HEX Advanced Class

Sales Campus 2013 – Malaga HEX-Advanced
March 4-15
Agenda
• Recent & coming NPI
• Expanding your expertise
• Selling against competition
Sales Campus 2013 – Malaga HEX - Advanced

March 4-15
Rule of engagement
You must take notes
Question to be answered

March 4-15
RECENT AND COMING NPI
• 312D2 and 318D2
• 320DL with C6.6 from Xuzhou, China
• Trade dress change

March 4-15
2013 coming changes
New Product
Introduction
312D2L / 318D2L
Engine update
320DL
Source change
323DL / 324DL / 336DL
NPI
336D2L / 340D2L
Styling change
320/349

March 4-15
312D2 / 318D2 - Engine change
Cat 3054C engine:

– Proven technology
– Low pressure fuel system
– Mechanical engine (with governor)
– Durable and fuel efficient
– Meets EU Stage II regulations
312D2 Net power (ISO9249) – 67 kW

318D2 Net power (ISO9249) – 82 kW

March 4-15
312D2 / 318D2 – Styling change
D Series
D2 Series

March 4-15
320DL from CXL
• New Cat C6.6 engine from Xuzhou, China

– Similar performance than Cat C6.4
– Similar Fuel consumption than Cat C6.4
– Similar fuel injection system
• Improved filtration system

– Improved reliability

March 4-15
Improved fuel filtration system
800,000,000 400,000 2,000 1
4μm particles 4μm particles 4μm particles 4μm particles
β ratio = 153 β ratio = 2000 β ratio = 2000 β ratio = 2000
TANK
122,400,000,000 Cat C6.6 (Vista)
4μm particles
Cat C6.4
β ratio = 2 β ratio = 75 β ratio = 75 β ratio = 2000
61,200,000,000 816,000,000 10,880,000

4μm particles 4μm particles 4μm particles

March 4-15
Trade dress change (312 - 349)
Current 320D Styling New 320D Styling

March 4-15
EXPANDING YOUR EXPERTISE
• Select the right model
• Configure to win
• Identify best practices for key applications

March 4-15
How to select the right model/configuration?
Understand the application

March 4-15
WW HEX Application Profile
Truck Loading Digging/Trenching Travelling Leveling Lifting Idling
SMALL 29% 11% 13% 19% 9% 20%
MEDIUM 41% 26% 8% 4% 6% 16%
LARGE 53% 23% 7% 1% 5% 11%

March 4-15
Other applications
Rip & Load Block handling Demolition
Machine: Caterpillar 340DL Machine: Caterpillar 385BL

Location: South Africa Location: UAE
Hammering
Ditch cleaning
Machine: Caterpillar 325DL Machine: Modified Cat 320DL Machine: Caterpillar 330C UHD
Location: Saudi Location: Western Africa Location: Belgium

March 4-15
Model selection process
Application Work tool Minimum machine

requirements

March 4-15
Model selection process
• Owning and Operating cost

• Physical machine size – Legal requirements
• Features
• Truck pass match
• Competitive environment
• Availability - Resale value
• …

March 4-15
From application to work tool
Step#1
Estimate cycle time
Step#2
Calculate effective cycles per hour
Step#3
Calculate bucket size
Step#4
Select the model

March 4-15
Cycle time estimating chart

March 4-15
Bucket payload from PHB

March 4-15
349DL Bucket Matching Guide from Specalog

March 4-15
Model selection – Rule of thumb
Production required Estimated HEX weight


350 t/hr ????

March 4-15
Model selection – Rule of thumb
Production required Estimated HEX weight

 x0.1 
350 t/hr 35 t

March 4-15
Case study
From: mb@contractors.com
To: salemore@dealer.cat.com
Cc:
Date: 01/01/2013 12:50 PM
Subject: Re: Transport equipment
Dear Salemore,
We finally win the bid. The new D10 is already on site preparing the area.
We need one more HEX to reach the required project deadline.
Would appreciate to receive your proposal at the latest today.
Regards
Mark Bridgestone

March 4-15
Case study - Task
• Work in your team.
• Each team to ask questions to customer during 10 min
• Answer will be written by each team on flip chart.
• Which excavator should we propose?

• What would be a good alternate choice knowing that we compete
against a Komatsu PC400?
• The spokesman of each team then describes the solution in front of

the team.
10min Q&A / 10 min preparation / 10 min presentation per team.

March 4-15
Case study - Answer
INFO TO ASK TO THE CUSTOMER
INFO TO FIND IN PHB OR SPECALOG
CALCULATIONS
STEP 1 - Estimate the cycle time

Loading technique=Bench loading 90 Bench loading 90
Estimated cycle time [PHB/Excavators/Cycle time estimating charts] 20 sec
Theoritical Number of cycle per hour=3600/20 180 cycles/hrs
STEP 2 - Calculate effective cycle time per hour

Operator skill/Efficiency 90%
Machine availability 95%
General Operational efficiency 83%
Actual Number of cycle per hour=180 x 0.9 x 0.95 x 0.83 127 cycles/hrs
STEP 3 - Calculate required bucket capacity

Hourly production required 280 lcm/hr
Material type Sandy Clay
Bucket fill factor [PHB/Excavator/Working weights (bucket & payload)] 100%
Volume to be move per cycle=(Required production lcm/nb of cycle) 2.20 m3

Bucket size=Volume to be move/fill factor 2.20 m3
STEP 4 - Select the model

Material density 1600 kg/m3
Right model 336

March 4-15
Configure to Win
Matching Boom, Stick, Bucket & Attachments to Specific Job

Requirements Maximizes Productivity
STICK BOOM
BUCKET

March 4-15
Boom and stick selection
TYPE AVANTAGES USAGE
More Durable
Thicker plate Severe applications
Less sensitive to misapplication
“MASS”
More Production Optimize productivity
Higher digging force
Higher payload
More versatile When a given reach digging

“REACH” Longer reach/digging depth depth is required

March 4-15
Mass versus Reach (Lane 1) – Digging force
STICK force* REACH MASS MASS vs. REACH
329DL 155 kN 167 kN +8%
336DL 158 kN 180 kN +14%
349DL 201 kN 240 kN +19%
BUCKET
FORCE
BUCKET force* REACH MASS MASS vs. REACH
329DL 168 kN 185 kN +10%
STICK
FORCE 336DL 176 kN 218 kN +24%
349DL 263 kN 297 kN +13%
(*) bucket tip radius varies depending of the configuration

March 4-15
Mass versus Reach (Lane 1) – Payload
Max payload REACH MASS MASS vs. REACH

329DL 4539 kg 5288 kg +17%
336DL 4723 kg 5511 kg +17%
349DL 6520 kg 7480 kg +15%

March 4-15
Lane 1 configurations
STICK force* REACH MASS
DCA1
320DL Akashi N/A
5.7m boom / 2.9m stick
DCA1 DCA2
329DL Akashi
6.15m boom / 2.65m stick 5.55m boom/2.5m stick
DCA6 DCA8
336DL Aurora
DCA1 DCA2
340DL CXL
DCA2 DCA1
349DL Aurora
6.9 m boom/3.4m stick 6.55m boom/2.5m stick
DCA1
374DL Gosselies Lane 2
7.0 m boom/2.6m stick
DCA1
390DL Gosselies Lane 2
7.25 m boom/2.9m stick

March 4-15
FOPS cab
Falling Object Protective Structure
ISO10262

March 4-15
ROPS cab not offered in AME
Roll Over Protective Structure
ISO12117
Non-ROPS – LRC ROPS – Australia, Turkey

March 4-15
Impact of bucket GET on performance

March 4-15
Bucket size is critical
• Longer cycle time, lower productivity

• Excessive fuel consumption
• Lower boom & stick life
• Stability issue

March 4-15
Bucket quiz
5110B BUCKET A BUCKET B
+ OR
7.6 m3 9.7 m3
From performance report TEXR0372

March 4-15
Criteria to be used for bucket selection
• Stability
• Impact on structure life

March 4-15
Bucket selection - Case study
• A customer is owning a 336DL equipped with the ME boom and 2.5m stick. He is
usually working in a wide range of application loading material with a density going
from 1.5 to 1.8t/m3. He would like to know if he could work with a quick coupler
(weight=800 kg) and a 2.2m3 (weight=2200 kg). What would be your
recommendations?

March 4-15
Case study - Answer
• Max payload including bucket= 5511 kg

• Total weight of bucket and QC = 2200 + 800 = 3000 kg
• Max payload excluding bucket= 5511 – 3000 = 2511 kg
• Max material density (assuming fill factor 100%)

= 2511/2.2 = 1141 kg/m3
Bucket is too large

March 4-15
Bushing
Tracks selection Link
Pin
Whenever possible, use the narrowest shoes available
U/C System Wear & Structural Life Factors

Machine productivity factors
Shoe Shoe Pin & Bushing Link & Rollers

Flotation Traction Maneuverability
W.L S.L. W.L & S.L. W.L. & S.L.
Wider Shoe ++ same -- same -- -- -
Less Grousers same + - N/A -- - same
W.L. = Wear Life, S.L. = Structural Life

March 4-15
Selection of Auxiliary circuit
• • Quick coupler circuit

Shears
• • Combined circuit (2 ways)

Hammer
• • Hammer circuit (1 way)

Grapple
• • Combined & MP circuit

Coupler

March 4-15
WW HEX Application Profile
Truck Loading Digging/Trenching Travelling Leveling Lifting Idling
SMALL 29% 11% 13% 19% 9% 20%
MEDIUM 41% 26% 8% 4% 6% 16%
LARGE 53% 23% 7% 1% 5% 11%

March 4-15
Digging position
Most stable
Dig
• Dig over the front
• Dump over the side
Dump Dump
• For ditch cleaning configuration ?

Most stable

March 4-15
Proper Digging Range
• 35º-45º out from vertical to the vertical position
• Bucket should be loaded by vertical position
45º

March 4-15
Digging Techniques
• Dig from top down

• Remove material in layers

March 4-15
Digging techniques

March 4-15
Digging techniques
3 2 1

March 4-15
Truck loading tips
• Bench height shouldn’t exceed stick length

• Side rail body truck below boom/stick hinge pin
Stick Length

March 4-15
March 4-15
March 4-15
Truck loading tips
• Operator efficiency reduced

• HEX must move
3 4 5 6 7 8
Number
of passes
• Require too many trucks

• Truck exchange time negatively impact production

March 4-15
March 4-15
Truck pass match – Case study
• 336DL equipped with a 2,2 m3 bucket
• Calculate the number of passes to load the 725 with a material

density of 1.2 t/m3. Is it a good pass match?
• Calculate the number of passes to load the 725 with a material

density of 1.8 t/m3. Is it a good pass match?

March 4-15
Truck pass match – Case study results
• CSG: 725 payload=23.6t, capacity=14.3m3
• d < (23.6/14.3)=1.65 -> limited by capacity
• d > (23.6/14.3)=1.65 -> limited by payload
• d = 1.2t/m3 -> limited by capacity

• Number of passes=14.3/2.2=7 passes
• d = 1.8t/m3 -> limited by payload

• Number of passes=23.6/(2.2*1.8)=6 passes

March 4-15
Hammer Tips

March 4-15
Hammer tips

March 4-15
Hammer Tips
Do not strike more than

XX
15 seconds in one spot

March 4-15
Hammer Tips
Keep the hammer at 90º

angle to the material

March 4-15
Hammer Tips
Stop hammer before

the material collapses

March 4-15
Hammer Tips
Do not bend the tool

while striking

March 4-15
SELLING AGAINST COMPETITION
• Know Cat features and benefits
• 318D2 an alternative to compete in 20t size class
• Walk around activity

March 4-15
What does customer value?
Is different by customer and what they do…
Productivity? Dealer relationship?

Service Resp. Time?
Resale value?
Initial price?
Parts availability?
Proximity of dealer?
Rental Availability?
Trust?
Uptime?
Superior Fuel Economy? Financial Options?
Comfort? Easy to service?
Salesperson Knowledge? Used Equipment?

March 4-15
Cat excavators strengths
• Performance
• Durability / Resale value
• Safety
• Operating costs

March 4-15
Hydraulic return filter cartridge – from 320
UNIQUE!

March 4-15
Pressure and S.O.S taps – All models
UNIQUE!

March 4-15
Electric wiring – All models
UNIQUE!

March 4-15
Stress relieving process – from 324

March 4-15
Electric Regeneration valve principle – 349, 374, 390
Flow Less Energy Less Fuel

- +
Reduce pump Reduce

displacement engine speed
Energy wasted

March 4-15
Positive track Pin Retention (PPR2) – 349, 374, 390

March 4-15
Gain and response map – 374, 390
GAIN RESPONSE
Cylinder Speed
Cylinder Speed
Quick
Speedy Normal
Soft
Smooth
Time after operation

Lever stroke

March 4-15
Some results available
Machine Against HITACHI Against KOMATSU Against VOLVO OTHER
DOOSAN DH225-7
ZX210LC-3 PC210LC-8 (HEJH3824)
320DL No Results available
(HEJH3799) (HEJH3800) HYUNDAI R210
No media published
MEDIUM SIZE
TRACK PC220LC-8 EC290BLC DOOSAN DX300LC
EXCAVATORS (TEJB9320) No media published No media published
PC300LC-7
329DL No Results available No Results available
HEJH3966
ZX350LC-3 PC300LC-7 EO EC360BLC SANY SY365-8

336DL
(TEJB9304) (TEJB9270) (TEXR0560) (TEXR0560)
PC400LC-8 EC460BLC
(TEXR0563) (TEJB9690)
JD450DLC PC400LC-7 EC460BLC

345DL
(TEJB9451) (TEJB9448) (TEJB9450)
LARGE SIZE
TRACK JD650LC PC600LC-8
No Results available
EXCAVATORS (TEJB9545) (TEJB9545)
374DL
ZX870LCH-3 PC800SE-7
No Results available
(TEXR0536) (TEJB9546)
390DL No Results available No Results available -
https://cmic.cat.com/

March 4-15
318D2 alternative
Hyundai R220LC-9 Cat 320DL Cat 318D2L
Operating weight (t) 21.9 21.5 17.6

Specifications
Net Engine power (ISO9249) 107 103 82
Boom (m) 5.7 5.7 5.1

Configuration Stick (m) 2.9 2.9 2.6
Bucket size (m3) 0.92-1.3 1.19 0.91

Max. reach (m) 9.98 10.02 8.78
Payload (kg) N/A 2970 2280
Lifting front @ (6m, 0) w/o bucket 7260 6950 4800
Performance
Lifting side @ (4.5m, 0) w/o bucket 6860 6300 4350
Productivity index 96 100 80
Fuel consumption index 107 100 92

March 4-15
Hammer matching guide
H115Es H120Es H130Es

(1140 kg) (1680 kg) (1900 kg)
320DL 5.7m HD boom 2.9m HD boom 360° 360° 360°
318D2 L 5.1m boom 2.6m boom 360° 360°

March 4-15
Walkaround Exercise
• Split in 4 teams
– Team 1: Hydraulic
– Team 2: Structure & Undercarriage
– Team 3: Engine & Cooling
– Team 4: Operator station and Electrical
• Use the competitive guide and what you have learnt
• 10 minutes to prepare
• 5 minutes to do a walkaround on your topic

March 4-15
Thank you!
Sales Campus 2013 – Malaga HEX-Advanced

March 4-15

HEX Advanced Class

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Sales Campus 2013 – Malaga HEX-Advanced

• Expanding your expertise

• Selling against competition

Sales Campus 2013 – Malaga HEX - Advanced

You must take notes

Sales Campus 2013 – Malaga HEX - Advanced

• 312D2 and 318D2

• 320DL with C6.6 from Xuzhou, China

• Trade dress change

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

Cat 3054C engine:

312D2 Net power (ISO9249) – 67 kW

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

• New Cat C6.6 engine from Xuzhou, China

• Improved filtration system

Sales Campus 2013 – Malaga HEX - Advanced

β ratio = 2 β ratio = 75 β ratio = 75 β ratio = 2000

61,200,000,000 816,000,000 10,880,000

Sales Campus 2013 – Malaga HEX - Advanced

Current 320D Styling New 320D Styling

Sales Campus 2013 – Malaga HEX - Advanced

• Select the right model

• Identify best practices for key applications

Sales Campus 2013 – Malaga HEX - Advanced

Understand the application

Sales Campus 2013 – Malaga HEX - Advanced

SMALL 29% 11% 13% 19% 9% 20%

MEDIUM 41% 26% 8% 4% 6% 16%

LARGE 53% 23% 7% 1% 5% 11%

Sales Campus 2013 – Malaga HEX - Advanced

Machine: Caterpillar 340DL Machine: Caterpillar 385BL

Sales Campus 2013 – Malaga HEX - Advanced

Application Work tool Minimum machine

Sales Campus 2013 – Malaga HEX - Advanced

• Owning and Operating cost

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

Production required Estimated HEX weight

Sales Campus 2013 – Malaga HEX - Advanced

Production required Estimated HEX weight

Sales Campus 2013 – Malaga HEX - Advanced

Sales Campus 2013 – Malaga HEX - Advanced

• Which excavator should we propose?

• The spokesman of each team then describes the solution in front of

10min Q&A / 10 min preparation / 10 min presentation per team.

Sales Campus 2013 – Malaga HEX - Advanced

INFO TO FIND IN PHB OR SPECALOG

STEP 1 - Estimate the cycle time

Theoritical Number of cycle per hour=3600/20 180 cycles/hrs

STEP 2 - Calculate effective cycle time per hour

STEP 3 - Calculate required bucket capacity

Volume to be move per cycle=(Required production lcm/nb of cycle) 2.20 m3

STEP 4 - Select the model

Sales Campus 2013 – Malaga HEX - Advanced

Matching Boom, Stick, Bucket & Attachments to Specific Job

Sales Campus 2013 – Malaga HEX - Advanced

More versatile When a given reach digging

Sales Campus 2013 – Malaga HEX - Advanced