RapidKnowHow – The Industrial Gas Value Seller

Selling the Value of Industrial Gases: Compelling Arguments to the Industrial Gas Buying Center

When selling industrial gases, it’s crucial to appeal to multiple stakeholders within the buying center, each with different priorities. Below are compelling arguments tailored to key decision-makers in an industrial gas procurement process.

1. Cost Efficiency & Total Cost of Ownership (TCO)

• Bulk vs. Cylinder Supply: Lower costs with bulk delivery, reducing handling and storage expenses.
• Gas Consumption Optimization: Advanced gas supply systems minimize waste and enhance efficiency.
• Energy Savings: Using high-purity gases in combustion processes (e.g., oxygen enrichment) reduces fuel consumption.

2. Productivity & Process Efficiency

• Higher Throughput: Faster welding, cutting, or chemical reactions improve production rates.
• Automation & Smart Monitoring: Remote tank monitoring reduces downtime and ensures continuous supply.
• Custom Gas Blends: Tailored gas mixtures enhance process efficiency in applications like welding, food processing, or pharmaceuticals.

3. Quality & Performance Enhancement

• Purity & Consistency: High-purity gases prevent contamination in sensitive industries like semiconductor manufacturing or food packaging.
• Process Optimization: Proper gas selection leads to improved product quality in applications such as metallurgy, glass production, and healthcare.
• Regulatory Compliance: Ensures adherence to industry standards (ISO, FDA, USP, etc.).

4. Safety & Risk Mitigation

• Secure Supply Chain: Reliable delivery and contingency planning prevent costly production stoppages.
• On-Site Gas Generation: Reduces hazards associated with gas storage and handling.
• Leak Detection & Safety Audits: Enhances workplace safety and regulatory compliance.

5. Environmental & Sustainability Benefits

• Carbon Footprint Reduction: Industrial gases enable greener processes, such as carbon capture and low-emission combustion.
• Waste Minimization: On-site nitrogen or oxygen generation reduces packaging and transportation emissions.
• Sustainable Applications: Hydrogen and oxygen improve energy efficiency in green steel, glassmaking, and water treatment.

6. Supply Chain Reliability & Vendor Support

• 24/7 Technical Support & Training: Assistance in optimizing gas usage and troubleshooting process issues.
• Multi-Mode Delivery Options: Cylinders, liquid gas, pipelines, or on-site generation tailored to customer needs.
• Partnership & Innovation: Joint R&D opportunities for process improvement and customized solutions.

Tailoring the Pitch to Different Stakeholders in the Buying Center

Final Takeaway

To win over the buying center, industrial gas suppliers must go beyond price and demonstrate value in efficiency, quality, safety, sustainability, and supply reliability. By aligning with the specific priorities of each decision-maker, suppliers can strengthen their competitive advantage and build long-term partnerships.

Tailored Pitch for Industrial Gases Across Key Industries

When selling industrial gases, it’s critical to align the value proposition with each industry’s specific needs. Below are tailored arguments that highlight the benefits of industrial gases in different sectors.

1. Manufacturing & Industrial Production

💡 Key Concerns: Productivity, cost efficiency, process optimization, safety.

✅ Compelling Arguments:

• Increased Productivity: High-purity gases enhance welding, cutting, and laser processes, improving throughput.
• Cost Efficiency: On-site gas generation reduces storage and transportation costs.
• Process Optimization: Nitrogen and argon improve material strength in metal treatment.
• Safety: Leak detection and monitoring systems prevent hazards.

📌 Gases Used: Oxygen, Nitrogen, Argon, Hydrogen, Acetylene, Carbon Dioxide

2. Healthcare & Medical Industry

💡 Key Concerns: Purity, compliance, patient safety, uninterrupted supply.

✅ Compelling Arguments:

• High Purity & Compliance: Medical-grade oxygen and nitrous oxide meet strict health regulations (USP, FDA, ISO).
• Life-Saving Applications: Oxygen for hospitals, home care, and emergency settings.
• Cryogenics & Research: Liquid nitrogen for biological sample preservation.
• Reliable Supply Chain: Continuous delivery to prevent critical shortages.

📌 Gases Used: Medical Oxygen, Nitrogen, Nitrous Oxide, Helium, Carbon Dioxide

3. Food & Beverage Industry

💡 Key Concerns: Freshness, safety, compliance, sustainability.

✅ Compelling Arguments:

• Extended Shelf Life: Modified Atmosphere Packaging (MAP) using nitrogen and CO₂ prevents spoilage.
• Food-Freezing & Preservation: Liquid nitrogen and CO₂ for cryogenic freezing maintain product integrity.
• Carbonation: CO₂ for beverages ensures consistent taste and quality.
• Compliance & Safety: Food-grade gases meet strict safety and hygiene regulations.

📌 Gases Used: Nitrogen, Carbon Dioxide, Oxygen, Argon

4. Metallurgy & Metal Processing

💡 Key Concerns: Efficiency, quality, energy savings, emissions reduction.

✅ Compelling Arguments:

• Enhanced Smelting & Cutting: Oxygen increases combustion efficiency in steel production.
• Inert Atmospheres: Argon prevents oxidation during welding and heat treatment.
• Hydrogen in Annealing: Reduces defects and enhances metal strength.
• Sustainability: Low-emission solutions with hydrogen and CO₂ capture.

📌 Gases Used: Oxygen, Argon, Hydrogen, Nitrogen, Acetylene

5. Chemical & Pharmaceutical Industry

💡 Key Concerns: Purity, safety, process efficiency, environmental impact.

✅ Compelling Arguments:

• Precision & Purity: High-quality gases for chemical synthesis and pharmaceutical production.
• Inerting & Blanketing: Nitrogen prevents oxidation and contamination in storage tanks.
• Catalytic Processes: Hydrogen is essential in hydrocracking and refining applications.
• Cryogenics: Liquid nitrogen for rapid freezing of samples in pharma R&D.

📌 Gases Used: Nitrogen, Oxygen, Hydrogen, Argon, Helium, Carbon Dioxide

6. Retail & Consumer Applications

💡 Key Concerns: Product quality, sustainability, efficiency, innovation.

✅ Compelling Arguments:

• Retail Beverage Industry: CO₂ for carbonated drinks ensures quality.
• Sustainability in Packaging: Nitrogen replaces oxygen in food packaging to reduce spoilage.
• Helium for Balloons & Cooling: Used in entertainment and MRI cooling applications.
• Dry Ice for Logistics: CO₂ for cold chain transport of perishable goods.

📌 Gases Used: Carbon Dioxide, Nitrogen, Helium, Oxygen

7. Automotive & Aerospace Industry

💡 Key Concerns: Performance, efficiency, sustainability, safety.

✅ Compelling Arguments:

• Advanced Welding & Cutting: Argon and CO₂ improve precision in vehicle assembly.
• Cryogenic Testing: Liquid nitrogen ensures component durability under extreme conditions.
• Sustainable Fuel Solutions: Hydrogen supports fuel cell vehicle development.
• Tire Inflation: Nitrogen enhances tire lifespan and fuel efficiency.

📌 Gases Used: Nitrogen, Oxygen, Hydrogen, Argon, Carbon Dioxide

8. Other Industries & Emerging Markets

💡 Key Concerns: Customization, cost-effectiveness, innovation, sustainability.

✅ Compelling Arguments:

• Electronics & Semiconductor: Ultra-high-purity gases for chip manufacturing.
• Energy & Power Generation: Oxygen for enhanced combustion in power plants.
• Water Treatment: Ozone and oxygen for safe and effective water purification.
• Hydrogen Economy: Supporting green energy solutions in various industries.

📌 Gases Used: Hydrogen, Oxygen, Nitrogen, Ozone, Argon

Final Takeaway: Value-Driven Selling

To effectively sell industrial gases across different industries, it’s crucial to focus on the specific pain points and benefits for each sector.

💡 Key Differentiators:
✔ Process Optimization: Enhanced productivity and cost savings.
✔ Safety & Compliance: Meeting industry-specific regulatory standards.
✔ Sustainability: Green gas solutions to reduce environmental impact.
✔ Reliable Supply Chain: Ensuring continuous and on-time delivery.

Industrial Gases Industry Comparison

This document provides a comparative overview of industrial gases across various industries, highlighting key concerns, compelling arguments, and the most commonly used gases in each sector.

This table serves as a quick reference for stakeholders involved in industrial gas procurement and application, providing insights into how industrial gases drive efficiency, safety, and innovation across various sectors.