You Can’t Have A Super Bowl Without Gases And Welding

February 3rd, 2012

Welding makes it possible for fans to stay warm in Indy's network of skywalk-connected buildings.

This weekend, the country’s attention turns to football. And with it, it’s a perfect time to recognize the gases and welding hard at work behind the scenes of the Super Bowl. As the title says, you can’t have a Super Bowl without gases and welding. Even if you could, why would you want to?

The game is being hosted in Indianapolis this year, and in February, that means it’s going to be cold. Thanks to propane supplied by Ferrell Gas Company, local fans will be able to keep warm. Tents are going up all over downtown Indy, and the Office of Code Enforcement is requiring that they be heated for safety reasons. The Super Bowl committee uses propane because it burns clean, with low odor and emissions, and it’s not affected if the power goes out.

Fans staying in any of the 4,700-plus hotel rooms connected to the Indiana Convention Center, on the other hand, can thank their warmth to welding. That’s because those fans will never have to walk outside to get to the game. The ICC is connected to Lucas Oil Stadium by climate-controlled pedestrian walkways (pictured at right). Judging from the pictures, strong welds are definitely key to supporting these steel-and-glass skywalks.

Within Lucas Oil Stadium, where the game will be played, there are 16,000 tons of steel. The stadium has a first-of-its kind SuperFrame Structural System with a unique two-panel moving roof design. The roof itself is supported on five rails. Also, the stadium, which normally has 63,000, has boosted its capacity to 70,000 for Super Bowl XLVI. Sounds like a lot of welding to me.

Of course, gases are at work throughout the game, whether it’s helium balloons, medical oxygen on the sidelines or carbon dioxide making sure fans’ drinks are nice and foamy. GAWDA member Cyl-Tec designed and installed the entire nine tank cryogenic CO2 beverage system within Lucas Oil Stadium. The system stores pressurized, liquefied gas, with a high capacity for vaporization that allows more gas per volume.

Photo Courtesy James Smith/Dallas Cowboy

Dallas Cowboys Stadium hosted the Super Bowl in 2011 with over 165,000 ft. of welding.

Finally, if you’re in town for the game and you’re in the mood for a steak, it turns out Indy offers a venue unlike any other. Dunaway’s Palazzo Ossigeno (“Oxygen Building” in Italian) is housed in a building formerly used for the manufacture of bottled oxygen and hydrogen up until 1991. The Indiana Oxygen Building, as it is known, was built in 1930 by the GAWDA member of the same name. No word on whether knowing the building’s former owners can help you get a reservation.

Also, for recommended reading, be sure to check out “Gases And Welding In The Big Game,” which talks about how welding and gases were at work in last year’s Super Bowl—starting with the fact that the host stadium’s arches alone have over 165,000 ft. of welding.

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What Customers Want On Your Website

February 1st, 2012

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Does your company's website look like this?

To this day, I am still surprised when companies don’t have a website. In the latest issue of Welding & Gases Today, nexAir’s Patrick Galphin makes the case for e-commerce, but that assumes that your business already has a website. Certainly, I understand that the gases and welding industry has traditionally been and continues to be a “local” sort of business. But even when it comes to local buying, customers enjoy the ease of a website.

Almost as bad as having no website is having a poorly made website that is confusing or out of date. I came across a great article recently that questions what is it that local customers want from business websites. Whether you have a bad website or no website at all, this article offers some food for thought.

One of the best things the article offers is a series of statistics. What information is the most valuable to customers on a website? Customers in the survey ranked their wants as follows:

1.      List of prices
2.      List of services
3.      Easy to find contact details
4.      Physical address
5.      Driving directions
6.      Customer testimonials
7.      Clear photos of business
8.      Personal message from manager
9.      Links to social media profiles

Of course, how your customers rank these items may differ slightly based on your business. This is a great starting point; but to know if you’re really on key, why not ask your own customers: “What information would be most valuable to you on our website?” It’s better than guessing.

The article offers some other surprising insights, such as the fact that 40% of survey respondents say they are less likely to do business with a company if they don’t have a physical address on their website. Other offenders that repel customers are slow websites (22%) and ugly websites (21%). “No website” wasn’t one of the questions, but I know it’s a deterrent for me.

As article author Myles Anderson points out, some companies put a lot of effort into external actions when it comes to their website, i.e. search engine ranking and social media. These are important marketing activities, but they cannot stand alone; all that effort can be wasted if your own site is not optimized for your customers and the search engines.

So the question is, do you know what your customers want, and are you giving it to them?

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Who Is Your Company’s Role Model?

January 27th, 2012

In business, the best companies often become great by learning from other companies. It’s not crime to steal inspiration on how to run your organization from business leaders and companies that have been successful. For some, that might be the likes of GE’s Jack Welch or Apple under the direction of Steve Jobs; for others, it might be fellow GAWDA distributors and suppliers who serve as inspiration.

When I talked with Norco CEO Jim Kissler recently, he talked about how the Boise, Idaho-based distributor has gained inspiration from other companies within and outside of the industry. “When we were planning one of our fill locations, we traveled to the industry to learn as much as we could,” he says. In turn, Kissler has welcomed industry members to learn from Norco. “It’s the smartest and brightest operators who come here. They put their egos aside and learn by networking within the industry,” he adds.

Outside of the industry, Norco drew inspiration from Shopko and a local hospital for the design of its central warehouse. The results are a one-of-a-kind warehouse that you won’t find anywhere else in the gases and welding industry…at least not yet—maybe this will serve as inspiration for another company. You can get a look inside Norco’s central warehouse in the latest GAWDA Member Profile and in the video below.

Interestingly, Kissler himself was named a “CEO of Influence” by the Idaho Business Review last year. Even the great ones learn from somewhere, and perhaps the ability to give credit where credit is due is part of being great.

Who or what inspires your company? What successful businesses have served as a model for your processes? Share by leaving a comment or send me a message on Twitter to @GasWeldEdge.

Take a look behind the scenes of Norco’s amazing warehouse:

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Can “Dirty Jobs” Clean Up Welding’s Image?

January 24th, 2012

The welder shortage has been well documented within the industry, but does the average American know the opportunities that exist for welders? My guess is far more people know of the need for nurses or for science and math educators. Estimates are that there will be 238,000 new and replacement jobs in welding, welding engineering and related fields by 2019. In 2009, maybe, that seemed a long ways off; but now that it’s 2012, are we any better off?

GAWDA members are doing their part, as evidenced by photos of hundreds of students engaged by distributors in “The Image Of Our Industry.” The challenge that distributors and suppliers face is reaching out beyond the industry—beyond the welding labs and Vo-Techs, where the message has already reached—and reaching students who aren’t sold on welding and other skilled jobs as promising career paths.

Thanks to several sources on Twitter and Facebook, I came across this video of Dirty Jobs’ Mike Rowe testifying before the U.S. Senate on the need for skilled workers. He points out how disconnected we have become from the trades behind everyday conveniences like indoor plumbing, air conditioning, bridges and so forth. “I believe that we need a national PR campaign for skilled labor,” says Rowe, “something that addresses the widening skills gap head on and reconnects the county with the most important part of our workforce.”

Why care? The livelihood of the gases and welding supply business is only a small part. As you know, the country’s infrastructure—everything from transportation to energy—relies on skilled welders. To illustrate this, Rowe talks about the construction of a power plant that could not move forward due to lack of qualified welders. Some have criticized the rejection of the proposed Keystone XL project, which was projected by TransCanada to create thousands of jobs. But with a shortage of qualified welders across the country, how much pipe welding business would distributors really have had to look forward to?

Short of a national PR campaign, GAWDA members have an opportunity to drive change in their local communities. Distributors and suppliers have access to an incredible network of end-users, schools and manufacturers with resources for change. How can you reach young people about the message of welding? Share by leaving a comment or send me a message on Twitter to @GasWeldEdge.

When you have a few minutes, take a listen to what Mike Rowe had to say. It’s well worth the watch.

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Dale Carnegie For The Digital Age

January 16th, 2012

Do traditional selling methods hold up in today’s technological world? I happened to catch yesterday’s episode of Sunday Morning, which revisited the teachings of one of the icons of selling, Dale Carnegie. Carnegie is famous for his “good guy” approach to sales—influencing people through kindness. One of the interesting questions raised by Sunday Morning is how Carnegie’s teachings translate to a technological age, where selling can be done through email.

How do you take one of Carnegie’s principles such as “Smile.” and use it in an email? Peter Handal, CEO of Dale Carnegie & Associates, answers, “You can choose words that communicate. It takes longer.” You might write in your email, for example, “I’m having a great day, I hope you are, too.”

Last week, I received a business email that said “Tx” instead of “Thanks” or “Thank you.” It’s such a simple thing—and on the surface, the meaning is the same—but I winced at the sight of “Tx.” I immediately felt as though I was an interruption. It can be hard—we are all busy. But Handal is right. It takes more time to write out a personal message, but it pays off. Consider it an investment.

When all is said and done, Carnegie’s message comes down to relationships. If you build a personal relationship and become genuinely interested in your customers, be it through email, over the phone or face to face, they will want to buy from you.

So do Carnegie’s principles hold up with today’s methods of communication? If anything, I’d say Carnegie’s ideas are more relevant today than they were in the 1930s. With email, texting and everything else, it’s easy to forget about developing personal relationships. (Interestingly, Carnegie’s book was recently re-released as How To Win Friends And Influence People In The Digital Age to address new technology—and was met with scathing reviews, so you may want to stick with the original.)

Sunday Morning also asks, why do so many people (8 million so far) pay so much (almost $2,000) for Carnegie’s popular course, only to learn such a simple lesson as the Golden Rule? Handal says, “It’s common sense. The difference is it’s not common practice.”

My question for you is this: In your experience, how can you create a personal connection online?

You can watch the Sunday Morning broadcast below or read the transcript here.

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The Year Of The Business Tablet

January 10th, 2012
O.E. Meyer sales reps on the iPad

O.E. Meyer sales reps on the iPad

It could be said that 2011 was the Year of the Tablet. From the iPad2 to the Kindle Fire (and everything in between), tablets took the world by storm, even penetrating into the business world. Distributors found tablets useful as an on-the-go sales tool, and companies like Sandusky, Ohio-based O.E. Meyer Co. outfitted their sales forces with iPads. Meanwhile several suppliers have developed apps and special websites that can be used with tablets.

So what technology will make the biggest impact in 2012? With the Consumer Electronics Show kicking off today and running through the week, we may get a look at some of the game-changing technology that’s on the way. However, it will most likely be a year or two before new technologies work their way from Las Vegas to the consumer market and ultimately into the business world.

A recent study suggests that tablets could have another big year in 2012, as iPads and other devices grow ever more relevant in the business world. The NPD group reports that 73 percent of small and medium sized business (those with fewer than 1,000 employees) have plans to purchase tablets over the next 12 months. Even companies with fewer than 50 employees intend to spend an average of $1,912 on tablets this year. That number increases drastically as company size grows, with 50-to-200-employee firms looking to spend over $10,000 on tablet technology.

“How can tablets help a gases and welding distributor?” you ask? “It’s enabled our salespeople to be more self-sufficient, and it’s taken a load off of our inside personnel,” says Eric Wood, O.E. Meyer Co. regional vice president of sales. According to a study from Frost & Sullivan, the number one aim among businesses using iPads is increased employee productivity, followed by reduced paperwork and increased revenue.

Have you looked at tablets at your business? Is it worth the investment?

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My Resolution For 2012

January 5th, 2012

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Setting goals is an important part of any business. Last year, I stated that my New Year’s resolution was to become better connected to GAWDA members. As I wrote, “I’m not interested in boosting my followers and connections for the sheer sake of numbers—my hope is to build a network that represents the voice of the industry, to bounce questions off of and to generate discussions.”

A year later, I feel that I have made progress on this continuous goal. One of the most rewarding experiences for me was attending the Spring Management Conference in Tampa and having people who I’d never met in person recognize me from my blog, LinkedIn or Twitter, or recall a phone conversation we’d had months before. Over time, many of these connections, online or over the phone, have turned into personal relationships.

Connecting with GAWDA members has helped me know what issues GAWDA members care about (To those of you reading this, I’m listening, if you have any topics you’d like to see us explore). And I hope, as a result, it has helped us create value for GAWDA members.

As far as the latter part of my goal, to generate discussions, I can see the voice of GAWDA getting louder every day. Several articles, particularly those in our On The Edge feature, have drummed up lively discussions. For me, the highlight was the conversation that followed as a result of an article about sales territories vs. market segmentation. It’s great to hear from people on both sides of the issue.

This year, I am setting a new goal, to learn the gases and welding industry in greater depth, to become more familiar with the products and services that distributors sell.  Like last year’s goal, this is a continuous goal. I’ve spoken with 50-year veterans of the industry who say they learn something new every day. This year, I’m making a concerted effort to keep learning. Any advice?

With that in mind, what is your resolution for 2012?

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The Truth About CO₂ In Your New Year’s Champagne

December 30th, 2011

Rose Champagne
When it comes to New Year’s celebrations, champagne is a staple. But the bubbly would not be so bubbly if not for carbon dioxide.

But wait just a minute, gas industry, before boasting at your New Year’s Eve gatherings. The CO2 in traditional champagne is naturally occurring. The original sparkling wine (champagne is simply sparkling wine produced in the Champagne region of France) was discovered accidentally when wine was put through a second fermentation process, with CO2 as a byproduct of yeast and the sugar in wine.

Of course, that’s the traditional method. Today, less expensive champagnes typically use gas injection methods similar to carbonating soft drinks. Now, gas industry, is your turn to take the credit. However, using this method results in larger bubbles that dissipate quickly, so traditionalists still insist on making sparkling the old-fashioned way. Believe it or not, using gas injection for sparkling wine is actually prohibited in Europe!

Since the traditional “méthod Champenoise” requires yeast, it also requires the removal of the yeast sediment after the fermentation is complete, called disgorging. Through a lengthy process of riddling, either manual or automated, the yeast is brought to the neck of the bottle. Many sparkling wine makers then dip the neck of the bottle in liquid nitrogen to flash freeze the yeast before quickly uncorking (the carbonation causes the yeast to shoot out) and recorking. Other methods can be used as well, from propylene glycol to an ice bath, although I’ve come across one sparkling winemaker that uses a mixture including dry ice.

So even if you are drinking authentic champagne this New Year’s Eve, there’s still a good chance the gas industry had something to do with it. But if your host didn’t spring for the expensive stuff, you may have the gas industry to thank. Either way, you can always impress the guests by explaining why carbon dioxide causes champagne to shoot out of the bottle. Check out the video below to learn about the science of CO2 in sparkling wine—and how to pour it properly for maximum CO2 retention.

Have a happy new year and a safe New Year’s Eve!

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Helium Holidays And A Happy New Year

December 27th, 2011

With the holiday season, I’ve seen a few videos of groups performing helium-infused Christmas carols. However, inhaling helium can be extremely dangerous, as it displaces oxygen, so such acts fall under the “do-not-try-this-at-home” category. A video I saw today, however, shows a much safer use of helium.

A group of three divers recorded themselves singing “We Wish You a Merry Christmas” during their stay in a decompression chamber following a 120 meter (394 ft) dive. The divers write, “We have to breathe a helium/oxygen mix, and the deeper we go, the more ridiculous our voices become.”

The use of helium is actually quite common in deep-sea diving. At 300 feet, divers experience 10 times atmospheric pressure—so oxygen becomes much more compressed. To avoid oxygen poisoning, divers use a gas mix to dilute the oxygen content. Trimix is a common mixture used in diving, which contains nitrogen, oxygen and helium (Thank you, GAWDAwiki).

As GAWDAwiki explains, divers using trimix use a helium descrambler to counteract the effect of helium on the vocal cords and to allow proper communications. However, you won’t find a helium descrambler in this holiday video.

Also standard issue for divers is the air regulator, which was invented by Air Liquide engineer Emil Gagnan. Gagnan originally created valve that regulated gas flow to gas-generator engines. The valve drew the attention of explorer Jacques-Yves Cousteau, who helped adapt the creation into a demand valve system that could provide divers with compressed air on demand and that adjusted to surrounding pressure. The influence of GAWDA members is truly everywhere, even 400 feet under the sea.

Watch the helium holiday video here. (Personally, I think they should have done “The Chipmunk Song.”)

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Word Of Mouse: Online Reviews Matter

December 21st, 2011

In a competitive field like gases and welding, who doesn’t appreciate a referral every once in a while? Word of mouth is consistently cited by distributors as one of their best forms of marketing. And customers, too, place a lot of trust in word of mouth to make their buying decisions. With that in mind, I wonder to what extent distributors are paying attention to online reviews of their business, if at all.

Online reviews of a business are a form of word of mouth. And believe it or not, people put a lot of trust in online reviews. As far back as April 2009, Nielsen reported that 70% of people trust opinions posted online. While this was focused on consumers rather than B-to-B, anything posted about you online can affect your business. As one distributor recently told me, “Word of mouth can kill your business or it can help your business.”

Just like referrals, sometimes garnering online reviews can take some encouragement. I came across an interesting idea from a discussion on Small Business Trends—setting up an online review kiosk in your own store. Google has even condoned the practice of setting up a station for Google Places reviews, as long as you don’t offer incentives that might sway the review process. Setting up a kiosk in your store is a great way to bring it to the forefront of your customer’s mind, and to boost your visibility in local Web searches.

My guess (and I have no statistics to back me up) is that the biggest effect of online reviews in a distributor environment would be on walk-in customers. But then again, even B-to-B customers do their research, and a lot of them probably do it online.

I know when I’m looking for a particular type of business, I take into account the number and quality of reviews that a place has on its listing. Also, there’s been talk that a new wave of smartphone apps like Siri and Iris could potentially shift some weight from business websites and place it on company listings on sources such as Google Places. All the more reason to get on board and encourage your customers to review you.

How are you asking customers for referrals and online reviews?

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