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!

4th of July2017-06-30

4th of July           

Independence Day … as we celebrate our national freedoms and great nation, here are a few

facts about the 4th of July.  The Declaration of Independence was principally drafted by Thomas

Jefferson.  Early in the draft, he changed the words “Life, Liberty and the Pursuit of Property to                                                        

“Life. Liberty and the Pursuit of Happiness”. 

The 2nd of July is the real day of Independence, but the 4th is the day of celebration, because

that is when Congress accepted the Declaration.  Only two men signed the Declaration on the

4th … Charles Thompson and John Hancock. Most of the rest signed on August 2, but the
last signature wasn't added until 5 years later.

The average age of a signer of the Declaration was 45 years.  The youngest at age 27 was

Thomas Lynch Jr. of South Carolina and the oldest at age 70 was Benjamin Franklin of Penn-

sylvania.  Thomas Jefferson was 33 years old.  One of eight signers were educated at Harvard

University.  8 of the 56 signers were born in Britain.

24 of the signers were lawyers and jurists.  11 were merchants and 9 were farmers and plantation

owners.  5 signers were captured by the British as traitors and tortured before they died.  9 of

the 56 fought and died of wounds or hardships in the Revolutionary War.

The White House held its first 4th of July party in 1801. The oldest continuous Independence Day

celebration in the United States is the 4th of July Parade in Bristol, Rhode Island; it began in 1785.

Today, 88% of imported American flags are made in China.  97% of imported fireworks are from

China.  An estimated 155 million hot dogs will be consumed on the 4th of July.

 

     Have a Happy and Safe 4th of Julyweekend !!!

        Friday Funnies

Father William, the old priest, made it a practice to visit the parish school one day a week. He

walked into the 4th grade class, where the children were studying the states, and asked them

how many states they could name. They came up with about 40 names. 

Father William jokingly told them that in his day students knew the names of all the states.  One

lad raised his hand and said, 'Yes sir, but in those days there were only 13 states.

Who Cares?2017-06-23

Who Cares?

This TGID newsletter has carried technical information about Watt-Flex® cartridge heaters and  a

variety of sales techniques.  We have attempted to provide pointers for consideration to increase

our professionalism and success in the selling process.  But this week I came to the real crux of the

issue from a comment by a friend.  We can apply need assesment and fulfillment, consultive selling

techniques and every bit of personal discipline learned over years of selling, but it all boils down to

one simple thing: Does your customer or prospect really care?

 

And if they don’t, you must either cause them to care or you are wasting your time.  So if they do

care, you are ahead of the game … if they don’t, how do you cause them to care?  First and

foremost, sales is all about relationship.  Whether you are old friends or newly introduced, you

must establish the fact that you are there for him/her.  Roughly translated, they should care

because you do … approached with the attitude that what’s good for them is good for you.

 

Effective application investigation (lots of understanding questions) helps them to know that it

is important to you, and what prospect doesn’t like talking about what’s important to them?

Taking a look at the actual process or machine and walking the aisles with the prospect helps

cement your relationship.  And finally, caring to present the right product and service will seal

the deal.  The long and the short of it is: if your customer or prospect believes that your really

care, they will too.

 

                Friday Funnies

Why, in winter, do we try to keep the house as warm as it was in summer when we

complained about the heat?

If it's true that we are here to help others, then what exactly are the others here for?

Feedback2017-06-16

Feedback

 

We receive steady feedback on the TGID Newsletters, but wanted to share one from last week

that serves to punctuate the offering.

 

“Your email this week is exactly on point.  A couple of things I might add to what you said are: the

people we talk to live the business they are in all day … they know it backwards and forwards for

the most part.  We live in heating all day and should know it backwards and forwards, and if we

don't, our customer will see it and lose faith in us.  Once that happens, it will be next to impossible

to gain it back. 

 

 

When I was five years old and had just told a lie to my father, he told me that I should tell the truth

all the time.  If I did lie just once, I would be a liar to whom I was untruthful.  The same is true of not

knowing what you are talking about when applying heaters to our customers application.  If our

answer is wrong and the customer finds out (and he will), he will never trust us again … or at least

not for a very long time.

                                                           

                                                          

The second thing I wanted to mention is that today, with nearly every company having a web

presence, there is no excuse for being unfamiliar with what they do.  We should know what they

make, what raw materials they use and who their customers are.  Our customers take for granted

that we know all that stuff.  If we don't, they will reluctantly tell us but would rather we came in

prepared.  They want to trust us … they want to hand over the responsibility for getting the right

product to us.  They want to get back to what they do, not worry about heaters.

Most of my email is junk.  I never open it. However I always look forward to seeing yours on Fridays,

thanks.”

 

 

                           Friday Funnies

 

Three friends from the local congregation were asked, "When you're in your casket, and friends and

congregation members are mourning over you, what would you like them to say?"

 

Artie said, "I would like them to say I was a wonderful husband, a fine spiritual leader, and a great

family man."

 

Eugene commented, "I would like them to say I was a wonderful teacher and servant of God who

made a huge difference in people's lives.."

 

 

Al said, "I'd like them to say, Look, he's moving!”

Credibility2017-06-09

Credibility

Establishing credibility with your customer is critical to the value that you represent.  It is

primarily a function of your performance and positioning yourself as an asset who will

contribute to your customer’s needs.  So what are the factors that establish you as a

credible resource?

                                                 

It begins with knowing your products and how they technically fit with customer needs.

And that brings us to knowing your customer’s business.  Take the time to visit their

website and project how your product will fit in their manufacturing applications.  Ask

questions and qualify what you know, so you can effectively sell to their needs.

Pay attention to detail … the more you understand, the more credibility you will possess.

Provide meaningful information so your customer knows that their time is not wasted

and that you are laser focused on their needs.  They will be more willing to turn to you

in the future for recommendations and advice.  And finally, service the account with

effective follow-up, assuring that the value that you sold is, in fact, supplied.

  

                     Friday Funnies

An 5-year-old girl went to her grandfather, who was working in the yard and asked him,

"Grampa, what is a couple sex? "

The grandfather was surprised that she would ask such a question, but decided that if

she's old enough to know to ask the question then she's old enough to get a straight

answer.  Steeling himself to leave nothing out, he proceeded to tell her all about human

reproduction and the joys and responsibilities that go along with it.  When he finished

explaining, the little girl was looking at him with her mouth hanging open, eyes wide in

amazement.

Seeing the look on her face, the grandfather asked her, "Why did you ask this question,

honey? "

The little girl replied, "Well, Grandma says to tell you that dinner will be ready in just

a couple secs.”

Best Sermons II2017-05-26

Best Sermons II

Last week we received so many positive comments on our Best Sermons Newsletter, we

offer the other half of the series:

  6.  Today, as my father, three brothers, and two sisters stood around my mother's hospital

bed, my mother uttered her last coherent words before she died.  She simply said, "I feel so

loved right now.  We should have gotten  together like this more often."  YES, WE SHOULD!

  7. Today, I kissed my dad on the forehead as he passed away in a small hospital bed. 

About 5 seconds after he passed, I realized it was the first time I had given him a kiss since

I was a little boy.

  8. Today, in the cutest voice, my 8-year-old daughter asked me to start recycling.  I

chuckled and asked, "Why?"  She replied, "So you can help me save the planet."  I chuckled

again and asked, "And why do you want to save the planet?"  Because that's where I keep
all my stuff," she said.

  9.  Today, when I witnessed a 27-year-old breast cancer patient laughing hysterically at her

2-year-old daughter's antics, I suddenly realized that I need to stop complaining about my life

and start celebrating it again.

  10. Today, a boy in a wheelchair saw me desperately struggling on crutches with my broken

leg and offered to carry my backpack and books for me.  He helped me all the way across

campus to my class and as he was leaving he said, "I hope you feel better soon."

  11. Once, I was traveling in Kenya and I met a refugee from Zimbabwe.  He said he hadn't

eaten anything in over 3 days and looked extremely skinny and unhealthy.  Then my friend

offered him the rest of the sandwich he was eating.  The first thing the man said was, "We can
share it."

 

Blessings to our citizens in uniform and special blessings to all our American Veterans.

And a very happy Memorial Day to all !!!

         Friday Funnies                  

The military has a long, proud tradition of pranking recruits. Here are some favorites:

• Instructed a private in the mess hall to look for left-handed spatulas

• Sent a recruit to medical-supplies office in search of fallopian tubes

• Had a new guy conduct a “boom test” on a howitzer by yelling “Boom!” down the tube in

  order to “calibrate” it

• Ordered a private to bring back a five-gallon can of dehydrated water (in fact, the sergeant

  just wanted an empty water can)

Best Sermons2017-05-19

Best Sermons 

Every so often I receive an email with stories that I fully enjoy.  These is a few testimonies

that are best sermons lived, not preached:

  1. Today, I interviewed a grandmother for part of a research paper I'm working on for

my Psychology class.  When I asked her to define success in her own words, she said,

"Success is when you look back at your life and the memories make you smile."
  
  2. Today, I asked my mentor - a very successful business man in his 70s - what his top

three tips are for success.  He smiled and said, "Read something no one else is reading,

think something no one else is thinking, and do something no one else is doing."

  3.  Today, after a 72 hour shift at the fire station, a woman ran up to me at the grocery

store and gave me a hug.  When I tensed up, she realized I didn't recognize her.  She

let go with tears of joy in her eyes and the most sincere smile and said, "On 9-11-2001,

you carried me out of the World Trade Center."
  
  4. Today, after I watched my dog get run over by a car, I sat on the side of  the road 

holding him and crying.  And just before he died, he licked the tears off my face.
  
  5. Today at 7AM, I woke up feeling ill, but decided I needed the money, so I went into

work.  At 3 pm I got laid off.  On my drive home I got a flat  tire.  When I went into the

trunk for the spare, it was flat too.  A man in a BMW pulled over, gave me a ride, we

chatted, and then he offered me a job.  I start tomorrow.

So there’s a little feel-good for this Friday TGID.

 

 

                   Friday Funnies

Sitting on the side of the highway waiting to catch speeding drivers, a State Police

Officer sees a car puttering along at 22 MPH.  He thinks to himself, “This driver is just

as dangerous as a speeder!”  So he turns on his lights and pulls the driver over. 

Approaching the car, he notices that there are five old ladies, two in the front seat

and three in the back, eyes wide and white as ghosts.  The driver, obviously confused,

says to him, “Officer, I don’t understand, I was doing exactly the speed limit.  What

seems to be the problem?” 

“Ma’am,” the officer replies, “You weren’t speeding, but you should know that driving

significantly slower than the speed limit can also be a danger to other drivers.

“Slower than the speed limit?” she asked. “No sir, I was doing the speed limit exactly …

Twenty Two miles an hour,” the old woman says a bit proudly.  The State Police

Officer, trying to contain a chuckle, explains to her that “22” was the route number, not

the speed limit.  A bit embarrassed, the woman grinned and thanked the officer for

pointing out her error.

“But before I let you go, Ma’am, I have to ask … I everyone in the car O.K.?  These

women seem awfully shaken and thy haven’t muttered a single peep this whole time,”

the officer asks.

“Oh, they’ll be alright in a minute, officer. We just got off Route 128.”

Thermocouple Profiles II2017-05-12

Thermocouple Profiles II

 

Last week we reviewed the use of the side groove to accommodate insertion of a needle-

type thermocouple.  This physical configuration is available in ¼” and ” diameter heaters

up to 15” long and ½” heaters up to 7” long.  ½” heaters longer than 7” and larger diameter

heaters employ a different construction.

 

A mandrel is inserted between the sheath halves during the swaging ((compacting) process,

which results in a formed groove between the heaters legs.  This groove will accommodate

an 0.040” diameter needle-type thermocouple and is generally 6 to 8” long.  The critical

element in this design is that the tip of the thermocouple, where the temperature is monitored,

is completely in the heated section of the heater.

                                                                               

                

As in the side groove construction, the thermocouple monitors the temperature at the

sheath of the heater as opposed to the coil temperature in a conventional cartridge

design.  And the thermocouple can be easily withdrawn for replacement upon failure,

instead of throwing out the entire unit as the conventional heater design dictates.  Again,

the Watt-Flex split sheath cartridge heater offers distinct design benefits.

 

 

 

              Friday Funnies

 

I was in the six item express lane at the store quietly fuming.

 

Completely ignoring the sign, the woman ahead of me had slipped into the check-out

line pushing a cart piled high with groceries. Imagine my delight when the cashier

beckoned the woman to come forward looked into the cart and asked sweetly, "So

which six items would you like to buy?"

 

(Wouldn't it be great if that happened more often?)

Thermocouple Profiles2017-05-05

Thermocouple Profiles

It has been a number of years since we discussed thermocouples and their use with

Watt-Flex® cartridge heaters.  Conventional cartridge heaters employ an internal

thermocouple, which measures the temperature of the heating coil in the heater.  The

Watt-Flex heater can be supplied with a groove along the split in the sheath which

will accommodate a .040” or .062” diameter needle-type thermocouple.

            

 

The thermocouple slides along the groove (within the diameter of the heater and bore)

to the tip of the heater and can monitor the temperature at any point along the profile of

the heater, depending on how far it is inserted.  It monitors the temperature at the point

of transfer from the heater to the host metal, providing a more accurate portrayal of the

process temperature.  The below picture shows the end of the thermocouple inserted to

monitor the temperature at the hot tip of the heater.

 

               

 

The thermocouple is usually the first to fail in a conventional heater, necessitating the

disposal of the entire unit. The external thermocouple of the Watt-Flex cartridge can

be easily replaced without shutting down the heating system.  Some users are more

concerned about down time and will insert one thermocouple on either side of the heater.

Then, with a failure, they simply disconnect one t/c and connect the other.

 

        Friday Funnies

Smith climbs to the top of Mt. Sinai to get close enough to talk to God.

Looking up, he asks the Lord. "God, what does a million years mean to you?"

The Lord replies, "A minute."

Smith asks, "And what does a million dollars mean to you?"

The Lord replies, "A penny."

Smith asks, "Can I have a penny?"                                                                                            

The Lord replies, "In a minute."

Selling Up2017-04-21

Selling Up

 

I read an interesting article that stated: “After years of record sales, volumes are forecast to

flatten out, or decline. When volumes drop, customers turn up the heat on their parts suppliers.”

Now I’m not sure that I agree with the author’s assessment of the future, at least for this year,

but the article got me thinking about how we deal with the pressure.  Most certainly, it will be a

direct assault on prices.

 

This puts manufacturers and sales organizations in a tight spot, because in a time of decreasing

volumes, a demand of decreasing prices becomes a double hit.  If you have a strong relationship

with your customer, dropping prices may not be the sole option.  In discussion, you must determine

what your customer’s objective is … almost certainly, it will be cost cutting.  If you are talking with

an OEM, cutting prices falls right to the bottom line.  This becomes a decision on their part as to

whether they stay with you at the price level you are willing to offer (concession or not) or go to

another vendor.  Customer loyalty becomes a decisive factor.

                                                                                                  

But If you are dealing with a user and are discussing the right product, you certainly have a leg

up.  Watt-Flex® cartridge heaters cut the Cost of Heating.  The longer life of a Dalton heater

will continue to improve their cost picture.  When they consider that removal of a seized

conventional heater generally costs more than a new cartridge heater, cost will dictate the

decision.  And machine downtime for more frequent and longer heater changeouts helps to

cement your position.  Forget the Price of the Heater … sell Cost of Heating !!!

 

 

 

 

          Friday Funnies

 

During his physical, the doctor asked the patient about his daily activity level.

He described a typical day this way:

“Well, yesterday afternoon, I waded along the edge of a lake, drank four beers, escaped from

wild dogs in the heavy brush, marched up and down several rocky hills, stood in a patch of

poison ivy, crawled out of quicksand, jumped away from an aggressive snake and took four

leaks behind big trees.”

Inspired by the story, the doctor said, “You must be one heck of an outdoors man!”

”No,” he replied, “I'm just a terrible golfer.”

Patriot's Day2017-04-14

Patriot’s Day

 

Patriots' Day was first established in the state of Massachusetts in 1894 as a public holiday,

commemorating the date of the Revolutionary War battles of Lexington and Concord.  The holiday

was originally celebrated on April 19, the actual anniversary of the battles (fought in 1775).   Mounted

re-enactors retrace the midnight rides of Paul Revere, Samuel Prescott and Billy Dawes (with police

car escorts), calling out warnings the whole way.

 

Trivia Question:  Lanterns were hung in the steeple of the Old North Church to notify the riders if the

British were marching around the land mass or loading in the longboats … “One if by land, two if by

sea.”  Which was it? 

 

 

           

       

Observances and re-enactments of the battles occur annually at the Lexington Green (around 6:00

am) and the Old North Bridge in Concord (around 9:00 am). The 2017-2018 World Champion

Boston Red Sox have been scheduled to play a home game at Fenway Park on Patriots' Day

every year since 1959. Perhaps the biggest event of Patriots' Day is the Boston Marathon, which has

been run every Patriots' Day since April 19, 1897 to mark the then-recently established holiday.  The

race links the Athenian and American struggles for liberty… marathons being so named after the

Greek Battle of Marathon.

                     

              Friday Funnies

 

What did George Washington say to his men before they crossed the Delaware?…”Get in the

   boat, men!”

What did King George think of the American colonists?… He thought they were revolting!

What did Paul Revere say at the end of his historic ride?… I’ve got to get a softer saddle!

A Hot Tip2017-04-07

A Tip

 

No, not some information for the track !!!  We're talking Watt-Flex® cartridge heaters.  The

question about use of the hot tip and cool tip has resurfaced a few times so let's review.

When we bend our heater over on itself, we have the option of leaving the coil compressed

so that it passes right across the tip of the heater, producing a fully heated tip or stretching

the coil so it de-rates the tip wattage.

 

The fully heated tip is exclusive to our split sheath design and should only be used when the

heat can be drawn off the tip of the heater through contact with the end of a closed bore

or sufficient air movement across the tip to wipe the heat away.  The hot tip is ideal for use

in branding tools, heat stake machinery, punch sealing machines, hot air knives and gate

probes for injection molding.

 

             

The cool tip design produces heat to the end of the heater, but essentially takes heat off

the "crown" of the tip.  If you look into an open bore, it will appear that the heater has a hot

tip as the capillary heat will move down the sheath to the tip.  The fear is that, if the heat

cannot be pulled off a hot tip, it will decrease the ability of the MgO insulation to act as a

dielectric and a short to sheath will occur.

 

Therefore, a heater to be used in an open bore should be designed as a cool tip.  Any hole

that is drilled through a laminating press, heat seal platen, packaging sealing bar, extrusion

head, plastic or rubber mold or manifold, thermoforming die and screen changer will employ

a cool tip.  This variety provides you with more options for successful Watt-Flex sales.

 

This Ad will appear in an e-newsletter

in GlobalSpec today … we are expecting more leads

of our distributors to follow … stay tuned !!!

 

 

            Friday Funnies

 

I asked the waitress for a quickie and she slapped me.  The elderly lady at the next

table leaned over and said, ‘It’s pronounced quiche, dear.”

35 Year Celebration2017-03-31

35 Year Celebration

 

Dale Lyons has run the office at Dalton Electric Heating for 35 years.  She began in

our old facility in Beverly, Massachusetts and has presided over the administration

of quotes, orders, invoices and collections.   She moved to our facility in Ipswich and

watched the company double and double in size, all the while managing growth with

capable attention.  All recipients of this TGID Newsletter are familiar with Dale’s

efficiency and response to customer requirements.

 

So for Dale’s 35th Anniversary, we threw a big company-wide party.  The great

surprise for her was that her son drove up from Connecticut and appeared at the

event.  We enjoyed an Italian buffet topped with a huge cake and ice cream.

 

 

     

 

We all look forward to the years ahead, filled with success and growth and it’s

comforting to know that Dale will be with us, exercising her special brand of

efficiency at Dalton Electric.

 

 

 

              Friday Funnies

The last of the Paraprosdokians

In filling out an application, where it says, "In case of emergency, notify.." I answered "a doctor."

 

Women will never be equal to men until they can walk down the street with a bald head and a

beer gut, and still think they are sexy.

 

You do not need a parachute to skydive. You only need a parachute to skydive twice.

I used to be indecisive, but now I'm not so sure.

Train Your Customer2017-03-24

Train Your Customer

 

If you can teach your customers a trick or two, you will raise their satisfaction with you

and your products.  Companies and effective salespeople all maintain that training is

a useful tool to raise satisfaction and retention.  It basically comes down to a simple

premise … customers who understand your products get the most out of their purchases

and are able to prevent or fix problems.

 

For example, share your design considerations with your customer:  Heaters are

sized so that heated section is not outside of the bore … teach them how length

tolerance impacts that design.  A flange or mounting bracket can best position and

hold the heater to optimize heat transfer.  Increasing wire size and possibly adding

a clip support will eliminate failure caused by wire flexing and movement.

 

Educate customers each time that you have contact with them.  Explain how and why

you did something to increase the effectiveness of the cartridge in their application.

Do it in an email so they will have something they can reference in the future.  And

if it is something they can do in the future, offer to show them how, or reinforce

something that you already taught them.                                                                                                           

 

       Friday Funnies 

More Paraprosdokians …

We never really grow up -- we only learn how to act in public.

War does not determine who is right, only who is left.

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad.

To steal ideas from one person is plagiarism. To steal from many is research.

Lead Wire Protection2017-03-17

Lead Wire Protection

 

The straight or right angle header on the Watt-Flex® cartridge heater is designed as a transition

piece between the heater and lead wire protection, usually either stainless hose or braid.  The

opening is slightly larger than the diameter of the heater which allows for heater expansion in the

bore.  And the header is welded on one side to accommodate this bilateral expansion.

 

Occasionally, a customer will use the header in the process of insertion into the bore by tapping

(or banging) it with a hammer and screw driver.  Since the header is welded on one side, this

process may cause the header to cock over at an angle, such that it comes in contact with the

insulation over the heater terminal.  From there, it is simply a matter of time before the woven

fiberglass insulation used with high temperature wire will break down.

 

   

 

 

The other problem is that the beating on the header can cause a cracking or breaking of the weld so

that it fails over time, resulting in the header pulling away from the heater (see above).  This will contribute  

to premature failure if there is any movement of the heated work piece. 

 

 

The solution to this problem is welding the header on both sides.  If the heater is longer than 12"

(depending on diameter), it will still expand in the bore to the point that contact is not a concern.

This "weld-around" technique will provide stability and integrity of the header so that it can take

a beating and not be affected.  Dalton Electric believes that it is our responsibility to accommodate

the customer's application and cause them to have to change their processes as little as possible.

 

        Friday Funnies

 

A man in Topeka, Kansas decided to write a book about Churches around the country. He began by

flying to San Francisco and started working his way east. Going to a very large church, he began taking

photographs and making notes. He spotted a golden telephone on the vestibule wall and was intrigued

with a sign, which read 'Calls: $10,000 a minute.'

Seeking out the pastor he asked about the phone and the sign. The pastor answered that this golden

phone is, in fact, a direct line to heaven and if he pays the price he can talk directly to God. The man

thanked the pastor and continued on his way. As he continued to visit churches in Seattle , Dallas,

St. Louis, Chicago, Milwaukee, and around the United States, he found more phones, with the same

sign, and the same answer from each pastor.

Finally, he arrived in Massachusetts.  Upon entering a church in Boston, MA. Behold - he saw the usual

golden telephone. But THIS time, the sign read "Calls: 35 cents."  Fascinated, he asked to talk to the pastor,

"Reverend, I have been in cities all across the country and in each church I have found this golden telephone

and have been told it is a direct line to Heaven and that I could talk to God, but in the other churches the cost

was $10,000 a minute. Your sign reads only 35 cents a call. Why?"

 

 

The pastor, smiling benignly, replied : "Son, you're in Boston--home of the Red Sox, New England Patriots,

Boston Celtics, and the Boston Bruins !  'You're in God's Country', It's a local call.

     Happy St. Patrick’s Day !!!

Minimizing Risk2017-03-10

Minimizing Risk

 

Value, value, value ... is what many successful salespeople spend all of their time

selling.  Features, advantages, benefits become the center point of "consultive"

selling.  But in their enthusiasm, salespeople often forget the flip side.  Many of

today's decision makers approach their buying from an investment standpoint,

with concern about using their company's money wisely.

                                                                                                 

 

Another approach to employ, depending on the response of your prospect to

your investigating questions, is to minimize risk.  How can your offer minimize

their chance of experiencing problems.  Machine downtime is a killer in a manu-

facturing environment and is usually far more expensive than the cost of a cart-

ridge heater.

                                

If you can effectively isolate several concerns on the part of your prospect, risk

reduction may be the most effective approach.  Bore seizure ... we can eliminate

that.  Constant replacement of heaters ... the Watt-Flex® cartridge heater will

extend operations with its longer life.  Problems with sections of a heater going

cold ... our continuous coil make that risk go away.

 

Don't let a prospect assume that risk and problems are limitations with which they

must live.  Effective questioning will uncover the risks and if they are a primary

concern, become an ally in minimizing them.

 

 

               Friday Funnies

 

More Paraprosdokians

To be sure of hitting the target, shoot first and call whatever you hit the target.

You're never too old to learn something stupid.

I'm supposed to respect my elders, but it's getting harder and harder for me to

find one now.