Author: GAWDA MEDIA

By Paul Bernier and David O’Guin With many years of experience in the Industrial Gas/Welding supply industry, I have learned that many companies do not truly offer safety services and supplies in their product mix. It is understandable, since the margins are not in line with what we enjoy in gases. But, if you are not providing safety products to your industrial customers, who is? Our main marketing objective is to try and provide as many products as possible to our customers, adding more line items to our invoices, truly striving to be a one-stop provider, as much as possible.…

by Frank Kasnick, IWDC President and CEO I have not met an Independent, whether part of our group or not, who isn’t struggling with their e-commerce strategy. Usually, the discussion starts with “should we sell online?” The prospect is quite tempting – put up a webstore and sit back and take credit card orders. If only it was that simple. That is not to say there isn’t opportunity in the B2C arena. If done correctly, it can lead to some incremental sales with a fairly low fixed cost. Members who are committed to this customer segment are leveraging their existing…

By Paul Banuski What is the responsibility of a manager when he/she suspects an employee may be struggling with depression, anxiety or other mental health challenges? It’s not an unreasonable question, and it is one that every supervisor should be prepared to answer, considering that 1 in 5 Americans will be diagnosed with a mental or behavioral health issue this year, according to the Center for Disease Control. Whether it’s an anxiety disorder, PTSD, post-partum depression, bipolar or any other number of conditions, mental health issues can be a disruptive part of an employee’s life that can lead to struggles…

2021 will see the return of two Regional Meetings after all were postponed in 2020. The 2021 Spring Management Conference and Annual Convention will not be the only opportunities for GAWDA members to network and learn in-person in 2021. After all the 2020 Regional Meetings were postponed in 2020 due to COVID-19, this year will see the return of the Northwest Regional Meeting in Sunriver, Oregon, from July 21-23, and the Seven Springs Regional Meeting in Seven Springs, Pennsylvania, from August 24-26. Previously scheduled Regional Meetings in League City, Texas (Southwest Region), Galloway, New Jersey (Northeast Region), and Oregon, Ohio…

By Tom Badstubner, Marilyn Dempsey, Michael Dodd, Rick Schweitzer and Steve Guglielmo In the First Quarter 2021 issue of Welding & Gases Today¸ GAWDA’s consultants discussed how the incoming Biden administration may differ from the outgoing Trump administration. Now that the new Congress and White House have assumed power and cabinet secretaries continue to be confirmed and policy proposals start to take shape, the consultants revisited the topic of how a new ruling party could impact the day-to-day business of GAWDA members. Thank you to Tom Badstubner, GAWDA’s FDA and Medical Gases Consultant, Marilyn Dempsey, DHS, EPS and OSHA Consultant,…

By Jay Spielvogel, Venator Sales Group, LLC “The greatest sales call our new reps make is on us during the interview. Everything goes down-hill once we hire them.” “At best, our new salespeople are glorified pre-sales relationship managers. They deliver quotes and proposals without any qualifying or critical thinking.” Unfortunately, these are all too common complaints we hear from sales managers across the globe. In truth, very rarely is the interview a “great” sales call on the part of the sales rep. More likely, it was simply the culmination of a “bad” buying process, where we end up getting exactly…

By Mike Marks, Indian River Consulting Group As the global pandemic marches on, small business owners might be looking at their 2020 business plan and wondering if it’s even worth putting a plan together for 2021. It’s tempting for business owners to want to stay light on their feet and be ready to pivot as things change. But companies that are accountable to shareholders can’t get away with that. Shareholders need to know what to expect and understand the risks they face in 2021. Despite the uncertainty of the markets, uncertain supply chains, massive changes in customer sourcing behaviors, and…

By Steve Guglielmo and Brian Beaulieu GAWDA Chief Economist Brian Beaulieu is renowned throughout GAWDA for his clear-eyed forecasting and straightforward presentation. As CEO of ITR Economics, his track record for forecasting our industry is unmatched. At GAWDA Conventions and SMCs, his presentations are widely anticipated and GAWDA members have spoken at length about how they use the reports from ITR Economics in their own company projections. Throughout this year, which will come to be remembered for the havoc that COVID wreaked on our economy, Brian and his team have said at every turn that our businesses would recover quickly.…

By John Campbell and Maura Garvey We all experienced hardship and some real loss during 2020 with COVID-19. However, our industrial gas business pitched in to the treatment of COVID with strenuous efforts by providing significantly increased O2 to hospitals during the surges in cases and hospitalizations. That additional O2 assisted in treatment of the terrible patient breathing affliction with increases in O2 respiratory therapy and with higher volumes softening the very difficult intubation procedures. That O2 service will continue with the second surge well into 2021. In mid-December, the fast development of the first COVD vaccines by Pfizer-bioNTech (Pfizer)…

By Bob McEniry Describing an eight-decade company as “youthful” and “dynamic” might seem like an oxymoron. However, examining the progression of nexAir illustrates a whole different view of the word “old.” The company has evolved and excelled in an industry that has seen significant changes in distribution roles. Established in 1940, nexAir was formed to distribute packaged gases in a small geography where major gas producers needed service capability. Originally named Standard Welders Supply, the company was initially highly dependent on its gas supplier for producing, packaging, and providing cylinder gases. Over the next 80 years, the whole industry landscape…