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!

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