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!

Conflict Resolution Continued2016-05-13

Conflict Resolution Continued

Last week we discussed Beliefs and Rituals, which are two of the pillars of identity from Daniel Shapiro's book Negotiating the Nonnegotiable. They are aspects of an individual's core identity which must be maintained or converted if you are to make a sale. The third pillar is Allegiances. If your prospect has a relationship with an existing company, you must provide not only the same or better buying benefits, but also assurances that changing allegiance will be worth the move.

The next pillar is Values. Your prospect has values that relate to every relation- ship that they form. Uncover what is important to your prospect in the initial discovery portion of the call. Determining his or her needs will also give you a firm handle on their values.

And the final pillar is Emotionally Meaningful Experiences. Your prospect must feel good about making a change to your products. The emotion is wrapped up in the whole package, features and benefits of your product, success and recognition for making the right choice and forming a bonding relationship with you as a provider.



Friday Funnies


While I was out of the office for lunch, a call came in from a customer in the middle of the country. Our receptionist informed the caller that I would be back in 20 minutes.

After a thoughtful pause, the caller asked, "Would that be 20 minutes in Central Standard time?"


Conflict Resolution2016-05-06

Conflict Resolution

In his book, Negotiating the Nonnegotiable, Daniel Shapiro discusses how to resolve your most emotionally charged conflicts. He provides techniques for turning an adversary into a colleague by working toward effective relationships. But as experienced salespeople, we recognize that our sales process is all about creating conflict. Your prospect is comfortable with a buying pattern and you want to change it.

Shapiro introduces what he calls the Five Pillars of Identity. He says that "a threat to any of these pillars gives rise to an existential crisis, because meaningful aspects of your core identity feel endangered." The adversary or colleague relationship that you share with the prospect will determine your success.

Beliefs are the core principles and convictions that guide us. If you step on beliefs during the sales process, you are in for a very difficult partnering process. Try to align your approach to the sale with any beliefs expressed by the prospect. The second pillar is easier to deal with ... Rituals. Prospects generally have meaningful rituals in which they participate. Routines on the computer tend to cement buying patterns and often it is pure persistance and follow-up that will break rituals. We will visit the other three pillars next week.



Friday Funnies


A little boy opened the big family Bible. He was fascinated as he fingered through the old pages. Suddenly, something fell out of the Bible. He picked up the object and looked at it. What he saw was an old leaf that had been pressed in between the pages.

'Mama, look what I found,' the boy called out.

'What have you got there, dear?'

With astonishment in the young boy's voice, he answered, 'I think it's Adam's underwear!'


Heater Length2016-04-29

Heater Length


This week I was asked about length tolerances for ¾” diameter heaters that are close to our

maximum length of 90”.  Length tolerance is a function of density of the MgO insulation during

the filling process.  It can be influenced by humidity, which is why we ensure the MgO powder

is dry and the room stays air conditioned.  It is also influenced to a small degree by the size of

the resistance heating coil and each batch of incoloy sheath.


Every time we move into a new lot of tubing, we run samples to determine elongation factors

during the compaction of the heater.  These factors are fed into the computer and determine

the length of the starting tube.  So the answer to the question can be found in our brochures

or website … it is +/- 2% over a length of 20”.  This can be significant as it is +/- 1-¾ ” on a

90” long heater … be sure to share that with your customer.


If this proves to be a problem for your customer, we can provide an “Exact Length Heater”.

We do this by specifying a longer cold section as apropriate to the tolerance and then trimming

the heater to the desired length.  This is an effective technique to exactly fit an application, but

unfortunately will not affect the heated length of the heater … tolerance in the heated length

cannot be avoided.  Contact Dalton to discuss the optimum design for your customer.




              Friday Funnies


All eyes were on the radiant bride as her father escorted her down the aisle. They reached the

altar and the waiting groom. The bride kissed her father and placed something in his hand.

The guests in the front pews responded with ripples of laughter. Even the priest smiled broadly.

As her father gave her away in marriage, the bride gave him back his credit card.

Anastasia Kawa2016-04-29

Anastasia Kawa

Last week Dalton Electric Heating said goodbye to Stasia Kawa, who was set to celebrate her 30th Anniversary with our company in October. She died very suddenly of an infection after being medivaced to Boston for treatment.

Stasia worked in our heater Assembly Department and was known for her quality and meticulous attention to detail. At 85 years old, she had a history of coming to our Production Manager at the end of each year and asking if she could work another year. With her history five-day-a-week competence, he was more than willing to welcome her to another year.

Anastasia Kawa

Stasia lived in town but did not drive. Her husband would faithfully drive her to work and back every day ... now we suspect he will be sleeping later in the morning. She worked at one of the doors to the production floor and, if business were a little slow, she would stop the sales guys and ask them to step it up a little. Her wake was well attended by Dalton employees and her positive attitude and cheerful countenance will be missed.




Friday Funnies


People in Dubai don't watch the Flintstones but folks in Abu Dhabi do…


Quincy on Tour2016-04-22

Quincy on Tour

Eli Whitney's wife, Quincy, has finished her second book and has been on a book signing tour on the East Coast. The book is a biography about a pioneering female luthier (stringed instrument maker) who invented a new family of eight violins. In doing so, she brought an open technical understanding to the world of violin making and acoustics.

Quincy spent many years interviewing this remarkable woman before she died six years ago. Following a publication date early this month, Quincy has been on tour signing and promoting her book in bookstores and violin shops (see attached Press Release). The picture below is of Dave Civitella, a Watt-Flex® distributor in the Phily area, who found his way to a book signing.

Quincy Whitney signing

 Eli is on the train today to N.Y.C. for the final signing of this tour today and will drive home with her. Please visit for a listing of future Events and possibly a signing in your area.




Friday Funnies


Actual obvious headlines (do ya think?)


   War Dims Hope For Peace

   If The Strike Isn't Settled Quickly, It May Last A While

   Cold Wave Linked To Temperatures

   Something Went Wrong In Jet Crash, Experts Say


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



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 !!!




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.


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.




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.




Friday Funnies


More Actual Signs

Seen during a conference:

Notice in a farmer's field:

Message on a leaflet:

On a repair shop door:

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.




Friday Funnies


More Actual Signs ...

In an office:

Outside a secondhand shop:

Spotted in a safari park:

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.


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.




Friday Funnies


Actual Signs ...

In a lavatory:

In a Laundromat:

In an office:


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!"