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!

Motive2017-09-15

Motive

 

Prospects and customers buy for their own reasons … not ours !!!  As unreasonable as

it seems, this is simply the reality of sales.  So a salesperson must determine by asking,

what are the prospects motives for wanting, needing or desiring the product?  The

salesperson must determine exactly what the product they will offer will accomplish.

 

What problem is the prospect trying to avoid or solve? … is it an immediate or future

need? … is it a short or long-term solution?  We recently had a long-term customer ask

us to quote the inclusion of a high cost connector on the heater that we regularly

supplied.  As it turned out, the connector price was more than the heater price and we

predicted that we would not secure the extra business, unless the customer had a

problem.

 

But the customer immediately issued the P.O., obviously not wanting to continue

buying and assembling connectors in their own shop.  Customers motives are based

on a variety of needs and it is our job to determine their reasons for wanting to purchase

our products.  Effective questions at the outset of an interview generally uncover

problems that we can solve and the motives that we can address.

 

 

        Friday Funnies

 

When fish are in schools, they sometimes take debate.

 

The batteries were given out free of charge.

 

When you've seen one shopping center you've seen a mall.

 

When she saw her first strands of grey hair she thought she'd dye

MgO Compaction2017-09-08

MgO Compaction

Conventional cartridge heaters are constructed with resistance wire wound a ceramic

core.  These cores are loaded into a tube and held in position with spacers.  Magnesium

Oxide (MgO) is inserted into the tube, filling all voids between cores and between cores

and the heater sheath.

MgO is used because it provides two critical properties: heat transfer and dielectric or

insulation.  When MgO is compacted, both of these properties are increased, so the

formation of a high watt density cartridge heater is accomplished by swaging the sheath.

Swaging is diameter reduction using circular hammers, which causes compaction of the

MgO in the heater.  The limitation with a conventional heater is that too much compaction

of the MgO will crack the ceramic core.

                                                                          

Watt-Flex® cartridge heaters are made by suspending the resistance coil in the tube and

filling it completely with MgO, both inside and outside the coil.  This allows us to form the

heater and swage to a much greater compaction, to near its maximum density … no ceramic

core to crack. The resulting uniformity and greater compaction result in a better dielectric,

keeping the current in the coil and allowing a higher watt density.  And better compaction

provides better heat transfer, resulting in significantly longer heater life.

 

 

 

           Friday Funnies

Police were summoned to a daycare center where a three-year-old was resisting a rest.

Did you hear about the fellow whose entire left side was cut off? He's all right now.

A bicycle can't stand alone; it's just two tired.

The guy who fell onto an upholstery machine is now fully recovered. 

Back to Basics - Sleeving2017-09-01

Back to Basics – Sleeving

At the terminal end of a Watt-Flex® cartridge heater there is a hollow core terminal

pin extending 1/4“.  Internally, the resistance coil is welded to this pin and externally.

the lead wire is crimped on.  The electrically live pin is covered with sleeving, the

design of which depends on the lead wire specification.

If the wire has standard temperature insulation, the sleeve used is a red silicone

rubber on a fiberglass braid.  It is generally supplied at 1-1/8” long, covering the

terminal pin and part of the wire. This sleeve has excellent mechanical properties

and is rated to 480 degF (250 degC).

              

       

For high temperature applications, a blue, heat cleaned fiberglass braid with an

acrylic resin binder is used.  This sleeve is rated to 840 degF (480 degC) and

can withstand much higher temperatures for short periods.  For very high

temperatures, we specify a VHT sleeve, providing thermal protection to 850

degF and intermittently to 1600 degF.

For borderline temperature applications, you can request an upgrade in the

sleeve closest to the heater.  That is, if the wire is standard teemperature,

you can specify high temperature sleeve to provide additional protection.

 

 

 

 

                  Friday Funnies

I’ve given up social media and am trying to make friends outside Facebook

while applying the same principles. Every day, I walk down the street and tell

passersby what I’ve eaten, how I feel, what I did the night before, and what I

will do tomorrow. Then I give them pictures of my family, my dog, and me

gardening. I also listen to their conversations and tell them I love them.

And it works. I already have three people following me—two police officers

and a psychiatrist.

Back to Basics - Continuous Coil2017-08-25

Back to Basics – Continuous Coil

Last week we discussed wattage distribution in a Watt-Flex® cartridge heater, used

to compensate for uneven heat within a platen or large heat sink.  We have had

countless applications in which our customer comes to us with uneven heating

across a large laminating press or heat seal platens.  Their problem is generally

that a conventional heater has cold spots, a long cold terminal end or a cold tip.

The Watt-Flex cartridge has a continuous coil, whether it is two or ninety inches

long.  It begins at the terminal pin, runs the length of one leg, around the tip and

back down the other leg to the other terminal pin.  This design provides extremely

consistent heat for the entire profile of the heater.

Sealing platens for automotive manifolds or reservoirs cannot afford to have

cold spots and sealing bars for plastic bag sealing cannot tolerate the failure

of one coil segment of a conventionally designed heater.  Generally, an uneven

heating scenario can be remedied with a standard Watt-Flex cartridge,

eliminating the extra cost for providing distributed heat.

 

 

               Friday Funnies

America is the only country where a significant proportion of the population

believes that professional wrestling is real but the moon landing was faked.
  ~ David Letterman

The best cure for sea sickness is to sit under a tree.
  ~ Spike Milligan

Having more money doesn't make you happier. I have 50 million dollars but

I was just as happy as when I had 48 million.
  ~ Arnold Schwarzenegger.

Back to Basics - Heat Distribution2017-08-18

Back to Basics - Heat Distribution

The Watt-Flex® cartridge heater often is used in its standard format, providing

an even temperature profile in a heated mass, in which conventional heaters

lose too much heat on the edges.  But occasionally a workpiece is uninsulated

and requires compensating heat on the outside to make up for heat losses.

In this case a heater with distributed wattage is provided to place a higher watt

density in specific locations along the heater profile where it is needed.  Generally

the two extremes of the heater will be designed with 5% to 15% higher wattage

to compensate for edge losses in a package or bag sealing bar or a sealing

platen.

               

This is accomplished by providing different densities of resistance coil in the

heater.  When specifying a design, it is necessary to provide one of two info

packages to design the heater.  You can send a set of specifications for the

workpiece to be heated and a heat profile under undistributed heating condi-

tions.  Or you can specify the length of each zone and the wattage or

percentage of wattage that you need.  Call your Dalton Electric Regional

manager with any questions.

 

    Process Heating Magazine … take a look !!! 

http://www.process-heating.com/articles/92385-video-see-how-cartridge-heaters-reduce-process-heating-costs

 

                                   Friday Funnies

Tom was so excited about his promotion to Vice President of the company

he worked for and kept bragging about it to his wife for weeks on end.

Finally she couldn't take it any longer, and told him, "Listen, it means nothing,

they even have a vice president of peas at the grocery store!".

"Really?" he said. Not sure if this was true or not, Tom decided to call the

grocery store.

A clerk answers and Tom says "Can I please talk to the Vice President

of peas?"

The clerk replies "Canned or frozen?" 

Kevin Pierce - 30 Years2017-08-11

Kevin Pierce – 30 Years

 

Kevin joined Dalton Electric 30 years ago and has been a model employee, always

on time, hard working and a friend to all on the Production floor.  He has done a

variety of jobs over the years and now principally works the burnout and annealing

ovens.  We are blessed to have such a valued employee.

 

Kevin lives locally and has been a part of the Ipswich community for the better

part of his life.  He loves all sports, but he sleeps and breathes the Boston Bruins

hockey team.  Winter is a particularly wonderful season for Kevin and he will

gladly give you an analysis of the upcoming season for the asking.

 

          

 

Kevin chose pizza for his party and was honored with a large celebration cake

and ice cream.  In addition to a generous bonus gift card, Kevin received a

beautiful picture depicting the six Bruins Stanley Cup wins and the team logo

at the time, as well as a commerative coin.

 

 

                         Friday Funnies

A father texts his son:

"My Dear Son, Today is a day you will treasure for all the days of your life.

   My best love and good wishes.

   Your Father."

 

His Son texts back:"Thanks Dad. But the wedding isn't actually untiltomorrow!"

 

His Father replies:"I know."

Back to Basics - Insertion Stop2017-08-04

Back to Basics - Insertion Stop

Maybe the most basic insertion stop is an accessory on the end of a Watt-Flex®

cartridge heater ... a header or a clip support, welded onto the end of the heater

will be larger than the bore and act to prohibit further bore insertion.  The depth

to which the heater is inserted is then simply a matter of controlling length.

If it is desirable to have part of the heater extending from the bore, a simple bead

of TIG weld on the sheath of the heater will stop insertion.  The positioning of the

bead can be measured as "A" (distance from the terminal end) or "B" (distance

from the tip), controlling insertion distance.

                     

       

If the heater must be held into the bore, the addition of a flange or mounting

bracket will do the trick.  Depending on the diameter of the heater, the flange

will either have mounting holes or slots with which the heater may be fastened

to the edge of the heat sink bore.  It is the same accessory that we use to

fasten the heater to a thermal well (above).  The mounting bracket is simply an

angled, notched accessory, usually welded at the terminal end (below).

                                 

                                

 

 

 

             Friday Funnies

Morris, an 82 year-old man, went to the doctor to get a physical. A few days later,

the doctor saw Morris walking down the street with a gorgeous young woman on

his arm. 


A couple of days later, the doctor spoke to Morris and said, 'You're really doing

great, aren't you?' 


Morris replied, 'Just doing what you said, Doc: 'Get a hot mamma and be cheerful.'' 


The doctor said, 'I didn't say that. I said, 'You've got a heart murmur; be careful.' 

Back To Basics - OAL2017-07-28

Back to Basics - AOL

Overall length (OAL) occasionally becomes a point of discussion when specifying

Watt-Flex® cartridge heaters.  Our heaters are swaged (compacted) to increase

both the heat conductivity and insulation value of the Magnesium Oxide dielectric

surrounding the resistance coil.  This compaction causes the heater to grow in

length and a tolerance is applied to the finished length.

The final length tolerance is +/- 3% on heaters up to 20" and +/-2% over 20".

This final length affects several factors about the heater, chief of which is any

application related restriction.  A packaging machine may have a component

of the assembly that would hit or rub the heater or lead wires.  And, if the heater

is to extend out of the bore at its maximum length, a cold terminal end must be

added to accommodate the outside-the-bore section of heater.

Some believe that conventional heaters can be provided with an exact length and

exact heated length.  But the technique used is an extended cold section at the

terminal end, in case the heater is on the long side of its tolerance and has to be

cut back.  The heated length of a high density cartridge heater cannot be exactly

controlled.  Instead Dalton Electric will work to optimize the heated length, given

any OAL length restrictions.  Call your Regional Sales Manager or the Dalton 

engineering team for assistance with your particular application.

 

 

          Friday Funnies

A man was telling his neighbor, 'I just bought a new hearing aid.  It cost me four

thousand dollars, but it's state of the art.  It's perfect.' 


'Really,' answered the neighbor. 'What kind is it?' 


"Twelve thirty..' 

Back to Basics - Headers2017-07-21

Back to Basics - Headers

About six years ago, TGID Newsletters featured a "Back to Basics" series, refreshing

some of the knowledge that is lost when not used day-to-day. Now we will bring back

elements of that series, today featuring headers.  The header on a Watt-Flex® cartridge

heater is generally used as a transition between the heater and stainless steel hose or

braid, provided in a straight or right angle configuration.

Hose is simply brazed directly into a hole in the header, using a very high temp

solder.  The flexibility of stainless braid makes it a bit more tricky ... we place a

sizing ring inside the braid and a containment ring over the top of both.  This is

brazed together and, in turn brazed onto the header, providing a solid attachment

that will outdistance crimped attachments.

           

         

The header is TIG welded onto the heater on one side of the sheath.  There is a

.020" offset cut into the header, aligned with the opposing leg, to allow the heater

to expand bilaterally in the bore.  Headers can be provided without lead wire

protection ... generally RTV or ceramic potting is used to fill the header cavity and

provide stabilization of the leads, as well as protection from contamination.

  

 

                Friday Funnies

An older gentleman was on the operating table awaiting surgery and he insisted

that his son, a renowned surgeon, perform the operation.  As he was about to get

the anesthesia, he asked to speak to his son.


"Yes, Dad, what is it?"


"Don't be nervous, son.  Do your best, and just remember, if it doesn't go well,    
if something happens to me, your mother is going to come and live with you

and your wife...."        

Assembly2017-07-14

Assembly

Resistance Coils are cleaned in a large robotic ultrasonic cleaning machine and forwarded to Assembly.

Here they are assembled onto hollow core pins into which lead wire will be crimped.  Coils that are

simply wound and slid over terminal pins will eventually develop a high resistance joint and ultimately

fail.  So after they are installed on the pins, they are spot welded twice to ensure a lifetime contact.

 

At one of the four cartridge heater Assembly stations, a coil for a cool tip heater will receive a precise

stretch in the middle, which will be positioned at the tip of the heater when it is bent back on itself.  Hot

tip heaters will utilize an unstretched resistance coil.  From that point, coils are assembled into cut

and deburred incoloy tubes.

 

          

 

 

If a heater is to have distributed wattage, the design computer will generate a stretching template.  This

is used to create different densities of resistance coil throughout the heater to meet the required watt

densities along the heater profile.  This process is quite complicated as the tube is eventually doubled

back on itself to create the split sheath.  Assembly resistance is monitored throughout as a critical

part of in-process quality assurance.

 


 

           Friday Funnies

A distraught senior citizen phoned her doctor's office. "Is it true," she wanted to know, "that

the medication you prescribed has to be taken for the rest of my life?"  

  
"'Yes, I'm afraid so,"' the doctor told her.    


There was a moment of silence before the senior lady replied, "I'm wondering, then, just

how serious is my condition because this prescription is marked 'NO REFILLS'."   

Winding2017-07-07

Winding

The process of winding a continuous resistance coil for the Watt-Flex® cartridge heater is performed

either by hand or machine.  Machine winding is used for higher volume orders, but for a low volume

order, a talented winder can complete the order before a machine set-up can be performed.  The

heater resistance determines the size or guage of the heating coil wire and the diameter of the heater

determines the diameter of the winding.

All Watt-Flex cartridge heaters have a continuous coil, eliminating the cold sections at segment

junctions in a conventional solid heater.  The continuous coil of the Watt-Flex heater provides an

even temperature profile not found in other heaters (see comparison below).

     

 

After winding is completed, the coils pass to a cleaning station where they are processed through

a large robotic ultrasonic cleaner.  Any presence of oil or dirt on the coil represents contamination

that will cause problems with the long-term performance of the heater.  Clean, properly designed

 

and wound coils are just the first step in the quality process that produces a Watt-Flex heater.


 

 4th of July Cookout

                                            

       

              Friday Funnies

Because they had no reservations at a busy restaurant, my elderly neighbor and his

wife were told there would be a 45 minute wait for a table.

"Young man, we're both 90 years old," the husband said. "We may not have 45 minutes."

They were seated immediately.

4th of July2017-06-30

4th of July           

Independence Day … as we celebrate our national freedoms and great nation, here are a few

facts about the 4th of July.  The Declaration of Independence was principally drafted by Thomas

Jefferson.  Early in the draft, he changed the words “Life, Liberty and the Pursuit of Property to                                                        

“Life. Liberty and the Pursuit of Happiness”. 

The 2nd of July is the real day of Independence, but the 4th is the day of celebration, because

that is when Congress accepted the Declaration.  Only two men signed the Declaration on the

4th … Charles Thompson and John Hancock. Most of the rest signed on August 2, but the
last signature wasn't added until 5 years later.

The average age of a signer of the Declaration was 45 years.  The youngest at age 27 was

Thomas Lynch Jr. of South Carolina and the oldest at age 70 was Benjamin Franklin of Penn-

sylvania.  Thomas Jefferson was 33 years old.  One of eight signers were educated at Harvard

University.  8 of the 56 signers were born in Britain.

24 of the signers were lawyers and jurists.  11 were merchants and 9 were farmers and plantation

owners.  5 signers were captured by the British as traitors and tortured before they died.  9 of

the 56 fought and died of wounds or hardships in the Revolutionary War.

The White House held its first 4th of July party in 1801. The oldest continuous Independence Day

celebration in the United States is the 4th of July Parade in Bristol, Rhode Island; it began in 1785.

Today, 88% of imported American flags are made in China.  97% of imported fireworks are from

China.  An estimated 155 million hot dogs will be consumed on the 4th of July.

 

     Have a Happy and Safe 4th of Julyweekend !!!

        Friday Funnies

Father William, the old priest, made it a practice to visit the parish school one day a week. He

walked into the 4th grade class, where the children were studying the states, and asked them

how many states they could name. They came up with about 40 names. 

Father William jokingly told them that in his day students knew the names of all the states.  One

lad raised his hand and said, 'Yes sir, but in those days there were only 13 states.

Who Cares?2017-06-23

Who Cares?

This TGID newsletter has carried technical information about Watt-Flex® cartridge heaters and  a

variety of sales techniques.  We have attempted to provide pointers for consideration to increase

our professionalism and success in the selling process.  But this week I came to the real crux of the

issue from a comment by a friend.  We can apply need assesment and fulfillment, consultive selling

techniques and every bit of personal discipline learned over years of selling, but it all boils down to

one simple thing: Does your customer or prospect really care?

 

And if they don’t, you must either cause them to care or you are wasting your time.  So if they do

care, you are ahead of the game … if they don’t, how do you cause them to care?  First and

foremost, sales is all about relationship.  Whether you are old friends or newly introduced, you

must establish the fact that you are there for him/her.  Roughly translated, they should care

because you do … approached with the attitude that what’s good for them is good for you.

 

Effective application investigation (lots of understanding questions) helps them to know that it

is important to you, and what prospect doesn’t like talking about what’s important to them?

Taking a look at the actual process or machine and walking the aisles with the prospect helps

cement your relationship.  And finally, caring to present the right product and service will seal

the deal.  The long and the short of it is: if your customer or prospect believes that your really

care, they will too.

 

                Friday Funnies

Why, in winter, do we try to keep the house as warm as it was in summer when we

complained about the heat?

If it's true that we are here to help others, then what exactly are the others here for?

Feedback2017-06-16

Feedback

 

We receive steady feedback on the TGID Newsletters, but wanted to share one from last week

that serves to punctuate the offering.

 

“Your email this week is exactly on point.  A couple of things I might add to what you said are: the

people we talk to live the business they are in all day … they know it backwards and forwards for

the most part.  We live in heating all day and should know it backwards and forwards, and if we

don't, our customer will see it and lose faith in us.  Once that happens, it will be next to impossible

to gain it back. 

 

 

When I was five years old and had just told a lie to my father, he told me that I should tell the truth

all the time.  If I did lie just once, I would be a liar to whom I was untruthful.  The same is true of not

knowing what you are talking about when applying heaters to our customers application.  If our

answer is wrong and the customer finds out (and he will), he will never trust us again … or at least

not for a very long time.

                                                           

                                                          

The second thing I wanted to mention is that today, with nearly every company having a web

presence, there is no excuse for being unfamiliar with what they do.  We should know what they

make, what raw materials they use and who their customers are.  Our customers take for granted

that we know all that stuff.  If we don't, they will reluctantly tell us but would rather we came in

prepared.  They want to trust us … they want to hand over the responsibility for getting the right

product to us.  They want to get back to what they do, not worry about heaters.

Most of my email is junk.  I never open it. However I always look forward to seeing yours on Fridays,

thanks.”

 

 

                           Friday Funnies

 

Three friends from the local congregation were asked, "When you're in your casket, and friends and

congregation members are mourning over you, what would you like them to say?"

 

Artie said, "I would like them to say I was a wonderful husband, a fine spiritual leader, and a great

family man."

 

Eugene commented, "I would like them to say I was a wonderful teacher and servant of God who

made a huge difference in people's lives.."

 

 

Al said, "I'd like them to say, Look, he's moving!”

Credibility2017-06-09

Credibility

Establishing credibility with your customer is critical to the value that you represent.  It is

primarily a function of your performance and positioning yourself as an asset who will

contribute to your customer’s needs.  So what are the factors that establish you as a

credible resource?

                                                 

It begins with knowing your products and how they technically fit with customer needs.

And that brings us to knowing your customer’s business.  Take the time to visit their

website and project how your product will fit in their manufacturing applications.  Ask

questions and qualify what you know, so you can effectively sell to their needs.

Pay attention to detail … the more you understand, the more credibility you will possess.

Provide meaningful information so your customer knows that their time is not wasted

and that you are laser focused on their needs.  They will be more willing to turn to you

in the future for recommendations and advice.  And finally, service the account with

effective follow-up, assuring that the value that you sold is, in fact, supplied.

  

                     Friday Funnies

An 5-year-old girl went to her grandfather, who was working in the yard and asked him,

"Grampa, what is a couple sex? "

The grandfather was surprised that she would ask such a question, but decided that if

she's old enough to know to ask the question then she's old enough to get a straight

answer.  Steeling himself to leave nothing out, he proceeded to tell her all about human

reproduction and the joys and responsibilities that go along with it.  When he finished

explaining, the little girl was looking at him with her mouth hanging open, eyes wide in

amazement.

Seeing the look on her face, the grandfather asked her, "Why did you ask this question,

honey? "

The little girl replied, "Well, Grandma says to tell you that dinner will be ready in just

a couple secs.”