One powerful future.

AES Conference March 2013

Aftermarket Sales Techniques

Dave Flurie
March 20, 2013
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 ? pics of functional sequence of ops

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 Conversations You Should have with your legacy Cat
Switchgear Customers
Existing Cat Switchgear - not in warranty

Questions that drive towards the Lowest Lifecycle Costs while

maintaining systems reliability.

In the case where the dealer knows they are not currently or have not
performed maintenanceask about the maintenance history if a
third party has performed maintenance

Dealer should know about the operation history of the switchgear

through past service calls documented by the dealer service
department. Page 5 | CATERPILLAR CONFIDENTIAL: YELLOW
 Conversations You Should have with your legacy Cat
Switchgear Customers

Describe Switchgear CSA program and Cat ESC policies and the risk
reduction provided by both of these programs

For systems 7 years or older, offer a site assessment to identify

potential impact of key component failures and the potential for
lengthy lead times for repairs of obsolete/non-supported components.
Ask the customer about their tolerance for a system failure

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 Conversations You Should have with your legacy Cat
Switchgear Customers

Mention to the customer that component upgrades and add-ons such

as remote PC, data PLC (for building management systems),
graphics upgrades, system expansion, quick connect option for roll
up generator, and system simulator is readily available through the
dealer

Sell the idea that the dealer is the best option for total maintenance
generator set, switchgear, ats, ups, etc

Use the Cat Switchgear Maintenance Specification as a selling tool

give a copy to the customer and go over it in detail
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 Conversations You Should have with your legacy Cat
Switchgear Customers

Talk to customers about the requirement to take the system down

while performing the CSA, Breaker Testing, etc.

In some cases, facility loads can be shifted to other sources that

allows isolation of boards.

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Site Visits / Assessments
Caterpillar Dealer
Data Center - Project #31209B
Current Site Switchgear Assessment 10-26-2011

This assessment is based on a visit to the Data Center on Oct 26, 2011 by representatives from Cat
Dealer and Caterpillar Switchgear and in support of customers request for a Service Agreement
on the switchgear and a spare parts list.

The switchgear was installed and commissioned in August 2002 and is outside of original
equipment manufacturer's warranty period. The system is not routinely maintained by Caterpillar
and several critical hardware components and software identified below is obsolete or no longer
supported. Current hardware components and updated software is available and can be engineered
to support the existing system.
System Automation Processor (AP1) PLC, Part No. 171 CCC 760 10 and its I/O base, Part No.
170 ADM 350 10
Generator Programmable Logic Controllers (PLC) Gen A and Gen B, Part No. PC E984 265
Utility PLC, (2) utilities, Part No. 171 CCC 760 10
Emergency Tie PLC, (4) Ties, Part No. 171 CCC 760 10
Current generator and system control logic, Concept 2.1, cannot be used with new
replacement generator Modicon PLCs and is not supported by the Cat Dealer
Power Lynx Blocks
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Site Visits / Assessments
Summary of Risk factors
Failure of one or more of the above components would significantly impact system operation and
is detailed below.
1) Generator automation and system control logic is not supported by replacement repair parts if
required and must be updated from Concept 2.1 to 2.6. Engineering lead time is currently 30 days
to convert Concept 2.1 to 2.6.
2) A single component failure from the above list may result in partial or complete loss of system
automation for at least a 30-day period not including the on-site duration of the repair effort.
Operators would, in most cases, be able to control the system manually.

Recommendations for mitigating the risk of single and multi-component failures

Upgrade system and generator control logic from Concept 2.1 to 2.6.
Upgrade obsolete system hardware (PLCs and Lynxblocks).
Perform complete system testing to include demonstrating all the modes of operation under
load conditions.
Perform OEM recommended annual maintenance.
Obtain pre-programmed PLC spares or OEM extended service coverage that would include
readily available components.
Establish a routine equipment inspection schedule that would include OEM minimum
requirements. Page 10 | CATERPILLAR CONFIDENTIAL: YELLOW
Non-Cat Switchgear
Ask about the age of the switchgear

Ask about the maintenance history or lack thereof

Who has performed maintenance

Have there been any system failures

How long was the system down during past failures

Ask if the company has a facility maintenance budget

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Non-Cat Switchgear
Maintenance budget can be used at least in part to upgrade/retrofit
their system

Offer the customer Cat Switchgear site assessment

Cat Switchgear site assessment is typically less than half the cost of
engineering firm assessment

Upside of Cat Switchgear retrofit is warranty: Parts (1 year) & Labor

(90 days), can also offer extended type coverage that would be
supported by Dealer/Cat Switchgear. Attention to detail is critical if
customer wants coverage.
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Non-Cat Switchgear
During discussion about potential controls, breaker retrofits, talk
about the requirement to take the system down, ways to minimize
downtime and back up power solutions

Talk about Method of Procedures and onsite work schedule

development required for retrofit work

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Old Competitor Systems

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Competitor Switchgear One Line Drawing

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 One powerful future.

Questions?