Get Emp 2018.

GET for
Extraction Class Mining
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GET for Extraction Class Mining


TAKE COVER. EVACUATION. CPR. AED. 911

Class Purpose:
Teach concepts that help you advise / support customers with the use of
Ground Engaging Tools & the buckets to which they attach.
At the end of the day….
You should have a better understanding of product and process…and the

resources to help you succeed.

WHY FOCUS ON GET?
Cat® Certified Rebuilds Revenue GET Reduces Wear

Reduce PIN loss generation Parts “Scope Creep”
Continuous
connection with
Customer/Machine
Effects competitive
access to the customer

OBSERVED Customer Purchasing CSF’s
Product Dealers sold wear parts because

No CI “Entitlement” they sold the machine……
Performance
Not the case for EMP Class
Marketshare equipment
Do I see
Dedication - Experience
- Accountability
Do I TRUST the Dealer to

Improve my Mining
Operations?
Deliverable – PLESN / Heat Map for Repair/Rebuild/Replace visibility

WHERE DO YOUR CUSTOMERS FIND “VALUE”? 4
CAN YOU ANSWER THESE QUESTIONS
– What motivates your customer?
– What problems do they need solved?
– How can you make GET easier for them?
Customers focus on different Value

1. Serviceability – retention/maintenance/simple/safe
2. Performance – productivity/sharpness/weight
3. Availability – Support/monitoring
4. Reliability – breakage/quality
5. Cost – Component cost / System cost / Rebuild Cost / Fuel Consumption

Site Visit &
Assessment
Customer Meeting

1
WHAT VALUE CAN WE DELIVER?

GLOBAL DEALER LEARNING Caterpillar Confidential Green INTRODUCTION | 10

"Selling" GET products is the result of helping your
customers machine (bucket or blade) perform better.
(Last longer, Dig better, Service easier)
Site Visit & Customer Educate & Planning Sales Execution – Sales Execution – Performance
Meeting Proposal Conversion Management
Get on site to understand Educate yourself about the Influence participation in Know your customer Demonstrating (monitoring)
what systems your customer Cat products & services and Cat GET. Utilize 3D models, conversion timeline. This performance validates the
runs today, & the challenges how they can address your brochures, animations and effects parts selection and customers purchasing
they experience. This helps customers problems (learned financial models during the need for local decision, and re-enforces
target recommendations. on-site) your proposal. fabrication strategies your message with other
(ie base edge) customers.
• 00 Site Assessment Guideline.ppt • Marketing Catalogs • Marketing Catalogs • Commissioning Guide • Bucket Pro
• Use Bucket Pro for bucket inspection • Animations • Animations • SFE & ISR – Guide
• Competitive Cross Reference • Parts Books • Best Practices - Catalogs • Welding Instructions
• Delivered Bucket Population (Targeting) • Configurators • Advansys Assurance • Rebuild Instructions • Boneyard Pictures
Supporting Content:
• Surface Mining App Ref guide AEXQ0030-03 • Sales Guides (Dealer) • Sales Kits • R&I Guides • Tip Labeling Best Practice
• Performance Handbook • BOM – Bill of Materials • Marketing Images • Failure Path Guidelines • GET Inspector Profile
• Dealer.Cat.com pages • Addressing Objections • Selling Philosophy

The goal in this phase is
to identify customer
needs

WHY understand the LIFECYCLE?
This determines the products
and maintenance practices
required to achieve lifecycle
costs.
Lifecycle Cost
$4.50
Millions
$4.00
$3.50
$3.00
$2.50
$2.00
$1.50
$1.00
$0.50
$-
3500 7000 10500 14000 17500 21000 24500 28000 31500
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Opening and Assessment Review
- Why participate in the GET business?
- Why perform a site assessment?
- What is the importance of understanding the

dipper/bucket life cycle?
- Who are the customers (3) critical roles and what

are their CSF’s?

Keys to Success
• Close attention to “Change Management”

– Maintenance, Operations, Management team, Procurement
• Teamwork and Communication
– Caterpillar Team, Dealer Team, (Raptor Support), Customer
• Facts and Data
– Immediate, Broad distribution, Key messages
• Continuous Improvement
– Listen!, Customization, Education/Training, MAO

Original Component Manufacture (OCM)
and
GET Growth

Original Component Manufacture (OCM)
ie “Bucket Fabricators”
While we may win conversions

in the field on competitive
buckets, we need a channel to
seed GET on OCM sourced
replacement buckets
• Full ROI for Mining GET includes growth on mixed fleet buckets.
• Caterpillar has not actively developed competitive bucket designs.
• Some customers prefer non-Caterpillar bucket solutions (price, lead time, etc).
– So, if we lose the bucket, we lose all bucket component opportunity.

Original Component Manufacture (OCM) and GET Growth
Global Bucket Sales

Opportunities
Opportunity created by new Cat machine

and new Cat bucket sales
20%
Lost opportunity due to OEM first-fit
35%
machines and OEM spare buckets
New potential opportunities created by

non-OEM bucket manufacturers (OCM 1
45%
and OCM 2)

Bucket OCM’s
Segmentation
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CATERPILLAR

IN SCOPE
• Equipment Type
– HMS, ERS, DL, LWL, HEX
• OCM’s – not OEM’s
• Cat content can be: Cast Lips, Plate Lip Assemblies, GET, Wear Package
• All replacement GET parts sold via Dealer
OUT OF SCOPE
• No changes to existing bucket portfolio, sourcing, pricing (GET project….not bucket
project)

CATERPILLAR

• 2018
Pilot new Channel
– 1 OCM
– GET Systems
• 2019 Expand Focus

Grow Wins
– Up to 5 OCM’s
– GET Systems & Wear Packages
• 2020 Expand Options

Maximize Relationships
– Many OCM’s
– Other Supporting Bucket Components

CATERPILLAR

X-4 Series
Electric Rope Shovel

ERS Operating Today
Currently running in:
• Argentina • Mexico
• Botswana • Namibia
• Brazil • Peru
• Canada • Russia
• Chile • United States
Applications Include:
• Coal
High
• Copper Impact
• Diamond
• Gold High
Abrasion
• Iron Ore
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Whisler GET for ERS
Product Position

Whisler GET for ERS
Cast Dipper Lip
Perfect fit, best reliability
 Machined surfaces and

retention holes reduces stress
(cracking) and initial rate of
wear
 Machined critical areas and

holes to provide precise
dimensional control and
tighter fitting GET
 Cast solid (no holes) for

maximum solidification and
defect free castings
 Rear of holes rounded to

reduce critical stresses by
22% and improve lip lifecycle

Whisler GET for ERS
Adapter Retention
Patented retention design holds

adapter tighter to the lip than
comparable systems-reducing rate of
lip wear
Upper mark
Operating Range
Lower mark

Whisler GET for ERS
Conversion Story
• Kearl Lake Oilsands Project – Alberta, Canada

• Extreme Abrasion / High Loads / Low Impact
• 7 x 7495 shovels in service
• Delivered with Hensley GET – switched to ESCO GET

Whisler GET for ERS
Conversion Story
Finning Proposal
• Won the dipper rebuild
• Offered to install a free set of Cat GET
• Customized GET to improve wear life
 PTA, LWP
Customer Expectations
• Confirm alternate GET supply option for hammerless system
• Performance must be equal to or better than current
• Looking for wear life improvements to reduce maintenance and improve lifecycle
7,000 hrs 80 hrs
Improve average tip life

Improve dipper cycle

Whisler GET for ERS
Conversion Story
Concerns addressed during first 6 months operation
• Adapter retention “not tight” when re-torqued daily
Solution: Training / Education
• Packing on the GET causing poor penetration

Solution: replace LWP with PTA
• Dipper not filling to capacity (5 passes instead of 4)

Solution: Shorter lip shroud design (-5”)
• Tips being changed early due to penetration loss

Solution: PTA pattern and tip optimization
Tips avg. 105 hrs!

Whisler GET for ERS
Conversion Story
From Seed to Grow…
In December 2016
• First dipper was coming out of service
• Customer agreed to install Cat GET on 3 more dippers!
• Awarded dipper rebuilds to Finning!
1st January (to replace test)

2nd March
3rd 3Q17
Shell/CNUL is actively converting their 10 7495’s and 5 EX8000 to Cat

Syncrude has interest
Suncor has interest because……

Field Observations: Competitive systems often sacrifice lip reliability
to gain adapter reliability through the use of heavy fixturing
• What is the Cost of this approach?

– Hundreds of hours in Weld $
– Increased weight, effecting total payload
– Reliability of Cast Lip, in the form of stress
cracking
– Flexibility (affordable) toward alternative
reliability solutions

WH12 EDT
• Provide the performance and reliability

without the rails…..

Putting technology
to work
Boddington gold mine

ERS Dipper Productivity Challenge
Boddington Site Study
Two different material types, angle of repose, material flow,
cohesion and packing characteristics.

ERS Dipper Challenge
Blasting limitations
Other Observations & Considerations

• Material sizes
• Operator best practice
• GET & Dipper wear patterns, Dipper fit out,
Material Voids

Rocks 3D – Material Cohesion Modelling

Straight-Side Dipper had 5% more payload and 9% more productivity (t/hr) than FastFil
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Rocks 3D – Dipper Shape Comparisons
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Rocks 3D – Frictional Wear Analysis

DIPPER OPTIMIZATION PROJECT

New Release - CAT LatchFree Dipper system
Spend More Time Digging


X-2 Series
C70 to C95 Welded
Adapters

Plate Lip Series
Machine Compatibility
C70 (100mm lip)

Models: 6015B, 6018, RH40
PC1250, EX1200
C85 (100mm lip)

Models: 6020B, RH90FS, 6018FS
PC2000, EX1900
C85 (120mm lip)

Models: 6030BH, RH120
R2950, PC3000, EX2500
C95 (140mm lip)

Models: 6030FS, RH120 (FS), 6040, RH170
PC4000, EX3600, R9350

X-2 Series Installations

• Angola
• Burkina Faso
• Canada
• Finland
• Germany Applications
• Ghana Include:
• Greece • Coal
• Indonesia • Copper High
Impac
• Kazakhstan • Diamond t
• Mali • Gold High

• Namibia Abrasion
• Russia
• Graphite
• Saudi Arabia • Zinc
• South Africa • Phosphate
• Spain
• USA


X-2 Series - Plate Lip & Weld on Adapters
Product Position
Straddle Leg Adapter
C95 Class cast corner adapter

“Seeing
Opportunities”

Conversions
How do we convert
to CAT GET?
X-2

X-2| 48
GET Layout Request
• Today, to obtain a parts BOM and lip assembly “Layout”, you email
GET_layouts@cat.com
Tomorrow…….

Portfolio Review
Cast Corner Adapter
Straddle Leg Adapter

C85 Tip Production Study
PW Asanko Mine - Ghana, West Africa

Sanga Sanga Mine - Indonesia
6030 machines delivered with C85 GET

Currently using Hensley, Esco and Bradken spike tips
XS342TV XS250T T810EPL 85SV2VX C85 Standard Pen Tip

Early feedback was not very positive
Cat C85 Standard Pen Avg 165 hours
Hensley XS250T Avg life 226 Hours
More analysis showed Cat superior to HesnleyXS250T & T810EPL tip life.

Wear analysis was performed
Analyzed strength, competitive

Concept designs were generated based wear life and the ability to maintain
profile throughout the useful life
A design was finalized and set

for production
Tip performance will be
monitored and any necessary
modifications will be made
Customer still wants a sharp tip design….


C85 Wear Pattern Study
Standard Pen tips in Alabama Continuous Improvement
Top strap worn thin or broken off at wear out
Standard Pen tip in Finland
Abrasive and impact wear resulting in bottom wear and blunting

of the tip
Standard Pen tips in Surinam
Abrasive wear resulting in even bottom and top strap wear
Heavy Impact tips in Detour Gold
Abrasive and gouging wear resulting in bottom wear and blunting of the tips

“C” SERIES Adapter system DEVELOPMENT
DESIGN FEATURES
• Integrated wear cap design into adapter design
• X4 (Whisler) & X3 (C110/ C130) Style adapter nose

• Dual Cap Sure retention
• Up to 6020 – 100mm buckets
• Target product release 1st Q 2020.

Burkina Success Story
Delmas

CL-1 Series
400 to 1Mtn HMS
Cast Lip

CL1 – Cast Lip System for HMS - Installations

• Australia
• Canada
• Marocco
• Mauritania
• Papua New Gunia
• Peru
• USA
Applications :
• Coal
• Copper High
Impac
• Phosphate t
• Gold High
Abrasion
• Oil Sands
• GLOBAL
Diamond
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CL1 – Cast Lip System for HMS
Product Positioning

CL-1 Cast Lip Series
Portfolio Review
» Best productivity – Thinner, less weight, higher strength

» No weld joints to crack - Poured in a single casting
» Maximum lip protection - Tapered shroud design
» Less lip repair - Positive shroud and coupler retention
Tear Drop Shape

means no lock
twisting
Nose geometry
evenly
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Intermediate Coupler & Tip Options

Intermediate Coupler & Tip Options
500tn Machines have 4 coupler options, which doubles the tip options (145 & 170 size classes)

Coupler & Tip
Retention
Couple Service Kit saves $$

Bottom Leg Wear
Analysis

CL-1 Wing Shroud Protection
Wing Shroud Shroud Retention System
» Maximum Protection – Low profile delivers » Minimize lip wear – Positive retention reduces
penetration and optimized material movement
placement reduces un-needed steel cost » No Special Tooling
and weight.

Bucket Wear Package Development
Delivering the wear packages that work….


Productivity Study - Las Bambas Mine – Peru
• 6060FS - Hard rock / Severe abrasion

• 3,107 hours on CL-1 Lip and GET System
• More productive than buckets with ESCO GET!
– 1 with Loadmaster
– 1 with Eversharp
Total Production Tons Moved
Total Production Tons Moved by month

BARLOWORLD
EQUIPMENT
Defend & Grow

X-3 Series
C110 & C130 Direct Fit

X-3 Series
Direct fit for Loadmaster S110-145 Series
Models
HMS Front Shovels: 6050, 6060, RH340, RH200,
PC5500, EX5500, R996
Draglines: 8200/8750 QUALITY & PERFORMANCE MADE EASY
ERS (w/integral lip) – 7495, 495
• Single pin allows direct fit onto “nosebase”
• “Weldless” lip shroud retainer system delivers fast
R&I time.
• CapSure retention means no additional retention
pieces to buy, lose, or forget during R&I.

C130 Systems for HMS/DL/ERS - Installations

• Chile
• Canada
• Peru
• USA
• Australia
• Papua New Guinea
Applications
Include:
• Coal
High
• Copper Impac
t
• Phosphate
• Gold High
Abrasion
• Oil Sands

X-3 GET SYSTEMS – ESCO LIPS
X-3
LoadMaster™ Cast Lip System
Nemisis™ Cast Lip System
EverSharp™ Cast Lip System

X-3| 75
Nemisys Bridge Adapters – N1 & N5
Retrofit on Esco Loadmaster Nose Bases
N5 (Nemisys Bridge Adapter / Tip (S130)

Proprietary GET – Nemysis
Non-Proprietary Install
• Installs on Esco legacy Loadmaster nose bases
• Cat C110 – C130 install on Loadmaster nose bases
N1 Nemisys Bridge Adapter / Tip (S110)


X-3 Series
Portfolio Review S110-145 Series
• HMS • Drag Line ERS

110-145 size class couplers Wedge &Spool / Sidepin (Hammerless)
• 505-574 Coupler Series – 130 Class Integral
• Page DL
• Loadmaster & Eversharp • DL Specific Lip Shrouds – • ERS Specific Lip shrouds
specific lip shrouds Cast & fabricated
• HMS Specific Wing • DL Specific Cheek • Integral Unique Wing

Shrouds Shrouds Shrouds

NEW

Cat® Reload Cast Lip System
Availability & Restrictions

• 4300mm lip available today, 5100mm in process.
– Cast lip part number = 512-7265
• 2 x Reload clam assemblies available

– 6050 FS 18m3
– 6060 FS 28m3
•
• Reload cannot be sold to any “Yellow” machines that were effectively
manufactured as a Cat nomenclature/SN# machine
– OR as a replacement bucket/lip system once the machine is in service
• Reload can be sold to competitive machines, and “white” Bucyrus manufactured
equipment, so long as there is not an interchangeable machine configuration on
property ie: a RH340FS & 6060FS that both use a 28m3 clam.

Dragline

8750 Dragline – Size/Market Perspective
Caterpillar: Confidential Green D11

Lip Systems
• Cast Lips 86”- 220” • Plate Lips 150 & 160mm

• 4 released, 9 in process • 120 - 220mm planned
• CapSure couplers / tips C85C145 • “Protected” for mine’s specific bucket life
cycle
• Shrouds designed as strong as cast


Fabricated Dragline Bucket
Performance Tapered Design
Dual-tapered bucket (sidewall) & rigging system

without a spreader bar.
Best Production Design

• Fabricated lite-weight bucket holds greater capacities
• Dual-taper design means a shorter bucket & faster fill
Lowest maintenance cost

• Fabricated build allows “contained repairs”
• Tapered design reduces chain related wear
• No Spread Bar maintenance

Bucket Control
• Optimal Balance – Body design places material center of gravity over trunnion locations.
• Smooth control - Trunnion & upper rigging spreader on plane so chains does not twist.
• Body shape controls the fill profile & trunnion placement allows for smooth dumping action

– Multiple clips provide additional wall strength, lowering stresses/cracking
– Trunnion is partially protected from soil wash being located in first taper.
– Trunnion design deflects dirt (wear) away from rigging connections
Performance
– Trunnion location lowers resistance when
dragging bucket through dirt.
– Less “spillage” with elevated backwall design
Soil Flow


Dual-tapered design reduces chain related
wear

Proprietary dual-taper design will deliver faster fills and greater payloads.
• Dual-taper repositions the steel for more complete fills, less material void at bucket rear
• Shorter bucket length will fill faster-more material moved.
Top view
showing dual
taper


Bucket Life Cycle Management
Maintenance Schedule Intervals
Year One
Month 1 2 3 4 5 6 7 8 9 10 11 12
On On On A Service On On On B service On On On C Service
Year Two
Month 13 14 15 16 17 18 19 20 21 22 23 24
On On On A Service On On On B service On On On C+D Service
Year Three
Month 25 26 27 28 29 30 31 32 33 34 35 36
C+D Service On On On A Service On On On B service On On On
Year Four
Month 37 38 39 40 41 42 43 44 45 46 47 48
C Service On On On A Service On On On B service On On On
Year Five
Month 49 50 51 52 53 54 55 56 57 58 59 60
C+D Service C+D Service On On On A Service On On On B service On On

Supporting
The
Sale

PREPARING FOR A NEW INSTALLATION
Gather the extended team
• Anybody who may be involved with EM

GET systems…
Understand your customers Lifecycle

expectation for your bucket or blade
• This determines the products and

maintenance practices required to
achieve lifecycle costs.

Understand the BOM you are delivering
• Design attributes vs Competition
Understand HOW your system is designed

to deliver value to your customer
• Safety, R&I time, digging performance…..

Explain how our system functions (R&I)
• Classroom session
• Hands On
Explain HOW we need to manage our

system vs their current product
• Wear characteristics
• R&I techniques

Be prepared to measure and adjust your

wear package BOM based on conditions
• Have options planned based on your

customers lifecycle expectation
Determine product options to achieve longer

life and/or better productivity.
• Have options planned based on your

customers performance expectations

Have an inventory plan to ensure material

will be on hand as needed
• Use stock and FDO to achieve order

priority over E status
Determine what you will measure and how

you will monitor performance
• Start simple, gather details as needed
GLOBAL DEALER LEARNING ASR Caterpillar

Deliverable – Drive dealer adherence to the process
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Monitoring –
Canadian Gold Mine
C130 GET (6060FS)

What did we analyze & why?
Establish a Baseline-Know what you are competing against!
• Life of wear parts (Tonnes moved)

Tonnes per Hour – Material moved with your system
– After the CAT GET was installed, we saw an increase in productivity.
4,500
4,400
4,339
4,300
4,238 241 TPH
4,200
4,100 4,066
4,018 4,024
4,000
3,900
3,800
3,700
3,600
3,500
CAT - CL CAT - CLA ESCO - 51 ESCO - 52 ESCO - 53

Understand component usage & Maintenance Practices
• Cat Tips averaged 175hrs vs Esco 250hrs
– This means more replacements for mine labour
– We moved more material, but had to change tips more often
• Lip Shroud Breakage/Replacements
– Claimed a Cat problem, maintenance records indicated it was
standard practice for all shrouds.
– Mine practice to run to destruction
Maintenance focuses on component
replacement more than tonnes moved
Trucks loaded per Tip Set

4,500
4,000
3,500
3,000
2,500
2,000
1,500
1,000
500
-
CAT 1 (CL)
CAT 2 (CL)
CAT 3 (CL)
CAT 4 (CL)
CAT 6 (CL)
ESCO 01
ESCO 02
ESCO 03
ESCO 04
ESCO 05
ESCO 06
ESCO 08
ESCO 09
ESCO 10
ESCO 11
ESCO 12
ESCO 13
ESCO 14
ESCO 15
ESCO 16
ESCO 17
ESCO 18
ESCO 19
ESCO 20
CAT 5 (CLA)

Geology / Location – Effect on wear life?
Trucks loaded per Tip Set considering material type

4,500
4,000
3,500
3,000
Trucks loaded
2,500
2,000
1,500
1,000
500
-
ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO ESCO
16 20 08 01 04 10 03 06 09 15 14 17 02 11 13 18 12 19 05
W 2,478 2,850 2,606 2,575 2,509 1,672 2,322 1,267 1,906 1,588 2,293 2,146 2,474 2,185 1,379 1,485 1,418 1,378 921
LG 129 63 46 13 35 59 13 81 131 226 134 1 32 167
HG 1,352 802 602 584 566 1,340 736 1,771 1,096 1,162 360 403 276 426 826 634 563 335 273

Operator Performance
– Most Operators improved loading times with

Cat GET Installed
– 10% Avg improvement
Average loading time of the 4 main operators working on the shovel

CAT Competitive System
Operator ID Avg Loading Time Avg Loading Time
# Trucks # Trucks
(min) (min)
Operator 1 4 003 3.13 5 747 3.20
Operator 2 5 613 3.01 10 258 3.25
Operator 3 5 029 3.04 928 2.97
Operator 4 4 539 3.10 9 837 3.26

Safety Performance
14 incidents related to hammering at CMM since January 2015.
8 out of the 14 incidents happened in the pit. This is the list of events:
1. Install (hammering) a bushing on a ADT articulation hitch

2. Take out a lip shroud.
3. Take out a bearing in a steering system.
4. Change a quick lock on a shovel bucket
5. Hitting a wear cap.
6. Hitting the nails on an alligator joint.
7. Insert a pin for a track pad.
8. Hitting a drill rod.

Fill factor & monthly tonnage
– Cat Clam went to Rebuild (3800hrs)
– Expected the shovel to lose the 240tph

productivity it gained with the CAT
GET…….However the productivity remained
the same.
– At the same time, the Mine reduced truck

payload by 9.5% to meet max capacity
– This fixed the tonnes and narrowed productivity

differences.
Average Average Average

Bucket Average Fill
Equipment ID MODEL Cycle Time Loading Tonnes per
Size Factor
(min) count Bucket
020-051 Terex RH340 (FS) 28 m3 3.08 5.16 42.0 79%

020-052 Bucyrus RH340 (FS) 28 m3 3.33 5.46 39.4 74%
020-053 CAT 6060 (FS) 28 m3 3.24 5.11 42.1 80%
020-054 CAT 6050 (BH) 25 m3 3.29 5.32 41.1 87%
020-055* Hitachi EX5600 (BH) 30 m3 2.66 4.50 47.6 84%


Open discussion
– Sales Skills
• Opportunity analysis (who performs, how to operate with/without such analysis)
• CPH vs CPT and how do we have discussions around the metrics
• Competition strengths and how to talk around them (tie to change mgmt.)
• How to respond when “problems” occur?
• Sales Obstacles: Supply Agreements, Price (Direct Sales Model), inventory position, product
confidence (GET Installation Trial, bucket trial program)
• ASR Deliverable – Help define sales obstacles

Thank You

Get Emp 2018.

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GET for

Extraction Class Mining

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

Caterpillar: Confidential Green

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Caterpillar: Confidential Green

At the end of the day….

You should have a better understanding of product and process…and the

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Caterpillar: Confidential Green

Cat® Certified Rebuilds Revenue GET Reduces Wear

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Product Dealers sold wear parts because

Do I TRUST the Dealer to

Deliverable – PLESN / Heat Map for Repair/Rebuild/Replace visibility

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Caterpillar: Confidential Green

Customers focus on different Value

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

WHAT VALUE CAN WE DELIVER?

Caterpillar: Confidential Green

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Caterpillar: Confidential Green

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

Caterpillar: Confidential Green

- Why participate in the GET business?

- Why perform a site assessment?

- What is the importance of understanding the

- Who are the customers (3) critical roles and what

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

• Close attention to “Change Management”

GLOBAL DEALER LEARNING Caterpillar Confidential Green

Caterpillar: Confidential Green

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Caterpillar: Confidential Green

While we may win conversions

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Global Bucket Sales

Opportunity created by new Cat machine

New potential opportunities created by

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GLOBAL DEALER LEARNING Caterpillar Confidential GreenCONFIDENTIAL: YELLOW

Caterpillar: Confidential Green

GLOBAL DEALER LEARNING Caterpillar Confidential GreenCONFIDENTIAL: YELLOW

Caterpillar: Confidential Green

• 2019 Expand Focus

– GET Systems & Wear Packages

• 2020 Expand Options

– Other Supporting Bucket Components

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Caterpillar: Confidential Green

GLOBAL DEALER LEARNING Caterpillar Confidential Green

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