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!

Now Appearing2017-12-01

   Now Appearing !!!

Today's Top Stories...

1 December 2017

 

Dalton Electric Heating Co., Inc.

Eliminate Uneven Heating Video

Heat seal platens and packaging sealing bars require very even temperature profiles. The continuous coil of the Watt-Flex® Cartridge Heater provides the most even temperature of any cartridge, eliminating the cold sections of conventional cartridge heaters, providing the best performance and long life. Watch the short video
 

 

So, have we pushed the video enough?  It will be appearing in the IEEE Industrial MRO Newsletter today and we enjoy the spike in leads each time it does.  Reports from distributors that use this video and the Bore Seizure video have been very positive and they have found them to be strong marketing assets.  Please share your success stories with your Regional Manager and let us know if we can be of any assistance to you.

 

 

 

 

 

 

 

 

    

 

 

 

 

                Friday Funnies

A sales manager and an operation manager went bear hunting. While the operation manager

stayed in the cabin, the sales manager went out looking for a bear.  He soon found a huge bear,

shot at it but only wounded it. The enraged bear charged toward the sales manager, who started

running for the cabin as fast as he could. He ran pretty fast but the bear was just a little faster

and gained on him with every step.

 

Just as he reached the open cabin door, he tripped and fell flat. Too close behind to stop, the bear

jumped over him and went rolling into the cabin.

 

The sales manager jumped up, closed the cabin door and yelled to his friend inside, "You skin this

one while I go and get another!"

 

Thanksgiving2017-11-24

Thanksgiving

 

The best to all for this Thanksgiving weekend … be careful in your travels and enjoy the warmth

of family and friends, the contentment of a great meal and the blessings of health and happiness.

 

         


                     Thanksgiving Funnies

 

A young man named John received a parrot as a gift. The parrot had a bad attitude and an even worse

vocabulary. Every word out of the bird’s mouth was rude, obnoxious and laced with profanity.

 

John tried and tried to change the bird’s attitude by consistently saying only polite words, playing soft

music and anything else he could think of to ‘clean up’ the bird’s vocabulary. Finally, John was fed up

and he yelled at the parrot. The parrot yelled back. John shook the parrot and the parrot got angrier

and even more rude.John, in desperation, threw up his hand, grabbed the bird and put him in the freezer.

 

For a few minutes the parrot squawked and kicked and screamed. Then suddenly there was total

quiet. Not a peep was heard for over a minute. Fearing that he’d hurt the parrot, John quickly opened

the door to the freezer. The parrot calmly stepped out onto John’s outstretched arms and said “I

believe I may have offended you with my rude language and actions. I’m sincerely remorseful for

my inappropriate transgressions and I fully intend to do everything I can to correct my rude and

unforgivable behavior.”

 

John was stunned at the change in the bird’s attitude. As he was about to ask the parrot what had made

such a dramatic change in his behavior, the bird spoke-up, very softly, “May I ask what the turkey did?”

Contamination Protection2017-11-17

Contamination Protection

 

Contamination is, without a doubt, the leading cause of heater failure.  We often have heaters

returned for failure analysis and find that the formerly white MgO in the terminal cavity is simply

black … oil, carbon, flowing plastic and even anti-seize paste.  The terminal cavity of a Watt-

Flex® cartridge heater results from the manufacturing process and can be a contaminant

conduit if the heater is used in a nasty environment.

 

The most basic and usually sufficient form of protection is to pott (or fill) the cavity with RTV,

epoxy, ceramic or glass.  RTV Rubber and epoxy provide the best liquid protection, but

their limitation is temperature exposure.  They are able to withstand what we call standard

temperatures (to 480 degF or 250 degC).

 

        RTV potting in the terminal cavity ……  

 

The higher temperature alternative is ceramic, with a temperature range higher than the

heater. The limitation of ceramic potting is that it is liquid permiable and can allow a

contaminant to get to the heater insulation.  The fix for this is to add a layer of glass to

the surface of the ceramic.  If you are faced with a contamination issue, contact your

Regional Manager at Dalton Electric and they will be glad to recommend a solution.

 

 

 

 

 

      Friday Funnies  

 

Smart Marketing2017-11-10

Smart Marketing

 

One of our very smart distributors sent us a copy of an email which they used for a mass mailing.  As

shown below, their Logo and company contact information was followed by copy suggesting that the

recipient look at our two videos.  Both boxes were hot links to the videos:

 

Check out these quick videos of split sheath cartridge heater benefits.

Dalton manufacturers Watt-Flex split sheath cartridge heaters that expand when energized to maximize bore contact and heat transfer, contracts when de-energized for warranted removability.

Their continuous coil ensures uniform temperature profile, eliminates cold sections, warping and bore seizures; and permits a hot-tip option. Available in lengths to 60" and diameters to 1", and in several mounting configurations. They can be zoned for specialized temperature profiles and manufactured with an optional replaceable thermocouple for more accurate temperature sensing.

Please email or call if you have any questions or would like to receive a quote.

I am certain that this will generate some significant interest on the part of their customers and prospects.  And I would suggest to all distributors that this is an effective way to capture the eye of your clients and prospects.  Let your Regional Manager help you with copy, pictures and organization of a mailing.

 

 

 

            Happy 242nd  Birthday United States Marine Corps !!!

 

 

    Friday Funnies

Salesman: Would you like to buy a pocket calculator?

Customer: No, thanks.  I already know how many pockets I have.

 

I had a door-to-door salesman call one time selling, of all things, burial plots.  I told him that we already had our plots in another cemetery.  He seemed uncertain as to what to say next, but he recovered to say politely, “I hope you’ll be very happy there.”

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

    

 

Advertise the Video2017-11-03

Advertise the Video

 

Our video about Bore Seizure has been most useful as a vehicle for marketing as discussed

a couple of weeks ago in this Newsletter.  And now it is joined by our video about Uneven

Heating, which addresses problems in a very different segment of applications.  Packaging,

heat seal and lamination companies need extremely even temperature profile across their

cartridge heaters.

 

 

 

 

Above is an excerpt from the page of  our latest advertisement on GlobalSpec.  It features the Uneven Heating

Profile ad and we are expecting an uptick in lead response.  We will continue to work with you in marketing

partnership toward greater success in 2018.

 

       Friday Funnies

 

A salesman comes home after a hard day’s work and is greeted by his wife at the front door.

 

She tells him she has good news and bad news about their new car.

The salesman says: "OK, honey — so give me the good news."

His wife replies: "The good news is, the air bags work!"

Keep It Dry2017-10-27

Keep It Dry

I just quoted an application for a .608" bore application with a 15mm (.590") diameter heater.  Invariably

the question gets asked: "Should I put anything in the bore to help with the heat transfer?"  Before I

recommended this diameter, I confirmed that the length of the heater was sufficient to allow the split

sheath to expand bilaterally to the bore ... it was at 24"  I also confirmed that the watt density was in a

range that would not present a problem with marginal heat transfer ... it was at 35 watts/sq.in.  Success

in applications like this often depend on a couple of variables.

But, getting back to the question at hand, do we recommend any agent in the bore?  As always, the

answer is a resounding "NO".  In a bore like this, we are certainly not concerned with heater removal,

because we have plenty of room in the fit.  The contraction of our heater will account for ease of removal

in nearly every application.

                                                          

                                                    

And the expansion of our heater will take care of the heat transfer, even in an oversized bore.  Use of

heat transfer agents usually represent contamination to the heater.  Insertion in the bore causes the

substance to be pushed out ... if the heater has a header, it will directly enter during heater insertion.

Go with a dry bore and the Watt-Flex® cartridge heater will take care of the rest. 

                           Friday Funnies

A man takes his Rottweiler to the vet.  "My dog is cross-eyed, is there anything you can do for him?"

     the man asks.

"Well I'm not sure," said the vet, "let's have a look at him."

So the vet picks the dog up and examines his eyes, then he checks his teeth. Finally, he says, "I'm

     going to have to put him down."

"What? Because he's cross-eyed?"

"No, because he's really heavy."

Money - Set the Stage2017-10-20

Money – Set the Stage

Even temperature profile – better heat transfer – longer life – warranted elimination of

bore seizure … It does not matter how technically advanced or reliable our heater is,

if the customer is unwilling or unable to make the necessary investment to obtain it,

the result is the same … no sale.  And that translates to wasted time and effort, and

a frustrated salesperson.

The issue of cost must be addressed early in the selling process.  If this does not

happen, stalls and objections will develop that revolve around the pricing issue during

the presentation.  And if the salesperson allows this to happen, he/she will finish up

wrestling over the price.

This is why the discussion of Cost vs. Price is on the back page of our presentation

brochure.  Upon completion of the discussion about the benefits of the Watt-Flex®

cartridge heater, and before talking specific sizes, it is most beneficial to talk about

elimination of bore seizure, reduced maintenance and replacement cost, reduced

machine downtime and reduced overall Cost of Heating.  Set the stage early in the

discussion and objections turn to agreements.

 

               Friday Funnies

A woman was shopping in a fairly nice dress store. Trying on a dress and liking it,

she asked the salesman the price. When he told her she launched into a tirade about

prices these days, covering just about everything from housing to auto tires.

After ten minutes or so, the salesman had obviously had enough and said, “My

dear lady, if the cost of living is so high and obviously so offensive to you, why do

you bother ?”

Email Links2017-10-13

Email Links

How interesting are your emails?  Generally we send them off to transmit requested

information, qualify a quote request or order or prompt a potential customer in your

marketing routine.  But often the recipient will glance at the email and, if there is not

a specific response required, will blow it off.  With marketing emails it is particularly

difficult to grab your customers attention.  

                                                                    

Including links in your emails is an effective way to focus a customer’s interest.

If you are writing about the Watt-Flex® cartridge heater elimination of bore seizure,

inclusion of https://www.youtube.com/watch?v=ESzLoF15lTw is immedately

identifiable as an internet link.  And it never hurts to add a picture.

                                                  

                                                                                                         

If you are espousing the value of the continuous coil, it’s

https://www.youtube.com/watch?v=zksrnve09Lo&t=31s which is the video that

we discussed last week.

If videos are not available, a simple link to a website page will direct the reader to

more information …

http://daltonelectric.com/index.php/watt-flex-cartridge-heaters/cartridge-heaters

One hint: make sure it is an active link so the reader does not have to cut and paste

copy to a browser.  Get creative with your emails and engage your customers !!!

 

 

 

 

 

              Friday Funnies

Three violin manufactures have all done business for years on the same block

in the small town of Cremona, Italy. After years of a peaceful co-existence, the

Amati shop decided to put a sign in the window saying: "We make the best violins

in Italy."

The Guarneri shop soon followed suit, and put a sign in their window proclaiming:

"We make the best violins in the world."

Finally, the Stradivarius family put a sign out at their shop saying: "We make the

best violins on the block."

Uneven Heating Solution2017-10-06

Uneven Heating Solution

The elimination of problems with Bore Seizure was the focus of our first video.  That is a

particularly difficult outcome of using a conventional (solid) cartridge heater that often results

in the necessity for drilling a heater out of the bore.  This is an onorous process that will steal

maintenance hours, cause machine downtime and cost more than the replacement of a new

heater.The split-sheath Watt-Flex® cartridge heater will contract bilaterally when de-energized,

allowing it to be removed from the bore.

From a performance standpoint, the Watt-Flex cartridge offers another great benefit as a result

of its design.  It has a continuous coil that extends the length of the heater, around the tip and

back along the other leg.  This provides the most even temperature profile of any cartridge

heater available.  It is of particular benefit in packaging applications and platens used for heat

sealing, where an even temperature across the surface is required.

Additionally, the continuous coil is one long resistor … it is either on or off.  Conventional

heaters longer than 4” to 5” have multiple cores which can burn out independently, leaving

sections of the cartridge cold.  We have introduced a new video which explains the benefits

of the continuous coil … please take two minutes to give it a look:

            https://www.youtube.com/watch?v=zksrnve09Lo&t=33s

 

 

 

                     Friday Funnies

Hollywood must be the only place on earth where you can be fired by a man wearing a

Hawaiian shirt and a baseball cap.
   ~ Steve Martin

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

If God had intended us to fly he would have made it easier to get to the airport.
   ~ Jonathan Winters

Back to Basics - Lead Wire Insulation2017-09-29

Back to Basics – Lead Wire Insulation

Last week we discussed Wire material options … this week we complete the discussion with a

review of the insulation provided to cover the leads:

Standard leads: Teflon Glass Teflon (TGGT) … Teflon Tape, Fiberglass servings, Glass braid

(woven fiberglass), Teflon coating … Temperature rating to 250 degC / 480 degF … color is

white with no tracer.

                                           

                                               

Extruded Teflon leads … Temperature rating to 250 degC / 480 degF … variety of colors

                                           

High Temp leads: Treated Glass servings primary, Treated Glass braid … Treatment consists

of polyester based material … Temperature rating to 450 degC / 840 degF … color is white

with a blue tracer.

                                                     

MG leads … Mica Glass composite, Treated Glass braid … Temperature rating to 530 degC /

990 degF … color is white with Red or Black tracer.

Our most common leads are standard or high temperature, which resist breakage during flexing

and exposure to rated heat.  Teflon leads also offer resistance to liquid contamination and

excellent resistance to flexing.  MG leads are more limited in conditions of flexing.

 

                                Friday Funnies

An Englishman, a Frenchman, a Spaniard, and a German are all watching a Dalton Electric

heater demonstration at an industrial show.  The presenter noticed that the four gentlemen

have a very poor view from the back of the crowd, so he jumps up on a table and calls out,

'Can you all see me now?' And they respond: 'Yes.' 'Oui.' 'Sí.' 'Ja.'

Back to Basics - Lead Wire2017-09-22

Back to Basics – Lead Wire

We were asked about the lead wire options that we have available and realized that the

full variety of wires and insulations are not laid out in our brochures.  So here they are:

Wire options:  Generally we use stranded Grade “A” nickel leads.  The different gauges

of wire are obtained by winding a number of strands of 30 gauge wires from 7 (24 gauge)

to 65 (12 gauge).  Nickel stranded wire has two benefits over other materials … it best

resists breakage from flexing and it’s coefficient of expansion under heat most closely

matches that of the stainless pins into which they are terminated.

The other type of wire used is either Nickel Clad Copper (NCC) or Nickel Plated Copper

(NPC).  Grade “A” nickel leads have a limitation in the amperage that they are able to

carry.  As heat rises, the amperage rating that wire can carry is reduced.  Nickel leads

are sufficient and supplied with about 85% of the heaters that Dalton Electric Heating

supplies.  NCC leads round out the bulk of heaters shipped, with a very small percentage

of NPC leads, both being used in higher amperage conditions.

Grade “A” stranded Nickel leads are the default choice for their integrity, resistance to

breakage and overall performance.  Next week:  Lead Wire Insulation

          Friday Funnies

When a clock is hungry it goes back four seconds.

With her marriage, she got a new name and a dress.

The guy who invented the umbrella planned to call it a brella, but hesitated.

Motive2017-09-15

Motive

 

Prospects and customers buy for their own reasons … not ours !!!  As unreasonable as

it seems, this is simply the reality of sales.  So a salesperson must determine by asking,

what are the prospects motives for wanting, needing or desiring the product?  The

salesperson must determine exactly what the product they will offer will accomplish.

 

What problem is the prospect trying to avoid or solve? … is it an immediate or future

need? … is it a short or long-term solution?  We recently had a long-term customer ask

us to quote the inclusion of a high cost connector on the heater that we regularly

supplied.  As it turned out, the connector price was more than the heater price and we

predicted that we would not secure the extra business, unless the customer had a

problem.

 

But the customer immediately issued the P.O., obviously not wanting to continue

buying and assembling connectors in their own shop.  Customers motives are based

on a variety of needs and it is our job to determine their reasons for wanting to purchase

our products.  Effective questions at the outset of an interview generally uncover

problems that we can solve and the motives that we can address.

 

 

        Friday Funnies

 

When fish are in schools, they sometimes take debate.

 

The batteries were given out free of charge.

 

When you've seen one shopping center you've seen a mall.

 

When she saw her first strands of grey hair she thought she'd dye

MgO Compaction2017-09-08

MgO Compaction

Conventional cartridge heaters are constructed with resistance wire wound a ceramic

core.  These cores are loaded into a tube and held in position with spacers.  Magnesium

Oxide (MgO) is inserted into the tube, filling all voids between cores and between cores

and the heater sheath.

MgO is used because it provides two critical properties: heat transfer and dielectric or

insulation.  When MgO is compacted, both of these properties are increased, so the

formation of a high watt density cartridge heater is accomplished by swaging the sheath.

Swaging is diameter reduction using circular hammers, which causes compaction of the

MgO in the heater.  The limitation with a conventional heater is that too much compaction

of the MgO will crack the ceramic core.

                                                                          

Watt-Flex® cartridge heaters are made by suspending the resistance coil in the tube and

filling it completely with MgO, both inside and outside the coil.  This allows us to form the

heater and swage to a much greater compaction, to near its maximum density … no ceramic

core to crack. The resulting uniformity and greater compaction result in a better dielectric,

keeping the current in the coil and allowing a higher watt density.  And better compaction

provides better heat transfer, resulting in significantly longer heater life.

 

 

 

           Friday Funnies

Police were summoned to a daycare center where a three-year-old was resisting a rest.

Did you hear about the fellow whose entire left side was cut off? He's all right now.

A bicycle can't stand alone; it's just two tired.

The guy who fell onto an upholstery machine is now fully recovered. 

Back to Basics - Sleeving2017-09-01

Back to Basics – Sleeving

At the terminal end of a Watt-Flex® cartridge heater there is a hollow core terminal

pin extending 1/4“.  Internally, the resistance coil is welded to this pin and externally.

the lead wire is crimped on.  The electrically live pin is covered with sleeving, the

design of which depends on the lead wire specification.

If the wire has standard temperature insulation, the sleeve used is a red silicone

rubber on a fiberglass braid.  It is generally supplied at 1-1/8” long, covering the

terminal pin and part of the wire. This sleeve has excellent mechanical properties

and is rated to 480 degF (250 degC).

              

       

For high temperature applications, a blue, heat cleaned fiberglass braid with an

acrylic resin binder is used.  This sleeve is rated to 840 degF (480 degC) and

can withstand much higher temperatures for short periods.  For very high

temperatures, we specify a VHT sleeve, providing thermal protection to 850

degF and intermittently to 1600 degF.

For borderline temperature applications, you can request an upgrade in the

sleeve closest to the heater.  That is, if the wire is standard teemperature,

you can specify high temperature sleeve to provide additional protection.

 

 

 

 

                  Friday Funnies

I’ve given up social media and am trying to make friends outside Facebook

while applying the same principles. Every day, I walk down the street and tell

passersby what I’ve eaten, how I feel, what I did the night before, and what I

will do tomorrow. Then I give them pictures of my family, my dog, and me

gardening. I also listen to their conversations and tell them I love them.

And it works. I already have three people following me—two police officers

and a psychiatrist.

Back to Basics - Continuous Coil2017-08-25

Back to Basics – Continuous Coil

Last week we discussed wattage distribution in a Watt-Flex® cartridge heater, used

to compensate for uneven heat within a platen or large heat sink.  We have had

countless applications in which our customer comes to us with uneven heating

across a large laminating press or heat seal platens.  Their problem is generally

that a conventional heater has cold spots, a long cold terminal end or a cold tip.

The Watt-Flex cartridge has a continuous coil, whether it is two or ninety inches

long.  It begins at the terminal pin, runs the length of one leg, around the tip and

back down the other leg to the other terminal pin.  This design provides extremely

consistent heat for the entire profile of the heater.

Sealing platens for automotive manifolds or reservoirs cannot afford to have

cold spots and sealing bars for plastic bag sealing cannot tolerate the failure

of one coil segment of a conventionally designed heater.  Generally, an uneven

heating scenario can be remedied with a standard Watt-Flex cartridge,

eliminating the extra cost for providing distributed heat.

 

 

               Friday Funnies

America is the only country where a significant proportion of the population

believes that professional wrestling is real but the moon landing was faked.
  ~ David Letterman

The best cure for sea sickness is to sit under a tree.
  ~ Spike Milligan

Having more money doesn't make you happier. I have 50 million dollars but

I was just as happy as when I had 48 million.
  ~ Arnold Schwarzenegger.