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View PRESIDENTS
Eric Wood is GAWDA’s 2024-2025 President as well as COO of O.E. Meyer Company. He can be reached at 419-6253054 or by email at ewood@oemeyer.com
Ato 2025, I am certain that we’ve faced similar challenges in our businesses and personal lives. To overcome these challenges, one must be resilient and surrounded by people who share the same beliefs.
One challenge that we all share is the turnover in our companies, as seasoned veterans retire and new professionals are added to our teams. A statement we hear all too often is, “brain drain.” The notion of “brain drain” is real and, in many industries, unavoidable, as experienced professionals transition out of their roles. Yet, it is also a moment for our organizations to embrace innovation and the infusion of new perspectives that younger, diverse teams bring. But this requires not only hiring skilled professionals, but also ensuring they understand and embrace the company’s culture.
It is undeniable that when we lose experienced personnel of all ranks, we lose years of product, market, and organizational knowledge. Along with this absence, we also face the risk of an eroding company culture, as veterans exit and newcomers take their place.
As I enter this year’s presidency, my theme is “Sustaining a Resilient Culture.” How do we define a resilient culture? It is a company culture that can adapt to challenges, recover from setbacks, and thrive in the face of change and adversity. It is a culture that empowers employees and leaders to remain strong, focused, and innovative during difficult times.
Company culture refers to the shared values, beliefs, attitudes, and behaviors that character-
ize an organization. It’s the collective personality of a company and influences how employees interact with each other, approach their work, and engage with the organization’s goals. Company culture encompasses everything from the company’s mission and leadership style to its work environment, communication practices, and even the way decisions are made. It shapes the employee experience and can significantly impact job satisfaction, productivity, and the overall success of the business.
Building a resilient culture doesn’t happen overnight. It requires intentional effort, including transparent communication, flexible policies, and a commitment to well-being. We must prioritize mental health, promote collaboration, and celebrate wins, big or small.
Ultimately, resilience is less about avoiding challenges and more about developing the capacity to bounce back stronger. Businesses that cultivate this kind of culture will not only endure tough times but will also find themselves leading the way in innovation and growth.
It is clear to me and our team at GAWDA that these changes are ever-present within our membership. Long-time volunteers and leaders have retired, taking with them the passion for our industry and the continued efforts to make it better. However, I know that our culture within GAWDA is strong and resilient, as the numbers indicate record participation and a very exciting group of young professionals ready to continue the supportive and resilient culture we all share.
I look forward to 2025 and will do my best to be resilient and embrace the culture that my predecessors have embraced!
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A Milestone Year for GAWDA
GAWDA is celebrating several milestones this year.
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.
This year marks GAWDA’s 80th anniversary as the premiere association for the Welding and Gases industry. It also marks our 15th year as a self-managed association, which has transformed the way we run our association.
GAWDA has always had a strong culture, built on sharing and learning from each other. This has become more important as we’ve navigated through downturns in the economy, the pandemic, the constant changes to regulations, safety challenges and the continued loss of senior members and the valuable knowledge and wisdom they take with them as they leave our industry.
To fill this void, members have become much more engaged and involved in the development of new programs. Our standing committees have grown and routinely come up with new and innovative ways for new and existing members to meet face to face to network and learn from each other. These efforts often include virtual peer-to-peer and meet and greet webinars ahead of the in-person meetings. This has led to better in-person experiences and increased attendance at our national and regional meetings.
Other members have embraced our many virtual offerings as a way to pick up valuable information without having to travel. These offerings are often free or reasonably priced. They include topics like employee development, economic updates, safety and compliance updates and much more. We continue to have strong relationships with sister associations like CGA, NAW, the AEA, the AEC, WEMCO, and NPGA, which lets us bring valuable programs and content to our members. GAWDA also continues to offer benefits like
the GAWDA scholarship and grant programs that benefit member employees and their families.
This year also marks the 25th anniversary of the GAWDA Gives Back program. The GAWDA Gives Back program was conceived by Past President Dave Mahoney and his wife Donna as a way of honoring and thanking GAWDA’s Annual Convention host community by tapping into the voluntary generosity of our members to benefit a local charity. As Dave wrote when he introduced the voluntary charitable initiative:
“Let’s not simply take away memories; let’s make memories for others as well. As a token of our appreciation for the things we take away, let’s leave something for those that will never have the opportunities that we have enjoyed. What better way to say thanks to the community for having us as their guests!”
GAWDA Gives Back has given more than $3.2 million to 34 charities across the USA. Services included childcare, single parent support, family care, adult care, cancer treatment, wounded warriors, veteran care and retraining, families of fallen military, families of fallen firefighters, homeless assistance and end of life care and family support.
GAWDA is a special group and if we’ve learned something over these past 80 years, it is that we’re stronger together and the relationships we build will carry us forward.
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Building a Culture That’s Worth Sustaining
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.
This year will be a very introspective year at GAWDA. Not only is it our 80th anniversary, it is also the 25th anniversary of “GAWDA Gives Back.” Not only that, but this year’s theme, as set forth by GAWDA President Eric Wood, is “Sustaining a Resilient Culture.” With the wave of generational retirements going on within our member companies, this is an incredibly important theme, to avoid what Woody so aptly refers to, in his column on page 6, as “brain drain.”
But it was when I was gathering the answers for this year’s “Meet Your Board Column” (page 30) that a different thought struck me. One of the two questions that I asked all of our Board Members was “What is your favorite part about working in the gases and welding industry?” And that’s a pretty open-ended question. I expected a fairly diverse set of responses. But what I got, almost across the board, was some variation of “the people.” And it made me realize that while sustaining a culture is obviously important, you have to first build a strong culture that is worth sustaining in the first place.
And GAWDA, over our eight decades, has done just that. We have an unbelievably diverse set of members who run the gamut from small to large, regional to national, east to west, and everything in between. And even though we are all, to some extent, competitors, we are all pulling in the same direction to make the gases and welding industry a success.
In the Meet the Board article, Brad Dunn said, “My favorite part of our industry is the incredible people. Even better, is when I get to collaborate with these smart, talented individuals to creatively solve problems that lead to better outcomes for our employee-owners and customers. Here’s a tip: there are people out there who are eager to share
their experiences and cheer you on as you work toward success. Building relationships within this industry is key—when you invest in connections, you’ll find support and solutions for almost any challenge you face.”
In the Member Profile, Terrace Supply Executive Vice President Brad Lichtenheld echoed that sentiment, “Getting involved with GAWDA, various opportunities to serve on Distributor Councils or committees etc., allowed us to learn and share with other companies who are doing things well (and even to avoid things they didn’t do well!) all the while, fine tuning best practices. We’re not going to be the greatest at everything we do and often we don’t even know what we don’t know. But we are constantly seeking out whatever can we learn from our industry, then challenge ourselves to develop and grow.”
I love being a part of this association. Things like GAWDA Gives Back make me so proud to be associated with this group. This is a culture that is worth sustaining. And the fact that it has sustained for eight decades speaks volumes for the membership.
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Life After the Presidency
This is a new column where former NWSA and GAWDA presidents reflect on their time as President of the association and also let readers know what they have been up to since their time as President.
Becoming involved in GAWDA was one of the smartest decisions I ever made. It is surely one of the significant highlights of my career. In the Spring of 1980, I attended my first Spring Management Conference. I will never forget Bill Sturgeon running up the center aisle and jumping onto the stage in a Canadian hockey jersey. He was excited and immediately got my attention. I loved it! From that point on, all Presidents would sit in the front row and, when introduced, they would walk to the stage to give their address. When I became President in 1999, I swore that I would be different. When I was announced as the next GAWDA President in New Orleans, I walked up the center aisle to the theme from Rocky, dressed in a boxing robe, and I was escorted by the Past Presidents all wearing boxing corner towels. At the Spring Management Conferences of 2000, I came in as Darth Vader informing members that the dot.com era had arrived. At my Convention in Maui, I debuted “Dave in Therapy,” a short comedy film highlighting my type A personality. Although my goal was to have
fun and get the crowd fired up, I equally wanted to provide valuable content when speaking to our members. As you can tell, I really enjoyed my year as President.
I believe every President wants to have a meaningful impact on the organization. To that end, I believe we accomplished much during my term. For example, prior to my year as President, our members paid their dues in the month they joined. Headquarters would often forget to send out invoices. As a consequence, oftentimes some members would miss paying dues while maintain-
GAWDA News From PRESIDENCY Life After
ing the benefits of membership. To that end, we changed dues collections to January of every year for everyone. We also changed our fiscal year, which previously went from July to June. Prior to my term, the President could have his or her Convention during the next President’s year. That just was not fair to the incoming President (lol!). To right that ship, we changed the fiscal year to November –October. In that way, the current President was responsible for all expenses during their term.
Next, we wanted to make certain that every Spring Management Conference
and National Convention stood on its own two feet. The goal was to ensure that we did not lose money at any event. In addition, we also went from a cash basis of accounting to an accrual-based accounting system. I felt good about all that we had accomplished. Little did I know that none of the above would end up becoming my legacy.
You see, at my Convention planning committee meeting in Maui, I floated the idea of Gives Back, which was Donna’s idea. We adopted the idea and the rest is history. In 2009, I received the Award of Excellence for starting Gives Back. It
was a great honor. Donna and I still get excited every year watching when the check is given to the charity of choice. I am so proud of this program and amazed that our members continue to support it every year.
When my term was over, several more opportunities to serve GAWDA came my way. In 2005, Bob Thornton asked me to perform a Caddy Shack skit at his Convention. Then, in 2010, I received a call from Jenny McCall asking me to be the Master of Ceremonies at her Convention. In 2013, Craig Wood asked me to be a keynote speaker at his Convention in Orlando. Just think, Scott O’Grady (who was shot down over Sarajevo), Oliver North and me! How cool is that?!
There is no doubt that you get way more from volunteering than what you give. I have so many great memories and great friends that I would never have made if it were not for my involvement in GAWDA. I had the opportunity to meet Chip Valentine during his year as President. We immediately became great friends. We get together at least four times a year to play golf and talk on the phone frequently. Randy Squibb also joins us on these golf trips. We have also become close friends and keep in touch often. The three of us always enjoy playing together and taking each other’s money on the course. We also enjoy catching up with Terry Hall and Bill Higley, who I also met through GAWDA. I still cannot believe that it has been 25 years since my Presidency. Donna and I continue to enjoy attending the annual conventions, and now I could not be more proud and more excited to see that my daughter, Colleen Kohler, will be moving through the chairs. Ours is a great industry and I would not have changed a thing. If you are considering getting involved, all I can say is that “You GAWDA do it!”
Looking Ahead to 2025 In a New Regulatory Environment
Following the 2024 Elections, what can GAWDA members expect from a regulatory standpoint in 2025?
BY TOM BADSTUBNER, MARILYN DEMPSEY, MICHAEL DODD, RICK SCHWEITZER, AND STEVE GUGLIELMO
Much of the First Quarter Issue of Welding & Gases Today will discuss the impact of the 2024 Elections on the GAWDA Membership. GAWDA members discussed the economic impacts at length in the distributor and supplier forecasts, which can be read on page 58-69. But from a regulatory perspective, the next four years will look very different than the last four, as the Trump administration will have a very different outlook on regulation than the Biden administration did. Here to help us make sense of this new frontier and look ahead to what to expect in 2025 are GAWDA’s consultants. Between the four of them GAWDA’s consultants bring more than 150 years of industry-specific experience to the association.
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. 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: With this being the first quarter issue of Welding & Gases Today, is there anything that members need to be cognizant of for the beginning of the year?
MARILYN DEMPSEY: SARA Title 3 reporting is always due March 1st. Hopefully, members will have made those reporting by the time they read this. I hope GAWDA mem-
bers have completed their OSHA 300 filings. Because OSHA 300A reports dates are:
• Feb 1 - the physical form must be posted from Feb 1 - Apr 30 in an area accessible by all employees.
• March 2 - Electronic submission March 2
• if the company's NAICS code is considered high risk and have 20 or more employees
• if the company's NAICS code is considered high risk and has 100 or more employees then the company must also report 300 and 301 data.
EPA SARA Tier II submissions are due March 1 - for any hazardous material over 10,000#, but remember that the threshold is less for Extremely Hazardous Substances (EHS) as recorded on the List of Lists).
MIKE DODD: From my standpoint, the only thing that is due at the moment is the Unified Carrier Registration. That was due by the end of December, so by the time they read this they’ll be late. But it’s never too late to register, if they forgot! A couple of other points I wanted to make on the Unified Carrier Registration; there are a lot of people that misunderstood that since they don’t leave the state it doesn’t apply to them. We pretty much, over the past year or so, have made it clear that every one of our members is involved in interstate commerce and therefore are all subject to the registration. They need to make sure that they’ve registered. Remember, it’s not about the truck, it’s about the products that they sell, and a lot come in from out of state, which means they’re continuing interstate commerce.
WGT: Tom how about for the FDA, any important dates for members to keep in mind in the beginning of the year?
TOM BADSTUBNER: A couple of things. The new medical gas regulations are required to be implemented by December
GAWDA CONSULTANTS
18th, so we have a lot of time. The GAWDA Medical Gas SOPs are being revised right now and were introduced to members on January 31. Members should have the latest 2025 version (version 7) of the GAWDA Medical Gas SOP's downloaded by the summer and at least be looking at them to see if there are things that they need to change. That will give them several months to review the procedures, before they need to have them implemented.
In addition to that, there is the CARES Act reporting for 2024, which is due by the 31st of March, every year. The FDA doesn't call it the CARES Act. They call it “Reporting Amount of Listed Drugs and Biological Products Under Section 510(j) (3) of the FD&C Act.” Everyone else calls it the “CARES Act.” GAWDA members may have received an email from the FDA about this and might not have understood that it actually means CARES Act reporting. If there are any questions at all, they should call Jody (508-883-0927), who has templates and procedures and can make it easy to report. Those are the current issues and deadlines.
One last thing, this isn't necessarily a regulatory issue, but it is a good quality practice. At the first part of every year, you should requalify you bulk suppliers for medical and food/beverage gases. You should have a supplier qualification process built into your procedures with certain steps like checking whether they are registered with the FDA, making sure they have a certificate of conformance for food and beverage gases. This early part of the year is the time to do it. And if you have any questions on the process or on what forms to use on supplier assessments give us a call.
WGT: The last couple of times we’ve spoken we’ve touched on a number of things. First, there were some contentious audits happening in different parts of the country. Is there anything that you can share as it pertains to those audits or other audits you may be seeing from the FDA?
TOM: There are some regulatory issues in Florida and some in Arizona that we're struggling with. GAWDA & CGA are joined in initiatives to communicate with the Boards of Pharmacy in those states. And you can forward any questions you have to me and I'm happy to help you deal with the states, when they have any unusual interpretations. Some states, for example, in Arizona, are sometimes challenging the location of the customers’ license number on the shipping paper/invoice. There is no regulation that says it needs to be in a certain place on the invoice.
WGT: With the Q4 Issue of Welding & Gases
Today coming out early ahead of the Annual Convention, it has been a while since we’ve had the opportunity speak last. During that time, have you seen or heard anything in the safety calls or in calls with members that has raised an eyebrow that you can share with members?
MIKE: From a DOT standpoint I’m aware of three audits in the last quarter. Two in person, and one remote audit. That number seems to be down. I would call it being very quiet from a DOT auditing standpoint in comparison with the past. That is good. Quiet is good.
WGT: Rick, we’ve spent all year last year speculating about what would happen with the election. Was it going to be status quo or is it going to be what we went through from 2016-2020. Now, we obviously have an answer. We have a bit of clarity on what things are going to look like. For GAWDA members, what will the new Congress and a second Trump term mean for business, in your opinion?
RICK SCHWEITZER: From a regulatory standpoint, the Trump administration is going to be a whole new world compared to the previous four years. Some of it will look like the first Trump administration. Other parts will not. The Biden administration focused on labor and environmental issues. Let me address those first. I think Trump ran on securing the Southern border and the border with Canada. I think the administration can argue that border security is a labor issue. By restricting immigration into the U.S., it promotes the U.S. labor force. We did see in the first Trump administration that real wages did increase for workers, particularly in the lower wage jobs. Improving border security will, most likely improve wages for entry level employees.
Also on the labor front, we've seen the FTC's ban on non-compete agreements enjoined in courts. I don't think the Trump administration is going to defend that non-compete ban. That is going to go away. Similarly, the Department of Labor's increase in the thresholds for overtime administration for Executive, Administrative, and Professional employees has been enjoined by at least one court. I don't think the Trump administration is going to defend that in court. I think it will remain at the current levels. For things like State meal and rest break requirements for commercial and motor vehicle drivers, those things have been preempted by the Federal Motor Carrier continued on next page
Roundtable GAWDA CONSULTANTS
Safety Administration. The Biden administration considered multiple requests to waive preemption of meal and rest break requirements with regard to general freight trucking but never granted the waivers before leaving office. There is still a court challenge to the FMCSA preemption decision, but that will likely be dismissed.
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Hosted by Chart Industries, this seminar & webinar will provide you with the latest information to do well on a DOT, OSHA, or FDA Food/Drug Audit.
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On Environmental issues, with regards to this industry, probably the vehicle mandates, or quasi-mandates, are the most compelling at this point. The EPA's greenhouse gas phase-3 rule has been finalized. It has been challenged in court. It's supposed to go into effect beginning with the 2027 model years for medium and heavy-duty vehicles. The initial brief has been filed by the appellate and it looks like they have very strong arguments. It would not surprise me at all if the greenhouse gas rule were struck down by the courts for lack of authority at the EPA. We also have a couple of California initiatives. One on the truck manufacturers side that essentially bans the sale of internal combustion engines for the truck market in California by 2036, called the Advanced Clean Trucks rule. It's already gone into effect. They've already gotten a waiver from the EPA to impose this, but the Trump Administration will likely conduct a rulemaking to withdraw the waiver. From the user side, there is a similar ban on using or purchasing internal combustion engines by 2036, running up to 2045. That is the Advanced Clean Fleets rule. That waiver request was rescinded by the California Air Resources Board (CARB) in early January.
There is also an antitrust suit in Nebraska against the truck manufacturers for agreeing with California to comply with the CARB production restrictions on selling internal combustion engines, even if the California rules are struck down in court and even in states that do not adopt the California rules. The Nebraska attorney general claims, and I think it's a legitimate argument, that this is a commercial deal, and therefore it is agreement in restraint of trade, which is a violation of the Sherman Act. That will all be sorted out in the next year in the courts and in the White House, probably with very little interaction with Congress.
A couple of other things to address. One is the OSHA heat, illness and injury proposed rule. The comment deadline was previously extended to January 14th. If the Trump administration goes through with a final rule in this area, I think it will be substantially revised from what the Biden administration has proposed. The one thing that they will clearly have eliminated would be a proposed requirement for paid breaks for employees to address heat issues. I also think they would substantially revise or eliminate a lot of the monitoring/record-keeping requirements in the proposals. It's still up in the air, in my mind, whether the Trump Administration would even pursue a final rule, particularly since the White House has issued an Executive Order directing agencies to delete ten rules for every one new rule issued.
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Roundtable GAWDA CONSULTANTS
WGT: During COVID, GAWDA started doing the monthly online Safety Calls. Even once COVID waned as a threat, we continued to hold those calls. Has participation in those calls remained strong and engaged?
TOM: During COVID it was really high.
RICK: My sense is that it has remained steady. The Board considers every Board meeting whether or not to continue the Safety Meetings. They have consistently said yes, this is a valuable member asset. We will continue forward with the monthly consultant calls. It's driven a lot of traffic to the consultants. It puts us in front of the members and has generated additional calls and questions.
GOVERNMENT
AFFAIRS, HUMAN RESOURCES AND GENERAL COUNSEL
DOT & SAFETY
DHA, EPA, OSHA
Richard P. Schweitzer
Richard P. Schweitzer, PLLC 1717 K St. NW , Suite 900 Washington, DC 20006-2333
WGT: Can you give me an example of an interesting question or topic that has come out of the recent calls? For those members who haven’t been tuning into the monthly calls, why do you feel that they should be?
MIKE: I can give you several. In the last few calls we’ve had, I tend to talk about record keeping. But I’ve also done a lot of drug and alcohol items that I’ve talked about. That generates questions and calls to me and then I turn and pass those onto Rick, several times, for either confirmation of the opinion or it gets to be a Human Resource issue about whether to retain a driver or not. So, we’ve had several discussions that have resulted in questions. Sometimes they’re on the call but oftentimes I get the emails or a phone call after the call so it’s more private.
RICK: I've had experience with, for instance, when the Federal Trade Commission ban on the non-compete agreements was working its way through the courts, I got a number of calls from member companies from the employer and the employee side asking whether or not what they had was enforceable and what they should do going forward. And, again, they felt more comfortable contacting me independently from the GAWDA sessions.
TOM: We've had members ask about the new regulations, particularly implementing what the new oxygen labels will look like. That question came directly out of the consultant’s forums.
MARILYN: I received several calls about our industry’s bane of existence — segregation and securement. As long as we have cylinders, we’ll be challenged by segregation distances, and some authorities will try to force cylinder securement. Fortunately, we have documentation from OSHA that excludes Welding Gas distributors.
WGT: They’ll hear something on the call and that will spur action in their mind to say, “oh I wonder how this impacts me?” And it spurs a follow up?
RICK: I've talked about reclassification of marijuana at the federal level. That doesn't impact many member companies but what it does generate are calls on state laws regarding marijuana both for truck drivers but also non-driver employees. What should their policies be? Obviously, it depends on which state they're in. I've advised a number of companies on how to address or reconfigure marijuana policies going forward.
MARILYN: I’ve received calls about the pending new Heat Illness Prevention Plan, especially from companies on the West Coast, where they already have a similar regulation.
Safety Alert GAWDA CONSULTANTS
Incident Investigation
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.
The GAWDA Safety Committee has gathered and shared several “Lessons Learned” over the past few months, these include:
• Combustible Dust Incident
• Distracted Driving
• Dry Ice Amputation
• Elevator Deliveries
• Environmental Working Conditions
• Load Securement
• Property Fire
With each of these preventable incidents the Safety Committee points out some guidelines to help prevent the incident from happening at your business. However, I believe 99% of all incidents are preventable and a root cause analysis should be conducted.
ROOT CAUSE ANALYSIS
The American Society for Quality (www.asq. org) defines a root cause as “a factor that causes a nonconformance and should be permanently eliminated through process improvement. The root cause is the core issue—the highest-level cause—that sets in motion the entire causeand-effect reaction that ultimately leads to the problem(s).”
One of the easiest ways to determine root cause for an incident is to include the analysis as part of the incident investigation. I prefer to use the 5-Why method - it is quick, comprehensive and doesn’t involve learning a complicated method - you simply ask why at each issue presented.
Below is an example of 5-Why analysis from MIT University concerning a late delivery to a customer.
The root cause for the delay was the lack of maintenance on the air filter. Now the company must develop a schedule, train on the specifics of the maintenance schedule, implement the schedule and check back to make sure the schedule is working.
Below is an example from the GAWDA Safety Committee with a 5-Why analysis.
NEAR MISS EVENT:
Part of any distributor’s daily activities involves the commingling of cylinders of various hazards from their production or warehouse areas onto delivery vehicles for shipment. This act is generally the final leg at the distributor’s site that is geared towards customer fulfillment, but this is also the last opportunity before the truck and driver depart where final safety and quality checks should occur. The following near-miss event involves this
exact activity where twenty motor fuel propane cylinders were loaded on the rear of the truck in a stack while the truck was parked at a loading dock next to the showroom. One of the motor fuel propane cylinders was found to have two very small pinhole leaks in the bottom of the cylinder. The cylinders were aluminum, and leaks were only visible with the aid of leak detection fluid. This occurrence is not unanticipated at a gas distributor,
GAWDA CONSULTANTS
Safety Alert
but the actions of your employees are what makes the difference between an identified hazard vs. an emergency event.
THE EVENT...
The incident happened approximately around 3:00 pm on a mid-80-degree summer afternoon. At the time of the incident there was only one loader on the dock loading trucks for the next day’s deliveries. The loader actively loading the truck paused as he was walking off the rear of the truck with the twenty motor fuel propane cylinders. From the surveillance video it was apparent from the loaders actions that they smelled a presence of propane in an area where propane odors should not occur. The loader half-heartedly attempted to locate the source of the odor but walked off the truck and the dock. No one returned to the dock, including the loader, for another 20 minutes. This time, a member of the inside sales team was walking past the truck to retrieve a cylinder from the dock for a customer in the store and smelled the presence of propane. He immediately brought his concern to the attention of another loader and the two actively began searching the stack of twenty cylinders on the truck by listening, smelling and unstacking the motor fuel propane cylinders and leak checking the cylinders until they found the cylinder in question. The leaking cylinder was immediately removed from the area and vented accordingly.
AT FIRST GLANCE, THE LESSONS LEARNED INCLUDE:
We can speculate what might have happened but the response from the two individuals who recognized the hazard in an area where a hazard should not have occurred resulted in this being only a near miss.
1. Always Observe! Our sense of observation is key to identifying those things in our environment that do not belong. Employees should always be aware and observant and that starts with all 5 of your senses.
2. Everyone is Responsible! Safety is a team function and just because a cylinder was filled and/or stored by someone else does not mean that conditions will not change in the environment that may require a response.
3. Fix It! When an observation is made regarding conditions that may create a safety hazard, always see it through to the end, don’t just continue along with your day.
And these Lessons Learned are true...but if we take a deeper look into the Root cause of the incident using the 5-Why method, we may find steps that not only point out what happened but WHY they may have happened. And we can install/reinforce methods to permanently prevent this incident from happening again.
5-WHY
WORKS IN A REVERSE MOTION TO ASK WHY UNTIL WE FIND ONE (OR MORE) ROOT CAUSES. FOR THIS INCIDENT WE BEGIN WITH:
1. Why did the Loader smell propane on the loading dock? Because there was a leaking cylinder loaded onto a truck parked at the dock
2. Why didn’t the Loader investigate the smell? It would be a good idea to ask the Loader, but if we use the Loader’s response as recorded on video surveillance - it would appear the Loader didn’t think the smell of propane posed a safety concern.
3. Why didn’t the Loader think smelling propane was a safety concern? Again, an interview with the Loader would be helpful. So, we can guess that the loader may have smelled propane on the dock before and no incident happened.
4. Was the loader trained on how to identify propane leaks and handle/report them? If yes, the Loader should be re-trained If not, train the loader on Hazard Communication
` 1a. How did a pin-hole leak happen in a 33# aluminum propane cylinder?
` 2a. Was there damage to the foot ring?
` 3a. Was there scuffing on the bottom of the tank? If yes, proceed to question 1b.
` 4a. Did the filler examine the bottom of the tank? If yes, then has the filler been trained in pre-fill inspection or audited in his process. If no, train filler in pre-fill inspection.
` 1b. How was a 33# propane scuffed on the bottom to cause a pin-hole leak?
` 2b. Do we know the customer who had the cylinder?
` 3b. Can we trace where and how the cylinder was stored at the customer? If we can, then can we identify where at the customer site the bottom of the cylinder may have been damaged?
` 4b. Is there another way to store/move the cylinders at the customers so that they will not be damaged?
Finally, was the Salesperson commended for taking action on the leaking cylinder?
As you can see, there is no quick answer but if you want to truly prevent an unsafe act/process, accident, incident or injury from happening again, then you need to take the time and find the root cause.
EPA SARA Tier II
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.
Since 1986, any facility, public or private, that has hazardous materials present at or above established EPA amounts known as Threshold Planning Quantities (TPQ) may potentially be subject to the Emergency Planning and Community Right-to-Know Act (EPCRA) and must report inventory levels on a SARA Tier II report. Generally, the TPQ for the hazardous materials we inventory is 10,000 lbs., unless the material is considered an Extremely Hazardous Substance, then the TPQ is significantly lower (see EPA List of Lists).
The purpose of a SARA Tier II report is to provide State and local officials and the public
with specific information on hazardous chemicals present at your facility (quantities, location and storage conditions) during the past year. This information is used by local Fire Departments for personnel training, hazmat pre-planning and local/regional response to spills and releases. Tier II data is also used in mapping hazmat facilities and their distance to sensitive populations, such as schools and nursing homes.
In addition to the products at your facility, you must also notify your customers (by February 15th) of their reporting obligations for any hazardous material stored at their locations above the TPQ, as listed in the EPA List of Lists. For example:
• Bulk storage tanks/trailers at customer locations and owned by your company that contain hazardous material at or above the TPQ.
• You are NOT obligated to notify the customer if they own the bulk tank...but it is good customer service.
• You are NOT obligated to file IF there is language in the contract that states the customer is responsible to comply with all EPCRA obligations.
NOTE: hospitals are exempt from the reporting and your notification requirement. (EPCRA 311 and 40 CFR 370.2 and 355.2 allow the exclusion of any “hazardous chemical” that is used for research, medical facility or hospital if they have a technically qualified direct supervisor).
Tier II forms, instructions and state reporting requirements can be found at EPA.gov/epcra.
Dates to note:
February 15 - written notification due for customers with bulk tanks at/ above TPQ
March 1 - SARA Tier II filing due
CGA SAFETY DATA
Since you’ve just completed your OSHA 300A report for 2023, insert the total and number of injuries with days away, transferred, or restricted into the formulas below. Then, plot where your company data is on the chart below to see how your company stands with fellow Independent GAWDA members and fellow Large company GAWDA members. Let me know how you fared.
Total Recordable Incident Rate (TRIR) = (# total incidents x 200,000)/ Total hours worked
Days Away, Restricted or Transferred Rate (DART) = (# DART incidents x 200,000) /Total hours worked.
GAWDA CONSULTANTS
Safety Alert
Many factors affect these numbers, and there are two observations from the data:
1. Companies with <50 employees are trending down for the total number of incident rates and DART rates. Meanwhile, companies with >50 employees are continuing an upward trend.
2. Companies with more than 50 employees have significantly lower
TRIR and DART rates. These larger companies have many more employees who are not at high risk of injury (e.g., administrative positions). The larger companies also have safety programs to help mitigate employee injuries. Smaller companies are more likely to have closer associations with their employees and tend to create a more familial relationship with employees.
Total Recordable Incident rate 2013 - 2023
Days Away Restricted or Transferred 2013 - 2023
2024 TOP 10 VIOLATIONS
BY PAUL BERNIER, ASP
Paul Bernier, ASP, is the Safety Products Manager at General Air Service & Supply. He is also an Authorized OSHA Instructor. He has worked in the welding and gas industry since 1996. 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
In 1970, President Nixon signed the Occupational Safety and Health Act, and since then, OSHA has become a main driver in advancing workplace safety in the United States. Before the formation of OSHA, there was very little legislation to protect workers and the workforce was often likened to the “the wild west.”
OSHA’s mission is to save lives, prevent injuries, and protect the health of America’s workers. The OSH Act states that workers have the right to a safe and healthy workplace and that it is the employer’s responsibility to provide those working conditions.
OSHA has created numerous standards enforcing employers to provide a safe workplace. Violating OSHA standards carries severe consequences for both the employee’s safety and the employer’s bottom line. Recently, OSHA announced its preliminary findings on the most frequently cited workplace safety standards for fiscal year 2024, and some of the fines associated with the violations.
#1 FALL PROTECTION
Fall protection has been the most cited violation for 14 years straight, so there is no surprise it still holds the top spot. The fall protection standard outlines what type of protection and supervision are required based on the situation.
The standard is 1926.501 and had 6,307 violations in FY 2024. Of these, there were 4,932 “serious” violations. Serious violations are defined by OSHA as “one in which there is a substantial probability that death or serious physical harm could result, and knew or should have known of the hazard.
#2 HAZARD COMMUNICATION (HAZCOM)
The Hazcom standard addresses chemical hazards that are present in the workplace. These can be chemicals that are produced, already on site, or received. The employer is responsible for informing employees of the dangers involved with each chemical.
The Global Harmonization System (GHS) was created for proper labeling of chemicals and is internationally recognized. This system helps identify what the hazardous chemical is, what health hazards could be involved, envi-
ronmental hazards, and physical hazards. The labels have pictograms for quick recognition.
The standard is 1910.1200, and there were 2,888 violations issued in 2024, 1,929 of which were denoted as “serious.”
#3 LADDERS
The ladder standard covers general requirements for all ladders. This includes weight limits, ladder safety practices,
PRACTICES
maintenance, extension limits, proper use, and design. Each year, approximately 500,000 people are injured, and 300 deaths result from ladders.
The standard is 1926.1053, and there were 2,573 violations in 2024, with 2,210 serious violations.
The OSH Act states that workers have the right to a safe and healthful workplace and that it is the employer’s responsibility to provide those working conditions.
Best PRACTICES
#6 POWERED INDUSTRIAL TRUCKS
#4 RESPIRATORY PROTECTION
This standard requires an employer to create and maintain a respiratory program to keep workers safe when respiratory hazards are present. This includes proper PPE selection, fit testing, training, medical evaluation, maintenance, and cleaning.
The standard is 1910.134, and in 2024 there were 2,470 violations with 1,746 marked “serious.”
#5 LOCKOUT / TAGOUT (LO/TO)
This standard lays out the requirements to control hazardous energy during maintenance or repair of equipment. When used properly, it prohibits someone from accidentally turning on a machine while someone is working on it, which could cause death or serious injury. Each year in the U.S., an estimated 120 deaths and 50,000 injuries could have been avoided if proper LO/TO procedures were used.
The standard is 1910.147, and there were 2,443 violations in 2024, 1,927 were serious.
This standard requires proper operation, training, maintenance, and design of powered vehicles such as forklifts.
The standard is 1910.178, and there were 2,248 violations with 1,488 serious violations.
#7 FALL PROTECTION TRAINING REQUIREMENTS
This standard requires the employer to provide proper training to employees who may use fall protection equipment and face possible fall hazards.
This is standard 1926.503, there were 2,050 violations this year and 1,301 were considered serious.
#8 SCAFFOLDING
This standard is set to keep workers safe when they are more than 10 feet above a lower level. It ensures proper
railings, footing supports, training, proper planking, inspection, etc. This is to protect employees from things like falling objects, falls, electrocution, overloading, and weather conditions.
The standard is 1926.451 and there were 1,873 violations, 1,736 were serious.
#9 PERSONAL PROTECTIVE & LIFE SAVING EQUIPMENT -EYE AND FACE PROTECTION
This standard is directed at wearing the appropriate eye and face protection to avoid injuries from flying objects, chemical splashes, IR and UV rays, lasers, etc.
The standard is 1926.102, and there were 1,814 violations and 1,524 of them were serious violations.
#10 MACHINE GUARDING
This standard addresses the proper guarding needed to protect people from flying chips or sparks, rotating parts, nip points. Guarding protects the operator from accidental injury while operating machinery (as far as we know, this does include guards for angle grinders which we often find in the trash can with the grinder handle).
This standard is 1910.212, and there were 1.541 violations and 1,295 of those were serious violations.
These OSHA violations can also be expensive… Here are a few examples of fines that were imposed on companies that violated OSHA standards:
• $2.5 million, Phenix City, ALworker was killed when caught in machinery.
• $1.3 million, Florence, WIworker was killed while repairing conveyor.
• $1,038,918, Guam - company did not provide proper safety equipment to employees.
• $1,019,096, Chicago, IL - exposed workers to unsafe levels of silica dust.
• $1,017,248, Franklin Lakes, NJ - lack of fall protection, failure to ensure eye protection, unsafe scaffolding and not providing hard hats to workers.
Other notable penalties from 2024:
` $810,703 - fatality due to confined space.
` $551,719 - amputation from improper LO/TO.
` $536,965 - explosive dust collecting
` $536,262 - fatality from pipe crushing worker.
Is your workplace at risk of receiving one of these violations? Breaking OSHA guidelines puts employees’ safety in jeopardy and carries hefty penalties. The fines assessed can easily put many U.S. companies out of business. As industrial suppliers, it is important to provide not only the products that OHSA requires but the training as well. At General Air, we provide most of the compliant training to our customers free of charge, helping to keep their employees safe and the customer happy with us as caring experts.
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Meet Your GAWDA BOARD
Meet Your 2025 GAWDA Board of Directors
As GAWDA celebrates its 80th Anniversary in 2025, it’s fitting that this year’s theme is “Sustaining a Resilient Culture.” While the technology continues to change, the backbone of our industry and association have remained remarkably consistent through these eight decades and it is due, in large part, to the culture that has been built by the membership of GAWDA (and NWSA before it). This year’s Board of Directors and Executive Committee take their duty as stewards of that culture extremely seriously, as we look to continue to sustain that culture for the next 80 years
Our volunteer leaders are on the front lines of the industry and can take the issues facing our industry and help to craft an effective strategy for the association. Members of the Board of Directors are here to serve the membership. The next few pages provide an opportunity to get to know this year’s volunteer board. We thank the 2024-2025 GAWDA Board for their help in putting this together and for their service on the Board.
We asked this year’s GAWDA Board of Directors two questions: one get to know you question and fun question to get to know them on a more personal level. These were their answers.
Question 1
What is your favorite part about working in the gases and welding industry?
Question 2
What is your go-to karaoke song? (Don’t be lame and say you don’t do karaoke. Everybody has a go-to song!)
PRESIDENT ERIC WOOD
O.E. Meyer Company
1. Hands down, the people. I love the way everyone in the industry, regardless of titles or financial successes, wakes up and “gets dressed one leg at a time.” I have never once been told by a manufacturer, customer, or a peer in our industry, “no, I can’t help you.”
2. It’s been a long time, but it used to be, “Thunder Rolls,” by Garth Brooks.
PRESIDENT-ELECT ALLISON EARLBECK
Earlbeck
Gases & Technologies
1. The eclectic backgrounds of the people who work in it. And, of
course, the people themselves. It’s not uncommon to see a CEO who started as a truck driver or a sales representative who began as a warehouse worker. Because there isn’t a specific degree required to enter many of the job opportunities our industry offers, we are able to hire for attitude and train for skill. This creates an industry filled with hardworking, down-to-earth individuals who are helpful and humble and get things done.
2. “Ring of Fire,” by Johnny Cash. Always a classic.
FIRST VICE PRESIDENT
KEVIN FALCONER
Minneapolis
Oxygen
1. The people I’ve met being in this industry is easily my favorite part! Along with that though, if I were selling our industry to someone who isn’t currently in it, I would say that our industry offers stability to our business and workforce because of the diverse applications our
Meet Your GAWDA BOARD
products are used for. The industry also offers a lot of opportunities for hands-on work as well as the opportunities to take advantage of innovation and technology as the needs of industry and individuals continuously grow and change.
2. My truthful answer is also the lame one, I do not do karaoke. But if I had to make a choice it would be something that would make others join in like “Friends in Low Places” or “Sweet Caroline.”
SECOND VICE PRESIDENT COLLEEN KOHLER
Noble Gas Solutions
1. Originally, my interest to get involved in welding and gases came from me desiring to follow in my father’s footsteps. As I got older, and more involved in the industry, my interest grew to become more than just being my father’s legacy. I enjoy working with our customers to help optimize how they use our products and to arrive at impactful solutions that contribute to their success. Most of all, I treasure the lifelong friendships and connections I have made being in this industry.
2. My go-to karaoke song is “Stay” by Lisa Loeb. It’s a classic crowd pleaser.
FIRST PAST PRESIDENT GARY HALTER
Indiana Oxygen Company
1. I love the challenges that this industry presents, along with the fact that you never stop learning about your customers, their needs, new technology and our own people and strategies to continue to improve. Also, and, for me, most importantly, I truly enjoyed the relationships and true friendships that I have developed over the 30 or so years I have been in this business.
2. My go to karaoke song is “Cats in the Cradle” by Harry Chapin from 1974 and “Wanted Dead or Alive” by Bon Jovi from 2003…and to add another song that really doesn’t apply but I really enjoy singing is a Christmas song called “O Holy Night.”
VICE PRESIDENT ALBERT CASTILLO
The Lincoln Electric Company
VICE PRESIDENT BRAD DUNN
CK Supply
1. My favorite part of our industry is the incredible people. Even better, is when I get to collaborate with these smart, talented individuals to creatively solve problems that lead to better outcomes for our employee-owners and customers. Here’s a tip: there are people out there who are eager to share their experiences and cheer you on as you work toward success. Building relationships within this industry is key— when you invest in connections, you’ll find support and solutions for almost any challenge you face.
2. As for a song, while it’s not my typical “go-to,” it’s a personal goal of mine to one day sing a duet of the iconic Canadian rock anthem, “Takin’ Care of Business” by Bachman-Turner Overdrive, alongside our very own GAWDA rock star, Gary Halter. I’m sure it would be an (un)forgettable experience!
VICE PRESIDENT JOHN HILL
Willard C. Starcher, Inc.
1. My favorite part about working in
the gases and welding industry is the personal relationships I have developed with Vendors, Customers, and other Distributors. Since this is a highly specialized industry, you get to know a lot of the people involved in all the different steps of distribution. I’ve been doing this for many years, but I still learn from my interaction with these folks.
2. My “go-to” song is Billy Ocean’s “When the Going Gets Tough, The Tough Get Going.”
VICE PRESIDENT JUSTIN JOHNSON
Keen Compressed Gas Company
1. The Relationships – since becoming more involved with GAWDA over the last 10-15 years, my network of industry peers and friends has grown exponentially. This expansion in my network has allowed me the opportunity to learn from experienced leaders within our industry, and further my development as a leader within my own organization. I am a believer in the notion of “it’s not what we do, but how we do it,” and leaning on the relationships I have formed with mentors and friends across this industry gives me faith and confidence in our business and industry as a group.
2. Tennessee Whiskey – Chris Stapleton
Meet Your GAWDA BOARD
VICE PRESIDENT
JASON KIRBY
Central McGowan, Inc.
1. There are so many things I like about working in the gases and welding industry. The industry friends and their willingness to help one another is probably my favorite part of working in this industry. I also like that I learn something new every day, whether it’s driven by customers’ needs, a new product or process, there is always something new to learn in this industry.
2. “Regulate” by Warren G.
VICE PRESIDENT
NICOLE KISSLER
Norco
1. In many ways, I’ve grown up in the gases and welding industry, attending events with my grandpa, Larry Kissler and my dad, Jim Kissler. The people have always been my favorite part—it’s the relationships, shared experiences, and success stories that make this industry so special. Working with such a supportive, knowledgeable and fun group has made it a rewarding journey from the very start. The servant leadership in the
industry, the sense of community and the chance to learn from experienced professionals makes work even more enjoyable.
2. I’m not one to participate in karaoke, unless I can be in the audience and cheer for those singing, but I am one to sing along with my kids in the car or the kitchen. “‘Til You Can’t” by Cody Johnson is a favorite song of my son, Jameson, and was one of the first concerts we took him to. When I asked him his favorite song for karaoke, Jameson mentioned “Thunderstruck” by ACDC…I don’t think he understands karaoke yet, I’ll have to bring him to a fun GAWDA event for him to experience it firsthand.
VICE PRESIDENT
LIZ MCMURPHY
ILMO Products Company
1. The work is never boring because there are always new challenges. I also love meeting people from
other companies in the industry and building relationships that are mutually beneficial, often based on genuine friendships. You learn so much all the time by working with others in the industry.
2. “Wanna Be” by the Spice Girls. I grew up in the 90’s after all!
VICE PRESIDENT
DOUG MORTON
Eleet Cryogenics
1. I have had the privilege of being involved in the industrial gases business for 35 years, and it has been an incredibly rewarding experience. This industry runs deep in my family—my grandfather, father, uncle, and cousin all spent the majority of their careers in this field as well. Thanks to the resilience and diversity of this industry, none of us have ever gone without. Over the years, what I have valued most are the relationships I’ve built and the down-to-earth people I’ve
had the pleasure of working with. Integrity and transparency have always been at the core of how I operate—treating others the way I’d like to be treated and striving to ensure a positive experience for everyone involved. One of the highlights of my career has been attending GAWDA meetings, which feel like a big family reunion. It’s always refreshing to catch up with so many long-term acquaintances, and these connections have played a big part in making my career both successful and enjoyable.
2. I used to listen to “Dust in the Wind” by Kansas a lot, and it always served as a reminder not to get too caught up in the fleeting, superficial things of life. The song has a way of putting things into perspective—
GAWDA BOARD Meet
everything is temporary, and in the end, much of what we stress over doesn’t really matter. Life is short, so it’s important to focus on what truly makes a difference.
VICE PRESIDENT BOB VANKIRK Messer
1. My favorite part of working in the industry is always about the people and the ability to interact with so
many people at so many levels across the distributor business. There is a certain element about the partnership approach to working with distributors that is very different than “normal” business interactions. Without a doubt the most fulfilling aspect of working in this industry for so long.
2. I really don’t have a song – trust me! So, I’ll just go with whatever Gary Halter’s is!
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Member Profile GAWDA DISTRIBUTOR
Terrace Supply Company – Honoring
God and Serving Others Since 1947
“We
Pass Gas for a Living”
BY STEVE GUGLIELMO
Terrace Supply Company was founded in 1947 as Elmhurst Welding Supply by James A. Myers and his wife, Gertrude. Jim was a blacksmith by trade and had the first drop station for high pressure oxygen cylinders in the Chicagoland area in their Aurora shop, World War 1 put an end to their first business and, after another entrepreneurial attempt, at 51 years old (and debt free), in 1947 he and Gertrude started Elmhurst Welding Supply in their garage and basement and set the company and family on a course that it still travels nearly eight decades later.
In 1949, the company moved out of the Myers’ basement and into its first storefront, expanding the business and bringing on the need for a counter salesperson, Ric Lichtenheld.
“Both my dad (Ric) and my grandfather (Jim) loved the game of chess. One night Papa invited dad to the house for dinner and to play chess. Well, that is where Dad met Mom…
and the rest was history,” says Gary Lichtenheld, Terrace’s fourth President.
In 1954, the business moved into a new building in Villa Park, IL, and the name changed to Terrace Supply Company. Ric officially purchased the business from Jim in 1965, to become Terrace’s second president. Ric also hired Jim’s son, Walt Myers, to help with sales and the technical aspects of the business. Walt was a Mechanical Engineer, who eventually worked for NASA, before joining Terrace.
“Walt really advanced our business in engineering and automation,” Gary says. “He brought technology to the company and brought our business to a whole new level, including a proprietary software suite created in partnership with the good folks at S.J. Smith!”
Walt eventually became the company’s third president and, one year later, invited Gary Lichtenheld to join the business, in
GAWDA DISTRIBUTOR
1978. Gary started out as inside sales, matriculated into sales and management, before eventually taking the reins as the company’s fourth president in 1996.
Finally, the fourth generation of the family, Steve and Brad Lichtenheld, joined the business in 2006 and 2009, respectively. Steve was promoted to become Terrace’s fifth and current president in 2024. Through it all, Terrace has remained steadfast to its principles and a true family-owned company.
A RELATIONSHIP BUSINESS
At Terrace Supply Company, they have a phrase that they often repeat, “We don’t make anything…except relationships.”
And they truly live this out every day.
“We’re the type of company who like to have key relationships on both the customer and the vendor side,” says President Steve Lichtenheld. “We like to focus on a vendor and be fiercely
loyal to them. To be true partners with them. Unless they give us a real reason, we don’t like to switch. As an example, we’ve been with Miller since Day one and we are proud to remain a single line distributor. Yes, relationships can be difficult sometimes, but we were founded on personal relationships and we do everything in our power to maintain them – whether it is with a vendor, customer or team member.”
Gary echoes those sentiments, “We say we don’t make anything except relationships. If you blend the objectives of the best customers with the best vendors, the results generally yield long term relationships on both sides.”
And that relationship-building extends beyond customer and vendor relationships. It is evident in the staff that Terrace has built as well.
“How we got to a fourth generation is not really that tricky.” Gary says. “The key is finding young talent, or developing those with experience and motivating them to work together as one! You just don’t find men or women with exceptional talent and the burning desire to succeed that often. But if you make a concerted effort to know each one as an individual and help them develop, the results can be incredible! While it’s true of our whole industry, Terrace Supply is a team standing on the shoulders of those who paved the way to our current success
Member Profile GAWDA DISTRIBUTOR
and we don’t EVER forget that! In fact, we have pictures of our founders on the wall at each location and they inspire us daily to do everything we can to utilize the talents of everyone on our team to help each of us develop and grow. And, most days, as we are leaving the building we will look at pictures of those who got us here and ask; ‘Did I make you proud today?’”
Past GAWDA President Randy Squibb had a saying, “The first generation builds the business, the second generation makes it a success, and the third generation wrecks it.” It’s not always that simple, but it’s rare to see family businesses continuing to grow and thrive over the course of four generations and counting.
“By God’s grace and sense of humor, He made all of us ridiculously different,” Steve says. “Jim Myers had a gift for developing deep relationships, where customers became friends! Plus, he was an incredible handyman who liked to get his hands dirty and just get things done. Papa Ric was fiscally sound and extremely organized, and they built on each other’s strengths. Then, Walt came along and he had a level of cerebral complexity that, quite frankly, we are STILL trying to catch up with! He could see things nobody else could see and you would just ride his coattails to get to where his mind was heading and fill in the gaps along the way! Dad brought the sales and business side that complemented Walt, while bringing Terrace’s focus from a micro to macro level through industry partnerships and organizations. And now, if you look at Brad and me, even though we’re only two years apart, are so very different. I love the day-to-day operations. And Brad has the computer and the sales side, which I don’t understand, and I don’t really care for, honestly. And I think the fact that God made us all uniquely different, so that we need each other and we’re allowed to use our greatest gifts to build up those around us, it just works. If Brad and I both wanted to do sales, we might butt heads. But since we lack in so many things that our counterparts are good at, it’s a blessing.”
And that relationship-building goes beyond the C-suite as well. Terrace has many long-time employees because of the culture that it has built. Terrace’s average employee tenure is over 14 years.
“Maybe that’s because at Terrace, we try to show that our TEAM comes first! For example, Ric and Jim started a profit sharing program in 1962, with 50% of net profits going to our employees plus other benefit plans all of which creates an ownership culture with the company and an incentive to stick around and hold each other accountable.”
But because it has so many long-tenured employees, it’s important that the family members in the Lichtenheld family avoid the appearance of impropriety. The family has a rule that each family member must develop a career outside of the business before being asked to join Terrace. And once they are on the team, they are challenged each day to continue to earn their stripes, just like every other employee.
“All of us have had to do every job there is around here,” says Executive Vice President Brad Lichtenheld. “Whether you’re starting out with cleaning bathrooms or on the dock scraping and painting cylinders in the middle of summer, to mixing paint in the warehouses. But we’ve also had members of the family through all four generations come in and decide this isn’t for me. The family rule is to make sure that everybody is bringing something of value to the table that you learned elsewhere. And I think it has really helped with each of the transitions.”
GAWDA DISTRIBUTOR
Continues Steve, “And once we get the positions, our work ethic and personal expectations don’t stop either. As an example, our retail is open on Saturdays. And we divide the staffing into ‘shifts.’ And, as President and Vice President, Brad and I still work every third Saturday, from 8-12, kicking steel and taking care of customers. I think that’s important for our employees to see that we’re working side-by-side with them.”
And finally, those relationships even extend (within reason) to its competitors. Terrace credits organizations like GAWDA, MDG and WEMCO for providing learning experiences to help aid its growth.
“I think that’s something that Dad brought to the company,” Brad notes. “Getting involved with GAWDA, various opportunities to serve on Distributor Councils or committees etc., allowed him to learn and share with other companies who are doing things well (and even to avoid things they didn’t do well!) all the while, fine tuning best practices. We’re not going to be the greatest at everything we do and often we don’t even know what we don’t know. But we are constantly seeking out whatever can we learn from our industry, then challenge ourselves to develop and grow.”
WILLINGNESS TO TAKE RISKS IN ORDER TO STAY AHEAD OF THE CURVE
In addition to its incredible culture, a big part of the company’s success over 77 years, has been its willingness to take calculated risks.
In 1949, Terrace brought on an automotive paint refinish business. For the next 70 years, that business was vital to the company’s bottom line. But in 2018, Terrace took the somewhat shocking step to sell off its automotive paint business and reinvest that money into dry ice.
“That was a risk,” Steve says. “But we decided that we needed to be okay with saying this isn’t an industry that we’re great at anymore and letting somebody else take care of it. And, as it turned out, the dry ice business has turned into a tremendous growth source for us.”
Adds Brad, “Many on our team were worried when we sold the paint side of the business because it represented 30% of our revenue at the time, yet we didn’t lay anybody off. And employees were nervous that cuts were coming. The truth of the matter is, within 14 months, we were above our profit from the paint side. That is the result of laser focus on our core business relationships.”
On the topic of taking risks, Terrace was an early adopter of supplying complete cell welding automation solutions and was also one of the first independents in the industry to use its assets to actively promote micro bulk and maintain on-site cryo support.
Today, because of its breadth of services and its deep-rooted relationships with its customers and suppliers even some competitors across the country, Terrace is a true partner in our industry. So, when a customer has a challenge, they know they can depend on Terrace to be a true solutions provider, rather than a simply an order taker.
“Customers trust us to advise them if an application has the potential for a good return on investment,” Brad says. “We generally start by offering a good, better, best proposal and show the projections for growth on each. For example, sure we can put in a 3,000 gallon bulk vessel and it might be a great opportunity, but we also need to show them potential for losses. What is the true return on investment and does it still align with your ultimate objectives? Bottom line – which is really the best opportunity for you?”
GOING FORWARD
With its new leadership team in place, Terrace Supply is uniquely positioned for growth as it continues its march toward 80 years and beyond. Its fourth generation is firmly entrenched in the business and in the next five years, the company expects to grow.
“We’re looking to expand our microbulk fleet to add a fifth truck,” says Steve. “Our goal, in five years, is to be in a bigger building, because our dry ice is consuming growing footprint (financially and physically.) We have a goal of growing 5-10% every year, because we don’t want to outstrip the ability to maintain first class service.”
Says Brad, “We are blessed with generational experience at a young age. And while most of our staff has been here 15-20 years, our entire management team is under 45 years old, with the exception of Dad, who has been with Terrace for more than 45 years! We have a young staff that sticks around, and has gained immense practical experience, by helping develop each other - so they are prepared to readily adapt to the changing times. A perfect example; a year ago we changed to new software system. Though we were aggressive on the launch timeline, our team, with the help of CU, handled the transition beautifully. Once again, that is what true teamwork can achieve! We see tremendous value in a generation that you can excite with new growth opportunities, all you have to do is tell them where we want to go and give them the latitude to make it happen.”
Concludes Gary, “Hey folks – this isn’t ‘rocket science’ because, when you get right down to it – ‘We Pass Gas for a Living’ - And we get PAID for it! What more can you ask for?”
SUPPLIER
OWELDCOA Proven Problem Solvers with Decades of Experience and Innovation
ver the past few years, there have been several news updates from WELDCOA about investments made at their facility, as well as additions to their team. Last September, I had the opportunity to travel to Aurora, IL to see it all firsthand.
Since this was my second visit, (my first since 2017) I had an idea of what to expect, but when I got there it was like a completely different place seeing all the upgrades. I couldn’t help but imagine the amount of work and planning that must have gone into researching the equipment needed and how to best utilize the space.
AUTOMATED MANUFACTURING PROCESSES
With half of WELDCOA’s business being fill plant design/ build and the other half being welded products, each machine and robot is complementary to the complete picture. The overall business model of WELDCOA is to design and build the fill plant as a generational investment for a distributor/end-user and then to offer accessories and material handling components that will be needed for daily operational efficiency to fill and deliver the cylinders to customers. The welded products, such as cradles, pallets, and truck bodies, ensure future business, as
distributors grow to need more of these assets over time.
There were huge heavy-duty machines and robots moving steel like it weighed nothing. Truck bodies, trailers, pallets, cradles, manifolds all get mass produced by a combination of humans and robots. One recent investment is a machine that feeds and cuts sheets of steel, completely utilizing each sheet of steel. One sheet could have a piece of the fill plant system, piece of pallet, and part of the gas pack. Once cut, the pieces are separated for assembly. This surely helps WELDCOA maximize their raw material.
Other automated systems include one that is making the truck bodies and another making the pallets. The truck body process is almost completely automated with a machine holding and flipping the metal, while a robot welds them together in programmed motion. The pallet station is similar, with a machine moving the metal, while a robotic welder is doing most of the welding. After the automated welding, each product is inspected to make sure the weld is accurate and complete.
Automation has become a common theme both in WELDCOA’s manufacturing processes and in what they preach to distributors pursuing the latest technology in gas filling and transportation.
GAWDA SUPPLIER
ADDED STAFF TO SUPPORT GROWTH
Automation can sometimes mean reduced staffing. Not in this case. WELDCOA has redeployed existing staff, plus added more people to help scale their business. Adding positions like technical sales along with other on-site experts has allowed them to be in more places at one time. Since each project has its own unique challenges, the added staff helps plan and execute each job more effectively. Now, more than ever, distributors and end-users need unique solutions for so many different types of gases that the added personnel has helped them master their craft. From industrial gas to specialty gases, WELDCOA has a wide range of experience when it comes to filling cylinders and moving molecules.
A point of pride for owner, Hector Villarreal, WELDCOA has two of his children in the business in different roles. His daughter, Valerie, joined the Marketing team reporting to Director of Marketing, Melissa Heard, bringing video and other Marketing talent in-house. On the production side, Logan, Hector’s son, reports to Operations Manager Dan Calabrese working on the production line as part of the team assembling their high quality products.
Hector emphasizes that his expectations of his two children are no different than any other employee at WELDCOA. Neither of them reports directly to him, allowing him to watch from a distance as they grow and mature in their young careers.
Check out this one-on-one interview with Hector as he talks about what it means to him to work alongside his children at WELDCOA.
WELDCOA INNOVATION CENTER (WIC)
A key to their success is the WELDCOA Innovation Center which is a fully operational fill plant on-site where they host live, in-person training for both their employees as well as distributor employees who need the technical expertise of how to fill cylinders safely. Hosting these classes for customers has allowed them to stay ahead of the curve, giving them direct feedback on what types of challenges their customers are facing in their operations. It’s also a natural forum for them to develop new technology as they see a need arise through these training classes.
INVESTING IN RELATIONSHIPS
Investments are a common theme within WELDCOA. These investments extend beyond monetary investments in equipment and training. But at WELDCOA, they truly invest in their relationships, as well. One of the things that I admire most about WELDCOA is how they go big on industry hospitality and bringing many their staff members with them to GAWDA and other industry events. Whether it’s hosting 40-50 people at a Phillies game or covering the bill for a large group of customers and business partners to eat out, WELDCOA understands that this is a people-first industry. These gestures show their commitment to growing and developing relationships, ultimately building trust and understanding over time. Top to bottom WELDCOA’s organization is filled with genuine people with a help first mindset. And that generosity extended to their hospitality during my visit. Thank you to WELDCOA for your continued partnership and support!
SCAN TO SEE MORE PHOTOS FROM 2024 AC
GAWDA concluded a record-setting 2024 with an IMPACTful 2024 Annual Convention in Phoenix. Shattering its goal of 900 delegates, this year’s 953 total delegates, including 272 distributors and 399 suppliers also broke a record for full delegates dating back to 2007! GAWDA members from around the country braved the triple-digit heat to hear from thought-leaders from across the industry and network with one-another in the desert. Each year, GAWDA continues to raise the bar and 2024 was no different. Even with many members having to go directly to the airport from the Lawn Legends Gala to catch Red-Eye flights to Orlando for FabTech, attendance and enthusiasm was still through the roof. Thank you to everybody who made the trip to Phoenix for the 2024 Annual Convention for making it such a tremendous success!
GAWDA’S BOARD AND VOLUNTEER COMMITTEES MEET AHEAD OF THE AC
The GAWDA Executive Committee, Board of Directors, and Committee chairs arrived early for a full day of planning meetings ahead of the official start of the Annual Convention. The Board and Committees continue to work relentlessly on behalf of GAWDA members to ensure that you receive the maximum benefit and value for your GAWDA membership. This meeting saw the association’s brand-new Technology Committee meet in-person for the first time. Also new during this time, GAWDA offered members the opportunity to take free professional headshots from 9:30 - 11:30 a.m. near the Registration Desk. If you did not receive, please contact us today and we will send you your headshots right away!
2024 ANNUAL CONVENTION RECAP
CONVENTION KICKS OFF WITH NEWCOMERS AND PRESIDENT’S WELCOME RECEPTIONS
After making the difficult decision to move the Newcomers Reception inside due to the more than 100-degree heat, the Newcomers Reception kicked the Convention off in style, as more than 100 GAWDA New Members, Past Presidents, and members of GAWDA’s Member Services Committee gathered to mix and mingle and show off their hand in a fierce putting contest. Congratulations to the winners of the putting contest: David Carpenter, Computers Unlimited (Bronze), Sean Sammon, PDC Machines LLC (Silver) and John Pastuszko, Trendex (Gold).
Following the Newcomers Reception, GAWDA Members made their way over to the Grand Saguaro Ballroom, where members gathered for the official opening ceremony for the 2024 Annual Convention. With a theme of “Welcome to the 19th Hole,” Members were dressed for in their Sunday (at the Masters) Best, complete with dueling sets of caddies decked out in the traditional Augusta white bibs, and ready to enjoy a night of networking, mini-golf, whiskey tasting, and cigar rolling courtesy of the evening’s amazing sponsors. It was a fun and festive night, and GAWDA at its very best. The heat couldn’t keep us down! Thank you to all who attended!
2024 ANNUAL CONVENTION RECAP
BUSINESS OF CONVENTION BEGINS WITH FULL DAY OF NETWORKING
As we all know, following the 19th Hole, the real world comes calling. Convention kicked off with the return of the Networking 360 Program and Contact Booth Program. The morning began with the Networking 360, as 150 GAWDA members (100 suppliers and 50 distributors) had the opportunity to meet in 5-minute sessions. It was a great opportunity for more intimate, one-on-one meetings before the hustle and bustle of the Contact Booth, which took place right after. The Contact Booth was attended by more than 600 members and featured the latest and greatest innovations that our industry has to offer. We thank all of the GAWDA Members who attended and extend a special thank you to all of the GAWDA Supplier members who exhibited. Without your participation, we wouldn’t be able to continue to raise the bar year after year!
2024 ANNUAL CONVENTION RECAP
CONVENTION ROLLS ON WITH OPENING GENERAL BUSINESS SESSION
Following a day of networking, Sunday saw the first General Business Session of the Annual Convention. The session kicked off with GAWDA President Gary Halter recapping his amazing year as President of the association. He discussed the health and strength of the organization, including all of the new programs that GAWDA has introduced this year. Gary also recognized some award winners.
This year’s Women of Gases & Welding Scholarship Winners were: Samantha Butler with AWISCO, Heather Hofer Ewert with Chart, and Amber Phillips with Evansville Welding Supply. Congratulations to Samantha, Heather, and Amber, and thank you to all of the GAWDA members who contributed to the grant for making the scholarship possible. A special thank you to AWG, who once again contributed $10,000 this year, for a total of $30,000 since the grant’s inception, which allowed the program to get started.
Gary then announced a new award for 2024, the Member Volunteer IMPACT Award. Congratulations to Bob Ranc for winning the inaugural award, which acknowledges his exceptional dedication and unwavering commitment to going above and beyond as a member and volunteer of GAWDA.
Then, following some poignant closing comments, Gary’s wife Kathy joined him on stage for the awarding of this year’s GAWDA Gives Back Recipient, HopeKids Arizona. The charity’s Executive Director Andrea Lewis was on hand to accept the $178,235 donation, which will go towards planning events for the children and families. The November episode of GAWDA TV featured an interview with Andrea Lewis where she spoke about how the generosity of GAWDA members will impact the lives of the children that work with HopeKids. Thank you to all of the GAWDA members for your incredible generosity in donating to this worthy cause!
The morning concluded with Mainstage Presentations from Alex Chausovsky and Bob VanKirk. Thank you to both Alex and Bob, who effortlessly blended their humor with a good look at the economic future of our industry.
BUSINESS OF CONVENTION CONCLUDES WITH GRONK KEYNOTE AND HIGHLIGHTING GAWDA’S NEW PROGRAMS
The final day of the Convention began with the announcement of the next several years of national shows. In 2025, GAWDA will be going to Dallas for SMC and Tampa for the Annual Convention. In 2026, SMC will take place in Oklahoma City, while Convention will be headed to Boston. And in 2027, SMC will head to the Windy City. We also recognized our amazing 2024 Regional Meeting chairs for their stellar work in 2024 and then announced the new Regional Chairs for 2025. In 2025 the Regional Meetings and Chairs will be:
• Northeast Regional: Mike Trueba
• Central Regional: Bob Ranc and Mike Roach
• Northwest Regional: Clint Bush and Jenna Fitzgerald
• East/Midwest Regional: Abydee Butler Moore
• Southwest Regional: Quinn Kennedy, Marie Ratermann Williams and Justin Guitreau
• Southwest Regional: Nicolas Arvelo, Linda Smith, and Britt Lovin
Then, GAWDA Members were able to hear about two new amazing programs that GAWDA unveiled in 2024. First, Philip Steele from Cerity Partners took the stage to discuss the new Member Pooled Employer Program. Whether you need to add a 401K program to your company’s benefits or want to upgrade your current 401K offering for your company, take advantage of this great opportunity to enhance your employee benefits and attract and retain top talent!
Following Philip’s presentation, Andrea Pavon from the National Propane Gas Association took the stage to
2024 ANNUAL CONVENTION RECAP
discuss the ACE Services GAWDA Driving Program. GAWDA introduced this program in August this year and it will help guide our Members to prepare for State CDL or HME exams with Entry Level Driver Training (ELDT).
Following Philip and Andrea’s presentation, CGA and WEMCO had the opportunity to present their industry awards for 2024. First, Laura Brumsey from CGA took the stage to present their distributor safety awards. Congratulations to Lake Welding for winning the distributor safety award for 100,000 or fewer hours exposure hours. David Rimes was on hand to accept the award on behalf of Lake Welding. Also, congratulations to Vern Lewis Welding Supply for winning the 100,000 or more exposure hours award. Stacy Lewis Hayes was on hand to accept the award on behalf of Vern Lewis. Congratulations to both Lake Welding and Vern Lewis on these prestigious awards!
Then, Jimmy Walker Jr. took the stage to recognize AllTex Welding Supply, Inc. as the 2024 WEMCO Excellence in Welding Award Recipient in the Distributor Category. Jimmy also announced that WEMCO’s 2025 Annual Meeting will take place from March 5-7 in Fort Myers, Florida.
Finally, John Ospina took the stage to thank some of our amazing GAWDA volunteers for their years of incredible service. Thank you to Robert Anders, Edward Leon, Justin Johnson, Ashley Madray, Gary Degenhardt, Rafael Arvelo, Scott Rummans and Will Roberts for your years of service.
Robert also presented Gary with a plaque and Past President’s Jacket in recognition of his amazing year as GAWDA President. Thank you to Gary for such an IMPACTful year! John also announced the new additions to the board for 2025.
Congratulations to next year’s new Board Members Justin Johnson, Doug
Morton, Bob VanKirk and this year’s Mrs. X, Colleen Kohler. We look forward to working with you going forward!
Following a brief break, we returned to the ballroom for the keynote presentation, a Q&A interview with Super Bowl Champion and the greatest Tight End to ever play football, Rob Gronkowski. During a funny and lively interview conducted by now Past President Gary Halter, Gronk discussed some of his career highlights, shared his insights on leadership lessons he’s learned through his career in the NFL and through interactions with visionaries like Bill Belichick and Tom Brady, and discussed his philanthropic efforts. Gronk even threw some autographed balls into the crowd to close the event! It was a great way to close the General Session before we crowned our new president and the room was buzzing with electricity from start to finish.
ERIC WOOD BECOMES 2024-2025
GAWDA PRESIDENT
With the new slate ratified and the business conducted, there was just one thing left to do. Eric Wood officially became the 2024-25 GAWDA President. Following an emotional video testimonial from some of his closest business associates and family members, Woody was introduced via video by his son, Joe Wood. He was then marched into the room to the blaring instrumentals of Pantera and presented with the president’s pin, plaque and banner. Woody then called Gary back to the stage to present him with a token of appreciation for the service he has shown to GAWDA and for the mentorship he has shown during this transition. Then, Eric shared his vision for 2025 “Sustaining a Resilient Culture.” Following in his father’s footsteps as GAWDA President and helping to run a company with more than a century of sustained excellence, Woody knows a thing or two about sustaining a resilient culture and he will impart that wisdom on GAWDA throughout his year as President. GAWDA is celebrating its 80th anniversary in 2025, so it’s the perfect time to examine big cultural questions like this. It’s sure to be another incredible year for the association and we can’t wait to take this ride with you, Woody!
WGW AND YP COMMITTEES HOST PICKLEBALL EVENT
The GAWDA Women of Gases and Welding and Young Professionals Committees extend a heartfelt thank you to everyone who participated in our recent Pickleball tournament! Your enthusiasm, sportsmanship, and encouragement toward fellow players truly made the event special. We love the spirit of the GAWDA community and are continually inspired by the active engagement and camaraderie that make these events so enjoyable.
We’d also like to give a special thank you to our event sponsors, Equigas and Chart Industries, for their generous support which made this event possible.
Congratulations to this year’s winners:
• 1st Place - Collin Alexander and Andrew Kuneth, Prism Visual Software
• 2nd Place - Tanner Skalla, Fronius USA, and Scott Fellhauer, General Air Service
• 3rd Place - Melissa De Jesus, Superior Products, and Albert Castillo, Lincoln Electric
• Coach’s Choice (Biggest Pickle) - John Gurcsik, Roberts Oxygen
Thank you again to all who made this tournament memorable—we couldn’t have done it without you!
CONVENTION CONCLUDES WITH “LAWN LEGENDS GALA”
We concluded the conference in style on the Ballroom lawn with the Lawn Legends Gala party. GAWDA members dressed in costume as their favorite historical icons as we toasted another amazing year. Temperatures dropped enough that we were able to have the party outside as planned and those members that were able to stay were able to dance the night away with the beautiful mountains as a backdrop. It was the perfect end to a perfect conference. We can’t wait to do it again at the 2025 SMC in Dallas. Thank you to everyone who continue to make these events so meaningful year after year!
2025 DISTRIBUTOR FORECAST
+7.88%
South: +13.5%
+8.96%
Distributor Forecast
Robust Growth for 2025
Uncertainty around tariffs not enough to temper enthusiasm for pro-business climate
BY STEVE GUGLIELMO
Industry FORECAST
2025
Every year, the first quarter issue of Welding & Gases Today sets the tone for the coming year with the forecast issue. Not only do we speak with our distributor and supplier (page 58) members, but we also have our sister organizations like the American Welding Society (page 78) and Compressed Gas Association (page 80) contribute their thoughts on the upcoming year, to be combined with the quarterly ITR Economic Forecast (page 88). This issue also features the first look at this year’s Spring Management Conference, which will set the theme for GAWDA’s 80th Year, Sustaining
a Resilient Culture
Last year, GAWDA members across the board were optimistic, yet hesitant, due to the looming prospect of the November elections. Now, with the elections in the rear-view mirror, members expect to see growth in 2025. They see some fallout from political factors like tariffs and resulting supply chain challenges, but overall expect 2025 to be a very pro-business environment. Surprisingly, though, the forecast numbers bear out very similar to the overall expectations for last year, even with the comments sounding more bullish and enthusiastic. The South remains the most optimistic region, projecting a cumulative 13.5% growth expectation vs. 13.63% in 2024. The East remains the least optimistic, with 4.5% growth forecasted
vs. nearly 8% in 2024. And the Central and West Coast expectations were nearly in lock-step as well. An interesting dichotomy between the numbers and the rhetoric. But the overall message remains one of optimism for 2025, as respondents across regions and products lines universally preached growth and prosperity for 2025!
EAST
Perhaps no region is more emblematic of growth not being linear than the East region. In 2023, the Region projected the highest growth in the country, with a cumulative 9.43% growth. Last year, it projected 7.83% growth, and this year it is forecasting 4.5% growth.
Lloyd Robinson, President AWISCO
Lowering interest rates and seeing the fruits of the infrastructure act will help propel AWISCO to a projected 3-5% growth in 2025, according to President Lloyd Robinson, even as he sees a flat year for the industry at large. In addition to those macro-level trends, the company also recently introduced an e-commerce site, which has helped drive sales. The company remains on the lookout for acquisition targets, “and I hope to land one or two in 2025,” Robinson concludes.
David Goldstein, Vice President of Finance
AGL WELDING SUPPLY
AGL Welding Supply projects growth of 4% in 2025, according to Vice President of Finance David Goldstein. The primary drivers of that 4% growth include hardgoods supply and pricing and the ability to source locally produced goods. The company continuously monitors and positions itself with its suppliers to ensure it can source product. He notes, “The new administration certainly will have both negative and positive impacts to all industries across the board. The largest impact to our industry clearly will be the cost of goods, whether imports or domestically produced. The political climate is extremally volatile, I believe this will cause significant disruption and at least a big distraction to staying focused on the goals of the business.” Finally, AGL has plans for an expansion in the near future to reach its customer base in other parts of New Jersey.
The following are responses from GAWDA Distributors broken down by geographic regions. Thank you to all who participated. continued on next page
2025 Industry FORECAST
John Larsen, Vice President WEST PENN LACO
“Sales, especially big-ticket items, were a little erratic last year. 2024 started and ended great with some down months in the middle. We are not sure if this was due to interest rates or the election, but we are optimistic for a more consistent 2025,” says West Penn Laco Vice President John Larsen, who projects 5-8% growth in 2025. The company continues to diversify its suppliers and are better at monitoring its inventory levels, according to Larsen. “While inventory is back to more traditional levels, we are better prepared for future disruptions.” He concludes, “Lower taxes and deregulation would be a positive for our business and our customers. However, new or increased tariffs will likely raise costs for us and our customers and create shortages.” West Penn
Laco will continue to look at new products to offer its customers in 2025 while also investing in new technology to reach new customers and service existing customers better.
Alfred Boehm, President SPECGAS, INC.
2025 will be a year of growth, according to Specgas, Inc. President Alfred Boehm. “Given the economic situation, we expect to get more requests for specialty gas mixtures and noble gases. Increased drilling for oil and earth gas will require more calibration gases. Increased AI applications will impact the demand for domestic chip production, positively impacting electronic gases.” He concludes, “Given the focus on domestic production, we will see an increase in the entire gas business.”
SOUTH
In 2024, the South was, by far, the most optimistic region in the country, projecting 13.63% growth. While not quite reaching those heights again this year, the South once again projects as the highest growth region, projecting a cumulative 13.5% growth in 2025.
John Hill, President WILLARD C. STARCHER, INC.
An increase in oil and gas drilling production will have an immediate positive impact on the bottom-line for Willard C. Starcher in 2025, according to President John Hill, who projects to see a 5% sales
growth. He cautions that potential supply chain interruptions could hinder that number, however. Overall, Hill expects 2025 to be a year of growth, not only for Willard C. Starcher, but for the industry as a whole. “Drilling would drive up sales and cause a significant increase in the local employment figures,” he says. That, plus an increase in pipeline construction would be the two biggest benefits in an area that used to be dominated by coal-mining, which Hill does not expect to see a revival.
Mike Wallis, Owner AIR SUPPLY
The overall trend toward mergers & acquisitions in recent years has left the industry with less true independents, a fact that will benefit Air Supply and, coupled with price increased in 2025, help contribute to a 5-10% growth for the company, according to Owner Mike Wallis. Wallis also sees a more pro-business environment this year, with less government interference than previous years. However, he cautions that the economy had been “in stagnation mode with lots of money being printed. When will that bubble pop?”
Industry FORECAST
2025
Rodney Wray, President MERITUS GAS PARTNERS, NORTH TEXAS
“Meritus acquired – and we are integrating - four different, very successful businesses in North Texas. By doing so, we have become a very strong, diverse regional player, perhaps the largest independent distributor in the area,” says Meritus North Texas President Rodney Wray, who projects growth for the company in 2025. “In Texas, the new administration will positively impact the oil and gas related markets for us. We have just come off a very strong year, and the future looks very promising in North Texas.” The company has plans for several scratch starts to open up in new geographies in addition to continuing to expand its bulk business in the region. “We also have a great Specialty Gas lab in Tyler, TX and we are focused on leveraging and expanding those capabilities.” In 2024, the company also added a bulk nitrogen transport, which was a boon for the business.
Heather Dehnz, Owner SOUTHERN SERVICE & REPAIR
While the new administration will have a positive impact on the overall business environment and will hopefully lead to lower taxes, Southern Service & Repair
Owner Heather Dehnz cautions that it’s still an overall difficult environment in the industry right now. "Costs continue to rise," Dehnz notes. "Both the costs of gas and supplies have gone up continuously. We just paid for a six-months force majeure on all gas products and we still have one on CO2. That's unsustainable." The company, which will celebrate its 20th anniversary in 2027, expects to see a level year for the industry in 2025.
Robby Smith, President AMERICAN INDUSTRIAL GASES, LLC
2025 will be a year of robust growth for American Industrial Gases, LLC, according to President Robby Smith. The company will be expanding its product offerings and its geographic coverage with specialized product focus in the new year. In addition, the pro-business environment will be a rising tide that lifts all ships in the industry. There will be an “extremely positive impact, we’re already seeing it” says Smith about the new administration’s impact on the economy. “An ‘America First’ focus make me very optimistic,” he concludes.
on next page
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2025 Industry FORECAST
CENTRAL
True to form, the Central was once again the region with the highest number of respondents to this year’s survey. This makes it the region least impacted by individual outliers. However, even with that, it still remains remarkably consistent. This year, it is the second most optimistic region, projecting 8.96% growth vs. last year’s 7.5% projection.
Tim Molenbeek, General Manager
PURITY CYLINDER GASES, INC.
Automotive industry as well as the recreation industry production (boats and RV’s) coming back online and capital spending increases will all be contributors to an anticipated increase in sales for Purity Cylinder Gases, Inc. in 2025 according to General Manager Tim Molenbeek. “Our best success comes from our salesforce on the streets, in front of customers, and continuing to out-service the competition,” Molenbeek says. He notes that welding automation continues to help with labor shortages and quality control in production, while the automotive industry should come back after pausing in 2024. He concludes that, following the election, onshoring, investments, and manufacturing should all see positive impacts, leading to an overall increase for the industry.
Eric Wood, COO O.E. MEYER COMPANY
An increase in the production of vehicles with combustion engines, allocated government defense spending, and an expansion in current and new markets will be the biggest factors contributing to forecasted revenue increases in sales for O.E. Meyer in 2025, according to COO Eric Wood. “We added and continue to add specialized sales and technical service representatives to provide services and technical assistance that is unique in our markets,” Wood says. “With the recent election and from monies dedicated to infrastructure from the past administration, we are bullish on automotive, domestic steel production, and fossil fuel energy expansion.” Wood notes that O.E. Meyer continues to expand its sales and distribution into
new markets by providing services and expanded offerings to its end-users and that it has recently entered two new markets, which continues to pay benefits.
Brad Davis, Vice President CENTRAL OHIO WELDING
“Our local economy is strong and seems to be getting stronger each year. Manufacturing has been slightly up, and new commercial and industrial construction has been surging,” says Central Ohio Welding Vice President Brad Davis. The company is forecasting growth of 8% in 2025. “We continue to look for customers that fit the specific value proposition that we can offer our regional market. We have learned that we cannot serve everyone, and have worked on refining our model to serve the customers where we fit.” Davis notes that, “Central Ohio is undergoing rapid changes and is currently dominated by large construction projects that are set to structurally change the local landscape in the future. Hi-tech industries like Semiconductors and Biotech are leading the change.” He concludes, “We have been adding more Vendor-Managed Inventory options to our portfolio. We realize that our customers may be dealing with the same lack of available employees that we go through, and are structuring our supply options to help them.”
Jason Kirby, President CENTRAL MCGOWAN
2024 was a busy year for Central McGowan, as the company not only opened a new facility in Sioux Falls, SD, but also acquired Bemidji Welding Supply and The Safety Zone. That growth won’t slow down in 2025, as the company will be expanding into new markets and opening two new locations in Iowa with its entire product offering, according to President Jason Kirby. These strategic moves will help contribute to an anticipated 6% growth in 2025. “Interest rates need to come down to help with capital purchases as well as inflation. We need Agriculture to perform better than last year as well,” Kirby says. “I believe the new administration will have a pos-
Industry FORECAST
itive impact on our economy as they will get inflation under control, bring down interest rates that will help with capital purchases. The question is, how long will it take? Probably Q3.” Overall, 2025 looks to continue to be an exciting time for Central McGowan!
Paul Rensing, CEO WELD PLUS, INC.
“Trump influenced efforts to re-ignite the gas and oil business along with many other policies” will be the primary drivers of an anticipated 15% growth for Weld Plus, Inc. in 2025, according to CEO Paul Rensing. As others have noted, finding quality employees continues to be a struggle. “We are paying a lot more for our labor force,” says Rensing. With the anticipated growth this year, Rensing anticipates that inventory levels will need to rise to keep up with demand and quick deliveries. He concludes, “I think our entire industry will benefit from the new policies from the new administration. All manufacturing, in
2025
general, looks to improve opportunities, but oil and gas related should help Ohio, as well as the rest of the country.”
Troy Elmer, President MISSISSIPPI WELDERS SUPPLY CO., INC.
MWSCO is forecasting growth of 5-8% in 2025, according to President Troy Elmer. However, as others have noted, a potential tariff war could put a damper on that forecast, if it escalates. He notes that, “We have seen our customers releasing funds for capital expenditures that were being held prior to the election. We anticipate this will continue for the next couple years.” The company opened a new location in 2022 that has been and will continue to be a growth driver for MWSCO. Concludes Elmer, “We need to get to a state where inflation is under control. It has slowed but price increases from vendors are still coming very often.”
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2025 Industry FORECAST
Scott Kittleson, CEO MAVERICK OXYGEN
New business will be the primary driver of an anticipated 10-15% growth in 2025 for Maverick Oxygen, according to CEO Scott Kittleson. The company notes, as others have, the difficulty in finding quality labor for expansion. And while the company expects to see double-digit growth this year, it expects to see a more level year for the industry at large.
Brad Dunn, Executive Vice President
CK SUPPLY, INC.
CK Supply, Inc. forecasts 8% growth in 2025 based on new business activity, capital equipment, and improved volume and gas to hardgoods mix, according to EVP Brad Dunn. “Consolidation is providing opportunities for service and community focused small businesses to succeed in attracting new customers and employees,” Dunn says. In addition to its growth projection, more exciting news to come in 2025, as the company expects to complete a new building expansion and dry ice facility in Kansas City this year and an entrance into a new market. Overall, this is shaping up to be an exciting year for the owners at CK!
Josh Davidhizar, Chief Financial Officer
INDIANA OXYGEN COMPANY
“The overall productivity of our customers is going to be the main driver for our projections in 2025,” says Indiana Oxygen Company CFO Josh Davidhizar. “A lower interest rate environment, while not guaranteed, will increase the overall appetite for capital expenditures within our customer base.” The company projects a 3-5% increase in top line revenue in 2025. Says Davidhizar, “We have seen inflation, the supply chain, and even our workforce challenges even out in 2024.” He notes that IOC has seen good growth in the propane side of its business in recent years and expects the company to build on that success in 2025, the company’s 110th year in business! He concludes, “The dominant industry in our geographic footprint is fabrication and manufacturing
which are expected to grow in 2025; however, tariffs may be a disruption for IOC and our customers. As such, we will remain flexible and seek strategies to ensure we are able to position our customers for success.”
Tony Parrish, Owner EVANSVILLE WELDING SUPPLY
The continuous growth in the company’s gas and dry ice segments, combined with the launch of a new B2B website to better serve its customers will contribute to an 8-10% growth for Evansville Welding Supply in 2025, according to Owner Tony Parrish. In addition to those factors, “I feel the new administration will boost confidence and have a positive impact on the economy and hopefully focus on regulation reform. We just keep our focus on growing the business and doing what's right regardless of who is the President,” Parrish says. In addition to its new website, the company has made investments in additional sales staff, which should also help contribute to its anticipated growth in 2025.
Joe Winkle, Partner WELDSTAR
Favorable market conditions will help contribute to an anticipated 6% growth for Weldstar this year, says Partner Joe Winkle, who notes the company is, “Moving more into technology-based products. We are improving our B-to-B software for easier transactions and easier research.” Over the past five years, Weldstar has added locations, which the company believes has the ability to bring in more new business, helping add to that growth forecast. Concludes Winkle, “We are always looking for new opportunities whether it be new products, or acquisition.”
Jon Berger, VP of Operations BERGER WELDING SUPPLY, INC.
While RV and Recreational Boat sales have been down for the past 18 months, lowered interest rates and a revived ecocontinued on page 66
2025 Industry FORECAST
nomic outlook has Berger Welding Supply, Inc. VP of Operations Jon Berger bullish on a turnaround for those two main areas of business for the company in 2025, leading to a projected 10% increase for the Plymouth, IN-based distributor. “New growth during a slow to moderate economy has always been good for us,” Berger says. “Business tax cuts and continued interest rate drops will drive our business partners,” he predicts.
Nathan Stringer, President B & R INDUSTRIAL SUPPLY
An increase in workforce, and an increase in coverage service, combined with an uptick in manufacturing jobs in 2025 lead B & R Industrial Supply
President Nathan Stringer to project a 10-15% growth this year. “I think there will be a push in the oil & gas industry,” Stringer predicts. “Manufacturing should increase with the new administration. And jobs should come back to the USA, which should positively impact the economy.” He continues, “We are always looking to expand our business, by adding new products. Anytime you can help the customer cut cost it gives you the advantage.” The company added a location in the Gulf Coast two years ago, which continues to pay dividends and will help contribute to the expected growth in 2025.
WEST
Rounding out the regional surveys, the West Coast projects to see 7.88% growth in 2025, mirroring the other regions as similar to its 2024 projects where it projected 9.3% growth. As others have noted, some of that growth can be attributed to a pro-business environment, while some can be attributed to the lingering impacts of inflation and price increases.
Andy Castiglione, Regional Vice President WESTAIR
Price increases and new business will be the primary drivers in an anticipated 7% growth for WestAir in 2025, according to Regional Vice President Andy Castiglione. The company has invest heavily in bulk tankers and tube trailers in recent years to help grow its service capabilities. Says Castiglione, “Our customers in CA are very diversified. There are no new supply sources coming
online so sourcing enough bulk product to service our growing demand will likely be a challenge.” In 2025, WestAir is opening its first fill plant and distribution center in the San Francisco Bay area. “We are also launching a new propane cylinder for the hospitality market as well as launching a new Hydrogen distribution system for the mobility market,” Castiglione says. The LA Basin and Bay Area are new geographies for WestAir and will help contribute to the growth projection for the company, as it celebrates its 55th anniversary in 2025.
Eric Moore, Sales Director CAMERON WELDING SUPPLY
“The last 12 months we have implemented a new sales process to track and drive incremental growth. We have also upgraded our sales talent pool and are targeting new segments in the Southern California market,” says Cameron Welding Supply Sales Director Eric Moore. All told, those factors will contribute to a projected 7% increase for Cameron in 2025. “We see new incremental sale opportunities in the Aerospace, Food Processing, Automotive off road, Light Fabrication and Cannabis segments. These will be key focus areas for the Cameron Welding sales team in 2025. We have seen strong double-digit growth in the cannabis space over the last two years. Dry ice will be a strong focus for Cameron Welding in 2025.”
Dave Burnett, President DJB GAS SERVICES, INC.
“We are expecting that the oil patch will increase activity during the last half of 2025,” says DJB Gas Services President Dave Burnett. This will help contribute to an anticipated 5-10% growth for the company this year, despite head winds in the steel and fabrication business due to the rise in interest rates. The company has tried to increase its productivity due to the continued workforce challenges seen across the industry. He notes that, despite the fact that they were not personally concerned about the election, “the market as a whole certainly slowed down during the last half of 2024.” He expects that will correct and the market will see a slight uptick in 2025.
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2025 SUPPLIER FORECAST
BY STEVE GUGLIELMO
Like 2024, GAWDA’s suppliers are expecting robust growth in 2025. But unlike 2024, they don’t have the same concerns about a potential election-year surprise looming at the end of it, tempering their expectations. While some suppliers noted that things like tariffs and inflation could dull growth this year, there was a universal expectation of a strong pro-business environment and growth across the board for GAWDA members in 2025! The following are responses from GAWDA suppliers across North America about their expectations for this year. We thank all of the suppliers who participated in this year’s forecast. Be sure to check out the GAWDA Online Buyer’s Guide (buyersguide. gawdamedia.com or download the GAWDA Buyer’s Guide App from the App or Google Play Store) to learn more about each of these suppliers.
Industry FORECAST
2025
Hector Villarreal, President WELDCOA
“I believe the Mega Trend for the next few years, created by the CHIPS act, Infrastructure Bill, and the Hydrogen Bill, will continue to fuel growth for our industry,” says Weldcoa President Hector Villarreal, who is celebrating his 30th year in the industry in 2025. “The reshoring trend that began in 2020 has continued to fuel new facility construction in the U.S. Of particular interest to Weldcoa is the new construction related to CHIP manufacturing. This trend has been very good for us.” Those factors spell a forecasted 20-25% growth for Weldcoa in 2025. Says Villarreal, “It's no secret that the Spec Gas market continues to bring new opportunity for our clients. Our automated gas blending and automated analytical packages are in big demand. Based on client demand we designed a new Medical CO2 system. The need for USP CO2 had come up in the past, but until recently, the market wasn't large enough for us to dedicate our resources to come up with an automated solution. The growth in Medical and Pharmaceutical Industries is the most obvious driver. But the continued expansion of the Cannabis and CBD Industry, the Food and Beverage Industry and the rapid growth in Biotechnology has really ramped up the demand.”
Joe Krall, Director of Business Development SELECT-ARC, INC.
Select-Arc, Inc. will complete a 30,000 sq. ft. addition to its Fort Loramie, OH plant in 2025. This space will be filled with many high-speed wire drawing and spooling lines. The increased production output will sustain Select-Arc’s planned growth for many years and help contribute to a forecasted 5-7% growth in 2025. However, Director of Business Development Joe Krall cautions that a tariff war or rising interest rate could temper potential growth this year. “We are seeing a positive pattern and stability for filling production worker positions on all three of our production shifts,” he notes. “We saw this start in the fourth quarter of 2024. This change has made our lead times for new orders come down drastically. We are now looking to add salespeople in key markets!” Overall, Select-Arc continues to grow market share with its stainless solid wire, stainless flux cored and hard facing products, and by adding salespeople in key market states, it will be able to complement its additional production capacity.
Larry Cassesa, President
ABICOR BINZEL, USA
While an improving economy should lead to growth for all products, Abicor Binzel USA President Larry Cassesa expects to see robust growth in products tied to automation and innovation.
“People will be looking to run their businesses leaner, with a lack of talent and trained professionals available,” he says. “The skilled workers are getting older or retiring and are not being replaced at a sustainable rate.” Because of that, Abicor Binzel expects to see growth of 8-10% in 2025. However, he notes, “GAWDA distributors are increasing their hold on the gases business, but are losing their hold on hard good sales. We are seeing pressure from many end-users to provide the same pricing to industrial suppliers like Fastenal, Grainger, and others on the consumables. Customers need more technical advisors. If the GAWDA member has technical sales/service employees, they stand a chance to positively differentiate themselves. Our products bring new possibilities to end-users.”
Rafael Arvelo, President & CEO EQUIGAS, INC.
“The U.S. economy remains strong, and confidence in the new administration is expected to further accelerate growth,” says Equigas President & CEO Rafael Arvelo. “This optimism is driven by the increasing number of manufacturers reshoring their operations to the United States. As domestic manufacturing expands, the demand for industrial gases will also rise accordingly.” Arvelo expects to see a 15% growth for the company. “Our business with existing customers continues to grow as they expand. Additionally, we are bringing in new customers every month, further strengthening our market share in the country.” In 2024, Equigas acquired Correct Cryogenics. “Since founding Equigas in the U.S., my vision has always been to offer Cryogenic Services, Field Installations and Repairs. Entering the tank business was a long-term objective, and this recent integration has already proven to be transformative, unlocking new opportunities for collaboration that were previously beyond our reach,” Arvelo says. “2025 will be a strong year, but 2026 is expected to be even better as the new government policies take full effect, allowing us to see their true impact. There is no doubt that the next two years will bring solid growth to
2025 Industry FORECAST
the Industrial Gas Industry!” He concludes, “EQUIGAS will mark its 8th anniversary by the second quarter and is thrilled to announce another exciting expansion that has the entire team eagerly looking forward!”
Dave Eckert, VP Industrial Markets INDUSTRIAL PRO, DIVISION OF FORNEY INDUSTRIES
Three main drivers will lead to a more than 25% increase in sales in 2025 for Industrial Pro, a Division of Forney Industries, according to VP of Industrial Markets Dave Eckert. First, an improved market demand for welding machines with improved macroeconomic conditions. Second, Forney’s new product introductions, which address distributor offering gaps vs. their local competitors and expansion of process capabilities to address market trends. And finally, market share gains with welding distributors seeking alternatives to big brands with reliable products, proven technologies, and profitability in every machine. “We introduced two new machines at Fabtech 2024 that are now rolling out to our distribution partners. These are the first of 10+ new machines in the coming year,” Eckert says. “All Forney Welders and Plasma Equipment are designed and tested to our specifications by the Forney ETS – Engineering & Technical Services team. Our transformer and inverter power sources provide demonstratable performance with excellent arc characteristics plus are CSA Listed. Distributor profitability is built into every machine.”
Sal Calandra, President B&R COMPLIANCE ASSOCIATES
B&R Compliance Associates has had many highly experienced associates join its team in the past several years, which will be the primary driver of its anticipated 20-30% growth in 2025. Says President Sal Calandra, “We expect an increase in sales with GAWDA distributors because they are a very entrepreneurial and resilient. They are constantly seeking opportunities for efficiency in their businesses. These efficiencies are achieved by reducing compliance risk, training their people, implementing
or improving systems and processes, and getting into new businesses.” As experienced employees retire from their businesses, systems, training and documented process will assist with the transition process of replacing these valuable employees, and B&R can help with that process. He concludes, “We are expanding our capabilities to include onsite safety services, act as a third-party administrator for drug testing, ISO implementation or support, as well as being able to provide analytical equipment. Our people understand the gases business and distributors potential needs.”
Matt Boettner, President and CEO ALL SAFE GLOBAL
All Safe Global plans to expand its sales team and increase its inventory levels in 2025, according to President and CEO Matt Boettner. That, combined with anticipated strong industrial growth, will lead the company to 5% or more growth this year. As others have noted, tariffs and limited supplies of high-pressure cylinders could temper growth in 2025. However, “All Safe Global is internationally sourced with multiple manufacturers in differing countries to provide quality cylinders at the best prices,” according to Boettner. “I expect the new administration will have a positive impact on the U.S. economy overall. A strengthening dollar may offset tariffs and deregulation will drive growth.”
Paul Kinsella, President EXOCOR
“Overall, I expect sales to be level over the first half of 2025 with it picking up over the second half. However, market share will move between suppliers from those focused more on cutting costs, cutting service and carrying less inventory to those who provide the level of all three that distributors need today to grow their business,” says Exocor President Paul Kinsella, who anticipates 6% growth in an otherwise flat year for the industry. “Filler metals have become a global product and with that, much variation in pricing and quality with new players on the scene all the time. Tariffs could add to that situation. Consistency in supply of a quality wire is paramount to assure that manufacturers and fabricators are able to weld and weld
FORECAST
efficiently. Distributors need to be assured that they have suppliers who carry adequate inventory, provide consistency in quality and focus on value over lowest price.” He concludes, “Distributors should be focused on what value they can bring to their customers and rely on suppliers that support that. Distributors need suppliers who are focused on their products and treat the business through distributors as if it were their own. As a supplier, I live daily with the tremendous responsibility of knowing that by a distributor placing my wire in a customer's facility, in some small way they are entrusting their entire business and reputation with me. Failing is not an option.”
Doug Morton, VP of Sales
ELEET CRYOGENICS, INC.
Eleet Cryogenics, Inc. expects to see double-digit growth in 2025 as the company “continues to focus on our strength areas and not get distracted,” according to
VP of Sales Doug Morton. This year, Eleet will continue to add staff to provide the value-added and solution-based expertise to its industrial gas distributors. “We have in-depth knowledge related to everything on the bulk tank pad from manifold design and vaporizer sizing to ensure the proper equipment is being purchased and installed. In addition to the stationary equipment, our Scorpion portable/mobile units and the Durabulk delivery units continue to gain traction.” These units allow distributors to achieve more control and ownership of the supply chain to fill their own micro-bulk and small bulk tanks vs. having to rely on the major gas companies to fill them, according to Morton. He concludes, “We have a few new product lines that we will be emphasizing this year, as well as services that we will roll out in 2025. We know that many distributors will be able to benefit greatly from these unique items.”
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2025 Industry FORECAST
Dave Mathews, Partner STERLING SEACREST PRITCHARD
The continued frequency of billion-dollar natural disasters, social inflation, nuclear verdicts and the increased cost of healthcare are just a few of the driving factors that lead Sterling Seacrest Pritchard to forecast a growth of 10% in 2025, according to Partner Dave Mathews. “For the insurance industry, we expect sales (premium growth), to be up,” he summarizes. For GAWDA distributors, he notes that much of this depends on geography. “Distributors in locations with lower natural disaster risk and in states with friendly business environments will have better insurance renewals (assuming favorable loss history and good risk management).” He concludes, “I think the economy and a positive business environment will continue to push growth. The new administration could be a mixed bag. Tariffs, immigration reform and territorial disputes could slow business. Decreasing regulations and tax incentives can be a catalyst for business.”
Tom Kairys, VP of Sales & Marketing CP INDUSTRIES
With a solid backlog and robust quoting, CP Industries expects to see its sales increase year-over-year in 2025, according to VP of Sales & Marketing
Tom Kairys . For the industry at large, Kairys says it depends on what markets you’re involved in. “It all depends on the new administration and how they intend to handle some key issues like renewable energy, which is a large portion of CPI’s commercial efforts. Domestic oil and gas will see a spike, and if your business is involved in domestic production, then you should see increased activity in that market segment. CPI is in a good position because of our diverse customer base. Companies that are not diversified will suffer with the new administration.” He continues, “GAWDA distributors should continue seeking self-sufficiency in the gas market segment. They should continue to buy their own assets and generate income from these assets. Items such as tube trailers, ASME ground storage modules, and cryo bulk tanks can help solidify long term relationships with their core gas customer base by getting these customers under longer-term supply agreements. CPI can help by
providing quality DOT/ISO trailers and modules and ASME ground storage modules that can be installed at customer sites to help with this effort.”
Michael Arcieri, Vice President of Sales WELDSHIP CORPORATION
Weldship Corporation has positioned itself to provide its customers with quick delivery times by investing in the materials to build tube trailers and ISO containers ahead of time, so that delivery schedules are expedited for those who place orders. That will be a large contributing factor in an expired 10% growth in 2025, according to Vice President of Sales Mike Arcieri. “We expect sales to be up based on market trends and customer engagement towards the end of 2024. Weldship has always planned ahead and has invested in materials to build tube trailers prior to receiving orders which provides customers with the shortest possible delivery times.” The company is currently working towards expanding its locations to offer a greater global presence, as well as to provide an easier solution for overseas retesting. Concludes Arcieri, “In addition to expanding our presence globally, Weldship expects another great year of engaging with our suppliers to be able to provide our customers with the best possible equipment in a timely fashion throughout 2025.”
Chris Finn, Chief Commercial Officer FIBA TECHNOLOGIES, INC.
While “there is a general state of flux across most sectors,” according to FIBA Technologies Chris Finn, “some, such as microchip manufacturing, have the potential for major growth.” FIBA operates in global markets, so it is impacted by major factors around the world, including industrial development, politics, the environment and more. Taking all of that into account, the company anticipates a 10% increase in sales in 2025. “Many of FIBA’s customers have experienced impressive growth recently and we see them sustaining that trajectory due to careful planning and judicious investments.” FIBA has also increased the availability of trailers for lease, which has been very well-received. FIBA anticipates starting production of high-pressure gas vessels in its new Sweden plant in 2025, marking FIBA’s first European site.
Industry FORECAST
Steven Wengerd, Vice President of Sales
FLEXTUR
Flextur anticipates sales growth of 20% or more in 2025 based on a number of key factors including overall consumer confidence, market volatility, and increased investment in CAPEX and infrastructure, says VP of Sales Steven Wengerd “Distribution plays a critical role in bringing innovative solutions to market and addressing end-user challenges. Flextur remains fully committed to supporting GAWDA distributors through a robust distribution strategy. Many solutions exist, but the ongoing challenge lies in effectively connecting those solutions to the specific needs of customers.” He continues, “As a manufacturer, we are constantly improving our operational capabilities and efficiencies. Recently, we’ve commissioned a high-capacity powder coating line, expanded press brake capacity, and introduced laser welding capabilities. These advancements allow us to meet growing demand while exceeding customer expectations. Additionally, we’ve launched a customer applications lab, enabling us to collaborate closely with customers and develop tailored solutions to address their unique needs effectively.” Wengerd concludes, “We are excited to collaborate with companies to help them work more efficiently and look forward to leveraging new opportunities in this dynamic landscape.”
Bill Hald, Head of Technical Sales and Business Development ROTAREX NORTH AMERICA
"We anticipate sales increases in the valve sector on multiple fronts," says Rotarex North America Head of Technical Sales and Business Development Bill Hald. "Overall growth will continue to drive demand for gas packages. We are also seeing interest from distributors and users to find ways to differentiate themselves in a competitive marketplace. What technology and features can help a supplier better compete and offer a unique solution to their end customers? For example, digital gauges, telemetry, and integrated valve/regulators." Rotarex is currently building a brand new state-of-the art factory near its current facility in Luxembourg. The new factory will offer increased capacity and efficiency, as well as incorporating a
2025
number of environmentally-conscious technologies. The company is also expanding its industrial VIPR (integrated valve+regulator) line, featuring a compact lighter-weight design. It will also soon be launching its next-generation medical VIPR, including the latest digital gauge technology. Concludes Hald, “In a constantly evolving marketplace, it is always important to have a good exchange of information with suppliers and manufacturers. When your supply partners are as up-to-date as possible with forecast and demands, a collaborative effort can be made to maintain a steady supply of product and mitigate interruptions. New and emerging product technologies can also help distributors take advantage of market opportunities, either due to growth or new materials being needed."
Anthony Nighswander,
President APT MANUFACTURING SOLUTIONS
“With the training offered to our distributors on our systems, we expect that they have the potential to be incredibly aggressive this year,” says APT Manufacturing Solutions President Anthony Nighswander, who predicts a 20% increase in sales in 2025. He predicts that reshoring back to the U.S. will bring with it labor challenges, which logically will be met with robotics. “The opportunities for cobots in manufacturing will give the low to mid-volume fabrication shops an edge to produce more products competitively,” he says. “With the cobot market reaching billions in US dollars in 2025, it has been on an upward trend with no stopping in sight. For starters, the cobots are smarter, easier, safer, and faster.” New for 2025, APT Manufacturing has a line of weld tables with down draft fume extractors, accessories, and fixture tooling. “We offer our very popular 20-hour training course for both the distributor and end user. They get both classroom and hands- on programming on our equipment. We also just added a 25,000
2025 Industry FORECAST
Travis Lenander, CEO CO2METER
An increased demand for gas safety solutions, regulatory updates and expansions into key markets such as industrial gas, pharmaceutical, dry ice, and food/ beverage will lead CO2Meter to a growth of 15-20% in 2025, as it celebrates its 20th anniversary. “We expect sales to be up with GAWDA distributors working with CO2Meter gas safety solutions due to our continued efforts with on-site and off-site gas safety trainings,” CEO Travis Lenander says. “This growth is driven by increased customer demand for fixed gas safety monitors due to heightened compliance pressures with a focus on worker safety across the industry.” The company has several new product and service offerings for 2025. CO2Meter's new Power Monitor Unit and Central Display Unit solutions provide reliable notification of power loss and a centralized display option for multi-gas safety solutions. The company also expanded its gas equipment services to provide its partners with gas equipment installation, calibration, and certification services. Concludes Lenander, “Continued education and awareness about gas safety in the workplace will drive growth in our sector, specifically. Partnering with organizations like GAWDA to create content or host events focused on safety compliance can help adopt technologies.”
Jimmy Walker, President SAF-T-CART
With a new administration in place, there is more optimism about the future, according to Saf-T-Cart President Jimmy Walker. That optimism has distributors more willing to spend on capital investments, leading Saf-T-Cart to predict 10% growth in 2025. One of the industries that Walker is most optimistic about heading into the new year is the construction industry, which would be a boon for Saf-T-Cart. Though the company doesn’t have any plans to introduce new products in 2025, its recent truck shop expansion and office renovations has the company primed to produce and store more product than it had previously, which will also help contribute to its growth projections.
Jon Davignon, Vice President GALISO, INC.
Galiso, Inc. is forecasting a level to 5% increase in sales in 2025. That, on the heels of a significant increase in 2024, according to Vice President Jon Davignon. “New technology gives us new markets. I think there is a focus on technology more so now than in the past and this moves our customers to invest so they are not left behind. Our products are constantly evolving and we have a keen interest in technology to make the life of our customers easier and more efficient. AI, in its purest form, could be used to remove unnecessary decision making that can consume a lot of time and put companies at risk," Davignon says. He continues, "Our business is constantly expanding. Most often, this is through relationships with existing customers that bring in new opportunities or they have expressed frustration with their existing state and a willingness to invest and improve. Relationship is key. We do have an online catalog and when we have the time, we update the catalog with new product." He expects the new administration to be positive for American business, but expressed reservations for what it might mean for international sales. “I foresee a new economy with the focus on American businesses moved to the forefront. I think it will be good for our industry. I have reservation on how we will be affected by the tariff proposals and likely retaliation on our overseas sales. We are an International Company with approximately 25% of our overall sales to foreign countries.”
Philip Steele, AIF Partner CERITY PARTNERS
Cerity Partners partnered with GAWDA in 2024 to introduce the Member Pooled Employer Program (PEP). AIF Partner Philip Steele joined GAWDA TV and spoke at GAWDA’s 2024 Annual Convention to discuss the robust benefits that the new program offers to members. Steele expects to see growth for Cerity Partners in 2025 “as members become more familiar with our firm’s value and resources.” He continues, “Our national footprint will continue to expand beyond our current 40 locations staffed by over 1,200 team members enabling us to
Industry FORECAST
provide GAWDA members with even more local on-site services. This expansion will help our firm continue to achieve our historic and industry leading growth. Price compression in the retirement services area of employee benefits allows for members to reduce overall plan costs while enhancing the overall quality of their retirement offering.” For the industry at large, Steele says, “We believe the new administration will be very positive for the U.S. economy with favorable easing of regulatory constraints and improved corporate lending.”
Brittany Carrico, CEO USA CYLINDER CORPORATION
USA Cylinder Corporation acquired California Cylinder in February 2025, a move that marked a significant milestone in the company’s commitment to quality, growth and exceptional service.
It will also help drive an anticipated 20-30% growth this year, according to CEO Brittan Carrico. “I believe our sales will increase this year because we have large inventory levels, which will help if there is extra tariff and duties added onto cost for any products or materials coming into the country,” she says. “We also opened our headquarters in Columbia, TN so we will be able to provide even faster lead times and help solve some shipping costs we have come across at our California location.” In addition, she says, “Having two locations will let us expand our business and help our shipping lead times and cost. USA Cylinder is ready to expand our customer base and grow the amount of services we can provide in the industry.” She concludes, “I believe that our economy will become strong and has a lot to rebuild, which will truly expand our business in this industry. The tariffs will impact certain areas of this industry, but, as a whole, I feel it will expand our industry in many ways.”
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GAS SYSTEM CONFIDENCE DOWN THE ENTIRE LINE
2025 Industry FORECAST
Joey Salvucci, Marketing Manager ANTHONY WELDED PRODUCTS
“The last few years, Anthony Carts has been focused on expanding our product line, reintroducing cradles, and developing new details like built-in ramps on our cages and pallets. We are always looking for ways to increase the value and usability of our products and it ends up differentiating us from our competitors,” says Anthony Carts Marketing Coordinator Joey Salvucci. “These innovations, along with the increasing demand for gases—especially in new technologies—lead us to believe that stable industries like medical and industrial will not only remain steady but also contribute to growth in 2025”, says Salvucci. “In terms of marketing, we are introducing a new 3D video series which highlights and effectively teaches our customers about the most important features of each product.”
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With the aerospace and oil and gas industries looking strong, especially in the second half of the year, Norton Abrasives is cautiously optimistic for 2025, according to National Account Manager Brad Heraghty. This, even as the automotive industry continues to trend downward, watering down growth. “For distributors, the first part of the year should be used to get ready to capitalize once the demand hits,” says Heraghty. “Doing things like updating and refreshing merchandising displays, learning the new technologies that are out there so they are ready to provide solutions and be more of a resource than simply an order taker.” One new technology Norton is highlighting this year is their RazorStar line, which is a great solution for customers in Aerospace and other metal working industries. Concludes Heraghty, “We hope to do more in person training to help GAWDA distributors better understand our product line to become better equipped and confident when offering solutions to their customers. Norton hopes to continue valued partnerships with distributors, supporting them in their local markets with over 150 sales reps across the United States.”
NEW for 2025
Pooled Employer 401K Program
GAWDA’s Member PEP provided by Cerity Partners is an affordable solution for enhancing your current Employee Benefits Package.
This new member benefit is designed to make offering a 401K plan cost-effective and easy to manage, letting you can focus on what you do best — running your business.
GAWDA Compensation Dashboard
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 MBA Program
The GAWDA Master Business Academy (aka GAWDA MBA) is a 16-week fully digital program for both current and aspiring leaders in our industry. Focused on the essentials of people management and business finance, it empowers managers at every stage of their careers to reskill and upskill effectively.
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).
2025 Industry FORECAST
Setting the Stage for a New Chapter in AWS Leadership
BY ROBERT ROTH, AWS
Robert Roth served as AWS Interim Executive Director and CEO from April 2023 to January 2025, having previously served as President, Vice President and 10 years on the board of directors. As he turns over leadership to incoming Executive Director and Chief Executive Officer (CEO) Carey Chen, Roth reflects on his stewardship and the state of the welding industry.
When I stepped into this interim role, my primary focus was to ensure that AWS remained the premier advocate and technical resource for welding and allied processes. Our mission is clear: to advance the science, technology, and application of welding and allied joining and cutting processes. However, achieving our mission requires not only technical excellence, but operational precision. Those who know me, know I am a long-time practitioner of the Toyota Production System, and I brought that mindset to AWS to improve our business processes. I quickly identified areas where AWS needed to refine its internal practices to better serve its members and the industry at large.
Over the past 21 months, our team streamlined operations, focusing on efficiency and member experience. For instance, we reduced the average processing time for certification applications from eight weeks to just seven-and-a-half days. This change is more than just a statistic; it’s a commitment to the livelihood of our members, whose careers often hinge on timely certifications. Sim-
ilarly, we’ve slashed customer service response times. When you call AWS, the average wait time for a human response — by an AWS staff member — is just over one minute. These improvements may seem small, but they represent a shift toward a more member-centric organization, which is a critical step for maintaining trust and relevance.
A MISSION BIGGER THAN OURSELVES
At its core, AWS is an advocate for the welding industry. This advocacy takes many forms, from setting global standards to combating misinformation about welding processes. One example underscores the importance of this role: in California, a study sought to restrict fusion welding processes to TIG welding due to concerns about welding fumes. While health and safety are paramount (and embedded in our standards), such a move would have ignored the practical realities of construction and manufacturing. Without AWS’s advocacy, such legislation could cripple our ability to build critical infrastructure.
GAWDA members are also on the front lines of this advocacy. You interact directly with customers,
Industry FORECAST
providing not just products but also expertise. By equipping you with accurate information and robust standards, AWS ensures that you can advocate effectively for the welding industry.
The reason you don’t think about the importance of welding standards and certifications every time you drive across a bridge, pump gas or take an elevator to the 50th floor is because they work to make America safe. Not only that, AWS works continuously to enhance them, such as with the upcoming 2025 edition of the AWS D1.1 Structural Welding Code – Steel.
AWS is also moving forward with technology, such as with the D20 Committee on Additive Manufacturing. Metal 3D printing requires a lot of shielding gas and filler metals, and its use will grow as these processes supplement U.S. casting capabilities, shorten supply chains and gain traction in infrastructure, aerospace, defense, medical and maintenance/repair applications.
Since I mentioned standards and certifications, I would be remiss if I didn’t mention that these standards don’t write themselves. Much of our work is done by more than 3,000 volunteer professionals. We can always benefit from an infusion of new talent, and there are opportunities to serve on 300+ AWS technical committees, subcommittees, and task groups. See how you can get involved, and know that AWS makes it easy for our volunteers. AWS staff manages the administrative tasks so that our volunteers focus their time and effort on content and areas of expertise.
Likewise, professional development doesn’t happen in a vacuum. I encourage managers to provide their employees with the on-the-clock time needed to participate in certification and education programs, as well as attend AWS conferences and events such as the AWS Welding Summit or FABTECH. These events offer top-notch education programming, and the networking possibilities are invaluable. You’re literally one connection or booth visit away from being able to solve a problem or meet a new prospect.
I would also encourage GAWDA members to remind their sons and daughters interested in welding to explore the AWS career resources and AWS Foundation Scholarships. There is a national re-awakening in the trades — the Wall Street Journal is giving them front page coverage! — and you never know where a start in welding can take you. I love to tell the story of one of our AWS Vice Presidents, Josh Burgess, who came out of high school without a clear direction. A teacher/mentor suggested he take some welding classes, and today Josh has a Ph.D. in Metallurgical and Welding Engineering from the University of Knoxville.
Careers in welding continue to expand as well, especially with the resurgence in automation driven by collaborative robots. It
2025
bears repeating that automation doesn’t replace people; it grows their career possibilities and grows our industry, helping make products domestically instead of overseas. Since the cobot surge, I’ve also noticed another thing: experienced welders make the best cobot operators. Just because cobots are easy to program doesn’t mean you don’t need welding skills, from basics such as knowing how to set the correct torch angles or contact-tip-towork distance to advanced choices related to welding processes. Someone with a robot programming background doesn’t understand these nuances, but a welder does.
THE FUTURE UNDER CAREY CHEN
Carey Chen
As I hand the reins to Carey Chen, I’m filled with optimism for the future of AWS. Carey’s extensive experience in the industry—from his leadership roles at Hypertherm and Cincinnati Incorporated to his two decades of volunteer service with AWS— positions him uniquely to lead the organization into its next chapter. His background aligns perfectly with the evolving needs of our industry. Carey is old enough to have deep experience leading organizations but young enough that he has plenty of runway in front of him so he can lead AWS for the long term.
During my tenure, I intentionally focused on internal operations, ensuring that AWS could operate with efficiency and agility. This approach has set the stage for Carey to prioritize both internal and external outreach. Our future lies not within the four walls of AWS headquarters but in the broader marketplace, where innovation, collaboration, and advocacy intersect. I have no doubt that Carey will bring a renewed focus on these external opportunities, building on the strong foundation we’ve established.
A PERSONAL NOTE
As I step away from this role, I want to express my deep gratitude to the welding community. My journey with AWS began long before my tenure as interim CEO. In many ways, it’s a family legacy; my father was a lifetime member of AWS, and some of my earliest memories involve attending AWS events as a child. To have the opportunity to serve this organization has been both humbling and fulfilling. To the members of GAWDA: thank you for your partnership, your expertise, and your unwavering commitment to the welding industry.
2025 Industry
COMPRESSED GASES Powering the Present, Advancing the Future
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.
The Compressed Gas Association (CGA) represents a dynamic and diverse network of companies pivotal to the industrial, medical, and food gases and equipment sectors. With over 165 member organizations, ranging from multinational corporations to family-owned businesses, CGA is committed to shaping the future of an industry that serves as the backbone of America’s economy.
ESSENTIAL GASES FOR EVERYDAY LIFE
Compressed gases are integral to various industries and everyday products. Key gases like nitrogen, oxygen, hydrogen, carbon dioxide, specialty gases, argon, and acetylene are crucial in fields ranging from healthcare and food production to manufacturing and transportation. Each gas has specific applications:
• Nitrogen supports food preservation and enhances food safety.
• Oxygen is vital for healthcare, particularly in medical treatments and emergency services.
• Hydrogen is a cornerstone of the energy sector, especially in clean energy initiatives.
• Carbon Dioxide plays a significant role in beverage carbonation and industrial processes.
• Specialty Gases like helium are essential in creating semiconductors and advanced manufacturing.
• Argon & Acetylene are critical in welding, metal fabrication, and other industrial applications.
… and this is just a snapshot of the compressed gases our members produce, distribute, transport, store, and use. Each of these gases plays a vital role in supporting essential services and advancing technology across numerous sectors. To learn more about the compressed gases we represent, please visit our recently digitized Handbook of Compressed Gases.
Industry FORECAST
2025
ECONOMIC CONTRIBUTIONS AND EMPLOYMENT IMPACT
The compressed gas industry is a powerful engine of economic growth in the United States, far beyond merely supplying essential gases. This sector makes substantial contributions to the nation’s Gross Domestic Product (GDP), playing a vital role in bolstering the economy. According to recent data, the industry supports over 34,000 jobs across the country. Each of these jobs serves as a catalyst for economic activity, a ripple effect that extends well beyond the industry’s boundaries.
Remarkably, for every job directly created within the compressed gas industry, more than five additional jobs are generated in related sectors. This multiplier effect underscores the industry’s importance not just as a supplier of crucial products but as a fundamental driver of employment and economic stability.
The industry’s economic footprint includes contributing over $10 billion to the U.S. economy, illustrating its role as a cornerstone in various sectors such as healthcare, manufacturing, energy, and food production. Additionally, the impact is
geographically widespread, touching every corner of the nation and supporting communities through job creation, technological advancements, and local business growth.
DRIVING SAFETY AND STANDARDS
Since its inception in 1913, the Compressed Gas Association (CGA) has been a cornerstone of safety and standardization in the compressed gas industry. Over the years, CGA has developed a library of about 400 safety publications that serve as the backbone for the industry’s practices, ensuring the safe handling, transportation, use, and disposal of compressed gases. These standards are crucial for protecting not only industry workers but also the communities where these gases are utilized.
CGA’s commitment to safety extends beyond standards. The association offers a multitude of resources aimed at educating and informing its members and the public about best practices and safety measures.
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tunities, committee meetings, and keynote sessions. These gatherings are instrumental in fostering collaboration among industry professionals and ensuring that the compressed gas industry remains at the forefront of technological and safety advancements.
Through these extensive resources, CGA not only drives safety and standardization but also supports continuous learning and professional development within the industry. By equipping its members with the knowledge and tools they need, CGA reinforces its role as a leader in promoting safety and innovation across the compressed gas sector.
Industry FORECAST
2025
ADVANCING AMERICA’S FUTURE
The compressed gas industry is not only a cornerstone of today’s economy but also a key driver of innovation and sustainability. With the growing need for cleaner energy and advanced technologies, compressed gases are playing a pivotal role in shaping a more sustainable and technologically advanced future.
One of the most promising areas of innovation is the development and adoption of hydrogen-powered vehicles. As a clean and efficient energy source, hydrogen is essential for reducing carbon emissions in transportation. Compressed hydrogen is fueling a new generation of vehicles that offer an alternative to traditional fossil fuels, helping to mitigate climate change and promote energy independence.
In medical technology, compressed gases are critical in numerous applications, from life-saving oxygen therapies to the precise delivery of gases in advanced medical procedures and equipment. The industry’s advancements in this area continue to enhance healthcare outcomes and improve the quality of life for patients worldwide.
The industry’s commitment to sustainable manufacturing is evident in its efforts to reduce waste, improve energy efficiency, and develop eco-friendly products and processes. Innovations such as carbon capture and storage, and the development of low-emission industrial processes, highlight the industry’s proactive approach to environmental stewardship.
By investing in new technologies, such as automation, AI integration, and advanced analytics, the compressed gas industry is also driving productivity and efficiency across various sectors. These technological advancements enable more precise control and monitoring of gas production and distribution, leading to safer and more efficient operations.
Through these initiatives, the compressed gas industry underscores its dedication to reducing its environmental impact while continuing to support economic growth and technological progress. As the world moves towards a more sustainable future, the industry’s ongoing innovation ensures that it remains a vital contributor to global sustainability efforts.
LEARN MORE
The Compressed Gas Association’s work is essential in powering America’s economy, supporting innovation, and enhancing everyday life. To explore more about the compressed gas industry’s impact and CGA’s leadership, visit cganet.com
Best PRACTICES
Resilience Keys to Success
BY ART ANDERSON, AH ANDERSON CONSULTING
Over the past 5+ years, resilience has become a hot topic in almost every area of life. From best-selling books such as “Option B” by Sheryl Sandberg and Adam Grant on the topic of building personal “resilience” after the tragic loss of her husband, to the many examples during/post the pandemic of companies’ weathering major, unforeseen disruption, that all point to resilience becoming a necessary skill and competency that enhances both personal and business success. Business resilience and risk strategy are now regular discussion topics in most boardrooms, earning the distinction of being named Forbes Magazine’s “Word-of-the-Year” in 2021 and even “Word of the Decade” by some.
Consequently, most of the global consulting companies have picked up on this trend and have developed full-blown practices on honing your company’s Business Risk and Resiliency skills. So, the question you may want to ask yourself is, “What should I do differently to further enhance the resilience of my business? Have I done enough?” This article provides some information to help answer that question by first taking a look at some trends, lessons from the recent past, and then discussing some of the success traits from companies who are doing this well.
BACKGROUND
The concept of Business Resilience (BR) has been around for some time. It was initially encompassed under the term “business continuity” (BC) whose focus was “keeping the lights on” in the face of a natural disaster, infrastructure failure or cyber-attack. BC plans have been around for decades, captured as both an ISO 22316 standard (as well as an ITIL 4 standard),
and subsequently implemented globally in both the public and private sectors. Over time, it became clear that there is a difference between the two. Although, the terms are sometimes used synonymously, the difference is that BR speaks to your strategy, and BC (and the associated plans) are the tactics used for getting there. McKinsey defines BR as “a company’s ability to not only recover quickly from a crisis but to bounce back better and even thrive.” Being able to not just maintain operations during a major disruption but thriving (or even growing) should be the target for every business.
LESSONS FROM PAST
Many of us have run businesses through unexpected disruptions such as the recent pandemic (2020-2021), the Great Recession (2007-08), or even 9/11. Each of these experiences provided great lessons in resilience that have become necessary parts of running a business today. One of the biggest lessons from the Great Recession was to be prepared, but it was also a good reminder that there are things that are very hard to prepare for! Still, preparation is important, as is taking crisis management and planning seriously. Companies with good crisis management plans fared better overall than those that did not, or that had not updated their plans in some time. Another lesson learned was that events can unfold quickly (especially during turbulent times) and defy easy interpretation. In those situations, it helped to seek out external advice—strategic consultants, business advisors, and financial specialists with a specific expertise in navigating downturns.
A few other lessons from the Great Recession included the importance of having adaptable business strategies and finan-
cial resilience. The economic turmoil required responsiveness and agility. For example, budgets needed to be reviewed (more frequently) and promptly reassessed, the use and deployment of resources reconsidered, and many other examples. Financial resilience was key. How one communicated with stakeholders was also critical and on display during the financial crisis. Some did it well, while others struggled, causing irreparable damage.
Conveying clarity, competence, and resolve is an important component of crisis management, and business leaders used this opportunity to unify employees, customers, and local communities around a commonly shared business purpose. And finally, senior leaders learned the importance of fostering a culture of innovation and urged teams to embrace entrepreneurialism and ingenuity in the face of a recession. Entrepreneurial spirit and creative thinking cannot be in short supply when a business is looking for additional sources of revenue and more efficient ways to deliver products and services to its customers.
The pandemic was a unique crisis in many ways, and it taught us some additional lessons in resiliency. It became clearer what enabled some companies to thrive/grow, while others struggled. In a McKinsey survey of senior executives, about
one year into the pandemic, an average of 42% of respondents reported that the crisis weakened their companies’ competitive position, compared with an average of 28% who said their companies increased their competitive edge. So, what was the secret to success? Business-model innovation emerged as the key differentiator for those that gained ground during the pandemic. Those who adopted new business models tended to focus on five areas and many of these our industry pivoted toward during the pandemic:
• Creative Digital experiences - changes in customer behaviors and needs drove new products and service offerings (i.e., Peloton and iFit in the fitness industry).
• Sales-Model Changes - businesses had to adapt the way they sell/market their offerings. For example, B2B businesses largely moved to remote and digital models, and multiple B2B/B2C companies shifted to contactless delivery.
• Supply-chain (SC) adjustments – shortening SCs via reshoring or even insourcing, expanding number of suppliers, and movement to remote operations all contributed to reducing risk.
Best PRACTICES
Change is one of the few constants in business and BR is both your best offense and defense to counteract its negative effects.
as the “gold standard for supply chain resiliency” because they outperform their competition, win market share and reduce cost with consistent supply chain performance. It should be no surprise that their growth has continued at high-rates four years after the pandemic ended.
SUCCESS TRAITS
• Faster product development – leveraging rapid and fewer iterations to test, pilot and ultimately go-live with new products (i.e., consumer-packaging companies transformed its product development and trial process leveraging immersive virtual reality technology).
• Non-traditional partnerships – there are many examples of companies both within and outside their own industries that partnered to get products to customers. There were no better examples than those found in the industrial gas industry in getting medical oxygen to hospitals around the world, and especially to places that didn’t have any oxygen infrastructure.
It is clear that these events have made risk and resilience much more important to companies. In the past, risk management was focused on a small number of well-defined financial and operational risks. Now, risk includes public-health and environmental pressures, societal uncertainties, geopolitical tensions, on top of the same or worse macroeconomic volatilities they’ve always faced.
LESSONS FROM THE BEST
There are companies that seem to not only survive these disruptions but actually grow and take significant market share in the process. If one excludes the vaccine company Moderna, which benefitted partially by the vaccine demand during the pandemic, the next best example was the company NVIDIA whose stock grew by 322% during the pandemic! Some think that they just happened to be serving the right market at the right time, but the key reasons for their growth were strategy, speed to market and a focus on resilience. Did you happen to know that NVIDIA has been regularly recognized as one of the top-10 most resilient companies in the high-technology space? They are part of a small group of companies known
Several other companies are in the same league (i.e., IBM, Eaton, Micron, etc.) and are known to be highly resilient companies. When you take a deeper look at what enables them to be successful in downturns as well as up cycles, there are some common traits that they possess, and resilience is at the center of many of them. In addition, they seem to view business resilience as a marathon and know it requires a continual long-term cycle to identify, adapt and mitigate external risks. Some of these traits include:
• Strategy – As with any new business transformation, it starts with commitment from the top and answering the question, “How does BR support and enable your business strategy?” This answer must be clearly understood and supported by the entire executive team, because if it doesn’t start from the top it isn’t going to happen. This step may require some education on your part. You don’t need to know the tactical level specifics for BC, but you do need to know the business aspects such as recognizing organizational/infrastructure/operational gaps, areas of opportunity and measuring success. In addition, it helps to understand (at a high-level) what the best companies are doing in this space, current/future resilience trends and potential barriers to success. Then establish well-defined objectives that enable your organization to measure the success of their resilience initiatives. By setting clear, quantifiable targets, it becomes easier to assess the impact of resilience-driven strategies and helps in evaluating the ROI and the effectiveness of those projects. I think for some companies this is a difficult step since they may not have to do a lot of risk or resilience planning to be successful in the past. So, there may be a need for external resources to assist and provide a fresh perspective during this step. Appointing a person responsible for resilience with a transversal view of the organization is something employed by the best companies. This does not necessarily imply creating a new position but ensuring a senior leader has a comprehensive view of relevant resilience efforts.
• Preparation and Anticipation - it may sound like a no-brainer, but executives who are more resilient rec-
ognize that resiliency is something that requires strategic investment and dedication. So, they’re the ones who understand there is a ROI for resilience investments in technology, processes, and people to ensure their organizations can handle whatever change comes next. And business leaders who are investing in resilience feel more prepared to tackle disruption than those not currently doing so. Data analytics and operational visibility play fundamental roles in better understanding the current state of operations and the SC, so leaders can be more proactive in helping organizations adapt to the unexpected. High-resiliency executives know this and are quick to turn to data (in support of gut-feel and intuition) in the face of disruption. In fact, very resilient businesses are more than four times more likely to implement near real-time data tools than their less resilient counterparts. Among the technology tools used by resilient executives are data and analytics, cloud-based applications, IOT devices on fleets and in their operations, data visualization, and augmented reality, which are all underpinned by a robust IT infrastructure.
• Measuring Success - entities that excel when it comes to resiliency have shown they are able to walk the walk, not just talk the talk. What gets measured, gets done! One can’t just say resiliency is an imperative, you have to convert it to measurable strategic initiatives. That starts with building a framework to measure how resilient your company is today. Start by simply looking at the areas of opportunity and consternation for your customers and employees (i.e., product runouts, stock outs, late/missed deliveries, equipment downtime, etc.), and establish a baseline. Then measure progress over time (to figure out am I getting better or not), root-cause the events/issues and invest in ROI-driven improvement. Also, over time, gradually embed the measures into your operational and strategic decision-making processes.
• Ask for Help – building resiliency is a team sport within your organization, and it’s probably one that we’re all working to write a playbook for while we’re playing the game. It’s okay not to have all the answers yourself, or even within your company. Be transparent and realize you don’t have to have to go it alone. What’s interesting and surprising is that executives higher on the resiliency scale also recognized they may need help driving their companies’ resiliency efforts. In fact, 81% of senior executives surveyed by Fast Company said their company needs guidance in creating and implementing an effective
strategy. This call for counsel is higher among executives who consider their company “very resilient” (84%), suggesting that those who take resiliency most seriously are also most open to help.
TAKEAWAYS
Business resilience continues to rise in importance as the volatility of the macroeconomic environment, geopolitical events, environmental/social factors continue to increase in frequency. Change is one of the few constants in business and BR is both your best offense and defense to counteract its negative effects. So, if you haven’t reviewed the resiliency of your business recently, it may be a good time to do an audit of your BR practices and assess if your team is ready for whatever comes next.
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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.
HBY ART WASKEY
BY ART WASKEY
ow often have you spent too much time trying to complete a big project that never got finished? I work with distributors that know they need to move forward on their digital journey but can’t seem to get to the next step. Others want to add another branch store. They can’t decide, however, on a location or when to add additional personnel or where to find the right people. They are stuck. Often the problem with being unable to move forward isn’t really how to go about it, but who can help. Importantly, before you identify the “Who,” you need to make sure you are invested in achieving well defined goals. Dr. Benjamin Hardy, an organizational psychologist and bestselling author, posits: “Who can help me achieve, may be a stretch, if you’ve never truly committed to huge goals.”
CHOOSING A WHO
In their book, Who Not How (whonothow. com), Dan Sullivan and Benjamin Hardy suggest the formula for achieving bigger goals is to aggressively use teamwork. They ask, “Do you have Whos that give you the perspectives, resources, and ability to go beyond what you could do alone?” To reach a higher level of achievement you need many people in your life to help solve problems.
Recently, a third-generation distributor/owner contacted me for help. His grandfather and father had built a successful small business, but their expertise and age was limiting future growth. His goal was to continue to build the distributorship. He was looking for insight from someone who had a track record of growing businesses in his particular vertical. Having just retired from a much larger business in that vertical, I was a natural “Who” that could provide him with the “How.”
CULTIVATING MORE WHOS
Leadership involves the ability to communicate a vision that is both compelling and clear. Cultivating more Whos can help leaders do this. Here are some of the benefits of doing so, as described by Sullivan and Hardy.
• Multiplication of time – Whos can free up hundreds of hours of your time, which you can then spend in other productive ways. I Zoom with one of my Whos weekly. He is a strategic thinker. When we have finished a one-hour session, he often then sends me a plan for an undertaking we developed during the call. These plans are big time-savers and often create new opportunities.
• Reduce procrastination – Procrastination leads to a sense of decreased well-being, frustration, and loss of ambition. It is often
the by-product of only looking at how you can complete a project by yourself. To avoid stalling, tap into your connections and colleagues. Look for a Who that has the wisdom to help you complete your project more effectively. I am a writer and public speaker. When I find I am procrastinating on the next writing project, I do two things. I set a time to get started and I look for a resource that will inspire me. That resource can be a book, an article, a webcast, and/or a call to one of my friends or associates. As this experience illustrates, Whos can come in many different forms.
• Eliminate decision fatigue – Decision fatigue occurs when you can’t make up your mind on a required resolution. This is a stress inducer and an energy sapper. Sullivan suggests, “Eliminating decision fatigue from your life should be one of your primary goals if you want to be a high performer.” By adding a Who to the decision making process you can eliminate fatigue in that area. For example, one of my clients found she was sitting at her desk too often wondering what she was supposed to do next. The stress of indecision was paralyzing her. As one of her Whos, I listened to this complaint. To avoid decision fatigue, we determined she needed to do a series of things. She should leave her office, go to an isolated, comfortable place, journal all her pending decisions, and prioritize them. Then she needed to put appointments with herself on her calendar and get started.
• Commitment to results – The right Whos are transformational leaders and are dedicated to a standard of excellence. They are people who will challenge you and help clarify your vision of success. They are committed to and invested in results.
• At 62, I went back to school to chase a lifelong dream of earning a Master of Ministry degree. This was done in preparation of becoming an associate pastor when I retired from my executive sales position. I didn’t come to that decision on my own. One of my Whos was invaluable in making this dream a reality. He was the Adult Ministries Pastor at my church and had periodically sat in while I was leading an Adult Sunday School class. He saw my passion and ability to teach. As a Doctor of Theology, he became my teacher for 5-years through correspondence classes. He challenged me, helped clarify my goals, and got me committed to results.
• Produce a return on investment (ROI) – When you focus on How, it’s often based on a scarcity mind-set
and cost avoidance. By seeing Whos as an investment, rather than a cost, you can create transformational relationships in which all parties give more than they take. This expands your notion of time, money, relationship, and purpose as they relate to your goals. I work with a client who developed two analytical software products. He recognizes the value of his products to produce a significant ROI. He is a Who. One of his clients noted this and rather than trying to solve needed penetration into one of his customer sectors as a How, he invested in my client as a Who. This produced results faster and with greater profit. Sullivan suggests, “By shifting your focus from cost to investment, you stop worrying about what you’ve given up and, instead, realize that by making powerful decisions you can make enormous gains.”
• Build relationships that work – As a Who you build meaningful relationships by knowing what your How cares about. Sullivan states: “If you want to develop transformational relationships, approach relationships in a transformational, rather than transactional, way.” Approach making new relationships with a mindset of “What’s in it for them?” rather than “What’s in it for me?”
People don’t care how much you know, until they know how much you care. If you are grateful to the people in your life, you will attract incredible abundance. To check how your relationships are working, analyze the changes you’ve seen over the past 5 years. How have the people you have surrounded yourself with made a difference in your life?
• Create collaboration of purpose – Sullivan explains, “Collaboration transforms the initial intent of the project into something surprisingly better and more impactful than you would have planned on your own. By expanding your vision, your Freedom of Purpose also expands.” When I surround myself with people who I feel are smarter than me, I learn so much. I am usually pleasantly surprised at how much they think of me! Whos have been a blessing in my career and have enabled me to continually broaden my purpose.
SUCCEED TOGETHER
As Hellen Keller said, “Alone we can do so little; together we can do so much.” Remember, every time you encounter a roadblock, ask yourself the question, “Do I need a Who that can help me with my How,” and move me forward? Whos expand your vision, giving you the confidence to pursue your purpose. Togetherness breeds success.
A Walk-Up Song and Other Themes to Inspire Growth in 2025
Finding your theme for success in the year ahead.
BY JOHN TAPLEY
John Tapley is a Business Development Manager at Chart Industries with expertise in new business startup, innovative business growth and marketing strategies and digital/social media marketing. He has significant experience in all facets of the industrial gas industry, both domestic and global and can be reached at john. tapley@chartindustries. com and 470-332-4686.
Anew year and new place in time. Are you searching for new ideas to find the motivation to be your best self and drive for success in the year ahead? Do you need a fresh start? Do you need to find a different path? Or do you need something to inspire ideas for bigger business challenges on the road forward? And what is this “walk-up song,” you may be asking? If you’re not a follower of Major League Baseball, when a batter approaches the plate at home games, he may have a song that inspires energy and a vibe that projects hype and swagger to go yard on the first pitch, and a connection with the home team crowd for additional hype and atmosphere to intimidate the opposing pitcher and his team.
Extending this to other settings outside of sports, a walk-up song could set the tone and boost confidence prior to a big sales call or meeting, preparing for an interview, approaching the podium for a major presentation or pitching your
business idea to a group of investors to name a few. Any situation where you need that extra boost of confidence or something to jack up your spirits to a higher level. Lyrics are a bonus, if they fit, but the tone and beat will set your mind in motion to think big and feel invincible. A couple examples to explore might include “The Champion” by Carrie Underwood, the version featuring Ludacris, and “Eye of the Tiger” by Survivor. Try a few and see what fits you best. Pop in the ear buds and go for it. And weave this into other ideas for growth and success in 2025.
INDUSTRY AND PROFESSIONAL ASSOCIATIONS
Join and get involved. Being around those in your professional space, seeing how they resolve challenges and experience growth can be invaluable. Connect and serve to be a part of the organization that serves you. Volunteers make it happen and the benefits go both ways. Those that give also
receive. Here are a few examples. Search out your local chapter or section to join:
• National Association of Sales Professionals (NASP)
• Salesforce Trailblazer Community (CRM)
• Sales Management Association (SMA)
• American Marketing Association (AMA)
• Association for Supply Chain Management (ASCM)
• American Welding Society (AWS)
And, of course, our very own GAWDA, with so many resources and benefits you may not even be aware of. Dig in and explore. If you haven’t fully engaged yet, get started by attending a monthly Safety Meeting. Experience the knowledge and expertise of the GAWDA consultants in a virtual setting, where you’ll hear about current topics in safety and regulatory compliance with the opportunity to ask questions and explore.
EMBRACE NEW TECHNOLOGY
Don’t get fooled by thinking AI has been overplayed lately and back off because you think you know everything there is to know with ChatGPT or CoPilot at your disposal. One area to explore that can enable deeper customer engagement is augmented reality (AR) and virtual reality (VR). Both of these can extend product demonstrations in a virtual setting, where customers and potential customers can mimic real world settings and try before they buy. As an example, consider a virtual demonstration on how a new tank can be placed into a customer setting, accounting for existing space available and land-
Being around those in your professional space, seeing how they resolve challenges and experience growth can be invaluable.
scape and street view perspectives. Voila! See it and understand how the controls will operate and fit into the current setting before moving forward. Any questions? Just ask Alexa or Siri or ChatGPT or CoPilot. There are lots of friends out there that can help you. Embrace the technology that continues to develop.
ARE YOU LINKEDIN?
Yes, the LinkedIn discussion again. It’s that important. Keep your networking game going…always! There are several new features to take advantage of on the premium social platform for business and yes, some of it involves “AI”. There are more
opportunities to boost your connections and your connections, connections. Post content and use the new “rewrite with AI” feature to refine your message. Explore expanded group features and discover new groups aligned with your interests and expertise. Comment and get involved. Be seen and heard on LinkedIn, it can make the difference.
Connecting our lead-in topic of baseball with networking, explore the story of Hayden Harris. Professional baseball is a close-knit community and, traditionally, the scouts know everything about everyone. This is who the owners and managers lean on for info about available players who may be a fit for their organization. Prospective players looking for teams spend their livelihood working out in front of scouts and player personnel. It’s a dream come true for those that make it to the bigs in the MLB. And using LinkedIn to get there was never the traditional path. But then there’s Hayden’s story. With his persistence, he reached out to connect with a scout in the Atlanta Braves organization. When all else failed and his chances seemed to be waning, a message on LinkedIn to Alan Butts, one of the Braves scouts for the Georgia area. In his words, “Hey Alan, wanted to reach out and introduce myself. I’m Hayden Harris and looking for a pro opportunity…” From there, Hayden’s vision of playing in the Atlanta Braves organization came true and he’s currently living his dream as a pitcher in their minor league organization. So, if it works in baseball, what more do you need to hear that LinkedIn will work for you in the business world?
Moving forward to 2025, get your walk-up song ready and stand tall with all your goals and aspirations for the year. I’m ready and got my song queued up, “Whatever it Takes” by Imagine Dragons. Let’s go, batter up!
Navigating Change Playing to win in Industrial Distribution
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.
Change is the name of the game in the industrial distribution business. It’s just not as stable and predictable as it used to be, and this has forced distributors to ask themselves some tough questions, such as: Are you playing to win? Or are you “playing it not to lose?”
If all you want to do is survive, just batten down the hatches and hope that 2025 goes well enough for you to stick around another year. But if you want to thrive, you’ll need to make bold moves and tackle upcoming challenges head on. Here are some of the top concerns I see for distributors in the coming year and my advice for addressing them:
1. ECONOMIC UNCERTAINTY, INCLUDING MARKET FLUCTUATIONS AND INFLATION.
What’s the most important thing you can do in the face of an uncertain economy? Ignore the noise and focus on the customer. As frustrated as you may be with issues like inflation and supply chain issues, remember that your customers are facing economic challenges too. Talk to them about their economy-related pain points and figure out what your company can do to help address them. As much as it’s a problem to be solved, for savvy industrial distributors, an uncertain economy is also an opportunity to demonstrate and provide value.
2.
SUPPLY CHAIN DISRUPTIONS DUE TO ONGOING LABOR SHORTAGES, GEOPOLITICAL TENSIONS, AND TRANSPORTATION ISSUES.
While the B2C channel has mostly recovered since the onset of the Covid pandemic nearly five years ago, the B2B channel is still struggling with supply chain snags. For example, the lead time for
an order of 400 KVA transformers, used in many industries to regulate and transfer voltage, can be as long as 14 months.
As a distributor, your move should be to look at your supply chain and turn your most reliable suppliers from vendors into partners. In other words, which suppliers are really worth hitching your wagon to? Once you’ve figured that out, start strategically increasing your sales for those valuable partners. One way to do that is to gather and share data related to new and core products that suppliers typically struggle to get good intel on. The more attractive you can make yourself to your partner suppliers, the more likely you’ll be able to lean on them during times of uncertainty. Even the best suppliers will still occasionally run into supply chain issues, of course. But strong strategic partnerships with suppliers who are good at controlling what they can control will always pay off in the long run.
3. THE URGENT NEED TO INVEST IN EMERGING TECHNOLOGIES AND MAKE MORE DATA-DRIVEN DECISIONS.
Distributors have greater access to more data than ever before, and it would be foolish to not use that data to transform your sales model to be more efficient and productive. Any technology you invest in should in some way support that new model.
If a distributor still has general line sales reps with a geography that they cover by themselves, they’re way behind the leaders in the industry. In fact, they’re on the verge of becoming a minority. Many distributors no longer have any field salespeople at all, instead leaning on branch managers, assistant branch managers, business development reps, and a team of inside sales reps to own customer relationships and drive efficiency.
The opportunity costs of not investing in new enterprise technology are significant. Geography-based sales teams that work on commission cost too much money and aren’t nearly productive enough. A strategically deployed inside sales team using intelligent selling tools can sell much more than the best outside sales rep, no matter how good the donuts they offer their customers. And with early adopters of such tools already seeing returns, the gap between the leaders and followers is only going to get wider. If you haven’t made a move on tech in 2024, you better get ready to make a big one in 2025.
4. EXPERIENCED WORKERS CONTINUING TO RETIRE AS YOUNGER PEOPLE WITH MUCH DIFFERENT EXPECTATIONS ENTER THE WORKFORCE.
Baby boomers have been retiring at a rapid rate. All that valuable experience is going, and it isn’t coming back unless you’re really good at documenting everything. Which means that if you want to tap into the current labor market, you only have one choice: Throw out the employee handbook and invest in people and talent. Often the largest change issue is the beliefs of your own managers.
If you continue to operate under outdated policies, when taking leave time was frowned upon, you’ll have no hope of attracting (much less retaining) the best young talent. They value flexibility, opportunity, and work-life balance, and trust me: They don’t think it would be a great privilege to work for you. They’re not “entitled” — they simply know what they want, and they’re willing to wait until a company offers it to them. Cling to your old employee handbook and you’ll watch all your forward-thinking competitors scoop up the most capable candidates.
A friend of mine recently decided to go into consulting and sold his distribution company for a very impressive sum. When I asked him how he got such a great offer, he smiled at me and said, “Mike, I got the very best people. And because I got the very best people, we got the very best customers. And when I had the very best customers, I could have any supplier I wanted.”
And how did he get the best people? It was by meeting them where they are and understanding what they want out of a distribution job.
5. SHIFTING CUSTOMER DEMANDS.
Just like with your employees, you won’t get anywhere if you don’t listen to your customers. Do some customer journey mapping by conducting formal interviews with customers and using what you learn to improve your processes. The basic steps of customer journey mapping are:
1. Set a goal for what you want to learn and plan for who you’ll interview.
2. Create a short list of questions designed around what each customer values.
3. After the interviews, build a list of pain points, focusing on the biggest areas of friction.
4. Map out the steps for lean processes that will address those pain points.
5. Implement your solutions using as much automation as possible.
6. Plan to do it all again in the future because customer needs will inevitably change.
Don’t assume you know what the customer wants, even if they told you at some point in the past. The dominance of ecommerce has created a generation of B2B buyers who expect the same level of convenience and personalization they get as consumers, so when their needs change, they expect distributors to be able to meet them. The only way to do that is by asking them (not your sales team) explicitly and adjusting the way you do business accordingly.
6. INCREASING CONSOLIDATION IN THE MARKETPLACE.
When considering your competitive positioning in a market where larger firms are acquiring smaller ones and private equity groups are adding more distributors to their portfolios, think about the long-term growth of your company. You need to be the right size for what you’re trying to do. Are you too small to scale? Do you need to be a part of something bigger to scale? If you miss your window to grow, you need to pivot, preparing your business for sale a couple of years down the line. Missing your window isn’t the end of the world, but if you do nothing, you’ll arrive at a dead end with a non-investible business.
DISTRIBUTION IS STILL A PEOPLE BUSINESS
In 2025, define your game plan, be proactive, and avoid “playing it safe.” Recognize that despite all the changes, distribution is a people business. It’s about relationships. And if you’re doing it right, it should be fun. Sure, you might get punched in the mouth and get knocked down, but all you have to do is get back up and fight back. That means creating opportunities for your employees to grow in their careers and your company to grow in the market.
Finally, if you’re reading this, I want you to remember that what you do is essential. The distribution industry touches everything out there. So, when you play to win, you’re ensuring that the rest of the country wins, too.
Dallas, TX
Sunday, May 4, to Tuesday, May 6, 2025
Held at the Omni Dallas Hotel
GAWDA’s 2025 Spring Management Conference comes to Dallas, Texas. As GAWDA celebrates its 80th anniversary in 2025, this year’s conference is aptly themed “Sustaining a Resilient Culture” and will focus on how companies can avoid the dreaded “Brain Drain” as long-tenured employees retire and build cultures that can adapt to challenges, recover from setbacks, and thrive in the face of change and adversity. GAWDA’s 2025 President Eric Wood speaks from experience, as he and the fellow employee-owners at O.E. Meyer have helped sustain a culture that has thrived for more than a century.
The Spring Management Conference is designed to promote interaction between Owners/CEOs, management, and operations decision makers. It serves as an ideal platform for tactical networking, process-oriented business education, and actionable take-home solutions.
Keynote speakers
Aaron Brandt
President & CEO, Hypertherm Kyle Scheele
Transformative Author and Inspirational Speaker
Business Innovation and Leadership Speaker
tentative smc agenda
TIME* MEETING
SATURDAY, MAY 3, 2025
12:00 p.m. – 5:30 p.m. Early Badge Pickup
SUNDAY, MAY 4, 2025
8:00 a.m. – 6:00 p.m. Conference Registration
8:00 a.m. – 9:00 a.m. Executive Committee Meeting
9:00 a.m. – 12:00 p.m. Board Meeting with Committee and Regional Chairs
12:00 p.m. – 2:00 p.m. Committee Meetings
12:30 p.m. – 1:30 p.m. Lunch and Learn with GAWDA President Eric Wood sponsored by the Young Professionals
1:00 p.m. – 4:00 p.m. Contact Booth Exhibitor Move-In (times are subject to change)
2:00 p.m. - 3:00 p.m. Women of Gases & Welding Committee Meeting
“Be the ball” and join us for a night of camaraderie at the President’s Welcome Reception and Dinner, hosted at the stunning SKY-High Dallas Tower Club. GAWDA President, Eric Wood, and his wife Paula warmly invite you to tee off the Spring Management Conference in style with a fun and nostalgic “Caddyshack” theme. Join us for a memorable evening filled with engaging activities, delightful conversations, and opportunities to connect with fellow industry members.
9:30 p.m. – 12:00 a.m Young Professionals Network After Party
TIME* MEETING
MONDAY, MAY 5, 2025
6:00 a.m. – 4:00 p.m. Conference Registration
6:00 a.m. – 1:15 p.m. Contact Booth Exhibitor Move-In (times are subject to change)
7:30 a.m. – 8:30 a.m. General Business Session Breakfast
8:30 a.m. – 12:15 p.m.
General Business Session
• Kyle Scheele
• John O’Leary
12:15 p.m. – 1:15 p.m. Group Lunch
1:15 p.m. – 5:15 p.m. Contact Booth Program 5:30 p.m. Industry Hospitalities
TUESDAY, MAY 6, 2025
7:00 a.m. – 11:00 a.m. Conference Registration
7:00 a.m. – 7:55 a.m. Networking Breakfast
8:00 a.m. – 11:00 a.m.
General Business Session
• Aaron Brandt
• Evan Smith
9:15 a.m. – 10:15 a.m Educational Sessions
10:15 a.m. – 10:30 a.m. Break
10:30 a.m. – 11:30 a.m. Educational Sessions
Evan Smith Board Director, Hypertherm
News INDUSTRY
Arc Appoints New VP of Sales and Northeast Regional Manager
Select-Arc welcomed Thomas Glennon as its new VP of Sales and Dayne Heimburg as its Northeast Regional Manager. Glennon has spent more than 30 years in the cylinder and welding supply industry. He joined Select-Arc in 2014 as a regional sales manager, overseeing operations in PA, NY and NJ and has played a key role in expanding the company’s presence and strengthening its reputation. His dedication and leadership led to his promotion to Vice President of Sales in April 2024.
Dayne Heimburg also more than 30 years of welding experience, having held roles at National Standard and ORS Nasco, where he served as Director of Strategic Development. In his new position, Dayne will oversee Select-Arc and Arcos Industries products in the New York and New England markets. His responsibilities include providing sales and technical support to distributor partners and end users, identifying opportunities, and addressing welding and manufacturing challenges.
nexAir Names New President and CEO
Memphis-based industrial gas distributor nexAir has announced several leadership changes for 2025, including a new President and CEO. The company announced Robert Webb as its new President and the promotion of Bill Proctor to CEO, in addition to updated General Manager and Chief Accounting Officer roles.
American Welding Society Names Carey Chen as New CEO
The American Welding Society (AWS) announced that its Board of Directors has appointed Carey Chen as Executive Director and Chief Executive Officer (CEO). Mr. Chen succeeds Robert Roth, who has served as Interim Executive Director and CEO.
Rob Silva Promoted to Norco’s Executive Vice President of Industrial
We are delighted to announce the promotion of Rob Silva to the position of Norco Executive Vice President of Industrial. Rob’s journey with Norco began in June of 1997, when he joined our Boise Production Team. Rob’s promotion to Executive Vice President is a testament to his drive, his commitment to excellence, and his remarkable contributions to Norco. His experience, dedication, and leadership give us great confidence that in his new role, Rob will continue to inspire and lead our Industrial Team to even greater achievements. Rob will start as the Executive Vice President of Norco’s Industrial Division as of February 1, 2025, and work under the current EVP, Industrial Larry Booth while transitioning the role. Larry has announced his retirement with a tentative date of June 5th, 2025, depending on the progress of the transition.
Datacor Welcomes Barry Vandevier as Chief Operating Officer
Datacor is excited to announce the appointment of Barry Vandevier as Chief Operating Officer (COO). In this newly created role, Vandevier will join the executive team to drive operational excellence and spearhead strategic initiatives to enhance the organization’s growth and efficiency. He will be responsible for overseeing daily operations, implementing strategic goals, and optimizing operational processes to drive sustainable growth. He will play a pivotal role in aligning the company’s operational strategies with its long-term vision.
Carey Chen
Barry Vandevier
Thomas Glennon
Dayne Heimburg
News INDUSTRY
American Welding & Gas, Inc. Commissions New Georgetown, KY Plant
American Welding & Gas, Inc. announced the commissioning of its new state of the art fill plant located at 400 Triport Road, Georgetown, KY. AWG’s new Georgetown, KY plant is a 20,000 square foot facility located adjacent to its existing store and warehouse location. Producing industrial and medical gases used by AWG customers in Ohio, Indiana, Missouri, Tennessee, West Virginia and Kentucky, the new plant uses technology that will enable AWG to more safely and efficiently produce and package compressed and cryogenic gases.
Bill Baxter Honored on the Floor of the U.S. House of Representatives
SCAN ME
On September 24, 2024, Congressman Tim Burchett honored the life of Bill Baxter on the floor of the United States House of Representatives following Bill’s untimely passing on August 18, 2024.
Eleet Cryogenics Welcomes New South/ Central Region Director of Sales
Eleet Cryogenics, Inc. is pleased to announce that Scott Koonce has joined us as the Director - Sales for the South/ Central Region. Scott brings decades of successful business development with extensive knowledge and experience in the industrial bulk gas business. He will be a valuable resource to the clients seeking assistance in growing and understanding more about the bulk products, services, and technical support that we can offer to provide the best solutions for their specific applications.
Trendex Information Systems Welcomes John Pastuszko as New Sales Executive
Trendex Information Systems is delighted to announce the addition of John Pastuszko as the newest member of our sales team. John joins us as a Sales Executive and will focus on delivering exceptional service to our valued clients in the industrial gases and welding distribution sectors.
“We are excited to welcome John to Trendex,” said Debbi Gilcrease, Managing Director of Trendex Information Systems. “John brings over 35 years of sales expertise and a deep understanding of client needs. His dedication to fostering long-term relationships and delivering tailored solutions will be a tremendous asset as we continue to help our clients grow and succeed.”
Ray Murray Inc. is Thrilled to Announce
the Appointment of Jeff Hopsicker as Vice
President
Ray Murray Inc. is thrilled to announce the appointment of Jeff Hopsicker as Vice President and minority owner. Jeff joins RMI after a decade of investment banking experience and has served as a member of RMI’s Board of Directors since November 2019. Prior to RMI, Jeff was a Director at SMBC Nikko Americas, where he was a founding member of SMBC’s leveraged finance sales and trading franchise in Charlotte, NC. Jeff started his career at Citigroup Inc. in New York, NY, where he spent seven years in leveraged credit sales and capital markets syndicate. As a Vice President at Citi, Jeff focused on high-yield credit and debt finance, where he worked with institutional investors and helped large corporations raise capital to finance operations.
Butler Gas Promotes Jim Steffey to Vice President of Distribution and Administration
According to the Butler Gas company newsletter, long-time Vice President of Service Sandy Gobrish, who is celebrating her 40th anniversary with the company in February, will be reducing her workload, though not retiring! She will remain with the customer service team a few days each week and work on strategic assignments for Butler Gas and service culture mentoring. Jim Steffey, the company’s current Vice President of Distribution, has been promoted to Vice President of Distribution and Administration, expanding his role to cover the
Scott Koonce
John Pastuszko
Jeff Hopsicker
To view the full Bill Baxter Honored video, scan the QR Code
News INDUSTRY
entire order flow process through the system, ensuring Butler’s customers receive what they want, when they want it. Jim joined the Butler Gas Family in August 2021, immediately contributing nearly two decades of industry experience to its Leadership Team. Jim’s passion for safety, quality, and teamwork make for an ideal expansion of his influence.
Weldship Announces Promotion of Scott Greisen to President
Weldship Corporation announced that Scott Greisen is being promoted to the President of Weldship, effective January 1, 2025. Current President/CEO Bob Arcieri made the announcement, expressing confidence in Scott’s ability to lead the company into its next chapter. Scott joined Weldship’s subsidiary Texas Trailer Corporation in 2016 and has played a pivotal role in driving initiatives that have significantly enhanced operational efficiency and customer satisfaction. His experience and dedication position him well to guide Weldship through future challenges and opportunities.
Terrace Supply Names Steve Lichtenheld as President
For only the 5th time in the 77-year history of Terrace Supply the company named a new president. Steve Lichtenheld has taken the reigns and is undoubtedly the MOST qualified, experienced and capable person who has ever stepped into this role! Steve began his career with Terrace in the warehouse before working his way through the company, most recently serving as Vice President of Operations.
CK Supply Inc. Celebrates Groundbreaking Expansion Ceremony in Riverside Missouri
CK Supply Inc. proudly announces its expansion in Riverside, Missouri marking a significant investment of over 10 million dollars. Executive Vice President of CK Supply Brad Dunn, President of Miller Stauch Construction Duane Dean, and Riverside Mayor Kathy Rose, expressed excitement over the company’s new facility, set to become a central hub for the Kansas City region. The Riverside expansion reflects CK Supply’s longstanding commitment to community stewardship and local economic growth. The new facility, designed to serve a 200-mile radius, will help the company meet growing demand while offering exceptional service.
Holston Gases Raises $75,000 for Hurricane Helene Relief
Holston Gases announced that it had raised and donated $75,000 for Hurricane Helene Relief.
“Just a couple months ago, Hurricane Helene devastated North Carolina and Tennessee. During the month of October, Holston Gases started a Go Fund Me campaign to support its employees, vendors, and customers affected by the storm, with the promise of donating 100% of the funds raised to local non-profits who could best help the impacted communities. Holston Gases matched all donations dollar-for-dollar, so together we raised and donated $75,000. The Holston Gases family thanks all who contributed to this cause.”
Scott Greisen
upcoming industry events
News INDUSTRY
MARCH
2025
WEMCO Annual Meeting
Fort Myers, FL
March 5-7
IBDEA Annual Conference
St. Pete Beach, FL
March 6-10
University of Innovative Distribution (UID) Indianapolis, IN
March 10-13
Spring GAWDA Professional Compliance Seminar & Webinar
Ball Ground, GA
March 18-20
GAWDA Southeast Regional Meeting
Greenville, SC
March 24-25
APRIL
2025
AIWD Annual Convention
Reno, NV
April 4-6
Messer Distributor Group
Savannah, GA
April 15-17
GAWDA Southwest Regional Meeting Denver, CO
April 23-25
CGA Annual Meeting Palm Beach Gardens, FL
April 27-30
MAY
2025
GAWDA Spring Management Conference Dallas, TX
May 4-6
JUNE
2025
GAWDA East/Midwest Regional Meeting
Seven Springs, PA
June 4-5
IWDC Sales & Purchasing Convention Indianapolis, IN
June 22-24
JULY 2025
GAWDA Northwest Regional Meeting Cle Elum, WA
July 13-15
GAWDA Central Regional Meeting
South Bend, IN
July 28-29
AUGUST
2025
GAWDA Northeast Regional Meeting
Mashantucket, CT
August 11-13
SEPTEMBER
2025
FABTECH
Chicago, IL
September 8-11
OCTOBER
2025
GAWDA Annual Convention
Tampa, FL
October 8-11
IOMA Annual Meeting Lyon, France
October 18-22
NOVEMBER
2025
IWDC Owner’s Meeting Bonita Springs, FL
November 4-7
News INDUSTRY
Keith Hicks
GAWDA extends its condolences to the friends and family of Keith Hicks, who passed away at the age of 72. CK Supply announced Keith’s tragic passing on its company LinkedIn page. For 50 years, Keith was a cherished member of the CK Supply family, dedicating his heart and soul to his work and touching the lives of countless employee-owners, customers and vendors.
“Keith embodied the values of hard work, integrity, and commitment. His contributions to CK Supply were immeasurable, and his legacy will continue to inspire us all. Beyond his professional achievements, Keith was known for his kindness, wisdom, and unwavering support to those around him. He was not just a colleague, but a dear friend and mentor to many.
As we mourn this great loss, we also celebrate the incredible life and career of Keith Hicks. His memory will forever be etched in the history of CK Supply and more importantly the hearts of all who had the privilege of knowing him.”
Billy Carroll Cox
GAWDA extends its condolences to the friends and family of Billy Carroll Cox who passed away at the age of 77 on June 23, 2024. Billy graduated from Olton High School in 1964, then attended Texas Tech University. He held various Sales and Operations related jobs over the years, ultimately retiring in 2017 as Sales Manager of Texas Trailer Corporation of Gainesville, Texas. He was well regarded by his coworkers and customers and brought a high level of wit and integrity to every conversation. Billy was quick to give a recommendation for the “Best” hamburger, chicken-fried or barbecue restaurant in a particular town. He enjoyed golfing and hunting and was a longstanding member of the Christian Motorcycle Association. Billy was preceded in death by his father and mother, Carroll & Elizabeth (Lunday) Cox, sister Sandra Moore and cousin Tom Hall. He is survived by his cousins, Bobby Hall and wife Laurie of Plainview, Texas, Carol Lawrence and husband Curtis of Canyon, Texas, Linda Hall of Lubbock, Texas and countless friends.
Darrel Reifsch neider
Manchester Tank is deeply saddened by the loss of Darrel Reifschneider, our beloved former president and CEO. Darrel was a successful businessman whose leadership and vision transformed countless lives. His commitment to integrity and quality set a standard in the industry. Darrel developed and brought into market the overfill prevention device (OPD), as well as introduced powder coating to the 20-pound cylinder market, leaving a lasting mark in the cylinder industry. Please join us in sending our heartfelt condolences to the Reifschneider family.
Namen Paul
GAWDA extends its condolences to the friends and family of Namen Paul, who passed away unexpectedly. Namen oversaw the cryogenic department for General Distributing Company. Gendco CEO Glenn Bliss wrote on Facebook:
“The Gendco family unexpectedly and tragically lost one of our own this weekend. Namen Paul passed away this weekend leaving all of us in shock, sadness and disbelief. Namen oversaw our cryogenic department for eleven years.
He was an incredible employee, a fantastic teacher and far more importantly—-just an incredible human being.
We are at a loss for words. Eternal rest grant upon you and our thoughts, prayers and love to all your friends and family. You will be missed.
I love you Namen. God be with you.”
Anders C. Anderson
It is with great sadness that we announce the passing of Anders Christian Anderson – long-standing director and later CEO of MAKEEN Energy, parent company of GAWDA member Gas Equipment Company (GEC). Anders passed away peacefully on 27 December, surrounded by his family, at the age of 62.
To Anders, MAKEEN Energy was more than just a workplace – it was a family. He began his journey with the company (then known as Kosan Crisplant) in December 1989 as an engineer and rose through the ranks to become a project manager, director, and ultimately CEO in June 2003. Under his leadership, the company grew from approximately 120 employees to nearly 4,000 worldwide, with the number of offices increasing from 2 to 22. Revenue soared from EUR 29 million to over EUR 268 million.
But it was Anders’ personal qualities that truly set him apart as a valued colleague and leader. He had a rare ability to bring people together with his caring, openness, and dedication. He was passionate about fostering a culture
where everyone felt seen, heard, and appreciated.
Our heartfelt condolences go out to his family, who have lost a loving husband, father, and grandfather. In his final days, Anders was surrounded by those dearest to him, leaving behind an indelible mark – both personally and professionally.
David McMurtry
GAWDA extends its condolences to the friends and family of David McMurtry who passed away in early October. David was the Vice President at Volunteer Welding Supply and worked tirelessly for the family business for more than 45 years.
“David was a cornerstone in the growth and development of Volunteer for over 45 years. David loved and appreciated all of his wonderful friends and coworkers he worked with over the years. He will be greatly missed!”
News INDUSTRY
A M
TransTech Group Acquires Cryogenic Technology Resources (CTR)
MERGERS,
PARTNERSHIPS & ACQUISITIONS
TransTech Group, a specialty provider of integrated industrial and energy solutions and a portfolio company of Bridge Industries (Bridge), announced the acquisition of Cryogenic Technology Resources (CTR). The acquisition bolsters TransTech’s portfolio, establishing it as a comprehensive partner for both plant owners and operators serving the rapidly expanding cryogenic gas market, and the engineering and construction contractors who support them.
“Joining forces with TransTech Group allows us to leverage their broad engineering, fabrication, and project execution capabilities and nationwide footprint to deliver even more value to our existing customers—while expanding our geographic reach,” said Brian Holland, President, CTR, “Together, we are better equipped to meet the complex requirements of industrial gas and air separation plant owners and operators racing to meet both growing market demand and the transition towards more sustainable solutions.”
Meritus Gas Partners Announces Partnership with Gulf Coast Gas & Equipment
Meritus Gas Partners announced that it entered into a partnership with Gulf Coast Gas & Equipment. Gulf Coast Gas serves the greater Houston area from its gas production and distribution facility and retail store in Houston, TX. Owners Robert Poulter and Brent Lacy will continue to lead the business following the transaction and will maintain equity ownership in Meritus.
Airgas Acquires Primary Gas Solutions and H-Town Oxygen Company
Airgas announces the acquisition of Primary Gas Solutions in Orange, California, effective August 12, 2024 and H-Town Oxygen Company in Houston, Texas, effective September 1, 2024. These transactions will bring Airgas closer to current and new customers in their respective Eastern Los Angeles and Gulf Coast regions, including metal fabrication, construction, healthcare and life science markets.
In addition to a complete offering of industrial, medical, and specialty gases in all modes of supply, our new Orange, CA, location will continue to focus on specialty gas and high purity gas product lines in the Greater Los Angeles market. Our new Houston, TX, location will continue to specialize in manufacturing, petrochemical and construction markets in that geography.
Meritus Gas Partners Announces Partnership with East Bay Welding Supply
Meritus Gas Partners announced that it entered into a partnership with East Bay Welding Supply. Founded by Steve Evans and Rick Lindgren, East Bay serves the greater San Francisco Bay Area from its two locations in Martinez and Antioch, CA. Evans and Lindgren will continue to lead the business following the transaction and will maintain significant equity ownership in Meritus.
Central McGowan Acquires The Safety Zone
Central McGowan is excited to announce the acquisition of The Safety Zone, in Dubuque Iowa. Established in 2023, The Safety Zone has provided the communities in and around Dubuque, Iowa with quality Safety and Welding products. Joe Francis, CEO of Central McGowan said the strong customer focus that has enabled The Safety Zone to thrive over the past 2 years is a cultural fit into the existing Central McGowan business. On top of that, Ken and Central McGowan are excited to extend the full product lines of Central McGowan to The Safety Zone customers and expand our footprint in a new market.
Crane Acquires Cryogenic Equipment Company Technifab
On November 1, 2024, Crane Company announced the acquisition of Technifab, a premier supplier of cryogenic equipment. This strategic move strengthens Crane’s capabilities in the energy transition and cryogenic sectors, empowering the company to meet the evolving demands of diverse industries. With over 30 years of expertise in cryogenic fluid storage, transfer, and control, Technifab’s innovation and excellence are a
perfect match for Crane’s mission to deliver highly engineered solutions. Together, the companies are poised to drive innovation and support the industries of tomorrow. Technifab will operate within the Crane CP&E’s Energy Transition business.
Central Welding Supply Acquires the Gases and Welding Business of Morgan Steel
As of November 1, 2024, Central Welding Supply has acquired the gases and welding supplies business of Morgan Steel in Kenai, Alaska. The Morgans will continue to focus on the steel side of their business, while Central Welding Supply will step in to manage the welding supplies and gas retail store. This collaboration brings together Morgan Steel’s expertise in steel products and Central Welding Supply’s broad range of welding equipment, safety gear, filler metals, and gases—all under one roof.
Protective Industrial Products, Inc. to Acquire Honeywell’s Personal Protective Equipment Business
Protective Industrial Products, Inc. announced it has entered into a definitive agreement to acquire the Personal Protective Equipment Business of Honeywell along with its leading brands Fendall, Fibre-Metal, Howard Leight, KCL, Miller, Morning Pride, North, Oliver, Salisbury, UVEX, and others. PIP is a portfolio company of Odyssey Investment Partners, LLC.
Maine Oxy Announces Strategic Partnership with Torco Supply Co.
Maine Oxy is proud to announce a strategic partnership with Torco Supply Co., a well-established industrial supplier based in Pennsylvania. As part of this collaboration, Maine Oxy has acquired an equity position in Torco Supply Co. This strategic move positions Maine Oxy to expand its footprint into the Mid-Atlantic region, enhancing its ability to serve customers. Both companies will continue to operate independently. The partnership also brings exciting opportunities for Torco Supply Co., including increased cylinder filling capacity to meet rising demand in the region. This advancement will enable Torco to build on its reputation as a premier industrial supplier while continuing to provide exceptional service to its customers.
Airgas Acquires Sky Oxygen, Inc.
Airgas announced the acquisition of Sky Oxygen, Inc., effective November 1, 2024. Headquartered in Carnegie, Pennsylvania, Sky Oxygen, Inc. is a full-service industrial gas and welding
News INDUSTRY
supply business that has operated for over 50 years. This business services customers in Southwestern Pennsylvania, Southeastern Ohio, and parts of Northern West Virginia from two locations in Carnegie, Pennsylvania, and Martins Ferry, Ohio. As a result of this acquisition, 43 associates from Sky Oxygen, Inc. will join Airgas as part of the Great Lakes Region.
GasLive Joins Cavagna Group
The Cavagna Group has announced a strategic merger with GasLive, a Brazilian company, established in 2012, with affiliates in Colombia and Mexico that specializes in respiratory care solutions and digital healthcare for oxygen therapy, ventilation and sleep apnea. This strategic integration further strengthens the Cavagna Group’s foothold in LATAM and accelerates its growth in the advanced medical device sector, particularly in respiratory care. By enhancing its portfolio, the Cavagna Group reinforces its commitment to medical innovations that improve patients’ lives.
Maine Oxy Finalizes the Purchase of Strate Welding Supply Co.
Maine Oxy proudly announces the successful completion of the asset purchase of Strate Welding Supply Co., a well-established business with 13 locations in Florida, Georgia, Pennsylvania, and New York. This strategic acquisition strengthens Maine Oxy’s presence in these regions and enhances its ability to serve customers across the eastern United States. As part of this transition, all current employees of Strate Welding Supply Co. will join the Maine Oxy team, ensuring continuity of service and a seamless experience for customers.
Airgas Acquires Bickett Machine & Gas Supply
Airgas announces the acquisition of Bickett Machine & Gas Supply, Inc. in Portsmouth, OH effective December 2, 2024. Bickett Machine & Gas Supply, Inc., a full-service industrial gas and welding supply company, has served customers in Southern Ohio and Northeastern Kentucky for over 70 years. In addition to a complete offering of industrial, medical, and specialty gases in all modes of supply, this new Airgas location will sell a full range of welding supplies and safety protection, along with propane tank filling. Beyond its retail presence, the branch will also make gas and hardgood deliveries to serve customers throughout Portsmouth, OH and the surrounding areas. With this acquisition, Airgas will welcome three new associates to proudly serve customers in the area and develop their own careers at Airgas as part of the Great Lakes Region.
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
Educational Offerings - Live, Virtual, & Archived
RESOURCES
Quarterly Economic Analysis & Forecast
Copy of Buyers Guide
Listing in Buyers Guide
Copy of Member Directory
SOP, Safety, Reference Materials (Members Only Archive)
Job Posting Opportunities
CGA Safety Documents
GAWDA Scholarships & Grant Opportunities
Discount Business Services
KNOWLEDGEABLE COMMUNICATIONS
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.
The following businesses recently joined the Gases and Welding Distributors Association. For more information about the benefits and services available to members, please contact GAWDA at 844251-3219 or visit www.gawda.org.
DISTRIBUTOR MEMBERS:
ALEXANDER CHEMICAL CORPORATION
7593 S. First Road La Porte, IN 46350 www.alexanderchemical.com
Chris Fairchild, Vice President –Sales & Marketing chris.fairchild@alexchem.com 219-402-0591
CGI GASES
1215 Henderson Ave Washington, PA 15301 www.cgigases.com
Sunny Punj, COO rpunj@cgigases.com 724-225-8700
S&K DIRECT STEEL
103 E Brookfield Ave Ponca City, OK 74601
Scott Bivins, Owner scott.skdirect@att.net 580-762-6300
NEW MEMBERS
SUPPLIER MEMBERS:
AIRFLOW NORTH
AMERICA CORP
18578 Van Rd Houston, TX 77049 http://www.airflow.fr/en
Carlos A. Castaneda, VP of Sales ccastaneda@air-flow.us 832-417-3242
THE BERINGER GROUP
201 King of Prussia Road Radnor, PA 19087 www.theberingergroup.com
Matthew Foster, Vice President mfoster@theberingergroup.com 862-812-9660
CRYO-LEASE LLC
2003 N. 193rd East Ave Catoosa, OK 74015 www.cryolease.rentals
Lisa Dole, Managing Director lisad@cryolease.rentals 603-234-9323
CYLI CART, LLC
6702 Edmund Way Bakersfield, CA 93309-2401 www.cylicart.com
Jan Meyer janmeyer@cylicart.com 661-426-6104
DENALIWELD INC.
2531 Technology Drive, Unit 310 Elgin, IL 60124 www.denaliweld.com
Joe Stob, General Manager joestob@denaliweld.com 224-802-8809
James Marlow, International Business Development james@innovativeoptics.com 763-425-7789
RCM REALTY
26E Industrial Road West Milford, NJ 07480
Margaret Liebenstein, President meg-dba@yahoo.com 914-262-7277
READING BEARING AND DRIVE SOLUTIONS
80 Witman Road
Reading, PA 19605 www.bds-usa.net
Jim Lopez, Managing Partner jlopez@bds-usa.net 610-929-5777
RGAS
2777 Allen Pkwy, Suite 1185 Houston, TX 77019 https://rgasrefrigerants.com
Ike Bartley, Account Executive ibartley@rgasrefrigerants.com 281-953-5575
SINOMA SCIENCE & TECHNOLOGY (SUZHOU) CO., LTD
No.68 Changyang Street
SIP, Jiangsu, China
http://suzhou.sinomatech.com/en Josh Zang, International Sales Director joshzang@sinomatech.com +86-15599003997
New Products & OFFERINGS
1. Weldcoa’s Fast Pack™: The Ultimate Solution for Efficient and Safe Gas Cylinder Transport
Introducing Weldcoa’s Fast Pack™, the ultimate game-changer, time-saver in gas cylinder transport and distribution. Engineered for ultra-quick unloading and loading, this innovative solution maximizes efficiency while prioritizing safety and durability. Built to the highest quality standards, Fast Pack™ ensures your workflow stays smooth and the cylinders stay secure. For more details, visit https://www.weldcoa.com/fastpack today.
2. Alliance MRO launches new EPA Compliant Anti-Spatter
Alliance Distribution Partners LLC. makes available the complete Whale Spray anti-spatter product line replacement to meet new EPA standards on methylene chloride, offering distributors a safer alternative without sacrificing performance. Alliance MRO recently launched the Whale Spray line in response to demand for non-methylene chloride-based anti-spatters, which will not be allowed to be distributed after February 3rd, 2025.
The Whale Spray anti-spatter product line is a complete replacement that includes biodegradable sprays that are silicone-free and available in oil and ceramic-based formulas. Available in over 75 countries, the Whale Spray line perfectly meets the most demanding industrial welding needs by reducing and eliminating the detrimental consequences of a bad or contaminated weld. These innovative formulas offer the same trusted performance expected by industry professionals but with a safer, non-toxic approach that minimizes exposure risks.
3. Weldcote Adds Ceramic Cut-Off Discs for Right-Angle Grinders to its Line
Weldcote 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 4-1/2and 6-inch sizes and are packaged in a resealable bag to protect from moisture damage.
OFFERINGS New Products &
4. Kaplan Industries Ultra High-Pressure ISO 6000 PSI, Type 2 Carbon Fiber Wrapped Cylinder
Premier cylinder supplier Kaplan Industries, Inc., located in Harrison, Ohio, announces the introduction of a new high-pressure ISO 6000 PSI, type 2 carbon fiber wrapped cylinder for hydrogen and other industrial gas applications. Meeting the requirements of ISO 11119 and ISO 11623, the new cylinder provides a lighter weight solution with equivalent gas capacity as the current steel 6000 PSI cylinders in the market. The 50 lb. weight reduction per cylinder will provide the user significant savings in transportation cost (long or short haul) both in individual use and cradle package application. This design allows for both 5-year hydro testing and UT.
5. CO2Meter Offers New Services: Equipment Installation, Certification, and More
CO2Meter has expanded its line of services for those looking for new options in maintaining their CO 2 equipment. CO2Meter is known for offering advanced gas detection safety monitoring solutions designed specifically for gas distributors, suppliers, and welding shops. These systems ensure compliance with safety regulations and help prevent potentially dangerous gas exposure incidents. CO2Meter’s expert staff can now assist with gas detection system installation and replacement, ensuring smooth, seamless setup and compliance. Compliance certifications are now also available to ensure your equipment is meeting quality benchmarks and industry standards. Not sure what you need? Take advantage of CO2Meter’s free consultations to learn more about their full line of products and offerings!
6. ESAB Launches Rustler EM 280 Pro
ESAB unveiled the Rustler EM 280 PRO, its next generation inverter-based MIG welder to improve productivity, boost quality and simplify training in industrial fabrication applications. Rustler EM 280 PRO has a maximum welding output of 280 amps and rated output of 200 amps at 60% duty cycle. It connects to 208V/230V single-phase primary power ± 15% and features Power Factor Correction to lower primary power draw. The Rustler can provide its full output range on a 30A breaker, where older-generation technology required 50A service. It offers an energy efficiency of 82% to lower utility bills. After two minutes of idle time, it enters an energy saver mode to further reduce power consumption.
The Rustler EM 280 PRO comes ready to weld most common base materials with factory-optimized arc programs for carbon steel, stainless steel, aluminum, silicon bronze and flux cored wires from 0.023 to 0.045 in. It has the power to deliver the productivity benefits of spray transfer welding with 0.045-in. solid and flux cored wires and 0.047-in. aluminum wires. It can weld up to ½-in. steel and 3/8-in. aluminum in a single pass.
Rustler’s 4-wheel drive wire feed mechanism combines high precision, power and reliability to deliver better arc starts and stops without backlash or play in the gears. Large 1.5-in. diameter drive rolls provide more wire contact to provide better push force without deforming soft cored and aluminum wires, a common source of feeding problems.
Rustler accepts 8- and 12-in. diameter wire spools. It features 14-segment digital displays on the front panel and offers control functions such as gas pre- and post-flow, run-in speed control, wire burnback control, crater fill, 2T/4T trigger control and Arc Dynamics (a control to fine tune arc characteristics for a crisp/stiff arc when welding carbon steel or a smooth/ soft arc when welding stainless steel).
New Products & OFFERINGS
7. Trendex’s Gastrend Lite Offers a 7. 7. 7. Streamlined ERP Solution for Small Gas Distributors
Trendex, a Valsoft Corporation company known for its turnkey ERP software solutions for industrial gas distributors, offers a Gastrend Lite software specifically designed for smaller distributors.
Gastrend Lite is tailored to meet the needs of smaller businesses, providing streamlined, entry-level solutions optimized for one to four users. It includes the essential features to automate everyday business operations, including:
• Accounts Receivable
• Accounts Payable
• General Ledger
• Financial Statements
• Order & Invoice Entry
• Hazardous Materials Charge
• Fuel Surcharge and Delivery Charge
• Cylinder Control
• Cylinder Rental Invoicing
• Yearly Lease Invoicing
• Inventory Control
• Purchasing
• Sales Analysis
Smaller distributors can now enjoy the power and efficiency of Trendex’s software in a format that perfectly suits their team size and workflow. In addition to its software offerings, Trendex provides expert support for installation, training, system implementation, and ongoing service, ensuring a seamless experience for all customers.
For more details on the Gastrend Lite software and how it can benefit your business, visit trendexsys.com.
8. Lincoln Electric Introduces HyperFill STT
as the Latest Evolution in Twin-Wire Welding
Lincoln Electric is excited to announce the latest evolution of the HyperFill Twin-Wire Welding Solution with the addition of HyperFill STT for increased travel speeds in pipe welding applications.
HyperFill technology combined with the waveform benefits of STT will allow pipe manufacturers to take advantage of faster, more precise welding. The STT (surface tension transfer) waveform is primarily used on open root pipe welding, making it possible to increase root pass travel speeds up to 57% and delivering increased pipe diameter (inches/day). The combination of this waveform with the productivity gains of HyperFill will allow operators to see increased efficiencies throughout the welding process. HyperFill technology requires only a single power source, feeder, gun liner, contact tip, and arc – offering maximum ease of use.
• HyperFill STT benefits include:
• Increased root pass travel speeds up to 57%.
• Allows HyperFill to be used from root to cap.
• Increased production output and diameter inches/day.
Advertisers Index
@OE Meyer Co.
Join us in congratulating Eric Wood on an incredible 25-year milestone with OE Meyer Co! Eric’s dedication and leadership as our Executive VP & COO have been instrumental to our success.
Eric also currently serves as the 2024-25 GAWDA President, continuing to make a positive impact across the industry.
Thank you, Eric, for your commitment and passion over the past 25 years! Here’s to many more.
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.
@Jason Clymer
Airco Gases/Meritus Gas Partners proud to supply the helium for the AT&T Cotton Bowl Classic!!!!
@Steve Lichtenheld
Honored to be on GAWDATV with my Brother talking about our company’s work with cancer patients thru Cool Caps and Dry Ice and a little on my new role. Thanks GAWDA for the opportunity for this interview.
@Marie Ratermann
Your new GAWDA Southwest regional co-chairs checking in from 2025’s southwest regional city of Denver, CO! You’ll be just as shocked as I look in this photo to see what we have in store for you.
Justin Guitreau, Quinn Kennedy and I are so excited and can’t wait to welcome you to Denver in a few months!
@Melissa Heard
Nothing says ‘thank you’ like a hot lasagna lunch! This week, our hardworking team has faced sub-zero temperatures but has never wavered in their dedication to producing high-quality equipment for our clients and the communities they serve.
We’re so grateful for their resilience, teamwork, and commitment. Cheers to our amazing Weldcoa family!
Arcos Delivers Solutions to Stainless Steel Alloy Welding Challenges.
Discover for yourself how Arcos stainless steel alloy electrodes can help you solve your critical welding problems. Call us today at 800-233-8460 or visit our website at www.arcos.us
Arcos Industries, LLC offers over 100 stainless steel electrode products to handle the countless array of demanding welding applications that challenge you daily. Our reputation for exceptional quality and outstanding service ensures that you can depend on Arcos to provide you with the finest in bare wire, covered and tubular stainless steel alloy welding electrodes.
