Viewpoint

  • 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 gasworld 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

  • osram led
    Features

    Ammonia: A feedstock providing the platform for electronics

    2017-09-01T00:00:00Z

    While ammonia is manufactured on a massive scale to help feed the world, it is increasingly used in important reactions in the electronics industry.

  • 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

  • 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 by far the

  • 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?

  • Art Waskey
    Features

    A personal development ‘physical’

    2017-06-01T00:00:00Z

    No one questions the wisdom of going to a doctor for an annual physical to prevent disease. Early diagnosis, as we all know, enables early intervention and proper prescriptive medical treatment for disease. Since this is true for physical health, why with all the personal development analysis tools

  • Art Waskey
    Features

    In sales, the right mind matters...

    2017-05-01T00:00:00Z

    During my 45 years of selling, I have had the privilege of working closely with over 50 sales executives. Early in my career, I was fortunate to have one of the best professionals in the business as my mentor.

  • rob cockerill
    News

    The time is now for India

    2017-04-21T10:42:00Z

    Air Products has announced that its joint venture in India is to build six new air separation units (ASUs) in the country under a $100m investment. Is this the moment that we will look back upon and say that’s when India’s budding industrial gases industry really began to take off?