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!

Bore Diameter2018-01-19

Bore Diameter

We are often asked what the optimum bore diameter is for a Watt-Flex® cartridge heater.  As we all

know, our split-sheath cartridge heaters expand bilaterally to meet the sides of a bore when energized.

The affects more responsive heat transfer and causes the coil to run cooler to maintain the set-point

temperature, extending the life of the heater. But how much does it expand and what are the optimum

specifications for a bore?

                                                                       

We manufacture the heater .005" under the spec. dimension, with a tolerance of +/- .002". For example,

the ½” diameter heater is produced at .493” to .497”.  We like to maintain a minimum of .005" fit (difference

between the O.D. of the heater and I.D. of the bore) to ensure ease of insertion and removal. In this case,

we take the maximum heater diameter of .497”, add .005’ fit and have a minimum bore diameter of .502”

Allowing for drill tolerance of +/-.002”, the bore should be .502” to .506”.

One of the benefits of our .005” undersized manufactured diameter is that the heater will match the

recommended bore size of conventional heaters.  Smaller heaters with high watt density will often require

a bit tighter hole and larger, longer heaters are much more tolerant of larger and even oversized bores.

A 1/2" diameter (and larger) heater will expand .020" into an oversized, drilled-out bore and operate for

years if the watt density is reasonable. Your best bet if you have any questions is to contact your Regional

Sales Manager or the factory.

 

 

 

        Friday Funnies

Getting away from their high-stress jobs, a couple spends relaxing weekends in their motor home. When

they found their peace and quiet disturbed by well-meaning, but unwelcome, visits from other campers,

they devised a plan to assure themselves some privacy.

Now, when they set up camp, they place this sign on the door of their RV:

“Insurance agent. Ask about our term-life package.”

Three R's for the New Year2018-01-12

Three R’s for the New Year

 

Reflect … Often times, salespeople will charge off into a new Year without taking time to contemplate

their success and failures over the previous year.  2017 is filled with lessons for anyone who spent the

year selling and asking yourself a few questions will reveal a focus for the coming year.  What did I do

to contribute to successful accounts and what did I do that lead to failure?  With whom did I spend time

that led to real growth and with whom did I spend time where I received no value?  Where did I not

measure up to my potential and what events provided the biggest smiles.

 

Repent … Now that we have reflected on some of our shortcomings and resulting outcomes that left

us unsatisfied, we can ask ourselves some key questions.  In what areas do I need to improve?

Who are people with whom I was unsuccessful and what could I have done differently to escalate

success?  Who and what are worthy of my dedicated attention in 2018?

                                                                                                                               

Renew … This is the time for design of your annual focus on the path to success ahead.  What are

the commitments that will lead to stronger sales relationships and deeper involvement with the

customers that will impact your territory in the biggest way?  What will be my continuing inspiration

and what success will provide motivation throughout the year?  Taking a bit of time for the Three R’s

will help formulate and provide a plan for the victories of the sales journey ahead.

 

        Friday Lesson

 

A popular speaker started off a seminar by holding up a $20 bill. A crowd of 200 had gathered to

hear him speak. He asked, “Who would like this $20 bill?”

 

200 hands went up.

 

He said, “I am going to give this $20 to one of you but first, let me do this.” He crumpled the bill up.

He then asked, “Who still wants it?”

 

All 200 hands were still raised.

 

“Well,” he replied, “What if I do this?” Then he dropped the bill on the ground and stomped on it with

his shoes.  He picked it up, and showed it to the crowd. The bill was all crumpled and dirty.  “Now who

still wants it?”

 

All the hands still went up.

 

“My friends, I have just showed you a very important lesson. No matter what I did to the money, you

still wanted it because it did not decrease in value. It was still worth $20. Many times in our lives, life

crumples us and grinds us into the dirt. We make bad decisions or deal with poor circumstances. We

feel worthless. But no matter what has happened or what will happen, you will never lose your value.

You are special – Don’t ever forget it!

Pack it Right2018-01-05

Pack it Right

 

I visited an international company in Europe and was greeted with the usual enthusiasm

and warmth extended by so many of our customers.  After the initial greetings and

introductory exchanges, the mood turned a bit cold and I was informed that a shipment

of our heaters was severely damaged in transit. Most of the connection post terminals

had been broken.

 

So we walked down to their Receiving department and, sure enough, they had a sizeable

collection of damaged heaters laid out on the table.  I asked to look at the box and was

shown to a paperboard shipping box full of styrofoam peanuts.  Well, it turned out that

they were our heaters, shipped to this customer from an OEM customer of Dalton, who

buys in volume and reships smaller quantities.  The shipper had been tough on the box

and the damage was extensive.

 

         

Dalton Electric ships all heaters packaged in foam.  Our machine produces bags with

expanding foam which forms a nest around the heaters as it hardens.  This foam has

eliminated all shipping damage and, if at all possible should be used to reship heaters

to customers.  It is another small thing that Dalton does which enhances to quality of

our product arriving at our customers dock.

 

 

 

        Friday Funnies

 

Just before the final exam in my college math class, a less-than-stellar student

approached me.  “Can you tell me what grade I would need to get on the exam to

pass the course?” he asked.

 

I gave him the bad news.  “The exam is worth 100 points and you would need 113

points to earn a D.”

 

“OK,” he said, “and how many points would I need to get a C?”

2018 Advent2017-12-29

2018 Advent

The advent of a New Year is always a time of contemplative reflection for me.  Next week will be filled

with recapping, consolidating data, forecasting and market planning.  But for now, I look back over an

extremely successful year.  In spite of a few downturns, overall company sales and shipments enjoyed

the biggest growth of the decade.  Simply stated … we were blessed.

Those blessings include the daily focus of Dale and Yvette in the office and the addition of Jamie to

our Marketing team, Paul and Tara on the Engineering side and Barb wrapping up the financials.  We

certainly have been blessed with the drive of our three Regional Sales Managers, the technical

proficiency that they bring to the field and their dedication to success at the Dalton office.  And our

newest Manager, Chris, will bring some fresh ideas and focus to the congregation.


Finally, we are blessed with a great team of manufacturing employees, skillfully guided by Steve

and Jim.  They are so quality and production driven that we continue to enjoy success and residual

sales from our growing customer base.  All of these blessings would not be possible without the

continuing dedication of our distributors, and for that, we extend our deepest thanks.

 Happy New Year !!!   

 

 

 

                          Friday Funnies

Take your pick:

My wife still hasn't told me what my New Year's resolutions are. 

My New Year’s resolution is 1080p.

I was going to quit all my bad habits for the new year, but then I remembered that nobody likes a quitter.  

My New Year's resolution is to help all my friends gain ten pounds so I look skinnier. 

My resolution was to read more so I put the subtitles on my T.V.

Merry Christmas2017-12-22

       Merry Christmas

 

Dalton Electric Heating Co. celebrated another spectacular year with a Christmas Party.  An italian cuisine

delighted one and all, topped with a beautiful Christmas cake and ice cream.  All of the Dalton employees

received a Christmas check, a shiny bulb for their tree with the Dalton logo on it and a professional picture

of the whole crew taken last week.  We all send our greetings for a blessed Christmas holiday, hoping

that your days are filled with loved ones and lots of laughs.  And may we never lose sight of the Reason

for the Season. 

 

              

 

 

 

 

  

                                     iday Funnies

 

Can You Name That Christmas Carol  … Clues:

 

 

1.   Bleached Yule

2.   Castaneous-colored Seed Vesicated in a Conflagration

3.   Singular Yearning for the Twin Anterior Incisors

4.   Righteous Darkness

5.   Arrival Time 2400 hrs. - Weather Cloudless

6.   Loyal Followers Advance

7.   Far Off in a Feeder

8.   Array the Corridor

9.   Bantam Male Percussionist

10. Monarchial Triad

11. Nocturnal Noiselessness

12. Jehovah Deactivate Blithe Chevaliers

13. Red Suited Man En Route to Borough

14. Frozen Precipitation Commence

15. Proceed and Enlighten on the Pinnacle

16. The Quadruped with the Vermillion Probiscis

17. Query Regarding Identity of Descendant

18. Delight for this Planet

19. Give Attention to the Melodious Celestial Beings

20. The Dozen Festive 24 Hour Intervals 

Contamination Protection II2017-12-15

Contamination Protection II

Last month we discussed contamination protection and the techniques and materials used

to provide a barrier.  RTV (Room Temperature Vulcanizing) rubber, ceramic and/or glass and

epoxy can be installed in the terminal cavity of the heater to seal the it against harmful environ-

mental agents and manufacturing process byproducts.

A further process that can be employed is the fully potted header.  A straight or right angle header

is added to the heater and fully potted with RTV, epoxy or ceramic.  This provides the greatest

stability for the termination of the leads, capturing the wire-heater transition in the potting material,

as well as providing a clean appearance as seen below.

            

      

But the split in the heater will still allow viscous/liquid substances to work through the seal at the

end of the heater.  In the case of an absolute seal requirement, we provide a “sealed heater”.  This

is accomplished by swaging a tube over the heater sheath, which seals the split sheath together.  

Then a header is welded to this outer tube, completing the seal at the terminal end.  Again, please

consult your Regional Manager at Dalton for the optimum contamination protection.

 

 

      Friday Funnies

Why, Why, Why?  Life’s Mysteries

Why do people keep running over a string a dozen times with their vacuum cleaner, then reach

down, pick it up, examine it, then put it down to give the vacuum one more chance?

Why do we press harder on a remote control when we know the batteries are almost dead?

Why does someone believe you when you say there are four billion stars; but have to check

when you say the paint is still wet?

Major Acquisition2017-12-08

Major Acquisition

Dalton Electric Heating has hired Mr. Christopher Stevens to serve as Executive Vice President.  Chris

comes to Dalton with significant experience in Sales and Marketing and General Management.  He

has a degree in Mechanical Engineering from Northeastern University in Boston and an MBA from

Babson College.  His experience includes Product Management with Bostik, sales management with

Devcon and General Management with ITW.

 

Chris has lived his professional life in the industrial world and fully understands the disciplines  of

industrial sales and marketing, distribution and product development.  He will be working closely with

Eli and the Regional Managers to focus and refine Dalton’s sales efforts and capabilities.  We expect

the he will bring a fresh outlook as he travels to meet our many customers.

 

           

     

Chris lives with his wife and four children inSouthern Maine.  They are all downhill skiers and spend

weekends in the winter on the ski slopes in Maine and New Hampshire.  In the summer, Chris loves

to play golf, but will be quick to point out that Dalton Electric didn’t hire him to bolster their golf team.

We are excited about the fresh look that Chris will bring to Dalton and you can all look forward to

being contacted by him in the future.

 

A Black Day

 

Our Production Manager, Steve Lohnes, had the great misfortune of turning 50 years old this week

and the solemn occasion was recognized by his co-workers dressed in black, a sympathy card and

a pizza party, complete with an “Over-the-Hill” cake.

 

      

 

 

 

                      Friday Funnies

 

When the Sergeant told our new Commander that his driver could not participate in an upcoming field

maneuver because she was pregnant, the enraged Commander demanded to know how pregnant she

was.

 

The Sergeant’s reply: “Completely, sir.”

Now Appearing2017-12-01

   Now Appearing !!!

Today's Top Stories...

1 December 2017

 

Dalton Electric Heating Co., Inc.

Eliminate Uneven Heating Video

Heat seal platens and packaging sealing bars require very even temperature profiles. The continuous coil of the Watt-Flex® Cartridge Heater provides the most even temperature of any cartridge, eliminating the cold sections of conventional cartridge heaters, providing the best performance and long life. Watch the short video
 

 

So, have we pushed the video enough?  It will be appearing in the IEEE Industrial MRO Newsletter today and we enjoy the spike in leads each time it does.  Reports from distributors that use this video and the Bore Seizure video have been very positive and they have found them to be strong marketing assets.  Please share your success stories with your Regional Manager and let us know if we can be of any assistance to you.

 

 

 

 

 

 

 

 

    

 

 

 

 

                Friday Funnies

A sales manager and an operation manager went bear hunting. While the operation manager

stayed in the cabin, the sales manager went out looking for a bear.  He soon found a huge bear,

shot at it but only wounded it. The enraged bear charged toward the sales manager, who started

running for the cabin as fast as he could. He ran pretty fast but the bear was just a little faster

and gained on him with every step.

 

Just as he reached the open cabin door, he tripped and fell flat. Too close behind to stop, the bear

jumped over him and went rolling into the cabin.

 

The sales manager jumped up, closed the cabin door and yelled to his friend inside, "You skin this

one while I go and get another!"

 

Thanksgiving2017-11-24

Thanksgiving

 

The best to all for this Thanksgiving weekend … be careful in your travels and enjoy the warmth

of family and friends, the contentment of a great meal and the blessings of health and happiness.

 

         


                     Thanksgiving Funnies

 

A young man named John received a parrot as a gift. The parrot had a bad attitude and an even worse

vocabulary. Every word out of the bird’s mouth was rude, obnoxious and laced with profanity.

 

John tried and tried to change the bird’s attitude by consistently saying only polite words, playing soft

music and anything else he could think of to ‘clean up’ the bird’s vocabulary. Finally, John was fed up

and he yelled at the parrot. The parrot yelled back. John shook the parrot and the parrot got angrier

and even more rude.John, in desperation, threw up his hand, grabbed the bird and put him in the freezer.

 

For a few minutes the parrot squawked and kicked and screamed. Then suddenly there was total

quiet. Not a peep was heard for over a minute. Fearing that he’d hurt the parrot, John quickly opened

the door to the freezer. The parrot calmly stepped out onto John’s outstretched arms and said “I

believe I may have offended you with my rude language and actions. I’m sincerely remorseful for

my inappropriate transgressions and I fully intend to do everything I can to correct my rude and

unforgivable behavior.”

 

John was stunned at the change in the bird’s attitude. As he was about to ask the parrot what had made

such a dramatic change in his behavior, the bird spoke-up, very softly, “May I ask what the turkey did?”

Contamination Protection2017-11-17

Contamination Protection

 

Contamination is, without a doubt, the leading cause of heater failure.  We often have heaters

returned for failure analysis and find that the formerly white MgO in the terminal cavity is simply

black … oil, carbon, flowing plastic and even anti-seize paste.  The terminal cavity of a Watt-

Flex® cartridge heater results from the manufacturing process and can be a contaminant

conduit if the heater is used in a nasty environment.

 

The most basic and usually sufficient form of protection is to pott (or fill) the cavity with RTV,

epoxy, ceramic or glass.  RTV Rubber and epoxy provide the best liquid protection, but

their limitation is temperature exposure.  They are able to withstand what we call standard

temperatures (to 480 degF or 250 degC).

 

        RTV potting in the terminal cavity ……  

 

The higher temperature alternative is ceramic, with a temperature range higher than the

heater. The limitation of ceramic potting is that it is liquid permiable and can allow a

contaminant to get to the heater insulation.  The fix for this is to add a layer of glass to

the surface of the ceramic.  If you are faced with a contamination issue, contact your

Regional Manager at Dalton Electric and they will be glad to recommend a solution.

 

 

 

 

 

      Friday Funnies  

 

Smart Marketing2017-11-10

Smart Marketing

 

One of our very smart distributors sent us a copy of an email which they used for a mass mailing.  As

shown below, their Logo and company contact information was followed by copy suggesting that the

recipient look at our two videos.  Both boxes were hot links to the videos:

 

Check out these quick videos of split sheath cartridge heater benefits.

Dalton manufacturers Watt-Flex split sheath cartridge heaters that expand when energized to maximize bore contact and heat transfer, contracts when de-energized for warranted removability.

Their continuous coil ensures uniform temperature profile, eliminates cold sections, warping and bore seizures; and permits a hot-tip option. Available in lengths to 60" and diameters to 1", and in several mounting configurations. They can be zoned for specialized temperature profiles and manufactured with an optional replaceable thermocouple for more accurate temperature sensing.

Please email or call if you have any questions or would like to receive a quote.

I am certain that this will generate some significant interest on the part of their customers and prospects.  And I would suggest to all distributors that this is an effective way to capture the eye of your clients and prospects.  Let your Regional Manager help you with copy, pictures and organization of a mailing.

 

 

 

            Happy 242nd  Birthday United States Marine Corps !!!

 

 

    Friday Funnies

Salesman: Would you like to buy a pocket calculator?

Customer: No, thanks.  I already know how many pockets I have.

 

I had a door-to-door salesman call one time selling, of all things, burial plots.  I told him that we already had our plots in another cemetery.  He seemed uncertain as to what to say next, but he recovered to say politely, “I hope you’ll be very happy there.”

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

    

 

Advertise the Video2017-11-03

Advertise the Video

 

Our video about Bore Seizure has been most useful as a vehicle for marketing as discussed

a couple of weeks ago in this Newsletter.  And now it is joined by our video about Uneven

Heating, which addresses problems in a very different segment of applications.  Packaging,

heat seal and lamination companies need extremely even temperature profile across their

cartridge heaters.

 

 

 

 

Above is an excerpt from the page of  our latest advertisement on GlobalSpec.  It features the Uneven Heating

Profile ad and we are expecting an uptick in lead response.  We will continue to work with you in marketing

partnership toward greater success in 2018.

 

       Friday Funnies

 

A salesman comes home after a hard day’s work and is greeted by his wife at the front door.

 

She tells him she has good news and bad news about their new car.

The salesman says: "OK, honey — so give me the good news."

His wife replies: "The good news is, the air bags work!"

Keep It Dry2017-10-27

Keep It Dry

I just quoted an application for a .608" bore application with a 15mm (.590") diameter heater.  Invariably

the question gets asked: "Should I put anything in the bore to help with the heat transfer?"  Before I

recommended this diameter, I confirmed that the length of the heater was sufficient to allow the split

sheath to expand bilaterally to the bore ... it was at 24"  I also confirmed that the watt density was in a

range that would not present a problem with marginal heat transfer ... it was at 35 watts/sq.in.  Success

in applications like this often depend on a couple of variables.

But, getting back to the question at hand, do we recommend any agent in the bore?  As always, the

answer is a resounding "NO".  In a bore like this, we are certainly not concerned with heater removal,

because we have plenty of room in the fit.  The contraction of our heater will account for ease of removal

in nearly every application.

                                                          

                                                    

And the expansion of our heater will take care of the heat transfer, even in an oversized bore.  Use of

heat transfer agents usually represent contamination to the heater.  Insertion in the bore causes the

substance to be pushed out ... if the heater has a header, it will directly enter during heater insertion.

Go with a dry bore and the Watt-Flex® cartridge heater will take care of the rest. 

                           Friday Funnies

A man takes his Rottweiler to the vet.  "My dog is cross-eyed, is there anything you can do for him?"

     the man asks.

"Well I'm not sure," said the vet, "let's have a look at him."

So the vet picks the dog up and examines his eyes, then he checks his teeth. Finally, he says, "I'm

     going to have to put him down."

"What? Because he's cross-eyed?"

"No, because he's really heavy."

Money - Set the Stage2017-10-20

Money – Set the Stage

Even temperature profile – better heat transfer – longer life – warranted elimination of

bore seizure … It does not matter how technically advanced or reliable our heater is,

if the customer is unwilling or unable to make the necessary investment to obtain it,

the result is the same … no sale.  And that translates to wasted time and effort, and

a frustrated salesperson.

The issue of cost must be addressed early in the selling process.  If this does not

happen, stalls and objections will develop that revolve around the pricing issue during

the presentation.  And if the salesperson allows this to happen, he/she will finish up

wrestling over the price.

This is why the discussion of Cost vs. Price is on the back page of our presentation

brochure.  Upon completion of the discussion about the benefits of the Watt-Flex®

cartridge heater, and before talking specific sizes, it is most beneficial to talk about

elimination of bore seizure, reduced maintenance and replacement cost, reduced

machine downtime and reduced overall Cost of Heating.  Set the stage early in the

discussion and objections turn to agreements.

 

               Friday Funnies

A woman was shopping in a fairly nice dress store. Trying on a dress and liking it,

she asked the salesman the price. When he told her she launched into a tirade about

prices these days, covering just about everything from housing to auto tires.

After ten minutes or so, the salesman had obviously had enough and said, “My

dear lady, if the cost of living is so high and obviously so offensive to you, why do

you bother ?”

Email Links2017-10-13

Email Links

How interesting are your emails?  Generally we send them off to transmit requested

information, qualify a quote request or order or prompt a potential customer in your

marketing routine.  But often the recipient will glance at the email and, if there is not

a specific response required, will blow it off.  With marketing emails it is particularly

difficult to grab your customers attention.  

                                                                    

Including links in your emails is an effective way to focus a customer’s interest.

If you are writing about the Watt-Flex® cartridge heater elimination of bore seizure,

inclusion of https://www.youtube.com/watch?v=ESzLoF15lTw is immedately

identifiable as an internet link.  And it never hurts to add a picture.

                                                  

                                                                                                         

If you are espousing the value of the continuous coil, it’s

https://www.youtube.com/watch?v=zksrnve09Lo&t=31s which is the video that

we discussed last week.

If videos are not available, a simple link to a website page will direct the reader to

more information …

http://daltonelectric.com/index.php/watt-flex-cartridge-heaters/cartridge-heaters

One hint: make sure it is an active link so the reader does not have to cut and paste

copy to a browser.  Get creative with your emails and engage your customers !!!

 

 

 

 

 

              Friday Funnies

Three violin manufactures have all done business for years on the same block

in the small town of Cremona, Italy. After years of a peaceful co-existence, the

Amati shop decided to put a sign in the window saying: "We make the best violins

in Italy."

The Guarneri shop soon followed suit, and put a sign in their window proclaiming:

"We make the best violins in the world."

Finally, the Stradivarius family put a sign out at their shop saying: "We make the

best violins on the block."