Viewpoint – Page 4

  • 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 ...

  • 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, ...

  • 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?

  • 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 ...

  • 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. 

  • rob cockerill
    Features

    Structural challenges continue

    2017-03-02T06:00:00Z

    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.

  • bob croce
    Features

    Liquid air-driven power plants – the next big thing?

    2017-03-01T00:00:00Z

    US cryo equipment makers might soon be in the clean energy business, explains gasworld (US Edition) Senior Editor, Bob Croce.

  • Art Waskey
    Features

    A better outlook

    2017-03-01T00:00:00Z

    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.”

  • Dr Paul Stockman, Linde Electronics
    Features

    Nitrous oxide – Not a laughing matter in electronics manufacture

    2017-02-01T00:00:00Z

    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.

  • Art Waskey
    Features

    Breaking the cord

    2017-02-01T00:00:00Z

    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.” 

  • rob cockerill
    News

    CO2: From a cool subject to a hot topic

    2017-01-31T16:30:00Z

    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.

  • Art Waskey
    Features

    What really comes first?

    2017-01-04T00:00:00Z

    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?” 

  • Merger money ideas concept
    News

    The industrial gas year: 2016

    2016-12-25T00:00:00Z

    Back in April 2015, gas world posed the question, could there be room for one more big deal within the global industrial gases industry?

  • ravin mirchandani
    Features

    Valves, communication and information flow

    2016-12-07T00:00:00Z

    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 ...

  • richard p schweitzer esq
    Features

    The benefits of having “A man in Washington”

    2016-12-01T00:00:00Z

    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?