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!

Curling Bonspiel2013-03-22

Curling Bonspiel

The 117th playing of the Gordon International Curling Bonspiel was held last weekend in Montreal. It is the longest running sporting event in North America, having begun in 1884. Dalton Electric's Eli Whitney was on one of the 20 teams that traveled north representing the U.S.A. in competition with 40 teams from Canada.

The U.S. had high hopes of repeating their 2011 victory, which was the first American win in the last 25 years. Eli curled with a team from southern New Hampshire who went 3-2 over the weekend and tallied far more stones than they lost. The teams curled on Thursday night, twice on Friday and twice again on Saturday.

Curling Bonspiel

They took their sore bodies to the Saturday night banquet, which is filled with traditions of bagpiper, individual team performance prizes and a tremendous steak dinner. And finally the total stones announcement had every U.S.A. competitor on his feet, toasting a healthy victory. A late Montreal celebration had all competitors quiet, but joy filled, on the long ride home.

 

I tried to catch some fog, but I mist.

When chemists die, they barium.

A soldier who survived mustard gas and pepper spray is now a seasoned veteran.

I didn't like my beard at first. Then it grew on me.

Class trip to the Coca-Cola factory. I hope there's no pop quiz.

Insertion Length2013-03-08

Insertion Length

Cartridge heaters are insertion heaters; inserted into the workpiece and, consequently, most efficient because they put their heat right where you want it. But sometimes we need to control insertion by adding an accessory to the heater.

There are a number of insertion stops: bead of weld, flange and mounting bracket:

Cartridge Heater Insertion Length

The positioning of the insertion stop can be controlled from either side of the heater. The position specification may be either A = ? (distance from the terminal end of the heater to the back of the insertion obstruction surface) or B = ? (distance from the tip of the heater to the obstructing surface). So, if the dimension is A = 1/2", the stop will be 1/2" from the terminal end of the heater.

Two considerations when positioning the stop are heater tolerance and cold terminal end. If the "A" dimension is used, the tolerance of the heater length will be located in the bore. You must be sure that a heater at the longest end of its length tolerance will not extend out of the bore. But if the "B" dimension is used, the insertion will be fixed at that dimension (i.e. B = 10" will provide exactly 10" insertion into the heat sink.

The length tolerance will be outside the bore ... a 21" heater will have a tolerance of +/- 3/8" outside the bore. This could be a problem if the design does not allow for the extra space required by that tolerance. The other consideration is that no heated section be outside of the heatsink. If the "B" dimension on this heater is 20" with 1" outside the bore, the length tolerance must be considered and the cold terminal section must be at least 1-1/2". Be sure to fill in your Dalton Sales contact if you have any question about this design procedure.

 

 

Friday Funnies

 

A husband read an article to his wife about how many words women use a day ... 30,000 to a man's 15,000.

The wife replied, "The reason has to be because we have to repeat everything to men."

The husband then turned to his wife and asked, "What?"

Train Your Customers2013-03-01

Train Your Customers

Teach your customers a couple of tricks and you can raise satisfaction. Customers who understand your products get the most out of their purchases and can prevent or fix problems. To educate customers a little more each time they contact you, try these ideas:

Explain how and why you did something for your customer. If it is something that they need to have done, offer to show them how to perform a heat study for example.

Direct them to self help on a website or manuals to enhance the help you gave. Tie them to the product you supplied so they will return.

A useful website ... Ahha.com ... go to it and type cartridge heaters in the B2B search box ... Dalton Electric should be front and center !!!

 

Friday Funnies

 

A couple drove down a country road for several miles, not saying a word. An earlier discussion had led to an argument and neither of them wanted to concede their position. As they passed a barnyard of mules, goats and pigs, the husband asked sarcastically, "Relatives of yours?"

"Yep," the wife replied, "In-Laws."

Cost of Heating2013-02-22

Cost of Heating

We are in the process of redesigning our website and, during the discussion of neat things to include, we talked about Cost of Heating vs. the price of the heater. We even considered adding a calculator for comparison purposes ... cost of heating of a conventional design vs. a Watt-Flex® cartridge heater. The verdict is still out on the feasibility of an accurate calculator, but in the study process, I worked up an example.

It began with a platen with 10 heaters at 1,000 watts each. Operating cost was calculated at our local cost of Kw/hr. electricity over one year of 250 8-hour working days. It was followed by the cost of heaters with expected numbers of replacements over the year. Maintenance for heater change-out and lost production costs were calculated and I estimated a very conservative two drill-outs of the conventional heaters ... both maintenance and machine downtime cost.

All of my numbers were on the conservative side and I began with our Watt- Flex heaters costing 20% more that the conventional heater. The final cost of heating for this application was $1,817/year for the conventional heater and $1,352 for the Watt-Flex cartridge. We will work this study into the site, but it is an excellent reminder of the importance of selling Cost of Heating in every Dalton user or potential customer.

 

 

Friday Funnies

 

Wife is at home and texts her husband on a cold winter morning:
"Windows frozen"

Husband texts back:
"Pour some lukewarm water on it slowly."

Wife texts back 5 minutes later:
"Computer completely screwed up now."

Presidents Day2013-02-15

Presidents Day

First, let's clear something up ... President's Day (with an apostrophe) is a misspelling when used with the intention of celebrating more than one individual, however, as an alternate rendering of "Washington's Birthday," it is a proper spelling of a possessive. While Washington's Birthday was originally established to honor George Washington, the term Presidents Day was informally coined in a deliberate attempt to use the holiday to honor multiple presidents, and is virtually always used that way today.

Washington's Birthday was originally implemented by an Act of Congress in 1879 for government offices in the District of Columbia and expanded in 1885 to include all federal offices. As the first federal holiday to honor an American citizen, the holiday was celebrated on Washington's actual birthday, February 22. On January 1, 1971, the federal holiday was shifted to the third Monday in February by the Uniform Monday Holiday Act. This date places it between February 15 and 21, which makes the name "Washington's Birthday" in some sense a misnomer, since it never occurs on Washington's actual birthday.

The federal holiday Washington's Birthday honors the accomplishments of the man known as "The Father of his Country". Celebrated for his leadership in the founding of the nation, he was the Electoral College's unanimous choice to become the first President. George would be thrilled to know that his holiday has become a day known for sales in stores and particularly automobile dealerships !!!

 

 

Friday Funnies

 

Homeland Security at the grocery store?? When I was ready to check out and pay for my groceries, the cashier said, "Strip down, facing me." Making a mental note so I could complain to our congressman about this over-the-top Homeland Security routine, I did just as he had instructed.

After the shrieking and hysterical remarks finally subsided, I found out the checker was referring to how I should position my credit card. Nonetheless, I've been asked to shop elsewhere in the future.

Ask the Question2013-02-08

Ask the Question

Many times when we are making calls, we assume that the Design Engineer has considered every angle and possibility in a new application ... after all, it's their business and their company. But often times, the knowledge of your products and a bit of common sense can combine to save later changes and aggravation.

This week I have had two instances of Engineers miscalculating the impact of their actions. One was with a step-down transformer halving the voltage, and he made the assumption that the wattage would be halved also. And the other was the impact of running heaters in series. Asking the right questions uncovers a misconception ... the engineers instantly recognized their errors and problems were avoided.

This week we have had two instances of changes of accessories required. We have to grind off welds, refinish the heaters and replace the accessories in the corrected positions. Sometimes the engineer transmits the specification and we are not able to see its impact of it. But if you can see the application, ask the question ... how long is the bore? ... have you considered the tolerance of the heater? ... do you want a flange to control insertion in the bore or extension outside the bore? Most importantly, no matter how simple it sounds ... ask the question !!!

 

 

Friday Funnies

 

As I hurtled through space, one thought kept crossing my mind - every part of this rocket was supplied by the lowest bidder.
~ John Glenn

If toast always lands butter-side down and cats always land on their feet, what happens if you strap toast on the back of a cat?
~ Steven Wright

The first piece of luggage on the carousel never belongs to anyone.
~ George Roberts

I have kleptomania, but when it gets bad, I take something for it.
~ Robert Benchley

Random Items2013-02-01

Random Items

Distributor salespeople drive for hours. We listen to the radio ... generally music as we can only take so much news. A few years ago I began checking out books on tape (CD's) from the library. In those four years, I have listened to over 300 books, either fiction or sometimes self improvement. It is a great change to the routine and lifts the mind and spirits.

Superbowl is this weekend. We laugh in the Dalton Electric office about taking a trip to the kitchen during the game, but never during the commercials. My daughter's husband has written a Superbowl ad for Tide detergent which will run in the beginning of the fourth quarter. The time, money and resources dedicated to a one-minute spot are staggering, but certainly testament to the world of sales in which we operate.

We have received further feedback from two distributors regarding the .pdf about Bore Seizure. One attaches it to any emails that they send out and report a good response from customers ... a great kick-off point for discussion. The other distributor reported that, within an hour of a small email blast to their customer list, they received three requests for brochures for Dalton cartridge heaters. We enjoy hearing about these successes.

 

 

Friday Funnies

 

Having more money doesn't make you happier. I have 50 million dollars but
I'm just as happy as when I had 48 million.
~ Arnold Schwarzenegger.

If life were fair, Elvis would still be alive today and all the impersonators would
be dead.
~ Johnny Carson

I don't believe in astrology. I am a Sagittarius and we're very skeptical.
~ Arthur C. Clarke

Kick the Year Off Right2013-01-25

Kick the Year Off Right

In late October we offered to create a .pdf that could be used as an e-mail blast, or even just a casual mailer to customers. We had ten distributors take advantage of our willingness to add their logo to the mailer and create a .pdf that would be uniquely theirs.

The feedback has been limited, but very positive from those who have used it. It is an eye catcher and another way to have a customer take a second look at the diversity of your product lines. The offer still stands ... send in a picture of your logo and we will make the conversion at no cost to you.

It's a great way to kick the year off and spark a little interest !!!

 

 

Friday Funnies

 

A computer once beat me at chess, but it was no match for me at kickboxing.
~ Emo Philips.

Wood burns faster when you have to cut and chop it yourself.
~ Harrison Ford

We are here on earth to do good unto others. What the others are here for, I have no idea.
~ W.H. Auden

Hablamos Español2013-01-18

Hablamos Español

Julio left us two weeks ago to become a policeman, so we started a search for a bilingual Customer Service employee. The answer came quickly in a young Dominican man. Angel Hernandez applied for the position and has proven to be a perfect choice.

Born in Puerto Rico, he has spent the majority of his life in the United States. He attended Gloucester High School in Massachusetts and has worked a couple of jobs in Sales and Service. He has taken classes in computer aided design, fireguard and medical technician. And he has completed his Basic Training with the Army Reserve at Fort Jackson, SC.

Angel speaks flawless English and Spanish and will prove to be a big asset in our continuing success in Central and South America, as well as Spain. He has spent this week in the shop making heaters and thoroughly understands the process. We welcome Angel and are sure that he will be of great assistance to each of you during this New Year.

New Price List

We will be introducing a new Price List that will be effective Monday, 04 February 2013. It has been more than two years since we last issued a list and this increase will be about 4%, for a rough average of 2% per year.

Nickel related product prices have continued to climb, affecting tubing, resistance wire and leads. Fortunately health care prices have not pushed to double figures this year as they have in the past, allowing us to keep the increase reasonable. All quotes will be honored through the end of the month.

 

 

Friday Funnies

 

I've been married to a communist and a fascist, and neither would take out the garbage.
~ Zsa Zsa Gabor

When a man opens a car door for his wife, it's either a new car or a new wife.
~ Prince Philip

Objectives (continued)2013-01-11

Objectives (continued)

Last week we discussed the "why's" of objectives ... now we can get onto the what and how. When establishing objectives for the month or quarter, it is important to be SMART about the process ...

S - Specific ... The objective is definitively stated ... Get the order from ABC Co. ... hold a mini-seminar with the three engineers at XYZ Co. ... Two days of vendor travel with the Dalton Electric Sales guy.

M - Measurable ... An effective objective should have a yardstick by which to measure the accomplishment ... can it be completed or are the components for success in place?

A - Achievable ... can the objective be completed within the time period ... if not, maybe it would be best to break it up in achievable steps ... secure the specification, quote the job, get decision maker's commitment, etc.

R - Relevant ... will accomplishment of the objective materially move you toward your overall personal or organizational goals?

T - Time Bound ... an understanding of the specified and reasonable time should be incorporated into the objective ... if you are forming monthly or quarterly goals, the time element is understood.

Objectives will give you a sense of direction and help you focus on your overall goals ... keep the objectives narrow, but purposefully oriented to fulfill and complete your goals.

 

 

Friday Funnies

 

Meaningful Proverbs

On the other hand, you have different fingers.

42.7 percent of all statistics are made up on the spot.

99 percent of lawyers give the rest a bad name.

Remember, half the people you know are below average.

He who laughs last, thinks slowest.

The early bird may get the worm, but the second mouse gets the cheese in the trap.

Objectives2013-01-04

Objectives

Every company has goals and every distributor, be he or she a one person show or part of a larger distributor company, also has goals. At the beginning of a new year, it is important to know what your goals are. Generally they are pretty easy to identify ... grow sales / make money. To accomplish these goals, it is important to go one step further: establish objectives.

At Dalton Electric, each of our Regional Sales Managers establish quarterly objectives. We write them down, talk about them at the beginning of the quarter and analyze our success against them at the end of the quarter. Distributor salespeople can increase their effectiveness in reaching their goals by establishing monthly or quarterly objectives.

Holding a meeting in which each salesperson presents their objectives for the month or quarter helps to focus the organizaton and make salespeople more effective by sharing successes. But simply periodically taking time to individually identify objectives will sharpen your travel and call success. Next week we will talk about SMART objectives.

 

 

Friday Funnies

 

When insults had Class:

"He is a self-made man and worships his creator." - John Bright

"He is simply a shiver looking for a spine to run up." - Paul Keating

"In order to avoid being called a flirt, she always yielded easily."
- Charles, Count Talleyrand

"Some cause happiness wherever they go; others, whenever they go."
- Oscar Wilde

"He uses statistics as a drunken man uses lamp-posts... for support rather than illumination." - Andrew Lang (1844-1912)

Merry Christmas2012-12-21

Merry Christmas

Today Dalton Electric Heating Co. celebrated with our annual Christmas lunch. The cuisine was Italian and the feast was topped by a cake with ice cream. All employees were in a festive mood with four holiday days ahead, followed by a couple of days to wrap up a great year. We all send our best to you for a Christmastime filled with health, happiness and love.

 

Friday Funnies

 

There was once a great czar in Russia named Rudolph the Red. He stood looking out the windows of is palace one day while his wife, the Czarina Katerina, sat nearby knitting. He turned to her and said, "Look my dear, it has begun to rain!"

Without even looking up from her knitting she replied, "It's too cold to rain. It must be sleeting."

The Czar shook his head and said, "I am the Czar of all the Russias, and Rudolph the Red knows rain, dear!"

Exceeding Expectations2012-12-14

Exceeding Expectations

Small efforts to do something that customers don't expect can have a bigger impact on satisfaction than doing everything they do expect. For instance, if an air flight is delayed, customers expect frequent updates and to eventually get to their destination. But the event that makes their satisfaction spike is an unexpected apology letter two days later with a voucher.

Expectations are enigmatic, but everyone has them and they exist at different levels. An Engineering Manager from Turkey wrote to Dalton asking for advice on heating a plate to be used for lamination. I did a simple heat study and shared some thoughts about design to produce an even surface heat profile. He wrote back, "Really many thanks for your very valuable study and explanations. In my engineering career, I have asked for technical assistance via e-mail so many times, but this is the first that I have get really valuable feedback. Thank you very much again."

Sometimes we exceed expectations with our normal responsive routine and sometimes it must be by design. In some instance, you may find that you can't meet all of your customer's expectations ... look for a little extra to keep satisfaction high.

 

 

Friday Funnies

 

When insults had class:

"He has never been known to use a word that might send a reader to the dictionary."
- William Faulkner (about Ernest Hemingway)

"Thank you for sending me a copy of your book; I'll waste no time reading it."
- Moses Hadas

"He has no enemies, but is intensely disliked by his friends.."
- Oscar Wilde

"I feel so miserable without you; it's almost like having you here."
- Stephen Bishop

Fiscal Cliff2012-12-07

Fiscal Cliff

To set the stage, I would note that 47% of Americans surveyed in July 2012 said that the most important investment decision they had made during their adult life was to "live within my means." How does that translate to what our government spends? Outlays by the US government during the 4 fiscal years of 1998-2001 averaged 18.5% of GDP, the last years that have produced a surplus in the United States (i.e., tax receipts in excess of outlays).

Outlays by the government during the last 4 fiscal years (2009-12) averaged 24.4% of GDP, 4 consecutive years of at least $1 trillion deficit per year. The 75-year average (1938-2012) for outlays is 20.3% of GDP (source: OMB). And lastly: 34% of Americans surveyed in the week after the 11/06/12 election believe that neither political party will compromise before year-end in their debate on avoiding the "fiscal cliff."

Predictions are tough ... the Notre Dame football team was not picked to be in the top 25 preseason and now they are #1 ... likewise, the Univ. of New Hampshire hockey team was not picked to finish in the top 20 nationally, and now they are #1. But if our elected government leaders don't find ways to compromise, tighten spending and practice fiscal responsibility and restraint, the predicted consequences will be far more dire than college National Championships.

 

 

Friday Funnies

 

When insults had class:

A member of Parliament to Disraeli: "Sir, you will either die on the gallows or of some unspeakable disease."
"That depends, Sir," said Disraeli, "whether I embrace your policies or your mistress."

"He has all the virtues I dislike and none of the vices I admire."
--- Winston Churchill

"I have never killed a man, but I have read many obituaries with great pleasure."
--- Clarence Darrow

"I didn't attend the funeral, but I sent a nice letter saying I approved of it."
--- Mark Twain

Properly Positioned2012-11-30

Properly Positioned

Our mounting bracket is an effective way to ensure that the Watt-Flex® cartridge heater is positioned properly in the bore so the heated section of the heater provides heat right where it is desired. It is TIG welded onto the heater to control the insertion distance of the heater and also acts as a means to secure the heater into the heat sink.

ULike the flange, it carries an "A" or "B" Dimension for positioning. The "B" Dimension exactly controls the insertion and is measured from the tip to the first surface of the bracket. If the "B" Dimension is used, the length tolerance of the heater will be completely outside the bore, and an appropriate cold terminal end must be provided.

The "A" dimension is measured in a different way. It is measured from the terminal end to the beginning or first surface of the mounting bracket. We have two mounting brackets ... one of them is used on a 1/2" diameter and the other for a 5/8" diameter heater. The length of the mounting bracket on a 1/2" heater is .51" and on the 5/8" heater, it's .475". The cold terminal end in the heater must be long enough to ensure that the heat is beyond the bracket surface.

Be sure to contact your Watt-Flex® cartridge heater Regional Manager or the factory for assistance.

 

 

Friday Funnies

 

Like the flange, it carries an "A" or "B" Dimension for positioning. The "B" Dimension exactly controls the insertion and is measured from the tip to the first surface of the bracket. If the "B" Dimension is used, the length tolerance of the heater will be completely outside the bore, and an appropriate cold terminal end must be provided.

The "A" dimension is measured in a different way. It is measured from the terminal end to the beginning or first surface of the mounting bracket. We have two mounting brackets ... one of them is used on a 1/2" diameter and the other for a 5/8" diameter heater. The length of the mounting bracket on a 1/2" heater is .51" and on the 5/8" heater, it's .475". The cold terminal end in the heater must be long enough to ensure that the heat is beyond the bracket surface.

Be sure to contact your Watt-Flex® cartridge heater Regional Manager or the factory for assistance.