Month: October 2021

By Ken Thompson & J. R. (Buzz) Campbell The customer has a NEED, the salesperson desires the ORDER, and the marketing department provides the salesperson with the TOOLS to promote the product and services and survey the results. Rather simple and routine until the world of Digitization raised its head.In today’s scenario, the customer’s Purchasing Agent likely won’t see the salesperson, and, if he or she could get an appointment, and showed up with a paper product promotional piece, a specification sheet, or a ‘show & tell’ item, he/she would probably be dismissed as a “dinosaur.” While there is no…

CGA 870 MEDICAL OXYGEN REGULATOR YOKE CONNECTION ISSUE The Compressed Gas Association has published CGA SA-40, Safety Alert, CGA 870 Medical Oxygen Regulator Yoke Connection Issue. This Safety Alert addresses an issue recently brought to CGA’s attention regarding reports of certain medical gas regulator yokes available for purchase and use in the United States and Canada that do not meet CGA standards. Use of these non-conforming regulator yokes may result in these regulator yokes not achieving a proper connection and seal with oxygen cylinders that utilize certain CGA 870 pin-indexed valves that conform to applicable CGA standards. Interference resulting from…

Meritus Gas Partners announced that it entered into a partnership with OzArc Gas Equipment & Supply, Inc., (“OzArc”), a leading independent distributor of packaged gases and welding supplies headquartered in Cape Girardeau, Missouri. Financial terms of the transaction were not disclosed. OzArc operates nine locations throughout southeastern Missouri, western Kentucky and northeastern Arkansas. The business has been owned and operated by the Garner family since its founding in 1945. “Meritus is a great fit for our business and family,” said Bob Garner, OzArc’s principal owner and Chairman. “By partnering with Meritus, OzArc will maintain its independence, brand and identity, and…

Airgas, an Air Liquide company and a leading U.S. supplier of industrial gases, welding technologies, and safety products announced appointments to its executive team. Chief Executive Officer of Airgas, Inc.: Marcelo Fioranelli succeeded Pascal Vinet on July 1, 2021. In addition to his role as Airgas CEO, Fioranelli also serves on the Board of Airgas, Inc. and Air Liquide Group Vice President and member of the Executive Committee. Fioranelli has nearly 30 years of experience in the industrial gas industry in countries like Brazil, China and the US with specialization in strategy, general management and business development, with a focus…

The Butler Gas Products Company Board of Directors voted in support of a new slate of officers effective October 1, 2021.   Longstanding former CEO and second generation owner Jack Butler will advance into the role of Chairman. His daughter, Abydee Butler Moore, Butler Gas President and former COO will step into the role of CEO. Abydee’s mother, Elissa Butler, continues as Treasurer. After growing up in the business, Abydee joined the Butler Gas Products team full-time in 2009 and purchased 20% of the company in 2015. As third generation owner, she is responsible for the successful implementation of the company’s 100 Year Plan.…

With suggested tools that will make the biggest impact by Thomas J. Armitage, site-seeker, inc. With COVID behind us, it’s time to re-focus on our pre-pandemic priorities. For most of us, that’s back to the old grind: finding ways to generate more sales and more revenue for our companies. The past 18 months were tough on many companies. Sales and marketing is the best place to start when looking to make the most significant impact on your bottom line. Here are five areas to focus on to generate more sales this year. Local Optimization Featured Tool: Yext For local companies…

After the introductory marks, Abydee welcomed the six participants for the morning’s opening session, “The CEO Track.” She was joined on stage by industry stalwarts: Jason Krieger, Jenny McCall, Richelle Smith-Brecht, Mark Raimy, Wally Brant and Alex Kennedy. The panel followed the SWOT analysis: Strengths, Weaknesses, Opportunities and Threats. “The CEO is not a reward, it’s not a medal and it’s not somewhere you park somebody when they get old. It’s an active job and an active duty. To me, a good day as a CEO is being visible,” said Indiana Oxygen CEO Wally Brant. “Be engaging with your people.…

The term “Made in the USA” is one that is familiar to everybody. We’ve seen it on packaging. We’ve seen it in commercials, usually accompanied by flags waving, baseball in the background and apple pie coming out of the oven. And research suggests that the term does more than evoke feelings of patriotism. It can actually drive consumer spending and habits. But the term “Made in the USA” and other similar claims, like “American Made,” are more than just branding and sloganeering.  Made in the USA is actually a federally protected designation from the Federal Trade Commission.  According to the…

“Cause I love the adrenaline in my veins, I do whatever it takes.” I know, you’re asking, what is he talking about? It’s from a song by Imagine Dragons, and it’s that song that I go to when I’m stuck. And it’s not exactly about the lyrics, I don’t think I could recite more than a couple of lines. It’s more about the beat, the bounce, and the title. It gets me going. I just love the thought that you can do whatever it takes to find your way through it, to finish, to go all out for the W,…

By Mike Emerson, Indian River Consulting Group For salespeople, the top predictor of income should be performance, not tenure. But, all too often, it’s the other way around. The truth is traditional sales compensation plans that are tied to territory and tenure no longer work. If you haven’t already updated your sales compensation plan to meet pandemic-induced changes in how sales teams interact with customers, it’s time to act. As we examine in NAW’s What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, the key is to make sure your updated sales compensation plan is the right one. The role of…