ISFA Magazine, vol. 2, issue 1, 2009

VOLUME 2 • ISSUE 1 • 2009 • SINGLE ISSUE $19.95

Hands-on Training: ISFA Enters Into a New Strategic Alliance Page 22

A Design Perspective on the Evolution of Surfacing Choices and the Future Page 40

Tips to Surviving Economic Downturns by David Mack Page 19

Beyond the Basics - Keep Your Sales up in a Down Market Page 20

Making Careful Purchasing Decisions is More Important Now Than Ever: Inside One Shop Explains the Process Page 30

Circle Reader Service # 1 on the Reader Service Page or go to www.issfa.org/info

Table of Contents In The Industry Your source for the latest and greatest in business news and industry happenings. Page 14

Education Connection ISFA’s ITEC has returned in a big way. This issue features information on the new training center at Utah Valley University and unveils not only the return of TFT, but also a new Digital Fabrication course. Page 22.

Senior “Class” A look at an unusual outdoor solid surface project from both the perspective of the shop and the customer. Sterling Surfaces ‘illuminates’ us on its “Senior Bench Project.” Page 26

Lean and Mean Some experts share steps that can be taken toward Continuous Process Improvement. Page 34

Buying Stone Equipment One shop shares the Six Sigma process it went through to make the best equipment buying decision. Page 30

Departments 06 - From The Editor 08 - President’s Letter Supplier Profile Green materials are making a big splash, and this inside look at Vetrazzo, maker of a recycled glass/concrete slab material, shares the thought process behind such a material. Page 50

Going Glow ‘Green’ Gene McDonald shares how he uses recycled materials to make one-of-a-kind inlays that sell. Page 46

Change is Here While the world is facing a lot of changes 1/2 Page Ad politically, Horizontal economically environmentally, ISFA Live Area:and 7.75x5” has been busy making a few changes of its own. Read all about the new Interntional Surface Fabricators Association and what it is doing to better serve you. Page 54

10 - Executive Director’s Letter 13 - Calendar Of Events 14 - Industry News 16 - Letter To The Editor 19 - Safety Corner 20 - Business Solutions 22 - Education Connection 28 - Featured Commentary 54 - ISSFA News 62 - Product News 64 - Ad Index 64 - Classifieds

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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Letters To The Editor ISFA Magazine 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@issfa.org or to Letters, ISFA, PO Box 179, Lehi, UT 84043 or fax to (702) 567-8145 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 ISFA Magazine to editor@issfa. org or to publisher@issfa.org or mail to ISFA, PO Box 179, Lehi, UT 84043 or fax to (702) 567-8145 attention: Editor.

Contacting ISFA Phone: (801) 341-7360 Toll Free: (877) 464-7732 Fax: (801) 341-7361 About This Magazine ISFA Magazine is published quarterly by the International Surface Fabricators Association (ISFA). Individual copies of ISFA Magazine are available at the non-member “newstand” price of $19.95. ISFA Magazine is also available by individual subscription at the following rates: ISFA non-members, one year $79.00; 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 © ISFA Magazine 2009.

All rights reserved. No part of this publication may be reprinted or otherwise reproduced without publisher’s written permission. ISFA Magazine 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 ISFA Magazine or the International Surface Fabricators Association, but rather those of the individual writers.

POSTMASTER: Send address change to ISFA Magazine, PO Box 179, Lehi, UT 84043.

Photography By: Gene McDonald, Russ Lee, Joseph Winters UVU, Joe Corlett, Bill Wolle, Marie Diane Gerace, Sterling Surfaces, DuPont Surfaces, Park Industries, Trindco, Silestone, Formica, and Vetrazzo.

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

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Credits Publisher & Editor Kevin Cole Creative Director Joseph Winters Contributing Editors Marie Diane Gerace, Russ Lee ISFA Officers Of The Board Todd Westler, President Sid Mckay, Vice President Hunter Adams, Secretary Ted Sherritt, Treasurer Evan Kruger, Assistant Secretary Joe Hoffman, Assistant Treasurer Michael Job, Member-At-Large Kurt Bonk, I.T. Officer Keith Layton, Past President Russ Lee, Executive Director ISFA Directors J. Bradford Reamer, Director Mike Nolan, Director Mike Langenderfer, Director ISFA Staff Russ Lee, Executive Director Joseph Winters, Art Director & Web Services Kevin Cole, Communications Director Rebecca McKay, Administrative Assistant

The ISSFA Mission Statement To help ISFA members become more profitable in their businesses by: • Promoting our members and the products they offer, • Educating our members to help them become better craftsmen and business people, and • Improving the industry through professionalism and honesty.

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hange and growth take place when a person has risked himself and dares to become involved with experimenting with his own life. ~ Herbert Otto, psychologist

org) as well as many other aspects of the association.

From the desk of Kevin

FromThe Editor

Cole, ISFA Magazine Editor & Publisher, and ISFA Communications Director

focusing on only one or two materials.

Being good stewards of the association funding, ISFA has moved from its previous offices outside of Las Vegas, to a more cost-efficient facility outside of Salt Lake City where its training headquarters can be housed at a nearby university, avoiding the heavy overhead associated with a standalone training facility.

Changeis Coming;

TakeOwnership or BeOwned.

For me, and perhaps many of you, this year seems like it will be a year of transformation. We are seeing changes in our government, changes in our lifestyles and changes in our economy, just to name a few. All of these factors are leading to changes in the way a company has to do business if it wants to prosper.

Specifically, we’ve also seen some big shifts in our industry. More and more countertop fabricators are deciding they cannot focus on one material only, and are broadening their horizons. New “green” materials are hitting the scene in a big way and being required by residential, governmental, institutional and even commercial customers.

As a reflection of the industry, what was once ISSFA has now become ISFA (the International Surface Fabricators Association) in an effort to serve its members regardless of the materials they work with, rather than 6 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

And going one step further, personally, there have been a lot of moves in my life.

Among them, obviously, is the fact that I accepted a position with ISFA after seeing the progress that has been made under the guidance of the new executive director, Russ Lee, who is a veteran of the countertop industry and a former countertop fabricator. It has been amazing to see the impact Russ has had on the association already, and I am very much looking forward to being part of the important metamorphoses that lie ahead.

In all honesty, it was a tough decision for me to leave Surface Fabrication magazine, where I worked as editor and associate publisher since 2004. But, I felt like this was the best place for me to be to positively impact the industry the most. Throughout my tenure at SF, I learned a lot and made many friends in this industry and I hope I am able to continue those relationships as I forge ahead in my new role with ISFA. While I will certainly look back with fondness on my days at the magazine, having worked hard to successfully evolve it into the publication it became, I am confident I left it in good hands in the form of my wonderful former assistant editor, Marci Presser. And I am now looking ahead and feeling excited about developing this publication into a vehicle to more fully meet your needs. You will also see some big changes coming down the pike with our Web site (currently still found at www.issfa.

But with all of the change we have seen and will be seeing, it is critical that there be drivers and these things are not just left up to chance. You can be one of those drivers.

You don’t have to sit back and watch things happen to you and your business and your association. It is times like these that require you to get involved. Whether it is writing a letter to your congressmen, pushing your sales force to find new outlets, looking at new materials or methods of doing things or getting more involved in your association; perhaps it would be best to do all of these things.

So, as ISFA evolves to better meet your needs, it is crucial that you share with us exactly what you feel those needs are. I invite you, and even strongly urge you, to drop me a line or give me a call to let me know what is on your mind. Your needs and wants can only be addressed if you let us know what they are. If you think we are off the mark, tell us. If you like something we are doing and want to see more of it, make sure we are aware of that.

This is your magazine, and your association. Take ownership and put it to work for you. I know I’m expecting big things, and I hope you are too. I wouldn’t want it any other way. Would you?

As always, I look forward to your feedback.

Sincerely,

Kevin Cole Editor & Publisher kevin@issfa.org

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hange is the end result of all true learning. ~ Dr. Leo Buscaglia, professor, lecturer, author

INTE RN ATION AL SURFAC E FA BR I C AT O R S A S S O C I AT I O N

Circle Reader Service # 11 on the Reader Service Page or go to www.issfa.org/info

Today, Tomorrow, and The Future of This Association

FromThe President

Embracing Opportunityfor PositiveChange Just a few days ago, I watched with great wonder as the 44th president of the United States was sworn into office. As Barack Obama enters the White House we find ourselves with many challenges, but with even more opportunities. We know that he will have to make many tough decisions with the hopes that the long term outcomes will be right. Now is the time for each of us to be part of the solution, to support the new administration whether we voted for the ticket or not. Interesting times are upon us and the world is certainly our oyster. Now is definitely the time for half full glasses.

For the past 12 months, ISFA has seen 8 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

- From the desk of Todd Werstler, ISSFA 2008-2009 President and member since February 2000. policy and personnel changes on a scale with those that we expect to see out of Washington within the next 12 months.

The new ISFA, the International Surface Fabricators Association, was born from the strong roots of ISSFA. We have not wavered in our mission to serve the fabricators, we have simply recognized that there are a plethora of surface options that our customers have embraced and in order to stay relevant we must also embrace these options as great opportunities to solidify our companies. Your ISFA board of directors is a group of brilliant individuals who labored to make the right decisions that will allow our organization to build on the insight of our founding fathers while exploiting the design and product trends that will keep us at the center of an ever changing marketplace.

While interesting times and strong opportunities are upon our country, they have absolutely arrived at ISFA. As you read this letter, the final one of my presidency, ISFA will already have installed its new president Sid MacKay. Beyond being a flat out wonderful human being, Sid is an industry expert with more than two decades of solid surface and stone fabrication under his belt. He will be inheriting an organization with a new executive director in Mr. Russ Lee, another industry expert with over two decades of industry experience. Sid is also left with a new address, as we shut down our office in Las Vegas and moved our headquarters to Lehi, Utah, just outside of Salt Lake City. We have a new magazine editor in Kevin Cole, formerly of Surface Fabrication magazine fame, and a new membership director and meetings planner in Sandy Milroy. We are, however, incredibly fortunate to have kept Joe Winters as our IT, Web site and graphic design specialist. Joe relocated from Las Vegas to Salt Lake City to anchor the new team

ISFA. The new ISFA staff has affectionately become known as the “Dream Team” and I am exceptionally confident that they will live up to their billing.

Believe it or not, the changes do not stop there. In a monumental move, the ISFA board of directors voted to add two manufacturer and associate member seats to the governance board. With the massive changes we embraced over the course of the last 12 months, it became clear that we needed to embrace the knowledge and experience that our vendor members offer and we recognize that their contributions have earned them a seat at the decision making table.

These changes resulted in significant budget savings, but they are just the beginning.

ISFA will launch its very own tradeshow in the next year with a goal of tapping the synergies that we once enjoyed back in the early days of ISSFA. These synergies and the success of our association will ONLY be recognized if you, our members, support the growth and prosperity through your involvement and actions.

Just as President Obama has asked each of us to do our part, I also ask that each of you do yours by embracing the ideals that have always made ISSFA, and now ISFA, strong. Those ideals are based in people helping people. I accepted the nomination and position as president of ISSFA because I have benefited both personally and professionally from the wisdom of so many before me. It was my turn to give back, but I am leaving with so much more than that with which I arrived.

If you get involved, I promise that you will reap so much more than you sow. I am honored to have served as your president this past year. I thank each of you for trusting in me and for supporting our efforts.

May God bless you, ISFA and our country.

Sincerely, Todd Werstler President of ISFA

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competitive world offers two possibilities.

You can lose. Or, if you want to win, you can change. ~ L.C. Thurow, economist

ISFA announced it will resume operations of the ISFA Training & Education Center, which provides standard setting hands-on training to countertop professionals, by partnering with Utah Valley University (UVU) in Orem, Utah.

ISFA members and others interested in the industry can access world class training and qualify for college credit at the same time for the first time ever.

For class dates and more information, call (877) 464-7732 or visit www.ISSFA.org. You can also turn to Page 13 in this magazine for specific calendar dates.

FromThe

Executive Director

From the desk of Russ Lee, Executive Director of ISFA,

We could use your help in that endeavor.

Please let us know what we can do help you become more profitable. If it is within the scope of our mission and provides a true benefit to the ISFA membership, we will do all we can to make it happen.

Charter Fabricator Member (1997) and Industry Partner (2007)

Russ Lee Executive Director russ@issfa.org

the citizens of the world. In 1973, for example, when I lived in Germany, Americans abroad could live quite comfortably on comparatively few dollars. Today, trust in the American dollar has dwindled, to the point where it’s darned expensive for Americans to venture out of the country.

The Power ofTrust Like just about everyone else on the planet, recent events in the financial sector have caused me to brush up on my basic understanding of economics in order to make some kind of sense of what is happening.

I can’t say my reading has done much to ensure my financial future, but one concept did stick with me. That has to do with the worth of currency.

Years ago when the dollar went off the gold standard, the only thing left to give it worth was the trust that the bearer could exchange it in return for a dollar’s worth of goods or services. For many years the dollar enjoyed a high degree of trust among 10 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

I see a parallel between the strength of a currency and the power of a trade association - again based on its trust within the community. For a number of years ISSFA enjoyed a high level of trust among the fabrication community earned by the many contributions it made to the industry. ISSFA got countertop professionals talking to each other, encouraged the development of new tools and techniques for fabrication, stood up to perceived bullies and brought a measure of respect to the solid surface fabricator.

Over the years, what were once battles to be fought have transformed into opportunities to be realized for the countertop industry. As the battle cries subsided so, too, did much of the passion they engendered among fabricators. ISSFA fought and won most of the emotional wars and now found itself in a different kind of battle to stay relevant.

In recent months your board of directors and staff have been working hard to identify and capitalize on true benefits of membership that genuinely affect the bottom line.

The change from a product-centered to member-focused mission is the beginning of that effort. Free Web sites, discounts on training and free leads generated from the association Web site are a few of the true benefits ISFA now brings to the table. We fully intend to multiply that list exponentially as we uncover new opportunities for the growth and profitability of our members.

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verything will change. The only question is growing up or decaying. ~ Nikki Giovanni, poet

IT’S TIME TO STOP POINTING FINGERS..

INDUSTRY AWARENESS HERE WE GO! The ISFA Awareness Program is targeted to three key groups important to the decorative surfacing industry: Specifiers (Designers & Architects), Trade Professionals and Consumers.

We will be consistently contacting Editors, Publishers, and Primary Contacts of major trade and consumer magazines touting ISFA as the ultimate resource for decorative surfaces. An essential element of that message is the only assurance of a job well done is to use a qualified ISFA member.

The ISFA Web site, www.issfa.org, will be redesigned to provide consumers and specifiers reliable and complete information on all types of surfacing materials. Leads will be generated for ISFA members through the Web site’s “Find A Countertop Professional” search function

Currently underway. For more information, give us a call at (877) 464-7732 or visit www.ISSFA.org.

ToTheEditor –Thoughtson TheRecentTown HallMeeting

cards. Of the 13 attendees, nine were fabricators. In addition to Dani, the other three were Gordon Shell, with digital template company Laser Products Inc., his lovely wife Kim, who is a sales rep. for Wilsonart, and Ben Wojceksowscz, a sales manager from Festool power tools.

Dani Homrich, of Dani Designs, and I began at the shop of sponsoring fabricator Steve Paxton, who had requested a demonstration of Dani’s Perfect Finish system before the meeting began. This demo-on-the-fly exemplifies the fabricatorhelping-fabricator mission typical of ISFA. You aren’t going to get hands-on, let’s-getmessy personal attention like this anywhere else at any price.

As Dani finished a factory finished piece of 3cm EOS while Steve’s employees looked on eagerly, ISFA Board Member Mike Langenderfer took pictures while I snuck a peek around the shop. We didn’t have time for a tour before we left to meet with the other fabricators at a local restaurant, but I did get a picture of Paxton’s version of a shower base in progress.

Soon we were seated at the restaurant and people immediately began introducing themselves and handing out business 12 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Joe Corlett Fabricator, Countertop Repairman and Student Lake Orion, Mich. loosedeckcannon@comcast.net

Thanks for sharing your insight, Joe. We also heard from David Paxton, of Paxton Countertops, and Board Member Kurt Bonk, of Cabinets 2 Countertops about the Michigan and Ohio Town Hall Meetings.

After dinner, Langenderfer gave a brief update of what’s been going on in the ISFA boardroom, explaining how ISFA is moving from a product-based organization to a fabricator-centered one. He explained how he sees the new ISFA as a kind of clearinghouse for nearly all countertop fabricators.

I’m writing to share my thoughts on the ISSFA (now ISFA) Town Hall Meeting I attended recently in Michigan.

All in all, the meeting was a worthwhile event and thanks to ISFA for making it happen.

This led us to a discussion about the Surface Fabrication & Design Expo. Gordon Shell explained the differences between last year’s show and those earlier. At previous shows, he said he would often hear potential buyers say things like, “Let me tell my boss about this.” Last year, with shop owners cutting back on whom they sent to the show, Gordon said he more often heard, “Let me get my checkbook,” because more often the owner was attending in person.

At the meeting I sat across from host Steve Paxton, of Paxton Countertops, and he told me how his company set a goal of fabricating two shower pans a week. With a pan a week recently, they’re half way to their goal.

He said he couldn’t do it without the help he received from ISFA members and vendors Dani Homrich and Steve Lefebvre of Monument Tools. After processing on the Monument cove machine, he clamps the glued coves with Dani Clamps and estimates a base can be fabricated in eight hours.

Paxton offered plenty of sage business and technical advice and told how he had dropped in on fellow ISFA member shop Fine Line Pacific on a recent visit to the Northwest and was amazed at the graciousness of his host.

Of the Michigan event Paxton said, “I initially wanted a town hall meeting in Michigan because I love the conversation that goes on in a room full of fabricators. Establishing a relationship with these people and getting to know them on a first name basis puts us in direct contact with our competition, thus making us all feel an obligation to uphold high standards of honesty, integrity and responsibility, as it states in the association’s mission statement. In our first town hall meeting, our main objective was definitely met, as I got to know many fabricators in the Great Lakes region, many of whom I had never met. I feel that the meeting was a success in that we established relationships that could potentially lead to future interactions.”

And with regard to the Ohio meeting, Bonk relayed, “The meeting went really well. I was excited for the distributor involvement and I want to thank them for taking the time to show us where the market is heading.

Andy Ardo, a distributor rep from Allegheny Plywood, had a lot to say about the ‘green’ movement. We also talked about opportunities for growth. Kevin Smith, of LE Smith, had been at a seminar in Boston for sustainable materials hosted by the Green Building Council and the information he shared was valuable for the entire fabrication community. This is the kind of information and feedback that a person simply wouldn’t have had were he not at the meeting. It was definitely worth the drive for me; I made several new contacts and business relationships. That was worth the trip by itself.”

Editor

Buddy Rhodes One-Day Concrete Countertop Workshop March 20 • Concord, Calif.

925-887-9500

Calendar Of Events STONETECH Feb. 15-18 • Shanghai, China +86-106-836-2774 The Pinske Edge Fabrication Seminar Feb. 18-20 • Plato, Minn.

800-874-6753 ISFA Annual Meeting Feb. 19 • Orlando, Fla. 877-464-7732 ISFA Networking BBQ & Pool Party Feb. 19 • Orlando, Fla. 877-464-7732 Surface Fabrication & Design Expo Feb. 19-21 • Orlando, Fla. 800-827-8009 Buddy Rhodes One-Day Concrete Countertop Workshop Feb. 27 • Sacremento, Calif.

916-290-4800 Buddy Rhodes Two-Day Concrete Countertop Workshop • Feb. 27-28 Ontario, Canada 416-450-7716 AZ School of Rock’s Basic Fabrication March 2-5 • Gilbert, Ariz.

480-309-9422 Stone China 2009 March 4-7 • Beijing, China +86-108-460-0926 China Xiamen International Stone Fair March 6-9 • Xiamen, China +86-592-595-9616 The Pinske Edge Fabrication Seminar March 11-13 • Plato, Minn.

800-874-6753 ISFA Total Fabrication Training March 16-19 • Orem, Utah 877-464-7732 Concrete Countertop Institute Intensive Precast Countertops 101 March 16-18 • Raleigh, N.C. 888-386-7711 Concrete Countertop Institute GFRC for Concrete Countertops 201 March 19-20 • Raleigh, N.C. 888-386-7711 Traditional Building Exhibition and Conference March 19-21 • Boston, Mass.

202-339-0893

Marble 2009 March 25-29 • Izmir, Turkey +90-232-482-1270 INTERKAMIEN (Int’l Fair of Stone and Stone Machinery) April 1-3 • Kielce, Poland +48-41-365-1222 Buddy Rhodes One-Day Concrete Countertop Workshop April 3 • Concord, Calif.

707-470-1600 Buddy Rhodes Two-Day Concrete Countertop Workshop April 3-4 • Ontario, Canada 416-450-7716 AZ School of Rock’s Basic Fabrication April 6-9 • Gilbert, Ariz.

480-309-9422 Concrete Countertop Institute Intensive Precast Countertops 101 April 13-15 • Raleigh, N.C. 888-386-7711

SIBOR International Exhibition of Natural Stone May 19-23 • Lisbon, Portugal +351-21-892-1500 Stone+Tec 2009 May 20-23 • Nuremberg,Germany 208-265-1714 National Green Builders Products Expo May 27-29 • Las Vegas, Nev. 800-859-9247 ISFA Total Fabrication Training June 15-18 • Orem, Utah 877-464-7732 ISFA Total Fabricator Training July 13-16 • Orem, Utah 877-464-7732 Association of Woodworking & Furnishing Suppliers Fair (AWFS) July 15-18 • Las Vegas, Nev. 800-946-2937 ISFA Total FabricationTraining Aug. 3-6 • Orem, Utah 877-464-7732 Full Frontal Tile & Stone Expo Aug. 17-19 • Sydney, Australia +61-39-888-3459

ISFA Digital Fabrication Course April 13-16 • Orem, Utah 877-464-7732

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

The Pinske Edge Fabrication Seminar April 15-17 • Plato, Minn.

800-874-6753

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

ISFA Total Fabrication Training April 20-23 • Orem, Utah 877-464-7732

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

Coverings April 21-24 • Chicago, Ill. 703-683-8500

ISFA Digital Fabrication Course Oct. 12-15 • Orem, Utah 877-464-7732

American Institute of Architects (AIA) 2008 National Convention and Design Expo April 30-May2 • San Francisco, Calif.

202-626-7300

ISFA Total Fabricator Training Oct. 19-22 • Orem, Utah 877-464-7732

Kitchen/Bath Industry Show (K/BIS) April 30-May 3 • Atlanta, Ga. 800-933-8735 Buddy Rhodes Two-Day Concrete Countertop Workshop May 8-9 • Ontario, Canada 416-450-7716 The Tile and Stone Show May 10-12 • London, England +44-189-275-2400 ISFA Total Fabricator Training May 18-21 • Orem, Utah 877-464-7732

StonExpo/Marmomacc Americas 2009 Oct. 21-24 • Las Vegas, Nev. 866-550-6808 ZOW Italy Oct. 21-24 • Verona, Italy +49-521-964-3370 ISFA Total Fabricator Training Nov. 16-19 • Orem, Utah 877-464-7732 To have your event considered for ISFA Calendar of Events, please send your information to editor@issfa.org.

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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In The Industry Business & Industry News

Welcome to ISFA Magazine “In The Industry.” Here you will find noteworthy items of industry interest.

Integra Adhesives Opens European Branch Integra Adhesives, a producer of adhesive products both sold direct and private labeled by a variety of solid surface and quartz surfacing suppliers, has opened a fully owned subsidiary in central England. Integra Adhesives Europe now stocks the complete line of the company’s adhesives and accessories for the surfacing market, including bonding products for quartz surfacing, solid surface, natural stone and composites. The new location will serve as a logistics center for the company’s distributors and allow for delivery throughout the European Union by common carrier.

LG Hosts Student Design Contest LG Surfaces, the North American supplier of LG surfacing products, has joined forces with its counterparts in Europe and Asia to create the “LG Beyond 2009 Student Design Challenge.” Students at the top design schools across three continents were asked to conceive of new twists and innovative applications for the company’s LG HIMACS acrylic solid surface product

by Jan. 24. The theme they were to work under was “balance” and the concepts were required to not only reflect the theme, but be suitable for commercial design applications in industries such as retail, hospitality and dining, offices, banking,

healthcare and education. Submitted projects are now being judged by a panel made up of representatives of LG Surfaces, the American Institute of Architects, design school faculty and editors of North American architecture and design publications.

This panel will select 10 finalists, with an 11th finalist being chosen based on the highest number of online votes to visitors of the Web site www. lgbeyond.com. In March, three North American grand prize winners will be announced. They will then see their deigns fabricated and will also travel to Milan, Italy, where they will exhibit their pieces at the Zona Tortona’s “That’s Design!” show. One of the 11 finalists will also receive an LG flat screen television and a $5,000 scholarship.

IPS Launches New Web Site Adhesives manufacturer IPS Corporation launched a new Web site at www.ipscorp.com. With a new design and an easier navigation format, professionals in the plumbing, construction, manufacturing and composite and plastic fabrication industries can quickly find useful information about the company and its products – solvent cements, primers, structural and assembly adhesives, sealants, plumbing and roofing products. The new site reportedly delivers superior access with improved features that include detailed descriptions of the company’s brands and related products; a simple product search function by brand, product description and industry; easy access to product literature, bulletins, MSDS/ SDS sheets and specification sheets that can be viewed, downloaded and printed; instructional videos; and frequently asked questions and answers.

Hanwha Receives Investment Hanwha L&C Canada has received a $10 million (CAD) investment from the Ontario Advanced Manufacturing Investment Strategy (AMIS). The financing came at a critical time in the development of Hanwha’s $70 million (CAD) manufacturing and distribution plant. Construction on the new facility began in January, 2008, and is scheduled to begin production of the company’s quartz surfacing in July.

Water Treatement Technologies, GranQuartz Announce Exclusive Partnership GranQuartz will now be the only source in North America for Water Treatment Technologies’ water filtration and recycling systems for stone. “With this combined effort we can reach fabricators that need to install 100 percent closed-loop water

Interfab Celebrates 20th Anniversary Interfab Ltd., a long-time DuPont Corian fabricator in the United Kingdom, has celebrated its 20th Anniversary, and has announced the close of another strong year of growth in 2008. The company, which is also involved with DuPont’s Zodiaq product via a partnership with a nearby granite fabricator, focuses on quality service and a well structured supply chain and credits these factors as cornerstones of the company’s success.

filtration and recycling systems in their shops in order to comply with local, state and EPA requirements,” said John Fallon, national sales manager for WTT.

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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CaesarStone Opens New Division CaesarStone has opened a new division in Atlanta, which will offer CaesarStone and Concetto product lines. The new warehouse is 30,000 sq. ft. and marks the seventh distribution facility for the company in the United States.

Staron Extends Partnership with ESI Staron Surfaces, a division of Samsung, has extended its partnership with exclusive distributor ESI in the Pacific Northwest. ESI, a J.R. Sharp Company, provides fabrication supplies and surfacing products. ESI has been a distribution partner of Staron Surfaces for more than five years, and the extended partnership has increased the availability of Staron solid surface, which is now available in eight more states that are serviced by ESI. Cosentino Offers Granite Through Lowe’s Cosentino, the manufacturer of Silestone quartz surfacing, now offers its line of SenSa granite with SenGuard in more than 1,200 Lowe’s stores nationwide. The granite features a 15-year warranty and reportedly does not need sealing and comes in 20 colors, with six more to be introduced in February.

The company expended its granite slab processing plant in Vitoria, Brazil, to allow for the increased demand expected by the move. The expansion tripled the plant’s capacity, increasing production to more than 350 containers per month.

New Stone and Tile Radio Show to Air In February, a new radio show called The Stone and Tile Show, featuring well known stone expert Fred 16 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Hueston, will kick off. It will feature Hueston discussing a different topic on tile and stone each week, such as proper selection of stone for countertops, baths and floors and what to look for in a fabrication, installer and restoration contractor.

Hueston will also answer question on anything to do with stone and tile and will be interviewing various people in the industry.

The show can be heard on the Internet at www.wnbnetworkwest. com/WnbStoneTileShow.html and archives of the show can be found at www.stoneandtilepros.com.

Lumistone Receives Recognition Lumistone, a patented glow-in-thedark acrylic solid surface produced

by Vistas Group International Inc., was named the November 2008 “Material of the Month” by Dost Architecture/Urban Solutions in Germany.

Global E-Sourcing Teams up with 20-20 20-20 Technologies is integrating its 20-20 Countertop Design Module (20-20 CDM) with Global E-Sourcing’s Web-based order management and scheduling system. 20-20 CDM Pro automates countertop design and integrates it with Global E-Sourcing’s business product, reportedly providing end-toend capabilities designed for small and medium fabricators.

Cambria Adds Second Production Line Cambria has added a second production line to its expanded 350,000 sq. ft. quartz surfacing slab manufacturing plant in Minnesota.

The plant expansion included an installation of the latest Bretonstone quartz surfacing technology and reportedly will more than double Cambria’s capacity as well as improve quality. The company has several operations in the United States and Canada, including fabrication facilities in Ohio, Indiana, Minnesota, North Carolina and Ontario.

I

have found that sitting in a place where you have never sat before can be inspiring. ~ Dodie Smith, novelist

SolidSurface PioneerJohn Traynor Passes John J. Traynor, founder of

Dolan & Traynor Inc. (D&T) of Wayne, N.J., one of the largest distributors of Corian in the United States, passed away at his home in Oct., 2008, at the age of 83. In 1955 he co-founded D&T with his life-long business partner Bernard Dolan. Their business was plumbing specialties, but, with no real surfacing background, in 1972 Traynor convinced DuPont to appoint D&T as authorized distributors for Corian. Traynor built a separate Building Products Division for Corian so it received full management guidance. Established

by Traynor as wholesale “Marketing Distributors” (his trademarked term and strategy in which a sales team integrated with marketing professionals creates opportunity while materials and delivery team handle supply), D&T grew to be among the biggest companies in surfacing distribution.

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

17

ISFA

Safety Corner

From the desk of David Mack, senior account executive of Schechner Lifson Corporation. www.schechnerlifson.com of your business? The following are some important areas/ideas to take into account when planning to thrive in our current challenging market conditions.

The first recommendation is to examine your business plan. The marketplace has radically changed. In fact, the way we do business is changing every day. When was the last time you revised your business plan to reflect these major changes? You could be considering new directions that would help attract new and retain large clients. Take a fresh perspective and identify additional information you need in order to make decisions that would positively impact the future of your business.

TipstoSurviving

EconomicDownturns While I typically discuss safety and insurance issues (the title of this column is “Safety Corner”), the best safety procedures or insurance policies mean little if you are out of business. So, instead of my usual fare, I am going to offer a few tips on how to survive economic downturns.

There is a common belief that small businesses fare poorly in economic slowdowns.

In some cases this may be true, but it really depends on a business’ belief system and attitude regarding the future. We all would love to land a really fat account right about now that would take us through the end of the current market consolidation. So what are we going to do about it? Are you anxiously waiting for the phone to ring, or are you going to look for ways to become even more effective and efficient in every aspect

You should also revisit and refresh your network. Draw on the knowledge and expertise of professionals with whom you do business. Attorneys, certified public accountants, retired executives, association members and owners or managers of businesses who are knowledgeable about the business environment we find ourselves in may be able to help brainstorm ideas and offer advice for becoming more competitive and profitable.

Your customers keep you in business. Treat them well and spend time listening to them.

Find out what they appreciate about the services you offer, and call clients to discuss how you could serve them better. Be innovative in meeting your customer needs.

If your customers are satisfied, they’ll want to do more business with you. Also find out what else you could do for them by offering more products and services.

Another suggestion is to expand your advertising. It may sound counterproductive to spend money on advertising during a downturn, but in tough times every sale counts. If you have a good following of cli-

ents now is the time to get out the message positioning yourself to attract new customers. Ask for testimonials and referrals.

You should also consider broadening your products and services; diversification provides stability in a down market by creating a variety of choices and a possible new revenue stream. Forming alliances with your vendors is a good way to strengthen your customer base; you will reach more customers when you have more to offer.

Finally, look for changes in buying habits.

Your clients will be trying to spend less or put projects on hold. Keep in touch with your customers and contact them before they contact you to see how you can help.

Being proactive can make all the difference.

Trust me.

David Mack Senior Account Executive, Schechner Lifson Corporation (908) 598-7875 davidm@slcinsure.com

David Mack joined Schechner Lifson Corporation in 2006. Before joining Schechner Lifson, Mack managed a small insurance agency in Plainfield, N.J. David 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 in Newark, N.J. as a team Leader in charge of training and fundraising.

David also started a company in Maplewood, N.J., called Jump America Inc., providing interactive rides & team building for families, schools, businesses and non-profits, which he ran for ten years. Mack resides in Somerset County with his wife and two children.

I

f you do not change direction, you may end up where you are heading. ~ Lao Tzu, Chinese Taoist philosopher

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

19

Beyondthe Basics–Keep YourSalesUpin aDownMarket

Companies are being hammered in today’s economic environment. Entire market segments have evaporated. Customers and companies are holding back orders or literally have no money to buy. Opportunities and new prospects are fewer and further between. In 2008, many salespeople earned only half the commission they earned in 2007. Half! When you take a 50 percent pay cut, you know what a recession feels like.

But not everyone is in a slump. Some are thriving. Some are busy growing their client base and making good money despite the uncertainty around them. And you can do the same. Your commitment to success starts with a dedication to your goals and where you want to be; remember the basics, and then go beyond. Some people will take the safe road this year, ratcheting down their sales expectations. You’ll hear them say: “I just want to survive,” or “I need to make it through this.” When you plan just to get by, that’s exactly what you do – you get by. When you plan and expect to succeed it’s a different story. As one astute sales manager once said: “Most sales20 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

people reach the level of expectation they set for themselves.” He’s right on.

Whether you have full-time salespeople or wear that hat yourself as the owner or manager of a fabrication shop, if you want to be one of those who will thrive this year, apply these five tips now: 1. Don’t wait for things to change. Unlike struggling companies who sit on the sidelines hoping for an economic U-turn any day now, the best salespeople are taking action and moving forward. They recognize the economy may be in this mess for years and waiting and watching is a poor strategy for success. The movers and shakers are moving and shaking; setting up appointments, making sales calls and presentations, contacting their current and past customers and marketing like never before. Their proactive approach is creating opportunities, leads and sales. In boom times or in bad times, you can never wait for customers to find you. It’s your job to reach out and find them.

2. Work harder. Top salespeople understand this age-old axiom: You can’t make more money with less effort. That’s why they are working harder and putting in more hours than ever before. Think about this: Arriving just 30 minutes earlier and staying 30 minutes later each day equates to an additional 20 hours every month. When you are working 20 hours more, you can make at least 20 percent more contacts, and even 20 percent more sales.

3. Talk to the right people. Some companies may want or need your product or service, but if they can’t make a decision or are restrained by shrinking budgets, it doesn’t matter. Successful salespeople today are selective about where and with whom they spend their time. They are out looking for “real” buyers: customers and prospects who have both money and ability to buy. Every minute you spend with an unqualified prospect is another minute you don’t have had to find a qualified one.

Remember: You can’t close a sale from a customer who can’t buy.

4. Make more contacts. Selling is a contact sport. When times are good, business is easier to come by. Sure, there’s competition, concern about price and sales don’t exactly just fall into your lap. But contrast the last few years of relative prosperity to what we see today and it’s quite a different

picture. Customers are more cautious, more apprehensive and spending decisions take longer. This means to land more sales, you have to make more contacts. When capture and conversion rates go down, to maintain a steady volume of business, your sales contacts have to go up. Top producers get this. Do you?

5. Change the way you work. Is change difficult? You bet! That’s why so many people fall behind or fail. Successful companies have stayed successful through the years by evolving and adapting to change. As the economy and buyer habits change, smart salespeople learn to do business in new ways. By reviewing trade publications, reading top books on selling and attending industry conferences, client events and networking among successful peers, you are able to learn and apply new marketing approaches and sharpen your face-to-face skills. This is how you stay current, fresh and on top of your game.

While all of this may sound like the old “back to basics” line of attack, it’s truly more than that. Successful people in today’s market have gone beyond the basics in most everything they do. They understand that to stay on top, you have to be willing to give and do more than almost everyone else. That’s not only what gives you your edge, it allows you to keep your sales up – even in a down market.

This year may not be the best year you’ve ever had, but it doesn’t have to be your worst. Take advantage of the fact that a lot of your competition has pulled back, slowed down and in some cases, completely left the business. Now is the time to push forward. You have a window of opportunity in front of you, and how you use that window is up to you.

Douglas Smith is a nationally recognized speaker and sales trainer who helps organizations and sales professionals sell smarter and better. He has spent more than 25 years in sales management, training and leadership development, and now delivers nearly 100 presentations and workshops every year on effective sales and sales leadership practices.

For more information contact Douglas Smith & Associates at 877-430-2329 or visit www.

DougSmithPresents.com.

START GROWING YOUR BUSINESS TODAY WITHOUT THE COST OF TRAVELING. The talk is about three key seminars that can give your company the edge it needs to succeed!

Whether it be ways to standout from the competition, to qualifiying questions that seperate buyers from shoppers, and the right way to hire and train great fabricators, we have a solution for you. Here are our current Self-Study DVD Titles:

Job Management & Installation DVD

Shop Process Optimization DVD

Surface Sales System Seminar DVD

For more information, and to order these great DVD titles, visit ISSFA.org and click on “ISSFA Store.”

Or call us at (877) 464-7732.

Introducing The New

TOTAL FABRICATION TRAINING New Facility. New Instructors. College Credit.

22 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Introducing The New

Education Connection– LearninginThe FastLane New strategic alliance creates greater opportunities for fabricator training Maybe you have a new employee for whom you’d like to get fast track training in the basics of solid surface fabrication. Or, perhaps, you’d like to sharpen your CNC skills with an advanced course in digital fabrication. And, while you’re at it, why not earn some college credit in the process?

For the first time ever, ISFA members can access industry training and qualify for college credit at the same time, thanks to a newly formed alliance between the International Surface Fabricators Association and Utah Valley University (UVU) in Orem, Utah. One of the few colleges in the country that offers an accredited degree program in cabinetmaking, UVU has become ISFA’s new home for its ITEC training center.

Win/Win & Win ISFA’s alliance with UVU ensures the continuance of ISFA’s acclaimed Total Fabrication Training (TFT), which has become the industry standard for basic solid surface fabrication training. The program is the only one of its kind that has been recognized by all of the major solid surface manufacturers for fabricator certification. Beginning in April ISFA will also offer a course in Digital Fabrication, which exposes students to the various methods of template technology and digitization, provides training in AutoCAD/ CAM programming and offers hands-on processing experience on a CNC. The four-day Digital Fabrication course is the headed up by former ISFA president, Keith Layton, who recognized a need within the countertop industry for intensive, hands-on training of CNC programmers and operators. Layton brought together a task force of solid surface and stone fabricators, professional educators, manufactur-

ers and suppliers to the industry to design a Digital Fabrication program that delivers real-world value to any company using CNC technology in its fabrication business.

Layton also serves as the course instructor.

“Training of this sort is meant to give fabricators an alternative to the steep learning curve traditionally associated with introducing a CNC machine into the shop,” Layton said. “Graduates of the Digital Fabrication course will be able to implement the knowledge gained immediately and profitably in their company’s fabrication business.”

and exposes potential students from all over the world to see what we have to offer here at UVU.”

Layton also indicated advanced courses in CNC programming and operation are currently in the planning phase, and may be available in the second half of 2009, depending on the level of interest shown by the fabrication community.

“The chance to earn college credit is extremely appealing to me,” said Kurt Bonk of Cabinets2Countertops in North Canton, Ohio. “One of my personal goals is to finish up my college degree, and the UVU opportunity seems the perfect vehicle for that.”

For its part, UVU is thrilled to host ISFA training on its Utah campus. “We recently made the transition from a technical college to a fully accredited four-year university,” explained Kelly Baird, program coordinator for the Cabinetry and Architectural Woodwork program at UVU. “Enrollment in the cabinetry course was off somewhat and there was talk of shutting the wood program down. Bringing ISFA training to the campus makes better use of the facilities

An unlooked-for benefit of holding ISFA training at UVU is the potential for introducing young, qualified talent to the countertop industry through the college’s high school outreach program and through the interest in countertop fabrication developed by UVU’s

One of those things UVU offers ISFA attendees, in addition to a first-class learning experience, is the ability to purchase three college credit hours for attendance at the TFT. Additionally, if a fabricator has cabinetmaking experience, he/she can qualify for up to 16 experiential credit hours that can be applied toward a degree. UVU offers both on-campus and online degrees.

own students. “Already, we have had four of our students indicate they want to sign up for the ISFA TFT class,” said Baird.

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

23

Additionally, ISFA will have the opportunity to teach segments on employment opportunities in the countertop industry in UVU’s cabinetmaking course, as well as participate in the high school outreach program.

More information is available by calling ISFA at 877-464-7732 or e-mailing Russ Lee at Russ@ issfa.org.

I

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Tell Me More ISFA’s Total Fabrication Training program is scheduled for the third week of March and will continue each month thereafter through November, 2009, depending on enrollment.

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succeeding generations of students, while creating a legacy for itself that was etched in, well, solid surface. The result was an undulating Corian bench inlaid with the names of every member of the senior class throughout its 120-ft. length.

That’s pretty special by itself. But, what makes this thermoformed Corian bench so unique (and impressive) is what happens when the sun sets on the New England prep school campus. As the light fades, an eerie luminescent glow emerges from the solid surface. All night long silent voices whisper the names of the 2008 class over and over again, only to fade away into the nocturnal air with the re-emergence of the sun.

It’s a tradition repeated every year in secondary schools across the country. The graduating class works all year to raise money, pools its resources and then bequeaths a senior class gift to the academic institution. Typically, such gifts take the form of useful long-term capital improvements, such as a marquee in front of the school, a new concession stand for the ball field or even a well placed statue.

For its Senior Class Gift, the 2008 class of Choate Rosemary Hall Preparatory School, in Wallingsford, Ct., wanted to leave behind something that would ease the lives of 26 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

No worries. There’s nothing supernatural going on here – just more solid surface magic created by the likes of ISFA charter member, Sterling Surfaces, in Sterling, Ma. The project is a series of Corian benches running through the center of the campus commons in snake-like fashion. The names of each member of the Senior Class are cut from glow-in-the-dark Lumistone solid surface inlaid into the Corian structure.

“It has been quite a project,” said Jon Olson, operations/production manager for Sterling Surfaces. “We cut out more than 7,000 individual Lumistone letters using our CNC machine and routed corresponding cutouts in the benches to accept the letters, which were glued in and trimmed with a

router mounted on skis. The shop literally glowed in the dark from the Lumistone dust.”

Imagine playing Scrabble with a set of 7,000 letters that you have to make first.

Then imagine cutting out matching grooves in the playing board to hold each of those 7,000 letters.

“After the letter insets were routed into each Corian sheet, the sheets were thermoformed into the shape of the bench,” continued Olson. “Thermoforming distorted the openings slightly, which made it hard to fit some of the letters. That created a number of voids which needed to be filled.”

The benches have been engineered to withstand the effects of the cold New England winters, as well as the heat and humidity of summer. “There is plenty of room between the benches and the pavers to allow for expansion and contraction,” said Olson. “Additionally, the benches were installed in sections with no hard seams.”

Why Solid Surface?

This is a case where form, function and design dictated the use of materials. The architectural firm, Studio ABK, did its due diligence researching the surfacing options and comparing their relative benefits. In the end, the glow-in-the-dark properties of Lumistone helped tip the balance toward solid surface as the best choice overall in terms of beauty and long-term functionality.

“We presented wood, aluminum, powdered-coated steel, 3-Form resin, granite and Corian to our client, and they ultimately chose solid surface in part because of the Lumistone letters,” explained architect Mai Wu, of Studio ABK. “All other options would have required lighting under the benches.

They were concerned a metal bench would be too hot to sit on. Some people were concerned about the maintenance for wood over time. I can’t say I know the exact reasons they chose Corian, but I am certainly glad they did!”

The prep school project, which took nearly four weeks to fabricate and three days to install, was professionally fulfilling on several levels, according to Sterling Surfaces managing director, Grant Garcia. “This project is a fine example of collaboration between the distribution spec rep and the fabricator,” said Garcia. “Because of the spec rep’s referral, we were involved early on, helping to brainstorm ideas and assist Studio ABK, a very open-minded firm, to explore what was actually possible. Finishes, lighting mechanisms, luminescent solid surface and mock ups were all explored before the design was presented to the client and any money exchanged. We truly enjoy giving feedback so early on in a project.”

That kind of collaboration between fabricator, specification rep and architect is the hallmark of Sterling Surfaces, which has been involved in a number of high profile commercial projects involving solid surface

over the years. It is an art practiced and developed under Garcia’s watchful eye, and which has made Sterling Surfaces one of the luminaries of the solid surface world.

Pun intended.

a step-by-step guide on how to conduct an architect’s “lunch and learn” and the new AWI standard for specifying solid surface. It is available to ISFA members free of charge.

Non-members may purchase it for a fee. Contact ISFA at 877-464-7732 for more information.

Editor’s Note: Sterling Surfaces was actively involved in the production of the “ISFA Architectural Presentation Kit,” which walks fabricators through the mechanics of creating and maintaining profitable relationships with the specification community. The DVD contains archived professional photos, a promotional video targeted to architects and designers, International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

27

DESERVINGOFTHE HALLOFFAME

By Tom Mather

him were their best bet for this new kind of material. We had never heard of it until shortly before this meeting, and very few of us were asked to attend.

Congratulations and recognition to Gil Ross and Marvin Wernick for entry into the ISFA Hall of Fame. All the nominees this year should feel honored to have been nominated, and the industry should appreciate the measure of time and effort they gave to help better the world in which they worked.

Okay, enough of that.

Consider the current members of the Hall of Fame: Innovators who took the industry in directions not yet thought of; founders of an association that gave voice to those who could not otherwise be heard; fathers of the materials we live off of every day.

There is one segment of this industry that deserves consideration whenever the pooh-bahs get together to research nominees. I hope DuPont won’t mind me using its name here, but there’s not much point in talking about early solid surface history without referencing it directly.

The first time my father, who then ran the fabrication shop I run now, was introduced to this Corian product was at a hotel meeting room in Springfield, Mass. It was the early 70s, and we were laminate guys.

I guess someone figured that guys like 28 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

The guy at the front of the room had some pieces of this new material, some clamps, a few kinds of glue and some decent routers and sanders – belt sanders. Oh, and he also had a jigsaw or two. As he was talking to us, and giving his pitch, he would start up a tool and do something with it, then stop and talk again. Everyone there had been chosen because they had pretty good reputations and always showed a bit of curiosity towards the new. These guys all knew how to use these tools, and it was pretty clear to them that this man had no tool mojo.

was by no means the only one, but is the one that stands out in my mind. The Tom Youngs of the solid surface world need to be given consideration for the ISFA Hall of Fame, as well as a Captain Morgan’s salute, hold the snow.

About the Author

Tom Mather has been involved with solid surface fabrication for more than 30 years and is the president of Mather Countertop Systems in Connecticut, which has been in business for more than 50 years. He can be reached by e-mail at info@mathertops.com or on the Web at www.mathertops.com.

What did impress them, though, was that the man standing before them thought this stuff was so cool that he was willing to work those tools anyway, to show how cool this new cool thing was. He was throwing up a blizzard of shavings, some of which would swirl around him, kind of in a holding pattern, and some that would float out and to the ground, but most tended to just fly right onto his shirt and safety glasses. The other thing that interested the laminate guys in the room was the material itself, and just what the guy who wasn’t quite at home with the tools could create with the tools he wasn’t quite at home with. His name was Tom Young, and if I remember right, he came from the chemistry department at DuPont.

I saw him often, as he was always wondering if something else could be done with this new product. He stayed with us after these meetings in the bar, in the room, at some – well, other places. He was always ‘with us’ when he was with us, if you know what I mean. He personally did more than anything else DuPont did to get us to check out this awesome stuff. Of course, he

I

t is not necessary to change. Survival is not mandatory. ~ W. Edwards Deming, statistician

CUT ALONG DOTTED LINE - FAX BACK TO (801)-341-7361

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• CUT ALONG DOTTED LINE - FAX BACK TO (801)-341-7361

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30 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

The Journey We had decided to implement the concepts of Lean Six Sigma in our stone shop. Lean and Six Sigma are business management strategies developed by powerhouse companies like GE, Toyota and Motorola that try to find problems in a process and minimize waste and the causes of variation.

Six Sigma is not the only viable quality tool on the market; it happens to be the one we have access to.

Purchasing Equipment: Ajourney toabetter

understanding of

ourstoneshop

By Larry Peck While I typically discuss safety and insurTrindco, the countertop company I work for, recently purchased a Marmo saw from another stone shop. It was three years old and lightly used, and we paid $20k for it.

There are many great deals out there, especially in this economy, but it took us two years to decide that this saw was the right piece of equipment for the right price. We looked at a waterjet/saw, a second polisher and upgrading our current saw. But in the end, we went with the “used” Marmo saw.

We wanted to make the right decision, so in coming to that conclusion we went through a process that you may find useful in your own operations.

The implementation of Lean Six Sigma in our stone shop took the form of Rapid Improvement Events (RIE). An RIE is a seven-week activity in which we, the team, meet for one hour a day and focus our complete attention on the stated problem.

The process we use for this is to Define, Measure, Analyze, Improve and Control (DMAIC) the particular area we have targeted for improvement.

This journey to our equipment purchase begins with our first RIE and ends with the decision to buy a “used” saw.

At the time of our first RIE, our equipment mix was: 4 CNC machines, a saw and a Pro Edge polisher. Before we began the RIE, the plan was to buy another Pro Edge polisher because we were unable to get jobs out of the shop on time. The quality of our fabrication was less than satisfactory, and the Pro Edge put the best edge on the tops with least amount of rework. Also, our CNC machines could not keep up. We also considered buying a water jet that would speed up the CNC machines.

There was a huge amount of static, chatter and hullabaloo surrounding which large piece of equipment to buy, but there was a general feeling that the shop was failing because we did not have enough equipment and that the purchase of new equipment would solve our problems. Everyone was frustrated and wanted things fixed, and fast. We decided, as a group, to go through an RIE before making the purchasing decision.

The first step in an RIE is to decide what problem to fix and then Define the problem.

I met with some senior leaders of the company, and we chose to focus on the fabrication process. Once we narrowed our focus, we developed a charter to Define the project. This is an excerpt from our actual charter:

Problem Statement: Trindco has 2.5 product defects per day representing 33 defects over 14 days reported by the Quality Control Department. The problem has existed for more than three years. 44 percent of the total jobs require further processing or rework in the production process. This has resulted in approximately 50 percent of jobs not meeting the production deadline of being ready at noon the day before the scheduled install.

Goals of the RIE: 1) To define and understand the problem; 2) To collect data that identifies the root cause of the problem; and 3) To create a zero defect production process.

For our problem statement, the data was not so accurate, but we had to start measuring something to get started. Perfection is the enemy of progress; jump in with what you’ve got and tweak it as you go. We started counting problems that had made it through the shop process to our quality control department.

In other words, we measured production failures. We had the field technicians counting how often the jobs were ready for the truck when the team arrived in the morning. We were getting trucks out of the shop regularly after 9 a.m., and it was not infrequent for the field teams to leave at 10 a.m. The shop was not ready on time, we were rushing jobs through the system and no one knew what was going on. The shop was in constant crisis mode, stress levels were high and mistakes were the norm.

Customers were complaining about our tardiness, also.

We created a team of six individuals from various parts of the production process to be on the RIE team. The first two weeks of the event we spent defining and measuring the current situation, with strict orders not to “do” anything about the problems.

We did not consider any solutions at this time. We used sticky notes to label each step that was involved in the process. If a potential solution arose, we put those on a different wall so we would not forget them, but stayed focused on defining and measuring.

This was very difficult! It is very tempting to implement solutions, but doing so too early is a waste of time. No one was really sure of the complete process, and everyone was International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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able to see that the shop was in chaos. It was very difficult for the team members who were involved in the chaos. My role was to make sure there was no judgment or blame created in the process. I kept the team focused on clinically describing the problem without pointing fingers Some of the exciting things that came out of this first step were a better understanding of our process and a clear picture of each step in the process. We discovered where information was being lost, and about our miscommunication of information. The team walked the floor, and we noted every detail and every step of the process.

Oscar Thorne, member of the quality control team, shows off the saw Another valuable outcome of this purchased after going through a detailed justification process. stage was that each member of the team became aware, for the first time, of what every other We used every bit of the three weeks The details of this process are outside the member of team was doing. The right hand solving flow and communication problems. scope of this article, but I strongly recomwas finally being introduced to the left These three weeks were critical to the mend The Goal by Eli Goldratt, a master of hand. Once we had the process mapped success of the project and changed some this work management theory, to anyone out in its entirety on the wall (using sticky long-term habits. Real-time tweaking of the managing a production facility. notes), we went through step by step and new process requires significant manageasked three questions of each and every ment finesse. Everyone is in new territory The team was now ready for the improve step to determine the whether the step was when the new process map is first being phase. This was the fourth week of the RIE, value added or non value added: implemented. Maintaining a judgment-free and it was time to implement all the soluDoes the customer want it?

Does this step change form, fit or function?

Is it done right the first time?

For any one step, all three questions had to be answered “yes” for it to be considered a value added step and get a green sticker. If any of the three questions were “no”, it was tagged with a red dot as a non-value-added step to be eliminated. If the step could not be eliminated, but still did not add value, it was given a yellow sticker. Now we had a wall of sticky notes that mapped every single step of our production process and color coded so we could all easily see what steps were required and helpful (green) or totally a waste of our time (red).

At this point we entered the analyze phase where we learned about the Theory of Constraints and bottlenecks. We learned about flow and the eight types of waste in an organization. We studied the root causes of our major problems. We ran experiments to determine whether single items or batches of items moved through the shop quicker.

32 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

tions and great ideas we had come up with the previous three weeks. First, we took all the green and yellow sticky notes that showed value added and business value and put them on a new sheet. This new sheet was the “ideal map” of our process.

We had reduced our process from over a 100 sticky notes to fewer than 30. We had to add some of our yellow-marked processes; some things simply could not be eliminated. Based on our ideal process, we created a schedule that allowed jobs to be ready the day before installation. This made it possible for installers to be out the door by 8 a.m., instead of waiting around for fabrication to be complete.

The last three weeks were for the control part of the DMAIC. As Stephen Covey states, it takes 21 days to change a habit.

During this time period, the team would meet at its regular time and discuss the problems with the new system. We would immediately make adjustments and work out the kinks.

meeting, where attacks and blame are strictly prohibited, is crucial.

The Results After the seven weeks was over, the team broke up, and the company as whole was able to look at the results of the project. To say that the results were dramatic would be an understatement.

The men in the shop were excited to know what each area would be doing every morning as the day’s work was waiting at his workstation. It was clear where each job was in the process. Jobs were ready the day before so that the field technicians did not need to wait on jobs to be completed.

The shop members had a very clear understanding of what each person’s job and role was in the fabrication process. The CNCs were no longer a bottleneck, and we were able to plan how jobs would go through the shop and on what machines

We uncovered our shop capacity. When capacity was tested, the shop did not fall behind, and the new process worked. For example, previously when we would have an install day with greater than 48 tops, the system would crash, we would be late and rushing to get everything completed and it would take us weeks to recover. After the RIE, the same situation would create a little overtime, but the next day we were back on schedule. Our external customers noticed our improvements also.

It was at this point that we returned to one of the primary questions that inspired the RIE: What kind of equipment purchase is necessary for our shop?

Buying the New Saw The RIE allowed us to see clearly that we needed an additional saw to relieve the bottleneck in our fabrication process. Once we eliminated any equipment we did not need, we were able to focus on finding exactly the right piece that we did need, and for the right price. We were in a position to make a careful, thoughtful purchase. It was going to be a purchase that would increase the speed, accuracy and flow of our production process, instead of just adding debt to our books. The second saw will allow us to be more precise in our fabrication. It will give us a backup for our key piece of equipment and eliminate the saw as a bottleneck.

We’ve had several RIEs since the first one described above. We conducted an RIE to increase precision and accuracy of installations, to decrease field modifications and reduce our punch rate. These RIEs made it clear that the bulk of our issues were not equipment related. When working in a fabrication shop, it can be very tempting to see new equipment as the ultimate solution. But leaping into that decision will only create additional debt, something we are all trying to avoid in our current economic climate. To ensure that your equipment purchase will be a viable solution, spend some serious time defining and measuring the problem first.

About the Author

Larry Peck is Director of Operations/Controller for Trindco Premium Countertops. For more information contact Trindco at 1004 Obici Industrial Blvd., Suffolk, VA 23434; 757-539-0262; larrypeck@trindco.com; www. trindco.com.

The best equipment purchase is no equipment purchase. To keep profit margins high, every production facility needs to keep capital improvement costs low. This means only buying equipment that you can be sure will increase your productivity.

Don’t guess; take the time to fully understand your production process, eliminate redundant work and streamline before deciding to make a purchase.

You may find you don’t need that new equipment after all.

L

oyalty to petrified opinion never yet broke a chain or freed a human soul. ~ Mark Twain, novelist

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

33

INCREASING SALES THROUGH

CONTINUOUS

PROCESS IMPROVEMENT: Applying CPI to the Process for Managing Customer Loyalty

By Bob Cicerone, Aaron Hekele and Jason Morado

Continuous Process Improvement (CPI) is a system in which processes are constantly evaluated and improved as opposed to a problem solving system in which “fires” are put out.

When a problem solving approach is taken, the root causes are often overlooked because all of the effort is concentrated on extinguishing the fire.

In sharp contrast, CPI instead seeks to consistently improve processes by small steps, rather than instituting sweeping changes.

Unfortunately, management practices are seldom subjected to process improvement, particularly in small to mid-size companies. The management practices established early in the life of a company often continue with little change as the company grows in size and complexity. However, it is just as important to improve the process of management as it is to improve the processes used to create products and deliver services.

Some of the benefits of applying process improvement to management practices include: • Increased sales, improved cash flow and enhanced profits; • Reduced cost of re-selling to lost or at-risk accounts; • Better business decisions because more complete information is available about the market’s evolving expectations; • Conditions that jeopardize efforts to increase sales and profitability are found and eliminated; • Strengthened competitive position; • Increased number of loyal customers; and • Less time spent reacting to fires created by upset customers.

This article describes in seven steps an effective process improvement method that reveals where opportunities exist to improve management practices that control customer loyalty. This method is based on a comprehensive model of the factors that influence customer loyalty.

According to the model in Figure 1, customer loyalty and disloyalty result from customers’ experiences at six critical points of contact with a supplier.

These points of contact are: 1.

2.

3.

4.

5.

6.

34 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Core products or services Non-core functions Policies Procedures Properties Personnel

The management practices of a company’s leaders determine customers’ experiences at these six points of contact. The equation below describes how customer loyalty and disloyalty result from customer experiences at the six key points of contact and, ultimately, from management practices.

The process for managing customer loyalty consists of 13 factors grouped into three sets.

Set 1 – Individual Employees The first set consists of seven factors that control the job performance of individual employees. These include:

1. Expectations – these are the standards that customers use to evaluate a company’s core products and services, policies, procedures, properties, non-core business functions and their interactions with a supplier’s personnel.

2. Feedback – this is data showing how well customers’ expectations have been met.

3. Consequences – this is what happens to employees when customers’ expectations are met and when they are not met.

4. Abilities – these are skills required for job performance to meet customer expectations.

5. Resources – these are tools, procedures and materials required to perform as customers expect.

Degree Of Customer Loyalty Or Disloyalty

Customer Experience With Supplier’s: = (f)

- Core Products or Services - Non-Core Functions - Policies

rewards that are available when performance meets or exceeds expectations, and for the available compensation and fringe benefits.

Set 2 – Work Processes The second set of factors controls the output of work processes. These factors are: 1. The number, sequence and difficulty of steps to perform a task;

6. Capacity – this is the physical capabilities required to perform as customers expect.

2. How well the job performance of internal suppliers meets the requirements of their internal customers; and

7. Preferences – this is willingness to perform as expected under the physical and social conditions that exist at the job site for the

3. How closely the specifications for the output of a work process meet the requirements of the internal and external users of that output.

35 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Procedures Properties Personnel

Process For = (f)

Managing Customer Loyalty

Set 3 – Employees as a Group The third set of factors controls the job performance of every employee. These include: 1. A performance appraisal process that holds every employee accountable for meeting the expectations of their internal and/or external customers; 2. Compensation practices that recognize employees whose job performance consistently meets the requirements of their internal and external customers; and 3. A mission statement that explicitly dedicates a company to satisfying its customers.

Customer loyalty is under-managed when a management team lacks information about weaknesses

in its management practices that inadvertently result in employees working in ways that upset customers or make it difficult for other employees to serve customers.

Follow the seven steps below to determine if any opportunities exist to strengthen your company’s management practices that impact customer loyalty.

Step 1 – Select a position in your company that has significant impact on customer loyalty.

Step 2 – Answer these questions as they apply to the employees in the position you selected in Step 1. (Note: Space limitation prevents including all the diagnostic questions for each of the thirteen factors that control customer loyalty.)

Do these employees know in specific detail those features your core products and/or services must have in order for prospects and customers to buy from you instead of a competitor?

Do these employees know the standards their work unit must achieve in order to consistently meet the requirements of prospects, external customers, and internal customers?

Do these employees know in specific detail how prospects and customers expect to be treated by these employees?

Do these employees have current information about how closely your core products and/ or services meet customer expectations and how well their work unit’s performance meets 36 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

the requirements of its internal customers?

When the job performance of these employees consistently meets the requirements of their external and internal customers, are these employees regularly given non-financial recognition such as appreciation, praise and thanks? When these employees consistently annoy or upset their external or internal customers, do their managers deal effectively with this poor performance?

Do the current procedures for selecting people for this position show whether candidates have all the skills and knowledge needed to meet the requirements of the external and internal customers of this position?

Do these employees always have the equipment, materials, supplies, work space, procedures and tools in the quantity and quality needed to consistently meet the requirements of their external and internal customers?

Step 3 – Answer the questions in Step 2 as they apply to the position that manages the position you selected in Step 1.

Step 4 – For each ‘No’ answer in Steps 2 and 3, identify how the current situation could hurt your company’s efforts to attract first time buyers, convert first time buyers into customers, retain existing customers and increase the value of purchases by existing customers.

Step 5 – Review your answers to Step 4; if the negative consequences identified in Step 4 are unacceptable, revise your company’s management practices as indicated by your answers to the questions in Step 2.

Step 6 – Complete Steps 1 through 5 for all positions in your company that significantly impact customer loyalty.

Step 7 – Continually fine-tune your company’s management practices that control customer loyalty by repeating Steps 1 through 6 annually.

Applying process improvement methodology to management practices will uncover weaknesses that threaten your company’s success attracting first time buyers, creating loyal customers and enhancing internal communication and team work. These are weaknesses that previously might have been unknown.

Been in a Countertop Shop Lately?

Chances are You’ve Seen a Striebig.

Are the work procedures used by these employees regularly reviewed to determine if their outcomes would improve by eliminating unnecessary steps, combining steps, changing the sequence of steps, simplifying the steps or eliminating boring repetition?

Does the performance appraisal/ review process clearly and explicitly hold these employees accountable for how well their individual job performance meets the requirements of their external and/or internal customers?

East: 888-777-2729 • West: 800-252-6355 www.csaw.com • saws @ csaw.com Circle Reader Service # 4 on the Reader Service Page or go to www.issfa.org/info International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

37

By eliminating these weaknesses, you’ll be better able to meet and exceed your market’s expectations.

The critical results will be accelerated growth in customer base and sales.

Other benefits of applying process improvement to management practices include fewer fires created by upset customers, strengthened competitive position and fewer resources spent acquiring new customers to replace those who have switched to another supplier.

About The Authors

Aaron Hekele, Bob Cicerone and Jason Morado are employees of ETC Institute in Olathe, Kan., a firm that provides market research services to help organizations make better decisions. They can be reached at 913-829-1215 or ahekele@ etcinstitute.com, rcicerone@etcinstitute.com and jmorado@etcinstitute.com.

N

ever doubt that a small group of thoughtful, committed [people] can change the world. Indeed, it is the only thing that ever has. ~ Margaret Mead, anthropologist

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THE INDUSTRY SPOKE...

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Whether it was because of the arthritis in her joints or the fear of making this type of decision for the first time on her own, an elderly woman walked cautiously into the kitchen design showroom. Her thinskinned hands, crooked from years of hard work, caressed the display countertops until stopped by the beauty of one that she knew with certainty she could not afford.

“This must be granite,” she said, to no one but herself.

Yet, unknown to her the days of Formica countertops being available only in gold fleck or boomerang patterns with chrome edging were long over. The woman was actually admiring a laminate countertop made to look like granite.

The choice of countertop materials, styles and designs has changed dramatically in the past decade. Though the Internet is an invaluable resource that clients have at their fingertips, before a client can decide which of the options are right for them, they need to be aware of what those options are. A knowledgeable designer can answer most clients’ questions in this regard and guide them through to the products that are right for their particular project, while being there on a personal level with professional advice.

For the past 16 years, I have been designing kitchens and baths for clients and helping them choose the materials to use in their projects, the sizes and budgets of which have varied greatly. As with everything else in life, design projects come with “wants and needs.”

Many people now use their countertops not only to prepare food on, but to eat on, do homework at or conduct business using their laptop computer. The countertop material you use and the configuration that you design is guided by the “want.” People prioritize their wants in different ways and for different reasons. Even though the cost of certain countertop materials may not be in a person’s budget, they may be able to justify finding the funds if the want is strong enough. The want may be as simple as anything from keeping up with the Jones, achieving a great focal point or keeping the materials used in the kitchen as “green” as possible to having that unique conversation place where everyone wants to gather.

The Past There will always be a market for laminate

countertops. Whether it be a first time homeowner, a landlord, a contractor or someone who is looking to make his or her house a little fresher before trying to sell it, laminate is typically the most economical material to use, offering a wide range of colors and patterns.

Other products available for residential countertops that are not chosen as often (because of either cost or maintenance issues) are ceramic tile, butcher block and stainless steel. With today’s busy lifestyle, many people are looking for products that require little or no maintenance and are nearly indestructible - or are at least repairable if they are damaged.

The Present Years ago when clients discovered that they could get a surface that was impervious to germs, had invisible seams, with the backsplash and sink “molded” into the countertop to prevent grunge collecting spaces, they thought solid surface products were the best things since sliced bread.

As time moved on colors, edge profiles and other options for solid surface improved, but then so had the cost of granite, which had previously been cost prohibitive to all but the well to do. Suddenly, no longer were granite countertops only affordable to the rich, nor was it any longer considered ostentatious to have one in a modest home. Granite companies had started to appear everywhere. With such competition, pricing was forced to become more economical, allowing more and more people to afford granite as a countertop surface in their home.

The two concerns that I’ve found clients have regarding granite are that it needs to be sealed every 6 months to a year depending on the color and use, and the requirement that they view and approve the exact slab that will be used for their countertop. Sealing is a simple process that helps prevent stains to the naturally porous stone.

Because granite is a natural product, every piece is different. If the granite slabs are not viewed and approved of ahead of time, what the designer may consider very interesting, the client may consider unacceptable. Not only does a client want to make sure that his or her countertop is fabulous by hand selecting and approving, they need to know that no one else in the International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

41

world will have the exact same piece. I draw my clients’ attentions to the fact that they can find all sorts of interesting shapes in a piece of granite that has movement to its pattern. It is like staring at clouds in the sky for an extended period of time. It’s amazing what you can see. (I once had a granite countertop on display that looked as though it contained a coyote howling at the moon.)

Even though the name is the same, i.e., Santa Cecelia, there can be quite a bit of difference in the coloring and design of two slabs that come from different quarries or layers of the earth. If a client does not approve of a slab at one distributor, they may be required to travel miles to see others until they find one they like. To some this would be an adventure, to others it is not. I recall one client from my past who asked why I couldn’t bring the actual slabs to her house to approve. Apparently she had not yet been educated on the size and weight of a slab of granite.

When fabricated quartz countertops became more readily available (offering some of the features of granite), yet did not require sealing (or for the most part viewing of the slabs because of pattern consistency), many customers were drawn to them. These quartz countertops are manufactured from 90 to 95 percent ground natural quartz, with the remainder being a polymer resin. There are a wide range of colors and looks available with quartz countertops.

Sometimes it is difficult to tell the difference between quartz and natural granite if they both have a small all over pattern.

Fabricated quartz countertops cannot, however, reproduce the “unexpected, oneof-a-kind God-made beauty” that granite does. When you add crisp lighting under the upper cabinets of the kitchen, the depth and dazzle of both of these products come alive!

After educating my clients on the features and limitations of granite and quartz, some form a very strong opinion as to which one would be best for their project. Others chose to use a combination of the two materials in the same kitchen, such as having a quartz countertop in the areas where most of the food will be prepped and cooked, and a complimenting granite on an island where they can achieve the “wow” factor.

42 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Though I still have clients who want to use solid surface products, I find that they use it more often in their bathrooms for their vanity top and/or shower stalls. Being impervious to germs is important in a bathroom application. Clients are also not as concerned about the possibility of the surface being scratched.

The Future Within the last few years, I have had customers interested in using “green materials” for their projects. Though I must admit, when I was first approached with the request for a “green kitchen,” I thought it would be odd to have green colored cabinets and countertops, but . . . the customer is always right!

I was quickly educated on what “green products” actually are: Environmentally friendly products that protect natural resources, and reduce our impact on the environment. Some green products that could be used in a kitchen/bath project in addition to countertops would be cabinets SonataSpruce_Panther_5.25X8.25_IPage 1 2/12/2008 12:34:18 PM made from bamboo, non-toxic paints and/or

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recycled flooring. A few different countertop materials that are considered to be “green” are Paperstone, Vetrazzo and Avonite (although there are many more): • Paperstone is an example of a product that is made from recycled paper, and a type of resin derived from cashew shells.

• Vetrazzo is an example of a material made with recycled glass, concrete and additives and pigments. Each color’s name gives you an idea of where the glass in the countertop came from. For example “Alehouse Amber” consists of recycled beer bottles. Each Vetrazzo surface has a “Certificate of Transformation” that tells you exactly where the glass in your Vetrazzo came from.

• Avonite offers a good example of a “green”solid surface product with it’s option of colors that contain a minimum of 40 percent recycled pre-consumer content.

I think that people now and in future years to come will be drawn more and more to environmentally friendly products that they

can use in their home as they become aware of them. They may want to use them because of the environment, keeping up with the hottest trends or because they want the newest product on the market.

Whatever the case, I see countertop manufacturers adjusting to include, if not replace, their current products with “greener” ones, and fabricators who once focused on one single type of material offering multiple types of surfaces.

In the end, the elderly woman in the kitchen design showroom mentioned earlier had a gleam in her eye and a heartfelt smile on her lips. Was this because she had made the decision to purchase a new countertop on her own? Or was it because she had chosen the countertop that cost $700 instead of $7,000?

W

hen it becomes more difficult to suffer than to change… you will change. ~ Dr. Robert Anthony, psychologist

About the Author: Kathy Rouleau, NCIDQ, ASID, AKBD, Last year Kathy Rouleau launched Designing 1 to 1.

With more than 20 years of experience in various facets of the interior design industry, Ms. Rouleau makes navigating new construction, renovation or a redecorating project an easy and exciting process.

Ms. Rouleau plans to broaden her business in 2009 to assist clients who are interested in including “Green” products into their projects by her pursuit of becoming L.E.E.D. Accredited (Leadership in Energy & Environmental Design) through the USGBC (U.S. Green Building Council).

For more information she can be reached at 978-874-1301, www.designing1to1.com or designing1to1@comcast.net.

W

hy not upset the apple cart? If you don’t, the apples will rot anyway. ~ Frank A. Clark, author

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44 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

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Going GLOW

Using Recycled Materials to Create a One-Of-A-Kind Inlay

By Gene McDonald

The best and most unique inlay mix I have done has got to be what I call LumiCrunch. I made this mix with Lumistone inlay filler glue and mirror chips with sprinkles of colored glitter as a highlight.

My first experience with fabricating Luminstone, a patented glow-in-the-dark solid surface, came when creating an inlaid backsplash featuring a dragonfly for one of my residential customers. I could not afford to buy two sheets of material for experimentation so I bought the filler material specifically designed for creating Luminstone inlays. The dragonfly backsplash was a huge success with the customer and led to several more word-of-mouth projects.

46 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

About a year after completing the dragonfly project I realized the shelf life of the Lumistone inlay material was getting ready to expire. Rather than let it go to waste like my typical adhesive tubes, I decided to use it up by creating a unique inlay.

I took a sheet of laminate with a glossy finish and squirted beads of the inlay material onto the it until the tube was empty. When the beads of adhesive dried, I used a chisel to scrape them off the laminate. I learned you have to be careful not to chisel under the glue to avoid it running up the chisel and into your hand (Ask me how I know that. Ouch!).

Once I had all of the beads scraped off the laminate, I crunched them up (hence, LumiCrunch), To make fine particles I used a coffee can with a plastic lid, cut a slit in the top and inserted a hammer. I secured the

lid so pieces wouldn’t fly all over and then I held it on a flat table and began to smash away. Once the “crunch” was to the desired size and shape, I was ready to make an inlay.

I went through the usual steps of making an inlay, and routed a line down my base solid surface material, which was a piece of Avonite Sky Glass. I decided to paint the groove blue to bring out the white-colored Lumi-Crunch and make it show up better.

Then I put the crunch into the routed out groove. It didn’t matter if it stuck out over the top, because the whole countertop was going to be sanded before it was finished anyway, and any uneven particles would be sanded level. On the other hand, the mirror crunch, which I decided to use along with the Lumistone particles, had to be below the sanding surface. After inserting the Lumi-Crunch and mirrors, I sprayed

a quick coat of clear acrylic to hold it all down. Without the clearcoat, the lightweight particulates would have floated to the top when the groove was filled with resin. I then built a dam around the groove with a bead of hot glue (you could also use caulk) and filled it up with resin. When it had cured, I sanded it flush with the countertop deck. I finished the top and inlay the same as with any other solid surface countertop with a liquid inlay.

I recently obtained a job putting a LumiCrunch inlay into a children’s bathroom countertop and bedroom furniture. It is a LEED home. When selling the job, I explained that it’s a nightlight that doesn’t make the electric meter move. The design will be directly under a ceiling sky tube which faces south, meaning it will be exposed to lots of sunlight throughout the day.

I have asked the couple’s young daughter

to collect sea shells with her mom, which will also go into the mix.

For me, offering more personalized items to my customers has helped me to sell more. I know my competition is hoping I just do the same old, same old. Inlays have been around for years, but the mix is what can be new. I like an inlay to have depth and clarity. How about leaves inlaid into a countertop? How about inlays in tabletops in restaurants? Using recycled or unusual materials as inlays creates a conversation piece that adds value to a project. Maybe imported beer bottle caps? Who knows?

Shredded paper, chopped up soda cans, a memorial champagne bottle, seashells, other pieces of solid surface, nuts and bolts . . . the ideas are endless.

About the Author

Gene McDonald, president of Refresh Interiors Inc., is an active member of the U.S. Green Building Council (USGBC), LEED for Homes Tampa Bay Chapter, Florida Green Building Coalition (FGBC), and ISFA. As a countertop fabricator specializing in Green products, McDonald has fabricated and installed countertops in LEED certified residential projects receiving Gold and Platinum certifications.

He has worked with most Green countertop materials, including Vetrazzo, Paperstone, EnviroGlas, bamboo and Avonite’s Recycled Series. He also works with Greenguard Certified quartz and solid surface materials. He can be reached at 6511 43rd St. N., #1803, Pinellas Park, Fla 33781; 727-527-0206, www.GotGreenCountertops.com.

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By Marie Diane Gerace, Contributing Editor, ISFA Magazine

Every day, companies are announcing new efforts they are undertaking waste reduction, energy and water consumption and emissions. In many cases, the effort expended to accomplish a reduction in a company’s carbon footprint will also save money and improve production processes. This article details some of the things your company might do to help save the planet AND your pocketbooks.

1. Install skylights and place work areas near windows This will provide more natural lighting and reduce the need for electricity usage. Studies show that natural light increases productivity and also tends to boost retail sales.

2. Install solar panels and solar shades This will reduce heating costs in the cooler months and reduce cooling expense during the warmer times of the year.

3. Where possible, offer telecommuting options to employees Obviously you need to have your fabrication team in the shop, but some other employees may be able to work as well or better from home for part of the work week. Of course nothing beats face-toface interactions, but many employees who normally spend most of their workday functioning on their own may be able to do so more productively from home. You will save on both electricity and water, and also limit the emissions the worker puts out commuting to and from work.

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4. Encourage employees to turn out the lights When leaving an office, mail room, storage area, etc., it’s easy to reach over and flip the light switch off. This may sound simple, but over the course of a year, the savings will add up. Additionally, have employees or your IT person adjust computer settings to hibernate mode when machines have been idle for 15 or 20 minutes.

6. Install low-energy, high efficiency hand dryers and sensor faucets in bathrooms Hand dryers will eliminate the need for paper hand towels – fewer trees cut down and less waste in landfills.

Sensor faucets turn the water on when hands are placed under them, and off when hands are withdrawn. These options will result in reductions to your office supply and water bill each month.

10. Install a water cooler in the office This is a much more economical alternative than providing individual bottles of drinking water for your employees, and will save the landfills from filling up with plastic bottles 11. Make your IT department greener Find and remove duplicate data in your computer systems. A process known as “de-duplication” gets rid of duplicate data, thereby reducing energy output, storage requirements and carbon dioxide emissions. An added bonus: you’ll get a more accurate view of your organization.

5. Use occupancy sensor lighting These sensors automatically detect movement and will turn the lights on when needed, and then turn off automatically after a set period of time in which there is no movement. Typically used outside, these lights work just as well inside.

7. Remove disposable cups, plates and utensils from the breakroom Replace these with reusable dishes, provide soap and encourage everyone to clean up after themselves. If cleanliness becomes a problem, ask for volunteers to do the dishes and offer them an incentive once a month.

13. Switch copiers to “duplexing” mode This will make it easier to copy on both sides of the paper when appropriate, saving your company on paper costs.

14. Check into an energy audit Many utility companies perform on-site consultations for businesses to inform them how they can reduce use and save money. These services are usually provided free of charge and will almost always find ways to save you money and help the environment.

One thing to consider is adding fax capability to PCs so employees don’t have to print a document, fax it and then deal with the printed copy. This not only saves time and paper, it also limits the chance that sensitive information could get left on the machine.

No matter the size of your company, there are proven ways you can improve your organization’s environmental stewardship by operating in a greener way. Try out a few of these suggestions and take a close look at your operating costs at month end.

You can also go out on the Internet and find more ideas to implement. And don’t forget, your employees are a valuable resource for ideas. Conducting company energy saving contests for your employees once a quarter will yield a

8. Reward employees who carpool Nothing beats getting the prime parking spots! Allocate these to car-pooling employees.

9. Use dual computer monitors Adding a second or third monitor makes it possible to eliminate unnecessary printing.

Studies have shown that employees who use the dual-monitor system show a marked increase in their productivity.

12. Reduce outdoor water consumption Replace conventional sprinkling timer systems with “smart” irrigation control systems. These systems regulate watering based on weather conditions and atmospheric moisture, rather than a fixed schedule. In addition to saving water, you will have fewer problems associated with overwatering, such as parking lot cracks, mold and foundation rot.

15. Other ways to cut back on paper According to the Institute for Sustainable Communication, not counting labor, paper and printing related expenditures typically represent 15 to 30 percent of every corporate dollar spent.

While that may not be 100 percent accurate for fabrication companies, cutting back on paper use will certainly save money.

continuous flow of creative ways to save the planet and save your company money. Reward the efforts with pizza for the crew or a half a day off work for the best idea.

Remember that communicating your green efforts through your marketing projects an image of social responsibility to customers, regulators and the community at large. A new survey conducted by California State – San Bernardino found almost nine out of 10 people would be more inclined to buy from a green business, and 75 percent said they would buy even if it cost more.

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o z z a tr e V le fi o r P r e Suppli nding Formula cled Glass With a Patent Pe cy Re d an e ret nc Co ch Te High g Editor ibutin

by Marie Diane Gerace, Contr

“Though voice may pass unharmed through winding pores in this, yet images demure; for these are rent asunder – save it be they stream through passages unbent, as those of glass, where through all atoms speed their winged flight.” ~Lucretius, On the Nature of Things, IV.87 Throughout history glass has meant many things to many people, and has crossed many cultures…

Titus Lucretius Carus (died c. 50 BC) an Epicurean poet, the properties of matter were a primary concern, most especially the properties which enable us to see through glass, but not through other materials. Not long after formulating his thoughts and writing his six-book Latin hexameter poem, De rerum natura, (On the nature of things), glass became a favorite subject for still life painters eager to explore the qualities of transparency, color and light.

The first uses of glass occurred at a time when great thinkers were pondering the physical phenomena around them. For

Isidore of Seville, (died c. 636) traced the root of the word glass (vitrum), as thus: “It is called glass [vitrum] because it is, with its

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clearness, transparent to vision [visus]. For in other materials whatever is contained inside is hidden, whereas in glass whatever clearness or appearance is manifested on the outside, it is the same inside, and though enclosed in a certain manner, is manifest.” According to Isidore, “vitrum” comes from “videre” meaning “to see.”

By the seventh century, the mirror -- called a “glass” and made of glass - came to usurp mirrors hitherto made of metal. Since those times, painters, poets, philosophers and craftsmen have been intrigued with glass.

Fast forward to Berkeley, Calif., c. 1996 to Don McPhearson, a glass scientist working on his PhD. McPhearson is not only a scientist, but also an artist and environmentalist with a drive and passion for the world around him. An idea came to him one day: Recapture the inherent beauty of recycled glass by transforming it into a functionally superior building material. He teamed up with a like-minded Bay Area architect, Bruce Brubaker, and together they formed a partnership to produce Vetrazzo (high tech concrete and recycled glass with a patent pending formula) in small, hand-made batches for the local building community. Word spread

quickly about the stunning and innovative material, and orders began pouring in from all over the country. Vetrazzo remained a hand-crafted product for the better part of 10 years as McPhearson grew his company organically, moving from a garage to warehouse, but production capacity could never quite catch up with the demand of the beautiful product. Enter an enthusiastic Vetrazzo customer armed with passion for her countertop, a keen business sense and the vision to see an opportunity to help bring sustainability to the surfacing market nationally.

October, 2006, saw the new team

opening the doors on a state-of-the-art manufacturing plant and headquarters, producing beautiful one-of-a-kind environmentally friendly surfacing materials within the walls of the refurbished Ford Assembly Building at Ford Point in Richmond, Calif. This striking building, which was put on the National Register of Historic Places in 1988, was built to manufacturer the Model A, but had been lying dormant for 25 years. The work of Albert Kahn, (the 20th-Century architect famous for pioneering the “daylit factory” design), the building utilizes extensive windows to allow natural lighting on the factory floor – a “green” way of thinking International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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that was years ahead of the current trend.

The building is now back in use as it was originally intended, housing not only Vetrazzo, but also a solar power company.

Things only get greener from there…

The Vetrazzo product has been around for 12 years and is considered the original recycled glass surfacing material. The company is committed to transforming waste glass into beautiful high-value products that will get people talking about recycling. “That’s what we are in this for,” said James Sheppard, president and CEO. “It’s gorgeous and good, and people can have a signature material in their homes that really speaks to their values and to what they think is important and, it will stand out from anything that any of their neighbors have.”

“Vetrazzo material uses a closed loop manufacturing process,” continued Sheppard. “Someone could remove one of our tops and we will take it and turn it into another product. Tabletops, cutting boards, other countertops, you name it, we would re-fabricate it into another purpose.

The point is that we are committed to the concept that no Vetrazzo product will ever end up in a landfill.”

Vetrazzo is a member of the U.S. Green Building Council, and has received a grant from the state’s Division of Recycling, which is responsible for administrating the state’s recycling program. California has arguably the nation’s leading recycling program and recycling rate. For example, 79 percent of all glass beverage containers in the state were recycled since January 2008, which is the highest rate in the nation. Grant money is available for the development of new markets for recycled glass, and as the company is creating a very thriving and exciting new market for waste glass, it received a grant that was used in part for building out their manufacturing facility. “All of the glass used in Vetrazzo is recycled with the largest proportion coming from curbside recycling programs,” explained Sheppard proudly.

“Other glass comes from post industrial usage, windows, dinnerware, stemware, automotive windshields, stained glass, laboratory glass, reclaimed glass from building demolition and other unusual sources such as decommissioned traffic lights.”

Accordingly, 10,000 sq. ft. of the company’s facility is dedicated strictly to sorting out

and processing waste glass for recycling into its surfacing material. There are currently 14 standard colors available, with a growing palette for release in the first quarter of 2009 and a number of limited edition colors. Yet every individual surface is unique. And each has its own story. “A big part of what we are doing is influencing recycling,” said Sheppard.

“We want our buyers to connect with the source of the recycled glass in their countertops. We issue what is called a Certificate of Transformation, which informs and educates the buyer about the source of the glass and how it was formed from scrap and waste into their countertops. For example, people want to know that there are more than 700 beer bottles in a typical Alehouse Amber countertop.”

Just how much glass does it take to make a single slab of Vetrazzo? There are more than 500 pounds of waste glass in every 9 ft. by 5 ft. by 3 cm slab, accounting for 85 percent of the total weight. Consequently, the company needs a fairly high volume of waste glass coming in. “We will take any waste glass from sources where we will be diverting it from the landfills, providing we can get it in large quantities,” said Sheppard. “All material is from the United States; it is only domestic waste glass. All manufacturing is kept in the United States and performed by Americans earning a living wage, creating new product that is put back into use in the United States and Canada.”

distribution model and have distributors around the country that fabricators go to for their slabs.”

The driving course behind the company is trying to set a good example for how a business can be successful in a bigger way. “We are a triple bottom line company,” Sheppard related. “This means we are focused on people and the planet, as well as profit. Instead of making decisions that are just good for our shareholders, we are making decisions that we believe are good for the people we employ, the people in the community we are a part of, as well as what we are doing to support the planet.”

As evidence of this, Vetrazzo had to make a decision. “We are located in Richmond, Calif., which is the only major city in North America that is run by a green party

administration, and home to a very large oil refinery,” said Sheppard. “We made the decision to support the city’s mandate to raise taxes on manufacturers so that the city could access some of the windfall oil profits to fight refinery pollution. We believed it was the right thing to do. We believe that companies need to take responsibility for the impact they have on the communities that they are a part of. We will stand our ground on this even when it means we will proactively increase our own taxes. That is an example of putting your money where your mouth is when it comes to your mission and your social responsibility.”

One cannot argue with that. Well done, Vetrazzo.

Vetrazzo experienced a 400 percent growth rate in 2008, which in these troubled economic times speaks volumes.

With material performance reportedly comparable to granite and backed by a 10-year commercial and residential warranty, customers enjoy peace of mind in having a beautiful, durable, environmentally friendly product that is backed by the manufacturer.

“All the major indicators with respect to heat resistance, scratch resistance, stain resistance, strength, etc., coupled with a network of certified fabricators around the country who have been trained and are well versed in working with our material provide our customers a lot of comfort,” explained Sheppard. “Because certification is required to work with our product, we have a certification process giving fabricators not only the education they need, but also preferred pricing. We follow a regionalized International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

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Here.

Now. News.

Welcome to The ISFA News Section. Here you will find noteworthy items of industry interest specifically drawn around The International Surface Fabricators Association and it’s members.

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Focusonthe Fabricator

How theISFAConversion WillAffectYouasaCountertopIndustryProfessional In December 2009, the ISSFA general membership voted to approve a change in the association’s Articles of Incorporation.

The vote enabled ISSFA to shift its focus from solid surface and quartz surfacing products exclusively, to now embrace all decorative surfacing materials.

On the face of it, the change is about adding more products to the mix. However, in reality it is about ISSFA evolving from a PRODUCT-BASED organization to ISFA, a FABRICATOR-CENTERED association.

EvolvingMarketplace

To illustrate, years ago, one local chapter in Utah hosted a chapter meeting in which representatives from various quartz surfacing companies were invited to present their products and marketing strategies. At the time, quartz surfacing was brand new to the marketplace and ISSFA was strictly a solid surface association. A number of quartz companies responded to the invitation to present by sending representatives from as far away as Texas to attend the meeting.

After the meeting, one of the members got in touch with a quartz surfacing company represented at the meeting and put together a business relationship for their geographic area. This fabricator was, perhaps, the staunchest supporter of ISSFA in the Utah chapter at the time. As the market evolved and hard surface became a more popular material for many consumers, this fabricator became more deeply involved in quartz and then granite countertops.

Eventually, the company dropped solid surface entirely from its product mix. In a very short time ISSFA became irrelevant to that company, and it drifted away from the association.

the total fabrication business – regardless of which combination of products that company chooses to offer.

What had changed? Did the fabrication company suddenly abandon its core philosophy of providing a quality product that appealed to the marketplace combined with a high level of service? To the contrary, it was responding to consumer wants and needs the best way it knew how.

If you haven’t heard, ISFA has appointed as Executive Director industry veteran Russ Lee, a former countertop fabricator, who has held positions as a marketing professional, countertop magazine editor and writer and Web site developer. Additionally, former editor and associate publisher of Surface Fabrication magazine, Kevin Cole, has been appointed Communications Director for the association. And, long-time show planner and surfacing industry icon Sandy Milroy has been added to the ISFA staff in the position of Membership, Conference and Show Director. Sandy was an

Had the company become opposed to the concept of fabricators working together to promote the common good within the context of a trade association? Absolutely not.

What had happened was that ISSFA, as a product-based association, was prevented from evolving with the fabricator by its own Articles of Incorporation.

As a result, the market changed while ISSFA remained the same.

The recent change in the Articles of Incorporation is meant to fix that glaring discrepancy between mission and focus. By concentrating entirely on the needs of the countertop fabricator, ISFA can now provide education, training, contacts and resources for the full gamut of decorative surfaces. The emphasis suddenly shifts from advocating a single product category to helping fabricators become more profitable. Under the change, the culture of the countertop fabricator is preserved as ISFA is empowered to become an advocate for

TheNewFaceOfISFA

ISFA staff member in its developmental days and most recently worked on the Surface Fabrication & Design Expo. With these talents combined with the design and technology savvy of Joe Winters, Creative and Web Services Director, ISFA is poised to make a real difference.

ISFA Magazine. How ISFA relates to the fabrication community will be reflected

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within the pages of the ISFA magazine.

Look for more in-depth articles on the craft and technology of bringing a multitude of decorative surfacing products to market.

There will be pieces on how to merge a complementary product line into a profitable whole, while continually researching new and emerging methods, technologies and materials. To illustrate the concepts presented, real-life case studies of fabricators’ own experiences will be presented.

Editorials, guest commentaries and tips of the trade will all be geared to the changing needs of countertop fabricators. And only ISFA members will be guaranteed to receive this publication free of charge.

Certification. As an advocate for fab-

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ricators, ISFA will actively promote the benefits of using an ISFA member to the design/specification community and to the consuming public. To provide credibility, ISFA is currently engaged in developing a certification program, thereby establishing a network of qualified and ethical countertop firms across the country. The day will come when using an ISFA fabricator on a project will more fully carry a certain perceived value.

Advisory Councils. Specialty groups with specific focus on a variety of surfacing materials – solid surface, quartz, natural stone, concrete, laminate, etc. – are being formed to identify and respond to marketing needs and opportunities. As these groups

identify marketing needs within their areas of focus, they will contact the ISFA office with a request for materials. The ISFA staff will respond with press releases, articles, marketing materials, etc. as needed and contact the appropriate outlets for publication and distribution. ISFA will position itself with the media as the “go-to” resource for information regarding all types of countertop materials.

The Advisory Councils are comprised of rank and file ISFA members who wish to have a positive influence on the countertop industry. If you are interested in participating in an ISFA Advisory Council, please contact the ISFA office for more information.

Internet Presence. In the first quarter of 2009, ISFA will unveil its newly retooled Web site that will take advantage of the 300,000 unique visitors that come to www. issfa.org each month. The new site will be optimized to appeal to consumers and specifiers first, by providing them with insightful information and high-quality photos of all types of decorative surfacing.

Prominent on every page will be the “Find A Countertop Professional” button, which will direct the visitor to a graphical search page.

Here, the visitor can locate ISFA fabricators by zip code displayed on a map. When the visitor clicks on the fabricators symbol, address, phone and Web site information will be displayed. The visitor may then call the fabricator directly or click on the link to the fabricator’s Web site. This is a service offered free of charge to ISFA members only, and is administered by ISFA staff instead of any third-party marketing company.

Additionally, the Web site will have a robust fabricators’ section for sharing information, allowing networking, taking advantage of the benefits of the association and much more. It is being reconfigured to comply with Web 2.0 technology, providing more flexibility and interactivity with both its consumer/ specifier and member visitors. Suppliers will be invited to upload product videos, fabrication manuals, updates, product releases and other news and information to the ISFA Web site. Virtual tradeshows will be developed to encourage the free flow of ideas and new product options. And different types of learning tools will be offered.

By having these dual member and enduser/specifier sections of the Web site, ISFA will not only be in the position to assist fabricators in whatever capacity they may

need, but also drive additional leads to them and directly help members increase their sales activity.

Trade Show. In February 2010, ISFA will exercise its option to bring back its own trade show. It will expand the focus of the show to include manufacturers and suppliers of all decorative surfacing, including new and emerging products. Manufacturers will come from all over the world to exhibit at the ISFA trade show because that is where the group with the most influence on the end-user’s choice of materials will be gathered. Fabricators will come because this is where they will see the latest products, technologies and methods. The trade show will be the place where the manufac-

(TFT), which is accepted as certification training by all of the major solid surface companies. Additionally, beginning in April of 2009, ISFA will offer a new class on Digital Fabrication, geared toward CNC, CAD/ CAM and digital templating training.

The future of ISFA training will also include all the elements of the ITEC in digital format, which can be downloaded from the members’ area of the Web site. New training programs focusing on various products, emerging technologies and solid business principles will be developed using experts from each category as presenters. The methods for delivery will include DVDs, online seminars (aka Webinars), downloads from the ISFA Web site and regionalized, on-site seminars.

An example of this type of training might involve a fabricator who is known for his or her expertise in estimating, performing repairs or creating inlays. ISFA would develop audio and visual elements, such as video or audio recordings of the methods and tricks. Those recordings could be converted to DVD for distribution, placed in the education section of the member Web site and might even become the basis of Webinar should there be enough interest from fabricators.

turer, the fabricator, the distributor and the supplier can meet, greet and communicate.

Networking opportunities will take high priority, facilitated by a move back to a more intimate hotel venue, as opposed to the current convention hall format. Innovation will abound, as will the “ISFA Spirit.”

Education and Training. ISFA has partnered with Utah Valley University (UVU) to host hands-on training in its Orem, Utah facility. ISFA will continue to offer its standard-setting Total Fabrication Training

That same concept would be applied to a variety of business-related topics and product categories.

Professional Web site Development. ISFA members now have the opportunity to get a professionally designed and implemented Web site for their fabrication business for a nominal charge. The Web sites are created and hosted by a private firm that specializes in Web development, and they offer all the marketing and communications tools one would expect from a fully-featured, professional site. Having such a site al-

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lows many opportunities to capture more business and a well-maintained site helps to establish a polished, authoritative and professional feel.

Discounts On Training. ISFA members already receive discounts on ISFA-sponsored training, and now that benefit has been extended to other types of training as well.

By working closely with select established training facilities across the country, ISFA is able to offer substantial discounts on industry training not available anywhere else.

More Than Countertops. Solid surface, in particular, is now being used in a multitude of applications other than strictly countertops. Designers, architects and engineers

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(yes, engineers) are just now discovering the amazing properties of this versatile, renewable and low maintenance product for all kinds of 3-D applications. ISFA will be in the forefront of the effort to educate and inform the design/specification community about the benefits of using solid surface to go beyond just countertops in their projects.

It’s All About The Fabricator The ISFA Board of Directors has set forth a vision for ISFA that is riveted solidly on the needs of the countertop fabricator. ISFA has been energized with a renewed sense of urgency to focus on how it can help the countertop fabricator become more profitable in his/her business, regardless of what products are offered. It is a change in

philosophy that is more about culture than product. It is about you.

Beyond the Surface So there are a lot of plans here, but also a lot of generalities. Where are the details?

Well, ISFA has a lot more plans that what has been mentioned thus far, but rather than making more promises, let’s look at some of the details. ISFA responds to the current tough economic times with true member benefits that go straight to the bottom line.

What’s In It For Me? Money is tight right now for just about everyone. We know you are looking at every investment with a critical eye as to how it

to keep ISFA at the front of their consciousness as a useful resource for anything dealing with countertops. Over time, these professional journalists will become conditioned to rely on ISFA for true and accurate information and photos. ISFA members will have increased opportunities for free and credible exposure in the press through these valuable contacts, and the more ISFA’s name appears in front of consumers and specifiers, the more recognizable it will be as an assurance of quality.

will help you bring in more revenue or save money. Here are a few recently added ISFA benefits that will help improve your balance sheet with little or no investment on your part.

Web site. It’s hard to beat it when it is almost free, especially when you are talking about a professionally designed and implemented Web site with all the features you could possibly want to showcase your countertop business. ISFA has made an exclusive arrangement with web developer, WebCentrics, to waive its normal Web site development fee of $3,500 to create a fully-featured Web site for only a $100 setup charge exclusively for ISFA members.

WebCentrics has also agreed to slash its normal monthly hosting fee, which includes free customer support, by half, to $50 per month – again, for ISFA members only.

The Perks: • Comprehensive information on all types of countertops directed at endusers and specifiers • Making the connection between ISFA members and interested prospects with a single click of the mouse • Potential for a new source of sales leads Your Commitment: • Must submit your information to be included in the Find a Countertop Professional search engine • Must be an ISFA member to be listed Industry Marketing. About the only way to combat sagging sales is to go out and find new customers. They are there, you just have to look harder and be more creative to find them and bring them into the fold.

In the coming months, ISFA will launch a marketing campaign directed at the editors of Special Interest Publications (SIPs), regional magazines, regional and national newspapers, consumer magazines, trade journals and Web-based home improvement sites.

The Perks: • Over time, ISFA will help raise the awareness of decorative surfacing and the advantages and value of upgraded countertops • ISFA members will be positioned to receive positive local, regional and national attention as the ultimate source of a job well done • ISFA will become more recognizable to potential customers and command respect as a sign of true professionalism Your Commitment: • Must be an ISFA member to use and display the ISFA logo • Only ISFA members will be recommended to editors for coverage in editorial pieces It will begin with a press kit positioning ISFA as the ultimate resource for all things countertop. With one call to ISFA, an editor wishing to put together a story on any kind of countertop surface can get professional photos, background information, be put in contact with a local countertop professional and even have access to pre-written articles. One strong focus of the campaign will be to get out the message that the only way to be sure a countertop project is fabricated and installed properly is to use an ISFA fabricator member.

More To Come. These are just a few of the several new benefit packages ISFA has or will be rolling out over the coming year to add value to your ISFA membership. Look for another report on some of these new offerings in the next issue of this magazine.

Tough times often bring out the best in companies and individuals. ISFA’s goal is to present you with some additional tools you can use to become your leanest, savviest and most creative.

We can get through this together.

Every month after the initial press kit is distributed, the aforementioned editors will receive press releases containing timely and useful information, which are designed

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Featured Volunteer Profile

Mike Nolan Windbound Co. - Morganton, N.C. Mike Nolan has been in the industry since the early 80s, beginning as a journeyman millwright for a large hardwood lumber company, producing cabinetry products. In 1987 he was offered a job with Avonite when they were relocating out of state. His job was to shut down the facility in California and start up a new factory in New Mexico. As fabrication manager, Nolan was responsible for 45 to 50 employees for three years, then moved into the technical service department and was responsible for writing the company’s manual and traveling worldwide doing training and certifying fabricators in the use of Avonite and warranty work. Nolan left Avonite in early 1990, and in 1991 started up Windbound Company in New Mexico, eventually moving the business to North Carolina in 2005, where he and his wife still run the company today.

With a lifelong commitment to volunteerism

and charitable work, Nolan has incorporated a personal level of responsibility for the community in which he lives, as well as professional responsibility for the industry in which he works. In his private life, he and his wife have donated their time to their church through their involvement with various events, outreach programs, shelter programs and homeless programs. Professionally, Nolan has encouraged his employees to donate to charitable organizations, such as the American Red Cross and St. Jude’s, and stresses the importance of donating to organizations that give the most back to those who need it. “It is very wise to know where your money is going -- and to know the organization -- to ensure that your money is going where you intended it to go,” he proffers.

Nolan’s tenure with ISFA began the day it was founded, and he has consistently donated his time and effort throughout the years. “Mike Duggan came to my shop one day in the very beginning to get me to join and I’ve never looked back,” he recalled.

In the early years of the association, Nolan was the State Coordinator in New Mexico, and then spent a year as the Southwest Region Coordinator. More recently he has been a backup TFT instructor at ITEC, and currently serves on the ISFA board of directors.

“It doesn’t hurt you to reach out,” he said.

“Anytime you do something to help somebody else it makes you a better person. America is the greatest country in the world and does more to help others than any other country. That being said, Americans have an obligation, the honor and the privilege to help those among us who are less fortunate. It’s our patriotic duty.

The great personal satisfaction in that is that someone else can have it a little better, and with a little less stress in their lives. I know it has come back to me many times over.”

ISFA Staff

Serving Our Members And The Surfacing Industry

Russ Lee Executive Director e-mail russ@issfa.org Russ Lee was a countertop fabricator for 13 years and editor of SolidSurface magazine for six years. Prior to joining ISFA he was president of sitesnsolutions.com which focused on providing marketing solutions for countertop fabricators.

Joseph Winters Creative Director & Web Services e-mail: joe@issfa.org A professional in print and media production, Joe currently oversees all ISFA creative works, graphic design and is ISFA’s web services admin. In addition, Joe also is Creative Director of ISFA Magazine.

60 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

Kevin Cole Communications Director e-mail: kevin@issfa.org Kevin Cole has been a journalist for more than 10 years, most recently holding the position of Editor & Associate Publisher for Surface Fabrication magazine.

Sandy Milroy Director of Membership Services Email: sandy@issfa.org Newly appointed Director of Membership and Trade Show & Meetings, Sandy has worked in the industry for the last 12 years in Communication, Marketing and Trade Show Management.

Rebecca McKay Administrative Assistant & Registrar Email: becky@issfa.org Rebecca joins the ISFA staff just having completed her Bachelor of Science degree at UVU. Rebecca has worked in various support roles. She loves working with people and is excited to serve ISFA members as she continues to pursue her educational goals.

Board Of Directors

Serving The Industries Surfacing Professionals

Todd Werstler 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

Sid MacKay Vice 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

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

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-At-Large 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

Keith Layton Past President Mountain Tops Solid Surface Creations, Inc. 106 Eagle Fork Road Hayesville, NC 28904 Phone: 828-389-0254 Fax: 828-389-3561 Email: mountops@dnet.net

J. Bradford Reamer Director Wilcor Solid Surface, Inc. 840 North Central Avenue Wood Dale, IL 60191 Phone: 888-956-1001 Fax: 630-350-7758 Email: thecorianman@yahoo.com www.wilcorusa.com

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

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

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

Evan Kruger Assistant Secretary Solid Tops, Inc. 505 South Street Easton, MD 21601 Phone: 410-819-0770 Fax: 410-819-0783 Email: evank@solidtops.com www.solidtops.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

International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

61

Product News

Programmable Stop For Panel Saw Colonial Saw offers the latest development for its line of Swiss engineered Striebig Vertical Panel Saws – a RazorGage Programmable Stop mounted on the saw.

This new option allows users to open cut lists at the machine from either a network or a USB drive, determine the optimal cut pattern and program the machine to cut the panel according to the programmed plan. The new programmable stop is manufactured in the United States.

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Vanity Bowl

Gemstone offers a new vanity bowl, the 1714-VIO, as part of its line of 34 sinks and bowls. This is the company’s first and only vanity bowl with an integral overflow, as all other Gemstone vanity bowls (10 different models) are available with or without an external, factory applied overflow. The new vanity bowls, along with all of the company’s other products, are manufactured in Elkhart, Ind., are NAHB Certified, dual listed UL/CSA and are available in more than 50 designer colors, not just white and “off whites.” They are available through a nationwide network of distributors to fabricators and kitchen and bath dealers, regardless of any other product affiliations.

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Sink Installation System Betterley Industries has developed an installation system for undermount sinks in laminate countertop installations. The system reportedly simplifies traditional methods by providing dedicated tooling with preset off-set dimensions, eliminating tedious measuring and hand work. From the first step of fabricating a single sink template to routing the dado groove in the countertop and even trimming the sink flange to height, the integrated system performs each step without measuring or adjustments. Even the final preparation step of scraping the laminate was addressed with an ergonomic, heavyduty scraper featuring a replaceable carbide insert, designed specifically for this application. Dust extraction is incorporated in all routers for a cleaner work environment, consistency, safety and extended bit life. The final results are a system providing maximum efficiency, quality, and consistency with minimal effort and fabrication time, according to the company.

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Inventory Software Park Industries now offers the Synergy Inventory software. This software database allows fabricators to maximize their material inventory and yield by having an easy-to-use inventory management database, reports the company. The software tracks each slab of material from the time is it photographed at the Pathfinder Digital Photo station until it has been processed. The remnants are categorized with barcodes and filed in the inventory database. It allows users

the ability to store and manage remnant pieces digitally without retaking a photo.

Just print a new barcode tag and place on the remnant. The barcode stores remnant information including the slab bundle, slab block, size of the remnant, color and thickness, just to name a few. Another feature of the software lies in its reporting capabilities. User-defined inventory reports can be created and easily exported into an Excel file. The inventory software allows fabricators to sort inventory through a variety, or combination of, 12 different filters.

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Crema Marfil USA Granite offers Crema Marfil Classic slabs and tiles. The company reportedly has 3,750 sq. ft. of the natural stone in stock and available at its Florida location.

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Mobile Storage Rack Rockler Woodworking and Hardware’s Pack Rack Tool Storage System provides a full-service mobile workstation, letting users keep tools and equipment organized and on-hand anywhere in the workshop.

Especially in large shops, the rack system reportedly saves time and energy with every tool it holds. Keeping clamps, glue, fasteners and assembly tools together in one mobile unit avoids having to scramble around gathering tools. Small-shop users can reportedly benefit from the spacemaximizing storage capacity and small footprint. The system features two full racks for clamp storage and turns the interior space into a shelf-filled “shop cart” that can be loaded down with various tools and equipment. It reportedly rides smoothly on four high quality casters, and includes four shelf-mounting hooks that let users install a shop-made shelf at whatever height they choose. Along with a large base shelf, there is enough storage space to organize entire sections of a shop, states the company.

And with an optional top cap shelf, a second set of shelf hooks and/or more clamp rods, the rack’s storage capacity has room to grow.

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Stone Training DVD Alpha Professional Tools has released the second DVD in its series of education training videos featuring stone expert Fred Hueston. The video focuses on fabricating and installing granite countertop blanks, which require less work to make into a custom countertop. The video walks the viewer through the various steps to complete three different levels of projects, starting from a small vanity top, to a custom double-sink vanity and finally a large custom kitchen countertop and peninsula.

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Countertop Edge Lamination Clamps The Lam-Clamps

by Omni Cubed are changing the way shops perform natural and engineered stone countertop edge laminations, reports the company.

The most updated model features a new upper clamp jaw with concave sides, which reportedly lightens the product and creates an easy-grip surface. Six clamp sizes are available, ranging from 5 in. to 6 ft. in length. The shorter lengths are suitable for curves, while the longer lengths are designed for speed. All clamps laminate 4 through 6 cm thick edges and feature hidden clamp threads to protect from epoxy contamination. All Omni Cubed products are engineered, manufactured, and assembled in the United States and are covered by a one-year manufacturer’s limited warranty.

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Stone Reference Guide The Marble Institute of America (MIA) released a newly revised and expanded Q&A— Expert Answers to Technical Questions about Working with Natural Stone. The updated module now features more than 200 questions from MIA members, contractors, architects and others that have been addressed to the MIA technical department throughout the years. Topics include: fabrication by stone type, installation, flooring, vertical surfaces, countertops, general topics, explanations, definitions and troubleshooting.

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International Surface Fabricators Association • Vol. 2, Issue 1, 2009 •

63

Ad Index Referral Number

Page Number

04

37 - Colonial Saw

08

44 - Concrete Countertop Institute

09

67 - DuPont

01

02 - Domain Industries

05

38 - ETemplate Systems

03

24 - Fabricators Choice

02

18 - Integra Adhesives

10

68 - Kohler

07

43 - Specialty Tools

11

07 - Surface Fabrication & Design Expo

06

43 - Wilsonart Solid Surface

W

e live in a moment of history where change is so speeded up that we begin to see the present only when it is disappearing. ~ R.D. Laing, psychiatrist

T

ISFA Classifieds 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? Well, 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 all fabricators! Just send us the text you’d like us to run, and we will do all the rest. Drop Editor & Publisher Kevin Cole an e-mail at kevin@issfa.org for more details.

64 • Vol. 2, Issue 1, 2009 • International Solid Surface Fabricators Association

SUPPLIERS – looking to reach fabricators with your product or service, but can’t afford highpriced ads in other publications?

Consider a classified ad in this publication. We offer reasonable rates and ISFA member discounts. E-mail kevin@issfa. org for more information.

EQUIPMENT FOR SALE 2005 - MBM CNC Work Center Model: Mono Astra Serial No: N/A 2005 - Bavelloni CNC MultiFunctional Processing Centre Model: EGAR320/4 Serial No: 310912 2004 - Bimatech CNC MultiFunctional Machining Center Model: Technostone 2300 x 4000 Serial No: GG14000186

here are two kinds of people: those who are changing and those who are setting themselves up to be victims of change. ~ Jim Clemmer, leadership & management trainer

2005 - CMS Brembana CNC Granite and Marble Machining Center Model: Concept 2.1* Serial Number: 3853 2005 - Comandulli Continuous Edge Polishing Machine Model: Omega 60 Serial No: 16105 2006 - Auto V Single Head Universal V-Groover Model: AVG-48-CC-FT Serial No: 2KS1626 2005 -Timesaver Orbital Sander Model: 2331-04-334 Serial No: 30146 2006 - Northwood Machining Center Model 138EDS Serial No: 19047 (2) 2005 Spectra Diamond Multi-Head S e r i a l Numbers: 1162366-06 Universal Edge Polishers

1162367-06 Equipment Locations include Miami FL, El Monte, CA, Hayward, CA, Charlotte, NC and Schaumburg, IL For additional information, or to arrange equipment inspections, please feel free to contact either Michael Bushey at (508) 826-8091, or Steven LaSpina at (781) 245-1562

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Specialty Surfaces Fabricators, Manufacturers and Experts Membership Application I N T E R N AT I O N A L S U R FAC E FA B R I C AT O R S A S S O C I AT I O N

Main: (877) 464-7732 • Fax: (801) 341-7361 • www.ISSFA.org

Renewal Instructions:

To renew your membership with ISFA, simply fill out the Personal Information section, and Payment Method and that’s it! Fax it back to (702) 567-8145 and we’ll do the rest. Please allow 2-4 weeks for your membership renewal packet to be delivered.

New Member Instructions:

For Surfacing Experts wanting to become a new member, please fill out the entire form. Membership in ISFA is the industry endorsement of high quality. This endorsement cannot be purchased for the price of membership, but must be established by the company and upheld by each member of the organization. Fax this form back to (702) 567-8145 and we’ll do the rest. Your new membership packet will be in the mail shortly. Please allow 2-4 weeks for delivery.

Personal Information

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Name:

Title:

Company: Address: City:

State/Province:

Zip/Postal Code:

Country: Phone:

Fax:

By providing your fax number, you are giving ISFA permissioon to send you information via fax.

Check here if you do not wish to receive education & event information via fax.

E-mail: Check here if you do not wish to receive Product and Service information from ISFA and our industry partners via e-mail.

I Am:

Renewing my ISFA Membership

Applying To Become A New Member

Method Of Payment

I am faxing a copy of the check along with this form. (required if paying by check) Card Type:

Visa

Mastercard

American Express

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Expiration Date:

Discover

Print Name On Card:

Official Signature:

If Paying by check, fax copy along with this order form. You can also mail this form to: ISFA, PO Box 179, Lehi, UT 84043

New Member Information Type of Membership: (please select one)

Sponsorship Information: In order to become a member of ISFA, you need to provide information

ISFA Membership: $400 - Any Specialty Surfaces company that has been in business at least two years and carries appropriate liability insurance.

Sponsor Company:

Subscriber Membership: $400 - Applicant companies which meet all other qualifications, but have been in business for less than two years shall be eligible for Subscriber Membership in the Association

Trade Reference: (Please provide a trade reference, generally your distributor of solid surface.)

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Branch Membership: $200 - Branch Membership is available to companies having more than one location. Each location must fill out seperate membership applications. Branch Membership annual dues are one-half that of the headquarters location. Each location wll be treated as a seperate member in all respects except only headquarter locations may vote in General Elections.

regarding an ISFA member or company willing to sponsor you in. If you do not know what to put in this section, just leave it blank. We will help you with this.

Contact Person:

Telephone:

Trade Reference: Contact Person:

Telephone:

Proof of Insurance: A copy of your certificate of liability insurance must be attached to or faxed with this form to process this application.

Code Of Ethics Agreement (Please Sign Below)

Each member of the International Surface Fabricators Association agrees to observe high standards of honesty, integrity, and responsibility in the conduct of their business. By adhering strictly to the highest quality standards of fabrication, manufacturing and installation. By promoting only those products and services that are proven quality and value. 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, and 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; I,_______________________________, do hereby certify that the foregoing is true and correct to the best of my knowledge, and do agree to abide by the Code of Ethics of the International Surface Fabricators Association for as long as I hold an active membership therein.

Personal Information

Name:

Title:

Company: Address: City:

State/Province:

Zip/Postal Code:

Country: Phone:

Fax:

By providing your fax number, you are giving ISFA permissioon to send you information via fax.

Check here if you do not wish to receive education & event information via fax.

E-mail: Check here if you do not wish to receive Product and Service information from ISFA and our industry partners via e-mail.

About Your Business

What type of material(s) do you work with?

What category best describes your business classification?

Solid Surface

Stone / Granite

Tile

Quartz/E-Stone

Fabricator

Manufacturer

Laminate

Wood

Raw Materials Supplier

Woodworker

Concrete

Recycled

Builder/Remodeler

/Cabinetmaker

Cther (please specify)

Distributor/Manufacturer of Sheet Goods Cther (please specify)

Which one category best describes your job title/function?

Owner/Partner/Corporate Management and Related Personnel Production/Plant Management and Related Personnel Design (includes staf designer/architect and related personnel) Purchasing/SPecifier and Related Personnel Marketing & Sales Management and Related Personnel Other (please specify) Information By Category If you want more information from several advertisers in a category, circle the category number that matches up with the category in the box to the right.

C01 Abrasives

C11 Seaming Equipment

C02 Adhesives

C12 Sinks

C03 Air Quality Equipment

C13 Software

C04 CNC Machinery

C14 Solid Surface

C05 Hand/Power Tools

C15 Stone

C06 Material Handling Equipment

C16 Templating Equipment

C07 Prefabricated Accessories

C17 Tooling Training

C08 Quartz Surfacing

C18 Waterjet Equipment

C09 Saws

C19 Other Materials

C10 Sealers/Polishes

Free Product Information Please circle below all of the referral numbers found in the magazine, or the category numbers found on this card that you would like more information on.

Your request will be immediately forwarded to the proper manufacturer.

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02

03

04

05

06

07

08

09

10

11

12

13

14

15

16

17

18

19

20

C01

C02

C03

C04

C05

C06

C07

C08

C09

C10

C11

C12

C13

C14

C15

C16

C17

C18

C19

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Get Your Free Product Information Today: For more facts on products and services please fill out all the information below and circle the product referral number that are found in the magazine. Product referral numbers can be found below each advertisement. Your requet will be immediately forwarded to the proper manufacturer. You can submit this form via fax, email, or visit us online at www.issfa.org/info

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Main: (877) 464-7732 • Fax: (801) 341-7361 • www.ISSFA.org • PO Box 179, Lehi, UT 84043

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IN TE R N AT I O N A L S U R FAC E FA B R I C AT O R S A S S O C I AT I O N

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FREE Product Information Form

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®

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KOHLER.com/pro allows you to customize the look and content of your individual page for easy access to the tools you use most. Save yourself time and money – visit KOHLER.com/pro.

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