Breaking News
  Washington SMC
  GAWDA Gives Back
    Site Chosen

Quality Nickel and Stainless Welding Wires and Electrodes

BREAKING NEWS

Washington, D.C. Hosts GAWDA Members

Hundreds of GAWDA members converged on our nation's capital this past week for the second Spring Management Conference of 2004. A fresh, new feeling was in the air, carried over from Chicago's record-breaking conference. Some called it spring. GAWDA members called it "turning the corner." Speaker after speaker provided attendees with ideas and strategies for capturing markets, motivating employees and preparing for a new economy.

GAWDA President Wally Brant opened the Conference with an address to delegates. "We are the leaders in our industry," he said. "The economic typhoon of the last three years has siphoned off many companies through acquisition or closure." President Brant then led the audience through the work of each GAWDA committee, pointing to the accomplishments of each, as well as their specific plans to continue to bring value-added services to members.

The formation of a Task Force on Specialty Gases was announced. Brant explained that the task force will help those distributors already involved in specialty gases to "raise up their level of skill," and to assist those distributors looking to get into this market.

At lunch on Wednesday, President Brant, a long-time and devoted baseball fan, shared his vast collection of baseball cards from his boyhood, many recently uncovered in storage, along with his amazing knowledge of baseball facts.

Almost 1,000 GAWDA members attended this year's two Spring Management Conferences, a number 18% higher than in 2003. Several delegates spoke about the value of this conference….

	"The business sessions at this SMC program were useful and productive, as they provided timely information covering all aspects of my business to help me run it better. I also benefited from the increased opportunities to network with my peers. The SMC allows me to come up for air and learn what others are doing in order to grow their business."
	Myles Dempsey Jr. President TechAir Danbury, CT

"The management sessions were helpful. They were important because I am currently dealing with many of the same issues they addressed. The seminar which discussed employee evaluations and team building is something that is currently being discussed in my company."
Chris Holzworth General Manager Vince's Gas & Welding Supply Co. Carnegie, PA

	"The Spring Management Conference provides me with a unique opportunity for networking which is not available otherwise. I was able to talk with my peers about various topics including how they establish the cost of goods sold and employee salaries. We each face the same issues but handle them in a variety of ways."
	Bill Ellen President Arcet Equipment Co. Richmond, VA

"One of the things I learned at this SMC was the value of teaching each of my employees about gross margins. If we are to be a high gross margin company, there is more pressure on each employee to do everything right regardless of their job function."
Mark Haun President Haun Welding Supply, Inc. Syracuse, NY

If you were unable to be in Washington, or if you want to view your favorite vendor's products, please visit the GAWDA Online Contact Booth Program at www.gawda.org or by clicking here. PowerPoint presentations from the speakers are also available at www.gawda.org.

For a snapshot review of the past week, please click here.

GAWDA Gives Back Site Chosen

GAWDA President Wally Brant announced at the Spring Management Conferences the charity he and his wife, Kathy, have chosen for this year's GAWDA Gives Back Campaign. After an extensive search of several deserving charities in Las Vegas, the city of our 2004 Annual Convention, one stood out to President and Mrs. Brant.

Golden Rainbow is a non-profit organization that cares for men, women and children suffering from HIV and AIDS. Oftentimes, an ability to maintain employment, coupled with the high cost of medical care and life-prolonging medicine, leaves many victims and their families in deep financial crisis.

With the development of antiretroviral drugs, the treatment of AIDS, and HIV, has progressed significantly over the years. However, many people continue to experience difficulties in obtaining these drugs, due to their high cost, and related quality medical care.

MAKING THE SALE

Butler Gas Keeps Customer Springing Along

Butler Gas Products of McKees Rocks, PA, had a little problem. It had just installed a fast fill, no/low loss gas mixing system for longtime local customer General Wire Spring to meet its spring and drain-cleaning equipment fabricating requirements. By replacing the previous cylinder delivery system, Butler Gas stood to save the customer 20% on its annual gas costs, and the distributor would need to make just monthly, rather than weekly, deliveries of product.

However, Debi Butler, vice president and sales manager at Butler Gas, notes the challenge: "The gases just weren't mixing." The customer had a gas use pattern not suited to the new system. "They weren't drawing enough gas from the system, or they were drawing gas, but only one or two stations at a time, and the proper mix was not being achieved." At this point, there were two options: Go back to the original cylinder system with its higher cost and time-consuming delivery of 25 cylinders per week, or provide a more custom-fit mixer capable of adapting to General Wire Spring's requirements.

A closely calibrated mixing valve and pneumatic control on the Acme Cryogenics' Gas Blend System provide precise mixing of gases.

Butler and her company's in-house piping expert, Kurt Bogati, had a pretty good idea which way to turn, and they called in trusted supplier Acme Cryogenics. Acme's National Distributor Sales Manager Tom Kairys listened to a profile of the customer's use patterns, and consulted with Acme's Senior Product Engineer Ed Sokalski and Sales Manager Dave Edge. The Acme team worked to customize its 1000 Series Variable Ratio Gas Blend System to the customer's needs. The blender's closely calibrated mixing valve and complete pneumatic control feature provided the precise mixing required by General Wire Spring.

By having its own piping expert work in close concert with Acme, Butler Gas was able to deliver the new blender within one month of discovering the problem with the previous system. General Wire Spring took delivery in January 2003 and, as Butler describes, "The system has worked beautifully ever since." The gases are mixing properly, and General Wire Spring has, well, you-know-what, back into action. The customer also received its originally promised savings on gas supply. In the year since the new system was installed, the company has saved 25 percent in gas delivery, dropping from $25,000 to $20,000.

The key element maintained by Butler Gas throughout this challenge was flexibility. "The original gas mixing system has been a huge success for us overall," reports Butler. "We have been able to get a lot of new business because of it. But in this particular case, it didn't give us the flow we needed." By calling in supplier Acme Cryogenics in rapid fashion, and having its own piping expert share input with Acme, Butler Gas never allowed the initial mixing disappointment to amount to much of an issue.

"We're a family-owned company, just like this customer," explains Butler. "And what we do best is take care of other family-owned companies." Of course, when you've got a dependable supplier and partner like Acme Cryogenics, it's not a bad idea to call in a little assistance from your extended family every now and again.

INDUSTRY BEAT
(what people are talking about)

Praxair Acquires United Welding (Danbury, CN) • Praxair Distribution, Inc., a subsidiary of Praxair, Inc., acquired United Welding Specialties (Dallas, TX) on April 29. United Welding is a division of Union Industrial Gas in Dallas. It will become part of Praxair Distribution's Gulf States Division (Austin, TX). "United Welding has had a very strong presence in the Dallas-Fort Worth Metroplex for more than 30 years," Praxair Distribution President Wayne Yakich says, "and it will be a very welcome addition to Praxair and to our Texas business team."

Cyl-Tec Acquires Two Companies (Aurora, IL) • Cyl-Tec Inc. has acquired AceTech Inc. and Cylinder Maintenance and Testing LLC, two gas cylinder re-qualification and refurbishing companies. "We are pleased to welcome the employees of these two companies to the growing Cyl-Tec team," Cyl-Tec's Vice President Tom Bennett says. "We are excited about now offering our customers increased capacity and acetylene cylinder re-qualification services due to the acquisition of these two companies."

Jackson Thanks Its Customers (Rochester, NY) • Jackson Welding Supply will be holding Customer Appreciation Days on May 26, June 2 and June 9 at its three branch locations in Avon, Batavia and Newark, NY. This is the company's third year thanking customers for their business by providing them with a barbecue lunch. It is also a chance for customers to see the latest products in the welding and cutting industry. CEO Carol Rae Jackson says she expects to see up to 400 people this year.

GAWDA NEWS

Some Observations About the Value of Membership in GAWDA • Invoices for annual membership dues for the fiscal year beginning November 1, 2003 through October 31, 2004 were mailed to Key Contacts in early December, and included an Annual Report on GAWDA's accomplishments during the past year, and a summary of benefits of membership. As you consider the value of your membership, remember GAWDA's legacy of achievement during more than half a century to provide a voice for the independent welding and gas distributor and well-earned share of the market for industrial gases, and related welding equipment and supplies. GAWDA is an association of achievers, who are willing to share each other their ideas and talents to improve the business prospects for themselves and their families. There is enough information on our Web site, in our quarterly magazine Welding & Gases Today, in this e-newsletter and from your free access to our professional safety and compliance consultants, to justify your membership in GAWDA—but to receive the full benefits of membership, you should participate in a convention or management conference to meet and network with your industry peers. Full payment is required to keep a company in good standing, and to have full privileges of membership, including access to the volumes of information and guidance on the GAWDA Web site and attendance at the 60th Annual Convention in Las Vegas, NV this October.

Profit Survey Deadline Extended • If you have not already sent in your completed Profit Survey, the deadline to do so has been extended to May 10. Don't miss this opportunity to get the tools you need to increase your company's profitability. For more information or to receive the Survey Form, contact the Profit Planning Group at 303-444-6212.

It's Regional Meeting Season • Look for the GAWDA Regional Meeting in your area and make arrangements for you and your management team to attend. You can be sure the meeting will provide great education, networking and fun. The meetings are planned and hosted by member volunteers. So please support them—they are working hard to give you an opportunity to participate in a GAWDA event within driving distance of your business. Below is a calendar of regional meetings:

Safety & Technology • The Safety & Technology Organizer for May 2004 has been posted at the GAWDA Web site. Click here to access it. You will need your GAWDA Web site login to access this information. If you have forgotten your user name and password, or if you need one, please contact gawda@gawda.org.

Plan Now for Convention • Plan now to attend GAWDA's 60th Annual Convention in Las Vegas at the Caesars Palace Hotel and Casino October 3-7, 2004. It's a sure bet for a great time! Please click here for more information about Caesars Palace. For a schedule of events, click here.

Convention Workshop Preview Several workshops are being planned for GAWDA's Annual Convention. As they are finalized, they will be announced right here in the GAWDA Connection. Plan now to be in Las Vegas from October 3-7.
	"The Economy – Where Is It Heading and What Is Likely to Happen to It After November?" Economist Alan Bieulieu will explain what we can expect the economy to look like in 2005, what influence the presidential election result is likely to have on that outlook and what world events could significantly impact his forecast for the U.S. and world economies.
	"A Look at the Industrial Gas Industry" A frequent speaker at GAWDA conventions, Buzz Campbell, publisher of Cryogas International, will give his evaluation and forecast of the U.S. and world industrial gas industry, and the opportunities for gas distributors.

    WORKSHOPS AND SEMINARS

"Stainless Steel Flux Cored Wire – An Expert Overview
of Its Features and Benefits"
Russel Fuchs, Technical Manager for Bohler Thyssen Welding Inc.
Tuesday, May 11, 11:00 a.m. ET
Why has welding with stainless steel flux cored wire become so popular with end-users? What does the future hold for the welding of stainless steels using flux cored wires? This webinar will explore the answers to these questions by looking at the features and benefits of stainless steel flux cored wires and going beyond the standard, and will equip distributors to better meet their customers' welding needs, resulting in more profitable sales opportunities. The call-in number is 1-800-341-2312 and the webinar ID number is 6375 followed by the # sign. For more information, click here.