The document discusses the importance of commitment and driving transformation into an organization through understanding key drivers like people, technology, information and communication. It emphasizes that ongoing learning is needed to penetrate the ranks and open minds to new ideas, and success requires delivering more than expected through consistency and a focus on customer needs.

1. 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!!!

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

3. 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.”

4. Everything about our
business/industry is
changing...

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

6. WHEN WILL THINGS
RETURN TO
NORMAL????

7. NEVER!!!
NEVER!!!
NEVER!!!

8. First Stop on
our Journey
COMMITMENT!

9. 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.

10. 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.

11. Second Stop on
our Journey
DECIDE WHAT YOU
WANT TO DO!

12. 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.

13. 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?

14. National Gases – Houston
Business 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.

15. 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.

16. Third Stop on
our Journey
Driving Transformation
Into the Organization

17. 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.”

18. The Power of Positive
Attitude
Attitude Drives Behavior into Results
Transformation is moving in Positive
Direction

19. Understanding the Key
Drivers of Transformation
• PEOPLE
+Transformation brings opportunity and
we must be proactive.
. TECHNOLOGY
+Whoever controls customer
information and relationship will Win.

20. 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.

21. What is Assertive
Communication ?
The ability to get
things done while
getting along with
OTHERS.
Can Disagree
without being
DISAGREEABLE

22. 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.

23. Passive and Active Orientations
Influence Communication
As people move out of their healthy range,
they become self destructive or destructive.

24. Fourth Stop on our
Journey
Ongoing Learning

25. 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.

26. Last Stop on our
Journey
Delivery Plus 1% at 212

27. Ongoing Learning Opens
the Minds to New Ideas
• Gather information from outside sources:
+ Internet
+ Suppliers
+ Team Members
+ Networking – Associations – Shows
+ READ!! READ !!! READ!!!

28. 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

29. The future belongs to
the fastest learners if
a successful
Transformation
Journey is to be
Achieved.

30. 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.