Viewpoint – Page 5
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NewsA strong fit in CO2
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.
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Hydrogen: Credence and gravitas
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…
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Helium: Here we go again, potentially
For the second time in less than 12 months, we are potentially staring at the prospect of another global helium shortage.
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Features
Fit to succeed
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.
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The hydrogen hot potato
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.
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Ever-growing consumption in electronics gases
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.
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Healthcare – an industry hot topic in 2018?
It looks like healthcare and homecare could shape up to be a key theme for our industry in 2018.
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Features
Branding, the path to trust
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 ...
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Features
Dealing with head trash
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 ...
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When actions speak louder than words
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…
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Digitisation is coming
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.
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Out from under the bus
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 ...
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Ammonia: A feedstock providing the platform for electronics
While ammonia is manufactured on a massive scale to help feed the world, it is increasingly used in important reactions in the electronics industry.
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Back to the basics
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? ...
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Dealing 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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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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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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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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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? ...
