Hard to Handle

Oftentimes the biggest obstacle jan/san distributors face when it comes to natural stone and related products is lack of knowledge. It seems all but those intimately involved in the stone restoration business are in the dark, and in the eyes of some, it’s for good reason. The more knowledge that is confined to the ranks of existing contractors, the smaller the risk that stone restoration will be exposed and degraded to the extent that similar professions have been. To some degree, professional stone care is one of the few remaining cleaning trades that has remained relatively pure, both in practice and in price.

Few contractors are dedicated to stone care and restoration. Reasons include: high initial cost and high ongoing cost of equipment and materials; the high degree of patience required; and the enormous amount of required education that can only be obtained through hands-on field experience. This is not to say that stone restoration contractors are elitist. They are, however, very knowledgeable specialists in a profession where only the best survive.

Bad Reaction
In recent years there has been an influx of stone care chemicals and product lines that appear to be so user-friendly that anyone can restore his or her own stone surfaces. That is not the case. While there are several excellent lines currently marketed to jan/san suppliers and stone retailers, the majority of them are mediocre at best. Inadequate or incorrect cleaners and sealers for stone have become so common that stone professionals often say the majority of their business is dedicated to correcting the problems caused by these cleaners and sealers.

While your target market might seem relatively small, don’t be discouraged. In comparison to other cleaning-related chemicals, quality stone-related products can prove to be quite profitable. Impregnating sealers typically retail from $60 up to nearly $200 per gallon for quality products; diamond pads can sell for as little as $15 to as high as $60 per piece, with an average set requiring 20 to 30 pieces; and some stone floor machines retail for as much as $3,000.

Before jumping on the bandwagon of this newfound profit center, do your homework. Janitorial contractors, homeowners, building managers, and stone professionals all look to your expertise, and with some stone floors costing as much as $60 per square foot, misinformation on your part could prove disastrous.

In the past, it was a popular misconception that stone floors required no maintenance. That, or janitorial contractors would simply put a few coats of wax on stone floors when they began to deteriorate. Both practices can lead to a need for costly restoration. While maintenance requirements are relatively low compared to other flooring surfaces, it is critical that proper procedures be performed.

It’s important to recognize how much the products have changed. Technology has come a long way in the past 10 years in the field of stone maintenance. Systems are now available that allow janitorial firms to perform common maintenance procedures with relatively little training. In fact, many janitorial firms have begun to capitalize on the revenue potential this type of maintenance offers.

Stone Types
The biggest mistake made with stone maintenance is misidentification of the type of stone being maintained.

Marble, generically defined as all limestone capable of accepting a polish, is typically veined. It contains calcium, which makes it acid-sensitive, and requires a distinct set of procedures and chemicals to properly maintain the appearance. Marble does respond well to acid-based polishes as well as crystallizer formulations containing acid. (See crystallizer.)

It is, however, susceptible to etching and severe damage by acid-based cleaners and acid-based liquids such as vinegar, soda, coffee and fruit juices.

Granite has an appearance commonly referred to as “salt and pepper.” It consists primarily of quartz and has a distinct crystal-like appearance. It does not contain calcium, which makes it non-reactive to all acids with the exception of hydrofluoric. Granite will not respond to acid polishes or crystallizers, and will typically not be adversely affected by acid-based cleaners.

Limestone is typically a natural or earth-tone color. It commonly has fossils and shells on its surface. Limestone can be maintained in both a honed (dull) state or in a highly polished state similar to marble. Limestone contains calcium and will usually react adversely when exposed to acid.

Slate, sandstone, and flagstone are all common types of stone commonly placed in the “other” category. Due to various compositions present in these stones, check with a professional before attempting maintenance procedures.

Agglomerates or man-made: Terrazzo is the most common agglomerate consisting of a mixture of both cement or resin and marble or granite chips. Many other types of agglomerates are beginning to become popular, and caution should be taken, as they often require specialized equipment and procedures.

Before It Happens
Much like other flooring surfaces, the most critical step in implementing a successful stone maintenance program is preventative maintenance. Sand acts as an abrasive to stone and anything that can be done to keep it out of the environment will greatly improve the success rate of the program. Adequate walk-off mats, frequent vacuuming (preferred over dust mopping), spot mopping and the use of cleaners specifically designed for stone will also increase success rates.

Cleaners: While stone cleaners are not vastly superior to standard cleaning chemicals, they often contain conditioners and other additives to help reduce streaking. Some stone cleaners even contain a small percentage of impregnating sealer (designed to absorb into and fill the pores of the stone) to help reinforce the existing sealer. In a pinch, a quality neutral cleaner can be substituted. Acids should be avoided and harsh alkalines should only be used when absolutely necessary.

Sealers: Natural stone is meant to be just that: natural. Not only do topical finishes detract from the natural beauty of the stone, they can also do long-term damage by trapping moisture just below the surface, eroding the stone from the inside out. New formulations of topical sealers are available that allow stone to breathe, but their use should be limited to extreme circumstances. It is usually much more cost-efficient to maintain the stone in its natural state than to try to cover it with wax. Additionally, the alkaline strippers required to remove such finishes can have detrimental effects on the stone.

Sealers for stone are commonly referred to as impregnators. They allow reaction time to clean up spills and also slow soil penetration into the stone; however, they don’t make it immune to damage. Good impregnators will not visually change the appearance of the stone. One exception to this is color-enhancing impregnators, which are formulated to absorb into and darken the color of the stone. There are a myriad of impregnating sealers available, so shop with caution. Many sealers have a strong odor or are difficult to apply, others simply do not last and begin to break down within weeks of application. A quality sealer can last as long as 10 years. Stone should always be completely dry for at least 24 hours before application of an impregnating sealer to allow maximum absorption. One unique characteristic of most impregnators is their ability to reactivate themselves; that is, while impervious to most cleaners, they will clean up quite easily by wiping with a cloth misted with sealer.

Polishing: Polishing normally requires a standard 175 rpm, weighted (145 pounds) floor machine, hog’s hair pad, and either an acidic or non-acidic polishing powder. The powder is applied to the floor in a small section, worked into a slurry, and the process continues until the desired look is achieved. Acidic powders work by causing a chemical reaction between the calcium in the stone and the acid in the polish. Non-acidic powders rely on micro-abrasives to achieve the same result. Some of the drawbacks to acid polishes include strong odor, potential etching of all metal surfaces, and the requirement to keep all surrounding stone surfaces wet to avoid etching. Non-acidic polishes, while easier and safer to use, will typically not produce the same results as acid-based polishes.

Crystallizing or revitrification: This is a process similar to spray buffing that uses a weighted floor machine equipped with a steel wool pad. Crystallizer is sprayed onto a small section of the floor and buffed with a steel wool pad until gone. The heat generated by the steel wool pad causes a chemical reaction between the crystallizing formula and the calcium in the stone creating a new chemically enhanced surface. There is debate as to the negative effects of crystallizing, but it is hard to dispute the durability and appearance that is achieved with this process.

Diamond grinding, honing and polishing should be performed only by restoration professionals. Attempts by untrained personnel can result in serious damage to the stone. The process is similar to sanding wood with sand paper, where diamond abrasive pads are used in succession from lower grits to higher grits until the desired result is achieved.

Conducting Research
Due to the specialized skills required in this field, it is nearly impossible to filter through the information provided by many of the existing companies offering stone supplies. Call a local stone restoration specialist and ask what materials you could stock that might benefit their organization. Most equipment and supplies are currently being purchased through mail order or the Internet due to the lack of local suppliers.

While there is much to learn before heading down the stone maintenance path, it remains one of the few untapped specialty arenas that, with proper training, can prove profitable for distributor and contractor alike.

Edward B. Hisey is a 15-year veteran of stone restoration. He is president of Natural Stone Care Inc., Sarasota, Fla., and founder of the Stone Care Network, an organization committed to the education and training of stone restoration professionals as well as non-biased field testing and reporting of stone restoration equipment, chemicals, and processes.