TGID Newsletters

TGID Newsletters

TGID (Thank Goodness It's Dalton!) Newsletters

Our short and sweet TGID newsletters are emailed every Friday to Dalton distributors. Sometimes you'll find a write up on a new cartridge heater or platen heater application, and other times you'll find tried-and-true selling tips. We also take the time to occasionally spotlight one of our many fine Dalton employees.

One thing you will always find in TGID is our Friday Funnies—this is sure to give you an end-of-week chuckle or smile. We invite you to read, learn, and enjoy TGID!

Life Factor # 52018-07-13

Life Factor # 5

 

Heat Sink Material

 

One factor contributing to the life of a cartridge heater is the ability to pull the heat away

from the heater into the heat sink. We already start with a big advantage in that the split

sheath heater will expand and make contact with the walls of the bore for superior heat

transfer.  But if the heater is inserted into a bore in ceramic insulation, little heat moves

away from the heater and the heat build-up will cook the heater unless the watt density

is extremely low.

 

Thermal conductivity is the intensive property of a material that indicates its ability to

conduct heat.  Copper has an extremely high thermal conductivity and will literally

draw the heat away from the heater and distribute it quickly and evenly about its mass.

Aluminum is about half that of copper, but still extremely effective in drawing and

distributing heat.  Cast and wrought iron and mild carbon steel, commonly used in

tooling and platens are fair.   Worse yet, stainless steel is quite low in thermal conductivity.

 

                         

 

Higher watt densities can be tolerated by heat sink material with higher thermal

conductivity and, as the watt density climbs, the heat sink begins to factor in the

decision of tolerable or even warrantable wattage.  If watt density is high, give us

a call at Dalton and we’ll talk about the application..

 

 

               Friday Funnies

 

A co-worker returned after lunch carrying a dress from the cleaners. "Pretty," said one

of the guys.  "Big date tonight?"

 

"I picked it up for a friend," she replied.  "Do you really think I could fit in a tiny thing

like this?"

 

He smiled and said, "Do you really think I've lived this long by answering questions

like that?"

Life Factor # 42018-07-06

Life Factor # 4

 

Temperature Control Mechanism

 

As you know, Dalton Electric does not sell Temperature Controls.  But distributors with whom we

work do sell them and are in a position to exploit the opportunity of synergistic sales.  Our discussion

of life factors for a heater will be limited to the effect that different types of control have on the

cartridge.  The order of controllers will be from most harsh to kindest:

 

The analog controller is one that establishes a temperature window and turns the power on at the

low limit and turns it off at the upper limit.  This is the hardest style of control for a heater as the

relay is simply slamming current to the resistance coil.

                                              

                                     

A proportional control will reduce the heat output gradually as the process approaches the set

point temperature and is much kinder to the heater.  A PID controller will introduce the integral

and derivative action which more capably controls varying loads at set point.  In each controller

the ratio of "on" to "off" time changes, adjusting the power delivered to the heater, decreasing

stress on the resistance coil and contributing to longer life.     

                                                                                          

                        

Finally, the kindest power input to a cartridge heater is a Variac transformer.  This device

controls the amount of voltage supplied to the heater at a constant level.  This reduced continuous

supply of voltage will result in the least stress to the heater and result in maximum life.

 

 

 

        Friday Funnies      

 

Normal people believe that if it ain't broke, don't fix it.

Engineers believe that if it ain't broke, it doesn't have enough features yet.

Life Factor # 32018-06-29

Life Factor # 3

 

Process Temperature

 

The process temperature in an application influences the life of the cartridge heater which both

provides and lives in that heat.  Low heat applications such as plastic molding, packaging

and rubber processing do not put much demand on heaters and they can be expected to

work efficiently for years.  Higher temperature (mid-range) applications like battery processing

and metal die casting place greater stress on the heater.

 

Since the higher temperature generally requires higher watt densities from the heater to

provide the heat, life issues are impacted.  The key to long life becomes a balance between

the number of heaters used and a manageable watt density.  As the internal temperature of

the heater goes higher, the ability of the MgO insulation to provide a di-electric barrier to

shorting from coil to sheath is reduced. 

                                                                                    

In applications such as scorching dies and plastic-state metal forming (titanium) in

temperature ranges from1200 to 1900 degF, the heat is achieved by very high watt

density in the platen or die.  But this is accomplished by packing many heaters with very

low watt density into the work piece, since the extremely high temperature can be

destructive to the heaters.  Watt-Flex® cartridge heaters can be effectively used in extremely

high heat applications and, again, it pays to consult a Regional Manager or engineer at

Dalton Electric.

 

 

 

 

                Friday Funnies

 

 

A census taker in a rural area went up to a farmhouse and knocked. When a woman came

to the door, he asked her how many children she had and their ages. She said, Les see

now, there’s the twins, Sally and Billy, they’re eighteen. And the twins, Seth & Beth, they’re

fourteen. And the twins, Penny and Jenny, they’re nine ..

 

Hold on!” said the census taker, “Did you get twins EVERY time?

 

The woman answered,Heck no, there were hundreds of times we didn’t get nothin'.”

Life Factor # 2 (continued)2018-06-22

Life Factor # 2  (continued) 

 

Heater Design

 

Last week we explored Heater Design and its impact on the working life of a cartridge heater. 

Dielectric or insulation of the coil in the sheath and heat movement away from coil are both

significant factors.  The two failure modes of any cartridge heater are a short to ground and

an opening of the electrical continuity.  Therefore, the other major consideration in heater

design that impacts life is the integrity of the coil.

 

The gage or size of the wire is simply a matter of applying Ohms Law to the specification for

the heater.  Watts and volts establish a resistance and the wire that is coiled has a specific

resistance per inch that provides total ohms required.  There are a few design processes that

can be employed to optimize the winding to provide a more substantial wire, as very fine wire

will heat fatigue and open much more easily than a thick, larger diameter wire. 

                

Very occasionally, we will contact you to ask if we can change the specification, possibly

halving the voltage and running heaters in series.  This will result in a much more substantial

resistance coil and elimination of early failure from heat fatigue of fine wire.  As always,

Dalton will be seeking to optimize the working life of the heater.

 

 

 

         Friday Funnies

  

Does the statement, "We've always done it that way" ring any bells?

The US standard railroad gauge (distance between the rails) is 4 feet, 8.5 inches.

That's an exceedingly odd number. Why was that gauge used? Because that's the way

they built them in England, and English expatriates built the US Railroads.


Why did the English build them like that? Because the first rail lines were built by the

same people who built the pre-railroad tramways, and that's the gauge they used. Why

did "they" use that gauge then? Because the people who built the tramways used the

same jigs and tools that they used for building wagons, which used that wheel spacing.


Okay!  Why did the wagons have that particular odd wheel spacing? Well, if they tried

to use any other spacing, the wagon wheels would break on some of the old, long distance

roads in England, because that's the spacing of the wheel ruts.


So who built those old rutted roads? Imperial Rome built the first long distance roads in

Europe (and England) for their legions. The roads have been used ever since.  And the ruts

in the roads? Roman war chariots formed the initial ruts, which everyone else had to match

for fear of destroying their wagon wheels. Since the chariots were made for Imperial Rome,

they were all alike in the matter of wheel spacing.  The United States standard railroad

gauge of 4 feet, 8.5 inches is derived from the original specifications for an Imperial Roman

war chariot. And bureaucracies live forever.


So the next time you are handed a specification and wonder what horse's a** came up with

it, you may be exactly right, because the Imperial Roman army chariots were made just

wide enough to accommodate the back ends of two war horses.

 

Now the twist to the story:

When a Space Shuttle was sitting on its launch pad, there were two big booster rockets

attached to the sides of the main fuel tank. These were solid rocket boosters, or SRBs. The

SRBs were made by Thiokol at their factory at Utah. The engineers who designed the SRBs

would have preferred to make them a bit fatter, but the SRBs had to be shipped by train

from the factory to the launch site. The railroad line from the factory happened to run through

a tunnel in the mountains. The SRBs had to fit through that tunnel. The tunnel was slightly

wider than the railroad track, and the railroad track, as you now know, is about as wide as

two horses' behinds.


So, a major Space Shuttle design feature of what was arguably the world's most advanced

transportation system was determined over two thousand years ago by the width of a

horse's a**. .... and you thought being a HORSE'S A** wasn't important!

Life Factor # 22018-06-18

 

Life Factor # 2

 

Heater Design

 

The design of a heater has much to do with its performance and, therefore, its life in an

application.  The Watt-Flex® cartridge heater does not have a ceramic core that can crack

during the swaging process.  Conventional heaters will keep a very tight distance between

coil and sheath to affect optimum heat transfer.  But this limits the insulation value.  Since

Dalton Electric swages the cartridge to a much denser state, the compacted insulation value

is greater than a conventional heater, keeping the current in the coil and eliminating shorting

to sheath.

                                  

 

Additionally, the greater compaction allows for better heat transfer.  So Dalton heaters

are not affected by the greater distance between coil and sheath, since the heat moves

more efficiently through the dielectric. 

 

And, the split sheath design will expand when energized to move heat away from the

heater into the host metal through wall-to-wall contact (conduction heating optimized). 

Cooler running coils simply last longer and the unique design of the Watt-Flex split

sheath simply contributes to longer life.

 

 

         

 

   Friday Funnies

 

          What to wear when your wife wants you to do some work ...

 

 

 

 

Life Factor # 12018-06-08

Life Factor # 1

 

Watt Density

 

There is a direct correlation between the watt density of a cartridge heater and the amount

of heat produced by the heater.  Watt density is the number of watts per square inch

of heated surface area of the heater.  Obviously, tremendously high watt density can be

produced in a heater, but the real issue becomes supplying a warrantable watt density.

If the watt density is too high for an application, the heater will simply generate too much

heat to effectively transfer and burn itself up.

 

Uniform and denser compaction of the Magnesium Oxide in a Watt-Flex® cartridge heater

will allow a much higher warrantable watt density as compared to a conventional cartridge.

We have samples of 3/8" diameter heaters at 85 watts per square inch that burn bright

orange in open air all day at industrial shows.  Expansion in the bore for more effective heat

transfer to the host metal will also enhance the movement of heat away from the heater and,

consequently, the life of the cartridge.

 

Larger diameter heaters are not as tolerant of higher watt density because the overriding

concern becomes overall wattage.  For example, a heater at 3/8 x 20" with a watt density

of 100 watts/in² will be about 2340 watts, whereas a 3/4 x 20" at the same watt density will

be about 4720 watts.  Total wattage and amperage can become compromising factors in

the heater life.  If you are considering a high watt density heater, give us a call for all 

considerations.

 

 

 

                Friday Funnies

 

Many aspects of human sexuality are very puzzling.  Take celibacy. This can be a choice

in life, or a condition imposed by environmental factors:

 

While attending a Marriage Encounter Weekend, Bill and Jane listened to the instructor

declare, "It is essential that husbands and wives know the things that are important to each

other."  He addressed the men: "Can you each name and describe your wife's favorite flower?"

 

Bill leaned over, touched Jane's arm gently and whispered, "Self-raising, isn't it?"

 

… And thus began Bill's life of celibacy.

It's All About Life2018-06-01

 

It's All About Life

 

The life of a cartridge heater is dependent on a wide variety of factors:

 

1)  Watt Density

2)  Heater Design (integrity of resistance wire, amount of insulation)

3)  Process Temperature

4)  Temperature Control Mechanism

5)  Heat Sink Material

6)  Fit in the bore

7)  Environmental Factors (Contamination, Shock, Vibration)

 

Watt-Flex® cartridge heaters continue to outlast conventional heaters in customer

trials in a wide variety of applications from packaging, plastics, metal die casting,

lamination dies and huge forming hammer dies at 1000°C.  Over the next few weeks

we will discuss these factors and how we, as salespeople, can optimize on each.

 

This is a particularly critical process since our continuing success in the world of

sales often depends on our ability  to help our customers determine what problems

they have and how we can address and eliminate them with effective solutions.

 

 

 

            Friday Funnies

 

Four macho guys went on a fishing expedition. To save a little money, they rented a small

cabin that had only two bedrooms. Bill slept with Charlie the first night and he came

to breakfast next morning with his hair a mess, and his eyes all bloodshot.  The other

two asked, "What happened to you?"

 

Bill said, "That Charlie, he snores so loud, I was kept awake watching him all night. I

can't do that another night so one of you has got to do it!"

 

Since Charlie snored so loudly, no one else wanted to room with him, but they finally

agreed to take turns.

 

The next night was Oscar's turn.   In the morning, the same thing - hair all standing up,

eyes all blood shot.  Oscar declared, "Man, that Charlie shakes the roof. And he sleeps

so hard, I couldn't wake him! I watched him all night."

 

The third night was Steve's turn. The next morning Steve came to breakfast bright eyed

and bushy tailed.   The other two couldn't believe it!

 

"What happened?" they asked, "How on earth did you sleep with all that racket?"  Steve

said, "Well, as we got ready for bed, I went and tucked Charlie into bed and kissed him

good night. He watched me all night long."

Old Guys with Hats2018-05-25

Old Guys with Hats

 

“Semper Fidelis” is the U.S. Marine Corps Motto and a philosophy that I have carried through my

personal and professional life …Always Faithful to family, friends, community and company.  I have

found that faith is much like love: give it freely and it comes back to you in multiples.  And the faith

that I have given to the relationships in my life have rewarded me as they do with each of us. Faith

in Dalton Electric, its people and products, have certainly had their own reward.

 

As I rolled back from lunch the other day, there was an old guy walking down Hayward Street with

a ball cap  with the name of his former squadron, battalion or fleet (which one didn’t matter to me).

I stopped and rolled down my window and he walked up to me, expecting to be asked for directions.

I simply looked at him and said, “Thank you for your service!” … the smile on his face told me that

I made his day.

 

On the back of my Lowe’s credit card, I have a small bar code sticker, representing my former

military service and carrying a 10% discount.  The discount is most appreciated, but I never tire

of the sales clerk looking up and saying, “Thank you for your service.”  I am honored to serve on

the Board of an organization called Building Dreams for Marines www.bdfm.org  … we work with

former Marines who have a disability, either service related or simpy old age related.  We renovate

kitchens and bathrooms for accessibility, widen doorways and build wheelchair ramps and lifts.

                                                                                                                  

So I encounter old guys with hats often, and every time that I see them, I thank them for their

service.  As we fly our flag at half staff at Dalton Electric for the Memorial Day weekend, I am

reminded of the sacrifices made by our veterans so we can enjoy the freedoms provided by our

American country.  If you see an old guy with a veterans cap, stop and thank him, and enjoy

this wonderful weekend.

                                                                        

             

                           Friday Funnies

 

Little Jake asked his mother during the Memorial Day Parade: "Mamma, don't soldiers

ever go to heaven?"

 

"Of course they do!" protested his mother. "What makes you ask?"

 

"There are so many soldiers with beards but I never saw any pictures of angels with

beards." he replied

 

The mother responded "Oh, that's because most vets who go to Heaven get there by a

close shave." 

Use the Website2018-05-21

Use the Website

 

I was email contacted by a distributor salesperson, asking questions about lead wire options.  My

response was to go to the www.daltonelectric.com website, go to the news tab and do a quick

search through the Newsletters for “Lead Wire”.  I cut and pasted the pertinent passage into my

reply email and all was explained.  The “News” tab on the Dalton Homepage will take you to

many years of Newsletters and a search function that will locate information about any aspect

of our Watt-Flex® cartridge heaters.

 

I have been asked a good number of times for a quote for 6mm, 14mm, 1.25” diameter heaters

as well as a few othe oddballs.  People could save communication time simply by going to our

Cartridge Heater page and grabbing the tab “Heater Sizes” … it has all of the diameters that we

offer, nominal diameters, available lengths and standard cold terminal ends.  Accessories and

Modifications have pictures that can be copied and pasted into emails to explain options to

your customers.

 

And finally, it’s not a bad idea to use the website when you are selling.  Virtually every

individual on whom we call has a computer on their desk.  Whether it is by email or in person,

pointing the prospect to our homepage and having them view a 1-1/2 minute quick video on

Uneven Heating or Bore Seizure is an effective means to an end.  Smart salespeople use all

of the resource available to them and the website is a great resource !!!

 

 

 

                                                                                                                                                          

         Friday Funnies

 

I bet the person who created the door knocker won a Nobel prize.

 

Do you know sign language? You should learn it, it’s pretty handy.

 

Why can’t you take inventory in Afghanistan? Because of the tally ban.

No Way! ... or, No as a Way2018-05-16

No Way! ... or, No as a Way

 

Years ago Dale  presented me with a coffee mug that read "Salesmanship begins when the

Customer says NO."  When you hear a customer say no, it can be the end of the road or

the beginning of an opportunity to understand his objections and priorities.

 

The first step is to assume that NO translates: we aren't there, yet.  Ask a question about

his objection ...you must understand what is in the way and eliminate it.  If his response does

not clarify, try restating the objection to get a better perspective.  Once you understand why

he is saying no, diagnose the problem.  Objections can be categorized into three action

points: Authority, Business or Differentiation.  

                                                                                                     

Authority ... Is the prospect telling you that he can't make that decision?  If so, you do

not have the decision maker and you have some more account probing to do.

 

Business ... Is the objection focused on the price, delivery, terms?  He must be made to

understand potential ROI, your support system (stocking product and terms) and company

support (engineering support and availability).

 

Differentiation ... have you clearly established the advantages of your product over their

current product?  In our case, it is Cost of Heating that will win the day: if you have helped

him to understand that life, performance, elimination of uneven heating or bore seizure

will cut his overall costs, the sale should proceed.

 

Did your prospect say No Way, or did you hear, No as a Way? ... a way to assess his

objection, understand it and move to an agreement.

 

 

           Friday Funnies

 

Father O’Malley rose from his bed. It was a fine spring day in his New Texas mission parish.

He walked to the window of his bedroom to get a deep breath of the beautiful day outside.

He then noticed there was a donkey lying dead in the middle of his front lawn. He promptly

called the local police station.

 

The conversation went like this:

 

“Good morning. This is Sergeant Jones. How might I help you?”

 

“And the best of the day te yerself. This is Father O’Malley at St.Brigid’s. There’s a jackass

lying dead in me front lawn. Would ye be so kind as to send a couple o’ yer lads to take

care of the matter?”

 

Sergeant Jones, considering himself to be quite a wit, replied with a smirk, “Well now father,

it was always my impression that you people took care of last rites!”

 

There was dead silence on the line for a long moment.  Father O’Malley then replied: “Aye,

tis certainly true, but we are also obliged to notify the next of kin”

Price vs. Cost, OEM vs. User2018-05-07

Price vs. Cost, OEM vs. User

 

On a recent business trip I received a series of reminders of the effectiveness of pushing the issue

of Price vs. Cost.  I visited a number of companies that are manufacturers of equipment (OEM) and

others that are users of that same equipment.  During our discussions, primary focus was that the

Watt-Flex® cartridge heater is the best value, performance and life, even though it's price is higher

than conventional heaters.

 

As an OEM, the price that a company pays for a heater becomes the cost.  The price of the heater

goes right to the bottom line for the machine.  The price of a more expensive heater increases the

price of the machine to their customer.  Therefore, the sale to an OEM must be oriented toward

machine performance and the heater's value to their aftermarket sales.  On the other hand, our

presentation of energy savings, longer life (reduced replacement costs), reduced maintenance

time and elimination of damage to the bores truly resonates with Engineers and Maintenance

Managers who are users of the equipment.       

                                                           Price ≠ Cost                                                  

 

We are often confronted with the issue of the price of the heaters.  My repeated response is one

of expectation ... yes, our heater is more labor intensive to manufacture and, therefore, more

expensive.  We use materials and techniques that provide more cost as we build a more robust,

high performance heater.  But if the customer is made to understand that purchase of the heater

is consistent with their corporate goals of cost reduction, the objection is eliminated

 

 

           Friday Funnies

 

There was a prison break and I saw a midget climb up the fence. As he jumped down her sneered

at me and I thought, well that’s a little condescending.

 

Did you hear about the new corduroy pillows? They’re making headlines everywhere!

 

What’s the best part about living in Switzerland? I’m not sure, but the flag is a big plus.

Culture2018-04-30

Culture

 

Every new Dalton Electric employee who is not Production spends two days on the Manufacturing

floor, sitting with each worker and understanding what they do.  This accomplishes two important

things: First, it give them a deep understanding of our production process and how the Watt-Flex®

cartridge heater is manufactured.  Second, it cements them as part of the Dalton Electric family.

 

Culture is constantly nurtured at Dalton … so what are the things that contribute to that?  We can

begin with Profit Sharing on a quarterly basis.  We have an all-employee meeting at which we

discuss performance and pass out a profit sharing check which represents a substantial portion of

company profits … last year it was more than 7 weeks pay for each employee.  And parties …

cookouts for big holidays, luncheons for big employee anniversaries and celebration meals when

our Boston teams hit it big … when the Patriots went to the SuperBowl and this year when each of

the Celtics, Bruins and Red Sox win their sports.

                                                                                 

 

Expectations run strong at Dalton and each employee knows how they fit and how they make a

difference.  I have often been asked what my management style is.  Well, it’s a style that I learned

as a young Marine Corps officer studying for my Masters degree at night school … it’s called

M.B.W.A.  Eyes open, lots of questions and sometimes just a smiling acknowledgement, I

practice Management By Walking Around.  The genuine concern that we each have for each

other and for the success of Dalton Electric creates an unbeatable Culture.

 

 

 

                         Friday Funnies

 

A doctor was addressing a large audience in Oxford ...........

 

"The material we put into our stomachs should have killed most of us sitting here, years ago. Red

meat is full of steroids and dye. Soft drinks corrode your stomach lining. Chinese food is loaded

with MSG.  High trans-fat diets can be disastrous and none of us realizes the long-term harm

caused by the germs in our drinking water. But, there is one thing that is the most dangerous of all

and most of us have, or will eat it. Can anyone here tell me what food it is that causes the most grief

and suffering for years after eating it?"

 

 

After several seconds of quiet, a 70-year-old man in the front row raised his hand, and softly said,

"Wedding Cake."

Facade2018-04-24

Façade

 

During our travels this week, Chris and I visited with suppliers, distributors and customers. Our discussions

reflected the wide variety of projections and comments, resulting from the variety of individuals and accounts.

One discussion with another heater manufacturer was particularly interesting.  The owner talked about how

impressed he is with Dalton Electric, resulting from what he described as a quality company culture. He

spoke of a competitor close by who had an elaborate and well structured website, but was nothing more

that a shell of a company, promoting principally by the internet.

 

                  

 

It can happen today and customers can get fooled.  Modern buyers are somewhat comfortable buying on

the internet, assuming that products offered match the quality reflected by the site, unaware that they are

purchasing products that production and maintenance staff will struggle with.  So what’s the solution to this

obvious problem?

 

It has to do with sales people.  It’s the company rep, the distributor salesperson, the man or woman walking

in the door of a company to provide product expertise.  Progressive companies recognize the value of the

salesperson who provides professional insight, based on experiences with similar situations with other

companies and applications.  So the key issue becomes one of communication … the buyer must be made

aware that you have something better to provide.  Your product will increase the quality of their production

and, in the case of a Watt-Flex® cartridge heater, will decrease their Cost of Heating.

 

 

 

                           Friday Funnies

 

Recently I heard the former Mayor of Reading, Pennsylvania recount some funny stories about his time in

office.  One happened while he was running for reelection:

 

He was in a bar and paid for a woman’s drink.  She thanked him, but wondered why a stranger would buy

her a beer.

 

“I’m running for Mayor,” he said, “and I want your vote.”

 

“You got it,” she said, grabbing the glass.  “Anyone’s better than the jerk who’s in there now.”

Sales Story2018-04-17

Sales Story

 

This story, shared by a Midwest U.S. distributor, dates back a few year to the manufacture of picture tubes

for televisions and computer monitors.  Manufacturing for RCA Electronics, the plant would drop a blob of

molton glass into a compression press to form the front of the picture tube.  When the face was cooled,

robotic fingers would transfer it to the next station to be welded to the tube.  Unfortunately, they were

experiencing about 50% breakage during this transfer.

 

The transfer fingers were Carbon/Graphite, each with a cartridge heater and thermocouple.  The observant

salesman noticed that the heater bores were inconsistent and the heaters were having varying effects in

the heating of the fingers.  When the heaters were changed to Watt-Flex® cartridge heaters, breakage

dropped to zero.

                                                             

As the salesman tells the story, there was a foreign company that was about to take over the manufacture

of the picture tube and the domestic plant would be closed.  As it worked out, the efficiency of our heaters

doubled production with virtually no cost increase and the plant got a reprieve from the production move,

operating for several more years before closing.  Watt-Flex heaters and an effective salesman were

responsible for a few years of employee job maintenance.

 

Please share your Watt-Flex success stories with us and we will be happy to pass them along.

 

   

                 Friday Funnies

 

As a man was passing the elephants, he suddenly stopped, confused by the fact that these huge creatures

were being held by only a small rope tied to their front leg. No chains, no cages. It was obvious that the

elephants could, at any time, break away from their bonds but for some reason, they did not.

 

He saw a trainer nearby and asked why these animals just stood there and made no attempt to get away.

 

“Well,” trainer said, “when they are very young and much smaller we use the same size rope to tie them

and, at that age, it’s enough to hold them. As they grow up, they are conditioned to believe they cannot

break away. They believe the rope can still hold them, so they never try to break free.”

 

The man was amazed. These animals could at any time break free from their bonds but because they

believed they couldn’t, they were stuck right where they were.

 

Like the elephants, how many of us go through life hanging onto a belief that we cannot do something,

simply because we failed at it once before?  Failure is part of learning; we should never give up the

struggle in life.

Anniversary2018-04-10

 

Anniversary

 

The Thank Goodness It’s Dalton Newsletter is entering it’s 16th year of publication, having enjoyed

15 years of Technical articles, sales techniques, items of interest and events at Dalton Electric

Heating and the ever-so-popular Friday Funnies … which is generally read first by most distributor

salespeople.  The presentation of the newsletter has changed little over the years, retaining its

quick-read character with items of interest to the professional reading it.

 

There have been very few technical errors over the years, but when one is published, there is

always a flurry of emails pointing out the egregious mistake.  I consider it a fortunate occurrence,

as it points out the professionalism of our readership, as well as the fact that the newsletter is

widely read and digested.

 

As we move into the 16th year, I would encourage any reader to send in a professional success

that you have enjoyed with our Watt-Flex® cartridge heaters, a good sales story to share or a

candidate for our Friday Funnies.  Dalton Electric is running with the highest backlog in our history

right now and it is attributable in large part to distributor success and growth.  We look forward to

the year ahead, working closely with each of you for our mutual success.

 

 

 

           Friday Funnies

 

A young salesperson peeped into the office of someone who looked like a sales manager,

muttered something, then started walking away. After retreating a little he seemed to change

his mind and headed back to the door -- where after some hesitation, he started to back away

again.

 

The sales manager, feeling sorry for the young man, and surprised that he was so badly trained,

called him in.  "You're a salesman aren't you? What are you selling?"

 

"Sir ... uh ... yes ... I'm a salesman. I'm sorry to bother you. I am selling sales novelties, but

I'm sure you don't want any. Sorry to have wasted your time."

 

Feeling sorry for the young bungler, the sales manager bought two hundred pens with a company

inscription to give the young salesman some confidence and then started teaching him about

selling. He said: "You should have different pre-planned approaches for different kinds of

prospects."

 

"But I do, sir,” the young salesman interrupted, “the one I just used is my planned approach

for sales managers. It always works. Thank you!"