ISFA Countertops & Architectural Surfaces Vol. 2, Issue 3, 2009

VOLUME 2 • ISSUE 3 • 2009 • SINGLE ISSUE $14.95

What’s Inside: • Ideas for Turning Your Scrap into Cash

Page 28

• Industry Snapshot - An Outlook on Construction and Remodeling

Page 36

• The innovative concrete work of meldUSA

Page 46

Plus Tips for Solid Surface, PaperStone and Getting into Commercial Construction!

IN T ER N AT ION AL S U R FAC E FAB R IC AT OR S AS S OC IAT ION

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Table of Contents

Fabricating Paper Based Materials Tricks for better results when working with PaperStone.

Page 40

Quartz Surfacing Marches On In spite of the troubling economy, the world of quartz surfacing continues to push its boundaries.

Page 42

The Oversized Island Oversize islands more than 59-in. wide and 88-in. long can be a fabrication and installation challenge.

Dani Homrich with Dani Designs provides tips for fabricating long deck seams in solid surface.

Page 44

Fabricator Profile - MeldUSA Whoever said concrete countertops (and beyond) are just dull and gray?

ISFA member Michael Bustin of meldUSA in Raleigh, N.C., gives us a taste of what can be achieved when the material is put in the hands of some really top flight designers. Page 46

Departments

Table of Contents

h For Cas g in Scraps e money lurkin b ld u o – and ile p p There c ra ightly sc that uns . lot’s of it 8 2 e g a P

ealers tertop S te Coun ating that re c n o C for cre ethods Three m nt finish. a rt o all-imp Page 32

up isan Gro cators The Art stly ISFA fabri o m own line f ir o e p A grou create th to r e th e join tog ucts. ed prod of brand Page 34

06 - From The Editor 08 - President’s Letter 10 - Executive Director’s Letter 12 - Safety Corner

Free Form More than 700 sheets of 3form resin panels were used to decorate the ceilings of a hotel’s Grand and Junior Ballrooms. That is in addition to a “sky is falling” effect of windblown-like 3form panels cascading over the hotel’s two escalators, which feed into the main lobby. Page 48

13 - Calendar Of Events 14 - Industry News 17 - Featured Commentary 18 - Marketing Solutions 20 - Education Connection 22 - Business Solutions

Supplier Profile - Domain Industries How one national distributor draws on its fabricator roots to deliver quality and service to its customers.

Page 60

50 - ISFA News 62 - Product News 66 - Classifieds 66 - Ad Index

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 3

M agazine Credits

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

Please send letters to editor@isfanow.org or to Letters, ISFA, PO Box 179, Lehi, UT 84043 or fax to (801) 3417361 attention: Editor. Include a telephone number and address (preferable email address). Letters may be edited for clarity or space. Because of the high volume of mail we receive, we cannot respond to all letters. Send queries about Countertops & Architectural Surfaces to editor@isfanow.org or mail to ISFA, PO Box 179, Lehi, UT 84043 or fax to (801) 341-7361 attention: Editor.

Contacting ISFA Phone: (801) 341-7360 Toll Free: (877) 464-7732 Fax: (801) 341-7361 About This Magazine Countertops & Architectural Surfaces is published quarterly by the International Surface Fabricators Association (ISFA). Individual copies of Countertops & Architectural Surfaces are available at the non-member “newstand” price of $14.95. Countertops & Architectural Surfaces is also available by individual subscription at the following rates: ISFA non-members, one year (four issues) $30.00; ISFA members, one year free with every membership renewal. Special rates and charges apply for orders outside of the United States. Call for details. To subscribe, call (877) 464-7732. Printed in the United States of America. Copyright © International Surface Fabricators Association 2009. All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission. Countertops & Architectural Surfaces and The International Surface Fabricators Association assume no responsibility for unsolicited manuscripts or photographs. Materials will be returned only if accompanied by a stamped, self-addressed envelope.

For change of address, please include old label with new information, including both old and new zip codes.

Allow 3-6 weeks for address change to take effect.

Periodicals postage rate is paid at the Lehi, Utah, post office as well as others. Opinions expressed by writers in this magazine are not necessarily the opinions of Countertops & Architectural Surfaces or the International Surface Fabricators Association, but rather those of the individual writers.

Postmaster: Send address change to Countertops & Architectural Surfaces magazine, PO Box 179, Lehi, UT 84043.

4 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

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

Photography Provided By: 3form, meldUSA, stockexpert.com, bigstockphoto.com, Kohler Company, CesarStone, PaperStone, Cosentino, DuPont Surfaces, Mory Ludwick, Artisan Group, Samsung, Pangea Quartz, Dani Homrich, Mike Langenderfer, Evan Kruger, Solidsurface.com, and IceStone.

Credits Publisher & Editor Kevin Cole Creative Director Joseph Winters Contributing Editors Russ Lee ISFA Officers Of The Board Sid MacKay, President Evan Kruger, Vice President Hunter Adams, Secretary Ted Sherritt, Treasurer Joe Hoffman, Assistant Treasurer Michael Job, Director-At-Large Kurt Bonk, I.T. Officer Todd Werstler, Past President Russ Lee, Executive Director of ISFA ISFA Directors Mike Nolan, Director Mike Langenderfer, Director Martin Funck, Director Dave Paxton, Director Mike Cook, Director Harry Hollander, Associate Member Rep. Bryan Stannard, Associate Member Rep. ISFA Staff Russ Lee, Executive Director Joseph Winters, Art Director & Web Services Kevin Cole, Communications Director Sandy Milroy, Membership & Event Director Margaret Pettingill, Administrative Assistant Cover Photo: meldUSA’s extremeconcrete creates a stunning counter for Vivo, a high-end restaurant located in Raleigh, NC.

YES, Mrs. Smith.

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Anyone who answers your phone should be able to help your valuable customers instantly.

Call us to find out how Moraware JobTracker software will make your customers happier and bring you more business.

JobTracker 866-312-9273 - www.moraware.com - sales@moraware.com Circle Reader Service #2 on the Reader Service Page or go to www.isfanow.org/info

FromThe Editor From the desk of Kevin Cole, Countertops & Architectural Surfaces Editor & Publisher, and ISFA Communications Director

More than the Sum of its Parts In developing this issue, we put out a call to various industry leaders and asked them to contribute. We wanted to make it all about the people that are in the trenches sharing their tips and their perspectives, and offering the kind of advice and insight that only those who are involved could put forth. We were not disappointed.

I feel very good about what ended up on the pages before you. A variety of ideas and disciplines have been expounded upon, in my opinion, to great success. There should be something for just about everyone herein. And the response was so warm, we received more than we could publish in one issue, so you will see more of these great tips in future issues as well.

While I hope the content within this magazine holds value for you, the real story here is not what tricks you can pick up and what efficiency or fiscal returns you might make by taking the time to investigate one of the processes or projects discussed. The real story is that most of our authors are men and women just like you who have businesses to run, countertops to create and bills to pay, who took the time to share their thoughts for the benefit of us all.

One piece, in reviewing it, struck me as capturing the idea behind it all. It is our “Featured Commentary” in this issue, and it is a short interview with a countertop fabricator who shares her thoughts on the association that puts this magazine together each month. It is an honest and frank dialogue about the history of ISFA, its successes and meanderings, and about its current and future roles. Whether you share the opinion expressed or not, I hope you will read it and explore your thoughts on the subject. You

may like what you find.

Of course not everyone will agree with or implement every idea laid out here, but it is important to keep in mind that your fellow craftsman have contributed generously of their time and effort for a common cause of bettering us all. That is the real gem to be found here that we can all learn from.

I’ve heard time and time again from members of this association that the piece of themselves they contribute to the cause always comes back to them in greater numbers. Take, for instance, the Artisan Group, which you will read about in this issue. Here was a group of solid surface fabricators that met through various ISFA functions and decided to go fly fishing together.

Ultimately, the time they spent discussing their businesses and sharing ideas led to the formation of a buying group that grew into a profitable network covering all of the U.S. and Canada.

I ‘googled’ the definition of “association” the other day, just on a whim, and I think the results that came up are a fitting end to my monologue.

Here are the first six results: • • • • • •

A formal organization of people or groups of people The act of consorting with or joining with others The state of being connected together The process of bringing ideas or events together Affiliation: a social or business relationship A relation resulting from interaction Sounds like a good idea.

As always, I look forward to your feedback.

Sincerely,

Kevin Cole Editor & Publisher kevin@isfanow.org

6 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

No reveals! No overhangs! Just seamless integration!

With Lansen’s ground-breaking patented technology you can now offer your customers nothing but the edge! The new EDGE stainless steel sinks

by Lansen are the world’s first seamlessly integrated stainless steel sinks for solid surface and stone countertops.

Tel: (866) 452-7726 www.lansensinks.com

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FromThe President From the desk of Sid MacKay, ISFA 2009-2010 President and proud ISFA member since April 15, 1997.

Filling Your Glass Is today’s business environment a blessing or a curse?

Is your glass half full or half empty? If you are like me, it can change from day to day (mostly depending on cash flow). About a year ago I heard someone say that we have a “New Normal” and that the “Old Normal” is gone forever. Well, I don’t know about the latter, but there is definitely a new normal. It seems that the better we adjust to this new normal, the more we see our glass as half full.

I do have to admit that our company is a better company today than it was a couple of years ago. We have learned a lot of things that have made us leaner and given us a better understanding of what we are doing. When you are busy, it is a lot easier to throw money at a problem than it is to fix it. But today, with cash being so tight, the only option is to fix the problems.

While this might be painful, it helps make our businesses stronger and in turn puts us in the perfect position to take advantage of the profits to be made when the economy turns around.

As I look at what I have learned over the last couple of years, I have to acknowledge that most of it came from fellow fabricators. I have been able to list more than 30 things that I have learned from my peers. In the space I have here I cannot discuss them all, but I would like to share a few of them to show how valuable these lessons have been.

on some of my building payments. While they only gave half of what I requested, I was able to defer more than $77,000 in payments on my building.

I was also able to get the information needed to convert my sales people from salary to commission from talking with one of my peers. I’ve found that by doing this they are more motivated and all of their sales are up.

And one last thing I learned from a couple of fabricators I met through ISFA is how to have a remnant sale and during the last couple of months we have sold more than $100,000 in material remnants.

These are just a few of the things I have learned because of my membership in ISFA. I feel I have gotten a pretty good return on my investment in the association, and that was just by taking advantage of the networking opportunities. I hope everybody is planning on attending the ICE show in February so you to can learn some of the great things that are available when you make these connections.

From here, I think I would have to say my glass is way more than half full.

Sincerely,

Sid MacKay ISFA President sid@creativesurface.com

One ISFA fabricator I talked with told me that he approached his lenders about re-amortizing his loans. I was able to approach my bank and re-amortize my building and a couple of equipment loans that saved me more than $12,000 a month.

On a conference call arranged by another fabricator I learned how to approach my bank with a proactive business plan and request deferments 8 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

ONE COMPANY MANY SOLUTIONS SEAMS PERFECT… SURFACING CLIP AND ROD ADHESIVES BONDERS Virtually invisible seams on Bonds sink clips, dish

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ITWPLEXUS.COM

FromThe Executive Director From the desk of Russ Lee, Executive Director of ISFA, Charter Fabricator Member (1997) and Industry Partner (2007).

ISFA Certification: The Assurance of a Job Well Done The stark reality of doing business in the 21st Century is that consumers are better informed, more conscious of features and benefits (they want them all) and are almost rabidly price conscious. They are also more time-starved, suspicious and fearful than ever before. But here’s the paradox: iconic brands that charge considerably more for their products and services are mostly holding their own in this fearful, dog-eat-dog climate.

To help illustrate, pardon me if I trot out a cliché.

People are willing to pay more for an iPhone because they believe the brand delivers a certain value, and because they identify with the culture Apple has created for itself. There exists this trustful relationship that transcends almost all the negatives even a protracted recession can throw at it.

Of course, Apple is not immune to the effects of the current downturn, but think about it – if your financial resources are stretched to the limit, do you want to risk squandering your time and money on an unproven entity?

Countertop fabricators could benefit from a brand that inspires confidence in the end-user and is not tied to a specific surfacing material or product. To that end, ISFA has laid the groundwork for the ISFA Certified Professional program, which aims to raise the level of professionalism within the industry. If our efforts are successful, consumers will come to view the ISFA Certified Professional mark as the assurance of a job well done. That translates into a powerful marketing tool for you.

Even though your customers may spend a lot

of time on the Internet researching countertop options, they are still quite fearful of making an expensive mistake by selecting the wrong company to do the work. They want and need assurance of a positive, even pleasurable countertop purchasing experience. In essence, it all boils down to trust.

By concentrating on a fabrication company’s ability to perform and not on technical expertise or material specifications, ISFA certification delivers peace of mind to the end-user. The message is that regardless of the materials used, an ISFA Certified Professional will do what it takes to deliver a quality installation every time.

The implementation process has already begun.

Your association is actively marketing the ISFA Certified Professional program to architects, specifiers, interior designers and end-users through the recently launched Awareness Campaign. You should also expect to see the ISFA Certified Professional logo begin to show up in selected big box stores across the country.

ISFA’s responsibility is to administer and market the program. Your responsibility is to get involved. It’s pretty straightforward really – you need to have all licenses and applicable insurances in place, use fair and easy-to-read contracts and institute a policy for resolving customer issues. It’s all about being the best in the business. ISFA just wants to formalize the process, turn it into a recognizable brand and help you market it to your customers.

The day will come when the ISFA Certified Professional mark will have meaning to specifiers and end-users alike. Don’t wait to become involved. This is a case where being first definitely translates into a marketing advantage.

We could all use a little of that.

Sincerely,

Russ Lee Executive Director, ISFA russ@isfanow.org

10 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

The Official Show of the International Surface Fabricators Association

There’s Nothing COLD About The Industry’s HOTTEST Event.

February 8-10, 2010, Mandalay Bay Resort & Casino Las Vegas, NV ISFA will be hosting a new industry trade show called ICE (The International Countertop Expo) in 2010. ICE showcases the latest products, newest innovations and most up-to-date training for the countertop industry.

Call for more info: (702) 240-1660 Email for more info: expo@isfanow.org

IN T E R N AT IO N A L S U R FAC E FABRIC AT ORS ASSOCIATION

In Conjunction With

SafetyCorner From the desk of David Mack, Senior Account Executive of Schechner Lifson Corporation. www.schechnerlifson.com

Employment Practices and Liability Insurance Employers are faced with more issues concerning employment practices than ever before. With a tight labor market and construction and building slowdown, now is the time to make sure human resource managers are doing everything they can to prevent a steady increase of lawsuits relating to harassment, discrimination, termination, promotion and breach of contract.

What is an employment practices liability claim?

Usually claims are in the form of a written demand for damages relating, but not limited to, civil, administrative, regulatory proceedings or arbitration.

These types of claims now account for approximately 30 percent of all civil lawsuits in the United States. Why are they increasing? The reasons could be an increase in the number of mergers, acquisitions, bankruptcies, downsizing, outsourcing and increased layoffs. Better knowledge and expanded interpretation of the following labor laws are providing opportunities for plaintiffs’ attorneys in this ground-breaking new growth area: Title VII of the Civil Rights Act of 1964 Americans with Disabilities Act (ADA) Age Discrimination in Employment Act (ADEA) Equal Pay Act (EPA) Civil Rights Act of 1991 Family Medical Leave Act (FMLA) Ledbetter Fair Pay Act Fair Labor Standards A The Equal Employment Opportunity Commission (EEOC) reports that 75,428 charges were filed in 2005, 36 percent based on race and 35

percent based on gender. The EEOC has become more aggressive and is conducting more in-depth investigations to bring lawsuits directly against employers. These are costing more time and money, and the numbers are increasing.

Discrimination charges rose approximately 15 percent in 2008, with retaliation jumping 23 percent and age discrimination up nearly 29 percent according to the EEOC.

theft coverage and workplace violence counseling.

Ask yourself a few questions: Have you terminated anyone recently?

Do you keep files on your employees?

Do you enforce an employee handbook?

Do you treat all of your employees equally?

There has never been a more important time to make sure your organization is protected against all types of lawsuits.

The bottom line: risk management works in reducing employment liability.

Studies show that a low percentage of organizations utilize basic loss control and risk management procedures. A comprehensive risk management and transfer program will help protect you and your ability to stay in business profitably for the long term.

As a result of two 1998 decisions of the U.S. Supreme Court, an employer’s documented efforts at preventing harassment are key in defending claims. Companies with a disseminated harassment policy and a complaint procedure will have an affirmative defense of such claims.

Employer liability for harassment differs depending on whether the harasser is a supervisor or employee. The key to minimizing claims are the same: a well publicized policy against harassment and an effective and consistent response to all reports. The policy should include:

David Mack joined Schechner Lifson in 2006, before which he managed a small insurance agency in Plainfield, N.J. He has a BA in education from Kean University and is a New Jersey certified Teacher of the Handicapped. He worked as a volunteer for Youth at Risk as a team Leader in charge of training and fundraising.

He can be reached at 908-598-7875 or davidm@slcinsure. com

A statement of zero tolerance; A description of harassment conduct; A complaint procedure; and A statement of confidence and no-retaliation.

Employers should require that employees acknowledge in writing that they have read and understand the policy. An effective employee handbook and a proactive human resource manager are the first lines of defense against employment practice issues. The only other protection is a good insurance policy. Comprehensive EPLI protection should provide coverage for executives, employees and the entity itself. Independent contractors are also covered against an extensive list of employment allegations, claims and lawsuits, as well as mental anguish and emotional stress. Some other important coverages to look for include wage and hour coverage, third-party discrimination, alien investigation coverage, identity

12 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Calendar of Events MIA Marketing Your Company in Today’s Environment Aug. 5, Chicago, Ill. 440-250-9222

The Pinske Edge Fabrication Seminar Sept. 16-18, Plato, Minn.

800-847-6753 CCI: GFRC for Concrete Countertops 201 Sept. 17-18, Raleigh, N.C. 888-386-7711

MIA Business Success for Fabricators Training Aug. 5-6, Chicago, Ill. 440-250-9222

Woodworking Machinery & Supply Expo Sept. 24-26, Toronto, Canada 847-415-8024

CCI: Intensive Precast Countertops 101 Aug. 10-12, Raleigh, N.C. 888-386-7711

Marmomacc 2009 Sept. 30-Oct. 3, Verona, Italy 202-783-7000

CCI: GFRC for Concrete Countertops 201 August 13-14, Raleigh, N.C. 888-386-7711

AZ School of Rock Basic Fabrication Course Oct. 5-8, Gilbert, Ariz.

480-309-9422

Buddy Rhodes Comprehensive Concrete Training Aug. 14-15, San Francisco, Calif.

415-431-8070

Buddy Rhodes Comprehensive Concrete Training Oct. 9-10, San Francisco, Calif.

415-431-8070

Buddy Rhodes Advanced Concrete Training Aug. 17-18, San Francisco, Calif.

415-431-8070

CCI: Intensive Precast Countertops 101 Oct. 12-14, Raleigh, N.C. 888-386-7711

Full Frontal Tile & Stone Expo Aug. 17-19, Sydney, Australia +61-39-888-3459

CCI: GFRC for Concrete Countertops 201 Oct. 15-16, Raleigh, N.C. 888-386-7711

American Waterjet Conference & Expo Aug. 18-20, Houston, Texas 314-241-1445

ISFA Town Hall Meeting St. Petersburg, Fla. Oct.. 16, St. Petersburg, Fla (877) 464-7732

The Pinske Edge Fabrication Seminar Aug. 19-21, Plato, Minn.

800-847-6753

CHENG GFRC Training Oct. 19-20, Berkeley, Calif.

510-849-3272 ext 217

CHENG Concrete Outdoor Living Essentials Aug. 22, Berkeley, Calif.

510-849-3272 ext 217

StonExpo/Marmomacc Americas 2009 Oct. 21-24, Las Vegas, Nev. 866-550-6808

AZ School of Rock Basic Fabrication Course Sept. 7-10, Gilbert, Ariz.

480-309-9422

ZOW Italy Oct. 21-24, Verona, Italy +49-521-964-3370

MIA Countertop & Floor Repair Sept. 9-10, New York, N.Y. 440-250-9222

The Pinske Edge Fabrication Seminar Oct. 28-30, Plato, Minn.

800-847-6753

MIA Business Success for Fabricators Training Sept. 9-10, New York, N.Y. 440-250-9222

AZ School of Rock Basic Fabrication Course Nov. 2-5, Gilbert, Ariz.

480-309-9422

Buddy Rhodes Comprehensive Concrete Training Sept. 10-11, San Francisco, Calif.

415-431-8070

Buddy Rhodes Comprehensive Concrete Training Nov. 6-7, San Francisco, Calif.

415-431-8070

Buddy Rhodes GFRC Training Sept. 12, San Francisco, Calif.

415-431-8070

Buddy Rhodes Advanced Concrete Training Nov. 9-10. San Francisco, Calif.

415-431-8070

CHENG Concrete Counertop Essentials Workshop Sept. 12, Berkeley, Calif.

510-849-3272 ext 217

CCI: Intensive Precast Countertops 101 Nov. 9-11, Raleigh, N.C. 888-386-7711

CCI: Intensive Precast Countertops 101 Sept. 14-16, Raleigh, N.C. 888-386-7711

CCI: GFRC for Concrete Countertops 201 Nov. 12-13, Raleigh, N.C. 888-386-7711

CHENG Advanced Concrete Countertop Design Training Sept. 14-18, Berkeley, Calif.

510-849-3272 ext 217

ISFA Total Fabricator Training Nov. 16-19, Orem, Utah 877-464-7732

ISFA Total Fabricator Training Sept. 14-17, Orem, Utah 877-464-7732

Calendar of Events

AZ School of Rock Basic Fabrication Course Aug. 3-6, Gilbert, Ariz.

480-309-9422

Buddy Rhodes Comprehensive Concrete Training Dec. 4-5, San Francisco, Calif.

415-431-8070

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 13

InTheIndustry In The Industry has the latest news and events for the decorative surfacing industry.

Eastern Surfaces Named Regional Fabricator for Sears Eastern Surfaces, a Pennsylvania-based fabricator of natural stone and solid surface products for home, commercial and industrial buildings, was recently awarded a contract to produce countertops for all Sears stores in the Philadelphia region.

“When we made the commitment to invest in our new state of the art production facility in South Allentown, we set ourselves up to be able to deliver the highest quality product, to exacting specifications,” said Brian Rocca, co-owner of Eastern Surfaces. “We are honored that Sears recognizes our capabilities, large capacity and relentless pursuit of customer satisfaction and have selected us as their fabrication and installation partner in this region.”

Despite challenging economic times and a sharp drop in new home sales, Eastern Surfaces continues to thrive. Crucial to the company’s success is its flexibility in capacity and its focus on quality, reliability and efficiency.

The company has reportedly picked up on the remodeling side of its business to combat falling home building rates.

“Sears always looks to partner with companies that can provide exceptional quality in workmanship and materials,” said Bob Iandoli, Sears district production manager.

“Eastern Surfaces was chosen to handle all of the kitchen division’s surfacing needs in the Philadelphia Region based on their dedication to quality and attention to detail, as well as their capacity capabilities.”

Plexus Introduces New Web Site and Color Charts ITW Plexus, manufacturers of Plexus Surfacing Adhesives, relaunched its improved Web site at www.itwplexus.com.

The Web site offers an extensive adhesive cross reference color chart for most major brands of surfacing products. The 14 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

color chart can be accessed at www.itwplexus.com/products/selector.cfm.

AC Stone Owners Acquire New England Stone Don and Angela Conte of AC Stone LLC have acquired the fabrication facility formerly operated by New England Stone LLC. The new company, Structural Stone LLC, is in operation and is a full service stone fabricator offering stone selection, estimating and drafting. The company fabricates cut to size stone for projects of any size and complexity whether commercial or residential, interior or exterior. All types of natural stone including brownstone, bluestone, limestone and marble are fabricated with a specialization in granite. Materials are sourced from all over the world but regional granites such as Deer Isle, Stony Creek and Jet Mist, to name a few, are more commonly worked.

The 80,000 sq. ft. operation sits on 8.5 acres in an industrial park with rail and sea access. The state-of-the-art facility houses a full complement of equipment including three gang saws, seven CNC single wire saws, one multi-wire saw, an 11-ft. splitter, two 10.5-ft.-dia. saws, seven bridge saws, a Breton polishing line and a multiple head saw for pavers. This plant is responsible for the fabrication of significant projects such as The National WWII Memorial in Washington, D.C., The Bear Stearns Building/383 Madison Ave. and Time Warner Center at Columbus Circle in New York City.

New Midwest Sales Manager Hired at Eos Gordon Shell has returned as the Midwest sales manager for Eos Surfaces, covering Ohio, Mich., Ind., Ky., Ill., Wis., Minn., Iowa, Mo., Ark., Okla., Kan., Neb., S.D., N.D. and Ontario and Manitoba Canada. Shell returns to Eos having served in the same position, after spending the last 14 months training fabricators in digital templating and digital implementation in stoneworking, millwork and solid surface shops.

Previously he was a Dupont Certified instructor in both Corian and Zodiaq.

Marc A. Rosenkrantz, President of Schechner Lifson Corporation, Summit, N.J., recently earned the designation of Certified Risk Manager (CRM) through Certified Risk Managers International, after completing a five-course program. Certified Risk Managers International is a nonprofit organization founded by The National Alliance for Insurance Education & Research.

To attain the designation, Rosenkrantz completed the program and passed examinations in each of the following subject areas: Principles of Risk Management, Analysis of Risk Control, Financing of Risk, and Practice of Risk Management. The CRM Program reportedly features practical “hands-on” course content, designed to be applied immediately to the risk manager’s daily work.

DuPont Corian Design Studio Opens in Philadelphia

The ultramodern 2,500 square-foot DuPont Corian Design Studio that recently opened in Philadelphia’s Marketplace Design Center is part showroom, part drafting table and part art gallery. DuPont partnered with C.H. Briggs, one of the largest distributors of DuPont Surfaces, to unveil the inspiring downtown space, where Philadelphia’s architects, designers, specialty retailers and commercial specifiers can expand their understanding of solid surface as an inventive, multi-dimensional design material.

NKBA Promotions Announced

Created to reflect a gallery-style setting by renowned New York-based designer Harry Allen, the space serves as a place where architects and designers can explore and experiment with solid surface as an innovative and multisensory design material.

The National Kitchen & Bath Association (NKBA) announced two promotions at its Hackettstown, N.J., headquarters. The association promoted Claudette Hoffmann to the role of Director of Member Services.

“In the right hands, Corian can do almost anything,” said Allen. “Corian responds to design ideas so sensitively and also has all the functional qualities that resonate with contemporary architects and designers.”

Hoffman had been serving as Acting Director since June 2008. “In recent years, the NKBA has enjoyed substantial gains in membership growth and member retention, due in large part to Claudette’s efforts,” said CEO Don Sciolaro.

Throughout the Design Studio space, the flexibility, pliability and versatility of solid surface is seamlessly showcased in 3-D applications via many of the newest technologies that allow for constant design innovation. One of the most dynamic elements of the Studio is a 21 by 17-ft. freeform Corian conference table in Glacier White, which is stretched like chewing gum through a glass wall. The design is achieved through a combination of thermoforming, CNC routing and hand working.

As Director of Member Services, Hoffman will continue to be responsible for the planning, development and implementation of the NKBA’s member services strategies and support materials for regions and chapters. She has been with the NKBA since January 1996, previously serving as Manager of Member Services.

Laura Domanico, former Manager of Professional Development, has also been promoted, receiving the title of Senior Manager of Education, where she will oversee all aspects of the NKBA’s educational courses, certification programs and academic materials.

Industry News

Schechner Lifson President Earns Certified Risk Manager (CRM) Designation

In another standout design feature, Corian is used to recreate the Philadelphia cityscape via a 3-D photography reproduction, featuring window panels that are backlit by the sun.

In addition to more traditional countertops and cabinetry, solid surface also is featured in vertical and horizontal applications within the space, including a vertical wall façade, furniture International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 15

and work stations.

The Design Studio will be home to traveling exhibits, educational seminars and other events.

Philadelphia is the third city to be home to a DuPont Corian Design Studio following Milan and New York. Each location is individually created to meet the unique design needs of its geographic region. Architects and designers can schedule one-on-one appointments at the studio.

Industry News

In addition to DuPont and C.H. Briggs, four surfacing solutions providers also helped bring the studio to life. Each provider will be called upon to consult with, and provide on-site support to, architects, designers and specifiers, based on a project’s specific needs. The four fabricators include Allegheny Solid Surface Technologies of Hanover, Pa., MacLaren Fabrication Inc. of West Chester, Pa., McGrory Inc. of Kennett Square, Pa. and Rick Wing Co., Inc. of Kirkland, Wash.

Rosskopf & Partner Celebrates 25th Anniversary

The Rosskopf & Partner Group in Obermehler, Germany, celebrated its 25th Anniversary on June 1, 2009. From humble beginnings, on June 1, 1984, the master carpenter, Helmut Rosskopf, started his own carpentry shop in Gnadenthal near Limburg on the Lahn River in the German state of Hessen. Four years later, he met Martin Funck, and together they founded Rosskopf & Partner GmbH. In May, 1991, the first branch was opened in Hennersdorf near Chemnitz in Saxony. Over the next few years, the Hennersdorf location became the strategic company headquarters for the processing of solid surface material. In the summer of 1997, a third location in Thuringia was added, and in July, 2000, in the industrial park near the Obermehler/Schlotheim airport, Rosskopf moved into a new facility. In May, 2002, the three independent companies merged to become Rosskopf & Partner AG with its headquarters in Obermehler, Thuringia.

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Currently, sales and marketing progresses in three different business areas: In the area of architecture, the Rosskopf & Partner Group is increasingly called upon by architects and major enterprises to provide solutions for challenging designs. For the area of kitchen and bath, Rosskopf & Partner established an external work force in 2008 to market its own product brand Lavanto and Xsyro worktops and wash tables, as well as sinks, basins, shower trays and bathtubs made of solid surface, quartz and porcelain ceramics. In the area of material distribution, the company distributes raw sheets of Silestone or LG HI-MACS, and semifinished products of HI-MACS.

Samsung Staron Introduces Colors2U Web Site Staron Surfaces, a division of Samsung, has announced the introduction of Colors2U, a Web site that provides homeowners, dealers and designers with an easy way to view and purchase Staron color samples. Online at www.

StaronSamples.com, Colors2U features they company’s array of acrylic surfacing materials including Staron Solid Surfaces, Tempest and Tempest Stylist. The samples are available for purchase in three different sizes – 2 by 2 in., 2 by 3 in. (Tempest only) and 4 by 4 in. The site provides an additional venue where Staron color samples can be viewed, and retail customers, as well as design professionals, can now select from more than 75 different Staron surface colors and have samples shipped directly.

Girard to Speak at Concrete Countertop Industry Conference, Other Industry Events President of the Concrete Countertop Institute Jeff Girard, P.E., will act as host of the Concrete Countertop Industry Conference (CCIC). The fifth CCIC is planned for Oct. 21 to 24 in conjunction with StonExpo/Marmomacc Americas, at the Las Vegas Convention Center. The CCIC is an annual educational conference that provides contractors with seminars by industry leaders sharing the latest information and critical topics for successful concrete countertop making. “Being a part of StonExpo not only will be of great benefit to our students, but it will also help us expose the endless possibilities of Concrete Countertops to an international audience,” said Girard. He is also scheduled to speak at World of Concrete and the International Countertop Expo in February 2010.

FeaturedCommentary Featured Commentary:

CrisJohnson

Hawaii Kitchen & Bath continue to specialize in solid surface products only?

CJ: Our niche has always been high-end. I didn’t want my customers to go somewhere else, and they were asking about other products. So we learned and we became proficient.

CAS: What products do you offer now?

CJ:In addition to solid surface, we do most of the quartz surfacing brands, we were one of the first in Hawaii to do Richlite and PaperStone.

ICEStone, Vetrazzo, Enviroslab and other green products are materials we had to quickly learn about and offer to our clients in this everchanging market.

Editor’s Note: Jayme and Cris Johnson of Hawaii Kitchen & Bath in Kailua, Hawaii, were among the first group of fabricators to join ISSFA when it was organized in 1997. Passionate about the potential benefits of a trade association for fabricators, Cris served as Hawaii’s first State Coordinator.

Although the company let its membership in the association lapse, Hawaii Kitchen & Bath is once again excited to be a member of the new ISFA. In the following interview, Cris Johnson candidly relates her experiences.

CAS: What brought you back to the association?

CJ: I would check in every now and then just to see what the association was doing. Then, suddenly, there was this big turnaround. There was a new name, a new look and a defined focus. It seemed to me like the association was all about the fabricator again. I went to the Web site (www.isfanow.org) and read about a lot of the changes. I really like the name of the trade show – International Countertop Expo (ICE).

We’re all about countertops, and now it feels like we finally have a trade show again that speaks to our needs. I’m really looking forward to going in February.

CAS: What was it like in the early days of the association?

CJ: There was a lot of energy. I was very passionate about a trade association for solid surface fabricators and I spent a great deal of time talking to other fabricators in the state about joining. There was a real camaraderie among us in the group. Even so, it was hard to get a lot of the companies to join. They said they either didn’t have the time or money.

CAS: What are your expectations for the future now that you have re-joined the association?

CJ: I came back because it was a combination of ISFA going in a new direction and getting back to being a countertop group. It has a lot to do with member benefits. I know there have to be other people out there like me who were once members but drifted away when it seemed the association lost its focus. I am really looking forward to being with that group again and having goals and a purpose.

CAS: What happened then?

CJ: We stopped being members when the association turned more and more to stone. It was a weird transition and it was something we didn’t want to be a part of. I was so passionate about ISSFA and when it started turning away from the solid surface fabricator a lot of the enthusiasm went with it. It was an odd situation.

CAS: So you let your membership drop. Did

recognition. I am very excited that there is a trade show for us fabricators and that ISFA members get discounts for attending. I also think getting a professional Web site for almost no money is huge.

Fabricators who don’t take advantage of the Internet are missing out on lots of opportunities. And, of course, I’m really looking forward to creating new relationships and rekindling old ones at the convention and other meetings.

CAS: Any other thoughts?

CJ: Members should take the attitude of what can I do to help this association be strong again. What can we do instead of complaining? There are other people like me who want to be a part of a focused group. It’s a partnership. Being a member of ISFA is just the beginning. Membership gives us the opportunity to become involved and make a difference in the industry. I don’t expect to pay my dues and then just say, “What are you doing for me?”

I was so passionate about the old ISSFA. I want to feel that way again.

CAS: You mentioned member benefits.

Which benefits caught your attention?

CJ: The ‘Find a Countertop Pro’ feature on the Web site is really a great thing. Marketing to consumers helps fabricators get International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 17

BusinessSolutions

G N I T E K R MAUTIONS SOL PiecingTogetherYour HomeGrown MarketingStrategy Part2 In the last issue of Countertops & Architectural Surfaces, we discussed the first and most crucial steps of making your company succeed when adopting a new product or surfacing material. It’s something that every shop encounters, and as reluctant as you might be about changing your current line up, it’s important to experiment with and evolve your product offering. This is especially true in the current extremely dynamic and ever-changing market environment.

Keep in mind that regardless of how wonderful and exciting a new product might be, it is extremely important for a countertop fabricator to concentrate on building the company brand above all else. This puts your company above the whims of what can be an extremely fickle fashion-driven market, and helps put you on an even footing with your suppliers. When times get tough, or the competition ratchets up, having a strong and recognizable brand within your community is like having money in the bank.

Now that you have a road to start the journey for adopting a new product, there are detailed avenues that need to be outlined so that failure is minimized and profits are maximized. One, in particular, is effective advertising to cre-

ate awareness about your company and the products it offers. Believe it or not, there are methods for getting beyond traditional forms of advertising that are relatively inexpensive and do not break the proverbial bank. Best of all, regardless of whether your fabrication company is large or small, this approach allows you to fit the marketing solution to the size of your budget.

It’s Okay. Seriously. Traditional forms of advertising may not work for some fabrication shops.

Television, radio, print ads and billboards can be expensive and their return on investment may be suspect. And you know what? That’s okay.

There’s nothing wrong with overlooking these for the time being. Although, long-term, you will probably want to give them consideration.

Today’s unique market environment rewards those people who use their knowledge and creativity to experiment and explore different options. Who knows? Different markets around the country respond to messages and the way they are delivered . . . well . . . differently. So, let’s investigate some alternative (and inexpensive) marketing methods that might be effective in the long run.

Before we go through some of the alternatives, it’s important to note that you should have some idea of what you want your advertising to do. In this case, we are striving to create a strong and unbreakable brand for your fabrication company first, and the innovative array of products you offer second. With that goal in mind, create an outline or business plan that will help you get a grasp on how much you can spend on differentiating yourself from the competition with your Unique Selling Proposition and/or new product line(s).

Also keep in mind how many potential customers you expect that marketing to generate, how

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many of those potentials you need to turn into actual customers, and even more important, how much money each customer needs to spend on that countertop order. Once you have these numbers in your marketing plan, you can look at different methods to see which ones might work best in your business.

Virtual Presence. It’s Viral. Virtual, in this case, means establishing an Internet presence with a strong company Web site. A lot of people have the impression that starting a Web site and getting online exposure is difficult and costly.

That isn’t necessarily the case. The truth is, it doesn’t matter how big or small your company is, you should have a Web site. A Web site gives you a presence globally without the need to spend tons of money to do so. It also gives you an outlet to showcase the new products you are offering. But more importantly, it lets you take advantage of some inexpensive advertising options.

Permission-Based Marketing. This is a great way to get customers. If you have a Web site that offers people the chance to sign-up for an e-mail newsletter, you’ll be able to market to them again and again. By offering valuable information in your newsletter, your prospects will come to view you as the expert: the person they will turn to when they need the service or product you provide. It’s a way of building credibility and trust without spending lots of money. As you see the potential for an effective newsletter grow, you will implement a policy of collecting e-mail addresses from your customers and prospects as part of everything you do.

It builds your mailing list.

Pay-Per-Click Ads. You see them everywhere on the Web, but especially on search engine pages. These are ads you pay for each time someone clicks on them and ends up at your Web site. They’re great for qualifying prospects because the people who click on your ads are those who are most interested in what you have

to offer. The traffic generated from these payper-click ads come directly to your Web site, where your products and services await to be showcased.

A great advantage of pay-per-click ads is that they are targeted to a specific geographic area.

That means the money you spend on Internet advertising is localized to attract those prospects most likely to buy from YOU – not that fabricator in Osh Kosh, or Schenectady. Keep in mind that ISFA offers practically free Web site design as a benefit of membership. If you don’t have a Web site and need one or wish to update your existing presence on the Web, give us a call at the ISFA office (877-464-7732), and we will get you started.

Participate in a Local Home Remodeling Show. Here are some interesting statistics provided by American Consumer Shows, Inc. about the people who attend home remodeling shows: • 98 percent are homeowners • Average household income is $150,000 • 44 percent plan on beginning a home improvement project within 30 days • 34 percent plan on beginning a home improvement project within 31 to 180 days • 14 percent plan on starting a home improvement project within 12 months • 56 percent plan on financing their projects • 8 percent were making improvements in anticipation of selling their property Many fabricators report that showcasing their products and services at a local home remodeling show can generate as many as 150 qualified leads and enough in on-the-spot sales to pay for attending the remodeling show several times over.

that same customer “Vanity Top B” than it is to sell a new customer “Countertop A”. But more importantly, you now have a captive audience to begin back-end sales, which will grow your customer base and profits.

Word Of Mouth. There really is no better method of advertising than from word of mouth.

You can get word-of-mouth advertising in one of two ways, and both are effective: 1) You can encourage your happy clients to refer other people to you, or 2) You can do something that creates buzz and has people talking about you over the water cooler. The first way requires you to provide real value and great customer service. The second way requires you to “think outside of the box” and do something to grab peoples’ attention.

How much do the above marketing methods cost? Nearly nothing! Pay-per-click advertising often costs just pennies per person. Permission marketing is a fixed cost whether you have 10 people on your list or 10,000, and it’s usually the cost to prepare the newsletter and distribute it. Back-end sales will only cost you what you lose in the front-end sales. And word-of-mouth advertising may not cost anything, depending on how you choose to go about it.

The stark reality of business today is that it doesn’t matter how much quality you build into your products if you have no customers who want to buy them. Marketing your company helps generate those vital prospects. Marketing wisely helps you conserve your precious cash.

Joseph Winters can be reached at Joe@ isfanow.org.

Back-End Sales. What are back-end sales? All of your customers are new customers at some point. New customers are expensive to come by. A back-end sale occurs when you sell an existing customer another one of your products.

When you sell a customer “Countertop A”, it’s a lot cheaper and requires a lot less effort to sell International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 19

Education Connection

EducatingtheWorld (toYourBenefit) It’s hard to think of anything that could benefit your business more right now than a marketplace full of energetic and enthusiastic customers looking for the products and services you provide. Dream on, right?

It might be difficult to visualize under the current economic conditions, but not long ago the countertop industry was doing quite well. Fabricators would arrive at their businesses in the morning to find the fax machine full of orders. Today, it seems like all that comes in over the wire are offers to help grow hair on your head, remove it from your legs or refinance your mortgage.

Your customers have changed how they want to do business. They now use the Internet to gather information about goods and services.

They listen more to opinion leaders who help guide their purchasing decisions. They do business with trusted brands.

ISFA may not be able to do anything about the economy, but it can help position its member companies to take better advantage of the opportunities that do exist, as well as help lay the groundwork for a more profitable future. This is done through a combination of initiatives that, taken as a whole, constitute the ISFA Awareness Campaign.

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Media Awareness It begins with the media. ISFA has established contact with editors of major trade and consumer publications throughout the country, as well as home improvement Web sites, and is providing them with regular information and updates about the latest products and trends affecting countertops.

But it goes beyond that. Like the rest of the business world, print publications have been hit hard in this economy and are cutting back, which impacts their ability to provide comprehensive editorial content. ISFA has positioned itself as the go-to resource for any and all countertop surface information. If editors need an idea for a feature story, photos, background information, contact with a local fabricator or even a complete article, ISFA is there for them.

Whether they prefer to research and access information online at www.isfanow.org, or talk to a member of the ISFA team, we provide whatever they need to produce an accurate and informative article. In addition to providing specific information on countertop materials and fabrication/installation scenarios, ISFA communicates the advantages of using an ISFA Certified Professional.

In its first two weeks being live, the new ISFA Web site received more than a quarter million hits, largely in the Consumer section. In addition to providing excellent resource information on the countertop purchasing experience, ISFA promotes its members. Located prominently on every page of isfanow.org is the “Find A Countertop Pro” button, which enables visitors to locate an ISFA fabricator in their area. Search results return the company name, address, phone number, e-mail address and a link to it’s Web site. We then track the number of times a fabricator’s company information is accessed by visitors and e-mail a report to members each week with the results.

Social Networking ISFA is now on Facebook, My Space, Twitter, LinkedIn and Flickr. These social networking sites are great for making contact and staying in touch with fabricators, as well as reaching architects and interior designers through specialized discussion groups.

ISFA Certified Professional A key element of the ISFA Awareness Campaign centers on the ISFA Certified Professional (ICP). Based on ability to perform and not technical expertise, ISFA certification targets the end-user’s desire to use a fabrication company they can trust. As part of their certification, ICPs provide ISFA with copies of their standard contracts, applicable licenses, insurance and a written protocol for handling customer service issues when they arise. They also sign and notarize an affidavit saying they will abide by the ISFA Code of Ethics in all their business practices.

The association promotes ISFA Certified Professionals as the ultimate assurance of a job well done to the media, consumers and specifiers.

ICPs are provided with the ISFA Certified Professional seal to use on their trucks, advertising, uniforms and literature. End-users and specifiers are encouraged to look for the ISFA Certi-

fied Professional seal on all their projects to be certain the contractor they use will provide an exceptional countertop purchasing experience.

Countertops & Architectural Surfaces Magazine Although countertop professionals look to CAS for the latest news and information pertaining to the decorative surfaces industry, its circulation is not limited to fabricators and their suppliers.

In fact, a significant number of architects and specifiers have indicated a desire to subscribe to the magazine as an idea book for new and innovative applications, as well as background information on the full gamut of decorative surfacing products.

Placing copies of Countertops & Architectural Surfaces in the libraries of major architectural firms across the country raises the level of awareness regarding surfacing products and introduces specifiers to the value of using an ISFA fabricator.

ISFA Architectural Kit In 2008 ISFA produced a presentation kit containing all the resource material a fabricator needs to put on a “Lunch and Learn” or similar event for architects or interior designers. The kit includes a training and resource DVD packed with solid information, step-by-step guidelines and multi-media to help fabricators approach and educate architects.

The kit is the result of field-tested techniques aimed at providing solid technical specification data to specifiers of commercial projects.

Included in the DVD are a video presentation, a PowerPoint containing dozens of exceptional photos, a step-by-step presentation guide, resource materials and specification guides for specifying solid surface in commercial and residential applications. Although the kit is specific to solid surface products, it can easily be updated to include the full range of products offered by your company.

Education Connection

ISFAnow.org Your customers use the Internet to do their research. You know that. We know it too. That’s why ISFA redesigned its Web site to appeal to end-users and specifiers first. They go to isfanow.org to learn about countertop materials, compare surface options and gain a better understanding of the installation process. Specifiers want to know about possible applications, performance data and warranties. All of that information is accessible to them at our Web site.

It’s All Good The ISFA Awareness Campaign is definitely a case where the whole is greater than the sum of its individual parts. By using the tools and resources made available through the association for promoting and positioning their businesses, ISFA members can increase their visibility and credibility quicker and with more certainty. The best part is that the more fabricators who utilize this, the more effective it becomes.

For more information, call ISFA at (877) 464-7732.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 21

BusinessSolutions BUS FiveWaysLeaders LoseTheirEdge

I N SOLUTESS IONS

Whether economic times are flourishing or floundering, many leaders get stuck in the same trap: they don’t take time to stop and reflect on what they’re doing.

Because there’s so much for them to do and so much to be responsible for, they’re constantly on the go, striving to deliver results.

However, their non-stop action only feeds the underlying problem – that there’s no alignment between what’s important to them and what’s important to their company. As a result, they feel unfulfilled and stressed out. That’s why they need to take a step back and give some serious thought to what they’re doing and why. Only then can they see what they bring to their leadership position and how it can help them reach their personal and professional objectives.

Many leaders often get so fixated on the success of their team that they forget to focus on themselves. Yet it’s their own ability to sustain a high level of effectiveness that is one of the biggest contributors to the company’s overall success. So if you ever feel you’re working harder, but are less fulfilled, you may be making one these top mistakes. Take the steps to correct them today so you can reap bigger rewards tomorrow.

1. Ignoring the vision Having a vision means you’re clear about what you want in vivid detail. You know something about what it will take to get there and how it will feel to arrive. When you have a clear vision, you can connect to an inner source of inspiration that will compel you to achieve your goals.

Therefore, you need to get a vision not only for the company, but also for your role as a leader.

Who do you want to be as a leader? What do you want to achieve? What strengths do you bring, and how can you capitalize on those strengths?

2. Losing focus Once you know your vision and what you want

to achieve, you need to stay focused on it. As Harvard Business School Professor Robert Kaplan commented, “Having 15 priorities is the same as not having any at all.” There’s only so much you can think about at once. Finding focus is about choosing where to put your time, energy and attention. It means highlighting, combining, minimizing and even deleting priorities so your choices fit into the greater context of your life. If you really want what you say you want, what areas do you have to focus on to get it? What areas will help you achieve your vision?

3. Taking inefficient action After you decide where to focus, make sure your daily action plans reflect that priority – not just the 25 other things on the list. While many leaders are taking care of the needs of the business, their employees and their existing responsibilities, they’re not taking action on the things that matter most to them. Therefore, stop asking, “How can I do everything I need to do in a day?” and start asking, “What are the most effective actions I can take to move toward my vision, and how can I take those actions now?” By investing just minutes in the planning process and then taking targeted action, you can shave a lot off the time it takes to reach your goals.

4. Doing things the hard way In business and life you can continue to do things the hard way, the usual way, or you can do things your way – the way you were made to do them. The key is to identify, maximize and leverage your unique attributes so you can be an effective leader. When you focus on your strengths, you do things your way based on where you naturally excel. To begin finding your strengths, answer these questions: Where are you especially talented? What do you love to do? At work, what are you recognized for?

Given the freedom, how would you do things?

5. Becoming disconnected To be successful, you need to connect not only to your work, but also to an inner sense of vitality. For many leaders, much of their energy goes into striving. They want to get ahead. Finding

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fulfillment and alignment with your work means understanding what you’re striving for. The meaning. The purpose. The essence.

When you lack fulfillment, you lose your edge.

Your energy goes down while your stress goes up. You may even feel guilty and resentful. You might be bored, either in an “I-can’t-take-thisanymore” way or in a dull, channel-surfing kind of way. You might get short-tempered or edgy.

So the questions to contemplate are: What do you want from your work? Do you want to be happy? Are you trying to reach your full potential? Do you hope to make a difference? These are some of the experiences leaders seek when striving for “success.” The key to finding fulfillment at work is to identify what success means to you – not the results but the spirit of a life well lived.

Reclaim Your Leadership Edge While these five mistakes are by no means all-inclusive of all the pitfalls leaders need to be wary of, by avoiding these common mistakes you’re laying the foundation for exceptional leadership results. The fact is that every day millions of people drive onto the fast-lane and race their lives away – ironically missing the fact that everything they are doing to try to improve their life is actually running them into the ground. Stress levels rise and talented leaders burn out. It doesn’t have to be this way.

So as you go forward into the future, know that every step you take to improve your leadership is going to enrich your life and the lives of others. By avoiding these leadership mistakes, you’ll be on the path to becoming the kind of leader you were meant to be.

About the Author Joelle K. Jay, Ph.D., is president of the leadership development practice, Pillar Consulting. As an executive coach, author and speaker, Joelle helps leaders achieve top performance and business results. Joelle is the author of The Inner Edge: The 10 Practices of Personal Leadership. For more information e-mail joelle@pillar-consulting.com or visit www.Pillar-consulting.com.

INTRODUCING Phase One of

ISFAnow.org Decorative Surfacing Awareness at it’s Best.

Consumers, architects & designers are using ISFAnow.org to learn about decorative surfacing AND to connect with a qualified fabricator. It’s credible and unbiased exposure for your company 24/7, 365 days a year.

• Surfacing Options • All New Design Center • Find a Countertop Pro • Consumer Trends • Fabricator Tools & Benefits • Your New Sales Tool For Getting Customers!

Make www.ISFAnow.org Your New Homepage Today!

s s e n i s u B l a i G c r e N I m G m o G I C o t D n I R

E P E DE

Several years ago at a meeting of commercial construction professionals (general contractors, subcontractors and suppliers) the invited speaker got a nearly unanimous show of hands by asking, “How many of you have said in the last week that ‘This business isn’t as much fun as it used to be?’” A follow-up question, “How many of you have said it’s getting harder and harder to make money in this business?” got the same level of response and even a few ‘Amens.’ The speaker, a lawyer specializing in construction matters, paused and said, “Well, you’ve got nobody to blame but yourselves.”

That line earned just stunned silence.

The speaker went on to explain that the “you” referred to those folks anywhere in our construction industry that treat business relationships as a zero-sum adversarial contest. That is, one in which each contract or transaction produces a winner and a loser, as opposed to two winners. I’ve known GCs, second- and third-tier subcontractors and suppliers that operate using that methodology. Usually it’s a rogue personality at a company, but sometimes it’s a corporate culture. There’s no reason to think this will change overnight, but there are some things a fabricator can do to be less vulnerable.

Know Your Market Be sure you’re looking for business that suits your capabilities. Your company isn’t quite like any other enterprise. There are some things you do well, others not so well. If you’re good at it, it can be profitable and maybe even a little fun too. And if you’re not in business to make money and enjoy doing it, there are lots of less stressful ways to lose money.

Learn from bad experiences and avoid the worst offenders. If you’ve been on the ugly end of a win/lose relationship, don’t fall for the temptation to try to get even by entering into another contract with the same folks. Someone once said that the definition of insanity was doing the

ByRichardRudy

same thing over and over again and expecting different results. Remember that you can’t lose money on a job that you don’t take.

to get to know. Usually the directory provides enough information for research, so that you understand the firm and know some key names.

Build Relationships Building relationships is a vital business function; it’s working on your business, as opposed to working in your business. In the past distributors of surfacing products invested in trained sales personnel who called on architects and designers and educated them about products.

Today that’s a rarity. Most design professionals get product information directly from manufacturers’ Web sites. It’s convenient information, but it’s not professional advice.

Contact these targeted firms and determine if they have a specification writer or if each project architect or studio develops its own specs? Ask if you can offer a lunch-and-learn presentation yourself, or if they require an AIA-sanctioned presentation so their professionals can earn Continuing Education Units or Learning Units (LUs). If that’s the case, one of your distributors may be able to provide an AIA program and even help present it.

Just as there are GCs who build the kind of projects you want, there are architects who design those jobs. Get to know them. No field has been immune to the challenges and changes of the last year, including architecture. Invest in a copy of the AIA membership directory for your market area and identify the firms you want, and need,

24 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Even the simple courtesy of a brief personal meeting can be effective in establishing a basis of trust. In today’s electronics-driven world, nothing takes the place of “a hearty handshake and an earnest eyeball.” Just knowing the architecture firm and a few names can do wonders in elevating your firm’s stature in today’s competitive business environment.

Fabricator Tip The ISFA Architectural Presentation Kit, available on DVD, provides fabricators with everything they need to put on an Architect’s Lunch & Learn. Included in the kit are a video presentation, a PowerPoint containing dozens of exceptional photos, a step-by-step presentation guide, resource materials and specification guides for commercial and residential applications. The kit is available

Another way to get face time with the design community is to join a local chapter of Construction Specifications Institute. Go to www.csinet. org and find your local chapter’s contact person, attend a meeting, join and participate. Chances are you’ll soon get to know the very people your business relies on.

Fabricating and installing surfacing material is your business; it is probably your only business.

But to a general contractor, your business is probably less than half of 1 percent of the project value, and it doesn’t get installed until near the end of the project. Even on a fit-up or remodel, surfacing products are rarely even 10 percent of the job. In other words, it’s way down on the GCs priority list - until it’s needed, of course. That’s why the millwork company is a valuable ally for the fabricator. Division 6, as it’s generally called, includes Millwork, which represents a much bigger portion of the project to the GC.

Millwork subcontractors understand that your products, well executed, can make their work look even better. And your scope of work is probably 10 to 20 percent of their package, or maybe even more. The GC will issue a contract to the millwork company who in turn will contract with you. That makes the millwork company the lead dog on the team, so it stands to reason that building relationships at this level will be mutually beneficial.

That’s not to say that the GC shouldn’t be on your contact list. After all, the GCs decide whether or not to bid a job, which means their estimators have looked at the plans and specs long before they were released for your bid. A relationship here can save you frantic Requests For Information (RFIs) as bid day closes in.

If you’ve been in business for at least a year you probably already know who are doing the projects that are right for you. There are two levels of contact in the GC’s office: estimators

to ISFA members free of charge.

Non-members may order it for a fee.

To learn more about the ISFA Architectural Presentation Kit visit the ISFA Web site at www.isfanow. org/kit or call the ISFA office at 877-464-7732.

and project managers. Once the estimators assemble the numbers for bid, it’s usually the PM who buys out the job. Make sure these folks know who you are and have a favorable impression of you.

Call the front desk at your target GC firms and ask if there’s a day when they don’t have a bid going out, then deliver a big box of pastries or doughnuts just before “coffee break time.”

Make sure your business card is easily seen by everyone who comes near. And don’t forget something tasty for the front desk person too.

That’s the gatekeeper; the person who can make sure you reach the right person in a timely manner – or not.

Throughout all of this, remember how construction contracts flow. They’re issued by the owner, usually to a GC but often to a construction manager who then contracts with a GC. From there contracts are issued to first-tier subcontractors (such as a millwork house), who in turn issues a contract or purchase order to their fabricators and suppliers. In the strict interpretation of proj-

ect relationships your only chain of communication is with the party that issued you a contract, so it’s in your company’s interest to know who you’re dealing with.

After Winning the Bid If all goes well and you are the successful bidder, remember that the contract you receive is written to the advantage of the writer, not the recipient. It may be a fair and equitable contract, but you owe it to yourself to read every word.

In a standard contract there will probably be some terms that can, and should, be changed.

For instance, a standard contract may require every subcontractor to attend progress meetings. Surfacing is a late-stage project. You don’t need to attend every progress meeting starting with the first day dirt is being pushed around on the site. Before you accept the contract try to get a modification to require your attendance only after interior walls and partitions are in place.

Been in a Countertop Shop Lately?

Chances are You’ve Seen a Striebig.

Other standard conditions may require that every trade have every employee who comes on-site drug tested within 30 days of the performance of any work. Even if you have a good drug-testing policy, who will pay for additional testing? If the mandated work hours are 6 a.m. until 6 p.m. and your shop is 90 minutes from the job, how will you accommodate that? If your work is in a secure environment there may be a requirement for background checks. In the case of a manufacturing or research facility project every worker may have to attend half- or fullday safety training. These terms aren’t in every contract, but you need to know it when they are.

In addition to requesting any modifications, consider developing an expectations letter and ask that it be included as a part of your contract.

Your expectations may include the site conditions that must be present in order for your work to proceed, your standard work hours and days, site access including lifts, materials staging and storage areas and secure on-site storage of tools and equipment to facilitate each day’s work.

If it is in the contract, you will likely be required to abide by it, so make sure it is fair and reasonable.

All in all, if you want a better chance to do well in the commercial arena, you need to not only know your industry and market, but also know how the process itself works. And going a step beyond just knowing, real success usually means participating in and being accepted as a positive member of your market’s design, specifier and/or contractor community. And remember, your relationship with others need not be one in which there is a winner and a loser. You get more respect and more profitable business opportunities if you develop working relationships that allow for everyone to prosper.

About The Author Richard Rudy has extensive architectural products sales experience, including 17 years in surfacing.

He has provided consulting services, developed and delivered presentations for expositions and has written several articles for trade publications. Rudy resides in North Carolina and can be reached at 919-801-8021 or at sufacematters@earthlink.net.

East: 888-777-2729 • West: 800-252-6355 www.csaw.com • saws @ csaw.com Circle Reader Service # 5 on the Reader Service Page or go to www.isfanow.org/info 26 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

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• Open to all decorative surfacing materials • Live fabrication competition Visit ISFAnow.org/designcontest for details

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TURNING SCRAPS INTO CASH.

By Kevin Cole

While it is always important for fabricators to be mindful of waste, during these troubling economic conditions it is even more so. One obvious area for reducing waste is in, well, waste.

How many fabricators have a large waste bin full of scrap material sitting behind their facility?

More than you would think.

That is material that fabricators are paying for, and then, when the project it was bought for is complete, are discarding. Not only is it money being thrown away, but many are paying someone to come and haul it away. Why not turn that so called “trash” into treasure? There are a number of ways to do so: The Basics Obviously there are a few things that every fabricator should be doing to avoid wasting money in the form of scrap material.

First and foremost, scrap should be inventoried.

If you are not aware of or don’t know where to find a particular remnant, then you can hardly sell it or use it. Whether using a bar coding system, electronic tracking or even the old pen and paper method, it is key to label remnants and store them in an orderly fashion where they can be easily accessed. It is suggested that materials be tracked by size, color, brand, etc. Some fabricators even include a price in their labeling system so remnants can be offered regularly as a normal part of the business. And, of course, large pieces of scrap material are perfect for making into vanities that can be stocked or made-to-order.

If you have material that you feel there is absolutely no use for, at the least do not pay to have it hauled away. With stone scrap material many fabricators find a local or regional stone company will haul away scrap at no cost to be crushed and sold. Others are able to sell the scraps to local hobby shops, on ebay or donate 28 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

nant. We put this all on a spreadsheet and then use one sq. ft. price for almost all the material unless it is some special exotic. It makes it really easy to price that way.”

“We already label all remnants before we place them in our remnant section,” added Evan Kruger of Solid Tops Inc., Easton, Md. “They are labeled for size and price and therefore can be sold as remnants at any time. During sales we discount off of their pre-labeled price. This makes the set up for the sale very simple. All we do is advertise – the remnants are already in place and labeled.”

scrap material such as solid surface to area vocational programs. Be creative; paying to have scrap hauled away is like paying for the unused material twice.

Remnant Sale Many fabricators are having success in offering remnant or ‘yard’ sales a couple of times a year.

During these sales, the public is invited in to buy scrap material, or in some cases, slabs, damaged goods or ancillary products, such as sinks, vanities, faucets, etc. For some the event was cash-and-carry, others offered or even included installation, edge treatments, etc.

Those that offered more in-depth services with their remnants, like installation, advise making sure that a timeline is established along with the sale, such as 90 days.

Most fabricators have reported making significant profit off of such a two- or three-day event.

However, it is not something to be taken lightly.

Generally speaking, putting on such an event successfully requires some sort of advertising, plenty of prep work and a good amount of time.

However, the end result can be well worth the effort.

The most successful sales seem to hinge on getting the word out to the general public, reported Todd Werstler, owner of Tower Industries in Massillon, Ohio. “You have to spend an ample amount on advertising or else nobody will show up,” he explained. Fabricators report using storefront banners, newspaper ads, flyers, radio ads and even an occasional television ad to make sure customers knew about the event.

Proper inventory of the material is also a must.

“You HAVE to inventory all your remnants,” said Mike Job of Quality Surfaces Inc., Spencer, Ind. “We already do this using Moraware and our own barcoding system and it works great! You need the dimensions and color for each rem-

Other things must also be done in preparing for the event, such as cleaning the shop, moving the remnants, setting up tents, portable bathrooms or refreshments, pricing the inventory, creating order forms and material sheets, preparing employees and laying the ground rules for customers. “A critical first step is to plan your layout,” advised Job. “You want to make sure you have adequate parking and make sure all the full slabs are roped off (that is, all nonremnants, non-orphan slabs that are NOT part of your yard sale.) You will have families with children so you can plan for that too. We set up a tent with some picnic tables and had lots of refreshments. I also suggest you also write out a sheet to help protect yourself from as much liability as possible and include instructions on how the yard sale is conducted. We attached this information along with an order sheet and a copy of the remnant list spreadsheet on clipboards so that each customer had the price on every slab or remnant we had.”

Ohio. “We also made sure that no customers were left unattended in the yard.”

Werstler said his staff made sure customers knew they could walk through the inventory, but could not touch it and did not allow children under 12 around any slab materials. “We greet all customers and explain safety precautions and ensure we have enough material handlers on site so that the customers are not moving remnants to view them,” said Hunter Adams of TRINDCO, Suffolk, Va. “The material handlers also moved sold materials and reorganized remnants in the yard as needed.”

Overall, the key to success is largely preparation and planning, with an end result being profit. “Our first yard sale netted us $68,000 in two days and the last one we did almost $140,000 in two days,” said Job. “That’s cash too, no 30, 60 or 90 days to collect your money.

And that doesn’t count the additional kitchens and additional exposure we got.”

Scrap Services Fabricators of solid surface have a couple of unique options when it comes to scrap – Emergency Material Services (EMS) and Solidsurface.com. These two Web-based entities help fabricators turn scrap into cash by matching up those looking for a certain size, color and brand

Safety is of particular importance with such an event, as most of the visitors have no idea about proper procedures when dealing with heavy slabs or sheet goods.

“We gave each of our customers a flyer explaining the procedures if they wanted to see a certain piece,” said Mike Langenderfer of The Countertop Shop Ltd., Holland, Circle Reader Service # 6 on the Reader Service Page or go to www.isfanow.org/info

of solid surface with those who have it on hand.

EMS offers an online subscription service at www.emergencymaterialservices.com for buying and selling scrap material. Users inventory scrap on the Web site for others to search through. Subscribers can search other companies’ scrap inventories based on color, brand, width and length to find the specific piece that is needed. Once the correct piece of scrap is located, the buyer pays online for the scrap (based on an industry average price for that material) and the shipping. The seller is notified and EMS sends him or her a shipping label and arranges for pickup. Once the seller has been notified of the buy, he or she has 24 hours to package the material for the courier service. Te seller receives payment once receipt of the correct item is confirmed by the buyer.

Solidsurface.com has a similar program that can bring fabricators some additional funds.

The fabricator contacts the company with an inventory of scrap solid surface materials.

Solidsurface.com makes a lump-sum offer to

buy the complete inventory of scrap. Once the transaction specifics are agreed upon, shipment is arranged and the company warehouses the materials for resale. Those materials are catalogued and visitors to the www.solidfsurface. com Web site can search for a specific brand, size and color of material and then buy it directly from the company.

Repurposing Scrap Probably the most common way of squeezing the value out of a collection of fall-off is repurposing it. Many shops fabricate vanity tops from sizable pieces of solid surface, quartz surfacing, granite or other sheet or slab material. Some fabricators go further.

Gene McDonald, owner of Refresh Interiors, in St. Petersburg, Fla., specializes in environmentally-friendly products and fabrication techniques. He has had great success using scrap in signs and other inventive applications, going so far as to crush scrap for one-of-a-kind inlays.

“And I even make use of scrap that I can’t sell,”

30 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

offered McDonald. “I practice new techniques on scrap material when there are slow times or even on Saturdays. Our competitors are always hoping we are doing business as usual, but I’m constantly learning and experimenting. And by doing so it gives me more confidence to say ‘Yes’ when a customer asks ‘Can you do that?’”

“We throw very little away here at Sterling,” explained Jon Olson of Sterling Surfaces, Sterling, Mass. “One thing that has helped us here is nesting. Every job we do is nested to reduce sheet usage. In fact we use 30 percent less sheet stock because of nesting. It may mean gluing up scraps to make one of our tops, but the software helps us to find a way to use [nearly] all of the stock. The stock that doesn’t get used follows a different route. Bigger pieces are put into our outfall rack, tagged and put into our central information system. This helps our programmers to see what is available on the next project. Smaller pieces are saved and used as cutting boards we pass out to clients that visit our show room. And even the smaller parts are made into cleats for seam reinforcement,

etc. The last step is to gather what can’t be used. We then sell that in pallet form to different hobby shops, on eBay or, at times, the material is given to vocational schools to play with.”

Pavers, Accents and Others Another way to turn scrap, particularly granite or quartz surfacing, into a revenue stream is by offering paving stones.

Mory Ludwick of Premier Countertops in Omaha, Neb., has recently purchased a machine that allowed him to do so. He said it’s been a solid investment for his business. According to Ludwick, the demand is such that he can’t keep up with it. With most materials selling for $5 per sq. ft., regardless of type, Ludwick said the equipment will have paid for itself by the end of its first year of use.

GranQuartz offers such a machine in the Diarex StoneCycler, which punches out a variety of shapes from remnants. These shaped pieces of scrap can then be offered as pavers. Cutting dies are available in multiple standard shapes and sizes, as well as custom designs.

Those working with higher end machinery, such as CNC machines, may be able to turn some of their scrap into a variety of accents that they can upsell to customers or stock on a regular basis. Such items include switch plates, knobs, shower bases, cutting boards, shower caddies, etc. Several companies, such as Mirart, Kormax, Top Notch Products or Turned In Stone, make a full time business out of fabricating these types of products.

The possibilities are really limited only to the imagination, but by planning and pursuing a path, scraps can be a source of income instead of a sore point.

Kevin Cole can be reached at kevin@isfanow.org.

Circle Reader Service # 7 on the Reader Service Page or go to www.isfanow.org/info

Concrete C ountertop S ealers A look

at three typ e s .

By Troy Th omps on

last four years and want to share some of my experiences. I have consistently used the top three types of sealers that are most used in the industry and have had great success with all of them. Each has performed fairly equally regarding protection and best of all have resulted in minimal call backs.

The concrete countertop industry has not been without its challenges, however with the enthusiasm for concrete growing and the number of fabricators increasing, various areas that once posed a challenge are becoming less of an issue. For many years the main obstacles were sealing and cracking, however the issue of cracking has been virtually eliminated because of new mix designs and the types of reinforcement that are used. Sealing, however, continues to be one of the biggest challenges to the industry as a whole.

The final step prior to installation, sealing is often the culprit of a call back – should there be one. Even so, we continue to see fabricators who choose to take “shortcuts” with lower performance sealers that have higher failure rates. Why? Two common reasons are the cost or, perhaps, the application process is too tricky.

Either way, I encourage concrete countertop manufacturers to do their research and find two or three sealers that work for them and offer clients great protection against staining and scratching.

E3/2K First is the E3/2K system (E3 = the latest generation epoxy for finish coats. 2K = two-part polyurethane). I have applied it in hundreds of kitchens with few call backs. It’s a three-part system that requires a minimum of two days to apply. The first step is the organosilane waterborne (OSW) conditioner, which prepares and secures the E3 for greater adhesion. OSW can be applied quickly with a foam brush and the excess wiped clean. A time lapse of 30 to 45 minutes is required for drying before moving to the next step.

The OSW is followed up with the E3, a two-part water borne epoxy, which provides stain protection. E3 can be applied with a roller or high volume/low pressure (HVLP) sprayer. It should not be applied too thickly, or it will likely cure with a white milky haze. The E3 phase of the process will require at least an eight–hour curing period before moving to the next step.

Once cured, the entire top must be sanded using 220–grit sandpaper in order to level out any orange peel or low spots. Sanding must be done carefully so as not to sand through what has been applied. Next it is wiped down with equal parts of water and acetone mix.

I’ve been applying sealers in this industry for the 32 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

The final step is the application of 2K, a two-part water born urethane. For best visual results, a HVLP sprayer is recommended, however a roller also works well if you have the skill to apply without leaving roller lines. The 2K is tricky as well. If you don’t apply enough material, water rings may surface later. If you apply too much, out-gassing may occur causing tiny white bubbles that feel like anti-skid sealer. Let the 2K cure for at least 48 hours before placing on a frame for delivery. Failure to wait 48 hours may result in hazy scratch marks from the A-frame.

The 2K is 95 percent cured in 72 hours, with full cure at about seven to 10 days. While there is a definite learning curve with this particular system, I found it to be worth it because it consistently performs well for stain and heat resistance. An additional benefit is that it can be colored for tinting purposes. The biggest challenges I experienced were: 1) the amount of wasted material because the product is a twopart pot life product, 2) the four to five day application process (assuming all went perfectly) before installation, and 3) the cost involved for overnight shipping of the product during the winter season.

EAP Second is the enhanced acid protection (EAP) system, a nanotechnology blend single component system that has outstanding scratch resistance and is easy to apply. The application process is fairly basic with the use of a roller or HVLP sprayer. The product comes in a matt or gloss finish and can be cut with denatured

alcohol at a ratio of 1:1 up to 1:3 for application ease. Multiple coats can be applied in one shot by applying back-to-back while material is wet.

If more coats are desired after curing 24 hours, sanding will be needed between coats.

The ability to apply multiple coats is a positive feature of the EAP system – along with a quick cure timeframe that allows you to install after 24 hrs. Stain and scratch resistance are also good, although straight white vinegar will etch it if left on the surface for too long. With EAP, you have no waste because it is a single component, and by cutting it you can make one gallon into two or three, potentially saving you thousands of dollars in the long run. While this product does ship in a flammable state, it can be shipped in any climate. A final benefit to EAP is that it can be tinted using 519 acetone color dyes.

UV Finally is the UV sealer. This is a nanotechnology blend with photo initiators that can only be cured using a special ultra violet (UV) light. This system provides outstanding results as well. By far, the biggest highlight of the UV system is the ability to seal and install a project in the same day. This feature has the potential to reduce the sealing schedule by two to five days, making a shop more efficient with a shorter turn-around time and potentially allowing the operation to fit into a smaller facility, saving on the cost of overhead.

The UV system has been rated No. 1 for stain and scratch resistance by the Concrete Countertop Institute (CCI). As a test, I poured straight muriatic acid on a top sealed with this system and left it for 24 hours with no damage resulting.

The application process starts by rolling the material on with a 3/16 knap roller. The material must be permitted to set for approximately 15 to 30 minutes, allowing it to level out like glass.

Next, the material is cured by running the UV light over it. First a ‘B’ cure will be performed, in which the light is positioned 18 to 24 in. above the top. Then an ‘A’ cure is done at a level of 2 in. above the top. Upon completion of these two steps, the sealer will be cured (although it will continue to cure on its own for the next seven to 10 days).

Immediately after cure, the fabricator can determine what type of finish he or she wants – they control the sheen. The low or high gloss finish is determined by the type of post sanding treatment applied. A low gloss finish is achieved by sanding (or polishing) the sealer up to 800 grit.

This produces the most natural topical sealer I have ever seen. You virtually can’t tell there is a sealer on the top. To achieve a high gloss look, higher sand paper grits are used. The sanding process will require more time than the actual

application process. A 50-sq.-ft. kitchen could take up to two hours to complete, depending upon the finish required.

I’ve been using the UV system for more than a year now and have had NO CALL BACKS. A definite positive is the ability to fix any repairs easily and quickly. One of the draw backs to the UV system is the cost to purchase the UV lights, which are relatively expensive. For me, what I gained in efficiency and turnaround time justified the expense of the equipment.

Overall, there are a lot of great sealers on the market and without a doubt they will continue to get even better as our industry grows and we get more attention from manufacturers.

Those manufacturers choosing to use lower performance sealers should take into account the possibilities of callbacks, reputation loss and loss of referrals. It may be worth it in the long run to invest in the sealing process.

About The Author Troy Thompson is owner of Surface Studios (www. surfaceconcrete.com), and is co-owner of Surface 519, a distributor of concrete countertop sealers. For more information, Thompson can be reached at 515-2083998 or via e-mail at troy@surfaceconcrete.com.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 33

TheArtisanGroup GuerrillaBranding Fabricator group capitalizes on relationships formed through ISFA to create its own branded line of products.

At the turn of the 21st Century the writing was on the wall. Although solid surface had enjoyed an extended run at the top of the high-end countertop heap, its appeal as a premium material was waning. Granite, on the other hand was gaining ground quickly, a fact that was heavily underscored when several of the major solid surface producers entered the market with their own lines of “branded” natural stone.

About the same time, Architectural Granite & Marble (AG&M) approached a select group of well-established and highly automated solid surface/granite fabricators with a comprehensive plan for providing granite as part of a national distribution program. Forming the group was made easy because most of these fabricators had already established relationships with each other through their membership in ISFA. The name chosen for the group was Granite Buyer’s Club.

By 2007 the concept of branded granite programs was gaining ground. Home Depot had StoneMark and Lowe’s had Granite Certified by DuPont. The Granite Buyers’ Club, which by this time numbered 20 member companies, decided to create a grassroots brand named “The Artisan Stone Collection.”

This concept of a fabricator-owned brand appealed to the group because of a history within the industry of fabricators building up brands for manufacturers, only to end up competing with a manufacturer-owned fabrication shop or a sudden influx of new competitors marketing the same brand. Because branding and marketing decisions are made by Artisan Group members themselves, group members have the confidence to build their own brands. Artisan Group is a partnership between the fabricators in the group and AG&M, including the trademarks and

intellectual property of the group.

The group first came to market with the Artisan Stone Collection in Spring of 2008, and offered the industry’s first Lifetime Warranty on granite countertops covering staining, material integrity and craftsmanship. The group then launched Heritage Wood countertops in Fall of 2008, which is a line of high-end wood countertops available exclusively through Artisan Group, and partnered with Kohler to carry a line of sinks and faucets. Artisan Group also has its own line of care products called “Firstline Care Products.”

Promoting Industry Standards Through their association and service in ISFA, Artisan Group members had come to understand the value in creating a nationwide network of fabricators who perform to the highest standards of countertop fabrication. All member companies of the Artisan Group are required to obtain accreditation in the MIA Accredited Fabricator program. Likewise, the group is moving toward full participation in the ISFA Certified Professional program.

Currently Artisan Group membership consists of 32 fabricator companies. Evan Kruger of Solid Tops, LLC, envisions that number will grow to 50 or more businesses, depending on the needs of individual markets. “Membership in the Artisan Group is not for everyone,” he said, “but the important point is that a group of (mostly ISFA) fabricators got together, created their own brand and put together a lifetime warranty to back up their work. Maybe this will inspire even very small independent fabricators to take the bull by the horns and create a strong brand – independent of their vendors. It’s a way of differentiating themselves from the competition and building for the future.”

More information is available on the Web at www.artisan-counters.com

34 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

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IndustrySnapshot Two reports have recently been released detailing information on the industry. One is construction outlook put forth by consulting and research firm FMI that offers information on both residential and nonresidential construction with predictions for the future. The other is a home remodeling and repair survey released by Service Magic, which is an online referral service.

Construction

FMI’s Second Quarter 2009 Report predicts total construction for 2009 will finish at 13 percent lower than 2008 and 2010 only looks a little better dropping off another 7 percent. However, this disappointing forecast does have a couple of less gloomy spots when broken down into its parts (see Chart 1).

“We still anticipate that residential construction may find the bottom this year, but that the decline until it does will be steep,” stated a release on the report’s findings. Residential construction is expected to decline 19 percent this year, but only 1 percent in 2010. However, FMI expects to see a sharp decline in nonresidential construction in 2009, which will last throughout 2010. According to the report, nonresidential construction, which had been faring much better than residential, will decline 14 percent this year with further declines of 17 percent in 2010.

Nonresidential construction for 2009 was reportedly flat through April, but is expected to fall off sharply for the remainder of the year. On the nonresidential side, contractors have reported backlogs of nine months, down from 11 months in the beginning of 2008, according to FMI’s Q2 Nonresidential Construction Index (NRCI). “Tight credit continues to cause cancellations and delays,” stated the report. “Project delays continue to be four times the normal rate and are currently at 20 percent (up from three times in 3Q08). Project cancellations are five times the normal rate and are currently at 10 percent of backlog (doubled from 3Q08). Credit is expected to remain tight through 2010 and delays and cancellations are likely to increase.”

FMI stands by its earlier prediction that the stimulus bill would take longer to reach the construction sector. According to its 2Q09 NRCI, “Now that the details of the American Recovery and Reinvestment Act of 2009 (ARRA) projects are beginning to become known, nonresidential building contractors are realizing stimulus funds won’t bring an immediate cure for declining backlogs as 88 percent

36 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Source: FMI Construction Outlook Q2 09 Report

Chart 1

of panelists said they had not yet seen the affects of the stimulus bill. However, 23 percent expect the bill will increase their backlogs as much as 5 percent in the next year.”

Research Center, who goes on to point out that there are signs the current conditions have moderately improved, and the second quarter will have less negative growth.

The report also peeks briefly at the general economy, which obviously is the main driver for both nonresidential and residential construction. Predictors used by the report had gross domestic product (GDP) decreasing 2.9 percent overall for 2009, better than the previous 6+ percent decreases seen previously. Those same predictors have GDP growing 1.8 percent in 2010, although it admits this prediction is somewhat optimistic and subject to several variables including, to a large degree, consumer spending.

“Looking ahead, consumers are considerably less pessimistic than they were earlier this year, and expectations are that business conditions, the labor market and incomes will improve in the coming months,” Franco concluded. “While confidence is still weak by historical standards, as far as consumers are concerned, the worst is now behind us.”

“Consumer spending is likely to be the key to recovery,” stated the release. “However, consumers won’t spend while their confidence is low, and they can’t spend if they don’t have income from employment.” Unfortunately, unemployment continues to be a problem, with a national rate of 9.4 percent in May, 2009.

Since the start of the recession back in December of 2007, the United States has lost six million jobs and the unemployment rate has fallen 4.5 percent. While job losses continue to be widespread, the reports points out that job losses in the construction sector seem to have “moderated.” That said, construction has lost more than one million jobs since its peak in January, 2007. Other indicators, such as retail, food service and gas station sales were also continuing to decline, some at a more moderate pace than others.

“The economy may show some signs of improving, but it is just the beginning of the downfall for nonresidential construction,” stated the FMI report. “Nonresidential construction typically lags the general economy by about 18 months.

Intense competition that has been bringing down prices has been reported. This is good for owners, but not so good for contractors.”

The report also looked at the Conference Board’s Consumer Confidence Index, which improved tremendously in April and posted another large gain in May. The Index is at 54.9, up from 40.8 in April. “After two months of significant improvements, the Consumer Confidence Index is now at its highest level in eight months (61.4 in September 2008),” said Lynn Franco, Director of The Conference Board Consumer

Remodeling and Home Improvement

Back in May, Servicemagic.com released its Home Remodeling and Repair Survey, and while it is hard to say it is 100 percent representative of the industry, it does provide some insight.

In his letter introducing the survey, Craig Smith, CEO, pointed out that while the housing market was hard hit, service requests through the Web site grew in 2008 and continue to grow in 2009.

Smith credits this growth to “changing home improvement choices,” stating: “We believe homeowners now realize they may be in their current residence longer. This means they are addressing smaller, more affordable projects that increase the ‘live-in’ value. For example, rather than undertake a major kitchen remodel, homeowners are turning to low-cost/high-return projects such as countertop replacements.”

Beyond the statistical data shared in the report, the company also includes information from a survey of consumers and contractors conducted in April, 2009, in which 517 homeowners and 375 service professionals responded.

“Overall, we’re seeing data trends and survey results that indicate homeowners now see their homes as lifestyle-enhancers and longerterm investments – more so than perhaps they originally planned when they purchased it,” stated the report. They want to increase the “live-in” value of their home for their own enjoyment – not just because they want to increase their property value. They are investing in their homes for themselves.”

The Numbers

It is important to keep in mind, in reviewing

this information that it is only a snapshot of the industry, and is not presented to be scientifically representational, as not all of those in the countertop industry use Servicemagic.com. That said, of real significance to the surfacing sector is the large (39 percent) national increase in countertop projects, which looks that much more significant next to the fact that overall kitchen remodels are reportedly down by 19 percent. Another area that has seen an increase is in “green” projects, and Servicemagic.com is reporting that 46 percent of homeowners surveyed are “interested in learning how their home projects can be made environmentally friendly and/or energy-efficient.”

When the countertops number is broken down by region, the Great Plains states, such as the Dakotas, Kansas, Nebraska, Iowa and Missouri are faring the best in a comparison of Q1 08 to Q1 09. The company reports an increase in these states of 113 percent in countertops and 36 percent in cabinetry. The numbers varied state to state, but in this area of the country countertop fabricators seemed to fare very well, particularly in Lincoln, Neb., Topeka, Kan., Kansas City, Des Moines, Iowa, and the Quad Cities, with Springfield, Mo., and St. Louis faring the worst. (See Chart 2 for more city-by-city numbers.)

The Deep South (Louisiana, Florida, Arkansas, Georgia, South Carolina, Mississippi and Alabama) show a reported 44 percent increase in countertop activity. The Midwest (Minnesota, Wisconsin, Illinois, Indiana, Ohio and Michigan) reported an increase in countertop activity of 43 percent. The Southwest (Texas, Oklahoma, New Mexico and Arizona) showed a 28 percent increase in the countertop category.

The Upper South (Tennessee, Kentucky, West Virginia, North Carolina, Maryland, Virginia and Washington, D.C.) reportedly saw a 38 percent increase in the countertops category.

Countertop activity in the Northeast (New York, New Jersey, Massachusetts, Pennsylvania, Connecticut, New Hampshire, Maine, Delaware, Rhode Island and Vermont) increased by 32 percent according to the report. The Mountain region of Nevada, Colorado, Idaho, Utah, Montana and Wyoming showed a 35 percent increase in countertop activity. And the Pacific region (California, Oregon, Washington, Alaska and Hawaii) showed an increase of 38 percent when it came to countertops.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 37

The survey portion of the report was broken into homeowner and professional service segments, and the homeowner section showed that people are starting to feel more hopeful about the economy, with 64 percent saying they were more likely to do a home remodeling project in 2009 vs. 2008. The most popular rooms for remodeling were the kitchen and the bathroom, but 68 percent said they would be spending $3,000 or less on these projects.

In the business survey, 82 percent of businesses reported seeing decreases in revenue over the last 12 months, most of which attributed that revenue loss to the faltering economy. The most popular remodels reported, by far, were in the kitchen at 41 percent and the bathroom at 31 percent, although 49 percent reported that the average project was less than $3,000.

While fewer customers and smaller projects were reported to be behind the revenue losses suffered in 2008, 72 percent of respondents said they “are optimistic about their company’s performance.” Finally, 76 percent anticipated a significant increase in service requests will stabilize their businesses in 12 months or less.

Much like the economy of the past few months, the forecasts presented in these two reports is something of a mixed bag.

Probably the best news for countertop fabricators is that both studies seem to predict better times are finally coming to the residential section beginning in early 2010.

For more information or to obtain the reports from which this article was derived, contact: FMI Corporation, 5171 Glenwood Ave., Suite 200, Raleigh, N.C., 27612, 919-785-9335, www.fminet.com.

Servicemagic.com,14023 Denver West Parkway, Building 64, Suite 200, Golden, CO 80401, 800-474-1596, www.servicemagic.com.

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38 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

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FABRICATING PAPERBASEDMATERIALS

Tricks for better results when working with PaperStone ByMikeMiller PaperStone is an innovative surfacing material that is gaining ground in the countertop industry. With the increase in demand arise questions on fabricating the material. The following tips/ tricks are the result of MilGreen Industries’ trial-and-error efforts throughout the last two years of fabricating the product.

P

The first thing fabricators need to realize is that PaperStone is different than most solid surface materials. It is an extremely hard and dense material that does not need extra support.

Structurally, it is as strong if not stronger than stone, yet it can be cut and routed with conventional woodworking tools. Carbide tipped saw blades and solid carbide router bits are

a must when cutting it because the process creates a tremendous amount of heat. The speeds and feeds used during cutting may be somewhat debatable, but cutting too fast can result in chip-out and cutting it too slow can burn the material. It is always a good idea to do a test cut on a piece of scrap material.

When deciding on which type of end mill to use with PaperStone, the safest route to take is to always perform stress cuts with a compression cutter. Because the material is made of multiple layers of recycled paper, there is always a chance for “chip-out” when cutting.

By using compression cutters, the chip-out is minimized as much as possible. Depending on the thickness of the material you are cutting, utilizing step-cuts may produce the best results.

A final clean-up cut with a non-compression cutter is also recommended for optimum finish.

This will also reduce the amount of sanding that is needed for the edges.

Sanding this material requires a little more attention than most solid surfaces because it tends to show swirl marks more. When sanding edges, we use from 80 to 240 grit abrasives

40 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

in their correct sequence without skipping a level. The top surface of PaperStone typically only requires a light grit sanding (180 to 240 grit) followed by a non-woven prior to coatings.

Please note that sanding the top surface with a very aggressive sand paper (less than 80 grit) can result in opening up the layers of paper, which will create a non-uniform, or mottled appearance.

When seaming the material, it is always a good idea to use mechanical fasteners of some sort.

Biscuits are frequently used, but mechanical fasteners may be a safer method because there are still discrepancies on which seaming adhesive works best with the product. A basic two-part epoxy used with mechanical fasteners seems to work very well. Seaming clamps, such as Gorilla Grips, are also highly recommended when working with this product. Sanding the excess adhesive off the top surface after seaming is very difficult and typically results in a visually lighter area around the seam. A better method for removing this excess is to wait until it is slightly cured and “peel” it off by hand, and then use Acetone to clean the remaining residue completely off.

Cutting too fast with the wrong router bit can cause chip-out on the edge.

It is always a good idea to use mechanical fasteners combined with a two-part epoxy when making a seam.

Using a compression cutter minimizes the chances for chip-out.

Mounting PaperStone to cabinets can be accomplished by either screws, adhesives or a combination of both. Pre-drilling holes in the underside of the countertops before inserting the mounting screws is a must. There are many different adhesives that work just fine for attaching the tops to the cabinets. I recommend using a combination of screws and adhesives as it provides the best hold-down strength.

While it can take a little time to perfect your skills with this material, following these basic guidelines can help you produce better results, and allow you to feel more comfortable and confident in working with projects that call for PaperStone.

About the Author Founded in 1945 by the father and son team of Ted and Carl Miller, Milgreen Industries of Raymond, Wash., started out producing machine parts. Today the company specializes in fabricating PaperStone environmentally-friendly surfacing products. Mike Miller represents the fourth generation of the company. More information is available at www.milgreenind.com; 800633-1569.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 41

QUARTZ SURFACING MARCHESON In spite of the troubling economy, the world of quartz surfacing continues to push its boundaries. Not only are the old standbys putting forth new innovations, but several companies have stepped into the arena, some of which are best known for their natural stone offerings.

I

Sustainable products continues to be an area of growth, and surfacing materials providers are not ignorant of that fact. Several companies have jumped onto the bandwagon and are working to capitalize on the ‘green’ scene.

DuPont has recently been awarded the coveted ‘Green Approved’ product seal for National Green Building Certification from the National Association of Home Builders (NAHB) Research Center for its Zodiaq product. The third-party endorsement means that the product can now be used by builders to earn points toward certification to the National Green Building Standard. Zodiaq’s Terra Collection received the Green Award because of its 25 percent post consumer recycled content (making it eligible for up to two points). In addition, all Zodiaq colors have been approved for vertical cladding applications, qualifying for up to four points.

Four new colors have also been added to the Terra Collection’s palette – Wintergreen, Flax, Licorice and Coriander.

Cosentino, the largest producer of quartz surfacing with 11 manufacturing lines, has also been very busy working the ‘green’ angle, and has released a new line of material called ECO (see Figure 1). The properties of the new line is very similar to its popular Silestone brand, but is composed of 75 percent recycled material.

Reportedly the result of a six million dollar research and development investment, this new product caters to the environmentally conscious.

It is available at all Lowe’s stores nationwide, as well as specialty kitchen and bath distributors and showrooms.

“The launch of ECO by Cosentino is an exciting milestone for the company,” said Roberto Contreras, Jr., President of Cosentino North

Figure 2: Cosentino has lauched a line of semiprecious stone based material it is billing as “Prexury.”

America. “It marks the introduction of an entirely new category to the industry and sets a new standard that not only complies with environmental regulations but goes beyond and invests in innovative environmental and conservation practices and technologies.”

The post-industrial and post-consumer recycled raw material that reportedly makes up 75 percent of the material includes: salvaged mirrors; salvaged glass from windows and bottles; granulated glass from consumer recycling practices; porcelain from china, tiles, sinks, toilets and decorative elements; and industrial furnace residuals from factories in the form of crystallized ashes. According to Cosentino, approximately 3,000 glass bottles equals 1 ton of raw materials. The production of ECO is expected to re-use the equivalent of 60,000,000 glass bottles every year.

The recycled content is then mixed with 25 percent natural material including: stone scrap from mountains, quarries, manufacturing and fabrication; and is bonded together with a proprietary “eco-friendly” corn oil based resin.

The material is available in two color palettes –

42 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

the Revive collection and the Green collection – totaling 10 colors. It is also available in both a polished and a matte Leather Texture finish.

ECO comes in jumbo slabs of 63 by 128 in. and standard tile sizes of 12 by 12 in., 18 by 18 in. and 24 by 24 in. The jumbo slabs reportedly allow for a higher square footage of material per container, therefore minimizing the product’s carbon footprint and provide a higher yield of material during fabrication, minimizing seams and waste. The slabs are available in 1.2cm, 2cm and 3cm thickness to respond to varying market needs.

The material has achieved Cradle to Cradle Silver Certification by the U.S. Green Building Council (USGBC) and can contribute from five to nine credits in the LEED certification system.

New Colors, New Materials, New Locations

A variety of new colors and materials beyond those appealing to the environmentally conscious are also coming onto the market.

Figure 4: Pa that have ngea Quartz is on e of man entered th y new pro e market ducts in recent months.

by 58 in. that can be used in both vertical and horizontal applications. Some of the colors are translucent and may be back-lit to create unique environments.

Figure 3: Samsung, with six new colors of its Radianz quartz surfacing product, is among the many companies expanding their offerings or newly entering into the quartz surfacing segment of the industry.

Samsung is another manufacturer that is has grown its quartz offering, by adding six new colors to its rebranded line of quartz surfacing now known as Radianz. The quartz collection now offers 20 high-gloss color options, including its newest colors: Everest White, Cumberland Flax, Amazon Twilight, Palau Java, Toba Blackridge and Sechura Mocha (see Fig 3). The surfacing material is reported to be comprised of more than 93 percent mined quartz crystals.

Another company that is known for its natural stone offerings, MS International, has also entered into the quartz surfacing scene with its new “Q” product. Like its contemporaries it boasts 93 percent quartz content and a 15-year warranty. The products 17 color choices are available through its 10 distribution centers throughout the United States.

“The creation of the Radianz line allows us to distinguish this unique product from our other product lines, including Staron Solid Surfaces and Staron Tempest,” said Dale Mandell, Samsung North America Sales Director. “We liked the Radianz name because it exudes design that is brilliant, radiant and precious, which is what people should expect in this material.” According to Mandell, the Radianz collection will be manufactured in Samsung Staron’s new, state-of-the-art facility in South Korea.

Figure 1: A new trend in “quartz” surfacing is recycled materials, such as in ECO by Cosentino.

Cosentino has released new innovative color options in the form of the Silestone series. The Platinum Series offers four distinctive metallic color choices that integrate the performance of quartz surfacing and the look of stainless steel.

Colors available in the Platinum Series are Chrome, Zirconium, Carbono and Steel. The company has also added three new colors to its Silestone lineup: Magenta, Tao and Kenzo.

These additions bring the Silestone palette to more than 65 colors.

Cosentino has also launched its Prexury Collection, a new semi-precious stone surfacing material (see Figure 2). This collection is comprised of semi-precious stones, petrified woods and fossils handcrafted into a surfacing material, for a lineup consisting of twelve exotic colors.

The semi-precious materials are selected and handcrafted into standard sized slabs of 109

brand new and very large Breton manufacturing complex has been established by the company in India to produce the new material. The entire production line is fully automated and uses programmable logic controllers (PLCs) to help ensure uniform thickness in slabs. The plant also manufactures ‘veined looking”, “granite looking” and “fiorito” engineered stone. Slabs are sized at 55 by 120 in. standard, with finished thicknesses of 1.2, 2 and 3cm. The company offers custom colors and a variety of finishes, such as polished, honed, sandblasted, antique, brushed, velvet, egg and leather.

And Hanwha’s North American quartz surfacing plant, which began construction in early 2008 in Canada, was scheduled to be finished in July.

The plant, which utilizes the latest generation of the Breton system of manufacturing, should allow Hanwha more capacity and quicker reach to its North American distribution chain. The quartz surfacing is available in more than 30 colors.

Caesarstone also launched at least eight new colors, including two containing recycled glass known as Smoky Ash and Chocolate Truffle.

Additionally it has added Black Rocks, Metallic Black, Basalt Black, Buttermilk, Organic White and Dusty Stones.

A third product entry is Pangea Quartz – a new line of engineered quartz stone manufactured in a state-of-the-art facility in Vietnam, using the patented Breton system (see Fig 4).

The facility has two manufacturing lines and reportedly produces 5,000 sq. meters (about 1,200 slabs) of quartz surfacing daily. The product comes standard in slabs of 118 by 55 in. and in thicknesses of 1.2, 2 and 3cm. More than 50 colors are available and the company is actively seeking importers and distributors in the United States and Canada, with delivery reportedly averaging two to four weeks from the order date.

Worldwide Surfaces, distributors of Polystone solid surface, have also introduced a line of quartz surfacing to compliment its solid surface offering. The quartz product is available in 16 colors, with more currently in development.

It’s All About Choice

New Entrants

In addition to the well known brands mentioned above, at least four new brands have come onto the market in recent months, two of which are offered by companies traditionally known for their natural stone products.

The first of these products is Quantra, offered by India’s well known granite provider Pokarna. A

Quartz surfacing initially became popular because it offered an alternative to traditional granite countertops. With new innovations now hitting the market quartz has expanded that vision to include alternative choices to its own product category. It’s just one more indication that when it comes to decorative surfacing options, the customer reigns.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 43

TURNING SCRAPS INTO CASH.

By Kevin Cole

About the Author: Dani Homrich is a long-time fabricator of solid surface and the owner of Dani Designs, a supplier of clamping and polishing supplies. For more information visit www.daniclamp.com,

Figure 1

Figure 2

OversizedIslands Tips for Fabricating Long Deck Seams in Solid Surface.

ByDaniHomrich About the Author: Dani Homrich is a long-time fabricator of solid surface and the owner of Dani Designs, a supplier of clamping and polishing supplies. For more information visit www.daniclamp.com, call 248-852-9248 or e-mail danidesigns@sbcglobal.net.

44 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Oversize islands more than 59-in. wide and 88-in. long can be a fabrication and installation challenge. Here are some suggestions on how to make the job of seaming these oversized tops a little less problematic.

O

The first question is how many deck seams?

On a 62 by 102 in. top you have two choices: 1) run seams across the 62-in. width, making three seams and having extra issues with seam blocks and supporting a 12-in. overhang, or 2) making two seams down the middle. I prefer doing two seams down the middle because you only have one area to sand, making it much easier to blend the two sheets together in the

Figure 3

, call 248-852-9248 or e-mail danidesigns@sbcglobal.net.

Figure 5 Figure 4

field. With more seams across the width you have a much greater chance of adding dips that will be very obvious in reflected light, which could lead to a possible customer call back.

This is one thing every fabricator wants to avoid.

this by using a tongue and groove method with the seam blocks. I cut the seam blocks wide enough to cover both deck seams. With seam blocks on both decks all surface height and alignment problems are solved (see Figure 2).

When making two seams down the middle on a 62-in. top, you need to add a 3-in. strip to the edge of one sheet. I always do all of my shop deck seams face down so I don’t have to flip the deck to do the edges. Long 3-in. strips can be difficult to clamp and keep flush to eliminate extra sanding and time wasted.

After I finish gluing the edges, I flip the deck, trim the edges and straight cut the deck seam and edges. Then I bevel the under side of the deck for any glue squeeze-out from the seam blocks so I can glue on the seam blocks. I always glue the seam blocks in the shop and with the deck face up to keep any glue off the fabricated deck seam (see Figure 3). It is always wise to check for a perfect fit on the deck seams before doing this process.

I have come up with a method using a paste waxed melamine board to solve the problem (see Figure 1). This process is great because on the deck surface the glue squeeze-out is flat and it is very easy to sand keeping the surface flat, unlike sanding out a bead of glue.

The next thought that comes to mind is clamping a 104-in. seam on site keeping it flat and not to create dips in the finished job. I solve

On site I always dry fit first to make sure there isn’t anything to cause a bad bond line, then I pull the decks apart leaving about ¼-in. of seam block under each deck before applying adhesive. This makes it very easy to push the two decks together (see Figure 4). I use metal foil tape to catch any adhesive drips because

it doesn’t bend from the adhesive weight like other tape might.

In clamping the seam I always use Nylon glue blocks for the clamps because they are very easy to remove and are reusable (see Figure 5). All it takes is a little thinner and a pair of channel lock pliers, and with a little twist they pop right off. I also use lacquer thinner on the blocks so the hot melt glue will peal off easily so they can be reused.

The advantage in fabricating long deck seams this way is it greatly reduces the amount of sanding needed because the deck seam is totally flat along its entire length; there are no misaligned areas. And by reducing the amount of sanding needed, you greatly reduce the risk of creating a dip that will be seen in reflected light. All this combines to make the job more profitable.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 45

Fabricator Profile - meldUSA Whoever said concrete countertops (and beyond) are just dull and gray? ISFA member Michael Bustin of meldUSA in Raleigh, N.C., gives us a taste of what can be achieved when the material is put in the hands of some really top flight designers. Although some projects have been fabricated and installed by others, all the countertop materials shown in these pages were manufactured by meldUSA. Bustin guides us through the portfolio in his own words: About meldUSA: meldUSA is a manufacturer of innovative concrete slabs for distribution to fabricators across the USA, as well as 3-D architectural concrete surfaces and furniture. You may contact the company via its Web site at www.meldUSA. com or by phone at 919-79-174

RainShine House

The RainShine House in Decatur, Ga., designed by Robert M. Cain Architect has achieved, and exceeded, the highest level of “green architecture” possible through the U.S. Green Building Council’s (USGBC) Leadership in Energy and Environmental Design (LEED) for Homes Pilot Program, namely, LEED Platinum.

photographer: Paul Hultberg

COSI

Cosi is an up-scale national restaurant chain with a sophisticated, modern and warm atmosphere. Meld manufactured more than 700 table tops in various sizes along with eating counters for more than 30 restaurants nationwide. The counters were cast in extremeconcrete in two colors and in both “Monochrome” and “Terratone” finishes.

All tops were cast with embedded threaded anchors in them, which allowed the table bases to attach easily to the table tops with simple bolts thus eliminating the need for wood sub-tops.

46 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

One of the most important credits given this home was for extraordinary performance in the selection of homeowner and environment-friendly materials from salvaged, locally-sourced, recycled materials and those with low or no volatile organic compounds (VOCs). Each material represents lower energy investments, lower contribution to off-gassing and environmental pollution, reduced energy investments in shipping, enhanced durability, etc. The RainShine House is the first LEED Platinum house in the Southeast. meldUSA’s ecoX eco-sensitive concrete material was used on the countertops for this project.

The color was “Natural” with Tri-blend 100 percent postconsumer colored glass.

A Southern Season

The architect approached Meld with a picture in hand of a custom bar and asked us if we could manufacture something with this complexity for a new gourmet food retailer and restaurant in Chapel Hill, N.C. A Southern Season is a nationally recognized award-winning retailer of gourmet gift baskets and samplers and international gourmet foods. This custom bar top and bottom was constructed for A Southern Season’s restaurant, Weathervane.

The bar top consists of 10 similarly sized multi-compound curved sections, which creates a 30-ft. curved bar top. The mold was digitally designed in 3-D and cut on a CNC machine. The components were cast from solid extremeconcrete. The finish was “Monochrome” and the color was “Tripi.” Each section weighed about 300 lbs. Each component contained two anchor bolts, which allowed the pieces to be bolted to the structural steel support. Additionally there was a cast-in radius keyway on the backside of each section and custom stainless steel keys were used to tie each section together and strengthen the arc.

The bar bottom utilized a custom CNC-cut mold as well. Each section contained an integral rolled foot rest. Material, color, finish, construction and installation were the same as the above.

This project was about as complex as they get. A total hit with the customer, the project took about nine weeks to complete.

Vivo

Oggi Girl

Oggi Girl is a fashionable teenage clothing boutique in Raleigh, N.C. The architect wanted to create a monolithic counter with a unique textural finish that also contained an integral shoe ledge. Meld’s extremeconcrete material was chosen for the project. The color was “Clay.” The finish was the company’s signature “Voidz” finish. The Voidz finish accentuates the more elemental nature of the material with honey-combs and surface fissures contrasting with areas honed smooth. A cash wrap and back wrap were also made for this project.

Vivo is a high end restaurant in Raleigh, N.C. The Architect asked for a custom color blend that would coordinate with three different plaster colors being used in the space. The company’s trademarked extremeconcrete material in a Terratone finish was selected for this counter. The Terratone finish is a hand pressed technique that uses pigment fills and blends to create mottled color effects, from slight variations in tone to stronger lines (resembling the look of marble or filled travertine). Slightly imperfect, the Terratone finish is tactile to the touch and warm to the senses. The serpentine counter was approximately 70 linear ft. long with a 2 3/4 in. integral bullnose front edge return as well as an integral drink ledge. The counter juxtaposed a lower back lit resin façade. The counter consisted of 14 sections and 14 custom molds. The project was completed in four weeks.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 47

Free Form File Under: Beyond Countertops Things are definitely looking up at the Hilton Baltimore Convention Center Hotel in Baltimore, Md. That is because more than 700 sheets of 3form resin panels were used to decorate the ceilings of the hotel’s Grand and Junior Ballrooms. That is in addition to a “sky is falling” effect of windblown-like 3form panels cascading over the hotel’s two escalators, which feed into the main lobby.

3 Fabricated and installed by Allegheny Solid Surface Technologies (ASST), in Hanover, Pa., the ceiling project is more than three years in the making from design concept through installation, and includes thermoforming, copper inlays, fiber optics that glow with the beat of the music and some fantastic structural engineering.

“I was impressed with the complexity of construction, especially of the light ‘baskets’ suspeneded from the ceiling the in the Junior Ballroom,” said 3form specification representative, Allison Bierenbaum, who helped coordinate the project with ASST and the design firm of Daroff Design Inc. in Philadelphia. “The baskets were of differing sizes. Some of them were made of eight,

4- by 8-ft. panels joined together in a basket weave design. Those baskets were so large they had to be fabricated in two sections in order to get them in the building.”

3form produces decorative resin panels somewhat akin to solid surface, yet may include patterns and textures sandwiched into the panels for a decorative effect. The company also produces solid color panels ranging from perfectly clear to translucent and opaque. All materials are made to order.

The escalator sculptures feature colorful curvilinear panels floating above the escalators leading to the hotel’s convention spaces. The multi-textural sculptural elements, which were thermoformed,

48 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

fabricated and installed by ASST, bring life to these spaces and create an illuminated feature that not only announces the area but also are visible to the adjacent pedestrian walkway.

“ASST entered the project as a preferred contractor specified by the general contractor,” said Bierenbaum. “They [the contractor] felt like ASST was the only company able to do such a large and complicated project. They did a fantastic job.”

For more information contact Allegheny Solid Surface Technologies (www.asst.com) at 717-630-1251 or info@asst.com.

Here.

Now. News.

50 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

ISFA Innovations in Design Competition For the first time ever fabricators from all over the world can strut their stuff using any kind of surfacing material by competing in the ISFA Innovations in Design competition to be hosted at the upcoming International Countertop Expo (ICE) at Mandalay Bay, February 8 to 10, 2010. The competition is open to all types of decorative surfacing, and includes the following categories: • • • • • • •

Residential Kitchen Residential Bath Commercial/Institutional Application Freestyle/Art Artisan ‘Green’ Application Onsite Vanity Fabrication

The Onsite Vanity Fabrication category is a new wrinkle in the competition that pits fabricators against each other to design and fabricate the most innovative vanity top on the show floor during exhibit hours. Entrants are provided with a set of general specifications, i.e., length, width, bowl location, etc. and are encouraged to use their creativity and craftsmanship in their choice of material(s) to produce their most innovative design. At the end of the competition all vanities will be donated to charity.

“This is a chance for fabricators to show off their craftsmanship and creativity to the rest of the decorative surfacing industry,” said Russ Lee, executive director of ISFA . “It’s an opportunity to be recognized among your peers for exceptional skills as a fabricator.”

Category winners in the ISFA Innovations in Design competition will receive a certificate and award to display at their place of business. Each winner also receives a written press release that can be used to promote their business as a recognized leader in the industry for use in their local media. They also receive editorial and photo coverage in Countertops & Architectural Surfaces magazine, as well as other selected media. Entries will be judged by a panel of industry experts.

Peace of Mind.

“This competition features the industry’s best in every way,” said Sandy Milroy, ISFA director of meetings & membership and show manager of ICE. “Fabricators are free to mix and match materials and use the full extent of their imagination and craftsmanship to wow their peers the world over.”

Full details about the ISFA Innovations in Design competition, including entry forms, rules and deadlines, may be found at the ISFA Web site (www.isfanow.org), or by calling the ISFA office at 877-464-7732.

ISFA e-Newsletter In June the new and improved ISFA Update was launched. This informational e-newsletter is designed to be an ongoing and timely source for pertinent news and information. The monthly

e-mail newsletter contains industry and product news, information on upcoming events, the latest happenings at ISFA, articles offering tips and insight into fabrication, an interactive poll and much more.

For more information, or to subscribe to the ISFA Update, go to www.ISFAnow.org/isfaupdate.

ISFA Certification The association has launched its pilot ISFA Certified Professional program, and is currently seeking member companies wanting to be the first to differentiate themselves in the marketplace via the program. Using an ISFA Certified Professional is an end-users assurance of a job well done and ISFA certification is a powerful marketing tool.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 51

Objective: To establish the ISFA Certified Professional mark as the assurance of a job well done, thereby providing peace of mind to end-users, contractors, dealers and specifiers that an ISFA Certified Professional will perform up to expectations.

Scope: ISFA Certification addresses a member’s ability to perform based on the principles embodied in the ISFA Code of Ethics. It does not cover technical knowledge, fabrication expertise or material performance characteristics.

The ISFA Code of Ethics Each fabricator member of the International Surface Fabricators Association (ISFA) agrees to observe high standards of honesty, integrity and responsibility in the conduct of their business.

1.

2.

3.

4.

5.

6.

By adhering to the highest quality standards of fabrication and installation.

By writing contracts and warranties that are clear, honest and fair to all parties involved.

By honoring all contractual obligations in a reasonably prompt manner.

By quickly acting on and attempting to resolve all customer complaints. In situations where complaints appear unreasonable and persistent, by encouraging the customer to initiate and approach third-party dispute settlement mechanisms.

By being fiscally responsible and honoring all legitimate financial obligations.

By maintaining all required licenses and insurances.

Methodology ISFA Certification is voluntary, yet highly encouraged of all ISFA fabricator members. To qualify for certification a candidate must: 1.

2.

3.

4.

Be an ISFA member in good standing.

Demonstrate adherence to the ISFA Code of Ethics by submitting to an ISFA Certification Audit.

Have in place a clear and precise written guideline for resolving customer complaint issues.

If a complaint is registered, the company will act in good faith to resolve the complaint in a timely fashion.

5.

6.

Submit to a yearly ISFA Re-Certification Audit.

Use and display the ISFA Certified Professional mark according to ISFA defined Use and Display guidelines.

The ISFA Certification Audit: 1. Submit three letters of recommendation each from (where applicable):

a. Residential end-users.

b. Wholesale contractors or kitchen/

bath dealers.

c. Commercial specifiers and/or

contractors.

2. Submit examples of contracts and warranties used by the fabrication company in its normal course of business activities.

3. Submit detailed company protocol for responding to customer issues and complaints, including minimum elapsed time standards once an issue has been lodged by the customer.

4. Submit copies of business license, contractor’s license (where required) and other applicable licenses.

5. Submit proof of liability insurance in the amount of at least $1,000,000. Submit proof of Workman’s Compensation insurance.

6. Submit the signed and notarized ISFA Certified Professional Pledge.

ISFAnow.org Is Working For You ISFA Recently launched the Find A Countertop Pro function on the ISFA Web site at www. isfanow.org. This function allows visitors to the site to locate an ISFA fabricator in their area.

Consumers and specifiers can find company name, street address, phone number, Web site address and e-mail address for anyone in the searched for zip code. The results have been great. In the first 2 weeks since the launch, ISFA fabricators received more than 200 views of their information.

52 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Tap into the Green Movement

With an ISFA Town Hall Meeting.

Friday, October 16, 2009 • St. Petersburg, Fla. RSVP Today. It’s Going to be an Awesome Event. Visit ISFANow.org/green for more info.

If you are interested in tapping into the Green Movement as a countertop fabricator but don’t know exactly where to begin, ISFA has the perfect event for you. We have packed an entire day in October full of all things Green, including a shop tour, lectures by members of the U.S. Green Building Council, guided tours of LEED certified homes and the state’s first Zero-Energy bank.

Event Activities • •

• •

Event Details When - Friday, October 16, 2009 Where - Tours and lectures begin at Refresh Interiors, St. Petersburg, Fla.

•

•

Shop tour of Refresh Interiors Discussions led by Josh Bomstein, president of the Florida Gulf Coast Chapter of the U.S. Green Building Council and Gene McDonald of Refresh Interiors. Discussion topics center on what’s on the horizon in Green Design for countertop professionals, and how to work with architects and contractors to become involved in this rapidly growing and profitable segment of the market.

Tour a Gold LEED Certified home featuring bamboo cabinets and Paperstone and Avonite countertops.

Tour Magnify Bank, Florida’s first Zero-Energy building that features Paperstone wall cladding and countertops and also includes Shetkastone, Lumistone, Vetrazzo and Bamboo Plywood. Magnify Bank’s CEO, John Santarpia, will be on hand to discuss the philosophy behind sustainable design. (see a video: http://www.gogreenpolkcounty.com) Tour the Terra Verde project featured on Greenovation TV. Members of the Florida Green Building Coalition will be on hand to provide details on the project, which will use Vetrazzo countertops. (more info: http://terraverdetv.com) Drinks and dinner at a local restaurant with fabricators, general contractors and design professionals in an informal setting.

International SurfaceAssociation Fabricators Association • Vol. 2, Issue 3, 2009• • 53 53 International Surface Fabricators • Vol. 2, Issue 2, 2009

ExpoUpdate From the desk of Sandy Milroy, Director of Membership Services, Trade Shows and Events for ISFA.

ICE 2010 Excitement Is Building In recent weeks I have noticed a definite change in the tone of conversations I’ve had with people in the industry regarding the new look and direction of ISFA. There is now a definite buzz about what ISFA is doing to improve the lives of countertop fabricators everywhere.

Of all the great things going on with your trade association, the excitement and momentum surrounding the International Countertop Expo (ICE) is the most intense. People “get it” that this show is all about countertops (and beyond) and the people who work with them. It’s about the latest and greatest materials. It’s about meeting, greeting, learning and sharing with other like-minded folks from all over the world.

It’s about innovation. It’s about a sense of belonging to a unified industry that is fashiondriven and dynamic. It’s about doing all the great things that help build your business that you simply CAN’T do on the Internet.

This is THE EXPO for the entire countertop industry. In addition to conventional surfacing options like solid surface, quartz and natural stone, expect to see products such as concrete, glass, paper-based, recycled, ceramics, wood and many others. For anyone looking to expand their product offerings, or just to be brought up to date on the latest materials, this is the perfect chance to see everything at one time, under one roof.

Demonstrations on the show floor include fabrication of vanities as a part of the ISFA Innovations in Design Competition. The tops will be fabricated from template through final inspection from all types of different materials. Expect to

see different tools and techniques employed during fabrication. All vanities will be donated to charity at the end of the show.

Conferences and seminars are geared to the needs of countertop fabricators. Categories include “Countertop Fabrication Practices & Techniques,” “Business/Marketing,” “Product Knowledge” and “Sustainable or Green Materials & Practices.” Sessions on new and emerging products will also be offered.

Feb. 7 is Super Bowl Sunday and there is no better place to be than Las Vegas for the big game. Because it is one of Vegas’ biggest weekends, hotel rooms are expensive and hard to come by. But, not if you take advantage of the ISFA/ACMA room block at Mandalay Bay. We have negotiated an extremely reasonable rate that is guaranteed for ISFA members. But you have to act fast – we have limited rooms set aside and they will go quickly. Once in Vegas be sure to celebrate the big game at the ISFA Football Party Sunday afternoon and evening at Mandalay Bay. Design Contest on steroids. The ISFA Innovations in Design competition is the most comprehensive design contest this industry has ever seen. Categories include all types of decorative surfacing and application environments.

ICE embodies the spirit and mission we all want and expect to come from the countertop industry trade show. It’s about countertop fabricators and the people and companies who support them. It’s about the growth and profitability of our industry. In a word, it’s about you.

Be sure to mark your calendar for Feb. 8 to 10, 2010, and be at the Mandalay Bay Resort & Casino in Las Vegas. ISFA has partnered with the American Composites Manufacturing Association (ACMA), which will host its own separate Expo that runs concurrently with ICE, to bring you the best value for the least money spent. Be sure to take advantage of the ACMA/ISFA room block at Mandalay Bay for great deals on lodging while you are in Las Vegas.

54 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

ThankYou. To more than 100 companies that are new members or have recently renewed their membership with ISFA. Absara industrial S. L. Accent Surfaces, LLC Accent Tile Aetna Plywood, Inc. Alaska Stone & Precast Inc Atlanta Kitchen, Inc. Atlantic Plywood Corp.

Ball Consulting, LTD. Bertke Countertops Blasius, Inc. Braun Ind., Inc. Brian Cramer Co Buddy Rhodes Concrete Products Cabinet & Countertop Designs Carpenters International Training Fund Chemcore Industries, Inc. Chemical Concepts, Inc. Classic Counter Tops Classic Stone Works, Inc. Coast Cabinets Coni-Marble Mfg., Inc. Cosentino USA Countertops by Topsecret

CREA Diffusion Creative Surfaces Custom Countertop Inc. Dakotaland Woodwork & Cabinets, LLC Dan Solid Surfaces Dean’s Solid Surfacing Distinctive Surfaces of Florida, Inc. Distinguished Stone & Solid Surfacing Dolan & Traynor, Inc. Emagine Concepts ETemplate Systems, Div. Of Tri-Tech Solutions, Inc. Fein Power Tools, Inc. Fine Line Pacific, Inc. Fischer Tile & Marble Five Star Fab & Fixture Floor To Ceiling Store Formatop Company F-W-S Solid Surface Specialist, Inc. Grifform Innovations, Inc. Hard Surface Fabrications, Inc./Kormax Hawaii Kitchen & Bath, Inc Hodges and Sons

Honolulu Tile & Marble, Inc. Hunter Millworks, Inc. Innovative Surfaces Ltd. IPS/Weld-On Structural Adhesive Division Jack’s Custom Woodworking/JCW Countertop Lenova Lytle Construction Marbelite Corporation Marble Masters of Texas, Inc. Martin’s Counter Tops, Inc. Marvic Corp.

McClain Surfaces Meld USA, Inc. Michiana Laminated Products, Inc Mirka Abrasives, Inc. Modern Home Distributing Moraware, Inc. NBC Solid Surfaces, Inc. New England Counter Top Nippon Electric Glass America Northwest Fabricators, Inc. OBRE Fabrications Ltd. Paragon Granite & Marble Continued on page 56

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 55

Pence Countertops, Inc. Pierce Laminated Products, Inc. Precision Woodworking Pristine Countertop Distributors Quality Encounters, Inc. Quality Surfaces, Inc. Quartz Concepts Quartz Concepts, Inc. R. J. Marshall Company RB Interior Trim Redding Countertops Respond S. A. L. Rojo Enterprises, LLC Rosskopf & Partner AG Scantibodies Schechner Lifson Corp.

Shad’s Custom Countertops, Inc. Smokey Mountain Tops, Inc. Solid Surface Creations, Inc. SolidTops, LLC Sterling-Miller Designs Inc. Steven Caldwell Stone Care International, Inc.

Stringer Construction Sulzer Mixpac USA Superior Solid Surface Surface Crafters Surface Fabrication Magazine Surface Products Surfaces Unlimited, Inc. Talquin Fabrications, Inc. TFI Corporation The Countertop Factory The Pinske Edge Tiffany Decor Co., Ltd. Top Master, Inc. Top of the Line Fabricators, Inc. Tops By Dieter Tower Industries Triad Counter Corporation Troyer’s Custom Cabinetry TWD Surfaces Utah Valley University

56 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

ISFA Board of Directors & Staff Sid MacKay President Creative Surface Solutions 2855 Coleman Street • Las Vegas, NV 89032 Phone: 702-365-6444 • Fax: 702-365-6798 Email: sid@creativesurface.com www.creativesurfaces.com Evan Kruger Vice President Solid Tops, LLC 505 South Street • Easton, MD 21601 Phone: 410-819-0770 • Fax: 410-819-0783 Email: evank@solidtops.com www.solidtops.com Hunter Adams Secretary TRINDCO 1004 Obici Industrial Blvd. • Suffolk, VA 23434 Phone: 757-539-0262 • Fax: 757-539-8921 Email: hunteradams@trindco.com www.trindco.com Ted Sherritt Treasurer FloForm Countertops 125 Hamelin Street • Winnipeg, Manitoba R3T3Z1 Phone: 204-474-2334 • Fax: 204-475-9295 Email: tsherritt@floform.com www.floform.com Joe Hoffman Assistant Treasurer Hoffman Fixtures Company 9421 E 54th St • Tulsa, OK 74145 Phone: 918-627-3055 • Fax: 918-627-3560 Email: joehoffman@hfccountertops.com www.hfccountertops.com Michael Job Director Quality Surfaces, Inc. 2087 Franklin Road • Spencer, IN 47460 Phone: 812-876-5838 • Fax: 812-876-5842 Email: mikej@qualitysurfaces.com www.qualitysurfaces.com

Kurt Bonk I.T. Officer Cabinets2Countertops 7142 Frank Avenue NW • N. Canton, OH 44720 Phone: 330-244-0221 • Fax: 330-266-7635 Email: CCBONKCO@aol.com Todd Werstler Immediate Past President Tower Industries P.O. Box 647 • Massillon, OH 44648 Phone: 330-837-2216 • Fax: 330-837-2642 Email: twerstler@towersurfaces.com www.towersurfaces.com Russ Lee Executive Director of ISFA 910 West State Street Unit 1 • Lehi, UT 84043 Phone: 702-567-8150 • Fax: 702-567-8145 Email: russ@issfa.org www.issfa.org

Mike Nolan Director Windbound Co. 113 Craftsman Drive • Morganton, NC 28655 Phone: 828-438-0892 • Fax: 828-438-0893 Email: windboundco@bellsouth.net www.windboundhomes.com Mike Langenderfer Director The Countertop Shop Ltd 10406 Geiser Road • Holland, OH 43528 Phone: 419-868-9101 • Fax: 419-868-9104 Email: mike@countertopshop.net www.countertopshop.net Martin Funck Director Rosskopf & Partner AG Bahnhofstrabe 16 • D 09573 Augustusburg Hennersdorf Germany Phone: 493-729-12524 • Email: martin.funck @rosskopf-partner.com www.rosskopf-partner.com

Dave Paxton Director Paxton Countertops P. O. Box 174 • Grand Ledge, MI 48837 Phone: 517-719-0146 Email: paxtoncountertops @yahoo.com

ISFA Staff

Mike Cook Director Concrete Approaches 2246 Vantage St. • Dallas, TX 75207 Phone: 406-544-5150 • Fax: 214-637-1529 Email: mcook@concreteapproaches.com www.concreteapproaches.com

Joseph Winters Creative Director & Web Services Email: joe@isfanow.org Office: (877) 464-7732 ext. 11 Direct: (702) 468-2639

Harry Hollander Associate Member Representative Moraware 3020 Zeus Way • Reno, NV 89512 Phone: 650-242-4272 • Fax: 309-414-1013 Email: harry@moraware.com www.moraware.com Bryan Stannard Associate Member Representative ITW Plexus 30 Endicott Street • Danvers, MA 01923 Phone: 210-389-2917 • Fax: 978-774-0516 Email: bstannard@itwplexus.com www.itwplexus.com ISFA Legal Counsel William Barton, Esq. ISSFA Legal Counsel Barton, Baker, McMahon & Tolle, LLP 1320 Old Chain Bride Road, #440 • McLean, VA 22101 Phone: 703-448-1810 • Fax: 703-448-3336 Email: wbbarton@aol.com

Russ Lee Executive Director Email: russ@isfanow.org Office: (877) 464-7732 ext. 12 Direct: (801) 735-7606

Kevin Cole Communications Director Email: kevin@isfanow.org Office: (877) 464-7732 ext. 13 Direct: (815) 721-1507 Sandy Milroy Meeting & Membership Director Email: sandy@isfanow.org Office: (877) 464-7732 Direct: (702) 240-1660 Margaret Pettingill Administrative Assistant & Registrar Email: meg@isfanow.org Office: (877) 464-7732 Ext. 10 Main Office Toll Free: (877) 464-7732 Direct: (801) 341-7360 Fax: (801) 341-7361 Email: info@isfanow.org Web: www.ISFANow.org

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 57

mail it in and that’s it! Your subscription automatically starts the next time an issue is mailed out. What’s even better is that if you subscribe,

you save half off the cover price!

Order online at www.ISFANow.org or fax this form back to ISFA at (801) 341-7361 or by mail: P.O. Box 179, Lehi, UT 84043

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Supplier Profile Domain Industries, Inc. It’s all about the fabricator – at least that is the way the folks at Domain Industries look at it.

More specifically, it’s about providing exceptional service and affordable pricing for small to mid-size fabricators all across the country.

Considering the roots of the Austin, Texas, distributor of solid surface products, sinks and accessories, it only makes sense.

“We come from a fabrication background,” said Glenn Synnott, president of Domain Industries.

“We know the problems fabricators face every day because we have been there. We try very hard to look at things from the perspective of a fabricator.”

In the beginning, working on the front lines in their small fabrication business, Synnott and his son, James, saw a need in the marketplace that was not being addressed by the traditional distribution network for solid surface materials.

“As small fabricators we were not getting all the products we needed through some distributors,” explained James. “Small fabricators couldn’t buy material as well as a large fabricator, which put them at a competitive disadvantage. They didn’t have buying power.”

The solution: provide small to mid-size fabricators with quality solid surface products at a bet-

ter price. Then create a method for getting that product to their doorstep in two to three days, instead of two to three weeks.

So the Synnotts left fabrication and got into distribution. For them, it was a move that made fiscal and emotional sense.

“We are kind of like pioneers in the industry. We take care of all the logistics and the other things people don’t like that are associated with shipping,” said Glenn. “If something gets damaged, we take care of all the paperwork. If somebody calls about a damaged order, we ask if the truck is still there. If it is we tell them to load it on the truck and ship it back. That same day we send out a replacement. The end result is the fabricator gets the materials he needs to finish the job and we take care of the details.”

Domain offers the Affinity line of acrylic solid surface sheets, as well as the full complement of acrylic, copper, stone, composite, stainless steel and porcelain sinks. The company also provides supplies and accessories needed to run a full-service fabrication shop. “Whatever the fabricator needs, we have it,” said James.

Of particular interest to solid surface fabricators is the company’s Engineered Acrylic product

60 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

that has the appearance of an engineered stone material, yet is 100 percent solid surface.

“When we saw the e-stone segment coming into the market we came up with a product that had the look of engineered stone, but was made of acrylic,” explained James. “It really looks like e-stone. We put it in our booth at trade shows with a high-gloss finish and people can’t tell the difference.”

The Synnotts credit their success as distributors to a culture of really listening to their fabricator customers, identifying the needs they have and then fulfilling those needs cost effectively. “It generally starts with a sales call,” said Glenn.

“In almost every one of these talks we find areas where there is a real opportunity to serve the market. Then we find ways to provide solutions.”

In their quest to reach and serve the fabricator, the folks at Domain have found a helpful partner in their industry trade association. “We have been members of ISFA from our beginning,” said Glenn, “and we are proud to support it through our participation in association events.

Like Domain, ISFA is all about the fabricator. It’s a good partnership.”

For more information on Domain Industries, call 866385-7775 or visit www.domainindustries.com.

“In almost every one of these talks we find areas where there is a real opportunity to serve the market. Then we find ways to provide solutions.”

Domain Industries Staff from left to right: Jared Matthews - Customer Development Manager, Matt De Steffen - Business Development Manager, James Synnott - Product Development Manager, Glenn Synnott - President.

International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 61

ProductNews Colonial Saw Offers New Programmable Stop Option for Streibig Panel Saws Colonial Saw Company, North America’s importer of Striebig Vertical Panel Saws, offers a new programmable stop option available for the Swiss-made vertical panel saws. According to the company, benefits of the new programmable stop include increased productivity and digitally accurate and repeatable cuts; the ability for users to send the stop to a position entered on the touch screen color monitor or to a previously saved dimension; and the option to open a cut list at the saw via the fabrication company’s network or portable USB drive. The customized programmable stop system can be retrofitted onto existing Striebig saws, is manufactured in the United States and is available exclusively through Colonial Saw. Circle Reader Service # 10 on the Reader Service Page (pg. 35) or go to www.

ISFAnow.org/info

The Pinske Edge Offers Squaring Press

necessary hookup is air supply. Circle Reader Service # 11 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Moraware Releases Upgrade Moraware JobTracker version 3.0 is now available and offers new ways to view and filter schedules to focus on specific problems or missing information. This update also gives users access to the new Moraware mapping service. Users of all JobTracker editions will benefit from new types of filters – on text and number fields, and new ways to filter for values or activities that don’t exist. Standard and Enterprise customers currently on a maintenance plan will have access to the new mapping service, which allows them to view a map of all activities scheduled for a day, so they can double-check that their field crews are being used optimally. There may be additional fees for this service in the future. In addition to new filters and maps in v3.0, every update contains a variety of improvements and new features based on customer suggestions. The full release notes are available on the company’s Web site at http://www.moraware. com/help.Circle Reader Service # 12 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Domain Expands Pure Ceramic Porcelain Sinks

In response to request from cabinetry manufacturers, The Pinske Edge now offers a Squaring Press, designed to put a square chisel cut in the corners of cabinet doors quickly and easily, reports the company. The process reportedly takes 10 to 15 seconds for all four door corners. Each corner can be square-cut by setting the door over the adjustable stop and activating the cylinder.

By stepping on a pneumatic foot control, the chisel lowers. The chisel features a 3/8-in. square hardened steel cutting blade specially designed to cut hardwoods. The frame footprint is 36 by 26 inches. Pneumatically driven, the only 62 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

The Pure line of porcelain ceramic sinks from Domain Industries has been expanded to include more than 20 new vessel-mount and drop-in models. Three new Pure bathroom pedestal sinks with contemporary styling have been added to round out the product line. The line complements the range of kitchen & bath products including stainless steel sinks, composite-quartz, porcelain, copper sinks and

Service # 13 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

ITW Plexus Introduces Clip and Rod Bonder

ITW Plexus, manufacturer of Plexus Surfacing Adhesives, now offers Plexus Clip and Rod Bonder, a two-part methacrylate adhesive designed specifically for bonding of undermount sink and dishwasher clips. It is also well suited for rod reinforcement of natural stone. The adhesive exhibits an exceptional ability to bond engineered stone, solid surface, metals, plastics and composites, reports the company.

Combined at a 1:1 ratio, it has a working time of 6 minutes and achieves rapid fixture within 13 minutes at room temperature. The adhesive offers a combination of high strength and stiffness, as well as a unique ability to bond in wet environments often found in stone fabrication facilities. Plexus Clip and Rod Bonder is supplied in standard sized Caulk Tubes packaged with two static mixers, side by side 50ml cartridges and a unique 25ml hand mix cartridge suited for job site bonding.Circle Reader Service # 14 on the Reader Service Page (pg.

35) or go to www.ISFAnow.org/info

Apollo Sinks Offers Thermoformed, 100 Percent Acrylic Sinks

undermounted to solid surface or seamed to granite. The acrylic is poured between two sheets of glass producing a 5mm sheet of acrylic, then vacuumed formed, making them easy to clean and maintain. Being only 5mm thick, this type of sink doesn’t have thermo shock problems when pouring boiling hot water into the sink, reports the manufacturer. They come in 17 styles in white or bisque color. The also feature extra deep bowls that go virtually straight down for a large working area, and approximately a 3/4in. mounting rim to line up with the partial broad, reinforced drain area.

They have a satin, sand-blasted finish to assure soft look and feel through out the sink, a relatively flat mounting surface cut with a CNC machine, hand laid fiberglass backer to avoid any air bubbles and are competitively priced, according to the company. Circle Reader Service # 15 on the Reader Service Page (pg. 35) or go to www.

ISFAnow.org/info

Federal Saw Carries New Amana A.G.E. Blades

Federal Saw and Tool now carries the Amana A.G.E. Series saw blades for cabinet shops.

Manufactured in Germany, the blades are laser cut from virgin steel, then flattened, ground, tensioned and tipped with large, European-style carbide tips for smooth, accurate cutting, reports the manufacturer. The blades are reportedly suitable for use with FESTOOL equipment.

Product News

fabrication tools and accessories. Circle Reader

Circle Reader Service # 16 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Meld Offers Eco-Sensitive Concrete Material

Apollo Sinks offers thermoformed, 100 percent acrylic seams that can be hard seamed to laminate for a seamless look, as well as

Meld USA offers the ecoX and Xposed brands of eco-sensitive concrete material. EcoX uses post-consumer and post-industrial recycled materials, and showcases a unique balance of bold aesthetics, refinement and the preservation of the naturalness of concrete. Xposed is a sustainable concrete material made from natural minerals, organic fibers and post-industrial recycled materials. Derived from the company’s International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 63

award winning extremeconcrete material, Xposed retains the verve of concrete while offering an alluring surface texture and more natural aesthetic. Meld has engaged in a distribution partnership to market and supply ecoX and Xposed slabs to countertop fabrication shops throughout the country. Circle Reader Service # 17 on the Reader Service Page (pg.

35) or go to www.ISFAnow.org/info

CAULK-EZ Provides Caulk Release Agent

Product News

CAULK-EZ offers the CAULK-EZ brand of caulk tooling aid that enables users to achieve a perfect bead of caulk in a fraction of the time without the mess, reports the company. Simply apply a thin bead of caulk, spray on CAULK-EZ holding the nozzle 4 to 6 in. from the surface and wipe the caulk bead smooth applying light pressure. The agent is formulated for all kinds of caulks and prevents excess caulk from sticking to fingers or adjacent surfaces, according to the company. It won’t stain even painted surfaces and when dry the adjacent surfaces can be painted. It is non-flammable and odorless and one can covers up to 400 ft. of caulk. Circle Reader Service # 18 on the Reader Service Page (pg.

35) or go to www.ISFAnow.org/info

Lansen Launches Seamless Stainless Sinks for Stone, Laminate and Solid Surface

Lansen Sinks has launched its new Edge series of patented stainless steel sinks that reportedly allow for complete seamless integration in solid surface, stone and laminate. The new sinks have a unique resin rim in place of the traditional stainless steel rim found on other undermount stainless steel sinks. This resin rim allows for complete seamless integration in solid surface, stone and laminate. With four designs and more in the works, these stylish sinks are made from 18-gauge, type 304 steel. The resin rim is 1-1/4-in. wide and made from a specially formulated resin matrix. The rim is milled 64 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

completely flat with no radiused transition from the horizontal rim to the vertical bowl wall. Circle Reader Service # 19 on the Reader Service Page (pg.

35) or go to www.ISFAnow.org/info

Fishstone Concrete Countertop Supply Introduces Plasticizer Fishstone Concrete Countertop Supply has introduced the new Optimum 380 Premier Superplasticizer for concrete countertop manufacture. The plasticizer is a modified polycarboxilate high range water reducing admixture formulated to deliver high spread rates with “self placing” properties. It reportedly delivers higher early strength, improved workability and surface densification with lower dosage rates. Water to cement ratios can be reduced by as much as 25 to 30 percent. It is available in 1-quart, 1-gallon, 5-gallon and 55-gallon sizes. Dosage rating is 3 to 5 oz. per 100lbs. of cement material. Circle Reader Service # 20 on the Reader Service Page (pg.

35) or go to www.ISFAnow.org/info

Omni Cubed Offers Seam Setter The Automatic Seam Setter VC2 by Omni Cubed joins seams, levels seams and stabilizes backsplashes. A powerful, yet compact, vacuum pump reportedly maintains pressure for all cups and operates on AC Power or a single 9V battery (for installations where electricity is not available). The working area is easily accessible with the units in place, so removal is not needed in order to apply epoxy or scrape the seam, reports the manufacturer. The seam levelers slide in tracks for custom placement on both sides of the seam, and feature non-spinning feet with replaceable vinyl caps to prevent scratching of surfaces. The tightening handles are anodized machined billet aluminum, and the 6-in. cups are suitable for handling heavy counter tops.

Also available is the Multi-Seam Expansion Kit that includes two additional VC2 seam setters with storage case, and an accessory coil tube adapter. The expansion kit enables installers to simultaneously join and level two seams (up to 14 ft. apart with use of the coil tube and only one vacuum pump). Installers can also “chain link” up to four seam setters together for larger seams (i.e. longer island seams). All Omni Cubed products are engineered, manufactured and assembled in the United States and are covered by a one-year manufacturer’s limited warranty. Circle Reader Service # 21 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Dani Designs is now offering a new high quality round foam hand pad with hook for 5- and 6- in. hook & loop sandpaper. The pad is suitable for radius areas that require touchup by hand. It reportedly provides excellent material contact and greatly improves the speed and performance of the sanding procedure, saving time and money. Circle Reader Service # 22 on the Reader Service Page (pg. 35) or go to www.ISFAnow. org/info

Crystallyne Upgrades Software Crystallyne has released version 3.6 of QuickQuote, its countertop estimating and drawing software. QuickQuote offers fabricators and kitchen designers a simple, intuitive interface with automatically generated drawings, flexible pricing methods and professional looking printouts, reports the company. The release contains new features to help users cut costs and increase the quality and speed of their services. These features include quote and drawing information transfer to the Moraware Job Tracker system for scheduling; a multi-quote option that provides users the ability to instantly generate a quote in all price levels/ color groups for a given product and print it out for their customers; and a slab-use estimation that generates a breakdown of each part’s square footage and utilizes a user-defined slab size to calculate the minimum amount of slabs required for that job. And, the company now offers a two-payment purchasing plan for both multi- and single-user versions of the software.

Circle Reader Service # 23 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Everlife Adds New Color

Appealing to various preferences in today’s countertop design options, Everlife by Innovative Stone introduced a new color – Peach Red to its natural stone countertop collection. The new color is a part of Everlife’s Vitality collection, comprised of a global collection of designer-selected granite, marble, quartzite and soapstone colors. All Everlife countertops are reportedly stain resistant and protected by the company’s PermaShield technology. The countertops do not require sealing, according to the company. The new offering comes from China and comes with a 15-year stain-resistant warranty. Circle Reader Service # 25 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info

Swan Introduces New “Green” Colors Four new colors contribute to LEED® credits for recycled content and rapidly renewable materials. Swanstone kitchen and bath products will soon be available in new “green” colors – offered in a variety of shades. The colors have earned the “green” label because they contain up to 39 percent recycled content and 4 to 6 percent rapidly renewable materials.

Product News

Dani Designs Launches New Line of Sanding Pad for Radii

Dubbed the “Our Planet Collection,” the colors include Glacier, Prairie, Acorn and Canyon.

The products contribute to multiple credits in the U.S. Green Building Council’s Leadership in Energy and Environmental Design (LEED) Green Building Rating System. Although products themselves are not LEED certified, they contribute to LEED credits such as building and materials reuse, regional materials and indoor air quality when specified on a project. Swan’s new colors contribute toward the following credits in the materials and resources category: 4.1, Recycled Content, 10 percent; 4.2, Recycled Content, 20 percent – the new colors use up to 39 percent post-consumer recycled content and 6, Rapidly Renewable Materials. Circle Reader Service # 26 on the Reader Service Page (pg. 35) or go to www.ISFAnow.org/info International Surface Fabricators Association • Vol. 2, Issue 3, 2009 • 65

A d Index & Classifieds

Classifieds In Search of Opportunity Experienced distributor and fabricator commercial sales professional seeks challenging and rewarding sales position involving market development and expanding new business, negotiating, closing, customer service, problem solving, presentations, and relationship building/ strengthening. Active in construction industry including membership in CSI and USGBC, pursuing LEED certification and OSHA “30-Hour” credentials. Developed and delivered presentations at surfacing expos, wrote magazine articles, created sales materials and aids. Prefer southeast U.S. location but will consider other areas. Call 919-801-8021 for more information.

Ad Index Referral Number

Page Number

07

31 - Apollo Sinks

05

26 - Colonial Saw

01

02 - Domain Industries

06

29 - Federal Saw & Tool

08

67 - Integra Adhesives

04

09 - ITW Plexus

03

07 - Karran/Lansen Sinks

09

68 - Kohler

02

05 - Moraware

Gurus and Experts Needed The International Solid Surface Fabricators Association is looking for experts and gurus on various surfacing materials to help with a new area of the ISFAnow.org Web site to be launched August of 2009. We are looking for people who can help with technical support and specification assistance for Solid Surface, Concrete, Recycled Materials, Paper Based Surfacing Material, Marble, Granite and anything else that’s a hot item for consumers. For more information, please email us at admin@ isfanow.org 66 • Vol. 2, Issue 3, 2009 • International Surface Fabricators Association

Attention Fabricators Do you have used equipment taking up space in your shop that you would like to sell? Are you looking to fill a key position in your operations? We have 10,000 readers that might be interested.

Why not submit a FREE classified ad? That’s right, classifieds in this publication are free to fabricators! Just send us the text you’d like us to run, and we will do all the rest. Email us today at editor@ isfanow.org.

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Circle Reader Service # 9 on the Reader Service Page or go to www.isfanow.org/info