VOLUME 15 / ISSUE 2 • QUARTER 2, 2022 • SINGLE ISSUE $14.95
Unlimited Potential A holistic approach to sustainability, sharp tooling innovations and fabricators who go above and beyond the norm.
THE OFFICIAL PUBLICATION OF THE INTERNATIONAL SURFACE FABRICATORS ASSOCIATION
CREDITS Editor: Sarah Peiper Contributors: Matthew Bodoff Nancy Busch Joe Duszka Paul “Max” Le Pera Dani Mackey Ryan McDermott Jessica McNaughton Frank Sciarrino World of Asphalt
PHOTOGRAPHY Photos in this publication may not depict proper safety procedures for creative purposes. ISFA and Countertops & Architectural Surfaces magazine support the use of proper safety procedures in all cases and urge readers to take steps to institute such procedures. Photography/graphics provided by: AccuGlide
GranQuartz
BACA Systems
Hayman Studio
BB Industries
IceStone
Breton
Integra Adhesives
BVC Group, Inc.
Karran
Proofreader: Marsha Jo Scott
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Laser Products Industries
Design: V2 Marketing & Management
Colonial Saw
Mosaic Companies
Corian Design
Park Industries
Printing and Distribution: LSC Communications
Durasein
Top Priority
Durat
TYROLIT
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ABOUT THIS MAGAZINE
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Countertops & Architectural Surfaces (ISSN 2372-983X) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth edition, a Buyers Guide, publishing in October.
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Individual copies of Countertops & Architectural Surfaces magazine are available at the nonmember newsstand price of $14.95. Countertops & Architectural Surfaces magazine is also available by annual subscription (five issues) for $30.00. ISFA members receive a complimentary annual subscription with every membership renewal. Special rates and charges apply for orders outside of the United States. To subscribe, call (888) 599-ISFA. 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. Countertops & Architectural Surfaces magazine is proudly printed in the United States of America. Copyright © International Surface Fabricators Association 2022. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without the publisher’s written consent. Countertops & Architectural Surfaces magazine and the International Surface Fabricators Association assume no responsibility for unsolicited manuscripts or photographs. Materials will be returned only if accompanied by a stamped, self-addressed envelope. Opinions expressed by contributors in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces magazine or the International Surface Fabricators Association, but rather those of the individual writers.
4 • Vol. 15 / Issue 2 • International Surface Fabricators Association
POSTMASTER: Send address changes to: LSC Communications c/o Countertops & Architectural Surfaces magazine 3401 Heartland Drive Liberty, MO 64068
THE OFFICIAL PUBLICATION OF THE INTERNATIONAL SURFACE FABRICATORS ASSOCIATION
CONTENTS
FEATURES 20 A Holistic Approach to Sustainability Understanding ESG and how it could factor into your success.
24 Masters of Stone: Classic Rock Fabrication President and CEO Alex Bazdar built his business with
24
a single go-to market strategy: providing dealers and designers everything they need to exceed their clients’ expectations.
26 A Cut Above the Rest Stay sharp in your shop with these powerful cutting solutions and accessories.
30 Fabricator Profile: Top Priority
26
33 28 20
24
Owner Chino Haynes and his team go above and beyond to be the best surface fabrication provider in the Aloha State.
37 What’s Stopping You From Getting What you Want? Reprogramming your subconscious mind to hold beliefs that empower you to live an extraordinary life.
DEPARTMENTS 8
Editor’s Note
10 Calendar of Events 12 Industry News 16 Education Connection 20 Sustainability Matters 38 Perspectives: Nancy Busch 39 ISFA News
30
37
COVER PHOTO
43 ISFA Associate Member Directory 46 Product News 50 Perspectives: Joe Duszka
MASTERS OF STONE
Follow us on social media!
Classic Rock Fabrication is constantly pushing industry boundaries of how fabricators play in the surfaces space — including their unique, first of their kind showrooms that feature cutting edge designs, like this ceiling installation made of thermoformed Corian Solid Surface in Glacier White.* Photo credit: Hayman Studio
@ISFAnow.org
*Corian Solid Surface has not been tested for this purpose and each designer/fabricator will need to do their own testing to determine suitability for use. 6 • Vol. 15 / Issue 2 • International Surface Fabricators Association
@ISFAnow @ISFAnow @ISFA
International Surface Fabricators Association • Vol. 15 / Issue 2 • 7
EDITOR'S NOTE
The Power of Positive Thinking I always wanted to spend my weekends with my toes in the sand, hunting for shells and sea glass while soaking up the sun. I was born in the upper midwest, but my soul was always on a shoreline somewhere. My husband and I didn’t end up in Hawaii by accident. The stars definitely aligned for us in some ways, but when I look back, it was a thoughtful process that was years in the making. And by that, I mean we thought about it a lot (borderline obsessive) and daydreamed as a means to survive every blustery winter that passed. Honestly, we’re not huge risk-takers. We like a solid strategy that mitigates risk. We ask a lot of questions, seek out the answers and ponder various pathways to the goal. We approach a challenge from all angles and stay open to the possibilities. Between the two of us, I bet we spent thousands of hours thinking, reading and learning about how we could make this dream of ours a reality. We made a five-year plan to move to Hawaii, dubbed Operation Aloha, and we did it in three. There were a lot of things to consider. We had to finish the remodel on our house to get the most out of it upon sale. We needed to empty our closets and sell a lot of stuff. We had to figure out logistics on shipping some furniture, his tools and two cars. Even the dog had to go through checks, tests and documentation to prepare for the move. There were a lot of tough challenges that, along the way, made us wonder if we were heading in the right direction. Doubt crept in. My husband had to come to terms with selling most of his beloved vintage car fleet. I grappled with leaving a successful career and work I loved, a support system of family and friends, and even the convenience of city life. How would I make new friends? What kind of jobs would we pursue? Where would we live? How? Just how?! But we kept at it. We found consolation and confidence in every answer to every question and each time we checked something off the list. We visualized ourselves living our dream: to spend our weekends on paddleboards while the whales breached in the distance, relaxing evenings watching the sun 8 • Vol. 15 / Issue 2 • International Surface Fabricators Association
set, endless warm, sunny days and gardening in a tropical climate where things grow year-round, eating fresh catch and fruit from our own trees, living more simply — all of it. We yearned for it. Moving here was a lot of work, no doubt about that. It was the most stressful time in our lives. But the energy we put forth to visualize achieving our goal contributed to our success. I believe there is power in positive thinking. That’s why when Travis McDermott of McDermott Top Shop introduced me to his brother Ryan, a mindset and success coach, I instantly connected to what he had to say. Ryan’s stance on shedding limiting beliefs and trusting that you can have whatever you want (page 37) is inspiring, and there’s something to it. It worked for us. We believed that we deserved happiness and a life in paradise. Positive thinking broke down our mental barriers and our fears of the unknown, and cleared a path toward progress. Everyone has goals and aspirations. Maybe you want to expand production in the shop by investing in new machinery (page 26). ISFA’s president, Joe Duszka, confirms that’s no simple task on page 50. (Spoiler alert: Like my husband and me, he asks a lot of questions!) Or perhaps you’d like to be a better leader (page 16), provide better customer service (page 18), reposition the way you do business to embrace holistic sustainability (page 20) or aspire to be one of the great fabricators, like Chino Haynes of Top Priority (page 34), who built his business from the ground up right here in Hawaii. We all start somewhere with a hill to climb. We’re all dreaming about our next great achievement. For most of us, nothing comes easy, but believing in yourself is half the battle. Each of us has unlimited potential. It’s up to you to tap into it.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 9
CALENDAR OF EVENTS
2022
Mineral Surfaces Training June 7-9 Seattle www.ISFAnow.org
NSI Stone Summit July 21 Bridgeport, Ill. www.naturalstoneinstitute.com
Rockheads Member Event August 31-September 1 Millbury, Mass. www.rockheadsusa.com
Xylexpo October 12-15 Milan, Italy www.xylexpo.com
NSI Stone Summit June 9 Seattle www.naturalstoneinstitute.com
ISFA Mixer July 28 5:00 p.m. ET Virtual www.ISFAnow.org
ISFA Installing Profitability Workshop Part 12 Identifying & Targeting Large Customers September 14 2-3 p.m. ET Virtual www.ISFAnow.org
ISFA Annual Conference October 17-19 Clearwater, Fla. www.ISFAnow.org.
Stone Fabricators Alliance Workshop June 9 Effingham, Ill. www.stonefabricators alliance.com
NSI Stone Summit August 4 Albuquerque, N.M. www.naturalstoneinstitute.com POLYCON 2022 September 19-21 Canton, Ohio Stone Fabricators Alliance www.polyconevent.com NeoCon Workshop June 13-15 August 4-5 Chicago Henderson, Colo. NSI Stone Summit www.neocon.com www.stonefabricators September 22 alliance.com Dulles, Va. Rockheads Member Event www.naturalstoneinstitute.com June 14-16 ISFA Solid Surface Training Milwaukee August 9-11 ISFA Roundtable www.rockheadsusa.com San Antonio, Texas September 27-29 www.ISFAnow.org Knoxville, Tenn. ISFA Installing Profitability www.ISFAnow.org ISFA Installing Profitability Workshop Part 9 Workshop Part 11 Performance Improvement Cersaie Plans & Fierce Conversations Pricing Strategies September 26-30 August 10 Bologna, Italy June 15 2-3 p.m. ET www.cersaie.it 2-3 p.m. ET Virtual Virtual www.ISFAnow.org www.ISFAnow.org Marmomac September 27-30 Design Influencers AIA Conference on Verona, Italy Conference Architecture www.marmomac.com June 23-25 August 17-19 Chicago Atlanta ISFA Mixer September 29 www.conference www.designinfluencers 5:00 p.m. ET onarchitecture.com conference.com Virtual www.ISFAnow.org ISFA Mixer ISFA Mixer June 30 August 18 NSI Stone Summit 5:00 p.m. ET 5:00 p.m. ET Chicago New York City October 6 Live and virtual Live and virtual Charlotte, N.C. www.ISFAnow.org www.ISFAnow.org www.naturalstoneinstitute.com ISFA Installing Profitability Workshop Part 10 Planning for Growth July 13 2-3 p.m. ET Virtual www.ISFAnow.org
ISFA Roundtable August 23-24 Seattle www.ISFAnow.org International Woodworking Fair August 23-26 Atlanta www.iwfatlanta.com
ISFA Installing Profitability Workshop Part 13 Commercial Channel Success October 12 2-3 p.m. ET Virtual www.ISFAnow.org
ISFA Solid Surface Training October 25-27 San Antonio, Texas www.ISFAnow.org ISFA Mixer October 27 5:00 p.m. ET Santa Fe Springs, Calif. Live and virtual www.ISFAnow.org R-CON November 1-4 Myrtle Beach, S.C. www.rockheadsusa.com ISFA Installing Profitability Workshop Part 14 Annual Strategic Planning November 9 2-3 p.m. ET Virtual www.ISFAnow.org NSI Stone Summit November 10 Sacramento, Calif. www.naturalstoneinstitute.com Middle East Stone Show December 5-8 Dubai, UAE www.middleeaststone.com ISFA Mixer December 8 5:00 p.m. ET Virtual www.ISFAnow.org ISFA Installing Profitability Workshop Part 15 Delegating with Confidence December 14 2-3 p.m. ET Virtual www.ISFAnow.org
Submit your event for consideration in Calendar of Events by emailing Editor Sarah Peiper, Sarah@ISFAnow.org.
10 • Vol. 15 / Issue 2 • International Surface Fabricators Association
International Surface Fabricators Association • Vol. 15 / Issue 2 • 11
IN THE INDUSTRY Supply Chain Update: No Signs of Relief in Sight By Matthew Bodoff The Russia-Ukraine conflict has exacerbated an already-strained supply chain by creating uncertainty in the global economy. Gas prices shot to new highs at the start of the war, and while they’ve since leveled out while producers up capacity to compensate for sanctions, it’s a cost that impacts shipping and logistics, not to mention the chemical industry. Even if prices at the gas pumps drop, it doesn’t necessarily translate to the chemicals that support the resin industry falling in kind. This is because the supply chain of bulk chemicals that feeds the resin industry is still capacity strained and isn’t directly affected by movements in oil prices.
Even if prices at the gas pumps drop,
European nations more closely affected by
it doesn’t necessarily translate to the
the Ukraine conflict face a more complicated
chemicals that support the resin industry
outlook, so it’s safe to assume we’ll see some
falling in kind.
more negative consequences move through the market. Here are a few critical areas that all companies — fabricators, distributors and suppliers — can focus on to keep their supply chain moving in 2022 and keep costs in check: 1. Diversify and secure supply lines. This means looking into adding new lines or multiple vendors for the same product category to guarantee a stable supply and avoid product shortages. Increase safety stock to account for shipping or material delays. 2. Improve visibility of logistics and supply chain. If you do a lot of shipping, work with your carriers to guarantee dedicated freight lanes. Consider ranking your customers to ensure you always take care of your top-tier customers first. 3. Increase capacity without increasing labor.
margin and keep production lines running smoothly while eliminating remakes. 4. Monitor inflation and costs. Don’t plan for or promise customers short-term relief as supply chain fundamentals are not moving in a positive direction through 2022. Expect further increases in transport and logistics costs. Work on securing global supply options but remember that security of supply needs to remain your top priority over the lowest possible cost. Revisit your pricing structures as needed and tailor job quotes to account for predictable increases depending on the project timeline. By and large, it’s all about supply and demand, and demand will remain strong throughout most of 2022 while supply tries to keep up. There’s good news in that, by the
De-bottleneck production areas where possible
way: Business is booming! It’s up to everyone
to streamline operations without adding more
— consumers and professionals — to be aware
labor. Optimize your product portfolio to focus
of the volatility in the marketplace and its
on products and jobs that maximize margin
consequences on our industry and to pivot to
velocity. Focus on products that earn the most
strategies that minimize risk.
12 • Vol. 15 / Issue 2 • International Surface Fabricators Association
Matthew Bodoff is a business development and marketing manager for INEOS Composites, a manufacturer of general-purpose and highperformance grades of unsaturated polyester and vinyl ester resins, gelcoats and low-profile adhesives for the plastics industry. To learn more about INEOS Composites, visit www.ineos.com/ composites.
IN THE INDUSTRY Mosaic Companies Unveils Multi-million Dollar Plan to Support Clients, Partners Mosaic Companies, the parent company of Walker Zanger and Opustone has been flexing their muscles since the acquisition of the brands in early 2021. The company has been heavily investing in new product lines and deep inventory levels, benefiting from its considerable buying power and global logistics expertise. This movement has proved instrumental during the early months of 2022, allowing Walker Zanger and Opustone to offer new and unique products, reaffirming both brands as leaders in their respective markets. With the unfortunate events in Europe, compounded with the additional disruption on the challenging logistic landscape, the leadership of Mosaic Companies has gone all-in on its ability to produce, buy and move material across the globe. As a result, this commitment has increased or advanced orders to its global supplier network, further securing substantial buffer inventory. The aggressive decision to advance its initial purchase forecast, in some cases, by more than double, doesn’t come without its challenges. Finding adequate storage for all this material is one of the critical puzzles Mosaic Companies’ logistic team is solving. “Our commitment to our customers, dealers and distributors across the country guided the decision. We want to ensure that we’re prepared for whatever the future brings. By heavily stocking the current lines – in some cases with enough material for an entire year of orders – we will fulfill our promise to our customers, dealers, distributors, partners and employees.” said Keith Denny, president of Mosaic Companies. This year’s initial investment of nearly $100 million has been dwarfed by the massive amount of new orders. In addition to
substantial tile orders, Mosaic Companies has already secured more than 2.5 million square feet or 45,000 premium slabs coming to the U.S. and its showrooms.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 13
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IN THE INDUSTRY BACA Systems Strengthens Leadership Team BACA Systems announced that Whitney Moon and Tim Burke have joined the company as chief technology officer and chief revenue officer, respectively. Both report to BACA Systems President Kevin McManus and Founder, Owner and CEO Chuck Russo. “Whitney and Tim are great additions to the BACA Systems leadership team,” said Russo. “Both Whitney and Tim are respected leaders who bring tremendous skills and experience to our company. Together, they will help us to deliver industryleading stone fabrication and software solutions to help make our customers more profitable, successful and efficient in meeting the needs of their customers while we work to continue to expand our business across North America, the United Kingdom and Europe. Prior to joining BACA Systems, Moon, 52, held
various leadership positions in Engineering, Operations, and Industrial Automation Sales with Adaptec Solutions, a leading provider of robotic automation and material handling systems. Previously, he served in several engineering and market development roles with Genesis Systems, a robotic systems integration company. Moon earned a bachelor’s degree in mechanical engineering from Purdue University. Before joining BACA Systems, Burke, 59, a career sales professional and leader, built strong sales teams and developed lasting customer relationships, while increasing revenue at several start-ups and enterprise software technology companies over the past 20 years, including Dassault Systèmes, IQMS, Xeeva, QAD, and Plex Systems. Burke holds a bachelor’s degree in marketing from Central Michigan University.
Whitney Moon
Tim Burke
International Surface Fabricators Association • Vol. 15 / Issue 2 • 15
EDUCATION CONNECTION
10
Attributes of Successful Supervisors When employees are asked about the toughest part of a job, there is one answer that stands above the rest: dealing with people. Employees often get frustrated or annoyed with
There are very few relationships — work, personal or in between — that can survive without trust.
their job because of the people around them. These interpersonal problems can lead to the downfall of the
increasing your power, grow your influence by being
hierarchal system within a company. To better explain how to
knowledgeable, respectful, caring and flexible.
build work relationships and supervise employees at all levels, Larry Kokkelenberg of Leath Group, LLC, provides these 10 simple guidelines for effective supervision. 1. Build trust There are very few relationships — work, personal or in between — that can survive without trust. Kokkelenberg says that trust is the foundation for all positive and sustained relationships and that these relationships are vitally important if a team wants to perform at a high level. When looking at behavior that helps build trust, Kokkelenberg suggests that communication, consistency and leading by example are all important behaviors. On the contrary, poor communication, lack of integrity and lack of reliability were listed as behaviors that hurt trust within a company. 2. Manage by influence, not power According to Kokkelenberg, an important distinction to make between power and influence is that power is the
3. Create a culture of appreciation As simple as it sounds, “thank you” goes a long way. Saying thank you costs nothing and gives more than you expect in return. About 76% of employees say that being recognized by their superiors motivates them in their job. Kokkelenberg says that after being more personable with your staff, acknowledging all extra efforts and thanking people for their work every day, the culture of the company will become more positive in 30 days. 4. Be fair and just No employee should be treated differently, better or worse, than another. Being impartial, unprejudiced and simply fair will show everyone that they are all equally important and will help build trust and morale within the company. 5. Be respectful This is an easy one. Would you rather have a boss that is
authority or right to give orders and make decisions, while
considerate, caring and patient or one that is harsh, abrupt
influence is the ability to positively affect ideas and actions.
and difficult? When people fear or dislike their superiors, they
Furthermore, an autocratic top-down model of employment
are constantly stressed or tense about their work situation,
can hurt a business if not handled correctly. Rather than
which also negatively affects their work.
16 • Vol. 15 / Issue 2 • International Surface Fabricators Association
EDUCATION CONNECTION 6. Be a role model Whether you like it or not, being a boss also makes you a role model by default and being a role model comes with responsibilities. Manage yourself in a positive manner and live by your own values and the values of the company. In return, your employees will respect you and trust that the company is in good hands. 7. Be helpful Understand that people will come to you for help and advice; boss is synonymous to teacher in this respect. One of the responsibilities of being a boss is to help make everyone else’s jobs easier. Give instructions, feedback and advice to help develop people and their skills. 8. Be positive Everything you do will reflect on your staff — your attitude is highly contagious. Positive supervisors will breed positive employees and positive employees tend to do great work for their company. 9. Build the team Every company or business is one large team. Work gets done by the entire team, never by just one person. Build a collaborative mindset by encouraging cooperation and helpfulness and always reiterating the teamwork aspect of the workplace. In return, you’ll get employees that not only work well together, but enjoy doing so. 10. Link work to a higher purpose Kokkelenberg encourages everyone not to give people jobs, but to give them a purpose. Be sure to always link your work to your mission statement. This will encourage employees to work for the good of the company instead of working for a paycheck.
Larry Kokkelenberg is an educational speaker for the World of Asphalt, a leading asphalt trade show and conference. Industry manufacturers and service providers in the aggregate, asphalt, pavement maintenance, and traffic safety industry sectors come together to showcase their latest products and technologies. Find out more at www.worldofasphalt.com. International Surface Fabricators Association • Vol. 15 / Issue 2 • 17
EDUCATION CONNECTION
COUNTERTOP CARE AND MAINTENANCE:
A Customer Service Strategy By Frank Sciarrino
You just finished another countertop installation, you’re
maintenance recommendations to your customers. Whether
heading out the door with another satisfied customer,
it’s in a printed brochure, an email campaign, a landing page
and you’re on to the next job site. A few weeks later, if not
or blog content on your website, or — for the more tech-
sooner, you’re alerted about a negative online review. Your
savvy — a text message campaign, teaching your customers
customer’s countertop cracked. It was not cracked when you
how to care for and maintain their newly installed surface
left, but regardless, the customer is blaming you. You have
can be easy and pain-free. It’s about regularly producing and
no way of knowing what really happened. Maybe they stood
distributing content that’s relevant to your audience, in order
on it while changing a light bulb. Perhaps a hot pan caused extreme temperature fluctuations.
to communicate expertise and to promote brand awareness, while simultaneously reducing complaints and repairs, and ultimately supporting new customers.
It’s about regularly producing and distributing
content that’s relevant to your audience, in order
to communicate expertise and to promote brand
awareness, while simultaneously reducing complaints
and repairs, and ultimately supporting new customers.
Here are some examples of how some in the stone and quartz countertop industry use care and maintenance as a sales, marketing and customer service tool: • Start at the beginning. By including care and maintenance during the sales process, you’re quickly establishing the relationship with the customer and
So why is it your fault? It’s all about basic customer service and the management of expectations. You’re not spending enough time nurturing your relationship with your customers by educating them on the proper care and maintenance of
demonstrating your expertise, further building confidence that they should do business with you — someone who’s not only a pro at installing counters but who also takes the time to help customers protect their investment.
their new countertop. Providing information about care
• Create a leave-behind material at installation. A
and long-term maintenance is an essential function of your
brochure would include reminders and tips on care and
marketing and customer service communications. It will help
maintenance, and recommended care product samples like
stave off negative customer reviews and, more likely, reduce
cleaners and sealers. You can take this further by creating
overhead costs by reducing the time spent on avoidable
a branded cutting board made from remnant material.
repairs or remakes.
Affix a label on the back with your company logo, contact
There are several ways to communicate your care and 18 • Vol. 15 / Issue 2 • International Surface Fabricators Association
information and some care tips.
EDUCATION CONNECTION By building a strategy around care and maintenance, you’re building awareness
around your brand; creating trust with your audience; elevating your business as an
expert source for excellent, comprehensive service; increasing traffic to your website and business; and ultimately, attracting more customers. • Roll out a care and maintenance
that include damaged countertops and tease
email campaign. Following installation,
tips on prevention and protection.
send customers reminders and other
• Create downloadable materials for your
content — a weekly series of tips — that touch on preventing common damages to stone and quartz countertops. Include recommendations on approved household cleaners and standard disinfectants, what products to avoid, and how to prevent chips, scratches, stains and cracks.
website. People are attracted to visuals, and most customers love how-to graphics, photos, listicles and the like. Posted on your website, you can offer your customers step-by-step guides on cleaning, sealing, polishing, and preventing the most common damages. Be sure and brand it and include
• Write up some blog content focused
your contact information because you never
on solutions. Your future customers are
know how it will travel. Customers can print
online searching for answers to problems,
it, hang it on the refrigerator, email it to a
and people are typically looking for
friend or hand it to a neighbor.
help with removing stains and other
• Keep in touch. Create a bi-weekly or
discolorations, water spots, etches, scratches and cracks. With blog content tied to research-based search engine optimization, these future customers see you as an authority on installation, care and maintenance. It’ll create trust and engagement around your brand. • Rework your website. Blog content should live on a dedicated landing page on your website, regularly attracting new traffic — potential customers — with weekly posts and paid media such as Google ads. Make sure these pages are easy to find and create backlinks to other relevant pages on your site and even material manufacturer sites.
Frank is a third-generation stone fabricator with more than 20 years’ experience in the stone industry. Currently, Frank is a managing partner of Quote Countertops and president of Granite Gold Services, Inc. He regularly advises fabricators and marketing companies across the nation to help drive more sales through digital marketing strategy and technology.
monthly e-newsletter that includes care and maintenance guidelines, using your blog or social media content. You can also use this to drive awareness about new services and materials while reminding your readers about what you have to offer. Now back to the customer with the cracked countertop. If they had been armed with the do’s and don’ts, you could have minimized the chance of costly mishaps and a negative experience. The more proactive you are with nurturing customer relationships and positioning yourself as an authority, the more likely they will recommend your business to others. By building a strategy around care and maintenance, you’re building awareness around
• Leverage social media platforms.
your brand; creating trust with your audience;
Further reach your audience and establish
elevating your business as an expert source for
authority within how-to and prevention
excellent, comprehensive service; increasing
content by creating posts that drive back
traffic to your website and business; and
to your blog. Use relevant images or videos
ultimately, attracting more customers.
C
International Surface Fabricators Association • Vol. 15 / Issue 2 • 19
SUSTAINABILITY MATTERS
A HOLISTIC APPROACH TO SUSTAINABILITY:
Why ESG Will Factor into Your Success By Paul “Max” Le Pera and Jessica McNaughton In the last issue, we defined and
can affect the long-term viability of a
CSR, although quantifiable in number
detailed a much broader framework
company. These nonfinancial conditions
and levels of achievement, typically
of what sustainability should mean
are coming under increased scrutiny.
included qualitative measures without a
to a business and how all the tendrils
Today, there are a growing number
concrete set of metrics to gauge efficacy.
we outlined could work together in a
of investors who are actively seeking
During the first decade, interpretations
formidable synergy to increase the value
alignment with their core values to those
of what CSR meant and how it was
and sustainability of a company. We’ve
of an investment target. Core values are
applied and accounted for significantly
elucidated this paradigm, so business
more expressed by leadership, actions,
varied, yet the intentions were valid.
owners and stakeholders can create equity
systems, controls and culture versus any
Practices like volunteering, broad efforts
through stewardship, align personal and
quantitative figure. It is no wonder, then,
to minimize carbon emissions, use of
core values with their business operation,
that the rapidly emerging investing styles
renewable energy, and a focus on profit,
mitigate risks, increase accountability,
of Environment, Social and Governance
people, planet — or triple bottom line
and ultimately anneal their business from
(ESG), Socially Responsible Investing
— were included to varying degrees.
within. To expand upon this, we venture to
(SRI) and Impact Investing (II) have
The movement gained such momentum
assimilate our framework for sustainability
garnered much of the limelight in capital
that even International Standards
with the profound momentum
Organization (ISO) scripted and issued
surrounding trending criteria used to
markets now. Arguably, the genesis of this more
evaluate investments by capital markets.
progressive consciousness began better
Essentially, ISO 26000 clarifies social
than two decades ago when the terms
responsibility and helps organizations
Entity valuation criteria are rapidly transcending what is portrayed by a
Safety, Health and Environment (SHE)
company’s P&L. Despite a rigid set of
and Corporate Social Responsibility
accounting standards used to report a
(CSR) became commonplace among
business’s financial position, there are a
larger firms looking to differentiate
plethora of nonfinancial conditions neither
themselves by demonstrating a
reflected nor reported by a company that
commitment to people and the planet.
ISO 26000 entitled “Social Responsibility.”
translate CSR principles into practical actions. CSR and SHE have evolved to focus on including the qualitative measures of ESG, SRI and II. ESG evaluates a company’s position on environmental stewardship, social stewardship, corporate culture
Today, there are a growing number of investors who are actively seeking
and surrounding communities, and
alignment with their core values to those of an investment target. Core
governance, including leadership, human
values are more expressed by leadership, actions, systems, controls and
resources and ethical practices. SRI deals
culture versus any quantitative figure.
primarily with choosing investments
20 • Vol. 15 / Issue 2 • International Surface Fabricators Association
SUSTAINABILITY MATTERS centered on specific ethical standards and procedures. II is used to support an
It is paramount to understand that the decision to refocus on holistic
organization in developing programs
sustainability should not be motivated by profit. The ROI for aligning with
and augmenting projects that will benefit
ESG criteria will typically not appear on next quarter’s P&L. However, the
society with targeted goals.
ROI will reveal itself in the mitigation of business risks and optimization of
Currently, ESG seems to be the new
the actual and perceived value of your business.
buzzword on Wall Street and deservedly so as the funds surrounding interest are profound. There is a need for caution,
What does this all mean for the many
we are committed to protecting
however, as ESG still has a rather broad
constituents of ISFA and our industry?
and maintaining the quality of the
and unstandardized definition, widely
Simple. As companies intentionally
environment and to ensuring the
being personalized, which makes the
decide to refocus their organization
health and safety of our employees,
outcomes inconsistent or washed
toward holistic sustainability, they can
of all those who work with us, and of
to meet individual expectations. As
use ESG as a current set of guidelines to
the communities in which we operate.
we all saw in the green and organic
help steer their efforts. If your company
To this end, we work continuously to
movements, fundamentally sound
has been apathetic toward embracing
improve our SHE performance, and we
ideas were exploited to the distant
sustainability, given the valuation criteria
never compromise our SHE standards
margins of applicability to gain the
being used by investors today, there
for any reason — profit, commercial,
Halo of Affection and equity gained by
should be significant motivation to
production or other. In fact, health and
marketing and association.
consider a change of course.
safety are so important to INEOS that
As we move to assimilate ESG with
bonuses are tied to safety performance.
We asked ISFA member Matthew
“We believe that our ability to
our holistic sustainability framework,
Bodoff, business development and
we focus on three areas of quantifiable
marketing manager for INEOS
achieve net-zero emissions by 2050
criteria:
Composites, about how his company
while remaining profitable are not
views social responsibility and if
mutually exclusive items,” he continued.
they consider ESG as part of their
“It is our commitment to develop and
growth efforts these days. “At INEOS,
safely manufacture the products needed
safety for our people, communities
to address the evolving challenges of
and environment is priority #1,” said
climate change, public health, resource
Matthew. “Collectively and individually,
scarcity, urbanization and waste that has
• Environmental criteria include water and land conservation, climate change, energy and renewables, biodiversity, waste management and carbon emissions. • Social criteria include human rights and protections, diversity and inclusion, wage equity, labor standards (health and safety), and more corporate-focused metrics like customer satisfaction, employee engagement and corporate culture. • Governance criteria focus on how the business runs at the executive level and include audits, board composition, accountability, executive compensation, lobbying, political contributions, bribery, corruption and ethics.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 21
SUSTAINABILITY MATTERS allowed us to become one of the largest chemical companies in the world.” The fact of the matter is, ESG is a focus of investors today. Sustainability is not just a feel-good movement; it is a valuation tool. It is paramount to understand that the decision to refocus on holistic sustainability should not be motivated by profit. The ROI for aligning with ESG criteria will typically not appear on next quarter’s P&L. However, the ROI will reveal itself in the mitigation of business risks and optimization of the actual and perceived value of your business. It can also return profit and equity by eliminating liabilities. When
you decide to exit your business, your financial statements would be reinforced with the nonfinancial equity of ESG criteria, and you can certainly command a premium for it. Holistic sustainability and ESG matter, and ISFA is committed to educating and improving the overall health of the industry and, thereby, its members. As part of our continuing efforts, we encourage an independent and voluntary choice to champion holistic sustainability. However you choose to define and implement your stewardship, we’ll be there with you every step of the way. C
22 • Vol. 15 / Issue 2 • International Surface Fabricators Association
Paul “Max” Le Pera is the president and founder of Proprietary Ventures, LLC, a boutique-style global firm devoted to researching, discovering and deploying disruptive and sustainably oriented proprietary products and technologies. He serves on the ISFA board of directors as vice president of standards. He can be reached at paul.l@ proprietaryventures.com.
Jessica McNaughton serves as president at CaraGreen, a provider of sustainable building materials, including many alternative surfacing materials. She has 20 years’ experience in sales, marketing, business development and strategy. Previously the director of sales and marketing at CaraGreen, Jessica has maintained her status as a LEED Accredited Professional since 2009 and she hosts a podcast, Build Green Live Green. She can be reached at jessica@caragreen.com.
ARISTECH Full Page
MASTERS OF STONE: Classic Rock Fabrication
Mechanicsburg, PA showroom Quartz area.
By Dani Mackey Few wholesale fabricators are as passionate about what they do as Classic Rock Fabrication, which serves specialty kitchen and bath professionals in New Jersey, Pennsylvania, Eastern Ohio, West Virginia, Maryland and northern Delaware. President and CEO Alex Bazdar built his business with a single go-tomarket strategy: providing dealers and designers everything they need to exceed their clients’ expectations, from craftsmanship to service. Through trusted long-term relationships, new technologies and a well-honed sales process, Classic Rock has seen 20% growth year over year — including during the COVID-19 pandemic — installing up to 60 kitchens per day. Location, Location, Location, Location To better serve the industry, Classic Rock embarked upon one of their biggest endeavors by installing their own 11,000-squarefoot stand-alone design center in Mechanicsburg, Pennsylvania, in 2018 — the first of its kind. Seeing how positively the center was welcomed by designers, Classic Rock opened a second 24 • Vol. 15 / Issue 2 • International Surface Fabricators Association
20,000-square-foot center in Sewell, New Jersey, in 2021. It’s at these “not open to the public” facilities where Classic Rock welcomes dealers into a playground of stone and color — where hundreds of choices of granite, marble, quartz and porcelain grace the showroom. Cascading walls of multi-dimensional carved and textured Corian Solid Surface designed by M.R. Walls — which Classic Rock sees as the next big trend — are among some of the focal points of the Mechanicsburg design center, along with vividly inspiring kitchen and bath vignettes, top-end commercial kitchens, and wine-tasting spaces that feature the hand-selected products that meet Classic Rock’s high bar of quality, service, and on-trend styles. Classic Rock’s two fabrication facilities located in Harrisburg and Pitttsburgh, Pennsylvania, house a total of 14 automated CNC machines, routers and sawjacks. Investments in technology and automation are vital to their ability to deliver accurately and on time and keep up with changes in demand and material specifications.
M.R. Walls installation (Sewell, N.J. showroom) featuring Corian Solid Surface in Carbon Concrete and Glacier White.
Classic Rock fabrication in action with the BACA Systems Robo SawJet.
Purposeful Processes Everyone at Classic Rock — including stone buyers, designers, craftsmen and installers — goes to great lengths to ensure clients have a seamless experience from design to purchase to delivery. Their hyper-market focus has allowed them the ability to train their entire staff extensively, one business at a time. They are selective in choosing partners that are at the apex of their areas of expertise, as showcased by carrying a core group of only five stone brands they know they can depend on for quality and service. One of their trusted surface partners, Corian Design, has been able to forge a long-term relationship, as they have always stood behind their products and helped Classic Rock — from the smallest of customer concerns to helping them establish industry best practices. Classic Rock also has hired outside experts to refine production processes to identify opportunities to improve accuracy and reduce delivery times — allowing them to go from template to installation within a week. They prefer to be “invisible” to homeowners, so that there is no mistaking it was the dealer who delivered the customers’ countertop, backsplash, fireplace or vanity. According to Bazdar, everything is done to protect the interests of their dealers and clients. What’s Cooking Classic Rock happily relies on the expertise of its partners for product and color trends. Corian Quartz and Corian Endura high performance porcelain are prominently featured at their design centers. Quartz has surpassed granite in recent years in terms of customer preference — both for its consistency of color and pattern and its ability to meet homeowners’ evolving design preferences, and porcelain is growing in popularity due to its durability. Additionally, Corian Design color experts ask executives
Mechanicsburg, PA showroom
at Classic Rock for their input on color development, providing an opportunity to weigh in on their future product selections. While whites, grays, and clean lines are still predominant, Bazdar is glad to see that darker colors and unique finishes are making a resurgence. They are seeing many of today’s homeowners making aesthetic and design choices that will make them happy, versus what may be safest for resale. Another unique industry surprise is the demand they are starting to see for porcelain in bathrooms, especially shower surrounds. The Back of the House On the outside, Classic Rock is wall-to-wall stone beauty. Internally, each employee is focused on the customer by making tough decisions and anticipating problems that may occur in the uncertain world — supply chain issues, pricing concerns, trend information and logistics. To achieve this level of insight and information, Classic Rock relies on a network of partners who understand and align with their philosophies and respond with the same level of care as they do. Distributor C.H. Briggs of Reading, Pennsylvania, is one of their most valuable partners for all the reasons stated above. According to Bazdar, it’s not a job, it’s a passion. C To learn more about Classic Rock Fabrication, visit www.classicrockfab.com. To learn more about the products featured in this story, visit www.corian.com.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 25
A CUT ABOVE THE REST
Stay sharp in your shop with these powerful cutting solutions and accessories. AccuGlide Porcelain Slab Miter Station
cutting station includes AccuGlide’s Classic Stone Saw and 12.5-foot tracks, 5-foot Quick Lock Tracks, specialty blades, the MiterMaster Saw Attachment System, the Omni Cubed Slim Table HD and other accessories. For more information, visit. www.accuglidesaws.com.
ADI Ratio Blade and The Legend Cerberus Quartzite blade from GranQuartz The ADI Ratio is a large diameter bridge saw blade designed for the precision cutting of porcelain, UCS, Dekton and other hard materials. The Ratio features a heavy-duty core that minimizes deflection during straight or miter cutting applications. The unique diamond bond and smooth-cutting diamond segments are perfectly The AccuGlide Porcelain Slab Miter Station is the solution for precision porcelain miters. With over 20 years of experience, AccuGlide has developed the ultimate system for field-proven high-end results. The AccuGlide Porcelain Slab Miter Station helps make porcelain miter cuts easier and cleaner. You’ll have high precision and rigidity that is unmatched. That stability reduces the chances of chips and cracks, enabling an increase in output with up to 50% more miter cutting production. Clean cuts translate into tight laminations on materials such as porcelain, sintered stone and ultracompact surfaces. This 26 • Vol. 15 / Issue 2 • International Surface Fabricators Association
suited for extra-hard materials. It has a 16-inch diameter and features a 60 mm arbor/bore. The Legend Cerberus Quartzite blade is an excellent choice for fabricators producing quartzite countertops, which typically require a higher level of skill by the operator and a blade engineered to meet the challenges of cutting extremely hard surfaces. Legend Cerberus for Quartzite features a V-style, 20-mm tall pattern diamond segment design with a very high diamond concentration and a special proprietary bond specifically formulated for precise, high-quality cutting of
quartzite surfaces. It’s available in various sizes ranging from 14 to 18 inches. Find out more at www.granquartz.com.
LT-2D3D Laser Templator by Laser Products Industries (LPI) With more than 6,000 systems sold worldwide, the LT2D3D Laser Templator can help you complete more jobs per day with greater accuracy and efficiency than ever before. Setup takes only a few minutes — no need to clear or remove existing countertops — just point and click! The LT-2D3D is designed to rotate virtually 360 degrees for optimal coverage and accuracy. The software is highly intuitive — CAD experience is not required. Simply add in features, such as sinks and backsplashes, with a click of a button. Send photos, estimates and even CNCready files directly from the job site. Template horizontal and vertical applications with ease, including full-height backsplashes, fireplaces, showers and more. BONUS: LPI is giving fabricators the opportunity
quick-disconnect guard. The controller requires an even smaller footprint, and it features an EtherCAT-based bus interface with fewer cables, better diagnostics, and Variable Frequency Drive to optimize cutting of ultracompact materials. After the material is loaded, all cutting is completed prior to removal, including arcs, faucet and sink openings. Intuitive, PC-based software automatically determines where saw cuts and waterjet cuts are needed with a few mouse clicks from either the machine or a remote office. For more information, visit www.bacasystems.com/robo-sawjet.
Speroni STP Essentia CNC Tooling Presetter The all-new Speroni
to get a glimpse of the future of LPI with its LT3Raptor
STP Essential CNC
software, where the quick just got quicker. It boasts the
Tooling Presetter
same simplicity as the current Laser Templator software
from BB Industries
but enhances user experience. LPI wants you to be a
is an entry-level
part of the future and help them not only reinforce the
tool presetting and
foundation of digital templating and fabrication, but also
measuring system. Its robust structure and user-friendly
evolve it. Play a key role in its continued development and
software interface allow customers to benefit from a basic,
improvement through Beta testing and feedback, and have
essential unit with tangible, long-lasting performance. With
the advantage of being the first to have access to this and
the Speroni Essentia, you can efficiently measure tools easily
other new products and services when launched.
and independently of the operator, achieving full machining
To be a part of this evolution and keep up to date
productivity. With a space-saving design and long-lasting
on the latest news on new product developments
durability, this presetter is ready to deliver quality results
such as the LT3Raptor, product testing opportunities,
right beside your CNC machine. It includes a symmetric
exclusive promotions and more, sign up at
and captivating design for maximum ergonomics, and it’s
www.laserproductsus.com/innovation.
made of aged cast iron and equipped with a five-guideway
Robo SawJet 2.0 by BACA Systems Robo SawJet 2.0 is the latest programmable saw and abrasive
system, Heidenhain glass scales and Speroni high precision 50 taper rotating spindle with integrated calibration edge. Clear, concise, easy-to-use controls are specifically designed
waterjet cutting system. It uses a KUKA robot with dual-table
to optimize all tool presetting and measuring operations.
compatibility for loading or unloading in one station while cutting
An attractive multi-touch display efficiently complements
in the opposite station. The 2.0 comes with six axis coils for faster
Speroni Essentia’s design and ergonomics. Find out more at
cut transitions and lower height requirements. It also features
www.bbindustriesllc.com/speroni-stp-essentia-cnc-tooling-
automated saw calibration, enhanced blade lubrication and a
presetter.html. International Surface Fabricators Association • Vol. 15 / Issue 2 • 27
STRIEBIG Edition 60 from Colonial Saw
sink holes (also by blade); recessed drainer/drain grooves; slots on edges; and edge polishing (on straight and inclined edges). It also allows for large work strokes because of the open frame with no limits
To celebrate its 60th anniversary, STRIEBIG introduces the newest model of its legendary line of vertical panel saws. Adding to STRIEBIG’s arsenal of features designed to make panel processing safe and easy, the Edition 60 features a strong integrated panel lifting device allowing for ergonomic, smooth cutting of panels by one operator. The comprehensive standard equipment and legendary STRIEBIG accuracy guarantee short processing times and safe operation. The NEW Edition 60-panel saw is a full-size, fully-loaded Standard S machine plus twopanel lifters that can be used for materials up to 10 feet by 7 feet and up to 350 pounds (175 pounds each), allowing for easy oneperson panel processing. Users can add a third lifter to process panels up to 16 feet by 7 feet and up to 525 pounds. Other features include the wood support wall with integrated small parts support, panel lowering device with two panel lowering units, pneumatic clamping of the motor carriage and auto-locking support rollers, digital measuring system DMS-Y with fine adjustment, and laser line to show placement of horizontal cuts. The Edition 60 is operated using straightforward push-button controls, and the LED lights on the panel lifting units guide the operator safely through the sawing process. Find more information at www.csaw.com/ striebig-vertical-panel-saws/edition-60.
for the length of the slab. It includes nine spindle positions and a fast tool changer. Find out more about the SYSTAR XL and other cutting solutions from Ghines at www.ghines.com.
TYROLIT GT2 EVO Saw Blade TYROLIT offers the GT2 EVO: a single saw blade with high cutting performance capable of cutting many different materials. The main objective in developing the GT2 EVO saw blade was to maintain sharpness even when cutting hard granite, quartzite and most new ceramic slabs. The GT2 EVO blade can be used in almost all machines from low to high power and in many different applications, such as bridge saws used for cutting made-tomeasure countertops. The blades range from 350 mm to 600 mm in diameter with 15-mm-high segments and a normal or silent steel core. For more information, www.tyrolit.com.
VOYAGER XP CNC Saw by Park Industries Power, flexibility and accuracy in one
SYSTAR XL from Ghines Group SYSTAR XL, offered by Ghines Group, is a stone fab center, stone cutting machine and miter saw in one. The machines have high-end linear guides and a nonvibrating steel frame designed to perform accurate straight and miter cuts. The highly precise V cut allows the edges to appear as a natural continuity of the veins. Fabricators will be able to create and finish big islands or L-shaped worktops out of one piece without moving the slab. Other applications include arches, architectural elements, backsplashes, fireplaces, L-shaped islands, sills, stairs and worktops. Stone processing types include stone cutting four sides at 90 or 45 degrees; shaping and polishing (internal and external); cutting out 28 • Vol. 15 / Issue 2 • International Surface Fabricators Association
compact machine – the VOYAGER XP CNC Saw is the cutting solution you need. Powered up with a 27 horsepower motor and automated ultracompact programming, it cuts difficult materials such as porcelain and quartzite with ease. Its 5-axis design brings versatile capabilities like incremental routing, arc cutting, mitering and more. The TightCut feature nests parts closer together, increasing material yield by nearly 10% while reducing the time spent milling. With simple programming and the ability to cut in manual mode, its operator-friendly controls make it the perfect saw for your first CNC.
One customer shared, “Park made my first CNC experience so great I can’t help but recommend the VOYAGER XP. I am loving the saw and the service I’ve received. Everything has been quality through and through.”
For more information about the Red Cat series and other blades, visit www.wehausa.com.
Winger Flux by Breton
Voyage into digital fabrication with the VOYAGER XP. Learn more: www.parkindustries.com/voyager.
Weha Diamond Blades Weha’s Red Cat bridge saw blades are steady running blades for granite,
Breton’s Winger Flux is the ultimate countertop CNC center
quartz, marble and even quartzite. This
for marble, granite, engineered stone or ceramic materials. It
silent core bridge saw blade is great for
maximizes production by serializing operations such as cutting
doing 45-degree miters with no deflecting.
sink holes, cooktop holes, recess slots for drain boards or flush-
The Red Cat is made to run steady, tried and true
mounted sinks, tap holes and more. The machine also includes
cutting. If your saw has auto settings, set the saw to monitor amps
advanced automation and smart processes for setup, flexible
and let it cut. The Red Cat is built with 15-mm-high tapered
internal finishing for customization, single operator functionality,
segments that are made to be an open cutting segment with plenty
and easy integration into the production process with in-line
of water to keep it sharp and provide for consistent cuts. The
configuration. There is a quick installation and activation process
Red Cat will cut clean with very little chatter or chipping, and it
thanks to the monobloc configuration. Ensure reliability and
will cut all the way to the core to get the maximum life out of the
precision with Breton’s high-quality mechanics. Learn more
blade. It’s made for shops that want a good blade at the best price
about the Winger Flux and Breton’s full line of CNC work
possible. It’s available in 14 inches, 16 inches and 18 inches.
centers at www.breton.it/en.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 29
FABRICATOR PROFILE
TopP riori ty By Sarah Peiper Top Priority, Inc. was founded in 2008 by Chino Haynes, who has been in the countertop industry for over 30 years. Born and raised in California, he started doing countertops as a teenager in San Diego while working for his dad. When he moved to Hawaii at age 18, he pursued the trade, working for several companies until he opened his own business. Chino got his start in thermoforming, custom lamination and solid surface. Since then, he’s expanded to several materials, including stone, porcelain, quartz and more. He’s a certified fabricator who built his business from the ground up. The Islands’ Premier Surface Fabricator Top Priority is located in Waipahu on the south side of Hawaii’s most populated island of Oahu. There are more than 20 fabricators operating on Oahu, but Top Priority is the island’s only fabricator of both stone and solid surface, which gives them a competitive 30 • Vol. 15 / Issue 2 • International Surface Fabricators Association
advantage. They can offer alternatives in materials and support their market more comprehensively. Chino does not see a downside to diversification; it’s only positioned them to be a stronger, more well-rounded outfit. The company currently supports 25 employees running in two divisions: the Solid Surface Division (Dry Shop) and the Stone Division (Wet Shop). Top Priority services all of the Hawaiian Islands, including Oahu, Maui, Hawaii Island, Molokai, Lanai and Kauai. About 85% of their business is on Oahu. They fabricate materials ranging from granite, quartzite, quartz, marble, porcelain, sintered stone and solid surface. On average, they fabricate and install 6000 square feet of manufactured and natural stone per month and 2000 square feet of solid surface per month. Top Priority strives to stay ahead of the competition by working smarter using leading fabrication technologies. They’ve outfitted the shop with Park Industries’ Saberjet XP 5-axis CNC water
FABRICATOR PROFILE
This TITAN 2800 CNC router by Park Industries has been a workhorse for Top Priority. Just recently, they added a 3800 series to the production line.
saw, the Fastback II flat edge polisher, a Titan 3700 CNC router, and they’ve just added a Titan 3800 CNC router. On the tech side, they use Moraware’s CounterGo with Job Well Done and Databridge integration and SlabSmith with Slabcloud. While about half of Top Priority’s staff has been with the company for 10 years or more, filling openings and finding the right employees can be a challenge in a limited labor pool. “You want someone dedicated to the work,” clarified Chino. “And so you need to make sure you are providing them with the right training and tools to do their job and enabling them to succeed on a daily basis.” Chino tips his hat to Tiffanie Gardner, operations manager, for dedicating time and effort to documenting processes and standard operating procedures around the shop. “It’s how we train our employees and keep focused on the work and the right way to do it,” added Tiffanie. “It eliminates so much confusion.” Company culture is only as good as the final product, according to Chino, and the Top Priority team prides itself in being second to none. The staff is committed to upholding the standards he sets, and there is a strong admiration for how he and his managers lead by example. “It’s an open and honest environment with mutual respect,” explained Tiffanie. “We aspire to be a part of Chino’s team because he is so great at what he does.” They keep team meetings light but productive with a relaxed format, and they make it a point to celebrate birthdays and other milestones and just kick back once in a while. “There is aloha in everything we do for each other and our customers,”
added Chino. “We have built really strong relationships with one another and upheld our position within the community. All of us are committed to representing our scope of work and Top Priority in the best way possible, and that’s a general unifier for our team.” Island Hopping Hawaii is one of the most remote locations on the planet, more than 2,000 miles away from the closest point on the mainland U.S., so it’s not surprising that the supply chain can be delicate. “We are fortunate to have good distribution for materials here on the islands,” said Chino. While it can be challenging to
Park Industries’ Saberjet XP helps Top Priority keep a steady pace on the production line.
Chino Haynes, in red, stands with rest of his team outside the Top Priority shop. “There is aloha in everything we do for each other and our customers,” said Chino.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 31
FABRICATOR PROFILE
Top Priority’s slab storage. On the islands, the most popular surfaces are quartz products from Caesarstone and Viatera, and Cosentino’s Silestone.
stock materials, Chino says that, for the most part, it’s not a problem. manager assigned to That’s because expectations are managed right each of our business from the start. Top Priority works closely with material channels. These manufacturers and distributors, and they build in longer lead times to accommodate shipping and relationships help distribution logistics. “If it’s a material not stocked build the scope of here, then we’re just upfront about the extra time that a project, suggest additional solutions, might take to source,” added Tiffanie. Due to the nature of the island geography, projects upsell and, of course, on neighboring islands are a bit more complicated, too. increase margins.” Depending on the scope of the job, project managers and installers have to fly over to where the job site is located — it’s not a matter of loading a truck and hitting the road with the crew. According to Tiffanie, crate and freight can be a three-day process from island to island. When the installation process takes longer, that means overnight stays. “We have a project on Maui, a new high school,” added Tiffanie. “It’s 16 two-story buildings. Our project manager will probably make 32 trips just to do the measuring, one floor at a time as they get completed. If there are any changes to the design or delays on the millwork side, it throws off our schedule and increases our costs.” While uncertainties complicate things, as they always do with commercial projects, Top Priority manages up and submits change orders for increases in costs incurred when extra trips to the job site are required. “Good communication is key,” said Tiffanie. “But the administration part of it can get bulky.” To minimize conflicts, they sometimes require certain parts of the project to be completed before they get on the job.
“We have a project
32 • Vol. 15 / Issue 2 • International Surface Fabricators Association
The stone production managers stay on top of things by programming the CNC machines. On average, Top Priority fabricates and installs 6000 square feet of manufactured and natural stone per month.
Partnering in Paradise Top Priority doesn’t currently offer any additional in-house contracting services. Instead, they partner with other contractors to handle demolition, plumbing and electrical for their projects. To ease the process, they can project manage and bill directly, so the customer doesn’t have to source and manage multiple vendors. Chino says upselling is critical to their smaller general contractor partners, kitchen and bath, and home center accounts. “We have a project manager assigned to each of our business channels,” explained Chino. “These relationships help build the scope of a project, suggest additional solutions, upsell and, of course, increase margins.” Top Priority services both major home centers — The Home Depot and Lowe’s — and other kitchen and bath outfits, including Hawaii’s Homeowners Design Center and smaller general contractors like Home Works Construction and Hardware Lumber Maui. For larger projects, they work with several construction groups across the islands. Chino and his team see some government and military contracts as well. About 45% of Top Priority’s business is existing residential remodels; 25% comes from new developments; 30% is commercial or government contracts. Hawaiian Style On the islands, the most popular surfaces are quartz products from Caesarstone and Viatera, and Cosentino’s Silestone. These account for most
FABRICATOR PROFILE of their developer and commercial specifications, with a smattering of HIMACS solid surface in the mix. They see a lot of MSI, Cambria and Daltile granite coming in from home center accounts, and sintered stone is trending as well. “Hawaii is unique when it comes to design,” explained Tiffanie. “We don’t necessarily follow every trend that comes from the mainland. Some things, sure. Everyone is on-trend with the calacattas or the grays. But Hawaii has a lot of influence from Polynesia, which embraces an island flare, and Asia, which means simple, sleek and streamlined. Highend kitchens will boast rich, native Koa hardwoods and natural stone elements. There’s so much diversity here, so there are a lot of different approaches to design.”
Mālama ‘Āina In Hawaiian, “Mālama ‘Āina” means “to care for the land.” The culture on the islands is rooted in pride and respect for the air, land and sea and everything that lives here — plants, animals and people. For Top Priority, this means being mindful of the environmental impact they have. There are voltaic solar solutions installed on the roof of the warehouse. Their office space is built with recycled shipping containers. They recycle water in the Wet Shop, and they are looking to invest in a new, more extensive water system to handle capacity. Chino has been looking at new ways to recycle offal material as well. Oahu has limited capacity for waste disposal with only one small landfill dedicated to construction materials. “We can spend north of $2,000
34 • Vol. 15 / Issue 2 • International Surface Fabricators Association
per month for offal disposal,” he added. “So we’re looking at adding a stone grinder to create aggregate to minimize waste and put it to good use.” Meanwhile, they do what they can to make a difference by donating usable remnants to Re-use Hawaii and Habitat for Humanity. “We also have members of our staff who volunteer for these programs,” added Chino. “It’s important to give back and do what you can to make a difference.” Customer Focused: Everyone is ‘Ohana Hawaii is a unique market as a strong sense of community and preservation of “ ’ohana” (family) is … top priority. It’s a powerful driver for how you do business. Word of mouth is perhaps the most vital marketing channel. Chino and his team have built a reputation for being the best at
FABRICATOR PROFILE what they do by delivering quality work and
all the education, tools and support to be
the International Surface Fabricators
successful in each role. But none of that
Association (ISFA), and they regularly
committee. “ISFA has been a reliable resource for us,” said Tiffanie. “I reached out to ISFA for help with commercial job specifications and documentation, and they put me in touch with some mentors who helped me learn how to tackle big projects like these. I really enjoy the camaraderie the association facilitates.” Other organizations Top Priority leverages include the Natural Stone Institute (including NSI’s Women in Stone), The Rockheads Group and The Stone Fabricator Network. “The business has grown so much. We are so thankful,” said Chino. “We are grateful for our customers, our employees, our distributors and everyone in the business who helps us succeed at doing
matters without happy customers who come
attend ISFA Mixers, workshops and
what we love.”
back to us for other projects and refer us to
webinars. Two Top Priority staffers,
their friends and family.”
including Tiffanie, serve on ISFA’s events
building strong relationships. Top Priority’s strategy for success — what sets them apart from other fabricators — is constantly innovating to bring the best service to their customers. They lead the market in technology, employee education and project management from start to finish. “We are a skilled, competitive and fun, family-oriented organization,” said Chino. “We stay grounded by keeping a close watch on the trends of our industry, cultivating relationships across all builder channels, training for knowledge and efficiency, and providing our team members
Staying Connected Despite Top Priority’s remote location, Chino believes it’s essential to participate in as many associations, groups and events as possible; this connects them to other industry professionals, training opportunities, business strategy discussions and more. “It’s not always possible to make it to every mainland event,” added Chino. “But it’s a company goal to attend more.” Chino wants to see and be seen—not only as Hawaii’s largest countertop fabricator but also as a contributing player on a national scale. Top Priority is a proud member of
36 • Vol. 15 / Issue 2 • International Surface Fabricators Association
C
For more information about Top Priority, visit www.toppriorityhawaii.com.
What’s Stopping You From Getting What You Want? What is it that you want in life? A successful
We think of these limiting beliefs as facts.
career or business? Financial freedom? A house
What’s crushing your potential are beliefs like
on the beach? A big, loving family? Leisure time
“I have to work hard for many years to become
to travel the world? What about a healthier work/
wealthy,” or “I have to sacrifice my health or
life balance? Are you striving for better mental
personal time to have a successful business,” or
health and physical fitness? The possibilities are
the classic “I don’t have enough time or
endless. Life is, after all, what you make it.
resources.”
Everyone has goals and aspirations, or at least
Beliefs become true in your life only if you
they should. If you’re like me, you might desire all
believe them to be true. Just as you believe them
of the above. So, if you aren’t thinking about that
to be true, you can believe them to be false and
next climb to something greater, why not? And if
instead choose to believe in something that
you want all those things — the job, the house
doesn’t limit you but empowers you to live an
and all the rest — why don’t you have them yet?
incredible life. As you begin to identify and
What’s holding you back?
change your limiting beliefs, you will notice these
Typically, the most significant thing stopping
new beliefs become your reality.
us from achieving our goals is — wait for it —
Again, there is no reason you can’t have
ourselves. Yes, that’s right, we can be our own
everything you desire in life, but solely wanting
worst enemy. It’s not that we don’t have enough
something isn’t enough. It comes down to the
time or because other people hold us back. We
Law of Attraction. It’s not about simply attracting
can’t always blame the economy, the pandemic,
the things we want in life, but instead, we attract
bad luck, or any other reason.
that which we are. We are our beliefs.
The fact of the matter is, we think, and
Fortunately, we can break the cycle by
therefore we are. Negative thoughts creep in and
reprogramming our subconscious minds to
pin us down. Thoughts like these are what we call
hold beliefs that empower us and allow us to
limiting beliefs; they’re beliefs that limit us from
live extraordinary lives — without limitation.
reaching our highest potential. Anything you tell
So, how can you do that? Start by identifying
yourself about why you can’t have something you
what thoughts and ideas are holding you back.
desire is a limiting belief.
Then, every day, imagine living the life of your
Limiting beliefs can begin forming in childhood and become stored in our subconscious minds. We can inherit them from
Ryan McDermott is a mindset and success coach who helps his clients achieve their goals by challenging the way they think and helping them to see their life from a different perspective. Originally from the U.S., Ryan currently lives in Australia, where he coaches clients online via Zoom. Download his free worksheet, “Identify and Transform Your Limiting Beliefs,” at www.snip feed.co/ryanmcdermott. Interested in working with Ryan? Learn more at www.ryan mcdermott.com.au and book a free consultation at www.calendly.com/ rmcoaching/1-1discovery-session.
dreams. Seriously! Relax your mind and body, and just imagine. Then, assume that state of being as true and
our parents or others as we grow up, from our
live from it. You can’t live in your old state and
environment and life experiences. Our
expect anything to change. Stay true to your
subconscious mind creates the world around us.
desires by thinking, acting and feeling them as if
If you have a recurring problem in your life,
they’re already yours. It is absolutely possible to
whether it be health, finances or relationships,
get whatever you want in life! Remember,
it’s likely due to limiting beliefs buried in your
nothing is impossible unless you believe that it is
subconscious mind.
impossible.
C International Surface Fabricators Association • Vol. 15 / Issue 2 • 37
PERSPECTIVES
Asking the Right Questions By Nancy Busch, ISFA Executive Director One of the most important missions of an association is education. Whether it’s community, safety or sustainability, connecting people to information is our “jam,” as the kids say. Teaching comes with a lot of responsibility, and to do it well, we must keep learning ourselves. Absolutes and blanket statements rarely serve the mission of teaching theory, and it’s hard to learn or teach when you’re unable to consider other perspectives. I’ve worked in the surfacing industry for a long time, and I
function. The exchange of information leads to suggestions that will be what they want and what they need. In a similar vein, recently on ISFA’s podcast, Behind the Surface, Eric Tryon discussed how asking questions in an interview can quickly reveal a candidate’s true past performance. This really hit me! “Wait! What!?” I thought. I
am often asked by friends and family what type of countertop
recalled how Eric was present when I met the committee that
they should choose. While I have a firm grasp on the various
was looking to fill the executive director position for ISFA. At
materials on the market today, I couldn’t begin to answer the
the time, I thought, wow, he’s an intense guy, and I’m flattered
question without more questions. So, if you ask me, “Hey
he’s so interested in me! One question he asked: Tell us a story
Nance, what kind of countertops should I put in my kitchen?”,
about a big win or a failure. Of course, I have had more than
my answer will always be a question. Usually I start with,
a few for each, so I just rattled them off. Fast forward to the
“What’s your favorite color?” or “What’s your favorite dish to
podcast, and Eric shared that he had asked this same question
prepare?” I use that information to qualify the application. It’s
of a candidate, who danced around it without providing any
time to educate me so I can educate them!
specific examples. Ultimately, the applicant stormed out of the
For example, some people are all about the aesthetics —
interview, frustrated that Eric wouldn’t let it go. Perhaps he
maybe only about the aesthetics. They eat takeout 90% of the
realized he couldn’t make up a story fast enough and working
time, and the extent of cooking might be coffee and toast in
for Eric might not pan out for him. In my case, I felt validated
the morning. For them, it’s all about getting a sleek, on-trend
by sharing my personal wins and losses. I was glad to share
kitchen that they’ll rarely use with any intended purpose.
my stories!
Others might tell me about their grandmother’s famous
It was an aha moment, to say the least. But it reiterated
red sauce. And maybe they tell me about how there’s a perfect
something I guess I already knew. The best information can
red wine to pair with this sauce, another consideration for
be gained through storytelling. A recent Forbes article claims
sure. Oh, and then they tell me about how they grow the best
that more than one in 10 working adults are either teachers
Roma tomatoes this side of the Mississippi — just to make this
or salespeople. “The best teachers and salespeople inherently
red sauce. Now I’m thinking about grit and soil being carried
want to know what makes each student or customer tick,” the
into the kitchen via the backyard bounty. I’m learning all sorts
article claims. You don’t say.
of things about how their kitchen and its countertop must
38 • Vol. 15 / Issue 2 • International Surface Fabricators Association
Reach me any time at Nancy@ISFAnow.org.
ISFA NEWS
ISFA’s In-Person Roundtable Events Are Back! ISFA held its first Industry Roundtable of the year March 21-23 as a two-location event in Texas. The event included educational sessions, networking opportunities, and tours of state-of-the-art fabrication and manufacturing facilities. Starting in San Antonio, fabricators and industry partners were welcomed with a networking opportunity over dinner, as well as a facility tour of Gecko Solid Surface Solutions. “The true spirit of being a part of ISFA was evident,” said Augie Chavez, president of Gecko Solid Surface Solutions and ISFA board member. “We saw old friends and made new ones while learning from each other to make our businesses better. We shared ideas and spent quality time with our peers. It was a really great time!” Roundtable discussions focused on software and technology and finding the best path to success within commercial and residential sectors. Fabricators and industry partners shared software and technology solutions they are currently using, and they discussed the biggest challenges they are facing residentially and commercially. Programming continued in Temple for a three-part facility tour of Wilsonart’s headquarters. A sight to behold, Wilsonart’s stateof-the-art facility brilliantly represents Wilsonart’s capabilities and unique products. A special thanks to event sponsors Wilsonart and Moraware. Additional Industry Roundtable events are scheduled throughout the year. Sponsored by Kohler and Cosentino, the second Roundtable took place May 23-25 in awe-inspiring Kohler, Wisconsin, where attendees toured the Kohler Design Center and Kohler Factory, discussed the metrics they are using to reduce costs and save time while improving performance, and they examined those best practices during educational sessions. Attendees also enjoyed opportunities for networking and leisure time at the worldclass golf course, Whistling Straits, or the Kohler Water Spa. ISFA members are encouraged to take advantage of these robust business development opportunities. Two more Roundtable events are planned for 2022: • August 23-24 in Seattle • September 27-29 in Knoxville, Tennessee For more information and to register for ISFA Industry Roundtables and other events, visit www.ISFAnow.org. International Surface Fabricators Association • Vol. 15 / Issue 2 • 39
ISFA NEWS ISFA Hires New Member Marketing Manager The International Surface Fabricators Association (ISFA) has hired Stephanie Matsko-Ensel to build marketing strategies to drive association awareness and engagement. In addition, Matsko-Ensel will develop a brand proposition for ISFA around association membership benefits. Matsko-Ensel brings with her over six years of experience in marketing, sales and communications in various roles. She has worked with both not-for-profits and for-profits with a focus on developing digital marketing strategies, driving brand awareness and creating engaging marketing pieces. MatskoEnsel holds a bachelor’s degree in marketing management from Grove City College. Prior to joining ISFA, Matsko-Ensel was the director of member engagement and communications for an association that serves realty professionals. She began her career by creating advertising assets and website updates to support a marketing team and then
progressed to brand development and digital marketing strategy. “We are excited to have Stephanie as part of the ISFA team,” said Nancy Busch, executive director of ISFA. “I am confident that her experience, knowledge and personality make her an exceptional fit for this new role.” Matsko-Ensel’s responsibilities include the development of targeted marketing campaigns and an effective member onboarding program, as well as creative sales materials to support association initiatives. The association will lean on MatskoEnsel to create and execute digital marketing strategies that aim to improve engagement and increase membership of what is a vital association within the manufactured surface industry. You can reach Stephanie at Stephanie@ISFAnow.org.
Thank You and Welcome ISFA Members (In alphabetical order) NEW FABRICATOR MEMBERS
RENEWING FABRICATOR MEMBERS
Art Stone Granite and Marble, Inc. Marietta, Ga.
Jacoby Custom Construction Sitka, Alaska
5280 Stone Company, LLC Frederick, Colo.
Creative Countertop Solutions, Inc Nashville, Tenn.
Becker Services Sterling, Alaska
Kellerman Woodworks LLC Baton Rouge, La.
Alpha Granite Austin, Texas
Capitol Granite Midlothian, Va.
MR Walls Santa Monica, Calif.
Fordham Marble Company Inc. Stamford, Conn.
Porcetalia Suwanee, Ga.
Art Stone Granite and Marble, Inc. Marietta, Ga.
Cutting Edge Countertops, Inc Perrysburg, Ohio
GFL Benchtops Limited Auckland, New Zealand Goodall Distributors Dallas, Texas HardCo, Inc. Classic Cabinetry Ardmore, Ala. Heyboer & Bolt Inc. Wyoming, Mich. IDX Bridgeton, Mo.
Quarmol Sa de CV Estado de Mexico, Mexico Quartz & Stone Creations Northwood, N.H. Northwood Alpharetta, Ga. Tex-San Granite Boerne, Texas Top Shop Stone, Inc. Atlanta, Ga.
40 • Vol. 15 / Issue 2 • International Surface Fabricators Association
Atlanta Kitchen, Inc. Decatur, Ga. Bangor Wholesale Laminates Bangor, Maine Bisley Fabrication, Inc. Gresham, Wis. Carolina Stoneworx Knightdale, N.C. The Countertop Shop Monclova, Ohio
Ellis Page Company, LLC Manassas, Va. FLOFORM Countertops Edmonton, Alberta Kent, Wash. Saskatoon, Saskatchewan Winnipeg, Manitoba Granite Accents, Inc. Sioux Falls, S.D. Heft Enterprises, Inc. Covington, Ga. Henry H. Ross & Son, Inc. Lititz, Pa. IntelliStone, LLC Franklin, Tenn.
Lincoln Laminating Lincoln, Neb. Lone Star Surface, LLC Texline, Texas McDermott Top Shop, LLC Jefferson, Wis. OGB Architectural Millwork Albuquerque, N.M. Patrick Industries Fontana, Calif. Pierce Laminated Products, Inc. Rockford, Ill. Sterling Surfaces Sterling, Mass. Top Advantage Surfaces, Inc. Harville, Ohio
ISFA NEWS ISFA CONTACTS
2022 ISFA BOARD OF DIRECTORS Joe Duszka, president Carolina Custom Surfaces (336) 215-5518 Joe@carolinacustomsurfaces.com www.carolinacustomsurfaces.com Austin Maxwell, vice president Maxwell Countertops (309) 928-2848 Austin@maxwellcounters.com www.maxwellcounters.com Laura Grandlienard, secretary ROCKin’teriors (919) 577-0207 Laura@rockinteriors.com Ted Sherritt, treasurer FLOFORM Countertops (204) 474-2334 Tsherritt@floform.com www.floform.com Steve Mast, immediate past president Precision Countertops (503) 660-3023 Steve.m@precisioncountertops.com www.precisioncountertops.com Augie Chavez, director GECKO SSS (210) 227-3100 Augie@geckosss.com Mike Langenderfer, director The Countertop Shop (419) 868-9101 Mike@countertopshop.net www.countertopshop.net
Paul “Max” Le Pera, director Global Surfacing Alliance (908) 358-5252 pmlp33@gmail.com Rodrigo Velazquez, director INDEKO 52 331-028-7863 Rodrigo@weareindeko.com www.indeko.mx Eric Tryon, director Founding Member of Rockheads Group (678) 614-7111 Tryonea@gmail.com www.rockheadsusa.com Kimberly Homs, director Great in Counters (401) 233-0666 Kimberly@greatincounters.com www.greatincounters.com Travis McDermott, director McDermott Top Shop (262) 593-2456 Travis@mcdermotttopshop.com www.mcdermotttopshop.com Jim Callaghan, associate member representative GranQuartz (248) 660-3291 Jcallaghan@granquartz.com www.granquartz.com
ISFA P.O. Box 627 Ingomar, PA 15127 (888) 599-ISFA www.ISFAnow.org Executive Director Nancy Busch (253) 691-0169 Nancy@ISFAnow.org Content Manager | Editor Sarah Peiper (888) 599-ISFA Sarah@ISFAnow.org Operations Manager Carol Wilhite (412) 487-3207 Carol@ISFAnow.org Member Experience Coordinator Samantha Winslow (888) 599-ISFA Samantha@ISFAnow.org Web/Database Administrator Amy Kyriazis (412) 487-3207 Amy@ISFAnow.org Administrative Assistant Kanani Camacho (888) 599-ISFA Kanani@ISFAnow.org Solid Surface Fabrication Trainer Chris Pappenfort (417) 598-2390 Chris@ISFAnow.org
Jessica McNaughton, associate member representative CaraGreen (919) 929-3009 Jessica@caragreen.com www.caragreen.com
International Surface Fabricators Association • Buyers’ Guide 2021-22 International Surface Fabricators Association • Vol. 15 / Issue 2 • 41 41
ISFA NEWS T H A N K S TO O U R 2 0 2 2 S P O N S O R S Sponsorship opportunities are available for qualifying manufacturers, distributors and other industry-related companies. These businesses are dedicated to the success of the International Surface Fabricators Association and fabricators everywhere. Through their contributions, sponsors enable ISFA to create meaningful opportunities for its membership including training, education, business development, networking and more.
PLATINUM
GOLD
SILVER
42 • Vol. 15 / Issue 2 • International Surface Fabricators Association
ISFA BOOSTER CLUB Through additional support, these fabricator members are committed to serving and fostering ISFA’s mission, programming, membership benefits and more.
ISFA ASSOCIATE MEMBER DIRECTORY Companies listed in red are ISFA 2022 Sponsors AAA Adhesive 2020 Wild Acres Rd. Bldg. D Largo, FL 33771 877-422-4583 www.aaaglue.com ACS International 4775 South 3rd Ave. Tucson, AZ 85714 520-889-1933 www.acstone.com Aetna Plywood Inc. 1401 St. Charles Rd. Maywood, IL 60153 708-343-1515 www.aetnaplywood.com Akrilika Svobody Str., 29 Moscow 125362 Russian Federation 79119451961 www.akrilika.com Al-Badaha Company for Modern Industries P.O. Box 126444 Jeddah 23643 Saudi Arabia 966920002964 www.albadaha.com Alf Noon for Modern Kitchen Co. P.O. Box 54210 Al Raboua, Sari St. Beside the Municipal Airport Jeddah 21514 Saudi Arabia 966 12 275 2309 Andres O’Neil & Lowe 212 N. Defiance St. Archbold, OH 43502 419-636-5050 www.andresoneilandlowe.com Aristech Surfaces 7350 Empire Dr. Florence, KY 41042 859-283-1501 www.aristechsurfaces.com BACA Systems 101 Premier Dr. Orion Township, MI 48359 248-791-3060 www.bacasystems.com BB Industries, LLC 4100 Appalachian Way Knoxville, TN 37918 800-575-4401 www.bbindustriesllc.com
Better Vacuum Cups, Inc. 13841 Roswell Ave., Ste. K Chino, CA 91710 877-379-9909 www.greenbvc.com
Colonial Saw 122 Pembroke St. Kingston, MA 02364 781-585-4364 www.csaw.com
Durasein USA 7030 Quad Ave., Ste. 3 Rosedale, MD 21237 877-771-7712 www.durasein.com
Bill Barton 6131 Long Meadow Rd. McLean, Va. 22101 703-624-1191
Cosentino USA
355 Alhambra Cir., 10th Floor Coral Gables, FL 33134 786.812.0509 www.cosentino.com
Durcon 206 Allison Dr. Taylor, TX 76574 512-595-8000 www.durcon.com
Countertop Marketing Co. 402 Pequot Ave. #772 Southport, CT 06890 203-993-6676 www.countertopmarketingco.com
Dwyer Marble & Stone Supply 23177 Commerce Dr. Farmington Hills, MI 48335 248-476-4944 www.dwyermarble.com
Covia Corp 9930 Kincey Ave., Ste. 200 Huntersville, NC 28078 800-243-9004 www.coviacorp.com
Dwyer Marble & Stone Supply
BNP Media 210 Route 4 East, Ste. 203 Paramus, NJ 07652 201-291-9001 www.bnpmedia.com Breton S.p.A. Via Garibaldi, 27 Castello di Godego 31030 Italy 3904237691 www.breton.it Caesarstone US 1401 W. Morehead St. Charlotte, NC 28208 818-378-2667 www.caesarstoneus.com
Crossville Inc. 349 Sweeney Dr. Crossville, TN 38555 931-456-2110 www.crossvilleinc.com
Cambria USA 31496 Cambria Le Sueur, MN 56058 507-665-5003 www.cambriausa.com
Dafanie Financial Group, LLC 850 Pacific St., Ste. 1162 Stamford, CT 06902 203-666-5560 www.bestburialins.com
CaraGreen, Inc. 1406 Transport Dr. Raleigh, NC 27603 919-929-3009 www.caragreen.com
Dal-Tile Corporation 7834 CF Hawn Frwy. Dallas, TX 75217 214-309-3162 www.daltile.com
CH Briggs Company 2047 Kutztown Rd. Reading, PA 19605 800-355-1000 www.chbriggs.com
Dixie Plywood & Lumber P.O. Box 2328 Savannah, GA 31402 912-447-7000 www.dixieply.com
Chemcore Industries, Inc. 5311 Fleming Court Austin, TX 78744 512-243-6823 www.chemcor.com
Dongguan Kongder Industrial Materials Co. Room 3006-3007, G1 Building, Hongtu Rd. Nacheng District, Dongguan Guangdong 523071 China 8613925574811 www.dgkongder.com
Chemical Concepts, Inc. 410 Pike Rd. Huntingdon Valley, PA 19006 800-220-1966 www.chemical-concepts.com Chintan Corporation 901, Mauryansh Elanza Shaymal Cross Rds, Satelite Rd. Ahmedabad 380 015 India 9825023859 www.neonnex.in
5300 Broadmoor Ave SE, Ste. E Grand Rapids, MI 49512 616-583-7025 www.dwyermarble.com Etemplate Systems, a div. of Tri-Tech 106 Wind Chime Ct. Raleigh, NC 27615 919-676-2244 www.etemplatesystem.com Evans Midwest 11441 E. Lakewood Blvd. Holland, MI 49424 616-546-8225 www.evansmidwest.com Evolv Surfaces 1208 Hensley St. Richmond, CA 94801 415-767-4600 #7230 www.evolvsurfaces.com Fabricators Coach 309 Gassaway St. Central, SC 29630-9197 864-328-6231 www.fabricatorscoach.com Federal Brace 710 E Catawba St., Ste. A. Belmont, NC 28012 877-353-8899 www.federalbrace.com
Duda Consulting 3601 Southwest River Pkwy. Portland, OR 97239 503-949-7738
Flexijet North America 11223 Blair Rd. Charlotte, NC 28227 844-MY-FLEXI www.myflexijet.com
DuPont (Corian Design) 200 Powder Mill Rd. Wilmington, DE 19803 314-941-5179 www.corian.com
GEM Industries 5030 N. Hiatus Rd. Sunrise, FL 33351 954-749-1228 www.gem-industries.com
International Surface Fabricators Association • Vol. 15 / Issue 2 • 43
ISFA ASSOCIATE MEMBER DIRECTORY Companies listed in red are ISFA 2022 Sponsors Gemstone 2040 Industrial Pkwy. Elkhart, IN 46516-5411 574-294-8899 www.gemstonesinks.com
InfoStream Solutions
LOTTE Chemical
Park Industries P.O. Box 188 St. Cloud, MN 56302 320-251-5077 www.parkindustries.com
Gluewarehouse.com 455 W. Victoria St. Compton, CA 90220 www.gluewarehouse.com
InnoChem/Akemi 160 Candlewyck Dr. Avondale, PA 19311 www.akemi.com
Granite Gold Inc. 12780 Danielson Ct., Ste. A Poway, CA 92064 858-499-8934 www.granitegold.com
Parson Adhesives, Inc. 3345 Auburn Rd., Ste. 107 Rochester Hills, MI 48309 248-299-5585 www.chromalok.com
IPS Adhesives 455 W. Victoria St. Compton, CA 90220 604-850-1321 www.integra-adhesives.com
Marble & Granite, Inc. 270 University Ave. Westwood, MA 02090 781-915-1250 www.marbleandgranite.com
GranQuartz 3950 Steve Reynolds Blvd. Norcross, GA 30093 800-458-6222 ww.granquartz.com Groves, Inc. 818 Trakk Ln. Woodstock, IL 60098 815-337-9780 www.groves.com Hallmark Building Supplies 901 Northview Rd., Ste. 100 Waukesha, WI 53188 800-642-2246 www.hllmark.com
Hyundai L&C USA
2839 Paces Ferry Rd. Ste. 1100 Atlanta, GA 30339 888-426-9421 www.hyundailncusa.com IceStone LLC 63 Flushing Ave., #283, Bldg. 12 Brooklyn, NY 11205 718-624-4900 www.icestoneusa.com Ignite Consulting Group 450 N. Addison Ave. Elmhurst, IL 60126 630-606-8055 www.hotsauceyourtops.com INEOS Composites 5200 Blazer Pkwy. Dublin, OH 43017 614-790-2078 www.ineos.com Infinity Surfaces Via Giardini Nord 225, P.IVA : 00175990365 Pavullo Nel Frignano Modena 41026 Italy 39 0536 329322 www.infinitysurfaces.it
134 West South Boundary Perrysburg, OH 43551 567-686-1040 www.infostreamusa.com
Jaeckle Distributors 4101 Owl Creek Dr. Madison, WI 53718 608-838-5400 www.jaeckledistributors.com Karran USA - Plexicor USA P.O. Box 667 1291 East Ramsey Rd. Vincennes, IN 47591 410-975-0128 www.karran.com Kohler Co. P.O. Box 899 Kohler, WI 50344 920-457-4441 www.kohler.com Krion Solid Surface SA CTRA Villareal-Puebla De Arenoso KM1 Villareal 12540 Spain 34964506464 www.krion.com/en/ Laminam 156 State St. Boston, MA 02109 289-924-0394 www.laminamusa.com Lapitec Via Bassanese 6 Vedelago 310503 Italy www.lapitec.com
6 Centerpointe, Ste. 100 La Palma, CA 90623 714-443-0964 www.lottechem.com
Meganite, Inc. 1461 S. Balboa Ave. Ontario, CA 91761 909-391-8886 www.meganite.com Moksh Tech #1204, Pushpak Landmark Bldg., Near Titanium City Center, Anand Nagar Rd. Prahlad Nagar Ahmedabad - 380 015 India 3012522673 www.mokshcad.com Moraware Inc. 13125 Welcome Way Reno, NV 89511 866-312-9273 www.moraware.com MSI Surfaces 2095 N. Batavia St. Orange, CA 92865 www.msisurfaces.com Natural Stone Institute 380 E. Lorain St. Oberlin, OH 44074 440-250-9222 www.naturalstoneinstitute.org No Lift System 30485 S.E. Veterans Blvd. Estacada, OR 97023 503-212-4034 www.noliftsystem.com NOW1 LLC 4180 Merritt Drive Cummings, GA 30041
Laser Products Industries, Inc. 1344 Enterprise Dr. Romeoville, IL 60446 630-755-5402 www.laserproductsus.com
Ollin Stone 301 E. Ball Rd. Anaheim, CA 92805 714-535-0800 www.ollinstone.com
LG Hausys America, Inc.
Pacific Shore Stones 10220 Metropolitian Dr., Ste. A Austin, TX 78758 512-568-0649 www.pacificshorestones.com
900 Circle 75 Pkwy., Ste. 1500 Atlanta, GA 30339 678-535-4113 www.lxhausysusa.com
44 • Vol. 15 / Issue 2 • International Surface Fabricators Association
PinPoint Status 29750 Shaker Blvd Pepper Pike, OH 44124 2164005333 www.pinpointstatus.com Plastiglas de Mexico SA Frente a la Estacion del Ferrocarril FFCC Maciovio Herrera S/N Ocoyoacac 52740 Mexico www.piedmontplastics.com/ suppliers/plastiglas-de-mexico Princeton Chemical Company 7030 Quad Ave., Ste. 3 Rosedale, MD 21237 877-778-6878 www.princetonchemical.com Prodim Systems 7454 Commercial Circle Ft. Pierce, FL 34951 772-465-4000 www.prodim-systems.com Pure Surfaces/ Basix Surfaces West 16411 Carmenita Rd. Cerritos, CA 90703 704-702-0441 www.pure-surfaces.com PWI 7930 W. 1000 N. Nappanee, IN 46550 574-646-2015 www.pwiworks.com Quote Countertops 11811 N. Tatum Blvd. #3078 Phoenix, AZ 85028 619-726-7660 www.quotecountertops.com Regent Stone Products 2656 Quality Ct. Virginia Beach, VA 23454 800-624-8210 www.regentstoneproducts.com Rock Doctor/ Apex Products, LLC 8333 Melrose Dr. Lenexa, KS 66214 913-894-0288 www.rockdoctor.com
ISFA ASSOCIATE MEMBER DIRECTORY Companies listed in red are ISFA 2022 Sponsors The Rockheads Group 815-210-1006 www.rockheadsusa.com
RouterBitsNow 520-954-0534 www.routerbitsnow.com Sasso USA 220 N. Smith St., Ste. 414 Palatine, IL 60067 224-200-8004 www.sassousa.com Schechner Lifson Corp. 4 Chatham Rd. Summit, NJ 07901 908-598-7813 www.slcinsure.com Schultz Forming Products 2796 Loker Ave. W., Ste. 105 Carlsbad, CA 92010 800-822-2875 www.schultzform.com Siom Marble & Granite Factory LLC Sector 5, Emirates Industrial City P.O. Box 22149 Sharjah 22149 U.A.E. www.siommarble.com
SolidSurface.com 6641 N. Cibola Ave. Tucson, AZ 85718 520-247-3304 www.solidsurface.com Stone Cloud 125 Walnut Dr. Tenafly, NJ 07670 201-776-6478 www.stonecloud.us Stone Services Group 10308 S. Keeler Ave. Oak Lawn, IL 60453 815-210-1006 www.stoneservicesgroup.com Swan Surfaces 200 Swan Ave. Centralia, IL 62801 800-325-7008 www.swanstone.com Synchronous Solutions 3405 Rainbow Dr. Waxhaw, NC 28173 704-560-1536 www.synchronoussolutions.com The Stone Collection 11935 N. Stemmons Fwy. #100 Dallas, TX 75206
972-488-5700 www.thestonecollection.com TotalHousehold Pro 65A Walnut Hill Rd. Bethel, CT 06801 203-733-1276 www.pro.totalhousehold.com US Surfaces 4601 Spicewood Springs Rd. Bldg. 1, Ste. 100 Austin, TX 78759 512-454-2229 www.ussurfaces.com Vendura 1202 Femrite Dr. Madison, WI 53716 262-613-0225 www.vendura.com Vicostone USA 11620 Goodnight Ln., Ste. 100 Dallas, TX 75229 972-243-2325 www.us.vicostone.com Water Treatment Solutions 6 Merrill Industrial Dr. Hampton, NH 03842 603-758-1900 www.watertreatmentonline.com
Welnest 350 South St. McSherrystown, PA 17344 844-935-6378 www.welnest.net Willis 1149 Pioneer Rd. Burlington L7M 1K5 Canada 289-775-5814 www.4willis.com
Wilsonart
2501 Wilsonart Dr. P.O. Box 6110 Temple, TX 76503-6110 800-433-3222 www.wilsonart.com Wood Stock Supply Inc. 4705 S. I-90 Service Rd. Rapid City, SD 57703 605-341-6900 www.woodstocksupply.com ZOLLER Inc. 3900 Research Park Dr. Ann Arbor, MI 48108 734-332-4851 www.zoller.info/us/home
International Surface Fabricators Association • Vol. 15 / Issue 2 • 45
PRODUCT NEWS Better Vacuum Cup SS100400 Committed to improving the lives of fabricators worldwide, BVC announces the all-new vacuum cup SS100400. Measuring in at 100 mm by 400 mm, this Better Vacuum Cup is great for narrow pieces. Just like all the others in the SS family, this Better Vacuum Cup does not require foam gasket, and it has the legendary holding power BVC has become known for. Faster setup times are accomplished with a lightweight yet heavy-duty internal web design, which is popular with CNC operators. Damage to a Better Vacuum Cup can be repaired in 30 seconds with video tutorials on the website. Made in the USA guarantees a quality product. Order directly at www.bvcgroupinc.com.
Bigger is Better, and Durat Solid Surface Knows It
Durasein’s New Spring 2022 Launch: Sun Kissed
Just in time for summer! Dare to dream on a grander scale with beautifully bronzed veins sprawling across sunlit morning waves. According to Carolyn Ames Noble, founder of Ames Design Collective and board chair for the American Society of Interior Designers, who worked with Durasein on the collection, “Sun Kissed is our interpretation of the golden hour, where the quality of light renders warm undertones so exquisitely. Copper threads are burnished through a field of opaline to achieve this aesthetic.” For more information, visit www.durasein.com/us/sun-kissed/.
Integra Adhesives Introduces Surface Bonder Rapid
Durat introduces an exciting new option for their seamless solid surfaces: larger recycled plastic aggregate. The larger aggregate creates a terrazzo-style look while retaining all the benefits of Durat’s durable, sustainable surface. Durat has always been customizable when it comes to color, offering over 700 base color options with several aggregate color combinations. The addition of larger aggregate extends the customization options beyond colors, making Durat not only a surface product, but a design solution. Creating a custom countertop or retail display has never been easier. With a manufacturing site in Georgia, custom samples and surfaces can be created quickly and efficiently. For more information about Durat and customization options, contact info@caragreen.com.
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Surface Bonder Rapid is the latest product to be added to the Integra Adhesives family of surfacing adhesives. Surface Bonder Rapid is specially formulated to cure in half the time of similar products to get your installation crew in and out quickly and your fabrication shop running at peak productivity. Surface Bonder Rapid has a working time of four to eight minutes, and a fixture time of just 10 to 16 minutes. Surface Bonder Rapid is launching with 25 colors which are professionally color matched to a wide range of Natural Stone, Quartz, Compact Ceramic, and Porcelain surfaces. This adhesive is nonsagging, and designed for high-strength bonding whether laminating, v-grooving, mitering or joining deck seams. For more information, visit www.integra-adhesives.com.
PRODUCT NEWS GEOS: New & Improved
Back by popular demand, GEOS Recycled Glass Surfaces are now available exclusively through CaraGreen. GEOS was skillfully developed by a fabricator to have all the beauty and eco-friendly attributes of existing recycled glass surfaces, plus the fabrication, installation and durability benefits inherent in a resin-based binder. The slabs fabricate and install similar to quartz and other engineered stone, but GEOS is less energy-intensive and less prone to cracking compared to cement-based surfaces. GEOS is readily available in a curated collection of 10 unique colors. Some of the older colorways are available while stock lasts. For samples or more information visit www.caragreen.com/brands/geos/.
Float Frame: The ideal brackets for ADA compliance, maximum clearance and unrivaled support Float Frame Countertop Support Brackets use post and stud brace technology to provide one of the highest carrying capacities available in counter support applications. The fastening configuration of the American-made brackets allows for easy installation using a clamping format that supports large overhangs securely and seamlessly. These cantilevered brackets are ideal for ADA-compliant designs, freeing up valuable floor space and increasing clearance under the counter. Made of heavy gauge steel coated with a durable powder paint, these brackets are available in two styles: Straight Arm (16.5 inches or 22.5 inches in length) and Low Profile (10 inches, 16 inches or 22 inches in length). With a weight capacity of 750 pounds, Float Frame Brackets can be combined with any surfacing material to create the free-floating look you desire for countertops, shelving, storage, work benches and more. For more information or to order brackets, contact info@caragreen.com.
Karran Sinks
Karran’s new Quattro Matte line features eight elegantly formed vessel bathroom sinks. Each sink is crafted from pure white 100% acrylic solid surface. Designed to mount above the countertop, this frees up space in the cabinet below for extra storage. Pair them with one of Karran’s new bathroom faucets for a beautiful combination like this crisp white bowl contrasted with a matte black faucet. Every kitchen needs a workhorse to help get the job done. This large single bowl workstation sink does just that with its wide open bowl to accommodate the largest pots and a large collection of accessories to make food prep a breeze. The elegant undermount design is made from durable 16 gauge stainless steel and comes complete with a commercially styled 22-inch single lever faucet. For more information, visit www.karran.com. International Surface Fabricators Association • Vol. 15 / Issue 2 • 47
PRODUCT NEWS Vicostone Misterio Gold Vicostone is a pioneer in manufacturing durable and easy-to-clean surfaces featuring colors and patterns preferred by architects and interior designers. The company is dedicated to providing high-quality material to fabricators and installers that their clients will love, and the newest introduction to the Vicostone collection strengthens that commitment. Misterio Gold quartz brings the beauty and versatility of one of Vicostone’s most popular vein-sets and adds a delicate warmth. Elevate subdued interior designs with its elegance, or enhance creative compositions with its understated and timeless look. It adds a luxurious touch to any space. Misterio Gold is available in standard size (119 inches by 56 inches) and jumbo size (130 inches by 65 inches) slabs and in 2 cm and 3 cm thicknesses. Find your distributor and order samples at us.vicostone.com.
Lapitec: Sintered Stone Just Sized Up
Kirei Board
Kirei Board is back! This versatile sheet good is perfect for many horizontal and vertical applications such as bar tops, retail displays and cabinetry. Kirei Board is a lightweight and durable product made from reclaimed sorghum stalks, a byproduct of the food industry that is often burned or thrown into landfills. Kirei Board is a great substitute for wood in furniture, cabinetry, casework, signage and wall panels. Panels are stocked in the U.S. and come unfinished in 3-foot by 6-foot sheets of either 10 or 20 mm thicknesses. For more information, visit www.caragreen.com/brands/kirei-board/. 48 • Vol. 15 / Issue 2 • International Surface Fabricators Association
Italian sintered stone manufacturer Lapitec has always created large format slabs for beautiful and bold installations. Lapitec recently increased the standard size of all of their slabs by a few inches, effectively increasing the usable area of the slab after relief cuts. Lapitec is constantly innovating, striving to offer the best in surfacing in regards to performance, health and sustainability. Other recent updates from Lapitec include the patenting of their 100% silica-free mineral Biorite that is now used in all new Lapitec material, and a new color, Bianco Giulia. Giulia joins the veined Musa Collection, which retains the patterns throughout the full thickness of the slabs, giving it broad versatility in the design of flooring, walls, facades and the cladding of kitchen and bathroom tops. For more information, go to www.lapitec.com.
PRODUCT NEWS Caesarstone’s New Icellion Surface
IceStone Debuts Arctic Green Eco-friendly countertop manufacturer IceStone recently launched its newest color, Arctic Green. Arctic Green consists of clear and green glass (100% recycled) in a white background. The development of Arctic Green initially started as a project for the Heineken Bar in the new UBS Arena in Belmont Park, New York. Although actual Heineken glass wasn’t used, IceStone found the closest Heineken green colored glass they could. The finished product was so well received IceStone decided to add the color to its regular collection. Learn more at www.icestoneusa.com.
Got a new product or service announcement? ISFA can help you make a splash!
The new 5161 Icellion surface by Caesarstone is a bold and impressive design inspired by nature and is the result of the company’s in-house proprietary technology. Icellion is a stunning landscape of frosty whites pierced by elegant grey strokes that emulate grand geological movements and honors the enduring presence of nature. Icellion is available in polished finish and, like all Caesarstone surfaces, Icellion is the ultimate combination of nature and technology: premium, high-quality material that is nonporous, durable, flexible, scratch- and stain-resistant, moldand mildew-resistant, and lower maintenance than other natural surface materials. Caesarstone surfaces never need sealing. All the new 2022 Caesarstone designs will be available nationwide this summer. For more information on Icellion, visit www.caesarstoneus.com.
Contact Editor@ISFAnow.org for editorial opportunities or visit www.IFSAnow.org/advertise for more information about our marketing channels.
International Surface Fabricators Association • Vol. 15 / Issue 2 • 49
PERSPECTIVES
The Right Tools for the Job By Joe Duszka, ISFA President In this issue’s tooling feature, we showcased some innovative fabrication equipment designed to address the challenges we face as fabricators and to improve the quality of our products. While investing in new technology can be very exciting, it can be nerve-wracking. Some of this equipment costs more than a house, and with so many great options on the market today, how do you know what’s right for your business? Careful and thorough planning is critical to the decisionmaking process. Start by asking yourself, “What problem am I trying to solve?” and “What capability am I trying to add to my business that I do not have today?” Some answers might be increasing capacity, improving quality and consistency of the product, improving the shop workflow with smarter solutions, solving for labor challenges through automation, or reducing downtime by replacing outdated equipment. These are all great reasons to consider an upgrade. Once you begin to narrow the equipment options, there are other factors to take into consideration. Do I have enough electrical power (amperage) in my shop? Do I have the proper voltage (208V, 240V, 480V) or will I need a transformer? Do I have the power in the location where the new equipment will be installed? Having to upgrade or add electrical service, or even switchgear and conduit in your shop to accommodate the new equipment can be costly, and you want to make sure to budget for it. Do I have enough water flow (GPM) or pressure (PSI) for the new equipment? What size is my water supply line? Can it accommodate the new equipment? Will I need an accumulation tank to store water or a booster pump to raise the pressure? What will I do with the water after it comes off the machine? Can I balance the volume of water if I have a closed water system? What will the added water volume cost annually? Do I need a wastewater discharge permit If I do not have a closed loop system or if I cannot balance the water? Do I have enough air volume (CFM) or pressure (PSI) to accommodate the new equipment? Often newer equipment will not allow you to start a cycle if there isn’t sufficient air pressure or volume to operate the equipment. Will the new equipment need internet and network connectivity? If so, do I have the wired infrastructure in the shop to support that? Wi-Fi is not always an option. Much of the
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equipment today requires internet connectivity so that the equipment supplier can access the machine remotely to help with troubleshooting when necessary. How will I load and unload the new equipment? Determine the logistics for moving the new piece of equipment through the shop and into its final position. Doorways might not accommodate these large machines, and maybe you’ll need a crane or additional crew to help install it. Make sure your shop foundation is sound enough to support it. How long will it take to install and will I have to be down during that time? What impact will this piece of equipment have on my shop safety, both during the installation and when it’s online? Who will operate it? Do they have the right skill set? Your best hand fabricator may not be the right person. Be intentional with matching the skill set required with the skill set available to ensure a successful integration. There is nothing worse than investing in a new piece of equipment only to have a team member try to prove to you it was a bad decision. In addition to the machine-specific requirements, consider a few points regarding the manufacturer or distributor of the equipment. Can they connect you with other fabricators who have the equipment so that you can see it in a shop setting before you commit? Do they provide training? Can I train my staff in advance at their facility before I implement to minimize downtime in my shop? Do they offer a 24/7 support services? Can they remoteaccess my machine so that they can help me troubleshoot issues without having to be onsite? Do they have service technicians who can travel to my shop on short notice if a breakdown cannot be resolved remotely? Do they inventory all the machine parts so they can expedite parts to me when needed? Can they provide an estimated annual cost of operation? While this list of questions is certainly not comprehensive, it will help steer you down the path of identifying the correct equipment and business partner for your needs. Additionally, one of the best ways that I have found to validate my decision is to share my findings with a fellow fabricator and solicit feedback. ISFA was founded on the principle of “members helping members.” If you are working through this process and are looking for further guidance, please reach out and let us help. We will be happy to connect you to someone who has walked a mile in your shoes.
