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PREVENTIVE

MAINTENANCE
TRAINING

Caterpillar Confidential Green


Safety Share - Facility/Classroom
Note location of:
Emergency Exits
Nearest Fire Extinguishers
Room Alerts
Identify CPR certified personnel
Identify First Responders
Designate who will contact front office
Notify staff of any medical alerts
Emergency Procedures:
Evacuation Overflow Parking Lot
Storm Shelter Restrooms
Medical Emergency/Injury
1. Assess the injury
2. Contact front office immediately (by radio, phone x4800 or in person)
3. Emergency #: 911

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Safety Share Service Area/Shop
Note location of:
Emergency Exits
Nearest Fire Extinguishers
Room Alerts
Do not enter working bays without staff authorization
because proper PPE will be required
Be aware of moving equipment
Emergency
Be aware of overhead hazards Meeting
Notify staff of any medical alerts Area
Emergency Procedures:
Evacuation South East Shop Yard
Storm Shelter Building Interior
Medical Emergency/Injury
1. Assess the injury
2. Contact front office immediately
(by radio, phone x4800,or in person)
3. Emergency #: 911

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Safety Share Field & Driving
Obtain and display cone on vehicle at all times
Only designated individuals will be given vehicle cones
Obey all posted speed limits
25 MPH on roads
10 MPH in service area
Obey posted Do Not Enter signs
Do not stray from your program
Drink plenty of water
Be aware of wildlife and environmental hazards
No unauthorized operation of equipment
Notify staff of any medical alerts

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Safety Share
Equipment Viewing & Operation
No unauthorized equipment operation
Closed toe shoes, long pants required
Remove all hand jewelry
Stay within the defined areas
Use 3 points of contact
Communicate level of experience to the Instructor
Understand the safe operating limits of the machine
Wear seatbelts AT ALL TIMES
Know what to do if the machine gets out of control
If you are not comfortable with what you are about to do do not do it!

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Demonstration & Learning Center (DLC) Safety
We are committed to the safety of all Caterpillar employees and visitors at our
Demonstration & Learning Centers.
As such, we have strict policies and procedures regarding the safe operation of
equipment, or while engaged with equipment.
DLC personnel are trained and authorized to provide safety-related direction to
Caterpillar employees and visitors who may operate or otherwise engage with
equipment while on site.
Failure to follow the directions of DLC personnel may result in termination of the
operation or activity, or your removal from the facility.

C&D

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Items to Recycle in Mixed Recycling Containers:
Loose Paper (not neon colors)
Plastic Bottles marked #1 & #2
Aluminum Cans
Corrugated Cardboard (breakdown boxes)
Glass Bottles

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Thank you for making safety a priority
during your visit.
We welcome any safety observations or suggestions you
may have as a result of your visit to Caterpillar.

Caterpillar: Confidential Green

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Purpose
This training is designed to prepare you to effectively sell Maintenance products,
including filters, fluids and batteries by identifying the differences between Cat and
competitive products and explaining the value associated with Cat maintenance
products. This training will help address the common objections customers have
to using Cat Maintenance Products.

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Learning Objectives
Upon completion of this Preventive Maintenance training, participants will be able
to:
Identify the differentiating features of Cat Maintenance Products
Articulate the value Cat Maintenance Products can provide customers
Overcome the common objections customers have against Cat Maintenance
Products

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Why do Filters and Fluids matter?

Caterpillar is an equipment manufacturer, so why all the hype about Filters and
Fluids?

Why do we care about Filters and Fluids?


Caterpillar equipment has a reputation for quality and durability
This quality and durability drives customer satisfaction and repeat business
The equipment systems and components are dependent upon Filters and Fluids

Provide a consistent touch point for dealership, allows the dealership to offer additional
parts and services

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Why Focus on Filters and Fluids?

Parts Revenue Opportunity


4%
6%
ENGINE
8% 26%
FILTERS & FLUIDS
DRIVE TRAIN
10% HYDRAULICS
ELECTRONICS
UNDERCARRIAGE
14% GROUND ENGAGING TOOLS
17%
OTHER

15%

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What do we hear from Customers?

If they are not using Cat Filters/Fluids:


Cat Filters/Fluids are too expensive
A filter is a filter, theyre all the same
Oil is Oil, theyre all the same
The filter/fluid Im using is good enough
Ive been using brand X and havent had any issues
Donaldson makes all of Cats filters, theyre no different than Donaldson
Exxon Mobil makes Cats oil
I have to change my filter more often when I use Cat filters

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Primary Purchase Drivers

Convenience
Price

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Convenience Factors

One Stop Shop


Delivery
Availability
Other Parts/Services
Kits
Service Contracts

Time is Money!! Anything that can reduce time is seen as convenience

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Price vs. Cost Discussion

1. What is the initial purchase price of


the filter/fluid?

2. How frequently does the filter/fluid


have to be replaced?
Change interval

3. How well does the filter/fluid protect


the system and critical components?
Repair/Rebuild costs: Parts, labor, and lost
production

Cats goal is to look at the entire picture and


provided a solution that provides the lowest
overall owning and operating cost

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Total Owning and Operating Costs
Filters and
Fluids
3%
Misc. Wear
12% 6%

Fuel
24% Labor
29%

Repairs
26%

* Cost of lost production is not included but is a major cost to customers

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Liquid Filters

Fuel
Fuel Water Separators
Engine Lube
Hydraulic
Transmission

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Technical Specs, What do they mean?

Common Specs What does it mean? Why does it matter?

Micron Rating How efficient is a filter at Different systems have different


Efficiency removing a specific size clearances and sensitivities. It is
Beta Ratio of particle important to know both the particle size
(micron rating) and either the efficiency
or beta ratio

Capacity How much debris can Effects the filter change interval
the filter hold

Pressure Differential Difference in pressure Some systems utilize a bypass valve


(Delta P) between dirty and clean and wont filter until a certain differential
side of filter pressure is achieved (lower is better)

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Micron Ratings, Beta Ratios & Efficiency

Competitive 1500 particles Cat 40 particles


> 5 m > 5 m
Nominal Absolute
Downstream Downstream

3000 particles > 5 m 3000 particles > 5 m

Upstream Upstream

Filter stops Filter stops


1500 particles 2960 particles

Beta Ratio (x) = 3000 / 1500 = 2 Beta Ratio (x) = 3000 / 40 = 75


5 = 2 5 = 75

Efficiency % = 1 (1 / x ) Efficiency % = 1 (1 / x )
1 (1 / 2 ) 1 (1 / 75 )
Efficiency = 50.0% Efficiency = 98.7%

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Liquid Filter Efficiency Options

Engine Lube Fuel/Water


Oil Separator Fuel Hydraulic Transmission

Standard 30 40
m
> 20
m
> 10
m
27 40
m
27 40
m
EFFICIENCY

Advanced 15 30
m
10 20
m
4 10
m
10 27
m
10 27
m
HIGH EFFICIENCY

UHE < 15
m
< 10
m
<4
m
< 10
m
< 10
m
ULTRA-HIGH EFFICIENCY

Cat does not typically publish micron ratings due to the confusion around them
Micron ratings are based on a test conducted in a controlled lab environment

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Micron Rating vs. Actual Performance
Cat Donaldson Baldwin Fleetguard Wix
1R-0749 P551311 BF7587 FF5319 33674
Published Micron
4 m 3 m 5 m 2 m
Rating and Not available
98.7% Efficient 99% Efficient 98.7% Efficient nominal
Efficiency
Cat Tested 4 m 4 m 4 m 4 m 4 m
Efficiency at 4m 99.3% 99.0% 99.3% 99.3% 97.9%
Injector Life with
Filter (based on
100% 55% 41% 30% 19%
engine testing)

Multi-pass testing on filters provides a baseline for filter efficiency and capacity
It cannot predict how a filter will ultimately perform in operation
Multi-pass testing is a steady state test; constant temperature, flow, and pressure
In application, a filter is subjected to variable flows, fluctuating temperatures, and
pressures spikes; all of which impact a filters efficiency and capacity.

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Activity

Youve got three filters, Which


filter one is the best filter?
Formulas:

1. 5 = 75 =


2. 5 = 2 1
Efficiency % = 1 -
3. 4 = 50

Identify what particle size each filter is capable of filtering out


Determine how efficient each filter is at removing that size of particle

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Selling

Cat does not sell based on technical specs and typically do not even publish
spec information
As Caterpillar designs and validates its equipment it does so as an entire system
The filters and fluids are designed around the machine and system requirements
The machine is optimized based on the use of Cat filters and fluids

Will-Fit suppliers sell based on specs


They are concerned with making a filter/fluid that will fit on/in as many applications and
machines as possible so they can increase their volume on the part
They cant validate every machine and application, so they sell based on specs

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Reference
PEWJ0290

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What does Cat sell on?

If not technical specifications, what does Cat sell on?

Differentiation
The overall value Cat Filters can provide the customer
How can they make more money by using Cat Products?

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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How we got to where we are

Historically had incoming quality concerns from suppliers products


Inconsistent quality and cleanliness
High rejection rates
Resultant shortages

This lead Cat to design a filter

Advanced Filtration Inc. (AFSI)


Automated
Repeatable
Reliable

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Advanced Filtration Systems Inc. (AFSI)

AFSI US Champaign, IL (1986) AFSI Europe Most, Czech Rep. (2009)

Highly automated manufacturing facilities


Consistent production processes
Reliable product quality

Only Cat Filters


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AFSI

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Differentiated Features
Aluminum Top Plate Canister

Thickest can in the


Non-ferrous metal
industry
Reduces harmful
One piece can design
contaminates
maximizes strength and
More thread engagement
minimizes potential leaks
C

Acrylic Beading Urethane End Caps

One-piece Design
Prevents Bunching Media Molded into
Maximizes Media Urethane
Surface Area Utilization Eliminates Possible Leak
Paths

Spiral Roving Non-Metallic Center Tube


Reduces pleat flex and
fatigue
Maximizes media surface Stronger than metal
utilization Maximum cleanliness
Increases contaminate
retention

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Reference
LEDQ6225

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What Filters are made at AFSI?

AFSI Produced Part Numbers & Volume


100%
Part Numbers Volume 95%

80% 80%
80%
67%

60% 53%
52%

40%

21% 23%
20% 15%
8% 10%
4% 4% 5%
0% 0%
0%
Total All Liquid Liquid Air Hydraulic Fuel/Water Fuel Oil/Lube
Filters Engine Separators
Filters

Focused on Liquid Engine Filters Fuel, Fuel/Water Separators, Engine Oil/Lube


Only Cat and Cat Affiliate Filters
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Reference
PEHJ0538

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Why Spiral Roving?

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Fuel Injector Performance Test

Accelerated wear test utilizing a C9


cylinder head & factory fuel system
System dosed with ISO 22 fuel
(40k particles / mL)
Conducted using a single 1R-0749
secondary & competitive filters
No primary or tertiary filters
Run at rated pressure (180 kPa)
& high idle (1800 RPM)
Test terminated:
Injector reaching 3X leakage rate of new
50 hours in duration

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Cat Fuel Filters Provide the Best Protection

Injector Life
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Cat Donaldson Baldwin Fleetguard Wix
1R-0749 P551311 BF7587 FF5319 33674

Injectors protected with Cat Filters Last Longer

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Better Protection Results in Less Injector Leakage

Injector Failure
Cat Donaldson Baldwin Fleetguard Wix
3.0
Normalized Injector Leakage Rate

2.5

2.0

1.5

1.0

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Cat Fuel Filters Provide Superior Baldwin
Baldwin

Injector Protection
Cat

Fleetguard
Injector
Valve Seat Pictures represent typical wear of injector valve
seat at test termination point.
Examination
of the valve Donaldson
seats reveal
abrasive
erosion
Wix
Wix

Injector erosion causes loss of power and increased fuel burn.


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Cat Fuel Filters Provide the Best Value

Wix

Fleetguard

Baldwin

Using anything other than


Donaldson a Cat fuel filter costs you
over 50% more

CAT

Filter Cost Per Hour Injector Cost Per Hour

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Reference
PEHJ0349

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UHE+ Fuel Filters

More efficient at removing Injector Life


smaller particles 140%

More capacity to maintain 120%


intervals
100%
First Fit:
C27, C32, C175 80%

Upgrade option for engines 60%


using 1R-0751, 1R-0749, or
1R-0755 Advanced Efficiency 40%

Filters
20%
Advanced Efficiency UHE +
0%
1R-0751 364-5287 CAT UHE+ Cat AHE Donaldson Baldwin Fleetguard Wix
1R-0749 416-1225 416-1225 1R-0749 P551311 BF7587 FF5319 33674

1R-0755 422-7587

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UHE+ Fuel Filters UHE+
Conventional

Best Choice for long Filter DifferentialFilter Delta P


Pressure New

component life
Protects Tier 4 fuels system
parts
Increased Capacity

Microscope images of Injector Valve Seats



Same AFSI features 100
Time

Same Automated Filter


Filter Efficiency
Efficiency Protected with
UHE+ Filter
Manufacturing
95

90

The improved level of 85

protection provided by 80

UHE+ filters protect against


Injector Performance
variability in fuel cleanliness Injector Performance
Protected with

ensures optimal engine


Conventional
Filter
performance and the
longest life for critical fuel
system components.

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Reference Reference
PEWJ0228 PEHJ0347

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Fuel Water Separators

Acts as a Primary Filter


Removes larger particles Separates water from fuel
extending the life of your 100% free water
secondary filter 90% emulsified water

Scuffing
from water
damage

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Bowless Fuel Water Separators

No plastic bowl
Simplifies service/replacement
No need to remove plastic bowl
No loosing the seal between the bowl
and the rest of the filter
No cracking
No leaking
Optional metal drain
432-4252

432-4252 Metal Drain

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Reference
PEWJ0227

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Engine Lube Filters

Most Engine Lube filters


are AFSI produced Count of Particles After Filter
Approximately 80% of the
volume

Particle Count
Same differentiated
features and spiral roving
to ensure maximum
particle retention
Testing shows filters with
spiral roving capture and Spiral Roving Without Spiral Roving

retain 33% more particles

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Hydraulic Filters

Historically Hydraulic Filters did not have a lot of visual differentiation


It was easy for a competitor to cut open a 1G-8878 filter their filter and say
theyre the same as their filter
We have added spiral roving to the high volume part numbers
Improved particle retention
Increased capacity
Increased resistance to collapse

All AFSI Spiral Total Spiral


Features Roving Roving
Added
Part Numbers 13 52 65
Volume Coverage of
18 40 58%
035 PPC

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Transmission Specific Filtration

Will Fit suppliers tend to service transmission


systems with a hydraulic filter
Cat has moved away from this
Hydraulic and Transmission systems are
different
Transmission Specific filters are designed to
hold more contaminates
Longer intervals
Transmission filters have a lower differential
pressure
Less time in by pass during cold start ups
Better protection

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Transmission Specific Filters
60
Cat Filter Competitive Filter Bypass Setting

50 Cat Filter providing


protection while
competitor is not
40
Differential Pressure

30

20

10

0
0 10 20 30 40 50 60 70
Oil Temperature (deg. C)
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Reference
PEHJ0251

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NEW PRODUCT
INTRODUCTION (NPI)
Liquid Filters

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Whats New New Product introduction (NPI)

Continuation of Next Gen, Unique fit filters


Unique fit filters with a proprietary design

Benefits for Dealer Fuel


Because the filters are proprietary and the designs are patent protected, a
customer can not use a will fit filter without having to change the filter base

Know the machines in your territory for servicing

Benefits for the customer


Minimizes waste
Improves customer O&O cost Transmission &
Hydraulic
Insures the correct level of protection is installed every time

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Cat Look and Feel Changes

Spiral Roving added to high volume


hydraulic filters
Packaging update for high volume
hydraulic filters

Spiral
Roving
Added

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Cat Look and Feel Changes

Artwork changed to power edge style


artwork for filters with visual
differentiation:
AFSI produced with all differentiated
features
or
High volume hydraulic filters with spiral
roving

Previous Style New Power


of Artwork Edge Style
Artwork

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Reference
PEJJ0132

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Coalescing Fuel Water Separator

Water separation improved by 3 times


Improved efficiency
Same change interval
Direct replacement

Note: new coalescing elements are a reverse Tier 4 NextGen Previous New
flow design. Extra care should be used when Primary Fuel Filtration Primary Primary
handling the filters to keep the outside clean (C4.4, C6.6, & C7.1) FWS FWS
during service Service 4 Cylinder 360-8959 479-4131
Elements 6 Cylinder 363-6572 479-4133

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Reference
PELJ2083

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Whats Coming Next - NPI

Next Gen for Large Engines (C9-C18)


Coming in 3rd quarter 2017

Type Spin-on Cartridge


1R-0749
1R-0762 500-0480
Secondary/Tertiary
308-9679
416-1225 434-3928
326-1643
Small FWS 326-1644 436-7077
423-8524
Large FWS 438-5386 500-0481

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Whats Coming Next
D6-D10 Hydraulic

Hydraulic
D6 through D10 bottom load
hydraulic filter
D11 top load hydraulic filter
Transmission D11 Hydraulic
NextGen transmission filter

Transmission

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Compact Lube Filters

Ribs in cap drive element down to seal on


bottom hub
Element push-twist locks into Cap for
installation and will extract element when
removed
Element determines bypass cracking
pressure
Element radially seals on Standpipe
Element radially seals on Base Hub
When the cap is loosened it will pull the
element up and unseat the outer seal. This
will expose the drain port and allow the filter
to begin draining to sump.

Production in 2018 on small engines

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FILTER
ACTIVITY

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Class Activity

Cut Open Filters

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Engine Air Filter Efficiency Options

Standard Efficiency
Less capacity than Ultra High
Efficiency (UHE)
More capacity that conventional
competitive filters
Ultra High Efficiency
Higher efficiency when new
Two to six times the life
Option for many machine applications

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Reference
PEHP7032

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UHE Filter Media Technology

Standard Efficiency Ultra High Efficiency

Scanning Electron Microscope Images

Standard Air Filters


FILTER LIFE
UHE Air Filters
ULTRA HIGH EFFICIENCY (UHE)
FILTERS CAN LAST MORE THAN 2X
NEW FILTER Standard Air Filters THE LIFE OF STANDARD FILTERS
EFFICIENCY UHE Air Filters

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Cat UHE Engine Air Filters

Testing conducted by an independent


test lab Piston Ring Wear
Donaldson
Ran a C9 Engine at high idle

Accumulative Wear
Added dust to the intake air Wix

Added Vibration Baldwin

Tested the Cat UHE filter and filter Fleetguard


Cat UHE
recommended by competitors
Time
Measured the wear rate to the piston Piston rings protected with the Cat UHE filter
rings
saw less wear on average, than piston rings
protected with other filter brands.

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Piston Ring Wear

Piston Ring Life


Based on the wear rates 100%

attained during the test, 80%

on average, the Cat UHE 60%

filter provides a 50% 40%

increase in piston ring 20%

life. 0%

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Cat UHE Engine Air Filters Using the wrong filter costs more.

Normalized Cost Per Hour


2.59
2.34
Not using a Cat UHE
In order to reduce your overall operating cost, 2.08
Air filter costs you
it is necessary to consider ALL of the costs over 2X as much on
associated with your engine air filter: average

1.13
1
FILTER COSTS
How much do have to pay for the filter, and
how frequently do you have to replace it?

REPAIR & REBUILD COSTS


(Parts, Labor & Downtime) Filter Cost Per Hour considers the filter purchase
How well does the filter protect your engine? price and assumes changing the filter every 500
hours over the expected life of the engine.
Engine Rebuild Cost Per Hour considers the
price associated with parts and labor required for
an engine rebuild and the expected component
life based on wear testing conducted by an
independent test lab. Cost of downtime is not
included, but can be significant and would even
further increase the cost differential.

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Cat UHE Engine Air Filters Cost Example

Filter cost assumes changing air filter


every 500 hours based on 2,000 hrs/yr
machine utilization
Annualized Cost Example
Rebuild Rebuild cost based on the parts and
Filter Cost
Cost per
Total Costs labor cost associated with engine
per Year per Year
Year rebuild spread over the expected life,
based on the wear testing conducted
Cat UHE Longer rebuild = lower annual cost
$395 $5,455 $5,849
Air Filter Shorter rebuild = higher annual cost

Competitive
$318 $11,585 $11,903 Additional cost of downtime and lost
Air Filter production is not included but can be
significant and would further increase
the difference in Total Cost

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Reference
PEDJ0296

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Servicing You Engine Air Filter

Air Filter Service Indicators

Optimum Life
FILTER CHANGE
INTERVAL
Increased Labor & Filter Poor Performance &
Costs Higher Repair Cost

Keep the filter housing closed


Do not clean Engine Air Filters

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Extending Engine Air Filter Intervals with Turbine
Precleaner

The precleaner acts as a first


line of defense
Uses centrifugal force to
separate debris from air
Prevents most debris from
reaching the engine air filter Mining Truck Filter Front End Loader
Change interval
Can extends air filter life by 3
Filter Change Interval

times
No routine maintenance
required
Can be used in on any engine
with an inlet pipe
Before After Before After

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Reference
PEHP7077

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Cab Air Filters

Options allow for


comfortable cab
environment for a variety
applications

A more comfortable
operator is a safer more Cab Air Filter Recommended Use

productive operator Standard Efficiency Most normal normal-duty applications

Lower Restriction Situations with poor cab air flow

High Efficiency Extremely dusty environments

Activated Carbon Situations where odor is a problem

* All four options not available for each size/machine

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Reference Reference
PEWJ0234 PEHJ0092

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Cab Air Quality System

Reduce Operator exposure to harmful


particles
Extend filter life
Lengthen the life of HVAC system and cab
electronics

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Basic Cabin Air Precleaning Option
(Not available for all machines)

Unit is upstream of the cab air filter element

Most of the airborne particulates are removed


before they reach the cab air filter element

Can be fit to most Caterpillar equipment

Without rain cap With rain cap

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Advanced Filtration Currently Offered

456-0560 528-2361
Advanced Cabin Filtration (ACF) Unit Extended Length ACF Unit

418-6474 514-6873
ACF Universal Install Kit Extended Length ACF Universal Install Kit

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Benefits of Advanced Cabin Filtration Systems

Constant Source of Fresh Air Into the Cab


Increases oxygen levels
Lowers carbon dioxide levels

Pressurizes the Cab


Keeps contaminated environment out of the operator cab

Replaces existing filter with the ability to upgrade to higher filtration levels
3 levels for standard length
4 levels for the extended length
Improved operator safety by limiting exposure to dust & contaminants
Ability to meet most worldwide regulations

Built-in Precleaning Feature


Longer filter life

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Digital Cab Pressure Monitor

Features
Greater compatibility
Reduced size
Visual display
Audio alarm
Benefits
Real-time pressure
Simple installation
Multiple indicators
Adaptable

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NEW PRODUCT
INTRODUCTION (NPI)
Air Filters

Caterpillar Confidential Green


Whats New New Product introduction (NPI)

Continuation of Next Gen, Unique fit filters


Unique fit filters with a proprietary design
More filter media in a smaller area

Benefits for Dealer


Because the filters are proprietary and the designs are patent
protected, a customer can not use a will fit filter without having to Air
change the filter base

Know the machines in your territory for servicing

Benefits for the customer


Insures the correct level of protection is installed every time

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Cat Look and Feel Changes

Yellow Change coming this Year


Media, Black
Wrap

Yellow Media Changed occurred in 2016

Changed occurred in 2016


Yellow Media

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Special Application Engine Air Filter Elements

UHE Special
Engine Standard UHE
Intended for Waste/Transfer Station applications Application
C7 386-2097 422-1089 518-1709
Minimizes face plugging with fibrous, cotton
linter type materials C9 386-2099 456-9847 490-3648

Should not be used in other applications C13/C15 396-2122 420-5282 518-1710

(shortens life) C18 396-2123 467-2012 Pending

Face Plugging Existing Media Special Application Media

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Reference
PEJJ0166

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Whats Coming Next New Product Introduction (NPI)

Engine Air
Family architecture to cover multiple machines
and sizes
Multiple mounting configurations
Integrated precleaner option
Styling cues from machine (hex pattern)
First machine launch
G series Hydraulic excavators (323G-390G)

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AIR FILTER
ACTIVITY

Caterpillar Confidential Green


Air Filter Activity

Machine Walk Around

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SELLING IT
ACTIVITY
Filters

Caterpillar Confidential Green


Sales Call Example

Youve got a customer who is not purchasing Cat Maintenance Products that
you plan to call on to see if you can gain their business

The customer is currently purchasing Baldwin filters and says they are cheaper
than Cat filters and are good enough

What would you do to convince them to use Cat Filters?

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Dollarization Selling

All customers care about their bottom line


Cat filters provide the best protection for the customer show the customer how the better
protection saves them money
Cat Products may have a higher initial purchase price, but they can provide value that is often
overlooked by the customer during the purchase process
It is your job to show the customer, how Cat Products can make them more money and
positively impact their bottom line

Costs
Maintenance Customers tend to focus on initial purchase price of maintenance items
Repairs
Labor
Downtime

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Selling

It is important to pre-call plan and know as much as possible about your


customer before attempting to sell them on Maintenance Products

Some key information to be gathered:


Site Requirements
Equipment Status
Maintenance and Repair History

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Site Requirements

If the customer is local this will make gathering service and repair
history easier
Is the customer and work conducted by the customer all local, or
does the customer move equipment across dealer territories? If the customer utilizes multiple dealers, you may need to
understand the service and repair history at the other dealerships
the customer conducts business
This will help determine the cost of downtime and the opportunity
they are missing out on as a result of downtime. Examples on how
How does the customer measure productivity?
the customer may measure downtime are Tons/hr., Revenue/Ton
or Revenue/job.
It is important to understand what product or products the
Where does the customer currently purchase their maintenance
customer uses to identify areas where Cat products can benefit
products?
and save the customer money.
Are there any additional services beyond the product itself that the
This will help you understand what additional services you can
customer requires or is receiving today? Examples would be
offer to bring value to the customer?
delivery, stocking or consignment.
Labor rates may vary depending on where they conduct their
Does the customer conduct their own maintenance and repairs,
maintenance, this will be a factor when calculating the cost
utilize the dealer, or utilize a 3rd party
savings potential of Cat Maintenance Products.

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Equipment Status

This will help you understand your opportunity, and can be used
How many pieces of Cat equipment does the customer have?
to calculate cost savings potential with Cat products
How many pieces of competitive equipment does the customer If the customer has competitive equipment, do you have a parts
have? offering to cover the competitive equipment?

What is the customer's machine utilization rate? How many This will help you understand your opportunity and can be used
hours does the customer operate their equipment per year? to calculate the cost savings potential with Cat products

If new, what kind of warranty or good will claims has the


Does the customer tend to purchase new equipment or used
customer made? - Could these warranty claims be linked to
equipment?
maintenance products
If the customer keeps their equipment, how long are their rebuild
cycles? Does this meet their expectations, how does it compare
to what you normally see for the same machine model and
Does the customer tend to keep their equipment for long periods similar applications?
or does the customer sell off their equipment before it reaches If the customer tends to sell off the equipment before the rebuild
rebuild? cycle, how long does the customer keep the equipment for?
Could they keep it longer? What unplanned downtime and
repairs do they have that could be linked to maintenance
products?

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Maintenance and Repair History
If so, You may be able to look into historical data and look at repair history
Does the customer have or have they ever had any contracts, such as a
while the customer was on the contract and utilizing Cat Filters & Fluids vs.
MARC or CSA contract?
when they are not on contract and using alternate products.
Has the customer always utilized competitive products or have they
purchased Cat Filter & Fluids in the past? If customer has used Cat Filters &
Parts purchase history
Fluids in past, is there any difference in unplanned repairs and downtime
when the customer was using Cat Filters & Fluids vs. the competitive product?
Have any inspections been completed on the customer's equipment such as If so, were any issues identified? Could those issues be linked to maintenance
TA-1 or TA-2 Inspections? products?
What unplanned downtime or premature rebuilds have the customer
Look into work order history with this customer, what maintenance and repairs
experienced, can this be linked to Filters & Fluids? If so, What were the cost
have been conducted on their equipment?
and downtime associated with the repairs?
Could the re-occurring issues be linked to Filters & Fluids? As an example,
Does the customer have any re-occurring issues with their equipment? does the customer make frequent injector replacements? This could be a sign
their fuel filters are not providing adequate protection.
Has the customer had any premature rebuilds? If so, what was the cause, can
Does the customer reach their planned component rebuild cycles
it be linked to Filters & Fluids?
Is there any data that can be gleaned from the customer's historical SOS
Does the customer utilize SOS Services?
data? Any Red or Yellow Alerts?
If so, are there any fault codes that could be linked to Filters & Fluids? Has
Does the customer have any connected assets?
fuel consumption increased?
This will help you understand what features you can show the customer and
What brand or brands of maintenance products is the customer using?
what price differentiation you may need to overcome
Does the customer use Cat parts for one major class but will-fit for another
If so, why does the customer see the value in one product but not the other?
type of part?
Maintenance interval will be used it determine the opportunity with the
What is the customer's filter and oil change interval? customer. Extended intervals may be an opportunity with Cat Filters and
Fluids.

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Sales Call Example

Youve got a customer who is not purchasing Cat Maintenance Products that
you plan to call on to see if you can gain their business

The customer is currently purchasing Baldwin filters and says they are cheaper
than Cat filters and are good enough

What would you do to convince them to use Cat Filters?

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Site Requirements

If the customer is local this will make gathering


service and repair history easier
Is the customer and work conducted by the
If the customer utilizes multiple dealers, you may Lets assume the customer is local and conducts
customer all local, or does the customer move
need to understand the service and repair history all work within the dealers territory
equipment across dealer territories?
at the other dealerships the customer conducts
business
This will help determine the cost of downtime and
the opportunity they are missing out on as a result This customer does general construction
How does the customer measure productivity? of downtime. Examples on how the customer may and measures their productivity in
measure downtime are Tons/hr., Revenue/Ton or revenue/job
Revenue/job.
It is important to understand what product or
Customer purchases $100,000 worth of
Where does the customer currently purchase their products the customer uses to identify areas where
Baldwin filters and states Cat is 15% more
maintenance products? Cat products can benefit and save the customer
expensive
money.
Are there any additional services beyond the
This will help you understand what additional
product itself that the customer requires or is
services you can offer to bring value to the Baldwin provides delivery
receiving today? Examples would be delivery,
customer?
stocking or consignment.
Labor rates may vary depending on where they
Customer conducts their maintenance and
Does the customer conduct their own maintenance conduct their maintenance, this will be a factor
minor repairs in house and utilizes the
and repairs, utilize the dealer, or utilize a 3rd party when calculating the cost savings potential of Cat
dealer for major repairs
Maintenance Products.

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Equipment Status

This will help you understand your opportunity,


How many pieces of Cat equipment does the
and can be used to calculate cost savings 68
customer have?
potential with Cat products
If the customer has competitive equipment, do
How many pieces of competitive equipment does
you have a parts offering to cover the competitive 27
the customer have?
equipment?
What is the customer's machine utilization rate? This will help you understand your opportunity
How many hours does the customer operate their and can be used to calculate the cost savings 2,000 hrs/year
equipment per year? potential with Cat products

If new, what kind of warranty or good will claims


Does the customer tend to purchase new Customer tends to purchase new or
has the customer made? - Could these warranty
equipment or used equipment? newer equipment
claims be linked to maintenance products
If the customer keeps their equipment, how long
are their rebuild cycles? Does this meet their
expectations, how does it compare to what you
normally see for the same machine model and
Does the customer tend to keep their equipment similar applications?
The customer tends to keep their
for long periods or does the customer sell off their If the customer tends to sell off the equipment
equipment.
equipment before it reaches rebuild? before the rebuild cycle, how long does the
customer keep the equipment for? Could they
keep it longer? What unplanned downtime and
repairs do they have that could be linked to
maintenance products?

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Maintenance and Repair History
If so, You may be able to look into historical data
and look at repair history while the customer was on
Does the customer have or have they ever had any
the contract and utilizing Cat Filters & Fluids vs. Customer does not have any contracts
contracts, such as a MARC or CSA contract?
when they are not on contract and using alternate
products.
Has the customer always utilized competitive
products or have they purchased Cat Filter & Fluids
History does not show the customer ever
in the past? If customer has used Cat Filters &
Parts purchase history purchasing maintenance products from the
Fluids in past, is there any difference in unplanned
dealer
repairs and downtime when the customer was using
Cat Filters & Fluids vs. the competitive product?
Have any inspections been completed on the
If so, were any issues identified? Could those
customer's equipment such as TA-1 or TA-2 No inspection data is available
issues be linked to maintenance products?
Inspections?

What unplanned downtime or premature rebuilds Injector purchases customer purchased


Look into work order history with this customer,
have the customer experienced, can this be linked 156 injectors
what maintenance and repairs have been
to Filters & Fluids? If so, What were the cost and Hydraulic Pumps
conducted on their equipment?
downtime associated with the repairs? Pins

Could the re-occurring issues be linked to Filters &


Fluids? As an example, does the customer make
Does the customer have any re-occurring issues
frequent injector replacements? This could be a Injectors
with their equipment?
sign their fuel filters are not providing adequate
protection.

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Maintenance and Repair History

Rebuild cycles seem to be 15-20% less


Has the customer had any premature rebuilds? If
Does the customer reach their planned component compared to another customer that
so, what was the cause, can it be linked to Filters &
rebuild cycles operates in a similar application that is
Fluids?
utilizing Cat Filters and Fluids.
Is there any data that can be gleaned from the
Customer does not use the dealers SOS
Does the customer utilize SOS Services? customer's historical SOS data? Any Red or
services
Yellow Alerts?
If so, are there any fault codes that could be linked
The customer has a couple newer machines
Does the customer have any connected assets? to Filters & Fluids? Has fuel consumption
that came with the initial free subscription
increased?
This will help you understand what features you can
What brand or brands of maintenance products is Baldwin Filters
show the customer and what price differentiation
the customer using? Shell Oil
you may need to overcome
Customer uses Cat undercarriage, because
Does the customer use Cat parts for one major If so, why does the customer see the value in one
they have seen the benefits and longer life
class but will-fit for another type of part? product but not the other?
associated with Cat
Maintenance interval will be used it determine the Varies by compartment, 500 hour engine
What is the customer's filter and oil change
opportunity with the customer. Extended intervals intervals, 4,000 hr hydraulic, 1,000 hr
interval?
may be an opportunity with Cat Filters and Fluids. transmission & drivetrain

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Based on the pre-work some areas we can focus on:
Injector life
Mixed Fleet Solution
Inspections

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Injector life
Based on pre-work we know:
The customer has 68 pieces of cat equipment that runs 2,000 hrs a year
The customer purchased 156 injectors last year
If you estimate there are 6 injectors on each of the 68 pieces of Cat equipment
Things we can calculate:
The customer has a total of 408 injectors running on their equipment (6 x 68 = 408)
Each of the 408 injectors are running 2,000 hrs a year which results in 816,000 hrs of
accumulated time on the injectors (408 x 2,000 = 816,000)
Based on the fact that 816,000 hrs are accumulated on the injectors annually and the customer
purchased 156 replacement injectors in the last year, they are getting an average of 5,231 hours
of life from their injectors (816,000 / 156 = 5,231)

This is a rough calculation to understand what the customer is getting for injector life, it is
always best to speak with the customer and run through the numbers with them

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We know Cat fuel filters
provided better protection than
Baldwin based on testing Injector Life
Testing shows 60% longer 100%
injector life with Cat filters vs. 80%
Baldwin
60%
If we take a conservative
40%
approach - Lets say you can
get 30% longer injector life 20%
with Cat Filter - we can 0%
calculate how many fewer Cat Donaldson Baldwin Fleetguard Wix
1R-0749 P551311 BF7587 FF5319 33674
injectors the customer would
purchase with Cat filters and
how much money this would
save them

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Today customer is purchasing 156 injectors, and they are getting an average life of
5,231 hours from their injectors
30% x 5,231 = 1,569 hours of additional injector life
1,569 + 5,231 = 6,800 hours Injector Life with Cat Fuel Filters
Based on the 816,000 of accumulated time on the injectors that we calculated
previously, the customer would only have to purchase 120 injectors
(816,000 / 6,800 = 120)
156 120 = 36 fewer injector purchases

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Now that you have calculated the customer will have to purchase 36 fewer
injectors when they use Cat Fuel Filters, you can calculate how much Cat Filters
can actually SAVE the customer
Part Cost = Cost of injector X fewer injector purchases
$540 X 36 = $19,440
Labor Cost
Customer does the labor himself What do they pay their maintenance staff/hr?
$50/hr X 2 hrs = $100 / injector
$100 X 36 injectors = $3,600
Cost of Lost Production
2 hrs X 36 injectors = 72 hours of lost production
Ask customer what additional work they could do with 72 hours of uptime
How much money could they be making with that 72 hours of uptime?
This is significant and should be considered in the savings
$19,440 + $3,600 = $23,040 Savings + the additional revenue they could have made with
uptime

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Based on the pre-work some areas we can focus on:
Injector life

Mixed Fleet Solution


The customer has 27 pieces of other manufacturers equipment
Do you have a solution for the customer?

Inspections
Prework showed no history of inspections
Explain/show benefits of the inspections
This shows how you can add value that a simple will-fit supplier can not

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Mixed Fleet Filters

How we got to where we are


Went to DAG meetings in 2013 & asked PM Specialists for feedback

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Why Mixed Fleet Filters?

Convenience is a major factor for a customer when selecting where to purchase


maintenance products
Allows dealer to be a one stop shop for maintenance products without having to
offer an alternate brand of filter that directly competes with Cat Filters
Enables the sale of more Yellow Filters
This is the ultimate goal Sell more Cat Yellow Filters!

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Mixed Fleet Filters

Weve done this before, whats different?


Nexus was the latest attempt
Baldwin Branded Filter
Historical marketing materials and PCBs
showed poor performance of Baldwin
product

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Cat FLEET Filters
ARE: ARE NOT:
A secondary line of filters for Intended for use on Cat Equipment
equipment made by other OEMs A General Duty Filter
A Classic Part

Cat Branded Branded the same as Cat Yellow


filters
Differentiated from other will-fit Just painted black
filters
75-80% coverage 100% coverage, but can leverage
(initial pilot only had ~60% coverage) Donaldson brand to reach 100%
coverage

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Cat Fleet Filter What it looks like

Moving to
Differentiated

Differentiated from Cat Dealer feedback - Packaging is generic with Cat


Yellow line, differentiation is necessary. Label.
But still carries the Cat- Working to get spiral roving May look at additional
brand on product. printing on packaging in the
Branded Cat FLEETparts. future.

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Fleet Filters Program Details

List Prices will be in line with competitive product


Ordered through ANTARES just like other Cat
parts
Warranted just like any other Cat part
Includes all types of filters (Liquid, Engine Air and
Cabin Air)
Separate PPC codes for tracking purposes
Cross reference tool will be developed

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Fleet Filters Program Details

Program supported by Donaldson


Dedicated support: Donaldson Reps
focused solely on Cat Dealer sales
Transition
Training
Cross Referencing
Sales Support
Market insight

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Mixed Fleet Filter Pilots

Feedback from pilot process & actions being taken Current pilot dealers
Need better coverage Finning Canada
Adding additional part numbers to increase coverage Finning Chile
from ~60% to ~75-80% Harnish Group
(NC Machinery and T&E)
Need differentiation
Toromont
Adding spiral roving to product starting with hydraulic
filters Others (havent ordered yet)
Need to be able to compete on corporate accounts Finning UK
(Donaldson discounts 50-60% off) Zeppelin
Investigating way to be competitive at deeper discounts VT
Barloworld
Trakindo

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Marketing Materials

Video animation Counter Display


Zift webpage Giveaway item
Zift email (Koozie)
Web Banners
Brochure

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Cat Fleet Filter Timeline

2016 2017 2018

Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr

North America Initial Pilots Launched

Extended Pilot

Program Launch - Starting with North America

Rest of World Initial Conversations with Pilots


Pilot

Program Launch*

*Will Depend on Success of Pilots and North America Launch

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Key Take-Aways: Cat Fleet Filters

Cat-branded
Differentiated product
Serves the Fleet
Helps sell more Yellow filters!!

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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What is Clean Fuel?

Caterpillar now defines Many fuel system components


clean fuel as ISO 18/16/13 require a maximum ISO
for maximum particulate 16/13/11 for particulate
content and 500 ppm content and a maximum 500
maximum water content. ppm content water.

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Fluid Cleanliness Codes ISO 4406

ISO Code
Very Dirty
23 40,000 - 80,000
22 20,000 - 40,000
21 ---------- Very Dirty ---------- 10,000 - 20,000
20 5000 - 10,000
19 2500 - 5000 Number of
18 ------------ Clean Fuel ------------ 1300 - 2500 particles of a
(18/16/13) given size or
17 640 - 1300
larger present in a
16 --- Fuel System Components --- 320 - 640
15
(16/13/11)
160 - 320 1mL fluid sample.
14 80 - 160
13 Lubricants 40 - 80
12 20 - 40
Diesel Fuel
11 21 / 19 / 16 10 - 20 21 / 19 / 16
10 4m / 6m /14 m 5 - 10 4m / 6m / 14 m
9 2-5
Very Clean 8 1-2

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Why Bulk Fuel Filtration?

Removing water and particles allows


the onboard filtration to last longer and
be more effective at removing the most
damaging particles

Prolongs the life of injectors and other


components of the fuel system

Can significantly lower owning and


operating costs in areas where fuel is
not clean when delivered

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Bulk Filtration Units

50 GPM Unit, 370-8568 100 GPM Unit, 370-8569

200 GPM Unit, 370-8570 300 GPM Unit, 370-8571

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Bulk Filtration
The filtration unit
delivers fuel at ISO
Pre-Filter 18/15/13 or better
and water at 500
Removes solid and semi-solid
contaminant & protects the ppm or less,
Coalescer/Separator regardless of the
quality of the inlet
fuel.
Coalescer/Separator
Removes water and extremely fine
contaminant

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Bulk Filtration
COALESCING FILTER ELEMENTS
Coalescing fibers attract water and form
large water droplets that fall to the bottom

4-MICRON
COALESCING UNIT
PARTICULATE FILTER
Contains multiple elements
Removes abrasive
particles. SEPARATOR CANISTER
Repels smaller water droplets suspended in
moving fuel flow and prevents them from
escaping with the clean dry fuel
DELTA P GAUGES
Indicated pressure OUTLET SAMPLEING VALVE
drop and filter Valve provides access for filtered
restriction fuel samples
SLUG CONTROL VALVE
INLET SAMPLING VALVE Slows down or shuts off fuel flow if the
Valve provides access for amounts of water in the fuel exceed the flow
unfiltered fuel samples capacity of the water drain valve or if the
particulate or coalesce filters start to plug
GATE VALVE
Shuts off flow to
WATER METER
permit filter service
Continually measures and records the total
volume of water removed from the fuel

Inlet
Outlet

AUTOMATICE WATER DRAIN


Allows excess water to drain from the sump of the unit

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Bulk Filtration Custom Success Story

West Virginia Coal Mine Installation

200 gpm unit installed August 2008 (284-0416)


Installed at the sites bulk fuel location, where a
5000 gal. fuel truck fills for site deliveries
In-line particle counters used upstream and
downstream of the bulk filtration unit
Twelve tests were run each a 2 min duration
Particle counts taken at 4, 6, and 14 microns

Fuel Cleanliness (ISO Levels)

Initial level: Filtered level:


21 / 19 / 16 14 / 12 / 9

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Portable Bulk Filtration

Lightweight easy to move


Fill rate 20 GPM (75 LPM)
Powered by a 12V pump
Removes both particulates and water
Delivers clean/dry fuel in a single pass

Part
Description
Number
464-8510 Portable Bulk Fuel Filtration System
461-5138 Filtration Housing Assembly
461-6622 Element - 1 micron
461-6623 Element - 5 micron
461-6624 Element - 25 micron

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Reference
PEHJ0156
PELJ0671
PELJ1706

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Cat Fluids

Just like with filters, Cat


equipment is designed to perform
optimally with Cat fluids
Cat equipment systems,
components, fluids and filters
work together to provide the best Fluids Filters
Performance
Efficiency
Durability and life
Owning and operating costs
You need the whole package to
be optimized
Systems Components

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Caterpillar and ExxonMobil How it Works

Cat Engineering team works with ExxonMobil technical team to


develop a fluid
Cat provides specs, standards, performance requirements
ExxonMobil conducts lab testing
Cat conducts component and on machine testing

Cat commercial team and ExxonMobil work together to ensure


availability
Cat specifies what products are sold where
ExxonMobil works with their distribution system to ensure availability
Cat and ExxonMobil worked together to ensure proper package sizes are available

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Caterpillar and ExxonMobil How it Works

Cat commercial team works with ExxonMobil Cat dedicated sales


team to make sure they have everything they need to support dealers
ExxonMobil Cat dedicated sales teams work with dealers for training,
sales plans, OTO offers
Cat team and ExxonMobil team meet quarterly to review program
goals, review sales, review concerns & voice of the dealer, and review
development projects

Work Together to provide the best overall products and


support to our Dealers

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Cat Oil What goes into it?

Cat specifies base stocks Viscosity Index Improver


to be used Detergent
Cat works with ExxonMobil Anti-Acid
Additives Dispersant
to develop additive Anti-Wear
package that is optimized Anti-Oxidant
for our equipment and Corrosion Inhibitor
Rust Inhibitor
applications Anti-foam
Extensive testing to ensure Base Stock Pour Point Depressant
best protection possible
In the lab Mineral
Synthetic
Component level Semi-Synthetic
Machine level in real world
applications

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Cat Oil Products
Cat Oil Options
Cat DEO-ULS
Diesel Engine Oil Ultra Low Sulfur
Cat DEO-ULS SYN
(API CK-4)
Cat DEO Cold Weather Other Oil companies design oils to fit in as
Diesel Engine Oil
(API CI-4/API CI-4 PLUS)
Cat DEO many different types of applications as
Multi Application Engine Oil
Cat MAEO Plus possible
(Non-Cat Mixed Fleets)
Diesel Engine Oil Cat DEO
(API CF) (3600 engines only) Cat Oils are designed and tested
Natural Gas Engine Oil
NGEO Ultra 40 specifically for the tough applications Cat
Pre Combustion Oil
NGEO Advanced 40
Cat PCO
equipment is designed to work in
Cat TDTO
Transmission/Drive Train Oil Cat TDTO TMS Check the latest version of SEBU 6250
Cat TDTO Cold Weather for complete listing of machine fluids and
Special Application Transmission Oil Cat SATO
Automatic Transmission Fluid Cat ATF-HD2 fluid recommendations
Cat FDAO
Final Drive and Axles Oil
CAT FDAO SYN
Cat GO
Gear Oil
Cat Synthetic GO
Cat HYDO Advanced
Hydraulic Oil
Cat Bio HYDO Advanced
(HEES)
Multipurpose Tractor Oil Cat MTO

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Cat Diesel Engine Oils

Cat DEO
Industry-leading engine oil technology that provides exceptional engine protection and oil
life. Trusted by Cat and by Cat engine customer world-wide to keep engine running at
peak performance for the life of the engine.
Cat DEO-ULS
The most advance Cat engine oil technology. Compatible with the latest engine
aftertreatment technology while delivering the highest level of engine protection available.
Cat DEO Cold Weather
Similar performance as DEO-ULS, but the fully synthetic formulation keeps engine oil
flowing even in the most severe cold weather conditions

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Cat DEO Cat DEO ULS Cat DEO Cold Weather
Use when: Use when: Use when:

Engine emission technology in Engine emissions technology in Temperature on your job dips
use is Tier 3 / Stage IIIA or use is Tier 4 Interim / Stage IIIB below -18C (10F). Suitable
lower. or higher for use in engine emission
tiers.
Considering extended drain Engine is equipped with a Diesel
intervals in conjunction with Cat Particulate Filter (DPF). Considering extended drain
SOS Fluid Analysis intervals in conjunction with Cat
Considering extended drain SOS Fluid Analysis.
intervals in conjunction with Cat
SOS Fluid Analysis

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Reference
PEHJ0374

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Diesel Engine Oil (DEO)

Designed to work in conjunction


with Cat Filters to provide the:
Best protection for Cat engines
Highest efficiency for Cat engines
Longest rebuild cycles
Lowest Operating cost
DEO-ULS
Formula updated in Dec 2016 to
meet API CK-4 standards
This will be covered in more detail in
later slides

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Cat DEO Proof of Performance

A Cat customer conducted on engine testing of a The Test Protocol:

competitive diesel engine oil that claimed to meet Four Cat 3516 Electric Power
industry and Caterpillar recommended specifications. engines were run for 3,000 hours.
The oil was recommended as a lower cost option Two engines were run with Cat DEO
and two were run with the
with the same level of protection as Cat DEO.
competitive oil that claimed to
provide equivalent performance and
The Results: protection.
Upon completion of the 3,000 hour test, the engines run No Top offs were performed
with competitive oil showed significantly more deposits, during the trial
lacquer, and component wear. Had the engines with All engines used a common fuel
competitive oil continued to be run, a catastrophic failure supply
would likely have occurred. A failure would mean Oil pans were cleaned and new
unplanned downtime and increased repair costs making bearings, pistons, rings and
the competitive low cost oil much more expensive in the liners were installed in each
long run. engine prior to testing
Oil sampling occurred every 500
hours

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Cat DEO Proof of Performance

Oil Sump and Cam Case


Cover
Images of the oil sump and cam
case cover taken after the test
show significant buildup of
sludge in the engines that used
Competitive Oil Cat DEO
the competitive oil. Sludge
buildup did not occur in the
Competitive Oil

engines run with Cat DEO.

Sludge is a thick, dark, sticky


material that attaches to
surfaces. Overtime it can clog
passageways, increase engine
Cat DEO

wear and lead to engine failure.

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Cat DEO Proof of Performance

Competitive Oil Cat DEO

Pistons
Hard, rough deposits were found on the pistons from
the engines run with the competitive oil. Pistons
protected with Cat DEO remained smooth with no
deposit build up.

Hard piston deposits can cause premature wear to


cylinder liners resulting in increased oil consumption
and decreased engine performance.

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Cat DEO Proof of Performance

Cylinder Liners
Deposits and lacquer were found
on the cylinder liners from the
engines run with the competitive oil.
The cylinder liners from the engines
run with Cat DEO remained free of
deposits with the crosshatching
remaining clear and free of
damage.

Competitive Oil Cat DEO


As lacquer builds up on the liners it begins filling the crosshatching. Once the crosshatching
becomes fully filled the cylinder loses oil control, resulting in the engine consuming large
amounts of oil. If not caught in time, this may result in engine failure.

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Cat Hydraulic Oils

Cat Hydo Advanced


The most advanced hydraulic oil on the market. Our exclusive additive package is
unequaled in minimizing wear, reducing corrosion and eliminating water damage
all the while, providing up to three times the drain interval of standard hydraulic
oils. Its a formula designed to save customers money.
Cat Multi-Purpose Tractor Oil (MTO)
Our multipurpose transmission and hydraulic oil is designed to meet the needs of
your Cat hydraulic system.
Bio Hydo Advanced
Readily biodegradable and non-toxic so that it can be used in environmentally
sensitive areas without concern.

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Cat Hydo Advanced Cat MTO Cat Bio Hydo Advanced
Use when: Use when: Use when:

Extending drain intervals up to When changing hydraulic oil Operating in environmentally


6,000 hours is valued. every 2,000 hours is acceptable sensitive areas.

Lowest operating cost is Lowest initial purchase price is


desired. desired.

The disposal costs of used oil The proper disposal of used oil
are high or doing so is difficult. is easy and inexpensive.

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Reference
PEHJ03746

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Cat HYDO Advanced

Cat HYDO Advanced 10 is the best product


for Cat hydraulic systems. Tested side by
side under severe wear application
conditions on Cats proprietary destructive
piston pump test, Cat HYDO Advanced 10
clearly outperforms the SAE 10W standard
hydraulic oil.

The piston pump is in excellent condition


after 200 hours of testing with HYDO
Advanced 10.

200 hours 178 hours


The piston pump tested with standard
hydraulic oil failed after 178 hours. HYDO Advanced 10 Standard Hydraulic Oil
provides superior test was terminated early
protection and prevents due to catastrophic
premature slipper socket failure caused by slipper
wear wear

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Hydo Advanced

78% savings on oil over


a 12,000 hour period

Additional Cost Savings:


Disposal cost
Labor Cost
Increased Uptime

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Reference
PEDJ0088

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Cat Hydo Advanced Proof of Performance

Extended intervals possible with SOS


980H: 12,762 hours
Service done through CSA
988G: 9,000 hours
980G: 8,500 hours

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Drive Train Oils

Cat TDTO
Transmission and drive train oil for transmissions, wet brakes and final drives
Cat TDTO-TMS
Multiseason transmission and drive train oil for transmissions, wet brakes and final drives
Cat FDAO
Final drive oil for front wheels, differentials and final drives of off-highway trucks and final drives of
large track-type tractors. FDAO allows for extended drain intervals in these applications
Cat FDAO SYN
A fully synthetic final drive axle oil for front wheels, differentials and final drives of off-highway trucks
and final drives of large track-type tractors. FDAO SYN allows for extended drain intervals in these
systems and is designed for high production applications where uptime is critical.
SATO
Special application transmission oil is a semi-synthetic oil that offers extended drain intervals in
Advanced Powertrain Transmissions (CVT) as well as traditional powershift transmissions
ATF HD2
Transmission fluid that is fully synthetic for use in automatic transmissions
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Cat TDTO Cat TDTO-TMS Cat SATO
Use when: Use when: Use when:

Seeking up to 2,000 hours Seeking up to 2,000 hours Operating a machine with


between drain intervals between drain intervals advanced powertrain
transmission Machines
Wide temperature variations are Seeking to utilize a single fluid designated with XE
not expected on your job. capable of operating through (966 XE 966M XE, 972M XE)
wide temperature ranges,
Cat TDTO is available in a including the elimination of Seeking to extend drain intervals
viscosity to suit your needs. costly seasonal fluid changes. when utilizing a machine with
Consult your Cat dealer for local powershift transmission
recommendations. Cat TDTO-TMS is designed to (950M, 962M, 966M, 972M,
operate in transmission 980M, 982M)
The proper disposal of used oil temperature ranges from -20C
is easy and inexpensive to 43C (-4F to 100F). * Should not be used in lower
powertrain components including
The disposal costs of used oil final drives, axles, and differentials
are high or doing so is
difficult.

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Cat FDAO Cat FDAO SYN Cat ATF HD2
Use when: Use when: Use when:

Seeking to extend the drain Seeking to extend the drain In Cat vocational trucks with
interval in final drive systems interval in final drive systems automatic transmission and
up to 4,000 hours of operation up to 8,000 hours of operation. other heavy duty automatic
transmissions
The disposal costs of used oil Maximizing the machine
are high or doing so is production is the most important
difficult. criteria.

The disposal costs of used oil


are high or doing so is
difficult.

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Reference
PEHJ0375

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Transmission Drive Train Oil (TDTO)

Optimized for Cat Transmission


Systems
Eliminates transmission slippage
Increases clutch disk life up to 45%
Controls brake chatter
Increases machine break-out force
Provides Improved protection against
gear wear and bearing fatigue
Engineered as an integral part of Cat
power shift transmissions, most wet
brake compartments, and hydrostatic
systems

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Cat DEO and Cat TDTO Proof of Performance

Customer operates 40 Cat machines conducting road and infrastructure projects


Customer used other readily available brand of oils and experienced significant
increase in operation and maintenance cost
Dealer created a CSA agreement with customer utilizing Cat DEO for engine
compartments and Cat TDTO for drive train and transmission compartments
Used SOS to justify extended drain intervals
$16,500 annual savings due to extended drain interval
42% reduction in wear metals in critical components
Maintenance cost saving of $45,000

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Reference
PEHJ0431

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Final Drive Axel Oil (FDAO)

Allows for double-length drain intervals in off-highway truck final drives


compared to TDTO and other transmission fluids
~35% cost saving (doesnt include savings due to decreased labor or increased up
time and bearing life)
Not appropriate for compartments with friction materials
Advantages
Bearing and wear protection
Pitting protection
Inhibits rust and copper corrosion
Oxidation protection at high temperatures
Protects against foaming and damaging effects of air

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FDAO Applications

Track Type Tractors


D6 through D10: 2000 hour interval vs. 1,000 hr
D11: 500 hour interval vs. 250 hr
Off-Highway Trucks
4,000 hour interval vs. 2,000 hr

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NGEO

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NGEO

Cat NGEO Ultra Cat NGEO Advanced


Use when: Use when:

Seeking extended drain intervals. Lowest initial purchase price is


desired.
Lowest operating cost is desired.
The proper disposal of used oil is
The disposal costs of used oil are easy and inexpensive.
high or doing so is difficult.

Maximizing the engine uptime is the


most important criteria.

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NGEO Proof of Performances

PEHJ0432
Customer operates 4 Cat Natural Gas Engines
Switched from competitive natural gas engine oil to Cat NGEO Advanced 40
Extend drain interval from 1,000hr to 1,200hrs
15% cost savings

PEHJ0542
Customer operates a 13 CG260 natural gas engines
Switched from NGEO Advanced to NGEO Ultra 40
50% Oil drain interval extension (3,300hrs to
6,500hrs)
50% reduction in downtime
50% reduction in labor costs

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Reference Reference
PEHJ0432 PEHJ0542

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Gear Oil

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Gear Oil

Cat Gear Oil


Use for:

Sealed and lubricated track pins on track-type tractors and track-type loaders

Track-type tractor equalizer bar ends

Differential and final drives on Cat wheel-tractor scrapers, wheel and mini excavators and certain backhoe
loaders

Differentials and final drives in specific articulated trucks

Excavator and motor grader circle drives

Cold planar direct drive transmissions, differentials and final drives

Drum bearings on vibratory soil compactors

Speed reducer on augers and elevators

* See SEBU 6250 for proper selection of Gear Oil for your application

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NEW PRODUCT
INTRODUCTION (NPI)
Oils

Caterpillar Confidential Green


DEO-ULS
API CK-4 Engine Oil Introduction

Why?
10 years since API CJ-4, the last API specification change
CK-4 and FA-4 will represent the latest lubricant technology for
heavy-duty diesel engines

Where?
Global impact to CK-4 and FA-4
Primary applications in the United States, Canada, and Mexico

When?
First release date is December, 2016 December, 2016
Customers may not see the new diesel engine oils until early Early 2017
2017

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Why a new oil specification?

New industry standards are calling for both vehicle


and engine designs improvements capable of:

Reducing CO2 and greenhouse gas emissions

Enhancing fuel efficiency in on-highway


applications with lower viscosity SAE xxW-30
grade API FA-4 oils

Helping fleets meet their aggressive


sustainability-related goals

These improved engine designs require


commercial vehicle engine oils with performance
capabilities far designed to exceed those of the
current CJ-4 category.

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Two new sub-categories

Enhanced replacement for CJ-4


CK-4 oils (traditional HTHS*)

FA-4 Low viscosity (low HTHS oils )

*High temperature/high shear

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How will the 2 categories differ?

Enhanced replacement for


CK-4 CJ-4 oils (traditional HTHS*)

Low viscosity (low




Upgrade to todays CJ-4 engine oils
Available in XXW-40 and XXW-30
FA-4 HTHS oils )
viscosity grades
Improved fuel economy retention
Recommended for all engines in
off highway applications Limited backwards compatibility
Will deliver superior oxidation stability, Only available in XXW-30 viscosity grade
aeration and shear stability
Lower high temperature/high shear stability
compared to their CJ-4 counterparts viscosity

Intended for newer engine technology to help


meet EPA 2017 emissions requirements

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CK-4 features

Backwards Compatible

Improved High-Temperature
Viscosity Control

Improved Oxidation
Resistance

Enhanced Shear Stability

Improved Oil Aeration

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CK-4 Benefits Summary

Better engine performance and durability


Enhanced equipment protection and performance in extreme
operating conditions
Potential longer oil drain intervals when following Cat SEBU-
6250 guidelines for extended drain intervals
Optimal machine life and performance with Cat filters and
SOS

179
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SOS Services CK-4 Interpretation

Many CK-4 oils will have reduced Phosphorus (P)


levels from current CJ-4 formulations.
Phosphorus levels of 800 ppm and lower will enable
these oils to meet API SN claim for gasoline engine
requirements for mixed fleets.
Cat DEO ULS 15W-40 and 10W-30 will have
equivalent levels Phosphorus as the previous
formulations and will not make the API SN claim for
gasoline engines.
Other elements, such as Mg and Ca, will be
rebalanced for optimized overall engine oil
performance to aid in soot control, engine
cleanliness, and acid neutralization.
CK-4 oils may have a higher starting Oxidation value
as new oil compared to previous CJ-4.
180
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Which products are impacted?

Caterpillar has released a CK-4 engine oil,


replacing its current CJ-4 engine oil
commonly referred to as Cat DEO-ULS.

Caterpillar will not release a FA-4 engine


oil.

FA-4 engine oil it is not compatible with


off-highway, heavy duty diesel
engines, including all Cat engines.

181
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What are Caterpillars Recommendations?

Cat Engines CK-4 FA-4

Off-Road Applications CK-4 FA-4

Only Cat DEO-ULS is validated to provide maximum



On-highway Engines CK-4 FA-4

protection for all your Cat diesel engines while


meeting CK-4 requirements.
Cat DEO-ULS engine oils are backwards compatible CK-4 engine oils are formulated for all diesel engine
with previous API oil grades. applications.

Cat DEO-ULS can be your single CK-4 engine oil
for all of your diesel powered equipment.
Both CK-4 and FA-4 engine oils can be used in on-
highway applications.
FA-4 engine oils are formulated with a lower
viscosity to improve fuel efficiency in select on-
highway applications (consult your OEM
guidelines).

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Where to Find Details

Resources Available in CMIC


PEJJ0128 FAQ Document for Dealers

PEDJ0271 Customer Facing brochure that


explains CK-4 vs. FA-4
PEDJ0300 Marketing brochure for DEO-ULS

PEHJJ0159-09 Updated DEO-ULS Datasheet

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Reference
PEJJ0128
PEHJ0159
PEDJ0271
PEDJ0300
PELJ0251

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Whats Coming New Product Introduction (NPI)

New package sizes available


2.5 gallon container size
ISO 220 Gear Oil
4-stroke oil for portable generators

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SELLING IT
ACTIVITY

Caterpillar Confidential Green


Sales Call Example

Youve got a customer who is not purchasing Cat Maintenance Products that
you plan to call on to see if you can gain their business

Same Customer that is using Baldwin Filters, is currently purchasing Shell Oil.
Using Shell because its cheaper and does a good job. Shells an oil company, they know
what theyre doing
They change their engine oil every 500 hours, hydraulic oil around 4,000 hours and are
utilizing transmission oil in their final drives

What would you do to convince them to use Cat Oil?

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Site Requirements

If the customer is local this will make gathering


service and repair history easier
Is the customer and work conducted by the
If the customer utilizes multiple dealers, you may Lets assume the customer is local and conducts
customer all local, or does the customer move
need to understand the service and repair history all work within the dealers territory
equipment across dealer territories?
at the other dealerships the customer conducts
business
This will help determine the cost of downtime and
the opportunity they are missing out on as a result This customer does general construction
How does the customer measure productivity? of downtime. Examples on how the customer may and measures their productivity in
measure downtime are Tons/hr., Revenue/Ton or revenue/job
Revenue/job.
Customer purchases $100,000 worth of
It is important to understand what product or
Baldwin filters and states Cat is 15% more
Where does the customer currently purchase their products the customer uses to identify areas where
expensive, Customer purchasing 12,000
maintenance products? Cat products can benefit and save the customer
gallons of oil from Shell average price of
money.
$12.99/gal
Are there any additional services beyond the
This will help you understand what additional
product itself that the customer requires or is Baldwin provides delivery.
services you can offer to bring value to the
receiving today? Examples would be delivery, Shell delivers and provided bulk tanks
customer?
stocking or consignment.
Labor rates may vary depending on where they
Customer conducts their maintenance and
Does the customer conduct their own maintenance conduct their maintenance, this will be a factor
minor repairs in house and utilizes the
and repairs, utilize the dealer, or utilize a 3rd party when calculating the cost savings potential of Cat
dealer for major repairs
Maintenance Products.

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Equipment Status

This will help you understand your opportunity,


How many pieces of Cat equipment does the
and can be used to calculate cost savings 68
customer have?
potential with Cat products
If the customer has competitive equipment, do
How many pieces of competitive equipment does
you have a parts offering to cover the competitive 27
the customer have?
equipment?
What is the customer's machine utilization rate? This will help you understand your opportunity
How many hours does the customer operate their and can be used to calculate the cost savings 2,000 hrs/year
equipment per year? potential with Cat products

If new, what kind of warranty or good will claims


Does the customer tend to purchase new Customer tends to purchase new or
has the customer made? - Could these warranty
equipment or used equipment? newer equipment
claims be linked to maintenance products
If the customer keeps their equipment, how long
are their rebuild cycles? Does this meet their
expectations, how does it compare to what you
normally see for the same machine model and
Does the customer tend to keep their equipment similar applications?
The customer tends to keep their
for long periods or does the customer sell off their If the customer tends to sell off the equipment
equipment.
equipment before it reaches rebuild? before the rebuild cycle, how long does the
customer keep the equipment for? Could they
keep it longer? What unplanned downtime and
repairs do they have that could be linked to
maintenance products?

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Maintenance and Repair History
If so, You may be able to look into historical data
and look at repair history while the customer was on
Does the customer have or have they ever had any
the contract and utilizing Cat Filters & Fluids vs. Customer does not have any contracts
contracts, such as a MARC or CSA contract?
when they are not on contract and using alternate
products.
Has the customer always utilized competitive
products or have they purchased Cat Filter & Fluids
History does not show the customer ever
in the past? If customer has used Cat Filters &
Parts purchase history purchasing maintenance products from the
Fluids in past, is there any difference in unplanned
dealer
repairs and downtime when the customer was using
Cat Filters & Fluids vs. the competitive product?
Have any inspections been completed on the
If so, were any issues identified? Could those
customer's equipment such as TA-1 or TA-2 No inspection data is available
issues be linked to maintenance products?
Inspections?

What unplanned downtime or premature rebuilds Injector purchases customer purchased


Look into work order history with this customer,
have the customer experienced, can this be linked 156 injectors
what maintenance and repairs have been
to Filters & Fluids? If so, What were the cost and Hydraulic Pumps
conducted on their equipment?
downtime associated with the repairs? Pins

Could the re-occurring issues be linked to Filters &


Fluids? As an example, does the customer make
Does the customer have any re-occurring issues
frequent injector replacements? This could be a Injectors
with their equipment?
sign their fuel filters are not providing adequate
protection.

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Maintenance and Repair History

Rebuild cycles seem to be 15-20% less


Has the customer had any premature rebuilds? If
Does the customer reach their planned component compared to another customer that
so, what was the cause, can it be linked to Filters &
rebuild cycles operates in a similar application that is
Fluids?
utilizing Cat Filters and Fluids.
Is there any data that can be gleaned from the
Customer does not use the dealers SOS
Does the customer utilize SOS Services? customer's historical SOS data? Any Red or
services
Yellow Alerts?
If so, are there any fault codes that could be linked
The customer has a couple newer machines
Does the customer have any connected assets? to Filters & Fluids? Has fuel consumption
that came with the initial free subscription
increased?
This will help you understand what features you can
What brand or brands of maintenance products is Baldwin Filters
show the customer and what price differentiation
the customer using? Shell Oil
you may need to overcome
Customer uses Cat undercarriage, because
Does the customer use Cat parts for one major If so, why does the customer see the value in one
they have seen the benefits and longer life
class but will-fit for another type of part? product but not the other?
associated with Cat
Maintenance interval will be used it determine the Varies by compartment, 500 hour engine
What is the customer's filter and oil change
opportunity with the customer. Extended intervals intervals, 4,000 hr hydraulic, 1,000 hr
interval?
may be an opportunity with Cat Filters and Fluids. transmission & drivetrain

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Based on the pre-work some areas we can focus on:
Hydraulic pump life
Drain intervals
SOS Services

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Hydraulic pump life
Cost of hydraulic pump ~$500

Extended Drain intervals


Lets look at 1 compartment to keep the example simple
Hydraulic oil: The customer is purchasing approximately 400 gallons hydraulic oil annually
at a cost of 12.99/gallon

They are changing their hydraulic oil every 4,000 hours


The change interval Cat Hydo Advanced is 6,000 hours

Based on this, the customer would need to purchase 1/3 less hydraulic oil (267 gallons)
400 gallons X $12.99 = $5,196
267 gallons X $15.39 = $4,109

$5,196 - $4,109 = $1,087 savings on oil purchased


The customer also has to dispose of 133 fewer gallons of used oil

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95 machines running 2,000 hrs/year = 190,000 hours of operation
190,000/4,000 hr drain interval = 47 oil changes
190,000/6,000 hr drain interval = 31 oil changes
47 31 = 16 fewer hydraulic oil Changes
$50 (labor cost) X 16 = $800 in labor cost
16 more hours of machine uptime

Benefit for the customer


$1,087 + $800 = $1,887 + 16 more hours of machine uptime & 133 fewer
gallons of used oil to dispose of + $500 for the hydraulic pump that
catastrophically failed that shouldnt have

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Grease
Performance
Additives
Basic Function Composition Thickener
Lubricate Base oil
Keep out contaminates Type (Mineral, Semi-
Synthetic, Synthetic)
(Dirt, Dust, Water)
Viscosity
Prevent direct metal to
Thickener
metal contact and provide
Metallic Soap
prolonged component life Base Oil
Lithium Complex
Calcium Sulfonate
Performance Additives
Oxidation & rust inhibitors
Extreme pressure
Anti-wear
Anti-friction

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Grease Product Offering

Cat Utility Grease


Cat Prime Application Grease
Cat Extreme Application Grease 1
Cat Extreme Application Grease 2
Cat Extreme Application Grease Arctic
Cat Extreme Application Grease Desert
Cat Ball Bearing Grease

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Grease Properties

Thickener Operating Temp


NLGI Grade Moly Content Application
System Range
-20 to 140C
Cat Utility 2 Lithium Complex 0% Low Load
-4 to 284F
Cat Prime -20 to 140C
2 Lithium Complex 3% Medium Load
Application -4 to 284F
Cat Extreme -20 to 140C
1 Calcium Sulfonate 5% High Load
Application 1 -4 to 284F
Cat Extreme -15 to 140C
2 Calcium Sulfonate 5% High Load
Application 2 +5 to 284F
Cat Extreme -50 to 130C
Application 0.5 Lithium Complex 5% Low Temp -58 to 266F
Arctic
Cat Extreme
-10 to 140C
Application - 2 Calcium Sulfonate 5% High Temp
+14 to 284F
Desert
Low Load/High -20 to 160C
Cat Ball Bearing 2 Polyurea 0%
Speed -4 to 320F

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Lithium Complex vs. Calcium Sulfonate

Lithium Complex
Less extreme/severe
applications
Lower price
Calcium Sulfonate
Better protection for extreme
pressure applications
Higher price, but pays for itself
in extreme pressure How it Works - Calcium Sulfonate Grease
applications

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Grease Selector Guide

Consult SEBU-6250 for additional selection recommendations

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Reference
PEWJ0260
PEHJ0403

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Utility Grease Proof of Performances
PWHJ0535
Customer operates a granite mine and used 980H wheel loader to hand large, heavy blocks of granite
Utilized a multipurpose lithium grease, regreasing every 17 hours of operation
Switched to Cat Utility Grease and was able to extend grease intervals to every 50 hours
Increased grease interval by 3 times
Reduced grease consumption by 17%
Saving of $1,400 annually
Decreased down time by 66%

PEHJXXXX (Worlds largest airport project Istanbul, Turkey)


Customer operating 367 pieces of Cat equipment and evaluated best
method for keeping their equipment greased
Evaluated simple lithium soap grease and Cat Utility Grease
Cat Utility grease in combination with a central grease system resulted in:
Decreased annual grease consumption by 16% (16,500 kg)
$60,500 in savings due to reduced grease consumption
$770,000 annual savings due to reduced downtime
$481,000 annual savings due to reduced labor costs

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SELLING IT
ACTIVITY
Grease

Caterpillar Confidential Green


Sales Call Example

Youve got a customer who is not purchasing Cat Maintenance Products that you
plan to call on to see if you can gain their business

Same Customer that is using Baldwin Filters, and Shell Oil is getting their grease
from Granger
Theyre purchasing their grease for $2,092.80 for a 400 lb drum
They purchase approximately 50,000 lbs a year
A drum of Cat Utility Grease is $2,260.23
A drum of Cat Extreme Application Grease is $2,644.46

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Site Requirements

If the customer is local this will make gathering


service and repair history easier
Is the customer and work conducted by the
If the customer utilizes multiple dealers, you may Lets assume the customer is local and conducts
customer all local, or does the customer move
need to understand the service and repair history all work within the dealers territory
equipment across dealer territories?
at the other dealerships the customer conducts
business
This will help determine the cost of downtime and
the opportunity they are missing out on as a result This customer does general construction
How does the customer measure productivity? of downtime. Examples on how the customer may and measures their productivity in
measure downtime are Tons/hr., Revenue/Ton or revenue/job
Revenue/job.
Customer purchases $100,000 worth of
Baldwin filters and states Cat is 15% more
It is important to understand what product or
expensive, Customer purchasing 12,000
Where does the customer currently purchase their products the customer uses to identify areas where
gallons of oil from Shell average price of
maintenance products? Cat products can benefit and save the customer
8.59/gal
money.
Purchasing Grease from granger, $2,092.80
for a 400 lb drum
Are there any additional services beyond the
This will help you understand what additional Baldwin provides delivery.
product itself that the customer requires or is
services you can offer to bring value to the Shell delivers and provided bulk tanks
receiving today? Examples would be delivery,
customer? Granger delivers the grease
stocking or consignment.
Labor rates may vary depending on where they
Customer conducts their maintenance and
Does the customer conduct their own maintenance conduct their maintenance, this will be a factor
minor repairs in house and utilizes the
and repairs, utilize the dealer, or utilize a 3rd party when calculating the cost savings potential of Cat
dealer for major repairs
Maintenance Products.
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Equipment Status

This will help you understand your opportunity,


How many pieces of Cat equipment does the
and can be used to calculate cost savings 68
customer have?
potential with Cat products
If the customer has competitive equipment, do
How many pieces of competitive equipment does
you have a parts offering to cover the competitive 27
the customer have?
equipment?
What is the customer's machine utilization rate? This will help you understand your opportunity
How many hours does the customer operate their and can be used to calculate the cost savings 2,000 hrs/year
equipment per year? potential with Cat products

If new, what kind of warranty or good will claims


Does the customer tend to purchase new Customer tends to purchase new or
has the customer made? - Could these warranty
equipment or used equipment? newer equipment
claims be linked to maintenance products
If the customer keeps their equipment, how long
are their rebuild cycles? Does this meet their
expectations, how does it compare to what you
normally see for the same machine model and
Does the customer tend to keep their equipment similar applications?
The customer tends to keep their
for long periods or does the customer sell off their If the customer tends to sell off the equipment
equipment.
equipment before it reaches rebuild? before the rebuild cycle, how long does the
customer keep the equipment for? Could they
keep it longer? What unplanned downtime and
repairs do they have that could be linked to
maintenance products?

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Maintenance and Repair History
If so, You may be able to look into historical data
and look at repair history while the customer was on
Does the customer have or have they ever had any
the contract and utilizing Cat Filters & Fluids vs. Customer does not have any contracts
contracts, such as a MARC or CSA contract?
when they are not on contract and using alternate
products.
Has the customer always utilized competitive
products or have they purchased Cat Filter & Fluids
History does not show the customer ever
in the past? If customer has used Cat Filters &
Parts purchase history purchasing maintenance products from the
Fluids in past, is there any difference in unplanned
dealer
repairs and downtime when the customer was using
Cat Filters & Fluids vs. the competitive product?
Have any inspections been completed on the
If so, were any issues identified? Could those
customer's equipment such as TA-1 or TA-2 No inspection data is available
issues be linked to maintenance products?
Inspections?

What unplanned downtime or premature rebuilds Injector purchases customer purchased


Look into work order history with this customer,
have the customer experienced, can this be linked 156 injectors
what maintenance and repairs have been
to Filters & Fluids? If so, What were the cost and Hydraulic Pumps
conducted on their equipment?
downtime associated with the repairs? Pins

Could the re-occurring issues be linked to Filters &


Fluids? As an example, does the customer make Injectors
Does the customer have any re-occurring issues
frequent injector replacements? This could be a There are a limited number of machine that
with their equipment?
sign their fuel filters are not providing adequate have had repeated pin replacements
protection.

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Maintenance and Repair History

Rebuild cycles seem to be 15-20% less


Has the customer had any premature rebuilds? If
Does the customer reach their planned component compared to another customer that
so, what was the cause, can it be linked to Filters &
rebuild cycles operates in a similar application that is
Fluids?
utilizing Cat Filters and Fluids.
Is there any data that can be gleaned from the
Customer does not use the dealers SOS
Does the customer utilize SOS Services? customer's historical SOS data? Any Red or
services
Yellow Alerts?
If so, are there any fault codes that could be linked
The customer has a couple newer machines
Does the customer have any connected assets? to Filters & Fluids? Has fuel consumption
that came with the initial free subscription
increased?
This will help you understand what features you can
What brand or brands of maintenance products is Baldwin Filters
show the customer and what price differentiation
the customer using? Shell Oil
you may need to overcome
Customer uses Cat undercarriage, because
Does the customer use Cat parts for one major If so, why does the customer see the value in one
they have seen the benefits and longer life
class but will-fit for another type of part? product but not the other?
associated with Cat
Varies by compartment, 500 hour engine
Maintenance interval will be used it determine the
What is the customer's filter and oil change intervals, 4,000 hr hydraulic, 500 hr
opportunity with the customer. Extended intervals
interval? transmission & 1000 drivetrain
may be an opportunity with Cat Filters and Fluids.
Greases 2 times a week

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From the Pre-work we have identified the following areas of focus
Potential grease interval extension: They are currently greasing 2 times a week
With agreement from the customer you conducted a study with them and proved with the
Cat Utility grease they can grease 1 time a week

You identified that they have a few machines where they seem to have repeated
pin failures. Upon further investigation you find out these machines are in high
impact applications that are hard on the pins.
You also recommend using extreme application grease on the machines that have had
repeated pin issues you estimate this is 10% of their overall volume

Automatic Lube system could save them money ensure consistent grease
application and eliminate downtime

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50,000 lbs / 400 lb drum = 125 drums
125 drums X $2,092.80 = $261,600 Spend on Grease today with Granger

Decrease grease interval to weekly use half as much grease (25,000 lbs)

25,000 lbs X 10% = 2,500 lbs of Extreme application


25,000 lbs X 90% = 22,500 lbs of Utility Grease

2,500 lbs / 400 = 7 drums


22,500 lbs / 400 = 57 drums

7 drums X $2,644.46 = $18,511.22


57 drums X $2,260.23 = $128,833.10
$18,511 + $128.833 = $147,344 Spend with Cat Grease

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Grease Savings
$261,600 Spend on Grease today with Granger
$147,344.30 Spend with Cat Grease
$261,600 - $147,344.30 = $114,255.70 Saving on Grease

Time
Time to Grease .25 hr (15 min) X 95 machines = 23.75 hrs
23.75 hrs X 2 times a week = 47.5 hrs a week
23.75 hrs X 1 time a week = 23.75
47.5 23.75 = 23.75 hrs a week less downtime
This could be reduced further with the install of automatic lube system

Reduce Pin failures


How much does a pin cost?

$114,256 + 23.75 hrs of uptime + Fewer Pin replacements

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Coolant

Coolant is often
overlooked

Over 40% of premature


engine failures are due
to problems in the
cooling system

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Coolant Products Whats the Difference?

Three main components of Coolant

Additives
Additives
Inorganic Acid Technology (IAT)
(Conventional Silicate Containing)
Organic Acid Technology (OAT)
(Extended Life Coolant) Water

Water
Distilled or Deionized Recommended
Antifreeze
Antifreeze
Ethylene Glycol

Propylene Glycol

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Coolant Additives Whats the difference?

Additives
Inorganic Acid Technology (IAT) OAT
(Extended
Conventional Silicate containing Life Coolant)
Forms barrier layer to protect
Organic Acid Technology (OAT)
Extended Life coolant IAT
(Conventional
Carboxylates protect no barrier layer Silicate Containing)
Cleaner & Better heat transfer

IAT Coolant (Conventional) OAT Coolant (Extended Life) Inhibitors are


Layer of
salt suspended in
Layer of Silicates impedes fluid and do
heat not form a
Metallic Surface
Metallic Surface transfer barrier layer

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Coolant Antifreeze

Freeze Point at 50% Concentration


Ethylene Glycol vs. Propylene Glycol Compared to Water
Cat Coolants utilize ethylene glycol
Water
Protects at lower temp that propylene glycol
Has better biodegradability than propylene glycol Propylene Glycol

Has better heat transfer than propylene glycol


Ethylene Glycol

-40C -35C -30C -25C -20C -15C -10C -5C 0C 5C

Biodegradability Heat Transfer Characteristics

Water Best
Propylene Glycol

Ethylene Glycol Better


Ethylene Glycol

Propylene Glycol Good


0 5 10 15 20 25 30 35 40 45
Days

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Cat Coolant Products
DEAC NGEC ELC ELI
Diesel Engine Natural Gas Extended Life Extended Life
Antifreeze Coolant Engine Coolant Coolant Inhibitor

Additive Technology Conventional (IAT) Extended Life (OAT)

Drain Interval (hrs) 3,000 12,000

Supplemental Coolant
Additive/Extender Every 250 hrs 6,000 hrs
Additions (SCA)

Purchase Price Lower than ELC Higher than DEAC Less than ELC

O&O Costs Higher the ELC Lower than DEAC Lowest

Leading Technology

Unsurpassed corrosion and cavitation


protection
Features/Benefits Proven technology used for decades
No Antifreeze no
freeze protection
Environmentally
friendly (no glycol)

Available in: Concentrate Premix Concentrate and Premix


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ELC vs. Conventional Coolants

3,000 hr interval 12,000 hr interval


44 additions of SCA 1 addition of Extender
12,000
Conventional ELC
Ratio
Coolant Price 1 1.5 9,000

Coolant Changes 4 1
Supplemental Coolant 6,000
Savings

Additive (SCA) or 44 1
Extender Additions
Disposal Quantity 4 1
3,000
Down Time 4 1

-
Conventional ELC
SCA Added Extender Added

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ELC Proof of Performance

Conventional
Commercial
Automotive
Coolant
5,300 hours

Cat Extended
Life Coolant
(ELC)
10,103 hours

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Corrosion Test

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Reference
PEWJ0211 (ADSD)
PEWJ0212 (APD)
PEWJ0213 (EAME)

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Cooling Systems and Nitrite Depletion
Some cooling systems with newer aluminum components are experiencing very early nitrite
depletion along with an ammonia smell and coolant discoloration.
Cat recommends using Cat Cooling Conditioner for Aluminum
Components (CCAC)
Passivates the raw aluminum components
Dosage determined by system capacity

ELC Extender needs to be added to boost nitrite level


Dosage determined system capacity

Cat Cooling Conditioner


ELC Extender
416-2417 15.0 mL 0.5 fl oz
119-5152 0.946 L 1 quart
369-0804 44.4 mL 1.5 fl oz
210-0786 3.785 L 1 gallon
369-0805 73.9 mL 2.5 fl oz

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Cooling System Cleaning Products

Cooling system cleaner needed when:


Changing from a conventional to a extended life coolant
Oil contamination in the cooling system
Scale, rust or other problems are present
Reference SEBU-6250 for the cooling system cleaning procedure

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Coolant Filters

New Part Replaced Part


Number Numbers
111-2369 9N-3366

111-2370 9N-3367

111-2371 9N-3368

435-5142 111-2373 9N-3717

112-0926 9N-3718

117-0189 9N-6123

1W-5518 9Y-1022

Replacement for all the blue elements


No chemical additives inside
System must be dosed with liquid SCAs

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Reference Reference
PEHJ0448 PELJ1586

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NEW PRODUCT
INTRODUCTION (NPI)
Coolant

Caterpillar Confidential Green


ELC Advanced
Compatible with aluminum components
Resolves the nitrate depletion issues and eliminates the need for Coolant Conditioner for
Aluminum Components (CCAC)
Available in 2018

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SELLING IT
ACTIVITY
Coolant

Caterpillar Confidential Green


Selling Coolant Key Points

Cat ELC
Lower O&O cost compared to conventional coolants
Slightly more expensive from a purchase price perspective
Delivers Significant Savings
Extended drain interval 12,000 hrs vs. 3,000 for conventional
Best protection against cavitation and corrosion
Less down time and Labor Changing coolant and adding additives
Less coolant to dispose
Less opportunity for contamination to enter system
For Customers who dont need freeze protection and are utilizing a water based
coolant
ELI provides superior protection than other water based coolants
Cost and environmental benefit due to no glycol

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Cat Filters and Fluids Resources

Filters Fluids Filters and Fluids

www.CatFilterCrossReference.com www.CatFluidSelctor.com
Parts.cat.com

www.ChooseCatFilters.com
SEBU Documents Posters

Cat Filters Connections Site Cat Fluids Connections Site Filters and Fluids Flip Book

Competitive Filter Display Grease Counter display Filters and Fluids App

Best Economic Value (BEV) Tool Filters and Fluids Application Guide

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Resources

Flipbook
Displays
Posters

PEWJ0319

PEWP9734

PEWJ0328

PEWJ0183
PEKP9420

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Cat Battery Options

Premium High Output


- Built to Cat specs
- Original equipment in large Cat machines
- Identified by Raised Logo & Part #

General Service Line


- A quality line of batteries designed for less
demanding applications that can support
your customers total battery needs.

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234
Battery Sales
World Wide Battery Sales
GSL
3%

GSL Sales by Region

APD 4.34%

EAME 1.77%

ADSD-S 4.31%

ADSD-N 3.48%

PHO
97%

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Premium High Output (PHO) Batteries

Cat PHO batteries are engineered to withstand the extreme conditions that Cat
equipment faces
Vibration is the #1 killer of battery life
PHO batteries must pass 5 stringent performance test that other batteries cannot pass

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What makes a Cat PHO Battery Different?

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High Technology Plates

Optimum acid/paste
combination resists
material shedding
and protects against
shorts.

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Rugged Elements

Elements are locked at top


and anchored at container
bottom to resist vibration.
Full frame grid increases
durability and provides
overcharge protection.

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Robust Internal Posts

Thicker internal posts


provide lower electrical
resistance resulting in
higher output under
starting conditions.

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Rugged Connectors

Through-partition
connectors shorten
electrical path and
maximize starting
power.

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Premium Separators

Microporous polyethylene
separators provide
protection against shorts
and vibration damage.

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Premium Separators

Flame arrestor safety


vents reduce possibility
of explosion from
external sparks.

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Forged Terminal Posts

Heavy-duty, forged
terminal posts provide
resistance to acid
seepage.

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Robust Cases/Covers

Solid, Reinforced Case


provides maximum
vibration resistance in all
temperature extremes.

Side and Bottom


brickwork prevents
flexing and punctures.

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Cat Specifications* vs Competition

Caterpillar Competition

100-hour Vibration Test 18 to 36-hour Vibration only

(5x) 72-hour Deep Discharge/Charge Test NIL

30-day Discharge Stand Similar Test with Much Longer Recharge Time Allowed

Cold Soak Test NIL

SAE J2185 Heavy-Duty Life Cycle Test Automotive-type Life Cycle Test Only
Toughest
requirements in the industry;
Built to perform in harshest
environments *Meets or exceeds SAE J537, SAE J930, SAE J1495

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100 Hour Vibration Resistance Sales

18 Hours 100 Hours

Industry
Standard

Caterpillar
Standard

5X the Industry Standard


5 gs of force

DURABILITY

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(5x) 72 Hour Deep Discharge/Recharge

Simulates radio or other electrical power left on for


72 hours
Battery must recover to 25 charging amps within
20 minutes
Means dependable battery power when needed

RECHARGE ABILITY

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30 Day Complete Discharge / Recharge Test

Tier 4 Regulations
Discharged for 30 days
Must recover to 25 charging amps
within 60 minutes
Must meet all electrical
performance requirements
successfully after recharging

RECHARGE ABILITY

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Cold Soak Test

Batteries cold soaked in test labs


Sub-freezing temperatures
Must start an equally cold engine
to pass

DURABILITY

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SAE J2185 Heavy Duty Life Cycle Test

Deeper discharge and charge cycles at


extreme temperatures
Simulates heavy-duty, severe service
applications
Completed 24%, 36% and 50% more
cycles
Reliable in harshest environments and
applications

CYCLE ABILITY

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Cat PHO vs Competition Interstate

3 out of 4 test batteries failed


to achieve their advertised
CCA

2 out of 4 failed to achieve


their advertised Reserve
Capacity

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Cat PHO vs Interstate (contd)

None of the Batteries had any


electrical capacity left to pass the
required electrical discharge
requirements after 100-hours of
vibration testing

Significant vibration damage was


found, i.e., dropped plates, torn
separators and loss of active
material

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Battery Value Story

Battery Test Plan


Cold Cranking Amp Test
Reserve Capacity
100+ hour Vibration Test
Heavy-Duty Life Cycle Test

Testing is currently in process

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What Batteries to Stock Matters

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255
Cat General Service Line (GSL) Batteries

Available in most BCI sizes

High performance

Durable - long lasting product

Lower cost fleet solution

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Temperature Effects on Battery Life

Operating Temperature vs. Battery Life


100%
% of batterys design Life
75%

50%

25%

0%
20 30 40 50 60
Temperature (C)

*This data is based on no water additions and usage of flat voltage regulator
on charging voltage. Water additions and usage of temperature compensation
of the charging voltage can prolong life of batteries.

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Temperature Effects on Battery Life*

Maximum operating temperature for Caterpillar batteries is 52 C


When exposed to extreme heat
Results in wasted heat causing loss of water producing hydrogen and oxygen gasses
Excess heat is damaging to the plates and separators and causes bulging
Loss of water lowers the electrolyte level and increases specific gravity (SG) of electrolyte
Higher SG enhances positive grid corrosion
All of these factors contribute to loss of performance, dry out, shorter battery life and the potential
for an explosion.
Batteries used in colder or moderate conditions can last between twice and three times as long as
batteries used in hot climates
Colder ambient locations: life expectancy is approximately 48 and 54 months
Warmer ambient locations: life expectancy is approximately 18 to 23 months

*This data is based on no water additions and usage of flat voltage regulator on charging voltage. Water
additions and proper maintenance can prolong life of batteries.

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Maintenance Free Accessible Design Benefits

Benefits of CAT MFA batteries compared to Low Maintenance (Hybrid),


and Maintenance batteries are:
Safety: when properly maintained less likely to dry out, lowering risk of
battery incidents.
More robust to overcharging
Less water loss
Longer useful or service life with capability of adding water
Longer shelf life due to a low discharge rate
Faster deep discharge recovery

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Caterpillar Battery Price Comparison
In bulk deals CAT dealer do not -Caterpillar is currently 26%
utilize Recycling(core) credit more expensive than
Focus on adding Recycling competitors when customers
credits at point of sale return batteries to
Need bulk pricing study competitors

Caterpillar Batteries Weighted Average Premiums*


by Competitor - June 2016

50%
45%
44%
40%
35%
30% 28%
26%
25%
20% 17%
15%
10%
5%
0%

Deka Core Return Exide Core Return Interstate Core Return Avg
*Based on 2015 order mix

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Importance of Cat Battery Recycling Program
to Customers, Dealers, and Caterpillar
Ensures every spent lead-acid battery dealers collect is 100% recycled
safely, efficiently and properly
Guarantees compliance with government disposal regulations
Helps Caterpillar maintain dealer net price level by reducing demand for virgin
lead for new battery production
Allows the dealer to be more cost competitive by passing on the recycle credit
to the customer

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New Tools

New Battery Analyzer


484-4859. Capable of testing all lead acid batteries. Cat batteries can be tested by entering the Cat part
number. Save test data, can be downloaded to thumb drive, uploaded to spreadsheet. Capable of future
cloud storage of battery test data. Hand held portable. Will identify near end of battery life.

Smart Charger
Release 4th quarter 2016. Capable of charging all lead acid batteries. Cat batteries can be charged with
correct parameters by entering Cat battery part number. Can also store charge information. Will abort
charging sequence if it detects a bad battery.saves time by not waiting to full time then testing.

Register

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262
Activity

Analyze Battery

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Planned Maintenance Kits

This is a convenience and cost savings service that many customers value
Reduces the amount of time a customer spends identifying required service parts
Helps customers control inventory levels, parts have identified usage associated with
them
Reduces prep time for the customers technicians, one box contains all required parts for
the given service interval
Filters
Fluids
SOS Sampling

Different dealers do this differently


Boxes Available
332-1471 (16x18x12)
390-3319 (19x18x15)

Documented best practices available


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PM Kit Tool Available on parts.cat.com

Select Planned Maintenance Kits from Shop By Category


Or scroll down when on home page

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Customer can enter serial # or drill down by equipment family/model

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Customers
can add
individual
items to their
shopping cart
or can add all
items to cart

Pulls in info from


dealer system for
fluids make sure
descriptions in
your system make
sense for customer
facing

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Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts

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Maintenance Contracts

Maintenance Contracts are another service that provides convenience and cost
savings for customers
Ensures the customer utilizes Cat products during the contract period
Critical this is discussed with the initial sale of the machine
Allows customer to lock in financing with purchase of machine

Customers with CSA contracts report direct impact on Maintenance Contract Options
Productivity
Parts Contract
Machine availability
Parts and Service Contract
Owning and operating costs
Resale value Parts, Service and Repair Contract

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Proof of Performance

PEHJ0434
Customer has 18 pieces of Cat equipment running in their gold mine
Used Cat parts throughout the warranty period, but had the practice of switching to
another brand once the warranty period expired
After several years of running competitive maintenance products the company started to
experience early hour failures, one on an engine

After the engine failure, the company enrolled their entire fleet in maintenance
contracts with their dealer
Experience prolonged component life
Reduced their cost per hour by 66%

GLOBAL DEALER LEARNING Caterpillar Confidential Green


Agenda

Background
Filters
Liquid
Air
FLEET Filters
Bulk Fuel Filtration
Fluids
Oils
Grease
Coolant
Filters and Fluids Sales Resources
Batteries
Planned Maintenance Kits
Maintenance Service Contracts
Wrap up/Conclude
GLOBAL DEALER LEARNING Caterpillar Confidential Green
Learning Outcomes
You have met the following learning outcomes:
Able to identify the differentiating features of Cat Maintenance Products
Able to articulate the value Cat Maintenance Products can provide customers
Able to overcome the common objections customers have against Cat
Maintenance Products

GLOBAL DEALER LEARNING Caterpillar Confidential Green

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