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Who is Caterpillar?. World’s leading manufacturer of construction & mining equipment; diesel & natural gas engines; and industrial gas turbines. Provider of financing, insurance, leasing, counter-trade and logistics. Cat Dealers Cat Business Units.

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who is caterpillar
Who is Caterpillar?
  • World’s leading manufacturer of construction & mining equipment; diesel & natural gas engines; and industrial gas turbines.
  • Provider of financing, insurance, leasing, counter-trade and logistics
  • Cat Dealers
  • Cat Business Units
  • $20.15B sales in 2002, $5.2B exported from the U.S.
  • Expect sales growth to $30B by the end of the decade
who is caterpillar2
Who is Caterpillar?
  • Employs 68,990 Worldwide
  • Manufacturing facilities in 21 countries.
  • Cat Dealers
  • Cat Business Units
  • Marketing headquarters in 11 countries.
  • Distributions Centers in 19 countries.
our dealers
Our Dealers…
  • Products distributed around the globe by independent dealer network
  • 90,000 people dedicated to the customer
  • 60 Dealers in the US and over 150 outside
    • 1840 branches / 1100 Rental Stores
  • Cat Dealers
  • Cat Business Units
work tools services
Work Tools & Services
  • Our aim is to be the leader in providing work tools and related services that enhance Caterpillar machine performance.
  • Manufacture tools for construction, mining and forestry equipment.
  • Over 2,500 end items sold in 2002.
  • Employ 450 in three facilities.
slide5

High Sales $

Medium Sales $

Low Sales $

Finning

Toromont

Toromont

Kramer

Toromont

Hewitt

NC Machinery

Atlantic

NC Machinery

Halton

Tractor & Equipment

Western States

Southworth Milton

Butler

Fabco

Western

States

Pape'

Ziegler

Syracuse

Michigan

HO Penn

Wyoming

Cleveland

Peterson

Foley

Patten

Ohio

Beckwith

Nebraska

G & R

MacAllister

Holt of

Ohio

Cashman

Alban

Holt of Cal

Altorfer

Wheeler

Walker

Martin Tr

Wagner

Dean

Carter

Whayne

Fabick

Quinn

Foley Tr

Shepherd

Greg

Poole

Fabick

Stowers

Carolina

Thompson

Mchry

Johnson

Blanchard

Empire

JA Riggs

Rust

Yancey

Warren Cat

Thompson

Tractor

Carlton

Hawthorne

Louisiana

Puckett

Ring

Power

Mustang

Ringhaver

Holt of

Texas

Kelly

Customer Overview

(Dealers)

Our Demand

slide6

Customer buying criteria…

3). Cost

2). Quality

…Availability

…Availability

1). Availability

slide7

Today

  • Customers hold limited inventory
  • Make-to-Stock Products
    • Order to ship in 0–5 days
  • Make-to-Order Products
    • Order to ship in 3-5 weeks

Customer availability expectations…

1998

  • Customers held 2 to 3 months
    • of Work Tool inventory
  • Make-to-Stock Products
    • Order to ship in 3–4 weeks
  • Make-to-Order Products
    • Order to ship in 7-8 weeks
slide8

1998

Today

  • Dealers hold limited inventory
  • Make-to-Stock Products
    • Order to ship in 0–5 days
  • Make-to-Order Products
    • Order to ship in 3-4 weeks
  • Dealers held 2 to 3 months
    • inventory
  • Make-to-Stock Products
    • Order to ship in 3–4 weeks
  • Make-to-Order Products
    • Order to ship in 7-8 weeks

Customer availability expectations have changed…

Why?

Work Tool choices have increased 50% since ‘98

Dealers are not willing to invest in inventory for

fear of obsolescence

Competition is tough…others are providing quick

availability.

slide9

External

Internal

Our Challenge….

Create a Supply Chain that

1). Meets Dealer / Customer availability expectations

2). Meets Dealer / Customer price & quality expectations

3). Meets increasing expectations of inventory turnover

4). Meets our financial expectations…margin & profit

slide10

Europe: 5%

Sweden: 1.5%

Japan: 1%

U.K.: 6.5%

Indonesia: 1%

85% of Supply is

from North America

Product Supply

Overview

Canada: 13%

U.S.: 52%

Mexico: 20%

Over 2500 End Items Sold in 2002

slide11

High Sales $

Medium Sales $

Low Sales $

Finning

Toromont

Toromont

Kramer

Toromont

Hewitt

NC Machinery

Atlantic

NC Machinery

Halton

Tractor & Equipment

Western States

Southworth Milton

Butler

Fabco

Western

States

Pape'

Ziegler

Syracuse

Michigan

HO Penn

Wyoming

Cleveland

Peterson

Foley

Patten

Ohio

Beckwith

Nebraska

G & R

MacAllister

Holt of

Ohio

Cashman

Alban

Holt of Cal

Altorfer

Wheeler

Walker

Martin Tr

Wagner

Dean

Carter

Whayne

Fabick

Quinn

Foley Tr

Shepherd

Greg

Poole

Fabick

Stowers

Carolina

Thompson

Mchry

Johnson

Blanchard

Empire

JA Riggs

Rust

Yancey

Warren Cat

Thompson

Tractor

Carlton

Hawthorne

Louisiana

Puckett

Ring

Power

Mustang

Ringhaver

Holt of

Texas

Kelly

  • 3 Mfg Facilities
  • 2 Partners
  • 6 Key Suppliers
  • 3 Distribution Centers

Product Supply vs. Demand

slide12

The “speed” of replenishment

is critical for meeting

Customer “demand” while

minimizing Inventory

investment.

Component Supply

200 Suppliers

8500 Part Numbers

Quebec

Kansas

Florida

slide13

Understanding Our Customer’s “Demand” for Products

  • 1). 18 Month Sales Plan
    • 19 Product Families
  • 2). Supply Plan

Do we have capacity

to supply?

Determine Forecast Split

Make-to-Stock (MTS) vs. Make-to-Order (MTO)

Schedule Products per

the “new” Supply Plan

Commit to:

1). Ordering Products &

Materials

2). Manufacturing Products

slide14

Caterpillar Confidential: Yellow

Forecast provided by

Dealers & Reps.

2003 Forecast

110

slide16

External

Internal

How are we doing?

Our Challenge….

Create a Supply Chain that

1). Meets Dealer / Customer availability expectations

2). Meets Dealer / Customer price & quality expectations

3). Meets increasing expectations of inventory turnover

4). Meets our financial expectations…margin & profit

slide17

Key Elements of an effective Supply Chain

Understanding the “playing field”

What makes the customer tick?

What Products, What Lead Times, What Price

What is the competition offering?

Sales & Operations Planning Process

Drives Capacity Planning

Facilities, People, Supplier Commitments

Essential for achieving

Acceptable Lead Times

Acceptable Levels of Inventory