Manufacturing Today - March/April 2016 - 107


Atlas Welding Supply
South

www.atlaswsco.com / HQ: Tuscaloosa, Ala. / Employees: 25 / Specialty: Welding gases and
supplies / James Cain, co-owner: "We offer more value. That's our niche."

Opportunities Abound
atlas welding supply relies on value-added services to
surpass national competitors. by bob rakow

atlas welding supply cultivates
long-term relationships with
many of its customers, helping
them to improve.

Atlas Welding Supply participates
in an industry that has consolidated
significantly over the past few years,
but co-owner James Cain continues
to see favorable circumstances for
his company. "The consolidation in
our industry is both a challenge and
an opportunity," Cain says.
Cain admits that consolidation
has led to increased competition
from national and regional firms that
have distinct advantages, as well as
weaknesses. For example, there is a
perception the larger companies can
outbid Atlas Welding Supply, but they

cannot exceed the service offered by
the Tuscaloosa, Ala.-based company
that has developed a strong reputation among clients.
Atlas Welding Supply maintains
that reputation by continually increasing efficiency, reducing waste,
improving safety and providing accurate transactions, Cain says. "We
offer more value," he says. "That's
our niche."
For example, Atlas Welding Supply has cultivated long-term relationships with many of its customers and often suggests ways they

can improve safety and efficiency,
as well as reduce labor costs. "It's
about services," Cain says. "We try
to be the high-value provider. We
seek to reduce our clients' labor
costs by up to 10 percent by improving efficiency or reducing cycle
time. Sometimes larger companies
may not take the time to show a customer a solution."
For example, Atlas Welding Supply has advised clients to update
gas delivery systems, thereby eliminating the time lost when workers
must stop to change tanks, Cain
MARCH/APRIL 2016 manufacturing-today.com

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Table of Contents for the Digital Edition of Manufacturing Today - March/April 2016

Contents
Manufacturing Today - March/April 2016 - Cover1
Manufacturing Today - March/April 2016 - Cover2
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