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!

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.

An Appreciated Success2018-08-29

An Appreciated Success

 

We were contacted by an Engineer from a new customer in Europe.  He had a small brass shape that

he needed heated for a specialized sealing machine.  He had some problems with moisture during

wash-down and we reached a point where we performed a complete analysis of the application with

heat study, heater design and protection against contamination.  The communications went on for a

couple of months while the machine design went through changes.

 

                       

          

After some good period of time we completed the heater specifications and design location and

sent the order to manufacturing.  During the next two months, the heaters were made and shipped

and used in the sealing machine.  Then we received an email from the Engineer, informing us that

he had received a company award for fixing an application that had been plaguing operators for

years.  He was so pleased with our cooperation and his success, he promised that he would send

a bottle of champagne.

 

This week a beautiful bottle of Ice Rose (bubbly) arrived.  It was divided and enjoyed by a cast of

Dalton Electric characters and we sent a picture with a toast to the success of the Engineer.  Give

us your tough applications, the poor performance jobs that you come across.  We will work hard

to see that you have a good shot at a similarly wonderful reward !!!

 

               

 

 

             Friday Funnies

 
Teacher: Johnny, please use the words “letter carrier” in a sentence.
Johnny: Yes, ma’am. “My dad said that after seeing how many things my mom was bringing on
              vacation, he would rather letter carrier own luggage.”
 
First woman: My son came to visit for summer vacation.
Second woman: How nice! Did you meet him at the airport?
First woman: Oh, no. I’ve known him for years!

Dane Blake - 40 Years2018-08-22

Dane Blake – 40 Years

 

40 Years ago Star Wars was released, WKRP and Taxi debuted, Saturday Night Live introduced the

Blues Brothers, Jimmy Carter was inaugurated as President, Lego Man was born, Radio Shack

introduced the TRS-80, Elvis died and Dane Blake started working for Dalton Electric.  Dane’s father

would shortly become the first person to retire from Dalton.

 

When Dane started, we had a dozen manufacturing employees and a few people in the office.  Dane

has been principally serving in the brazing and welding department, having worked on hundreds of

thousands of cartridge heaters.  He has brazed stainless hose and braid to headers and welded

headers, flanges, brackets and fittings to cartridge heaters as well as trained countless new welders.

 

   

 

Dane chose a pizza fest for his lunch and it was thoroughly enjoyed by all.  His vanilla and chocolate

cake was accompanied by ice cream. In addition to a substantial pre-loaded VISA card, Dane was

presented with a silver serving tray and four monogrammed whiskey glasses.  Dane has cut back in

his weekly hours in anticipation of retirement, and is still a most valuable asset to Dalton Electric.

 

            

 

 

     Friday Funnies

 

A woman came home to find her retired husband waiving a rolled-up newspaper around his head. 

She asked, “What on earth are you doing, dear?”

 

He replied, “Swatting flies.  I got three males and two females.”

 

“And just how do you know what gender they are?” she inquired.

 

“Easy” he answered. “Three were on my beer and two were on the phone.”

 

Buying Decisions2018-08-13

Buying Decisions

 

Prospects have a process by which they make buying decisions. It is imperative that a salesperson

determines this process before making a presentation.  First, it is most important to be selling to the

decision maker.  If the question is not asked, your customer may politely listen and even engage in

your discussion, to no ultimate effect.  Occasionally, the process may include two individuals, perhaps

a Buyer and an Engineer.

 

Determining who the decision maker is goes a long way in understanding the decision making process.

What should the approach be? … How is the decision ultimately made? … What is the time frame for

making it?  If one makes a presentation or submits a proposal without this advanced knowledge, the

salesperson risks presenting the wrong information to the wrong person, at the wrong time and/or in

a manner inconsistent with the prospect’s decision making process.

 

Obtaining a buying commitment must begin with questions and not simple assumptions.  Determine

what the process is, who makes the decision, can it be made now or at some specific future timing

and, if possible and prior to the presentation, a commitment that a decision will be made.  If the

commitment is for a future time, be sure to add a recall on your calendar.

 

 

              Friday Funnies

 

NEW High School Teacher

 

After retiring from the service, a former Gunnery Sergeant took a new job as a high school teacher. 

Just before the school year started, he injured his back. He was required to wear a light plaster cast

around the upper part of his body.  Fortunately, the cast fit under his shirt and wasn't noticeable when

he wore his suit coat.

 

On the first day of class, he found himself assigned to the toughest students in the school.  The smarty

punks, having already heard the new teacher was former military, were leery of him and he knew they

would be testing his discipline in the classroom.

 

Walking confidently into the rowdy classroom, the new teacher opened the window wide and sat down

on his desk.  When a strong breeze blew through the open window, it made his tie flap. He picked up a

stapler and stapled the tie to his chest.

 

Dead Silence .

 

The rest of the year went smoothly.

Life Factor Summary2018-08-07

Life Factor Summary

 

Watt-Flex® cartridge heaters win on all counts !!!

 

For the last nine weeks, we have analyzed the factors that influence the life of a

cartridge heater:

 

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)

 

Salespeople who approach both new sales situations and problems that customers

encounter as opportunities to exercise their technical and problem solving abilities

will be very successful.  Dalton Electric technical engineers and Regional Sales

Managers have the technical and historical experience to provide the support to

assist you in this endeavor.  Give us a call, send us broken heaters, ours or

conventional heaters and let us help you to be a hero in your customers eyes.

 

We continue to enjoy a banner year in 2018 with strong growth in our new customer

base, excellent continuation from our existing customers and O.E.M’s and healthy

growth from our distributor network.  This will be another best year in our history,

testament to customers that continue to come to a problem solver and a heater

supplier that will cut their cost of heating.

 

 

 

                     Friday Funnies

 

 

A very attractive, statuesque blonde, the exec. VP's new secretary, was standingEn

by the paper shredder looking a bit confused.

 

"Need some help?" I offered, hoping to meet her.

 

"Yes," she replied. "I'm not familiar with all these office machines.  How does this

thing work?"

 

"Quite simple," I said, taking the fat report from her hand and feeding it into the

shredder.

 

I choked when she commented, "Thanks, where do the copies come out?"

 

Life Factor # 72018-07-27

Life Factor # 7

 

Environmental Factors

 

Environment is one of the toughest factors to influence.  Often times customer will have

ultimate control over exposure of a heater to contamination, but will not take the steps

necessary to achieve full life expectation of the heater.  The solution could be something

as simple as placing a guard or barrier to stop oil from dripping on the terminals.  Or it

could take place in the design of a machine, as in where the leads are anchored to

eliminate shock from movement cycling.

 

A distributor salesman usually gets the problem after it has manifested itself as heater

failure.   Dalton Electric takes the approach that it is incumbent on us to accommodate

an application and modify the heater to work with the givens of an application.  We rely

closely on you to secure a return of the damaged heater and to advise us on the

environmental conditions causing the failure.

 

           

 

If the solution to the problem can be affected by a customer change in design, that is an

easy and effective fix.  But causing a customer to change a routine can often be the hardest,

even when they realize that it is the cause of the problem.  That is when we step in with

suggestions for changes to the heater.  Possible solutions could be contaminate barriers,

including RTV or ceramic potting or the addition of a header or sleeving.  For failure due to

flexing, we can increase the size of the lead wire, add a clip support or change the terminal

design.  Problems outside the bore may be addressed by increasing the length of the

heater with the addition of an extra cold terminal end.  But, again, we rely on you to be a

big part of the solution.

 

 

 

     Friday Funnies

 

A thief in Paris planned an elaborate scheme to steal some paintings from the Louvre.  After

careful planning, he got past security, stole the paintings and made it safely to his van.  

However, he was captured only two blocks away when his van ran out of gas. When asked

how he could mastermind such a crime and then make such an obvious error, he replied,

"Monsieur, that is the reason I stole the painting...I had no Monet to buy Degas to make the

Van Gogh." 

(And I questioned if I had De Gaulle to print this one in the TGID Newsletter.) 

Well, I figured I had nothing Toulouse.