by Tom Lockwood
Tom Lockwood - President Lockwood Upstream
Contents Message from our Executives page 2-3 Need-to-Know News page 4 Branch Spotlight & Our Branches page 5 Project Spotlights page 6-7 A Night of Pride page 8, 9 Our Branches page 10-11 Our People page 12
Hello, Lockwood! 2010 is here! There is a lot to read about in this edition. We share news of Lockwood’s Upstream success and plans for continued growth. We hear from our Executive and Management leaders as well as hearing news from our branches across the globe. Our “Project Spotlight” is on Luca Radrizzanni, Project Manager with Kizomba A and B, as well as Heath Juergens and Tim Yon for the Garyville Major Expansion. Charlotte, North Carolina is highlighted as our “Branch Spotlight.” We have a follow up story on the Frank Lockwood Foundation’s donation to the Freedom Alliance Scholarship fund. And as usual, we have employee recognition for tenure, as well as birthdays, new hires and births. We hope you enjoy. Laura Fitzgerald
2009 was a good year for Lockwood’s Upstream division. We landed some large projects with major end users and look forward to building this promising division. We’ve stacked this new team with veteran players and are providing high quality products which include API 6D ball, check and butterfly valves, along with electric and pneumatic actuation. Designs include top entry, fully welded, and two and three piece designs. We can provide high pressure and large OD in carbon, stainless, duplex and other alloys. Application services include subsea, metalto-metal and cryogenic. We have the major players in our sights: end-users, pipeline companies and contractors. As we grow to provide technically strong upstream solutions we are building our manufacturer offerings and in-stock inventory. Our upstream success is contingent on simple strategies: • High quality products • Consistent customer service • Engineering and technical knowledge • On site Technical services As domestic downstream continues to decline experts are predicting continued growth in the E&P sector. Lockwood upstream is looking forward to meeting the challenges of 2010. We have a strong team and plan on becoming a strong contender in upstream solutions.
‘There is nothing more certain and unchanging than uncertainty and change.” ~John Fitzgerald Kennedy~
“Faced with the choice of changing one’s mind or proving that there is no need to do so, almost everyone gets busy on the proof.” ~John Kenneth Galbraith~ “Progress is impossible without change; and those who cannot change their minds, cannot change anything.”
~George Bernard Shaw~
‘When you’re finished changing, you’re finished.” ~ Benjamin Franklin ~
From Mike Lockwood
‘Change.’ For some reason this word conjures up uneasy feelings of dread and concern. ‘Growth,’ on the other hand, resonates positive, fresh opportunities. Although change can occur without growth, growth cannot occur without change. As we embark on a new year we do so understanding that as we build our company, change is inevitable. The market has changed and we have to change with it. In the past 90 days we have acquired two companies, opened a new office overseas and started building a new division. All have been accomplished with internal funds while successfully paying off our entire working capital line of credit. While 2009 was a record year, 2010 will be a challenge. As such we are going to utilize our personnel and internal resources to adapt our existing business and new ventures into an enterprise that is lean, flexible and focused on service.
Mike Lockwood Chief Executive Officer
Our approach is conservative in nature and fundamental in principle. Our growth is organic, within our means and in step with the current market conditions. This is contrary to the norms of our industry which accepts financial alchemy as a miracle substitute for hard work, long term investment, and dedication to service. The alchemists have all the appeal and glitter of a modern day snake oil salesman; the only difference is their mode of transportation.
Alternatively, our philosophy requires a tremendous amount of commitment, sacrifice and determination. The end result of financial stability, natural growth and dedicated, talented employees is the bond we forge as a company that will allow us to weather the difficult economic realities that face our industry. In closing, I would like to kick off 2010 with a return to the guiding ‘ABC’ principles of life that form our integrity as a company:
A for Accepting life as exactly as it is, as a precious gift from God. B for Being present in each and every moment and with what you care about most. C for Caring for others above all else. Although we will continuously correct and redirect ourselves daily to adjust for an ever changing business climate, we will not bend on the basic building blocks of who we are as a company and individuals. All the best to each of our remarkable employees and their supportive families.
As we begin our new year, we are continuing to make our company the most progressive and efficient valve company in the business. With business booming the last three years, we’ve been very busy. Now that the market is slowing down we are going to take the time to work on improving our company in several areas: •
We are expanding our Research and Development Center to broaden our testing capabilities, review new designs and other technical improvements. • We are in the process of working on automating our inventory processes with a radio frequency program. • We are analyzing various tools to improve inventory management by automating many processes. • We are re-defining, improving, and making our MRO and project management processes more efficient.
June Yonkman President
The key to longevity is to continue to practice continuous incremental daily improvement. We have a great group of people within our company that know the price of success is hard work, dedication to the job at hand, and the determination that whether we win or lose, we have applied the best of ourselves into making this company the best in the business.
As a team, we’ve finished 2009 very strong and for that we should all be proud. However, in 2010 we face even more uncertainty and need to continue to be resilient. We have to be the best in every facet of our operations at Lockwood. We must continue to differentiate ourselves from our competitors by having unparalleled service and by being twice as good as our competitors. We must anticipate and exceed all of our customers needs and continue to give 110%. This virtue will help us in our long term success as a company, especially as our competitors attempt to sabotage us at every turn. By going the extra mile consistently, our customers will know we are serious about our partnership with them and our loyalty Mark Lindsey and hard work will be rewarded with C.F.O. even stronger relationships with those customers and our suppliers.
by Bobby Mauldin Like a prized baseball card, a favorite putter, a restored muscle car or sentimental diamond earrings, customers are a prized possession … to be cherished and protected from the elements. They are often envied and coveted by others, to the extent of others trying to take them away from you, legitimately or illegitimately. We must, as a company, provide the best customer service possible; going the extra mile to earn their trust and confidence in each and every transaction. Our goal should be to make ourselves so invaluable to our customers that they would not consider entrusting their business to others. We should become a valuable resource for them, a tool upon which they have confidence, one upon which they grow to rely. This confidence can be built by hard work, product Bobby Mauldin knowledge and operational knowledge. We are more Sales Manager than just a purveyor of valves, we are - at the end of the day - a company driven to truly provide a service to our customers. “Customer service” is a label thrown around rather carelessly, let’s mean it here at Lockwood. We are dependent on our customers to survive, let’s return the favor and help them survive as well. Treasure the opportunity for a challenge, as challenges are opportunities to succeed.
ACCOUNTING by Betty Allen
I don’t feel the difficult financial times are behind us and in order to stay financially strong individuals should do what Lockwood is doing. That is to reduce or eliminate debt, closely monitor expenses and actively pursue cost savings whenever possible, without compromising quality. We are finalizing the benefits selections and everyone should be grateful for the additional funding by Lockwood International. Lockwood assumed an additional 10% of our health insurance costs enabling our payroll deduction
Betty Allen Chief Accounting Officer
Donna reports that inventory went smoother this year than in years past with the branches and Corporate. Production team members have been working on cleaning the RGA and the warehouse in general. They are preparing for 2010
Cindy Williams MRO Manager
to remain very close to the 2009 deductions. We hope that our employees make good use of the additional services available such as the EAP (Employee Assistance Program) to aid employees going through difficult times, the individual financial planning offered by our agent as well as the professional investment counseling offered through our 401k plan. Accounting has been working on the set-up of the new companies that Lockwood has acquired and reviewing any and all cost savings that can
by Donna Wells
by clearing up past due balances and outstanding credits, etc. In regards to an overall message, Donna says to remember we are customer driven; we need to retain customers and that begins with maintaining our high
be found. The review for cost savings continues in budgeting for Lockwood’s new fiscal year which began February 2010. The cliche’ “nothing is certain but uncertainty” is absolutely where we are all now. “The best advice I can give is to buckle down and show your worth, personally and professionally. By offering the highest possible level of customer service you are helping our company succeed in a very unpredictable marketplace.”
level of customer service. All phases of our jobs should be started with and finished with quality and accuracy, from order entry to processing. We are only as good as our customers’ perception of us. “Perform every job right the first time,” as Donna Wells per our mission statement. Production Manager
by Cindy Williams
2009 was a good year for MRO and the branches. Several of the smaller branches had million-dollar months. Our veterans continued to provide excellent service for our customers and for Lockwood. We added an MRO contract and expanded our listing of
“shorts” customers and small projects. As we start 2010, we have to continue to broaden our horizons, in customer base, plant locations and types of commodities sold. We are chasing after every MRO contract and every short sale that comes up. Every sale is one
QUALITY & SAFETY As we venture into a new decade, Lockwood will continue to drive a quality-based product through standardized regulations and procedures. Lockwood’s massive revolving inventory requires our personnel to be vigilant and actively
more than we had a moment before, and our focus on customer service will bring the buyers back to us over and over again. I look forward to working with the MRO and branch group as we continue to grow this new year.
by Benny Howard
seeking solutions to improve safety compliance and ensure standards are met. We are now working on HSE books for Italy in order to comply with their local legislation and the European norm. Benny Howard
by Laura Fitzgerald
As things get more interesting we need to sharpen our skills. Here are some tips that I found online that I believe is great advice in general, but also happen to be good sales tips:
Laura Fitzgerald Marketing Manager
• Work like you own the company • Listen, listen, listen (twice as much as you speak) • People do things for their reasons, not yours - listen to hear it
• • • • •
Be relevant Be fearless Be prepared Outwork, outlast, outsmart the competition Find out their pain and relieve it
Recycling Lockwood Corporate Headquarters has implemented a recycling initiative. We’re recycling all office generated shredded paper, as well as plastic and aluminium drink containers. Tom Lockwood feels it is “everyone’s responsibility” to recycle whenever we can. “I challenge all employees and branches to a head-to-head.” He recycles at home and feels we should all be doing the same. “It doesn’t take that much effort but if we all do a little it adds up.”
Be an involved citizen. 4
BRANCH SPOTLIGHT: Charlotte, N. Carolina
Branch Spotlight by Derek Reavis
Downtown Charlotte Panoramic - James Wall amore Photographer
Welcome to Lockwood International’s east coast operation in Charlotte, North Carolina. Charlotte is the 18th largest city in U.S. and home of NASCAR. We are also the hometown of Billy Graham, the Carolina Panthers (NFL), the Charlotte Bobcats (NBA), the Quail Hollow Open (Wachovia) and banking giants Bank of America and Wachovia. The region boasts four enjoyable seasons and some of the best golf destinations in the country. The Charlotte branch recently celebrated its four year anniversary, having opened our doors for business February 1, 2006. The branch was opened to service INVISTA’s southeastern locations and to promote Lockwood International and our core brands to the entire east coast. Charlotte lies on the border of North and South Carolina, and was chosen as the branch location not only due to its central location to many of the INVISTA sites, but also due to the strong ties in the power sector and numerous companies engaged in the fibers, plastics, pulp and paper industries. Many of the EPC’s power divisions, such as Shaw/Fossil and Nuclear Power, Fluor/Fossil and Nuclear Power, URS Nuclear, Westinghouse, Areva, and Babcock & Wilcox are located in the Carolinas. Derek Reavis, Terry Eads and Chuck Brock started the branch with “zero backlog, zero name recognition and zero product recognition.” The goal was to make Lockwood a household name in the region and a major force in the power industry. We have made progress but our true success will be dictated by our actions today, our strong commitment for tomorrow and our ability to adapt in this ever changing marketplace. We reached a milestone in November, 2009, when we had our first million dollar month! Our successful relationships this year have included projects with Chemtex, Fluor, DuPont, Bechtel and BE&K (KBR) and APCI. Our Ed Maier, working with Gary Hart, was Derek Reavis instrumental in obtaining the APCI (Air Products) as a new MRO
account with Lockwood in 2009. We have assembled an experienced and dedicated team in Charlotte. Derek Reavis, Eastern Regional Sales Manager, has 25 years experience in the chemical, polymers, power industry and sales. Ed Maier, Outside Sales, has 30 years experience in piping, distribution and sales. Terry Eads, Branch Manager, has 30 years experience in MRO, distribution and sales. Chuck Brock, Inside Sales/Warehouse Supervisor, has 12 years experience in warehousing, distribution and sales. Cherlyn Tumlin works as our Project Coordinator and though she’s just been with us a year, brings 15 years industry experience. Randy Elmore, our Warehouse man, has 8 years experience and has been with the company one year. As we move forward in 2010, our priorities are to work more closely with end users, continue to work with the strength that Houston and Charlotte has built with our present EPC base and become a major force in the growing power industry. Our success will depend on hard work, commitment, and service to the end user, which are the core values of Lockwood International.
Terry Eads Branch Manager
Texas City by Wilma Hand
Happy New Year to all from Texas City! Another year has come and gone, and we are so thankful for our customers that brought us a good 2009. We appreciate the help of our fellow LW branches that made this successful year happen. Our hats off to you! Johnny O and Brad are making calls to new and existing customers to secure new and old business. Invista just finished a small shutdown in January, and preparing for one in the Spring. We are looking forward to a great 2010!!!!
Chuck Brock Inside Sales
Cherlyn Tumlin Project Coordinator
Randy Elmore Warehouse
Baton Rouge by Tim Yon
Customers --- the other kind
Elsewhere in this Newsletter is an article regarding the value of customers. In late December, the Baton Rouge Branch received an order from a new customer (a pipe fabricator) for 700+ valves to be delivered in three weeks --- right in the middle of inventory. To increase the level of the challenge, the valves also needed to be “live loaded,” tagged and a documentation package provided. The order required the coordination of delivery of both Houston and Baton Rouge inventory items to VMS to be live loaded, returned to Baton Rouge for tagging, preparation of documentation (MTR) package and delivered to the customer. After the customer “received in” the order, we received an e-mail message that read, “Receiving the valves that Lockwood has put together has been phenomenal. THE BEST, second to none. Please let everyone who has been involved know that they have done an excellent job.” This transaction is a reminder that we are all ”internal customers” of each other; warehouse <--> sales, documentation <--> warehouse, order entry <--> documentation. We are interdependent on each other to project (and perform) a unified successful effort to our external customers. The “chain is only as strong as its weakest length” is such an old saying used to illustrate the value of team work that we tend to roll our eyes when hearing it again. But its application could not be more appropriate in this case. Any one person or group not performing would have probably also led to an e-mail … but one with a far different tone. Work together, support each other. Our success is dependent upon our combined efforts.
Wilma Hand and Brad Arnold
Port Arthur by David Nelson
With massive amount of Houston’s help, we inventoried this facility to compare to our customer’s number. According to Bechtel, we are at 100% agreement on all items, with 5,224 valves in inventory size 3” through 42”. In addition, we are complete on the ‘build’ of the facility and have taken possession from the builder.
Los Angeles by Cliff Houk
The LA branch is gearing up for the Exxon Torrance turnaround scheduled for late March – mid May. It is the largest turnaround in the history of the Torrance refinery. Thanks in advance for the anticipated assistance that will be required from the Houston home office as well as all the other branches as we work through this high activity event.
Chicago by Anne Vickery
We are looking forward to our first branch meeting of the new quarter. Planning for HF/Cat shutdowns with two of the local refineries will be one of our major priorities. We have had some activity with actuation projects in the area that had been worked on for months. Lockwood was successful because we were able to take on projects no one else was willing to do. We look forward to doing more of that in the coming year.
from left to right: Anthony Anderson, Blaine Ferryman, Amy Lee, Tim Ezell and Louis Dixon. All were important strong “links” in the successful order chain.
Project Spotlight Kizomba A & B Luca Radrizzani is Project Manager on the Kizomba A and B Project. He works Luca Radrizzanni with David Page (Outside Sales - Lockwood), Paolo Zaffaroni (Outside Sales Perar) and Kristie Foster (Project Coordinator). Project Manager According to Luca, approximately 90% of the product supplied on this project has been ball valves, and 10% of those are in cryogenic service. The resulting 10% consists of globe valves (OMB, Tyco, and Fasani) and Wafer Checks (Goodwin). Luca says the clientâ€™s requirements for Duplex and testing have made this project a little out of the normal scope. This upstream project is off the West Coast of Africa where they are modifying Kizomba A and Bs, which are FPSOs. At the time of construction, Kizomba A was the worldâ€™s largest FPSO according to Wikipedia. Lockwood is providing electric and pneumatic actuation from Rotork. The actuation is complex and is being furnished by Swagelok. Key vendors have been TY, OMB, and Perar. We very much appreciate their great service and support that they have provided throughout this and every Lockwood project. The pictures provided by Perar give you some idea of the massive size of these vessels.
Luca Radrizzanni Project Manager
David Page Outside Sales
Kristie Foster Project Coordinator
Paolo Zaffaroni Outside Sales Perar
10 x 8 2500# Split Body Trunnion EPV
M a r a t h o n ’s
Garyville Major Expansion (GME)
Project Spotlight by Tim Yon
Marathon’s Garyville, Louisiana refinery is located on the banks of the Mississippi River between New Orleans and Baton Rouge. The Garyville Refinery is one of seven of Marathon’s refineries and is situated on 3,000 acres of the former San Francisco Plantation where sugar cane is still grown on much of the acreage. The original plantation house, built in 1856, was restored by Marathon, has been designated a National Historic Landmark and is open to the public. The original refinery was built in 1976 and was the last grass
Marathon GME project with Mississippi River in background
Heath Juergens Project Manager
Jesse Gonzales Warehouse
roots refinery built in the United States. It bears being repeated … no new refinery has been built in the United States in over thirty three years. All subsequent refinery capital expenditures, regardless of company, have been expansions or additions to previously existing facilities. Marathon’s Garyville Refinery has experienced many expansions and upgrades over the years but none larger than the GME 180,000 barrel per day expansion project completed in the fourth quarter of 2009 at a cost of almost $4 billion. The GME upgrade expanded the refinery’s capacity from 256,000 barrels per day to 436,000 barrel per day making it the fourth largest refinery in the United States. ExxonMobil’s refineries at Baytown (572,000 barrels per day) and Baton Rouge (503,000 barrels per day) and BP’s Texas City Refinery (455,000 barrels per day) are the three largest refineries. Fluor Corporation and Shaw Group’s Stone & Webster were awarded engineering and procurement services for the Marathon project. Construction began in early 2007 and required the driving of over 20,000 pilings in order to stabilize the jello-like soil. Lockwood supplied over 65,000 valves to Fluor and Stone & Webster. The valves supplied included a wide array of sizes, pressure ratings and metallurgy; ½ - 42”, 150 - 2500 pressure class ratings in carbon steel, various stainless categories (316, 317, and 347) including duplexes and the full spectrum of chromes (1.25 chrome to 9 chrome) in both cast and forged.
Kim Phillips Project Coordinator
Terry Choi Technical Engineer
From There to Here
The Wallisville warehouse parking lot is frequently filled with metal shipping containers from …. somewhere. Where are they from and how do they get here? Most of the arriving containers have been shipped from Italy, Korea, China or Singapore. Shipping documents typically show Lockwood International as the CONSIGNEE (the receiver of the goods) and Houston as the Port of Discharge. Although there are exceptions, most of the valves travel to the United States via ocean going vessels. For containers of valves arriving from Italy, the documentation and the “journey” to Wallisville Road is literally through the Port of Houston, sailing across the Atlantic into the Gulf of Mexico and up the Houston Ship Channel. What may surprise you is that containers arriving from Korea, China and Singapore do not actually arrive on ships at the Port of Houston. The containers do arrive in the United States alright, but the containers are off loaded in either Long Beach or Los Angeles and then travel by rail to Houston. The shipment remains under the control of U.S. Customs until it arrives in Houston. Take a situation in which we are waiting on a shipment of valves that were urgently needed on a project. The ocean going vessel arrives in Long Beach. You would be unable to take possession of the valves in Long Beach and ship by “hot shot,” air freight or any other expedited method. As far as U.S. Customs is concerned, the
The Fluor/Stone & Webster requirements were choreographed by Houston’s Heath Juergens and included many sub orders to manufacturers and the coordination of deliveries to multiple sites. Kim Phillips (Project Coordinator) and Jesse Gonzales (Warehouse) have helped immensely keeping this project on track. A “thank you” must go out to our key suppliers, TY and OMB. They’ve been extremely helpful and supportive. On site contractors included Baton Rouge based Performance Contractors and Turner Industries. As the project approached 90% completion and the November 2009 target date neared, on-site requirements took on a “may-day” feel. The Lockwood “baton” was in the process of being passed from Houston to Baton Rouge. Tim Ezell and Paula Crawford began fielding the Fluor “shorts”. As the project clock began to tick even louder, Performance and Turner began requiring next day and same day deliveries … multiple times a day. As the units began to be “brought up”, technical assistance and collaboration was requested by http://www.downstreamtoday.com/ Marathon. Terry Choi San Francisco Plantation flew to New Orleans and met with Marathon The plantation and its 2,950 project managers and acres is the site of Marathon’s engineers. Garyville Refinery and site of the Our company GME project. participated in the entire time line of the project; from FEED (Front-End Engineering and Design) with Fluor, the delivery of thousands of valves to Shaw fabrication sites, thousands more to the project site in Garyville and finally “shorts” to the project managers and onsite contractors. The various units are currently in the process of being fully integrated with the original Garyville refinery operations and will soon be “on line” capable of producing an additional 180,000 barrels per day of refined product.
by Tim Yon
goods are still “in transit” until they arrive by rail and are “cleared” in Houston. How do the valves get on the ship in the first place? The various manufacturers; OMB, Ilshin, TY and Neway for example, typically prepare the shipping documents, notify their freight forwarder and the Lockwood Customs Broker that they have a shipment ready for transit. The freight forwarder books space on a scheduled ocean freight vessel, picks up the cargo, packs the crates into shipping containers, and delivers the containers to the dock of the shipping company. The sealed containers are loaded on to the vessel with as many as 4,000 others and sails to the United States. Actual sailing time from Asia to California is approximately 14 – 17 days with another 5 – 7 days of rail transit. The containers are usually cleared through U.S. Customs during the rail transit period and then off loaded from the rail cars within 24 hours after arrival at the Houston rail storage yard. The containers are dispatched from the rail storage yard to the Lockwood warehouse receiving area and the 25 - 30 day journey is now complete. The sailing time from Europe is a little longer but there is no rail time. The process is the same after the cargo arrives in Houston. Generally, the Purchasing Department estimates it will take 30 days from the time the valves are ready at the manufacturer until they arrive at Wallisville Road.
A night of Pride Mike Lockwood traveled to San Antonio, Texas on Thursday January 7, 2010 to present a donation in the amount of $25,000 on behalf of the Frank Lockwood Foundation to the Freedom Alliance Scholarship Fund. Maj. Gen. Donald M. Campbell, Jr. (Commanding General, U.S. Army Recruiting Command) emceed and hosted the event and welcomed Major General David Rubenstein, (U.S. Army’s Deputy Surgeon General concurrently serving as the Chief of the Army Medical Service Corps.) as the keynote speaker Mike Lockwood presenting a donation on at the Recruiter’s Dinner on the evening of the behalf of the Frank Lockwood Foundation 7th. to the Freedom Alliance Scholarship Fund. Mike’s presentation was made to Tom Kilgannon, President of the Freedom Alliance during the U.S. Army’s annual Recruiting Command’s COI (Center of Influence) tour. The donation earned a moving standing ovation from the audience, which consisted of members of Army Recruiting Command and their guests from across the nation. After Mike’s presentation, Tom very eloquently took a few minutes to address the audience. He spoke about the nation’s need to remember that “it isn’t our military at war, but instead our country.” He said donations like those made by Mike allowed his organization to continue to send the message to our military personnel that (Above and below): Mike Lockwood , Tom we will never forget their sacrifices. Kilgannon and Mr. Don Bartholomew Later Tom explained that the Freedom Alliance has taken on quite a long term financial commitment regarding the scholarships. “If one child in a family is eligible, then all children within that household are eligible.” This event marks the 10th anniversary of the U.S. Army High School All-American Bowl held at the Alamodome. The four day event at San Antonio is also where the USAREC’s (U.S.Army Recruiting Command) COI (Center of Influence) tour was centered. According to their website (www. usarmyallamericanbowl.com), “The U.S. Army All-American Bowl has featured the nation’s most elite football players and honored more than 300 of the most committed Soldier Heroes.”
Maj. Gen. Donald M. Campbell, Jr. (U.S. Army Recruiting Command) - (far left) seen with Shelley Shanks, Mike Lockwood and Tom Kilgannon.
As with all facets of the military, the Army is extremely rich in tradition. The U.S. Army flag is no exception. The first flag was dedicated by Vice President Richard Nixon in 1956. The campaign streamers that are attached to the Army flag originated during the Civil War. Currently there are 181 streamers that can appear with the flag which denote various “campaigns” such as “Revolutionary War”, the “War on Terrorism” or “Afghanistan” embroidered in colors of that particular campaign.
Seated at Mr. Lockwood’s table was Colonel Robert Akam, (Commander, U.S. Army 5th Recruiting Brigade) and Lt. Col. Michael Bottiglieri, (Commander of the U.S. Army Recruiting Battalion Houston.) Colonel Akam’s command oversees the operations of seven recruiting battalions in five states including Texas. Lt. Col. Bottiglieri’s command encompasses a majority of Southeast Texas. Lt. Col. Bottiglieri came by to visit with Mike and filled him in on the week’s “Army Strong” events. The day of the dinner attendees toured Brooke Army Medical Center (BAMC) meeting recovering Soldiers, Sailors, Airmen, and Marines, many of whom were wounded during combat tours in Iraq and Afghanistan, and were now receiving state-of-the-art medical care. The following day included watching demonstrations by the U.S. Army Golden Knights Tandem Parachute Team and Army Marksmanship Unit. Lt. Col. Bottiglieri shared a bit of his military career with Mike including the fact that he has served in numerous missions overseas, and has a 5 year old little girl and wife waiting at home for him. Lt. Col. Bottiglieri returned later that evening to present his Challenge Coin to Mike, which is a great show of respect and honor. Mike very graciously accepted the coin. Mr. Lockwood was humbled by the evening’s events and departed San Antonio with a deeper understanding of these gentlemen and heroes.
Mike Lockwood and Tom Kilgannon Thomas P. Kilgannon is President of the Freedom Alliance and author of Diplomatic Divorce: Why America Should End Its Love Affair with the United Nations. He has appeared on CNBC, MSNBC, CBN, Fox News, CNN, CNN International, C-SPAN, and numerous nationally syndicated radio programs.
The Freedom Alliance is a 501(c)3 educational and charitable foundation founded in 1990 by Lt. Col. Oliver L. North (retired). The organization was established to “provide educational scholarships to the children of U.S. soldiers who have sacrificed life or limb defending this country, and remind them that their parents’ sacrifice will never be forgotten by a grateful nation.” The organization is involved in numerous humanitarian projects such as providing care packages for our overseas troops, as well as Freedom Concerts in conjunction with Sean Hannity of the The Sean Hannity Show (a political radio talk show). To date, the Freedom Alliance has awarded over 3 million dollars to deserving children of our soldiers. For more information please visit www.freedomalliance.org For more information visit: https://www.armypays.com or www.facebook.com/USAREC
It began with the desire by one of our own to “do something” for someone. And not just anyone - a solder, one with whom there was a connection. And so begins the tale of Pam Moore, who not only enlisted fellow employees to give names of family members on active duty in Iraq or Afghanistan, but who also rallied coworkers to start putting together care packages to send to them. This caused a ripple across Lockwood that resulted in dozens of employee donations that filled boxes with home baked cookies, movies, popcorn, socks, games, toiletries and Christmas cards and decorations, among other things. As the letters below demonstrate, the packages were a welcome surprise just in time for Christmas. The effort was so successful that there are plans to make the care packages a quarterly event.
Here are the “thank you’s” that YOU received from our soldiers who opened those special care packages: From: Audrey Heston (HQ Accounting) Subject: Care Packages I just wanted to let y’all know that I got an email from my friend Jenn in Iraq and she received the care packages and she loved them! She said that they were all really excited and they got a lot of great stuff - they LOVED the cookies! It was really good to hear that it brightened their spirit- she mentioned last time we spoke that they were just trying to make the best of it, so I know this helped a bunch. Thank you for your efforts- it meant a lot. Audrey Accounts Receivable/Duty Drawback
From: Pam Moore (HQ Procurement) Sent: Friday, December 18, 2009 8:23 AM Subject: Military Boxes My son Josh called me last night to tell me that he received his boxes from Lockwood. He was so excited and grateful. He said that they are having their Christmas party next week and didn’t have much in the way of party supplies. They were a little down until they started opening boxes he said. They opened the first one, then the second and finally the third. Then they decided to open all of the wrapped gifts that we sent. They couldn’t believe what all was sent to them. He said “now we have games, cookies, snacks, movies, and we can eat popcorn while we watch the movies!” Donations were made in the way of decorations including plates, napkins and cups-so they could have a proper party. They read each other’s cards and passed the newsletters around (which he said was awesome). He kept one of the newsletters and a card for himself because it said “to be safe and get your butt back home to Texas.” His commander came down and said he had never seen anything like this before and he also wanted to say “thank you” to Lockwood for “supporting his troops.” He said “they (his soldiers) are all so grateful and appreciative of what we did for them.” He said to tell each and everyone one of you that you have made them the best Christmas ever. In the background on the phone I could hear all of the other soldiers saying “thank you.” I could hear the excitement in their voices. I was so humbled by this experience and I truly want to thank you everyone too. Pam Moore HQ Procurement Military Mom
Angel Giving Tree
From: David Mulkey Sent: Sat Dec 26 14:42:08 2009 Subject: Boxes Ok, So I finally got the boxes that you guys sent out here from Lockwood. Thank you very much. We have pretty much decimated all of the snacks and candies. The guys really appreciate it. Sometimes it takes a while for mail to get to the guys at our location, so it really lifted some spirits and the wrapped gifts made it more like Christmas. The younger guys especially liked it, and it was nice since we had something to decorate some of the areas. Thank you for everything. Always, David Post Script; Pass on to those that helped put together the boxes that it was appreciated and that we thank them. UPDATE: 1/2010 Koleta’s son returned home from Afghanistan for leave. He has one more deployment, destination is unknown”. She thanks everyone again for their effort in the boxes.
Pam Moore’s son (tall one in back) smiles with his coworkers.
Mary Arce of Lockwood HQ posed the question, “can we?” (participate in the Toys for Tots again this year)? That set the ball rolling. Karen De La Garza started spreading the word and received a great response from Corporate employees. By the time all was said and done we ended up helping 55 disadvantaged individuals (elderly and children have a better Christmas who otherwise might not have had much at all this holiday season. The ‘wants vs. needs’ on their wish lists was humbling; and that they looked to us for hope. Lockwood employees really stepped up and made a difference in some lives, covering kids and elderly from the Deer Park, Pasadena, Houston, and Crosby area. Of course with as many people off the “Angel Tree” list that we helped, the Salvation Army was more than willing to come pick up all of the gifts we provided. With bag-after-bag, the bus was filled with lots of goodies for those in need! Way to go, Lockwood!
by Katia Ricci
Ciao from Italy!
We are very excited about our new inventory of TY Italy ball valves and wanted to share these pictures with you. But this is not our only news - we have a new hire in our accounting dept: welcome to Chiara Colombo! Step-by-step we are growing and are very happy for this as we are all concentrating our efforts to do so. We believe in our potential and in our strength as a team with positive expectations. Once the world market recovers LOOK OUT!
Lockwood International proudly announces the acquisition of VAC Systems, located at 7201 Fairbanks N. Houston Rd, Houston, Texas USA. Founded in 1971 with over 300 actuation projects provided to most major end users both upstream and downstream, VAC Systems will greatly enhance Lockwood’s full service capabilities to our valuable customers. Capabilities: • Linear & Rotary Actuation • Field Service Repair • Enhanced Control System Capabilities • Retro-Fit Consultation
I want to give a special ‘thank you’ to Mikelyn Martin, Lockwood Corp. Credit Manager for taking time out of her usual accounting duties to proofread the newsletter. Her former profession was that of an editor for an online newsletter which reported stocks daily. Her expertise and input has really upped the quality of this publication. Thank you, Mikelyn! As we thank Mikelyn, I want to thank some past proofreaders Monica Turknett and Cynthia Harmon, Cindy Williams - everyone is so busy but took the time at one time or another to help out. Thank you!!
by William Kho, Sales Manager “The end of 2009 was very good for us. Our constant knocking on the door of ExxonMobil in Singapore paid off and we’re now closing out the ExxonMobil SHDS Project that was undertaken by Jacobs Engineering. ExxonMobil is also buying from us directly and we see this as the beginning of a very good relationship. We have a great start to 2010 with invitations to bid for a number of other ExxonMobil projects and we’ve received many enquiries from end-users and other distributors in Singapore, Malaysia, Thailand and even Vietnam. We’re still the new kids in town but we’re really starting to make an impact here now and our local inventory is steadily expanding to support this growth.”
November 13 Singapore hosted an open house for customers and suppliers to tour their facility. Here are some pictures from that event. Far left picture: Edison (middle) and James Tan (orange shirt). Both are from INKO Brothers, a trading house. Middle picture: Alvan (Keppelfels) Roland Kwa (INKO Brothers) and Mr. Goh Choon Hua (Keppelfels). Far right - Vince Pittman
Montreal Sarnia by Ruth Boyling All business had come to a standstill in October and November with no active turnarounds or projects in Eastern Canada. We saw solid bookings in December in anticipation of the first of backto-back-to back turnarounds coming up for our clients. For January there is now a flurry of activity and after a successful inventory we are swamped! That is good news. We are also working on bids for a couple of important projects; ExxonKearl Lake project and SNC Fenco-Key Lake. We are looking forward to what 2010 has in store for our branch. We know it will take a lot of hard work and more effort than ever before to continue our story of success here in Sarnia, but we are up for the challenge. Wishing you all at Lockwood a safe and prosperous New Year!
Don’t forget to submit your recipes to Renee Roberts or Patricia Jeffery in Houston Corporate. They’ve gotten several recipes and have been testing them out. We want recipes with local flavor, relative to our branches. We hope to gather enough to put together a nice Lockwood Cookbook.
by Daniel Rossman
Don't follow up! Instead...take the lead! Personally, I think the word “follow” is a lousy one when selling. As salespeople, we aren’t following anything when we follow up (or at least we shouldn’t be). We as salespeople, must take the lead, not follow! Puppies follow, small children follow others when they play follow-the-leader, however we in sales need a different word that describes what we should be doing in these sales situations. And that word is “LEAD.” The following definitions of the word “lead” are very appropriate to the actions needed by a salesperson to reach out to prospect clients and nurture the purchasing process: lead • verb: 1) to go guide on a way especially by going in advance: 2) to guide in course, direction, action, opinion, etc.: 3) to influence or induce. These examples accurately describe what we should be doing with a prospective client. I would rather “show the way” than “watch the development of” the prospect’s situation. I’d rather “guide the prospect in course, direction, action, opinion” - I’d rather “influence” the prospect than "accept". So let’s say what we mean, and mean what we say. Instead of “following up” with your prospects tomorrow, take the lead. Good Luck! Good Selling!
Edmonton by David Kunnel and Robbie Marler SHERWOOD PARK/ ALBERTA (EDMONTON) NEWS, David Kunnel C.E.T. Branch Manager
Our Western Canadian Lockwood Division, is wishing everyone a productive and successful New Year. Edmonton recently had the extreme displeasure to claim that we were the coldest place in North America in mid December. Temperatures dropped to a bone chilling -46°C (-51 °F) and -58 °C (-73 °F) with the wind chill. With January now behind us, Western Canadians are looking forward to longer and brighter days, and maybe the odd day with temperatures above 0 °C (32 °F). In talking with our Lockwood cousins down south, it seems they also have a slight appreciation of the cold weather, having experienced sub zero temperatures themselves recently. Bring on the spring season and the warmer weather! Businesswise, Alberta’s economy appears to be steadily gathering momentum for positive growth. We are cautiously optimistic that this will mean a busier year for the oil and gas industry in our region. Our team is working diligently to maintain and service our existing valued customers, as well as taking steps to bring on new customers and selling new products, ultimately increasing our organic growth. A recovery in commodity prices and a newfound availability of costeffective inputs is sparking re-investment, and will drive Alberta’s economic recovery in 2010. Expansion of the oil sands will compensate for uncertainty in conventional natural gas, which faces competition from abundant shale gas elsewhere. However, as world energy demands increase in the first half
of 2010, this should assist in Alberta’s recovery midway through the year and well into 2011 and beyond. With oil prices “stabilizing” around the low $70’s and regional construction costs being more lucrative, projects that were shelved over the last year are being revisited, and may be released for construction within the next year. One of these highly visible project updates is that Canadian Natural Resources Ltd. and North West Upgrading Inc. have officially submitted a joint proposal to the Alberta government to build and operate a technologically advanced upgrading plant aimed at refining bitumen while reducing carbon emissions. If approved, the refinery will be built near Redwater, Alberta, which is situated about 40 kilometers northeast of Alberta’s capital, Edmonton. Phase I of the refinery will include a conversion process of 50,000 barrels a day of bitumen to finished products, as well as an integrated CO2 recovery and management response. Eventually, the proposed facility can be extended in two additional phases of 50,000 barrels a day of bitumen. With our new fiscal year under way, we are in a great situation to position and align ourselves to secure this future business. Again, best wishes to all – let’s continue to work harder and smarter than the competition to capture the available business opportunities, while taking steps to improve quality and efficiency. “A goal without a plan is just a wish” – Larry Elder
Calgary by Susan Kretz As you are probably aware, Canada is hosting the 2010 Winter Olympics in Vancouver BC in February. Since December, the Olympic flame has been travelling across Canada in a torch relay. It arrived in Calgary yesterday and passed right by our Lockwood office building. Crowds gathered along the streets to cheer on the torch bearers as this is a once in a life time chance to view the Olympic flame. Tara and I went downstairs to catch a glimpse and we were fortunate to be standing right where there was a relay exchange where one torch bearer lights the flame of the next torch bearer. Pictured is our own Tara Metzger with the torch bearer along with the torch that he carried. It was an exciting moment for us as Canadians, unlike the Americans, we are not known for publicly demonstrating out patriotism. I think Calgarians as well as all Canadians are excited about hosting the world next month. It was particularly meaningful here in Calgary as we hosted the Winter Olympics in 1988 and those who were here at the time still have very vivid memories of the event. 11
Tara Metzger with olympic torch bearer
Baton Rouge 2/04/2002
Gonzales Sr. Houston
Mark Steve Cliff
Lindsey Swarzbach Houk
Houston Houstob LA
3/23/2009 3/23/2009 4/03/2000
THANK YOU THANK YOU
THANK YOU THANK YOU THANK YO U
THANK YOU THANK YOU
Gonzales Jr. Houston
THANK YO U
William Kho 1 Singapore Rodney Owens 2 Houston James Atkinson 3 Houston Tom Lockwood 3 Houston Gary Hart 4 Sarnia Susan Kretz 7 Calgary Reyes Lopez 7 California Margaret Graff 8 Houston Matthias Jung 8 Houston Richard King 10 Houston Annette P Engolio 11 Houston Clifford N Houk Jr. 12 California Linda McKinzey 13 Houstob Paolo Zaffaroni 13 Houston Andrew Czarnota 14 Illinois Joshua Smith 19 Houston Louis Dixon Jr 23 Baton Rouge Fabian Quintanilla 23 Houston Barbara Rode 23 Houston James Kotch 31 Houston Jesse Gonzales 1 Houston Steven Price 3 N Carolina Blaine Ferryman 4 Baton Rouge Gilbert Rocha 4 Houston Jasen Taylor 4 Sarnia Audrey Heston 5 Houston Cesar Vargas 5 Houston Kory Cureton 6 Houston Efrem King 9 Houston Donna Nelson 9 Beaumont Edgar Plata 9 Houston Kenny Simoneaux 9 Baton Rouge Kareem Bennet 13 Houston Mikki D Talbott 14 Houston Janet Anderson 16 Houston Lana Jones 20 Houston Randy Wilson 23 Houston Mark Lindsey 24 Houston Barbara Walker 26 Houston Wilma W Hand 5 Texas City Catherine M Clark 12 Houston Kristie Boodell 13 Houston Ilahoodin Husain 16 Houston Pamela Moore 16 Houston Jason Terry 16 Houston Stephanie Nesbitt 19 Houston Laura Davis 22 Houston Jarrod Owens 22 Houston Donna Wells 22 Houston Sheriff Kareem 23 Houston Chuck Langenfeld 23 Chicago Leesa Frazier 26 Houston Ernest Gonzales Sr. 26 Houston Margaret Hollingsworth 26 Houston Albert Johnson 26 Houston Karnan Palanivel 26 Singapore Cherlyn Tumlin 28 Charlotte Amy Lee 29 Baton Rouge Alvin Ooi 29 Singapore Scot Fowler 31 Edmonton David Pickle 4 Houston Haven Porter 4 Houston Anthony Anderson 7 Baton Rouge Ruth Ann Boyling 9 Sarnia Tim Alexander 10 Houston Greg Land 10 Houston Kristie Foster 11 Houston Daniel Galvan 12 Houston Anne Vickery 16 Chicago Erick Del Angel 18 Houston Andrea Green 19 Houston Benny Howard 19 Houston Steve Shubnell 20 Houston Kim Murton 22 Houston Daniel Rodriguez 25 Houston Rudy Zenon 25 Houston Mike Marksberry 26 Houston Heather Chelmick 27 Edmonton Terry Eads 30 Charlotte Cylynne Callicutt 5 Houston Terri Braatzi 10 Houston Darin Pittman 20 Houston Danny Welch 20 Beaumont Lisa Maness 28 Houston Melissa Motal 30 Houston Sam Tijerina 31 Houston Shawn Monk 1 Sarnia Kathy Evans 2 Houston Gary Smith 4 Los Angeles Cameron Dawe 5 Montreal Laura Fitzgerald 7 Houston Luca Radrizzani 17 Houston Heath Juergens 19 Houston Donice Morace Jr. 22 Baton Rouge John Yonkman 23 Houston Pete Gonzales 24 Houston Mike Pawlenchuk 25 Edmonton
Mikki Talbott (Corp. Houston) & husband Michael Talbott welcomed Emersyn Elizabeth Talbott into their family on Friday, January 1st, 2010 @ 11:13 pm. She weighed 8 lbs, 12 oz and was 20” long.
Emersyn Elizabeth Talbott
Mikki & Michael’s sons: Kaiden, Age 5 Cameron, Age 12 Cory, Age 16
Jesse Gonzales (Corp. Houston) & wife, Veronica Gonzales welcomed Jaylen Jewels Gonzales on 10/25/09. She weighed 5 pounds 11 oz and was 19 inches long. Jaylen Gonzales with big brothers Jesse Gonzales, 17 years old and Xavier Gonzales,15 years old.
Jaylen Jewels Noah Maness
Noah Maness was born back in the summer but we never got a picture. Lisa Maness (Corp. Quality Dept.) and husband Jeremie, along with big brother Landon (10 years old) welcomed Noah on June 30, 2009.
Sheriff Kareem - IT Houston announces Prince Sheriff Kareem, Junior arrived Thursday Jan 14 at 10:28 a.m. weighing 8 lbs 12 oz and 21 1/4” long. Big sister, Zainab (17 months old) and mom, Valencia are doing well.
REGARDING TENURE AND BIRTHDAYS: The lists (hopefully) capture all January - June tenure anniversaries and birthdays (highest seniority is listed first) of our people. Those names bolded have 5+ years with us. Although much effort is made to include everyone we may have accidentally omitted someone. International branches inparticular - not all records are kept in Houston. Please notify us if this is the case and we’ll publish in our next edition (published in July). At that time we will list all July - December tenure and birthday dates.
A star. In the Lockwood Newsletter you will see it in every edition. Although no names will be mentioned it acknowledges the ones that we have lost. They are a part of who we are and will never be forgotten.
2010 NEW HIRES James
We are glad to have you with us.
That’s all for this edition. See you in the Summer.
Do you have a story or idea? E-mail us at firstname.lastname@example.org
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