isfa's countertops & architectural surfaces vol. 9, issue 2 - q2 2016

Fabricator uses advancing technology to offer well beyond what’s typical in solid surface Page 26

Shaping the Future

Measuring Success: Metrics and CNC Technology Page 20

Material Handling Spotlight Page 22

The Secret to Owning the Sale Page 32

Manufacturing Solid Surface in a Global Economy Page 36

Final OSHA Deadline Looming Page 42

VOLUME 9 / ISSUE 2 • QUARTER 2, 2016 • SINGLE ISSUE $14.95

Circle RS#01 on the Reader Service Page or go to www.isfanow.org/info. ISFA Member since 2010

Circle RS#02 on the Reader Service Page or visit www.isfanow.org/info.

4 • Vol. 9 / Issue 2 • International Surface Fabricators Association

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

Special rates and charges apply for orders outside of the United States. Call for details. To subscribe, call (412) 487-3207. Printed in the United States of America. Copyright © International Surface Fabricators Association 2016. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assumes no responsibility for unsolicited manuscripts or photographs.

Materials will be returned only if accompanied by a stamped, 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: ArtCor, Park Industries, Leonard Elbon, Fujiashi and The U.S. Occupational Health and Safety Administration.

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

ISFA Officers of the BoardAdam Albee, PresidentMell Hill, Immediate Past PresidentRyan Miller, Vice PresidentKate Dillenburg, TreasurerErica Hussey, Secretary

ISFA DirectorsMike Woods, DirectorKelley Montana, DirectorJohn Hansen, Associate Member RepresentativeJessica McNaughton, Associate Member Representative

ISFA StaffMike Langenderfer, Executive Director Kevin Cole, Communications Director and Magazine/Website Publisher & Editor Carol Wilhite, Operations Manager Paul Wisnefski, Account RepresentativeDave Lillegaard, Account Representative Amy Kyriazis, Program Manager Lynn West, Membership Coordinator

Cover PhotoThis unique reception desk fabricated by ArtCor from various triangles shows how modern modeling technologies can come into play to create unique design potential in solid surface projects. Read the full story on Page 26.

CREDITS


CONTENTS

36

the Secret to Owning the Sale

32

Features20 Take Control of Your Business Establish metrics to define, evaluate and plan for success, especially with CNC equipment

22 Material Handling Spotlight A look at the latest the market has to offer

26 Shaping the Future ArtCor showcases three solid surface projects using advanced design and modeling technologies

32 Buyer Desire The secret to owning the sale

36 A Case Study of Manufacturing Solid Surface in a Global Economy Chasing the Unobtainable Triad at Fujiashi

42 Final OSHA GHS Deadline Approaching What you need to know to stay in compliance

Departments 8 From the Editor

10 From the President

12 From the Executive Director

14 Calendar of Events

16 Education Connection

17 Industry News

44 ISFA News

48 ISFA Fabricator Directory

52 Product News

56 Reader Service Form

57 Classifieds/AdIndex

58 Guest Editorial

22

Check us out on social media for more regular information:Like us on Facebook at www.facebook.com/CASMagazine/Follow us on Twitter as @ISFA.

PRICE

SP

EE

D

QUALITY

26

42


Have you ever been in the position where your client or maybe even your boss asks you to take on more than you can handle? Maybe he or she asks, “Can you just squeeze in this one more thing?”

Most fabricators, or even just most people, have been in that position. And, in these situations, it is tough to say, “No.” We all want to put out a high-quality product, on time (or even early) and get rewarded for it (whether it’s in the form of pay, recognition or future referrals, or maybe some combination of those three). However, there is a point where we all must say, “Enough is enough.” That’s a concept that many, including myself, have a hard time dealing with.

No matter your business model, it is not too difficult to understand that we all operate on a sort of a bell curve in which if we don’t have enough work, we are losing money; if we have just enough work, we are only breaking even; and if we have the optimal amount of work, we are at the top of that curve and getting the most return on our investment (in both time and dollars). However, it is trickier to understand that at some point you can take on too much work and the returns begin to diminish. How do you know when you have gone past that peak and are on the decline? It can be measured in many ways, depending on what your goals and personal values are.

Most would look at the time they are spending on the business and the profits being made. However, other factors could be giving back to the community or limiting the potential harm our businesses may cause, etc. But here, the main two — time and money — are the key elements I want to focus on.

First, though, it should be pointed out that wealth should not always be measured in terms

of dollars and cents. We should all be allowed to lead productive lives outside of our careers. If you are bringing home more money than you can spend, but are missing time with your family, friends and personal interests, are you really wealthy? Is it worth it? But beyond that, once you hit the top of the curve, your actual monetary costs are very likely to increase to where each dollar in profit you bring in costs more to make.

If you have to have your team work overtime, and pay them overtime wages to take on the additional work, then you are also taking on additional cost, and unless you are charging more for that work, then your profit margin is thinner. If you have to buy a new expensive piece of equipment to pick up more jobs, then you better make sure the machinery is paying for itself and you have enough work to keep it operating as well as the right people to operate it. If you are working harder and longer and it is costing you more, you are playing with fire when it comes to your P&L statement. Plus, long hours and new, unfamiliar equipment can lead to mistakes; if you are operating on thin margins, a single mistake may mean the difference between a project’s failure or success.

Last week, I visited Pierce Laminated Products in Rockford, Ill., where Eric Lindroth was kind enough to show me around and discuss his business with me. Pierce templates, fabricates and installs solid surface and laminate, and up until recently templated and installed quartz surfacing. However, Lindroth told me that long ago the company decided it was not going to take on fabrication of stone or other hard surfaces, nor would it accept the oftentimes arbitrary pricing of big box store business, but rather it would focus on what it does best.

With around 60 percent of the business being commercial work, you would think the company would be living with thinner margins, but that’s just not the case. According to Lindroth, the company just isn’t going to race to the bottom. Instead, they put out quality work and it wins them business. And although the business is relatively large and robust, it is also nimble enough to focus on doing things that very high-production shops just don’t want to handle. Pierce isn’t the most modern shop, but it is hard to deny the high level of craftsmanship it outputs. I can personally attest to that from what I saw there.

Lindroth was the first to admit they used some older techniques, but he also pointed out that this allowed them to complete some complex projects in the time it would take some ramped-up shop with all of the latest equipment just to set up for the work. And with the business having been around for 58 years, it is hard to argue that it isn’t doing things right.

It’s not always about bigger and more. It’s much more about knowing where the sweet spot is. Pierce knows its strengths and weaknesses, and what jobs fit and what jobs it should just walk away from. And from what I can tell, that is the secret to answering the question, “When is enough really enough?”

As always, I look forward to your feedback.

Sincerely,

Kevin Cole, Publisher & Editor [email protected].

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

When Is Enough Really Enough?


ISFA Member since 2000


It’s been an exciting first quarter here at ISFA. As winter ended and the green growth of spring took hold, so too did we see growth with the association. Both our membership and staff are growing, and we are in the process of finalizing some new relationships that will continue to provide growth and value for our members.

One of the most exciting new relationships that is leading to large growth potential is the formation of ISFA China. During KBIS/IBS in January, we met with a Chinese gentleman who presented an exciting vision for ISFA China. The goal put forth was to raise the bar for quality and craftsmanship in the local Chinese fabrication industry, where solid surface is by far the most popular countertop material, as well as form a mutually beneficial relationship that will positively impact our domestic association member base over the long term.

By the time you are reading this, I will have already traveled to meet with the ISFA China Board of Directors at the end of April to finalize the deal. So, assuming everything went as expected, and all of the details of the agreement have been put in place, you will be hearing from me about a more detailed overview and the positive impact it will bring ISFA members.

We are also in the early stages of a new partnership with the North American Building Material Distribution Association (NBMDA). According to association’s mission statement, “NBMDA develops and promotes the effectiveness of distribution processes to improve member profitability and growth.” In general, the group represents a network of distributors and

manufacturers dedicated to pursuing the association’s mission. (Read more on its website at www.nbmda.org/About_Us.)

It essentially does for distributors what ISFA does for fabricators. Given the close relationship between fabricators and distributors, our affiliation should prove to be a powerful alliance in the coming years. Together we will work to make each other’s member bases stronger and more profitable through additional training opportunities and resources. We are already working together to set up training opportunities hosted by distributors around the country.

Additionally, this year ISFA members will also enjoy a new benefit from Unicell Body Company in the form of a discount on van bodies and accessories when they purchase a chassis with Unicell body from their local car dealer. We personally have three Aerocell SRW vans and one Aerocell van in our company’s fleet. The Aerocell SRW vans are the perfect size for a fabrication company, and the aerodynamics really do equate to fuel savings for your business compared to the traditional box vans.

To round out the Unicell benefit, we are working with Ford to provide ISFA members with a fleet code that will allow them to save money when purchasing a Ford chassis. So, those taking advantage of this benefit can double up on the savings by combining the Unicell body with a Ford chassis.

I would also encourage anyone purchasing a Ford Aerocell SRW to consider adding a compressed natural gas (CNG) fuel conversion. This may be a concept you are unfamiliar with, but CNG is basically

an alternative to gasoline that’s made by highly compressing natural gas. More than 12 million vehicles around the world run on natural gas; however, only about a quarter million of those are in the United States.

We converted one of our vans to CNG and the savings has been enormous, especially as gasoline prices begin to rise again. CNG costs about half of gasoline or diesel, and as an added benefit, emits up to 90 percent less emissions, depending on the vehicle and a number of factors. For us, the savings in fuel costs more than paid for the cost of the conversion within a couple of years, especially when we’re running the van every day.

The entire board of directors and staff are working hard to keep ISFA at the forefront of the industry and to provide our members with new ways to grow their businesses. I’m extremely proud of what we have accomplished so far this year and excited to see all of the opportunities that continue to present themselves in our industry. I believe 2016 is going to be one of the best years many of us have seen in a long time. Strategic partnerships are especially important right now both for ISFA and our members. The more our industry partners come together to help one another, the more successful we will all be.

Adam Albee, ISFA [email protected]

From the PresidentFrom the Desk of Adam Albee, ISFA President, 2016

With Spring Comes Growth and Opportunity

Circle RS#07 on the Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2015


From the Executive DirectorFrom the Desk of Mike Langenderfer, Executive Director

With So Much Going On, What Are You Doing?

As I sit here in front of my computer trying to decide what to write in this editorial, I am both overwhelmed with ideas and also really at a loss for words. There is so much happening in the world, the countertop industry, ISFA, and my life. How do I decide what is more important to write about?

Time seems to be flying by. In the very short time since I was appointed to the role of ISFA Executive Director, my company has built and moved into a new production facility; ISFA held its 2015 annual meeting; we have hired Amy and Lynn to work in the main ISFA office with Carol; and Kevin and Paul have sold and put together three magazines and will have the fourth (this one) to press in a couple of weeks. I have also been to Mexico for the Cosentino 100; been to Vegas for the Kitchen & Bath Industry Show (KBIS), The International Builders Show (IBS) and StonExpo; spent a week in Florida on “vacation” and visited a couple of fabrication shops; spent a few days in Italy visiting a Laminam plant; traveled to Houston for additional Dekton training; and last week I was in St. Louis attending the Effective Commercial Business class presented by ISFA and hosted by Colt Industries. (By the way, I want to give sincere thanks to Russ Berry of ASST and Keith Haight, former ISFA executive director, for a great presentation.)

And there is so much more that is happening! I am preparing to drive to Chicago for the Coverings

trade show; we are revising the ISFA website to make it more usable for members and the industry; Adam Albee, ISFA’s president, is traveling to China to meet and discuss a joint membership/training program; at the end of the month I will be hosting an ISFA Generation 2 gathering at my shop in Ohio; in August the board, staff and I will be at the International Woodworking Fair (IWF) in Atlanta; and ISFA is planning a Senior Management gathering at IceStone in New York in September. And to round this out, we are working on the 2016 ISFA Annual Meeting coming up this November in Cancun, Mexico.

We are all working hard to help ISFA members and the industry in general improve, learn and increase profitability. The chances to benefit just keep on coming.

If you’ve read my editorials in the past, you know that I’m always preaching about how each of us needs to get involved. We all need to get out from behind our desks and see what opportunities are available. Complacency is one of the best paths to failure.

There is so much opportunity out there RIGHT NOW to help fabricators grow their businesses. Unfortunately you can’t attend everything. However, you can attend some things. So I am directing the rest of this letter to those small shops out there that are struggling to make it big. I know you’re working hard and your business is probably growing. And with growth comes

growing pains, but believe me when I say that you don’t have to do it alone. There is a lot of help you can take advantage of. There are companies in every state in the union that are experiencing the same problems and facing the same issues that you are, and every one of them wants to, and is willing to, discuss their problems and successes with you. They are attending events with ideas to share and problems to face head-on. They need you, and you need them.

I know I always seem to present the same basic idea, but I truly believe that you must get involved in your industry. I did, and it made all the difference in my business. If you sit on the sidelines, you will simply watch all of the opportunities pass you by. I guarantee you that if you never jump on the bandwagon and your business ultimately fails, you will be saying to yourself, “Wow, I wish I would have …”

So with all that in mind, and knowing that it WILL make a positive difference for your business and your life, I want to personally ask you to get involved and help us improve and grow our industry. You owe it to your customers, your business, your employees and yourself. ISFA is about fabricators helping fabricators. What are you doing?

Mike Langenderfer, Executive Director [email protected]

It’s more than just learning how to be more profitable, saving money on the bottom line and getting great referrals and discounts.

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

(412) 487-3207 www.ISFAnow.org

Circle RS#06 on Reader Service Page or visit www.isfanow.org/info.


MIA Stone Industry Education Series May 11 Edison, N.J. (440) 250-9222

Hermance Expo 2016 May 11-12 Williamsport, Pa. (570) 326-9156

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va. (412) 487-3207 www.isfanow.org

Carrara Marmotec 2016 May 18 – 21 Carrara, Italy +39 058-578-7963

MIA Stone Industry Education Series May 19 Seattle, Wash. (440) 250-9222

MIA Stone Industry Education Series June 9 Wixom, Mich. (440) 250-9222

Regent Stone Top Polish Engineered Stone & Granite Repair Course June 9 – 10 Arizona (866) 233-4877

Park Industries Digital Stoneworking Expo June 16 St. Cloud, Minn. (800) 328-2309

MIA Stone Industry Education Series June 23 Toronto, Ontario, Canada (440) 250-9222

Dwell on Design June 24 – 26 Los Angeles, Calif (800) 451-1196

MIA Stone Industry Education Series July 14 Birmingham, Ala. (440) 250-9222

ISFA/IWF Countertop Symposium Aug. 23 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com

IWF 2016 (with ISFA Countertops Pavilion) Aug. 24 – 27 Atlanta, Ga. (404) 693-8333 www.iwfatlanta.com

Marmomacc Sept. 28 – Oct. 1 Verona, Italy 045 829-8111

ISFA CEO & Upper Management Gathering Hosted by IceStone Sept. 14 – 15 New York, N.Y. (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series Sept. 22 Minneapolis, Minn. (440) 250-9222

Concrete Décor Show Sept. 25 – 29 San Diego, Calif. (877) 935-8906

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Sept. 27 – 30 Virginia Beach, Va. (412) 487-3207 www.isfanow.org

MIA Stone Industry Education Series Oct. 6 San Antonio, Texas (440) 250-9222

ISFA Effective Commercial Business Seminar Oct. 6 – 7 Southern California (412) 487-3207 www.isfanow.org

Greenbuild 2016 Oct. 7 – 9 Los Angeles, Calif. (866) 815-9824

MIA Stone Industry Education Series Oct. 19 San Diego, Calif. (440) 250-9222

Canada Woodworking East Nov. 2 – 3 Montreal, Quebec, Canada (888) 454-7469

ISFA 2016 Annual Meeting & Conference Nov. 8 – 11 Cancun, Mexico (412) 487-3207 www.isfanow.org

Surface & Panel Symposium Nov. 14 – 16 Denver, Colo. (920) 206-1766

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone Dec. 6 – 9 Virginia Beach, Va. (412) 487-3207 www.isfanow.org

Kitchen & Bath Industry Show (KBIS) Jan. 10 – 12, 2017 Orlando, Fla. (877) 267-4662

NAHB Int’l. Builders Show (IBS) Jan. 10 – 12, 2017 Orlando, Fla. (800) 967-8619

The Int’l. Surface Event/ StonExpo West Jan. 17 – 20, 2017 Las Vegas, Nev. (800) 967-8619

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

Calendar of Events


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

Designed to be small gatherings where the owners, CEOs and top management from various surfacing industry companies come together in groups of eight to 15, ISFA’s CEO and Upper Management Gatherings have proven to carry a lot of value. The idea is to gather these small groups in intimate settings to discuss very frankly the issues that are affecting their businesses and share their ideas on the current industry trends with each other. The results are that each meeting is different, with varying topics based on what problems or successes those in attendance are facing. This was the case of the recent roundtable event held in Nashville.

Hosted by Creative Countertop Solutions and sponsored by Cosentino and CaraGreen, from March 16 to 18 eight movers and shakers in the industry held the first of two of these events for the year. A big thanks is due to both organizations for investing in the event to the betterment of the participants.

In attendance were: Mike Woods, of Creative Countertop Solutions and ISFA board member; Jessica McNaughton, of CaraGreen and ISFA board member; Billy Shaw, of Countertops of Memphis; Augie Chavez, of Gecko Solid Surface Solutions; Mark Rosenkrantz, of Schechner Lifson Corporation; Keith Haight, of Durasein; Jeff Moore, Mystera Surfaces; Bill Sauter, of OHARCO Building Solutions; Bill Phillips, of Countersync; and Deanna Campbell, of Natural Stone Concepts. The group made some interesting observations, shared some creative ideas and challenged each other to answer tough questions facing the industry.

The first night, Creative Countertop Solutions was kind enough to put on a welcoming reception

where the group could get to know each other in an informal setting so that the next two days would be less about introducing themselves and more about accomplishing their goals.

On March 17, the day kicked off with a short presentation by McNaughton on the subject of “Modern Materials” and what sorts of alternatives to the typical products were emerging. This was followed by informal interaction in a roundtable setting in which several topics were tackled and lunch was provided. While there is not enough room here to discuss all of the topics covered, some of the highlights are included below.

Technology

This was a major subject of conversation — both the positive and negative aspects. Overall the sentiment was that buy-in to key technologies, such as software-based jobtracking systems, helped establish solid business foundations. However, there was also discussion about being careful to avoid buying into unproven technologies too quickly.

Marketing

The group discussed the pros and cons of attending trade shows as a viable way to develop business leads. Additionally, the entire assembly felt that social media and e-marketing are absolutely critical in today’s digital world. Two viewpoints were discussed in this area. One company has a full-time person on staff who blogs, posts on social media and handles the company’s e-marketing. On the other side of the coin, was nearly the opposite idea, where one company completely outsourced all of its digital marketing, from social media to blogs for a

relatively reasonable monthly fee. Also discussed were online lead sites, such as Angie’s List, and the overall viewpoint was that leads would be fewer if customers had to pay for the service, but that if there was no cost to fabricators to be listed, it may be worth a shot.

Business Models

Everyone had different business models and thus different marketing/showroom strategies. Some focus mostly on commercial work while others were more residential, broadening the perspectives. Those who do have showrooms expounded on the value of making sure those showrooms were staffed, color selections were up to date and displays were aesthetically pleasing.

Other Topics

Additional topics that were touched on were HR issues, ranging from drug testing to morale-killing employees; prepping for OSHA and making sure there is proper documentation of safety measures; and falling prices caused by cheaper foreign goods and how to avoid having products become commodities.

Overall, the meeting had a great mix of seasoned fabricators and relative newcomers, and everyone was able to hear some great stories and receive useful advice, all while having a good time. Attendees all felt they had established some lifelong connections and look forward to seeing how these relationships grow over the years to come.

Special Thanks to the sponsors:

ISFA CEO and Upper Management Gathering Brings Together Great Industry Minds to Discuss Topics Key to Business Success

The other ISFA CEO and Upper Management Gathering is being hosted

by IceStone in New York on Sept. 14 to 15 this year. For more information or to sign up, visit www.isfanow.org/special-events/ or call the ISFA office at (412) 487-3269.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 17

In the IndustryOSHA Finalizes New Silica Rule, Fabrication Businesses Generally UnhappyAfter much review and an outcry from many industry organizations, the Occupational Safety and Health Administration (OSHA) finalized the revised federal rule for limiting workers permissible exposure levels (PELs) of crystalline silica, which causes silicosis, chronic obstructive pulmonary disease (COPD) and lung cancer. OSHA first proposed the rule changes in 2013 and claims it will save more than 600 lives and prevent 900 cases of silicosis each year, providing an annual savings of $7.7 billion. However, building and construction organizations, such as the Marble Institute of America (MIA), National Association of Home Builders (NAHB) and Associated General Contractors of America (AGC) argued the proper step would have been to make sure previous regulations, in which the PEL level was set more than 40 years ago, were enforced and the requirements in the revision will actually cost money and do little to improve worker health. The revised rule has two standards: one for the construction industry and one for maritime and general industry, with four key parts:

1. Crystalline PELs are reduced from 250 micrograms per cubic meter to 50 micrograms per cubic meter in an eight-hour period;

2. Employers must ensure the use of personal protective equipment (PPE) to limit worker exposure, and controlled access to areas with high concentrations;

3. Employers are required to create a written exposure-control program, and train employees on the hazards of silica and how to limit exposure; and

4. Employers must monitor the health of workers with potential for high exposure by providing regular information on lung health and medical examinations.

The new rule is scheduled to go into effect June 23, but staggered schedules have been set with various industries to comply with the requirements. For the construction industry, the rule takes effect June 23, 2017, and for general industry it takes effect June 23, 2018. Some organizations, particularly unions, have expressed support for the new rule, such as the North America Building Trades Union (NABTU) and the

Park Industries’ Schlough Receives Migliore Award for Lifetime AchievementPark Industries owner Tom Schlough was awarded the Marble Institute of America’s Migliore Award for Lifetime Achievement. Based in St. Cloud, Minn., Park Industries manufactures and supplies stone processing machinery and equipment. Schlough’s leadership has been accredited to many industry achievements, such as the 1979 introduction of the first diamond-tipped saw for

American Federation of Labor and Congress of Industrial Organizations (AFL-CIO).

SCIGRIP Acquires Integra AdhesivesSCIGRIP Smarter Adhesive Solutions, a global manufacturer of structural and engineered adhesive products, acquired Integra Adhesives, Inc., an Abbotsford, British Columbia, Canada-based company specializing in the manufacture of adhesive products for solid surface, quartz and natural stone. Integra Adhesives will maintain its headquarters in Abbotsford, and operate manufacturing in both Durham, N.C., and British Columbia. “Integra is a world-class provider of seaming adhesives and a trusted brand name,” said John Reeves, president of SCIGRIP. “The synergies of our products, technologies and staff will significantly enhance our opportunities to serve current customers as well as grow our market share.”

Lackmond Stone Appoints Andrew Phillips as a New Territory ManagerLackmond Stone has named Andrew Phillips, former branch manager of Direct Stone Tool, as

territory manager, servicing customers and overseeing the company’s sales strategies on the West Coast. With nearly 20 years’ industry experience beginning as an apprentice for his family’s tile and stone business, Phillips Tile, to his work as a production manager and CAD programmer for Pinnacle Stone and Tile leading

up to Direct Stone Tool in San Diego where he was responsible for inventory, sales, customer service and CNC training and setup, Phillips is well suited for the new role. “His extensive experience in the stone and tile industry, as well as vast knowledge of CNC tooling, will allow us to accelerate our expansion efforts in the Western part of the United States,” said Cliff Sallis, president of Lackmond Products, Inc.

Hanwha Surfaces Expands North American Direct Distribution of HanStone QuartzHanwha Surfaces, the American subsidiary of South Korean-based conglomerate Hanwha L&C, is moving to a direct sales model in New England, Michigan and Ohio. On the heels of the opening of its Philadelphia warehouse and showroom in 2015, this transition will help the company directly reach consumers in these high-volume territories with its HanStone Quartz product line. This expansion signals a period of unprecedented growth for Hanwha Surfaces, which is moving its entire production to North America in the coming year. The company plans to open warehouses in these areas starting with Springfield, Mass., in the next year and in Ohio in the near future. The approach is designed to enable the company to deliver consistent product quality. The company also offers Hanex Solid Surfaces.

Artisan Group Adds Members in Tupelo and AmarilloPremier Countertops in Tupelo, Miss., and Adobe Walls Stoneworks in Amarillo, Texas, have

cutting granite and the development in 1998 of a CNC router for dimensioning, shaping and cutting marble and granite. In 2003, it also introduced a system to process full dimension stone into thin-stone veneer. Though Schlough retired, he remains involved as the company’s principal owner.


been selected as the two newest members of the Artisan Group, a national organization of independent countertop fabricators. The group offers its own brands of premium countertops including Artisan Stone Collection granite and marble, Saratoga Soapstone, Heritage Wood and Aventine Quartz, the organization’s new exclusive engineered stone product line. Premier Countertops opened its fabrication facility in January 2006 in Tupelo, and has since expanded its reach throughout Mississippi and into Tennessee, Alabama and Arkansas. Founded by Brian Waddell, the company sells to both wholesale and retail customers from two retail showroom locations. Adobe Walls Stoneworks is the largest full-service granite fabricator in the Texas Panhandle, founded by Justin Howe in 2002. It handles all aspects of its business in-house using state-of-the-art equipment and also puts a priority on operating in an environmentally conscious manner.

BLANCO PRECIS Medium Single Sink Wins Good Design Award

BLANCO has received a Good Design Award for its PRECIS Medium Single sink with Drainer. The award is presented each year by the Chicago Athenaeum, Museum of Architecture and Design after receiving several thousand submissions. The sink has also won other awards and been finalists in several other competitions. Recipients of the Good Design award are recognized for the most innovative and cutting-edge industrial, product and graphic designs produced around the world.

CaraGreen Named New Official Distributor of LapitecCaraGreen was named as the new official distributor of Lapitec for the states of Maryland, Virginia, North Carolina, South Carolina and Georgia. The agreement covers the supply of the material and the joint promotion and after-sales service to the customers within the territory.

NueMedia Launches Mobile AppsNueMedia, LLC launched three mobile apps for its digital information portals: CountertopIQ.com, FinishingIQ.com and WoodIQ.com. After reviewing the statistics on newsletter readership, company analysts found that more than 30 percent of NueMedia’s members operated mainly via mobile devices, and with the increase in email use on mobile devices, the development of apps allows the company’s portal users more options to access and share information. All of these mobile apps are available on Google Play or the Apple App Store.

In the Industry

Circle RS#09 on Reader Service Page or visit www.isfanow.org/info. Circle RS#10 on Reader Service Page or visit www.isfanow.org/info.



KRION Solid Surface, Adhesives Receive NSF Certification for Food ContactKRION has been granted NSF Certification for Food Contact: Food Zone and Splash Zone for both solid surface sheets and adhesives. This means these products can be in direct contact with food, unlike products with the NSF Splash Zone certification that are only suitable for use in areas where splashes or spillages of foods may occur, but not for direct contact.

GranQuartz Opens New Headquarters and WarehouseGranQuartz has moved into new headquarters and a new primary warehouse to accommodate its recent growth and to better serve customers. The new facility in Norcross, Ga., just 20 minutes from its previous location, expands both the headquarters office space and the primary warehouse capacity and includes a retail store with more than 1,000 items. Highlights of

the new location include doubled warehouse capacity to over 62,000 sq. ft., increased inventory, including expanded material handling and capital equipment, a computerized picking process to improve accuracy, a product testing area and expanded shipping hours.

Cosentino Approves GlueBoss StoneBond for Use on Dekton Cosentino approved the use of GlueBoss Adhesive Company’s StoneBond on a world-wide basis for all indoor applications on any of Cosentino’s hard surface products, including Dekton ultra compact surfaces, Silestone, Sensa, Scalea and Prexury products. StoneBond is designed to be a superflex, non-sag, dripless adhesive, according to the company. It is used in a

10:1 ratio and was made specifically for the stone industry. Unlike other adhesives, the activator side of the glue is colored, allowing a fabricator to identify immediately whether the glue is activated or not. It bonds well even to moist stone, and is available in 50ml, 250ml and 500ml cartridges. GlueBoss has matched all of Cosentino’s colors for all products. All colors are in stock and available, and the product is distributed through Tenax.

CMA Board of Directors Names Interim Executive DirectorThe Cabinet Makers Association (CMA) named Amanda Conger as interim executive director. Conger has been the organization’s director of sales and marketing since April 2015 and will continue those duties in addition to her new responsibilities. She succeeds Jim McDermott who was also a founding board member and past president of the CMA. The board of directors thanked McDermott for exemplary service as executive director.


How do you know if you are successful?

Does your accountant tell you monthly, quarterly or annually if you are profitable? It is difficult to successfully manage your business if you have not identified key metrics within your company. Defining metrics within a business allows for tracking, monitoring and assessing success or opportunities within the organization. This is particularly true when it comes to the successful use and integration of CNC machinery.

The main goal of defining business metrics is to track costs, communicate a company’s progression toward certain short- and long-term goals and objectives, and ultimately increase bottom-line profitability.

Where to Begin?

Every area of a business has specific metrics that could be measured and monitored: marketers track campaign and program statistics; sales teams monitor new opportunities and leads; production managers monitor production volumes and costs; and owners look at big picture financial metrics.

Implementing metrics in a business first begins by understanding the cost structure. In an average fabrication shop, overhead costs may

be 33 percent. These are typically fixed costs (building, office staff, insurance, etc.) and do not fluctuate with business volume. Another 33 percent may be tied into material costs and the remaining 33 percent may be in labor costs. An organization should determine where it has the most “pain” and develop metrics to measure those key areas.

In many fabrication businesses the production/shop areas have huge opportunities to improve flow efficiencies and reduce labor costs. The ongoing struggle to find, train and retain employees continues to plague businesses around the country. Measuring the right things could help you to decide when and if new employees are needed, or if machinery upgrades are warranted and what the ROI on such a machinery investment will be.

Start Small

Establishing metrics within your business will be easy — only if you start small, that is. Don’t get overwhelmed by thinking you have to implement 15 different metrics within every department of your business. You are better off starting with a total of two to three key metrics that will be manageable and easy to monitor.

Don’t overcomplicate things — keep it simple. Don’t get caught in the “paralysis by analysis” syndrome. This often leads to becoming overwhelmed and freezing up in a sea of data.

Key Metrics

A key metric that is often discussed within the stone fabrication industry is square feet per labor hour. This measurement evaluates labor efficiency and could be a key metric within various departments. For example, a business should evaluate the square feet per labor hour of various departments such as templaters, programmers and shop floor associates. These metrics will vary based upon the department, but at least a baseline gets determined and managers can understand what improvement could look like.

One other metric that fits in this same realm is material usage. How much of each slab is

Figure 1 - Park Industries FUSION CNC Saw/Waterjet system can cut, on average, two slabs per hour and has material nesting capabilities that are designed to save 10 percent or more in yield.

Take Control of Your BusinessEstablish metrics to define, evaluate and plan for success, especially with CNC machineryBy Rob Bromley


being used and how much is being tossed into a dumpster? An analysis of nesting methods could yield improved usage and cost savings (see Figure 1).

Be Consistent

Often, companies get nervous that they are establishing the correct metrics. There is no “right” and “wrong” answer as it pertains to metrics. Just start and be consistent. By establishing some type of measurement within a business, the baseline and starting point are defined. If changes are made, a determination can be made as to whether or not the change has had a positive or negative impact on a business. This can’t be done this if there is no baseline to compare the progress to the value of metrics!

Engage Employees

An owner or manager can’t be an island as it pertains to metrics. The whole team needs to be involved on the value, benefits and purpose of establishing these metrics. Sometimes, owners are challenged with getting employees onboard with the process. Why? In addition to working as a tool to evaluate success and opportunity, metrics also evaluate failure, which may scare some. But, employees have to know that the idea is to improve the process, not single out individuals.

Think of metrics like grades given in school. Getting an “A” vs. a “C-” clearly identified where there were opportunities to improve. Why can’t we implement these same strategies within our own business and move our “C-” business to an “A” business. This can only be done through the implementation of metrics. You may be running a “C-” business and not know it.

SMART Goals

Metrics without goals can be a waste of time, resources and money. Once opportunities have been identified, goals to meet your objectives must then be identified. Goals help employees get onboard and start focusing on the opportunities. Goals also identify clear accountability, which enables owners to manage through clear definitions.

When establishing goals, try to make the SMART goals (specific, measurable, action focused, reasonable and timely).

Often, establishing goals happens from owners or managers who feel largely responsible for communicating necessary information with little or no input from employees. However,

the A+ managers and owners will consider having a bottom-up SMART goal setting meeting where employees are asked to share their ideas and opinions. This takes time and energy, but involving employees in the goal process enhances collaboration and they feel a sense of ownership in reaching the goals.

Create a Dashboard

Metric discussions should be incorporated into regular weekly meetings. This heightens the focus and importance of the areas of focus for the business.

To simplify metrics communication, a dashboard that highlights trends can be developed. The dashboard can be updated weekly or monthly. Sometimes CNC equipment will even capture this information for a shop. For example, the dashboard in Figure 2 highlights the square feet per labor hour progress over the course of a year, with plotted points every 30 days.

By having metrics clearly visible encourages growth and makes success more likely. Adding these visual representations that show growth trends enable associates to see where they need to focus without even having to tell them. Dashboards speak louder than words and make internal communication easy and more impactful.

Reward Success

Recognizing employees for a job well done is just good business. If a team has met or exceeded the goals identified, they should be recognized and made to feel appreciated. The world’s talent pool is shrinking and it’s becoming harder and harder to find and keep great employees. One of the best ways to keep

great employees is to recognize them for their hard work and achievement.

Employee bonus programs come in many forms, such as profit sharing, year-end bonuses, production-based bonuses or noncash bonuses. Owners and managers should identify what type of bonus program will work best with their employees. Once that is done, it’s vitally important it is kept aligned with the goals to ensure its effectiveness.

Plan for Success

It’s hard to change old habits, especially if those habits have made money in the past. Today, we are working in different competitive, economic and fabrication environments. Now is the time for owners and managers to challenge themselves and their operations to do things differently and plan for success. To do so, one must continuously ask, “Why do we do it this way?” “Would I give this an ‘A’ or a ‘C-’ grade?” A mode of continuous improvement is a must and owners should look at ways to bring the business and its profitability to a new level.

Start planning your success today!

About the Author

Rob Bromley has been a sales consultant for Park Industries since 2003. Having spent the last 12 years working in the stone industry, he has a multitude of fabrication knowledge and experience. Rob has been a key speaker at Park Industries Digital Stoneworking Expo for years

highlighting the value and importance of establishing metrics. For more information visit Park Industries online at www.parkindustries.com, email [email protected] or phone (800) 328-2309.

Figure 2 – A variety of machine metrics is available. For instance, Park Industries exclusive OPS Productivity Reporting allows fabricators to capture metrics in real time.


Better Vacuum Cups — Repairable Vacuum CupsBetter Vacuum Cups, Inc. offers its line of SS200 and SS200400 vacuum cups that can be easily repaired if damaged. And, they are almost half the weight of many other stone cups, and have a patented modular design for strength. One of the best features is that in situations where tooling and vacuum cups make unwanted and damaging contact, the cups can be repaired. This can save significant amounts of money, and is easily accomplished, reports the company. The rubber lids (that are identical for both the top and the bottom) are quickly replaced in about 30 seconds, preventing significant downtime and saving shop owners money. Additionally, according to the company, they fit perfectly without any leaks and no foam gaskets are needed. Circle RS#47 on page 56 or visit www.isfanow.org/info.

Blick Industries — Vanity Sink Suction CupsThe Blick Vanity Sink Suction Cup is designed to hold vanities with a cutout for the 2211, 2210 and 2209 sink sizes (Part# 12-701-10). The cups allow fabricators to hold small vanity tops with vacuum power that are normally difficult to hold without mechanical clamping. These cups help support the edge of the sink cutout where circular and square cups may fall short. They are available at any height and in the most popular fitting sizes. And as always, the company can add any of its parts into Easystone for free. Circle RS#48 on page 56 or visit www.isfanow.org/info.

Braxton-Bragg — Stone Pro SR2 Vacuum Support Rail SystemBraxton-Bragg offers the SR2 Vacuum Support Rail System made by Stone Pro, located in Effingham, Ill. This support system was designed to carry even the weakest countertop safely from truck to house. It operates efficiently on eight AA batteries, which allow eight hours of run time. The CNC-style cups work great on any surface. They hold just as tight to any textured or rough surface as they would to a polished surface. Stone Pro extensively tests its products in real fabrication settings, stands behind its quality and provides technical assistance on every item they manufacture. Circle RS#49 on page 56 or visit www.isfanow.org/info.

Domain Industries — Voodoo Fusion Seam SetterDomain introduced the Fusion manual pump seam setter. It is an installation tool used for joining seams and stabilizing backsplashes. Its heavy-duty construction allows for complete surface versatility, working perfectly with natural stone and granite, and even solid surface material. According to the company, this is among the most powerful manual pump seam setters on the market and it pulls perfect seams on all of these materials. Circle RS#50 on page 56 or visit www.isfanow.org/info.

F. Barkow — Rock Solid Stone CarriersF. Barkow offers stone carriers for vans with lease and financing packages available. They are made with high-tensile steel specifications and have all-welded construction. Available in right or left outside stone racks, they are 72 in. standard in height and have four stakes with Barkleats™ and hardware as standard. Their 1½-sq.-in. tubular construction includes “B” horizontal load-holding slats; Barpads® Stone Cushions on 8-in. centers; neoprene baseplate pads on 12-in. centers with 5-in. usable ledge boards. They have a front load stop, stake slots on 12-in. centers and optional 30-in. gear and rack extensions, and optional upper sign panels. They are crated for shipment or installed at the company’s Milwaukee plant. They are available in all-aluminum construction with polished finish stone carriers and stakes, or stainless steel which is three times stronger than aluminum and requires minimum stone rack maintenance.

Circle RS#51 on page 56 or visit www.isfanow.org/info.

GranQuartz — Diarex II A-Frame Transport Racks

GranQuartz offers several options for safely transporting finished work to the jobsite via Diarex® II A-Frame Transport

Racks. The racks have rugged steel construction and cushioned rubber protective strips riveted to the frame. For lifting, it has welded forklift brackets underneath on four sides and overhead crane rings on top. For security, the steel uprights are faced with rubber and equipped with ratcheted tie-down straps to securely hold stone in place.Circle RS#52 on page 56 or visit www.isfanow.org/info.

Material Handling Spotlight



Grove — Transport Rack

The Groves TR4496 Transport Rack allows for up to a 4,000-lb. capacity and is among the strongest transport racks in the industry. It is designed for transporting and storing product in the shop or on the job. The rack has forklift hoops mounted on its sides, and the bottom

pads and uprights have full-length rubber strips. Quick-release mounting pins change the tack from mobile to stationary in less than a minute with the optional CK-4 Caster Kit. It has a hot-dip galvanized finish and measures 96 in. long by 44 in. wide by 70 in. high. It is 8 in. high with the optional casters attached. Circle RS#53 on page 56 or visit www.isfanow.org/info.

Lackmond Stone —Various Material Handling EquipmentLackmond Stone meets the material handling needs of the stone fabrication market by offering experience and knowledge as well as supplying equipment and accessories. The company offers a complete line of material handling equipment,

ranging from slab racks and A-frames to

transporting dollies, vacuum lifters, booms and

more. It carries a variety of well-known brands

including Omni Cubed, Groves Incorporated,

Woods Powr Grip and Abaco.Circle RS#54 on page 56 or visit www.isfanow.org/info.


Now Handling, Inc. — Ship SkidNow Handling, Inc. offers a galvanized steel skid that serves as a heavy-duty shipping skid with outriggers to lock and secure a 30,000-lb. load into an ocean container, a van, a flatbed truck, a flatbed railcar or intermodal container. It can be knocked down by one person in less than five minutes for storage or empty return. It can be double stacked fully loaded or by extending the outriggers can become a standard slab rack for bulk, finished product or remnant storage. Customers use it to display products, pull orders for delivery and, with wheels, it is a heavy-duty transport cart. The galvanized finish makes it suitable for outdoor storage. Forklift pockets make it movable by standard warehouse lift equipment. Users can reduce order handling by staging an order on the skid and setting the entire order on the delivery truck.Circle RS#55 on page 56 or visit www.isfanow.org/info.See Our Ad on Page 18

Omni Cubed — Sink Hole Saver™ Omni Cubed’s Sink Hole Saver™ Original, VCM and VCA are designed to protect stone from breakage during fabrication, lifting, transport and install. They feature a durable stiffening rail, with clamp or vacuum cup attachments to strengthen and reinforce delicate sink cutouts, backsplashes, thin materials and other fragile pieces. The clamps and cups slide in the stiffening rail for custom placement, and feature easy-grasp knobs that make tightening them into place quick and simple. The stiffening rail is made of durable, nonrusting, lightweight aluminum. The automatic vacuum cup model (VCA) features a powerful, compact vacuum that maintains suction for all cups

simultaneously. Each model is available in three lengths (4-, 6-, and 8-ft.) to protect any size stone from fabrication to installation.Circle RS#56 on page 56 or visit www.isfanow.org/info.

Regent Stone Products — CNS Heavy Duty A-FrameThe CNS Heavy Duty A-Frame offered by Regent Stone Products is constructed using high-quality steel. It is powder-coated for durability and aesthetics. Features include a 3-in.-wide channel for wood to protect slabs, a removable center brace to compact for shipping and 13,000 lb. capacity per side. It is 60 in. long by 60 in. high, with 3-in. minimum width and 165-lb. weight.Circle RS#57 on page 56 or visit www.isfanow.org/info.See Our Ad on Page 11

Unicell — Truck Bodies and EquipmentThe truck bodies offered by Unicell Body Company, Inc. are made from durable one-piece fiberglass construction in attractive aerodynamic designs to help increase fuel efficiency and are finished with a smooth seamless glossy exterior to prevent leaks. The truck bodies are available in five different styles; Dry Freight, Classicube, Aerocell, Aerocell CW, and Body & Equipment. ISFA members get a special discounted price when ordering Unicell truck bodies.Circle RS#58 on page 56 or visit www.isfanow.org/info.See Our Ad on Page 53

Weha – Bison Granite Slab Rack Storage SetThe Weha Bison 10-ft. Granite Slab Rack Storage Set is among the safest slab storage racks on the market, reports the company. Each pole comes with its own individual angle

bracket for setting the correct angle. This reduces excess stress on the poles and takes the guesswork out of workers’ hands. It is made with 16 galvanized steel square tubing uprights, so it will never rust. The uprights are 60 in. tall to reduce slab angle force and has internal steel reinforcement for extra stability and strength. Each base has 13 post holes spaced 8½ in. on center, and it has a maxiumum storage capacity of 60 3cm slabs or 96 2cm slabs. The rack also comes with two 10-ft.-long base beams and 16 60-in. uprights.

Circle RS#60 on page 56 or visit www.isfanow.org/info.See Our Ad on Page 15

Wood’s Powr-Grip — Below-the-Hook Stone LiftersSpecifically designed for handling stone slabs, Powr-Grip’s MT (manual tilt) Series Stone Lifters feature 90-degree tilt using an above-center pivot that enables slabs to hang upright when lifted from storage or display racks and tilt to flat when lowered to bridge saws or worktables. These below-the-hook vacuum lifters are designed with a narrow profile that allows them to fit between tight, vertical storage racks. Available onboard power systems, which can also be mounted remotely, include AC, DC or compressed air. Standard features include Foam Pad Rings, which enable vacuum pads to attach on saw-cut, honed or flamed stone surfaces, and Individual Pad Shutoffs, for handling irregularly shaped slabs or countertops with sink cut-outs. These vacuum lifters are also available with a Flat Lift Adapter, which enables the loading and unloading of slab saws, CNC machines or other horizontal processing equipment. Circle RS#59 on page 56 or visit www.isfanow.org/info.


Based in Moscow, ArtCor was founded in 2006 by Anastasia Kamenskaya (CEO) and Andrey Kamenskiy (CTO) and focuses exclusively on solid surface fabrication, and subsidiary skills to tackle intricate projects. Kamenskaya had previously worked for DuPont™ Corian® in Russia and was well aware of the design potential of solid surface. This led to the decision to focus the company on two main areas. The first was larger commercial projects, such as business centers, retail, hotels, airports, etc., which at the time was in its infancy in relation to solid surface. The second was complex projects, such as 3-D thermoforming, hanging projects, oversized work, exterior applications and the like, which other fabricators were less likely to focus on because of the complicated nature.

Following the marketing strategy the company gradually developed its niche, demonstrating new possibilities and applications of solid surface materials.

To do this, the company needed top-of-the-line technology and equipment for both design capability and intricate fabrication. So, it invested in software systems that allowed parametric programming and the creation of complex digital models. The company also did something pretty much

unheard of in the United States — it produced its own CNC machines — six of them (and is capable of producing more)! It also owns advanced thermoforming equipment and a large (approximately 11 by 12.5 ft.) vacuum table.

The other component to making its strategy a reality was having the right people on the job. So, the company’s staff of 75 seasoned workers includes 10 highly qualified engineers. And, while the company focuses exclusively on solid surface fabrication, to the tune of 400 sheets a month, it has developed ancillary skills to support the process including engineering and fabricating metal, wood and leather so that it can create support frames, molds and internal structures in the complicated jobs it undertakes.

Obviously, today ArtCor is one of the best-equipped and leading Russian fabricators, handling projects all over the country with 90 percent of its

Shaping the FutureArtCor Showcases Three Solid Surface Projects Using Advanced Design and Modeling Technologies

By Kevin Cole, Anastasia Kamenskaya and Sergey Salnikov

Figure 1 – This park pavilion was built by ArtCor based on a loose design idea, a set of dimensions and five weeks to engineer and complete.


work in the commercial sector. It even has its own fabrication training school and production quality control system. Very few companies around the world can handle the types of projects the company is tasked with.

When asked how the company went to market, Kamenskaya, who makes herself responsible for strategic management, business development, marketing and finance for the company, knew exactly the path her company was on. “Following our marketing strategy we see our main role in demonstrating to architects and designers the possibilities and applications of solid surface,” she explained. “In this way, A&D seems to be the main business approach for us. However, builders and investors as decision makers are also very important. This means we are trying to communicate with all players.”

The company faces the global tendency of diversity, which is influenced by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing. ArtCor faces this by utilizing new technologies to provide options that combine sales and marketing with engineering and production working in symbiosis.

Being a part of the solid surface fabrication world while at the same time trying to offer the architectural and design market something more than “just a countertop,” ArtCor is always looking for different tools to combine new design ideas with production competence, objective budgeting and quick project turnaround. And the large complicated projects the company focuses on must still stay within budget and on time, so experimenting with new technologies must be limited. That makes it key for it to go through the modeling process before material is fabricated, with the help of computer tools, engineering knowledge and experience.

Some problems can be solved by using computer design and models, and ArtCor feels it is an initial stage of fabrication, allowing design to meet the production process and helping everyone to understand the final result.

The fact is that mostly “flat” 2-D drawings are used as an interface format for communications between designers and fabricators, and a lot of necessary information, such as surface curvature, shapes, type of surface finish, etc., cannot be illustrated well via a simple flat drawing. This may cause misunderstanding between a designer’s idea and the fabricator. Additionally, with ArtCor doing the preliminary drawings itself, clients do not have to perform such complicated tasks themselves.

In order to avoid such difficulties, ArtCor made it a rule to be guided by the following steps in its everyday practices:

The initial client request should be redrawn in a 3-D format, with the most important parameters, such as surface curvature and surface polish, so they can be analyzed at the initial stage. A quick stress

Figure 2 – The digital model for this outdoor solid surface project was created for initial approval of the look by the customer, then updated after weather analysis and challenges were taken into account and finally rechecked in order to make the structure as strong as possible.

Figure 3 – Installation of this more than 16- by 24-ft. pavilion weighing 2.7 tons was finished within two days with the use of heavy cranes and self-adjusting jacks.

The company faces the global tendency of diversity, which is influenced by intensifying competition and well-informed, exacting customers. This issue makes companies in all building and design sectors look for new approaches to their businesses and their marketing.


analysis and ergonomic aspects should also be checked if needed; and a PDF containing the company’s comments, a visual of the 3-D model and a list of technical features and solutions should be created.

Site measurements should be taken utilizing advanced methods (photogrammetric or topography) for a high level of accuracy to be used for engineering the job.

Any cross-linked subcontractors should be assisted with templates and models/drawings to avoid misunderstanding and possible mistakes.

Use computation design, algorithmic and parametric modeling whenever it is possible to make the work easier and faster.

Choose software that is most suitable for rapid fabrication engineering; offers automation tools and is accurate with complicated shapes and curves; has graphical algorithm editors and scripts to automate the engineering process;

and allows for rechecking the engineering job before CNC cutting.

In fabrication engineering all the technological parameters should be taken into consideration: material properties and accessibility, workshop capacity, technology and machine possibilities and limitations, assembly algorithms, productivity and the company’s general competence.

The following examples, or case studies, may help explain the way solutions can be found with the help of computer assisted design (CAD), computer assisted engineering (CAE) and computer assisted manufacturing (CAM) when used to improve modeling and engineering methods.

Case 1: Outdoor Pavilion at a City Park

Task Description: The customer required a pavilion but only provided a design idea with overall dimensions and without any drawings (see Figure 1). The production time was strictly limited to just five weeks.

Task Limitations: Lack of information from the customer (a 3-D model was not presented); no experience in exterior use of solid surface (no one in Russia had ever made the appropriate calculations for snow, wind and other outdoor issues related to inclement climate of the region which had extreme variations in temperature between winter and summer); and lack of production time because of a last-minute order along with complicated transportation and installation caused by the size of the piece (more than 16 by 24 ft., weighing 2.7 tons).

Solutions: A 3-D model was created quickly to be used as a tool for discussion with the customer to correct the shape where necessary. The short time frame meant the customer had to adopt the model quickly for site engineering and general contractor work to begin.

Using minimax algorithms, a method used in decision theory and statistics for minimizing the possible loss for a worst-case (maximum

Figure 4 – The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing.

Figure 5 – This frame was created to make a large, complex set of bench seating for a mall complex.



loss) scenario, ArtCor was able to take into consideration snow, wind, thermal expansion forces and aeroelasticity/flattening risks. These algorithms along with computation design allowed the determination of the theoretically optimal bearing structure, along with critically stressed points and components.

Then the structure was re-optimized to better fit the technology available, taking into consideration production time, cost and material accessibility.

At the same stage all stress analyses were performed again to be sure that the right way of engineering and correct production process had been chosen, widely using CNC machining (see Figure 2).

Installation was finished within two days with the use of heavy cranes and self-adjusting jacks (see Figure 3).

Case 2: Long Bench Seating for Shopping Mall

Task Description: Having rather detailed, but 2-D, architecture drawings and visualizations, ArtCor needed to design and fabricate long bench seating for retail shopping mall taking into

consideration all practical aspects, such as site installation possibilities, service and possible repair within the product’s life cycle.

Task Limitations: The multifunctional bench

needed to combine various types of materials, such as a wooden frame, solid surface exterior, leather seating cushions and an area for planting; the large size of the bench had to be taken into account (assembled it was more than 38

Figure 6 – The challenge to designing and fabricating this long bench for a shopping mall was in converting 2-D architecture drawings into an eye-catching 3-D product.



by 16 by 3 ft.); and because of the high traffic conditions (stream of people in food court zone), there had to be a way to replace portions of the construction in case of damage.

Solutions: The 3-D modeling used parametric and algorithmic plug-ins in order to produce all of the details and parts of the bench from one drawing (see Figure 4). Taking into consideration

the more than 500 unique details, the time of engineering was extremely reduced compared to traditional CAD methods.

The plywood frame was cut by CNC machine and assembled quickly, saving labor cost, without mistakes because of “error-free” engineering (see Figure 5).

Similar principles, but with other algorithms, were

used for the solid surface and leather cushions

fabrication (see Figure 6).

Case 3: Reception Desk Made from

Triangles

Task Description: Using a designer’s Sketch-

Up mesh model, ArtCor needed to create and

fabricate the reception desk with targeted shape.

Figure 7 (left) – The modeling used for a unique reception desk included the frame, assembly templates and jigs, and solid surface details for putting it together from various triangle-shaped pieces.

Figure 8 (above) – This reception desk was made from individual pieces of triangle-shaped solid surface.


Circle RS#15 on Reader Service Page or visit www.isfanow.org/info. ISFA Members since 2004

Task Limitations: Because the client did not want any visible seams between the triangles, assembly had to be done with a high level of accuracy and precision and be optimized to avoid mistakes and save labor costs.

During detailed examination and engineering the company found and solved a variety of other interesting technical and mathematical sub-tasks: The reception desk frame and assembly templates needed to be done as a separate, but compatible and combined units in order to save material and time; the glued surface areas had to be maximized to increase the strength of the final product; the machining time needed optimized, and 4- to 5-axis operations had to be simplified to 3-axis machining processes, preferably with one-sided processing; and the milling areas must have been combined into various family groups in order to apply various and optimal CAM strategies for each family.

Solutions: ArtCor used minimax mathematical elements to build a 3-D model (see Figure 7). This model included the frame, assembly templates and jigs, and solid surface

details for putting it together. The frame was designed to be used as the pattern for assembling the various triangle-shaped pieces.

The CNC machining time to cut solid surface triangles with nonplanar (propeller-shaped) edges was optimized because of various strategies for different regions that allowed the amount of glued area to be increased to a suitable level. The finished result was a stunning and monolithic design that definitely grabs the attention (see Figure 8).

CAD/CAE/CAM modeling and engineering methods were used in all of the above solid surface fabrication and overall helps ArtCor in its everyday work to: have a better and more professional dialogue with architects and designers and create additional value for them by providing better and more effective ways for information exchange; minimize time for engineering, production and installation; and solve specific unique problems.

When all is said and done, there is little doubt that CAD/CAE/CAM methods are very helpful

tools and can make a huge difference in the outcome of a project. However, that’s true only if qualified engineering capabilities and general fabrication competence is readily available to put such tools to work for the company’s interest and growth.

When asked what advice she might give other fabricators aspiring to greatness, Kamenskaya summed it up neatly. “Know your products from A to Z and be perfect in what you do,” she offered up. “Non-professionalism is a sin.”

About the Authors:

Anastasia Kamenskaya is CEO for ArtCor, LLC, and Sergey Salnikov is head of the technical department. ArtCor is located at Presnenskiy val str., 27, bld.18-19, Moscow, Russia 123557. More information is available by phone at +7 495-657-8578, by email at [email protected] or online at www.artcor.ru.

Editor Kevin Cole can be reached at [email protected] or (815) 721-1507.


the Secret to Owning the Sale

Buyer Desire –

When we meet with new prospective customers, we need to give them plenty of information about our company, products and services so they can make a good decision, right?

WRONG?

Actually, the latest studies from such prominent sources as Forbes, Harvard Business Review, Psychology Today and others show exactly the opposite is true. The most current statistics show that buying decisions are made based on emotion and they’re made at a subconscious level 90 percent of the time. It has almost nothing to do with a rational thought process.

How does this affect your company, your sales team’s ability to sell and your bottom line?

If your salespeople are pitching features and information about the benefits of working with you, but the invisible factor driving the decision is emotion, you may be pressing all the wrong buttons. Instead, you should be using that valuable time in your sales conversation with the prospect in deducing what emotional triggers will compel them to action. Why they buy matters!

It’s Almost Never About Price

Too many salespeople go back to their managers and say, “We’ve just got to lower our prices.”

Years ago, I went to work selling for a larger residential stone company. Its main sales-person was always asking the owner to lower the prices, insisting he could sell more jobs. Finally, to prove a point, the owner lowered prices by 10 percent. This salesperson had traditionally closed 20 percent of his new contracts with builders. Now with the new lower prices, he was ready to score. The result

was that he sold 20 percent of new business.

What was funny, though, was what happened next. The owner raised the prices not just up to the old pricing, but increased them an additional 10 percent above the original prices, and the salesman still sold 20 percent.

It’s Always Too Expensive Until …

You may have heard the saying “It’s always too expensive, until they want it.” This simple statement reveals a key to sales most people don’t know, let alone use every day.

Why people buy can seem like a mystery. That’s why sales can often seem like a forbidden dark art. All of us who’ve been in sales for any length of time have gotten that sale we thought we’d never get, and lost one we were sure was “in the bag.”

“Why people buy” has been the subject of discussion in books, seminars and sales offices across the globe. However, once we understand what’s actually taking place in the mind of buyers, we will have an edge in making the sale.

Three Hidden Truths

I learned early on that when you create what I call “buyer desire,” they will willingly pay more. That’s the key. In relation, there are three things, or hidden truths, that most salespeople don’t realize:

1. The first understanding in the decision

process is that it’s not all taking place in the customer’s mind. It also takes place in their hearts. That’s why people seem to make irrational decisions, and we get tricked into expecting one thing while they do another.

2. People buy on emotion, and then justify with logic. Emotions drive buying decisions every time. Whether it’s the emotions that drive them to choose low price, or an expensive countertop product that seems way out of line for their home’s value, it’s all driven by emotion.

Even the decision of a purchasing manager for a large home builder is driven by emotions regarding doing what the boss has tasked them with doing. Even though this task is often to cut costs, it’s still an emotional decision.

3. All of the science proves emotions trump logic every time. That’s why it can seem nearly impossible to pry away a home builder from a current supplier of countertops even if you offer a better price. There’s an emotional reason behind the seemingly illogical choice not to even give you a shot at the business.

Buyers simply want what they want. So when a buyer stumbles upon something they just can’t live without, the sale is made. When they can only get it from one source (hopefully you are that source), then the decision is done.

Creating Buyer Desire

It’s the job of salespeople to create that buyer desire. You want to create a craving they can’t satisfy with anything other than what you have. How do you do that? There are several ways.

Unique Products — The easiest way is to offer compelling products they just can’t find

People don’t know what they want until you show it to them. —STEVE JOBS

By Kirk Heiner


anywhere else. Offer products that are unique and desirable. My shop used to bring in selected exotic granites that were not available from local suppliers. We could ask any price we wanted. In this arena, we owned the market.

Protect Your Assets — My company would bring in exotic granites and change the names of the stones so they couldn’t be easily price shopped. It worked great and drove the competition crazy. They would basically give up when the client had fallen in love with that color.

All in One — Deliver a one-stop experience. If you can provide both countertops and backsplashes, that ease is something buyers love. It makes it safe when they can visualize the entire space and products together.

Simple Seaming — The answer can be as simple as letting the clients choose their seam placement, or offering them options with fewer seams.

Seal the Deal — Consider providing a “Sealed for Life” program for your retail customers in which you contact them every six months to a year and ask if the countertop is still repelling water. If not, it gives you a reason to send a lower-cost, but customer-friendly employee out to apply sealer, leave business cards and refresh the relationship. You can use any calendar triggering system to remind a designated employee to reach out to them, or have your salespeople do this as part of their lead generation and follow-up for referral system. This way, when the customers (or their friends) think of countertops, you come to the top of their minds. It’s just one more hassle buyers simply don’t want to worry about. You’d be surprised how many jobs can come from this simple program. For those who love the looks of granite, but feel fearful of sealers, this works great. Charge a little more to cover the future costs.

Quartz and Branding — Quartz surfacing is a popular product. One reason why is that it doesn’t need sealed and requires virtually no maintenance. With quartz, one way to create desire is by representing a brand that nobody

else has. Most countertop companies offer every quartz surfacing material available in the market. They’re afraid to lose a sale for not having the one the customer chooses. By selling a quartz brand that no one else carries, you can have compelling colors nobody else has. This is a great weapon in a sales arsenal.

Customization — For some builders, a program created just for them with a limited selection of products is often very appealing. Consider offering custom programs to meet their specific needs and concerns. Everyone’s always trying to solve problems and reduce hassles. Solve theirs and own the sale.

Consistent Service — Another factor is consistent, not necessarily better, service. Showing up on time and delivering great products every single time can be the emotional driver a builder desires. For commercial accounts and builders, price always seems to be a big factor, but it’s not THE factor. Keeping up with production and being on time, without issues, are things that create buyer desire for builders.

How you communicate about this value will make all the difference. It has to be anchored in customers’ minds that you are a solution to their greatest problem. This is where you must back your claims with proof and real-time service.

Creating Crave

Often a buyer will discover an aspect of the purchase they didn’t expect, and from then on, can’t live without it. Once you owned a car with automatic windshield wipers, could you imagine owning a car without it? You can create this kind of “I can’t live without this” mentality in the buyer, making it where they won’t consider buying from anyplace else.

Having special options such as a free upgrade in edging will create craving. It started years ago with the free undermount sink with purchase. Now it’s been done for so long and by so many companies it has lost its effect, but it worked. It set a new expectation.

With some of the new seam setting technologies, you can offer a “disappearing seam technology” they can’t get anywhere else. Of course, this must be demonstrable in your store.

Perhaps the simplest and least expensive way to create craving they can’t live without has to do with timing. If you can do their job when they want it, you have struck gold. People today do not want to wait. If you can squeeze them in and get ’er done, they’ll love you, and you can charge a bit more. When doing this, make it clear you are busy and in demand, but that you will make the special effort to get this project done for them in the time frame they desire. You never want to seem like you can do it because you have very little work.

Pulling It All Together

In the end, it’s about building a value so high that the decision is inevitable. You want to consider having several of these ideas in place to create “buyer desire” because you don’t know which one will trigger it for each individual buyer and make you irresistible.

The four biggest reasons to make creating buyer desire important in your sales efforts is because with it, you differentiate your company from the herd, become irresistible, can charge more money and are much more likely to get the sale.

Buyer desire is about tapping into the invisible drivers we all use as we make our buying decisions. Remember, it’s not about information. It’s about the emotions behind our decisions. Base your future sales efforts on this important truth and you will own the heart of your clients and your market.

About the Author

Kirk Heiner is an author, speaker and sales trainer with more than 25 years in sales. He has conducted sales and training seminars for numerous companies including Lowe’s, DuPont, Danze, AWFS, the NKBA, KBIS, Stock Building Supply, the SBA and more. He

can be contacted at [email protected].

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Fujiashi, one of my clients and largest projects based in China, is in its 11th year manufacturing and exporting solid surfacing to six continents. The company hasn’t sold any product to weather stations in Antarctica yet, but I’m always working on getting our foot onto that last continent. Fujiashi is a unique company in the way it is structured and how it meets the challenges exporting in a global economy, which is why I am using the company as the subject of this case study article.

In addition to the typical challenges inherent in a normal manufacturing operation, it is a global business that is affected by a plethora of interconnected world issues and events. In this article I will touch on some of those factors and how Fujiashi deals with them along with some “talking head pundit” predictions concerning trends affecting export of decorative surfacing to the United States from China.

Business Structure

Fujiashi has two decorative surfacing marketing programs for acrylic solid surface, polyester-acrylic blended solid surface (polyblend) and a molded engineered stone, with one program targeting emerging markets like China, India and the Middle East, and the other focused on mature markets in the United States, Europe, Australia and New Zealand.

The reasons for bifurcating the markets are the vast differences in quality expectations, price sensitivity and culture. For example, in emerging markets the quality expectation is not as stringent as those in the United States, but the price expectation is very low. Even the chemistries are different, with mature markets preferring acrylic for performance and emerging markets favoring polyblend for low cost. This results in different formulations that are tailored to the price and quality expectations of each region. The differing cultures in each country

result in varying color preferences, which is why our sample palette includes more than 200 patterns.

The Product Triad

Most project managers are familiar with the product triad or triangle, which is sometimes referred to as the “unobtainable triad.” Each side of the triangle that make up the triad is labeled, often with a variety of names, such as cost, schedule and features. For this article, I am using the labels “speed,” “quality” and “price,” and will delve into how each aspect plays into a global decorative surfacing business (see Figure 1).

While it is important in theory to hit all three points of the triad, in practice only two points will be obtainable, hence the name “unobtainable triad.” For example, you can find a product with an attractive price point and great quality, but it will take you a long time to

A Case Study of Manufacturing Solid Surface in a Global Economy:

Chasing the Unobtainable Triad at Fujiashi By Leonard R. Elbon

Glen Li , senior engineer at Fujiashi, standing by the Koi pond in the garden near the factory entrance.

International Surface Fabricators Association • Vol. 9 / Issue 2 • 37 Circle RS#22 on page 57 or visit www.isfanow.org/info.

receive it. Or, you can get a product quickly with great quality, but it will cost a fortune. Or, as is often the case with Chinese companies you can get the product quickly and at low cost, but lacking quality.

Each market requires different triad choices. For the Chinese domestic and emerging markets, which are very cost conscious with lower quality expectations, we concentrated on price and speed. However for the U.S. market, we concentrated on quality and price. In the past, many Chinese companies tried to market decorative surfacing designed for the domestic Chinese market in the United States and failed because it did not meet the quality expectations of the American consumer. A bad product kills the market for everyone and has to be avoided at all costs.

With this in mind, a closer examination of the three factors is warranted.

Speed

Choosing quality and price over speed as the main points of focus for the U.S. market was a deliberate decision, because in an export business, the material is going to spend a month on the water before it gets to the consumer via the famous “slow boat from China.”

We rely on distributors, so we are able to get product into U.S. customers’ hands quickly, but it comes at a cost. Inventory must be maintained in order to provide prompt delivery, which entails overhead and inventory tax, etc. That is the nature of the decorative surfacing business. Whether you love or hate distributors, pretty much everyone has them and that is a necessary cost that has to be incurred anyway. So, it is another reason we chose to concentrate on offering the best price for a quality product.

Quality

Fujiashi manufactures its exported surfacing material to U.S. quality standards and uses the best raw materials. Because the material has to meet NSF standards, we use food-safe pigments (no lead or heavy metals). We use only alumina trihydrate (ATH) filler since we have to meet both UL fire safety requirements and American quality expectations.

Several of the subprojects I worked on involved vertically integrating the company into manufacturing solid surface ingredients (resins, pigments, and even a promoter) as well. Resins, pigments, etc., are made in a batch process. Every batch is different and the

quality is quite variable. By vertically integrating and controlling the manufacturing of various components, we were able to smooth out the fluctuations in resin and pigment quality and obtain a more consistent solid surface product and manufacturing process. This was no small feat as it required building multiple factories, each with their own processes, raw materials, equipment and quality control procedures.

We use the very best engineered resins in our solid surface material for the U.S. market in order to obtain the performance demanded by the U.S. consumer. We built a resin plant with heated reactors and storage tanks for glycols, monomers and acids. That gave me the opportunity to design our polyester resins, which subsequently allowed me to focus on creating a product that exhibits better performance and processing than any resin I have ever purchased. It has a very high methyl methacrylate (MMA) content and excellent light stability package so the product does not yellow. Most polyester resins are yellow in color, but ours looks like glass which makes it easy to color match.

I also designed the polymethyl methacrylate (PMMA) syrup for our acrylic solid surface, which necessitated building a syrup plant with its own particular specialized equipment. We don’t sell a lot of acrylic surfacing in China, but I have received compliments from a major Chinese builder regarding the quality.

Anyway, this also allowed us to manufacture polyblend and acrylic resins from renewable raw materials (both post-consumer and post-industrial recycling streams), yielding a product with very high recycled content.

We manufacture our own pigment dispersions

and promoters, which require their own specialized equipment and particular raw materials. One advantage of making our own dispersions was an improvement in color consistency of the product and less time color matching between runs.

I built a testing laboratory on-site and we test the final product using ISFA, ANSI, ASTM, ISO and NEMA standards to ensure and monitor quality. We routinely test strength (impact, flexural and tensile); stain resistance; color and color consistency; boiling water resistance; high temperature resistance; thermoforming capability; aging effects; water absorption; gloss; fabrication (how it cuts and polishes); and seamed strength, as well as sending it out to third-party ISO 17025 accredited labs in the United States to verify our results and for testing beyond our scope (like fungal and bacterial resistance, thermal expansion and UL, NSF and Greenguard testing).

We are ISO 9001 accredited and have standard operating procedures for each facet of the operation, a three-tier inspection system (incoming raw materials, in-process checks and final inspection of outgoing product) and a customer complaint resolution system with root cause analysis and corrective action procedures in place.

We are constantly improving the manufacturing operation, looking for raw materials that result in quality improvement at the same price or the same quality at a lower price. We routinely examine and modify the production process to increase quality.

To sum up our approach to quality, we use Japanese quality systems (Kaizen or continuous improvement) and Chinese raw materials combined with American business expertise and technology.

Price

Price is affected by a number of costs, which can be broken into two main categories: fixed costs, which are those costs that are unchanging or at least relatively stable, and variable costs, some of which you have little or no control over, but must be constantly monitored. Raw material costs are a variable cost that account for more than 70 percent of product costs. Each of these sets of factors warrant exploration.

Fixed costs include:

Shipping/Duty — Ocean transport varies with the price of diesel and also demand. The U.S. customs duty is a different rate for

Figure 1 – While the idea in manufacturing is to hit all three triad points, in practice only two points will be obtainable, hence the name “unobtainable triad.”

PRICE

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every product, 5.8 percent for polyblend and 6.5 percent for acrylic material. The combined duty/shipping cost is in the neighborhood of $1 per square foot of material. This cost is not incurred by U.S. manufacturers, which adds to the reason we chose to concentrate on lower pricing.

Equipment and Buildings/Land — Many factories in China rent their facilities and in some cases even the equipment. Most of those companies are now out of business because

of the rapid rise in rent. We own our equipment and manufacturing facility. Ownership costs are flatter and more predictable than rental costs. Once the capital expenditure is paid off, long-term costs are reduced.

Factory Location — We chose a location in a third-tier city near a major port in Guangdong Province (southern China) on about the same latitude as Cuba. This helps reduce transportation costs to the port and the labor rate is cheaper than first-tier cities like

Shanghai, Beijing, Guangzhou, etc. The climate is balmy and conducive to manufacturing solid surface. This is because the polymerization reaction requires less promoter and catalyst when the material is warm. We don’t have to heat the facility either.

Profit — We target our profit margin at 5 percent and generate income by running a high-volume business. Keeping the profit low helps to garner volume. We have to be very forward thinking and keep our fingers on the pulse of multiple industries and international trends to ensure stable pricing and that we hit the profit target because we do not have a lot of wiggle room.

Variable costs include:

Raw Materials — Approximately 70 percent of the cost of the product is raw materials alone, and most of that cost is because of resin. The price of solid surface is directly related to oil price because resin is derived from petroleum. Advances in technology, especially in hydraulic fracturing, have boosted oil production and resulted in the current glut and low pricing for petroleum and its derivatives (MMA, acrylic resin, PMMA, polyester resin, styrene, etc. — see Figure 2). This also carries over to other raw materials that require energy to produce, which is now at a discount. It has also resulted in reduced energy costs in manufacturing and lower shipping costs. There are also geo-politics at play with Iran’s oil reserves now on the market with the end of sanctions. I would expect this lower-cost pricing trend to continue throughout the next year or two. Minor players in the petroleum industry have been decimated and their assets are being consumed by major players. Eventually oil prices will rise, but slowly.

Technology — While on the subject of technology, I can’t emphasize its importance enough. Companies that are not looking at least

Figure 2 – The current lower prices in crude oil play a significant role in the material cost for solid surface.

Figure 3 - Polyblend line under construction on left; current operating polyblend line to the right. Notice yellow integrated saw; blue mixing platform is in background (far left).


five years ahead with respect to technology and innovation will be dead in the water within that time. We use innovation to lower price, increase speed and guarantee quality. We are installing a second polyblend continuous line and are in the process of purchasing an

acrylic line (see Figure 3). Continuous lines can be operated with a fraction of the labor an open mold system requires, which in turn will provide a bulwark in the future against rising labor costs. However, some patterns are easier to make in a molding operation while others

are more suited to a continuous line. Having both processes helps augment our production speed and widens our pattern capability. By vertically integrating our operations so we manufacture our resins, pigments, etc., also helps control price. Because they are manufactured on-site, shipping costs and vendor profit margins are eliminated. We also schedule production to suit our needs and avoid downtime waiting for delivery.

Exchange Rates — This is important because manufacturing costs are all incurred in renminbi (RMB — the official Chinese currency of which the yuan is the basic unit), but the product is paid for in U.S. dollars (USD). Chinese companies have attempted to price their export material in RMB, but no one wants to purchase it because of fluctuations in the exchange rate which causes the price to vary (see Figure 4). When I first visited China, the midmarket exchange rate was around 8.2 RMB to 1 USD dropping to about 6 RMB per USD in early 2014. The exchange rate is currently about 6.5 RMB per USD and I expect this trend (RMB devaluing against the dollar) to continue in the near term. With many export driven

Circle RS#17 on Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2013

Figure 4 – The exchange rate between Chinese yuan and U.S. dollars continues to fluctuate, affecting the price of Chinese exports.


countries it’s a race to the bottom in debasing their currencies in order to boost exports.

The Chinese government is propping up the RMB with sales of its foreign exchange reserves and it’s costing them billions to do so. As such, I think they will have to let the RMB float even more. By year’s end it could hit 6.7 RMB per USD. Over the next two years this will continue to make Chinese products more affordable in the U.S. market. However, in the long term the Chinese government wants a strong currency. China keeps all of the gold mined within the country, and they have been buying up large amounts of gold on the world market, fueling speculation China wants to move RMB to a gold-backed currency. Even before the recent decision by the International Monetary Fund (IMF) to give the Chinese RMB special drawing rights (SDRs) and a place at the world reserve currency table, the Chinese made arrangements with many countries to pay for oil and raw materials in RMB instead of USD. This, along with the growing U.S. debt level, will allow a strengthening RMB to challenge the USD’s role as “THE” world reserve currency. I expect the exchange rate to

be in the 4 to 5 RMB per USD range within five to six years.

Labor — While the labor rate is still low compared to the United States, it has risen at breakneck speeds over the years (see Figure 5). In addition to the wages, meals and dormitories are provided to the workers by the company. We pay our workers at a much higher rate than minimum wage to retain a dependable and stable workforce. I would expect wages in China to continue rising unabated. It used to be very difficult to find and retain workers during the peak economy in China. However, with the cooling of the Chinese economy, many places have shuttered and gone out of business or moved to more affordable labor markets like Vietnam, Malaysia and Africa. Even state-owned enterprises (SOEs) in China are feeling the pinch. Finding and retaining workers in this softer market is relatively easy now.

Regulation/Red Tape — Government regulation has increased in China over the years and has driven up costs and will continue to do so. While the regulations are not

nearly as onerous yet as they are in the United States, I expect them to increase and continue to drive up costs.

I hope this peek behind the (bamboo) curtain has provided some insight concerning the level of thought, planning and preparation that goes into exporting decorative surfacing to the United States and the myriad of international issues that affect the business. I think you should keep the predictions here in mind when preparing your own businesses for whatever the future holds.

About the Author

Leonard R. Elbon, owner of LCI, “Decorative Surfacing Industry Consultants, ” has worked on projects in 17 different countries over the past decade. He wears many hats including those of a trouble shooter and problem solver, speaker

at trade shows, published author and inventor of award-winning surfacing products. He has been granted 10 patents and has two additional patents in the application process. He can be reached at [email protected].

Circle RS#18 on Reader Service Page or visit www.isfanow.org/info. Circle RS#19 on Reader Service Page or visit www.isfanow.org/info.


The final regulatory deadline for the new Hazard Communication Standard is rapidly approaching, so heads up! If you use even a single hazardous chemical in your workplace, this affects you!

Hazard Communication and the GHS

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

What Has Changed?

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

Pictograms: Labels now contain pictograms to alert users to the chemical hazards to which they may be exposed. Each pictogram consists of a black symbol on a white background framed within a red border. The pictogram on the label is determined by the chemical hazard classification (see Figure 1).

Labels: The new requirements for labeling offer workers better protection from chemical hazards, while also reducing trade barriers and improving productivity for American businesses that regularly handle, store and use hazardous chemicals. Chemical manufacturers and importers must provide a label that includes a product identifier and supplier information, a signal word, pictogram(s), hazard statement(s), and precautionary statement(s) for each hazard class and category (see Figure 2).

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

protection information:

Section 1: Identification Section 2: Hazard identification(s)Section 3: Composition/information on ingredientsSection 4: First-aid measuresSection 5: Firefighting measuresSection 6: Accidental release measures Section 7: Handling and storageSection 8: Exposure controls/personal protectionSection 9: Physical and chemical propertiesSection 10: Stability and reactivitySection 11: Toxicological informationSection 12: Ecological information*Section 13: Disposal considerations*Section 14: Transport information*Section 15: Regulatory information*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 Already Be Done by Now?

As of December 1, 2013, the first GHS requirements went into effect. As of that date, employers should have already trained their employees how to read the new GHS labels and Safety Data Sheets (SDS)

On June 1, 2015, the second round of deadlines went into effect. By that date, manufacturers and importers provide all new products with the new GHS labels and SDS (Safety Data Sheets) in GHS format. Suppliers could still ship existing stock with old labels and MSDS. As noted above, employees should know to expect these changes and must know how to read the new labels and SDS.

As of December 1, 2015, chemical manufacturers, importers and distributors may only ship containers with GHS labels, and all SDS must be in GHS format. By this point, every new product a business receives should conform to the new standard.

What Do I Still Need To Do?

The 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 all hazard communication programs must be updated as necessary, and additional employee training for newly identified physical or health hazards must be provided. For those that provide alternative workplace labeling of chemicals, these must also comply with the new label standards.

About the AuthorShannon DeCamp is client services manager for TechneTrain, Inc. TechneTrain has training programs and reference manuals for Hazard Communication to help with the transition to the GHS. These products and others are available from ISFA at discounted prices. For further information regarding OSHA compliance requirements for the surface fabricating industry, visit www.technetrainonline.com, or contact TechneTrain, Inc. at (800) 852-8314.

Final OSHA GHS Deadline Approaching By Shannon DeCamp

q

Figure 1

Figure 2


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 Quartz & Stone Fabrication Training Hosted by Regent Stone May 17 – 20 Virginia Beach, Va.

ISFA/IWF Countertop Symposium August 23 Atlanta, Ga.

IWF/ISFA Countertop Pavilion August 24-27 Atlanta, Ga.

ISFA CEO and Upper Managment Gathering Hosted by IceStone September 14 – 15 New York, N.Y.

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone September 27 – 30 Virginia Beach, Va.

ISFA Effective Commercial Business Seminar October 6 – 7 Southern California

ISFA Annual Member Meeting & Conference November 8 – 11 Cancun, Mexico

ISFA Quartz & Stone Fabrication Training Hosted by Regent Stone December 6 – 9 Virginia Beach, Va.

This year ISFA has teamed up with Regent Stone Products to provide comprehensive hands-on fabrication training. The two-day course is followed immediately by two additional days of surface repair and polishing that is optional.

The next ISFA Fabrication Training for Quartz and Stone will take place May 17 to 18 at Regent Stone’s training facility in Virginia Beach, Va., with the repair and polishing running the following two days. Classes begin at 8:30 a.m. and wrap up around 4:30 p.m.

The ISFA & Regent Stone Quartz and Stone Fabrication Training program for our members is designed to meet the needs of your growing business. Instruction includes:

■ General shop safety

■ Introduction to industrial diamond technology

■ Cutting with bridge saw by hand

■ Shaping with router and by hand

■ Honing and polishing edges

■ Rodding

■ Undermount and drop in bowls, manual and semi-automated

■ Templating and installation

■ Seaming

■ An introduction to laminating

■ Sealing, color matching and color enhancing

The Engineered Stone and Granite Top Polishing and Repair Course that follows the general fabrication course is designed to be beneficial for all skill levels from beginner to expert desiring to fix surface blemishes in quartz surfacing and granite. Taking this class will take your skill set to the next level, giving you the resources and knowledge of tenured professionals.

Industry professionals will guide you one on one, sharing vital tips and techniques that have taken years to develop. The class will give you the tools and supplies you need to successfully

restore virtually any hard surface countertop. This class is made to teach the highest industry standards. Those attending receive 30 days free technical support to assure they have confidence in any situation.

Topics covered in the class include:

■ Tools and supplies of the trade needed to be successful

■ Repair assessment training – knowing what to look for, and translating that into a repair plan

■ Identifying when cleaners may be the solution

■ Effects of sealers/color enhancers on face polishing

■ Diamond polishing – wet, vs. dry pads and when to use each

■ Face polishing quartz, marble, resin and granite

■ Supplies for the best material finish

■ Blending face polishing repairs with a factory like finish

■ Edge Polishing

Dates Of Training Classes:In addition to the May 17-18 class (or 17-20 classes), there are additional dates on Sept. 27-28 (27-30) and December 6-7 (6-9). East Coast Training 2016: May 19-20, September 29-30, December 8-9

CostThe basic two-day program costs $1,099 per person and includes two days of fabrication training, all tools and supplies necessary, a light breakfast and lunch each day. The repair course, which can also be taken separately, costs $798 per person, plus tooling. Those taking the fabrication class prior to the repair course receive a $200 discount. Annual membership to ISFA, which yields a number of benefits to fabricator members, is $400 and is optional.

Contact the ISFA office about registering for the class or joining ISFA at [email protected].

ISFA Fabrication Training for Quartz and Stone

ISFANews


After the success of the first ISFA CEO and Upper Management Gathering in March in Nashville (see Page 16 for more details on this previous event), ISFA will be holding a second CEO and Upper Management Gathering Sept. 14 to 15, 2016 in New York City. The event is being hosted by IceStone and sponsored by Unicell and Schechner Lifson.

This two day event is an opportunity for companies’ executive management to share experiences, common concerns and best practices regarding the processes of running businesses. The gathering is designed to bring together small groups of CEOs and upper management from a variety of companies to share ideas and network in a close-knit, semi-structured environment.

The agenda for the first day, September 14, includes discussion on the “Future of the Surfacing Industry” with specific focus on

“Pipeline of New Materials” and “Industry Forecast and Trends.” Jessica McNaughton, president of CaraGreen will be the moderator.

Mike Langenderfer, owner of The Countertop Shop in Monclova, Ohio, and ISFA Executive Director, will moderate a “Business Operations” discussion that will focus on regulatory, cost reduction, warehouse optimization and workplace issues.

On September 15, Russ Berry, President of A.S.S.T in McSherrytown, Pa., will moderate the conversation regarding “Growing Your Business.” Increasing top line revenue and bottom line profit, diversification and financial growth will be discussed.

CEO and Upper Management GatheringThanks to our Sponsors

ISFA and the North American Building Material Distribution Association (NBMDA) are pleased to announce a new strategic partnership designed to enhance communication and collaboration between the two industry trade associations. The overall objective of the relationship is to enhance the training opportunities available to surface fabricators by leveraging the local relationships and logistics of their distributor suppliers.

ISFA’s On-Demand Program offers fabricators customized and local solid surface training either at their location or at that of their distributor. ISFA’s Effective Commercial Business Program provides fabricators with strategies to successfully tap into the growing commercial market. This program can also be sponsored and/or hosted by NBMDA

distributors on a regional basis.

Additionally, ISFA offers AIA-accredited CEUs that distributors can sponsor and host at their facilities to draw in architects and designers and help establish mutually-beneficial relationships. “We are very excited to begin this partnership with NBMDA. ISFA provides great educational opportunities for everyone from the CEO to the fabricator to architects and designers,” said ISFA Executive Director Mike Langenderfer. “But you have to get involved to take advantage of the opportunities. ISFA is fabricators helping fabricators.”

“Surface fabricators are an important customer segment for NBMDA distributors and thus their health and growth is vitally important to our members,” noted Kevin Gammonley, NBMDA executive vice president. “Providing

cost-effective training that is sponsored and at times hosted by regionally-oriented distributors will allow ISFA training to reach more fabricators and position NBMDA distributors as even stronger business partners. This new relationship is a win-win for the members of both associations.”

Future aspects of the developing partnership will focus on exposing NBMDA members to trends impacting the fabricator community and educating fabricators on the expanding value proposition associated with strong distributor partners.

NBMDA members can contact the ISFA office at (412) 487-3207 to find out about receiving a membership discount for joining ISFA as associate members.

ISFA and NBMDA Form Strategic Partnership to Increase Fabricator Training Opportunities

Please check out “ISFA EVENTS/TRAINING” tab on the ISFA website at www.ISFAnow.org for information on how you can sign up for this event.

ISFANews

More details on the 2016 ISFA Annual Meeting & Conference are available on the ISFA website at www.ISFAnow.org and discounted early-bird registration is already open.

With the success of the 2015 ISFA Annual Meeting & Conference as a destination-themed event in Austin, Texas, an even more exotic getaway is the location of the 2016 event — Cancun, Mexico. While the dates are still far off — Nov. 8 to 11 — early bird (discounted) registration is now open through the “ISFA EVENTS/TRAINING” tab on the ISFA website at www.ISFAnow.org.

It is being held at the Hyatt Ziva all-inclusive

resort on the beautiful strip of Punta Cancun, where you can build your network, reconnect with old friends, and learn new ways to improve your business all while experiencing a stunning beachfront setting. This year’s agenda is designed to provide you with the perfect balance of educational and networking opportunities, as well as ample time to relax and enjoy yourself. We’ve also made it easy for you to enjoy additional days at the resort by adding nights to your stay after the event.

2016 ISFA Annual Member Meeting & Conference

Gold Sponsor Entertainment Sponsors Silver Sponsors


Countertop Programming Continues to Develop for IWF

The partnership between ISFA and the International Woodworking Fair (IWF) has been renewed for the 2016 show this August. It was established to continue to increase the focus on the countertop industry for the show, and continues to gain momentum as the programming for the expo develops. A full-day Countertop Symposium will once again take place the day before the show floor opens. It will tentatively feature such topics as diversification, a look at new materials, establishing more business in the commercial sector of the industry, lean manufacturing in the countertop shop, integration of casework

and countertops, and the annual ISFA countertop industry forecast.

Tentative speakers at the show include our Dave Paxton, of Paxton Countertops and Showers; Russ Berry, of renown commercial fabrication business A.S.S.T.; Industry Consultant Keith Haight; ISFA Communications Director Kevin Cole; and current Interim ISFA Executive Director Mike Langenderfer, of The Countertop Shop.

Additionally, the 2016 show will once again feature a “Countertop Pavilion” that works to group together various companies serving

the industry into one area of the show floor. Additionally, ISFA will have a booth at the show where those interested can talk to the staff, other members or board members, and find out what programming is taking place and how ISFA can help your company to become better and more profitable at what you do.

IWF is now signing up exhibitors for the Countertop Pavilion, and companies interested in reaching the countertop market are beginning to sign up to exhibit in this reserved space. ISFA members wanting to exhibit will receive a discount on booth space, which is limited.

ISFANews


ISFA Board of DirectorsAdam Albee President Lincoln Laminating 5010 Rentworth Dr. Lincoln, NE 68516 Phone: (402) 434-6009 [email protected] www.lincolnlaminating.com

Mell Hill Immediate Past President Duracite Custom Countertops 2100 Huntington Blvd. Fairfield, CA 94533 Phone: (707) 290-6386 [email protected] www.duracite.com

Ryan Miller Vice President VT Stone Surfaces 1000 Industrial Park Holstein, IA 51025 Phone: (712) 368-4381, ext. 236 [email protected] www.vtstonesurfaces.com

Erica Hussey Secretary JCW Countertops 3 Aberjona Dr. Woburn, MA 01801 Phone: (781) 935-1907 [email protected]. www.jcwcountertops.com

Kate Dillenburg Treasurer Bisley Fabrication 700 Industrial St. Gresham, WI 54128 Phone: (715) 787-4410 [email protected] www.bisfab.com

Dave Paxton Director (and Past President) Paxton Countertops and Showers PO Box 174 Grand Ledge, MI 48837 Phone: (517) 719-0146 [email protected]

Mike Woods Director Creative Countertop Solutions 919 4th Ave. S. Nashville, TN 37210 (615) 915-0718 [email protected] www.creativecountersolutions.com

Kelley Montana Director Humboldt Countertops & Surfacing 70 W. 4th St. Eureka, CA 95501 (707) 442-5918 [email protected] www.humtop.com

John Hansen Associate Member Representative Kohler 3721 Armstrong Dr., Ste. 2B Bloomington, IL 61704 Phone: (920) 207-7701 [email protected] www.kohler.com

Jessica 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 Mike Langenderfer (419) 779-0164 [email protected]

Communications Director Kevin Cole Magazine/Website Publisher & Editor (815) 721-1507 [email protected] Manager Carol Wilhite (412) 487-3207 [email protected]

Account Representative Paul Wisnefski (262) 498-4184 [email protected] Representative Dave Lillegaard (815) 621-7293 [email protected]

Program Coordinator Amy Kyriazis (412) 487-3207 [email protected] Coordinator Lynn West (412) 487-3207 [email protected]

ISFA Contacts

Effective Commercial Business Seminar Hosted and sponsored by Colt Industries, the ISFA Effective Commercial Business Seminar held april 7 to 8 in the St. Louis area had more than a dozen attendees. The

seminar delivered information and strategies to successfully tap into the growing commercial

market to expand and evolve a business. This educational event helped fabricators understand how to adapt their business toward commercial opportunities, optimize their operations and capitalize on commercial projects. It is designed to educate attendees on what it takes to compete in commercial markets; what special considerations to expect; and manufacturing principles and process methods to control costs and

compete profitably. Speakers at this event included Commercial Fabrication Guru Russ Berry of A.S.S.T. and Keith Haight, of Relang International. A second session is being planned for later this year on the West Coast.

More details will be released as they become available.


Fabricator DirectoryFabricator DirectoryALABAMACutstone Co.117 Cloverdale Dr.Alabaster, AL 35007205-624-3538www.cutstoneco.com

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

ALASKABicknell Inc.PO Box 33517Juneau, AK 99801907-789-5727www.bicknellinc.comCook Inlet Housing Authority 3510 Spenard Rd. Anchorage, AK 99503907-793-3047www.cookinlethousing.orgNorth Coast Countertops7720 Hacienda Dr.Anchorage, AK 99507907-727-6419

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

ARKANSASQualserv7400 S. 28th St.Ft. Smith, AR 72908479-459-5892www.qualservsolutions.com

CALIFORNIA AZ Countertops Inc.1560 Harris Ct.1445 S. Hudson Ave.Ontario, CA 91761909-983-5386www.azcountertopsinc.comBlack Rock Construction Services, Inc.131 E. Berkshire Rd.Bakersfield, CA 93307323-627-3891www.blackrockcs.netDesign Fabrication Inc.100 Bosstick Blvd.San Marco, CA 92069760-727-1800www.designfabrication.comDuracite2100 Huntington Dr. Fairfield, CA 94533707-402-1600www.duracite.com

Fischer Tile & Marble1800 23rd St.Sacramento, CA 95816916-452-1426www.fischertile.comHousing Authority of the County of Santa Barbara815 W. Ocean Ave.Lompoc, CA 93436323-400-1000

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

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

JJ Cabinets5532 Fir CircleNorwalk, CA 90651562-881-9715

Marble Expressions1573 Seminole St.San Marcos, CA 92708760-471-8737www.marbleexpressions.comMio Metals400 Western Ave.Petaluma, CA 94952888-530-7630www.miometals.comRTA Cabinets1145 Irving Ave.Glendale, CA 91201323-400-1000Southwest 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

COLORADOAAFES Ft. Carson FMO1510 Chiles Ave.Ft. Carson, CO 80913719-291-9206Best Tops1250 N. 3rd St.Grand Junction, CO 81501970-241-5187

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

Delorie Countertops & Doors Inc.2140 N.W. 18th St.Pompano Beach, FL 33069954-970-7661www.deloriectd.com

Florida Custom Surfaces, div. of FDR Contractors Inc.4362 S.W. Port WayPalm City, FL 34990772-781-5517 www.floridacustomsurfaces.comGeneral Property Construction Co.1550 N.W. 96th Ave.Doral, FL 33172305-592-9570www.gpconstructionco.comNatural Stone Motif Inc.870 Sunshine Ln.Altamonte Springs, FL 32714407-774-0676www.naturalstonemotif.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

Seven Stone1400 W. Marietta St.Atlanta, GA 30318404-355-3108www.sevenstone.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

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

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


New Age Surfaces1237 Naperville Dr.Romeoville, IL 60446630-226-0011Pierce Laminated Products Inc.2430 N. Court St.Rockford, IL 61103815-968-9651www.piercelaminated.comSolid Surface Creations Inc.403 S. SycamoreVilla Grove, IL 61956217-832-8207www.ssctops.comSprovieri’s Custom Cabinets55 Laura Dr.Addison, IL 60101630-917-4690www.sprovieris.comStalwart Systems7797 N. Caldwell Ave.Niles, IL 60714847-972-1193www.stalwartsystemsusa.comStevens Industries Inc.704 W. Main St.Teutopolis, IL 62427217-857-7100www.stevensind.com

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

Bollock Enterprises LLC900 Farabee Ct.Lafayette, IN 47905765-448-6000www.bollockstoptops.com

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

KANSASParman Brothers LTD PO Box 7Johnson, KS 67855620-492-6882 www.parmanbrothersltd.comTop Master Inc.2844 Roe Ln.Kansas City, KS 66103913-492-3030www.top-master.com

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

MAINE Maine Marble & Granite1312 Portland Rd.Arundel, ME 04046207-351-5733www.thomasandlord.comShad’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.comCreative Surface Interiors Inc.8393 Ardwick Ardmore Rd.Landover, MD 20785301-386-4654www.creativesurfaceinteriors.netSolidTops 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.comMarble & Granite, Inc.270 University Ave.Westwood, MA 02090781-407-9560www.marbleandgranite.comPADCO Countertop Co.5 Springdale Ave.Canton, MA 02021781-828-1177www.padcocountertop.com

Sterling Architectural Millwork55 Avocado St.Springfield, MA 01104413-732-2131www.sterlingarc.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.com

Paxton Countertops & ShowersPO Box 174Grand Ledge, MI 48837517-719-0146www.paxtonsurfaces.com

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 55033651-437-1004The Pinske Edge119 Main St.Plato, MN 55370320-238-2196www.pinske-edge.com

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

MISSOURI Cohen Architectural Woodworking9 Industrial Dr.St. James, MO 65559573-265-7070www.cohenwoodworking.com

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

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

Premier Countertops 8720 L St.Omaha, NE 68127402-991-7258www.premiercountertops.com

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

NEW JERSEY J&M Granite Design LLC558 Englishtown Rd.Monroe, NJ 08831908-267-4331www.jmgranitenj.com


Fabricator DirectoryFabricator Directory

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.comRojo Enterprises LLCPO Box 429Roswell, NM 88202505-626-3553

NEW YORKDistinctive Granite331 Dante Ct. Ste. CHolbrook, NY 117411631-737-3337www.distinctivegraniteny.com

Evans & 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

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.netSeven Stone8350-C Arrowridge Blvd.Charlotte, NC 28273704-598-1255www.sevenstone.comSeven Stone920 Old Winston Rd.Kernersville, NC 27284336-773-0714www.sevenstone.com

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

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.comThe Countertop Shop LTD10406 Geiser Rd.Holland, OH 43528419-868-9101www.countertopshop.netTop Advantage Surfaces Inc.12989 Market Ave. N.Hartville, OH 44632330-877-2138www.topadvantage.com Top 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.comPrecision 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.comAdvanced Surfaces Inc.130 Plastics Rd.Corry, PA 16407814-663-0369

Armina Stone870 Rte. 910 Unit 400Cheswick, PA 150244412-406-8442www.arminastone.com

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

Harrisburg Troy Granite3617 Simpson Ferry Rd.Camp Hill, PA 17011717-918-3315www.troygranite.comJohn Kramer’s Fabrications Inc.PO Box 41Bernville, PA 19506610-488-6213www.kramershowerbases.comMcGrory Inc.576 Rosedale Rd.Kennett Square, PA 19349610-444-1512www.mcgroryinc.comPence Countertops Inc.124 Ellis Woods Rd.Pottstown, PA 19465610-326-6609www.pencecountertops.comPittsburgh Troy Granite1060 484 Lowries Run Rd.Pittsburgh, PA 15237412-446-1060www.troygranite.com

RHODE ISLAND Allied Floor Covering, Inc.Tiverton, RI 02878401-624-4477www.alliedfloorcovveringinc.com

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

SOUTH CAROLINASeven Stone1900 Suber Mill Rd.Greer, SC 29650864-879-9378 www.sevenstone.com

Solid Products109 Lazenby Dr.Ft. Mill, SC 29715704-236-9796www.solidproducts.bizTom Rush109 Lazenby Dr.Ft. Mill, SC 29715704-236-9796www.solidproducts.biz

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


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.comFormatop Co.101 S. FranklinSioux Falls, SD 57103605-332-3151www.formatopcompany.comTENNESSEE Alexander Brothers Tile & Marble Inc.1446 S. Cooper St. Ste. 101Memphis, TN 38114901-278-9626www.alexandermarbleandgranite.comCountertops of Memphis301 W. Olive Ave.Memphis TN 38106901-602-7115www.countertopsofmemphis.comCreative Countertop Solutions Inc.300 Peabody St.Nashville, TN 37210615-915-0718www.creativecountersolutions.comKitchen Tops1300 Ault Rd.Knoxville, TN 37914805-523-0967www.kitchentops.netSeven Stone740 Space Park Dr. S.Nashville, TN 37211615-386-0509www.sevenstone.comTEXASAlejandro Contreras6418 Harbor Mist Dr.Missouri City, TX 77459970-471-4393Ba Shi Ba Inc.38303 Green Willow WayMagnolia, TX 77355281-881-2911Classic Counter Tops2325 Executive Dr.Garland, TX 75041972-840-1234Counterscapes, Inc.PO Box 82087Houston, TX 77282 903-581-5676

Countertop Solutions LLCPO Box 82087Houston, TX 77282713-204-0080

Elite Granite & Marble 455 Commercial Dr. Buda, TX 78610 512-328-5111 www.elitegraniteandmarbleaustin.comGecko Solid Surface Solutions4630 Sinclair Rd.San Antonio, TX 78222210-227-3100www.geckosss.comPatel Inc.2306 Sunset Tr.Sugarland, TX 77478W.R. Watson Inc.12902 Mula Ln.Stafford, TX 77477281-495-3664www.wrwatson.comUTAHUtah 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.comMid-Atlantic Manufacturing Inc.10040 Whitesel Rd.Ashland, VA 23005804-798-7462http://midatlanticmfg.comSurface Link Corp.4200 Lafayette Center Dr. Ste. AChantilly, VA 20151301-482-1717 www.surfacelinkcorp.comTRINDCO1004 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.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 53178262-593-2456Spectrum Surfaces Inc.812 Marquis WayGreen Bay, WI 54304920-337-6575

AUSTRALIAAsian Solid Surface40 Day Dr.Pasadena, South Australia 5042Australia040-571-3865BARBADOSIn-Counter, Inc.27 Lodge TerraceSt. Michaels BB12001Barbados246-253-3440

CANADAColonial Countertops Ltd.609 Alpha St.Victoria, BC V8Z 1B2Canada250-383-1926http://colonialcountertops.comConi-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.comFloForm Countertops10-710 Cynthia St.Saskatoon, SK S7l 6A2Canada306-665-7733www.floform.comFloForm Countertops7630 Yellowhead TrailEdmonton, AB T5B 1G3Canada780-474-7999www.floform.comGranit Design77 IndustrielleStanstead, QC J0B 3E0Canada819-564-7111www.granitdesign.comShape Industries10 McPhillips St.Winnipeg, MB R3E2J7Canada204-947-0409www.shapeinc.comSummum Granit Inc.460 Principale St.Saint-Sebastien, QC G0Y 1M0819-625-2333Canadawww.summumgranit.com

FRANCECREA DiffusionZA Le Cheval BlancSolgne F-57420France38-764-6923www.crea-diffusion.comITALYLegnopan 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 Rd. Ste. 4AMoscowRussia+7-485-657-8578www.artcor.ruDECORA PROTuristskaya str., 23/1St.Petersburg, Russia+7(812)922-50-70www.decora.proUNITED ARAB EMIRATESBond InteriorsPO 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 NewsProduct News

Vicostone Adds New Colors to Its Marble-look CollectionVicostone’s quartz surfacing collection was updated with new marble-look colors, available now from the company’s warehouses in Dallas, Chicago, Atlanta and Houston, as well as its distributors. The newest additions are (pictured in order of left to right) Misterio, Icelake, White Macaubas and Blue Savoy. Manufactured with Italy’s Breton technology, the new colors like all quartz engineered stone are nonporous, strong and have color durability.Circle RS#35 on page 56 or visit www.isfanow.org/info.

BLANCO Launches ARTONA Faucets in Colors Matched to SILGRANIT SinksBLANCO ARTONA kitchen faucets offer dual finishes in coordination with SILGRANIT® sink colors. With rounded curves and edges, the faucets are available in six colors that match the sinks, along with Stainless Finish and Chrome. They also have semi-hidden, pull-down dual spray heads and a standard 2.2- or 1.5-gpm flow rate offering water-saving potential. Dual finish colors include Stainless Finish mixed with either Anthracite, Cinder, Metallic Gray, Truffle, White or Café Brown.The collection also includes a matching bar/prep faucet and soap dispenser.Circle RS#36 on page 56 or visit www.isfanow.org/info.

Chemical Concepts Offers Chem-Set C-31 Pro BondThe Chem-set C-31 Pro Bond adhesion promoter available from Chemical Concepts allows fabricators to immediately glue natural and engineered stone products that are still wet from water-assisted cutting equipment, saving time and laminated and mitered edges and eliminating the need to dry the materials first. Users can simply blow off the standing water with an air hose, apply the C-31 Pro Bond on both sides of the joint and wipe off with a dry rag, leaving the substrate ready for bonding. Circle RS#37 on page 56 or visit www.isfanow.org/info.

Staron Surfaces Highlights New Radianz Quartz DesignsFive new Radianz® Quartz designs featuring a free-form, directional veined pattern are available from Staron Surfaces. Comprised of color-controlled, natural quartz particulates, Radianz is suitable for high-use countertops, work surfaces and furniture. Engineered for durability and inspired by elements found in nature, the material has a limited commercial-use warranty and is NSF and Greenguard Certified. Circle RS#38 on page 56 or visit www.isfanow.org/info.

Revere Expands Granite Sink LineElkay recently partnered with granite sink manufacturer Schock GmbH of Germany to expand its granite offerings. As a result, the company will be adding four new models and two new colors (Taupe and Almond) in late May to its Granite Sink offerings, for a total of 20 models in seven colors. Revere granite sinks are stain- and odor- resistant and easy to clean. The durable material is made from 80 percent natural quartz, so they resist smudges, scratches and even heavier impacts. They are heat resistant up to 535 degrees F and nonporous, preventing foods, liquids and bacteria from sticking to the surface. Also, the granite colors won’t fade thanks to a proprietary UV-stable technology. Circle RS#39 on page 56 or visit www.isfanow.org/info.

Karran Launches Three Quartz Sink ModelsKarran introduced three new models of its Q-350 quartz sink, which is durable and can be installed seamlessly in laminate and solid surface. The new models are available in all six of the sink line’s standard colors and are also suitable for use with quartz and granite countertops.Circle RS#40 on page 56 or visit www.isfanow.org/info.

Eagle Rock Products, Inc. Introduces EagleEYE Tool SetterEagle Rock Products, Inc. presents its EagleEYE tool setter, designed for stone routers. This digital microscope has a simple, step-by-step software that prompts users through the entire tool setting process in just 25 minutes with precise results. It is placed on any CNC machine, and can also check tooling for maintenance and wear in just 15 minutes, automatically. It’s portable (about the size of a mailbox) and is self-contained, operating off of a simple, intuitive tablet interface. The equipment is upgradeable and can be paired with a tool dresser and off-spindle setting device.Circle RS#41 on page 56 or visit www.isfanow.org/info.


Product News

KB Express Offers the KBRevolution Countertop Display SystemThe KBRevolution from KB Express is an interactive customer experience displaying countertop options. It has three rotating levels that can display granite, quartz or other countertop materials alongside cabinet options to help customers visualize material combinations and make decisions faster. Samples change out in seconds to allow for unlimited combinations, and the display system uses only 16 sq. ft. of showroom space.Circle RS#42 on page 56 or visit www.isfanow.org/info.

HanStone Quartz Introduces Transitional Modern Styles HanStone Quartz diversified its product line with five colors that blur the lines between timeless neutrality and bold undertones. Nonporous, resistant to heat, stains and scratches, these designs are suitable for residential and commercial applications. The new colors are: Artisan Grey, a multifaceted beige and charcoal hue; Celestial, containing soft, subtle veining merged with layers of cool taupe undertones; Rocky Shores, a crisp cream backdrop speckled with warm grays and rich umbers; Smoke, with neutral grays and sepia undertones and soft

pearl and onyx movements; and Silhouette, a sable base anchored by clean white marbling.Circle RS#43 on page 56 or visit www.isfanow.org/info.

Houzer Adds to Platus Fireclay Sink SeriesHouzer Inc. added a reversible, dual-sided apron front model to Platus Fireclay

sink series. This new model offers a modern plain front design or an alternative classic fluted design. The quality sinks are manufactured in dedicated Fireclay ovens fired at 2,200 degrees F, creating a, glossy finish that is resistant to chips, cracks, scratches and heat damage. The nonporous surface is also hygienic and fends off stains. Platus sinks are available in 30- and 33-in. by 9¼-in.-deep single bowls and are available in white and biscuit.Circle RS#44 on page 56 or visit www.isfanow.org/info.





Circle RS#23 on Readers Service Page or visit www.isfanow.org/info.


Weha Trilogy Three Step Diamond Polishing Pads Can Be Used Wet or DryWeha Trilogy Three Step Diamond Polishing Pads are new polishing pads specifically for black, brown and gray engineered stone and quartz surfacing. However, according to the company, they are equally as good on Black Absolute, Baltic Brown, Uba Tuba and other dark granites and marbles. Additionally, they also are suitable for light-colored engineered stone, quartz, granite and marble, with zero bleeding, reports the supplier.

Circle RS#45 on page 56 or visit www.isfanow.org/info.

M S International, Inc. Introduces New Quartz and Natural Stone SlabsM S International, Inc. (MSI) launched several new products, including new Q Premium Natural Quartz slabs and natural stone slabs. More than 45 quartz colors are now available, including the white marble look of Calacatta Classique and the artistic style of Pacific Salt. Circle RS#46 on page 56 or visit www.isfanow.org/info.

Outwater RGB LED Strip Lights Change ColorsOutwater introduced its professional connectable color changing 120V RGB LED Strip. The water-resistant strip comes as a complete, fully assembled kit ready to plug into a standard wall outlet, with no need for installation by an electrician. It is available in 33- and 82½-ft. lengths and can run off of a single power cord. Seven colors maintain consistent color temperatures and consume only a few watts per linear foot. A corresponding multifunction Color Changing LED Controller generates more than 80 combinations.Circle RS#46 on page 56 or visit www.isfanow.org/info.


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Volume 9 / Issue 2

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Being a manager is a large responsibility. Not only do they have to answer to their superiors, but they also have to answer to those they manage. It has been my experience that managers who understand that simple fact are the most successful. At its core, management is really all about the employees.

How employees are treated has a large bearing on the amount of productivity a manager will get out of the team. So, if a company has a team with a large amount of turnover, lack of unity or chronic complaining, it could very well be the way management is doing its job.

Let’s look at a few management styles that should be avoided.

The Helicopter Manager

Have you ever watched a helicopter hover close to the ground when people are below? What are the people below doing? They’re shielding their faces, half bent over, protecting themselves from all that wind. That helicopter is dominating the scene and nobody likes it. They can’t wait for it to leave. That’s exactly how some managers operate. They hover over the employee watching every move they make. Some might call it driving that employee, but where the employee is being driven is probably right out the door!

A helicopter manager gives the employee no room to make independent decisions. They cannot or will not let an employee work on his or her own. They constantly ask where they have been, what they are doing and what they will do next. They never give the employee the benefit of the doubt. A spirit of mistrust oozes in and is evident in everything they say and do.

To be fair, there could be good reason the manager is watching so closely. Maybe the employee does need a little bit more attention. Would not the better approach be to see what the challenge is and help correct

it? If a manager makes it a point to coach the employee, shows direct concern and demonstrates the goal is to make the employee successful, rather than just micromanage, the employee will respond much differently. That’s called being a leader.

The No-show Manager

One of the worst mistakes a manager can make is to not be there for the team when the going gets rough. If you’re going to ask employees to work overtime or on the weekend to satisfy a rush job, you need to be there as well. The manager sets the pace. When you ask the team to go the extra mile, it matters to them who else is going to step up to the plate, especially if it’s you.

You can also set the example on how you handle some of your personal matters. For example, if you are at doctor appointments, personal meetings or are out getting a haircut during the workday, it’s going to have a negative effect. If you do these things outside of work hours, it tells the employees you take work seriously and that rubs off on the them. You have to remember you are under a microscope. What you do will be watched by others. This could really blow up on you if a member of the team wants to cut out to take care of a personal matter. If you make it a habit to take time off during the workday, it will be harder to tell them they can’t do the same thing. Your reputation will be based on what others see you do. If you want your team to walk through a wall for you, be willing to do the same for them.

The Next Person Up Manager

Sometimes a person becomes a manager not because of merit, but simply because they’re the next in line in seniority, availability or because they know whose ear to tickle. I heard of a very large company that would always make the best performing machinists into

managers. What a bad idea! This is asking for disaster. Just because someone is very good at making countertops does not mean they are automatically going to be a very good manager. However, you might very well have a manger in the waiting. Some of the qualities they would show are being well respected by co-workers, exuding positivity, displaying willingness to perform any task, avoiding complaining about the company or any of their peers, expressing an interest in training and following company policies.

The team wants a competent leader. Don’t expect complete unity if the manager was handed the title because they were the next person up. It’s a culture far too prevalent in today’s workforce.

Whether you want to believe this or not, bad managers are the talk of the team. Workers talk about them while on the floor, on break or even at home. If you want your workplace to be a place of productivity, respect and pride, then take a look at your managers. It all starts with them.

When I first got into management long ago, my supervisor told me, “You’re not a manager as much as you’re a servant to the team.” Those words of wisdom stuck with me. Making sure your team has what they need with regard to equipment, education, support and empathy really are the best tools you have. If you follow through, you won’t just be the manager; you’ll be a leader.

About the Author

Jon Olson has more than 30 years’ experience in the surfacing industry in all aspects of fabrication and sales. He has worked as a fabricator, manager and sales rep for a large solid surface and quartz manufacturer. He is also the past recipient of ISFA’s Fabricator of the Year and Innovator Awards and can be reached at [email protected].

What Makes a Great Manager?

Guest EditorialBy Jon Olson

Circle RS#25 on Reader Service Page or visit www.isfanow.org/info. ISFA Member since 2003

isfa's countertops & architectural surfaces vol. 9, issue 2 - q2 2016

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