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!

An Unrealized Benefit2015-06-05

A fairly long time after selling our warranted removal from the bore benefit to a customer who was having some difficult seizure problems with his conventional cartridge heaters, we received a letter that stated:

We have now tested your Watt-Flex heaters, and have been happy with their performance. In fact, we have had no failures and hence we have not had the need / opportunity to determine how easy they are to remove.

I'm sure that they will eventually enjoy the removal benefit, but for now he outlined a list of other heaters that he intends to order. Many customers do not pay attention to the length of life of a heater, simply replacing it when it fails. But when they do change to Watt-Flex® cartridge heaters, for any of the benefits of hot tip / cool tip, more responsive heat transfer, even temperature profile or warranted removal from the bore, they realize a substantial cost savings as a result of 2 times to 5 times longer life.

Friday Funnies

'Mr. Clark, I have reviewed this case very carefully,' the Divorce Court Judge said, 'and I've decided to give your wife $775 a week.'

'That's very fair, your honor,' the husband said. 'And every now and then I'll try to send her a few dollars myself.'

Information Needs2015-05-29

Effective communication speeds up quotation and order processing, but we find ourselves going back to distributors on the same issues on a repeated basis. So we would like to take a few minutes and highlight the information that we need to specify a heater.

1. Diameter, length, watts and volts are the essentials. The first (and most often) missing piece of information is the temperature rating of the leads. Simple rule: less than 480 degF (250 degC) is standard temperature ... more than 480/250 is high temp. Standard wire can be TGGT or extruded Teflon.

2. If you want stainless hose, we must know if the transition header is right angle or straight. If you want stainless braid, tell us right angle, straight, or crimped onto the wire near the terminal end. And remember to specify the wire to be a couple of inches longer than the hose or braid ... the wire doesn't stretch very easily if it doesn't stick out.

3. And don't forget the quantity. We often have to go back and ask how many the requester wants ... or guess, which is invariably wrong and requires re-quoting.

Dalton Electric prides itself on responding quickly ... let's keep that job easy all around !!!

Friday Funnies

While walking along the sidewalk in front of his church, our minister heard the intoning of a prayer that nearly made his collar wilt. Apparently, his 5-year-old son and his playmates had found a dead robin. Feeling that proper burial should be performed, they had secured a small box and cotton batting, then dug a hole and made ready for the disposal of the deceased. The minister's son was chosen to say the appropriate prayers and with sonorous dignity intoned his version of what he thought his father always said:
"Glory be unto the Father, and unto the Son, and into the hole he goes."
(I want this line used at my funeral!)

Memorial Day2015-05-22

Memorial Day started as an event to honor Union soldiers, who had died during the American Civil War. It was inspired by the way people in the Southern states honored their dead. After World War I, it was extended to include all men and women, who died in any war or military action. Memorial Day was originally known as Decoration Day. The current name for this day did not come into use until after World War II. In 1968, the Uniform Holidays Bill was passed as part of a move to use federal holidays to create three-day weekends.

So off we go to the beach, to the mountains, to the golf course or family reunions and barbecues. But so many never stop to give a thought about the true meaning of Memorial Day. We forget our loved ones, ancestors, friends and literally anyone who gave their life, and even part of their life, to secure our peace and freedom. Fly the Stars and Stripes, remember them in a prayer before you collectvely sit to eat, or just pause on your own in contempletive memory to give thanks to all who have served and now serve our great country.

If you stop and listen, you can hear their voices as they talk about honor, sacrifice and duty. Hear them say, 'Remember my service and fully live the freedoms that I presented to you with my life'. They fought bravely from the American Revolution to the global war on terror. They have been, and will continue to be, the surest guarantee that freedom will reign from sea to shining sea.

Thank you, Grainger, for this link:

YouTube Grainger Everyday Heroes: Dick Whitaker, U.S. Marines

Friday Funnies

It was the end of the day when I parked my police van in front of the station. As I gathered my equipment, my K-9 partner, Jake, was barking, and I saw a little boy staring in at me. 'Is that a dog you got back there?' he asked.

'It sure is,' I replied.

Puzzled, the boy looked at me and then towards the back of the van. Finally he said, 'What'd he do?'

Distributor Story2015-05-15

This is a story from a distributor who feels that it demonstrates the point of our TGID from this week.

In the very early 90's I was visiting a plant that manufactured television tubes. You may remember that televisions used to have a very large vaccum tube that produced the picture in the era before flat screen TV's. At that time the production of large tubes was still an art form as much as it was an engineering miracle.

During a visit to an engineer who didn't have a problem, I was shown the robot hands that moved the glass that was just formed by pressing it into a mold. When the glass was sufficiently cooled to hold its shape, but still glowing red hot, a number of robot fingers would lift the glass from the mold and move it to a station for welding other glass parts to the back side of of the tube. The cone of the picture tube was made in another process and joined with the mask portion of the tube. It was important that everything be the same temperature or cracks would develop. The fingers of the robots were smooth blocks of carbon, each with a thermocouple and cartridge heater in them.

Upon examination of the carbon block fingers, I noticed that the heaters were all very loose and were different colors of red while some were not glowing at all. When I asked about this, I was told they didn't have a cartridge heater problem; that they were getting a long life from them. When I asked about tube breakage I learned that they had a 50% scrap rate and that the scrap rate was due to uneven temperatures at the robot fingers.

I proposed outfitting one of the robots with Watt-Flex® cartridge heaters instead of the standard heaters they had been using. Because the Watt-flex heaters expanded to fill the worn bores in the carbon fingers, the temperature could be much more easily maintained, resulting in a zero scrap rate. Soon after that trial all the robot fingers were changed to Watt-Flex cartridge heaters. The plant doubled its production.

The heater was only a tiny part of their production equipment but the right heater had a very major impact. The picture tube plant has since been closed, but the Engineering staff was grateful to me for a healthy number of years of operation.

If you have a Watt-Flex success story, please share it with us and we'll share it with the world !!!

Friday Funnies - Nudity

I was driving with my three young children one warm summer evening when a woman in the convertible ahead of us stood up and waved. She was stark naked! As I was reeling from the shock, I heard my 5-year-old shout from the back seat, 'Mom, that lady isn't wearing a seat belt!'

A little boy got lost at the YMCA and found himself in the women's locker room. When he was spotted, the room burst into shrieks, with ladies grabbing towels and running for cover. The little boy watched in amazement and then asked, 'What's the matter, haven't you ever seen a little boy before?'

Get at the Problem2015-05-08

Seasoned salespeople know that a customer will rarely tell them what their problems are. And often times, the customer doesn't even know that there is a problem. Value added or solution selling just won't work if you don't get at the problem. A veteran salesperson may ask, "What are the problems that you are having with cartridge heaters?"

It is quite likely that the answer may be, "We have no cartridge heater problems." The real problem is that the customer assumes that what they get from a conventional heater is what they get from any cartridge ... uneven heating and seized heaters are inherently part of using cartridge heaters.

The true professional salesperson can take it to the next level because he or she understands the application and takes the time to explore what the customer likes or doesn't like about their present heaters. Asking focused questions to highlight the inadequacy of a conventional heater will give you the opportunity to provide the value added contribution that your customer expects from a business partner.

Friday Funnies

My mind works like lightning, one brilliant Flash and it is gone.

It used to be only death and taxes, Now, of course, there's shipping and handling, too.

Thought for the day: Be who you are and say what you feel ... because those that matter ... don't mind ... and those that mind ... don't matter!

Resistance to Change2015-05-01

The diameter of the Nickel-Chromium (NiCr) wire used for the heating coil in a cartridge heater is sized depending on the resistance required. The resistance is calculated by squaring the voltage and dividing that product by the wattage. The higher the resistance goes, the finer the wire becomes. Extremes of this calculation become problems ... on the low end we find that a 120 volt, 3000 watt requires 4.8 ohms, which will require a very fat resistance wire.

But our biggest concerns focus on the applications requiring very high resistance. A short 5/8" (16mm) diameter heater at 480 volts, 500 watts requires 460 ohms and the wire becomes so fine to produce that resistance, that it will work harden, become brittle quickly and fail prematurely. The prospect of supplying a customer with a heater that will only repeat the short life of another heater they are replacing is not attractive.

The solution to this problem is running two heaters in series. If the heaters are produced at 240 volts, they can be used on the same 480 circuit and will result in the same amperage draw. The grand benefit is that the 240 volt, 500 watt heater now requires 115 ohms and the internal resistance wire has grown five wire sizes, providing a heater of much greater integrity and longer life. There may be resistance to change on the part of your customer, but if you can persuade them to change the resistance, you will make a huge value added contribution.

May DayFriday Funnies

Right Turn?

Two yokels were driving to the next village's May Day Fair. They came to a sign that said: May Day Fair Left ... so they turned around and went home!

How to get to the fair ...

A townie was looking for the May Day Fair, he stopped and asked Jethro. 'Will this road take me to the May Day Fair?' 'Oh no,' said Jethro. 'You'll have to go by yourself!'

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.


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.