Competitive Selling Guide by CATERPILLAR

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Competitive Selling Guide by CATERPILLAR

Dear reader,

This selling guide is our first attempt to summarize all information we think is critical to know on Cat and competitive products. The goal is to have one single
document that each Sales person can quickly refer to when in need of key facts and data. We have tried to make this booklet as easy to use as possible and,
when information is available, have systematically structured it around four key chapters, consistent across all product families:

1. Cat models vs. competitive graphical positioning
2. Key specifications comparison: Cat models vs. competition - includes productivity tests results
3. Description of Cat key features and associated benefits
4. Key arguments used by competition and what can be answered

Most of the data has been collected during investigations on competitors‟ machine and/or extracted from commercial brochures. The information is to the best
of our knowledge but may include inaccuracies created by the need to summarize the data.

We aim at yearly updating and improving this guide with new facts and figures. If you have any information that you would like to share or any suggestions on
how to improve this booklet, please let us know at Claret_Jerome@cat.com.

Wishing you great sales!

EAME Global Construction and Infrastructure
Product Application Team

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