CONSTRUCTION INDUSTRIES

Cat® Ground Engaging Tools (GET)

Customer Value Agreements (CVAs) Quick-Start Guide

Your Go-To Guide for Developing, Marketing

and Selling GET CVAs at Your Dealership

Version 1.0: June 2022

For Caterpillar and Cat Dealers Only. Caterpillar Confidential: Yellow
Introducing Cat® Ground Engaging Tools (GET) Value to Your Customers

Your customers‘ GET choice can impact machine performance by up to 20%. Relying on the full
lineup of Cat GET products and your dealership's expert support, customers are benefiting from
increased wear life, reduced downtime and longer tip life.

Use these programs and examples to inspire your dealership in positioning, marketing and selling
GET to your customers. These trusted strategies have quickly produced winning results for
customers and dealers alike.

GET Conversion Strategies and Examples

Cat® AdvansysTM Conversion Program

The Cat Advansys GET System offers simple tip installation and removal, increased Conversion Success
durability and wear life, and self-sharpening design. The Advansys Conversion Program A fleet of 15 Cat wheel loaders with a $100,000 GET opportunity was converted
provides funding for a new Advansys Base Edge Assembly that enables other OEM after a dealer reviewed the customer's operations and Bucket Pro inspection
buckets to use Advansys tips. results, and recommended a trial of the K Series tips. At the end of the trial period,
the wear indicated that the extra life of the K Series tip resulted in the lowest cost
GET Adaptor Kit Offers per hour compared to the previous tips.
Your dealership can create other offers like the Advansys Conversion Program to
discount adapters so new customers can use Cat GET tips. Consider offering an
adapter during a bucket update or recondition and introduce the GET CVA.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 2

Introducing Cat® Ground Engaging Tools (GET) Value to Your Customers (continued)

Buy 1 / Get 1 Tip Performance Trial Program

If your customer's bucket already has the correct base edge and adapters to support GET Conversion Success
Cat GET tips, consider giving a set of tips with the customer's purchase of a set. Work A large job site with 20 320 excavators required a GET management solution that
with your customer to demonstrate the advantage Cat GET tips have on productivity would not only consider price, but meet the customer’s availability demands.
gains and fuel savings. The dealer created a CVA with a just-in-time inventory plan including some on-site
consignment inventory, flat-rate pricing including transportation costs, and
Planned Maintenance (PM) CVA Renewal with GET Offer dedicated stocking levels at the branch store. This custom solution, in addition to
Add GET to your customer's PM CVA renewal. In China, a discount program on tips the standard GET CVA benefits of Bucket Pro and Technical Analysis (TA1) visual
is available to customers who maintain their PM CVA. A similar program in Japan inspections, helped the dealer win the contract with the customer.
provides a $100 GET discount to customers who purchase a PM CVA. These strategies
expand the CVA to include planned maintenance as well as GET parts.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 3

Demonstrate Value Using Bucket Pro and the Cat Wear Management System

Bucket Pro and the Cat Wear Management System (CWMS) are critical to delivering
and executing the GET CVA. These tools help establish GET performance and illustrate The Bucket Pro and Wear Management System
Cat GET value with your customers. provides real-time data on GET performance and
expected life that helps your dealership:
Bucket Pro is the application used for inspections and wear analysis. With Bucket Pro, • Plan maintenance
your dealership can help customers understand wear rates and proactively manage tip
• Manage inventory
changes and bucket reconditions.
• Identify best customer solutions
Level 1 CVA • Confidently share CPT
Do-it-Myself (DIM) customers can self-inspect the bucket, which is an affordable option
for small customers. Encourage your Level 1 CVA customers to provide timely inspections Download the latest version of the CWMS App
so you can help them optimize tip selections and identify the best time for changeovers. via Play Store / Apple Store. The App includes
detailed instructions and how-tos under the
tutorials tab. If you have any questions or need
Level 2 and Level 3 CVA
help, please contact your local Wear Parts
Your dealership’s service technicians or PSSR can execute planned Bucket Pro Application Support Consultant (ASC).
inspections to manage tip usage and bucket life cycles. Share Bucket Pro reports
and any recommendations for GET optimization with your customer after inspection.
With frequent inspections, a wear rate can be quantified to support improved
forecasting of inventory needs and create some predictability to the cost of CVAs.

Wear Management System

The Wear Management System enables your dealership to easily track and communicate
GET lifecycle costs for your customers equipment, including CPT/CPH performance.
The application is illustrative and intuitive to use. Color-prioritized inspection reports alert
your customer to required actions. These instant, on-site reports include percent worn,
future changeout dates and average life of all GET components.

3D scanning accurately and visually reflects percent worn and is integrated into
customer reports. This allows your dealership to provide a thorough wear management
service including other OEM components.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 4

Introducing Component CVAs

Component CVA Strategy

Component CVAs deliver customer value through dealer services and expertise that customers WHY WEAR PARTS?
cannot achieve on their own or through competitive service organizations. Build and promote Wear parts have significant impact
Component CVAs to target specific opportunities at key points in the equipment lifecycle. on machine productivity and customer
profitability, but selecting the right
Develop these offerings for wear parts (bucket/GET, hydraulic hose & couplings (H&C) and configurations and managing them
undercarriage) to complement your powertrain maintenance programs. Also, keep in mind to optimize performance through
that assessing your customers’ strategies and challenges will reveal other parts and services the lifecycle can be complicated.
opportunities—batteries, grease, minor repairs and many more—helping you capture more Component CVAs for wear parts
incremental parts and labor revenue. allow dealers to manage this complex
process for the customer to deliver
their desired and required outcomes.
WHY COMPONENT CVAs?
Construction Industries (CI) covers a wide array of customer segments and
sizes, and customer needs are just as varied. To meet evolving customer
CVAs CHANGE THE WAY
requirements and solve their unique pain points, Caterpillar introduced
DEALERS SELL WEAR PARTS
Component CVAs, which cover single machines and individual components
Dealers are shifting from focusing on
with customizable offerings.
parts and labor to selling a service with
GET, hydraulic H&C and undercarriage
on a Cost per Hour (CPH) or Cost per
Ton (CPT) basis. As wear parts and
equipment management experts, your
dealership is uniquely positioned
to deliver customer value through the
CVA model.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 5

Ground Engaging Tools (GET) CVAs

GET CVA Strategy

GET CVAs offer everything from dealer inventory management for PM/wear parts (Level 1)
to total component management with bucket rebuilds (Level 3). CVA customers benefit
from dealer expertise on wear packages and training to maximize bucket and GET life
and minimize product costs. Align your GET strategy to meet customer needs.

Be Aware of the Four Most Unique and Valuable Aspects of GET CVAs

No Upfront Costs Hassle-Free Operation Convenience Security of Dealer Support

Customer pays only for the tons Right parts at the right time, Dealer-managed Bucket Pro May include bucket system optimization,
produced or the parts consumed. plus service instructions and training, inspections, on-site inventory, tracking, repair, rebuild and operator training advice
or dealer labor (optional). planning, logistics and execution. from dealer product experts.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 6

GET CVA Program Details

GET CVA Key Program Details Optimal Target and Offering

• Minimum one-year agreements Large Quarries—CVAs for buckets and GET on a CPT basis as a wear management solution
• Offered at Point of Sale (POS) and in the aftermarket Heavy Construction customers with large-scale projects—Consignment services
•C PT or CPH based on consumption for CI customers who are in routine applications Smaller, Do-it-Myself customers—Simple tip replacement programs
with known wear rates
• Ideal for fleets of wheel loaders, excavators and other support machines including
graders and compactors
• Enabled by strategically timed Bucket Pro inspections
•S  upported by dealer Wear Parts Specialist expertise for optimal GET and asset
use optimization
• I nventory management by dealer for maximum machine uptime

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 7

GET CVA Program Details (continued)

STANDARD EXPECTATIONS

Flexible Payment Options Bucket Refurbishment and Line-Boring Services require a machine shop level of
• Pay per Consumption includes quantity-based individual quote provided technical expertise. These extensive bucket repairs are covered by the Level 3
with vendor managed inventory billed monthly. CVA and typically take a bucket out of service for an extended time. Loaner/rental
• Cost per Hour or Ton results in predictable cost and cash flow. buckets are value drivers in these cases.
• Consignment services provides on-site inventory for fast access with minimal
downtime in case of unexpected tip changes. Work with your Caterpillar The Parts Availability Services Commitment applies to GET Level 2 and Level 3 CVAs if
Aftermarket Services Representative (ASR) to identify the possible availability offered by your dealership. If not available, work with your ASR to consider local options.
of support programs for consignment-based GET CVAs. Logistics support can
include consignment inventories to be placed at a job site or at the closest Dealer Expertise Regarding Tip Selection and Optimization is available in Level 2
dealer branch. and Level 3 CVAs and optional for the Level 1 CVA. Dealers offer expertise in suggesting
match of GET-to-application, deliver wear kits to the project site, and predict GET
GET Tips Replacement can be done by the customer (Level 1) or by the dealer changeouts and bucket rebuilds to plan down time and optimize performance.
(Levels 2 and 3). This CVA is most cost effective when combined with a PM event
so that tip replacement can be done during a service trip. Dealer Labor is optional for Level 1 CVAs and standard for Level 2 and 3 CVAs.
Whether GET replacement and repairs are completed by the dealer or customer
GET Base Edges and Adapter Replacement Services require a complex set of technicians, the CVA enables the most efficient changes through proper tooling,
technical capabilities and level of service. The dealership performs these services training and self-service literature.
as part of the Level 2 and Level 3 CVAs. This service may require an extended
down-time for the bucket. Your dealership can add value to the CVA by providing Bucket Pro Inspections are either performed by the customer (Level 1: visual
loaner/rental buckets. inspection) or the dealer (Levels 2 and 3: technical inspection). Technical inspections
quantify product performance including percent worn, and remaining and projected life.

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 8

Ground Engaging Tools (GET) CVAs

LEVEL 1 LEVEL 2 LEVEL 3

GET LIFECYCLE MANAGEMENT (DO-IT-MYSELF (DIM); GET ONLY) (DO-IT-WITH-ME (DIWM); GET ONLY) (DO-IT-FOR-ME (DIFM); BUCKET/GET)

Value Promise CONVENIENCE PERFORMANCE CONFIDENCE

Terms 1 YEAR 1 - 3 YEARS 3 - 5 YEARS
Pay-Per-Consumption 3 3 3
Hassle-Free
Ownership Cost per Ton (CPT) and/or Cost per Hour (CPH) Optional

Consignment Services Optional Optional

Dealer provides customer with instructions

Tip Replacement
for DIM tip replacement 3 3
Hassle-Free
Maintenance Adapters and Base Edge Replacement 3 3
Bucket Refurbishment and Line-Boring Services 3

Services Commitment: Parts Availability 3 3

Security of
Expert Dealer Tip Selection and Optimization Optional 3 3
Support
Dealer Labor Optional 3 3
Peace of
Mind from Customer-Performed Bucket Pro Inspections 3
Equipment
Health Dealer-Performed Bucket Pro
Management Inspections & Advice 3 3

Cat® Ground Engaging Tools (GET) CVA Quick-Start Guide n Page 9

Resources

Visit Cat Parts Expert to Use Bucket Pro for GET CVA
Find GET Parts Learn how you and your customers can
Use the online catalog and use Bucket Pro and the associated Wear
visual guide to find GET Management System to easily track GET
parts for Wheel Loaders, wear and lifecycle costs.
Dozers, Track-Type Tractors
and Motor Graders.

Download the “CWMS” App (Cat Wear Management

Access a Host of Tools on System) via Play Store or App Store.
CatDealer.com/CVA
Visit CatDealer.com/CVA to
access a variety of tools and
resources you can use to
implement your CVA program
and communicate the value
to your customers. Learn All You Can About GET
Systems and Components
Visit the GET section of CatDealer.com
to learn about the wide array of
performance-built GET solutions and
support tools.

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