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!

Insulation Density (cont.)2012-06-15

Insulation Density (cont.)

Last week we discussed compaction of the MgO insulation in a Dalton Electric Watt-Flex® cartridge heater and how that provided better di-electric value between the coil and sheath of the heater. But there is another benefit to the increasesd compaction of our split heater.

MgO is used as the insulation because it provides two characteristics: insulation and heat transfer. Compaction increases both of these properties. The cartridge is filled with the MgO in a crystalline form (nearly powder) and achieves a tight density through vibration of the heater. When the heater is swaged, this tightly packed Mgo becomes more like a ceramic in form.

Dalton Electric Cartridge Heater MgO Insulation

This increased heat transfer is key to the life of the heater, as a coil that runs cooler at a given set point temperature will last longer. And this feature works in concert with the superior contact of the split sheath with the walls of the bore. The heat moves more efficiently to the sheath of the heater and then into the bore and heat sink, markedly increasing the life of the heater. Watt-Flex is your key to reduced cost of heating !!!

 

 

Friday Funnies

 

Nature of the Universe:

Carl Zwanzig: "Duct tape is like the Force. It has a light side, a dark side, and it holds the universe together...."

Douglas Adams: "There is a theory which states that if ever anybody discovers exactly what the Universe is for and why it is here, it will instantly disappear and be replaced by something even more bizarre and inexplicable. There is another theory which states that this has already happened."

Albert Einstein: "Only two things are infinite, the universe and human stupidity, and I'm not sure about the former."

Unknown: "Astronomers say the universe is finite, which is a comforting thought for those people who can't remember where they leave things."

Insulation Density2012-06-08

Insulation Density

Compaction of Magnesium Oxide (MgO), the insulation material that isolates the coil in our Dalton Electric heaters provides several benefits that translate to superior performance for our customers. Compaction of MgO provides two enhancements to a cartridge heater: it increases the dielectric (insulation value) and the ability to transfer heat from the coil to the sheath. To begin, our filling process allows the MgO access to the outside and inside of the coil, providing very consistent application of the insulation material.

The swaging process compacts the insulation through diameter reduction. The secret to effective swaging is die design. At Dalton Electric, we have a number of very talented manual machinists with more years of experience than they would care to admit. This gives us complete process control of feathering the taper of the die and designing it to perfectly swage a heater for optimum compaction.

Dalton Electric Cartridge Heater MgO Insulation

Since we do not have a ceramic core as found in a conventional cartridge heater, we can swage much denser. This increased insulation will keep the current in the coil where it belongs. All MgO's ability to provide insulation value is decreased under extreme heat, but our increased compaction provides long life, even in situations of very high heat at up to 600 volts.

 

 

Friday Funnies

 

A soldier was asked to report to headquarters for assignment. The sergeant said, "We have a critical shortage of typists. I'll give you a little test. Type this," he ordered, giving him a pamphlet to copy and a sheet of paper, and pointing to a desk across the room that held a typewriter and an adding machine.

The soldier, quite reluctant to become a clerk typist, made a point of typing very slowly, and saw to it that his work contained as many errors as possible. The sergeant gave the typed copy only a brief glance.

"That's fine," he said. "Report for work at 8 tomorrow."

"But aren't you going to check the test?" the prospective clerk asked. The sergeant grinned.

"You passed the test," he replied, "when you sat down at the typewriter instead of at the adding machine."

Sports & Sales2012-05-25

Sports & Sales

A sales training executive in Boston recently published an article about Need for Approval, stating that he had recently heard former NBA all-star and current ESPN basketball analyst, Bruce Bowen, talking about Kevin Garnett of the Boston Celtics. He characterized Garnett as one of the toughest competitors on the court, unlike some younger, very talented players who aren't as competitive and don't know how to close out games. He said the difference is that Garnett is trying to win while the less competitive players are trying too hard to make friends.

The Need for Approval is a big factor in the difference between the elite 6% of salespeople and the bottom 74% of salespeople, just as this affliction is a differentiator in sports. In the discussion about Kevin Garnett, Bowen said that Garnett doesn't care what other players think about him. Garnett simply does not care if other players have a problem with him being tough, unrelenting, unfriendly, angry and passionate on the court. He isn't going to smile at an opponent, ask how he's doing or praise him for a nice play. He doesn't care if his opponent has a problem with that.

In sales, the elite 6% don't care what prospects and customers think about them, as long as they are thinking about them. They don't need to be best friends or have a relationship outside of work with customers. That allows them to ask tough questions and challenge strategies and comments when appropriate. These are behaviors that the bottom 74% of salespeople aren't able to execute because they care so much about what their prospects and customers think about them. They worry that, if they ask too many questions, their prospects and customers won't like them anymore.

Because they don't ask tough questions and don't ever challenge anything, we can be certain that they aren't having the type of conversations that add value. And if they aren't adding value, their prospects and customers probably don't value them.

 

 

Friday Funnies

 

The woman was always frequenting small antique shops, but regardless of what she saw there, she always complained about something. The quality was poor or the prices too high, or even the location.

The shop owners took it in stride, but one day, while ranting and raving, (and, as usual, not buying) she blasted at the clerk, "Why is it I never manage to get what I ask for in your shop?"

The clerk smiled and replied, "Possibly because we're too polite."

Just for You2012-05-18

Just for You

I visited with a distributor this week and held a training session that was most instructive for me (and them, hopefully). One of the salesman had just joined the distributor, having worked for a large competitor to Dalton Electric Heating. During the discussion, he related how his former employer is changing the focus of their Sales, Marketing and Support for distribution. I have been aware of subtle changes, but his explanation helped me understand.

He said that the company is re-focusing toward their more profitable business with O.E.M.'s and away from distributor support. He talked about a growing lack of interest in smaller quantity sales and diminishing support for providing specials. He asked about several accessories and was pleased to learn that we will supply them with any heater, in any quantity, as long as our minimum is met.

Often companies only consider Dalton Electric when there is a problem to be solved, but our reality is that we can help Cut the Cost of Heating in a quantity of five heaters from production, or one heater from our extensive over-run (stock). We are happy to supply it with any length of leads, any available accessories and with as much help as we can supply to help you close an order. Turn to Dalton ... we'll do it just for you !!!

 

 

Friday Funnies

 

Working as a hospital interpreter, a woman reported finding herself in the middle of an odd conversation. The doctor warned the patient, "By drinking and smoking as much as you do, you're killing yourself slowly."

The patient just nodded and replied, "That's O.K., I'm not in a hurry."

One Continuous Coil2012-05-11

Top Salespeople

Sometimes customers raise huge red flags. If you are listening, you will realize a huge sales opportunity. This week a customer told us that he was having trouble with a mold going out of balance and the operator and maintenance people were confused. The heater was heating, but the mold could not be held steady.

Ah, you think, this poor guy thinks a heater always fully heats. He is unaware that a conventional heater will have two or more sections of coil ... and if one opens, half (or a third, or a quarter) of the heater does not heat. Their thermocouple sees heat from the heated half, but the mold is out of balance ... or a section of the sealing bar does not seal, or the platen does not seal the container.

Dalton Electric Cartridge Heater

The Dalton Watt-Flex® cartridge heater has a continuous resistance coil. The whole heater heats ... or it doesn't. Great profile ... problem eliminated. Customers will occasionally tell you what they need without knowing it. Listen closely !!!

 

 

Friday Funnies

Working Man's Zen ...

The journey of a thousand miles begins with a broken fan belt and a leaky tire. Don't be irreplaceable. If you can't be replaced, you can't be promoted.

Always remember you're unique. Just like everyone else.

Never test the depth of the water with both feet.

Before you criticize someone, you should walk a mile in their shoes. That way, when you criticize them you're a mile away and you have their shoes.

If you lend someone $20 and never see that person again, it was probably worth it.

If you tell the truth, you don't have to remember anything.

Good judgment comes from bad experience, and a lot of that comes from bad judgment.

Top Salespeople2012-05-04

Top Salespeople

Last week we listed a number of attributes of highly successful salespeople, as enumerated in a Harvard Business School study. Here are the remaining characteristics:

High levels of empathy. The ability to put themselves in the customer's shoes, imagine needs and concerns, and respond appropriately was a habit.

Intensely goal-oriented.Always knowing what they were going after and how much progress they were making kept distractions from side-tracking them.

Above-average will power and determination.No matter how tempted they were to give up, they persisted toward goals. Self-discipline was a key.

Impeccably honest with themselves and the customer.No matter what the temptation to fudge, these people resisted and gained ongoing trust of customers.

Selling is a great field filled with opportunity ... but that opportunity must be utilized ... and that takes concentration and focus !!!

 

 

Friday Funnies

 

The boss was complaining in our staff meeting the other day that he wasn't getting any respect. Later that morning he went to a local card and novelty shop and bought a small sign that read, "I'm the Boss." He then taped it to his office door.

Later that day when he returned from lunch, he found that someone had taped a note to the sign that said. "Your wife called, she wants her sign back!"

Top Salespeople2012-04-27

Top Salespeople

The Harvard Business School did a study to determine the common characteristics of top salespeople. The evidence they found is clear that most people can be top sellers if they are willing to study, concentrate and focus on their performance. Here are the attributes the study found in highly successful salespeople:

Did not take "no" personallyand allow it to make them feel like a failure. They have high enough levels of confidence or self-esteem, so that, although they may be dis- appointed, they aren't devastated.

100% acceptance of responsibility for results.They didn't blame the economy, the competition, or their company for dips in closings. Instead, the worse things were, the harder they worked to make negatives work to their advantage.

Above average ambitionand desire to succeed. This is a key area because it affected priorities, how they spent their time on and off the job, with whom they associated, etc.

Ability to approach strangers, even when it's uncomfortable.

More next week !!!

 

 

Friday Funnies

 

A sales rep, an administrative clerk and their manager are walking to lunch when they find an antique oil lamp. They rub it and a Genie came out in a puff of smoke.

The Genie says, "I usually only grant three wishes, so I'll give each of you just one."

"Me first! Me first!" says the clerk. "I want to be in the Bahamas, driving a speedboat, without a care in the world."Poof! She's gone.

In astonishment, "Me next! Me next!" says the sales rep. "I want to be in Hawaii, relaxing on the beach with my personal masseuse, an endless supply of pina coladas and the love of my life." Poof! He's gone.

"OK, you're up," the Genie says to the manager ... to which he replies: "I want those two back in the office after lunch."

Lots of Heat - Part II2012-04-20

Lots of Heat - Part II

Last week we discussed the relationship between heat and resistivity in extremely high heat applications. The resistivity will drop exponentially as the heat of the heater and heat sink moves into the 1000 degC range. But there are two additional factors which influence the resistivity of insulation in the heater.

The first is simply the amount of insulation provided. This is a function of the diameter of the heater. We generally employ the same helix winding arbor for larger diameter heaters, increasing the real estate between the coil and ID of the sheath as the diameter grows. Dielectric strength will decrease with temperature, but the plot of voltage resistance per mil of insulation is shifted with the increased thickness of the MgO.

And the second factor is the watt density of the heater. The specific insulation curve shows that there is a sharp drop in resistivity with higher watt density. This increased wattage will establish a great potential for leakage as greater power per segment or area of MgO is provided. Applications using extremely high heat generally employ low watt density heaters ... but lots of them to achieve high total wattage in the heat sink.

 

 

Friday Funnies

 

A lady went to the butcher shop looking for a chicken for dinner. She asked the butcher to see his selection. He only had one chicken left but did not disclose this to the lady.

He kept the chickens in the bin below the showcase and so he reached down and pulled out his last chicken. When he put it on the scale, the lady eyed the weight and asked if he had one a little larger. "Yes," he replied. He took the chicken and lowered it down to the empty bin, shook it against the side and brought it back out. This time when he placed it on the scale, his trained thumb hung just a little bit on the edge of the scale.

The lady eyed the weight and said, "That's fine, I'll take both of them."

Lots of Heat2012-04-13

Lots of Heat

Occasionally we will be involved with a project which involves extremely high heat. And sometimes engineers either believe that best way to achieve it is with very high watt density ... or must design that way because of space limitations. So the heater specification employs an unreasonable wattage to supply both temperature and reasonable life.

Magnesium Oxide, the dielectric (insulation) used in a Dalton Watt-Flex® cartridge heater provides resistivity between the heating coil and the sheath of the heater. As this compacted MgO is heated, the resistivity will rise from ambient to about 400 degC and then will drop exponentially into the 1000 degC range.

When it is cooled, the resistivity rises continuously and is always higher than that at the corresponding temperature during the heating process. But the primary concern at very high temperatures is that electrical leakage will trip the circuit breaker. Application design must consider the resistivity compromise by heat and accommodate that with circuit protection.

 

 

Friday Funnies

 

The following guidelines shall be used when hiring new personnel:

- Take the prospective employees you are trying to place and put them in a room with only a table and two chairs. Leave them alone for two hours, without any instruction. At the end of that time, go back and see what they are doing.

- If they have taken the table apart in that time, put them in Engineering.

- If they are counting the butts in the ashtray, assign them to Finance.

- If they are screaming and waving their arms, send them off to Manufacturing.

- If they are talking to the chairs, Personnel is a good spot for them.

- If they are sleeping, they are Management material.

- If they are writing up the experience, send them to Tech Pubs.

- If they don't even look up when you enter the room, assign them to Security.

- If they try to tell you it's not as bad as it looks, send them to Marketing.

- And if they have left early, put them in Sales.

Face-to-Face2012-04-06

Face-to-Face

Yesterday morning our Dalton Electric Regional managers met as they do at the beginning of every quarter to discuss their objectives for the next three months. One interesting topic of discussion was the value of distributors that maintain a sales force that travels and meets face-to-face with customers. Some distributors have adopted a more casual profile, relying on websites, phone calls and email to sell.

One distributor had a very strong customer who they did not visit regularly. They lost the account to another distributor who visited the customer aggressively and now owns $100k in annual business. Concern was expressed in the meeting regarding some distributors who are trending toward inside sales exclusively.

Any client will tell you that many of their best experiences with sales people were with those who honestly listened to their needs, and showed an interest in more than just the business. They came in with a low pressure, open, and honest approach, won the business and kept it through personalized service.

It costs more than five times as much to secure a new customer as it does to keep an existing customer. Relationship selling is all about building a friendship or relationship with your prospects and listening to their needs. Once you've built that relationship, shown you care, and earned their trust, you are on the road to making and keeping a customer.

 

 

Friday Funnies

 

How careers end ...

Bodybuilders are rebuffed.

Underwear models are debriefed

Painters are discolored.

Spinsters are dismissed.

Judges are disappointed.

Vegas dealers are discarded.

Mathematicians are discounted.

Tree surgeons disembark.

Concerns2012-03-30

Concerns

A prospect's concern about your heaters should not be viewed as an objection, nor should if be looked at as something negative to be brushed off. It needs to be dealt with before moving into the sale. There are five major concerns that you are likely to run into:

No need ... No trust ... No interest ... No hurry ... No ability to decide or pay.

If you are going to succeed, you must identify and address the prospect's concern. Addressing the wrong concern will not move you toward a sale. Here is a strategy to overcome concerns:

Resist ... the temtation to step away too early or to circumvent the concern. Hang tough. Press on to fully solve the buyer's problem.

Assist ... the customer in defining his needs. Ask questions and help him identify the basic problem that brought on concern. Assure him that you will assist after the sale to help him fully realize the benefits of the heater.

Persist ... in a way that shows that you genuinely care and that you want to serve on a long- term basis. You will convey your sincerity by persisting without the intention of manipulation.

When the prospect's concern is effectively addressed and eliminated, you will find that you are working together toward the same goal.

 

 

Friday Funnies

 

How careers end ...

Programmers are decoded.

Accountants are discredited.

Pastry chefs are deserted.

Perfume makers are dissented.

Butterfly collectors are debugged.

Students are degraded.

Electricians are refused.

Two Anniversaries2012-03-23

Two Anniversaries

Anniversary #1- Dale Lyons marked her 30th Anniversary as an employee of Dalton Electric. She has been a fixture in the office, managing processes of Quoting, Order Entry, Expediting Orders, Database Maintenance, Billing and keeping Receivables current. She is well-known to key customers and brings a daily professionalism to her every interaction.

Dale Lyons, 30th anniversary as Dalton Electric employee

Dale has been the glue that holds our office together and brings a historical and functional knowledge to our daily routine. She is an invaluable asset to Dalton and we all look forward to her next 30 years !!! Dale chose to celebrate quietly at a luncheon with a few office co-workers.

Anniversary #2- The TGID Dalton Newsletter. It has been our honor to bring you our weekly newsletter for 8 years, filling your Fridays with selling tips, articles about Watt-Flex® cartridge heaters and always Friday Funnies. We want to continue to stay in the forefront of your thoughts about cartridge heaters and always welcome questions and suggested articles. Please let us know if any of your colleagues do not receive the newsletter.

 

 

Friday Funnies

 

I was working as an interpreter at a hospital when I found myself in the middle of an odd conversation. The doctor warned the patient, "By drinking and smoking as much as you do, you're killing yourself slowly."

The patient just nodded and responded, "That's OK, I'm not in any hurry."

Back to Basics - Bore Size2012-03-16

Back to Basics - Bore Size

As we all know, Dalton Watt-Flex® 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". Therefore, the largest diameter of the heater is .003" under the spec. 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. So the minimum bore I.D. is .002" over the spec. If we add drill tolerance, we will generally specify a bore at .002" to .005" over the spec dimension.

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

 

An angel appears at a faculty meeting and tells the dean, "In return for your unselfish and exemplary behavior, the Lord will reward you with your choice of infinite wealth, wisdom, or beauty."

"Give me infinite wisdom!" declares the dean without hesitation.

"Done!" says the angel and disappears in a cloud of smoke.

All heads now turn to the dean who sits surrounded by a faint halo of light. "Well," says a colleague, "say something brilliant."

The dean stands and, with the poise of Socrates, opines, "I should have taken the money."

      Have a HappySt. Patick's Day!!!

Appreciation III2012-03-09

Appreciation III

The importance of Appreciation being well established in the last two Dalton TGID Newsletters, it is necessary to think out the implementation of our initiative. I asked our Purchasing Manager how often suppliers thank her for placing and order and she responded, "most of the time." For any effective sales person, it is second nature to say, "thank you for the order." We do this in person or with an acknowledging email.

But an effective way to stand out in the eyes of a buyer or engineer is taking that one step further. From time to time we all go the extra mile, providing an extra service, a quick personal delivery or a helping hand with an order. When you are thanked for that effort, turn it around and state that you appreciate the opportunity to help such a loyal or special customer. Let them know how important they are to you.

And bring that into other aspects of your professional and personal life. Your team back at the office deserves your thanks for the support that they provide to you, the shipper who stayed late to get your order out and your boss who took care of an order when you were on the road. And finally, thank that special person at home who accommodates your crazy schedule of late nights and extra hours. All of this appreciation that you express will warm people to you and return several fold.

 

Friday Funnies

 

The four Katz brothers, Lowell, Norman, Hiram, and Max, invented the first automobile air-conditioner. On August 15, 1951, the temperature in Detroit was 92 degrees.The four brothers walked into Henry Ford’s office and con- vinced him to come out to the parking lot to their car. They got him to get into the car, which was about 120 degrees, turned on the air conditioner, and cooled the car off within a few minutes. Henry got very excited and invited them back to the office, where he offered them $2 million for the patent.

The brothers refused, saying they would settle for $1 million, but they wanted the recognition by having a label, ‘The Katz Air-Conditioner,’ on the dashboard of each Ford car in which it was installed. Now Henry Ford was more than just a little clever, and there was no way he was going to put the Katz’s name on two million Fords. They haggled back and forth for about two hours and finally agreed on $3 million and that just their first names would be shown.

And so to this day, all Ford air conditioners show — Low, Norm, Hi, and Max — on the controls.

Appreciation II2012-03-02

Appreciation II

Last week we discussed the value of appreciation and posed the question: How can we become more polished in our expression of appreciation? Here are three suggested steps to realize and practice your capability:

Start with yourself ... take a few minutes at the end of the day and ask, "What can I rightly feel proud of today?" And if you are committed to constant self-improvement, ask yourself, "What could I have done better today?" Both questions will help you appreciate opportunities that you have and how to react to them.

What are others doing right? ... this will get you thinking about positive qualities, behaviors and contributions by others on your team. Ask yourself, "What is it that each indivdual uniquely brings to the table?" The more you work at it, the better you'll get at it and the less you will take for granted.

Be appreciative ... Practice makes Perfect. Be specific about what you value, and the more you notice what's meaningful to that person, the more positive your impact on that person is likely to be.

 

 

Friday Funnies

A businessman tells his friend that his company is looking for a new accountant. His friend asks, "Didn't your company hire a new accountant a few weeks ago?"

The businessman replies, "That's the accountant we're looking for."