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…
For the second time in less than 12 months, we are staring at the prospect of another global helium shortage.
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...
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.
It looks like healthcare and homecare could shape up to be a key theme for our industry in 2018.
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...
This week I heard all of the following comments from one rep:
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 carry the following percentages of importance:
Early last week, I was a veritable bag of nerves as I anticipated stepping up to the gasworld stage for the first time to present to an audience of around 300 intelligent and inquisitive industrial gas...
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...
