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!

Old Guys with Hats2018-05-25

Old Guys with Hats

 

“Semper Fidelis” is the U.S. Marine Corps Motto and a philosophy that I have carried through my

personal and professional life …Always Faithful to family, friends, community and company.  I have

found that faith is much like love: give it freely and it comes back to you in multiples.  And the faith

that I have given to the relationships in my life have rewarded me as they do with each of us. Faith

in Dalton Electric, its people and products, have certainly had their own reward.

 

As I rolled back from lunch the other day, there was an old guy walking down Hayward Street with

a ball cap  with the name of his former squadron, battalion or fleet (which one didn’t matter to me).

I stopped and rolled down my window and he walked up to me, expecting to be asked for directions.

I simply looked at him and said, “Thank you for your service!” … the smile on his face told me that

I made his day.

 

On the back of my Lowe’s credit card, I have a small bar code sticker, representing my former

military service and carrying a 10% discount.  The discount is most appreciated, but I never tire

of the sales clerk looking up and saying, “Thank you for your service.”  I am honored to serve on

the Board of an organization called Building Dreams for Marines www.bdfm.org  … we work with

former Marines who have a disability, either service related or simpy old age related.  We renovate

kitchens and bathrooms for accessibility, widen doorways and build wheelchair ramps and lifts.

                                                                                                                  

So I encounter old guys with hats often, and every time that I see them, I thank them for their

service.  As we fly our flag at half staff at Dalton Electric for the Memorial Day weekend, I am

reminded of the sacrifices made by our veterans so we can enjoy the freedoms provided by our

American country.  If you see an old guy with a veterans cap, stop and thank him, and enjoy

this wonderful weekend.

                                                                        

             

                           Friday Funnies

 

Little Jake asked his mother during the Memorial Day Parade: "Mamma, don't soldiers

ever go to heaven?"

 

"Of course they do!" protested his mother. "What makes you ask?"

 

"There are so many soldiers with beards but I never saw any pictures of angels with

beards." he replied

 

The mother responded "Oh, that's because most vets who go to Heaven get there by a

close shave." 

Use the Website2018-05-21

Use the Website

 

I was email contacted by a distributor salesperson, asking questions about lead wire options.  My

response was to go to the www.daltonelectric.com website, go to the news tab and do a quick

search through the Newsletters for “Lead Wire”.  I cut and pasted the pertinent passage into my

reply email and all was explained.  The “News” tab on the Dalton Homepage will take you to

many years of Newsletters and a search function that will locate information about any aspect

of our Watt-Flex® cartridge heaters.

 

I have been asked a good number of times for a quote for 6mm, 14mm, 1.25” diameter heaters

as well as a few othe oddballs.  People could save communication time simply by going to our

Cartridge Heater page and grabbing the tab “Heater Sizes” … it has all of the diameters that we

offer, nominal diameters, available lengths and standard cold terminal ends.  Accessories and

Modifications have pictures that can be copied and pasted into emails to explain options to

your customers.

 

And finally, it’s not a bad idea to use the website when you are selling.  Virtually every

individual on whom we call has a computer on their desk.  Whether it is by email or in person,

pointing the prospect to our homepage and having them view a 1-1/2 minute quick video on

Uneven Heating or Bore Seizure is an effective means to an end.  Smart salespeople use all

of the resource available to them and the website is a great resource !!!

 

 

 

                                                                                                                                                          

         Friday Funnies

 

I bet the person who created the door knocker won a Nobel prize.

 

Do you know sign language? You should learn it, it’s pretty handy.

 

Why can’t you take inventory in Afghanistan? Because of the tally ban.

No Way! ... or, No as a Way2018-05-16

No Way! ... or, No as a Way

 

Years ago Dale  presented me with a coffee mug that read "Salesmanship begins when the

Customer says NO."  When you hear a customer say no, it can be the end of the road or

the beginning of an opportunity to understand his objections and priorities.

 

The first step is to assume that NO translates: we aren't there, yet.  Ask a question about

his objection ...you must understand what is in the way and eliminate it.  If his response does

not clarify, try restating the objection to get a better perspective.  Once you understand why

he is saying no, diagnose the problem.  Objections can be categorized into three action

points: Authority, Business or Differentiation.  

                                                                                                     

Authority ... Is the prospect telling you that he can't make that decision?  If so, you do

not have the decision maker and you have some more account probing to do.

 

Business ... Is the objection focused on the price, delivery, terms?  He must be made to

understand potential ROI, your support system (stocking product and terms) and company

support (engineering support and availability).

 

Differentiation ... have you clearly established the advantages of your product over their

current product?  In our case, it is Cost of Heating that will win the day: if you have helped

him to understand that life, performance, elimination of uneven heating or bore seizure

will cut his overall costs, the sale should proceed.

 

Did your prospect say No Way, or did you hear, No as a Way? ... a way to assess his

objection, understand it and move to an agreement.

 

 

           Friday Funnies

 

Father O’Malley rose from his bed. It was a fine spring day in his New Texas mission parish.

He walked to the window of his bedroom to get a deep breath of the beautiful day outside.

He then noticed there was a donkey lying dead in the middle of his front lawn. He promptly

called the local police station.

 

The conversation went like this:

 

“Good morning. This is Sergeant Jones. How might I help you?”

 

“And the best of the day te yerself. This is Father O’Malley at St.Brigid’s. There’s a jackass

lying dead in me front lawn. Would ye be so kind as to send a couple o’ yer lads to take

care of the matter?”

 

Sergeant Jones, considering himself to be quite a wit, replied with a smirk, “Well now father,

it was always my impression that you people took care of last rites!”

 

There was dead silence on the line for a long moment.  Father O’Malley then replied: “Aye,

tis certainly true, but we are also obliged to notify the next of kin”

Price vs. Cost, OEM vs. User2018-05-07

Price vs. Cost, OEM vs. User

 

On a recent business trip I received a series of reminders of the effectiveness of pushing the issue

of Price vs. Cost.  I visited a number of companies that are manufacturers of equipment (OEM) and

others that are users of that same equipment.  During our discussions, primary focus was that the

Watt-Flex® cartridge heater is the best value, performance and life, even though it's price is higher

than conventional heaters.

 

As an OEM, the price that a company pays for a heater becomes the cost.  The price of the heater

goes right to the bottom line for the machine.  The price of a more expensive heater increases the

price of the machine to their customer.  Therefore, the sale to an OEM must be oriented toward

machine performance and the heater's value to their aftermarket sales.  On the other hand, our

presentation of energy savings, longer life (reduced replacement costs), reduced maintenance

time and elimination of damage to the bores truly resonates with Engineers and Maintenance

Managers who are users of the equipment.       

                                                           Price ≠ Cost                                                  

 

We are often confronted with the issue of the price of the heaters.  My repeated response is one

of expectation ... yes, our heater is more labor intensive to manufacture and, therefore, more

expensive.  We use materials and techniques that provide more cost as we build a more robust,

high performance heater.  But if the customer is made to understand that purchase of the heater

is consistent with their corporate goals of cost reduction, the objection is eliminated

 

 

           Friday Funnies

 

There was a prison break and I saw a midget climb up the fence. As he jumped down her sneered

at me and I thought, well that’s a little condescending.

 

Did you hear about the new corduroy pillows? They’re making headlines everywhere!

 

What’s the best part about living in Switzerland? I’m not sure, but the flag is a big plus.

Culture2018-04-30

Culture

 

Every new Dalton Electric employee who is not Production spends two days on the Manufacturing

floor, sitting with each worker and understanding what they do.  This accomplishes two important

things: First, it give them a deep understanding of our production process and how the Watt-Flex®

cartridge heater is manufactured.  Second, it cements them as part of the Dalton Electric family.

 

Culture is constantly nurtured at Dalton … so what are the things that contribute to that?  We can

begin with Profit Sharing on a quarterly basis.  We have an all-employee meeting at which we

discuss performance and pass out a profit sharing check which represents a substantial portion of

company profits … last year it was more than 7 weeks pay for each employee.  And parties …

cookouts for big holidays, luncheons for big employee anniversaries and celebration meals when

our Boston teams hit it big … when the Patriots went to the SuperBowl and this year when each of

the Celtics, Bruins and Red Sox win their sports.

                                                                                 

 

Expectations run strong at Dalton and each employee knows how they fit and how they make a

difference.  I have often been asked what my management style is.  Well, it’s a style that I learned

as a young Marine Corps officer studying for my Masters degree at night school … it’s called

M.B.W.A.  Eyes open, lots of questions and sometimes just a smiling acknowledgement, I

practice Management By Walking Around.  The genuine concern that we each have for each

other and for the success of Dalton Electric creates an unbeatable Culture.

 

 

 

                         Friday Funnies

 

A doctor was addressing a large audience in Oxford ...........

 

"The material we put into our stomachs should have killed most of us sitting here, years ago. Red

meat is full of steroids and dye. Soft drinks corrode your stomach lining. Chinese food is loaded

with MSG.  High trans-fat diets can be disastrous and none of us realizes the long-term harm

caused by the germs in our drinking water. But, there is one thing that is the most dangerous of all

and most of us have, or will eat it. Can anyone here tell me what food it is that causes the most grief

and suffering for years after eating it?"

 

 

After several seconds of quiet, a 70-year-old man in the front row raised his hand, and softly said,

"Wedding Cake."

Facade2018-04-24

Façade

 

During our travels this week, Chris and I visited with suppliers, distributors and customers. Our discussions

reflected the wide variety of projections and comments, resulting from the variety of individuals and accounts.

One discussion with another heater manufacturer was particularly interesting.  The owner talked about how

impressed he is with Dalton Electric, resulting from what he described as a quality company culture. He

spoke of a competitor close by who had an elaborate and well structured website, but was nothing more

that a shell of a company, promoting principally by the internet.

 

                  

 

It can happen today and customers can get fooled.  Modern buyers are somewhat comfortable buying on

the internet, assuming that products offered match the quality reflected by the site, unaware that they are

purchasing products that production and maintenance staff will struggle with.  So what’s the solution to this

obvious problem?

 

It has to do with sales people.  It’s the company rep, the distributor salesperson, the man or woman walking

in the door of a company to provide product expertise.  Progressive companies recognize the value of the

salesperson who provides professional insight, based on experiences with similar situations with other

companies and applications.  So the key issue becomes one of communication … the buyer must be made

aware that you have something better to provide.  Your product will increase the quality of their production

and, in the case of a Watt-Flex® cartridge heater, will decrease their Cost of Heating.

 

 

 

                           Friday Funnies

 

Recently I heard the former Mayor of Reading, Pennsylvania recount some funny stories about his time in

office.  One happened while he was running for reelection:

 

He was in a bar and paid for a woman’s drink.  She thanked him, but wondered why a stranger would buy

her a beer.

 

“I’m running for Mayor,” he said, “and I want your vote.”

 

“You got it,” she said, grabbing the glass.  “Anyone’s better than the jerk who’s in there now.”

Sales Story2018-04-17

Sales Story

 

This story, shared by a Midwest U.S. distributor, dates back a few year to the manufacture of picture tubes

for televisions and computer monitors.  Manufacturing for RCA Electronics, the plant would drop a blob of

molton glass into a compression press to form the front of the picture tube.  When the face was cooled,

robotic fingers would transfer it to the next station to be welded to the tube.  Unfortunately, they were

experiencing about 50% breakage during this transfer.

 

The transfer fingers were Carbon/Graphite, each with a cartridge heater and thermocouple.  The observant

salesman noticed that the heater bores were inconsistent and the heaters were having varying effects in

the heating of the fingers.  When the heaters were changed to Watt-Flex® cartridge heaters, breakage

dropped to zero.

                                                             

As the salesman tells the story, there was a foreign company that was about to take over the manufacture

of the picture tube and the domestic plant would be closed.  As it worked out, the efficiency of our heaters

doubled production with virtually no cost increase and the plant got a reprieve from the production move,

operating for several more years before closing.  Watt-Flex heaters and an effective salesman were

responsible for a few years of employee job maintenance.

 

Please share your Watt-Flex success stories with us and we will be happy to pass them along.

 

   

                 Friday Funnies

 

As a man was passing the elephants, he suddenly stopped, confused by the fact that these huge creatures

were being held by only a small rope tied to their front leg. No chains, no cages. It was obvious that the

elephants could, at any time, break away from their bonds but for some reason, they did not.

 

He saw a trainer nearby and asked why these animals just stood there and made no attempt to get away.

 

“Well,” trainer said, “when they are very young and much smaller we use the same size rope to tie them

and, at that age, it’s enough to hold them. As they grow up, they are conditioned to believe they cannot

break away. They believe the rope can still hold them, so they never try to break free.”

 

The man was amazed. These animals could at any time break free from their bonds but because they

believed they couldn’t, they were stuck right where they were.

 

Like the elephants, how many of us go through life hanging onto a belief that we cannot do something,

simply because we failed at it once before?  Failure is part of learning; we should never give up the

struggle in life.

Anniversary2018-04-10

 

Anniversary

 

The Thank Goodness It’s Dalton Newsletter is entering it’s 16th year of publication, having enjoyed

15 years of Technical articles, sales techniques, items of interest and events at Dalton Electric

Heating and the ever-so-popular Friday Funnies … which is generally read first by most distributor

salespeople.  The presentation of the newsletter has changed little over the years, retaining its

quick-read character with items of interest to the professional reading it.

 

There have been very few technical errors over the years, but when one is published, there is

always a flurry of emails pointing out the egregious mistake.  I consider it a fortunate occurrence,

as it points out the professionalism of our readership, as well as the fact that the newsletter is

widely read and digested.

 

As we move into the 16th year, I would encourage any reader to send in a professional success

that you have enjoyed with our Watt-Flex® cartridge heaters, a good sales story to share or a

candidate for our Friday Funnies.  Dalton Electric is running with the highest backlog in our history

right now and it is attributable in large part to distributor success and growth.  We look forward to

the year ahead, working closely with each of you for our mutual success.

 

 

 

           Friday Funnies

 

A young salesperson peeped into the office of someone who looked like a sales manager,

muttered something, then started walking away. After retreating a little he seemed to change

his mind and headed back to the door -- where after some hesitation, he started to back away

again.

 

The sales manager, feeling sorry for the young man, and surprised that he was so badly trained,

called him in.  "You're a salesman aren't you? What are you selling?"

 

"Sir ... uh ... yes ... I'm a salesman. I'm sorry to bother you. I am selling sales novelties, but

I'm sure you don't want any. Sorry to have wasted your time."

 

Feeling sorry for the young bungler, the sales manager bought two hundred pens with a company

inscription to give the young salesman some confidence and then started teaching him about

selling. He said: "You should have different pre-planned approaches for different kinds of

prospects."

 

"But I do, sir,” the young salesman interrupted, “the one I just used is my planned approach

for sales managers. It always works. Thank you!"

Consistency2018-04-03

Consistency

 

What is it that makes an enduring sports figure?  What is it that makes an artist great?  What

is it that makes a company prosper?  There are a number of factors, but one of the most

significant is consistency.  At the present time, Dalton Electric Heating Company is struggling

with the biggest backlog in our history, working daily overtime and Saturdays.

 

Yesterday I was sitting with one of our Regional Managers when a Quality Technician came to

the door with a Quality Variance Request.  On occasion we will have a heater with some aspect

just out of tolerance and we will contact a customer to see if it is acceptable … a resistance that

is slightly under specification or a heater 1/8” over tolerance.  This request was regarding a

Production mistake that rendered a shorter length of stainless hose.

 

The Regional Manager quickly and firmly refused to contact the customer (a Distributor) with

the Variance, maintaining that  the short hose was significant and not consistent with our

Quality image.  In full agreement, I simply sat and watched it unfold.  Later, our Production

Manager told me that he was very reluctant to even bother with the Variance Request.  The

heaters were modified with the correct hose length and shipped the same day, but it was not

an extra task that we needed, given our whopping backlog.

 

Quality consistency, steady sales consistency, cheerful consistent customer response and

consistently exceeding your expectations have caused Dalton to continue to grow and to

serve as the “Go To” supplier of cartridge heaters.  Turn to us for your heaters and we will

reward you with consistent performance.

 

                        Friday Funnies

 

Why do we paint Easter eggs? Because it's easier than trying to wallpaper them! 

What do you call ten rabbits marching backwards? A receding hareline. 

What does the Easter Bunny get for making a basket? Two points, just like anyone else. 

 

     


Heater Resistance2018-03-23

Heater Resistance

 

Wattage is often specified as +/-10% across the industry for a cartridge heater.  But wattage

is a function of voltage applied across a resistance wire.  The formula for wattage is voltage

squared divided by the resistance.  So a change in the voltage will result in a substantially

larger change in wattage.  When Dalton Electric manufactures a Watt-Flex® cartridge heater,

the cold resistance wire tolerance is roughly +4.5% / -14%.

 

These numbers come from 40+ years of experience producing split-sheath cartridge heaters

with a number of factors coming to play.  The first consideration is that the cold resistance is

lower than the hot resistance.  Resistance and Wattage are inversely proportional so, as the

resistance increases, the wattage will decrease.  The factor of resistance change is as follows:

 

400°F / 200°C   = +3.5%

800°F / 425°C   = +6.9%

1000°F / 540°C = +8.6%

 

So as the set point temperature increases, the heater will experience a decrease in wattage

proportional to the change in resistance.  Over the life of the heater, chromium will diffuse out

of the NiCr resistance coil and the resistance in the coil will decrease, causing a wattage out-

put increase.  The critical issue in design considerations is that the application has more than

sufficient wattage to achieve the set point temperature during operation … the controller will

take care of the rest.

 

 

       Friday Funnies

 

A child asked his father, "How were people started?" So his father said, "Adam and Eve made

babies, then their babies became adults and made babies, and so on." The child then went

to his mother, asked her the same question and she told him, "We were monkeys then we

evolved to become like we are now."

 

The child ran back to his father and said, "You lied to me!"

 

His father replied, "No, your mom was talking about her side of the family."

An Appreciated Complaint2018-03-13

An Appreciated Complaint

We’ve heard the complaint many times before and we are sure to hear it again … but we

never tire of it.  We received an email from a distributor requesting a quote for a heater

that he ordered back in August 1995.  When we told him that we were unable to cross-

reference the part number for an order that far back, he was kind enough to send us our

old invoice.

He did comment that we should find a way to digitize the records from back then.  But

then he proceeded to say that this five heater order was a replacement for the heaters

ordered in 1995 that finally burned out.  He wrote that he has raised four of his five kids

during that time and continued,  “Dalton would have been more help in this endeavor if

your heaters would burn out every once in a while.”

Watt-Flex® cartridge heaters are often more expensive than conventional cartridge

heaters, but they certainly last twice as long (or more), cutting the actual cost of heating

anapplication.  Sure, it means that you won’t sell as many heaters and, for that, we can

offer our sympathy … and some marketing help to expand your customers who will

never stop buying our heaters.

 

 

       Friday funnies

A defendant isn’t happy about the way things are going in court, so he decides to give

the judge a hard time.

Judge: “Where do you work?”

Defendant: “Here and there.”

Judge:  “What do you do for a living?”

Defendant: “This and that.”

Judge: “O.K., take him away.”

Defendant “Wait, when will I get out?”

Judge: “Sooner or later.”

Olympic Spirit2018-02-23

  

Olympic Spirit

Every night these days I get home after work and turn on the T.V. to one or more of the stations

providing Olympic coverage.  And I must admit that I am filled with Olympic spirit.  The games are

a wonderful diversion from the negative politics of the day and the spirited competition between

super athletes is complete with a genuine respect for each other and the joy of Olympic inclusion.

On Wednesday night I watched American Jamie Anderson, Gold winner in the snowboard slopestyle,

give a massive hug to Austrian Anna Gasser when she took the Gold away from Jamie on her last

run in the “Big Air” with a perfect landing and massive point score.  To me, that hug represents the

Olympic spirit depicted by the Olympic interlocking rings, representing five world continents of Africa,

Asia, America, Europe and Oceania.

I am a curler and have enjoyed watching the American men beat Canada and move to successfully

compete with Sweden for the Gold.  And, with the loss of the American women, I am rooting for the

underdog South Korean women.  My understanding of the game and the increased coverage of

matches makes for great entertainment in my home.

And finally, I have enjoyed sharing my wonder at the raw beauty of the mountains of South Korea

with our distributor in Seoul.  We have corresponded nearly every day and it is heartwarming to

share the joy of these games with people a world away.  I will be sad to see it all come to an end

shortly … the only salvation to that loss will be the advent of college basketball and ice hockey

March Madness !!!

 

            

      Friday funnies

The Olympic skiing started really well but it was all downhill from there.

Fourth place in the Olympic luge? You win some, you luge some.

I went to the Winter Olympics with 3,000 cans of Tresemme. Turns out Big Hair isn’t one of the events.

 

Use of the Hot Tip2018-02-16

Use of the Hot Tip

 

A unique feature of the Watt-Flex® cartridge heater design is its ability to provide a hot tip.

Users of heated marking/imprinting equipment employ the Dalton hot tip design to supply

heat to the end of a bore.  But a hot tip heater can generate substantial heat and, if the watt

density is high and contact is not made with the end of the bore, the coil will open. 

 

 

For that reason it is necessary to ensure that the application design allows for intimate

contact between the heated tip and the end of the bore.  To most effectively pull the heat

away from the heated tip, a design should be used to guarantee end-of-bore contact.

       

                   

 

The heat sink pictured above has a tapped hole next to the heater hole.  This is used in

conjunction with a flanged heater to push the tip against the end of the bore to ensure

contact and effective conduction heat transfer.  This technique can also be used with the

angled mounting bracket.

 

 

Friday Winter Olympic Funnies

 

What do you call a slow downhill skier?… A slopepoke!

 

What’s a curler’s favorite kind of food?… Take out!

 

How is music like figure skating?… If you don’t “C sharp” you’ll “B flat.”

Heater Termination2018-02-09

Heater Termination

 

The Watt-Flex® cartridge heater has a hollow core pin that extends our of the terminal end

of the heater.  Internally, the resistance coil which produces the heat is wound onto this pin

and welded.  The pin extends ¼” from the end of the heater and the lead wire is crimped

into it.  The wire is flexible at that point and can be brought to a right angle within a short

length.

 

We are occasionally asked if we can provide  “swaged-in” leads with our heater.  We have

designed an internal wire attachment, but due to our production process, we are limited to

providing a very short lead.  Then we crimp on the desired length of wire and sleeve the

transition.  The wire can be bent immediately out of the heater, but the crimped wire often

represents a compromise to what the customer wants.  Furthermore, it provides a longer

than normal cold terminal end.

 

               

 

With our standard design, the lead wire can be bent over at a right angle within 3/8” from the

terminal end.  The optimum design for limited space outside the bore is simply to shorten

the heater by ¼” to allow the wire to be bent as it exits the bore.  This design optimizes

the heated length in the bore.

 

 

 

     Friday Funnies

 

One of our interns asked another if she was planning to sign up for our company’s 401(k).

 

“I’m considering it,” replied the second intern.

 

Later, the first intern approached me looking concerned.  “I did the math,” she informed me,

“and 401k comes to almost 250 miles.  She’ll never make it” !!!

New England Patriots and Dalton Electric2018-02-02

New England Patriots and Dalton Electric

There are a number of similarities between the Patriots and Dalton Electric …

Product … The Patriots product is entertainment and they are certainly great at it.  They

are arguably the best football team in the world (with apologies to Eagles fans).  Dalton

makes the best cartridge heater in the world.

Integrity … When the Pats make a great play, they don’t beat their chests and bow to

the crowd.  They just go back to the huddle and get ready to make another great play.

Sure, Gronk spikes the ball after a touchdown and Dalton spikes it in a subtle way with

a year end celebratory meal, but then we go back to work on another great year.

Team … all of the Patriot players know what they have to do to contribute to the team’s

success … and they do it.  All of our Dalton employees know what they have to do to

contribute to our company’s success …and they do it.

Go Pats … Go Dalton … Let the party begin !!!  

         

   

              

   

                         And the winners of the shirt drawing !!!