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MAINTENANCE
TRAINING
C&D
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
Caterpillar is an equipment manufacturer, so why all the hype about Filters and
Fluids?
Provide a consistent touch point for dealership, allows the dealership to offer additional
parts and services
15%
Convenience
Price
Fuel
24% Labor
29%
Repairs
26%
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
Fuel
Fuel Water Separators
Engine Lube
Hydraulic
Transmission
Capacity How much debris can Effects the filter change interval
the filter hold
Upstream Upstream
Efficiency % = 1 (1 / x ) Efficiency % = 1 (1 / x )
1 (1 / 2 ) 1 (1 / 75 )
Efficiency = 50.0% Efficiency = 98.7%
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
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.
1. 5 = 75 =
2. 5 = 2 1
Efficiency % = 1 -
3. 4 = 50
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
Differentiation
The overall value Cat Filters can provide the customer
How can they make more money by using Cat Products?
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
One-piece Design
Prevents Bunching Media Molded into
Maximizes Media Urethane
Surface Area Utilization Eliminates Possible Leak
Paths
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
Injector Life
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Cat Donaldson Baldwin Fleetguard Wix
1R-0749 P551311 BF7587 FF5319 33674
Injector Failure
Cat Donaldson Baldwin Fleetguard Wix
3.0
Normalized Injector Leakage Rate
2.5
2.0
1.5
1.0
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
Wix
Fleetguard
Baldwin
CAT
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
component life
Protects Tier 4 fuels system
parts
Increased Capacity
90
protection provided by 80
Scuffing
from water
damage
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
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
30
20
10
0
0 10 20 30 40 50 60 70
Oil Temperature (deg. C)
GLOBAL DEALER LEARNING Caterpillar Confidential Green
Reference
PEHJ0251
Spiral
Roving
Added
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
Hydraulic
D6 through D10 bottom load
hydraulic filter
D11 top load hydraulic filter
Transmission D11 Hydraulic
NextGen transmission filter
Transmission
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
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
Accumulative Wear
Added dust to the intake air Wix
life. 0%
1.13
1
FILTER COSTS
How much do have to pay for the filter, and
how frequently do you have to replace it?
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
Optimum Life
FILTER CHANGE
INTERVAL
Increased Labor & Filter Poor Performance &
Costs Higher Repair Cost
times
No routine maintenance
required
Can be used in on any engine
with an inlet pipe
Before After Before After
A more comfortable
operator is a safer more Cab Air Filter Recommended Use
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
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
Features
Greater compatibility
Reduced size
Visual display
Audio alarm
Benefits
Real-time pressure
Simple installation
Multiple indicators
Adaptable
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
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)
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
Costs
Maintenance Customers tend to focus on initial purchase price of maintenance items
Repairs
Labor
Downtime
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.
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
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
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
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
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
Moving to
Differentiated
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
Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr
Extended Pilot
Program Launch*
Cat-branded
Differentiated product
Serves the Fleet
Helps sell more Yellow filters!!
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
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
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
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
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
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
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
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
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.
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.
The disposal costs of used oil The proper disposal of used oil
are high or doing so is difficult. is easy and inexpensive.
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
GLOBAL DEALER LEARNING Caterpillar Confidential Green
Cat TDTO Cat TDTO-TMS Cat SATO
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.
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
Sealed and lubricated track pins on track-type tractors and track-type loaders
Differential and final drives on Cat wheel-tractor scrapers, wheel and mini excavators and certain backhoe
loaders
* See SEBU 6250 for proper selection of Gear Oil for your application
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
Backwards Compatible
Improved High-Temperature
Viscosity Control
Improved Oxidation
Resistance
179
GLOBAL DEALER LEARNING Caterpillar Confidential Green
SOS Services CK-4 Interpretation
181
GLOBAL DEALER LEARNING Caterpillar Confidential Green
What are Caterpillars Recommendations?
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).
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
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
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
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
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
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
Decrease grease interval to weekly use half as much grease (25,000 lbs)
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
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
Coolant is often
overlooked
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
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
Water Best
Propylene Glycol
Supplemental Coolant
Additive/Extender Every 250 hrs 6,000 hrs
Additions (SCA)
Purchase Price Lower than ELC Higher than DEAC Less than ELC
Leading Technology
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
Conventional
Commercial
Automotive
Coolant
5,300 hours
Cat Extended
Life Coolant
(ELC)
10,103 hours
111-2370 9N-3367
111-2371 9N-3368
112-0926 9N-3718
117-0189 9N-6123
1W-5518 9Y-1022
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
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
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
Flipbook
Displays
Posters
PEWJ0319
PEWP9734
PEWJ0328
PEWJ0183
PEKP9420
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
APD 4.34%
EAME 1.77%
ADSD-S 4.31%
ADSD-N 3.48%
PHO
97%
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
Optimum acid/paste
combination resists
material shedding
and protects against
shorts.
Through-partition
connectors shorten
electrical path and
maximize starting
power.
Microporous polyethylene
separators provide
protection against shorts
and vibration damage.
Heavy-duty, forged
terminal posts provide
resistance to acid
seepage.
Caterpillar Competition
30-day Discharge Stand Similar Test with Much Longer Recharge Time Allowed
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
Industry
Standard
Caterpillar
Standard
DURABILITY
RECHARGE ABILITY
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
DURABILITY
CYCLE ABILITY
High performance
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.
*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.
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
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
Analyze Battery
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
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
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
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
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%
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