2012 Summer - FCICA - The Flooring Contractor

AIRPORT PROJECTS — PROFIT OR YOUR WORST NIGHTMARE ::: HIRING SALES PEOPLE Providing Solutions for Heavy Tasks

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Evaluating an Existing Subfloor

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Material Staging

FCICA

30TH ANNIVERSARY CONVENTION

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The official publication of FCICA

MEMBERSHIP INFORMATION Firm Name:

MEMBERSHIP APPLICATION FCICA represents the interests of floor covering contractors by promoting installation excellence through cooperative efforts with manufacturers, dealers, dis­tri­b­utors and others committed to increasing the value, vitality, and viability of the installation industry. If your business is installation…or depends on it, your voice is needed in this effort. We invite you to join FCICA!

Address: City: State: Zip: Telephone: Fax: Website Address: Name of Owners, Officers, Foreman and others to be listed in the Membership Directory and as contacts in the database: Name(s): Title(s): E-Mail(s):

MEMBERSHIP BENEFITS Website — www.fcica.com Provides important membership information, member lists, upcoming events, technical assistance, technical resource guide, communication to FCICA headquarters, and links to other member websites.

E-News Bi-weekly on-line newsletter features news snippets on association activities, member announcements, industry events, and other newsworthy items pertinent to your growing business.

Ask Izzy Members of the “Ask Izzy” team answer questions on commercial flooring products, installations and/or techniques. The team’s goal is to respond within 24 hours.

Mid-Year Convention Provides a forum for the exchange of ideas and information related to all aspects of the business of installation.

Floorcovering Installation Training (FIT) Program Provides the tools to train your employees, on your premises, at your own speed.

Educational Sessions at Annual Convention Held throughout the conference and members can contribute through participation in committees and other functions.

“Start with Safety” — A Safety Program for Flooring Contractors Each member receives a complimentary copy upon completing the order form.

FCICA CONTACT INFO FCICA 7439 Millwood Drive West Bloomfield, MI 48322 Phone: 248.661.5015 ::: 877-TO-FCICA Fax: 248.661.5018 Email: keo@fcica.com www.fcica.com

MEMBERSHIP CATEGORIES Floor Covering Contractor: Any bona fide floor covering contractor, workroom, floor maintenance or retail store engaged in the business of installing or treatment of floor coverings. “Installer” is defined as any individual who installs on the jobsite or who works with flooring materials in the shop, workroom or store.

Company with 1–10 installers: $350 annually Company with 11–25 installers: $650 annually Company with 26 or more installers: $950 annually Branch Membership: 50% of the parent company membership annually (Parent company must be in good standing) Associate Member: Any bona fide supplier of flooring goods and materials, including software, tools, tooling and or equipment, floor covering associations and cooperatives and manufacturers and wholesale distributors.

Please choose one membership level.

Platinum membership: $2,500 annually Gold membership: $1,250 annually Base associate membership: $700 annually Consultant/Inspector Member: Any bona fide provider of services to the flooring industry including but not limited to inspectors or consultants.

Platinum membership: $2,150 annually Gold membership: $900 annually Base associate membership: $350 annually PAYMENT I certify that this information, which constitutes our membership category as a company is true and correct. It is agreed that our company will abide by all membership requirements and that we are entitled to all membership privileges as it pertains to our category as noted in the FCICA by-laws. I understand that annual membership is July 1–June 30.

Enclosed is payment of $ Check enclosed

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Title: Printed Name: I was referred to the FCICA by:

The Flooring Contractor Magazine

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Discover

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COLUMNS ::: 04 ::: Chairman’s Letter ::: 06 ::: Executive VP Column Calendar of Events

aRTICLES ::: 05 ::: Project Profile ::: 08 ::: FIT: Evaluating An Exisiting Subfloor ::: 17 ::: Don’t Give The IRS Every Last Drop ::: 18 ::: Hiring Sales People & Attracting Top Talent in the Trade Industry! ::: 22 ::: Industry News ::: 24 ::: New Products ::: 27 ::: Tax Tips for Subcontractors ::: 28 ::: Member News

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features ::: 08 ::: Jobsite Readiness Review, Materials Staging, What’s it all about?

::: 10 ::: Airport Projects — A Profit or Your Worst Nightmare ::: 12 ::: FCICA 30th Anniversary Convention Photos

The Flooring Contractor Senior Editor: Kimberly E. Oderkirk Published four times a year by:

3540 W. Jefferson Hwy. Grand Ledge, MI 48837 (800) 992-9653 www.keystonemillbrook.com Ad Sales: Bill Spilman (309) 483-6467 advertising@fcica.com

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chairman’S letter

By Gerry Swift FCICA Chairman

FCICA Success

Our 30th Anniversary convention is now in the history books. To say it was a success would be an understatement. We enjoyed the highest attendance numbers in over a decade. But more importantly, we had our best educational sessions, trade show and networking events that I can remember.

And as always, we had fun.

I want to thank everyone who attended the convention in Savannah, especially those who contributed to our educational sessions, trade show, and silent auction.

And to our staff for doing a wonderful job preparing and executing what was a near flawless program.

I am looking forward to working with our Board of Directors and Staff to keep the momentum going in terms of getting the message out to flooring contractors across the country. Starnet’s survey of their Installation Managers who attended our convention was extremely positive. I certainly hope that many of them, as well as other industry flooring groups and independent flooring contractors decide to become members of

FCICA. As Kim Gavin, Executive Editor with Floor Covering Weekly wrote in her editorial, “If I were a flooring contractor, I would make darned sure I was a member of the FCICA. This group is on the front line of solutions.” I couldn’t say it better myself!

Gerry Swift Chairman, FCICA

on the cover TS AIRPORT PROJEC PROVIDING SOLUTIO

— PROFIT OR

NS FOR HEAVY

TASKS

YOUR WORST :::

NIGHTMARE

EVALUATING

AN EXISTING

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HIRING SALES

SUBFLOOR

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Convention 2012, FCICA's 30th Anniversary was held at the Mulberry Inn, Savannah, GA. The welcome reception was held outside in the courtyard. 115 attendees included 42 first time attendees.

PEOPLE

MATERIAL STAGING

30TH ANNIVERSARY CONVENTION

FCICA

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The Flooring Contractor Magazine

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project profile

providing solutions for heavy Traffic

When designing the remodeling project for the terminal upgrades at O’Hare Airport, one of the busiest airports in the USA, the architects specified an entrance grid system that was designed to handle rolling loads of 300 pounds per wheel. Besides withstanding heavy rolling loads, it was necessary for the product to effectively trap dirt from the public’s shoes prior to their entering the terminal.

Even before the specified product was installed at all 16 locations, some of the completed units began to fail. The rails were sagging and bending because the grids were not designed to withstand the constant traffic of heavy suitcases and overweight vendor carts. The damaged grid system was not only unsightly, but also presented a very real tripping hazard.

Construction Specialties was contacted to provide a solution.

The C/S PediTred G4 was designed for just this type of application.

With its smooth rolling surface and 1000 pound-per-wheel rolling load capability, it offered the durability that was needed for this heavy traffic area. Savings on future maintenance time and cost was an added bonus because PediTred rolls back for easy cleaning of the recessed dirt collection area. The grid-type product originally specified must be lifted out of the recess in large sections in order to clean the collected dirt.

For further testing, a three-ton skyjack was driven over the PediTred. Although the product isn’t built for this weight on a routine basis, PediTred held up and proved it was up to the task.

The airport then made the decision to replace all entrance grids with PediTred G4. Six years later, the product is still providing the strength and foot cleaning action needed for this busy airport.

Construction Specialties PediTred® G4 entrance flooring at O’Hare Airport in Chicago, IL, USA

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executive VP letter

a great convention!

The pictures from our 30th Anniversary convention can be found in the magazine on pages 12–16 and also are on our website under photo gallery.

Well the results are back and it seems the over all response was — “It was a great convention”. Attendance was up, first time attendee numbers were the highest ever and the networking was amazing!

The pictures from our 30th Anniversary convention can be found in the magazine on pages 12–16 and also are on our website under photo gallery. Make sure you check them out!

This issue focuses on airport projects.

These are normally big projects, lots of foot traffic and many restrictions as to who can work there. We start with a project profile from Construction Specialties. “Providing Solutions for Heavy Tasks” spotlighting their entrance grid system used at O’Hare Airport and can be found on page 5. Our main installation article is by Honorary Member Dave Stafford and is on pages 10

calendar of events

and 11. In this article Dave writes about his experience as a contractor in dealing with airport projects and what a contractor needs to know and do when considering bidding an airport project or when the project is won.

For our Installation Manager audience, we plan to add articles that will help you do your job better. Our first one in this issue deals with jobsite readiness review as it relates to material staging. Found on pages 8 and 9 this is the first of many articles that will specifically be targeted to you. Written by contractor Robert Blochinger check it out for some great tips.

For our financial articles this issue please read “Don’t Give the IRS Every Last Drop”

by Lance Wallach, found on page 17. We also have “Tax Tips for Subcontractors” on page 27 provided by ASA Today. Our business

June 11–13, 2012 NEOCON 44th Annual Exhibition Chicago, IL www.neocon.com ::: September 15–18, 2012 ASA Champions Academy 2012 Hilton Old Town Alexandria, VA www.asaonline.com

article comes from Dana Borowka, MA of Lighthouse Consulting Services, LLC and is titled “Hiring Sales People and Attracting Top Talent in the Trade Industry. This article is a must read for anyone getting ready to hire as the economy improves. The article can be found on pages 18–20.

Both the industry and our members have been busy. Industry News can be found starting on page 22 with New Product Announcements on page 24–26 and our Member News starting on page 28.

I hope you enjoy this issue of The Flooring Contractor Magazine and remember if you would like to contribute just send your articles or press releases to me at keo@fcica.com.

Kimberly E. Oderkirk FCICA Executive Vice President & Senior Editor of The Flooring Contractor

October 3–5, 2012 FCICA Mid Year Meeting Leading the Way to Installation Excellence Marriott Shoals Hotel & Spa Florence, AL www.fcica.com :::

October 27–30, 2012 Total Solutions Plus Ceramic Tile Distributors & National Tile Contractors Rancho Las Palmas Resort & Spa Rancho Mirage, CA www.ctdahome.org/tsp/2012 :::

October 11–14, 2012 StarNet Fall Meeting Barton Creek Resort & Spa Austin, TX www.starnetflooring.com

November 13–15, 2012 NAFCD/NBMDA Annual Convention and Executive Network Forum Orlando, FL www.nafcd.org The Flooring Contractor Magazine

Evaluating an Existing Subfloor A subfloor can be wood (i.e. stripwood, new underlayment, etc.), concrete, or an existing floor covering that has been installed over wood or concrete. A suitable existing floor is smooth and solid; free of cracks, holes, ridges, and coatings that will prevent adhesive bonding and other defects that might impair performances or appearance.

It is important to remember that the finished installation will not look any better than the subfloor over which it is installed. A rough or uneven subfloor will show through the new floor covering, resulting in an unsightly

surface will high spots that will wear through quickly.

A good general rule to follow is that if you feel it on the subfloor, you will see it through the floor covering.

You evaluate each type of existing flooring differently when you consider it as a subfloor for new floor covering.

Your responsibility is to decide whether the existing flooring fits the definition of a suitable subfloor. If it does not, you must decide the best method to use to create a suitable surface for the new floorcovering material.

Review the manufacturer’s warranties and exclusions that deal with specific subfloors.

You should ask the following questions when evaluation existing flooring:

General 4 Does the existing flooring have more than one layer? More than one layer cannot act as a satisfactory subfloor.

4 Does the floor have a foam interlayer or foam backing? If flooring composition cannot be identified, remove existing flooring.

4 Textured or embossed floors should be made smooth, with a suitable embossing leveler.

4 Is the surface smooth, and is the existing flooring well bonded to the subfloor?

4 Is the surface free of dirt, wax, dressings, grease, or other substances that might interfere with adhesive bonding?

4 Where moisture and alkalinity tests performed on the subfloor including those where existing floor coverings remain?

Tile Floors

Sheet Vinyl Flooring 4 Is it fully adhered and securely bonded?

4 Does the floor have any gouges, rips or staples?

4 Are all the seams well adhered, smooth and free of gaps?

4 Are any tiles missing or broken?

4 Are the tiles embossed?

4 Are all the tile joints smooth and free of gaps?

Concrete Floors 4 What is the grade level?

4 Have you looked for and can you identify the concrete for all curing, hardening, sealing, and coloring agents? Consult Section on SEALERS, CURING AND PARTING COMPOUNDS. 4 If the floor contains radiant heating, what is the surface temperature? Check the manufacturer’s recommendations for the proper temperature.

4 Is the surface uneven or cracked? What is the condition of the expansion joints?

4 What is the condition of the surface? Is it powdery or scaly?

Wood Floors 4 Is the wood floor structurally sound?

4 Is the wood floor properly constructed with recommended materials?

4 Is the wood floor at least 18 inches above ground level and have adequate cross ventilation?

4 Is the ground surface of the crawl space covered with a suitable vapor barrier? Note: Wood floors on or below grade, or directly on concrete, are not satisfactory as subfloors for new flooring.

4 Is the surface clean, dry, and fee of old adhesive, oil and paint?

4 Is the floor uneven, cupped, or warped?

4 Are there gaps in the floor?

The preceding was an expert from the FCICA’s Floorcovering Installation Training (FIT) Program Book.

Jobsite Readiness Review, Materials Staging, What’s it all about?

By Robert Blochinger, IICRC certified Inspector, INSTALL contractor: blochinger@mailw.com

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obsite readiness is a general term that requires the floor covering installer to physically review the jobsite prior to delivery of flooring product. Is the substrate ready for flooring or does it require some mechanical preparation? Has the substrate been tested for moisture emissions and is the rate compatible with the MVER for the product to be installed? What about flash patching or the type and amount of leveling compound needed; has any transition buildup been addressed? What is the level of

intensity of cleaning and preparation of substrate? Are there any contents to move, materials from other Trades prohibiting your execution of work; any electronic equipment to consider? Has there been any change to the expected scope of work according to the contract or agreement with the general contractor or owner? If so, will there need to be an additional discussion about conditions and who will perform corrective action?

Areas of concern for jobsite readiness are: When the floor prep has

been performed by others, has all floor preparation been completed according to manufacturer’s recommendation for the product to be installed and is it acceptable to the floor covering installer? Can the floor covering installation proceed on schedule; is the correct floor covering identified for each area specified? Have other trades completed their work or in a final phase that will enable the floor covering installer to have control of the work area? What other trades, such as ceiling workers, painters, plumbers,

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As the floor covering is installed, utilize all of the basic guidelines of installation processes for that product, CRI 104/105 for carpet and the manufacturer’s instructions for the hard surface and carpet materials as well.

electricians will require access to the areas where flooring is being installed? How may staging of materials be accomplished so as to permit timely product acclimation? This is quite important and a key consideration for today’s moisture sensitive products.

Jobsite staging is setting the stage for your command performance. After the floor preparations have been completed, a jobsite readiness function, delivery or staging of the floor covering products, adhesives, and other sundry products is done.

Acclimation of the flooring materials to the environment within the jobsite is required in order to prevent product movement after it is installed. It make no difference whether the products consist of carpet roll goods, carpet tile, vinyl, or rubber products as tile, roll goods and planks, all must be acclimated to the jobsite. This acclimation time will vary; this movement expressed as expansion and contraction of the product, is directly related to environmental conditions as heat, cold, temperature, moisture emission, as relative humidity, and dew point, in the air and within and on the concrete substrate. Adhesives are water based and sensitive to moisture, so the acclimation of these products is just as important as the floor-covering product itself.

A component of staging is the delivery, whether vertical, (steps, elevator, crane) and/or horizontal means through the door with a wheeled carrier and around corners to the work area. While transporting full width carpet rolls in this manner, it is very important to not bend the roll in half or thirds without having it re-rolled loose first or perhaps “tubed” and rolled in the length; then the carpet should be rolled out The Flooring Contractor Magazine

on site to relax and settle the crease created by folding. This will reduce the expansion, contraction, or backing memory bubbles in the carpet after installation. Other floorcovering products are boxed or short rolls that can be carried on a wheeled carrier.

Prior to materials staging, discuss locations available for your materials with the general contractor, site supervisor or owner; these materials must not be in the way of other trades while the acclimation and onsite storage is in progress. When the installer sets up the floor covering, safety of others is an important concern; do not create a trip hazard, keep the installation tools and equipment in a separate area, and insure other trades have finished their work. Insure all flooring personnel have and utilize PPE. (Personal Safety Protection Equipment) As the floor covering is installed, utilize all of the basic guidelines of installation

processes for that product, CRI 104/105 for carpet and the manufacturer’s instructions for the hard surface and carpet materials as well.

After the product installation is completed, a protective covering may be required.

Plastic covering is not recommended over carpet since this cover may/will trap moisture and induce growth of mold and mildew as well as cause damage to backing and fiber. Whatever cover is utilized; do not create a safety hazard or trip hazard. The result is an installed floor covering that will perform, withstand the daily use foot traffic, and maintenance procedures that are to follow.

Your command performance was successful because you knew what to expect, started with a professional attitude and demeanor, continued that attitude throughout the job, and expertly installed according to the best practices of the trade.

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Airport Projects — A Profit or Your Worst Nightmare

By Davie Stafford, DSA

From time to time, there are large, potentially profitable flooring projects for transportation facilities, especially airports. For many, this means thousands of square feet of carpet tile, ceramic, terrazzo, or other types of flooring and specialized floor prep. The key aspect of profitability to most projects lie in the delivery of the project.

As you probably suspect, there is a different element to most airport projects and that is security. If you have flown anywhere recently, then you’ve been scrutinized, had you and your belongings screened, been through a pat-down (or groping), or gone through X-ray scanners multiple times.

However, this is done reasonably quickly, and you’re on your way.

If you have been lucky (or unlucky) enough to land an airport project with your favorite general contractor, and you’re unprepared, your worst nightmare is about ready to begin.

Installation crews and crew members must meet certain criteria. They must be American citizens, or have a work visa and can prove that can legally work in the U.S. They must be willing to go through a

comprehensive background check and pass it. I have seen cases where key members of a talented crew were not approved, leaving the crew chief short-handed. Of course, exceptions may be made depending upon where the work is actually being performed. Sometimes the standards applied on background checks make no sense. All crew members were approved for an airport in one state, but not at another airport in an adjoining state. One crew was approved for work in the White House area but not the airport or the main Justice Department.

Once you have a couple of crews approved, and you never want to submit just one crew, even if you think it is unlikely you’ll need them, there are other challenges.

There is usually mandatory attendance at an orientation seminar for approved crews,

project supervisors, project managers, and may include installation service managers.

This seminar includes guest speakers and a safety video showing how to comply with airport procedures. There may be specific training and instruction on how to drive on airport service roads and runways. Although there may be some variance, there is usually a designated driver or a specific permit issued. As with other secure sites, there are clearances for specific work zones.

Specific hours of work are the norm, usually in the late evening and early morning. With the size of some projects, it may means that crews are being dispatched at 5:00 pm or later and reporting for work and into airport security at 7:00 to 9:00 pm.

The day may not end until 5:00 am. There is an adjustment period before and after The Flooring Contractor Magazine

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Actual delivery to the airport site may have to be done at odd hours and the amount(s) carefully estimated if the area is not secure.

for the crews involved. If there was poor planning for supplies, it is hard to get access to a company supply room at 3:00 am.

Typically, there are required weekly safety meetings once work begins so this must be factored into the work schedule. At least one or more crew members or the on site supervisor must attend and represent each company performing work on site.

Delivery of materials is always a challenge and storage on site is usually a matter of negotiation and the amount of risk the flooring contractor is willing to assume. “Yes, I have an area where materials may be stored, and you can lock the door, but any loss or missing materials is YOUR responsibility.”

On more than one job, there was significant loss on materials that disappeared. The ideal situation is where materials are checked into the general contractor, become the property of the owner (the airport) through a bill of sale, and the site is secured by the owner’s representative which is the general contractor or construction manager. Oft times, though, when billing for stored materials, the owner will be given a bill of sale and given a receipt by the flooring contractor who still has the responsibility and liability for storage until delivery is made and the flooring installed.

Actual delivery to the airport site may have to be done at odd hours and the amount(s) carefully estimated if the area is not secure. Perhaps materials for two or three days of work will be delivered at one time. In some cases, it may make sense for the installation crew to bring the materials with them for their particular night’s work.

There has been a lot of “materials shrinkage” where excess materials were not brought back by the crew. That is more a matter of flooring dealer’s training and policy.

Equally damaging is the loss of crew productivity when either the amount of The Flooring Contractor Magazine

product is wrong or “purple was delivered instead of heather beige.”

When there is demolition to be done and floor prep is to follow, one must make sure the site cordoned off and the GC or construction manager has approved the timing of the work. Noise, dust, debris removal, strange odors, personnel access all must be factored into your plan. There is usually a premium placed on finishing each area as a unit so that crew members do not have to return once an area is done; this means that the flooring dealer should have his own site supervisor in lieu of expecting the installation crew chief to punch out his own work. More often than not there is a specific requirement for the flooring contractor to have his own supervisor on site whenever work is being performed. The advantage is that defects may be spotted more quickly and the overall quality of work and efficiency will be better. I have found it is worth the extra money.

Select your crew based on past performance, credentials, and emotional maturity. The last thing you want to have happen is for a job stress incident to become front page news, “Installer Slugs Job Foreman during Argument at Airport.” There is significant pressure to deal with unexpected job site conditions quickly, without a lot of fuss. A government agency or airport authority personnel are always looking over the shoulder of the GC or construction manager. Any change order requests, change in site conditions, hidden defects are frequently approved “by committee” which means some delays. DO NOT fall victim to performing extra work without a proper approval, especially in this type of work. If you do, it likely becomes free work.

Selection of the lowest responsive and responsible bidder for an airport job comes down to price and company

credentials. No one wants an inept, inexperienced lowball bidder that hasn’t performed this type of work before. Here is the chance to really sell your pricing and back it up with crew qualifications, experience, and project management expertise. Be sure to spotlight regular company training, product seminars, safety meetings, specialized experience, and verifiable certifications.

Of particular importance would be similar projects that were successfully completed and references.

Airport projects tend to be long, drawnout projects with time-delays that are quite frustrating. They can also be profitable if you know what you’re getting into and project-manage your deliveries and crews properly. They can make or ruin your reputation.

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30th Annual Convention

The Flooring Contractor Magazine

30th Annual Convention

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30th Annual Convention

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Financial issues

Don’t Give the IRS Every Last Drop

By Lance Wallach

Have you seen the commercials where certain companies advertise that they can settle an IRS debt for “pennies on the dollar”? Usually the offer is too good to be true. Besides, you never want to have the problem in the first place.

The chances of an individual being audited have approximately doubled since 2000. So you need to be careful with your tax return.

IRS officials say research has shown that tax “noncompliance” typically is highest among people who work for themselves, who deal in large amounts of cash, who don’t have taxes withheld from their pay and whose income isn’t reported separately to the IRS, such as by their employer.

Another area that IRS has been focusing on for noncompliance is S corporations.

With a typical S corporation, profits or losses flow through to the individual owners, who in turn are supposed to report those items on their individual returns.

Another are that could command attention is capital gains taxes. The reason: IRS officials suspect the government is losing billions of dollars in tax revenue because many investors inflate the cost basis, or the price they originally paid for stocks and other securities, in order to report lower capital gains when the securities are sold.

There have been some significant changes in the way the IRS targets businesses for audits and how it conducts them. Audits are

up this year and will continue to increase, but the numbers are very misleading, because the IRS is getting much smarter about how it chooses returns for audit and how its examiners conduct their audits.

Over the past few years, the IRS has dramatically stepped up efforts to study specific industries, and to educate examiners about business practices, terminology, accounting methods and common industry practices. It has also identified areas of inquiry that produce audit results.

Examiners are told specifically to look for certain red flags to get at what is really going on in a business or transaction. The result: examinations are more sharply focused on potential areas that will generate increased taxes, penalties and interest.

Fortunately, there is a positive side to all of this; it’s very easy to obtain a free copy of this information from the IRS. When you have a certain medical problem, you go to a specialist. The same rule should be applied to financial problems. Always engage an accountant who specializes in your type of business. One of our long-term retirement plan clients recently retained our firm to perform a self-audit. The client, a successful businessman, was concerned when one of his colleagues was found liable for back taxes and penalties because of some mistakes by his accounting firm. Nervous that he might become an IRS target as well. Our client hired us to do an audit of his income taxes for the last three years, both personally and for his various businesses. What we found was shocking. Even though this client had used an accounting firm for his various returns, the taxes he had paid were far from what he owed. Luckily for him, it was an

overpayment. This client will get a refund of almost $200,000 Now let us turn to more positive alternatives, things that you can take the initiative on.

Cash balance plan: A cash balance plan is a retirement plan that allows large contributions for owners. The deduction for owner sometimes can exceed salary. It can be combined with a 401(k) plan.

SEP_IRA or basic profit-sharing plan?

Think K instead. Many small business owners have used a SEP-IRA or basic profit sharing plan for their retirement needs due to the simplicity and low cost of these designs.

However, recent changes to the Internal Revenue Code have made these designs virtually obsolete. The K is a retirement plan for the small business owner that allows him or her to achieve: greater potential contributions; “catch up” deferrals at age 50+; increased current tax savings; plan loans up to $50,000; expand survivor benefits; complete flexibility; and low costs. Unlike SEP-IRA, a K will allow you to borrow up to 50 percent of your account balance (not to exceed $50,000) as long as you pay yourself back. And whereas a typical 401(k) plan may cost $1,000 or more to establish and perhaps more to administer each year, a K can be established and administered for a fraction of that cost.

Lance Wallach, National Society of Accountants Speaker of the Year and member of the AICPA faculty of teaching professionals, is a frequent speaker on retirement plans, financial and estate planning, and abusive tax shelters.

Contact him at 516.938.5007, wallachinc@ gmail.com or visit www.taxaudit419.com.

The information provided herein is not intended as legal, accounting, financial or any type of advice for any specific individual or other entity. You should contact an appropriate professional for any such advice.

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BUSINESS

Hiring Sales People & Attracting Top Talent in the Trade Industry!

By Dana Borowka, MA of Lighthouse Consulting Services, LLC

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n this day and age, making the wrong hiring decision can cost you $50,000 to multiples of millions of dollars!! That’s a high price to pay, and it’s a conservative figure when you factor in the emotional pressures of training, evaluation, termination and then starting the hiring process all over again. By refining your hiring process, you can turn hiring into a profitable and successful venture in the Trade Industry.

Creating an Effective Recruitment Program There are several steps to creating an effective recruitment program. The first starts with the basics — the job description. Many companies don’t even have job descriptions for their positions and that’s one of many hiring pitfalls. It’s very difficult to describe a position to a candidate, without having it well defined.

The next problem with job descriptions is that they are usually not definitive enough.

It’s important to detail the expected job performance outcome, and be very specific in what is needed and expected. The job description should have 30-, 60-, 90- and 180-day objectives, so the candidate has a clear understanding what is expected for the job. Be sure to review and update job descriptions regularly, as company needs and expectations for a position are bound to change.

The next step is to define where to recruit candidates or target your recruiting process.

Now that you have an idea of what you need and expect for the position, where do you find this treasured person? There are many resources: Referrals, recruiters, ads, college

placement centers, .com listings, etc. Of course, referrals are usually one of the best sources for candidates and giving out the job description to business associates and friends may reveal the perfect candidate.

When working with recruiters, it is very important to be as specific as possible to avoid your time being wasted with unqualified candidates.

The same is true for ads so that the ad is as definitive as possible. College placement centers are not only good for recruiting college grads, but usually have facilities to list positions that require extensive experience too. They can be especially helpful if they are in close contact with the alumni association.

Resumes, Resumes… Piles of Resumes Soon in your hiring process, you will be faced with a big pile of resumes. Look for resumes that are specific to your needs and notice the presentation style, which will tell you a great deal about the candidate. It is helpful to decide what the priorities are for the position and look for those first in the resumes. Once you have settled on a few resumes, we suggest the two step approach to interviewing. The first is the telephone interview, which can save you valuable time and effort. Ask the candidate a set of specific questions, such as: Why are you interested in this position? Please describe three key attributes that you have to offer to our company? Give me one significant program that you had an impact on in the last six months? Listen carefully to the candidate to see if the response fits the job description.

This process allows the candidate to earn a face-to-face interview.

For additional list of interview questions, please click here: http://www.lighthouseconsulting.org/Articles/KOTInterviewQ/ signupform.php Interviewing – The Art of Listening When interviewing in person, it is important to listen and not let emotions take over. The candidate should talk about 80 percent of the interview and the interviewer only 20 percent. The goal for interviewing effectively is to note their thinking patterns, and not get caught up in appearances, impressive schools or companies. During the interview, questions that are more specific are helpful in making successful hiring decisions. Some examples are: What significant impact have they had at three or more companies on their resumes — ask for specifics, percentage of change; Please describe in detail what brought about the change; What was their process, from A to Z? and ask how the candidate would handle a specific problem that you have seen in the position.

Identifying the Inner Traits of a Candidate & How to Best Manage the Individual Once a candidate has been selected, then the most difficult part of the hiring process begins — reference checking. Many firms find professional organizations helpful when making background checks. Yet, as the old saying goes, “You never know someone until you work with them, travel with them or live with them”. Through in-depth work style and personality testing, you can reduce the possibility of making a hiring error. An indepth assessment can identify inner traits of The Flooring Contractor Magazine

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Look for resumes that are specific to your needs and notice the presentation style, which will tell you a great deal about the candidate.

a candidate if the appropriate assessment is selected.

The following are some things to think about when reviewing various work style & personality profiles: • Training or degrees required for interpretation of the data. Weekend training programs can be problematic since testing and human behavior is a very complex subject. When making hiring or internal decisions, organizations need as much information and understanding as possible as the consequences can be very costly.

• A copy of the resume should be supplied to the testing company to review when discussing the assessment results. We suggest to make sure that the testing company uses resumes as part of the process when reviewing the assessment on a candidate.

• Scale for “Impression Management” to understanding accuracy of results and if someone is trying to ‘fake good’. The questionnaire needs at a minimum of 164 questions to gather enough data for this scale.

• Common warning signs: When a representative uses absolute statements when describing human behavior, like ‘People are all the same’ or ‘People don’t change.’ This will convey what their level of understanding of the human personality is. Or when someone claims that their profile is 98 or 99% accurate, which rarely can be clinically supported. If you hear this, ask how the data was collected.

• Career Matching: Some organizations claim to know what the perfect “sales person” or “secretary” is from a personThe Flooring Contractor Magazine

ality perspective. Ask how many careers and occupations have been studied; is the data base validated by outside organizations or only by “applied in-house studies”. “Ideal” is very difficult to define due to the variance of geography, job history and education. What is most important is if the individual has a similar thought pattern that meets the criteria within the job description.

• Number of clinical studies conducted by major universities and there should be multiple studies for validation purposes.

• How long has the profile been used – what is the history.

• How often is the normative database updated and where is the data coming from.

(For example, U.S. Census 1990, 2000) • Cultural bias – is it built into the profile and for which countries.

• Does the profile meet U.S. government employment standards? Has it been reviewed for ADA compliance & gender, culture & racial bias?

• Reading level required (5th grade English, etc).

• Number of profiles administered.

• Number of actual primary scales as defined by the “Big 5” testing standards.

Many tests will claim to have more scales than they actually have - this can lead to misrepresentation of data.

• Does the data provide the depth necessary, to understand how an individual is wired inside?

• Validity, reliability and basis.

These are some general questions and if a profile falls short in any one area, we strongly suggest additional research into the accuracy of the data being generated.

Legal Guidelines & Other Important Stuff A common inquiry from companies and organizations is about the legal guidelines in providing assessments to candidates.

Since industries vary, it is always best to check with a trade association or a legal representative. The general rule is that a test or any set of hiring questions needs to be administered to all final candidates in order to assure that discrimination is not taking place. More information may be found at the EEOC website, in the Disability-Related Inquiries and Medical Examinations of Employees section: http://www.eeoc.gov/policy/ docs/guidance-inquiries.html#2 Another question is how do new hires usually feel about taking an in-depth work style assessment. It shows that a company is serious about who they hire. If the company presents the testing program as a method of assuring both parties that they are making the right decision, the individual usually responds very well. The bottom line is that hopefully turnover is greatly reduced.

An in-depth assessment can be very helpful for personnel development and succession planning. As a hiring tool, they can be used to develop additional questions for interviewing and confirming the interviewer’s intuition that might be overlooked.

This process gains more reliable and accurate data in order to effectively manage individuals to make hiring and personnel decisions a win-win for everyone.

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BUSINESS

If you are a hiring manager and would like to see a sample of an in-depth work style and personality profile, please give us a call or email us. For more information, please contact Dana Borowka at Lighthouse Consulting Services, LLC, (310) 453-6556, extension 403 or email at dana@lighthouseconsulting.com.

The key to on boarding is to understand what the individual needs in order to be successful. The information collected from an in-depth work style assessment can be used as a caching and management tool in order to reduce the learning curve and help the individual hit the ground running!

As you have seen, a successful hiring program requires many components that work

together to provide the needed information for difficult personnel decisions. Combining a well-defined job description, targeted recruiting and focused interviewing with an effective in-depth work style and personality evaluation program, turns hiring into a profitable and rewarding process.

Permission granted from Lighthouse Consulting Services to provided in this article. © 2011 Dana Borowka, MA, CEO of Lighthouse Consulting Services, LLC and his organization constantly remain focused on their mission statement, “to help keep organizations and staff off the rocks of potential self destruction”.

They do this through the use of in-depth work style assessments to raise the hiring bar so

Be at one with nature.

companies select the right people to reduce hiring errors. They also assist sales and operations through increasing efficiency and performance to avoid getting stuck in the shallow waters so they have smooth sailing!

Dana has over 25 years of business consulting experience and is nationally renowned speaker, radio and TV personality on many topics. He provides workshops on hiring, managing for the future, and techniques to improve interpersonal communications that have a proven ROI. He is the co-author of the book, “Cracking The Personality Code”.

To order the book, please visit www.crackingthepersonalitycode.com.

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The Flooring Contractor Magazine

fit Program: $799 FCICA proudly announces the Floorcovering Installation Training (FIT) Program. Featuring training programs for the installation of Carpet, Resilient and Tile flooring, the FIT Program is a must have for anyone planning on employee training. The three year FIT subscription includes: Instructor’s Manuals for the Carpet, Resilient and Tile programs, plans for stair mockups, Instructor’s video tapes, TCA Handbook, Student guide books (set of 10) for the Carpet, Resilient and Tile Programs, carpet layout exercise, certificates of completion, student wallet cards, and tool box stickers.

White and Black Polo ShirtS: $38.50 to $44.50 Show off your true colors with an FCICA official logo short sleeved polo!

Lightweight and durable, these polo shirts are perfect for meetings, as well as on the job. Show a unified front, and order some for your whole team! Available in either black or white.

floor Wiz meaSuring tool: $8 Make measuring easier for those scale drawings with the handy Floor Wiz Measuring Tool! Made out of heavy plastic, the Floor Wiz has grids in both 1/4 and 1/8 inch scale. It also has a built-in ruler, and 45-degree angle tool.

long SleeVed dreSS Shirt: $40 to $42 Grab your FCICA official logo long sleeved black dress shirt! These shirts are perfect for that more formal meeting, and let everyone know that you are a member of the FCICA. They Feature a button down collar for men, and tailored fit for the ladies.

StrategieS for Small BuSineSSeS: $29.95 Nationally renowned authors, Dr. Bart Basi and Lance Wallach have collaborated together to produce an outstanding book for small business owners. Experts in their fields, they give their readers information on protecting assets, IRS secrets, insurance, and many other tax-related issues. As an added bonus, purchasers of this book are entitled to a free phone consultation with the authors! tile flooring reference manual: $95 The FIT Tile Flooring reference manual is a part of the FIT Tile installation training program, and is an excellent reference tool for salespeople, specifiers, inspectors and installers. This guide contains the proper guidelines for tile floor covering installation, and can be used in addition to with other industry standards such as ASTM Standards and Manufacturer’s installation guides. reSilient flooring reference manual: $95 The FIT Resilient Flooring reference manual is a part of the FIT Resilient installation training program, and is an excellent reference tool for salespeople, specifiers, inspectors and installers. This guide contains the proper guidelines for resilient floor covering installation, and can be used in addition to with other industry standards such as ASTM Standards and Manufacturer’s installation guides. fcica tool Box Sticker: $13 Proudly display you FCICA membership anywhere with these versatile stickers! Perfect for advertising, these stickers can be placed anywhere.

Available in sets of 5.

fcica hat: $18 The FCICA official logo hat is perfect for those sunny days! It can be worn anywhere to let everyone know that you are a proud member of the FCICA. It makes a great accessory for the whole crew!

Safety Book: Members: $105; Nonmembers: $140 Safety is at the forefront of every contractor on the job site. In order to support our floor covering contractors in this area, FCICA, the flooring contractors association, has created the book “Start with Safety” A Safety Program for Flooring Contractors. The book includes 52 tabs for safety talk material and forms to fill out at the job site for any safety related incidents. Available in both English and Spanish.

Pattern carPet Video: $49.95 FCICA in conjunction with the Floorcovering Installation Training Program (FIT) Presents “Direct Glue Down Pattern Installation.” This video is an overview and is intended to serve as an orientation to correct procedures of pattern matching in carpet, not as a complete training program. The video covers many topics including: Installation Conditions, Floor Preparation, Pattern Match Policy, Pattern Bow, Pattern Skewing, Trueness of Edge, Pattern Run Off or Repeat Variation. fcica logo mouSe Pad: $8 Your FCICA Logo Mouse Pad is more than just another mouse pad. When plugged into a USB port on a computer, it lights up with blue LED lights. It is also a 4 port USB hub.

The FCICA Logo Mouse Pad works with both traditional mice and optical mice.

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industry news

Bankruptcy Court Reverses Earlier Decisions Preventing N.C. Subcontractors and Suppliers From Perfecting Liens on Troubled Projects ASA members in North Carolina welcomed a U.S. bankruptcy court’s reversal of its previous decisions preventing subcontractors and suppliers from following the process needed to perfect their mechanic’s liens on the most financially troubled projects in the state. On March 14, the U.S. Bankruptcy Court, Eastern District of North Carolina, reversed course on two of decisions it made in 2009 that prevented subcontractors and suppliers from filing mechanic’s lien notices once a project owner had filed a bankruptcy petition, reasoning that subcontractors’ lien claims did not “arise” until they filed their lien notices and so filing a lien claim violated the automatic stay of debtors’ claims. On Feb. 23, 2012, the U.S. District Court for the Eastern District of North Carolina disagreed, commenting that it was “concerned that the bankruptcy court may have erred in determining that a lien … does not arise until the filing of a notice of claim of lien by a subcontractor.” As a result of the district court’s comments, bankruptcy court Judge Randy Doub reversed course on the 2009 rulings, saying, “No longer will North Carolina subcontractors be deprived of their statutorily created and granted lien on funds. As the U.S. District Court stated, this practice has ‘turned the construction industry’s standard operating procedure on its head.’”

Doub elaborated that the “giving of the notice of claim of lien is merely the last step in perfecting the subcontractor’s prepetition interest in the property. The North Carolina Legislature in N.C.G.S. § 44A-18(6) uses the word ‘granted’ and ‘perfected.’ This dichotomy of language ‘granted / perfected,’ demonstrates that the lien is ‘granted’ upon the furnishing of materials, and the lien is then perfected upon giving the notice of claim of lien.” For more information, contact ASA Attorneys’ Council Vice Chair Eric Biesecker, Nexsen Pruet, Greensboro, N.C., at ebiesecker@nexsenpruet.com. Ben Kahn of Nexsen Pruet represented two of the lien claimants in the bankruptcy case, Construction Supervision Services, Inc., in which the bankruptcy court reversed its decisions.

Mark Chichak Named Halex President and CEO Halex Corporation’s Board of Directors is pleased to announce the appointment of Mark Chichak to the position of President and CEO of Halex, effective immediately. He has also been named a Director of the company.

Mark has been with the Company since 2007. As Chief Operating Officer, Mark has been instrumental in the creation and execution of the Halex growth strategy, being responsible for the acquisition, integration and operation of several Chinese manufacturing operations, and most recently evidenced by the ORCON Products acquisition and the creation of the manufacturing and distribution facility in Calhoun GA. Prior to joining Halex, Mark held various positions with other companies including Senior Vice President Operations of Union Tools, Vice President of International Supply Chain Development for Pennzoil-Quaker State International/Shell Lubricants, Vice President of Operations at Favorite Brands Inc., and several positions at The Clorox Company.

Mark has a Bachelor’s Degree in Chemistry from Wilkes University and an MBA in General Management with a concentration in International Business and Finance from the McLaren School of Business at the University of San Francisco.

Halex Corporation is a major manufacturer of flooring installation products with manufacturing facilities in Pomona CA, Calhoun GA, and China. Halex sells leading brands of seam tape, tack strip, wood and composite underlayment, flooring installation tools and blades, premium nails, and VersaShield® Moisture Barrierto customers around the world.

Distributors Announce Speakers for Convention The North American Association of Floor Covering Distributors and North American Building Material Distribution Association say they have a strong lineup of industry expert speakers for their 2012 Annual Convention, this November 13–15, in Orlando.

The co-sponsored Annual Convention will feature economic forecaster Alan Beaulieu, manufacturer-distributor relationship expert Robert Nadeau, and selling and sales leadership veteran Jim Pancero.

The convention, formerly known as the Distributor Marketplace, brings hundreds of leading distributors and manufacturers from the floor covering and building material industries together for networking, strategic business planning, and industry-specific education.

Beaulieu will offer updated economic insights that directly impact the building materials and floor covering industries. Beaulieu is the president of the Institute for Trend Research, a long-standing and widely used economic research and consulting firm.

Robert Nadeau will provide his expertise on the subject of sales and distribution channel management and manufacturer-distributor working relationships.

For the past 25 years, Nadeau has worked with manufacturers and distributors throughout the world to help them achieve measurable business results by strengthening their working relationships. He is the Managing Principal of the Industrial Performance Group, a company dedicated to helping manufacturers and distributors increase sales and improve profitability.

New this year, the convention will feature sales leadership consultant and speaker Jim Pancero. With more than 30 years as a sales and sales management consultant, Pancero helps experienced business-to-business sales professionals who already know how to sell, the managers who lead them, and the executives who direct them.

In addition to these all-Convention speakers, NAFCD attendees will hear additional speakers discuss topics exclusive to their industry.

House Judiciary Committee Swiftly Approves ASA-Supported Security in Bonding Act On March 20, the Judiciary Committee of the U.S. House of Representatives unanimously passed the ASA-supported Security in Bonding Act

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of 2011 (H.R. 3534) after ASA warned that “a payment bond from an individual surety providing only illusory protection can … easily result in a catastrophic loss to a small subcontractor or supplier.” ASA told the Subcommittee on Courts, Commercial and Administrative Law on March 9 that the Security in Bonding Act is a “targeted Congressional intervention” that the full Judiciary Committee should approve right away. The legislation would require individual sureties that provide bonds on federal projects to use only assets that can easily be liquidated to quickly fund valid claims. It also would require that those assets be placed in the custody and control of the federal government. “Payment bonds provided by individual sureties are essentially worthless, unless the pledged assets are real, adequate in amount, and readily available to meet the legitimate payment claims of the myriad subcontractors and suppliers performing on a typical modern federal construction contract,” ASA said. Current federal regulations contain two different standards regarding the assets that a surety can pledge to assure payment of subcontractors or suppliers on federal projects. One set of standards applies to corporate sureties, but a weaker set of standards applies to individual sureties, permitting individual sureties to pledge unusual, illiquid and potentially even worthless assets to allegedly assure subcontractors of payment. ASA and other supporters of H.R. 3534, including the National Association of Surety Bond Producers, are calling for prompt passage of the bill by the House, so that the U.S. Senate can take up the bill and end this regulatory double-standard that puts subcontractors at risk. Ask your member of the U.S. House of Representatives to co-sponsor the Security in Bonding Act of 2011.

Resource Commercial Network Changes Name Resource Commercial Flooring Network said it is changing its name to Fuse Alliance.

According to the company, “In the context of the Network we are a connection, a fuse, between members, preferred suppliers, their customers and the industry, ensuring the best possible outcome in disputes and/or issues that may otherwise overheat and cause damage to relationships.”

According to Ron Lee, Fuse Alliance’s executive director, “We are not the same organization that we used to be and it’s time to match our identity to our actions. Our primary goal is to grow the businesses of our members with our suppliers and our tag line with this new name is igniting business. Our board of directors also felt it was important to separate ourselves from the Resource name, which for many years has been partly associated with Interface.”

Fuse Alliance is a network of over 70 commercial flooring contractors servicing all of the major markets in the U.S.

RIA Recognizes Industry Leaders with Phoenix Awards for Innovation in Restoration and Reconstruction BELFOR USA- Exton, Pa & the Integrated Team Take Top Honors The Restoration Industry Association (RIA) presented its highest honors for innovation in restoration and reconstruction at its recent Leadership Summit & Industry Expo in Myrtle Beach, S.C. The Phoenix Awards are The Flooring Contractor Magazine

presented each year to recognize achievement in the areas of restoration and reconstruction and the winning projects exemplify the complement of skills required to return a project to pre-loss condition.

In an industry first, the award for Innovation in Restoration was shared between eight different parties who collaborated to successfully restore the air traffic control tower at the Detroit Metropolitan Airport, the nation’s 25th busiest airport. The project included the removal and replacement of approximately 115,000 square feet of gypsum wallboard material and nearly 20,000 square feet of one-inch thick elevator shaft liner board. Due to the extensive nature of the fungal contamination, the entire shaft of the 18-story elevator was disassembled under controlled conditions and then rebuilt while the elevator and the air traffic tower remained fully functional.

“The success of this project would have been impossible without the expertise, caring and commitment of every member of this team,” said Vince Sugent of the National Air Traffic Controllers Association and one of the air traffic controllers impacted by the indoor air quality in the tower. The other companies comprising the Integrated Team included: LRC Indoor Testing and Research (Cary, N.C.); Durbin Environmental Consultants (Suwanee, Ga.); Building Science Corporation (Westford, Mass.); BBJ Environmental Solutions (Riverview, Fla.); Envirotech Clean Air (Stoneham, Mass.); Regency DKI (Clinton Township, Mich.); and Wonder Makers Environmental, Inc. (Kalamazoo, Mich.).

BELFOR USA of Exton, Pa., won the RIA award for Innovation in Reconstruction for their work on the 100,000 square foot headquarters of the UGI Corporation in King of Prussia, Pa. following an electrical fire. UGI used the fire as an opportunity to renovate the outdated building, with BELFOR repairing the façade and altering the existing steel structure to achieve the look the client desired. The interior finishes were carefully preserved while the first floor was excavated to increase the overall footprint. Green energy concepts were also an integral part of the reconstruction.

“There is something incredibly satisfying knowing BELFOR worked from day one to ensure the right plan, resources and people were in place to get the job done according to the specifications of our client,” said Guy Buttaro, senior project manager for BELFOR USA Group, Inc. – Exton office. “I am honored to accept this prestigious industry award on behalf of BELFOR, and we are grateful for the opportunity to be recognized amongst our peers for this achievement.”

The deadline for the 2012 Phoenix Award competition is December 17, 2012. For more information on the Phoenix Awards or the Restoration Industry Association, visit www.restorationindustry.org. ### The Restoration Industry Association has member firms worldwide.

RIA provides industry leadership, supports science, and promotes best practices for cleaning and restoration. More information is available on the RIA website: www.restorationindustry.org.

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NEW PRODUCTS

INTRODUCING NEW POWER GROUT® ULTIMATE PERFORMANCE GROUT Offers The Ultimate In Performance And Ease Of Use H.B. Fuller Construction Products, maker of TEC® brand products, introduces its latest innovation, the new high-performance Power Grout® ultimate performance grout. Featuring a unique, breakthrough formulation, the Power Grout product offers many of the advantages of epoxy and urethane without the installation challenges and high cost. The Power Grout product combines performance and ease-of-use like no other, to provide installations with permanent stain resistance, crack resistance and superior color uniformity.

Excellent for both interior and exterior installations and in residential or commercial applications, this powerful product simplifies any installation by allowing for grout joints ranging from 1⁄16 inch to ½ inch with a single floor and wall formula. Its fast-setting feature accommodates foot traffic within four hours of completion and shower usage in as little as 24 hours.

Available in a total of 19 colors, the new TEC Power Grout is offered in 25-pound and 10-pound plastic bags. Twelve of the most popular colors are also available in 5-pound jars.

For more information about H.B. Fuller Construction Products’ innovative new Power Grout product and its many advantages, visit www.tecpowergrout.com.

MAPEI Adds New Rapid-Setting Mortar to Tile & Stone Installation Systems In response to ceramic contractors’ needs for time-saving products, MAPEI has introduced Ultraflex™ LFT Rapid mortar to its line of fast-setting tile and stone installation systems. This mortar sets quickly, allowing grouting in three to four hours.

Ultraflex LFT Rapid has a high content of a unique dry polymer, resulting in excellent adhesion to the substrate and tile. Its nonsag medium-bed and thin-set mortar characteristics are ideal for installing large-format tile and stone on interior and exterior floors, walls and countertops. Ultraflex LFT Rapid directly answers the need for quick-turnaround on installation of larger-format tile residentially and commercially in a variety of environments.

Visit www.mapei.com for technical data or call 1-800-42-MAPEI (1-800-426-2734) for the nearest location.

Fusion Series 4500 Clear Thin Spread VCT Adhesive

Fusion Series 4500 Clear Thin Spread VCT Adhesive is a solvent-free adhesive designed for the installation of Vinyl Composition Tile.

4500 provides quick dry times and extended working time with up to 24 hours of aggressive tack. New Construction Projects, or Green slabs can have a Moisture Vapor Emission Rate of up to Eight (8) pounds per Twenty-Four (24) hours per one thousand (1000) square feet or 85% RH when tested in accordance with ASTM F-2170. Choose Fusion Series 4500 Clear Thin Spread VCT Adhesive for your next VCT installation. Check out our installation videos at http://www.youtube.com/parabondadhesives.

Contact Parabond Customer Service at 1-800-763-7272 to find the closest Parabond distributor to you!!

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DriTac Introduces: New “Green” Pressure Sensitive Flooring Adhesive for Vinyl, Carpet Tiles & Cork DriTac Flooring Products introduces DriTac Eco-5500 Premium “Green” Pressure Sensitive Flooring Adhesive, which is ideal for installing Luxury Vinyl Tile, Luxury Vinyl Plank, VCT, Fiberglass Back Sheet Vinyl, Carpet Tile, Vinyl Stair Treads, Cork Tile and Cork Underlayment. DriTac Eco-5500 is a “green” adhesive that is VOC free with zero solvents.

Manufactured in the USA, DriTac Eco-5500 is extremely easy to spread and clean up, offers a very low odor and is nonflammable. DriTac Eco-5500 is an eco-friendly adhesive that provides excellent working time and superior coverage. It is available in 1 and 4-gallon plastic pails.

DriTac Eco-5500 is acceptable for use with on, above, or below-grade concrete substrate applications, in the absence of excessive moisture and alkalinity. Below-grade concrete substrate applications must be recommended by the flooring manufacturer. Additionally, the adhesive may be used over plywood, terrazzo, particleboard, hardboard, OSB, existing vinyl tile flooring, existing fully adhered non-cushioned sheet vinyl and properly prepared lightweight concrete.

DriTac Flooring Products, LLC is celebrating over 55 years as one of the oldest and most experienced manufacturers of environmentally friendly flooring adhesives in the market today. DriTac adhesives are available from coast to coast through more than 100 distributors and in warehouses including: Clifton, N.J., Dalton, Ga., City of Commerce, Calif. and Dallas, Texas. For more information, or to receive a complete products guide for all of DriTac’s adhesives and installation products for flooring, contact: John Lio, 60 Webro Road Clifton, N.J. 07012; Ph: 800-394-9310 ext. 243; e-mail: jlio@DriTac.com; or Web: www.DriTac.com.

MAPEI ECO Prim Grip™ Simplifies Tile Renovations

Placing new, modern tile over existing tile has just become much easier with the introduction of MAPEI’s innovative ECO Prim Grip, a ready-to-use bond-promoting primer that prepares an existing tile or stone surface to receive a new installation without the time, labor or dust of scarification. This synthetic-resin-based primer enhances the performance of mortars and their adhesion to existing ceramics and other difficult substrates, and it can be applied with a roller in only one coat. A surface coated with ECO Prim Grip is ready for new tile installation within 15-60 minutes. Low odor and VOC compliance make the product safe for use in occupied interior environments.

Visit www.mapei.com for technical data or call 1-800-42-MAPEI (1-800-426-2734) for the nearest location.

High Performance Subfloors launches revolutionary new product and expands sales team High Performance Subfloors (HPS) announced that they are formally launching their new Roll and Go™ flooring adhesive product. Roll and Go™ allows the installer to apply the product from a standing position and begin flooring installation within fifteen minutes of application. The company is expanding its sales team to market this and a full series of subfloor materials. Enos Farnsworth has joined the company as National Sales Director.

Farnsworth will be expanding the company’s distribution networks across North America and further developing strategies to inform customers of the company’s products. HPS has partnered with Schönox, a subsidiary of AkzoNobel, providing North America with an extensive line of next generation subflooring products.

Roll and Go™ is an environmentally responsible, proprietary adhesive system that is rolled onto the floor from a standing position. Floor installation can begin fifteen minutes after application. A minimal amount of product is applied allowing a cleaner installation process. Tiles are bound immediately so the installer can work on and across the tile without tiles slipping. Flooring can be installed for up to two hours after application. Tiles can be walked on and bear loads immediately.

If you would like more information about this topic, or to schedule an interview with Karen Bellinger or Enos Farnsworth, please call Crystal Hinds at 205-344-2720 or email her at chinds@hpsubfloors.com.

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NEW PRODUCTS

schÖnox pioneers synthetic gypsum in self-leveling compounds Schönox’s commitment to subfloor product development has pioneered the use of synthetic gypsum in self-leveling compounds. Synthetic gypsum is generated from a by-product of the process used to remove sulfur from power plant emissions. Once fortified using a special conversion method, the final synthetic gypsum creates a self-leveling product that is high performing, does not crack or shrink, can be applied over challenging substrates and contributes to LEED objectives.

Not only is synthetic gypsum made from a post consumer product it also diverts millions of pounds of old wood, tile, laminate, LVT, terrazzo and old elastic coverings from landfills.

Schönox AP and APF, leveling compounds, used with a Schönox recommended primer are easily applied over old flooring substrates eliminating costly and timely demolition work.

High Performance Subfloors, Inc. provides Schönox primer, floor leveling compounds and adhesive products that solve subflooring challenges previously considered standard operating procedure by the floor installation industry. For more information on how Schönox products can help you please visit our website at www.hpsubfloor.com or call 1-855-391-2649.

2012-3_UofCTS_FCICA:ucts

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3/20/12

10:52 AM

Page 1

Earn more jobs, earn more money and avoid problems

Get Your Installers ITS Verified!

The Tile Installer Thin-Set Standards (ITS) Verification is a new credential awarded by the University of Ceramic Tile and Stone (UofCTS) to tile installers who successfully complete an online course that teaches industry standards and methods for adhered thin-set applications. The ITS course is available in English and Spanish.

Only $150 per tuition Volume discounts available

Re-Tire recycled rubber at Monroe County Public Library, Bloomington, IN

Capri cork

800.492.2613 • capricork.com

• Self Paced Courses • 24/7 Internet Access • Management Monitoring

• No Travel Expenses • No Lost Productivity • Certificate Issued

Membership discounts available through CTDA, TTMAC and WFCA

info@UofCTS.org

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(866) 669-1550

The UofCTS also provides tile and stone online training courses for salespeople and design professionals.

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business

Tax Tips for Subcontractors

By ASA Today — March 15, 2012, Vol. 14, No. 11 Unless there is action from Congress and the president, specialty trade contractors could see a significant tax increase next year, as about 50 tax provisions expire at the end of this year.

These include favorable capital gains rates, favorable individual income tax rates, lower dividend rates, numerous energy incentives, bonus depreciation and most of the estate and gift tax reform provisions passed at the end of 2010. Subcontractors should employ careful tax planning and work closely with their tax advisers on how these potential changes will affect them, while taking advantage of current provisions, according to Grant Thornton LLC. For example, consider: Using Bonus Depreciation in 2012 — While You Can: Subcontractors can continue to write off half of qualifying asset purchases throughout 2012.

Reviewing Deferred Compensation Plans: Many subcontractors are struggling to remain profitable in this difficult environment. If your company can’t afford large bonuses to retain key employees, now is the time to revisit alternative compensation arrangements.

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Being Aware of ‘Hidden’ Deferred Tax Liabilities: Subcontractors should work with their tax advisers to make sure that future cash taxes are taken into account in cash-flow planning.

Taking Full Advantage of Capital Asset Expensing Deductions: Rules originally intended for small businesses were significantly expanded to allow contractors to expense up to $500,000 of 2010 fixed asset costs, provided that assets of less than $2 million were placed in service throughout the year. Unlike bonus depreciation, this applies to new or used assets. A subcontractor that is already in a tax-loss position, however, cannot take this deduction.

Determining Whether Your Company Can Lower Property Taxes: A property tax review can ensure that real and intangible property is excluded from the personal property tax base.

Examining Capital Asset Depreciation Methods and Lives: Depreciation of fixed assets is one of the most complex aspects of tax law. Understanding and properly applying these rules can accelerate income tax deductions.

Certified Sales & Service Cletus Stratman 3706 Union Road St Louis, MO 63125 Phone: (314) 892-1101 Fax: (314) 892-0490 certsales@aol.com www.certifiedsalesservice.com Contractor

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Considering Establishing a Separate Entity to Own and Lease Fixed Assets Used in the Business: These entities can help manage assets and may significantly reduce sales-and-use tax, which is collected and remitted regardless of whether a company is profitable.

Maximizing Section 199 Deductions: The Section 199 domestic production activities deduction is a unique tax incentive allowing taxpayers to deduct 9 percent of qualifying production activities, which include the construction or substantial renovation of domestic real property.

For more information, contact Todd Taggart, a partner and national construction practice leader, Grant Thornton LLC, at (612) 677-5193 or Todd.Taggart@us.gt.com.

KBM Commercial Floor Coverings Michael Kulyk 1260 – 26th Ave SW Calgary, AB Canada T2G 5S2 Phone: (403) 274-5292 Fax: (403) 275-4119 mkulyk@kbmcommercial.com www.kbmcommercial.com Contractor

LATICRETE SUPERCAP LLC Brad Fulkerson One Laticrete Park North Bethany, CT 06524 Phone: (866) 704-2247 Fax: (230) 393-1684 bcfulkerson@laticretesupercap.com www.laticretesupercap.com Associate

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MEMBER NEWS

Don Miller honored as 2012 Al Wahnon Lifetime Achievement Award Winner

Don Miller, President/CEO of Roppe Holding Company has been selected as a 2012 recipient of the Floor Covering News Al Wahnon Lifetime Achievement Award. The award was presented at the headquarters of Roppe Holding Company in Fostoria, OH on Monday, March 12, 2012 in a surprise celebration in front of his family and employees.

Floor Covering News established the Lifetime Achievement Award in 2010 to recognize and celebrate those individuals who have not only made significant contributions to the floor covering industry, but more important, have worked toward its betterment and made a difference over a sustained period of time.

“We wanted to honor those people who have dedicated their life to improving the floor covering industry,” said Steven Feldman, publisher of Floor Covering News. “We felt it was about time for us to have our own award annually honoring an individual who has made significant contributions. When you have someone who fits that criteria, AND has spent the better part of his or her life making a difference in their community, to society, to this world, you know you have a person more than worthy of the honor. We chose Don Miller as our 2012 recipient because he exemplified that person.”

Miller began his career in the flooring industry in 1958 as an employee of the Roppe Rubber Company. As one of 26 employees at that time, he was involved in all aspects of the small business. When the founder Thony Roppe passed away unexpectedly in 1972, Miller and 6 other employees retained the company and struggled to continue to realize the dream of their predecessor. The company prospered in the decades to follow due mainly due to the leadership of Miller. Today, Roppe Rubber Company is known as Roppe Corporation and is a leading supplier of rubber and vinyl flooring products to the commercial flooring industry in the United States and throughout the world. The formation of the Roppe Holding Company in the 90’s allowed for additional acquisitions and further strengthened the company for continued growth into the 21st century.

(Left to right): Steven Feldmen, Publisher of Floor Covering News; Donald P. Miller, “I am very grateful to be honored with this award and it is not something that I take lightly.

President & CEO of Roppe Holding Company I am humbled and thankful to my family and our employees for their dedication. I did not win this award on my own — every one of you is a part of this and I thank you”, stated Miller.

Previous winners included Sandy Mishkin, president of CCA Global Partners, and Ralph Boe, currently president and CEO of Beaulieu of America.

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Rubber flooring maker Nora Systems has rolled out NoraXchange, an interactive online community for building and design professionals to share ideas and learn about a variety of topics.

Ardex Americas Begins Expansion Ardex Americas has begun construction on a new marketing building at its corporate headquarters in Aliquippa, just outside of Pittsburgh, as well as a 50,000 square-foot manufacturing facility and technical training center in Stockton, CA. The marketing building will be completed by early summer and the new plant will open in the spring of 2013.

In addition, upgrades are being made to the Aliquippa and Dallas, GA plants. These developments mark the largest expansion by Ardex Americas since moving its corporate offices, training center and plant from Coraopolis, PA to Aliquippa in 2000. The new Stockton plant is part of a multi-million dollar strategic project that focuses on the Ardex tile and stone installation system expansion.

H.B. Fuller Completes Acquisition of Forbo’s Global Industrial Adhesives Business H.B. Fuller Company announced that it has completed the acquisition of the global industrial adhesives business of Forbo Group.

The company entered into an agreement to purchase this business in December 2011.

The business acquired represents about 80 percent (by revenue) of the Forbo Bonding Systems division of Forbo Group. It generated approximately $580 million in revenue for the fiscal year ended Dec. 31, 2011, operates 17 manufacturing facilities in 10 countries, and employs more than 1,100 people globally. EBITDA for the business for the 2011 fiscal year was approximately $35 million.

“The acquisition strengthens H.B. Fuller and positions us to capitalize on growth opportunities in key geographies and markets, such as packaging and durable assembly. We will leverage our combined assets — people, products, processes, systems and knowledge — to offer customers a superior choice in adhesives,” said Jim Owens, H.B. Fuller president and chief executive officer.

MAPEI Celebrates 75th Anniversary Over the past 75 years, MAPEI has grown from a 3-man start-up company that manufactured paints and coatings for commercial buildings in Milan, Italy, to the Mapei Group that has opened manufacturing facilities, distribution centers and commercial offices around the globe and employs 7500 people. The product offering has expanded from a few simple products to the innovative The Flooring Contractor Magazine

development of more than 1400 adhesives, sealants and chemical products for the building industry.

“MAPEI will enthusiastically celebrate its 75th anniversary,” said Luigi Di Geso, President and CEO of MAPEI Americas, “but we will not spend excessive time looking back at where we have come from.

We are strongly focused on where we want to go in the future, as evidenced by our growth in the Americas. Over the next 3–5 years we will be expanding capacity in our manufacturing plants, enlarging and adding to our product lines, and increasing our presence in Latin America.” The company’s ambitious goals are based on the strength of corporate management and the MAPEI Leadership Team, who have delivered growth and profits throughout the recent economic recession.

The sound foundation of the Mapei Group has evolved through the administrative expertise and excellent business judgment of Dr. Giorgio Squinzi, son of company founder Rodolfo Squinzi.

This private corporation produces in excess of $2 billion in annual revenues. While early and consistent growth derived from flooring installation systems, today MAPEI has expanded into a solid position in the concrete restoration category as well. Development will continue in this area as the company begins its next phase of growth in the Americas. Di Geso invites contractors and distributors to “Work with MAPEI — work with the best!”

Nora Launches Online Community for Designers Rubber flooring maker Nora Systems has rolled out NoraXchange, an interactive online community for building and design professionals to share ideas and learn about a variety of topics.

Updated monthly, the NoraXchange is designed to help facility managers, architects, designers, installers and other building professionals address challenges and answer questions they encounter in their work, the company said.

“We asked our customers what type of information they want from a manufacturer, and their feedback inspired the framework and content for the NoraXchange,” said Amy Bostock, manager of marketing and creative services, Nora.

Each month members of the NoraXchange will receive an email informing them about new topics available in the latest installment.

Project briefs describing Nora installations, industry news, a technical station that explores key installation and maintenance issues and a variety of other topics are just some of the potential subjects for members to explore.

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MEMBER NEWS

HPS AMERICAS, INC. PARTNERS WITH SCHÖNOX TO BRING INNOVATIVE LINE OF SUBFLOOR PRODUCTS TO NORTH AMERICA HPS Americas, Inc. has partnered with Schönox GmbH, an international brand of the AkzoNobel Group. Schönox is maintaining a leading position in many markets with a complete assortment of leveling compounds and building adhesives for installing all kinds of floor coverings. The trademark Schönox®, with its unique problem solvers and product systems is created for professional craftsmen.

HPS Americas, Inc. is working with Schönox to bring forward technologically advanced products with a focus on sustainability.

“Schönox has a great green story,” states Karen Bellinger, President of HPS Americas, Inc. “Imagine a high performing self-leveling compound that is created from a by-product of the process used to purify emissions from power plants that is actually making the environment better. That is our synthetic gypsum.” These unique products can go over many critical substrates, contribute to LEED credits and are designed especially for the renovation industry.

Ultimate Peace of Mind!

System One™ Total Installation Solutions are backed by an industry best, comprehensive warranty program. This is just one of the reasons ARDEX & HENRY® are the most trusted and relied upon by flooring installation professionals throughout North America!

For more information about HPS Americas, Inc. visit www.hpsubfloors.com or call 855.391.2649. If you would like more information about this topic, or to schedule an interview, please call Crystal Hinds at 205.344.2720. or email her at chinds@hpsubfloors.com.

Wagner Meters launches RHSpec app Wagner Meters has launched its new RHSpec app for iPhone, iPod and iPad users. Based on the ASTM F2170 testing method, the new RHSpec app will give flooring installers, general contractors and spec providers immediate access to the latest relative humidity (RH%) thresholds for flooring adhesives, coatings, finished floor products or remediation products, according to Wagner.

The RHSpec app allows users to drill down to the exact information they need by searching by product type, manufacturer or product name to provide a tap link. To install the RHSpec app for iPhone, iPod and iPad users, go to appshopper.com/business/rh-spec or visit www.rhspec.com. A version is also available for Android.

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FCICA executive board members 2011–2012 Chairman Gerry Swift Mike’s Flooring Companies 4425 Brookfield Corporate Dr, #300 Chantilly, VA 20151 Office: (703) 802–3485 x 7055 Fax: (703) 802-3490 Cellular: (703) 929-1445 E-mail: gswift@mikesfloorco.com

Vice Chairman Of Associates Ralph Frye Mats, Inc. 37 Shuman Ave Stoughton, MA 02072 Office: (800) 628-7462 x 225 Fax: (781) 344-1537 Cellular: (781) 964-5374 E-mail: rfrye@matsinc.com

Vice Chairman Bruce Reeve Flooring Services, Inc 12815 Wayne Road Livonia, MI 48150 Office: (734) 522-2622 Fax: (734) 522-2488 Cellular: (810) 499-4900 E-mail: breeve@flooringservices-inc.com

immediate past chairman Christopher Capobianco Spartan Surfaces One South Ocean Ave, Suite 205A Patchogue, NY 11772 Office: (631) 617-5059 Fax: (866) 329-6297 Cellular: (631) 275-6494 E-mail: christopher@spartansurfaces.com

Secretary/Treasurer Mike Roberts Bonitz Flooring Group 5801 Middlebrook Pike Knoxville, TN 37921 Office: (865) 588-3630 Fax: (865) 584-1452 Cellular: (865) 389-6737 E-mail: mikeroberts@bonitz.com

Executive Vice President Kimberly E. Oderkirk FCICA 7439 Millwood Drive West Bloomfield, MI 48322 Office: (248) 661-5015 Fax: (248) 661-5018 Toll Free: 877-TO-FCICA (877-86-32422) Cellular: (248) 388-4605 E-mail: keo@fcica.com

PLATINUM SPONSORS

FCICA Board of Directors TERMS EXPIRING 2012 Jose Ortiz Allstate Floors and Construction 2 East Wells Street, Suite 3 Baltimore, MD 21230 (410) 327-6400 (410) 327-1004 fax joseortiz@allstatefloors.com

Tom Pope W F Taylor Co., Inc. 3601 Highway 41 S Dalton, GA 30721 (706) 277-9767 (706) 277-3521 fax tpope@wftaylor.com

Jeanne Matson StarNet Worldwide Partnership 20 Homestead Road Darien CT 06820 (800) 787-6381 (203) 353-9521 fax Jeanne@starnetflooring.com TERMS EXPIRING 2013

TERMS EXPIRING 2014

Cathy Panagakos Helmitin Adhesives 4 Creenwood Avenue Greenville, SC 29615 (864) 380-1162 (864) 609-9190 fax c.panagakos@helmitinadhesives.com

Madeleine Bayless RFMS 3073 Palisades Court Tuscaloosa, AL 35405 (800) 701-7367 X 3241 (888) 216-5730 fax mbayless@rfms.com

Les Lippert Lippert Tile Company N89 W14260 Patrita Drive Menomonee Falls, WI 53051 (262) 437-9300 (262) 437-9695 fax Lesl@lipperttile.com

Sim Crisler LGM & Associates 125 Taylor Len Drive LaGrange, GA 30240 (706) 333-1525 (706) 884-8524 fax scrisler@charter.net

Bobby Diltz Breegle Building Products 2213 Grant St Wichita Falls, TX 76309 (940) 322-3129 (940) 322-3414 fax bobby@breegle.com

Brent Fike FLEXCO 1401 E 6TH St Tuscumbia, AL 35674 (256) 200-0433 (205) 449-8031 fax bfike@flexcofloors.com

GOLD SPONSORS

Burtco Enterprises

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StarNet Worldwide Commercial Flooring

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Keyword: MAPEI Americas