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 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."

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!"


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


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?"


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."