Viewpoint – Page 5
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FeaturesDealing with ‘times like these’
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 ...
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Features
A gold medal merger
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 ...
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News
Checkmate: Who moves next at the top table
With Air Liquide, Linde and Praxair making their strategic moves in the last year, what next for those sitting at the Tier One table?
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A personal development ‘physical’
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, ...
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Features
In sales, the right mind matters...
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.
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News
The time is now for India
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? ...
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Know thyself
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 ...
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M&A: A complex business
The dawn of another week, and the dawn of potentially another high-profile tranche of mergers and acquisitions (M A) matters across industry.
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Features
Structural challenges continue
It will be interesting to see what projections The World Steel Association ( worldsteel) presents next month in its April 2017 Short Range Outlook (SRO) report.
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Liquid air-driven power plants – the next big thing?
US cryo equipment makers might soon be in the clean energy business, explains gasworld (US Edition) Senior Editor, Bob Croce.
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Features
A better outlook
Nothing is more exciting than the privilege of helping a new, aggressive rep start his career in outside sales, but it’s a bit like watching a “bull in the china shop.”
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Features
Nitrous oxide – Not a laughing matter in electronics manufacture
Nitrous oxide (N2O), often referred to as laughing gas, is used in the high-tech thin film industries of semiconductor and LCD display manufacturing. Where the electronics manufacturing market is concerned, N2O is clearly no laughing matter.
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Features
Breaking the cord
One of our best customers purchased equipment from a competitive on-line supplier, then called us for training. It shouldn’t surprise you when customers hire Millennials (born between 1980 and 1994) and start buying products on-line. This current buying transition is referred to as “breaking the cord.”
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News
CO2: From a cool subject to a hot topic
With this coming together of Pentair and Union Engineering, we’re reflecting on not just another consolidation in the global gases business, but a union that exemplifies the shift in the carbon dioxide (CO2) market in recent years – from a cryogenically cool subject to an increasingly hot topic.
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Features
What really comes first?
While prospecting with a new sales rep, we made a call on a qualified account that uses products we sell. The prospect wouldn’t enter into a relationship building conversation; he went right to the juggler, “What’s your best price?” My response, “What are you paying now?”
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News
The industrial gas year: 2016
Back in April 2015, gas world posed the question, could there be room for one more big deal within the global industrial gases industry?
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Features
Valves, communication and information flow
There is a wonderful tale from the time of the great space race during the 1960s. It goes like this – when NASA scientists realised that pens could not write in zero gravity, they spent millions of taxpayer dollars to develop a pen that could write in space. The adroit ...
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The benefits of having “A man in Washington”
How can gases and welding distributor and manufacturer businesses feel confident that their interests are being protected and that their industry is being advocated for at the national level?
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News
Race to the White House: Another step into the unknown
When driving home from the office last night, I realised I was muttering along to the chorus of This Is Not America . I found myself thinking about the race to the White House and what the America of tomorrow will look like.
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Features
CCS – The natural partner to decarbonisation
In December last year, 195 countries signed the historic Paris Agreement, establishing an unprecedented level of global support for urgent action to address carbon dioxide (CO 2 ) emissions. Brad Page, CEO of the Global CCS Institute, explains why giving effect to its ambition is a far greater challenge.
