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!

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

A Politically Correct Christmas2014-12-19

I saw a sign the other day at a parking lot in my town that was filled with lovely green balsam trees for sale. It read: For Sale ... Christmas Trees $20 ... Holiday Trees $30. There have been memos circulated at a number of large companies and government agencies advising/ urging the avoidance of the use of "Merry Christmas" in seasonal emails, so as not to upset anyone.

Instead they encourage the use of "Seasons Greetings." But I agree with many that this is tinsel-wrapped idiocy. So many people are concerned about appearing perfectly politically correct that they give up their public individuality. Regardless of how they actually feel, they act in what they consider an 'acceptable manner.'

The Christmas season is a time of warmth, happiness, thankfulness and a favorite time of year to many folks with whom I share life. When people meet me in my daily wanderings and say "Happy Holidays", I always respond "Merry Christmas." When I say that, I am stating that I am a Christian and not concerned about their beliefs, religion or background in my greeting. I am simply and sincerely wishing them the blessings which accompany Christmas for me: Joy, Hope, Peace and Love. And most often, the person will look me in the eye and say, "And a Merry Christmas to you."

Friday Funnies

Glass Sealing2014-12-12

The Watt-Flex® cartridge heater has had three options to pott the terminal cavity for protection against contamination. RTV rubber potting is used to form an effective seal against water or contaminates, but has a temperature limitation of 450 degF (230 degC) continuous exposure. Ceramic potting presents no temperature limitations, but will allow moisture to pass.

The third option is a glass seal that can be applied to the terminal cavity to provide a true hermetic seal. A thin layer of glass is applied over the surface of the exposed MgO to completely seal the end of the cartridge. But this still provides a cavity in which contamination can collect. A potting of ceramic to within about 1/16" of the top of the cavity will provide a great base and the applied glass layer will be basically flush to the end of the heater.

The temperature limit on the glass seal is a minimum temperature limit of 900 degF (480 degC). The cost for application of the glass is slightly more than ceramic potting, but it provides tremendous benefits in moisture or contaminate-laden environments.

Friday Funnies

Deja Moo: The feeling that you've heard this bull before.

Two cows are standing next to each other in a field. Daisy says to Dolly, "I was artificially inseminated this morning." "I don't believe you," says Dolly. "It's true, no bull!" exclaims Daisy.

There was the person who sent twenty different puns to his friends, with the hope that at least ten of the puns would make them laugh. No pun in ten did !!!!!!!!

Pushing the Lows2014-12-05

We salespeople all have our highs and lows. The holiday season is typically a slower time for sales and the week thereafter is a time to look ahead, forecast and plan. The trick during these times is to minimize the lows and push them aside to make room for the highs.

Usually, the loss of momentum can be traced to the absence of clear goals. Or it is possible that your goals are so expansive and heavy handed that you begin to lose faith in your ability to achieve them. Work on your goals for the New Year, write them down and keep them realistically achievable with concrete results in the first quarter.

A second way to catch a few quick highs is to send out a few emails that will require follow-up. Explore the probability that a satisfied customer is a great potential for another of your products and call to arrange a meeting. And finally, take a few favorite large company clients to lunch and ask them for associates on whom you can call. Existing happy accounts are great breeding grounds for further successes and highs.

Friday Funnies

A group of chess enthusiasts checked into a hotel and were standing in the lobby discussing their recent tournament victories. After about an hour, the manager came out of the office and asked them to disperse. "But why," they asked, as they moved off. "Because," he said, "I can't stand chess-nuts boasting in an open foyer."


In America ... time of giving thanks and expressing gratitude. The roots of the holiday are firmly entrenched in a tradition of thankfulness for a long, safe voyage, bountiful harvest and good family and community. But the process of giving thanks has benefits beyond appreciating good friends around a table and a hot pile of turkey smothered in gravy.

Studies repeatedly show that people who express gratitude are happier and healthier. And it is documented that those who wrote down what they were grateful for each week exercised more, had fewer health complaints, and generally felt better about their lives. Other research found college students who wrote down what they were grateful for at bedtime slept better that night. Gratitude instills feelings of hope, inspiration, and forgiveness.

We have a family tradition of stopping before our meal and having each person around the table express what they are thankful for. It not only helps each of us to think about the blessings in our lives, but it causes each of us to understand what is important to others and how that might impact our life. Take a moment to give thanks during this holiday and Thanksgiving blessings will be yours.

Thanksgiving Funnies

Q: What kind of music did the Pilgrims like?
A: Plymouth Rock

Q: What happened when the turkey got into a fight?
A: He got the stuffing knocked out of him!

Q: What do you get when you cross a turkey with a banjo?
A: A turkey that can pluck itself!

Q: What did the mama turkey say to her naughty son?
A: If your papa could see you now, he'd turn over in his gravy!

Now That's Thinking2014-11-21

Tom Wedbush, Eagle Sensors ... my hero for the week. Tom sent a note today with a Request for Quotation for a small number of heaters. He stated that he took the address for the short video on Bore Seizure Elimination from last week's Newsletter and sent it to 15 or so prospects. Apparently one got excited and asked for a quotation. He simply wrote to let me know that the video works.

The thing that excited me was not so much the success of the video, but that Tom would take what he observed as an opportunity and capitalized on it ... with success. Congratulations, Tom, on some creative thinking and taking a small piece of your day to tap a few customers on the shoulder and say, "Check this out".

Just in case anyone wants to take advantage of Tom's smarts, the address is:

Friday Funnies

What do you get when you put Root Beer in a Square Glass ?
...... Beer

Specs & Techs2014-11-14

We ran an advertisement in the Specs & Techs Newsletter of GlobalSpec on line. The rep called me with the news that we had 66 hits on the first day. I'm sure they will come quickly after the Newsletter appears, as emails generally don't hang long in Inboxes. The ad looked like this:

Since this is just a picture, the links won't work, but the Picture and "Cut your Heating Costs" both hyperlinked to: and the short video on Eliminating Bore Seizure to:

We will send along the leads as we process them ... Good Selling !!!

P.S. Happy Birthday, Neil Hitter !!!


Friday Funnies

Pavlov is sitting in a pub enjoying a pint when the phone rings. He jumps up and says, "Oh, no, I forgot to feed the dog."

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."