Viewpoint – Page 3

  • progress move concept
    News

    Here today, definitely there tomorrow – distributive LNG

    2018-04-25T11:08:00Z

    What seemed to unite everyone in the room today was the belief, or rather conviction, that LNG has a key role to play in the global energy transition and that there is significant potential to be explore in the Europe region, among others.

  • rob cockerill
    News

    Calls to action from hydrogen stakeholders

    2018-04-24T13:59:00Z

    Stakeholders from within and outside of the hydrogen business have aligned in their calls to action here in Amsterdam, writes Rob Cockerill.

  • Opportunity concept
    Features

    Distributive LNG: Understanding the opportunity

    2018-04-04T07:00:00Z

    In the week’s prior to gas world’s Clean Energies Conference, which included a day dedicated to all things Distributive LNG, we asked not only whether you would be there, but could you afford not to be?

  • rob cockerill
    News

    Driven by hydrogen as a future fuel

    2018-03-27T06:00:00Z

    Just four weeks from now, and key stakeholders in the hydrogen business will be gathered together under the same roof at the Beurs Van Berlage hotel in Amsterdam to discuss the evolution – and future needs – of the hydrogen economy.

  • Safety sign
    News

    Why the black hole in LNG safety?

    2018-03-02T15:03:00Z

    The industrial gases business is built upon the Zero Ambition, its absolute commitment to safety. It is a central pillar of the industry; the first and foremost paradigm.

  • Art Waskey
    Features

    Changing methods of sales

    2018-03-01T13:37:00Z

    My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.

  • rob cockerill
    News

    Self-change and diversification

    2018-02-27T12:09:00Z

    Air Water Inc.’s deal for TOMCO2 Systems marks the latest step in Air Water’s overseas expansion strategy, while also representing another piece of M A activity in the CO2 business and related markets – a hive of activity in recent years.

  • john raquet
    News

    Back to the future

    2018-02-26T09:56:00Z

    With more momentum than ever before and its credentials proven, now it is time to re-define the Hydrogen Economy and its future direction, writes John Raquet.

  • 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 ...

  • 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 ...