In just the recent past, “Specialty Gases,” to the Independent Gas and Welding Distributor, were considered mysterious and novel. They were to be purchased from and sold as directed by the major gas companies. Independents regarded these gases as too exotic. The common attitude was “we can never compete with our supplier,” and that mindset persisted for many years.
This began to change as industry consolidation by major gas players impacted the supply chain of the independent distributor and created a situation where the independents found themselves competing with their specialty gas supplier at the end user. At the same time, the manufacturing base began to decline, having a negative impact on the once secure and steady sales of industrial gases and welding equipment and consumables.
With these changes came the need for the independent distributor to re-examine its offerings, to adapt to the changed marketplace, and then do what was necessary to become self-sufficient in order to meet new challenges. The independent, to survive, had to become more, well, independent!
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