Wholesale & Distribution International - Spring 2016 - 83


AIRWELD

and maintain customers, and to help us when there are any
problems," Biedermann says. "They can help us find solutions,
as well as gain and maintain customers. We consider our vendors to be our partners, and we want to be sure we both are getting the right value from each other's expertise."

MOVING AHEAD
Airweld believes it is essential to stay on top of emerging
trends impacting its customers. For example, the FDA is
getting involved in the food gas side of its business, such as
in the soda and beer segments and Modified Atmospheric
Packaging (MAP).
"We are involved in that market, and that kind of situation
can increase the economic burden because of documentation and time-consuming activities," Biedermann says. "Additionally, the medical industry is about 15 percent of our
sales, and it costs more to operate in that industry, where
you sell product at a lesser margin. Many hospitals are joining buying groups, which is impacting profitability on items
like oxygen and other gasses. That is why we are looking
more at the specialized areas of the market."
Airweld is confident that it can increase its specialty gas
and helium sales. The company feels that those are large
market segments worth targeting.
"Helium is easier to get than it used to be and we are looking to regain some business there while strengthening and
increasing specialty gas offerings to the lab and hospital
markets," Biedermann says. "We also want to increase our
cylinder testing services for ourselves and for others that
require maintenance on cylinders. We can do anything required to put a cylinder back into production."
In the end, being a one-stop shop helps Airweld maintain
its independence. Although a lot of consolidation has taken
place in the industry, Airweld wants to not only remain independent but also to be the epitome of the modern independent gas distributor.
"We can do anything right now pretty much except pump
acetylene," Biedermann says. "Our focus is on avoiding disruption when we shut down plants as we redo them. We have
to adjust our workflow and make sure production is worked
out so we don't impact customers and have service issues.
We learned a lot when we shut down Farmingdale [temporarily], which should help us going forward." q
// Linde North America, Inc., // a member of the Linde Group, is a

world leading gases & engineering company operating in the U.S. since
1907. We provide gas products, equipment and solutions that are customized to meet the unique needs of our customers and add value to their
businesses. Our customers come from a variety of industry sectors such as
fabrication, metals, and steel industries. We supply gases to our customers
via a variety of modes including pipelines, on - site plants, bulk storage
systems and an extensive fleet of vehicles consisting of cryogenic tankers,
cylinder trucks and tube trailers.

Spring 2016 www.wdimagazine.com

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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
Wholesale & Distribution International - Spring 2016 - Cover1
Wholesale & Distribution International - Spring 2016 - Cover2
Wholesale & Distribution International - Spring 2016 - 1
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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