Viewpoint

  • medical concept
    News

    Healthcare – an industry hot topic in 2018?

    2018-01-03T12:42:00Z

    It looks like healthcare and homecare could shape up to be a key theme for our industry in 2018.

  • Art Waskey
    Features

    Branding, the path to trust

    2017-12-01T00:00:00Z

    Historically, one of the weakest links in the distributor sales process is a lack of good branding tools. I was reminded of this fact when a rep said he thought we were wasting time and money on branding. Although sales and marketing are seemingly two sides of a coin, sales ...

  • Art Waskey
    Features

    Dealing with head trash

    2017-11-01T11:09:00Z

    We tend to jump to negative assumptions in response to many of the things we hear on sales calls. These types of thoughts are what I call head trash, and they are the consequence of believing you already know what the customer is thinking before you give him your full ...

  • Art Waskey
    Features

    When actions speak louder than words

    2017-10-01T00:00:00Z

    A while back, I wrote a column titled “If Looks Could Kill.” In it I noted that researchers have found that the three key elements of effective communication…

  • circuit board finger
    News

    Digitisation is coming

    2017-09-27T13:28:00Z

    Early last week, I was a veritable bag of nerves as I anticipated stepping up to the gas world stage for the first time to present to an audience of around 300 intelligent and inquisitive industrial gas professionals.

  • Art Waskey
    Features

    Out from under the bus

    2017-09-01T00:00:00Z

    An ecstatic rep came into my office to declare that he had just made the largest single sale of his career. His impressive negotiating skills had resulted in another significant signed contract. His jubilation was short-lived, however, once he considered the impact this sale would have on his future sales ...

  • Art Waskey
    Features

    Back to the basics

    2017-08-01T00:00:00Z

    A sales manager was concerned. He had just finished a day with a sales rep whose vehicle was full of trash. Not surprisingly, there were other issues with this person’s sales credentials. What are the fundamentals that should be present in any salesperson, or for that matter, any professional? ...

  • Art Waskey
    Features

    Dealing with ‘times like these’

    2017-06-30T00:00:00Z

    A major manufacturer’s rep was telling me how thankful he was for the recent improvement in the economy. In the last quarter, he received requests from customers, traveled, and prepared quotes like never before. Interestingly, despite this good news, much of his conversation centered on how bad the economy had ...

  • gold medal award concept
    Features

    A gold medal merger

    2017-06-01T20:48:00Z

    With the confirmation that the transaction is officially complete, the biggest deal in the industry to date is recorded and with it, a new chapter in the intertwined history between Praxair and Linde. The deal becomes the third major piece of M A in the industry in a decade, but ...

  • Chess strategy concept
    News

    Checkmate: Who moves next at the top table

    2017-06-01T20:45:00Z

    With Air Liquide, Linde and Praxair making their strategic moves in the last year, what next for those sitting at the Tier One table?