Big Bore - No Probelm

Big Bore - No Probelm

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!

Happy New Year – Opportunities2019-01-11

Happy New Year – Opportunities                                                                      

 

Following a banner year for Watt-Flex® cartridge heaters, we are looking forward to another !!! Our

distributors are understanding the message about Cost of Heating and selling the concept to their

customers with great success. This week I received the following email, outlining the success a

distributor has enjoyed by spec’ing our heater into a customer application:

 

“The fact that your heaters are good quality is our main flag ….. This is the reason we are handling

him very gently. He replaced other heaters with your heaters and it was a process that took quite

a long time…. He is still replacing and thanks god your quality till now is the best !! But from time

to time they try to check other heaters…since we have good relations there so we know on each

competitor trying to get inside… With your corporation – we are well succeeding till now”

 

Customers always have computers on their desk. A great sales technique is to take him or her to

www.daltonelectric.com and point to the Reduce Cost of Heating Video. It is only 1-½ minutes

long and is a small investment of time with big rewards. Clicking on the small box in the lower

right of the small screen will expand it to the full monitor. They may also be interested in the

Even Temperature Profile and Eliminate Bore Seizure videos. There is nothing like a video to

enhance your presentation.

          

 

       Friday Funnies

 

Just read that 4,153,237 people got married last year … not to cause any trouble but shouldn't

that be an even number?

 

Did you know that dolphins are so smart that within a few weeks of captivity, they can train people

to stand on the very edge of the pool and throw them fish?

 

The location of your mailbox shows you how far away from your house you can be in a robe before

you start looking like a mental patient.

 

Price Increase2019-01-02

Price Increase

 

2018 was a very healthy year for our company and we enjoyed growth with most of our

key customers and distributors.  The loyalty and success that we have enjoyed is

testament to the value of our heaters by supporting continuing decreases in the Cost

of Heating for users.  Additionally, the prompt service that we provide in response to

your requirements positions us high in the list of go-to vendors for most distributors.

 

We held our pricing for the entire year, which gave all of you consistent pricing over the

last two years.  During 2018 we have seen double-digit increases in the cost of tubing

and increases in heater components that far exceed our standard biannual price increases.

Also we have seen some increase in labor costs, fueled by a more competitive labor

market and annual increases in healthcare costs of 8%.

 

At the beginning of February we will be increasing prices on Watt-Flex® split-sheath

cartridge heaters and Diff-Therm® vacuum diffusion pump heaters.  The increase will

be roughly 4%, which averages 2% per year.  We are pleased to be able to limit the

increase to these numbers and are hopeful that we can keep them stable for another

two years.  An electronic copy of the new Trade Price list is available upon request

to your Regional Manager.

 

It is also necessary to repeat our mantra that we do not sell the Price of the Heater …

we sell Cost of Heating.  We continually encounter situations in which: 

     *  Longer heater life reduces the cost of heaters purchased each year.Elimination  

        of bore seizure cuts Maintenance hours … often times more thathe price of a

        new heater.

    *  Decrease in machine downtime … always more costly than a new heater. 

We are confident that Dalton Electric will continue to be the leader in reducing the

Cost of Heating and your choice for high performance cartridge heaters.

 

  

                                Friday Funnies

 

      

                

Merry Christmas2019-01-02

 

Merry Christmas

 

December 25th is approaching and we find ourselves wishing family friends and business associates

Merry Christmas.  But stop and think for a moment … where does Merry Christmas come from?

Considering that we live in a world of Happy New Year, Happy Birthday, Happy Easter and Happy

Thanksgiving, Merry Christmas takes on it’s own unique connotation.  In fact, when we use the word

Merry, we most generally think of only one magic day.

 

Happy comes from the word “Hap”, meaning luck or chance and implying good fortune.  Whereas,

Merry makes us think of merry-making … implying the more active showing of happiness.  Therefore,

“Happy” is an emotional condition, while “Merry” is a behavior.  The Christian traditions of Christmas

cause us to prepare for the coming of the Christ child.  This Advent focuses us to adopt a behavior of

hope, love, joy and peace that we carry throughout the season and, hopefully, throughout the year

ahead.

 

Having nearly completed another year of grand success at Dalton Electric Heating Co., we pause

to reflect on the many wonderful business friends and opportunities that we have enjoyed.  And as

we move into a time of merry-making, we send our hope that your week ahead is filled with the

blessings of love, joy and the spirit of Merry Christmas.

 

                                       The Dalton Christmas Party Cake 

                            

 

 

                                        Friday Funnies

 

Three Wise WOMEN would have asked directions, arrived on time, helped deliver the baby, bought

practical gifts, cleaned the stable, made a casserole, and there would be peace on earth!

 

Cost of Heating Video2018-12-18

 

Cost of Heating Video

 

The cornerstone of our marketing program is Reducing the Cost of Heating in any application where our

Watt-Flex® cartridge heaters are utilized.  We tell our customers to ignore any differences in up-front

purchase price and focus on reduction of:

 

Operating Costs … more efficient heaters using less power

Replacement Costs … Watt-Flex lasts 50% longer on average so fewer will be purchased

Routine Maintenance Costs … use fewer heater = less replacement time and less downtime

Heater Changeout Costs … Watt-Flex eliminates bore seizure and many maintenance and downtime hours

 

Our two previous market focused videos addressed problems with Bore Seizure and with Uneven heating.

The Bore Seizure video is five-years old and has been viewed by 9.9k visitors and the one-year old Uneven

Heating video by 2.6k viewers.  Our newest video brings it all together with a discussion about the Cost of

Heating, taking each of the above factors into account.

 

Please visit:  https://youtu.be/Nf4Ww2AJIAE   You can certainly use this address in an email to help your

customer to understand the value of a Watt-Flex cartridge heater.  Our advertising will be oriented toward

driving potential customers to this video and an appreciation for how Dalton Electric can help Reduce the

Cost of Heating.

 

         

 

                          Friday Funnies

 

A man feared his wife wasn't hearing as well as she used to and he thought she might need a hearing aid.


Not quite sure how to approach her, he called the family doctor to discuss the problem. The Doctor told him

there is a simple informal test the husband could perform to give the doctor a better idea about her hearing loss.

 

Here's what you do," said the Doctor, "stand about 40 feet away from her, and speak in a normal conversational

speaking tone to see if she hears you.  If not, go to 30 feet, then 20 feet, and so on until you get a response."

 

That evening, the wife is in the kitchen cooking dinner, and he was in the den. He says to himself, "I'm about

40 feet away, let's see what happens."  Then in a normal tone he asks, 'Honey, what's for dinner?"

 

No response … So the husband moves closer to the kitchen, about 30 feet from his wife and repeats, "Honey,

what's for dinner?"

 

Still no response … Next he moves into the dining room where he is about 20 feet from his wife and asks,

"Honey, what's for dinner?"


Again no response.  So, he walks up to the kitchen door, about 10 feet away.. "Honey, what's for dinner?"

 

Again there is no response.  So he walks right up behind her... "Honey, what's for dinner?"

 

"Ralph, for THE FIFTH time, it's chicken"

Sales Support2018-11-30

 

Sales Support

 

Flexing of lead wires in an application may present a tough environment for

a cartridge heater.  Packaging, heat sealing and other processes that require

a cycling of a heated bar or platen will stress a heater termination.  In the

Watt-Flex® cartridge heater construction, the wire is crimped into two hollow

stainless pins extending from the end of the heater.  If the flexing is concentrated

at this point, the wire will fail prematurely.

 

One excellent way to address this problem is with the use of a Clip Support.  It

is a small fixture that is added to the terminal end of the heater to simply displace

the point of flexing. 

                

The Clip Support is braised onto the heater and crimps over the insulation

of the wire.  There is a teflon tube inserted under the crimp to stiffen the assembly

and reduce stress on the wire.  The Clip Support can be provided in a straight

or right angle configuration with the clip over or under the wire, a feature which

muste specified.

                                                         

                   

 

  

 

   Friday Funnies

  

A WELL PLANNED LIFE???? Two women met for the first time since graduating

from high school. One asked the other, "You were always so organized in school.

Did you manage to live a well planned life? "


"Yes," said her friend. "My first marriage was to a millionaire; my second marriage

was to an actor; my third marriage was to a preacher; and now I'm married to an

undertaker."


Her friend asked, "What do those marriages have to do with a well planned life?"


"One for the money, two for the show, three to get ready, and four to go." 

Profiled for Success2018-11-29

Profiled for Success

 

Last week we explored the differences in heat profile between conventional cartridges and

Watt-Flex® cartridge heaters.  The uneven profile of the conventional heater is caused by

two or more coils, wired in parallel to the terminal posts.  But uneven heating is magnified

if one of the two or three coils opens and fails to heat … a half or a third of the heater fails

to heat.  In a sealing bar or heat seal platen application, for example, the bar or the platen

will fail to seal properly in the cold area, presenting massive quality problems for the product.

 

 

If the thermocouple is close to one of the areas of the heater that is still working, the

machine operator will have no indication that there is a problem until it is recognized that

a volume of scrap has been produced.  The Watt-Flex® cartridge heater, on the other

hand, has one continuous coil, regardless of its length.  Therefore, if serves as a giant

resistor, either working or not.  There is certainly no doubt that it is fully operational and

full heater profile heat is being provided.

 

Blessings to all for a Happy Thanksgiving !!!  

 

 

 

 

Profiled for Performance2018-11-16

 

Profiled for Performance

 

We continue to run into applications in which our customers experience uneven heat across

the profile of their work surface.  The continuous coil, a product of the unique design of the

Watt-Flex® cartridge heater, provides several benefits that immediately translate in customer 

applications.  Conventional heaters of eight inches or more have two (or more) sections of

resistance coil, each wired in parallel to two rods that transverse the heater.

 

The first disadvantage of this construction is that heat-up is extremely uneven as shown in

the customer generated data below.  If you are visiting a customer, take him or her to the

Dalton web page and examine the page about temperature profile:

http://daltonelectric.com/index.php/the-watt-flex-advantages/uniform-temperature-profile

Section junctions provide large cool areas and each of the coil provide their own profile spike,

resulting in a complete lack of consistency of temperature profile.

     

 

The Watt-Flex cartridge heater has a continuous coil running the length of the heater on one

leg and then back again on the other side.  This provides an absolutely even temperature

profile as shown below.  The temperature drop that you see at either end of the measurement

is a result of the technique by which the customer measured temperature.  It was done on the

outside of a sealing bar and demonstrates the radiant temperature loss of any heat sink.  Often,

due to the even profile of the Watt-Flex heater, it can replace a conventional heater with

distributed wattage to compensate for this heat loss.

    

   

 

                       Friday Funnies

 

My family told me to stop telling Thanksgiving jokes, but I told them I couldn't just quit "cold turkey."

 

A lady was picking through the frozen turkeys at the grocery store for Thanksgiving Day, but she

couldn't find one big enough for her family. She turned to the stock boy and asked, "Do these

turkeys get any bigger?" "No, ma'am," he replied. "They're dead."

 

Child: Mom wants you to help us fix Thanksgiving dinner.
Dad: Why? Is it broken?

 

What do you get if you divide the circumference of a pumpkin by its diameter? …
Pumpkin pi.

Trust the Difference (Continued)2018-10-24

 

Trust the Difference (continued)

 

In forthcoming advertising we will continue to focus on the Dalton Difference.  Last week we began

the process of developing our third short video for marketing, focused on the Cost of Heating as

opposed to narrow-minded purchasing based on Price of the Heater.  Cost of Heating factors in

operating cost reduction, operating life (fewer heaters bought per year), reduction of maintenance

and heater changeout costs and reduced machine down-time.  This all factors to an average of a

40% reduction in the annual Cost of Heating.

 

      

 

The Dalton Difference is easily recognized by Maintenance Managers and Process Engineers,

who understand production costs and maintenance shop hours.  Seldom do we achieve a sale

by starting with the Purchasing Manager, who seldom understands the importance of Cost of

Heating.  The motivation for change comes from those who work with heaters daily and it is

ours to contact those decision makers directly.

 

           

 

           Friday Funnies

 

I told my doctor that I broke my arm in two places. He told me to stop going to those places.

 

A Buddhist walks up to a hotdog stand and says, "Make me one with everything."

The Dalton Difference (Again)2018-10-12

 

The Dalton Difference (Again)

 

Bore Seizure is a maintenance issue the exemplifies the Dalton Difference.  Bilateral expansion of the

sheath legs of the Watt-Flex® cartridge heater produces better heat transfer, but the biggest feature

is de-energized contraction of the legs, providing ease of removal. Drilling out a seized conventional

cartridge can result in many maintenance hours in the machine shop.  This cost is generally more than

the price of a new heater, so where does the benefit lie in buying a cheaper heater?

 

         

 

Again, the decision maker is the Maintenance Manager, the Manufacturing Manager, the Foreman or

the Process Engineer.  Each works with heaters on a daily basis and has to live with the results of

buying the wrong heater.  Spend your time where you can have the biggest impact and teach them

to Trust the Dalton Difference !!!

 

      

 

          Friday Funnies

 

I went on a once in a lifetime holiday. Never again.

 

Exaggerations went up by a million percent last year.

 

Nostalgia isn't what it used to be...

Paul Trainor - 40 Years2018-10-05

Paul Trainor – 40 Years            

 

Paul Trainor joined Dalton Electric Heating Co. in 1978 as a production worker.  He was principally

involved with preparation of platens for our Diffusion Pump Heater business which, at the time,

represented one half of Dalton’s business.  After a couple of years of work, he joined the Watt-Flex®

cartridge heater manufacturing group.  As patented split-sheath cartridge heaters enjoyed solid

growth, Paul became more knowledgeable and experienced in their production.

 

Then Paul had the opportunity to transition to our Engineering staff as an assistant to our Chief

Engineer, serving under the management of several engineering managers.  In 1990 Paul was

promoted to Chief Engineer upon the departure of the existing manager.  In 1995 his position

transitioned to the present title of Manager of Technical Services with responsibilities for Quality

Assurance, Plant Safety and both Production and Application Engineering.

 

           

 

Paul has been responsible for many changes, designs and efficiencies in manufacturing

techniques and procedural policies.  He has struggled through computer design and

configurator implementation and held a steady hand on the steering wheel of Dalton

engineering.  We celebrated his forty years at Dalton with a company-wide Italian luncheon,

cake and ice cream.  Paul received a generous bonus gift card as well as a Diff-Therm trophy,

shown above, that could only be appreciated by a long-time and valuable employee !!!

 

           

 

                  Friday Funnies

 

A mathematician, physicist, and engineer are all trying to find the volume of a yellow bouncy ball. 

The mathematician gets his calipers out and measures the diameter, then evaluates the integral.  

The physicist fetches a bowl of water, drops the ball in and measures the displacement.  

The engineer strolls up with book in hand, checks for a serial number and looks up the volume in

     his yellow bouncy ball table.

The Dalton Difference2018-10-02

 

The Dalton Difference

 

If you have recently received an email from anyone at Dalton Electric Heating, you probably noticed a

seal adjacent to our address on the signature.  Working in conjunction with a new advertising agency,

we have moved to focus our branding on the beneficial differences that Dalton provides.  The seal reads

Trust the Dalton Difference, calling to mind that the Watt-Flex® cartridge heater provides a number

of differences from a conventional cartridge.

                                                                                            

Future advertising will focus on the Continuous Coil, providing a more even temperature profile

than any other cartridge on the market.  And the coil is a giant resistor, either on or off, eliminating

the possibility of sectional burnout.  It is one of the Dalton Differences !!!

 

 

 

 

      Friday Funnies

 

It’s hard to explain puns to kleptomaniacs because they always take things literally.

 

I hate Russian dolls...they’re so full of themselves.

 

A soldier survived mustard gas in battle, and then pepper spray by the police.

He's now a seasoned veteran.

Cold Calls2018-09-27

Cold Calls

 

Some salespeople consider cold calls an absolute waste of time and would rather go have a cup

of coffee.  Some salespeople take advantage of every opportunity that a day presents, no matter

how slim the odds of success.  Dalton has one Regional Sales Manager who lists calls around

planned calls on his trip schedule.  If he has time during the day, he will march into a company

and ask for the Maintenance Manager or Buyer.

 

Chris Stevens and I just returned from a 10-day road trip.  During travels with a distributor

salesman, I suggested making an unplanned call on a company.  We both noticed that he turned

his nose up at the suggestion.  The low percentage of successful cold calls and exploration can

be intimidating, but one good hit will spur you on to more attempts.

 

When Chris and I were in Canada, we had a planned call with a die caster that went very

smoothly.  When we walked out of the company, we both queued on plastic silos across the

street.  We walked in and asked for the Maintenance Manager and were successful in meeting

with him as well as the owner.  The MM was extremely interested in the elimination of bore

seizure and told us that he was disappointed that we were not there two weeks earlier when

he placed a $5,000 P.O. for cartridges to replace ones that he had to drill out.  We missed that

business, but surely will secure the next P.O.

 

Don’t be shy about walking into a potential opportunity.  Complete failure, either they don’t use

your product or nobody will talk with you, takes 10 minutes out of your day.  That is reasonably

incidental as compared with securing a new account in perhaps 10% of your cold calls.

 

       

 

                                    Friday Funnies

 

A sales manager was addressing an underperforming sales force at the start of a new month:

 

“We are going to have a sales contest this month. The winners will get to enter next month’s

contest.”

Thermocouple Profiles2018-09-05

Thermocouple Profiles

 

We have had some questions about the profile of the thermocouple groove, so I

thought I would pass along some pictures to clarify.  There are other excellent

pictures of thermocouples on our website:

http://daltonelectric.com/index.php/the-watt-flex-advantages/external-thermocouple

 

          

 

This is the profile of the groove into which the needle-type thermocouple is inserted.

It slides along the groove (within the diameter of the heater and bore) to the tip of

the heater and can monitor the temperature at any point along the profile of the

heater, depending on how far it is inserted.  The below picture shows the tip of the

thermocouple inserted to monitor temperature at the hot tip of the heater.

 

         

 

The other great advantage of this construction is that the thermocouple can be

replaced without having to trash the heater.  A thermocouple/conventional

cartridge heater usually loses the t/c first, but the entire assembly must be replaced.

 

 

 

  Friday Funnies

 

       FOR LEXOPHILES (LOVERS OF WORDS): 

 

  1. A bicycle can't stand alone; it is two tired.
  2. A will is a dead giveaway.
  3. Time flies like an arrow; fruit flies like a banana.
  4. A backward poet writes inverse.
  5. In a democracy it's your vote that counts; in feudalism, it's your Count that votes.
  6. A chicken crossing the road: poultry in motion.
  7. If you don't pay your exorcist you can get repossessed.
  8. With her marriage she got a new name and a dress.
  9. Show me a piano falling down a mine shaft and I'll show you A-flat miner.
  10. When a clock is hungry it goes back four seconds.
  11. The guy who fell onto an upholstery machine was fully recovered.
  12. A grenade fell onto a kitchen floor in France, resulting  in Linoleum Blownapart.
  13. You are stuck with your debt if you can't budge it.
  14. Local Area Network in Australia: The LAN down under.

An Appreciated Success2018-08-29

An Appreciated Success

 

We were contacted by an Engineer from a new customer in Europe.  He had a small brass shape that

he needed heated for a specialized sealing machine.  He had some problems with moisture during

wash-down and we reached a point where we performed a complete analysis of the application with

heat study, heater design and protection against contamination.  The communications went on for a

couple of months while the machine design went through changes.

 

                       

          

After some good period of time we completed the heater specifications and design location and

sent the order to manufacturing.  During the next two months, the heaters were made and shipped

and used in the sealing machine.  Then we received an email from the Engineer, informing us that

he had received a company award for fixing an application that had been plaguing operators for

years.  He was so pleased with our cooperation and his success, he promised that he would send

a bottle of champagne.

 

This week a beautiful bottle of Ice Rose (bubbly) arrived.  It was divided and enjoyed by a cast of

Dalton Electric characters and we sent a picture with a toast to the success of the Engineer.  Give

us your tough applications, the poor performance jobs that you come across.  We will work hard

to see that you have a good shot at a similarly wonderful reward !!!

 

               

 

 

             Friday Funnies

 
Teacher: Johnny, please use the words “letter carrier” in a sentence.
Johnny: Yes, ma’am. “My dad said that after seeing how many things my mom was bringing on
              vacation, he would rather letter carrier own luggage.”
 
First woman: My son came to visit for summer vacation.
Second woman: How nice! Did you meet him at the airport?
First woman: Oh, no. I’ve known him for years!

Dane Blake - 40 Years2018-08-22

Dane Blake – 40 Years

 

40 Years ago Star Wars was released, WKRP and Taxi debuted, Saturday Night Live introduced the

Blues Brothers, Jimmy Carter was inaugurated as President, Lego Man was born, Radio Shack

introduced the TRS-80, Elvis died and Dane Blake started working for Dalton Electric.  Dane’s father

would shortly become the first person to retire from Dalton.

 

When Dane started, we had a dozen manufacturing employees and a few people in the office.  Dane

has been principally serving in the brazing and welding department, having worked on hundreds of

thousands of cartridge heaters.  He has brazed stainless hose and braid to headers and welded

headers, flanges, brackets and fittings to cartridge heaters as well as trained countless new welders.

 

   

 

Dane chose a pizza fest for his lunch and it was thoroughly enjoyed by all.  His vanilla and chocolate

cake was accompanied by ice cream. In addition to a substantial pre-loaded VISA card, Dane was

presented with a silver serving tray and four monogrammed whiskey glasses.  Dane has cut back in

his weekly hours in anticipation of retirement, and is still a most valuable asset to Dalton Electric.

 

            

 

 

     Friday Funnies

 

A woman came home to find her retired husband waiving a rolled-up newspaper around his head. 

She asked, “What on earth are you doing, dear?”

 

He replied, “Swatting flies.  I got three males and two females.”

 

“And just how do you know what gender they are?” she inquired.

 

“Easy” he answered. “Three were on my beer and two were on the phone.”

 

Page 3 of 4

Prevent
Bore Seizure

Eliminate
Uneven Heat

Reduce
Cost of Heating