Q3 • 2021
U N I T I N G M AT E R I A L S , T E C H N O L O GY A N D D E S I G N
DESIGNER PERSPECTIVE FURNITURE FOCUS ROLLING WITH THE PUNCHES HARDWARE ROUNDUP 2021
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CONTENTS
Q3 • 2021
U N I T I N G M AT E R I A L S , T E C H N O L O G Y A N D D E S I G N
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FEATURES 12 Designer Perspective Understanding Good-Better-Best in kitchen cabinets.
SPECIAL SECTION
16 Furniture Focus How two furniture firms at opposite ends of the spectrum are catering to the dynamic shifts in buyer preferences.
32 Hardware Product Roundup From closets to cabinets and major appliances, manufacturers are constantly developing new product offerings that reflect design trends, health and safety, and consumer demand.
22 Rolling with the Punches As the RV industry continues to boom, product availability presents a major challenge.
28 Balancing Warmth and Function in Residential Design The new, increased need for remote work has influenced the design and material mix of home office spaces.
48 Stunning Surfaces for Unforgettable Homes
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Woodworkers and designers turn stunning into reality in residential spaces.
54 Top Misunderstandings About Home Surfaces At a time when home improvement projects are on the rise, it turns out homeowners may not be as knowledgeable about their next renovation as we think.
DEPARTMENTS 8 From the President Patrick Adams on the value of making memories.
10 From the Editor Stephanie Ornelas on the return of industry events.
ON THE COVER: Custom built cabinets bring luxury to this bathroom, designed by Sharon L. Sherman, Thyme & Place Design.
40 Human Resources Diversity, equality and inclusion: LGBTQ+ employees.
44 Sales & Marketing Dave Kahle on developing your sales staff.
58 Industry Events As the country looks to recovery, the industry sees a comeback in live events.
60 Resource Products 62 Obituary
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Remembering Art Gensler, founder of the world’s largest architecture firm.
64 Ad Index 66 Three Questions with KCD Software’s Ken Frye.
P R E S I D E N T/ P U B L I S H E R
Patrick Adams PH: 714-486-2735
padams@526mediagroup.com
VICE PRESIDENT
Shelly Adams PUBLISHER EMERITUS
John Aufderhaar
Never Miss a Beat.
SUBSCRIBE TO THE SURFACE & PANEL NEWSLETTER FOR NEW STORIES EVERY WEEK
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M A N AG I N G E D I T O R
Stephanie Ornelas PH: 714-486-2735 sornelas@526mediagroup.com
C O N T R I B U T I N G C O LU M N I S T S
Paige McAllister, Bill Esler, Scott Angus CONTRIBUTORS
Chip Martin, Ariane Bouchard, Dave Kahle SALES
Nick Kosan PH: 714-486-2735 nkosan@526mediagroup.com
Chuck Casey PH: 714-486-2735
ccasey@526mediagroup.com
GRAPHIC DESIGN
Mitch Tanis PH: 920-261-1947
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V I R T UA L E V E N T S
Mitch Tanis PH: 920-261-1947
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Alekxandr Olson PH: 920-261-1947
aolson@526mediagroup.com C I R C U L AT I O N / S U P P O R T
Jody Bays PH: 714-486-2735
info@526mediagroup.com
526 MEDIA GROUP 151 Kalmus Drive, Ste. E200 Costa Mesa, CA 92626 PH: 714-486-2735
SURFACEANDPANEL.COM/SUBSCRIBE Surface & Panel is published quarterly by 526 Media Group, 151 Kalmus Drive, Ste. E200, Costa Mesa, CA 92626, telephone 714-486-2735. Patrick Adams, President. All rights reserved. No part of this publication may be reproduced or transmitted 7/16/2021 ® in any form, electronic or mechanical without written permission from the publisher. Subscription policy: Individual subscriptions are available, without charge, to manufacturers who engage in panel processing, qualified service providers and suppliers. Publisher reserves the right to reject non-qualified subscribers. One year subscription to non-qualified individuals: U.S. $50, Canada/Mexico $75, all other countries $100, payable in U.S. funds. Single issues are $15, and must be prepaid. 526 Media Group does not assume and hereby disclaims any liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident, or any other cause whatsoever. Printed in the U.S.A. Postmaster: Send address changes to Surface & Panel, Jody Bays, 526 Media Group, 151 Kalmus Drive, Ste. E200, Costa Mesa, CA 92626. Please direct all subscription questions to: Surface & Panel, 526 Media Group, 151 Kalmus Drive, Ste. E200, Costa Mesa, CA 92626 or e-mail Jody Bays at info@526mediagroup.com.
2021-by 526 Media Group. Newsletter 2021 - Q3.indd 1
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Making Memories
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remember years before we had kids, my wife and I were sitting around talking about some good friends of ours and their kids. It seemed that every weekend they were on the move with trips, excursions or sports. Anytime we asked them about why they didn’t just take a rest once in a while, they simply responded, “We’re making memories.” We would always look at each other and shrug our shoulders in confusion I have many memories from my childhood and I’d rather forget them all. My wife also has many memories, but they are what I would call “traditional”—a play session in the backyard, a funny situation that happened during family dinner, or a major event in life. As I entered my adult life, things quickly changed. While technically I remember a lot of that time, none came from the deliberate act of “making memories.” In fact, I wouldn’t be sad if I forgot most of it. Once we had kids, we thought more about making memories for the kids and our family. Our schedule started filling with camping trips and the mini adventures that we thought a childhood should be filled with. In a social media-like strategy, I suppose we are crafting what we want our children to recollect someday as a testimony to what great parents we were. As I read what I’ve written, that sounds like regret. It isn’t. I don’t have regrets in life, am proud of what I’ve done and appreciate having learned from my hardships. But as we grow older, we become more aware of our mortality and things like our legacy. I consider what I will think about in my final years and whether, in that wisdom, will I smile or frown? Those that are left behind, will they smile or frown in thinking about me? I thought about this recently as a close group of friends offered an invite to me. It was a simple invitation that caused me to think far more than it should have. “Come with us to Pebble Beach for the weekend to play golf.” And there it was and the “curse of being me” took off—should I take a weekend away from the family just for me? That felt selfish. If I’m going to a five-star resort, it should be with my wife, not the group of savages who invited me! It felt excessive—I don’t need to play somewhere that charges that much just for a round of golf! But, peer pressure and a wonderful spouse got the better of me and we were on our way. Those who know me claim I have only “one speed,” that I’m pretty “neutral,” always aware, and always thinking. That quickly changed. As we drove up the coast, jokes, stories and banter had me laughing more than I can ever remember. We pulled into Pebble Beach and reality hit me square in the jaw—I’m about to play Pebble Beach! Before I knew it, I had played Spyglass and Pebble Beach, and we were on our way home.
“Sharing it with true friends is what made this experience a memory rather than just a round of golf. That was when I was flooded with the power of it all. How fortunate I am to have a wife who encouraged me to do this, friends who bullied me into it, the health to be able to do it, and the means to be able to have this experience.”
The drive back was more quiet and thoughtful. I thought that this was something I would NEVER forget. The beauty and history were indescribable. Every shot I made felt as if I had to make it count because it was important. Sharing it with true friends is what made this experience a memory rather than just a round of golf. That was when I was flooded with the power of it all. How fortunate I am to have a wife who encouraged me to do this, friends who bullied me into it, the health to be able to do it, and the means to be able to have this experience. While some may think this was memorable because of the cost, it wasn’t. It was the experience, and the emotion of it all. It was sharing that experience with a group of people I care about. It was the peace of knowing that those who love me truly wanted me to do it because they care about me. I thought about all of this a lot on the drive back. As much as we are consumed with investing in our education, our business, our careers, and our retirement, we also need to invest in making memories. Not simply for the memory itself, but in what it does to you as a person. I came back not just happy, but was reminded of how incredibly grateful I am for the life I have. I came back a slightly better version of myself because of those memories of a weekend. So, stop what you’re doing. Think about the first thing that comes to mind after reading this, and then go do it! While there will always be a million good reasons to not do something, being able to make a meaningful memory should be reason enough to do it anyway. As the markets remain strong and things slowly return to this new version of normal, I hope happy memories find you soon. Patrick Adams, President | 526 Media Group, Inc.
Send your thoughts and messages on this issue and article to Patrick at padams@526mediagroup.com
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What Happens in Vegas
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just finished packing for my first trade show in 16 months-AWFS Fair in Las
Vegas! Of course, by the time you read this, the show will be behind us. But it’s a little insane to think about what’s happened in the last year, year and a half. As
I prepared the regular necessities—comfortable shoes, business cards, a spa-
cious bag for all the swag—one very important word continued to come to mind:
relationships. And that has stayed top of mind. This past year I’ve been lucky to learn the ins and outs of the industry from many
of our readers and supporters, and I am so grateful for that. I’ve shared calls and Zoom meetings with professionals who have spent the better part of their careers submerged in this industry, and the one thing they’ve all had in common is how much they value their relationships—with customers, employees and suppliers alike. To be candid, the weeks leading up to the event were full of excitement and a
“So whatever happens in Vegas, may it do nothing but fuel us to make the next industry event even better.”
little bit of uncertainty. “What’s the show going to be like? How are people going to respond? What will the turnout be like?” I’m sure I wasn’t the only one. But as we got closer, the feeling of uncertainty began to fade. Perhaps it’s because we just closed up the issue and I had wrapped up a few really awesome conversations, for example, my call with Nathan from MJB Wood. We talked a lot about material shortages and how the pandemic has played a huge part in some of the challenges the industry is facing with availability. But at the end of the day, he explained, “In this industry, partnerships and relationships are so important and that is what will get us through these difficult times.” Read what else Nathan had to say about material availability on page 22. No matter what happens this week, no matter the turnout, I’m confident that relationships will be made and reignited—because that’s just how our industry is designed. We thrive on live events and it’s been way too long. “What happens in Vegas, stays in Vegas” is such a familiar saying, but as I crossed state lines into Nevada, my plan was to take away as much as I can from this trip. I want to build relationships that will continue to shape this publication into the industry resource you’ve looked up to for years, and will continue to look up to for years to come. So whatever happens in Vegas, may it do nothing but fuel us to make the next industry event even better. I can’t wait to share my experience with all of you in the next issue and I hope to see many of you as the industry starts looking forward to in-person events again. Safe travels to all of you!! Stephanie Ornelas, Editor STEPHANIE ORNELAS | EDITOR | SURFACE & PANEL MAGAZINE SORNELAS@525MEDIAGROUP.COM | 714-486-2735
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DESIGNER PERSPECTIVE
Open Up To Good-Better-Best In Residential Cabinets
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BY SHARON SHERMAN
our client is ready to begin their home remodeling odyssey. Before the moment of truth, helping them choose their cabinets, it’s important to evaluate the different levels of cabinet quality. I suggest marketing residential cabinets in three categories: good, better, and best. What makes a good cabinet and what makes a better cabinet? Why is there such a difference in the cost? Television shows and designers unveil the big reveal but how did those cabinets make the cut? MATERIALS MAKE A DIFFERENCE
Solid construction equals quality and longevity. Understanding what materials your client’s cabinets are made of are at the heart of understanding good-better-best. In my opinion, your cabinet boxes should be constructed of 3/4" plywood which is the best cabinet box material. Equally important is that your drawer boxes are constructed of 1/2"–3/4" solid material as the drawer runners will be attached to them. Dovetailed drawer boxes or upgraded molded metal drawer boxes are the best because they are the best for durability. Look at the finish on the interior of the cabinet. Is it a clear coated wood interior or a thin layer of plastic? Daily use can take its toll on a fragile interior finish. Next are strong sturdy backs where the cabinets will be attached to the walls. No one wants cabinets crashing down with all their dishes and glasses inside. I would rank the top materials as: 12
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SHARON L. SHERMAN Best: Plywood. If you have picked up a stack of dishes to put into a cabinet, you know how heavy they are. There are other options but, in my experience, plywood really is the best bet. You want strong, stable cabinets which will last for as long as your clients and their families are in the house. Better: This could be controversial, but I do feel that MDF (Medium Density Fiberboard), which is used in many “high end” cabinets is better, but still not as good as a plywood construction. You can argue forever over this debate, but I have sold both and I feel confident that plywood is tops. Good: A good rating will go to a cabinet that is not using one of the above named materials. Though a good option, some argue that particleboard is not as long-term as the above materials and anything less than 1/2" thick could show signs of wear and tear a little bit faster. Similarly, these cabinets often have 1/4" backs which are not as sturdy even if the part where the screws attach the box to the wall is thicker. DOORS & DRAWER FRONTS Best: Look for solid construction. Most doors are built of five pieces: the four pieces that make up the door frame plus the center panel. Flat panel doors may be solid panels but are usually a veneer. MDF center panels are a good choice for painted finishes. The solid MDF panel will not show cracks like a pieced together wood panel will.
CKD, ASID, NCIDQ, CID PRESIDENT, THYMEANDPLACEDESIGN.COM
Award-winning luxury interior designer Sharon L. Sherman has been practicing luxury kitchen, bath, and interior design for the past two decades in Bergen County, New Jersey. She creates interior environments for her clients that combine health, wellness, function, beauty, and comfort. Her company, Thyme and Place Design, has received numerous client testimonials that attest to her ability to achieve these objectives, on time and on budget. A former past President of the American Society of Interior Designers – New Jersey, Ms. Sherman is well regarded by her industry peers and is known for her ability to accomplish goals quickly and efficiently. To contact Ms. Sherman for brand related opportunities, speaking engagements, or interviews: sherman@thymeandplacedesign.com
Better: In some cases, drawer fronts are used as part of the drawer box. Some manufacturers use vinyl tape instead of real wood on the edges. Good: Might have mismatched grain patterns and less than 1/4" center panels. DRAWER BOXES Best: Boxes made with 3/4" material in maple but metal boxes are available. Strong bottoms and dovetailed sides will be standard. Walnut is becoming a luxury option for drawers and roll outs. Runners are self-closing bottom mounted. Better: Often made with 5/8" material in maple with dovetail construction. Most use self closing bottom mount runners. CONTINUED ON PAGE 14 ›
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Not all cabinets are created equally. There’s a budget for every client and it is important to know what you are purchasing.
Adv_USA_114x191.qxp_Layout 1 10/04/19 18:00 Pagina 1
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Good: Made with 3/8" to 1//2" material in hardwood. May or may not use dovetail construction. Runners may or may not be self closing. In addition, always check the hardware. The internal hardware, consisting of drawer runners and hinges, are the hardest working components. They are used every time you open and close a door or drawer. RESIDENTIAL CABINET CONSTRUCTION: FRAMED AND FRAMELESS You can have a very traditional look where the door sits inside that frame (aptly named inset) or the door can sit on top of that frame (overlay). You may see some of the frame and you might not, it depends on the cabinet. The less expensive the cabinet, the more frame will be visible. Inset is a more expensive type of construction, overlay not as costly to produce. Frameless cabinets have been popular in Europe for many years. They started to catch on here in the USA more than 30 years ago but really took off when IKEA introduced their kitchen line in 2012. In my opinion, the benefits of the frameless or 32mm system (the space between the drilling on the inside for hinges, runners and shelf pins) are that they can be can be more contemporary in style and allow more space in the cabinet (no front frame). However, what really makes a difference is in the drawers. Without the front frame, the drawers are taller and wider giving you more storage space. THE FINISHES Best: Look for a low VOC high quality “baked-on finish.” This catalyzed finish will withstand the rigors of a kitchen or bathroom. In addition, the consistency of the finish matters. Cabinets which are all finished together will have a consistency in the finish. Hand applied and rubbed finishes are the most expensive and are beautiful. Better: Sprayed-on finishes which use a catalyzed finish may be in this category. Hand-applied finishes may not be offered.
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via V. Necchi, 63 I-22060 Figino Serenza (CO) phone +39 031 7830801 info@giardinagroup.com www.giardinagroup.com
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Giardina Group Usa 4850 Crittenden Drive Suite 4B Louisville, KY 40209 phone: 1-502-361-1003 1-877-631-1003 www.giardinausa.com
Good: Painted and stained finishes will have a clear topcoat which is commonly sprayed on. Not all cabinets are created equally. There’s a budget for every client and it is important to know what you are purchasing. Generally speaking, custom cabinets have been the gold standard. Instruct your clients to think about how they use their spaces. Today’s kitchen is used for much more than just cooking. Even if your clients are not planning on staying forever, good cabinets bring value to their home. s p
HABERSHAM’S ARROW BED IN A TRUFFLE FINISH
Mid-Century Modern, Industrial Farmhouse Chic: It’s a Trend! HOW TWO FURNITURE FIRMS AT OPPOSITE ENDS OF THE SPECTRUM ARE CATERING TO THE DYNAMIC SHIFTS IN BUYER PREFERENCES
SLIDING DOOR CREDENZA IN MYSTIC OAK FINISH FROM SAUDER’S BRIDGE ACRE COLLECTION
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BY BILL ESLER
n the over-heated furniture market, perhaps it’s a fool’s errand to try to nail down design trends, but as we emerge from the penumbra of all that COVID-19 has eclipsed, patterns of preference among buyers are unmistakable and widespread. The pandemic rapidly spawned lifestyle shifts—mandates to work, to educate, even to worship—shifts that have been accompanied by tectonic changes in purchasing habits and supply chain, affecting everything we do. Pre-pandemic, a nascent “resimercial” trend had been identified as residential furniture buyers hunted for innovative designs heretofore available only to professional office or hospitality purchasing agents. During the pandemic, however, corporate central purchasing surrendered the keys to millions of newly designated office furniture buyers, the individuals working at home. Likewise, with brick-and-mortar retail restricted, residential furniture sales moved online. This Google soup of buying options seems to have sped up the dissemination of at least some design trends, particularly a rustic industrial motif featuring rough hewn wood finishes frequently trimmed in metal or mounted on metal frames and maybe seen in outlets ranging from Ashley Furniture to Wayfair and Amazon, to Herman Miller’s Design Within Reach. Exiting central cities for cheaper, less dense (and perceived as healthier) neighborhoods and suburbs, millennial home buyers are now the key consumer influence on design trends. For many of them, ready to assemble flat-pack furniture in laminated MDF was already a familiar solution. The more well-heeled may be looking for a higher grade. But across the board, design preferences have shifted largely in lockstep to more restrained styles like mid-century modern and industrial farmhouse. CONTINUED ON PAGE 18 ›
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HABERSHAM’S CARDINAL NIGHTSTAND IN THEIR STORM FINISH
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Two firms responding to these changing preferences are Habersham, the respected Georgia maker of bespoke furniture, and Sauder, the venerable Ohio maker of RTA furniture. Located in Toccoa, GA., Habersham has been known for its elegantly carved, shaped and hand finished residential furniture designs, evoking moderately restrained expressions of French country baroque, produced in solid wood—poplar and maple—and hand finished and sprayed, customized with paints from Benjamin Moore. In May, Habersham announced a radical departure from its signature work, launching the Eternal Collection, its first in nearly a decade. Said to be “inspired by the oak tree,” the spare designs—mid-century modern crossed with industrial farmhouse—features four beds and four nightstands, with plans for occasional tables, sideboards, vanities and more throughout 2021. Habersham says the designs are like their traditional work, every item handcrafted and heirloom-quality intended to last for generations. “When people hear the name Habersham, they think of exceptional quality and delicate details, so it’s exciting to offer that level of craftsmanship in an entirely new style,” said Daniel Wright, Vice President of Design. “Our goal with this collection was to pull concepts from increasingly popular mid-century modern architecture and that’s what inspired the unique movement of lines across each piece.” The materials fabricated for Eternal will call on different skills, with red oak slats laminated to maple veneer furniture-grade plywood. The wood is laid out in three patterns—herringbone Arrow, louvered Ridge, cross-hatched Cardinal and a plain design, Gorge. Other techniques required—mortise and tenon joints and hand and spray finishing—draw on familiar skill sets for Habersham’s craftsmen. Five finishes for red oak Eternal line (from washed grays through two rich browns), Woodring, and darker Bearpaw, are mixed from the Sherwin Williams lines. “Habersham operates differently than most furniture companies who are very collection-driven,” said a company spokesperson. “More than 30% of Habersham’s furniture orders are custom, and the business is very interior design-oriented.” The stately custom pieces have 18
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historically been springboards for new product lines. Habersham had previously launched a transitional version of its kitchen cabinet line, Moderne Cabinetry. “We spent the last few years focusing on getting the cabinetry lines more robust, so the time was right to expand furniture offerings and satisfy the request of designers,” they said. “The offerings are quite different, so we wouldn’t necessarily say there is a relationship between the two. However, both lines were a direct result of Habersham listening to the requests from our clients to offer new styles of products that are in line with our commitment to high-quality standards and made-in-America products.” Matt Eddy, CEO of Habersham, calls Eternal a “cleaner line of furniture that is crafted in a new medium while still maintaining Habersham’s standards. Customers can choose nearly any customization imaginable, making each piece unique.” Though far from the world of Habersham bespoke, Sauder Woodworking has channeled similar consumer design preferences into its ready-to-assemble furniture lines. Remarkably, it manufactures everything MDF and decor paper laminates. Closely tracking design, texture and color trends, Sauder has captured the interest of millennial home buyers with the latest in farmhouse industrial chic. At High Point Market in June, Sauder released a broad array of new items, opening the floodgates on an accumulation of more than 350 products developed during the pandemic. Well before the pandemic, Sauder had been innovating and diversifying. It began contract manufacture for IKEA, it launched a kitchen cabinet line, created ClosetTrac, supplanting commodity flat-pack furniture with stylish products. In May, Sauder Commercial Office was launched, a venture into pre-assembled, ANSI/BIFMA-certified furnishings for commercial office interiors. It had moved into the office furniture arena, recognizing the resimercial trend as well as the increased numbers of workers based in their homes. This trend increased dramatically in 2020 and continues even as the pandemic recedes. CONTINUED ON PAGE 20 ›
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“Even before the pandemic dramatically shifted work patterns and environments, we saw a growing trend toward remote work, satellite offices and shared workspaces,” says Mike Lambright, senior director of marketing at Sauder. “Consequently, our development into this arena has been in the works for several years and we have been ‘quietly’ launching commercial grade product into our residential furniture line since 2016.” The dynamic work-from-home surge has created a need for varied styles of office furniture with broader function. And along with that comes an opportunity to launch the effort in a more public way. Three Sauder product lines—Office Works, Worksense, and Commercial Extensions—offer different ways of imagining commercial office furniture to meet the diverse needs of today’s consumer and business customer. Featuring a range of styles from unified professional to eclectic residential and everything in between, all Sauder Commercial Office furniture meets or exceeds ANSI/BIFMA compliance for safety, durability, and structural integrity. “These products represent a performance upgrade to our standard residential offerings and include designs that play well in workat-home environments,” says Lambright. The office furniture lines include another shift for Sauder: shipping goods that are fully assembled or with pre-assembled components like drawers and desk pedestals for the convenience of business customers. “Our core competency in Archbold is manufacturing wood,” says Joe Ruedinger, Principal Design Director at Sauder Woodworking. Ruedinger, who joined the firm just over three years ago, has been impressed with the company’s inventive approach to fabrication. “In joining Sauder, it was something that I found refreshing—that Sauder does so much with elements like mouldings,” Ruedinger said. “We’re really interested in pushing the envelope in terms of developing specialized methods for applying laminate material, especially to a deeper, more defined shape.” An example can be found in one of the new Sauder Commercial Office lines, Palo Alto, a trendy midcentury modern office suite in Spice Mahogany with a post-modern 20
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touch—louvered drawer fronts—produced inline through adaptation of existing fabrication techniques. “We wrapped the laminate after the louvered part has been shaped,” explains Ruedinger. “It’s a laminated paper over either MDF or particleboard. The work surfaces are melamine. For the louver in particular, they might take a particleboard and run it through some kind of a cutting or grooving device.” These kinds of contours might ordinarily call for a membrane press, an approach Sauder had used previously. But the company has developed its own way to apply the decor paper uniformly to highly contoured surfaces. “We call them ‘wrapped mouldings.’ It’s something in which Sauder has expertise, our specialty, something we do very well,” said Ruedinger. The approach can also be found on a type of crown moulding on Sauder’s Heritage Hill hutch done in a classic cherry finish. Like other furniture firms, Sauder tracks design trends at shows and conferences, and receives guidance from analysts at decor paper printers, who will show developing color lines, then adapt colors and textures at Sauder’s request. “They come to us with cylinders that they’ve made when they’re working on the colors,” said Ruedinger. “And then we’ll specify specific finishes or colors that we want.” s p
THE WOOD FOR HABERSHAM’S FURNITURE IS LAID OUT IN THREE PATTERNS AND IS AVAILABLE IN A WIDE RANGE OF FINISHES. LEFT: ARROW IN CLOUD VEIL RIGHT: RIDGE PANEL IN A WOODRING FINISH
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Rolling with the Punches
AS THE RV INDUSTRY CONTINUES TO BOOM, PRODUCT AVAILABILITY PRESENTS A MAJOR CHALLENGE
T
BY STEPHANIE ORNELAS
he pandemic proved many things for the industry—the power of digital, the human necessity to be outdoors and just how adaptable the American office can be. But as COVID restrictions ease up across the country, consumers are desperate to travel. And although some might still be avoiding airports and hotels for a while, others are looking to a different kind of getaway—one that gets them on the road—thus, leaving a swift demand in RV sales. The only problem is the demand is starting to outweigh the supply. Couple that with spiking lumber prices and you have manufacturers and product managers scrambling for solutions. “People are buying. The outlook for the RV industry looks favorable for many years, but we’re seeing many companies having a lot of difficulty getting materials,” said Nathan Klomp, Director of Business
Development and Marketing for MJB Wood. “You’ve got guys waiting for panels and doors and other materials to support this demand and it’s really presenting a challenge.” Klomp went on to explain that it’s not uncommon for vehicles to pile up as material shortages continue to be an issue. “I’ve seen lots here with dozens of RVs sitting around waiting for their materials and its mind blowing,” he said. To combat this, the company recently broke ground for its new 500,000 sq. ft. production and distribution facility in Elkhart County, IN. The facility, according to Klomp, “is a result of increased demand and will support growth within the RV industry, as well as additional customer segments throughout the region.” Renee Gillis, Director of Design for Heartland RVs, echoed Klomp’s concerns, highlighting the shortage in lumber products. “The boom of RVs sales right now has caused a shortage in many lumber/wood products as well as many other materials that are used to develop the units,” said Gillis. “The RV industry is definitely booming due to the aftereffects of the pandemic,” Gillis said. “I would imagine there is a large portion of people who used to travel by other means who are now fearful of the crowded airports, airplanes or cruise ships.” To keep up with demand, Gillis explained that constant communication with customers and manufacturers about products and the design process is crucial. “Each project that I am involved with has different needs, such as budgets, color scheme and size constraints. All in all, the manufacturer CONTINUED ON PAGE 24 ›
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Safety through flexible solutions How do we want to live tomorrow? Discover our new Decor Collection and Trendbook at trends.schattdecor.com.
‹ CONTINUED FROM PAGE 22
websites, proto-parts and samples all play a big role in the receiving and final selections of laminate products,” Gillis said. Designers like Gillis are using the demand to hone-in on favored materials and trends such as shaker cabinet door styles. “Those are all over the place in the RV world just as this style is in high demand residentially,” said Gillis. “The internet and popular shows about renovations have bridged the RV interiors closer to the residential market compared to years ago when we were at least three years behind residential. Today, we can pull up endless amounts of pictures of styles/ ideas at our fingertips that keep RV designer minds fresh with what the masses are using in their homes, etc.” Touching on some other material trends, according to Gillis, mixtures of finishes are also popular, such as painted woods used with reclaimed woods, and shiny finishes mixed with matte finishes. “Metal finishes in the cabinet hardware, lighting and other trims in the unit are not always black anymore. Black is still predominant as accent colors for these items, however, copper-like colors and brass in small doses give some warmth to the lighter/brighter interiors that are out. High contrast is still popular within interiors (using blacks with whites, darks with lights, to create ‘pop’ and adds interest and depth to the scheme.” Rachel Kornhardt, designer for Schattdecor, touched on the demand for lightweight and flexible furniture that provides consumers with use and multi-functionality. “There is a major shift towards flexible living spaces that are adaptable, resilient, and wear-resistant. This means a demand for super lightweight and modular furniture that provides consumers with ease of use and multi-functionality, making our homes as versatile and well-rounded as we are.” 24
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She continued, “Fresh, simplistic decors such as light wood tones, metallics or textile reproductions remain on trend, especially those with a handcrafted look. Color trends show how we draw comfort from nature, bringing the outside in by incorporating earthy red and brown tones in combination with natural-looking woodgrains to add warmth and depth to living spaces.” Omnova has been a prominent player in the RV industry for almost 40 years and is another industry giant weighing in on the RV surge. The company supports the industry with attractive,
“People are buying. The outlook for the RV industry looks favorable for many years, but we’re seeing many companies having a lot of difficulty getting materials. You’ve got guys waiting for panels and doors and other materials to support this demand and it’s really presenting a challenge.” NATHAN KLOMP, DIRECTOR OF BUSINESS DEVELOPMENT AND MARKETING FOR MJB WOOD
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“There is a major shift towards flexible living spaces that are adaptable, resilient, and wear-resistant. This means a demand for super lightweight and modular furniture that provides consumers with ease of use and multifunctionality, making our homes as versatile and well-rounded as we are.” RACHEL KORNHARDT, DESIGNER FOR SCHATTDECOR
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functional, and economical Paper, 2D, 3D, surf(x) 3D and specialty laminates in a broad range of pattern designs, textures, finishes, constructions and performance features. The company recently shared a study by the RV Industry Association with Surface & Panel that explained how the driving force in RV sales is not actually related directly to COVID, but the desire for outdoor exploration, family travel and the flexibility of remote school/ work. And according to the study, 56 million Americans plan to go RVing this summer in an RV they rent, own, or borrow. With the demand in RV sales continuing to soar, marketing and product experts like Klomp candidly agree that the future of material availability is still uncertain, but nevertheless, feel that things will look up. “It’s happening in every corner of the world right now,” explained Klomp. “But I’m confident that things will stabilize and materials will come back.” One thing is for sure, industry professionals are finding that having solid relationships—with customers, clients, and employees—is more important than ever before. “What’s really helped us get through this is quality partnerships,” said Klomp. “Our vendors are committed to us and we’re committed to them. It’s important for them to know that we aren’t going to just drop them as soon as the demand stops. We were here before this demand and we will be here after. In this market especially, long-term relationships really do matter.” s p
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Balancing Warmth and Function in Residential Design
Kevin McDonald is the Vice President of Sales for ALVIC USA, the US arm of Grupo ALVIC, Spain, a company focused on fabricating panels and furniture components in high gloss, supermatte, and textured TSS using unique patented processes and based in Auburndale, Florida.
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BY K E VI N MC DO NALD, VP O F SALES, ALVIC USA
F
or most Americans, prior to 2020, a home office space was a place to mail greeting cards and handle household bills. Typically, dedicated home office spaces were only used on daily basis by freelancers, the self-employed, or the relatively few Americans (roughly 7% according to Pew Research) whose employers embraced remote work or telecommuting. According to a study by Upwork, 41.8% of the American workforce continues to work remotely since the start of the pandemic. Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce) will be working remotely by 2025. This is a staggering 87% increase from the number of remote workers prior to the pandemic. This means millions of people have shifted to working out of home office spaces and for many, this change is permanent. This new, increased need for remote work has influenced the design and material mix of home spaces. Designers are now balancing durable, functional surfaces while maintaining residential warmth —and they’re coming up with innovative ways to use durable materials as they do it. “Work-from-home areas are becoming dedicated spaces, rather than temporary adapted spaces,” says Vicente Aguilar, Regional Sales Manager, ALVIC USA. “People can't work 9–10-hour days at the end of their kitchen bar.” Instead of quickly putting together a secondary space where minimal time is spent, homeowners are now taking ample time to plan their home offices and are investing more in the process. Many larger companies are even subsidizing office spaces for employees. This extra planning and investment leads to more possibilities to design solutions that combine durability and comfort, while reflecting a more personal, residential aesthetic than the typical corporate office.
HOME OFFICE FURNITURE BUILT TO LAST When manufacturing home office furniture that must stand up to high-traffic and frequent use, decorative panels are a popular material solution for a number of reasons. The permanent, adhesive-free bond inherent to TSS and UV lacquer coated panels makes them a long-lasting, durable material for home office furniture that is efficient to manufacture and easy to maintain. Because panels allow manufacturers and designers to mix and match surface design while maintaining surface durability and core properties, decorative panels have limited competition for furniture and interior design specification. CREATING COZY, PERMANENT CASE GOODS Beyond home office furniture, purpose-built case goods are another application where decorative panel products have an advantage. “People are no longer limited to adapting freestanding big-box office furniture. They’re turning to designers for custom built-ins and purpose-built case goods for the space,” says Aguilar. Warm, home office designs are being crafted with decluttering front-of-mind. “Most homeowners who are able to dedicate a full workspace to adults (or learning space for children) incorporate lots of organization. We see a lot of cabinets, open shelving, etc. Anything that can be custom-built and set to organize is useful,” says Sami Stephens, Designer and Broker, Buy Invest Sell. “Decorative panel products are
“Work-from-home areas are becoming dedicated spaces, rather than temporary adapted spaces.” VICENTE AGUILAR, REGIONAL SALES MANAGER, ALVIC USA
particularly useful in these types of applications because they save us the step of bringing in the finisher to paint and stain the product. Once the product is assembled, it’s complete. It saves on time and cost and is less disruptive in an occupied space. Decorative panels are also highly durable and many manufacturers offer lines that are stain resistant, scratch resistant, and color-fast. This is key for any high-traffic space in the home, especially an office.” Using decorative panels is also is a fantastic way to incorporate warmth into work-from-home spaces. “People are trying to make their home office space blend with their overall home aesthetic as much as possible, which still supports the use of textured, matte, or gloss panels. Whether that look is clean lines and solid colors, or more natural wood looks and textures, TSS panels accommodate that,” says Aguilar. Many designers are turning to textured TSS panels with natural finishes when designing these spaces. These durable pieces are colorfast, yet easily cleaned and maintained, unlike their wood counterparts. CONTINUED ON PAGE 30 ›
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Available in a choice of 12 tinted colors from the Milesi Collection (XWT510x Color System series). Milesi Distributors can produce any tinted color desired using the clear base (XWC5AA1) in combination with pigmented pastes. They feature excellent foot traffic resistance, and unparalleled protection against weather conditions, mildew, fungi and UV exposure threats. As children often play on decks and pool decks, these impregnators have been formulated to comply with EN71/3 European regulation related to toy safety, and are Non-Slip certified according to UNE 41901 regulation, making decks not only beautiful and protected, but also safe. Ideal on softwoods, exotic woods and thermotreated wood, can be applied by brush, manual roller and automatic impregnator. Coated surfaces can be maintained using the same products, without sanding.
IVM Chemicals Inc. - 501 Mitchell Road - Glendale Heights, Illinois 60139 - Phone number +1 630 8662050 - www.milesi.com
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“Consistent, long-lasting product is more important than ever because we’re seeing homeowners gravitate more toward wood-like finishes and ranges of color in these spaces. Most often, we see people wanting to incorporate light oak and ashy woods. Dark heavy woods are being passed over and anything with the red undertones is out,” says Stephens. TSS panels with natural finishes ranging from wood-like to leather-like can be used alongside UV lacquer-coated highdurability panels with gloss or matte finishes, quickly creating contrast and making an impact. BEYOND THE WORKSPACE Because they’re being integrated into the home, many new office spaces have a spot to relax, in addition to spots to work. Because of this, designers are also choosing decorative panels to incorporate built-in bookshelves, feature walls, and other living-room-like features into these spaces. “Using panels, we have control over texture that would only have been possible using multiple materials before—now it's incorporated into a whole panel. Once it's installed, it's done,” says Stephens. And, as designers work to craft permanent home office spaces, trends suggest the carrying of these material mixes to multiple rooms in the home for a cohesive feel. “We are seeing orders get larger with a wider mix of surfaces in them, which suggests people are redesigning more than one room in their house,” says Aguilar. “Panels can be used in applications like headboards, bunk beds, closets, shelving, and built-in furniture like armoires. The possibilities are truly endless and the durability of the materials holds up well to everyday living,” says Stephens. s p
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2021
Product Roundup RESIDENTIAL HARDWARE IS THE GLUE THAT KEEPS A PROJECT TOGETHER. WHETHER THE FOCUS IS FUNCTIONAL OR DECORATIVE, HARDWARE PLAYS A HUGE ROLE
IN THE OVERALL FUNCTIONALITY OF A SYSTEM. FROM CLOSETS TO CABINETS AND MAJOR APPLIANCES, MANUFACTURERS ARE CONSTANTLY DEVELOPING NEW PRODUCT OFFERINGS THAT REFLECT DESIGN
TRENDS, HEALTH AND SAFETY, AND CONSUMER DEMAND. HERE ARE A FEW RESIDENTIAL HARDWARE PRODUCTS THAT ARE BUZZING IN THE INDUSTRY:
Atlas Housewares The Erika Series by Atlas Homewares features a new line of Die Cast Zinc Cabinet/ Drawer Pull Handles available in brushed nickel finish, matte black and polished chrome. Standard size cabinet pull features a square bar with large pedestal base design, perfect for use on cabinet doors and drawers capable of accepting a mounted pull. www.atlashomewares.com
Emtek Providing a traditional design option for sliding door hardware, Emtek’s expansion of its classic arched design for Flush Pulls can coordinate with matching entry sets, sideplates, and rosettes. The hardware is available in 12 different finishes. www.emtek.com
Gr ass Nova Pro Scala features an elegant, modern design with exceptional functionality, quality, and versatility. The drawer system is an elegantly restyled, functionally optimized enhancement to the wellknown Nova Pro double-wall drawer system. The Nova Pro Scala adds a timeless, futuristic design to the unparalleled quality, stability, running performance, and versatility of the Nova Pro. The modern design of the Nova Pro Scala features crisp lines, right angles, and small radii, all perfectly aligned to give a harmonized impression. Designer panels can be added to offer new design possibilities. The satin metallic surfaces, available in Silver, Stone, and Ice, complement the high-end, modern look. www.grassusa.com 32
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info@us.surteco.com HÄfele The new Grass Nova Pro Scala drawer system from Häfele couples timeless, yet futuristic design with unparalleled quality and finish. This doublewall drawer system is formed from a single piece of high quality steel for an elegant, continuous design—proving beauty and function can coexist. Featuring a synchronized full extension drawer slide and smooth closing action with state-of-the-art technology, the Nova Pro Scala offers durable stability and superior running performance. Available in 270 mm to 600 mm lengths with a variety of height, railing and front panel options, the Nova Pro Scala drawer system offers a wide range of options to fit virtually any project. Color options include a choice of silver, ice or stone. www.hafele.com
Kohler With clean lines and a teardrop shape, the Tone Kitchen Faucet Collection offers an updated take on mid-century modern style. Kohler continues to respond to the idea of hygiene through implementation of designs that are easy to clean and offer hands-free activation, decreasing touchpoints and germs. Tone is no exception and offers two configurations with touchless functionality, including a pulldown model with Response technology and another that includes Response and KOHLER Konnect, which allows for voice activation and control. www.us.kohler.com
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Liberty Hardware Closets by Liberty is a new universal closet system and organizational solution that is easily customizable to change as the homeowner’s life does. The system features durable, high-strength aluminum framework and lightweight honeycomb shelves and is designed with moveable anti-tip brackets for a safer storage system that easily attaches to the wall. www.closetsbyliberty.com
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Mockett Antimicrobial Hardware by Mockett is now available for the company’s Popular DP3 Tab Drawer Pulls. Drawer and door handles are some of the worst offenders when it comes to spreading germs. Incorporating pulls with an antimicrobial coating solves this problem. It also helps to preserve the long life of beautiful hardware by cutting back on the constant cleaning with harsh chemical solvents. Mockett’s antimicrobial finishes are now available in 3", 4", or 6" lengths, all with 1-1/2" projection. Custom sizes and finishes are available in Satin Nickel, Satin Chrome, Matte Black. www.mockett.com
Mar athon Hardware Marathon Hardware’s Simplified Connections Spring Decorative hardware collection for kitchen and home office design features six new handle models and two knobs; the collection is meant to address the need to declutter homes and create cleaner, more livable spaces. The collection, consisting of original 3D renders that capture the essence of the Simplified Connections theme, was released throughout April, May and June on social media. www.marathonhardware.com
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Richelieu With a contemporary and elegant twist on traditional barn door hardware, the EVO Sliding Door System from Richelieu is suitable for wood doors 18-36 mm (3/4 to 1-3/8") thick and glass doors 8-10 mm (5/16 to 3/8") thick. The system is characterized by a gentle gliding motion and is equipped with a concealed soft-close mechanism that can be adjusted in position for various doors widths and door weights from 15-80 kg (33 to 176 lbs). Installation is easy and only requires one person to attach the aluminum elements to the wall and then mount the rail and the rollers. EVO is offered in four luxurious finishes: black, chrome, champagne and titanium and a series of matching slim profile pulls.
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Salice Exedra Pocket Door System Exedra by Salice is a pocket door system with assisted sliding action that is enhanced by linear damping to gently control the movement of the door as it slides in and out of the pocket. It can be used in a host of applications—from pantry units for kitchens, to hide away appliances like washing machines, freezers or even sinks; in living rooms for media or library units; in bedroom wardrobes; and in office storage applications. www.salice.com/us/en/products/sliding-systems/pocket-door-system
Schwinn Hardware Schwinn Hardware has just announced the introduction of the Schwinn Design Assistant, a tool for selecting and specifying hardware. Available in two versions with a total of 150 designs, the Design Assistant features a fan deck of cardstock samples with products in actual size printed on each page, providing a solution as close to having physical samples as possible without the bulk of having to carry them to every project. Using the Schwinn Design Assistant, architects, designers and cabinet manufacturers can literally just hold up the deck to a cabinet or panel to see how it looks and whether it’s sized properly for the cabinet or drawer. www.schwinnoriginals.com CONTINUED ON PAGE 37 ›
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Fueled by Curiosity.
If you’re like us, you’re probably searching for more than just another piece of news - you’re searching for stories. Surface & Panel takes design, details and learning seriously and provides you with something new and exciting to learn every quarter. Visit surfaceandpanel.com to find more stories beyond our magazine, such as the Surface & Panel podcast, digital magazine showcase, industry news, and much more.
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With our many years of experience, technical know-how and design expertise, Surteco provides more than a product; we provide a comprehensive solution. Surteco is a leading, full-service provider of inspiring designs, surfaces and edges. “We create. We Innovate.” Taymor It’s not just our motto. Arc Deco by Taymor is an exclusive collection of coordinated door and bath It defines us. hardware that embraces the simplicity and elegance of pure shape. The new hardware line allows homeowners and interior designers to harmonize design throughout the entire home and complete projects seamlessly. www.taymor.com
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ShopBot. Your path to productivity. ShopBot manufactures CNC tools that inspire people to turn their ideas into something tangible. When we see our tools put to work in constructive ways, it reaffirms our commitment to the mission of making digital fabrication technology readily accessible and usable for everyone.
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We make the tools for making the future.
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Vauth-Sagel The VS TOP Down by Vauth-Sagel sets a new standard in the ergonomically difficult to-access wall cabinet area. A minimal pull on the handle element, which is invisible from the outside, is all it takes for the elegant sheet steel shelf to gently emerge from the wall cabinet and make its contents conveniently accessible. www.vauth-sagel.de/us/en
Top Knobs Inspired by the royal grounds of London’s Regent’s Park, the Regent Park collection from Top Knobs is a collection of knobs, pulls and appliance pulls meant to bestow interior designers and homeowners with the innate poise and rich personality of European design. Featuring five series of intricately designed pieces, Regent’s Park welcomes the romantic ambiance of its namesake noble estate into the home. www.topknobs.com
Youngdale Youngdale Cabinet Hinges have been the industry standard for self-closing knife hinges since 1963. The Youngdale Hinge is available in a number of different finishes and overlay applications to fit a project’s needs. A hinge for 3/8" lip inset doors is also available. www.youngdale.com 38
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Pacta Pacta is a compact and innovative hinge for drop down doors. Its decelerated opening action means that the door opens gradually and controlled. With its clean, simple lines and ingenious design, Pacta can be used in a host of applications.
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BY PAIGE McALLISTER
Federal and in some instances state and local law protects several groups of people in the workplace based on their sexual or gender identity. Given the newness of these protections, as well as the diversity of characteristics and people within this group, some employers are finding it difficult to know how to react to and accommodate the needs of this group. DEFINITIONS: LGBTQ+ stands for Lesbian, Gay, Bisexual, Trans-gender and Queer with the “+” representing the numerous other sexualities and gender identities covered by this broad term. While employers are not required to know all of the terms, they are required to be accepting, treat an employee equally, and protect them from discrimination, harassment or retaliation. DEI is a term encapsulating the goals companies should have when creating policies, procedures and practices with respect to employees in any protected group (including race, national origin, age and/ or LGBTQ+). While descriptions vary slightly from source-to-source, common definitions include (as found at DEI Expert Hub):
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DIVERSITY: Having different types of people from a wide range of identities with different perspectives, experiences, etc. INCLUSION: Putting diversity into action by creating an environment of involvement, respect and connection—where the richness of ideas, backgrounds, and perspectives are harnessed to create value. EQUITY: Removing the predictability of success or failure that currently correlates with any social or cultural factor, examining biases, and creating inclusive environments. THE BASICS—LEGAL PROTECTION On June 15, 2020, the U.S. Supreme Court issued a landmark 6-3 decision that includes sexual orientation, including LGBTQ+ employees, as protected under Title VII. This means that terminating or taking other negative employment actions against an LGBTQ employee based on their sexual or gender identity constitutes sex discrimination and therefore is against the law. While several states, counties, and cities had these protections prior to the ruling, the U.S. Supreme Court’s decision makes it the law for every employer who falls under Title VII of the Civil Rights Act (which applies to most employers). In response to the U.S. Supreme Court’s decision, the minimum action all employers should take is to:
•
Review and revise their non-discrimination, harassment, sexual harassment, and non-retaliation policies to include protections for LGBTQ+ groups relating to sexual orientation, gender expression, and transitioning status.
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Update other policies that may be impacted (directly or indirectly) by sex and gender stereotypes, such as dress code, benefit coverage, job requirements, and leave entitlement.
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Ensure all policies and procedures are applied equally to both sexes without regard to sexual orientation, gender identity, or transgender status.
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Diversity, Equality and Inclusion: LGBTQ+ EMPLOYEES
•
•
Train all managers and employees that any and all discrimination, harassment, sexual harassment, and retaliation violates the law and therefore company policy, including the newly-protected groups.
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Use the name they prefer, even if different than what is on their documentation.
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Use their preferred pronouns which could be “he/him/his,” “she/ her/hers,” “they/them/theirs,” or none at all.
Enforce all policies fairly and discipline any employee, manager, client, or vendor who discriminates, intentionally or unintentionally, against an employee in a group protected under Title VII or any other law such as ADA, ADEA, USERRA, and IRCA.
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Offer assistance when a person is transitioning into the gender they identify with from the one of their birth. This may be offering a private bathroom or updating their e-mail address.
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Allow flexibility in your dress code to allow individuals to wear clothing according to their preference rather than their gender identity or gender of their birth.
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Extend that flexibility to your personal appearance policy with regards to hair styles, makeup, behavior, voice or body characteristics.
Beyond legalities, we encourage our clients to go further than simply “following the law” to experience added benefits. According to research, fostering DEI within the workplace has been found to increase company cash flow by 2.3 times, revenue by 19%, and team performance by 30%. Additional research shows that employees in an inclusive organization have higher job satisfaction, lower turnover, higher productivity, higher employee morale, improved creativity and innovation, improved problem solving, increased organizational flexibility, and all-around better quality of work life. By hiring, training, and promoting employees so they are active participants in policy and decisionmaking, employers have ready access to various perspectives, ideas, and experiences to strengthen their business practices. Examine your policies, practices and procedures for places of improvement in preparation for an employee asking for accommodation. Some accommodations may include:
You should be understanding and respectful, asking for their guidance and help along the way. Your goal should be to learn to make a better workplace for them and everyone else. Remember, it is not the responsibility of the LGBTQ+ community to teach you—it is your responsibility to learn. SOME CRITICAL DON’TS INCLUDE: Do not assume anything and do not treat all LGBTQ+ employees the same. Let each LGBTQ+ employee ask and explain, then come up with a plan together.
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Beyond legalities, we encourage our clients to go further than simply “following the law” to experience added benefits. ‹ CONTINUED FROM PAGE 41
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Do not allow other employees to gossip or treat LGBTQ+ employees differently or exclude them from workplace interactions.
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Do not allow managers to overlook LGBTQ+ employees when it comes to advancement, training and salary increases. Performance should be evaluated fairly and consistently based on essential job-based aspects, not preferences or stereotypes.
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Do not allow third-parties such as clients and vendors to harass or discriminate against your LGBTQ+ employees. As with other protected groups, you are responsible to protect employees from harassment, discrimination, or sexual harassment from anyone, even non-employees.
benefits. Being open to the possibilities will allow you to discover new ways to grow your business and keep your best employees. s p
By actively creating more opportunities and fostering a productive environment for LGBTQ+ employees, you will reap tangible
If you have any questions about how to navigate the LGBTQ+ landscape or how to respond to an employee’s request, reach out to us at Affinity HR Group. Visit our website to learn more about our services or connect with us at contact@ AffinityHRGroup.com or 877-660-6400.
PAIGE MCALLISTER, SPHR, SHRM-SCP, Vice President for Compliance, Affinity HR Group, Inc. contact@affinityhrgroup.com
INVENTED IN SWEDEN
Fittings and glue are now obsolete It’s all down to this new way of assembling furniture – with the unique, patented Threespine® click joints. Threespine® furniture can be assembled without any fittings or glue, and up to 8-10 times faster than traditional ways. Threespine® technology can be used with virtually any material, combined in new innovative ways. And its ability to be delivered as flat packs makes it unique.
Make it simple – Threespine® Click furniture technology
Licensed by Threespine® is a patented technology invented by Välinge Innovation AB. Any use is under license
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The NEW standard for panel surfaces! Anti-Fingerprint for all of your panel & HPL products. Elastic surface with excellent sound attenuating properties. Warm, soft-touch haptic that feels like wood. Super matte, matte, multi-gloss, and deep embossing using your standard press plates. Your décor papers , including solid colors & printed designs, are treated with FlexCoat™ elastic resins for beautiful vibrant colors. SilentTouch décor bonds to particle board, MDF and other wood panels. No glue needed. Patented technology by PurChem.
Available worldwide from BMK Group
www.purchem.com
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Developing Your Sales Staff BY DAVE K AHLE
Which of these issues are worrying you these days?
• • • •
Keeping the good salespeople you have? Motivating your salespeople? Stimulating your salespeople to become more productive? Attracting good quality, new salespeople?
If you are concerned about any one of these issues, you are not alone. These are near the top of almost every businessperson’s list these days. With good reason. If you can positively resolve each of these issues, you’ll go a long way to profitably growing your business. If you can’t, you may have a very rocky road ahead of you. Now, suppose you could focus on one initiative that would help positively resolve each of these issues. With one simple move, you could help yourself on every one of these troublesome issues. Is there such an initiative? Is there one thing you can do that will help you keep the good salespeople you have, motivate your salespeople, stimulate your salespeople to become more productive, and attract good quality candidates? The answer? Of course, there is. It’s this: You can build a systematic approach to developing your salespeople. And in successfully accomplishing that one thing you’ll resolve all the others. First a definition. By “development” I mean this: “Continuous improvement in the knowledge, processes, skills and tools necessary to be ever more effective and efficient.” I don’t mean that once a month you have a sales meeting when you talk about problems, new company policies and procedures, or discuss a new product. Those kinds of meetings are necessary, but hardly sufficient. Nor does it mean that you expect your salespeople to learn on the job by trial and error. At best, that is a very time consuming and costly approach. At worst, it leads to mediocre performance, confusion and frustration on the part of the salesperson as well as his boss. Most companies who claim to do on-the-job training are really making an excuse for their lack of ability to do anything better. I don’t know of any other sophisticated area of human labor where 44
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it is expected that every practitioner will figure out how to do the job well on his/her own. I, for one, would not want to settle into my seat on an airplane and have the pilot announce that he’s figured out how to fly this plane on his own. Nor do I want to put my life in the hands of a surgeon who learned a surgical procedure by trial and error. The list can go on and on. It includes almost any profession you can think of: lawyers, teachers, social workers, ministers, engineers, repair technicians, etc. In every one of these sophisticated jobs, there is a body of knowledge, of principles and procedures, that the practitioners are expected to master. While all of these professions expect people to practice, none of them expect them to learn the basic principles on their own by trial and error. Are field salespeople somehow different? Are their jobs so simple that it’s easy to learn how to do it well? Or are they somehow superintelligent and able to figure it all out on their own? Clearly the answer to both questions is NO. Sales is an incredibly formidable profession that offers its practitioners a lifetime of challenge. No salesperson is ever as good as he/she could be. And salespeople are no more nor less intelligent than their counterparts among teachers, social workers, ministers, and the like. Not only that, but every other profession expects its members to continually improve themselves. Show me a doctor, lawyer, CPA, teacher, social worker, minister, etc., who has not gone back for additional training and development in the last two years and I’ll show you one who is either retired or dead. Show me a salesperson that hasn’t invested in improving themselves in the last two years and I’ll show you 80% of the salespeople in this country. Why is that? One major reason is that most of the companies for whom they work don’t require continuous improvement. One of the main reasons they don’t require it is that they don’t know how to pull it off. So, they busy themselves with “product-oriented” sales meetings and complain often about unmotivated salespeople. Being systematic about development is far more extensive than that. Here’s what your organization might look like after you have invested in developing your salespeople.
Picture of the company that develops its salespeople: 1. You’d have a structured training program for all new hires. There would be a body of knowledge they would need to acquire, skills and processes they would need to master, and benchmarks along the way by which you could measure their progress. This program would teach such important practices as: • developing territory plans • planning for sales calls • strategic planning for account penetration • relationship building • prospecting and cold calling • making appointments • collecting information • maintaining good records • getting organized • making persuasive presentations • gaining commitment • implementing customer’s decision • following up to assure satisfaction • penetrating key accounts
2. Once a certain minimum level of competency is attained, the salesperson would then be required to continually improve on his/her skills by investing time and energy in getting better at the job. You’d make that happen by:
• requiring monthly or quarterly involvement in “learning experiences.” These could be anything from classes at the local university, audio or video training programs like our sales certification or continuous improvement programs, to something as simple as checking a book out of the company‘s library and sharing a list of good ideas at the next sales meeting. • holding regular developmental sales meetings in which you focused on a special behavior or practice and helped people improve in that one area. That’s the specific application for our video training kits.
3. At some point in the development of a salesperson, he/she will likely look for additional career challenges. When that happens, the focus of development should be on providing the salesperson opportunities to expand his/her competency into areas that can be of assistance to the company in areas other than sales. This is when some salespeople want to focus on training or coaching others, for example. They can be channeled into learning how to do that. Others may want to expand into management and should be encouraged to begin gaining management skills and practices. Others may want to pursue team leadership, etc. A comprehensive development system then, should account for three things: (1) learning the basic principles, processes and tools for effective selling, CONTINUED ON PAGE 46 ›
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(2) continuous improvement in the sophisticated practices of highly effective salespeople, and (3) opportunities to expand in complementary careers and learn the skills necessary to do so. How will this help you retain and attract good salespeople, motivate the ones you have and improve the productivity of the entire group? Which would you want to work for? A company who doesn’t invest anything in developing their people, or one who has a regular, formal and systematic approach such as the one I described above? Silly question. Imagine yourself interviewing a prospective salesperson, before and after you’ve implemented the system described above. Before that, you say to your candidate, “We expect you to learn on the job.” After that, you say, “We have a structured training program to assure that you master the basic practices that will ensure your success. Then, when you’ve mastered those, we have a system to stimulate your continuous career growth so that you are always growing better at your job. Finally, we have a system to help you expand your knowledge and skills into complementary areas like sales management, team leadership, and so on, if your are so inclined.” Everything else being equal, which company would you rather work for? That’s how a development program will help you attract the right kind of people. Clearly, the same is true of your current sales
force. Begin to require continuous improvement, provide the means for them to do so, and invest in them, and you’ll be surprised how loyal they become. This kind of program cannot help but improve your sales productivity. When all your salespeople know that constant and measurable improvement is required, most of them will begin to work on that. And you’ll begin to see the result in increased sales and gross profits. Training and development like the kind we’re talking about can be one of your best investments. If only one salesperson acquires only one new account because of your investment in their development, it’s likely that one new account will more than pay for a year’s worth of development costs by itself.
How to move in the right direction: Here are some small steps you can take towards becoming the kind of learning organization I’ve described.
1. Budget for development. As simple as it may seem, this one step will be a major one. Once you have a budget, you’ll find it much easier to actually spend that money. The decision will not be “if” but rather “how.” Also, by budgeting money for development and then letting your managers know, you will have sent a powerful message that you are serious about it and willing to invest some of the company’s resources in it. The natural question is then, how much should you invest? There are some benchmarks available. One study found that high-performing wholesale distributors spent about 2.5% of payroll on training, while an ASTD member survey found that their member companies averaged 3.2% of payroll. Since training is a smaller issue than development, and since salespeople can generally benefit the company more than drivers, warehouse workers and production personnel, I’d suggest a bit higher number. I like to see 5% of payroll invested in continuous development of the sales team. 2. Have your sales managers create individual development plans with each salesperson. It is common practice for sales managers to hold annual goal-setting meetings with their charges in which performance goals are identified. That’s a great opportunity to create annual development goals and strategies at the same time. Doing so lets everyone know that continuous development is a requirement of the job.
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3. Regularly generate learning opportunities. Learning opportunities are events at which salespeople are exposed to new ideas or reminded of good practices. They can encompass a wide range of possibilities from reading a new book on sales strategies, having roundtable discussions of success stories and common problems, to viewing our monthly videotape series for inside or outside salespeople. The point is that you generate learning opportunities on a regular basis and require your salespeople to take part in them. While not everyone will gain the same thing from each event, over time they’ll understand that you are serious about their growth, and that their continuous development is your priority and their responsibility. s p Dave Kahle is a leading sales authority—having written 12 books, presented in 47 states and 11 countries, and helped to enrich tens of thousands of salespeople and transform hundreds of sales organizations. Reach him via www.davekahle.com.
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e all know that satisfied feeling when we find the amazing, unusual or soulful room design that commands our attention—we say, “Yes! This is it!” There are thousands of hours in design, labor and discretion committed to bringing perfect furniture and room design to fruition. Hours reclaiming wood from a barn on the plains in Kansas, Texas and Oklahoma. Finding, dismantling, stripping and polishing a steel door made to contain fires in a factory in Massachusetts in 1900. Perhaps the wood for our panels needs nothing. Wanting to only preserve it and not change it in any way, the woodshop dedicates hundreds of hours formulating a proprietary finish. One that doesn’t change the color or sheen, and so unique and preserving that it becomes their signature, patent pending mixture. Only woodworkers and designers can truly appreciate the labor and talent it takes to make stunning into reality. From imagination, to engineering, to crafting and building—to the people who live with the spaces and enjoy their utility and beauty every day—some rooms simply deserves the laud and respect of publishing.
Massachusetts,” Bela Fodrovics, Halkett Woodworking general manager, said. “Materials which were scarce because of the pandemic a year ago are becoming more available,” he adds. Bela says Halkett Woodworking obtains mahogany and rosewood imported from Africa, and maple and cherry from North America. “A lot of it comes from Canada,” he says. CONTINUED ON PAGE 50 ›
ABOVE: ONE-INCH THICK, FLOOR-TO-CEILING, MAHOGANY PANELS ARE EASILY
INSTALLED DIRECTLY ONTO THE STUDS, ELIMINATING THE NEED FOR DRYWALL. “THIS SAVES THE BUILDER A LOT OF MONEY,” FODROVICS SAID. BELOW: HALF-HEIGHT, PRIMED AND PAINTED MAPLE PANELS ADD COLONIAL STYLE TO STAIRWAYS AND HALLWAYS.
Wainscot panels transform $400,000 homes into looking like multi-million dollar castles off the shores of England or France. This study from designer Richard Kiefner of Narberth, Pennsylvania, offers a built-in office desk and is the focus of this unforgettable room. Framing the desk are lambskin leather panels—a very traditional design. The entire reddish stain is illuminated from the natural light of the window and the bright white, art-deco ceiling. The walls, desk, and shelving are milled from curly maple, usually reserved for cabinets. “Maple is very versatile and we can get it from New Jersey and
RIGHT: FULL-HEIGHT, MAPLE, WAINSCOT PANELS ENHANCE THIS HOME ENTRY. WITH HALKETT WOODWORKING’S SEALING TREATMENT, THE WALLS AND CEILINGS CAN LAST AS LONG AS THE HOME, WITH ELEGANCE AND DURABILITY.
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Crafted from 100-year-old reclaimed barn wood from all over the United States, the fireplace pictured at right was designed by Hank Page Design, and built and installed by Halkett Woodworking in Souderton, Pennsylvania. The tongue and groove white oak beams are stained for variety, light and dark and then sealed with Halkett’s topcoat finish in their woodshop. “We custom made every piece and set it in the shop,” Bella Fodrovics, Halkett Woodworking general manager, said.” And we then take it apart and reinstall by scribing every board to fit and create the randomness style and color.
PHOTO COURTESY OF JAY GREENE PHOTOGRAPHY
“We source reclaimed materials for most of our beam, truss and wall designs from 100-year-old or more barns that have been taken down throughout the country, and give every board a new purpose. We want to give each board another 100 years of new life!” Collaboration of design between Weiss Philadelphia and Halkett Woodworking manifested the over-sized kitchen island shown at left. It doubles as a breakfast bar. The white oak is finished with a proprietary Halkett flat finish which does not changes the wood, color or sheen. “The effect is a pine cabin feel, because oak will stains a lot darker, even with a clear coat applied to it,” Fodrovics said. “All the LED lighting is integrated flush with no visible wires engineered in the sides of the cabinets. This is a plug and play feature we call our Halkett Lighting System developed by our engineers in recent years.” This white oak design was conceptualized by the homeowner and engineered by John Parker, engineering manager at Halkett Woodworking. “With a degree in architecture, John can produce most anything a client communicates,” Sara Halkett, owner of Halkett Woodworking, said. “We get written thank you’s for John regularly because he makes our customers so happy.” CONTINUED ON PAGE 52 ›
ABOVE: THIS ENTIRE WALL IS BEAUTIFULLY DEDICATED TO ORGANIZING THE FAMILY.
EVEN THOUGH IT IS CALLED A MUD ROOM, IT GIVES THE FAMILY STORAGE AND CLARITY. FROM ITS UPPER CABINET SPACE TO THE MULTIPLE COAT HOOKS, CUBBIES AND ROOM TO TUCK AWAY BOOTS UNDER THE BENCH, A FAMILY OF FIVE CAN STAY ORGANIZED AND EFFICIENT.
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RIGHT: THE ROOM-FOR-EVERYONE KITCHEN TABLE WAS CREATED BY FURNITURE
DESIGNER JEFF SODERBERGH OF CUSTOM SUSTAINABLE FURNISHINGS, BASED IN PORTSMOUTH, RHODE ISLAND, WWW.JEFFSODERBERGH.COM. THE TABLE’S TOP USES A STEEL DOOR MADE TO CONTAIN FIRES, FROM A FACTORY IN MASSACHUSETTS IN 1900. THE STEEL WAS POLISHED AND CUT TO MAKE THE PERFECT EATING SURFACE—NO HOT PADS NEEDED! PHOTO COURTESY OF DAVID STIMMEL, STIMMEL DESIGN GROUP, WWW.STIMMELDESIGN.COM
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ABOVE: THE SETTING FOR JOKES, DEALS AND REUNITING FRIENDS, THIS CURVED BAR
SERVES ITS HOMEOWNER ON THE LOWER (BASEMENT) LEVEL OF A THREE-STORY MANSION IN MAIN LINE, PENNSYLVANIA. DESIGNED, BUILT AND INSTALLED BY HALKETT WOODWORKING, IT IS CRAFTED FROM PLAIN SLICED WHITE OAK FOR THE STAINED FRONT OF THE BAR, AND WHITE OAK PAINTED WITH A RUB THROUGH FINISH FOR THE BACK.
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The oversized kitchen pictured above is part of the award-winning 2015 and 2016 Designer Kitchen & Bath Award from KBBA. Designed by Dave Stimmel, www.stimmeldesign.com, and built by Halkett Woodworking, it repurposes century-old reclaimed barn wood for the cabinetry and beams. Jeff Soderbergh is acclaimed throughout the design community for using repurposed materials in nearly all of his creations. “My passion for reclaiming and creating is inspired by what comes from nature and the resulting beauty that only time can produce,” Soderbergh states. “There are already enough materials in existence today that we can utilize with stunning results. Let’s start looking at sustainable options through a different lens. One that offers beautiful possibilities.” s p
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Revealing the Top Misunderstandings About Home Surfaces
IMAGES COURTESY OF FORMICA
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Just 7% of designers feel their clients are adequately educated about the common differences between laminate, granite, marble, quartz and solid surfacing, among others.
I USE A WAGNER MOISTURE METER BECAUSE:
A
BY AMY GATH
t a time when home improvement projects are on the rise, it turns out homeowners may not be as knowledgeable about their next renovation as we think. In March, Formica Corporation surveyed 1,000 homeowners and 250 interior designers to understand just how much consumers know about the surfacing materials they commonly request and use within their homes. We wanted to gauge consumer understanding about the nuances of these surfaces, and what we found ultimately revealed a significant gap between what homeowners say they want for their kitchen and bath surfaces and their knowledge of the desired material. We thought we had a fairly accurate idea of what we might find, but the actual results were astounding. For example, our survey unveiled that twothirds of homeowners could not correctly identify the primary material used to create quartz surfaces. This particular finding led our design team to reflect on a recent experience with a consumer that reinforces this misconception: the homeowner was absolutely certain that her quartz countertops came right out of the ground as a slab material. Evidently, many others share this misconception about quartz— which is an engineered surface. There is clearly a need to push consumers beyond what is trendy and educate them about the full range of options available from leading surfacing providers. For example, when it comes to laminate, 95% of homeowners could
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SURFACE & PANEL • Q3 2021
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not name the primary components, which are treated layers of Kraft paper and a decorative sheet pressed together under high heat. That statistic is far too high. Technological advances have made it easier than ever before for designers and homeowners to find beautiful, durable surfaces, but there is a knowledge gap about the ones that are best suited to their specific lifestyle needs. The interior designers we surveyed agreed—93% said that homeowners confuse key differences in surfacing materials. That means just 7% of designers feel their clients are adequately educated about the common differences between laminate, granite, marble, quartz and solid surfacing, among others. In other findings, the survey reinforced that cleanliness has never been more important than it is right now. When choosing a countertop, 85% of homeowners say it would be useful to have a nonporous surface. However, we found that 70% of homeowners do not realize that marble requires sealing to protect against common everyday problems like staining—and 63% don’t realize that granite requires regular sealing maintenance. This presents another opportunity to educate consumers about key performance attributes of different surface materials to ensure they find a countertop that meets their expectations.
There is an abundance of opportunities for education. More than 70% of consumers are planning home improvement projects within the next year, and a majority of these consumers want to replace their kitchen countertops.
ALPHACAM The good news? There is an abundance of opportunities for education. More than 70% of consumers are planning home improvement projects within the next year, and a majority of these consumers want to replace their kitchen countertops. If given the chance, 59% would go with a completely different material than the one they currently have. While it’s critical to cater to what the homeowner wants from a surface, as the experts we have an obligation to make sure the material will actually live up to their expectations. Now is the time for us to listen, learn and continue educating homeowners about the surfacing options best suited to their lifestyles. s p
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The Comeback of Industry Events
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s the country looks to recovery, the industry is seeing a comeback in live events. The world saw a shift last year as COVID-19 brought everything to a sudden halt with trade shows and industry events arguably taking the biggest hit. But as shows like AWFS Fair and NeoCon gear up for their first in-person event in over a year, trade show officials and researchers are taking note of how the future could look. Nicole Bowman, VP of marketing and communications for International Association of Exhibitors & Events, said, “We fully expect trade shows to rebound, but at what level remains to be seen.” Bowman explained that through a recent survey they found that in-person event cancellations have caused a significant number of participants to re-evaluate their trade show budgets. CONTINUED ON PAGE 60›
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“We fully expect trade shows to rebound, but at what level remains to be seen.” NICOLE BOWMAN, VP OF MARKETING AND COMMUNICATIONS FOR INTERNATIONAL ASSOCIATION OF EXHIBITORS & EVENTS
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Still, associations and show officials are charging ahead, putting several events on the 2021 calendar. AWFS Fair took place in Las Vegas, NV., July 19-23 and was the first of many events to come this year. The fair kicked off with a keynote from economist Chris Kuehl, who provided some insight into the economic factors affecting our industry. “I definitely have been looking forward to this event. It’s been a long time since I’ve been able to walk a trade show floor,” said Chicago-based designer Emily Hamilton. “Virtual events will never replace in-person events, but I do think a digital component will be huge for those who aren’t able to travel right now,” she said. NeoCon is another event that was cancelled last year due to the pandemic, but the show is now scheduled to take place Oct. 4-6 at The Mark, Chicago, IL. The event will feature nearly 1 million square feet of exhibition space and game-changing products and services from both leading companies and emerging talent. “As we collectively face challenges like never before, NeoCon 2021 will bring us together to share ideas, products, knowledge and inspiration so that we can successfully Design Anew,” officials said. As in-person trade shows and events begin to make a recovery, industry professionals across the board agree on one thing—a digital component is vital. It won’t be uncommon for show hosts to offer an online feature to broaden exposure and be more inclusive. Companies and organizations are even offering virtual seminars to their own audiences. Egger, for example, launched Trend Talk Thursdays, where Décor Management Expert Michaela Gimpl details design trends in general and how the EGGER Decorative Collection can help meet customers’ design needs. The first episode, “Complete the Look,” highlighted the Fineline and Frozen Wood decors. In episode two, “Understated Classics,” Gimpl goes over the company’s Eucalyptus, Carini Walnut and Vicenza Oak decors. National Hardware Show is gearing up for their 75th live event with “a renewed outlook on the future,” and wants attendees to “experience our first steps towards a fully reimagined show.” The live event will take place at the Las Vegas Convention Center Oct. 21-23. As a result of the dramatic rise in virtual events this year, the event will also be online—and remain online—all year long. s p
SOME UPCOMING EVENTS
NeoCon: October 4-6 | The Mart | Chicago National Hardware Show: October 20-23 | Las Vegas Convention Center | Las Vegas International Woodworking Fair: August 23-26, 2022 | Georgia World Congress Center | Atlanta, GA 60
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Remembering Art Gensler FOUNDER OF WORLD’S LARGEST ARCHITECTURE FIRM BY BILL ESLER
Gensler & Associates is arguably the most influential force in architecture, innovating on the levels of design, aesthetics, materials, and approach to its work for clients of every size and stripe.
A
rchitectural industry titan Art Gensler died May 10 at age 85, following a 65-year career as an entrepreneurial architect who transformed the industry. The firm he founded in 1965 is now the world’s largest, with an estimated $1.5 billion in billings and 2,817 employees—more than twice the size of any competitor. If just by reason of its reach around the world—with offices in 49 cities—Gensler & Associates is arguably the most influential force in architecture, innovating on the levels of design, aesthetics, materials, and approach to its work for clients of every size and stripe. This included Apple, for which Art Gensler worked directly with Steve Jobs to develop its first retail outlets. In a recorded interview, he says during the bid process he brought contractors to a warehouse in Cupertino, CA., to assemble a series of prototype store interiors over many months. These were subjected to Jobs’ withering criticisms, and redesigned repeatedly. Competitors eventually withdrew from bidding. “When Apple finally did the first store, we were the only ones standing. Everyone else had been chased out of the room one way or another,” Gensler recalled. Thus his firm won the contract for a seminal project that epitomizes what remains the firm’s specialty: melding brand, interior design, and architecture in intimate collaboration with its clients. Born in 1935 in New York, N.Y., Art Gensler studied at Cornell University’s College of Architecture, Art, and Planning, graduating with a bachelor degree in 1958. He cofounded M. Arthur Gensler Jr. & Associates, Inc. in San Francisco in 1965 with his wife Drucilla “Drue” and James Follett. The firm now has 49 offices in the U.S., the Middle East, Latin America, Europe, China, and Asia, serving 3,500 active
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clients. Gensler stepped down from the chairmanship of Gensler & Associates in 2010. His firm forever changed the profession by elevating the practice of interior design, and especially by inviting client collaboration. The firm he founded continues its focus on an even broader swath of interrelated concentrations in design: architecture, brand design, interior design, cities and urban design, and more recently, digital experience design. Habitability and environmental concerns underscore the Gensler approach. As an architect, he was a member of both the American Institute of Architects (AIA) and the International Interior Design Association (IIDA), and a recipient of IIDA’s Star Award. He was also a professional member of the Royal Institute of British Architects (RIBA) and a cofounder of the AIA’s National Interior Architecture Committee. Gensler & Associates’ knowledge of interiors informs its design, and has resulted in hundreds of components, hardware and casegoods developed by the firm. For example, Art Gensler & Associates collaborated with hardware manufacturer PBA on an ergonomically sculpted stainless steel Everyone Millwork Pulls. The firm designed the Privada line of high end toilet partitions for Bobrick with increased privacy sitelines and high-pressure laminates from Wilsonart, Lamin-Art, and Formica or real wood veneers from Veener-Art. Gensler’s work in casegoods includes the Brera25, created with Italy’s IOC for the private offices of executives, using rich materials, including lacquered wood, melamine, eco-leather, and metal. Art Gensler & Associates also designed the Atelier integrated worksurface, bookcase, and storage system with removable pinboard in steel, MDF and laminate. Notably the firm has been tapped by a number of commercial furniture firms as they enter the crossover “resimercial” market. One example is the Knoll Chicago Showroom, moved from the NeoCon base at the Merchandise Mart to a consumer-accessible location in the nearby Fulton Market district. In the project description, the firm says the showroom sets the stage for Knoll’s “new lifestyle meets work perspective. The goal for the new showroom design was to create an integrated space well-suited for displaying Knoll’s furniture products, most of which blur the line between residential and commercial.” It also houses the North American flagship showroom for Muuto, Knoll’s Scandinavian brand. s p
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E X ECUTIVE P ROJ EC T MANAG E R , KC D SO F T WAR E
CABINET-CLOSET DESIGN TO MANUFACTURING SOFTWARE IS HOT RIGHT NOW—AND FOR GOOD REASON Q.
What are some industry trends you are currently seeing? The trends this year saw many more companies purchasing CNC nested-based routers to automate the production of their products. At the same time, we are also seeing the opposite—an increase in using software to outsource production, with companies such as Cabinotch, that do custom machining. Both methods work with the same goal of getting the job completed as fast as possible to keep up with the demand.
Q.
What are some challenges the industry is facing right now? The pace for the cabinet and closet industries has been at an all-out sprint for the vast majority of the companies this past year. Keeping up with production due to the demand has been extremely challenging, with many having to make lead-time adjustments. More companies are looking for ways to meet these demands. Labor shortages and access to materials has also made things challenging.
Q. What are some key takeaways KCD is taking note of coming out of the pandemic? As we come through the global pandemic, we have seen KCD Software’s design to manufacturing software sales increase substantially. Remote work, social-distancing requirements, and an increase in demand for new building, renovations and remodels are driving the curve. We are also seeing an increase in cabinet and closet businesses purchasing multiple 3D design software packages for their designers. Having the right cabinet/closet software is proving critical for custom businesses. Demand requires rapid 3D design, presentations, pricing and closing of jobs, cloud-based communications, production flexibility, accurate construction details, floor plans, elevations and dimensioned drawings, excellent communication between clients, accurate shop details, parts ordering and good manufacturing speeds. Great software does all of this in a fraction of the time that it would take without it. s p
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