Breaking News
  New Maritime Laws
  Offshore Production
  Welding Market Size

Quality Nickel and Stainless Welding Wires and Electrodes

BREAKING NEWS

New Maritime Security Laws

Companies that rely on materials from overseas to engage in their daily business may be thrown overboard, as new laws governing port security are now in effect. The regulations, designed to combat maritime terrorism, have been in the works for several years. However, according to the International Maritime Organization (IMO), less than 20% of the world's ships and 10% of the world's ports had certified by mid-June that they had met the new requirements. Resulting penalties could be severe, ranging from restrictions on certain ships to "an all-out trade embargo" for countries whose ports do not comply with the security standards.

The laws are the result of a 2002 Congressional measure and subsequent rules from the IMO that require ships to display visible ID numbers and ports to upgrade perimeter fencing and surveillance cameras. The U.S. Coast Guard has indicated that it plans to board every vessel entering American waters to verify that the rules are being followed.

A New Take on "Offshore"

A recent press release from the National Association of Manufacturers pointed to a "popular misperception that American companies have been shifting their production offshore to low wage countries as quickly as they can." According to the Department of Commerce's Bureau of Economic Analysis, in 2002, U.S. manufacturers invested $26 billion in high wage countries including Canada, Europe, Australia, Israel, Japan, New Zealand and Singapore, with only about $3 billion invested in other countries. This ratio has been rising in recent years. The vast bulk of production of U.S.-owned factories overseas is consumed in those markets—not shipped back to the U.S., as popularly thought. Also, the data show that 85% of the American manufacturer's investment dollar stays in the U.S.

Welding Gases & Equipment Market Totals $3.4 Billion

According to data published last week in Modern Distribution Management, welding gases and equipment in 2003 represented a market of $3.4 billion. Industrial welding gases represented a market of $1.9 billion. Click here to see the complete chart showing the top ten industries by SIC Code and 2003 end-user consumption.

MAKING THE SALE

Aimtek Meets Challenge with Custom Solution

A metal fabricator in Connecticut manufacturing commercial jet engine components was having a problem with its positioning equipment. Actually, the problem was not with the equipment; the problem was that the manufacturer was using welding positioning equipment to rotate components. Needing to spray a 95/5 nickel-aluminum alloy over the surface of the engine components, the company was wearing through rollers at a rapid rate due to the relatively low rotation speed of its weld positioner.

Replacing the motor in an IRCO 2,000-pound utility positioner increases rpm for plasma spray process.

The manufacturer contacted several distributors in hopes of finding a solution. Jay Kapur, general manager of Aimtek in Auburn, MA, was one of them. Could Aimtek supply a custom weld positioner with a faster rotation speed? Aimtek had built a stellar reputation in New England by taking on the challenge of small, custom projects such as this one, and was eager to offer a solution.

While attending an industry show, Kapur crossed paths with IRCO Automation's General Manager Dan Moore, whose company, like Aimtek, prides itself on tailoring service to meet unique customer needs. Engineers from Aimtek, IRCO and the customer came together to draw up some parameters for a new weld positioner. Aimtek determined the type of surface speeds that would be required, and IRCO was confident it could develop and deliver the equipment.

The engineers came up with a solution: a special motor installed to replace the original motor in an IRCO 2,000-pound utility positioner. The new motor would provide the increased rpm required for the job. The modified IRCO 2000 provided 10-500 rpm, compared to the original positioner's 0.02-1.4 rpm.

"Smaller companies like ourselves and IRCO sometimes tend to be a little more flexible in going out and solving customers' problems," explains Kapur. "Some of the other companies may have the capability on a project like this, but they walk away from it when it is not standard equipment."

Of course, just because a distributor adopts a strategy of superior and specialized customer service does not necessarily mean toiling on intricate projects with low profit margins. After all, innovation here can mean a sale over there; and this is just what happened with Aimtek. As Kapur describes it, "After this first deal, we were able to say to the market, 'This is what we have,' and one of our salespeople saw that his customer had a similar application, again thermal spraying of commercial jet engine parts, and we ended up selling another one of these positioners to another customer."

Given Aimtek's commitment to superior customer service and willingness to look at all new challenges, it's no surprise that in the last 13 years the company has twice been named New England Small Business Subcontractor of the Year by the Small Business Administration. Fortunately for Jay Kapur and Aimtek, they were able to connect with a vendor that shares their dedication to solving customer challenges, no matter the scope of the project. Which just goes to show...when there's a fresh and complex task that needs to be thought through, sometimes it's best to just step back and go...take in a show.

WELCOME NEW MEMBERS

GAWDA welcomes new Associate Member On-Site Lube Trucks, Inc. of Abilene, TX.

INDUSTRY BEAT
(what people are talking about)

SpaceShipOne

Airgas Goes Into Space (Radnor, PA) • Airgas Inc. provided industrial and specialty gases for SpaceShipOne, the world's first private manned space flight on June 21. Airgas provided nitrous oxide used in the propulsion and other industrial and specialty gases used in the design of the rocket. SpaceShipOne, built by Airgas customer Scaled Composites of Mojave, CA, was the first non-governmental flight to leave the Earth's atmosphere. Its hybrid motor relied on nitrous oxide as an oxidizer and hydroxyl-terminated polybutadiene, a form of rubber, as the fuel. Scaled Composites selected nitrous oxide for oxidation, instead of the industry standard of liquid oxygen, since it eliminated the need for complicated turbo pumps or plumbing to move the oxidizer into the oxidizer tank.

Matheson Tri-Gas Acquires Assets (Parsippany, NJ) • Matheson Tri-Gas acquired the merchant liquid business assets the Air Liquide Group is required to divest resulting from its acquisition of the Messer Griesheim operations. The transaction involves liquid gas and distribution operations, and tonnage assets in Irwindale and Vacaville, CA; Westlake, LA; Waxahachie and San Antonio, TX; and De Lisle, MI.

Robert Magers

Paul Pfingston

ABICOR Promotes Magers and Pfingston (Frederick, MD) • Robert R. Magers was promoted to customer service supervisor at ABICOR Binzel and will focus on building a strong rapport with major accounts while establishing an improved network of communication. Paul E. Pfingston was promoted to national sales manager. In addition to supervisory duties, he will work to improve existing customer relations and build new partnerships.

Norris Joins Acme (Lehigh Valley, PA) • Aubrey Norris joined Acme Cryogenics as southern region service coordinator. He manages field service and in-house repair services for the Houston facility.

Harsco Strengthens Focus (Harrisburg, PA) • Harsco Corporation's Gas & Fluid Control Group's new identity as Harsco GasServ marks a departure from traditional manufacturing concentration to a total gas application focus. With its new emphasis on service, technology and total selling solutions, Harsco GasServ has initiated a three-fold strategy to launch an enhanced menu of offerings.

McEniry Completes 40 Years with nexAir (Memphis, TN) nexAir's Chairman and CEO Bob McEniry completed 40 years with the company. In recognition of his achievement, he was presented with a gift by Dennis Reilley, chairman, president and CEO of Praxair.
Nexair Chairman and CEO Bob McEniry (left) receives a gift presented by Dennis Reilley, chairman, president and CEO of Praxair.

Air Products Appoints Director of Investor Relations (Lehigh Valley, PA) • Air Products named Phil Sproger director of investor relations, succeeding Alex Masetti, who was appointed regional vice president of the Refining and Process Industries, North America. Masetti will be responsible for North American commercial activities for pipeline, merchant and on-site products within Air Products' EPI growth platform.

BOC Names Director of Corporate Relations (Murray Hill, NJ) • BOC Gases appointed Pete Gavigan as director, corporate relations for the Americas, replacing Pete Finlay, who will retire September 30 after 25 years of service. Gavigan will manage projects related to the sale of the U.S. packaged gases business to Airgas Inc. Beyond September, Finlay will work part-time on communications associated with litigation in the U.S.

GAWDA NEWS

Advanced Sales Training • GAWDA's three-module Advanced Sales Training CD is now available. This course will provide your employees with the tools to increase your company's selling effectiveness while becoming a more assertive part of the distributor's selling system. Advanced Inside Sales will explain to your sales force how to look for and take advantage of opportunities to grow accounts, diagnose changes as problems or opportunities, and continuously improve the company's relationship with the customer. Please click here for details and to order.

Group Life Insurance Dividend • Trustees of the GAWDA Group Life Insurance Program approved a 30% dividend to be applied to the 2004 premium. The program has now paid a dividend in all but one year in its 45-year history. The program, through MetLife, insures 126 companies, 5,286 employees, and 3,700 spouses and other dependents. To learn more about this excellent member benefit, please contact GAWDA Group Life Insurance Consultant Dave Irving at 610-566-4851.

2005 SMC Planning Committee

2005 SMC Planning Underway President-Elect and SMC Planning Committee Chair Bob Thornton met with his planning committee in Philadelphia June 27-29 to plan GAWDA University's 2005 Spring Management Conferences. The committee includes Scott Chenoweth, Texas Welders Supply Co.; Industry Partnering Committee Chair Jeff Deckrow, Hypertherm; Joe Dillhoff, OKI-Bering; Robert Jackson, Jackson Welding Supply; Jenny McCall, Welding Engineering Supply Co.; Pat Mulroy, Miller Electric Co.; Whip Seaman, Corp Brothers; Pat Visintainer, Airgas; and Ray Shook and Jeff Weber from the American Welding Society (AWS). GAWDA is grateful to this high-energy group for creating a program that will build on the success of GAWDA's landmark partnership with AWS in 2004. The exciting details will be announced soon.

GAWDA Expands SOP Program • Subscribers to GAWDA's SOP manual and support solution for "manufacturers" of medical gases can now offer the GAWDA SOP manual and consulting services through B&R Compliance Associates to their home healthcare, DME and EMT customers under GAWDA's new Partners-in-Compliance Program. This program enables GAWDA members to provide the same industry-sponsored compliance solution to its FDA-regulated customers as they receive.

Stay Informed with Safety News • GAWDA OSHA and EPA Consultant Tom Eynon has a new section on his Web page entitled "Safety News for the Month" that will feature several brief safety and environmental articles relating to OSHA, EPA, and employee or home safety. To visit the site now, please click here. Eynon also has a new telephone number. You can now reach him at 252-745-7391.

Hot Off the Press • Don't miss out on the latest issue of Welding & Gases Today, which is filled with pages of hot topics that make for great summer reading. Please click here to read the magazine online in its entirety.

It's Regional Meeting Season • GAWDA's Regional Meetings are off to a great start this year. Make plans for you and your management to attend the meeting in your area for great education, networking and fun. Please support the member volunteers who plan and host the meetings, as they are working hard to give you an opportunity to participate in a GAWDA event within driving distance of your business.

New England Regional Meeting • Peter Keough of Corp Brothers Inc. will host the New England Regional Meeting July 22 at Blissful Meadows Golf Club in Uxbridge, MA. Avery "Whip" Seaman, GAWDA first vice president, and Mike Dodd, GAWDA DOT consultant, will be speaking. For more information and a registration form, please contact Keough at 401-331-8020.

Meeting Photos • Sam Thompson of Airgas-South (Marietta, GA) hosted GAWDA's Southeastern Annual Regional Meeting June 27-28 at Hawthorne Suites in Hattiesburg, MS. Please click here to see photos from the gathering.

Mark Your Calendars • Plan now to attend GAWDA's 60th Annual Convention in Las Vegas at the Caesars Palace Hotel and Casino October 3-7. President Wally Brant and his Convention Planning Committee have arranged for a great line-up of speakers and workshops to provide the high impact, high value education you are looking for. You're sure to win at this event! For a schedule of events, click here.

Getting the Most Out Of GAWDA eCommunications Many of you may have seen a few e-mails from GAWDA Headquarters over the past couple of years. Some may say more than a few. Technology is both a joy and burden for all of us. E-mail makes it easier for GAWDA to communicate with members more creatively and frequently at a minimal cost to the association. GAWDA sends out Safety & Compliance Updates, the GAWDA Connection, Monthly Safety & Technology Organizer, upcoming event notices and much, much more. While we continue to improve our methods of communication, we need your help. Here are a few things you can do to make sure you're getting the most out of GAWDA eCommunications: Make sure your e-mail server or ISP is not blocking GAWDA addresses as SPAM. Key Contacts—update your company profiles online to ensure that the most current e-mail and contact information is there. GAWDA's Online Searchable Membership Directory is a great resource for members. Identify key members of your staff who would benefit from Safety Updates, Industry News, Human Resource Issues, or Industry Statistics and Financial Data. In time, we would like to be able to deliver these messages directly to the people who need it. Send us an e-mail at gawda@gawda.org. This ensures that we have the correct e-mail address for you, and we are always happy to respond to any inquiries that you may have.

    WORKSHOPS AND SEMINARS

Bulk Medical Gas Systems
Ron Ball and Bob Yeoman, GAWDA Medical Gases Consultants
July 21-22, Airport Holiday Inn, Indianapolis, IN
Topics at this GAWDA seminar include an evolution of industry and FDA views of bulk systems, applicable requirements, compliance implications and best practices. Registration is on a first come, first served basis. For more information, contact GAWDA at 215-564-3484.

cGMPs for a New Era
July 12, Parsippany, NJ
August 9, Chicago, IL
These two interactive workshops, co-sponsored by the FDA, will include discussions of the risk-based approach to compliance the FDA introduced in 2002 and the integrated, or systems, approach to compliance management. Speakers from the FDA include: David Horowitz, director of the Office of Compliance and Joseph Famulare, director, Division of Manufacturing and Product Quality. Registration by mail only will be accepted until the Thursday prior to each session (July 8 and August 5). To view the brochure, please click here.

Sales Training: Keeping Yourself Motivated—Secrets of Self-Motivation
Dave Kahle, Sales Professional
July 23, 12 p.m. or 3 p.m. ET
In this live, one-hour teleseminar, Kahle will unveil four keys to personal motivation, and provide specific and practical practices and tools to help salespeople light a fire in their psyches. The cost is $85 per location. To learn more, go to www.davekahle.com/teleseminar.htm.

Hospital System Installation and Maintenance
Acme Cryogenics, Allentown, PA
These training and certification classes are scheduled for the weeks of September 13 and November 15. For more information, contact GAWDA Medical Gases Consultant Bob Yeoman at 610-837-6782.