Finding and retaining techni-
cal talent is a problem faced by
UDG, just as it is at many distri-
bution companies. Henry Looney,
president of UC, says his group
actively recruits from some of the
top universities but also has an
excellent reputation for keeping
and developing employees. Many
of the employees in GHX and UC
have been with the companies
Looney also mentions the
success of UDG
University. Under this program, UDG asks
managers to recommend employees who
have been identified as having potential
for advancement. The program fosters
the personal and professional develop-
ment of employees and provides a way
for that development to be structured
The company is proud of its relationship with its many manufacturers. Flexitallic, a manufacturer of gaskets based
in Houston, TX, for example, has been a
supplier to GHX for more than 20 years.
“We have a true distributor partnership
relationship as opposed to a customer-vendor relationship,” says Scott Long,
director of sales and engineering in the
U.S. and South America for Flexitallic.
That relationship has led to a strong
team effort on joint sales as well as working together on new accounts. In some
cases in which GHX has been awarded a
contract, they recommend Flexitallic as a
supplier while Flexitallic has done the same
for GHX, allowing both companies to grow
its share of business.
Garth Miller, Vice President of Customer
Operations for Industrial Scientific, a
manufacturer of portable gas monitoring
equipment, has been supplying UC and
GHX with products for many years.
“We have a very strong relationship
with them,” Miller says, noting that executives from the two companies meet on a
Henry Looney, United
“We have a true distributor
partnership relationship as
opposed to a customer-vendor
That is part of GHX’s philosophy of positioning itself as
the “expert fit” and “trusted partner” in the industry.
While UDG has achieved much success since its founding, Cole emphasizes that the team doesn’t take that
for granted. “We know we are graded every day by our
customers,” he says. “We like to say we supply the right
products at the right place with the right support. It’s
something we take very seriously.”
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