StonExpo East: ATL is A-OK

  The South’s premier city is no stranger to stone-industry events, including the annual StonExpo shows in 1996 and 2003. However, next month’s affair is something new– the first of a scheduled biennial series of East Coast shows from Hanley Woods Exhibitions, the owner and producer of StonExpo.
   “When Hanley Wood purchased StonExpo in 2004, the industry feedback was that there was the need for a stone show in the western U.S. and one in the east,” says Michelle Troop, senior show director for StonExpo. “The support for this additional show has been significant and we look forward to delivering exactly what the industry has asked us for.”
  “The Marble Institute of America (MIA) is excited about the introduction of StonExpo East, and we will strongly support it,” says Gary Distelhorst, executive vice president of the MIA, StonExpo’s official sponsor. “This venue in the eastern U.S. will allow East Coast-based members and prospective members to more affordably participate in the industry's finest stone show, take advantage of the industry's most-comprehensive educational offerings and network with the industry's most successful professionals.
  “The MIA will be very active at StonExpo East by holding a Board of Directors meeting, hosting a reception for members and briefing the industry on the activities and plans of the association. We believe this is another solid, progressive move to strengthen, solidify and improve the natural-stone industry.”
  The show floor will be the main destination for most attendees, and trade exhibits will be open from 1-5 p.m. on March 22, and 10 a.m.-5 p.m. on March 23-24.
  However, there are plenty of education sessions planned for March 21-24. While some of the most-popular sessions from last November’s StonExpo in Las Vegas will return, the Atlanta show also features new presentations in educational tracks of Fabrication / Installation; Care / Maintenance / Restoration; Sales / Marketing ; Design / Market Trends; and Business Management.
 
FABRICATION / INSTALLATION
  The shop track begins on Wednesday, March 21, at 9 a.m. with the Starting a Natural Stone Fabrication Shop workshop with Kenny Laymons of Stone Supermart Inc. in N.E. Palm Bay, Fla. Laymons, who’s designed more than 22 granite facilities in the past nine years, will cover machine purchasing, estimating expansion needs, and water-recycling systems, among other topics in this workshop.
  Working with Resin-Treated Slabs at 8:30 a.m. on March 22 takes a look at this industry trend, including a discussion of resin properties and potential problems/solutions with edging, seams, polishing and scratches. The seminar features Filippo Emanuel of Tenax USA in Pineville, N.C., and Tom Byrnes of Milwaukee Marble and Granite in Milwaukee.
  Also at 8:30 a.m. on March 22, there’s A Complete Guide to Shop Layout & Material Handling by Dale Schleppenbach of Park Industries in St. Cloud, Minn. The in-depth workshop will cover the finer points of laying out a shop, from initial consideration of job flow and control to planning for future expansion – and everything in-between. The session gets a reprise on March 24 at 8:30 a.m., featuring Brent Ford of Park Industries.
  Audience participation is the driving force at 10 a.m. on March 22 with Installers Forum with Clark Jones from Brentwood Granite, Marble & Tile LLC in Brentwood, Tenn.; Guido Gliori from Grazzini Brothers & Co. of Eagan, Minn.; and Scott Lardner of Rocky Mountain Stone Company Inc. in Albuquerque, N.M. They’ll lead a lively discussion, including contracts for post-installation protection, homeowners on the jobsite, seam placements and other daily facts-of-life for installations.
  Fabrication and installation of heavy commercial jobs gets the spotlight with Exterior Stone Cladding at 11:30 a.m. on March 22, covering details of several different installation methods, including stone handset to concrete shear wall; stone handset to metal studs; steel-truss-panel systems with mechanically anchored stone; steel truss with metal decking; and stone adhered with silicone. Moderating the discussion will be Rodney Harvey, cladding group manager at Curtain Wall Design and Consulting, Inc. (CDC) in Dallas.
  Also at 11:30 a.m., Duane Naquin of Stone Interiors in Columbia, S.C., and Jessica Rose of Visions magazine/G & L Marble Inc. of Winston, Ga., present Engineered & Natural Stone Countertops. The seminar will cover similarities and differences between both material in areas of maintenance, repair, environmental impact, stains, durability and finishes; it’s a presentation well-suited as a refresher course or for those new to the trade.
  On March 23 at 8:30 a.m., A Safe Shop is a Productive Shop reviews the Occupational Safety & Health Administration (OSHA) Top-Ten list of non-compliance issues with stone fabrication with Jonathan Worrell, compliance assistance specialist in the Atlanta OSHA office. Learn about proper handling and storage of hazardous materials, proper use of personal protective equipment, and tips to become OSHA-compliant – and be prepared for your next inspection.
  Also at 8:30 a.m. on March 23 is the always popular annual Fabricators Forum including Brian Briggs of Granite Guys in Fort Pierce, Fla., Joe Becker of Twin City Tile and Marble Co. in St. Paul, Minn., John Cogswell of Cogswell Stone Fabrication in Palmyra, Va., and Scott Lardner. The panel will aid in the give-and-take as the audience touches on all details of operating a stone shop, including workplace efficiencies, marketing efforts, employee-related issues and other topics
  Advanced Shower Installation at 4:15 p.m. on March 23 features Don Halvorson, a forensic tile consultant and recognized shower-construction expert. He’ll provide the overview of the shower environment, characteristics of water, capillary action, critical design issues and resulting damage, and give architects, specifiers, contractors, inspectors and consultants the real-world insight on the importance of proper design and construction.
  Also at 4:15 p.m. on March 23, Investing in Digital Templating from David Otten of
  Fabricator's Choice in St. Paul, Minn., reviews the advantages and limitations of various templating systems, and how to measure the benefits to find the right one for your shop.
  A Complete Guide to Shop Layout & Material Handling gets a second outing at 8:30 a.m. on March 24. Brent Ford of Park Industries will lead this in-depth seminar on shop layout.
  Also at 8:30 a.m. on March 24, Countertop Installation Done Right! features Chuck Muehlbauer, MIA technical director, reviewing specification guidelines on substrates, sinks, tolerance, seams and a host of other fabrication and installation issues. Each attendee receives a copy of the MIA’s Residential Stone Countertop Installation handbook.
  It’s high-volume time on March 24 at 4:15 p.m. with High-Volume Production, where Gasper (GK) Naquin of Stone Interiors LLC in Loxley, Ala., reviews what’s required to send 200 countertops per month out of the shop. He’ll key on the changes anyone would need to make to a facility, along with the equipment needed, prior to expansion – as well as showing how to calculate the additional cost.
 
CARE / MAINTENANCE / RESTORATION
  Protecting Natural Stone on March 21 at 9 a.m. features Tom McNall of Great Northern Stone in Exeter, Ontario (and also a Stone Business columnist), along with Rod Sigman of Aqua Mix Inc. The duo will address issues related to the care, maintenance and restoration of natural stone; refinishing and troubleshooting topics will also be covered in a workshop geared for the industry newcomer as well as the experienced professional.
  Keith Graves of Marva Marble & Granite in Richmond, Va., offers Stone Cleaning & Sealing on March 23 at 8:30 a.m., with insights on the great debate of whether to seal or not to seal when it comes to natural stone. Evaluate the performance, maintenance and overall characteristics of sealed vs. unsealed stone, and learn what steps to take in the shop or at the job site. He’ll repeat the session on March 24 at 4:15 p.m.
  Graves returns on March 24 at 8:30 a.m. with Countertop Repair, covering techniques for repairing engineered and natural stone, with multiple finishes in new and old installations. He’ll review the products and equipment needed for stain removal, scratches, color enhancement, seams and damaged edges.
  
SALES / MARKETING
  How to Develop Effective Alliances, a March 21 workshop at 9 a.m., looks at working with other industry partners to build strategic long-term marketing and sales opportunities. Fabricators and distributors looking for increased marketability can identify your marketplace, cross-promotion, customers’ expectations, product training and problem resolutions. Leading the session are Fred Jackson of Estudio Marketing Group of Anaheim, Calif., and Duane Naquin of Stone Interiors.
  At 1 p.m. on March 21, Stealth Marketing Strategies offers strategic tools to turn showrooms into moneymaking tools, create customer awarness and buzz marketing. The workshop is the brainchild of Rich Kizer and Georganne Bender, nationally recognized experts on customer diversity and authors of regular Street Savvy™ articles.
  On March 22 at 8:30 a.m., Bill Eubank of Luck Stone in Richmond, Va., presents Partnering with Architects for Mutual Growth, reviewing ways to capture the attention of architects (such as becoming a continuing-education provider, as well as developing mutual partnerships.
  At 10 a.m. on March 22, Craig Kurvers of Park Industries in St. Cloud, Minn., takes a look at Marketplace Trends and the future of the countertop industry, reviewing forecasts, trends and market intelligence to determine the next steps in growing a stone business.
  Platinum Performance- Taking Your Service to the Next Level on March 22 at 11:30 a.m. offers insights on tapping into customer potential, including effective communication techniques and building sales on customer referrals. Leading the session is Beverly Koehn of Beverly Koehn & Associates Inc. in San Antonio.
  Koehn returns on March 23 at 8:30 a.m. with Selling Value, Not Price, which shows how to evaluate components of a company’s products, and the real advantages of selecting that product over a competitor’s – along with a unique strategy for defining and understanding these value components
  Marketing & Communication Strategies for Your Stone Business on March 23 at 4:15 p.m. shows
  what it takes to have a successful marketing campaign, and how a message can be impacted positively or negatively by a single word. William V. Levy of Levy Media Group in Cleveland and Martin D. Gould of Paradigm Communications & Marketing Inc. also illustrate advertising need vs. want, effective low-cost advertising media, how to successfully use the Internet to promote your business and more.
  Effective Selling with Allan D. Gowans of Stone Interiors East in Gaston, S.C., on March 24 at 8:30 a.m. reviews marketing and sales models to determine the best strategy for a particular target market, whether it’s Big Box stores, design centers, builders or other clients, along with learning how to think differently about current business practices for increased profitability.
  Aaron Crowley of Crowley’s Granite Concepts Inc. offers How to Survive & Thrive Against the Larger Stone Companies on March 24 at 4:15 p.m., revealing result-oriented practices for building a company in a competitive environment. The session also includes five core principles that small- to medium-size-business owners must incorporate to ensure long-term success.
 
DESIGN / MARKET TRENDS
  The MIA’s Chuck Muehlbauer offers the workshop Introduction to Natural Stone on March 21 at 9 a.m., explaining the basic differences with various stone classifications and emphasizing the capabilities and limitations of each stone type. Included in the discussion are stone makeup, processing and a variety of quality-control procedures found in the industry.
  The hot new topic of  Sustainability and the Stone Industry and the Green Movement is covered on March 22 at 10 a.m. by Dan Ouellette and Bill Eubank of Luck Stone Corp. The session will introduce the green movement, provide an update on current sustainable building efforts and how the stone industry is supporting these efforts. There’s also a review of notable green program initiatives and a look at the impact of sustainable building on the construction material industry.
  On March 22 at 11:30 a.m., Deborah Burnett, ASID, of Springfield, Tenn., presents Design Elements that Compeiment Stone, focusing on color and light as the two of the most important elements in the success of a project. The interactive session will show how to use the interconnection of color and light in design efforts to set your work apart.
  Mixing Stone with Other Materials on March 24 at 8:30 a.m. reviews designs with multi-textured surfaces such as hardwood, metals, glass and multi-stone projects. See how unexpected installation challenges can arise when mixing stone with other materials, as well as care and maintenance. Diane Davis of StoneTech Professional/Dupont and Jon Namba of Certified Floorcovering Installer Association Inc. will preside.
  Texture & Finish of Countertops on Nov. 10 at 9:15 a.m. addresses the unique characteristics that must be considered when specifying a surface. Jessica Rose reviews the processes involved in creating various natural stone textures, finishes and edge selections for today’s discriminating homeowner.
  BUSINESS MANAGEMENT
  The MIA’s Jim Hieb leads Recruiting & Maintaining a Valuable Workforce on Nov. 8 at 9 a.m., covering the essentials for small to mid-size businesses seeking to recruit and maintain a valuable workforce. The in-depth workshop will review writing job descriptions, employee training tools, incentive programs, non-compete contracts, employee conflict resolutions and performance reviews.
  Understanding the True "Cash Cost" of Bidding a Project on March 22 at 8:30 a.m. reviews
  simple contract wording that protects cost quotes and bids due to unforeseen conditions possibly caused by external forces. Les Cunningham of Business Networks in Eugene, Ore, also shows how to assess the unforeseen but very real costs associated with changes to original specifications.
  Satisfying the customer is the gist of Managing Homeowners' Expectations, also at 8:30 a.m. on March 22. Rafael Bernal of Great Lakes Granite and Marble Co. in Redford, Mich., along with Beverly Koehn, will offer guidelines on improving the ability to meet customers' expectations from the get-go to ensure satisfaction and success.
  At 10 a.m. on March 22, Rich Booms of Booms Stone Co. in Redford, Mich., offers Successfully Manage Your Fabrication Shop, covering key business practices on managing overhead expenses, the overall cost of doing business, quality control and negotiation techniques for lowering expenses – and determining the baseline for operating a shop on a profitable foundation.
  Also at 10 a.m., Les Cunningham returns with Contacts into Contracts – Finding, Bidding, Selling & Closing. He’ll present the fundamentals of effectively marketing a business that results in consistent new business opportunities – creating lead sheets, presentation catalogs and prepared budgets to bid on projects that produce profitable results.
  On March 22 at 11:30 a.m., Mark Lauzon of StoneWorks LLC in Hubbard, Ore., will lead the discussion on CNC Machines – Research Before You Buy. He’ll show how to conduct in-depth research and examine a list of features and benefits before the final purchase, along with a review of additional costs that are often overlooked – tools, software, training and transportation. Lauzon will hold a second session on March 24 at 4:15 p.m.
  Financial writer and speaker Lance Wallach spills the Secrets the IRS Does Not Want You to Know on March 23 at 8:30 a.m. Learn the strategies to reduce your chances of an IRS audit and ways to pay less income tax, as well as finding out which benefit plan allows for tax-free deductions before retirement and ways to reduce health-care costs, among other topics.
  Top 10 Strategies To Save Your Stone Company Money with Scott Lardner on March 23 at 4:15 p.m. rewards the late-afternoon crowd with the prize list of the most-common money-losing mistakes made by fabricators, along with pricing strategies, inventory control, budgeting, tax strategies and simple reports for maintaining financial control.
  The March 21 workshops and March 22-24 seminars are available on an individual or combined-fee availability. Check at www.stonexpoeast for more details.
 
ON THE FLOOR
  Education also takes to the trade-show floor with Stone LIVE!, a series of hour-long real-time demos free to all attendees. On March 22, sessions include Setting Seams/Top Polishing at 1:30 a.m. by the Stone Fabricators Alliance, and Countertop Installation for Undermount Sinks at 3:30 p.m. by Appalachian Waterjet & Stone.
  The live demos continue on March 23 with Decorative Kitchen Backsplashes at 10:30 a.m. from Malibu Art Tile & Stone, and two sessions of Taking the Guess Work Out of Templating at 12:30 p.m. and 2:30 p.m.
  On March 24, the sessions include reprises of Setting Seams/Top Polishing at 10:30 a.m., Countertop Installation for Undermount Sinks at 12:30 p.m. and Decorative Kitchen Backsplashes at 2:30 p.m.
  The Marble Institute of America (MIA) will hold a Member Gala Reception on March 22 from 5 -6:30 p.m. The group will also hold a member briefing and continental breakfast from 7:15-8:15 a.m. on March 23.
  StonExpo’s official sponsors are the MIA and the Natural Stone Council (NSC). The NSC includes the American Monument Association, Canadian Stone Association, Elberton Granite Association, National Building Granite Quarries Association and Northwest Granite Manufacturers Association.
  For more information on the show, call 866-550-6808, or visit www.stonexpoeast.com.
  
  Exhibitors confirmed for StonExpo East 2007, as of Jan. 11, 2007:
  
  A-B
  A & S Marble & Granite Imports
  Advanced Diamond Technologies Inc.
  AER Control Systems
  AGM Imports
  AGM Machinery
  Alar Engineering Corp.
  Alpha Professional Tools®
  American Equipment Finance LLC
  American Express
  Appalachian Stone
  Applied Diamond Tools
  Architectural Granite & Marble Inc.
  Artisan Manufacturing Corp.
  Barranca Diamond
  Bavelloni USA Inc.
  Blick Industries
  Blue Bird Stone
  Boart Longyear Co.
  Braxton Bragg Corp.
  Breton SpA
 
  C-D
  Carter Products
  Casstek
  Cee-Jay Tool Company Inc.
  Cemar Electro
  Chemcore Industries Inc.
  CMS / Brembana
  Cobra Professional Tools Inc.
  Coch S.A.
  Consolidated Diamond
  Crystallyne Enterprises
  Dakota Granite Co.
  Derusha Supply Inc.
  Dia Art Inc.
  Diamant Boart Stone
  Diamax Industries Inc.
  Diatop Sama Co.
  DITEQ Diamond Tools & Equipment
  Dongsin Diaflx North America
  Dorado Soapstone
  Double Summit
 
  E-G
  East West Stone
  Eclipse Distribution LLC
  Edgemarc Tools
  Elberton Granite Association Inc.
  ETemplate Systems
  Euro Grout
  Euromarmol USA
  European Sink Atlanta & Faucet Pro
  Eurostone/Pyramid
  Everything Inc.
  Exotic Granite & Marble
  F. Barkow Inc.
  Fabricator's Choice LLC
  FBR Marble Inc.
  Flow International
  G&L Marble Inc.
  Global E-Sourcing Inc.
  Global Granite & Marble
  Granicor
  GraniteStock.com
  GranQuartz
  Green Mountain Soapstone Corp.
  Groves Inc.
 
  H-J
  Hiab Inc.
  High Tech Stone Inc.
  Homeowners Marketing Services
  HYDRAJet Technology
  IGE Solutions Inc.
  Il Giornale Di Carrara
  Imex International Inc.
  Indiana Limestone Co.
  Indiana Limestone Institute
  Indomarble PTE Ltd.
  Industrial Tools Inc.
  Infinity Diamond Products Inc.
  Inland Diamond Products
  Inland Inc.
  Innovative Stone Technologies
  International Product Supply Inc.
  International Stoneworks Inc.
  IPT Sink Co.
  Italdiamant USA Inc.
  J.M.R. Industrial
  JC Stone
 
  K-M
  Kaeser Compressors Inc.
  Laser Products Industries Inc.
  Leasing Resources
  Lionheart Publishing
  M S International Inc.
  MacLeod Resources Ltd.
  Magellan Capital Group Inc.
  Marble Institute of America
  Marmo Machinery USA
  Marmoelettro Meccanica srl
  Matrix Stone Products
  Meshoppen Stone Inc.
  Micon Products Ltd.
  Midas Stone Machinery
  Miles Supply Co.
  Milspec Industries
  Miracle Sealants Co.
  Mirart Inc.
  Moraware Inc.
 
  N-Q
  Natural Stone Council
  Natural Stone Distributors LLC
  NCO Financial Systems Inc.
  Nelson Wood Shims
  Night Shift
  North Carolina Granite Corp.
  Northwood Stoneworks
  Oakfield Stone
  OHM International Inc.
  OMAX Corp.
  One Source Capital Inc.
  Park Industries
  PB Marble Services
  Pinnacle Software
  Plastic Associates Manufacturing
  Prestige Stone
  Primax Diamond Tools Inc.
  Quail Leasing Corp.
 
  R-S
  Rock of Ages Corp.
  Rockcrete Concrete
  Rowan Granite Quarry Inc. / Rowan Stone
  Rubber Mold Co.
  Rugby IPD
  S.D. International Inc. Stone Depot
  Salem Stone
  SAS of Luxemburg Ltd.
  Sauno Ltd.
  Sawing Systems Inc.
  Setco Precision Spindles
  Sierra Tool & Abrasive Inc.
  Slabco LLC
  Sommer & Maca
  Sterling Capital
  Stone Business
  Stone Care International
  Stone Connection Inc.
  Stone Fabricators Alliance
  Stone Industry News
  Stone Pro Equipment
  Stone Showcase
  Stone Storage Solutions
  Stone Tool Supply Inc.
  Stone World
  Stonexchange
  Superabrasive Inc.
  Sure-Guide Inc.
  Surface Fabrication
 
  T-X
  Tejas Stone
  Texas Quarries
  Tile-Eze
  Triple Crown Products
  Trow and Holden Company Inc.
  Turned in Stone
  US Granite Machinery Inc.
  US Granite Robotics Inc.
  Vapor Lux
  Veronafiere / Marmomacc
  Vetter Stone
  VIC International Corp.
  Vytek
  W.F. Meyers Company Inc.
  Water Treatment Technologies
  Wilson Industrial Electric Inc.
  Windy Ridge Corp.
  Wood's Powr-Grip Co. Inc.
  XLD Diamond MFG, Co. Ltd.