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!

New Logo2014-09-05

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

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

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

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

Friday Funnies

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

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

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

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

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

New Logo for Dalton2014-08-29

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

1 - This is our existing logo.
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#2 - A different presentation with reversed copy
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#3 - The changing of the "o" in Dalton to the profile image of a split sheath heater
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#4 - With reversed copy
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#5 - With the split sheath as traditionally presented
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#6 - With reversed copy
*************************************************************************

So send us a reply and weigh in on your favorite with any comments as to why it strikes you. Thank you and we look forward to your feedback.

Friday Funnies

Morris, an 82 year-old man, went to the doctor to get a physical

A few days later, the doctor saw Morris walking down the street with a gorgeous young woman on his arm. .

A couple of days later, the doctor spoke to Morris and said, 'You're really doing great, aren't you?'

Morris replied, 'Just doing what you said, Doc: 'Get a hot mamma and be cheerful.''

The doctor said, 'I didn't say that.. I said, 'You've got a heart murmur; be careful.'

Price Objection Insights III2014-08-22

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

1) Continuous Heating Coil

2) Tip Options

3) Compaction of MgO

4) Expansion when Energized

5) Contraction when De-energized

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

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

Friday Funnies

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

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

"What do you mean?" I said.

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

Price Objection Insights II2014-08-15

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

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

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

Friday Funnies

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

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

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

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

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

Insights into Price Objections2014-08-08

Insights into Price Objections

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

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

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

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

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

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

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

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

easily surpasses any price consideration or objection.

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

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

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

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

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

           Friday Funnies

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

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

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

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

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

to close the door.

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

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

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

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

Madam, I will personally eat the remainder.'

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

they cut off my electricity this morning.'

When and How Shipped2014-08-01

When and How Shipped

 

Discussions with distributors consistently reveal just how consistent Dalton is

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

consistently been three weeks for several years and our Production Management

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

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

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

 

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

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

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

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

Class supplier !!!

 

 

 

Friday Funnies

 

Why does Waldo wear a stripped shirt?

 

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

One or Two ... Yesterday2014-07-25

One or Two ... Yesterday

This Newsletter is re-visiting a point that we made a couple of years ago.

Customers often have a requirement for a small quantity of a certain cartridge

heater ... it might be two of a particular design ... and often they need them

yesterday.  Dalton Electric Heating Co. does not have stock heaters per se,

but we do have what we call over-run.  When we receive an order, we plan

more heaters than the specified quantity, to ensure that we meet the order

quantity.

Our tough Quality parameters often take a heater or two out of an order, but if

there is no scrap, any extra heaters go into the over-run.  Heaters are stored

in their basic form without accessories.  So if you email or call with a specific

wattage, voltage, diameter and length, we can probably match it from the

thousands of heaters in our over-run.    And from there, we add the accessories

that you want ... length and temp rating of wires, header, stainless hose or braid,

flange, etc. and ship it within a day.

If you have a small quantity requirement, give a call or email to Dale, Yvette or

your Regional Sales Manager and we'll see what we can do to match your

desired heater with specific accessories.

 

 

         Friday Funnies

During a visit to my doctor, I asked him, "How do you determine whether or not

an older person should be put in an old age home?"


"Well," he said, "we fill up a bathtub, then we offer a teaspoon, a teacup and a

bucket to the person to empty the bathtub."


"Oh, I understand," I said. "A normal person would use the bucket because it

is bigger than the spoon or the teacup."

"No" he said. "A normal person would pull the plug. Do you want a bed near

the window?"

Sealed Up Tight2014-07-18

Sealed Up Tight

Packaging applications and sealing bars present some unique problems.  The

three biggest are uneven heating, repeated flexing of the wire / termination and

sealing against washdown or product contamination.  You are well aware that

the continuous coil in the Watt-Flex® cartridge provides an even temperature

profile and eliminates the possibility of sectional burnout, which is commonly

experienced with conventional heaters.

The flexing and sealing aspects of this application are addressed with our MW

transition.  The right angle header is welded around on the heater to form a seal.

A rigid piece of tubing extends off the header with a specially prepared crimp

near its end. 

                                 

A very flexible cable is used that consists of a twisted pair of wires, each

insulated with a primary teflon extrusion.  This pair is then over-extruded with

a silicone jacket, sealing the wire but allowing great flexibility and resistance

to breakage.  This wire is terminated into the heater and crimped into the tube

extending from the header, grabbing the insulation over the wire andstabilizing

the termination from repeated flexing.

Completion of the sealing process is accomplished by RTV potting the entire

header and application of a meltable wall shrink over the entire transition.

Packaging problems are generally eliminated with this transition from heater

to wire, again reducing your customer's Cost of Heating.

            Friday Funnies

Sitting by the window of her convent, Sister Barbara opened a letter from home

one evening. Inside the letter was a $100 bill her parents had sent.

Sister Barbara smiled at the gesture. As she read the letter by the window, she

noticed a shabbily dressed stranger leaning against the lamp post below.

 

Quickly, she wrote, "Don't despair. Sister Barbara," on a piece of paper, wrapped

the $100 bill in it, got the man's attention and tossed it out the window to him. The

stranger picked it up, and with a puzzled expression and a tip of his hat, went off

down the street.

The next day, Sister Barbara was told that a man was at her door, insisting on

seeing her. She went down, and found the stranger waiting. Without a word, he

handed her a huge wad of $100 bills.

"What's this?" she asked.

 

"That's the $8,000 you have coming Sister," he replied.  "Don't Despair

finished first and paid 80-to-1."

World Cup2014-07-11

World Cup

It seems like everybody is watching the World Cup and you can expect the Sunday ratings for the Finals to be very high. The final match between Germany and Argentina should be excellent, followed by most Americans talking about it for a day and then going back to a life devoid of soccer (futbol) for four years. In the meantime, we share a few of the Late Night T.V. comments:

Welcome to the Tonight Show. I'm Jimmy Fallon — and in the time it took me to say that, Germany scored five more goals against Brazil. There was a huge blowout at the World Cup yesterday when Germany beat Brazil 7-1 in the semifinals. It got so bad that the refs told Brazil, "You know what? Go ahead and use your hands."

Late Night with Seth Meyers: Yesterday, Brazil lost to Germany in the World Cup semifinals by a score of 7 to 1. People in Brazil were so upset that they partied only until 3 in the morning. A British man is being fined 150 pounds for stealing a box of diapers. The man was able to steal the diapers because they were being guarded by a Brazilian goalie.

 

 

Independence Day

 

Last Friday was the 4th of July ... American Independence Day. We had the day off and, as a result, there was no TGID Newsletter. On Thursday afternoon we had a wonderful team building cookout with Dogs and Burgers and all the fixings. We all hope that this day marked an early point in a wonderful summer for all.

Independence Day Cake

Properly Connected2014-06-27

Properly Connected

Watt-Flex® cartridge heaters are generally supplied with stranded nickel leads that are stripped at the end for termination. But Dalton can certainly supply other options, beginning with simple nickel ring terminals and small crimped-on connectors.

Dalton's Nunez

Replacement heaters often need an exact match to existing connectors. If a customer has a particular connector, no matter how complicated, we are happy to take a look at it. We will need the Manufacturer's name and the model of the connector. Please let us know if we are to supply only the male end, connected to the heater or both male terminated and the female in the shipment. We will be happy to quote a direct replacement in an existing application.

Dalton's Nunez

 

 

Friday Funnies

 

"So, Jimmy", said Grandpa, as they stood on line at the local grocery store. "What did you learn in school today?" "To tell you the truth," answered young Jimmy, "I'm not exactly sure. My teacher was going on and on about something called ethics, and I still don't know what she was talking about!"

"Ah, ethics" responded Grandpa, "very important indeed. Well, let's say the cashier gives me back too much change, ethics would be whether I keep the change for myself, or if I give it back to Grandma!"

Dalton's Newest !!!2014-06-20

Dalton's Newest !!!

Dalton Electric's front office is again at full strength with the addition of Yvette Nunez. She comes to us with a varied background, including Office Administration, Database Supervision, Patient Care Coordinator for Sleep Health Centers and a Call Center Representative for more than 50 Health Care practices.

Dalton's Nunez

Hablamos Espanol ... Yvette is fully bilingual in English and Spanish and will add an enthusiastic and professional element to our capabilities. Her customer service experience and attention to detail, borne of the medical industry, will be an asset to all of our distributors and customers.

Yvette has spent the week training with our Sales crew as well as a couple of days in production, working every manufacturing station, as all new employees do. She has thoroughly enjoyed her first week and looks forward to talking with all of you. Please extend a greeting to her if you call in.

 

 

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.

A husband is someone who, after taking the trash out, gives the impression that he just cleaned the whole house.

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!

Fit the Hole2014-06-13

Fit the Hole

Fit is defined as the difference between the O.D. (outside diameter) of a cartridge heater and the I.D. of the bore into which it is inserted. Of course we know that the big advantage of the Watt-Flex® cartridge heater is its ability to expand in an oversized bore to make contact with the walls of the bore. This wall-to-wall contact allows for maximized conduction, the most efficient form of heat transfer.

I recently had a question from a distributor who was selling centerless ground cartridge heaters to maximize fit, for purposes of gaining the best fit with high watt density heaters. At Dalton we make our heaters .005" under the spec dimension with a +/- .002" tolerance. Every heater that we ship must allow a ring gauge to be slid over its length. The ring gauge is .001" over the top diameter of the tolerance of the heater, as it cannot be an interference fit. This ensures that the heater will fit into the bore, every time.

The other issue is camber ... this is basically a measure of the straightness of the cartridge. If the heater camber is a little off, or the bore of the host metal is not quite straight, a solid conventional heater will hang up. The Watt-Flex heater will bend slightly to match an uneven bore, allowing ease of insertion and extraction. They are shipped straight, but their flexibility allows for the inconsistencies of manufactured products.

 

 

Friday Funnies

 

Best Boss in the World !!!

Smith goes to see his supervisor in the front office. "Boss," he says, "we're doing some heavy house-cleaning at home tomorrow, and my wife needs me to help with the attic and the garage, moving and hauling stuff."

"We're short-handed, Smith," the boss replies. "I can't give you the day off."

"Thanks, boss," says Smith, "I knew I could count on you!"

Driving Tips2014-06-06

Driving Tips

I travelled with several salespeople recently who have a general wrinkle across the front and left shoulder of their dress shirt. It is a reasonably small thing, but it looks untidy ... it is from their seatbelt pressure. Any time I am in a car for business, I carry a binder clip. After I fasten my seat belt, I pull it out slightly and install the clip so that the belt cannot retract into the door column. It eliminates the pressure across my chest, increasing my comfort and keeping my shirt crisp.

Second are simply those little hints that make your trip more efficient. Tire pressure is a big deal ... check your tires at least every month. The right pressure makes a healthy difference in gas consumption. And use your cruise control. The steady speed saves plenty on fuel consumption and exhaust emmissions ... and it will keep you from edging over your speed comfort zone.

Finally, my wife read an interesting article to me this morning. It talked about all of the Twin TradeTower daily occupants who were late to work for a variety of problems that fateful day ... traffic delays, a breakdown, an irritating errand necessi- tated by a home problem, etc. Their impatience with the morning routine interruptions likely turned to an awakening ... take your time and be patient. It may be the universe telling you to tune it down for a reason ... survival.

 

 

Friday Funnies

 

At a recent computer expo, Bill Gates reportedly compared the computer industry with the auto industry and stated, "If Ford had kept up with technology like the computer industry has, we'd all be driving $25 cars that got 1,000 miles to the gallon."

In response to Bill's comments, Ford issued a press release stating: If Ford had developed technology like Microsoft, we'd be driving cars with the following characteristics :

1. For no reason whatsoever, your car would crash daily.

2. Every time they repainted the lines in the road, you'd have to buy a new car.

3. On the freeway, your car would occasionally stop running. You'd have to pull to the side of the road, close windows, shut off car, restart it, and re-open the windows before continuing.

4. Occasionally, executing a particular maneuver would cause your car to shut down and be unable to be restarted, in which case you would have to reinstall the engine.

5. The oil, water temperature, and alternator warning lights would all be replaced by a single "This Car Has Performed An Illegal Operation" warning light.

6. The airbag system would ask, "Are you sure?" before deploying.

7. Occasionally, your car would lock you out and refuse to let you in until you simul- taneously lifted the door handle, turned the key and grabbed hold of the radio antenna.

8. Every time a new model was introduced, buyers would have to learn how to drive again because none of the controls would operate in the same manner.

9. You'd have to press the "Start" button to turn the engine off.

Down the Line2014-05-30

Down the Line

Yesterday I visited one of our major suppliers. I met with the most important people in the company for an enjoyable lunch, followed by a tour of the manufacturing facility. Having thoroughly prepared for my visit, they presented me with a complete four-year history of our purchases, broken down by year and product. The tour of the plant reflected the pride that they take in supplying a 100% premium quality component for our heaters.

Prior to this plant visit, I had made three joint call with a local distributor salesman. The calls reflected careful planning and preparation. He was bringing his supplier into three accounts that we would jointly pull away from competitors. His presentation of Dalton Electric was both consistent with the pride that we take in supplying the highest quality heaters on the market, as well as the pride that our supplier presented to me during my plant tour later in the day.

My take-away from the day is the necessity for each of us not only to think like a supplier, but to think like a customer also. If you can project yourself to the view of your customer, you can easily see the things that are important to them from you, the supplier... quick response to requests, understanding of needs, thoughtful and informed suggestions and decisions and high quality solutions and products for their requirements.

 

 

Friday Funnies

 

I am not too old, I think! I was working out at the gym when I spotted a sweet young thing walking in....

I asked the trainer standing next to me, "What machine should I use to impress that young lady over there?"

The trainer looked me over and said: "I would strongly recommend the ATM in the lobby."

Bring Them Back2014-05-23

Bring Them Back

Often times first-time customer remain just that ... never to buy your products again. What does it take to get that customer to step up a second time and eventually become a loyal customer?

1) When a customer orders, they tell you what they want. Can you identify a need beyond a simple purchase. What more can you provide? Ask questions to make sure they ordered what best fits their needs. If you find a better fit, better performance or cost reduction, you will win loyalty.

2) Give a bonus ... it could be something that is already included with the product or it could be going a bit beyond the buy-sell relationship. Maybe you could offer to put a few of the product on the shelf, pushing the J.I.T. benefit and reducing future concern. Loyalty grows if they know you support them.

3) Keep it fresh ... put a tickler in your system and follow up with first-time customers. Offer information about another product or how you can address another application. Keep the communication alive !!!

 

 

Friday Funnies

 

An old country preacher had a teenage son, and it was getting time the boy should give some thought to choosing a profession. Like many young Men his age, the boy didn't really know what he wanted to do, and he didn't seem too concerned about it. One day, while the boy was away at school, his father decided to try an experiment.

He went into the boy's room and placed on his study table four objects:
1. A Bible.....
2. A silver dollar.....
3. a bottle of whiskey
4. And a Playboy magazine.....
'I'll just hide behind the door,' the old preacher said to himself.
'When he comes home from school today, I'll see which object he picks up.
'If it's the Bible, he's going to be a preacher like me, and what a blessing that would be!
'If he picks up the dollar, he's going to be a businessman, and that would be okay, too.
'But if he picks up the bottle, he's going to be a no-good drunken bum, and Lord, what
a shame that would be.
'And worst of all if he picks up that magazine, he's going to be a skirt-chasing womanizer.'

The old man waited anxiously, and soon heard his son's footsteps as he entered the house
whistling and headed for his room. The boy tossed his books on the bed, and as he turned
to leave the room he spotted the objects on the table. With curiosity in his eye, he walked
over to inspect them. Finally, he picked up the Bible and placed it under his arm. He picked
up the silver dollar and dropped it into his pocket. He uncorked the bottle and then opened
the magazine to the centerfold.

'Lord have mercy,' the old preacher whispered. He's gonna run for Congress.'