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!

Hidden Costs2018-12-07

 

Hidden Costs                                

                                                                                               

Many customers assume that there are certain costs that accompany the use of cartridge

heaters.  And other times, they are like the Cheshire Cat in Alice's Wonderland ... someone

has to point out the smile.

 

The price of our Watt-Flex® cartridge heater is often times higher than a conventional cartridge,

but your customer, by purchasing a cheaper heater, is assuming costs that far exceed cost of

heating an application with Watt-Flex heater.  Consider the following note which we received:

 

Dear Dalton, 

        

     Your split sheath heaters have replaced our previously used units in two pieces of plastic

welding equipment in our assembly cleanroom.  Frequent failures caused much grief due to

missing product shipment schedules, the necessity of moving the equipment out of the

cleanroom to affect repairs and the difficulty in removing the failed cartridges from the heat

probes.

 

Much to our delight; we have had no failures since installing your heaters.  Thanks for

offering such an outstanding product.

 

Mike D.

 

The savings that Mike realized by switching to our heaters were immediately realized in

production efficiency and decreased downtime, saved maintenance time and elimination of

damage to the bores.  And he already enjoys a tremendous reduction in the number of heaters

that he buys per year.

 

We can't emphasize enough the importance of helping your customer to understand the

Cost of Heating.!!!

 

              

 

        Friday Funnies

 

John met a woman while on vacation and fell head over heels in love.  John confided, "It's only

fair to warn you; I'm a total golf nut.  I eat, sleep, think and breathe golf."

 

"Well, as long as we are being honest with each other," the woman said, "I'm a hooker."

 

John thought a moment and replied, "You know, it's probably because you're not keeping

your left wrist straight on your follow-through."

Sales Support2018-11-30

 

Sales Support

 

Flexing of lead wires in an application may present a tough environment for

a cartridge heater.  Packaging, heat sealing and other processes that require

a cycling of a heated bar or platen will stress a heater termination.  In the

Watt-Flex® cartridge heater construction, the wire is crimped into two hollow

stainless pins extending from the end of the heater.  If the flexing is concentrated

at this point, the wire will fail prematurely.

 

One excellent way to address this problem is with the use of a Clip Support.  It

is a small fixture that is added to the terminal end of the heater to simply displace

the point of flexing. 

                

The Clip Support is braised onto the heater and crimps over the insulation

of the wire.  There is a teflon tube inserted under the crimp to stiffen the assembly

and reduce stress on the wire.  The Clip Support can be provided in a straight

or right angle configuration with the clip over or under the wire, a feature which

muste specified.

                                                         

                   

 

  

 

   Friday Funnies

  

A WELL PLANNED LIFE???? Two women met for the first time since graduating

from high school. One asked the other, "You were always so organized in school.

Did you manage to live a well planned life? "


"Yes," said her friend. "My first marriage was to a millionaire; my second marriage

was to an actor; my third marriage was to a preacher; and now I'm married to an

undertaker."


Her friend asked, "What do those marriages have to do with a well planned life?"


"One for the money, two for the show, three to get ready, and four to go." 

Profiled for Success2018-11-29

Profiled for Success

 

Last week we explored the differences in heat profile between conventional cartridges and

Watt-Flex® cartridge heaters.  The uneven profile of the conventional heater is caused by

two or more coils, wired in parallel to the terminal posts.  But uneven heating is magnified

if one of the two or three coils opens and fails to heat … a half or a third of the heater fails

to heat.  In a sealing bar or heat seal platen application, for example, the bar or the platen

will fail to seal properly in the cold area, presenting massive quality problems for the product.

 

 

If the thermocouple is close to one of the areas of the heater that is still working, the

machine operator will have no indication that there is a problem until it is recognized that

a volume of scrap has been produced.  The Watt-Flex® cartridge heater, on the other

hand, has one continuous coil, regardless of its length.  Therefore, if serves as a giant

resistor, either working or not.  There is certainly no doubt that it is fully operational and

full heater profile heat is being provided.

 

Blessings to all for a Happy Thanksgiving !!!  

 

 

 

 

Profiled for Performance2018-11-16

 

Profiled for Performance

 

We continue to run into applications in which our customers experience uneven heat across

the profile of their work surface.  The continuous coil, a product of the unique design of the

Watt-Flex® cartridge heater, provides several benefits that immediately translate in customer 

applications.  Conventional heaters of eight inches or more have two (or more) sections of

resistance coil, each wired in parallel to two rods that transverse the heater.

 

The first disadvantage of this construction is that heat-up is extremely uneven as shown in

the customer generated data below.  If you are visiting a customer, take him or her to the

Dalton web page and examine the page about temperature profile:

http://daltonelectric.com/index.php/the-watt-flex-advantages/uniform-temperature-profile

Section junctions provide large cool areas and each of the coil provide their own profile spike,

resulting in a complete lack of consistency of temperature profile.

     

 

The Watt-Flex cartridge heater has a continuous coil running the length of the heater on one

leg and then back again on the other side.  This provides an absolutely even temperature

profile as shown below.  The temperature drop that you see at either end of the measurement

is a result of the technique by which the customer measured temperature.  It was done on the

outside of a sealing bar and demonstrates the radiant temperature loss of any heat sink.  Often,

due to the even profile of the Watt-Flex heater, it can replace a conventional heater with

distributed wattage to compensate for this heat loss.

    

   

 

                       Friday Funnies

 

My family told me to stop telling Thanksgiving jokes, but I told them I couldn't just quit "cold turkey."

 

A lady was picking through the frozen turkeys at the grocery store for Thanksgiving Day, but she

couldn't find one big enough for her family. She turned to the stock boy and asked, "Do these

turkeys get any bigger?" "No, ma'am," he replied. "They're dead."

 

Child: Mom wants you to help us fix Thanksgiving dinner.
Dad: Why? Is it broken?

 

What do you get if you divide the circumference of a pumpkin by its diameter? …
Pumpkin pi.

Quality of Life2018-11-15

 

I received this as an email.  I cannot vouch for its authenticity , but it is a great message and 

worthy of sharing:

 

Steve Jobs Died a billionaire at age 56.  This is his final essay:

 

I reached the pinnacle of success in the business world.  In some others' eyes, my life is the epitome of success. However, aside from work, I have little joy.  In the end, my wealth is only a fact of life that I am accustomed to. 

At this moment, lying on my bed and recalling my life, I realize that all the recognition and wealth that I took so much pride in have paled and become meaningless in the face of my death.

You can employ someone to drive the car for you, make money for you but you cannot have someone bear your sickness for you.  Material things lost can be found or replaced.  But there is one thing that can never be found when it's lost - Life.  Whichever stage in life you are in right now, with time, you will face the day when the curtain comes down. 

Treasure love for your family, love for your spouse, love for your friends. Treat yourself well and cherish others. As we grow older, and hopefully wiser, we realize that a $300 or a $30 watch both tell the same time.  You will realize that your true inner happiness does not come from the material things of this world.  Whether you fly first class or economy, if the plane goes down - you go down with it.   

Therefore, I hope you realize, when you have mates, buddies and old friends, brothers and sisters, who you chat with, laugh with, talk with, have sing songs with, talk about north-south-east-west or heaven and earth, that is true happiness!  Don't educate your children to be rich.  Educate them to be happy.  So when they grow up they will know the value of things and not the price.  Eat your food as your medicine, otherwise you have to eat medicine as your food. 

The One who loves you will never leave you for another because, even if there are 100 reasons to give up, he or she will find a reason to hold on. There is a big difference between a human being and being human.  Only a few really understand it.  You are loved when you are born.  You will be loved when you die.  In between, you have to manage!

The six best doctors in the world are sunlight, rest, exercise, diet, self-confidence and friends. 

Maintain them in all stages and enjoy a healthy life."

 

Successfully Sealed2018-11-02

 

Successfully Sealed 

 

Sealing bars in packaging machines are high performance mechanisms that often

require precisely located heat.  Dalton Electric Heating Co. has successfully

addressed a myriad of package sealing applications over the years, due to a

number of benefits of our Watt-Flex® cartridge heaters.

                

Conventional heaters are manufactured with a varying number of resistance

cores, depending on the length of the heater.  They are wired in parallel and

can burn out independently, causing a cold spot on the sealing bar and

rendering the bar incapable of a consistent seal.  The Watt-Flex heater has

one continuous coil, no matter what the length.  This will ensure an even

temperature profile across the sealing surface.

    

Packaging machines generally utilize smaller diameter heaters that extend

some considerable length through the sealing bar.  Over time a conventional

heater will seize up in the bar due to warping, uneven heating and contamination.

The small diameter heater is very difficult to remove without damaging the bar

and, if drilling out is required, the likelihood of ruining the bore is high.  The

Watt-Flex cartridge is warranted to be removable and will not cause damage

to the bore.

 

Keep an eye out for packaging applications and seal up another success! 

 

 

 

        Friday Funnies  

 

 

A man and his wife were dining at a table in a plush restaurant, and the man

kept staring at an old drunken hag swigging gin as she sat alone at a nearby

table. 

 

The wife finally asked "Do you know her?" 

 

"Yes," sighed the husband, "she's my ex-wife.  She took to drinking right after

we divorced seven years ago, and I hear she hasn't been sober since." 

 

"My Goodness!" said the wife.  "Who would think a person could go on

celebrating that long?"

Distributor Protection2018-11-01

Distributor Protection

 

We had a report this week from a distributor that they had worked at an account to successfully switch

an application from conventional heaters to Watt-Flex® cartridge heaters.  And he went on to say that

after a couple of orders, they stopped buying. Upon investigation, he found that Dalton Electric had

taken the business direct.  We checked back and found that we had processed two orders in 2011 and

2012, doing no business since.

 

Dalton Electric has a policy of no distributor exclusivity, which means that they do not have protected

regions, but also that they are not prohibited from selling anywhere.  Dalton Electric works both with

distributors and directly with customers throughout the world.  However, we are quick to recognize

that it is in our best interest to support and protect distributors who engineer our heaters, so they are

able to enjoy success with repeat orders.

                                                                                        

We have a policy of assigning distributors to accounts in our database as we either are informed by

the distributor or discover that the customer works with that distributor.  These customers are

forwarded to the distributor for quoting and order processing when they contact us directly, ensuring

that the distributor is rewarded for their engineering and sales efforts.  It is counter-productive for us

to take a distributor account directly and it has been a long time since we have received such a report.

 

Sharing account names with Dalton Electric, in conjunction with those accounts visited during joint

sales calls, enables us to provide a level of protection for future orders.  We endeavor to support

your efforts on behalf of Dalton and would encourage you to share joint account information.

 

            

 

           Friday Funnies

 

 

A mushroom walks into a bar.  The bartender say, “Hey, get outta here … we don’t serve mushrooms

in this bar.”  The mushroom says, “Why not? I’m a fungi.”

 

Bacon and Eggs walk into a bar and order a beer.  The bartender say, “Sorry, we don’t serve breakfast.”

Trust the Difference (Continued)2018-10-24

 

Trust the Difference (continued)

 

In forthcoming advertising we will continue to focus on the Dalton Difference.  Last week we began

the process of developing our third short video for marketing, focused on the Cost of Heating as

opposed to narrow-minded purchasing based on Price of the Heater.  Cost of Heating factors in

operating cost reduction, operating life (fewer heaters bought per year), reduction of maintenance

and heater changeout costs and reduced machine down-time.  This all factors to an average of a

40% reduction in the annual Cost of Heating.

 

      

 

The Dalton Difference is easily recognized by Maintenance Managers and Process Engineers,

who understand production costs and maintenance shop hours.  Seldom do we achieve a sale

by starting with the Purchasing Manager, who seldom understands the importance of Cost of

Heating.  The motivation for change comes from those who work with heaters daily and it is

ours to contact those decision makers directly.

 

           

 

           Friday Funnies

 

I told my doctor that I broke my arm in two places. He told me to stop going to those places.

 

A Buddhist walks up to a hotdog stand and says, "Make me one with everything."

The Dalton Difference (Again)2018-10-12

 

The Dalton Difference (Again)

 

Bore Seizure is a maintenance issue the exemplifies the Dalton Difference.  Bilateral expansion of the

sheath legs of the Watt-Flex® cartridge heater produces better heat transfer, but the biggest feature

is de-energized contraction of the legs, providing ease of removal. Drilling out a seized conventional

cartridge can result in many maintenance hours in the machine shop.  This cost is generally more than

the price of a new heater, so where does the benefit lie in buying a cheaper heater?

 

         

 

Again, the decision maker is the Maintenance Manager, the Manufacturing Manager, the Foreman or

the Process Engineer.  Each works with heaters on a daily basis and has to live with the results of

buying the wrong heater.  Spend your time where you can have the biggest impact and teach them

to Trust the Dalton Difference !!!

 

      

 

          Friday Funnies

 

I went on a once in a lifetime holiday. Never again.

 

Exaggerations went up by a million percent last year.

 

Nostalgia isn't what it used to be...

Paul Trainor - 40 Years2018-10-05

Paul Trainor – 40 Years            

 

Paul Trainor joined Dalton Electric Heating Co. in 1978 as a production worker.  He was principally

involved with preparation of platens for our Diffusion Pump Heater business which, at the time,

represented one half of Dalton’s business.  After a couple of years of work, he joined the Watt-Flex®

cartridge heater manufacturing group.  As patented split-sheath cartridge heaters enjoyed solid

growth, Paul became more knowledgeable and experienced in their production.

 

Then Paul had the opportunity to transition to our Engineering staff as an assistant to our Chief

Engineer, serving under the management of several engineering managers.  In 1990 Paul was

promoted to Chief Engineer upon the departure of the existing manager.  In 1995 his position

transitioned to the present title of Manager of Technical Services with responsibilities for Quality

Assurance, Plant Safety and both Production and Application Engineering.

 

           

 

Paul has been responsible for many changes, designs and efficiencies in manufacturing

techniques and procedural policies.  He has struggled through computer design and

configurator implementation and held a steady hand on the steering wheel of Dalton

engineering.  We celebrated his forty years at Dalton with a company-wide Italian luncheon,

cake and ice cream.  Paul received a generous bonus gift card as well as a Diff-Therm trophy,

shown above, that could only be appreciated by a long-time and valuable employee !!!

 

           

 

                  Friday Funnies

 

A mathematician, physicist, and engineer are all trying to find the volume of a yellow bouncy ball. 

The mathematician gets his calipers out and measures the diameter, then evaluates the integral.  

The physicist fetches a bowl of water, drops the ball in and measures the displacement.  

The engineer strolls up with book in hand, checks for a serial number and looks up the volume in

     his yellow bouncy ball table.

The Dalton Difference2018-10-02

 

The Dalton Difference

 

If you have recently received an email from anyone at Dalton Electric Heating, you probably noticed a

seal adjacent to our address on the signature.  Working in conjunction with a new advertising agency,

we have moved to focus our branding on the beneficial differences that Dalton provides.  The seal reads

Trust the Dalton Difference, calling to mind that the Watt-Flex® cartridge heater provides a number

of differences from a conventional cartridge.

                                                                                            

Future advertising will focus on the Continuous Coil, providing a more even temperature profile

than any other cartridge on the market.  And the coil is a giant resistor, either on or off, eliminating

the possibility of sectional burnout.  It is one of the Dalton Differences !!!

 

 

 

 

      Friday Funnies

 

It’s hard to explain puns to kleptomaniacs because they always take things literally.

 

I hate Russian dolls...they’re so full of themselves.

 

A soldier survived mustard gas in battle, and then pepper spray by the police.

He's now a seasoned veteran.

Cold Calls2018-09-27

Cold Calls

 

Some salespeople consider cold calls an absolute waste of time and would rather go have a cup

of coffee.  Some salespeople take advantage of every opportunity that a day presents, no matter

how slim the odds of success.  Dalton has one Regional Sales Manager who lists calls around

planned calls on his trip schedule.  If he has time during the day, he will march into a company

and ask for the Maintenance Manager or Buyer.

 

Chris Stevens and I just returned from a 10-day road trip.  During travels with a distributor

salesman, I suggested making an unplanned call on a company.  We both noticed that he turned

his nose up at the suggestion.  The low percentage of successful cold calls and exploration can

be intimidating, but one good hit will spur you on to more attempts.

 

When Chris and I were in Canada, we had a planned call with a die caster that went very

smoothly.  When we walked out of the company, we both queued on plastic silos across the

street.  We walked in and asked for the Maintenance Manager and were successful in meeting

with him as well as the owner.  The MM was extremely interested in the elimination of bore

seizure and told us that he was disappointed that we were not there two weeks earlier when

he placed a $5,000 P.O. for cartridges to replace ones that he had to drill out.  We missed that

business, but surely will secure the next P.O.

 

Don’t be shy about walking into a potential opportunity.  Complete failure, either they don’t use

your product or nobody will talk with you, takes 10 minutes out of your day.  That is reasonably

incidental as compared with securing a new account in perhaps 10% of your cold calls.

 

       

 

                                    Friday Funnies

 

A sales manager was addressing an underperforming sales force at the start of a new month:

 

“We are going to have a sales contest this month. The winners will get to enter next month’s

contest.”

Ask and Listen2018-09-27

Ask and Listen !!!

 

It is absolutely amazing what people will tell you.  It is equally amazing what people will tell you

if you just ask.  The secret to successful selling is the ability to ask the right questions in an

appropriate way in order to determine the customer’s real buying criteria.  The chances of

making the sale increase the longer your prospect talks (and vice versa).  The best salespeople

create a climate for the customer to become completely involved in the buying process.  If you

fail to listen, you are completely ignoring the customer’s agenda.

 

Are you able to keep up with all of the changes in your industry, technology and your

competitor’s organizations? … probably not, and the chances that your customer is keeping up

are equally slim.  In most of your calls, you will find that the prospect does not know what they

want.  Based on a limited understanding of what they are buying, they will often make a decision

that is not the best solution for them or their company.                                                                                     

                                                                                                                         

It’s virtually impossible for the human mind to ignore a question.  When you use questions, you

not only create a comfort and trust with your prospect, you will learn who will make the decision,

what are the important issues and what you should base your presentation on.

 

      

 

                Friday Funnies

 

An MIT linguistics professor was lecturing his class the other day. In English, he said, a double

negative forms a positive. However, in some languages, such as Russian, a double negative

remains a negative.

 

But there isn't a single language, not one, in which a double positive can express a negative.

 

A voice from the back of the room piped up, "Yeah, right."

Center Groove2018-09-07

 

                      Center Groove 

 

Last week we looked at the side groove for the inclusion of a thermocouple with a Watt-Flex®

cartridge heater.  Benefits are replaceability of the t/c, temperature monitoring at the point of

temp. transfer and the ability to look at the temperature anywhere along the profile of the sheath. 

There are, however, limitations on side grooving that have to do with the size of the heater. 

              

If the heater is 1/2" diameter and longer than 7" or any larger diameter, it must be center

grooved.  This groove will generally extend 6" into the heater from the terminal end …. the

critical design is that the end of the thermocouple extends into the heated section of the

heater. All needle-type thermocouples to be inserted into a center groove will be .040”

diameter.

 

           

This can be assembled into a header with stainless hose or braid and forms a convenient

package for heat and control.

 

 

The thermocouple will still monitor the sheath heat at a location more accurate to the

actual temperature being transferred to the host metal.  Conventional heaters are

restricted to measuring internal coil temperature.

 

 

   Friday Funnies

 

         FOR LEXOPHILES (LOVERS OF WORDS):                 

 

  1. He broke into song because he couldn't find the key.
  2. A calendar's days are numbered.
  3. A lot of money is tainted: 'Taint yours, and 'taint mine.
  4. A boiled egg is hard to beat.
  5. He had a photographic memory which was never developed.
  6. A plateau is a high form of flattery.
  7. A short fortuneteller who escaped from prison: a small medium at large.
  8. Those who get too big for their britches will be exposed in the end.
  9. When you've seen one shopping center you've seen a mall.
  10. If you jump off a Paris bridge, you are in Seine.
  11. When she saw her first strands of gray hair, she thought she'd dye.
  12. Bakers trade bread recipes on a knead to know basis.
  13. Santa's helpers are subordinate clauses.
  14. Acupuncture: a jab well done.

Thermocouple Profiles2018-09-05

Thermocouple Profiles

 

We have had some questions about the profile of the thermocouple groove, so I

thought I would pass along some pictures to clarify.  There are other excellent

pictures of thermocouples on our website:

http://daltonelectric.com/index.php/the-watt-flex-advantages/external-thermocouple

 

          

 

This is the profile of the groove into which the needle-type thermocouple is inserted.

It slides along the groove (within the diameter of the heater and bore) to the tip of

the heater and can monitor the temperature at any point along the profile of the

heater, depending on how far it is inserted.  The below picture shows the tip of the

thermocouple inserted to monitor temperature at the hot tip of the heater.

 

         

 

The other great advantage of this construction is that the thermocouple can be

replaced without having to trash the heater.  A thermocouple/conventional

cartridge heater usually loses the t/c first, but the entire assembly must be replaced.

 

 

 

  Friday Funnies

 

       FOR LEXOPHILES (LOVERS OF WORDS): 

 

  1. A bicycle can't stand alone; it is two tired.
  2. A will is a dead giveaway.
  3. Time flies like an arrow; fruit flies like a banana.
  4. A backward poet writes inverse.
  5. In a democracy it's your vote that counts; in feudalism, it's your Count that votes.
  6. A chicken crossing the road: poultry in motion.
  7. If you don't pay your exorcist you can get repossessed.
  8. With her marriage she got a new name and a dress.
  9. Show me a piano falling down a mine shaft and I'll show you A-flat miner.
  10. When a clock is hungry it goes back four seconds.
  11. The guy who fell onto an upholstery machine was fully recovered.
  12. A grenade fell onto a kitchen floor in France, resulting  in Linoleum Blownapart.
  13. You are stuck with your debt if you can't budge it.
  14. Local Area Network in Australia: The LAN down under.

Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating