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!

Life Factor # 12018-06-08

Life Factor # 1

 

Watt Density

 

There is a direct correlation between the watt density of a cartridge heater and the amount

of heat produced by the heater.  Watt density is the number of watts per square inch

of heated surface area of the heater.  Obviously, tremendously high watt density can be

produced in a heater, but the real issue becomes supplying a warrantable watt density.

If the watt density is too high for an application, the heater will simply generate too much

heat to effectively transfer and burn itself up.

 

Uniform and denser compaction of the Magnesium Oxide in a Watt-Flex® cartridge heater

will allow a much higher warrantable watt density as compared to a conventional cartridge.

We have samples of 3/8" diameter heaters at 85 watts per square inch that burn bright

orange in open air all day at industrial shows.  Expansion in the bore for more effective heat

transfer to the host metal will also enhance the movement of heat away from the heater and,

consequently, the life of the cartridge.

 

Larger diameter heaters are not as tolerant of higher watt density because the overriding

concern becomes overall wattage.  For example, a heater at 3/8 x 20" with a watt density

of 100 watts/in² will be about 2340 watts, whereas a 3/4 x 20" at the same watt density will

be about 4720 watts.  Total wattage and amperage can become compromising factors in

the heater life.  If you are considering a high watt density heater, give us a call for all 

considerations.

 

 

 

                Friday Funnies

 

Many aspects of human sexuality are very puzzling.  Take celibacy. This can be a choice

in life, or a condition imposed by environmental factors:

 

While attending a Marriage Encounter Weekend, Bill and Jane listened to the instructor

declare, "It is essential that husbands and wives know the things that are important to each

other."  He addressed the men: "Can you each name and describe your wife's favorite flower?"

 

Bill leaned over, touched Jane's arm gently and whispered, "Self-raising, isn't it?"

 

… And thus began Bill's life of celibacy.

Major Acquisition2017-12-08

Major Acquisition

Dalton Electric Heating has hired Mr. Christopher Stevens to serve as Executive Vice President.  Chris

comes to Dalton with significant experience in Sales and Marketing and General Management.  He

has a degree in Mechanical Engineering from Northeastern University in Boston and an MBA from

Babson College.  His experience includes Product Management with Bostik, sales management with

Devcon and General Management with ITW.

 

Chris has lived his professional life in the industrial world and fully understands the disciplines  of

industrial sales and marketing, distribution and product development.  He will be working closely with

Eli and the Regional Managers to focus and refine Dalton’s sales efforts and capabilities.  We expect

the he will bring a fresh outlook as he travels to meet our many customers.

 

           

     

Chris lives with his wife and four children inSouthern Maine.  They are all downhill skiers and spend

weekends in the winter on the ski slopes in Maine and New Hampshire.  In the summer, Chris loves

to play golf, but will be quick to point out that Dalton Electric didn’t hire him to bolster their golf team.

We are excited about the fresh look that Chris will bring to Dalton and you can all look forward to

being contacted by him in the future.

 

A Black Day

 

Our Production Manager, Steve Lohnes, had the great misfortune of turning 50 years old this week

and the solemn occasion was recognized by his co-workers dressed in black, a sympathy card and

a pizza party, complete with an “Over-the-Hill” cake.

 

      

 

 

 

                      Friday Funnies

 

When the Sergeant told our new Commander that his driver could not participate in an upcoming field

maneuver because she was pregnant, the enraged Commander demanded to know how pregnant she

was.

 

The Sergeant’s reply: “Completely, sir.”

Welcome Jamie2017-01-20

Welcome Jamie

 

Dalton Electric Heating Co. has a new addition to the office staff.  Jamie Baker has joined

us in the capacity of Customer Service and Telemarketing and will be working on a part-time

basis.  She has spent her first week making heaters on the Production floor to get a true

understanding of the process and is now being trained on applications and Dalton procedures.

Jamie comes to us with great customer service experience of more than ten years and a

wealth of technical understanding, having spent many years with an industrial valve company.

 

          

        

In her spare time Jamie makes jewelry and loves to spend all four seasons on the beach.  She

is an avid birdwatcher and is a practicing photographer.  She lives locally with Chris and their

cheering squad of three daughters.  We welcome Jamie in her proactive role of telemarketing

to cartridge heater prospects and leads, as well as coordinating marketing efforts with our

distributors.

 

 

 

 

                      Friday Funnies

THE TEXT:

Hi Fred,

This is Alan next door. I have a confession to make. I've been riddled with guilt these past few months

and have been trying to get the courage to tell you to your face, but I am at least now telling you in text,

as I can't live with myself a moment longer without you knowing. The truth is I have been sharing your

wife, day and night when you're not around, in fact, probably more than you. I haven't been getting it

at home recently,  but that's no excuse, I know. The temptation was just too much. I can no longer live

with the guilt and I hope you will accept my sincerest apologies and forgive me. It won't happen again.

Please suggest a fee for usage and I'll pay you.

Regards, Alan


THE RESPONSE:

Fred, feeling insulted and betrayed, grabbed his gun, and shot his neighbor dead. He returned home

where he poured himself a stiff drink and sat down on the sofa. He took out his phone where he saw

he has a second message from his neighbor:


THE SECOND MESSAGE:

Hi Fred, This is Alan next door again.
Sorry about the typo on my last text. I expect you figured it out anyway, and that you noticed that

darned Auto-Correct changed 'WiFi' to 'Wife.'  Technology, hey?

Regards, Alan

Price Increase2015-01-16

Dalton Electric has held pricing consistent for two years. During that time we have watched the cost of tubing increase between 10 to 45% (depending on the size), lead wire from 10 to 12% and other accessories rise at a steady clip. Labor rates rise roughly 3% per year and healthcare costs continue to be a point of concern and focus.

Therefore, effective at the beginning of February, we will be increasing our cartridge heater prices by 4%. This works out to an average of 2% per year and still positions the Watt-Flex® cartridge heater as the best value on the market. I just returned from a trip to Michigan and was told in many calls that our pricing is generally higher than other heater manufacturers, but the Cost of Heating for nearly all applications calculates as a far greater value.

I'm sure that it is obvious that our job is to properly position Dalton Heaters, such that customers understand the value proposition. Twice the life at only a slight increase in cost ... elimination of bore seizure and required drill-outs at far more maintenance cost than the heater ... substantial reduction of machine downtime ... all makes it an easy proposal.

Any orders placed in the next two week period will be priced at current levels and we will be happy to discuss future releases over a two-month period. If you want a digital or hard copy of the Price List, simply let me know.

Friday Funnies

A Biologist, a Chemist and a Statistician are out bow hunting. The Biologist shoots at a deer and misses five feet to the left ... the Chemist takes a shot and misses five feet to the right ... the Statistician jumps up and yells, "We got 'em."

Why can't you trust atoms? ... because they make up everything !!!

Price Objection Insights III2014-08-22

I've had more responses to these Price Objection Newsletters than any other series. Generally, they dealt with requests and comments about how to counter Price Objections. Two people asked if I could list the counter points to price roadblocks. I responded with the five benefits shown in our 4-page brochure with pictures and few words:

1) Continuous Heating Coil

2) Tip Options

3) Compaction of MgO

4) Expansion when Energized

5) Contraction when De-energized

Whe these five Watt-Flex® cartridge heater benefits are properly developed in a discussion, matching them against customer needs, the end-game of Price of the Heater vs. Cost of Heating becomes a powerful message which cannot be overlooked. When the price is higher, value must be sold.

And finally, when you have overcome the Price Objection, you will get the order ... and the reorder ... and the next reorder ... because your customer will be in full realization that Cost of Heating has been reduced and you are a valuable ally in his struggle to keep costs down.

Friday Funnies

I'm not the easiest guy in the world to get along with. So when my anniversary rolled around, I wanted my wife to know how much I appreciated her tolerating me for the past 25 years. I ordered flowers and told the florist to enclose a card that read, "Thanks for putting up with me so long."

When my wife received the delivery, she called me at work. "Where are you going?" she asked.

"What do you mean?" I said.

She read the card aloud just as the florist had written it: "Thanks for putting up with me. So long."

Price Objection Insights II2014-08-15

4) Prospects will often test you to verify the best deal ... one tactic to soften the impact of pricing concern is to pre-empt it. If you bring up the subject during your discussion of benefits and justify the price, the prospect will often not even go there again. You are, in effect, minimizing potential objections.

Pricing is way down the list of important factors in selecting a product. If your prospect starts pressuring, don't lose your composure. It may be a defence mechanism, bargaining, exercising restraint or a number of other things. But remember, if your prospect is looking to justify the purchase price, he is giving you a buying signal. Rarely will price be the dominant factor when selling a Watt-Flex® cartridge heater ... simply finish with the total Cost of Heating value.

5) People often buy from people they like, regardless of price ... pretty simple. If you establish a rapport with the prospect, make their decision one that they can comfortably own with value justification and reassure them with service, you will not only get the business, but become the go-to salesperson.

Friday Funnies

While taking a routine vandalism report at an elementary school, I was interrupted by a little girl about 6 years old. Looking up and down at my uniform, she asked, "Are you a cop?"

"Yes," I answered and continued writing the report.

"My mother said if I ever needed help I should ask the police. Is that right?"

"Yes, that's right," I told her.

"Well, then," she said as she extended her foot toward me, "would you please tie my shoe?"

Dalton's Newest !!!2014-06-20

Dalton's Newest !!!

Dalton Electric's front office is again at full strength with the addition of Yvette Nunez. She comes to us with a varied background, including Office Administration, Database Supervision, Patient Care Coordinator for Sleep Health Centers and a Call Center Representative for more than 50 Health Care practices.

Dalton's Nunez

Hablamos Espanol ... Yvette is fully bilingual in English and Spanish and will add an enthusiastic and professional element to our capabilities. Her customer service experience and attention to detail, borne of the medical industry, will be an asset to all of our distributors and customers.

Yvette has spent the week training with our Sales crew as well as a couple of days in production, working every manufacturing station, as all new employees do. She has thoroughly enjoyed her first week and looks forward to talking with all of you. Please extend a greeting to her if you call in.

 

 

Friday Funnies

 

My mind works like lightning, one brilliant Flash and it is gone.

It used to be only death and taxes, Now, of course, there's shipping and handling, too.

A husband is someone who, after taking the trash out, gives the impression that he just cleaned the whole house.

Thought for the day:

Be who you are and say what you feel ... because those that matter... don't mind ... and those that mind ...don't matter!

Dalton's Newest Professional2014-02-28

Dalton's Newest Professional

Nick Avendano joined Dalton Electric Heating this week, replacing the recently departed Scott Watkins. He originally hails from Argentina, is fluent in Spanish and English and will be responsible for all sales in the Northeast of the U.S., Latin and South America and the Iberian Peninsula.

Nick Avendano

Nick is a New Hampshire resident, like all of the other three sales people, has a wife and a 1-1/2 year old daughter. He holds an undergraduate degree from the University of New Hampshire and an MBA in International Business and Management from Bentley University.

He is experienced in sales to Latin America, representing software security and virus protection companies. He has spent the week in Production making heaters as all new Dalton employees do. Nick will be introducing himself to his customers over the next few weeks before starting his travels.

 

 

Friday Funnies

 

Arcelor-Mittal Steel, feeling it was time for a shakeup, hired a new CEO. The new boss was determined to rid the company of all slackers.

On a tour of the facilities, the CEO noticed a guy leaning against a wall. The room was full of workers and he wanted to let them know that he meant business. He asked the guy, "How much money do you make a week?"

A little surprised, the young man looked at him and said, "I make $400 a week. Why?"

The CEO said, "Wait right here." He walked back to his office, came back in two minutes, and handed the guy $1,600 in cash and said, "Here's four weeks' pay. Now GET OUT and don't come back."

Feeling pretty good about himself the CEO looked around the room and asked, "Does anyone want to tell me what that goof-ball did here?"

From across the room a voice said, "Pizza delivery guy from Domino's."

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Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating