Professional Parquet International, Special Issue DOMOTEX Asia / Chinafloor 2019

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CONTENTS

VI PROFESSIONAL

BIMONTHLY OF TECHNICAL INFORMATION ABOUT PARQUET AND OTHER SURFACES

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Founder and Technical Director Gabriele Marrazzini (g.marrazzini@spaziotre.it) Editor-in-Chief Marco Zani Editorial staff and contributors Alessandra Mecca (redazione@quine.it) Silvia Martellosio (redazione@quine.it) Domenico Adelizzi, Filippo Cafiero, Mauro Errico, Antonio Viscardi

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Advertisement manager Ornella Zanetti (o.zanetti@spaziotre.it)

Special Issue: DOMOTEX asia/CHINAFLOOR 2019 WWW.PARQUETINTERNATIONAL.NET

Editorial NEWS - From the sector

MARKET

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YEAR 13 - N° 1 - 2019

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Market slightly dropped in 2018 Wood takes the stage at Domotex Hannover BAU 2019, trade fair news The Pied Piper’s magic sales

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SPECIAL ISSUE DOMOTEX ASIA/CHINAFLOOR 2019

XIV THE PEOPLE OF PARQUET

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EDITORIAL

A fresh start under the banner of continuity

I

’ve reached the age of 69, in fairly good health when all’s said and done, and still have a strong desire to continue making my contribution to this magnificent world of wood floors. I’ve watched it grow, change, and contract.

Despite the many adversaries – which are really not as daunting as they seem, given that everyone is trying to imitate it – parquet still exerts strong attraction.

I’ve narrated this world. I’ve helped set up associations and organize training courses. I’ve believed in and concentrated on the quality of technical and professional articles. Then this world fell in love with social media and other new forms of communication. I followed along, but this wasn’t – or isn’t – my way. Now the time has come for me to benefit from the accompaniment of someone else who is more in harmony with these means: someone strong enough to sail the roiling tides of information with a stronger hull.

For this reason, Ornella Zanetti and I have decided to join Quine Srl, a member of LSWR Group, the Italian publishing and communication multinational focused on information for professionals, a company that before relying on digital assets places its trust in content, in the expertise of its associates, and in the value its readers and writers. A company familiar with both hardcopy and the web. The results are already evident and the advantages extend to not only Professional Parquet but the entire wood flooring sector as well. The inclusion of the magazine in the Quine portfolio ensures Professional Parquet stronger presence at trade fairs and access to the wide database of designers – over 140,000 – that receive Quine publishing products.

How will Professional Parquet change?

Thanks to Quine, Professional Parquet (the magazine, website, and social media) will enter a more important dimension of communication consisting of detailed expertise on building topics, agreements with the leading trade associations, high-quality training courses, and a target of qualified professionals. Professional Parquet will not change, and will continue informing the channel and installers as it has always done. Activities in the web, social media, and classroom training will all be strengthened. Wood flooring will be communicated and promoted also by other Quine media tools.

What about Gabriele Marrazzini? He will continue providing his contribution and experience with support from a team of qualified professionals who love their work. People with both feet planted firmly on the ground (or rather, on parquet flooring).

GABRIELE MARRAZZINI

P.S. I sincerely wish to thank all those friends, colleagues, and clients who came to see me in a difficult period for my health over the past month. They can set their minds at ease: they won’t be seeing the last of me for a while!

V

MARKET

A FORECAST

Market slightly dropped in 2018 Waiting for FEP’s annual General Assembly, a preliminary forecast of the overall consumption figures of the European Parquet Industry for the year 2018

B

ased on information obtained from its member companies and national associations, FEP – the European Federation of the Parquet Industry – estimates that the overall consumption figures of the European Parquet Industry for the year 2018 have moderately contracted by a bit less than 2%.

This percentage should be seen as

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a preliminary forecast and is a result of best estimates discussed with member country representatives at the recent FEP Board meeting held at the BAU fair in Munich.

Saying this, FEP wishes to stress that this is a first prognosis subject to variations, in anticipation of the complete data to be communicated at FEP’s annual General Assembly mid-June in Lisbon, Portugal.

The consumption figures

After three years of moderate growth or stabilisation, and despite a generally good start of the year, the consumption figures of parquet in Europe downturned for 2018. A drop close to 2% is forecasted for the whole year.

As was witnessed in the past, the results show some variation from country to country. The market

contraction is mainly due to decreases of parquet consumption observed in Germany, Switzerland and the Nordic market (Denmark, Finland and Norway) as a whole. The Nordic market remains volatile with regional differences reflecting the evolution of residential building activity. Finally, France and Benelux are also reporting declines in consumption.

On the contrary, parquet market continues to improve in Austria, Italy and Poland, while it is stable in Spain and Sweden.

The FEP Board of Directors fears that the negative trends will continue in the concerned countries at the beginning of 2019. The captains

of the industry also underline the still harsh competition from “wood like” flooring solutions, especially from LVT.

Wood helps in building a better future

On the other hand, FEP welcomes the increasing recognition by

the EU authorities of the positive contribution of wood products, including parquet, to fight Climate Change and to support Circular Economy, Circular Bioeconomy & sustainability. Parquet is and remains the only Real Wood flooring which allows bringing nature in home and building a better future.

SAVE THE DATE General Assembly 2019

As announced at last year’s annual meeting in Sorrento, FEP’s 63rd General Assembly and 44th Parquet Congress will be held on 13 & 14 June 2019 in the captivating city of Lisbon, Portugal.

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MARKET

FAIRS

Wood takes the stage at Domotex Hannover This important trade fair distinguished by its growth in the participation of architects, interior designers, and contract sector professionals reached new levels of success in its 2019 edition with no few innovations in the world of parquet

BY SIMONE BIAGIOTTI

T

wo of the world’s most important trade fairs were held recently: Domotex Hannover and Bau Munich. This year as well, Professional Parquet attended both to investigate the innovation and sample the opinions of some of the parquet

sector’s leading players. The figures released report over 1400 exhibitors from over 60 nations for Domotex Hannover 2019 – higher than the previous year while also increasing the volume of sales per single visitor as well as the presence

Ravaioli Legnami Ravaioli Legnami, a wood deck producer, brought Hannover a special fixing clip known as RemoClip with a special shape that lets it remove and replace single planks without having to pull up entire portions of the floor – a big advantage in terms of both time and money.

Ravaioli Legnami also presented Rhinowood strips in pine treated with wax impregnation that grants greater stability, weight, and durability.

Wax impregnation also improves pinewood maintenance. The only protective treatment recommended is the use of a pressure washer to clean the surface.

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of architects, interior designers, and contract sector professionals, who took advantage of the occasion offered by this hub for companies, innovation, and trends. We present some of the most interesting proposals made

by Italian companies below.

CREDITS: DEUTSCHE MESSE

Mapei

A world leader in building products, this company from Milan provided the wood parquet sector with a world preview of its range of silylated polymer adhesives.

ULTRABOND ECO S958 1K. This single-component silylated polymer-based glue is 100% solvent-free with extremely low volatile organic substance emission.

ULTRABOND ECO S LITE. This lightened solvent-free singlecomponent silylated polymer adhesive with low volatile organic substance emission is ideal for the laying of all types of finished or sanded multilayer floors and mid-sized solid wood plank floors.

ULTRABOND ECO S PLUS. This novel single-component silylated polymer-based glue made with next-generation technology releases no methanol with low volatile organic substance emission and offers the perfect solution for the laying of solid, finished parquet in any type of wood over any type of subfloor, including underfloor heating screeds.

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MARKET

FAIRS

Berti Pavimenti Legno Our visit continued with a chat with Matteo Berti, administrator of Berti Pavimenti Legno, a company that has been operating in Villa del Conte (Padua) area for the last 80 years. At this edition of Domotex, the company’s innovations included its Square Space range of tiles it designs and creates itself. The insertion of squares of different types of wood, resin, and steel creates extraordinary design effect, along with textures and combinations that make floors unique in order to reflect different styles, tastes, and emotions.

Garbelotto Garbelotto Managing Director Renza Altoè welcomed us at her stand atop a floor laid using the company’s patented Clip Up system for the laying of wood floors without glue thanks to a spring steel clip. The system lets you change even just one single plank or strip in any part of the floor without cutting by merely using a suction cup. Laboratory tests showed that the Clip Up System footstep sound absorption vaunts properties equal to those of a glued floor. Above and beyond the already famous patented system, the company presented its floors in various types of wood that included Oak, Iroko, Wengè, Walnut finished with its special natural varnish. The line of floors provided with Finitura Habitat finish for a more natural effect had a nearly raw wood appearance that was soft to the touch.

Garbelotto also displayed its Xilema line made with oak trees that fell naturally in forests whose special characteristic derives from the natural sap drainage process that gives the planks their highly particular texture.

Corà This company from Altavilla Vicentina brought Domotex its floors made with special Metal Luxury finish that gives planks highly suggestive effects of texturing, changing color, and glint that vary from point of view – a combination of wood and metallic varnish ideal for wall coating. The range is completed by Corà floors, all the Made in Italy finishes, and the particular Wave plank made with old Scandinavian flooring consisting of uneven boards laid together with irregular shapes in a natural laying pattern.

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Carver - Gruppo Blanchon Specialized in the production of products for laying and treating parquet since 1957, Carver has continued developing its offer for the finishing and decoration of indoor floors and outdoor decks. One of Italy’s most well-known companies in the sector, Carver has also made a name for itself in Europe and beyond. With its own laboratory and production entirely in Italy, the company guarantees the quality, traceability, and conformity of its products. Based in Lombardia, and a member of the French Blanchon Group, Carver brought Domotex its new Iceberg finishing coat varnish and Easy Oil wood floor finishing oil.

Karl Pedross Karl Pedross presented the unlimited possibilities of digital printing at Hannover. Its new special finishes that extend the company’s range also attracted interest at its stand this year.

Patented digital printing directly on floorboards and sections opens up new possibilities for standard production. Thanks to special ink that hardens under UV radiation, an unlimited variety of patterns characterized by optical and textural effects can be applied to different support materials without the usual digital printing film.

Chimiver Chimiver’s Oscar Panseri welcomed us at his stand, presenting us with ECOTRAFFIK 2K, a bicomponent water-based polyurethane varnish for wood floors characterized by elevated dry residue, easy application, and excellent wood pore soaking on even brushed floors capable of bestowing a slight color-enhancing effect. ECOTRAFFIK 2K also offers optimum resistance to abrasion, wear, and black heel marks. All this makes it the ideal solution for floors subjected to heavy traffic.

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MARKET

FAIRS

BAU 2019, trade fair news Direct from Munich, Germany, here are the latest innovations from Italian companies in the wood products sector presented at the internationally renowned exhibition

BY SIMONE BIAGIOTTI

P

rofessional Parquet was on hand at the trade fair grounds in Munich, Germany where over 2,200 exhibitors from 45 different nations presented their products and solutions for the construction materials sector in a 200,00 sq m display area.

Visitors from over 150 countries numbered 250,000. All this

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makes BAU the world’s largest trade fair for architecture and building materials and systems.

Our interviews with managers of various companies allow us to say that signs of optimism are finally beginning to appear in a market that had contracted sharply in recent years. On the strength of this positive news, we express our

hope that the market moves faster in the direction of a recovery that will enable the entire production chain to return to playing a key role in the construction materials market.

Discover the latest products and solutions presented by some of the most acclaimed Italian companies in the wood products sector below.

GIANT by Ciambella Legnami

This company based in Umbria, a leader in the solid wood planking sector, presented BAU with its Tiles Collection of pure solid wood planks in various sizes that can be assembled in precise laying patterns to create distinctively unique floors.

Listone Giordano

Listone Giordano presented BAU with its complete collection of wood floors with particular emphasis on its “Natural Genius” line developed together with internationally acclaimed architects and designers who personalized every flooring line by bringing human creativity to the natural beauty of wood. The project has been greeted with success and provided the Umbrian company with enormous satisfaction. Two original flooring solutions enabled by the creativity of Architect Alexander Brenner made their world premiere: Between and Conte – contemporary wood floors enlivened by a surprising combination of different types of know-how.

Adesiv

This producer of adhesives and glues for wood floors appearing at BAU for the 3rd time brings a new range of siloxane glues: MS gold flex – single-component glue with exceptionally high performance for the gluing of any type of wood floor to any type of subfloor. Other innovations include its line of varnishes for floors used for sports activities and the Adesound Sistem rubber mattress developed together with a rubber product that permits the installation of wooden floors with remarkable footstep sound absorption qualities.

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www.chimiver.com

Hall E6 . Stand E02

Quality products with very low environmental impact C

himiver was founded in 1965, it was a small laboratory producing coatings for wood and wooden floors. Chimiver since 50 years puts into his work vitality, strength and passion, studying products with very low environmental impact. Today Chimiver has become the undisputed market leader in Italy in the sector of products for gluing, treating and maintaining wooden floors.

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LED OIL

LED OIL is an oil with LED curing technology, modified with acrylate oligomers, suitable for wooden floors.

The wooden floors lacquered with LED OIL are characterized by excellent hardness, distension and elasticity. It confers to the artifact in wood a natural look, soft to the touch and tonalized similar to an oil. LED systems are the future for the curing process of coatings. Chimiver, always moving with the time, offers you LED OIL, an efficent and performing product wich embraces this technology. LED lights, last up to 20000 hours whereas UV lights up to 700/1000.

OSCAR PANSERI, MANAGING DIRECTOR

“Today our business focus is on a global worldwide scale. In 2018 the global GDP is between 3% and 3,5% and 2019 is expected to be on same rates. Last year our tunover increase has been of +7%. I am sure that by pushing on those markets where the GDP is foreseen to have the highest growth, our figures will rise on same levels. Target markets are China and India where we already work with some key partners�

ECOTRAFFIK 2K

ECOTRAFFIK 2K is a two-component water-based high durability polyurethane finish for wooden floors, characterized by high solid content, easy to apply, high pore wettability even on brushed wood floors giving a warm and pleasant shade to the floor treated. ECOTRAFFIK 2K has high abrasion and black heel mark resistances allowing its use for high traffic surfaces.

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www.itlas.com

A responsible production B

orn at the start of the Eighties, today Itlas is a leading Italian company in the production of prefinished two and threelayer wood floors. Led by Patrizio Dei Tos, the company has its legal and productive headquarters in Cordignano, in the Treviso province, and has based its business on attention for the environment, starting from researching a raw material which is rigidly controlled: the wood used comes from controlled forests which are managed in a correct and responsible way.

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PATRIZIO DEI TOS, PRESIDENT AND OWNER OF ITLAS

“As far as our company is concerned, my forecast for 2020 are strictly connected to what we are doing in 2019. We have worked - and we are working - hard on foreign markets, both to increase our presence where we already are and to enter new ones. On the Italian side, our company is committed to maintain the sales volumes we have already reached up to now. We therefore hope for a favourable trend in export, even in two figures�

Assi del Cansiglio

Assi del Cansiglio by Itlas is unique and inimitable, for its quality, beauty and preciousness of materials. A project that today, belongs to the history of wooden floorings but that, unlike any other, is forever young, modern, trendy.

More than this, Assi del Cansiglio has become a symbol of Italian excellence, of Veneto excellence, of 100% Made in Italy, of sourced flooring. Assi del Cansiglio is a floor made saving CO2 - healthy, steady, patented. A forest must be cared for. This is the only way to love it truly. A leit motiv that now, after the storm that on October 29th knocked down thousands of cubic meres of timber also in our Cansiglio Forest, is even more topical. Today, when you buy Assi del Cansiglio you actually take part in the rebirth of the woodland.

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www.klindex-wood.com

QUALITY always makes the difference

K

lindex was founded by Bibiano brothers in 1988. The Bibiano brothers, with over 10 years of experience in the sale of machines for the cleaning industry, perfected and patented their new system for polishing natural stone using the synthetic diamond pads technology. At first it wasn’t easy to introduce this new technology, because the customers were reluctant to believe that such innovation could improve upon the tried and proved method geared around the traditional heavy grinding machines.

After a few years, however, thanks to the results and testimonials coming in from early customers, scepticism began fading to the point that the KLINDEX SYSTEM is now recognized

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as arguably “the best system for grinding and polishing all kinds of natural stones.” In a remarkably short period of time, contractors and fabricators from all over the world have been having a great deal of success with the Klindex floor care systems. Official recognition of the Bibiano’s achievement came in the form of the coveted NOMINATION FOR THE MOST INNOVATIVE PRODUCT AWARD conferred to Klindex at the Amsterdam Inter-Clean 2000 Convention for the mono- brush UNIKA. This nomination has been acknowledged again on 2004 with “IDRAULIKUS”.

Klindex designs and produces machines for cleaning and restoration of all surfaces. Thanks to its com-

petence, KLINDEX assures to its customers efficient and good services.

Moreover, thanks to the cooperation between Klindex and its customers, all the market demands are satisfied. All the projects are studied and supported by KLINDEX with up-to-date programs. KLINDEX has already achieved the certification UNI EN ISO 9001: 2000 for “DESIGN, PRODUCTION, SALE OF CLEANING AND GRINDING MACHINES”. Klindex is famous for its vivacity in the design and new projects. Klindex regularly collaborate with the University of L’Aquila and with its department of Energy for researches activities.

Every year creates new Engineers.

Klindex is very sensible to the ecological impact.

Bella Sander: professional wood sanding machine with planetary head Bella is the innovative wood sanding machine born in KLINDEX home. Available with 2900 Watt motor is ideal for cleaning, treatment, grinding and polishing wooden surface. Bella features all the interchangeable accessories to overcome all challenges that occur at construction sites.

Main Features: • Ergonomically designed handle with hand protection.

• Sturdy frame, reinforced handle rod.

• Body carcase in shockproof and scratchproof polyurethane material.

• Built in dust vacuum hood.

• Centre of the disc water hose release output.

• Powerful motors available also with speed controller (VS version).

• New compact and modern Made in Italy design.

• Big wheels for easier transport.

• Wide range of handle’s adjusting positions to permit comfortable working.

• Ergonomic carrying handle.

• Features the unique K4 planetary system.

• High autonomy of water thanks to the 18- liter tank.

• Predisposition to the use of dedicated weights.

• Power outlet for accessories (optional).

• Adjustable height of the wheels.

• Led lamp for working in poorly lit environments (optional).

• Along the wall grinding.

• Designed for working also under heaters.

ERCOLE BIBIANO, CO-FOUNDER OF KLINDEX

“The market of grinding and polishing floors and specially the “ polished concrete “ is continuously growing. For this reason we are confident that the trend will be positive also in the future. We are also planning to launch some new features, which will certainly help to ensure that the trend continues to be increasingly positive”

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www.mapei.com

Always meeting the market demand F ounded in 1937 in Milan, Mapei now counts 87 subsidiary companies and 81 production facilities in 35 different countries in all five continents. The foundations for the success of the company are specialization in the world of building by offering certified products and systems to meet the requirements of clients and market demand; internationalization to be more in tune with local needs and reduce transport costs to a minimum; Research and Development which receives the most support from the Company and the highest number of new employees.

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ULTRABOND ECO S958 1K

ULTRABOND ECO S958 1K, the onecomponent, silylated polymer-based, solvent-free adhesive classified as hard- elastic according to ISO 17178 standards, has very low emission of volatile organic compounds (EMICODE EC1 R Plus) and is suitable for installing any type of solid and pre-finished wooden flooring on any type of substrate, including heated screeds.

ULTRABOND ECO S LITE

It is an innovative, silylated polymer-based adhesive with extremely low specific weight, which means much lower consumption of product per square metre. When applying the adhesive, workers will be handling bags that weighs 40% less than normal bags of adhesive. The weight of the bags will also lead to benefits in terms of transport costs.

ANGELO GIANGIULIO, PRODUCT MANAGER WOODEN FLOORING MAPEI

“In the past year, the parquet market has shown a slight but constant increase in consumption. Given the signs coming from the operators, we have reason to believe that the trend will continue in the coming months. As far as Mapei is concerned, we can certainly say that, partly because of the new products recently added to the Ultrabond and Ultracoat ranges, we will be able to meet and even anticipate the needs of customers who are increasingly oriented towards products that comply with the most stringent environmental protection protocols�

ULTRABOND ECO S PLUS

The real innovation is ULTRABOND ECO S PLUS that is the only silylated polymer-based adhesive with no methanol emissions. The subject of methanol emissions is currently a theme under much discussion. All our silylated adhesives meet the strict requirements of German certification bodies and are rigorously below the emission limits for methanol set by these bodies. And with this product we have even anticipated the regulations for certification: ULTRABOND ECO S PLUS is totally free of methanol emissions.

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www.tmbvacuum.com

VERSATILITY, POWER AND COMFORT T MB was founded in 1980 as manufacturer of wet & dry vacuum cleaners and carpet extractors. Giancarlo Ruffo, the successful entrepreneur and charismatic owner of Comac, became interested in the company and acquired it in September 2000. In September 2011, the company was finally relocated from Lodi to the Ruffo family’s historical manufacturing site in San Giovanni Lupatoto, just outside Verona. This was a long awaited, strategic choice that marks an important milestone: TMB’s full integration into the Ruffo family’s brands both from a logistics and manufacturing point of view. In recent years TMB has developed several products in the commercial, professional and industrial field. The range includes industrial and commercial vacuum cleaners, wet&dry vacuum cleaners and single disc machines. A wide selection of accessories allows to customize each model to have always the most effective answer to any cleaning needs.

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M1003 BAG

M1003 BAG is an industrial vacuum cleaner with a large container capacity suitable for continuous vacuuming of fine dust. The intake air opening is on the top of the machine while motors are housed outside and in a low position, allowing to use the entire container capacity, of 100 l and to work effectively even without a filter shaker. M1003 BAG is equipped with 3 motors that can be switched on separately, to adjust performances and consumptions to real cleaning needs. The transparent cover made of polycarbonate allows to easily and quickly check the amount of collected material. The big rear wheels and the front swivel wheels make transport and use very comfortable. Under request M1003 BAG can be equipped with HEPA 14 air outlet filter.

TOR 43, the single disc machine that gave rise to a highly successful product line It all began with the successful launch of TOR43, the forerunner of the orbital versions that were to follow. TMB developed a model capable of replacing the various versions available on the market today. The result was a single disc machine featuring characteristics particularly appreciated in heavy-duty applications, with the option of using a wealth of accessories for a vast range of different applications on all surface types, such as stoneware, marble, wood, granite, carpet floor and concrete.

GIAMPAOLO RUFFO, GENERAL MANAGER OF TMB

“Last year has been very successful for TMB, with a good growth in business volumes. The sales trend is more than satisfactory, both for export and in Italy. The marketplace has proved particularly receptive to our innovative solutions especially with regards to orbital single disc machines and the new lines of professional vacuum cleaners. For the 2020 we are committed in continue to invest in research and innovation in order to develop new products up to the expectations of our most demanding customers�

The machine thus attracted the attention of professionals specialised in treating the various surfaces.

After TOR43 came TPO43, a more lightweight machine, again featuring orbital technology, dedicated to the professional cleaning sector. The power and comfort characteristics were adjusted on this version, with the most common applications for professional operators specifically in mind. TPO43 is covered by a number of patents, since it has introduced innovative technical solutions with respect to existing technology. Finally, 2018 saw the introduction of TFO43, positioned midway between the previous two versions. The systems adopted mean that TFO43 is highly versatile and compatible with the wide range of accessories available for all TMB orbital models. A dual-speed version was also made, to enhance performance and finish on granite and wood surfaces.

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www.stile.com

Feeling Wood

S

tile comes from the gentle hills and uncontaminated mountains of Umbria, “the green Heart of Italy”.

We want our product to be “friend” of the environment, as Nature is our first source of inspiration and the core of all our values, as well as History and Culture that have represented our region in the world, from Saint Francis of Assisi to Burri.

Stile has a strong link to the past, but at the same time looks into the future with courage and innovation.

We firmly believe that advanced Technology and the selection of the components; from oak to exotic woods, from marine plywood to glue, are the secret to win the challenges of the global market. We are guided by our Passion and this can only lead us to great achievements.

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Focus

Our production is carried out from beginning to end in our plant in Umbria, and this allow us to create custom made products for our client as well as offer the most diverse type of wood-flooring.

We have recently launched a product featuring Fossil Oak, also called petrified oak, as the wood takes on stonelike tones such as greys and blacks. Fossil oak is formed when a tree dies and is buried by sediments; over time the minerals in the groundwater replace the original organic matter and create the different variety of colours. We propose this in multiple widths and of course with Bona Natural UV finish.

Our range is so diverse that next to something ancient and fossil, we can also propose jaw dropping finishes like the Shocking Pink, part of our LAB collection.

LORENZO ONOFRI, PRESIDENT, STILE SOCIETÀ COOPERATIVA

“Stile sales are growing in general. We are consolidating and expanding in strategic market as USA and China, but at the same time also the domestic market is improving. 2019 and 2020 will both be very strategic years for the future expansion of Stile business”

THIS FINISH IS ACHIEVED BY APPLYING A BRIGHT PINK METAL LAMINA ON TOP OF THE BOARD, BRUSH IT AND FINISH IT WITH 8 COATS OF BONA VARNISHED UV.

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STRATEGIES

The Pied Piper’s

By MARCO MONTI and FABRIZIO PIROVANO*

Ten (semiserious) Suggestions to increase

*Pirovano Monti Associati

| www.pirovanomonti.it

T

hose of us who have spent our lives studying the relational dynamics that permit consensus to be reached during business negotiations are often asked to reveal the secret to increasing sales success.

Unfortunately, however, our answer always slightly disappoints our questioners: there’s no magic formula to improve selling effectiveness or obtain the effect the Pied Piper had on mice. Given that no one on this sector has a magic wand, we propose a strict method based on detailed knowledge, extended experimentation in the field, and boundless enthusiasm. Despite the above, in order to provide an answer to the most insistent questioners, over the years we’ve compiled 10 brief suggestions, something of a melody that might not match the Pied Piper’s results but is at least hummable. This “gesture of affection” of ours is aimed at all those who will ask us the same question in the future. In particular, it’s a gesture that might be appreciated, above all, right now, given that the listener happens to be YOU. Listen closely.

11.

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In answer to those who want to know how to increase their skill at persuading others without appearing ridiculous, humility is what you need. Listening to every possible reply without falling fast asleep takes patience.

Humility and patience, two fairly uncommon qualities.

If you hope to be convincing, first make sure you’ve got plenty of both.

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Be aware that when you ask someone what you need to do to increase your sales, many of the answers you receive might make you uneasy because what they tell you takes you out of your ”comfort zone”.

Deep down inside, however, you already know that these are precisely the actions you need to take, even if you haven’t had the courage to act on them yet.

Well, the time has come.

3.

3

Always look at the practical side of things. Repeat the most effective actions and make the maximum commitment. Above all, don’t believe in those who brag about easy success.

In this case, the old saying “A barking dog doesn’t bite” amounts to holy truth: success does not come easy, and anyone who is bragging is only barking.

magic sales your sales success offer him or her the pleasure of meeting you. He or she might talk about you to someone else who might become a client of yours in the future. This is worthwhile always, without distinctions. The important thing is never to deceive.

4.

4

Get involved with clients. Not just to sell them something, but get sincerely involved with them and their situation: the sale will be a consequence. Taking interest in someone only to sell them something is offensive, and above all, serves no purpose. We are all people, not clients, much less vendors. Give your neighbor some of your attention, smile at him or her and you’ll see. Even when your neighbor doesn’t buy anything,

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Think of when you’re the client and act like you would want a seller to behave with you. It’s that simple.

66.

Be informed: be “in the world”, not only “your world”. If you sell pipes, remember that the universe is not made only of pipes. We once heard a manufacturer of dry cleaning machines say (speaking to an ad man): “Our clients are particular, they don’t look at advertising.” He must have thought his clients went to bed in a washing machine and only came out the next morning. That they didn’t have a telephone, didn’t drive, and above all, never watched television. But they were “particular”. Read the next suggestion.

77.

Never standardize your neighbor just as you wouldn’t like to be standardized yourself.

We’re all “particular”; we love being special. And we are. We hate it when they tell us: “I had to serve other clients”. Who? And why them before me?

88.

Admit your mistakes frankly.

We’re all ready to forgive the neighbor who sincerely wishes to make amends. Vice-versa, we dislike those who are clearly working only for themselves but then justify some disservice by saying “we’re working for you.” Nobody’s stupid enough to believe that!

99.

Read at least one book by Seth Godin to understand how to come up with a few good ideas, another book by Luca Goldoni to learn how to use irony with elegance, another one by Philip Kotler, irreplaceable milestone that he is, and then one by Edward De Bono to discover how the most effective thinking might be lateral thinking. In the end, you’ll convince yourself that Jonathan Livingston Seagull is the one and only indispensable text for those in search of excellence: whether they are seagulls or salesmen.

10. Dream, let your thoughts 10

wander, free your mind, because this is how big ideas come to you, the only thing you need to sell. Focused, dynamic, aimed at results, concentrated on objectives.

You read this in the personnel want-ads and – unfortunately - in many of the replies as well. Who are these worldbeaters? What will they ever be able to invent apart from quickly sticking their foot in a door about to close on them?

Watch the film “Glengarry Glen Ross”, a reflection of the hedonistic 1980s in which a young Alec Baldwin plays the part of a gung-ho salesman typical of the time. How would he appear today? Would you buy something from a guy like this? That’s right; neither would anyone else!

After all this, we’d like to conclude with the first good news for you. If you’ve come this far, it means that you have at least two essential qualities for making successful sales: curiosity and perseverance. Add love for your clients (real love, that is), passion for what you do, and a dash of originality. Obviously, this alone is not enough. Explaining the rest to you is part of our job, but by applying at least these simple suggestions at least half of the work will be done. Let this be the work of a great artist: YOU. Good luck!

XXVII

FROM THE SECTOR

NEWS

Klimahouse, the human element at the center

Klimahouse – an important Italian trade fair for energy efficiency and energy-related renovation that put the human element at the center of attention this year recently reached its positive conclusions. The figures speak for themselves: over 450 companies, 25 start-ups, and 36,000 visitors. The time has come to place the human element at the center, adding still more value to living comfort and the health of the people who live and work in our buildings while helping citizens save money on their utility bills at the same time. The human

Bella Sander to overcome all challenges at construction sites

Bella Sander by Klindex, available with 2900 Watt motor, is ideal for cleaning, treatment, grinding and polishing wooden surface. Main Features: Ergonomically designed handle with hand protection. Sturdy frame, reinforced handle rod.

Body carcase in shockproof and scratchproof polyurethane material.

Built in dust vacuum hood. Centre of the disc water hose release output.

Powerful motors available also with speed controller (VS version). New compact and modern Made in Italy design. Big wheels. Wide range of handle’s adjusting positions. Features the unique K4 planetary system.

High autonomy of water thanks to the 18-liter tank.

PHOTO CREDITS: MARCO PARISI

element was placed at the center also by the international convention’s keynote speakers, who emphasized the need for a dramatic change in

the mindset of every individual that will allow us to face the environmental challenges of our time with success.

Mapei, anticipating the future ULTRABOND ECO S PLUS by Mapei is the innovative silylated polymer-based adhesive with no methanol emissions. The subject of methanol emissions is currently a theme under much discussion. All the silylated adhesives

by Mapei meet the strict requirements of German certification bodies and are rigorously below the emission limits for methanol set by these bodies. And with this product, the Company even anticipated the regulations for certification, because it is totally free of methanol emissions.

Discovering ECOTRAFFIK 2K

ECOTRAFFIK 2K by Chimiver is a two-component water-based hight durability polyurethane finish for wooden floors, characterized by high solid content, easy to apply, high pore wettability even on brushed wood floors giving a warm and pleasant shade to the floor treated. ECOTRAFFIK 2K has high abrasion and black heel mark resistances allowing its use for high traffic surfaces.

10th anniversary of the project Assi del Cansiglio Assi del Cansiglio is a large prefinished three-layer planking, ideal for floors, dropped ceilings and cladding, handmade with artisan techniques and treated with eco-friendly water-based varnish and adhesive.

The exposed layer is in noble beech wood from the Cansiglio Forest, which is PEFC certified. This is a totally Italian project. It is a locally sourced product, because the Cansiglio Forest is located only 25 kilometres away from the production plants of Itlas, which has strongly wanted this project, a very ambitious entrepreneurial challenge born from a synergy with the public body which supervises the VeASSI DEL CANSIGLIO - RINASCIMENTO (2019 NEW FINISH) neto forests.

XXIX

NEWS

FROM THE SECTOR

Bauwerk Parkett has a new General Manager

Bauwerk Parkett opened 2019 with the official presentation of its new General Manager Tanja Lockwood, a German national who moved to Switzerland with previous experience at Villeroy & Boch. With a Bachelor’s Degree in Digital media and Communication and a Master’s Degree in Business Administration in Marketing, the new General Manager also vaunts consolidated experience in Sales and Operative and Strategic Marketing, having served as Villeroy & Boch’s Customer Marketing Director from 2013 to 2018.

“I’m really enthusiastic about this new addition to our company,”

A new Collection

by Listone Giordano

explained Bauwerk Director, Italy, Luca Stacchiotti. “Her communication and marketing skills will surely prove useful in increasing the growth of the brand and reinforce the communication strategies we have been developing since 2013 that have led to the achievement of significant results in terms of brand awareness and renown.”

Tanja Lockwood has been the officially designated Bauwerk General Manager and Bauwerk Boen Group Vice-President since January 15, 2019.

Marc Sadler signs Fabrique, the new Natural Genius collection by Listone Giordano. It is a dynamic collection, born from deep research of the material, itself an inspiration for a new interpretation of wooden surfaces.

The collection is also a tribute to Listone Giordano’s technological heart: Listone Giordano® multilayer technology, patented in 1983. Fabrique Natural Genius is available in six colours: Fumée Noire, Graphite Ciment, Argile, Tabac, Corde with Oleonature finish - that provides a high level of protection and ease of maintenance - and Crystalcare antibacterial technology.

TFO 43, the new single disc floor machine by TMB

TFO is the latest stage in the evolution of TMB’s orbital technology. A floor machine weighing 50 kg, with 1400 oscillations per minute, it is compatible with the entire range of specialty attachments for the treatment of different surfaces such as concrete, Gres, marble, linoleum, carpet, granite and wood. Thanks to the development of VRS (Vibrations Reduction System), TFO offers a level of superior comfort during use compared with traditional floor machines, reducing user fatigue for all applications.

Crisis in the building sector: trade unions and companies demand meeting with top government officials “The building crisis is systemic in nature and involves the entire sector with serious repercussions for the best interests of society and the growth of the nation. A meeting with top level government representatives must be urgently convened in order to identify the actions to be taken immediately: we must move from words to deeds.”

This request was advanced jointly by production chain companies and building sector trade unions the day after the meeting called by the Ministry of

XXX

Economic Development on the crisis in the sector that came to conclusion without result: “In the absence of a precise political intention to address the problem seriously, technical discussions will only be able to provide a partial response.”

The companies and trade unions believe that “although certain signs that the government is paying attention were perceived in these hours, the situation immediately requires an effectively operative discussion and urgent legislative interventions that permit groundbreaking at worksites that have already received funding.”

Hence the request for an urgent meeting with top level government representatives with the objective of drawing up a plan of action to deal with the crisis in one of the sectors most vital to the nation’s safety and growth that also extends to the quality of the workplace and employment levels.

Stile and the reclaimed wood

Recycling seems to be a key word these days, this process not only preserved the environment, but also gives object a second life. The unique appearance and strong character of reclaimed wood make it a very popular product, not to count its increased strength and stability compared to newly-cut wood, as this has been exposed to changes of humidity for far longer.

Following this new trend, Stile has just launched this product as part of our LAB collection. Reclaimed Wood will be proposed on multiple widths, two layers engineered planks, brushed and finished with Bona top of the range products.