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!

Set-up Charge2016-04-15

Set-up Charge

At times a set-up charge is applied to an order. There sometimes follows questions as to what this charge represents or why it is applied to a previously ordered heater. The set-up charge is an effective way to address the initial set-up of a number of production work stations to produce a custom specification for a heater.

For example, a winding mandral must be set up to ensure the appropriate length and resistance for the resistance wire heating coil. A bench template must be set up to position the stretch for a cool tip, appropriate jaws must be installed in a crimper, bending and crushing require the installation of rolls and dies and swaging needs specific dies.

These are all fixed costs that must take place with each order. In fairness to our customers, we do not apply these costs to the piece price of the heater as the cost of set-up, amortized over a larger run, becomes insignificant. Therefore, the set-up charge disappears at a volume of 25 heaters. Naturally, these charges occur with each run of heaters, so their absence becomes a function of volume again.

 

 

Of course, there was not TGID Newsletter two Fridays ago as it was April Fool's Day !!! And last Friday, we had a network crisis as a result of an electrical storm in Ipswich.

 

 Friday Funnies

 

Actual newspaper headlines:

Something Went Wrong in Jet Crash, Expert Says
     Really? Ya think?

Police Begin Campaign to Run Down Jaywalkers
     Now that's taking things a bit far!

Panda Mating Fails; Veterinarian Takes Over
      What a guy!

Miners Refuse to Work after Death
      No-good-for-nothing' lazy so-and-so's!

30 Year Celebration2016-03-25

30 Year Celebration

Dalton Electric Heating Co. celebrated the 30-year employment of Eli Whitney with a lunch party yesterday. Eli joined the company in Beverly, Massachusetts in 1986 as the salesman. Over the years, he built the sales staff to its present three Regional Sales Managers, worked through a move of office and manufacturing to the company's present location in Ipswich and has enjoyed an aggressive and manageable company growth.

Eli  Celebration

The celebration consisted of a supurb lunch of Chinese food, always enjoyed by Dalton employees. It was followed by cake and ice cream and a wonderful time of fellowship. In his remarks about his thirty years with Dalton Electric, Eli related his learned lesson as always relating back to people. He stated, "Success in sales is principally about relationships formed with customers," and went on to say that success of Dalton Electric has much to do with the 45 people assembled for the celebration.

30 Years Feast

 

30 Years Cake  30 Years of Service

 

Line Electricity

 

 Friday Funnies

 

Resistance

March Madness2016-03-18

March Madness

It is by far my favorite sports event of the year. It is the culmination of the college basketball season, when Freshmen through Seniors put their considerable skill and experience on the court in quest of the National Championship. Years of coaching, practicing, honing techniques and observing the path to success of others comes together in the competition.

Basketball-Dribble   And this is as it is with all competition in life.

The most successful salespeople apply techniques honed through coaching they have received, successes and failures making calls and observing the path to success that others have enjoyed. During a play, or process moving to a sale, one must protect the ball so it cannot be stolen. Working the give-and-go with your teammates is as essential as support from your sales team.

And finally you are in range ... a quick upfake (trial close) and you are ready to shoot. After you score, run back down the court and be ready for the next play. Keep doing that over the year and you will be the National Champion !!!

 

LineBasketball

 

Friday Funnies

 

Q: How many NCAA basketball players does it take to change a light bulb?
A: Only one. But he gets money, a car, and three credit hours for it.

Q: Why was Cinderella thrown off the basketball team?
A: She ran away from the ball.

Q: Why is a referee like an angry chicken?
A: They both have foul mouths.

Audit your Prospect2016-03-11

Audit your Prospect

Before you make your first presentation to a new prospect, you might try conducting a quick audit. You will find that a few questions will help you get off to a good start. What do you know about my company? This will certainly help you to know if you have to address any concerns or if you are riding positive feelings into the sales call.

Have you ever used our products or do you know someone who has? A negative answer to this question gives you the opportunity to discuss testimonials or recent associated successes. Mention a specific product or two and ask, To what extent do you use these products and where? Receptivity to this question will provide insight into the prospect's application and use of the product. This will lead to an opportunity to transition to establishing needs and providing benefits.

handshake

A quick audit demonstrates your desire to learn about the prospect's thoughts about your company, you in particular and your product offering. Once a friendly and trusting atmosphere is established, you are better positioned on the road to a relationship.

 

LineStars

 

Friday Funnies

 

A man and his wife were awakened at 3:00 am by a loud pounding on the door.

The man gets up and goes to the door where a drunken stranger, standing in the pouring rain, is asking for a push.

"Not a chance," says the husband, "it is 3:00 in the morning!" He slams the door and returns to bed.

"Who was that?" asked his wife.

"Just some drunk guy asking for a push," he answers.

"Did you help him?" she asks.

"No, I did not, it is 3:00 in the morning and it is pouring rain out there!"

"Well, you have a short memory," says his wife. "Can't you remember about three months ago when we broke down, and those two guys helped us? I think you should help him, and you should be ashamed of yourself !!! God loves drunk people too.

The man does as he is told, gets dressed, and goes out into the pounding rain. He calls out into the dark, "Hello, are you still there?"

"Yes," comes back the answer.

"Do you still need a push?" calls out the husband.

"Yes, please!" comes the reply from the dark.

"Where are you?" asks the husband.

"Over here on the swing," replied the drunk.

Terminal Protection2016-03-04

Terminal Protection

Some questions have come up lately regarding the sleeving used for terminal pin protection, so we will share Newsletter information from a few years ago. The Watt-Flex® cartridge heater has two stainless steel hollow core pins extending from the terminal end into which lead wires are crimped. These pins form the connection between the resistance (heat producing) wire and the connecting wires. As these pins become live during heater operation, protective sleeving is installed to prevent exposure and a possible accidental short.

The sleeve is generally matched to the temperature requirements of the connecting wires. Our standard teflon-glass wire is protected by Silicone Rubber sleeving, which is silicone rubber covering a fiberglass braid. It operates in the "standard" temperature range to 250 degC, as does our standard lead wire. It provides exceptional mechanical and electrical insulation and, combined with RTV potting, excellent protection against splashing and contamination.

StdLds HTleads

Protection for the terminal pins in a high temperature environment is achieved using a fiberglass braided sleeve, strengthened with an acrylic resin binder. This blue sleeve provides integrity to 450 degC continuous exposure, but not the resistance to viscous contamination of our silicone sleeve. Our VHT sleeve is also a fiberglass product, using special high temp. glass yarns that provide intermittent protection to 950 degC. Sleeving upgrades can be applied to any heater, that is, high temperature sleeving can be used with a standard temp. wire. If you are specing a difficult application, ask us and we'll be glad to advise.

 

Line15

 

Friday Funnies

 

More Actual Signs

Seen during a conference:
FOR ANYONE WHO HAS CHILDREN AND DOESN'T KNOW IT, THERE IS A DAY CARE ON THE 1ST FLOOR

Notice in a farmer's field:
THE FARMER ALLOWS WALKERS TO CROSS THE FIELD FOR FREE, BUT THE BULL CHARGES.

Message on a leaflet:
IF YOU CANNOT READ, THIS LEAFLET WILL TELL YOU HOW TO GET LESSONS

On a repair shop door:
WE CAN REPAIR ANYTHING. (PLEASE KNOCK HARD ON THE DOOR - THE BELL DOESN'T WORK)

The King2016-02-26

The King

I just returned from the United Kingdom (England) and a visit with the King ... actually it was King John, who lived from 1166 to 1216 and is buried in the Worcester Cathedral. John was the sovereign king for 17 years and signed the Magna Carta, the beginnings of the Rule of Law in England.

KingJohnTomb KingJohn

This week I was briefed on an interesting cartridge heater case study. Our heaters had been installed in a bore that is .035" oversized, some of the leads were bent at a fairly sharp right angle at the terminals and the whole assembly was accidentally submerged in water. The customer dried it out and slowly energized the heaters ... he reports that they have been working fine for some time now. His comment was: "we did everything wrong and your heaters did everything right." I guess that makes us King of the cartridge heaters !!!

CLNa nono

Please note that we would strongly discourage the above start-up procedure.

 

LineWavy

 

Friday Funnies

 

More Actual Signs ...

In an office:
AFTER TEA BREAK STAFF SHOULD EMPTY THE TEAPOT AND STAND UPSIDE DOWN ON THE DRAINING BOARD

Outside a secondhand shop:
WE EXCHANGE ANYTHING - BICYCLES, WASHING MACHINES, ETC. WHY NOT BRING YOUR WIFE ALONG AND GET A WONDERFUL BARGAIN?

Spotted in a safari park:
ELEPHANTS, PLEASE STAY IN YOUR CAR

Knowing Assumptions2016-02-19

Knowing Assumptions

All salespeople like to think that we know our customers well and that our relationships with clients will remain solid. While knowing our customers is essential in the selling process, it's dangerous to assume that knowing implies having a hold on the customer. Acting as if a customer is satisfied, loyal and not looking at other options is the most dangerous assumption that you can make.

Business

Some salespeople like to think that they have their customers under control, but it's more accurate to view your clients as "free agents". They are visited by competitive salespeople and have a wealth of information about competing products in front of them on the internet. If you assume that they are making new discoveries, constantly obtaining new information and not beholden to you as their sole source, you will find that you are continuously working to keep the customer on board and happy.

 

Line-Rainbow

 

Friday Funnies

 

Actual Signs ...

In a lavatory:
TOILET OUT OF ORDER. PLEASE USE FLOOR BELOW

In a Laundromat:
AUTOMATIC WASHING MACHINES: PLEASE REMOVE ALL YOUR CLOTHES WHEN THE LIGHT GOES OUT

In an office:
WOULD THE PERSON WHO TOOK THE STEP LADDER YESTERDAY PLEASE BRING IT BACK OR FURTHER STEPS WILL BE TAKEN

 

Mounting Position2016-02-12

Mounting Position

Following our discussion two weeks ago of the tolerance of a heater and positioning of a flange. Another positioning device is our mounting bracket. It is TIG welded onto the heater to control the insertion distance of the heater and also acts as a means to secure the heater into the heat sink.

Flange Tolerance


Like the flange, it carries an "A" and "B" Dimension for positioning. The "B" Dimension exactly controls the insertion and is measured from the tip to the first surface of the bracket. If the "B" Dimension is used, the length tolerance of the heater will be completely outside the bore, and an appropriate cold terminal end must be provided.

In 2010 we provided some erroneous information about the "A" dimension. It is measured from the terminal end of the heater to the first surface of the perpendicular extension of the mounting bracket. We have two mounting brackets ... one of them is used on a 1/2" diameter and the other for a 5/8" diameter heater. The length of the mounting bracket on the heater is .406". The cold terminal end in the heater must be long enough to ensure that the heat is beyond the bracket surface. If there is any question about the positioning of the mounting bracket, the best thing to do is provide a quick sketch of its positioning.

 

 

Friday Funnies


Ron Chestna, 89 years of age, was stopped by the police around 2AM and was asked where he was going at that time of night .

Ron replied, "I'm on my way to a lecture about alcohol abuse and the effects it has on the human body, as well as smoking and staying out late."

The officer asked, "Really? Who's giving that lecture at this time of night?"

Ron replied, "That would be my wife."

With Impunity2016-02-05

Eli Whitney was one of a four-man curling team that competed in the Annual East Coast Senior Curling Championship, held last weekend in Philadelphia. After four days of hard fought contests, his team from Nashua, N.H. won the Bonspiel. Oddly enough and for probably the first time in the history of the Bonspiel (since 1964), two teams from the same curling club competed in the finals of the First Event.

 

Flange Tolerance

 

The Nutmeg Stone, shown above, is a beautiful trophy of parquet wood and silver. The plaques list the names of the four-man team that have won the Spiel. On the ivory handle are inscribed the Latin words "Nemo me impune lacessit" which was the motto of the Royal Stuart dynasty of Scotland, the Order of the Thistle and three Scottish Regiments of the British Army. It means: No one 'cuts' (attacks) me with impunity.

The Nutmeg Stone will reside in Nashua in the curling rink until next year when the "Seniors" Bonspiel will be held in Cape Cod, Massachusetts. The Nashua Curling Club will, of course, be defending ... when Hell freezes over, we'll be curling there, too.

 

Happy New Year

 

Friday Funnies

 

It's not just a rock. It's forty-two pounds of polished granite, with a beveled underbelly and a handle a human being can hold. Okay, so in and of itself it looks like it has no practical purpose, but it's a repository of possibility. And, when it's handled just right, it exacts a kind of poetry - as close to poetry as I ever want to get. The way it moves.... Not once, in everything I've done, have I ever felt the same wonder and humanity as when I'm playing the game of curling.
~Paul Gross, John Krizanc, and Paul Quarrington, Men with Brooms

Seen on a shirt: "My drinking team has a curling problem."

Insertion Depth2016-01-29

This issue has come up recently, so we will share the contents of a Newsletter from about 6 years ago: Tolerance comes into play when a flange or mounting bracket is added to a Watt-Flex® cartridge heater. Length tolerance is +/- 3% up to 20" length and +/- 2% over 20". So if your heater is 38" long, the tolerance is +/- ¾".

Positioning a flange or mounting bracket on a heater requires consideration of the length and corresponding heated section. The flange can be affixed to the heater with a measurement from the terminal end ("A" dimension) or from the tip end to the flange ("B" dimension). The "B" dimension controls the insertion distance and consideration must be applied to ensure that the cold section of the heater at the terminal end is long enough to have the heated section beyond the flange if the heater is at the long side of its tolerance.

Flange Tolerance

 

If the flange is specified using the "A" dimension, the insertion will vary with the length tolerance of the heater. The critical consideration becomes making sure that the heated section is still in the bore at the tip end if the heater is at the longest side of its length tolerance. We will always get back with you if we sense any reason for concern with your design.

 

Happy New Year

 

Friday Funnies

 

A young salesperson peeped into the office of someone who looked like a sales manager, muttered something then started walking away. After retreating a little he seemed to change his mind, seemed to head back to the door, where after some hesitation, he started to back away again. The sales manager, feeling sorry for the young man, and surprised that he was so badly trained, called him in.

"You're a salesman aren't you? What are you selling?"

"Sir ... uh ... yes ... I'm a salesman. I'm sorry to bother you. I was selling expensive pens, but I'm sure you already have one. Sorry to have wasted your time."

Feeling sorry for the young bungler, the sales manager bought two pens to give the young salesman some confidence and then started teaching him about selling. He said: "You should have different pre-planned approaches for different kinds of--"

"But I do, sir," the young salesman interrupted, "the one I just used is my planned approach for sales managers. It always works. Thank you!"

Writing off Customers2016-01-22

Early in my Dalton Electric career I spent seven years trying to close a customer. No matter what I tried, I was frustrated by roadblocks and lack of any response. After a particularly good session and support from their Engineering Department, I went back to Purchasing with a request for the list of the heater specifications. After several weeks of calls to secure the list, the Purchasing Agent told me that his secretary didn't have time to type up the specs.

I wrote this customer off, but as a parting shot across the bow, I wrote to the President of the company, airing my enthusiasm, the perfect fit and performance of our heaters for them and the litany of excuses and lack of response that I had received. One week later the P.A. was gone and the President's secretary sent me the list. To this day, they remain one of our very large and valued customers.

There are occasions when customers have immediate needs that you can address ... but not often. Delays in decision making are pretty standard today and the key to securing the sale is managing the prospect over time. If you aren't in the forefront when the customer is ready to buy, your chances of receiving the order are pretty slim. Target those customers who will make a substantial difference and stay after them !!!

 

Happy New Year

 

Friday Funnies

 

A little girl had just finished her first week of school. 'I'm just wasting my time,' she said to her mother. 'I can't read, I can't write, and they won't let me talk!'

On the first day of school, a first-grader handed his teacher a note from his mother. It read, 'The opinions expressed by this child are not necessarily those of his parents ...'

Tech Briefs2016-01-15

Brochures for lead fulfillment are generally sent by email ... it can be our 8-page brochure, our 4-page sales flier or any combination of Technical Briefs. We would be happy to make them available to you in .pdf format to send to your customers. But I would be remiss if I did not share my feeling that there is nothing quite like a paper on your desk for a quick read ... especially if you scratch a quick note to your customer, pointing him or her to a benefit.

The above sheets are "Tech Briefs" and discuss three major advantages of using Watt-Flex cartridges:

Elimination of Bore Seizure ... beats any conventional cartridge
Even Temperature Profile ... particularly for packaging and heat seal applications
Reduce your Cost of Heating ... quintessential sales approach

Consider using them in your selling process ... they will add to the validity of your sales discussion and it's a good reminder to leave behind or send in with a note if your customer is tied up and cannot see you. Send an email to anyone at Dalton and we will be happy to send a supply of hard copy or in an email-able .pdf format.

Friday Funnies

God was missing for six days. Eventually, Michael, the archangel, found him, resting on the seventh day. He inquired, "Where have you been?"

God smiled deeply and proudly pointed downwards through the clouds, "Look, Michael. Look what I've made."

Archangel Michael looked puzzled, and said, "What is it?"

"It's a planet," replied God, and I've put life on it. I'm going to call it Earth and it's going to be a place to test Balance."

"Balance?" inquired Michael, "I'm still confused."

God explained, pointing to different parts of Earth. "For example, northern Europe will be a place of great opportunity and wealth, while southern Europe is going to be poor.

Over here I've placed a continent of white people, and over there is a continent of black people. "Balance in all things."

God continued pointing to different countries. "This one will be extremely hot, while this one will be very cold and covered in ice."

The Archangel, impressed by God's work, then pointed to a land area and said, "What's that one?"

That's Virginia , the most glorious place on earth. There are beautiful mountains, rivers and streams, lakes, forests, hills, and plains. The people from Virginia are going to be handsome, modest, intelligent, and humorous, and they are going to travel the world. They will be extremely sociable, hardworking, high achieving, carriers of peace, and producers of good things."

Michael gasped in wonder and admiration, but then asked, "But what about balance, God? You said there would be balance."

God smiled, "Right next to Virginia is Washington, D.C. Wait 'till you see the idiots I put there !!!

Wire Flexing Support2016-01-08

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 because there is no additional support for the crimped nickel strands.

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 TIG welded 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. So the stranded wire is now supported by the primary insulation of the wire and the teflon sleeve, onto which the clip is crimped. The Clip Support can be provided in a straight or right angle configuration with the clip over or under the wire, a feature which must be specified.

 

 

 

Friday Funnies


While working for an organization that delivers lunches to elderly shut-ins, I used to take my 4-year-old daughter on my afternoon rounds. She was unfailingly intrigued by the various appliances of old age, particularly the canes, walkers and wheelchairs. One day I found her staring at a set of false teeth soaking in a glass. As I braced myself for the inevitable barrage of questions, she merely turned and whispered, 'The tooth fairy will never believe this!'

 

Banner Year2015-12-31

Dalton Electric just finished the year with a higher percentage growth than any other year in this century. Our distributors were up 12% as a whole and provided a large contribution to our annual growth. With your help, our customers continue to learn and appreciate the value of Lower Cost of Heating.

Customer retention played a big part in this growth ... when they devalue analysis based on price of the heater and accept your recommendations to lower total heating cost, they tend to stay as long-term customers. After a sensational year, we at Dalton Electric want to extend our deepest thanks to each of you. We are motivated to enter the New Year to assist your efforts to keep and grow existing clients, as well as find and close new customers. Blessings to you for a happy, health and safe New Year !!!

 

 

"New Year's Day: now is the accepted time to make your regular annual good resolutions. Next week you can begin paving hell with them as usual . . . New Year's is a harmless annual institution, of no particular use to anybody save as a scapegoat for promiscuous drunks, and friendly calls, and humbug resolutions."

...Mark Twain

 

 

2016 Planning II2015-12-24

Last week we discussed the opportunities of finding new accounts and expanding existing accounts as two means to growing your annual sales. The third way to expand your growth targets is to increase the average opportunity size. This involves cross-selling and upselling by studying applications of existing and new customers and increasing your situational fluency.

Communicating the value of your solutions will allow you to expand the size of every sale, with reduced discounts and concessions. For example, selling the elimination of bore seizure or the value of even temperature profile will allow you to upsell with a better heater solution.

And finally, win more sales opportunities. Improve your competencies by reading up on your products, understand their strengths in the market and sell them as value added opportunities for your customers. This requires personal improvement and taking a look at the way that you relate your products to the market. You will then be able to help your prospects understand increased value through a more professional presentation, laying the foundation for greater success in 2016.

 

 

The crew at Dalton Electric Heating wishes you a Merry Christmas !!!