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!

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.

Giving Thanks2012-11-21

Giving Thanks

Tomorrow is Thanksgiving in America. It is a holiday that has its roots with the Separatists from England, who first settled in what is now Massachusetts. The story goes that they had a feast at the end of the summer to give thanks for the blessings of a bountiful harvest, the friendship of the Native Americans and their general health and well-being.

In that tradition my family always pauses before the grand meal of turkey, stuffing, mashed potatoes and a host of vegetables to express the things for which we are thankful. I will indulge myself and share a couple of them with you:

1) I am thankful to be an American and to live in a land where I am free to worship my God, to express myself openly and to self-actualize in my life in a manner that is both productive and fun (pursuit of happiness)

2) I am thankful for my Dalton family ... a group of wonderful people who are thoroughly committed to producing the best cartridge heater in the world.

3) I am grateful to my personal family and a wife who shares my daily successes and failures, always with tolerance and insight.

4) And I am thankful for each of you, customers and distributors who believe in Dalton and continue to extend that faith, with a trust that we will produce and exceed your expectations.

 

Blessings to you all!

 

Key Ingredient2012-11-16

Key Ingredient

Working with a distributor at an industrial show is always an enlightening experience, especially with an enlightened and extremely effective distributor. Over dinner, we launched into a discussion about the key ingredients to successful calls, and ultimately sales. Suggested points were listening, questioning, organization, etc. The President of the distributor company was adamant that listening in a sales call was the absolutely key ingredient to success.

Understanding the value of listening, I didn't take issue with her contention at the time, but as I thought about it longer, I came to the conclusion that questioning is equally important. In a sales call, one must deal creatively with a prospect or customer ... that certainly includes listening creatively. But a sales person who only listens, makes an unfocused sales call, failing to accomplish the sales objective.

Questioning focuses the call. We have all run into prospects who are happy to tell us about how content they are with products they buy. And buying a familiar product from a familiar vendor is easily the path of least resistance. But many times, assumptions about products prevent rational situational analysis. How are your lead times? ... well, I assumed 6 weeks are the norm.

Do you experience bore seizure? ... yes, but all cartridge heaters seize in the bore at some point. Do you ever experience uneven heating? ... sure, but we get the best results with our present heaters. Effective questioning can uncover needs, of which the prospect was unaware ... needs that you can address with benefits of your heater. Listen carefully to responses to your questions and only then ... sell.

 

 

Friday Funnies

 

I am five feet, three inches tall and pleasingly plump. After I had a minor accident, my mother accompanied me to the emergency room. The ER nurse asked for my height and weight, and I blurted out, "Five-foot-eight, 125 pounds."

While the nurse pondered over this information, my mother leaned over to me. "Sweetheart," she gently chided, "this is not the Internet."

Election Notes2012-11-09

Election Notes

PATH TO THE WHITE HOUSE - Only 3 Presidents in our country’s history have gone directly from the Senate to the White House. The 3 were Warren Harding (President # 29), John Kennedy (# 35) and Barack Obama (# 44).

A POPULAR GUY - Lyndon B. Johnson received 60.6% of the popular vote in the 1964 presidential race, the highest percentage achieved in any US presidential election.

SOUTHERN DEMOCRATS – Before Barack Obama, the last Democrat to win the White House that wasn’t from the South was John Kennedy (1960). Before Obama’s election, the 3 Southern Democrats that won the White House since 1960 were Lyndon Johnson (Texas), Jimmy Carter (Georgia) and Bill Clinton (Arkansas).

THE BUCKEYE INDICATOR - The candidate that has carried the state of Ohio has won the White House for the last 13 presidential elections. The last time that the winner of Ohio did not win the White House was Richard Nixon in 1960. Nixon beat John Kennedy in Ohio but Kennedy won the White House.

TALL GUYS - Abraham Lincoln and LBJ were the tallest US presidents at 6 feet and 4 inches. Barack Obama stands 6 feet, 1 inch.

SHORT LIST - 1,000 days before the 2008 presidential election (i.e., 2/08/06), USA Today newspaper printed a story documenting the 20 most likely candidates for the White House in 2008. Joe Biden was on that list but Barack Obama wasn’t.

 

 

Friday Funnies

 

We just came across this exercise suggested for salespeople to build muscle strength in the arms and shoulders. It seems so easy, so we decided to pass it on to our readership.

The article suggested doing it three days a week.Begin by standing on a comfortable surface, where you have plenty of room at each side.With a 5-lb. potato sack in each hand, extend your arms straight out from your sides, and hold them there as long as you can. Try to reach a full minute, then relax.

Each day, you'll find that you can hold this position for just a bit longer.After a couple of weeks, move up to 10-lb. potato sacks.Then 50-lb. potato sacks, and eventually try to get to where you can lift a 100-lb. potato sack in each hand and hold your arms straight for more than a full minute.

After you feel confident at that level, put a potato in each of the sacks; but be careful.

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."

Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating