/07

AWISA

no 7: Winter 2011

THE MAGAZINE

FOR THE CABINET, JOINERY, FURNITURE, TIMBER AND PANEL INDUSTRIES

Published by the AustrAliAn WoodWorking industry suPPliers AssociAtion limited

Published by the Australian Woodworking Industry Suppliers Association Limited

Dear reaDer,

ABN 44 134 548 253

This time next year AWISA hopes that all readers of this magazine will be well advanced with their plans to visit AWISA 2012. As we report in this issue, the show is already 70% booked and will once again be the place to visit to see the latest in machinery, materials, hardware and software. AWISA welcomes enquiry from new exhibitors. In this issue we report on the second Furniture Cabinet Joinery forum and we also publish some thoughtful comments from Queensland reader, Gavin Fook on some of the issues facing the industry.

The proposed carbon tax is another issue that may face the industry. When you get to page 14 you will be left in no doubt as to what Martin Lewis of the Furnishing Industry Association of Australia Ltd thinks of carbon tax. We always appreciate Martin’s forthright views. The Engineered Wood Products Association of Australasia’s views are similar and are published later in the magazine.

eDitOr aND pubLisHer Geoff Holland General Manager, AWISA Ltd Phone 02 9918 3661 Email: info@awisa.com CONtributiNG eDitOrs John Halkett, Simon Hodgson, Anton Gerner, Geoff Bills and Jim Bowden DesiGN Felicity Carruthers priNter Major Graphics Printers Pty Ltd Post all correspondence to: AWISA Ltd P.O. Box 925 Avalon NSW 2107

Copyright AWISA.

All rights reserved.

Magazine or part thereof may not be copied or reproduced without written permission by the publisher.

Contained

specifications and claims are those of the manufacturer.

Disclaimer:

Advertising statements and

editorial opinion are not necessarily those of AWISA Ltd unless expressly stated. The publisher and editor assume no responsibility for errors or omissions or any consequence of reliance on this publication.

The Australian Woodworking Industry Suppliers Association Ltd is a trade association that represents the interests of suppliers to the cabinet, kitchen, joinery, furniture, fit-out, and other wood, timber, aluminium,

plastic,

AWISA

THE MAGAZINE

stone

and

panel

processing industries. Members include suppliers of machinery, materials, fittings, software and services. Membership and advertising enquiries are welcome.

That’s not the only contentious issue commented on in the Winter edition. I am fortunate that in my career I have had little to do with the award system – one of the benefits of marketing career, I guess. But the so called ‘award modernisation’ appears to be fraught with problems for manufacturers. I am well aware that there are differing views on the subject between different trade associations. In this issue we publish commentary on the subject from the Housing Industry Association. You need the wisdom of Solomon to pick you way through some aspects of the ‘modern awards’. Follow the HIA advice and speak to your own industry association.

AWISA-The Magazine is obviously a magazine for and about manufacturers rather than woodworking ‘enthusiasts’.

However, from time to time along comes a story about an enthusiast that should be read by everyone in woodworking.

The extraordinary Hannah cabinet is featured on the following two pages. We congratulate Geoffrey Hannah on his magnificent workmanship.

CONTENTS 4. CABINET: The Hannah cabinet.

6. BUSINESS: Profitability.

10. HARDWARE: New soft close.

13. FORUM: Progress made.

14. COMMENT: Carbon tax.

18. lEgAl: Consumer law.

20. AUTOMATION: Investment pays off.

24. VENEERS: Demonstrating flexibility.

26. COMMENT: Award modernisation.

27. SHOWROOM: New showroom opens.

28. TOOlINg: Diamond tool maintenance.

30. MACHINERY: Aid to flood victim.

33. MACHINERY: All about quality.

35. MACHINERY: A total upgrade.

36. MACHINERY: Hidden technologies.

38. MACHINERY: Window automation.

42. HARDWARE: Push to open.

44. MACHINERY: Remote location.

45. lIgNA: Raising the bar.

47. AlUMINIUM: New length stop.

49. HARDWARE: Wood plus soft close.

50. SAlES: Are managers worth it?.

53. STONE: Machine automation.

55. PRODUCTION: Transport chain.

And finally, the floods. Many factories and workshops in three states were flooded and I have heard many stories of suppliers helping companies get re-established. In this issue we feature one such story. We wish iCatchers Exhibitions and Displays, and every other woodworking company caught in the floods, the very best as they re-establish their businesses.

56. EXTRACTION: A new solution.

GeOFF HOLLaND General Manager Australian Woodworking Industry Suppliers Association Limited

67. SHOW: AWISA 2012.

59. MANUFACTURE: Office furniture.

61. WINDOWS: Quality inside and out.

63. MACHINERY: Cutting evolved.

64. AWARDS: Kitchens and bathrooms.

68. CONFERENCE: KBDi meets in July.

Plus other industry news and product news.

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WINTER 2011 Page 3

THE AWISA MAGAZINE cabINET

by Rob Ditessa

Geoffrey Hannah and the Hannah Cabinet

IN HIS AFFABlE FASHION, Geoffrey Hannah explains he sees wood as a thing of beauty that he has the privilege of shaping to a purpose. “I use the wood to the best of my ability so everyone can admire it in its new form. I veneer it, and gild it, and polish it to get the maximum out of it, so that the piece is shown off to its best advantage.”

private collector for $500,000. The Hannah Cabinet, is dedicated to his family. Hannah became aware at the age of 17 that he was adopted. “I had the greatest mother and father and brother, and I owe everything to them. We had nothing, but we never went without anything. It is dedicated to my whole family.”

The newest manifestation of his mastery and love of wood is The Hannah Cabinet, which the Governor of New South Wales, Marie Bashir, unveiled in 2009 at the Southern Cross University on the state’s north coast at Lismore, Geoffrey Hannah’s hometown. The inspiration for it came from the progression of work entailed in a series of three previous cabinets, each more challenging. The Hannah Cabinet is the biggest, the most mature expression of his skills, and his most sophisticated use of a multiplicity of materials, including his first use of precious stone and shell.

Made in traditional European style, which he favours due to its timehonoured aesthetics, complexity and challenge, the cabinet reveals charms within charms. The catalogue lists ‘18 beautifully decorated doors and 140 exquisitely crafted drawers, many of which are hidden within drawers’, and ‘marquetry inlays of flora and fauna are all hand drawn, then each individual piece is knife cut from veneer, shaded in hot sand and assembled to form the image’. Hannah used 34 different types of timber and veneers, four kinds of shell, and 17 varieties of stone. He used mostly mahogany, and for the columns he used ebony. He worked on it for six and a half years, and has calculated, based on his hours of labour and cost of materials, a value of $1.4 million. However, Hannah has not taken on any commissioned work since the mid-1980s so that he could devote his unbounding energy and extraordinary skills to indulge his artistic sensibilities.

I use the wood to the best of my ability so everyone can admire it in its new form.

The first was the Bicentenary Cabinet, unveiled in 1988 and displayed at Sydney’s Opera House. He still retains it. Three years later, the second, the Yarralumla Cabinet, won the National Woodwork Exhibition Award, and was purchased by the Australiana Fund and is now located in the private entrance hall of Government House, Canberra. The third is the Australiana Cabinet, completed in 1993 and purchased by an overseas

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Page 4 WINTER 2011

Once he made the first simple pencil sketch, which evolved the concepts inherent in the first three cabinets, Hannah remembers that it was some seven or eight months before he completed a full-scale working drawing, using a hinged drawing board to accommodate its huge size.

Rhonda, his wife, assisted, as always, with developing the designs, and choosing and co-ordinating the

colours. His preference in polish is Blonde Dewaxed Shellac, which is bleached and has had the wax removed. The problem with the ordinary orange shellac is that it adds an orange hue. In the family tradition, each of the four grandchildren laid a coat of varnish on some of the secret drawers. The chief glue in the cabinet was the traditional hide glue, whose main quality is its reversibility. It took about three and a half months to fashion and polish the stones used in one gallery, beginning with the lapidary saw that his son made to cut down the initial large stones.

Following in the footsteps of his father, who worked in the timber industry, Hannah took an apprenticeship in 1963 at the age of 15 as a cabinetmaker at Brown & Jolly in Lismore, which at the time was the largest home furniture store in NSW. In 1973, he set up his own business, and in 1980 his passion and skills gained him a Churchill Fellowship to study furniture of the period between 1635 and 1850, in the UK and France. Studies at the Palace of Versailles and the Victoria & Albert Museum, London, fortified his training and its underlying complexity.

The aesthetic that he discovered has imbued all his work.

By his own admission, his studio workshop is small enough that it surprises people when they visit.

The purpose-built facility is located beside their high-set Queensland style home, underneath which he houses the bigger machinery. The array of equipment makes him self-sufficient so that he can produce anything without any outside help. While Hannah uses modern machinery and equipment, his preference is to always use hand tools. Some are the ones he used as

THE AWISA MAGAZINE cabINET

an apprentice, and some are handme-downs. His work-space is always neat and clean, and the two big doors let in the sunshine and a view of the passers-by. “I’m in the workshop at half-past seven every morning, seven days a week”, he says.

Geoffrey Hannah’s next project is likely to be smaller because he has difficulty lifting heavy objects. “It will be European, and it will probably be a bit more architectural. I’ve done a couple of drawings so far, but nothing is settled yet. Of course, it could be a year or more before I even get started, but now that I’ve got something down on paper, every day I am thinking about how I’m going to tackle it.” ■ The Hannah Cabinet has been featured in a number of wood enthusiast and craft magazines, but AWISA felt that the cabinet would also be of interest to readers in the woodworking industry.

This story first appeared in Craft Arts International.

AWISA acknowledges the assistance provided by Rob Ditessa and Craft Arts International.

The three photographs of the cabinet were supplied by and are copyrighted to Clayton Lloyd of Flawless Imaging. The photograph of Geoffrey Hannah was supplied by and is copyrighted to Rob Ditessa.

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WINTER 2011 Page 5

business

THE AWISA MAGAZINE busINEss

by Geoff Bills

Profitability

IF YOU WERE ASkED whether your company was profitable, how would you answer? More importantly, if your company is profitable, how would you tell whether the level of profitability was high or low?

more effectively allocated through the workings of the price mechanism. By following their own self-interest, businesspeople are led by the invisible hand of prices to promote the interests of society.

I ask these questions because it surprises me how many businesspeople, when discussing such matters, talk in terms of absolute numbers: “Oh yes, it’s profitable alright, last year we made a million dollars”; or talk in terms of margins on sales: “It certainly is profitable, for several years now we have been earning more than 10 per cent on sales”.

industry profitability

In my view neither of these measures is satisfactory. profitability defined

Geoff Bills Geoff Bills is an independent economist with long experience analysing and forecasting economic activity in Australia.

There are, it is true, many different measures of profitability, including various ratios of profits to sales and profits to assets or funds employed.

For the manager of a business, the most useful for judging efficiency is return on total funds employed, best measured by earnings before interest and tax as a percentage of total assets. Generally, earnings for a particular year are related to assets at the end of the year. A more logical measure is to relate earnings to the average of assets at the beginning and end of the year.

This measure makes sense because it relates profits earned, before paying any interest or dividends to those who provided the funds, to all of the funds employed in the business. Earnings are before tax, because whether rewards are paid as interest or dividends affects the tax rate: interest is deductible, dividends are not. profitability and economics It is this concept of profitability that is the heart of the competitive private enterprise economy. If a company can deliver products or services much in demand, and thus capable of selling at prices that earn a high return on funds invested, more funds will be attracted to the industry to increase supply, and increased supply will drive prices lower. If more is produced than is wanted, however, competition among producers forces the highest-cost producers out of the industry because they can no longer afford to service the funds invested.

Adam Smith explained the benefits to society of competitive enterprise as long ago as 1776 in An Inquiry into the Nature and Causes of the Wealth of Nations.

At that time British industry was heavily regulated by government, which controlled wages and restricted imports with high tariffs. Smith explained how, by getting rid of regulations and allowing a competitive enterprise system to work freely, resources would be

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Page 6 WINTER 2011

BRW recently published a list of Australia’s thousand largest organisations (BRW, January 27 – March 2, 2011).

The ranking was by revenue but the list also showed each organisation’s net profit after tax, shareholders’ funds and total assets. It did not, unfortunately, show earnings before interest and tax.

An analysis by industry, however, did show each industry’s earnings before interest, tax, depreciation and amortisation (EBITDA). As depreciation and amortisation are non-cash costs, and costs subject to a high degree of judgement, some prefer to exclude them from inter-company analysis.

In the accompanying chart at right, the industries of the top thousand organisations are ranked by return on investment, measured by EBITDA as a percentage of year-end total assets.

The chart excludes general government and financial organisations, whose earnings on total assets cannot be sensibly compared with private sector non-finance companies.

Communication services, which is dominated by Telstra, was by far the most profitable industry.

Telstra, the ninth largest company in Australia, accounted for nearly half of the industry’s revenue and assets in 2009/10. And we can learn from its published accounts that its EBITDA of $10.8 billion accounted for 62 per cent of total industry EBITDA. Telstra’s profitability, measured by EBITDA as a percentage of total assets, was 27.6 per cent, putting it well ahead of mining, the second most profitable industry.

The mining industry was hit hard by the world recession in 2008/09 but recovered strongly in 2009/10.

BHP Billiton, Australia’s largest company, more than doubled its net profit last year; and Rio Tinto, the fourth largest company, increased its net profit by about a third. Xstrata Holdings, however, the tenth largest company, suffered a 60 per cent drop in its net profit.

Both Rio Tinto and Xstrata have December balance dates, so their results were for calendar 2009: a more depressed period than 2009/10.

Manufacturing earned an average return on total assets of 11.4 per cent: close to twice the average for all industries of 5.9 per cent. The returns for various types

s

of manufacturing varied widely. They were high in metals (18.7%), in petroleum, chemicals and associated products (13.5%) and in food (10.7%), but relatively low in printing and publishing (6.2%) and in wood and paper (6.2%).

At the bottom of the list came construction, with a return on assets of 1.5 per cent, and the closely related property and business services industry, with a return of 4.2 per cent. Both are highly cyclical industries, capable of earning high returns in good times but suffering mightily in the downturns.

Both of these industries made losses, after interest and depreciation, in 2008/09. In 2009/10, the 101 largest property and business services companies in the top thousand list returned a small net profit after tax; the 48 largest construction companies, however, incurred an aggregate net loss of more than $1 billion.

THE AWISA MAGAZINE busINEss

year was a very poor year for most of Australia’s largest companies.

Profit results over the past decade, when inflation has averaged about 3 per cent a year, suggest that a rate of return – measured by earnings before interest and tax as a percentage of total assets - of 10 per cent is a reasonable target for most companies.

In a highly cyclical industry such as construction, returns of nearly twice that target may be needed in good years to compensate for relatively low returns, or indeed losses, in poor ones.■

target rate of return Setting an appropriate target rate of return on total assets in any business requires judgments about two things: the risk-free return available and the degree of risk in your firm and industry.

The yield on ten-year bonds is now around 5.3 per cent, so average profitability of 5.9 per cent – and less after depreciation – offered a miserable premium for risk. Last

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WINTER 2011 Page 7

THE AWISA MAGAZINE haRdWaRE

Space for new opportunities – Clip Top Blumotion An unobtrusive fitting solution in the form of Clip Top Blumotion is the latest innovation to be released by Blum. Winner of the internationally recognised and much sought after IF product design award, the new hinge solution meets the trend towards sleek and simple design.

Doors that close softly and silently are already standard features of modern furniture. However, until now, the soft closing action could only be achieved with a separate dampening system that had to be drilled in or clipped on. Due to Blum’s continuous effort to perfect motion, the Blumotion feature has now been integrated into the hinge itself. The challenge lay in fitting a highly complex system into a very small space within the hinge boss.

“Technology, engineering and innovation never cease to amaze me and Blum’s relentless drive to perfection is not only inspiring, but it’s

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Page 10 WINTER 2011

what makes Blum and Blum products stand out from the rest. Clip Top Blumotion is a technical masterpiece that functions like clockwork,” comments marketing communications manager, Alicia Draper.

The Clip Top Blumotion hinge also features a deactivation switch if the doors are small or light. And as for thick doors, the improved pivot point ensures doors open without knocking against each other while it is possible to achieve a smaller door gap.

Clip Top Blumotion can be fitted with existing mounting plates and the hinge also has the tried and tested 3 dimensional adjustment technology which makes adjustment a piece of cake.

BLUM AUSTRALIA Phone 1800 179 186 www.blum.com

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46:26 PM

THE AWISA MAGAZINE foRum

Progress at second Furniture Cabinet Joinery forum In the last issue of AWISA-The Magazine, the lead story was about the Furniture Cabinet Joinery forum held in Sydney in February to advance the cause of the furniture, cabinet and joinery industries. The forum met again in Melbourne on 15 April, with attendees from a number of trade associations representing both manufacturers and suppliers. A number of manufacturers were also in attendance. In total 32 people were present.

The “call to arms� article in the last issue of AWISA-The Magazine has created a lot of comment in the industry.

It also inspired Gavin Fook of Dimensions

by Design in Seventeen Mile Rocks, Queensland, to write as follows.

Reading your article on the declining state of the furniture industry in Australia, I felt somewhat urged to compile a short first hand account on some of the problems inherent in our industry, and possible steps of how to bridge the gap between understanding what influences the decision to purchase. the issues we are faced with: industry

is

FIAA Ltd (Furnishing Industry Association of Australia)

A large list of industry associations and industry stakeholders were proposed for the initial FCJ council. There was healthy debate on the make up of the council so that it would reflect the needs of the industry.

FIAA Vic/Tas (Furnishing Industry Association of Australia Victoria/Tasmania)

The resolution from the debate suggested six stakeholders, that represent a vast majority of industry members, would make up the initial FCJ council. It was thought that a larger group would be too unworldly and cumbersome. The following industry associations make up the FCJ council:

The meeting divided into four focus groups to discuss some of the issues facing the industry. These focus groups covered the following subjects: design and innovation; standards, compliance and the level playing

1. Australian furniture fragmented industry

field; supply chain management; and skills, labour and training.

a

2. Our demographic i.e. the distance between populated areas shaped us into providing for a localised market, which in turn shaped our thinking!

3. How to reach the target market?

4. Understanding the concept of branding.

5. Design. The understanding of design for the target market.

6. Knowing where we can compete?

7. How to rebuild consumer confidence and regain market share?

8. We also need interactive support.

What we are up against: Our European counterparts on the other hand, have a longer history in design, manufacturing and marketing, thus being

able to form recognisable and iconic brands. It is with this branding, design and quality, which keeps them viable allowing them to supply Australia and the world with their product. This product services different areas within the market place.

European furniture is based on design/ branding/ marketing; these departments can be larger than the manufacturing itself.

Manufacturing now days rely somewhat on automation, therefore less people. The design, marketing, sales, management, logistics and branding rely on people and the collaboration of ideas.

For our manufacturers to understand where the weight of their investment should be is a big mind shift. Understanding this can change the way we approach some of the problems we are faced with.

AWA (Australia Window Association) CMA (Cabinet Makers Association Victoria) ASOFIA (Australian Shop and Office Fitting Industry Association) AWISA (Australian Woodworking Industry Suppliers Association) Future editions of AWISA-The Magazine will report as progress is made on the four areas to be focused on by the FCJ council.

A forum (may be in each state or at a venue like Designex) inviting professionals from the architectural and interior design industry to listen, and be given the opportunity to appreciate what the furniture manufacturing industry is faced with. Thus giving them an opportunity to better understand how they may assist. the objective: 1. Forming relationships with those who understand design and influence the market.

2. Opening up a forum for collaboration to broaden our vision with the design industry. (These are ultimately the people who specify, purchase and reassure consumers thinking)

What we have going for us:

3. Better understanding ways of how to connect manufacturing and design.

We have the innovative ability to design!

We can manufacture to a high quality!

We have the ability to build branding, marketing and logistics.

4. Also meeting with manufacturers both large and small, embracing all is key to understanding change and the way forward.

Our challenges:

5. This will help with formulating the logical next steps and the progression to branding and marketing to ensure longevity for our furniture manufacturing industry.

Our main challenge is connecting the expertise of design, branding and marketing to our manufacturing. (Manufacturers then don’t have to improvise and believe we have the clear understanding and expertise to service all these specialised areas.)

Italian furniture is about design and brand.

This recognition reinforces who they are and where they fit in the market place. possible approach to building bridges:

6. This is also an opportunity for furniture manufacturers to collectively interact, and understand we all share the same challenges. Then we are able to discuss and find ways of how best to move forward.

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WINTER 2011 Page 13

THE AWISA MAGAZINE commENT

by Martin Lewis CEO of FIAA Ltd

Lies, damned lies ......... & carbon taxes

AWISA MAgAzINE readers should all be aware that the Gillard Government has proposed to introduce a “carbon tax”. This follows on from the failure to realise the Kevin Rudd proposed “Carbon Pollution Reduction Scheme (CPRS)”, also known as the “Emission Trading Scheme (ETS)”.

We already know that Prime Minister Gillard told us all prior to the last Federal election that there would be no carbon tax, so clearly that was either a lie, or we can be gracious and say that she has simply changed her mind. Putting that aside however, there is a large and influential lobby, that is promoting the adoption of the Carbon Tax and the subsequent ETS, and there is a lot they will not tell you. They will also tell you some stuff about how great some countries, particularly China, is going with its reduction of greenhouse gas emissions. So I guess it is up to me to set the record straight.

First things first, we need to clear up the titles of Carbon Tax and Carbon Pollution Reduction Scheme. Those titles are designed to deceive you.

They are designed to make you think that it is about taxing or reducing the amount of that dirty messy black grit known as carbon – you know the dust from charcoal or coked coal. The fact of the matter is that it’s got nothing to do with carbon at all – rather it is about reducing carbon dioxide, the colourless and odourless gas that we all expire when we, and other animals, breathe.

Next on the agenda is that I need you to recall when you were in primary school. If you cannot remember back that far then simply google the word “photosynthesis”.

Photosynthesis is the process where plants absorb carbon dioxide, water and sunlight to produce carbohydrate energy for

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Page 14 WINTER 2011

MARTIN LEWIS, CEO of Furnishing Industry Association of Australia Ltd

• Fossil fuel retrieval, processing & distribution 8.4% • Land use & biomass burning 9.1% themselves and oxygen as a waste product. Surprise surprise – plants, and particularly plantation trees crave carbon dioxide!

Ordinary male logic would then tells me that if excess emissions of carbon dioxide are the problem, then we need to either reduce that, and/or we need to increase the plant population on this planet. So my first question – If a Carbon Tax is what the Gillard Government proposes to do about reducing emissions, what is it doing to encourage the plantation of trees in Australia ?

Now, cast your mind back to your first years at secondary school. What are the four most common elements on earth – answers are Oxygen, Carbon, Hydrogen and Nitrogen. Also, if I may quote from what I just looked up on the internet - Carbon is the sixth most common element in the universe due to its dominant role in the chemistry of life.

And now to the Carbon Tax itself. A carbon tax is designed to discourage the use of carbon-based fuels but as at April 2011, we are still in the dark as to exactly on whom the tax will be levied and how much will need to be paid. We do, however, know that the main and substantial cost of the tax will be paid users of electricity in Australia – particularly business.

I decided I had better have a look as to where all our carbon dioxide emissions come from. Wikipedia gives us the following carbon dioxide sources: • Industrial processes

20.6%

• Power stations

29.5%

• Residential, commercial & other sources 12.9% • Transportation fuels

19.2%

First up, let’s just look at electricity.

The consensus is that the Carbon Tax / ETS effectively will force us to pay more for our electrical power. So if the tax is designed to inhibit undesirable behaviours (just as excise is alleged to reduce petrol use and tobacco use), the only possibilities would appear to be that we respond by using either less power, or by using alternate power.

how much less electricity can you use?

This only leaves the option for businesses to reduce their power usage, because we already know the investment and depreciation allowances for manufacturers are woefully inadequate as to make business investment in solar panels financially unviable. But the point is – how much less electricity can you use – particularly when your competitor has his cabinets made in China where there is no carbon tax.

I can’t help but think that this whole carbon tax exercise has been promoted to our politicians by well-paid, recession-proofed, unemployment risk-free, well-heeled bureaucrats, who could not care less about the plight of blue collar businesses, their workers or their families.

Australia’s furniture, cabinetmaking and joinery manufacturers are already laboring under difficult times to compete with goods imported from overseas, particularly China.

With

THE AWISA MAGAZINE commENT

taxes and charges in Australia designed with the effect of inhibiting production already (reverse tariffs such as payroll tax, land tax, higher premium workers compensation for manufacturers and builders, etc.), the current position of the $AUS in relation to the $US, and the undervalued Chinese currency, our industries cannot bear the further hike of a tax specially levied on us, but exempted for imported competing products. The fact of the matter is that the Carbon Tax may cut our emissions slightly, but only because it will relocate those emissions to China and other undeveloped (sic) countries when more of our factories close down.

But let’s go deeper into the cause of this supposedly bad thing called carbon dioxide. Who really produces it? The answer is people – not just because they expire but predominantly because they consume – farmed goods (food), manufactured goods (paper, computers, packaging, cars – the list goes on) and of course energy (electricity, gas, oil, petrol, disel, etc). So if Governments really wanted to reduce emissions, surely the first step might be to reduce consumption. Perhaps we can’t reduce the number of consumers, that is people, but surely some world leaders and particularly some of our politicians have to recognize that the increasing size of the world’s population is easily the greatest single cause for our excess carbon dioxide emissions?

None of our politicians want to utter this obvious fact. Some even want to continue to pay a baby bonus of thousands of Australian taxpayer paid dollars – even to single mothers having their fifth child to a fourth father (all of whom remain on unemployment benefit)? Go figure!

But the following is the big problem for Australian furniture, cabinetmaking and joinery manufacturers.

Our Australian economy is very open and domestic businesses are under sustained pressure from international competitors. A carbon tax applied domestically will increase domestic prices, but not the price of imports or services from overseas. This loss of domestic economic activity because of

a carbon price applied in this way has been entitled carbon leakage.

a border adjustment tax, levied according to the consumption of fossil fuel...

FIAA, and other industry associations, has already proposed the imposition on all goods, whether locally made or whether imported, of border adjustment tax, levied according to the value of fossil fuel used to manufacture and then transport the product from its component raw materials, through manufacturing and production, through distribution and logistics, and into the hands of the consumers.

Explained another way, we argue that environmentally, the minimum expectation is that a carbon tax not applied to exports would result in manufacturing and its associated emissions shifting to other countries.

In many cases, countries that not only would have no price on carbon but whose goods would have to do “carbon miles” to reach Australian markets and shores, and that they may be manufactured with energy creating even more emissions.

the Office of the previous Minister for Climate Change, Senator Penny Wong, ... acknowledged in writing that a carbon consumption tax will require border tax adjustments.

Here are some disturbing snippets and commentaries – we would love to hear your thoughts:

has already revealed that he wants more than 50% of the carbon tax collected from business to be handed to consumers, thereby reducing the amount available to help industries adjust to economic reform. My take is that this is a plot – a conspiracy if you will, designed to get rid of blue-collar employment in Australia.

So what is the solution? If the wellprotected bureaucrats who are driving this policy through to adoption by the Gillard Government were serious about reducing carbon dioxide emissions, and all other pollution for that matter, they would suggest a carbon consumption tax to be paid by all consumers, including themselves, at a rate dependent on the assessed carbon pollution of that product. By way of example, locally grown fresh fruit would have minimal carbon consumption tax applied, but a frozen apple pie, transported all the way from another country to Australia, would incur a significant carbon consumption tax, which even the well-heeled bureaucrat would have to pay. In my opinion the bureaucrats won’t go for that – they would have to pay it – but I think they only want you to pay.

Notwithstanding our concept of a border adjustment tax, it has been suggested that border adjustments, aka tariffs will offend WTO rules. This of course is crap. The Polluter Pays Principle (PPP) was first adopted by the OECD in 1972 as one of the first steps towards environmental responsibility by public authorities. Even if the price of pollution is difficult to determine, the polluter pays principle is still central to international environmental law.

PPP is based on a fundamental tenet of economic efficiency – that prices should reflect all the costs of production, and sits well with ethical principles of equity and responsibility.

We export loads of coal to China – surely they burn it – to produce power or to produce commodities such as iron from iron ore? Do they pay the same government charges and taxes as we do in Australia? The answer is obvious.

The Office of the previous Minister for Climate Change, Senator Penny Wong, in reply correspondence to FIAA dating back to May last year, acknowledged in writing that a carbon consumption tax will require border tax adjustments !

But now they won’t do it – go figure ?

Climate Change Minister Greg Combet

The fastest way of reducing carbon

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WINTER 2011 Page 15

THE AWISA MAGAZINE commENT

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emissions is by innovation in low carbon energy technologies.

What is the Government doing in the way of innovation grants, taxation holidays or other financial incentives to develop the low carbon energy technologies.

If the Government imposes a tax on carbon emissions and then uses the revenue to compensate households and businesses (ha) for the costs, what substantive reductions in emissions are likely to occur?

the increase in others emissions will continue to increase exponentially and dwarf any reduction we achieve Of great concern to me are the claims by the Gillard Government and other parties, such as the Climate Change Institute, that will have us believe and assume that China in particular but also India are ahead of Australia in relation to reducing carbon dioxide emissions. The fact is that the increase in their emissions will continue to increase exponentially and dwarf any reduction we achieve, rendering any reduction by us pointless. Indeed China for all its claimed commitment to aggressive world leadership in alternative energy, plans to get most of its electricity from coal fired power. Not just today, but for a very long time. Over the next 10 years it plans to install net new capacity of coal fired power equal to 10 times our entire power generation sector. To stress that’s net additional generation and its existing coal-fired power sector is already 14 times our entire power sector.

We all know that we export bucket loads of coal to China, Japan and Korea. Next time you are anyway near Newcastle or the Central

Coast of NSW, go and count the number of enormous ships picking up coal to take to our export markets. There’s sometimes up to 42 ships waiting to fill up with coal.

If coal is a major culprit, and if Gillard and her bureaucrat advisers were serious, then surely they would heavily tax, or even ban these exports?

What about beverages such a soft drink, beer, champagne, etc? Those bubbles are carbon dioxide. Should we be banning them, or perhaps taxing them more heavily?

Now I want you to imagine that somehow, the Gillard Government succeeds in implementing her carbon tax on her terms. Your home electricity bill has just gone up by $200 for the carbon tax this year. Your business electricity bill has gone up by $2600. As a householder, the Government sends you a carbon tax compensation bonus of $500 (you now qualify because your business doesn’t make money any more).

What do you do with the $500.

Do you: 1. Turn off the second fridge and limit the air conditioner?

2. Simply apply the $500 towards your ongoing power bills (although the carbon tax only added $200 to your bill, price increases and a special “we forgot to allow for capital investment of our electricity infrastructure” levy add a further $200 to your bill) and do nothing else?

3. Close the factory to save on power?

4. Let go of staff and change your business to a one man show?

5. All of the above.

The fact of the matter is that the current carbon tax proposal is bad policy. It has no prospects of altering carbon dioxide emissions.

Many many years ago my parents taught me the difference between shit and clay. This is not clay.

Enquiries to mlewis@fiaa.com.au ■

than ever – me saving tha time ncy and tim ciency ore efficien More M ow! now! sn us ontact u C Contact

WEEKE Bohrsysteme GmbH Benzstrasse 10 - 16 GERMANY - 33442 Herzebrock-Clarholz Tel.: +49 5245 445-0 • Fax: +49 5245 445-44139 info@weeke.de • www.weeke.de

HOMAG Australia 6 - 8 Tasha Place Kings Park • NSW 2148 Ph 02 8865 2700

legal

THE AWISA MAGAZINE lEgal

by Dr Bernard Carey and Lauren Dragicevich

Manufacturing, supplying or selling: Australia’s new uniform consumer law The new Australian Consumer Law (ACL) commenced on 1 January 2011, introducing a unified national consumer law regime covering consumer protection and fair trading. It affects the woodworking industry and includes:

• The consumer will have title to the goods

1. A new national unfair contract terms law covering standard form contracts;

• There are no undisclosed securities on the goods

2. A new national law guaranteeing consumer rights when selling goods and services, which replaces existing laws on conditions and warranties;

There are now three consumer guarantees that apply to services. Service providers guarantee to provide services:

3. A new national product safety law and enforcement system;

• which are fit for any purpose; and

4. A new national law for unsolicited consumer agreements, which replaces existing State and Territory laws on door-to-door sales and other direct marketing; 5. Simple national agreements; and

rules

for

lay-by

6. New penalties, enforcement powers and consumer redress.

This article focuses on the second of these, looking at the new Competition and Consumer Act (CCA).

Consumer guarantees The CCA introduces a new law of consumer guarantees, which replaces the conditions and warranties that are currently implied into consumer contracts under the Commonwealth Trade Practices Act (TPA) and equivalent State and Territory legislation.

There are now nine consumer guarantees that apply to goods: • Goods will be of acceptable quality • Goods will be fit for a particular purpose • Goods will match their description • Goods will match the sample or demonstration model • Any express warranties will be honoured

• Spare parts and repair facilities will be available for a reasonable time

• The consumer will have undisturbed possession of the goods

• with due care and skill • within a reasonable time, when no time is set.

These consumer guarantees are statutory rights and apply to every acquisition of consumer goods or services. But sellers beware. They have force even if not expressly mentioned in a sale contract.

They cannot be excluded or waived.

The guarantees parallel the implied warranties regime in the TPA in that they apply to: .

Goods and services worth not more than $40,000;

.

Goods and Services worth more than $40,000 where usually for household or personal use;

.

Commercial goods.

vehicles

transporting

There are exclusions of the guarantees similar to those operating under the TPA but the applications of indemnities is similar. remedies for breach of consumer guarantee The main differences between the old TPA regime and the new consumer guarantees relate to the remedies available to consumers when goods or services do not comply with the guarantees. The TPA implied warranties regime gave consumers contractual rights against suppliers: the new guarantees regime allows refunds, replacement of goods, compensation and costs.

The new consumer guarantees cannot be excluded by contract, however, a

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Page 18 WINTER 2011

failure to comply with a guarantee will not constitute a contravention of the ACL. Instead, the ACL provides for a number of specific remedies that may be sought where the standards of a consumer guarantee are not met. The remedies available to consumers will largely depend on whether the breach of the guarantee amounts to a major failure or a non major failure as defined in the new Act. Consumers may have an action for damages against the manufacturer where the goods are not of an acceptable quality, or where they do not match the published description or where the manufacturer fails to honour an express warranty or where the manufacturer does not have parts or cannot do repairs within a reasonable time after the sale has been made.

With a few additional differences that is the new guarantees regime. Manufacturers and suppliers should be aware of the changes that took effect with the dawning of 2011. If they are not they may get a shock when the first solicitor’s letter on behalf of a disgruntled consumer lands with a thump on the desk. Ensure now that all documentation is CCA compliant.

For more information on the Australian Consumer Law: http://www. consumerlaw.gov.au/content/Content. aspx?doc=home.htm To view the new legislation in full: http://www.comlaw.gov.au/Details/ C2011C00003 ■ This article is provided for information only, and does not constitute legal advice. It is not intended to be a substitute for legal advice and should not be relied upon as such.

For more information about the content in this article, contact Mr. Geoffrey Roberson or Dr. Bernard Carey at Champion Legal, specialists in the provision of legal services to the woodworking industry.

Champion Legal Phone: (02) 9635 8266 Email: connect@champion.com.au sydney Office Suite 7, Level 5, 66 Hunter Street Sydney, NSW 2000 parramatta Office Level 3, 60 Phillip Street Parramatta, NSW 2150 www.champion.com.au

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THE AWISA MAGAZINE auTomaTIoN

by Barbara Schulz

Investment in automation pays off When Mark Anderson founded Proform Products, Malaga, WA, together with his two business partners back in 1991, he had no idea of the technology advances that would change his shop.

Mark Anderson always held a strong belief in reinvesting in the business, and when automation began to prove itself as a practical solution for improving the productivity and profitability of small to mid-sized cabinet makers, he wasted no time in jumping on board.

Since its inception in 1991, Proform Products has grown steadily to become a leading and trusted supplier and manufacturer of quality components for the domestic and commercial markets.

“The idea to found our own business came from my ex-boss,” says Mark Anderson, who now wholly owns the business.

“The idea was to make our own benchtops instead of buying them, so we decided to set up Proform® together with another business partner. Benchtops still forms the biggest part of our business.”

The company’s first major investment was a state-of-the-art Homag PVAc postforming machine imported from Germany, one of only a handful in Australia at the time.

Throughout the next decades, the As part of an effort to stay abreast of the latest technology and to respond to growing just-intime and batchsize-one demands, Proform’s managing director and company owner Mark Anderson recently purchased a new Holzma 380PC beam saw and a Weeke CNC gantry processing centre BHP 200.

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company expanded to provide custom design and manufacturing of a wide range of prefabricated components for kitchens, bathrooms and all types of built-in cabinets as well as components for shop and office fit-outs.

Today, the company has three primary product families: postformed benchtops for kitchens, cut-to-sizecomponentry for office, kitchen or bathroom, and customised kitchens which is an area Mark is keen to expand.

“We sell all of our components in a flatpack and our customers assemble the kitchens themselves,” he explains.

“The difference between our business and imported products is our ability to customise while at same time meeting and exceeding the Australian Standards. Moreover, we offer a 7-year manufacturer’s warranty, while

many imported products come with little or without warranty.”

In addition, Proform® supplies vinyl, veneer, solid timber and lacquered doors as well as rolled edge melamine doors Proedge, and is an agent for the German Riepe® cleaning products.

“We are looking after Australian manufacturing,” he adds. “We cannot compete on price, we compete with a better product. While our kitchens can be more expensive, they are custommade with efficiency and state-of-theart machinery, which guarantees not only a fast turnaround, but also very high quality.”

At its 5300 m² manufacturing facility, the company does everything from CNC routing, benchtop production, cut-to-size and edging. Proform runs computerised beam saws for straight-

THE AWISA MAGAZINE auTomaTIoN

line flat panel cutting, hot melt edgebanders, advanced CNC routers, and a through-feed PVAc hot press as well as a flow-through postformer using PVAc glue.

Just-in-time As part of an effort to stay abreast of the latest technology and to respond to growing just-in-time and batchsize-one demands, Mr Anderson recently purchased a new Weeke CNC gantry processing centre BHP 200 with fully automatic labelling as well as a Holzma HPL 380PC beam saw including Holzma’s Power Concept and fully automatic labelling.

“The reason to invest in the new Weeke and the beam saw was to increase efficiency for high-volume stackcutting, but also to be more efficient when processing low volume work,” Mark Anderson says. “The additional nesting machine allows us to quickly react to low-volume customised orders, while the automated beam saw allows for very high output rates for standard cuts.”

Homag retrofitted the HPL 380PC with an automatic labelling system, which is the first of its kind in Australia. The printer is located within the pressure beam, so in the operator’s field of vision, and labels the finished top sheets, even if several sheets are

processed at the same time, which is possible due to Homag’s unique Power Concept.

The labeller is part of Holzma’s so called “Domino System”, which ensures that the work area is quickly freed up, ready for cutting the next parts with high output quantities, such as are achieved when cutting with the Power Concept option. The Domino System also comprises a parts buffer, one or more destacking carriages and the corresponding software module “Destacking Display for Destacking Carriage” in the control. The software calculates the number of carriages and their configuration. At the same time, subsequent processing can already be stipulated by specifying that destacking should be related to production order, machine or process.

In addition to this, the beam saw is equipped with the energy-saving EcoLine technology that can bring annual energy savings of up to 20%.

“I first came across this system when we were in Europe during Homag Treff Exhibition in 2009,” Mark says. “The automatic labelling frees up a lot of time for the operator, which means more efficient operations.”

“We are still using the labeller on the side when we are book-cutting. In this

way individual parts within the book can be labelled, but as the details are already on the top part in the stack errors are eliminated.”

Cycle time reduced by 50% “Our new HPL 380PC is probably about 50% quicker than our previous saw without this function, which is a Homag saw as well, but about 14 years old,” Mark states and adds that “On some products we now even achieve more than a 50% decrease in cycle time.”

The Holzma Power Concept gives the beam saw an additional efficency push through its twin pusher system. The concept is based on an independent program fence that can be freely positioned. The advantage is that while the main gripper is still feeding the current panel for the final cuts, the second gripper is already collecting the next panel and getting it into position. Moreover, two stacks can be independently positioned over the cutting line to cut two different-sized pieces at the same time.

“The Power Concept works very well for us,” Mark comments. “This contributes considerably to our increased efficiency of even up to 60%.”

To even further increase Proform’s

Automation options such as the Holzma Power Concept and an automatic labeller on Proform’s HPL 380PC beam saw ensure up to 50% productivity gains for the WA-based company.

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WINTER 2011 Page 21

THE AWISA MAGAZINE auTomaTIoN

productivity, the company installed roller conveyor systems replacing most forklifts throughout the factory.

Furthermore, every machine is fitted with two scissor lifts, which further eases materials handling and accelerates high-volume processing. automation is the key to remaining competitive

While Mark Anderson wants to expand the batch-sizeone side of his business, he makes sure to have enough products in stock to service customers on demand.

There are many reasons why local cabinet makers like Proform are now considering automation. For some, increased pressure from low-cost regions is forcing them to reduce their direct-labour costs. For others, a lack of skilled labour encourages the use of robots or rollers to load and unload machines. It may be that the reasons to automate are not related to labour at all.

For Mark Anderson, automation is the future and key to remain competitive.

He doesn’t only face fierce competition from abroad, but also from Australia’s eastern states, which according to

Proform’s managing director are generally able to offer the same products at a lower price because raw materials are cheaper in the east than in WA. “I always thought automation and machinery is the way to make things better,” he says. “I learned from my farming background and my dad, who is a farmer in rural Western Australia, that you need the right machine to seed your crop at the right time the most efficient way. Sure you need a backup, but you gotta have the efficiency to put it in the ground quickly when it is time to seed.”

“This is also true for manufacturing,” he continues. “When it is time to process the product you have to process it quickly to let the customer grow.” Hence, being able to produce small batch sizes just-in-time is very important for Mark’s business, and he decided to invest in the new automated Weeke BHP 200 nesting cell. The machine was installed in November 2009 and subsequently Mark further expanded the business’ batch-size-one capabilities with the addition of a second Weeke nesting cell and the Holzma ProfiLine Power Concept saw.

Nesting saves material and reduces scrap Nesting technology is based on advanced cutting algorithms specifically designed to optimise the cutting layouts in routing. It consistently delivers high utilisation layouts, significantly reducing the waste and maximising productivity.

The required workpieces are routed out of fully-sized materials on a CNC processing centre in one workstep also including all necessary holes and grooves. In order to optimise the raw material cut, the programmed workpieces are automatically nested via optimisation software.

“From a trade perspective we see our future is in the customisation and batch-size-one,” he explains. “We use the Weeke nesting cell for cutting

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out single-sheet patterns which is more efficient than using the beam saw. While our main business is mass production, we do want to grow the batch-size one side of the business.

Additional to off-the-shelf stock sizes, we can now also offer customised parts and customised kitchen cabinet carcasses to cabinet makers with short lead times.” software integration Faced with global competition, today’s manufacturers need to use technology in a way that allows them to stay competitive or to gain a competitive advantage. These strategies often involve the purchase of new machines and other equipment. However, while the latest machines can do wonders for productivity, software packages shouldn’t be overlooked.

Mark Anderson can attest to this fact.

As part of an integrated solution to make his production as efficient as possible, he has always believed in software.

“Business for me is finding the right solution, and software is what I believe is our future,” he says. “We employ three IT people and we develop our own software for our internal quoting system and production. We are also currently developing more software to manage the whole process from the point of data entry straight through to production.”

“I believe software is our future.

Software and robotics will play a big part in the future of our businesses.

It’s just about getting the volume to justify to do it.”

Proform’s in-house software talks to the Homag WoodWop and Cut Rite nesting software, which is also capable of communicating between the different machines. “We have been using Homag’s Cut Rite software for about 14 years now,” Mr Anderson says. “When we were thinking about what routers to buy, one of the main things to consider was the software

THE AWISA MAGAZINE auTomaTIoN

aspect. The software needs to be able to talk between different machines and integrate each machine into the production process, and Homag’s software manages this task seamlessly.

This is the main reason we decided to work with Homag, although the other suppliers had good products and we were happy with the service we received from them as well.” expertise and local support While Homag’s local support and service is a very important factor for the WA-based company, Mark also appreciates dealing with an international company like Homag who look back on many years of experience in the woodworking machinery business.

“Homag is doing so well in the market because they are offering support to the Australian market. We want service and flexibility, and when a machine breaks down we need it back going as soon as possible,” Mark says.

When Proform needed a customised software solution, Homag’s software specialist Ralph Kottmann adjusted the company’s Cut Rite nesting software to the company’s needs.

“We made several special in-house software developments for Proform,” he explains and continues to say that “Proform® is one of the few customers in Australia who realise the potential for software and are not afraid to spend some money on it.”

The Cut Rite nesting software controls both Proform’s sawing and nesting production through the one solution.

The modular structure of the software allows users like Proform who are already controlling their sawing machine via Cut Rite to integrate the nesting module without problems.

Proform can now take parts sizes from its order processing system and send the sizes across to the software and then either send the job to the saw or the nesting machine, depending on workload. Moreover, the WoodWop

nesting programs include all machining steps optimised according to travel ranges and tool changes. Combining cutting and final processing makes it possible to reduce material costs and to shorten total processing time.

“The software supports us to choose the most efficient way to process jobs, which contributes to our overall productivity and efficiency,” Mark states.

His passion for software and his belief in the endless optimisation opportunities through IT have also recently made him take over software company Benchfab®, which develops and sells postform benchtop production software that also intergrates seamlessly with Cut Rite. “When company founder Gerry Wunderlich sadly passed away last year, we decided to take over the company,” Mr Anderson explains, who is using the software in his own factory.

“We now own the software and we are in the final stages to service all existing and new Benchfab® customers.”

HOMAG AUSTRALIA Phone 02 8865 2700 www.homag.com.au

Top: To even further increase Proform’s productivity, Mark Anderson installed roller conveyor systems replacing forklifts throughout the factory. Furthermore, every machine is fitted with two scissor lifts, which further eases materials handling and accelerates high-volume processing.

Second from top: Homag’s Cut Rite nesting software controls both Proform’s sawing and nesting production through the one solution.

Lower three: As the world moves to ‘just-in-time’ and ‘batch-size-one’, nesting assumes a stronger and stronger place in the cabinet making scene.

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WINTER 2011 Page 23

THE AWISA MAGAZINE vENEER

by John Halkett

Veneers demonstrate flexibility THE VERSATIlITY and flexibility of wood veneers was

again celebrated by awards at last year’s Australian Timber Design Awards. The national winner in the Best Use of Wood Veneers category was architect Mark Pearse for his spectacular staircase for a residence in Sydney’s trendy Surry Hills.

Award winning staircase ... veneer was able to adjust to the many curves of the stairs.

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No ordinary staircase, the award winning design forms the circulation spine of the house as it winds up through four levels. Mark explains that the shape of the stair changes as it rises in a continuous curve. “Essentially the three sides of the staircase - two sides and the underside - are designed as coiled ribbons.”

“To achieve this effect the sides needed to show no joins.

We quickly came to the view that veneer was the best solution for the challenge, both visually and technically,” he said.

“Veneer was able to adjust easily to the many curves of the staircase and reads as a natural rather than an artificial material.”

The staircase also provides a view of the owners’ collection of art. “Because the art is a connected series, the stair helps to link the artworks together. The passage up the stairs follows the order of the images, providing a viewing experience,” said Mark.

The veneer facing on the sides and underside of the staircase is Japanese sen, sometimes referred to as Japanese ash. Mark said sen is a very even-grained, strawcoloured veneer which achieved the design goals perfectly.

The stair handrails and other solid components are made from American white oak.

While the staircase was the outstanding timber design award winner, another highly regarded finalist in the wood

THE AWISA MAGAZINE vENEER

It’s all about the bins Variety of waste bins Bench top bin veneer category was the fit out of Sydney bar Tokonoma.

The fit-out combined solid timber with two hundred square metres of spotted gum sliced veneer. The design was aimed at achieving a contemporary feel with the Japaneseinspired interior, utilising natural materials.

Organic shapes and flowing curves add to a laid-back experience, with custom-built joinery providing interesting spaces for customers. Again, wood veneer provided the designers with the flexibility required by the client.

The Best Use of Wood Veneers category of the Timber Design Awards was sponsored by the Decorative Wood Veneers Association. For other innovative ideas about using wood veneers, visit the Decorative Wood Veneers Association’s website at www.uniquelyveneer.com.au. ■

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WINTER 2011 Page 25

THE AWISA MAGAZINE commENT

by Alana Matheson Executive Director, Workplace Relations Housing Industry Association Ltd

Award modernisation leaves much to be desired for manufacturers and installers of building products CERTAINlY FOR MANY BUSINESSES in the manufacture and installation of building products, the process of award modernisation was a missed opportunity to simplify and streamline award conditions and coverage.

Who do the modern awards apply to?

Modern awards have applied to: • employers that are constitutional corporations (Pty Ltd companies) from 1 January 2010; • employers in Victoria, the ACT and Northern Territory from 1 January 2010; • unincorporated private sector employers in Queensland, NSW, Tasmania and South Australia from 1 January 2011.

Some describe the so-called modern awards, in place since January 2010, as “old awards dressed up in new rags”.

What did award modernisation set out to achieve and what has occurred?

Award modernisation had a number of grand objectives including “reducing the regulatory burden on business”, creating awards that were “simple to understand and easy to apply” and avoiding the overlap of awards that may apply to a particular employee.

In reality, award modernisation has never been about making the content of awards more modern, it was about reducing the numbers of awards out there. The body tasked with creating

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the modern awards, the Australian Industrial Relations Commission (AIRC), did a reasonable “cut and paste” job, the result being there are now fewer awards. However they are now largely a mish-mash of terms and conditions from the old national awards.

Old issues of confusion for employers in the kitchen and bathroom industry such as the cross coverage of the onsite building awards, joinery awards, manufacturing awards and timber awards were not entirely resolved and in some instances were not addressed at all.

What is the effect of overlapping award coverage?

The overlap of award coverage under the modern award arrangements creates a significant challenge for an employer to determine what award they should pay under. An employer who manufactures building products in a factory setting and installs those products in an on-site setting could be covered by the Timber Industry Award 2010, the Joinery and Building Trades Award 2010 or the Manufacturing and Associated Industries Award 2010.

To provide an example, a business might have a joinery shop, employ people in traditional trades such as joinery and carpentry, manufacture timber cabinetry, do “check measures” onsite and may also manufacture other products made from a range of materials to be used in renovations and fit-outs. Such a business is likely to encounter a great deal of confusion when attempting to classify its workers under an industry award.

The issue of appropriate award coverage is further complicated as manufacturers and installers of building products often carry out a diverse range of activities as they adapt to market demand. It is common for an off-site business to provide

Alana Matheson HIA Executive Director Workplace Relations

services to the public in the areas of kitchen and bathroom renovation, laundry and wardrobe fit outs, custom made home furniture, shop fit outs and timber flooring.

The current level of uncertainty is unsatisfactory for business and HIA has been pressing for a resolution. The FWO is now undertaking a research project to gain a better understanding of industry practices with a particular focus on the manufacture and installation of in-built furniture and roof truss manufacture.

What can i do to try and protect myself while the uncertainty remains?

The AIRC did include coverage clauses in some modern awards which generally specify that where an employer is covered by more than one award, an employee of that employer is covered by the award classification which is ‘most appropriate’ to the work performed by the employee and to the environment in which the employee normally performs the work.

The difficulty with the use of the term ‘appropriate’ is that it requires

THE AWISA MAGAZINE shoWRoom

Hettich revamps Melbourne showroom someone to make a judgement call regarding coverage. The person that is best placed to make a call about ‘most appropriate’ coverage would be the person with the most intimate knowledge of the industry, work performed by the employee and working environment. While this will ordinarily be the business, their decision is capable of being challenged before Fair Work Australia (the new federal industrial tribunal that has replaced the AIRC).

Hettich Australia’s brand ambassador and 2009 Australian Kitchen Designer of the Year, Mal Corboy, presented the latest in international kitchen design trends at the recent official launch of Hettich’s new state-of-the-art showroom in Southbank.

It is therefore recommended that you document your reasons supporting your decision regarding award coverage. An initial point of call, should be to speak to your industry association. Some other tips to help you arrive at your decision about ‘most appropriate’ award coverage will involve:

“We are delighted to offer Victorians the opportunity to truly see Hettich’s extensive range of soft closing drawer and hinge systems, plus much more, all under one roof,” says marketing manager, Dave Angus.

• assessing of what industry or industries you are working in; • reviewing of the type of work that is being undertaken by your employees to see if they fit within an industry award;

Located in the midst of Melbourne’s elite design quarter, Hettich’s new showroom is believed to be one of the largest of its kind in Australia and showcases the entire range of Hettich’s technology-enabled, design-driven furniture hardware, lighting, handles and storage solutions.

“We are also thrilled Mal was able to share his candid interpretation of the latest global trends in kitchen and home storage solutions.”

Visitors to the new showroom will be among the first in Australia to see Hettich’s new manual Push to Open drawer system.

“As any architect or design conscious consumer will agree, the most impressive element of a new build or renovation is often reflected in the overall level of attention to detail,” says Angus.

“That’s why Hettich, who proudly claim to ‘make living spaces work beautifully’ wants consumers, designers and builders to know about the convenient solutions we offer. Our team of dedicated, trained showroom staff are able to advise customers about the best hardware, lighting or storage solution choice for their home while actually showing them the enormous variety of solutions available.”

“We liken our new showroom to a one-stop centre of excellence reflecting the very latest in European design and precision.”

The Melbourne showroom is located at 57 Haig St, Southbank VIC 3006 and is open Monday to Friday from 9.00am to 4.30pm, exclusive of public holidays.

HETTICH AUSTRALIA Phone 1800 HETTICH www.hettich.com.au

• updating or creating (if applicable) position descriptions for your employees that reflect the work they are carrying out; • considering the type of working environment in which they are carrying out the work.

You may also want to consider an enterprise agreement to streamline your arrangements and override the awards that may apply to your business. ■

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THE AWISA MAGAZINE ToolINg

by Max Theobald Leitz Technical Manager Asia Pacific

Diamond tool maintenance – a major factor for continuous production quality The demands on precision tools for machining timber products and wood today are extremely high. Materials are varied and difficult to work, requiring highly technical tools, which are tailored to the individual application. A long edge life with the highest quality of cut can only be achieved by using the most modern cutting materials and by adopting high-precision manufacturing methods. Manufacturing such precision tools is one thing, but what happens when they need maintenance?

Leitz, a German manufacturer, is a world wide leader of high precision tools and tooling systems for woodworking, plastics and non-ferrous metal processing. With more than 180 service centres around the world, Leitz has the most extensive coverage in the industry, guaranteeing its customers easy access.

All Leitz service centres are equipped with state of the art sharpening equipment and are operated by experienced, well trained staff, ensuring a consistently high standard.

Leitz Australia is committed to providing this first class service to all customers throughout Australia and operates service centres in Melbourne, Sydney,

Brisbane and Perth with diamond sharpening facilities in Sydney.

Be it tungsten carbide or diamond, all maintenance work is performed according to strict manufacturing procedures (DIN EN ISO 9001:2000), using original materials designed exclusively for Leitz. Leitz considers these measures to be of real benefit to the end user. The tools are not just sold but, in partnership with the end user are serviced and cared for throughout their working lives. Professional tool maintenance guarantees continually high quality of cut and extended tool life.

The following will shed some light on maintenance and sharpening of diamond tools.

Diamond tool basics Diamond tools offer remarkable cost saving potentials for industrial furniture companies as well as smaller cabinet shops. The cutting edges of polycrystalline diamond tools are up to 125 times more wear resistant than tungsten carbide. The tool life achievable is traditionally between 80150 times longer than with tungsten carbide tools.

Machine downtime due to tool change is drastically reduced, higher productivity; constant product quality and lower tooling cost per meter of cut are undeniable advantages when diamond tools are used for suitable machining applications.

Tools available in diamond tipped version are:

DP tool measuring

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Saw blades, hoggers, jointing cutters, profiling cutters, straight router bits, profiling router bits, drill bits, and many special tools for applications ranging from solid wood machining to wood based panel applications to “exotic materials”, including glass-fibre, reinforced plastic materials, cement fibre boards, and gypsum bonded panels.

Diamond tooling is not always the right choice for every application, each specific application should be clarified between the end user and their qualified Leitz technical sales representatives on a case by case basis.

Some conditions are mandatory for economic use of diamond tools: - The material to be machined must be “clean” (no impurities: e.g. metal, stone, etc; low mineral content in panel materials / no loose knots in solid wood) - Machines and equipment must be in good condition (high accuracy spindles, low bearing tolerances) - Well trained staff; diamond cutting edges are extremely hard and therefore brittle. They are vulnerable to impact with hard objects, e.g. collisions with dust extraction hoods when mounting tools.

- Production volume of at least small batches Diamond tool sharpening considerations After extended use, woodworking tools are usually contaminated with resin and glue residue. The first step of tool servicing is a thorough cleaning of the tool and removal of any residue resin build-up. This is important in order to evaluate wear and possible damage of the cutting edges.

Polycrystalline diamond (DP), chemically is a matrix of diamond and tungsten carbide particles. DP tools are always sharpened from the top – never on the face of the cutting edge. This means for the tool user: 1. The diameter of the tool will get smaller with each sharpening.

In order to maintain a constant diameter it is possible to move the diamond tablets outward before sharpening.

However this “unbrazing” and “re-brazing” is costly and the heat required to melt the

THE AWISA MAGAZINE ToolINg

solder will eventually degrade the internal structure of the diamond to the point where tool life will be reduced. For this reason Leitz does not recommend moving diamond tips unless absolutely necessary.

2. Provided the tool is properly designed, the profile of the diamond tool will remain constant throughout the life of the tool. This is a much better solution than in the case of face sharpening of tungsten carbide profiling tools, where the relief angles cause the profile to “grow” (in concave areas) / “shrink” (in convex areas).

Profile diamond tools are usually sharpened

by Electrical Discharge Machines (EDM). EDM machines represent a major investment. All the different types of EDM machines in the market are using the same principle for sharpening diamond tools. An electrical spark is passing from the electrode of the machine - either a continuously rotating alloy wheel or a continuously moving wire - onto the DP cutting edge of the tool. The electrode traverses the cutting edge of the tool as millions of precisely controlled sparks literally blast away the DP particles.

The efficiency of the process greatly depends on electrical conductivity of the cutting edge. It is possible for certain chemicals, including the ones found in common tool cleaners, to “leach” or remove cobalt from the DP matrix. Since the remaining diamond particles are non-conductive, the tool may be difficult or impossible to sharpen and the resulting edge quality will be poor.

The following types of tool wear are common for DP tools: 1. Normal edge rounding – this is the desired failure mode for a tool. The edge has simply rounded to a point at which the quality of cut is no longer acceptable. This type of wear will yield the maximum number of re-sharpenings 2. Edge chipping – in this failure mode, groups of DP particles have broken out of the edge. This can be a result of many factors, e.g. impurities in the material machined, wrong feed rates, debris hitting the tool, etc. When chips break out of the cutting edge, the resulting edges are sharp and will continue to cut. When the edges become so badly chipped that the cutting quality is no longer acceptable, the tool must

be sharpened by removing enough DP from the tool’s cutting edges to eliminate the breakouts.

3. Face chipping – in this mode, sections of the DP have broken out of the face of the diamond tablet. These areas of break outs are usually larger than those occurring with edge chipping. From an economic point of view this is the worst type of wear. If the entire chipped area of a damaged DP tip is “sharpened out”, all remaining teeth of the DP tool have to be sharpened that same amount. Often several sharpening cycles are necessary to remove sufficient amount of material from the DP cutting edges.

To gain the most economic benefit, the diamond tool user should be sure that the service centre of their choice has qualified and experienced staff who are familiar with the requirements of the tool and its application. Often a decision can be made to leave a few of the larger chips that do not clean up completely in a normal sharpening. In the case of large chips on the face, it is usually more economical to replace the damaged tablet than to sharpen away all the other tablets. Qualified service centre personnel are usually in the best position to make these decisions, since they have the expertise and the equipment necessary to determine how much material removal is required and whether it would be cheaper to replace a damaged diamond tip.

The tool’s design often plays an important role in making the right maintenance decision. If the DP tool is “fully tipped” with large diamond tablets for maximum number of re-sharpenings (e.g.

Leitz Diamaster Plus), the replacement cost for a damaged tablet will be significantly higher than if the tool was designed with standard diamond tips which are smaller in size (e.g. Leitz Diamaster Pro).

Despite the fact that the fully tipped version is more expensive to repair in the case of accidents, the total cost per meter of cut are lower due to higher number of possible re-sharpenings (= life cycles).

DP tablets

1. DP edge local wear 2. DP edge rounding and fracture 3. DP edge rounding 4. DP fractured edge, crash 1.

2.

3.

4.

LEITz TOOLING SYSTEMS Phone 03 9760 4000 www.leitz.com.au

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THE AWISA MAGAZINE machINERy

to say we were overwhelmed would be an understatement...

Queensland floods bring out Aussie spirit

THE QUEENSlAND FlOODS of earlier this year continue to affect many businesses and households. There are numerous stories to be told about the impact of the floods and how people have coped and are now starting to get back on track.

One such story is that of Rocklea based company, iCatchers Exhibitions and Displays whose factory and storage facility was totally inundated by water damaging or destroying their entire inventory of stock and machinery.

Particularly upsetting was the fact that a mere few days prior to the floods they took delivery of a new Multicam CNC Flat Bed routing machine.

Mike McMullan and business partner Mark Willis tell the story. “We had just taken delivery of our Multicam machine and were in the process of preparing for the commissioning when the floods hit. The water rose so quickly that there was little time to prepare and we had no chance of moving the equipment to safer ground.”

Typical of all the businesses in this, and

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other areas of Queensland, when the waters receded what was left was a muddy, contaminated sludge that had penetrated in to every corner of the factory and the machinery. Nothing was left untouched.

Mike adds. “To say that we were overwhelmed by the state of our factory and storage facility would be an understatement. The feeling of shock and the realisation of the amount of determination it would take to overcome this, and the many hundreds of thousands of dollars, is one that I don’t think will ever leave us. We just had no idea where to start to clean up and felt that it would be ages before we would be back up and running.”

Mike contacted Multicam’s Brisbane office in Lytton, which fortunately was spared from the floods, to come and inspect the machine. The initial assessment was not good.

Kevin Gordon of Multicam explains.

“Multicam CNC Routing machines are quite complex with a many precision mechanical components and advanced electronic controls. None of these items respond well to this type of contamination.” Kevin goes on

to add, “On first inspection our reaction was to write the machine off as the cost of repair would far outweigh the cost of a replacement machine. However, taking into consideration iCatcher’s circumstances, we decided that the machine could be rescued, with Multicam absorbing labour and some other costs.”

Mike was elated by the news that Multicam had decided that they could repair the machine and have it back as good as new.

“I have to admit that, when so many other companies would have put up their hands and said it was too hard, I was surprised that Multicam decided to go that one step further to help us out. Multicam arranged for the machine to be collected and shipped back to their factory in Newcastle for the process to begin.”

What followed was, by any standards, a complicated and time consuming process of stripping, cleaning, testing and re-assembly.

Kevin describes the state of the machine when it was unloaded at the factory.

“The machine had been totally submerged for a number of days. In fact, as it was being

THE AWISA MAGAZINE machINERy

Devastation inside and outside the factory, with the Multicam machine after refurbishment, good as new.

unloaded from the semi-trailer, there was still water and sludge leaking from it and the vacuum gauges were full of water. We decided to remove major components such as the spindle and electronic controller and pressure clean the superstructure.”

Kevin goes on to explain what ensued. “One of our senior technicians, Craig Hawkins, decided to take on the task of restoring the machine to as new condition and treated it as a bit of a pet project. He stripped all the individual components; drive motors, linear bearings, sensor arrays and so on and hand cleaned each component. Naturally some items were not able to be repaired and were replaced with new components.

These included the vacuum pump, quick tool change spindle and drive motors. Any items that he considered could not be guaranteed as reliable in the long run were also replaced.”

“The complex electronic controller was totally disassembled, inspected, cleaned, bench tested and re-assembled. The circuit boards in particular required a lot of meticulous attention. The toolchange unit was also

totally stripped and all the tool holders refurbished.”

During the entire process iCatchers were given updates on the progress of the project.

Mike explains that “.. I would receive regular emails with photos showing the various stages of the rebuilding project. The before and after photos were amazing and it was obvious that this was no small task. The last photos I received, just prior to the machine being shipped back to us, showed the machine looking as good as new, as it if had just come off the assembly line. I couldn’t believe the difference.”

After a few weeks the machine was shipped back to iCatchers, commissioned, training completed and is now in production.

Mark concludes by saying. “In some ways this is just the start of the story. We now have a lot of production to catch up on because all of the product we had in storage was destroyed, so we need to replace all of that as well as deal with new contracts. The guys at Multicam have been outstanding in their support of our company and their dealings with us over the

last month have been exceptional.”

“I must add that the amount of support and assistance that we have received has been phenomenal. From Multicam, with their on going support, to our suppliers that have extended credit facilities, so that we can generate some income, to our financial associates that have temporarily suspended our commitments so that we can build up some capital. Across the board these companies, who also suffered losses, have been supportive and sympathetic. Above all I am humbled by the many, friends, business associates and volunteers that showed up, out of the blue, to clean, scrub, lift and help where needed for no reason or recompense.

Daily these many groups of volunteers, Lions Clubs, local church groups and the like turned up to lend a hand. Thanks just doesn’t seem to be enough.”

MULTICAM CNC ROUTING SYSTEMS 60 Enterprise Dr, Beresfield Sth NSW 2322 Phone 02 4964 1900 www.multicam.com.au

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THE AWISA MAGAZINE machINERy

Fairlane Cabinet Makers -it’s all about quality Boasting an impressive portfolio of projects ranging from educational institutions to the average Australian home, Perth based Fairlane Cabinet Makers is a tale of two brothers and their three decades of dedication to quality.

Working out of a small factory in the suburb of Morley, Western Australia, Eric started the cabinet making business with brother Dino at the age of 19 and with still three more months before the completion of his trade certificate in cabinet making. Eric and Dino’s principles of building quality with quality saw them through the beginnings of their business amidst the early 1980’s recession and laid the solid foundation on which Fairlane Cabinet Makers grew in the 31 years that followed.

“I’ve always believed in investing in the right machine to doing things properly and emphasising quality for our customers.” comments Eric, “There’s no point trying to save on a machine, it could come back and bite you one day if it doesn’t deliver.”

Adding a ‘personal touch’ to their projects, owners Eric and Dino are the only ones responsible for their work from beginning to completion. “We’ve kept it just between us two, and it seems to work,” Eric explains, “it gives us more control over the quality delivered to our customers in the end, no third parties.”

True veterans, both Eric and Dino are certified tradesmen in the industry for over 30 years.

In the winter of 2007, Eric equipped the family business with an Altendorf Elmo 3 panel saw, a

decision which didn’t require much deliberation or time according to Eric, “I’ve always wanted an Altendorf. I want a saw with precision, something that won’t let you down and built to last even beyond our retirement.” The Elmo 3 represents the second highest variant of Altendorf’s line up, boasting an array of intelligent cost and efficiency features and high speed CNC controlled axes, this example of German ingenuity is engineered to last.

Quality builds quality, we’re very happy with our last Altendorf…. it was a no brainer to go for their best.

The Elmo 3 didn’t last on the factory floor of Fairlane Cabinet Makers for very long however, as it was soon replaced with another machine. It was almost Christmas in 2010 when a brand new Altendorf Elmo 4 was unwrapped on the spot of its sibling. This was the flagship. “I’ve always said, quality builds quality, we’re very happy with our last Altendorf … it was a no brainer to go for their best.” Eric recalls.

Working on a range of projects ranging from kitchens and stand-alone units, to shop fittings, Fairlane Cabinet Makers is now situated in a factory with double the floor space in Morley.

With premium panel processing machinery and decades of experience under their belt, owners Eric and Dino are confident in delivering their highest standards of craftsmanship for the years to come.

ALTENDORF AUSTRALIA PTY LTD 6-7 Bushells Rd Wetherill Park NSW 2164 Phone 1800 558 258 www.altendorf.com.au Veteran cabinet makers, Dino (left) and Eric Rossi.

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THE AWISA MAGAZINE caTaloguE

Blum’s 2011 catalogue and technical manual now available Quality, variety and solutions are abundant in Blum’s new 2011 catalogue and technical manual. Blum’s largest catalogue yet consists of 848 pages of product information and technical support on existing products, new products and assembly devices.

Blum’s Dynalog 2.8 Limited is included free for a 60 day trial.

After the 60 days are

complete, access to the electronic product catalogue Dynacat, and the shopping basket Dynashop applications remain unlimited.

To maintain access to the cabinet planning function Dynaplan, the full version of Dynalog 2.8 can be ordered from Blum distributors.

The complete Blum catalogue and technical manual is available on blum.com in PDF format. It can be viewed online or downloaded as desired.

PDFs are also equipped with a full text search feature for the document that is currently opened. Additionally, each chapter can be downloaded separately.

Blum’s goal is to ensure that furniture buyers can enjoy the convenience and perfect function of fittings for the lifetime of the furniture. To reach its objective Blum monitors its products in real working environments as well as in testing labs. Test results are incorporated into the manufacture

Our services. Your advantage.

The Unicontrol series The Unicontrol series from WEINIG stands for highly flexible window and door production – best quality combined with fast working speed. The processing centres can be used for producing a wide variety of different window types, without having to change the tools. The profile-splitting process enables a huge variety of profiles. Experience maximum performance, including the fully-automatic window line with integrated drilling system. For any use and any application.

Your WEINIG expert at WWW.WEINIG.COM

WEINIG OFFERS MORE

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and development of Blum products. Over the course of time this has allowed Blum to tailor new products to the requirements of the market.

Blum turns the opening and closing of furniture into a graceful and enhanced experience. For over 50 years quality has been the highest principle for the development and manufacture of Blum products.

BLUM AUSTRALIA Phone 1800 179 186 www.blum.com

THE AWISA MAGAZINE machINERy

Westvic Kitchens upgrades with new machinery from Gabbett Westvic Kitchens has come a long way since owner Darren Pyne started the business from a home-based workshop in 1990. Over a decade later, the company, which custom builds kitchens, bathrooms and other cabinetry, now operates out of a factory showroom in Colac, Victoria.

Darren employs four staff and, with plans to expand the business next year, intends to recruit another half a dozen workers in the near future.

“Currently we service the local area from Geelong to Ballarat to Warrnambool, and all the way down the coast, however the long term plan is to go national,” says Darren, a qualified builder.

In preparation for the expansion, Darren made the decision to purchase new machinery.

“With the government last year offering a fifty percent rebate on company asset purchases, it made sense to use the opportunity to update our operations,” says Darren.

Having previously purchased equipment from Gabbett Machinery, Darren returned to the specialists in woodworking machinery to buy his SCM SI400 EP Class 3.8 panel saw and SCM K130 edgebander.

Living up to its reputation for great service, Gabbett sent a technician to

Melbourne to ensure the successful installation of the machinery.

“The technician was with us for a week and I was more than impressed with his service,’ says Darren. ‘As well as installing and configuring the panel saw and edgebander, he provided us with onsite training.”

Both machines have been in production since June 2010 and Darren couldn’t be happier with the difference they have made to the business.

“The production time on our old edgebander was three metres a minute while the SCM edgebander is able to do 10 metres per minute.

Also, we don’t need to file it as it is construction ready, so it has really boosted our productivity.”

supplying Australian businesses with quality woodworking machinery since 1979. Wholly Australian owned, Gabbett offers a range of new and used machinery from leading manufacturers around the world. Gabbett prides itself on providing superior service and believes backup service is as important as the machinery itself.

GABBETT MACHINERY PTY LTD 359 Vardys Rd, Kings Park NSW 2148 Phone 02 8886 1500 www.gabbett.com

“The SCM panel saw has also had a dramatic effect on our efficiency. It is fully automatic and can cut up to 3.6 metres unsupported, which has essentially turned a two man job into a one man job,” says Darren.

Darren has also been surprised with Gabbett’s level of service following the installation.

“Gabbett’s ‘after sales’ service has been second to none. I have been contacted several times to make sure all is well, which I have found very impressive.”

Gabbett

Machinery

has

been

Darren Pyne operates the new machinery from Gabbett

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THE AWISA MAGAZINE machINERy

Hidden technologies, visible benefits: Holzma’s new 3 series saw carriage The heart of the new 3 series from Holzma is the completely redesigned saw carriage. “Our aim was, more or less, to re-invent the wheel – without renouncing the proven advantages of the technologies we had already been using,” explains Peter Gröning, Head of R&D at Holzma.

“The result is high tech which, although not immediately apparent to the eye, has a great impact – for example on cutting precision, the variety of options and the durability of the saw.”

Holzma’s new 3 series comprises various single saws and an angular system. The feedback from customers has been very positive. Peter Gröning: “Users praise the running smoothness and the energy efficiency of the new series.

They have also been much impressed by features such as the new postforming package, the working height and the camera-controlled adjustment of the scoring saw. The new saw carriage provides the basis for these and other strengths.” the core: the saw carriage body

Hidden technology: The new saw carriage influences many options of the new Holzma saws and guarantees first-class cut quality.

In the course of developing the steel-plate body, Holzma attached great importance to a torsion-resistant, heavyduty, compact basic design. Computer-aided finite element calculations allowed the ideal combination of rigidity and weight saving. The result is maximum dynamics and precision.

The overall size of the saw carriage underwent scrutiny. The goal was “as compact as possible”; this was the only way to achieve the ergonomic, comfortable working height of 920 mm. The size of the saw carriage also has a positive

our aim was to re-invent the wheel

effect on the overall size of the machine body and thus on transport costs – an important aspect when shipping saws in containers. running smoothness The new 3 series owes its running smoothness to the two guides (guide rods) on the machine base and the rollers on the saw carriage, on which the latter moves. Holzma used to use “eccentric rollers”, but has now replaced these by “spring-loaded rollers” (patent pending). The spring load ensures that the rollers maintain contact with the guide.

They are far better able to compensate for production tolerances and wear. patent pending: New vertical postforming In addition to normal postforming, for example for the production of kitchen fronts, Holzma now makes “vertical postforming” possible. This allows the edges of entire books of parts to be scored. The technology allows scoring to a maximum depth of 15 mm, making it particulary suitable for veneer, paper and ABS edges.

For this new optional extra, it must be possible to raise the scoring saw to achieve 90 mm saw blade projection.

This required extensive changes to the saw carriage and redesigning of the machine body in the angular fence area, patented: Fully-automatic, camera-controlled scoring saw adjustment This award-winning, patented optional extra is familiar from the 5 series. Holzma has adapted this time-saving technology and now also offers it for the 3 series. The work involved after changing saw blades is now a lot easier for small and medium-sized companies too.

Peter Gröning comments: “The saw carriage of the 5 series offered a lot more space than was available in the new 3 series. We had to think in completely new directions. The envisaged selling price posed another challenge for the new saws; it was to be on a par with the price of the old 3 series. But we managed it and found a new solution.” energy efficiency 20% less energy consumption than the previous models – that was the target. As originally implemented in the 5 series, and now in the 3 series too, it is no longer the main saw motor that is raised but only the saw blade – saving energy and increasing dynamics. The main saw blade is positioned by means of linear guide with rocker (patent pending); this is continuously variable, fast, precise, entails little wear –

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THE AWISA MAGAZINE machINERy

and saves energy. In addition to this, Holzma has replaced the pneumatic system with a hydroneumatic system.

This system does not work solely with air pressure, but also with oil pressure.

This guarantees long-term precision of the saw blade projection.

Holzma saves expensive compressed air on the one hand at the main saw, by now raising the saw blade by means of just one cylinder, and on the other hand at the scoring saw, which is no longer raised pneumatically, but by an electric motor.

These include the Power-Loc system for fast, easy saw blade change and the continuously variable saw carriage speed. The side aligner, which ensures material is precisely positioned before cutting, is another of the classic Holzma features.. option, and then automatically retrieved when needed.

HOMAG AUSTRALIA Phone 02 8865 2700 www.homag.com.au

MILLSOM

proven features retained

Proven Holzma technologies are also Vertical postforming for books of parts.

MATERIALS HANDLING to be found in the new saw carriage. Ideal with veneer, paper and ABS edges

FREECALL 1800 99 22 11

The Right Advice, The Right Solution,The Right Choice THIS MONTH’S PRODUCT FEATURE IS THE SCHMALZ VACUUM LIFTER ‘VACUMASTER 180˚’ The VacuMaster 180˚vacuum lifter allows a horizontal load to be lifted and rotated 180˚ by a single operator allowing increased flexibility and safety when transferring your loads. This can become extremely useful when painting or machining a particular side of your product. It is also useful in quality control inspections as it reduces the actual time required to inspect your product.

Millsom’s also have a great range of vacuum lifters capable of lifting up to 2000kg and jib cranes, bridge cranes and low friction track systems to suit most applications.

LIFT AND TURN 90˚

EASY LOADING OF YOUR CNC

MELBOURNE, SYDNEY, BRISBANE, PERTH, ADELAIDE & NZ

OEM SPARE PARTS

DOOR HANDLING

HORIZONTAL LIFT

www.millsom.com.au email - sales@millsom.com.au

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THE AWISA MAGAZINE machINERy

JK Windows & Doors increases automation with equipment from Gabbett Located in the Victorian town of Colac, JK Windows & Doors specialises in custom-built timber windows and doors. Now in its 7th year of business and with a modest staff of four, owner Joel Borch is keen to streamline operations and move towards automating the factory.

The recent purchase of three new machines from Gabbett Machinery is the first step in the process.

“Since August 2009 we have bought a SCM SI400 EP panel saw, SCM Ten 220 Class tenoning machine and Masterwood Teknomat 1000T CNC morticing machine through Gabbett,” says Joel.

In keeping with its commitment to outstanding service, Gabbett handled the installation of the machines to

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ensure their seamless integration into the business. Now fully operational, the quality Italian manufactured machinery has revolutionised JK Windows & Doors’ operations.

“The CNC morticing machine replaced a pedestal model we were previously using, which has cut our labour dramatically,” explains Joel.

“Even more impressively, the tenoning machine has halved our handling.

We have also found a few extra uses for the tenoning machine since it was installed. The best thing is the machines are never late, don’t talk back and don’t have sick days.”

“Not only has the machinery provided immeasurable benefits in terms of productivity and handling, the quality of the processing has also improved which is fantastic.”

“Gabbetts have been great to work with, they fully installed all machinery and gave us the right training for each machine. It now takes less than 10 minutes to mortice and tenon a door and have it in the clamp, with more accuracy than before and less chance for error.”

Established in 1979, Gabbett Machinery is a leading supplier of new and used woodworking machinery from leading manufacturers around the world. One hundred percent Australian owned, Gabbett has over 80 employees in seven offices throughout Australia and New zealand.

GABBETT MACHINERY PTY LTD 359 Vardys Rd, Kings Park NSW 2148 Phone 02 8886 1500 www.gabbett.com

THE AWISA MAGAZINE Tools

Fein’s powerful renovation system now available cordless Fein’s powerful motor, high quality materials and outstanding ergonomics are the reasons the Fein SuperCut is one of the most powerful systems for interior and renovation applications. It is fast, strong, versatile and, of course, durable. It allows users to work up to 350% faster even in tough, continuous, heavy duty sawing applications, which is hardly surprising, as the new Fein SuperCut embodies more than 40 years of experience in developing durable oscillators for industry and manual trades.

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Now with Fein lithium-ion technology, the Fein SuperCut as a battery-powered tool is a most powerful oscillator with durable professional quality. The work progress and performance delivered are practically the same as the mains-powered tool. The modern lithium-ion technology keeps the weight low and prevents memory effects.

2 batteries and a powerful charger are supplied so that work at high loads can continue without interruption.

FEIN Phone 1300 798 688 www.fein.com.au

u

unique What makes a stefani edgebander unique?

Simple – research and design that is

with a single touch. The one touch has

continually focused on providing reliable

premilling units incorporating ED extraction

edging systems.

systems for cleaner processing in addition

Stefani are the leaders in Slimline gluing systems such as PUR and Laserline.

At Gabbett, we bring you innovative technical solutions for easy and efficient edge processing, backed by exceptional

to heavy duty finishing groups giving a perfect edging – designed to work at high speeds with high volume.

Stefani – unique, reliable edging systems.

local experience and service.

With the Stefani one touch - you can change glue, borders and tools on screen

GABBETT MACHINERY PTY LTD Melbourne 03 8761 4500 www.gabbett.com melbournesales@gabbett.com

Adelaide 08 8445 5700 adelaidesales@gabbett.com

Auckland 09 828 4530 aucklandsales@gabbett.com

Sydney 02 8886 1500 sydneysales@gabbett.com

Perth 08 6250 5400 perthsales@gabbett.com

Christchurch 03 377 3795 christchurchsales@gabbett.com

Brisbane 07 3900 2500 brisbanesales@gabbett.com

THE AWISA MAGAZINE haRdWaRE

Hettich pushes InnoTech drawers further As homes become more open plan, designs are incorporating sleek lines and innovative storage solutions to create statements and differentiate areas. Hettich’s InnoTech drawer systems embrace this trend, offering a wide variety of customisable storage spaces in a range of stylish materials.

Newly launched InnoTech manual Push to Open – and winner of the 2011 Designex new bathroom product of the year – is the latest addition to Hettich’s renowned InnoTech range featuring manual push to open technology and eliminating handles, for a sleek minimalist look.

“We make kitchens, bathrooms, bedrooms and living rooms work beautifully by providing all the bits and pieces that help lift the experience in the home to the truly exceptional,” says Dave Angus, marketing manager, Hettich Australia/Nz. “Consumers demand their homes not only function beautifully but also display innovative design, reflecting their individual tastes,” says Angus.

InnoTech Push to Open drawers can be opened easily with a light touch regardless of how heavy the contents. The range is manual, with a compact system that is easily fitted to new or existing cabinetry. This complements the Hettich Easys electronic option that has proved to be very popular in situations where hands are full or dirty.

InnoTech Push to Open also features Hettich’s unique high quality Quadro drawer runner technology, ensuring drawers run smoothly for a lifetime of enjoyment.

The benefit of InnoTech’s new Push to Open system means it can be used in the bathroom combined with any of the InnoTech drawer accessories for storing toiletries and other items typically kept in the bathroom.

InnoTech Push to Open drawers come in a variety of widths ranging from 300mm to 800mm and are finished in silver or white. The antistatic surface ensures drawers are easy to clean and integrate stylishly and seamlessly into any design.

HETTICH AUSTRALIA 1 Herbert St, Smithfield NSW 2164 Phone 1800 HETTICH www.hettich.com.au

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Best Bathroom Product designEX 2011

Introducing InnoTech manual Push to Open!

With the launch of this innovative new drawer system, Hettich now offers the choice of electronic or manual push to open to make living spaces work beautifully.

• Handleless drawer fronts can be opened easily with a light touch

• Great for bathroom storage solutions

• Surface finishes in silver and white

• Available with the new InnoTech vanity accessories

• Antistatic, easy to clean

• Multiple drawer size options

Visit www.hettich.com.au

THE AWISA MAGAZINE machINERy

Remote location calls for trust as well as performance

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Living and working in Darwin can be difficult when it comes down to the costs that go into projects, and therefore the trust placed in suppliers is of the highest importance. When Peter Jackson, trading as P.A.Jackson Cabinetmaker, was growing up and first working he had watched other companies deal with Gregory Machinery and when he started his business in 2003 he didn’t hesitate in calling them.

backed up on the promises and any minor faults I have had, they have had someone fly up or have had the required parts sent promptly. To me that is all I can ask for from them. I didn’t bother looking elsewhere when I realised I needed once again to upgrade the edgebander. The EP11 had run its course within my business and I needed a machine that doesn’t require as much hands on adjustment.”

“It is now 22 years that I have been dealing with family-run Gregory Machinery. I trust them and when your business is remote you need trust. My first lot of machinery from them was all second hand and did the job for me, but I quickly grew the business into needing to update to more advanced equipment. Once again I called them and updated my edge banding machine to a Cehisa EP11. Cehisa? Never had heard of a Cehisa. But after reading about them and listening to Mitchell Gregory’s sales pitch, it was a good price and they also gave me a terrific trade on the old edger I bought from them originally,” said Peter.

Peter has now bought a Cehisa System 6. All adjustments are made from the touch pad control panel and it has a 6 pin pneumatic adjustment system. This gives options on each size of tape to either cut or scrape to perfection or to run slightly proud to combat the humidity in Darwin.

“Well, I have had no regrets or any major issues with the brand. I kept the EP11 for six years and serviced it twice in that time which is quite incredible, it is easy to adjust and produces a good job.”

Peter’s business grew from 3-4 men to 8-10 men and he decided that there were too many hands making adjustments to the machine.

“I don’t like recommending anything to anyone but I can put myself on the line here as the Cehisa record in my business stands for itself. 6 years of operation, serviced only twice in this time and as far as costs are concerned it equates to about 1% of the turnover in that time. The System 6 is doing exactly the job I want it to do and my customers are also seeing the difference from the upgrade.”

“Nothing is ever without fault but Gregory’s have always been ready to help or give advice as Brandon, Alan Gregory’s other son is the leading technician. They have always

GREGORY MACHINERY PTY LTD Phone 07 3375 5100 www.gregmach.com

Peter continues, “For me, a milling machine wasn’t the answer but to have this option is great and works for me and the humid conditions. The main bonus is that no longer are there 8 sets of hands adjusting the machine 8 different ways.

Saves on disasters and my own sanity, in the long run saves me money to get the job done correctly the first time.”

THE AWISA MAGAZINE lIgNa

InnovationCenter: Homag Group raises the bar

Visitors to the Ligna 2011 Homag Group stand experienced a breathtaking array of innovations and world premieres, featuring new process techniques, progressive edge sealing methods and pioneering processing unit technology. No fewer than 26 Homag Group processing units featured in the InnovationCenter alone. innovationCenter – the original Visitors to the legendary Innovation-Center experienced pioneering new technologies at first hand. The watchword was “Quality improvement deluxe”. New technologies such as ReacTec, a laminating technology which rolls the benefits of all previously known gluing methods into a totally new process, were demonstrated in detail at the Ligna.

Group synergies: a concentrated powerhouse of technology The Homag Group also demonstratied what it means to utilize group synergies. 26 processing units from Benz through Weeke to Homag demonstrated a widely diverse range of new technological features. Exciting innovations that attracted attention included the Flex5axis unit, which turns a 4-axis processing centre into a 5-axis machine with interpolating processing.

Cohesive solutions for any type of edge As the specialist in edge banding, the Homag Group showcased a range of cohesive solutions from edge improvement through gluing technology for every known type of edging material to the patented Homag LaserTec technique, which permits jointless

edge banding to the highest possible standard of quality.

This year set milestones in terms of precision and time savings with new features such as the PowerTrim contour trimming unit for fast changeover of 3 profiles, and the new profile scraper blade FlexBlade, with the emphasis on batch size one production.

Huge range displayed A factory plant for timber frame houses, a complete flooring line, a door plant, stateof-the-art window production, machines and plants for interior fittings – a total of two furniture factories (series production and batch size 1) and around 15 average joineries – the Homag Group could have equipped all of these with its Ligna exhibits. The Homag Group offers high-tech solutions featuring the latest machine and control concepts for project engineering of complex production set-ups with networked plants.

Homag Group engineering: measure furniture production

made-to-

Supplying complete plants and cells from a single source has always been one of the core strengths of the Homag Group. Homag Group Engineering is the specialist when it comes to the project business, offering customers perfect performance, from the project engineering stage through to handover.

playing a central role. Featured at the Ligna was an integrated process chain from planning through programming to production, focusing on continuous optimization of resource efficiency in the field of machine utilization.

This is made possible by MMR (Machine Monitoring & Reporting), a software solution designed for the immediate detection and display of faults. bargstedt launched the intelligent area storage system tLF 210 Bargstedt exhibited a new compact addition to its area storage systems in the form of the TLF 210. With this top class new storage facility, the handling system specialist has succeeded in combining performance, speed and innovation in a single outstanding product. With a payback period of less than one year, the TLF 210 offers remarkable scope for optimization at a highly attractive price.

The reliable fully automatic transport of panels slashes staffing and quality costs right from day one.

Holzma puts the saw in its place Holzma presented its patent-registered new “prescoring saw adjustment” as part of its 3 series. Working with the aid of what is known as an absolute measurement system, it stores the saw blade position for pinpoint repositioning accuracy after a saw blade change.

MMr - Machine Monitoring & reporting: immediate fault detection The Homag Group has plenty on offer when it comes to improving availability, with integrated production control technology

HOMAG AUSTRALIA Phone 02 8865 2700 www.homag.com.au

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THE AWISA MAGAZINE commENT

Carbon tax heavy burden on wood panels industry The wood manufacturing sector, which provides around 64,000 Australian jobs, fears the Gillard government’s carbon tax would hand over much of the market to Asian traders who have no environmental credentials.

“Any scheme which makes Australian manufacturing less competitive is a threat to Australian jobs,” the general manager of the Engineered Wood Products Association of Australasia Simon Dorries said.

“The price on carbon is likely to lead to a perverse outcome that may actually increase carbon emissions,” he said.

“Products currently manufactured in Australia under strict environmental regulations are likely now to be manufactured in China where there is no carbon tariff and where emissions could be far higher.

“The net outcome might be an increase in carbon emissions.”

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The Australian Chamber of Commerce and Industry has attacked the lack of detail in the carbon tax plan, warning it threatens jobs and will fuel uncertainty. Chief executive Peter Anderson slammed the scheme, labelling it “a blow for the competitiveness of Australian business, especially small and medium-sized enterprises”.

Simon Dorries said there was no carbon tariff in countries like China and India to level the playing field on imports.

“Manufacturers will be encouraged to set up shop overseas where there isn’t a price on carbon,” he said.

“A carbon tax will rob our industry of a competitive edge; it will increase fuel and power costs and further reduce slim profit margin percentages.

“The government is talking about compensation packages, but the fact is

business still has to find the cash to pay the carbon tax. They may get something back in the form of a rebate [still undecided] but they will still be out of pocket.”

The wood panels industry has estimated the impact of a price on carbon as an increase in manufacturing costs of up to 7%. This could be greater than the profit on some low margin products.

THE AWISA MAGAZINE alumINIum

New length stop measuring system Elumatec Australia has introduced a new length stop measuring system to Australian fabricators and manufacturers. Suitable for all industrial uses where accurate measuring is required, in the processing of aluminium, uPVC, timber or light steel profiles.

This simple versatile system can be mounted to virtually any support medium, such as a roller conveyor, bench or table and can be fixed to any machine where length measuring is required, such as sawing units, routers, punches or similar operations.

25mm wide, high visibility tape recessed into the carriage beam for protection.

Available in 1500mm, 3000mm, 4500mm and 6000mm lengths and an additional, adjustable sliding extension to measure down to zero can also be supplied. Fully Australian made under Design Registration No 321976.

ELUMATEC AUSTRALIA 1/14 Centre Place, Wetherill Park NSW 2164 Phone 1300 554 472 www.elumatec.com.au

While priced as a budget economy stop system the manual sliding flip-up stop carriage is engineered and incorporates bronze bushes, acetal guides and a robust, heavy duty construction ensuring accuracy and longevity.

Every part is machined to fine tolerances and Top: Standard flip stop the double slide track allows the carriage to elumatec-Australia-185x132mm-SBZ130-20090316.qxp 16.03.2009 10:31 Page 1 Above: Optional zero stop glide into position which is registered on a

Only Quality produces Quality

You have the profile – leave us to do the machining !

Full range of German C.N.C. profile machining centres available

SBZ 130 Profile machining centre

elumatec Australia Pty Ltd New South Wales

Victoria & Tasmania

Queensland

Western Australia

South Australia

Head Office / Showroom Phone: + 61 02 9725 2100

Office / Showroom Phone: + 61 03 9796 5001

Office / Showroom Phone: + 61 07 3209 6095

Office / Showroom Phone: + 61 08 9456 5653

Authorised Agent Phone: + 61 08 8244 2542

www.elumatec.com.au - sales@elumatec.com.au

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THE AWISA MAGAZINE PRoducT

New LED lighting range exclusive to Wilson & Bradley

New contour edgebander from Magnum Engineering

Launching Wilson & Bradley’s exciting new range of 3 watt LED down lights. This innovative and reliable range of LED down lights, is ideal for kitchen, bathroom, office and interior cabinets. The range is exclusive to Wilson & Bradley and includes a variety of touch light styles allowing the user to directly touch the down light to dim, or to turn the system on and off.

Magnum Engineering’s new HA160 contour edgebander has been designed to edge internal contoured shapes. The unique dual application rollers ensure a superior bond strength between the board and edge tape and, unlike other machines, the minimum radius is not restricted to the diameter of the application roller.

Being an LED range means that the lights are energy saving and boast a 50,000 hour lifetime. As well as this, the range includes LED driver units which can connect up to 6 lights. All lights are easy to install with instructions included and push fit installation. The range also includes both warm and cool contrast lighting as well as round and square lights, in both polished chrome and stainless steel looks.

Using 1mm tape, the HA160 can edge corners as small as 5mm radius, and 8mm minimum radius when using 8mm tape.

Convenience and affordability are just two reasons why this range is so remarkable. With highly competitive pricing and a range that includes everything needed to set up an LED lighting system such as housings, driver units and extension leads, this is a range that is sure to be highly sought after.

WILSON & BRADLEY PTY LTD Phone 03 9495 8900 www.wilbrad.com.au

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Magnum Engineering specialises in edgebanders and edge finishing equipment for the small shop, and has been supplying the flat panel industry since 1987.

Video demonstrations of the HA160 and the other products in the Magnum Engineering range can be watched on its website.

MAGNUM ENGINEERING PTY LTD Phone 02 9624 8029 www.edgebanders.com.au

THE AWISA MAGAZINE PRoducT

Triowood – combines the beauty of wood with soft-close drawer systems Wood is the primary material used to create a natural living environment.

The demand for high quality wood furniture is ever increasing. Triowood is a concealed drawer runner system that ensures the full natural beauty of the wood furniture is retained with assurance of a perfect close every time.

Triowood drawer runner lengths ranges from 250mm to 600mm. The lengths allow it to be installed in a wide variety of furniture while maximising the cabinet’s storage space. Triowood offers a load capacity of 30kg, suitable for a wide spectrum of applications.

Triowood’s design is based on matured and proven technologies from Triomax. Sliding performance is consistent even when fully loaded.

The integrated soft-close mechanism automatically adapts to the closing speed and drawer load, ensuring a perfect close every time.

The full extension runner offers an ergonomically friendly environment for its users, especially in the lower section of cabinets. The full contents of the drawer are visible where

retrieving and storing of contents are unobstructed. Operating noise is kept at a minimal with smooth sliding performance and the integrated outstop dampers, which minimises noise when the drawer is fully extended.

The locking device installed on the wooden drawer locks it to the drawer runner preventing accidental pull out of the drawer from the cabinet.

Hidden from sight but strategically placed, the locking device permits the drawer to be easily removed when required.

A series of divider panel, lateral divider, railing and cross railing assist in organising the contents of drawers.

The attractive designs and finishing compliments the drawers while keeping them organised.

Triowood truly preserves the natural beauty of wood furniture and provides the best functions of what a modern drawer runner has to offer.

HARN www.harn.com

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THE AWISA MAGAZINE salEs

by Simon Hodgson

worth it?

Kitchen industry sales managers – are they really

THE SAlES MANAgER’S ROlE is to develop a highly skilled and productive sales force. In the end, nothing else will matter as sales are the life blood of any and all organisations; and if the act of selling is not diligently pursued then the organisation will be in trouble.

Therefore, most organisations will employ and sometimes pay a handsome price to those who can sell. If a sales dictionary existed we would call these creatures, who accept the company’s shilling any of the following: sales executives; salesmen; saleswomen; account executives; account managers; business development managers; business development executives; etc. For those with egos, and there are many, the word ‘senior’ will often precede the sales role title… as if the customer is going to be impressed that they are dealing with a ‘senior’ salesperson… for whose benefit is the word ‘senior’ added?

The company’s sales people, the collective noun – are responsible for ensuring the company has the sales it needs to pay its way. But are they really worth it today, what do they do, is the role that important that they should be retained, or is there a better way?

All companies need a certain level of sales, often called a sales target, which will make them happy. If the sales folk attain the target then the company does well.

Generally sales management will ‘divvy’ up the target and give each their own target; well, most do.

Therefore each salesperson – the generic singular noun for all sales

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folk – will have their individual sales target to attain. In most companies good things happen if over attainment is achieved – the commission payments accelerate; meaning the salesperson’s pay increases at a higher rate of accumulation after the target is attained. Therefore it is in their interest to overachieve their target.

And for those business owners out there, don’t make a big deal about paying commissions, or worse, delay commission payments – it is the worst form of inspiration you can deliver to your sales manager and the team below them. (It’s closely followed by “sackings will continue until morale improves”!)

And that’s the common goal. The company wants sales to attain target and will pay even more money if they over attain. Each salesperson wants to attain target and most will want to over attain. Unfortunately there is often not enough focus on those wants. The ‘want’ is so basic – achieve target – it is frequently taken for granted that is what everyone is focused on. Sales management is in place to herd the salespeople to achieve the common goal – attain the target.

I have often thought, when pondering sales management what it would be like if email was taken away from everyone, I wonder how much more productive people would become. They would have to find something else to do with their time. Equally, I believe that often spread sheets should be taken away from sales management. This will give them the time to focus on the one fundamental thing they should do…

get each and every member of their sales team to ‘show how they will be making their number.’ By showing; the salesperson has to name the deals that they will close. None of this hiding behind pipeline factoring dribble; but real forecasting: naming the deals that will close. The sales manager then tests the plan to make sure it is real and by so doing adds value. If there is a gap between forecast and target the sales manager discusses how the salesperson will be making the gap up.

Sales management is really that simple – make sure every member of the team can show how they are going to make their number – and everything else flows from there. The two primary responsibilities of the sales manager is to achieve the company’s goals and to develop the people reporting to them.

Many sales managers operate without a sales management process. This is critical as without such a real plan the role you must deliver will be lost.

I spoke to three prominent sales managers from our industry, Rex Hirst from Let’s Talk Kitchens in Melbourne, Sue Hasler from The Kitchen Group (Sydney Kitchens, Wholesale Kitchens and Freedom Kitchens) and David Jackson from Kitcheners Kitchens, both from Sydney.

I started by asking Rex Hirst his views on the sales manager in 2011.

“I think some of the most important things in management generally and sales management, in particular, would relate to staff mobility, consumer laws and lack of loyalty and commitment that is seen in industry today.”

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THE AWISA MAGAZINE salEs

influences our lives, very few salespeople have a truly 9 – 5 lifestyle like they did years ago. Today a good sales manager needs to have his people aware that whether they like it or not, (or their partners like it or not), they are almost 24/7 salespeople today. This places new and unexpected pressures on staff and management alike and has to be accommodated.

“People are very much more dollar driven, they tend not to join a company and see themselves staying there for 20 years, as their parents did, they are always looking for the greener grass across the next paddock, so, in no particular order, I suggest: 1. Because the market is much less forgiving than 10 years ago, the sales manager absolutely has to find and develop better people today. The margin for error is much smaller, near enough is no longer good enough. 10 years ago he might have gotten by with say, a team of 10 salesmen, with 2 top producers, 5 average and 3 constantly being turned over, given the cost of training and narrower margins, I think that’s no longer an acceptable mix.

The difference between the high achievers and the rest today is directly related to how good are they and most importantly how well you are at keeping them.

2. Creating an environment that helps retain very good people, once you’ve found them. You must find them, train them, reward them and provide an environment that helps them feel part of “the family”. If it’s just a job, they’ll eventually leave.

3. Ensuring the modern salesman is a relationship builder, because that’s the key to sustained success. It always has been, but is more important than ever. It’s no longer “Wham, Bam, Thank you Ma’am” in the 21st Century.

4. Make sure they are communicating in a way that is factual, accurate and doesn’t damage the brand. We live in a litigious society. The days of cowboys are gone forever.

5. Because of the extent to which the internet

6. Because staff turnover is so much higher today than yesterday, the reporting systems have to be better, more thorough and more user friendly, so as to make sure that no matter who is seeing the client, the organization always knows, what, where, when, who, how, why in relation to every client, no matter what salesperson is calling on them. In days gone by, the same person might have been seeing them for 10 years or more, today they might have 3 different people each year.”

In summary of all the above, a sales manager in 2011, probably needs to be a friend, confidante, teacher and policeman to his/ her staff to a much greater extent than in years gone by, if they are to retain their good people. This is the real challenge today.”

David Jackson from Kitcheners Kitchens offered his view on the major changes in the past ten years and what a sales manager must be to survive today. He states that:1. There is a much wider range of product available 2. Stone tops and glass splash backs much more popular.

3. His clients continue to shop around for better prices more so than ever before.

4. His clients are able to shop on the net with ease and with a growing level of confidence.

5. There is undoubtedly greater competition 6. And clients are more aware of sales closing techniques.

And just to prove that a sales manager’s role isn’t quiet and uneventful he lists the five things he has to do and be on a regular basis: Disciplined, self-motivated, analytical / methodical, manage time effectively,

firm but fair, goal-focussed, empathetic, decisive , technical, creative, leadership, communication skills, ambitious, hate losing, negotiator, persuasive and tough. (I’m really glad he only had five things!)

Sue Hasler of The Kitchen Group in Sydney says sales managers today are competing for skilled people and need to place higher importance on recruiting, quality training and coaching to retain the best people. Here are her five tips to successfully managing sales staff: 1. Find incentives that not only encourage loyalty but also add value to the business, the team and the individual.

2.

Recognition is a great motivator so use it often. It’s not just for the highest performers - recognise improvement, effort and good attitude as well as results.

3.

Don’t assume what drives people and performance, you have to ask. Seek and receive feedback often and when you do receive feedback acknowledge and act.

4. Communicate career opportunities and discuss a career path. People make up their mind to leave an organisation approximately 6 months before they actually resign, often for reasons that could easily be resolved with clear communication.

5. Lead and invest time in understanding what leadership is. Lead by example and have empathy with your team.

The sales manager must learn how to lead and motivate his or her team for success.

Driving revenue is one thing that the sales manager carries as a heavy burden. He or she has to plan training, observe teams in action, coach, mentor, attend meetings, run reports, do projections and forecasts, possibly take on marketing and PR roles in smaller companies, and even with all of this most you could add on 10 more things under “other duties as assigned” that have little to nothing to do with being a sales manager.

The following outlines some key areas that should form the basis of the daily routine of the sales manager.

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THE AWISA MAGAZINE salEs

• Have your role clearly defined and understood by not only the design team but company directors • Building a sales force that sells - recruiting and selection techniques that ensure you only recruit a high performing sales force • Interviewing and selection of potential designers • Hiring career designers versus using lifestyle designers • Sales coaching - know “what” to coach and more importantly – when • Reducing burnout whilst getting the most out of each sales staff.

• Keeping top producers producing • Developing a career path for key sales professionals • Projecting future sales • Managing your sales team so they feel they are managing their own pipeline • Creating sales territories versus client types • Managing call frequencies • Establishing a strong and achievable sales culture The opinion of many, myself included, is that if you want to be successful, you only have one real job, and that is to facilitate an environment that maximizes sales productivity. To do that, sometimes you have to look at things a little differently. You should view the primary role as making sure that in an organisation with 14 separate people (ie not married to each other) 14 families get fed. Never worry about your own goals because you should be aware that if 80% of your team can hit plan you will have grossly exceeded your own plan. With that in mind, your entire focus is on the team and making sure everyone on it is in the best possible position to be productive, and removing anything that hinders that.

It sounds simple, but you have to take this to extremes, what if the thing that is hindering a sales team of 10 people from producing at peak performance is your current very needy, drama filled top producer? Well often the best option is to eliminate them. Life as both a sales manager and a member

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of a team is a lot better when there are no prima donnas that feel they are above the rules and are making others lives miserable in the process. Most people have enough stress at work just performing their own sales duties and do not need the extra stress of another’s personal burdens as well.

When I talk about the prima donnas, I am not referring to someone who is simply going through a rough patch, this I can help them work through. A prima donna refers to someone who is a constant problem and drain on my team. This is the type of person who comes in each day with a “woe is me” or “I am the center of the universe” attitude and feels that everyone else should share in their misery or bow down to them.

Your goal as a sales manager is to eliminate drama, coach, mentor and lead… everything else you do is secondary to that. Every member of your team should know that they are the most important thing in your day and that you would rather be helping them than anything else you do.

Finally, this does not mean you stop forecasting and doing the other things you do, it is about shifting priorities not responsibilities. so ask yourself the following?

• What is your relationship like with your current team?

• How do you spend your day?

• What can you eliminate from your sales environment or process that will improve productivity for everyone?

• What can you do now to make sure every member of your team understands that their success is the most important thing to you?

• Do you have a regularly scheduled one on one coaching session with every team member every week? If not why?

• Reflect review and implement!

Perhaps nothing is as confusing to you as the sales manager as the seller who blames his poor performance on you.

If this happens and that sales person truly believes this, you have failed on

that point. Never allow yourself to be put in a situation where they feel you have let them down by your own inaction – ensure at all times you have done (and have been seen to have done) all you can to have assisted them in the procurement of a sale.

One way to ensure you continue to provide continual support is to give them the tools to review how you as the sales manager are acting as their guiding hand. This will ultimately ensure that: • You provide the support you said would happen • You continue to be seen as being “on their side” • You always challenge them and ride them • You continue to motivate in difficult times • You accept some failure but not all failure

So are they worth it?

We have some exceptional examples of good, even great sales managers in our industry, people who have for years had the opportunity to see the changing face of kitchen and bathroom retail and reacted to that change. Those who fail to recognise the changing needs of their customers will forever be the weight on the chain that drags a business backwards and away from being a competitive force in the market. Those who manage staff, consumers, suppliers, product and general managerial issues the best, are those who will always be in demand and provide their selected organisations with the revenue to grow their businesses. ■

THE AWISA MAGAZINE sToNE

Automation of stone working machines With the rapid growth of engineered stone in use for kitchen bench tops, manufacturers have responded with the development of highly automated machines capable of continuous high production with accuracy and certainty.

Unlike natural stone, engineered stone offers advantages of uniform thickness, dimension and most importantly colour consistency. These features have enabled the development of sophisticated CNC saws and multi function work centres typical of those in common use in the post form industry.

CDK Stone Australia has just introduced a new innovative CNC saw called Egil 36 CNC which features an inbuilt vacuum lifting device with intelligent software to manipulate slabs and sawn pieces during the cutting cycle. This innovative technology enables a complete job to be cut without over cutting and the need for operator intervention to move the sawn pieces.

Features of the new EGIL saw include full 360 degree rotating head, automatic head tilting to 90 and 45 degrees for mitre cutting, colour screen with USB and LAN connectivity, Mini CAD system where the machine is equipped with a camera to take a photo of the slab to be cut – dxf files are then simply dragged and dropped into place by the operator on the touch screen, optional router tool holder for 2D or 3D milling and Tele service via internet connection for remote fault diagnosing and software upgrades.

After primary sawing of the slabs all the detailed work can be carried out by a multi function work centre.

CDK Stone offers from Thibaut (France) 3 and 4 axis CNC machines with automatic tool change, up to 36 tool positions.

The Thibaut T812 v3 mono bloc CNC machine is quick to install or relocate and performs fully automatically all of the different process necessary to produce a complete finished bench top including sawing, milling, shaping, profiling, drilling and polishing.

The T812 machine features a Thibaut patented automatic pressure adjustment enabling production or textured finishes such as leather and bush hammered as well as polished surfaces.

Other standard features include dynamic tool compensation for tool wear, laser to simulate tool trajectories and positioning of vacuum pods, automatic measurement of the stone slab thickness with automatic tool compensation, a tool library able to store in the software working parameters for up to 150 tools and Tele service via internet for remote fault finding.

All the functions of a modern business can now be managed by custom software such as Sekon which integrates all of the process’s including digital measurement on site, translation to CAD drawings for preparation of quotations and machine programming, invoicing, stock management and scheduling for final delivery to site and installation.

CDK STONE AUSTRALIA www.cdkstone.com.au

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Saw-storage combinations from a single source ...

• reduce costs • optimise the material flow • allow a clear overview of current stock • ensure gentle handling of material • are ergonomic, save time, prevent errors • pay off from 30 panels being cut a day • Saw and storage system are perfectly matched, they “speak the same language” (100% compatibilty of software and hardware)

A company of the HOMAG Group

HOMAG Australia Pty Ltd 6-8 Tasha Place Kings Park NSW 2148 Phone: + 02 88652700

Anz_Australien_Saege_Lager_RZ.indd 1

09.02.2010 15:49:35 Uhr

49:35 Uhr

THE AWISA MAGAZINE PRoducTIoN

Homag invests in transport chain production For over 30 years, Homag has made sure of a consistently high standard of workpiece quality by insisting on in-house production of the chain links it uses in its edge banding machines. Now the company has gone the extra mile by investing in a fully automated production plant for its parent manufacturing location in Schopfloch. For the manufacture of truly premium class furniture, every single machine component has to comply with a stringent standard of quality. With this new investment, Homag is reaffirming its competence and its position as world market leader in the field of edge banding machines.

One customer benefit after another Quiet running of the transport chains used in machines and reducing vibration to the absolute minimum are underlying conditions for the production of top quality workpieces. Here the chain link plays a central role. Homag insists on safeguarding production quality by producing its chain links in-house. The benefits are obvious: the special technique used eliminates potentially crucial quality issues such as varying length of chain sections. The result: far greater production accuracy and more precise workpiece machining – even at feed rates of up to 35 metres per minute. The strict quality control system does not tolerate any quality differences between the individual chain links, a factor instrumental in ensuring the quality of the workpieces. The exceptional tensile strength of the material used ensures a long service life for the entire block link chain.

Fully automated production process

trust is good, control is better Precision is the watchword. To guarantee 100% adherence to the stipulated standard, a quality check of all the relevant measurements is performed as the last stage of the process. Any deviation brings the process to a standstill. tolerance has its limits The finished chain links are first assembled to form sections a metre in length. This is done using a fully automatic assembly process permitting assembly output levels of up to 20 metres per hour. The production plant joins the chain links and connects them using bolts. The metre sections are then gauged and placed in intermediate storage. The chain sections are then joined to create the complete chain. By optimum pairing of chain sections, it is possible to manufacture chains for a double-sided machine within a dimensional tolerance of just 3/100 mm. At the end of the assembly process, the chain pads are screwed on and the chain is subjected to a final height gauging process. Here too, a 100% quality check is carried out.

Top: A single chain link Above: Transport chain Below: The fully automated plant

exchange made easy Another major benefit of Homag transport chains is their facility for simple exchange of all the individual parts. This keeps plant downtime and costs to an absolute minimum.

Homag has been producing its own chain links for around 30 years. Its long years of experience and growing fund of expertise in the field ensure that this component of focal importance for the production process is manufactured to an exceptionally high standard.

HOMAG AUSTRALIA Phone 02 8865 2700 www.homag.com.au

A blank made of special high tensile strength material is sawn to length and inserted into an indexing machine by a handling robot. This blank is machined in 4 different work stations using 5 machining units in 42 individual machining steps to produce the finished chain links. A variety of milling, drilling, thread tapping, reaming and complete deburring operations are performed on each workpiece. The configuration of this sequence and use of precisely the right tools form the basis not only for an assured production process but also adherence to the cycle time of 55 seconds stipulated in the target specification.

This operating sequence ensures that every slot in the indexing machine is occupied, and that parts are being machined at all the work stations at all times. Every year, the production plant produces around 150,000 – 200,000 chain links.

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THE AWISA MAGAZINE ExTRacTIoN

Felder clean air dust extraction a solution for dust problems All too often CNC machine users get supplied with an internal dust extraction unit that just doesn’t perform. Felder’s Clean Air dust extraction units are available for single machines to entire workshops, and Felder can also design and supply piping systems.

The RL Clean Air dust extractors have been designed to be placed directly in the workshop. The problem with traditional internal dust extractors however, is the amount of dust that is returned in the air. Even with a badly designed external system, the amount of residual dust in the workshop can be unacceptable. This can affect both health and productivity. With an RL from Felder, 99.9 % of the dust particles are removed leaving less than 0.1 micron remaining. Naturally these effective extraction systems may also be placed in a suitable location outside the workshop These figures are not something that Felder has plucked out of thin air. Prior to going into production in Austria, the machine was fully tested and certified by the German Government Health Department.

The testing is standardised and the measurements taken under the most difficult conditions. They use quartz dust as the media, and the machine has about 6 metres of flex hose with 4 ninety degree bends. The test goes on for about 1 hour and then the CFM and air quality measurements are taken. The result for the RL is a H3 clean air qualification, definitely one of the highest in the industry.

Why the concern over dust particles?

The RL Clean Air dust collectors were developed in response to the very strict German indoor air quality standards.

These standards were developed due to the high incidence of nasal cancer in woodworking shops where the exhaust air from the

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collector was returned to the shop. It was found that these small, even sub micron particles would irritate the nasal passages and cause cancer in a higher than normal percentage of workers.

The problem is that getting nearly 100% efficiency in particle removal plus the power to operate doesn’t come cheaply and the various manufacturers can only do so much to keep their price points in the range they desire. The RL Clean Air systems are not inexpensive, but they do clean the air so manufacturers don’t have to worry about microscopic dust particles being exhausted back into the shop.

Machine design and engineering The design of the RL Clean Air dust collector is different from most on the market. Most dust collectors draw the chip and dust laden air through the ducting and past the fan. The chips then fall in the bin and the dust laden air is blown through the filters.

With the RL, the fan is mounted at the exhaust end. The chip laden air is pulled into the collection chamber, vacuum pressure is used to pull the chips into the bin, at the same time the dust laden air is filtered through the filter bank and pulled through the fan and exhausted.

Machine power A lot of performance data that is presented by various manufacturers are based on the fan turning with no resistance, i.e. ducting, hoses.

However what manufacturers should concern themselves with is how the machine performs while removing material from machines like a spindle moulder or planer. This is difficult to judge from simply reading through the various catalogues. To get a real idea of the power of the machines, speak to Felder to see if there is a customer nearby with a similar setup.

power and efficiency in a compact package Besides the power and near 100% efficiency of the RL range another big advantage is the compactness of the units. The footprint of the RL 160 for example is only 780 mm wide by 1560 mm in length. The height with the noise dampening muffler mounted is around 1700 mm.

This is a big benefit for shops with relatively lower ceilings. The machine is on heavy duty casters, which provides the means to easily move the machine away from the wall for easy access when doing routine maintenance.

Another plus of the RL’s is the ease of changing the chip bags. The RL 125 has a single drum holding 200 litres, while the RL 160 and 200 have a chip volume of 2 x 200 litre drums.

To remove the bins raise the bar on the front of the machine and pull the bins out from underneath. The bags can then be lifted out and the chips disposed of.

The overall care and maintenance of the RL‘s is pretty routine. The cleanout handle should be given a few good pulls before work starts. There are a series of brushes attached to the handle that give the filters a basic clean. This keeps the machine performing at top efficiency.

Automatic jet air clean systems are available on larger models.

FELDER GROUP AUSTRALIA NSW 02 4735 1011 QLD 07 5543 5599 VIC 03 9018 8346 WA 08 9209 3055

THE AWISA MAGAZINE NEWs

New owners for Benchfab software Benchfab is the bench top manufacturing drawing program that enables users to layout bench tops and quote the production costs. It enables the manufacturer to handle all aspects of the production by batching tops together to optimise board and laminate orders efficiently.

It can also send the outputs to CNC program parametric files so that the CNC program can generate the programs for manufacturing, such as joins, routering and cut-outs. Benchfab will also organise and facilitate the stock levels of laminates, off cuts and board.

The beauty of Benchfab is that it saves time. Customers can be supplied with an accurate drawing, with cutting list if needed, so that the customer can double check all details are correct and then give the go ahead. Once the go ahead is received, almost all aspects of the production are handled by the software with computer level accuracy. The program can integrate with Cutrite optimising software and most CNC machinery. Benchfab is now owned by Proform in WA on 08 9209 6200.

Limited space?

Hideaway Compact Bins are a stylish and practical solution from Hideaway Bins by Kitchen King.

The Compact range is designed to fit into small spaces, making them ideal for use in apartments, kitchenettes, bathrooms, laundries, offices, motor homes or any limited space environment.

The innovative bin slides away under the bench and is completely hidden from sight until needed. Designed to allow air flow in the unit, it makes the range especially ideal for use in bathrooms and laundries, as airflow is essential within these environments.

The units are made to the highest specification with componentry made from zinc treated steel that is powder coated for durability. Buckets come in different sizes and configurations so there is sure to be a solution for any need.

Buckets are made from a recyclable, food grade polyethylene plastic and include liner holders to hold the bag liners in place.

For the names of distributors visit the manufacturer’s website.

KITCHEN KING Freecall 1800 042 642 www.hideawaybins.com.au

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Vale Doug Upham During the 1990’s one of the regular participants at the AWISA exhibitions was Doug Upham of Fletcher Machinery.

Doug was well known to many in the aluminium and woodworking industries.

Doug passed away in April this year after a long illness. Doug started his career as an apprentice with Commonwealth Aircraft and later with Hawker de Havilland, qualifying as a first class metal machinist. He was attracted to the machinery supply side of the metal working industry and worked in sales for companies such as H.P.Gregory and Fletcher Machinery. When the Fletcher organisation decided to get out of the machine tool business, Doug and some partners purchased the business.

Fletcher Machinery, best known for the distribution of Elumatec aluminium machinery, traded for a further 26 years until Doug decided to sell the business in 1999.

Upon retirement Doug and his wife Helen moved to the Central Coast of NSW. AWISA would like to pass the association’s sympathies on to Helen.

THE AWISA MAGAZINE maNufacTuRE

Improving commercial office furniture manufacturing performance and efficiency Greater reliance on IT systems in today’s offices has given rise to a fundamental rethink about office design, ergonomics, efficiency, commercial furniture and fit out.

In the forefront of this thinking is savvy South Australian company Computer Furniture Industries (CFI). Setting trends in commercial office furniture design, manufacture and fit out, the company has caused a stir in the industry with its purchase of a complete automated Anderson flat-bed router system. With its component labelling line and infeed table, the system is the first of its kind to be installed and operating in a South Australian commercial office furniture manufacturing business.

Formed in 1985 and now with about 20 employees, CFI is very alert to the extensive use of computer equipment in today’s modern office.

Director Kirsty Harris says the company is able to offer customers an integrated furniture range that incorporates style, function and value for money.

“Our range comprises screens, workstations, desks, chairs and various furniture products that can be supplied individually to stock sizes or custom made. Creative use of office space, in response to changing requirements is essential in today’s corporate environment and we work with our clients to ensure that they can optimise this space and work efficiency,” she says.

CFI supplies many government agency offices, hospitals, local councils, universities and other education campuses and is now expanding its manufacturing activities into kitchen and bathroom design, cabinet manufacturing and fit out.

Fellow director Brenton Watson says the company recognised the need to improve its manufacturing performance and factory production throughput.

“So after visiting a Wood Tech in-house demonstration day, I did my own research.”

CFI purchased an Anderson Andi Selexx label printing automated flat bed system. “Our Andi line is a complete system – from loading to component labelling - not only to assist the manufacturing process, but deliver fool-proof fit outs.”

THE WOOD TECH GROUP Phone 1300 738 663

“Wood Tech supplied us with a fully commissioned turn-key machine and we have been very pleased with the backup training and technical support,” says Brenton.

Brenton confirmed their new Anderson router is assisting the company’s work flow and productivity.

“We recognise that achieving quality, cost competitiveness and manufacturing productivity targets are extremely dependent on using modern performance-based CNC machinery and the Anderson does the job well.”

Owner of South Australia’s GB Machinery, trading as The Wood Tech Group, Geoff Bails, says he is proud of the productive collaboration between his company and CFI. He is also pleased at the way the Anderson router has assisted the company’s business performance.

Geoff says the Andi Selexx series offers the best price and quality ratio of any CNC router on the market today. “Heavy duty, high precision Anderson Andi routers are proven in high production manufacturing situations and are noted for their solid construction, high quality components and machine characteristics.”

“The Andi Selexx series has been developed specifically to satisfy clients demanding the utmost in technical quality and reliability in CNC machining.”

No doubt commercial office design and manufacturing enterprises in South Australia will be watching the performance and efficiency benefits the Wood Tech and CFI relationship generates with considerable interest.

Top: The Wood Tech Group’s Geoff Bails with CFI Directors Kirsty Harris and Brenton Watson – a relationship to improve commercial office furniture manufacturing performance and efficiency.

Above: CFI expanding its design, cabinet manufacturing and fit out activities into kitchens and bathrooms.

CFI offers customers an integrated furniture range that incorporates style, function and value for money.

Brenton visited a number of South Australian Wood Tech customers to independently check the performance of flat bed CNC routers and ask some tough questions.

“Without exception those I spoke to were enthusiastic about Anderson routers - their performance, reliability and value-for-money.

Lack of downtime was mentioned repeatedly.”

“These visits convinced me that the Anderson flat bed router was what we needed,” he says.

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THE AWISA MAGAZINE sofTWaRE

HPP + Cabinetmate = success Gold Coast based HPP Group is a company specialising in cut to size and postforming benchtops. HPP has gone through a major business growth over the past four years even while Australia was in the midst of the GFC. One of the reasons for the success of its cut to size operation was the introduction of an online quoting system made by Cabinetmate. This system saves cabinetmakers time entering a kitchen order as well as reducing the time spent to process the overall job at HPP. This unique and clever web-based ordering system processes the complete order so all the operator needs to do is optimise the board, saving valuable processing time to produce jobs.

Cabinetmate was developed by Australian cabinetmakers for the Australian market and has revolutionised the way forward for cut to size companies. Ten years ago, everything was processed by tedious cutting lists and then cut on beam saws and panel saws, with time consuming programming to carry out any drilling requirements.

Cabinetmate now changes that forever. It only takes cabinetmakers 15-20 minutes to completely order a kitchen online. With a built in estimating package as standard, cabinetmakers know exactly what the price is for the kitchen without having to talk to the cut to size company.

HPP has called its version of Cabinetmate, Cabinet Pro and the company has never looked back since its release over 4 years ago.

Cabinetmate now efficiently processes well over 80 kitchens per week at HPP via the online ordering system, which has seen the customer base grow to over 300 on-line users.

Managing Director Paul Lathouras, who joined the HPP Group in 2005, directly relates the significant growth of HPP to the investment in Cabinetmate and the online access it provided.

Coming from one Anderson CNC router, HPP grew to three CNC’s alongside OTT and Homag edgebanders. The company has also increased production with night shifts to keep up with

the workload. Paul comments that without the Cabinetmate program HPP would never have taken off the way it did, and it is now an integral part of the business.

Cabinetmate also offers a comprehensive hardware range within the program incorporating both Hettich and Blum hardware brands.

The HPP Group also have a modern postforming facility supplying laminated panels and benchtops to the industry.

Recently the group also introduced a commercial division supplying major projects such as the new Gold Coast Hospital and the Brisbane Law Courts with laminated and veneered wall and ceiling panels.

HPP GROUP www.hppgroup.com.au CABINETMATE www.cabinetmate.com.au

I want to Hettich my workflow with Cabinetmate Hettich Australia has partnered with Cabinetmate to make your workflow as efficient and cost effective as possible.

With Cabinetmate, cut-to-size operators will: • Automate quotes, costings and cutting lists • Increase capacity and waste reduction • Eliminate human error in processing data • Direct enter to CNC equipment with mapping Save time and money by integrating Hettich furniture hardware into your workflow with Cabinetmate job processing software.

For more details phone 1300 579 919 or email sales@cabinetmate.com.au

HTC3444_AWISAad.indd 1

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27/05/11 5:12 PM

THE AWISA MAGAZINE WINdoWs

Fairoak Windows – quality inside and out When Cled Richardson moved to Australia from Lymington, England in 2003 he was surprised to see the type of windows being produced here. Being a wood machinist by trade with a solid background in the design and manufacture of solid timber windows and doors, Cled immediately saw an opportunity to offer an alternative to the typical Australian door and window available in the local market place.

Cled moved into a small factory in Hoppers Crossing, VIC in 2004 and began with a small 5 head Weinig Profimat 22N moulder, producing timber windows. “Fairoak Timber Windows” was born…! While the Profimat 22N is at the heart of many a joinery in Australia and in fact around the world, Cled knew that with his background in the UK/European market, it would not be long before the impact of energy efficiency demands would affect the design of timber windows in Australia.

The Profimat would need an upgrade. Being familiar with the Weinig UniControl machines from his UK background, Cled contacted Weinig and was soon in discussion about a new Weinig UniControl window centre.

Fairoak Timber Windows specialises in 100% double glazed windows that have a 16mm air gap, all housed within a thick 57mm solid timber frame with European hardware. The thermal efficiency and acoustic rating of these units means windows from Fairoak are always in demand.

Having a quality window product out front, and the high precision productive machinery behind him, Cled can produce an impressive amount of windows with short delivery time with only a two person manufacturing operation. Cled takes the view that the price of the machinery is only a small part of the process – it is the low cost of the whole operation that is the key to success.

MICHAEL WEINIG AUSTRALIA PTY LTD Phone 02 9609 5911 www.weinig.com

The UniControl 6 was the model settled on as being most suited to Fairoak, rather than the larger UniControl 12 or 15. The UniControl 6 takes care of all lineal machining of the window components, as well as producing perfect quality end profiling to create the open mortise (or slot) and tenon. Even complex end profiles with double tenons or radiused counter profile work can be accomplished on the UniControl 6. The built in window software allows the operator to simply use the touch screen to choose the type of window being produced – such as awning or casement, enter the width and height, and the UniControl sets itself to the correct position, and prompts the operator to enter the work-pieces in the correct sequence.

The UniControl 6 can produce 1-2 components per minute and Cled claims that the machine can produce 40 window machining hours of work in just 8 hours of machine operation.

This is a staggeringly efficient and productive machine. With the Weinig Profimat 22N, the Weinig UniControl 6 and the recent purchase of a CNC mortising machine (also available through Weinig), Cled states “…you cannot seriously be in the window manufacturing market without these machines…”

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THE AWISA MAGAZINE sofTWaRE

Homag eSolution: from first draw up to the final product CaD/CaM software for Homag Group machinery The software WoodCAD/CAM by Homag eSolution is made for joiners and the furniture industry as well, that are producing with machines of the Homag Group. The software creates reliability in the order and manufacturing process from the first draw up to the final product, from costing up to order, from parametric design and free-shape modeling of furniture and components in 3D up to CNC data.

Design in 3D Parts and components will be designed to new furniture with just a

few mouse clicks, whether the user is planning carcass furniture with variable dimensions or highly customised designs like individual counters with all fittings in 3D. Every design modification will be realised quickly and easily, intelligent fitting libraries are available in a permanent up-todate catalogue. Planning and design results are shown in photorealistic presentations for sales purposes to visualise individual furnishings.

Simultaneously WoodCAD/CAM creates all drawings in 2D and 3D, which contains all details to communicate with architects, owners or clients.

The system includes an integrated order and project management. It guarantees cost transparency from

Hang up your tools.

Learn more to earn more and jump ahead of your competition by specialising in kitchen or bathroom design.

material and manufacturing costing up to sales offers, too.

Design-to-Machine The software generates CNC data, barcode labels, BoM and cutting lists fully-automated directly from 3D design. It considers all parameters including tool assignment, pattern of drilling, speed of rotation, and feed.

The software provides all current Homag Group machinery such as processing centres, throughfeed machines and panel-sizing beam saws.

HOMAG AUSTRALIA Phone 02 8865 2700 www.homag.com.au

As specified by kitchen manufacturers, architects & furniture makers.

A necessity for anyone working with wood.

> Specialist training in kitchen and bathroom design, Certificate IV in Design of Kitchens, Bathrooms and Interior Spaces > Upgrade your current skills and/or qualifications through Recognition of Prior Learning > Flexible study – study when you want with support when you need it > Courses are run by qualified, experienced trainers who understand you and your business

Courses available across Australia – call now 07 3505 7100 or check out www.designertraining.edu.au Ornamental Mouldings & Decorative Trims Designer Training is a registered training organisation (RTO) delivering training to the kitchen and bathroom industry

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SALES ENQUIRIES CALL 1800 819 120 www.jadenmouldings.com.au

THE AWISA MAGAZINE machINERy

FineCut Joinery - cutting evolved Located in the south western regions of Sydney stands a shining example of how smart investments in the right machinery and adherence to quality can come a long way. Founded in 2004 by industry veteran Daryl Black, FineCut Joinery’s work can be found in the showrooms of some of the biggest names in appliances, and retail chains such as Harvey Norman and Domayne.

Not long after the inception of his new business, Daryl quickly saw the need to upgrade his cutting solution to keep up with the demand for his shop fittings and displays. Over the next few years, FineCut Joinery moved from an Altendorf WA80 machine to an Elmo 4 C.A.T.S flagship, a traditional cutting solution that provided both unparalleled cutting quality as well as productivity.

Due to the nature of his work, being mostly shop fit outs, electronics and appliances displays, routing and cut outs were common feature. With these requirements came the need for a manufacturing process flexible enough to fulfil machining needs while having efficiency comparable with the Elmo 4 C.A.T.S panel saw on straight line cutting.

For FineCut Joinery, the solution came in the form of a Cosmec Fox 48 CNC and Spazio 3D Professional package from Altendorf. No stranger to Nested Based Manufacturing (NBM), Daryl was wary of revisiting the technology at first, “From my past experiences, I’ve found that you really need a robust software platform and support in order to make full use of it (NBM).” Explains Daryl, “the deciding factor this time with CNC was because I was able to get both the hardware and software from a single reliable vendor.”

quickly proved to be invaluable to the business.

“We couldn’t go back to doing things the way we did before,” comments Daryl, “work that would have taken in excess of four days previously using traditional methods can now be comfortably completed in one, and that’s with the same number of staff members.”

You really couldn’t ask for a better cutting solution.

Work that would have taken in excess of four days can now be comfortably completed in one.

While the Cosmec CNC became the workhorse machine on FineCut Joinery’s factory floor, Spazio 3D’s flexibility in interfacing with software onboard the Elmo 4 C.A.T.S also allowed Daryl to perform optimised cutting on the saw without needing extra input into their design and manufacturing workflow. “You really couldn’t ask for a better cutting solution,” says Daryl, “the CNC does the major bulk of the work, while the saw supplements the NBM line with its flexibility in small quantity and rectangular cutting.”

With increased factory floor space nearly double the original size and a strong production team, FineCut Joinery looks to confident business growth providing displays and shop fittings for some of the largest establishments across Australia.

ALTENDORF AUSTRALIA PTY LTD 6-7 Bushells Rd, Wetherill Park NSW 2164 Phone 1800 558 258 www.altendorf.com.au

The Spazio 3D professional package represented Altendorf’s answer for an affordable, comprehensive software solution to streamline and drive the entire process of manufacturing from design to completion. For Daryl, the machine and software combination

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EVERYTHING A KITCHEN NEEDS. The kitchen is the heart of any home. Every piece is significant. From bench tops to fasteners, appliances to handles there are hundreds of suppliers you could deal with. At Nover, we have all the best brands under one roof. Which means you have the confidence of dealing with one supplier with over 50 years experience.

So whether its Appliances, Sinks, Panel Product, Kitchen Accessories, Decorative Products, Components, Shopfitting Products, Hinges, Sliding/Folding Mechanisms, Lighting, Handles, Adhesives, Coatings & Abrasives, Fasteners/Assembly Aids, Tools & Consumables, Wardrobe, Office Furniture, Door Products, the choice is simple.

nofpc1795

CHOOSE NOVER. FIRST BY CHOICE.

www.nover.com.au

THE AWISA MAGAZINE shoW

AWISA 2012 – over a year away but already 70% booked THE AUSTRAlIAN Woodworking Industry Suppliers Association’s next trade show, AWISA 2012 takes place from 11-14 July 2012 at the Sydney Exhibition Centre, Darling Harbour.

Already 70% booked, the show will once again be the place for the Australasian woodworking industry to congregate and learn about everything that’s new in machinery, materials, hardware and software.

Geoff Holland, general manager of AWISA Ltd said recently, “AWISA is extremely pleased with the progress to date. On the machinery side, large areas of space have been booked

by Altendorf, Homag, Biesse and Wood Tech along with about 25 other machinery companies.

Our new AWISA-Design area is already a stand-out success with Blum, Hafele, Hettich, Lincoln Group, Nover, Wilson & Bradley, Artia, Salice, Polytec and Just Stone being among the bigger companies that have already booked.”

exhibiting enquiries welcome AWISA welcomes exhibiting enquiries from any Australian based company, and from overseas companies with Australian agents or distributors. New exhibitors must first become members of the association. AWISA 2012 is divided into three areas, AWISAPanel for panel processing machinery, AWISA-SolidWood for solid wood and timber processing machinery, and AWISA-Design for hardware and decorative products. As the show draws closer, AWISA-The Magazine will publish all the information that visitors need to pre-register, to book travel and accommodation, and details about the companies exhibiting and their products.

AWISA Phone 02 9918 3661 www.awisa.com info@awisa.com

“AWISA has always used a slightly unusual method to market space.

Late last year we invited members to put in early applications and then participate in a ballot that determines the order in which they choose their stands. They are then asked to choose their locations on the floor plan, each having their own turn once the companies ahead of them in the ballot have chosen. This is a long drawn out process and is one of the reasons we start early,” he said. “We have almost completed this procedure, and space will shortly be available on a first-come first- served basis.”

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THE AWISA MAGAZINE coNfERENcE

Invent the future at the KBDi conference this July FOllOWINg EXTREMElY SUCCESSFUl events in 2009 and 2010, this year’s KBDi National Conference to be held 22 -24 July at the Holiday Inn Surfers Paradise, is set to hit new heights with its conference theme ‘Designers – Inventing the Future’.

The event attracts top designers and kitchen and bathroom industry professionals from all around Australia. The two day program provides invaluable opportunities for delegates to hear and learn from speakers with broad industry experience.

And not just industry experience. Key note speaker, Steve Tighe, will ask: “Are you prepared for the future?” Steve is one of Australia’s most compelling speakers on the future and innovation. He will focus on Australia’s evolving values and emerging trends and how these changes are reshaping every aspect of our lifestyles. Steve will demystify the challenges of the future and provide delegates with genuine tools for improving their business performance.

Australia’s most talented designers will be showcased at the Awards Gala Dinner, a glittering event that is definitely the conference highlight, where winners of the DESIGN20eleven Kitchen & Bathroom Awards will be announced.

“DESIGN20eleven National Conference and Kitchen & Bathroom Awards are important, not just for our members, but also for our industry and wider community,” Alex Milne, KBDi Executive Director said.

“Our members’ clients expect them to be highly creative and innovative. They know that they need to ‘keep on their toes’ when it comes to being at the forefront of design excellence. Understanding social trends and how they might impact on how we live is critical to our continued success and ability to meet our clients’ needs.”

Delegates will also enjoy the opportunity to network with their peers.

“Sharing a coffee with someone who is also passionate about design provides fantastic opportunities for professional development and of course, it’s a great way to make new friends in the industry,” Alex said.

More information about the KBDi National Conference and DESIGN20eleven Awards is available at www.kbdi.org.au

Push Open + Soft Close Slides

MonoFlat Lin-X Hinges

All in One System (concealed)

Soft Close A Leading Supplier of Innovative Hardware

Unit 4, 61 Wattle Rd, Maidstone Vic 3012 Ph: 03 9317 9480 Fax: 03 9317 9481 www.eurofit.com.au Email: service@eurofit.com.au

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THE AWISA MAGAZINE Tools

New range of PCD cutting tools Diamond Tooling Australia has introduced a complete range of PCD (diamond) cutting tools to meet the demands of modern CNC machinery and various new composite and wood materials being introduced to the Australian marketplace.

DTA has installed advanced German electrical erosion grinding machinery with other advanced technical equipment at its Sydney plant and can sharpen and service all brands of PCD tooling.

New compaNy briNgs pcD service to australia

DTA not only offers a standard range of PCD cutting tools but specialises in the production of custom profiles. The company offers a range of tested PCD tooling for machining cement sheeting, HPL, FRMDF, acrylic, MDF, plywood, chipboard and all timber products. The company’s policy is to offer both quality and service to the Australian industry.

DIAMOND TOOLING AUSTRALIA 1/25 Iraking Ave, Moorebank NSW 2170 Phone: 02 9602 5999

Advanced equipment to sharpen and service all brands of PCD tooling Quality PCD tools and custom profiles

D.T.A.

Diamond Tooling Australia Unit 1, 25 Iraking Ave, Moorebank NSW 2170 T: 02 9602 5999

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THE AWISA MAGAZINE assocIaTIoN

Australian Woodworking Industry Suppliers Association Limited AWISA

ADVERTISERS INDEX Altendorf Australia Pty Ltd

The Association

AWISA was formed in 1986 by the principal suppliers to the Australian woodworking industry. The main aims of the association are to present industry exhibitions, publish industry magazines, co-operate with other organisations, and to uphold the highest ethical standards and encourage members to do the same.

Membership applications are welcome from Australian based companies, and from overseas companies with Australian agents or distributors that are also members of AWISA. Membership of AWISA includes suppliers of woodworking machinery, cabinet and furniture hardware, panel products and surface materials, portable tools, computer software, materials handling equipment, dust extraction equipment, components, and general plant and safety equipment.

2, 32

Biesse Group Australia

11

Blum Australia Pty Ltd

19

Cabinetmate

60

CDK Stone Pty Ltd

46

Designer Training

62

Diamond Tooling Australia

69

Elumatec Australia

47

Eurofit

68

Fein Power Tools

Insert

Felder Group Australia

57

Furniture Hardware Supplies

Insert

Gabbett Machinery Pty Ltd

41

Gregory Machinery

71

The exhibition has been held regularly since 1988, and attracts furniture manufacturers, cabinet makers, kitchen manufacturers, joiners, shop and office fitters, saw millers, and other wood, timber and panel processing industries.

Architects and interior designers also attend.

Harn

40

Hettich Australia

43

The next event, which will be the twelfth organised by the association, will take place at the Sydney Exhibition Centre, Darling Harbour, from 11-14 July 2012.

With panel, solidwood and design areas, AWISA has created three shows within the event. The association welcomes exhibiting and membership enquiries.

Jaden Ornamental Mouldings

62

Kethy Australia

49

Kitchen King

34

Leitz Tooling Systems

16

Magnum Engineering

39

Michael Weinig Australia

34

Millsom Materials Handling

37

AWISA

AWISA

The Exhibition

The Magazine

AWISA

THE MAGAZINE

AWISA’s new magazine is published quarterly and is distributed free to a database of over 15,000 end users in the industry. AWISA’s editorial policy is to produce quality editorial about business and technical issues that affect the woodworking industry, and to provide members with a means of disseminating information about their products. The association welcomes input from both members and end users about subjects that should be written about in the magazine.

AWISA

The Board

CHairMaN

Homag Australia Pty Ltd

17, 54, 72

Multicam CNC Routing Systems

8, 9

Nover & Co Pty Ltd

66

Solu

69

The Wood Tech Group

12

Wilson & Bradley Pty Ltd

25

Rick Lee Altendorf Australia Pty Ltd bOarD MeMbers Richard Abela, Hettich Australia Brett Ambrose, Blum Australia Pty Ltd Ross Broad, Infurnax Australia Pty Ltd Ross Campbell, Homag Australia Pty Ltd Neil Foley, The Wood Tech Group Ron Smyth, Biesse Group Australia Trevor Wilson, Wilson & Bradley Pty Ltd

DistributiON AWISA – The Magazine is distributed free to a list made up of companies that attended AWISA 2006 and AWISA 2008, plus the client databases of some major AWISA Ltd members.

To be added to the distribution list send an email to info@awisa.com or send a fax to 02 9918 7764. (AWISA Ltd may at some time in the future charge a subscription for personally

General Manager: Geoff Holland Phone: 02 9918 3661 Email: info@awisa.com

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addressed magazines)

The new 3 series is now available!

The highlights:

Standard for all models:

• extended range of models: HPP 350 and 380, HPL 380, HKL 380 and the new HPL 350 with lift table feeding • improved ecoLine technologies for an additional 20% saving in energy combined with increased cutting performance • available in new cutting lengths: 5 600 mm (for HPP 380 profiLine and HPL 380 profiLine) and 3 200 mm • saw carriage: with many of the hightech technologies of the 5 series • enhanced range of optional extras

• window at the height of the pressure beam – for a clear view of the rear part of the machine • 19" touch screen monitor • cleaning doors at the front • clamps with two fingers • automatic cutting height control • manually adjustable pressure for pressure beam and clamps • air tables and machine tables with air jets throughout • 800 mm wide first air table • ergonomic table height of 920 mm

es 3 seri w e n at the d see r products ney n a e Com any othe ralia Syd t and m MAG Aus O the H oom. r Show

A company of the HOMAG Group

HOMAG Australia Pty Ltd 6-8 Tasha Place Kings Park NSW 2148 Phone: + 02 88652700

www.holzma.com

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