Jeff Johnson is Timber Products’ new Vice President of Composites and Strategic Planning. We’re excited to welcome him to the team as we integrate the particle board division of SierraPine (operating as Ampine, a division of Timber Products Company) into our particle board offerings. We recently caught up with Jeff to talk about trends, applications and what’s in store for 2016.

How has particle board production and its use changed in the past few years?

Johnson: In the past 15 years, particle board production has shifted to bigger platforms in order to capture the efficiencies related to economies of scale. What I think is unique and a big advantage to Martell and Medford is that these plants, through their leadership, have been positioned to service products for specific applications. We concentrate on door core, environmentally-friendly green product and specialty applications like moisture-resistant and fire-resistant—which means we don’t compete for the commodity business as much.

How do you see particle board production continuing to change in 2016 and moving forward?

Johnson: I see customers continuing to look at low-to-no-formaldehyde products and a continued trend of matching specific products with specific customer needs. There will always be a large commodity market, but for Timber Products, I see plenty of room for a customer-focused and product-focused channels.

What are some of your favorite applications for particle board? In what areas do you think it's underutilized?

Johnson: From the kitchen to your desk, to the door you just walked through and the shelves in your garage, particle board is found in products we see and use every day. My favorite applications are the ones where the board is used in a product and completely transformed, like a nice door in your home or a mahogany-veneered panel in a downtown high-rise. On the other end of the spectrum, I also like to see the panel raw with a urethane finish in clothing store display tables or coffee shop cabinets. This way you get to see the real panel construction.

Tell us more about your team. How do your staff and processes differentiate you in the particle board industry?

Johnson: Our particle board team is made up of strong industry people. I first worked with Karla Randle, who was on our sales team back in 1992, and I think her knowledge of West Coast customers is a great asset. Mark Herbert, Steve Mulholland, and Bob Brown all have longtime connections and great relationships with our customers. Dave Pope and Terry Velasco are strong general managers and good leaders. Like Karla, I’ve known Dave since the mid-1990’s, and it has been good to reconnect with him in this business.

Take us behind the scenes of the particle board division—what projects and/or initiatives are you excited about for 2016?

Johnson: Our Medford and Martell plants both took on significant projects in 2015. Medford installed and started their optimizer line, and as the year progressed so did the process line. By year-end, it was up to design capacity and continues to set records. We look to 2016 to continue realizing the value to our customers and operations.

Martell installed the capability to make Fire-Resistant (FR) panels. We started shipping late in the second quarter and continue to build this product segment. We see the FR product as a great architectural core for panels going into all types of settings and selling across the U.S. I feel certain when customers use our panel, they will begin to find ways to replace MDF in the same application. I think 2016 brings us a lot of opportunity in both of these fields. That opportunity combined with the capabilities our plants have to meet our customers' needs, means we can only succeed.

To learn more about particle board, feel free to reach out to us! 

The Cabinet Makers Association (CMA) has announced new discounted rates for students and instructors of wood manufacturing programs to join the association and/or attend regional events.

The newly established membership rate is $50 for six months, with free attendance at a regional events. Student and instructors can attend an event without joining the association for $25.

“Since education is one of the premises of the association, it is only natural that we would want to extend our membership offerings to students and their instructors,” explained Amanda Conger, the newly appointed executive director of the CMA.

Students and instructors who wish to apply to join the CMA can do so here.

Painted cabinetry is a versatile design feature that complements and supports many strong trends this year. We have found painted cabinetry sells particularly well when incorporated into certain styles and lifestyles. Here are some areas in which we have found great success incorporating painted cabinetry into designs. 

Millennials in the Marketplace

We are finding that Millennials are particularly drawn to Shale, our new, cool neutral. As they look for ways to make their space stand out, Shale is a safe, yet stylish bet. Shale works well with most any color, giving it a great deal of flexibility when it comes to design and décor. 

Modernism

Rustic Modern

Besides providing clients with the ability to completely submerge themselves in three-dimensional kitchens, Ikea’s virtual reality app, titled “Ikea VR Experience”, now lets users cook virtual meatballs in them.

“Since we published the small IKEA Kitchen VR experience the most frequent request has been: ‘we want meatballs!’”, Ikea says on its website. “Of course we listened! Starting today (April 25) we offer meatballs as well as veggie balls in our VR kitchen.”

The virtual reality app, available on Valve’s game platform Steam, is a test app that features a virtual kitchen experience and is the first foray from IKEA into virtual reality technology. Ikea says the app is intended to solicit consumer feedback as the company continues to explore the possible implications of the technology for the home.

“Virtual reality is developing quickly and in five to ten years it will be an integrated part of people’s lives,” said Jesper Brodin, Ikea’s managing director of Sweden. “We see that virtual reality will play a major role in the future of our customers. For instance, someday, it could be used to enable customers to try out a variety of home furnishing solutions before buying them.”

The IKEA VR experience brings the user a virtual IKEA kitchen in real world size. Using an HTC Vive headset, consumers can use the app to explore one of three differently-styled kitchen room settings. The user can change the color of cabinets and drawers with a click. Also present is the ability to view the kitchen from different perspectives by becoming child-size or the size of a 6’4 adult.

The app was made in collaboration with developers at the French company Allegorithmic, using Unreal Engine 4 from Epic Games, and has been developed for HTC Vive, a first of its kind, award winning, virtual reality system created by HTC and Valve.

Following up with a client from a phone call or email lead is one of the most important aspects of the job. You want to give the prospective client a positive first impression on the phone, which can help build a bond of trust.

Sounding pleasant on the phone is an important part of building faith with your prospective customers. Hire a person who has this skill down innately and also give them a script to work from or simply have them take down the prospective customer's information so that you can call them back.

Before you call them back take time to research your prospective client. Look them up on Google maps and view their home on the internet. Find them on Linkedin or Facebook and learn as much as you can about them ahead of time so that you can be more knowledgeable of their needs when you come to visit them.

When you call them back it's important to provide the client with a set agenda of how the initial consultation will go. Give the prospective client an outline of what will happen at the meeting. This will give the meeting structure and you can keep the first consultation down to an hour visit. Also, besides learning about the affluence of your prospective customers from the internet you can also save time by giving them a ball park estimate over the phone of what you would charge for an average kitchen, bathroom or basement. For instance if your average price to redo a bathroom is $13,000 then let the prospective client know this. If the prospective client comes back and says they only want to pay $4,000 then you know you will not be taking time out of your schedule to have a home consultation with them. This approach can save you a great deal of time and traveling expenses.

Of course, you have to also qualify with them that it is merely a ball park estimate. Clients can also have a unrealistic set of expectations when it comes to the remodeling cost of certain areas of the home, such as the kitchen. Twenty five years ago the average cost of a kitchen remodel was priced at $5,000 to $10,000 and today that amount has jumped to $35,000 to $50,000. The appliances and materials that go into a kitchen remodel are much more expensive today. You can spend $10,000 on just a stove alone. It's important that you speak with the prospective client about the cost increases on materials so that they are aware of this and are willing to pay it. Customers often do have a price barrier which they will be tight lipped about in the beginning. In the initial phone call follow up you can probe the client on this point and get to what is their truth regarding what they can afford and are willing to spend on the project.

Another time-saving approach to the consultation is inviting the prospective client to your office rather than visiting their home. If you have a nice office with excellent remodeling work examples on display they can get a chance to view your work beforehand (other than viewing photos on your web site). For an in-office consultation ask them to bring photos and as much materials on the project that they can so that you can give them a firm price quote. If you work from a home office space than an in-office consultation is really out the question in most cases unless your home studio is really special. Also, clients do come to expect an in-home consultation as the norm, so like it or not in most instances it is best to provide them with one.

Of course, it's important to manage your time in the meeting effectively and giving them a set agenda to follow ahead of time is the best way to do this. Explain to them over the phone that you will be bringing in with you a presentation book which will show previous projects, proof of insurance and an estimate sheet. Next, explain that you will then take time to view the project area (be it a kitchen or bathroom) and will look at photos and other materials of what the client expects in the redesign. From that information you can provide them with a cost estimate.

Chances are your prospective client will arrange meetings with several other contractors in the area and to better stand out it's important that you give your prospective client a nice looking business card and possibly a small brochure showing your past projects when you first meet with them. In your presentation with the prospective client showing them your presentation book will go a long way toward building trust with them. Home remodeling experts work in much the same way that an artist does. They produce a tangible product which can be later used to better promote their work services. Artists have portfolios and home remodeling experts have presentation books.

In addition to the presentation book you need to carry a little tool kit for giving estimates. When giving  estimates it is handy to have a tape measure, a digital camera, a note pad and pen, a flash light and possibly an iPad which can have digital measuring device apps installed. If you are nervous about the sales process, then taking a few minutes ahead of time to visualize the meeting better will help you give a smooth presentation. Practice also makes perfect. The more experience you have with the sales process the easier it will become for you. Above all, in building a good rapport with your prospective clients strive to show them that you are knowledgeable, friendly, hard working and trustworthy. Coming prepared with a good presentation book and estimate kit will go a long way with closing the sale on that very same day.

About the Author: Steve Constable is the owner of Chicago Kitchen Remodeling Inc. and graduated from Indiana University Bloomington in 1999. He has worked for more than 16 years in the Chicagoland area and is passionate about green home building practices in construction. You can visit Constable's company on the web at chicagokitchenremodeling.com/home-remodeling.php.

Pirch, a growing national brand of kitchen and bath showrooms for serious cooks and decorators, raises the bar with its newest showroom to open in Manhattan May 21. Customers will be able to test drive 16 different kitchens and retreat to a private bathing area to test out showers. Luxury cabinets abound.  

While Pirch's target market is similar to those company showrooms served by Bosch or Sub-Zero, it is brand agnostic - carrying both Bosch and Sub-Zero, along with competitors like Electrolux, Kitchenaid, etc. -  along with competitors like Viking and Electrolux.

Cabinetry partners include SieMatic, and Cosentino countertops, the Italian solid surface supplier which itself opened a showroom in Manhattan recently. 

DUARTE, Calif. - John McDonald, founder of IKEA cabinet hacking Semihandmade, will launch new inkjet printed cabinet door styles, in a line called "Print." McDonald previewed the designs last month in his Cabinets & Closets 2016 keynote. 

McDonald will show the line during the International Contemporary Furniture Fair (ICFF) in New York, May 14-17.

The new collection will combine Semihandmade’s high-quality wood veneers with cutting-edge ink-jet technology. The doors will be available for select IKEA bathroom, media and console cabinets.

NEWS Cabinet business built on hacking IKEA readies Act 2  Cabinet maker John McDonald tells how he built his Calilifornia business using high-end upgrades to IKEA cabinetry.

“We’re collaborating with eight amazing artists and bringing their unique vision to our doors," says McDonald. "PRINT adds an entirely different dimension and texture to furniture.”

Featured artists include 33 Stewart Avenue, Erik Abel, Art of Board, Lisa Congdon, Mirth Studio, Elizabeth Olwen, Eloise Renouf and Rex Ray.

“All of them have backgrounds working with some of the biggest names in retail," McDonald adds. "We’re thrilled to add Semihandmade to that list.”

In addition to ICFF, Semihandmade will exhibit PRINT at Dwell on Design in Los Angeles in June and at IDS West in Vancouver in September. The company is also expanding its brand by opening mini-showrooms inside WeWorks in Chicago, Pasadena, Brooklyn, Manhattan, Seattle and San Francisco.

WACO, Texas – Joanna Gains, co-host of HGTV's "Fixer Upper" launched a new interior paint collection, Magnolia Home by Joanna Gaines Paint.

Following the 2015 debut of her new furniture line, manufactured by Standard Furniture Corp., this paint collection will feature both interior paint options and cabinetry and furniture paint. The line will be produced by KILZ Brand, part of the Masco Coatings Group.

“Working with the KILZ Brand to develop my own paint collection was an amazing opportunity because paint is the easiest and most dramatic way to transform a space,” Gaines said. “I’m often asked for advice on selecting paint colors and I want to make that process simpler—that’s why I chose 25 classic and effortless colors to launch the new paint line with. I hope these colors come to mean as much to others in their own homes as they do to me.”

The premium interior paint collection is now available on MagnoliaMarket.com and comes in 25 timeless shades, personally crafted by Gaines. The Magnolia Home by Joanna Gaines cabinetry and furniture paint is available in two colors in a semi-gloss sheen.

“We love how Joanna breathes new life into any space she touches,” said Jodi Allen, chief marketing officer at Masco Coatings Group. “It takes a special eye to see the world not as it is, but as it could be and Joanna does this time and time again. We hope the Magnolia Home by Joanna Gaines Paint collection inspires people to bring her authentic, effortless style into their own homes, backed by the quality and legacy of the KILZ brand.”
 
For more information about the Magnolia Home products, visit www.magnoliamarket.com.

THE COLONY, Texas - Cabinetmaker acpi plans to expand its manufacturing capacity in Pennsylvania with the addition of a second plant - a 200,000-square-foot facility in Mount Union. The new manufacturing space will feature new finishing systems and door manufacturing cells.

“The plant is strategically located in close proximity to our Thompsontown manufacturing facility,” says Wally Cisowski, acpi COO/CFO. "Mount Union will serve as a feeder plant for expansion of both our Thompsontown assembly operation and future satellite assembly operations. In addition, the new plant will enable us to expand into new markets.

NEWS CABTEQ cabinetry invests $3 million and adds 125 new jobs in South Carolina Commercial cabinet manufacturer CABTEQ Solutions planned expansion is expected to create 125 new jobs.

“We intend to invest a substantial amount of capital over the next 18 months to become the preferred cabinet manufacturer in North America. This investment will include state of the art finishing systems featuring the greenest footprint in the industry, door manufacturing cells, and innovative equipment to capture emerging market opportunities,” Cisowski adds.

Manufacturing will start at the Mount Union plant in 2017.

The new building also has 16,000-square-feet of office space and 185,000-square-feet of manufacturing space, with the potential to increase the footprint by an additional 400,000 square feet in the future. The company says the additional space will increase acpi’s manufacturing capacity for its current product offering by 60% as well as allow the company’s brands to offer a wider variety of product options and configurations. And the new facility will support Echelon and Advanta’s promise of delivering orders on-time and complete.

Formerly Armstrong Cabinets, acpi, with headquarters in The Colony, Texas, now manufactures and distributes kitchen and bath cabinets in the United States under the Echelon Cabinetry and Advanta Cabinets brand names. Echelon was developed for home builders, dealers and remodelers; Advanta, for the multifamily and commercial markets. acpi offers a wide array of product styles and configurations in a variety of wood species and constructions, including alder, cherry, maple, oak, birch, plantation hardwood, laminate and thermofoil.

RESTON, Va. - The Kitchen Cabinet Manufacturers Association (KCMA) was approved for reaccreditation by the ANSI Executive Standards Council as an Accredited Standard Developer. Being approved as a standard developer is the first part of a two-year process that KCMA initiates every five years under strict ANSI guidelines.

KCMA has maintained its ANSI standard (A161.1) for over 50 years through the commitment of the KCMA Standards Committee and staff, following ANSI’s required procedures and criteria for approval. KCMA’s standard is the only ANSI standard of its kind, which covers kitchen, bath vanity, and cabinetry for residential use. Tests outlines at KCMA's ANSI page include:

• Five Structural Tests Measure Cabinet's Structural Integrity
• Two Drawer Tests Required
• Two Door Operation Tests Measure Durability
• Four Finish Tests Conducted

Company's meeting the criteria are listed in the 44-page KCMA ANSI book  (open PDF), which was last updated May 10, 2016.

KCMA announced, in the February 19, 2016 edition of ANSI – Standards Action, the beginning of their work on the latest revision of these growing standards, ANSI/KCMA A161.1 – 2017. Receiving approval as an Accredited Standard Developer paves the way for the next part of the process where KCMA will revise and strengthen their standards.

KCMA conducts the revision process under strict ANSI guidelines including participation and review by consumer and supplier organizations, builders, remodelers, the U.S. government, architects, and other related groups to insure that the standard reflects improvements in technology, materials and construction.

For any questions, comments, or inquiries, or to participate in the revision process as a member of KCMA’s consensus body, please contact Chuck Arnold, Director of Certification, carnold@kcma.org or (703) 264-1690.
 

CHICAGO - The Cabinet Makers Association announced that its board of directors offered  the role of Executive Director, to Amanda Conger, and she has accepted the position.

Conger has been with the organization for over a year, initially as the organization’s Director of Sales & Marketing, and most recently filling in as the Interim Executive Director.

Conger’s resume includes high profile marketing positions with Premier EuroCase, Denver; and Stiles Machinery, in Grand Rapids, Michigan, as well as operating her own marketing consultancy.

“I’m excited about the direction the CMA is heading,” said Matt Krig, current CMA president and owner of Northland Woodworks in suburban Minneapolis. “There is a lot of energy among the organization right now, and we hope to keep that momentum going through IWF and beyond.”

As the Executive Director, Conger performs all duties and responsibilities relating to the management and the affairs of the CMA. She can be reached at (616) 930-4610 or via email director@cabinetmakers.org.

The CMA is a professional organization where cabinetmakers and woodworkers from both the residential and commercial markets get together and share their hard earned knowledge and experience to help one another. For more information, visit www.cabinetmakers.org.
 

The EuroCucina 2016 at the Salone del Mobile in Milan, Italy, drew to a close with a new visitor record and many design inspirations for kitchens. Two trends dominated the many innovations of kitchen manufacturers in Milan. Kitchens and living areas are increasingly merging, and they are also becoming more individual.

More than 370,000 were registered at the Salone del Mobile, which makes Milan the international hub of the furniture world every year. The trends of years to come are defined on the exhibition grounds and in the various showrooms as well as at special exhibitions in central Milan.

Grass movement system were reported to be widely used by manufacturers in their furniture. Grass reported on this event, and the fact that its products were being used by almost 50 EuroCucina exhibitors.

According to the report of the event from Grass, for some time now kitchens and living areas have been merging together. This development was often seen at the EuroCucina. It was demonstrated in the colors, materials and the way that kitchen furniture is integrated into its environment.

Dark, warm, earthy tones are combined with accessories in copper or gold were observed. Shelf elements were used to break up the rows of kitchen units. The cooking areas were either prominently displayed or discreetly concealed.

The German manufacturer Leicht Kuchen, for example, had a kitchen on display that was only recognizable as a kitchen when the doors were opened. Otherwise the Leicht exhibits stood out from those of other suppliers, whose stands mainly featured dark color schemes, and light and lively niches were the themes that hallmarked the design of the Leicht products. Inside the furniture, the Grass Nova Pro Scala Crystal comprehensive drawer system continued this approach.

Linear, geometric forms were the distinguishing features of Dada that used Grass Tiomos hinges and the cubist Vionaro drawer system. One highlight of the Dada show presentation was the Armani kitchen that combines solid materials such as marble and metal.

Stosa demonstrated how individual kitchens can be as the exhibits featured almost every kind of style, ranging from contemporary hipster kitchens with a rustic style to neoclassical models.

One system, flexible but easily customized, was a concept that Grass implemented with the Nova Pro Scala displayed at the Valcucine stand. The fronts and drawers of the models made by this Italian company can be replaced with minimum effort.

German manufacturer Hacker Kuchen exhibited a completely handle-free kitchen in which the Grass Sensomatic permits opening of regular and pot drawers with a gentle push.

Different surfaces and a combination of a wide range of materials are a way for customers to create the kitchen of their dreams and express their personalities, and they are also an expression of the new touch-and-feel trend.

The surfaces at the EuroCucina 2016 were not simply rough or smooth; they were finely structured, coarse or ribbed. This new sensuality was to be found, for example, in the material mix of the Italian kitchen furniture manufacturer Arrital.

The Tuscan wood specialist Toncelli provided another tactile sensation. A $425,000 kitchen was displayed that was made of fossilized wood that is 2,500 years old. Toncelli fully equips its kitchens, reportedly working "only with the best supplier." The luxury kitchen, which combines craftsmanship with art, features Vionaro with an aluminum profile.

ranks among the world’s leading specialists in movement systems. As development partner and systems supplier to the furniture industry, GRASS has been creating products which inspire its customers for more than 65 years. GRASS slide and drawer systems, hinge, flap and corner cabinet systems are brand-name products that move the furniture of prestigious brands.

For more information about Grass, see www.grassusa.com.

Wellborn Forest Products named John Lomacz vice president of sales and marketing. With responsibility for the development and execution of all sales and marketing strategic plans and activities, Lomacz will manage departmental teams, sales operations and account services, and have key input in determining the company’s direction for product mix and growth of its dealer base.

Lomacz brings extensive experience in the kitchen and bath industry including executive sales and marketing leadership positions with such companies as Thermador, Dacor and the Jenn-Air appliance company. Most recently, he ran the Southwest Region Dealer Channel for MasterBrand Cabinets where he turned one of the worst performing sales regions into one of the best.

Lomacz earned his Bachelor Degree in Business Administration and Economics from Olivet College and his MBA in Marketing from the University of Notre Dame Mendoza College of Business.