Viewpoint

  • rob cockerill
    News

    A strong fit in CO2

    2018-02-15T15:36:00Z

    Just over a year since we were taken aback by the coming together of Pentair and Union Engineering in the global carbon dioxide (CO2) business, and we are again reflecting on another significant acquisition in this business.

  • rob cockerill
    News

    Hydrogen: Credence and gravitas

    2018-02-12T10:30:00Z

    First there were the ’dreamers’, the conceptualisers. Then there were the innovators, the technologists, and gradually came the required compliance to match. Now we have the big heavyweights really weighing in too…

  • rob cockerill
    News

    Helium: Here we go again, potentially

    2018-02-08T09:31:00Z

    For the second time in less than 12 months, we are potentially staring at the prospect of another global helium shortage.

  • Art Waskey
    Features

    Fit to succeed

    2018-02-01T00:00:00Z

    Consulting a financial planner, he complained that after 30+ years representing a specific corporation he doesn’t know if he could stand working for them anymore.

  • rob cockerill
    News

    The hydrogen hot potato

    2018-01-25T11:42:00Z

    Global growth is in a healthy place, investors are considering so-called risk markets, and trading conditions are improving at the beginning of 2018. In a nutshell, the global economy is looking much rosier as the new year gets underway.

  • rob cockerill
    News

    Ever-growing consumption in electronics gases

    2018-01-04T10:51:00Z

    From perceived to being in something of a demand lull 5+ years ago, the electronics gases business is firmly in vogue right now, as the further expansion of Air Products’ supply to Samsung demonstrates.

  • 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 reps often question how

  • 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 consideration.

  • 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…