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!

Make the Call2017-01-13

Make the Call

Writing a newsletter on a weekly basis for more than a dozen years sometimes

becomes a test in coming up with a subject.  But some days it just jumps up and

demands attention. This week it is a matter of art needing to imitate life; of the art

of sales getting grounded.

My son read an email to me, responding to a dragged out series of communications

with a mortgage company which required seemingly unending documentation.  He

asked me, “can you tell that I was being a bit sarcastic?”  I said that I certainly could

and recommended that he phone her the next morning and ask if he was missing

any paperwork in a supplicant manner.


That brought me to my mindset about emails in business.  They can be a most

effective form of communication, but often salespeople will fire one off, thinking

that an answered question will automatically result in a P.O., or that a customer

will interpret a concept in the same manner or context that it was intended.  But

there is nothing more effective than a visit or a phone call to ensure that your

offering is positioned properly.


Sales is often purely about relationship and well known customers can be

addressed by email with certainty.  But nothing beats a sales visit or phone

call directly addressing the customer’s need, accompanied with, “Is that

skiing accident knitting O.K.?” or “by the way, did your daughter get into


         Friday Funnies

A man was sitting on the edge of the bed, watching his wife, who was looking

at herself in the mirror. Since her birthday was not far off he asked what she'd

like to  have for her birthday.

'I'd like to be eight again', she replied, still looking in the mirror.

On the morning of her Birthday, he arose early, made her a nice big bowl of Coco

Pops, and then took her to Adventure World theme park. What a day! He put her

on every ride in the park; the Death Slide, the Wall of Fear, the Screaming Roller

Coaster, everything there was.

Five hours later they staggered out of the theme park. Her head was reeling and

her stomach felt upside down. He then took her to a McDonald's where he ordered

her a Happy Meal with extra fries and a chocolate shake.  Then it was off to a movie,

popcorn, a soda pop, and her favorite candy, M&M's. What a fabulous adventure! 

Finally she wobbled home with her husband and collapsed into bed exhausted.  

He leaned over his wife with a big smile and lovingly asked, 'Well Dear, what was

it like being eight again'?

Her eyes slowly opened and her expression suddenly changed. 

“I meant my dress size, you numbskull !!!!”

The moral of the story: Even when a man is listening, he is going to get it wrong.

Price Increase2017-01-06

Price Increase

Happy New Year to our Dalton Electric Heating community.  Last year was a strong year

for our company and we enjoyed growth with most of our key customers and distributors.

We held our pricing for the entire year, which gave all of you consistent pricing for more

that two years.

At the beginning of February we will be increasing prices on Watt-Flex® split-sheath

cartridge heaters and Diff-Therm® vacuum diffusion pump heaters.  The increase will

be roughly 4%, which averages less than 2% per year.  We are pleased to be able to

limit the increase to these numbers as we have been able to control production costs

with steady sales volume.

It is necessary to note that cost of primary materials (incoloy tubing, NiCr resistance wire,

MgO and lead wire) have outdistanced our increase.  But is is also necessary to repeat

our mantra that we do not sell the Price of the Heater … we sell Cost of Heating.  We are

confident that Dalton Electric will continue to be the leader in reducing the Cost of

Heating and your choice for high performance cartridge heater.

                          Friday Funnies


It’s funny when my wife gives me the “silent Treatment” … she thinks it’s punishment.


Men have feelings, too.  For example, sometimes we feel hungry.

2017 Resolutions2016-12-30

2017 Resolutions

The end of the year is an excellent time to review, refocus and resolve.  So we will pass along

a few suggestions …

Find your Productivity Zone … Some people are most productive first thing in the morning, when

their minds are fresh and before everyone else is awake. Some people prefer digging into important

work mid-day when their momentum is full-throttle.  You can cut down on the time it takes you to

complete your work by identifying when you work best and are most productive, and planning your

most important work for that time. You can boost your productivity even more if you're able to reduce

distractions and plan sales visits during this focused work time.

Work on your Life Balance … be sure to have time to recharge yourself.  Many people maintain that

they don’t have time outside of their work.  The key is to make time … to find time for fitness and

plan that on a regular basis, even if it is simply a walk around the block after dinner with your

favorite person.  Your life needs to be balanced between work and recreation, between focused

time and relaxation.

Give Back … this must be a conscious decision.  Finding avenues to give back takes a bit of

inquiry, but you will be gratified by the results.  Possible paths include mentoring in a community

group or church organization, volunteering at a soup kitchen, hospital or aid organization.  And

donating time and money to church or community assistance groups will increase your feeling

of self-worth and well-being.

Your balanced life will pay dividends in your effectiveness at work and your attitude toward life.

                   Friday Funnies

Murphy, a furniture dealer from Dublin, decided to expand the line of furniture in his store, so he

planned a trip to Paris to see what he could find.
After arriving in Paris, he visited with some manufacturers and selected a line that he thought would

sell well back home. To celebrate the new acquisition, he decided to visit a small bistro and have a

glass of wine.  As he sat enjoying his wine, he noticed that the small place was quite crowded, and

that the other chair at his table was the only vacant seat in the house.

Before long, a very beautiful young Parisian girl came to his table, she asked him something in French

(which Murphy could not understand), so he motioned to the vacant chair and invited her to sit down.
He tried to speak to her in English, but she did not speak his language. After a couple of minutes of

trying to communicate with her, he took a napkin and drew a picture of a wine glass and showed it to

her. She nodded, so he ordered a glass of wine for her.

After sitting together at the table for a while, he took another napkin, and drew a picture of a plate with

food on it, and she nodded. They left the bistro and found a quiet cafe that featured a small group

playing romantic music.
They ordered dinner, after which he took another napkin and drew a picture of a couple dancing.
She nodded, and they got up to dance. They danced until the cafe closed and the band was packing

up. Back at their table, the young lady took a napkin and drew a picture of a four-poster bed.  To this

day, Murphy has no idea how she figured out he was in the furniture business

Merry Christmas2016-12-23

     Merry Christmas


There are more than a few religious and secular festivals packed into the last month of the year

even before New Year’s Eve, so it stands to reason that many Americans have gradually moved

to wishing friends, colleagues and neighbors “Happy Holidays.”  This is not to say that a “Merry

Christmas” greeting has gone out of style, but the shift to a more generic greeting is an indication

that Americans are aware of the diversity that exists in our world.


Candidate Donald Trump stated, “When I become President, we’re all going to be saying “Merry

Christmas again.”  I am sure that as he settles in as President, his attitude and posture against

his perceived growing irrelevance of Christmas will be tempered by a need to find inclusiveness

and make room for all Americans and their diverse beliefs and celebrations.



As for me, I will continue to greet people with “Merry Christmas.”  And if you are Jewish, greet

me back with “Happy Hanukkah”; if you are African American, greet me with “Happy Kwanzaa”;

and if you simply want to be generally inclusive, hit me with “Happy Holidays.”  Just know that

I genuinely appreciate your return greeting and that I wish you the blessings of family, health

and happiness during this wonderful time of year.



We had a wonderful Christmas Party at Dalton, celebrating the success of 2016 and the

collective health of the Dalton family.  A delightful Italian meal was beautifully finished with

a wonderful cake and ice cream.




Maintenance Savings2016-12-16

Maintenance Savings


Effective sales technique dictates that we relate to the individual on whom we

are calling.  This relating can be on a personal level, but at some point we have

to relate product also.  Every prospect has a number of concerns that can make

or break a day and our job is to expose the concern and address it.


Maintenance people are pretty simple.  Did you every participate in the process

of extracting a seized heater from a bore?  The language that accompanies the

process alone is enough to curl your toenails.  We can safely assume that the

time spent beating on a heater stuck in a bore becomes a pretty big priority in

his life.  So how much is a burdened hour of maintenance time?  And it may

take several hours to remove a seized heater.




The time spent removing a conventional heater that is stuck in a bore will

more than pay for a new heater ... however expensive the heater happens

to be.  So if they purchase a heater that will not seize in the bore, they have

just saved the company a bunch of $$$.  It is easy to relate, easy to

understand and easy to sell.


               Warranted Removable !!!     


              Friday Funnies


A buzzard had to get from NY to Los Angeles, but he was too old to fly the

distance, so he went to the airport. At the ticket counter, the attendant

discovered two dead possums in his bags.



"Sir, would you like to check these bags?", she asked.



"No thanks", he replied, "that's carrion".

Diffusion Pump Heaters2016-12-09

Diffusion Pump Heaters


Dalton Electric manufactures another type of heater that is generally not sold through

distributors that market our Watt-Flex® cartridge heaters.  This heater is a platen that

is used to heat the oil in a high vacuum diffusion pump.  This oil vapor rises in the

central stack and is shot as a jet against the sides of the pump, drawing particles

and air/gas through its open top.


Condensing coils around the outside of the pump convert the oil vapor so it can be

drawn off by a conventional pump.  Diffusion pumps will pull down high vacuum and

are used for electron beam microscopes, vacuum deposition (metal coating and

plating) and vacuum furnace.



The heater is the only "working" part of the pump ... as long as there is sufficient

oil, the pump will work.  There are no moving parts to break down and it is an

extremely reliable vacuum pump.  The heater is attached to the bottom boiler plate

on the pump by means of welded-on threaded studs.                 



Dalton Electric carries a variety of platens that match OEM configurations, with

different heater wattage and voltage specifications to match individual requirements

of pump users.  You can reference the different configuration by visiting:


These heaters are generally outside of the usual run of heating distributors and

are more popularly sold to vacuum suppliers or pump rebuilders.  But we will be

happy to quote any requirement that you find.


                              Friday Funnies

Touching Holiday Story

Husband and Wife Christmas Shopping in a busy shopping center just before Christmas …

The wife suddenly noticed that her husband was missing, and as they had a lot to do, she

called him on the mobile.


The wife said " Where are you, you know we have lots to do?"


He said, "You remember that jewelers we went into about 10 years ago, and you fell in love

with that diamond necklace? I could not afford it at the time, and I said that one day I would

get it for you?"


Little tears started to flow down her cheek and she got all choked up… "Yes, I do remember

that shop." she replied.


"Well I am in the gun shop next door to that."

Complete Specs2016-12-02

Complete Specs

We all get fooled occasionally, and when we do, it brings home the importance of

asking the right questions and making sure the specification for a heater is correct.

There are some things about a heater that we cannot see and cannot detect with

a simple resistance check.  Distributed wattage and special cold sections are

typical examples.


Often, cold sections in a heater are a function of the design and manufacturing

limitations of the supplier.  But sometimes we get fooled.  Once we had a heater

supplied as a sample from which to design.  Using an x-ray, we pointed out the

long cold tip end as if it were a limitation of the heater, only to have the user come

back (after they had supplied the whole spec to us) and say, "Oh, yes, we need

that extra cold section at the end of the heater for our machine design."




The above picture shows a heater that was designed to have a specific area

heated.  If we followed the initial specification, we would have had heated

section where no heat sink existed.  If you have any question about the heater

after inquiring about any special heat profiling, send us the heater and we will

perform a thermal study or x-ray to ensure that you optimize your sales






                                    Friday Funnies

(Reportedly true story)

George Phillips, an elderly man from Walled Lake, Michigan, was  going up to bed, when

his wife told him that he'd left the light on in  the garden shed, which she could see from

the bedroom window. George opened the back door to go turnoff the light, but saw that

there were people in the shed stealing things.

He phoned the police, who asked "Is someone in your house?" 
He said "No," but some people are breaking into my garden shed and stealing from me."

Then the police dispatcher said "All patrols are busy, you should lock your doors and an

officer will be along when one is available"

George said, "Okay."   He hung up the phone and counted to 30.    Then he phoned the

police again.  "Hello, I just called you a few seconds ago because there were people

stealing things from my shed. Well, you don't have to worry about them now because

I just shot and killed them both; the dogs are eating them right now," and he hung up.

Within  five minutes, two Police Cars, a Helicopter, two Fire Trucks, a Paramedic and

an Ambulance showed up at the Phillips'  residence, and caught the burglars red-handed.

One of the  Policemen said to George, "I thought you said that you'd shot  them!"

George said, "I thought you said there was nobody available!" 

Shared Qualities2016-11-18

Shared Qualities

A study from the Harvard Business School determined the characteristics of top

sales people.  Here are a few of the key points for your consideration:


1)  Did not take "no" personally ... they have high levels of confidence and self-

     esteem to the point that "no" only becomes a momentary disappointment.


2)  Accepted responsibility for results ... they don't blame the economy, competition,

     their company … or politics.  The worse things are, the harder they work to make

     negatives work to their advantage.


3)  High levels of empathy ... they are easily able to put themselves in their customer's

     shoes and understand their needs.


4)  Intensely Goal-Oriented ... they always know where they are against the target

     and keep distractions to a minimum.


5)  Impeccably honest ... with themselves and their customers.


       Friday Funnies  

Why, Why, Why?

Why do we press harder on a remote control when we know the batteries are almost




Why do banks charge a fee on 'insufficient funds' when they already know there is not

enough money?



Why does someone believe you when you say there are four billion stars; but have to

check when you say the paint is still wet?



Why doesn't Tarzan have a beard? 

Veteran's Day2016-11-11

Veteran's Day


Freedom is never free.  Today is Veteran's Day and this is a special time for many souls

who have defended our country ... and many more who are appreciative.  Our TGID

Newsletter is dedicated to the precepts that we often take for granted, but most deserve

our gratitude.  I have just returned from England today where they are celebrating

Remembrance Day.


I was wonderfully heartened by the Veterans in public places selling poppies to benefit

Veterans and their families.  In the U.S. I practice a customary greeting of military

personnel by saying, “Thank you for your service” when I publicly pass them.  I said

this a few times in the U.K., which was met with puzzled but appreciative looks.




Shown above is a picture of a Marine Corps Officer taken 40+ years ago.  That period

in my life one of my very proudest and most meaningful … when I was Father, Mother,

Drug Counselor, Financial Advisor, Marriage Counselor and Commanding Officer for

150 young Marines.  And now we honor the men and women that wear or have worn

the uniform in practice of these proud traditions.  May God bless and continue to bless

our Veterans !!!




             Friday Funnies

My high school assignment was to ask a veteran about World War II. Since my father

had served in the Philippines during the war, I chose him. After a few basic questions,

I very gingerly asked, “Did you ever kill anyone?”

Dad got quiet. Then, in a soft voice, he said, “Probably. I was the cook.”

Cold Terminal End2016-11-04

Cold Terminal End


Cold in concert with heat ... often a necessary thing.  The standard or minimum

cold section is fixed and available in the Watt-Flex® cartridge heater brochure. 

But often an application will require a longer cold section at the terminal end.  It

may be to get the wire and terminals away from intense heat or to extend through

insulation.  We are currently involved with huge platens at 1800°F (+) ... our

heater extends through 4" of insulation, bends at a right angle and extends down

for a foot to get the transition and leads away from that intense heat.





Heated section outside of the heat sink can be dangerous.  If the heater cannot

move its heat away from the sheath, two things will happen: 1) the NiCr resistance

wire will begin to work harden and the chromium will diffuse out of the wire and 2)

the ability of the MgO insulation to serve as a dielectric will degrade with the

excess heat.



A heater sticking out of the bore must factor in length tolerance of the heater

and the required distance outside of the bore.  It is necessary to design

sufficient cold length to insure that the heated section is fully in the bore.  A

quick consultation with the Dalton office or your Regional Manager is always

available to you.


        Friday Funnies

I'll bet you $4,567 you can't guess how much I owe my bookie.

 If you keep your feet firmly on the ground, you'll have trouble putting on your pants.

Give me ambiguity or give me something else.

Insulation Density2016-10-27

Insulation Density



Compaction of Magnesium Oxide (MgO), the insulation material that isolates the

coil in our heaters provides several benefits that translate to superior performance for

our customers.  Compaction of MgO provides two enhancements to a cartridge heater:

it increases the dielectric (insulation value) and the ability to transfer heat from the

coil to the sheath.  To begin, our filling process allows the MgO access to the outside

and inside of the coil, providing very consistent application of the insulation material.

The swaging process compacts the insulation through diameter reduction.  The

secret to effective swaging is die design.  At Dalton Electric, we have a number of very

talented manual machinists with more years of experience than they would care to

admit.  This gives us complete process control of feathering the taper of the die and

designing it to perfectly swage a heater for optimum compaction.


Since we do not have a ceramic core as found in a conventional cartridge heater, we

can swage much denser.  This increased insulation will keep the current in the coil

where it belongs.  All MgO's ability to provide insulation value is decreased under

extreme heat, but our increased compaction provides long life, even in situations of

very high heat at up to 600 volts.



        Friday Funnies

Is it wrong that only one company makes the game Monopoly?

Change is inevitable, except from a vending machine.

I like long walks, especially when they're taken by people who annoy me.

The Hot Tip2016-10-17

   The   Tip

We have had a number of instances where distributor salespeople want to specify the hot

tip for the Watt-Flex® cartridge heaters and one or more factors cause us to reconsider. 

As a quick review, when we bend our heater over on itself, we have the option of leaving the

coil compressed so that it passes right across the tip of the heater, producing a fully heated

tip or stretching the coil so it de-rates the tip wattage.

The fully heated tip is exclusive to our split sheath design and should only be used when the

heat can be drawn off the tip of the heater through contact with the end of a closed bore.

This is particularly necessary if the watt density is high, because the tip will generate

substantial heat with no ability to lose it.  That will cause the resistance coil to work harden

and become brittle, eventually becoming unable to carry the electrical load.  The only other

instance of effective use of the hot tip is the continual presence of air flow, sufficient to wipe

the heat away from the heater. The hot tip is ideal for use in branding tools, heat stake

machinery, punch sealing machines, hot air knives and gate probes for injection molding.


The cool tip design produces heat to the end of the heater, but essentially takes heat off

the "crown" of the tip.  If you look into an open bore, it will appear that the heater has a hot

tip as the capillary heat will move down the sheath to the tip.  The fear is that, if the heat

cannot be pulled off a hot tip, it will decrease the ability of the MgO insulation to act as a

dielectric and a short to sheath will occur.

Therefore, a heater to be used in an open bore should be designed as a cool tip.  Any hole

that is drilled through a laminating press, heat seal platen, packaging sealing bar, extrusion

head, plastic or rubber mold or manifold, thermoforming die and screen changer will employ

a cool tip.




           Friday Funnies                                                    

When I married Ms. Right, I had no idea her first name was Always.

My wife got 8 out 10 on her driver's test; the other two guys managed to jump out of her way.

Women sometimes make fools of men, but some guys are the do-it-yourself type.

One Great Salesman2016-10-07

 One Great Salesman

Segmented Coils2016-09-30

Segmented Coils


Sometimes customers raise huge red flags.  If you are listening, you will realize

a huge sales opportunity.  This week a customer told us that he was having

trouble with a mold going out of balance and the operator and maintenance

people were confused.  The heater was heating, but the mold could not be held



Ah, you think, this poor guy thinks a heater heats.  He is unaware that a

conventional heater will have two or more sections of coil ... and if one opens,

half (or a third, or a quarter) of the heater does not heat.  Their thermocouple

sees heat from the heated half, but the mold is out of balance ... or a section

of the sealing bar does not seal, or the platen does not seal the container.


The Watt-Flex® cartridge heater has a continuous resistance coil.  The whole

heater heats ... or it doesn't.  Great profile ... problem eliminated.  Customers

will occasionally tell you what they need without knowing it.  Listen closely !!!


           Friday Funnies


Hospitality is the art of making guests feel like they're at home when you wish

   they were.

Television may insult your intelligence, but nothing rubs it in like a computer.

Every time someone comes up with a foolproof solution, along comes a more

   talented fool.

Watt Density ... Once More2016-09-23

Watt Density … Once More


We have discussed the impact and importance of Watt Density for two weeks.  But it

is necessary to complete the consideration with the effectiveness of the Watt-Flex®

cartridge heater with respect to watt density.  Transfer of heat away from the resistance

coil will cause the coil to run cooler to maintain a given set point temperature in a heat




Excess heat will cause an embrittlement of the resistance coil because the chromium

will diffuse out of the NiCr wire.  When the wire becomes brittle, it will open and break

the circuit of the heater.  The first of two design benefits of the split sheath is that there

is no internal ceramic core that can crack during the swaging or compaction process.

Therefore, we are able to achieve a much denser compaction, enabling the MgO

insulation to move the heat away from the coil much more effectively.


The second is the expansion of the sheath when the heater is energized, making

intimate contact between heater sheath and the wall of the bore.  This contact

maximizes heat conduction to the mass, drawing heat away from the heater.  As a

result, the Watt-Flex heater is able to tolerate and effectively deal with significantly

higher watt density as compared with a conventional solid heater.



       Friday Funnies


Never tell anyone your problems; 20% don’t care and the other 80% are glad that you

have them.

Doesn’t expecting the unexpected mean that the unexpected is actually expected?

I hate it when people use big words just to make themselves sound perspicacious !!!

Take my advice … I’m not using it.