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!

Terminal Options2019-05-13

 

Terminal Options

 

Small diameter heaters have small diameter terminal pins into which the lead

wire is crimped.  Generally, this is not a problem because the wattage is not

too high and the amperage is very low.   But if the application requires higher  

amperage-carrying ability or resistance to repeated flexing, larger diameter  

wire must be employed.

 

When small diameter pins exclude the use of larger gauge wire, the AFX

termination is used.  A tapered pin is used to accommodate the larger O.D.

of the wire and the smaller end is welded onto the terminal pin.

 

One other benefit of this construction is that the wire is inserted into the termination

with the insulation.  When a wire is crimped into a terminal pin, that crimp becomes

the focus point for any flexing and stress on the wire.  But the AFX termination

includes the insulation and provides support for the wire.  It also displaces the focus

of the stress to a point that includes insulation.

 

This is an ideal construction if you have a small diameter heater and the need for

higher amperage capacity or protection against finer wire breakage due to flexing

or cycling as in a packaging machine and other sealing operations.

 

 

          Friday Funnies

  1. On the other hand, you have different fingers.
  2. 42.7 percent of all statistics are made up on the spot.
  3. Remember, half the people you know are below average.
  4. Depression is merely anger without enthusiasm.
  5. Support bacteria. They're the only culture some people have.
  6. A clear conscience is usually the sign of a bad memory.
  7. OK, so what's the speed of dark?
  8. How much deeper would the ocean be without sponges?
  9. What happens if you get scared half to death, twice?
  10. Why do psychics have to ask you for your name?

 

**. Light travels faster than sound. That's why some people appear bright until you

     hear them speak.

 

 

Life Expectancy2019-05-13

Life Expectancy

 

How long does a Watt-Flex® cartridge heater last?  This is a common question that does not have

a definitive answer. It depends on a variety of factors including size of the bore, heat sink material,

watt density of the heater, set point temperature, type of controller, amperage (function of voltage),

presence of contamination, shifts per day and a number of other factors.  We state that our heater

will last up to four times longer in the same application as a conventional heater ... but where do we

get that number?

 

In house tests can be skewed to produce favorable results so we choose to look at real world

applications and measure our success from customer testimonials.  Back from a trip, one of our

Regional Managers reported that he was in a shop looking at a machine being rebuilt. As part of their

PM the customer was replacing the Watt-Flex cartridge heaters and gave him the old units. From

the date code he found the heaters was over 11 years old and had operated almost continuously

with a reasonably high watt density. Further tests on the heaters proved them to be not only electrically

sound but still within the resistance spec.

                                                                    

This customer had tried less expensive conventional heaters but never got more than one year's

service from them.  We are always promoting the issue of price vs. cost ... this was one customer

that understood the concept well. 

 

               Friday Funnies

 

A doctor made it his regular habit to stop off at a bar for a hazelnut daiquiri on his way home. The

bartender knew of his habit, and would always have the drink waiting at precisely 5:03 p.m. One

afternoon, as the end of the work day approached, the bartender was dismayed to find that he was

out of hazelnut extract.

 

Thinking quickly, he threw together a daiquiri made with hickory nuts and set it on the bar. The doctor

came in at his regular time, took one sip of the drink and exclaimed, "This isn't a hazelnut daiquiri"!

 

"No, I'm sorry," replied the bartender, "it's a Hickory Daiquiri, Doc."

 

Speed Wins2019-04-05

Speed Wins

In today’s business world, regardless of what industry you’re in,

if you’re not fast, you cannot survive.  Customers expect immediate

response and don’t have time to waste.  At Dalton, responding quickly

is an absolute must.  We know that lead response within hours increases

our chances of winning significantly.  That’s why our response objective

is to address all quotes within an hour.  We know that customers who

don’t hear from you right away will look for alternatives.  Given that the

Watt-Flex® cartridge heaters are different from conventional cartridge

heaters, we have to overcome more to get the sale. Rapid response

becomes synonymous with both innovation and quality and creates a

high expectation in your customer’s mind.

 

Speed alone will not necessarily get the job done.  To make the right

recommendation, one has to be able to separate critical data from the

non-essential.  Because we focus on our Watt-Flex split sheath design,

we have the experience and knowledge to perform this complicated task

quickly.  The key to a correctly configured fast quote depends on knowing

the few required specifications, which are listed below for easy fast reference. 

Items on the left side are “must have” information and items on the right are

“like-to-have” …

A rapid response will be unnecessarily delayed when these “must have” specifications

are unknown.  Precious time ticks away if you have to go back to the customer with

additional questions.  When it comes to speed, we know we must deliver it every day. 

Dalton has the speed and ability to make the difference and win. 

Trust the Dalton Difference to finish first.

 

 

 

 

  Friday Fun-osophy

 

Sometimes you need to unplug your life, wait 60 seconds, and then plug it back in.

 

Another reason to take the high road…there is less traffic

 

A good goal should scare you a little and excite you a lot!

 

If you can see the invisible, you can do the impossible.

 

You have three choices in life;

  1. Give up,
  2. Give in,
  3. Give it all you’ve got.

 

Only dead fish go with the flow.

 

Sometimes the best thing to get off your chest is your chin.

 

Greatness is measured by your gifts, not your possessions.

Consistent Quality Wins2019-03-15

Consistent Quality Wins

 

Dalton’s ability to consistently craft custom made to order heaters is

one of the reasons Dalton continues to win at customers. Since I

arrived 16 months ago, I have seen us compete and win against low cost,

low quality heaters despite our higher price per cartridge. 

 

This week we had two situations where seam sealing customers were

frustrated with low-cost conventional heaters.   One customer had to

scrap many heaters due to lead wire failure during installation and another

was unable to achieve a stable, consistent seam seal.  We won the

business at both customers because of our high quality construction and

due to our unique continuous coil design. 

 

Of course, Dalton’s Watt-Flex® continuous coil design provides unmatched

even heat in sealing bar applications.  However, it is our production team’s

attention to details that ensures our customers get the highest quality

custom crafted heater that makes the real difference.

 

It is our dedicated team of assembly and production workers that give

us the edge against competition. They are the unsung heroes.  They

take great pride in the job they do and the company overall.  They are

the ones responsible for our high quality, consistent, reliable,

performance that we have all come to rely on.   

 

On this St. Patrick’s weekend, I tip my hat in appreciation to the

men and women of Dalton who deliver on our promise of making the

world’s best heater.

 

        

            

  Friday Fun Facts

March 17 is widely accepted as the date of St. Patrick’s death in A.D. 461.

St. Patrick was born in Britain as Maewyn Succat. At age 16, he was

kidnapped from his home on the west coast and carried off to Ireland to

become a slave. After six years, he escaped. Upon returning home,

he spent the next 15 years preparing for his missionary work. When

he became a priest, his name was changed to Patricius,

and eventually, Patrick.

 

Interestingly, St Patrick was known for wearing blue.  He used the

shamrock to demonstrate how “the Father, the Son and Holy Spirit”

could be separate entities, yet one in the same.  Today, many people

associate the shamrock as representing Ireland, in fact the harp is the

symbol of Ireland.

 

Armed with these fun facts, let us celebrate this weekend to honor

St. Patrick.  Savor the boiled corned beef dinner.  Be swept up in the

Celtic music and toast this acclaimed patron saint of the emerald Isle.

Diode - Misunderstood Option2019-03-01

Diode – Misunderstood Option

 

di·ode  /ˈdīˌōd/  noun a semiconductor device with two terminals,

typically allowing the flow of current in one direction only. Diodes

are also known as rectifiers because they change alternating

current (ac) into direct current (dc).

 

There are times when an Request For Quote (RFQ) is received,

we enter the heater specifications into our heater configurator

and we are notified that the coil wire is too fine to manufacture.

In these instances we typically ask if two heaters of half voltage

can be used in a series connection. This typically allows the coil

wire diameter to increase up to 5 gauge sizes.

 

This is not always possible or desirable to the customer.  Or the

user may prefer our heater due to the exclusive “hot tip” feature

or because of bore seizure problems. In those circumstances,

using a diode in-line with one of the power lead wires may be a

great solution.

 

Installing an in-line diode with a resistor allows the current to flow

in only one direction.  This blocks the current when the polarity of

the AC voltage reverses and effectively reduces the wattage in half. 

 

With this in mind, we can double the wattage to increase the coil

wire up to the next gauge size and in many cases allows us to

wind a suitable resistance coil for the heater. This concept was

proven by one of our engineers who measured amperage of a

heater without a diode. And when a diode was added “In-line” to

one of the power leads the amperage was reduced in half.

 

Using Ohms Law:  Watts = Volts x Amperes this is confirmed.

Although diodes are rarely used, they can sometimes make the

difference between a sale and a referral to another heater. You

may want to discuss this option further with your Regional Sales

Manager  in order to discuss the particulars of using a diode

such as its’ size and the need to by-pass the diode to check resistance.

 

 

 

 

  Friday Funnies

 

Why did the diode kiss the capacitor – He couldn’t resistor

 

What do you call someone who steals energy – A Joule Thief

 

Why was the free electron sad – It had nothing to be positive about

 

 

DIFFERENTIATION2019-02-22

Differentiation

 

Last year we hired a new ad agency to build a suite of new advertising

and promotional materials. They also created our new tagline –

“Trust the Dalton Difference”

We now have a series of advertisements that focus on our solution to

common problems customers face;  Bore Seizure, Uneven Heat,  

Reduced Cost of Heating, 50% Longer Lasting Heaters, and

Precision Heat for Super Savings.

 

Trust the Dalton Difference also means when you call, you reach a live

person, who knows you, who is helpful and knowledgeable. 

The difference also means quotes and orders are responded to

within an hour.  Our delivery is 3 weeks (not 4 to maybe 6 weeks).  

You also get our 100 years of know-how and unmatched quality and

performance giving maintenance managers other things to lose sleep over.

 

But what really separates Dalton from everyone else, is our ability to routinely 

perform the impossible. 

 

Yesterday a customer called in a dire emergency.  Their customer was

down and needed just one heater, it was both long and complex.  We sprang

into action.  We found a heater that was slightly shorter but could be used

in the application.  The heater was dried over-night, header welded, lead

wires attached and will be on a FEDEX plane this afternoon. 

 

Once again, Dalton does the impossible, crisis averted, and the legendary

Dalton Difference lives on.

 

Friday Funnies

Q:     How does a snowman get around?

A:     On an i-Cycle!

 

Q:     Where does a polar bear keep his money?

A:     In a snow bank!

 

Q:     Why don’t Mt. get cold in the winter?

A:     They wear snow caps!

 

Q:     What do snowmen eat for breakfast?

A:     Frosted Flakes!

 

Q:     What do you get when you cross a snowman and a vampire?   

A:      Frost-Bite

 

Spread the Love2019-02-15

 

Spread the Love!

 

 

   

 

    Friday Funnies

It’s Valentine week – make time for the one’s you love!

Q: What do squirrels give for Valentine’s Day?  A: Forget me nuts

Q: What did the Valentine’s Day card say to the stamp?  A: Stick with me and we’ll go places

Q: What is a ram’s favorite song on Valentine’s Day?  A: I only have eyes for ewe, dear

Q: What happens when you fall in love with a French chef?  A: You get buttered up            

PATRIOTS WIN 6th SB RING!2019-02-08

 

    

 

PATRIOTS WIN 6th SB RING!

 

Defense wins championships!  The Super Bowl has never seen such a defensive battle as this year.   No one predicted

it – but what played out was an epic duel and test of wills to dominate the other.  Fortunately for us fans with zip codes

beginning with zero and despite the ill will from the rest of the world, the Patriots came out on top. This year’s game

pitted two of the best coaches in the NFL and possibly the best ever, against each other.

 

No question, Master YODA, Bill Belichick outmatched the tandem of coach genius, Sean McVay and coach

Wade Phillips.  For those defensive minded folks who marveled at the disguised looks, schemes and packages

thrown at the offense – it was a masterful chess match.  But in the end, it was experience and the fanatical attention to details,

practice, and more practice, and the art of doing one’s job that won out. 

 

Having grown up a Patriots fan my entire life, I have known the bitter taste of 2-14 seasons, TV black outs due to poor

attendance, and many other heartaches too painful to mention. I too tuned out and rooted for the underdog during past

dynasty’s.  Despair not, as this too shall pass.

 

Just as the Steelers final steel curtain call came to an end and the 49ers Montana/Rice reign came to a close, so too

will the Patriots duo of Belichick & Brady.  Until then, I kneel in thanks to the almighty, cheer gratefully for a team that

has cracked the code to winning in a league designed to bring parity – and there will be much rejoicing.

 

 

              

 

Friday Funny’s

 

TOP 5 Funniest Super Bowl Advertisements

 

5 – Pringles “sad device”

 

4 – Devour “premade meal addiction”

 

3 – Expensify “expensify this”

 

2 – Pepsi “more than ok”

 

1 – Skittles “advertising ruins everything”

 

Accessorize (part II)2019-01-25

 

 

Accessorize (Part II)

 

 

We are all familiar with axiom, “you are only as strong as your weakest link”.  This is certainly

true of a cartridge heater.  The weakest link in a cartridge heater is the termination point and

there are a great number of ways to protect lead wire and its termination to the heater.

 

If the heater is subject to substantial flexing, one first needs to ensure that the lead

wire is optimized for the size and rating of the heater.  Dalton Electric uses Grade “A” stranded

Nickel wire which provides much greater integrity than nickel clad or nickel plated copper.

Straight and right angle headers offer the optimum protection for lead wires.  These stainless

steel accessories will withstand all manner of abuse.  And they act as a transition from the

heater to stainless hose or braid.

                                   

 

Similarly, clip supports shield and protect from vibration or motion. Potting and sleeving are a

first defense in protecting the termination point and a header can be fully potted with Ceramic,

RTV Rubber or Glass, depending on temperature constraints.  This will fully encapsulate the

heater terminal and eliminate any stress points.  This painstaking attention to detail and superior

craftsmanship is the hallmark of Dalton’s Watt-Flex® cartridge heater.

 

                  

 

 

             Friday Wisdom

 

Be advised that all flatterers live at the expense of those who listen to them

                                                                                    Jean De La Fontaine

 

How old would you be if you didn’t know how old you were?

                                                                                    Satchell Paige

 

Stepping Away2019-01-21

Stepping Away

 

After 33 years with Dalton Electric Heating Company, I will be retiring very shortly.  We have been blessed

to have had Chris Stevens with us for a year, shadowing me for much of that time and now overshadowing

me as he has assumed the role of President.  Chris brings a degree in Mechanical Engineering & MBA

and many years of Sales Management to Dalton and will provide a continuity that will be a seamless

transition in our effectiveness.

                                                                                                                                                                                

I have taken great pride and enjoyment in building a staff that is the most responsive and professional in

the marketplace and one that thoroughly enjoys working at Dalton.  And we have built a distributor and

customer network that has supported steady company growth over the years.  Our manufacturing staff

is completely dedicated to making the best performing heaters on the market and absence of turnover

reflects that dedication.

                                                                               

 

So I step away, with memories of professional triumphs, wonderful travel adventures and a host of

friends with whom I have had great pleasure sharing sales success and personal experiences.  So I now

serve on the Board of Dalton Electric and on the Board of a wonderful charity.  There are mountains to be

climbed, golf balls to be scattered around courses and curling stones to be thrown down the ice, trails to

be skied and ponds to be skated … and friendships to be maintained if you are ever up New England way. 

I will answer to This email address is being protected from spambots. You need JavaScript enabled to view it..  God Bless and Goodbye.

 

                           

                                               Friday Funnies

 

“How lucky I am to have something that makes saying goodbye so hard.” — A. A. Milne, Winnie-the-Pooh

 

Retirement will be fun… I can get up at 6 o’clock in the morning and go drive around really slow and make

everybody late for work.

Accessorize (part I)2019-01-11

 

Accessorize (it’s functional and fashionable)

 

Contamination tops the list of heater failure.  That’s why it is always a good idea to protect your heater

investment by ordering lead wire protection and sealing configurations.  Contamination normally runs

along the lead wires (outside heat sink) toward the terminals or from inside the heat sink outward toward

the terminals.  Over the years, we have developed a host of solutions to stop contamination from

reaching the terminal pins and beyond. 

 

Our standard header is welded on one leg of the heater to allow for the leg of the other heater to expand

into the bore.  For applications where contamination moves up the legs of the heater, we offer a header

that is welded all the way around (weld around).  This keeps contamination away from the terminals where

it could cause problems.  In few severe applications, we offer a sealed collar configuration.  The collar is

swaged onto the heater near the terminal end.  This serves to prevent any contamination from working

its way between the heater legs and offers a full circular ring to weld the header on. 

 

To stop contaminants that drip, run along the wires, or wash down, we have a similar progressive approach.

The first defense is attaching a header and stainless BX hose to run the lead wires through.  If that is

insufficient, we can RTV pot the terminals.  If even greater resistance is needed, we can fully pot the header

with RTV – it’s a tedious time-consuming operation but has proven to be well worth the extra cost for those

demanding applications.

 

A well-dressed heater keeps contamination contained and lives on.

                   

 

         Friday Funnies

The Dreaded Phone Call from the Boss…☹

My boss phoned me today. He said, "Is everything OK at the office?"

I said, "It's all under control. It's been a very busy day. I haven't stopped to take a break all day."

"Can you do me a favor?" he asked.

I said "Of course, what is it?"

"Pick up the pace a little - I'm in the group behind you."

PRICELESS!

Happy New Year – Opportunities2019-01-11

Happy New Year – Opportunities                                                                      

 

Following a banner year for Watt-Flex® cartridge heaters, we are looking forward to another !!! Our

distributors are understanding the message about Cost of Heating and selling the concept to their

customers with great success. This week I received the following email, outlining the success a

distributor has enjoyed by spec’ing our heater into a customer application:

 

“The fact that your heaters are good quality is our main flag ….. This is the reason we are handling

him very gently. He replaced other heaters with your heaters and it was a process that took quite

a long time…. He is still replacing and thanks god your quality till now is the best !! But from time

to time they try to check other heaters…since we have good relations there so we know on each

competitor trying to get inside… With your corporation – we are well succeeding till now”

 

Customers always have computers on their desk. A great sales technique is to take him or her to

www.daltonelectric.com and point to the Reduce Cost of Heating Video. It is only 1-½ minutes

long and is a small investment of time with big rewards. Clicking on the small box in the lower

right of the small screen will expand it to the full monitor. They may also be interested in the

Even Temperature Profile and Eliminate Bore Seizure videos. There is nothing like a video to

enhance your presentation.

          

 

       Friday Funnies

 

Just read that 4,153,237 people got married last year … not to cause any trouble but shouldn't

that be an even number?

 

Did you know that dolphins are so smart that within a few weeks of captivity, they can train people

to stand on the very edge of the pool and throw them fish?

 

The location of your mailbox shows you how far away from your house you can be in a robe before

you start looking like a mental patient.

 

Price Increase2019-01-02

Price Increase

 

2018 was a very healthy year for our company and we enjoyed growth with most of our

key customers and distributors.  The loyalty and success that we have enjoyed is

testament to the value of our heaters by supporting continuing decreases in the Cost

of Heating for users.  Additionally, the prompt service that we provide in response to

your requirements positions us high in the list of go-to vendors for most distributors.

 

We held our pricing for the entire year, which gave all of you consistent pricing over the

last two years.  During 2018 we have seen double-digit increases in the cost of tubing

and increases in heater components that far exceed our standard biannual price increases.

Also we have seen some increase in labor costs, fueled by a more competitive labor

market and annual increases in healthcare costs of 8%.

 

At the beginning of February we will be increasing prices on Watt-Flex® split-sheath

cartridge heaters and Diff-Therm® vacuum diffusion pump heaters.  The increase will

be roughly 4%, which averages 2% per year.  We are pleased to be able to limit the

increase to these numbers and are hopeful that we can keep them stable for another

two years.  An electronic copy of the new Trade Price list is available upon request

to your Regional Manager.

 

It is also necessary to repeat our mantra that we do not sell the Price of the Heater …

we sell Cost of Heating.  We continually encounter situations in which: 

     *  Longer heater life reduces the cost of heaters purchased each year.Elimination  

        of bore seizure cuts Maintenance hours … often times more thathe price of a

        new heater.

    *  Decrease in machine downtime … always more costly than a new heater. 

We are confident that Dalton Electric will continue to be the leader in reducing the

Cost of Heating and your choice for high performance cartridge heaters.

 

  

                                Friday Funnies

 

      

                

Merry Christmas2019-01-02

 

Merry Christmas

 

December 25th is approaching and we find ourselves wishing family friends and business associates

Merry Christmas.  But stop and think for a moment … where does Merry Christmas come from?

Considering that we live in a world of Happy New Year, Happy Birthday, Happy Easter and Happy

Thanksgiving, Merry Christmas takes on it’s own unique connotation.  In fact, when we use the word

Merry, we most generally think of only one magic day.

 

Happy comes from the word “Hap”, meaning luck or chance and implying good fortune.  Whereas,

Merry makes us think of merry-making … implying the more active showing of happiness.  Therefore,

“Happy” is an emotional condition, while “Merry” is a behavior.  The Christian traditions of Christmas

cause us to prepare for the coming of the Christ child.  This Advent focuses us to adopt a behavior of

hope, love, joy and peace that we carry throughout the season and, hopefully, throughout the year

ahead.

 

Having nearly completed another year of grand success at Dalton Electric Heating Co., we pause

to reflect on the many wonderful business friends and opportunities that we have enjoyed.  And as

we move into a time of merry-making, we send our hope that your week ahead is filled with the

blessings of love, joy and the spirit of Merry Christmas.

 

                                       The Dalton Christmas Party Cake 

                            

 

 

                                        Friday Funnies

 

Three Wise WOMEN would have asked directions, arrived on time, helped deliver the baby, bought

practical gifts, cleaned the stable, made a casserole, and there would be peace on earth!

 

Cost of Heating Video2018-12-18

 

Cost of Heating Video

 

The cornerstone of our marketing program is Reducing the Cost of Heating in any application where our

Watt-Flex® cartridge heaters are utilized.  We tell our customers to ignore any differences in up-front

purchase price and focus on reduction of:

 

Operating Costs … more efficient heaters using less power

Replacement Costs … Watt-Flex lasts 50% longer on average so fewer will be purchased

Routine Maintenance Costs … use fewer heater = less replacement time and less downtime

Heater Changeout Costs … Watt-Flex eliminates bore seizure and many maintenance and downtime hours

 

Our two previous market focused videos addressed problems with Bore Seizure and with Uneven heating.

The Bore Seizure video is five-years old and has been viewed by 9.9k visitors and the one-year old Uneven

Heating video by 2.6k viewers.  Our newest video brings it all together with a discussion about the Cost of

Heating, taking each of the above factors into account.

 

Please visit:  https://youtu.be/Nf4Ww2AJIAE   You can certainly use this address in an email to help your

customer to understand the value of a Watt-Flex cartridge heater.  Our advertising will be oriented toward

driving potential customers to this video and an appreciation for how Dalton Electric can help Reduce the

Cost of Heating.

 

         

 

                          Friday Funnies

 

A man feared his wife wasn't hearing as well as she used to and he thought she might need a hearing aid.


Not quite sure how to approach her, he called the family doctor to discuss the problem. The Doctor told him

there is a simple informal test the husband could perform to give the doctor a better idea about her hearing loss.

 

Here's what you do," said the Doctor, "stand about 40 feet away from her, and speak in a normal conversational

speaking tone to see if she hears you.  If not, go to 30 feet, then 20 feet, and so on until you get a response."

 

That evening, the wife is in the kitchen cooking dinner, and he was in the den. He says to himself, "I'm about

40 feet away, let's see what happens."  Then in a normal tone he asks, 'Honey, what's for dinner?"

 

No response … So the husband moves closer to the kitchen, about 30 feet from his wife and repeats, "Honey,

what's for dinner?"

 

Still no response … Next he moves into the dining room where he is about 20 feet from his wife and asks,

"Honey, what's for dinner?"


Again no response.  So, he walks up to the kitchen door, about 10 feet away.. "Honey, what's for dinner?"

 

Again there is no response.  So he walks right up behind her... "Honey, what's for dinner?"

 

"Ralph, for THE FIFTH time, it's chicken"

Page 1 of 3

Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating