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!

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 graduate degree in Mechanical Engineering

and many years of Engineering and 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"

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...

Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating