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!

Cold Terminal End2016-11-04

Cold Terminal End

 

Cold in concert with heat ... often a necessary thing.  The standard or minimum

cold section is fixed and available in the Watt-Flex® cartridge heater brochure. 

But often an application will require a longer cold section at the terminal end.  It

may be to get the wire and terminals away from intense heat or to extend through

insulation.  We are currently involved with huge platens at 1800°F (+) ... our

heater extends through 4" of insulation, bends at a right angle and extends down

for a foot to get the transition and leads away from that intense heat.

 

      

 

 

Heated section outside of the heat sink can be dangerous.  If the heater cannot

move its heat away from the sheath, two things will happen: 1) the NiCr resistance

wire will begin to work harden and the chromium will diffuse out of the wire and 2)

the ability of the MgO insulation to serve as a dielectric will degrade with the

excess heat.

                                

 

A heater sticking out of the bore must factor in length tolerance of the heater

and the required distance outside of the bore.  It is necessary to design

sufficient cold length to insure that the heated section is fully in the bore.  A

quick consultation with the Dalton office or your Regional Manager is always

available to you.

 

        Friday Funnies

I'll bet you $4,567 you can't guess how much I owe my bookie.

 If you keep your feet firmly on the ground, you'll have trouble putting on your pants.

Give me ambiguity or give me something else.

Insulation Density2016-10-27

Insulation Density

 

 

Compaction of Magnesium Oxide (MgO), the insulation material that isolates the

coil in our heaters provides several benefits that translate to superior performance for

our customers.  Compaction of MgO provides two enhancements to a cartridge heater:

it increases the dielectric (insulation value) and the ability to transfer heat from the

coil to the sheath.  To begin, our filling process allows the MgO access to the outside

and inside of the coil, providing very consistent application of the insulation material.

The swaging process compacts the insulation through diameter reduction.  The

secret to effective swaging is die design.  At Dalton Electric, we have a number of very

talented manual machinists with more years of experience than they would care to

admit.  This gives us complete process control of feathering the taper of the die and

designing it to perfectly swage a heater for optimum compaction.

        

Since we do not have a ceramic core as found in a conventional cartridge heater, we

can swage much denser.  This increased insulation will keep the current in the coil

where it belongs.  All MgO's ability to provide insulation value is decreased under

extreme heat, but our increased compaction provides long life, even in situations of

very high heat at up to 600 volts.

 

 

        Friday Funnies

                                                                                                                                       
Is it wrong that only one company makes the game Monopoly?

Change is inevitable, except from a vending machine.

I like long walks, especially when they're taken by people who annoy me.

The Hot Tip2016-10-17

   The   Tip

We have had a number of instances where distributor salespeople want to specify the hot

tip for the Watt-Flex® cartridge heaters and one or more factors cause us to reconsider. 

As a quick review, when we bend our heater over on itself, we have the option of leaving the

coil compressed so that it passes right across the tip of the heater, producing a fully heated

tip or stretching the coil so it de-rates the tip wattage.

The fully heated tip is exclusive to our split sheath design and should only be used when the

heat can be drawn off the tip of the heater through contact with the end of a closed bore.

This is particularly necessary if the watt density is high, because the tip will generate

substantial heat with no ability to lose it.  That will cause the resistance coil to work harden

and become brittle, eventually becoming unable to carry the electrical load.  The only other

instance of effective use of the hot tip is the continual presence of air flow, sufficient to wipe

the heat away from the heater. The hot tip is ideal for use in branding tools, heat stake

machinery, punch sealing machines, hot air knives and gate probes for injection molding.

           

The cool tip design produces heat to the end of the heater, but essentially takes heat off

the "crown" of the tip.  If you look into an open bore, it will appear that the heater has a hot

tip as the capillary heat will move down the sheath to the tip.  The fear is that, if the heat

cannot be pulled off a hot tip, it will decrease the ability of the MgO insulation to act as a

dielectric and a short to sheath will occur.

Therefore, a heater to be used in an open bore should be designed as a cool tip.  Any hole

that is drilled through a laminating press, heat seal platen, packaging sealing bar, extrusion

head, plastic or rubber mold or manifold, thermoforming die and screen changer will employ

a cool tip.

 

 

 

           Friday Funnies                                                    

When I married Ms. Right, I had no idea her first name was Always.

My wife got 8 out 10 on her driver's test; the other two guys managed to jump out of her way.

Women sometimes make fools of men, but some guys are the do-it-yourself type.

One Great Salesman2016-10-07

 One Great Salesman

Segmented Coils2016-09-30

Segmented Coils

 

Sometimes customers raise huge red flags.  If you are listening, you will realize

a huge sales opportunity.  This week a customer told us that he was having

trouble with a mold going out of balance and the operator and maintenance

people were confused.  The heater was heating, but the mold could not be held

steady.

 

Ah, you think, this poor guy thinks a heater heats.  He is unaware that a

conventional heater will have two or more sections of coil ... and if one opens,

half (or a third, or a quarter) of the heater does not heat.  Their thermocouple

sees heat from the heated half, but the mold is out of balance ... or a section

of the sealing bar does not seal, or the platen does not seal the container.

 

The Watt-Flex® cartridge heater has a continuous resistance coil.  The whole

heater heats ... or it doesn't.  Great profile ... problem eliminated.  Customers

will occasionally tell you what they need without knowing it.  Listen closely !!!

 

           Friday Funnies

 

Hospitality is the art of making guests feel like they're at home when you wish

   they were.

Television may insult your intelligence, but nothing rubs it in like a computer.

Every time someone comes up with a foolproof solution, along comes a more

   talented fool.

Watt Density ... Once More2016-09-23

Watt Density … Once More

 

We have discussed the impact and importance of Watt Density for two weeks.  But it

is necessary to complete the consideration with the effectiveness of the Watt-Flex®

cartridge heater with respect to watt density.  Transfer of heat away from the resistance

coil will cause the coil to run cooler to maintain a given set point temperature in a heat

sink. 

 

 

Excess heat will cause an embrittlement of the resistance coil because the chromium

will diffuse out of the NiCr wire.  When the wire becomes brittle, it will open and break

the circuit of the heater.  The first of two design benefits of the split sheath is that there

is no internal ceramic core that can crack during the swaging or compaction process.

Therefore, we are able to achieve a much denser compaction, enabling the MgO

insulation to move the heat away from the coil much more effectively.

 

The second is the expansion of the sheath when the heater is energized, making

intimate contact between heater sheath and the wall of the bore.  This contact

maximizes heat conduction to the mass, drawing heat away from the heater.  As a

result, the Watt-Flex heater is able to tolerate and effectively deal with significantly

higher watt density as compared with a conventional solid heater.

 

 

       Friday Funnies

 

Never tell anyone your problems; 20% don’t care and the other 80% are glad that you

have them.

Doesn’t expecting the unexpected mean that the unexpected is actually expected?

I hate it when people use big words just to make themselves sound perspicacious !!!

Take my advice … I’m not using it.

Just Watt Density2016-09-16

Just Watt Density?

 

Last week we discussed watt density as a measure of heater heat output, as well

as factors influencing the amount of watt density that can be tolerated.  But over

time we have come to learn that it is not just watt density.

 

We have established maximum watt densities for our Watt-Flex® cartridge heaters,

over which our warranty is voided.  The maximum watt density for smaller diameters

(1/4 & 3/8 or 8 & 10mm) is much higher than that of larger diameters (3/4 & 1” or 20

& 25mm). This is due to the wattage and the amount of heat that is produced over a

given area, the degrading of MgO due to the volume of heat and the high internal

heat accelerating the diffusing of the Chromium from the NiCr resistance wire.

 

Because we can achieve a denser compaction of our MgO insulation, we are able to

supply a higher watt density as compared to conventional cartridge heaters.  The

higher compaction of the insulation allows for better heat transfer and superior coil

isolation.  And moving the heat more effectively to the heat sink allows for the heater

to run cooler … longer life !!!

 

 

 

 

      Friday Funnies

 

I changed my password to "incorrect" so whenever I forget it the computer will say,

"Your password is incorrect."

Artificial intelligence is no match for natural stupidity.

 

I'm great at multitasking.  I can waste time, be unproductive, and procrastinate all

at once. 

Watt Density2016-09-09

Watt Density

Watt density is the watts per square inch (or centimeter) of heated surface area of a cartridge

heater. It is a general indicator of how much heat a heater will put out.  We tend to watch the

watt density so it does not get so high that it will cause premature failure.  Wattage distribution

will put a higher watt density in specified zones along the length of the heater depending on

the application and design heat requirements.

 

There are factors which affect how much watt density can be tolerated … one is the heat sink

material.  Transferring heat to a copper or aluminum block will be very effective due to their

high thermal conductivity rating.  However, moving heat to a stainless steel block will be a very

stubborn process, as it’s thermal conductivity is very low.

 

In addition to heat sink material, the sizing of the bore will impact heat transfer in a big way.

Conventionally designed solid heaters depend on a very snug fit in the bore to transfer heat,

particularly when the watt density is high.  But on the other end of its life, the solid heater

will often seize in the bore, requiring an expensive drill-out.  The Watt-Flex® cartridge heater

will expand in the bore to affect maximum surface conduction between heater and host

metal, allowing the application of significantly higher watt density.

 

 

 

         Friday Funnies

I'm not a paranoid, deranged millionaire. Dammit, I'm a billionaire.
   ~ Howard Hughes

 

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

 

Lawyers believe a man is innocent until proven broke.
   ~ Robin Hall

Labor Day2016-09-02

Labor Day Holiday

The idea of a “workingmen’s holiday,” celebrated on the first Monday in September, caught on

in many industrial centers across the country in the early 1879’s, and many states passed

legislation recognizing it.  Congress would not legalize the holiday until 1894, when a watershed

moment in American labor history brought workers’ rights squarely into the public’s view. On

May 11, 1894, employees of the Pullman Palace Car Company in Chicago went on strike to protest

wage cuts and the firing of union representatives.

On June 26, the American Railroad Union, led by Eugene V. Debs, called for a boycott of all Pull-

man railway cars, crippling railroad traffic nationwide. To break the strike, the federal government

dispatched troops to Chicago, unleashing a wave of riots that resulted in the deaths of more than

a dozen workers. In the wake of this massive unrest and in an attempt to repair ties with American

workers, Congress passed an act making Labor Day a legal holiday in the District of Columbia and

the territories.  It was conveniently lodged between the 4th of July and Thanksgiving.

More than a century later, the true founder of Labor Day has yet to be identified.  Many credit

Peter J. McGuire, cofounder of the American Federation of Labor, while others have suggested

that Matthew Maguire, a secretary of the Central Labor Union, first proposed the holiday.  Labor

Day is still celebrated in cities and towns across the United States but for most Americans,

particularly children and young adults, it represents the end of the summer and the start of the

back-to-school season.  And for Dalton employees, it represents an occasion for a company picnic!

     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

After the game, the King and the pawn go into the same box.
~ Italian proverb

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

Motive2016-08-26

Motive

 

Prospects buy for specific reasons … they are not your reasons … they are their reasons.

And the best way to understand those reasons is to ask:  What are your motives for

wanting, needing or interest in a product or service?  I once called on a Buyer who told

me that his sole criteria was price of the heater.  He told me that, as long as the heater

meets the basic specification, he is rewarded for finding the cheapest price and reducing

the spend.  After a brief discussion about Cost of Heating, I walked away, fully realizing

that I didn’t have a prayer of making a sale.

 

If you are calling on the right person, then try to determine what problem the prospect is

trying to solve or avoid.  Is it an immediate need or future need?  Does the solution that

the prospect has in mind have to do with increased productivity in the short-term or

long-term benefits?

 

The ultimate goal of this investigation is to be talking the same language as the prospect.

If he or she is in Production or Maintenance, you will probably find they have an abiding

interest in pain reduction when it comes to heaters … life and avoidance of bore seizure

become the overriding issues. A Process Engineer or Manager will welcome the reduction

in Cost of Heating presentation and the Buyer … well, ask the question.

 

 

      Friday Funnies

Never date a tennis player. Love means nothing to them.

He: Go on. Don't be shy, ask me out.
She: Okay. Go out.

He: I think I could make you very happy?
She: Why? Are you leaving?

Market Strength2016-08-19

Market Strength

Through the process of presenting Watt-Flex® cartridge heaters to their customers,

distributors learn that we are particularly effective in certain markets and applications,

and others just don't make the grade.

 

As much as we folks at Dalton Electric think that we can Reduce the Cost of

Heating in ANY application, low temperature and non-critical performance jobs

don't demand the benefits of a Watt-flex heater.  Often times price becomes the

deciding factor, because the customer just doesn't have problems with their

heater performance, uneven heating or bore seizure.  And we simply do not

compete well if the requirement dictates quick delivery at a very low price.

 

 

 

But many distributors have had recent success selling our heaters into Metal

Forming, Compression Molding, Tube Bending and Die Casting applications

with great success.  The common denominator? ... all are jobs that demand

more from a heater.  Metal forming often requires extremely high heat and we

supply heaters that operate at 1000 degC.  Compression Molds and large platens

require even temperature profile, responsive heat and absence of bore seizure.

And Die Casting requires performance in some pretty nasty environments.

Effective distributors sell the Watt-Flex cartridge heater into environments in

which they will reduce the cost of heating for the customer through more

responsive heat, more even temperature profile and elimination of bore seizure.

Those are the applications that stay sold and keep the customer coming to

you.                            

Friday Funnies   

 

A Gymnast walks into a bar.  She gets a two-point deduction and ruins her

chances of a medal.

 

A pommel horse walks into a parallel bar.  The barman says, "Is this a joke

about gymnastics?"  The horse beams.

Olympic Achievement2016-08-12

Olympic Achievement
 
In keeping with the 2016 Olympics this week, we will share a story from Brad Brown, a
California distributor and young competitor.  Brad wrote that he recently competed with
a volleyball team called the QuickSilver Legends in the 2016 Men's 65 USA Volleyball
Open National Championship in Orlando, Florida.  There were 48 courts and over 600
teams at the competition in a variety of age, gender and other categories.
 
 
Brad has been playing volleyball for well more than 30 year and has a sack full of medals
but never one from an Open of this caliber.  This competition attracts a healthy number
of International teams.
 
The QuickSilver Legends came out of their bracket and entered a ladder in which they
met their arch rivals, The Fog.  They were able to defeat them and met Team Brazil in
the Championship round.  Their final win provided 10 gold medal and center position on
the podium.  Congratulations, Brad !!!
                                                     
Friday Funnies                  
 
Q. Why did the volleyball player cross the road?
A. there's a teammate that is bartending at the pub, who can serve drinks that are spiked.
 
Q: What do blockers and waiters/waitresses have in common?
A: If they do a good job, there's gonna be a big fat tip coming.
 
Q. Why do volleyball player want to join the armed forces?
A. For the chance to gain some experience in the service.
 

Heater Failure2016-08-05

Heater Failure
 
Sometimes it's fun to go through a competitor's catalog.  One particular on-line catalog
discusses "Why do Cartridge Heaters fail?"  They propose four reasons and we would
like to address each:
 
1)  Improper fit ... they propose a fit (difference between the heater O.D and the bore I.D.)
    that will almost assure bore seizure.  Sure, it will affect good heat transfer if all of the
    tolerances work in concert (somewhat unlikely).  The Watt-Flex® cartridge heater
    eliminates this concern as it expands when energized to contact both sides of the bore.
 
2)  Moisture and impurities are present ...they discuss the hydroscopic nature of MgO
    insulation in the heater and the effect of impurities, but offer no solution.  I'm sure they
    do have a solution ... we will be quick to suggest sealing the terminal cavity with
    RTV rubber, ceramic potting and/or glass, depending on the nature of the contaminant.
 
3)  Watt density is too High ... they state that if the watts/sq.in. are too high, the heater
    will not be able to dissipate the heat and the heater will fail.  True !!!  However, the
    Watt-Flex heater does not have a ceramic core which can crack when swaged or
    compacted, so we can achieve a much denser compaction of the insulation in the
    heater.  Better compaction of the insulation makes the heater more tolerant to high
    watt densities and allows for more effective heat transfer.
 
4)  Incorrect Voltage ... they state, "The wattage of any electric heater varies as the
    square of the voltage. If a 120 Volt heater is powered on 240 Volts, the wattage will
    be 4 times greater than that for the same 120 Volt heater. Under normal conditions,
    this may result in heater failure."  Well ... under most any conditions ... sometimes
    customers are simply beyond help.
 
 
 
        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
Wood burns faster when you have to cut and chop it yourself.
~ Harrison Ford

Quality ...?2016-07-29

Quality ... ?
 
A couple of years ago our Newsletter discussed Quality and the notion that it is
simply a perception of your customer or prospect.  If you produce a product that
is perceived as high quality by your customer, then it is a quality product.  But
in the world of industrial heaters, perception doesn't make the sale ... Pragmatism
does.
 
We quoted a foreign heater manufacturer of heaters who does not make cartridge
heaters.  He replied to the quotation, telling us that the price was higher than other
cartridge heaters.  When I sent him an explanation of the difference between the
Cost of Heating and the Price of a Heater, he wrote back stating that they, too,
produce quality products and they try hard to sell the quality ... but price generally
determines the sale.
 
Quality translates to longer life ... longer life means fewer heaters purchased over
time and decreased change-out costs and production downtime.  Quality translates
to better heat response and a more even temperature profile ... both dramatically
improve the performance of the machine.  Over a year's time, quality translates to
a reduction in the cost of heating, and that is what sells.  Rethink your customer
presentation in terms of how best to align it with a pragmatic response to his or
her needs.
 
 
 
     Friday Funnies
 
All those who believe in psycho kinesis, raise my hand.
 
My reality check bounced.
 
Hold the door open for a clown ... it's a nice jester.
 
I was addicted to the Hokey Pokey, but I turned myself around

Cold Calls II2016-07-22

Cold Calls II                 
 
Last week we talked about the abysmal ratio of success in making cold calls on the
road.  But I received a note from one of our most successful distributor salespeople
ever ... he said, "You can also almost always get the right contact from the receptionist
when you are face-to-face in their lobby. Much more difficult over the phone."  At the
very least, if you extend a bit of smooth interest, you will come away with a name.
 
So now you have a prospect and you are back in your office.  Again it is a cold call
and the commonplace Feature-Advantage-Benefit dump will likely not do the trick.
To initially engage the prospect's interest, you must uncover a relevant challenge
that he or she faces ... a goal they are attempting to achieve, a problem they are 
trying to solve or an important issue that they have not recognized.
                                                                                          
In order to ask the relevant and timely question, you must be completely knowledge-
able about your product, as well as the prospect's industry, market, manufacturing
processes, etc.  Do the research, check their website, understand the industry and
build your call around appropriate questions with which you can steer the prospect
to an issue you can favorably address.
 
 
                  Friday Funnies
 
An overly gushy reporter told Phil Mickelson, "You are spectacular; your name is
synonymous with the game of golf. You really know your way around the course. 
What's your secret?"

Mickelson simply replied, "The holes are numbered."