PERFECT CORNERS EVERY TIME
BOOST YOUR BACKROOM EFFICIENCY LEASING VS. BUYING EQUIPMENT
Contents
PFM is a member of:
Volume 32, Number 6
PPFA, The Professional Picture Framers Association ACC, Art Copyright Coalition SOG, Society of Gilders
On the Cover Since getting your joins right—not just sometimes, but every time—is crucial to maintaining a good reputation, new and experienced framers alike can use Jared Davis's guide to making perfect joins using an underpinner. For the full story, see page 22. Image courtesy of Fletcher Business Group
Features 16 Shop Productivity: Building an Efficient Fitting Area
Columns 12 22 28 38
28
Goltz on Business Framing Fundamentals Mastering Mounting Design of the Month
22
Departments 8 10 32 34 35 36 37
Editor’s Note Industry News Product Showcase Distributor Spotlight Crossword Puzzle Index of Advertisers Crossword Solution
38
16
Picture Framing Magazine® (ISSN 10529977) is published monthly, plus one issue by PFM Publishing, LLC, 330 Mounts Corner Dr. #313, Freehold, NJ 07728; phone 732-5365160; fax 732-252-2270. Subscription Office: Picture Framing Magazine, PO Box 612, Northbrook, IL 60065-0612; phone 888-238-0049. Subscription: $20 per year U.S., $40 U.S. Dollars per year in Canada and Mexico, $60 U.S. Dollars per year for all international. Single copies, $5.95. If a paid subscription magazine is returned by the U.S. Postal Service as non-deliverable, Picture Framing Magazine will maintain the subscription for one year. If after one year a new address is not provided, Picture Framing Magazine will cancel the order. No refund will be available for that account. Periodicals class postage paid at Freehold, New Jersey, and at an additional mailing office. Entire contents © 2021 by PFM Publishing, LLC. Printed in U.S.A. Picture Framing Magazine registered in the U.S. Patent and Trademark Office. Postmaster: Send address changes to Picture Framing Magazine, PO Box 612, Northbrook, IL 60065-0612 Agreement Number 1691910 Disclaimer The opinions and information in this magazine are not necessarily those of the publisher and are therefore not to be viewed as such. No part of this magazine may be reproduced without the expressed written consent of the publisher. PFM does not knowingly accept false or misleading advertising or editorial, nor does the publisher assume any responsibility for the consequences that occur should any such material appear. PFM and PFM Publishing assume no responsibility for content, text, or artwork of advertisements appearing in PFM except those promoting PFM. The Publisher reserves the right to review all advertising materials submitted for publication and to not accept any such material deemed inappropriate for any reason.
PFM Publishing
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PICTURE FRAMING MAGAZINE www.pictureframingmagazine.com Bruce Gherman • bgherman@pfm-group.com • 848-444-5202 Kimberly Biesiada • kbiesiada@pfm-group.com • 848-231-3510 A RT D I RE C TO R Jin Dong • jin@wcafexpo.com • 848-231-4082
E X E C U TI V E PU BLI S HE R E D I TO R
CONTRIBUTORS
Jay Goltz • PRE S E RVATI O N E D I TO R Hugh Phibbs • M O U N TI N G E D I TO R Chris A. Paschke, CPF, GCF M AT D O C TO RS Brian Wolf, CPF • John E. Ranes II, CPF, GCF • Tim Franer, CPF William B. Adair • Ken Baur • Jared Davis, MCPF, GCF • Paul MacFarland, MCPF, GCF James Miller, MCPF, GCF • David Lantrip, MCPF, GCF
B USI N E S S E D I TO R
ADVERTISING SALES
sales@pfm-group.com • 848-444-3058 Bruce Gherman • bgherman@pfm-group.com Rob Gherman • robgherman77@gmail.com CIRCULATION D I RE C TO R O F A U D I E N C E D E V E LO PM E N T
Maureen Robertson • maureen@wcafexpo.com PRODUCTION
A D V E RTI S I N G C O O RD I N ATO R
Jin Dong • ads@pfm-group.com
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WEST COAST ART & FRAME EXPO • NATIONAL CONFERENCE A division of Hobby Pubco • www.wcafshow.com
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TRA D E S HO W D I RE C TO R E X HI BI TO R S E RV I C E S
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CONTENTS
PFM PUBCO • BOOK DIVISION BOOK SALES COORDINATOR
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PFM PUBLISHING, LLC PRE S I D E N T
6 PFM June 2021
Bruce Gherman
FROM THE EDITOR’S DESK
T
This month, a closer look at how to boost your productivity by optimizing your fitting area. Also, a special equipment showcase, the pros and cons of leasing equipment, and more. CONTENTS AD INDEX 8 PFM June 2021
here are many pieces of equipment a framer needs in their shop: saws, choppers, joiners, computerized mat cutters, and mounting machines, just to name a few. This month’s issue takes a closer look at equipment from a few different angles to help you get what you need to grow your business. PFM Business Editor Jay Goltz— entrepreneur and owner of Artists Frame Service in Chicago, among other businesses—explores the question of leasing versus buying equipment in his latest column (page 12). He outlines a few different avenues a shop owner could take when looking to get a new tool or machine, and crunches the numbers to demystify what can be a complicated area of business. I think you will find great value in his expert insight and honest discussion as you weigh your options. Joining is, of course, an integral part of the custom framing process, and something that is worth revisiting regularly. This month, Jared Davis covers how to get that perfect join every time using your underpinner in our Framing Fundamentals column (page 22). Since getting it right—not just sometimes, but every time—is crucial to maintaining a good business reputation, new and experienced framers alike can use this guide. When you think of equipment
like CMCs and underpinners, your mind may travel to the so-called “back room.” Wherever it’s located, is your fitting area running as efficiently as it could be? In his latest article, Kevin Meath offers a comprehensive list of the tools he finds essential for a fitting area and gives proven tips for how to keep things neat, clean, and organized so you and your staff don’t waste precious time trying to sift through clutter (page 16). This issue also features an Equipment Buyer’s Guide (page 32). This guide, which takes the place of our regular Product Showcase this month, includes what’s new and hot in the equipment universe, from CMCs to miter saws and more. Those articles and more await you on the following pages. I hope they prove helpful to you as we enter a summer season that may look very different from the last one. Retailers and suppliers across the board have reported high volumes since reopening, which is great to hear. I hope that continues—but don’t forget to take a well-deserved break once in a while!
Kimberly Biesiada Editor
INDUSTRY NEWS M-D Building Products Acquires Cardinal Aluminum Co.
sent the perfect fit. Our philosophies, values, and capabilities are
Oklahoma City-based M-D Building Products, Inc., a family-owned
aligned, and we believe Cardinal’s future as part of M-D is bright
company involved in developing, manufacturing, and marketing a
as America’s manufacturing sector expands over the next several
range of residential and commercial weatherization, flooring, caulk-
years.”
ing, and specialty extrusion products, has acquired the assets of Louisville-based Cardinal Aluminum Co. and its subsidiaries, Car-
Off-Duty Italian Cops Find Stolen Statue
dinal Architectural and Designer Moulding.
Italian law enforcement recently recovered a first-century Roman
Founded in 1946, Cardinal Aluminum Co. provides custom aluminum extrusion, fabrication, and finishing to customers across North America. Cardinal Architectural provides an industry-leading
statue that was stolen from an archaeological site in 2011, according to police and the Associated Press. The “Togatus” statue, which depicts a headless Roman wear-
motorized louvered roof system, and Designer Moulding provides
ing a draped toga, was discovered
metal and wood picture frame mouldings.
in an antiques shop in Belgium by
“This acquisition strengthens our already diverse product
two off-duty Italian art squad po-
portfolio and supports our strategic growth plans by expanding
lice officers. It is valued at 100,000
our current offerings and deepening our internal vertical integra-
euros and was looted from the Villa
tion while opening new markets and advancing our position as
Marini Dettina archaeological site on
an industry-leading consolidator,” said Loren Plotkin, CEO and
the outskirts of the Italian capital, ac-
chairman of the board for M-D Building Products. “Similar to M-D,
cording to the AP.
Cardinal has a long history of engineering and manufacturing cus-
Two members of the art
tomized products. As two privately held, family-owned companies,
squad’s archaeological unit were on
we share similar core values, and we are pleased to welcome the
assignment in Belgium, where they
Cardinal family to M-D.”
took a walk after work in a Brus-
“Togatus.” Image copyright Carabinieri
In addition to M-D’s leading position in residential and com-
sels neighborhood known for its antiques shops. They spotted
mercial weatherization, caulking, flooring, and installation markets,
the statue, suspected it was from Italy, and cross-referenced the
the company is one of the nation’s largest aluminum extrusion
piece with a stolen antiquities database, where their suspicions
manufacturers. The acquisition of Cardinal expands M-D’s man-
were confirmed. An Italian businessman using a pseudonym was
ufacturing presences and capabilities and provides Cardinal the
referred to prosecutors for further investigation into allegations he
opportunity to leverage its technical, manufacturing and marketing
received and then exported the statue abroad, the art squad said
abilities on a larger scale.
in a recent statement.
“As Cardinal celebrates 75 years of business, we recognized
The Carabinieri Art Squad, also known as the Carabinieri
it was time to secure the long-term future of the company by join-
Command for the Protection of Cultural Heritage or Carabinieri
ing with M-D, one of the top manufacturers in the country,” said
TPC, was established in 1969 as the world’s first specialist police
William “Chip” Edwards, president and CEO of Cardinal Aluminum
unit for combating art and antiquities crimes. The force investigates
Co. “We have admired M-D and the Plotkin family for years as
clandestine excavations, the theft and illicit trade in works of art,
they have grown their company through several strategic acquisi-
damage to monuments and archaeological zones, the illegal ex-
tions the past decade. Cardinal and M-D Building Products repre-
port of cultural property, and fakes. PFM
CONTENTS AD INDEX 10 PFM June 2021
GOLTZ ON BUSINESS
by Jay Goltz
Lease, Buy, or Do Nothing? Want new equipment but don't have the cash? There are other options for you.
W
erything), this will be more of an academic read for you. When I talk to framers and ask them why they don’t have some piece of state-of-the-art equipment, the frequent answer is, “I can’t af-
hile picture framing is not a par-
ford it.” As far as I’m concerned, that phrase
ticularly “capital-intensive” busi-
has no place in business. There is “I don’t
ness, there are some pieces of
think it will pay for itself (ROI),” which is le-
equipment that can benefit your bottom line.
gitimate, or there is “I don’t have any cash,” to
This would include point-of-sale software,
which there are some solutions. Just because
computers, saws, choppers, joining devices, computerized mat cutters, printers, glass cutters, and laminating and mounting machines. When you add it all together, it can add up to some real money. Before I go any further, I want to “frame” this one-way discussion. I have always operated my business with the desire to grow it, to give the best product to my customers, or, at the very least, to be as efficient as possible. In order to do that, I have in fact invested in all of the tools and equipment mentioned above. Invested is the key word; it means I have cal-
you don’t have the cash doesn’t mean you don’t have a way of financing the equipment you want. And even if you do have the cash— assuming it is not unlimited—that doesn’t mean it’s a good idea to use it for this purpose. As you grow your business, there are other demands for cash that cannot be easily financed. This would include increasing inventory, hiring new staff, advertising, increasing your finished goods inventory, making framing samples, and improving the looks of your store. If you decide that there is a good enough ROI to buy something, here are some options to consider.
culated some return on investment (ROI) that made it worth the money. It is through this lens that I am going to
Leasing Leasing is frequently misunderstood. Unless
CONTENTS
go through some options on various ways to
you are leasing a car or getting a computer-
acquire some or all of this equipment if you
ized mat cutter that includes some kind of
don’t have endless cash available. If you are
maintenance package, most equipment that
sworn off of debt, have horrendous credit, ar-
you lease is really another form of financing.
en’t sure you want to still be in business in a
You don’t just give it back to the vendor at the
year, or are as happy as a clam (I’m not sure
end of the lease and get a new one; you prob-
why clams are so happy, but I can’t know ev-
ably have some kind of buyout at the end.
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Jay Goltz is president and founder of Artists Frame Service, Inc., the world’s largest custom picture frame shop, and Bella Moulding. With more than 40,000 square feet and 50-plus employees, this facility is more than 20 times the size of the average picture framing company in the U.S. He also owns Chicago Art Source and Jayson Home, located adjacent to his framing business in Chicago. Jay has received numerous business awards and is a frequent public speaker. Artists Frame Service was featured in the book "Small Giants-Companies That Choose to Be Great Instead of Big" by Bo Burlingham (editor of Inc.). Jay is also the author of "The Street-Smart Entrepreneur." 12 PFM June 2021
This is what the IRS calls a “capitalized lease.” That means
Other Options to Get Cash
the piece of equipment will depreciate and will be treated
There are numerous companies out there that advertise to
the same as if you purchased it.
small businesses about their easy-to-get business loans.
Knowing this, you might ask, why not just borrow from
Since the pandemic, they have been largely underground.
the bank? Good question. I hate to break this to you, but the
My guess is they will be back. Here is something to look
bank doesn't really love you. They do love making money,
out for; if the “loan” is to be paid back over six months,
though, and it is really hard for them to make money on
that is not really financing—it is a short-term loan, and the
a small loan for equipment that has a questionable resale
law does not require them to show an annual interest rate.
value. Maybe you do have a bank that is interested; you
Here is an example of how it goes. You call. They ask
should ask, as I haven’t talked to every bank in the country.
you how much your monthly revenue is. You tell them you
But if I turn out to be right, there are other options.
need $20,000 for whatever—they don’t really care. They tell
There are many equipment finance companies out
you they can do the transaction and that all you need to do
there that actually want your business. How do they do it?
is pay back $4,000 per month for the next six months. You
They charge more interest—but that isn’t necessarily a bad
do the math—or at least you think you do the math. $4,000
deal. Depending on your credit score and the size of the
x 6 = $24,000. That would be $4,000 in interest. You figure
transaction, the interest rate will probably be between 5
that is a 20% interest rate (20% x $20,000). You would have
and 12%. If you have calculated a return on investment of
figured wrong. The loan was only for six months, not a year.
20-100%, this might be a bargain. They usually have easier
So you have to double it to 40%, right? Wrong again. You are
credit requirements than the bank, so even if your credit
paying back the loan every month, not all at the end. You
score is so-so, it is worth looking into.
have to double it again to about 80%.
There is probably another bonus of this approach, too;
Yes, 80%! That is how they can afford to advertise so
if you lease or even borrow through your company, it will
much and to absorb the high default rate from people who
not necessarily show up on your personal credit file. This
get in over their head. I called one of these companies to get
can be important if you need more personal credit for a
the numbers provided here. In the end, I told the friendly
house or car loan, or a luxury boat that you probably should
person on the other end of the line, wow, that is about 80%
not be buying—that’s what rich friends are for!
interest! She asked me how I figured that out; she was sur-
Using a Credit Card Calm down. I know the interest rate can be anywhere between 10 and 30%. This is about math. If the ROI is high
prised I did. I’m sure there are situations where it is worth it, like a big, profitable job for which you need to buy materials. But I wouldn’t recommend it for buying equipment. Finally, a word of warning: I am an entrepreneur. I do
CONTENTS
enough, it could be well worth it. Some equipment could
the math. I take chances. I do not live in fear. I look for op-
either generate enough extra revenue or save enough
portunities to grow my business. If you ask your non-entre-
money to make the ROI so good that paying a high interest
preneur father, mother, spouse, accountant brother-in-law,
rate is well worth it. At the very least, find out what the
or hairstylist what they think of these ideas, you are likely
interest rate is. Call them. Sometimes they have special
to hear some hysteria or well-worn clichés. I get it. I am
programs that are really a good deal. The banks are sitting
not normal; most people who know me will attest to this.
on a lot of cash, and they are looking to put it somewhere.
But what I’m illustrating here is hardly investing in Bitcoin
Sometimes the “cash advances” are as low as 3% or so for
or penny stocks. If I were normal, I would have become an
a year and a half (they will be called “zero interest,” but
accountant. Being an entrepreneur has worked out for me. I
there is a 3-5% transaction fee).
want it to work out for you, too, if that is what you want. If
Part of the reason they can do this is because some
you’d be happier being able to tell everyone “I have no debt,”
AD INDEX
people cannot pay it off at the end of the program, so they
then it might make more sense for you to buy some new
end up paying the high interest. If you are making enough
equipment outright that will help you grow.
money and are confident you can pay it off at the end, this is a really good deal.
So, there you have it. New equipment can give you a new lease on life. I’m not sure where that phrase comes from, either! PFM
14 PFM June 2021
Equipment Buyer’s Guide
888 Manufacturing Corp.
Craft Inc.
888 Mfg.’s Trim Cutter: cuts wood and plastic fillets with extreme precision. Includes the Fillet Pro measuring device, which ensures accurate fillet cuts every time. No more yardsticks or tape measures. Fastest, most accurate method of cutting fillets.
Craft Inc. is pleased to introduce the new Champ IV Toggle Press. The Champ allows you to easily install Craft Inc.’s self-fastening hangers and easel hinges. Please call or visit the website below for more information.
Call: 888-338-3318 www.888mfgcorp.com
Gunnar Extending the well-established AiOX range of computerized mat cutters, the new Gunnar Novex Décor digital cutting platform offers best-in-class cutting capabilities with highest flexibility and modularity on material mix. And even better, full automation enablement included as a standard. Be futureproof with a Novex in your cutting room.
Call: 800-827-2388 www.craft-inc.com
Hoffmann Machine Company The Hoffmann MU3-PD dovetail joining machine is an excellent choice for custom picture framers to join moulding at any angle. It excels at joining very thin and tall stem moulding which tends to split with traditional joining methods. Different machine models and accessories specifically for custom framers are available.
Call: +41 71 775 82 20 www.gunnar-int.com
Call: 866-248-0100 www.hoffmann-usa.com
Hoffmann Machine Company
Join Rite
The full range of professional Quicksilver Miter Saw Tables, manufactured by J.A. Dawley, are offered online by Hoffmann USA. Infeed and outfeed tables with solid tops or steel rollers are available in different lengths to meet customers’ needs. Large selection of accessories including digital displays allow customizations. Call: 866-248-0100 www.hoffmann-usa.com
The Join Rite mechanical canvas stretchers take the stress out of stretching canvas. They are fast, precise, and very durable. Framers, photographers, and artists alike love the way they work. Available as 36'' or 60’'' machines that can be joined to form larger units up to 120'' wide. Call: 508-454-7477 www.joinrite.com
LINC Systems
Tech Mark
Experience the CS200 pneumatic underpinner from Cassese. Features include joystick control of nail position and driving. New EZ-adjust top clamp simplifies moulding height changes. Patented retractable “hold and push” dual-action inside clamps push moulding together for a tight corner. All pneumatic; no electrical connection required. 7 ½'' nailing stroke allows you to join wide mouldings. The CS200 is designed to give years of service to professional framers, from the growing shop to medium production.
The Jaguar double miter saw is the latest model developed by Brevetti. Its vertical cutting action uses two 275mm sawblades for a maximum cutting capacity of 3''. It is equipped with pneumatic vertical clamps, measuring scale with sliding stop, and infeed/outfeed tables. This saw along with the Prisma, Prismatic, and Prisma Maxi are available through Tech Mark, Inc.
CONTENTS
Call: 800-937-2255 www.lincsystems.com
Call: 501-945-9393 www.tech-mark.com
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Universal Arquati
Valiani
The Universal Machinery DY104 is a pneumatic operated underpinner and uses standard V-nails in the following sizes: 7mm, 10mm, 12mm, and 15mm, and comes with four interchangeable heads. The DY104 also has two self-adjusting clamps designed to hold the moulding in place to simply piece together your corner. You can view this underpinner, along with demonstration videos, on Universal’s website.
Nexus: the perfect premium CMC for frame shops with a maximum cutting size of 40'' x 60'', button clamps for edge to edge cutting, and a multi-position stand to save space. Cut, draw, and emboss custom designs with ease using the simple and user-friendly V-Studio software on the computer included with purchase!
Call: 800-668-3627 www.universalarquati.com
32 PFM June 2021
Call: 847-537-3400 www.crescentcardboard.com/valiani
Valiani
Wizard
Need a higher capacity CMC for greater quantities or sizes? With its size options, two cutting heads, button clamps for edge to edge cutting, and a vacuum table to hold boards in place, the Maximus V is perfect for larger production or gallery work! Comes in three sizes: 49'' x 64'', 49'' x 99'', and 60'' x 104''.
The Wizard Z1 is the ultimate computerized mat cutter—combining edge-to-edge cutting with a suite of automation features that virtually eliminates human error. Its advanced features include auto-homing, digital depth control, and Wizard’s innovative new Intelli-Clamps Collision Detection and Avoidance System. You’d swear we put some tiny robots inside (and we’re not saying we didn’t). The Z1 also includes all of the decorative design capabilities found in every Wizard Z Series cutter.
Call: 847-537-3400 www.crescentcardboard.com/valiani
Call: 425-374-1043 www.wizardcutters.com
Wizard The Wizard AirGlide is a powerful cutting tool that’s the perfect complement to any CMC. It’s a multi-material straight-line cutter powered entirely by compressed air. AirGlide effortlessly cuts the substrates you use most. Say goodbye to the fatigue and carpal tunnel commonly associated with manual cutters. AirGlide has been ergonomically designed to power through a variety of materials with the ease of joystick control. It’s so fun you might even feel like you’re playing a video game. Call: 425-374-1043 www.wizardcutters.com
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