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!

Travel Observations2014-11-07

Having just returned from the International Plastics Fair in Tokyo, I would like to share a few observations about my time in Japan. I know that it's been said many times, but I was most impressed with the train system ... on time and clean. They obviously take great pride in transportation systems as well as recognize their great dependency on the trains.

As far as sartorial behavior at the show, every Japanese businessman dresses in a black suit with a remarkably boring tie. I did see one gentleman dressed all in black with a pink tie and he was certainly a standout. And on the day I took the picture shown below, the M.D. wore a dapper yellow tie !!! The salespeople of Japan Tool and Die, our new distributor in Japan, were dressed in a sharp work jacket for the show ... and then went back to their black suits afterwards.

One other observation absolutely baffled me ... it is very common to see many people walking the street or the Plastics Fair with a facial mask. This is understandably worn to avoid exposure to colds and flu that are all about. In public areas they have smoking booths, an area to go for a cigarette without bothering the general public. The event that impacted me was watching people walk into the booth, remove their mask and have a cigarette ... just a bit inconsistent?

A highlight for the trip was a free day bus ride to the sacred Mt. Fuji. The picture above was taken at above 8,000 feet and demonstrates the sheer magesty of the mountain ... the picture below provides a different perspective on its impressive size.

Friday Funnies

Someone stole my Microsoft Office and you're going to pay !!! You have my Word.

Value Added2014-10-31

Why is it that just when you are ready to close, your customer throws a price objection your way? Successful salespeople recognize this tactic for what it really is ... a bargaining tool used to make sure of getting the best price. Value added salespeople know that selling is not about giving the lowest price ... it's about supplying the best value.

In the capable hands of salespeople who sell value as a combination of price, quality and service, even the most price-conscious customer can be transformed into a value-conscious partner in the process. And if your customer continues to be overly concerned with price, they are telling you that you have failed to differentiate your product from your competitor.

The Watt-Flex® cartridge heater sales brochure outlines the importance of selling the Cost of Process Heating instead of the Price of the Heater. Reduction of operating, replacement, maintenance, and changeout cost is Value-Added selling, pure and simple. Combine that with our on-time performance and your superior service, and you have a winning proposition.

Friday Funnies

A second grader came home from school and said to her grandmother, "Grandma, guess what? We learned how to make babies today."

The grandmother, more than a little surprised, tried to keep her cool. "That's interesting." she said... "How do you make babies?"

"It's simple," replied the girl. "You just change 'y' to 'i' and add 'es'."
++++++++++++++++++++++++++++++++++

"Give me a sentence about a public servant," said a teacher.

The small boy wrote: "The fireman came down the ladder pregnant."

The teacher took the lad aside to correct him. "Don't you know what pregnant means?" she asked.

"Sure," said the young boy confidently. 'It means carrying a child."

25 Productive Years2014-10-24

Tara Fowler joined Dalton Electric Heating Co. in 1989 and worked on the Production floor for a number of years before joining the Quality Department. And then for years she was part of the 100% inspection through which every heater must pass before it ships. In 2006 she joined the Engineering Department, training under Paul Trainor.

Today, she is well versed in the conversion of orders to production travellers and all the intricacies of each design. She also performs most all other engineering functions, including returned heater autopsy and generating CAD drawings for customers and vendors.

We marked Tara's 25th Anniversary with an Italian feast with nine huge dishes and a couple of large salads. It was finished off with a cake and ice cream. Tara receive a beautiful pen and clock desk set and a healthy prepaid Visa. We all celebrate Tara's joining eight other 25-year employees at Dalton Electric.

Friday Funnies

A little girl was diligently pounding away on her grandfather's word processor. She told him she was writing a story.
"What's it about?" he asked.
"I don't know," she replied. "I can't read."

+++++++++++++++++++++++++

When a young lad asked his grandfather how old he was, he teasingly replied, "I'm not sure."
"Look in your underwear, Grandpa," he advised "Mine says I'm 4 to 6."

Cold Terminal End2014-10-17

One of the quickest ways to kill a cartridge heater is to have heated section out of the bore and enjoying fresh air. One of two things will happen ... the resistance coil will work harden, become brittle and open ... or the heat generated will not find a heat sink and build up to the point that it degrades the MgO to serve as an effective dielectric.

The brochure or our website lists the standard cold terminal for each diameter. But there are a number of reasons why a heater might extend further from the bore. They include length tolerance for long heaters, an insertion limitation such as a mounting bracket or flange, a mounting fitting or extraction collar or the desire to extend the heater beyond the end of the bore. The latter is used to extend the heater through an insulation layer to remove the lead wires from dangerously high heat, such as 1,800 degF in forging applications.

There are several different ways to achieve a cold terminal end in a Watt-Flex® cartridge heater ... some completely cold and some reduced in wattage so as to present not much more than capillary heat that moves down the sheath. Your Regional Manager or Dalton Engineering are willing design resources available at a moment's call to assist you.

Friday Funnies

A grandfather was delivering his grandchildren to their home one day when a fire truck zoomed past. Sitting in the front seat of the fire truck was a Dalmatian dog. The children started discussing the dog's duties.

"They use him to keep crowds back," said one child.

"No," said another. "He's just for good luck.."

A third child brought the argument to a close. "They use the dogs," she said firmly, "to find the fire hydrants."

Exact Length Heaters2014-10-10

The Elongation that we discussed last week occasionally leads us to a question from a customer, requesting an exact length heater. High density cartridge heaters grow in length during the compaction process. We have the same basic limitations as a manufacturer of conventional cartridge heaters.

We must design a heater that is at the exact length as the requirement at the shortest end of its tolerance ... if we wind up there ... bonus! But in all likelihood, the heater will be longer than the exact length, so it will have to be cut back to the specification. To accommodate this process, we must add an extra cold length to the terminal end of the heater, so we are not cutting into the resistance coil.

This longer cold section could increase the cold length at the terminal end and provide a short cold part of the heater in the bore if the heater comes up on the low end of its tolerance. If you have questions or concerns about a customer with this requirement, contact your Regional Manager and he will be happy to work it through.

Friday Funnies

A grandmother was telling her little granddaughter what her own childhood was like. "We used to skate outside on a pond. I had a wing made from a tire; it hung from a tree in our front yard. We rode our pony. We picked wild raspberries in the woods."

The little girl was wide-eyed, taking this all in. At last she said, "I sure wish I'd gotten to know you sooner!"

Elongation2014-10-03

Last week we discussed Compaction of the MgO insulation in the Watt-Flex® cartridge heater and how it provides better dielectric (internal electrical coil isolation) and better heat transfer. Elongation is a by-product of the swaging process used to compact or reduce the heater and is a function of the sheath tubing and the density of fill.

Whenever we receive a new batch of tubing we check the elongation factor with a sample order. The swaging process causes the heater diameter to be reduced and the tube to grow in length. Different batches of tubing affect elongation in a slight way. In spite of the fact that the humidity is controlled in our Fill Rooms and our MgO is heated, there is some variation in the density of fill, which also affects elongation.

Variation due to elongation translates to heater length tolerance. Our length tolerance is +/- 3% for heaters up to 20" and +/-2% over 20". Generally, the tolerance is much tighter than these limits and heaters within a batch do not vary significantly one to another. Please contact your Regional Sales manager with any questions.

Friday Funnies

My daughter asked me for a pet spider for her birthday, So I went to our
local pet shop and they were $40 !!!
To heck with that, I thought, I can get one cheaper off the web.

I just got back from my friends's funeral.
He died after being hit on the head with a tennis ball.
It was a lovely Service

Compaction2014-09-26

In my early years with Dalton, I was asked by a potential customer to provide an essay on the benefits of using a Watt-Flex® cartridge heater as compared with a conventional cartridge heater. During my next meeting with the customer, we discussed their findings after they had received both essays and he offered to allow me to review what our competition had written. After confirming that the offer had been extended in the other direction, I accepted the competitor's essay.

Oddly enough, the only criticism of the Watt-Flex cartridge by this industry leader was that our resistance coil is further from the sheath and is not able to transfer the heat as effectively as their conventional heater. I had always espoused the benefits of the absence of a ceramic core and greater compaction available to us with the split-sheath design ... that provides a much better dielectric (internal insulation) and better heat transfer.

Upon returning to the office, I set Engineering to the test ... heaters from the other manufacturer were tested against Watt-Flex of the same electrical rating. Thermocouples were fastened to both along the sheath and we found that over time, ramp-up and sustained temps were basically identical. Indeed, the increased compaction of the MgO insulation does provide better heat transfer, allowing the heat to move a greater distance across a much more effective insulation layer. Watt-Flex heaters simply provide better performance and life.

Friday Funnies

Jean-Paul Sartre is sitting at a French Cafe, revising his draft of Being and Nothingness. He says to the waitress, "I'd like a cup of coffee, please, with no cream."

The waitress replies, "I'm sorry, Monsieur, but we're out of cream. How about with no milk?"

Winners2014-09-19

Your customers often ask for more because they want more of a "win". Winning in a business transaction feels wonderful, whether it is your win or your customers believing they have won. Creating a win-win is always the primary objective. Your customer argues because they think that they have something to lose or they are not getting as good a deal as they desire.

The need on the customer's mind may be a price concession, more information or a promise of service attention. After the proposition is on the table, your role becomes influencing the situation so the buyer feels that acceptance represents a win on their part. The negotiation involves your seeking the information so you understand the customer's needs.

Dalton Electric's philosophy of Cost of Heating trumping the Price of the Heater represents the best of product sales. When your customer understands the benefits of reduced maintenance, reduced downtime, longer product life and more responsive heat, they will know that they have won with respect to product. The rest is up to you.

Friday Funnies

A Roman walks into a bar and asks for a martinus.

The bartender asks, "Do you mean a martini?"

"No," replied the Roman. "If I had wanted a double, I would have asked for one."

Compression Molding2014-09-12

Within the rubber market there is a strong requirement for even temperature profile cartridge heaters ... the kind of profile best provided by the continuous coil of the Watt-Flex® cartridge heater. This week we visited a compression molder who manufactures automotive seals. The seals are laid out 24 up and become an assembly of metal insert and rubber. The platens are large and use nine large heaters, top and bottom and even platen temperature is an essential component of the process.

Rubber compression molding can take on all forms. We worked for years with a rubber company who made gaskets for automotive window frames. The picture above shows a small platen that is loaded with heaters and requires quick response for a high volume compression operation.

Generally the Watt-Flex heater will provide the even temperature profile required for most applications, but occasionally a platen may need wattage distribution to provide a temperature boost at the platen edges where they suffer radiant heat loss. Certainly the other major selling point is the elimination of bore seizure, a common problem with large platens.

Friday Funnies

A woman went to the doctor's office where she was seen by one of the younger doctors. After about four minutes in the examination room, she burst out screaming as she ran down the hall.

An older doctor stopped her and asked what the problem was, and she told him her story. After listening, he had her sit down and relax in another room. The older doctor marched down the hallway back to where the young doctor was writing on his clipboard.

"What's the matter with you?" the older doctor demanded. "Mrs. Terry is 71 years old, has four grown children and seven grandchildren, and you told her she was pregnant?"

The younger doctor continued writing and without looking up asked, "Does she still have the hiccups?"

New Logo2014-09-05

It is difficult to comprehend how many people weighed in on the different logo styles. Equally difficult to understand was the wide variety of opinions ... there was almost no consensus. But the whole process and many of the comments focused our thoughts to bring us to a great solution which, by itself, is not momentus, but combines the elements of style and simplicity with the logo recognition that exists.

Many said they liked the old logo just as it is ... don't change a thing. One trouble with the former logo is that we had "dangling copy" and many suggested that we bring all words into the box somehow, a process called "locking up" the logo by the advertising industry. But including it reversed out of a dark field at the bottom of the logo made it appear bottom heavy.

Finally, the question was asked by several ... Why do you feel the need to abbreviate Co. and Inc.? We are a legitimate company and everyone knows we are incorporated. And finally, the "O" ... vertical or horozontal? Concensus took us in the direction of the traditional presentation of the split heater profile. By elongating it slightly, it moves away from looking like an "e".

Not final, but as close as it comes ... our new logo:

Friday Funnies

Claire, after retiring from a busy life in business, travels around the country visiting antique shops trying to find bargains.

One day she goes to an antique shop in Stratford upon Avon, England. Here, Claire speaks to Victoria, the shop's owner, 'When I was in here last week I saw a big mug with a flat head that holds a lot of beer. I'd like to buy it.'

'Sorry,' replied Victoria, 'but I can't possibly sell you that.'

'Oh, what a pity, but why not?' inquired Claire.

'Because,' said the owner, 'that's my husband.'

New Logo for Dalton2014-08-29

In conjunction with the development of our new website, we are considering a modification of our logo. Our existing logo is well recognized in the industry and, in its redesign, we want to take advantage of the name and image familiarity. We would appreciate your looking over the following logos and commenting on which one you particularly like:

1 - This is our existing logo.
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#2 - A different presentation with reversed copy
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#3 - The changing of the "o" in Dalton to the profile image of a split sheath heater
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#4 - With reversed copy
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#5 - With the split sheath as traditionally presented
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#6 - With reversed copy
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So send us a reply and weigh in on your favorite with any comments as to why it strikes you. Thank you and we look forward to your feedback.

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.'

Price Objection Insights III2014-08-22

I've had more responses to these Price Objection Newsletters than any other series. Generally, they dealt with requests and comments about how to counter Price Objections. Two people asked if I could list the counter points to price roadblocks. I responded with the five benefits shown in our 4-page brochure with pictures and few words:

1) Continuous Heating Coil

2) Tip Options

3) Compaction of MgO

4) Expansion when Energized

5) Contraction when De-energized

Whe these five Watt-Flex® cartridge heater benefits are properly developed in a discussion, matching them against customer needs, the end-game of Price of the Heater vs. Cost of Heating becomes a powerful message which cannot be overlooked. When the price is higher, value must be sold.

And finally, when you have overcome the Price Objection, you will get the order ... and the reorder ... and the next reorder ... because your customer will be in full realization that Cost of Heating has been reduced and you are a valuable ally in his struggle to keep costs down.

Friday Funnies

I'm not the easiest guy in the world to get along with. So when my anniversary rolled around, I wanted my wife to know how much I appreciated her tolerating me for the past 25 years. I ordered flowers and told the florist to enclose a card that read, "Thanks for putting up with me so long."

When my wife received the delivery, she called me at work. "Where are you going?" she asked.

"What do you mean?" I said.

She read the card aloud just as the florist had written it: "Thanks for putting up with me. So long."

Price Objection Insights II2014-08-15

4) Prospects will often test you to verify the best deal ... one tactic to soften the impact of pricing concern is to pre-empt it. If you bring up the subject during your discussion of benefits and justify the price, the prospect will often not even go there again. You are, in effect, minimizing potential objections.

Pricing is way down the list of important factors in selecting a product. If your prospect starts pressuring, don't lose your composure. It may be a defence mechanism, bargaining, exercising restraint or a number of other things. But remember, if your prospect is looking to justify the purchase price, he is giving you a buying signal. Rarely will price be the dominant factor when selling a Watt-Flex® cartridge heater ... simply finish with the total Cost of Heating value.

5) People often buy from people they like, regardless of price ... pretty simple. If you establish a rapport with the prospect, make their decision one that they can comfortably own with value justification and reassure them with service, you will not only get the business, but become the go-to salesperson.

Friday Funnies

While taking a routine vandalism report at an elementary school, I was interrupted by a little girl about 6 years old. Looking up and down at my uniform, she asked, "Are you a cop?"

"Yes," I answered and continued writing the report.

"My mother said if I ever needed help I should ask the police. Is that right?"

"Yes, that's right," I told her.

"Well, then," she said as she extended her foot toward me, "would you please tie my shoe?"

Insights into Price Objections2014-08-08

Insights into Price Objections

1)  A Price Objection can hide anything and everything ... they can obscure a total

ignorance about what you are selling ... they can hide any other reason that they have for

buying your competitor's product.  You must get into the Price Objection and show your

customer why they are better off with the benefits and values that you have to offer.

2)  Every price is too high until they see the benefits ... price comparisons are just a

click away these days and potential buyers are ready to back up their objections.  The best

sales people know that their prospects start out price-conscious and end up value-conscious. 

In an effective sales Watt-Flex® cartridge heater presentation, the Cost of Heating discussion

easily surpasses any price consideration or objection.

3)  Rarely is price the only deciding consideration ... I have run into a couple of intransigent

buyers who will only purchase the least expensive item, but they are few and far between.  Any

good buyer, watching out for his company's best interest will understand the wisdom of the Cost

vs. Price benefits ... and the sale only gets easier when the presentation is to an Engineer or

Manitenance Manager who just had to drill out a conventional cartridge heater.

           Friday Funnies

Myra Rhodes, a little old lady living in Great Baddow, Essex, answered a knock on the

door one day, to be confronted by a well-dressed young man carrying a vacuum cleaner.

'Good morning, Ma'am,' said the young man. 'If I could take a couple minutes of your time,

I would like to demonstrate the very latest in high-powered vacuum cleaners.'

'Go away!' said Myra brusquely. 'I'm broke and haven't got any money,' and she proceeded

to close the door.

Quick as a flash, the young man wedged his foot in the door and pushed it wide open. 'Don't

be too hasty,' he commanded. 'Not until you have at least seen my demonstration.' And with

that, he emptied a bucket of horse manure onto her hallway carpet.

'Now, if this vacuum cleaner does not remove all traces of this horse manure from your carpet,

Madam, I will personally eat the remainder.'

Myra stepped back and said with a smile, 'Well let me get you a spoon, young man because

they cut off my electricity this morning.'

When and How Shipped2014-08-01

When and How Shipped

 

Discussions with distributors consistently reveal just how consistent Dalton is

with lead times, compared with other heater manufacturers.  Our lead time has

consistently been three weeks for several years and our Production Management

works hard to ensure that the ebb and flow of the backlog is processed on time

and as committed.  That is in sharp contrast to the stories that we hear from the

market about 3-4 week lead times that turn into 5-6 weeks.

 

And how? ... we ship nearly all orders in double wall corrugated boxes and

nested in foam-in-a-bag packing.  This ensures that UPS, DHL or any other

shipper can not damage our heaters with rough handling.  It's all just part of

Dalton Electric's commitment to you to meet every expectation of a World-

Class supplier !!!

 

 

 

Friday Funnies

 

Why does Waldo wear a stripped shirt?

 

Answer ... Because he doesn't want to be spotted.