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!

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."

Appreciation2012-02-24

Appreciation

I recently read an article in the Harvard Business Review about the value of Appreciation. The author maintained that whatever each of us derives from our work, there is nothing more precious than the feeling that we truly matter ... that we contribute a unique value to the whole and that we are recognized for it. The single highest driver of engagement, according to a worldwide survey conducted by Towers Watson, is whether or not workers feel their managers are genuinely interested in their well-being.

We all know that feeling genuinely appreciated lifts us up. At the most basic level, it makes us feel safe and frees us up to do our best work ... it's even energizing !!! So why is it that openly praising or expressing appreciation can seem so awkward or contrived? The author maintains that it is because we are not fluent in the language of positive emotions and expression in the workplace.

So if we are all intimately familiar with the value of appreciation expressed to us, how can we use that understanding in our lives, to deepen relationships with team members? And how can we become more polished in the expression of appreciation to promote ourselves and benefit in a sales environment? More to come next week !!!

 

 

Friday Funnies

 

How careers end...

Lawyers are disbarred.

Ministers are defrocked.

Electricians are delighted.

Far Eastern diplomats are disoriented.

Alpine climbers are dismounted.

Piano tuners are unstrung.

Orchestra leaders are disbanded.

Artists' models are deposed.

Cooks are deranged.

Dressmakers are unbiased.

Nudists are redressed.

Mediums are dispirited.

Persistence2012-02-17

Persistence

Napoleon Hill wrote the following words in his book Think and Grow Rich. They are just as appropriate today as they were when he wrote them 70 years ago:

"Persistence is an essential factor in the process of transmuting desire into its monetary equivalent. The basis of persistence is the power of will. The majority of people are ready to throw their aims and purposes overboard, and give up at the first sign of opposition or misfortune. A few carry on despite all opposition, until they attain their goal."

"Lack of persistence is one of the major causes of failure. Moreover, experience with thousands of people has proved that lack of persistence is a weakness common to the majority of people. It is a weakness which may be overcome by effort. The ease with which lack of persistence may be conquered will depend entirely on on the intensity of one's desire."

"The starting point of all achievement is desire. Keep this constantly in mind. Weak desires bring weak results, just as a small fire makes makes a small amount of heat. If you find yourself lacking in persistence, this weakness may be remedied by building a strong fire under your desire."

"Our greatest glory is not in never failing, but in rising every time we fail."

 

 

Friday Funnies

 

Here you go, Lexophiles !!!

To write with a broken pencil is pointless.

When fish are in schools they sometimes take debate.

A thief who stole a calendar got twelve months.

When the smog lifts in Los Angeles, U.C.L.A.

The professor discovered that her theory of earthquakes was on shaky ground.

The batteries were given out free of charge.

A dentist and a manicurist married. They fought tooth and nail.

Successful Distributors2012-02-10

Successful Distributors

I recently read an essay by the Slide Company on what makes a successful distributor. They made four key points, two of which are particularly apropos to Dalton Electric distributors. One is that customer contact is key. Slide competitors who have no local distribution presence can only offer anonymous support via email and phone. Successful distributors build and then nurture those local personal relationships with their accounts.

Second, they maintained that most successful distributors us a combination of phone and face-to-face contacts with their customers. Variations of how this system operates are plentiful, but the most successful companies effectively use both paths to reach their customers. There is one more element that leads to success as a Watt-Flex® cartridge heater distributor. And that is an abiding faith that this cartridge heater will cut your customer's Cost of Heating, that they will recognize this and will continue to return to you for the best cartridge heater available. It's not just a problem solver, even though it is an effective way to break into a prospect. But rather, it is a cartridge heater that will out-perform what ever they are using and make you the go-to heater person !!!

 

 

Friday Funnies

 

Idle thoughts of a wandering mind

....I had amnesia once -- or twice.

....If the world was a logical place, men would be the ones who ride horses sidesaddle.

....They told me I was gullible... and I believed them.

....Experience is the thing you have left when everything else is gone.

....I used to be indecisive. Now I'm not sure.

....The cost of living hasn't affected its popularity.

....Show me a man with both feet firmly on the ground, and I'll show you a man who can't get his pants off.

Non-Stick2012-02-03

Non-Stick

One of our new customers has been using a conventional heater that is coated with a "Non-Stick" surface. The company that produces this heater claims that the surface promotes heat transfer and is effective to 1200 degF in preventing bore seizure. When asked about this claim, our customer simply said, "It's a Big Joke !!!"

 

 

In this application a fairly substantial block of steel is heated to about 900 degF, well within the advertised limits of the Non-Stick coating. But the heaters were completely seized in the block and will have to be drilled out, a procedure which will cost far more than the original cost of the heaters.

Dalton Watt-Flex® cartridge heaters expand when energized for superior heat transfer through intimate metal-to-metal contact and conduction to the walls of the bore. And, when deenergized, they will contract for warranted removal ... sorry, but Non-Stick heaters don't carry that warranty.

 

 

Friday Funnies

 

"Wow!" said my tween daughter. She was reading the nutrition label on a bag of cheese curls. "These must be loaded with cholesterol. The label lists it a Omg!"

My tween son took a look. "That's zero milligrams, not Oh My God."

The Dragon Year2012-01-27

The Dragon Year

The Year of the Dragon began last Monday with the advent of the Chinese New Year. The dragon is the most auspicious and powerful of the 12 signs of the zodiac, one associated with high energy and prosperity. It's also the only mythical creature in the Chinese astrological stable that includes horses, rats and pigs. This year is considered especially auspicious because it is the year of the water dragon, something that happens once every 60 years.

"The dragon is a symbol of power and superior control," says Stephen Chu, president of a Chinese Business Association, west of Toronto. "It's not evil. The dragon is a good symbol." It also represents change and mobility.

"Dragons seem to be a change year, and usually from bad to good," says Paul Ng, a feng shui master. "In general, in the dragon years, the world economy does a little better." Given how the world economy has been getting along, that wouldn't be a bad thing. And with this year of the dragon coming after 2011's year of the rabbit, a symbol which Ng says usually represents instability, he sees the potential for an economic rebound similar to the pattern that emerged in 1987 (a bad — and rabbit — year), followed by a better (and dragon) year in 1988.

Are you skeptical about astrology? Dragon years have been great for Dalton Electric. 1988 & 2000 were both strong growth years and we look forward to a strong 2012. Join with us ... enjoy the power of the Dragon this year !!!

 

Friday Funnies

 

A neutron walks into a bar and orders a beer.

"How much for the beer?" the neutron asks the bartender.

"For you?" replies the bartender,"no charge."

Back to Basics - Continuous Coil2012-01-20

Back to Basics - Continuous Coil

A Dalton Electric Watt-Flex® cartridge heater is basically a tubular heater that is bent back on itself, crushed and swaged into a cylindrical format. The heater can be seven feet long, but it still has one continuous coil extending down one leg to the tip, and back down the other. The by-products and benefits of this design are threefold.

Conventional heaters longer than six inches have sections of ceramic cores with resistance wire wound on them. There is a cold section between each core junction. The Watt-Flex heater has a continuous coil and eliminates these cold sections.

 

 

Second, conventional heaters will generate more heat in the middle of the wound core, producing uneven heat across the profile of the heater. The Watt-Flex heater produces an even temperature profile from consistent coils across its entire length.

 


And third, the conventional heater has coil sections wired in parallel to the two rods down the middle of the heater. Therefore, one core can burnout independent of another, producing a cold section in the heat sink. The continuous coil of the Watt-Flex heater is one consistent resistor ... it is either on or off, eliminating a poorly performing application.

Sell these benefits and you will have a sale for the life of the application.

 

 

Friday Funnies

 

A woman walked up to a little old man rocking in a chair on his porch. "Sir, I couldn't help but notice how happy you look this morning," she said. "Tell me, what's your secret for a long, happy life?"

"I smoke three packs of cigarettes a day," he replied. "I also drink a case of whiskey every week, eat fatty foods, and never exercise."

"That's amazing!" she exclaimed. "How old are you?"

"Twenty-six."

Back to Basics - Cool Tip / Hot Tip2012-01-13

Back to Basics - Cool Tip / Hot Tip

Start the year with an exclusive benefit of the Watt-Flex® cartridge heater: a Hot Tip. No other design offers a fully heated tip for getting heat right to where it is needed ... heated probes, branding tools, heated punching applications, etc. One caution: lots of heat is generated at the tip and it must be in contact with the end of the bore to pull that heat away from the heater. If the heater is used with a header, or some other accessory that will restrict full insertion, contact your Regional Sales Mgr. or the factory for design assistance.

 

 

If your heater is being used in an open or thru-drilled bore, you need to specify the cool tip design. You can see by the picture above that the cool tip is formed by a stretch of the resistance coil and only takes heat off the crown of the cartridge. This cool tip design allows consistent heat through the entire bore to the end of the heater.

 

 

Friday Funnies

 

Following the tragic death of the Human Cannonball at the Traveling Circus, A spokesman said "We'll have to get another man of the same caliber."

Resolutions2012-01-06

Resolutions

What's that? ... You've never failed a New Year's Resolution? Oh, it's because you never made one. Is a New Year's Resolution something that goes in one year and comes out the other? Here's two points that will help change your thinking about the impossibility of Resolutions ...

Focus on the Positive ... Resolutions that focus on the negative require far too much motivation and resolve. "I'm going to ....." is much easier than "I'm not going to ....... anymore!" What are the things you are good at? What are the successes that will make a difference in your life? If there is a negative in your personal or professional world, what is the positive step that you must take to eliminate it?

Big Goals / Small steps ... The problem with many Resolutions is they are too tough to keep. It is human nature to bite off more than we can chew. Instead of setting a giant resolution like increasing sales for the year, try setting monthly goals of increasing sales. If your January sales exceed last January's sales, you have succeeded !!! Or try setting a weekly goal of calling on a new company. Too often the easy route is to work in our comfort zone ... extend yourself and dig up a completely new prospect each week and make the call.

And finally, track those successes. Write them down. Looking at them will give you a sense of empowerment and motivation.

 

 

Friday Funnies

 

 

New Year Quotes:

 

Mark Twain
New Year's is a harmless annual institution, of no particular use to anybody save as a scapegoat for promiscuous drunks, and friendly calls and humbug resolutions.

Jay Leno
Now there are more overweight people in America than average-weight people. So overweight people are now average… which means, you have met your New Year's resolution.

Eric Zorn
Making resolutions is a cleansing ritual of self assessment and repentance that demands personal honesty and, ultimately, reinforces humility. Breaking them is part of the cycle.

Joey Adams
May all your troubles last as long as your New Year's resolutions!