Paul Matlock

  • 5S Workplace Organization for Distributors
    Features

    5S Workplace Organization for Distributors

    2012-11-12T12:00:00

    Lean Thinking is a philosophy of “No Waste.” It calls for a hundred small improvements every day rather than a major overhaul once a year. It is a concept based on making systemwide improvements to bring your customer greater product or service value. (See “Lean Thinking in the Compressed Gas ...

  • A Competitive Distributor Needs an Efficient Delivery Operation
    Features

    Plan Your Trips - A Competitive Distributor Needs an Efficient Delivery Operation

    2012-08-13T16:41:00

    In business, you have to be more competitive than ever to survive. For distributors, the question often arises: “How do I differentiate my business, especially in distribution costs, when my competitors and I have similar vehicles, fuel costs, and drivers, and we deliver the same products?” The answer lies with ...

  • Features

    The TAP Safety Process

    2012-07-16T16:28:00

    Safety as a process looks at the entire issue of safety within a business operation. As explained in my last column (“Safety—a Process, Not a Program,” CryoGas, May 2012, p. 48), while a safety program encourages compliance with safety standards, a safety process goes beyond compliance and reporting and focuses ...

  • Safety—a Process, Not a Program
    Features

    Safety—a Process, Not a Program

    2012-05-14T15:27:00

    We all know that in the industrial gas business, safety is an issue of utmost importance and most distributors have a safety program. In working with distributors on improving their businesses, however, I have found that while a safety program is important, a safety process is much more effective in ...

  • The New Pathway to Sales Leads
    Features

    The New Pathway to Sales Leads

    2012-02-13T14:42:00

    In the 45 years I have been active in the compressed gas business, our core assets—cylinders— have maintained the same look. The tools to market them, however, have been transformed. Sales representatives used to drive around industrial parks, knock on doors, and sometimes walk right in the back door to ...

  • Brainstorming for Success
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    Brainstorming for Success

    2010-05-10T14:09:00

    Value Stream Mapping (VSM) describes a process by charting the materials and information flow of a product or a service along a value chain. Part of Lean Thinking, VSM is a business practice that aims to eliminate waste. This processes was described previously in “Value Stream Mapping — Putting Your ...

  • Value Stream Mapping — Putting Your Processes to Work
    Features

    Value Stream Mapping — Putting Your Processes to Work

    2010-03-15T13:08:00

    A process is an organized group of related activities that work together to transform one or more kinds of input into outputs that are of value to the customer. Within this organized group, activities are related, work toward a common goal, and exist to create a specific result. All activities ...

  • Features

    Finding the Right Stuff

    2009-11-09T15:33:00

    The Specialty Gases segment is one of the few markets that has been resilient in this recession and represents an excellent growth path for the independent gas distributor. Critical to success in this marketplace is a professional and knowledgeable specialty gas force.

  • Distribution Efficiency and Activity Based Costing
    Features

    Distribution Efficiency and Activity Based Costing

    This report, our fourth in a series of articles on activity based business analysis and performance for US gases and welding distributors, examines distribution costs and improving distribution efficiency through Activity Based Costing (ABC).

  • Gases That Carry a Guarantee
    Features

    Gases That Carry a Guarantee

    Manufacturing and selling highpurity specialty gases requires complex resources and represents a significant investment for industrial gas distributors.

  • Activity Based Accounting for Distributors
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    Activity Based Accounting for Distributors

    2009-04-20T16:20:00

    This article examines Activity Based Accounting (ABA) for industrial gas distributors. In its broadest terms, ABA involves identifying profitability drivers, including those for revenues and costs, and assigning them to specific physical and business activities.

  • Features

    Impacting Your Bottom Line

    2009-03-20T16:11:00

    The Bottom Line is net profit that is arrived at by subtracting all costs and expenses from revenue. It represents profit for the year and it is usually the last line of an income statement. In this article, I illustrate how a typical independent distributor can significantly impact the bottom ...