isfa's countertops & architectural surfaces vol. 8, issue 3 - q3 2015

Answers to common questions to help avoid glue issues Page 24

Understanding Surfacing Adhesives

Controlling the Growth of Bacteria in Water Treatment Systems Page 20

From Red to Black: Increasing Net Profit Page 28

OSHA Deadlines for Your Right to Know Program Page 30

Co-branding and the Halo Effect Page 32

VOLUME 8 / ISSUE 3 • QUARTER 3, 2015 • SINGLE ISSUE $14.95

ISFA Member since 1997Circle RS#01 on page 49 or visit www.isfanow.org/info.

International Surface Fabricators Association • Vol. 8 / Issue 3 • 3

Letters to the EditorCountertops & Architectural Surfaces welcomes Letters to the Editor. If you have questions about the magazine, or would like to make a comment, or voice an opinion about the magazine, ISFA, or the industry in general, please feel free to write to us.

Please send letters to [email protected] or to Letters, ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor. Include a telephone number and address (preferably an email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to [email protected] or mail to ISFA, 2400 Wildwood Road, Gibsonia, PA 15044 or fax to (412) 487-3269 attention: Editor. Contacting ISFAPhone: (412) 487-3207Fax: (412) [email protected]

About This MagazineCountertops & Architectural Surfaces (ISSN (2372-983X)) is published quarterly by the International Surface Fabricators Association (ISFA), with a fifth “Buyers Guide” issue publishing in September. Individual copies of Countertops & Architectural Surfaces are available at the nonmember “newsstand” price of $14.95. Countertops & Architectural Surfaces is also available by individual subscription at the following rates: ISFA nonmembers, one year (five issues) $30.00; ISFA members, one year free with every membership renewal.

Special rates and charges apply for orders outside of the United States. Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2015. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs.

Materials will be returned only if accompanied by a stamped, self-addressed envelope. For change of address, please include old label with new information, including both old and new zip codes. Allow 3-6 weeks for address change to take effect. Periodicals postage rate is paid at the Gibsonia, Pa., post office as well as others. Opinions expressed by writers in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces or the International Surface Fabricators Association, but rather those of the individual writers.

Postmaster: Send address change to Countertops & Architectural Surfaces magazine, 2400 Wildwood Road, Gibsonia, PA 15044.

Photography Photos in this publication may not depict proper safety procedures for creative purposes. ISFA and Countertops & Architectural Surfaces support the use of proper safety procedures in all cases and urge readers to take steps to institute such procedures.

Photography/graphics provided by: Water Treatment Solutions, Gluewarehouse.com and TechneTrain.

Magazine CreditsPublisher & Editor: Kevin ColeProofreader: Nancy Mueller-TruaxDesign: V2 Marketing Communications

ISFA Officers of the BoardMell Hill, PresidentDave Paxton, Immediate Past President Adam Albee, Vice PresidentErica Hussey, TreasurerRyan Miller, Secretary

ISFA DirectorsMike Woods, DirectorKate Dillenburg, DirectorMike Langenderfer, DirectorJohn Hansen, Associate Member RepresentativeJessica McNaughton, Associate Member Representative

ISFA StaffKeith Haight, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Paul Wisnefski, Account RepresentativeCarol Wilhite, Coordinator Chris Pappenfort, Volunteer Project ManagerJoanna Duggan, Member Advocate

Cover PhotoThis photo of a bead of Seam-It adhesive being applied to a seam in DuPont CorianTM solid surface is a reminder that adhesives and seaming issues can lead to major fabrication problems. Read the full story on Page 24.

CREDITS

4 • Vol. 8 / Issue 3 • International Surface Fabricators Association

CONTENTSFeatures20 Water Treatment Woes Controlling the Growth of Bacteria and Related Safety Concerns in the Stone Fabrication Shop

24 Understanding Surfacing Adhesives Answer to common questions to help avoid glue issues

28 From Red to Black Increasing net profit

30 OSHA Deadlines for Your Right to Know Program New OSHA regulatory standards are here and more deadlines approach

32 Co-Branding and the Halo Effect Ways to get the most out of marketing product tie-ins

Departments 6 From the Editor

8 From the President

10 From the Executive Director

12 Education Connection

14 Calendar of Events

16 Industry News

35 ISFA News

41 ISFA Fabricator Directory

45 Product News

49 Reader Service Form

50 Classifieds/AdIndex

32

20

24

28

3432

Circle RS#02 on page 49 or visit www.isfanow.org/info.


In my lifetime, I’ve had a lot of roles, as many of us do. And much of my life I've had many roles at once. At ISFA, my official title is Communications Director, but that title comes with a lot of hats to wear, such as the publisher and editor of this magazine, manager of the ISFA website (www.ISFAnow.org), etc. and so forth.

For business owners or managers, there are also many roles to play and many hats to wear, as ultimately the weight of not only their businesses and workers falls largely on their shoulders, but also those of their families’ and their workers’ families. That’s a lot weight to carry.

At the same time there are numerous other responsibilities we have. I have been blessed with the role of parent, which, for me, has been one of the most important, and challenging roles I’ve ever had and probably will ever have. Life has given me four children and three step-children, and while the parental onus seems to be most often that of teaching and offering guidance, any parent can tell you that it is also very much a learning experience.

Each and every one of my children has taught me a valuable lesson, or more likely numerous valuable lessons, although they are not always easily learned. Being a parent has probably taught me more important lessons than any other thing I have ever done. And I believe these lessons are very applicable to every other responsibility I’ve had, and can also be applied to business in general. If you’re a parent, then you know the lessons we learn from our children are far too numerous to list in an editorial such as this, but I want to go over a few of them in the space I have and discuss their applicability to the job place.

Diversity

Whether they were raised (trained) in the exact same environment with the same set of rules, or under a completely different set of circumstances,

people are all different. That means that different things motivate them. Good managers seek these motivational factors out and use them to improve their results. Another thing that is important about diversity is that different people are better and more creative in different areas. If you can find out where someone accelerates, then you can use their strengths to your advantage, while at the same time making them happy by letting them thrive in their environment.

Leadership

As a parent, you have no choice but to be a leader. Children need guidance from the time they enter this world until they are adults (and maybe even a little after that). Management and staff also need guidance, whether it’s in the form of a business plan or a vision statement, or just proper training. And while, as mentioned above, it is a great idea to find out where team members accelerate and put them to work in that environment, part of leadership is to also make sure that those same diverse workers are trained in the entire process and they also work on overcoming their weaknesses. One of the most important lessons I have learned about leadership is to lead by example. I don’t ask my children to do anything I wouldn’t do or haven’t done before. You should certainly understand all of the roles in your business and not be afraid to be get your hands dirty when appropriate.

Mistakes

We all make mistakes, and children probably more than others. So too, your shop and staff will go through learning curves and growing pains. Empathy is the key to not allowing mistakes to derail your productivity. Remember that we are all human and mistakes will happen. That is especially true when cross-training, introducing new processes or equipment, or bringing on new staff. Mistakes are also more likely during busy

times. That’s why firm rules should be established and followed, regardless of the particular working conditions. However, when a mistake does happen, I try to make it into a learning opportunity. We love our children, and hopefully we like our employees, so (although not the easiest) we should try not to hold it against them. Many family and work relationships have been soured because of an inability to forgive and forget.

Ups and Downs

With any task, there are bound to be ups and downs. Some days or even years are going to be better than others, and it has to be taken in stride. Plans, rules, processes, etc. must all be subject to change when warranted. We have to be able to take the good with the bad and continue to work toward optimization and creating solutions. When we hire a worker (or have a child), we are making a big investment both in time, money and even emotionally. After all, workers are people with personalities, some more pleasant than others. Like a parent, nurture the better qualities and offer help overcoming those that are less desirable. Persistence is a must, along with patience and planning. Lead the way, test your steps carefully, and you will find that your staff will be likely to do the same. I'm not suggesting we treat our staff as children, but as author and telecommunications engineer Amit Kalantri put it, “Children imitate their parents, employees their managers.”

As always I look forward to your feedback.

Sincerely,

Kevin Cole, Publisher & Editor [email protected].

From the EditorFrom the desk of Kevin Cole, Editor & Publisher, and ISFA Communications Director

A Parent Company: Lessons Taught and Learned

Circle RS#03 on page 49 or visit www.isfanow.org/info. ISFA Member since 1998


when we don’t meet customers’ demands. Customers are our livelihood and we have to continue to adapt to what their current needs are to be successful.

Look I know, change is DIFFICULT! I’m the first to admit it. However, while it is difficult, it is also a good thing … it’s time we all embrace it and, better yet, USE it to move forward. ISFA has tools to help; are you using them?

Let’s talk ISFA and the changes that are taking place with the association, shall we? I have talked about how I have received a tremendous amount of benefits from participating in ISFA throughout the past few years. I have been able to see the changes in the organization with both the organization’s people and focus. We have spent the last couple years trying to turn a corner and truly putting our members’ needs at the forefront of what we are doing. It’s the center of every conversation we have. Along the way we have had to make some adjustments based on your feedback, but every time the leaders and staff get to have a conversation with one of you, we find out what keeps you up at night, which gives us a better understanding of how to make

ISFA better for YOU! So participate, it can’t hurt you, and rest assured we want to help you.

ISFA’s current group of board members is extremely involved and care — I mean really care — about what ISFA brings to the table. We want to hear from you, hear your struggles and be there to help! For instance, a large number of you partook in our survey at the beginning of the year and told us that hiring and training installers is a real challenge. We took that into consideration, and we are in the process of developing an install program with training videos. From my standpoint that is HUGE!!! I live that struggle regularly with bringing new members onboard, and am really looking forward to rolling out a sneak peek of that at our annual meeting in November. That is just one of many examples.

Additionally, we added CEO Roundtables to give management teams a chance to discuss issues openly and help each other as resources. And these meetings have been wildly successful to date. We also added our first “Gen2” meeting to help those of you transitioning your businesses to your children, and have already been asked

when the next one will be. The TFT classes for fabrication of solid surface and quartz are still available and in full swing, and we have a meeting focused on commercial work coming up as well. We have changed, and we will continue to change because that is what you need us to do as an organization. We need, and want, to be interactive with you; to provide you the opportunity to interact with others in your industry; and to be a catalyst for the changes you need to grow and conquer.

Are you using ISFA to the fullest? Are you participating? I am a strong believer that you get out of it what you put in and have learned that firsthand. Don’t miss out on the events that can help move your business forward. Come and see what ISFA has grown into at one of our events. You won’t be disappointed!

Mell Hill, 2015 ISFA [email protected]

From the PresidentFrom the desk of Mell Hill, President of ISFA Board

Let’s Talk Change!

It’s more than just learning how to be more profitable, saving money on the bottom line

and getting great referrals and discounts.

Call ISFA today and find out how to make your world a better place.

(412) 487-3207www.ISFAnow.org


I think we can all agree that the past 10 years have been full of change. Change in the markets we service, in the customers we service and their knowledge, and for some of us, change in the products we are offering or even types of services we now bundle together. While change can be daunting at times it is vitally important. Without it, we take the chance of losing our edge, being less competitive and failing to meet customers’ demands and we know what happens


to ensure we bring the most relevant information and resources to you. Our team is constantly working to enhance existing programs and events or develop new content that brings you value! Some great examples of this are:

Gen2 Roundtable: This two-day event is designed to help new business owners make a smooth transition and tackle the many issues and challenges they face today. The forum contains structured presentations and exercises with open forum discussion to facilitate purposeful conversation. Attendees walk away with an action plan and tools they can immediately implement. Some of the topics covered include:

■ How companies successfully transition from first- to second-generation ownership

■ Relationship between first- and second-generation members

■ Second generation vision vs. first generation on business direction

The first event was held in March in New Boston, Mich., (near Detroit) and a second event is scheduled for Sept. 23 and 24 in Millstadt, Ill., (near St. Louis). If your business is transitioning from first- to second-generation ownership, this workshop is definitely worth your time!

TFT Install: The Total Fabrication Training Series has now expanded to include a session dedicated to the installation process exclusively. Recognizing the many conversations with fabricators, their comments have led us to develop a training program that will improve companies’ installation processes and minimize, if not eliminate, the many issues that can occur with install crews. The program is under development and is scheduled for a launch sometime in the last half of the year. Keep an eye out for this valuable session.

Effective Commercial Business for Solid Surface: We recognize how a good portion of the solid surface business has evolved from a material for residential projects to one that has become widely accepted in the commercial segments. In fact, solid surface is a material that is growing and

gaining popularity within the A&D community and is specified more and more in commercial projects. With that in mind, ISFA has created a course that will help fabricators understand how to adapt their business toward commercial opportunities, optimize their operations and capitalize on commercial projects in the most profitable manner. In this course attendees will understand:

■ What it takes to compete in commercial markets

■ What special considerations to expect from various commercial sub-segments

■ Lean manufacturing principles and process methods to control costs and compete profitably

■ The creation of a functional shop layout and process flow diagram

■ How to better target and win commercial business

The first session is scheduled for Aug. 6 and 7 at ISFA member Colt Industries in St. Louis. This course is perfect for companies that are currently expanding their facilities or moving to new locations! If you bring an existing floor plan, list of major pieces of equipment and list of the products you fabricate, you can sit with the ISFA instructor and create a custom shop layout design that’s right for you!

Continuing Education Program: ISFA is a registered provider of Continuing Education Units (CEUs) through the American Institute of Architects (AIA). We have created a library of topics designed to educate the A&D community and will help position your business as viable and valuable resource architects and designers can rely upon when it comes to surfacing options on the projects. Our library includes:

■ ADA for the Decorative Surfaces Industry ■ Solid Surface Design Basics ■ Understanding and Using the ISFA Quartz

Standard ■ Surfacing Products – Healthcare Infection

Control

■ Design Basics for Sintered Compact Surfaces

Each of these courses provides the attendee with one (1) Learning Unit (LU) or CEU. Additionally, each course offers a Health, Safety and Welfare (HSW) rating, which brings a higher value to the CEU obtained. Stay tuned — we are working on additional topics to include in our library.

ISFA Marketplace: Last September we launched a discount program for members that provided access to goods and services from Staples, FedEx and W.W. Grainger. While these discounts are limited to American members for now, two ISFA Associate members have stepped up and included themselves on the supplier list and will work with all ISFA members. These suppliers are Specialtytools.com and GranQuartz. Please check with the ISFA office so you may register for this program and find out the special deal these two great members are providing you.

Trade Shows & Conferences: ISFA partnered with IWF 2014 in Atlanta. The highlights of that week were the Countertop Symposium held the day before the show officially opened and the Countertop Pavilion during the show. Both were well received. For 2016, look for similar content. However, the Countertop Pavilion is projected to grow to include more booth space. Additionally other educational topics sure to be of interest will be added to the lineup. We will work in conjunction with the Cabinet Makers Association (CMA) and other associations to look at worlds both inside and outside of countertops.

That’s just a general overview of what we’re doing to better serve you. As always I invite you to contact me anytime if you have ideas or suggestions on how we can keep bringing the value.

Keith Haight, ISFA Executive Director (484) 354-5909 | [email protected]

From the Executive DirectorFrom the desk of Keith Haight, Executive Director

Not Your Father’s ISFAI suppose the title of this editorial may sound like a bit of a cliché, but when I think about all of the things that have happened with our industry and how ISFA responded, I can’t help but to think to a large degree that the title is accurate.

ISFA recognizes the changes going on and develops meaningful programs and events that support these changes. In fact, changing with the industry is a key strategy of ISFA. “Evolve with the Industry” means ISFA will always stay connected in order

WARNING!This may be the last

copy of this magazine you receive!

You must act now if you don’t want your subscription to end!

We are in the process of updating the subscriber lists for Countertops & Architectural Surfaces magazine. If you are not a member of ISFA or do not have a paid subscription, and have not renewed your subscription in the past year, you may stop receiving this publication soon.

For a limited time, ISFA is offering FREE subscriptions to qualified industry individuals residing in North America, but you must fill out the subscription form to make sure you will receive the publication in the future. You can find the subscription form online at http://isfanow.org/magazine-subscription.

All ISFA members are automatically qualified and added to the subscription list and need not fill out the form.


FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR •

Education Connection

Most fabricators like it when potential customers call them with jobs to bid on instead of making cold calls. The old marketing plan of letting your reputation speak for itself and waiting for referrals doesn’t work anymore. In the new normal of lower margins and more competition, you need to implement a marketing system to keep your pipeline full of potential projects to bid. The following is my simple marketing system that doesn’t require cold calls. Instead, it’s more like Chinese water torture from the old movies — Drip! Drip! Drip! I call it “Bug ’Em ’Til They Buy or Die” and it includes the following eight steps:

1. Create awareness of your company2. Pique potential customers’ interests3. Stay at the top of customers’ minds4. Generate inquiries5. Get face to face6. Convert a bid or proposal into a contract7. Develop customer relationships8. Get referrals

The eight-step marketing system is designed to move the prospective customer through all eight steps without a single cold call. The goal is to get potential customers to call you vs. you calling them.

Awareness

Over time (drip!) the system builds awareness of your company and what you can do. Awareness is based on the “Rule of Seven.” You must have at least seven contacts with a potential customer before they remember you, feel they know you, trust you or will take action toward you.

To grow our businesses, we mail something to everyone on our mailing list at least four times per year. Once is not enough, and we don’t just mail any old boring piece of mail. We send creative, different, unique, fun, factual, caring and informative articles, photos, postcards, white papers, mini-brochures, checklists and guides. We use a professional design firm to keep our image consistent. Orange and blue are our colors. Everyone recognizes our orange hard hat or our blueprint background on every piece of mail we send out. This helps create and build awareness. Everything sent out must do one of three things:

Pique customer interest, create a perception of value or reinforce the customer relationship.

Pique Interest

To pique customer interest, you must send out something different, bold or unique. You want to stand out from the crowd and make a statement. Try to be clever, creative and fun. Never send the same old throw-away pens, ball caps and notepads like everyone else. If you send out cheap stuff, your potential customers will think you’re cheap, have low standards and not financially strong enough to handle their work. Send professional materials that consistently reflect your image. Quality counts.

Match your mail-outs to your customer targets. We use a newsletter that looks like a blueprint for our construction customers, but to attract investors for real estate development projects, we send out aerial photos of the neighborhood with pictures and renderings packaged in typical real estate folders. Potential customers respond to the familiar.

We also rotate mailing out cartoons, jokes, mini CDs or DVDs, estimating grid notepads, coffee cups with hammer handles, business card holders, golf tees or ball markers and American flags on July 4th! Once we mailed envelopes full of nails with the banner: “When can we nail down your next job?” The best things to mail are items that pack flat, play big and won’t be thrown away. Don’t forget to put your name and logo on all of it.

As a general rule, only send what your customers will read, need to know, want and will keep. Your goal is not only to create interest, but to create the right kind of interest in you. Be sure your mail creates the right perception of value about your company and how it does business. Tell potential customers what you want them to remember about you. Don’t assume customers know what you know about you. To show potential customers we’re more than a small local company, we sent maps indicat-ing our project locations in a 100-mile radius. To show we’re qualified in a new business market, we sent résumés of key managers with years of experi-ence in this “new” area. To create the perception of fast service, we mailed out “On-Time Schedulers” and photos of project photos headlined: “Another Successful Fast-Track Project.” Decide what per-

ception of value you want to present and tell your customers about it — over and over.

We want to be known as problem solvers, so we mail photos completing tight schedules or overcoming tough logistics. We mail postcards of completed projects listing extra services and benefits the customer received, such as personal service, quality control or value-added cost savings. We mail new product literature that’s interesting, keeps them informed and reinforces our cutting-edge technical capabilities. We mail tips, “how-to” checklists and cost estimating guides to help customers and increase our value to them.

Potential customers must know you deliver results. Your mail should often show people delivering results. Customers don’t care about you; they only care about themselves and what you’ll do for them.

Staying at the Top of Customers’ Minds

Save the reference lists, résumés of your employ-ees and photos of your greatest accomplishments for your company brochure and face-to-face meetings. That stuff is all about what you’ve done. Future customers want to know what you’ll do for them. This puts you at the top of their mind.

Use ‘Bug ’Em ’Til They Buy Or Die’ mail to show potential customers how you helped solve their problems; met goals; provided solutions; and gave customers what they wanted.

Come up with a slogan that tells customers what you’ll do for them. We use “Our Goal Is to Make Your Project a Success!” Keep your marketing motto consistent and simple. Put your customer-focused slogan on every piece of mail to keep your company at the top of their minds.

People Care About People

Show them you care about their business and their lives. To reinforce customer relationships, use a personal approach. Send article reprints that are directed at improving their company on topics like leadership, management, staff retention, customer loyalty and increasing profits. This type of mail shows you care about them and want to help improve their business. We also mail announcements of contracts, people, promotions

An Education in Direct Mail Marketing

‘Bug ’Em ’Til They Buy or Die!’By George Hedley


FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR • FOR THE FABRICATOR •

K R I O N ® S O L I D S U R F A C E b y P O R C E L A N O S Aw w w . k r i o n . c o m w w w . p o r c e l a n o s a - u s a . c o mT e l : 0 0 3 4 9 6 4 5 3 6 2 0 0

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and accomplishments to show working relationships between our loyal customers and us.

Also use mail to show your company involvement in charity programs, children’s sports groups, church outreach or industry leadership. Involvement in the community is part of what you do for them. This creates interest and reinforces that you will also care for them as your customer.

Building customer awareness, creating interest and putting your company at the top of the minds of your future customers is a long (drip!) slow (drip!) process (drip!) that requires constant action over time. The system takes a minimum of one or two years to be effective. Marketing is a (drip! drip! drip!) process. It’s never a one-time event. I’ve sent mail out every three months since 1984. I’ve never stopped because it works! I always get lots of customer calls after every mailing. THEY CALL ME!

And it’s affordable. We typically mail to 1,000 to 2,000 customers, potential customers and referrals four times per year. The average cost (including postage) is $1 to $2 for each piece we mail. Our annual budget

for these mailings runs from $4,000 to $8,000 and is worth every penny times 10!

We use database contact software to keep track of targeted customers and our marketing system. With the software, we can sort by any criteria and create personalized form letters. It only takes a few minutes to print 1,000 mailing labels — easy!

We dedicate four hours every month to our mailing program. Some months we plan or produce the marketing materials and some months we mail them. We look for great ideas, helpful articles, perfect mailing pieces and photo opportunities. To remain consistent and look professional, we’ve used the same professional design firm for more than 20 years. However, you could hire marketing or graphic design students from local colleges to help you get started.

After we design our mail, the task of creating it in-house, using an outside promotional products vendor or getting it to the printer is easy. When we’re ready to mail, we hire temporary help to print labels, assemble packages and stuff envelopes.

Any plan is better than a perfect plan never executed. The key to “Bug ’Em ’Til They Buy or Die” mail is to do it! Every three months, rain or shine, build awareness and create interest. Put your business at the top of the mind of your future customers. You’ll get the inquiry and be face to face. Your proposal will get you loyal customers and a lifetime of referrals, with future customers calling you.

So what are you waiting for? Start now and bug ’em ’til they buy or die.

About the AuthorGeorge Hedley, of Hardhat Presentations, works with contractors to build profitable growing companies. He is a professional business coach, speaker and best-selling author of Get Your Construction Business to Grow & Profit! available at www.HardhatPresentations.com. To sign

up for his free e-newsletter, be part of a BIZCOACH program or get a discount coupon for online classes at www.HardhatBizSchool.com, e-mail [email protected] or call (800) 851-8553.

AWFS July 22 – 25 Las Vegas, Nev. (800) 946-2937

ISFA Total Fabrication Training — Quartz/Stone Hosted by Alpha Tools July 27 – 29 Oakland, N.J. (412) 487-3207 www.isfanow.org

Effective Commercial Business for Solid Surface Hosted by Colt Industries Aug. 6 – 7 St. Louis, Mo. (412) 487-3207 www.isfanow.org

Stone Forensics Historical Restoration and Preservation Seminar Aug. 12 – 13 Melbourne, Fla. (321) 514-6845

Regent Stone Products Quartz/Stone Repair Class Aug. 13 – 14 Virginia Beach, Va. (800) 624-8210

SFA Workshop Aug. 13 – 14 Findlay, Ohio

Regent Stone Products Quartz/Stone Repair Class Aug. 27 – 28 St. Louis, Mo. (800) 624-8210

CCI Ultimate Concrete Countertop Training Aug. 31 – Sept. 4 London, U.K. +19 192 752 121

ISFA Total Fabrication Training — Solid Surface Sept. 15 – 17 Chantilly, Va. (412) 487-3207 www.isfanow.org

ISFA Gen2 Roundtable Sept. 23 - 24 Millstadt, Ill. (near St. Louis) (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series Sept. 24 Boston, Mass. (440) 250-9222

AWI Annual Convention Sept. 27 – 29 Salt Lake City, Utah (571) 323-3610

Concrete Décor Show Sept. 28 – Oct. 2 Indianapolis, Ind. (877) 935-8906

Surface & Panel Symposium Sept. 29 Milwaukee, Wis. (920) 261-1947

Marmomacc 2015 Sept. 30 – Oct. 3 Verona, Italy 39 045-829-8111

SFA Workshop Oct. 1 – 2 Brandon, Miss.

ISFA Total Fabrication Training — Quartz/Stone Hosted by Alpha Tools Oct. 5 – 7 Las Vegas, Nev. (412) 487-3207 www.isfanow.org

Canada Woodworking West Oct. 7 – 8 Abbotsford, British Columbia Canada (888) 454-7469

MIA Stone Industry Education Series Oct. 8 Los Angeles, Calif. (440) 250-9222

Regent Stone Products Quartz/Stone Repair Class Oct. 15 – 16 Atlanta, Ga. (800) 624-8210

The Int’l. Surface Event/StonExpo East Nov. 3 – 5 Orlando, Fla. (866) 563-7612

ISFA Annual Member Meeting & Conference Nov. 4 – 6 Austin, Texas (412) 487-3207 www.isfanow.org

WMS 2015 Nov. 5 – 7, 2015 Toronto, Ontario Canada (866) 967-2015

Regent Stone Products Quartz/Stone Repair Class Nov. 12 – 13 Chicago, Ill. (800) 624-8210

BSI/MIA 2015 Study Tour Nov. 15 – 18 Washington, D.C. (518) 803-4336

Regent Stone Products Quartz/Stone Repair Class Nov. 17 – 18 Minneapolis, Minn. (800) 624-8210

Greenbuild Nov. 18 – 19 Washington, D.C. (972) 536-6318

Regent Stone Products Quartz/Stone Repair Class Dec. 10 – 11 Virginia Beach, Va. (800) 624-8210

Kitchen & Bath Industry Show (KBIS) Jan. 19 – 21, 2016 Las Vegas, Nev. (877) 267-4662

NAHB Int’l Builders Show (IBS) Jan. 19 – 21, 2016 Las Vegas, Nev. (800) 967-8619

The Int’l. Surface Event/StonExpo West Jan. 19 – 21, 2016 Las Vegas, Nev. (800) 967-8619

Vitoria Stone Fair 2016 Feb. 16 – 19, 2016 Espirito Santo, Brazil 55-27-343-40600

Submit your event for consideration in our Calendar by emailing Editor Kevin Cole at [email protected].

Calendar of Events


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ISFA ANNUAL Meeting & ConferenceNOVEMBER 4-6, 2015 FOUR SEASONS HOTEL * AUSTIN, TEXASOn the surface, some annual meetings don’t elicit much excitement. Buckle up, because that’s about to change.

Join your fellow ISFA Members this fall for a few days of education, enrichment, networking and nightlife in the Live Music Capital of the World®! Austin, Texas is the ideal setting to reflect the energy and momentum we feel right now in the surfacing industry.

Austin’s known for music, but this vibrant city offers more — amazing cuisine, shopping, culture and charm wrapped in authentic American flair. There’s something for everyone on this trip; the playlist you’ll create is entirely up to you.

Oh, and did we mention you’ll be staying at the Four Seasons Hotel overlooking Lady Bird Lake and the stunning downtown skyline? Enough said.

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In the Industry2015 Coverings Show Experiences Solid Growth in Attendees, ExhibitorsCoverings tile and stone exhibition reported increased attendance and exhibitor numbers for its 2015 show in Orlando. More than 25,000 industry professionals attended the week-long expo. Attendance saw a 10 percent increase from the 2014 show in Las Vegas and a 12 percent increase from 2012, the last year Coverings was held in Orlando. Attendee increases were seen in all major categories: retailers, contractors and installers, fabricators, and architects and designers. In addition to attendee growth, the show experienced a surge in the number of exhibitors. In total, Coverings hosted 1,094 exhibitors from 41 countries. Exhibit space spanned 440,000 net sq. ft. — an 18 percent increase in show floor space from last year. Coverings 2016 will be held April 18 to 21 at McCormick Place in Chicago.

KRION Showroom Virtual Tours AvailableFor those unable to visit the KRION facilities in Villarreal (Castellón, Spain), and those who wish to experience them again, the company made its fully remodeled 2015 showroom public via a virtual tour on its website at www.krion.es/blog/en/. The showroom features the company’s new products and equipment.

Hanwha Surfaces Expands, Makes Plans for Further GrowthHanwha Surfaces, manufacturers of Hanstone Quartz and Hanex Solid Surface, opened a new Philadelphia showroom and distribution center for both products. The 40,000-sq.-ft. facility is the focal point of the Mid-Atlantic region for the company, serving as both a showroom and distribution center. Additionally, before the end of 2015, a corporate location will be selected in the Atlanta area with 50,000 to 60,000 sq. ft. to serve as the products' Southeastern distribution hub. The company is also researching a location in California to open a bigger warehouse this year.

TCL Asset Group to Auction Stone, Quartz, Solid Surface Fabrication Facility AssetsTCL Asset Group Inc. of Toronto, Ontario, will be holding a live on site and webcast public auction sale of more than 2,000 full and partial slabs of quartz and a variety of

machinery and equipment for stone, quartz, solid surface and laminate fabrication owned by Stratech, a countertop fabrication company with a history of around three decades. The auction will take place on Wednesday, Aug. 5, 2015, at 10:00 a.m. EDT. Items and equipment may be inspected on Aug. 4 from 9:00 a.m. to 5:00 p.m. or by appointment. Online bidding is available through BidSpotter.com and more information is available by visiting www.ManagingYourAssets.com.

Caesarstone Opens First U.S. Quartz Surfacing PlantCaesarstone opened its new manufacturing plant in Richmond Hill, Ga., in May. This new state-of-the-art factory is the third production facility for the company, and the first site located in the United States. The location was selected because of the proximity to the Savannah, Ga., port and the support that Caesarstone received from the state, the county and the city. The plant is expected to create approximately 200 new jobs. In autumn, the company will unveil its new “Experience Center” next to the plant, designed by famous interior designer Stephanie Goto, which will be open to the public.

U.S. Surface Warehouse Relaunches Livingstone WebsiteLivingstone Solid Surface has recently unveiled its redesigned website. The straightforward, easy-to-navigate site provides options for trade professionals and consumers alike. It features more information on Livingstone, including its latest program CertainSpec™. “With CertainSpec users can select any of our ‘Smart Palette’ colors with complete confidence,” said Ed Rogers, vice president of business development.

M S International, Inc. Opens New Centers in California and MinnesotaM S International Inc. (MSI), a supplier of premium surfacing products, opened two new distribution centers/showrooms in Plymouth, Minn., near Minneapolis, and Sun Valley, Calif., just outside of Los Angeles. The California facility is more than 80,000 sq. ft., while the Minnesota facility is 50,000 sq. ft. The distribution centers offer a full array of products including slabs, flooring, wall tile/mosaics and hardscaping

made from natural stone, quartz, porcelain and ceramic. They also feature showrooms that exhibit the company’s latest products.

NueMedia Upgrades Mobile Information AccessNueMedia, LLC has upgraded tens of thousands of pages in its digital information portals, in CountertopIQ.com, FinishingIQ.com and WoodIQ.com. “To satisfy this growing need for information on-the-fly, we here at NueMedia have upgraded our mobile sites,” stated Ross Scovotti, founder/CEO.” Now it is easier than ever to access a broad array of mission critical data in our portals so our members can increase their operational efficiency and profitability on any Android or Apple smartphone or tablet.”

Oneida Air Systems Announces Growth Leading to Additional HiringOneida Air Systems, an American manufacturer of dust collection systems, announced it expects to triple its sales revenue this year, an achievement that will result in the hire of 60 new employees over the next year at its Central New York headquarters and manufacturing facility. The company attributes its success to a combination of a commitment to American manufacturing, its adoption of the Productivity and Capacity Excellence (PACE) system, and a recent sales initiative that has taken its flagship consumer product, Dust Deputy®, onto retail store shelves nationwide. The PACE Lean 6 Sigma System is designed to improve quality, reduce lead times, increase inventory turns and increase gross profit. Within three months of the PACE implementation, the company reported a reduction of 50 percent in overhead costs and production floor space while throughput increased. Within the last four years,


the company has doubled its workforce, now employing 60. The company has also benefited from the boon of mainstream attention that its Dust Deputy® product has garnered. The patented cyclonic product attaches to wet/dry vacuums and removes more than 99 percent of dust and debris before it reaches the wet/dry vacuum’s filter, according to the company. Distribution agreements have been made with numerous retailers with interest being shown by others.

Neolith Wins 2015 MIAW Award, Announces ContestNeolith sintered compact surface by TheSize received a 2015 Muuuz International Award (MIAW) for its Calacatta color. The annual awards are organized by ArchiDesignClub (a French community of professionals in architecture, layout and decoration) in collaboration with Muuuz magazine. Neolith won in the “Coatings and Materials” category.

Additionally, the company announced its second international competition for architects,

BLANCO Produces 50-millionth SinkBLANCO, German sink and faucets supplier, has recently produced its 50-millionth sink. The 50-millionth sink model, BLANCO Metra XL 6 S, is crafted of SILGRANIT® II, one of the company’s most innovative materials. “Our aim is to offer the highest quality, best service and professional design in every segment,” said CEO Achim Schreiber. “The impressive figure of 50 million sinks confirms that our strategy is the correct one, and at the same time spurs us on to even greater success.”


designers, remodelers and students. The competition is broken into three editions —Europe, America (North and South America) and Worldwide — and two competitions per edition: one for professionals and one for students. All entries will be judged by notable professionals in architecture, interior design and construction. Submissions will be accepted through Dec. 1, with the winners announced Dec. 15.

Professionals’ entries will be evaluated based on originality, creativity, technical complexity, overall design and environmental impact. The American winner will receive an all-inclusive trip for two to Living Interiors 2016, the European interior design show in Cologne, Germany. To submit, professionals can send remodeling project images to [email protected]. Students will be competing under the theme “the Neolith Restaurant of the Future,” designing an innovative restaurant and kitchen space with Neolith as the primary surface. They will be judged based on the originality and creativity of the proposal, as well as the unique ways the material is proposed



In the Industryfor use. The student winner will receive an all-inclusive trip for two to the 2016 Kitchen and Bath Industry Show in Las Vegas. Conceptual projects can be sent to [email protected].

Artisan Group Holds Fourth Annual MeetingThe fourth Annual Artisan Group Meeting & Industry showcase was again held at Architectural Granite & Marble’s headquarters in Austin, Texas, and celebrated the group of 34 member companies achieving 100 percent MIA Accreditation, and showcased around 20 exhibitors from throughout the industry. The

group meeting included a motivational speech by six-time Olympic medalist Brendan Hansen who reminded members to live to a higher standard. Following the meeting and industry showcase, Artisan Group members and exhibitors were treated to an acoustical performance by Grammy-winning singer/songwriter Drew Womack.

Atlantic Machinery Corp. Acquires Exclusive Distribution Rights to Various MachineryAtlantic Machinery Corp. has acquired the exclusive distribution rights of all PAUL OTT GmbH machines, such as edgebanders and hot presses, spare parts and accessories from Riebling Machinery Inc. Atlantic Machinery has also been named exclusive importer and distributor of VITAP SpA, a machinery manufacturer in boring and edgebanding equipment, ranging from manual machines to semiautomatic and fully automatic models for high output. VITAP is also the manufacturer of the ECLIPSE, a semiautomatic contour edge-

bander and trimmer system that can handle even large parts with demanding concave and convex profiles. Atlantic Machinery will be providing machines, spare parts and technical support to distributors and customers alike for all of these machines in the United States.

Arborite Partners with Richelieu Hardware as Distributor in the Northeast RegionArborite, Montreal-based decorative high-pressure laminate manufacturer, expanded distribution in the Northeast United States with the appointment of Richelieu Hardware to cover major cities from Massachusetts to New Jersey. A long-standing partner of Arborite, Richelieu is an importer and distributor of specialty products catering to the architectural and design industries. They will take on responsibilities serving locations in Hartford, Conn.; Lincoln Park, N.J.; New York; Boston; and Buffalo, N.Y.


REHAU to Regionally Distribute FENIX NTM® Nanotech Matt Surface MaterialREHAU will distribute Italian-based Arpa Industriale’s FENIX NTM nanotech matt material for vertical and horizontal applications. The surface material was developed using acrylic resins and electron beam technology to achieve a soft-to-the-touch, light-absorbing, “super-matte” texture. The material is characterized by its abrasion resistance and the ability to “heal” itself through thermal scratch regeneration. It is resistant to fingerprint marks, dry heat, mold, acid solvents and household reagents. In addition, its enhanced anti-bacterial properties make it suitable for healthcare and hospitality as well as offices, kitchens and

bathrooms, reports the company. Featuring a range of 11 colors and four pearlescent tones, it can be used for both horizontal and vertical surfaces and is available in four thicknesses: 0.9mm., 1.2mm, 10mm and 12mm. REHAU is the exclusive licensed distributor for FENIX NTM throughout Mexico and in the states of Indiana, Illinois, Louisiana, Michigan, Minnesota, Missouri, New Mexico, Ohio, Oklahoma, Texas and Wisconsin. In addition, REHAU will distribute the material in 10mm and 12mm thicknesses in Quebec, Canada.

Rockler Helps Plant 10,000 Trees for Earth DayRockler Woodworking and Hardware’s partnership with the Hardwood Forestry Fund resulted in the planting of 10,000 trees in the spring. The Earth Day effort involved two projects — one in northwestern Indiana and another in southeastern Ohio. Both planting sites are open to the public and promote education and awareness of the sustainability of forested land.

Federal Brace Partners with Lowe’sFederal Brace partnered with Lowe’s Companies Inc. home improvement stores to offer its selection of countertop

supports on Lowe’s online database. Lowe’s currently provides on its website a number of brackets from a variety of Federal Brace’s product lines that come in numerous sizes and finishes.

American Society of Interior Designers Names 2015 FellowsEach year, the American Society of Interior Designers (ASID) bestows the title of Fellow to individuals who demonstrate outstanding service and contributions to the Society, the profession, and the interior design industry. It is the highest distinction a member can receive from ASID. The 2015 ASID Fellows are: Edward Bottomley, ASID; Trudy Dujardin, ASID, LEED AP+D+C; Joan Kaufman, ASID; Jean Pinto, ASID, CID; and Patrick Schmidt, ASID, RID.



Right now, your hand is home to about 150 different species of bacteria. These single-cell organisms live in every climate and location on earth. The good news is that most of this bacteria is harmless to people, and many are even beneficial to human life.

However, the wet environment of a stone shop, the cutting and polishing of quartz, granite and other natural and man-made products, gives rise to all sorts of harmful bacteria, living and dead. The bacteria problem goes far beyond the stone industry and exists anywhere water is used in manufacturing, where bacteria growth is allowed to go unmonitored and uncontrolled. Just ask the United Auto Workers Union (UAW) about its challenges with bacteria and endotoxins, and its litigation over the work environment in which they are known to exist. The stone industry has seen OSHA go after it for airborne silica and its effect on the health of workers, but the next round is yet to come and you may rest assured the industry is on OSHA’s radar.

This problem is not just for those who use recycled water. Bacteria thrive in places that are warmer and darker where there is a food source. The stone industry for the most part incorporates trenches and pits, so even though a fabricator might use just city water and discharge it, there is still some volume of water that resides in a shop at all times, and maybe for days. And there is an abundant source of food in every stone shop.

Background on the Bacteria Problem

The most significant problem with bacteria is the presence of what are called endotoxins. The endotoxin material is actually a part of their organic structure; it forms a protective outer shell or membrane around the creature. In the

normal life cycle of bacteria, it is believed they release small quantities of endotoxins. However, when they die, this outer endotoxin shell breaks apart (for lack of a better phrase) and the organic material is released into the environment in which they live. Generally endotoxins are not lethal, but they do create immune system responses that often present themselves in humans as a fever. This is the problem regarding worker health, and it is the employer’s responsibility not to create a work environment that causes illness.

The problem with the live and dead bacteria and their endotoxins is that they are so small they easily become airborne. The use of cutting, grinding or polishing equipment creates a spray or mist area that engulfs workers and contains these creatures and their dead remnants that are introduced into the lungs, and onto the skin of workers. In recent studies endotoxins in particular may be more dangerous than coming into contact with the live bacteria, as endotoxins are a proven source of immune system reactions. Lawsuits, particularly in the metalworking and automotive industries, are underway against companies that have, and continue to expose employees to these contaminants.

But, you might ask, “How does enough bacteria to cause harm get into my water in the first place and how can it live there?” Bacteria can enter a system in a variety of ways. Because they can thrive almost anywhere, it can be found riding the dust in the air of a shop, or many workers spit on the floor, in general or as a result of the use of chewing tobacco. The human mouth alone is a breeding ground for bacteria that should not be introduced into your water supply. Combine this with poor shop hygiene, allowing food waste, soda, coffee, gum, cigarette butts and all

sorts of general trash — all of which end up on the shop floor — and you have a real witches brew simmering in these trenches and pits. This environment is just the place for millions upon millions of bacteria colonies to grow and die and become the source of worker illnesses.

Bacteria and its food source will always be an unpleasant reality in a stone shop, to a greater or lesser degree. The question is what steps can be taken to prevent its introduction, arrest its growth, protect workers and prevent a loss of productivity or worse?

City Water vs. Recycled Water

Certainly for those who use only city water, the flushing effect of its use causes lots of bacteria to be discharged down the drain continuously. However, because of the cost of water and sewer charges and the demands of the Clean Water Act, many shops are looking at the benefits of water recycling at various levels. Obviously shops using some level of recycled water have a more serious problem than do those who use only city water, as the elimination of bacteria cannot and does not occur in the same way.

Regardless of whether city water or recycled water is used, the first place to start to control the growth of bacteria is the control of trash. Owners and managers must run a cleaner operation that prevents fueling bacteria growth by controlling the food sources. Regular shop cleaning and good worker hygiene are the first places to start in helping to cut down on waterborne contaminants.

Even with the best of intentions, these housekeeping steps will not be adequate to protect workers, and unfortunately this housekeeping practice or notices are not

Water Treatment WoesControlling the Growth of Bacteria and Related Safety Concerns in the Stone Fabrication ShopBy Darin Dunphy


adequate to absolve management of its responsibilities. Additional steps must be taken.

It would be preferable not to wait until a health problem arises, but should you delay, you can expect that this bacteria growth will begin to express itself in a foul, sewer type of odor. Or you will notice a slimy coating on your equipment and storage tanks, or discoloration on water surfaces, even floating pads of bacteria that have broken away from main colonies. Workers may also observe rashes on their skin where they have been exposed to the shop water, which is nearly impossible to avoid, even with protective outerwear. By the time these conditions present themselves, you are dealing with both live and dead bacteria by the millions in your system, sufficient to cause a negative impact on employee wellness and productivity.

Thankfully, there are various ways to control and manage bacteria levels in any fabrication facility, and to create an environment that facilitates worker wellness, fewer sick days, increase productivity and peace of mind.

Treatment with Chlorine Bleach

There are a few ways that bacterial contamination can be handled. Traditionally, chlorine bleach is added to water used in a stone shop to help control bacteria buildup, either by continuously maintaining low chlorine levels and/or periodically by “shocking” the water stored in the system, in the trenches, pits and tanks. This is the same method used by most of us who own swimming pools (although some pools use other chemistries). The active ingredient in household bleach is called sodium hypochlorite, and it is an aggressive oxidizing agent that kills many forms of bacteria. In a pool, these dead bugs are then continuously being removed

by the pool’s filtration system, and the result is clear pool water that is safe to swim in.

While chlorine bleach is fine for a swimming pool, it has some drawbacks in the stone shop. Once the bleach has killed the bacteria, the dead bacteria are left behind if the shop water is not being continuously purged by new city or well water or filtered.

Again, bacteria (and their endotoxins) will collect and multiply anywhere in a shop that suits them, even in the pipes that deliver recycled water (see Figure 1). Not exempt are CNC collection trays, sawjet tables that can hold thousands of gallons of water and sludge (see Figure 2), pits, collection bags, trenches, tanks and recycling systems of all types (see Figure 3); in short, any place there is quiet dwell time, the warmer and the darker the better.

While recycled water supplies create the biggest challenge, every stone shop creates a breeding

ground, to a greater or lesser degree. Bacteria and endotoxins are present everywhere so the potential for them to become airborne in the shop and to invade their human hosts is quite real.

In addition to the endotoxin problem, if too much bleach is used, it can significantly contribute to the wear and tear of the ferrous (containing iron) and nonferrous (like aluminum) metals that make up large portions of many types of stone fabrication equipment. Water in general is the enemy of ferrous metals, causing rusting that accelerates as water chemistries become more and more complicated, or conductive. Excessive quantities of chlorine bleach are no friend to aluminum either, as the surface can be eaten away or pitted, reacting with the surface to create the appearance of black water, and after drying leaving behind a white residue or deposit. At high levels chlorine can also be harmful to employees to breathe, and can cause skin irritations.

It is also difficult to maintain a zero tolerance of bacteria with bleach, hence the need to both treat with lower levels continuously and periodically to shock the entire system, while filtering the shop water continuously to remove these unwanted contaminants — just like

treating your swimming pool.

Treatment with Coolants or Grinding Fluids

For years, the metal, glass and automotive industries have used a coolant or grinding fluid to control bacteria and their resulting endotoxins, as well as to prevent rusting, stabilize pH and create increased lubricity (allows increased line speeds by reducing friction and lowers operating costs). If this additive, we will call a coolant hereafter, is properly formulated with corrosion inhibitors, biocides and fungicides, and

Figure 1 — Even the pipes that deliver recycled water are not immune from buildup of bacteria (and their endotoxins).

Figure 2 — CNC collection trays and sawjet tables that can hold thousands of gallons of water can also hold large amounts of potentially dangerous sludge.

Figure 3 — Any place where water has quiet dwell time, particularly dark spaces, such as pits, collection bags, trenches, tanks and recycling systems of all types can develop bacteria problems. The warmer and the darker the place, the higher the potential for problems.

Figure 4 —A before (a) and after (b) iron chip rust test shows the rusting benefits of the use of a properly design coolant.

(a) (b)



ISFA Member since 2013

if it is maintained at predetermined levels, it will prevent equipment rusting, stop the bacteria population from growing, and inhibit this growth by maintaining pH levels. If properly formulated, it will work well in the presence of both ferrous and nonferrous metals, and it will have no effect on the surface of your product.

Rusting in the stone industry is a huge problem for owners, one that shortens the useful life of equipment by years, increasing fixed operating costs and reduces profits. Properly designed coolants can produce significant differences in rusting (see Figure 4).

The use of a proper coolant can limit potential harm to employees and equipment. However, coolants are not interchangeable. You cannot simply buy a coolant made for glass or metal fabrication equipment and use it as an additive to your stone fabrication operation. It must be specially formulated for the industry and its methods of operation. There does not yet seem to be a specific coolant developed for stone industry operations. However, in the near future, it is likely that a manufacturer of closed-loop water treatment systems will have refined, developed and tested a coolant that has been

properly formulated for the industry — maybe as soon as at the next industry trade show.

The use of a coolant requires the need to employ a closed-loop system, and the closer you approach a 100 percent closed-loop design, the more obvious the economic benefits of using of a coolant become. To be effective, coolants require maintenance at certain concentrations in a water supply. If water is allowed to be discharged into the city sewer or elsewhere, and new city or well water is introduced, then the coolant concentration is reduced, and more must be added. If new coolant is not added with every new gallon of water, the benefits of the coolant will be reduced or eliminated.

In Conclusion

It is a simple fact that stone shop water systems, like any other body of water, will contain bacteria, whether the shop uses city water only or some form of water recycling system. However, with the use of recycled water, the problem is more complex, as outlined above.

Whether a shop owner decides to use chlorine bleach to kill bacteria, or a coolant for the

additional benefits it offers, killing bacteria is the first step, and removing them with a filtration system must be the second step. Being proactive will also help you in your efforts to manage your ongoing relationship with OSHA.

Whether 100 percent use of city water, use of a 100 percent closed-loop water recycling system or anything in between, all require eliminating the growth of bacteria in shop water, and thereby eliminating the effects of their harmful endotoxins. Early attention to this problem will improve employee health and wellness, and will increase the bottom line, a balancing act that all can agree with.

About the Author

Darin Dunphy is a freelance writer/researcher based in the Moline, Ill., area of the Quad Cities. He can be reached at [email protected].

The author would like to thank the following companies that assisted in the development of this article:

• LaPel Solutions, 11304 NE 66th St., Suite 102, Vancouver, WA 98662, phone (360) 597-4958, email [email protected]

• Water Treatment Solutions, 6 Merrill Industrial Dr., Hampton, NH 03842, phone (866) 678-2109, [email protected]


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Interestingly, the first known use of adhesives by humans was roughly 200,000 years ago, and even way back then it was two pieces of stone that our ancestors felt the need to stick together. We know this because in 2006 in central Italy, a young girl’s remains were unearthed and along with them two stone flakes were found bonded together with birch bark tar. The desire to join two materials has been with us ever since, and adhesive technology has advanced immensely along the way.

Answers to common questions to help avoid glue issues

By Chad Thomas

Understanding Surfacing Adhesive

Although we have moved on from tree sap, countertop fabricators are still bonding Italian stone together. The difference today is that there is a wide range of formulations and chemistries available that produce virtually indestructible, aesthetically pleasing joints on quartz, granite, acrylics and solid surface, porcelain and even the new sintered material countertop surfaces like Dekton™ and Neolith™.

For the past 16 years, I have had the privilege of being part of the advancement of adhesive technology specifically for the surfacing industry. When I first started in the glue business, most countertop shops were specialized in either solid surface, stone or laminate — rarely all three. Today, though, the shops that I visit offer an ever

Properties Units Brand A Brand B Brand C

Adhesive Thickness Inches 0.02 0.02 0.02

Mean Failure Stress Psi 5,720 5,043 4,960

Maximum Failure Stress

Psi 6,135 5,481 5,295

Minimum Failure Stress

Psi 4,918 4,721 4,775

Failure Mode (Ad/Coh/Subs)

% 30/70/0 15/85/0 0/100/0

Flexural Strength: ASTM D790: Tested at 75 F, no surface preparation

Figure 1 – (left) Three-point flexural strength testing on adhesive bonds is performed by manufacturers using specialized equipment, although fabricators can also perform simple tests to help them determine what adhesive is best suited for a particular substrate (or combination of substrates), although results are likely to be less accurate.


expanding array of surfacing materials. This leads to some very common questions about application techniques and the best adhesives for the range of countertop surfacing materials.

The following are a few of the top questions that come up on a regular basis:

I have to bond “X” to “Y”; what glue should I use?

This is probably the No. 1 question that I run into. The key thing to remember when choosing an adhesive for a particular job is that there is no substitute for physical testing. Adhesive manufacturers perform extensive test protocols on substrates and provide empirical data in the form of a Technical Data Sheet (TDS). Specifications for bond strength, cure speed, viscosity, basic physical properties and general information are listed in a typical TDS. An adhesive supplier may make a recommendation for a particular application that the end user should confirm using the Technical Data Sheet.

In a countertop application, the accepted test method for flexural strength is the ASTM D790 also referred to as the ISO 178. Basically, this is a three-point break test that measures stress vs. strain or load vs. displacement to determine the flexural strength of a bonded butt joint. The lab prepares accurately cut specimens and bonds them together in a controlled environment, usually conditioning the bonded samples for a period of 24 hours before breaking them (see Figure 1). The data obtained from breaking a large number of bonded samples is used to provide accurate flexural strength numbers and good guidance for the best uses of a particular formulation.

If you happen to have a substrate that no one can give you a recommendation for, you can do some simple testing yourself. One method to compare cartridge adhesives for strength from brand to brand is just a scaled-up version of the three point break (although performing these tests outside of a laboratory environment will limit their accuracy). To perform this test, prepare two samples of the substrate that is to be tested in a size that will allow the bonded joint between two points to be supported and raised up off the floor. A 4-in.-wide strip, 24 in. long and cut in half should be sufficient. The two samples are then bonded together and allowed to cure. Weight should then be introduced incrementally until the joint fails. Comparing the results between different adhesive/substrate combinations will provide an idea of the bond strength.

Keep in mind that adhesive manufacturers are also a good resource for testing — especially with new materials — and may be able to perform testing or provide results from tests already performed.

What is the cure speed of this adhesive?

The cure speed of an adhesive is an important consideration for any countertop fabricator. A good understanding of cure speed will help to plan for complex part assemblies and maximize the throughput on the shop floor.

There are two main considerations when it comes to cure speed for an adhesive. Reference the TDS for the stated “open time” (sometimes referred to as “working time”) and “fixture time” (see Figure 2).

The open (or working) time is the amount of time a fabricator has to join substrates together with the adhesive and apply clamps. Once the end of the open time is reached, the chemical reaction is at a point where any movement or disturbance of the bonded joint will have an adverse effect on the final bond strength.

The fixture time refers to the point where the bond has reached sufficient strength to allow the part to be moved, tooled, sanded, etc. It should be noted that the cure is not complete at the fixture time, and the adhesive will continue to build bond strength as the reaction finishes.

The biggest variable that causes fabricators to have issues with cure speed is temperature. The information contained in the TDS is obtained in a controlled laboratory environment where the substrates, adhesives and air temperature are all kept at a specific constant. This never happens in a shop. For instance, introducing heat into the equation will cause the glue to cure faster. If it’s cold in the shop, or the sheet

or slab of material being glued has been stored outside in a cooler climate, the fixture time is going to be extended. If it is too cold, the chemical reaction may not complete at all and the joint will have no strength.

Again, always refer to the TDS and follow the temperature guidelines for proper application and storage of the adhesive.

Is the bond chemical or mechanical?

In simple terms, a chemical bond is the result of a chemical reaction in which the adhesive and the substrate material will share electrons at the molecular level after the cure is finished. This bond mechanism is readily achievable when the adhesive and the substrate have similar chemical properties — such as an acrylic adhesive and an acrylic sheet (see Figure 3).

It is difficult to achieve a significant chemical bond on materials that are naturally resistant to chemical reaction. These include pure polyesters and blended materials. Although formulators can introduce certain promoters or acid compounds to increase the chemical bond mechanism, it is generally advisable to increase the mechanical bond strength on these materials.

A mechanical bond occurs when the adhesive material physically locks into place on a rough surface. In order to increase the mechanical bond mechanism, a fabricator can abrade the substrate surfaces with sandpaper effectively giving the adhesive more surface area to grab. Polyester sheet manufacturers strongly recommend good abrasion on both surfaces being bonded for exactly this reason.

What is the shelf life of this glue?

Every manufacturer or supplier should be able to answer this question for the particular formulation

Figure 2 – As this chart illustrates, the working time is the amount of time a fabricator has to join substrates together with the adhesive and apply clamps, while the fixture time refers to the point where the bond has reached sufficient strength to allow the part to be moved, tooled, sanded, etc.

Figure 3 – A chemical bond is the result of a chemical reaction in which the adhesive and the substrate material will share electrons at the molecular level after the cure is finished, such as when v-grooving acrylic solid surface material.


being purchased. Where it gets tricky is how storage affects shelf life. For instance, a product may have a stated shelf life of one year and will perform within specifications when stored correctly. However, if the adhesive is exposed to high temperature, even for a short period of time, the shelf life of the product can extensively be reduced. Extreme temperature exposure, such as being left on the dashboard of an install truck on a hot summer day, will reduce the strength of the catalyst or activator dramatically, affecting the adhesive’s ability to cure. Review your product information for recommended storage procedures, especially when you are bringing in an adhesive formulation that is new to your shop.

Why did an adhesive have a spotty cure or fail to fully cure?

When dealing with dual component adhesives such as those used in the countertop and decorative surfacing industry, there are a number of variables within the system that all work together to ensure a proper ratio mix and even cures. This is especially true when considering cartridge-based delivery systems, but also applies to older, hand-mix types of glue. The proper mix ratio is essential if you want to achieve the bond strength and cure consistency of any dual component adhesive formulation.

As mentioned earlier, temperature is a key factor in proper adhesive application and performance. Some fabricators will store adhesives in a refrigerator to extend shelf life. Using a cold adhesive will not only extend the cure time, but the thicker material is not as easily dispensed. The higher back pressure can cause off-ratio mixing and a spotty cure. If you choose to store your

adhesives below the recommended operating temperature, they should be acclimatized before use to get the best results.

Another cause of an uneven cure is air entrapment in the adhesive cartridge. Manufacturers of cartridge-based adhesives work diligently to eliminate any air during the filling process, as it is a known issue when dealing with meter-mix-dispense adhesive delivery systems. This is also the reason you should purge the cartridge before attaching a mixing tip. This helps to ensure a good flow of both components before applying adhesive to the joint.

There are two ways to determine if there is air trapped in an adhesive cartridge. First, an adhesive cartridge with a trapped air pocket will feel spongy in the dispensing gun. This can also be tested by applying pressure to the pistons in the end of the adhesive cartridge. If you are able to move the pistons by pushing on them, it points to air entrapment and the cartridge should be purged again to remove it.

The second method for determining if there is air trapped in the adhesive is to dispense a typical adhesive bead and then set the dispensing gun down and observe the amount of adhesive that continues to run out of the tip. If a significant amount of adhesive runs out of the tip after the trigger pressure has been released, there is likely an air pocket and the cartridge should be purged again before use.

Finally, the dispensing gun itself and the proper application technique can have a substantial effect on the adhesive cure consistency. If you experience a cure that is uneven, inspect the dispensing gun for defects or worn components. With the steel

type dispensing guns, a bent push rod or outer carriage may cause an off-ratio mix and uneven cure. Operator technique can also have an adverse effect, as exerting too much pressure on the trigger will cause a rise in back pressure and increase the chance of an off-ratio mix. Even pressure applied throughout the bead will keep the ratios constant and provide the best results.

These are just a few of the questions we get in our daily communications with fabricators. However, by having a better understanding of adhesives and how they work, the performance of the adhesives that they select for their operations should improve.

A good supplier can provide direction, and the Web is an excellent resource for researching new adhesive technologies as new materials and fabrication methods are introduced. If you have questions about adhesives, best practices or the best way to bond new or exotic countertop materials, feel free to contact me personally and if I don’t have the answer, I’ll certainly do my best to get you one. Happy bonding.

About the AuthorChad Thomas was a founding partner at Gluewarehouse.com, now a division of IPS Corporation, and supplier of Seam-It adhesive products. His current roles include sales and marketing for gluewarehouse.com and business development for the Structural Adhesives Division of SciGrip adhesives on

the West Coast. He lives in Vancouver, Canada, with his wife Susan and two children, Shae and Evan. He can be reached directly by email at [email protected] or by phone at (778) 878-9254, or more information can be found at www.gluewarehouse.com.


Circle Reader Service #12 on the Reader Service Page or go to www.isfanow.org/infoISFA Member since 2010


This is the story of how my husband Mike and I were able to improve the net profit of our fabrication business.

From 1986 to 1995 we owned a solid surface shop in Northern Virginia. It was a good business. We had good customers and did some very nice high-profile jobs. We always put quality first, had good employees and were good at marketing. Our customers liked us, and we had a good reputation in the marketplace.

We kept growing in small financial increments, but our profit margins just weren’t good enough, and we didn’t understand why. We could never significantly get ahead. Worst of all was that when we were busiest, we could actually lose money. (Sound familiar?) It took a long time and hard work to figure out how to fix this. We came to understand that making money was much more complicated than only getting more jobs.

Taking It to the Next Level

Our first important decision was to find a better accountant and get a better handle on money matters. We asked the comptroller at our distributor for a referral and made an appointment with the principals. When they answered our questions before we asked them, we knew these were the guys for us. They weren’t cheap, but they were worth every penny.

Getting better at all aspects of accounting, not just bookkeeping, was life-changing. This new ability to clearly understand where we were making money, losing money and spending money, and this information gave us a new road map for our future.

One fact we hadn’t fully appreciated was the enormous percentage, not just amount, of money spent on the purchase of solid surface sheets, and we came up with this solution. Let’s say a sheet cost $500. If we could save two sheets a month, it would add up to an extra $12,000 a year going straight to the bottom line. This was easy to do, and how much better would it be if we could save three or four sheets a month? Keeping track of and using “scrap” became extremely important.

We did well with accounts receivable, and had a payment rate of around 90 percent. Clients who didn’t pay within a reasonable time had to pay half up front and the remainder at the completion of job. That worked!

From our financial reports, it was easy to see that jobs with add-ons and upgrades were much more profitable, as it was often possible to use scrap for these upsells plus we were already on the job — so no extra trips. Wouldn’t the customer like a new vanity? A cove backsplash? A window sill? A kitchen table? Asking was a no-brainer.

But most of our work was wholesale and we didn’t meet clients until after the sale. Our “sales force” needed training, and we invited each client to our shop for a simple lunch, one company at a time. The boss and all designers and salespeople were required to attend. We made up binders for each person, loaded with good information about product options, possibilities, upgrades and pricing.

We explained how up-selling would bring them more money — it was simple arithmetic. Each person also received a cutting board so they could see the properties of solid surface first-hand. And they got a shop tour — something new and interesting to them.

These were OUR salespeople, even if we weren’t directly paying their salaries. And now they had new ideas on how to increase their income. They didn’t care that we would do better, too. Immediately jobs became larger and more profitable and our finances were improving.

Lessons Learned

Then we hit a very busy season, and mistakes started to be made as people were working longer hours and getting tired. Equipment was left on jobs, things left behind in the shop, errors made on contracts. We faced wrong numbers, missing or wrong job details, etc., and money seemed to be flying out the window.

Then one day, for the first time ever, a job had to be brought back to the shop because repairs could not be made on-site. A total disaster!

That did it! We shut down the shop for a day, called clients who were expecting job deliveries and told them we were having quality control problems, and that they would get a perfect job a few days later. Surprisingly, they seemed to appreciate that. Then we booked a room at a hotel and had a very important company meeting.

Before this shutdown, Mike had been spending evenings at the library, researching ideas, trying to find solutions to our problems. He came

upon Dr. Deming and his theory of Total Quality Management (TQM). This was ground breaking back in the ’40s and ’50s, and it is still great stuff: streamlining systems and making them foolproof; just-in-time (JIT) purchasing — no backlog of supplies; “All change starts at the top” — if the boss isn’t onboard 100 percent, change will not come about. We took these to heart.

Dr. Deming went to Toyota in the 1950s, incorporated these concepts and others, and Toyota became lean and mean. One of the most important concepts was about systems. They all have to be foolproof, no wiggle room. And if a mistake is made, it is the fault of the system, never the fault of the employee.

The main theme of another book, Building a Chain of Customers by Richard J. Schonberger, that we took ideas from is that we are all each other’s customers, and there needs to be good communication at all levels, from top to bottom. Basic communication, keeping each person in the loop and allowing each person to speak to anyone about a problem or ask any question empowers employees and promotes success.

So off we went to the Holiday Inn, armed with every contract that had been problematic in the previous months. Mike used a dry-erase board to chart mistakes and stood at that board for hours. Each contract was discussed in detail, with input from everyone. The mistakes were added to the chart, and it became clear where the problems lay. A good part of the discussion was about how the problem could be avoided, or perhaps solved in a better way. At the end of that day, we knew what had to be done.

With the fault being on the system and not the employees, each employee contributed to the discussion, sharing their perceptions and ideas on how each situation could be improved. Everyone appreciated the opportunity to speak their mind and valued our respect for what they contributed. By the end of that day, we were all on the same page, and that felt great! Our employees learned so much that day, and we learned even more.

These are the changes we made:

1) Daily quick meetings to talk about each job helped improve communication, and kept everyone in the loop.

2) All change orders were to be put on orange

From Red to Black: Increasing Net ProfitBy Joanna Duggan

International Surface Fabricators Association • Vol. 8 / Issue 3 • 29 Circle RS#13 on page 49 or visit www.isfanow.org/info. ISFA Member since 2002

paper so they were easily seen and would not be missed.

3) A job packet would only be sent to the shop when all parts were complete, every decision made and the sink was in the shop. Understanding this helped the homeowner make quicker decisions.

4) All finished jobs were placed on a cart with splashes taped together, with paperwork, directions and any special instructions.

5) A special wooden rack was built and attached inside of the install truck. This rack had a dedicated spot for each item necessary for installation, such as routers, sanders, saws,

abrasives, different colors of adhesives and silicones, etc. Of course, the installers had to look at the rack before leaving the shop, and before leaving the job. This eliminated trips back and forth to the shop as well as lost tools. It was brilliant!

So with our systems greatly improved, things ran much more smoothly, and errors decreased to almost zero. Employees were happier, and so were we. We rewarded their efforts and were rewarded in turn.

None of this happened overnight, it wasn’t easy and it was never perfect, but it was really good!

And now that there are organizations like ISFA

that provide information and connections to help answer questions or get advice that can help achieve successes like these more quickly and with less effort, I would urge you to take advantage of these opportunities wherever possible.

About the Author

Joanna Duggan was a founder of ISFA, and publisher of SolidSurface and Surface Fabrication magazines. She currently serves as ISFA’s Member Advocate and can be reached at [email protected].


Some regulatory deadlines for the new Hazard Communication Standard are upon us, so heads up! If you use even a single hazardous chemical in your workplace, this affects you!

Hazard Communication and the GHS

The Globally Harmonized System of Classification and Labeling of Chemicals (GHS) is an internationally agreed upon system that replaces the various classification and labeling standards used in different countries. The OSHA Hazard Communication Standard was revised in 2012 to conform to the GHS. The revised regulation established four deadlines as a phased approach to meet various requirements of the new standard — two of which have already passed.

What Has changed?

The old standard allowed chemical manufacturers and importers to convey hazard information on labels and Material Safety Data Sheets (MSDS) in whatever format they chose. The modified standard provides a single set of criteria for classifying chemicals according to 10 health and 16 physical hazards, and specifies hazard communication language for both labeling and Safety Data Sheets (SDS).

Pictograms: Labels now contain pictograms to alert users to the chemical hazards to which they may be exposed. Each pictogram consists of a black symbol on a white background framed within a red border. The pictogram on the label is determined by the chemical hazard classification.

Labels: The new requirements for labeling offer workers better protection from chemical hazards, while also reducing trade barriers and improving productivity for American businesses that regularly handle, store and use hazardous chemicals.

Chemical manufacturers and importers must provide a label that includes a product identifier and supplier information, a signal

word, pictogram(s), hazard statement(s) and precautionary statement(s) for each hazard class and category.

Safety Data Sheets: SDS now replace MSDS. The new format requires 16 specific sections, ensuring consistency in presentation of important protection information. Employers must ensure that SDSs are readily accessible to employees.

Section 1: Identification

Section 2: Hazard identification(s)

Section 3: Composition/information on ingredients

Section 4: First-aid measures

Section 5: Firefighting measures

Section 6: Accidental release measures

Section 7: Handling and storage

Section 8: Exposure controls/personal protection

Section 9: Physical and chemical properties

Section 10: Stability and reactivity

Section 11: Toxicological information

Section 12: Ecological information (non-mandatory*)

Section 13: Disposal considerations (non-mandatory*)

Section 14: Transport information (non-mandatory*)

Section 15: Regulatory information (non- mandatory*)

Section 16: Other information including information on preparation and revision of the SDS.

*Note: Because other agencies regulate this information, OSHA will not be enforcing sections 12 through 15

What Should Be Done by Now?

GHS requirements in effect as of Dec. 1, 2013You should have already trained your employees how to read the new GHS labels and SDS — that deadline was Dec. 1, 2013.

GHS requirements in effect as of June 1, 2015As of June 1, 2015 manufacturers and importers will provide all new products with the new GHS labels and SDS in GHS format. Suppliers may still ship existing stock with old labels and SDS until Dec. 1. As noted above, your employees should know to expect these changes and must know how to read the new labels and SDS.

What Still Needs To Be Done?

GHS requirements in effect as of Dec. 1, 2015Beginning Dec. 1, chemical manufacturers, importers and distributors may only ship containers with GHS labels, and all SDS will be in GHS format. At this point, every new product you receive should conform to the new standard.

GHS requirements in effect as of June 1, 2016The deadline for full compliance with the new Hazard Communication and other standards affected by the GHS is June 1, 2016. After meeting all of the previous compliance deadlines, by this date you must update your hazard communication program as necessary, and provide additional employee training for newly identified physical or health hazards. If you provide alternative workplace labeling of chemicals, these must also comply with the new label standards.

About the Author

Shannon DeCamp is client services manager for TechneTrain, which has released new training modules for Hazard Communication to help you with your transition to the GHS. These products and others are available from ISFA at discounted prices. For further information regarding

OSHA Compliance requirements for the surface fabrication industry, visit www.technetrainonline.com, or call (800) 852-8314.

Deadlines for Your New Right to Know Program By Shannon DeCamp

SAMPLE


Learn Something New.

Create More Profit.

Make More Money.

Give Your Company the Leading Edge.

UPCOMING TRAINING DATES:

Total Fabrication Training — Solid Surface Chantilly, Va.

September 15-17

Total Fabrication Training — Quartz/Stone Oakland, N.J.

July 27-29Las Vegas

October 5-7

Find Out More & Watch Our YouTube Video! Visit www.ISFAnow.org/tft

or call us at (412) 487-3207

Whether it’s adopting a new material to offer more to your customers,

or refreshing your staff on some of the best techniques and practices in the industry,

there’s a reason for everyone to experience Total Fabrication Training.



Marketing and psychology are closely related. While psychology is basically the study of human behavior, marketing can be seen as the study of human behavior in the marketplace. Marketing is an effort to emblazon a message in potential customers’ minds (both consciously and subconsciously) through various multisensory approaches. Empirically, one such strategy that many companies of every size are increasingly using is co-branding. Co-branding is designed to instill automatic credibility in the eyes of the consumer, increase popularity and sales for both of the partnered brands. It also provides the medium for the Halo Effect.

Co-branding is nothing new, and yet its strategic employment is on the rise given the likely ROI. It’s a form of synergy or synthesis of mutual assets to produce a greater result. Some businesses use this approach to suggest enrichment of their current offerings. Others create an entirely new product by combining their resources.

One major goal of co-branding focuses on introducing one’s assets (brands, products, services, etc.) to the loyal following of another’s. Intel, for example, was a premium OEM brand but enjoyed little consumer brand awareness. Its strategy to co-brand with leading computer hardware companies gave its “ingredient brand” status a quantum leap into consumer awareness.

Another tangible benefit to co-branding is cost savings, which is even more important during difficult economic times. Sharing the same labor or property is increasingly common. Look at what Pizza-Hut and Taco Bell have done in recent years — these synergies have had significantly positive returns.

Co-branding is also a low-cost alternative for companies seeking higher margins. Charging a premium is easier to justify on a new product or service that’s marketed under two or more brands — it’s differentiation at its best and that’s the road to margin! When Ford partnered with Eddie Bauer, the co-branding effect was enormous as realized

in mega sales. Without the brand mystique of Eddie Bauer, this line of automobiles may have been successful, but not to the extent it was.

Among my favorite goals of co-branding is differentiation preservation. A well-defined co-brand initiative raises significant barriers for competitors to steal your thunder and copy you. If your innovation is more proprietary in nature, effective co-branding can also raise the bar to commoditization and low-cost import parity.

It can be a powerful offensive and defensive strategy. You may be able to build your own core competency, increase revenues, expand your brand awareness and increase your overall corporate value. Likewise, it provides the means to respond to the changing marketplace and your customers’ needs while providing the avenue to margin and differentiation. Ultimately, successful co-branding is the synthesis of energies, or synergy, manifesting a whole that is greater than the sum of its parts.

The Halo Effect

Another important facet of co-branding is the Halo Effect. Co-branding enables one brand to benefit from the “halo of affection” that belongs to another. The lift in sales and market share as a result is a quantifiable benefit. The potential increase in brand awareness and perceived value — priceless!

Edward Thorndike, an eminent psychologist in the 1920s, coined the term “Halo Effect” to effectively describe a process in which humans develop a biased perception. Business owners and marketers can create leverage, awareness and the Halo Effect by associating their businesses with other successful brands. This association is intended to elicit positive, endearing, impactful thoughts and emotions of high quality, performance and reputation. We seek attributes in others we wish our customers to associate with us, thereby absorbing the “Co’s” value and awareness.

When a celebrity spokesperson endorses a particular item, marketers are taking advantage of the Halo Effect. Beliefs and perceptions of the product are increased given the positive perceptions and feelings of the endorser.

When a licensee is able to display and promote the licensed product in the myriad physical and digital venues of the licensor, an enormous Halo Effect is realized for the licensee.

Cited often with overwhelming results was the effect on Apple computers via success of the iPod. The entire breadth of Apple’s offering saw a dramatic increase in sales and market share from the success of the iPod — the Halo Effect in full glory. What makes this story more incredible is that Apple had relatively little brand marketing investment in those other products and services during the explosion of the iPod and iTunes.

As you consider your marketing strategies for the balance of 2015 and into 2016, pay particular focus on what you do best — your core competence. Regardless of the product and service you offer and where you lie in the food chain to the consumer, consider investing the lion’s share of your marketing and PR budget into your greatest asset: the one that has earned you the reputation and sets you apart. You will want to promote differentiation and other facets of your business, but carefully weigh your marketing investment dollars. If you can focus on the one or two resounding assets of your company, you gain the financial leverage of the Halo Effect and your entire company benefits, if even by association, when co-branding.

Looking Ahead

“Sprint to the Finish” remains a phrase used to describe a corporate posture for the balance of the fiscal year. Whether at halfway through the year or right at the beginning of Q4, how you prepare to finish your year will speak volumes. With six months behind your corporate belt, and no unforeseen issues, you should have a rather solid forecast of what your fiscal (calendar) year-end

By P. Max Le Pera

Co-branding and the Halo Effect


will look like. You can choose to develop a co-brand strategy now or choose to refine your best practices and begin a value optimization process for which you make 2016 your explosive year. Every company must evaluate where they are in the timeline for this process and understand their strengths, weaknesses, opportunities and threats.

Because co-branding’s success relies as much on the partner’s ability to benefit from you, YOU must be in prime position to offer your best to the partner. That said, there are a few things you can focus on immediately in preparation.

Corporate Image

Successful businesses will immediately conjure up positive thoughts and emotions in their target’s consciousness. If you have been truthful in your representation, delivered more than what was expected in an aggressive time frame and satisfied every need and more of your customer, you have created that priceless lasting impression via positive emotional association. One’s brain will tend to remember the feelings attached to a memory a lot more than the details of that memory. Therefore, generating the most positive feelings about your company can last a long time and drive good will for many years to come.

Alignment

We’ve all heard it said, “You are only as strong as your weakest link.” All too often, what we want or script our businesses to be is not what is manifested and delivered to the consumer and/or your employees. When a company is out of alignment, this disconnect is what is revealed and is sorely expensive. Every company should have a mission statement and set of core values shared with and accessible by every employee:

■ Leadership at every level, down to the individual leading him or herself, must use the corporate mission and core value principles in his or her daily decisions.

■ Marketing must make clear to the entire company what messages are behind the campaigns and make everyone in-house a champion before going to market.

■ Customer service must deliver on the mission and values in how they communicate, process orders, resolve issues and provide all assistance.

■ Outside teams: Drivers, installers, salespeople, etc., must embody and deliver the mission in every interaction with a customer.

A corporation is a team. When the team is aligned and working in concert, there is a harmony delivered to the consumer that polishes your corporate halo with every interaction. It’s a cumulative process and consistency is key.

Sales, Marketing and Differentiation

Sales and marketing are inextricably related but distinct disciplines. Some predict marketing efforts will be more successful in the coming years. With so many products in our market being near or slightly past maturity, innovation seems lacking, and the barrage of imported goods cause prices and so too, gross margin to decline.

Where your sales team comes in is to ABC – always be closing, yet while also finding opportunities for products and services while they are relating to their clients. One large aspect of marketing is envisioning or predicting trends, so your sales team should be gathering information to assist. Systematically and regularly pooling this information can provide a foundation for innovation, new products, new bundled offerings and more. This is part of aligning your business and a team centered on sharing the voice of the customer to make strategic product offering decisions.

Circle RS#15 on page 49 or visit www.isfanow.org/info. Circle RS#16 on page 49 or visit www.isfanow.org/info.



Practical Advice for Any Fabricator

Find a technique, new piece of machinery, tool or process that focuses on how your customer wins and market it. Some examples would be faster turnaround time; better aesthetics; better edging or cutout choices; or added durability to your product. Critically look at what and how you fabricate and install, find those things that set you apart and sell them. Each one that brings tangible benefit to the end user and can be differentiated from others is an asset that can be converted into profit.

Consider any or all of the following:

■ Create your own branded color offering that includes the best and unique colors from several surfacing suppliers. Brand loyalty is important but so is your solvency and overall value proposition. Exploiting the best of the best also lessens the cost of yield-loss.

■ Vanity offering. Most everyone has a vanity offering using remnants by now, but do you offer a sink and/or faucet as well? Would you be willing to give an incredible incentive to do a bathroom top while doing the kitchen?

Consider the win/win: Your incremental cost to template and install is minimal because it is done at the same time. Regardless of how you price that top, you win by either converting remnant inventory into cash or making a nice profit on the top, sink and faucet. You’ve turned a dead remnant into a three-pronged profit center and provided a real value to the consumer.

■ Create your own branded bundles: Can you bundle a sink, faucet, strainer, garbage disposal, grid, soap dispenser, cutting board, etc. and create a brand name for them? Set yourself apart and capture the margin from accessories.

■ Would you consider a reciprocal lead-generating program with your local plumbing wholesaler, hardware store, paint store, interior furnishing store, etc.?

■ Analyze your cabinet partners and fabricate a sink in a color, edge, style and depth that elegantly matches the look and feel of a particular cabinet line. Seek their input on the design and you both can win by extolling the virtues of each other’s assets.

Co-branding can certainly be a powerful tool to create depth, breadth and awareness of your brand. The synergies created can catapult your business, and leverage gained via the Halo Effect can be priceless.

Among the caveats to co-branding are something called the Horned-Effect, which centers on lack of due diligence and exit strategy. Your best defense is to focus on optimizing your company and its ability to standalone. This diligence creates sustainability and becomes the tool that succeeds in realizing a valuable co-branding option. goal? To be the Brand and NOT the Co.

About the AuthorP. Max Le Pera is principal partner of Global Surfacing Alliance, LLC. With more than 20 years’ experience, he is an expert business and marketing strategist for the building materials industry. He can be reached at (908) 358-5252 or by email at [email protected].

Here.Now.News.Upcoming ISFA Training & EventsFor more information or to sign up to attend any of these events, call (412) 487-3207 or email [email protected].

ISFA Total Fabrication Training – Quartz/Stone Hosted by Alpha Tools July 27-29, 2015 Oakland, N.J.

ISFA Total Fabrication Training – Commercial Solid Surface Hosted by Colt Industries Aug. 6-7, 2015 St. Louis, Mo.

ISFA Total Fabrication Training – Solid Surface Sept. 15-17, 2015 Chantilly, Va.

ISFA Gen2 Roundtable Sept. 23-24 Millstadt, Ill. (near St. Louis)

ISFA Total Fabrication Training – Quartz/Stone Hosted by Alpha Tools Oct. 5-7, 2015 Las Vegas

ISFA Annual Member Meeting & Conference Sponsored by Cosentino, Kohler, Integra Adhesives, SolidSurface.com, Moraware and Gemstone Nov. 4-6 Austin, Texas


The ISFA CEO Roundtable By Keith HaightOn June 3 and 4 ISFA conducted a CEO Roundtable in Chantilly, Va. Our host for the event was our member SurfaceLink. Both John Vatis (owner) and Jackie O’Neill (VP) were gracious hosts and provided an excellent facility to conduct the meeting.

Attendees of the event were diverse, which allowed everyone to hear different points of view and perspectives from different sides of the industry. Representing the industry were professionals from fabrication, distribution, surface repair and restoration, material manufac-turing and healthcare. In attendance were:

• Jessica McNaughton, president – CaraGreen, Raleigh, N.C.

• Jackie O’Neill, VP operations – SurfaceLink, Chantilly, Va.

• John Vatis, president – SurfaceLink, Chantilly, Va.

• Joanna Duggan, founding ISFA member, Richmond, Va.

• Rodrigo Velazquez, president – Indeko Superficies, Guadalajara, Mexico

• Jeff Moore, VP sales & marketing – GSP Surfaces, Nashville, Tenn.

• Russ Berry, president – A.S.S.T., McSherrystown, Pa.

• Michael Wood, business director – Highmark, Pittsburgh, Pa.

Even though I am the executive director of ISFA, I have to admit I was nervous because this was the first roundtable I’ve conducted. However, after speaking to our former executive director, Chuck Sawyer, he assured me to just introduce the topics and the group will take over … and they did!

We started out with 12 topics on half a sheet of paper. By the time we were finished on the second day, we had 36 topics and six pages of notes! Certainly this group was not short on conversation. Some of the topics that had special interest for the group involved hiring quality people; flipping specs (or how not to get them flipped); perspectives on green/sustainable materials; the future of distribution; the future of solid surface in general; and change management.

Thankfully, Michael Wood was a great facilitator helping to guide the group through their discussions as well as injecting some thought-provoking comments and exercises that kept them attentive. He certainly added a level of knowledge, experience and fun to the meeting!

Personally, I had a great time and learned a lot from everyone, but I certainly wasn’t the only attendee to feel that way. “This was my first experience to be involved in a small group function that was sponsored by ISFA,” said Jeff Moore. “After attending this two-day session I came away feeling that it was very beneficial to me since we spent a great deal of time discussing distribution, specifications and fabrication. The session had limited attendance, but contained individuals from manufacturing, fabrication and distribution. I walked away with many good new ideas and was able to network with new contacts. I would strongly recommend that ISFA has more of these sessions in the future.”

The group was interesting to say the least. People came from all different segments of the surfacing industry, but all with the same goals and business concerns as well. Brainstorming with peers about business in general, each of us telling our story and sharing ideas, is exactly what a business owner or leader needs. With this type of format especially, we were able to get to know each other. Consequently, we were able to share closely held thoughts and concepts that we wouldn’t otherwise in a large conference atmosphere.

“The CEO Roundtable discussion facilitated by ISFA was a unique experience to engage with industry experts from around the country and around the world,” agreed Jessica McNaughton. “The wealth of knowledge and expertise was incredible. We covered topics from marketing to HR to driving sales and addressing industry change. The small group size allows you to make true relationships, and ultimately, partnerships with industry peers and businesses. My company will certainly see

direct bottom-line benefits based on my experience at this event. I look forward to attending another.”

Probably like most of the attendees, it was difficult to find the time to participate in the event because of all of the pressing day-to-day duties we are all faced with. However, I really enjoyed the CEO Roundtable, and I realize that it was a great investment. I wouldn’t want to miss another one. I think it was summed up pretty well by Joanna Duggan, when she said, “It's is still the most

ISFANews


important thing to meet with your peers and exchange thoughts and ideas."

I came out of the discussions inspired and motivated, with some new ideas and some good friends. I’m sure the others would agree. Thanks again, John Vatis, for opening your doors and sharing your time and facilities with us all."

New 2nd Generation Roundtable (Gen2) Event Date Announced

The Second Generation Roundtable event that was hosted by ILSD in March completely sold out, and as we promised, we have added a second opportunity to attend this event to our upcoming calendar. The second session is now slated for Sept. 23 to 24 in Millstadt, Ill., just outside of St. Louis.

The event is for businesses that are going through a transition in management and/or ownership to offspring of the previous owners or someone else taking over the company. This offering is designed to help owners and owners-to-be understand the different perspectives of first- and second-generation individuals, plus avoid the potential pitfalls when transitioning from a first- to a second-generation business.

For more information or to register, visit the ISFA website at www.ISFAnow.org, or contact ISFA at (412) 487-3207 or by email at [email protected].

The Total Fabrication Training (TFT) Programs are among ISFA’s flagship programs that are highly sought after by fabricators. Currently available for either solid surface or quartz/stone fabrication training, they are the most comprehensive training programs available for the decorative surfaces industry and are endorsed by leading manufacturers of surfacing products. The classes represent an opportunity for fabricators to send new employees to be trained or to pick up an entirely new skill set for their businesses.

In either the solid surface or quartz/stone version of Total Fabrication Training, basic hands-on fabrication training and instruction are provided. In two and a half days students are taught fundamental and advanced concepts in the entire fabrication and installation process. Topics covered are safety, product knowledge, productivity concepts, templating, seaming, cutouts, bowl mounting processes, edge treatments, basic repairs, backsplashes, finishing, quality control and inspection, installation and support systems.

ISFA offers TFT Solid Surface classes through our associate member SurfaceLink at its facility in Chantilly, Va., near Washington, D.C. Our TFT Quartz/Stone is provided through another associate member, Alpha Professional Tools. Alpha Tools has offered its two facilities in Las Vegas and Oakland, N.J. for this valuable training.

ISFA also recognizes not everyone will be able to leave their business to attend a TFT; therefore, we have expanded the options for this offering to include training at a local facility of their choosing. This level of training allows a fabricator to choose his or her shop or a facility in close proximity and receive the same level of training they would receive at ISFA’s established training centers.

Remaining 2015 class dates are as follows:

Total Fabricator Training – Quartz/Stone Hosted by Alpha Tools Oakland, N.J. July 27-29 Las Vegas Oct. 5-7

ISFA Total Fabrication Training – Solid Surface Chantilly, Va. Sept. 15-17

To register or obtain information on cost, logistics and other criteria for a TFT, please go on our website www.isfanow.org and click on the Total Fabrication Training tile at the bottom of the home page. You can also register for these training classes on the site.

Additionally, you can register for the Solid Surface training class by filling out and submitting the forms on Page 37 of this magazine, or email [email protected] or call (412) 487-3207 for more information.

Total Fabrication Training Programs

ISFA recognizes a lot has changed in the world of solid surface. Specifically, the market growth has shifted from a focus in residential and evolved into a product that has gained popularity in the commercial segments. In order to accommodate this evolution, ISFA has created a course that will help fabricators understand how to adapt their business toward commercial opportunities, optimize their operations and capitalize on commercial projects in the most profitable manner.

In this course attendees will learn:

• What it takes to compete in commercial markets

• What special considerations to expect from various commercial sub-segments• Manufacturing principles and process methods to control costs and compete profitably• How to create a functional shop layout and process flow diagram• A valuable program to target and win commercial businessFor those attendees who are currently expanding their facility or moving to a new location, this course is for you! If you bring an existing floor plan, list of major pieces of equipment and list of the products you fabricate, you can sit with the

ISFA instructor and create a shop layout design

that’s right for you!

The first session will be conducted this Aug. 6 to

7 at Colt Industries in St. Louis, Mo.

Specific information can be found on the ISFA website, www.isfanow.org. If interested in this event or you would like to conduct an event in your area, contact the ISFA office at (412) 487-3207 or email at [email protected].

Sponsored by Colt Industries

Effective Commercial Business for Solid Surface


Additional Information:Please email this completed form to [email protected] or fax to (412) 487-3269.

Call the ISFA office at (412) 487-3207 or email [email protected] for more information.

Training Provided by ISFA Member:

Total Fabrication Training (Solid Surface)2015 Class Reservation FormMain: (412) 487-2107 • Fax: (412) 487-3269 • www.isfanow.org • 2400 Wildwood Road, Gibsonia, PA 15044

Course InformationTotal Fabrication Training combines basic hands-on fabrication training with advanced concepts, such as safety, product knowledge, basic productivity concepts, templating, seaming, cutouts, bowl-mounting processes, edge treatments, basic repairs, thermoforming, inlays, backsplashes, finishing, quality control and inspection, installation and support systems. The three-day course is the most comprehensive training program available for the solid surface industry and is endorsed by leading manufacturers of solid surface products. Fill out the information below to reserve your spot and attend this industrywide accepted training program.

Personal InformationName: ______________________________________________________________ Title: __________________________________________________________________

Company: __________________________________________________________________________________________________________________________________

Full Address: ________________________________________________________________________________________________________________________________

Phone: ___________________________________ Fax: _______________________________________ Email: _______________________________________________

Total Fabrication Training DatesPlease select the training class you will be attending:

Held in Chantilly, Va. q Sept. 15-17, 2015

Method of Payment:

q Check (include copy with form)

q American Express

q Visa

q MasterCard

q Discover

Card Number: ______________________________________________________

Expiration: ______________________________CVC Code: ________________

Name on card: _____________________________________________________

Billing address: _____________________________________________________

All Students Attending:

Full Name: _______________________________________________________

Full Name: _______________________________________________________

Full Name: _______________________________________________________

Full Name: _______________________________________________________

Pricing:

Member pricing: . . . . . . . . . . . $995 x ____ students = $ _______________

Nonmember pricing: . . . . . . . . $1,395 x ____ students = $ _______________

Observer pricing:. . . . . . . . . . . $500 x ____ students = $ _______________

Send One Additional Employee Participant for Half Price!

q If you are not a member, check this box to sign up for membership today! For the same price as a nonmember seat to this class, you also get a full year’s worth of membership and can save on additional attendees!

Surface Link 4200 Lafayette Center Dr. Suite R Chantilly, VA 20151-1239


ISFA Annual Awards — Call for NomineesISFA is calling on all members to nominate the individuals, companies, products and projects for this year’s Annual ISFA Awards. The due date is Aug. 3, 2015. Nominations may be submitted via email, phone, fax or in writing by any ISFA member in good standing. Ballots will then be sent to determine the following:

■ The Fabricator of the Year award is presented to an individual of a fabricator member company that in the past year has best exemplified the ISFA ideals of quality, innovation, character and exemplary service to ISFA and/or the decorative surface industry, with overall excellence.

■ The Associate of the Year award is given to an Associate Member company or individual that in the past year has best exemplified the role of servicing the needs of fabricator member companies, and who has best supported ISFA in all activities.

■ The Hall of Fame award is earned by the individual who has, in the course of his/her career, made significant contributions to the decorative surfacing industry, and has demonstrated leadership and commitment to the ideals of ISFA.

■ The Innovator award is for the fabricator member firm or individual who goes outside the box and creates a product or system that enhances the life of the decorative surface fabricator.

■ The Envision award is given to the manufacturing member that excels in creating something imaginative and special for the decorative surfacing industry.

Presentations to the winners will be made at the Annual Meeting & Conference in Austin, Texas. We’re looking forward to finding out about the great things our members have been working on!

ISFA Board of DirectorsMell Hill President Duracite Custom Countertops 2100 Huntington Blvd. Fairfield, CA 94533 Phone: (707) 290-6386 [email protected] www.duracite.comDave Paxton Immediate Past President Paxton Countertops and Showers PO Box 174 Grand Ledge, MI 48837 Phone: (517) 719-0146 paxtoncountertops@ yahoo.comAdam Albee Vice President Lincoln Laminating 5010 Rentworth Dr. Lincoln, NE 68516 Phone: (402) 434-6009 [email protected] www.lincolnlaminating.com

Ryan Miller Secretary VT Stone Surfaces 1000 Industrial Park Holstein, IA 51025 Phone: (712) 368-4381, ext. 236 [email protected] www.vtstonesurfaces.comErica Hussey Treasurer JCW Countertops 3 Aberjona Dr. Woburn, MA 01801 Phone: (781) 935-1907 ericamaria@jcwcounter tops.com. www.jcwcountertops.comMike Langenderfer Director (and past president) The Countertop Shop 10406 Geiser Rd. Holland, OH 43528 (419) 868-9101 [email protected] www.countertopshop.net

Mike Woods Director Creative Countertop Solutions 919 4th Ave. S. Nashville, TN 37210 (615) 915-0718 [email protected] www.creativecounter solutions.comKate Dillenburg Director Bisley Fabrication 700 Industrial St. Gresham, WI 54128 Phone: (715) 787-4410 [email protected] www.bisfab.comJohn Hansen Associate Member Representative Kohler 3721 Armstrong Dr. Ste. 2B Bloomington, IL 61704 Phone: (920) 207-7701 [email protected] www.kohler.comJessica McNaughton Associate Member Representative CaraGreen 109A Brewer Ln. Carrboro, NC 27607 Phone: (919) 929-3009 [email protected] www.caragreen.com

Main Office 2400 Wildwood Rd. Gibsonia, PA 15044 (412) 487-3207 • Fax: (412) 487-3269 www.isfanow.orgExecutive Director Keith Haight (412) 487-3207 [email protected]

Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 [email protected] Representative Paul Wisnefski (262) 498-4184 [email protected]

Coordinator Carol Wilhite (412) 487-3207 [email protected] Advocate Joanna Duggan [email protected] Project Manager Chris Pappenfort [email protected]

ISFA Contacts

ISFANewsISFA Marketplace GrowsLast September ISFA launched the ISFA Marketplace which offers members fantastic discounts on goods and services from FedEx, Staples and W.W. Grainger. You can find information on this program on the ISFA website. Since launching the program, some ISFA Associate Members have also expressed interest in providing deals for members and are on board with their offers. Both Specialtytools.com (10 percent off any order) and GranQuartz are now also taking part in the program, with other companies to follow.

Please contact the ISFA office at (412) 487-3207 or [email protected] for more information on out how to take advantage of these discounts.

MARKETPLACE

•ISFA •


ISFA 2015 Annual Meeting to Include Expert ConferenceBusiness Improvement and Networking with the Best in a Luxury Atmosphere

Andrea Chapman, president of Suitable Solutions, and Sage 100 Contractor-certified Consultant.

Ed Hill, owner of Synchronus Solutions, LLC, and co-owner of Cabinet Creations.

The Annual Meeting is slated for Nov. 4 to 6, 2015, in the luxurious Four Seasons Hotel in downtown Austin, Texas — often referred to as the live music capital of the world and known for its scenic night life and fabulous food offerings. This year, in addition to the ISFA Annual Member Meeting, you have the opportunity to increase your value by registering for the annual conference. Attendee space for the full two-day event is limited, so don’t wait!

We’re excited to have two of the greatest minds in the surfacing industry together for a day at the ISFA annual conference this year — Andrea Chapman and Ed Hill. Chapman is president of Suitable Solutions and a Sage 100 Contractor-certified Consultant. Hill is owner of Synchronous Solutions, LLC, and co-owner of Cabinet Creations. They both have firsthand experience in owning and operating countertop businesses and have proven track records of helping business owners achieve profits in their own businesses. You will have the opportunity to collaborate with them and other business owners to find new ways to build your bottom line. This is a unique opportunity for you to acquire knowledge and successful techniques that have taken years to develop.

This two-day event will provide you with an opportunity to learn and network with the greatest minds in the business, with the focus of finding the most profitable parts of your business and then learning how to capitalize on them.

With your full registration you will enjoy the following:• Two nights’ accommodations at the Four Seasons (Thursday, Nov. 4 and Friday, Nov. 5)• Kickoff Reception with food, drink and live music • A full day of discussion groups with industry experts • Vendor/Sponsor meet and greet• ISFA Annual Meeting and Lunch • Group dinner with your industry peers

Here is what other fabricators are saying about these experts:

“Andrea has been a key factor in the success of her business and has taken process software to a whole new level. I have worked closely with her since the spring of 2004 and cannot imagine where I would be without her guidance and amazing software.” G. Smith, owner of Down East Fabrications, Inc.

“Ed Hill’s methods of analysis, education, implementation and follow-through were exceptional. Working with Ed was rewarding for everyone on our team. Together we significantly improved manufacturing flow and predictability, customer experience and ultimately the bottom-line results of the business.” D. Connor, general manager at Cumar, Inc.

AGENDANov. 4, 2015 6 to 10 p.m. – Cocktail Reception & Live Music Catch up with some old friends and build your network on opening night. You’ll enjoy hors d’oeuvres, live music and an open bar.

Nov. 5, 2015 8 a.m. – Opening Remarks ISFA President Mell Hill will welcome attendees to the event, followed by a short presentation from the presenting sponsor of the event — Cosentino.

8:20 to 11:20 – Discussion Group 1 Expert roundtable discussions will be broken out into two groups, one headed by each expert, allowing for more intimate and direct interaction with each speaker.

11:20 a.m. to Noon – Vendor/Sponsor Meet & Greet Get a chance to visit with the various sponsors of the conference, who will have tabletop displays and opportunities to meet with individual fabricators or small groups.

Noon to 1:30 p.m. – Annual Member Meeting Luncheon (open to all ISFA Members in good standing at no cost) Yearly ISFA business will be conducted; a discussion of current and upcoming ISFA programs will be given; members will have an opportunity for Q&A with the ISFA Board of Directors; the annual ISFA awards will be presented; and the newly elected 2016 ISFA Board of Directors will be announced. This discussion will be followed immediately by a gourmet lunch.

1:30 to 4:30 p.m. – Discussion Group 2 Expert roundtable discussions will be broken out into two groups for intimate and direct interaction with each speaker. Each of these groups will once again be headed by one of the experts, allowing for each attendee to meet with the expert he or she did not meet with in the first discussion group.

4:30 to 5:15 p.m. – Vendor/Sponsor Meet & Greet Attendees will get a second chance to visit with the various sponsors of the conference at their tabletop displays for second opportunities to meet with individual fabricators or small groups.

5:15 to 5:30 p.m. – Closing Remarks A few remarks will be made by the ISFA president and/or executive director, followed by dismissal and directions to the Networking Dinner.

The cost for attending the full two-day event, which includes two nights’ accommodations in the Four Seasons Hotel, the cocktail reception on Day 1, lunch and dinner on Day 2 and all of the networking and learning sessions is $550 per person. A second ticket for someone sharing a hotel room with a full-price ticket holder (or not staying at the hotel) is $275.

No cost for ISFA Members in good standing to attend the Annual Member Meeting Luncheon only.Those wishing to attend can sign up online at www.ISFAnow.org, or contact the ISFA office at (412) 487-3207 or [email protected].

Special Thanks to Our Sponsors:

ISFANews

Hurry! The ISFA room block at the Four Seasons is filling up quickly — sign up now or you will have to stay at a secondary hotel (with complimentary shuttle) or pay full cost for rooms at the Four Seasons.


Specialty Surfaces Fabricators, Manufacturers and Experts

Membership ApplicationMain: (412) 487-3207 • Fax: (412) 487-3269 • www.ISFANow.org

Renewal Instructions: To renew your membership with ISFA, simply fill out the Personal Information section, and Payment Method and that’s it! Fax it back to (412) 487-3269 and we’ll do the rest. Please allow 2-4 weeks for your membership renewal packet to be delivered. New Member Instructions: For Surfacing Experts wanting to become a new member, please fill out the entire form. Membership in ISFA is the industry endorsement of high quality. This endorsement cannot be purchased for the price of membership, but must be established by the company and upheld by each member of the organization. Fax this form back to (412) 487-3269 and we’ll do the rest. Your new membership packet will be in the mail shortly. Please allow 2-4 weeks for delivery.



I Am: q Renewing My ISFA Membership q Applying to Become a New Member


Method of Payment

q I am faxing a copy of the check along with this form. (required if paying by check)

Card Type: q Visa q Mastercard q American Express q Discover

Card Number: Print Name on Card:

Expiration Date: Official Signature: If paying by check, fax copy along with this order form. You can also mail this form to: ISFA, 2400 Wildwood Road, Gibsonia, PA 15044.

New Member Information

Type of Membership: (please select one)

ISFA Membership: $400 — Any Specialty Surfaces company that has been in business at least two years and carries appropriate liability insurance. Subscriber Membership: $400 — Applicant companies which meet all other qualifications, but have been in business for less than two years shall be eligible for Subscriber Membership in the Association.

Branch Membership: $200 — Branch Membership is available to companies having more than one location. Each location must fill out separate membership applications. Branch Membership annual dues are one-half that of the headquarters location. Each location wlll be treated as a separate member in all respects, except only headquarter locations may vote in general elections.

q

q

q

Sponsorship Information: In order to become a member of ISFA, you need to provide information regarding an ISFA member or company willing to sponsor you. If you do not know what to put in this section, just leave it blank. We will help you with this.

Sponsor Company:

Contact Person: Telephone: Trade Reference: (Please provide a trade reference, generally your distributor of solid surface.) Trade Reference:

Contact Person: Telephone:

Proof of Insurance: A copy of your certificate of liability insurance must be attached to or faxed with this form to process this application.Code of Ethics (please sign below)

Each member of the International Surface Fabricators Association agrees to observe high standards of honesty, integrity and responsibility in the conduct of their business. By adhering strictly to the highest quality standards of fabrication, manufacturing and installation. By promoting only those products and services that are proven quality and value. By writing contracts and warranties that are clear, honest and fair to all parties involved. By honoring all contractual obligations in a reasonably prompt manner. By quickly acting on and attempting to resolve all customer complaints, and in situations where complaints appear unreasonable and persistent, by encouraging the customer to initiate and approach third-party dispute settlement mechanisms. By being fiscally responsible and honoring all legitimate financial obligations. By maintaining all required licenses and insurances.I,_______________________________, do hereby certify that the foregoing is true and correct to the best of my knowledge, and do agree to abide by the Code of Ethics of the International Surface Fabricators Association for as long as I hold an active membership therein.


Fabricator DirectoryCompanies in blue are Certified Professionals. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.

ALABAMASurface One 2421 Hwy. 11Pelham, AL 35124205-621-1125www.surface1.com

ALASKAAlaskan Counter Fitters607 Old Steese Hwy. Ste. BPMB 354 Fairbanks, AK 99701907-455-0247

Bicknell Inc.PO Box 33517Juneau, AK 99801907-789-5727www.bicknellinc.com

Cook Inlet Housing Authority 3510 Spenard Rd. Anchorage, AK 99503907-793-3047www.cookinlethousing.org

Mountain Tops LTD 6605 Arctic Spur Rd. Anchorage, AK 99518907-272-8107www.mountaintops.net

North Coast Countertops7720 Hacienda Dr.Anchorage, AK 99507907-727-6419

Panco Inc. PO Box 210 Talkeetna, AK 99676907-733-6600

ARIZONAKitchen Bath & Beyond Specializing In Solid Surface 1440 CoronaFt. Mojave, AZ 86426928-788-1000

CALIFORNIA AZ Countertops Inc.1560 Harris Ct.1445 S. Hudson Ave.Ontario, CA 91761909-983-5386www.azcountertopsinc.com

Design Fabrication Inc.100 Bosstick Blvd.San Marco, CA 92069760-727-1800www.designfabrication.com

Duracite2100 Huntington Dr. Fairfield, CA 94533707-402-1600www.duracite.com

Finishing Touch Millwork1280 Activity Dr. Ste. DVista, CA 92081858-382-9143www.ftmillwork.com

Fischer Tile & Marble1800 23rd St.Sacramento, CA 95816916-452-1426www.fischertile.com

Humboldt Countertops70 W. 4th St.Eureka CA 95501707-442-5918www.humtop.com

Integra Cabinets & Millwork249 W. Baywood #BOrange, CA 92865714-283-2890www.integracmw.com

Marble Expressions1573 Seminole St.San Marcos, CA 92708760-471-8737www.marbleexpressions.com

Mio Metals400 Western Ave.Petaluma, CA 94952888-530-7630www.miometals.com

Southwest Carpenters Training Fund533 S. Fremont Ave. #401Los Angeles, CA 90071213-739-9343

The Countertop Factory12349 Telegraph Rd.Santa Fe Springs, CA 90670562-944-2450 www.thecountertopfactory.net

Visalia Ceramic Tile917 N. American St.Visalia, CA 93291 559-651-2925

COLORADOAAFES Ft. Carson FMO1510 Chiles Ave.Ft. Carson, CO 80913719-291-9206

DMS1620 Paonia St.Colorado Springs, CO 80915719-574-1250 www.dmscustom.com

CONNECTICUTPorta Door Co. Inc.65 Cogwheel Ln.Seymour, CT 06401203-888-6191www.portadoor.com

DELAWARETroy Granite Inc.711 Interchange Blvd.Newark, DE 19711302-292-1750www.troygranite.com

FLORIDABeverin Solid Surface1108 Palmetto Ave.Lehigh Acres, FL 33972239-368-9444www.beverin.com

Florida Custom Surfaces, div. of FDR Contractors Inc.4362 S.W. Port WayPalm City, FL 34990772-781-5517 www.floridacustomsurfaces.com

Natural Stone Motif Inc.870 Sunshine Ln.Altamonte Springs, FL 32714407-774-0676www.naturalstonemotif.com

Refresh Interiors Design4641 Lown St.St. Petersburg, FL 33714727-527-0206www.refreshinteriorsdesign.comSimmons Solid Surface LLC3428 Bartee Rd.Sebring, FL 33870863-381-3965http://cabinetrysebring.com/

Sterling Mfg. 8293 Consumer CircleSarasota, FL 34240941-955-8787www.sterlingmfg.com

Surface Crafters 711 Commercial Dr.Holly Hill, FL 32117386-253-0826www.surface-crafters.com

GEORGIA Atlanta Kitchen Inc.196 Rio CircleDecatur, GA 30030404-378-3220www.atlanta-kitchen.com

Counter Fitters LLC1026 Lynes Ave.Savannah, GA 31415912-231-0103www.counterfitterssav.com

Countersync 2014 Westside Ct.Augusta, GA 30907706-828-7544www.countersync.net

Craftmark Solid Surfaces Inc. 2772 Simpson CircleNorcross, GA 30071770-242-8469craftmarkcountertops.com

Lovell Construction, Inc.21880 Bradbury Rd. Grantville, GA 30220 770-253-0383

Oldcastle Surfaces Inc.1400 W. Marietta St.Atlanta, GA 30318404-355-3108www.oldcastlesurfaces.comStone Center1325 Oakbrook Dr. Ste. CNorcross, GA 30093770-446-5155www.stonecenteratlanta.com

Top South830 Pickens Industrial Dr.Marietta, GA 30062770-422-4009www.topsouth.com

HAWAII Honolulu Tile & Marble Inc.1602-B Auiki St.Honolulu, HI 96819808-845-3775

Solid Surface Technologies360 Mokauea St.Honolulu, HI 96819808-845-8677www.ssthawaii.com

IDAHOKetchum Kustom Woodworks114 Lewis St. #3 & #4Ketchum, ID 83340208-726-1905www.ketchumkustom woodworks.com

ILLINOIS Custom Marble Inc.PO Box 306Millstadt, IL 62260618-476-1345www.custommarble.net

Dirk Foster802 S. 26th St.Mt. Vernon, IL 62864206-898-8163Knapp Tile and Flooring105 S. MainEureka, IL 61530309-467-9700www.knapptileandflooring.com


Maxwell Counters, Inc.PO Box 234 Farmer City, IL 61842 309-928-2848

New Age Surfaces1237 Naperville Dr.Romeoville, IL 60446630-226-0011

Pierce Laminated Products Inc.2430 N. Court St.Rockford, IL 61103815-968-9651www.piercelaminated.com

Solid Surface Creations Inc.403 S. SycamoreVilla Grove, IL 61956217-832-8207www.ssctops.com

Sprovieri’s Custom Cabinets55 Laura Dr.Addison, IL 60101630-917-4690www.sprovieris.com

Stalwart Systems7797 N. Caldwell Ave.Niles, IL 60714847-972-1193www.stalwartsystemsusa.com

Stevens Industries Inc.704 W. Main St.Teutopolis, IL 62427217-857-7100www.stevensind.com

Ultimate Stone Inc.1445 Tonne Rd.Elk Grove Village, IL 60007847-437-8662www.ultimatestone.net

INDIANAA. I. A. Countertops LLC 501 W. Railroad Ave.Syracuse, IN 46567574-457-2018www.aiacountertops.com

Bollock Industries Inc.900 Farabee Ct.Lafayette, IN 47905765-448-6000www.bollockstoptops.com

Countertop Pros5901 S. Range Rd.North Judson, IN 46366574-896-6013

Hard Surface Fabrications, Inc./Kormax810 S. Beiger St.Mishawaka, IN 46544574-259-4843

Laminated Tops of Central Indiana Inc.711 E. Dillman Rd. Bloomington, IN 47401812-824-6299www.rakesolutions.com

M & W Countertops Inc.11934 Witmer Rd.Grabill, IN 46741260-627-3636www.mwcountertops.com

Michiana Laminated Products Inc. 7130 N. 050 E.Howe, IN 46746260-562-2871www.michianalaminated.com

IOWACustom Countertops & More1801 E. Oak St.Algona, IA 50511515-295-4835

Granite Custom Design2369 Heinz Rd. Unit #JIowa City, IA 52240888-452-0714 www.granitecustomdesign.com

Solid Fabrications Inc. 2515 Murray St.Sioux City, IA 51111712-255-5319www.solidfab.com

Surface Solutions Inc.323 La Porte Rd.Waterloo, IA 50702319-287-5056www.surfacesolutionsia.com

VT Industries1000 Industrial ParkHolstein, IA 51025712-368-4381www.vtindustries.com

KANSASCountertop Shoppe5855 S.W. 21st St.Topeka, KS 66604785-271-8675www.mycountertopshoppe.com

Fisher Lumber Co., Inc.PO Box 355Garden Plain, KS 67050316-531-2295

Mid-America Kitchens & Baths1105 N. IndustrialMarion, KS 66861620-382-3390 www.midamericamarble products.com

Parman Brothers LTD PO Box 7Johnson, KS 67855620-492-6882 www.parmanbrothersltd.com

Top Master Inc.2844 Roe Ln.Kansas City, KS 66103913-492-3030www.top-master.com

KENTUCKY Surfaces Unlimited Inc.1272 Hwy. 490East Bernstadt, KY 40729606-843-6891www.surfaces-unlimited.com

LOUISIANA Dan Solid Surfaces2020 Dallas Dr.Baton Rouge, LA 70806225-216-3900www.dansolidsurface.com

MAINE Bangor Wholesale355 Target Industrial CircleBangor, ME 04401207-945-5928 www.bangorwholesalelaminates.comMaine Marble & Granite1312 Portland Rd.Arundel, ME 04046207-351-5733www.thomasandlord.com

Shad’s Custom Countertops Inc.11 Collins Pond Rd.Windham, ME 04062207-893-3445www.getshad.com

MARYLANDCarefree Kitchens Inc.2910 Strickland St.Baltimore, MD 21223410-233-4900www.carefreeindustries.com

SolidTops LLC505 South St.Easton, MD 21601410-819-0770www.solidtops.com

MASSACHUSETTS Jack’s Custom Woodworking/ JCW Countertops 3 Aberjona Dr.Woburn, MA 01801781-935-1907www.jcwcountertops.com

PADCO Countertop Co.5 Springdale Ave.Canton, MA 02021781-828-1177www.padcocountertop.com

Sterling Surfaces76 Leominster Rd.Sterling, MA 01564978-422-3321www.sterlingsurfaces.com

Sterling-Miller Designs Inc.1079 N. Montello St.Brockton, MA 02301508-894-6999www.sterlingmillerdesigns.com

TWD Surfaces75 Hale St.Bridgewater, MA 02324508-279-2650www.twdsurfaces.com

MICHIGANBlasius Inc.7343 Buell Rd. Vassar, MI 48768989-871-5000www.blasiusinc.com

Innovative Surface Works12855 Fairlane St.Livonia, MI 48150734-261-3010www.innovativesurfaceworks.com

Marbelite Corp.22500 Heslip Dr.Novi, MI 48375248-348-1900www.marbelitecorp.comMarble & Granite, Inc.270 University Ave.Westwood, MA 02090781-407-9560www.marbleandgranite.com

Paxton CountertopsPO Box 174Grand Ledge, MI 48837517-719-0146

Solid Surfaces Unlimited Inc.6689 Sterling Dr. S.Sterling Heights, MI 48312586-274-9668 www.ssunlimited.net

MINNESOTA Innovative Surfaces Inc.515 Spiral Blvd.Hastings, MN 55033651-437-1004

The Pinske Edge119 Main St.Plato, MN 55370320-238-2196www.pinske-edge.com

MISSISSIPPI Alexander Counterwrights903 Ingalls Ave.Pascagoula, MS 39567228-938-6484www.alexandercounterwrights.com

Fabricator DirectoryCompanies in blue are Certified Professionals. For more information on the ISFA Certified Professional Program, visit ISFAnow.org/certified-pro.html.


Fabricator Directory

MISSOURI Surface Menders32 Clipper Ln.Kimberling City, MO 65686417-598-2390 www.surfacemend.com

MONTANA Jim ShrevePO Box 721 Florence, MT 59833 406-880-3566

VanSetten Walker Construction Co. 821 1st Ave. N.W.Great Falls, MT 59404406-570-5283

WoodCo LLC PO Box 30254Billings, MT 59107406-259-5177 www.woodcollc.com

NEBRASKA Best Quality Countertops4340 S. 90th St.Omaha, NE 68127 402-670-6338

Builders Warehouse4600 N. Second Ave.Kearney, NE 68845308-627-6702

Lincoln Laminating Inc. 5010 Rentworth Dr.Lincoln, NE 68516 402-434-6009

NEVADAB & C Cabinets & Millwork Inc.5241 Metric WayCarson City, NV 89706775-322-6000

Carpenters Int’l. Training Fund 6801 Placid St.Las Vegas, NV 89119702-938-1111

The Countertop Shop, LLC301B Sunpac Ct.Henderson, NV 89011702-839-2224www.thecountertopshopllc.biz

NEW JERSEY J. Dougherty & Son/ JDS Supply 337 N. Main St.Glassboro, NJ 08028856-881-5444www.JDSsupply.comJ&M Granite Design LLC558 Englishtown Rd.Monroe, NJ 08831908-267-4331www.jmgranitenj.com

Marvic Corp.2450 Lorio St.Union, NJ 07083908-686-4340www.countertopsofnj.com

Solid Surface Designs Inc.1651 Sherman Ave.Pennsauken, NJ 08110856-910-7720www.ssdtops.com

Spaulding Fabricators Inc.1136 Industrial Pkwy.Brick, NJ 08724732-840-4433www.spauldingfabricators.com

NEW MEXICOAmerican Countertops8013 Edith N.E.Albuquerque, NM 87113505-897-3141Franken Construction Co.1201 Tilden Ave.Las Vegas, NM 87701www.frankenconstruction.com

Jaynes Structures2906 Broadway N.E.Albuquerque, NM 87107505-344-8589www.jaynescorp.com

OGB Architectural Millwork3711 Paseo del NorteAlbuquerque, NM 87113505-998-0000www.ogb-am.comPieper Construction2420 N. White Sands Blvd.Alamogordo, NM 88310575-437-2262www.pieperconstruction.comRojo Enterprises LLCPO Box 429Roswell, NM 88202505-626-3553

NEW YORKBusch Products Inc.110 Baker St.Syracuse, NY 13206315-474-8422www.buschproducts.comDistinctive Granite331 Dante Ct. Ste. CHolbrook, NY 117411631-737-3337www.distinctivegraniteny.comEvans & Paul LLC140 DuPont St.Plainview, NY 11803516-576-0800www.evansandpaul.comMarker Systems Inc.940 River Rd.North Tonawanda, NY 14120716-695-1102

Modern Home DistributingPO Box 395Nunda, NY 14517585-468-2523

Penn Fabricators Inc.100 Bellport Ave.Yaphank, NY 11980631-205-0282www.penn4corian.com

Unico Special Products Inc.25 Renwick St.Newburgh, NY 12550845-562-9255www.unicospecialproducts.com

Wilbedone Inc.1133 NYS Rte. 222Cortland, NY 13045800-734-8813www.wilbedone.com

NORTH CAROLINA Carolina Counters13570 Broadway Ave.Midland, NC 28107704-888-4010www.carolinacounters.com

Johnson Granite Inc.PO Box 511589 Hiatt Rd.Mount Airy, NC 27030336-719-2729

Merge Design Co.3001-103 Spring Forest Rd.Raleigh, NC 27616919-790-1749www.mergedesignco.com

Premier Plus Inc.165 Wildwood Ave.Hamlet, NC 28345910-995-5615www.premierplusinc.net

OHIOBertke Countertops9355 Amsterdam Rd.Anna, OH 45302937-538-7024

Cabinets 2 Countertops7142 Frank Ave. N.W.N. Canton, OH 44720330-244-0221www.cabinets2countertops.com

Cutting Edge Countertops Inc.1300 Flagship Dr.Perrysburg, OH 43551419-873-9500www.cectops.com

Earth Anatomy Fabrication4092 Greenwich Rd.Norton, OH 44203740-244-5316www.earthanatomy.com

Granex Industries32400 Aurora Rd.Salon, OH 44139440-248-4915www.granexindustries.com

Kitchens by Rutenschroer950 Laidlaw Ave.Cincinnati, OH 45237513-251-8333www.kbrmfg.com

Korkan Granite4561 Crystal Pkwy.Kent, OH 44240330-677-1883www.korkangranite.comL. E. Smith Co.1030 E. Wilson St.Bryan, OH 43506888-537-6484www.lesmith.comLaminate Shop, Inc.PO Box 1218Marietta, OH 45750740-749-3536Solid Surfaces Plus4640 Manufacturing Rd.Cleveland, OH 44135216-267-7040www.solidsurfacesplus.com

The Countertop Shop LTD10406 Geiser Rd.Holland, OH 43528419-868-9101www.countertopshop.netTop Shelf Laminated Products400 Dietz Rd.Warren, OH 44483330-393-1289 Tower IndustriesPO Box 647Massillon, OH 44648330-837-2216www.towersurfaces.com

OKLAHOMA Hoffman Fixtures Co.6031 S. 129th St. Ste. BTulsa, OK 74134918-252-0451www.hfccountertops.com

OREGON Grifform Innovations Inc.PO Box 258Glide, OR 97443541-496-0313www.grifform.com

Precision Countertops Inc.PO Box 387Wilsonville, OR 97070503-692-6660www.precisioncountertops.com


PENNSYLVANIA A.S.S.T.805 W. Elm Ave.Hanover, PA 17331717-630-1251www.asst.com

Advanced Surfaces Inc.130 Plastics Rd.Corry, PA 16407814-663-0369

Blume’s Solid Surface Products904 Freeport Rd.Freeport, PA 16229724-294-3190www.blumes.net

Capital City Counters Inc.760 N. Front St.P.O. Box 7616Steelton, PA 17113717-939-2878www.capitalcitycounters.com

Chuck Sawyer4802 Au Sable Dr.Gibsonia, PA 15044724-612-9768

John Kramer’s Fabrications Inc.PO Box 41Bernville, PA 19506610-488-6213www.kramershowerbases.com

McGrory Inc.576 Rosedale Rd.Kennett Square, PA 19349610-444-1512www.mcgroryinc.com

Pence Countertops Inc.124 Ellis Woods Rd.Pottstown, PA 19465610-326-6609www.pencecountertops.com

RHODE ISLAND New England Counter TopPO Box FPawtucket, RI 02861508-761-7588

SOUTH CAROLINASolid Products109 Lazenby Dr.Ft. Mill, SC 29715704-236-9796www.solidproducts.biz

SOUTH DAKOTA Dakotaland Woodwork & Cabinets LLC 41181 179th St.Raymond, SD 57258605-532-4150

DFC-Dakota Fixture & Cabinet Co.45753 237th St.Madison, SD 57042605-256-3707www.soliddfc.com

Formatop Co.101 S. FranklinSioux Falls, SD 57103605-332-3151www.formatopcompany.comTom Rush109 Lazenby Dr.Ft. Mill, SC 29715704-236-9796www.solidproducts.bizTENNESSEE Alexander Brothers Tile & Marble Inc.1446 S. Cooper St. Ste. 101Memphis, TN 38114901-278-9626www.alexandermarbleandgranite.comCreative Countertop Solutions Inc.300 Peabody St.Nashville, TN 37210615-915-0718www.creativecountersolutions.comTEXASAlejandro Contreras6418 Harbor Mist Dr.Missouri City, TX 77459970-471-4393Classic Counter Tops2325 Executive Dr.Garland, TX 75041972-840-1234www.classiccountertopsinc.comCounterscapes, Inc.P.O. Box 82087Houston, TX 77282 903-581-5676

Countertop Solutions LLCP.O. Box 82087Houston, TX 77282713-204-0080

Gecko Solid Surface Solutions4630 Sinclair Rd.San Antonio, TX 78222210-227-3100www.geckosss.com

Southwestern Counter Tops & Millwork4100 Frankfort Ave.El Paso, TX 79903915-562-1116 [email protected]. Watson Inc.12902 Mula Ln.Stafford, TX 77477281-495-3664www.wrwatson.com

UTAHAlternative Surface250 E. 400 S.Vernal, UT 84078801-414-3512Quality Craft Wood WorksHC 60 Box 703Rocky Ridge, UT 84645435-623-1707

Utah Kitchen and Bath2098 E. 2250 N.Layton, UT 84040801-814-8847www.utahkitchenandbath.comVIRGINIA Metro Stone Works LLC9115 Digital Dr. Unit 12Manassas Park, VA 20111703-396-866www.metrostoneworks.comSurface Link Corp.4200 Lafayette Center Dr. Ste. AChantilly, VA 20151301-482-1717 www.surfacelinkcorp.com

TRINDCO1004 Obici Industrial Blvd.Suffolk, VA 23434757-539-0262www.trindco.comWASHINGTONFloForm Countertops22445 76th Ave. S.Kent, WA 98032253-639-4567www.floform.comMt. Rainer Marble LLC2606 Jackson Hwy.Chehalisi, WA 98523360-520-1844www.mtrainiermarble.comRD Wing11809 N.E. 116th St.Kirkland, WA 98034425-821-7222www.blimages.comSynsor Corp.1920 Merrill Creek Pkwy. Everett, WA 98203 425-322-9604WISCONSIN Bisley Fabrication Inc.700 Industrial St.Gresham, WI 54128715-787-4410www.bisfab.com

McDermott Top Shop LLC200 A Main St.Sullivan, WI 53178262-593-2456

Spectrum Surfaces Inc.812 Marquis WayGreen Bay, WI 54304920-337-6575

WYOMING Wyoming Building Supply Inc.2104 Fairgrounds Rd.Casper, WY 82604307-265-7935www.wyomingbuildingsupply.com

BARBADOSIn-Counter, Inc.27 Lodge TerraceSt. Michaels BB12001Barbados246-253-3440

CANADAColonial Countertops Ltd.609 Alpha St.Victoria, BC V8Z 1B2Canada250-383-1926http://colonialcountertops.com

Coni-Marble Mfg. Inc. PO Box 40 99 Harrison St. Thorndale, ON N0M 2P0Canada519-461-0100

FloForm Countertops125 Hamelin St.Winnipeg, MB R3T 3Z1 Canada204-474-2334www.floform.com

FloForm Countertops10-710 Cynthia St.Saskatoon, SK S7l 6A2Canada306-665-7733www.floform.com

FloForm Countertops7630 Yellowhead TrailEdmonton, AB T5B 1G3Canada780-474-7999www.floform.com

Granit Design77 IndustrielleStanstead, QC J0B 3E0Canada819-564-7111www.granitdesign.com

Summum Granit Inc460 Principale St.Saint-Sebastien, QC G0Y 1M0819-625-2333www.summumgranit.com

CHINAZhongdi Architecture & Art Solutions Co. Ltd.7 Qutangxia Road, Shinan DistrictQingdao, Shandong 266002China865-328-267-3659

FRANCECREA DiffusionZA Le Cheval BlancSolgne F-57420France38-764-6923www.crea-diffusion.com

Fabricator Directory


ITALYLegnopan SPA (Starkryl Solid Surface)Via Dell’Industria 13-15Piovene Rocchette, VI, 36013Italy39-0445-551500www.legnopan.comLEBANONRespond S.A.L.1st Floor Missirian Bldg. Beirut, Lebanon 90076 961-150-1414MEXICOINDEKOBoulevard de los Charros 1500Col. Belenes Ind. Nte.Zapopan, JaliscoMexico 45150 +52 3310287863www.indeko.com.mxVictor Coronado ServicesBoulevard Hacienda Galindo 116Villas del meson Juriquilla, 76230Mexico 52-4422342743RUSSIAAKRILIKA HOLDINGSvobody St., 29MoscowRussia 125362 +7(495)782-84-75http://akrilika.com/enARTCOR60th km. Ring Road Ste. 4AMoscowRussia+7-485-657-8578www.artcor.ruDECORA PROTuristskaya str., 23/1St.Petersburg, Russia+7(812)922-50-70www.decora.proSINGAPOREHarvest Building Products PTE LTD148 Tagore Ln.Singapore656-362-2608www.hbp.com.sgUNITED ARAB EMIRATESBond InteriorsP.O. Box 15758DubaiU.A.E.04 2711727, 06 5343222www.bondinteriors.comUNITED KINGDOMInterfab LTDUnit 9 Willersey Business ParkWillersey, Nr. Broadway Worcestershire WR12 7RRUnited Kingdom441-386-858100www.interfab.co.uk

Product News

LG Hausys Releases Three New HI-MACS Solid Surface Basins LG HI-MACS extended its offering by adding three solid surface basins to its standard bathroom collection. The slender top-mounted basins — squared, rectangular and circular shaped — are specially designed to sit on top of vanity units or customized top surfaces. Mix and match is a reality, especially for renovation projects where there is a desire to combine styles and materials for an eclectic space design. The solid surface characteristic and sleek design of these basins marry perfectly with other materials and surfaces: from concrete to wood, vintage tiles or any other surface. The acrylic basins are nonporous, stain-resistant and resistant to scratches and wear. The collection is available in the shades Alpine White and Nougat Cream. Circle RS#25 on page 49 or visit www.isfanow.org/info.

Samsung Announces Development of Two New Radianz Quartz Colors Samsung announced the addition of two new colors of Radianz quartz will soon be available: Venetian Bronze and Whistler Mocha Gray. These new selections will add extra dimension and depth to the company’s color choices, and give architects and designers increased flexibility.Circle RS#26 on page 49 or visit www.isfanow.org/info.

BLANCO Creates PRECIS Sink with Drainer and Integral DrainboardBLANCO introduced the BLANCO PRECIS Medium Single with Drainer featuring an integral drainboard for drying dishes or food prep. The new sink offers an angular design, durable SILGRANIT II surface and a unique wave-shaped integrated stainless grid that effectively doubles the drying area when the grid sits on the sink’s functional ledge. This reversible, dual-mount sink can be undermounted or installed as a top-mount, and its custom accessories, including drainer grid, colanders and cutting board, create a workstation right on top of the sink. Its compact size is also great for kitchens that are limited on space. The sinks are available in White, Biscuit, Biscotti, Café Brown, Truffle, Metallic Grey, Cinder and Anthracite. Custom-designed accessories, such as a stainless steel mesh colander, are included. An optional Beechwood cutting board fits on top of the sink. As an undermount, it fits 36-in. cabinets and as a drop-in it fits in a 27-in. cabinet. The sinks dimensions are 30¾ in. by 9¾ in. by 7½ in., are 80 percent solid granite and heat-resistant up to 536 F. They are also resistant to scratches, stains, acids and alkali solutions. Circle RS#27 on page 49 or visit www.isfanow.org/info.

Vetrazzo Models New Color on Coffee ThemeRecycled glass surface manufacturer, Vetrazzo added Coffee House surface color option to its product offering of environmentally friendly


countertops. Crafted from recycled glass content, it can be used anywhere natural stone is used, such as countertops, tabletops, hearths/fireplace surrounds and architectural cladding. Pulling its design inspiration from the intricate work of barista art, Coffee House is made from a blend of crushed, clear flint glass, infused with a mix of rich amber bottle shards that come from recycled jars, beer and wine bottles. To complete the look, the glass was infused in a coffee-tinged background color, displaying a rich color palette of browns and beiges.Circle RS#28 on page 49 or visit www.isfanow.org/info.

Gemstone Introduces Five New Sink ModelsGemstone introduced five new lavatory sink models. With more ramped sinks for healthcare, Gemstone sinks can be integrated with the backsplash in fabrication for a sleek design that reduces areas where water can sit and harbor

bacteria. With a cleaner look, more sizes to choose from, along with offset drains and universal designs, Gemstone has a model

or design that will fit any need. New models include the new universally designed 1711-UVO (with or without an integrated overflow) designed for 18-in. cabinets; 1416-V (pictured here) and 1518-V for hand-washing stations that can be installed with a flush backsplash; the 1513-VO ramp sink with rear overflow and the new 1814-EVO shallow rectangle sink with side overflow that complies with Europe’s ADA requirements.Circle RS#29 on page 49 or visit www.isfanow.org/info.

GranQuartz Offers New DS Blades, PadsGranQuartz now carries the Dongsin GMB Remover pads that are very aggressive metal bond/diamond/resin for fast and efficient material removal and long tool life. Suitable for granite, marble and engineered stone surfaces, they come in 60, 100 and 200

grits. The company also carries the Dongsin 4-in. Orion Pro Turbo blades. They allow for shaping full bullnose profiles and calibrating straight edges using Park Pro Edge or similar machines. They feature snail lock connection, are for wet use only and come in coarse, medium and fine styles.Circle RS#30 on page 49 or visit www.isfanow.org/info.

Product News






Centipede Portable Work System Launches in Retail Stores NationwideCentipede Tool, LLC launched the Centipede™ Portable Work System at thousands of retail stores throughout the United States. The Centipede™ Portable Work System is a portable saw stand and table base that features a heavy-duty yet lightweight expandable steel support frame that sets up in seconds without assembly

and folds down into a compact unit for easy transportation and storage. Constructed of multiple steel struts that rest directly between the load and ground, this portable work system supports an incredible amount of weight while keeping even the thinnest sheet materials from sagging. Each strut is moved in tandem with a series of steel cross bars flexible enough to absorb impacts and durable enough to ensure long-lasting smooth operation. The Centipede is available in two models: a 2- by 4-ft. support with a 1,500-lb. capacity that closes to 6 by 9 in. and weighs 12 lbs.; and an XL 4- by 8-ft.support with a 3,000-lb. capacity that closes to 9 by 14 in. and weighs 33 lbs. Replaceable polymer P-Tops provide a work surface that help to avoid contact between the cutting blade and steel strut and accommodate the use of the included Quick Clamps, designed to keep materials in place, and X-Cups, which conveniently accommodate standard 2x4s for drop-in setup. The ability to secure materials in multiple locations turns a two-person job into an easy task for one, saving time and money on the jobsite. Each kit comes in a convenient carry bag.

Lowe’s and Rockler are the first national retailers to carry the product in select stores, in addition to making them available for purchase on their websites. This initial product rollout will continue with additional locations stocking the new products nationwide, including most Home Depot stores. Circle RS#31 on page 49 or visit www.isfanow.org/info.

QuartzSource Develops Four New Marblesque ColorsQuartzSource, a company that imports

unbranded quartz surfacing by the container directly to fabricators, has developed four additional colors that mimic natural marbles, such as Statuary with gray veining and Calacatta with gold veining. However, the slabs not only book match on all four edges, but if ripped down the middle they can easily be vein matched for “L” and “U” shaped tops from the same slab. They come in jumbo sizes, offering great yields and help to increase profits. The new marble-like colors are Allaro, Basento Melito and Stilaro.Circle RS#32 on page 49 or visit www.isfanow.org/info.

Outwater Develops Color Changing Temperature Variable White LED LightingFrom warm white to cool white and all

shades in between, Outwater’s Color Changing Temperature (CCT) Variable White LED Lighting can be easily and precisely fine-tuned by means of a corresponding controller, not only to adjust its Kelvin color temperature (from 3,000 to 6,500K) and brightness (from 0 to 100 percent), but also to be fully compatible with existing lighting systems that are already in use. Engineered to uniformly backlight all translucent surfaces, the lighting has been integrated into the company’s 5/16-in.-thick, UL-approved Nova Sheet Backlighting System to produce consistently even illumination without undesirable scalloping or hot spots. Easy to install without any necessary installation depth, the low-voltage, energy-efficient Nova Sheet Backlighting System employs proprietary patented heat sink technology, which not only maximizes the LED’s life span and lumen output, but requires no maintenance, comes with a three-year warranty and can be manufactured to one’s specifications in most sizes and shapes to accommodate a vast array of lighting requirements. Outwater’s Nova Sheet Backlighting System is now also offered in an RGB format, enabling one to further customize any lighting application by generating any desired color. Circle RS#33 on page 49 or visit www.isfanow.org/info.



Product News

HOUZER Offers Quartztone Granite sinksHOUZER’s Quartztone granite sinks are formulated with 80 percent quartz and 20 percent high-grade acrylic. They are three times harder than natural granite and feature a 100 percent nonporous, sealed surface; a natural anti-bacterial hygienic protection system; are UV-stable and food-safe; and are easy to clean, reports the company. The sinks come in five forward-facing colors and styles.Circle RS#34 on page 49 or visit www.isfanow.org/info.

Formica Introduces 2015 Specialty Laminate CollectionFormica Corporation introduced the 2015 Specialty Laminate Collection: nine new additions to the DecoMetal® Metal Laminates line, and three new additions to the ColorCore2TM Solid Color Laminates line. The material is suitable for commercial vertical applications and include: Argent: a new warm toned mix between gold and aluminum (pictured here), and available in Plex, Craft and Brushed textures; Umbra, a new warm brown color, available in Plex, Craft and Brushed textures; Aluminum: a classic cool color, available in a Plex texture; and Bronzetoned, a brown with a hint of copper, available in Plex and Craft textures. Additionally, Plex and Craft are new DecoMetal textures for 2015. Plex is a texture that references metal mesh and textiles, and brings a unique new

visual and tactile effect to metal surfaces. Craft texture combines the organic feel of carved wood, with the high-tech color of modern metal. Both textures are matte.

The ColorCore2 TM range is aimed at providing versatile choices for a variety of commercial applications, without the brown lines typically associated with laminate. These laminate colors go all the way through, eliminating the look of a dark edge. With the core of the product coordinated to the decorative surface, it can be engraved, carved, routed and layered to create unique custom designs. The material is suitable for commercial horizontal and vertical applications, including casework, doors, tables and counters. The new additions to the ColorCore2TM Solid Color Laminates line include: Storm, a warm dark gray, available in Matte and Gloss finishes; Fossil, a neutral gray-green in a Matte finish; and Seed, a warm green blue-gray in a Matte finish. All of the new colors are GREENGUARD and GREENGUARD Gold certified for low chemical emissions.Circle RS#35 on page 49 or visit www.isfanow.org/info.

Rockler Adds Armor Line of Auto-adjust ClampsRockler Woodworking and Hardware launched a line of auto-adjust clamps and accessories from Armor Tools designed to reduce setup times and provide maximum clamping versatility. The Armor Auto-Pro line includes hold-down and in-line toggle clamps — including two models that secure in traditional workbench dog holes and in perforated worktables — as well as face clamps. All feature Armor’s patented auto-adjust technology, which maintains consistent clamping pressure without the need for recalibration when switching between workpieces of different thicknesses. Clamping pressure can be dialed in from 25 lbs. to as much as 550 lbs. (on some models) by turning an integrated adjustment screw — but once set, the pressure remains consistent regardless of workpiece thickness. On the toggle clamps, the clamping capacity can be fine-tuned by adjusting the clamp foot.

The Auto-Pro toggle clamps are suitable for use with jigs and shop fixtures, and they’re available in in-line styles, which deliver horizontal clamping pressure, and hold-down styles, which provide vertical holding. They come in different sizes, with a horizontal, angled or vertical mounting base to cover a full range of clamping applications. The

Auto-Pro Dog Clamps secure in ¾-in. dog holes and are available in either in-line or hold-down style. The hold-down version comes with a 7½-in. spiral dog peg that allows the clamp to extend up to 5½ in. above the surface. The in-line style has a 3½-in. adjustment range.Circle RS#36 on page 49 or visit www.isfanow.org/info.

Tenax Offers Quartz TonerTenax Quartz Toner works as both a stone color enhancer and a premium grade sealer. Designed to bring out a deep rich color in quartz and

engineered stone, it is suitable for both indoor and outdoor applications. It can also be used to match the edge of stone with the surface polish and may be applied on polished, flamed, rough, sanded, honed and brushed finishes. It can also be used to disguise small scratches and is UV-stable, so does not change color when exposed to sunlight. It is approved for food contact in compliance with European rule 90/128 EC, and one liter covers approximately 215 to 300 sq. ft.Circle RS#37 on page 49 or visit www.isfanow.org/info.

EcoDomo Introduces Leather CountertopsIn honor of its 10th anniversary, EcoDomo introduced leather countertops suitable for low-traffic areas such dressing rooms, closets, hutches and home offices. The countertops’ tactile surfaces have the same wear and tear resistance characteristics of all EcoDomo leathers. Pleasant to the touch and the eye, the leather countertops are made to measure within two to three weeks of ordering. They’re available standard in a 1- or 2-in. thickness and in a selection of five colors.Circle RS#38 on page 49 or visit www.isfanow.org/info.


Get Your Free Product Information Today: For more facts on products and services, please fill out all the information below and circle the product referral numbers that are found in the magazine. Product referral numbers can be found below each advertisement. Your request will be immediately forwarded to the proper manufacturer. You can submit this form via mail, fax, email ([email protected]) or visit us online at www.ISFAnow.org/info.

Free Product Information FormOr visit www.ISFANow.org/info to fill out our online form Main: (412) 487-3207 • Fax: (412) 487-3269 • www.ISFANow.org • 2400 Wildwood Road, Gibsonia, PA 15044

Volume 8 / Issue 3




What category best describes your business classification?q Fabricator q Manufacturer q Raw Materials Supplier q Woodworker/Cabinetmakerq Builder/Remodeler q Architect q Distributor/Manufacturer of Sheet/Slab q Other (please specify) _______________________

Whichonecategorybestdescribesyourjobtitle/function?q Owner/Partner/Corporate Management and Related Personnel q Production/Plant Management and Related Personnel q Design (includes staff designer/architect and related personnel) q Purchasing/Specifier and Related Personnelq Marketing & Sales Management and Related Personnel q Other (please specify)

Information By Category If you want more information from several advertisers in a category, circle the category number that matches up with the category below.

About Your Business

C01 AbrasivesC02 Adhesives C03 Air Quality Equipment C04 CNC MachineryC05 Concrete Materials & Supplies C06 Hand/Power ToolsC07 LaminateC08 Material Handling EquipmentC09 Prefabricated Accessories C10 Quartz Surfacing C11 Saws

C12 Sealers/PolishesC13 Seaming EquipmentC14 Sinks C15 Software C16 Solid SurfaceC17 StoneC18 Templating EquipmentC19 Tooling C20 TrainingC21 Waterjet EquipmentC22 Other Materials

What surfacing materials do you work with?________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Free Product Information Please circle below all of the referral numbers found in the magazine, or the category numbers found on this page that you would like more information on. Your request will be immediately forwarded to the proper manufacturer.

01 02 03 04 05 06 07 08

09 10 11 12 13 14 15 16

17 18 19 20 21 22 23 24

25 26 27 28 29 30 31 32

33 34 35 36 37 38 39 40

41 42 43 44 45 46 47 48

49 50 51 52 53 54 55 56

57 58 59 60 61 62 63 64

65 66 67 68 69 70 71 72

73 74 75 76 77 78 79 80


Ad Index Referral # Page #

02 BACA Systems 5

20 Beckart Environmental, Inc. 47

17 Betterly Industries, Inc. 34

16 Better Vacuum Cups 33

08 Chemical Concepts 18

03 Cosentino 7

19 CountertopResource.com 46

09 ETemplate Systems 19

12 Gluewarehouse.com 27

15 Hi-Tech Fasteners 33

22 Integra Adhesives 52

06 ISFA Annual Meeting 15

14 ISFA Fabrication Training 31

23 ISFA Membership 8

01 ITW Polymers Sealants 2 North America

13 Karran USA 29

05 KRION 13

07 Laser Products 17

04 Park Industries 9

18 Performance Abrasives 46

11 QuartzSource 26

21 Regent Stone Products 51

10 Water Treatment Solutions 22

Classifieds

Fabricators!ISFA Fabricators, do you have used equipment taking up space in your shop that you would like to sell? Are you looking to fill a key position in your operations? Our readers might be interested. Why not submit a FREE classified ad?

That’s right, relevant classifieds in this publication are free to ISFA fabricator members! Just send us the text you’d like to run and we’ll do the rest.

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isfa's countertops & architectural surfaces vol. 8, issue 3 - q3 2015

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