Welder Industry

Reconstruction has already begun. So say many distributors. In our second annual Business Forecast, Welding & Gases Today, a random telephone survey, GAWDA distributors throughout the country. We found their optimism, for various reasons, ranging from technological advances and growing demand for new sales. Many believe that the days of providing the product comes to an end, and that the emphasis on price reduction coming to an end. On the other hand, no one believes that the downward pressure on prices will change in the near future. Distributors may continue to face costs of doing business. Double-digit increase in insurance premiums - health, property and liabilities - and the budget to increase the overhead in maintaining long-term team members will become the winners of the 2004 race to maintain profitability and increase his or her eyes on the bottom line. Welder Parts ,Esab Welder Parts

This is in contrast to members of GAWDA there are some problems to keep them. Over 89% of respondents expect an increase in sales, in some cases up to 22%. Overall average increase of 8%. Give distributors themselves tell you how they intend to achieve such lofty goals.

Cautious optimism for distributors in South
Each interview distributors from the southern region of the United States expect their work will be more than 2% to 20%. Most of them maintained their optimism, the average growth to 8.3%.

Zane Lee, president, Sidney Lee Welding Supply (Hampton, GA), is one who is careful with his enthusiasm. Lee notes that her client's business are beginning to emerge out of the blue. As their business returns, he expects to implement the 3-5% growth in three consecutive years of flat. Difficulties in maintaining the field will not be easy, though, she told me. In addition, aims to improve customer performance, and increased some products, such as different cables, so they can cook quickly. "We're not trying to sell something nickel less, we try to find something that will benefit the customer, and we still can earn. Therefore, we can also win." Despite the positive outlook, I know there are still challenges, in particular, the disappearance of manufacturing jobs across America. "Customers who have also lost the entire business or strengthened their actions from us," he said. Another challenge is balancing the interests of large and small customers. "Large customers want us to bring them new ideas on a regular basis, so they know we expect them. Small businesses are satisfied that we treat them right, and respond when they need help. We do not have to show them a miracle every month," he explains. Lee and his team were forced to find new solutions that make his company a valuable partner for customers.

"This industry has lost sight of the fact that it takes the gross profit margin to make it attractive for reinvestment, and I think too much emphasis on maintaining or increasing market share at the expense of maintaining the proer field."
Bill Vaughan, President
nexAir

"We need to face reality that manufacturing companies are dealing with jobs abroad and intense pressure to reduce costs. It would be difficult segment of the server business in 2004. "
Duffy Kirk, President
Southern Welding Supply

Wayne Oxygen in Welding Supply (Waynesboro, Virginia), President Ronald Brower expects a similar gain of 2-3%. "We do this by increasing services to our customers another niche market." This market consists of customers who take one or two cylinders at a time. Brower, explains: "This market does not want our competitors to which we devote special attention." He points to a very good knowledge of your company's products and solutions, combined with experience providing customer service as something that will distinguish Wayne welding oxygen powered by competitors. Brower sees government regulation largest area of concern in the coming year, especially when they lead to costs. "We can only do one of two things: absorb the price increases or pass them to customers."

nexAir (Memphis, Tennessee), President Bill Vaughan hopes that "the real inflation rate above 5.6%, spurred mostly by the marketing activities of smaller customers. This marks a change from previous years when nexAir had more to do with large factories producing metal." In recent years, , we should pay more attention to gas-related sectors such as health laboratories and chemical plants to compensate for manufacturers who have closed their doors. "He hoped that the addition of young talent will help the company achieve its goals. nexAir adds a few new people a year, putting them through two-year training program in different departments, developing leadership skills in the process. "until they finish, we can identify their strengths and put them in a position to highlight them." Vaughan is concerned about the ability to maintain margins. He will remain focused on him, showing the main products . 'We're not actively looking for opportunities to expand our product lines in areas where we have some experience. In the past, we tried, and found that not what we're best friends. "

"We must continue the ongoing improvement in terms of our operating performance and maintain the overall quality."
DeDomenico Michael, CEO
NuCO 2

"Infinite loop competitor stealing our customers after we steal from them does not lead to real growth."
Dyal Thomas, President
Cryoweld Group

On the other hand, the Southern Welding Supply (Birmingham, AL) is seeking to diversify their product offerings. "We are looking for variety, because we do not believe that he returned to welding it will not be as strong as it was. Too many jobs and factories are closed," said Vice President Randy Puryear. It provides a variety that will give 6-7% increase in sales this year, and he wanted to hire more workers: purchasing agent, sales staff and some drivers. Puryear also indicates that, like every year, one goal is to "keep up with changes in business," citing examples of how integrated internet providers.

Dennis Jin, CEO and President Dennis Welding Supply Co (Montgomery, AL), hoping that an increase of 10%, thanks to the upcoming construction of the Hyundai Motors plant, which will bring contractors in the area. Dennis wants to get more business with expertise in gas market hopes to pump its own within a year or two. Big changes in the company of perfume. "It would be a great service for our customers when they can order from us directly from their computers 24 / 7." Despite the depressed market seen in recent years, Dennis did not think it made for a bad experience Very. "Sometimes we get lax, and I think that those periods of slow to wake us up."

Southern Welding Supply (Savannah, GA) projects 6-8% growth in sales in 2004, and Kirk Duffy, the President said that this event will be the result of "force increases our ability at the same time as some of our competitors again and drop. Refigured we're on the company works to make people more to our customers. "Although the supplies and equipment dropped late last year, volumes of gas were kept well, Duffy will focus on expanding these markets. His biggest obstacle competition in 2004 will be pressure to reduce costs.

NuCO 2 (Stuart, Florida) provides a catering business with the volume of CO 2. The company has 103 beds and services -77 000 Depot customers in approximately 45 countries, many of them national chains of fast food restaurants. CEO Michael DeDomenico expects to increase sales by 10-15% this year due to improving the economy for catering, more stores to new and existing concepts, a restaurant, more customer interest in managing large equipment, and improvements to his company's internal. "We moved the company's extensive rehabilitation , highlights our ability to service. Tyagi we expect to significantly improve on our services will help us win more customers. "Other updates include improved delivery charges, as well as better training for operators 24 / 7 Call Center Company." Our operators are trained specifically on how to do "to fix the phone to respond restaurant workers, ie, young night shift manager at McDonald's who's calling with a question. This conversation can be slightly different than the factory manager at Boeing. We are committed to our service capabilities that help differentiate us. "

Robert Sisemore, president of Welders Supply & Equipment (Nashville, Tennessee), has a very positive outlook, predicting sales growth of 15-20% this year, mainly due to aggressive marketing, new sellers, good word of mouth and by loyal customers ready to deal with business, local family. Looking for quality employees, lower insurance premium rates increased Sisemore problems this year. Balancing these concerns, however, is the fact that markets Sisemore in a wide range of clients. "When I started this business, I sold everything I could get, and the distribution business, as possible. It was a good move, especially the last recession."

EASTERN sales show signs of strengthening
Eastern Distributor expects to increase sales from 2% to 13,5%. There are several plans to add new people or products, and gently hold their fingers in the water, waiting for the tide to turn.

"Gross margin hardgoods are expected to experience significant growth," said Mary Shanaman, president of Commonwealth Supply Co (York, Pennsylvania). Although she does not expect an influx of new manufacturers move to the region, Shanaman believes that the current climate of existing producers will be better than it did the last two years, resulting in 4-5% of its sales. "Our sales will continue to provide sales support that. Experience Our sales staff all worked as welders at one time or another," said Shanaman. "They know the industry and they understand the needs of our customers."

Joseph (Bo) Martin III, president and CEO, Middlesex Gas Technologies (Everett, Mass.), also believes that maintaining a double-digit profit growth in expenditure on health and property, casualty insurance will remain a challenge for all distributors. In light of the positive numbers experienced in the fourth quarter of 2003, Martin was optimistic than previously. "As a small independent, we were able to absorb the hits of the past, we can move faster, jump through hoops, when you need to support our customers as the economy recovers." Martin expects biotechnology pharmaceutical industries continue to do so, welding equipment business will welcome the revival of the beneficiary. "I expect to increase gas sales by as much as 5%, while sales of equipment may increase only by 3%." He adds: "We will continue to invest in the business of our gas business serving biotechnology drugs. "Martin expects to add another store to better serve their clients.

"Our goal was and continues to be a growing market share."
Jim Miller, President
Airgas East

"The industrial tools are a wide range of products that allows our merchants to provide customers with a wide range of products, which complements the sales of our guidelines."
Shanaman Mary, President
Commonwealth Supply Co.

Wayne Yakich, president of distribution Praxair, Inc (Danbury, Connecticut), expects business to be compared to last year, around 4-6%. Last year, the company introduced a new laptop to make delivery Yakich believe it will help reduce distribution costs through better fleet optimization. He also plans to add people all the time looking for opportunities to expand. "Our goal is the geographical coverage of 100% in the U.S., directly or through a distributor Praxair, so we always try to add branches, industry consolidation, buy a few distributors, as well as strengthening our relationships with distributors."

Slow and steady climb up the industry's customers factor Laurie Waller, Vice President, Gas Supply Welding Vince Koh (Carnegie, Pa), to predict 4.5% of the total increase in revenues from sales in 2004. "Half of our medical gas business is that, regardless of how the economy fares, increasing on average by 10-15% every year," she says. "I hope our industrial business to grow by 2-3% in 2004." Waller points to her company's ability to stay close to the customer in the face of increasing competition on the endless pressure to drive prices downward.

The increase in research activity will be managed sales growth of up to 12-15%, according to Thomas Dyal, President of Cryoweld (Poughkeepsie, NY). "The new business can come and move into new market Cryoweld effects." Dyal explains. "Recently we have established a foothold in a new niche, resulting in a case of sale inspection, and maintenance of fire extinguishers, we receive a good response to our existing customer base, as well as the relationship with customers, we did not have."

"Being able to continue to provide customers the best quality service at a reasonable price would be a problem."
Nowell Richard, President
Coast Welding Supply

"We will continue to offer courses in order to increase future sales. They deal with customers and potential customers to our shop to add value to the relationship."
Brockway John, President
Twin State Welding Supply

F. Russell, Jr., strategies, president of Strategic Welding Supply Co (Buffalo, NY), predicts that 2004 will remain at the level of 2003. Strategies said: "We will continue to do what we do best and improve what needs improving." Strategic marketing activity will be driven by a wide range of services supported by an extensive list of equipment. West New York location of the company is constantly negative impact on the business climate, which said substrate, hinders economic development. He said: "Although we see a slight growth in Western New York, is to our advantage, taking place in Southeast Georgia, East Florida, which was offset decline in capacity in New York."

Peter George, President, Tec-Con (Darby, Pennsylvania), expects sales growth of 7%, based on a recovery in the second quarter. Unfortunately for George, more customers rely on multiple vendors as their price driven decisions. "Now, it appears that the level of knowledge and the distributor can not offer weight as before." To prevent the new wave of buying, Tec-Con is a structure of services in order to be able to provide more services to more customers. George says, "If customers can not afford new equipment, our goal is to compete to fix it, speaking as a partner rather than supplier." He suggests adding another location in 2004.

"Pick up sales activity experienced during the last four months of 2003 is stable," said Jim Miller, president of Airgas East (Salem, NH), and focuses on a 4% growth in sales this year. Miller notes that the implementation of key customers, including construction and manufacturing, research and development, change the production growth rates of the expected recovery planning client. "There is a balance, we expect growth of 4% in sales," he says. "As we ramp up in terms of ability to deal with this growth, we need to manage costs as growth builds. My biggest challenge is knowing when and where you can make additional investments to build the capacity to service growth needs."

"Downloading prices is a serious problem in our industry. Selling textbooks depends on the price structure of our existing high priority."
Laurie Waller
Vice President
Vince's Gas Welding Supply Co.

"We are always looking for better systems and better processes to improve the efficiency of our business. Many of our hires new people with new skills such as gas distribution logistics and planning."
Yakich Wayne, President
Praxair Distribution, Inc.

Twin three-year-old company supplies welding state (Lebanon, NH) by digit sales increases in 2004 as it was in 2003, says John Brockway, president. "As a small, we look at other niche businesses to meet the additional needs of our customers. We ask customers about products they are interested in purchasing the site, the products they will be provided locally, instead of buying from a catalog." One of the company's initiatives this year to find and buy the site to find the corporate headquarters and add the gas station.

The combination of sales in hospitals nursing homes, and the new R & D center will be moving into the region's growth to 10% on the beach Welding Supply (Oakhurst, New Jersey), show that President Richard Nowell. He said that if, "I expect a significant increase in fuel prices, from helium, perhaps, because of the lack of CO 2 to. "Nowell also notes that his company's reputation for friendly service and performance of its employees helped it capture market share.

2004 sales numbers are expected even with 2003 numbers, said Michael Smigen, President, Alliance Welding Supply Co., (Amsterdam, New York). Clients are quite diverse. Smigen says, "We have many small customers to offset the difficulties we would if we were completely dependent on leading brands." Smigen See buying capital equipment is to lift the New Year began.

Small distribution throughout the United States expect sales activity to increase by an average of 8% this year. Distribution Medium expects to increase at a similar rate of 8,1%, while the larger distribution is expected to grow just 6%.

West Distributors tracks to slow the growth
Southwest region will pick a little, but will be slightly slower than the rest of the country, as distributors are predicting a rise of 4% overall.

Three distributors to specify the business to remain flat, including Robert Worthington, a partner Welders Supply (Childress, TX). As one of the only independent distributors in his region, clients of agricultural and rural small shops mainly include its customer base. Worthington plans to focus on the trend of customers and provide services for a week, separating the power welders its competitors, which typically provide only once every two weeks. "Our trucks carry all the customers that may be required, electrode saws, hardgoods, gloves, tips, and other materials," he explains, "our weekly delivery more convenient for our customers."

Plains customer base Welding Supply (Carlsbad, NM), primarily oil and natural gas drillers. Price stability for these two items to bring the president Randy Culver to forecast sales as last year. "I do not see us doing something else, what we do in recent years, just trying to keep its customer base and we continue to do what we do best," he says. What the company does best, to know what customers need, .. Ensure that they he would like to add one employee for pumping hydraulic tests Culver partners expressed concern many small business owners, said. "Our main task will be to control expenses, especially insurance"

"Even if they did not build the facility in South Texas, we are still busy due to the oil-based work with clients around the world China Sea and Venezuela."
Bill Delcambre II, CEO
Welding Supply House

"Suppliers who know how to find great opportunities deserve credit for the success of the company."
Marty Kearns, Executive Director
Industrial Welding Supply

The company further expects industry sales at welding supply Chickasha (Chickasha, OK). Judy Nelson, vice president, says the company will continue to maintain a good inventory and continue to focus on customer service to maximize the opportunities that do exist. After adding several new products last year, Nelson is not going to add more in 2004. "We're trying to work a minimum of salespeople," she says, "so that our concerns will keep a regular customer base trying to keep up."

At the other end of the spectrum, Chris Jennings, president of Ramsey Welding Supply (Glendale, Arizona), which includes "double-digit growth" in 2004. Jennings cites demand continued provision of commercial infrastructure projects in Phoenix as a catalyst for growth, he notes with satisfaction the increased activity at the end of 2003. Jennings hopes of changing the sales approach will yield positive results. "Suffice it to rapid erosion of the field meant that there were vendors selling on price and value. Therefore, our sales approach to slow the sales cycle to make it more relationship-oriented and make more informed decisions about which customers to continue. If we can really save Customers in the labor overhead, and performance, this growth will be much more cent nickel, or we can keep them on the product. "

Eric Myers, CEO Vern Lewis Welding Supply (Phoenix, AZ) provides a similar increase in sales of 10%. "We take a closer look at what we do, to see if there are ways to improve," he says, he focuses on efforts to improve staff expertise. "We take excuses not to approach our customers and we pride ourselves on our level of technical expertise." Meyers believes that solutions to customers, will make his company a strong value-added partner.

Welding Supply House (Lafayette, LA) business is depends almost entirely on oil prices and developments worldwide oil-producing countries. CEO Bill Delcambre II said it makes it difficult to predict sales for the coming year for his company, whose market oilfield services companies. To judge by what he sees now, though, Delcambre expects 6-8% growth in 2004. Other than to try to predict oil costs, said Delcambre biggest challenges facing his company is to buy the government the costs for liability insurance.

Marty Kearns, CEO of Industrial Welding Supply (Baton Rouge, LA), expects an increase of 3% based on the supply side of the oil business, as well as more natural gas drilling. Kearns was able to divert some of the difficulties of the previous year, offering a variety of range of products. "customers want to compare their lists of suppliers and buy more products and fewer suppliers," he said. Many customers, ranging from large companies to individuals, not pay their bills as fast as he once was, and it would be a problem next year. "People increased their payment schedules, and it's not a very comfortable position, "says Kearns." You have to accept it, or they will be doing business elsewhere. "

"We recruit drivers from the brink of. The experience of driving armored trucks, they already have Class B license with air brake hazmat just need to get approval."
Erin Beckley, President
Air Supply-Arc

"We do not see the glory days in mid-1990, but those who survived the last crisis a real lift."











Reconstruction has already begun. So say many distributors. In our second annual Business Forecast, Welding & Gases Today, a random telephone survey, GAWDA distributors throughout the country. We found their optimism, for various reasons, ranging from technological advances and growing demand for new sales. Many believe that the days of providing the product comes to an end, and that the emphasis on price reduction coming to an end. On the other hand, no one believes that the downward pressure on prices will change in the near future. Distributors may continue to face costs of doing business. Double-digit increase in insurance premiums - health, property and liabilities - and the budget to increase the overhead in maintaining long-term team members will become the winners of the 2004 race to maintain profitability and increase his or her eyes on the bottom line.

This is in contrast to members of GAWDA there are some problems to keep them. Over 89% of respondents expect an increase in sales, in some cases up to 22%. Overall average increase of 8%. Give distributors themselves tell you how they intend to achieve such lofty goals.

Cautious optimism for distributors in South
Each interview distributors from the southern region of the United States expect their work will be more than 2% to 20%. Most of them maintained their optimism, the average growth to 8.3%.

Zane Lee, president, Sidney Lee Welding Supply (Hampton, GA), is one who is careful with his enthusiasm. Lee notes that her client's business are beginning to emerge out of the blue. As their business returns, he expects to implement the 3-5% growth in three consecutive years of flat. Difficulties in maintaining the field will not be easy, though, she told me. In addition, aims to improve customer performance, and increased some products, such as different cables, so they can cook quickly. "We're not trying to sell something nickel less, we try to find something that will benefit the customer, and we still can earn. Therefore, we can also win." Despite the positive outlook, I know there are still challenges, in particular, the disappearance of manufacturing jobs across America. "Customers who have also lost the entire business or strengthened their actions from us," he said. Another challenge is balancing the interests of large and small customers. "Large customers want us to bring them new ideas on a regular basis, so they know we expect them. Small businesses are satisfied that we treat them right, and respond when they need help. We do not have to show them a miracle every month," he explains. Lee and his team were forced to find new solutions that make his company a valuable partner for customers.

"This industry has lost sight of the fact that it takes the gross profit margin to make it attractive for reinvestment, and I think too much emphasis on maintaining or increasing market share at the expense of maintaining the proer field."
Bill Vaughan, President
nexAir

"We need to face reality that manufacturing companies are dealing with jobs abroad and intense pressure to reduce costs. It would be difficult segment of the server business in 2004. "
Duffy Kirk, President
Southern Welding Supply

Wayne Oxygen in Welding Supply (Waynesboro, Virginia), President Ronald Brower expects a similar gain of 2-3%. "We do this by increasing services to our customers another niche market." This market consists of customers who take one or two cylinders at a time. Brower, explains: "This market does not want our competitors to which we devote special attention." He points to a very good knowledge of your company's products and solutions, combined with experience providing customer service as something that will distinguish Wayne welding oxygen powered by competitors. Brower sees government regulation largest area of concern in the coming year, especially when they lead to costs. "We can only do one of two things: absorb the price increases or pass them to customers."

nexAir (Memphis, Tennessee), President Bill Vaughan hopes that "the real inflation rate above 5.6%, spurred mostly by the marketing activities of smaller customers. This marks a change from previous years when nexAir had more to do with large factories producing metal." In recent years, , we should pay more attention to gas-related sectors such as health laboratories and chemical plants to compensate for manufacturers who have closed their doors. "He hoped that the addition of young talent will help the company achieve its goals. nexAir adds a few new people a year, putting them through two-year training program in different departments, developing leadership skills in the process. "until they finish, we can identify their strengths and put them in a position to highlight them." Vaughan is concerned about the ability to maintain margins. He will remain focused on him, showing the main products . 'We're not actively looking for opportunities to expand our product lines in areas where we have some experience. In the past, we tried, and found that not what we're best friends. "

"We must continue the ongoing improvement in terms of our operating performance and maintain the overall quality."
DeDomenico Michael, CEO
NuCO 2

"Infinite loop competitor stealing our customers after we steal from them does not lead to real growth."
Dyal Thomas, President
Cryoweld Group

On the other hand, the Southern Welding Supply (Birmingham, AL) is seeking to diversify their product offerings. "We are looking for variety, because we do not believe that he returned to welding it will not be as strong as it was. Too many jobs and factories are closed," said Vice President Randy Puryear. It provides a variety that will give 6-7% increase in sales this year, and he wanted to hire more workers: purchasing agent, sales staff and some drivers. Puryear also indicates that, like every year, one goal is to "keep up with changes in business," citing examples of how integrated internet providers.

Dennis Jin, CEO and President Dennis Welding Supply Co (Montgomery, AL), hoping that an increase of 10%, thanks to the upcoming construction of the Hyundai Motors plant, which will bring contractors in the area. Dennis wants to get more business with expertise in gas market hopes to pump its own within a year or two. Big changes in the company of perfume. "It would be a great service for our customers when they can order from us directly from their computers 24 / 7." Despite the depressed market seen in recent years, Dennis did not think it made for a bad experience Very. "Sometimes we get lax, and I think that those periods of slow to wake us up."

Southern Welding Supply (Savannah, GA) projects 6-8% growth in sales in 2004, and Kirk Duffy, the President said that this event will be the result of "force increases our ability at the same time as some of our competitors again and drop. Refigured we're on the company works to make people more to our customers. "Although the supplies and equipment dropped late last year, volumes of gas were kept well, Duffy will focus on expanding these markets. His biggest obstacle competition in 2004 will be pressure to reduce costs.

NuCO 2 (Stuart, Florida) provides a catering business with the volume of CO 2. The company has 103 beds and services -77 000 Depot customers in approximately 45 countries, many of them national chains of fast food restaurants. CEO Michael DeDomenico expects to increase sales by 10-15% this year due to improving the economy for catering, more stores to new and existing concepts, a restaurant, more customer interest in managing large equipment, and improvements to his company's internal. "We moved the company's extensive rehabilitation , highlights our ability to service. Tyagi we expect to significantly improve on our services will help us win more customers. "Other updates include improved delivery charges, as well as better training for operators 24 / 7 Call Center Company." Our operators are trained specifically on how to do "to fix the phone to respond restaurant workers, ie, young night shift manager at McDonald's who's calling with a question. This conversation can be slightly different than the factory manager at Boeing. We are committed to our service capabilities that help differentiate us. "

Robert Sisemore, president of Welders Supply & Equipment (Nashville, Tennessee), has a very positive outlook, predicting sales growth of 15-20% this year, mainly due to aggressive marketing, new sellers, good word of mouth and by loyal customers ready to deal with business, local family. Looking for quality employees, lower insurance premium rates increased Sisemore problems this year. Balancing these concerns, however, is the fact that markets Sisemore in a wide range of clients. "When I started this business, I sold everything I could get, and the distribution business, as possible. It was a good move, especially the last recession."

EASTERN sales show signs of strengthening
Eastern Distributor expects to increase sales from 2% to 13,5%. There are several plans to add new people or products, and gently hold their fingers in the water, waiting for the tide to turn.

"Gross margin hardgoods are expected to experience significant growth," said Mary Shanaman, president of Commonwealth Supply Co (York, Pennsylvania). Although she does not expect an influx of new manufacturers move to the region, Shanaman believes that the current climate of existing producers will be better than it did the last two years, resulting in 4-5% of its sales. "Our sales will continue to provide sales support that. Experience Our sales staff all worked as welders at one time or another," said Shanaman. "They know the industry and they understand the needs of our customers."

Joseph (Bo) Martin III, president and CEO, Middlesex Gas Technologies (Everett, Mass.), also believes that maintaining a double-digit profit growth in expenditure on health and property, casualty insurance will remain a challenge for all distributors. In light of the positive numbers experienced in the fourth quarter of 2003, Martin was optimistic than previously. "As a small independent, we were able to absorb the hits of the past, we can move faster, jump through hoops, when you need to support our customers as the economy recovers." Martin expects biotechnology pharmaceutical industries continue to do so, welding equipment business will welcome the revival of the beneficiary. "I expect to increase gas sales by as much as 5%, while sales of equipment may increase only by 3%." He adds: "We will continue to invest in the business of our gas business serving biotechnology drugs. "Martin expects to add another store to better serve their clients.

"Our goal was and continues to be a growing market share."
Jim Miller, President
Airgas East

"The industrial tools are a wide range of products that allows our merchants to provide customers with a wide range of products, which complements the sales of our guidelines."
Shanaman Mary, President
Commonwealth Supply Co.

Wayne Yakich, president of distribution Praxair, Inc (Danbury, Connecticut), expects business to be compared to last year, around 4-6%. Last year, the company introduced a new laptop to make delivery Yakich believe it will help reduce distribution costs through better fleet optimization. He also plans to add people all the time looking for opportunities to expand. "Our goal is the geographical coverage of 100% in the U.S., directly or through a distributor Praxair, so we always try to add branches, industry consolidation, buy a few distributors, as well as strengthening our relationships with distributors."

Slow and steady climb up the industry's customers factor Laurie Waller, Vice President, Gas Supply Welding Vince Koh (Carnegie, Pa), to predict 4.5% of the total increase in revenues from sales in 2004. "Half of our medical gas business is that, regardless of how the economy fares, increasing on average by 10-15% every year," she says. "I hope our industrial business to grow by 2-3% in 2004." Waller points to her company's ability to stay close to the customer in the face of increasing competition on the endless pressure to drive prices downward.

The increase in research activity will be managed sales growth of up to 12-15%, according to Thomas Dyal, President of Cryoweld (Poughkeepsie, NY). "The new business can come and move into new market Cryoweld effects." Dyal explains. "Recently we have established a foothold in a new niche, resulting in a case of sale inspection, and maintenance of fire extinguishers, we receive a good response to our existing customer base, as well as the relationship with customers, we did not have."

"Being able to continue to provide customers the best quality service at a reasonable price would be a problem."
Nowell Richard, President
Coast Welding Supply

"We will continue to offer courses in order to increase future sales. They deal with customers and potential customers to our shop to add value to the relationship."
Brockway John, President
Twin State Welding Supply

F. Russell, Jr., strategies, president of Strategic Welding Supply Co (Buffalo, NY), predicts that 2004 will remain at the level of 2003. Strategies said: "We will continue to do what we do best and improve what needs improving." Strategic marketing activity will be driven by a wide range of services supported by an extensive list of equipment. West New York location of the company is constantly negative impact on the business climate, which said substrate, hinders economic development. He said: "Although we see a slight growth in Western New York, is to our advantage, taking place in Southeast Georgia, East Florida, which was offset decline in capacity in New York."

Peter George, President, Tec-Con (Darby, Pennsylvania), expects sales growth of 7%, based on a recovery in the second quarter. Unfortunately for George, more customers rely on multiple vendors as their price driven decisions. "Now, it appears that the level of knowledge and the distributor can not offer weight as before." To prevent the new wave of buying, Tec-Con is a structure of services in order to be able to provide more services to more customers. George says, "If customers can not afford new equipment, our goal is to compete to fix it, speaking as a partner rather than supplier." He suggests adding another location in 2004.

"Pick up sales activity experienced during the last four months of 2003 is stable," said Jim Miller, president of Airgas East (Salem, NH), and focuses on a 4% growth in sales this year. Miller notes that the implementation of key customers, including construction and manufacturing, research and development, change the production growth rates of the expected recovery planning client. "There is a balance, we expect growth of 4% in sales," he says. "As we ramp up in terms of ability to deal with this growth, we need to manage costs as growth builds. My biggest challenge is knowing when and where you can make additional investments to build the capacity to service growth needs."

"Downloading prices is a serious problem in our industry. Selling textbooks depends on the price structure of our existing high priority."
Laurie Waller
Vice President
Vince's Gas Welding Supply Co.

"We are always looking for better systems and better processes to improve the efficiency of our business. Many of our hires new people with new skills such as gas distribution logistics and planning."
Yakich Wayne, President
Praxair Distribution, Inc.

Twin three-year-old company supplies welding state (Lebanon, NH) by digit sales increases in 2004 as it was in 2003, says John Brockway, president. "As a small, we look at other niche businesses to meet the additional needs of our customers. We ask customers about products they are interested in purchasing the site, the products they will be provided locally, instead of buying from a catalog." One of the company's initiatives this year to find and buy the site to find the corporate headquarters and add the gas station.

The combination of sales in hospitals nursing homes, and the new R & D center will be moving into the region's growth to 10% on the beach Welding Supply (Oakhurst, New Jersey), show that President Richard Nowell. He said that if, "I expect a significant increase in fuel prices, from helium, perhaps, because of the lack of CO 2 to. "Nowell also notes that his company's reputation for friendly service and performance of its employees helped it capture market share.

2004 sales numbers are expected even with 2003 numbers, said Michael Smigen, President, Alliance Welding Supply Co., (Amsterdam, New York). Clients are quite diverse. Smigen says, "We have many small customers to offset the difficulties we would if we were completely dependent on leading brands." Smigen See buying capital equipment is to lift the New Year began.

Small distribution throughout the United States expect sales activity to increase by an average of 8% this year. Distribution Medium expects to increase at a similar rate of 8,1%, while the larger distribution is expected to grow just 6%.

West Distributors tracks to slow the growth
Southwest region will pick a little, but will be slightly slower than the rest of the country, as distributors are predicting a rise of 4% overall.

Three distributors to specify the business to remain flat, including Robert Worthington, a partner Welders Supply (Childress, TX). As one of the only independent distributors in his region, clients of agricultural and rural small shops mainly include its customer base. Worthington plans to focus on the trend of customers and provide services for a week, separating the power welders its competitors, which typically provide only once every two weeks. "Our trucks carry all the customers that may be required, electrode saws, hardgoods, gloves, tips, and other materials," he explains, "our weekly delivery more convenient for our customers."

Plains customer base Welding Supply (Carlsbad, NM), primarily oil and natural gas drillers. Price stability for these two items to bring the president Randy Culver to forecast sales as last year. "I do not see us doing something else, what we do in recent years, just trying to keep its customer base and we continue to do what we do best," he says. What the company does best, to know what customers need, .. Ensure that they he would like to add one employee for pumping hydraulic tests Culver partners expressed concern many small business owners, said. "Our main task will be to control expenses, especially insurance"

"Even if they did not build the facility in South Texas, we are still busy due to the oil-based work with clients around the world China Sea and Venezuela."
Bill Delcambre II, CEO
Welding Supply House

"Suppliers who know how to find great opportunities deserve credit for the success of the company."
Marty Kearns, Executive Director
Industrial Welding Supply

The company further expects industry sales at welding supply Chickasha (Chickasha, OK). Judy Nelson, vice president, says the company will continue to maintain a good inventory and continue to focus on customer service to maximize the opportunities that do exist. After adding several new products last year, Nelson is not going to add more in 2004. "We're trying to work a minimum of salespeople," she says, "so that our concerns will keep a regular customer base trying to keep up."

At the other end of the spectrum, Chris Jennings, president of Ramsey Welding Supply (Glendale, Arizona), which includes "double-digit growth" in 2004. Jennings cites demand continued provision of commercial infrastructure projects in Phoenix as a catalyst for growth, he notes with satisfaction the increased activity at the end of 2003. Jennings hopes of changing the sales approach will yield positive results. "Suffice it to rapid erosion of the field meant that there were vendors selling on price and value. Therefore, our sales approach to slow the sales cycle to make it more relationship-oriented and make more informed decisions about which customers to continue. If we can really save Customers in the labor overhead, and performance, this growth will be much more cent nickel, or we can keep them on the product. "

Eric Myers, CEO Vern Lewis Welding Supply (Phoenix, AZ) provides a similar increase in sales of 10%. "We take a closer look at what we do, to see if there are ways to improve," he says, he focuses on efforts to improve staff expertise. "We take excuses not to approach our customers and we pride ourselves on our level of technical expertise." Meyers believes that solutions to customers, will make his company a strong value-added partner.

Welding Supply House (Lafayette, LA) business is depends almost entirely on oil prices and developments worldwide oil-producing countries. CEO Bill Delcambre II said it makes it difficult to predict sales for the coming year for his company, whose market oilfield services companies. To judge by what he sees now, though, Delcambre expects 6-8% growth in 2004. Other than to try to predict oil costs, said Delcambre biggest challenges facing his company is to buy the government the costs for liability insurance.

Marty Kearns, CEO of Industrial Welding Supply (Baton Rouge, LA), expects an increase of 3% based on the supply side of the oil business, as well as more natural gas drilling. Kearns was able to divert some of the difficulties of the previous year, offering a variety of range of products. "customers want to compare their lists of suppliers and buy more products and fewer suppliers," he said. Many customers, ranging from large companies to individuals, not pay their bills as fast as he once was, and it would be a problem next year. "People increased their payment schedules, and it's not a very comfortable position, "says Kearns." You have to accept it, or they will be doing business elsewhere. "

"We recruit drivers from the brink of. The experience of driving armored trucks, they already have Class B license with air brake hazmat just need to get approval."
Erin Beckley, President
Air Supply-Arc

"We do not see the glory days in mid-1990, but those who survived the last crisis a real lift."