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!

35 Year Celebration2017-03-31

35 Year Celebration


Dale Lyons has run the office at Dalton Electric Heating for 35 years.  She began in

our old facility in Beverly, Massachusetts and has presided over the administration

of quotes, orders, invoices and collections.   She moved to our facility in Ipswich and

watched the company double and double in size, all the while managing growth with

capable attention.  All recipients of this TGID Newsletter are familiar with Dale’s

efficiency and response to customer requirements.


So for Dale’s 35th Anniversary, we threw a big company-wide party.  The great

surprise for her was that her son drove up from Connecticut and appeared at the

event.  We enjoyed an Italian buffet topped with a huge cake and ice cream.





We all look forward to the years ahead, filled with success and growth and it’s

comforting to know that Dale will be with us, exercising her special brand of

efficiency at Dalton Electric.




              Friday Funnies

The last of the Paraprosdokians

In filling out an application, where it says, "In case of emergency, notify.." I answered "a doctor."


Women will never be equal to men until they can walk down the street with a bald head and a

beer gut, and still think they are sexy.


You do not need a parachute to skydive. You only need a parachute to skydive twice.

I used to be indecisive, but now I'm not so sure.

Train Your Customer2017-03-24

Train Your Customer


If you can teach your customers a trick or two, you will raise their satisfaction with you

and your products.  Companies and effective salespeople all maintain that training is

a useful tool to raise satisfaction and retention.  It basically comes down to a simple

premise … customers who understand your products get the most out of their purchases

and are able to prevent or fix problems.


For example, share your design considerations with your customer:  Heaters are

sized so that heated section is not outside of the bore … teach them how length

tolerance impacts that design.  A flange or mounting bracket can best position and

hold the heater to optimize heat transfer.  Increasing wire size and possibly adding

a clip support will eliminate failure caused by wire flexing and movement.


Educate customers each time that you have contact with them.  Explain how and why

you did something to increase the effectiveness of the cartridge in their application.

Do it in an email so they will have something they can reference in the future.  And

if it is something they can do in the future, offer to show them how, or reinforce

something that you already taught them.                                                                                                           


       Friday Funnies 

More Paraprosdokians …

We never really grow up -- we only learn how to act in public.

War does not determine who is right, only who is left.

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad.

To steal ideas from one person is plagiarism. To steal from many is research.

Lead Wire Protection2017-03-17

Lead Wire Protection


The straight or right angle header on the Watt-Flex® cartridge heater is designed as a transition

piece between the heater and lead wire protection, usually either stainless hose or braid.  The

opening is slightly larger than the diameter of the heater which allows for heater expansion in the

bore.  And the header is welded on one side to accommodate this bilateral expansion.


Occasionally, a customer will use the header in the process of insertion into the bore by tapping

(or banging) it with a hammer and screw driver.  Since the header is welded on one side, this

process may cause the header to cock over at an angle, such that it comes in contact with the

insulation over the heater terminal.  From there, it is simply a matter of time before the woven

fiberglass insulation used with high temperature wire will break down.





The other problem is that the beating on the header can cause a cracking or breaking of the weld so

that it fails over time, resulting in the header pulling away from the heater (see above).  This will contribute  

to premature failure if there is any movement of the heated work piece. 



The solution to this problem is welding the header on both sides.  If the heater is longer than 12"

(depending on diameter), it will still expand in the bore to the point that contact is not a concern.

This "weld-around" technique will provide stability and integrity of the header so that it can take

a beating and not be affected.  Dalton Electric believes that it is our responsibility to accommodate

the customer's application and cause them to have to change their processes as little as possible.


        Friday Funnies


A man in Topeka, Kansas decided to write a book about Churches around the country. He began by

flying to San Francisco and started working his way east. Going to a very large church, he began taking

photographs and making notes. He spotted a golden telephone on the vestibule wall and was intrigued

with a sign, which read 'Calls: $10,000 a minute.'

Seeking out the pastor he asked about the phone and the sign. The pastor answered that this golden

phone is, in fact, a direct line to heaven and if he pays the price he can talk directly to God. The man

thanked the pastor and continued on his way. As he continued to visit churches in Seattle , Dallas,

St. Louis, Chicago, Milwaukee, and around the United States, he found more phones, with the same

sign, and the same answer from each pastor.

Finally, he arrived in Massachusetts.  Upon entering a church in Boston, MA. Behold - he saw the usual

golden telephone. But THIS time, the sign read "Calls: 35 cents."  Fascinated, he asked to talk to the pastor,

"Reverend, I have been in cities all across the country and in each church I have found this golden telephone

and have been told it is a direct line to Heaven and that I could talk to God, but in the other churches the cost

was $10,000 a minute. Your sign reads only 35 cents a call. Why?"



The pastor, smiling benignly, replied : "Son, you're in Boston--home of the Red Sox, New England Patriots,

Boston Celtics, and the Boston Bruins !  'You're in God's Country', It's a local call.

     Happy St. Patrick’s Day !!!

Minimizing Risk2017-03-10

Minimizing Risk


Value, value, value ... is what many successful salespeople spend all of their time

selling.  Features, advantages, benefits become the center point of "consultive"

selling.  But in their enthusiasm, salespeople often forget the flip side.  Many of

today's decision makers approach their buying from an investment standpoint,

with concern about using their company's money wisely.



Another approach to employ, depending on the response of your prospect to

your investigating questions, is to minimize risk.  How can your offer minimize

their chance of experiencing problems.  Machine downtime is a killer in a manu-

facturing environment and is usually far more expensive than the cost of a cart-

ridge heater.


If you can effectively isolate several concerns on the part of your prospect, risk

reduction may be the most effective approach.  Bore seizure ... we can eliminate

that.  Constant replacement of heaters ... the Watt-Flex® cartridge heater will

extend operations with its longer life.  Problems with sections of a heater going

cold ... our continuous coil make that risk go away.


Don't let a prospect assume that risk and problems are limitations with which they

must live.  Effective questioning will uncover the risks and if they are a primary

concern, become an ally in minimizing them.



               Friday Funnies


More Paraprosdokians

To be sure of hitting the target, shoot first and call whatever you hit the target.

You're never too old to learn something stupid.

I'm supposed to respect my elders, but it's getting harder and harder for me to

find one now.



Wire Temperature Notes2017-03-03

Wire Temperature Notes


Generally we use Grade "A" Nickel stranded wire because is provides greater integrity

in flexing situations against fatigue and failure.  It also has an advantage as its coefficient

of expansion is closer to that of the stainless steel pin into which it is crimped and it is

less likely to form a resistance joint.  The alternative to this wire is Nickel Clad Copper

(NCC) stranded wire.  It has a much higher amperage carrying capability and is used

when the amperage specification surpasses that of Nickel wire.


                           High temp. nickel leads


The tracer, or strand of colored fiberglass in the primary insulation, is coded to inform

what that insulation and wire is.  The blue tracer (shown above) is used in high temp.

nickel wire.  If there are Blue and Red tracers in the insulation, it is high temp. NCC

wire and, if there is a red tracer, the wire is standard temp. NCC wire.  Simply put,

Blue = high temp and Red = NCC.


One further note ... if the application temperature is borderline for the standard temp.

leads (450 to 500 degF), you may want to consider using standard temp. leads with

high temp. sleeve.  We will do that at no additional cost and it may make the

difference in life of the insulation at the terminal end.




                 Friday Funnies

Paraprosdokians are figures of speech in which the latter part of a sentence or phrase

is surprising or unexpected and is frequently humorous. (Winston Churchill loved them).


Where there's a will, I want to be in it.


The last thing I want to do is hurt you ...but it's still on my list.


Since light travels faster than sound, some people appear bright until you hear them speak.


If I agreed with you, we'd both be wrong.

Word-of-Mouth (too)2017-02-24

Word of mouth (too)     


Last week we discussed the process of securing referrals from different sources and

working a system of Word-of-Mouth marketing.  But referrals and recommendations

go cold quickly and it is important to capitalize on them.  One necessary function in

this process is the implementation of a contact management database which allows

you to capture and track your referral leads.


Move on them quickly !!!  As soon as you receive the referral or hear that you have

been recommended, make a call and/or appointment to follow it up.  Professionalism

and respect in your approach to the prospect are important, since you don't want

your referring source to regret helping you and your company.  And don't forget to

personally thank and update your referral source.


A great way to motivate existing customers to refer your business is to offer them

a special discount or send them a gift certificate to a restaurant when a prospect

becomes a client.  Take full advantage of your existing customers and other

referral sources by recognizing this valuable asset to you and your company.




               Friday Funnies


You know that tingly little feeling you get when you like someone? That's your

common sense leaving your body.

My therapist says I have a preoccupation with vengeance. We'll see about that.


If you think nobody cares whether you're alive, try missing a couple of payments.




Finding ways to grow your territory or your business can be difficult.  One of the most

overlooked, but cost-effective marketing methods is word-of-mouth.  Referrals repre-

sent a great potential for growth because, by recommendation, you establish

credibility with a prospect and less time and dedication is required to close the




You will naturally gain business referrals as a result of successful product and

service delivery, but you will gain more by pursuing them.  Many of your customers

have worked for area companies or firms in the same business.  Their network of

contacts are generally available to the effective salesperson requesting assistance.


You can start by asking your existing customers to refer new prospects to you and

your company.  Different sources of referrals can include other companies in an

industrial park, businesses that sell services in your market, your vendors, industry

associations and even your friends and families.

Referrals carry a certain credibility that allows you to meet new prospects and

bypass the initial work required to establish yourself and your company as a

valued supplier.  Look around ... take full advantage of referral opportunities.


       Friday Funnies


Just read that 4,153,237 people got married last year, not to cause any trouble but

shouldn't that be an even number?


I find it ironic that the colors red, white, and blue stand for freedom until they are

flashing behind you.


Did you know that dolphins are so smart that within a few weeks of captivity, they

can train people to stand on the very edge of the pool and throw them fish?


Terminal Sleeves2017-02-10

Terminal Sleeves

Terminal protection is extremely important for any cartridge heater.   At the end of the Watt-Flex®

cartridge heater we have a hollow core pin into which the wire is crimped.  Since the wire insulation

cannot be extended over this, we must sleeve it for electrical isolation.  This is accomplished with a

short length of sleeving from 7/8" (smaller diameters) to 1-1/8" long for 1/2" diameter and up.  


   Standard Temperature Sleeve 


Standard temperature wire is sleeved with a red colored silicone rubber coated woven fiberglass. 

This sleeving provides the best insulation and can be simply inserted into the terminal cavity or

installed into RTV potting for superior contamination protection.  Another standard temperature

option is Teflon sleeving.  This extruded Teflon tube is an excellent contaminant barrier, but does

not necessarily snug to the primary insulation of the wire.


   Teflon Sleeve


The high temperature wire receives a blue woven fiberglass sleeving with a high temperature

binder.  This is rated to 840°F (450°C) along with the high temp. wire insulation and is also

inserted into the terminal cavity.  It does not present an effective contaminant barrier, but

provides good isolation at high temperatures.


   High Temperature Sleeve 


If the temperature rating is more extreme, a tan-colored VHT (very high temperature)

sleeving can be utilized.  This sleeving is woven fiberglass like the blue high temp. but

has a binder that is rated to 1600°F.




    Friday Funnies


A little girl asked her mother, 'How did the human race appear?'

The mother answered, 'God made Adam and Eve and they had children and so
all mankind was made.'

Two days later the girl asked her father the same question.
The father answered, 'Many years ago there were monkeys from which the
human race evolved.'

The confused girl returned to her mother and said, 'Mom, how is it
possible that you told me the human race was created by God, and Dad
said they developed from monkeys?'

The mother answered, 'Well, dear, it is very simple. I told you about my
side of the family and your father told you about his.'

2017 Advertising2017-02-03

2017 Advertising

Advertising has taken on a changing structure over the past years. We have continued

with print ads in a number of magazines, focusing on elimination of problems with no

bore seizure and even temperature profile ads.  And we continue with a few annuals,

and Buyers Guides, supported with on-line exposure.  And we continue with a few

e-product apearances, including post card mailings.

Additionally, we purchase key words on the internet, which focuses potential customers

to our website, .  And we drive traffic to our website through

appearances in on line Newsletters such as the one below:


Your Regional Managers will be working with our Customer Service people to get

leads to you for follow-up.  We look forward to a healthy and growth oriented 2017

and will enjoy sharing that success with you.

          Go Pats Party



Perfectly Profiled2017-01-27

Perfectly Profiled

The continuous coil, a product of the unique design of the Watt-Flex® cartridge

heater, provides several benefits that immediately translate in customer

applications.  Conventional heaters of 8 inches or more have two (or more) sections

of resistance coil, each wired in parallel to two rods that transverse the heater.

The first disadvantage of this construction is that heat-up is extremely uneven

as shown in the customer generated data below.  Section junctions provide large

cool areas and a complete lack of consistency of temperature profile.

The Watt-Flex cartridge heater has a continuous coil running the length of the heater

in one leg and then back again in the other leg.  This provides an absolutely even

temperature profile as shown at:

The temperature drop that you see at either end of the measurement is a result of the

technique by which the customer measured temperature.  It was done on the outside

of a sealing bar and demonstrates the radiant temperature loss of any heat sink.  Often,

due to the even profile of the Watt-Flex heater, it can replace a conventional heater with

distributed wattage to compensate for this heat loss.

             Friday Funnies

Husband and wife were sitting with glasses of wine.  The wife said, ”All through my

forty years of marriage you’ve been there for comfort and help through the difficult

times.  I do love you !!!”

He glanced up at her and asked, “Is that you or the wine talking?”

She replied, “That’s me … talking to the wine.

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

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.




Bore Seizure

Uneven Heat

Cost of Heating