Bartons Training Pamphlet

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CUSTOM COUNTERTOP TRAINING

QUARTZ • NATURAL STONE • SOLID SURFACE

GOALS AND OBJECTIVES Welcome to the custom countertop training booklet! This crash course on all things countertops will help you become the expert. We are proud to partner with Barton’s and their extensive network of talented Designers.

Custom countertops are detailed, and we want you to have confidence in the products and programs that we offer! This abbreviated training can be supplemented with our online library which houses various other resource guides.

In this booklet you will learn about our partnership with Barton’s and local fabricators, how to sell, product knowledge, finishing touches, and other resources.

BARTON’S TRAINING PAMPHLET

This training booklet is available as an online version! These pages can be downloaded and printed as handouts. We recommend utilizing this function for pages such as the prep for template or prep for install documents.

How to Bookmark the Booklet to your Browser: 1. Log into Sage Sync: sync.sagesurfaces.com

If you don’t have a login, contact customer service at: cpo@sagesurfaces.com

• Instructions to log into Sage Sync on page 56

2. Click the Resource Guides Tab 3. Click “Barton’s Training Pamphlet” 4. The resource guide will open in your browser 5. Click the star in the right corner of your browser to bookmark the booklet

CUSTOM COUNTERTOP TRAINING

QUARTZ • NATURAL STONE • SOLID SURFACE

TABLE OF CONTENTS

5 6 7 9

PARTNERSHIP Partners PRODUCT KNOWLEDGE Material Comparison Chart Quartz Natural Stone Solid Surface Warranty Overview Granite Gold Protection Plan COUNTERTOP PROJECT DETAILS

36 39 42 43 44 45 47 49 50 51 52 53 54 57 61 62 63 64 65 66 67 68 71

Sinks Additional Services HOW TO SELL Sales Skills Selling Resources Beyond the Kitchen Overcoming Sales Objections Countertop Journey Easy Estimator How to Measure your Countertop Template Readiness Checklist Installation Checklist Customer Expectation Agreement Countertop P.O. BisTrack Steps Pre-measure Qualification Checklist RESOURCES Sage Sync Resource Guides Customer Experience Cancellation Policy Frequently Asked Questions FAQs - Granite Gold Protection Plan Who to Contact

10 12 14 15 16 17 19 20 21 24 25 26 27 28 30 31 32 33 34 35

Install Inclusions Finishing Touches Backsplash

Incidental Damage Tear-Out/Haul Away Polish Unfinished Material Safety Corners Edges Specialty Edges Supports & Brackets Overhang Support Chart Seams Bookmatching & Oversized Piece Charge Virtual Layout

Matera Dove

PARTNERSHIPS

We Are Solution Experts - Powered by Partnership. Sage is a premier provider of top-tier orders and installation management services in the construction industry. Founded on integrity, excellence, and dedication, we deliver exceptional solutions to enhance any home, multi family, or commercial project.

This section will cover a brief overview of our partnerships and brands.

SUPPLIER PARTNER

FABRICATOR PARTNER

PARTNERS

• Barton’s Kitchen Designers: Design & Sell the Countertop Project • Sage: Manage the Countertop Sale • Installers: Customer Communications, Template, Fabricate, and Install Custom Countertops • Suppliers: Manufacture and Deliver the Products

Map of National Fabricator Partners

PRODUCT KNOWLEDGE This section covers general product knowledge for each of the countertop materials we offer: features and benefits, and crucial information to help set the right product expectations for homeowners.

• Material Comparison Chart • Quartz • Natural Stone • Solid Surface • Warranty Overview • Granite Gold Protection Plan

For current program colors, please view the Custom Kitchen Countertops Digital Catalog in Sage Sync.

Carrara Messina

COUNTERTOP MATERIALS

Calacatta Grande

MATERIAL COMPARISON CHART

$$$$ QUARTZ Non-porous, Hygienic Does Not Require Sealing Durable Easy to Maintain & Clean Scratch/Heat/Stain Resistant

Calacatta Cira

$$$ NATURAL STONE

Bianco Antico

Naturally Unique Designs Installed Already Sealed Easy to Maintain & Clean Durable Scratch/Heat/Stain Resistant Indoor/Outdoor

$$ SOLID SURFACE

Supreme Rotor Cloud

Non-porous, Hygienic Seamless Appearance Stain Resistant Repairable/Renewable Easy to Maintain & Clean

Calacatta Cira

QUARTZ

About Quartz countertops are made from natural minerals and as a result, variations in color, shade, pat tern, veining, and size are unique traits and to be expected. Additionally, small blotches or random distribution of particulates and directional veining are an inherent part of the overall design and composition and not considered to be defects or product non-conformity. How it’s Made Quartz countertops are made through a man-made process that involves combining and com pressing crushed quartz crystals with resins, polymers, and pigments. Quartz Benefits

LIFETIME LIMITED WARRANTY

Characteristics • Hygienic: Non-porous surface prevents unwelcome germs, bacteria and mildew. • Polished: Lustrous surface does not require sealing, conditioning or polishing. • Durable: Scratch, heat and stain resistant. Things to Know • Seams: A seam is a border/transition line between two pieces of countertops that is filled with a color matching epoxy/glue. Seams are very common in ALL building materials (cabinets, trim, flooring, etc.) and countertops are NO exception. A majority of countertop materials WILL HAVE visible seams without directional/veining. • Care: Quartz is a maintenance-free surface that does not need to be sealed. For daily cleaning, use a soft cloth with a mild liquid soap and warm water or use an ammonia-free glass cleaner or any non-abrasive household cleaner that does not contain lemon, ammonia or bleach. To remove soap scum, use a non-acidic soap scum remover. Spills should be wiped up quickly to prevent staining. Non-polished materials and darker colors require more frequent cleaning as they show dirt, dust and marks easier than lighter color patterns. Use hot pads and trivets with heat generating appliances, as well as cutting boards, place mats and coasters to protect your surface from discoloration, scratches and staining.

QUARTZ (CONT’D)

• Inside Corners: Per Quartz manufacturer guidelines, a minimum allowed inside sink and L-shaped corner can be no less than 3/8” radius. • Veining: Customers interested in vein matching or book matching can inquire about virtual lay out options. Please note this option is available in select locations, please reach out to your fab ricator partner for more information. If a customer does not purchase the virtual layout option, vein matching will be at the discretion of the fabricator. Quartz Customer • Someone who is looking for consistency in color and pattern • Looking for trending colors and designs. • Renovating an indoor space (quartz is not suitable/recommended for outdoor spaces)

PRODUCT KNOWLEDGE VIDEO LINK Click Here

Calacatta Cira

Grisoni

NATURAL STONE

About Natural stone material is quarried from the earth. They are subject to veining and variances in cluding but not limited to color, pattern, shade, particulate structure, surface irregulars, texture irregulars, fissures, pits, or other variances that naturally occur in the stone are common and to be expected. Slab Viewing Customer will contact their Installer to discuss where to view a larger sample of the Natural Stone they have chosen for their countertop. This in-person or virtual slab viewing is their final chance to confirm and approve their choice of Natural Stone. If they decide NOT to view a larger sample of the Natural Stone, they fully and completely understand that there could be a variance of color, texture, pattern in their installed countertop. How It’s Made Natural stone is sourced from international quarries. It is a natural resource, so each slab is unique in pattern, design, and color. Barton’s offers a Limited Lifetime warranty on the sealant with no need to reseal. Natural Stone Benefits

LIFETIME LIMITED SEALANT WARRANTY

Characteristics: • Shade Variation: While more apparent in stones with heavy veining and movement, shade vari ation occurs in all natural stones and is more noticeable at seams. • Fissures: A naturally occurring small hairline crack, fissures are “an extensive crack, break or fracture in the rock, which may contain mineral bearing material.”* (*According to The Natural Stone Institute.) • Chips: A small repairable imperfection in Natural Stone due to severe impact or fabrication. • Pits/Pores: Small pin hole like variations found in all Natural Stone’s finishes, pits/pores are a common characteristic and do not make the material less durable or otherwise inferior.

NATURAL STONE (CONT’D)

Things to Know • Sealant: Although some natural stone countertops have to be resealed, our Barton’s natural stone is sealed with a proprietary sealant that provides a Lifetime Limited Sealant Warranty! • Seams: Seams will be filled with a color-matching adhesive that is visible and will be felt. Seams are more apparent on materials with texture and movement. All desired seam locations will be considered, but final placement is up to the discretion of the fabricator. Seam placements are determined based on slab/sheet size, layout, inherent material characteristics, installation requirements and safety. • Care: Natural Stones are mined from the Earth and are natural products. Avoid harsh cleaners or abrasives containing lemon juice or citrus which can etch and dull the finish. For daily cleaning, use a soft cloth with a mild liquid soap and warm water. To remove soap scum, use a non-acidic soap scum remover. Spills should be wiped up quickly to prevent staining. • Non-polished materials and darker colors require more frequent cleaning as they show dirt, dust and marks easier than lighter color patterns. Which Surfaces are Considered Natural Stone? • Granite, Limestone, Travertine, Semi-Precious, Onyx, Quartzite, Marble, & Dolomite Natural Stone Customer • Someone who enjoys the unique pattern and veining • Looking for a one of a kind countertop option • Renovating an indoor or outdoor space. (Warranty does not extend to material used in outdoor applications.) PRODUCT KNOWLEDGE VIDEO LINK Click Here

Grisoni

Supreme Rotor Cloud

SOLID SURFACE

About Solid surface countertops are a man-made product usually composed of a combination of alumina trihydrate (ATH), acrylic, epoxy or polyester resins and pigments and as a result, variations in color, shade, pattern, veining and size are unique traits and to be expected. Additionally, small blotches or random distribution of particulates and directional veining are an inherent part of the overall design and composition and not considered to be defects or product non-conformity. How It’s Made • Manufactured and 100% acrylic. Substances are mixed with a powdered filler and various pigments. Under heat, this mixture chemically cures to create a solid material. Solid Surface countertops are described as an acrylic material. • Sheets are cut and sanded to form the desired countertop size. Unlike other countertop materials, solid surface countertops utilize the term “sheet” instead of “slab”. Solid Surface Benefits

Finish Options • Matte/Satin • Semi-Gloss • High-Gloss Characteristics

• Scratches: Solid surface is renewable and repairable. Use cutting boards and take care not to drop heavy objects on the countertop. Remove minor cuts and scratches with abrasive Scotch Brite™ pads. • Heat: Use trivets and hot pads to avoid placing hot items directly onto the countertop. • Seams: A seam is a border/transition line between two pieces of countertops that is filled with a color matching epoxy/glue. Seams are very common in ALL building materials (cabinets, trim, flooring, etc.) and countertops are NO exception. A majority of countertop materials WILL HAVE visible seams without directional/veining, except for Solid Surface colors. Things to Know • Care: Clean with soap & water, or an approved cleaner on a regular basis. Solid Surface Customer • Someone who is looking for consistency in color and pattern • A kitchen that would utilize vein matching; ex: waterfall edge • Renovating an indoor space (solid surface is not available for outdoor applications) • Interested in an integrated sink or coved backsplash PRODUCT KNOWLEDGE VIDEO LINK Click Here

WARRANTY OVERVIEW

Quartz • Lifetime Limited Warranty • Warranty is on the material Natural stone • Lifetime Limited Warranty • Warranty is on the sealant Solid Surface • Lifetime Limited Warranty • Warranty is on the material

How are warranty claims managed? Sage has an internal warranty team who manages all warranty claims and submits work orders when necessary. What does a warranty cover? Our warranties do not cover normal wear and tear in the kitchen. Warranties do not cover against damaged material due to misuse of countertops. This would include damaged natural stone sealer from a customer cleaning their countertops with bleach, or a countertop crack due to dropping a cast iron pan.

For copies of the warranty or more information please visit the document library in Sage Sync.

Supreme Rotor Cloud

GRANITE GOLD OVERVIEW

GRANITE GOLD COUNTERTOP PROTECTION PLAN Granite Gold is the industry leader in countertop protection plans and offers top-of-the-line care and maintenance products. Customers can have a piece of mind by purchasing a 5-year or 10-year Granite

Gold Protection Plan that covers their newly invested countertops from common wear and tear, unlike the manufacturer warranties. The Granite Gold Protection Plans are available in Granite, Quartz, Quartzite, Marble, Limestone, Travertine, and Solid Surface kitchen and bath countertop surfaces and it covers: Frequently Asked Questions Q: Why does the customer need a plan if they have a manufacturer warranty? A: Manufacturer warranties only cover manufacturer defects in the product. Manufacturer warranties DO NOT cover accidental damage or any kind of stains outside of food & beverage stains. Q: Is the protection plan a one-time charge or do you have to pay a fee for repairs? A: It’s a one-time cost for the life of the plan. With coverage, there are no additional charges or fees if repairs are needed. No trip charges, no deductible. Q: Does the plan cover replacement of the countertop? A: The protection plan ensures the customer’s stone countertops will be repaired by Granite Gold authorized, professional repair technicians, eliminating the need for replacement. The protection plan is repair only, not replacement. Q: If the company cannot fix the issue, will they refund the plan price? A: Granite Gold has a 100% success rate with repairs; however, if the customer is unhappy with the repair, the customer will receive a full refund of the protection plan by Granite Gold. Q: Is the plan transferable? A: If/when a homeowner sells their home, the protection plan cannot be transferred to the new homeowner. File a Claim The customer can go online (GraniteGoldCares.com) or call by phone (888.574.8358) within 30 days of when the damage occurred, and Granite Gold will process the claim and schedule repair at no additional cost. Covered Stains & Damages Granite Gold ® Manufacturer

COUNTERTOP PROJECT DETAILS

• Install Inclusions • Finishing Touches • Plumbing • Backsplash

• Tear-Out/Haul Away • Incidental Damage • Polish Unfinished Material • Safety Corners • Edges • Specialty Edges • Supports & Brackets • Overhang Support Chart • Seams • Bookmatching & Oversized Piece Charge • Virtual Layout • Sinks • Additional Services • Plumbing • Cabinet Installation For additional information please reach out to Sage at: CPO@sagesurfaces.com.

INSTALL INCLUSIONS

FINISHING TOUCHES

BEAUTY RING

Once you’ve chosen the countertop of your dreams, it’s time to select the perfect finishing touches to make your kitchen equally functional as it is beautiful.

STEEL SUPPORTS

SAFETY CORNERS

Chip Minimizer Prone to dropping things as you wash dishes? Are you concerned you might accidentally drop a cast iron pot on the edge of your sink and chip your beautiful new quartz or natural stone countertop? Well, set your mind at ease and add the Chip Minimizer. A slightly rounded edge along the inside of your sink cutout, the Chip Minimizer has been proven to reduce chipping due to impact while adding a beautiful finished edge to the sink cutout. Overhang Brackets Help strengthen your countertop overhang. Extended countertop overhangs are fantastic for entertaining or for family togetherness. Support brackets may be required for overhangs 6” or greater depending on material or location and are at the discretion of your fabricator. They provide key support, keeping your stylish countertop safe and functional.

Safety Corners Busy kitchen? Do you have a lot of people in and out of your kitchen? Want to make sure you don’t bruise your hip on a sharp corner? These rounded corners lessen the blow if anyone were to accidentally run into them. Practical and beautiful, safety corners will give you added peace of mind.

Custom Virtual Layout* Envision your countertop before it’s fabricated.

Would you like to see how your countertop is going to look in your home before it is installed? Our fabricators can create a virtual layout and plan the most stunning use of your slab. If you picked a color with a lot of directional movement, this is a great tool to help ensure the veins and patterns flow correctly across all pieces. With these additions, your countertop is sure to maintain its beauty for years to come.

Watch the video ->

Rev: 4/2025

*Check availablity at CPO@sagesurfaces.com

BACKSPLASH

Standard Backsplash Otherwise known as stone backsplash. This backsplash typically extends 4 inches high. For a bold and cohesive look, a matching stone back splash is a great option. Especially for those look ing to avoid grout lines. Depending on the size and the layout of the backsplash, seams may be required. If seams are needed, the quantity and placement is at the discretion of the fabricator.

Full Height Slab Backsplash Full height backsplash creates a dramatic count er to cabinet backsplash. In most cases, full height slab backsplash will require a 2nd tem plate and a 2nd install date after the countertops have been installed. Providing elevation drawing of the backsplash with height measurements to your fabricator estimator is highly recommended for more accurate pricing. Outlet cutouts are a separate cost, so let your estimator know how many there are to ensure it is included in the quote. Outlets will need to be moved out to ac commodate the new stone backsplash thickness. This is the customer’s responsibility. Fabricator does not offer or perform any electrical work.

EXISTING BACKSPLASH

Occasionally you will have a customer that wishes to save their existing backsplash. This is not always possible, there are several determining factors that can affect a successful outcome. In most cases it is not possible to know how much damage will occur until the tear out is in process. Below are important aspects to consider: 1. The difference in thickness between the existing countertops and the new countertop selection will need adjusted for. 2. The new countertop will sit underneath the backsplash and not be installed “up to” it. 3. It is not always possible to slide the new stone underneath the existing splash for a pleasing out come. In some cases where it is possible, more seams may be needed than would be otherwise. 4. While our fabricator/installers are as careful as possible during demo of the existing backsplash and/or countertops, it may be unavoidable for damage to occur to the existing backsplash and/ or drywall. Backsplash tile is likely cemented directly to the drywall. 5. The extent of drywall damage may be small to large holes depending on how well it was ad hered at the time of installation. 6. Additionally, most of the time it is no longer possible to obtain matching tile for repairing. The drywall repair or possible replacement will need to be addressed separately by homeowner. If you are selling your customer a new tile splash, wall repair can usually be added to their tile job. Check with your tile installer to determine cost. 7. Sometimes it may be advisable for a single row of tile along the bottom to be removed and replaced with the same stone being used on the new countertops . This is considered a “trapped splash” and may require a separate template and install date. 8. The customer should purchase several tubes of sanded or non-sanded caulk that matches their existing backsplash grout. 9. The backsplash repairs, grouting and caulking are to be hired separately. It is recommended to employ an experienced tile installer. 10. We do not recommend trying to save backsplash that is single row. It is more cost effective to replace a single row backsplash. 11. It is common that the exisiting tile is not level. There may be a space between the unlevel exist ing backsplash and level countertop.

REMOVING BACKSPLASH

Setting Expectations: What can sometimes be thought of as excessive damage is actually the norm. The extent of drywall damage may be small to large holes depending on how well it was adhered at the time of installation. See included examples below of normal drywall damage after tile backsplash removal. Countertop removal is a construction project and these photos depict why it is not typical practice for a customer to keep their existing backsplash.

This is an example of how a wall might look after backsplash is removed. The drywall is in tact, but the paint/wallpaper has peeled off. Please note, if their original backsplash was higher than the new backsplash that is being installed, this wall damage will still be visible, and is not the responsibility of the fabricator to fix.

This is an example of large tile backsplash being removed in a kitchen. There are holes in the drywall that will need to be patched before new backsplash is adhered. Sometimes, based on how the backsplash was orignally applied, the wall damage is too severe to apply backsplash material without drywall being repaired. Full height splash cannot be applied against studs. If the customer did not purchase backsplash through our program, it is their responsibility to get this fixed.

This is an example of incidental drywall damage that will need to be patched before any backsplash can be applied. Please remind customers that they will not be able to salvage their current backsplash. The countertop removal process is a construction project. To remove the customer’s current countertop, fabricators typically have to remove the bottom row of backsplash.

INCIDENTAL DAMAGE

Setting Expectations: The customer’s home becomes a construction zone on installtion day. Our team works hard to avoid unnecessary damage, but some incidental damage may occur. The fabricator is not responsible for repairing incidental damage. See included examples below of normal drywall damage during countertop installation. Countertop removal and installation is a construction project and these photos depict the various incidental damage that a customer may expect to occur during installation.

Scuffed or scratched paint, drywall, or cabinets are common types of incidental damage that can occur in homes during countertop install. While it may not be a major issue, it’s still important to address it to maintain the aesthetics and integrity of the home. This damage can typically be remedied by sanding or repainting the affected area.

Dings, also known as dents or small indentations in the wall, can occur due to accidental bumps, objects hitting the wall, or countertop installation.

TEAR-OUT & HAUL AWAY

In many cases, this process of tearing out existing countertops is completed the day of the installation of new countertops. This provides the customers with the minimum amount of downtime without a working kitchen. These photos are examples of the process.

Customer’s current countertops will be removed on the day of install with the purchase of tear-out and haul away. If the customer is removing and disposing of their own countertops they must have this completed the day prior to their scheduled install.

POLISH UNFINISHED MATERIAL

If your countertop will have an overhang larger than 6”, you may feel the underside of the coun tertop that can be rough to the touch or a visible manufacturer logo. Polishing the underside of the countertops can bring out the full color of the countertop surface material and can make for a smooth surface to the touch. Disclaimer: The backside of material that is polished will show swirling due to it being hand polished. Typical Areas Upgraded:

Underside of Kitchen Island

Inside of Waterfall Edge

Polished

Image depicts a polished underside of kitchen island. Polishing the underside of a kitchen island is a great option if the kitchen island can be seen from underneath at certain angles. This option makes the island look finished on both sides of the material.

Image depicts a polished inside of the water fall edge since it is visible. An exposed inside wall of a waterfall edge will be polished, however the underside of the countetop island is not.

SAFETY CORNERS

Do you have a lot of people in and out of your kitchen? Want to make sure you don’t bruise your hip on a sharp corner? These rounded corners lessen the blow if anyone were to accidentally run into them. Practical and beautiful, safety corners will give you added peace of mind. Typical Areas Upgraded:

Kitchen Island & Peninsulas

EDGES

Quartz

Natural Stone

Eased

Bevel

Half Bullnose Free with countertop purchase

Free with countertop purchase

Half Bullnose

Bullnose

EDGES

Solid Surface

Eased

Bevel

Bullnose

Free with countertop purchase

.75 Roundover

Alpine

SPECIALTY EDGES

Waterfall Edge A waterfall edge is a great finishing touch to add to peninsulas or islands. This on-trend addition continues the countertop material down the side of the cabinets. Waterfall edges are typically utilized with high movement, veined material to add interest to any space. Additional sub-top may be required and is the responsibility of the customer. Please speak with your local fabricator for more information.

Calacatta Grande

Mitered Edge A mitered edge is a finishing touch that con tinues the countertop material edge down up to 4”. This creates the look of thicker material and is a great way to upgrade any space. Additional thicknesses are available and re quire a special quote.

SUPPORTS & BRACKETS

Bars are notched into the cabinets or support wall when installed. Please see examples below of support bars that may be available to provide by your local fabricator.

Uninstalled Support Bar Flat Bar 10”

Installed Support Bars Shown on Kitchen Island

Uninstalled Support Bar Flat Bar 15”

OVERHANG SUPPORT

To help determine if a countertop overhang requires additional support, please reference the chart below. Two-thirds (2/3) of the countertop need to be supported. For example: 15” raised bar need 10” of supported area. Metal support bars are only available in black, and are not compatible with European Style cabinets, also known as full-overlay. Please check with your local fabricator for any specific questions about your customer’s project.

QUARTZ

NATURAL STONE

SOLID SURFACE

Overhang WITHOUT support Peninsulas & islands WITHOUT cutouts Overhang WITHOUT support Peninsulas & islands WITH cutouts

10”

Overhang WITH support

Add plywood subtop OK 10” past support

Up to 10” past support Up to 10” past support

Peninsulas & islands WITHOUT cutouts

Overhang WITH support Peninsulas & islands WITH CUTOUTS Raised bar WITHOUT support Raised bar WITH support

Add plywood subtop OK 10” past support

Up to 10” past frame Up to 10” past support

10” but add plywood subtop Add plywood subtop OK 10” past support 10” past support not to exceed 1/3 width of top (customer responsibility to ensure supports are of sufficient strength) *Calculate support every 24” in all scenarios* *Raised bars must have pony wall. 3/4” panels will not be approved*

10” past support not to exceed 1/3 width of top

Up to 1/3 of width of top up to 10”

10” past support not to exceed 1/3 width of top (customer responsibility to ensure supports are of sufficient strength ) *Calculate support every 24” in all scenarios* *Raised bars must have pony wall. 3/4” panels will not be approved*

10” past support not to exceed 1/3 width of top ( customer responsibility to ensure supports are of sufficient strength ) *Calculate support every 24” in all scenarios* *Raised bars must have pony wall. 3/4” panels will not be approved*

Raised bar WITH existing support *Must be approved*

Spacing/Other

SEAMS

Are Seams Needed? Most vanities and smaller projects are fabricated and installed without a seam. Regardless, it’s best practice to advise a customer that seam(s) may be needed and that the final call is at fabricator’s discretion. The following information may be helpful to explain the possible need for seams: 1. Most kitchens do require at least one seam. A seam in stone countertops will always be some thing you can see and feel. 2. A lot of factors come into play with regard to seams. It is not possible to make a final determi nation regarding seam location and how many seams will be needed until after the template is completed. 3. Seam placement is determined by the Fabrication Shop after template and after the slabs are received. Some factors that affect the need for seams are: 1. Efficient slab yield on products being sold by the square foot 2. Wall locations 3. Weight of the pieces 4. Job site access Fabricators strive to install seams that meet industry-standard or better. Industry standards are in place to make sure seams in countertops are tight and durable. While fabricators will do everything possible to make sure the countertops look great, it’s important to remember that in some instanc es, seams are inevitable. They are also integral to the strength of the stone. Furthermore, while seams may be inconspicuous, they are still not invisible. Seams that meet industry-standard defined as: • Seams that are equal to or thinner than the thickness of a standard business card. • Acceptable height difference between the two countertops are seamed together is equal to or no greater than the thickness of a standard business card. • Seams are color-matched to the countertops to the best of our ability. White or light counter tops usually have a darker seam. • When two countertops meet, seamed or butt-joint, the countertops’ break in color, shading, pattern will be visible. 5. Stone manufacturer recommendations 6. Longest length of an L-shape countertop Setting Expectations

BOOKMATCHING & OVERSIZE PIECE CHARGE

What is Bookmatching? • A book match is when two slabs of countertop material are mirrored to match the pattern, movement, and veining found in the material. • Typically done for islands or large kitchens.

• Book matching is not available with all materials or for all kitchen layouts. Please consult your fabricator partner.

What is an oversize piece? An oversize piece charge is a single piece of counter top that is greater than 20 sq. ft., without a seam. When is an oversize piece fee applied? An oversize piece charge is applied anytime a counter top section greater than 20 sq. ft. is required for a job. Note that if there is a single piece needed that is 40 sq. ft., only one charge is applied. If there are two pieces, each greater than 20 sq. ft., two charges are applied. Why is there an oversize piece fee? To account for fabricator liability/risk, provide addi tional labor, and to account for material waste.

Calacatta Mesa

Out of program Out of program material is available through our suppliers. To submit pricing requests for other colors provided by our suppliers: • Send an email to Sage support with the estimate, color name, and where the customer saw the color. • Support will provide retail pricing per sq. ft. of the out of program color. • If the customer approves the provided pricing, please respond to the email and Sage will pro vide the SKU to use to complete the sale.

VIRTUAL LAYOUT

You’ve spent the time necessary to pick out the perfect countertop surface material for your space. We can give you peace of mind via a virtual design layout solution. This step allows you to see your countertop layout, veining, direction, etc. before the material is cut, polished and edged. Reach out to Sage at CPO@sagesurfaces.com for availability! Although this is a great option for customers, it is not required.

It is advisable to request a Virtual Layout for any stone that has moderate to high movement and/or color variation. Photo Layout is not advisable on stone with little to no movement or color variation. Please contact your local fabricator for pricing information. How It Works: After template the customer is emailed a picture of their areas showing the layout with the slab(s) that will be used. The customer must approve the layout before the faricator can begin countertop production. The layout process does add time to the overall process. The customer will need to reply promptly to the email to avoid further delays.

SINKS

Sinks Purchasing Options • Purchased through any Sage program • Purchased through Barton’s • Customer provided sink

Sink Materials

Stainless Steel • Utilitarian • Heat & stain resistant • 16G is more durable than 18G

Quartz • One of the most durable sink materials available • Smooth & nonporous • Easy to clean & heat-resistant • Scratch & stain resistant

Acrylic Integrated Solid Surface • Exclusively available for solid surface countertops • Creates a seamless appearance • Non-porous • Heat & stain resistant

Apron Front/Farmhouse • Exposed front facing side • Available in porcelain and stainless steel • Aesthetic appeal • Heat, stain & scratch resistant • Farmhouse style

SINKS

Sink Shapes

Stainless Steel Sink Gauge What is gauge (G)? • Stainless steel gauge refers to the thick ness • The lower the gauge, the thicker the steel

Single Basin

16 Gauge Sinks • Thicker steel • Long-lasting • Top selling • Low maintenance 18 Gauge Sinks • Thinner steel • Low maintenance

50/50

70/30

30/70

60/40

40/60

Apron Front

Vanity

SINKS

Integrated Solid Surface Sinks • Integrated sinks are available with solid surface countertops. These sinks create a seamless appearance. • An integrated solid surface sink is an incredibly hygienic option. • This is a great option for a bathroom.

Undermount Apron Front Sinks • Must be set in place prior to template • May require cabinet modifications; fabricator partners are unable to make modifications to cabinets- this will be a responsibility of the customer to have completed prior to template.

Undermount Sinks • Sink is fastened to the underside of the countertops. This is the most popular sink option.

Top Mount Sinks • A top mount sink has the lip on top of the countertop.

ADDITIONAL SERVICES

PLUMBING SERVICES

CABINET INSTALLATION

ADDITIONAL SERVICES: PLUMBING

Sage is excited to announce we now offer plumbing for Quartz and Natural Stone in select markets! These plumbing items, listed below, are available to purchase after template. Please discuss these options with customers and your local fabricator will add to the change order quote. PLUMBING*

Plumbing Disconnect

Plumbing connection of each new kitchen or bathroom faucet & drains to new sink

Install new/existing garbage disposal

Install new/existing dishwasher & plumbing connection

Install new faucet shutoff valves

& plumbing connection

Benefits for Customer: Help customer complete their project One stop shopping

One stop management One great experience *available in select areas only

PRODUCT KNOWLEDGE VIDEO LINK Click Here

For more information about the Plumbing program, contact Sage Support Specialists directly at: Email : cpo@sagesurfaces.com Phone: 855-782-9979

ADDITIONAL SERVICES: CABINET INSTALL

The Sage Cabinet Installation Program offers a comprehensive suite of services that ensures a seamless transition from design to installation. CABINET INSTALLATION*

Professional Installation

Top-qualitycabinetinstallation,completedbyhighly vetted and background-checked professionals Streamlined Project Completion Our cabinet and countertop installers work together to finish the project quickly and efficiently Stress Free Convenience A seamless experience from start to finish

*available in select areas only

For more information about the Cabinet Install program, contact Sage Support Specialists directly at: Email : cpo@sagesurfaces.com Phone: 855-782-9979

HOW TO SELL

We are thrilled to have you as part of our team! The custom countertop industry is detailed, so we have put together an overview of how to sell to help get you started as a Designer!

• Sales Skills • Selling Resources

• Common Sales Objections • Overcoming Sales Objections • Countertop Journey • Template Readiness Checklist • Installation Checklist • Easy Estimator 2.0

For additional training on how to sell please reach out to your Sage sales manager or CPO@sagesurfaces.com! We are always happy to assist in building your career and are eager to answer your questions.

SALES SKILLS

You are the custom countertop expert! • Take advantage of our online resources and materials to aid in the selling process. • Utilize your selling displays to allow your customer to view all of our options in person. • Be confident in your relationships with Sage Support Specialists and your local fabricator. We are here to help YOU! Approaching the B word with customers... • Instead of asking your customer what their budget is, ask them what kind of investment they are looking to make. • Your customer sought you out! You did not have to generate this lead. Assist the customer in creating their dream kitchen; you can always scale back the final choices to fit within the investment they are wanting to make. Once in a lifetime sale! • On average, countertops are replaced 1.5 times in an individual’s lifetime. • Your customer may never have been through this process before. Arm them with the template and install checklists to ensure they know expectations at each appointment. • Have a goal of earning your customer’s recommendation to their friends and family. Build a relationship wth Sage and Fabricator Partners. • Avoid unnecessary delays by communicating with Sage Support Specialists. Stay up to date on lead times and material situations. Contact them by phone at 855-782-9979 or by email at cpo@sagesurfaces.com . • Keep the customer in the loop about their project and get in front of any situations that may arise. • Know the customer’s preferred method of commuication.

You can find all documents in the Document Library in Sage Sync. Please see log in instructions on page 56.

SELLING RESOURCES

Product Displays: • Samples of quartz, natural stone, and solid surface • Customers can touch and feel the materials • Signage shows edge options and what is included in a countertop purchase.

Samples:

8” x 12” SAMPLE

SLAB VIEW IMAGE

• Front Dome Tag includes color name, material and price group • Replacement samples can be ordered by reaching out to cpo@sagesurfaces.com • Not for customers to purchase

• Please inform customers - ALL natural stone will need to be personally selected or signed waiver required (best if viewed after measure appt). Please reach out to fabricator.

BEYOND THE KITCHEN

We’re excited to introduce our new ‘Beyond the Kitchen’ install countertop program at Barton’s! Designed for flexibility, this program accommodates smaller spaces with a reduced installation minimum of just 10 square feet—perfect for areas that don’t meet the standard 25 square foot requirement. NEW INSTALLED COUNTERTOP PROGRAM FOR SPACES LESS THAN 25 SQUARE FEET!

The Beyond the Kitchen program features five on-trend color options:

3 Quartz Colors

2 Granite Colors

Ice Storm Carrara Messina Calacatta Cira

Black Pearl

Frosted Ridge

Great for small spaces, between 10-25 sq. ft., such as:

• Islands • Mud Rooms • Fireplace Surrounds

• Vanities • Laundry Rooms • Home Offices

Small Job Fee: A small job fee applies to any project between 10 and 25 sq. ft. when one of the five Beyond the Kitchen program colors is selected.

What’s Included:

Template

Installation

Radius corners up to ¾”

Material

Edge

1 unpolished cutout

Fabrication

Up to 4 free faucet holes

Material warranty

Display Materials:

Sage’s Sales Team will distribute and apply ‘<25 SQ FT’ stickers to the 8x12 samples included in the Beyond the Kitchen program.

How it Works:

1. Open Easy Estimator 2.0 2. Select one of the five Beyond the Kitchen colors 3. Create design, enter measurements, and complete estimate 4. Review order or price details • The Small Job fee* will automatically apply when one of the five (5) program colors is selected and the total square footage is between 10 and 25 sq. ft.

*The Small Job fee does not apply if a Beyond the Kitchen color is selected and the total square footage is 25 sq. ft. or more.

If a color outside the Beyond the Kitchen program is selected, Easy Estimator 2.0 will automatically apply a 25 sq. ft. minimum. See the note : ‘Cost reflects a minimum purchase of 25 sq. ft.’

All additional items are charged at normal cost • Example: Vanity polished sink cutout* • This item can be added once you select Yes, I will supply a sink under the Cutouts (Step 3)

*When a customer purchases a vanity sink outside the countertop program, a vanity polished sink cutout must be added to the estimate.

Note : When you select ‘Save Estimate,’ the pop-up to enter a permission code to bypass the 25 sq. ft. minimum will NOT appear if the estimate is between 10 and 25 sq. ft. and one of the five Beyond the Kitchen program colors is selected.

COMMON SALES OBJECTIONS

COMMON SALES OBJECTIONS 1. “It’s out of my budget!”

a. Remind customers about our promo offers.

i. Signage reflecting the promos will be sent to stores for display.

b. Show the customer lower cost material options.

i. Please refer to the material comparison chart.

c. Explore alternate backsplash options. d. Explain how purchasing our products is more cost effective than purchasing through an independent fabricator/contractor. i. We only utilize Grade A material. ii. We offer workmanship and product warranties. iii. Our fabricators adhere to contracted timelines. iv. Our fabricators are background checked and observe our strict safety/craftsmanship guidelines.

2. “I’ve never heard of this brand!”

a. Sage manages countertop materials at Barton’s. i. We offer warranties on all of our materials. ii. We only utilize Grade A material. iii. We have an extensive color offering.

1. Show the customer our product line resource guides. 2. Show the customer our material display in store. b. All quartz is manufactured the same way. A brand name of quartz does not mean that it is higher quality or more durable. c. We partner with a nationwide network of fabricators. 3. “I’m just going to wait to purchase new countertops!” a. Create a need i. Educate customers on how countertops can increase the resale value of their home. ii. Do they have any life changes to come in the near future? • New parents or grandparents may want to get new countertops and introduce safety features such as rounded island corners to prepare for a new baby. b. Create an urgency to buy. i. Show the customer our promotional colors. These change every month. ii. Mention if your fabricator is currently having reduced lead times. c. Encourage customers to order ahead of holidays and events so their countertops can be installed beforehand. d. Remember to follow up with your customer at a later date!

OVERCOMING SALES OBJECTIONS

OVERCOMING SALES OBJECTIONS 1. Listen

a. Actively listen to your customers questions and concerns. b. Listen to understand, not to reply.

2. Collect

a. Collect as much info about the project as possible i. This will aid the fabricator when they go to the home if the customer purchases. ii. The more we know the better! iii. Gather information about future projects. Are the looking to renovate any other spaces? This is a great opportunity to get another sale! 3. Repeat a. Repeat back what they said to ensure you correctly understood their concerns or desires. 4. Validate a. Empathize and offer benefits of our program. b. Ex: I understand that it seems expensive, but when you purchase through us you are also receiving the benefit of expert fabrication, grade A material, and warranties. 5. Ask a. Open ended questions will help you gather more info than yes or no questions would. 6. Prove a. Prove our value by telling them about a past customer, or how our brand is superior to other brands. 7. Follow-up

a. Follow up with potential customers. b. It’s never to late to capture a sale!

8. Anticipate a. Understand common objections and be armed with the answers and solutions.

COUNTERTOP JOURNEY

Countertop Purchase Customer purchases countertop. Fabricator will contact customer

Template Scheduled Prep for Template checklist

Template Creation Fabricator creates template at the customer’s home

Post Template Changes to countertop project are sent for approval and final payment.

Fabrication Countertop is fabricated to exact specifications

Installation Countertop is installed in customer’s home

Template Timeline Upon receipt of a purchase order from Sage, the fabricator is required to contact the customer within 48 business hours to schedule template. Installation Timeline The fabricator must contact customer and schedule template after receipt of PO within 48 business hours. The fabricator will install 14-21 business days from Final PO.

PRODUCT KNOWLEDGE VIDEO LINK Click Here

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