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!

Thoughts to Sell By2015-08-07

Make yourself necessary to somebody ... Ralph Waldo Emerson

A helping word to one is like a switch on a railroad track ... an inch between wreck and smooth rolling prosperity ... Henry Ward Beecher

Flattery is all right so long as you don't inhale ... Adlai Stevenson

A ball player's got to be hungry to become a big-leaguer. That's why no boy from a rich family ever made the big leagues ... Jo DiMaggio

He who desires but acts not, breeds pestilence ... William Blake

Friday Funnies

One night at Cheers, Cliff Clavin said to his buddy, Norm Peterson:

"Well, ya see, Norm, it's like this.. A herd of buffalo can only move as fast as the slowest buffalo. And when the herd is hunted, it is the slowest and weakest ones at the back that are killed first. This natural selection is good for the herd as a whole, because the general speed and health of the whole group keeps improving by the regular killing of the weakest members.

In much the same way, the human brain can only operate as fast as the slowest brain cells. Excessive intake of alcohol, as we know, kills brain cells. But naturally, it attacks the slowest and weakest brain cells first.

In this way, regular consumption of beer eliminates the weaker brain cells, making the brain a faster and more efficient machine! That's why you always feel smarter after a few beers.

Let Us Help You2015-07-31

Please !!! We have questions poised to us all the time that have not enough information, faulty assumptions or are the product of poor design. This week we were asked why a platen had an 80 degF difference from end-to-end. We were given the size of the platen and the number of heaters in it. As we looked at the heaters supplied, we saw that they were 1" shorter than the platen. There was no insertion stop, so we don't know how far they were inserted and what was the impact of the cold terminal end.

At Dalton Electric, we live for the opportunity to design the perfect heater to produce the optimum heat in any application. Obviously, the front end of the design is the most desirable place for specification and, armed with complete requirements and sizes, we can succeed every time. But if you have questions about existing applications, by all means, send them along.

Please let us help by providing the information about an application. We know you do a great job specifying heat, but I'm quite sure that we can contribute a couple of factors that you might not have considered. Optimizing tolerance impact, suggesting an appropriate wattage distribution, designing a temperature monitoring scheme or dealing with extreme heat are all Dalton Electric areas of expertise. Call your Regional Manager or the Dalton office for an assist on any project ... you will find us most willing to help.

Friday Funnies

"Without question, the greatest invention in the history of mankind is beer. Oh, I grant you that the wheel was also a fine invention, but the wheel does not go nearly as well with pizza."
... Dave Barry

When we drink, we get drunk. When we get drunk, we fall asleep. When we fall asleep, we commit no sin. When we commit no sin, we go to heaven. So, let's all get drunk and go to heaven!"
... George Bernard Shaw

Trial Close... Once More2015-07-24

I thought we were done with the subject of the trial close, but I received a couple of emails asking about trial close examples. The secret to the trial close is that it is an opinion-asking question and not a decision-asking question:

The even temperature profile produced by the continuous coil is a big advantage in a sealing bar. Do you think it will make a big difference in your packaging machine performance?

Do you think that eliminating bore seizure will result in major savings in maintenance time?

We've talked about the hot tip, even temperature profile, heater expansion for better heat transfer and contraction for warranted removability. Which of those features do you think provides the biggest benefit to you?

All of these questions will guide you in your understanding of your prospect's interest and acceptance of your proposal. They involve the customer in the discussion and provide the opportunity for him or her to reveal the path to success. And they will bring you to the point where you know that it is time to close.

Friday Funnies

Sometimes, after playing golf, I reflect on all the beer I drink, I feel ashamed. Then I look into the glass and think about the workers in the brewery and all of their hopes and dreams. If I didn't drink this beer, they might be out of work and their dreams would be shattered. I think, "It is better to drink this beer and let their dreams come true than be selfish and worry about my liver."
... Babe Ruth

"I feel sorry for people who don't drink. When they wake up in the morning, that's as good as they're going to feel all day."
... Winston Churchill

Trial Close (Continued)2015-07-17

A trial closer is almost always more successful than a straight closer, because they flush out the prospect's thoughts and feelings about their presentation. Last week we stated that the trial close is an opinion-asking question rather than a decision-asking question. Therefore, the trial close does not risk a final "NO", rather acting like a report card on how the prospect is accepting your solution to needs expressed.

Watch for buying signals from the prospect with the trial close. You may sense a change in attitude and a warming up to your presence in their office. He or she may lean forward, change vocal tone and expression and follow with a question about your product. When you sense this degree of interest, it's time for a trial close.

The purpose of the trial close strategy is to help you know when to close the order. If the response is extremely positive, you may know that it is time to move right to the close. If the trial close is met with a chilly or negative response, you will understand how to continue. Trial close early and often and work toward your prospect's peak readiness with the close as the logical end of the discussion.

Friday Funnies

A nursery school teacher was delivering a station wagon full of kids home one day when a fire truck zoomed past. Sitting in the front seat of the fire truck was a Dalmatian dog. The children began discussing the dog's duties.

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

"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."

Trial Close2015-07-10

In our competitive marketplace, there will be no sale unless the prospect trusts you, the prospect sees what's in it for him or her, and the prospect accepts your benefits and solutions. Trial close questions are one of the very best ways to determine what they think about your product. Unfortunately, this technique is one of the most underutilized strategies in selling.

A trial close is any attempt to start closing the sale before completion of the selling process. The purpose of the trial close is to see how near the prospect is to buying. It is a low-risk strategy that measures the prospect's desire and tells you what you need to adjust to make the sale.

The trial close is always an opinion-asking question as opposed to a decision-asking question. For example, "Which of the benefits of our heater is most important to you?" or "Do you think that eliminating bore seizure will make a big savings in maintenance time?" Securing the answers to opinion questions will help you control the direction of the interview and align yourself with the needs of the prospect.

Congratulations to the
U.S.A. Women's Soccer Team
for winning the World Cup !!!

Friday Funnies

Rosa and Arthur, now well into their 80's, went to breakfast at Bert's Café where the "seniors' special" was two eggs, bacon, hash browns and toast for $2.99. 'Sounds good,' murmured Rosa. 'But I don't want eggs.'

'Then I'll have to charge you three dollars and forty-nine cents because you're ordering à la carte,' the waitress warned her.

'You mean I'd have to pay for not taking the eggs?' Rosa spluttered.

'Yes.' stated the waitress.

'I'll take the special then.' Rosa eventually decided, smiling at Arthur.

How do you want your eggs?' the waitress asked.

'Raw and still in the shell,' Rosa answered with a glint in her eye. Rosa took the two eggs home.

Moral of the story: You can't keep a good old'un down.

4th of July2015-07-03

In June of 1826, Thomas Jefferson sent a letter to Roger C. Weightman, declining an invitation to come to Washington, D.C. to help celebrate the 50th anniversary of the Declaration of Independence. It was the last letter that Jefferson, who was gravely ill, ever wrote. In it, Jefferson says of the document:

"May it be to the world, what I believe it will be ... the signal of arousing men to burst the chains ... and to assume the blessings and security of self-government. That form, which we have substituted, restores the free right to the unbounded exercise of reason and freedom of opinion. All eyes are opened, or opening, to the rights of man. ...For ourselves, let the annual return of this day forever refresh our recollections of these rights, and an undiminished devotion to them."

On this 4th of July it is my fervent hope that we forever maintain that devotion to the freedom that we have enjoyed in our lives. And it is my prayer that our society and our leaders commit to the well-being of a government that both can and will continue to support the rights and freedom of all. Happy Independence Day to you !!!

Happy 4th at Dalton Electric !!!

The Internet2015-06-26

About 35+ years ago, some enterprising professor at the University of Connecticut figured out a scheme to realize some income for the school. He wrote a letter to a large number of companies, stating that if they provided a few "keywords", he would mail (postal) them a series of scholarly articles about that subject. At the time I was doing some research on the effect of silver migration in printed membrane switches. From the keywords of 'silver' and 'migration', I received an envelope of articles about the color spectrum of silver, bird migration and several helpful articles about silver migration. Little did I know, this was the raw beginnings of today's internet.

The internet has grown to affect every business in a significant way ... a fact which came to bear full force at the end of last week at Dalton Electric. One of the desktops in the office caught a virus and began sending out spam. By the time we had cleaned the virus, we found our URL on a blocked list by an organization called Spamhaus. The majority of Dalton Electric emails were blocked from delivery ... this Newsletter, Quotes, Order Acknowledgements and simple communications were blocked.

Communication to and from our company is of paramount importance. We pride ourselves on returning quotes quickly so they can get to customers immediately. Order Acknowledge- ments go out on the day that a qualified order is received. If ever you do not receive a quick response from Dalton, assume it is a glitch in internet transmission and send it again. Open communication will ensure our mutual success.

Friday Funnies

A man in a hot air balloon is lost. He sees a man on the ground and reduces height to speak to him.

"Excuse me, can you tell me where I am?"'

"You're in a hot air balloon hovering thirty feet above this field," comes the reply.

"You must work in Information Technology," says the balloonist.

"I do," says the man, "How did you know?"

"Well," says the balloonist, "Everything you told me is technically correct, but it's no use to anyone."

"You must be in business," says the man.

"I am," says the balloonist, "How did you know?"

"Well," says the man, "You don't know where you are, you don't know where you're going, but you expect me to be able to help. You're in the same position you were before we met, but now it's my fault."

More About Diameter2015-06-19

The other day a customer asked if we could provide and "exact" diameter with no tolerance. What he was asking for is a centerless ground diameter. It is a technique that conventional (solid diameter) heater manufacturers use to produce a heater diameter that is extremely close to the I.D. of the bore. Conduction heat transfer (metal-to-metal contact) is the optimum form of moving heat into a heat sink and an interference fit is the best shot that a conventional cartridge manufacturer has at it.

But all dimensions have tolerance (however small) and the likelihood of matching diameters is extremely poor. Inserting the heater into the bore could be anything from very difficult to impossible, without further machining. And if a great fit is actually achieved, the blessed heater will never come out of the bore without drilling.

This whole exercise is contrary to the philosophy of the Watt-Flex® split-sheath cartridge heater. The bilateral expansion of the two half sheaths results in intimate contact between the heater and the bore, affecting heat transfer that cannot be achieved with a conventional cartridge heater. Stick with Watt-Flex heaters ... no special grinding required ... the best, just the way they are.

Friday Funnies

A carload of hunters, on holiday, looking for a place to hunt, pulled into a farmer's yard in County Waterford, Ireland. The driver, Brannagh, went up to the farmhouse to ask permission to hunt on the farmer's land.

The old farmer said, 'Sure you can hunt, but would you be doing me a favour? That old donkey standing over there is 20 years old and sick with cancer, but I don't have the heart to kill her. Would you do it for me?'

Brannagh replied, 'Of course I will,' and strolled back to the car. While walking back, however, Brannagh decided to play a trick on his hunting friends. He got into the car and when they asked if the farmer had said if it was alright, he said, 'No, we can't hunt here, but I'm going to teach that old fellow a lesson he won't forget.

'With that, the Irishman rolled down his window, stuck his gun out and shot the donkey. As he shouted, 'To be sure, that will teach him,' a second shot rang out from the passenger side and one of his hunting mates yelled, 'And me, begorrah, I got the cow.

Diameter Confirmed2015-06-12

We recently had a problem with a customer of a distributor who ordered a healthy number of 3/8" diameter heaters. When we received them all back, we found mushroomed heater tips, bent sheaths in various places and broken headers. It was obvious that the customer had bores that were well under specification and they had tried to pound the heaters into insertion. This caused the tip to expand, the sheath to bend and a fracturing of the header weld.

Our heaters are manufactured at .005" (.127mm) under the specified diameter, with a tolerance of +/-.002" (+/-.05mm). In this case, all heaters we within the specification of .370" +/-.002" 100% of our heaters are tested in Quality Control before they are shipped. One of the tests is to pass a ring gauge over the heater. This gauge is at the top end of our tolerance and when it passes completely over the heater, we can be assured that it is not oversized.

The above gauges are Go and NoGo rings that perfectly define the lower and upper limits of our tolerance. The Go gauge will slide completely over the heater and the NoGo gauge cannot. Conventional heaters have the additional concern of camber, or straightness of the tube. If it does not reasonably match the straightness of the bore, insertion can be very difficult, regardless of diameter tolerances. Watt-Flex® split sheath cartridge heaters have the flexibility to slide into the hole, even if the bore is warped.

Friday Funnies

I told my wife that she was drawing her eyebrows too high ... she looked surprised.

Did you ever notice that a chicken coop only has two doors ... if it had four doors, it would be a chicken sedan.

I went to a really emotional wedding last weekend ... even the cake was in tiers.

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!'