VOLUME 9 / ISSUE 2 • QUARTER 2, 2016 • SINGLE ISSUE $14.95
Measuring Success: Metrics and CNC Technology Page 20 Material Handling Spotlight Page 22 The Secret to Owning the Sale Page 32 Manufacturing Solid Surface in a Global Economy Page 36 Final OSHA Deadline Looming Page 42
Shaping the Future
Fabricator uses advancing technology to offer well beyond what’s typical in solid surface Page 26
Circle RS#01 on the Reader Service Page or go to www.isfanow.org/info. ISFA Member since 2010
Circle RS#02 on the Reader Service Page or visit www.isfanow.org/info.
CREDITS Letters to the Editor
Photography
Please send letters to editor@isfanow.org or to Letters, ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor. Include a telephone number and address (preferably an email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to editor@isfanow. org or mail to ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor.
Photography/graphics provided by: ArtCor, Park Industries, Leonard Elbon, Fujiashi and The U.S. Occupational Health and Safety Administration.
Countertops & Architectural Surfaces welcomes Letters to the Editor. If you have questions about the magazine, or would like to make a comment, or voice an opinion about the magazine, ISFA, or the industry in general, please feel free to write to us.
Contacting ISFA
Phone: (412) 487-3207 Fax: (412) 487-3269 editor@isfanow.org www.isfanow.org
About This Magazine
Countertops & Architectural Surfaces (2372-983X) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth “Buyers Guide” issue publishing in September. Individual copies of Countertops & Architectural Surfaces are available at the nonmember “newsstand” price of $14.95. Countertops & Architectural Surfaces is also available by individual subscription at the following rates: ISFA nonmembers, one year (five issues) $30.00; ISFA members, one year free with every membership renewal. Special rates and charges apply for orders outside of the United States. Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2016. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs. Materials will be returned only if accompanied by a stamped, selfaddressed envelope. For change of address, please include old label with new information, including both old and new zip codes. Allow 3-6 weeks for address change to take effect. Periodicals postage rate is paid at the Gibsonia, Pa., post office as well as others. Opinions expressed by writers in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces or the International Surface Fabricators Association, but rather those of the individual writers. Postmaster: Send address change to Countertops & Architectural Surfaces magazine, 2400 Wildwood Road, Gibsonia, PA 15044.
4 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Photos in this publication may not depict proper safety procedures for creative purposes. ISFA and Countertops & Architectural Surfaces support the use of proper safety procedures in all cases and urge readers to take steps to institute such procedures.
Magazine Credits
Publisher & Editor: Kevin Cole Proofreader: Nancy Mueller-Truax Design: V2 Marketing Communications
ISFA Officers of the Board
Adam Albee, President Mell Hill, Immediate Past President Ryan Miller, Vice President Kate Dillenburg, Treasurer Erica Hussey, Secretary
ISFA Directors
Mike Woods, Director Kelley Montana, Director John Hansen, Associate Member Representative Jessica McNaughton, Associate Member Representative
ISFA Staff
Mike Langenderfer, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Carol Wilhite, Operations Manager Paul Wisnefski, Account Representative Dave Lillegaard, Account Representative Amy Kyriazis, Program Manager Lynn West, Membership Coordinator
Cover Photo
This unique reception desk fabricated by ArtCor from various triangles shows how modern modeling technologies can come into play to create unique design potential in solid surface projects. Read the full story on Page 26.
Circle RS#03 on the Reader Service Page or visit www.isfanow.org/info.
CONTENTS
Features 20 Take Control of Your Business
Establish metrics to define, evaluate and plan for success, especially with CNC equipment
22 Material Handling Spotlight
A look at the latest the market has to offer
26 Shaping the Future ArtCor showcases three solid surface projects using
22
advanced design and modeling technologies
32 Buyer Desire The secret to owning the sale 36 A Case Study of Manufacturing Solid Surface in a Global Economy
Chasing the Unobtainable Triad at Fujiashi
42 Final OSHA GHS Deadline Approaching
What you need to know to stay in compliance
Departments
26 Q
UA
10 From the President 12 From the Executive Director 14 Calendar of Events
LI
D
8 From the Editor
TY
16 Education Connection
SPEE
the Secret to Owning the Sale 32
17 Industry News 44 ISFA News
PR
ICE
36
48 ISFA Fabricator Directory 52 Product News 56 Reader Service Form 57 Classifieds/Ad Index 58 Guest Editorial
42 6 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Check us out on social media for more regular information: Like us on Facebook at www.facebook.com/CASMagazine/ Follow us on Twitter as @ISFA.
Circle RS#04 on the Reader Service Page or visit www.isfanow.org/info.
From the Editor From the desk of Kevin Cole, Editor & Publisher, and ISFA Communications Director
When Is Enough Really Enough? Have you ever been in the position where your
of dollars and cents. We should all be allowed
take on more than you can handle? Maybe he
If you are bringing home more money than
client or maybe even your boss asks you to
or she asks, “Can you just squeeze in this one more thing?”
Most fabricators, or even just most people, have been in that position. And, in these
to lead productive lives outside of our careers. you can spend, but are missing time with your family, friends and personal interests, are you
really wealthy? Is it worth it? But beyond that, once you hit the top of the curve, your actual
situations, it is tough to say, “No.” We all
monetary costs are very likely to increase to
time (or even early) and get rewarded for it
more to make.
With around 60 percent of the business being commercial work, you would think the company would be living with thinner margins, but that’s just not the case. According to Lindroth, the company just isn’t going to race to the bottom. Instead, they put out quality work and it wins them business. And although the business is relatively large and robust, it is also nimble
want to put out a high-quality product, on
where each dollar in profit you bring in costs
(whether it’s in the form of pay, recognition or
If you have to have your team work overtime,
Pierce isn’t the most modern shop, but it is
additional work, then you are also taking on
it outputs. I can personally attest to that from
future referrals, or maybe some combination of those three). However, there is a point where
we all must say, “Enough is enough.” That’s a concept that many, including myself, have a hard time dealing with.
hard to deny the high level of craftsmanship
additional cost, and unless you are charging
what I saw there.
more for that work, then your profit margin is thinner. If you have to buy a new expensive
piece of equipment to pick up more jobs, then
a sort of a bell curve in which if we don’t have
for itself and you have enough work to keep it
just enough work, we are only breaking even;
it. If you are working harder and longer and it
difficult to understand that we all operate on
you better make sure the machinery is paying
enough work, we are losing money; if we have
operating as well as the right people to operate
and if we have the optimal amount of work,
is costing you more, you are playing with fire
most return on our investment (in both time and dollars). However, it is trickier to understand
that at some point you can take on too much
work and the returns begin to diminish. How do you know when you have gone past that peak and are on the decline? It can be measured in
many ways, depending on what your goals and
when it comes to your P&L statement. Plus, long hours and new, unfamiliar equipment can lead to mistakes; if you are operating
on thin margins, a single mistake may mean the difference between a project’s failure or success.
Last week, I visited Pierce Laminated Products
personal values are.
in Rockford, Ill., where Eric Lindroth was kind
Most would look at the time they are spending
business with me. Pierce templates, fabricates
on the business and the profits being made.
However, other factors could be giving back to the community or limiting the potential harm
our businesses may cause, etc. But here, the main two — time and money — are the key elements I want to focus on.
First, though, it should be pointed out that
wealth should not always be measured in terms
8 • Vol. 9 / Issue 2 • International Surface Fabricators Association
production shops just don’t want to handle.
and pay them overtime wages to take on the
No matter your business model, it is not too
we are at the top of that curve and getting the
enough to focus on doing things that very high-
enough to show me around and discuss his
and installs solid surface and laminate, and up
Lindroth was the first to admit they used some older techniques, but he also pointed out that this allowed them to complete some complex projects in the time it would take some rampedup shop with all of the latest equipment just to set up for the work. And with the business having been around for 58 years, it is hard to argue that it isn’t doing things right. It’s not always about bigger and more. It’s much more about knowing where the sweet spot is. Pierce knows its strengths and weaknesses, and what jobs fit and what jobs it should just walk away from. And from what I can tell, that is the secret to answering the question, “When is enough really enough?” As always, I look forward to your feedback. Sincerely,
until recently templated and installed quartz
surfacing. However, Lindroth told me that long ago the company decided it was not going
to take on fabrication of stone or other hard
surfaces, nor would it accept the oftentimes
arbitrary pricing of big box store business, but rather it would focus on what it does best.
Kevin Cole, Publisher & Editor kevin@isfanow.org.
Circle RS#05 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2000
From the President From the Desk of Adam Albee, ISFA President, 2016
With Spring Comes Growth and Opportunity It’s been an exciting first quarter here
manufacturers dedicated to pursuing the
growth of spring took hold, so too did we
website at www.nbmda.org/About_Us.)
at ISFA. As winter ended and the green
see growth with the association. Both our
membership and staff are growing, and we are in the process of finalizing some new
relationships that will continue to provide growth and value for our members.
One of the most exciting new relationships that is leading to large growth potential is
the formation of ISFA China. During KBIS/ IBS in January, we met with a Chinese
gentleman who presented an exciting vision for ISFA China. The goal put forth was to
raise the bar for quality and craftsmanship
association’s mission. (Read more on its
an alternative to gasoline that’s made by highly compressing natural gas. More than 12 million vehicles around the world run on
It essentially does for distributors what
natural gas; however, only about a quarter
relationship between fabricators and
We converted one of our vans to CNG and
ISFA does for fabricators. Given the close distributors, our affiliation should prove to
be a powerful alliance in the coming years.
Together we will work to make each other’s
member bases stronger and more profitable
through additional training opportunities and resources. We are already working together to set up training opportunities hosted by distributors around the country.
million of those are in the United States. the savings has been enormous, especially as gasoline prices begin to rise again. CNG costs about half of gasoline or diesel, and as an added benefit, emits up to 90 percent less emissions, depending on the vehicle and a number of factors. For us, the savings in fuel costs more than paid for the cost of the conversion within a couple of
in the local Chinese fabrication industry,
Additionally, this year ISFA members will
popular countertop material, as well as form
Company in the form of a discount on van
positively impact our domestic association
a chassis with Unicell body from their local
working hard to keep ISFA at the forefront
SRW vans and one Aerocell van in our
with new ways to grow their businesses.
years, especially when we’re running the van
where solid surface is by far the most
also enjoy a new benefit from Unicell Body
a mutually beneficial relationship that will
bodies and accessories when they purchase
The entire board of directors and staff are
member base over the long term.
car dealer. We personally have three Aerocell
of the industry and to provide our members
By the time you are reading this, I will have
company’s fleet. The Aerocell SRW vans are
already traveled to meet with the ISFA China Board of Directors at the end of April to
finalize the deal. So, assuming everything went as expected, and all of the details
of the agreement have been put in place,
the perfect size for a fabrication company, and the aerodynamics really do equate to
fuel savings for your business compared to the traditional box vans.
every day.
I’m extremely proud of what we have accomplished so far this year and excited to see all of the opportunities that continue to present themselves in our industry. I believe 2016 is going to be one of the
you will be hearing from me about a more
To round out the Unicell benefit, we are
best years many of us have seen in a long
will bring ISFA members.
with a fleet code that will allow them to save
important right now both for ISFA and our
those taking advantage of this benefit can
come together to help one another, the more
detailed overview and the positive impact it We are also in the early stages of a new partnership with the North American
Building Material Distribution Association (NBMDA). According to association’s
working with Ford to provide ISFA members
time. Strategic partnerships are especially
money when purchasing a Ford chassis. So,
members. The more our industry partners
double up on the savings by combining the Unicell body with a Ford chassis.
mission statement, “NBMDA develops and
I would also encourage anyone purchasing
processes to improve member profitability
a compressed natural gas (CNG) fuel
promotes the effectiveness of distribution
a Ford Aerocell SRW to consider adding
and growth.” In general, the group
conversion. This may be a concept you
represents a network of distributors and
10 • Vol. 9 / Issue 2 • International Surface Fabricators Association
are unfamiliar with, but CNG is basically
successful we will all be.
Adam Albee, ISFA President adam@lincolnlaminating.com
Circle RS#07 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2015
From the Executive Director From the Desk of Mike Langenderfer, Executive Director
With So Much Going On, What Are You Doing? As I sit here in front of my computer trying to
trade show; we are revising the ISFA website
growing pains, but believe me when I say that you
overwhelmed with ideas and also really at a loss
industry; Adam Albee, ISFA’s president, is traveling
can take advantage of. There are companies in
decide what to write in this editorial, I am both
to make it more usable for members and the
for words. There is so much happening in the
to China to meet and discuss a joint membership/
How do I decide what is more important to write
be hosting an ISFA Generation 2 gathering at
world, the countertop industry, ISFA, and my life.
training program; at the end of the month I will
about?
my shop in Ohio; in August the board, staff and
Time seems to be flying by. In the very short
time since I was appointed to the role of ISFA
Executive Director, my company has built and
moved into a new production facility; ISFA held
its 2015 annual meeting; we have hired Amy and
I will be at the International Woodworking Fair
(IWF) in Atlanta; and ISFA is planning a Senior
Management gathering at IceStone in New York in September. And to round this out, we are working on the 2016 ISFA Annual Meeting coming up this
don’t have to do it alone. There is a lot of help you every state in the union that are experiencing the same problems and facing the same issues that you are, and every one of them wants to, and is
willing to, discuss their problems and successes
with you. They are attending events with ideas to share and problems to face head-on. They need you, and you need them.
I know I always seem to present the same
November in Cancun, Mexico.
basic idea, but I truly believe that you must
and Kevin and Paul have sold and put together
We are all working hard to help ISFA members
all the difference in my business. If you sit on
to press in a couple of weeks. I have also been
increase profitability. The chances to benefit just
for the Kitchen & Bath Industry Show (KBIS), The
If you’ve read my editorials in the past, you know
business ultimately fails, you will be saying to
needs to get involved. We all need to get out from
So with all that in mind, and knowing that it WILL
Lynn to work in the main ISFA office with Carol;
three magazines and will have the fourth (this one)
and the industry in general improve, learn and
to Mexico for the Cosentino 100; been to Vegas
keep on coming.
International Builders Show (IBS) and StonExpo;
spent a week in Florida on “vacation” and visited a couple of fabrication shops; spent a few days in Italy visiting a Laminam plant; traveled to
Houston for additional Dekton training; and last week I was in St. Louis attending the Effective
Commercial Business class presented by ISFA and hosted by Colt Industries. (By the way, I
want to give sincere thanks to Russ Berry of
ASST and Keith Haight, former ISFA executive director, for a great presentation.)
And there is so much more that is happening! I am preparing to drive to Chicago for the Coverings
get involved in your industry. I did, and it made the sidelines, you will simply watch all of the
opportunities pass you by. I guarantee you that if you never jump on the bandwagon and your
that I’m always preaching about how each of us
behind our desks and see what opportunities are available. Complacency is one of the best paths to failure.
yourself, “Wow, I wish I would have …”
make a positive difference for your business and your life, I want to personally ask you to
get involved and help us improve and grow our
There is so much opportunity out there RIGHT
industry. You owe it to your customers, your
Unfortunately you can’t attend everything.
about fabricators helping fabricators. What are
NOW to help fabricators grow their businesses.
business, your employees and yourself. ISFA is
However, you can attend some things. So I am
you doing?
directing the rest of this letter to those small
shops out there that are struggling to make it big. I know you’re working hard and your business is probably growing. And with growth comes
Mike Langenderfer, Executive Director mike@isfanow.org
It’s more than just learning how to be more profitable, saving money on the bottom line and getting great referrals and discounts. Call ISFA today and find out how to make your world a better place. (412) 487-3207 www.ISFAnow.org Circle RS#06 on Reader Service Page or visit www.isfanow.org/info. 12 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Circle RS#06 on the Reader Service Page or visit www.isfanow.org/info.
Calendar of Events MIA Stone Industry Education Series May 11 Edison, N.J. (440) 250-9222 Hermance Expo 2016 May 11-12 Williamsport, Pa. (570) 326-9156 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va. (412) 487-3207 www.isfanow.org Carrara Marmotec 2016 May 18 – 21 Carrara, Italy +39 058-578-7963 MIA Stone Industry Education Series May 19 Seattle, Wash. (440) 250-9222 MIA Stone Industry Education Series June 9 Wixom, Mich. (440) 250-9222 Regent Stone Top Polish Engineered Stone & Granite Repair Course June 9 – 10 Arizona (866) 233-4877 Park Industries Digital Stoneworking Expo June 16 St. Cloud, Minn. (800) 328-2309 MIA Stone Industry Education Series June 23 Toronto, Ontario, Canada (440) 250-9222
ISFA/IWF Countertop Symposium Aug. 23 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com
MIA Stone Industry Education Series Oct. 19 San Diego, Calif. (440) 250-9222
IWF 2016 (with ISFA Countertops Pavilion) Aug. 24 – 27 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com
Canada Woodworking East Nov. 2 – 3 Montreal, Quebec, Canada (888) 454-7469
Marmomacc Sept. 28 – Oct. 1 Verona, Italy 045 829-8111 ISFA CEO & Upper Management Gathering Hosted by IceStone Sept. 14 – 15 New York, N.Y. (412) 487-3207 www.isfanow.org MIA Stone Industry Education Series Sept. 22 Minneapolis, Minn. (440) 250-9222 Concrete Décor Show Sept. 25 – 29 San Diego, Calif. (877) 935-8906 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Sept. 27 – 30 Virginia Beach, Va. (412) 487-3207 www.isfanow.org MIA Stone Industry Education Series Oct. 6 San Antonio, Texas (440) 250-9222
Dwell on Design June 24 – 26 Los Angeles, Calif (800) 451-1196
ISFA Effective Commercial Business Seminar Oct. 6 – 7 Southern California (412) 487-3207 www.isfanow.org
MIA Stone Industry Education Series July 14 Birmingham, Ala. (440) 250-9222
Greenbuild 2016 Oct. 7 – 9 Los Angeles, Calif. (866) 815-9824
14 • Vol. 9 / Issue 2 • International Surface Fabricators Association
ISFA 2016 Annual Meeting & Conference Nov. 8 – 11 Cancun, Mexico (412) 487-3207 www.isfanow.org Surface & Panel Symposium Nov. 14 – 16 Denver, Colo. (920) 206-1766 ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Dec. 6 – 9 Virginia Beach, Va. (412) 487-3207 www.isfanow.org Kitchen & Bath Industry Show (KBIS) Jan. 10 – 12, 2017 Orlando, Fla. (877) 267-4662 NAHB Int’l. Builders Show (IBS) Jan. 10 – 12, 2017 Orlando, Fla. (800) 967-8619 The Int’l. Surface Event/ StonExpo West Jan. 17 – 20, 2017 Las Vegas, Nev. (800) 967-8619
Submit your event for consideration in Calendar of Events by emailing Editor Kevin Cole at kevin@isfanow.org.
Circle RS#08 on the Reader Service Page or visit www.isfanow.org/info.
OR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE ABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR
Education Connection
relatively reasonable monthly fee. Also discussed were online lead sites, such as Angie’s List, and the overall viewpoint was that leads would be
fewer if customers had to pay for the service, but
that if there was no cost to fabricators to be listed, it may be worth a shot. Business Models Everyone had different business models and
thus different marketing/showroom strategies. Some focus mostly on commercial work while
ISFA CEO and Upper Management Gathering Brings Together Great Industry Minds to Discuss Topics Key to Business Success Designed to be small gatherings where the
where the group could get to know each other
surfacing industry companies come together
would be less about introducing themselves and
owners, CEOs and top management from various in groups of eight to 15, ISFA’s CEO and Upper Management Gatherings have proven to carry
a lot of value. The idea is to gather these small
groups in intimate settings to discuss very frankly the issues that are affecting their businesses and share their ideas on the current industry trends
with each other. The results are that each meeting is different, with varying topics based on what
problems or successes those in attendance are
facing. This was the case of the recent roundtable event held in Nashville.
Hosted by Creative Countertop Solutions and
in an informal setting so that the next two days more about accomplishing their goals.
In attendance were: Mike Woods, of Creative
Countertop Solutions and ISFA board member; Jessica McNaughton, of CaraGreen and ISFA board member; Billy Shaw, of Countertops of
Memphis; Augie Chavez, of Gecko Solid Surface
Solutions; Mark Rosenkrantz, of Schechner Lifson
Corporation; Keith Haight, of Durasein; Jeff Moore,
Mystera Surfaces; Bill Sauter, of OHARCO Building Solutions; Bill Phillips, of Countersync; and
Deanna Campbell, of Natural Stone Concepts. The
group made some interesting observations, shared some creative ideas and challenged each other to answer tough questions facing the industry.
The first night, Creative Countertop Solutions was kind enough to put on a welcoming reception
16 • Vol. 9 / Issue 2 • International Surface Fabricators Association
to date and displays were aesthetically pleasing. Other Topics Additional topics that were touched on were HR
issues, ranging from drug testing to morale-killing
“Modern Materials” and what sorts of alternatives
and falling prices caused by cheaper foreign
followed by informal interaction in a roundtable
commodities.
there is proper documentation of safety measures;
to the typical products were emerging. This was
goods and how to avoid having products become
setting in which several topics were tackled and
Overall, the meeting had a great mix of seasoned
lunch was provided. While there is not enough
room here to discuss all of the topics covered, some of the highlights are included below. Technology
sentiment was that buy-in to key technologies,
participants.
showrooms were staffed, color selections were up
presentation by McNaughton on the subject of
industry held the first of two of these events for
for investing in the event to the betterment of the
expounded on the value of making sure those
employees; prepping for OSHA and making sure
This was a major subject of conversation — both
the year. A big thanks is due to both organizations
perspectives. Those who do have showrooms
On March 17, the day kicked off with a short
sponsored by Cosentino and CaraGreen, from
March 16 to 18 eight movers and shakers in the
others were more residential, broadening the
the positive and negative aspects. Overall the
fabricators and relative newcomers, and everyone was able to hear some great stories and receive useful advice, all while having a good time.
Attendees all felt they had established some lifelong connections and look forward to seeing how these relationships grow over the years to come. Special Thanks to the sponsors:
such as software-based jobtracking systems, helped establish solid business foundations.
However, there was also discussion about being
careful to avoid buying into unproven technologies too quickly. Marketing The group discussed the pros and cons of attending trade shows as a viable way to
develop business leads. Additionally, the entire
assembly felt that social media and e-marketing are absolutely critical in today’s digital world. Two viewpoints were discussed in this area.
One company has a full-time person on staff
who blogs, posts on social media and handles the company’s e-marketing. On the other side
of the coin, was nearly the opposite idea, where one company completely outsourced all of its
digital marketing, from social media to blogs for a
The other ISFA CEO and Upper Management Gathering is being hosted by IceStone in New York on Sept. 14 to 15 this year. For more information or to sign up, visit www.isfanow.org/special-events/ or call the ISFA office at (412) 487-3269.
In the Industry OSHA Finalizes New Silica Rule, Fabrication Businesses Generally Unhappy
Park Industries’ Schlough Receives Migliore Award for Lifetime Achievement
After much review and an outcry from many
industry organizations, the Occupational Safety
Park Industries owner Tom Schlough was awarded the Marble Institute of America’s Migliore Award for Lifetime Achievement. Based in St. Cloud, Minn., Park Industries manufactures and supplies stone processing machinery and equipment. Schlough’s leadership has been accredited to many industry achievements, such as the 1979 introduction of the first diamond-tipped saw for
and Health Administration (OSHA) finalized the revised federal rule for limiting workers
permissible exposure levels (PELs) of crystalline
silica, which causes silicosis, chronic obstructive pulmonary disease (COPD) and lung cancer.
OSHA first proposed the rule changes in 2013
and claims it will save more than 600 lives and
prevent 900 cases of silicosis each year, providing an annual savings of $7.7 billion. However,
building and construction organizations, such as the Marble Institute of America (MIA), National Association of Home Builders (NAHB) and
cutting granite and the development in 1998 of a CNC router for dimensioning, shaping and cutting marble and granite. In 2003, it also introduced a system to process full dimension stone into thinstone veneer. Though Schlough retired, he remains involved as the company’s principal owner.
Associated General Contractors of America (AGC)
American Federation of Labor and Congress of
up to Direct Stone Tool in San Diego where he
sure previous regulations, in which the PEL level
SCIGRIP Acquires Integra Adhesives
service and CNC training and setup, Phillips
and the requirements in the revision will actually
SCIGRIP Smarter Adhesive Solutions, a global
experience in the stone and tile industry, as well
The revised rule has two standards: one for the
adhesive products, acquired Integra Adhesives,
general industry, with four key parts:
based company specializing in the manufacture
argued the proper step would have been to make was set more than 40 years ago, were enforced
Industrial Organizations (AFL-CIO).
cost money and do little to improve worker health.
manufacturer of structural and engineered
construction industry and one for maritime and
Inc., an Abbotsford, British Columbia, Canadaof adhesive products for solid surface, quartz
was responsible for inventory, sales, customer is well suited for the new role. “His extensive as vast knowledge of CNC tooling, will allow us to accelerate our expansion efforts in the
Western part of the United States,” said Cliff Sallis, president of Lackmond Products, Inc.
manufacturing in both Durham, N.C., and British
Hanwha Surfaces Expands North American Direct Distribution of HanStone Quartz
protective equipment (PPE) to limit worker
seaming adhesives and a trusted brand name,”
South Korean-based conglomerate Hanwha
high concentrations;
synergies of our products, technologies and
3. Employers are required to create a written
to serve current customers as well as grow our
1. Crystalline PELs are reduced from 250
micrograms per cubic meter to 50 micrograms per cubic meter in an eight-hour period;
and natural stone. Integra Adhesives will maintain its headquarters in Abbotsford, and operate
2. Employers must ensure the use of personal
Columbia. “Integra is a world-class provider of
Hanwha Surfaces, the American subsidiary of
exposure, and controlled access to areas with
said John Reeves, president of SCIGRIP. “The
L&C, is moving to a direct sales model in New
exposure-control program, and train employees on the hazards of silica and how to limit exposure; and
4. Employers must monitor the health of
workers with potential for high exposure by
providing regular information on lung health and medical examinations.
The new rule is scheduled to go into effect
June 23, but staggered schedules have been
set with various industries to comply with the
requirements. For the construction industry, the rule takes effect June 23, 2017, and for general industry it takes effect June 23, 2018. Some
organizations, particularly unions, have expressed support for the new rule, such as the North
America Building Trades Union (NABTU) and the
staff will significantly enhance our opportunities market share.”
England, Michigan and Ohio. On the heels of
the opening of its Philadelphia warehouse and showroom in 2015, this transition will help the company directly reach consumers in these
Lackmond Stone Appoints Andrew Phillips as a New Territory Manager
high-volume territories with its HanStone Quartz
Lackmond Stone has
to open warehouses in these areas starting with
named Andrew Phillips,
former branch manager of Direct Stone Tool, as
territory manager, servicing customers and
overseeing the company’s sales strategies on
the West Coast. With nearly 20 years’ industry
product line. This expansion signals a period of unprecedented growth for Hanwha Surfaces,
which is moving its entire production to North
America in the coming year. The company plans Springfield, Mass., in the next year and in Ohio in the near future. The approach is designed to enable the company to deliver consistent
product quality. The company also offers Hanex Solid Surfaces.
experience beginning as an apprentice for his family’s tile and stone business, Phillips Tile,
Artisan Group Adds Members in Tupelo and Amarillo
to his work as a production manager and CAD
programmer for Pinnacle Stone and Tile leading
Premier Countertops in Tupelo, Miss., and
Adobe Walls Stoneworks in Amarillo, Texas, have International Surface Fabricators Association • Vol. 9 / Issue 2 • 17
In the Industry CaraGreen Named New Official Distributor of Lapitec
been selected as the two newest members of the Artisan Group, a national organization of independent countertop fabricators. The group
CaraGreen was named as the new official
offers its own brands of premium countertops
distributor of Lapitec for the states of Maryland,
including Artisan Stone Collection granite and
Virginia, North Carolina, South Carolina and
marble, Saratoga Soapstone, Heritage Wood
Georgia. The agreement covers the supply of the
and Aventine Quartz, the organization’s new exclusive engineered stone product line. Premier Countertops opened its fabrication facility in January 2006 in Tupelo, and has since expanded its reach throughout Mississippi and into Tennessee, Alabama and Arkansas. Founded by Brian Waddell, the company sells to both wholesale and retail customers from two retail showroom locations. Adobe Walls Stoneworks is the largest full-service granite fabricator in the Texas Panhandle, founded by Justin Howe in 2002. It handles all aspects of its business inhouse using state-of-the-art equipment and also
material and the joint promotion and after-sales service to the customers within the territory.
BLANCO PRECIS Medium Single Sink NueMedia Launches Mobile Apps Wins Good Design Award BLANCO has received a Good Design Award for its PRECIS Medium Single sink with Drainer. The award is presented each year by the Chicago Athenaeum, Museum of Architecture and Design after receiving several thousand submissions. The sink has also won other awards and been finalists in several other competitions. Recipients of the Good Design award are recognized for the most
puts a priority on operating in an environmentally
innovative and cutting-edge industrial, product
conscious manner.
and graphic designs produced around the world.
Circle RS#09 on Reader Service Page or visit www.isfanow.org/info. 18 • Vol. 9 / Issue 2 • International Surface Fabricators Association
NueMedia, LLC launched three mobile apps for its digital information portals: CountertopIQ.com, FinishingIQ.com and WoodIQ.com. After reviewing the statistics on newsletter readership, company analysts found that more than 30 percent of NueMedia’s members operated mainly via mobile devices, and with the increase in email use on mobile devices, the development of apps allows the company’s portal users more options to access and share information. All of these mobile apps are available on Google Play or the Apple App Store.
Circle RS#10 on Reader Service Page or visit www.isfanow.org/info.
KRION Solid Surface, Adhesives Receive NSF Certification for Food Contact
the new location include doubled warehouse capacity to over 62,000 sq. ft., increased inventory, including expanded material handling and capital equipment, a computerized picking
KRION has been granted NSF Certification for
process to improve accuracy, a product testing
Food Contact: Food Zone and Splash Zone for
area and expanded shipping hours.
both solid surface sheets and adhesives. This
means these products can be in direct contact
10:1 ratio and was made specifically for the stone industry. Unlike other adhesives, the activator
side of the glue is colored, allowing a fabricator to identify immediately whether the glue is activated or not. It bonds well even to moist stone, and is available in 50ml, 250ml and 500ml cartridges.
GlueBoss has matched all of Cosentino’s colors for all products. All colors are in stock and available,
with food, unlike products with the NSF Splash
and the product is distributed through Tenax.
Zone certification that are only suitable for use in areas where splashes or spillages of foods may occur, but not for direct contact.
Cosentino Approves GlueBoss StoneBond for Use on Dekton
GranQuartz Opens New Headquarters and Warehouse GranQuartz has moved into new headquarters
Cosentino approved the use of GlueBoss
its recent growth and to better serve customers.
wide basis for all indoor applications on any of
from its previous location, expands both the
Dekton ultra compact surfaces, Silestone, Sensa,
warehouse capacity and includes a retail store
designed to be a superflex, non-sag, dripless
and a new primary warehouse to accommodate
Adhesive Company’s StoneBond on a world-
The new facility in Norcross, Ga., just 20 minutes
Cosentino’s hard surface products, including
headquarters office space and the primary
Scalea and Prexury products. StoneBond is
with more than 1,000 items. Highlights of
adhesive, according to the company. It is used in a
CMA Board of Directors Names Interim Executive Director The Cabinet Makers Association (CMA) named Amanda Conger as interim executive director.
Conger has been the organization’s director of sales and marketing since April 2015 and will continue those duties in addition to her new
responsibilities. She succeeds Jim McDermott
who was also a founding board member and past president of the CMA. The board of directors
thanked McDermott for exemplary service as executive director.
Circle RS#11 on the Reader Service Page or visit www.isfanow.org/info. International Surface Fabricators Association • Vol. 9 / Issue 2 • 19
Take Control of Your Business Establish metrics to define, evaluate and plan for success, especially with CNC machinery By Rob Bromley
How do you know if you are successful?
be 33 percent. These are typically fixed costs
Does your accountant tell you monthly, quarterly
(building, office staff, insurance, etc.) and do
successfully manage your business if you have
percent may be tied into material costs and the
Defining metrics within a business allows for
An organization should determine where it has
opportunities within the organization. This is
those key areas.
or annually if you are profitable? It is difficult to
not fluctuate with business volume. Another 33
not identified key metrics within your company.
remaining 33 percent may be in labor costs.
tracking, monitoring and assessing success or
the most “pain” and develop metrics to measure
particularly true when it comes to the successful use and integration of CNC machinery.
The main goal of defining business metrics
is to track costs, communicate a company’s
progression toward certain short- and long-term goals and objectives, and ultimately increase bottom-line profitability. Where to Begin? Every area of a business has specific metrics that could be measured and monitored:
marketers track campaign and program
statistics; sales teams monitor new opportunities and leads; production managers monitor
production volumes and costs; and owners look at big picture financial metrics.
In many fabrication businesses the production/
Don’t overcomplicate things — keep it simple.
flow efficiencies and reduce labor costs.
syndrome. This often leads to becoming
shop areas have huge opportunities to improve
Don’t get caught in the “paralysis by analysis”
The ongoing struggle to find, train and retain
overwhelmed and freezing up in a sea of data.
employees continues to plague businesses
around the country. Measuring the right things could help you to decide when and if new
employees are needed, or if machinery upgrades are warranted and what the ROI on such a machinery investment will be. Start Small Establishing metrics within your business
will be easy — only if you start small, that is.
Don’t get overwhelmed by thinking you have
to implement 15 different metrics within every
Implementing metrics in a business first begins
department of your business. You are better off
average fabrication shop, overhead costs may
that will be manageable and easy to monitor.
by understanding the cost structure. In an
20 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Figure 1 - Park Industries FUSION CNC Saw/ Waterjet system can cut, on average, two slabs per hour and has material nesting capabilities that are designed to save 10 percent or more in yield.
starting with a total of two to three key metrics
Key Metrics A key metric that is often discussed within the
stone fabrication industry is square feet per labor
hour. This measurement evaluates labor efficiency and could be a key metric within various
departments. For example, a business should
evaluate the square feet per labor hour of various departments such as templaters, programmers and shop floor associates. These metrics will
vary based upon the department, but at least
a baseline gets determined and managers can understand what improvement could look like. One other metric that fits in this same realm
is material usage. How much of each slab is
being used and how much is being tossed into a dumpster? An analysis of nesting methods
could yield improved usage and cost savings (see Figure 1).
Be Consistent Often, companies get nervous that they are
establishing the correct metrics. There is no “right” and “wrong” answer as it pertains
to metrics. Just start and be consistent. By
establishing some type of measurement within a business, the baseline and starting point are
defined. If changes are made, a determination can be made as to whether or not the change has had a positive or negative impact on a
business. This can’t be done this if there is no of metrics!
Figure 2 – A variety of machine metrics is available. For instance, Park Industries exclusive OPS Productivity Reporting allows fabricators to capture metrics in real time.
Engage Employees
the A+ managers and owners will consider
baseline to compare the progress to the value
An owner or manager can’t be an island as it
pertains to metrics. The whole team needs to
be involved on the value, benefits and purpose of establishing these metrics. Sometimes,
owners are challenged with getting employees onboard with the process. Why? In addition
to working as a tool to evaluate success and opportunity, metrics also evaluate failure,
having a bottom-up SMART goal setting
meeting where employees are asked to share their ideas and opinions. This takes time and energy, but involving employees in the goal
process enhances collaboration and they feel a sense of ownership in reaching the goals. Create a Dashboard
which may scare some. But, employees
Metric discussions should be incorporated into
process, not single out individuals.
focus and importance of the areas of focus for
have to know that the idea is to improve the Think of metrics like grades given in school.
regular weekly meetings. This heightens the the business.
Getting an “A” vs. a “C-” clearly identified
To simplify metrics communication, a
Why can’t we implement these same strategies
developed. The dashboard can be updated
business to an “A” business. This can only be
will even capture this information for a shop.
You may be running a “C-” business and not
highlights the square feet per labor hour
where there were opportunities to improve.
dashboard that highlights trends can be
within our own business and move our “C-”
weekly or monthly. Sometimes CNC equipment
done through the implementation of metrics.
For example, the dashboard in Figure 2
know it.
SMART Goals Metrics without goals can be a waste of time, resources and money. Once opportunities have been identified, goals to meet your
objectives must then be identified. Goals help employees get onboard and start focusing
on the opportunities. Goals also identify clear accountability, which enables owners to manage through clear definitions.
When establishing goals, try to make the
SMART goals (specific, measurable, action focused, reasonable and timely).
Often, establishing goals happens from owners or managers who feel largely responsible for communicating necessary information with little or no input from employees. However,
progress over the course of a year, with plotted points every 30 days.
By having metrics clearly visible encourages
growth and makes success more likely. Adding
great employees is to recognize them for their hard work and achievement. Employee bonus programs come in many forms, such as profit sharing, year-end bonuses, production-based bonuses or noncash bonuses. Owners and managers should identify what type of bonus program will work best with their employees. Once that is done, it’s vitally important it is kept aligned with the goals to ensure its effectiveness. Plan for Success It’s hard to change old habits, especially if those habits have made money in the past. Today, we are working in different competitive, economic and fabrication environments. Now is the time for owners and managers to challenge themselves and their operations to do things differently and plan for success. To do so, one must continuously ask, “Why do we do it this way?” “Would I give this an ‘A’ or a ‘C-’ grade?” A mode of continuous improvement is a must and owners should look at ways to bring the business and its profitability to a new level.
these visual representations that show growth
Start planning your success today!
need to focus without even having to tell them.
About the Author
trends enable associates to see where they Dashboards speak louder than words and
make internal communication easy and more impactful.
Reward Success Recognizing employees for a job well done is just good business. If a team has met or exceeded the goals identified, they should
be recognized and made to feel appreciated. The world’s talent pool is shrinking and it’s
becoming harder and harder to find and keep
great employees. One of the best ways to keep
Rob Bromley has been a sales consultant for Park Industries since 2003. Having spent the last 12 years working in the stone industry, he has a multitude of fabrication knowledge and experience. Rob has been a key speaker at Park Industries Digital Stoneworking Expo for years highlighting the value and importance of establishing metrics. For more information visit Park Industries online at www.parkindustries.com, email park@ parkindustries.com or phone (800) 328-2309. International Surface Fabricators Association • Vol. 9 / Issue 2 • 21
Material Handling Spotlight
Better Vacuum Cups — Repairable Vacuum Cups Better Vacuum Cups, Inc. offers its line of SS200 and SS200400 vacuum cups that can be easily repaired if damaged. And, they are almost half the weight of many other stone cups, and have a patented modular design for strength. One of the best features is that in situations where tooling and vacuum cups make unwanted and damaging contact, the cups can be repaired. This can save significant amounts of money, and is easily accomplished, reports the company. The rubber lids (that are identical for both the top and the bottom) are quickly replaced in about 30 seconds, preventing significant downtime and saving shop owners money. Additionally, according to the company, they fit perfectly without any leaks and no foam gaskets are needed.
Braxton-Bragg — Stone Pro SR2 Vacuum Support Rail System Braxton-Bragg offers the SR2 Vacuum Support Rail System made by Stone Pro, located in Effingham, Ill. This support system was designed to carry even the weakest countertop safely from truck to house. It operates efficiently on eight AA batteries, which allow eight hours of run time. The CNC-style cups work great on any surface. They hold just as tight to any textured or rough surface as they would to a polished surface. Stone Pro extensively tests its products in real fabrication settings, stands behind its quality and provides technical assistance on every item they manufacture. Circle RS#49 on page 56 or visit www.isfanow.org/info.
Circle RS#47 on page 56 or visit www.isfanow.org/info.
F. Barkow — Rock Solid Stone Carriers F. Barkow offers stone carriers for vans with lease and financing packages available. They are made with high-tensile steel specifications and have all-welded construction. Available in right or left outside stone racks, they are 72 in. standard in height and have four stakes with
Barkleats™ and hardware as standard. Their 1½-sq.-in. tubular construction includes “B” horizontal load-holding slats; Barpads® Stone Cushions on 8-in. centers; neoprene baseplate pads on 12-in. centers with 5-in. usable ledge boards. They have a front load stop, stake slots on 12-in. centers and optional 30-in. gear and rack extensions, and optional upper sign panels. They are crated for shipment or installed at the company’s Milwaukee plant. They are available in all-aluminum construction with polished finish stone carriers and stakes, or stainless steel which is three times stronger than aluminum and requires minimum stone rack maintenance. Circle RS#51 on page 56 or visit www.isfanow.org/info.
GranQuartz — Diarex II A-Frame Transport Racks Blick Industries — Vanity Sink Suction Cups The Blick Vanity Sink Suction Cup is designed to hold vanities with a cutout for the 2211, 2210 and 2209 sink sizes (Part# 12-701-10). The cups allow fabricators to hold small vanity tops with vacuum power that are normally difficult to hold without mechanical clamping. These cups help support the edge of the sink cutout where circular and square cups may fall short. They are available at any height and in the most popular fitting sizes. And as always, the company can add any of its parts into Easystone for free. Circle RS#48 on page 56 or visit www.isfanow.org/info. 22 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Domain Industries — Voodoo Fusion Seam Setter Domain introduced the Fusion manual pump seam setter. It is an installation tool used for joining seams and stabilizing backsplashes. Its heavy-duty construction allows for complete surface versatility, working perfectly with natural stone and granite, and even solid surface material. According to the company, this is among the most powerful manual pump seam setters on the market and it pulls perfect seams on all of these materials. Circle RS#50 on page 56 or visit www.isfanow.org/info.
GranQuartz offers several options for safely transporting finished work to the jobsite via Diarex® II A-Frame Transport Racks. The racks have rugged steel construction and cushioned rubber protective strips riveted to the frame. For lifting, it has welded forklift brackets underneath on four sides and overhead crane rings on top. For security, the steel uprights are faced with rubber and equipped with ratcheted tie-down straps to securely hold stone in place.
Circle RS#52 on page 56 or visit www.isfanow.org/info.
pads and uprights have full-length rubber strips. Quick-release mounting pins change the tack
from mobile to stationary in less than a minute with the optional CK-4 Caster Kit. It has a
hot-dip galvanized finish and measures 96 in.
long by 44 in. wide by 70 in. high. It is 8 in. high with the optional casters attached.
Circle RS#53 on page 56 or visit www.isfanow.org/info.
Grove — Transport Rack The Groves TR4496 Transport Rack allows for up to a 4,000-lb. capacity and is among the strongest transport racks in the industry. It is designed for transporting and storing product in the shop or on the job. The rack has forklift hoops mounted on its sides, and the bottom
Lackmond Stone —Various Material Handling Equipment Lackmond Stone meets the material handling
needs of the stone fabrication market by offering
ranging from slab racks and A-frames to transporting dollies, vacuum lifters, booms and more. It carries a variety of well-known brands
experience and knowledge as well as supplying
including Omni Cubed, Groves Incorporated,
a complete line of material handling equipment,
Circle RS#54 on page 56 or visit www.isfanow.org/info.
equipment and accessories. The company offers
Woods Powr Grip and Abaco.
Circle RS#12 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2002 International Surface Fabricators Association • Vol. 9 / Issue 2 • 23
simultaneously. Each model is available in three lengths (4-, 6-, and 8-ft.) to protect any size stone from fabrication to installation. Circle RS#56 on page 56 or visit www.isfanow.org/info.
Now Handling, Inc. — Ship Skid Now Handling, Inc. offers a galvanized steel skid that serves as a heavy-duty shipping skid with outriggers to lock and secure a 30,000-lb. load into an ocean container, a van, a flatbed truck, a flatbed railcar or intermodal container. It can be knocked down by one person in less than five minutes for storage or empty return. It can be double stacked fully loaded or by extending the outriggers can become a standard slab rack for bulk, finished product or remnant storage. Customers use it to display products, pull orders for delivery and, with wheels, it is a heavy-duty transport cart. The galvanized finish makes it suitable for outdoor storage. Forklift pockets make it movable by standard warehouse lift equipment. Users can reduce order handling by staging an order on the skid and setting the entire order on the delivery truck. Circle RS#55 on page 56 or visit www.isfanow.org/info.
See Our Ad on Page 18
Regent Stone Products — CNS Heavy Duty A-Frame The CNS Heavy Duty A-Frame offered by Regent Stone Products is constructed using high-quality steel. It is powder-coated for durability and aesthetics. Features include a 3-in.-wide channel for wood to protect slabs, a removable center brace to compact for shipping and 13,000 lb. capacity per side. It is 60 in. long by 60 in. high, with 3-in. minimum width and 165-lb. weight.
Omni Cubed’s Sink Hole Saver™ Original, VCM and VCA are designed to protect stone from breakage during fabrication, lifting, transport and install. They feature a durable stiffening rail, with clamp or vacuum cup attachments to strengthen and reinforce delicate sink cutouts, backsplashes, thin materials and other fragile pieces. The clamps and cups slide in the stiffening rail for custom placement, and feature easy-grasp knobs that make tightening them into place quick and simple. The stiffening rail is made of durable, nonrusting, lightweight aluminum. The automatic vacuum cup model (VCA) features a powerful, compact vacuum that maintains suction for all cups 24 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Circle RS#60 on page 56 or visit www.isfanow.org/info.
See Our Ad on Page 15
Circle RS#57 on page 56 or visit www.isfanow.org/info.
See Our Ad on Page 11
Unicell — Truck Bodies and Equipment
Omni Cubed — Sink Hole Saver™
bracket for setting the correct angle. This reduces excess stress on the poles and takes the guesswork out of workers’ hands. It is made with 16 galvanized steel square tubing uprights, so it will never rust. The uprights are 60 in. tall to reduce slab angle force and has internal steel reinforcement for extra stability and strength. Each base has 13 post holes spaced 8½ in. on center, and it has a maxiumum storage capacity of 60 3cm slabs or 96 2cm slabs. The rack also comes with two 10-ft.-long base beams and 16 60-in. uprights.
The truck bodies offered by Unicell Body Company, Inc. are made from durable onepiece fiberglass construction in attractive aerodynamic designs to help increase fuel efficiency and are finished with a smooth seamless glossy exterior to prevent leaks. The truck bodies are available in five different styles; Dry Freight, Classicube, Aerocell, Aerocell CW, and Body & Equipment. ISFA members get a special discounted price when ordering Unicell truck bodies.
Circle RS#58 on page 56 or visit www.isfanow.org/info.
See Our Ad on Page 53
Weha – Bison Granite Slab Rack Storage Set The Weha Bison 10-ft. Granite Slab Rack Storage Set is among the safest slab storage racks on the market, reports the company. Each pole comes with its own individual angle
Wood’s Powr-Grip — Below-the-Hook Stone Lifters Specifically designed for handling stone slabs, Powr-Grip’s MT (manual tilt) Series Stone Lifters feature 90-degree tilt using an above-center pivot that enables slabs to hang upright when lifted from storage or display racks and tilt to flat when lowered to bridge saws or worktables. These below-the-hook vacuum lifters are designed with a narrow profile that allows them to fit between tight, vertical storage racks. Available onboard power systems, which can also be mounted remotely, include AC, DC or compressed air. Standard features include Foam Pad Rings, which enable vacuum pads to attach on saw-cut, honed or flamed stone surfaces, and Individual Pad Shutoffs, for handling irregularly shaped slabs or countertops with sink cut-outs. These vacuum lifters are also available with a Flat Lift Adapter, which enables the loading and unloading of slab saws, CNC machines or other horizontal processing equipment. Circle RS#59 on page 56 or visit www.isfanow.org/info.
Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.
Shaping the Future ArtCor Showcases Three Solid Surface Projects Using Advanced Design and Modeling Technologies
By Kevin Cole, Anastasia Kamenskaya and Sergey Salnikov
Based in Moscow, ArtCor was founded in 2006 by Anastasia Kamenskaya (CEO) and Andrey Kamenskiy (CTO) and focuses exclusively on solid
Figure 1 – This park pavilion was built by ArtCor based on a loose design idea, a set of dimensions and five weeks to engineer and complete.
surface fabrication, and subsidiary skills to tackle intricate projects.
Kamenskaya had previously worked for DuPont™ Corian® in Russia and was well aware of the design potential of solid surface. This led to the
unheard of in the United States — it produced its own CNC machines —
commercial projects, such as business centers, retail, hotels, airports, etc.,
thermoforming equipment and a large (approximately 11 by 12.5 ft.)
decision to focus the company on two main areas. The first was larger
which at the time was in its infancy in relation to solid surface. The second was complex projects, such as 3-D thermoforming, hanging projects,
oversized work, exterior applications and the like, which other fabricators were less likely to focus on because of the complicated nature.
Following the marketing strategy the company gradually developed its
niche, demonstrating new possibilities and applications of solid surface materials.
To do this, the company needed top-of-the-line technology and equipment for both design capability and intricate fabrication. So, it invested in
software systems that allowed parametric programming and the creation
of complex digital models. The company also did something pretty much 26 • Vol. 9 / Issue 2 • International Surface Fabricators Association
six of them (and is capable of producing more)! It also owns advanced vacuum table.
The other component to making its strategy a reality was having the
right people on the job. So, the company’s staff of 75 seasoned workers includes 10 highly qualified engineers. And, while the company focuses exclusively on solid surface fabrication, to the tune of 400 sheets a
month, it has developed ancillary skills to support the process including
engineering and fabricating metal, wood and leather so that it can create support frames, molds and internal structures in the complicated jobs it undertakes.
Obviously, today ArtCor is one of the best-equipped and leading Russian fabricators, handling projects all over the country with 90 percent of its
The company faces the global tendency of diversity, which is influenced by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing. work in the commercial sector. It even has its own fabrication training school and production quality control system. Very few companies around the world can handle the types of projects the company is tasked with.
When asked how the company went to market, Kamenskaya,
who makes herself responsible for strategic management, business
development, marketing and finance for the company, knew exactly
the path her company was on. “Following our marketing strategy we see our main role in demonstrating to architects and designers the
possibilities and applications of solid surface,” she explained. “In this way, A&D seems to be the main business approach for us. However,
builders and investors as decision makers are also very important. This means we are trying to communicate with all players.”
The company faces the global tendency of diversity, which is influenced
by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing. ArtCor faces this
by utilizing new technologies to provide options that combine sales and marketing with engineering and production working in symbiosis.
Being a part of the solid surface fabrication world while at the same time trying to offer the architectural and design market something
more than “just a countertop,” ArtCor is always looking for different tools to combine new design ideas with production competence, objective budgeting and quick project turnaround. And the large
complicated projects the company focuses on must still stay within budget and on time, so experimenting with new technologies must be limited. That makes it key for it to go through the modeling
process before material is fabricated, with the help of computer tools, engineering knowledge and experience.
Figure 2 – The digital model for this outdoor solid surface project was created for initial approval of the look by the customer, then updated after weather analysis and challenges were taken into account and finally rechecked in order to make the structure as strong as possible.
Some problems can be solved by using computer design and models, and ArtCor feels it is an initial stage of fabrication, allowing design to
meet the production process and helping everyone to understand the final result.
The fact is that mostly “flat” 2-D drawings are used as an interface
format for communications between designers and fabricators, and a lot of necessary information, such as surface curvature, shapes,
type of surface finish, etc., cannot be illustrated well via a simple flat drawing. This may cause misunderstanding between a designer’s
idea and the fabricator. Additionally, with ArtCor doing the preliminary
drawings itself, clients do not have to perform such complicated tasks themselves.
In order to avoid such difficulties, ArtCor made it a rule to be guided by the following steps in its everyday practices:
The initial client request should be redrawn in a 3-D format, with the most important parameters, such as surface curvature and surface polish, so they can be analyzed at the initial stage. A quick stress
Figure 3 – Installation of this more than 16- by 24-ft. pavilion weighing 2.7 tons was finished within two days with the use of heavy cranes and self-adjusting jacks. International Surface Fabricators Association • Vol. 9 / Issue 2 • 27
Figure 4 – The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing.
Figure 5 – This frame was created to make a large, complex set of bench seating for a mall complex.
analysis and ergonomic aspects should also be
and allows for rechecking the engineering job
checked if needed; and a PDF containing the
before CNC cutting.
company’s comments, a visual of the 3-D model and a list of technical features and solutions should be created. Site measurements should be taken utilizing advanced methods (photogrammetric or topography) for a high level of accuracy to be used for engineering the job. Any cross-linked subcontractors should be assisted with templates and models/drawings to avoid misunderstanding and possible mistakes. Use computation design, algorithmic and parametric modeling whenever it is possible to
In fabrication engineering all the technological parameters should be taken into consideration: material properties and accessibility, workshop capacity, technology and machine possibilities and limitations, assembly algorithms, productivity and the company’s general competence. The following examples, or case studies, may help explain the way solutions can be found with the help of computer assisted design (CAD), computer assisted engineering (CAE) and computer assisted manufacturing (CAM) when used to improve modeling and engineering methods.
make the work easier and faster.
Case 1: Outdoor Pavilion at a City Park
Choose software that is most suitable for rapid
Task Description: The customer required a
fabrication engineering; offers automation tools and is accurate with complicated shapes and curves; has graphical algorithm editors and scripts to automate the engineering process; 28 • Vol. 9 / Issue 2 • International Surface Fabricators Association
pavilion but only provided a design idea with overall dimensions and without any drawings (see Figure 1). The production time was strictly limited to just five weeks.
Task Limitations: Lack of information from the customer (a 3-D model was not presented); no experience in exterior use of solid surface (no one in Russia had ever made the appropriate
calculations for snow, wind and other outdoor
issues related to inclement climate of the region which had extreme variations in temperature between winter and summer); and lack of
production time because of a last-minute order along with complicated transportation and
installation caused by the size of the piece (more than 16 by 24 ft., weighing 2.7 tons).
Solutions: A 3-D model was created quickly to be used as a tool for discussion with the
customer to correct the shape where necessary.
The short time frame meant the customer had to adopt the model quickly for site engineering and general contractor work to begin.
Using minimax algorithms, a method used in decision theory and statistics for minimizing
the possible loss for a worst-case (maximum
loss) scenario, ArtCor was able to take into
consideration snow, wind, thermal expansion
forces and aeroelasticity/flattening risks. These algorithms along with computation design
allowed the determination of the theoretically
optimal bearing structure, along with critically stressed points and components.
Then the structure was re-optimized to
better fit the technology available, taking into
consideration production time, cost and material accessibility.
At the same stage all stress analyses were
performed again to be sure that the right way of
engineering and correct production process had been chosen, widely using CNC machining (see Figure 2).
Installation was finished within two days with the
use of heavy cranes and self-adjusting jacks (see Figure 3).
Case 2: Long Bench Seating for Shopping Mall
Task Description: Having rather detailed, but 2-D, architecture drawings and visualizations, ArtCor needed to design and fabricate long
bench seating for retail shopping mall taking into
Figure 6 – The challenge to designing and fabricating this long bench for a shopping mall was in converting 2-D architecture drawings into an eye-catching 3-D product. consideration all practical aspects, such as site installation possibilities, service and possible repair within the product’s life cycle. Task Limitations: The multifunctional bench
needed to combine various types of materials,
such as a wooden frame, solid surface exterior,
leather seating cushions and an area for planting; the large size of the bench had to be taken
into account (assembled it was more than 38
Circle RS#13 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013 International Surface Fabricators Association • Vol. 9 / Issue 2 • 29
Figure 7 (left) – The modeling used for a unique reception desk included the frame, assembly templates and jigs, and solid surface details for putting it together from various triangle-shaped pieces. Figure 8 (above) – This reception desk was made from individual pieces of triangle-shaped solid surface.
by 16 by 3 ft.); and because of the high traffic conditions (stream of people in food court zone),
the more than 500 unique details, the time of
engineering was extremely reduced compared to
there had to be a way to replace portions of the
traditional CAD methods.
construction in case of damage.
The plywood frame was cut by CNC machine
Solutions: The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing (see Figure 4). Taking into consideration
and assembled quickly, saving labor cost, without mistakes because of “error-free” engineering (see Figure 5). Similar principles, but with other algorithms, were
used for the solid surface and leather cushions fabrication (see Figure 6). Case 3: Reception Desk Made from Triangles Task Description: Using a designer’s SketchUp mesh model, ArtCor needed to create and fabricate the reception desk with targeted shape.
Circle RS#14 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2014 30 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Task Limitations: Because the client did not
details for putting it together. The frame
assembly had to be done with a high level of
for assembling the various triangle-shaped
want any visible seams between the triangles, accuracy and precision and be optimized to avoid mistakes and save labor costs.
During detailed examination and engineering the company found and solved a variety of
other interesting technical and mathematical sub-tasks: The reception desk frame and
assembly templates needed to be done as
was designed to be used as the pattern pieces.
The CNC machining time to cut solid surface triangles with nonplanar (propeller-shaped) edges was optimized because of various
strategies for different regions that allowed the amount of glued area to be increased
to a suitable level. The finished result was a
tools and can make a huge difference in the outcome of a project. However, that’s true only if qualified engineering capabilities and general fabrication competence is readily available to put such tools to work for the company’s interest and growth. When asked what advice she might give other fabricators aspiring to greatness, Kamenskaya summed it up neatly. “Know your products
stunning and monolithic design that definitely
from A to Z and be perfect in what you do,”
grabs the attention (see Figure 8).
she offered up. “Non-professionalism is a sin.”
to increase the strength of the final product;
CAD/CAE/CAM modeling and engineering
About the Authors:
4- to 5-axis operations had to be simplified to
surface fabrication and overall helps ArtCor in
one-sided processing; and the milling areas
professional dialogue with architects and
groups in order to apply various and optimal
by providing better and more effective ways
Anastasia Kamenskaya is CEO for ArtCor, LLC, and Sergey Salnikov is head of the technical department. ArtCor is located at Presnenskiy val str., 27, bld.1819, Moscow, Russia 123557. More information is available by phone at +7 495-657-8578, by email at info@artcor.ru or online at www.artcor.ru.
a separate, but compatible and combined
units in order to save material and time; the glued surface areas had to be maximized
the machining time needed optimized, and
methods were used in all of the above solid
3-axis machining processes, preferably with
its everyday work to: have a better and more
must have been combined into various family
designers and create additional value for them
CAM strategies for each family.
for information exchange; minimize time for
Solutions: ArtCor used minimax mathematical elements to build a 3-D model (see Figure
7). This model included the frame, assembly templates and jigs, and solid surface
engineering, production and installation; and solve specific unique problems.
Editor Kevin Cole can be reached at kevin@isfanow. org or (815) 721-1507.
When all is said and done, there is little doubt that CAD/CAE/CAM methods are very helpful
Circle RS#15 on Reader Service Page or visit www.isfanow.org/info. ISFA Members since 2004 International Surface Fabricators Association • Vol. 9 / Issue 2 • 31
Buyer Desire – the Secret to Owning the Sale By Kirk Heiner
When we meet with new prospective
customers, we need to give them plenty of information about our company, products and services so they can make a good decision, right? WRONG? Actually, the latest studies from such prominent sources as Forbes, Harvard Business Review,
process is that it’s not all taking place in the
People don’t know what they want until you show it to them. —STEVE JOBS was that he sold 20 percent of new business.
customer’s mind. It also takes place in their hearts. That’s why people seem to make
irrational decisions, and we get tricked into expecting one thing while they do another. 2. People buy on emotion, and then
justify with logic. Emotions drive buying decisions every time. Whether it’s the
What was funny, though, was what happened
emotions that drive them to choose low
show that buying decisions are made based on
up to the old pricing, but increased them an
that seems way out of line for their home’s
level 90 percent of the time. It has almost
and the salesman still sold 20 percent.
Even the decision of a purchasing
Psychology Today and others show exactly the
next. The owner raised the prices not just
price, or an expensive countertop product
emotion and they’re made at a subconscious
additional 10 percent above the original prices,
value, it’s all driven by emotion.
nothing to do with a rational thought process.
It’s Always Too Expensive Until …
How does this affect your company, your sales
You may have heard the saying “It’s always
opposite is true. The most current statistics
team’s ability to sell and your bottom line?
If your salespeople are pitching features and
information about the benefits of working with
you, but the invisible factor driving the decision is emotion, you may be pressing all the wrong buttons. Instead, you should be using that
valuable time in your sales conversation with the prospect in deducing what emotional triggers will compel them to action. Why they buy matters!
It’s Almost Never About Price
too expensive, until they want it.” This simple statement reveals a key to sales most people don’t know, let alone use every day.
Why people buy can seem like a mystery. That’s why sales can often seem like a
forbidden dark art. All of us who’ve been in
sales for any length of time have gotten that
sale we thought we’d never get, and lost one we were sure was “in the bag.”
“Why people buy” has been the subject of discussion in books, seminars and sales
Too many salespeople go back to their
offices across the globe. However, once we
prices.”
mind of buyers, we will have an edge in making
managers and say, “We’ve just got to lower our Years ago, I went to work selling for a larger residential stone company. Its main sales-
person was always asking the owner to lower the prices, insisting he could sell more jobs. Finally, to prove a point, the owner lowered
prices by 10 percent. This salesperson had traditionally closed 20 percent of his new
contracts with builders. Now with the new
lower prices, he was ready to score. The result 32 • Vol. 9 / Issue 2 • International Surface Fabricators Association
understand what’s actually taking place in the the sale.
manager for a large home builder is driven by emotions regarding doing what the
boss has tasked them with doing. Even
though this task is often to cut costs, it’s still an emotional decision.
3. All of the science proves emotions
trump logic every time. That’s why it can seem nearly impossible to pry away a
home builder from a current supplier of countertops even if you offer a better
price. There’s an emotional reason behind the seemingly illogical choice not to even give you a shot at the business.
Buyers simply want what they want. So when a buyer stumbles upon something they just can’t live without, the sale is made. When they can only get it from one source (hopefully you are that source), then the decision is done.
Three Hidden Truths
Creating Buyer Desire
I learned early on that when you create what
It’s the job of salespeople to create that buyer
I call “buyer desire,” they will willingly pay
more. That’s the key. In relation, there are three things, or hidden truths, that most salespeople don’t realize:
1. The first understanding in the decision
desire. You want to create a craving they can’t
satisfy with anything other than what you have. How do you do that? There are several ways. Unique Products — The easiest way is to
offer compelling products they just can’t find
Circle RS#16 on Reader Service Page or visit www.isfanow.org/info.
anywhere else. Offer products that are unique
else has. Most countertop companies offer
and desirable. My shop used to bring in selected exotic granites that were not available
every quartz surfacing material available in
the market. They’re afraid to lose a sale for
from local suppliers. We could ask any price we
not having the one the customer chooses. By
wanted. In this arena, we owned the market.
selling a quartz brand that no one else carries,
With some of the new seam setting technologies, you can offer a “disappearing seam technology” they can’t get anywhere else. Of course, this must be demonstrable in your store.
If you can provide both countertops and
always trying to solve problems and reduce
love. It makes it safe when they can visualize
Consistent Service — Another factor is
Perhaps the simplest and least expensive way to create craving they can’t live without has to do with timing. If you can do their job when they want it, you have struck gold. People today do not want to wait. If you can squeeze them in and get ’er done, they’ll love you, and you can charge a bit more. When doing this, make it clear you are busy and in demand, but that you will make the special effort to get this project done for them in the time frame they desire. You never want to seem like you can do it because you have very little work.
Simple Seaming — The answer can be as
Showing up on time and delivering great
Pulling It All Together
placement, or offering them options with fewer
driver a builder desires. For commercial
you can have compelling colors nobody else
Protect Your Assets — My company would
has. This is a great weapon in a sales arsenal.
bring in exotic granites and change the names of the stones so they couldn’t be easily price
Customization — For some builders, a
shopped. It worked great and drove the
program created just for them with a limited
competition crazy. They would basically give up
when the client had fallen in love with that color.
selection of products is often very appealing. Consider offering custom programs to meet
All in One — Deliver a one-stop experience.
their specific needs and concerns. Everyone’s
backsplashes, that ease is something buyers
hassles. Solve theirs and own the sale.
the entire space and products together.
consistent, not necessarily better, service.
simple as letting the clients choose their seam
products every single time can be the emotional
seams.
accounts and builders, price always seems to
Seal the Deal — Consider providing a “Sealed for Life” program for your retail customers
Keeping up with production and being on time,
be a big factor, but it’s not THE factor.
without issues, are things that create buyer
in which you contact them every six months
desire for builders.
to a year and ask if the countertop is still
repelling water. If not, it gives you a reason
How you communicate about this value will
employee out to apply sealer, leave business
in customers’ minds that you are a solution
use any calendar triggering system to remind
must back your claims with proof and real-time
to send a lower-cost, but customer-friendly
make all the difference. It has to be anchored
cards and refresh the relationship. You can
to their greatest problem. This is where you
a designated employee to reach out to them, or have your salespeople do this as part of
service.
system. This way, when the customers (or their
Often a buyer will discover an aspect of the
top of their minds. It’s just one more hassle
on, can’t live without it. Once you owned a car
be surprised how many jobs can come from
imagine owning a car without it? You can create
looks of granite, but feel fearful of sealers, this
the buyer, making it where they won’t consider
Creating Crave
their lead generation and follow-up for referral friends) think of countertops, you come to the
purchase they didn’t expect, and from then
buyers simply don’t want to worry about. You’d
with automatic windshield wipers, could you
this simple program. For those who love the
this kind of “I can’t live without this” mentality in
works great. Charge a little more to cover the future costs.
buying from anyplace else.
Quartz and Branding — Quartz surfacing is
in edging will create craving. It started years ago
doesn’t need sealed and requires virtually no
Now it’s been done for so long and by so many
desire is by representing a brand that nobody
set a new expectation.
Having special options such as a free upgrade
a popular product. One reason why is that it
with the free undermount sink with purchase.
maintenance. With quartz, one way to create
companies it has lost its effect, but it worked. It
In the end, it’s about building a value so high that the decision is inevitable. You want to consider having several of these ideas in place to create “buyer desire” because you don’t know which one will trigger it for each individual buyer and make you irresistible. The four biggest reasons to make creating buyer desire important in your sales efforts is because with it, you differentiate your company from the herd, become irresistible, can charge more money and are much more likely to get the sale. Buyer desire is about tapping into the invisible drivers we all use as we make our buying decisions. Remember, it’s not about information. It’s about the emotions behind our decisions. Base your future sales efforts on this important truth and you will own the heart of your clients and your market.
About the Author Kirk Heiner is an author, speaker and sales trainer with more than 25 years in sales. He has conducted sales and training seminars for numerous companies including Lowe’s, DuPont, Danze, AWFS, the NKBA, KBIS, Stock Building Supply, the SBA and more. He can be contacted at kirk@kandbexpress.com.
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Glen Li , senior engineer at Fujiashi, standing by the Koi pond in the garden near the factory entrance.
A Case Study of Manufacturing Solid Surface in a Global Economy:
Chasing the Unobtainable Triad at Fujiashi By Leonard R. Elbon Fujiashi, one of my clients and largest projects based in China, is in its 11th year manufacturing and exporting solid surfacing to six continents. The company hasn’t sold any product to weather stations in Antarctica yet, but I’m always working on getting our foot onto that last continent. Fujiashi is a unique company in the way it is structured and how it meets
Business Structure Fujiashi has two decorative surfacing marketing programs for acrylic solid surface, polyester-
acrylic blended solid surface (polyblend) and
a molded engineered stone, with one program targeting emerging markets like China, India
and the Middle East, and the other focused on mature markets in the United States, Europe,
result in varying color preferences, which is
why our sample palette includes more than 200 patterns.
The Product Triad Most project managers are familiar with the
product triad or triangle, which is sometimes referred to as the “unobtainable triad.” Each
the challenges exporting in a global economy,
Australia and New Zealand.
side of the triangle that make up the triad is
which is why I am using the company as the
The reasons for bifurcating the markets are
cost, schedule and features. For this article,
subject of this case study article. In addition to the typical challenges inherent in a normal manufacturing operation, it is a global business that is affected by a plethora of interconnected world issues and events. In this article I will touch on some of those factors and how Fujiashi deals with them along with some “talking head pundit” predictions concerning trends affecting export of decorative surfacing to the United States from China. 36 • Vol. 9 / Issue 2 • International Surface Fabricators Association
the vast differences in quality expectations,
price sensitivity and culture. For example, in emerging markets the quality expectation is
not as stringent as those in the United States,
but the price expectation is very low. Even the
labeled, often with a variety of names, such as I am using the labels “speed,” “quality” and
“price,” and will delve into how each aspect plays into a global decorative surfacing business (see Figure 1).
chemistries are different, with mature markets
While it is important in theory to hit all three
markets favoring polyblend for low cost. This
points will be obtainable, hence the name
to the price and quality expectations of each
a product with an attractive price point and
preferring acrylic for performance and emerging
points of the triad, in practice only two
results in different formulations that are tailored
“unobtainable triad.” For example, you can find
region. The differing cultures in each country
great quality, but it will take you a long time to
receive it. Or, you can get a product quickly with
and promoters, which require their own
is often the case with Chinese companies you
materials. One advantage of making our own
great quality, but it will cost a fortune. Or, as
Each market requires different triad choices. For the Chinese domestic and emerging
markets, which are very cost conscious with
ED SP E
lacking quality.
IT Y AL QU
can get the product quickly and at low cost, but
specialized equipment and particular raw
lower quality expectations, we concentrated on price and speed. However for the U.S. market,
past, many Chinese companies tried to market
PRICE
Chinese market in the United States and failed
Figure 1 – While the idea in manufacturing is to hit all three triad points, in practice only two points will be obtainable, hence the name “unobtainable triad.”
because it did not meet the quality expectations of the American consumer. A bad product kills
the market for everyone and has to be avoided at all costs.
With this in mind, a closer examination of the three factors is warranted. Speed Choosing quality and price over speed as the main points of focus for the U.S. market was a deliberate decision, because in an export business, the material is going to spend
a month on the water before it gets to the
consumer via the famous “slow boat from
consistency of the product and less time color matching between runs.
I built a testing laboratory on-site and we test
the final product using ISFA, ANSI, ASTM, ISO and NEMA standards to ensure and monitor quality. We routinely test strength (impact,
we concentrated on quality and price. In the
decorative surfacing designed for the domestic
dispersions was an improvement in color
flexural and tensile); stain resistance; color and color consistency; boiling water resistance;
high temperature resistance; thermoforming capability; aging effects; water absorption;
gloss; fabrication (how it cuts and polishes); and seamed strength, as well as sending it
out to third-party ISO 17025 accredited labs
quality is quite variable. By vertically integrating
in the United States to verify our results and
components, we were able to smooth out the
bacterial resistance, thermal expansion and
obtain a more consistent solid surface product
We are ISO 9001 accredited and have standard
and controlling the manufacturing of various
for testing beyond our scope (like fungal and
fluctuations in resin and pigment quality and
UL, NSF and Greenguard testing).
and manufacturing process. This was no small feat as it required building multiple factories,
each with their own processes, raw materials, equipment and quality control procedures.
operating procedures for each facet of the operation, a three-tier inspection system
(incoming raw materials, in-process checks
and final inspection of outgoing product) and
We use the very best engineered resins in our
a customer complaint resolution system with
order to obtain the performance demanded
procedures in place.
China.”
solid surface material for the U.S. market in
root cause analysis and corrective action
We rely on distributors, so we are able to get
by the U.S. consumer. We built a resin plant
We are constantly improving the manufacturing
product into U.S. customers’ hands quickly, but it comes at a cost. Inventory must be
maintained in order to provide prompt delivery, which entails overhead and inventory tax, etc. That is the nature of the decorative
surfacing business. Whether you love or hate distributors, pretty much everyone has them and that is a necessary cost that has to be
incurred anyway. So, it is another reason we
chose to concentrate on offering the best price for a quality product. Quality Fujiashi manufactures its exported surfacing material to U.S. quality standards and uses
the best raw materials. Because the material
has to meet NSF standards, we use food-safe pigments (no lead or heavy metals). We use only alumina trihydrate (ATH) filler since we
have to meet both UL fire safety requirements and American quality expectations.
Several of the subprojects I worked on
involved vertically integrating the company
into manufacturing solid surface ingredients (resins, pigments, and even a promoter) as well. Resins, pigments, etc., are made in a
batch process. Every batch is different and the
with heated reactors and storage tanks for
glycols, monomers and acids. That gave me
the opportunity to design our polyester resins, which subsequently allowed me to focus
on creating a product that exhibits better
performance and processing than any resin I
operation, looking for raw materials that result in quality improvement at the same price or
the same quality at a lower price. We routinely
examine and modify the production process to increase quality.
have ever purchased. It has a very high methyl
To sum up our approach to quality, we
light stability package so the product does
continuous improvement) and Chinese raw
color, but ours looks like glass which makes it
expertise and technology.
methacrylate (MMA) content and excellent
use Japanese quality systems (Kaizen or
not yellow. Most polyester resins are yellow in
materials combined with American business
easy to color match.
Price
I also designed the polymethyl methacrylate
Price is affected by a number of costs, which
(PMMA) syrup for our acrylic solid surface,
which necessitated building a syrup plant with its own particular specialized equipment. We don’t sell a lot of acrylic surfacing in China,
but I have received compliments from a major Chinese builder regarding the quality.
Anyway, this also allowed us to manufacture polyblend and acrylic resins from renewable
raw materials (both post-consumer and post-
industrial recycling streams), yielding a product with very high recycled content.
We manufacture our own pigment dispersions Circle RS#22 on page 57 or visit www.isfanow.org/info.
can be broken into two main categories: fixed
costs, which are those costs that are unchanging or at least relatively stable, and variable costs,
some of which you have little or no control over,
but must be constantly monitored. Raw material costs are a variable cost that account for more
than 70 percent of product costs. Each of these sets of factors warrant exploration. Fixed costs include: Shipping/Duty — Ocean transport varies with the price of diesel and also demand.
The U.S. customs duty is a different rate for International Surface Fabricators Association • Vol. 9 / Issue 2 • 37
Shanghai, Beijing, Guangzhou, etc. The climate is balmy and conducive to manufacturing solid surface. This is because the polymerization
reaction requires less promoter and catalyst
when the material is warm. We don’t have to heat the facility either.
Profit — We target our profit margin at 5
percent and generate income by running a
high-volume business. Keeping the profit low helps to garner volume. We have to be very
forward thinking and keep our fingers on the pulse of multiple industries and international
trends to ensure stable pricing and that we hit the profit target because we do not have a lot of wiggle room.
Variable costs include: Raw Materials — Approximately 70 percent of the cost of the product is raw materials alone, and most of that cost is because of resin. The price of solid surface is directly related to oil
price because resin is derived from petroleum.
Advances in technology, especially in hydraulic fracturing, have boosted oil production and
resulted in the current glut and low pricing for petroleum and its derivatives (MMA, acrylic
resin, PMMA, polyester resin, styrene, etc. — see Figure 2). This also carries over to other Figure 2 – The current lower prices in crude oil play a significant role in the material cost for solid surface.
raw materials that require energy to produce,
which is now at a discount. It has also resulted in reduced energy costs in manufacturing and
every product, 5.8 percent for polyblend and
of the rapid rise in rent. We own our equipment
6.5 percent for acrylic material. The combined
and manufacturing facility. Ownership costs are
duty/shipping cost is in the neighborhood of
flatter and more predictable than rental costs.
$1 per square foot of material. This cost is not
Once the capital expenditure is paid off, long-
incurred by U.S. manufacturers, which adds to
term costs are reduced.
the reason we chose to concentrate on lower
lower shipping costs. There are also geo-
politics at play with Iran’s oil reserves now on the market with the end of sanctions. I would
expect this lower-cost pricing trend to continue throughout the next year or two. Minor players
in the petroleum industry have been decimated
Factory Location — We chose a location in a
and their assets are being consumed by major
Equipment and Buildings/Land — Many
Province (southern China) on about the
slowly.
factories in China rent their facilities and in
same latitude as Cuba. This helps reduce
some cases even the equipment. Most of those
transportation costs to the port and the
Technology — While on the subject of
companies are now out of business because
labor rate is cheaper than first-tier cities like
pricing.
third-tier city near a major port in Guangdong
players. Eventually oil prices will rise, but
technology, I can’t emphasize its importance
enough. Companies that are not looking at least
Figure 3 - Polyblend line under construction on left; current operating polyblend line to the right. Notice yellow integrated saw; blue mixing platform is in background (far left). 38 • Vol. 9 / Issue 2 • International Surface Fabricators Association
are more suited to a continuous line. Having
both processes helps augment our production speed and widens our pattern capability.
By vertically integrating our operations so
we manufacture our resins, pigments, etc., also helps control price. Because they are manufactured on-site, shipping costs and
vendor profit margins are eliminated. We also schedule production to suit our needs and avoid downtime waiting for delivery.
Exchange Rates — This is important because manufacturing costs are all incurred in
renminbi (RMB — the official Chinese currency of which the yuan is the basic unit), but the product is paid for in U.S. dollars (USD).
Chinese companies have attempted to price
their export material in RMB, but no one wants Figure 4 – The exchange rate between Chinese yuan and U.S. dollars continues to fluctuate, affecting the price of Chinese exports. five years ahead with respect to technology
acrylic line (see Figure 3). Continuous lines
that time. We use innovation to lower price,
open mold system requires, which in turn will
and innovation will be dead in the water within increase speed and guarantee quality. We
are installing a second polyblend continuous line and are in the process of purchasing an
can be operated with a fraction of the labor an provide a bulwark in the future against rising
labor costs. However, some patterns are easier to make in a molding operation while others
to purchase it because of fluctuations in the
exchange rate which causes the price to vary (see Figure 4). When I first visited China, the
midmarket exchange rate was around 8.2 RMB to 1 USD dropping to about 6 RMB per USD in early 2014. The exchange rate is currently
about 6.5 RMB per USD and I expect this trend (RMB devaluing against the dollar) to continue in the near term. With many export driven
Circle RS#17 on Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013 International Surface Fabricators Association • Vol. 9 / Issue 2 • 39
countries it’s a race to the bottom in debasing their currencies in order to boost exports. The Chinese government is propping up
the RMB with sales of its foreign exchange
reserves and it’s costing them billions to do so. As such, I think they will have to let the RMB
float even more. By year’s end it could hit 6.7 RMB per USD. Over the next two years this
will continue to make Chinese products more
affordable in the U.S. market. However, in the long term the Chinese government wants a
strong currency. China keeps all of the gold
mined within the country, and they have been
buying up large amounts of gold on the world market, fueling speculation China wants to
move RMB to a gold-backed currency. Even
before the recent decision by the International
Monetary Fund (IMF) to give the Chinese RMB special drawing rights (SDRs) and a place at
the world reserve currency table, the Chinese made arrangements with many countries to
pay for oil and raw materials in RMB instead
be in the 4 to 5 RMB per USD range within five to six years.
States, I expect them to increase and continue
Labor — While the labor rate is still low
compared to the United States, it has risen at breakneck speeds over the years (see
Figure 5). In addition to the wages, meals and dormitories are provided to the workers by
the company. We pay our workers at a much higher rate than minimum wage to retain a dependable and stable workforce. I would expect wages in China to continue rising
unabated. It used to be very difficult to find
and retain workers during the peak economy in China. However, with the cooling of the
Chinese economy, many places have shuttered and gone out of business or moved to more
affordable labor markets like Vietnam, Malaysia and Africa. Even state-owned enterprises
(SOEs) in China are feeling the pinch. Finding and retaining workers in this softer market is relatively easy now.
of USD. This, along with the growing U.S.
Regulation/Red Tape — Government
to challenge the USD’s role as “THE” world
years and has driven up costs and will
debt level, will allow a strengthening RMB
reserve currency. I expect the exchange rate to
regulation has increased in China over the continue to do so. While the regulations are not
Circle RS#18 on Reader Service Page or visit www.isfanow.org/info. 40 • Vol. 9 / Issue 2 • International Surface Fabricators Association
nearly as onerous yet as they are in the United to drive up costs. I hope this peek behind the (bamboo) curtain has provided some insight concerning the level of thought, planning and preparation that goes into exporting decorative surfacing to the United States and the myriad of international issues that affect the business. I think you should keep the predictions here in mind when preparing your own businesses for whatever the future holds.
About the Author Leonard R. Elbon, owner of LCI, “Decorative Surfacing Industry Consultants, ” has worked on projects in 17 different countries over the past decade. He wears many hats including those of a trouble shooter and problem solver, speaker at trade shows, published author and inventor of award-winning surfacing products. He has been granted 10 patents and has two additional patents in the application process. He can be reached at bashibainc@yahoo.com.
Circle RS#19 on Reader Service Page or visit www.isfanow.org/info.
Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.
q
Final OSHA GHS Deadline Approaching By Shannon DeCamp
The final regulatory deadline for the new Hazard Communication Standard is rapidly approaching, so heads up! If you use even a single hazardous chemical in your workplace, this affects you! Hazard Communication and the GHS The Globally Harmonized System of Classification and Labeling of Chemicals (GHS) is an internationally agreed upon system that replaces the various classification and labeling standards used in different countries. The OSHA Hazard Communication Standard was revised in 2012 to conform to the GHS. The revised regulation established four deadlines as a phased approach to meet various requirements of the new standard — three of which have already passed. What Has Changed?
protection information: Section 1: Identification Section 2: Hazard identification(s) Section 3: Composition/information on ingredients
Section 4: First-aid measures Section 5: Firefighting measures Section 6: Accidental release measures Section 7: Handling and storage Section 8: Exposure controls/personal protection Section 9: Physical and chemical properties Section 10: Stability and reactivity Section 11: Toxicological information Section 12: Ecological information* Section 13: Disposal considerations*
The old standard allowed chemical manufacturers and importers to convey hazard information on labels and material safety data sheets in whatever format they chose. The modified standard provides a single set of criteria for classifying chemicals according to 10 health and 16 physical hazards, and specifies hazard communication language for both labeling and safety data sheets (SDS).
Section 14: Transport information*
Pictograms: Labels now contain pictograms to alert users to the chemical hazards to which they may be exposed. Each pictogram consists of a black symbol on a white background framed within a red border. The pictogram on the label is determined by the chemical hazard classification (see Figure 1).
As of December 1, 2013, the first GHS
Labels: The new requirements for labeling offer workers better protection from chemical hazards, while also reducing trade barriers and improving productivity for American businesses that regularly handle, store and use hazardous chemicals. Chemical manufacturers and importers must provide a label that includes a product identifier and supplier information, a signal word, pictogram(s), hazard statement(s), and precautionary statement(s) for each hazard class and category (see Figure 2).
manufacturers and importers provide all new
meeting all of the previous compliance deadlines,
(Safety Data Sheets) in GHS format. Suppliers
must be updated as necessary, and additional
and MSDS. As noted above, employees should
or health hazards must be provided. For those
Safety Data Sheets: Safety Data Sheets (SDS) now replace Material Safety Data Sheets (MSDS). Employers must ensure that SDSs are readily accessible to employees. The new format requires 16 specific sections, ensuring consistency in presentation of important
product a business receives should conform to
42 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Section 15: Regulatory information* Section 16: Other information including
Figure 1
information on preparation and revision of the SDS
*Note: Because other agencies regulate this information, OSHA will not be enforcing sections 12 through 15.
What Should Already Be Done by Now? requirements went into effect. As of that date, employers should have already trained their
employees how to read the new GHS labels and Safety Data Sheets (SDS)
On June 1, 2015, the second round of
Figure 2
deadlines went into effect. By that date,
affected by the GHS is June 1, 2016. After
products with the new GHS labels and SDS
by this date all hazard communication programs
could still ship existing stock with old labels
employee training for newly identified physical
know to expect these changes and must know how to read the new labels and SDS.
that provide alternative workplace labeling of chemicals, these must also comply with the new
As of December 1, 2015, chemical
label standards.
only ship containers with GHS labels, and all SDS
About the Author
manufacturers, importers and distributors may
must be in GHS format. By this point, every new the new standard.
What Do I Still Need To Do? The deadline for full compliance with the new Hazard Communication and other standards
Shannon DeCamp is client services manager for TechneTrain, Inc. TechneTrain has training programs and reference manuals for Hazard Communication to help with the transition to the GHS. These products and others are available from ISFA at discounted prices. For further information regarding OSHA compliance requirements for the surface fabricating industry, visit www.technetrainonline.com, or contact TechneTrain, Inc. at (800) 852-8314.
Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.
Here.Now.News. ISFA Fabrication Training for Quartz and Stone restore virtually any hard surface countertop. This class is made to teach the highest industry standards. Those attending receive 30 days This year ISFA has teamed up with Regent Stone Products to provide comprehensive
hands-on fabrication training. The two-day
course is followed immediately by two additional days of surface repair and polishing that is optional.
The next ISFA Fabrication Training for Quartz and Stone will take place May 17 to 18 at
Regent Stone’s training facility in Virginia Beach, Va., with the repair and polishing running the
following two days. Classes begin at 8:30 a.m. and wrap up around 4:30 p.m.
The ISFA & Regent Stone Quartz and Stone
Fabrication Training program for our members is designed to meet the needs of your growing business. Instruction includes: ■■ General shop safety ■■ Introduction to industrial diamond
free technical support to assure they have confidence in any situation. Topics covered in the class include: ■■ Tools and supplies of the trade needed to be successful ■■ Repair assessment training – knowing what to look for, and translating that into a repair plan ■■ Identifying when cleaners may be the solution ■■ Effects of sealers/color enhancers on face polishing ■■ Diamond polishing – wet, vs. dry pads and when to use each ■■ Face polishing quartz, marble, resin and granite
technology
■■ Supplies for the best material finish
■■ Cutting with bridge saw by hand
■■ Blending face polishing repairs with a
■■ Shaping with router and by hand
factory like finish
■■ Honing and polishing edges
■■ Edge Polishing
■■ Rodding ■■ Undermount and drop in bowls, manual and semi-automated
■■ Templating and installation
Dates Of Training Classes: In addition to the May 17-18 class (or 17-20 classes), there are additional dates on Sept. 2728 (27-30) and December 6-7 (6-9). East Coast
■■ Seaming
Training 2016: May 19-20, September 29-30,
■■ An introduction to laminating
December 8-9
■■ Sealing, color matching and color enhancing
The Engineered Stone and Granite Top
Polishing and Repair Course that follows
the general fabrication course is designed to be beneficial for all skill levels from beginner
to expert desiring to fix surface blemishes in
quartz surfacing and granite. Taking this class
Cost The basic two-day program costs $1,099 per person and includes two days of fabrication training, all tools and supplies necessary, a light breakfast and lunch each day. The repair course, which can also be taken separately, costs $798 per person, plus tooling. Those
will take your skill set to the next level, giving
taking the fabrication class prior to the repair
professionals.
membership to ISFA, which yields a number of
you the resources and knowledge of tenured Industry professionals will guide you one on
one, sharing vital tips and techniques that have taken years to develop. The class will give you
the tools and supplies you need to successfully 44 • Vol. 9 / Issue 2 • International Surface Fabricators Association
course receive a $200 discount. Annual benefits to fabricator members, is $400 and is optional. Contact the ISFA office about registering for the class or joining ISFA at carol@isfanow.org.
Upcoming ISFA Training & Events
For more information or to sign up to attend any of these events, call (412) 487-3207 or email info@isfanow.org.
ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va. ISFA/IWF Countertop Symposium August 23 Atlanta, Ga. IWF/ISFA Countertop Pavilion August 24-27 Atlanta, Ga. ISFA CEO and Upper Managment Gathering Hosted by IceStone September 14 – 15 New York, N.Y. ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone September 27 – 30 Virginia Beach, Va. ISFA Effective Commercial Business Seminar October 6 – 7 Southern California ISFA Annual Member Meeting & Conference November 8 – 11 Cancun, Mexico ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone December 6 – 9 Virginia Beach, Va.
ISFANews CEO and Upper Management Gathering After the success of the first ISFA CEO and Upper Management Gathering in March in
Nashville (see Page 16 for more details on this previous event), ISFA will be holding a second CEO and Upper Management Gathering Sept. 14 to 15, 2016 in New York City. The event is being hosted by IceStone and sponsored by
“Pipeline of New Materials” and “Industry Forecast and Trends.” Jessica McNaughton, president of CaraGreen will be the moderator. Mike Langenderfer, owner of The Countertop Shop in Monclova, Ohio, and ISFA Executive Director, will moderate a “Business Operations”
Unicell and Schechner Lifson.
discussion that will focus on regulatory,
This two day event is an opportunity for
workplace issues.
companies’ executive management to share
Thanks to our Sponsors
cost reduction, warehouse optimization and
experiences, common concerns and best
On September 15, Russ Berry, President of
businesses. The gathering is designed to bring
the conversation regarding “Growing Your
management from a variety of companies to
bottom line profit, diversification and financial
practices regarding the processes of running
A.S.S.T in McSherrytown, Pa., will moderate
together small groups of CEOs and upper
Business.” Increasing top line revenue and
share ideas and network in a close-knit, semi-
growth will be discussed.
Please check out “ISFA EVENTS/TRAINING” tab on the ISFA website at www. ISFAnow.org for information
structured environment.
on how you can sign up for
The agenda for the first day, September 14,
this event.
includes discussion on the “Future of the
Surfacing Industry” with specific focus on
ISFA and NBMDA Form Strategic Partnership to Increase Fabricator Training Opportunities ISFA and the North American Building Material Distribution Association (NBMDA) are pleased to announce a new strategic partnership designed to enhance communication and collaboration between the two industry trade associations. The overall objective of the relationship is to enhance the training opportunities available to surface fabricators by leveraging the local relationships and logistics of their distributor suppliers. ISFA’s On-Demand Program offers fabricators customized and local solid surface training either at their location or at that of their distributor. ISFA’s Effective Commercial Business Program provides fabricators with strategies to successfully tap into the growing commercial market. This program can also be sponsored and/or hosted by NBMDA
distributors on a regional basis. Additionally, ISFA offers AIA-accredited CEUs
that distributors can sponsor and host at their
cost-effective training that is sponsored and at times hosted by regionally-oriented distributors will allow ISFA training to reach more
facilities to draw in architects and designers and
fabricators and position NBMDA distributors
“We are very excited to begin this partnership
relationship is a win-win for the members of
help establish mutually-beneficial relationships.
as even stronger business partners. This new
with NBMDA. ISFA provides great educational
both associations.”
opportunities for everyone from the CEO to the fabricator to architects and designers,” said
ISFA Executive Director Mike Langenderfer. “But you have to get involved to take advantage of the opportunities. ISFA is fabricators helping fabricators.”
“Surface fabricators are an important customer
Future aspects of the developing partnership will focus on exposing NBMDA members to trends impacting the fabricator community and educating fabricators on the expanding value proposition associated with strong distributor partners.
segment for NBMDA distributors and thus
NBMDA members can contact the ISFA office
to our members,” noted Kevin Gammonley,
a membership discount for joining ISFA as
their health and growth is vitally important
at (412) 487-3207 to find out about receiving
NBMDA executive vice president. “Providing
associate members.
International Surface Fabricators Association • Vol. 9 / Issue 2 • 45
ISFANews 2016 ISFA Annual Member Meeting & Conference With the success of the 2015 ISFA Annual Meeting & Conference as a destination-themed event in Austin, Texas, an even more exotic getaway is the location of the 2016 event — Cancun, Mexico. While the dates are still far off — Nov. 8 to 11 — early bird (discounted) registration is now open through the “ISFA EVENTS/TRAINING” tab on the ISFA website at www.ISFAnow.org. It is being held at the Hyatt Ziva all-inclusive Gold Sponsor
Entertainment Sponsors
resort on the beautiful strip of Punta Cancun,
where you can build your network, reconnect with old friends, and learn new ways to
improve your business all while experiencing a stunning beachfront setting. This year’s
agenda is designed to provide you with the
perfect balance of educational and networking opportunities, as well as ample time to relax
and enjoy yourself. We’ve also made it easy for you to enjoy additional days at the resort by adding nights to your stay after the event. Silver Sponsors
More details on the 2016 ISFA Annual Meeting & Conference are available on the ISFA website at www.ISFAnow.org and discounted early-bird registration is already open.
Countertop Programming Continues to Develop for IWF The partnership between ISFA and the
and countertops, and the annual ISFA
International Woodworking Fair (IWF) has
countertop industry forecast.
been renewed for the 2016 show this August. It was established to continue to increase the focus on the countertop industry for the show, and continues to gain momentum as the programming for the expo develops. A full-day Countertop Symposium will once again take place the day before the show floor opens. It will tentatively feature such topics as diversification, a look at new materials,
Tentative speakers at the show include our Dave Paxton, of Paxton Countertops and Showers; Russ Berry, of renown commercial fabrication business A.S.S.T.; Industry Consultant Keith Haight; ISFA Communications Director Kevin Cole; and current Interim ISFA Executive Director Mike Langenderfer, of The Countertop Shop.
establishing more business in the commercial
Additionally, the 2016 show will once again
sector of the industry, lean manufacturing in
feature a “Countertop Pavilion” that works
the countertop shop, integration of casework
to group together various companies serving
46 • Vol. 9 / Issue 2 • International Surface Fabricators Association
the industry into one area of the show floor.
Additionally, ISFA will have a booth at the show where those interested can talk to the staff,
other members or board members, and find
out what programming is taking place and how ISFA can help your company to become better and more profitable at what you do.
IWF is now signing up exhibitors for the
Countertop Pavilion, and companies interested in reaching the countertop market are
beginning to sign up to exhibit in this reserved space. ISFA members wanting to exhibit will receive a discount on booth space, which is limited.
ISFANews Effective Commercial Business Seminar Hosted and sponsored
market to expand and evolve a business.
by Colt Industries,
This educational event helped fabricators
the ISFA Effective
understand how to adapt their business
Commercial Business
toward commercial opportunities, optimize
Seminar held april 7
their operations and capitalize on commercial
to 8 in the St. Louis
projects. It is designed to educate attendees
area had more than a
on what it takes to compete in commercial
dozen attendees. The
markets; what special considerations to
seminar delivered information and strategies to
expect; and manufacturing principles and
successfully tap into the growing commercial
process methods to control costs and
compete profitably. Speakers at this event
included Commercial Fabrication Guru Russ
Berry of A.S.S.T. and Keith Haight, of Relang International. A second session is being
planned for later this year on the West Coast.
More details will be released as they become available.
ISFA Board of Directors Adam Albee President Lincoln Laminating 5010 Rentworth Dr. Lincoln, NE 68516 Phone: (402) 434-6009 adam@lincolnlaminating.com www.lincolnlaminating.com
Erica Hussey Secretary JCW Countertops 3 Aberjona Dr. Woburn, MA 01801 Phone: (781) 935-1907 ericamaria@jcwcountertops.com. www.jcwcountertops.com
Mike Woods Director Creative Countertop Solutions 919 4th Ave. S. Nashville, TN 37210 (615) 915-0718 mike@tnccs.com www.creativecountersolutions.com
Mell Hill Immediate Past President Duracite Custom Countertops 2100 Huntington Blvd. Fairfield, CA 94533 Phone: (707) 290-6386 mhill@duracite.com www.duracite.com
Kate Dillenburg Treasurer Bisley Fabrication 700 Industrial St. Gresham, WI 54128 Phone: (715) 787-4410 kbisley@bisfab.com www.bisfab.com
Kelley Montana Director Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 (707) 442-5918 kmontana@humtop.com www.humtop.com
Ryan Miller Vice President VT Stone Surfaces 1000 Industrial Park Holstein, IA 51025 Phone: (712) 368-4381, ext. 236 RMiller@vtindustries.com www.vtstonesurfaces.com
Dave Paxton Director (and Past President) Paxton Countertops and Showers PO Box 174 Grand Ledge, MI 48837 Phone: (517) 719-0146 paxtoncountertops@yahoo.com
John Hansen Associate Member Representative Kohler 3721 Armstrong Dr., Ste. 2B Bloomington, IL 61704 Phone: (920) 207-7701 John.Hansen@kohler.com www.kohler.com
ISFA Contacts
Main Office 2400 Wildwood Rd. Gibsonia, PA 15044 (412) 487-3207 • Fax: (412) 487-3269 www.isfanow.org
Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 kevin@isfanow.org
Executive Director Mike Langenderfer (419) 779-0164 mike@isfanow.org
Operations Manager Carol Wilhite (412) 487-3207 carol@isfanow.org
Jessica McNaughton Associate Member Representative CaraGreen 109A Brewer Ln. Carrboro, NC 27607 Phone: (919) 929-3009 Jessica@caragreen.com www.caragreen.com
Account Representative Paul Wisnefski (262) 498-4184 wisnefski@sbcglobal.net
Program Coordinator Amy Kyriazis (412) 487-3207 amy@isfanow.org
Account Representative Dave Lillegaard (815) 621-7293 dave@isfanow.org
Membership Coordinator Lynn West (412) 487-3207 lynn@isfanow.org
International Surface Fabricators Association • Vol. 9 / Issue 2 • 47
Fabricator Directory Companies in blue are Certified Professionals. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html. ALABAMA
Cutstone Co.
117 Cloverdale Dr. Alabaster, AL 35007 205-624-3538 www.cutstoneco.com
Surface One
2421 Hwy. 11 Pelham, AL 35124 205-621-1125 www.surface1.com
ALASKA
Bicknell Inc.
PO Box 33517 Juneau, AK 99801 907-789-5727 www.bicknellinc.com
Cook Inlet Housing Authority 3510 Spenard Rd. Anchorage, AK 99503 907-793-3047 www.cookinlethousing.org
North Coast Countertops 7720 Hacienda Dr. Anchorage, AK 99507 907-727-6419
ARIZONA
Kitchen Bath & Beyond
Specializing In Solid Surface 1440 Corona Ft. Mojave, AZ 86426 928-788-1000
ARKANSAS Qualserv
7400 S. 28th St. Ft. Smith, AR 72908 479-459-5892 www.qualservsolutions.com
CALIFORNIA
AZ Countertops Inc.
1560 Harris Ct. 1445 S. Hudson Ave. Ontario, CA 91761 909-983-5386 www.azcountertopsinc.com
Black Rock Construction Services, Inc. 131 E. Berkshire Rd. Bakersfield, CA 93307 323-627-3891 www.blackrockcs.net
Design Fabrication Inc.
100 Bosstick Blvd. San Marco, CA 92069 760-727-1800 www.designfabrication.com
Duracite
2100 Huntington Dr. Fairfield, CA 94533 707-402-1600 www.duracite.com
Fischer Tile & Marble
DMS
Counter Fitters LLC
Housing Authority of the County of Santa Barbara
DELAWARE
Countersync
1800 23rd St. Sacramento, CA 95816 916-452-1426 www.fischertile.com
815 W. Ocean Ave. Lompoc, CA 93436 323-400-1000
Humboldt Countertops 70 W. 4th St. Eureka, CA 95501 707-442-5918 www.humtop.com
Integra Cabinets & Millwork
249 W. Baywood #B Orange, CA 92865 714-283-2890 www.integracmw.com
JJ Cabinets
5532 Fir Circle Norwalk, CA 90651 562-881-9715
Marble Expressions
1573 Seminole St. San Marcos, CA 92708 760-471-8737 www.marbleexpressions.com
Mio Metals
400 Western Ave. Petaluma, CA 94952 888-530-7630 www.miometals.com
RTA Cabinets
1145 Irving Ave. Glendale, CA 91201 323-400-1000
Southwest Carpenters Training Fund 533 S. Fremont Ave. #401 Los Angeles, CA 90071 213-739-9343
The Countertop Factory
12349 Telegraph Rd. Santa Fe Springs, CA 90670 562-944-2450 www.thecountertopfactory.net
COLORADO
AAFES Ft. Carson FMO 1510 Chiles Ave. Ft. Carson, CO 80913 719-291-9206
Best Tops
1250 N. 3rd St. Grand Junction, CO 81501 970-241-5187
48 • Vol. 9 / Issue 2 • International Surface Fabricators Association
1620 Paonia St. Colorado Springs, CO 80915 719-574-1250 www.dmscustom.com
Troy Granite Inc.
711 Interchange Blvd. Newark, DE 19711 302-292-1750 www.troygranite.com
FLORIDA
Beverin Solid Surface 1108 Palmetto Ave. Lehigh Acres, FL 33972 239-368-9444 www.beverin.com
Delorie Countertops & Doors Inc.
2140 N.W. 18th St. Pompano Beach, FL 33069 954-970-7661 www.deloriectd.com
Florida Custom Surfaces, div. of FDR Contractors Inc. 4362 S.W. Port Way Palm City, FL 34990 772-781-5517 www.floridacustomsurfaces.com
General Property Construction Co.
1026 Lynes Ave. Savannah, GA 31415 912-231-0103 www.counterfitterssav.com 2014 Westside Ct. Augusta, GA 30907 706-828-7544 www.countersync.net
Craftmark Solid Surfaces Inc. 2772 Simpson Circle Norcross, GA 30071 770-242-8469 craftmarkcountertops.com
Seven Stone
1400 W. Marietta St. Atlanta, GA 30318 404-355-3108 www.sevenstone.com
Stone Center
1325 Oakbrook Dr. Ste. C Norcross, GA 30093 770-446-5155 www.stonecenteratlanta.com
Top South
830 Pickens Industrial Dr. Marietta, GA 30062 770-422-4009 www.topsouth.com
1550 N.W. 96th Ave. Doral, FL 33172 305-592-9570 www.gpconstructionco.com
HAWAII
870 Sunshine Ln. Altamonte Springs, FL 32714 407-774-0676 www.naturalstonemotif.com
Solid Surface Technologies
Natural Stone Motif Inc.
Simmons Solid Surface LLC 3428 Bartee Rd. Sebring, FL 33870 863-381-3965 http://cabinetrysebring.com/
Sterling Mfg.
8293 Consumer Circle Sarasota, FL 34240 941-955-8787 www.sterlingmfg.com
Surface Crafters
711 Commercial Dr. Holly Hill, FL 32117 386-253-0826 www.surface-crafters.com
GEORGIA
Atlanta Kitchen Inc.
196 Rio Circle Decatur, GA 30030 404-378-3220 www.atlanta-kitchen.com
Honolulu Tile & Marble Inc. 1602-B Auiki St. Honolulu, HI 96819 808-845-3775
360 Mokauea St. Honolulu, HI 96819 808-845-8677 www.ssthawaii.com
ILLINOIS
Custom Marble Inc.
PO Box 306 Millstadt, IL 62260 618-476-1345 www.custommarble.net
Dirk Foster
802 S. 26th St. Mt. Vernon, IL 62864 206-898-8163
Knapp Tile and Flooring
105 S. Main Eureka, IL 61530 309-467-9700 www.knapptileandflooring.com
Maxwell Counters, Inc. PO Box 234 Farmer City, IL 61842 309-928-2848
New Age Surfaces 1237 Naperville Dr. Romeoville, IL 60446 630-226-0011
Granite Custom Design
MASSACHUSETTS
Solid Fabrications Inc.
3 Aberjona Dr. Woburn, MA 01801 781-935-1907 www.jcwcountertops.com
Pierce Laminated Products Inc.
2369 Heinz Rd. Unit #J Iowa City, IA 52240 888-452-0714 www.granitecustomdesign.com
Solid Surface Creations Inc.
2515 Murray St. Sioux City, IA 51111 712-255-5319 www.solidfab.com
Sprovieri’s Custom Cabinets
323 La Porte Rd. Waterloo, IA 50702 319-287-5056 www.surfacesolutionsia.com
2430 N. Court St. Rockford, IL 61103 815-968-9651 www.piercelaminated.com 403 S. Sycamore Villa Grove, IL 61956 217-832-8207 www.ssctops.com 55 Laura Dr. Addison, IL 60101 630-917-4690 www.sprovieris.com
Stalwart Systems
7797 N. Caldwell Ave. Niles, IL 60714 847-972-1193 www.stalwartsystemsusa.com
Stevens Industries Inc. 704 W. Main St. Teutopolis, IL 62427 217-857-7100 www.stevensind.com
INDIANA
A. I. A. Countertops LLC 501 W. Railroad Ave. Syracuse, IN 46567 574-457-2018 www.aiacountertops.com
Bollock Enterprises LLC 900 Farabee Ct. Lafayette, IN 47905 765-448-6000 www.bollockstoptops.com
Hard Surface Fabrications, Inc./Kormax 810 S. Beiger St. Mishawaka, IN 46544 574-259-4843
Laminated Tops of Central Indiana Inc.
711 E. Dillman Rd. Bloomington, IN 47401 812-824-6299 www.rakesolutions.com
M & W Countertops Inc. 11934 Witmer Rd. Grabill, IN 46741 260-627-3636 www.mwcountertops.com
Michiana Laminated Products Inc.
7130 N. 050 E. Howe, IN 46746 260-562-2871 www.michianalaminated.com
IOWA
Custom Countertops & More 1801 E. Oak St. Algona, IA 50511 515-295-4835
Surface Solutions Inc.
VT Industries
1000 Industrial Park Holstein, IA 51025 712-368-4381 www.vtindustries.com
KANSAS
Parman Brothers LTD
PO Box 7 Johnson, KS 67855 620-492-6882 www.parmanbrothersltd.com
Top Master Inc.
2844 Roe Ln. Kansas City, KS 66103 913-492-3030 www.top-master.com
Jack’s Custom Woodworking/ JCW Countertops
Marble & Granite, Inc.
270 University Ave. Westwood, MA 02090 781-407-9560 www.marbleandgranite.com
PADCO Countertop Co. 5 Springdale Ave. Canton, MA 02021 781-828-1177 www.padcocountertop.com
Sterling Architectural Millwork 55 Avocado St. Springfield, MA 01104 413-732-2131 www.sterlingarc.com
Shad’s Custom Countertops Inc.
11 Collins Pond Rd. Windham, ME 04062 207-893-3445 www.getshad.com
MARYLAND
Carefree Kitchens Inc.
2910 Strickland St. Baltimore, MD 21223 410-233-4900 www.carefreeindustries.com
Creative Surface Interiors Inc. 8393 Ardwick Ardmore Rd. Landover, MD 20785 301-386-4654 www.creativesurfaceinteriors.net
SolidTops LLC
505 South St. Easton, MD 21601 410-819-0770 www.solidtops.com
119 Main St. Plato, MN 55370 320-238-2196 www.pinske-edge.com
MISSISSIPPI
Alexander Counterwrights
903 Ingalls Ave. Pascagoula, MS 39567 228-938-6484 www.alexandercounterwrights.com
MISSOURI
Cohen Architectural Woodworking 9 Industrial Dr. St. James, MO 65559 573-265-7070 www.cohenwoodworking.com
MONTANA
75 Hale St. Bridgewater, MA 02324 508-279-2650 www.twdsurfaces.com
1312 Portland Rd. Arundel, ME 04046 207-351-5733 www.thomasandlord.com
The Pinske Edge
Sterling-Miller Designs Inc.
1272 Hwy. 490 E. Bernstadt, KY 40729 606-843-6891 www.surfaces-unlimited.com
Maine Marble & Granite
515 Spiral Blvd. Hastings, MN 55033 651-437-1004
Surface Menders
76 Leominster Rd. Sterling, MA 01564 978-422-3321 www.sterlingsurfaces.com
KENTUCKY
MAINE
Innovative Surfaces Inc.
Sterling Surfaces
1079 N. Montello St. Brockton, MA 02301 508-894-6999 www.sterlingmillerdesigns.com
Surfaces Unlimited Inc.
MINNESOTA
Jim Shreve
PO Box 721 Florence, MT 59833 406-880-3566
VanSetten Walker Construction Co. 821 1st Ave. N.W. Great Falls, MT 59404 406-570-5283
TWD Surfaces
WoodCo LLC
PO Box 30254 Billings, MT 59107 406-259-5177 www.woodcollc.com
MICHIGAN Blasius Inc.
7343 Buell Rd. Vassar, MI 48768 989-871-5000 www.blasiusinc.com
NEBRASKA
Builders Warehouse
Innovative Surface Works
12855 Fairlane St. Livonia, MI 48150 734-261-3010 www.innovativesurfaceworks.com
Marbelite Corp.
22500 Heslip Dr. Novi, MI 48375 248-348-1900 www.marbelitecorp.com
4600 N. Second Ave. Kearney, NE 68845 308-627-6702
Lincoln Laminating Inc. 5010 Rentworth Dr. Lincoln, NE 68516 402-434-6009
Premier Countertops
8720 L St. Omaha, NE 68127 402-991-7258 www.premiercountertops.com
Paxton Countertops & Showers
PO Box 174 Grand Ledge, MI 48837 517-719-0146 www.paxtonsurfaces.com
Solid Surfaces Unlimited Inc.
32 Clipper Ln. Kimberling City, MO 65686 417-598-2390 www.surfacemend.com
NEVADA
Carpenters Int’l. Training Fund 6801 Placid St. Las Vegas, NV 89119 702-938-1111
NEW JERSEY
6689 Sterling Dr. S. Sterling Heights, MI 48312 586-274-9668 www.ssunlimited.net
J&M Granite Design LLC 558 Englishtown Rd. Monroe, NJ 08831 908-267-4331 www.jmgranitenj.com
International Surface Fabricators Association • Vol. 9 / Issue 2 • 49
Fabricator Directory Fabricator Directory
Companies in blue are Certified Professionals. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html. Marvic Corp.
Wilbedone Inc.
Korkan Granite
Armina Stone
Solid Surface Designs Inc.
NORTH CAROLINA
L. E. Smith Co.
Capital City Counters Inc.
2450 Lorio St. Union, NJ 07083 908-686-4340 www.countertopsofnj.com 1651 Sherman Ave. Pennsauken, NJ 08110 856-910-7720 www.ssdtops.com
Spaulding Fabricators Inc.
1133 NYS Rte. 222 Cortland, NY 13045 800-734-8813 www.wilbedone.com
Carolina Counters
13570 Broadway Ave. Midland, NC 28107 704-888-4010 www.carolinacounters.com
1136 Industrial Pkwy. Brick, NJ 08724 732-840-4433 www.spauldingfabricators.com
Johnson Granite Inc.
American Countertops
Merge Design Co.
NEW MEXICO
8013 Edith N.E. Albuquerque, NM 87113 505-897-3141
Franken Construction Co. 1201 Tilden Ave. Las Vegas, NM 87701 www.frankenconstruction.com
Jaynes Structures
2906 Broadway N.E. Albuquerque, NM 87107 505-344-8589 www.jaynescorp.com
OGB Architectural Millwork
PO Box 511 589 Hiatt Rd. Mount Airy, NC 27030 336-719-2729
3001-103 Spring Forest Rd. Raleigh, NC 27616 919-790-1749 www.mergedesignco.com
Premier Plus Inc.
165 Wildwood Ave. Hamlet, NC 28345 910-995-5615 www.premierplusinc.net
Seven Stone
8350-C Arrowridge Blvd. Charlotte, NC 28273 704-598-1255 www.sevenstone.com
3711 Paseo del Norte Albuquerque, NM 87113 505-998-0000 www.ogb-am.com
Seven Stone
PO Box 429 Roswell, NM 88202 505-626-3553
OHIO
Rojo Enterprises LLC
NEW YORK
Distinctive Granite
331 Dante Ct. Ste. C Holbrook, NY 117411 631-737-3337 www.distinctivegraniteny.com
Evans & Paul LLC
140 DuPont St. Plainview, NY 11803 516-576-0800 www.evansandpaul.com
Marker Systems Inc.
940 River Rd. North Tonawanda, NY 14120 716-695-1102
Modern Home Distributing
920 Old Winston Rd. Kernersville, NC 27284 336-773-0714 www.sevenstone.com
Bertke Countertops 9355 Amsterdam Rd. Anna, OH 45302 937-538-7024
Cabinets 2 Countertops
7142 Frank Ave. N.W. N. Canton, OH 44720 330-244-0221 www.cabinets2countertops.com
Cutting Edge Countertops Inc.
1300 Flagship Dr. Perrysburg, OH 43551 419-873-9500 www.cectops.com
Earth Anatomy Fabrication
PO Box 395 Nunda, NY 14517 585-468-2523
4092 Greenwich Rd. Norton, OH 44203 740-244-5316 www.earthanatomy.com
Penn Fabricators Inc.
Kitchens by Rutenschroer
100 Bellport Ave. Yaphank, NY 11980 631-205-0282 www.penn4corian.com
950 Laidlaw Ave. Cincinnati, OH 45237 513-251-8333 www.kbrmfg.com
50 • Vol. 9 / Issue 2 • International Surface Fabricators Association
4561 Crystal Pkwy. Kent, OH 44240 330-677-1883 www.korkangranite.com 1030 E. Wilson St. Bryan, OH 43506 888-537-6484 www.lesmith.com
Laminate Shop, Inc. PO Box 1218 Marietta, OH 45750 740-749-3536
Solid Surfaces Plus
4640 Manufacturing Rd. Cleveland, OH 44135 216-267-7040 www.solidsurfacesplus.com
The Countertop Shop LTD 10406 Geiser Rd. Holland, OH 43528 419-868-9101 www.countertopshop.net
Top Advantage Surfaces Inc. 12989 Market Ave. N. Hartville, OH 44632 330-877-2138 www.topadvantage.com
Top Shelf Laminated Products 400 Dietz Rd. Warren, OH 44483 330-393-1289
Tower Industries
PO Box 647 Massillon, OH 44648 330-837-2216 www.towersurfaces.com
OKLAHOMA
Hoffman Fixtures Co.
6031 S. 129th St. Ste. B Tulsa, OK 74134 918-252-0451 www.hfccountertops.com
870 Rte. 910 Unit 400 Cheswick, PA 150244 412-406-8442 www.arminastone.com 760 N. Front St. PO Box 7616 Steelton, PA 17113 717-939-2878 www.capitalcitycounters.com
Harrisburg Troy Granite 3617 Simpson Ferry Rd. Camp Hill, PA 17011 717-918-3315 www.troygranite.com
John Kramer’s Fabrications Inc. PO Box 41 Bernville, PA 19506 610-488-6213 www.kramershowerbases.com
McGrory Inc.
576 Rosedale Rd. Kennett Square, PA 19349 610-444-1512 www.mcgroryinc.com
Pence Countertops Inc.
124 Ellis Woods Rd. Pottstown, PA 19465 610-326-6609 www.pencecountertops.com
Pittsburgh Troy Granite 1060 484 Lowries Run Rd. Pittsburgh, PA 15237 412-446-1060 www.troygranite.com
RHODE ISLAND
Allied Floor Covering, Inc.
Tiverton, RI 02878 401-624-4477 www.alliedfloorcovveringinc.com
OREGON
New England Counter Top
PO Box 258 Glide, OR 97443 541-496-0313 www.grifform.com
SOUTH CAROLINA
Grifform Innovations Inc.
Precision Countertops Inc. PO Box 387 Wilsonville, OR 97070 503-692-6660 www.precisioncountertops.com
PENNSYLVANIA A.S.S.T.
805 W. Elm Ave. Hanover, PA 17331 717-630-1251 www.asst.com
Advanced Surfaces Inc. 130 Plastics Rd. Corry, PA 16407 814-663-0369
PO Box F Pawtucket, RI 02861 508-761-7588
Seven Stone
1900 Suber Mill Rd. Greer, SC 29650 864-879-9378 www.sevenstone.com
Solid Products
109 Lazenby Dr. Ft. Mill, SC 29715 704-236-9796 www.solidproducts.biz
Tom Rush
109 Lazenby Dr. Ft. Mill, SC 29715 704-236-9796 www.solidproducts.biz
SOUTH DAKOTA
Dakotaland Woodwork & Cabinets LLC 41181 179th St. Raymond, SD 57258 605-532-4150
DFC-Dakota Fixture & Cabinet Co. 45753 237th St. Madison, SD 57042 605-256-3707 www.soliddfc.com
Formatop Co.
Elite Granite & Marble
455 Commercial Dr. Buda, TX 78610 512-328-5111 www.elitegraniteandmarbleaustin.com
Gecko Solid Surface Solutions 4630 Sinclair Rd. San Antonio, TX 78222 210-227-3100 www.geckosss.com
Patel Inc.
2306 Sunset Tr. Sugarland, TX 77478
101 S. Franklin Sioux Falls, SD 57103 605-332-3151 www.formatopcompany.com
W.R. Watson Inc.
Alexander Brothers Tile & Marble Inc.
UTAH
TENNESSEE
1446 S. Cooper St. Ste. 101 Memphis, TN 38114 901-278-9626 www.alexandermarbleandgranite.com
Countertops of Memphis
301 W. Olive Ave. Memphis TN 38106 901-602-7115 www.countertopsofmemphis.com
Creative Countertop Solutions Inc.
300 Peabody St. Nashville, TN 37210 615-915-0718 www.creativecountersolutions.com
Kitchen Tops
12902 Mula Ln. Stafford, TX 77477 281-495-3664 www.wrwatson.com
Utah Kitchen and Bath
2098 E. 2250 N. Layton, UT 84040 801-814-8847 www.utahkitchenandbath.com
VIRGINIA
Metro Stone Works LLC 9115 Digital Dr. Unit 12 Manassas Park, VA 20111 703-396-866 www.metrostoneworks.com
Mid-Atlantic Manufacturing Inc.
10040 Whitesel Rd. Ashland, VA 23005 804-798-7462 http://midatlanticmfg.com
1300 Ault Rd. Knoxville, TN 37914 805-523-0967 www.kitchentops.net
Surface Link Corp.
740 Space Park Dr. S. Nashville, TN 37211 615-386-0509 www.sevenstone.com
TRINDCO
Alejandro Contreras
WASHINGTON
Ba Shi Ba Inc.
22445 76th Ave. S. Kent, WA 98032 253-639-4567 www.floform.com
Seven Stone
TEXAS
6418 Harbor Mist Dr. Missouri City, TX 77459 970-471-4393
38303 Green Willow Way Magnolia, TX 77355 281-881-2911
Classic Counter Tops 2325 Executive Dr. Garland, TX 75041 972-840-1234
Counterscapes, Inc. PO Box 82087 Houston, TX 77282 903-581-5676
Countertop Solutions LLC PO Box 82087 Houston, TX 77282 713-204-0080
4200 Lafayette Center Dr. Ste. A Chantilly, VA 20151 301-482-1717 www.surfacelinkcorp.com 1004 Obici Industrial Blvd. Suffolk, VA 23434 757-539-0262 www.trindco.com
FloForm Countertops
Mt. Rainer Marble LLC 2606 Jackson Hwy. Chehalisi, WA 98523 360-520-1844 www.mtrainiermarble.com
Synsor Corp.
1920 Merrill Creek Pkwy. Everett, WA 98203 425-322-9604
WISCONSIN
Bisley Fabrication Inc. 700 Industrial St. Gresham, WI 54128 715-787-4410 www.bisfab.com
McDermott Top Shop LLC
FRANCE
Spectrum Surfaces Inc.
ZA Le Cheval Blanc Solgne F-57420 France 38-764-6923 www.crea-diffusion.com
200 A Main St. Sullivan, WI 53178 262-593-2456
812 Marquis Way Green Bay, WI 54304 920-337-6575
ITALY
AUSTRALIA
Asian Solid Surface
40 Day Dr. Pasadena, South Australia 5042 Australia 040-571-3865
BARBADOS
Legnopan SPA (Starkryl Solid Surface)
Via Dell’Industria 13-15 Piovene Rocchette, VI, 36013 Italy 39-0445-551500 www.legnopan.com
LEBANON
In-Counter, Inc.
Respond S.A.L.
27 Lodge Terrace St. Michaels BB12001 Barbados 246-253-3440
1st Floor Missirian Bldg. Beirut, Lebanon 90076 961-150-1414
MEXICO
CANADA
Colonial Countertops Ltd. 609 Alpha St. Victoria, BC V8Z 1B2 Canada 250-383-1926 http://colonialcountertops.com
Coni-Marble Mfg. Inc.
PO Box 40 99 Harrison St. Thorndale, ON N0M 2P0 Canada 519-461-0100
FloForm Countertops 125 Hamelin St. Winnipeg, MB R3T 3Z1 Canada 204-474-2334 www.floform.com
INDEKO
Boulevard de los Charros 1500 Col. Belenes Ind. Nte. Zapopan, Jalisco Mexico 45150 +52 3310287863 www.indeko.com.mx
Victor Coronado Services
Boulevard Hacienda Galindo 116 Villas del meson Juriquilla, 76230 Mexico 52-4422342743
RUSSIA
AKRILIKA HOLDING
FloForm Countertops 10-710 Cynthia St. Saskatoon, SK S7l 6A2 Canada 306-665-7733 www.floform.com
Svobody St., 29 Moscow Russia 125362 +7(495)782-84-75 http://akrilika.com/en
ARTCOR
FloForm Countertops 7630 Yellowhead Trail Edmonton, AB T5B 1G3 Canada 780-474-7999 www.floform.com
60th km. Ring Rd. Ste. 4A Moscow Russia +7-485-657-8578 www.artcor.ru
DECORA PRO
Turistskaya str., 23/1 St.Petersburg, Russia +7(812)922-50-70 www.decora.pro
Granit Design
77 Industrielle Stanstead, QC J0B 3E0 Canada 819-564-7111 www.granitdesign.com
UNITED ARAB EMIRATES Bond Interiors
PO Box 15758 Dubai U.A.E. 04 2711727, 06 5343222 www.bondinteriors.com
Shape Industries
10 McPhillips St. Winnipeg, MB R3E2J7 Canada 204-947-0409 www.shapeinc.com
Summum Granit Inc.
CREA Diffusion
UNITED KINGDOM Interfab LTD
460 Principale St. Saint-Sebastien, QC G0Y 1M0 819-625-2333 Canada www.summumgranit.com
Unit 9 Willersey Business Park Willersey, Nr. Broadway Worcestershire WR12 7RR United Kingdom 441-386-858100 www.interfab.co.uk
International Surface Fabricators Association • Vol. 9 / Issue 2 • 51
Product News Chemical Concepts Offers Chem-Set C-31 Pro Bond
Vicostone Adds New Colors to Its Marble-look Collection Vicostone’s quartz surfacing collection was updated with new marble-look colors, available now from the company’s warehouses in Dallas, Chicago, Atlanta and Houston, as well as its distributors. The newest additions are (pictured in order of left to right) Misterio, Icelake, White Macaubas and Blue Savoy. Manufactured with Italy’s Breton technology, the new colors like all quartz engineered stone are nonporous, strong and have color durability. Circle RS#35 on page 56 or visit www.isfanow.org/info.
The Chem-set C-31 Pro Bond adhesion promoter available from Chemical Concepts allows fabricators to immediately glue natural and engineered stone products that are still wet from water-assisted cutting equipment, saving time and laminated and mitered edges and eliminating the need to dry the materials first. Users can simply blow off the standing water with an air hose, apply the C-31 Pro Bond on both sides of the joint and wipe off with a dry rag, leaving the substrate ready for bonding. Circle RS#37 on page 56 or visit www.isfanow.org/info.
Karran Launches Three Quartz Sink Models
Staron Surfaces Highlights New Radianz Quartz Designs Five new Radianz® Quartz designs featuring a free-form, directional veined pattern are available from Staron Surfaces. Comprised of colorcontrolled, natural quartz particulates, Radianz is suitable for high-use countertops, work surfaces and furniture. Engineered for durability and inspired by elements found in nature, the material has a limited commercial-use warranty and is NSF and Greenguard Certified.
Karran introduced three new models of its Q-350 quartz sink, which is durable and can be installed seamlessly in laminate and solid surface. The new models are available in all six of the sink line’s standard colors and are also suitable for use with quartz and granite countertops. Circle RS#40 on page 56 or visit www.isfanow.org/info.
Circle RS#38 on page 56 or visit www.isfanow.org/info.
BLANCO Launches ARTONA Faucets in Colors Matched to SILGRANIT Sinks BLANCO ARTONA kitchen faucets offer dual finishes in coordination with SILGRANIT® sink colors. With rounded curves and edges, the faucets are available in six colors that match the sinks, along with Stainless Finish and Chrome. They also have semi-hidden, pull-down dual spray heads and a standard 2.2- or 1.5-gpm flow rate offering water-saving potential. Dual finish colors include Stainless Finish mixed with either Anthracite, Cinder, Metallic Gray, Truffle, White or Café Brown.The collection also includes a matching bar/prep faucet and soap dispenser. Circle RS#36 on page 56 or visit www.isfanow.org/info.
52 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Revere Expands Granite Sink Line Elkay recently partnered with granite sink manufacturer Schock GmbH of Germany to expand its granite offerings. As a result, the company will be adding four new models and two new colors (Taupe and Almond) in late May to its Granite Sink offerings, for a total of 20 models in seven colors. Revere granite sinks are stain- and odor- resistant and easy to clean. The durable material is made from 80 percent natural quartz, so they resist smudges, scratches and even heavier impacts. They are heat resistant up to 535 degrees F and nonporous, preventing foods, liquids and bacteria from sticking to the surface. Also, the granite colors won’t fade thanks to a proprietary UV-stable technology. Circle RS#39 on page 56 or visit www.isfanow.org/info.
Eagle Rock Products, Inc. Introduces EagleEYE Tool Setter Eagle Rock Products, Inc. presents its EagleEYE tool setter, designed for stone routers. This digital microscope has a simple, step-by-step software that prompts users through the entire tool setting process in just 25 minutes with precise results. It is placed on any CNC machine, and can also check tooling for maintenance and wear in just 15 minutes, automatically. It’s portable (about the size of a mailbox) and is self-contained, operating off of a simple, intuitive tablet interface. The equipment is upgradeable and can be paired with a tool dresser and off-spindle setting device. Circle RS#41 on page 56 or visit www.isfanow.org/info.
Circle RS#20 on Reader Service Page or visit www.isfanow.org/info.
Product News pearl and onyx movements; and Silhouette, a sable base anchored by clean white marbling. Circle RS#43 on page 56 or visit www.isfanow.org/info.
KB Express Offers the KBRevolution Countertop Display System
HanStone Quartz Introduces Transitional Modern Styles
The KBRevolution from KB Express is an interactive customer experience displaying countertop options. It has three rotating levels that can display granite, quartz or other countertop materials alongside cabinet options to help customers visualize material combinations and make decisions faster. Samples change out in seconds to allow for unlimited combinations, and the display system uses only 16 sq. ft. of showroom space.
five colors that blur the lines between timeless
with warm grays and rich umbers; Smoke, with
Houzer Inc. added a reversible, dual-sided apron front model to Platus Fireclay sink series. This new model offers a modern plain front design or an alternative classic fluted design. The quality sinks are manufactured in dedicated Fireclay ovens fired at 2,200 degrees F, creating a, glossy finish that is resistant to chips, cracks, scratches and heat damage. The nonporous surface is also hygienic and fends off stains. Platus sinks are available in 30- and 33-in. by 9¼-in.-deep single bowls and are available in white and biscuit.
neutral grays and sepia undertones and soft
Circle RS#44 on page 56 or visit www.isfanow.org/info.
HanStone Quartz diversified its product line with neutrality and bold undertones. Nonporous, resistant to heat, stains and scratches, these designs are suitable for residential and commercial applications. The new colors are: Artisan Grey, a multifaceted beige and charcoal hue; Celestial, containing soft, subtle veining merged with layers of cool taupe undertones; Rocky Shores, a crisp cream backdrop speckled
Circle RS#42 on page 56 or visit www.isfanow.org/info.
Houzer Adds to Platus Fireclay Sink Series
Circle RS#21 on Reader Service Page or visit www.isfanow.org/info. 54 • Vol. 9 / Issue 2 • International Surface Fabricators Association
Weha Trilogy Three Step Diamond Polishing Pads Can Be Used Wet or Dry Weha Trilogy Three Step Diamond Polishing
Pads are new polishing pads specifically for
black, brown and gray engineered stone and quartz surfacing. However, according to the
company, they are equally as good on Black
Absolute, Baltic Brown, Uba Tuba and other dark granites and marbles. Additionally, they also
are suitable for light-colored engineered stone, quartz, granite and marble, with zero bleeding, reports the supplier.
Outwater RGB LED Strip Lights Change Colors
Outwater introduced its professional connectable
M S International, Inc. Introduces New Quartz and Natural Stone Slabs
color changing 120V RGB LED Strip. The
M S International, Inc. (MSI) launched several
electrician. It is available in 33- and 82½-ft. lengths
Quartz slabs and natural stone slabs. More than
colors maintain consistent color temperatures and
assembled kit ready to plug into a standard wall outlet, with no need for installation by an
new products, including new Q Premium Natural
and can run off of a single power cord. Seven
45 quartz colors are now available, including the
consume only a few watts per linear foot.
white marble look of Calacatta Classique and the artistic style of Pacific Salt.
Circle RS#45 on page 56 or visit www.isfanow.org/info.
water-resistant strip comes as a complete, fully
A corresponding multifunction Color Changing LED Controller generates more than 80 combinations.
Circle RS#46 on page 56 or visit www.isfanow.org/info.
Circle RS#46 on page 56 or visit www.isfanow.org/info.
ISFA Member since 1998
Circle RS#22 on Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013 Circle RS#23 on Readers Service Page or visit www.isfanow.org/info. International Surface Fabricators Association • Vol. 9 / Issue 2 • 55
Free Product Information Form Or visit www.ISFANow.org/info to fill out our online form
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Volume 9 / Issue 2 Get Your Free Product Information Today: For more facts on products and services, please fill out all the information below and circle the product referral numbers that are found in the magazine. Product referral numbers can be found below each advertisement. Your request will be immediately forwarded to the proper manufacturer. You can submit this form via mail, fax, email (editor@isfanow.org) or visit us online at www.ISFAnow.org/info. Personal Information Name: Title: Company: Address: City: State/Province: Zip/Postal Code: Country: Phone: Fax: y providing your fax number, you are giving ISFA permission to send you information via fax. q Check here if you do not wish to receive education event information via fax. B Email: q Check here if you do not wish to receive Product and Service information from ISFA and our industry partners via email. About Your Business What category best describes your business classification? q Fabricator
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C04 CNC Machinery C05 Concrete Materials & Supplies C06 Hand/Power Tools C07 Laminate C08 Material Handling Equipment C09 Prefabricated Accessories C10 Quartz Surfacing C11 Saws
What surfacing materials do you work with?
____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ Free Product Information Please circle below all of the referral numbers found in the magazine, or the category numbers found on this page that you would like more information on. Your request will be immediately forwarded to the proper manufacturer. 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48
C15 Software
49 50 51 52 53 54 55 56
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56 • Vol. 9 / Issue 2 • International Surface Fabricators Association
65 66 67 68 69 70 71 72 73
74
75
76
77
78
79
80
Classifieds
Ad Index Referral #
21
Beckart Environmental, Inc. Betterley Industries, Inc.
24 Cosentino
22 CountertopResource.com 01 GlueWarehouse.com
ISFA/IWF Countertop Symposium
59
Atlanta, Ga.
54
Aug. 23
55
IWF/ISFA Countertop Pavilion
2
40
06
ISFA Membership
10 & 13
06
ISFA Training
16 IWF 12
Karran USA
15
Laser Products
13
25, 41 & 43
KRION
33 23 29
31
3
09
Now Handling
18
23
Performance Abrasives
55
07
Regent Stone
11
04
Tenax USA
17
Water Treatment Solutions
Park Industries
14 QuartzSource 10 SATA
9
30 18
7
20 Unicell
53
08
15
WEHA
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Aug. 24-27 Atlanta, Ga.
60
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Virginia Beach, Va.
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Hi Tech Fasteners Integra Adhesives
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19
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ISFA Quartz & Stone Fabrication Training
Page #
11 Architectural Products by Outwater
Don’t Miss These Upcoming ISFA Events!
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Fabricators! ISFA Fabricators, do you have used equipment you would like to sell? Looking to fill a key position? Why not submit a FREE classified ad? That’s right, relevant classifieds in this publication are free to ISFA fabricator members! Just send us the text you’d like to run and we’ll do the rest. Email us today at editor@isfanow.org. For those of you who are not fabricator members, email kevin@isfanow.org or call (815) 721-1507 to get a quote. International Surface Fabricators Association • Vol. 9 / Issue 2 • 57
Guest Editorial By Jon Olson
What Makes a Great Manager? Being a manager is a large responsibility. Not
it? If a manager makes it a point to coach
managers. What a bad idea! This is asking for
but they also have to answer to those they
demonstrates the goal is to make the employee
at making countertops does not mean they are
only do they have to answer to their superiors, manage. It has been my experience that
managers who understand that simple fact are the most successful. At its core, management is really all about the employees.
How employees are treated has a large bearing on the amount of productivity a manager will get out of the team. So, if a company has a
team with a large amount of turnover, lack of
unity or chronic complaining, it could very well be the way management is doing its job.
Let’s look at a few management styles that should be avoided.
The Helicopter Manager
the employee, shows direct concern and
successful, rather than just micromanage, the
employee will respond much differently. That’s called being a leader.
The No-show Manager One of the worst mistakes a manager can make is to not be there for the team when the going
gets rough. If you’re going to ask employees to
work overtime or on the weekend to satisfy a rush job, you need to be there as well. The manager
disaster. Just because someone is very good
automatically going to be a very good manager. However, you might very well have a manger in the waiting. Some of the qualities they would
show are being well respected by co-workers, exuding positivity, displaying willingness to
perform any task, avoiding complaining about
the company or any of their peers, expressing an interest in training and following company policies.
sets the pace. When you ask the team to go the
The team wants a competent leader. Don’t
step up to the plate, especially if it’s you.
handed the title because they were the next
extra mile, it matters to them who else is going to You can also set the example on how you
Have you ever watched a helicopter hover
handle some of your personal matters. For
What are the people below doing? They’re
personal meetings or are out getting a haircut
themselves from all that wind. That helicopter
negative effect. If you do these things outside
They can’t wait for it to leave. That’s exactly
take work seriously and that rubs off on the
the employee watching every move they make.
a microscope. What you do will be watched
where the employee is being driven is probably
if a member of the team wants to cut out to
expect complete unity if the manager was
person up. It’s a culture far too prevalent in today’s workforce.
close to the ground when people are below?
example, if you are at doctor appointments,
Whether you want to believe this or not, bad
shielding their faces, half bent over, protecting
during the workday, it’s going to have a
about them while on the floor, on break or even
is dominating the scene and nobody likes it.
of work hours, it tells the employees you
how some managers operate. They hover over
them. You have to remember you are under
Some might call it driving that employee, but
by others. This could really blow up on you
right out the door!
take care of a personal matter. If you make it a
much as you’re a servant to the team.” Those
be harder to tell them they can’t do the same
your team has what they need with regard to
others see you do. If you want your team to
really are the best tools you have. If you follow
A helicopter manager gives the employee no room to make independent decisions. They
cannot or will not let an employee work on his or her own. They constantly ask where they
have been, what they are doing and what they
will do next. They never give the employee the benefit of the doubt. A spirit of mistrust oozes
in and is evident in everything they say and do.
at home. If you want your workplace to be a
place of productivity, respect and pride, then
take a look at your managers. It all starts with them.
When I first got into management long ago, my supervisor told me, “You’re not a manager as
habit to take time off during the workday, it will
words of wisdom stuck with me. Making sure
thing. Your reputation will be based on what
equipment, education, support and empathy
walk through a wall for you, be willing to do the
through, you won’t just be the manager;
same for them.
you’ll be a leader.
The Next Person Up Manager
About the Author
Sometimes a person becomes a manager not
To be fair, there could be good reason the
because of merit, but simply because they’re
the employee does need a little bit more
because they know whose ear to tickle. I heard
to see what the challenge is and help correct
make the best performing machinists into
manager is watching so closely. Maybe
the next in line in seniority, availability or
attention. Would not the better approach be
of a very large company that would always
58 • Vol. 9 / Issue 2 • International Surface Fabricators Association
managers are the talk of the team. Workers talk
Jon Olson has more than 30 years’ experience in the surfacing industry in all aspects of fabrication and sales. He has worked as a fabricator, manager and sales rep for a large solid surface and quartz manufacturer. He is also the past recipient of ISFA’s Fabricator of the Year and Innovator Awards and can be reached at jonolso@gmail.com.
Circle RS#24 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 1998
Circle RS#25 on Reader Service Page or visit www.isfanow.org/info.
ISFA Member since 2003