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!

Cold Calls II2016-07-22

Cold Calls II                 
Last week we talked about the abysmal ratio of success in making cold calls on the
road.  But I received a note from one of our most successful distributor salespeople
ever ... he said, "You can also almost always get the right contact from the receptionist
when you are face-to-face in their lobby. Much more difficult over the phone."  At the
very least, if you extend a bit of smooth interest, you will come away with a name.
So now you have a prospect and you are back in your office.  Again it is a cold call
and the commonplace Feature-Advantage-Benefit dump will likely not do the trick.
To initially engage the prospect's interest, you must uncover a relevant challenge
that he or she faces ... a goal they are attempting to achieve, a problem they are 
trying to solve or an important issue that they have not recognized.
In order to ask the relevant and timely question, you must be completely knowledge-
able about your product, as well as the prospect's industry, market, manufacturing
processes, etc.  Do the research, check their website, understand the industry and
build your call around appropriate questions with which you can steer the prospect
to an issue you can favorably address.
                  Friday Funnies
An overly gushy reporter told Phil Mickelson, "You are spectacular; your name is
synonymous with the game of golf. You really know your way around the course. 
What's your secret?"

Mickelson simply replied, "The holes are numbered." 

Cold Calls2016-07-15

Cold Calls
How many time have you driven by a company and been intrigued by the name, wondering
if they have applications that could use your products?  If you have time, do you stop in?
Seasoned salespeople often do not, fully understanding the abysmal chances of success
with an impromptu entry.  Additionally, they often anticipate the embarrassment of being
rejected by the receptionist without a name to follow up.
Before Dalton Electric, I worked for a company whose President told the Receptionist
that every effort should be made to connect salespeople with the appropriate technical
contact.  He believed that salespeople were a great source for new products, procedures
and innovation.  The effective salesperson will recognize their value to a company and
make that value available to existing customers, as well as new prospects through cold
The objective of walking through the door is obviously to meet with an appropriate decision
maker for any of your products.  Chances are low, but you can use the exposure to secure
a name and contact information, and an understanding of their product and how yours will
fit in the process.  Use your curiosity as a gateway to initiating a relationship with a new
     Friday Funnies
Ban Pre-shredded cheese ... make America grate again !!!
I Child-Proofed my house ... but the kids still get in.
Between two Evils ... I always pick the one I've never tried.

Media Time2016-07-08

Media Time
Ads appear in print magazines as well as on line ... publishers provide the option of viewing
their magazine on line, whch certainly accounts for reduction in printing and distribution costs.
This site is for Reportero Industrial Magazine, which is a Central and South America oriented
magazine.  You will have to advance to page 20 to see our ad ...
Globalspec is a site oriented to Engineers and the specification and location of industrial
products.  Dalton Electric has a presence on GlobalSpec and periodically they provide a
Priduct Announcement email to selected lists.  We were recently included in one in the
form of this graphic ...
You can also see more Product releases at ...
Line stars
And a personal media note: Eli Whitney's wife, Quincy, will be appearing LIVE on
National Public Radio (NPR) today from 3:30 to 4:00 p.m. (Eastern Time) on Science
Friday with Ira Flatow.  The interview will be about the recent publication of Quincy's
newest book "American Luthier" and will feature music played by the Hutchins Consort,
an octet of instruments made by the biography's subject individual.
      Friday Funnies
A clear conscience is the sign of a fuzzy memory.
The Past, Present and Future walked into a bar ... it was tense.
If attacked by a mob of clowns ... go for the juggler.

Did You Visit last Week?2016-07-01

Did You Visit last Week?
So, did you visit our new website after you read the TGID Newsletter last week?  If not,
please do when you have finished today's Newsletter.  When you do, you will notice a
number of striking differences from our old website.  First, you will note that the Home
Page is colorfully attractive, with a series of rotating pictures of customer applications
and Dalton employees working.
Another noticeable change is the color pictures have been moved from the quasi-secret
"Sales Pages" to the appropriate section of "Modifications and Accessories".  This
allows greater ease of presentation if you are walking a customer through a design
Finally, please look through the brochures and Tech Data Sheets listed in the
"Literature / Downloads" tab.  We will be glad to make any quantity of each of
these assets available to you upon request ... just send an email to Dalton.
Now, get busy and visit: !!!
          Line Gymnast 
       Friday Funnies
The last of Advice from an Old Farmer
Always drink upstream from the herd.
Good judgment comes from experience, and a lotta that comes from bad judgment.
Lettin’ the cat outta the bag is a whole lot easier than puttin’ it back in.
If you get to thinkin’ you’re a person of some influence, try orderin’ somebody else’s
     dog around..
Most times, it just gets down to common sense.
Live simply. Love generously. Care deeply. Speak kindly. Leave the rest to God.


It has been a while in development ... as is the case with all new websites. But we are up and volumes of new information are available. You will find lots of picture representations of different constructions and accessories for our Watt-Flex® cartridge heaters, along with explanations of the benefits that are by-products of our unique split-sheath design.

Dalton Electric

You will notice a distributor log-in on the bottom of pages. This area is under construction and will provide strong distributor information and an inventory advantage that will not be available to customers and general users of the site. Distributors who understand our heater construction will be able to take advantage of substantial information available in their section.

We are excited about our new website and would encourage you to contact anyone at Dalton with any suggestions for its improvement. Go to and take a spin around !!!




Friday Funnies


More Advice from an old farmer

Live a good, honorable life… Then when you get older and think back, you'll enjoy it a second time.
Don 't interfere with somethin' that ain't bothering you none.
Timing has a lot to do with the outcome of a Rain dance.
If you find yourself in a hole, the first thing to do is stop diggin'.
Sometimes you get, and sometimes you get got.
The biggest troublemaker you'll probably ever have to deal with, watches you from the mirror every mornin'.


The Extra Mile2016-06-17

The Extra Mile

The components and construction techniques that Dalton Electric Heating Co. uses set up apart from other manufacturers. The attachment of stainless braid to a heater is one excellent example. Generally other manufacturers will crimp the braid onto the heater as shown below ... this is a joint that will fail with repeated flexing and/or pressure.

Stainless Braid

For a right angle header, Dalton has designed an assembly that uses a sizing tube inside the braid and a containment ring over the braid as shown below. These are brazed together so the braid is captured between the tube and ring ... movement and pressure cannot break away the braid. This assembly is then brazed into the right angle header.

Straight Header Components

For a straight header, the two components above are used. the braid is inserted over the machined recess and the ring slides over the braid. This assembly is brazed together which completely secures the braid ... this header is then welded onto the heater. Both techniques ensure that the braid will not separate from the heater ... Dalton once again goes the extra mile to ensure quality.

Straight Header


Line Chain


Friday Funnies


More Advice from an old farmer

It don't take a very big person to carry a grudge.
You cannot unsay a cruel word.
Every path has a few puddles.
When you wallow with pigs, expect to get dirty.
The best sermons are lived, not preached.
Most of the stuff people worry about ain't never gonna happen anyway.
Don't judge folks by their relatives.
Remember that silence is sometimes the best answer.


The Main Man - 20 Years2016-06-10

The Main Man - 20 Years

Jim Main celebrated his 20th Anniversary with Dalton Electric Heating Co. yesterday with a fabulous spread of Chinese food and the cheers of his co-workers. He joined us from Varian in Massachusetts and has worked in the Machine Shop making dies and fixing anything on the floor that requires repair or greater efficiency.

Main Feast  Main Cake

Jim was presented with a beautifully inscribed mantle clock and a number of gift certificates. He led the charge down the food line and enjoyed a massive cake with ice cream. He has cut back to three days per week and continues to make a solid contribution to the continued success of our company.

Main Congratulations


 Friday Funnies


Advice from an old farmer

Your fences need to be horse-high, pig-tight and bull-strong.
Keep skunks and bankers at a distance.
Life is simpler when you plow around the stump.
A bumble bee is considerably faster than a John Deere tractor.
Words that soak into your ears are whispered… not yelled.
Meanness don't jes' happen overnight.
Forgive your enemies; it messes up their heads.
Do not corner something that you know is meaner than you.


Flexible, But Grounded2016-06-03

Flexible, But Grounded

We recently came to a heater requirement that must have a flexible wire and a ground wire. Flexible has not been a problem since the development of the MW transition. A pair of twisted wires with silicon insulation are housed in an extruded rubber jacket, providing excellent flexiblity as well as resiliance. This wire is terminated to the heater and is captured by a tube extending from the header ... the tube and wire transition are then covered with a meltable wall shrink sleeving.

Flexible 3 wire ground

For this application, we secured a three conductor jacketed wire. The ground wire extends through a hole in the top of the header as shown above and is TIG welded to the header to secure the ground. The other two wires are terminated to the heater and the assembly is completed in the fashion of the MW assembly. If you ever have an application with unique requirements, bring it to your Regional Sales Manager and the Engineering staff at Dalton Electric Heating ... we will likely have a creative solution for you.



Friday Funnies


Engineer's Love Poem

I was alone and all was dark
Beneath me and above
My life was full of volts and amps
But not the spark of love

But now that you are here with me
My heart is overjoyed
You've turned the square of my heart
Into a sinusoid

You load things from my memory
Onto my system bus
My life was once assembly code
It's now like C++

I love the way you solder things
My circuits you can fix
The voltage 'cross your diode is
much more than just point six

With your op-amps and resistors
You have built my integrator
I cannot survive without you
You're my function generator

You've changed my world, increased my gain
And made my math discreet
So now I'll end my poem here
Control, Alt, and Delete


The Eagle2016-05-27

The Eagle

I have an artist friend in New Hampshire named Jerry LaFaro. You know Jerry as the artist who created the bear on the Sleepytime Tea Box. Jerry is a very successful commercial artist who specializes in wildlife drawings. One particular painting that he did is of an eagle, descending from flight with wings outstretched and talons extended.

Jerry was asked by Army veteran Charles David if he could use the image for his new food truck enterprise, supported by a loan from the VA program designed to help veterans start their own businesses. Jerry was honored to support veterans and their ventures in America ... the truck represents a fervent patriotism.

There are some Americans who would ask, "what difference does it make?' As a former Marine officer, I can tell you that it makes a huge difference. As a parent of a third year Marine, Jerry would agree wholeheartedly. As Americans, we have a duty to honor those veterans who have given part of their life, or even made the supreme sacrifice, to serve our country. This Memorial Day ... may we all remember our past and present veterans.




Friday Funnies


My gunnery sergeant and I were inspecting a Marine training exercise when we spotted a second lieutenant ambling about. "Where is your foxhole, Lieutenant?" I asked. He snapped off a salute and responded, "I don't know, sir!" Turning to the sergeant, he asked, "Gunny, where is my foxhole?"

"You're standing in it, sir," said the sergeant. "All you have to do is remove the dirt."


30 Years ... etc.2016-05-20

30 Years ... etc.

Steve CakeHe started with Dalton Electric Heating right out of welding school. Over a number of years, he busied himself learning every job in the company, bringing an enthusiasm to the work place that carried to others. His dedication to job and company resulted in a success that has benefited him and the company. He worked his way to Foreman and then Production Manager and serves as an inspiration to the employees who aspire to success.



Steve Chan  

Steve Lohnes enjoyed his 30th Anniversary yesterday, complete with an all-employee Italian lunch. Steve's lovely wife, Chan, joined us for the celebration. The noon meal was preceeded by a few stories and laughs about the past years and Steve admitted that he is looking forward to his next 30 years with Dalton Electric;. We are all just fine with that !!! Congrats, Steve.



 Friday Funnies


Shortly after take-off on an outbound evening Air Lingus flight from Dublin to Boston, the lead flight attendant nervously made the following painful announcement in her lovely Irish brogue:

"Ladies and gentlemen, I'm so very sorry, but it appears that there has been a terrible mix-up by our catering service. I don't know how this has happened, but we have 103 passengers on board, and unfortunately, we received only 40 dinner meals. I truly apologize for this mistake and inconvenience."

When the muttering of the passengers had died down, she continued, "Anyone who is kind enough to give up their meal so that someone else can eat, will receive free, unlimited drinks for the duration of our 5 hour flight."
"Her next announcement came about 2 hours later: "If anyone is hungry, we still have 40 dinners available."


Conflict Resolution Continued2016-05-13

Conflict Resolution Continued

Last week we discussed Beliefs and Rituals, which are two of the pillars of identity from Daniel Shapiro's book Negotiating the Nonnegotiable. They are aspects of an individual's core identity which must be maintained or converted if you are to make a sale. The third pillar is Allegiances. If your prospect has a relationship with an existing company, you must provide not only the same or better buying benefits, but also assurances that changing allegiance will be worth the move.

The next pillar is Values. Your prospect has values that relate to every relation- ship that they form. Uncover what is important to your prospect in the initial discovery portion of the call. Determining his or her needs will also give you a firm handle on their values.

And the final pillar is Emotionally Meaningful Experiences. Your prospect must feel good about making a change to your products. The emotion is wrapped up in the whole package, features and benefits of your product, success and recognition for making the right choice and forming a bonding relationship with you as a provider.



Friday Funnies


While I was out of the office for lunch, a call came in from a customer in the middle of the country. Our receptionist informed the caller that I would be back in 20 minutes.

After a thoughtful pause, the caller asked, "Would that be 20 minutes in Central Standard time?"


Conflict Resolution2016-05-06

Conflict Resolution

In his book, Negotiating the Nonnegotiable, Daniel Shapiro discusses how to resolve your most emotionally charged conflicts. He provides techniques for turning an adversary into a colleague by working toward effective relationships. But as experienced salespeople, we recognize that our sales process is all about creating conflict. Your prospect is comfortable with a buying pattern and you want to change it.

Shapiro introduces what he calls the Five Pillars of Identity. He says that "a threat to any of these pillars gives rise to an existential crisis, because meaningful aspects of your core identity feel endangered." The adversary or colleague relationship that you share with the prospect will determine your success.

Beliefs are the core principles and convictions that guide us. If you step on beliefs during the sales process, you are in for a very difficult partnering process. Try to align your approach to the sale with any beliefs expressed by the prospect. The second pillar is easier to deal with ... Rituals. Prospects generally have meaningful rituals in which they participate. Routines on the computer tend to cement buying patterns and often it is pure persistance and follow-up that will break rituals. We will visit the other three pillars next week.



Friday Funnies


A little boy opened the big family Bible. He was fascinated as he fingered through the old pages. Suddenly, something fell out of the Bible. He picked up the object and looked at it. What he saw was an old leaf that had been pressed in between the pages.

'Mama, look what I found,' the boy called out.

'What have you got there, dear?'

With astonishment in the young boy's voice, he answered, 'I think it's Adam's underwear!'


Heater Length2016-04-29

Heater Length


This week I was asked about length tolerances for ¾” diameter heaters that are close to our

maximum length of 90”.  Length tolerance is a function of density of the MgO insulation during

the filling process.  It can be influenced by humidity, which is why we ensure the MgO powder

is dry and the room stays air conditioned.  It is also influenced to a small degree by the size of

the resistance heating coil and each batch of incoloy sheath.


Every time we move into a new lot of tubing, we run samples to determine elongation factors

during the compaction of the heater.  These factors are fed into the computer and determine

the length of the starting tube.  So the answer to the question can be found in our brochures

or website … it is +/- 2% over a length of 20”.  This can be significant as it is +/- 1-¾ ” on a

90” long heater … be sure to share that with your customer.


If this proves to be a problem for your customer, we can provide an “Exact Length Heater”.

We do this by specifying a longer cold section as apropriate to the tolerance and then trimming

the heater to the desired length.  This is an effective technique to exactly fit an application, but

unfortunately will not affect the heated length of the heater … tolerance in the heated length

cannot be avoided.  Contact Dalton to discuss the optimum design for your customer.




              Friday Funnies


All eyes were on the radiant bride as her father escorted her down the aisle. They reached the

altar and the waiting groom. The bride kissed her father and placed something in his hand.

The guests in the front pews responded with ripples of laughter. Even the priest smiled broadly.

As her father gave her away in marriage, the bride gave him back his credit card.

Anastasia Kawa2016-04-29

Anastasia Kawa

Last week Dalton Electric Heating said goodbye to Stasia Kawa, who was set to celebrate her 30th Anniversary with our company in October. She died very suddenly of an infection after being medivaced to Boston for treatment.

Stasia worked in our heater Assembly Department and was known for her quality and meticulous attention to detail. At 85 years old, she had a history of coming to our Production Manager at the end of each year and asking if she could work another year. With her history five-day-a-week competence, he was more than willing to welcome her to another year.

Anastasia Kawa

Stasia lived in town but did not drive. Her husband would faithfully drive her to work and back every day ... now we suspect he will be sleeping later in the morning. She worked at one of the doors to the production floor and, if business were a little slow, she would stop the sales guys and ask them to step it up a little. Her wake was well attended by Dalton employees and her positive attitude and cheerful countenance will be missed.




Friday Funnies


People in Dubai don't watch the Flintstones but folks in Abu Dhabi do…


Quincy on Tour2016-04-22

Quincy on Tour

Eli Whitney's wife, Quincy, has finished her second book and has been on a book signing tour on the East Coast. The book is a biography about a pioneering female luthier (stringed instrument maker) who invented a new family of eight violins. In doing so, she brought an open technical understanding to the world of violin making and acoustics.

Quincy spent many years interviewing this remarkable woman before she died six years ago. Following a publication date early this month, Quincy has been on tour signing and promoting her book in bookstores and violin shops (see attached Press Release). The picture below is of Dave Civitella, a Watt-Flex® distributor in the Phily area, who found his way to a book signing.

Quincy Whitney signing

 Eli is on the train today to N.Y.C. for the final signing of this tour today and will drive home with her. Please visit for a listing of future Events and possibly a signing in your area.




Friday Funnies


Actual obvious headlines (do ya think?)


   War Dims Hope For Peace

   If The Strike Isn't Settled Quickly, It May Last A While

   Cold Wave Linked To Temperatures

   Something Went Wrong In Jet Crash, Experts Say