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!

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." 

Cold Calls2016-07-15

 
Cold Calls
 
How many time have you driven by a company and been intrigued by the name, wondering
if they have applications that could use your products?  If you have time, do you stop in?
Seasoned salespeople often do not, fully understanding the abysmal chances of success
with an impromptu entry.  Additionally, they often anticipate the embarrassment of being
rejected by the receptionist without a name to follow up.
 
Before Dalton Electric, I worked for a company whose President told the Receptionist
that every effort should be made to connect salespeople with the appropriate technical
contact.  He believed that salespeople were a great source for new products, procedures
and innovation.  The effective salesperson will recognize their value to a company and
make that value available to existing customers, as well as new prospects through cold
calls.
 
The objective of walking through the door is obviously to meet with an appropriate decision
maker for any of your products.  Chances are low, but you can use the exposure to secure
a name and contact information, and an understanding of their product and how yours will
fit in the process.  Use your curiosity as a gateway to initiating a relationship with a new
customer.
 
 
Line24
 
     Friday Funnies
 
Ban Pre-shredded cheese ... make America grate again !!!
 
I Child-Proofed my house ... but the kids still get in.
 
Between two Evils ... I always pick the one I've never tried.

Media Time2016-07-08

Media Time
 
Ads appear in print magazines as well as on line ... publishers provide the option of viewing
their magazine on line, whch certainly accounts for reduction in printing and distribution costs.
This site is for Reportero Industrial Magazine, which is a Central and South America oriented
magazine.  You will have to advance to page 20 to see our ad ...
 
 
Globalspec is a site oriented to Engineers and the specification and location of industrial
products.  Dalton Electric has a presence on GlobalSpec and periodically they provide a
Priduct Announcement email to selected lists.  We were recently included in one in the
form of this graphic ...
                                                   07-08-16a
You can also see more Product releases at ...
 
 
Line stars
 
And a personal media note: Eli Whitney's wife, Quincy, will be appearing LIVE on
National Public Radio (NPR) today from 3:30 to 4:00 p.m. (Eastern Time) on Science
Friday with Ira Flatow.  The interview will be about the recent publication of Quincy's
newest book "American Luthier" and will feature music played by the Hutchins Consort,
an octet of instruments made by the biography's subject individual.
 
LineStars
 
 
      Friday Funnies
 
A clear conscience is the sign of a fuzzy memory.
 
The Past, Present and Future walked into a bar ... it was tense.
 
If attacked by a mob of clowns ... go for the juggler.
 

Did You Visit last Week?2016-07-01

 
Did You Visit last Week?
 
So, did you visit our new website after you read the TGID Newsletter last week?  If not,
please do when you have finished today's Newsletter.  When you do, you will notice a
number of striking differences from our old website.  First, you will note that the Home
Page is colorfully attractive, with a series of rotating pictures of customer applications
and Dalton employees working.
 
 
Another noticeable change is the color pictures have been moved from the quasi-secret
"Sales Pages" to the appropriate section of "Modifications and Accessories".  This
allows greater ease of presentation if you are walking a customer through a design
recommendation.
 
Finally, please look through the brochures and Tech Data Sheets listed in the
"Literature / Downloads" tab.  We will be glad to make any quantity of each of
these assets available to you upon request ... just send an email to Dalton.
 
Now, get busy and visit: www.daltonelectric.com !!!
 
          Line Gymnast 
       Friday Funnies
 
The last of Advice from an Old Farmer
 
Always drink upstream from the herd.
Good judgment comes from experience, and a lotta that comes from bad judgment.
Lettin’ the cat outta the bag is a whole lot easier than puttin’ it back in.
If you get to thinkin’ you’re a person of some influence, try orderin’ somebody else’s
     dog around..
Most times, it just gets down to common sense.
Live simply. Love generously. Care deeply. Speak kindly. Leave the rest to God.
 
 

www.daltonelectric.com2016-06-24

www.daltonelectric.com

It has been a while in development ... as is the case with all new websites. But we are up and volumes of new information are available. You will find lots of picture representations of different constructions and accessories for our Watt-Flex® cartridge heaters, along with explanations of the benefits that are by-products of our unique split-sheath design.

Dalton Electric

You will notice a distributor log-in on the bottom of pages. This area is under construction and will provide strong distributor information and an inventory advantage that will not be available to customers and general users of the site. Distributors who understand our heater construction will be able to take advantage of substantial information available in their section.

We are excited about our new website and would encourage you to contact anyone at Dalton with any suggestions for its improvement. Go to www.daltonelectric.com and take a spin around !!!

 

Line-Green-Knot

 

Friday Funnies

 

More Advice from an old farmer

Live a good, honorable life… Then when you get older and think back, you'll enjoy it a second time.
Don 't interfere with somethin' that ain't bothering you none.
Timing has a lot to do with the outcome of a Rain dance.
If you find yourself in a hole, the first thing to do is stop diggin'.
Sometimes you get, and sometimes you get got.
The biggest troublemaker you'll probably ever have to deal with, watches you from the mirror every mornin'.

 

The Extra Mile2016-06-17

The Extra Mile

The components and construction techniques that Dalton Electric Heating Co. uses set up apart from other manufacturers. The attachment of stainless braid to a heater is one excellent example. Generally other manufacturers will crimp the braid onto the heater as shown below ... this is a joint that will fail with repeated flexing and/or pressure.

Stainless Braid

For a right angle header, Dalton has designed an assembly that uses a sizing tube inside the braid and a containment ring over the braid as shown below. These are brazed together so the braid is captured between the tube and ring ... movement and pressure cannot break away the braid. This assembly is then brazed into the right angle header.

Straight Header Components

For a straight header, the two components above are used. the braid is inserted over the machined recess and the ring slides over the braid. This assembly is brazed together which completely secures the braid ... this header is then welded onto the heater. Both techniques ensure that the braid will not separate from the heater ... Dalton once again goes the extra mile to ensure quality.

Straight Header

 

Line Chain

 

Friday Funnies

 

More Advice from an old farmer

It don't take a very big person to carry a grudge.
You cannot unsay a cruel word.
Every path has a few puddles.
When you wallow with pigs, expect to get dirty.
The best sermons are lived, not preached.
Most of the stuff people worry about ain't never gonna happen anyway.
Don't judge folks by their relatives.
Remember that silence is sometimes the best answer.

 

The Main Man - 20 Years2016-06-10

The Main Man - 20 Years

Jim Main celebrated his 20th Anniversary with Dalton Electric Heating Co. yesterday with a fabulous spread of Chinese food and the cheers of his co-workers. He joined us from Varian in Massachusetts and has worked in the Machine Shop making dies and fixing anything on the floor that requires repair or greater efficiency.

Main Feast  Main Cake

Jim was presented with a beautifully inscribed mantle clock and a number of gift certificates. He led the charge down the food line and enjoyed a massive cake with ice cream. He has cut back to three days per week and continues to make a solid contribution to the continued success of our company.

Main Congratulations

 

 Friday Funnies

 

Advice from an old farmer

Your fences need to be horse-high, pig-tight and bull-strong.
Keep skunks and bankers at a distance.
Life is simpler when you plow around the stump.
A bumble bee is considerably faster than a John Deere tractor.
Words that soak into your ears are whispered… not yelled.
Meanness don't jes' happen overnight.
Forgive your enemies; it messes up their heads.
Do not corner something that you know is meaner than you.

 

Flexible, But Grounded2016-06-03

Flexible, But Grounded

We recently came to a heater requirement that must have a flexible wire and a ground wire. Flexible has not been a problem since the development of the MW transition. A pair of twisted wires with silicon insulation are housed in an extruded rubber jacket, providing excellent flexiblity as well as resiliance. This wire is terminated to the heater and is captured by a tube extending from the header ... the tube and wire transition are then covered with a meltable wall shrink sleeving.

Flexible 3 wire ground

For this application, we secured a three conductor jacketed wire. The ground wire extends through a hole in the top of the header as shown above and is TIG welded to the header to secure the ground. The other two wires are terminated to the heater and the assembly is completed in the fashion of the MW assembly. If you ever have an application with unique requirements, bring it to your Regional Sales Manager and the Engineering staff at Dalton Electric Heating ... we will likely have a creative solution for you.

 

 

Friday Funnies

 

Engineer's Love Poem

I was alone and all was dark
Beneath me and above
My life was full of volts and amps
But not the spark of love

But now that you are here with me
My heart is overjoyed
You've turned the square of my heart
Into a sinusoid

You load things from my memory
Onto my system bus
My life was once assembly code
It's now like C++

I love the way you solder things
My circuits you can fix
The voltage 'cross your diode is
much more than just point six

With your op-amps and resistors
You have built my integrator
I cannot survive without you
You're my function generator

You've changed my world, increased my gain
And made my math discreet
So now I'll end my poem here
Control, Alt, and Delete

 

The Eagle2016-05-27

The Eagle

I have an artist friend in New Hampshire named Jerry LaFaro. You know Jerry as the artist who created the bear on the Sleepytime Tea Box. Jerry is a very successful commercial artist who specializes in wildlife drawings. One particular painting that he did is of an eagle, descending from flight with wings outstretched and talons extended.

Jerry was asked by Army veteran Charles David if he could use the image for his new food truck enterprise, supported by a loan from the VA program designed to help veterans start their own businesses. Jerry was honored to support veterans and their ventures in America ... the truck represents a fervent patriotism.

There are some Americans who would ask, "what difference does it make?' As a former Marine officer, I can tell you that it makes a huge difference. As a parent of a third year Marine, Jerry would agree wholeheartedly. As Americans, we have a duty to honor those veterans who have given part of their life, or even made the supreme sacrifice, to serve our country. This Memorial Day ... may we all remember our past and present veterans.

 

LineWigglingLine

 

Friday Funnies

 

My gunnery sergeant and I were inspecting a Marine training exercise when we spotted a second lieutenant ambling about. "Where is your foxhole, Lieutenant?" I asked. He snapped off a salute and responded, "I don't know, sir!" Turning to the sergeant, he asked, "Gunny, where is my foxhole?"

"You're standing in it, sir," said the sergeant. "All you have to do is remove the dirt."