Welding & Gases Today | Q3 2023 by Welding & Gases Today

The Official Publication of the Gases and Welding Distributors Association

CHARACTER

COMMITMENT

Culture

Celebrating Member Anniversaries and what it takes to create a legacy

SMC RECAP

ASK YOUR BOARD

AC PREVIEW

MEMBER PROFILE

365 Intentional Leadership

Avoid Brain Drain

Run Your Brain

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Third Quarter 2023

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CONTENTS Third Quarter • Summer 2023 • Volume 23, No. 3

DEPARTMENTS 06 PRESIDENT’S VIEW he Three C’s T for Longevity

CHARACTER

BY ROBERT ANDERS

08 DIRECTOR’S DESK

COMMITMENT

Culture

Record-Breaking Attendance for 2023 Annual Convention BY JOHN OSPINA

10 EDITOR’S NOTE

Leaving a Legacy BY STEVE GUGLIELMO

28 ASK YOUR BOARD

Avoiding “Brain Drain”

32 COMMITTEE CORNER

GAWDA Committee Chairs Give an Update to Membership

GAWDA MEMBER

GAWDA CONSULTANTS 14 Trends and Topics

ANNIVERSARIES

for the Summer

Y STEVE GUGLIELMO, TOM B BADSTUBNER, MARILYN DEMPSEY, MICHAEL DODD AND RICK SCHWEITZER

19 Outdoor Workers

Exposed to Wildfire Smoke

COVER STORY

BY MARILYN DEMPSEY

Congratulations to all GAWDA members celebrating milestone anniversaries in 2023

22 LPG Filling and Storage BY MICHAEL DODD

BY STEVE GUGLIELMO

24 Methods for Pressure

Testing Compressed Gas Cylinders and Tubes BY PAUL PFLIEGER

MEMBER PROFILES

BY PAUL BERNIER

104 I TR OUTLOOK

The Fed, a failure, a threat BY BRIAN BEAULIEU

2 • Third Quarter 2023

General Welding Supply Corp A Century of Excellence and Service

26 Energy Can Kill

Understanding lock out/ tag procedures and equipment

GAWDA Members Commemorate Milestone Anniversaries

BY STEVE GUGLIELMO

Catalina Cylinders People, Products, Performance BY TIM HUDSON

552-16FW 552-16FW 552-16FW

750-10 750-10 750-10

CONTENTS Third Quarter • Summer 2023 • Volume 23, No. 3

THE TEAM

FEATURES

EXECUTIVE EDITOR

John Ospina jospina@gawda.org

EDITOR IN CHIEF

Steve Guglielmo steveg@gawdamedia.com CONTRIBUTING EDITORS

Natasha Alexis nalexis@gawda.org Andrea Levy alevy@gawda.org CREATIVE DIRECTOR

Robin Barnes robinb@gawdamedia.com VICE PRESIDENT, SALES

Tim Hudson timh@gawdamedia.com

365 Intentional Leadership: GAWDA SMC Sets New Record BY STEVE GUGLIELMO

PUBLISHER

Bill Brod billb@gawdamedia.com

SMC RECAP

GAWDA CONVENTION PREVIEW

What Just Happened?

Make Doing Business Easier

Run Your Brain: 2023 AC to Take Place in Maui

BY KEN THOMPSON

BY ART WASKEY

100

What’s a Distributor’s Purpose? To create value for customers

102

Finding Your Way on the Road Less Traveled

BY MIKE MARKS

BY JOHN TAPLEY

NEWS ROUNDUP

RELATIONSHIP MANAGERS

Hannah Gray hannahg@gawdamedia.com

2023 Industry Calendar

Lesli Mitchell leslim@gawdamedia.com

115

Industry News

120

Mergers & Acquisitions

123

New Members

125

New Products and Offerings

127

Advertisers Index

128

The Last Word

RESEARCH & DEVELOPMENT COORDINATOR

Athena Cossette athenac@gawdamedia.com

Welding & Gases Today (USPS 22-975) is published quarterly: Winter, Spring, Summer and Fall, with additional publications in Spring and Summer. • Non-member subscription rate is $195 per year. • GAWDA members (key contacts and branch locations) receive the magazine as part of their dues. • GAWDA members can order additional yearly subscriptions (4 issues) for $40. • Welding & Gases Today is published by Data Key Holdings, LLC. on behalf of the Gases and Welding Distributors Association. • Periodicals postage paid at Ft. Lauderdale, FL, and at additional mailing offices (ISSN 1558-5344). • Editorial correspondence should be sent to Editors c/o editorial@gawdamedia.com • Advertising correspondence and materials should be sent to William Brod, Data Key Holdings, LLC., 9 Albany St., Suite 2E, Cazenovia, NY 13035; telephone (315) 445-2347, fax (315) 422-1721. • Postmaster: Send address changes to Welding & Gases Today, Gases and Welding Distributors Association, One Oakwood Blvd, Suite 195, Hollywood, FL 33020 • Welding & Gases Today is the official journal of the Gases and Welding Distributors Association (GAWDA) and carries news and announcements concerning GAWDA. • It is not responsible for contents or opinions other than association activities. • Contents are copyright ©2023 Data Key Holdings, LLC. • All rights reserved. • Nothing may be reproduced in whole or in part without written permission of the publisher. • Questions and comments can be sent via e-mail to Editors, c/o editorial@gawdamedia.com. • Data Key Holdings, LLC. reserves the right to print portions of all or any correspondence mailed to the editors without liability on its part and no such correspondence will be returned. • Visit Welding & Gases Today Online at www.gawdamedia.com.

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PRESIDENTS VIEW

The Three C’s for Longevity

Robert Anders is GAWDA’s 2023 President as well as President and CEO of Holston Gases. He can be reached at 865-5731917 as well as robert. anders@holstongases. com

6 • Third Quarter 2023

R E T C A CHAR MITMENT

e r u t l u C

s Holston Gases entered its 65th year, it made me ponder what’s the key to being able to celebrate anniversary after anniversary in this industry? Is it the number of locations you have? Is it total trucks and cylinders you own or is it just “being in the right place at the right time” or, as its better-known as, LUCK? As I look across the landscape of our industry and examine GAWDA companies that have withstood the test of time, I see common traits. Our industry’s most successful companies over time are led by men and women who possess a commodity that, unfortunately, is becoming more and more difficult to find in our society - CHARACTER. Character is remaining true to your convictions, especially when it would be easier and more profitable to bend to the pressures of the moment. Character is doing what you said you would do, even if you don’t contractually “have” to do it. Your entire team is looking for its leaders to set the moral, legal, and ethical principles that will guide all current and future decisions. Companies that are led by individuals with character become respected and admired members of their communities while those that lack character rarely survive for long periods of time. You can be a leader with high character but that alone won’t result in long term success without COMMITMENT. Ken Blanchard said, “When you are interested in doing something, you do it only when it’s convenient. When you are committed to something, you accept no excuses, only results.” Your employees need to know that once the direction and strategy for the company has been set, its leaders are committed and won’t change course at the first sign of adversity. Commitment is building the new plant even though it’s only partially loaded and believing in your

COM

future. Commitment is investing in young talent so that you will be ready for the next generation of leadership. Commitment is fully funding the 401K when you have had a disappointing year or absorbing sky rocketing health care premiums instead of passing them on to your employees. Commitment is getting out of the way when your time has come. If you are a person of character and you are fully committed to your company and its employees you will create the most important ingredient to long term success – CULTURE. As Lou Gerstner puts it, “Culture isn’t just one aspect of the game; it is the game. In the end, an organization is nothing more than the collective capacity of its people to create value.” Culture is not something that comes out of a corporate retreat where you “wordsmith” just the right sounding phrases to make everyone feel warm and fuzzy. It is born through consistently declaring and demonstrating your core values and principles. You will know what track you are on as you watch how your employees treat the customers and, more importantly, how they treat each other. If they go that extra mile with a smile on their face for the customer – that’s good culture. If they show up at the funeral home when one of their teammates has lost a loved one – that’s REAL culture. Developing a culture that will hold up over time is hard work and sometimes painful. It requires your full commitment and will reveal your true character. The fact that so many companies in GAWDA have not just survived but thrived decade after decade is a testament to the caliber of men and women that lead these organizations. Your employees and their families, along with the communities you operate in thank you for that commitment to excellence that leads to anniversaries for years to come. Keep up your great work!

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DIRECTORS DESK

Record-Breaking Attendance 2023 Annual Convention in Maui at the Grand Wailea Receives Overwhelming Response from Members BY JOHN OSPINA

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.

8 • Third Quarter 2023

s early as April of this year, many members began asking when registration would open for the Annual Convention in Maui. We typically open registration 14 weeks out from the event, which meant that the original target opening date was July 1st. To accommodate our many enthusiastic members, the GAWDA Headquarters Team opened registration on May 24th. At the time, we expected registration to slowly trickle in. The response from members was nothing short of astounding, with a flood of early registration. Just two short weeks later, we had over 750 registrants signed up and the hotel block was more than 80% sold. To our surprise, many eager members seized the opportunity to secure their spots at the Grand Wailea. To keep up with demand, the Headquarters Team reached out to the Grand Wailea and requested additional rooms for our room block. We continued to monitor the block closely and kept adding over the next few weeks. By the July 4th weekend, we had 933 registered attendees, almost surpassing the Maui 2005 Annual Convention record of 936 attendees. At this point, the Grand Wailea had no rooms available at the group rate and members began reserving rooms at higher rates. We were able to secure two additional overflow room blocks at two neighboring properties: the Wailea Resort and at the Andaz Hotel. Both were sold out within days. We continued to add rooms until their inventory of group rate rooms ran out. By July 20th, we had over 1,000 registered attendees. This was the highest registration in 23 years. In 2000, we also held the Annual Convention in Maui, and registration totaled 1,024

attendees. At the time, GAWDA had 1,169 member companies. This is when we began to see industry consolidation ramping up and our numbers dropped to a low of 494 member companies in 2010. Despite continued industry consolidation, we’ve been able to slowly climb back up to the 540 member companies we have today. By July 28th, we hit 1,034 registrations and surpassed the 2000 Annual Convention record. We were then at a 24 year high. The next record was held by the 1999 New Orleans Annual Convention with 1,045 attendees. At the time this article was written (August 3rd), we hit 1,043 attendees, inching up to the 1999 New Orleans Annual Convention record. Registration has slowed down, and we request that members registering from this point make their own hotel accommodations or share accommodations with friends and family. We have provided a list of hotels in the Wailea area. The Headquarters Team changed gears and began concentrating on the logistics of the event to ensure that we delivered a successful meeting. This high turnout and interest demonstrates the enthusiasm and engagement of our members with GAWDA. I want to thank all of you for your overwhelming support and patience while we navigated the obstacles this created. Growing pains are always tough, and this one was especially challenging because there was nothing that pointed to this kind of response. I look forward to seeing all of you at this year’s Annual Convention. Such a positive response is always encouraging. This will be a memorable and enjoyable event for everyone involved..

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EDITORS NOTE

Leaving a Legacy

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.

10 • Third Quarter 2023

ne of my favorite parts about working with GAWDA is the ability to travel to some really cool cities at least twice each year for the Spring Management Conference and Annual Convention. I know I’m not alone in thinking that, especially this year as we prepare to go to Maui. And while these trips are not vacations, it’s hard not to feel lucky to be going to work in places like San Diego, Hawaii, Phoenix, etc. And with each successive national conference setting a new record for attendance (with Hawaii on track to SMASH previous attendance records) GAWDA really has a chance to make a difference in the local economies of these cities. We sell out their hotels, frequent their bars and restaurants, use their transportation systems, etc. Recently, I had the opportunity to speak with Donna Mahoney for episode 48 of GAWDA TV. In 2000, Donna and her husband, Dave Mahoney, launched the first ever NWSA (later GAWDA) Gives Back Program. It was their way of “giving back” to the local communities who were gracious enough to host us each year. The first ever Gives Back took place in 2000, when Dave was serving as NWSA President. “Whenever you’re invited to somebody’s home for a party or for dinner, you always bring a bottle of wine or an appetizer or both as a way to say thank you to the host,” says Donna Mahoney. “That’s the concept. It’s, in essence, a thank you to the city for opening their community, their parks, beaches, golf courses, highways, hospitals, churches, restaurants and so much more to our Convention attendees.” That first-ever Gives Back took place in Hawaii, where we will be returning in early October. When the idea was introduced, Dave said, “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!” Now in its 23rd year, GAWDA Gives Back has raised nearly $2 million in charitable donations for local communities across the country. Since its inception, GAWDA Gives Back has focused on local organizations, as opposed to large national charities. “The large national organizations provide great services,” Donna says. “However, they have the capacity to raise funds in an enormous fashion compared to community-based organizations. But secondly, and equally or more importantly, they’re based in the community. Their boards are comprised of local members who have their finger on the pulse of the community and they know the people they’re serving.” This year GAWDA President Robert Anders and his wife Missy have selected the Malama Family Recovery Center as the 2023 GAWDA Gives Back Recipients. The Malama Family Recovery Center provides caring, holistic substance use disorder treatment to women and children so families can live safe, independent and healthy lives. This is a cause that is near and dear to Robert and Missy’s heart, as they have seen the impact of substance abuse in their own lives. I’m so excited to go to Hawaii. I’ve never been and it will be one of the trips of my lifetime. But it makes me feel even better about going to know that while we’re there, we’re going to be doing some good for the local community. Thank you to GAWDA and all the amazing members who have donated.

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GAWDA CONSULTANTS R O U N D TA B L E

GAWDA CONSULTANT ROUNDTABLE

Trends and Topics for the Summer GAWDA’s consultants discuss ongoing trends and industry hot topics. BY TOM BADSTUBNER, MARILYN DEMPSEY, MIKE DODD, RICK SCHWEITZER, AND STEVE GUGLIELMO

he GAWDA Consultant Program is a GAWDA member benefit that is included as part of your member dues to the association. It is consistently rated as one of the most valuable member benefits that GAWDA provides. Between the four of them, GAWDA’s consultants bring more than 100 years of industry-specific experience to the association. Recently, GAWDA’s Consultants gave an industry roundtable presentation during the Spring Management Conference in Philadelphia as well as presentations at GAWDA’s Regional Meetings, to go along with their monthly Safety Manager Safety Meetings. 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.

GAWDA MEDIA: Is there anything time sensitive from a regulatory perspective coming up in the later summer that GAWDA members need to be aware of? TOM BADSTUBNER: From an FDA perspective, there are no new regulations coming up during that time. We think that the soonest that the FDA will publish appropriate medical gas regulations will be in October 2024 and then we will have at 14 • Third Quarter 2023

least 18 months after that to change our procedures, labels, etc. However, in June of every year, the FDA regulations say that drug manufacturers like oxygen manufacturers need to check what is called their FDA drug listing. Make sure your cylinder sizes are appropriate and the supplier and label are correct. That happens in June and December each year. If you have not already done so, you can check your own drug listing at: https://bit.ly/dailymednlm… or contact your registrar for assistance.

GAWDA MEDIA: Marilyn and Rick, you did a presentation at the Seven Springs Regional Meeting. For those members who weren't able to attend, can you give a summary of what you discussed? MARILYN DEMPSEY: OSHA has established a heat injury and illness prevention work group and what they're trying to do is evaluate, provide input and recommendations for OSHA's heat illness prevention materials in order to develop regulations. They're going to publish a written report that articulates what heat exposure is and ways to quantify heat hazards. They already have one recommended method and that is to use a hydrometer, the temperature and humidity are factored together to determine what the heat index is. OSHA has come up with a training program on how to recognize the illnesses from heat exposure and preventative steps for an employee or employer. Currently, they are considering the California Heat Illness

GAWDA CONSULTANTS

R O U N D TA B L E

Prevention Plan as a base for the regulations. Hopefully, that will not be the case, because it is quite involved. There are two other groups that have made heat illness prevention plans. One is UC Berkely and the other is the University of Houston at Clear Lake. The UH program is quite doable. If it comes to pass and we must do something about it or write a program, that will be one of the programs I would consider. The other hot topic from OSHA is that they are making a "learning conversation" into safety as a core workplace value. What they are trying to do with that is create a means to evaluate safety and health programs. They want to see employers institute safety and health programs, with a step-by-step guide, which includes practices, procedures, and policies. They're having “learning conversations” to hear from stakeholders (businesses). They want to know what "safety means to your company and how does your company instill safety into your employees?" They want to know what the problems and roadblocks the company has faced and if your program has shifted over time.

GAWDA MEDIA: In layman's terms what is the difference between a law vs. "areas of emphasis" or "learning conversations?" MARILYN DEMPSEY: Areas of emphasis are where OSHA is focusing inspections; like the Heat Emphasis program. The Heat Illness program has been around since 2011, but for the past two years there's a national emphasis program where they are really going out and doing inspections for conditions that could lead to heat-related illnesses. These are wall-to-wall inspections, which means they will look at anything if they suspect there might be a potential for causing injury through heat to an employee. Their new program, this new emphasis that they have, is in the discovery phase – where they have “learning conversations.” OSHA appears to be pushing for full Safety Programs with policies, procedures, and training. This is about where they think employees should be. continued on next page

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GAWDA CONSULTANTS R O U N D TA B L E

RICK SCHWEITZER: You have always had, under the General Duty Clause, an obligation to protect your employees from heat injury and illnesses. The fact that this administration wants to emphasize enforcement in that area is related to their concerns about Climate Change and their concerns that we have had an increase in, particularly summertime, temperatures, and that that has affected workers. They want to make sure that employers are addressing those concerns. There has also been in the works a formal rulemaking on heat injury and illness standards, but that has been held up because OSHA doesn't have specific authority from Congress to come up with that kind of a rule. And so, they are trying to see if they can come out with it under the General Duty Clause or some other provision of the Occupational Safety and Health Act.

GAWDA MEDIA: Along with the administration's emphasis on climate change, the big topic at Seven Springs was the Canadian wildfires and the smoke that has come from them. Are there any rules or best practices that companies have to take if they're potentially in a place that could be impacted by fire or smoke? MARILYN DEMPSEY: Yes, recently we put out a safety alert from the CDC and NIOSH about things that they can do to protect their employees, specifically if they are in an area where smoke might be or if they have employees with known conditions like asthma or other related illnesses. The Safety Bulletin is on the GAWDA website, and I highly recommend that people go and read it.

GAWDA MEDIA: Is there anything else that is a hot topic out there right now or that you may be getting an influx of member inquiries about? RICK SCHWEITZER: We are getting a lot of calls about DUIs, positive drug tests, employee abuse of products and related human resources issues. I would mention that there will be, probably over the next six months, two new options for drug testing of CDL drivers. One is to allow employers the option to test oral fluids instead of urine samples. The important distinction is that saliva is taken with a swab in the mouth, and therefore all the collections are observed and there is no opportunity for either adulterating or substituting your sample. We still have to wait for the Department of Health and Human Services to certify 16 • Third Quarter 2023

at least two labs to conduct oral fluids testing, so it's going to be maybe six months before that comes to pass. The other option will be testing of hair samples as opposed to urine samples. And, again, this would be the employer's option. The testing of hair samples is much more sensitive than urine testing. Trucking companies that are testing drivers or potential drivers for hair samples, in addition to urine testing, are finding that they are getting 3-4 times as many positive results from the hair tests compared to the urine tests. And, in particular, they are effective at detecting regular use of cocaine, methamphetamines, and opioids because those are undetectable in urine after 3-4 days. So, if you have a regular user of any of those other drugs, they stay in your hair but not your urine. So, again, we're waiting for the final procedures to come out of the Department of Health and Human Services. Probably in the next several months we're going to see a final rule on that. My recommendation to member companies is that they talk with whoever they use for their drug testing collections, their laboratory or clinic, to see what will work for them best.

GAWDA MEDIA: In New York, we have legalized adult use marijuana now. If I'm a CDL driver, I still can't use drugs, right? RICK SCHWEITZER: Yes, that is correct. It is prohibited for you to use marijuana even if you're going to be on vacation for two weeks. You may not use marijuana, because if you test positive for it, you will be prohibited from driving a commercial motor vehicle. Even though it isn't an impairment test. That's really the loophole here. We don't have an impairment test for marijuana. It is, to a certain extent, unfair to those drivers who can drink a six-pack of beer and a week later they can take the test and obviously they will be fine to drive a truck, they won't test positive for alcohol. For marijuana that isn't the case.

GAWDA MEDIA: Is that something that most companies and, more specifically, drivers are aware of? RICK SCHWEITZER: Yes. I hope they are, anyway. Certainly, there have been a number of incidents where drivers have tested positive because they either used marijuana themselves or been a situation where somebody else was smoking and they got second-hand smoke and they ended up testing positive even though it may have been several days later. MARILYN DEMPSEY: Doesn't that include other forms of ingesting THC as well? Because the THC is fat-sol-

GAWDA CONSULTANTS

R O U N D TA B L E

uble. So, it's gummies, brownies, cookies and potentially body lotions. All those things that have THC in them can result in a positive test. RICK SCHWEITZER: Yes. CBD oil and CBD products are very popular now for a variety of medical reasons. But they are not a regulated product, so, depending on the concentration of the THC in those products, you might end up testing positive even though the product that you took was supposedly just CBD or hemp. It was supposed to be below the .03% concentration of THC that is the threshold for a positive test, but, because the concentration of THC can vary dramatically in each product, a positive test can result. MARILYN DEMPSEY: ASTM is developing standards for that. But the industry seems to be growing at such a rapid rate that the smaller dispensaries don't have the ability to measure like that. They may say, "we're taking just the CBD," but they don't have the laboratory to test to ensure that they're extracting all the THC out.

GAWDA MEDIA: Is there a mandate for how often CDL drivers have to be drug tested?

RICK SCHWEITZER: There are several different types of tests that are required. There are mandatory tests for anybody who has a commercial driver’s license. A CDL driver must pass a pre-employment drug test and be subject to random drug tests throughout the year. The employer must test at least 50% of the drivers in random selection on an annual basis and you have to be able to show you have tested 50% of your company drivers. MARILYN DEMPSEY: Is it still different for drugs and alcohol? RICK SCHWEITZER: Yes. The annual random testing rate is 10% of CDL drivers for alcohol and 50% for drugs. It used to be 25% for drug testing but, because there were so many positives, DOT increased the percentage. So, you have to do random testing, pre-employment, and post-accident testing is required as well. If a driver is in an accident that meets certain standards, the driver has to take a drug test. And then, if there is any reasonable suspicion that the driver has used illegal drugs, the company has to send that driver for a drug test. And, if the driver ever has a drug or alcohol testing violation, there is also a return to duty test that is required. You have to have a negative test before you come back to work and also be subject to periodic testing for up to five years thereafter. Those are all spelled

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Third Quarter 2023 • 17

GAWDA CONSULTANTS R O U N D TA B L E

out in the regulations, and they apply not just to truck drivers but all transportation workers who are subject to DOT drug testing requirements and all federal employees and contractors.

GAWDA MEDIA: Tom, how about in the FDA world, any trends you're seeing? TOM BADSTUBNER: Nothing like that. The FDA standards are stable right now. Enforcement is also pretty stable. I would like to mention the remarkable amount of difference that GAWDA members can make in their own states. For example, Haun Welding is working in the state of New York and their assemblyperson to get the regulations changed about medical gas supervisor training requirements to match the federal requirements. Mark Haun and Josh Haun have been working for many years on this effort. And it looks like there is a chance it could pass this year, and that's solely because a GAWDA member got involved with their state. And it will benefit all GAWDA members in New York. We can make a difference, we really can.

KEEPING YOUR GAS FLOWING SAFELY

18 • Third Quarter 2023

GAWDA MEDIA: You are all involved in the Safety and Government Affairs Committees. Is there anything you'd like to mention about the work the committees are doing? MARILYN DEMPSEY: The Safety Committee is really doing a very good job of getting pictograms out. First, they reviewed all the safety practices. And now we're making infographics. So not only do you have something that you can train your people on, but you can put this one-page poster up to remind people about fall protection or forklift training. And you can post the infographics and have a reminder so that when somebody is coming through your break room, they can just look at this poster, it gives them a quick takeaway and keeps safety at the front of their mind. Because the more they think about safety, the more it drives home the fact that the company really cares about them. That is huge. I strongly recommend that any of the owners or C-level employees attend the safety trainings with your employees, do it. When you do, the message will change from “they have to do it" to "we are doing it!” It's now part of the company culture..

GAWDA CONSULTANTS

SAFETY ALERT

Outdoor Workers Exposed to Wildfire Smoke BY MARILYN DEMPSEY, GAWDA DHS/EPA/OSHA CONSULTANT

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.

Marilyn R. Dempsey, Safety Dragons Workplace Consultants, LLC 940-999-8466 marilyn@safetydragons. com.

ue to the ongoing smoke pollution from the Canadian wildfires employees that work outside - especially drivers and yard employees- could be adversely affected by the smoke. Member companies in the smoke path should review the NIOSH document below (or visit GAWDA.org to download a copy), consider training the employees on the contents of the document and supply N95 respirator masks to affected employees.

Wildfire Smoke and Outdoor Work WHAT IS WILDFIRE SMOKE? Wildfire smoke is a complex mixture of gases and particles from burning vegetation and other materials. As a wildfire burns, different compounds are released in the smoke, such as carbon monoxide, carbon dioxide, hydrocarbons, particulate matter (PM), benzene, acrolein, and aldehydes. While exposure to wildfire smoke has been of interest to researchers and public health professionals for decades, it continues to be one of the least understood hazards of wildland fires. This is primarily due to the complexity of wildfire smoke, as the smoke is made up of many different types and amounts of potentially toxic compounds and can change very quickly depending on factors in the wildfire environment, such as weather, fire behavior, and the type of vegetation burning. Because of this, workers may be exposed to varying types and amounts of compounds in wildfire smoke throughout their work shift or during different fire events.

CAN WILDFIRE SMOKE AFFECT AN OUTDOOR WORKER’S HEALTH? There is very limited information about how exposure to wildfire smoke impacts outdoor workers. However, taken together with research studies examining exposure to smoke from wildland fires among the general public, along with assessments of the health effects of exposures to specific components of wildfire smoke, there is clear potential for such exposures to result in adverse health outcomes. The risk of experiencing symptoms and adverse health effects due to smoke exposure varies from person to person. Workers can have different individual risk factors such as age and health conditions (e.g., pre-existing heart or lung disease) that make them more likely to be affected by wildfire smoke. Some health effects known or suspected to be caused by wildfire smoke include: • Symptoms such as eye irritation, sore throat, wheeze, and cough, Third Quarter 2023 • 19

GAWDA CONSULTANTS SAFETY ALERT

• Asthma and chronic obstructive pulmonary disease (COPD) exacerbations, • Bronchitis and pneumonia, • Adverse birth outcomes, and • Cardiovascular (heart and blood vessel) outcomes. Workers may also experience varying health effects when exposed to smoke. Long work schedules and physical demands of the work performed (resulting in higher breathing rates) may impact a worker’s exposures and health response to wildfire smoke. Still, the scientific community does not fully understand how long-term, repeated exposures, or exposures to high concentrations of wildfire smoke may affect a worker’s health. Additionally, very little is known about how exposure to many different compounds at the same time, including compounds released from the burning of man-made materials (such as those found in the wildland-urban interface), may affect a worker’s health. Employers should be aware that wildfire smoke may adversely affect the health of their workforce and prepare to take action to limit their workers’ exposures when a wildfire is emitting smoke in and around their work environment.

WHAT CAN EMPLOYERS AND WORKERS DO TO REDUCE SMOKE EXPOSURE? Employers and workers should prepare for and plan to implement procedures to reduce exposure to smoke when necessary. If workers must work in areas with high levels of smoke, especially for long periods, or if a worker is sensitive to wildfire smoke and feels their health or safety is negatively impacted by smoke exposure, the following steps can be implemented to reduce smoke exposure: • Frequently monitor air quality conditions in the area by visiting the Environmental Protection 20 • Third Quarter 2023

Agency (EPA) U.S. Fire and Smoke Map or the state health department’s air quality website. This map provides the Air Quality Index (AQI) for a specific location and provides a range of air quality from good to hazardous. The AQI is EPA’s color-coded tool for communicating air quality to the public. • Relocate or reschedule work tasks to smoke-free or less smoky areas or times of the day, • Reduce levels of physical activity when possible, especially strenuous and heavy work, • Require and encourage workers to take frequent breaks in places that are free from smoke, and • Limit the worker’s smoke exposure by making accommodations for that worker to perform his/ her duties indoors or in a location that reduces exposure to smoke, if possible. To create an indoor environment that reduces exposure to and protects the occupants from wildfire smoke, it is important that employers and building managers: ` Install air cleaners equipped with a high-efficiency particulate air (HEPA) filter or electrostatic precipitators, ` Ensure that windows and other building openings such as loading docks and bays are kept closed to reduce overall smoke exposure inside, ` Operate heating, ventilation, and air conditioning (HVAC) systems in the re-circulate setting or temporarily reduce the amount of outdoor air supplied to the building, and ` Install the highest efficiency filters recommended by the designer or manufacturer of the HVAC system.

IS PERSONAL PROTECTIVE EQUIPMENT (PPE) SUCH AS RESPIRATORS AN OPTION FOR PROTECTING WORKERS? Controlling exposures to occupational hazards is the fundamental method of protecting workers. NIOSH recommends using the hierarchy of controls to determine how to implement feasible and effective workplace hazard control solutions. While elimination, substitution, and engineering and administrative controls are most effective in reducing workplace hazards, in some situations the use of personal protective equipment (PPE), such as the use of respirators, may be considered to limit a worker’s exposure to a hazard in the workplace. A NIOSH Approved filtering facepiece respirator (FFR), like an N95 respirator, can be used to reduce exposure to airborne particulates from wildfire smoke when the recommendations listed above cannot be implemented and it is feasible to obtain respirators. It is important to understand that FFRs do not protect against gases, such as carbon monoxide. If an employer requires their employees to use respiratory protection to limit smoke exposure in an occupational setting, they must always do it as part of a comprehensive respiratory protection program as required under the Occupational Safety and Health Administration’s (OSHA) Respiratory Protection standard (29 CFR 1910.134). This includes medical evaluations, respirator fit testing, and training of the workers required to wear respirators. Additionally, when required in the occupational setting, tight-fitting respirators cannot be used by people with facial hair that interferes with the face seal. When respirators are used on a voluntary basis in an occupational setting, employers should follow the requirements for the voluntary use of respira-

tors. This information can be found on the OSHA website. Respirators, such as an N95, may be one of the easiest controls to implement for limiting a worker’s exposure to the particulate matter in wildland smoke, and in some cases may be the only option to protect some workers. Employers, however, may need to consider alternative controls and solutions when respirators are not easily available.

WHAT ACTIONS ARE STATES TAKING TO PROTECT OUTDOOR WORKERS? On July 29, 2019, the California Occupational Safety and Health Standards Board adopted an emergency regulation, Protection from Wildfire Smoke, designed to protect outdoor workers from wildfire smoke. This regulation applies to California workplaces where the Air Quality Index is greater than 151 for fine particulate matter (PM) from wildfire smoke or if it is anticipated that employees will be exposed to wildfire smoke. The AQI for a specific location can be found on the EPA US Fire and Smoke Map. More information about this emergency regulation and updates on a permanent standard can be found on the Cal/OSHA website.

WHEN WORKING IN SMOKE, CONSIDER: Preparing and planning for how to best implement the recommendations above in the workplace is critical. This is especially true in areas where wildfire smoke exposure is common, and workers are required to perform their jobs even when the air quality is considered unhealthy or even hazardous. Working together, employers and workers can take steps to reduce workers’ exposures to wildfire smoke.

Third Quarter 2023 • 21

GAWDA CONSULTANTS SAFETY ALERT

LPG Filling and Storage BY MICHAEL DODD, GAWDA DOT CONSULTANT

GAWDA DOT & Safety Consultant Michael Dodd is president of MLD Safety Associates in Poplar Bluff, MO. Members can reach him at 573-718-2887 and at MLDSafety@hotmail. com.

his bulletin is to remind people of the hot months of summer and the problems of overfilling LPG cylinders. This bulletin is not meant to provide all the details of proper filling and storage of LPG cylinders. See Filling and Storage later in this topic.

HOT SUMMER DAYS The extreme heat of the summer months will cause overfilled cylinders to begin venting product and this venting product can be liquid which expands 270 times the volume when going from a liquid to a gas. Provide an ignition source and you have the equation for big trouble.

KEY MISTAKES A very common mistake that I find is an employee putting a cylinder on the scale and then sliding the weight on the beam or adding weight to the electronic scale to add the weight of the product to the weight indicated on the scale. This doesn’t take into consideration any residual in the cylinder. If product or any foreign substance is inside the cylinder, the result is an overfilled cylinder. You should be taking every opportunity to check the weight of the cylinder prior to filling. There are times that residual product will still be in the cylinder, but many times the cylinder is empty, and this lets you check the tare weight. Another common mistake I find is the employee not taking into consideration the weight of the filling valve and hose assembly. This 22 • Third Quarter 2023

results in under filling the cylinder. Not a safety issue but certainly a weights and measures issue and a customer satisfaction issue.

FILLING AND STORAGE There are many sources of information available on the proper procedures for filling and storage of LPG cylinders. Some of these sources are: • NFPA 58, Liquefied Petroleum Gas Code; www.nfpa.org • National Propane Gas Association; www. npga.org • Your supplier Some other storage issues to consider are: Empties upside down on trucks and docks: The regulations require that the safety relief valve must be in contact with the gas vapor and not the liquid. Placing forklift style cylinders upside down on the truck or dock to denote they are “empties” is violating the regulations. If the safety would start to vent, you could release liquid which expands about 270 times from liquid to gas. Cylinders in racks at customers (not pin indexed): You should consider training your drivers and customers to place full or “empty” forklift cylinders into a storage rack with the safety relief valve pointed up. The index pins take care of this orientation while on the forklift, but many storage racks do not have the pins. Too many together in one place: You should consider not storing too many flammable gas cylinders in one place or large groups. If you ever have a problem, you will have a very big problem fast. Smaller groups and spread out between the groups will let you deal with smaller problems should you ever have a leaking / venting cylinders or a fire.

GAWDA CONSULTANTS

SAFETY ALERT

pensing Propane Safely,” available from the Propane Education & Research Council, which includes a test that along with an employer certification will satisfy the DOT requirements. It is available as a download. https://propane.com/resource-catalog/ resources/new-dispensingpropane-safely-usb/

FINAL THOUGHTS

TRAINING OSHA requires employees to be trained in the jobs they perform. DOT requires employees filling cylinders to be trained, tested and certified every three years. This falls under the “Function Specific” training requirements in 172.704. There is an excellent LPG filling training program, “Dis-

One of the most important items is the correct filling limit. Tare Weight + Product Weight + Filling Assembly = Full Cylinder Scale Weight. Check the full cylinder weight prior to removing the filled cylinder from the scale. Another important item is proper storage. Keep the required distances in mind and think about your cylinder storage. Think about the worst scenario and ask yourself if the way you are storing your cylinders would be a problem if you had a fire situation. Finally, are your employees properly trained on cylinder inspection, cylinder selection, filling procedures, proper marking and labeling, handling and storage, and what they should do in emergency situations?

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Third Quarter 2023 • 23

CGA FOR GAWDA U P D AT E

Methods for Pressure Testing Compressed Gas Cylinders and Tubes BY PAUL PFLIEGER, DIRECTOR OF MARKETING AND COMMUNICATIONS, COMPRESSED GAS ASSOCIATION

Paul Pflieger is the Director of Marketing and Communications for the Compressed Gas Association (CGA), a nonprofit trade association representing the industrial, medical, and food gas industries.

GA C-1, Methods for Pressure Testing Compressed Gas Cylinders, is the most accessed publication in the growing library of 380+ publications the Compressed Gas Association (CGA) offers. It is also the most accessed publication by members of the GAWDA Distributor Safety Program, which offers complimentary access to CGA's complete electronic library. C-1 provides an in-depth review of operating and equipment requirements to properly perform pressure testing of compressed gas cylinders. Tests reviewed in this safety standard include the water jacket method, direct expansion method, and proof pressure method. The C-1 safety standard, now in its 12th edition, is published by the Compressed Gas Association (CGA), referenced by the Canadian Standards Association and National Fire Protection Association, and is incorporated by reference by the United States Department of Transportation and Transport Canada.

OVERVIEW Pressure testing is an essential part of the activities of the industrial gases industry to demonstrate the integrity of cylinders. Pressure testing of compressed gas cylinders is required for many newly manufactured cylinders and also offers an accepted test method for the requalification of cylinders. The referenced edition of CGA C-1, as specified by the U.S. Department of Transportation 24 • Third Quarter 2023

(DOT) in Title 49 of the U.S. Code of Federal Regulations (49 CFR), in Canada by Transport Canada (TC) in CSA B339, Cylinders, spheres, and tubes for the transportation of dangerous goods, and CSA B341, UN pressure receptacles and multiple-element gas containers for the transport of dangerous goods as referenced by the Transportation of Dangerous Goods Regulations, or the authority having jurisdiction, shall be available at each facility conducting pressure testing/requalification.

WATER JACKET METHOD The most common approach used for testing high pressure cylinders in the compressed gas industry in the U.S. and Canada, the water jacket method provides an acceptable hydrostatic test method when volumetric expansion determinations are required. This method consists of enclosing a cylinder filled with liquid into a test jacket filled with water. Internal pressure is then applied to the cylinder, causing the cylinder to expand. The total and permanent volumetric expansions of the cylinder are determined by measuring the amount of water displaced by the expansion of the cylinder when under pressure and after the pressure is released. The elastic expansion is calculated by subtracting the permanent expansion from the total expansion. In accordance with DOT regulations, the water jacket method is the only hydrostatic testing method that qualifies a cylinder for filling to 10% in excess of the marked service pressure. Information on how to determine whether a

CGA FOR GAWDA

U P D AT E

cylinder qualifies to be filled to a pressure 10% in excess of its stamped service pressure can be found in 49 CFR or CSA B339, as appropriate.

of the direct expansion method to qualify a cylinder for filling to 10% in excess of the marked service pressure.

DIRECT EXPANSION METHOD

The proof pressure method is permitted when regulations do not require the determination of total and permanent expansion. This approach consists of pressurizing a cylinder to test pressure and examining it under pressure for leaks, bulges, and any visible defects. The pump from either a water jacket test apparatus or a direct expansion test apparatus may be used to perform the proof pressure test. Additionally, sections of 49 CFR and CSA B339 permit certain cylinders to be requalified by this method when the cylinder is used in noncorrosive service.

When volumetric expansion determinations are required, the direct expansion method is an acceptable hydrostatic test method. However, its use has practical limitations. This method of testing cylinders determines the total and permanent expansion of a cylinder by measuring the amount of liquid required to be forced into a cylinder in order to reach test pressure, then measuring the amount of liquid expelled from the cylinder when the pressure is released. The difference in these two values represents the permanent expansion of the cylinder. The total expansion of the cylinder is then calculated by subtracting the compressibility of the total volume of liquid under pressure from the measured amount of liquid forced into the cylinder to achieve test pressure. Although, like the water jacket method, this procedure measures elastic expansion, DOT regulations do not permit the use

PROOF PRESSURE METHOD

WHERE TO FIND ADDITIONAL DETAILS The full Table of Contents can be downloaded for free from the CGA C-1 publication details page on the CGA portal.

Third Quarter 2023 • 25

BEST

PRACTICES Energy Can Kill Understanding lock out/tag out procedures and equipment. BY PAUL BERNIER, ASP

L Paul Bernier, ASP, is the Safety Products Manager at General Air Service & Supply. He has worked in the welding and gas industry since 1996. Also, 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

26 • Third Quarter 2023

ock out/tag out (LOTO) is a required procedure in the workplace designed to keep employees safe while inspecting or repairing machinery by preventing accidental activation of the machinery. Not only is LOTO good practice, but it’s also the law (29 CFR 1910.147) OSHA. Injury records show that about 50,000 workers are injured annually in unintentional equipment startup accidents, with 120 of them fatalities. In fact, industrial machinery installation, repair, and maintenance jobs are some of the most dangerous occupations. LOTO is one of the most violated OSHA standards, and the most expensive violation as well.

WHAT’S THE SOLUTION? A Proper Lockout/Tagout Procedure and the Use of Proper Devices and Tags LOTO is when a machine or piece of equipment is powered off and isolated before maintenance, repairs, and inspections are performed. An authorized employee will place a lock with a tag on the isolation device of a machine or piece of equipment which prevents someone from turning the power on. The locks and tags can only be removed by that worker once the maintenance, repairs, or inspections are completed. Employers are required to have a LOTO procedure in place. This procedure must be in writ-

ing, and all affected employees must be trained properly. There are 8 steps in this procedure: 1) Notify affected employees - Employees need to know this procedure is going to happen. 2) Identify procedures and hazards - It is important to know what type of energy is being isolated (electrical, hydraulic, thermal, pneumatic, chemical, gravitational, mechanical, steam), the hazards involved, and method to control it. 3) Shut down - Turning off the equipment and preparing for isolation. 4) Isolation - Physically deactivating energy from equipment such as a circuit breaker, a line valve, or a block. On/off buttons are not isolating devices. 5) Apply LOTO devices - Devices such as breaker locks, ball valve lockouts, and locks safely prevent anyone from accidentally re-energizing the equipment. 6) Check - Double checking to make sure energy is de-activated before any work starts. 7) Verify - Ensure that the equipment is totally de-energized and safely locked. 8) Bring back online - Once all work is completed, all tools and workers must be cleared, locks and other lockout equipment removed, and machines re-energized properly.

BEST

PRACTICES

LOTO EQUIPMENT LOTO equipment is made up of lockout devices and tags. The devices fit over equipment to prevent activation and tags are used to inform about the who, what, why, and when it will be removed. There are many different types of lockouts, here are the primary ones: 1) Mechanical Lockouts • Valve wheel locks - these cover wheel valves and prevent them from being turned on. • Ball Valve lockouts - This will cover the handle of a ball valve and lock it so it can’t be opened. • Cable lockouts - a cable is run through a device and locked to prevent it from turning on. 2) Circuit Breaker Lockouts These devices fit over circuit breakers and make it impossible to turn the breaker on. There are many different lock configurations that are available, as well as complete kits and stations. Many employers will have a station available for use mounted right on the wall in a common area. LOTO equipment is necessary, and our customers will buy it because they need it. There are many variations and locks can even be personalized with an employee’s picture on the lock itself or engraved with a name. As a safety supplier, we keep some of the basic kits in stock and provide them to our customers as part of our safety offerings. Third Quarter 2023 • 27

A S K YO U R

GAWDA BOARD

Ask Your Board

he purpose of Ask Your Board is to ask common business questions that all GAWDA members might be dealing with and to see how GAWDA’s Board of Directors are dealing with these issues within their own companies. To submit a question for GAWDA’s Board Members to consider, please email steveg@ gawdamedia.com

THE QUESTION Many companies are dealing with high-level managers and employees, often with decades of experience, retiring en masse. How does your company prepare so that all of that expertise and experience doesn’t leave the company with them? How do you avoid “brain drain?”

28 • Third Quarter 2023

2023 GAWDA PRESIDENT

ROBERT ANDERS

Holston Gases The most effective preparation is a strong bench that includes people that can fill a position for a short period of time if the departure is unplanned and those that you can mentor and prepare for a long tenure in that key role. When any of our top-level sales and management team get into their fifties, we begin the conversation about what their retirement window looks like. How long do they want to work? Do they want to stop completely or cut back to part time? We don’t put people in a “one size fits all” situation, but we also realize that it has to work for both the company and the employee. If you start the process early enough, you will have plenty of time to get that next generation up to speed and ready to fill those key spots.

2023 GAWDA PRESIDENT ELECT

GARY HALTER

Indiana Oxygen At Indiana Oxygen, we are experiencing the retirement of multiple long-time employees, causing the brain drain that you are referring to. We are doing our best to stay ahead of it by having honest conversations with those who may be considering retirement. We ask them about their retirement plans, career goals and personal goals to make the transition easy for them and hopefully easier for us. At Indiana Oxygen, we work very hard to promote from within the organization, so we are not only having conversations with those close to retirement age, but we consistently talk with employees who have a long runway to identify their strengths and to understand other roles they are interested in within our company.

A S K YO U R

GAWDA BOARD 2023 FIRST VICE PRESIDENT

ERIC WOOD

O.E. Meyer Company

With that said, we do our best to identify training programs both inside and outside of the company to help prepare our people for the roles they are most interested in and qualified for. It is not easy to replace an employee who has 20-plus years of experience. We have found that “over the top” communication is the best way to fill these positions and, when possible, have several months of overlap to prepare our people for the new roles.

Along with the loss of expertise and experience when employees retire, we are losing the contributions these long-term employees have made in creating and maintaining our family-like culture. It is this culture that we feel is critical to our success and employee retention. As we say goodbye to our seasoned employees, we give focus to bringing in new energetic people who we can integrate into our teams successfully. We then capitalize on our resources and rely heavily on our vendors and our expe-

rienced employees to prepare the new team members. In most cases, we are prepared for retirements and focus on technically preparing their replacements. 2023 SECOND VICE PRESIDENT

ALLISON EARLBECK Earlbeck Gases & Technologies One way to prepare for senior management or those in technical roles retiring and new employees entering the field is to create a succession plan which allows for someone new to train under the person retiring for a minimum of six months. During this time period, it's important to document as much as possible. This

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A S K YO U R

GAWDA BOARD

does not need to be just written SOP's, we have found tremendous benefit to recording training sessions either via a screen share app like Loom or just a video on a cell phone while someone talks through a technical process or explains how they would approach an issue. This enables you to spread the information beyond just those who were present and can be a resource even years down the line. Additionally, it is important to ensure that there are adequate training and learning opportunities available for new employees so they can get up-to-date on relevant industry knowledge and best practices. Of course, GAWDA provides a wealth of resources for those who are learning our industry, so be sure to send your up-and-comers to both in-person and online training resources to maximize your membership.

FIRST PAST PRESIDENT

BOB EWING

Red Ball Oxygen Company Basic succession planning is the key. For each critical position, who is the next one up? These positions are not “plug and play,” so you have to play the long game and be intentional about it. Identify talent early and start developing it long before the position opens up. It takes time and energy to mentor, train, and find challenging assignments for the young people in our business, but there aren’t 30 • Third Quarter 2023

any short cuts. Overall, we’ve been very encouraged by the commitment and capability of the leaders in our business that are stepping up now. The future is bright!

SECOND PAST PRESIDENT

ABYDEE BUTLER MOORE Butler Gas Products

The Butler Gas model is to pair rising high potentials with tenured high performers. We address job function succession throughout the company just like we do ownership succession. This works better in some places and in some pairings than others, but the concept is universal. Stars must align in both a willing competent teacher and a willing competent student. When reciprocal mentoring is embraced (each leaning on the other for their strengths, covering to minimize their weaknesses), healthy succession flourishes.

GAWDA VICE PRESIDENT

RAFAEL ARVELO

Equigas, Inc. This is actually a very sensitive issue in our industry, especially on the operational and technical side. We do see a lot of technicians retiring nationwide

at a higher rate than new staff getting trained to replace the older generation. However, we are also seeing more companies outsourcing services for new installations, maintenance, and repairs. This has been a great opportunity for new entrepreneurs in creating their own small businesses offering these types of services. At EQUIGAS, we understand our workforce demographic and we do not have these types of concerns yet, since we create intergenerational work teams. We keep hiring the best people with 30 and 40+ years of experience, to work together with the younger generation, getting the best from both worlds, great experience working with the newer technologies and new ways of marketing.

GAWDA VICE PRESIDENT

BRAD DUNN

CK Supply This is absolutely a challenge for our company. In fact, last December we had three employees that had 50, 34 and 25 years of experience all retire in the same month! The benefit of a retirement is you generally have an idea of a future date, which can provide time to identify a successor to the role and work to train, document processes, and communicate with those impacted before their exit. However, in our case, there is simply no way that our departments will look, feel or function the same way after 109 years of experience walks out

A S K YO U R

GAWDA BOARD our door. After celebrating and honoring a great career, it is important to accept that change is inevitable. Yes, it will not be the same now that “X” is gone but take note that a new career has also just started. The person coming into that role trying to “fill the shoes” needs to be fully supported to make it their own and, no doubt, they will have a fresh set of eyes and should be hungry to make a difference…bring it on!

GAWDA VICE PRESIDENT

JOHN HILL Willard C. Starcher, Inc.

Avoiding “brain drain” can be a very difficult situation for any distributor, regardless of if it is a scheduled retirement, illness, or a new employer for the worker. Small and medium size distributors do not have the available labor force or resources to cross-train and mentor someone else into a skilled position. Our best results have occurred when we can enroll younger or less experienced employees into training courses offered online or in person. Frequent visits to our location by the GAWDA Consultants have yielded the greatest training dividends. Our employees get exposed to a tremendous amount of information in a very short time and learn how easy it is to contact the consultant if they need assistance. An advantage to the smaller distributor is that their employees are constantly exposed to the many different facets of their operation: not just sales, not just safety, not just accounting, not just cylinder pumping. We work together and talk to each other, not just email. Someone is still going to answer the phone, fill cylinders and orders, and make deliveries.

GAWDA VICE PRESIDENT

COLLEEN KOHLER

Noble Gas Solutions Our solution to the issue of "brain drain" is collaboration. We firmly believe in working together as a team to help our employees grow. This includes encouraging team meetings, sales team ride-along sessions, and providing continual feedback and recognition of expertise. Our goal is to create a healthy and enjoyable work culture, and to retain our experienced employees by minimizing the risks of them leaving. We prioritize internal promotion and utilize Salesforce as our CRM. We encourage, promote, and reward employees who input as much data as possible into the system to avoid losing knowledge on accounts.

GAWDA VICE PRESIDENT

WILL ROBERTS

Roberts Oxygen R o b e r t s Oxygen tackles this issue via documentation, training, and getting employees experience in roles they may want to have in the future. A big part of institutionalizing knowledge is documenting your processes and making sure all employees are performing tasks the same way. From the documentation, you can build training so new hires are learning from the same, authoritative source. Over the past few years, we've focused on developing structured training plans for the positions we hire the most.

GAWDA TV interviewed Roberts Oxygen's Training Manager Robin Jussila for the August 15th episode of GAWDA TV. For areas where we still need to develop training, we make sure future internal candidates for a position are getting experience. This cross-training also helps with coverage when the primary employee is sick or on vacation.

GAWDA VICE PRESIDENT

SCOTT RUMMANS Linde, Inc.

Like most companies, our organization has experienced its fair share of retirements over the last few years. Linde goes through a detailed succession planning process each year to prepare for leadership transitions that result from those employees’ well-earned retirement decisions. The company further uses career path planning to make sure that leaders are continuously developing and being challenged in current and future roles to help “round out” skill sets in key areas such as people management, financial understanding, and subject matter expertise so that they are ready when higher level managers depart. Lastly, our packaged gas division specifically (Linde Gas & Equipment) has been fortunate that many leaders who choose to retire come back in a part-time capacity to mentor their successors for short periods which further positions the organization for success.

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Committee Corner

s part of its continued push to help GAWDA members get the most out of their membership dues in the association and stay on the front lines of emerging industry trends and hot-button issues, GAWDA has several volunteer committees devoted to specific areas of the industry. The volunteer committees include Government Affairs, Human Resources, Industry Partnering, Insurance Trustees, Leadership Development, Member Services, Safety, Women of Gases and Welding, and Young Professionals.

This feature in Welding & Gases Today will update readers on the latest news and events from each committee. We thank all the committee chairs for their help and input as well as their service to the association and its members. If you are interested in enhancing your GAWDA experience and joining a committee, visit gawda.org/about/committees to fill out a GAWDA volunteer form today.

GOVERNMENT AFFAIRS COMMITTEE

Co-Chair Chuck Beal, American Welding & Gas

Co-Chair Rick Schweitzer, GAWDA Legal Counsel

The GAWDA Government Affairs Committee will meet in-person with the Safety Committee during the GAWDA Annual Convention in Maui, Hawaii. The Government Affairs Committee continues to work on its primary priorities. • On May 23, 2022, the Food and Drug Administration proposed new regulations on medical gases, focusing on labeling, current Good Manufacturing Practice (cGMP), certification and post market safety. CGA and GAWDA worked together to provide a draft set of regulations to the agency in 2018 and many of those recommendations were 32 • Third Quarter 2023

included in the proposed rule. CGA and GAWDA also provided comments on the proposed rule. • The Occupational Safety and Health Administration is working on a final rule to protect workers from indoor and outdoor heat injuries and illnesses. But there is a legal question as to whether the agency has authority under the general duty clause in the OSH Act to impose such a requirement. • The U.S. Court of Appeals of the District of Columbia Circuit has struck down the Environmental Protection Agency’s 2021 ban on the use of non-refillable refrigerant cylinders, commonly used in the HVAC industry. The threejudge panel of the court held that EPA lacked sufficient statutory authority and ordered that the ban be vacated. EPA is considering a request for rehearing. • PHMSA has issued an Advance Notice of Proposed Rulemaking on 46 different topics to “modernize” the Hazardous Materials Regulations. Public comments on the notice are due October 3, 2023. The comments to the ANPRM might be used to develop a number of proposed rulemakings. Topics of interest include emergency response

COMMITTEE CORNER

information, renewal of special permits and approvals, process for incorporating industry standards into the HMR, and reflectivity performance standards for wrapped or painted MC–331 cargo tanks. • The EPA has issued a final rule further limiting heavy duty engine emissions beginning with the 2027 model year and proposed a rule for Phase 3 of limitations on greenhouse gases from heavy duty vehicles starting in 2027. These new requirements will add substantially to the cost of a diesel engine. A Congressional resolution of disapproval was vetoed by President Biden. • The Federal Motor Carrier Safety Administration is implementing a pilot program to allow 18–20-yearold drivers to operate a commercial motor vehicle in interstate commerce after an apprenticeship program; applications to participate in the program are now being accepted. But the pilot does include drivers of placarded hazmat loads. To date only 15 motor carriers are participating—requirements to enroll in the Department of Labor apprenticeship program and to use inward-facing cameras in the vehicles are seen as discouraging participation. • GAWDA submitted comments to the Federal Trade Commission on its proposed rule to ban employers’ use of non-compete agreements once a worker leaves the company. The proposal would not prohibit barring the worker from soliciting the employer’s customers or other employees and would not apply to workers who had more than a 25% ownership interest in a purchased company. GAWDA asked the FTC to provide an exception for highly skilled or highly compensated individuals. • The Pipeline and Hazardous Materials Safety Administration has

published a Request for Information (RFI) on the potential use of electronic communication as an alternative to current physical documentation. The RFI is seeking input as to the benefits and problems with permitting hazardous materials documentation to be provided/ transmitted electronically instead of in a physical form. The RFI is very broad and the agency is considering all forms of documentation required by the HMR including: ` Shipping papers (Part 172, subpart C) ` Emergency Response information (Part 172, subpart G) ` Train Consists (§ 174.26) ` Notifications to Pilot in Command (§ 175.33) ` Dangerous cargo manifests (§ 176.30) ` Shipping papers in motor vehicles (§ 177.817) ` Additional documentation such as special permits, approvals, and registrations Current GAWDA Government Affairs Priorities: 1. Work with CGA to develop reasonable FDA regulations for medical gases. 2. Preserve the DOT’s preemption of state law meal and rest break requirements for drivers of vehicles carrying placarded amounts of hazardous materials. 3. Support implementation of a pilot program to allow 18–20-year-old individuals to drive commercial motor vehicles in interstate commerce after completing a strict training and apprenticeship program. 4. Support a DOT rulemaking to allow use of electronic shipping papers for hazardous materials transportation by highway mode.

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COMMITTEE CORNER

5. Work with NAW and other business groups to prevent adop-

tion of a strict independent contractor standard for workers either by legislation or rulemaking. 6. Continue to provide current information to member companies on changes in federal and state laws and court decisions, including protection of workers from COVID-19, use of marijuana in the workplace, and COVID vaccine requirements. 7. Current GAWDA Government Affairs Priorities: 8. Work with CGA to develop reasonable FDA regulations for medical gases. 9. Preserve the DOT’s preemption of state law meal and rest break requirements for drivers of vehicles carrying placarded amounts of hazardous materials. 10. Support implementation of a pilot program to allow 18–20-year-old individuals to drive commercial motor vehicles in interstate commerce after completing a strict training and apprenticeship program. 11. Support a DOT rulemaking to allow use of electronic shipping papers for hazardous materials transportation by highway mode. 12. Work with NAW and other business groups to prevent adoption of a strict independent contractor standard for workers either by legislation or rulemaking. 13. Continue to provide current information to member companies on changes in federal and state laws and court decisions, including protection of workers from COVID-19, use of marijuana in the workplace, and COVID vaccine requirements.

• Nominations were considerably up this year from previous years, and the AWS did not need to extend the nomination deadline. Nominations will be considered and awards ready to be announced at the GAWDA Annual Convention. • To Promote and Encourage Distributor Participation in the SMC and Annual Convention Contact Booth Program • Completed a list of “Best Practices for Attending a Trade Show” • Created a “Do’s and Don’ts while attending the Contact Booth Program” video series at the SMC that will debut shortly before the Annual Convention • The IPC is “considering” a “best in show” award for Suppliers exhibiting at Contact Booth program. IPC is developing transparent criteria to judge supplier’s booth program. (examples will be presentation, engagement, functionality, etc.). Criteria being developed in July period to be shared with Suppliers in July. Winner(s) to be announced at conclusion of annual meeting. • Continue to support and sponsor “Networking 360” program at the 2023 Annual Meeting

INSURANCE TRUSTEES COMMITTEE

INDUSTRY PARTNERING COMMITTEE

Co-Chair Justin Johnson, Keen Compressed Gas

Co-Chair Terry Scanlan, Messer

The Industry Partnering Committee continues to work on its three primary objectives: • To promote the AWS/WEMCO Excellence in Welding Award – Distributor Category • The IPC continues to work closely with the new President of AWS, Dennis Eck 34 • Third Quarter 2023

Chair Dan Kipka, Oxygen Service Company GAWDA recently announced the launch of its new ancillary benefits program. This comprehensive program offers a range of valuable benefits aimed at improving the well-being of GAWDA members and their employees. By partnering with The Horton Group, GAWDA has designed a suite of insurance coverage options that encompasses: • Dental • Vision • Life and Voluntary Life • Short-Term and Long-Term Disability We recognize the importance of providing a comprehensive benefits program under one roof. Therefore, GAWDA Members also have the option to partner with The Horton Group for assistance with their medical insurance, allowing you to con-

COMMITTEE CORNER

solidate your entire benefits program for greater convenience and efficiency. IMPORTANT NOTE TO EXISTING GAWDA INSURANCE PROGRAM PARTICIPANTS If you have not yet confirmed your Company’s information with The Horton Group, please contact Maddy Bassetto at maddy. bassetto@thehortongroup.com Expanding Coverage Options: One of the key advantages of the Ancillary Benefits Program is its flexibility and customization. The program allows companies to choose from existing plan designs or tailor coverage to align with their specific requirements. Whether it’s enhancing dental care, improving vision coverage, or safeguarding employees’ financial future through life and disability insurance, GAWDA’s Ancillary Benefits Program offers a range of options to suit diverse organizational needs. Financial Benefits: In addition to the expanded coverage options, GAWDA members can enjoy significant financial advantages through the new program. Due to the group purchasing power of GAWDA, all lines of coverage receive a 10% reduction in rates (on what you are paying now), ensuring cost savings for both employers and employees. These reduced rates deliver a compelling package of benefits to member organizations. Furthermore, GAWDA’s Ancillary Benefits Program offers rate guarantees, assuring stability and predictability in insurance costs for the duration of the coverage. Streamlined Benefits Administration: GAWDA recognizes the importance of efficient benefits administration for its members. To facilitate seamless management of the GAWDA Ancillary Benefits Program, The Horton Group has partnered with Employee Navigator to offer free Benefits Administration Technology. This technology streamlines the enrollment, communication, and management processes, empowering GAWDA members to efficiently administer the program and enhance the employee experience. How to Participate: GAWDA members who wish to take advantage of this exceptional opportunity, or desire more information about the Ancillary Benefits Program, can reach out to The Horton Group‘s dedicated gases and welding team. They are ready to assist you with the enrollment process, answer any questions

you may have, and guide you through the available options. You may also reach out directly to Liz Letke, SVP, The Horton Group, Elizabeth.Letke@thehortongroup.com for information and assistance.

MEMBER SERVICES COMMITTEE

Co-Chair Rick Young, Cryostar Distribution North America

Co-Chair Ben Black, Butler Gas Products

The MSC continues to place a heavy emphasis on growing its recently instituted subcommittees. The committee’s major activities include: • Engagement Subcommittee – Chaired by John Tapley ` Six-episode series to be aired on GAWDA TV episodes hosted by Colleen Kohler highlighting new members and first time-attendees on their experiences within GAWDA. Six segments filmed during the SMC in Philadelphia. The first two to air were with Arthur Anderson from AH Anderson Consulting and Makayla Duke from Red Ball Oxygen ` Continuing efforts to develop a program to assign new GAWDA members with one supplier and one distributor to help navigate through GAWDA benefits and membership perks ` Continuing efforts in developing a content calendar using GAWDA’s LinkedIn page ` Developing a webinar platform targeting smaller distributors who struggle to attend SMC, annual meeting or regional meetings to provide specific topics of interest…helping to engage members • Lead Generation Subcommittee - Chaired by Matt Cavalier ` Charter - provide qualified referrals/leads to GAWDA HQ. ` Four MSC members are confirmed on subcommittee ` Focus is non-GAWDA companies who are part of other buying groups Third Quarter 2023 • 35

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` Process/Plan has been created. Will focus on identi-

fying non GAWDA members, create talking points for discussion, qualifying prospects and sending leads to Andrea • Program Benefits Subcommittee – Chaired by Emily Harrel ` Charter – Brainstorm and create programs that benefit GAWDA members ` Subcommittee is in process of confirming MSC members to support efforts ` Developing ideas/projects ` Plan will be for ideas/projects to be developed by subcommittee and presented to MSC for review. If approved, the subcommittee will present to GAWDA board for consideration and approval prior to any action taken General • Other 2023 initiatives still developing ` Create GAWDA success stories …. GAWDA wins! ` Develop video/publications to help create interest/ leads

SAFETY COMMITTEE

Co-Chair Jim Herring, Co-Chair Bill Woods, SafTCart American Welding & Gas The Safety Committee continues to meet monthly on the second Tuesday of the month to update the work completed by our four subcommittees. The calls are held via the Go To Meeting format for 30 minutes or less and all subcommittee chairs give a report for their respective subcommittee. We generally complete a task in three to four months—sometimes sooner. Since the SMC, the committee has been working on two sample practices and two pictograms due to requests from the GAWDA membership. Once the committee reaches a consensus on the items presented, we format and send to Andrea Levy for publication on the GAWDA website under members only documents. 36 • Third Quarter 2023

WOMEN OF GASES AND WELDING COMMITTEE

Co-Chair Judy Miller, WESCO Gas & Welding Supply

Co-Chair Sue Reiter, Air Products & Chemicals

The Women of Gases and Welding Committee (WGW) collected applications for its WGW Educational Grant Program. The deadline for applications was August 1. The WGW Educational Grant provides financial support to two GAWDA female members to attend the University of Innovative Distribution (UID) in 2024. The UID is a great opportunity for members of GAWDA to learn from industry experts. The courses at UID are grouped into education tracks based on themes such as management, operations, marketing, distribution, sales, and more. Now that the applications have been collected, the WGW will begin its review of the applications and select the winners. This year’s Grant Recipients will be announced at the GAWDA Annual Convention in Maui, HI. In addition to the WGW Grant, the committee has also been hard at work planning and promoting its Summer Virtual Roundtable. One of WGW’s key initiatives is to provide more opportunities for women within the GAWDA membership to establish relationships that support personal and professional development. The summer virtual roundtable is free and open to any female professional who works for a GAWDA company. The one-hour long virtual online chat will be held on Wednesday, August 23rd, at 12:00 p.m. EST. To register, visit GAWDA.org. Finally, the WGW will meet in person during the Annual Convention on Friday, October 1, from 2:00-3:00 p.m. The committee has also partnered with the Young Professionals Committee to host an amazing networking event on Sunday, October 3rd. This amazing three-hour boat excursion, for adults 21 and over, on the Calypso, a 65-foot powered catamaran, gives attendees time to enjoy a delicious meal and some cold beverages, explore the incredible craft, listen to great island-style music, network with colleagues and friends and watch the beautiful island scenery. The event also has added a fun snorkeling and swimming option for those who want to enjoy the wonders of the sea firsthand at no additional fee. The

COMMITTEE CORNER

Networking & Event Planning Subcommittee Recap • The SMC event mentioned above was a huge success that involved a Lunch-And-Learn as well as a Scavenger Hunt that led participants through all GAWDA Events up to the YP Afterparty at the hotel. The committee has noticed that the turnout is much higher when we offer a learning & social aspect to the event. This will be the format that is followed going forward. • The committee held the first of its kind YP sponsorship event at the GAWDA Seven Springs Regional to promote YP involvement and brand recognition. • Successfully planned a joint event for the Hawaii Annual Convention with the Women of Gases & Welding. Shoutout to Sue, Linda, and all other WGW members for the hard work on this! • Planning educational speaker for YP’s during the Hawaii Annual.

Calypso has a glass bottom viewing area below the lower deck that is open when the vessel is stopped so you can view the ocean views from above.

YOUNG PROFESSIONALS COMMITTEE

Co-Chair Andy Riordan, American Welding & Gas

Co-Chair Cody Patrick, Nikkiso

The Lunch-And-Learn/Scavenger Hunt event at the SMC was a great success that allowed lots of networking and forced interactions amongst members. Both subcommittees (Networking & Event Planning; Outreach, Education & Development) have been aiming to meet monthly unless there is a groupwide YP meeting scheduled for the month. Central communication is held and shared through the GAWDA YP Microsoft TEAMS folder that all members have access to with cleaned up rosters, meeting notes, and relevant content for each respective subcommittee.

Outreach, Educational & Development Subcommittee Recap • Outreach ` Contacting new/current members of GAWDA to gain access to their YP members and drive engagements. ` ~7 new members gained in the month of June. ` Review and contact new attendees from in-person events to increase membership. ` Created scripts/targets and how to approach these members. • GAWDA YP LinkedIn Showcase Page ` Up to 231 followers! ` The Social Media focus group has been meeting weekly to create content and leverage other relevant content to drive engagement. ` Plan to promote CGA’s Young Professional Training Webinar Series for the month of August. • Discussed mentor/mentee program recommended by Robert Anders and are currently exploring options on how to implement. ` Preliminary discussions have gravitated to a peer-topeer mentorship program as it has been difficult to gauge the interest and commitment of later generations. ` The formatting of this program is still being decided upon, but as of now weekly, bi-weekly, or monthly virtual meetings are being considered.

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2023 RECAP

2023 SMC Attendance

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BY THE NUMBERS

728 attendees a new SMC record for overall attendance this decade

• 381 supplier attendees • 246 distributor attendees • 136 Exhibitors at the Contact Booth Program

365 Intentional Leadership GAWDA 2023 Spring Management Conference Sets New Record

AWDA kicked off its 2023 event schedule in record-setting fashion as 728 GAWDA members gathered in Philadelphia for this year's Spring Management Conference. This year’s SMC was a whirlwind of learning, networking and fun. Each detail was meticulously planned, in keeping with this year's SMC theme of "365 Intentional Leadership." The common thread through all the presentations is taking action with a purposeful goal in mind and that really shined through in the takeaways that GAWDA members were able to take back to their companies. Thank you to all the GAWDA members who made the concerted effort to take time away from their busy schedules and companies to be with us in Philadelphia. We can't wait to do it again later this year in Maui!

GAWDA COMMITTEES STRATEGIZE AHEAD OF THE WELCOME RECEPTION Prior to the official kickoff of the 2023 SMC, GAWDA's Board of Directors and Volunteer Committees all met. The Board continues to work relentlessly on behalf of GAWDA members to ensure that you receive the maximum benefit and value for your GAWDA membership. And GAWDA's Committees are made up of 100% volunteers who work in all different areas of the industry and on different aspects of GAWDA's membership. On Saturday, GAWDA's Government Affairs, Safety, Industry Partnering, Insurance Trustees, Member Services, Young Professionals, and Women of Gases and Welding Committees all met to discuss their agenda and goals for the rest of this year and for 2024. Third Quarter 2023 • 39

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In addition to the committee meetings, the Young Professionals Committee held a "Learn & Lunch" event featuring a presentation from Robert Anders about his leadership philosophies. Following the presentation, the more than 90 attendees broke into teams for a Scavenger Hunt and challenge taking participants throughout Philadelphia. The evening concluded with an after-party at Liberty Lanes in the hotel featuring drinks, bowling and networking. Also on Saturday afternoon, following the Women of Gases and Welding Committee Meeting, the committee held a meet and greet reception. This event has become a staple at GAWDA national meetings. It was an opportunity for the more than 70 women in attendance to mix and mingle and network before heading over to the Welcome Reception. Thank you to all who attended.

SMC OFFICIALLY KICKS OFF WITH NEWCOMERS RECEPTION AND PRESIDENT’S WELCOME RECEPTION Following all the Board and Committee Meetings that took place on Saturday, the 2023 GAWDA Spring Management Conference officially commenced with the Newcomers Reception at the National Constitution Center. More than 80 first-time GAWDA attendees came to the Constitution Center at 5:00 p.m. to mix and mingle ahead of the President's Welcome Reception. They were joined by long-time GAWDA members, past presidents, and committee members who welcomed them to the

association and helped acclimate them to the event. Then, GAWDA President Robert Anders and his wife, Missy, welcomed the more than 700 members in attendance to the Constitution Center. Taking up two levels of the main lobby and hall, GAWDA members were able to network, reminisce, eat, drink, and enjoy an interactive experience learning about the founding of our country and the history of one of the most important documents in world history. Third Quarter 2023 • 41

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RECAP JOHNNY "JOEY" JONES WOWS THE CROWD WITH OPENING MAINSTAGE PRESENTATION The Opening presentation of the 2023 SMC was given by former Marine and Fox News Contributor Johnny "Joey" Jones. Joey is a decorated marine who served two combat deployments in Iraq and Afghanistan as a Staff Sergeant and Explosive Ordnance Disposal Technician. In 2010, he suffered an IED-related accident that resulted in the loss of both of his legs above the knee and severe damage to his right forearm and both wrists. Though nobody would have blamed him for becoming bitter and angry, on the contrary, Jones considered himself lucky to have survived the incident and regain his ability to walk. His presentation consisted of life lessons learned from his dad in Dalton, Georgia, and then his time in the Marines. The presentation was incredibly inspirational and optimistic. Joey has dedicated his life and work towards improving the lives of all veterans and their families. And he uses his speaking engagements as an opportunity to ensure that people are taking advantage of the time and gifts they've been given. "Life is for the living and we have a responsibility to those who have died before us to live our lives to the fullest to honor their sacrifice," he concluded.

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EDUCATIONAL SESSIONS MAKE THEIR RETURN GAWDA members had the opportunity to attend two of six amazing educational sessions. From 9:00 - 9:50 a.m., GAWDA hosted three concurrent Educational Sessions: You Can't Put Gas in a Sack, the Journey of a 90% Gas Independent by Abydee Butler Moore; Relationship Selling, Not a New Thing by Randy Squibb; and Relevant Issues in Safety & Compliance, a roundtable by GAWDA's Consultants moderated by GAWDA Board Member Colleen Kohler.

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Then, following another brief break, GAWDA attendees had the opportunity to attend another of the three sessions that took place from 10:15-11:05 a.m. The three sessions in the second portion of the tracks were: Customer Stratification, Maximizing Your Bottom Line with Existing Customers by Todd Sondag; a succession planning roundtable moderated by Marie Ratermann featuring Jack Butler, Wally Brant and Bill Baxter; and Using Technology to Improve Safety Culture by Bill Woods.

SESSION 1

SESSION 2

SESSION 3

“You Can’t Put Gas in a Sack.” The Journey of a 90% Gas Independent”

Relationship Selling… Not a New Thing

Relevant Issues in Safety & Compliance with GAWDA Consultants

Presented by: Abydee Butler Moore, President and CEO, Butler Gas Products, Past President of GAWDA 2020/21 Breaking the mold of the classic 50/50 gases-to-hardgoods ratio, Butler Gas positions itself as a 90% gas manufacturer and distributor. This presentation offers a behind the scenes tour of lessons learned, what works and what does not work in taking the hill to a gas-heavier product mix.

Presented by: Randy Squibb, Past President of GAWDA 1994 Given all the technology available to us today there is one thing all the technology in the world cannot replace and that is, the relationship we have with both internal and external customers! As an owner of Welders Supply for many years, I truly believe the thing that sets us apart is the way we treat our associates and in turn how they treat our customers. Please join me for a down-to-earth conversation on what is Relationship Selling and the benefits to your organization.

Our esteemed GAWDA Consultants shared industry trends and answered your questions. Panelists: • Thomas Badstubner, FDA and Medical Gases Consultant • Marilyn Dempsey, DHS, EPA and OSHA Consultant • Michael Dodd, DOT Consultant Moderator: Colleen Kohler, Chief Executive Officer, Noble Gas Solutions

SESSION 4

SESSION 5

SESSION 6

"Customer Stratification – Maximizing Your Bottom Line with Your Existing Customers"

Succession Planning

Using Technology to Improve Safety Culture

Presented by: Todd Sondag, VP, Sales & Operations, Minneapolis Oxygen As distributors, we operate in a complex environment. There is a scientific way to examine the customer relationship in terms of the value customers provide their distributors. Distributors want to achieve increased revenues / profitability, decreased expenses, and have optimal allocation of assets. We can achieve many of these results by stratifying our customers. You will view your customer base differently and have a better strategic plan for how you manage pricing with customers. Do you know who your core customers are and what the cost to serve is? Let’s find out!

Panelists: • Bill Baxter, CEO, Holston Gases • Jack Butler, Chairman, Butler Gas Products, Past President of GAWDA 1993 • Wally Brant, CEO, Indiana Oxygen Company, Past President of GAWDA 2004 Moderator: Marie Ratermann, Director, Business Development, Ratermann Manufacturing Legends of the gas and welding industry discuss: The “how,” the ugly, and the beauty of succession planning.

Presented by: Bill Woods, Director, Safety, Quality and Regulatory Compliance, American Welding & Gas American Welding & Gases (AWG) shared their journey of implementing the latest safety and compliance technology. Technology impacts every aspect of business. AWG has been successful in using technology for effective decision making in improving safety results and maintaining a healthy safety culture. Come learn about technology considerations, implementation challenges, and lessons learned.

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COLENE ROGERS PRESENTS ON HOT-BUTTON ISSUE OF RECRUITMENT AND RETENTION Following the Educational Track Sessions, all attendees re-convened for one more main-stage presentation before lunch. Executive Coach and Talent Management Expert Colene Rogers took the stage to discuss one of the biggest hot-button issues facing not only GAWDA members but businesses across all industries: recruitment and retention. She discussed a widely-publicized and eye-opening Gallup Employee Engagement Survey on asking the right questions. Her presentation was stuffed with great insight and tips for not only recruiting new employees to your company but ensuring that they are positioned to succeed and stay with the company long-term. Colene's presentation comes at a watershed moment for GAWDA members as we all contend with finding and keeping our A performers.

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MORE THAN 600 ATTEND CONTACT BOOTH PROGRAM Sunday afternoon concluded with the can't-miss networking event of the year in gases and welding, the world-famous Contact Booth Program. More than 600 people attended this three-hour event from 1:30-4:30. It was an opportunity for distributors and suppliers to meet, network, and learn about the latest and greatest technology in the industry. New this year was GAWDA's Regional one-day pass for the SMC. Members within driving distance of Philadelphia had the opportunity to

visit for one-day only. This was a popular program that many members took advantage of. Also new this year, the Contact Booth Program ended with a one-hour Contact Booth Networking Reception right on the floor. This was an opportunity to continue discussions in a more informal setting with a drink in hand. It was a perfect end to the day. Third Quarter 2023 • 45

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SMC CONCLUDES WITH MONDAY GENERAL BUSINESS SESSION After an action-packed Sunday at the SMC, Monday concluded with two amazing keynote speakers as well as lots of news and information from GAWDA's Board of Directors. First, GAWDA First Vice President Eric Wood took the stage. There, he announced that this year's SMC was once again a record-setting event, with 728 attendees including 246 distributor members and 381 suppliers. Then, Eric announced the upcoming event schedule for the rest of 2023 through 2025. The dates include: • 2023 GAWDA Annual Convention Maui, HI (October 1-4, 2023) • 2024 Spring Management Conference San Antonio, TX (April 19-21, 2024) • 2024 GAWDA Annual Convention Phoenix, AZ (October 11-14, 2024) • 2025 Spring Management Conference Dallas, TX (May 4-6, 2025) • 2025 GAWDA Annual Convention Tampa, FL (October 7-10) 46 • Third Quarter 2023

ROBERT ANDERS SPEAKS WITH INTENTIONALITY After Eric spoke, GAWDA President Robert Anders took the stage to discuss the theme of his presidency, "Living Intentionally." Robert reflected on the pact he made with membership during the 2022 Annual Convention in San Diego and took stock of his life to see if "his video was following his audio." He discussed changes he made in his own life in his effort to live intentionally. He also presented a "mid-year" snapshot for GAWDA, which includes: • Holding more than 25 meetings and seminars (including in-person, webinars, and seminars.) • The introduction of the new GAWDA macroeconomic series • The launch of the GAWDA MBA Program, which 125 GAWDA members participated in. He also presented some membership data, including the fact that GAWDA has a 96% retention rate and the fact that more than 40% of GAWDA members have been with the organization for over 30 years! Finally, Robert introduced the GAWDA Gives Back recipient for the Annual Convention in Hawaii, the Malama Family

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Recovery Center. The Malama Family Recovery Center provides caring, holistic substance use disorder treatment to women and children so families can live safe, independent and healthy lives. This is a cause that is near and dear to Robert and Missy's heart, as they have seen the impact of substance abuse in their own lives. First Past President Bob Ewing then took the stage to recognize GAWDA's scholarship recipients. This year, GAWDA members donated $28,800 and GAWDA matched $25,000, which will allow for 15 students to be awarded $2,000 each. To date, the scholarship fund has received $141,968.90. Thank you to all who have donated. The winners of the 2023 GAWDA scholarship are: • Luke Brower, Trust Protection Company • Tyler Bushinski, Oxygen Service Company • Quinn Costin, Computers Unlimited • Cassidy Crawford, nexAir • Samiya Gupta, Matheson Tri-Gas • Evan Hefele, CK Supply • Wyatt Huskey, CK Supply • Dylan Javor, Metro Welding Supply • Coleton Kemp, West Penn Laco • Eli Nelsen, Oxygen Service Company • Gregory Phillips, West Penn Laco • Kyle Plant, Matheson Gas • Ethan Poser, Oxygen Service Company • Lindsey Tremel, Electronic Fluorocarbons

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•

Jonathan Waddle, CGW Abrasives

HALLERIN HILTON HILL INSPIRES THE CROWD Robert Anders then retook the stage to introduce the morning's first keynote speaker and his personal friend Hallerin Hilton Hill. Hallerin and Robert first met 25 years ago and, "Like a fine wine, he just keeps getting better," said Robert. Hallerin Hilton Hill is a communication mastermind, a leadership guru, and a true Renaissance man. With over 30 years of experience in inspiring, informing, and entertaining audiences across the United States, Hallerin has become one of the most sought-after speakers in the business. Hallerin spoke about intentionality, in keeping with the theme of the event. His overall message was one of optimism and hope. "Life is what you make of it. Intention shapes your world," he said. He relayed stories from his own life that drive his intention. He concluded that, "We are all in control of our own actions 48 • Third Quarter 2023

RECAP

and mindset and have control over the outcome and the type of person we will become."

SMC CONCLUDES WITH INDUSTRY KEYNOTE FROM LINCOLN ELECTRIC'S STEVEN HEDLUND Following a brief break, GAWDA President-Elect Gary Halter took the stage to introduce the final presenter of the SMC, Lincoln Electric EVP and COO Steven Hedlund. Steven ran point on Lincoln's integration in Europe after its Air Liquide Welding acquisition and relayed lessons learned throughout that process and his career at Lincoln. His presentation detailed "Hard Lessons Learned." His presentation was broken up into five key themes: change management, empathetic leadership, leadership development, talent density, and building morale. It was an interesting, funny, and take-away-filled presentation and the perfect cap on a record-setting SMC.

THANK YOU

to all of the Sponsors Who Made This SMC Possible! PLATINUM SPONSORS

GOLD SPONSORS

Third Quarter 2023 • 49

Held at the

3850 Wailea Alanui Drive Wailea, HI 96753 808-875-1234

The average high temperature in Maui in October is 82 degrees and the average low temperature is 69 degrees. Attire for the Annual Convention is Resort/ Business Casual for the meetings, leave your jackets at home. Attire for the President’s Farewell Gala is Hawaiian themed.

50 • Third Quarter 2023

T E N TAT I V E 2 0 2 3 A N N U A L C O N V E N T I O N S C H E D U L E *ALL TIMES LOCAL

SPEAKERS

SATURDAY, SEPTEMBER 30, 2023 3:00 PM-6:00 PM

Early Badge Pickup

SUNDAY, OCTOBER 1, 2023

GALEN EMANUELE Team Culture/Leadership

7:00 AM-6:00 PM

Convention Registration

8:00 AM-9:00 AM

Executive Committee Meeting

9:00 AM-12:00 PM

Board Meeting with Committee Chairs

12:00 PM-2:00 PM

Committee Meetings

12:00 PM-4:00 PM

Exhibitor Move-In

12:30 PM-2:00 PM

Young Professionals Workshop with Galen Emanuele

2:00 PM-3:00 PM

WGW Committee Meeting

4:00 PM-5:00 PM

Newcomers Reception

5:00 PM-7:00 PM

President’s Welcome Reception

MONDAY, OCTOBER 2, 2023

SANJIV LAMBA CEO, Linde

7:00 AM-1:00 PM

Convention Registration

6:00 AM-7:30 AM

Exhibitor Move-in

7:00 AM-8:30 AM

Grab-n-Go Breakfast

7:30 AM-9:00 AM

Networking 360 program

9:00 AM-12:00 PM

Contact Booth Program

1:00 PM

Industry Hospitalities

TUESDAY, OCTOBER 3, 2023

WILL BOWEN Complaint Free World

7:00 AM-1:00 PM

Convention Registration

7:00 AM-8:00 AM

Group Breakfast

8:00 AM-12:00 PM

Opening General Business Session

12:00 PM-1:30 PM

Past Presidents Luncheon

12:30 PM-4:30 PM

Women of Gases and Welding and Young Professionals Event/Offsite

1:00 PM

Industry Hospitalities

WEDNESDAY, OCTOBER 4, 2023 7:00 AM-12:00 PM

Convention Registration

7:00 AM-8:00 AM

Group Breakfast

8:00 AM-12:00 PM

Closing General Business Session

6:00 PM-10:00 PM

President’s Farewell Gala

PRESIDENT’S

FAREWELL GALA Dress To ImpressHawaiian Style! Best dressed guest will win a prize. and don’t miss the

FIREWORKS AT DUSK Third Quarter 2023 • 51

2023 ANNUAL CONVENTION Back By Popular Demand

Distributors will meet with multiple suppliers over the course of 1 hour. ( with 1 minute between meetings) • Build a bigger network • Learn new things • Discuss successes or improvements • Support GAWDA Suppliers

800-488-8816 | amrstd.com

52 • Third Quarter 2023

2023 ANNUAL CONVENTION 2023 GAWDA Gives Back Malama Family Recovery Center GAWDA President Robert Anders and his wife Missy have selected the Malama Family Recovery Center as the 2023 GAWDA Gives Back Recipients. The Malama Family Recovery Center provides caring, holistic substance use disorder treatment to women and children so families can live safe, independent and healthy lives. This is a cause that is near and dear to Robert and Missy’s heart, as they have seen the impact of substance abuse in their own lives. The Malama Family Recovery Center strives to provide a continuum of care with Therapeutic and Sober Living Programs, Intensive Outpatient, Outpatient, and Aftercare services. They are also the only place on Maui where young children and infants can live with their mothers while they get the help needed. Donations can be made as part of your GAWDA Annual Convention registration, or you can email Bruce Ellenbogen at bellenbogen@gawda.org to donate directSCAN TO WATCH A VIDEO ABOUT THE Malama Family Recovery Center

ly (or if you are not able to join us at this year’s convention). Thank you GAWDA members, for making a difference in the lives of others. We hope you join us in giving back to this very special charity.

RUN YOUR BRAIN – THE KAPLAN WAY! YOUR TOTAL CYLINDER SOLUTION SUPPLIER TOLL FREE: 800-257-8299 | KAPLAN@KAPLANINDUSTRIES.COM A proud member of GAWDA for over 63 years

Third Quarter 2023 • 53

GAWDA DISTRIBUTOR MEMBER PROFILE

GENERAL WELDING SUPPLY CORP A Century of Excellence and Service How the family-owned and operated distributor has thrived for 100 years. BY STEVE GUGLIELMO

eneral Welding Supply was founded in 1923 by A.M. LeClair. It was one of Long Island’s earliest welding supply businesses, getting its start in Mineola, New York. This year, GWSCO is celebrating its 100th anniversary, a milestone that has been achieved through hard work and a devotion to customer and community service. “General Welding has always been a business that stands by its reputation,” says Vice President of Sales and Operations Ralph Cohan. “We do it right, 54 • Third Quarter 2023

the first time and we stand by our work. We’ve had customers actually tell us that. That’s the kind of sentiment from customers that you can build a business on.”

A CENTURY OF GROWTH AND TRANSFORMATION Twenty years after A.M. LeClair opened the doors, the company was purchased in 1943 by Harvey H’LaVac. Four years later, H’LaVac partnered with Charles Berry and reorganized under the newly named General Welding Supply Corporation.

Over the next few years, the company took on an ever-changing look with the formation of General Propane Gas Corporation and Bervac Realty Corporation. General Propane later merged with GWSCO to form a prominent player in the growing Long Island landscape. In 1957, Hobart Welding Accessories was founded in Long Island City and later merged into the GWSCO location in Westbury. Not to be outdone by anyone in the gas realm, in 1953 GWSCO spun off General Marine Gas Corporation in an effort to capture the island’s marine

GAWDA DISTRIBUTOR

MEMBER PROFILE

supply needs. This was later changed to a leasing corporation for GWSCO’s growth needs. In 1959, Berry purchased the outstanding share of GWSCO from H’Lavac. GWSCO grew under Charles Berry to become Long Island’s largest Union Carbide Gas distributor and added a new location in Smithtown, NY. The General Propane Gas segment of the business was sold to Suburban Propane in 1975, allowing GWSCO to focus on its core business and the industrial expansion of Long Island, while GWSCO continued its unprecedented growth in the community health care supply through its strength in hospital and nursing care on Long Island. In 1984, GWSCO was purchased by T.W. Smith Welding Supply Corporation, headed by James P. Ruddy. Upon the acquisition of GWSCO, T.W. Smith merged its Long Island location into the GWSCO Westbury facility. During this time GWSCO continued its medical gas growth, enhancing its presence in the strong industrial position it had grown since 1923. Working with local schools, municipalities, universities, hospitals, and local power companies as well as prominent industry powers such as Grumman Aerospace, Republic Aviation, and BAE Systems, GWSCO continued to grow and diversify along with the Long Island talent pools. In later years, GWSCO found itself supporting the growing pharmaceutical, engineering, and scientific community with its expansion into the Cryo-Bio fields working with such world-renowned labs such as Cold Spring Harbor Laboratories and the USDA Plum Island Animal Disease Center. These opportunities led to the formation of GWSCO affiliates of General Cryogenic Technologies, LLC. in 2001 Third Quarter 2023 • 55

GAWDA DISTRIBUTOR MEMBER PROFILE

and the subsequent business venture of its BevCO2 Carbon Dioxide beverage distribution operation in 2016. CryoTech enjoys the distribution to nursing homes, veterinarian clinics with medical oxygen products as well as local IVF clinics with liquid nitrogen products. In addition, GWSCO has found a great opportunity in the supply of liquid nitrogen to the electronics and laser cutting markets.

COMPANY CULTURE “We work outside the box,” says Cohan. “We always try to take the customer where they’re in the best position in their own marketplace. We’re agile.” That agility has been a hallmark of GWSCO for the entirety of its existence. During Super Storm Sandy, GWSCO was able to provide cylinders to hospitals during the evacuation. “We had a customer call us because they needed to provide cylinders to hospice. They knew they’d have to evacuate and that there were going to be power outages all along the South Shore of Long Island. All those people were on concentrators and would need bottles of oxygen, or they would expire at home. They went to the dealer who was handling hospice and asked for extra cylinders to prepare for this. And their vendor offered them 12 extra cylinders. So, they reached back out to the buyer for the hospital, who was our client, and asked if there was anything else they could do,” Cohan relays. “So, she calls us and asks what can we do? The client said, ‘Can you get us 50 cylinders?’ And I said yes. So, she says, ‘Can you get us 100 cylinders? 150?’ I said, ‘Let’s cut to the chase. Tell me what you need.’ They ended up needing 50 large H tanks, 200 E tanks and ‘any carts or stands that you have.’ I said, ‘It will all be on the loading dock when you get here.’” He continues, “It’s about how you react. We’re a community-based orga56 • Third Quarter 2023

GAWDA DISTRIBUTOR

MEMBER PROFILE

nization. We live in our community, and we act like it. Who knows if it’s going to be my grandmother or somebody else’s grandmother that needed that oxygen. We’re not going to be the ones saying we can’t do it. We did everything we could. We were pumping oxygen for our own customers and our competitors’ customers.” That agility is ingrained into every GWSCO employee. Their philosophy is that “if you take care of your community, your community takes care of you.” “I think agility is the perfect description,” Cohan says. “We’ve been a Linde/ Praxair distributor for 100 years, since the inception. And that agility has helped cement that relationship. They’ll tell you that General Welding can turn on a dime, but it takes them three weeks to turn around the Queen Mary. We have foresight. And that goes back to Charles and James Ruddy. They were two incredible, sharp businessmen who did a fantastic job of instilling that behavior in the rest of us.”

FOURTH-GENERATION FAMILY OWNED Today, GWSCO continues to operate on the tenets of family-ownership that extend even beyond the family. President Nick Lanzano was born into the company culture and has worked in the company “since I was four years old,” he says. Cohan has been with the company for more than 40 years, having originally joined the company in 1981. And the company has no intention of slowing its growth now. “We want to continue to grow and transition into new technologies, the way we always have,” says Lanzano. “Just making sure that we stay with or ahead of the curve. We started doing barcoding before anybody else. We’ve been barcoding cylinders for 20 years. We were the first in the area to do that. And we want

to continue to stay ahead of the curve and think outside the box.” In June of this year, the company hosted a 100th Anniversary celebration at a local golf club. More than 100 guests, including vendors from companies like Chart, Linde, Ratermann and others joined employees to celebrate a century of longevity, success and memories.

And while it was a night to reminisce, GWSCO continues to keep its eyes firmly facing forward to ensure that the next 100 years are as successful as the first.

Third Quarter 2023 • 57

GAWDA SUPPLIER MEMBER PROFILE

Catalina Cylinders People, Products, Performance

he last stop that I made in California following the 2022 GAWDA Annual Convention in San Diego was to Catalina Cylinders. Catalina Cylinders is the premier manufacturer of high- and low-pressure aluminum cylinders. My tour was guided by the Manager of Sales and Marketing Armando Ramirez. During the tour, we spent a lot of time talking about the industry, specifically GAWDA members and how Catalina fits into the supply chain. As a manufacturer, they are selling predominantly through well-known wholesalers in the industry, who, in turn, sell to regional gas distributors. Catalina Cylinders does sell direct to larger distributors who buy large volumes. 58 • Third Quarter 2023

Walking through the manufacturing plant in Garden Grove, CA, I got to see how cylinders are made. It all starts with raw material. The company uses some very heavy-duty machines (hydraulic presses) to punch out the initial shapes of cylinders (shells) and then puts them through a swaging operation to close the open end and form the cylinder neck, and finally machines the threads, applies painting/finishing, valving and all the steps in between. It was a pretty amazing and unique process to watch, which is why there are only a handful of cylinder manufacturers worldwide. Catalina has a great team dedicated to their craft with an ESOP atmosphere where everyone is interested in the viability/profitability of the company. It truly

GAWDA SUPPLIER

MEMBER PROFILE

is a well-oiled machine! Being heavy in both the industrial gas and SCUBA industry, Catalina aims to stick to what they are good at, which is cranking out the highest-quality aluminum cylinders while partnering with the wholesalers to distribute to the typical GAWDA distributor. Aside from touring the plant, I remember a conversation about Armando, while he was at a previous employer, working with the oil tycoon T. Boone Pickens. An assignment from one of my grad-school classes included reading the book The First Billion is the Hardest. In chapter 13 of the book, Pickens talks about “The Big Idea: An Energy Plan for America.” Part of the plan was to include CNG/LNG in the transportation industry. Armando mentioned that CNG/LNG is commonly used in closed-loop transportation systems – buses, trucking, construction, and places where the infrastructure is very regional. Armando is knowledgeable about CNG/LNG and how to make it work, so he was an asset during the conversion to CNG/LNG for fleets. Another cool thing that I learned about Armando is his passion for restoring classic cars, mostly Mercedes. It is safe to say that he had a few project cars that he enjoys working on with his son in the driveway. His personal collection includes two fully restored Mercedes from the 80’s, an original Ford Mustang, and a sweet yellow VW “punch bug” he bought for his wife. This visit with Catalina and Armando embodies the typical GAWDA experience. Good hearted people working in the gas distribution industry who have interesting career stories with strong passions outside of work. I bet many of the GAWDA members have had similar experiences out on the road visiting suppliers/customers. GAWDA continues to be a vehicle for experiences like this for all members to build stronger bonds throughout the industry. Thank you to Armando for spending the time and thank you to all the Catalina Cylinders employees for the role that they play in the industry.

Scan to visit CatalinaCylinders.com

Third Quarter 2023 • 59

GAWDA Members Commemorate Milestone Anniversaries Congratulations to all GAWDA members celebrating milestone anniversaries in 2023. BY STEVE GUGLIELMO

AWDA members represent the best-of-the-best companies in the gases and welding industries. Each year in the Summer issue, we recognize those GAWDA Members celebrating milestone anniversaries. In this issue’s President’s Column on page XX, GAWDA President Robert Anders explored the three C’s of longevity. We want to add a fourth C for this column: Congratulations to all those GAWDA members celebrating anniversaries this year! And if you have a milestone anniversary coming up in 2024 and would like to be featured in this column next year, please reach out today at steveg@gawdamedia.com

60 • Third Quarter 2023

GAWDA MEMBER ANNIVERSARIES

165 Y E A R S

S – Norton Abrasives In 1858, Franklin Norton and his older cousin, Frederick Hancock opened a pottery shop in Worcester, Massachusetts, called the Water Street Pottery Shop. In 1873, one of the employees of the shop invented a grinding wheel that would set in motion the next century and a half of history. In 1885, seven Worcester entrepreneurs bought the patent for the grinding wheel as well as the company name and so, Norton Company was born. The founders purchased land in the city’s Greendale section, which was then farmland, and built their first grinding wheel plant. Norton has occupied that land ever since, where two of the founders, John Jeppson and Milton Higgins, their sons, and grandsons, then managed the company until the 1970s.

What began as a tiny start-up began to grow rapidly. By 1920, the company was one of the 400 largest industrial companies in the United States. As Norton grew, it diversified into industrial products other than abrasives, and became a major multinational corporation. Norton became a publicly held company in 1962. Third Quarter 2023 • 61

GAWDA MEMBER ANNIVERSARIES

In 1990, Norton was acquired by Saint-Gobain, one of the world’s largest industrial companies. Saint-Gobain began an ambitious program of acquisitions and joint ventures to strengthen its North American business and undertook extensive modernization in Worcester. In 2001, Norton Company changed its legal entity name to Saint-Gobain Abrasives. Over the next decade, the company would build its North American center of R&D excellence in Northboro, MA and revi-

talize the Norton name with endorsement of the Saint-Gobain name in its logo to allow both well-known names to become more recognizable in the marketplace. 130 years after the purchase of the original grinding wheel patents, the world headquarters for the abrasives business remains in Worcester and Norton continues to maintain its entrepreneurial spirit as the company focuses on its continued evolution to bring solutions to customers with choices that matter to them. "Norton is proud of our strong presence in your communities across the United States and Canada. Our 2,200 employees work in one of eight facilities. We’re a global brand that delivers locally – our employees are imagining, making, delivering, and selling products you use just around the corner. They bring deep experience and share common values focused on delivering powerful, precise, and user-friendly solutions to any finishing/ refinishing application," the company says.

BRIGHT PRODUCTS SOLUTIONS FOR A TOTAL SPECTRUM OF INNOVATION

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62 • Third Quarter 2023

6/7/2023 10:32:30 AM

GAWDA MEMBER ANNIVERSARIES

110 Y E A R S D – ILMO Products Company Like most companies that have lasted for 110 years, ILMO Products Company bears little resemblance to the company founded in 1913. When D.O. Floreth and his father, Henry Floreth, decided to open their doors, the company was a wholesaler of automobile accessories called Illinois Tire and Vulcanizing Company. Later, as the company evolved, it began going by Illinois Tire & Battery. It was through the automobile industry that today’s ILMO Products entered the gas business. “[ILMO] got into the gas business through the carbide acetylene headlights for automobiles,” says Executive Vice President Liz Standley. “We slowly transitioned from automobile accessories to welding supplies. We started carrying oxygen cylinders and related welding equipment to go with the acetylene. It took off from there.” But while the company’s name and primary products have changed over the last 110 years, its culture and ideals have remained constant. And it’s those bedrock principles that have allowed ILMO to thrive for more than a century. The company, founded in Jacksonville, Illinois, has not only evolved its product offering. It has also undergone massive growth. “There’s been growth organically through scratch starts and through acquisitions,” Standley says. “We eventually expanded into Missouri, which is how the name ILMO came to be. It stands for Illinois Missouri. Throughout our history, our name has changed; from Illinois Welding Supply to Illinois Missouri Welding Supply, then ILL-MO Welding Supply, and today we’re ILMO Products Company. But even with all

those names and iterations, it’s the same family owned-and-operated business.” Today, ILMO Products comprises 110 employees and 11 locations. The company has also added new business areas, including ILMO Medical Gases, ILMO Specialty Gases, and ILMO Propane. As ILMO Products begins its march towards the next 110 years, it is well positioned to be the single-source provider that its customers have come to know and expect. Third Quarter 2023 • 63

GAWDA MEMBER ANNIVERSARIES

105 Y E A R S

D – Sutton-Garten Co. Sutton-Garten Company is celebrating its 105th anniversary in 2023. The company began in 1918 when Charles Sutton and Ray Garten, two Union Carbide employees, were given the right to establish a Prest-O-Lite distributorship for the state of Indiana in Indianapolis. Aside from selling small acetylene cylinders and gas equipment, Sutton-Garten also installed gas lighting systems on cars and trucks and maintained a welding repair shop. “We have been able to grow and evolve the company by embracing the changes in our market,” says President Pat Garten. “Both new products from our vendors and changes in our customer needs. We have also been able to diversify our customer base.” The company has also thrived for more than a century due, in large part, to its family-owned values and culture. “We are a family-owned company,” says Garten. “And we treat our customers, vendors and employees as we would treat family: with open and honest deal64 • Third Quarter 2023

ing and being fair to all concerned.” Today, Sutton-Garten has three locations: its headquarters in Indianapolis, a dry ice production facility also in Indianapolis, and a branch in Fort Wayne, Indiana. The company has been quick to adapt to new technology, noting, “Changes in the technology of welding has driven the evolution of the welding industry – from just gas welding and cutting to electric stick welders, tig and mig machines, plasma cutting equipment, and now robotic welding equipment. Adapting

to these changes has meant that our employees are continually updated on the latest equipment and processes, and we value the training offered by our suppliers.” Concludes Garten, “Sutton-Garten intends to remain an independent supplier of welding and cutting products and gases for the welding and beverage industries. We also seek to expand our dry ice production capacity. Long term we need to keep doing what we’re doing – just get better and better at it.”

GAWDA MEMBER ANNIVERSARIES

95 YE A R S D – West Penn Laco West Penn Laco was founded by Andrew Seibert in 1928 in Pittsburgh’s East Liberty Section. Originally founded as West Penn Lacquer Company, the company was a supplier of automotive lacquer coatings to the Pittsburgh Market. Even 95 years later, automotive refinish products remain a significant component of West Penn Laco’s business. In 1947, Alex MacKay, Andrew Seibert’s son-in-law, and Bill Richards purchased the controlling interest in the company. Ever since, the business has remained in the family, with Alex’s son, Howard MacKay serving as President today, while his grandson, Scott MacKay serves as General Manager. “West Penn Laco has always remained focused on the customer as well as our employees,” says Vice President John Larsen. “We pride ourselves on both knowing our customers and hiring and training employees with the expertise in the products we sell. We understand that our customers’ satisfaction is directly tied to our success, which has been key to our longevity. We have maintained a lot of our customer relationships for generations. In addition, a significant portion of our current workforce has been here more than 20 years.” Today, West Penn Laco has five locations and 41 employees, with its most recent store in Greensburg opening in 2018. Says Larsen, “A major part of our success has been a broad mix of products offered to a diversified customer base. Like many Rust Belt cities, Pittsburgh saw the exit of manufacturing, including steel mills, in the 1980s and 1990s. While this had a major impact on our business, Pittsburgh has seen an economic

resurgence in the past two decades. Health care, technology, natural gas, and smaller manufactures have helped to fill the void left by the mills exit. West Penn Laco is constantly identifying new business opportunities in these and other segments.” While the company is very proud to be celebrating its 95th anniversary in 2023, it is saving its grand celebration for its centennial in 2028.

85 YE A R S D – Purity Cylinder Gases In 1938, Edward Butterfield, Glenn G. Garman and Howard Sweet organized Purity Cylinder Gases. The company was incorporated into the state of Michigan in October of that year, and the first ever store was opened at 721 S. Division Avenue in Grand Rapids. In the mid-1960s, three of the distributor’s employees became new officers within the company. Glenn DeVries, Ken Nyhuis, and Don Wyngarden purchased the company from the original founders. These three officers began to build onto the solid foundation left by Butterfield, Garman and Sweet. “The second generation really started that growth process,” Third Quarter 2023 • 65

GAWDA MEMBER ANNIVERSARIES

says Doug Nyhuis, President of Purity Cylinder Gases. “They guided the company through several expansions of buildings, personnel and computers.” Today, Purity has 15 locations throughout Michigan and Indiana, with more than 175 employees. Much of that size can be attributed to the groundwork laid by DeVries, Nyhuis and Wyngarden. One of the reasons that Purity has thrived for more than 80 years is its rock-solid cultural foundation. Purity is built on a foundation of five core values. “Our core values really define the type of person we’re looking for,” says Nyhuis. “When we sit down and we’re interviewing people, we really frame our questions around those core values.” Those five core values are: • Integrity: Do they have a strong moral compass? • Customer Focus: “Our customers are one of the most important things in our business,” says Nyhuis. “Without them, we don’t have a business. We look for people who communicate well. Who appreciate customers and people.” • Positive Attitude: “We want people around us that are in good spirits,” Nyhuis says. “Not every day is a great day, 66 • Third Quarter 2023

but they need to be easy to work with.” • Driven to Succeed and Grow: “We want to hire folks who want to grow up in the organization,” he says. “They might start out as the truck driver and move into a counter role or start in the fill plant and work their way up to being a truck driver. We are looking for people who want to advance themselves throughout the organization. That helps our succession at the same time.” • Relationship Focused: “We want people who really value relationships, whether that’s coworkers, our suppliers or our customers,” says Nyhuis. It is important to Nyhuis that the company’s succession remains strong and that the company promotes from within and develops its own talent. “It sends a message to the employees, customers and suppliers of our long-term outlook and stability,” he says. “Our sales reps continually remind our current and potential customers of it.” While Purity Cylinder Gases has been around for 85 years, it has the strong foundation and strategic planning in place to ensure that the next 85 are even more successful than the first.

GAWDA MEMBER ANNIVERSARIES

S – Sherwood Valve Sherwood Valve has its earliest roots in the Hill Clutch and Machine & Foundry Company founded in 1894. In 1923, Aluminum & Brass Company, a turn of the century foundry, produced the first industrial valves in Lockport, New York. In 1934, Hill Clutch & Machine designed the first hydraulic grinder in the United States. In 1938, the Deutsch Company was founded by two brothers. Deutsch Company introduced the first LPG valves under American Screw Products in 1940. All of these industry firsts are tied to Sherwood’s history -- still today the only totally integrated valve manufacturer in the U.S. Sherwood’s history of various mergers and acquisitions has strengthened the Company with continued growth and reinvestment in equipment, products and people. In 1951, the Deutsch Company incorporated Selwyn Pacific as the design, assembly and marketing arm of American Screw products. In 1957, Aluminum & Brass of Lockport, New York began producing SCUBA valves and regulators. The Deutsch Company merged

American Screw Products and Selwyn Pacific under name of Deutsch-Selpac in 1962. Aluminum & Brass Company purchased Deutsch–Selpac in 1963 and renamed the company under the name Sherwood – Selpac. In 1968, Hill Acme Company (formerly Hill Clutch) acquired Sherwood – Selpac from the Aluminum & Brass Company. Most recently, in June 2015, Sherwood Valve was acquired by Mueller Industries, a $2.3 billion global leader in the manufacturing and distribution of copper tube and fittings; brass and copper alloy rod, bar and shapes; aluminum and brass forgings; aluminum and copper impact extrusions; plastic fittings, pipe and valves; refrigeration valves and fittings; and fabricated tubular products. Mueller is committed to

continuous improvement, growth and reinvestment in Sherwood’s core product offerings. Today Sherwood Valve is headquartered in Pittsburgh, PA, and comprised of two U.S. manufacturing centers providing quality American made products to the packaged gas, alternative fuel, cryogenic, specialty gas, and life support markets. Over the years, Sherwood has earned a reputation for products that not only keep pace with customer requirements, but also anticipate the market’s changing needs. Sherwood is proud to provide the gases and welding industry with American-made product and service for so many years and we look forward to many future firsts in valve manufacturing. Third Quarter 2023 • 67

GAWDA MEMBER ANNIVERSARIES

D – Willard C. Starcher Willard C. Starcher, Inc. was founded by Willard Starcher in 1938. Prior to opening the company, Starcher had worked as a schoolteacher and then as a mechanic fixing generators and refrigerators. He opened Willard C. Starcher in his hometown of Spencer, West Virginia, in a garage behind his house. More than 80 years later, the company continues to operate out of Spencer. “We’re located in rural West Virginia, in a town of 2,600 people,” says John Hill, Starcher’s grandson and current company president. “And it probably had 2,600 people 85 years ago, when the company was started. But it’s our town and that’s where we’ve chosen to stay.” In what would become a reoccurring story for the leadership of Willard C. Starcher, Starcher briefly left the company to serve his country in World War II. During his time as a civilian technician in the United States Navy, Starcher’s wife, Dorthy Starcher, managed the company. “Our mission statement is ‘Do it right the first time,’” Hill says. “I think that’s one of the things that the people here are very proud of. What we want people to say after working with us is, ‘These folks are professional. They do things the right way and they’re treating the customers honorably.” That mission has served Willard C. Starcher well for 85 years, as it has grown from Willard Starcher’s garage to a company that now sells both hardgoods and equipment as well as compressed industrial, medical and specialty gases.

80 YE A R S D – McKinney Welding Supply As New York City became the world’s largest manufacturing center and the introduction of TIG welding, followed by arc welding later in the decade, Charles McKinney recognized the need for a welding supply company. In 1943, in the heart of New York City on West 52nd St., McKinney opened McKinney Welding Supply Company. After successfully running the business for twenty years, Charles retired, selling the business to Nicholas Mattiace Sr., who had started as a truck driver for McKinney Welding, later working his 68 • Third Quarter 2023

way up to manager before taking over for Charles. Although the company has moved a few doors down, McKinney Welding Supply still operates the only welding supply company in Manhattan to this day. In 1973, McKinney acquired All Weld Products, which still operates in Westchester, NY and serves as McKinney’s fill plant. Nick Sr. along with his two sons Nick (Bob) and Steven continued to lead and grow McKinney. Nick (Bob) started in 1969 and successfully ran the operations as well as dealing with the daily challenges of this industry for over 44 years. In 1980, Steven Mattiace joined McKinney and oversaw the finan-

GAWDA MEMBER ANNIVERSARIES

cials of the company. The company is now transitioning into the third generation of leadership under the guidance of Nick Mattiace Jr. (Bob’s son) who has been with McKinney since 1994 and Dan Mattiace (Steve’s son), who started in 2011. McKinney and All-Weld combined now have 35 employees over three locations. McKinney has been able to continue to grow through small acquisitions, organic growth and diversifying its offerings, including the addition of ecommerce. It has recognized the changes in the industry and does its best to keep up with them, noting that although this industry has a nostalgic feel it is important to adapt to the needs

of customers. This ability to adapt was crucial for both McKinney Welding Supply and NYC amid the COVID-19 crisis. McKinney, along with many other independents, transitioned focus to providing medical oxygen, manifolds and regulators which were used in temporary hospitals throughout the city. “As an independent supplier it has always been important to maintain the feeling of a family-run business while growing and competing with some of the larger companies,” Nick Mattiace Jr. says. “We want everyone who works at McKinney to feel like they are part of the team. We consider ourselves very lucky to have such a wonderful and dedicated staff.

He continues, “As a company and a family business we are very proud of our accomplishment. We look forward to continuing striving to serve our customers and hopefully our next article will be celebrating 100 years.”

75 Y E A R S S – Bug-O Systems In 1943 the Livesay Multipurpose Machine was invented by Everett Livesay to increase the production of ships and landing craft at Higgins Shipyards in Louisiana. Five years later, H. Edward Cable, a consultant to the welding industry, and four business partners founded the company D&R Electric Company, Inc. on April 6, 1948. By 1958, the company had changed its name to Weld Tooling Corporation and Herbert E. Cable had joined the company as the company acquired the original patent rights to the Livesay Multipurpose Machine. Development and redesign work began, and the BUG-0 was the original model number of the newly updated machine. The original intention was for future machines to go up numerically (BUG-1, BUG-2, etc.) but the name BUG-O stuck. “Our core values revolve around family, integrity and adaptability with a focus on customer service and service to our community,” says President Matt Cable. “We do our very best to take care

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GAWDA MEMBER ANNIVERSARIES

of our employees. We have a lot of people who have stayed with us for many years because of this. The average length of time for all of our current employees is over 14 years, which we are incredibly proud of and grateful for.” For 75 years, the company has operated on the tenets that H. Edward Cable laid out. “Over the years we have developed machines and systems to solve a multitude of applications. When we come across a unique request and develop a solution, we search for other fabricators who may have similar challenges,” says Cable. “Products develop from a special one-off design into different types of standard equipment. We also work towards developing products that meet a need we see in the market. My grandfather, Herb Cable, developed the international market for BUG-O over several years of travelling to different countries and working with different distributors.” Today, BUG-O operates out of Canonsburg, PA, and has 44 employees. To celebrate this momentous milestone, BUG-O held a party for all of its employees at a local bowling alley. It has also been doing Throwback Thursday posts on social media celebrating different pieces of the company’s history. Going forward, the company is “working on plans to expand our business over the next ten years and to consolidate and modernize our product range and increase our product offering while incorporating new technology into our products to make customization for applications much easier,” says Cable.

D – Butler Gas Products Company In 1948, John A. (Jack) and Thomas G. (Tom) Butler started a gas and welding supply business called Compressed Cylinder Gases. The inspiration came from their father, John T. (Dandy) Butler, who owned and operated a compressed gas company in Coraopolis, a flourishing industrial town near Pittsburgh. Dandy was doing business with a local scrap dealer who was moving east. When Dandy’s sons moved to Reading, this account became their first customer. Through the early years, Compressed Cylinder Gases prospered. Jack and Tom changed the name to Butler Cylinder Gas. Shortly thereafter, Jack was called into the service. Tom and his wife Dorothy continued to run the business. Meanwhile, Dandy and his friend Leonard Pool bought ten American patents and production drawings for electrolytic cells and air separation plants. In 1945, Jack returned to Reading, and, in 1948, moved to New Brighton with his wife Millie to open what was envisioned to be a Butler Cylinder Gas branch operation. The partnership remained intact but in the early 1950’s, both companies 70 • Third Quarter 2023

GAWDA MEMBER ANNIVERSARIES

established their autonomy. Jack and Millie named their new business Butler Gas Products. Jack was responsible for purchasing and growing sales; Millie managed the books. They hired one employee- a driver to make deliveries. Business improved steadily and, by 1964, the company was incorporated. In the early 1970’s, Butler Gas Products purchased Dandy’s National Cylinder Gas and acquired its Pittsburgh business. By 1975, Jack’s son, John T. II (Jack), began taking responsibility for running the company. His father developed cancer and relied on young Jack to earn leadership of the business. Jack Sr. died in 1977, and his son Jack purchased the company as President at age 25. In the 1980’s, Jack’s sisters, Barb and Debi, and wife Elissa joined him in the efforts of continuing the vision. With the steel industry declining in Pittsburgh, the company restructured and focused more on medical and specialty gas markets. The organization opened its official specialty gas division and began filling and analyzing pure gases and specialty mixtures. Barb and Debi retired, and Jack’s daughter Abydee purchased the minority shares of the business. Fueled by a fierce spirit of independence, the Butler family business model remains constant through generations- a strong local presence of packaged gas capabilities paired with family inspired values for customer-centric service. “The Butler Gas culture holds four core beliefs: (1) safety, (2) people, (3) customers), and (4) sustainable governance,” says President and CEO Abydee Butler Moore. “Only in that order, first the company needs to be safe and hold safety at the root of all operations. Then, the company takes care of its people, and its people can take care of its customers. The result is profitability and sustainable growth. The Butler Gas Family believes that customers do not have to sacrifice service for capabilities.” 75 years after Jack and Millie opened the doors, Butler Gas

Products Company today operates four locations and three manufacturing plants. As part of the company’s 100-year plan, Butler will continue, “sustainably growing, investing in our people, and creating wow moments for customers as the region’s best gas manufacturer and distributor,” concludes Butler Moore. Third Quarter 2023 • 71

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D – CK Supply CK Supply opened for business on Nov. 3, 1948, as a distributor for National Cylinder Gas Company. CK Supply was founded by Ralph Chase and Ralph Knight. They derived the name of CK Supply by using the “C” from Chase and the “K” from Knight. On Aug. 22, 1951, Chase and Knight sold the assets of the company to Homer Fudge. At that time, Paul Dunn was a service technician with National Cylinder Gas Company and CK Supply was one of his customers. In April of 1955, Paul Dunn became the sales manager for CK Supply. On Dec. 6, 1955, Dunn purchased all of the stock of CK Supply from Homer Fudge. When Dunn purchased the company, there were three employees: Paul Dunn, one truck driver, and one bookkeeper. Also at that time, CK Supply operated with one truck and utilized a building with space between 3,000-5,000 square feet. Sixty-eight years after Paul Dunn purchased the stock, much has changed for CK Supply. Today, the company comprises 150 employees, six retail locations, three dry ice production facilities, one cylinder retesting facility, one liquid CO2 production facility, and a Bev-carb division. Paul Dunn retired in March of 1979, and his son, Tom Dunn, took over as president of the company. In 2020, Tom Dunn officially retired as CEO after 49 years of service and Ned Lane continues operating as President & CEO. The third generation of the Dunn family remains active owners and employees in business. On July 13, 2021: CK Supply, Inc. announced the formation of an ESOP to provide 49% stock benefits to its then 135 employees. “Early on, our company was much smaller and very close knit and was a very traditional family business,” says Executive Vice President Brad Dunn. 72 • Third Quarter 2023

“We knew everyone that did everything thing, everyone pitched in and had close personal relationships with all of our customers. Today, we have this same mentality but our employee owners are more spread out and we have had a large wave of retirees that have created opportunities for managers early in their career to find their way and introduce new ideas into the way we work every day. We are dedicated to continuous improvement when it comes to our operations as well as our culture and have recently expanded our benefits and opportunities to get involved through suggestions from our culture committee and activities committee and spend a lot

of time reinforcing what it means and takes to be a part of our company.” As the company continues to grow and evolve as it enters its next 75 years, its mindset remains unchanged. Says Dunn, “We are very intentional and strategic at CK. So, as a company, we are in the middle of a 10-year plan for all employee owners to achieve personal and professional success by doubling the size of our company in terms of revenue and profits. Our mission is to make things better every day for our employee owners, customers, vendors and community by providing solutions for gases, welding and dry ice applications. We intend to continue to do those

GAWDA MEMBER ANNIVERSARIES

things and create more opportunities for growth by bringing our CK story as well as products and services into new markets to build wealth and opportunities for our employee owners in the process. We also intend to further identify niche markets, stay on trend with regards to emerging gas applications and technologies and vertically integrate our supply chain when and where possible.”

D – General Distributing Company General Distributing Company is a family-owned business that has been serving Montana since 1948, when Glenn E. Bliss bought into a financially challenged company. 75 years later, General Distributing Company has been in the Bliss family ever since. “The company started off selling tires and batteries and slowly migrated into the welding supply and industrial gas business,” says Vice President Eric Bliss. “Our growth over the last 75 years came from building and maintaining strong relations with our customers, vendors, employees, and our competitors. A focus on understanding our customer needs, providing excellent service, and delivering value-added solutions contributed to our customer loyalty and repeat business.” From 1948 until 1980 the company operated out of a 2,500-square-foot building, bringing in compressed gas cylinders pre-filled from a major supplier via railcar out of the west coast. In 1970, Glenn F., his son and 2nd generation, moved back from Washington and bought out a minority interest from a non-family member. In 1976, he took over as President and ran the company until 2001. In 1981, Glenn F. purchased three acres of land and built a 20,000 square foot building for offices, a warehouse, and a showroom along with a 3,000 square foot truck garage and a 2,500 square foot cylinder fill facility where the company operates to this day. He invested in a fill plant, allowing the company to fill its own oxygen, nitrogen, carbon dioxide, argon, and argon mix gases. This was a significant turning point in the company’s history and allowed it to become much more competitive in the marketplace. Branch locations at that time included Great Falls, Butte, Bozeman, and Helena. In 1995, Glenn W., 3rd generation, moved back from Seattle to join the family business, taking over as President in 2001. In

1999, his brother, Eric came back from Seattle to join the company. Since 1995, the company has continued to grow, adding facilities in Billings and Glendive. Markets in Alberta, Canada were also developed during this time. The company has continued to invest significant resources back into the company including a new, semi-automated fill facility in 2011 that allows Third Quarter 2023 • 73

GAWDA MEMBER ANNIVERSARIES

for faster fill times with cylinders. The company also made a significant investment in a new specialty gas fill facility allowing it to fill high-purity Helium, Argon, and Nitrogen for analytical and research lab facility applications. During this time the company also became much more involved in the medical gas business, servicing many hospitals and home health companies across the state with both medical liquid and high-pressure medical oxygen products. “We attribute our longevity to our wonderful employees,” says Eric Bliss. “Building a skilled and dedicated workforce was critical for our growth. Investing in employee training, development programs and attracting top talent helps foster a culture of excellence and ensures the business has the necessary capabilities to meet customer needs.” He continues, “Our company culture is what we truly believe sets us apart. We believe in being industry experts by providing education and training on products and applications.

D – Norco, Inc. Norco was founded by David Nordling in 1948 and purchased by Larry Kissler in 1968. At the time there were only two locations, both in Idaho. Soon after Larry purchased the company, he appointed Dan Steele as Norco’s first president. For the next 30-plus years, Larry and Dan continued to grow the company. In 1983, Jim Kissler, currently Norco’s Chairman of the Board, joined the family business and held several different roles, including CEO. Not long after Jim, Brent Seward joined as an on-call driver. Brent has filled a variety of positions at Norco, before stepping into the role of company president. Prior to Brent, Ned Pontius, Norco’s second president, helped Norco control its own destiny by leading the construction of two air separation units. Nicole Kissler, Norco’s current CEO, is the third generation of Kissler family leadership at Norco. Like her father Jim, Nicole spent time working outside the family business before joining Norco. “We started with a strong foundation as outlined in ‘Kissler’s Keys,’ a short biographical manuscript about Larry Kissler and the story of Norco,” says CEO Nicole Kissler. “Following its principles, Norco has grown to become one of the largest independent distributors of gases, welding equipment and medical supplies. To better serve our existing customers while continuing to grow, we adapt and focus on what we do well in areas 74 • Third Quarter 2023

We take care of people; we genuinely care about our customers and employees. Our culture has been imperative in retaining great employees. We have identified the cost and time of investing in new employees, and it has been a key strategy to find great talent.” With a great foundation of culture and six locations comprising 82 employees, General Distributing is well-positioned to continue its robust growth and success for the next 75 years and beyond.

GAWDA MEMBER ANNIVERSARIES

we know to be profitable. Norco is always looking for ways to improve or get better so we can continue to do what we do.” Today, Norco, Inc. operates more than 80 locations with more than 1,400 employee owners throughout Idaho, Montana, Oregon, Washington, Utah, Nevada, and Wyoming. “’Serving You Better’ are words we live by at Norco. It’s not just our motto, it represents what, who, and why we do what we do every day,” Nicole Kissler says. “Serving others is a core value for us and is part of our strategic vision. The word ‘You’ in ‘Serving You Better’ represents our customers, team members, vendor partners, and communities. We naturally put a lot of emphasis on our customers, which are literally and figuratively at the top of our organizational chart. Our employees have a stake in the company and benefit financially from Norco’s success now more than ever as an employee-owned company. We

build strong vendor relationships and view them as partners who contribute to our success while supporting the communities where we work and live, not only from a business perspective, but also through charitable giving.” She concludes, “We plan to continue growing and prospering as an employee-owned family business providing gas, welding supplies and medical equipment to the markets we serve. We intend to stay the course doing what we’ve done for our first 75 years, hopefully for another 75 or more! We are grateful for our incredible Norco employees and are looking forward to winning as a team and the many great accomplishments we will achieve in the next 75 years and beyond. In our third generation of family leadership, we are excited and proud to introduce a fourth generation of family to the industry and our employee-owned family business.”

D - Welders Supply Company of Louisville Louis Wright, Sr. founded Welders Supply of Louisville in 1948. At the time, Wright was one of two local Airco reps in the Louisville, Kentucky area. The other Airco rep was given the opportunity to buy the Airco distributorship in Louisville, however he was not willing to make the necessary investment. And so, when the Wright’s decided to make the investment, they began a journey 75-years and counting. Today, Louis Wright, Jr., who began running the company in the 1970s, serves as owner of the company. As it was three-quarters of a century ago, Welders Supply of Louisville continues to be built around a culture of honesty, integrity, accountability, and teamwork. The company fondly calls this the “Wright Way.” “Our culture is what keeps us focused,

aligned, and helps guide us in our decision-making,” says President Larry Simpson. Today, the company has 75 employees and operates out of a 70,000 sq. ft. warehouse that it built in 2016. It is also currently moving into its newly constructed state-of-the-art fill plant, the third fill plant that the company will occupy during its history. “We are committed to staying on top of new technologies and methods of

connecting with our customers,” Simpson says. “Our long-term outlook has not changed, because we believe customers will always want to be taken care of. How we take care of the customer may need to adapt, but we will always take care of them.” To celebrate its 75th anniversary and its new fill plant, the company will hold a grand opening celebration with employees, customers and vendors this Fall. Third Quarter 2023 • 75

GAWDA MEMBER ANNIVERSARIES

65 YE A R S S – Anthony Welded Products In 1955, Anthony Salvucci began his career managing a welding supply distributor in California when he realized the need for products to handle gas cylinders for his route drivers. Armed with an idea, Anthony left his current job to work in 1958 on cylinder handling equipment full-time alongside his son, Frank Salvucci. Together, the father and son laid the groundwork for the family business that continues to thrive 65 years later, Anthony Welded Products. The company, now into its third and fourth generation of family, continues to operate on the tenets that made Anthony and Frank successful all those years ago: making quality products, selling at competitive prices, listening to its customers, and making sure that the company is up to date with the changes of the industry. “Reaching the milestone of being in business for 65 years is something we are very proud of and thankful for,” says co-owner and President Frank Salvucci, Jr. Today, Anthony Welded Products operates two manufacturing and shipping locations, in Delano, California, and Pearland, Texas. “Being in business for 65 years, we have seen and experienced many positive and negative challenges,” says Salvucci. “Having a controlled family business, we can pivot quickly and adjust to current conditions in front of us.” In the next ten years, the company hopes to be fully automated in all areas of manufacturing. Concludes Salvucci, “On behalf of the Anthony team, I would like to thank our customers, GAWDA, and everyone else that has helped us reach this 65-year mark. Without all of you, this would have never happened!”

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D – City Welding Sales & Service John Coffey opened City Welding Sales & Service in October 1958. 65 years later, the company continues to operate as a family business. John’s son, Shawn Coffey, has run the business since 1980. The company officially opened in 1958 but its roots go back much further, to John’s grandfather, John C. Ardagh. After enlisting in the U.S. Army at the age of 16 to fight in World War 1, John returned to the states and, in 1919, had the opportunity to learn the relatively new phenomenon of arc welding. He worked at it until he became an expert in the field and was eventually hired as a

sales trainee for Lincoln Electric, where he eventually became a Chicago-area sales rep for the company. In 1948, John went to work for a Lincoln Electric distributor named Johnson Electric, where John Coffey eventually joined him as a salesman trainee. In 1955, the two began a company called Ardagh Welding Supply. Eventually, John Coffey left the company and started City Welding Sales & Service in Morton Grove, Illinois. Shawn Coffey became president in 1980 and continues to run the company today. “Today, I run City Welding with a great staff,” Shawn says. “We enjoy our customers and always welcome new

Founder John Coffey

ones. Our expertise is your asset. You’ll enjoy doing business with us!”

S – FIBA FIBA was founded in 1958 by Frank Finn and Al Bamford – they combined the first two letters of their surnames to form the company name. Frank Finn was the father of current President and CEO Jack Finn. Initially a small industrial and medical gas distributorship, FIBA evolved into a gas containment equipment supplier. The company then entered the testing market and eventually developed a patent for trailers that would support a more efficient and less cost-prohibitive testing process. These were the beginnings of what has become a leading manufacturer in the storage and transportation of high-pressure gases. FIBA’s move into tube trailer and ISO skid manufacturing, testing, repairing and leasing put it on the map as a major brand in the gas containment industry. Investment has been key to its growth and developing sites into Louisville, KY, East Greenville, PA, and Midvale, OH facilities supported FIBA’s desire to also provide equipment and services for the transportation and storage of cryogenic products. Sites in Adelanto, CA and Rayne, LA have since been added to give the company a truly national presence. In 2003, FIBA made the decision to begin manufacturing its own seamless pressure vessels and relocated its headquarters to Millbury, MA to accommodate the new operation’s needs. It has since moved to a larger facility in Littleton, MA to further expand its manufacturing capabilities and product lines. With significantly more capabilities, FIBA is now the only Third Quarter 2023 • 77

GAWDA MEMBER ANNIVERSARIES

completely vertically integrated gas containment equipment supplier in the world. The company’s culture is vital to its success. FIBA has always been a family-owned and family-run company, and this gives it many of its qualities: a pioneering approach to the industry, a commitment to investment, and working with integrity across all relationships. Family is central to the company. When people join the FIBA team they tend to stay – FIBA has employees who have been with the company for decades. FIBA is known and trusted across the gas industry – these relationships are founded on FIBA being able to anticipate emerging industry requirements and to respond with valuable solutions. More than 300 people work across the six U.S. sites and FIBA Taiwan. FIBA continues to look ahead, developing innovative designs that can benefit the entire industry. It also sees increas-

ing demand in specific areas, not least for composite trailers. For example, FIBA has received DOT approval for the testing of various composite cylinders as demand continues to grow for this specialist service. FIBA also has a continuous investment program focused on plant and people. The company prides itself on investing in cutting-edge technology and in employing highly skilled personnel. The next evidence of this investment program will be the opening of a FIBA Europe plant in the near future.

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D – Haun Welding Supply Though Haun Welding Supply was incorporated in 1958, its roots trace back much further than that. In 1930, Orval Haun began building welders for U.S.L Battery Co. of Niagara Falls. In 1940, U.S.L. sent Orval to set up welder manufacturing for the Syracuse Owen-Dyneto Co. However, around this time, Orval and a colleague discovered a better way to build welders that was both less expensive and allowed more control over the welder. When U.S.L. rejected that method of manufacturing, Orval saw an opportunity to build his own welders, which he did in his basement and began selling them on the weekends. By 1948, Orval had started selling welding supplies and accessories to complement his manufacturing and, in 1955, he resigned from his job to open a full-line distributorship. Orval’s son, Ken, worked part-time building welders while attending Syracuse University and, after graduating with a degree in electrical engineering and serving in the Air Force, joined Haun Welding Supply full-time. In 1957, the company discontinued manufacturing welders to concentrate on the growing needs of the welding supply business. In 1958, the company incorporated as Haun Welding Supply. Now celebrating its 65th Anniversary, the company is into its fourth generation of leadership, as Ken’s son, Mark Haun, serves as Chairman of the Board, and Mark’s sons, Josh and Erich service as co-presidents, with his other son, Kyle, serving in the sales department. “The culture at Haun Welding comes down to four virtues: humble, heart driven, honest, and helpful,” says Co-President Josh Haun. “Those are the virtues we look for in our employees and we really focus on getting the right people in the right positions so that we can continue to be successful.” Today, the company that started with three employees in a cinder block store that Orval and Ken had purchased now boasts 23 locations and 300 employees. “To continue our father’s, our grandfather’s and our great grandfather’s legacy, something they poured their hearts and souls into, is a great responsibility,” says Co-President Erich Haun. “We don’t see it as a job, but a life responsibility.” Concludes Chairman of the Board Mark Haun, “Our ability to be successful is based on people. There’s no substitute for having the right people. The people make all the difference. We’re about two years into a transition and succession plan, and Josh and Erich have made some amazing hires. We’ve reorganized, filled new spots and those successful decisions have us well-positioned.”

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D – Holston Gases, Inc. In 1958, Pat Baxter and Bob Walsh, who had worked together at National Cylinder Gas (NCG) decided to strike out on their own and started the Holston Oxygen Company in Knoxville, TN. Baxter and Walsh grew the business one account at a time, as customers were attracted to the personal attention and superior effort that the company made to satisfy their needs. In 1976, Baxter bought out Walsh’s interest in the company to become the sole owner of Holston. Today, Holston Gases, Inc. led by Chairman Bill Baxter (Pat’s son), President Robert Anders, and Senior Vice President Joe Baxter (Bill’s son) boasts 42 branches and 600 employees. “We’ve been able to grow through a combination of acquisitions of smaller business along with scratch starts,” says Chairman Bill Baxter. “We’re a family-owned company. And we treat our customers and our employees accordingly.” A hallmark of Holston throughout its 65-year history is its trust and empowerment of its employees. “If you get the right person and leader in place, the worst thing you can do is micromanage them,” Baxter says. “They know their own market best. We set annual goals and annual budgets. We meet with them and offer them all the resources that they need. But they’re basically running Holston Gases in their own individual markets.” In order to have that kind of trust and freedom, Holston looks for very specific character traits in its employees. “We’re looking for character,” says Baxter. “We’re a sales driven company, so obviously we’re looking for somebody with a sales mentality. But we want to know that you’re great with all kinds of people. That you’re a person that can be trusted to keep your word. People can learn the business, but it’s more important that everyone shares the sale values and is able to communicate well.” From its humble beginnings, Holston Gases has flourished into one of the largest independent distributors in the country. And with an empowered staff, the company is well equipped to continue that growth long into the future.

80 • Third Quarter 2023

GAWDA MEMBER ANNIVERSARIES

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S – Kalas Wire & Cable In the back room of the Denver Hardware Store in 1958, Paul Witwer, Walter Cubberley and Floyd Witwer agreed to start a wire business. Over the years and decades that followed, they saw the single room in the hardware store grow to include three manufacturing locations and three inventory warehouses that employs more than 500 associates, with annual sales exceeding $250 million. The men partnered in other endeavors over the years as well to create strategically and vertically integrated brands and businesses to compliment the Kalas portfolio. Throughout their periods of growth, they never lost sight of their initial vision of delivering quality products to valued customers, whether down the street, or across the globe. For 65 years, Kalas has been delivering dependable solutions to its customers. The original founding members of the company were as passionate about manufacturing quality wire and cable products as they were about creating jobs in their local com-

munities and opportunities for their associates. As a privately held family business, the Kalas family spans more than the three generations of Witwer men who have held leadership positions and extends to include all 500 associates. The company has succeeded for 65 years by staying true to its core values of integrity, caring, honesty, respect, giving, and rewarding and living up to its core purpose, "To improve the lives we touch." "By honoring our commitments, delivering value, and demonstrating our dependability with collaborative partnerships, we pride ourselves not only on the quality of our materials, but also the quality of our character," the company says. The company's entrepreneurial spirit, inherent desire to create opportunities for associates and passion to foster mutually beneficial partnerships with its customers sets Kalas apart and has created the strong foundation for its past, current and future success.

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55 YE A R S S – Weldcoa Weldcoa is celebrating its 55th Anniversary in 2023. Since Dick Bennett founded the company in 1968, Weldcoa has engineered solutions, manufactured equipment, and provided uncompromising service to its customers. “Our history of innovation has always been driven by the needs of our customers,” the company says. “We began our journey by serving gas distributors over 50 years ago, with the development of our patented palletization system, including filling, storage and transportation. Today it is the most widely used system in North America.” Since its inception, Weldcoa has been industry-renowned for its constant product development and improvement. As new applications for gases in manufacturing have begun to emerge, Weldoca has been quick to meet the challenge with specialty gas solutions to deliver on the growing demand in emerging markets. “Weldcoa’s R&D is a little different than most companies,” says President Hector Villarreal. “Our clients drive our product development process. They contact us with their issues, and they ask us for a solution. As such, we are constantly in a state of new product development.” In recent years, Weldcoa has invested heavily in robotics and automation, which has allowed the company to more quickly be able to build the highest-quality products and solutions. For more than half a century, Weldcoa has thrived on its ability to innovate and communicate effectively. It’s those same tenets that have guided Weldcoa through its first 55 years that have it so well-positioned to thrive for the next 55. "We have a lot of learned lessons at Weldcoa," says Director of Marketing Melissa Heard. "We have a lot of staff that have a deep bench who have been around the industry for 30 to 40 years. We know how to do things safely and efficiently and we have that history and that knowledge to be able to guide our customers in the right direction. We can bring those questions that they might not even know to ask to the forefront."

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GAWDA MEMBER ANNIVERSARIES

50 YE A R S

S - Comeaux Caps Comeaux Caps is a family-owned and operated sewing factory located in St. Amant, Louisiana, just outside of Baton Rouge. Founded in 1973 by Sandy Comeaux, this year the company celebrates its 50th Anniversary. When Sandy founded Comeaux Caps in 1973, he was also the owner of another successful company called Hamco. There, he worked with Lorraine Hebert, who serves today as General Manager. Eventually, Sandy decided to focus full-time on caps and made the decision to sell Hamco so that he and Lorraine could focus full-time on Comeaux Caps. “It has taken years of hard work and dedication, along with

new ideas and trial and error to shape Comeaux Caps into what it is today,” says Sandy Comeaux. “We pride ourselves in making smart business decisions and treating our employees as family. Comeaux Caps would not be what it is today if not for the village behind it.”

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225-644-6821 Third Quarter 2023 • 83

GAWDA MEMBER ANNIVERSARIES

That family-culture is the bedrock that Comeaux is built on. The company treats its employees like family and has blood-relatives working in the business as well. Sandy’s son, Craig, works for the company as well. “Sandy views each employee as a member of his own family and that goes a long way,” says Administrative Services Manager Alexis Chustz. “We have employees that have been here for 20, 30 and even 40+ years!” The company continues to operate out of its St. Amant location, deep in the heart of Louisiana, but has vendors world-wide. “The industry is constantly changing, along with every aspect of the world,” Comeaux says. “Comeaux Caps was started and ran for years on a pencil-and-paper mentality. As the world changed with technology, the industry grew bigger. We began in the times of the brick-and-mortar stores, but today we have a huge online shopping presence. We certainly believe that has helped Comeaux Caps grow even further.” To celebrate its 50th anniversary, Comeaux Caps re-released some of its most popular welding cap patterns, including the spiders. It also released a limited-edition 50th anniversary design. Comeaux concludes, “On behalf of the entire team here at Comeaux, we would like to thank all our customers over the past 50 years for their continued support. We can’t wait to see where the next 50 years take us!” 84 • Third Quarter 2023

S – Ray Murray Ray Murray, Inc. is celebrating its 50th anniversary in 2023. Founded by Ray Murray in 1973, the company today operates four locations in Flint, MI, Bensalem, PA, Lee, MA, and Goldsboro, NC, with 75 employees. Ray Murray operated the company from 1973 through his retirement in 1997. From 1997-2005, Ray Murray, Jr. and John Murray managed the day-today operations of the company. In 2005, Mike Hopsicker became a partner and owner in the company and began serving as President and CEO. In 2021, Hopsicker acquired 100% ownership of the company. “There are many aspects that have helped us grow as a company,” says Hopsicker. “Some of the key factors are adding key product lines, our employees, and, of course, our customers. One thing that sets us apart from others is our customer service approach. We pride ourselves in going above and beyond for our customers.” He continues, “We work as a team. Our employees wear many hats and

help where they are needed. At RMI, we do great work because we love what we do, and who we do it with. We are family-oriented and close knit.” As it embarks on its next 50 years, the company looks to continue to grow its core businesses of compressed gas, propane equipment and hearth and outdoor living products. It also plans to expand into the plumbing, heating, and HVAC markets.

GAWDA MEMBER ANNIVERSARIES

D – Volunteer Welding Volunteer Welding Supply, Inc. was founded in 1973 by Harold and Evelyn McMurtry. Harold had previously been working for National Cylinder Gas since 1950 and had steadily climbed the ranks, even having been offered the position of National Sales Manager. However, due to his career advancement, the family had moved 7-8 times already and McMurtry wanted to settle down. He asked National Cylinder Gas if he could buy the original location that he started his career at in Nashville in 1950 and the company agreed, and thus, Volunteer Welding was born. Harold and Evelyn had three sons, David McMurtry, Jack McMurtry, and John Mark McMurtry, who grew up in the business and eventually went on to manage the company’s Sales, Operations, and Accounting. “Dad had a very simple approach to business that many might consider to be Old Fashioned. Take care of your customers and they will take care of you,” says John Mark McMurtry. “Dad knew the value of customer service and investing yourself in relationships with your customers would be the difference in having a customer for the long term. This has been a very successful model for us to follow and we still work to instill these values into our employees today.” Today, Volunteer has five locations in Tennessee (Nashville,

Knoxville, Tullahoma, Baxter, and Jackson) and 81 employees. “The culture at Volunteer is probably best described as a work family,” says McMurtry. “We love our people. I think some might view this as a weakness, but we believe it has been a strength of ours over the years that has helped us retain our people. As we have grown it has been more important to get this message out to all branch locations.” Recently, the company joined the Meritus Gas Partners federation, which has the company feeling bullish about its future, as it enters its next 50 years. Concludes McMurtry, “The increased opportunity for our employees to grow inside a larger organization is much more than what we could have ever imagined.”

S – WEH Technologies Founded in 1973 by Erwin and Karolina Weh, WEH Technologies began as an innovative quick connector provider for pressure, function, and leak testing. Their market intuition led to a diverse product line, making them a key player in the industry. As the business expanded, it not only provided solutions to its customers' challenges but also played a vital role in enhancing workplace safety and efficiency. The team at WEH remained which we secured a loan. Today, we proudly employ around committed to their vision of developing products that facilitated 200 individuals across three plants – the original building with secure and seamless processes for their clients. Today, the legacy the living quarters of Mr. and Mrs. Weh, and our new, modern of Erwin and Karolina Weh lives on, as the company continues facility.” to solve connections problems for its customers. WEH’s company culture is deeply rooted in direct and “Our company's journey from a 5-member family operation meticulous detail work, reflecting its origins as a machining to where we are today has been a story of steady growth and evo- factory. Its core values are centered on shop floor principles, lution,” the company says. “Initially, we started with three family with a strong sense of pride in delivering top-quality work. This members and two employees, even involving our children in unwavering commitment to quality has been instrumental in the work and providing them with apprenticeship positions, fol- sustaining the company’s longevity and success. lowing the German rules of apprenticeship. As our product line WEH currently operates three plants located in Illertisexpanded, so did our business organically. Every earned penny sen, Germany. These plants consist of separate buildings with was reinvested into new machines and company needs. The grow- shipping and order execution, a separate administration and ing demand led us to seek a new 100,000 sq. ft. factory floor, for training center, a new logistic center, and a 100,000 sq. ft. facThird Quarter 2023 • 85

GAWDA MEMBER ANNIVERSARIES

tory floor dedicated to machine works and testing. To commemorate its 50th anniversary, the company held a momentous celebration on its company premises, bringing together employees, their families, friends, and business partners. The event featured a special conversation with founders Erwin and Karolina Weh, taking the audience on an emotional journey through 50 years of history. Throughout the day, there were various attractions, food trucks, and live music, making it

a joyous occasion for everyone. “We take immense pride in our past and look forward to a bright future ahead,” the company says. “Our commitment to delivering top-notch quality remains unchanged. As we reflect on our journey, we remain steadfast in our dedication to innovation and uncompromising quality, ensuring that our products continue to be the benchmark of excellence in the industry.”

45 YE A R S S – Computers Unlimited In 1978, Dr. Mike Schaer and his partner, Stan Hoggatt, established Computers Unlimited in Billings, Montana. Now celebrating its 45th anniversary in 2023, CU has evolved into a world-renowned software development leader. In the early 1990s, Dr. Schaer assumed full ownership of the company. During these formative years, CU had a dedicated team of about 18 employees, who laid the foundation of the company, contributing their expertise in sales, software development, testing, implementation, training, and end-user support. Those core areas of emphasis remain integral to CU’s present-day operations and identity, continuing to drive success today. “We have a saying here at CU, ‘Our People Make It Happen,’” says President David Schaer. “It’s a reflection of the strong work ethic, commitment, and longevity of over 175 professionals that work at CU. Culture is who you are and a reflection of how you treat your co-workers and customers.” Part of that culture is listening and reacting to customer needs. Computers Unlimited has a nearly half-century track record of listening to its customers and evolving its TIMS software platform to meet the needs of the market on both a technical and operational level. “Every business, regardless of industry, experiences ongoing changes, and the industrial gas sector is no exception. While the fundamental aspects of many industrial gas business processes have remained relatively unchanged, technological advancements in the TIMS software platform have introduced innovative approaches to traditional processes. These developments have enabled higher levels of automation, speed, and precision, while reducing costs,” Schaer says. “As a dedicated software 86 • Third Quarter 2023

development company, we strive to strike a balance between making incremental improvements and enhancements to our existing product line, and exploring revolutionary solutions that push the boundaries of what is possible. This approach is crucial for our long-term sustainability and success in a rapidly evolving software industry.”

GAWDA MEMBER ANNIVERSARIES

As the company celebrates its 45th Anniversary in 2023, it is well-positioned to continue its success long into the future. “Rather than contemplating the future in definitive terms, our attention is directed towards making the necessary organizational changes, investments, and philosophies that are required to keep our customers thriving and successful,” says David Schaer. “By maintaining a mindset and philosophy centered on continuous evolution, we have positioned ourselves favorably in both the present and the future. Regardless of the

S – Evergreen Midwest In 1978, entrepreneur Joseph Cregan, Sr. founded Evergreen Midwest. Prior to opening Evergreen, Cregan had spent two decades in the compressed gas and welding industry, which gave him the insight and the foresight to put his goals into action. Those commitments continued to live on through the actions of his family and Evergreen Midwest long-after Joseph passed away in 1988. Today, Evergreen Midwest continues his innovation, constantly strengthening the company while benefiting its customers. “Evergreen’s growth has been steady and constant over 45 years,” says President Tom Cregan. “We have developed our business through hard work and a

specific timeframe - be it 5, 10, 20 years, or beyond - our commitment to enhancing the TIMS software platform empowers us to adapt and thrive.” The company will celebrate its 45th Anniversary during this year’s Fall Users Group conference in Billings where the focus will be on next-generation user experiences. Concludes Schaer, “As we celebrate 45 years of success and hard work, we are grateful for the past and focused on the future!”

true desire to provide the exceptional service that adds value to our product lines.” He continues, “The other tenet of our success and longevity is my father’s philosophy that he referred to as ‘The Evergreen Way.’ That is to treat every customer just as you want to be treated. His faith and belief in the golden rule were very important to him.” Part of that commitment is reflected in Evergreen’s website, as its B2B website allows customers to place orders, get quotes, and research and of the technical information they need no matter what time zone they are in 24 hours per day. “The industry has changed dramatically in 45 years,” Tom says. “But what has not changed is the need for a knowl-

Joseph Creegan, Sr.

edgeable source for gas plant equipment. And what is who we are. We could not have made it 45 years without the very best USA manufactured vendors as partners.”

35 YE A R S D – Ace Welding Supply, Inc. In 1988, Peter Ficarrotto and business partners opened the door to Ace Welding Supply, Inc. Together with his son, Matthew, who worked for the company part-time before joining full-time in 1994, the two built a company that has endured for the next 35 years. “Ace Welding Supply, Inc., while still a small company today, has built and developed a loyal base of customers,” says Vice President Matthew Carlson. “Many

of our customers have been with us for over 20 years. Trust, reliability, excellent service and fair pricing have been the cornerstones of Ace's business model. We are truly a mom-and-pop business that focuses on small businesses and shops. Being nimble and having excellent contacts and vendors has enabled us to make decisions fast and add value to our customer relationships.” The company is the true embod-

Trust, reliability, excellent service and fair pricing have been the cornerstones of Ace's business model. Third Quarter 2023 • 87

GAWDA MEMBER ANNIVERSARIES

iment of a family business. Among its four employees, the least tenured employee has been with the company for 23 years. “While we have had other employees through the years, our core people have stayed and are considered family and treated that way,” Carlson says. “Our customers have come to expect a high level of service with honest dependability from our company. The cohesiveness

of the business has enabled us to weather any bad times and push the business forward.” Concludes Carlson, “I can’t believe it has been 35 years and we are still here and doing better than we ever have. We come from humble beginnings, and it makes you feel good to know that you must be doing something right to still be in business after 35 years.”

S – American Cap Company Founded in 1988, American Cap Company, LLC (ACC) is a global leader in manufacturing compressed gas cylinder accessories and other cylinder components. Leveraging decades of custom fabrication and machining experience, ACC has a diversified product portfolio and a wide range of capabilities to service several industries. The 200,000 sq. ft facility in Wheatland, Pennsylvania gives ACC the capacity to serve the manufacturing and warehousing needs of our customers. ACC’s facility and processes are estab-

lished to provide quick turnaround on high volume production requirements while focusing on continuous improvement and cost reduction. The company’s products and manufacturing capabilities support the needs of industrial, liquid petroleum, and spe-

cialty gas markets around the world. “Consistent product availability, competitive pricing, a robust supply chain management program, and ease of doing business are among the reasons our customers keep coming back to American Cap,” the company says.

S – McDantim Inc. Prior to the 1990s, carbonation was a challenge that plagued the industry. Drinks were either over-carbonated or too flat, which provided a real challenge for the bar and restaurant industry. McDantim, Inc. was founded in 1988 following the sale of Draft Systems to Micro Matic to promote the sale of the Gas Blender for beer dispense. In 1991, Mert Fallon introduced the McDantim blender to the beer industry and, for the first time, bars and restaurants were able to keep the carbonation on beer to the perfect level. “It helped revolutionize draught beer 88 • Third Quarter 2023

today,” said late CEO Dan Fallon, Mert’s son. “McDantim was the first company to make a blender that was technically sound enough to work for draft beer and I’m proud to say we continue to set the standard in that area.” Today, in addition to its beverage

mixing line, McDantim has a full-line of industrial gas blending models, including 2-gas and 3-gas models as well as associated accessories. The company’s technology works across the beverage, welding and food packaging industries for most inert gases.

GAWDA MEMBER ANNIVERSARIES

Mert Fallon passed away in 1991 and Dan Fallon passed away in 2022. In 2018, McDantim, Inc. became an employee-owned company, establishing an ESOP. According to the company, “What’s

really important to us is that we are where we are today because we’re producing a quality product and we’re really passionate about beer. McDantim is part of a growing community of businesses whose job and mission are to

preserve beer quality from the brewery right through to the glass at your local bar. We’ve been fortunate enough over time to partner with and grow with other businesses who have the same mindset: quality.”

30 YE A R S D – AOC Mexico AOC Mexico was originally opened in 1993 as Acetileno Oxigeno de Coahuila, which it operated as until 2000 when, due to its growth, it changed its name to AOC. The company started with $7,000 in capital and 50 cylinders. It was founded as a family-owned company and has retained those tenets through the next three decades, operating with the slogan: Safety in Gases. Today, the company has 18 branches, 210 employees, 10 filling plants, 1 hydrogen filling plant, 1 acetylene production plant, and 1 gas metrology laboratory. Though it was founded with a sales mix of 30% gas, 30% machines, 30% hardgoods and 10% services, its mix today is more akin to 80% gas and 20% hardgoods. “In recent years, AOC has faced several challenges, including the economic downturn and the rise of online retailers,” says Vice President of Sales Alonzo Gonzalez. “However, the company has overcome these challenges by finding innovative solutions and partnering with other vendors. For example, AOC has partnered with several manufacturers to provide cost-effective and innovative solutions for its customers. The company has also developed several online tools and resources to help customers find the products and services they need.” As a result of these efforts, AOC has been able to maintain its position as a leading provider of industrial gases, welding supplies, and engineering solutions in Mexico and now in the United States with its new location in Brownsville, Texas. The company is committed to providing its customers with the best possible experience, and it is constantly looking for new ways to meet the needs of its customers. The company is committed to providing its customers with the best possible experience, and it is constantly looking for new ways to meet the needs of its customers. In recent years, the company has: • In 2018, opened its first Air Separation Unit in Coahuila, Mexico to better serve its customers' bulk requirements.

In 2020, partnered with Cryogas to better serve its bulk customers throughout Mexico. • In 2021, partnered with SYOXSA INC. to better serve customers in West Texas. • In 2023, opened its first branch in the United States to serve its customers that have operations in both countries. •

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In 2023, partnered with Hebei Runfeng to expand its capabilities and better serve its clients. This collaboration marks a significant step forward in AOC's commitment to providing top-quality solutions in the fields of cryogenics, gases, low-temperature equipment, lasers, and cryogenic tanks. Gonzalez concludes, “The company plans to reach its monetary goals and open several air separation plants in Mexico and Texas in order to better serve its customers.” •

S – CTR Cryogenic Technology Resources (CTR) began 30 years ago as a one-man operation. President Jeff Winegar opened the company as a field cryogenic vessel repair and cosmetic upgrade start-up. “I spent 18 years in the industry with Air Products and Sunox,” he says. “The relationships I had developed over the years helped in a big way in getting jobs as a start-up service vendor.” As the company has steadily grown over the past three decades, CTR has been able to add more employees and capabilities. “It has been the long-term quality people that were key to CTR’s success,” says Winegar. The company is built on bedrocks of honesty and quality. Those two standards have been critical to CTR’s success, and the company has made them priorities from the very beginning. “The past five years, CTR has experienced substantial growth,” Winegar says. “New management associates have stepped up and performed to the highest standards. Our focus is to continue organic growth through manufacturing improvements and new equipment designs. We feel a healthy growth forecast is in the 5-10% annually range.” The company created a special 30th anniversary logo to celebrate this year’s milestone and will also be having a companywide celebration to commemorate it. 90 • Third Quarter 2023

Winegar concludes, “I cannot express how thankful I am for how CTR has grown throughout the past 30 years. From very humble beginnings to come to work each day and see the operation

function as a cohesive unit is so rewarding. As I look back, I would do it all again with no hesitations.”

GAWDA MEMBER ANNIVERSARIES

S – Solution Source Founded in 1993 by Tim Yoder, the current President and CIO, Solution Source has established itself as a leading provider of the Oracle NetSuite ERP software platform, specializing in partnerships with distributors and manufacturers. What began as a Microsoft Access database development service for small businesses in the Goshen, Indiana, community has now evolved into a comprehensive provider of implementation, development, and managed services for Oracle NetSuite ERP. While teaching in the business department at Goshen College, Tim met fellow professor Russ Rupp, who joined the business as a partner in 1998. Tim and Russ combined their expertise in IT management, public accounting, and business consulting, along with their dedication to meeting the specific needs of clients, and the company continued to thrive

as it catered to a growing market niche in the community. The company, operating under the name Custom Business Solutions, Inc. changed its name to Solution Source in 2001, reflecting its core mission of providing effective solutions to businesses seeking to overcome their technology pain points. Goshen College also led Tim and Russ through what they call the “four-year interview process” with one of their students,

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GAWDA MEMBER ANNIVERSARIES

Ryan Britsch, who joined the company as partner and COO in 2003. Ryan, with a background in IT management and manufacturing systems, proved to be a valuable addition to the team. His expertise brought stability to Solution Source's day-to-day operations and project management, fueling the company's ongoing growth. In 2003, the company became one of the early providers of the cloud-based ERP platform, NetSuite, which is now owned by Oracle. In fact, Solution Source is the second oldest independent NetSuite Solution Provider in North America, and one of only 10 providers with more than 15 years of experience implementing NetSuite. That expertise allows us to help our clients avoid common pitfalls of ERP implementations and to deliver the best possible experience on the ERP system. Solution Source is defined by a culture of shared success – the company is invested in the success of its clients, and it shares that success throughout all levels of the organization. The company culture emphasizes transparency and accountability, both

to fellow employees and to clients. By developing this culture, the company can build long-term relationships that provide long-term value for customers. Solution Source was recently named to the Indiana Chamber of Commerce’s Best Places to Work in Indiana 2023 list. “With our focus on building long-term partnerships, Solution Source strives to keep clients both highly satisfied and highly engaged, which often go hand-in-hand,” the company says. “While other companies focus solely on developing offthe-shelf solutions, Solution Source adopted a client-centric approach. Solution Source focuses on fully understanding their clients' goals and objectives, which allows them to tailor personalized software solutions that align with each client’s specific needs. This unique business model is the cornerstone of Solution Source's operations. After reaching our previous goal of 30 clients, we recently set a new 10-year goal to have 150 clients by 2033 who meet our criteria for both satisfaction and engagement. Our focus on delivering the best partner experience possible will remain constant through the next 10 years of growth.”

20 Y E A R S

D–A dvanced Welding Supply Company John T. Albanese opened up Advanced Welding Supply Company, Inc. on April 1, 2003. However, his passion for the industry goes back much further. John’s passion for the welding industry first began at The Chicago, Milwaukee, St. Paul & Pacific Road Railroad Company where he served a State Indentured Apprenticeship Program as a Boilermaker. John completed his Apprenticeship and became a Journeyman in 1975. In 1984 John was recruited by Airco Welding Supply Company. He spent the next 18 years there as a top salesperson in Industrial Gases and Welding Related Sales. Because of John’s extensive hands-on experience in various welding applications and processes, he was appointed to BOC Gases National Fabrication Development Team. 92 • Third Quarter 2023

Advanced Welding Supply Company is a family owned and operated welding and industrial gas supplier based out of Milwaukee, Wisconsin. The company prides itself on its unmatched customer service. In 2008, John was joined at the company by his son, Vice President Chris Albanese. For two decades the company has thrived on its promise of: • Very competitive pricing • Guaranteed top quality products • Exceptional Service “We have been so blessed to celebrate our 20th anniversary this year,” says Vice President Chris Albanese. “Thank you to our dedicated employees and wonderful customers for making this milestone possible.”

GAWDA MEMBER ANNIVERSARIES

OTHER MEMBER ANNIVERSARIES 105 YEARS ` `

60 YEARS

O.E. Meyer Company

Cameron Welding Supply

Schad & Pulte Welding Supply, Inc.

Coastal Welding Supply

95 YEARS

35 YEARS `

American Welding & Construction Supply

Control Devices

Arc Weld, Inc.

Gasflux Company

IWATANI Corporation of America

Albright Welding

Mitchell Welding Supply

John Tillman Company

Napotnik Welding Supplies

Western Sales & Testing of Amarillo, Inc.

Assured Partners NE

Cryo Weld Corp.

55 YEARS

U.S. Gas

Advanced Welding Supply Company

Lehigh Equipment Company

85 YEARS `

Flint Welding Supply

Sherwood Valve

Hypertherm, Inc.

80 YEARS

Oxarc, Inc.

Bickett Machine & Gas Supply

Pearl Abrasive Company

Ron’s-Son’s Torch Repairs & Sales

Sidney Lee Welding Supply

75 YEARS `

American Compressed Gases, Inc.

Greenville Truck & Welding Supplies, LLC

Island Supply Welding

Thompson Brothers Supplies, Inc.

70 YEARS `

Lefeld Industrial & Welding Supplies

Flexovit USA, Inc.

Nikkiso Cryogenic Industries

Samson Welding Supply

25 YEARS

20 YEARS `

Advanced Gases & Equipment

50 YEARS

Electronic Fluorocarbons

Sky Oxygen

Steelmax Tools

45 YEARS `

Helget Gas Products

J&B Propane

MJB Welding Supply

Welding Material Sales

Shaw Oxygen Company

65 YEARS

30 YEARS

15 YEARS `

Athens Gas & Welding Supply, Inc.

Zephyr Solutions

10 YEARS

40 YEARS

ARC3 Gases

Four Corners Welding & Gas Supply

North American Helium

Tier 5 Labs

Cryogenic Industrial Solutions

SAS Safety Corp.

Washington Alloy Company

5 YEARS

Third Quarter 2023 • 93

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MARKETING

What Just Happened? BY KEN THOMPSON

A As an executive and advisor, Ken Thompson has been dedicated for over 60 years to strengthening manufacturers’ and distributors’ supply chain relationships through the sharing of best practices, managing disruptions, and coordinating visions and implementation of systemic technological change to further solid strategic alliances.

94 • Third Quarter 2023

t some point in our lives, we can all look back to an occasion and ask, “WHAT JUST HAPPENED?” The Welding and Gases distribution segment has witnessed a few of these occurrences over the past several years, but one just surfacing may register very high on the “Industry Survival” scale. Coming out of the Philadelphia SMC, folks may once again ask, WHAT JUST HAPPENED? We could probably look back to GAWDA’s beginning – nearly 80 years ago, under the banner of NWSA for some meaningful disruptions, but that precludes the memory of the vast majority of our membership. So, let’s go back only 50 years ago to one of the more important WHAT JUST HAPPENED? events. A Philadelphia attorney ended up owning a prominent Philadelphia-area welding supplies business in the settlement of an outstanding legal fee. He quickly absorbed the meaning of asset ownership, and the relationship to cylinder rental income and cash flow. The timing of this occasion would coincide with the aging out of first-generation distributor ownership, and an abundance of imminent exit strategies. Airgas was born, beginning an incredible journey that would re-shape independent distributor operations. Higher bars were set, continuous improvements indeed became CONTINUOUS, and our industry became more efficient, technologically proficient, customer friendly, and a great place

for individuals to pursue and enjoy a career. The model has survived, with recurrence of consolidation back on the horizon. But now, one other thing has changed. All industries have become, by one means or another, digitalized. Managing data is essential to survival. While the premise is universal, there are always peculiarities to unique business models. Once again, enter our industry’s ugly duckling, the CYLINDERS surface. Accounting for each asset, tracking, safely maintaining, and billing for use, loss of use, or outright disappearance is far different than pushing hard goods’ SKUs through electronic business platforms. In the great majority of instances, the ERP platforms deployed among packaged gases distributors focused on asset management. These systems were never designed with the thought that one day they may have to be integrated with B2B bolt on packages to conduct real time, supply chain interactions from manufacturer, through distributor, to the end consumer. For that reason alone, our packaged gases distribution segments have trailed other industrial products distribution verticals in the adoption of electronic commerce proficiencies. The consequences of these delays become increasingly evident each day, as more and more hard good products divert through established alternate channels, away from our brick-and-mortar models, favoring those conducting daily business electronically.

SALES &

MARKETING THANK YOU, GAWDA SMC, PHILADELPHIA! On full display was the authenticated realization that cooperative and coordinated efforts by a number of our industry participants have unlocked the puzzle of connecting our manufacturers and distributors together to provide digitized solutions for those users engaged in seamless electronic business exchanges. The announcement that distributors consolidated under the buying group umbrellas can access common PIM resources, bundled with integrated B2B use platforms, opens these opportunities to our smaller members that may otherwise be challenged by the investment and talent levels connected with these transitions. It’s a game changer for the bulk of our distributor members, a lifeline tossed to our blue badges who so desperately want to maintain the decades of welding and gases distributorship relationships, and to end users who have counted so heavily on the presence of local supply and service representing their favorite brands.

GAWDA has provided the forum. Engage in conversations with your colleagues in the supply chain. The volume will increase over the next several months as we enter the season of Regional Meetings, assemblies of Buying Group members, and increasing exposures to webinars and white papers all surrounding the subject of electronic interconnectivity and availability of consistent rich content appearing on our web sites. The welding and gases distribution industry has indeed joined the world of sophisticated electronic commerce thanks to the presence of the GAWDA Organization and the educational and networking opportunities it facilitates and promotes. FIND OUT WHAT JUST HAPPENED!

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Third Quarter 2023 • 95

SALES &

MARKETING

Make Doing Business Easier Optimizing performance BY ART WASKEY

I 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 720-341-9405, artwaskey@ispeakd.com, impactspeakingdynamics. com. 96 • Third Quarter 2023

recently tried to resolve an issue with my internet and TV provider. I wanted to speak to someone directly but was connected to an automated digital agent. Following prompts, I typed in my problem only to receive a list of tutorial solutions. Needless to say, the session ended in frustration and my problem was not solved. Does this scenario sound familiar? Customer frustration is bad for business. The good news is that, as independent distributors, we have the ability to do business in a better way. While alternative channels have caused us to move more interactions online to remain competitive, we are still in touch with customers on a much more personal level than the big guys. This allows us to create better digital pathways targeted to our customers’ needs. Using our resources to optimize performance, we can answer questions better than an automated agent.

INCREASING SHAREHOLDER VALUE The distributor should always protect the integrity of its shareholders, from its baseline employees to its customers. In this way, the independent distributor maintains flexibility when it comes to problem solving. Everyone, from your warehouse worker to chief executive, is in

a position to help improve the efficiency of the company. Within a distributorship, all employees should be focused on operational excellence. This results in increased revenue and bottom-line growth.

A HAPPY CUSTOMER BASE Happy employees create happy customers. Don’t let employee complaints reach your customers’ ears. Eliminate that threat by providing your team with the best tools and resources. Constantly improve your CRM so that your workforce can excel and harvest data that allows them to do their job better. Be sure your team has usable data and analytics tailored to your customers’ needs. Remember, more data isn’t necessarily the right data. Look at your tooling. How many clicks does it take to get the user to the right information? Make sure the accounts receivable department is getting to their sales counterpart in a timely manner so that collection issues don’t mount up. The right ERP system removes the silos that so often slow down distribution. Focus on your value stream for a happier customer base. Ask your team members, “What is the most difficult part of your day?” Find out what would make their job easier, then give them

SALES &

MARKETING the tools they need. Happy employees can show you ways to produce optimized solutions. Use Technology Wisely Keep in mind that the upcoming generation of customers is used to quick order fulfillment. Today’s consumer expects Amazon-like results. People expect their B2B services to be as accessible as the B2C services they are accustomed to. Distributors can provide this given they keep their ecommerce solutions up to date. As distributors, we can also use technology to offer something that large verticals can’t match — a collaborative customer experience. Social media allows us to advocate for the customer with co-marketing campaigns. We can also create joint advertising programs with our manufacturers.

in each customer’s needs, to recognize problems that the client may not see himself. With Enterprise Selling, reps get their customers to endpoints using digital product information accessibility and more training from suppliers when needed. Sales reps become trusted advisors who are intimately connected with the knowledge of the product and the customer.

TIME IS CURRENCY There is a heightened demand for a better customer experience, one in which time is currency. Use technology to fill the knowledge gap and save time. The sales rep must be able to select, organize, and professionally present digitally, whether with their tablet or virtually. Look for ways to take time out of this process by using the appropriate automation.

PROVIDING A HIGHER LEVEL OF EXPERTISE

THE RIGHT TECHNOLOGY PARTNERS

Changing customer expectations requires new sales strategies, like Enterprise Selling. This sales approach merges traditional relationship selling techniques with digital ecommerce solutions. It encourages the salesperson to become an expert

Set clear goals, and then challenge your technology partners to address them. Meet your consultants with defined expectations. Use other distributors as a sounding board. They may be able to recommend proven technology partners. Look at

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Third Quarter 2023 • 97

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MARKETING the early technology adopters and study their outcomes. Find ways to put necessary changes in place. The right technology partners will help you get user acceptance of newly introduced processes, which your associates may find challenging at first.

UPPING YOUR TECHNOLOGY IQ New technology can be overwhelming, but don’t be afraid to start. When the company I was with built its first high pressure cylinder control system (a system for verifying cylinders at customer locations), it failed miserably. Our president complained about the time and energy wasted but I saw it as a valuable learning experience. Thirty years later, that company has a cylinder control system faster than most of its competitors and developed for less money. Your technology IQ should be focused on most needed areas and those that promise the greatest return on your investment. Some companies start on the backend — inventory and accounting — with an ERP system. Others start with their CRM. The distributor I was with started with a CRM 30 years ago because it was available at an affordable cost. The company moved on from the original provider after a few years to a CRM

that had a better understanding of our industry. Find professionals to guide you on technology. You need to identify what kind and level of information drives your business and establish your KPIs accordingly. For some parts of the business, you may need to outsource your data analytics. This can be done without spending large sums. In other cases, you will want the analytics generated in-house. Hire IT techs as needed and check progress against your KPIs.

MAKE IT EASIER As you move forward with digitization, make sure your team is made up of curious people and those with critical thinking skills. In a world full of lots of technology options, you need to be able to prioritize — to know what is important for your company to digitize. Spend time and set aside budget for some experimentation so you can find the systems that will transform your business most effectively. Your ultimate goal is to make doing business easier for your suppliers, your employees, and your customers.

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98 • Third Quarter 2023

NEW!

u p co m i n g

industry events

Here are some of the events scheduled for 2023 and beyond. Check the EVENTS tab on the GAWDA website at www.gawda.org for more information.

AUGUST 2023 GAWDA Northeast Regional Meeting Ledyard, CT AUGUST 15-17 CGA & GAWDA Young & Emerging Professionals Summit Online Event AUGUST 15-24

SEPTEMBER 2023 FABTECH Chicago, IL SEPTEMBER 11-14, 2023

OCTOBER 2023

JUNE 2024

GAWDA Annual Convention Maui, HI OCTOBER 1-4, 2023

IWDC Sales & Purchasing Convention Phoenix, AZ JUNE 11-13

IOMA Annual Meeting Cape Town, South Africa OCTOBER 26-30

NOVEMBER 2023 IWDC Owners Meeting Cape Neddick, ME NOVEMBER 7-9, 2023

MARCH 2024 IBDEA Annual Conference Las Vegas, NV MARCH 7-11

APRIL 2024 GAWDA Spring Management Conference San Antonio, TX APRIL 19-21, 2024

OCTOBER 2024 GAWDA Annual Convention Phoenix, AZ OCTOBER 11-14, 2024 FABTECH Orlando, FL OCTOBER 15-17

MAY 2025 GAWDA Spring Management Conference Dallas, TX MAY 4-6, 2027

OCTOBER 2025 GAWDA Annual Convention Tampa, FL OCTOBER 8-11, 2025

MAY 2024 AIWD Annual Convention Atlantic City, NJ MAY 3-6 Third Quarter 2023 • 99

BEST

PRACTICES What’s a Distributor’s Purpose? To Create Value for Customers BY MIKE MARKS, INDIAN RIVER CONSULTING GROUP

M 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.

aking money is – and should be – the goal of any distribution company, but it’s important to remember that customers don’t come to you because you’re profitable. They come to you because you provide something they can’t get elsewhere. To keep your bottom line healthy, distributors must remember their purpose. It doesn’t come down to price; if you create value for the customer, they’ll keep coming back. Years ago, I had the opportunity to take classes from Peter Drucker, one of the foremost thinkers of modern business management, and that principle was a fundamental element of the lessons I learned.

WHAT IS THE PURPOSE OF A DISTRIBUTOR? Drucker’s first principle is that the purpose of a business in society is to create a customer. That’s how you add value. But what does that mean in today’s world? It doesn’t start by looking at profitability. If you see a company that’s not making money, chances are they haven’t done right by their customers. Don’t let your finance guys define the value you bring. Southwest Airlines is an example of how that tactic can go horribly wrong quickly. The company was so focused on streamlining costs to improve profits that it failed to implement a plan to address disruptions, such as what we saw over the 2022 holiday travel season. And that angered their normally loyal customer base. Sure,

100 • Third Quarter 2023

the financials might look good in the short term, but once you lose sight of the customer, you’ve lost your value-add. Your customers define your value. Be future-focused and ask yourself what you provide that others can’t. Why do your customers look to you to resolve their issues? Profit is important; it’s what keeps your doors open. But don’t let it get in the way of creating and maintaining your customers. A properly managed company will result in a self-regulated cost stream.

HOW DISTRIBUTORS CAN ADD VALUE: MARKETING AND INNOVATION According to Drucker, a company only has two functions: marketing and innovation. Everything else stems from those two roles. Putting marketing above sales may seem odd to many distributors – after all, it’s the sales team that brings in the dollars – but effective marketing means you have understood the needs of your customers so well that selling becomes unnecessary. Marketing makes customers aware of the solution you can provide and places the onus on them to take advantage of it. Would you need field salespeople if your fill rates were significantly higher than your competitors at competitive pricing and you had a digitally enabled almost frictionless customer experience? Eric Hoffer, an American philosopher, said that when we are free to do as we please, we usually imitate each other. Most distributors have a customer intimacy business model and say that they win by providing quality service with

BEST

PRACTICES

excellent people. If the money shifted from field sales to building a friction free world class supply chain, what would happen? The flip side is innovation. Innovation is finding new and different ways to deploy your resources to create value for your customers. It’s what helps to differentiate you in a changing competitive landscape. If you don’t have a differentiated value proposition, you’re no better than any other alternative. Focus on reaching today’s customers. Hint: It doesn’t look the same as the strategies of yesterday. Customer segmentation. Marketing today must be focused on identifying what the customer wants rather than the company’s SIC code or size. Look at how customers want to buy and set up a system that makes it easy to do. Take friction out of their process. Ask questions. You don’t know what you don’t know, so it’s critical to ask thoughtful questions that will help you uncover the answers you need. But don’t rely on your salespeople to fulfill this task; they have their own agendas, which might not align with your value creation goal. Don’t get caught in the moment. It’s easy to get caught up

in what’s happening today and just duplicate what’s already been done. But that’s not innovation, and that won’t help you build your unique value proposition to stay ahead of the competition. Keep the focus on creating value for the long-term.

BOTTOM LINE Today’s competitive landscape is marked by constant change, and that means that distributors need to find ways to redefine their place in a crowded market. But the lessons that Drucker taught me years ago can serve as an effective starting point for creating value for your customers. Take a step back. We are going through a sea change in terms of how the economy works, how the supply chain works and how people work. Make time to learn how those changes affect your customers and what you can do to facilitate their growth. There’s always opportunity in chaos for somebody that can move fast. It’s a great time to be in distribution, but you need the courage to innovate and do a few well thought out bold things. Third Quarter 2023 • 101

BEST

PRACTICES

Finding Your Way on The Road Less Traveled BY JOHN TAPLEY

D 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.

102 • Third Quarter 2023

o you feel yourself yearning for something new, a change with your sales and marketing strategy or a different direction for your business growth? Is it time to find your way on a different path? Or just go in another direction to see where it leads? The true Robert Frost scholars here may take exception with his real meaning in the poem “The Road not Taken” but I’m going off the main road to find creative and unique ideas and solutions. I’m all in for going unconventional outside the mainstream to grow and lead without conformity of established norms. We’ll explore this entrepreneurial mindset with several different concepts and ideas to inspire new strategies often discovered down the road less traveled.

JUST SAY YES

TURN OFF THE GPS

Stretch yourself to limits beyond normal, where you feel uncomfortable. Where do you find yourself most vulnerable to change? If you have a question in a large group of people you don’t know, will you speak up? If the only way in is by a cold call, can you handle it? If you have an opportunity to lead a discussion in front of 5,000 people, would you? If you’re asked to sing the National Anthem at a major sporting event, could you? If you have the opportunity to swim with sharks, would you? Sorry I couldn’t resist that last one, but the point is, the only way forward is through it. And the only way through it is to start

Yes, that’s right, turn off the GPS. Go a different route on that daily trek you make to the office or the store or the airport, look around and observe what you’ve been missing. Shake up your routine and feel the difference. This is a simple way to gain a new perspective and perhaps discover something interesting along the way. And I challenge you to rely less on your GPS. What’s your backup plan if you lose cell service? Find your own way and it doesn’t have to be the same way everyone else is going.

No matter what the question is, no is not an option. Try this for a day. Nothing but yes. Focus on the positive and remove “can’t do this” from your mindset. Instead of “no,” give options to turn it around to a yes. Especially in a customer-facing situation, if you can break the habit of saying no up-front but find your way to making their request happen, even if with conditions, world class customer loyalty will follow. Of course, nothing criminal or endangering, but practice finding a way to say, “yes I can.” Look at every situation in a different lens where anything is possible, and the only answer is yes. And then repeat the next day. Yes you can!

CHALLENGE YOUR COMFORT ZONE

BEST

PRACTICES somewhere. Take the first step to bring down the walls of your comfort zone.

CHECK IN ON YOUR EMOTIONAL INTELLIGENCE It’s been a crazy, mixed-up world in so many ways the last few years and emotions are often ramped up and tempers are short. Business practices and general everyday life patterns have gone through unprecedented change. Emotional intelligence is far more critical today in navigating situations where positive outcomes depend on empathy and effective communication. So, take some time to reflect on how your EQ is holding up. Take a deep breath and reflect on how you feel when things aren’t going your way and conflicting opinions seem overbearing and unfair. It’s a new age in social skills where self-regulation and empathy are key to keeping a level perspective in moving forward. Above all, show kindness and understanding and reflect on the guiding principle that you never know what someone else is going through.

EXERCISE YOUR CURIOUS MIND Reflect on people who’ve changed the world. Thank you Steve Jobs for the iPhone and well-done Elon for giving us the electric car and space travel possibilities. Just observe and reflect on these examples of how a single human sparked an idea and imagined something different, leading to world changing possibilities. And one other example that isn’t so mainstream but is equally fascinating, the Paula Wallace story. Follow her idea, vision and determination to create the premier, global learning institution focused on art, creativity and design, SCAD. The theme here, stay curious my friends. My goal was to fill you with optimism, to stretch the limits of anything binding you to just normal. So, follow me down the path where the bots are fresh, and the ideas are bountiful and let’s find our way on the road less traveled. Or better yet, don’t follow me, make your own path.

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EXPLORE THE NEW WORLD OF AI Yes, I know this might seem contrary to the concept discussed earlier of turning off the GPS, but I can’t resist talking about ChatGPT. A novel and extremely efficient way to ask a question, any question, and receive a multitude of answers you can assure will cover every detail needed. As an example, ask your bot to suggest marketing ideas for a new campaign to support welding supplies. Another example along the theme of taking the road less traveled, ask your bot to develop some key topics for a reverse marketing campaign on your specialty gas business. Brilliant stuff here and I’m an instant fan.

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REAL WORLD SOLUTION FOR YOUR INDUSTRY Third Quarter 2023 • 103

ITR FOR GAWDA

THE GAWDA INDUSTRY ANALYSIS REPORT Provided by ITR Economics™