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!

Marketing Mavs2012-11-02

Marketing Mavs

We repeat ... maybe a bit out of frustration. Last week we offered to create a .pdf with your company information exclusively on it. It is a great addition to any e-mail that you send to a customer or prospect to catch their interest. Or it can be used as an attachment to an e-blast, in which you do a mass e-mailing to your customer or prospect data base.

It is a professional piece and addresses the issue of Bore Seizure, which is a high profile topic with any cartridge heater user. We were only contacted by six distributors for their free e-mailer ... all were extremely apreciative and enthusiastic about it.

Send your logo and the copy that you want inserted and all of the results of your mailing will come directly to you. Step up and take advantage of a great offer !!!



Friday Funnies


On Halloween, my wife was handling candy duty when a trio of children, costumed as a witch, a pumpkin, and a princess, arrived at the door. She had spent some time arranging the lollipops, candy bars and other sweets in a metal bowl and was quite proud of the results.

The three children said "Trick of Treat!", and as she presented the bowl, they were clearly impressed.

"Whooooaaaaa!", they marvelled in unison.

My wife beamed, offering each child two pieces of candy.

As the children were walking away from the door, my wife overheard one of them saying, "See, they really go for that "Whoa" thing!"

E-mail Blast2012-10-26

E-mail Blast

Distributors enjoy having a .pdf to mail out occasionally to ensure that they remain foremost in their customer's and prospect's mind. It is easy to attach to an email and reminds their customers of the great products available to them. In this tradition, Dalton Electric has produced an attachment that a distributor can include with an e-mail, either as a casual attachment with routine traffic or to a customer or prospect list in a focused mailing:

You will notice that there is a large vacant space in the lower left corner. If you send your logo and contact information in a .jpg, we will piece it in and provide a completed .pdf that is ready as a mailer. This is a great way to stay ahead of the market and foster further interest in your products. Send along your contact information.



Friday Funnies


A man told his doctor that he wasn't able to do all the things around the house that he used to do. After the examination he said, "Now, Doc, I can take it. Just tell me straight out, in plain English, what is wrong with me."

"In plain English?" the doctor said, shrugging his shoulders. "You're just lazy!"

"Okay ... "said the man, rubbing his chin. "Now give me the medical term so I can tell my wife."

Why Friday Funnies?2012-10-19

Why Friday Funnies?

Some weeks seem altogether too serious and Friday Funnies help to lighten the load. Here are a few of the reasons that we need Friday Funnies:

We are all here for a spell; get all the good laughs you can.
  ... Will Rogers

Humor prevents a "hardening of the attitudes."
  ... Joel Goodman

There is a foolish corner in the brain of the wisest man.
  ... Aristotle

Forgive me my nonsense as I also forgive the nonsense of those who think they talk sense.
   ... Robert Frost

The Constitution only guarantees the American people the right to pursue happiness. You have to catch it yourself.
   ... Benjamin Franklin



25 Year Celebration


Kevin Pierce has worked with Dalton Electric for 25 years. He is a wonderfully cheerful and upbeat individual, liked by all at Dalton. He has worked in the Finishing Department for the bulk of his years, ensuring that quality expectations are built into our cartridge heaters. He is also a huge Boston Bruins fan and lives for the successes of our hockey team. Happy Anniversary, Kevin !!!

Kevin Pierce 25 Year Celebration

Trust Building2012-10-12

Trust Building                                                Handshake

Last week we began discussing the process of building long-term business relationships through trust. Today, we continue with trust building techniques:

Be on time ... return calls on time. When you have an appointment, be there when you committed and give your customer a call if you are unavoidably late.

Be extra friendly ... studies show that people who smile more are believed to be more honest than those who do it less frequently. And customers are attracted to friendly sales people.

Stay sincere ... keep your actions in line with your words and tone. When you say, "We appreciate your business," look the customer in the eyes and let him know that you mean it ... convince him that it's true.

Be consistent ... practice trust building every day. Work with every daily contact to establish trust guidelines that work for you.



Friday Funnies


Two extremely competitive parachutists were arguing about who was best at folding a parachute. Unable to resolve their dispute on the ground, they decided to go up in a plane and judge by the mid-air performance of their parachutes.

One jumped first, pulled his cord, and started floating down towards the earth.

The other jumped, pulled his cord and nothing happened; he pulled his safety cord - nothing. In a matter of seconds he whizzed past the first, plummeting like a stone.

"Oh," shouted the first jumper, yanking off his harness, "so ya wanna race, do ya?!"

Building Trust2012-10-05

Building Trust                                                Handshake

Long-term business relationships principally depend on the trust of your customer. When customers trust you and your company, they will not only buy more products from you, they will also recommend you to others. Professional salespeople have the capability to make or break the trust in each relationship.

How do we build trust with customers? You may think that these are basically common sense points, but you would be amazed at how many salespeople compromise trust by not adhering to them:

1) Tell the truth ... this goes for bad news, too. Customers can handle setbacks or mistakes, but they need to be prepared and won't accept a cover of the truth.

2) Always deliver what you promise ... if possible, promise less than what you know you can deliver. If you deliver beyond that which you promised, you will decidedly build more trust.

3) Communicate well and quickly ... whether or not you have a complete answer, respond to an email or phone message within a day maximum ... don't leave a customer hanging and they will trust that you are paying attention.

More trust next week ...



Friday Funnies


According to the Knight Rider News Service, the inscription on the metal bands used by the US Department of the Interior to tag migratory birds has been changed.

The bands used to bear the address of the Washington Biological Survey, abbreviated as "Wash. Biol. Surv."; until the agency received the following letter from an Arkansas camper:

  Dear Sirs:

  While camping last week I shot one of your birds.  I think it was a crow. 
  I followed the cooking instructions on the leg tag and want to tell you it tasted horrible.

The bands are now marked "Fish & Wildlife Service."

Small Quantity Quick2012-09-28

Small Quantity Quick

Customers often have a requirement for a small quantity of a particular cartridge heater ... it might be two of a particular design. Dalton Electric Heating Co. does not have stock heaters per se, but we do have what we call over-run. When we receive an order, we plan more heaters than the specified quantity, to ensure that we meet the order quantity.

Over-run Heater

Our tough Quality parameters often take a heater or two out of an order, but if there is no scrap, any extra heaters go into the over-run. Heaters are stored in their basic form without accessories. So if you call with a specific wattage, voltage, diameter and length, we can probably match it. And from there, we add the accessories that you want ... length and temp rating of wires, header, stainless hose or braid, flange, etc.

If you have a small quantity requirement, give a call or email to Dale, Julio or Kim or your Regional Sales Manager and we'll see what we can do to match your desired heater against the thousands in over-run.



Friday Funnies


An astronomer, a physicist and a mathematician (it is said) were holidaying in Scotland. Glancing from a train window, they observed a black sheep in the middle of a field.

"How interesting," observed the astronomer. "All Scottish sheep are black!"

To which the physicist responded, "No, no! Some Scottish sheep are black!"

The mathematician gazed heavenward in supplication, and then intoned, "In Scotland there exists at least one field, containing at least one sheep, at least one side of which is black."

Stuck Heaters (continued)2012-09-21

Stuck Heaters (continued)

We received a very humerous accounting of a story from Texas that mirrored last week's TGID Newsletter:

"Your story could have been taken out of the recent call I made. A couple of months ago my customer was trying to remove a heater from a die head 22 inches long. They drilled for a few hours from both sides and keep getting out a white material and pieces of wire. It still would not come out.

Then they got a similar sized pipe with the exact I.D. to fit the 3/4 inch hole and got a sledge hammer and we went to work. During the next hour filled with much beating, more MgO and wire came out, along with a drill bit that had broken off years ago and had seized in the mold. Someone in the past had used a 6 inch & 8 inch heater from both sides, along with the 8 inch broken-off bit to replace the original 22 inch heater.

It took a genius to figure the heat transfer characteristics of the drill bit ... I'm sure they worked on it for days. They have put it on their wall of shame as a reminder. Dalton saved the day ... Saving molds every day."



Friday Funnies


Early one evening a gentleman scuttled out to his garage and pulled the lawn furniture out onto the driveway. Shortly after followed the lawnmower, a few gardening tools and a bicycle.

A curious neighbor wandered over and asked if he was going to have a garage sale.

"No," replied the gentleman, "my son just bought his first car and right now he's getting ready for a big date."

"So what's with all the stuff?" asked the neighbor.

"Well, after years of moving tricycles, toys and sports equipment out ofthe way every time I came home from work I wanted to make sure the driveway was ready for him."

Stuck Heater Solutions2012-09-14

Stuck Heater Solutions

Occasionally I enjoy reading my competitors websites ... this one almost qualifies for the Friday Funnies below. This particular site had a section called Case Studies, in which they addressed the problem of stuck heaters. A situation was described where a 20" long heater got stuck in the bore and cost the customer many hours of down-time to remove the heater. The study said that the customer called this manufacturer for an answer to their "sticky" situation.

They had two suggestions ... the first being that the customer should use two 10" heaters coming in from each side of the bore and affix a hex nut to each heater so that it could be broken free with a wrench. They also suggested coating the heater with an MgO based solution. Their other solution is using a knock-out tool that is the same size as the heater, so the customer would not mushroom the heater when pounding it out.

O.K. ... so how about using a Watt-Flex® split-sheath cartridge heater? Energize it and it expands for superior heat conductivity ... de-energize it and it contracts for warranted ease of removal. No down-time, no damage to the bore, no maintenance hours required. Very simply: Cut Your Cost Of Heating !!!




Friday Funnies


At a golf course, four men approached the sixteenth tee. The straight fairway ran along a road and bike path fenced off on the left. The first golfer teed off and sliced the ball in that direction. But the ball went over the fence and bounced off the bike path onto the road, where it hit the tire of a moving bus and was knocked back on to the fairway.

As they all stood in silent amazement, one man finally asked him, "How on earth did you do that?"

He shrugged his shoulders and said, "You just have to know the bus schedule."



Effective salespeople use every asset available to educate themselves, educate their customers and close orders. One often overlooked asset is the Watt-Flex® cartridge heater Video.

This video is most useful for self education, working through Features and Benefits of the continuous coil, tip options, MgO compaction, expansion when energized and contraction when de-energized. This video is effectively aligned with the presentation brochure and will ease your walking through each step. And it certainly is effective for educating your potential customers.

The video can be found on our website at:www.daltonelectric.comin the lower lsft side of the page. At your request, we would be happy to send a CD with the video available for download onto your computer for presentation.



Friday Funnies


A biology graduate student went to Borneo to take some samples for his thesis work. He flew there and found a guide with a canoe to take him upthe river to the remote site he where he would make his collections. About noon on the second day of travel up the river they began to hear drums. Being a city boy by nature, the biologist was disturbed by this. He asked the guide, "What are those drums?"

The guide turned to him and said, "Drums OK, but VERY BAD when they stop."

Well, the biologist settled down a little at this, and things went reasonably well for about two weeks. Then, just as they were packing up the camp to leave, the drums suddenly stopped! This struck the biologist and he yelled at the guide, "The drums have stopped! What happens now?"

The guide crouched down, covered his head with his hands and said: "Bass Solo!"

Application - Sheet Extrusion2012-08-31

Application - Sheet Extrusion

Sheet extrusion is a process that utilizes several of the unique benefits that are byproducts of the split-sheath design of the Dalton Electric Watt-Flex® cartridge heater. Sheet extrusion makes use of an extruder which feeds a sheet die. This die has a portal in the back and the plastic is spread within the die and pushed out through a thin lip to create a continuous web.

There are two features of an extrusion that make it perfectly suited for the split-sheath design. First, the heater is reasonably long, reaching to the lip of the die. There is usually a small knock-out hole to aid in heater extraction, but often the heater seizes up in the bore and requires hours in the maintenance shop to remove it. The split sheath eliminates this problem with energized expansion for better heat transfer and de-energized contraction for ease of removal.

And secondly, the die performs best when heat at the lip can be precisely controlled. The hot tip feature of the Watt-Flex heater allows the focused heat that enhances the performance of the die. Wide dies have heaters across the width, as seen in the picture above, making this an attractive application to pursue.



Friday Funnies


A man drove his secretary home from a late afternoon get-together of coworkers because she was drunk and unable to drive. Since nothing happened along the way between the two, the man decided not to mention the secretary to his wife.

Later that evening while the man was taking the wife to a movie, he noticed a high-heeled shoe under the passenger seat. So, he asked her to watch out her window for a parking spot close to the theater. While she was busy looking, he picked up the shoe and tossed it out of his window.

When they arrived at the theater and were about ready to get out of the car, his wife asked, "Sweetie, have you seen my other shoe?"

Closing Strategy2012-08-24

Closing Strategy

We have had a poster in the hall at Dalton Electric Heating for years. It certainly couldn't be more apropos to this TGID newsletter.

Create a match between your customer's needs and your solution.

Confirm your customers needs
Clarify the customer's pain points.
Compile and present evidence that your solution works.

Listen to all stakeholders involved.

Learn about the prospect's budget and financing. Look at the prospect's timetable Listen for obstacles and probe for delays.

Offer your solution with a viable alternative.

Outline your three major benefits that match uncovered needs. Openly discuss drawbacks - it will create trust. Obligate the customer to a timetable for the next steps.

Seek and confirm understanding of all points discussed.

Show that you care about a mutual win. Supply additional evidence if needed. Shift gears when needed - flexibility is crucial.

Engineer a commitment that lasts.

Encourage your buyer to agree with the benefits of your solution. Engage the buyer by asking for agreement on the timetable and finance. End the close by congratulating the buyer.


Friday Funnies


In an American history discussion group, the professor was trying to explain how societies ideal of beauty changes with time. "For example," he said, "take the 1921 Miss America. She stood five ft., one inch tall, weighed 108 pounds and had measurements of 30-25-32. How do you think she'd do in today's version of the contest?"

The class fell silent for a moment. Then one student piped up, "Not very well."

"Why is that?" Asked the professor.

"For one thing," the student pointed out, "She'd be way too old."

Application - Heat Seal2012-08-17

Application - Heat Seal

Platens are frequently used for Thermal Bonding or Heat Seal. They are either designed with the pattern of the product that they are sealing or as a base, onto which a form is bolted. Cartridge heaters are inserted into the side of the platen, moving with it in the sealing action.

Design concerns are: even profile heating across the platen, sufficient heat to maintain the set point recovery during operation, lead wire movement potentially causing breakage and eventual heater removal. Watt-Flex® cartridge heaters excel in every consideration.

Even temperature across the platen is guaranteed by the continuous coil, whereas conventional designs can lose a heater segment, causing a cold spot on the platen. Sufficient heat can be ensured by the higher internal insulation which is a product of superior swaging compaction.

Lead wire protection can be assured by use of Nickel leads (offering more integrity than NCC wires), the use of a clip support or a header an stainless hose. And finally, the ease of removal of the split design will eliminate machine down-time and damaging drill-out of seized conventional heaters. Dalton Electric is the obvious choice for cartridge heaters for Heat Seal applications.



Friday Funnies


After being with her all evening, the man couldn't take another minute with his blind date. Earlier, he had secretly arranged to have a friend call him to the phone so he would have an excuse to leave if something like this happened.

When he returned to the table, he lowered his eyes, put on a grim expression and said "I have some bad news. My grandfather just died."

"Thank Goodness," his date replied. "If yours hadn't, mine would have had to."

The Little Things2012-08-10

The Little Things

Often times it's the little things that have a big impact on the quality of a product. Dalton Electric Heating Co. pays attention to those little things. For example, we use a hollow core stainless steel pin as the transition between the heater's internal resistance coil and the connecting wires. Often times, other heater manufacturers will wind the coil onto the connecting pin and allow the pressure of the coil and compacted insulation to keep the contact. But that can build up resistance, creating a compromise to conduction of the current. Dalton Electric welds the coil to the pin twice, ensuring that it will not form a resistance joint.

On the other end of the pin, wire is crimped into the hollow core. First, the wire that is used is Grade "A" nickel, which has a coefficient of expansion under heat that matches that of the stainless pin. Years ago we had problems with that connection, but by working with crimping experts, we changed our crimping head and nest, dwell time and pressure. This maximized the effectiveness of the crimp to the point that a cross section of the pins shows that the stranding of the wire has become indistinguishable.

Our Quality Department periodically maintains the crimping equipment to ensure consistency. It's these little things that we do to make sure that Watt-Flex® cartridge heaters continue as the performance leader for you.



Friday Funnies


Scientists at NASA built a gun specifically to launch dead chickens at the windshields of airliners, military jets and the space shuttle, all traveling at maximum velocity. The idea is to simulate the frequent incidents of collisions with airborne fowl to test the strength of the windshields. British engineers heard about the gun and were eager to test it on the windshields of their new high speed trains.

Arrangements were made, and a gun was sent to the British engineers. When the gun was fired, the engineers stood shocked as the chicken hurtled out of the barrel, crashed into the shatterproof shield, smashed it to smithereens, blasted through the control console, snapped the engineer's backrest in two and embedded itself in the back wall of the cabin, like in arrow shot from a bow. The horrified Britons sent NASA the disastrous results of the experiment, along with the designs of the windshield, and asked the U.S. Scientists for suggestions.

NASA responded with a one-line memo ... "Thaw the chicken."

Goal Setting II2012-08-03

Goal Setting II

Knowing where you are going with a sales call certainly increases the likelihood of getting there. When some salespeople are asked the purpose of a call, they enthusiastically respond, "It's to get an order." Everyone's in favor of getting orders, but that is more likely to happen if the salesperson stops and asks, "What is the need of the prospect that I can try to serve? ... or, "which product is best for this account?"

Just because a salesperson is not making a formal presentation doesn't mean that the call shouldn't be planned. Sometimes a sales call has a limited objective. Guiding the customer in the direction of a pre-planned outcome is what experienced salespeople do.

They do it with simple questions like:

If we can meet the spec, can you set up a trial? How soon can we expect a decision from the Maintenance Manager? Can we schedule a meeting before the end of the month?



Friday Funnies


During an Army war game a commanding officer's jeep got stuck in the mud. The C.O. saw some men lounging around nearby and asked them to help him get unstuck.

"Sorry sir," said one of the loafers, "but we've been classified dead and the umpire said we couldn't contribute in any way."

The C.O. turned to his driver and said, "Go drag a couple of those dead bodies over here and throw them under the wheels to give us some traction."

Goal Setting2012-07-27

Goal Setting

Without a Goal for every call, a salesperson is just a well-paid tourist. Selling is not a complex process. It's just difficult to do on a consistent basis. It can be regarded as an art or a science ... I'm convinced that it is a little of each. But the discipline of selling starts with setting a pre-call objective.

A sales call must move systematically toward a sale. In some cases, establishing an objective only takes a minute before the call. Sometimes your objective is more complicated and may take on multiple steps or a series of goals. In any case, one simple question must be answered: If this call is successful, what will result?" Is it an order, a quotation or a commitment to supply a list?

Goal Setting

Taking the time to establish an objective for the call will set the selling process in motion. "Why am I walking through the door?" "What is the result that I am targeting?" "If they give me the opportunity, what will I recommend?" Given the cost of traveling to a call, it is essential that you are focused on a pre-determined goal.



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."