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Welcome to Phoenix!
Gary Halter is GAWDA’s 2023-2024 President as well as President of Indiana Oxygen Company. He can be reached at 317-808-4060 or by email at garyhalter@ indianaoxygen.com
Hello GAWDA Members and friends and a HUGE welcome to Phoenix and to the beautiful JW Marriott Desert Ridge Resort & Spa. Kathy and I are very excited to spend time with you at the 2024 GAWDA Annual Convention! Our goal is to continue with the 2024 Theme of “Lead with Purpose, Serve with Heart” and keeping in mind the four Pillars of Leadership: Teamwork, Chemistry, Humility and Gratitude.
We hope that this year’s agenda will give you plenty of time to deepen existing relationships. For those new to GAWDA, please tap into the knowledge of our industry veterans through the Young Professionals Committee and other committees. There will be many opportunities to learn, grow and make some new friends, so please take advantage of it.
Recently, the word “family” has been coming up more and more often, due to some different circumstances that have taken place throughout our industry. A couple of industry legends have commented on the GAWDA family culture: “The outpouring of love from the industry has been very touching. We really do have a FAMILY industry!” Another individual commented, “The countless messages, calls and well wishes have truly reminded me just how much of a family this industry is. It’s clear we’re not just business partners – we’re a community that looks out for one another.” I don’t think many other industries can truly say that.
With the help of the GAWDA staff and the Planning Committee, we have put together a jam packed, value-added agenda for you including, for the 3rd year in a row, the Networking 360 event right before the Contact Booth Program. We have an outstanding lineup of speakers that we believe will provide tremendous take-home value while also having some fun and laughs.
I think I should spend a little time talking about my time on the GAWDA Board and the outstanding journey it has taken me and my family on. Due to COVID, and other circumstances, I have been on the board for more than
continued on page 8
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six years. The time spent with the outstanding GAWDA Members, GAWDA Volunteers, GAWDA Staff and GAWDA Media these years have truly been some of the best times of my life, and I think Kathy would agree. We have met so many great people, so many new friends, worked with the best of the best in our industry and have developed relationships that will last a lifetime.
I have thoroughly enjoyed working with all our amazing committees. They bring tremendous value to our members. With that said, I have a tremendous amount of Gratitude for the team at Indiana Oxygen. Due to their excellent leadership, teamwork and commitment to our customers and to the company, I can say we did not miss a beat during the time I spent away from IOC due to my responsibilities within GAWDA. I am so proud of the IOC team and cannot thank them enough for their understanding, their attendance at the many GAWDA events and, more than anything, their love and support of me during this year. The momentum that our industry and our association have at this time is outperforming most other associations and industries. We are winning!
I must admit, being GAWDA President is not always easy. There are challenges. But I would challenge anyone who has an interest in volunteering for a committee or becoming GAWDA President…JUST DO IT! Get out of your comfort zone. Doing so may take you on one of the best journeys of your life.
Engaging Your Staff to Take Advantage of What GAWDA Has to Offer
John Ospina is GAWDA’s Executive Director. He can be reached at GAWDA Headquarters in Hollywood, FL, via telephone at 844-251-3219 or via email at jospina@gawda.org.
GAWDA has plenty of opportunities to help staff not attending the National or Regional meetings stay engaged and improve their skills. Here are some ways GAWDA can help keep your staff engaged and develop the next generation of leaders for your company.
Encourage your employees to apply for a GAWDA Scholarship. These scholarships are also available to family members of GAWDA company employees. They’re an easy and free way to give back to your employees. For more information, go to www.gawda.org/resources/ gawda-scholarships-program.
Encourage your staff to apply for a Women of Gases and Welding (WGW) Grant to attend the University of Innovative Distribution (UID) at Purdue University, which offers a Professional Certificate in Innovative Distribution. For more information, go to https://www.gawda.org/about/ committees/wgw-education-grant
The University of Innovative Distribution (UID) is also available to all GAWDA members for a reasonable price and takes place once a year in March and is a great and affordable way to keep your management team sharp and ahead of the competition. Choose from six different tracks which include: Distribution Strategy, Leadership/Professional Development, Management (Including HR), Marketing, Operations, and a Sales Track. To download the complete brochure or register online go to www.gawda.org/ university-of-innovative-distribution-2/.
If you’re a GAWDA distributor, the free CGA Publication Program is a great way to access the more than 300 CGA publications. CGA and GAWDA have partnered for several years to keep our members and the industry safe. Each year, we look at more ways to do just that. By signing up, you get notified of upcoming seminars, added benefits and much more. Even if you don’t see the need for it today, a time will come when being a registered participant will pay off. It’s easy to do, just follow the prompts at www.gawda.org/resources/ cga-subscription-program
GAWDA has an extensive archive of safety and economic documents, as well as past webinar recordings on our members-only site. These folders include documents on sample safety practices, an archive of past and current issues of our consultants Safety Organizer which cover issues on DOT, FDA, OSHA, EPA, medical & specialty gases and Government affairs. They also include an archive of our quarterly ITR Economics reports and recordings of many past GAWDA webinars. All GAWDA member companies and their employees can get free access to this information through the members only site by clicking on the “LOGIN” button on the top right of the GAWDA site.
Every employee should know that our GAWDA Consultants are available, not just for company leadership, but for anyone in your organization that has questions on issues they may be facing. Encourage your staff to learn who our Consultants are and their areas of expertise.
continued on page 12
Desk DIRECTORS
Their contact information and specialties can be found at www.gawda.org/ join-us/consultants
GAWDA is always adding new offerings that members can take advantage of. Encourage your staff to get acquainted with all our new and existing programs. This year alone we’ve added:
• The Free Compensation Dashboard hosted by Alex Chausovsky from the Bundy Group, LLC.,
• The New ACE Driver Training program hosted by National Propane Gas Association.
• The New Cerity Partners Retirement Consulting Services.
All these programs have been launched with an accompanying free webinar where the programs were explained, and member questions were answered. These webinar recordings are available on the members-only site. There is no replacement for personal interaction between members. Digital meetings and content continue to have strong support from our members. Some of our standing committees have begun scheduling annual networking and Peer-to-Peer webinars to encourage more interaction. These committees include the Women of Gases and Welding (WGW) and the Young Professionals committee. Visit our industry Calendar at https://www.gawda.org/events/ each month to see all the offerings that are taking place.
I hope more of you continue to take advantage of the wealth of information and support GAWDA offers through our new programs, consultants, online portal and webinar offerings. Get ahead of the pack by staying engaged and informed. As always thank you for your continued participation in GAWDA.
The Number One Member Benefit
Steve Guglielmo is GAWDA Media’s Editor-in-Chief. He has more than a decade of experience working with industrial associations. He can be reached at steveg@gawdamedia.com.
I’ve written in this column before that I’ve spent my entire career working with associations. This is my fifth year working with GAWDA Media and before that I spent ten years working for a similar association publisher. And with both jobs, the number one member benefit was the networking opportunities that happened at the national conventions.
But here is a secret you might not know about me. Networking doesn’t come easy to me. At all. I’m the guy at parties who stands over by the wall and talks to the one or two people I came with. And that’s on the rare occasion I go to the party at all. My social battery drains pretty quickly. It’s not that I don’t understand how important it is. I absolutely do. And I envy the people who are able to walk into any room and make friends with anyone. My best friend is like that. I call him the mayor, because he seems to know everybody no matter where we go. But I’m just not wired that way.
So, I appreciate even more how GAWDA goes out of their way to facilitate networking opportunities throughout the conference. It’s intimidating to walk into a party and feel like everybody already knows one another. And GAWDA does feel like a big family. Shoot, if you read Gary’s column, he literally used that exact word. But that didn’t happen by accident. GAWDA makes it so that even people like me, who aren’t natural networkers, have every opportunity to do so.
Just on the very first day of the conference there is the Newcomers Reception, where first time attendees get the opportunity to meet
GAWDA Board Members, Past Presidents, Committee Chairs and the GAWDA HQ team, in addition to fellow newcomers, before the Welcome Gala in an intimate setting, That way, when they go to the huge setting of the welcome gala, they will have already met friends that they can talk to for the rest of the conference.
The WGW Committee also does a great job of hosting a mixer on the first day of each national conference for the same meeting. These smaller gatherings allow the women to meet each other before the conference kicks off so that throughout the conference, they have friendly faces they have already met from the very start.
Then, of course, there is the Networking 360 and Contact Booth Program, which are the best Networking Opportunities in the industry. The Networking 360 Program debuted just three years ago and is already one of the most popular programs GAWDA offers. It is speed dating for GAWDA members, which allows members to not only meet other members but also to form business partnerships. What more could you ask for?
And then, peppered throughout the Annual Convention, are the hospitality events, which are also a great opportunity to meet fellow members in more relaxed, intimate settings.
So, if you’re an introvert like me, networking might not come easy. But even I’ve managed to make some very close friendships throughout the industry. You can’t help it when you come to GAWDA. And that’s why networking remains the number one member benefit GAWDA offers. See you in Phoenix!
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Life After the Presidency
Obviously, this is a very special year for our entire family at the 2024 Annual Convention. It’s an honor to have this opportunity to share my thoughts as one of a long list of Past Presidents who have unselfishly served in this role.
Back in 1997, Rod Belden and I made a trip to Wisconsin, hosted by Bill Higley on a fact-finding mission, while we were preparing to break ground on a new facility. We spent a couple of days with
Bill. He was clearly instrumental in our master plan! As he was taking us back to the airport, he started a discussion with me about getting more involved with GAWDA. He suggested that I consider getting in line to move through the chairs. Of course, Rod, who was riding in the back seat, agreed whole-heartedly with Bill. Just what I needed, two guys, whom I thought the world of, trying to convince me to give it more thought. It only took me about 30 seconds to respond that the time was not right. I respectfully declined the opportunity.
Sometime later, the governing body of GAWDA grew more concerned with the actions of the independent management company who was managing the association at the time. Eventually, the relationship reached the point of no return, which required immediate action. Given our strong relationship with AWS, Ray Shook offered support to help GAWDA bridge the management gap. About the same time, past president Britt Lovin again approached me to get involved and this time, for me, the time was right. A couple of years later, John Ospina and I interviewed three potential candidates to lead our association. Following those interviews, I began to question why we are doing this, given the support AWS had provided GAWDA. With Ray’s support, and that of Ned Pontius, Tom Biedermann, and the board, we made the move to self-manage our organization.
This is a new column where former NWSA and GAWDA presidents reflect on their time as President of the association also let readers know what they have been up to since their time as President.
As we all know, there is nothing more constant about change than change itself. GAWDA has always faced these challenges head-on and with resiliency and found ways to transform those challenges into opportunities. Whether they be industry consolidation, the Internet, recessions or supply chain issues, it’s in our DNA to find our way to continued success!
I would like to take the liberty to share my thoughts about our organization. I believe strongly that the past, present and future success of our organization rests with our members. You are all solid individuals with a real passion for our association. To whatever extent your comfort level is, get involved. “Go for it!” You will be so amazed at what you get in return! I promise, you will never regret your involvement, because you will expand your business relationships and create lasting friendships that will stay with you for the rest of your life and are priceless!
I would like to share some closing comments. First, I would like to thank John Ospina and the entire team for their unwavering support for our organization. From the audience, you simply have no idea how hard these folks work to meet the expectations.
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PRESIDENCY Life After
I would also like to commend Gary Halter for both his personal and professional accomplishments throughout his career. Gary’s commitment to GAWDA has been unwavering from the beginning and his year as president was no exception! I’ve known Gary for more than 25 years and what you see is what you get! Folks, you saw it for yourself, Gary had an incredible year leading GAWDA, and I am very proud to share that he is one of those priceless lifelong friends that I will treasure for eternity.
My final thoughts are those of a very proud father. As a young man, Eric had mentioned to his mom that he didn’t want to follow in his dad’s footsteps. He wanted to pursue a career in law enforcement. After his sophomore year of college, he worked at a cattle meat processing plant for the summer. Guess what, the next year he was painting cylinders at O.E. Meyer! With his last name, he knew he had to work harder to earn the respect of his peers. It has become part of his DNA, and his results speak for themselves.
Your entire family is very proud of you as our son, husband, father and uncle and now soon to be the next President of GAWDA!
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CONSULTANTS
Final GAWDA Consultant Roundtable for 2024
With an election coming up, GAWDA
Consultants
discuss a flurry of regulatory activity to conclude 2024
BY TOM BADSTUBNER, MARILYN DEMPSEY, MICHAEL DODD, RICK SCHWEITZER, AND STEVE GUGLIELMO
The GAWDA Consultant Program is a GAWDA member benefit that is included as part of your member dues to the association. It is consistently rated as one of the most valuable member benefits that GAWDA provides. Between the four of them GAWDA’s consultants bring more than 150 years of industry-specific experience to the association.
The GAWDA Consultants will be on-hand in Phoenix at the GAWDA Annual Convention to discuss the flurry of regulatory activity that has been handed down in summer 2024. With election season in full swing, Washington is in overdrive looking to shape the issues of the day. And, as always, GAWDA’s consultants are always available to explain what it all means for our GAWDA members.
Thank you to Tom Badstubner, GAWDA’s FDA and Medical Gases Consultant, Marilyn Dempsey, DHS, EPA and OSHA Consultant, Mike Dodd, DOT Consultant, and Rick Schweitzer, Government Affairs and Human Resources Consultant, for lending their time and expertise to discuss these important topics. The following is a lightly edited transcript of that conversation.
WELDING & GASES TODAY: This is the last roundtable of the year. With that said, it will come out before the Convention and will be on hand at the Convention. It will also come out before the Professional Compliance Seminar in October. We touched on the Professional Compliance Seminar a little bit in the 3rd Quarter magazine. Is there anything that we didn't touch on in the Q3 magazine, that we wanted to discuss today?
TOM BADSTUBNER: Since then, our presentations have been refined a little bit. On Tuesday of the seminar, I'll be covering a detailed look at CFR213, the new medical gas regulations, at a detailed level. This will include some other parts that are also being newly applied to the industry, like 314 annual reports for manufacturers. The FDA will be talking about the new regulations.
MARILYN DEMPSEY: Similar to Tom and the FDA regulations, OSHA has changed the Hazard Communication Standard, 29CFR1910.1200. These changes move the Hazard Communication standard’s alignment from the UN Global Harmonization Standard (GHS) version 4 to GHS version 7. One of the biggest changes to the standard concerns hazard classifications. Specifically, the “Intrinsic properties.” OSHA requires the hazard classification to now include any hazards associated with the chemical’s intrinsic properties including:
(A) a change in the chemical’s physical form and;
(B) chemical reaction products associated with known or reasonably anticipated uses or applications.
OSHA has not defined what “common use,” means and it could be any process. This new requirement opens a Pandora’s box because the interpretation will be made by the local inspector. For instance, shielding gases, oxygen and acetylene, are used in welding or brazing applications. These processes create fumes that could potentially be harmful, so this may need to be recorded on an SDS.
What is going to be considered a downstream hazard? The people who define hazards (like CGA) and those who create the SDS have a lot of work to do in the next year and a half.
And every SDS that has a significant change will have to be redistributed.
GAWDA CONSULTANTS
Also, the verbiage on several labels will be changed. Not significantly, but again, the local inspector will have an opinion on if a modified term is significant. The question for the distributor is, do you want to argue that significance with the inspector?
A cost analysis is posted in the Federal Register for the changes to labels and SDS. The costs appear to be rather low, but OSHA feels that, “chemical manufacturers and importers periodically review, revise, and update the electronic templates they use to create SDSs and labels” so the costs should not be that great and all costs should be realized in the first year of compliance.
Another cost analysis for NAICS code 325120 at “small entity” companies there will be 1.4M labels and 602 SDS affected by this revision (p. 44177 Federal Register) – that is a lot of labels to be changed!
Within the Federal Register there are several cost analyses, and the bottom line is that we have a lot of work to do: revising SDS, revising labels, revising your company’s Hazard Communication Program and training employees. I’ll be discussing the changes and how they’ll affect our industry; as well as covering the components of a safety program at this fall’s Professional Compliance Seminar – Oct 22-24.
TOM: If we store our bulk product as a liquid and then vaporize it you get a change of state that creates more regulation.
MARYLIN: It's a bit gray. We talk about manufacturing gases but in one article I read on the revised standard it mentioned that Soda cans on a shelf may need a separate SDS because of the recycling of the aluminum can. The inclusion of downstream product use is a large concern to those who write the SDS. I talked with Asterisk about their SDS and writing them; they're saying they've got to be careful defining normal use versus recommended use. I've also talked to label companies as well as CGA staff and it comes down to how a downstream hazard is defined.
WGT: How about you Mike?
MIKE DODD: My day is going to be so much easier. My day is Thursday, and a lot less new, as far as regulations go. Tom and Marilyn are covering a lot of new regulations, but thankfully with the things I’m covering, nothing has really changed. My day will be about filling cylinders. High pressure cylinders, liquified like CO 2, cryogenic like with our cryogenic liquid containers. And I'm going to be putting special emphasis on the markings on the shoulders and markings on the package. Telling people what those
markings mean. They will better understand the package they're dealing with. Then I'll be talking about things we'll be looking for during their inspection. Defects, problems and things that would make the cylinder unsafe. Putting the molecules in the cylinders is actually very easy. I emphasize the safety of the package, and the rest of the system takes care of itself pretty well. We'll have a full day of filling cylinders with lots and lots of pictures.
WGT: I know we've hit this before, but it probably bears repeating; there is a simulcast component but there is a benefit for being there in person. You lose something by not being there, correct?
TOM: You do. You lose engagement and networking. That’s valuable. However, there are also some really valid reasons for doing this remotely. If you live in California and you only want to come for the Wednesday topic, it's a big trip for one day. There are legitimate times for people to choose the online version, even though you miss out on the networking. You also get less amazing lunches from Weldcoa if you aren’t there in person. So, there is legitimate place for the online version. We started these because we really had to, during COVID, and for now we'll be continuing hybrid seminars for those who want the networking experience and still keep open the remote for those who can't travel. We still want them to have the information.
MARYLIN: The fall training will focus on Hazard Communication. Meanwhile, Rick and I are waiting for the heat illness prevention program that is a proposed rule. The government seems to be working on things fast and furious, likely because the elections are coming up.
RICK SCHWEITZER: The proposed rule to prevent heat injury and illness for workers was published in the Federal Register on August 30; comments are due by December 30.
WGT: In the July 15th Safety & Compliance section of the GAWDA Connection, we touched on a few issues I was hoping to touch on. Specifically, “Federal court issues preliminary injunction against the non-compete rule,” “Federal court enjoins the overtime rule as to state of Texas,” “DOT secretary asserts the marijuana reclassification will not affect drug testing requirements,” “OSHA issues proposed rule to protect workers from heat illness & injury” and, of course, the big one, “Supreme Court decisions
GAWDA CONSULTANTS
push back on agency overreach.” Rick I'm going to toss it over to you. What's going on in the world of Washington?
RICK: The Department of Labor overtime rule went into effect July 1. There are at least two cases that have challenged this in Federal Courts in Texas. One case has a preliminary injunction, but it only applies to the state of Texas as an employer. It does not impact private employers. There's another case involving the U.S. Chamber of Commerce, the Texas Chamber of Commerce and others, where the judge is considering a preliminary injunction, but we don't have a decision yet. So, that has not changed since the last time we talked.
On the FTC non-compete ban, a federal court judge in Texas issued a permanent injunction and held that the FTC did not have authority from Congress to impose such a ban. So, the rule will not go into effect.
But there's another case that was brought into federal court in Pennsylvania, where the judge took the opposite approach as to whether or not the FTC has the authority to implement this type of legislative rule. The judge found on behalf of the FTC, and said, “Yes, they have authority, and this ban can go into
effect without a preliminary injunction.” Two separate courts going separate ways. This will have to be decided in the Court of Appeals at some point and might end up at the Supreme Court at some point. That's where we are today.
On the DOT marijuana reclassification, we are at the same place as before. The Drug Enforcement Administration wants to reclassify marijuana as a schedule III in the Schedule of Controlled Substances, which seems to be a more appropriate classification based on its actual properties and medical uses. There is a question as to whether or not that will impact DOT's ability to require marijuana testing for truck drivers and other transportation workers. The Secretary of Transportation has testified before the House saying “No, that's not a problem. We don't see that as a legal issue, because the statute that authorizes us to test for drugs specifically mentions cannabis by name and does not say that we can only test for schedule I and schedule II, which is the issue here.” This is an unresolved matter at this point. We're going through the rule making now and ultimately this will be up to the Department of Health & Human Services and the DOT to resolve. My expectation is that DOT is still going to require testing for marijuana. Everyone in the transportation
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industry wants to continue testing truck drivers and airline pilots for marijuana. I think they will find a way to continue the program as is.
The only other thing I'd say is that we have an election coming up, which will have a huge impact on regulatory changes. One area is more defined: mandates for electric vehicles. Right now, the Biden administration has an aspirational goal of having 50% of all U.S. vehicle sales being battery electric vehicles by 2030. When she was running for Vice President in 2019, Vice President Harris issued a policy saying she wanted to be more aggressive and see 100% electric motor vehicles sold in 2030. In speaking to the Republican National Convention, former President Trump said that he will repeal all electric vehicle mandates on the first day in office. I'm not sure exactly what that means, because there are a number of different things that could apply to EPA, SEC, DOT car requirements etc. He is anti-electric vehicle mandate. That is one significant pathway where regulatory policy will be affected by the election results.
WGT: The outcome of the election will have an effect on policy/regulation. If Harris wins it would be status quo. If Trump were to win it would be, at least in some ways, a reversion to the four years prior. Is that fair to say? Do you have any advice to members, or is more or less just wait and see?
RICK: To the extent that we have regulations in place or scheduled to go into place, then you have to assume that they will be enforceable after the election. If that changes, should Mr. Trump win, then yes, there will be a 180-degree pivot in regulatory policy. You simply have to, going forward, behave as if the status quo will remain in effect.
WGT: Is there anything regulations-wise you want to leave members with, knowing that this is the last issue of the magazine for 2024?
Roundtable GAWDA CONSULTANTS
MIKE: Not so much any regulatory things. This week, I was reminded that we have members receiving emails that look extremely official from DOT and they're nothing more than scams. This was a brand new one for me. Someone was trying to get one of our members to fill out an NCS5889 (a new entry or change of status as motor carrier.) This is a long-established company, and he was wise enough to call me and I looked at it and said this wasn't right. They had a link in their email that took them to the real DOT website. I said, “Listen; contact this helpline number. They immediately said ‘that is a fake email. that is not us.’ If you want to report it, you can report it to the FBI or antispam organizations.” DOT isn't one to send out reminders to do something. I've had organizations calling our members trying to get them to update their MCS150 through them in order to get a fee for it, when it's free on the DOT website. Our members just need to be aware that if they get anything that's through DOT via email it's best to contact DOT, or me or Rick and we'll let them know if it's junk mail or a bonified notice.
TOM: From an FDA perspective, there are two things. First, this would be a great time to take care of your CARES Act reporting. Beginning next year, we'll have a lot of work to do regarding new procedures and the CARES Act is not going to go away. If you haven't submitted your CARES Act in the past three years, contact us and we'll give you a sheet on how to do that.
We've had some pretty significant inspections recently. I’d remind members that the FDA is still out there and doing inspections. Continue to do well on FDA audits.
MARILYN: Two things. First, the hazard communication standard that came out includes training. Which means companies must have a written program and train their employees on that program. And if/when the heat illness prevention plan comes through, OSHA is requiring that employees have participation in the creation of the program.
The best thing that any manager or owner can do is “management by walking around.” Walk around, talk to employees, find out if they're following your procedures. Ask them questions. See where their pinch points are. It will make 2025 easier to step into. When in doubt call your consultant!
Lessons Learned: Elevator Delivery of Cryogenic Liquids
GAWDA members share their experiences in their own words.
BY MARILYN R. DEMPSEY, GAWDA DHS/EPA/OSHA CONSULTANT
Marilyn R. Dempsey, Safety Dragons Workplace Consultants, LLC
940-999-8466
marilyn@safetydragons. com.
The following is an excerpt from the GAWDA Safety Organizer, a monthly bulletin sent to GAWDA members. For more information on the GAWDA Safety Organizer, or to read past issues, visit the GAWDA.org Members-Only Section.
Not every delivery is ground level or to a loading dock in a one-story building. In many areas, especially urban and metropolitan areas, deliveries to multi-story buildings are the norm. Deliveries of cryogenic liquids present a unique hazard when transported in the enclosed space of an elevator. What’s your company policy or practice?
LESSON FROM A CLOSE CALL
One day a route driver was at a customer site that required delivery of multiple cryogenic liquid nitrogen containers on multiple floors. The building manager did not have a way to control the elevator and have it travel directly to the designated floor. Therefore, the driver typically requested the assistance of a second company employee. Together, they would load three or four 265L liquid nitrogen cylinders on the elevator and select the desired delivery floor. The driver would then meet the elevator at the selected floor.
There were four floors between the loading dock and desired delivery floor, and if someone between floors hit the button, the elevator would stop, and that person may or may not ride the elevator with the liquids. On this day, the elevator became stuck between floors and required service from an elevator technician. Fortunately, there was no one on the elevator with the liquids. However, the elevator remained inoperable for four hours with four liquids inside until a technician arrived and performed the repair. During this time, it is unknown if the liquids vented naturally, but was highly likely.
LESSONS IDENTIFIED:
• An elevator (passenger or freight) is a confined space, as there is generally only one way in and one way out. Elevators have a limited interior volume (350 to 450 scf, typical).
• Typical Pressure Relief Device discharge of a cryogenic liquid is 6.7 to 11.0 scfm @ 120% of the set pressure.
• Cryogenic liquid contents may create or contribute to a hazardous environment when released inside an elevator (e.g., asphyxiant, oxygen enriched).
• Deliveries have occurred by the driver when staff from the company was limited or absent from the building. During such occasions the driver would ride the elevator with the liquid.
ACTIONS TAKEN:
• The customer agreed to assist in all future deliveries.
• Customer was able to configure the elevator to travel directly to a designated floor.
• Revision to company policy to prohibit deliveries in an elevator in an unoccupied building
• Use of warning signage placed on the liquids or across the opening of the elevator warning of the hazards and restricting occupancy when in use for delivery.
• Affirmation and retraining of company delivery policy to include:
` CGA publication PS-45, “Transport of Compressed Gas Cylinders and Cryogenic Liquid Containers in Elevators”
` GAWDA Safety Best Practice, “Transport of Pressurized Cryogenic Liquid Containers in an Elevator.”
DOT Filing System
BY MICHAEL DODD, GAWDA DOT CONSULTANT
GAWDA DOT & Safety Consultant Michael Dodd is president of MLD Safety Associates in Poplar Bluff, MO. Members can reach him at 573-718-2887 and at MLDSafety@hotmail. com.
The following is an excerpt from the GAWDA Safety Organizer, a monthly bulletin sent to GAWDA members.
For more information on the GAWDA Safety Organizer, or to read past issues, visit the GAWDA.org Members-Only Section.
Members have asked me how they should keep their DOT files. DOT allows you to keep them in just about any fashion that you wish provided the driver qualification and the drug and alcohol files are kept secure with authorized access only. Here is a suggested method that I have put together for members in the past that seems to work well. These items do not cover every situation, but they will certainly help our members.
HERE ARE WHAT THE BULLETS STAND FOR:
• = Hanging File Folders (retention period)
o = Manila File Folders (retention period)
HERE ARE THE FILES AND THE SUGGESTED TAB TITLES:
• DOT Filing System Table of Contents (place this sheet in the file)
• MCS-150 (current information)
• MCS-90 (current)
• Hazmat Registration (3 years)
• Unified Carrier Registration (only if CMVs in interstate commerce) (3 years)
• List of Drivers (current)
• List of Commercial Motor Vehicles (current)
• Accident Register
o Accident Register (3-year retention)
o Accident Register and Accident Report Forms (blank forms)
• DOT Accidents
o (place actual DOT accidents into separate manila folders)
• Company Policy regarding Alcohol & Controlled Substances (current version)
• Annual Summaries of Drug & Alcohol testing (5 years of summaries)
• Driver Supervisor D&A Substance Abuse Recognition training (current)
• Documentation of Brake Inspector / Adjusting training (if a company employee, retained by the motor carrier for the period during which that individual is performing annual motor vehicle inspections for the motor carrier, and for one year thereafter)
• Documentation of Annual Inspector qualifications ( if a company employee, retained by the motor carrier for the period during which that individual is performing annual motor vehicle inspections for the motor carrier, and for one year thereafter )
• Schedule of Commercial Vehicle Maintenance (current)
• Vehicle Maintenance Files (The records shall be retained where the vehicle is either housed or maintained for a period of 1 year and for 6 months after the motor vehicle leaves the motor carrier's control.)
• Leased Vehicles (maintenance lease only) (copies of the lease agreement; Schedule A) (current)
GAWDA CONSULTANTS
Safety Alert
• Roadside Inspection Reports (copy of the inspection and any repair bill kept for 1 year) (suggest 2 yrs. because of the SMS program)
• Previous DOT audits (either State or Federal)
• Driver Qualification Files (kept for 3 years after leaving or ceasing driver functions)
o DQ file folder
o Driver Drug & Alcohol File folder
• Hazmat Training (training required every 3 years) (keep for 3 years)
• Security Awareness Training (training required every 3 years) (keep for 3 years)
• DOT Security Program (these three items only if you are required to have a security plan)
o Vulnerability Assessment (used for the security plan) (current)
o Security Plan (current)
o In-Depth Training on Security Plan (training required every 3 years) (keep for 3 years)
• Post Trip Month 1 (only required when something is found defective) (3 months)
• Post Trip Month 2
• Post Trip Month 3
• Post Trip Month you are currently working on
• Special Permits (copies of the permits and training on the permits for anyone that handles the special permitted package) (3 years)
• Shipping Papers / Manifests (keep for 2 years)
• Cargo Tanks (U1A forms) (permanent) (Periodic testing documents except for 173.20 exceptions (25.3 psig and under)) (current)
Many people do not have their employees doing their own brake adjustments or annual DOT vehicle inspections, so they would not need the above 2 files documenting the training certifications (Documentation of Brake Inspector / Adjusting training, Documentation of Annual Inspector qualifications).
Many people do not have a maintenance lease set up for their vehicles, so they will not need the file titled “Leased Vehicles”.
Having these files set up and together in a filing system will really help you keep organized and look very good during a DOT audit.
CGA FOR GAWDA
Celebrating the Success of the 2024 Young & Emerging Professionals Summit
BY PAUL PFLIEGER, DIRECTOR OF MARKETING AND COMMUNICATIONS, CGA
Paul Pflieger is the Director of Marketing and Communications for the Compressed Gas Association (CGA), a non-profit trade association representing the industrial, medical, and food gas industries. He assumed this role in July 2022, bringing with him nearly a decade of experience in association communications and public relations.
What do vacation, sunshine, and the Compressed Gas Association (CGA) Young & Emerging Professionals (YEP) Summit have in common? They’re all synonymous with Summer here at CGA! And this year’s YEP Summit, which wrapped up last week, was one to remember. Hosted over two weeks, the 2024 YEP Summit featured four dynamic sessions and more than a dozen presenters.
BY THE NUMBERS
The Summit attracted 816 attendees from 133 companies across 6 continents, 36 countries, and 37 states! We want to thank everyone who joined us!
The Summit’s goal was clear from the outset: to enhance YEP engagement in CGA’s technical committees. The YEP Committee’s Leadership Steering Task Force organized sessions offering a deep dive into technical committees with lower YEP involvement and provided valuable technical education.
SESSION HIGHLIGHTS
The Summit kicked off on August 6 with “From A to Z, a Regulatory Guide to Medical and Food Gases.” John Willenbrock, CGA Technical Manager, presented a comprehensive overview of regulations affecting the food and medical gases industry in the U.S. and Canada. A panel discussion, moderated by Kyle Elam, YEP Committee Vice Chair, featured industry experts Mark Celii and Gord Edwards, who shared their expertise on CGA’s Food Gases & Equipment, Medical Gases, and Canadian Medical, Food, and Beverage Gases and Equipment Committees.
On August 8, the session “Hydrogen Horizons: Exploring Safety and Innovation in Production” explored the new harmonized Hydrogen Production Committee document. Jim Reebel, YEP Committee Chair, joined Rich Craig, CGA Vice President of Technical and Regulatory Affairs, and Gary Miller to discuss the committee’s proactive steps in enhancing its publication library and the role of YEPs in shaping these initiatives.
The “Gas in Use: The Roadmap to Safe Gas Handling and Storage” session on August 13 provided a comprehensive overview of how compressed gases and cryogenic fluids are managed
CGA FOR GAWDA
from production to customer supply systems. Rob Early, CGA Technical Manager, highlighted various supply systems and their installation and maintenance requirements. Thom Hegman and Melissa Heard further discussed the Liquefied Petroleum Committee’s needs
and how YEPs can contribute.
The Summit concluded on August 15 with “Demystifying Industrial Gases Apparatus.” Greg Eytchison, David Gailey, and Jason Bombard (CGA Technical Manager), alongside Melissa de Jesus, shed light on the Industrial
Complete range of liquid cylinders and bulk storage tanks, ISO containers and trailers delivering proven reliability, reduced maintenance and lowest cost of ownership for the storage and transport of liquefied gases including air gases, carbon dioxide, LNG and hydrogen.
CGA FOR GAWDA
Update
Gases Apparatus Committee’s mission and skill requirements. Attendees also previewed a new standard on Valve Integrated Pressure Regulators (VIPRs) currently in development. Rich Gottwald, CGA President and CEO, emphasized the crucial role of YEP members in shaping the industry’s future.
TAKING ADVANTAGE OF TECHNOLOGY
The 2024 YEP Summit made the most of technology to connect attendees and create a seamless experience!
The YEP HUB served as the central platform for participants, providing access to live sessions, past presentations, downloadable documents, an attendee list, and the YEP Summit Challenge.
Even better, the YEP HUB remains accessible to registrants for 30 days after the event, allowing continued engagement and access to valuable resources.
KEY TAKEAWAYS
The 2024 YEP Summit underscored the importance of emerging professionals and their integral role in CGA’s ongoing success and evolution. Survey feedback affirmed the Summit’s impact, with participants appreciating comparative insights between U.S. FDA and Health Canada requirements, advancements in hydrogen production technologies, and practical advice on joining CGA committees. Comments also praised the accessible resources on CGA’s website and the clarity of presentations on customer bulk systems.
This year’s Summit was made possible thanks to the generous sponsorship of WELDCOA, allowing free registration and expanding the event’s reach.
ABOUT THE YOUNG AND EMERGING PROFESSIONALS COMMITTEE
The mission of the YEP Committee is to shape the future of our industry by supporting the growth and retention of young and emerging professionals employed by CGA member companies. The committee creates opportunities for CGA participants to build relationships,
expand their skills, and advance their careers while supporting CGA’s safety mission through active participation in committees and technical programs.
For those interested in getting involved or learning more, please contact CGA at info@cganet.com.
Cerity Partners, a national, leading independent financial advisory firm, has partnered with GAWDA to provide members with more benefits.
Members
Streamlined Operations and Administration
Benefitting from Modern Plan Features
Benchmarking Service Providers
Avoiding Conflicts of Interest
Advocacy and Resource for Client
Fiduciary Liability Protection Outsourcing of Compliance and Regulation Monitoring
Professional Guidance from Certified Financial Planners
Retirement Planning and Overall Financial Education
Access to Institutionally Priced Investments
Ongoing Oversight Provided by a Full Fiduciary
In Your Eyes Eye Safety.
BY PAUL BERNIER, ASP
Paul Bernier, ASP, is the Safety Products Manager at General Air Service & Supply. He has worked in the welding and gas industry since 1996. Also, Paul is Vice President of Southern Colorado ASSP (American Society of Safety Professionals) Chapter.
Paul can be reached at 719-761-7076 or pbernier@generalair.com
Each day, there are approximately 2,000 worker eye injuries in the U.S., and nearly 20,000 per year that necessitate lost time from work. These injuries cost employers and insurance companies millions of dollars per year. In fact, these injuries cost more than $924 million annually in worker’s compensation, and almost $4 million in wage and productivity losses according to the U.S. Bureau of Labor Statistics. Although these losses are expensive, the devastation to the worker can be life-changing. And yet, it is estimated that 90% of these injuries could have been prevented by simply wearing the correct eye protection.
Most work-related eye injuries are caused by flying debris, which puts those working in construction and manufacturing jobs at the highest risk. Welders are particularly at high risk because of the power tools used such as grinders, drills, saws and welding equipment. Also, solvents, lubrications and other caustic substances can cause injuries when entering the eyes.
The different types of eye hazards include:
• Impact of flying particles
• Heat injuries
• Chemical splashes
• Ultraviolet Radiation
• Infrared radiation
• Lasers
The impact hazards include flying objects such as chips, fragments, particles, dust, sand, etc. These hazards are created by job tasks such as grinding, chipping, machining, sawing, drilling, hammering and more. These small objects
can cause serious eye injuries and even blindness. Impact injuries are the most common, accounting for 70% of all work-related eye injuries.
Heat related eye injuries occur when workers are exposed to high temperatures, sparks, and splashes from molten metal.
Eye related injuries caused by chemicals occur when a liquid chemical, mist, or vapor are splashed into the eye. Many of these injuries are serious and irreversible.
UV and IR radiation hazards are everywhere in our industry from plasma and welding arcs to even bright sunlight. Any source of bright light can cause damage in a short period of time.
Lasers are becoming increasingly prevalent and if proper eye protection is not used, the damage can be instantaneous and permanent. Welding lasers use dangerous infrared laser light that poses an elevated hazard because it cannot be seen, thus not triggering the eyes to blink.
ANSI (American National Standards Institute) has set a standard, Z87.1, which addresses proper testing and markings to be used to protect worker eyes. Z87.1 is a certification and rating system developed to ensure manufacturers of safety eyewear follow proper testing procedures and properly mark the products based on the hazards that are encountered by workers.
IMPACT TESTING- Z87
For safety eyewear to meet the Z87.1 standard, it must pass the drop ball impact test. The eyewear passes the test if the lens and frame stay intact when struck with a 1” diameter steel ball, weighing 2.4oz, dropped from a height of 50.”
Also, you may notice some glasses will be labeled with a “+” sign at the end of the Z87 marking. The “+” indicates that eyewear has passed a high velocity impact test. The high velocity impact test uses a ¼” size steel ball and is shot at many different impact points on the eyewear at 102mph for glasses and 170mph for goggles. So, a Z87+ label means the eyewear passed a more rigorous impact test than the basic impact tested for the Z87 alone.
Safety eyewear is also labeled for dust and splash protection, this is indicated by the letter “D” followed with a number to signify the protection level.
• D3 is eye protection that protects again droplets and splashes
• D4 provides protection against dust
• D5 provides protection against fine dust particles
It is important to know what these letters, numbers, and symbols mean to be able to provide proper protection from whatever hazards that may be present. Here is a quick reference to help understand what all the markings refer to:
Z87 passed regular impact test
Z87+ passed high impact test
D3 liquid droplets protection
D4 dust protection
D5 fine dust particle protection
R infrared light protection
U ultraviolet protection, followed by a number to show how much protection
L has a light filter, followed by a number to show levels of protection
W indicated that it is safe to use while welding
Z87-2 indicates prescription safety glasses
N has anti-fog coating
K scratch resistant
Anti fog levels are very important, as we learned during COVID, when workers wearing safety glasses and masks at the same time had fogging issues. When a worker’s glasses fog up, they can’t see very well, which creates an unsafe environment. If they take the eyewear off to clean them, their eyes are no longer pro tected. It is important to spend a little more to get proper safety glasses that won’t fog up. There are two types of anti-fog coating, hydrophobic and hydrophilic.
Hydrophobic means “water fearing.” This type of coating repels water and causes it to run off the glasses. Hydrophilic means “water loving.” This type of coating absorbs the water. Hydrophobic coatings tend to wipe off easier because they are soap based and when wiped with soap, the coating can be removed easier.
It is not only important to wear the appropriate safety glasses and shields, but also to understand what the lettering and numbers mean. There are many options, and it can be confusing, but it is critical to protect workers’ eyes from the hazards that might be present. Look for the Z87 markings first, then follow it with codes and letters that pertain to the risks. Almost all our customers need some sort of eye protection besides welding shields, and it is important to provide them with the proper products and be able to explain the differences.
Gary Halter Year in Review A Look Back at an IMPACT ful Year as President
BY GARY HALTER AND STEVE GUGLIELMO
Gary Halter officially took the oath of office as GAWDA President in Maui, Hawaii in 2023. Since then, he has devoted each day as President to fulfilling his promise of “Leading with Purpose and Serving with Heart.” When he took the office of President, Gary laid out his agenda as President, coming back to the acronym IMPACT Leadership. Now, as Gary prepares to hand the baton of President off to Eric Wood in Phoenix, we had the opportunity to speak with Gary during the Northeast Regional Meeting as he reflected on this long and wild journey as GAWDA President.
The following is a lightly edited transcript of the interview. To see the full interview, watch the September 1st episode of GAWDA TV, which can be seen by scanning the QR Code below.
Welding & Gases Today: Gary, we’re entering the home stretch of your year as GAWDA President. Can you tell what this whole experience has been like for you?
GARY HALTER: It has been awesome. Probably one of the best experiences of my 40-year career. As I said to Natasha, John Ospina and Eric Wood just last week, I’m going to truly miss this.
WGT: You’re obviously a planner and you did your homework before you started this process. But has there been anything about your year as president that has surprised you at all?
Gary: That’s a good question. I’ve been part of the board since 2019, mainly because of the COVID year. So, I think what I can say is that I really understood what was taking place within GAWDA and how it worked, before becoming president. But the one thing that really surprised me was the passion and the energy that exists within the entire GAWDA membership. From the vendors, the distributors, the Board of Directors, the co-chairs of the Regional Meetings, the committee chairs, and especially the GAWDA staff and GAWDA Media. It’s really amazing the passion that they bring to it. I knew it was a very strong organization, but until you are really in the middle of it, you really don’t understand the passion and the loyalty that the GAWDA membership brings.
WGT: You’ve sat through planning meetings for SMC’s and Annual Conventions before, but how different is it now that you’re planning for YOUR meetings and the buck ultimately stops with you? What has it been like to see your ideas grow from concepts to reality?
Gary: You know, of course, when you are leading these meetings, it’s different than just sitting in them and participat-
ing. You’ve got to drive the conversation, you’ve got to ask the right questions. Whether it’s the SMC planning committee or the Annual Convention planning committee. You know what it’s like, Steve, because you were on the AC planning committee. One of the things that I wanted to make sure that I really worked on was talking less and listening to the group more, because that’s where you learn and that’s where you get great ideas. We were a team of great individuals, and we really came together and came up with some really great concepts.
The bottom line is, as the president, and as the person leading these committees, you really have to trust the group and trust their input. I think that’s what we did. And we also had a little bit of fun. At one of our committee meetings, the Spring Management Committee planning sessions, Gene Simmons, from KISS showed up, which I thought was really funny, and we had a great time with that.
WGT: With the huge caveat that we still have the Annual Convention still to come, to date, what has been your biggest memory and proudest moment as GAWDA President so far?
Gary: I think my biggest accomplishment, and this is, again, back to the teamwork concept, was the President’s Reception at the SMC at the Espie. The weather was great, the camaraderie, the networking was out of this world, and by the way, the food was delicious too. And I really enjoyed the rock and roll theme, as many of you could probably tell.
As far as proud moments, I was really honored when the Young Professionals asked that I speak at their lunch and learn. You have to prepare for those things, and I took it really seriously,
News From GAWDA
because mentorship in GAWDA is critical, and it’s one of the reasons that we keep growing.
Of course, it wouldn’t be right if I didn’t mention my family, who was there. My wife, my son and his buddy, and my daughter and her good friend from the volleyball team at the University of Texas were there, and it was really a proud moment for me to watch them mingle with a lot of my best friends in the industry.
Another proud moment, I would say, is George Ratermann, and his daughter, Marie, asked that I be part of their podcast, and that was an absolute blast. We talked business, we talked about our families, and basically we had a lot of fun.
WGT: How difficult has it been to juggle your responsibilities at Indiana Oxygen with your responsibilities as GAWDA President and how has the team at IOC helped to make this year as GAWDA President such a success?
Gary: I can’t say enough about the Indiana Oxygen team. It’s really hard for me not to be present at the company. But I have to tell you, our team stepped up. The leadership, their dedication to the customer, their dedication to their respective teams, has been second to none. I could not have asked for anything more, almost to the point where we have been so successful, through this term of mine, that I’m not even sure I’m going to have a job when I get back. So, Wally, hopefully I do!
But I’m just so proud of the team, and I honestly can’t thank them enough for their understanding and, more than anything, their attendance at the events has been awesome. They’ve been
to the Regional Meetings, several of them have been to the SMC, several of them are coming to the Annual Convention. It really means a great deal to me. And I’ll tell you what, I could not have done this without them. So, I want to thank the entire Indiana Oxygen team, all of you back home. Thank you so much.
WGT: Do you have any advice for your successors, specifically Woody, Allison and Kevin, based on your experience so far as GAWDA president?
Gary: First of all, let me say this, the next three presidents are going to be awesome. Great decisions. They’re really good at what they do. They’re great at running their companies, and I think they’re going to be awesome. But let me first say to them: Be yourself. Take what you know and what you’re passionate about and that’s the topic that you should bring to the membership. Communicate on a consistent basis with the GAWDA staff. They really know what they’re doing, they’re a great team, and they’re more than willing to help you with anything that you have to do, including organizing and setting up the SMC and the Annual Convention, they’ll help with the regionals, they’re just an outstanding group of people, so lean
News From GAWDA
on them. Trust your planning committees. Like I mentioned earlier, ask questions, do more listening than talking, and learn from them. And lastly, embrace the opportunity. Yes, it is a lot of work. But, more than anything else, you need to make it a fun experience.
WGT: It wouldn’t be a Gary Halter interview without you leaving us with a quote or two. So, can you summarize your year as President with a quote?
Gary: I love quotes, as everybody knows. The first one, and I’m not sure if I’ve shared this one with the group before, but everybody that you meet has something going on in their life that is challenging, so be kind. The next one: Get out of your comfort zone. Doing so may take you on a journey that you may never forget.
WGT: Is there anything else about your year as president that you wanted to mention as you prepare to transition to first past president?
Gary: I think it’s worth revisiting one of your first questions about is there anything that surprised me. The one thing that I would say has been surprising is the number of interviews like these that you have to prepare for. But I have learned to enjoy them. I’ve learned to enjoy the preparation and, as Bob Knight said, “The will to win is not nearly as important as the will to
prepare to win.” I have learned so much through this experience, but that is something that has surprised me. I have to tell the whole group and everybody reading this, if you decide to become president or if somebody asks you, get out of that comfort zone and as the Nike slogan says, “Just Do It.” Because it truly might become, like it has for me, one of the best journeys and adventures of your life.
WGT: Gary, thank you so much for everything you’ve done this year, and we can’t wait to see it all come together in Phoenix.
Gary: Thank you, Steve, and thank you GAWDA staff and GAWDA Media. You have been unbelievable to work with and our friendships that have developed are very special to me.
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Ask Your GAWDA BOARD
Ask Your Board of Directors
The purpose of Ask Your Board is to ask common business questions that all GAWDA members might be dealing with and to see how GAWDA’s Board of Directors are dealing with these issues within their own companies. To submit a question for GAWDA’s Board Members to consider, please email steveg@ gawdamedia.com
Questions
1. Who has been your favorite GAWDA AC (or SMC) Speaker that you’ve ever seen and what was your favorite quote or take away from their presentation?
2. What types of presentations do you like to see most at GAWDA meetings (motivational, economic, leadership, etc.) and why and do you have a “dream” GAWDA Keynote speaker you’d like to see at a future Convention?
PRESIDENT GARY HALTER
Indiana Oxygen Company
1. My favorite speakers have been Lou Holtz and Admiral McRaven. Both have accomplished a lot in their lives and have written good books that are realistic, instructional and motivational. I have read Admiral McRaven's book Make Your Bed multiple times and have given copies to friends and co-workers as well.
2. I like all three types, to be honest, but if I had to choose between them I would choose speakers on leadership. In my opinion, that’s where it all begins…in a company, in a family, in a church or on a sports team. Peyton Manning would be my ideal keynote. We tried to get him this year for the Annual Convention, but due to his NFL responsibilities, he could not commit.
FIRST VICE PRESIDENT ALLISON EARLBECK
Earlbeck Gases & Technologies
Over the years, I’ve had the privilege of seeing dozens of incredible speakers at GAWDA Conventions, but none have been as consistently impactful for me, personally, as those delivered by the Beaulieu’s from ITR Economics. Their ability to distill big picture economic trends into simple actionable insights make their presentations invaluable. There have always been key takeaways for me that resonate on both a professional and personal level. Looking back through my career, I can point to several key decisions that were made as a result of ITR.
SECOND VICE PRESIDENT KEVIN FALCONER
Minneapolis Oxygen
1. I enjoyed Mike Rowe when he spoke, as well as Deepak Malhotra. Mike spoke about the trades as a profession and how important they are to our economy, workforce, and future. Deepak spoke on negotiating and finding new ways to look at them, break them down and find workable solutions for both parties.
2. I enjoy a lively discussion and actionable takeaways more than a specific type of presentation. A good speaker/presenter should be able to tailor or relate their talk to the organization/industry, no matter what the topic. We should be able to bring back one action item or topic for our teams to explore and discuss after an AC or SMC, so anyone that can do that, I’m in favor of. I suppose my “dream speaker” of the moment would be Sharon McMahon. She calls herself “America’s History Teacher” and is from Northern Minnesota. I do
GAWDA BOARD Ask Your
love history, and she is great on those topics, but I also enjoy the way she’s able to speak about our political issues of the day from a non-partisan point of view. A lost art these days.
FIRST PAST PRESIDENT ROBERT ANDERS
Holston Gases, Inc.
1. My favorite speaker has to be Mike Rowe at the GAWDA AC in Arizona. His message reaffirmed that
our industry and the customers that we service are part of the bedrock of our country. I walked away from his speech with renewed pride about who we are as an industry and increased gratitude for the blue-collar customers that we service.
2. I think that the “dream” speaker would be someone that is inspirational because of what they have accomplished, not what they say/ write. I would rather hear someone who has built a successful company/ organization overcoming adversity and setbacks, than I would a professional speaker. I want someone who is relatable to my aspirations, struggles and doubts.
Ask Your GAWDA BOARD
VICE PRESIDENT RAFAEL ARVELO Equigas, Inc.
GAWDA events have consistently featured exceptional speakers, from Annuals to SMCs and Regionals. Some of the most memorable include:
1. Admiral William McRaven’s inspiring “Make Your Bed” speech,
2. Don McMillan’s side-splitting “Career Venn Diagram,”
3. Lou Holtz’s motivational talk emphasizing the importance of doing the right thing, doing your best, and showing people you care. While I appreciate motivational speakers, my dream speaker would be Phil Knight, the founder of Nike. His story, as told in the book “Shoe Dog,” is truly captivating and worth hearing.
VICE PRESIDENT BRAD DUNN CK Supply
In regards to memorable speakers, there have been quite a few. I did enjoy Marcus Lemonis’ talk at the 2021 Annual Convention in Colorado Springs. I am personally a fan of his show “The Profit,” but his message on overcoming adversity, as well as transparency and responsibility in leadership was impactful. He left
the audience with a lot to think about on their travels home with regards to the human element of ownership and leadership and the lasting impression a busi ness can make on someone’s life personally and professionally.
I think the ideal GAWDA speaker lineup should hit on a variety of topics from subject matter experts including industry insight, leadership, motivation and economics, this way all can have a takeaway and an extra kick in the pants to implement some new and fresh ideas when we get back home. As for future speakers, since the Olympics just wrapped up this year, I think it would be great to get some insight into the championship mindset and dedication to a craft. Maybe one of the GOATs – Simone Biles or Michael Phelps.
VICE PRESIDENT
JOHN HILL
Willard C. Starcher
1. My favorite speakers were General Norman Schwarzkopf and Oliver North. I was particularly impressed with Oliver North’s recollection of how the Reagan Administration had used the price of energy to expedite the collapse of the Soviet Union.
2. I enjoy presentations by a Political Commentator. Getting some insight into the workings of our government is always fascinating.
I would enjoy having Sean Hannity of Fox, Senator Joe Manchin of WV, or former Governor of Arkansas Mike Huckabee speak to our group.
VICE PRESIDENT JASON KIRBY
Central McGowan
1. I have honestly liked all the speakers. I really liked Johnny Jones, but I am probably a little biased, as I am a Marine as well. I don’t remember the exact quote, but there was a funny conversation Johnny had with President Obama, where the President asked him about his time in country and I think he said it was a blast. I remember reflecting on all the hardships he faced with recovery, and he was able to keep a positive attitude and remembered him saying that nothing was going to stop him.
2. As I previously stated, I have really enjoyed listening to all the speakers and I always have takeaways from all of them. I would really like to see/hear Condoleezza Rice speak about her time in DC on some of the policy roadblocks she had to navigate through on Capitol Hill and how she was able to overcome those obstacles.
Ask Your
GAWDA BOARD
VICE PRESIDENT WILL ROBERTS
Roberts Oxygen
One of my favorite GAWDA speakers was David Marquet at the 2021 SMC in Nashville. He spoke about the ladder of leadership, pushing decision making authority to the appropriate level, and ensuring managers have the right level of autonomy based on their skills. He also said, "subs are just Uber for SEALs," which has helped his presentation stick with me. I enjoy seeing leadership speakers at GAWDA. We all have different leadership styles and being exposed to other successful leaders shows us what they felt was important in the success of their team, and it gives us the opportunity to evaluate whether there are parts of their leadership style that might benefit our companies and employees.
VICE PRESIDENT SCOTT RUMMANS
Linde, Inc.
1. I don’t have a single favorite GAWDA speaker, but my favorite “set of speakers” has to be the leaders that spoke about the importance of our people. Both in education sessions and the general sessions, several speakers since I joined the
Board have given tremendous talks on the need to develop teams, retain talent and create a workplace that drives successful outcomes for all stakeholders.
2. I really enjoy leadership topics as presented by folks in the industry or adjacent industries. With the ever-present theme of change, providing tips, tools and leadership philosophies to GAWDA members is both interesting and valuable. To that end, and consistent with this year’s theme and in having someone speak about leadership when facing adversity, I would cast my vote for Jimmy Johnson – Hall of Fame coach, and University of Miami 1987 National Championship coach – to speak at a future Convention.
VICE PRESIDENT LIZ STANDLEY
ILMO Products Company
1. My favorite speaker was Galen Emanuele, especially his presentation to the Young Professionals about company culture. His work really has inspired me to take a hard look at the culture in my own business and how it does and doesn't work for our employees.
2. I like economic and leadership speakers. I get a lot out of speakers who give me things to think about. I'd love to have Patrick Lencioni back in the lineup of speakers. I was really excited to see him at the Austin Annual that got waylaid by COVID.
Committee Corner Corner COMMITTEE
As part of its continued push to help GAWDA members get the most out of their membership dues in the association and stay on the front lines of emerging industry trends and hot-button issues, GAWDA has several volunteer committees devoted to specific areas of the industry. The volunteer committees include Government Affairs, Industry Partnering, Insurance & Benefits, Member Services, Safety, Technology, Women of Gases and Welding and Young Professionals.
This feature in Welding & Gases Today will update readers on the latest news and events from each committee. We thank all the committee chairs for their help and input as well as their service to the association and its members.
If you are interested in enhancing your GAWDA experience and joining a committee, visit gawda.org/about/committees to fill out a GAWDA volunteer form today.
GOVERNMENT AFFAIRS COMMITTEE
Chuck Beal, Co-Chair American Welding & Gas, Inc. Rick Schweitzer, Co-Chair GAWDA Legal Counsel
The GAWDA Government Affairs Committee will meet in-person during the GAWDA Annual Convention in Phoenix. The Government Affairs Committee continues to work on its primary priorities:
1. The Food and Drug Administration issued a long-awaited final rule on medical gases on June 18, 2024. The new requirements go into effect on December 18, 2025, except for annual reports. The final rule includes regulatory changes
for product labeling, Current Good Manufacturing Practices, product certification, and post-marketing safety reporting. The rule is mostly favorable for industry. Some remaining areas of concern include:
• Requirements for a supervisor on fill logs;
• Pictograms on cylinders;
• Annual reports;
• New Drug Application number on COAs; and
• Label specimens on fill logs. CGA’s Medical Gas Committee will provide additional advice on how to handle these issues. It is unlikely that a petition for reconsideration to the FDA will be necessary. Through Tom Badstubner, GAWDA has already provided general compliance information to members on the new final rule and will provide additional and more specific information for members in the coming months.
2. The Florida Department of Business and Professional Regulation has a number of unclear requirements for distributors of medical gases and their customers including reg-
istration and documentation of transactions. The fines for noncompliance in Florida are substantially higher than in all other states. Tom Badstubner and a working group of GAWDA members held a videoconference meeting with the DBPR Commissioner Walter Copeland to clarify what is actually required under the regulations and how to comply. The group submitted a follow up letter to the DBPR Commissioner to set out the issues and points that were agreed upon during the meeting. Mr. Copeland recently left the Department, and the task force is now following up with Michael Metz, one of the DBRP medical gas inspectors. But it appears that the Florida inspections are now more reasonable, and the issues might have been dealt with internally.
3. There is a dire shortage of Standard Reference Materials (SRMs) currently provided by the National Institute of Standards and Technology (NIST). Suppliers of gas standards use these SRMs to comply with the Clean Air Act and other air quality regulations. Due to inadequate staffing levels, the Gas Metrology Group at the NIST cannot keep up with the demand for these reference materials. In fact, 79% of the required gas standards are currently out of stock, and
the only other sources to acquire reference materials are overseas. GAWDA members have drafted letters requesting congressional assistance and are coordinating a campaign to educate members of Congress on the need for these SRM calibration gases to support compliance with their EPA air discharge permits.
4. A federal court judge in Texas has ruled that the Federal Trade Commission does not have authority from Congress to impose a ban on non-compete agreements and issued an injunction against enforcement of the rule. As a result, the FTC’s non-compete ban will not go into effect on September 4, 2024, as scheduled. This decision will likely be appealed to the U.S. Court of Appeals for the Fifth Circuit and might ultimately reach the U.S. Supreme Court. Earlier this year in a 3-2 vote, the FTC adopted its final rule to ban new non-compete agreements for all workers; the rule was scheduled to go into effect as of September 4. The rule would have also banned enforcement of existing non-compete agreements in effect on the effective date of the rule for all workers except senior executives, defined as a worker who makes at least $151,164 per year and is in a policy making position.
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Corner COMMITTEE
5. A federal court has enjoined implementation of the U.S. Department of Labor’s final rule increasing the threshold salary amounts for Executive, Administrative and Professional employees to be exempt from overtime pay requirements. The final rule increased the standard salary level employee total annual compensation threshold on the rule’s effective date of July 1, 2024. The rule will again increase the thresholds on January 1, 2025, when changes in the methodologies used to calculate these levels become applicable. The final rule also provides for future updates of these levels every three years to reflect current earnings data. The State of Texas filed suit as an employer and sought a preliminary injunction, which the court granted. The court’s ruling only applies to the State of Texas and not to private employers in Texas or elsewhere, but the decision is an indication of how other courts will rule. A number of national business organizations have also filed suit in federal court in Texas challenging the final rule threshold salary amounts for EAP employees to be exempt from overtime pay requirements.
6. The Occupational Safety and Health Administration has issued a proposed rule to protect indoor and outdoor workers from heat illness and injury while on the job. If finalized, the rule would affect 35 million workers nationwide. The regulatory text shows that employers will have to have a
written heat injury and illness prevention plan and monitor heat levels at each work site, both indoors and outdoors. OSHA would adopt two heat index thresholds that would apply nationally and would factor in humidity as well as temperature. One, at 80 degrees Fahrenheit, would require employers to provide drinking water and break areas that workers can use as needed. Employers would also need to have a plan for new and returning workers to gradually increase their workload, so their bodies adjust to the heat. More protections would kick in at 90 degrees, including monitoring for signs of heat illness and mandatory 15-minute rest breaks every two hours. Employers would be required to check on people working alone every few hours and to issue a hazard alert, reminding their workers of the importance of staying hydrated.
7. The Pipeline and Hazardous Materials Safety Administration has indicated it would consider applications for special permits to use electronic shipping papers instead of paper documents to accompany hazmat shipments by highway transportation. A number of GAWDA members are interested in participating as parties to such a special permit once it is granted by the agency. A member company has been identified to serve as the initial applicant. A task force is developing an application to submit to the agency.
INDUSTRY PARTNERING COMMITTEE
Justin Johnson, Co-Chair
Keen Compressed Gas Company
Terry Scanlan, Co-Chair
Messer LLC
The Industry Partnering Committee will host its third “Networking 360” event during this year’s Annual Convention in Phoenix. The Committee will also meet in person on Friday, October 11th, to discuss its ongoing initiatives, including:
• Promoting the AWS/WEMCO Excellence in Welding Award. As mentioned during the Q3 Committee Corner, Terry Scanlan, Lloyd Robinson, Dave Taylor and Adrian
Bustillo appeared in Episode 58 of GAWDA TV “Gases and Welding as a Career Path” to promote this wonderful award. During this year’s FABTECH event in Orlando, the Excellence in Welding Award will be made part of the main dais and given greater visibility, which should help bring greater recognition to the recipients, as well. Adrian Bustillo and Dave Taylor from AWS/WEMCO also joined the IPC Meeting during this year’s SMC to help identify future areas of cooperation to promote AWS and WEMCO as well as how to assist the distributor award winners to gain additional value from winning the award including targeted press releases, employee patches and symbols for their websites.
• Encouraging Distributor Participation in the Contact Booth Program. In its third year, the Networking 360 Program has become fully embedded in the Convention Program, which was the vision when the program was started and has helped encourage distributor participation and deepen the networking opportunities available and improve the supplier experience at the show. The IPC has produced best practices documents for both the Contact
Booth Program and the Networking 360 Program (see page 62) as well as produced a webinar to be held before the show each year. IPC also held the first-ever “Best in Show” Award at the 2024 SMC in San Antonio with plans to continue the Award each year at the SMC.
INSURANCE AND BENEFITS COMMITTEE
Dan Kipka, Co-Chair
Oxygen Service Company Liz Letke, Co-Chair
The Horton Group
The Insurance and Benefits Committee, renamed from the Insurance Trustees Committee last year, will meet in person during the 2024 GAWDA Annual Convention in Phoenix. The Committee is actively recruiting new members, looking specifically to add HR members to the committee to come up with additional GAWDA member benefits.
The Committee continues to grow the GAWDA Benefits program, with savings for member companies now eclipsing $150,000 by utilizing benefits offered through GAWDA. The Committee continues to support advertising for the benefits available to members through GAWDA Media as well as through Horton’s marketing efforts.
Corner COMMITTEE
MEMBER SERVICES COMMITTEE
John Tapley, Co-Chair
Chart Industries, Inc.
Ben Black, Co-Chair
Butler Gas Products
The GAWDA Member Services Committee will once again meet in person during the Annual Convention in Phoenix. The Committee now boasts 31 members, 15 distributors and 16 suppliers. The MSC continues its work through its three subcommittees. The committees’ major activities include:
ENGAGEMENT – CO-CHAIRED BY COLLEEN KOHLER AND PETER KADUC
• The Sub-Committee continues its efforts to post using GAWDA’s LinkedIn Group, which now has more than 620 members
• Focused on developing supplier success stories using GAWDA consultants, WGW Scholarship Recipients, as well as GAWDA MBA Graduates.
LEAD GENERATION – CHAIRED BY JAY SPIELVOGEL
• Focused on non-GAWDA companies who are part of other buying groups and associations (AIWD, IBDEA and IWDC).
• Subcommittee will be utilized for member renewal outreach
NEWCOMERS SUBCOMMITTEE – CHAIRED BY JASON COWLES
• The purpose of the Newcomers Subcommittee is to welcome and integrate new members by providing a comprehensive introduction to our organization.
• Aiming to educate newcomers on the benefits and opportunities available, facilitate meaningful connections, and create a positive and engaging experience that encourages long-term involvement and satisfaction within GAWDA.
• Colleen Kohler continues to conduct interviews that air on GAWDA TV. She interviewed GAWDA Scholarship recipient Dylan Kaduc for the September 1st episode and has plans to conduct additional interviews on-site during the Convention in Phoenix.
SAFETY COMMITTEE
Jim Herring, Co-Chair
Saf-T-Cart, Inc.
Bill Woods, Co-Chair
American Welding & Gas
The Safety Committee continues to meet monthly with the GAWDA consultants and will meet, once again, in person in Phoenix during the Annual Convention. The Committees has four subcommittees who do the work presented by the committee. Its focus has been adding content to existing Sample Safety Practices, updating those same published documents, creating new Sample Practices, plus it has added incident/accident sharing in the past year to give GAWDA members some perspective as others have experienced these events.
The group is comprised of safety experts from all corners of the welding industry. The Safety Committee boasts an 80%+ participation rate during its monthly face-to-face calls and every member is tasked with leading their respective committee at one time or another.
We are proud to serve the membership with interesting content. The Safety Committee publications can be found on the GAWDA website under members only documents.
John Vrana, Co-Chair
Red Ball Oxygen
TECHNOLOGY COMMITTEE
John and Hector participated in an interview with GAWDA TV during the SMC, a summary of which can be read on pages 78-79. The roster for the new committee continues to take shape. The full roster can be found in the 2024 GAWDA Membership Directory. The Committee has also finalized three subcommittees, which will tackle the important topics of: AI, Cyber Security, and E-Commerce.
Hector Villarreal, Co-Chair
Weldcoa
Looking towards the 2025 SMC, the Technology Committee is currently organizing sessions that will tackle issues and recent technological advancements impacting our industry. While final details of these sessions are still being worked out, they will encompass topics relating to our members’ needs and interests promoting a deeper understanding and engagement with current industry trends.
The Technology Committee was officially launched during the 2024 Spring Management Conference in San Antonio. John Vrana and Hector Villarreal were tasked with chairing the st century challenges facing GAWDA members into the limelight.
nars focused on continuous learning and professional growth. Possible subjects include progress in AI applications within the industry, strategies for bolstering cyber security measures, and emerging trends in e-commerce solutions.
ONE RESOURCE FOR CRYOGENIC SOLUTIONS
Corner COMMITTEE
WOMEN OF GASES AND WELDING COMMITTEE
Judy Miller, Chair
WESCO
Gas & Welding Supply
After extending the application deadline for its WGW Educational Grant to August 9, 2024, the Women of Gases & Welding Committee is proud to report that it received 30 applications for this year’s grant. Winners for this year’s Educational Grant will be announced during the Annual Convention in Phoenix. The WGW Educational Grant will provide financial support for three GAWDA female members to attend the 2025 University of Innovative Distribution (UID) in March 2025. Previous Grant recipients have raved about their experience at the UID and have urged their fellow members to apply for the Grant.
During this year’s Annual Convention, the WGW will co-host a Pickleball Tournament with the Young Professionals
Committee on-site at the JW Marriott hotel on October 13th
The JW Marriot Desert Ridge has world-class pickleball facilities and we have secured access to all 17 courts.
• This event will be open to any skill level of player, from Pickleball enthusiasts to first timers
• The event will be open to men and women of all ages
• A beginner, 101-level clinic will be provided
• The event is sold out, but attendees can sign up to be on the waiting list on-site
• Thank you to this year’s Platinum Sponsors, Chart and Equigas for their support.
The WGW will also continue its 1-hour Virtual Roundtable Events throughout the year. Stay tuned to the GAWDA Connection for more information about when the next event will take place. These Virtual Roundtables are an opportunity for GAWDA members to network, learn and benefit from the shared knowledge and experience of fellow female GAWDA members through moderated dialogue – without leaving the comfort of your own surroundings.
Corner COMMITTEE
YOUNG PROFESSIONALS COMMITTEE
Andy Riordan, Co-Chair American Welding & Gas, Inc.
Edward Leon, Co-Chair Cryogenic Industrial Solutions
Since the 3rd Quarter Issue of Welding & Gases Today, the YP Committee has continued to hold networking events at GAWDA Regional Meetings and also held its first two virtual Peer-to-Peer Networking Sessions. These peer-to-peer networking sessions were to help bridge the gap between young
and established members of the organization, with the purpose of developing relationships that foster personal and professional growth. These YP virtual meetings are focused on peer-to-peer mentorship and are open to all GAWDA members. The Committee will look to continue to host these sessions throughout the rest of 2024 and into 2025.
The YP Committee will team up with the WGW Committee during the Annual Convention to host a Pickleball Tournament at the JW Marriott’s worldclass pickleball facility. Though the event is sold out, attendees will have the opportunity to sign up for the waiting list on site in Phoenix.
The Committee continues to actively post on its devoted LinkedIn page (GAWDA Young Professionals), which now boasts 531 followers. The Social Media focus group has been meeting to create content and continue to drive engagement. The YP Committee is also looking to partner with other committees on how to develop YP’s into a training/recruiting ground for the other committees.
75 Years of Cavagna Group
“Wherever gas is the integral part and provides energy for everyday life, there will be the technological and productive commitment from Cavagna Group.”
CAVAGNA NORTH AMERICA SERVICING GAWDA DISTRIBUTORS SINCE 1996
The Cavagna Group’s Mission statement begins with lofty aspirations. “Wherever gas is used, we are there.” But, after three-quarters of a century of continuous growth and evolution, the Cavagna Group doesn’t just talk the talk. It walks the walk.
The company, which was founded in 1949 by Paolo Cavagna and his family in his home in Northen Italy, today comprises a group of 18 companies around the globe with 160 countries served and more than 1,000 employees. However, though it has achieved these unimaginable heights, it remains as devoted today to Paolo’s original mission as it was in 1949.
The Cavagna Group focuses on its commitment to its customers and to following the continuous evolution of the Energy Transition. The Group aspires to exceed customer requirements by not only offering quality products, but also by proposing customer tailored quality services. This commitment is demonstrated by the group's constant growth, supported by new strategic acquisitions, and by the ongoing projects, most notably the ESG project with the sustainability report.
GAWDA Distributors have grown accustomed to seeing Cavagna in the North American market since the Group founded Cavagna North America Inc. in 1996. Since then, Cavagna North America has been a staple not only at GAWDA shows but also in the North American gas market.
"Cavagna is the world's largest valve manufacturer. We make high pressure cylinder valves, propane cylinder valves, and tank valves. We also make a full line of integrated valve-regulator combos for industrial and medical use, as well as a new line of high-pressure regulators,” says Cavagna North America Western Area Sales Manager Tom Biedebach. “One of the distinct advantages of dealing with Cavagna is that you're buying direct from the manufacturer. You're not going through distribution, so there's a cost savings involved for the GAWDA distributor."
Cavagna offers an incredibly diverse product range designed for seven distinct sectors of business. Its most visible products within the North American gases and welding vertical include:
• Regulators - Cavagna North America Inc. has a comprehensive selection of industrial regulators designed for Medium or Heavy-Duty applications, featuring encapsulated valve technology, preparation for oxygen service, and testing at maximum inlet pressure. These regulators are UL and ISO certified, ensuring reliability and safety for welding and cutting across various gas types.
• Viproxy – A perfect solution for medical gas distributors, Viproxy® is a line of integrated gas valves designed specifically for use in oxygen therapy. These valves are
engineered to deliver precise and reliable oxygen flow rates to patients, ensuring safe and effective treatment. Viproxy® valves are widely used in hospitals, clinics, and home healthcare settings to deliver oxygen to patients with a wide range of medical conditions.
• Residual Pressure Valves - The Cavagna Group new CGA-R Residual Pressure Valves eliminate the need to search for the right filling adapter. The Cavagna RPV adapters can fill any manufacturers CGA-R valve and will lower operational costs by making your customers more efficient. The RPV will also prevent potential valve damage from improper connection. Save time and money with the fastest filling valve on the American gas market!
Though the Group has grown well beyond the confines of Paolo’s family home, it still derives its roots and foundations from the family structure.
The company is now in its third generation of family ownership. “Strategic roles are still in the hands of family members,” says Miriam Cavagna, director of marketing and communication. “There’s a consistency in running the company based on unwritten family principles that stress reinvesting in the company.”
Since 1949, the Cavagna Group has been a partner in technologies for regulating, controlling and measuring compressed gases for industry, gas companies and OEMs.
During the 75 years of history, the company and then the Group have succeeded in combining their extended positioning
Scan the QR code to watch Cavagna’s interview at the GAWDA SMC in 2023.
in the market together with their original values: commitment, fairness and enthusiasm for their own area of business.
Each member of the Cavagna family shares this set of values. This demonstrates that even with business growth and entrepreneurial success, they cannot forget the traditions where the first steps were taken.
“We have come a long way since 1949. There are so many events and memories to recall as we look back on our development from a micro-enterprise to an international leader in the design and manufacture of technologies for the control and regulation of gas,” the company says. “If we think back to our origins, we might imagine that 75 years is a relatively short time to achieve everything we have achieved. However, it has been made possible thanks to the enthusiasm, professionalism, and dedication of our people. We like to speak of a Group rather than a company or corporation precisely to emphasize our unity: not just of companies, but of the people who have made up and continue to make up our workplace. It is a workplace that, regardless of how many years have passed, still feels like a family.”
Guided by the same pillars and tenets that Paolo founded the company on 75 years ago, the Cavagna Group is well-positioned to make the next 75 years as productive as the first.
Being active for 75 years, always following the original mission, wherever gas is the integral part and provides energy for everyday life, there will be the technological and productive commitment from Cavagna Group.
FRIDAY, OCTOBER 11 – MONDAY, OCTOBER 14, 2024
The average high temperature in Phoenix in October is 89 degrees. Nighttime low temper atures drop to 65 degrees.
Attire for the Annual Convention is Resort/Business Casual.
Badges: It is necessary for Delegates, Spouses and Children to wear their badges for all GAWDA functions including receptions, business sessions, Networking 360, Contact Booth Program and Gala.
CONVENTION SCHEDULE
THURSDAY, OCTOBER 10, 2024
12:00 PM-5:30 PM Early Badge Pickup East Registration Desk
FRIDAY, OCTOBER 11, 2024
7:00 AM-6:00 PM
8:00 AM-9:00 AM
9:00 AM-12:00 PM
Convention Registration East Registration Desk
Executive Committee Meeting
Desert Suite 3-5
Board Meeting with Committee & Regional Chairs Desert Suite 3-5
Govt. Affairs & Safety Committee
Grand Sonoran A
Industry Partnering Committee
Grand Sonoran B
Insurance & Benefits Committee
Desert Suite 2
12:00 PM-2:00 PM
12:00 PM-4:00 PM
2:00 PM-3:00 PM
4:00 PM-5:00 PM
5:00 PM-7:00 PM
Member Services Committee
Grand Sonoran C
Technology Committee
Desert Suite 3-5
Young Professionals Committee
Grand Sonoran D
Exhibitor Move-In Grand Canyon Ballroom
Women of Gases & Welding Committee Meeting
Desert Suite 3-5
Newcomers Reception Isle of Capri
President’s Welcome Reception Sunset Lawn
7:00 PM Industry Hospitalities
PRESIDENT’S WELCOME RECEPTION
SATURDAY, OCTOBER 12, 2024
6:00 AM-7:30 AM
7:00 AM-1:00 PM
7:00 AM-8:30 AM
7:00 AM-8:30 AM
7:30 AM-9:00 AM
9:00 AM-12:00 PM
1:00 PM
Exhibitor Move-in Grand Canyon Ballroom
Convention Registration East Registration Desk
Group Breakfast Grand Sonoran Ballroom
Networking 360 Breakfast Grand Sonoran Ballroom
Networking 360 Event
Grand Canyon Ballroom 9
Contact Booth Program Grand Canyon Ballroom
Industry Hospitalities
SUNDAY, OCTOBER 13, 2024
7:00 AM-1:00 PM
7:00 AM-8:00 AM
8:00 AM-12:00 PM
12:30 PM-4:30 PM
Convention Registration East Registration Desk
Group Breakfast Grand Sonoran Ballroom
Opening General Business Session Grand Sonoran Ballroom
Closing General Business Session Grand Sonoran Ballroom
• Rob Gronkowski
Past Presidents Luncheon Desert Suite 2
President’s Farewell Gala Ballroom Lawn
All members are encouraged to dress in their favorite golf polo's and embrace the beloved post-golf gathering spot.
HOTEL INFORMATION
JW Mariott Phoenix Desert Ridge Resort & Spa (HQ) 5350 E Marriott Dr Phoenix, AZ 85054 (480) 293-5000
Hilton North Scottsdale at Cavasson 7965 E. Cavasson Blvd. Scottsdale, AZ 85255 (480) 648-1500
Most functions for the 2024 Annual Convention will be hosted at the JW Marriott. Uber rides to and from the JW Marriott will be provided for members staying at the Hilton Cavasson during GAWDA scheduled events.
ATTIRE
The GAWDA Annual Convention is business/resort casual.
• Newcomers Reception – Event will be hosted outdoors in the Isle of Capri area.
• President’s Welcome Reception – Event will be hosted outdoors on the Sunset Lawn. Members are encouraged to wear their favorite golf polo.
• Women of Gases & Welding – Event will be held on the Pickleball Courts, dress accordingly.
• President’s Farewell Gala – The theme is “Lawn Legends Gala.” Members are encouraged to dress as their favorite sports or music legend, historical icon, literary character, or modern-day hero.
BADGES
It is necessary for for all registered attendees to wear their badges to ALL GAWDA functions. It is your admission to all association sponsored functions.
Hilton North Scottsdale at Cavasson
JW Mariott Phoenix Desert Ridge Resort & Spa
Gary Halter and his wife Kathy bid farewell to all members as President of GAWDA. This evening, we will celebrate the legends of both the past and present in truly legendary fashion. Engage in classic lawn games such as corn hole, bocce ball, and ladder golf. Delight in our Legendary Leaders Feast, featuring gourmet dishes inspired by the favorite foods of renowned figures throughout history. Sip on signature cocktails and enjoy a curated selection of fine wines and beverages. We encourage all guests to dress as their favorite legend, whether it’s a historical figure, music or sports icon, a literary character, or a modern-day hero.
Tube Trailers, ISO-Containers, CO2 Transports, Ground Storage Modules
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ANNUAL CONVENTION SPEAKERS
ALEX CHAUSOVSKY
Director of Analytics & Consulting for the Bundy Group
Alex Chausovsky is a highly experienced market researcher and analyst with more than two decades of expertise across subjects including economics, manufacturing, automation, advanced technology trends and business cycle analysis. He has consulted and advised companies throughout the US and Canada, Europe, South America, and Asia. In his investment banking advisory role, Alex is a trusted source of information for owners and executives of privately held firms who are seeking a business sale, acquisition, or financing.
ROB GRONKOWSKI
Four-Time Super Bowl Champion, Tight End & NFL Analyst
After a final two seasons as a tight end with the Tampa Bay Buccaneers, Rob Gronkowski retired from the NFL in 2022. Rob is a four-time Super Bowl champion, a five-time Pro Bowl selection, and a four-time First Team All-Pro selection.
He previously played nine seasons for the New England Patriots. ‘Gronk,’ as he’s known to his legion of fans, is widely admired for his fun-loving spirit and ability to triumph over significant injuries in his player career, earning him the 2014 Comeback Player of the Year award at the 2015 ESPY Awards. Having been selected for the NFL 100th Anniversary All-Time Team, it is clear by both sports analysts, peers and players alike that he is one of the greatest tight ends to ever play the game.
BOB VANKIRK
Vice President Distributors & Domestic Helium for Messer
Bob has been with Messer and its predecessor companies since 1988 when he joined Airco. His career in the industrial gas business spans 35 years and includes a variety of different disciplines including Financial Management, Product Management, Mergers & Acquisitions, Business Development and General Management. Bob has always been committed to customer-focused solutions that provide growth and opportunities for both suppliers and distributors. He has spent the last 18 years successfully managing the distributor business for Messer and Linde in the US
2024 GAWDA GIVES BACK
GAWDA President Gary Halter and his wife Kathy have selected Hope Kids as the GAWDA Gives Back Recipients of 2024. The vision of the Hope Kids organization is to restore hope and transform the lives of children with life-threatening medical conditions, their families and the communities in which they serve.
WHY HOPEKIDS
Numerous studies show that hope can increase one’s overall ability to cope and that familial support in chronically ill children is vital. HopeKids understands we are not a cure for these illnesses, but we believe hope is a powerful medicine.
Scan to watch a video about the HopeKids organization.
To donate, email Bruce Ellenbogen at bellenbogen@gawda.org
Women
Gases & Welding and Young Professionals Event
SUNDAY, OCTOBER 13, 2024
Lunch Served at 12:30 p.m. Pickleball
1:30 p.m. – 3:30 p.m.
Must register to participate.
Registered members can check in at the event.
EVENT HIGHLIGHTS
What to Expect: Up to 136 players, from newbies to pros. Pro Instruction Clinics for beginners and a thrilling round robin tournament for advanced players, led by pickleball pros
Equipment: All gear provided for a seamless experience.
Kickoff & Refreshments
Start with Style: Join us for a gourmet lunch at Desert Kivas at 12:30 p.m. There will be a range of beverages to keep you refreshed throughout the day.
Play Time: 1:30 p.m. – 3:30 p.m.Plenty of action on the courts and fun for everyone!
Viewers: Relax in our beautiful lounge area and watch the games while enjoying a lovely afternoon in the desert.
Don’t forget to download
THE GAWDA APP
1. Communcate directly with attendees via the Activity Feed
2. Have the complete schedule of events at your fingertips 3. Interactive maps of meeting locations
To gain access to event content, you will be prompted to confirm your registration. A code will be sent to the email you used to register for GAWDA 2024 Annual Convention. If you lost your password, you can re-enter your email in the app.
Full list of Speakers 5. Interactive contact booth layout with exhibitor contact information
A downloadable 2024 Annual Convention Program Book
Be sure to turn on notifications so you don’t miss any important updates
Please note: If a spouse/guest is attending, they must have his or her individual email address in their registration to get their own access code..
AMaking the Most out of Networking 360
t the 2022 GAWDA Annual Convention in San Diego, the GAWDA Industry Partnering Committee debuted the “Networking 360” program.
The event was conceived as a sort of “speed dating” for GAWDA distributors and suppliers to be able to network in a more controlled and intimate environment than the hustle and bustle of the Contact Booth Program. The Event premiered to great fanfare, as 105 supplier members had the opportunity to spend 5-minute sessions with 53 distributor members who participated.
“I would pay my entire dues for the year, just to attend this event,” said one member immediately following the inaugural Networking 360.
Now entering its third year, the Networking 360 has become one of the most anticipated events on the GAWDA calendar, with coveted spots filling up almost immediately. However, because these spots are so valuable, with distributors getting just ten meetings, and each meeting having just five minutes to make an impression, it is vital to make the most of these valuable opportunities.
As the Industry Partnering Committee did with their “Best Practices” checklist ahead of the Contact Booth Program Best in Show Award before the Spring Management Conference, with that in mind, here are some best practices for making the most out of your Networking 360 Meetings.
Distributors Were Assigned Suppliers that Match their Interests by Category. Each meeting is a qualified candidate and a warm lead!
BEFORE THE EVENT
• Before you arrive in Phoenix, be sure to have researched the companies and representatives you will be meeting with.
• Prepare your “Elevator Pitch” but make sure it’s crafted to the company you’re meeting with.
• Be concise! You only have five minutes, don’t spend the whole time “pitching.” Spend the first 30-60 seconds talking about your company/product and the next 4 minutes engaging in an open dialogue about how it can be a mutually beneficial relationship.
• Have literature – We’ve heard from multiple GAWDA distributors that having supporting documentation is not only helpful but gives an air of professionalism. Don’t “wing it.”
• Have business cards! You might think it goes without saying, but you’d be surprised. Make sure that they have not only your most up-to-date information, but also your digital contact information as well.
DAY OF
• Be early. As you know, GAWDA’s networking opportunities are second-to-none. There is a Breakfast from 7:308:00 as people register. It’s your opportunity to network before the “official” networking kicks off.
• Engage Actively: Listen attentively and show genuine interest in the other person’s background and goals.
• Ask Open-Ended Questions: Encourage a two-way conversation by asking questions that require more than a
yes/no answer. For example, “What projects are you currently excited about?”
• Balance the Conversation: Share your own information briefly and focus on finding out about the other party’s needs and interests.
• Read Body Language: Pay attention to non-verbal cues to gauge engagement levels. If the other person seems disinterested, pivot the conversation to find common ground.
• Be Concise and Clear: Avoid lengthy pitches. Stay focused on key points and be clear about what you’re looking for.
• Offer Value. Instead of solely pitching yourself, offer insights, resources, or connections that could benefit the other person.
• Create a Personal Connection. Find common interests or experiences to establish rapport and make the interaction more memorable.
• Respect Time Limits. Adhere to the allotted time for each interaction to ensure fairness and to allow you to meet as many people as possible.
AFTER 360
• Stay Connected. This year, Networking 360 takes place on the first day of the show, so you’ll have ample opportunity to follow up. There is the Contact Booth Program immediately following, as well as Sunday and Monday.
• Follow Up. Once you get home, send personalized follow-up messages referencing your conversation to keep the connection alive. If you aren’t already connected on LinkedIn, this is a great place to start.
• Organize Contacts: Immediately after the event, organize the contacts you made. Note any specific details or follow-up actions.
The Networking 360 Event has the chance to pay for your trip to Phoenix in spades. But, like with anything else, you get out of it what you put into it. Make sure that your Networking 360 experience is a “Hole in One!”
News From GAWDA 2024 GAWDA
Regional Meetings
GAWDA hosted six regional meetings in 2024, with many of this year’s regional seeing record-setting attendance. The Regional Meeting slate began with a new Regional Meeting, which took place in Marietta, Georgia, from March 18-19, 2024. The Southeast Regional actually got the networking train rolling for the year, as all of the other regionals took place after the SMC in San Antonio. The Southwest Regional took place from May 20-21 in League City, Texas, followed by the Seven Springs Regional from June 25-26; the Northwest Regional in Sunriver, Oregon, from July 17-19; the Central Regional, which took place at Notre Dame University from July 29-30, and the final Regional Meeting of the year in Galloway, New Jersey from August 12-14, 2024. Thank you to the hundreds of GAWDA members of attended one of this year's Regional Meetings. Thank you also to the Regional Chairs who continue to raise the bar each year, and to the GAWDA Young Professionals who hosted events at many of this year’s meetings. To see the 2025 Regional Meeting slate, stay tuned to the GAWDA Connection and GAWDA.org.
Southeast Regional Meeting
GAWDA's 2024 Regional Meeting Slate kicked off in spectacular fashion with the return of the Southeast Regional from March 18-19, 2024, at the Hilton Atlanta Marietta Hotel and Conference Center in Marietta, Georgia. More than 100 GAWDA members gathered near Atlanta and were treated to an incredible lineup of speakers to go along with great networking opportunities. The event saw the introduction of the brandnew Young Professionals and Industry Legends Mentoring Cocktail Hour and stoked the competitive flames with parking lot Pickleball and a golf tournament. Thank you to the Southeast Regional Meeting co-chairs Britt Lovin, Rafael Arvelo and Linda Smith for putting together this incredible program, and to all of the more than 100 members who made the trip in.
Southeast Regional Chairs
Linda Smith, Co-Chair Chemweld, Inc. 4530 South Berkeley Lake Road, Suite A Berkeley Lake, GA 30071 (770) 662-0370
linda.smith@chemweldusa.com
Rafael Arvelo, Co-Chair Equigas, Inc. 215 Industrial Avenue, Suite J Greensboro, NC 27406 (336) 790-3962
rafaelarvelo@equigas.net
Britt Lovin, Co-Chair Andy Oxy Company, Inc. P.O. Box 6389 Asheville, NC 28816 (828) 258-0271 nblovin@andyoxy.com
Southwest Regional Meeting
The 2024 Regional Meeting schedule rolled on with the Southwest Regional Meeting, which took place near Houston from May 20-21. Nearly 100 attendees were on-hand at the South Shore Harbor Resort & Conference Center to see presentations from Jesse Thompson from the Federal Reserve of Dallas, Chuck McConnell from the Center for Carbon Management in Energy and an incredibly motivational presentation from Nick Scott a two-time world powerlifting champion and wheelchair bodybuilder. Thank you to Regional Co-Chairs Ashley Madray and Gary Degenhardt for organizing this year’s event and to everyone who attended.
Seven Springs Regional Meeting
GAWDA continued its Regional Meeting season with the Seven Springs Regional Meeting, which took place in Seven Springs, Pennsylvania from June 25-26. The Seven Springs Regional is traditionally the largest regional of the year and this year didn’t disappoint.
In addition to the traditional sporting clays, axe throwing and golf that the Regional is well-known for, attendees were also treated to a half-day sales workshop from Jay Spielvogel, as well as presentations from Messer CEO Elena Skortskova, Airgas CEO Marcelo Fioranelli, Intelligas President Maura Garvey, and Haun Welding Co-President’s Josh and Erich Haun.
The Seven Springs Regional is also the site of the world-famous Reverse Contact Booth Program, where the script is flipped, and the distributors get to have the tables while the suppliers walk around. As always, it was an incredible experience. Thank you to all who attended and to Regional Chair Abydee Butler Moore for putting together another amazing program this year!
Seven Springs Regional Chair
Abydee Butler Moore Butler Gas Products Co. 110 Nichol Avenue Pittsburgh, PA 15136-2664 (412) 771-7660 ext 316
abutlermoore@butlergas.com
Northwest Regional Meeting
GAWDA hosted its fourth Regional Meeting of 2024 in Sunriver, Oregon, from July 17-19, 2024. The event was a massive success as 183 registrants were on-hand to hear from exciting speakers Paul Rodden, who spoke about the Future of Hydrogen, Steven Olson, Executive Director, Senior Private Wealth Portfolio Manager, Wells Fargo, and Ed Hotard from SIAD discussing Energy Transition and New Technology. Attendees were also treated to GAWDA updates from Gary Halter and Robert Anders. The Sunriver Regional also featured multiple networking opportunities for all those in attendance. Thank you to those GAWDA members who made the trip to Sunriver and to Regional Co-Chairs Nicole Kissler and Clinton Bush for planning and executing this amazing Regional.
Says Clinton Bush, “As Always, the GAWDA Northwest Regional is my favorite event of the year to connect with Vendors and Welding suppliers in our region. I always feel like it was time well spent and I look forward to seeing everyone again next year!”
Adds Nicole Kissler, "We extend our sincere gratitude to all participants, sponsors, and supporters who contributed to making this event and our partnership with GAWDA a success. We look forward to building upon this momentum as we continue our journey forward."
Northwest Regional Chairs
Clinton Bush, Co-Chair
230 E. Trent Ave. Spokane, WA 99202
509-534-1595
clinton.b@alcg.us
Nicole Kissler, Co-Chair
1125 W. Amity Road
Boise, ID 83705
208-336-1643
nicolek@norco-inc.com
News From GAWDA
Central Regional Meeting
GAWDA's second to last regional meeting of the year took place at the historic Notre Dame University from July 29-30, 2024. The event, which took place with breathtaking views overlooking the football field was another smash success for the association. The meeting kicked off on Monday, July 29th, with the traditional Tabletop Booth Program, which allowed attendees to meet with the supplier exhibitors in attendance, before the opening networking event and dinner.
During dinner, attendees were treated to educational presentations from Messer's Bob VanKirk and BAHCO's Robert Farmer, as well as a aGAWDA Update from President Gary Halter.
The event concluded on Tuesday with a golf event at the beautiful Juday Creek Golf Course. Thank you so much to the 165 members in attendance.
“Notre Dame was a great venue for the Central Regional and its location helped us attract more Distributors this year,” said Regional Meeting co-chair Mike Roach. “On behalf of Bob Ranc and myself, we want to thank all of the Distributors and Vendors that helped make the regional a success!”
Central Regional Chairs
Bob Ranc, Co-Chair
News From GAWDA
Northeast Regional Meeting
The GAWDA Regional Meeting season came to a close with the Northeast Regional, which took place in Galloway, NJ from August 12-14, 2024. 97 members attended the meeting, which took place at the beautiful Seaview Hotel. The event kicked off on Monday, as the GAWDA Young Professionals Hosted a Happy Hour to welcome everybody to the event.
Then, on Tuesday, the event kicked off with a day of fun, as attendees got to ride Go-Karts in the morning at New Jersey Motorsports Park and shoot sporting clays in the afternoon at Cedar Creek Sporting Clays, before returning to the Hotel for a networking dinner, including a reception with music and dancing, as well as a fun trivia contest, complete with prizes and giveaways.
The business portion of the event took place on Wednesday, as attendees got to network with the supplier exhibit tables during breakfast, before hearing outstanding presentations from GAWDA President Gary Halter, Chief Engineer of the New York and New Jersey Port Authority Rizwan Baig, Chief Information Security Officer of the NJ Office of Homeland Security and Preparedness Michael
Geraghty, GAWDA Legal Consultant Rick Schweitzer, and an impromptu AI presentation and song about the event from Weiler Abrasives Director of Sales Steven Briggs.
The event concluded with a beautiful day on the links. Thank you to everybody who attended not only the Northeast Regional but any of this year's six Regional Meetings. Thank you also to Northeast Regional Co-Chairs Michael Trueba and Tom Biedermann for continuing to raise the bar!
Northeast Regional Chairs
Michael Trueba, Co- Chair MPT Industries 85 Franklin Road Dover, NJ 07801 (973) 989-9220
mtrueba@mptindustries.com
Tom Biedermann, Co-Chair Airweld, Inc. 94 Marine Street Farmingdale, NY 11735 (631)694-4310
t.biedermann@airweld.net
Member Profile GAWDA DISTRIBUTOR
Service Only a Family-Owned Business Can Supply
How California Tool & Welding Supply has evolved since 1976.
In 1976, Robert C. Craig (Bob Jr.) worked for his father, Bob Sr., at his welding supply company in Duarte, California. Bob and Rick Davis decided to set out on their own and opened California Tool & Welding Supply out of a wooden shed on a dusty sand lot with a few bottles of compressed gases, an oxygen cascade system, and a small selection of hard goods. But what they lacked in resources, they more than made up for in vision.
The motto of the fledgling business was, “We provide service that only a family-owned and operated business can supply.” And that creed remains the cornerstone of Cal Tool nearly half a century later, as the family’s third generation runs the company by those very same tenets.
“I think my dad and uncle recognized that there was a growing need for specialized tools and welding supplies, and having had that experience and that knowledge from working with their dad in his welding supply business, they really wanted to create something on their own,” says Melody Anderson, third-generation Executive at California Tool. “But they wanted to do it with a personalized touch and really wanted to get to know the customers and build those relationships. So, they
created that motto and the model that we still have today. That is the hallmark of our company's success now and all of us that are working here, family and otherwise, support that motto today. It is the cornerstone of our core values.”
Shortly after Bob Jr. and Rick started the company, Bob Sr. sold his welding supply business and joined Cal Tool. Together, the three partners began to build Cal Tool into the company that it is today.
COMPANY GROWTH AND EVOLUTION
Today, California Tool’s corporate office still occupies the same “dusty sand lot” that Bob Jr. and Rick laid claim to in 1976, but the company has expanded to match their vision. The distributor has nearly 100 employees across its nine retail locations across Southern California as well as Las Vegas, plus it has an Acetylene Plant in Riverside, California, and it operates three subdivisions within Cal Tool: Serv-O-Tek, Elite Air, and California Plumbing Solutions.
In the early 2000s, Bob Jr. passed away, and Rick Davis left the company to open a cryogenics business. Then, in 2008, Bob Sr. passed away, leaving the company in the hands of the third
GAWDA DISTRIBUTOR
generation: Chris Craig, Ron Myers and Melody Anderson.
“We were mostly just welding and fabrication businesses, up to that point,” says Anderson. “We had added Serv-O-Tek, our beverage company in the early 2000’s. But, after my grandpa’s death in 2008, we started seeing the need to keep branching out and adding to the company. We added Elite Air, our Specialty Gas Division, and started retrofitting and changing our fill plant and adding in new and automated equipment. In the last five to ten years, we've really started to ramp up our technology. The original owners set the groundwork for the Serv-O-Tek beverage line and we knew we wanted to build on that and do more specialized gases. But it wasn't until we really started diving in with technology and realizing that there was a real need for better equipment and better processes that we started investing in that technology.”
Its most recent subdivision, California Plumbing Solutions, is able to design, supply and install both cryogenic and gaseous process piping. The company’s goal is to have cost-effective solutions while accommodating its customer’s project goals, large or small.
“Bringing in those different businesses and solutions in-house has allowed us to control the quality,” says Anderson. “Before, we were reaching out to other vendors and businesses to make those projects work. Now, we are hiring and doing that work ourselves. And it has allowed us to take our business to the next level.”
Customized Solutions
Branching out to be able to offer those more customized solutions is part and parcel with Cal Tool’s culture.
“We’re very solutions-oriented,” Anderson says. “When we
go to build relationships with our customers, we’re looking for the solutions that best fit them. Because we’re more flexible and we’re able to do a little bit more research and look up the technology required and explore things that we may not be familiar with, especially if it seems to be in the best interest of the customer or the best solutions, we are more agile. We’re not stuck in that ‘one-size-fits-all’ mode. We have the ability to move a lot more quickly than a lot of the big corporate companies.”
On its website, Cal Tool lists a Mission, Vision and Purpose Statement that go along with its Motto. All of them emphasize the importance of establishing true relationships with customers.
Mission Statement – “By using our expertise in the atmospheric gas industry, we will offer our partners the most creative and safe solution to satisfy their dynamic needs.
Vision Statement – “To become the first choice for packaged gas and liquid cryogenic products in the Western United States.”
Purpose Statement – “By truly cultivating internal and external relationships we can connect the right products, people, and technology to allow our customers the freedom to focus on their business.”
“When we get feedback from customers, they really appreciate the emphasis that we put on building relationships,” says Anderson. “They seem to understand and value that we offer personalized solutions that are tailored and can meet each of our customers unique needs, regardless of their size. I think it does make a difference compared to bigger companies because they can’t operate like that. There’s too much red tape. We don’t have to go through that. We get to become the trusted partner who genuinely cares about the success of our customers business.”
Member Profile GAWDA DISTRIBUTOR
LOOKING FORWARD
With a young and agile management team in place, Cal Tool is well-positioned to continue and even accelerate its success as it enters its second half-century. And it is already walking the walk, making heavy investments in technology in the last five years. And it isn’t slowing down anytime soon.
The company has an e-commerce website that it is debuting that will revolutionize the way its customers can do business with Cal Tool.
“Customers really want a comprehensive and valuable online experience, and they want to be able to select, compare and purchase products online, and we’re committed to providing that experience,” Anderson says. “And we want that experience to mirror what you get when you come into our stores. It’s going to offer the convenience of online shopping but also reflect the depth of knowledge and care that that we have in all of our physical locations and then customers will also have full autonomy of their accounts through the customer portal. We’re very excited about that.”
Anderson concludes, “I think we’re poised to continue to grow. And part of that is going to be by becoming a little bit more visible and more accessible to people. In the last 5-10 years, we’ve started adding our tagline, ‘So Much More’ to a lot of our marketing. We’ve started understanding that the ‘welding industry’ is so much more than welding. And we’re trying to showcase that. We’re content being the ‘hidden gem’ but also we feel that part of our value is that we can create these solutions. We want to build better communities, and we can’t do that if we’re not willing to put ourselves out there and be more visible. So, that will be a big part of our goal in the next 5-10 years is to give ourselves more access to more customers and educate the communities and our customers and all that we can do and all that we can offer.”
And, as they have shown time and time again, all that they can offer, is an awful lot.
While visiting California in May of this year, I was able to stop in for a quick tour of California Cylinder. Today, California Cylinder is operated by siblings Tanya Bush, Brittany Carrico, and Jennifer Hylin daughters of Curtis and Debbie Brown, who originally opened California Cylinder in 2001. Prior to owning California Cylinder, the Brown family owned and operated Brown’s Welding Supply in Montclair, California, before eventually selling the distributorship. A few years passed before Curtis decided to get back into the industrial gas industry as a supplier of cylinders, and so California Cylinder was born.
Now, 23 years later, they are masters of efficiency. The company employs less than 10 people including administrative and warehousing. A typical day for Tanya, Brittany and Jennifer includes both office work, as well as time spent in the warehouse receiving, processing and shipping out cylinders to distributors across the U.S.
Doing business in California presents challenges, such as strict regulations, high business costs, and limited/expen-
sive real estate. Despite these challenges, California Cylinder has carved out a niche leveraging their family’s 50 years of experience in the industrial gas industry while maximizing their limited space in Upland, CA, where they are constantly moving cylinders in and out of their warehouse and outside storage space. They offer new and reconditioned steel and aluminum high- and low-pressure cylinders along with cylinder accessories.
A true family business in every sense of the word, Tanya, Brittany and Jennifer have grown up helping their parents and now carry the load of the day-to-day operations. Upstairs in their office, the walls have beautiful paintings. The main lobby features a cylinder mural with their logo. Also upstairs they have a nursery painted with detailed animal themes which is something I’ll always remember. Brittany and Jennifer’s kids have a home away from home with places to play and even take naps. Just another example where the family has overcome a modern-day challenge of daycare. Thank you to California Cylinder for hosting me and letting me feel like family for the day!
Trends & TECHNOLOGY
GAWDA Launches Brand New Technology Committee
New committee to shed light on 21 st century issues facing all GAWDA Members
BY STEVE GUGLIELMO, JOHN VRANA AND HECTOR VILLARREAL
During the 2024 GAWDA Spring Management Conference, GAWDA debuted its brand-new Technology Committee. The Committee will be co-chaired by Red Ball Oxygen’s John Vrana and Weldcoa’s Hector Villarreal and will tackle some of the industry’s greatest looming threats and challenges including cyber security, automation and AI. We were lucky enough to be able to interview John and Hector during the SMC for an interview that aired in the May 1st episode of GAWDA TV. To see the full interview, scan the QR Code below.
GAWDA TV: Hector and John, can you tell us a little bit about this brand-new committee?
John Vrana: This committee is going to be focused on helping GAWDA members build a knowledge base for emerging technologies and best practices and procedures.
Hector Villarreal: I think focusing on best practices and procedures is key to getting this off the ground.
I think starting off with cutting edge technology, when there are people who aren’t comfortable with the current status of technology, just doesn’t make sense, so best practices is certainly the best place to start. And starting in the area of cyber security, in particular, I think is very important, right now.
GAWDA TV: It has been a long time since GAWDA has added a new committee. How did the idea of adding this new committee come about and what attracted both of you to join it?
Hector: When it was brought to my attention, the GAWDA leadership was looking for people to talk about the new developments in technology and we both had been talking about AI
quite a bit. COVID was the first wake-up call. “We need to be more digital.” Even though that idea had been out there for a while, I think that was when people really started to recognize that the need was immediate, and really started to step into it.
And now, AI has really come into the marketplace and people don’t know a ton about it. There is a lot of false information about it. But it is going to change things. And we all need to understand how it will affect our businesses. So, that is how I got into it. I have always been into technology. At Weldcoa, that is what we do. We push technology to our clients. And internally, we are big proponents of technology as well.
John: Yeah, I think you hit the nail on the head there. With me, I have been in the technology field for 20 years now. I can remember back when technology was seen as overhead and just the cost of doing business. And now, since COVID, like you said, it seems like people realize that technology is something that can drive you and there is innovation there and it can help align with your company’s strategies and goals. And GAWDA, starting this committee, is seeing how it is important to continue to innovate and grow with technology as well.
Co-Chair John Vrana, Red Ball Oxygen
Co-Chair Hector Villarreal, Weldcoa
GAWDA TV: How are you both utilizing technology inside your own companies?
John: Integration is a big part. Having the ability to, at any time, see where deliveries are. Having all of your systems being able to communicate so that your delivery routes are communicating with your ERP, and your ERP is delivering with your asset tracking, all of that at your finger tips to be able to get that information in real time is an important factor to be able to get what we call the perfect order. To be able to make sure things go out on time, every time, and being able to see that in real time, really helps us maintain that perfect order.
Hector: Weldcoa is all about technology. As a manufacturer, internally, we have several robotic work cells. We have a fiber laser. We have automated saws. Anywhere that we can automate, we have automated. And that includes in the office. We started to digitize the office process years ago. And that never ends. Anybody who has dealt with ERP systems, it’s a never-ending process. That beast must be fed every day.
Externally, providing the technology to move our clients into the future is what we’ve been doing. I remember spending the first ten years of my career in the industry telling anybody who would listen that you should consider automation. I never forget the day I got that first phone call where somebody said I want to automate and asking, “what do I do?” And I literally said, “I’ve been waiting for this phone call for ten years. Let me tell you.” So, we continue to push that process.
We have programmers in house. We have engineers in house. We have electrical engineers in-house. We’ve very much about technology.
GAWDA TV: You said it was ten years before you got the call about automation. What’s the next disruptor for GAWDA members that the technology committee will be focusing on?
Hector: In 2014, I was in Dubai for a gasworld conference and about a week earlier, I was working on my presentation and for the first time I added a five-minute piece on IBM’s Watson, which was just being developed. It had just beaten the Jeopardy champion and had just beaten the chess world champion and I was talking about how this isn’t just a fantasy anymore. This is coming and it’s going to be coming fast.
And I talked about co-robots in the same presentation. And fast-forward to today and co-robots are something that the industry has been pushing for a little while now. But what people don’t recognize is that we’re coming to this period in time where robotics, biology, AI, and Quantum Computing are going to come together and if you think things have changed
quickly in the last five years, well you haven’t seen anything yet. It’s going to increase much quicker than anybody believes.
John: With the prominence of AI, even already, it’s been an exponential pace of how quickly everything is moving. And with that, another key factor is cyber security. With all this change you have to maintain your security as these technologies grow and are developed. That’s going to have to be something we keep on top of.
Hector: I’d like to add that, for better or worse, it’s historically been the illicit industries that are the ones to capitalize on new technology the fastest. And if you don’t believe that hackers are using AI to become better hackers, you are incorrect. So, yeah, cyber security really has to become a top of the list imperative for everybody in our industry.
GAWDA TV: For members who are hearing what you are saying and feel that they have something that they can add to the discussion, what is the next step for a member interested in joining the committee?
Hector: Please reach out. And don’t think you need to be a “techie” to join the group. If you have an interest in learning about technology and getting a better understanding, even if you don’t have a background, please join. This will be the perfect environment for you. This industry is great about sharing. I’ve been doing this now for 28 years and this industry is so different than any other industry. The success of everyone is on how much information you share. You see that in GAWDA. You see it in CGA. We’re very fortunate to have this society that really props each and everyone one of us up.
John: As Hector said, you don’t have to be a “techie” to join. We can give you all the information on technology and IT, but it’s also a question of implementation. We need that too. We need to know is this a best practice or procedure for implementation for your fill island, or how will this impact the drivers. So whatever skills you bring, we can definitely use those skills.
GAWDA TV: Gentlemen, we’re all very excited to see where this committee goes. Thank you so much for being with us. For more information about GAWDA’s Technology Committee, visit https://www.gawda.org/about/committees/ today.
Scan to watch John Vrana and Hector Villarreal on GAWDA TV
Trends & TECHNOLOGY
Ensure You’re Receiving the GAWDA Connection Newsletter
If you should be receiving but aren’t, you may need to whitelist the sender.
The GAWDA Connection newsletter goes out on the 1st and 15th of each month at 8:00 a.m. EST, with special editions that go out during the SMC and Annual Conventions. In February 2024, Google and Yahoo, in an effort to improve deliverability and prevent spam began implementing new email authentication requirements for all email senders. This impacted the way that some newslet-
ters were delivered by preventing any emails sent from “unauthenticated email addresses” from reaching the recipient’s inbox.
The intention of this change was noble. It was intended to prevent phishing and will most likely have the long-term impact of doing so. However, it also has the short-term effect of impacting newsletters sent through third-party sites like Constant Contact, like the GAWDA Connection. Whereas the GAWDA Connection used to be delivered “From @gawda.org” via Constant Contact, it is now delivered with the domain: johno@gawdamedia.ccsend.com.
HAVE YOU STOPPED RECEIVING THE GAWDA CONNECTION?
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If you can’t locate a GAWDA Connection or an email from johno@gawdamedia.ccsend.com in your junk/ span/quarantine folder, let your IT department know that you would like to add the email address to your Safe or Trusted Sender list.
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To whitelist the GAWDA Connection newsletter and start receiving uninterrupted updates, follow the simple steps outlined for your email client. This small action can make a significant difference in ensuring you are always in the loop with the latest information relevant to our industry.
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Connectivity, Content and Commerce Competing in a digital world.
BY KEN THOMPSON
As an executive and advisor, Ken Thompson has been dedicated for over 60 years to strengthening manufacturers’ and distributors’ supply chain relationships through the sharing of best practices, managing disruptions, and coordinating visions and implementation of systemic technological change to further solid strategic alliances.
The GAWDA gavel will pass, once again, at the conclusion of the 2024 Annual Convention in Phoenix. Indiana Oxygen President Gary Halter will hand it off to his neighboring state colleague, Eric Wood of O. E. Meyer.
In 2024, GAWDA debuted a new Technology Committee. This committee was commissioned to recognize an enormous change that will challenge the very existence of a business model that has successfully served our membership for more than 75 years. Digital Technology touches everyone’s life in just about everything we do. It’s no surprise, therefore, that our conduct of business MUST adapt to operating in all phases of the Digital Community. The introduction of the Technology Committee, with seats occupied by some of the industry’s youngest and brightest generational leaders, will offer vision into the manner in which our supply chain vertical will conduct business going forward.
It’s hard to believe that ten years have passed since many among us were trying to understand what the “millennial phenomenon” was going to mean to our business. Those “entry-level kids” are now guiding our decisions, running our businesses, and thankfully so, as their vision and skill sets have enabled our survival.
Gary and Eric are joined by many other volunteers who offer their talents and time to sit on many Boards and Committees doing the yeoman work that drives the Association’s success. These are demanding and time-consuming tasks that could not be tackled without these willing partic-
ipants. We owe them our endless gratitude.
Without losing sight of our purpose – to efficiently DISTRIBUTE and otherwise MANAGE the products and services of the manufacturers we represent – our respective companies’ leaders must first understand the business priorities of our suppliers. Two scenarios are crystal clear. First, our gas manufacturers realized some time ago that independent distributors are much better at distributing molecules and their packaging. Their concentration is in producing the gases and “selling out” the plant. They recognize that their stakeholders can be better served by becoming more intimately involved in working with energy producers to develop and perfect affordable, clean energy sources and the accompanying logistical mechanisms. Some ASU owners and CO2 Primary Stream sources have engaged with distributor owners or ESOPS with equity arrangements.
As important is understanding challenges equipment and hard goods suppliers face in competing in the “SKU World.” It’s all about CONNECTIVITY, CONTENT, and COMMERCE. Nearly everyone buys something online. It’s one thing when it’s a pair of sneakers. It’s entirely different when a business decides that digital relationships become the OVERWHELMING choice of conducting business.
So, how have our new generation of leaders prepared? First of all, they are MASTERS OF THE TOOLS! It got started when their parents filled their cribs and strollers with electronic TABLETS and TOYS. From those days forward, they clutched on to those toys/tools wherever they
travelled – at the meal tables at home and in restaurants, in school rooms, at every event imaginable, and in the sweaty hand or hip pocket with every step. Their TOYS became the life blood of everything “CONNECTIBLE.” Try running a business today with a pencil and a day timer! Every step along their educational path introduced new features of collecting and using DATA. In real time, they learned how to research and buy everything conceivable online. As the world expanded to everything digital, they were in lock step with every new development.
Yes, the “cream rises to the top.” The brighter, more serious, and those with visions into the future, prioritizing their respective goals, and we are truly fortunate as an industry to see them ascend to the leadership roles.
Many will say that if one prepares and works hard, success is just around the corner. But, in the surrounding of their presence in the gas and welding distribution vertical, this next generation have been exposed to a little bit of luck! Our industry’s incredible network of sharing and camaraderie creates a learning and experience platform that is far from universal. The transformation in succession is anchored by willingness to share experience across the spectrum, and our rising generational class are taking full advantage of the experiences shared by their mentors. The phrase is probably overused, but “IT IS WHO WE ARE!”
With a foundation in practical, industry specific skill sets, and experienced, willing mentors to share experiences; what has worked, and what has not; our able successors must seriously address Supply Chain Alignment.
The fact that we exist in a Distribution Supply Chain demands that we fully understand the driving forces and priorities of the manufacturers and suppliers we represent and the users of the products and services we provide. Those priorities CHANGE over time, are not necessarily in sync, and we – in the middle – must figure out how to bridge the differences. Complicating our approach and solutions is the fact that we must accommodate distinct differences in managing today’s gases related products and those generally described as hard goods. Differences in packaging and logistics are significant factors.
Successfully aligning with the peculiarities of each classification requires that we are ambidextrous. Our predecessors found it easy to place a couple of gas cylinders on the same truck delivering a few boxes of welding rod to a customer preferring a single source for such a product mix. Our advertising in Yellow Pages called out “One Call Gets It All.” NOT IN TODAY’S WORLD!
Our gases suppliers have discovered, over many years, that their distributor partners are far more efficient in managing distribution of the varieties of the gases themselves, as well as
the packaging required. Once the distributor has possession of the molecules, the manufacturer is relieved of that responsibility; free to concentrate on more pressing priorities. Today, the distributor can recognize the user’s needs, recommend the solution, plan and install the storage and distribution systems, establish replenishment protocols, monitor data in real time and manage transactions seamlessly with total accuracy.
Operating in the hard goods arena is entirely different –yet in the case of many of our distributor companies, revenues from this phase of the business are essential to the business’s success. Competition not only exists from an assortment of alternate channel players – MRO, PPE, Contractor Supplies, JanSan, Chemical, Consolidators, and on and on, but from our own suppliers realizing that they must have a viable direct presence in the online World. In fairness to their stakeholders, they MUST have a branded web page, quality content, connectivity, functionality, and an active ecommerce presence.
Our new generation of leaders also understand that we are no longer in a “show and tell” business model. Relationship selling, which supported us for many years, is only an element of the total Enterprise Relationship that must exist within the Supply Chain. The expanded relationships include many types of consultive services – applications recognition, solutions recommendations, demonstrations, installations, training, supporting, maintenance and repairs, tool crib/supply room management, and Continuous Improvement support, as well as all sorts of predictive analytics, VMI, EDI/Punchout fulfillment, and seamless transactional capacity and accuracy. Much of this connectivity is ERP to ERP without human intervention. We must now have a presence at every touch point in our business relationships to guarantee exceeding the expectations of all of those in direct interface with us.
A quick look around the room at a GAWDA gathering clearly validates that the Class of our Generational Successors are present, eager, and up to the challenge. Our network Is intact, and spirits high.
BRING IT ON!
Art Waskey has over 50 years’ experience in the welding and gas industry. He travels across the country consulting and giving seminars on business skills and has published 3 books on sales skills stories. He holds a BS in Mechanical Engineering, and a Master of Ministry in Leadership Development. You can subscribe to Art’s weekly sales/leadership tips and monthly articles on his website. Also, check out his Posts on LinkedIn. For services, contact Art at 720-3419405 or artwaskey@ ispeakd.com.
Selling for Success
Selling is a transfer of trust.
BY ART WASKEY
Selling is a transfer of trust. The manner in which we sell has to evolve with the changes in the world around us. In my lifetime, the introduction of new technologies has radically changed how one succeeds in sales.
Consider this. I became a salesman in 1972 at a time when the internet was still a research project. My first job title was Sales Engineer. I lived in North Texas and called on independent welding and gas distributors in Dallas, Fort Worth, Wichita Falls, Abilene, Sherman, Austin, and San Antonio. My means of connecting with clients involved the telephone and driving just over 20,000 miles per year in my Ford Custom. Selling for success involved following this 5-step sales cycle that was developed by IBM: (1) Open the call with small talk, (2) Investigate the needs, (3) Give your product benefits, (4) Handle objections, and finally, (5) Close the call with an assortment of techniques.
BUILD TRUST
The center of any successful sales cycle was, is, and always will be about building trust in customer relationships. Being able to converse with your customers on their terms builds trust. The distributors I called on in the ‘70s were patient with my formulaic approach. I quickly learned that “small talk” should involve the Dallas Cowboys, Houston Oilers, Texas Rangers, or Houston
Astros. Since I was from Baltimore, Maryland, I was considered a Yankee. My clients needed some convincing that Maryland was south of the Mason-Dixon Line! I enjoyed making connections with my clientele and was even asked what happened to my Baltimore dialect when I returned home for visits.
I was able to develop a deep sense of trust with those Texas distributors. I still remember each of their names, their likes, and dislikes. Their work ethic and customer relationship experiences have been guiding principles in my career. With today’s technology, the way relationships develop has changed. There are now so many more avenues of communication to use to establish trust, which remains at the center of the successful sales cycle.
THE IMPORTANCE OF RAPPORT
To establish trust, you need to be seeking the welfare of the other person. To do this, it is important that you develop a rapport with your clients. You need the ability to enter their world and understand it. Without heartfelt rapport, it is difficult to develop trust and influence. People don’t care how much you know, until they know how much you care. If you find your prospect won’t engage, they probably have a personal relationship with your competitor and don’t want to break that alliance.
If you are successful in encouraging your
customer or prospect to talk about themselves for 20 minutes, they will bond with you. This requires strict adherence to the 80/20 listening rule. That is, the customer talks for no less than 80% of the time while you actively listen to them and speak only for 20% of the time.
UNDERSTAND YOUR CUSTOMER
Here is a series of questions to ask that will help you understand your customer’s background.
• How long have you worked here?
• What are your responsibilities?
• How long have you lived in this area?
• How do you get to work?
Another way to learn more about your customer is to note their behavioral mannerisms. You should mirror and match their body language, tonality, and words. Phrases like, “I see what you mean,” “I hear what you are saying,” or “How did that make you feel?” let your client know that you are emotionally engaged.
To be better prepared to understand your customers’ behavior, I recommend you take a DISC assessment (discprofile. com/what-is-disc). It will determine if you are a Dominant, Influencing, Steady, or Conscientious communicator. Along with learning your behavioral style, invest time in learning the characteristics of the other three styles. Your goal is to explore how to meet your customers halfway between your style and theirs.
DISCOVER THE NEED
Once you have established trust, your new contact will naturally begin to tell you how to fit his/her need into your product or service offering. While people tend to make decisions intellectually, they are often emotional buyers.
• On the emotional level, consider these 5 buying motives:
• Pain in the present (distraction)
• Pain in the future (fear)
• Gain in the present (stimulation)
• Gain in the future (security)
• Impulsive buy (arousal)
THE NEED TRAIL
Once a client has presented a need, be sure to follow the Need Trail with these inquiries:
1. Tell me more.
2. How long have you had this issue?
3. What have you tried?
4. How did that work for you?
5. How much is the issue costing/ impacting you?
6. What other issues do you have?
7. Is it important to make a change? There are some important things you should note when using the Need Trail.
• When asking, “What have you tried and how did it work?” you are preventing suggesting something that they have already tried with failed results.
• Second, the reason you are asking, “What other issues do you have?” is that normally the first issue a client brings up is not their biggest problem. This question primes the pump. Many times, it is the second or third issue they disclose that is the most critical. Your objective is to try to collect the total cost/ impact of all the customer’s issues.
• Finally, don’t ask, “Is it important to make a change?” until you have exhausted all the avenues of inquiry.
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Sales & MARKETING
VALIDATE THE DECISION MAKER
Digitalization has radically altered the sales cycle. It makes communication — the centerpiece of any sales negotiation — so much faster and broader. More people and more data can be involved in the “Validating the Decision Maker” phase of the successful sales process. So drastic is this change that in the last two years the title for the sales process has changed from “Consultative” to “Enterprise Selling.” Consultative selling refers to a process involving mostly personal interactions. Enterprise Selling, on the other hand, implies the use of digital tools, such as an integrated Enterprise Resource Program (ERP), eCommerce, content management, and artificial intelligence (AI), in addition to people.
In Consultative selling, the salesperson would ask his/her contact, “Besides you and me, who will be involved in resolving the issues we discussed?” With today’s digitally embedded customer relationship management (CRM) software that group of decision makers is broadened. AI is able to provide an organizational chart with pertinent information on how a customer’s decisions are made. For example, Predictive AI will evaluate the rationale from the perspective of the C-suite executive’s strategic direction. It can reveal the plant manager/engineering/ quality control desires for implementation results. And it can point out the operations/purchasing agents need to minimize destructive change during implementation.
AI can help create collaborative partnerships with your customers by understanding each player’s buying motives. It can also make predictions for what the customer should be buying next and when the purchase should occur. For independent distributors, eCommerce and AI have the capability of differentiating your products and services from other online website
channels. Your advantages include personalization, local presence, added value services, and preferred telephone services.
THE INVESTMENT
We have reviewed the steps in the sales cycle where you build trust with your customer, follow the Need Trail, and use the latest digital tools to identify and support the decision makers. Now it’s time to move into investment discussions, known as the “money step.” This is when decision makers make a commitment to purchase. Up to this point in the sales cycle, the product and services solutions should not have been clearly identified by the sales team. Exposing your product or service solution earlier in the Need step can lead to you becoming “the unpaid consultant.” A customer may share your solution with a competitor or shop the resolution for the lowest price.
Before the solution to the need(s) is revealed, it is important to determine whether the customer has sufficient resources and desire to solve their problem(s). Check with your finance department to be sure the client is preapproved. Clearly identify the customer’s terms and conditions and payment method. This will have an impact on your pricing strategy.
The investment step requires the seller to review the Need Trail described earlier and determine how much it is currently costing the customer to not make a purchasing decision. I generally find that for a customer to make an investment, the cost of solving a problem should be no more than 25% of the developed need and have a return on investment of less than two years. The salesperson must prove to the client that he can’t afford the cost of not accepting your solutions.
PROOF
In the Proof step, the salesman discloses the product or service solution and reviews its features, benefits and pricing in detail.
An important term to be aware of during the entire sales cycle is Head Trash. When a salesperson thinks he/she knows what is on the prospect’s mind without asking, this is known as head trash. These assumptions are often negative, which lead to lower expectations and the tendency to give away value not actually expected or required by the prospects.
To confirm the client’s interest, use the Range Finder. Ask, “On a scale of 0 to 10, 0 meaning you have no interest and 10 meaning you have decided to buy, where are you?” This allows you to parse out unresolved questions the prospect may have. These are often easy to resolve. If the customer has interest but scores less than 10, ask, “What do you have to see to get you to 10?” Repeat the cycle until the prospect gives you a 10. To get
to 10, some prospects may want a demonstration, a form of guarantee, or a change in terms.
With some products or services, you may want to use a conditional contract or signed purchase order. I have found that demonstrating the product or service for a short period of time often leads to a signed contract or purchase order. Again, use the Range Finder to ensure you know what is on the prospect’s mind.
If the sales cycle is properly implemented, the salesperson often doesn’t even have to ask for the order. The customer will close the sale himself. Beware, prospects do not feel obligated to honor verbal commitments. As a past Vice President of Sales, I have had many reps come to me excited about a sale they think made via a verbal commitment only to find it hard to get the prospect back on the phone or to accept an appointment. Prospects tend to change their mind regarding verbal commitments and are often too embarrassed to see the salesperson again. I recommend either a written contract or a signed purchase order before the sale is implemented. Don’t rush. Review, repeat, remind, and get it signed!
Finally, beware of buyer’s remorse. Once a contract is signed, thank the customer for the order and give him an opportunity to back out. Ask, “You wouldn’t cancel because of changes we agreed upon, would you?” This gives the customer a chance to verbalize their commitment. You don’t want him to wake up in the middle of the night thinking he had made a big mistake. Handle any apprehension now.
HAPPY SELLING
This 5-step sales cycle — Discovery of need, Validation of the decision maker, Investment, and Proof, with Trust in Relationship at its center — has proven successful for over 50 years. In the distribution business, a salesperson should always know where he/she is in this cycle. Each step should be discussed with the prospect and include a strategy to move the sale forward. In monthly reviews, sales managers should be asking their salespeople where they are in the process and supporting them on next step strategies.
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Selling is the transfer of trust. How you earn that trust is the key to a winning sales cycle. Happy selling!
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Sales & MARKETING
How Distributors Can Grow Tech, Talent and Tenacity
BY MIKE MARKS, INDIAN RIVER CONSULTING GROUP
Mike Marks is co-founder and managing partner of Indian River Consulting Group, a consulting firm to distributors and manufacturers. He specializes in helping distributors and manufacturers accurately diagnose problems and identify risk-bound alternatives. Contact him at mmarks@ircg.com or visit ircg.com.
While the economy has stabilized since the pandemic, it’s still characterized by uncertainty. The supply chain remains less reliable, while inflation continues to put pressure on manufacturers, distributors and retailers alike. Disruption feels like the new normal, and the companies that have managed to thrive are the ones that understand that disruption creates opportunity.
Of course, those companies are often reluctant to share their game plans for fear of giving up their competitive advantage. And everyone else may be tempted to turtle up and act conservatively, which makes them acquisition targets.
So, let’s create some visibility around what’s working for distributors in this new era of disruption. Distributors need to do different things entirely — not just do the same things differently. Much of this approach can be classified into three categories: technology, talent and tenacity.
THE RISE OF TECHNOLOGY AND AI PLATFORMS
Today, distributors have access to more data than ever. And thanks to the rise of AI-powered business tools, they can analyze that data instantly and use it to forecast demand and make more informed decisions.
According to McKinsey, successful early adopters of AI have improved their logistics costs by 15%, inventory levels by 35% and service levels by 65%. AI-infused ERP and ancillary solutions are making business operations more efficient,
and they’re on the rise in warehouses, as well. The MHI annual Industry Report predicts that automated warehousing solutions will be adopted by over 60% of businesses by 2026.
AI and machine learning have made giant leaps in the past few years, not just in terms of functionality, but also affordability. As a result, small innovative companies are getting in developing applications designed for distributors.
The rise of this new technology has resulted in a far more connected global network. The human touch is still important, especially in B2B. But you need to think strategically about how you can meet your customers where they are.
THE IMPORTANCE OF TALENT ACQUISITION
Millennials became the largest generation in the workforce in 2016, and the Bureau of Labor Statistics expects them to number 38.5 million by 2029. Meanwhile, baby boomers continue to retire and Gen Z are now working alongside Millennials in the workplace. The employees you’ll be hiring moving forward will have grown up with the Internet and ecommerce.
This familiarity with online shopping and other digital tools may help explain a startling statistic in the distribution space: 22% of end-users never want a distributor sales rep to visit, while another 20% would be happy with just one visit per year.
This doesn’t mean that the human element is gone; it’s just been relocated. Distributors need to embrace the rise of inside sales and hire people
“According to McKinsey, successful early adopters of AI have improved their logistics costs by 15%, inventory levels by 35% and service levels by 65%.”
who are comfortable using technology to follow leads and close sales. This will allow the outside sales team to concentrate on market-making activities.
It’s also important to develop small, cross-functional, flexible teams that can adapt more quickly than traditional business hierarchies. Allow people to experiment, to collaborate – and to fail. It all starts with leadership.
THE VALUE OF TENACITY
In uncertain times, it can be tempting to withdraw. But you’ll only thrive by thinking outside the box and having the tenacity to see things through. Companies will reap the benefits of technology and talent by being tenacious about rewiring their organizations and executing their roadmaps.
Technology can play a big role in making your company more tenacious. Let’s say you find a potential new sales rep with great instincts but poor writing skills. You could use ChatGPT to improve their emails and take full advantage of the increased efficiency of inside sales.
Or maybe you’re encountering language barriers that are getting in the way of closed deals. You could become an early adopter of wearable real-time translators—something straight out of Star Trek that is now a reality.
With the demand forecasting features that are starting to come standard with ERP software, you can detect when the market is softening and quickly make strategic moves, such as reducing inven-
tory and temporarily scaling back on new hires.
Between business intelligence reports and direct interaction with customers, you can keep up with their wants and recognize their needs— maybe even before they recognize them. And with an increasingly ecommerce-savvy team , you can identify new ways to reach customers through an omnichannel approach. Focusing on your value proposition and service
differentiators will keep those customer relationships strong.
Lots of things have changed in recent years, but at least one remains constant: Strong performance takes ability and willingness. Embrace technology and maximize your workforce talent. You still have the opportunity to grow in 2024—if you’re willing to go after it.
World Class Products. First Class Service.™
GAWDA Launches Customized Industry Compensation Dashboard for Members
This year, GAWDA has partnered with Alex Chausovsky from the Bundy Group, LLC to create an industry Compensation Dashboard that spotlights the top 5 coveted positions within the industry in the top 12 major markets.
GAWDA's Compensation Dashboard is a revolutionary tool designed to empower our members in navigating the intricate landscape of industry compensation. Developed by Alex Chausovsky of the Bundy Group, this cutting-edge dashboard promises to revolutionize how GAWDA members approach talent acquisition and retention strategies. The introduction of the customized industry compensation dashboard marks a significant milestone for GAWDA and our members. We are confident that this tool will support our members to make informed decisions and unlock new opportunities for growth in an ever-evolving industry landscape.
Each position and market includes a full report that outlines additional detailed information as seen in the sample report above.
All these reports can be found FREE of charge in the members only site in the “2024 Compensation Dashboard” folder. On July 25th, 2024, Alex Chausovsky hosted a webinar that explained the Compensation Dashboard in further detail. That webinar can also be viewed on-demand in the members-only section of GAWDA.org.
If you need custom reports created for additional positions and in other markets not listed above, you can request them from Alex. They can be customized suit your needs in any market within the United States.
For more information please contact; Alex Chausovsky, Director of Analytics and Consulting Bundy Group (w) 512-743-9017 alex@bundygroup.com
Member Benefit Chart
PROFESSIONAL CONSULTANT SUPPORT
DHS, EPA, and OSHA (Marilyn Dempsey)
DOT (Michael Dodd)
FDA and Medical Gases (Thomas Badstubner)
Government Affairs & Human Resources (Richard P. Schweitzer, Esq.)
Consultant-Driven Live Monthly Safety Webinars
EVENTS AND MEETINGS
GAWDA Annual Convention (AC) with Networking 360
GAWDA Spring Management Conference (SMC) w/Educational Sessions
Contact Booths at AC/SMC
Hospitality Opportunities at AC/SMC
GAWDA Regional Meetings
Sponsorship Opportunities at AC/SMC/Regional Meetings
SOP, Safety, Reference Materials (Members Only Archive)
Job Posting Opportunities
CGA Safety Documents
GAWDA Scholarships & Grant Opportunities
Discount Business Services
Quarterly Welding & Gases Today Subscription
Twice-Monthly GAWDA Connection
Monthly Safety Bulletin
Advertising in GAWDA Media, GAWDA TV, & Podcasts
(one copy)
To learn more about the benefits of joining the Gases and Welding Distributors Association, please contact Andrea Levy, Director, Member Services and Programs, 954-367-7728, ext. 260, alevy@gawda.org.
News INDUSTRY
Announcing the Launch of GAWDA's ACE Driver Training Program
GAWDA has partnered with the National Propane Gas Association’s (NPGA) Administrative Compliance Experts — known as ACE — to guide our Members to prepare for State CDL or HME exams with Entry Level Driver Training (ELDT). Getting CDL licensed is an ongoing issue in our industry. The ACE Service Program is proven and effective at getting drivers on the road quickly, easily and safely.
NPGA ACE is designed to assist in navigating ELDT’s red tape – providing quality instruction, getting your employees on the road faster at a fraction of the price, providing savings of up to $3,000 per driver.
And by using NPGA ACE’s service, members will receive expert services in completing the regulatory requirements set by the Federal Motor Carrier Safety Administration (FMCSA). ACE and NPGA will serve as your Registered Training Provider (RTP).
Messer Completes Acquisition of Federal Helium System from BLM
Messer, the largest privately held industrial gas company in the world, is pleased to announce that it has successfully closed on its purchase of the Federal Helium System from the U.S. Department of the Interior’s Bureau of Land Management (BLM). Following the closing, the organizations will work closely to ensure the smooth transition of the System to Messer’s ownership.
The Federal Helium System includes the Federal Helium Reserve, the Cliffside Field with its wells and gathering system, the 423-mile-long crude helium pipeline, and additional operational assets.
nexAir Launches new eCommerce Platform, nexAir Now
According to a post on its LinkedIn page, nexAir has launched a new e-commerce platform called nexAir Now.
“Dubbed nexAir Now, the platform is designed to enhance the purchasing experience for customers. It allows users to track and manage current and past orders, in addition to supporting the making of new requests.”
Bill Proctor, President of nexAir said, “nexAir Now is more than just a platform; it’s a new tool to streamline processes and increase productivity around the clock.”
Holston Gases Announces Successful Transition to Third-Generation, FamilyOwned Business
Holston Gases announced that, effective September 1, 2024, Joe Baxter will be named President, succeeding Robert Anders, who has been president since 1997. Robert will continue as CEO, approving all major decisions on the direction of the company.
Joe has been with Holston for 15 years. Starting in sales in Kentucky in 2009, then Manager of the Lexington Branch, then Regional Vice President of the State of Kentucky. Upon his return to Knoxville in 2022, Holston’s Central Officers and Main Fill Plant, he assumed the role of Executive Vice President of the Company, directing the sales of multiple Regions and becoming involved in operations.
“We are all so proud of how hard Joe has worked to put himself in the position to lead the day-to-day operation of Holston Gases. We are extremely excited about the future under Joe’s direction,” said CEO Robert Anders.
Ratermann Announces Organizational Changes
Marie Ratermann has been promoted to Vice President of Sales. Melissa Oyler, currently Controller, has been promoted to Vice President of Finance. Sven Brandau, currently Director of Operations, has been promoted to Vice President of Operations.
“Our organization has seen unprecedented growth in recent years. These changes reinforce our commitment to growth by providing solutions to our customers. It is also consistent with our leadership philosophy, and I am extremely proud to announce these changes as we continue to develop our team,” said Brent Lockhart, President Ratermann Manufacturing Inc.
These announcements follow some other key recent promotions. Angel Lopez has been promoted to National Distribution Manager, Paul Fenner promoted to National Inventory Control Manager, and Larbi Benmoussa has been promoted to Advanced Systems Manager.
News INDUSTRY
Black Stallion Named 2024 Vendor of the Year by Messer
Distributor Group
Black Stallion (Revco Industries) has been named the 2024 Vendor of the Year by the Messer Distributor Group (MDG). The MDG is a buying group composed of many independent welding and gas distributors. The vendor of the year award is given to a company with outstanding performance in providing essential products and services to MDG members.
IWDC marked its 30th anniversary by gathering 112 Member Companies and 105 Vendor Partners, totaling over 500 participants, in Phoenix, Arizona, for its annual convention, held from June 11 to June 13.
"We thank our Vendor Partners for their support and our Members for their fantastic participation," said Keith Werkley, IWDC Vice President of Sales and Vendor Management.
"Our generous attendees helped us raise another $30,000, which will go towards our yearlong campaign supporting ReIGNITE Hope, bringing our total to $56,000 so far," said IWDC CEO Frank Kasnick.
AWG Announces Michael Crambes as VP of Business Development
American Welding & Gas, Inc. is delighted to announce that Michael Crambes is joining AWG as Vice President of Business Development based in Texas. Michael brings over 40 years’ experience in the industrial gas business to AWG.
Michael started his career in industrial gases in Fresno, CA working for an independent distributor. The company was purchased by a major industrial gas supplier and Michael grew in increasingly responsible roles with his new employer. After leaving that position in 2012, Michael worked for two more independent distributors, leading their Industrial gas busi-
nesses. Michael most recently worked for Ratermann Manufacturing as the Director of Customer Experience where he led the inside sales and customer service teams.
Lance Brennan has been named northeast regional sales manager for Norris Cylinder, the company announced. Brennan took over the role on July 1.
Brennan is an accomplished professional with a background rooted in strategic account management. He has successfully managed national account portfolios with an ability to identify client needs, negotiate contracts, and foster long-term partnerships. He earned his Master of Education degree from Ashland University and a Bachelor of Science degree in Physical Education from St. Bonaventure University.
Gas Equipment Company Welcomes
Christopher White as New Sales Director Gas Equipment Company announced that Christopher White joined its team as the new Sales Director for Industrial Gas and Cryogenics. With a wealth of sales experience under his belt, Chris is eager and ready to take on his new role. Join GEC in extending a warm welcome to Chris as he starts his journey at Gas Equipment Company, A MAKEEN Energy Company!
American Torch Tip
Company
Now Manufacturing ATTC® AccuLock™ Consumables Out of FL Location
American Torch Tip Company (ATTC) is excited to announce their ATTC® AccuLock™ line of consumables are now being manufactured in their Bradenton, FL facility. These consumables are compatible with Bernard®/Tregaskiss® style R & S as well as Miller® style MDX™ parts.
Lance Brennan
Christopher White
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GAWDA extends its condolences to the friends and family of Frank Salvucci Jr., who passed away on Wednesday September 18, 2024, surrounded by his loving family, at the age of 59. He fought hard during his last few days, making sure to say goodbye to friends and family and giving them words of encouragement and reassurance.
Dorothy “Dotty” Holsten Thompson
GAWDA extends its condolences to the friends and family of Dorothy “Dotty” Holsten Thompson, who passed away on Thursday, August 22, 2024, surrounded by her loving family, at the age of 90. Just a few hours before her passing, she and her music teacher were singing Edelweiss from the score of The Sound of Music. Now Dotty is singing in the Lord’s heavenly choir with her beautiful soprano voice.
Frank always had a special way of building relationships and making connections with people.
Frank Jr., third generation owner of Anthony Welded Products, joined the company in 1982 as the East Coast general manager in their New Castle, Pennsylvania manufacturing facility. In 1985, he opened a fourth manufacturing facility in Pell City, Alabama to perpetuate the Anthony name. Frank spent the next 42 years up until the day of his passing building and nurturing the family business. For the last 20 years, Frank served as company co-president alongside his sister Elsie. Despite battling health misfortunes the last few years, Frank remained committed to his company, always focused on upholding the Anthony Standard.
Anthony Carts remains in good hands with Elsie as well as the fourth generation of Salvucci’s – Nick, Jillian, Sam, Mikenzie and Joey. May Frank’s contributions to the industry through innovation, comradery, and passion be remembered and cherished always.
Dotty was married to GAWDA industry legend Ken Thompson and together they were fortunate to spend many years building friendships through times spent traveling on various business trips. Ken’s career often required relocating their family, so Dotty packed up and moved her family over a dozen times. Each time they moved she created a beautiful, inviting home with lovely interiors and gardens to make each home more special than the last
Affectionately known as Dotty, Mom, or Dee, she cherished being a wife, a mother of four, a grandmother of eight and a great-grandmother of five. She spent countless hours watching and cheering on her children and grandchildren as they participated in sports, cheered on a team or performed at various recitals. Her happiest moments in life were raising her family and being surrounded by her husband, her children, their spouses and her grandchildren wherever and whenever possible. Dotty and Ken shared over 66 years of marriage.
Frank Salvucci
Dave Sullivan
GAWDA extends its condolences to the friends and family of David “Sully” Sullivan who tragically passed away recently. Sully retired from 3M and was a long-time dedicated member of GAWDA, as well as AWS and WEMCO. Everybody who knew Sully around GAWDA loved him and will remember him. In his memory, friends from around the industry gathered for the "Sully Memorial Golf Outing" to reminisce about a life wellspent. He will be missed by all who knew him.
Paul Slizik
GAWDA extends its condolences to the friends and family of Paul Slizik who passed away on June 16th at the age of 86. Butler Gas announced the tragic news of Paul’s passing in its company newsletter:
“Paul started with Butler Gas as a Truck Driver and retired decades later in 2002 as Vice President of Sales. His heart and passion for the customer built the service culture of our organization.
By 1975 in Butler Gas History, founder Jack Butler’s son, John T. II (also, Jack), began taking responsibility for running the company. Founder Jack had developed cancer and relied on young Jack to earn leadership of the business. Jack Sr. died in 1977, and his son Jack purchased the company as President at age 25. This tragic yet smooth transition between the first and second generations in our family business history was possible due to the mentorship by Paul Slizik. “He knew the business better than anyone,” shares Chairman Jack Butler, reflecting on the mid-1970s. “He was tough, helped me recognize that
INDUSTRY
our customers pay our paychecks, and at the end of the day, I knew I wouldn’t fail under his watch.” Paul passed on June 16th at the wise age of 86.”
Mary Ann Bennear
GAWDA extends its condolences to the friends and family of Mary Ann Bennear who passed away on August 9, 2024. Mary Ann is survived by her loving and devoted husband of 38 years, Harry; sons, Christopher married to Jen (Bennett) and Evan married to Lindsay (Carpenter) both of Johnstown and the granddaughters she so adored, Callie, Lyla, Aimee and Melanie. She is also survived by her sister Patty Spangler married to Forrie and brother Mike Reilly (Jami Zipf) both of Johnstown, brother Jim Reilly of Niantic, CT and sister Barbara Reilly (David Ray) of Coral Springs, FL; and 30 nieces and nephews.
She tirelessly dedicated 30 years to her family business, Dale Oxygen, leaving behind cherished memories and a legacy that will never be forgotten.
Bill Baxter
GAWDA extends its condolences to the friends and family of Bill Baxter, who passed away on August 18, 2024, at the age of 71, following a short battle with cancer.
“The man was tireless, infectious with his enthusiasm and optimism, and just was a wonderful role model for all of us here in East Tennessee," says Robert Anders, Holston Gases President and CEO. "I communicated with Bill, at least in some form, just about every day for 34 years. We did life together and watched each other raise our kids."
Anders will take Baxter's place as chairman of Holston Gases. Baxter's son, Joe Baxter, will become president of the company on Sept. 1, making it a three-generation family company.
Bill was a tireless worker, a charismatic leader, and a selfless philanthropist who had an outsized impact on every life he touched. He will be missed by all who knew him.
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upcoming industry events
OCTOBER 2024
CGA Tech24
Houston, TX
OCTOBER 28-30
MARCH 2025
IBDEA Annual Conference
St. Pete Beach, FL
MARCH 6-10
APRIL 2025
AIWD Annual Convention
Reno, NV
APRIL 4-6
Messer Distributor Group
Savannah, GA
APRIL 15-17
CGA Annual Meeting
Palm Beach Gardens, FL
APRIL 27-30
MAY 2025
GAWDA Spring Management Conference
Dallas, TX MAY 4-6
JUNE 2025
IWDC Sales & Purchasing Convention Indianapolis, IN JUNE 22-25
SEPTEMBER 2025
FABTECH Chicago, IL
SEPTEMBER 8-11
OCTOBER 2025
GAWDA Annual Convention Tampa, FL
OCTOBER 8-11
A M
News INDUSTRY
City Carbonic Joins Meritus Gas Partners
Meritus Gas Partners announced that it entered into a partnership with City Carbonic, LLC, headquartered in Oklahoma City, OK. Financial terms of the transaction were not disclosed.
Owned by the Morgan family since 1944, City Carbonic is a leading supplier of carbon dioxide and carbonation services to the food and beverage industries and the cannabis market, serving Oklahoma City and its surrounding areas. Third-generation co-owner Amy Morgan Bruecks will continue to lead the company as President while maintaining significant equity ownership in Meritus.
To date, Meritus has operated in Oklahoma through its partner company, Tulsa Gas & Gear, headquartered in Tulsa, OK.
“We are pleased to welcome City Carbonic, their employees, and their customers into the Meritus family,” said Meritus' Chairman, Scott Kaltrider. “City Carbonic has an excellent reputation
MERGERS, PARTNERSHIPS & ACQUISITIONS
in the greater Oklahoma City market, and its growth in CO2 has been exponential. City Carbonic and Tulsa Gas & Gear give Meritus a significant presence in Oklahoma’s two largest and growing markets.”
Holston Gases Announces Expansion of Crossville, TN Facility
Holston Gases announced the expansion of its Crossville, TN facility to better serve the company’s valued customers. The Crossville, TN address is: 346 Woodlawn Road
Crossville, TN 38555
“This growth is a testament to our commitment to providing exceptional service and convenience. We warmly invite all existing and potential customers to visit us at our Woodlawn Rd office. Come see the improvements and discover how we can better meet your needs! Thank you for your continued support. We look forward to welcoming you soon!”
Arc3 Gases Announces Opening of Blountville, TN Store
Arc3 Gases announced the opening of its newest store in Blountville, TN on July 1st. The store will serve the Tri-Cities region in Tennessee. The store is located at:
2017 State Route 75
Blountville, TN 37617
423-354-5003
Central Welding Supply Acquires A to Z Balloon Company of Everett, WA and American Equipment Services
Central Welding Supply announced on its company LinkedIn page that it had acquired A to Z Balloon Company of Everett, WA.
“We are thrilled to announce that effective July 1st, 2024, Central Welding Supply has acquired A to Z Balloon Company of Everett, WA.
For over 20 years, A to Z Balloon has
News INDUSTRY
proudly served businesses in Snohomish, King, and Pierce Counties. During this time, they have built a stellar reputation for delivering reliable and consistent customer service. Their commitment to excellence has fostered strong relationships and trust within the community, making them a beloved local business.
The company also acquired American Equipment Services, effective August 1, 2024. “This marks a significant milestone for both companies, and we can’t wait to share what this means for you, our valued customers,” the company said in a statement.
“For nearly three decades, American Equipment Services has been a trusted name in the Northwest, providing topnotch welder repair and rental services. Known for their dedication to customer service, the Alvord family has built a strong reputation in the industrial, construction, and home-hobbyist welding communities."
nexAir Acquires WELSCO
According to a press release on its website, nexAir expanded its reach with its acquisition of WELSCO. Announced July 8th, the purchase expands nexAir’s reach in Arkansas and Oklahoma. This will complement nexAir’s existing 70 plus locations in the southeastern US.
Bill Proctor, President of nexAir, said, “This expansion is aimed at boosting productivity for both our current and future customers in these areas, reinforcing our commitment to growth and excellence.”
As one of the largest independent, female-owned industrial gas and welding distribution companies, WELSCO serves a complete welding and cutting equipment distributor with a full selection of industrial gases for welding, cutting, plasma, and lasers.
OPW Announces Acquisition of Demaco, A European Leader in Cryogenic Component and Systems
OPW announced that it has completed the acquisition of Demaco, a provider of vacuum jacketed piping and other cryogenic equipment for gas producers, research institutions, EPC contractors, and end-users of liquefied gasses within various end-markets. Demaco will become part of the OPW Clean Energy Solutions business unit.
Established in 1960, Demaco is headquartered in Noord-Scharwoude, The Netherlands, and employs 150 people. It designs, manufactures, and installs cryogenic components and systems, with a strong global focus on hydrogen, cryogenic and other industrial gas markets. Leveraging the current OPW operating scale and capabilities is expected to yield significant growth and offer benefits to both OPW and Demaco customers.
City Carbonic LLC Expands Operations with Acquisition of Automatic Fire Control’s Cylinder Gas Distribution Division in OKC
According to a post on the company’s LinkedIn page, City Carbonic, LLC expanded its operations by acquiring Automatic Fire Control’s Cylinder Gas Distribution Division in Oklahoma City, Oklahoma.
“City Carbonic LLC is excited to announce its recent acquisition of Automatic Fire Control’s cylinder gas distribution division in Oklahoma City. With over 40 years of experience, Automatic Fire Control has been a trusted provider of cylinder gases, including CO2 and helium, to customers in the region.
This acquisition marks a significant
expansion for City Carbonic, allowing the company to further enhance its service offerings and reach a wider customer base in Oklahoma."
“We are thrilled to welcome Automatic Fire Control’s loyal customers to the City Carbonic family,” said Amy Morgan Bruecks, Managing Partner of City Carbonic. “This acquisition aligns with our commitment to providing high-quality products and exceptional service to our customers. We look forward to building on the strong foundation that Automatic Fire Control has established over the years.”
Marsh McLennan Agency to acquire The Horton Group, Inc.
Marsh McLennan Agency, a subsidiary of Marsh, announced that it has entered into a definitive agreement to acquire The Horton Group, Inc., a leading Orland Park, IL-based full-service insurance brokerage and one of the top independent insurance brokers in the US. Terms of the acquisition were not disclosed.
Founded in 1971, Horton offers property and casualty insurance, employee benefits consultation, and personal lines coverage to businesses and individuals across Indiana, Illinois, Wisconsin, Minnesota, and Florida. Upon closing, Horton employees, including CEO Dan Horton, will join Marsh McLennan Agency and will continue operating out of their nine existing offices.
The Cavagna Group Acquires a Majority Stake in Consulenza Metano S.r.l.
The Cavagna Group has completed the acquisition of a majority stake in Consulenza Metano S.r.l., a company specializing in the natural gas supply chain. This
transaction is in line with the Group’s strategy to strengthen its market position and expand its service offerings.
Consulenza Metano S.r.l. — founded in 1987 and headquartered in Vernate (Milan) — is renowned for its construction of natural gas PRMS – Pressure Regulating and metering stations – throughout Italy, catering to both civil and industrial sectors. It also offers maintenance and emergency services.
Cryostar, Verne Partner for Cryo-Compressed Hydrogen Fuel Solutions
Cryostar and Verne announced a Memorandum of Understanding to develop a full suite of cryo-compressed
hydrogen (CcH2) fueling solutions for heavy-duty station developers and heavy-duty fleets.
The two companies will jointly develop and demonstrate technology for “future-proofed” heavy-duty hydrogen stations capable of dispensing both compressed hydrogen and CcH2.
NS ARC, CLOOS Announce
Strategic Alliance to Revolutionize Robotic
Welding Industry
In a groundbreaking move set to disrupt the welding industry, NS ARC, the largest dedicated women-owned welding wire brand in the U.S., has entered a strategic partnership with CLOOS North America, a global leader
SHARE YOUR NEWS
If you’ve hired new people, moved your facility, acquired a company, added a product line, have new offerings or anything else newsworthy is happening at your business, please let us know. We’d like to share those updates with your fellow GAWDA members.
GAWDA publishes a twice-monthly e-newsletter (The GAWDA Connection) and a quarterly magazine for its membership audience. Simply forward your information to GAWDA Media at: editorial@gawdamedia.com or call us at 315-445-2347, x120.
in robotic welding technology and automation. This alliance, announced in July 2024, promises to bring significant advancements to both companies and their customers.
The core of this partnership lies in the integration of NS ARC’s high-quality welding wire into CLOOS's stateof-the-art robotic welders. Through collaboration, consultation, and shared expertise, both companies can eliminate third-party integrators and streamline efficiencies, and can now offer a customer the full welding solution through collaborative and personalized consultations directed at solving complex problems and implement new solutions for customers—thus unlocking new market opportunities.
NEW MEMBERS
DISTRIBUTOR MEMBERS:
AIR SOURCE INDUSTRIES
976 Cherry Ave. Long Beach, CA 90807 www.air-source.com
Cesar Mendez, General Manager cmendez@air-source.com 562-426-4017
Jason Thomas, Managing Partner jason@dryicecolumbus.com 614-272-1499
T.J. SNOW COMPANY, INC.
120 Nowlin Lane Chattanooga, TN 37421-3574 www.tjsnow.com
Tom Snow, Chairman tomsnow@tjsnow.com 423-364-5377
PHASETWO
1110 Ridgeland Pkwy Suite 110 Alpharetta, GA 30004 www.phasetwoccs.com
Luke Bradshaw, President lbradshaw@phasetwoccs.com 770-985-1313
1. Introducing SAITRON® from United Abrasives/SAIT
Introducing SAITRON® from United Abrasives/SAIT: Engineered for aggressive grinding, these discs feature a robust fiberglass backing and high-strength resin bonding. Available in aluminum oxide for metal and wood, and silicon carbide for concrete, metal and wood. Achieve exceptional stability, high material removal, and extended lifespan. Ideal for professionals seeking powerful performance and reliability. Visit www. UnitedAbrasives.com for more details.
2. Weldcote Adds Ceramic Cut-Off Discs for Right-Angle Grinders to Its Line
Weldcote, a division of Zika Group, introduces ceramic cut-off discs for right-angle grinder wheels to its line of welding products.
The new Weldcote ceramic cut-off discs are designed for cutting mild steel and high ultra strength stainless steel. The discs offer improved cutting performance and reduction in vibration that maximizes labor productivity for users.
Weldcote’s C-Prime ceramic grain and unique bond system provides maximum overall value. The ceramic cut-off discs are available in 4-1/2- and 6-inch sizes and are packaged in a resealable bag to protect from moisture damage.
“Our ceramic cut-off discs cut 30 percent faster and last over two times longer than other high-end cutting wheels,” said Joe O’Mera, CEO of Weldcote. “Time is money and with these new ceramic cut-off discs, users can expect outstanding cutting performance that makes them more efficient on the job.”
For more information on Weldcote’s ceramic cut-off discs, visit weldcotemetals.com or contact info@weldcotemetals.com or 704-739-4115.
3. Cavagna Group: Major Innovations Coming Soon
In its 75th year, Cavagna Group is gearing up for a 2025 filled with exciting developments in several business lines.
Leading the way is the new Elevo valve for compressed gases up to 4,350 psi. Its innovative nature is evident even in its appearance, with a design that aims to combine performance and ergonomics in a single valve. Unlike conventional valves on the market, which use a typical handwheel, the Elevo valve features a lever that defines both its look and functionality, as well as its name.
The valve’s “Soft Start” opening mechanism allows for a gradual release of gas, preventing sudden pressure spikes that, with certain gases, could cause explosions or fires. Safety is also ensured by a Fastening System, a practical and intuitive combination of the lever and a safety button. This becomes crucial in emergency situations where a simple downward push com-
New Products & OFFERINGS
pletely closes the lever and automatically locks it. With an active pressure gauge, the user knows always the cylinder contents, even when the valve is not in use.
Safety is prioritized not only in operation but also in protecting the contents through Anti-Contamination Technology. This involves a residual pressure technology that maintains the integrity of the gas, preventing external contamination and compatible with the latest standards from the Compressed Gas Association (CGA). For the same reason, the opening and closing components of the valve are isolated from the gas flow, avoiding wear and tear that could release particles and compromise the gas purity.
Finally, Elevo is made from materials like brass, stainless steel, and aluminum, known for their reliability and quality, ensuring the valve’s long-lasting durability. All Elevo’s components are fully recyclable, and the high level of sustainability is further guaranteed by ISO 140001 certified manufacturing processes.
Available next year, Elevo will be exclusively unveiled, along with the rest of the compressed gases range, during the GAWDA Annual Conference in Phoenix, AZ, from October 11-15.
4. Weldcoa Cylinder Truck Pallets: Ready to Ship in 5 Days or Less!
Weldcoa’s cylinder truck pallets are guaranteed to ship within 5 days or less of your ordering date.
For over 50 years, Weldcoa, headquartered in Aurora, Illinois, has made it its mission to support gas distributors. From palletization to specialty gas filling and automation, Weldcoa has continually innovated solutions that have reshaped the specialty gas industry.
Weldcoa’s Sur-Loc™ truck body palletization system is the most widely used of its kind in North America. Their expert
engineers design and manufacture top-of-the-line offerings for safe and long-lasting industrial steel pallets, truck body and trailers.
Weldcoa offers a wide range of options, including 3 & 4-rail pallets, 18 cylinder pallet manifolds, SmartBed palletized truck bodies, palletized trailers, yard pallets, cylinder pallet storage racks, and more.
Head to Weldcoa’s website at weldcoa.com/palletized-truck-bodies-trailers-and-pallets to learn more and get a quote today!
5. Exclusive Features Enhance ESAB’s New Savage A50 Welding Helmet
ESAB introduced the advanced Savage A50 LUX model to its full line of welding helmets. The new automatic helmet includes premium features found on ESAB’s Sentinel™ helmet, such as the HALO™ headgear and advanced OpTCS™ true-color viewing at a flawless EN 1/1/1/1 optical level. In addition, it boasts a number of exclusive new features, like an integrated work light, redesigned shell, quick-release front lens and simplified auto-darkening filter (ADF) user interface. The lightweight and comfortable Savage A50 LUX meets the wants and needs of any operator and is competitively priced.
The new Savage 50 LUX welding helmet features an exclusively designed molded lens recessed in the helmet shell, reducing scratches and damage when laying the helmet on its front. In the event of outer lens replacement, the helmet is developed with a new quick-release design that is easy to access, for fast
replacement. The unique attachment system uses shaped ridges to grasp the lens with thumb and finger and simply press the right side of the lens to easily pop off. The new lens just slides into the left side and clicks into place.
An exclusive feature on the Savage A50 LUX is its simple, pushbutton digital ADF interface for quick adjustments. The simple 5-button user interface with simplified LCD graphic display is glove-friendly and extremely intuitive. In addition, external grind and LED work light buttons mounted to the left-side of the helmet allow operators to adjust helmet functionality for various areas of fabrication in seconds, increasing their productivity.
The Savage A50 LUX is designed with ESAB’s signature rounded, low profile shell for better clearance in tight areas and more protection from light and sparks. Operator comfort is predominant with its five-contact-point Halo headgear, which better distributes helmet weight and offers thousands of fit adjustments. The Savage A50 LUX weighs 1.27 lbs. (575 gr), providing comfort for long workdays.
6. CO2Meter Launches Gaslab® Industrial Fixed Gas Detectors
CO2Meter announces the release of its new Gaslab® industrial gas detection safety series designed to monitor a broad range of gas types and concentrations across multiple industries.
The highly anticipated industrial gas safety series will further provide partners and customers with the ability to protect employees and their facilities when working near toxic, hazardous, and inert gases as well as in explosive environments such as zones 1 and 2. Whether you are looking to accurately monitor multiple gas types, program custom configurations, integrate
with a building maintenance system (BMS), gain real-time wireless communication, or meet stringent safety standards –this is the ideal solution.
The industrial gas detection series is also modularly designed for easy integration and custom configurability. In addition to meeting the ATEX standards, solutions such as the Gaslab® Fixed Combustible Detector, hold both ignition protection and IP66 class rating to operate in high humidity, explosion, and wash-down conditions. These solutions can operate independently or as part of a larger networked control system – giving users the advanced ability to integrate up to 128 gas sensors seamlessly from one fixed gas detection controller. This series is also designed to provide frequent and accurate measurements, allowing users the security of knowing real-time audible and visual alarms will activate to notify of unsafe conditions before a potential gas hazard occurs.
The Gaslab® industrial fixed gas detector series also encompasses a wide array of features that allows customers the ability to configure their sensors to meet their applications needs, communicate their data wirelessly, multiple outputs including a 4-20 mA, hard wiring to ensure constant power, user configurable settings, and more.
CO2Meter’s newly expanded Gaslab® industrial fixed gas detector series will provide customers with a more comprehensive view of all their gas types and concentrations and act as a critical tool to meet code compliance, conformities and safety requirements.
While the CO2Meter website will show just a portion of the new Industrial Fixed Gas Detection line, for a full view of the entire portfolio please contact us today at Sales@CO2Meter. com or call us directly at 877-678-4259.
New Products & OFFERINGS
7. Miller Reveals Versatile PAPR II Solutions for Demanding Industrial Applications
Miller Electric Mfg. LLC has released new PAPR II systems. Designed to maximize comfort, convenience, compliance and, ultimately, productivity, these cutting-edge respiratory protection systems have been engineered to improve respiratory compliance and performance in the most demanding industrial applications. The new PAPR II lineup includes PAPR II with T94-R™, PAPR II with T94i-R™, PAPR II with T94i-R™ XL, PAPR II with T94iH-R™ Hard Hat and PAPR II with Face Shield.
PAPR II solutions offer unmatched versatility and convenience with one standardized PAPR II system, catering to various applications like welding, metal grinding, finishing and more. Operators can now seamlessly transition between different operations to streamline their workflows and enhance overall efficiency.
One of the standout features of the PAPR II lineup is its lightweight design — weighing on average 21% less than other systems, with a battery that’s up to 65% lighter. Combined, the lighter blower and decreased battery weight help to significantly reduce lower back strain and fatigue. This allows operators to wear the system comfortably throughout long workdays, increasing both arc-on time and compliance.
Saint-Gobain Abrasives announced the introduction of its Next Generation NORaX® N889 Micro-Structured Abrasive Belts, offering a precise, flexible design for producing consistent, fine finishes across a range of industries such as medical, aerospace, automotive, marine, metal fabrication and general metalworking. The new belts have up to 30% better perfor-
mance compared with other belts in their class. This is the latest upgrade to Norton’s successful NORaX range of abrasives which also includes ceramic belts, silicon carbide belts for seaming and chamfering glass, and PSA/ speed grip discs.
Norton NORaX N889 belts feature an engineered, high-performance micron-grade aluminum oxide grain structured in a fine 3D pyramid pattern which is especially well suited for lower pressure (0-8 PSI), applications where belt flexibility is needed. The engineered abrasive slowly erodes during grinding, exposing new, sharp abrasive grains resulting in 2-5X longer belt life than conventional polishing belts, as well as higher quality finishes, faster cutting rates and an ability to reduce finishing/ polishing steps. Multiple layers of abrasive grain together with the evenly spaced pyramidal pattern provide superior, consistent finishes on all types of materials, preventing uncontrolled scratches and producing a more repeatable, uniform finish throughout the entire part run. A flexible J-weight backing easily conforms to complex contours for superior, high-quality finishes.
New NORaX N889 belts are made-to-order in in a wide range of dimensions and are available in a variety of grit sizes including X6, X16, X22, X30, X45, X65, X80 and X100.
Advertisers Index
GAWDA members shared the below posts and pictures using LinkedIn, Instagram, and Facebook. We encourage GAWDA members to keep the conversation going all year long by using #GAWDA next time you post.
@Melissa Heard
Another productive day getting General Air Service & Supply’s new lab up and running. Nice work Team Weldcoa!!
@Spyro Vassiliou
We have lost a titan of our time. Mr. Bill Baxter was more than a mentor, colleague, and friend; he was an extraordinary human being whose impact touched countless lives. Many people don't fully grasp the depth of his character and contributions. I am eternally grateful for the seven years I had the privilege of knowing him.
@GAWDA Young Professionals
The GAWDA Young Professionals hosted the opening reception for the GAWDA NE Regional with an open bar and people bingo!
What a cool way to start a few conversations and learn some random facts about our industry peers!
Shout out to our sponsors Dynabrade Power Tools, EQUIGAS, Inc. and The Horton Group! Also to Kelly Gentry, Ava Casper and Lexi McDermott for planning it.
GAWDA members tested their driving skills at New Jersey Motorsports ParkNJMP yesterday! We had over 30 drivers in two groups. It was a lot of fun! Thanks to Melissa De Jesus, MBA for the photos. #gawda #gawdamedia #mptindustries #welding #compressedgases #industrialgases #aws #americanweldingsociety #medicalgases
@Abydee Butler Moore
“What matters is your passion and enthusiasm.” Right on GAWDA Young Professionals! Early in my career (although I still feel like I’m there), our industry’s young and emerging professionals groups helped me to assimilate into an industry I love. Way to go GAWDA and the Compressed Gas Association (CGA) for recognizing the strategic need for these fast tracking groups.
@MWSCO
(Mississippi Welders Supply Company)
Some things are meant to be celebrated. It is easy to get wrapped up in your work, we all are guilty. Celebrations, big or small, help to build community and foster strong relationships which benefit us all.
We are overjoyed to have been able to celebrate Don Peterson's 90th birthday today in Winona - thank you for everything you have done for MWSCO, Don!
@Nicole Sparrow
Had a fantastic time networking, exploring the future of our industry, seeing old friends, and making new friends at the NW Regional GAWDA meeting in Sunriver, OR last week. I’m so thankful I got to experience this with some of my favorite Central Welding Supply team members and mentors. Huge thanks to Nicole Kissler and Norco for putting on such a fabulous event! Can’t wait for the next one!
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