It’s Not My Job This is a story about 4 people named Everybody,

Somebody, Anybody, Nobody. There was an important job to be done and Everybody was sure that Somebody would do it. Anybody could have done it, but nobody did it. Somebody go angry about that, because it was Everybody’s job. Everybody thought that Anybody could do it, but Nobody realized that Everybody wouldn’t do it. It ended up that Everybody blamed Somebody when Nobody did what Anybody could have done!!!

CHANGE• CHANGE (chanj), to make different; to deviate; to remove and replace; to alter or modify; to

transform.

TRANSFORMATION

•“COMPANIES THAT WISH TO SURVIVE NEED TO BE OPEN TO TRANSFORMATION AND TO BE WILLING TO ADAPT THEIR PROCESSES,

ORGANIZATION, BUSINESS AND SEVICES ACORDING TO THE CHANGING NEEDS OF THEIR

CUSTOMER.”

Everything about our business/industry is

changing...

EXCEPT: Our ability or inability to transform into a total PREMIER distributor

organization.

WHEN WILL THINGS RETURN TO

NORMAL????

NEVER!!!

NEVER!!!

NEVER!!!

First Stop on our Journey

COMMITMENT!

Commitment is the key to Transformation Success

+START BY SELECTING THE RIGHT PEOPLE FOR THE RIGHT POSITIONS.

+IF NECESSARY, GET THE WRONG PEOPLE OFF THE BUS.

+ESTABLISH A TIME FRAME FOR PERFORMANCE.

+URGENCY FOR TRANSFORMATION NEEDS TO COME FROM THE TOP DOWN.

Commitment is the key to Success

• Champions must exist within the total Sales Team.

• Commitment must be unnerving, regardless of difficulties.

• Failure comes easy to those who waver.

• Must be long term and tireless.

Second Stop on our Journey

DECIDE WHAT YOU WANT TO DO!

Establish the Strategy, Mission and Core Values

* Business Strategy +Knowing Who you are (New National

Gases). +Decide what you want to do, picture of

the future; living in the present. *Mission

+Why you are doing what you are doing. +Must be both internal and external

customer focus.

Establish the Strategy, Mission, and Core Values

* Core Values +Operational guidelines that governs an

organization.

+A set of values that instills a culture of discipline, freedom and

accountability.

+They answer the question “What do We/I want to live by? And How?

National Gases – HoustonBusiness Strategy

“Growth” * Establish an Organizational Team of Leaders who are driven to produce long term results.

* Build organizational skills that wrap a culture of discipline around a work ethic of freedom, accountability and responsibility.

* Execute at a superior performance level with relentless focus on customer expectations with a sense of urgency.

National Gases – Houston

Business Strategy “GROWTH”

• Merge Union, Aeriform and Airgas into a Customer Focus Culture including all Internal Teams. (New Airgas)

• Build Supplier Alliances to jointly provide End users Value Added Services.

Third Stop on

our Journey

Driving Transformation Into the Organization

The Process of Driving Transformation into the

Organization• Realize the power of Positive Attitude and

it’s role in organizational transformation.

• Understand the key drivers of transformation – People, Technology, Information, Communication.

• Practice Team Dynamics – “We hear and We forget. We see and We remember. We do and We understand.”

The Power of Positive Attitude

Attitude Drives Behavior into Results Transformation is moving in Positive

Direction

Understanding the Key Drivers of Transformation

• PEOPLE

+Transformation brings opportunity and we must be proactive.

. TECHNOLOGY

+Whoever controls customer information and relationship will Win.

Understanding the Key Drivers of Transformation

• INFORMATION

+To Win we must learn much more about our customers ever changing needs.

. Assertive Communication

+Creating and maintaining a healthy and

optimistic organization – 24 hour rule.

What is Assertive Communication ?

The ability to get things done while getting along with OTHERS.

Can Disagree without being DISAGREEABLE

Benefits of Assertive Communication

• Problems are solved in a timely manner.

• Clear concise messages are delivered and misunderstandings are reduced.

• Less time is spent blaming others.

• Associates function as problem solvers.

• People stop procrastinating.

• Effective teamwork and a gift of optimism. is embraced by all.

Passive and Active Orientations Influence Communication

As people move out of their healthy range,

they become self destructive or destructive.

Fourth Stop on our Journey

Ongoing Learning

Ongoing Learning Penetrates the Ranks

• Monthly updates on overall Business status and progress.

• Training of all types; safety, retail, product, plant & sales.

• Monthly team exercises.

• Self-development required of all associates included yearly reviews.

Last Stop on our Journey

Delivery Plus 1% at 212

Ongoing Learning Opens the Minds to New Ideas

• Gather information from outside sources:

+ Internet

+ Suppliers

+ Team Members

+ Networking – Associations – Shows

+ READ!! READ !!! READ!!!

Deliver Plus 1% at 212

• Deliver 100% of your commitment all the time, no exceptions.

• Consistency – Consistency – Consistency• Customers count on you to do what you

said you will do…• Determine customer pain, limit the number

of areas you want to make a difference.• Meet expectations first, exceed second

Plus 1% at 212

The future belongs to the fastest learners if

a successful Transformation Journey is to be

Achieved.

PEOPLE Organizations don’t really accomplish

anything. Plans don’t accomplish anything either. Theories of management don’t much matter. Endeavors succeed or fail because of the PEOPLE involved. Only by putting the BEST PEOPLE with an outstanding attitude in the right job will great accomplishments be achieved.