Visiting six of Germany's foremost kitchen cabinetmakers found an industry that provides excellent quality and super-efficient production. But most will have to change colors, designs, and market strategy if they intend, as some say, to make headway in the U.S. market.

The occasion of the visit was a press tour sponsored by cabinetry organizing hardware manufacturer Vauth-Sagel, and designed to coincide with the week-long Küchenmeile A30, a sort of KBIS for Germany but set at factory showrooms lined up along Highway A30 about three hours east of Frankfurt. Many of the 30 cabinetry firms participating are also customers of Vauth-Sagel, which used the occasion to launch an international design center at its headquarters nearby in Brakel-Erkeln, Germany.

First stop was Nobilia, Germany's largest kitchen cabinet manufacturer, with just over € 1 billion in revenue, and unquestionably one of the most automated cabinet factories in the world. Packed with robots, custom-built panel sizing lines, and massive, automated edgebanding systems, the factory is a paradigm of Batch One production.

Nobilia, which sells throughout Europe and the world, aims at a strata of  households with brands ranging from affordable to luxury. By catering to buyers in price ranges from five percent of market average (below that it leaves to IKEA) to 95 percent (above that goes to companies like Poggenpohl and the Italian cabinetmakers), Nobilia has attained more than 30 percent market share. Unlike IKEA, Nobilia sells its kitchens fully assembled, not as flat packs.

Adjacent to the factory was a showroom, and a dozen journalists from China, Turkey, Russia, Australia, India and the U.S. (including this writer) visited the busy center, which was bustling with kitchen (Küchen in German) designers from Germany and across Europe. Nobilia was a good place to begin a tour (we also stopped at Schuler Küchen, SieMatic, Express Küchen, Nolte Küchen, and Häcker Küchen), and not just because of its amazing automation

Three massive IMA Combima edgebanding systems each held 100 varieties of edgeband colors and styles, eliminating changeover stoppages. Kuka robots rapidly picked and moved panel to sizing lines. Automated Homag KFL 610 sizing and edgebanding systems sped panel production.

Cabinets are built to order, not to inventory, through frequently used components are pre-manufactured (or purchased, in the case of some acrylic coated laminates), stored in bins and hand-picked by employees - who are guided by bard code reader-scanners strapepd to their wrists. Larger component panels are pulled from a towering 10-story materials handling section of the plant, with 1,200 positions.

Nobilia and other German cabinetry manufacturers are adopting Industry 4.0 process automation, with many implications for how factories are laid out, systems integrated, employees managed, and customers engaged. One expression of lean manufacture approaches that come with Indsutry 4.0 are ubiquitous grey totes filled with hardware parts. 

Vauth-Sagel ships cabinet accessories to its automated customers like Nobilia in easily unloaded, returnable grey totes.

In addition to the automation at Nobilia, in its showroom we were able to identify major sign trends expressed on way or another at the other plants were visited. Nobilia produced 630,000 complete kitchens in 2015, with every third kitchen sold in Germany made by Nobilia, which typically incorporates sinks and appliances in each project. About 42 percent of production is exported.

But Nobilia also caters to the entire range of German and European design preferences. So it was possible to see in its showroom what is believed to be in style for the 2017 season. In low to media price ranges, Germans will buy kitchens and appliances in fully integrated packages - sold by Nobilia and its competitors. German consumers may also treat their kitchen more like furniture, and are likely to take it with them when they move. All this bespeaks a uniformity in Nobilia's domestic market that differs from other regions it serves.

Designs trends for Germany would have some familiarity even to U.S. designers, but is more IKEA-like in its esthetic. Glossy laminates are the order of the day (with matte just appearing), with a range of gray tones mixed with textured wood panels (mostly laminates, many of them embossed or coated in register).

Multi-level kitchen islands signal the same Universal and Open Plan Design trends seen in the U.S., where the kitchen is now an expression of lifestyle. Glass insets and cabinet interiors with LED interior lighting are prevalent. Grey kitchens might be punctuated with rust or wood tones to provide relief. The occasional glossy red kitchen was on view.

Clean, handle-less cabinet designs incorporated varieties of organizational schemes. But divergent trends of extremely large handles that act as trim for the entire edge of drawers were seen, a touch appearing elsewhere in Europe.

Küchenmeile A30 provided its own summary of kitchen design trends for the event, as follows:

Designing  any  kitchen goes hand in  hand  with  the  development of a completely original interpretation of space that can only be realized through the use and combination of different materials, surface textures, shapes and colors – from modern to classic,  from  outlandish  to minimalist  and  at the same time sustainable and durable.
Perhaps  it  is  due  to  the  current  desire  for  sustainability and durability  that  this  year  nature  is  again  the  driving inspiration for  the  new  design  variants  of  the  kitchen  furniture  industry.  
Colors such as grey, beige and brown in different shades, high gloss  or  super  matt  are  again  making  an  appearance  even  in  materials  such  as  glass,  ceramics,  stone  and  their  replicas.  
Furthermore,  the  new  metal  designs  are  slowly  but  surely making  an  exciting  name  for  themselves  in  the  kitchen.  The  whole  is  ideally  combined  with,  amongst  other  materials,  woods  and  wood  decors  with  an  oak,  walnut  or  cherry  wood  look or perhaps with light softwoods such as pine, for example.
It is made even more homely, so much can be revealed, through the use of darker wood designs, whose surface textures become ever more closer to their natural role models. Coupled with the innovative  pull out  systems  and  fitting  technologies,  the  new  generation  of  kitchen  furniture  is  possessed  of  a  functionality that is outstanding in convenience.
Incidentally, this applies equally to the new sinks and fixtures, and also to the very latest range of appliances from the home appliance  industry  which  are  also  presented  in  a  new  design. Colors such as grey and black are not used sparingly here.

Members of the Küchenmeile A30 Allmilmö, Alno, artego, Ballerina-Küchen, Bauformat, Beeck, Brigitte, Burger, Eggersmann, Express Küchen, Häcker, Impuls Küchen,
KH System Möbel, Leicht, Menke, Miele, Nieburg, Nobilia, Nolte Küchen, Jaka-BKL (Optifit&Marlin), Poggenpohl, Pronorm, Rational, Rotpunkt, RWK, Schröder, Schüller, Störmer, Warendorf und Zeyko.

As a result of Brennan's efforts, Taylor Studios reached the Inc. 500 list of the fastest growing companies in 2000, and the Inc. 5000 lists in 2007 and 2009.  

Baxter's American Grille, Champaign IL - Bar islands and wine lockers fabricated by Taylor Studios, Inc

HACKETTSTOWN, N.J. -- The average size of a kitchen in newly-built single family homes is 161 square feet, just under 13 feet by 13 feet, according to new research from the National Kitchen & Bath Association. The research also found that the size of American kitchens vary by geographic location, house size and the number of stories in a home. The West South Central Region has the largest average kitchen size in the U.S.

The NKBA research study, “Size of Kitchens in New U.S. Single Family Homes,” compares the average size of kitchens based on region, home size, home style, etc.  The study was conducted by NKBA consulting researcher Manuel Gutierrez, principal, ManuelDJGutierrez, LLC.

Other findings include: Kitchen sizes range from a low of 103 square feet (on average) for houses under 1,500 square feet, to an average of 238 square feet for the biggest homes, those 4,000 sq. ft. or more.

Also, kitchens in houses with a great room measure 164 square feet on average, compared to those without such a room at 159 sq. ft.

“We believe in the importance of research to help our members stay on top of current design and business trends in the $31 billion kitchen and bath marketplace,” said NKBA CEO Bill Darcy. “Our market intelligence and research studies identify not only what is happening today, but also what we can expect in the near future.”

For more information, visit NKBA.org. An overview of the study is available at http://www.slideshare.net/NationalKitchenBathA/nkba-us-kitchen-size-report. The detailed executive summary is available FREE to NKBA Members and to non-members for $99. The complete research report is $199 for NKBA Members ($499 for nonmembers) and is available at nkba.org/research.

Corsi Group built a new cabinet manufacturing operation in Keysville, Virginia, to make its Siteline cabinetry line, and started production in the third quarter of 2015.

If you ask Pat Corsi when a company milestone was reached, he’ll give you the exact date.

The Corsi Group was started in Indianapolis on July 16, 1973.

If you ask where the company’s focus is, he will give an exact answer: the designer.

At Siteline, the focus is always on the designer.

Corsi Group built a new cabinet manufacturing operation in Keysville, Virginia, to make its Siteline cabinetry line, and started production in the third quarter of 2015, ramping up slowly.

A large Superfici finishing line with vertical oven is used for enamels and clear coats.

Corsi, CEO and chairman, started the company with a Small Business Administration loan after working for another cabinet company. The company now employs 200, and has an operation in Indianapolis, and another cabinet manufacturing plant in Elkins, West Virginia, which opened in 2000.

“Corsi Group is a completely changed company from what it was three years ago,” he said. “We’ve improved our ability to truly implement lean, to gather sophisticated financial information, to communicate to the market both retail and designer, and the ability to respond to and solve problems.

The equipment lineup includes both a Weeke Vantech 510 nested-based CNC router, Weeke vertical machining center, pictured.

“I have been able to assemble a professional management team that is far more capable in a number of specialty areas than I could have ever been before. Ken Pfarr, company president, is at the pinnacle of those efforts.”

New plant and product

In Keysville, the new Corsi Group plant is making a new product line called Siteline. Greenfield is the other primary Corsi Group brand, made in both Elkins and Indianapolis. Corsi Cabinetry is another brand made in Indianapolis only.

Greenfield is “custom within reason,” Corsi is completely custom, like architectural millwork, and Siteline is “custom within an engineered standard.” There is no physical difference in product quality; however, doors and finishes are unique for each brand. Siteline has a broad product offering in cosmetics, modifications and accessories within that pre-engineered offering.

Corsi Group built a new cabinet manufacturing operation in Keysville, Virginia, to make its Siteline cabinetry line, and started production in the third quarter of 2015.

Siteline Cabinetry is full access (frameless), with traditional, transitional and contemporary styles. It is semi-custom, with many pre-configured SKUs, modifications, and a four-week lead time.

Looking at the market

Corsi said that the company has paid attention to the market, looked at the buying power of millennials, and the growth of Houzz and Pinterest. They have also taken their pricing and quoting systems and created effective interfaces with 20-20, a widely used design platform.

“The world of retail in home decor and home environments has completely changed,” he said.

“We relate everything back to the quality of life and income of our designers. What are the little things we can do in our process to get them home earlier?

“We only sell to people that have the capacity to design effectively. That may be a design-build-remodel company,  a homebuilding company with a sophisticated design staff, a boutique, independent designer, or it may be a showroom dealer.” “We never sell the homeowner. We have no direct sales efforts.”

Right place for expansion

Keysville is geographically well placed, with good availability of high quality of labor, proximity to supporting companies, vendors and logistics. Corsi said that the local labor pool has experience in furniture, tobacco or textiles,  and therefore brings machine skills, and appreciation of safety and quality.

“We’ve had great community support, and every day people walk in here wanting to know if they can get a job,” he said. “We’re in an area that has an abundance of labor.”

Corsi purchased an existing 50,000 square foot building in Keysville, and then almost doubled the size to 97,000 square feet. The company has space to expand further in this location.

The new plant operates with Microvellum and is fed by Siteline’s ERP system. The designer can use one of two software channels for ordering. Each one flows into Corsi’s ERP system, then to Microvellum for parts configuration, then on to purchasing, production planning, delivery, invoicing, and eventually financial statements.

They use Microvellum as a parametric configurator, so as a cabinet is designed, the parametric configurator resizes all of the components in real-time.

“Everything is made to order,” Corsi said. “We machine, finish, assemble, package and ship one kitchen at a time, using solid hardwoods, domestic veneers, reconstituted veneers, 3DL, TFL, polyester wrap, MDF, particleboard and plywood.”

The overall operation in Keysville is dedicated to frameless cabinets, or what Corsi calls “full access” cabinets. (Necessary front-framed components can be made in-house, for items such as bookcases.)

“This is a single platform manufacturing facility, which is unlike our other two plants,” Corsi said. “Engineering of this plant is designed to make high quality full access cabinets, but with the engineered modifications we offer.”

Corsi said the company is ramping up, running the finishing line and plant well below capacity. It might be early 2018 before Keysville is running at full capacity.

“We’re more concerned with building our internal and external resources, core of designers, manufacturing staff and bringing all of our systems to maturity,” Corsi said. “We are driven by quality of performance.”

The company started here with a focused plan to be lean. Corsi considers vice president of operations Jarmo Koponen as a lean authority. “We are measuring ourselves every day on speed of throughput at every step in the process,” Corsi said. “Even though our volume is modest, we are attempting to inculcate every individual with the spirit and drive of lean.”

Panel processing

The equipment lineup includes a Holzma HPP 250 panel saw, Weeke Vantech 510 nested-based CNC router, Weeke vertical machining center. Some parts run more quickly on the nested-based router, others run more efficiently on the vertical machining center.

A Brandt Ambition 1440 edgebander airTec with zero edge technology, which Corsi said has worked well for them and creates a minimum glue line. “It gives us all the quality of a laser without the limits you have with a laser in the edgebanding preparation.” A Doucet return table works with the edgebander.

A QuickWood System 1100 denibbing sander uses a process that removes sharp edges that are difficult to finish. A microscopic radius on all the edges allows them to be painted, and greatly improves durability of painted product.

An SCM DMC widebelt sander and SCMI table saw are used in the shop. A door cell includes a chop saw with TigerStop positioning system, Doucet door clamp and Balestrini tongue-and-groove miter saw.

Flatline finishing

A large Superfici finishing line is used for enamels and clear coats. Corsi thinks Superfici has a superior oven for cost and quality. He also said the way they control airflow is more fuel efficient. “We chose to go to a vertical oven because of the flexibility it gives us with the different types of coatings we may want to use,” he said. “We’re not using water-based coatings, but could in the future with a vertical oven.”

Parts go from the spray section onto a conveyor, which moves them to an oven tray.  Oven trays then sequence through high temperature and cool down sections of the oven.  Infeed line markers guide line loading to tray capacity. The vertical oven provides about 500 feet of conveyor within a box that is only 30 x 30.

Separately, there are two finishing booths, which are used for special and one-time coloring. If they have a remake or very short run (it’s not uncommon to get an order for one vanity), they’ll use these auxiliary booths.

Also in the finishing area are color rendition index bulbs and  easels to evaluate color consistency. Siteline offers finishing in many standard stains for each wood species. They also offer 44 base paint colors, selected from the top sellers and projected best sellers, creating more than 130 choices, including glazes. There are a total of 289 material/finish choices

“Who would have thought five years ago that 70 percent of our cabinets would be painted cabinets?” Corsi said.

Moving to assembly, drawers are assembled from pre-finished parts. Case parts are assembled through two large case clamps, a Homag MPH410 Optimat and similar Ligmatech. This plant also has a Packsize packaging machine.

Internal and external training are challenges for any new operation. The Corsi team has to bring new people into the plant,  teach them about the product and how it is created. Also, external training brings the designers up to speed on how to best utilize the company’s capability, and what is available. A series of YouTube videos are also offered to designers.

“Siteline is our first brand where we have launched without a printed product manual,” Corsi said. “Our offering is available in a completely digital format. We are very focused on how consumers search for products, and how designers search for information. Our website is a hybrid of what consumers want to see and what designers need to see.”

The Corsi goal is to be a company which is easy to do business with. “We are dependable, we are focused on the customer experience, we want our dealers to get home earlier and live better lives through the design and sale of cabinetry,” he said. “We offer quick ship with a wide product selection, and we bring an extensive background in painting and finishing.”

Corsi said the company is always improving, always changing. “We now face the tough job: training, training and more training. We are continuing to grow all resources to meet demand and exceed customer expectations.

“We have forced change on ourselves every day for 42 years.”

Jack Lansford Jr., President, Decore-ative Specialties

A key figure in the success of Decore-ative Specialties  has been the leadership of Jack Lansford, Jr. in the expansion of its products and capabilities, which in turn has influenced the custom cabinet market.

For example, the components maker was one of the first to produce raised panel doors in a one-week lead time. “To our knowledge, we were also the first custom maker of rigid thermo foil (RTF) doors in the U.S. that we know of,” Lansford Jr. said. Trademarked as Deco-Form®, it continues to be highly popular.

Much of Decore’s product and capability innovations stem from Lansford Jr.’s longtime knowledge of the industry and its needs. His father, Jack Lansford Sr., founded the firm in 1965 and the younger Lansford and his brother Eric in essence, “grew up in a cabinet shop.”

“Over the years, I have done almost all of the jobs that we have and operated almost all of the machines. I always knew that I wanted to be involved in the family business, but I also saw that the second generation often did not do a good job of continuing the founder’s legacy and I didn’t want that. So I tried to learn and observe as much as I could about operating a business and what makes success happen,” Lansford Jr. said. “My brother Eric (senior vice president) and I still have that same learning attitude.”

That attitude has also helped drive Decore’s Lean efforts, ongoing since 2007. “I’m probably proudest of the way our people have implemented Lean in our organization. It’s a lot of hard work, but our teams have responded well and we have made Lean part of us. For Decore-ative Specialties, it has been the best way to unleash human potential.”

READ MORE 2016 Wood Industry Market Leaders revealed Meet all the 2016 Wood Industry Market Leaders: Farooq Kathwari, Ethan Allen Interiors; Paul Wellborn, Wellborn Cabinet; Todd Wegman, Stevens Industries; Sylvain Garneau, Groupe Lacasse; Jack Lansford Jr., Decore-ative Specialties; Bob Lewis, Closet & Storage Concepts/More Space Place; Rick Thaler, OGB Architectural Millwork; and Brian Preston, Lamon Luther.

It was the need to find a faster and more efficient “Lean” method for shaping, squaring and sanding cabinet doors to tight tolerances that led to Decore winning the 2016 Wooden Globe Award for Innovator of the Year. Lansford Jr. credited Todd Shapiro, vice president, for driving the innovation along with his work with Bacci to develop the IWF Challengers Award-winning CNC  machine.

Efforts such as these are a testament to Decore’s goals: “to have world-class manufacturing, products and services, be an employer of choice, and continually develop servant leaders.”

Away from work, Lansford Jr. enjoys spending time with family, especially his six grandchildren. Along with volunteering at his church, he enjoys woodworking, playing the bass and singing.  He also enjoys showing off his 1914 Model T Ford “that has never been restored and runs like a champ!”

Quick Glimpse:

Education: BS Engineering UCLA

Number of years at the company: 37 years, full time, after graduating from UCLA

Number of years in the industry: 37 years

Words that describes you: Level headed

Business mantra: Do the right thing. Keep your promises.

Best advice ever received: My Dad taught me how to break up a seemingly insurmountable problem or project into bite-sized pieces and then get them done, one by one. Success builds on success and all of a sudden you are done!

Who have you tried to emulate in business? My Dad.  He is the hardest working, most creative minded, optimistic, hard-driving person I know.  He cares for people and is willing to invest deeply in their success.

Todd Wegman, president, Stevens Industries Inc.

Teamwork: It’s what drives not only Stevens Industries President Todd Wegman, but is the very essence of the employee-owned, multi-million dollar panel laminator, commercial casework and millwork manufacturer, and private label manufacturer.

Wegman helped spearhead the transition to an ESOP, initiated by then owner Chuck Stevens, to ensure the Teutopolis, Illinois-based company remained with local ownership. Having worked there in high school and college, Wegman left his Chicago-based financial consulting firm and “rejoined” Stevens in 1998,  putting the ESOP plan in place. Working in purchasing and sales, he would later serve as vice president before becoming president.

“Knowing many different aspects of the business – the products and our efficiencies – has been one of my strengths,” he said. “New product designs, coupled with efficiencies in innovation, have been the driving force of our success.”

Another strength has been “having good people and letting them do their jobs.” Stevens Advantage Casework and Millwork is among the largest commercial casework and millwork operations in North America. The firm employs about 500 people and under Wegman’s leadership, continues to grow. Stevenswood Laminated Panels are used in office furniture, store fixtures, closet systems, education and healthcare environments.

READ MORE 2016 Wood Industry Market Leaders revealed Meet all the 2016 Wood Industry Market Leaders: Farooq Kathwari, Ethan Allen Interiors; Paul Wellborn, Wellborn Cabinet; Todd Wegman, Stevens Industries; Sylvain Garneau, Groupe Lacasse; Jack Lansford Jr., Decore-ative Specialties; Bob Lewis, Closet & Storage Concepts/More Space Place; Rick Thaler, OGB Architectural Millwork; and Brian Preston, Lamon Luther.

“We’re helping push new products and innovation in efficiency,” he said. Using a strategy of being “a first follower,” Wegman added, “We may not be the company that dreams up the idea, but we are the one that refines it for the better.”

Refining ideas for the betterment of Stevens – and the industry – is a role that comes naturally to Wegman. “I want to continue to innovate with our products and grow all facets of the business: supply and casework,” he said.

Employee development also is critical, and, Stevens has started a Certified Training Operations Program (CTOP). It will soon host its first graduation.

Community service is important, too. In addition to the United Way, Stevens has given its talents to local projects. “We like to be able to use our skills and resources to create more value than just writing a check,” Wegman added.

It’s that passion that has helped drive Stevens’ – and Wegman’s – success. “Being honest in dealings and having true passion for what you do – those are two of the most important aspects of being successful.”

Outside of work, Wegman enjoys time spent with his wife, Carrie, and their four children, Mary Claire, Ava, Ellie, and Charlie, in a variety of activities.

Quick Glimpse

Education: BS Economics, University of Illinois; MBA Wake Forest

Number of years at the company: 18 years

Number of years in the industry: 18 years

Words that describe you: Team player, with a passion for doing the right thing, for the right reason.

Best advice ever received: Be honest in your dealings and have a true passion for what you do.

Strategy: Put together a team with complementary skill sets to extend your strengths. Rather than micromanaging, hiring good, passionate people and trusting their abilities will lead to growth. Create a culture that drives entrepreneurialism. Entrepreneurialism can be a power tool at all levels of an organization. If we prepare to make decisions, make the decision and own the outcome, we can do great things.

Paul Wellborn, president & CEO, Wellborn Cabinet Inc.

“I had a woodworking background instilled in me at a very early age,” said Paul Wellborn, president and CEO of Wellborn Cabinet. “From the time I could remember, my father carried me out to help work on his job sites, construction of homes, and home remodeling. He taught me everything that I needed to know to build homes.”

Wellborn and his brother continued the tradition, first remodeling then cabinetmaking in Florida, before moving back to Alabama. “I believe that one of the main reasons for our success is our company has always remained a family business, from the time we built it until today,” he said. All five of his children and several grandchildren have had a part.

“We continuously bounce ideas off each other to better build the success of Wellborn Cabinet,” he added. “I find it to be a heart-warming success when you can look out in the company and see your children and grandchildren helping keep the family business alive.”

It is not only alive, but thriving. Among the multi-million dollar firm’s success strategies has been the transition to selling products through authorized dealers, and the continued expansion of styles and products, including the recently added Aspire Cabinetry frameless line.

“We are constantly striving to meet our customer’s needs,” he said. The company also takes pride in its fast and  99.9% shipping accuracy rate.

“Our cabinets are ‘Crafted by People Who Care,’” Wellborn added. “We have and will continue to be a vertically integrated manufacturing company, starting at the sawmill. We build in-house, where we can stay up close and personal with our products on a daily basis to make sure [it] is built to our quality standards.”

READ MORE 2016 Wood Industry Market Leaders revealed Meet all the 2016 Wood Industry Market Leaders: Farooq Kathwari, Ethan Allen Interiors; Paul Wellborn, Wellborn Cabinet; Todd Wegman, Stevens Industries; Sylvain Garneau, Groupe Lacasse; Jack Lansford Jr., Decore-ative Specialties; Bob Lewis, Closet & Storage Concepts/More Space Place; Rick Thaler, OGB Architectural Millwork; and Brian Preston, Lamon Luther.

These high standards have resulted in numerous awards for the environmentally sustainable company over the years, including ADEX design awards and the 2011 Patriotic Employer by the Office of the Secretary of Defense. Wellborn himself has also been recognized, including the 2004 Jerry Metz Achievement Award, and positions on the Kitchen Cabinet Manufacturers Association board, including the role of KCMA president.

In the community, along with their support of education, “We established the Children’s Fund Foundation that donates to several organizations in the Southeast that exist to give abused and neglected children a chance to have a better life.”

In his free time, Wellborn and his wife, Betty, enjoy spending time with their children, grandchildren, and great-grandchildren. “God has truly blessed me with a wonderful family that is near and dear to my heart.”

Quick Glimpse

Education: High school

Number of years at the company: 55 years

Number of years in the industry: 55 years

Word that describes you: Attentive

The best advice given to me was from my mother. She instilled in me the Golden Rule, which is to treat others as you would like to be treated.

Who have you tried to emulate in business? I will never forget what my father instilled in me: to do things fast, to do them right the first time, and to always save materials; each piece of our resources was used appropriately. Also, my father was very good at motivating people. Over the past couple of years, I have seen the characteristics of my father in myself as I have managed the people of Wellborn Cabinet Inc.

Who are the largest cabinet manufacturers in North America? The biggest producers of furniture? The millwork and store fixture companies with the largest sales?

This information is part of the FDMC 300, an annual report that FDMC and Woodworking Network produce each year. The top 10 lists here are based on 2015 data, the most recent completed year we’ve researched.

The FDMC 300 is a group of the 300 largest cabinet, furniture, millwork, store fixture, office/contract and component producers in North America.

As we reported earlier this year, sales for the FDMC 300 group of companies grew 7 percent in 2015 to $46.404 billion, by our estimate. For this important group of 300 companies it was the fourth consecutive year of sales growth, and it came after five years of declines from 2007 to 2011.

Once again, cabinet companies of different sizes did especially well in 2015. Many of the larger, publicly traded companies and privately held firms we were able to document had a positive year.

We won’t have final figures for 2016 for several months, but indications that we’re seeing point to another year of sales growth.

Wood products companies in our industry have continued to become more efficient by using technology and new management techniques. They have done more with fewer people, and with fewer resources.

You don’t hear “we’ve always done it that way” from people who are always on the lookout for a better way. These companies are leaders both in their market and in the overall wood products industry. Additional information can be found at fdmcdigital.com by clicking on the Knowledge Center tab and selecting FDMC 300 in the dropdown menu.
Should your company be listed next year?  Did you have about $10 million or more in sales?  Contact me at karl.forth@woodworkingnetwork.com.

Cabinet industry

1. MasterBrand Cabinets
Main location: Jasper, IN Divisions: Aristokraft, Decora, Diamond, Dynasty, HomeCrest, Kemper, KitchenCraft, Norcraft, Omega, Schrock, WoodCrafters Annual sales: $2.085 billion* (‘15) Manufacturing plants: 16 – Auburn, Talladega, AL; Waterloo, IA; Arthur, IL; Ferdinand, Goshen, Huntingburg, Jasper (2), Kinston, NC; Grants Pass, OR; Weslaco, TX; Winnipeg, MB; Valle Hermoso, Rio Bravo, Gomez Palacio, Mexico; and six Norcraft locations. Total square footage: 6 million Total Employees: 12,000

2. Masco Corp.
Main location: Taylor, MI Divisions: Domestic cabinet companies include KraftMaid Cabinetry, Merillat Industries, Masco Retail Cabinet, Quality Cabinets Annual sales: $1.025 billion* (‘15) Domestic manufacturing plants: 8 –  Middlefield, Orwell, OH; Los Lunas, NM; Culpeper, Mt. Jackson, VA, Wilson, PA, Mt. Sterling, KY; Duncanville, TX. Total square footage: 5 million Total Employees: 12,000

3. American Woodmark Corp.
Main location: Winchester, VA Divisions: Timberlake, Shenandoah Cabinetry, Potomac Annual sales: $825.5 million (‘15) Manufacturing plants: 9 – Kingman, AZ; Jackson, Toccoa, GA; Gas City, IN; Monticello, KY; Allegany County, MD; Humboldt, TN; Berryville, Orange, VA Total square footage: 3 million Total Employees: 3,700

4. RSI Home Products
Main location: Anaheim, CA Divisions: Prestige Cabinets, RSI Professional Cabinet Solutions Annual sales: $300 million* (‘15) Manufacturing plants: 9 – Anaheim, Mira Loma, CA; Springfield, MO; Neodesha, Columbus, KS; Lincolnton, NC; Tijuana, Mexico Total square footage: 3 million Total Employees: 3500

5. Elkay Wood Products Co.
Main location: Waconia, MN Divisions: Mastercraft, Medallion, Yorktowne, Design-Craft, Schuler, InnerMost, Woodbridge, American Cabinetry Collection Annual sales: $250 million* (‘15) Manufacturing plants: 7 – Aurora, CO; Culver, IN; New Ulm, Waconia, MN; Independence, OR; Mifflinburg, PA; Danville, VA Total square footage: 2 million+ Total Employees: 250

6. ACProducts, Inc.
Main location: The Colony, TX Divisions: Advanta, Echelon Annual sales: $180 million* (‘15) Manufacturing plants: 1 – Thompsontown, PA Total Employees: 900

7. Foremost Groups Inc.
Main location: East Hanover, NJ Divisions: Kitchen & Bath Div., Home Div., OEM Div., Canada Div. Annual sales: $175 million (‘15) Manufacturing plants: 6 – Woodland, CA; East Hanover, NJ; Hobart, IN; Rizhao, Shenzen, Shandong, China Total Employees: 200

8. Wood-Mode Inc.
Main location: Kreamer, PA Divisions: Wood-Mode, Brookhaven Annual sales: $130 million* (‘15) Manufacturing plants: 1 – Kreamer, PA Total square footage: 1.2 million Total Employees: 1,200

9. Wellborn Cabinet Inc.
Main location: Ashland, AL Divisions: Cabinetry by Karman, Rutt HandCrafted Cabinetry, Heritage Custom Cabinetry .Annual sales: $125 million (‘15) Manufacturing plants: 4 – Ashland, Lineville, AL; Salt Lake City, UT; New Holland, PA Total square footage: 1.4 million Total Employees: 1150

10. Leedo Mfg.
Main location: Stafford, TX Divisions: Leedo Cabinetry Annual sales: $97 million (‘14) Manufacturing plants: 3 – East Bernard, El Campo, TX. Square footage: 265,000 Employees: 570

Photo: Teknion

Contract furniture

1. Steelcase Inc.
Main location: Grand Rapids, MI Divisions: Coalesse, Turnstone, Steelcase Health, Details, Vectra Annual sales: $3.059 billion (‘15) Manufacturing plants: 21 -- Grand Rapids, Kentwood, Gaines Township, MI; Atlanta, GA; Athens, AL; City of Industry, Corona, CA; High Point, NC; Clymer, Dixonville, PA; Okmulgee, OK; Tijuana, Mexico Total square footage: 11.8 million Total Employees: 10,700

2. Herman Miller Inc.
Main location: Zeeland, MI Divisions: Nemschoff, Geiger, Maharam, ELA Intl Annual sales: $2.142 billion (‘15) Manufacturing plants: 9 -- Atlanta, GA; Holland, Spring Lake, Zeeland, MI; Hildebran, NC; Sheboygan, WI; Melksham, England; Dongguan, Ningbo, China Total square footage: 4 million Total Employees: 7,510

3. Haworth Inc.
Main location: Holland, MI Annual sales: $1.8 billion (‘14) Manufacturing plants: 17 -- Big Rapids,  Holland, Kentwood, Ludington, MI; Bruce, MS; High Point, NC; Canada; China; France; Germany; India; Portugal; Spain Total square footage: 5.5 million Total Employees: 7,000

4. HNI Corp.
Main location: Muscatine, IA. Divisions: Allsteel, Gunlocke, HON, HNI Intl, Maxon, Paoli, Artcobell, HBF, Lamex, bpergo Annual sales: $1.775 billion* (‘15) Manufacturing plants: 10 -- Cedartown, GA; Mt. Pleasant, Muscatine, IA; Wayland, NY Total Employees: 8,500

5. Knoll Inc.
Main location: East Greenville, PA Divisions: KnollExtra, KnollStudio, KnollTextiles, Spinneybeck Annual sales: $1.065 billion* (‘15) Manufacturing plants: 6 -- Grand Rapids, Muskegon, MI; East Greenville, PA; Toronto, ON; Foligno, Graffignana, Italy Total square footage: 2.5 million (North America) Total Employees: 4,000

6. Global Group
Main location: Downsview, ON Divisions: Global Contract, Globalcare, Global Total Office, Global Salon, Offices to Go Annual sales: $1 billion* (‘15) Manufacturing plants: 50+ -- Downsview, ON; Marlton, NJ (U.S. headquarters) Total square footage: 4 million+ Total Employees: 4,500

7. KI
Main location: Green Bay, WI Divisions: KI Europe, Pallas, Spacesaver, Middle East, AFP, Sebel Annual sales: $650 million* (‘15) Manufacturing plants: 9 -- Pontotoc, Tupelo, MS; High Point, NC; Green Bay, Bonduel, Manitowoc, Fort Atkinson, Two Rivers, WI; Pembroke, ON Total square footage: 1.9 million Total Employees: 3,000

8. Kimball International Inc.
Main location: Jasper, IN Divisions: Kimball Hospitality, Kimball Office, National Office Furniture Annual sales: $600.8 million (‘15) Manufacturing plants: 10 -- Borden, Jasper, Salem, Santa Claus, IN; Danville, Fordsville, KY; Martinsville, VA Total square footage: 3.55 million Total Employees: 3,600

9. Teknion Corp.
Main location: Toronto, ON Divisions: Annual sales: $500 million* (‘15) Manufacturing plants: 21 -- Calgary, AB; Concord, Markham, Toronto, ON; Montmagny, St. Vallier; St. Romuald, QC; Clayton, NC, Malaysia Total square footage: 2.5 million Total Employees: 3,400

10. OFS Brands Inc.
Main location: Huntingburg, IN Divisions: OFS, First Office, Carolina, Loewenstein, Highmark Annual sales: $275 million (‘15) Manufacturing plants: 9 -- Huntingburg, IN; Huntington Beach, CA; Leitchfield, KY; Archdale, NC Total square footage: 1,200,000 Total Employees: 1650

Photo: Ethan Allen Interiors

Residential furniture

1. Ashley Furniture Industries Inc.
Main location: Arcadia, WI Divisions: Ashley Casegoods, Ashley Upholstery, Millennium  Annual sales: $4.08 billion (‘15) (excluding retail) Manufacturing plants: 9 -- Colton, CA; Ecru, Ripley, Verona, MS; Advance, NC; Leesport, PA; Arcadia, Independence, Whitehall, WI Total square footage: 13,043,245 Employees: 24,000

2. La-Z-Boy Inc.
Main location: Monroe, MI Divisions: Upholstery Group: England, Casegoods Group: American Drew, Hammary, Kincaid  Annual sales: $1.261 billion (‘15) Manufacturing plants: 8 -- Siloam Springs, AR; Redlands, CA; Newton, MS; Neosho, MO; Lenoir, Taylorsville, NC; Dayton, Morristown, TN Total square footage: 5 million Total Employees: 8,000

3. Heritage Home Group
Main location: High Point, NC Divisions: Broyhill, Drexel Heritage, Henredon, Hickory Chair, LaBarge, Lane, Maitland-Smith, Pearson, Thomasville Annual sales: $750 million* (‘14) Manufacturing plants: 15 -- Tupelo, MS; Conover, High Point, Mount Airy, Lenoir, Hickory, Thomasville, NC; Cebu, Philippines; Tambak Aji, Semarang, Indonesia Total square footage: 6 million Total Employees: 6,000

4. Dorel Industries, Inc.
Main location: Montreal, QC Divisions: Altra, Ameriwood, Cosco Home & Office, Dorel Asia, Dorel Home Products, Ridgewood, Carina, SystemBuild Annual sales: $640 million* (‘15) Manufacturing plants: 5 -- Columbus, IN; Tiffin, OH; Cornwall, ON; Montreal, QC; Helmond, Holland Total Employees: 4,600

5.  Sauder Woodworking
Main location: Archbold, OH Divisions: Sauder RTA, Progressive, Sauder Global Sourcing, Sauder Mfg., Wieland, Butler Woodcrafters Annual sales: $550 million (‘15) Manufacturing plants: 7 -- Archbold, Stryker, OH; Grabill, IN; Richmond, VA Total square footage: 4 million Total Employees: 2,500

6. Ethan Allen Interiors Inc.
Main location: Danbury, CT Divisions: Ethan Allen Global, Ethan Allen Retail, Ethan Allen Operations Annual sales: $469.4 million (‘15) Manufacturing plants: 6 -- Maiden, Old Fort, NC; Passaic, NJ; Orleans, VT, Silao, Mexico; Honduras Total square footage: 2 million Total Employees: 4,000

7. Flexsteel Industries Inc.
Main location: Dubuque, IA Divisions: DMI Furniture Annual sales: $467 million (‘15) Manufacturing plants: 6 -- Harrison, AR; Riverside, CA; Dublin, GA; Dubuque, IA; Starkville, MS; Juarez, Mexico Total square footage: 2,120,000 Total Employees: 1,400

8. Brown Jordan International
Main location: St. Augustine, FL Divisions: Brown Jordan, Tropitone, Winston, Casual Living, Charter, Wabash Valley Annual sales: $400 million* (‘15) Manufacturing plants: 8 -- El Monte, Irvine, CA; Sarasota, FL;  Silver Lake, IN; Juarez, Mexico  Total square footage: 1 million Total Employees: 1,500

9. Klaussner Furniture Industries
Main location: Asheboro, NC Divisions: Klaussner International, Enso, Candor Creek, Comfort Design, Klaussner Outdoor Annual sales: $350 million* (‘15) Manufacturing plants: 3 -- Asheboro, Candor, NC Total square footage: 1.8 million Total Employees: 1,800

10. Best Chairs, Inc.
Main location: Ferdinand, IN Divisions: County Line Annual sales: $261 million (‘15) Manufacturing plants: 6 -- Cannelton, Ferdinand, Jasper, Paoli, IN Total square footage: 1.1 million Total Employees: 980

Photo: Koetter Woodworking

Architectural woodwork

1. Moulure Alexandria Moulding
Main location: Alexandria, ON Divisions: Royal Woodworking Co. Annual sales: $150 million (‘15) Manufacturing plants: 5 -- Moxee, WA; Alexandria, Aurora, ON Total square footage: 846,000 Total Employees: 800

2. Fetzer Architectural Woodwork
Main location: Salt Lake City, UT Divisions: Retail, Architectural Annual sales: $65 million (‘15) Manufacturing plants: 2 – Salt Lake City, UT Total square footage: 220,000 Total Employees: 300

3. EMI Industries LLC
Main location: Tampa, FL Annual sales: $51 million (‘14) Manufacturing plants: 6 -Tampa, FL; Alpharetta, GA; Boonton, NJ; Cranston, RI; Arlington, TX Total square footage: 385,000    Total Employees: 300

4. Eggers Industries
Main location: Two Rivers, WI Annual sales: $50 million (‘15) Manufacturing plants: 3 -- Two Rivers, Neenah, WI; Smithfield, KY Total square footage: 550,000 Total Employees: 425

5. Koetter Woodworking Inc.    
Main location: Borden, IN Annual sales: $50 million* (‘15) Manufacturing plants: 1--Borden, IN Employees: 282

6. Mission Bell Manufacturing
Main location: Morgan Hill, CA. Annual sales: $45 million* (‘15).  Manufacturing plants:  1 -- Morgan Hill, CA Total square footage: : 80,000 Total Employees: 200

7. Merritt Woodwork
Main location: Mentor, Ohio Annual sales: $40 million* (‘15) Manufacturing plant: 2 -- Mentor, OH Total square footage: 105,000. Total Employees: 200

8. Imperial Woodworkin Co.    
Main location: Palatine, IL. Divisions: Calmar Manufacturing Co., Imperial Woodworking Enterprises, Imperial Architectural Finishing Annual sales: $40 million* (‘15) Manufacturing plants: 3 -- Palatine, IL; Colorado Springs, CO; Calmar, IA Total square footage: 240,000 Total Employees: 250

9. Goebel Fixture Co.   
Main location: Hutchinson, MN Annual sales: $35 million* (‘15) Manufacturing plants: 2 - Hutchinson, Minnetonka, MN Total square footage: 110,000 Total Employees: 150

10. Parenti & Raffaelli Ltd.    
Main location: Mt. Prospect, IL Annual sales: $25 million* (‘15) Manufacturing plants: 1 – Mt. Prospect, IL Total square footage: 56,000 Total Employees: 120

10. Mark Richey Woodworking
Main location: Newburyport, MA Annual sales: $25 million* (‘15)  Manufacturing plants: 1 – Newburyport, MA Total square footage: 130,000 Employees: 100

Photo: Stevens Industries

Store fixtures & casework

1. Lozier Corp.
Main location: Omaha, NE Annual sales: $500 million* (‘15) Manufacturing plants: 10 - Omaha, NE; Scottsboro, AL (2); Middlebury, IN; Joplin, MO; Union, MO; McClure, PA; Fort Worth, TX Total square footage: 3.5 million Total Employees: 2,500

2. idX (Universal Forest Products)
Main location: Earth City, MO Divisions: Baltimore, Chicago, China, Dallas, Dayton, India, London, Los Angeles, Louisville, Mexico City, New York, North Carolina, Seattle, SF Bay Area, St. Louis, Tokyo, Toronto Annual sales: $350 million* (‘15). Manufacturing plants: 9 - Ontario, CA; Jeffersonville, IN; Columbia, MD; Washington, NC; Dayton, OH; Cedar Hill, TX; Puyallup, WA; Leicestershire, UK; Wujiang City, China Total square footage: 3.1 million Total Employees: 1,400

3. L.A. Darling Co..
Main location: Paragould, AR. Divisions: L.A. Darling Wood, L.A. Darling Gondola, L.A. Darling Specialty Metal, L.A. Darling Sa de CV, L.A. Darling Ltd. Annual sales: $110 million* (‘14) Manufacturing plants: 4 -- Corning, Piggott, Paragould, AR; Mexico City Total square footage: 1.5 million Total Employees: 1,200

4. Stevens Industries
Main location: Teutopolis, IL Divisions: Techline, *acquired LSI Corp. in 2016 Annual sales: $95 million* (‘15)  Manufacturing plants: 1 – Teutopolis, IL Total square footage: 450,000 Total Employees: 450

5. Colony Inc.
Main location: Elgin, IL Annual sales: $85 million* (‘15) Manufacturing plants: 3 - St. Charles, Elgin, IL; Xiamen, China Total square footage: 550,00 Total Employees: 750

6. Fleetwood Fixtures
Main location: Leesport, PA. Divisions: High Country Millwork Annual sales: $70 million* (‘15) Manufacturing plants: 1 – Leesport, PA Total square footage: 287,000 Total Employees: 160

7. Panel Processing Inc.
Main location: Alpena, MI Divisions: Alabama Inter-Forest Inc., Holland Panel Products, Modular Wood Systems, Thermo Pressed Laminates Annual sales: $70 million* (‘15) Manufacturing plants: 11 -- Eufaula, AL; Merrillville, IN; Alpena, Coldwater, Holland, MI; Klamath Falls, OR; Jacksonville, TX; Claudville, VA Total square footage: 1.05 million Total Employees: 252

8. Artitalia Group
Main location: Montreal, QC Divisions: Artitalia, Hemsley Furniture, International Visual Corp. Annual sales: $60 million* (‘14) Manufacturing plants: 2 – Montreal, QC  Total square footage: 650,000 Total Employees: 350

9. Amstore Corp.
Main location: Grand Rapids, MI Annual sales: $50 million* (‘15) Manufacturing plants: 2 -- Grand Rapids, MI; Shanghai, China Total square footage: 900,000 Total Employees: 200

10. TJ Hale
Main location: Menomonee Falls, WI Annual sales: $40 million* (‘15) Manufacturing plants: 2 - Menomonee Falls, Milwaukee, WI
Total square footage: 250,000     Total Employees: 160

Photo: Closet & Storage Concepts/More Space Place

Closets & home organization(based on information from staff reports)

1. Newell Rubbermaid
Main location: Atlanta, GA Estimated annual sales: $5.92 billion

2. The Container Store
Main location: Coppell, TX Estimated annual sales: $794.63 million

3. California Closets
Main location: Berkeley, CA Estimated annual sales: $100 to $500 million

4. ClosetMaid
Main location: Ocala, FL Annual sales: $125 million

5. Closet & Storage Concepts/More Space Place
Main Location: West Berlin, NJ
Estimated sales: Over $40 million
 

Good customer service is key when it comes to retaining, as well as obtaining, customers. Today's wood products manufacturers must also work harder, smarter and faster than their competitors. What follows are some of the customer service strategies put in place by manufacturers of wood components, cabinetry, architectural woodwork and furniture.

Read all the 2016 WOOD 100: Strategies for Success

JB Cutting Inc., Mt. Clemens, MI —  “Our quick turnaround and excellent customer service have always been our number one priority” said Christina Relyea, sales & marketing manager of the component manufacturer’s success.

A  full-service manufacturer, JB Cutting specializes in custom doors, drawers and other finished components for cabinetry, store fixtures, healthcare furnishing and home organization.

“In the interest of making production run more smoothly and sales soar while increasing employee engagement and satisfaction, we’ve been working with a Certified Business Advisor,” she added.

“We also strengthened our partnerships with several TFL suppliers while promoting our new line of five-piece doors, the Artisan and Craftsman Series.”

Concepts in Millwork, Colorado Springs, CO —  A fixture in the architectural woodwork industry, Concepts in Millwork has been recognized throughout its history not only for the high-profile projects, such as Denver’s DU Academic Commons (pictured), but also for its capabilities and service.

The company’s skill set – including design, project management and the ability to combine unlike materials to create unique projects – has helped distinguish it from its competitors, said Scott Robinson, company president. That material mix could include acrylics, glass, wood, laminates and more. “We’re often providing much more than [traditional] architectural millwork” he said.

Concepts in Millwork is premium-grade certified for fabrication and installation through the Architectural Woodwork Institute. And because many of its projects require compliance for obtaining LEED certification, the company uses only NAUF (no-added urea formaldehyde) panels and sustainably certified woods for all its jobs. “It became easier for us to standardize and go to one type of material,” Robinson added.

Hudec Woodworking Corp., Griffith, IN —  Business is heating up for this architectural millwork firm, which specializes in high-end restaurant work.

“Serving the client is at the top of our agenda with any project, big or small,” said Gary Hulen, general manager. “Most of our business is repetitive and by referral, so keeping that client relationship is very important.

Developing the capabilities to be a one-stop source for the architects, designers and general contractor has also helped the company obtain and retain business throughout the nation. “They’re coming to only one place for a turnkey product, and we get control of the job and the ability to oversee the quality,” he added.
The company recently added a Biesse CNC router to upgrade in its capabilities.

Here are some more customer service strategies:

Meeting & exceeding deadlines

Interior & Exterior Designs Inc., La Habra, CA
Owner & designer Leon Williams attributes “Top 10” work and marketing for helping drive up 2015 sales 2.9% for the custom cabinet firm. “Just continuing to give our best, 100% effort, integrity, precision, meeting lead times, not playing games during or at the end of a job – we live for the referrals of each job,” he said.

Rynone Mfg. Corp., Sayre, PA
A manufacturer of casegoods, countertops and cabinets for the multi-family, housing, institutional, healthcare and commercial industries, the firm keeps a continued emphasis on quality, price and the timeliness of delivery, said Richard Rynone, president. “Rynone delivers these every day.”

Juan Pampanas Designs Inc., Miami, FL
“The key steps we took, that lead to our company’s overall success, were in assuring the delivery of our cabinetry in a timely fashion with the utmost quality,” said Daniel Pampanas, associate director at the contemporary cabinet and furniture firm. “In doing so we made sure our clients were always satisfied which continuously lead to referrals and repeat business.

Pleus Cabinets, Jefferson City, MO
“Timelines are the main reason for our success,” said Alan Pleus, president of the commercial and residential cabinet firm. Sales for the company grew 27.7% last year, and look to be even better for 2016, Pleus added.

Enhanced capabilities & offerings

High Country Cabinets, Banner Elk, NC
“Our company motto is ‘Exceeding Customer Expectation’ and we do that from the design, to our presentation, product, installation,” said President John Page. “Our whole company has bought into that philosophy.” A full-service firm, it designs and manufactures cabinetry and furniture. 2015 sales were up 6.7%, and look to be even stronger this year.

Monarch Custom Plywood Inc., Vaughan, ON
The architectural plywood and panel firm has increased its production capabilities to service its growing customer base, said Ted Turvey, sales, marketing & media. Among the new equipment is an automated trim line and double panel press.

Parenti & Rafaelli Ltd., Mt. Prospect, IL
The architectural woodwork firm is a full-service manufacturer, from estimating and project management, to manufacturing and finishing, through installation. It also offers touch-up and repair services to clients, as well as restoration work.

The personal touch

Amish Cabinet Doors, Appleton, WI
The cabinet door manufacturer offers online ordering. However, personal service is “just a phone call away,”  stressed Robert Cook, treasurer. “Since 2013 we have put great effort in having a live, knowledgeable voice answer the telephone. Many of our customers are first-time buyers and need help understanding terminology and how to measure correctly.” Sales have grown steadily since, including a 15.6% jump in 2015.

Boland Woodworking Inc., Philadelphia, PA
“Maintaining good solid relationships, and being more proactive rather than reactive,” while servicing customers in a timely matter are among the service strategies used by the custom furniture and casework firm to keep clients satisfied, said Brian Boland, president. The strategy is obviously working, with 2015 sales up 9.2%, and 2016 projected to be even better.

Red Star Cabinet Co., Farmingdale, NY
A family-owned cabinet manufacturer specializing in multi-family and luxury condos, the company pays special attention to the details. “Our quick turnaround and repeat customer base show we excel in customer satisfaction and loyalty,” said Robert Edelbach, president.  “We have also spent time researching and sourcing the proper suppliers who are willing to work with us and help offer our clients full customization  of products.” The firm recently expanded its product line to include LED mirror panels and medicine chests which it fabricates to customer specification. 2015 sales were up 3.0%.

Signature Custom Cabinetry Inc., Ephrata, PA
The custom residential cabinetry firm attributes good customer service for much of its success. “[We have] a keen focus on understanding customers in our niche and serving them,” said Kent Martin, president and CEO. 2015 sales at the multi-million dollar firm rose 7.3%, and should continue.

Closet America, Lanham, MD
The award-winning closets firm excels at customer service. In addition to having its company-trained installers and vans, it has provided designers with tablets and software to create 3-D renderings for clients.

Premium Woods LLC, Lincoln, NE
Bob Long, president of the wood and laminate casework and tops firm, said “Over communicating with our customers and responding to matters in a timely matter,” have helped the company maintain and obtain customers. “Delivering a quality product in a timely matter,” is another secret to the company’s success.

Cabinets 2000, Norwalk, CA
“We pride ourselves in giving the customer what they want” said Sherwood Prusso, president. He referenced the cabinet firm’s pigmented UV finish program, which has helped grow sales.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
Productivity Enhancements
Technology Integration
Product Innovations
Customer Service
Return to WOOD 100 Main Page
Read the special Leadership Edition of FDMC online
 

There's no lounging on the job for these top innovators. Check out the strategies these WOOD 100 companies have when it comes to new product development.

Steelcase, Grand Rapids, MI —  The contract furniture giant said its Brody WorkLounge is “the first and only microenvironment designed for the brain and the body” — enabling people to remain focused on what’s important.

The Brody WorkLounge, which debuted in 2015, was developed from research which showed that in a typical day workers and/or students will “switch tasks every 3 minutes, get interrupted every 11 minutes and take 23 minutes to get back on task,” thus making productivity hard to maintain, Steelcase said.

The furniture is part of the Intelligent Office concept of embedded technology. For example it could be adapted with a sensor, which would activate a red light around the chair’s perimeter, signaling that the unit is occupied, Steelcase said.

Arbor Mills, Lockport, IL —  The luxury kitchen, bath and other room cabinetry manufacturer has consolidated its interior cabinet organizing systems under the brand name BIN. "This is an extensive systematic coordination of related accessories for cabinetry," explained Daryl DelSasso, president.

The functional storage and workflow system optimizes a single drawer or group of drawers and cabinets into organized storage solutions, with the ability to adjust as a person's storage needs evolve. It includes 60 individual components for base, wall and tall cabinets, and drawers.

Arbor Mills also improved the finishing capabilities within the plant, including investments into a plural component finishing system. 2015 sales rose 8.3%.

Here's some more product ideas:

Wellborn Cabinet, Ashland, AL
The cabinet giant is also making a name for itself in the closets industry, with new products introduced regularly. "Wellborn Cabinet continued key product development to meet the demands of our customers and the continued delivery and support of our product," said Krislyn Wellborn, PR/social media specialist.

Premier EuroCase, Denver, CO
Success for the full-service panel processor “comes from our ability to maximize our manufacturing capabilities, and leverage our investments in technology that address emerging industry trends,” said Andy Wilzoch, founder & president. Capitalizing on the popularity of its Reflekt high-gloss product, the firm launched two lines – UltraMatte and Ion – without making another large investment in the technology. “This allowed us stay a step ahead of our customers’ expectations as well as our industry rivals by introducing the new materials as they are gaining popularity as the latest trends in interior design,” he said. 

The Maui Closet Co., Kahului, HI
President Debra Finkiewicz attributes new product development for helping spur sales grow 8.2% in 2015. As a manufacturer of closets, wall beds, shoji-style doors and more, Finkiewicz said the company is "always looking for new ways to design and manufacture. We refer to the new trends in products, and work to keep all in track with our clients needs." To raise market awareness, Maui Closet skinned its new installation van with photos of completed jobs. "It is great advertising."

TC Millwork Inc., Bensalem, PA
The store fixture manufacturer has developed Smartwall, a UL-listed display and perimeter wall system that incorporates thin wall standards and brackets to power shelves with low-voltage, LED lighting. "Those shelves are wireless to the end user, so there are no visible connections," said Jeff Kubach, creative director.

Carlisle Wide Plank Floors, Stoddard, NH
The Manhattan Collection is the firm's first luxury wood flooring in a herringbone pattern. “We’ve seen an increased demand for patterned floors among our clients, though many want to use patterned flooring as a way to accent a particular room or design element in their home versus using patterned flooring throughout,” said Dean Marcarelli, vice president & CMO.

A&A Millwork,  Minneapolis, MN
Sales grew 9.1% at the company, which specializes in historical wood mouldings, windows and doors. ”We increased our sales focus on our high demand and unique ability products,” said Nicole Aune, director of sales & marketing. The firm also reviewed those items which fit the category, “and put high focus with our sales team on these products, as well as increased our marketing efforts.”

A-dec, Newberg, OR
In launching its new line of dental furniture, A-dec said it consulted with dental professionals to optimize the furniture for improved workflow and efficiency, including integrated LED lighting and USB ports. "The furniture is an innovative fusion of technology and materials that will set the standard for the dental practice of the future," said Ciarán Hynes, director of Dental Furniture Project Management. "It is designed to grow with the practice, and evolve along with technology and work styles."

Willa-Hide, Greenville, TX
The company has become the fastest growing concealed cabinet manufacturer in the country, with products developed to hide firearms, jewelry and valuables, with many different options available.

 Bush Business Furniture, Jamestown, NY
The contract furniture manufacturer says its Easy Office concept is an open office solution for one to 100 people. It comes in seven pre-packaged configurations, with pre-installed connectors, and in straight or L-desk formats.

Stikwood, Sacramento, CA
The company continues to develop new styles and finishes for its peel-and-stick wood plank paneling, used in residential and commercial applications. Sales have been growing since the product debuted in 2012. They're so good that the firm is expanding into Michigan, with plans to invest $4.2 million in a distribution facility.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
Productivity Enhancements
Technology Integration
Product Innovations
Customer Service
Return to WOOD 100 Main Page
Read the special Leadership Edition of FDMC online

Millwork 360, Tampa, FL —  The architectural woodworker’s technology investment has reduced the manufacturing time of its products, while improving capacity and quality, spurring 2015 sales to a 39.9% jump.

Recently installed were three Weinig moulders – two Powermat 600 and a Powermat 1200 with PowerCom Link – to the Electronic Measuring System in the Tool Room. “This has dramatically reduced set-up times, thus reducing downtime and increasing output,” said Jamie Burge, CFO. “Since installing these machines, the learning curve for training new operators has decreased substantially, from three to six months down to one month.”

He added, “The software also allows us to access information such as lineal footage ran per order, production stoppages, as well as optimizing the order to decrease head changes and other manual adjustments. The average daily production of Architectural Grade Mouldings has steadily increased to 22,000 lineal foot per shift.”  
To be added is an Accord 40 FX CNC router for door components, “significantly reducing labor costs and lead times for our custom doors.”

Genesis Products, Elkhart, IN —  This full-service manufacturer of wood and laminate products has a reputation for driving sales and innovation. The wide range of industries served – residential furniture, contract furniture, hospitality, store fixture, cabinetry, manufactured housing and recreational vehicles – ensures the company is up on the latest trends and technology.

Recent investments include a Schelling panel saw, Weeke CNC machining center, CR Onsrud CNC routers and Harlan laminator. “We also just bought a new Wemhoner at IWF,” said Trent Evans, division director. “This gives us entry into the membrane pressing market.”

Genesis Products is solutions oriented, and will continue to expand its capabilities for customers, added Alysha Liljeqvist, director of marketing & communications.

Here's some more examples of technology investments:

Decore-ative Specialties, Monrovia, CA
The custom cabinetry component manufacturer helped develop a Challengers Award-winning CNC shaper sander with Bacci. The unique design significantly increased capacity, and improved consistency and productivity in the cabinet door making process. Decore won a 2016 WMIA Wooden Globe Award for Innovator of the Year.

Deano Hardwoods, Broussard, LA
The moulding manufacturer’s capacity grew following the addition of a Kentwood moulder from Stiles Machinery, said Francis Elder, sales manager.

EuroCabinet, Jonesboro, AR
The cabinet and fixtures firm “Worked smarter to maximize the use of CNC machining,” said Russ White, president. The strategy worked, as sales jumped 65.9% in 2015. New tech included: an Intellistore system, Holzma panel saw,  Weeke router and machining center,  and Homag and SNX edgebanders.

Ramsey Cabinets, Amherst, VA
The custom cabinetry manufacturer upgraded equipment, including a widebelt sander and Cabinet Vision software, said Gary Ramsey, owner. 2015 sales grew 12.5%

Bellmont Cabinet, Sumner, WA
After the cabinet company grew “at an unsustainable rate” between 2011-2014, “In 2015 we deliberately slowed down our sales growth to focus the company on quality and operational improvements,” said Casey Bell, COO. These included the purchase of two Biesse nested-based CNC routers, an Omal dowel inserter, Holzma panel saw, three Homag edgebanders, and an MB brush sander. 2015 sales grew 14.6%

Barnick Wood Design Inc., Grover Beach, CA
The custom cabinet company’s sales grew 5.2%, due in part to increased productivity and its quality employees. “Our panel sizing equipment increased productivity and decreased lead times, while high-quality finish equipment increased the quality of the product as well as our work environment” said Nicholas Barnick, president. 

WB Mfg., Thorp, WI
WB Manufacturing has taken Industry 4.0 to the next level with its fully integrated, lean workcell, including a new Biesse CNC router, material handling system and edgebander. The company manufactures cabinetry and casework for the educational, office, industrial and health markets.

Koch Cabinets, Seneca, KS
Investments in finishing, an optimized chop saw and nested based CNC routers helped improve productivity and quality, and has enabled the cabinet firm to stay price competitive, said Barry Koch, production manager. 2015 sales grew 18.4%

Lewis Wood Products, Grovetown, GA
The door manufacturer relocated to a larger, modern facility and added equipment, including a Butfering sander,  Quincy compressor and PMK end coper, said Kim Lewis, president. Sales grew 33.8%.

Cabinet Component Innovations, Bessemer, AL
“We invested in the development of a new facility, which added 20,000 feet of manufacturing space,” said Wayne Moore, president. The cabinet components maker also added two Thermwood CNC routers, Vorwood edge foilers, a Mecco laser marking system and a Taylor Quick Chop Optimizing Saw. Sales grew 8.2%.

Read more 2016 WOOD 100: Strategies for Success

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These woodworking manufacturers are ahead of the curve when it comes to optimizing productivity. In addition to lean manufacturing, new technology and training methods, a successful strategy requires a commitment by all employees to the process. What follows are some of the methods put in place by the 2016 WOOD 100 class, which includes cabinet manufacturers, residential and office furniture producers, architectural woodworkers, wood component manufacturers, closet companies and more.

Yoder Lumber, Millersburg, OH —  Capacity has doubled at Yoder’s Hardwood Components division since investing in technology, lean manufacturing and Six Sigma program. Along with cross-training, older employees work alongside younger ones to assist with workflows.

“At Yoder Lumber we are committed to improving communication and integrated many new systems and visual cues to help provide quicker feedback,” said Dennis Hange, marketing manager.

“As a company we are proud to set many new milestones of growing our production figures, thanks to our wonderful workforce who saw this an opportunity to practice their new skills and lean manufacturing principles learned throughout the year,” he added.

An  optimizing line of  a WoodEye scanner and Talon Saw (Eagle Machinery), Cresswood grinder and Opti-Match were also added.

Inova LLC, Altamont, NY —  Sales jumped 44.0% in 2015 and look to be even better this year for Inova, a manufacturer of home organization and space-saving products, including Sofa-WallBeds, TableBeds, and WallBeds for  hotel, government and residential customers.

Continuous improvements in production helped spur the success, noted Sarah Bucey, financial manager. “We adopted a lean manufacturing philosophy, and started by doing a deep clean of the factory and offices, as well as our overall processes and procedures. We also switched to a one-piece flow and encourage our employees to focus on small, daily improvements and teamwork.”

The firm doubled its capacity in 2015 and also invested close to $750,000 in new equipment, which included a panel saw, edgebander, two CNC machines, a dovetailer and widebelt sander. “In 2016, we purchased a new Volvo L-90 Wheel Loader for our Sawmill and Kiln division,” she added.  “A state-of-the-art Friulmac double-end trimmer was added as an extension to our Kentwood moulding unit at our Hardwood Components division.”

ConceptWorks, Elkhart Lake, WI —  The display maker has grown sales in part through market diversification. "We used to be only in the point-of-purchase sector, but we moved into healthcare, architectural, retail, restaurant and trade show displays," said President Adam Schneider. Today, about half of the business is in retail displays, 20 percent in trade show displays, 10 to 15 percent in speciality architectural projects and the rest in other types of jobs.

Lean manufacturing techniques are also evident throughout the 20,000-square-foot plant, including Kanban tags and production status boards.

ConceptWorks also uses vendor-managed inventory to fulfill its supply needs. "We don't have to tell them," Schneider said. "[Fastenal likes] it because they have a strong hold on our business. We love it because we never have stock outs."

Here's more productivity enhancements.

Lean manufacturing

Elias Woodwork, Winkler, MB
Sales for the wood, thermofoil and DLV cabinet components manufacturer grew 15.3%, due in part to improved technology and processes at the 285,000 square-foot facilities. “We have detailed quality tracking at each manufacturing step,” said Jeremy Funk, sales & marketing manager. Elias also performs a “careful analysis of each metric with decisive action taken to remedy any issues.” Along with investments in machinery, the company has state-of-the art finishing systems.

North American Plywood Corp., Parsippany, NJ
The plywood and components maker grew 10.7% in 2015. “We constantly increase productivity through employee training and purchasing state-of-the-art machinery,” said Donald Kuser, general manager. “We work directly with panel product manufacturers to increase quality and value pricing.” Boasting the largest UV coater in the U.S., the firm purchased a Superfici UV edge coater as well as a custom automated drawer side machine and another twin-table Northwood C axis router.

Pacific Crest Cabinetry, Ridgefield, WA
Sales grew 22.3%, and the custom cabinet manufacturer looks to do even better in 2016. “Through waste reduction in all aspects of our business, we have been able to make a product that is a leader in our market in quality, lead time, and price,” said  Brian Boggs, general manager.

Woodtronics Millwork Corp., Yorktown Heights, NY
The architectural millwork and cabinetry continues to streamline production, for improved productivity, safety and service, said President Jan E. Efraimsen.

Koetter Woodworking, Borden, IN
The architectural millwork firm reorganized its order processing and invested in technology. This enabled it to cut inventories, reduce labor and shorten lead times on orders. Koetter won the 2016 WMIA Wooden Globe Award for Excellence through Technology.

Diplomat Closet Design, West Chester, PA
The custom cabinet, closets and home organization firm’s sales grew 25.1%. “We’ve increased production with screen-to-machine capabilities and renovated our shop, added employees and updated our processes from sale to install,” said Ryan Lindstadt, president. Also purchased was a Biesse router and Brandt edgebander.

Architectural Arts, Des Moines, IA
The architectural millwork firm has improved its turnaround time since transitioning toward producing kits on the CNC that contain all the required pieces for the products.

Employee skills/training

Giffin Interior & Fixture Inc., Bridgeville, PA
Sales for the architectural woodwork firm grew a whopping 101.6%. According to Gordon Giffin, CEO, the company invested in training and software and also focused on improving employee skills and implementing lean initiatives.

Lancaster Cabinet Co., Leola, PA
Sales grew a whopping 72.3% as the custom cabinet and millwork manufacturer implemented lean principles in equipment and inventory arrangements, said David Allgyer, general manager. “We also focused on great customer service and faster turnaround times.”

Toddwood Mfg., High Point, NC
President Todd Fuentes attributes his success –  and 28.2% sales growth – to his skilled employees. An OEM producer of products and furniture from solid wood and veneer panels, he said, “We are adding customers as we add capacity.” The firm also invested in a tenoner and plans to buy a CNC router this year.

Custom Creative Furniture LLC, Lawrenceville, GA
Sales jumped 49.5% for the custom cabinetry firm, which focused on improving productivity, including an upgrade of its finish quality. “We also added skilled employees and developed new skills from within,” said Tom Floyd, owner. “At the end of 2015 we purchased a CNC, as well as a building to expand the shop.”

Bernhard Woodwork Ltd., Northbrook, IL
The architectural woodwork and store fixtures manufacturer invested “in both human and physical capital – training and new machinery – to be more productive,” said Mark Bernhard, president. 2016 sales are expected to be even better, he added, and include plans for an integrated manufacturing system and automated inventory processing.

California Woodworking Inc., Oxnard, CA
Sales for the cabinetry and countertops manufacturer rose 4.4%. “Our ability to retain an extremely lean and highly skilled team contributed to our overall success in 2015,” said Luke Vickery, vice president. The firm also purchased a system that allows materials and labor to be tracked for job costing. “Using this system has allowed our company to adjust our figures for labor and materials so that they are in line with actual amounts required to effectively complete each project.”

American Millwork & Cabinetry, Emmaus, PA
“AMC has taken significant steps to increase productivity, hence becoming more competitive while increasing customer service, cross training and bringing value-added alternatives to our customer,” said George Reitz, president & CEO of the architectural woodwork and commercial casework firm, which grew 38.5% in 2015.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
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Technology Integration
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Customer Service
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Product diversification, networking and acquisitions are just a few of the ways in which these WOOD 100 firms grew their profits. Offering advanced training and empowering employees in the business helps keep a stable, and happy, workforce.

Northland Woodworks, Blaine, MN —  The cabinetry and architectural millwork shop “Focused on a tactical approach by engaging our team 100 percent through successful CRM and project management software implementation, restructuring, creating job titles and duties, and creating and executing a strategic growth plan,” said Matt Krig, vice president.

Aiding the success of the business has been the opportunities gained through Cabinet Makers Association involvement: networking, plant tours and learning from others best practices. 

“We’ve tied increased productivity and proactive thinking into being able to better provide for our people, with a great healthcare, profit sharing and benefits package to make it a career rather than a job.”

Indiana Dimension Inc., Logansport, IN — “It’s the people that make the company,” said Jeremy Rentschler, sales manager at the diversified components manufacturer.  “Drives” is another way to phrase it.

A term used throughout the plant, “DRIVES” stands for Dedicated, Responsive (to customers and each other), Integrity, Value (by innovation), Enterprising and Safety. It’s posted on placards and T-shirts, providing a visual reminder to workers of their importance, and role, in the success of the IDI, he added. IDI also provides opportunities for employees to advance through skills training and other methods.

A lean manufacturer, IDI produces rough-milled panels through fully-machined components, including cabinet doors and drawers. Capabilities include moulding, edge gluing, edge profiling, sanding, CNC routing and finishing. Rentschler adds that the company also offers a seven-day turnaround and JIT delivery on orders.

The company was founded in 1990 by Milt Cole and Roy Rentschler as a sister company to Cole Hardwood.

D&L Wood Products, Crown Point, IN —  The architectural millwork and components manufacturer announced last year it would invest in a new facility, to be located adjacent to its current 30,000-square-foot plant. When completed, the two buildings will connect, for easy access.

President and founder Bob Ligda said the additional space will up the company’s total square footage to approximately 60,000, and will be used for offices, warehouse and manufacturing.

“We need more floor space to make things flow better from a production standpoint, so that there are no bottlenecks anywhere,” he said. “The new space will eliminate that.”

D&L specializes in commercial properties and hotel chains, including the lobbies, cafes and boutiques.

CCF Industries, Apollo, PA —  The cabinet drawer manufacturer overcame a devastating fire and, in doing so, rebuilt the company into something even bigger and better than before.

“We lost everything in the fire except for a few files,” said President Ken Clifton of the 2014 fire that destroyed the 16,000-square-foot plant.

Moving into the new building on Sept. 21, 2105, CCF took advantage of its “fresh start’ and to revamp the layout of the shop floor. The new plant layout offers an improved workflow, with added equipment for increased capacity of the company’s dovetailed drawers.

Manufactured to specification, the dovetailed drawers are available in a variety of wood species as well as decorative overlays. The drawers come finished or unfinished, assembled or unassembled, with a variety of options, including: laser engraving, edgebanding, undermount side notching, front and side scoops, and file slots. Specialty drawers are also available upon request.

Read more master plans:

Employee training & empowerment

Barbosa Cabinets, Tracy, CA
In addition to hiring key managers to “build a better team,” the cabinet manufacturer introduced a training program to educate inexperienced employees on becoming woodworkers. “The results are a more organized and experienced workforce,” said Ron Barbosa, owner. Sales figures reflect the company’s success, up 15.1% in 2015.

David’s Woodworking, Arcade, NY
Company president David Hamm attributes employees skills, product quality and flexibility in design and production for helping spur sales 46.5% at the custom furniture, cabinets and millwork shop.

Shaw Woodworking, Cotuit, MA
“Attaining key knowledgeable and talented personnel, going after more and bigger projects, a continuous and constant improvement philosophy, and a superior business culture,” helped spur 12.3% growth at the custom cabinet and millwork firm, said James Shaw, president.

Acquisitions & expansions

Osborne Wood Products, Toccoa, GA
The components manufacturer credits its success to customer service, increased productivity, and increased employee knowledge and skills. Osborne also acquired the assets of Bendix Architectural Products in 2015, increasing Osborne’s catalog by hundreds of products. “The acquisition also opened up opportunity for current and new customers of the Bendix collection to order the products online with Osborne customer service,” said Lane Taylor, marketing assistant. 2015 sales rose 9.2%.

Panel Processing, Alpena, MI
A specialist in panel fabrication and finishing, the company’s “expansion into new locations with new and redundant capabilities has contributed to our success in 2015,” said Tonya Spens, national marketing manager. She added the new strategic locations will help the company avoid undue shipping costs and transit time.

Stevens Industries, Teutopolis, IL
A number of factors contributed to the laminated wood products, casework and architectural millwork firm’s success, said Amanda Emmerich, marketing coordinator. They include: new product development, increased sales geography, acquisitions, and “organic growth due to customer satisfaction.” 2015 sales for the company rose 17.5%.

Milgard Windows & Doors, Tacoma, WA
A Masco company, the window and door manufacturer expanded its operations with the opening of new manufacturing facilities in Grand Prairie, Texas.

Networking advantages

Brown Wood Inc., Chicago, IL
The company boasts three  divisions - contract, Designs of Distinction and the Gavel Co. - and one manufacturing plant. Overall, 2015 sales rose 5.5%. “By maintaining an active presence in multiple trade associations, and attending several industry trade shows and events, we were able maintain relationships with key decision makers,” said Kathryn Constantine, vice president. “Additionally, our involvement gave us insight into trends within our various industries and allowed us to be at the forefront of our customers and prospects minds when it came time to send items out to bid.”

Production & profit margin improvements

Laminate Works, Lenexa, KS
Sales at the laminated panels and components manufacturer rose 9.1%. “We added levels of management/supervisors in each department, and put a new focus on responsible selling and profit margins” said Olivia Clothier, marketing.

Beahm & Son Ltd., Evans City, PA
The cabinet company focused on its organization and planning to optimize the production, said Cody Beahm, office manager. “In the past we had periods of too much work then not enough, forcing us to work consistent overtime then immediately go to laying people off as not enough work was available. We took steps last year to better estimate the amount of time it took to manufacture our cabinetry and because of the planning we were able to smooth our production, cut down significantly on overtime, and fill in any downtime between projects.” The strategy worked, with 2015 sales up 11.5%.

Custom Cabinets by Monty Augustine, Iowa, LA
The cabinet and countertop manufacturer attributes its success, and 30% sales growth, to its employees and good production flow. “We make sure that everything flows efficiently through the shop and out the door,” said Owner Monty Augustine. “I believe that when you treat people with respect, do what you say you’re going to do, and deliver a quality product at a fair price, all while serving the Lord our God, success is guaranteed.”

Lexington Manufacturing Inc., Coon Rapids, MN
An OEM supplier of components to the residential window and architectural door markets, Lexington put a “strategic focus on delivering what customers want, when they want it, at a price we both can afford,” said Bill DeWitt, sales account manager. The strategy worked, as 2015 sales at the multi-million dollar firm rose 4.5%.

HRT Installations, Reading, PA
The custom architectural millwork and laminate casework supplier considers quality control one of the key components to its success. “There’s no punch list to employees; we’re completing one room at time,” said Kevin Hartman, vice president. The result is repeat business, plus a 2015 sales growth of 14.3%.

Raleigh Murphy Beds by The Master’s Craftsman, Raleigh, NC
Owner Wayne Kulesza implemented a strategy of “Keep working and increased productivity,” to grow 2015 sales 16.7%.

Stock Woodwork, Laredo, TX
“We were successful because we are small enough to provide attention to details, yet big enough to get the work out on time,” said Shane Stock, owner of the architectural millwork and casework firm. Last year the majority of work was for three hotels.

Navy Island, West St. Paul, MN
A systems-driven, highly automated door firm, “All of our products are refined and standardized,” said Jeff Stone, president.

Corporate culture

Kimball International, Jasper, IN
The contract furniture maker earned a “Great Place to Work” designation  for its corporate culture. The review focused on five key areas: Credibility, Respect, Fairness, Pride and Camaraderie.

Palliser Furniture, Winnipeg, MB
The furniture maker was named one of Canada’s “Best Managed Companies” for its business performance, in the areas of strategy, capability and its commitment to achieve sustainable growth.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
Productivity Enhancements
Technology Integration
Product Innovations
Customer Service
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Online marketing as well as community service efforts  are among the ways these WOOD 100 companies are keeping their name at the forefront of customers' minds.

Canary Closets & Cabinetry, Union, NJ — “We have continued to refine and exclusively use our online ordering through Allmoxy,” said John Canary, president of the closet and cabinet manufacturing company.

Canary Closets & Cabinetry manufactures melamine cabinet and closet parts, as well as a line of five-piece polyester wrapped doors and drawer faces. It has implemented Allmoxy, a cloud-based business/sales software since 2013

To further enhance customer capabilities, this year Canary added a free closet design online tool, for real-time pricing and instant proposals with 2D and 3D drawings. Canary uses Closet Pro Software, along with Sketch Up design programs.

2015 sales grew 23.3%, and are projected to continue upward this year and next.

Here are some more bright ideas:

Atlanta Cabinet Shop Inc., Buford, GA
A commercial cabinet shop with a strong panel processing bent, the company is a major supplier to a large restaurant chain. “Our primary focus now is an online cabinet and drawer program pointed at trade professionals,” said Don Clements, president. “Our online order entry will be easy to use and like no other in the industry.”  Clements added that the cabinet firm also has “a total commitment to excellence in all that we do, coupled with a comprehensive lean campaign.” These and other initiatives helped spur the company’s 19.9% growth in 2015.

R.D. Henry & Co., Wichita, KS
Formerly known as Custom Cupboards, the cabinet manufacturer increased its visibility when it hosted a five-city tour of interactive workshops for kitchen and bath professionals in 2015. “We believe in helping our customers grow their business in today’s hyper-competitive market” said Mael Hernandez, CEO and president. Called “Ignite: Creating a Spark to Fuel Your Business,” provided opportunities for networking and information sharing.

Eggers Industries, Two Rivers, WI
Community service efforts have not only enhanced the architectural millwork and components firm’s reputation locally, but also statewide. 2015 marked the seventh time Eggers was named to the Wisconsin 75, which honors the top companies for contributions to the state’s economy, as well as the communities in which they do business. Sponsored by the Milwaukee office of Deloitte US, the contest also recognizes companies in the categories of Community, Entrepreneurship Environment, Generations and People.

KraftMaid Cabinetry, Middlefield, OH
A brand of Masco Cabinetry, Kraftmaid enhanced its digital content catalog and streamlined the product selection for designers. In collaboration with 2020, KraftMaid became the first manufacturer to offer its digital content catalog with the new Global Style Validation (GSV) feature. According to the firm, the GSV feature adds rules-based validation to the global style and pricing selections, guaranteeing a correct product combination when the order is submitted to KraftMaid.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
Productivity Enhancements
Technology Integration
Product Innovations
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Return to WOOD 100 Main Page
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Targeted marketing, creative videos, expanded showrooms and of course, social media, are among the ways the 2016 WOOD 100 companies are spreading the word about their products and services.

Northern Contours, St. Paul, MN —  Founded in 1992, the cabinet components and commercial fixtures manufacturer has steadily grown in size, scope and of course, sales. “From intricate custom parts to consistent, high volume runs, we offer a vast and diverse set of products and styles that invoke the hottest European trends,” including high-gloss acrylics, textured TFL, 3D laminates and more, said Melissa Sjerven, director of Marketing Communications.

Sales for the company grew 5.7% last year, and 2016 looks to be even better. “Our success in 2015 was greatly due to focused channel management, particularly in the areas of multifamily refacing and home organization,” Sjerven said. “The growth of our newer products, like SuperMatte 3D Laminates and 5-piece doors, was also a contributing factor. Additionally, manufacturing leadership, reductions in labor costs, and better processes fostered our increased productivity in 2015.”

Northern Contours has more than 420,000 square feet of manufacturing space, spread throughout five production facilities located in three states. It employs more than 450 people.

C.F. Martin & Co., Nazareth, PA —  The longtime guitar manufacturer hit a high note when it created a 40-minute documentary commemorating the 100th anniversary of the Martin Dreadnought, and the influence it’s had on subsequent guitar bodies.

Released this year, the award-winning, “Ballad of the Dreadnaught,” is narrated by actor and musician Jeff Daniels and includes interviews with music icons such as David Crosby and Steve Miller.

“Martin guitars aren’t the fanciest. They certainly aren’t the gaudiest guitars ever made, but they serve a purpose: they work. And that’s why they appeal to so many guitar players,” said Martin CEO Chris Martin IV in the movie.

Continuing the legacy, the Dreadnought Junior was recently added to the lineup.

Pella Corp., Pella, IA —  Already well known for its windows, doors, blinds and shades, Pella recently expanded its market reach with the opening of Pella Crafted Luxury, a 7,000- square-foot showroom in LuxeHome at Chicago’s Merchandise Mart.

Pella Crafted Luxury is a combination of products by Pella Corp. and the recently acquired Grabill Windows & Doors. Pella described the showroom as featuring “six vignettes that allow guests to interact with the products, making it easy for them to imagine the windows and doors in their own home.”

“Our expanding capabilities, craftsmanship and brand are now on display for designers and architects to engage within a stunning, inspirational setting,” said Annette Bravard, vice president of sales and marketing.

“It’s a place for us to provide a unique customer experience focused on solving design challenges in imaginative ways and celebrating individual style. Pella and the solutions we offer are evolving, and Pella Crafted Luxury is part of this change.”

In addition to Grabill, Pella Corp. includes architectural window firm EFCO Corp.

Here are some more top marketing ideas:

Integrated Wood Components, Deposit, NY
Sales for the laminator and fabricator of custom furniture and fixture components grew slightly, due to great customer service and an increased web presence. “Last year was brutal with the economy struggling, but we increased our exposure to our customer base through internet saturation,” said John Kamp, president.

Earth Elements, Gallatin Gateway, MT
“Our design center customers are able to look at wood samples next to tile and stone samples, all under one roof,” said Mike Wolfe, cabinet shop manager at the custom woodworking firm. “That’s really unique.” 

Strasser Woodenworks, Woodinville, WA
An emphasis on marketing, including increased efforts in social media, plus improvements to the manufacturing processes, combined to grow sales 2.8% for the high-end residential cabinet firm, said Judy Hedreen, co-owner and Development Manager.

Flexsteel, Dubuque, IA
The residential furniture provider redesigned its logo and websites as part of a business-wide rebranding. 2015 sales grew 7.1%.

Smart Closet Solutions, Brooklyn, NY
“SCS closely guards the customer experience by sending designers into the field who are the lead installers, instilling comfort and consistency for the client,” said Ben Aviram, vp design & installation. Sales for the closet manufacturer grew 13% in 2015.

Taghkanic Woodworking, Pawling, NY
The custom cabinetmaker introduced Pawling Closet Co. which filled a niche and complemented “the fine cabinetry and dressing rooms that we are already providing,” said Leland Thomasset, president. “This venture proved to provide an entirely new customer demographic in addition to our existing client base. While our gross profits rose approximately 1%, our net profit was up by 16%, primarily propelled by the new venture.”

Heritage Home Group, High Point, NC
Community service efforts have kept this residential furnishings giant at the forefront of customer’s minds. Among its endeavors was the raising of thousands of dollars for cancer research by employees of Hickory Chair, Pearson and Drexel-Heritage.

Ultimate Cabinets, Vera, OK
In addition to manufacturing prefinished cabinets and casework, the firm markets its services to local cabinetmakers that don’t have CNC capabilities, said Jeff Finney, owner. He added, “We are aggressively moving into the component industry with a goal to get high-quality parts to cabinet shops in the central U.S. with short lead times.” He credits his employees in the success. “A better employee makes for a better company. That is the only way we have been able to not only complete jobs on schedule but have a schedule at all.” It’s a winning strategy, with 2015 sales up 11.1%.

Ethan Allen Interiors, Danbury, CT
2015 sales rose 3.5% for the furniture giant, which recently celebrated its 10th year as the primary source of furnishings for HGTV’s Dream Home. “This is a wonderful partnership for us, and the home is a beautifully designed showcase for our furniture, accessories and art,” said Farooq Kathwari, chairman, president and CEO.

Conestoga Wood Specialties, East Earl, PA
The cabinet components maker touts its sustainability to customers, including its renewal of certification in the  KCMA Environmental Stewardship Program. In addition to being the first associate member to receive ESP certification, Conestoga is a past winner of the PA Governor’s Award for Environmental Excellence.

Bassett Furniture, Bassett, VA
HGTV continues to be a prime advertising vehicle for the furniture provider, which extended its partnership through 2019. “The HGTV HOME Design Studio is an important point of differentiation for our stores and is playing a key role in our improved comparable store sales,” said Robert Spilman Jr., Bassett president and CEO. 2015 sales rose 13.7%.

Stanley Furniture, High Point, NC
The furniture maker inked a licensing agreement with world-renowned fashion brand, Oscar de la Renta, set for introduction this fall. Stanley will design, manufacture and sell domestically and outside the United States the whole home collection. The firm said it expects the same success that it has with its Coastal Living licensed line, which is one of its best-selling.

Read more 2016 WOOD 100: Strategies for Success

Marketing Initiatives
Go-to-Market Strategies
Business Strategies
Productivity Enhancements
Technology Integration
Product Innovations
Customer Service
Return to WOOD 100 Main Page
Read the special Leadership Edition of FDMC online

• Bilotta Kitchens, Mamaroneck & New York City – 2014 & 2015
• Stuart Kitchen - 2014

Gold Award

• Cuvee Kitchen Design, Inc. – Glenshaw, PA – 2014
• Elite Kitchen & Bath – Manhasset, NY – 2015