Viewpoint – Page 3

  • 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 ...

  • 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 ...

  • 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 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?

  • 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 available today, ...

  • 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? ...

  • Art Waskey
    Features

    Know thyself

    2017-04-01T06:00:00Z

    As a youth I had a reading problem — dyslexia— a disability not well understood at that time, and although I graduated from college with highest honors, my self-image was very low as a result of my struggle to read well. I excelled in math, however, and this led me ...

  • rob cockerill
    Features

    M&A: A complex business

    2017-03-06T13:53:00Z

    The dawn of another week, and the dawn of potentially another high-profile tranche of mergers and acquisitions (M A) matters across industry.