VOLUME 12 / ISSUE 2 • QUARTER 2, 2019 • SINGLE ISSUE $14.95
Adhesives & Seaming Equipment Spotlight Page 20 ISFA Fabricator Profile: L.E. Smith Page 24
Eight Essentials of Successful Sales Page 28
Successful Generational Business Transitioning Page 32
IN TERN ATIO N AL SU RFACE FAB RIC AT O RS ASSO CIATIO N
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CREDITS Letters to the Editor
Photography
Countertops & Architectural Surfaces welcomes Letters to the Editor. If you have questions about the magazine, or would like to make a comment, or voice an opinion about the magazine, ISFA or the industry in general, please feel free to write to us.
Photos in this publication may not depict proper safety procedures for creative purposes. ISFA and Countertops & Architectural Surfaces support the use of proper safety procedures in all cases and urge readers to take steps to institute such procedures.
Please send letters to editor@isfanow.org or to Letters, ISFA, PO Box 627, Ingomar, PA 15127, attention: Editor. Include a telephone number and address (preferably an email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to editor@isfanow.org or mail to ISFA, PO Box 627, Ingomar, PA 15127, attention: Editor.
Photography/graphics provided by: Aristech/Avonite Surfaces, Kathleen Gramzay, Kirk Heiner, Albrecht Holländer and L.E. Smith.
Contacting ISFA Phone: (888) 599-ISFA editor@isfanow.org www.isfanow.org
About This Magazine Countertops & Architectural Surfaces (ISSN 2372-983X) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth “Buyers Guide” issue publishing in October. 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 (888) 599-ISFA. Printed in the United States of America. Copyright © International Surface Fabricators Association 2019. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without the publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs. Materials will be returned only if accompanied by a stamped, selfaddressed envelope. For change of address, please include old label with new information, including both old and new zip codes. Allow 3-6 weeks for address change to take effect. Periodicals postage rate is paid at the Ingomar, Pa., post office as well as others. Opinions expressed by writers in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces or the International Surface Fabricators Association, but rather those of the individual writers. Postmaster: Send address changes to LSC Communications, Care of Countertops & Architectural Surfaces magazine, 121 Matthews Drive, Senatobia, MS 38668.
Magazine Credits Publisher & Editor: Kevin Cole Proofreader: Nancy Mueller-Truax Design: V2 Marketing Communications
ISFA Officers of the Board Augie Chavez, President Kate Dillenburg, Immediate Past President and Secretary Paul “Max” Le Pera, Vice President Mike Langenderfer, Treasurer
ISFA Directors Adam Albee, Director Matt Kraft, Director Steve Mast, Director Austin Maxwell, Director Kelly Montana, Director Steve Stoddard, Director Eric Tryon, Director Jim Callaghan, Associate Member Representative Joe Connolly, Associate Member Representative
ISFA Staff Amy Miller, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Carol Wilhite, Operations Manager Paul Wisnefski, Account Representative Amy Kyriazis, Program Manager Chris Pappenfort, Trainer Fred Hueston, Trainer
Cover Photo This stunning reception desk at the Tourist Information Office in Freiberg, Germany, is fabricated from Avonite Surfaces® Polaris 8256, one of more than 50 standard colors from their product offering. Avonite Surfaces® recently launched its 2019 New Colors. Read more about them on page 44 or online at https:// aristechsurfaces.com. Photo Credit: Albrecht Holländer.
4 • Vol. 12 / Issue 2 • International Surface Fabricators Association
For more information, go to isfanow.org/info and list RS #3 • ISFA Member since 2016
CONTENTS Features 20 Adhesives and Seaming Equipment Spotlight The latest and greatest in adhesive and seaming technologies 24 Fabricator Profile: L.E. Smith This multigenerational company explains how it continues
20
its successful outcomes
28 Eight Essentials of Successful Sales Management Taking better control of financial outcomes 32 Passing the Torch without Getting Burned How to build a robost Gen2 company
Departments
8 From the Editor 10 Calendar of Events 12 Education Connection
24
14 Industry News 34 From the Executive Director 35 ISFA News 40 ISFA Fabricator Directory 44 Product News 49 Classifieds/Ad Index 50 From the President
28
32 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.
6 • Vol. 12 / Issue 2 • International Surface Fabricators Association
For more information, go to isfanow.org/info and list RS #4 ISFA Member since 2000
From the Editor From the desk of Kevin Cole, Editor & Publisher, and ISFA Communications Director
Protecting Your No. 1 Asset I have literally talked with and interviewed
Over the past few years, there has been a
This may help you to fill key labor positions, or
very large number of them, particularly the most
the silica regulations. Many have argued that
from trade or vocational schools. But, these
hundreds if not thousands of fabricators, and a successful, have told me that their workers are their No. 1 resource.
These cream-of-the-crop businesses
understand that investing in their teams and
keeping seasoned, knowledgeable staff around makes their businesses more successful and prosperous.
We have all heard and witnessed the growing
shortfall in labor and the experts’ prediction of
debate in the industry about the changes to the changes were unnecessary and costly
because of the additional testing and medical components involved. And in truth, many if
not most hard surfacing shops already have
numerous methods and equipment in place to
deal with the problem. I have yet to visit a stone/ quartz fabrication shop that doesn’t cut wet,
have extraction systems and use some sort of filtration to limit dust. That is a great thing.
the continuation of this trend. There are many
However, as sad as it is, there have recently
population that is moving out of the workforce
the past year in both Texas and California that
in favor of what, perhaps erroneously, are
and worried about keeping happy and healthy
somewhat arbitrary societal status.
Safety is a paramount, yet often undervalued,
factors, with two major ones being an aging
been several cases of silicosis discovered in
and the push for our youth to avoid the trades
proves that not every shop is as conscious
considered to be “better” jobs that carry a
employees.
That compounds the need for finding and
retaining good workers, making it even more
part of long-term workforce development.
even skilled labor jobs if they are graduating
greenhorns are least likely to understand the dangers they could face every day in a shop
environment and require extra care to protect. Some of these entrants to your business may
very well be the long-term future of it if you can retain them.
So while you are looking to hire new workers and retain your staff in this competitive work
environment, make sure you aren’t overlooking your safety procedures as a component of
developing and keeping a happy and healthy workforce. And keep in mind that regulating
authorities are going to be specifically looking for proper enforcement of the updated silica laws. Here’s one more valuable thing to consider.
If you think you are saving money by cutting
corners, various studies have shown that $4 to
According to OSHA, on average more than
$6 are saved for every $1 spent on preventive
Not only is it key to offer compensation that
this doesn’t include things like the long-term
to do morally and legally, but also financially.
does not always equate to more money,
That averages out to around 99 workers a week
means they must work in an environment in
families. That’s just on-the-job deaths. When
important.
5,000 people per year are killed on the job (and
keeps them feeling valued (and compensation
effects of silica dust buildup in workers lungs).
although that is certainly a part of it), but it also
or 14 a day that don’t make it home to their
which they feel they are valued.
you look at overall injuries, the number in the
An opportunity for growth and upward movement can be a significant part of
United States jumps to 2.8 million — and those No one wants to live with injured, or God forbid,
chances to learn new skill sets and receive
deceased workers on their conscience because
additional training.
proper precautions weren’t taken.
But all this aside, one critical component to
And with the graduation season upon us, there
keeping them safe.
entering the workforce in the coming months.
8 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Why would any logical business owner or manager ever choose any other route?
As always, I look forward to your feedback. Sincerely,
are just the ones reported by employers.
keeping your workforce happy, as can offering
keeping your best people on your team is
safety measures. So not only is it the right thing
will be younger, more inexperienced workers
Kevin Cole, Publisher & Editor kevin@isfanow.org
For more information, go to isfanow.org/info and list RS #5 ISFA Member since 2016
Special Section
CALENDAR OF EVENTS ISFA Gen 2 Event Sponsored by Cosentino, GranQuartz and Moraware June 4 – 6 Detroit, Mich. (888) 599-ISFA info@isfanow.org www.isfanow.org AIA National Convention and Design Expo June 6 – 8 Las Vegas, Nev. (800) 343-4146
ISFA Solid Surface Industry Roundtable Sponsored by Wilsonart Hosted by A.S.S.T. Aug. 13 – 15 Gettysburg, Pa. 888-599-ISFA www.isfanow.org Natural Stone Institute Study Tour Aug. 18 – 22 Knoxville, Tenn. (440) 250-9222
ISFA Industry Roundtable Natural Stone Institute Study Tour Sponsored by Crossville, Daltile, GranQuartz and Moraware June 11 – 12 Hosted by Precision Countertops Austin, Texas Sept. 17 – 19 (440) 250-9222 Portland, Ore. Natural Stone Institute Summit (888) 599-ISFA June 13 info@isfanow.org Valley View, Ohio www.isfanow.org (440) 250-9222 2019 Healthcare Facilities CMA Regional Event Symposium & Expo June 13 – 14 Sept. 17 – 19 Georgetown, Mass. Boston, Mass. (616) 930-4610 (603) 471-0877 CCI Ultimate Concrete Countertop Training June 17 – 20 Raleigh, N.C. (919) 275-2121
Natural Stone Institute Summit Sept. 19 Royal Oak, Mich. (440) 250-9222
Stone + tec June 17 – 20 Nuremburg, Germany +49 9 11 86 06-49 96
Regent Stone Quartz/Granite Countertop Fabrication Course Sponsored by ISFA Sept. 24 – 25 Virginia Beach, Va. (866) 233-4877
Park Industries Digital Stoneworking Expo June 20 Chicago, Ill. (800) 328-2309 Natural Stone Institute Summit July 11 Overland, Mo. (440) 250-9222 AWFS July 17 – 20 Las Vegas, Nev. (800) 946-2937 Natural Stone Institute Summit July 25 Norfolk, Va. (440) 250-9222
Regent Stone Quartz/Granite Surface Repair Course Sponsored by ISFA Sept. 26 – 27 Virginia Beach, Va. (866) 233-4877 Marmomacc Sept. 25 – 28 Verona, Italy +045 829 8111 ISFA Solid Surface Training Sponsored by Regent Stone Hosted by GECKO SSS October San Antonio, Texas (888) 599-ISFA www.isfanow.org
Canada Woodworking West Oct. 2 – 3 Abbotsford, BC Canada (614) 850-1533 Natural Stone Institute Summit Oct. 10 Tampa, Fla. (440) 250-9222 CCI Ultimate Concrete Countertop Training Oct. 14 – 18 Raleigh, N.C. (919) 275-2121 ISFA 2019 Annual Conference Sponsored by GranQuartz, Crossville, Integra Adhesives, BACA Systems, Cosentino, Infinity Surfaces and Park Industries Oct. 20 – 23 Scottsdale, Ariz. (888) 599-ISFA info@isfanow.org www.isfanow.org mDesign Live Oct. 28 – 29 Grand Rapids, Mich. (404) 693-8333 Natural Stone Institute Summit Nov. 7 Seattle, Wash. (440) 250-9222 CCI GFRC Training Nov. 7 – 8 Raleigh, N.C. (919) 275-2121 ISFA Industry Roundtable Sponsored by MSI and Park Industries Nov. 12 – 14 Tampa, Fla. 888-599-ISFA www.isfanow.org NBMDA Annual Convention Nov. 12 – 15 New Orleans, La. (888) 747-7862
Submit your event for consideration in Calendar of Events by emailing Editor Kevin Cole at kevin@isfanow.org. 10 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Greenbuild Nov. 20 – 22 Atlanta, Ga. (972) 536-6367 Regent Stone Quartz Granite Countertop Fabrication Course Sponsored by ISFA Dec. 3 – 4 Virginia Beach, Va. (866) 233-4877 ISFA Industry Roundtable Sponsored by CMS North America Hosted by INDEKO Dec. 3 – 5 Guadalajara, Mexico (888) 599-ISFA info@isfanow.org www.isfanow.org Regent Stone Quartz Granite Repair Course Sponsored by ISFA Dec. 5 – 6 Virginia Beach, Va. (866) 233-4877 NAHB International Builder Show Jan. 21 – 23, 2020 Las Vegas, Nev. (202) 266- 8109 KBIS 2020 Jan. 21-23, 2020 Las Vegas, Nev. (877) 267- 4662 TISE 2020 Jan. 28 – 30, 2020 Las Vegas, Nev. (866) 860-1975
For more information, go to isfanow.org/info and list RS #6 ISFA Member since 2017
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 Innovation and the Rising Tide of Healthcare Costs By Kathleen Gramzay, BCTMB
Innovation is a primary engine for business
the emergency room as a doctor’s office visit.
ways to deliver better products or services takes
being seen in a more collaborative model.
success. Developing smarter, more efficient engaged, talented people working together. Attracting and retaining them requires an
innovative approach to provide benefits that are
relevant to today’s workforce, contribute to culture and are cost-effective for the business long term.
New levels of benefit and culture innovation are Savvy businesses are making it easier for
■■ 30 percent (284,000) of work-related injuries due to MSDs with an average of 11 lost work days
promote and enhance health in an environment
In addressing the challenge of musculoskeletal disorders, an aging population, and an opioid addiction crisis estimated at $500 billion (2017), it makes sense to include a holistic, nondrug, self-care approach. Just as cardiovascular, respiratory and diabetic conditions are improved by focusing on nutrition and exercise, so too can many chronic musculoskeletal pain and mobility conditions be alleviated.
providing education, programs and services that that supports them to be used. A wellness-
conscious culture supports greater employee
is in flux. According to the Centers for Medicaid
awareness of the value being provided when the
$3.4 trillion in 2016, 19 percent of which was
team partnership.
continue to soar and national healthcare policy
commitment to individual well-being and greater
and Medicare Services, the United States spent
relationship is communicated and perceived as a
borne by business. Driven by inflation, costs
Nutrition, exercise and even meditation programs,
population, that figure is projected to accelerate from 4.6 to 5.6 percent per year to $5.5 trillion by 2025. Prescription drug spending at 6.4
percent per year is projected to grow faster than health spending overall AND faster than the growth of the economy.
So what can business do to stem the tide? “If you want to do something new, you have to stop doing something old.” – Peter F. Drucker.
Innovation applies not only to new processes and systems but to new ways of thinking that benefit
both the culture of a business and its bottom line. The health of a business is intrinsically tied to the whole-person health of each of its members.
medical teleservices, facility-shared or on-site clinics with same day appointments are some
examples of recent innovations that support smart health choices. Self-funding provides greater
control and realized savings benefits from those
programs for companies able to do so. These new solutions are helping to incrementally push the needle forward.
However, if we are to truly stem the ever-rising cost of healthcare and move toward more
sustainable vibrant health, the next category
where innovation is critical is musculoskeletal disorders (“MSDs”).
One in two — or 126.6 million — adults
are affected by MSDs, according to the U.
S. Bone and Joint Initiative: The Burden of
The trillion dollar model has been built on
Musculoskeletal Diseases in the United States
fee for service model, and business in a parental
(www.boneandjointburden.org). That’s twice
participation.
conditions, and seven times the 18.8 million
treating disease rather than supporting health, a
(BMUS), Third Edition, 2014. Rosemont, IL.
role providing coverage with little employee
the rate of those with chronic heart and lung
The Shifting Tide In recent years, companies have sought to
diagnosed with diabetes.
Consider the Impact of Musculoskeletal Injuries:
engage employee self-responsibility by increasing
■■ 77 percent (65.8 million) — Leading cause of
deductibles and co-pays, getting an unintended
■■ $176.9 billion — Annual cost of treatment
employee financial contribution through higher
result of less preventive care and greater use of
12 • Vol. 12 / Issue 2 • International Surface Fabricators Association
■■ 70 percent (216.5 million days) — Self-reported lost work days due to MSDs
employees to take more self-responsibility by
That is quite a challenge as healthcare costs
of medical products/services, and an aging
■■ 397 million — Number of prescriptions filled for MSDs (2011)
all injury-related healthcare visits (2011)
Empowering individuals with the knowledge to partner with the body/mind gives them the ability to release chronic pain and tension at the moment as well as release long-held chronic tension patterns to prevent injury and help prevent them from reoccurring. It also makes them better partners in their own healthcare. They know what they can do on their own and when they need to see a professional. The innovative shift is one from old-model conditioning that relief comes from outside the body (drugs or office visits) to one of working with the body and tapping into its built-in pain relief and self-healing system. As business continues to innovate and integrate a more holistic model of health, culture, individual responsibility and team partnership, we expand our ability to more healthfully serve our clients and our society as a whole.
About the Author Kathleen Gramzay, BCTMB, is a Speaker, Wellness Educator, and the Developer of Kinessage® Self Care. Through live and virtual training, Kinessage LLC serves wellness conscious businesses and individuals to live more productive, joyful lives. To find out more visit www kathleengramzay.com.
For more information, go to isfanow.org/info and list RS #7 • ISFA Member since 2015
In the Industry GRANITH Launches Its New Website
Caesarstone Makes Appointments to Leadership Team, Announces Workforce Cuts
Under the slogan “Selective Natural Stone,” GRANITH® launched a new website capturing the natural essence of the different natural stone models. The site shows real projects only, the most inspirational ones showcasing exotic stones. It’s a space where the latest trends in natural stone are released, as well as their outstanding technical characteristics.
Caesarstone appointed Rinat Efrima as the
the company’s ongoing digital transformation,
managing director for Israel, and Suzie Roth as
information security, global infrastructure,
new global chief marketing officer (CMO) and the new chief information officer (CIO).
While these two hires in upper management
standards in delivering strategy, innovation
will cut its global employment by 7 percent,
and marketing experience with global
best-in-class brand activation and digital
from Kimberly-Clark Corp. She is responsible for building and implementing a long-term business and marketing strategy, as well as managing the company’s business in
Israel. Roth has more than two decades of
experience in IT in global companies such as Intel, Kodak, and Amdocs. She will oversee
Dekton® by Cosentino and outdoor kitchen design and manufacturer, Urban Bonfire, have formed a partnership. Conceptualized to inspire, as well as streamline the purchasing
and implementation process, the alliance will unite Dekton with Urban Bonfire’s 60+ dealer partner showrooms across the United States and Canada. With more than 95 percent of Urban Bonfire kitchens purchased, also specified with Dekton countertops, the alliance felt like a natural fit. Throughout the course of 2019, Urban Bonfire dealer partner showrooms will be updated with interactive outdoor kitchen displays showcasing the latest from Dekton, as well as sample towers, so visitors can see its beauty and durability firsthand. Trade shows will also serve as key touch points, highlighting the brands’ synergies of materials, colors and aesthetics for outdoor living and entertainment spaces.
LPI Partners with Derusha Supply in Eastern Canada LPI announced a new partnership with Quebec, Canada-based Derusha Supply to strengthen its presence within the stone industry across eastern Canada. A leader in equipment and supplies for the stone industry in North America, Derusha Supply will be the exclusive 14 • Vol. 12 / Issue 2 • International Surface Fabricators Association
legacy systems and new additions.
Efrima has 20 years of leadership, operational
acceleration. She moves to Caesarstone
Urban Bonfire and Dekton by Cosentino Announce New North American Partnership
including retail and sales technologies,
are taking place, the company also said it
halving its production in its Georgia plants, but increasing its U.S. sales team. The
changes came at the same time the company announced a net loss of more than $400,000
in revenues in Q1. Yuval Dagim, the company’s CEO, said it would cut around 110 employees, with most of them coming in the U.S.
operations via a shutdown of one of the two Georgia production lines.
distributor of the LT-2D3D Laser Templator digital templating system, as well as the award-winning ClearCut Optical CNC Tool Measuring System, for Manitoba, Ontario, Quebec and the Maritime Provinces (New Brunswick, Nova Scotia, Prince Edward Island and New Foundland/Labrador).
BLANCO Partners with DIFFA for a Sixth Year
New North American COO Named for Biesse, Intermac and Diamut Biesse Group promoted Niki KaltsounisKampiziones to chief operating officer for Biesse and Intermac in North America. Kampiziones, currently in her 24th year with Biesse, played a key role in the growth and strategic decisions for the company during her tenure as executive vice president of operations and previously as chief financial officer. In her new role, Kampiziones will oversee the daily operations of Biesse and Intermac in North America, continuing to be responsible for strategically directing and managing innovation and excellence within the organization.
BLANCO joined Design Industries Foundation Fighting AIDS (DIFFA) for a sixth year as a Specify with Care® partner. Each time BLANCO’S new QUATRUS® R15 ERGON Apron Super Sink is specified, BLANCO will make a donation to DIFFA.
LE Surfaces Forms LE Mexico LE Surfaces has formed LE Mexico, which will further expand the footprint of LE Surfaces worldwide. LE Mexico will be a quartz manufacturing facility that specializes in basic monochromatic colors and nondirectional veined colors. The plant will be located within close proximity to a key logistical hub in central Mexico. LE Mexico will be a partnership between LE Surfaces, US Surfaces and an experienced manufacturing operator in Guadalajara. LE Mexico will seek investment support from a limited number of large quartz customers who will gain preferential access to the capacity of LE Mexico. Plant production is scheduled to commence in 1Q 2020.
For more information, go to isfanow.org/info and list RS #8 • ISFA Member since 2018
In the Industry Diamut America Stone Division Hires Southeast Area Product Manager
ETemplate Systems Names Regional Manager ETemplate Systems named Dave Melnick as Regional Sales Manager West Region and Canada. As a pioneer of digital field measuring and a large player in the marketplace, ETemplate’s goal is to continue development and improvement of its existing products while exploring emerging technologies and software solutions.
Formica Launches New Website
Formica announced the launch of its redesigned website, which took several months to complete. The website redesign features a cleaner and more contemporary look, and it provides product sorting functionality with the option to filter by color, material, style or product line. Additionally, enhancements to the sample ordering process and where to buy searches help to quickly find the surfacing materials needed to complete a project.
ATI Decorative Laminates Appoints Midwest Regional Sales Manager ATI Decorative Laminates named John May as its new Midwest Regional Sales Manager. In this role, he provides industry insight to upper management, leads the performance improvement of existing distribution channels and spearheads growth in the region. May provides service to new and existing customers in North Dakota, South Dakota, Minnesota, Wisconsin, Illinois, Nebraska, Indiana, Michigan, Missouri, Iowa and Kansas. He is from Indianapolis and comes to ATI with 25 years of experience working in various marketing and sales management positions. He has worked for Firestone Building Products, Deflecto Corp. and Porter-Cable/ Stanley Black & Decker and holds degrees from the University of Indianapolis and the University of Tennessee.
16 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Diamond tool manufacturer Diamut
appointed Ronnie Benton as Southeast
Area Product Manager serving the states
of Georgia, Alabama, South Carolina and
Florida. After more than 30 years of advising and collaborating with customers who work with stone, Benton is bringing his talents, experience and stone industry expertise to the company. The news that Benton
joined the Diamut team comes after the
company announced a $3 million expansion at the Biesse Group Campus in Charlotte,
starting with the new tool redressing facility that began operation last fall. Benton is
responsible for developing sales strategies,
working with distributors, assisting with direct sales, and sharing his expertise in finding and selling tools.
International works to provide the very best
for the home, across all categories, from large pieces of fine art or furniture to the smallest
handmade object or detail. Available exclusively to firms that serve upscale homeowners, the partnership is a perfect match for Artisan Group, an elite network of independent
countertop fabrication professionals, who
pride themselves on their craftsmanship and
customer service, stated a press release from the organizations. The extensive network of
Artisan Group members allows the organization to offer high-quality stone surfaces, imported from sources around the globe that are
custom fabricated using advanced automated equipment. The Home Trust International
is a by-invitation only organization, and is recognized as the luxury standard for estate homes.
Newly Created USA Millwork Seeks Expansion and More Employees USA Millwork is a new national supplier of
custom architectural millwork and commercial casework. The newly formed conglomerate provides planning-to-completion services
NBMDA Opens 2019 Financial Benchmarking Survey
for complex, large-scale projects across the
The North American Building Material
the expertise and industry knowledge of
Distribution Association (NBMDA) opened its 2019 NBMDA Financial Benchmarking
Survey, conducted in partnership with Mackay Research Group. The report is designed
to optimize distributor performance in an
environment of relentless pressure on profit
margins. Distributor participants in the program receive a side-by-side analysis of their
performance metrics next to industry averages, allowing for easy identification of areas for
improvement and a better understanding of “best practices” of distribution companies.
Artisan Group Partners with The Home Trust International
country that includes Architectural Woodwork Institute (AWI) certified millwork. It combines four regional leaders, including Cabinets by
Design in Atlanta, O’Keefe Inc. in Minneapolis,
Freelance Millwork in Denver and IBS Millwork
in Washington, D.C. into a single national group. To serve its expanding customer base, USA
Millwork, which has more than 350 employees, is looking to add more project managers,
engineers and skilled craftsmen. The company currently has more than 30 openings around
the country. On top of expanding its workforce, the creation of USA Millwork also shares best practices and resources between each brand that is designed to help customers simplify
the project management process for national
Artisan Group and The Home Trust International
and regional commercial turnkey projects. The
affluent consumers and design professionals.
hospitality, entertainment, healthcare, retail, and
homeowners’ searches for quality design
custom design work for companies such as
are carefully vetted to help ensure the best
British Petroleum, Georgetown University,
and shopping for a home. The Home Trust
Cinemark and Ritz-Carlton.
partnered to promote luxury countertops to
areas of focus include corporate, academic,
This collaboration is designed to simplify
multifamily projects. USA Millwork has created
services and products. Member brands
Google, Coors Field, Kaiser Permanente,
experience in buying, building, renovating
International Monetary Fund, Amazon,
In the Industry Additional Antidumping and Countervailing Petitions Filed, Tariffs Increased
According to a release from Cambria, “Though
tariff rules. In anticipation of this issue, Cambria’s
steadily since 2016, Indian and Turkish producers
have quickly increased and penetrated the U.S.
imports from India and Turkey has [sic] risen
As the industry awaits a final decision on the
Chinese quartz antidumping and countervailing duties, prompted by petitions filed by Cambria, President Trump’s tariffs on Chinese quartz,
stone and some stoneworking equipment have increased from 10 to 25 percent. Additionally, new antidumping and countervailing duties
petitions have been filed by Cambria against quartz being imported from both Turkey and
India. Plus, recently several of the largest U.S. ceramic tile manufacturers filed antidumping
and countervailing duty petitions with the federal government regarding Chinese ceramic tile. First, regarding the ongoing debate on
antidumping and countervailing duties, the final ruling will be out soon, according to the USITC.
There are manufacturers, importers and fabricators on both sides of the debate, and the outcomes will certainly have some effect on the industry.
If the preliminary decisions are upheld, Chinese quartz imports will have additional fees placed on them by the U.S. government up to more
than 300 percent in addition to the 25 percent
tariffs. The countervailing and antidumping fees
could be retroactive dating back more than half a
swiftly took advantage of quartz importer/
market [and] will imminently exceed 3 percent
preliminary duties were imposed on unfairly
The petition drew notices to appear from the
surface products from Turkey and India increased
of Turkey’s Ministry of Trade; the Federation of
sq. ft. in 2018 — an increase of 141 percent.
manufacturers; Indian quartz manufacturer Tab
India took place between 2017 to 2018, when
quartz manufacturer; and several U.S. quartz
11.2 million sq. ft. Similarly, from 2017 to 2018,
Tile, Bedrock Quartz, Cosmos Marble and Granite,
increased by over 78 percent.”
Granite and Marble. Additionally, dozens of
The petitions allege that Indian and Turkish
throughout the U.S., gathered at the USITC
resellers’ desire for cheaply priced quartz after
of all imports of quartz-surface products.”
traded imports from China. Imports of quartz
Directorate General for Exports for the Republic
from 6.1 million sq. ft. in 2016 to 14.7 million
the Indian Quartz Industry, a group of Indian
The bulk of the increase of subject imports from
Indian Granites Pvt. Ltd.; COANTE, a Turkish
they rose 116 percent from 5.2 million sq. ft. to
importers and manufacturers, including Arizona
imports of quartz surface products from Turkey
LG Hausys, MSI, OHM International, and Universal
producers benefit from numerous subsidy
programs provided by the Indian and Turkish
Governments, including grants, loans, tax breaks, and the provision of land, electricity and raw
material inputs at below market prices. They
will be investigated by the U.S. Department of Commerce and the U.S. International Trade
Commission. If both agencies make affirmative
determinations, preliminary relief from Indian and Turkish imports could be imposed in October
2019, with final duties imposed in June 2020.
year. The decision was pushed back because of
Turkey’s eligibility in the petition is in question,
crushed quartz with crushed glass.
less than the 3 percent required under current
clarifications to the petition related to replacing
release stated, “the rate which Turkish imports
as its share of U.S. quartz imports were slightly
American quartz fabricators representing workers in May to speak out against the anti-dumping
and countervailing duties. The American Quartz
Worker Coalition said duties would have negative impact on American quartz workers, reducing
supply, increasing prices for U.S. consumers and threatening tens of thousands of jobs.
Expanding the list of potential Chinese products
facing antidumping and countervailing duties, on
April 11 several large U.S. ceramic tile companies filed petitions. Eric Astrachan, executive director of the Tile Council of North America (TCNA),
issued the following statement in response to the filing by domestic tile manufacturers of a petition with the federal government, seeking tariff relief
For more information, go to isfanow.org/info and list RS #9 • ISFA Member since 2011 International Surface Fabricators Association • Vol. 12 / Issue 2 • 17
In the Industry from dumped and subsidized imports of tile from China: “America’s tile manufacturers are happy to compete against fairly traded imports. We have been hammered, though, by a flood of unfairly traded imports from China. Chinese tile producers benefit from extensive government subsidies and dump their tile into the United States at ridiculously low prices. Domestic manufacturers had no choice but to seek relief from the federal government from these unfairly traded imports. The future of the U.S. industry and of our member companies’ thousands of employees and their families depends on it.”
Coverings Announces 2019 CID Award Winners and Rock Stars Coverings trade show/expo announced
Location: Washington, D.C.; Commercial
Installation & Design (CID) Awards, as well
Plaza, Installer: Pennacchio Tile, Inc.,
the 10 projects that received the Coverings as its 2019 Rock Stars. The CID Awards
celebrate outstanding achievements in the design and installation of tile and stone in both residential and commercial projects.
Projects were evaluated on their execution, original usage and overall design and
Stone Installation Project: Concord
Location: Concord, Calif.; Residential
Stone Installation Project: L.A. Residence, Installer: Carnevale & Lohr, Inc., Location:
As with the petitions filed against Chinese quartz, if the federal government, after an investigation, agrees that Chinese imports are unfairly traded and have injured or threaten to injure U.S. tile manufacturers, the government will impose tariffs on Chinese imports. The government would first impose preliminary tariffs in a few months, and would impose final tariffs at the conclusion of its investigation in approximately 16 months.
Los Angeles.
Lastly additional tariffs are being considered because of
The Coverings Rock Stars - an emerging
a nearly 15-year dispute between the United States and
brightest young talent in the tile and
related to U.S. company Boeing and European company
Coverings’ mission to support industry
subsidizing the industries. The two companies have
leaders program - honors the best and
the European Union over the aviation industry (specifically
stone industry. The awards continue
Airbus), in which both sides said the other were improperly
prize. The 2019 CID winners are as follows:
growth by recognizing young talent and
since filed appeals and new complaints to the World
Design - Grand Prize Project: The Delson,
varying industry professions, the 12 2019
purpose by a panel of industry experts,
prominent editors and designers. Grand
prize winners were awarded $3,000, while eight category winners received a $2,000
Designer: Amie Gross Architects, Location: Jamaica, Queens, N.Y.; Residential Stone Design Project: Annex House, Designer: Dubbeldam Architecture + Design,
Location: Toronto; Commercial Stone Design Project: Chicago Showroom,
Designer: Materials Marketing, Location:
Chicago; Residential Tile Design – Budget Above 15K Project: California Beach
Residence – Casa de Sueños, Designer: Native Tile and Ceramics, Location:
La Jolla, Calif.; Residential Tile Design – Budget Below 15K Project: Through
House, Designer: Dubbeldam Architecture + Design, Location: Toronto; Commercial Tile Design Project: United Polaris,
Designer: Fiandre, Location: Newark, N.J. and San Francisco.
fostering new opportunities. Representing Rock Star honorees are: Kayte Becker, Paris Ceramics, Midwest architectural sales manager, Chicago; Joe Bellew,
Trade Organization (WTO), which effectively serves as an international Supreme Court for trade. The dispute has turned into a huge fight, in which both sides claim they’ve been harmed purposefully.
Bellew Tile, owner/general manager,
In May, the WTO ruled that the U.S. has the right to impose
Florida Tile, director of customer care,
just how many tariffs the United States can impose. The
Rockland, Mass.; Ashley Donaldson,
tariffs on the EU. The global body will rule this summer on
Lexington, Ky.; Chris Fischer, Garden
U.S. Trade Representative (USTR) estimates the import
State Tile, product team manager, Wall
Township, N.J.; Kirsten Gable, Anthony Wilder Design Build, kitchen and bath
designer, Cabin John, Md.; Jacob Harris, Coastal Custom Tile & Design, LLC,
owner, Swansboro, N.C.; Ashley Hertz, Onyx Tile Studio, owner and curator,
Bozeman, Mont.; Stephanie Jackson,
Apex Stone, director of sales, Sealy, Texas; David Mastrangelo, The Tile Studio, Inc.,
operations manager, Doylestown, Pa.; Lisa
value of all goods includes around $21 billion per year. The level of new tariffs could be up to 100 percent of customs values on numerous products. The tariffs against the EU would not be done unilaterally and the tariff rates will be decided once an elevation report is issued by a WTO arbitrator this summer. The list of potential products being considered for tariffs include granite and quartz surfacing, with hard surfaces accounting for more than $488 million in imports from 19 EU countries. Imports from Spain and Italy will likely be hit by the brunt of the hard surfacing
Installation – Grand Prize Project: The
O’Donnell, Architectural Ceramics, regional
fees passed on to U.S. importers. Spanish products
Location: Jamaica, Queens, N.Y.;
Pomerene, P2 Customs, owner, Herndon,
and $36 million in granite and Italian importers would
Columbia Hotel, Installer: David Allen Co.,
president, Lindsey, Ont., Canada
imported in 2018 and $22 million in quartz.
Delson, Designer: Amie Gross Architects,
sales manager, Middletown, Md.; Paige
facing tariffs of more than $200 million in quartz surfacing
Commercial Tile Installation Project:
Va.; and Nick Teefy, Counter Reactions,
be tariffed on more than $122 million in granite being
18 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Improve your business results
with Join us for our new 2019 Education and Training Programs education training ISFA ANNUAL MEETING & CONFERENCE
Quartz & Stone Fabrication Training
This event combines networking, educational speakers, moderated discussions and fun. It also includes the Annual ISFA Awards presentation.
A comprehensive hands-on training program designed to deliver the latest techniques and skills needed to become a highly skilled fabricator of Quartz & Stone.
INDUSTRY ROUNDTABLE GATHERINGS
Solid Surface Fabrication Training
Leaders in the surfacing industry gather to share and learn the latest thinking on Business Practices and Growth Strategies.
A comprehensive hands-on training program designed to deliver the latest techniques and skills for Solid Surface Fabrication.
transition: generation 2
ISFA On-SITE
To prepare the next generation for the transition of your business, this program serves as a forum for the next generation to share ideas and learn from each other how they are dealing with transition.
We bring fabrication training to your shop. You supply the tools, shop and staff. We supply the expert.
ISFA 2019 programs Event
June.
Aug.
Sept.
Annual Meeting & Conference
Oct.
Nov.
Dec.
Nov. 12-14 Sponsored by MSI and Park Industries Tampa, Fla.
Dec. 3-5 INDEKO Sponsored by CMS North America Guadalajara, Mexico
Oct. 20-23 Sponsored by GranQuartz, Crossville, Integra Adhesives, BACA Systems, Cosentino, Infinity Surfaces and Park Industries Scottsdale, AZ
Industry Roundtable Event
Aug. 13-15 ISFA Solid Surface Industry Roundtable Sponsored by Wilsonart Hosted by A.S.S.T. Gettysburg, Pa.
Transition: Generation 2
June 4-6 Sponsored by Moraware, GranQuartz and Cosentino Detroit, MI
Quartz & Stone Fabrication Training
June 6-9 Regent Stone Virginia Beach, VA
Sept. 17-19 Precision Countertops Sponsored by Crossville, Daltile and Moraware Portland, OR
Sept. 24-27 Regent Stone Virginia Beach, VA
Solid Surface Fabrication Training ISFA On-Site
Dec. 3-6 Regent Stone Virginia Beach, VA Oct. TBD Sponsored by Regent Stone Hosted by GECKO SSS San Antonio, Texas
Your choice of date and location
FOUNDED BY FABRICATORS FOR FABRICATORS I N T ERN ATION AL S UR FACE FABRIC AT ORS ASSOCIATION
To JOIN ISFA and find out more, go to www.isfanow.org International Surface Fabricators Association SERVING OUR MEMBERSHIP SINCE 1997 For more information, go to isfanow.org/info and list RS #10
ADHESIVES & SEAMING EQUIPMENT SPOTLIGHT All Star Adhesive Products All Star Adhesive offers v-groove tape for both dedicated v-grooving equipment and other methods. Its Hand Held Rolls of v-groove tape vary in length from 90 to 105 yards. The rolls are small and lightweight, making them suitable for those v-grooving without the aid of a dedicated v-grooving machine because the smaller size makes the rolls easier to handle. The company’s Machine Grade Rolls of v-groove tape vary in length from 500 to 1,025 yards. They measure roughly 14 in. in diameter and are intended for the large v-grooving machines with dedicated taping heads. The large rolls allow users to put the tape on the machine and get maximum, continued application without downtime. For more information, go to isfanow.org/info and list RS #45
that offers fabricators superior performance characteristics to meet the challenges of the modern fabrication shop. When used as a rodding adhesive, the Rodmaster 6600 greatly increases the durability of rodded stone, improving the stone’s load capacity up to five times compared to many other options.
Braxton-Bragg
For more information, go to isfanow.org/info and list RS #48
Braxton-Bragg’s new Stone Shield Vinyl Ester
offers a premium-grade product with excellent color consistency from can to cure, making it suitable for color-matching any light-colored surface, whether a natural stone or quartz
product. Stone Shield Vinyl Ester is translucent and tints well, providing excellent color-
matching results. It is designed to work well
and 5-gal. pails.
ConfiAd Color Adhesive has been selected to coordinate with all major national brands of natural stones including granite and marble, as well as all brands of engineered stones. A standard gun applicator is available for the standard hand-held manual mix guns. Pneumatic mix guns are available, as well as static mix nozzles (250ml). Additionally, the company offers bulk adhesives for a variety of surfacing materials.
For more information, go to isfanow.org/info and list RS #47
For more information, go to isfanow.org/info and list RS #61
with all white, light and bright-colored surfaces, so as to greatly reduce callbacks and rework
on installations. The medium-viscosity adhesive is rated a 5 in thickness on a scale from 1 to
10, which works well with tight, no-drip vertical joints, as well as miters, seams, repairs and laminations. It is available in several sizes:
quart, gallon, Ship-Saver box containing 5 gal.,
See our ad on Page 15
Chemical Concepts
American Acrylic Adhesives Ninja Glue HY by American Acrylic Adhesives is a new hybrid glue designed for all solid and hard surfaces. Created by fabricators, it employs new technologies to provide a low viscosity with semi-dripless features, meaning it’s easy to dispense, wets out and spreads easily to fill chips and nicks in miter folds, laminations and deck seams, while not running and dripping. It’s strong and dries with a matte finish, but can be polished, and is capable of nearly invisible seams. For more information, go to isfanow.org/info and list RS #46
Confiad
Chemical
Concepts is a trusted name
in the surfacing industry with a long history of
innovation. Many fabricators looking for higher efficiency, better results, and reduced labor
costs turn to Chemical Concepts for the latest adhesives, sealants, tapes and specialty
fasteners. One of the most successful new
products that Chemical Concepts has released to the market is the Rodmaster 6600X. The
Rodmaster 6600X is a 1:1 clip and rod bonder
20 • Vol. 12 / Issue 2 • International Surface Fabricators Association
GLUE 360 GLUE 360 was founded with a simple mission: to create the perfect surfacing adhesive; one that sets new benchmarks for quality and consistency, performs flawlessly under even the most demanding conditions; and exceeds customers’ expectations every time without compromise. The company’s flagship, Universal Seaming Adhesive, features one formula that bonds solid surface, quartz and natural stone. It offers extraordinary strength with invisible seams, fast cure times that increase productivity, and exceptional color matches available via an online Smart Match color chart. These fabricator-focused products are delivered to
your door with fast shipping and backed by a knowledgeable customer service team. For more information, go to isfanow.org/info and list RS #49
GlueWarehouse.com GlueWarehouse.com offers color-matched adhesives for more than 5,100 surfaces. When the company added 70 more brands to its Seam-It line of adhesives color match charts, it brought the total number of brand matches to 112 in 65 stocked colors. For more information, go to isfanow.org/info and list RS #49
See our ad on Page 2
GranQuartz GranQuartz offers the Gorilla Grip 2.1 Seam Setter, a powerful self-contained unit ready for the shop or the jobsite. Each kit contains an electric vacuum pump and two sets of Gorilla Grip seam pods. The Gorilla Grip Seam Setter provides fast and powerful clamping of stone surfaces. Seams can be quickly closed or opened by simply moving the roller nut with the palm of your hand. The two clamp halves are aligned with precision steel guide rods. These rods are anchored on one side and slide into bronze sleeves on the other side. Four leveling knobs per set allow for precise leveling, even on bowed slabs. The electric motor provides continuous suction without having to worry about batteries or hand pumping with no need to worry about loss of suction. A carrying case included for protection. For more information, go to isfanow.org/info and list RS #50
InnoChem Akemi Match Bond is a nondrip, ultra-strong seaming and joint adhesive for solid surface, quartz, natural stone and porcelain surfaces offered by InnoChem. Match Bond is available in many color options in 250ml and 490ml sizes. Soft, non-drip dispensing consistency of
the cartridge system does not stress the user and will not drip out of joints. The 10-minute working time and 20- to 30-minute hard, tackfree cure allows the user to accurately finish pieces while not waiting on the surface to dry. Akemi Match Bond cures in many temperature ranges and is designed to be easy to polish and sand in a very short time after application. The product is also available through Akemi distributors. For more information, go to isfanow.org/info and list RS #51
Integra Adhesives Integra Adhesives recently launched its newest product, Surface Bonder Zero: The Zero Sag Adhesive. Developed specifically for quartz and stone fabricators, Surface Bonder Zero allows for fast, clean assembly of countertops. Whether mitering, laminating, installing in the field, or even working on vertical wall panels, this adhesive stays in place for simple fabrication. It is is now available in 250ml, 10:1 cartridges in 45 colors matching the top selling quartz and natural stone slabs. There is also a wide range of true whites available for all the trending white quartz and natural stone slabs. For more information, go to isfanow.org/info and list RS #52
See our ad on Back Page
Kongder Kongder has specialized in the production of solid surface and quartz stone adhesives for more than 13 years. The pure acrylic glues can be applied to solid surface, quartz, marble, granite and other natural stones, especially countertops. The company offers more than 1,500 glue colors, and also provides customized colors upon request. Kongder has matched many colors from famous brands of solid surface such as Corian, Hanex, HI-MACS, Tristone, Avonite and Staron as well as quartz materials such as Caesarstone, Silestone, Cimstone, Colorquartz, FASA, Sinostone and MiniQ. For more information, go to isfanow.org/info and list RS #53
Omni Cubed Omni Cubed, Inc. recently unveiled its two latest products: the Pro Stealth Seamer, Manual and
the Pro Stealth Seamer, Auto. Both versions of the Pro Stealth Seamer allow for solid seam control, giving users the ability to complete a “seamless” installation by joining, leveling and flattening warped stone to produce virtually invisible seams. Both products feature Omni Cubed’s exclusive, gray, nonmarking vacuum cups that won’t stain light materials. The cups feature completely closed triple sealing rings and are composed of a proprietary rubber that conforms to textured and porous surfaces for a strong, reliable hold. They have improved vacuum-release valves that are more resistant to epoxy and solvents. The manual model features a durable patent-pending thumb pump, and the Auto system includes a powerful compact vacuum pump that maintains pressure for all cups, and runs on AC power or AA batteries for any install situation. For more information, go to isfanow.org/info and list RS #54
Parson Adhesives ChromaLok is a line of high-quality colormatched adhesive specially designed for the surfacing industry offered by Parson Adhesives. These adhesives are available in a wide range of colors and specifically designed for laminating, seaming, V-grooving, mitering and integral mounted sinks and bowls. ChromaLok Adhesives are supplied in a side-by-side cartridge system that mixes and dispenses the correct amount of adhesive, providing a perfect mix for every application. This dispending system provides consistent results, invisible seams and and high overleap shear strength. For more information, go to isfanow.org/info and list RS #55
The Pinske Edge The Pinske Edge offers a wide range of seaming equipment, adhesives and related products. A variety of surfacing adhesives are readily available as well as dispensers, mixing tips, silicone and hot melt glue products. An assortment of power grips, seaming cups, rigid cups and clamps are also offered. For more information, go to isfanow.org/info and list RS #56 International Surface Fabricators Association • Vol. 12 / Issue 2 • 21
It is primarily implemented for gluing miter joints and doubling up stone, where the joints should not be visible. The Akemi Fan Deck also supplied by Regent Stone Products is an accurate color swatch used as an aid to visually match any stone. For more information, go to isfanow.org/info and list RS #57
See our ad on Page 13
linear bearings accomplish this. The bottom
of the pods is machined perfectly flat and will pull down onto the two surfaces with about
275 lbs. per pod. A twist of the spring-loaded cam pulls the seam together and finishes the job. It even works on vertical seam tables.
Select Machinery also offers the IP4 Electric Parallign Installer Seam Clamps that are
portable and include four clamps with built-in
Regent Stone Products
electric vacuum pump to take on the jobsite.
Pre-colored two-component adhesive in
air compressor and runs at 90 psi. Each kit
It operates with shop air or a small portable
cartridges for the fast, simple and reliable
includes four seam clamps in a protective case.
attainment of invisible joints are offered by
For more information, go to isfanow.org/info and list RS #58
Regent Stone Products. It’s suitable for use on solid surface, quartz, marble, granite,
SolidSurface.com
quartzite, onyx, glass, porcelain, ceramic
Although SolidSurface.com specializes in
and other dense surfaces. The application of AKEMI® COLOURBOND in 10:1 polyester cartridges enables fast and efficient working, thus increasing productivity and economy. The company offers a large variety of pre-
online sales of sheet material, the online
Select Machinery
store also offers many of the tools and
The Monument Parallign Seam Clamp SP4
projects, including: adhesives, applicator
offered by Select Machinery was developed to
colored AKEMI COLOURBOND adhesives
quickly clamp and align solid surface materials
that match all the usual kinds of engineered
in near perfect alignment. Connecting two
stone and a large number of natural stones.
powerful venturi vacuum pods with precision
accessories required to fabricate solid surface guns, abrasives and sandpaper, router bits, and much more. An online color selector
helps to find color-matched adhesive from Integra or Sta’-Put, along with disposable
For more information, go to isfanow.org/info and list RS #11 • ISFA Members since 2004
22 • Vol. 12 / Issue 2 • International Surface Fabricators Association
applicator tips. The company’s custommade dual-component dripless adhesive dispensing guns, with highly durable, all-metal construction and comfort-coated grips, can be used on solid surface material, such as Corian®, or quartz and natural stone. More than eight types of bits are available to make the precise cut you need. Large (60-piece) or small (32-piece) 5- and 6-in. sanding kits allow for matte to semi-gloss finishes. SolidSurface. com also offers Gloss Finishing Kits (14-piece) with 2,000-grit Polishing Compound for highgloss finishes.
Tenax Tenax Eliox is an extra clear bi-component epoxy knife-grade glue approved for food contact. Suitable to fill, glue and laminate marble, stone, granite, quartz and ceramic, it can be used indoors and outdoors. This product is extra clear, soft and light, easy to spread and has a high gloss and brightness. It is food safe and VOC compliant. For more information, go to isfanow.org/info and list RS #60
Coming Next Issue
Watch for our spotlight on software and templating systems in the third quarter issue of Countertops & Architectural Surfaces magazine. Suppliers: Please submit your entries for potential inclusion by emailing text and photos to kevin@isfanow.org.
For more information, go to isfanow.org/info and list RS #59
For more information, go to isfanow.org/info and list RS #12 • ISFA Member since 1998
International Surface Fabricators Association • Vol. 12 / Issue 2 • 23
ISFA FABRICATOR PROFILE: The L.E. Smith Company
The L.E. Smith Company, based in Bryan, Ohio, has a long history with a unique background and forward-thinking philosophy toward business that allows it a distinctive perspective of the industry and has earned it much success.
Founded in 1950 as a provider of metal edging for countertops, L.E. Smith now fabricates an estimated 10,000 custom solid surface and laminate countertops every month. About 60 percent of its sales are in the commercial arena.
L.E. Smith was founded in 1950 by Lawrence
In 2005, Steve and Joe sold L.E. Smith to
The current leadership team at the company
At that time, the company was selling metal
this day. Over the years, and generations,
E. (L.E.) Smith, with the help of his wife, June. molding edges for countertops. June was an
artist who also opened several art stores selling her work and the work of local artists. Their
combined work ethic, creativity and innovation helped build a strong foundation for the next
their five children, who own the business to it has continued to evolve, and now is a countertop fabrication and installation
powerhouse, producing approximately 10,000 countertops every month.
includes Laura Juarez, CEO and chairman, Mari Ivan, president, Brian Smith, director of sales and one of the third-generation owners, and Christine Wheeler, director of fabrication and services.
generations. And, as such, it has remained family-owned for three generations now.
By 1970, the company had grown and with
the invention of solid surface, it expanded to become one of the first DuPont™ Corian®
distributors in the United States. In the late
’80s, Steve and Joe Smith took the reins from L.E, and became sole owners in 2001. Under their leadership, as the second-generation owners/executive team for the company,
L.E. Smith also grew to become one of the
largest custom laminate manufacturers in the Midwest.
24 • Vol. 12 / Issue 2 • International Surface Fabricators Association
(Left to right) CEO and Chairman Laura Juarez, President Mari Ivan, Director of Sales Brian Smith, one of five third-generation owners, and Director of Fabrication & Services Christine Wheeler head up the leadership team behind The L.E. Smith Company.
L.E. Smith offers a variety of trending products such as laminates with seamless undermounted sinks to its clients.
L.E. Smith is now a custom fabricator of all
brands of solid surface and laminate, handling
projects that range from small residential to large
commercial jobs. And while the company is based out of a single location in the northwest corner
of Ohio, it has a geographic footprint that covers
Ohio, Indiana, Michigan, Chicago and Pittsburgh. Commercial shipments start in the Midwest and span the East Coast and Southern states.
While the company focuses largely on the
fabrication of laminate and solid surface, which combined account, for almost 90 percent of its revenue, L.E. Smith also provides hard
surfacing. “We work with laminate, solid surface, cultured marble, stone and quartz in a furnish
and deliver or installed basis,” said Ivan. “Our
goal is to ensure our clients are more profitable
and successful as a result of partnering with L.E. Smith. Having said that, we do provide installed hard surfaces for our commercial clients.
Providing the greatest client experience is key to all our success. Through good fortune and
persistence, we’ve built several partnerships that allow us to provide this type of experience.”
customized machines that provide a high level
as a result of choosing to work with us,”
of efficiency and quality in end cap, cutout and
explained Ivan.
banding functions. Partnering for Success One of L.E. Smith’s main goals is to ensure its clients see their businesses grow as a result of working with the company. As
With about 60 percent of its business falling into the commercial arena, the leadership team also places importance on simplifying projects for its clients. “By offering multiple materials, our clients can realize efficiency gains simply
such, one of the central beliefs the company
because they are able to work with fewer
The company’s solid surface division utilizes
holds is that its clients are partners, not just
suppliers,” said Ivan. “Our goal of becoming
thermoforming oven as part of the technologies
and partnership on products, services and
solutions for its customers. Its laminate division
our business and our philosophy to ensure
CNC machines, a V-grooving machine and a
customers. “Mutual respect, communication
it uses to provide efficient, yet customized
business strategy provide the foundation of
is comprised of multiple CNC machines and has
our clients are more profitable and successful
(Below) Newer specialty laminates that are great at capturing a high-end stone look at a more affordable price point are available to the company’s customers.
International Surface Fabricators Association • Vol. 12 / Issue 2 • 25
The L.E. Smith Company
Although only a small percentage of the materials the company offers, granite, quartz and cultured marble are among the products available to the customers it partners with.
As one of the first Dupont Corian distributors back in the 1970s, L.E. Smith now uses its in-depth knowledge of solid surface to fabricate and install the product. a single-source supplier for our clients does come with some challenges. Most notably,
our employees are required to learn so much more than if we just focused on one or two
materials. We do a lot of cross-training to ensure they are able to educate our clients effectively on all products we offer.”
The company also offers additional value-added services, as part of its pathway to continued success. “Every product purchased through
L.E. Smith includes the option of professional
measurement and installation services,” explained Ivan. “For large commercial jobs, we also offer
on-site project management that ensures each
project runs smoothly and meets or exceeds turntime expectations. Bundled estimates are also
available for laminate or solid surface projects that include specified areas of quartz or granite surfaces.”
Although the largest portion of L.E. Smith’s
projects are commercial work, the leadership
team at the company understands that diversity should extend beyond just product and service
offerings. As such, it goes to market via various channels, including single- and multi-location
kitchen & bath retailers, general contractors and
casework companies. The obvious attention paid to not just each product, but also the needs of
each customer, goes a long way in maintaining the relationships the company has developed.
26 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Understanding the Client
Is Understanding the Market This idea of placing the most importance on
meeting the needs of the customer is one that the company takes very seriously. While solid profitability is important, it doesn’t outweigh the value of relationships.
“Our focus is providing the right product for the customer. When considering upselling, we are
conscientious that our goal is to do right by our
client. If a higher priced item meets their project and budget goals, that would be considered a success,” said Smith. “On the flip side of
upselling, we really focus on the concept of
value engineering. Again, we want our clients to increase their profit margins as a result of
working with L.E. Smith. Offering high-quality, on-time services is one way we do this. We
also offer the expertise to provide alternative
solutions when the originally planned material
does not fit into the budget. Often this leads to
establishing loyal customers who come back to us again and again for their surface needs.”
To be able to meet the needs of its customers, the company has to stay on top of what is
trending and make sure it is able to offer them. “We firmly believe that to be successful, we
must continue to listen to our clients to focus on continuous improvement in product and support areas that provide value to them,”
explained Ivan. “Speed to market, quality products and excellent customer service
are important to our clients. Today we offer
industry leading turn times that have helped
our client improve commercial schedules and meet residential needs. We are committed to
providing our client with quality products that
are received complete and on time, every time.” Smith said that continued trends include additional options in decorative edges,
specialty laminates, and undermount sinks that
allow for seamless integration in laminate, such as those offered by Karran. “These options
provide the end customer a high-end look at a more affordable price point,” said Smith.
“The movements and finishes of laminate can display a marble or stone look effectively.
“We also continue to see the solid surface
product grow in areas that benefit commercially from the ease of maintenance and need for a more antibacterial solution,” he continued on
the subject of trending products. “We also see
a growth in value engineering of residential and commercial products from stone to the solid surface private collection colors.”
He also explained the company is seeing a
move away from some of the traditional colors
to newer marble-like veined colors, concrete or
other alternative looks such as wave bowls and rectangular sinks.
Now in its 69th year in business, L.E. Smith is one of the largest laminate fabricators in the United States, with laminate accounting for more than 65 percent of its revenue.
With so many years of experience giving it the
And the company doesn’t take any of its
Ivan. “Added together, they capture who we
ability to offer insight into a variety of options,
relationships for granted, as Ivan demonstrated
are as a company and what we most value.”
the knowledge L.E. Smith’s team can provide goes a long way. However, the company goes well beyond just providing a variety of services, products and ideas, in that it wants
when asked what advice she would give to others in the industry. “Gratitude,” Ivan succinctly stated. “Success does not happen without the work, trust, partnership and support
to not only live up to promises made, but it
of many.”
also wants the experience to be enjoyable. A
As a testament to this idea, L.E. Smith has
large part of its philosophy, as stated on the company’s website, is that “life is just better when we enjoy the people we work with. Thus, we strive to make your workday happier by greeting you with optimism, genuine caring and humor while helping you get to your desired outcome as fast as possible.”
a set of key “sandbox rules” that guide all of its actions, no matter the situation. The foundation of these overall guiding principles is integrity, respect, creativity, optimism and passion. “There are some things that just shouldn’t change. Our core values set the tone for how we want to act in every situation,” said
Following these core ideas, that include such things as honesty; quality; continuous improvement; keeping an eye on trends, emerging products and technologies; and overcoming obstacles leads to strong, lasting relationships. It is these elements that have earned the business 69 years of success and expertise, and there is little doubt many more years will follow. More information on The L.E. Smith Company is available at www.lesmith.com, www.facebook.com/ lesmithcompany, www.twitter.com/LESmithCompany or by phone at (419) 293-5027.
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 For more information, go to isfanow.org/info and list RS #10
International Surface Fabricators Association • Vol. 12 / Issue 2 • 27
Eight Essentials of Successful Sales Management
Let’s face it; sometimes managing
ILLUSTRATION BY RAWPIXEL.COM
By Kirk Heiner
3. Perform ongoing training and process
sales reps can seem like trying to
improvement
staple Jell-O to a tree.
4. Develop a world-class sales process
Whether you manage a sales team of three or
5. Understand that metrics matter
103, sales management can be challenging.
6. Set clear goals
financial health and success of your company.
7. Have written plans
Doing it right has, can and will determine the
Your ability to successfully manage your sales
8. Focus on communication
person in the organization.
Let’s take each of these eight essentials and
staff affects the job security of every single The BIG Challenge So here’s the biggest challenge. There are
unpack them.
1. Assess Your Sales Team
hundreds of things you could do to affect your
As the old proverb goes, “Know the condition of
of options that may or may not work.
Your sales team, not to mention all of your
sales team’s results. It’s like a roulette wheel full The problem is that there are so many old and
tired methods of sales management and team development that simply don’t work. How do
you choose where to place your focus, energy and efforts?
The idea here is to distill it down to the eight
most important essentials. These are the key
factors affecting your sales. Focusing on these fundamentals can give you predictably better results.
Sales success requires having the right mix of the right people, doing the right things. That
task isn’t easy. But it can be simple, if you focus on these eight key areas.
Here are the eight essentials you need to laser
your flock.”
other staff, are under your care and guidance.
You need to know their real potential, and their
individual strengths and weaknesses if you are to be able to manage them into success.
A few years ago I was brought in to assess a sales team and to determine each person’s
Their question-based format helps assess a
candidate’s or employee’s personality traits and overall aptitude in sales.
Some of them are free and some charge a fee. The best ones do a great job at determining
whether a candidate has natural abilities that
are typically shown to be predictors of success in selling.
The top attribute you should look for in a
salesperson is drive. You want salespeople who are driven to win. The people that have strong potential are those who are working at getting better all the time.
They set goals, are disciplined and push through in order to win.
Everyone wants to be successful. Top
salespeople not only want to win. They need to succeed. It’s in their DNA. They are never
satisfied with getting average results. They are determined to excel.
Peaksalesrecruiting.com says:
potential and current level of ability. The
“Interviewing salespeople is a lot like peeling an
their people, they could no longer see the forest
layers and getting past the conditioned sales
management team had become so close to for the trees. Who’s good? Who’s not?
It had become impossible to distinguish ability from likability.
My job was to advise them on who would be
best to continue to develop, and who might be best to let go. That’s a tough job for anyone.
onion – it involves peeling away the superficial
responses to learn about their capabilities and
traits, and determine whether they will fit with your sales team culture and produce superior results.” Ultimately, you need to know the current
condition of each member of your sales team.
Whether you bring in an expert, use online tools or come up with some other way, this is critical.
So how do you determine a sales rep’s true
And yes, some may need to go on to another
potential?
department or even a different job.
The Eight Essentials
Assessment Tools
You also need to understand what they need
1. Assess your team
There are numerous ways to help you assess
in on, if you want to get better results from your sales team.
2. Examine your hiring and onboarding processes
28 • Vol. 12 / Issue 2 • International Surface Fabricators Association
your salespeople.
There are several great online assessment tools.
in order to succeed. It may be encouragement. Or, it may be training or mentorship. Knowing
your team helps you do what you need to do to maximize their individual sales.
2. Examine Your Hiring and Onboarding
Take the time to look at how you bring staff into
The top attribute you should look for in a salesperson is drive. You want salespeople who are driven to win. The people that have strong potential are those who are working at getting better all the time.
Is it organized? Are expectations reasonable and
Once you have the right people —
How’s your current hiring and onboarding
process? Are you attracting the best to your
company? Do you have a clear, written process
for bringing new recruits into your organization? You always need to be attracting, adding and cultivating top talent.
the fold from their perspective. Is it professional? attainable? Are goals and processes clear? Do you have a plan to develop your team?
Are you clear on how you will maximize their
potential and their results, all while experiencing
high job satisfaction? Few things are worse than adding top talent only to lose them soon after they start.
You don’t want to lose good people because
necessary for them to
burn white-hot!” Wow, that’s brilliant!
You have to provide the
necessary ingredients for each individual to soar.
That may mean leaving one alone to do what
they know to do well, while providing extra
support to the ones who
winners and potential winners — you
want to win, but need a
must provide them with the necessary
little help and guidance.
oxygen and fuel for them to burn
hot and stay on fire for you. I’ve been
Team development
involved with sales managers who actually
matters. You need to
quench the fires of sales. Spend time thinking and learning about what fuels your team and individual salespeople in advance to avoid making this mistake.
invest in your team.
Holding regular meetings that inspire, guide and equip them is important. People hate meeting for meeting’s sake, but crave time spent that
Once you’re onboarding the right people, you
equates to skills development, equipping with
The Art of the Start
of assets and drawbacks. Your mission is to
them to win.
It starts from the ad and recruitment tools that
constantly getting better. The first question to
they don’t feel they’re being supported or developed into success.
you use to engage the right type of person. Does your offer stand out from others seeking to hire the same talented individuals?
You want to be crystal clear on the type of
person you need and the results you’ll expect. In your ads you want to pleasantly repel the
time-waster. People who aren’t suited to your
company culture or your process can be filtered by well-crafted ads.
And don’t forget the WIFM factor. WIFM is an
acronym for “What’s in it for me?” Every talented job-seeker is looking for this. Make sure it is part of your recruitment efforts.
Many companies list all their requirements and duties and never talk about salary, income,
earning potential or work environment. That’s
a massive mistake. Top talent today is in high
demand, especially in sales. You need to stand out to attract the best.
3. Perform Ongoing People and Process Improvement
Your job as a sales manager is to develop your team and its processes to deliver maximum results. The best way to do that is with
continuous improvement. That needs to be
need to plan their success. Each brings a series
sales knowledge and inspiring and encouraging
train the team and provide processes that are
Good sales management requires providing
ask is, “Where do my salespeople need help?”
You have to determine where they can be better. Remember, breakthroughs come from finding what’s missing.
Let Bad Apples Go Letting go of the losers is also important. It
sounds harsh, but in the long run they should
be doing something they enjoy and are good at,
and you have a whole staff that counts on you to make the tough decisions.
Sales reps who are not interested in doing what
them with skills training, sales tips or even
helping them plan their success. It also involves regular meetings that motivate and equip them.
You want to have regularly scheduled times both as a group and individually to train and develop your team. You’ll want to watch them in action,
talking with prospects and doing their discovery. It may be once a month or once a week. Do
what works for you and your salespeople and
what will provide the results you want. Make it
fun. Consider short, eye-opening sales training videos. And lastly, keep the meetings brief,
it takes to become a winner need to go. We’ve
concise and engaging. I call them quick-meets
the bunch, and that holds true with creating a
meetings, not dreading a long-winded, boring
all heard that rotten apples can spoil the rest of
because you want them looking forward to your
winning sales team.
event with management.
You’re creating an all-star team. Supporting the
The key in developing your team is to focus on
those who want to win is part of the equation.
4. Develop a World-class Sales Process
their all to achieve positive results.
You must have a sales process — a clear
Sometimes you have to cast overboard the
conversation. Never let them just wing it, but
strong ones and developing the potential of
Stop wasting time with those who don’t give
weight that holds you back. Some people are better off working for your competition, or in another line of work.
creating right habits.
path every rep uses to progress the sales
also recognize different types of clients may require different types of processes.
A sales process helps you to take prospective
planned.
Give Them Oxygen
There are only three types of people you can
I once asked a wildly successful salesperson
map to the sale. It helps you build your case
Potential winners are your diamonds in the
management. He said, “Find the people with
throughout the conversation. If you are not using
hire: Winners, losers and potential winners. rough.
buyers on a journey and gives sales reps a road
and sales manager his best tip for sales
and makes clear key points at critical times
the right kindling, and then provide whatever is
a sales process, you need to be doing so.
International Surface Fabricators Association • Vol. 12 / Issue 2 • 29
Whether it’s a five-step process, or a 10-step
leads. Either way, you need to share this critical
a clearly defined process to take potential
monthly. And everyone should clearly know how
one doesn’t matter. The point is, you need
customers through a pathway to purchase. There is a logical path that makes sense to most buyers. Your process should fit that path. Don’t make the mistake of letting everyone make up
his or her own process. There is one that is best for your company. Develop it.
number as well. It should be tracked weekly and many new prospect conversations are necessary
Each individual sales team member should have his or her own goals as well.
Here are the most important aspects of goals:
to meet the sales goals.
■■ They must be written down.
Other Metrics That Matter
■■ They must be believable and achievable. (You
Sales is a numbers game, but it’s not the
type of numbers that most people think. It’s
can’t just make up a number and say, “Hit it.”) ■■ They must have deadlines.
not the number of leads times the number of
The single most important aspect to goal setting
with their unique personality, but they shouldn’t
sales amount. It’s also about the quality of
WHY you want to attain them.
that based on what works with which types of
It’s a multiplied number of many soft skills and
They can do the process in their own style,
conversations to simply equate to your total
be making up the process. You should do
communication in those conversations.
clients.
factors.
If you need help with process development, reach out to someone professional. Our
company provides help in this key area of sales development; feel free to email us.
5. Understand That Metrics Matter Numbers don’t lie. They provide a clear picture of the road you are on. They can also help you be proactive instead of reactive.
However, if you don’t measure, you don’t have the data you need to drive results. You must
establish a few Key Performance Indicators or KPIs. These will tell you how you are doing.
Most people in sales don’t know their closing rate. Many managers have feelings, but don’t
truly know the real closing ratio of their reps. You need to not only know these numbers, but you also need to share them with your people. Are
they selling one out of three? Is it four out of 10?
How were the salespeople feeling when
they went into the meeting? What was their expectation? Did they walk in frustrated?
Were they confident? Did they come across as competent? Did they do a great discovery to
understand the prospect? Were they an expert or
an authority, or just average? Did they make clear
points that mattered to the prospect? Was it clear WHY they should choose your company over everyone else?
All of these are the multipliers in the sales
of these areas equate to massive changes in the bottom line.
Consider the following example: If a rep is 10 percent better at creating rapport,
numbers that also needs to be measured is how
at asking for the sale, all those multipliers can
aren’t enough new leads, they can’t be expected
The race horse that wins 1st place only needs
many new leads each rep is talking with. If there
increase your sales by 50 percent.
Your company
may place that burden on the
rep, or you may provide the
stated:
“You become 42 percent more likely to achieve your goals and dreams simply by writing them down on a regular basis.”
Their WHY is the fuel that will help your team achieve their goals. That’s why they need to
set their own goals. You cannot give their goals to them. You can establish a quota, but that’s different than a goal. Types of Goals
income level they wish to reach.
critical to your success. Small increases in each
with their prospects, and just 3 percent better
their target.
studied the art and science of goal setting. She
That’s why ongoing training is so valuable and
accountable. Now here’s the rub. One of the
required to reach
the Dominican University in California, recently
A sales rep might set a financial goal of how
and 5 percent better at performing discovery
volume of sales
Dr. Gail Matthews, a psychology professor at
equation.
Everyone should see the numbers and be
to close the
and achievement is writing down your reasons
to be a split second faster than the horse that
comes in 2nd. And here’s the hard truth. There is no prize for 2nd place in sales. It’s all or nothing. 6. Set Clear Goals You can’t hit a target you don’t see. You must
have goals. And so should salespeople. Goals are critical to your success and that of your team.
You need to have written goals for your company.
much in sales they want to make or it may be an “Without goals and plans to achieve them, you are like a ship that has set sail with no destination.” — Fitzhue Dodson
This brings us to essential No. 7 7. Written Plans Nothing beats a well-executed, well thought out plan of action.
Most managers have no written, realistic action
plan to reach their goals. It is critical to invest the
time to write out your plans if you want to hit your sales targets.
There are few people who are better known for creating success than Tony Robbins. I had the privilege of working for him in a company he
created with sales expert Chet Holmes. These
men were driven. They took action and expected success.
“The key to success is taking massive determined
Sales is a numbers game, but it’s not the type of numbers that most people think. It’s not the number of leads times the number of conversations to simply equate to your total sales amount. It’s also about the quality of communication in those conversations. 30 • Vol. 12 / Issue 2 • International Surface Fabricators Association
action.” – Tony Robbins
But there’s a secret GOLD NUGGET about
success hidden in the quote above: Taking action is one thing, but taking determined actions, are quite another. They key word is determined. It implies that the actions are pre-planned.
Tony’s business partner, Chet, who was perhaps one of the smartest guys on the planet when it comes to sales, success and business, taught
me that 99 percent of CEOs are tacticians. That means they come up with random actions to
create results. He went on to say that “strategy” is the key. The strategist will slaughter the tactician every time.
So what does that mean for you? If you run or manage a business, or are simply in a career in which sales and right actions
affect your income and your future, you need to think like a strategist, NOT a tactician.
And that means creating an action plan! 8. Focus on Improved Communication If you want to take your team to the highest
level in the shortest amount of time, this last essential will be your key.
something good to say; say it well; and say it until it sticks.
Good communication takes effort. It requires clarity. You have to think.
Great salespeople communicate better than
poor ones. They craft their words to influence
Plan for Success
Often salespeople say things hoping they will
Having a successful sales team should not be left to chance. You must make it happen. If you focus on these eight essential principles
persuade their prospects and in the end they
don’t. Why? Because they didn’t communicate If everyone on your team came up one rung on
for sales management success, it will become easier for you to create the momentum you need that can take you to your goals.
think it would impact your sales?
About the Author
well.
the ladder in his or her communication, do you In their rapport building, discovery with
prospects and every communication point on
the road to the sale, help your team to be able to communicate great. Teach them about the power of their first impression. Hold a quick
every point — yours, theirs, your marketing
can have on a prospective client.
efforts and website. You must focus on every single point of communication.
Great communication is simply this: Have
If your people ask better questions, then listen intently, prospects will give them the keys to making the sale. Most people won’t listen.
and create impact. They are persuasive.
Improve your team’s communication. This
means striving to improve communication at
One of the most powerful things I’ve learned about communication is that good salespeople speak well, but great salespeople listen well.
meeting about the impact their body language There are a hundred simple little nuances they
can learn. And all of them can affect both their
Kirk Heiner has more than 30 years’ experience in the kitchen & bath Industry. He helps showroom owners and managers increase market share by becoming radically customer driven. He’s conducted training events and seminars for corporations like Lowe’s, DuPont, Danze, Stock Building Supply, AWFS, KBIS, the National Kitchen & Bath Association and many more. For more information or to contact him, visit www.KBShowroomSales.com.
success and your bottom line.
For more information, go to isfanow.org/info and list RS #13 • ISFA Member since 2013 International Surface Fabricators Association • Vol. 12 / Issue 2 • 31
Passing the Torch without Getting Burned How to Build a Robust Gen 2 Company By Susan Galvin and Renée Garcia
Imagine a business that was built out of
typically an emotional time for the family, poor
company. The owner was a happily
and family relationships.
a garage into a vibrant and profitable
communication can threaten both the business
married man in his early 60s. His three
To successfully transition a company to the
adult children were in the throws
next generation and develop a framework
of their own lives, working and raising young children. There had been some discussion
on what would happen to the
Ownership
Family
for growth, a values-based approach can illuminate the best strategy for moving forward.
family business when Dad
Sharing family values is not the same as
going strong and the need to
a family that values loyalty believes in
decided to retire, but he was
sharing business values. For example,
transition the company seemed
a long way away. Then Dad went on vacation, there was a freak
accident, and suddenly he was
supporting one another through hard
Business
gone. With the company being their
family’s guest room. The business, however,
children had a decision to make: continue
must have high-performing employees to be
to build the company and carry on their
determination to make while in the throes of grief. A quick and frenzied decision was made that the daughter who lived closest would pick up the
torch and keep the fire burning. She quit her job and started running the company, navigating it
profitable. Thus, Cousin Joe may not be hired Figure 1 Experts visualize the family business system as three overlapping circles of Ownership, Family, and Business. Family members may occupy one or more of these circles, which blurs the boundaries and can complicate communication and operations.
toward an uncertain future.
We don’t have to imagine this scenario because
Ownership, Family, and Business (See Figure
This true story yielded many lessons. First, it is
these circles. This blurs the boundaries and can
Life has a way of throwing curve balls that don’t leave time for creating a clearly articulated plan.
1). Family members may occupy one or more of complicate communication and operations. For
example, a family-run business may have a father as an owner, an in-law as a manager and a blood
Second, the transfer of power in any type of
relation as an employee. The perception of each
and communication. For family-owned
not only by the position they hold in the company,
navigating the family dynamics. Transitioning
This can lead to confusion regarding the shape
complicated by emotions, relationships and the
second generation.
organization requires careful strategy, planning
of these stakeholders is going to be influenced
companies, there is the additional layer of
but also by the position they hold in the family.
to the next generation can be tricky, as well as
of the company when it is passed down to the
concrete need for a livable income.
Third, communication is key throughout the
John A. Davis and Renato Tagiuri at Harvard
life of a business, but particularly when the
system as three overlapping circles of
company to the next generation. During what is
University visualize the family business
32 • Vol. 12 / Issue 2 • International Surface Fabricators Association
simply because he is family.
Businesses started and managed by family
members need to have clearly articulated values
and envision the same goals for the company as it moves forward. This is like having a North Star
for a company, guiding all decisions and focusing resources toward the success of the business.
this is a story from our lives.
never too early to start talking about succession.
being fired after three months on the job
can be shown emotional support, invited
over for dinner or allowed to stay in the
mother’s primary source of income, the
father’s hard earned legacy or sell it. A difficult
times. Cousin Joe who has a history of
time comes for transitioning a family-owned
Many companies have Mission, Vision and
Value Statements that were developed when the
company was new. Moving to the next generation is a perfect time to revisit these statements.
This allows the family to celebrate the company that has become successful enough to be
handed down to the second or third generation of a family. It is also a time to evaluate whether these values reflect the current direction of the
company and will continue to revitalize its next iteration.
Once all stakeholders are clear on the company’s values, these statements serve as a reference
point in the midst of change. Think of company values as the extra guest at the dinner table.
When decisions are being debated, these beliefs
are consulted. The values guide the conversation
and serve as a yardstick, an objective measure
For example, we worked with Alpha Granite in
company that is aligned with its values, meaning
Vision and Mission Statements:
to evaluate current and future decisions. A
it practices what it believes, is angled to be
financially viable and a place where employees take pride in their work.
As families transition to the second generation, purposeful discussions about company values allow for productive communication, strategic planning and a cohesive succession strategy. The following steps help begin a stakeholder conversation that is values focused. Step 1:
Austin, Texas, to create the following Values,
■■ Integrity and passion for excellence infuses
work. For more information call (844) 385-4257 or visit
everything we do.
of mutual commitment, teamwork and
appreciation for one another while ensuring longlasting customer relationships.
■■ Solutions are delivered by a dependable, dynamic and creative team.
■■ Professionalism and a proactive approach are safety and effective utilization of resources.
■■ The company was started because …
Vision:
■■ The company stands for …
■■ To be celebrated as the finest creator of
■■ When I leave the company I want it to be/ stand for …
Step 1 helps stakeholders take a big picture view
of the company and remember the essence of who
luxurious surfaces by leading the industry through innovation and best practices. Mission: ■■ To provide our customers exquisite products through our responsive, dependable and highly skilled team.
they are and why they exist. By completing Step 1,
Leading from well-developed Values, Vision and
question: “Where will the company go in Gen2?”
culture and creates a leadership framework that
the family is primed to delve into the more complex Step 2: If you already have Mission, Vision and Value Statements, now is the time to review them.
These statements should represent the best
version of your company. It can be helpful to flip the script and think of it as Values, Vision and
Mission Statements. We believe that successful companies lead from their values to their vision through their mission.
If the company doesn’t have these statements,
articulating the values, vision and mission of your
company is an engaging process that takes some dedicated time. The result is a document that
guides all of the company’s decisions, inspires
your employees, educates your customers and sets you apart from your competitors.
Here is a quick guide to the types of questions that can start the process.
Values: This is foundational. What three to five words or short sentences describe what your company stands for?
Vision: This is aspirational. What do you want your business to become?
Mission: This is practical. How will you work toward your vision?
profitable and a place where people love to come to www.g2solve.com.
■■ Success is built by supporting an environment
questions and share their responses:
companies because …
Solutions, which works with companies of all shapes and sizes with the goal of supporting them to be productive,
of prime importance along with an emphasis on
■■ The company is different from other
Susan Galvin and Renée Garcia are co-founders of G2
Values:
Have family members complete the following
■■ I believe the company is …
About the Authors
Mission Statements builds a healthy company
provides stability and clarity for moving forward. Having a third-party guide, this discussion can
be helpful. Building a business is hard work and
emotions become invested. Family businesses are often started with the hope that it will be passed
on to the next generation. When the time comes to hand over a company started on a wing and a prayer and built with blood, sweat and tears,
founders may find that letting go of their legacy is more difficult than they expected. They may feel compelled to impart some wisdom to the next
generation’s leadership. Conversely, Gen 2 may
be eager to take over the reins and may bristle at having their vision for the business challenged.
A neutral party can guide the process of values
ISFA Generation 2
Second-generation Leadership Gathering Research shows us that approximately only 30 percent of all family-owned businesses survive into the second generation and only 12 percent will survive into the third generation. Of the 70 percent of businesses that fail to transition successfully, 60 percent fail because of problems with communication and trust. Another 25 percent fail because of a lack of preparation from the next generation. The remaining 15 percent fail from all other issues (e.g., poor tax or financial planning, legal advice, etc.)* Given this, ISFA’s Gen 2 Leadership Gathering is designed to provide education and networking opportunities for companies that are currently run by their second or third generation owners or those transitioning. During this program, participants will receive education from speakers on topics specific to second-generation needs, and they will have the opportunity to network and associate with peers from within the fabrication industry, that are also within their second/third generation. The next Gen 2 Leadership Gathering will be held June 4-6, 2019 at the Cosentino Center in Detroit, Mich. For more information or to sign up, visit www.isfanow.org or call ISFA at 888-599-ISFA. Thanks to Our Sponsors:
clarification and transition the company in a way
that respects both sides of this equation, moving all parties to productive results while nurturing future family relationships.
Deliberate conversations that focus on honoring
the values of the company, both past and present, can allow the founders of the company to reflect on their accomplishments and pass the torch
to the next generation to lead it toward a bright future. Our opening story did have a happy
ending. After two profitable, but tumultuous years, the company was successfully sold in a way that honored the entrepreneurial spirit of the father.
International Surface Fabricators Association • Vol. 12 / Issue 2 • 33
Here.Now.News. From the Desk of Amy Miller, Executive Director
Leadership Defined A few weeks ago, I spent a Saturday with the Saint John Institute Faith and Leadership Consortium.
My intentions in attending were personal and faithbased, but what I was amazed to receive, was
a definition of professional leadership that I had never heard before.
Father Nathan Cromly, CSJ, founder and president
of the Saint John Institute and Eagle Eye Ministries, shared that the best leaders are “magnanimous.” A magnanimous leader is one that is noble, lofty
and great, while at the same time being incredibly humble.
A magnanimous leader says, “I am great, and I am at your service.”
We demonstrate that we are magnanimous
leaders when we lose without complaining and we win without gloating. Teams led by magnanimous leaders look up to the leader as an authority
figure, while at the same time feeling truly served by the leader.
This magnanimous definition of leadership is
echoed by Gallup’s polls, and the popular book,
Strengthsfinder 2.0, by Tom Rath. Both Gallup and Rath share that what followers want most from
their leaders are trust, stability, compassion and hope.
Trust and Stability. We demonstrate trust and
stability as leaders when we do what we say we are going to do, and when we are consistent in
our actions and in our life. Followers trust leaders whose actions align with their words both in and out of the office. When we are sincere, genuine
and dependable, our teams recognize us as being both magnanimous and trustworthy.
Compassion. To be great leaders, our followers
their people, and then empowering them to use those strengths. When the strengths required for the role don’t match the strengths of the individual, the truly compassionate leader puts them in the right seat, or lets them go to find work that does capitalize on their unique strengths. When we are magnanimous leaders, our followers know that we have their best interests at heart. Hope. One of my favorite quotes is, “When there is hope in the future, there is power in the present …” -Zig Ziglar As leaders, we are called to motivate others to achieve a common goal, and this can only be accomplished by instilling the belief that the goal can be accomplished, and that the future will be brighter when it is. Magnanimous leaders provide hope by presenting a clear vision with passion and authority. They demonstrate grit and determination even when times are tough, encouraging hope and perseverance. Magnanimous leaders offer trust, stability, compassion, and hope to their followers. This is leadership defined. If you enjoyed this article and you are passionate about being a better leader, I invite you to attend the 2019 ISFA Annual Conference. Speakers, roundtable sessions and networking opportunities for improving leadership skills will all be offered in a beautiful and enjoyable setting. I hope to see you soon, and as always, I welcome your feedback! In Service,
need to know and feel that we care about them.
This doesn’t mean that we have to be accepting of grave errors, or keep around incompetent
team members; it’s actually quite the opposite.
Magnanimous leaders show compassion by truly getting to know and understand the strengths of
Amy Miller ISFA Executive Director AmyM@isfanow.org
34 • Vol. 12 / Issue 2 • International Surface Fabricators Association
ISFA Events & Training
For additional information and registration options, please visit www.isfanow.org, or email amym@isfanow.org. Personalized training options are also available. Email carol@isfanow.org for more information.
Gen 2 Event Sponsored by Cosentino, GranQuartz and Moraware June 4 - 6 Detroit, Mich. Solid Surface Roundtable Hosted by A.S.S.T. Sponsored by Wilsonart Aug. 13 - 15 Gettysburg, Pa. Industry Roundtable Hosted by Precision Countertops Sponsored by Crossville, Daltile, Kohler and Moraware Sept. 17 – 19 Portland, Ore. Solid Surface Training Sponsored by Regent Stone Hosted by GECKO SSS October San Antonio, Texas ISFA 2019 Annual Conference Sponsored by BACA Systems, Cosentino, Crossville, GranQuartz, Infinity Surfaces, Integra Adhesives, and Park Industries Oct. 20 – 23 Scottsdale, Ariz. Industry Roundtable Hosted by MSI Sponsored by MSI and Park Industries Nov. 12 – 14 Tampa, Fla.
ISFANews ISFA Members Visit Cosentino Headquarters in Spain March 4 to 8, ISFA members traveled to Madrid, Almeria and Granada, Spain. The trip was sponsored by ISFA member and supporter, Cosentino. Hosted by Executive Director of Marketing Massimo Ballucchi, the group enjoyed a cooking show and demonstration at the Cosentino City Center in Madrid. During the show, the group took part in helping to prepare the meal, which even included using a blowtorch to sear salmon on a Dekton surface! In Almeria, the group visited a Cosentino quarry, fabricator Cuellar Stone, and the Cosentino headquarters and factories. On the last day of the trip, the group enjoyed Granada and took in a traditional Flamenco show. Here are just a few of the many great comments received from participants: “The trip to Spain was an opportunity of a lifetime. The tour of the Silestone and Dekton facilities really gave me a good visual to how the product is made and is a useful tool in the selling process and training our staff. My favorite part of the trip was the marble quarry. It was fascinating to see how natural stone is mined, live and in person. Thank you again to ISFA and Cosentino for being great hosts!!” – Lisa Storts, Hard Rock Stone Works
“It was an amazing opportunity to visit the world’s largest quartz manufacturer. The sheer size of the operation in Spain is massive. The facilities are state-of-the-art.” — Dave Hammerl, Stonecrafters “The trip was very informative with regard to the latest quartz manufacturing technology used to create the Dekton product line. The automation process in the Cosentino factory was really impressive.” — Jim Callaghan, GranQuartz
ISFA Fabricators interested in touring the Cosentino headquarters and factories in Spain should contact their local Cosentino Center and General Manager to express their interest and learn more about this great opportunity.
ISFA Booster Club
Thank you to our ISFA 2020 Booster Club Members!
The ISFA 2020 Booster Club is a new program comprised of ISFA members committed to growing ISFA membership, benefits and programs. Each Booster Club Member makes a financial contribution to ISFA, and each participates in a quarterly conference. The quarterly calls are led by ISFA Executive Director Amy Miller and ISFA Board President Augie Chavez. During the call new ideas for projects and programs to benefit ISFA members and the industry are discussed, as well as timelines for implementation. Those interested in being a part of the ISFA Booster Club can contact Amy Miller for more information at amym@isfanow.org.
International Surface Fabricators Association • Vol. 12 / Issue 2 • 35
ISFANews Join us for the 2019 ISFA Annual Meeting & Conference at the beautiful Mountain Shadows Resort in Scottsdale, Ariz. Here are just a few of the activities planned: ■■ Two Keynote Speaker Sessions ■■ Roundtable Discussions ■■ New Product Round-Up with Conference Specials
October 20-23, 2019 Join us to improve your business, make new connections and enjoy yourself!
PRESENTING SPONSORS
■■ Italian Chef Dinner/Wine Tasting hosted by Galleria of Stone ■■ Golf Scramble ■■ Awards Banquet ■■ Pedal Bar Tour of Downtown Scottsdale
Your Conference Ticket Includes: ■■ Three nights’ accommodations at the Mountain Shadows Resort in the heart of Paradise Valley ■■ Breakfast, Lunch, Dinner & evening Cocktails each day ■■ Speakers & Educational Sessions ■■ Golf Scramble at The Short Course, Mountain Shadows
OTHER SPONSORS
■■ Dinner/Wine Tasting at Galleria of Stone ■■ Awards Reception/Annual Meeting ■■ Pedal Bar Rental in Downtown Scottsdale (Attendees are responsible for purchases made during the excursion)
Register online at www.isfanow.org under the Events/Annual Meeting menu now through Sept. 15
ISFANews ISFA Trains Four Companies on Solid Surface Fabrication From April 16 to 20, ISFA held its solid surface
training program in San Antonio, Texas, bringing in five representatives from four companies to participate in the most widely accepted solid surface training available.
The class, which was hosted by GECKO Solid Surface Solutions, provided two and one-half
days of training, plus an additional half day of supervised practice.
Participant companies included training
representatives of three ISFA Fabricator Member
obtained instructor certifications from numerous
companies — Durcon, based in Taylor, Texas;
solid surface manufacturers and suppliers. In
Off Grid Builds, based in Barksdale, Texas; two
addition, he upgraded DuPont’s fabrication and
representatives of 4-D Construction of Illinois,
installation manuals and has conducted ISFA solid
based in Chenoa, Ill. — and one Individual
surface training, both in regional facilities and on-
Fabricator Member Eframe Asrat, based in
site, since 2014.
Sugarland, Texas, by way of Ethiopia.
All those completing the full session receive the
The training program includes product knowledge,
following benefits:
handling, inspection, safety, tooling, shop layout,
■■ A certificate recognizing they are an ISFA
templating, material layout, cutting, seaming, edge
Certified Professional Solid Surface Fabricator
treatments, sink and bowl mounting, cutouts,
■■ Window clings designating the trainee as an
backsplashes, thermoforming, finishing, basic
ISFA Certified Professional
repair, installation, support, overhangs and inlays.
■■ Recognition in Countertops and Architectural
The Participants in this most recent fabrication/
Surfaces magazine as an ISFA Certified
installation class completed projects consisting
Professional.
of an L-shaped countertop with three different
Observer Option
edges, integral sink, cooktop cutout and coved backsplashes. Demonstrations in vacuum
The training program, which is held several times a
by ISFA President Augie Chavez, who owns GECKO
option for those who do not need to actually
thermoforming and laser templating were also given
year based on demand, also includes an observer
Solid Surface Solutions where the training is held.
fabricate solid surface, but could benefit from
an understanding of the process, such as sales
This ISFA training is accepted by ALL major brands
and office workers. Learning the ins and outs of
of solid surface, meeting training requirements set
fabrication will help these staff members better sell
by many distributors and manufacturers.
and support fabrication work, and the cost is lower for those who only observe.
It is taught by a highly skilled training professional, Chris Pappenfort. Chris has more than 30 years’
For those interested in attending the next ISFA Solid Surface Training Class in Texas, it will be held in October. More information or to is available by contacting ISFA Operations Manager Carol at carol@isfanow.org or (888) 599-ISFA.
of industry experience, including a stint as the
technical services manager for a DuPont Surfaces distributor for 25 years. During his tenure he
On-Site Training Program Also Available
In addition to the training classes in Texas,
ISFA On-Site is a customized training
in which a certified ISFA training expert
meet the needs of a specific business.
ISFA offers its On-Site Training Program
travels to a business to assist with hands-
on training of either solid surface or quartz/ granite.
program for ISFA members designed to Basic fabrication instruction includes product orientation, safety, tooling,
fabrication and installation. More advanced
instruction includes manufacturer’s fabrication/installation requirements. For more information or to set up a personalized training program, contact ISFA Operations
Manager Carol Wilhite at carol@isfanow.org or (888) 599-ISFA.
International Surface Fabricators Association • Vol. 12 / Issue 2 • 37
ISFANews ISFA Offering Solid Surface Specific Industry Roundtable Event to take place in August
Solid Surface is alive and well, and experts are projecting it to grow through at least 2027! As such, ISFA is putting on a special Solid Surface Industry Roundtable Aug. 13 to 15 sponsored by Wilsonart and hosted by worldclass, award-winning solid surface fabricator A.S.S.T., located in McSherrystown, Pa. If you manufacture, fabricate, distribute or participate in the solid surface industry in any way, you won’t want to miss this unique and special ISFA Roundtable!
We’ll tour the A.S.S.T. fabrication shop, and spend time in roundtable style discussion focused on commercial solid surface needs, best practices and opportunities. A.S.S.T. is also located a convenient 20 minutes from Gettysburg, Pa., so we’ll also fit in a fun ghost tour and evening out together exploring the historic location. For more information or to register for this event, visit www.ISFAnow.org or call (888) 599-ISFA.
THANKS TO OUR SPONSORS:
ISFA Holds Successful Roundtable In Georgia
May 6 to 8, ISFA hosted 24 leaders in Adairsville, Ga., for an ISFA Industry Roundtable at the iconic Barnsley Resort. During the event, members toured the LG Hausys Viatera and HI-MACS plants, and participated in roundtable discussion. Hot topics included the global quartz climate, economic indicators through 2020 and best practices for improving profitability.
THANKS TO OUR SPONSOR:
There are three More ISFA Industry Roundtables in 2019: Sept. 17 to 19 Portland Ore., hosted by Precision Countertops and sponsored by Crossville, Daltile, Kohler and Moraware; Nov. 12 to 14 in Tampa, Fla., hosted by MSI and sponsored by MSI and Park Industries; and Dec. 3 to 5 in Guadalajara, Mexico, hosted by INDEKO and sponsorsored by CMS North America. For more information or to register, visit www. isfanow.org, or contact Amy Miller at amym@isfanow.org.].
Are You Looking to Hire? Let ISFA Help! ISFA recently launched a Job Board on
will also push your listing out to industry
our website at www.isfanow.org. This new
qualified candidates via ZipRecruiter.
feature will allow ISFA members to post for
And don’t forget that ISFA Fabricator
positions that they are looking to fill. Listings on the ISFA website will be free to ISFA members, and for just $149 (considerably less than the ZipRecruiter list price) ISFA
Members can list short job postings in the
classified section of this magazine at no cost as a Fabricator Membership benefit. Details
about this benefit can be found on Page 49.
38 • Vol. 12 / Issue 2 • International Surface Fabricators Association
ISFA Board of Directors Augie Chavez President GECKO SSS 4630 Sinclair Rd. San Antonio, TX 78222 (210) 227-3100 augie@geckosss.com www.geckosss.com
Kate Dillenburg Immediate Past President and Secretary Bisley Fabrication 7000 Industrial St. Gresham, WI 54128 (715) 787-4410 kdillenburg@bisfab.com www.bisfab.com Paul “Max” Le Pera Vice President Global Surfacing Alliance 106 Melrich Rd. Cranbury, NJ 08512 (908) 358-5252 pmlp33@gmail.com
Mike Langenderfer Treasurer The Countertop Shop 9300 Airport Rd. Monclova, OH 43542 mike@countertopshop.net www.countertopshop.net Adam Albee Director Counter Culture 5012 Rentworth Dr. Lincoln, NE 68516 (500) 531-5078 adam@thetopculture.com www.thetopculture.com
Matt Kraft Director Custom Marble Inc. 850 S. Mulberry Millstadt, IL 62260 matt.kraft@custommarble.net www.custommarble.net Steve Stoddard Director Advanced Surfaces, Inc. 130 Plastics Rd. Corry, PA 16407 (814) 663-0369
sstoddard@advanced surfacespa.com www.advancedsurfacespa.com Kelley Montana Director Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 (707) 442-5918 kmontana@humtop.com www.humtop.com
Steve Mast Director Precision Countertops 26200 S.W. 95th Ave. Ste. 303 Wilsonville, OR 97070 (503) 660-3023 Steve.m@precisioncountertops.com www.precisioncountertops.com Austin Maxwell Director Maxwell Countertops 324 S. Plum St. Farmer City, IL 61842 (309) 928-2848 austin@maxwellcounters.com www.maxwellcounters.com
Eric Tryon Director Clio Holdings/Premier Surfaces 845 McFarland Pkwy. Alpharetta, GA 30004 (470) 419-4555 eric@premiersurfaces.com www.clioholdings.com
Jim Callaghan Associate Member Representative GranQuartz 3950 Steve Reynolds Blvd. Norcross, GA 30093 (248) 660-3291 jcallaghan@granquartz.com www.granquartz.com Joe Connolly Associate Member Representative SASSO 220 N. Smith St. Ste. 414 Palatine, IL 60067 (224) 200-8004 jconnollysassousa@gmail.com www.sassousa.com
ISFA Contacts ISFA PO Box 627 Ingomar, PA 15127 (888) 599-ISFA www.isfanow.org Executive Director Amy Miller (567) 239-2102 amym@isfanow.org Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 kevin@isfanow.org Operations Manager Carol Wilhite (888) 599-ISFA carol@isfanow.org
Account Representative Paul Wisnefski (262) 498-4184 wisnefski@sbcglobal.net Program Coordinator Amy Kyriazis (888) 599-ISFA amy@isfanow.org Solid Surface Fabrication Trainer Chris Pappenfort (417) 598-2390 chris@isfanow.org Quartz/Stone Fabrication Trainer Fred Hueston (321) 514-6845 fred@isfanow.org
For more information, go to isfanow.org/info and list RS #10
Fabricator Directory Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html. ALABAMA
COLORADO
Heft Enterprises
Stalwart Systems
117 Cloverdale Dr. Alabaster, AL 35007 205-624-3538 www.cutstoneco.com
3300 E. 43rd Ave. Denver, CO 80216 303-996-6026 www.tshopinc.com
Premier Surfaces
Stonecrafters
Cutstone Co.
ALASKA
Cook Inlet Housing Authority 3510 Spenard Rd. Anchorage, AK 99503 907-793-3047 www.cookinlethousing.org
Housewright Construction PO Box 1541 Kodiak, AK 99615 907-539-2444
Vision Construction 17 Adak Ave. Fairbanks, AK 99701 907-479-0380 www.visionunited.com
ARIZONA
La Casa Bella Builders 401 N. Broad St. Globe, AZ 85501 928-425-2450 LCBbuilders.com
ARKANSAS Qualserv
7400 S. 28th St. Ft. Smith, AR 72908 479-459-5892 www.qualservsolutions.com
CALIFORNIA
Fischer Tile & Marble 1800 23rd St. Sacramento, CA 95816 916-452-1426 www.fischertile.com
Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 707-442-5918 www.humtop.com
Pacifica Wholesale Tile and Stone
620 E. Ball Rd. Anaheim, CA 92805 310-497-3511 www.pacificastone.com
Quarry House Inc.
217 San Anselmo Ave. San Anselmo, CA 90205 415-482-9094 www.quarryhouseinc.com
The Countertop Factory
2470 E. Coronado St. Anaheim, CA 92806 562-944-2450 www.thecountertopfactory.net
The Top Shop Inc.
DELAWARE
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.
9138 Wheat St. Covington, GA 30014 678-342-9400 www.heftcabinets.com 845 McFarland Pkwy. Alpharetta, GA 30004 678-614-7111 www.premiersurfaces.com
Stone Center
1325 Oakbrook Dr. Ste. C Norcross, GA 30093 770-446-5155 www.stonecenteratlanta.com
HAWAII
Honolulu Tile & Marble Inc. 1602-B Auiki St. Honolulu, HI 96819 808-845-3775
2140 N.W. 18th St. Pompano Beach, FL 33069 954-970-7661 www.deloriectd.com
Montage Decor LLC
6401 47th St. N. Pinellas Park, FL 33781 727-528-6305 www.mill-rite.com
ILLINOIS
1050 Central Park Dr. Sanford, FL 32771 407-774-0676 www.nsmotif.com
Custom Marble Inc.***
Mill-Rite Woodworking Co.
NSM Florida Enterprises, LLC
Sterling Mfg.
8293 Consumer Circle Sarasota, FL 34240 941-955-8787 www.sterlingmfg.com
GEORGIA
Atlanta Kitchen Inc.
196 Rio Circle Decatur, GA 30030 404-378-3220 www.atlanta-kitchen.com
Counter Fitters LLC
1026 Lynes Ave. Savannah, GA 31415 912-231-0103 www.counterfitterssav.com
Countersync
2014 Westside Ct. Augusta, GA 30907 706-828-7544 www.countersync.net
Craftmark Solid Surfaces Inc. 2772 Simpson Circle Norcross, GA 30071 770-242-8469 craftmarkcountertops.com
40 • Vol. 12 / Issue 2 • International Surface Fabricators Association
94-117 Malakeke Pl. Unit 102 Waipahu, HI 96797 808-200-7868 www.montage-decor.com
4-D Construction of IL, Inc. 1107 E. Cemetery Ave. Chenoa, IL 61726 815-867-2196 www.4-Dconstruction.com PO Box 306 Millstadt, IL 62260 618-476-1345 www.custommarble.net
7797 N. Caldwell Ave. Niles, IL 60714 847-972-1193 www.stalwartsystemsusa.com 430 W. Wegner Rd. Lakemoor, IL 60051 815-363-8730 www.stonecrafters.com
The Countertop Factory Midwest*** 869 S. Route 53 Addison, IL 60101 630-606-8055 www.tcfmidwest.com
INDIANA
A. I. A. Countertops LLC 201 S. Huntington St. Syracuse, IN 46567 574-457-2018 www.aiacountertops.com
Laminated Tops of Central Indiana Inc.
711 E. Dillman Rd. Bloomington, IN 47401 812-824-6299 www.rakesolutions.com
IOWA
Solid Fabrications Inc. 2515 Murray St. Sioux City, IA 51111 712-255-5319 www.solidfab.com
Marble Works
StoneHouse Quartz & Granite
Maxwell Counters Inc.
Top Crafters
1601 N. LA Fox South Elgin, IL 60177 874-742-9222 www.marble-works.com
PO Box 234 Farmer City, IL 61824 309-928-2848 www.maxwellcounters.com
New Age Surfaces 1237 Naperville Dr. Romeoville, IL 60446 630-226-0011
Pierce Laminated Products Inc.
2430 N. Court St. Rockford, IL 61103 815-968-9651 www.piercelaminated.com
Solid Surface Creations Inc. 403 S. Sycamore Villa Grove, IL 61956 217-832-8207 www.ssctops.com
3901 100th St. Urbandale, IA 50322 515-512-5188 www.stonehousegranite.com 811 Iowa Ave. Marshalltown, IA 50158 641-752-2465
VT Industries
1000 Industrial Park Holstein, IA 51025 712-368-4381 www.vtindustries.com
KENTUCKY
Granite America
1121 St. Louis Ave. Louisville, KY 40241 502-419-0713
Louisville Lumber & Millwork 1400 Lincoln Ave. Louisville, KY 40213 502-459-8710 www.louisvillelumber.com
Fabricator Directory Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html. StoneMark Granite LLC 989 Logan St. Louisville, KY 40204 502-315-5100 www.stonemarkgranite.com
Surfaces Unlimited Inc.
1272 Hwy. 490 E. Bernstadt, KY 40729 606-843-6891 www.surfaces-unlimited.com
MAINE
Bangor Wholesale Laminates 355 Target Industrial Circle Bangor, ME 04401 207-945-5928
MKD
106 E. Oliver Dr. Marshall, MI 49068 269-209-8198 www.mkdkitchens.com
Paxton Countertops & Showers
PO Box 174 Grand Ledge, MI 48837 517-719-0146 www.paxtonsurfaces.com
MINNESOTA
NEVADA
NORTH CAROLINA
6801 Placid St. Las Vegas, NV 89119 702-938-1111
4250 Old Wake Forrest Rd. Raleigh, NC 27613 919-981-0163 www.atlanticcountertops.com
Carpenters Int’l. Training Fund
Atlantic Countertops
NEW HAMPSHIRE
A Top Above The Rest
278 River Rd. Bow, NH 03304 603-224-9876 www.rumfordstone.com
BloomDay Granite & Marble
Rumford Stone Inc.
Innovative Surfaces Inc.
NEW JERSEY
11 Collins Pond Rd. Windham, ME 04062 207-893-3445 www.getshad.com
The Pinske Edge
2450 Lorio St. Union, NJ 07083 908-686-4340 www.countertopsofnj.com
ASSI Fabricators LLC
MISSISSIPPI
1136 Industrial Pkwy. Brick, NJ 08724 732-840-4433 www.spauldingfabricators.com
Carefree Kitchens Inc.
3803 Old Mobile Ave. Pascagoula, MS 39581 228-938-6484 www.alexandercounter wrights.com
Shad’s Custom Countertops Inc.
MARYLAND
11270 Old Baltimore Pike Beltsville, MD 20705 301-937-2800 www.assifab.com
2910 Strickland St. Baltimore, MD 21223 410-233-4900 www.carefreeindustries.com
Creative Surface Interiors Inc. 8393 Ardwick Ardmore Rd. Landover, MD 20785 301-386-4654 www.creativesurfaceinteriors.net
SolidTops LLC
505 South St. Easton, MD 21601 410-819-0770 www.solidtops.com
MASSACHUSETTS
515 Spiral Blvd. Hastings, MN 55033 651-437-1004
119 Main St. Plato, MN 55370 320-238-2196 www.pinske-edge.com
Alexander Counterwrights
MISSOURI
Premier Surfaces
4525 N.W. 41st St. Ste. 400 Kansas City, MO 64150 816-767-2075 www.premiersurfaces.com
MONTANA BMC
3200 Hwy. 12 E. Helena, MT 59602 406-444-8721 www.buildwithBMC.com
Jack’s Custom Woodworking/ NEBRASKA JCW Countertops Counter Culture 3 Aberjona Dr. Woburn, MA 01801 781-935-1907 www.jcwcountertops.com
Sterling Surfaces
76 Leominster Rd. Sterling, MA 01564 978-422-3321 www.sterlingsurfaces.com
Sterling-Miller Designs Inc. 1079 N. Montello St. Brockton, MA 02301 508-894-6999 www.sterlingmillerdesigns.com
MICHIGAN
Hard Rock Stone Works
44038 Phoenix Dr. Lake Orion, MI 48362 586-532-7763 www.hardrocstoneworks.com
5012 Rentworth Dr. Lincoln, NE 68516 500-531-5078 www.thetopculture.com
Lincoln Laminating Inc. 5010 Rentworth Dr. Lincoln, NE 68516 402-434-6009 www.lincolnlaminating.com
Lycos, Inc.
2445 Deer Park Blvd. Omaha, NE 68105 402-201-2283 www.lycosfinish.com
Stone Concepts, Inc.
10802 Sapp Brothers Dr. Omaha, NE 68138 865-523-0967 www.stoneconceptsomaha.com
Marvic Corp.
Spaulding Fabricators Inc.
NEW MEXICO
American Countertops PO Box 10482 Albuquerque, NM 87184 505-897-3141 www.americancountertops online.com
121 Wilkie St. Forest City, NC 28043 828-382-0174
3810 Indiana Ave. Winston-Salem, NC 27105 336-414-0842 www.bloomdaygranite.com
Carolina Custom Surfaces*** 100 Landmark Dr. Greensboro, NC 27409 336-215-5518 www.carolinacustom surfaces.com
Carolina Stoneworx LLC 8313 Poole Rd. Knightdale, NC 27545 919-266-1011 www.carolinastoneworx.com
Majestic Kitchen & Bath
Jaynes Structures
104 Jeffrey Way Youngsville, NC 27596 919-376-5941 www.gomajestic.com
OGB Architectural Millwork
PO Box 669488 Charlotte, NC 28266-9488 704-394-9622 www.metrowoodcrafter.com
2906 Broadway N.E. Albuquerque, NM 87107 505-344-8589 www.jaynescorp.com
3711 Paseo del Norte Albuquerque, NM 87113 505-998-0000 www.ogb-am.com
Metro Woodcrafters of NC, Inc.
Onslow Stoneworks
1661 Hwy. 58 PO Box 1239 Swansboro, NC 28584 252-393-2457 NEW YORK Granite and Marble Works Inc. www.onslowstoneworks.com 8 Commercial Park Dr. ROCKin’teriors Wilton, NY 12831 230 Hampton Woods Ln. 518-857-9720 Ste. 100 www.graniteandmarbleworks.com Raleigh, NC 27607
JG Associates
919-577-0207 www.rockinteriors.com
PO Box 14 Pt. Lookout, NY 11569 516-897-9200
Stoneworks
Marker Systems Inc.
940 River Rd. North Tonawanda, NY 14120 716-695-1102
Modern Home Distributing PO Box 395 Nunda, NY 14517 585-468-2523
Penn Fabricators Inc. 30 Platinum Ct. Medford, NY 11763 631-205-0282 www.pennforcorian.com
18623 Northline Dr. Cornelius, NC 28031 704-936-8340 www.stoneworksltd.com
OHIO
Countertops by Nate
5372 Bedford St. Unit C Bedford Heights, OH 44146 216-314-8654
Cutting Edge Countertops Inc. 1300 Flagship Dr. Perrysburg, OH 43551 419-873-9500 www.cectops.com
International Surface Fabricators Association • Vol. 12 / Issue 2 • 41
Companies in blue are Certified Professionals. *** Denotes ISFA Booster Club Members. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html. L. E. Smith Co.*** 1030 E. Wilson St. Bryan, OH 43506 888-537-6484 www.lesmith.com
Laminate Shop, Inc. PO Box 1218 Marietta, OH 45750 740-749-3536
The Countertop Shop LTD*** 9300 Airport Rd. Monclova, OH 43542 419-868-9101 www.countertopshop.net
Top Advantage Surfaces Inc. 12989 Market Ave. N. Hartville, OH 44632 330-877-2138 www.topadvantage.com
Top Designs Inc.
1700 Wall Rd. Wadsworth, OH 44281 330-334-5677 www.topdesignsinc.com
Top Shelf Laminated Products 400 Dietz Rd. Warren, OH 44483 330-393-1289
Tower Industries
2101 Ninth St. S.W. Massillon, OH 44647 330-837-2216 www.towersurfaces.com
OREGON
Crowley’s Granite & Quartz 10100 S.W. Herman Rd. Tualatin, OR 97062 503-850-2496
Oregon State University 601 S.W. 35th St. Corvallis, OR 97333 www.oregonstate.edu
Precision Countertops Inc.*** PO Box 387 Wilsonville, OR 97070 503-692-6660 www.precisioncountertops.com
PENNSYLVANIA A.S.S.T.
350 South St. McSherrystown, PA 17344 717-630-1251 www.asst.com
Advanced Surfaces Inc. 130 Plastics Rd. Corry, PA 16407 814-663-0369
Eurofins Lancaster Laboratories
2425 New Holland Pike Lancaster, PA 17601 717-656-2300
Indoor City Granite and Marble 1284 Loop Rd. Lancaster, PA 17601 717-368-5604 www.indoorcity.com
Kauffman Kitchens
270 Commerce Dr. New Holland, PA 17557 717-355-9906 www.kauffmankitchen.com
Kramer’s Fabrications Inc. PO Box 41 Bernville, PA 19506 610-488-6213 www.kramershowerbases.com
Pence Countertops Inc.
124 Ellis Woods Rd. Pottstown, PA 19465 610-326-6609 www.pencecountertops.com
Pittsburgh Troy Granite 1060 484 Lowries Run Rd. Pittsburgh, PA 15237 412-446-1060 www.troygranite.com
SOUTH DAKOTA
DFC-Dakota Fixture & Cabinet Co. 45753 237th St. Madison, SD 57042 605-256-3707 www.soliddfc.com
TENNESSEE
Alexander Brothers Tile & Marble Inc.
1446 S. Cooper St. Ste. 101 Memphis, TN 38114 901-278-9626 www.alexandermarble andgranite.com
Countertops of Memphis
301 W. Olive Ave. Memphis TN 38106 901-602-7115 www.countertopsofmemphis.com
Creative Countertop Solutions Inc.
919 4th Ave. S. Nashville, TN 37210 615-915-0718 www.creativecountersolutions.com
Kitchen Tops Inc.
1300 Ault Rd. Knoxville, TN 37914 865-523-0967 www.kitchentops.net
TEXAS
Alpha Granite
915 W. Howard Ln. Austin, TX 78753 505-814-5354 www.alphagraniteaustin.com
42 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Cirrus Asset Management
Valley View Granite
Classic Counter Tops
VERMONT
5347 Spring Valley Rd. Dallas, TX 75254 661-857-0722 www.cirrusami.com 2325 Executive Dr. Garland, TX 75041 972-840-1234
Counterscapes, Inc.
2228 Deerbrook Dr. Tyler, TX 75703 903-581-5676 www.counterscapes.com
Countertop Solutions LLC PO Box 82087 Houston, TX 77282 713-204-0080
Dirk Foster
921 Morton St. Mineral Wells, TX 76067 206-898-8163
905 N. 2000 W. Tremont, UT 84337 435-452-1570 www.valleyviewgranite.com
Vermont Solid Surface
PO Box 602 852 Portland St. St. Johnsbury, VT 05819 802-535-4986 www.vermontsolidsurface.com
VIRGINIA
Ellis Page Co., LLC 10481 Colonel Ct. Manassas, VA 20110 703-346-9404 www.ellispageco.com
Metro Stone Works LLC
Durcon
9115 Digital Dr. Unit 12 Manassas Park, VA 20111 703-396-866 www.metrostoneworks.com
Eframe Asrat
2559 Turkey Creek Rd. Oilville, VA 23129 804-798-7462 www.midatlanticsurfaces.com
206 Allison Dr. Taylor, TX 76574 512-595-8054 www.durcon.com 6807 Miller Shadow Sugarland, TX 77479 713-530-3673
Mid Atlantic Surfaces
Surface Link Corp.
4200 Lafayette Center Dr. Ste. A Chantilly, VA 20151 Gecko Solid Surface Solutions*** 301-482-1717 4630 Sinclair Rd. www.surfacelinkcorp.com San Antonio, TX 78222 TRINDCO 210-227-3100 1004 Obici Industrial Blvd. www.geckosss.com Suffolk, VA 23434 Gunckel Architectural 757-539-0262 Stoneworks, LLC www.trindco.com 5085 Elm Creek Rd. WASHINGTON Seguin, TX 78155 830-303-0688 FloForm Countertops www.gastonework.com 22445 76th Ave. S. Kent, WA 98032 Legacy Granite and Marble 253-639-4567 6214 Keyko St. www.floform.com Houston, TX 77041 832-834-7459 King County Library
Off Grid Builds
System
True Blue Granite
WISCONSIN
PO Box 22 Barksdale, TX 78828 830-834-9878 offgridbuilds.lilserengeti.com 3626 Binz Engleman Rd. San Antonio, TX 78219 210-281-5520 www.tbgranite.com
960 Newport Way N.W. Issaqua, WA 98027 425-369-3300 www.kcls.org
Bisley Fabrication Inc.***
W.R. Watson Inc.
700 Industrial St. Gresham, WI 54128 800-424-7539 www.bisleyfabrication.com
UTAH
3142 W. Mill Rd. Milwaukee, WI 53209 414-352-7870 www.kopfmanntops.com
12902 Mula Ln. Stafford, TX 77477 281-495-3664 www.wrwatson.com
Plastic Specialties Inc. 1640 S. Redwood Rd. Salt Lake City, UT 84104 801-746-1212 www.psitops.com
The Kopfmann Co. Inc.
McDermott Top Shop LLC 200 A Main St. Sullivan, WI 53178 262-593-2456
Fabricator Directory CANADA
Elite Food Equipment 4 Fielding Ct. Ajax, ON L1T 4W5 Canada
FloForm Countertops
Shape Industries
10 McPhillips St. Winnipeg, MB R3E 2J7 Canada 204-947-0409 www.shapeinc.com
125 Hamelin St. Winnipeg, MB R3T 3Z1 Canada 204-474-2334 www.floform.com
Summum Granit Inc.
10-710 Cynthia St. Saskatoon, SK S7l 6A2 Canada 306-665-7733 www.floform.com
FRANCE
FloForm Countertops
FloForm Countertops 7630 Yellowhead Trail Edmonton, AB T5B 1G3 Canada 780-474-7999 www.floform.com
PF Custom Countertops Ltd. 14017 174 St. N.W. Edmonton, AB T5S 1H1 Canada 780-484-0831 www.pfcustom countertops.com
460 Principale St. Saint-Sebastien, QC G0Y 1M0 Canada 819-625-2333 www.summumgranit.com
CREA Diffusion
ZA Le Cheval Blanc Solgne F-57420 France 38-764-6923 www.crea-diffusion.com
INDIA
Infini Hybrid Pvt Ltd
904, Bwing, Kanakia Western Edge II, Western Highway Borivali East Mumbia 400066 Maharashtra India +91-966-464-1442 www.infinihybrid.com
For more information, go to isfanow.org/info and list RS #14
ITALY
Legnopan SPA (Starkryl Solid Surface)
Via Dell’Industria 13-15 Piovene Rocchette, VI, 36013 Italy 39-0445-551500 www.legnopan.com
MEXICO
INDEKO***
Boulevard de los Charros 1500 Col. Belenes Ind. Nte. Zapopan, Jalisco Mexico 45150 52-3310287863 www.indeko.com.mx
NEW ZEALAND
DOMANI BENCHTOPS 5 Rylock Pl. Pakuranga, Auckland 2014 New Zealand 006495767241 www.wearindeko.com
RUSSIA
AKRILIKA HOLDING Svobody St. 29 Moscow Russia 125362
+7(495)782-84-75 http://akrilika.com/en
UNITED ARAB EMIRATES Bond Interiors
PO Box 15758 Dubai U.A.E. 04 2711727, 06 5343222 www.bondinteriors.com
UNITED KINGDOM Interfab LTD
Unit 9 Willersey Business Park Willersey, Nr. Broadway Worcestershire WR12 7RR United Kingdom 441-386-858100 www.interfab.co.uk
Sheridan Fabrications Limited
New Sheridan House, Don Pedro Ave. Normanton, West Yorkshire WF6 1TD United Kingdom 448-456-182800 www.sheridan-uk.com
For more information, go to isfanow.org/info and list RS #15 ISFA Member since 2013 International Surface Fabricators Association • Vol. 12 / Issue 2 • 43
Product News And because it can be easily shaped or
thermoformed, it is used to create innovative
fixtures, display areas, furniture, columns and more.
For more info, go to isfanow.org/info and list RS #32
Wilsonart Launches THINSCAPE Performance Tops Avonite Surfaces and STUDIO Collection Announce 2019 Colors Avonite Surfaces® Acrylic Solid Surface and STUDIO Collection® Design Resin, brands
of Aristech Surfaces LLC, released their new
North American colors for 2019. The Avonite
Surfaces® new color launch consists of eight colors: Stony Peak 7747, Clout Burst 7746, Snow Mist 7848, Mellow 7749, Relic 7728 and Industrial 7849, as well as Calm 8908
and Unwind 8909, which are additions to the
Movement Collection. The STUDIO Collection new color launch consists of four colors:
Bellissimo 6720, Transcendent 8760, Twinkle
1060 and Ebony Twist 8770. Avonite Surfaces’ eight new colors join more than 50 standard North American colors and the STUDIO
Collection’s four new colors join more than 40
standard North American colors. The materials
are used in architectural and design applications in hospitality, retail, education, government, healthcare and commercial work spaces.
Wilsonart introduced THINSCAPE™ Performance quadrupled, and the overall battery management has improved. Prodim recently released a new
update to the Proliner Generation 4.X software.
The update brings new editing features for easier alignment of cutouts, and the “closed shape check” is a new helpful feature for creating
closed production pieces. The company also
developed two new smartphone applications (Android) connecting with the Proliner. The Proliner Remote app enables operators to
use their smartphone as the Proliner remote
controller. The second app, Proliner Update,
uses the internet connection of a smartphone to update the system’s software anywhere,
anytime. Also, actively integrating customer feedback, Prodim recently released Prodim
Factory 3.0. The update has improved the data
flow from the Proliner for easier use in all Factory modules. Projects and pictures can now be
imported using a smartphone, and a slab stock overview has been added to the Factory Slab
Tops, a new collection of 12 European inspired, highly durable and ultra-thin decorative
countertops said to be unlike anything else in the marketplace. The collection features
a variety of surface material looks including
large-scale stone, quartz, planked wood and
aged metal designs. With a sleek, ½-in.-thick profile, THINSCAPE™ Performance Tops are suitable for horizontal applications such as kitchen countertops, bath vanities, laundry room worktops and commercial tabletops
for hospitality, office and retail environments.
The entire collection fabricates easily with dry tools — create corners, cutouts and install
undermount sinks with ease. Manufactured in
the United States, THINSCAPE™ Performance
Tops are easy to clean and are extremely
impact-, scratch- and moisture-resistant.
They also come with UL GREENGUARD Gold Certification for indoor air quality.
For more info, go to isfanow.org/info and list RS #33
Creator module.
For more info, go to isfanow.org/info and list RS #31
Avonite Surfaces are nonporous, stain-resistant, NSF Certified Food Zone Safe, bacteria- and chemical-resistant, have inconspicuous
seams and are readily repairable, as well
as thermoformable for curved and custom
applications. The STUDIO Collection colors
have transparent and translucent capabilities,
are nonporous, have inconspicuous seams, and
are readily repairable, as well as thermoformable for curved and custom applications.
For more info, go to isfanow.org/info and list RS #30
Prodim Updates Proliner Templating Package
LOTTE Advanced Materials Introduces New Staron Colors
CaraGreen Launches Durat Scandicolor Collection, Offers elementAl CaraGreen, a source for healthy building
LOTTE Advanced Materials has added six new
materials, announced the launch of the Durat
its Proliner hardware. The grip on the measuring
for 2019. The new colors are: Ranier, Reno,
solid surface colors inspired by natural elements
measuring wire has better visiblity for potentially
Tempest Bamboo. Widely used in residential
Prodim has implemented several upgrades on
Staron solid surface colors to its collection
Scandicolor Collection, a new palette of Durat
pen has been improved for easier handling. The
Elbert, Aspen Eggshell, Tempest Coconut and
and the minimalism of Scandinavian culture and
“unaware” co-workers on-site. Looking at the
and commercial applications, Staron is
“inside” of the Proliner, the storage capacity has
certified for use in healthcare and food service.
44 • Vol. 12 / Issue 2 • International Surface Fabricators Association
design. Durat surfacing material is made with up
to 30 percent recycled content, and with its easy maintenance and hard-wearing properties, it is
suitable material for countertops and various
boots, gloves,
consists of 10 colors: shades and hues that
stir sticks,
interior spaces. The Scandicolor Collection
razor blades,
can be found in the natural landscape of the
epoxy mixing
Scandinavian region. The collection speaks to
cups, tape,
a larger movement taking place in the building
countertop
and design industry — a move toward biophilic
and flooring
design which incorporates colors, textures,
protection
and other elements of nature with the aim of
film, grinding
increasing occupants’ connectivity to natural environments by bringing the outdoors in. CaraGreen also announced it will offer a
new line of surfacing material that not only
addresses the escalating recycling issue, but also provides a durable, well-performing and
striking alternative for surfacing applications, specifically countertops, furniture, shelving
and tabletops. It will now be offering elementAl surfaces, which is a sustainable surfacing
wheels, making it suitable for backlighting, and it comes
polishing pads and more.
in a broad array of colors that is less porous
For more info, go to isfanow.org/info and list RS #35
than many other materials.
Stoneworks Training Group Launches EasySTONE Training Resources
For more info, go to isfanow.org/info and list RS #34
Braxton-Bragg Adds to Viper Brand
Stoneworks Training Group launched its training
Braxton-Bragg introduced Viper Den, a new
material for commercial and residential
offering of daily accessories from boots to
post-consumer waste stream and melds them
has provided quality pads, blades and other
It is offered in finishes that are translucent,
line includes: hearing and vision protection,
structures that takes plastic and metal from the
blades, expanding the Viper® brand that
together in a stunning, easily machined surface.
stone fabrication materials for 25 years. The
resources and services for EasySTONE and
EasySTONE NC. The group formed with the
mission of providing training in ways that are
convenient for shop managers and equipment
operators. Stoneworks Training Group offers a
broad range of services to keep clients running
For more information, go to isfanow.org/info and list RS #16 International Surface Fabricators Association • Vol. 12 / Issue 2 • 45
Product News efficiently: remote and on-site training; remote support; consulting; and e-courses via the University of EasySTONE. The company works in cooperation with DDX Group, the maker of EasySTONE, to provide a complete approach to education, support and sales. As veteran CAD/ CAM professionals, they understand the importance of matching the right software with the right knowledge. EasySTONE is a full-featured solution for CNC machines. EasySTONE NC is a customizable machine interface for CNC sawing equipment. The two components of the EasySTONE platform integrate seamlessly to streamline the entire process.
SolidSurface.com Expands to Include Full Corian Solid Surface Line With the launch of the new SolidSurface.com website, the full line of Corian® Solid Surface products is now available from the company. With hundreds of diverse colors and patterns, Corian offers an elegant, smart solution to a variety of projects in residential as well as commercial environments. For more info, go to isfanow.org/info and list RS #38
For more info, go to isfanow.org/info and list RS #36
LG Hausys Introduces New HIMACS Strato Colors LG HI-MACS new solid surface Strato colors are inspired by the alluring dance of light and shadow found in nature and, with their linear patterning, are designed to delight the eye. The three new colors reflect the latest trends in interior design and come in hues that complement any project. The new colors are: Strato Terra, Strato Slate and Strato Crème. For more info, go to isfanow.org/info and list RS #37
BLANCO Expands the IKON® Farmhouse Sink Collection BLANCO, the German manufacturer of sinks and faucets, expanded the design of its IKON® Apron Front Single Bowl with the addition of a 27-in. sink. The success of the company’s first-ever farmhouse SILGRANIT® sink led BLANCO to create a 27-in. farmhouse option for smaller homes and kitchens. Suitable for metro-area kitchens, the IKON 27-in. Apron matches smaller cabinet and kitchen sizes. It is available in nine ontrend colors including Anthracite, Biscotti, Biscuit, Café Brown, Cinder, Metallic Gray, Truffle, White and an all-new color, Concrete Gray. For more info, go to isfanow.org/info and list RS #39
Formica Adds to Onyx Collection Two new Formica® Laminate Onyx patterns, Ice Onyx and Gray Onyx, are sophisticated colors that have a translucent appearance and rich patterns. According to the company, Onyx designs have been popular in Formica Corporation’s range for almost 50 years, but technological advances now allow the company to capture the translucent qualities of the stone in both light and dark formats. Ice Onyx is described as a creamy white background offset with a radiant white crystalline structure; whereas Gray Onyx has a soft gray background with clouds of creamy white and a subtle blue-gray crystalline structure. For more info, go to isfanow.org/info and list RS #40
WEHA Introduces Diamond Turbo Rodding Blade
Call (919) 901-7571 for more information For more information, go to isfanow.org/info and list RS #20 46 • Vol. 12 / Issue 2 • International Surface Fabricators Association
WEHA now offers a new Diamond Turbo Rodding Blade. The 5-in. Turbo Blade is made for cutting 3/16-in. slots into the back side of granite, quartz, quartzite, marble and other stone to allow for reinforcement rodding. Rodding the back of stone has proven time and again to greatly strengthen stone around the bowl and sink cutout, and can be extremely important during transport and installation, when hard surfaces are at their most vulnerable. The Turbo Rodding Blade is 3/16 in. wide, which is
For more information, go to isfanow.org/info and list RS #10 International Surface Fabricators Association • Vol. 12 / Issue 2 • 47
Product News are made to be easy to use and are quick to change from grit to grit. The polishing wheels are available in 10-in. diameters and in grits of 100, 200, 500, 1,000, 2,000, 3,000 and Tsuya. For more info, go to isfanow.org/info and list RS #42
a suitable width for ⅛ in. wide white rodding, steel carbon fiber rodding, carbon fiber rodding and standard steel rodding. According to the company, the width achieved using the blade allows for a tight adhesive bond with the rodding, and the blade features a one-piece design for fast cutting. For more info, go to isfanow.org/info and list RS #41
enameled cast iron with a sleek black painted underside finish, it can be installed top-mount with custom cabinetry, or wall-mount with legs. It has a 45-in.-wide single bowl with a 9-in.depth, two faucet holes and an integral apron and backsplash. The sink comes with seven custom accessories.
AXYZ Announces the New Versatile Infinite Router for Multipurpose Routing AXYZ CNC Routers introduced the new Infinite Router to its lineup of CNC machines. With process areas up to 128 in. (3,251mm) wide and more than 50 ft. long (15.24m), the Infinite builds on the legacy of the AXYZ Series Router to combine both modern design and engineering excellence. Built in North America using the latest technology, the router has been redesigned from the ground up, making it a highly configurable CNC router solution for the market.
Alpha Professional Tools Introduces Summit AP Polishing Wheels Alpha Professional Tools now offers Summit AP Polishing Wheels. This enhanced version of the popular Summit Resin Wheel will now polish engineered stone and quartz surfaces in addition to granite, marble and limestone. The wheels fit on the most common radial arm polishers and according to the company will match the factory finish provided by large multihead polishing machines. They are suitable for the fabrication of countertops, tabletops and the backsides of slabs or monument sides and tops. The Alpha® Summit AP Polishing Wheels are designed to provide fast, consistent and superior quality results. As with the entire Summit line, these wheels 48 • Vol. 12 / Issue 2 • International Surface Fabricators Association
Key design features include a heavy-duty frame with a robust structure for high performance and high part-finish, a new carriage design with easier access for service, and a new dust extraction system which reduces clogging and allows for longer tables. These are supplemented with a range of optional production tools, including a sevenor 21-station automatic tool change system, twin or triple cutting heads, the latest AXYZ AVS Camera Registration System, and a misting unit. All these options are available on CNCShop.com. For more info, go to isfanow.org/info and list RS #43
KOHLER Offers Farmstead Sink KOHLER recently introduced the Farmstead® sink, which reimagines the traditional farmhouse sink with a clean, contemporary update. Crafted from an acid-resistant
For more info, go to isfanow.org/info and list RS #44
Omni Cubed Launches Large Format Tile Equipment As large format tiles have become more popular, specialized tools for transport and installation are in greater demand. Omni Cubed is working on a variety of solutions for these materials. First off the line are the Rigid CrossBrace Kit (pictured here) and Horizontal Lifting Handle Kit—two new accessories designed to help stone fabricators and tile installers build sturdy, custom frames around large cutouts and reinforce fragile materials using their existing vacuum cup Sink Hole Saver products. The Rigid Cross-Brace Kit includes two 4-ft. strengthening bars and four clamps, which enable the configuration of custom frameworks to suit a variety of applications. The Horizontal Lifting Handle Kit provides a comfortable gripping point beyond the ends of the CrossBrace bars or Sink Hole Saver rails. For more info, go to isfanow.org/info and list RS #45
Start Planning NOW to Attend These Upcoming Events! ISFA Events & Training For additional information and registration options, please visit www.isfanow.org, or email amym@ isfanow.org. Personalized training options are also available. Email carol@isfanow.org for more information.
Ad Index Name
Classifieds
RS # Page #
BACA Systems
5
9
Beckart
14
43
Betterley Industries
16
45
8
15
12
23
CountertopResource.com 15
43
Braxton-Bragg Colonial Saw GlueWarehouse.com
2
3
5
Kirk Heiner Sales Training
20
46
Gen 2 Event Sponsored by Cosentino, GranQuartz and Moraware June 4 - 6 Detroit, Mich.
Integra Adhesives
18
52
ISFA Education & Training
10
19
ISFA Join Today
10
39
ISFA On-site Training
10
47
Solid Surface Roundtable Hosted by A.S.S.T. Sponsored by Wilsonart Aug. 13 - 15 Gettysburg, Pa.
Karran
17
51
Laser Products Industries (LPI)
11
22
LE Surfaces
9
17
MSI
2
3
Park industries
4
7
Regent Stone
7
13
Water Treatment Solutions 13
31
Wilsonart
11
Industry Roundtable Hosted by Precision Countertops Sponsored by Crossville, Daltile, Kohler and Moraware Sept. 17 – 19 Portland, Ore.
Hanstone
1
6
Solid Surface Training Sponsored by Regent Stone Hosted by GECKO SSS October San Antonio, Texas
Industry Roundtable Hosted by INDEKO Sponsored by CMS North America Dec. 3 – 5 Guadalajara, Mexico
Two (2) 2008
Becker Vacuum Pumps
Model VTLF250SK Came off of a Cosmec Conquest CNC. Both have recently been inspected and have replaced vanes. $3,500 EACH
Call (901) 614-0200 Ext. 3 or email billy@countertopsofmemphis.com
YOUR AD [could be here]
Fabricators! ISFA Fabricators, do you have used equipment you would like to sell? Looking to fill a key position? Why
ISFA 2019 Annual Conference Sponsored by BACA Systems, Cosentino, Crossville, GranQuartz, Infinity Surfaces, Integra Adhesives, and Park Industries Oct. 20 – 23 Scottsdale, Ariz. Industry Roundtable Hosted by MSI Sponsored by MSI and Park Industries Nov. 12 – 14 Tampa, Fla.
FOR SALE:
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.
Pass it along! Share this copy with a colleague or friend. Better yet, have them subscribe at isfanow.org/magazine.
For those of you who are not fabricator members, email kevin@ isfanow.org or call (815) 721-1507 to get a quote.
IN TERN ATIO N AL SU RFACE FAB RIC AT O RS ASSO CIAT I ON
International Surface Fabricators Association • Vol. 12 / Issue 2 • 49
From the President From the Desk of Augie Chavez, ISFA President
Just Push the Button “Just push the button!” That’s a magical phrase that helps eliminate many of our fabrication
problems. Push the button, walk away and let the machines do the work.
As great as it sounds, there are several items
you should consider before you walk down that magical path of additional machinery.
Start by looking at where and how this new
“toy” is going to fit into your current business.
Space in a shop is valuable real estate. Do you have a place for it? Is there enough electrical
power, water and compressed air/air filtration to satisfy the needs of the new machine?
These items need to be evaluated because
expenditures will be associated with them long after the new machine has been paid off.
in your shop willing and able to enhance their skill set and take on a new role?
One of the major factors in deciding to buy
a new piece of equipment is your return on
investment (ROI). Having a new machine is kind of like trying to figure out what came first —
the chicken or the egg. Do you have the sales
needed to keep the machine busy or will it help you get more sales? Will you keep the same
employees or will you have to trade some out? It is not to be taken lightly.
The labor question is a bit more difficult to
answer than some other aspects. Labor pools in most parts of the country are slim to none.
The face of the fabricator has changed quite a bit in the last couple of decades. While there
So, if you’ve found a place for the machine and
will always be a need and a place for skilled
is it in the right place? Does it complement your
and a polisher, these days a person on a laptop
you have all the infrastructure needed to run it,
craftsmen that know how to handle a grinder
current work flow or has it created a traffic jam?
or tablet is becoming a big part of the norm.
Thought must be given to creating a good work
or college seems to be working for some
flow with the new equipment well before you
buy it, even if it means moving other machines around. In the long run it’ll save a lot of
headaches and give you the ability to produce
Employing students finishing up high school shops. These emerging students are in need of employment and are more likely to have a computer savvy skill set.
more product in a safer and quicker manner.
If you do come to the decision that a new
space for machinery, it’s also important to keep
will be able to adjust work flow and hire a solid
as the additional machines are added.
sit down with your banker or accountant. It’s
When planning out the work flow and allocating
piece of machinery will be of benefit and you
in mind the steps and how everything will work
staff member to run it, of course, it’s wise to
Once machines are in their optimum position in the shop and a good workflow has been
created, you have to consider who is going to run the machines. Knowing who will operate
a new machine is just as important as where
I hope what insight I could provide helps you when the time comes to decide whether or not to purchase new equipment, and while it may very well be your best option, make sure you do plenty of homework in advance. Feel free to reach out to me. I look forward to hearing your comments on this or any other topics.
to the actual machine purchase. You should understand any loan terms, time frame and
amounts for payoffs, or even the possibility of leasing.
Pushing the button is not just the future of our
new people with technical skills or is someone
some ideas to consider, there are certainly
50 • Vol. 12 / Issue 2 • International Surface Fabricators Association
There are many avenues to help you navigate these paths: trade magazines (such as this one), social media groups, websites, trade shows, videos and educational and networking events (like those ISFA puts on) where you can talk to other fabricators. While trade shows allow you to view and compare a lot of different options in one place, it is also a good idea to contact manufacturers and potentially tour their facilities. Most would happily welcome the opportunity to show you around, demonstrate their equipment and offer insight into their products. Some manufacturers even have lists of fabricators that allow other fabricators to visit their shops and see machines running in an actual shop setting.
highly advisable to understand your options as
that machine fits into the physical shop and the work flow model. Are you going to have to hire
more questions raised here than answered. However, asking questions will hopefully help avoid making costly mistakes or at least make decisions easier.
industry — it’s already here. While I am offering
Augie Chavez, ISFA President augie@geckosss.com
For more information, go to isfanow.org/info and list RS #17 ISFA Member since 1998
For more information, go to isfanow.org/info and list RS #18
ISFA Member since 2003