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!

The Other Side of Social2015-04-24

Some people talk about being on the other side of 50, or 60, or more. In just the same way, some of us slide onto the other side of social media. Just as a 60-something understands the nuances of life as a 30-something, I understand the subtleties of social media, but it certainly does not come naturally to me. And why it should have anything to do with business will likely remain a bit of a mystery to me.

We are re-designing our website. In the process, we decided to have an "About Us" page the included both headshots and company action pictures. We brought in a wonderful photographer and she did a remarkable job of capturing images in both categories. However, the headshots all seemed cropped far too tightly with no white space around the head. I sent an email asking why they did not meet my headshot expectations.

Her response was insightful and certainly reflective of what we want to continue to accomplish at Dalton Electric. She wrote: "Modern head shots are close and personal. The focus is on the eyes and expressions to build warmth and trust. When a picture is shot with a lot of head space (white space above the head) or too much body it will lose that personal feeling of closeness and it will look dated. The modern look is going to be awesome for your new website!"

She is absolutely correct ... the images that we want to portray are those of the Dalton people that care about providing the best customer service and the highest quality heater in the market !!! And you can see it in their eyes. And yes, as a result of this interaction, I am a bit closer to the social side.

Friday Funnies

I took the shell off my racing snail, thinking it would make him move faster. If anything, it just made him more sluggish.

I tried to catch fog yesterday .... Mist.

How do you think the unthinkable? .... With an itheberg.

Sales ... Science or Art?2015-04-17

Last week was Science ... this week is Art. Do you know the old expression, "Build a better mousetrap and the world will beat a path to your door"? That couldn't be further from the truth ... the mousetrap must be sold. Science provides a great support mechanism for sales, but in the debate between the two, there is not one victor, but two.

Selling will never lose the human element and success will go to companies that can nurture an engaging, empowering and fun culture that also takes advantage of technological tools. Organizations must incorporate science and technology into their everyday routine, but must not discount the social aspects of selling as equally important. Mentoring, coaching and fostering team loyalty all maximize a company's impact and build interpersonal skills and self-awareness in sales people.

A good sales rep understands how to use science and technology. A great sales rep knows how to deliver a tailored message to the prospect, crafting a personalized buying experience. Great sales can be elevated to a performance art form. Science that is pervasive in the sales universe can be utilized to introduce nuance into each performance that will completely engage your prospect.

Friday Funnies

True Grandparent stories:

My young grandson called the other day to wish me Happy Birthday. He asked me how old I was, and I told him 80. My grandson was quiet for a moment, and then he asked, "Did you start at 1?"

I didn't know if my granddaughter had learned her colors yet, so I decided to test her. I would point out something and ask what color it was. She would tell me and was always correct. It was fun for me, so I continued. At last, she headed for the door, saying, "Grandpa, I think you should try to figure out some of these colors yourself!"

Sales ... Science or Art?2015-04-10

Today, it is Science. Quantifying the sales process is the only way to continue leveraging sales performance. The training process begins with prescriptive selling and metrics-based coaching. The technology requires an effective CRM (Customer Resource Management) program to maintain a database of companies and individuals and sales enablement tools.

Application of science to the selling process is perfunctory. It is expected that the future trend will find customers managing relationships with vendors without human interaction ... the benefits of the scientific approach are already beginning to manifest. Larger companies are beginning to use marketing automation producing, according to marketing research, 15% increase in sales productivity and 12% reduction in marketing overhead.

It will become increasingly imperative for top performers to augment their sales efforts with technological enablement. Immediately following up a lead remarkably increases the probability of closure. Generation of higher numbers of leads and the subsequent following activities increase sales. Establishing customer buying patterns and prompting contact will increase closure percentages. Sales success is simply a function of application of technology and numbers.

Next week: Sales is Art

Friday Funnies

I went to buy some camouflage trousers the other day but I couldn't find any.

I went to a seafood disco last week... and pulled a mussel.

A man walks into a bar with a slab of asphalt under his arm and says: "A beer please, and one for the road."

Tolerances IV2015-04-03

Last week we discussed the length tolerances of the Watt-Flex® cartridge heater. With longer heaters it is often necessary to take the tolerance into account when engineering the length for a bore. The heated section of the heater must be completely housed in the bore to ensure heater life. And occasionally, a longer cold terminal end must be employed.

All high density cartridge heaters have similar length tolerances as a result of insulation compaction. Conventional cartridge manufacturers offer a heater of exact length by designing a longer cold section at the terminal end and then cutting away part of that cold section to supply the specified length. But this still does not affect the length tolerance of the heated section.

Dalton Electric's approach to the tolerance design concerns is to lengthen the heater so the cold section extends from the bore. This is a less expensive option and accomplishes the same objective ... keeping the heated section enclosed in the bore. In the rare instance that an exact length is required, due to a terminal end obstruction, we also can extend the cold section and cut back the length to provide an exact length heater. Your Regional Sales Manager or Dalton Engineering will be happy to help with any application.

Final Four (Basketball) ... Wisconsin vs Kentucky ... Michigan State vs. Duke

Frozen Four (Ice Hockey) ... Omaha vs. Providence ... Boston University vs. N. Dakota

Anyone but me having problems with Kentucky players talking about how they really came together as a team during this intense four month bonding process? There are celebrity mistake marriages that stay together longer than this Wildcats "team."

Tolerances III2015-03-27

Magnesium Oxide (MgO) is the insulation used in Watt-Flex® cartridge heaters because it provides two things: an effective di-electric and heat transfer. When MgO is compacted, both characteristics are significantly increased. After our cartridge is constructed, it is swaged to compact the MgO.

When the heater is compacted with tapered dies or the rolls of a roll mill, it also grows in length. Our filling process is quite tightly controlled, but the amount of fill will obviously impact this growth, along with the elongation factor of each run of incoloy. The length tolerance that we apply to our Watt-Flex heaters is +/-3% on lengths to 20" and +/- 2% on heaters over 20"

A factor that comes to play is ensuring that the heated section of the heater is in the bore. Each different diameter heater has a specified minimum cold terminal end and, if the tolerance will potentially extend the heated section of the heater beyond the end of the heat sink, an extended cold section must be included. If you have any concern, contact your Regional Sales Manager or the factory for a design consultation.

Friday Funnies

A man is recovering from surgery when the Surgical Nurse appears and asks him how he is feeling.

'I'm O.K. But I didn't like the four letter-words the doctor used in surgery,' he answered

'What did he say?,' asked the nurse.

'Oops!'

Tolerances II2015-03-20

Last week we discussed diameter. I had a couple of questions directed to me about the appropriate sizing of the bore hole into which the cartridge is inserted. To begin, Watt-Flex® cartridge heaters are manufactured at .005" (.13mm) under the spec diameter. Therefore, a 1/2" diameter will measure .495" with a tolerance of +/- .002".

To ensure ease of insertion and withdrawal, we target .005 fit (the difference between the bore I.D. and the heater O.D). Since the heater O.D. at the top of the tolerance is .497", the bore minimum should be .502" ... drilled at .500" and reamed to .502". Adding +/-.002 tolerance to the bore would give us a hole of .502" to .506" ... generally speaking, the bore should be .002" to .006" over the spec diameter.

The heater will expand bilaterally from the tip. If the heater is short and small diameter with a higher watt density, it is advisable to tighten the hole by .001" to .003" ... it will provide a better heat transfer and the likelihood of bore seizure is greatly diminished. It is always helpful to contact a Dalton Regional Manager is you have any doubts ... we love to help.

Friday Funnies

Q: How many NCAA basketball players does it take to change a light bulb?
A: Only one. but he gets money, a car, and three credit hours for it.

Q: Why do Gonzaga fans only play 14 holes of golf?
A: Because they can't make it to the Final Four.

Tolerance Basics2015-03-13

We'll start with sizes ... diameter first. The Watt-Flex® cartridge heater is manufactured .005" smaller than the spec diameter. The resulting fit in the bore accomplishes two things ... it establishes sufficient difference between the heater O.D. and the bore I.D. such that it can be effectively inserted and easily withdrawn from a properly drilled and reamed bore. And it is sized so that it can replace a conventional cartridge heater in an existing bore.

The tolerance of +/- .002" is precisely monitored my the use of ring gauges. As long as the heater will pass through the "GO" gauge, we know that it will slid into the bore ... they are 100% tested in this manner. The energized bilateral expansion of the heater along its length takes up that fit difference efficiently.

The expansion takes place from the tip of the heater. Since the heater is annealed, the expansion will continue along the sheath length, ensuring bore contact for nearly the entire heater. Longer heaters will expand effectively, but the larger diameter and shorter heater will not make bore contact as completely. In this case, it is advisable to keep the bore diameter a bit tighter to the heater diameter to maximize heat transfer.

Friday Funnies

Two Spanish detectives were investigating the murder of Juan Gonzalez.

'How was he killed?' asked one detective.

'With a golf gun,' the other detective replied.

'A golf gun! What the heck is a golf gun?'

'I don't know. But it sure made a hole in Juan.'

Using Email2015-02-27

What a bonus the internet is. Every week you have another opportunity to think about Dalton !!! Most of you go right to the Friday Funnies, get a chuckle in and then read the pearls of wisdom in the first few paragraphs. The benefit for us ... you think about us every week. An additional bonus for us is that the Newsletter goes into our website and search engines see it as a weekly update ... current relevant material buys us ranking points and a better first page position.

Email has another great benefit to salespeople. How often have you called a customer for an appointment, only to feel that you are being ignored? Trip planning is critical for effective use of your travel time, but many times a customer will be too busy to find time to get back to you.

I have found that leaving a voice mail will only score with the most conscientious of clients. But if I mention my email address as a means of confirmation (along with my phone number) ... and then follow the phone call with an email, asking for the appointment and a simple reply for confirmation, I am quite surprised by the success ratio.

Friday Funnies

hree elderly gentlemen were talking about what their grandchildren would be saying about them fifty years from now.

'I would like my grandchildren to say, 'He was successful in business' , declared the first man.

'Fifty years from now, 'said the second, 'I want them to say, 'He was a loyal family man' .

Turning to the third gent, the first gent asked, 'So what do you want them to say about you in fifty years?'

"Me?' the third man replied. 'I want them all to say, 'He certainly looks good for his age!'

Happy New Year2015-02-20

Yesterday was the Chinese New Year ... the year of, well, "Yang" is the word in Mandarin Chinese. It is one of the Chinese words that is quite vague when it comes to translation into English. It can mean sheep, goat or ram. In ancient times, yang traditionally meant goat and that is how most Chinese percieve the year.

However, in Korea the most prototypical image for yang is sheep. In Vietnam it is so hot that there are no sheep or rams, so the Vietnamese New Year is seen as the year of the goat. Some cultures go beyond the goat-sheep divide and assign a gender to the zodiac animal. And since the characteristics of the animal predict the character of the year, this has an interesting impact.

In Tibetan culture this is the year of the female wool sheep. A female year tends to be much more peaceful than a male year. The Mongolian zodiac also predicts a peaceful year under the blue female sheep. When a goat eats the grass, it eats all the roots, so there is no grass the next year. But the sheep eats only the grass, leaving the roots for next year ,,, productive and peaceful. Let's hope that is the character of the year for you !!!

Best Chinese Proverbs

1. Wife who put husband in doghouse soon find him in cathouse.

2. A life with love is happy; a life for love is foolish.

3. War doesn't determine who is right, war determines who is left.

4. A bird does not sing because it has an answer. It sings because it has a song.

5. Three humble shoemakers brainstorming make a great statesman.

6. Visiting monks give better sermons.

7. He who asks is a fool for five minutes, but he who does not ask remains a fool forever.

8. An ambitious horse will never return to its old stable.

9. A conversation with a wise person is worth of ten years' study of books.

Customer or Client?2015-02-13

None of us are the only game in town. Computer data bases and the internet make access to product sourcing around the world easier than ever. We all have customers to whom we sell product, but what is it that causes them to call you or send an email with a question about a item? Now we touch on the difference between customer and client.

The customer buys ... the client relies. The client will call you if he believes that you are a value-added partner, one who will listen to the need, ask about the application, suggest solutions and not make them feel inadequate based on their limited understanding of the product. A client-partner relationship allows you to beat the competition, eliminate price as the only decision point and increase the mutual and beneficial dependency.

Take a bit of time at the beginning of this year to classify the companies to whom you sell ... customer or client. Take a second look at each customer and put a plan into action to convert them to a client ... a visit, a phone call or an email. Increase your accessibility and show them your willingness to provide expertise and service.

Friday Funnies

So much snow in Boston and another storm coming tomorrow ...

Q: What do you get from sitting on the snow too long?
A: Polaroids!

Q: What's an ig?
A: A snow house without a loo!

Q: What do you call a snowman with a six pack?
A: An abdominal snowman.

SuperBowl Party !!!2015-02-06

As I'm sure that you all know by now, the New England Patriots won the SuperBowl against the Seattle Seahawks in a spectacularly contested battle on both sides. The end-of-the-game explosion of screams, hugs and high fives in front of every television shook the very bedrock of this corner of the country.

The Patriots Parade in Boston was on Wednesday, so Dalton Electric celebrated with a Pizza Party and a huge Pats cake.

Life, Liberty and the Pursuit of Championships !!! Even New Hampshire's Old Man in the Mountain got into the spirit.

Friday Funnies

Email Personalization2015-01-23

My Inbox continues to become an ever-more crowded place. I receive a preponderance of trash and spam, hawking life insurance, energy bill reduction and some exotic foreign lonely woman. The only ones that find engagement with me are those that get personal, having to do with my business or my life. Marketers concentrate on predictive analytics, embedded call-to-action and past behavior indicators. But you have a big advantage.

Personalization is much easier when you are writing a small number of emails to a limited, but known population. You know what they buy and you have a reasonably tight idea about their areas of interest. First, keep the subject line recognizable. Years ago, the title for this Newsletter was "Newsletter" and the date. One wise distributor asked me to call it "Dalton Newsletter", so he could quickly recognize it amongst the trash in his Inbox.

Keep the email brief and well organized. Hit your point quickly and don't require the recipient to read more than three paragraphs. In a busy day, interest wanes rapidly. If it is a marketing email, offer an interactive link to a video or picture in case they want to go further. And finally, recognize how they want to communicate with you. Include your phone number, email and company website in the signature.

Friday Funnies

The past, the present and the future walked into a bar ... it was tense !!!

When I was a kid, my English teacher looked my way and said, "name two pronouns." I said, "who, me?"

Price Increase2015-01-16

Dalton Electric has held pricing consistent for two years. During that time we have watched the cost of tubing increase between 10 to 45% (depending on the size), lead wire from 10 to 12% and other accessories rise at a steady clip. Labor rates rise roughly 3% per year and healthcare costs continue to be a point of concern and focus.

Therefore, effective at the beginning of February, we will be increasing our cartridge heater prices by 4%. This works out to an average of 2% per year and still positions the Watt-Flex® cartridge heater as the best value on the market. I just returned from a trip to Michigan and was told in many calls that our pricing is generally higher than other heater manufacturers, but the Cost of Heating for nearly all applications calculates as a far greater value.

I'm sure that it is obvious that our job is to properly position Dalton Heaters, such that customers understand the value proposition. Twice the life at only a slight increase in cost ... elimination of bore seizure and required drill-outs at far more maintenance cost than the heater ... substantial reduction of machine downtime ... all makes it an easy proposal.

Any orders placed in the next two week period will be priced at current levels and we will be happy to discuss future releases over a two-month period. If you want a digital or hard copy of the Price List, simply let me know.

Friday Funnies

A Biologist, a Chemist and a Statistician are out bow hunting. The Biologist shoots at a deer and misses five feet to the left ... the Chemist takes a shot and misses five feet to the right ... the Statistician jumps up and yells, "We got 'em."

Why can't you trust atoms? ... because they make up everything !!!

Follow-up Emails2015-01-09

I downloaded a white paper titled "7 Key Marketing Trends for 2015 and Tactics for Succeeding in the New Year." Generally this was a series of trends associated with retailing, but there were a few points that were directly applicable to what we all do. One particular one that caught my interest was called "Marketers place a greater emphasis on the post-purchase experience." It began with a discussion of the lower margin nature of the first sale, time and marketing spent to secure the order and the customer satisfaction achieved (assuming they felt expectations were met or exceeded.

The key tactic discussed for enhancing the post-purchase experience is contact with the customer. Pulling in dynamic content could include sending a first-purchase email, a "purchase anniversary message or a win-back email. Since happy customers are one of the very best targets for expanding business, through a resale of the original product sold or an expansion to your synergistic lines, a focused and personal email goes a long way to cement interest.

And think about making it a series ... write an email to your heater customers about your insulation line or an email to your controller customers about heaters. Capitalize on the opportunity you have to get closer to satisfied customers by using technology for tighter communications.

Friday Funnies

C, E Flat, and G walk into a bar. The bartender says, "Sorry, Guys, No Minors !!!"

It's hard to explain puns to kleptomaniacs because they always take things literally.

HAPPY NEW YEAR 2015 !!!2015-01-02

May this New Year bring many opportunities your way to explore every joy of life.

May your resolutions for the days ahead stay firm, turning all your dreams into reality and all your efforts into great achievements

Here is wishing that the New Year is filled with happiness, success and health, and many more opportunities for us to work together.

Blessings to All