Stone Chatter Podcast

The countertop industry keeps changing—and this episode of Stone Chatter tackles several developments that fabrication shop owners cannot afford to ignore.
Recording from the Latin Fabricators Network event in North Carolina, Ed Young, Rich Katzmann, and Erik Rapp discuss rising mortgage rates, a difficult remodeling market, and Lowe’s apparent expansion into countertop fabrication. They explain why added corporate capacity could intensify competition—and why independent shops trying to win through lower prices may be racing toward failure.
The hosts also share practical ways fabricators can use AI to analyze competitors, strengthen their market position, and develop SOPs and employee training. They examine quartz tariff uncertainty, rising freight costs, and why today’s supplier price may not be available when a future project begins. Their advice: confirm material costs when the contract is awarded, collect a sufficient deposit, and secure the slabs immediately.
The conversation also covers the Natural Stone Institute’s upcoming board elections, the industry’s changing demographics, and a major leadership development at BBI Industries. It is a fast-moving discussion filled with industry intelligence, candid opinions, and practical recommendations for navigating an increasingly competitive and unpredictable market.
Subscribe to Stone Chatter for independent news, honest conversation, and actionable insight from across the countertop and stone industry.

California has released a proposed emergency regulation that could dramatically reshape countertop fabrication—and its impact may eventually extend far beyond the state.
In this special breaking-news episode, Ed Young, Rich Katzmann, and Erik Rapp examine the proposal’s most consequential provisions, including the phaseout of quartz fabrication, a dramatically lower silica action level, stricter respirator requirements, and documentation requirements for every slab and remnant containing more than 1% crystalline silica. They also discuss the proposed exception for imported cut-to-size countertops—and the serious competitive disadvantage it could create for domestic fabricators.
The Stone Chatter team explains the aggressive implementation timeline, identifies areas of the proposal that need clarification, and considers whether legal challenges could delay enforcement. Most importantly, they discuss why fabricators nationwide should pay attention: California’s approach could influence future regulations across the country.
California fabricators have a limited opportunity to submit comments on the proposal. Wherever your shop is located, now is the time to stay informed, become involved with industry associations, and make sure the industry’s voice is heard.
Share this episode with other fabricators, suppliers, and industry professionals who need to understand what may be coming.

Tariffs, rising material costs, silica regulations, and rapidly changing supply conditions are creating difficult decisions for countertop fabricators. In this episode of Stone Chatter, the hosts bring together perspectives from both sides of the supply chain to explore what shop owners should expect—and how they can respond.
Joining the conversation are Mike Morici, a vice president with LX Hausys, and Bill Heuer, a partner in Countertop Factory Companies and Fifth Gear Technologies and a board member of the Rockheads Group. Mike brings nearly two decades of experience with LX Hausys across product development, sales, marketing, and channel management. Bill offers the perspective of a longtime fabricator operating multiple locations in Arizona, Illinois, and North Carolina.
The group tackles tough questions surrounding quartz tariffs, pricing stability, domestic manufacturing, imported materials, and the challenge of quoting long-term builder and commercial projects when costs remain uncertain. They also examine the growing pressure surrounding crystalline silica, the potential for low- and zero-silica materials, and whether fabricator licensing could offer a better path than an outright quartz ban.
Most importantly, Mike and Bill share practical advice for shop owners: press suppliers for cost clarity, address customer pricing immediately, strengthen supplier relationships, and consider voluntary OSHA consultation before regulators—or attorneys—come knocking.
If you fabricate, distribute, specify, or manufacture countertop materials, this candid discussion offers an important look at where the industry may be headed and what you can do now to prepare.

The countertop industry is facing a wave of changes that could reshape how fabrication shops compete, price their work, and protect their employees.
In this episode of Stone Chatter, Ed Young, Rich Katzmann, and Erik Rapp examine the growing silicosis crisis, emerging state regulations, and why banning engineered stone alone will not solve the industry’s safety problems. They also discuss the legal challenge to quartz tariffs, expected material price increases, and practical steps fabricators can take now to protect their margins.
The conversation also explores Lowe’s major move into countertop fabrication—and what its plans for a network of corporate fabrication facilities could mean for independent shops, installers, and labor markets. Finally, the hosts identify opportunities in luxury construction and high-end remodeling, including how smaller fabricators can successfully pursue six-figure projects.
If you own or manage a countertop fabrication business, this episode will help you understand the threats, opportunities, and decisions that could affect your company in the months ahead.
Subscribe to Stone Chatter for candid conversations and practical insights from across the countertop and stone industry.

In this episode of Stone Chatter, Mark Meriaux of the Natural Stone Institute, Peter Dominguez of California Surfaces and Eric Vlaanderen of Legacy Counters join the conversation for a practical look at workplace safety. They explain why wet fabrication alone does not guarantee silica exposure is controlled, how air monitoring and medical screening protect employees, and what shop owners should expect when OSHA arrives.
The discussion also goes beyond silica to address forklift safety, electrical cords, trip hazards, housekeeping, documentation and workers’ compensation costs. Most importantly, the guests explain why safety cannot be treated as an occasional meeting or a binder on a shelf—it must become part of the shop’s daily culture.
If you own, manage or supervise a countertop fabrication business, this episode will help you recognize overlooked risks, strengthen your safety program and better protect both your employees and your company.

The stone industry is facing a pivotal moment. In this episode, Rich Katzmann, Ed Young, and Erik Rapp break down the newly implemented quartz tariffs, the pricing responses emerging from manufacturers and importers, and the steps fabrication shops should take now to protect their margins.
The conversation covers how fabricators can negotiate with suppliers, revise pricing on existing projects, prepare for uncertainty, and offer alternative materials—including value-oriented granites and porcelain products.
The hosts also examine the need for stronger, independent industry advocacy as tariffs, silicosis, licensing, safety, and economic pressure continue to reshape the business.
You’ll also hear practical insights on:
Responding to quartz tariff-related price increases• Protecting long-term contracts and quoted projects• Negotiating pricing commitments and blanket purchase orders• Finding viable alternatives in granite and porcelain• Evaluating printed surfaces and products such as Mighty Slab• Building a unified voice for fabricators• Preparing for certification, licensing, and increased safety scrutiny• Using industry events to network, move upmarket, and reach designers• Increasing revenue through sinks, faucets, fireplaces, and other add-ons• Improving remnant sales with digital inventory tools
This is a candid, practical conversation for fabricators, shop owners, suppliers, and anyone trying to navigate one of the stone industry’s most consequential periods.
Note: Tariff details, pricing plans, and company responses discussed in this episode reflect the information available when it was recorded and may change.

What Are Top Fabricators Doing Differently?
Want more sales without sacrificing your margins? In Part 2 of Stone Chatter’s sales series, Rich, Erik, and Ed join industry pros Carmina Mendez, Lauren Westwood, and Cory Edd to reveal what top fabricators are doing differently—from targeting more profitable customers and transforming the showroom experience to improving marketing, follow-up, outside sales, and team incentives. Discover the overlooked upgrades, add-ons, and sales opportunities that can raise your average ticket, strengthen customer relationships, and stop money from slipping through the cracks. If you’re ready to sell smarter—not just work harder—this episode is packed with practical ideas you can put to work in your shop today.
About Stone Chatter
Stone Chatter is a podcast dedicated to open conversations about the stone industry covering fabrication, business, safety, technology, sales, industry news, and the people shaping its future. Three Perspectives. One Industry.
Intro Music
“Drink Away Your Love - Live at Johnny’s Place” by Travis Blaine, featuring Eric Knight Music used with permission from the artists.
 
 

PART 2 - Stone Chatter is broadcasting live from the All Slab Fabbers Workshop in Salt Lake City, Utah. Hosted on-site during one of the industry's most hands-on educational events, this special episode captures conversations with shop owners, fabricators, suppliers, industry leaders, and attendees from across North America. The All Slab Fabbers Workshop brings together professionals committed to improving craftsmanship, shop operations, safety, and business growth through collaboration and education.
 
In this special live episode
Live interviews with industry professionals
Highlights from the All Slab Fabbers Workshop
Audience questions and live conversations
And much more.
Whether you attended the workshop or couldn't make the trip to Salt Lake City, this special episode brings you directly into the event, featuring real conversations with the people helping shape the future of the stone industry. Thank you to All Slab Fabbers (ASF) for hosting another outstanding event dedicated to education, collaboration, and advancing the fabrication community. Learn more about ASF and upcoming workshops at All Slab Fabbers.

In this episode of Stone Chatter, Rich, Erik, and Ed dive into one of the biggest challenges facing fabrication shops: How to Build a Sales Team That Actually Sells.
Instead of simply quoting whatever business walks through the door, how do you develop salespeople who actively pursue opportunities, protect margins, build relationships, and consistently generate revenue?
For this conversation, the Stone Chatter crew is joined by three guests with very different perspectives on sales, shop ownership, hiring, coaching, and performance.
Guests Michael Ferguson - Former head of sales for Flowform, now with MSI. Michael has worked in nearly every role inside a fabrication shop and has experience building in-home sales teams across multiple states.
Katrina Hora - Second-generation owner of Italian Marble and Granite in Buffalo, New York, a high-end residential and commercial fabrication business that has doubled its volume without relying on big-box work.
Stevenson “Steve” Brooks - Professional sales coach and trainer with a background in mindset-driven sales training and competitive markets.
In this episode
Can you really turn an order taker into a hunter?
How to hire sales reps who can actually sell—and where to find them
What to look for when interviewing and testing sales candidates
Why mindset may need to change before sales training can work
How to create a real sales culture inside a fabrication shop
Using data, CRM, and AI to evaluate sales performance
Understanding close rates, ticket size, and margins
Why closing too many or too few quotes can reveal a problem
Practical approaches to role-playing, coaching, and riding along with sales reps
Why authenticity beats “used-car salesman” tactics
How managers can identify the specific weaknesses of individual salespeople
How to build a sales organization that actively creates opportunities instead of waiting for them
The guests also share specific real-world examples, including how AI helped identify patterns in an individual salesperson's performance, how sales metrics can expose problems that aren't obvious on the surface, and why testing candidates in realistic selling situations can tell you far more than a traditional interview.
Whether you already have a sales team or you're trying to build one from scratch, this episode is about creating a repeatable, measurable sales function that protects margin and drives growth.

President Trump has officially enacted the imported quartz tariffs—and the stone industry is entering a new chapter.
In this special episode, Rich, Erik, and Ed break down one of the most significant developments to impact the stone industry in years. We discuss what the new tariffs mean, when they take effect, how they will work, and what fabricators, distributors, suppliers, and importers should expect in the months ahead.
This episode also includes a recap of the latest Cal/OSHA meeting regarding the proposed quartz restrictions, making this a comprehensive update on two major industry developments happening at the same time.
In this special update
President Trump's imported quartz tariff decision
When the new tariffs take effect
How the tariff process will work
Immediate impact on imported quartz products
What fabricators should expect
Pricing and supply chain implications
Potential opportunities for domestic manufacturers
Industry reactions and early market outlook
Latest updates from the Cal/OSHA quartz meeting
What's next for the stone industry
Whether you're a fabricator, supplier, distributor, or stone industry professional, this episode provides practical insight into how these changes may affect your business and what to watch as the industry adapts.