Jul/Aug 2015 O&MM Fabricator by NOMMA

Ornamental and Miscellaneous Metal

Fabricator ÂŽ

The official publication of the National Ornamental & Miscellaneous Metals Association

July/ August 2015 $6.00 US

Member Talk

M. Cohenâ&#x20AC;&#x2122;s sophisticated 1-stop shop 38

Allen Cohen President, M. Cohen & Sons

Shop Talk

How to inlay decoratve metals with sterling silver wire 14

Shop Talk

3D forging tips, part 2 24

Shop Talk

Understand anodizing to make you look good to a client 32

Biz Talk

Ways to sell value, rather than price 47

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Let’s make better fences together

Inside

July / August 2015 Vol. 56, No. 4

NOMMA Network Chapters hear talk on estimating and plasma cutting .......................... 10

Ways to sell value, rather than price ...........................................47

Shop Talk Grasp anodizing to help client .....32

Shop Talk How to inlay decorative metals with sterling silver ...................................... 14

This article shows you how to inlay sterling silver wire. In place of silver wire, copper or other soft metals can be inlaid, too. By “Uncle” Bob Walsh Shop Talk 3D forging tips, part 2 ........................... 24

In this part 2, we again touch on architecture, but followed by forging conical 3D scroll ends with flat stock. By “Uncle” Bob Walsh Coils and threedimensional scrolls. The two conical scrolls on the right side can be hammered out in a number of ways, two of which are shown in the storyboards in photo 5 on page 31.

President’s Letter............. 7

Membership pays for itself, fast.

Biz Talk

Even if you regard aluminum finishing as simply a customer spec that you pass along to an anodizer, having a working knowledge of the process can make a customer look to you for input. And that’s never a bad thing. By Jeff Fogel Also: AAMA updates aluminum maintenance guidelines ..................... 36

Price is falling away as a method to sell against your competitors. Here are seven ways to distinguish yourself based on the value you can provide your clients, rather than the short-term method based totally on cost. By Don Hutson What’s Hot!

Member Talk

News ........................................................ 53

Ohio Gratings wins sustainability award. n Eberl Iron Works receives safety award. n

Events...................................................... 53

Rocky Mountain blacksmithing meetup scheduled for August 5-9. M. Cohen & Sons’ one-stop shop sophistication .................................. 38

Tight integration of business and manufacturing processes allows the company to target clients with high-end ornamental and glass needs, cut errors, and deliver more than they promise.

Exec. Director’s Letter.... 8

Read your way to success.

Products ................................................ 54 Media ...................................................... 56 NOMMA Supplier Members ......... 51 New NOMMA Members .................. 52 Ad Index................................................. 57

NEF ........................................12

Matthew Olseng wins the Todd Kinnikin Scholarship.

Metal Moment ................. 58

Recommendations for an “even”-rust finish.

About the cover Hoop chairs from M. Cohen & Sons, Broomall, PA, are mirror-polished stainless steel rolled tubes seam-welded and finished to appear continuous. See story, page 38. Photo courtesy of Hechler Photographers. July / August 2015 n O&MM Fabricator

Member savings plan begins ...... 10

Axe Heads are Viking inspired, hand forged axe heads by Tom Latane. Wrought iron bodies, forge welded tool steel cutting edges with silver inlay. See story, page 14.

Saving metal workers money on their abrasives since 1991! Everything for cutting, grinding & finishing…cut-off wheels, grinding wheels, sanding belts & discs, flap discs, surface conditioning products, wire brushes, specialty abrasives for stainless steel & aluminum and much, much more. NOMMA members receive a 10% discount now through August 15, 2015. When ordering online enter promo code “NOMMA” at check out or mention this ad when calling toll free at (800) 444-2999.

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President’s Letter

Membership pays for itself, fast In my last column, I encouraged NOMMA members to consider whether it was time to see yourself as more of a giver than a taker. With O&MM Fabricator having a circulation of almost 8,000, I know some of you who are reading this have not made the commitment to join NOMMA. If that describes you, then I’d like to give you some reasons that I have personally experienced that may get you thinking about a membership.

Allyn Moseley, The Heirloom Companies, is president of NOMMA.

Benefits of combined experience

ROI is a key factor when deciding where we are going to put our money. For the cost of a good employee for one week’s time, you can access the knowledge and experience of the NOMMA membership for an entire year. If you put your needs out there to the membership, they will respond. I see it happen all the time. Successful people recognize what they’re good at. Really successful people recognize what other people are good at as well. Tapping the resources inside yourself is critical, but I’m convinced that many people overlook the tremendous value of tapping into the resources of other people. For me, I concentrate on my strengths. When I’m faced with something that’s not in my strength zone, I concentrate on the strengths of others. That’s when I use my NOMMA membership. Network to grow your business

In most cases, a NOMMA membership is less than $500 per year. As my NOMMA brother Randy LeBlanc will tell you, just the NOMMA ListServ discussion forum alone will save you more than that in a year’s time. I cannot tell you how many times I’ve been stuck on a problem or business issue when I’ve found the solution within the NOMMA network. The tips, tricks, and ideas that I’ve picked July / August 2015 n O&MM Fabricator

up over the years from fellow NOMMA members has had a direct and significant effect on the growth of my business. Growth can happen either because you force it to happen regardless of the collateral effects, or you calculate it to happen as a result of doing things the right way. NOMMA is dedicated to helping you with the latter.

Dedicated to the success of our members and industry. NOMMA O FFICERS

President Allyn Moseley, The Heirloom Companies, Campobello, SC President-Elect Keith Majka, Majka Railing Co. Inc., Paterson, NJ Vice President/Treasurer Cathy Vequist, Pinpoint Solutions, Jupiter, FL Immediate Past President Mark Koenke, Germantown Iron & Steel Corp., Jackson, WI

F ABRICATOR D I RECTORS

Greg Bailey, Bailey Metal Fabricators, Mitchell, SD Max Hains, Mofab Inc., Anderson, IN Maciej Jankowski, Artistic Iron Works, Norwalk, CT Tony Martinez, Big D Metalworks, Dallas, TX Tina Tennikait, Superior Fence & Orn. Iron, Cottage Hills, IL Henry Wheeler, Wheeler Ornamental Metals, Dothan, AL

S U PPLI ER D I RECTORS

Camaraderie of like-minded people

None of us are in this business because it’s easy. As a matter of fact, I know that sometimes it can be downright frustrating. I’m sure at times you wonder why you ever gave up your paper route. But let me tell you about the type of people who join associations in general and NOMMA members specifically: They care about others. They want to see others succeed and are willing to give what knowledge they have to live out the old adage that “a rising tide lifts all boats.” In essence, that is exactly what NOMMA is trying to do — lift the tide of our industry. Do not under estimate your ability to contribute to that rising. Your NOMMA membership should be viewed as a tool investment. Just like any other investment you’ve made in tools, if you don’t use it and just let it sit on the shelf, you’ll begin to think you’ve wasted your money. The NOMMA tool is one that is designed for usefulness and calculated for results. Learn to use it, and it will pay for itself many times over. Pay it forward.

Bill Schenke, Ameristar, Tulsa, OK Stacey Lawler Taylor, Lawler Foundry Corp., Birmingham, AL Dave White Jr., Locinox USA, Countryside, IL

NOMMA E DUCATION F OU N DATION O FFICERS

Chair Lynn Parquette, Mueller Ornamental Iron Works Inc., Elite Architectural Metal Supply LLC, Elk Grove Village, IL Vice Chair Rob Rolves, Foreman Fabricators Inc., St. Louis, MO Treasurer Mike Boyler, Boyler’s Ornamental Iron Inc., Bettendorf, IA

NEF T RUSTEES

Heidi Bischmann, Hartland, WI Roger Carlsen, Ephraim Forge Inc., Frankfort, IL Carl Grainger, Grainger Metal Works, Nichols, SC Christopher Maitner, Christopher Metal Fabricating, Grand Rapids, MI Greg Terrill, Division 5 Metalworks, Kalamazoo, MI Keith Majka, Majka Railing Co. Inc., Paterson, NJ

NOMMA C HAPTER P RESI DENTS

Chesapeake Bay Patty Koppers, Koppers Fabricators Inc., Forestville, MD, 301-420-6080 Florida Marco Vasquez, Vasquez Custom Metals Inc., Tampa, FL, 813-248-3348 Gulf Coast Randy LeBlanc, Metal Head Inc., Lafayette, LA, 337-232-38383 Northeast Scott Hess, Hess Ornamental Iron Inc., Red Lion, PA, 717-246-3135 Pacific Northwest Gale Schmidt, A2 Fabrication Inc., Milwaukie, OR, 503-771-2000 Upper Midwest Mark O’Malley, O’Malley Welding & Fabricating Inc., Yorkville, IL, 630-553-1604

NOMMA S TAFF

Executive Director, J. Todd Daniel, CAE Meetings & Exposition Manager; NEF Executive Director, Martha Pennington Member Care & Operations Manager, Liz Harris Sales Director, Sherry Theien Editor, O&MM Fabricator, Robin Sherman

O&MM FABRICATOR EDITORIAL ADVISORY BOARD

allyn@theheirloomcompanies.com

Terry Barrett, Pinpoint Solutions, Jupiter, FL Doug Bracken, Wiemann Metalcraft, Tulsa, OK Bill Coleman, Arc Angels, Dunedin, FL Nancy Hayden, Tesko Enterprises, Norridge, IL Chris Holt, Steel Welding, Freedom, PA Rob Rolves, Foreman Fabricators Inc., St. Louis, MO

Ornamental & Miscellaneous Metal Fabricator (ISSN 0191-5940), is the official publication of the National Ornamental & Miscellaneous Metals Association (NOMMA). O&MM Fabricator / NOMMA 805 South Glynn St., Ste. 127, #311 Fayetteville, GA 30214 Editorial We love articles! Send story ideas, letters, press releases, and product news to: Fabricator at address above. Ph/Fax: 888-516-8585. E-mail: fabricator@nomma.org. Advertise Reach 8,000 fabricators For information, call Sherry Theien, Ph: 815-282-6000. Email stheien@att. net. Ads are due on the first Friday of the month preceding the cover date. Send ads to: Fabricator at address above. Email ads to: fabricator@nomma.org (max. 5 megs by e-mail). Or upload ads to our website where a downloadable media kit is available: www.nomma.org. Membership Join NOMMA! Beyond the magazine, enjoy more benefits as a NOMMA member. To join, call 888-5168585, ext. 101. For a list of benefits, see membership ad in this issue. Exhibit in METALfab Exhibit at METALfab, NOMMA’s annual convention and trade show. For more information, contact Martha Pennington at 888-516-8585, ext. 104, or martha@nomma.org. Subscriptions Subscription questions? Call 888-516-8585. Send subscription address changes to: Fabricator Subscriptions, 805 South Glynn St., Ste. 127, #311, Fayetteville, GA 30214. Fax: 888516-8585, or fabricator@nomma.org. 1-year: U.S., Canada, Mexico — $30 2-year: U.S., Canada, Mexico — $50 1-year: all other countries — $44 2-year: all other countries — $78 Payment in U.S. dollars by check drawn on U.S. bank or money order. For NOMMA members, a year’s subscription is a part of membership dues. NOMMA Buyer’s Guide Published each December as a separate issue. Deadline for all advertising materials is November 27. Contact Sherry Theien at 815-282-6000 or stheien@att.net. Opinions expressed in Fabricator are not necessarily those of the editors or NOMMA. Articles appearing in Fabricator may not be reproduced in whole or in part without the express permission of NOMMA.

How to reach us

Executive Director’s Letter

Read your way to success As a business owner, you can

Hedgehog Concept is the abilimprove your leadership and ity to boil many small things managerial skills by reading. If into one single, organizing idea. you’re not a regular reader, I sugThis idea becomes a unifying gest you read 30 minutes a day. principle that pushes an organiOne reading challenge is zation forward. wading through the sea of busiAnother well-known book ness books that are published is Who Moved My Cheese by Todd Daniel is executive every year. Almost monthly a Dr. Spencer Johnson. This book new business book is the “rave” director of focuses on dealing with change, NOMMA. and “must read.” It’s overand we’ve featured it at a couple whelming. Where do you start? of METALfab conferences. An underIn the 1980s, I read a series of enjoy- lying theme of this book is adapting to able books that opened my mind. change and turning it into good. These included Iacocca: An AutobiOh, and Dr. Spencer wrote another ography by Lee Iacocca (my favorite), book that ranks high among business Odyssey: Pepsi to Apple by John Sculclassics. Titled The New One Minute ley, and Swim with the Sharks Without Manager, this book gives some practiBeing Eaten Alive by Harvey MacKay. cal secrets on leading others. Recently, I read two books that conFinally, and more recently, I enjoyed tinually show up on Internet best busireading “QBQ — The Question Behind ness books lists. Both are by business the Question by John G. Miller. This guru Jim Collins: Good to Great and book has probably helped me more Built To Last. One book that consisthan any business title. Quotes from it tently rates number one on numerous regularly pop into my head. lists is one I consider to be the father of The book discusses personal all business books. Can you guess the accountability in both your work and name? Yep, it’s How To Win Friends personal life, and helps to eliminate and Influence Enemies by Dale Carnegie. blame, victim thinking, complaints, The two common themes in many and procrastination. business books are “leadership” and “business culture.” Certainly, the two Create the reading habit These books are just a few to get you are closely related. One leadership skill started. Finding the time and getting is being able to create a business culused to daily reading may seem diffiture and climate that is successful. cult, but once you do it for a few weeks Be better than good — be great a habit will form. You’ll feel strange My current favorite business book when you don’t read. If you prefer, puris Jim Collins’ Good to Great. I have the chase the audio books and play them in audio version, which I regularly listen the truck throughout your workday. to. The book examines a 40-year study In the end, reading will help you of nearly 1,500 companies to determine become a better leader, a more effective what made the great ones stand out business person, and ultimately you’ll from the good ones. be less stressed and more successful. This book made the term “hedgehog” famous in the business world. The F I LE S, U R JO B P RO W E W AN T YO

TI PS

Are you a NOMMA Top Job winner? Do you have how-to, step-by-step tips to share? Have you solved an interesting fabrication problem? Write for O&MM Fabricator. Send your idea to editor@nomma.org.

O&MM Fabricator n July / August 2015

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Technology partner to great designers, fabricators and business owners www.fabcad.com / 1-800-255-9032 App Store is a service mark of Apple Inc. Autodesk is a registered trademark of Autodesk Inc and/or its subsidiaries and/or affiliates in the USA or other countries iPad and iPhone are trademarks of Apple Inc., registered in the U.S. and other countries. FabCAD is a registered trademark of FabCAD Inc.

July / August 2015 n O&MM Fabricator

The NOMMA Network

Gulf Coast NOMMA Network enjoys estimating session The Gulf Coast NOMMA Network held its spring meeting in Fort Payne, AL, last month with 20 people in attendance. Metal Market Inc. was host. The evening before the meeting, the chapter held a dinner at Vintage 1889, a restored building located in downtown Fort Payne. Fourteen people attended the Italian buffet dinner. Before the Saturday meeting, the NOMMA Shop Accreditation Committee met, with 10 people attending. A salute goes to Amos Glick and Leo Leofsky of Compass Ironworks, who were passing through from Pennsylvania and were able to attend the meeting. After enjoying coffee and donuts, group president, Randy LeBlanc, kicked off the main meeting with a welcome and announcements. NOMMA national president, Allyn Moseley, provided an update on association activities. Henry Wheeler, chair of NOMMA’s Accreditation Committee, reported on his committee’s work. Afterward, NOMMA Executive Director Todd Daniel gave an overview of NOMMA’s industry marketing program, and how the accreditation program will tie in. For the main presentation, Charles Perez spoke about blueprint takeoffs and estimating. As always, there was the popular “buck-in-a-bucket” raffle, a catered barbecue lunch, and shop tour. Thanks go to Roland and Kelley Anderson for serving as hosts for the day.

Shop host Roland Anderson, above, third from left, leads a tour of his spotless and ultra modern shop, located in Fort Payne, AL. Shop tour demo, left, at Waukegan Steel LLC.

Upper Midwest Chapter sees demo of plasma cutter Members of the Upper Midwest Chapter held their spring meeting last month in Waukegan, IL, which was hosted by Waukegan Steel LLC. Waukegan Steel is an AISC certified shop that does work ranging from massive commercial projects to basic railings for single family homes. Its 85,000-square-foot facility has

produced many high-profile jobs, including the expansion of Soldier Field, the Museum of Contemporary Art, and elevated train stations for the Chicago Transit Authority. After coffee and a morning business meeting, attendees watched demos on BIM (Building Information Modeling) software and a cutting presentation using the Hypertherm-HyPerformance Plasma HPR400SX cutter. Other meeting highlights included a shop tour and lunch. During the tour, attendees saw the company’s structural and miscellaneous department, which was in full swing. Of special interest was watching the fabrication of several 120 foot x 6 foot trusses. A thanks to the Waukegan Steel staff for hosting the event.

NOMMA launches member savings program

“Members who take advantage of these programs can save significant NOMMA members now can save ness Buying Group Alliance. Suppliers money and increase their company’s time and money on business and include Grainger Tools and Supplies, profitability on products and services personal purchases through a new Staples, Wright Express, Unifirst, they already buy, ” says Todd Daniel, Group Purchasing Alliance Program Office Depot, ADP Payroll, Hewlett NOMMA’s executive director. provided by The Member Savings Packard, Ferrellgas, Exxon/Mobil, and Members can register for this Program Inc. more than 25 other companies. value added program by going to the The new program offers collective Members may save an average of NOMMA website at www.nomma.org buying power through a 150,000-busi- up to 20% on many expenses. and clicking on the “Members” section. 10

O&MM Fabricator n July / August 2015

HEBO SCROLL MACHINE Scroll up to 3/4” square cold

STM MOTOR UNIT Can twist up to 1.25”

24-TON HYDRAULIC TABLE

The Hebo machines are the absolute fastest way to add value to metal. Literally less than the cost of one $10/hr employee, with a useful life over 25 years. The multi-functional Hebo machines can: twist, bend scrolls, endforge, emboss, texture, edge hammer tubing and solid bar, make baskets, and press belly pickets. The machines work with: steel, aluminum, bronze, copper, and brass. Hebo Machines were started by German Blacksmiths, with you the fabricator in mind. Their mission has been to partner with you, to provide you with a mechanical advantage to speed up your processes, in order to help make you as fast, efficient and profitable as possible.

“

If you need a machine and don’t buy it, then you will ultimately find that you have paid for it and don’t have it. - Henry Ford

”

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NOMMA Education Foundation

In partnership with the National Ornamental & Miscellaneous Metals Association

Matthew Olseng wins the Todd Kinnikin Scholarship The Todd Kinnikin Scholarship helps a NOMMA member attend METALfab. For METALfab2015, Matthew Olseng, president of MDO Welding & Fab. won a full registration. After his experience at METALfab Matt wrote a letter to the committee. I would like to take this opportunity to share parts of his letter with you.

‘Wow What a Week!’ METALfab totally exceeded my expectations

Lynn Parquette, owner, Mueller Ornamental Iron Works Inc. & Elite Architectural Metal Supply LLC, is the Chair of the NEF.

push our industry to a level of craftsmanship unlike any other. “The Party with a Purpose and Awards Banquet were a blast. Seeing all of the hard work put into the Top Job entries was truly inspiring, and made it so I couldn’t wait to get back to my shop and start working, with a new level of enthusiasm. I was very fortunate to have won a Top Job award this year, but seeing the level everyone is achieving makes me strive to be better at my craft.

“Upon hearing what the typical schedule for a METALfab consisted of, the word ‘classes’ took me NOMMA acts like a personal coach back to high school and my attempt to hide the fact “When I reviewed the week, it dawned on me that I did a lot of sleeping in class. But the educathat NOMMA resembles a coach or personal trainer. tion sessions at METALfab were nothing like that. When you look at the sports world, from time to time The amount of information that one can get from the you will see the same name pop up as ‘the guy’ who classes is huge. I am a one-man shop, so there were is training or working with the top athletes and maksome classes that honestly have nothing to do with ing them successful. That trainer has the ability to get my immediate business position, but I like to be whoever they are training up to the next level. prepared for the future. That is what NOMMA is! “When or if I decide to upscale my company, “One night while having a conversation with in size or capabilities, it’s nice to already have a fellow NOMMA member I started looking some of the larger business or management skills around the room and realized that all of the most in my toolbox. It’s just like the equipment we beautiful, and prestigious work that I’ve seen, all buy. Nobody uses every single tool they have either online or in magazines was created by in their shop every day, but when you need it, individuals in this restaurant. They all have one it’s there. thing in common: They are all NOMMA mem“That is what the information in the METALbers, and they all attend METALfab each year. fab education program is like. It’s a tool you’re I saw them in all the classes, and at every event. obtaining and putting in your toolbox. You They don’t miss anything; they take full advan“I have never been more welcomed by a might not use it the next day or even that year, tage of the week. but when you need the knowledge and reach for group of strangers, in “NOMMA is that coach or trainer that gives my entire life. Not to it, it’s already there, ready to be used. you all the information and knowledge to put mention a group of your company on the next level and in front of strangers that is so NOMMA offers a welcoming hand giving with information,” the competition. NOMMA can’t weld, or make a says Matthew Olseng, scroll, or run your business, but it can give you all “I have never been more welcomed by a group president of MDO the information you could ever want. The other of strangers, in my entire life. Not to mention a Welding & Fab. members and the Top Job competition push you group of strangers that is so giving with informaforward to keep improving and become better. tion. Be it about their shop, how they run it, problems they “I cannot say thank you enough, to Mark O’Malley, the run into, how to fix them, projects they are working on, new equipment they are using and how they like it. It was Kinnikin family, and the donors to the scholarship fund for like we were all learning to play poker for the first time so making this opportunity possible for me. everyone had their hand out in the open to learn which “Anyone that can attend METALfab whether it’s through a hands beat which. scholarship or on your own, should definitely try to attend. It “By interacting with one another, from across the counis well worth the time, money, and effort!” try with different experiences and talents, as a group we can DO N AT E!

For more information on donating to the NOMMA Education Foundation Contact NEF Executive Director Martha Pennington, 888-516-8585 x104, martha@nomma.org. 12

O&MM Fabricator n July / August 2015

Ultra Cosmopolitan

Ultra unobtrusive railing infill by Ultra-tec®.

When there’s something worth seeing, look into Ultra-tec. The architect has specified cable railing. You need to find a system that’s competitively priced, is simple to install, and won’t require multiple return trips to re-tension. Solution: Ultra-tec®. Your finished cable railing will look great, and so will you — and your bottom line.

WWW.ULTRA-TEC.COM

Shop Talk

Axe heads are Viking inspired, and hand forged by Tom Latane. Wrought iron bodies, forge welded tool steel cutting edges with silver inlay. Notice the reindeer on the top axe head and inlaid bird on the lower axe head.

This article shows you how to inlay sterling silver wire. In place of silver wire, copper or other soft metals can be inlaid also.

By “Uncle” Bob Walsh Recently I thought I would try some decorative metal inlay. How hard can it be? Well, I have great news for you. Decorative inlaying is easy. There are two rules you might want to follow, but beyond that, inlaying is a straight-forward process. You might wonder after you inlay something, why a person does not see more products with decorative inlaying? Let’s start at the beginning. If you look at the sketches on page 18, you will see the process. You need to pay attention to two basic concepts: 1 The metal you are inlaying needs to be softer than the metal it is being inlayed into. Otherwise, the metal being inlaid will not spread well into the under-cut areas (dovetails) created to lock the metal in place (sketches 7-9).

O&MM Fabricator n July / August 2015

1 On the upper left, you see a threepound hammer above a flatter. These tools will be used for finishing/flattening the surface after the round stock, in this case the sterling silver wire has been inlayed. This step is optional. 2 Below the handled tools are a wire cutter, a magnifying glass and sterling silver wire. I purchased the sterling silver wire online from:

1 5 7

Indian Jewelers Supply Company 1-800-545-6540 1-888-722-4172 fax

www.ijsinc.com

6 2

Photo 1. Inlaying tools. Numbers in the photo correspond to those in the text below and at right.

2 In sketch 7, you will see that the round stock is set down into the opening, so that it’s widest area is level with the raised edges of the undercut stock. This will make sure your inlay is well rooted.

7 inlaying tools

Let’s now look at the inlaying tools (photo 1; the following numbers in the text correspond to those in the photo). Working from the left to the right, here’s what you see:

Variable Speed Ultimate Tubing Notcher >

Notches from 3/4i to 2-1/2i OD >

Model 400-VSUADJ w/Adjustable Height Vise Shown

When ordering your silver wire, specify the size you need in thousands of an inch, not in a gauge size. The gauge sizes used for silver and the gauge sizes used for steel do not equal the same metal thickness. 3 In the aerosol can is spray adhesive from the hardware store. 4 Following the spray adhesive is an extra copy of the pattern used. The pattern used started out as a loose pencil drawing on graph paper. The drawing was then refined. The refined drawing was put into a copy machine and the size adjusted slightly to better fit the width of the bars. 5 Two lift-bars with dovetailed/ undercut areas finished, ready for the silver wire to be inlaid. 6 The two chisels used to create the undercuts once the overall design was chiseled into the metal surface. 7 A “bench” hammer (hammer that stays on your bench for general work). Let’s inlay

1-1/2HP

• • • • • • •

Perfect for Thin or Thick Walled Tubing Perfect Weld Fit EveryTime Fast Metal Removal 208/220/230 Volt Variable Speed 115 volt Single Speed Available In Use by Over 100 NOMMA Shops Ideal for Prototype or Production Work

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The first thing we need is a pattern. For my pattern, I fished around on Google for some inlaying examples. My computer makes me crazy, but as a resource tool in any category, it makes me glad I live in this century. I found an inlay concept that wasn’t right but started the mental wheels rolling. With the help of some graph paper, a cup of good coffee (with a little half and half) some good tunes on the radio, a kitchen table, 45 minutes and voilà. An outgrowth of the Google inspiration was on paper. After spray mounting the patterns onto the bronze bars, with a small walking chisel, the centerlines of the O&MM Fabricator n July / August 2015

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Sketches showing the decorative metal inlay steps.

linear patterns were incised through the paper patterns and into the metal. This was done in a treadle hammer, but has been done by hand for centuries. The tighter the radiuses are in a pattern, the smaller the walking chisel needs to be. An oversized chisel will incise your radiuses in increments (choppy steps). A smaller walking chisel will also provide radiuses with increments, but they will be much smaller and the chop18

py-ness reduced accordingly. After the initial incising, the paper patterns were removed by heating the bars. The bars were heated to a dull red so they were normalized at the same time the paper was removed. The bronze I used is alloy CDA655. I often use 655 because it TIG welds beautifully, which makes the assembly of bronze parts easy. However, from my experience, alloy

655 is hard to forge and even harder to cold work. Both processes are doable, but the hot forging is done in a relatively narrow heat range and cold working requires frequent annealing to keep work-hardening at bay. With the patterns removed, and with the same walking chisels previously used, the incised lines were gone over again, to clean them up so they became good looking lines. O&MM Fabricator n July / August 2015

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The inlaying process

Let’s break down the inlaying process in photo 2 (page 20; numbers in the text correspond to those in the photo). 1 On the far left, you will see a small scrap of what looks like about 3⁄16 inch or ¼ inch by maybe 1½-inch steel. That was the practice piece — about all most of you will need to learn this process. It’s not difficult. 2 Next to the bench hammer, is an under-cutting chisel. Under-cutting chisels of two widths were used. One was quite narrow for undercutting in the tighter areas of the radiuses. The wider chisel was used where there was less curvature. 3 Next, notice the bronze lift bar is resting against a heavy surface plate that sits on top of the bench. The heavy plate in this application becomes a back-up plate while undercutting the laid out lines. When you are undercutting, you are holding the chisel at about 45°, so you need a backup stop to keep the work you are undercutting from simply being pushed sideways by the chisel. 4 On the bottom of the photo is bar clamped to the heavy bench top. This bar is also a backup bar, used when the bronze piece being undercut is rotated 90° while a chisel is following a curved line around a radius. 5 On top of the surface plate is a magnifying glass, which is helpful, but an even better tool for checking your progress is the knurled dental tool on the other side of the second lift bar. Ask your dentist for a couple of old hook-shaped tools, they often come in handy in your shop. In the case of measuring your undercutting with the den-

5 1 2 3 4

Photo 2. Inlaying process. Numbers in the photo correspond to those in the text at left.

tal tool, you can simply pull the sharp hooked point of the tool up (perpendicular to the metal) the side of your undercut. If there is no undercut, the tool will easily slip up the inside edge. With a nice undercut, the tool will resist coming up the inside edge. Once you experience the feel of the drag on the tool, you will easily recognize how the amount of drag relates to the amount of the pitch in your dovetailed wall. Moving forward

After a couple passes around the incised lines to give yourself a nice undercut, you will definitely feel that the

O&MM Fabricator n July / August 2015

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Inlayed bronze lift bars, near right. Lifting these bars releases the fireplace enclosure doors so they can be opened. Bars installed, far right. Note, the mesh openings (one-inch) on this set of fireplace doors will not be code compliant in most areas. Check your local building codes for the regulations in your area.

655 has work-hardened. This is the personality of alloy 655. Because work hardening happens soon with this alloy, if you find yourself having problems, you can anneal your bronze. I worked with the work-hardened bronze, which was tough. If you donâ&#x20AC;&#x2122;t want to deal with work-hardening, inlay into steel. You might want to consider inlaying silver wire into steel, and then chemically darkening the steel. Assuming the chemicals you use only darken the steel and not the silver, this looks great. Tom Lataneâ&#x20AC;&#x2122;s Viking inspired ax heads (see phot0s, page 14) are silver inlaid into steel (pure iron). Next, with a flat-bottomed tool, pound down (flatten) the ridges on the floor of your dovetail (sketch 6). Lengths of sterling silver wire were then cut. The wire was purchased in an annealed state, so it was not annealed. This may or may not have been a good idea? To be safe, heat your silver wire up to a dull red, let it cool, or quench it and will you will know you have soft wire. Silver, like 655 work, hardens quickly. Lay the short sections into the dovetailed troughs and hammer them down into the prepared areas. Make your short wires slightly too long for each trough, so you make sure the recessed areas will be completely filled. The excess silver on each end will not have anywhere go when you 1hammer the wire, so Project3_Layout 1 1/13/15to9:06 AM Page

O&MM Fabricator n July / August 2015

it will create little flat buttons on the surface at each end of your curved troughs. The buttons of excess silver will be removed later. The flatter comes next, smoothing out the surface. Be careful to leave the silver a little high, and not create any dents with the edges of the flatter. A simple piece of steel plate with well-rounded edges can be used in place of the flatter. You can finish your inlaid work carefully with a file and sandpaper. I used a fine flap wheel in an angle grinder. A DA sander might work well. The buttons come off the ends of your curved lines at this point. Polish with a buffer if that suits your needs. Be careful of the heat generated if using power tools. The inlaid lift bars were then patinated with a brown finish. The brown finish solution was placed in a covered Pyrex oven dish and set in front of the forced air space heater in my shop. When the solution is very warm, almost hot, the chemicals work extremely well patinating clean bronze. I have not had much luck with brown when using the chemicals cold. The chemicals I have are either from Jax Chemical Company, Mt. Vernon, NY, or Birchwood Technologies, Eden Prairie, MN. The bronze patination chemicals do not work on silver, so only the bronze was colored. A good coat of wax was then applied to the bars. The hardware store silver polish my store sells is “Twinkle.” Twinkle will polish the silver inlay without removing the bronze patina. On a test piece, the bronze patina seems impervious to the twinkle. I hope the homeowners let the silver tarnish and age. Even though the Twinkle will not chemically remove the bronze patina, repeated rubbing of the bronze surrounding the silver with a polishing cloth may or may not prove to be problematic? I guess whether this becomes a problem or not, depends on the frequency. Once a week? Once a month? Once every 6 months, or once a year? We’ll see. A good coat of clear lacquer would alleviate this potential problem, but I am just not a clear-lacquer kind of guy. Good luck. The joy is in the journey.

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About the author Robert “Uncle Bob” Walsh has been a fabricator/artist/blacksmith for 30 years. For 10 years, his shop was in downtown Minneapolis. After the invention of the fax machine (allowing an easy interchange of sketches), he moved to semi-rural Wisconsin where he set up a cottage industry with fellow shop owners that has been chugging along for 20 years. Their ironwork can be found throughout the upper Midwest. R. Walsh Gate & Railing 306 Lake St., Pepin, WI 54759 715-442-3102, robertwalsh@robertwalsh.com www.robertwalsh.com July / August 2015 n O&MM Fabricator

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Shop Talk

In Part 1 of this article about three-dimensional forging, we touched on architecture and sculpture. We then forged three dimensional coils with round stock. In part 2, we will again touch on architecture, followed by forging conical, 3D scroll ends with flat stock.

Editor’s note: This three-dimensional forging article is based on our grille (drawing A) project, part of a long series in O&MM Fabricator dating back to the November/December 2011 issue. This particular article is also the second of two articles on forging in three dimensions. The first 3D forging article, published in the November/December 2013 issue, focused on decorative coils. By “Uncle” Bob Walsh In previous installments, we looked at acanthus leaf

design and stretch-out patterns for wrap-around leaves. We then hammered out a thin leaf over a stake and formed a thick leaf (⅛ inch) while hot by using hardwood as a back-up tool. The wood burns up and becomes a consumable part of the thick metal-forming process. Since writing the hot-forming article (March/ April 2013 issue), I formed some ¼-inch-thick steel acanthus leaves for a project. I was a little apprehensive about forming leaves this thick, but they were not much more work than the ⅛-inch leaves produced in the article. Predictably, I had to pound on the leaves a little longer, and while making the leaves, more wood

Drawing A. The grille techniques discussed in this article are based on the above drawing.

back-up blocks were consumed. Beyond that, the leaves were not a problem to produce. Acanthus leaves can be formed in different ways. In this grille series, we did not look at the process when lead or pitch is used as a back-up material. I have seen some fabulous work produced with these materials, but they are not my back-up materials of choice. I hope the cold (stake) raising and hot-sinking into wood works for you. For me, these two processes have been the quickest way to get the job done while producing a quality product. Random thoughts

Before we look at forging in the third dimension, I would like to ramble a little about architectural design. We fabricators have many challenges in common. As gate and railing builders, architectural design is one of the challenges many of us have in common. I cannot speak for your neighborhood, but where I live the trend in building has swung 180° from the “McMansion” mentality of the early 1990s to that of becoming earth friendly and much smaller in scale. Instead of huge new homes being built with a threecar garage placed in front of the home, I see the trend is now small by comparison and the garage is O&MM Fabricator n July / August 2015

Photo 1. Ironwork is a three-dimensional medium. This grille is the work of master metalworker Cyril Colnik.

recessed on the lot or placed behind the home. The use of alleys is being rediscovered, and once again the home has become the focal point on the lot — not the garage with an attached house. For craftspeople, here’s the best part. The decorative work is being built by locally qualified businesses to keep the building process environmentally sensitive. This new mentality runs in contrast to parts, labor, and materials being shipped from the other side of the world. Progressive architects have discovered North American-made A-36 steel and recycled aluminum, which are now the materials of choice. I suspect most fabricators reading this are already using A-36 steel, which is recycled just as 6061, 1100, and other aluminum alloys are. Ask your suppliers if your recycled metal is made in North America. If so, you are in the right place at the right time with these metals. No one specific architectural style seems to be emerging. Architectural styles are personal choices and as varied as the consumers purchasing homes. However, within the given style of a home, everything is being scaled down and refined in quality. Earth friendly, less volume, and finer quality is the mentality now. Ornamental scroll work, per our grille, has been around for hundreds of years. Scroll work will always have a place in architecture. What I am also seeing in cutting-edge

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architectural design is interesting joinery (sketches 1-8, above) often combined with geometric compositions — interesting and thought-provoking joinery produced with recycled metal. When thinking about geometric compositions and joinery, a saying comes to mind: “History repeats itself.” If history does repeat itself, is the new look that of primitive Roman 26

ironwork? In the commonly accepted “caveto-castle” spectrum of forged metalwork design, we started with ironwork in the Roman period, then evolved through the Gothic, Renaissance, Baroque, and Rococo periods. After Rococo came the industrial revolution and with it the end of the cave-to-castle design evolution.

The point being, we started out with the primitive look of the Romans using ironwork to keep battering rams out of their living rooms and evolved into the highly ornamental Rococo period. Has the new look gone full circle from Rococo to now starting over with the elementary look of Roman security work — only this time around O&MM Fabricator n July / August 2015

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Photo 2, far left. A maquette (model) for a large sculpture. Producing this form is a three-minute process. See page 30 for more information. Photo 3, middle. The form was created with the same process as the maquette, far left, by rotating the in-feed, only this time with thicker material in a fly press. See page 30 for more information.

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with the focus on interesting joinery? If the above is true and represents an evolving addition into the wrought iron mix of styles most of us work with, where does this leave us as fabricators? Again, I cannot speak for your neighborhood, but where I live, itAD

Photo 4, near left. Coils and three-dimensional scrolls. The two conical scrolls on the right can be hammered out in a number of ways, two of which are presented in the two storyboards in photo 5 (page 31).

Page 1

means it is time to become well versed experiment with joinery, using metal in joinery (see sketches 1-8, page 26). to create asymmetrical and artful comLet’s look at what English artpositions. This symmetry is the oppoist-blacksmiths have been doing for site of classical ironwork, which is typyears. Many contemporary European ically symmetrical up to the Rococo artist-blacksmiths are surrounded period. PROOF - 45-3454-ACF-121807-V2 with classical ironwork, thus many Enough rambling.

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Optimally using three dimensions

Let’s forge.

Ironwork is a three-dimensional medium. Look at the grille by master metalworker Cyrl Colnik (photo 1, page 25). Notice the scrollwork, the quality of which is beyond my comprehension. Also notice how most of the scrolls are twisted in addition to being wound into a typical scroll form. Colnik is using all three dimensions available with this three-dimensional medium.

Hammering out three-dimensional elements over your anvil is typically the same as creating three-dimensional work in a fly press or press brake. With a press brake or fly press, three-dimensional forming is usually produced in one of two ways: 1 Either you feed your metal into your press brake or fly press at an angle, or 2 you pre-bend a curve in your metal and then come into your dies so the bend is perpendicular to the metal’s direction of travel.

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In the November/December 2013 O&MM Fabricator, we discussed forging coils by feeding hot-round stock in at an angle over the step in the anvil while fullering the round stock with the edge of a cross pein hammer. This created a crude helix on the out-feed side of the anvil’s step. The crude helix was then refined into a coil. Fullering into the step of your anvil produces the results of a miniature press brake or fly press. Photo 2 (page 28) shows a maquette (model) for a large sculpture. Producing this form is a three-minute process while fullering a tapered sheet-metal strip into the step on your anvil. The in-feed of the metal is rotated while forming to create the variation in the helical form (sketches 9-12). Enlarge this form to architectural scale and fabricate it with stainless steel into a tapered hollow form (four sides) and you have a large graceful sculpture. In photo 3 (page 28), the form was created with the same process as the maquette, by rotating the in-feed, only this time with thicker material in a fly press. Photo 4 (page 28) shows our coils plus three-dimensional scrolls. The two conical scrolls on the right can be hammered out in a number of ways, two of which are presented in the two storyboards in photo 5 (page 31). The difference between the two storyboards is the board on the top displays a method where the scroll blank was cut out with a bandsaw. Three examples of the blanks are on the right side of the sequential steps. The conical scroll at the end of the lower storyboard is produced from a length of ½ x ¾-inch stock with traditional forging methods. The third dimension is added per sketches 13-15. Sliding to a conclusion

Because this will be the last installment specifically focused on threedimensional metal and our grille project, I would like to present the photo of the slide on age 31. I have wanted to include photo 6 in a number of previous articles, but it never gracefully fit into the text. I do not know who produced this slide, maybe a NOMMA member? O&MM Fabricator n July / August 2015

Photo 5.

Whoever it was, my hat goes off to you. The sheet-metal layout process and metal-forming process involved to produce this slide, I find fascinating. Sometimes I sit on a park bench watching my grandson play and wonder, how was this slide made? The originator of this slide was truly a master of the craft. Good luck. The joy is in the journey. Photo 6. “Uncle” Bob finds the sheet-metal layout and metalforming process that produced this slide to be fascinating.

For your information

Shop Talk

Anodize this

Unlike ferrous metals, pure aluminum can self-generate a corrosion resistant surface. Called passivating, the process is simply an oxidation reaction between the aluminum and ambient oxygen. The aluminum surface combines with the oxygen to produce a coating of aluminum-oxide. It’s thin coating of 2-3 nanometers at best (a nanometer is a billionth of a meter) is enough to ward off corrosion. Aluminum alloys can also passivate, but not by themselves. They need some help. That’s where the anodizing process comes in. How anodizing works

The two-step process requires the aluminum piece to be immersed in a second tank, after anodizing. The second tank contains a metal-infused elelectrolytic bath. A longer immersion will yield a darker hue. Photo courtesy of Linetec.

By Jeff Fogel

The AAMA has updated its standards. But even if you regard aluminum finishing as simply a customer spec that you pass along to an anodizer, having a working knowledge of the process can make a customer look to you for input. And that’s never a bad thing.

There’s something about anodized

aluminum finishes. Maybe because it’s redolent of those neato aluminum tumblers from the 1960s. You know which ones. They came in red, blue, and gold. Then those ballpoints with the sleek anodized barrels, like the one used for notes and a first draft of this article. But anodizing isn’t just about aesthetics and nostalgia. It’s one of the best protections for outdoor aluminum gates and railings. OK, it also makes them look great. Anodizing has been here way before the 1960s. The British first fiddled with it in the 1920s. They began using the process to protect their Duralum aluminum built seaplanes from the corrosive effects of saltwater. Since then, a few changes have been made to the anodizing process.

The fabricated piece of aluminum alloy is immersed in an electrolytic solution — a fancy term for a liquid that will conduct electricity. Once the alloy is in the solution, a direct current is run through the liquid. The alloy acts as the anode — it will lose electrons or be oxidized. Remember, oxidation doesn’t necessarily need oxygen. It’s really defined as losing electrons, which can be done with a direct current as well. As the anode picks up electrons, they start grabbing particles from the solution and a build up of material occurs on the alloy, forming the oxidation layer on its surface. This layer is much thicker than occurs in nature on pure aluminum — about 5–15 nm in depth. It’s also porous, so it can be infused with dyes to give it those great colors you find on anodized aluminum. The layer also protects against corrosion, which may well be, apart from the colors, the true beauty of anodized surfaces. As you might have guessed, anything that involves dipping something into a vat full of chemicals is going to have its results based on a whole lot of variables. That’s why the American Architectural Manufacturers AssociO&MM Fabricator n July / August 2015

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For aluminum anodizing, beauty is skin deep

Left, the anodizing process increases pore depth into which dye (5) is infused. The dye is suspended in the anodizing tank’s electrolyte solution. Right, the electrolytic coloring is done after the piece has been removed from the anodizing tank. It is then immersed in another tank with minute particles of metal suspended in an electrolytic solution. Because the process is done in a separate tank, it is also referred to as an electrolytic 2-step. AAMA’s updated standards recommends this process. 1 — Aluminum metal 3 — Aluminum oxide coating (as color anchor in anodizing process) 5 — Coloring matter

ation (AAMA) — as well as the National Association of Architectural Metal Manufacturers (NAAMM) and the National Association of Ornamental and Miscellaneous Metal Association (NOMMA) — publishes guidelines based on a considerable body of experience. The guidelines are pretty inclusive. They cover everything; pretreatment, anodizing, coloring, alloys, and care and maintenance of anodized aluminum. AAMA updates specifications

Recently, AAMA has made a few changes to keep up with times, technologically speaking, the most impacting (for fabricators) of which may be the one concerned with coloring the anodized aluminum. As Andy Joswiak , vice president, operations, Linetec, Wausau, WI, and chair of the Aluminum Material Council’s (AMC) Anodic Finishes/Painted Aluminum Task Group puts it, “The updates give a better description of the process. It puts it in layman’s terms now, and shows options for what can be done with different materials. It shows which alloys are best for anodizing and even which weld wires to use.” Old standard

The standard, until recently, has been either 1 pigment coloring or 2 integral color anodizing. Pigment coloring is just adding an organic dye to the electrolytic bath in which the aluminum is immersed for the anodizing process. Since the oxidized layer produced by anodizing is extremely porous, the pigments fill these 34

O&MM Fabricator n July / August 2015

pores. This gives the anodized aluminum its color. The longer it’s in the bath, the darker the color. Integrated coloring, created by tinkering with different acid mixtures in the electrolytic bath, yields a narrower range of hues than does pigment coloring. Both types of coloring are done directly in the anodizing tank, concurrently with the anodizing process. New standard

AAMA’s guidelines now suggest another coloring process known as a 2-step electrolyitic coloring process. After the anodizing process, the piece is removed from the tank and then immersed into an electrolytic solution with suspended metal particles. An electric current produces a buildup of a porous layer on the anodized finish. The layer has a porosity of about 15 percent — about 500 billion pores per square inch — and it is into these pores that the metal particles begin to accumulate. The metals typically used in the suspension are cobalt, nickel, and tin, all of which are compatible with aluminum. Each of these metals reflects light differently, producing colors in the metal. The longer the piece is left in the solution, the more metal it picks up in the surface pores, and the deeper the color. Besides the basic anti-corrosion effects of the anodizing, the electroplated aluminum is colored without the use of organic pigments. This makes it essentially UV-stable. Here’s a distillation of the subject

Although the fine points of anodizing may seem like a moot point since the vast majority of fabricators simply send things out to be anodized. But it’s still good to have at least a basic knowledge of how the piece is going to turn out. Anodizing and its attendant specs are incredibly byzantine. Anyone wishing to make an in depth study of the matter should be warned that trying to make sense of it all could easily drive you crazy. If you’re going to specify an anodic finish, there are basically two types July / August 2015 n O&MM Fabricator

for a fabricator. Whether it’s mil spec, mentioned, it can also be colored with AAMA, or Aluminum Anodizers either pigments or metal particles. The cold bath is called “hard” anodCouncil, it comes down to the electroizing. It’s more expensive and not used lytic bath we discussed earlier. Your as much for exterior architectural or choices ultimately come down to either 1 a warm bath of dilute sulfuric ornamental projects. acid or While architectural anodizing can 2 a cold bath of sulfuric acid. be colored either with pigments or Both baths will have 10 to 15 volts of with metal particles, as AAMA guidedirect current through them. lines now suggest, the anodizing proThe warm bath is referred to as cess by itself will give the piece some basic, clear, or architectural anodizcolor depending on either the alloy, or CSU-201503-NOMMA Fab Isl Hlf QR_CSU Isl Half 1/23/15 4:25 PM Page 1 ing. It gives you a hard coat of oxide whether it’s a warm or cold finish. that will withstand most climates. As With the architectural finish, you

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In keeping with AAMA’s updated standards, the aluminum pieces are colored with an electrolytic two-step process. After the anodizing process, the pieces are removed from the tank containing an electrolytic acid solution, left, and immersed in a second tank, right, containing a metal-infused electrolytic bath. A longer immersion will yield a darker hue. Photos courtesy of Linetec.

can get dark gray, light gray, “champagne,” bronze, black, or clear. With the hard anodizing, you can have any color you want as long as its black. Another distinction to be aware of is the general classification of anodic coatings. Fabricators really need to be aware of two: 1) architectural class I and 2) architectural class II. What’s the difference? 1 Class I is a hard finish that’s good for interior work that won’t need a lot of cleaning. A caveat, though. Class I finishes require an extremely well prepared surface. Any imperfections will be magnified rather than covered. 2 Class II is a good exterior finish, particularly for work that may require a lot of cleaning. The update guidelines likely will have scant effect on fabricators. Mainly because fabricators don’t anodize. Nor do they get overly involved in specifying anodic finishes. The typical chain of command is from the customer, designer, engineer, or architect to the anodizer, by way of the fabricator. Or as Max Hains Sr., president, MoFab Inc, Anderson, IN, puts it, “We just pass along the specs.” But that’s not to say that a fabricator has no input whatsoever in the anodic finish. “If we see a problem with an alloy that’s not conducive to that type of (anodic) finish, we go back to the architect or engineer and say, hey, it’s not working,” explains Hains, who works with a lot of aluminum 36

AAMA updates corrosion advice The American Architectural

Manufacturers Association (AAMA) has updated and released two documents specific to aluminum: 1 The combined AAMA 609 & 610-15, Cleaning and Maintenance Guide for Architecturally Finished Aluminum. 2 CW-10-15, Care and Handling of Architectural Aluminum from Shop to Site. The update puts architects and curtain wall fabricators on notice that if the finish is compromised in any way, it may result in corrosion problems. Architecturally finished aluminum is considered any that has been treated with anodic or organic coatings. AAMA 609 & 610-15 spells out methods, equipment, and materials applicable for cleaning such finished aluminum after construction and for subsequent periodic maintenance. AAMA CW-10-15 recommends how best to care for aluminum from the mill to product fabrication, to loading and shipping of the finished product, and includes care both prior to, and after, building completion.

alloys including 61T, T6, T5, an 5000 series. So he knows whereof he speaks. Pre-treating

While most shops send work out “as-fabricated” to be anodized, many still pre-treat in-house. Kia Tomov, operations, Majka Railing Co. Inc., Paterson, NJ (http:// majkarailing.com), says they grind their work as a rudimentary cleaning process before sending it to the anodizer. The anodizer then does additional pretreating. Once it’s at the anodizer, the pretreatment becomes a little more involved. William “Willie” Niederst, a production manager for Keystone Rustproofing Inc., Arnold, PA, — http://keystonerustproofing.com — says most “as-fabricated” work is put into an alkaline bath, followed by a rinse and then a de-oxidizing. “But certain alloys don’t like alkaline. So we just skip the alkaline bath,” he notes. “Alpase (Alpase Aluminum, Chino, CA — http://bit.ly/1ItoJ5f) products like K100 or M1 don’t like alkalines. They’ll look better if you don’t clean them as hard, too.” Welding, color coordinating and other caveats

There are a few things to know about fabricating aluminum that’s going to be anodized that will save a lot of cursing later. NAAMM/ NOMMA has handy guidelines for this. The reference is called the O&MM Fabricator n July / August 2015

Drill drainage holes in square or round tubing.

That way, residual acids from the anodizing process won’t be trapped in the tubing, which will seep out after installation leaving unsightly stains. Metal Finishes Manual, published by NAAMM and available as a PDF document at: http://bit.ly/1Mm664a. If you’re going to weld, do it where it won’t be seen. Anodizing over a weld can produce some color surprises, none of them pleasant. Most common are the dreaded black rings marring an otherwise aesthetically pleasing anodic finish. This can also be minimized by using the right filler rod. NAAMM/NOMMA suggests sticking with 5356 or 5856. And if you’re going to weld after anodizing, be sure to grind, grind, grind. As Hains notes, “you really can’t weld through an anodic finish.” Another fabrication inclusion is to drill drainage holes in square or round tubing. That way, residual acids from the anodizing process won’t be trapped in the tubing, which will seep out after installation leaving unsightly stains. Another consideration when fabricating something that will be anodized is color continuity. Remember, the alloy you’re working with will have a major effect on the color.

For your information

On a particularly long piece, there will even be color variations over the length of the piece. This is particularly true of cold worked aluminum. If color continuity is of paramount importance, anodizing may not be the best choice for a finish. One way to avoid surprises any time you’re anodizing is to send in some samples of the alloy. Care and feeding

For cleaning anodic finishes, the best way to go is to use plain soap or mild detergents and water. Or as Tomov puts it, “the best care is to just wipe it off once in a while.” If you have some difficult dirt on the installation and you’re thinking about using a mild acid or alkaline, suppress that urge and forget you ever thought about it. It’s an excellent way to ruin an anodic finish. Another way to cause damage from cleaning is to scrub a surface that has been heated up from the sun. You’ll most likely get some nasty streaking and you may even compromise the sealants protecting the anodic finish. Many anodizers have some preferred directions for cleaning the finish. Some even have a spray liquid touch up material for small dings and scratches, with the emphasis on small. AAMA has a list of cleaners for anodic surfaces but isn’t making any recommendations or preferences. You can find it in Section 7 of AAMA 609 & 610-02: http://bit.ly/1GxlrRb. Another installation note: The anodized piece will generally come back with a protective wrapper of paper or plastic on it. Take it off after installation. These wrappers interact with sun-

For more on deflection . . . see November-December 2014 O&MM Fabricator, page 14. About the author Jeff Fogel began writing as a journalist with the New York Daily News. He has been a copywriter and associate creative director for advertising agency Ogilvy & Mather. Jeff now lives in New Hampshire where the weather’s bad, the skiing’s better, and blacksmithing’s a respectable way to keep warm. July / August 2015 n O&MM Fabricator

light and can cause staining if left on. To sum it up, with regard to anodizing, and the updated guidelines, the fabricator may not anodize or even specify anodizing, but it’s still important for the fabricator to be educated about the anodic process and to be diligent about continuing education on the subject. The fabricator’s role in an anodized job can have some significant impacts on the aesthetics of the piece. And apart from strength, aren’t the aesthetics the whole point of metal?

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Work for 1560 Broadway, New York, NY included custom stainless steel clad curtainwall, stainless steel canopy and panel work, and a glass storefront with revolving and automatic swing doors. The curtainwall was assembled and delivered to the project site as one completely fabricated unit. The material was picked and hoisted into place without the need for further field assembly. Architect: TPG Architecture, LLP; General Contractor: Plaza Construction; Photo Credit: Todd R. Vorenkamp.

Editor’s note: M. Cohen and Sons was founded in 1931 when Allen Cohen’s Russian blacksmith grandfather Max opened a shop in Philadelphia. As the third generaton president, Allen oversees a company now in its fourth generation, which includes four of Allen’s children plus cousins — about a dozen family members who are spread out between the company’s custom and spiral businesses in various functions. O&MM Fabricator: How did you get your start learning metal fabrication? Allen Cohen: I started working for M. Cohen & Sons after school and on weekends when I was 12 years old. I was given actual responsibilities on the shop floor. Before that, I absorbed information at the dinner table, when I helped in the shop doing odd jobs, and when I experimented with tools and scrap metal.

Member Talk

M. Cohen & Sons’ one-stop shop sophistication n

Tight integration of business and manufacturing processes allows company to proactively target clients with high-end ornamental and glass needs, cut errors, and deliver more than they promise.

Fabricator: Do you have a personal area of expertise? What do you especially like to do? Cohen: I have held almost every position in the company, from shipping/receiving and packaging to fabrication and design to sales. At this point, I work primarily in a front-end design capacity. I love to be hands-on with the conceptual aspects of each project and to lay out the best path for a successful completion of the job. Fabricator: Who were or are your mentors? What did they teach you? Cohen: My father, Phillip, was my primary mentor. I was fortunate to get my start under his tutelage and to work beside him until he passed in 2007.

The business Fabricator: What key things did your dad and grandfather do to build the business? Cohen: My grandfather started this business during the depression. At that time, it was a neighborhood shop; they took small low-risk jobs. What he and my father did to foster growth was to move to the suburbs where the available land O&MM Fabricator n July / August 2015

was so that over the years we could expand. We now have 10 buildings. My father allowed me to develop and act on my desire to grow the business by pursuing much bigger and exciting projects. We are fortunate that we have had a lot of success with largescale projects. My family and all of our employees enjoy a great deal of satisfaction taking on challenging and exciting jobs and through skill, experience, and hard work are able to achieve a satisfying result that we can point to with pride and say “We did that!” Fabricator: What was their philosophy of business? Cohen: There is nothing that someone else can do that we can’t do. Fabricator: What was the thinking behind starting up The Iron Shop? How does its mission differ from M. Cohen & Sons? Who are its customers, what is its market? It’s only spiral stairs? Cohen: The Iron Shop is a distinct part of our business dedicated to spiral stairs. The Iron Shop is also the brand for our spiral kits that we started manufacturing and selling in 1972. Spiral stairs went from being somewhat of a luxury item to a boxed kit that could be shipped all over the country to anyone from the average homeowner to a large builder. Our stairs are even offered in Lowe’s. We do have a straight floating stair in addition to an extensive range of spiral stairs. The distinction is that The Iron Shop is dedicated to spiral stairs whereas M. Cohen & Sons, the parent company, represents the custom side of our business serving high-end residential and commercial clients.

Warner Music for John Gallin and Sons New York, NY. Two steel cantilevered treads and custom guardrails had wood treads. These stairs were completely shop-fabricated then disassembled to be fit together in the field. The finish was blackened and partially rusted, creating a worn look that matches the reclaimed maple treads.

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& Sons now, what is your typical day like? Cohen: Every day is different because of the wide variety of projects we’re fortunate to have. Each project presents us with a fresh challenge or with an opportunity to solve an old problem in a new way. Much of my time is spent traveling to job sites and interfacing with architects, general contractors, and clients.

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M. Cohen & Sons 1946 Ford flatbed delivery truck, above. Owners Allen Cohen, president, and son Brian Cohen, senior vice president of manufacturing, right, in custom fabrication shop on a recent Saturday as they inspect work in progress.

Fabricator: What types of applications does the company handle most (stairs, rails, fences, gates, decorative)? Cohen: High-end custom monumental stairs and rails in the commercial and residential markets are our core strength nationwide. The custom work is interesting, unique; it pushes us to become better and not everyone can do it. We really can do it all: glass and metal, such as retail storefront glazing systems usually not many stories tall; curtainwall systems for multi-story buildings; gates; railings; doorways; lighting; canopies; and interior and exterior fit-outs â&#x20AC;&#x201D; refurbishment to maximize aesthetics and function of existing space. Fit-outs could include cladding, trim, furniture, display boxes and fixtures. We donâ&#x20AC;&#x2122;t shy away from a challenge. Our ability to do it all and to do it well is what has spurred our growth over the years. Fabricator: Are you planning to broaden the product markets you work in or enter new ones? If so, what and how? Cohen: Annually, we discuss new business opportunities in metal and glass. We now are focusing on highend metal and glass curtain wall structures on a national scale. Fabricator: Do you do any work that might be considered outside the strict realm of metal fabrication? Cohen: Other than metal of all types, we also accept glass and wood commissions. Fabricator: How has each of these markets been for you the past couple years? Last year? Are they growing? Cohen: Yes, as the economy has recovered, all sectors are rebounding and that helps everyone. Markets seem to be recovering, banks are lending money, which is a good sign and typically great for construction. MCS has seen an increase in architects asking for budgets on upcoming projects, which is a good indication that developers are looking to move forward on projects whether previously

O&MM Fabricator n July / August 2015

Right, rays beam through the fabrication facility as the skeleton structure of the exterior rain screens begin to take shape for a Manhattan 12-story luxury condominium building. Below right, more than 60,000 square feet of decorative exterior metal panels are being fabricated for the Manhattan condo project mentioned above. A fabricator makes components for the next set of panels while the fabricated panels await transportation to the warehouse for inspection.

in the pipeline or new projects getting off the ground. Bid requests have increased over the past several years. We have also seen an increase in work bids actually being contracted, up 40% from 2012 to 2013 and 10% for 2013. At this time 90% of our business is in Manhattan, which is a unique market and may not be indicative of other market’s recovery. MCS has been working toward a more efficient process in bidding over the past four years, reducing the amount of bids on the street from 2,000+ in 2011 to 400 in 2014. This strategy has allowed MCS to focus on the work and projects we want to do and can be most competitive with our pricing. Marketing plays a small role in our business, word of mouth and past performance drives a great deal of future work. We have also been reaching out to new clients — general contractors (GC) and construction managers (CM) over the past four years and begun developing relationships with them. Fabricator: Any new markets out there for fabricators in general? Cohen: Fabricators should focus on their individual strengths, their ability to handle risk (project size and complexity), and where the profit margins can be the most rewarding. Fabricator: What are your company’s core strengths and why? Cohen: We are essentially a designbuild-install, one-stop shop. Our vertical integration of key business and manufacturing processes under one roof, gives us control over every aspect of our output and eliminates a lot of potential for error. July / August 2015 n O&MM Fabricator

Every key business process from estimating and sales to design, project management, automation, fabrication, finishing, and shipping are all managed by us. We even have our own custom woodshop. Our facility resources and capabilities allow us to perform well on largescale projects where budgets are not too tight. Fabricator: Do you turn down certain jobs? What kinds and why?

Cohen: Our tremendous growth over the past few years has forced us to prioritize. We can’t accept all jobs as much as we’d like to. We don’t sit and wait for the phone to ring. We look for interesting projects that can provide robust margins and that fit in our schedule. We proactively target projects and clients with high-end ornamental and glass needs. However, this growth in sales and of M. Cohen’s reputation has afforded us 41

M. Cohen & Sons fabricated custom architecturally exposed structural steel painted letters, which spell out the Cooper Hewitt Museum name (letter “C,” above left). The letters are suspended from an awning/trellis at the museum’s garden entrance. The trellis support itself falls behind a historic fence, while the letters project through the fence for a striking appearance. Architect: Diller Scofidio + Renfro, D.P.C.; General Contractor: Twin Towers Enterprises; Photo Credit: M. Cohen and Sons.

the luxury of pursuing projects that will use our creativity and craftsmanship. Fabricator: Do you do everything in-house or do you outsource some steps? Cohen: We try to keep it in-house so we can control the schedule and quality. For example, we have a topnotch, in-house detailing staff. Retaining this function in-house enables good communication and flexibility between our project management, 42

Top right, blacksmith hammer and tong rack at the M. Cohen & Sons shop. Above, individual flat bronze door cladding parts are shown before being assembled into custom layered design for a private residence. Once fitted together into a full-door leaf the cladding panels were rolled to fit curved door cores and antiqued.

detailing, and fabrication teams. We are all under one roof, collaborating constantly throughout the day Fabricator: What was the most challenging job you’ve had? What made it so challenging? Cohen: We created a monumental stair for a corporate office in New York City in 2005. The laminated stainless steel caps at the end of the treads needed to be extended into the glass guardrail.

We devised a solution to fasten the treads to the railing. We used a joining technique laminating stainless steel to glass when this technique was relatively new and fresh. Fortunately, the process worked well and the stair was a huge success. Technologies and trends Fabricator: For four generations, your company has seen numerous changes in the market and technoloO&MM Fabricator n July / August 2015

gies you use. What has had the most significant impact for you? Cohen: The design process has become boundless as it evolved from hand-drawn to computer-aided design. This evolution lets us communicate our vision and pushes us to the limits of execution. One example is 3D modeling and 3D printing, which we use to produce castings and samples. These are economical tools to solve design challenges and get client input and approval before manufacturing. This allows collaboration with the customer and raises the level of design and construction.

Left, for the Alexandria Center for Life Sciences, New York, NY, M. Cohen used a corten steel wall panel system with cast glass crystals. Working with core-ten steel presented the challenges of having welds and attachments match the living finish. Below, hoop chairs are mirror-polished stainless steel rolled tubes seam-welded and finished to appear continuous. Polishing all welds and components to create a reflective finish on every surface. Photo courtesy of Hechler Photographers.

Fabricator: What tools do you have in your shop? Which ones get the most use? Cohen: We use hand tools like welders and grinders as well as lasers, plasma cutters, water jets, and a large paint booth. Our production is still driven by the experience of talented mechanics. Technological advances have enhanced our ability to improve efficiency and quality so that we can focus on refining and expanding our capabilities. Fabricator: What technological trends do you see coming in the next year or two for the residential and commercial fabricator? Cohen: We see exciting advances in fiber optic lasers and high-output CNC machining that provide improved quality, faster speed, and potentially lower energy consumption. The quality of cut and finished parts will greatly improve as these technologies improve, which will reduce or eliminate the amount of secondary finishing needed prior to assembly. Fabricator: You invested in some new workflow technology. What does it do for you? Why did you need it? Cohen: We recently purchased Epicor ERP (enterprise resource planning) software that will allow us to easily access information and generate reports both in the shop and on the road, enjoy time and cost improvements, and by extension, yield greater customer satisfaction. July / August 2015 n O&MM Fabricator

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Cast aluminum crest on aluminum entry gate for a private residence for Woolems Inc., West Palm Beach, FL. This custom model was inspired by a component from another of the owner’s homes. The crests were cast in aluminum and coordinated to fasten on the custom gate, also fabricated by M. Cohen.

hiring them? Cohen: We evaluate entry-level applicants on their hand-tool acuity, welding skills, and forklift skills by having them demonstrate a test weld, test grinding, or forklift operation, as applicable.

The ERP integrates sales, estimating, purchasing, fabrication, and installation to make all information accessible in one place. We also use Planswift for estimating job costs. Human resource issues Fabricator: How many people work in your shop? Cohen: We have a 130,000 squarefoot facility with about 240 employees company-wide, double from recent years. Fabricator: How do you handle the continuing fabrication education of your current employees? Cohen: We have a continuous improvement program in place that uses seasoned mechanics and artisans to mentor and train novice mechanics. One effective thing we started recently was “lunch and learn” seminars for our employees. For example, recently a representative from GE taught our employees about their structural silicone sealants used in glazing applications. Another time, our finishing managers gave a seminar to our detailers and project managers on our finishing 44

capabilities including antiquing, polishing, and painting. Our professional staff has participated in discussion groups centered around Coursera’s (https://www. coursera.org) online course “Grow to Greatness: Smart Growth for Private Businesses” taught by University of Virginia professor Edward D. Hess, as well as the book, The Goal, by Eliyahu M. Goldratt and Jeff Cox (The North River Press Publishing Corp.; http:// bit.ly/1DCohmh), a bestselling novel about process improvement. We set up lunch in the conference room as an incentive and the employees come for about 45 minutes to learn. Fabricator: What minimum requirements do you have for hiring an entry-level person? Cohen: We are proud of our ability to provide employment for entry-level laborers as well as for seasoned professionals. For entry-level people, we look for a readiness to work hard, good attitude, and honesty. We offer lots of opportunity for advancement, growth, and skill development. Fabricator: Do you test entry-level or more seasoned applicants before

Fabricator: What issues do you face when hiring entry-level employees? How have you resolved these issues? Cohen: Most welding schools, unfortunately, do not train students in gas tungsten arc welding (GTAW/ TIG). All-State Career School in Lester, PA is one of the few that does provide their students with TIG training. We need welders to come in with welding skills, but once they are here, we often help them elevate their skills to meet the requirements of the specialty work that we do. Fabricator: Where do you find your entry-level employees? Cohen: There are a number of excellent universities in the Philadelphia area. Drexel University (www.drexel. edu) has a great construction management program and has been a valuable resource for our engineering, design, and project management departments. We’ve also had successful hires result from current employee references. Fabricator: In your experience, do trade school graduates who are trained in fabrication make good employees? Why or why not? Cohen: Yes, but without GTAW/ TIG welding training they have to start at a lower level than they would if they had that skill, in addition to the other skills they learned. Fabricator: Does the fabricator industry need to do anything to help ensure good employees are available? Cohen: Any help NOMMA could O&MM Fabricator n July / August 2015

provide to encourage trade schools to provide GTAW/TIG training would make their graduates more attractive applicants and would give us a bigger applicant pool. Sustainability issues Fabricator: Talk about where you are with “green” principles. Cohen: We are really interested in green technologies and incorporating sustainable practices in our shops and for our clients. In compliance with government’s low VOC (volatile organic compounds that can be found in architectural coatings) regulations, we are increasingly looking for environmentally friendly paints and coatings. One example is our increased use of powder-coat paint over liquid spray applications. Powder coatings contain no solvents and emit negligible, if any, polluting VOCs. Powder coating is a clean process with benefits that include cost savings on material and operating expenses over traditional liquid applications. It is harmless to the ozone.

on the competition or may be able to steer construction means and methods unique to MCS into the contract documents. We also attempt to have our finishes on materials like stainless steel, aluminum, bronze, and nickel silver written into the specifications, again hoping to increase our chances of a successful award. MCS also pays close attention to print and social media, which allows MCS to chase projects of interest, those we feel MCS is well suited to provide — all aspects of a project from competitive pricing, custom finishes, unique design, or installation challenges, which may limit the field of contenders bidding the work. We follow a project from inception to the point when it becomes “real” and budgets or bids can be submitted. When MCS has something unique,

interesting, or challenging, we actively seek involvement with design, finishes, constructability, and other details with the owner, developer, architect, and or GC/CM. MCS is not shy about discussing upcoming projects with potential or established clients. Building confidence from performance on past projects does drive a great deal of our business. No one remembers what a great job you did for them, they just remember how badly you messed up. By minimizing mistakes and completing projects on time and budget also helps us succeed in future endeavors. MCS never wants to be pigeonholed into one type of work. By continually expanding, working in new mediums — such as breaking into building envelopes over the past four years — has afforded MCS more

Marketing issues: Finding customers Fabricator: Who is your typical client and how do you find them? Cohen: We work primarily with architects and contractors on high-end projects. The circle of people in our specialty is small, and a majority of our projects are from repeat customers or referrals. Typical clients for our spiral stairs are homeowners and builders. Fabricator: Beyond referrals and repeat clients, how do you actively look for new customers, new architects, new contractors, and interior designers? Cohen: We specifically solicit design and construction professionals working at the highest level of the game. We regularly attend design meetings with architects, owners, GCs, and CMs. We do this to “get our foot in the door” at the onset of any project. The hope is that we’ll have a leg up July / August 2015 n O&MM Fabricator

growth potential. Versatility goes a long way in this industry. Fabricator: Have you developed any useful content as a marketing tool to help inform or get clients, e.g. how-to articles for the consumer, project photo gallery, video of your shop or working a project, testimonials, white papers, problem-solution case studies, a blog? Cohen: We completed a website redesign and created a portfolio of job photos in book format at the end of 2014. We’re now developing infographics to showcase our brand in a more engaging and efficient manner. An infographic uses cool high profile graphics to tell a visual story. We’re also gathering testimonials through Google (post-sale follow up with customers with links to social media sites) and will integrate those into our marketing where it makes sense to do so. Fabricator: Do you use social media marketing? Some of your potential clients — architects, landscape architects, general contractors — participate in group discussions on LinkedIn, for example. And other social media sites have large numbers of homeowners looking at photo galleries for design ideas. Cohen: Social media marketing is very important. Not only does it improve site traffic, but it also gives the company a face and the opportunity to learn from our target audience. LinkedIn, Facebook, Twitter are effective because we can reach a large audience; so many people are using social media now. Growing your follower/like base is always an ongoing process. The Iron Shop currently has more than 1,800 likes on Facebook and 500 followers on Twitter. Facebook and Twitter enables you to target your posts towards a selected audience. Our target audience for The Iron Shop consists of do-it-yourselfer’s, architects, designers, and builders. We are reaching an audience that has interest in our products, and in return we are generating social media leads. The Iron Shop does use Houzz. It’s a great way to connect with homeowners. 46

‘Social Media is a great space to show our designs and products. We can post

some of our best custom stairs or fabrications on social media design sites like Houzz and Pinterest. . . . From there, other designers share our posts and do marketing for us.’ Allen Cohen

President, M. Cohen & Sons

We keep a public portfolio for potential customers to look at whenever they want. We aim to stay current in the conversation. Fabricator: Do you use email marketing? Newsletters (print and/or email)? If so, what kind of content do you have in it? How well have they worked for you? Cohen: We have in the past, however we have moved away from mass emails recently. With products that are one off and custom, we want a personal, unique relationship with our clients. Social Media is a great space to show our designs and products. We can post some of our best custom stairs or fabrications on social media design sites like Houzz and Pinterest. Those, for example, are two huge social sites in our market space. From there, other designers share our posts and do marketing for us. We definitely don’t forget the use of Instagram and Facebook, too. Social Media can be some of the best forms of flattery, it is a great opportunity to see the public embrace your finished product. Hopefully, more times than not, they love it. Fabricator: Tell us about the article in Architectural Digest (December 2013 and March 2014). What was the job? How did that come about? What has been the response to the articles? How do you use the articles for you marketing? Have you gotten work from them? Cohen: The article in the December 2013 issue of Architectural Digest

(www.architecturaldigest.com) was about a Manhattan penthouse. We collaborated with the architecture firm, ODA Architecture (www.odaarchitecture.com), New York, NY, the on design, fabrication, finish, and installation of the custom stair and rail system that included onyx treads, LED lighting, and glass railings. Another article appeared in the same magazine’s March 2014 issue about a Manhattan pied-à-terre’s sculptural curved staircase. We collaborated with Ferguson & Shamamian Architects (www.fergusonshamamian.com), New York, NY. The project included the steel structure, glass railings, English sycamore wood cladding, and miscellaneous polished bronze and stainless steel trim. For marketing exposure, we purchased professional photographs and used them on our website and in our media campaign where we bring attention to our work that was featured in the magazine. The response has been positive. We get a lot of repeat business from general contractors and architecture firms because we have proven ourselves as industry leaders with an outstanding product. Exposure in publications such as Architectural Digest is a testament to the reputation we have built since our founding in 1931. Fabricator: Advice for other fabricators trying to find new clients. Cohen: Under promise and over deliver; your reputation in this industry will either open or close doors to your business. Fabricator: How do you define “customer service”? Cohen: We collaborate from start to finish with our clients to produce a high quality product every time. Fabricator: Beyond the economy, how have you resolved business challenges you’ve faced? What business strategies enable you to succeed? Cohen: We hire, train, and retain the best possible talent. We have a gifted cadre of smart and engaged professionals who work collectively to devise the best solutions. O&MM Fabricator n July / August 2015

Biz Talk

Ways to sell value, rather than price

Price is falling away as a method to sell against your competitors. Here are 7 ways to distinguish yourself based on the value you can provide your clients, rather than the short-term method based totally on cost .

By Don Hutson One dreaded statement from a prospective customer can make some fabricators turn pale. “Is this your best deal?” Or, “I’ve interviewed a couple of your competitors and they are willing to sell for less.” Or, “Thanks, but we want to shop around before deciding to go with you.” A client recently said to me, “Our business has been so good for so many years that we haven’t felt a need to do any sales training, but things are different now and we need help!” Markets are changing, sometimes dramatically, sometimes quicker than ever. Will some new technology in the next two years overhaul the workflow on the shop floor? On the clients’ side, buyers’ decisions are more astute than ever before given their access to advanced research on the Internet, including websites and especially social media that host portfolios of your competitors, with the best ones explaining their techniques, aesthetics, and related expertise to their July / August 2015 n O&MM Fabricator

potential customers — all with a goal to showing customers that a fabricator is an authoritative and skilled artist and craftsperson. This scenario continues to replay itself. When not prepared for price resistance that is seen in tough market conditions, a weak salesperson stammers with a poorly thought-out response like, “Well, let me see what I can do.” Is it really about price or is it value? Let’s consider the concept.

When they contact you, I recommend an approach like, “I’m delighted to talk to you about our capabilities and deliverables, but first I need to ask you some questions to see if I am the best resource for you. Is that okay?” It is incumbent upon every sales professional or small business owner to find out exactly what the prospect values. Be sure to “lead with your ears” and ask the questions that reveal what your prospect actually values.

What is value anyway?

Sell value by differentiating your services

The truth is that value, like beauty, is quite subjective. It is, indeed, in the eye of the beholder. I just finished writing a book entitled Selling Value, and the primary message in the book is this: The only definition of value that really matters is the one your prospect has. I then examine how we can understand well what they value and why. For this article, we’ll cover some of the tips. First, let’s dedicate ourselves to doing an in-depth, needs-analysis with each customer. And the bigger the potential job, the more in-depth the study needs to be.

To our customers, we often appear to offer just about the same products and services as our competitors until we have the opportunity to differentiate. We define a commodity as a product or service with no discernible differences, one the same as another but available from multiple sources. Your prospective customers may be busy commoditizing your solution, in which case you must be busy differentiating it. The bottom line is this: Unless we can create a powerful and distinct dif47

ference to the customer, we all appear to have the same product or service, and in that case, they tend to go with the lowest price provider. You have a big decision to make: Are you going to market with a “me too” philosophy of doing business? If so, that is your prerogative, but I would caution you that if you and your offerings are like those of your competitors, you will find it near impossible to get premium prices. My favorite question to ask small business owners: “Tell me, how are your offerings different from and better than those of your competitors?” Anybody who has a weak answer to that question is price-vulnerable. Your answer needs to be succinct, presented with confidence (not arrogance, but displaying solid belief in the superiority of your deliverables), and make people feel like you are the best alternative. Often, you are fabricating a product that will have high visibility and represent the standards your customer wants, so they are often willing to pay a premium price for a distinctive product. The question is: How do I separate myself and our offerings from the competition? The answer: You’ve just got to be different — really different. And it’s not necessarily about price! The distinction of your products and their differences from the competition must be clearly, confidently articulated to the prospect. Make a needs analysis work for you

Let’s first discuss some principles of the needs-analysis process, then we will cover the different types of differentiation, and how they can be used. My friend, Jim Cathcart, has a good 48

premise: “In selling, like in medicine, prescription before diagnosis is malpractice!” So let’s be really good at the diagnosis stage, which for us is the needs-analysis. Here are some principles to keep in mind: 1 Always take notes. Whether in your computer or with a legal pad, it is telling the prospect that you feel this project is important and that you want to give it the attention that it deserves.

2 Ask well thought-out questions

so that you gain a clear assessment of your prospect’s existing needs and desires, and ultimately, the prospect’s dominant buying motive. By understanding what they truly value most, you can begin to develop your ideas of how you can serve them.

3 Understand your prospects’ priorities that they assign to their var-

ious needs.

4 Show your sincerity to help.

Express a belief in this process that will help you be perceived as someone who can be their trusted advisor. As you probe for additional detail they will appreciate that you want to give them exactly what they want. If we want to be perceived as a trusted advisor, the needs-analysis is a great place to start. The trusted advisor status is great when you can get there. Here are two things to keep in mind: 1 Trusted means that you are perceived as having integrity and a highlevel approach to serving your clients. 2 Advisor implies that you are an expert in your craft. These two concepts come together to form “trusted advisors,” who always follow up as promised. Keep promises and make or exceed their expectations on deadlines, and you will be perceived

as a true professional in the eyes of your clients. This will get us off to the right start. After your needs analysis is done you need to think about crafting your presentation or proposal. Keep this principle in mind: The best sales presentation you will ever give is the one your prospect helped design. Always have references to words, phrases, and thoughts that your prospect voiced during the needs-analysis incorporated into your proposal. If you present your proposal in person to your prospect, do it one page at a time, giving you ample time to build value, and don’t mention price until you get to the end. As to what you include in your presentation, I would suggest that you want to tie in the elements that you know they value most, but also give the impression that you can deliver a superior product. This is your opportunity to differentiate. Most people think that there are two types of differentiation: 1 Product 2 Price I disagree. Our training model, includes seven, and each one is an opportunity for you to express how your finished product will be exceptional. Let’s cover each. Seven ways to differentiate yourself from the competition 1 Product differentiation

How is your product or offering different from or better than your competitors’? If you can’t come up with solid ideas, you might be perceived as just another commodity. Here’s a strategy: Perhaps you and O&MM Fabricator n July / August 2015

others within your company can make product enhancement a major initiative. The collective intellect of this group might well create something unique about your product or service, and then creatively exploit all the differences and tie it into what the prospective customer values. Your goal is to develop UCAs (unique competitive advantages) and RAs (relative advantages). 2 Price differentiation

Unsophisticated marketing and sales people often think the best way to get business is by underpricing everybody else. Thin margins have put more companies out of business than any other single factor If you choose to go to market as the low-price provider, your company better have every expense category cut to the bone, or it will perish in short order. In my opinion, this is the worst avenue of approach to build a viable long-term enterprise. 3 Relationship differentiation

A solid relationship based on high trust between you and your clients give

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The bottom line is this:

Unless we can create a powerful and distinct difference to the customer, we all appear to have the same product or service, and in that case, they tend to go with the lowest price provider. you an inside track of tremendous value. This relationship will make you the envy of your competitors, and your client may not even give your competitor a chance if the relationship is strong enough. Build trust with a solid, high-integrity, win-win approach by exceeding their expectations and being a valued resource in every conceivable way. Be prepared to earn their trust, which takes time, planning, and perseverance. Be impeccable with your word from the get-go and implement a communication process that continues to keep you and your clients connected.

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4 Process differentiation

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Many companies don’t attach enough significance to the processes that dictate the image of their business model. The “we’ve never done it that way” syndrome bites us in the backside when we don’t give innovative thought to our business practices. Get your best minds together and brainstorm better, more customer-friendly, out of- the-box ways to do business. Remember that how business is conducted changes every day due to globalization, e-commerce, the Internet, new hardware and software, and human resources. Capitalize on innovation rather than being a victim of it. 5 Technological differentiation

Digital technology, for example, provides many new ways to engage with existing and potential customers. Webinars, blogs, podcasts, email newsletters, and various social media platforms, e.g. Houzz and Facebook, can be used to educate and show your expertise, address customer-sensitive issues, get direct client feedback, or otherwise

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6 Experiential differentiation

Many people believe that we are in an “experience economy.” Can you provide customers with knock-your-socksoff service and experiences that are so memorable that they start telling their friends and colleagues? Customer service miracles are anything you can do to make a customer say “Wow!” Ask yourself, “How can I make doing business with me an irresistible experience?” 7 Marketing differentiation

Give careful thought to how you go to market. If you can outsell your competitors, you will gain market share. Determine ways to create a distinction in your sales and marketing approaches that support setting you apart in your marketplace. If your sales process is so compelling that your prospects see you and your offering as irresistible, it renders

your competitors irrelevant. Remember, people will always pay for expertise and do business with those individuals they know, like, and trust. When trust is high, stress levels go down and vice versa, which is why high-pressure tactics really don’t work. Bottom line

Your goal is to transition your prospect from a discussion on price to a discussion on the different deliverables you offer. When the prospect asks if that is your best price, you say, “Mr. Bradley, it is very easy to simply focus on apparent price rather than actual cost. I would ask that you give me a few more minutes to allow me to distinguish between our product offerings and those of our competitors. We have engineered some significant advantages for you that are unique to the marketplace.” After getting his permission to continue, you discuss your different advantages, building the value of your solutions in light of his expressed needs. Good luck and good selling.

For your information

update customers. This can help you become an authortiative and trusted voice who listens to customers. Cardinal rule: Make it easy for the customer to communicate and buy.

To buy the book Selling Value: Principles of Value-Based Selling. By Don Hutson. Executive Books (March 3, 2015). 319 pages. www.donhutson.com/ estore/selling-value About the author Don Hutson is a Hall of Fame Speaker and a The New York Times/ Wall Street Journal #1 Best-Selling author. He has given over 6,000 programs in over 30 countries. Contact 800-6479166 or www.DonHutson.com. His books are also available from Amazon. com.

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NOMMA Nationwide Supplier Members Albina Co. Inc. (866) 252-4628 Allen Architectural Metals Inc. (800) 204-3858 Alloy Casting Co. Inc. (972) 286-2368 American Punch Co. (216) 731-4501 Ameristar Fence Products (918) 835-0898 Architectural Iron Designs Inc. (908) 757-2323 Atlas Metal Sales (800) 662-0143 Banker Wire (800) 523-6772 Big Blu Hammer Mfg. (828) 437-5348 Julius Blum & Co. Inc. (800) 526-6293 Bridgeton Drafting Co. LLC (856) 205-1279 C.R. Laurence Co. Inc. (800) 421-6144 Cable Art Inc. (877) 664-4224 The Cable Connection (800) 851-2961 Carell Corp. (251) 937-0948 Century Group Inc. (337) 527-5266 Chicago Metal Rolled Products Co. (800) 798-4504 CML USA Inc. Ercolina (563) 391-7700 Colorado Waterjet Co. (866) 532-5404

Custom Mfg. & Polishing Inc. (417) 831-7900

Guardian Gate Hardware (800) 213-9525

Custom Orn. Iron Works Ltd. (866) 464-4766

Hartford Standard Co. Inc. (270) 298-3227

D & D Technologies (USA) Inc. (714) 677-1300

Hayn Enterprises LLC (800) 346-4296

D.J.A. Imports Ltd. (718) 324-6871 DAC Industries Inc. (800) 888-9768 DKS, DoorKing Systems (800) 826-7493 Eagle Bending Machines Inc. (251) 937-0947 Eastern Metal Supply (800) 343-8154 Elite Architectural Metal Supply LLC (847) 636-1233 ETemplate Systems (919) 676-2244 FabCAD Inc. (800) 255-9032 The Fabrication Store (866) 79-FAB-4-U FabSuite LLC (757) 645-0842 Farris Fab & Machine Co. (704) 629-6879 Feeney Inc. (Feeney Architectural Products) (800) 888-2418 The G-S Co. (410) 284-9549 Geo. Bezdan Sales Ltd. (604) 299-5264

Hebo/Stratford Gate Systems Inc. (503) 722-7700 Heritage Cast Iron USA (918) 592-1700 Illinois Engineered Products Inc. (312) 850-3710 Indiana Gratings Inc. (800) 634-1988 Industrial Coverage Corp. (800) 242-9872 Interstate Mfg. Associates Inc. (800) 667-9101 The Iron Shop (800) 523-7427 King Architectural Metals (800) 542-2379 King Architectural Metals - CA (714) 670-8980 King Architectural Metals - MD (410) 644-5932 Krando Metal Products (610) 543-4311 L.E. Sauer Machine Co. (636) 225-5358 Lavi Industries (800) 624-6225

Lawler Foundry Corp. (800) 624-9512

Robinson Iron Corp. (800) 824-2157

Lewis Brass & Copper Co. Inc. (718) 894-1442

Rockite, Div. of Hartline Products Co. Inc. (216) 291-2303

Lift Master (630) 279-3600 Locinox USA (708) 579-0286 Mac Metals Inc. (800) 631-9510 McNichols Co. (847) 635-5100 Mittler Bros. Machine & Tool (800) 467-2464 Multi Sales Inc. (800) 421-3575 Nationwide Industries (813) 988-2628 NC Tool Co. (336) 674-5654 Ohio Gratings Inc. (330) 477-6707 Orleans Orn. Iron & Casting Dist. Inc. (800) 824-3608 Praxair Mid-Atlantic (609) 882-1300 Precision Glass Bending Corp. (800) 543-8796 ProCounsel (214) 741-3014 Q-Railing USA Co. (714) 259-1720 Ramset Automatic Gate Systems Inc. (800) 771-7055 Ransburg (419) 470-2000 Regency Railings Inc. (214) 742-9408

Rogers Mfg. Inc. (940) 325-7806 Sculpt Nouveau (800) 728-5787 SECO South (888) 535-SECO Sharpe Products (800) 879-4418 South Camden Iron Works Inc. (856) 423-1107 Stairways Inc. (713) 680-3110 Suhner Industrial Products Inc. (800) 323-6886 Sumter Coatings Inc. (888) 471-3400 Transpacific Industrial Supply Inc. (909) 581-3058 Tri-State Shearing & Bending (718) 485-2200 TS Distributors Inc. (832) 467-5400 Vogel Tool & Die LLC (630) 562-1400 The Wagner Companies (888) 243-6914 Wasatch Steel Inc. (888) 486-4463 West Tennessee Ornamental Door (901) 346-0662

METALfab 2016 March 16-19, 2016 • Greenville, South Carolina Join us for NOMMA’s 58th education conference and vendor exhibit show. For more info, visit www.nomma.org or call us at 888-516-8585. July / August 2015 n O&MM Fabricator

New NOMMA Members

NOMMA 2015 Gold Members

Meet our members

NOMMA is pleased to welcome our newest Gold Members — companies who have been a member for 20 years or more. These companies show a strong loyalty to both their industry and trade association. We thank them for their support.

NOMMA is proud of its 550+ members. As members, fabricators and suppliers show support for both the association and entire industry. To get contact information on a member, please see our Member Locator at www.nomma.org. New members as of June 19, 2015. * Asterisk: Returning member.

Capitol City Iron Works Inc., Indianapolis, IN Carfaro Inc., Hamilton, NJ n Custom Ornamental Iron Inc., Glen Allen, VA n Eagle Bending Machines Inc., Stapleton, AL n Gates That Open LLC (GTO), Tallahassee, FL n Gator Welding Inc., Jupiter, FL n Iron-Works International Inc., Atlanta GA n Majka Railing Co. Inc., Paterson, NJ n Moore & Morford Inc., Greensburg, PA n R & F Metals Inc., Clinton, MD n Raysteel Inc., Albuquerque, NM n Sippel Co. Inc., Sewickley, PA n n

B & O Machine & Welding* Charles Perez Brookhaven, MS Fabricator

Dunn Metal Works Eric Dunn North Myrtle Beach, SC Fabricator

Jerico Metal Specialties Inc.* Tyler E. Curry Bloomington, IN Fabricator

Bayou Weld & Fab LLC Peter Watzek Monroe, LA Fabricator

Guardian Gate Hardware* Jesse Lopez Tuscon, AZ Nationwide Supplier

RAMSET Automatic Gate Systems Inc.* David Burr Sun Valley, CA Nationwide Supplier

Honolulu Ironworks Inc.* Frank Vyvoda Honolulu, HI Fabricator

United Steel Works Inc.* Ron Fortenberry Leeds, AL Fabricator

Member sponsorships and lead referrals are the most effective ways to ensure that NOMMA grows and remains strong. Special thank you to our members below!

Impact* Kenny Waugh Washington, DC Affiliate

Wasatch Steel Inc.* Lynn Hurst Salt Lake City, UT Nationwide Supplier

n Accent

David Perkins Designs David Perkins Newburgh, IN Fabricator Deggingers’ Foundry* Tim Degginger Topeka, KS Fabricator

We are proud of our members!

We greatly thank these companies for their two decades of loyalty and support.

Membership Campaign Iron Club Firms that have sponsored a member for the 2014–15 membership year, which began July 1. Ornamental Iron & Powder Coating Co., Cambridge, MN n Alloy Casting Co. Inc., Mesquite, TX n Arc Angel Inc., Dunedin, FL n Artistic Railings Inc., Garfield, NJ n Big D Metalworks, Dallas, TX n Julius Blum & Co. Inc., Carlstadt, NJ n Bridgeton Drafting Co. LLC, Vineland, NJ n Grainger Metal Works, Nichols, SC n The Heirloom Companies, Campobello, SC n Keeler Iron Works, Memphis, TN n Locinox USA, Countryside, IL n Mac Metals Inc., Kearny, NJ n O’Malley Welding & Fabricating, Yorkville, IL Rust-Free Club Firms that sent a prospective lead to the NOMMA office. n Greg

Bailey, Bailey Metal Fabricators Inc., Mitchell, SD Bracken, Wiemann Metalcraft, Tulsa, OK n Chet Dinkins, Sumter Coatings Inc., Sumter, SC n Jonathan Falk, Living Design Studios, Lafayette, CO n Dave Filippi, FabCAD Inc., White Stone, VA n Francis Flaherty, Flaherty Iron Works Inc., Alexandria, VA n Amos Glick, Compass Ironworks, Gap, PA n Carl Grainger (2), Grainger Metal Works, Nichols, SC n Mason Hains, MoFab Inc., Anderson, IN n Chris Holt (2), Steel Welding, Freedom, PA n Maciej Jankowski, Artistic Iron Works LLC, Norwalk, CT n Will Keeler (3), Keeler Iron Works, Memphis, TN n Gary Kervin, Kervin Bros. Ornamental Iron Inc., Portland, OR n Allyn Moseley (2), The Heirloom Companies, Campobello, SC n Mark O’Malley, O’Malley Welding & Fabricating, Yorkville, IL n Dan Nibbelink, Red Hawk Forge, Berthoud, CO n Lynn Parquette, Elite Architectural Metal Supply LLC, Elk Grove Village, IL n Jay Shah (2), Architectural Iron Designs Inc., Plainfield, NJ n Mark Sisson, Mac Metals Inc., Kearny, NJ n Jan Allen Smith, Allen Iron Works & Supply Inc., Birmingham, AL n John Steel, Steel Welding, Freedom, PA n Dave White Jr. (2), Locinox USA, Countryside, IL n Doug

NOMMA Shop Banners Let the world know that you are a NOMMA member shop!

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Industry News

News Brief Eberl Iron Works receives safety award from FMA Eberl Iron Works of Buffalo, NY, was recently chosen to receive a 2015 Safety Award of Honor from the Fabricators & Manufacturers Association International (FMA). Open to all FMA and Tube & Pipe International company members, the annual awards recognize metal fabrication companies that adhere to excellence in safety. The Safety Award of Honor is given to companies having perfect safety records of no recordable injuries or illnesses for the reporting period. The award is sponsored by CNA, the endorsed business insurance carrier for FMA. Winners are selected by the FMA Safety Council. “This year’s winning companies provide world-class safety environments that deliver each of their employees the highest commitment to safely returning home at the end of each work day,” says Edward Youdell, president and CEO of FMA. “FMA, along with CNA, are proud to recognize these manufacturers. . . .” To be eligible to receive recognition, companies are required to submit OSHA Form 300A, Summary of Work-Related Injuries and Illnesses, for the period January 1, 2014 through December 31, 2014. Firms of all sizes are eligible. Winners are selected based on North American Industry Classification System (NAICS) code categories and BLS injury and illness incidence rates. The awards were presented at the FMA Safety Conference on April 22, 2015. July / August 2015 n O&MM Fabricator

John Bartley, President, left, and David Bartley II, Chairman and CEO, right, accepting the Smart 50 Award. Photo Courtesy of Wetzler Studios.

Ohio Gratings wins sustainability award David Bartley II and John Bartley, principals of Ohio Gratings Inc., Canton, OH, were among those receiving the 2015 Northeast Ohio Smart 50 Award. The awards are presented by Corporate College, a division of Cuyahoga Community College through a partnership with Smart Business Magazine. The annual awards are presented to the top 50 executives and their organizations based on their positive impact on employment, business sustainability, and ability to generate new ideas and innovation. These top executives were recognized for their ability to build and lead innovative and “smart” organizations.

The Bartley brothers and Ohio Gratings were also awarded the Sustainability Award for 2015. This award is based on the Bartley’s presentation about how they created a company built to last through the innovation of new products, improved service, and continued focus on being a first choice organization to its employees, customers and markets. In the metal bar grating market, Ohio Gratings’ products are used in industrial and architectural applications for walkways, catwalks, trenches, stairs, bridge decks, screens, grilles, fencing, mezzanines, and shelving. Contact 800-321-9800 www.ohiogratings.com

Rocky Mountain blacksmithing meetup August 5-9 The Rocky Mountain Blacksmithing Conference is set for August 5-9 in Carbondale, CO, at the Francis Whitaker Blacksmith School on the campus of the Colorado Rocky Mountain School The conference will include demonstrations by Steve Fontanini, Steve Williamson, Dan McNeil and Gordon Stonington. While there, enjoy the hiking, fishing, and, of course, blacksmithing in the Colorado Rocky Mountains.

Also participate in the gallery, tailgate sales, group forging project, slide shows, forging competition, auction, iron-in-the-hat, and open forge. Lodging and meals with fresh vegetables grown on site will be available. Rocky Mountain Smiths is an ABANA Affiliate and serves blacksmiths and metalsmiths in Colorado, Wyoming, and neighboring states. Contact 303-589-1767 www.rockymountainsmiths.org 53

What’s Hot? Hole puncher with power reverse Hougen Manufacturing The new Hougen-Ogura model 75006PR electro-hydraulic hole puncher features a lightweight single-body construction, allowing the operator to punch holes in steel in as little as four seconds. This “Power Retractable” Punch system provides users the option to power reverse the punch back out of the hole if needed. This is designed to improve productivity in harder, more elastic materials that tend to grip the punch (not allowing it to auto return to the home position) after the hole is produced, the company says. The 75006PR hole puncher uses only electrical power to operate the motor and the self-contained hydraulic system, with no additional hydraulic pumps or hoses needed. It provides 26.9 tons of punching pressure to punch round holes up to 15⁄16 inch (23.8 mm) in diameter and oblong holes up to 11⁄16 inch x 13⁄16 inch (18 mm x 21 mm). The maximum material thickness is ½ inch (12.7 mm). The unit can punch holes in flat bar, H-steel, angle iron and channel. The punch unit weighs 62.9 lbs (28.5 kg). The machine uses HougenOgura punch and dies that are available in a variety of sizes. Accurately locating the hole position is easily accomplished, says the manufacturer, with the punch jog down feature and the adjustable throat depth gauge. The punch unit is available in 120V and 230V power options and comes standard with a work stand for placement of the punch on a work table, and a foot switch for hands-free operation. Contact 810-635-7111 www.hougen.com 54

Products

Multi-purpose workstation KAAST Machine Tools The PS 85 DP Ironworker has five workstations for punching, shearing, and notching. It has two independent cylinders allowing for dual operation, which translates to parallel work on the punch and at a second work station. This includes an electric trigger switch up to 1,000 mm for quick workflow of repetitive work. Each work station includes jog-mode for precise tool- and workpiece positioning, the company says. The punching station allows for the punching of sheet metal, and flat and angle steel at 25 strokes per minute. This punching station also contains a sturdy table with a working height of 1,070 mm (42 inches) for high-quality cutting results, step-less stroke adjustment, and an adapter for punches and dies. It can take a punch up to 4.25 inches in diameter and with punch through material up to ¾-inch thick. The flat shear has a lower blade with four cutting edges, an upper blade with two cutting edges, and a table with angle and length stop. The Angle Shear allows the user to easily cut angle profiles at different angles and has an adjustable rear stop. At 90°, the cutting capacity is 150 x 150 х 15 mm (6 x 6 x 0.5 inches), and at 45°, the cutting capacity is 80 х 8 mm (3.1 x 0.31 inches). The sheet shearing station has a maximum capacity of 380 mm width by 20 mm thick (15 x 0.75 inches) and 480 mm width by 15 mm thick (18.9 x 0.6 inches). It also has an angle cutting capacity of 120 x 15 mm (4.75 x 0.6 inches) as well as a blade length of 482 mm (19 inches). The steelworker is used for cutting round and square steel and contains a 1,000 mm back gauge. The notching station includes a table with stops as well as a rectangular notching tool. All of these features combined allow the user to perform more than one task at the same time to optimize production with quality results. The PS 85 DP has a throat depth of 505 mm (19.7 inches) to allow for working with a larger size of sheet

metal. It will punch up to 1¼-inch diameter by a thickness of 0.78 inch and has a stroke length of 80 mm (3.2 inches). The machine has 90 U.S. tons of pressing force and a 10 horsepower motor. Contact 224-215-8886 http://kaast-usa.com

Portable magnetic drill CS Unitec CS Unitec’s MAB 525 SB portable magnetic drill features a swivel base for easier positioning when drilling on overhead or vertical surfaces. When attached to the workpiece, the drill provides 20° movement left and right and ⅝-inch forward and backward, allowing the operator to adjust the center for precise drilling without deactivating the magnet and manually moving the drill, the company says. The MAB 525 SB has a hole cutting capacity up to 2½-inch diameter in structural steel and other metals. The 14.5 amp, double-insulated, reversible motor has a two-speed oil bath gearbox (70-280 and 180-580 RPM) designed for annular cutters and twist drills. Additional capabilities include twist drilling up to 1-inch diameter, tapping up to 15⁄16-inch diameter, reaming up to ⅞-inch diameter, and countersinking up to 2 inches. This unit has a quickchange keyless cutter system for ¾-inch Weldon Shanks, saving time and money. With a ¾-inch drill chuck or MT3, the MAB 525 SB easily converts O&MM Fabricator n July / August 2015

What’s Hot?

Products

to a standard drill press with a 5-inch stroke for conventional twist drills. Integrated sensors in the MAB 525 SB include magnet overheating protection, visual magnet adhesion indication, and an electronic safety shutoff sensor to automatically shut down the drill motor if the magnet loses contact with the material. An internal cable routing system helps protect the motor power cord from external damage. The magnet has a holding force of 8,000 lbs. Contact 800-700-5919 www.csunitec.com

Glass railing system The Wagner Companies

Wagner has introduced a new glass railing collection that is designed for easy installation and comes in a range of design options to customize its visual appearance. The Legato Collection’s straightforward installation process is geared for a range of projects and applications, the company says. The non-weld system requires no special training for installation and minimal glass preparation. Legato maintains quality as well as safety and code compliance when properly specified and installed. Constructed with Type 316 satin-finished stainless steel, the metal railings provide low-maintenance durability with superior rust resistance, making it ideal for outdoor performance. Also deemed a Green-building material and worthy of LEED credits, its sleek, clean lines and glass infill system provide a sophisticated and bright aesthetic value to enhance the overall look and feel of a space, the company says. Legato comes in two options: 1) The Legato Railing Collection accommodates guard, stair, or ramp applications for a range of glass thicknesses. The glass infill is secured via glass-mounting hardware, and the system is available in an assortment of July / August 2015 n O&MM Fabricator

post shapes and glass mounting designs, offering surface, embedded, and fascia post mounting options with mid, end, and corner post configurations. 2) The Legato SRP option accommodates straight guard applications with a ½-inch glass thickness. The glass infill is secured via slotted tube rails that are held in place with concealed fasteners. The Legato SRP offers surface and fascia post mounting options with mid, end, and corner post configurations. Legato is available for prompt shipping, and all metal railing components arrive together. Contact 888-342-6914 www.legatorailing.com

Liquid metal part cleaners Birchwood Technologies Two liquid cleaners have been developed by Birchwood Technologies for use on a wide variety of process lines, including blackening, phosphating, or electroplating lines. Safe Scrub M and Safe Scrub ST cleaners, designed to remove oil and surface soils on metal parts, are biodegradable solutions that can be used before or after processing, the company says. Safe Scrub M and Safe Scrub ST emulsify oil from aluminum, brass, copper, iron, and steel parts, and then hold residues in the solution to prevent them from re-depositing on the parts. Both cleaners remove the following types of fluids: mineral oil, grinding coolant, drawing/stamping lubes, and hydraulic oils, as well as water soluble/synthetic fluids. The products can be used as stand-alone cleaners after metalworking operations or as a pre-cleaner prior to metal finishing operations Safe Scrub M is a non-caustic, mildly alkaline cleaner for use on aluminum, brass and copper components. Its mild formula cleans thoroughly without oxidizing or discoloring the

substrate. Safe Scrub ST is a heavy-duty liquid cleaner for use on iron and steel components. It has high oil-holding capacity and stability at high temperatures for heavy-duty applications. Safe Scrub M and Safe Scrub ST are environmentally friendly choices, using biodegradable surfactants and no chelating agents, which allows for easy disposal. They are supplied as concentrates that dissolve instantly in water to make the operating bath, and are then heated to 130-170°F operating temperature. When the solutions are allowed to cool, much of the emulsified oil will float to the surface, allowing removal of the oil with an oil skimmer or coalescing filter and maximizing the working life of the cleaning solutions. Contact 952-937-7931 www.birchwoodtechnologies.com

Metallurgical saw Kalamazoo Industries The Kalamazoo Industries Model K12-14MS metallurgical saw is designed to produce mirror-surface cuts that often are necessary for mold proofing in foundries, quality-control labs, and any time metal needs to be cut to a polished finish for assaying. The machine is totally enclosed with flood-cooling wet cutting, semi-automatic power-down feed for controlled feed rates to deliver metallurgical cuts, and choice of a 12-inch or 14-inch abrasive wheel, which can be optimized for the metal being cut. While optional, the oscillation feature is necessary to deliver a cut with the highest surface polish. The K12-14MS saw features a 5 HP, 3 PH 1725 RPM TEFC motor with a 2,200 RPM spindle speed, adjustable 55

What’s Hot? Media 2015 Equipment catalog Lincoln Electric Lincoln Electric has released its redesigned 2015 Equipment Catalog (E1.10) detailing the company’s MIG, TIG, and multi-process welding equipment, as well as plasma cutting systems, welding automation, fume control systems, training product solutions, orbital welding systems, accessories, and welding gear products. The catalog is available for iPad and Android devices on the company’s Lincoln Library mobile app, available in the Apple App Store or the Google Play store. These versions of the catalog allow users to link to rich media, including videos and web pages, within the application. Contact 888-935-3877 www.lincolnelectric.com

Products

feed rate from 0-12 FPM, momentary rapid override for rapid approach, dual moveable 4-inch screw vises, and removable side access panels for long parts. The saw has a capacity up to 2½-inch solids and 3-inch shapes. Contact 269-382-2050 www.kalamazooindustries.com

Welding tables Strong Hand Tools Strong Hand Tools has introduced the Professional Extreme 750 Siegmund Welding Tables that it says are the hardest and most durable flat welding tables. Constructed from hardened steel, the Professional Extreme 750 Welding Tables are finished with a plasma

abana.org ABANA

Association of North America, Inc.

www.stronghandtools.com

Restoring the Past. Building the Future.

259 Muddy Fork Road Jonesborough, TN 37659 423/913-1022

Artist-Blacksmith’s

nitride that results in a double-hardened table that will last a lifetime, the company says. This hardening process results in a deep, hard case that prolongs the life of the table surface, protects against stroke impact, and provides a wear and corrosion-resistant surface with a glossy black shine. The tables have a surface hardness of 750 HV (~60 HRC). Choose from System 28 (28 mm boreholes) or System 16 (16 mm boreholes). Contact 800-989-5244, x213

www.period-homes.com www.traditional-building.com www.traditionalbuildingshow.com www.traditionalbuildingportfolio.com www.tradwebdirectory.com www.traditionalproductgalleries.com www.buildingport.com Questions? Call Peter H. Miller, President: 202.339.0744 x 104. Or email pmiller@restoremedia.com

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56 Fabricator RM house ad.indd 1

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Advertiser’s Index A thanks to the following advertisers for their support of O&MM Fabricator magazine. Pg Company

Website

6 A Cut Above Distributing Co. .... www.acutabove.com 23 Albina Co. Inc. ....................................www.albinaco.com 56 Artist-Blacksmith’s Assoc. of North America Inc. .............................www.abana.org 43 Blacksmiths Depot / Kayne & Son Custom Hardware Inc.................... www.blacksmithsdepot.com 34 Julius Blum & Co. Inc. ..................www.juliusblum.com 13 The Cable Connection ................... www.thecableconnection.com 49 John C. Campbell Folk School .....www.folkschool.org 25 Carell Corporation ......................... www.carellcorp.com 27 Chicago Metal Rolled Products Co.... www.cmrp.com 35 CS Unitec Inc. ..................................... www.csunitec.com 17 D & D Technologies (USA) Inc. ........ www.ddtechglobal.com

Pg Company

Website

11 Hebo - Stratford Gate Systems Inc. ..................www.drivewaygates.com 50 Hougen Mfg. Inc. ............................... www.hougen.com 15 House of Forgings ............... www.houseofforgings.net 39 International Gate Devices ..............www.intlgate.com 60 King Architectural Metals .......... www.kingmetals.com 30 Lapeyre Stair ................................ www.lapeyrestair.com 4 Lawler Foundry Corp. ............www.lawlerfoundry.com 2 Lewis Brass & Copper Co. Inc. .. www.lewisbrass.com 3 Locinox USA ......................................... www.locinox.com 20 Marks U.S.A.......................................www.marksusa.com 16 Mittler Bros. Machine & Tool .... www.mittlerbros.com 50 NC Tool Co. Inc. .................................www.nctoolco.com 45 Regency Railings ...................www.regencyrailings.com

19 D & D Technologies (USA) Inc. ........ www.ddtechglobal.com

31 Sharpe Products .................. www.sharpeproducts.com

25 Eagle Bending Machines Inc. ..................................www. eaglebendingmachines.com

33 Stairways Inc. ..............................www.stairwaysinc.com

59 Society of Manufacturing Engineers ..... www.sme.org

40 Eberl Iron Works Inc. ......................www.eberliron.com

22 Sumter Coatings Inc. ..........www.sumtercoatings.com

9 FabCAD Inc. ........................................... www.fabcad.com

56 Traditional Building ..... www.traditional-building.com

21 Feeney Inc. ........................................www.feeneyinc.com

28 Tri-State Shearing & Bending ................. 718-485-2200

37 Goddard Manufacturing Co. ..............www.spiral-staircases.com

49 Vogel Tool & Die LLC ...................... www.vogeltool.com

37 Hawke Industries .................www.hawkeindustries.net

Your advertising contact for O&MM Fabricator NOMMA Buyer’s Guide NOMMA website CO NTAC T

Beth Palmer Lead Sales Rep (800) 796-2638, ext. 3404 Direct: (352) 333-3404 bpalmer@naylor.org July / August 2015 n O&MM Fabricator

29 The Wagner Companies.......................www.wagnercompanies.com

Advertise in the 2016 NOMMA Buyer’s Guide Your one-stop resource for shop and office personnel The Buyer’s Guide is available in 3 versions: 1) print, 2) online, and 3) database. Closing date November 27, 2015 Contact Beth Palmer, 352-333-3404; stheien@att.net 57

Metal Moment

From the NOMMA ListServ

Join NOMMA to get your questions answered free.

Recommendations for an ‘even’-rust finish NOMMA member Richard Twiddy of Unique Iron Design Ltd. posted this question on the NOMMA ListServ:

Does anyone have a recommendation for achieving an even rust finish for a decorative, plasma cut, mild steel firepit? We intend to shot-blast after it is finished to get a consistent surface and then need an even-rust finish. Jeffery Presbaugh, Aberdeen Custom Gate & Iron

I like using vinegar, water, and copper sulfate (root killer for septic systems). Mixture is non-critical; then just spray on. It will change before your eyes. Eric Cuper, Cuper Studios LLC

I don’t know what chemicals you have access to, but if you can get some ferric chloride, water, and a spray bottle you can get an even coat of rust. Muriatic will do in a pinch. After blasting, spray with a coat of diluted acid — let’s say 2 parts water, 1 part acid. Not dripping, just evenly wet. Allow to dry. Then wet again with water only. Keep repeating the water until you get the look you want. Dan Donovan, Allform Welding Inc.

We recently used a formula of 16 ounces of hydrogen peroxide, 2 ounces of white vinegar, and ½ tablespoon of salt. Put it into a spray bottle, shake it up good to mix, and then spray it on. We had laser-cut decorative panels hanging vertically in the yard and sprayed them several times per day for a couple of days. Turned out pretty good. Sonya Roman, Outland Steel Inc.

Add some ketchup, which makes the solution stick. It also helps to put a piece of plastic over it. In Idaho, we have low humidity; most of the time, it takes considerable encouragement to get a rust finish. Of course, if you do a white blast, it goes to rust easily. Patrick Cardine, Cardine Studios LLC

We do this all the time. Blast, and before spritzing with the hydrogen peroxide, wash with battery acid/sulfuric acid. The difference is dramatic if you wash it with the acid first. Rusts immediately. Over a couple of days of spritzing the rust will bite better.

Richard Twiddy

Thanks for your suggestions, I’ll give them a try. I love the NOMMA ListServ service. We are all so lucky. Ask any question, and so many people try their best to help within a very short time. For 40 years, all I have tried to do is stop things from rusting. Now people want rust. I must be getting old. NOMMA member Grant York of York Metal Fabricators Inc. posted this question on the NOMMA ListServ:

The photo (left) shows what looks like a galvanized steel sheet metal top. Is there a “term” for that type of finish? I have a friend wanting to recreate it for another table top, and I wasn’t sure if there was a better name other than “galvanized with some shiny flakes in it.” Bruce Rienks, Evans Metal Products Co. It looks like the normal oxidation process (white rust) that you would see on hot-dipped galvanized material. Eric Cuper Hard to say without a closer image, but if that is what it looks like, it is hot-dipped galvanized sheet. The problem you find is this: hot-dipped sheet had a nice crystal pattern often called a ‘spangle”. As all things seem to do, the galvanized sheet industry seems to be moving or has moved to electroplating sheet, which provides a uniform non-spangled surface. Last time I tried to get a large crystal pattern, I could not find it.

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Something on your mind? Got something to say? Got an idea? Got a tip? Got a gripe? Do you have a story to tell? Send your idea to editor@nomma.org. 58

O&MM Fabricator n July / August 2015

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O&MM Fabricator n July / August 2015