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MBNews EDITORIAL ADVISORY BOARD
Leadership Insights Understanding Tariffs in a Global Economy By Alison Raymer, CM, Editorial Advisory Committee Chair
Perry Giles, CM Giles Monument Company, Inc. perry.giles@gilesmonument.com
Creative Sales What’s the Value of Cultural Heritage?
MONUMENT BUILDERS OF NORTH AMERICA
136 South Keowee Street Dayton, OH 45402 +1.800.233.4472 FAX +1.937.222.5794 info@monumentbuilders.org www.monumentbuilders.org
MBNA President
HEADQUARTERS TEAM Kimberly A. Fantaci Executive Vice President +1.800.233.4472 X-106 info@monumentbuilders.org
Sales Insights The Grand Design for Sales Success Marketing Insights Seven Best Practices to Budget (and Spend)
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EAB Chair – Alison Raymer, CM Emerson Monument Company alison@emersonmonument.com
Marc Arntzen Gem City Memorials, Inc. gemcitymemorials@sbcglobal.net
By Marilyn Harris-Davis, JD, MBNA Advocate
By Brian Rowley and Bobby Mattos, AICA, 2018-2019
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EC Liaison – Matt Worthington Worthington Monuments matt@worthingtontx.com
Dustin Anderson, AICA Dakota Monument Company dustin@dakotamonument.com
Member Spotlight Joe Mehochko, Sun City Granite, Inc.
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Donald A. Mounce, APR +1.800.233.4472 X-473 mbnews@monumentbuilders.org Richard L. Martin
By Cristine Bouwkamp
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EDITOR
PRODUCTION MANAGER
MBAdvocacy Back to the Future
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By Andy Slipher
MBNA Monument Industry Show Gateway to the Memorial Industry’s Future Industry Calendar/New Members
Krista Saul, CPA Accounting Manager +1.800.233.4472 X-107 James Perry Association Executive +1.800.233.4472 X-104 Cassandra Shaffer Association Manager +1.800.233.4472 X-115 Rebecca Nelson Events Manager +1.800.233.4472 X-113 Tina Schneider Chief Administrative Officer +1.800.233.4472 X-101
Classified Ads
ON THE COVER
The cover is the distinguished Flying Cross Memorial in Riverside, California, created and installed by Sun City Granite in Perris, California. Read and learn more about this member on page 12 of this issue.
Mission To define and promote memorialization in a viable, innovative and diversified way for the membership and to enhance the awareness of memorialization by the general public and the remembrance industry.
MBNews /
POSTMASTER – Send address changes to MB News, 136 South Keowee Street, Dayton, OH 45402. Telephone: +1.800.233.4472 Fax: +1.937.222.5794 E-mail:info@monumentbuilders.org Web: www. monumentbuilders.org Closing date: Four weeks proceeding date of publication. We reserve the right to accept or reject any advertising or editorial material. Subscription rate is $70 annually for members, which is included in the annual membership dues. The rate for non-member subscriptions or additional subscriptions requested by MBNA members is $125 a year. Single issue price is $12. ©2018 Monument Builders of North America MBNews (ISSN 0192-2491) is published monthly with the Buyer’s Guide in April by Monument Builders of North America (MBNA), 136 South Keowee Street, Dayton, OH 45402. Periodical postage-paid at Dayton, Ohio and additional2018 mailing offices./ 3 December
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By Alison Raymer, CM, Editorial Advisory Committee Chair
Understanding Tariffs in a Global Economy
Made in China 2025 is a strategic plan that was enacted by Chinese Premier Li Keqiang and his cabinet in May of 2015. This plan is commonly known as “China 2025” and, oddly enough, is not discussed in depth by North American media. As monument builders who are members of an industry that may be impacted by China 2025, it is important that we understand what it is, how it impacts us, and how it could impact our future monument marketplace. To do such, we must understand the economics.
Chinese Economics It is important to note, for those who may not be as clear on their Chinese history and/or politics, that The People’s Republic of China is governed by the Communist Party of China. Since making economic reforms in 1978, China has enjoyed one of the world’s fastestgrowing economies by nominal GDP, and it is the world’s largest exporter of goods and the second largest importer of goods. Back in 2015, China made official their desire to be the world’s largest manufacturer of design, software, and manufacturing, targeting a combination of high-tech sectors and infrastructure. It is a lot to accomplish, and doing such will involve multiple steps, including acquiring and protecting Intellectual Property (IP) rights, not a past strength of their economy. China has made significant changes since 2015 in how they do business, and they have 4 / December December2018 2018 // MBNews MBNews
a firm grasp on the steps they need to take to meet their goal. For instance, more and more privately-owned companies (as opposed to state-owned) are emerging and competing quite aggressively in the marketplace. Of course, anyone who is keeping up with the news understands that President Trump is attempting to thwart China’s strategic plan by placing into effect the Section 301 tariffs. Many have dubbed this as “The Trade War.”
Section 301 Tariffs As with most political issues today, there is a lot of misinformation out there regarding Section 301 tariffs. The goal of this article is to help explain how they work and how it impacts you as a member of the monument industry. Prior to September 24, 2018, monumental goods meeting specific legal criteria and imported from China were taxed a tariff of roughly 4 percent. And, as you may likely know, after September 24, 2018, an additional 10 percent has been added to the tariff. As of January 1 of 2019, the incremental US tariff on imported monument goods from China will increase from 10 percent to 25 percent. So, in summary, the total tariff after January 1, 2019, will be roughly 29 percent. The Office of the US Trade Representative (USTR) identified sectors that would be impacted by China 2025, and determined that the best way to thwart their strategic plan and protect US trade interests would be to impose
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additional tariffs on specified imported goods. In the course of identifying which goods would be tariffed, the USTR held hearings and took into consideration testimonies regarding the Section 301 tariffs.
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Prior to September 24, 2018, monumental goods meeting specific legal criteria and imported from China were taxed a tariff of roughly 4 percent. And, as you may likely know, after September 24, 2018, the tariff is an additional 10 percent. As of January 1 of 2019, imported monument goods from China will be taxed an additional 25 percent. So, in summary, the total tariff after January 1, 2019, will be roughly 29 percent.
Monument Industry Impact Members of several granite industries, including at least one with connections to our monument industry, testified both for and against the tariffs. You, as a reader, may be for or against the tariffs. And either opinion that you have is perfectly okay and acceptable. What is important to remember as you read further, regardless of your thoughts regarding the tariffs, is that your MBNA Executive Committee and Board of Trustees represents a wide range of businesses. They represent domestic manufacturers, importers, domestic manufacturers who also import, retailers who do their own importing, retailers who sell imports, and retailers who don’t sell imports. They represent companies on the West Coast who rely on the retail sales of Chinese imports because they are located near the port, and they represent companies in Elberton and in Barre who solely rely on domestic manufacturing because they are near the quarries. They also represent everyone in the middle. It is the fiduciary responsibility of the MBNA leadership to remember who they represent and to act in the best interest of their members. And that can be extremely difficult to do, especially where such varying
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business interests are concerned. But, it is their duty to act. To act on your behalf. To act on your neighbor’s behalf. To act on behalf of the small business who is not able to act for themselves.
Tariff Exclusion? The Office of the US Trade Representative, after the tariffs went into effect, made known that they would accept applications to waive the Section 301 tariffs on certain products for one year. Not permanently-- just one year. The purpose of this exclusion was to allow industries time to adjust their supply chains without doing great financial harm to their businesses. Because our industry was not included on the initial Section 301 tariff list, and because our industry was added to the list very late in the game, one question remained. How could we help those in our own industry that would need a year to adjust their supply chains and business strategies? The Executive Committee met via conference call and weighed the pros and cons of filing for a one-year section 301 tariff exclusion. There was a great deal of information to be reviewed, and the members of the Executive Committee decided to proceed in learning more about the exclusion process. They sought the counsel of a reputable attorney in Washington, D.C., who has represented many other trade associations in the tariff exclusion process. The idea to proceed in this manner was to learn what steps would need to be taken and whether or not the desired outcome would likely be achieved. MBNews / December 2018 / 5
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Information and Action I joined our Executive Vice President, Kim Fantaci, on the call with the attorneys, and we were impressed by exactly how much they knew about the import business and the monument business. This was not their first rodeo! According to the attorneys we consulted, the tariff exclusion has to be applied for on a product by product basis. As an example, a 2-0 x 1-0 x 0-6 bevel in Fuji Blue, a 2-0 x 1-0 x 0-6 bevel in Imperial Green, and so on. With each and every product we would need to provide the quantity and value of the imported goods for 2015, 2016, and 2017, along with a demonstration of the severe financial impact that would arise if the products were not available. We would also need to evaluate if a suitable domestic alternative for the imported granite color exists. As a memorialist yourself, I am certain you can see where identifying all this information is simply not feasible. The MBNA Executive The cremation rate is at 50% and rising.
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Committee collectively decided not to proceed with filing for a Section 301 tariff exclusion. So, for now, the tariffs stand. Navigation Impact How will the tariffs impact you? Probably in a few different ways – some good and some not so good. It’s important that you consider all information in this article and elsewhere, and make your own conclusions on how this situation could strategically impact your business. It is important for monument retailers to know that the tariffs are charged on your importer’s cost. When an importer brings a container into the US, it is accompanied by an invoice and a bill of lading. The tariff is charged on that invoice at the time of entry. It is important for you to understand that, while the tariffs do entice companies to either do business domestically or find another country of origin to import from, it can also have a price, supply, and demand effect. This is basic economics, and should not be ignored as you consider your supply chain strategy. It is important to realize that, if a price/ supply/demand impact takes place, it can open up the market for foreign competitors to compete with you. You must remain cognizant of that. As you can see from this article, which is very basic in detail and the level of information provided, there are many layers of concern regarding the Section 301 tariffs. In combination with a more aggressive Made in China 2025, it has become an important part of our doing business. It is important for all members of MBNA to understand the “how and why” behind the tariffs in order to strategically navigate their companies. If not, you could easily fall victim to undesired results. Please seek the advice of your tax and/or legal counsel accordingly. Operating in North America in a successful manner may depend upon it. MB
By Marilyn Harris-Davis, JD, MBNA Advocate
Back to the Future The more things I encourage our members to go to possible in order for your comments and change, the more they Google and find out when their local concerns to be put seem to stay the same… before them for their cemetery board or commissions but there is hope and change on the horizon. are meeting, and to attend those consideration. Generally, these While 2018 has been a meetings as regularly as possible meetings may be year full of challenges monthly, but some for North America, in order for your comments and states only have them we have had some concerns can be put before them for quarterly. The dates successful outcomes in should be on their their consideration. the monument building website. Attendance industry and we have at these meetings will help us to be heard and stood strong. educate the commissions on the inequities that Issues we have faced this year include exist in the industry and to move forward. everything from major hurricanes, causing devastation to cemeteries and monuments, to The Removal of Confederate Monuments cemetery requests for a “percentage” of the cost While I do understand the personal for a monument from our members, to midterm considerations with this issue this year, I want elections and the changing of our legislative us, as monument builders, to recognize the landscape. The following are key topics and opportunities that this dynamic may create. In solutions/actions. one state the removal of a monument created Political Overview In the current political environment of deregulation, the monument builders have experienced a “ripple effect”. The enforcement of existing federal regulations have presented a challenge. Enforcement is key from state to state. Consequently, I encourage our members to go to Google and find out when their local cemetery board or commissions are meeting, and to attend those meetings as regularly as
an opportunity for the creation of another. The city went to one of our members to design and set a new monument. Let’s all try to see the glass as half-full, stay in touch with your community associations and local government officials, and be there to respond to their needs for memorialization, whomever it is. Flag/Administrative Fees This year, it seems, that flag fees have been increased in several states. Some fees have increased by 100 percent. MBNews / December 2018 / 7
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In the cemetery’s continued efforts to bolster their profits, this year we have also seen an increase in administrative fees for monument builders and consumers. The way to address these unreasonable increases is to question them and request a justification for the increase. Bench Fees In this age of ever-increasing cremation rates, we as monument builders need to additionally address bench fees. Clearly, we cannot regulate charges of benches; however, in one state, a pre-need bench that had two cremation spaces in it was in question. The family had not decided whether or not the cremains would be put there or not. They just loved the design of the bench. The family may have wanted the cremains to be in their home on a mantle over the fireplace when that time came. The cemetery demanded a $2,000 fee from the consumer as a right of internment for the cremains. Simply unreasonable. Market Equity and the Future The MBNA Advocacy program is working to get the attention of the National Archdiocese (within the Catholic Church) to address inequities that exist relative to the selling of monuments from a non-profit organization. They are now more aware of our organization, and that we speak for the consumer’s right of choice and market equity. In this world of climate change and natural disasters, monument builders have an obligation to memorialization, perpetuality. As cities and communities have been destroyed, we can be the light for the loved one lost. If you need resources for restoration of monuments, please contact: ● www.propertycasualty360.com ● www.nationalunderwriters.com ● www.fema.gov Looking forward to 2019, we will present an abundance of opportunities for MBNA and market equity. Please keep in touch! MB MBNews / December 2018 / 9
by Cristine Bouwkamp
I recently read an interesting post on an artist community blog. It was about the effects of cultural heritage in our modern world. Of course, being in the monument industry, I naturally thought about how I’ve seen cultural
heritage play a part in both shape and design choice of memorials. Cultural heritage is defined as a connection to social values, tradition, beliefs and customs inherited and passed down generation to generation. The importance, according to the article, is that “Cultural heritage can provide an automatic sense of unity and belonging within a group and allows us to better understand previous generations and the history of where we come from”. Of course, for those of us who devote themselves to creating monuments for families, it isn’t news. For example, a few years ago I met with a grieving mother and together we created a stunning arrowhead shape monument that was her son’s exact height. The monument featured laser etching portraits of him and his spirit animal. The inscriptions all held with his native heritage too. But after I read the article, I wondered if we could serve families better by talking about cultural heritage morethan we do. Cultural Differences Traditional customers have been our bread and butter so to speak. They have close knit families, inheritance, life insurance, purchase traditional funerals, and are usually in the market for a traditional marker.
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CREATIVE SALES But what about those in this post-Christian, microwaved, political, minimalistic society? The ones who have no religious affiliations, scattered families, those with no land that has been passed down from grandpa, or even no roots. Where is their heritage? What is there legacy? “Just scatter my ashes” is such a common phrase now, with no thought about those who are still living and what they may need emotionally and, yes, culturally. The Heritage Cycle How can we help them see the value of their heritage? This diagram helps us understand the value of finding and incorporating heritage into our lives.
(Simon Thurley, used by permission)
For those who think they have no need for funeral homes, cemeteries, and monument builders, it’s our responsibility to engage conversations that remind people that burial and memorialization is not old fashioned and not a tradition to rebel against. Complete departure of death care is not the only way into the minimalism of a “green” lifestyle. We need to tell them they can have both simple and meaningful. Cultural heritage narratives should be broadened and extend to death, burial, and grave markers. So, when a family is making decisions, we have the opportunity to lead by asking the right questions. We can train ourselves and our salespeople to go beneath the surface and use this framework to ask questions: What are cultural values that we can build from?
Natural resources: What landscapes, agriculture, or regions would be important? Art: Books, pictures, or oral traditions, old or new that should be considered. Artifacts: Objects or clothing that are significant. Tradition: Skills and trades, religions, and clubs. Making the Sale Talking through new or established traditions by asking these questions will help a salesperson design the right shape of the marker. It will also help the family narrow down the artwork from the sea of standards to something personal and connected. Remind customers that it is family and community that will benefit from incorporating more of their heritage in the monument they create. Every stone we sell should be telling a story. Let’s help them tell their deeper story. In what ways can you engage this conversation in your community? Are you talking to your friends, your teammates, and your faith community? Are you using your advertising dollars to promote just your name, or can you find ways to incorporate the reasons the marker is still personally and socially important? Try using your resources and training to remind and educate your community on the importance of preserving cultural heritage with memorialization. Brushing up on the social and economic values with research will add value to your business. And hopefully we can change, the “just scatter me” attitude of our day. MB Cristine Bouwkamp is with Superior Monument of Muskegon, Michigan, and has over 18 years of experience in the monument industry. Starting out parttime doing office work, Cristine has since worked every aspect in monument manufacturing from sales and purchasing to CAD work and unloading granite. She loves serving the families of her community and is committed to encouraging the importance of cemeteries and memorialization. Cristine is a speaker at the local genealogical society and is a member of the state and municipal cemetery associations. Her next goal is to become a CM through MBNA! MBNews / December 2018 / 11
By Brian Rowley and Bobby Mattos, AICA, 2018-2019 MBNA President
Brian Rowley of Memorialist Media and Bobby Mattos, AICA of Bras & Mattos Monument Company of Hayward, California, talked to Joe Mehochko of Sun City Granite Inc. in Perris, California to discuss the industry and business. These comments originally ran, sans photos, in the association’s MB Brief newsletter. Brian/Bobby: When did you begin working in the monument industry? Joe: We started in 1991 and, proudly, have become one of the largest Joe Mehochko companies in Riverside County. Our company is producing right around 250 memorials per month. Unlike many in our industry, our company is a first generation shop. I was in the United States Air Force working as an electronic tech when I met my partner, Teresa, who was working as a designer at another monument company. So, I just kind of fell into it. Brian/Bobby: What do you like about being in the monument industry? Joe: I like everything about what I do, but I especially like the people that I get to work with, and creating something that will be there for a lifetime. Brian/Bobby: Why is it important to be a member of the MBNA? Joe: It’s the largest trade association for monument makers in North America, so it lends credibility to your business when you’re a part of it. MBNA also offers great programs, has very knowledgeable members and supports the state associations. 12 / December 2018 / MBNews
Member Spotlight
Joe Mehochko
We are part of the same organization (MBNA) and work in the same industry. We should show each other respect, have integrity, and follow our Code of Good Practice. Brian/Bobby: What is the most meaningful monument you’ve worked on? Joe: Anything for kids. I’m part of a group called “Unforgettables,” whose mission it is to provide monuments for children whose families could not afford a grave marker. Also, the Distinguished Flying Cross Memorial located at March Field Air Museum in Riverside, California, honors current and former members of the Armed Forces who have been awarded the Distinguished Flying Cross. The honor for us came when we were chosen to design this memorial. Brian/Bobby: Who has been your biggest influence? Joe: My peers within the California Monument Association; some of the best people I know! Brian/Bobby: Where do you find your inspiration? Joe: Usually, I find my inspiration on drives, and sometimes just with talking to other monument builders. Brian/Bobby: What would you say is the greatest challenge of your job? Joe: Teaching and training the employees to take the same amount of pride, passion and ownership as I do in the products we provide. MBNews / December 2018 / 13
Joe Mehochko
Member Spotlight
Brian/Bobby: If you could do one piece for someone famous/historic event/ place…..Who/ what would it be for and why? Joe: We have already done some famous people, so I would say a hero. Some of the most incredible heroes are children that have left this world too soon. Although their life has barely begun, they have touched the hearts of many. Some of the works that I am most proud of are children’s memorials. We do our best to make it look like them, show their personality, offer things they loved to do, and tell their story so it could touch people’s hearts the way the child did in life. Brian/Bobby: What is your favorite material to work with and why? Joe: I love granite, working with it, polishing, grinding, and blasting. It amazes me that, way back when, someone had the idea to polish it to make something beautiful. Brian/Bobby: What advice would you give someone considering a career in the monument industry? Joe: “You will learn more listening than thinking you know it all.” Those words came from my first boss, he was an old butcher. Also, 14 / December 2018 / MBNews
don’t hire anyone until you absolutely have to. There may be some in this industry that may not like outsiders, thinking that they have a different way of doing things, but never let anyone tell you that you can’t make it. Brian/Bobby: What would be the one thing that you would like see changed in the industry? Joe: After being on the Monument Builders Facebook page one time, I noticed how a few others in the industry were putting down the work of another company. That is what I would like to see change. We are part of the same organization (MBNA) and work in the same industry. We should show each other respect, have integrity, and follow our Code of Good Practice. Brian/Bobby: Since you have been in the business, what has been the funniest/best request that has been asked of you? Joe: A senior discount. Brian/Bobby: How do you want people to remember you? Joe: I want to be remembered as an honest person and someone who would help anyone out that needed it. Also, that he built people up instead of tearing them down.
Member Spotlight
All the projects that I’ve worked on over the years will stand as a little mosaic of who I am. Brian/Bobby: If you had a favorite saying/ life motto, what is it? Joe: Don’t take the small things for granted! Do it today because there might not be a tomorrow. Brian/Bobby: If you were not a memorialist what do you think that you would you be? Joe: I had many jobs growing up from a meat cutter, to an electronic tech, to a plane mechanic, and many others; but, I can’t think of anything else I would ever want to do. I am getting the opportunity to leave my mark on this world forever. Brian/Bobby: What do you like to do in your spare time?
Joe Mehochko
Joe: What spare time?! When you own your own business, having spare time is a gift. So, when you get the time you must make it worth it. A few things that I enjoy include hanging out with the family, camping in our fifth wheel, boating on the river or going to Cabo, San Lucas, Mexico. I also like to go to concerts, games, or anything else that I can do to make memories with my family. My wife has taught me to just relax, enjoy our time together and that it’s not always about work. Brian/Bobby: Any advice to our readership? Joe: Know your product. Be the expert in what you sell. And I hope that you love what you do. This job is all about integrity and heart. If you don’t love your job or your heart is not in it, it’s time to find something else to do. MB MBNews / December 2018 / 15
MBNews_Nov17_Wenzco_Update.pdf 1 11/3/2017 4:06:09 PM
AUTOBLAST
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A Diamond Product
The Autoblast Blasting System is constructed for extreme duty with a totally welded frame with heavy duty steel panels. These panels are then line with 1/4� blast resistant rubber for heavy duty abrasive blasting and continuous use.
The Autoblast Blasting System allows for complete remote-in service for software updates and system maintenance to the machine. The Autoblast Blasting System offers circle-motion blasting for precision, depth, and speed of blasting different surfaces. The Autoblast Blasting System offers straight line, or traditional blasting, for blasting over smaller letter areas or to panel frost. The lighting in the Autoblast Blasting System is one of a kind. Each room is equipped with a patented lighting system that allows for over 22,000 Lumens per room, offering high visibility while blasting.
MBNews_Nov17_Wenzco_Update.pdf 2 11/3/2017 4:06:10 PM
AUTOBLAST OPTIONS
Make The Best Purchase
The Autoblast Blasting System is offered in 2 different options for blasting needs. Option One offers the complete Autoblast Blasting System with traditional, manual operation of abrasive with an in-ground pit. Option Two offers the complete Autoblast Blasting System with the full abrasive recovery system. This system allows for zero time associated with anything abrasive recovery and sifting.
CAPABILITIES
The Autoblast computerized automatic machine has multiple blasting styles and capabilities. Circle Motion blasting for precision, depth, and speed. Straight line, or traditional blasting, to go over smaller lettering areas and/or panel frosting.
ABRASIVE RECOVERY
Other curtains state that abrasive is screened and automatically collected with no down-time for the reclaiming of abrasive. The Wenzco Autoblast is the only machine that truly has no down-time for abrasive recovery. Once the abrasive is introduced into the Autoblast Blasting System, until the point it is removed by the dust collection system, it is completely recycled. The blast pot self reclaims and self fills during blasting operations. There is no down-time in waiting for a blast pot to re-fill.
12 15 75” Vertical Travel 10’ Horizontal Travel 12 Ft. X 6 Ft. X 8 Ft.
F o r Yo u r R e q u i r e m e n t s
Here are some questions to ask if you plan to purchase an automatic machine other than the Wenzco Autoblast Machine to verify the information that you receive in literature.
When purchasing another machine that states that they have no down-time, be sure to ask: do you at any one point while the machine is operating, have to shut down the sandblast pot and decompress the pot in order for blasting media to re-fill it? Is it contained between the reclaiming top above the blast pot and the bottom, or is there ability for dust to penetrate the air due to there being an air open space gap between the filler and the reclaimer?
75” Vertical Travel 12’ Horizontal Travel 15 Ft. X 6 Ft. X 8 Ft.
(800) 346-7805 191 Kelly Rd. Quakertown, PA 18951 sales@Wenzco.com www.Wenzco.com
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The Grand Design for Sales Success (Editor’s Note: Troy Caldwell, CM, AICA, moderated a session at the MBU event in 2018 on how designs can drive sales. Don Calhoun, CM, and designers Jon Theis and Dan Lozinski provided the insights. They are all with Murphy Granite Carving in Richmond, Minnesota, and the following is a composite of their comments.) In the old StarKist tuna commercial, they asked Charlie the question: “Do you want tuna with good taste, or tuna that tastes good?” The question could be asked similarly in the monument industry, “Do sales lead to good design, or does good design lead to sales?” The art of presentation is the ace in the hole for sales professionals. It requires bringing the “WOW” factor into design, by using software and specific techniques that have made a difference in custom or larger project presentations.
Sketch Up Pro — Jon Theis We create our presentations in a program using Sketch Up Pro which creates monuments with WOW that employs architectural designers in addition to monument designers. WOW stands for: Want – Create a want/desire in the customer through design. Original – Design outside of the box. Originality and creativity provide value. Wonder – Create a sense of wonder, awe and amazement through your design. A church wanted to add columbarium units. Not a cemetery, a church. Using Sketch Up Pro, a memorialist can import an image from Google Earth, which allows the scale to be accurate without going out to the site of the project. This software operation allowed the client to decide on specific memorial placement of where the church’s columbarium would be placed. Using these visualization tools, allows you to help problem solve for the church on where to build. Similar techniques were used to create a VFW Monument, where we recreated a building to show how the monument would look in front of it. We also used it on the Dayton Monument for the current Governor of Minnesota. 3D – Dan Lozinski Some customers wanted a personalized monument for their daughter. We were able to import
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Dan Lozinski
files into Sketch Up in order to create a 3D model. We were able to address these issues using design tools right in front of the client. That product differentiation is a key to our company’s success and survival. Projects often start by inquiry. A salesperson can then interview the family and sketch an idea for them before sending it to the designers. For a veteran’s project we completed, we were able to provide a presentation drawing show the completed unit with piece description. We were also able to use dimensional drawings through the use of Photoshop for all of their laser work. We also used this technology to work with the Johnson family on a monument. They wanted “everything” on the monument, and we were able to show them the options for the best decision. Telling The Story — Don Calhoun, CM I’m a story-telling guy who just “happens” to use stone. And it is important to tell the story regardless of the budget and price. Oftentimes, I think we hurt ourselves in the industry by discussing price too early. We put as little focus on price as possible, and instead focus on quality. If necessary, we also have other resources at our disposal. We can bring in a professional like Nick Worden of Worden Design Studio. He can
Don Calhoun, CM make background details in 3D to impress our customer as well. The “Grand Design” is to use our quality, talents, and technology to enhance our sales success. The best monuments in the world do not matter if they cannot be sold…so understand how to put “WOW” into your sales process. MB Don Calhoun, CM, is the owner and Director of Account Management and Customer Care at of Murphy Granite Carving, Inc. He and his team, Jon Theis and Dan Lozinski, can be reached at +1.320.597.3070, or via email at don@ alegacyinstone.com. Calhoun has over thirty years of first-hand, real-world experience with understanding the highs, lows, triumphs, and tragedies of life. A Past President of MBNA, Calhoun has also been a memorial counselor, a highly sought-after speaker in the memorial, monument, and funeral industries in both the United States and Canada, and author of the book “Dance with the Elephant.” His unique work in the memorial industry, combined with his personal life experiences have honed a mastery of sales techniques that address the raw emotion and storytelling element of memorialization. Designers Jon Theis and Dan Lozinski are graduates of St. Cloud Technical College, both with degrees in Architectural Construction. Both are highly skilled in Coreldraw, Abobe Photoshop, Laser Prep, Autocad, and Sketch Pro. MBNews / December 2018 / 19
MARKETING
I N S I G H T S By Andy Slipher
Seven Best Practices to Budget (and Spend) For anyone charged with allocating marketing dollars, it can seem like an arduous and even dicey process to decide how much to spend annually, and on what. For some, it’s the autopilot response of last year’s budget, plus three to five percent. For others with limited marketing dollars, it can mean the equivalent of putting all one’s eggs in a single basket. These are examples of the extremes, but not altogether unheard of in marketing. But, all the same, there are effective ways to plan, allocate, and intelligently spend marketing dollars. Each involves a step backward from the narrow framework of the budget, while interjecting the purpose of the marketing into the practice of budgeting dollars toward success. Here are seven best practices to follow when approaching any marketing budget process: 1. Think bigger. Don’t limit your marketing to media in the traditional sense. Go beyond even digital and new media. People immediately equate marketing spending to media. What if you could spend your marketing dollars in a way that would mean reaching your target, but not having to dump lots of dollars on big media? Marketing is also promotion, incentives, rewarding loyalty, creating positive experiences, enhanced service, direct communication with the 20 / December 2018 / MBNews
customer, sales, relationship-building, or any combination of activities working together. Get outside the confined silo of the marketing function and media option. Begin to think how you can most efficiently impact customer conversion. Don’t be afraid to be dramatic. What if time, money and scale were not consequential factors? Let your mind wander to big ideas, then find ways to work around your limited resources. If you need help, bring someone in from the outside to challenge your thinking. None of this has to be expensive— just effective. 2. Build the cost of marketing into your product or service. Have you accounted for the cost to market and sell your product or service into its cost to produce? It’s too easy to say, “We’re not spending enough on marketing.” But, you’re handicapping yourself even further if you’re not building marketing into the cost of your product or service. In short, you’re cheating yourself by not being realistic. The If-You-Build-It-They-Will-Come approach works only in the movies. Drawing customers (large or small numbers) to your service or product is an inherent part of selling. You’re either generating such attention yourself or drafting off of something else. Either way, resources (usually in the form of people and money) need to be allocated for such activities.
M A R K E T I N G 3. Target. This might seem obvious, but basic consideration of your specific target customer in your spending strategy can make your marketing budget go much further. Knowing your best customers inside and out will enable you to do this. You don’t have to speak to the universe. Just speak to your universe. Focus on the essential few with the highest chance for conversion. Budget and spend your acquisition dollars toward them first. Then, migrate out from there. If your target audience is too big, you probably don’t know enough about them. Look, listen and learn in order to segment. It is well worth the time. 4. Focus on behavioral change over attitudes and awareness. If you’re short on marketing dollars, don’t even think about building awareness. Forget consideration sets and good feelings about your brand, company or product. If you have very limited marketing dollars to spend, these are not your biggest issues. Instead, focus on differentiation, an emotional hook and getting the customer to act (i.e. buy). Demonstrate why you’re better, engage them in an emotional decision and call them to action. No cheesy or cliché come-ons. Be dramatically and truthfully different in a way that convinces your customer to give you a try. Attitudes follow behavior. 5. Treat marketing as an investment. If you want it to yield a return, you must treat marketing as an investment. One of the biggest mistakes by some marketers today is throwing around the term ROI (return on investment) in conjunction with their marketing spending, while treating it as an occasional or periodic expense. This is hypocrisy. If you want long-term, sustained ROI from your marketing, treat it as
I N S I G H T S you would a true investment (in your product, service, and business). Remember: the “I” in ROI stands for investment. 6. Strategy first. This is the single most valuable tool in your marketing arsenal. Thinking efficiently and with reverence to clearly defined marketing and business goals will help you distill your goals, intentions and plans guiding you to determine how much to spend and where to spend it. Speaking from experience, the practice of strategic thinking takes a load of time and guesswork away from determining where to best spend marketing dollars. 7. Zero-base your budget. If you’ve made it as far as a strategic plan, a zero-based marketing budget should come as no surprise. Your strategic goals, business and marketing objectives will lead you to tactical media spending. Start from scratch so that your spending matches that of what you’re wanting to accomplish. You’ll be amazed at how focused a budget it can yield. Budgeting for marketing is far less complicated when you can approach it with greater intention and priorities in mind. Follow these tried and true practices and your marketing budget process will be a much more effective exercise. MB Andy Slipher is founder of Slipher Marketing, a consultancy where strategy comes first, followed by tangible marketing results. He is an accomplished strategist, interim CMO, speaker and writer on marketing strategy. He is marketing segment lecturer for SMU’s accredited Bank Operations Institute for professional bankers, and for the Independent Bankers Association of Texas (IBAT). Andy’s book is The Big How: Where Strategy Meets Success. For more information, visit www.Slipher. com. MBNews / December 2018 / 21
Join Us in St. Louis!
Monument Builders of North America proudly presents information about our 2019 MBNA Monument Industry Show, an event held on February 8-10 in St. Louis, Missouri! Both even and odd numbered years provide tremendous education and invaluable support from our manufacturers and suppliers. While even numbered years focus more on the education offered, it’s the odd numbered years where we shine the spotlight on the display floor! As always, there will be lots to see and do! Most of all, this is your chance to put together a face with the name of the person you talk to on the phone. This is the place to create new relationships and debut new products and services to those most passionate about the industry! In addition, you can learn more about MBNA at our annual business meeting, congratulate Design and Aspire Award recipients, recognize new Certified Memorialists and welcome our newly elected officers and trustees. This the “start” of the MBNA year, and we want you there with us to help start it with a bang! Sincerely, Josh Bell, AICA MBNA Vice-President & Convention Committee Chair 22 / December 2018 / MBNews
ST. LOUIS Activities and Programs The Premier Industry Show of North America is coming to St. Louis in 2019 – We hope to see you there! There is something for everyone at the 2019 Monument Builders of North America Industry Show! From seasoned professionals to those who are new to the industry, the show draws over 1,000 people, including representatives from 60 exhibiting companies, including some from overseas! The show will offer retailers and memorialists the opportunity to view exhibits featuring new products and services, as well as network with key manufacturers, wholesalers, distributors and suppliers in the industry. Participants will have the opportunity to learn how to better serve customers by learning about the latest industry trends including, new products, techniques and services such as, the latest offerings from granite and marble manufacturers and wholesalers, new products from distributors and bronze manufacturers, and the latest in software and other technology to enhance your business. Participants can also attend a number of educational seminars through MBUniversity, with topics including, “OSHA’s New Silica Rules,” “Six Basic Shapes,” and “A History of Cremation Memorialization.” Other activities will include a Presidential Welcome and Kickoff, Certified Memorialists Workshop and Lunch (for Certified Memorialists only), an Opening Happy Hour, New/Veteran Memorialist Mixer, Installation Celebration Reception, a non-denominational Worship Service, the 2018 MBNAspire to Success Awards and the MBNA 2019 Design Contest.
Along with the beneficial programs and activities above, we’re offering an optional program to enhance your Show experience! The Commitment to Excellence, presented by the American Institute of Commemorative Art and MBNA, offers four additional courses on Sunday and Monday. The courses include “Lettering: Its Relationship to Design”, “Six Basic Shapes: Design Possibilities from Ordinary Shapes”, “Trump that Monument!” (an informal design session during the group dinner), and “Making This of That: Trading European and American Design.” For more detailed information about everything the 2019 Industry Show has to offer or to register, go online at https:// monumentbuilders.org/2019show. To receive the early bird special rate, registrations must be received by close of business on December 7. All mail-in registrations should be postmarked no later than February 1, 2019 to guarantee preregistration processing. Please notify the MBNA office promptly to make any changes to your convention registration by calling +1.800.233.4472 or email info@monumentbuilders.org. MB MBNews / December 2018 / 23
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2019 CONFERENCE SCHEDULE
MONUMENT BUILDERS OF NORTH AMERICA – 2019 CONFERENCE SCHEDULE
Thursday, February 7, 2019 9:00 a.m. – 6:00 p.m. 3:30 p.m. – 5:30 p.m. 6:30 p.m. – 8:30 p.m.
Exhibit Hall Set Up Board of Trustees Meeting President’s Welcome & Kick-Off
Friday, February 8, 2019 8:00 a.m. – 12:00 p.m. Exhibit Hall Set Up 10:00 a.m. – 11:00 a.m. MBNA Ambassador’s Council Meeting 11:30 a.m. – 1:00 p.m. Certified Memorialist Lunch and Workshop 12:00 p.m. – 7:00 p.m. Registration Open 1:00 p.m. – 1:45 p.m. MBNA Annual Business Meeting and Memorial Service 2:00 p.m. – 2:50 p.m. The Four Pillars of MBNA by each MBNA Vice President (with Marilyn Harris-Davis, JD, MBAdvocate) 3:00 p.m. – 4:00 p.m. OSHA’s New Silica Rule – What You Need to Know by Matt Pruitt, Elberton Granite Association & Dave Sharamitaro, Husqvarna Group 4:00 p.m. Ribbon Cutting Ceremony 4:00 p.m. – 7:00 p.m. Opening Happy Hour in the Exhibit Hall 9:30 p.m. – Midnight Hospitality Lounge Saturday, February 9, 2019 7:00 a.m. – 7:00 p.m. Registration Open 8:00 a.m. – 11:45 a.m. Exhibit Hall Open with Continental Breakfast 10:30 a.m. – 11:30 a.m. That Won’t Sell in My Area by Charlie Hunt, FAICA, Hunt Memorials, Inc. 12:00 p.m. – 1:30 p.m. Luncheon and Design Awards Presentation 1:45 p.m. – 2:45 p.m. A History of Cremation Memorialization: Hope, Not Despair by Jason Engler, CANA Cremation Historian 1:45 p.m. – 5:00 p.m. Exhibit Hall Open 5:00 p.m. – 6:00 p.m. New & Veteran Memorialist Mixer 5:15 p.m. – 6:00 p.m. Supplier/Bronze Division Meeting 5:15 p.m. – 6:00 p.m. Manufacturer/Wholesaler Division Meeting 6:00 p.m. – 8:30 p.m. Installation Celebration Reception 10:00 p.m. – 1:00 a.m. Hospitality Lounge Sunday, February 10, 2019 7:30 a.m. – 12:30 p.m. Registration Open 7:30 a.m. – 8:00 a.m. Worship Service 8:00 a.m. – 12:30 p.m. Exhibit Hall Open with Brunch on the Show Floor 11:00 a.m. – 12:00 p.m. Lettering: Spacing and Kerning by Jed Hendrickson, CM, AICA, Santa Barbara Monumental Co., Inc. 12:30 p.m. – 6:00 p.m. Show Closing and Exhibit Hall Move-Out “Commitment to Excellence” presented by the American Institute of Commemorative Art and Monument Builders of North America The following sessions are open to those paying additional registration for courses. 1:00 p.m. – 2:00 p.m. Lettering: Its Relationship to Design by Jed Hendrickson, CM, AICA, Santa Barbara Monumental Co., Inc. 2:30 p.m. – 4:30 p.m. Six Basic Shapes: Design Possibilities from Ordinary Shapes by Charlie Hunt, FAICA, Hunt Memorials, Inc. 5:30 p.m. – 7:30 p.m. Group Dinner & Informal Design Session: Trump That Monument Monday, February 11, 2019 7:30 a.m. – 5:00 p.m. 8:30 a.m. – 11:00 a.m. 24 / December 2018 / MBNews
Exhibit Hall Move-Out Making This of That: Trading European and American Design by Tony Watson, AICA, Watson Signs & Monuments
ST. LOUIS Activities & Networking Don’t miss your chance to network with the industry’s finest professionals! Pre-register today! Thursday, February 7 Presidential Welcome & Kickoff! 6:30 p.m. – 8:30 p.m. MBNA is excited to be in the Gateway City! Come to this informal gathering to meet MBNA Leadership and say hello to fellow convention goers before the event officially begins on Friday! Friday, February 8 Certified Memorialists Workshop & Lunch (for CMs only) 11:30 a.m. – 1:00 p.m. All Certified Memorialists are encouraged to attend this workshop! This event will allow you to explore, collectively, a myriad of industry topics with your fellow CMs! Enjoy each other’s company, compare notes on how you’re accruing CEUs for recertification and enjoy a great presentation. Opening Happy Hour 4:00 p.m. – 7:00 p.m. This networking event brings you together with manufacturers, suppliers, wholesalers and your peers to discuss business needs and opportunities in a casual atmosphere. This is a great opportunity to expand your universe of contacts and collect ideas to apply in your business. Complimentary hors d’oeuvres, two drink tickets and a cash bar will be provided. Saturday, February 9 Exhibit Hall Open with Continental Breakfast 8:00 a.m. – 11:45 a.m. Be sure to join us as the Exhibit Hall opens with a complimentary continental breakfast! New/Veteran Memorialist Mixer 5:00 p.m. – 6:00 p.m. Are you new to the monument industry? Don’t miss out on this chance to meet and greet industry veterans and association officers so you can hit the ground running in your new career.
Installation Celebration Reception 6:00 p.m. – 8:30 p.m. It is time to celebrate the “New Year” for MBNA! This reception lets you welcome the newly elected leadership of MBNA and provides one last chance to finish building business relationships that started on the show floor. With heavy appetizers and a fully stocked bar, you can stay for a bit before hitting the town with your favorite supplier or manufacturer. Or you can cheer on the new leadership and enjoy the food and fun right there in the hotel! Don’t overdo it and miss out on the following day’s exhibit hall time and educational sessions! Sunday, February 10 Worship Service 7:30 a.m. – 8:00 a.m. All are welcome to this non-denominational worship service. 2018 MBNAspire to Success Awards MBNA’s Aspire Awards were created to recognize monument builder companies that have drawn favorable attention to their companies, and in turn, to the industry through their specialized marketing and/or public relations campaigns. Up to three (3) winners will be awarded the handsome granite MBNAspire Award, a tall, polished trophy that adds elegance and interest to any member’s lobby or bookshelf. Honorable mention entries will receive a certificate of merit suitable for framing. All winning entries will be featured in MBNews. MBNA 2019 Design Contest All entries are finished monuments that fall into one of nine categories (Public/Civic; Cremation; Hand Etched; Laser Etched; Hand Carved; Markers; Small Monuments; Large Monuments; Novice Monuments). Recipients in all categories will be awarded a handsome granite award for display in their office and the overall winner will receive the Biondan Bronze Bert Gast Memorial Trophy. Contest judges will look at elements of proportion, balance and the story the monument conveys when judging entries. Award recipients will be recognized during the Awards & Recognition Luncheon, and will be featured in MBNews throughout the year, as well as included on the MBNA website and promoted through industrywide press announcements. MB MBNews / December 2018 / 25
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Educational Seminars
Learn from the experts in the memorialization industry! Check out our amazing lineup of educational sessions. These sessions are produced by MBUniversity. MBU #1: The Four Pillars of MBNA Friday, February 8th | 2:00 p.m. – 2:50 p.m. Presented by: Ryan Worthington, MBNA Vice President, Liaison to the Pillar of Advocacy; Jonathan Modlich, MBNA Vice President, Liaison to the Pillar of Membership Josh Bell, MBNA Vice President, Liaison to the Pillar of Education; Matt Worthington, MBNA Vice President, Liaison to the Pillar of Marketing & Communication The association has identified Four Pillars to guide us to continued success. These Pillars consist of Membership Care & Engagement, Member Education, Marketing & Communications, and Advocacy Efforts. A primary goal set for each pillar has been transparency, which has led to increased articles in MBNews, “Town Hall” webinars, and now a review of their efforts for all of you! Join us to learn more about the work of your association and see how you can contribute in the future! Ryan Worthington, MBNA Vice President, is with Worthington Monuments, Inc. She graduated from Texas Christian University with a degree in Business Administration in 2003 and joined Worthington Monuments, Inc. full-time in 2011. She was installed as MBNA Vice President in 2018 and is the chair for the Pillar of Advocacy. 26 / December 2018 / MBNews
Josh Bell, AICA, MBNA Vice President, Liaison to the Pillar of Education, is a sixth-generation memorialist in the Bell family. He is a Past President of the Mid-America Monument Builders Association (MAMBA), was installed as MBNA Vice President in 2015, and is the chair for the Pillar of Membership Education. Jonathan Modlich, MBNA Vice President, is a fourth-generation memorialist, and Vice President of Modlich Monument Company. He was installed as MBNA Vice President in 2018 and is the chair for the Pillar of Membership Care & Engagement. Matt Worthington, MBNA Vice President and Liaison to the Pillar of Marketing & Communication, and is President of Worthington Monuments, Inc. The secondgeneration memorialist graduated from Texas Christian University with a degree in Entrepreneurial Management in 2002.
ST. LOUIS MBU #2: OSHA’s New Silica Rule – What You Need to Know Friday, February 8th | 3:00 p.m. – 3:50 p.m. Presented by: Matt Pruitt, Executive Assistant Vice President, Elberton Granite Association; Dave Sharamitaro, Husqvarna Group In this safety-focused presentation, you will learn ways to boost your company’s productivity while complying with the OSHA Silica Rule. Matt Pruitt is the Executive Assistant Vice President of the Elberton Granite Association in Elberton, GA. Dave Sharamitaro has spent nearly four decades in the coatings and surface prep industry specializing in dust and slurry extraction for the last three years. He has presented on the OSHA Silica Standard over 100 times! MBU #3: “That Won’t Sell in My Area” Saturday, February 9th | 10:30 a.m. – 11:30 a.m. Presented by Charlie Hunt, FAICA, President, Hunt Memorials, Inc The presentation’s title is a phrase heard all too often and confounds true designers everywhere. If you feel shackled by a lack of options, imagine you only had Six Basic Shapes to work with. That might feel too limiting as well, but if you learn how to look at them in the right ways, those six shapes could become 600 different designs! And there’s probably a few of those that will sell in your area!
stone craftsmen and learn the stonecutter methodology that has been in practice for over two centuries. Charlie Hunt is the first recipient of the Eugene H. Faehnle Award from The American Institute of Commemorative Arts (AICA), the highest place award of its kind in the monument industry for design. Other prestigious 1st Place Awards include MBNA’s Biondan Bronze – Bert Gast Memorial Award, The Harold J. Schaller, AICA Conceptual Design and Rendering Award, MBNA’s Design Contest People’s Choice Award, and the MBNA Award for Outstanding Excellence in Monument Design. MBU #4: A History of Cremation Memorialization: Hope, Not Despair Saturday, February 9th | 1:45 p.m. – 2:45 p.m. Presented by Jason Engler, Cremation Historian, Cremation Association of North America The basic human need to erect memorials to honor the dead has been evident in nearly every culture in recorded history. In fact, it is often in the ways cultures memorialize the dead that teach us the most about past civilizations. The need to honor a life that has lived is just as relevant now as it ever has been, especially with the rise of cremation from its humble beginnings in 1876 to its present preference among Americans.
Charlie Hunt, FAICA, began working in the family business in 1982 after graduating from the University of the South in Sewanee, Tennessee with a degree in History. Within a year, he was asked to do some sketches of monuments and quickly found his niche. This inspired him to return to school for art and drafting classes, and even travel to Vermont to train with traditional MBNews / December 2018 / 27
28 / October 2018 / MBNews
ST. LOUIS But in what ways have the cremated dead been honored in the western world since cremation’s revival in the 1870s? And what can those methods teach us as guardians of the memories that are entrusted to our care? Designed to enlighten, inspire, and encourage the modern deathcare professional, you are invited to join the Cremation Historian on a journey through time to discover the ways cremation memorials have thrived through history and how they can drive our future. Jason Engler, Cremation Historian, Cremation Association of North America, is a licensed funeral director and is known as the Cremation Historian. His interest in the funeral profession came at an early age in his life and his intrigue with the practice of cremation memorialization has put him on a journey of appreciating the beauty of the torch over the spade. Not only is Jason a practicing funeral director, he is also a speaker for local, state, and national associations. He also serves as the Cremation Historian for both the National Museum of Funeral History and the Cremation Association of North America. Mr. Engler’s articles have appeared in regional and national funeral and cremation trade journals including The Dead Beat, The Cremationist of North America, and Funeral Business Advisor. Additionally, he is author of the book Body to the Purifying Flame: A History of the Missouri Crematory, St. Louis, Missouri. MBU #5: Lettering: Spacing and Kerning Sunday, February 10th | 11:00 a.m. – 12:00 p.m. Presented by Jed Hendrickson, CM, AICA, President, Santa Barbara Monumental Company, Inc. Computers are great for getting text into a design, but not so good at spacing letters properly. Tips and tricks to review spacing and letter kerning for a beautiful memorial.
Jed A. Hendrickson, CM, AICA, is the owner of Santa Barbara Monumental Co., Inc. Born in Santa Barbara, Jed attended Santa Barbara City College and Brigham Young University before joining the family business in 1982. A member, by invitation, of the American Institute of Commemorative Art--a group committed to promoting good design and art in cemetery memorials--Jed Hendrickson, CM, AICA became the Executive Director of AICA in 2012. Jed maintains memberships with Monument Builders of North America, where he served as president in 2001; and the California Monument Association, where he served as president for 5 years. He has been a Certified Memorialist since 1995. Jed is also a past director for MakeA-Wish Foundation. Commitment to Excellence MBNA and the American Institute of Commemorative Art are excited to offer optional education courses which require additional registration! Make the most of your Show experience and learn with us by registering for these additional sessions. Lettering: Its Relationship to Design Sunday, February 10th | 1:00 p.m. – 2:00 p.m. Presented by Jed Hendrickson, CM, AICA, President, Santa Barbara Monumental Company, Inc. Text and design must work harmoniously together; if one or the other is out of balance, the overall flow of the memorial will be ruined. This workshop will review the concepts of positive and negative space; sizing and placement of text and design; and, how the choice of font influences the overall look of a memorial. This is part of what is known as “The Three C’s of Design: Composition, Components and Concept.” Six Basic Shapes: Design Possibilities from Ordinary Shapes Sunday, February 10th | 2:30 p.m. – 4:30 p.m. Presented by Charlie Hunt, FAICA, President, Hunt Memorials, Inc. MBNews / December 2018 / 29
30 / November 2018 / MBNews
ST. LOUIS
How a few basic shapes can be used to create style will help you create memorials that will outstanding memorials. This session will use set you apart from everyone else. hands-on drawing time to help us move to more Tony Watson, AICA is the owner interesting shapes that can be produced by of Watson Signs & Monuments manufacturers at reasonable costs. based in College Station, Texas. His company proudly produces Trump That Monument (Dinner & Workshop) many custom memorials in an Sunday, February 10th | 5:30 p.m. – 7:30 p.m. area previously filled with standard brochure Keep those pencils sharp and come ready to designs for many years. Tony has received discuss bigger and better designs that will awards for his designs from the Southern trump the competition! This one of a kind Monument Builders Association, Monument networking and designing event will prove to Builders of North America, and the American be invaluable for all that attend. Institute of Commemorative Art. Making This of That: Trading European and American Design Monday, February 11th | 8:30 a.m. – 11:00 a.m. Presented by Tony Watson, AICA, President, Watson Signs & Monuments German stone cutters have long had an influence on memorialization. In this discussion, we will look at how to use elements found in German cemeteries in our “American style” monuments; how to use simple modifications to raise the design quality and salability of your work; and how changing your
Boosting Productivity While Complying with the OSHA Silica Rule. Presented by Dave Sharamitaro, Dust Extraction Sales Specialist, Pullman Ermator Dave has spent nearly four decades in the coatings and surface preparation industry, specializing in dust and slurry extraction for the last three years. He has presented on the 29CFR1926.1153 OSHA Silica Standard over one hundred times and looks forward to speaking at MBU event. MB MBNews / December 2018 / 31
32 / November 2018 / MBNews
I N D U S T R Y C A L E N D A R For additional industry calendar dates, we encourage you to go online and visit: https://www.monumentbuilders.org/builders_calendar.php
FEBRUARY 2019 08-10 MBNA Annual Industry Show America’s Center St. Louis, MO Contact: MBNA Staff +1.800.233.4472 info@monumentbuilders.org www.monumentbuilders.org MARCH 2019 14-16 Pacific Northwest Monument Builders Association & California Monument Association Joint Annual Convention Heathman Lodge Vancouver, WA Contact: Jennifer Bush +1.509.452.7951 midstatemonuments@hotmail. com
JUNE 2019 20-22 Southern Monument Builders Annual Convention Emerald Beach Hotel Corpus Christi, TX Contact: Sammie Peters +1.817.332.2689 smonumentbuildersa@gmail. com
NEW MEMBERS RETAILER MEMBERS Abbottsville Monuments Contact: Greg Brown, President 4115 Ohio 49, Arcanum, OH 45304 PH: +1.937.548.3011 | FX: +1.937.548.3022 Email: info@abbottsville.com Web: www.abbottsville.com Hammond Memorial Design Contact: Ian M. Turpin, Owner 43216 S. Airport Road Hammond, LA 70403 PH: +1.985.277.9426 Email: ian@hammondmemorialdesign.com Web: www.hammondmemorialdesign.com SUPPLIER/BRONZE MEMBER Salem Select Contact: Corey Hupp 4849 Groveport Road Columbus, OH 43207 PH: +1.866.834.1219 | FX: +1.866.400.1289 Email: corey@salemstones.com Web: www.salemstones.com/engraving/designonline/
MBNews / December 2018 / 33
CLASSIFIED ADVERTISING Business For Sale Established monument company with two locations in west central West Virginia. Good customer base. Goodwill, names, equipment, vehicles, account receivables, inventory included in price. Contact MBNA at +1.800.233.4472 or info@monumentbuilders.org if you are interested.
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34 / December 2018 / MBNews
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Index to Advertisers
Bicknell Supply Co. ................................................. 30 Dakota Granite........................................................... 8 Granite City Tool ..................................................... 32 Hyatts....................................................................... 10 Matthews Granite...................................................... 6 MBNA Monument Industry Show ............ Back Cover Miles Supply Company.............................................. 9 Paradise Pictures, LLC....................Inside Back Cover Precious Souvenir......................... Inside Front Cover Strassacker............................................................... 33 U.S. Metalcraft, Inc. ................................................. 28 Wenzco............................................................... 18-19
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36 / December 2018 / MBNews