Cartridge Heaters by Dalton TGID Newsletter

Cartridge Heaters by Dalton TGID Newsletter

Cartridge Heaters by Dalton, 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!

Buying Decisions2018-08-13

Buying Decisions


Prospects have a process by which they make buying decisions. It is imperative that a salesperson

determines this process before making a presentation.  First, it is most important to be selling to the

decision maker.  If the question is not asked, your customer may politely listen and even engage in

your discussion, to no ultimate effect.  Occasionally, the process may include two individuals, perhaps

a Buyer and an Engineer.


Determining who the decision maker is goes a long way in understanding the decision making process.

What should the approach be? … How is the decision ultimately made? … What is the time frame for

making it?  If one makes a presentation or submits a proposal without this advanced knowledge, the

salesperson risks presenting the wrong information to the wrong person, at the wrong time and/or in

a manner inconsistent with the prospect’s decision making process.


Obtaining a buying commitment must begin with questions and not simple assumptions.  Determine

what the process is, who makes the decision, can it be made now or at some specific future timing

and, if possible and prior to the presentation, a commitment that a decision will be made.  If the

commitment is for a future time, be sure to add a recall on your calendar.



              Friday Funnies


NEW High School Teacher


After retiring from the service, a former Gunnery Sergeant took a new job as a high school teacher. 

Just before the school year started, he injured his back. He was required to wear a light plaster cast

around the upper part of his body.  Fortunately, the cast fit under his shirt and wasn't noticeable when

he wore his suit coat.


On the first day of class, he found himself assigned to the toughest students in the school.  The smarty

punks, having already heard the new teacher was former military, were leery of him and he knew they

would be testing his discipline in the classroom.


Walking confidently into the rowdy classroom, the new teacher opened the window wide and sat down

on his desk.  When a strong breeze blew through the open window, it made his tie flap. He picked up a

stapler and stapled the tie to his chest.


Dead Silence .


The rest of the year went smoothly.

Life Factor # 72018-07-27

Life Factor # 7


Environmental Factors


Environment is one of the toughest factors to influence.  Often times customer will have

ultimate control over exposure of a heater to contamination, but will not take the steps

necessary to achieve full life expectation of the heater.  The solution could be something

as simple as placing a guard or barrier to stop oil from dripping on the terminals.  Or it

could take place in the design of a machine, as in where the leads are anchored to

eliminate shock from movement cycling.


A distributor salesman usually gets the problem after it has manifested itself as heater

failure.   Dalton Electric takes the approach that it is incumbent on us to accommodate

an application and modify the heater to work with the givens of an application.  We rely

closely on you to secure a return of the damaged heater and to advise us on the

environmental conditions causing the failure.




If the solution to the problem can be affected by a customer change in design, that is an

easy and effective fix.  But causing a customer to change a routine can often be the hardest,

even when they realize that it is the cause of the problem.  That is when we step in with

suggestions for changes to the heater.  Possible solutions could be contaminate barriers,

including RTV or ceramic potting or the addition of a header or sleeving.  For failure due to

flexing, we can increase the size of the lead wire, add a clip support or change the terminal

design.  Problems outside the bore may be addressed by increasing the length of the

heater with the addition of an extra cold terminal end.  But, again, we rely on you to be a

big part of the solution.




     Friday Funnies


A thief in Paris planned an elaborate scheme to steal some paintings from the Louvre.  After

careful planning, he got past security, stole the paintings and made it safely to his van.  

However, he was captured only two blocks away when his van ran out of gas. When asked

how he could mastermind such a crime and then make such an obvious error, he replied,

"Monsieur, that is the reason I stole the painting...I had no Monet to buy Degas to make the

Van Gogh." 

(And I questioned if I had De Gaulle to print this one in the TGID Newsletter.) 

Well, I figured I had nothing Toulouse.

Life Factor # 62018-07-27

Life Factor # 6


Fit in the Bore


It's an old subject for this "TGID" Newsletter, but it certainly is critical to life of the heater.  A

cartridge heater transfers heat to a heat sink as discussed last week.  It is accomplished in

two ways ... radiantly or through conduction (intimate contact with the bore).  And the Watt-

Flex® cartridge heater has a tremendous advantage over conventional, solid tube heaters.


The critical issue in achieving the far more efficient conduction heating is "fit".  Fit is the

difference between the O.D. of the heater and the I.D. of the bore.  A good, tight fit will

insure effective heat transfer ... unfortunately it will almost ensure bore seizure with a con-

ventional solid tube cartridge.  If the fit is loosened up a bit to assist with eventual removal,

greater radiant heating will decrease heat transfer effectiveness.




The Watt-Flex® cartridge heater (above on the right) is inserted into the bore and expands

to affect greater surface conduction, double that of a conventional heater.  Better conduction

of the heat allows the heater to run cooler to maintain the set point temperature:  Longer

Life !!!




                      Friday Wisdom



A group of alumni, highly established in their careers, got together to visit their old university

professor. Conversation soon turned into complaints about stress in work and life.

Offering his guests coffee, the old professor went to the kitchen and returned with a large pot

of coffee and an assortment of cups - porcelain, plastic, glass, crystal, some plain looking,

some expensive, some exquisite - telling them to help themselves to the coffee.  When all

the students had a cup of coffee in hand, the professor said: "If you noticed, all the nice

looking expensive cups were taken up, leaving behind the plain and cheap ones."


"While it is normal for you to want only the best for yourselves, that is the source of your

problems and stress. Be assured that the cup itself adds no quality to the coffee. In most

cases it is just more expensive and in some cases even hides what we drink. What all of

you really wanted was coffee, not the cup, but you consciously went for the best cups ...

and then you began eyeing each other's cups."

"Now consider this: Life is the coffee; the jobs, money and position in society are the cups.

They are just tools to hold and contain Life, and the type of cup we have does not define,

nor change the quality of life we live. Sometimes, by concentrating only on the cup, we fail

to enjoy the coffee God has provided us."

"God brews the coffee, not the cups.......... Enjoy your coffee!
The happiest people don't have the best of everything.
They just make the best of everything.
Live simply. Love generously. Care deeply. Speak kindly."

Life Factor # 2 (continued)2018-06-22

Life Factor # 2  (continued) 


Heater Design


Last week we explored Heater Design and its impact on the working life of a cartridge heater. 

Dielectric or insulation of the coil in the sheath and heat movement away from coil are both

significant factors.  The two failure modes of any cartridge heater are a short to ground and

an opening of the electrical continuity.  Therefore, the other major consideration in heater

design that impacts life is the integrity of the coil.


The gage or size of the wire is simply a matter of applying Ohms Law to the specification for

the heater.  Watts and volts establish a resistance and the wire that is coiled has a specific

resistance per inch that provides total ohms required.  There are a few design processes that

can be employed to optimize the winding to provide a more substantial wire, as very fine wire

will heat fatigue and open much more easily than a thick, larger diameter wire. 


Very occasionally, we will contact you to ask if we can change the specification, possibly

halving the voltage and running heaters in series.  This will result in a much more substantial

resistance coil and elimination of early failure from heat fatigue of fine wire.  As always,

Dalton will be seeking to optimize the working life of the heater.




         Friday Funnies


Does the statement, "We've always done it that way" ring any bells?

The US standard railroad gauge (distance between the rails) is 4 feet, 8.5 inches.

That's an exceedingly odd number. Why was that gauge used? Because that's the way

they built them in England, and English expatriates built the US Railroads.

Why did the English build them like that? Because the first rail lines were built by the

same people who built the pre-railroad tramways, and that's the gauge they used. Why

did "they" use that gauge then? Because the people who built the tramways used the

same jigs and tools that they used for building wagons, which used that wheel spacing.

Okay!  Why did the wagons have that particular odd wheel spacing? Well, if they tried

to use any other spacing, the wagon wheels would break on some of the old, long distance

roads in England, because that's the spacing of the wheel ruts.

So who built those old rutted roads? Imperial Rome built the first long distance roads in

Europe (and England) for their legions. The roads have been used ever since.  And the ruts

in the roads? Roman war chariots formed the initial ruts, which everyone else had to match

for fear of destroying their wagon wheels. Since the chariots were made for Imperial Rome,

they were all alike in the matter of wheel spacing.  The United States standard railroad

gauge of 4 feet, 8.5 inches is derived from the original specifications for an Imperial Roman

war chariot. And bureaucracies live forever.

So the next time you are handed a specification and wonder what horse's a** came up with

it, you may be exactly right, because the Imperial Roman army chariots were made just

wide enough to accommodate the back ends of two war horses.


Now the twist to the story:

When a Space Shuttle was sitting on its launch pad, there were two big booster rockets

attached to the sides of the main fuel tank. These were solid rocket boosters, or SRBs. The

SRBs were made by Thiokol at their factory at Utah. The engineers who designed the SRBs

would have preferred to make them a bit fatter, but the SRBs had to be shipped by train

from the factory to the launch site. The railroad line from the factory happened to run through

a tunnel in the mountains. The SRBs had to fit through that tunnel. The tunnel was slightly

wider than the railroad track, and the railroad track, as you now know, is about as wide as

two horses' behinds.

So, a major Space Shuttle design feature of what was arguably the world's most advanced

transportation system was determined over two thousand years ago by the width of a

horse's a**. .... and you thought being a HORSE'S A** wasn't important!

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 





                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



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






                      Friday Funnies


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


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:


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."

Bore Seizure

Uneven Heat

Cost of Heating