, and when to call on a specialized fabricator.

Chris Pappenfort, of Surface Menders, will talk about “Commercial Solid Surface Fabrication: Challenges & Solutions.” This will include trends, fabrication, installation and repair techniques, tips of the trade and major mistakes.

Tony Herbst and Darren Mehr, of Park Industries, will be speaking on “Digital Fabrication in the Countertop Industry.”

Attendees will learn about the technical side of fabrication with an explanation of the steps in the digital fabrication process, as well as the outcomes and big picture side of going digital with regards to shop mindset, labor changes and metrics.

For more information or to sign up, visit www.iwfatlanta.com/ Education/CTP. THANKS TO OUR SPONSORS

Join Us for a Pre-IWF Networking Event Hosted by Cosentino All attendees of the ISFA Countertops & Architectural Surfaces Symposium as well as any interested surfacing fabricators are invited to attend ISFA’s Pre-IWF Networking Event.

Interested parties will gather at the CNN Building just across the street from the Atlanta Congress Center at approximately 4:15 p.m. and Cosentino will provide transportation to and from its Atlanta Cosentino Center. Cocktails and appetizers will be served, and a tour of the facility will be provided.

There is no cost to attend.

To RSVP or for more info visit www.northamerica.cosentinocenter.com/events/cosentino-isfa-happy-hour/ THANKS TO OUR SPONSOR

International Surface Fabricators Association • Vol. 11 / Issue 3 • 37

ISFANews Find Great Educational Opportunities at the

2018 ISFA

Annual Conference Come and join us for this great opportunity to improve your business and also enjoy yourself PRESENTING SPONSOR

SPONSORS

Educational Presenters Aaron Crowley Aaron Crowley owns one of the highest-rated stone fabrication companies in the country.

Crowley’s Granite Concepts has earned the Angie’s List Super Service Award for the past 11 years by using the management technique Aaron developed and described in his book Less Chaos More Cash. His book shares the simple three-step process for effectively documenting and delegating critical work within a business so that the company can profitably keep its promises to the customer. He will be presenting “The MAP to Full Potential” and “Order Through PROcess.”

Ted Janusz As a well-known presenter on business topics, Ted Janusz will be speaking on “Creating Strategic Relationships: Here and Now.” During this session, attendees will have fun learning more about fellow participants and themselves in a highlyinteractive session. He’ll also share tips on how attendees can make the best use of their time throughout the conference — to get to know others for mutually beneficial personal and professional gain — and maybe even for a lifetime.

ISFA recognizes that in the world we live in today, you can access education in the form of videos, webinars, online coursework from the convenience of your computer, tablet or even your phone. What you can’t readily access from your device is the education and knowledge when truly connecting via face-to-face discussions with a group of your peers. Join us in beautiful Cancun, Mexico, at the ISFA Annual Conference to network, participate in forwardthinking learning opportunities, and celebrate the growth and success of the surfacing industry. We assure you that we’ll allow you plenty of time to relax and enjoy the resort as well. Come celebrate with us this October!

New Product Round-Up Feature This Year!

Attendees of the ISFA Annual Conference will have the opportunity to see up to 10 new product and/or service introductions during the course of the annual event. This program will feature short, timed, 7-minute presentations by ISFA associate members presenting their newest product and service innovations. Attendees will vote and select two award winners at the event. “Best New Product” and “Best Presentation” awards will be presented. Suppliers and manufacturers participating may also offer “Conference Specials” for the purchase of their new products presented if they so choose.

Your Conference Ticket Includes: Three nights all-inclusive accommodations at the Hard Rock Hotel Cancun, the welcome reception, educational sessions, the ISFA Annual Meeting, the ISFA Awards Dinner, and airport transfers to and from the Hard Rock Hotel Cancun. You may register online for the event at www.isfanow.org or contact the ISFA office at (412) 4873207 or email info@isfanow.org.

38 • Vol. 11 / Issue 3 • International Surface Fabricators Association

ISFANews Two Industry Roundtable Events Remain for 2018 Join your peers in Nebraska in September or Texas in December ISFA has two remaining Industry Roundtable Gatherings. The first one is in Omaha/Lincoln, Neb., Sept. 18 to 20 and is sponsored by OHARCO, Counter Culture, Wilsonart and Park Industries. The final roundtable is taking place in Austin, Texas, and is sponsored by Alpha Granite, Cosentino and GranQuartz.

These events represent opportunities for fabricators and others in the industry to share experiences, common concerns and best practices regarding, products, services and the processes of running businesses. The gatherings are designed to bring together smaller groups of 10 to 20 from a variety of companies to share ideas and network in a close-knit semi-structured environment.

The participants discuss topics and share experiences that matter most to them and that are important for managing successful businesses.

Attendees take home ideas that can increase their bottom lines and better manage industry relationships. Also, it’s a great opportunity to share

growth strategies and gain feedback from the group.

In addition to the general discussions, each event includes networking receptions, shop or related tours, presentations and/or topical discussions lead by industry experts, plus a chance to have a bit of fun with your friends and peers in the surfacing industry. That said, some of the best takeaways come from the unedited and sincere insight the participants bring to the table that are most important to their business life.

The agenda for the September Midwest (Nebraska) event includes a dinner on Sept.

18 sponsored by Wilsonart; a discussion about the growing labor shortage, a tour of the OHARCO distribution center, a working lunch with a discussion of the state of the industry and a BBQ and brewery tour on Sept. 19; and a tour of Counter Culture, a visit to the Home Builders Association of Lincoln, and discussions of intelligent business growth and succession planning.

Attendance for both events is limited and time is running out, so those interested in participating should be sure to join the other registrants for these valuable event and opportunities to discover some vital concepts and gather new tools that can make dramatic impacts on surfacing/countertop businesses.

For more information or to register, visit www. isfanow.org or contact the ISFA office by phone at (412) 487-3207 or by email info@isfanow.org.

THANKS TO OUR SPONSORS

ISFA Awards Mike Nolan Scholarship ISFA is pleased to

LaPenta has been studying Construction

of the 2018 Mike Nolan

school and has maintained a 4.0 grade point

LaPenta of Blairstown, N.J.

academic GPA of 3.6. “During the four years

announce the recipient

Ben LaPenta

Technologies since his freshman year in high

Scholarship Fund: Ben

average in Construction Technologies with an

He was awarded $1,200 to

at WCT, I’ve developed leadership skills by

use towards his education in the trades.

LaPenta just finished his senior year at Warren

mentoring younger students and managing projects,” continued LaPenta.

County Technical School (WCT) a full-time, four-

Recently, he took it upon himself to get extra

N.J., that specializes in career and technical

Skills USA competition where he placed second.

school in Bethlehem, Pa., in October to study

Building Technology student of the year.

year comprehensive high school in Washington,

training in masonry and competed in the 2018

training. He will be going to Triangle Tech trade

He was also selected as the WCT 2017-2018

general carpentry. In the essay he submitted as

part of his scholarship application, he credited his

decision to pursue the skilled trade of carpentry to a drive he has to build worthy homes for people

trying to make a decent living. “My parents have been very supportive of my aspiration and have encouraged me to develop the skills needed to

transform that drive into reality,” he stated. “I’ve

developed an assortment of carpentry skills and

look forward to showing up early and staying late to get a job done the right way.”

In addition to going to high school full time,

LaPenta earned a blue belt in Jui Jitsu, training

three to four days a week and competing in, and often winning, martial arts competitions for the

past eight years, as well as working part time as

a children’s instructor at the Gracie Jiu Jitsu New Jersey Academy for more than a year. “There are

days when I’m physically and mentally exhausted but I know hard work will help me be a better

instructor as well as a better individual,” LaPenta added. “I’m proud to say I am not afraid to wake

up clean, work hard and come home dirty after

spending a day doing what I’m passionate about.”

The scholarship was established in recognition of Mike Nolan, an industry icon who worked at and owned various solid surface companies,

served 6 years on the ISFA Board of Directors and

revamped ISFA’s solid surface training programs as the ISFA Director of Education. He passed in 2014, and in his honor, his wife Terry Kromke-Nolan set

up the Mike Nolan Scholarship Fund “In the spirit of the ISFA Mission Statement and the hands-on that Mike believed in so much.” Numerous ISFA members have added to it in remembrance of Mike’s good spirit and giving nature.

ISFA recently revamped the program with the

goal to elevate the surfacing industry by awarding an annual $1,200 scholarship to a person

wanting a career in the trades. Additionally, ISFA is sponsoring two vocational school students

to attend its solid surface training class in San Antonio, Texas, on Sept. 11 to 13.

For more information, visit www.isfanow.org or email info@isfanow.org.

International Surface Fabricators Association • Vol. 11 / Issue 3 • 39

ISFANews ISFA to Offer Open Solid Surface Fabrication Training in Texas this September ISFA will be offering its Solid Surface Total Fabrication Training class in September, to be held at GECKO Solid Surface Solutions in San Antonio, Texas. The classes represent an opportunity for fabricators to send new employees to be trained or to pick up an entirely new skill set for their businesses. Those wishing to learn about and observe solid surface fabrication, but not actually fabricate it are also welcome to sign up as observers.

The class runs Sept. 11 to 13 and is 70 percent classroom time and 30 percent hands-on training time.

The ISFA Solid Surface training program is designed to meet the needs of surfacing businesses. The course takes students through the essentials of solid surface fabrication and installation, and is approved by all major solid surface manufacturers. The training offers knowledge through theory and hands-on fabrication. Elements of the course include: Safety, product knowledge, handling, cutting, productivity

concepts, tooling, backsplashes, templating, shop layout, seaming, material layout, overhangs, support, cut-outs, edge treatments, sink and bowl mounting, basic repairs, finishing, thermoforming, inspection and basic inlays.

The class is $1,395 for non-ISFA members (which includes membership in ISFA) and $995 for those who are already members. Lunch and shuttle to and from a specified hotel with a room block discount (Holiday Inn Express) is included, but other meals and hotel must be paid for separately.

Upon completion of the training, participants will receive a certification to recognize that they have completed a professional solid surface fabrication training course, and those who are new members to ISFA will receive all benefits associated with membership and window clings for work vehicles identifying them as trained members of ISFA. For more information or to register, visit www. isfanow.org, or contact Operations Manager Carol Wilhite at carol@isfanow.org or 412-4873207 for questions.

Two New Discounts Now Available to ISFA Members ISFA is pleased to announce two new benefits available to all members through our ISFA Member Advantage Program. More information is available at the ISFA website at www.isfanow.org.

Sales Awakening Sales Awakening is a sales consulting, coaching and training company that will help your business achieve extraordinary results with our vast array of sales and marketing concepts.

With more than 20 years of collective sales leadership experience, the company’s team of experts knows how to help grow businesses in the marketplace. All ISFA members receive a discount from standard pricing for participating in the program.

Sales Awakening is fully committed to helping companies connect, engage and build sustainable relationships with prospects and customers—both online and offline. It’s able to do this by leveraging our marketing expertise and understanding of the current technological landscape, helping businesses scale up and expand. More information is available at the company’s website at www.salesawakening. com/isfa.

40 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Granite Gold Would you like to Increase your Profit on every Granite or Quartz Project? Now available to ISFA members is a new affiliate program developed by fellow member, Granite Gold.

Granite Gold services give fabricators and installers the ability to add revenue with no cost, overhead, shelf space or inventory management.

By offering a Granite Gold Protection Plan® to customers, ISFA members can earn a large percentage profit margin on a five-year plan, and customers view it as a value add, too.

The five-year plan specifically covers new installations of granite and quartz countertops.

ISFA members offering the program receive it at a discount, so they keep a larger portion of the plan price. The Granite Gold Protection Plan covers accidental damage such as chips, scratches, etches, stains, grout and joint expansion, and more. The service facilitates both claims and repairs. Fabricators/installers can opt to fulfill repairs on referral from the company, further increasing their additional revenue.

More information is available from the company at (800) 475-7866.

ISFA Board of Directors Kate Dillenburg President Bisley Fabrication 700 Industrial St. Gresham, WI 54128 (715) 787-4410 kdillenburg@bisfab.com www.bisfab.com Ryan Miller Immediate Past President VT Industries 1000 Industrial Park Holstein, IA 51025 (712) 368-4381, Ext. 236 RMiller@vtindustries.com www.vtindustries.com Augie Chavez Vice President 4630 Sinclair Rd. San Antonio, TX 78222 (210) 227-3100 augie@geckosss.com www.geckosss.com Matt Kraft Secretary Custom Marble Inc. 850 S. Mulberry Millstadt, IL 62260 (618) 476-7501 matt.kraft@custom marble.net www.custommarble.net Mike Langenderfer Treasurer The Countertop Shop 9300 Airport Rd. Monclova, OH 43542 (419) 868-9101 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

Kelley Montana Director Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 (707) 442-5918 kmontana@humtop.com www.humtop.com Steve Stoddard Director Advanced Surfaces, Inc. 130 Plastics Rd. Corry, PA 16407 (814) 663-0369 sstoddard@advanced surfacespa.com www.advanced surfacespa.com Paul Max Le Pera Director Global Surfacing Alliance 106 Melrich Rd. Cranbury, NJ 08512 (908) 358-5252 pmlp33@gmailcom Jessica McNaughton Associate Member Representative CaraGreen 109A Brewer Ln. Carrboro, NC 27607 (919) 929-3009 Jessica@caragreen.com www.caragreen.com Jim Callaghan Associate Member Representative Gran Quartz 3950 Steve Reynolds Blvd.

Norcross, GA 30093 (248) 660-391 callaghan@granquartz.com www.granquartz.com

ISFA Contacts ISFA PO Box 627 Ingomar, PA 15127 (412) 487-3207 www.isfanow.org Executive Director Amy Miller (567) 239-2102 amym@isfanow.org Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 kevin@isfanow.org Operations Manager Carol Wilhite (412) 487-3207 carol@isfanow.org

Account Representative Paul Wisnefski (262) 498-4184 wisnefski@sbcglobal.net Program Coordinator Amy Kyriazis (412) 487-3207 amy@isfanow.org Solid Surface Fabrication Trainer Chris Pappenfort (417) 598-2390 chris@isfanow.org Quartz/Stone Fabrication Trainer Fred Hueston (321) 514-6845 fred@isfanow.org

For more information, go to isfanow.org/info and list RS #17

Fabricator Directory Companies in blue are Certified Professionals.

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

ALABAMA

Cutstone Co.

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

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

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

The Countertop Factory

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

Delorie Countertops & Doors Inc.

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

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

Hard Surface Fabrications Inc./Kormax

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

Stalwart Systems

845 McFarland Pkwy.

Alpharetta, GA 30004 678-614-7111 www.premiersurfaces.com

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

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

HAWAII

Honolulu Tile & Marble Inc.

1602-B Auiki St. Honolulu, HI 96819 808-845-3775

42 • Vol. 11 / Issue 3 • International Surface Fabricators Association

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

Marble Works

Premier Surfaces

Top South

A. I. A. Countertops LLC

Bollock Enterprises LLC

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

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

Stone Center

INDIANA

Custom Marble Inc.

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

711 Interchange Blvd.

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

Beverin Solid Surface

ILLINOIS

Craftmark Solid Surfaces Inc.

DELAWARE

FLORIDA

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

Solid Surface Creations Inc.

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

Troy Granite Inc.

Montage Decor LLC

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

The Countertop Factory Midwest

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

WILCOR Solid Surface 2371 United Ln. Elk Grove Village, IL 60007 888-956-1001 www.wilcorusa.com

900 Farabee Ct. Lafayette, IN 47905 765-448-6000 www.bollocktops.com

810 S. Beiger St. Mishawaka, IN 46544 574-259-4843

Laminated Tops of Central Indiana Inc.

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

IOWA

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

KANSAS

Parman Brothers LTD

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

Top Master Inc.

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

KENTUCKY

Granite America

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

Surfaces Unlimited Inc.

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

Fabricator Directory MAINE

Bangor Wholesale Laminates

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

Shad’s Custom Countertops Inc.

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

MARYLAND

Carefree Kitchens Inc.

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

Creative Surface Interiors Inc.

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

SolidTops LLC

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

MASSACHUSETTS

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

Sterling-Miller Designs Inc.

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

TWD Surfaces

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

MICHIGAN

Innovative Surface Works

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

Paxton Countertops & Showers

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

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

OGB Architectural Millwork

Marker Systems Inc.

OHIO

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

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

MISSOURI

Surface Menders

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

MONTANA Jim Shreve

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

WoodCo LLC

NEVADA

Modern Home Distributing

Penn Fabricators Inc. Northeast Quartz 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

BloomDay Granite & Marble

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

Carolina Custom Surfaces

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

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

Marvic Corp.

Majestic Kitchen & Bath

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

Creative Countertops & More

7908 Ranchitos Loop N.E. Albuquerque, NM 87113 505-814-5354 www.creativecountertops andmore.com

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

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

Cutting Edge Countertops Inc.

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

Carpenters Int’l. Training Fund 100 Landmark Dr.

NEW JERSEY

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

Stoneworks

NEW YORK

Alexander Counterwrights

ROCKin’teriors

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

MISSISSIPPI

Jack’s Custom Woodworking/ PO Box 30254 Billings, MT 59107 JCW Countertops 406-259-5177 3 Aberjona Dr. www.woodcollc.com Woburn, MA 01801 781-935-1907 NEBRASKA www.jcwcountertops.com Counter Culture 5012 Rentworth Dr. Sterling Surfaces Lincoln, NE 68516 76 Leominster Rd. 500-531-5078 Sterling, MA 01564 www.thetopculture.com 978-422-3321 www.sterlingsurfaces.com

Jaynes Structures

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

L. E. Smith Co.

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

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

The Countertop Shop LTD 9300 Airport Rd. Monclova, OH 43542 419-868-9101 www.countertopshop.net

Top Advantage Surfaces Inc.

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

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

Tower Industries

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

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

Duda Consulting

3601 Southwest River Pkwy.

Unit #2102 Portland, OR 97239 503-949-7738 www.dudaconsulting.com

International Surface Fabricators Association • Vol. 11 / Issue 3 • 43

Companies in blue are Certified Professionals.

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

Oregon State University

RHODE ISLAND

Precision Countertops Inc.

325 Main Rd. Tiverton, RI 02878 401-624-4477 www.alliedfloorcovver inginc.com

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

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

Satis&fy

3550 N.W. 215th Ave. Hillsboro, OR 97124 971-570-9800 www.satis-fy.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

Harrisburg Troy Granite

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

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

Allied Floor Covering, Inc.

SOUTH CAROLINA Solid Products

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

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 37 865-523-0967 www.kitchentops.net

TEXAS

Alpha Granite

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

44 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Finishes Etc.

WASHINGTON

Dirk Foster

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

19530 FM 362 Waller, TX 77484 936-372-1670 www.finishesetc.net 921 Morton St. Mineral Wells, TX 76067 206-898-8163

FloForm Countertops

King County Library System

960 Newport Way N.W. Issaqua, WA 98027 Gecko Solid Surface Solutions 425-369-3300 www.kcls.org 4630 Sinclair Rd. San Antonio, TX 78222 WISCONSIN 210-227-3100 ACS INT’L. www.geckosss.com 1478 Turnberry Circle

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

Oconomowoc, WI 53066 520-395-7534 www.acstone.com

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

700 Industrial St. Gresham, WI 54128 00-424-7539 www.bisleyfabrication.com

W.R. Watson Inc.

UTAH

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

Utah Kitchen and Bath

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

Bisley Fabrication Inc.

McDermott Top Shop LLC 200 A Main St. Sullivan, WI 53178 262-593-2456

Spectrum Surfaces Inc. 812 Marquis Way Green Bay, WI 54304 920-337-6575

ARUBA

Office Systems Aruba

Frankrijkstraat 10 Oranjestad Aruba 011-297-583-8373 www.officesystemsaruba.com

AUSTRALIA

Asian Solid Surface

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

BARBADOS

In-Counter, Inc.

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

CANADA

Colonial Countertops Ltd. 609 Alpha St. Victoria, BC V8Z 1B2 Canada 250-383-1926 http://colonialcountertops.com

Coni-Marble Mfg. Inc. PO Box 40 99 Harrison St. Thorndale, ON N0M 2P0 Canada 519-461-0100

Elite Food Equipment 4 Fielding Ct. Ajax, ON L14W5 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

Granit Design

77 Industrielle Stanstead, QC J0B 3E0 Canada 819-564-7111 www.granitdesign.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 R3E2J7 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

UNITED ARAB EMIRATES

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

Bond Interiors

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

RUSSIA

AKRILIKA HOLDING Svobody St. 29 Moscow Russia 125362 +7(495)782-84-75 http://akrilika.com/en

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

For more information, go to isfanow.org/info and list RS #18 International Surface Fabricators Association • Vol. 11 / Issue 3 • 45

Product News LAMINAM Adds New Patterns The 12mm-thick Laminam ceramic slabs in the 1620 by 3240mm size now come in seven new patterns in four different color lines. In FluidoSolido line, Blu Lucidato (pictured here) has been added; Seta line now has the new color Blanc; the Fokos line added the Piombo, Roccia, Sale and Terra colors; and the Collection line added Nero Assoluto. The material is designed for use as horizontal surfaces ranging from tables to kitchen and bathroom worktops, offering a competitively-priced with a lesser environmental impact alternative. Laminam slabs are suitable in the kitchen as a worktop, because they are resistant to scratching, stains, heat and fire. They are hygienic, antibacterial materials on which you can prepare food directly, using knives, liquids, oils, wine and red-hot pots and pans.

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

Sensa by Cosentino Adds New Colors Sensa by Cosentino added five new colors to its existing offering of 35 hues: Luna Blanca, Silver Blue, Smoky White, White Alamo and White Napoli. The material is a maintenancefree premium natural stone with stain protection that rivals the performance of manmade surfacing. Sensa by Cosentino comes equipped with Senguard, a deep treatment applied during the manufacturing process that protects the stone, helping to eliminate required sealing for years. This saves homeowners time and money, and reduces the risk of darkening that comes with repeated applications of sealers. Sensa comes with a 15-year transferable warranty.

The material can be used for both interior and exterior applications For more info, go to isfanow.org/info and list RS #32

Domain Introduces New Collection of Crestwood Fireclay Farmhouse Sinks Crestwood artisan crafted fireclay sinks available from Domain Industries are a blend of durability and versatility drawing upon generations-old knowledge and techniques. Fireclay is a unique type of ceramic that requires a specialized hightemperature firing process to fuse the glaze to the clay, vastly improving the strength and integrity of the material to resist staining, chipping and fading. The result is a very hard and durable sink with a luxurious appearance that is suitable in both traditional and modern kitchens. They are also nonporous and acid- and scratch-resistant.

For more info, go to isfanow.org/info and list RS #31 46 • Vol. 11 / Issue 3 • International Surface Fabricators Association

Wilsonart Introduces Slice of Ice by Danny Seo Collection The “Slice of Ice by Danny Seo” line introduced

by Wilsonart brings a modern, high-end look to laminate. It is influenced by the striations that have developed in glacial ice over thousands of years. Working closely with designer and television and magazine personality Danny Seo, the nine colors in the collection feature “cracked ice” patterns in light icy blues, dark blues and shades of gray, white and black.

The line includes: Arctic Expedition (Soft Silk Finish), a medium gray and charcoal stone design; Arctic Voyage (Soft Silk Finish), a large-scale stone design in warm white and grays; Blue Iceberg (Fine Velvet Texture), a large-scale pale blue stone design with

black veining created from actual photos of glaciers; Diamond Ice (Soft Silk Finish), a warm white large-scale stone design with large gray veining; Frozen Hex (Fine Velvet Texture), a medium-scale abstracted stone design made up of hexagons in blues, grays, white and black; Onyx Ice (Fine Velvet Texture), a dramatic black stone design with large white and gray veining and a transparency effect; Polar Hex (Fine Velvet Texture), an abstracted stone design made up of mediumscale hexagons is in blacks, grays and white; Sapphire Ice (Fine Velvet Texture), a large-scale stone design with white and blue veining and levels of transparency (pictured here); and White Iceberg (Fine Velvet Texture), a largescale white stone design with black and gray veining created from actual photos of glaciers.

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

SATA Offers Spray Guns SATA offers the SATAjet 3000 A, a pressure-fed highperformance spray gun for automatic systems and robots. It is available in stainless steel and material recirculation versions with quick change adapters. The SATAjet 3000 has various possibilities to allow the exact adjustment to the material and individual painting processes.

It is adjustable to common systems engineering of leading manufacturers and has manual adjustment of its round/flat fan as well as material flow with the automatic version. It offers low-wear, safe results and is easy to maintain.

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

LOTTE Advanced Material Creates Radianz Quartz Matte Finish Produced by LOTTE Advance Materials with a low sheen to be less reflective, the new Radianz matte finish delivers a bold, contemporary look in a low-maintenance, high-performance

quartz surface. The Radianz natural quartz surfaces are available in five matte-finish options: Toluca Sand, Everest White, Whitney Gray, Columbia Gray and Shasta Brown.

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

come with the unit (C-Handle & Side Handle).

It offers the variable speed range from 700 to

stability, whether doing a step cut 3cm sink hole cut-out or making a groove for a reinforcement rod with much smaller diameter blades.

(rated) and 1,900w (maximum) motor along with

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

3,500 rpm. The unit was built with a 1,250w

heavy-duty precision gear system for demanding

polishing tasks, to help ensure reliability and high performance. It has a 25-ft., 14-AWG electrical

power cord. The ESC-125 Wet Stone Cutter was created based on the feedback from fabricators in preparation for the new silica rule change by OSHA in 2017. To reduce the silica particles, a

dust cover was added on the side of the blade

guard to redirect the dust from the cutting edge

Alpha Professional Tools Provides New Stone Tools

into an attached HEPA vacuum for dry dust

Alpha Professional Tools offers the VDP-700 lightweight polisher and ESC-125 wet stone cutter, a redesigned version of its AWS-125.

Ergonomically designed the VDP-700 (pictured here) is comfortable to hold and easy to control.

This is done with one of two handle designs that

water to cool the cutting edge as well as removes

removal. The ESC-125 is equipped with a newly

designed Water Jet System that delivers sufficient slurry from the cutting line ahead of the stone

cutter. It also has a Hybrid Kink/Memory-Free

Water Hose that comes with a quick disconnect

garden hose adapter. The new clamping system, located on the side of the blade, ensures cutting

For more information, go to isfanow.org/info and list RS #19

Antolini Unveils Rainbow Opale In the wake of the Shellstone Collection, Antolini is now encompassing the pearls of the ocean within the Rainbow Opale design with sequential rectangular shapes. The surface colors of this slab transform with striking additions of light and depth to create a visual mirage of colors.

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

For more information, go to isfanow.org/info and list RS #20 International Surface Fabricators Association • Vol. 11 / Issue 3 • 47

Product News Tenax Launches Glaxs 2+1 Colored Cartridges Tenax introduced Glaxs 2+1

Colored Cartridges as the newest addition to its line of adhesive dispensing systems. Glaxs fast glues are two-part

cartridge glues suitable

and suitable for dry, damp and wet location use.

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

CoveringsETC Creates Larger Slab Sizes of Bio-Glass

eEvo-Lite Presents New Flexible LED Light Sheets

Auragami Light Sheets by Evo-Lite are specifically engineered to be a dimmable, field customizable

solution for backlighting translucent materials. The high LED density (330 LEDs per sq. ft.) combined with a decreased individual LED brightness,

for stone, marble, granite and ceramic. Once

eliminates hot spots and “dotting,” allowing for

with M200XMR cartridge gun), the product is

Sheet and the translucent material. Its power

mending. It includes two extrusion nozzles.

even single LEDs, from the flexible sheet while

excellent adhesion; no gray lines or shadowing;

diodes. Cut lines along both axes and diagonally

matching in 50 popular colors; suitability for

folded over countertop edges and other multi-

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

and other curved surfaces. They are UL Listed

inserted into the proper dispenser gun (Use

as little as 3/8 in. of clearance between the Light

ready for use. It can be used for bonding and

distribution grid allows users to cut groups, or

The product features zero yellowing to sunlight;

maintaining a resilient circuit to the remaining

approximately a 20-minute cure time; pre-color

maximize on-site customization. They can be

indoor or outdoor use; and zero VOCs.

plane elements, and wrapped around columns

For more information, go to isfanow.org/info and list RS #21 48 • Vol. 11 / Issue 3 • International Surface Fabricators Association

CoveringsETC created a new BIO-GLASS® slab

size of 140 by 60 by ¾ in. The slabs are created

from hand-selected raw materials that are shaped into slabs then heated with a patented sintering

process. The material is made from liquor bottles,

including beer, wine, champagne, rum and sparkling water bottles, as well as commercial and industrial

glass. Each BIO-GLASS color is from a unique glass source, creating bold product colors. It is a Future Friendly™ material made of 100 percent recycled

and recyclable glass with no colorants or additives.

The slabs are the largest in the industry, reports

the company, and they may help contribute toward LEED credits with USGBC project certification and

are Cradle-to-Cradle Silver Tier third-party certified.

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

For more information, go to isfanow.org/info and list RS #22 ISFA Member since 2013

Ad Index Name

Classifieds

RS # Page #

BACA

3

5

Beckart

21

48

Betterley Industries, Inc.

18

45

9

17

Braxton-Bragg Colonial Saw

12

24

CountertopResource.com 22

48

Cosentino

10

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Domain Industries

13

25

Durasein

5

9

ETemplate

15

29

Global Vacuum Presses

19

47

1

2

Integra Adhesives

24

52

ISFA Join Today

17

41

ISFA On-site Training

17

35

IWF Atlanta

6

11

Karran

8

15

KRION

16

30

4

7

14

27

MSI

2

3

Park industries

7

13

Regent Stone

23

51

SATA

20

47

Water Treatment Solutions 11

20

GlueWarehouse.com

Laminam Laser Products

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.

YOUR AD [could be here]

Sponsored by Durasein, GranQuartz Aug. 21 • Atlanta, Ga.

ISFA Pre-IWF Networking Event

Sponsored/Hosted by Cosentino Aug. 21, 4:15pm • Atlanta, Ga.

ISFA Solid Surface Fabrication Training

Fabricators!

Looking to fill a key position? Why not submit a FREE classified ad?

That’s right, relevant classifieds in this publication are free to ISFA fabricator members! Just send us the text you’d like to run and we’ll do the rest.

Email us today at editor@isfanow.org.

Better yet, have them subscribe at isfanow.org/magazine.

Architectural Symposium at IWF

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

Hosted by GECKO SSS

Sept. 11-13 • San Antonio, Texas ISFA Industry Roundtable

Sponsored by Counter Culture, OHARCO, Wilsonart and Park Industries

Sept. 18 – 20 • Omaha/Lincoln, Neb. ISFA 2018 Annual Meeting & Conference

Sponsored by GranQuartz,

Cosentino, Integra Adhesives, Laser Products, BACA Systems and Gemstone

Oct. 23 – 26 • Cancun, Mexico ISFA Industry Roundtable

Sponsored by Alpha Granite, Cosentino and GranQuartz

IN TERN ATIO N AL SU RFACE FAB RIC AT O RS ASSO CIATIO N

Dec. 4 – 6 • Austin, Texas

International Surface Fabricators Association • Vol. 11 / Issue 3 • 49

From the President From the Desk of Kate Dillenburg, ISFA President

The Power of Systems Systems play a powerful role in the success of

many of these conversations, I decided that I

foundation for our operations. Systems are

work ethic or about the unemployment

our businesses. They allow us to build a strong built upon a sequence of set procedures that are called processes.

What is a system, a procedure and a process?

According to Webster’s Dictionary, a system

is “a set of detailed methods, procedures and

can’t do much about the current generation’s rate, but I could change the systems in our

business to reduce the amount of labor we

need to generate product and could simplify our procedures to make it easier to move people into my production system.

routines created to carry out a specific activity,

We have strengthened our human resource

defines procedure as “a fixed, step-by-step

passed over by larger employers. These are

(with definite start and end points) that must

that someone took a chance on them when no

perform a task.” Repetitive procedures are

marginalized are often very loyal employees

of interdependent and linked procedures,

gave them a chance. For example, I have

resources (employee time, energy, machines,

parolees.

perform a duty or solve a problem.” Webster’s

system, so we can hire people who may be

sequence of activities or course of action

groups of people who often are very happy

be followed in the same order to correctly

one else would. People from groups that are

called routines. A process is a sequence

willing to go the extra mile because someone

which at every stage, consume one or more

had very good experiences with hiring recent

money) to convert inputs (data, material, parts)

Another change we made was to switch

into outputs. These outputs then serve as

inputs for the next stage until a known goal or end result is reached.

from a five-day to a four-day work week.

This allows us to market to current and

potential employees that they have a three-

We can’t take our businesses to the next

day weekend every week! Studies show that

systems in place. Each of us has a different

other generations. A four-day work week

businesses and for our personal lives, but both

millennials more days off a year and falls

level without a strong foundation of efficient

millennials value their free time more than

definition of what success is for our

for production workers allows us to give

require strong systems that are continuously monitored.

Strong systems allow us to think outside of

the box and try new ideas. Currently hiring is a

topic that seems to come up on a regular basis in my world. I often hear from my management team that we just can’t find enough qualified people to hire. There are several different

reasons I have heard ranging from “kids these days aren’t what they used to be” to “the

in line with this changing reality of the next generation of workers.

We have also focused on measuring and

monitoring our procedures to find out where

we could make improvements in our system in

order to reduce the labor input. These changes

Improvements in our business systems have also been critical for us to avoid having our business run our lives. At times, our business seemed to steer our lives instead of the other way around. When we didn’t have efficient systems and measurement tools in place, we were in a constant state of chaos.

We would jump from one crisis to another.

A huge amount of our time was spent dealing with things that should have been someone else’s responsibility. By shifting the focus to strengthening the system, we ensured that everyone was doing their role within the business and could be more successful.

For us, efficient systems are what allowed the building of a stronger foundation in our business so we can take it to the next level.

Communicating extensively about changed procedures and building more efficient systems have improved the morale within our company and have given all of our employees the opportunity to reach their full potential.

Without strong systems we will flounder around with no clear direction, but with efficient systems and clear, well understood goals in place, the sky is the limit.

altering fabrication techniques and processes to purchasing more efficient tools to increase productivity.

When we spent time looking at and measuring

us have heard these comments. After one too

we could utilize technology, equipment or

50 • Vol. 11 / Issue 3 • International Surface Fabricators Association

needed to successfully do their job. At its face, it seemed like a small change, but when we measured how much time we were spending managing supplies, it was staggering.

have come in many different ways, from

unemployment rate is below 5 percent so

there isn’t anyone left to hire.” I think many of

“tweaks in technique” to save time. Changing how we purchased and distributed supplies greatly reduced the time we spent making sure everyone had the fabrication supplies they

our processes, we found several areas where

Kate Dillenburg, ISFA President kdillenburg@bisfab.com

For more information, go to isfanow.org/info and list RS #23

For more information, go to isfanow.org/info and list RS #24

ISFA Member since 2003