1 / 66

Competition

Competition. COMPETITION- SKID LOADERS. Bobcat as Competition. “Bobcat” Perceived as Low Price Weak Specifications Poor Performance Focused Sales Organization Full Line of Attachments. Bobcat Strengths:. Bobcat Name Excellent Market Share Range of Machines Dealer Network

lea
Télécharger la présentation

Competition

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Competition

  2. COMPETITION- SKID LOADERS

  3. Bobcat as Competition • “Bobcat” • Perceived as Low Price • Weak Specifications • Poor Performance • Focused Sales Organization • Full Line of Attachments

  4. Bobcat Strengths: • Bobcat Name • Excellent Market Share • Range of Machines • Dealer Network • Low List Prices • Competitive Retail Finance Programs

  5. Bobcat Weaknesses • Sales Staff • Not Operator Friendly • Light Construction • Underpowered • Good demos will amplify their weaknesses. • Belt Drive

  6. How to Sell Against Bobcat • Point out the “FREE” options • Control Patterns • Nitro-Coated Cylinder Rods • Hydraulic Self-Leveling • Tier II ROPS • Higher Productivity • T-Bar Control • Superior Operator Comfort • Ease of Operation • ROPS Cab • Competitive Initial Investment • Lower Operating Cost • Lower Aftermarket Parts Pricing • Lower Labor Rates @ Gehl Dealer • Proximity of Gehl Dealer • Ease of Service

  7. Model Match-ups – Bobcat - Gehl

  8. Gehl 3640 vs. Bobcat S100 • Gehl 35 H.P. (26 kW) vs. Bobcat 33.5 H.P. (25 kW)– Advantage Gehl • Gehl 8.5 gal. (32 L) hydraulic reservoir vs. Bobcat 3.5 gal. (13 L) – oil cycling intervals – Advantage Gehl • Operating Weight – both can be pulled by smaller truck (373 kg) vehicle – no advantage • Gehl direct drive vs. Bobcat belt drive– Advantage Gehl

  9. Gehl 4240E vs. Bobcat S-130 • Gehl 46 HP (34 kW) vs. Bobcat 46 HP (34 kW)– Advantage Gehl – same HP, but more compact chassis and less overall weight for higher performance • Gehl 1,350 lb. (612 kg) Lift capacity vs. Bobcat 1,300 lb. (590 kg) -plus Gehl has optional 100 lb. (45 kg) counterweight option – Advantage Gehl • Machine width over tires: Gehl 52.5” (1350 mm) vs. Bobcat 58.7” (1490 mm), and length - Gehl (2950 mm) vs. Bobcat (3150 mm) – Unit can be used in tighter areas, smaller, narrow applications – Advantage Gehl

  10. Gehl 4240E vs. Bobcat S-130

  11. Gehl 4240E vs. Bobcat S-130

  12. Gehl 4640E vs. Bobcat S-160/S-175 • Breakout force: Gehl 5,000 lbs. (22.54 kN) vs. Bobcat 3,600 lbs. (16.01 kN) & 3,240 lbs. (13.41 kN) – Advantage Gehl • Axle Torque: Gehl 5,800 lbs. (7864 N-m) vs. Bobcat 4,900 lbs. (6644 N-m) & 4,900 lbs. (6644 N-m): a 900 lb. (1200 N-m) power advantage – Advantage Gehl • Aux. pump flow and capacity: Gehl 18.5 gpm(70 L) & 11.5 gal. (44 L) / vs. Bobcat 14.0 gpm(53 L) & 4.8 gal. (18 L) each – Advantage Gehl

  13. Gehl 4640E vs. Bobcat S-160 / S-175

  14. Gehl 4640E vs. Bobcat S-160 / S 175

  15. Gehl 5240 vs. Bobcat S-185 • Breakout Force: Gehl 5,820 lbs. (25.89 kN) vs. Bobcat 3,600 lbs. (16.06 kN). Do the math – Advantage Gehl • Height to Hinge Pin: Gehl 119” (3023 mm) vs. Bobcat 118.2” (3000 mm) (on a vertical lift boom) – Advantage Gehl • Axle Torque: Gehl 6,414 ft. lbs. (8677 N-m) vs. Bobcat 4,700 ft. lbs. (6372 N-m). – Advantage Gehl

  16. Gehl Advantages - Bobcat Weaknesses Compare Gehl 5240E to S185 Gehl Advantages: 1. 1,900 lbs. (709 kg) lift - Bobcat 1,850 lbs. (690 kg) 2. 2,050 lbs. (765 kg) lift w/wt. kit - Bobcat 1,950 lbs. (728 kg) 3. More engine Horsepower - 62 vs. 61 HP (46 vs. 45 kW) 4. Faster ground speed - 8.1 vs. 7.0 mph (13 vs. 11 km/h) 5. Two-speed option – 12.0 vs. 11.1 mph (19.3 vs. 17.8 km/h) 6. Higher Aux. Hyd. flow -19 vs. 16.7 gpm(72 vs. 63 L/min) 7. Shorter length - 126 vs. 130 in. (3200 vs. 3302 mm) 8. Longer wheelbase - 41.5 vs. 40.5 in. (1454 vs. 1029 mm) 9. Optional 12.00 tires (Not Available on S185) 10. Hydraulic leveling– Standard (Optional cost on S185)

  17. Gehl vs. S 205

  18. Gehl vs. S 205

  19. Gehl 5640E vs. Bobcat S-220K • Dump Reach: Gehl 28” (840 mm) vs. Bobcat 21.7” (550 mm) – Advantage - Gehl • Axle Torque: Gehl - 6,414 ft. lbs. (8677 N-m) vs. Bobcat 5,957 ft. lbs. (8077 N-m) – Advantage Gehl • Gehl 19 aux. gpm(72 L) w/18 gal. (68 L) hydraulic reservoir vs. Bobcat 20.7 aux. gpm (75 L) 4.7(18 L) gallon reservoir – or 73.8% less hydraulic oil – Advantage Gehl • Controls: Gehl exclusive T-Bar factory options vs. Bobcat hand/foot or Joystick – Advantage? Advantage - Gehl

  20. Gehl 6640E vs. S-250 Bobcat • Height to Hinge Pin: Gehl 123” (3120 mm) vs. Bobcat 126.4” (3270 mm)– Advantage Bobcat • Gehl 21.5 aux. gpm(81 L) w/ 18 gal. (68 L) reservoir vs. Bobcat 20.7 gpm(75 L) w/ 4.7 gal (18 L) reservoir - 73.8% less hydraulic oil– Advantage Gehl • Self-leveling Bucket: Mustang - Standard vs. Bobcat Optional – Advantage Gehl

  21. Gehl Advantages Compare 6640E to S300 • Competitive Lift Capacity • Higher Engine HP • Faster Ground Speed. • Higher Auxiliary Hydraulic Flow • Greater Reach • Higher Torque • Optional 14.00 tires Available • Standard Hydraulic Leveling

  22. Gehl Advantages - Bobcat Weaknesses

  23. Bobcat Weaknesses vs. Gehl Advantages Bobcat “K” Series Hydraulic fan system that is auto-speed adjustable -still takes power, adds another filter and maintenance, and is NOISY! Acoustic material for lowered noise levels to operator – even with added material, noise is louder than comparable Gehl units – 5240E w/ cab – 81 dba S 185 w/ cab – 82 dba

  24. Bobcat Weaknesses-Gehl Advantages BOBCAT S150-160-175-   • Bobcat Engines – • Low bid engines Kubota- 700 series • S150 - 46 net hp (34 kW) vs. 62 HP • 20%% more hp is very significant in digging machines • S160 is turbo charged for 56 net hp (42 kW) vs. 62 HP • Transverse Engine (must use belt drive) • Alternator and Water Pump on blind side of engine Must remove engine to R&R • Serpentine belt adjustment – 250 hours – Need special tool ($500?) • Is special tool included in quoted price? • Clean radiator and cooler – Dirt falls on engine and battery – Reduces battery life • Bobcat designed for manufacturing ease, not service or maintenance ease • Tilt ROPS – 2 bolts to remove, hangs overhead • More difficult to R&R pumps than rear tilt on Gehl • Must remove engine or remove ROPS and hydraulic tank to R & R Hydraulic components • Cheaper to manufacture with • Single chain tank (pull axles to R&R chains or break chain and use a master link) • No means to adjust chains (pre-stress chains mean pre-worn-out) • Self tapping bolts

  25. Bobcat Weaknesses-Gehl Advantages BOBCAT Series • Hydraulic System • Plastic, non pressurized hydraulic reservoir • Non-pressurized system • Small coolers and radiators •  Loader Frame (conventional loader – S130-150-160 • Loader arms flex in corner loading-fatigue around single dump cylinders • Loader arms are not against the chassis to absorb shock loads ( loader cross member contacts the chassis behind the single dump cylinder, this still allows the arms to flex and crack around the cross member)  • Loader Frame (Vertical lift – S175 – S185 • Most vulnerable tipping point and maximum height at top of lift height • Lift cylinder in rear vs. front on Case which has greater leverage • Long distance from cylinder to bucket causes early fatigue in arms • cracks usually show up after about 800 hours right in front of the cylinder • Loader Frame (conventional loader S110, 130, 150, 160) • Loader arms flex in corner loading-fatigue around single dump cylinders • Loader arms are not against the chassis to absorb shock loads ( loader cross member contacts the chassis behind the single dump cylinder, this still allows the arms to flex and crack around the cross member) • Loader Frame (Vertical lift – (S250- S300) • Most vulnerable tipping point and maximum height at top of lift height

  26. Model Match-ups – Bobcat - Gehl

  27. SELLING GEHL SKID LOADERS AGAINST THE COMPETITION Gehl vs. Cat

  28. Cat as Competition • Caterpillar Recognition • Customer Perception • High Pressure Sales Reps • Cat Attachments • Cat Rental Store

  29. Cat Strengths • Name Recognition • Compact & Construction Sales • Aggressive Dealer Network • Cat Engines (Mitsubishi & Perkins) • Joystick Controls

  30. Cat Weaknesses • “Big Iron” Dealers • Poor Side-By-Side Comparison • Anti-Stall • Expensive Service Rates • Ease of Operation

  31. To Sell Against Cat • Establish Gehl as the heavy-duty, strong, powerful machine. • You can get more done in a day with the Gehl, compare performance specifications. SELL INCREASED PRODUCTIVITY. • Higher productivity with less operating cost. SELL PROFITABILITY • Question Cat aftermarket service costs, repair charges, trucking charges, availability to obtain units when loader is down, distances to Cat sales/service locations. SELL GEHL’S DURABILITY • Explain and show customer operator comfort and advantages of the Gehl ROPS cab, controls. SELL COMFORTABILITY AND SAFETY, REMEMBER, CAT IS DEFINITELY NOT FOR BIGGER-THAN-AVERAGE-SIZE OPERATIONS– MORE COMFORT AND SPACE IN GEHL • Show our fine T-Bar control operation. SELL GEHL’S CUSTOMIZATION!

  32. To Sell Against Cat • Point out the “FREE” options • Control Patterns • Nitro-Coated Cylinder Rods • Hydraulic Self-Leveling • Tier II ROPS • Higher Productivity • T-Bar Control • Superior Operator Comfort • Ease of Operation • ROPS Cab • Lower Initial Investment • Lower Operating Cost • Lower Aftermarket Parts Pricing • Lower Labor Rates @ Gehl Dealer • Proximity of Gehl Dealer

  33. Gehl Advantages-Cat Weaknesses CAT 216/226/236/246 - 228/248 High-Flow Models • Bucket & Loader Arms - Poor visibility to Coupler • Limited visibility during dump and spread operations (Loader Cross Tube) • Loader Stops are at the top of loader cross tube (allows flexing during digging operations) • Bucket & Loader cylinders will collapse during digging • Hydraulics/Hydrostatics • No High-Flow 216/226 • Small Hydraulic Oil Cooler • Hydraulic drive radiator fan • Complex Pilot Operated System • Complex Hose Routing • Small Plastic Hydraulic Reservoir (Good Winter/Bad Summer) • Operators compartment • Difficult to see cutting edge • Very Limited visibility to rear (due to high mounted coolers) • R.H. Lever for Loader Functions • L.H. Lever for Ground Drive Functions • All Pilot Control ++ • No Self Leveling • Engine • 189 cu.in. (3.1 L) @ 2,600 RPM vs. Yanmar or Deutz engines -3.3 L or 2.2 L • Small one-piece Side-by-Side Radiator & Hydraulic Cooler - 1/3 Cap. of Gehl Coolers • 9-gallon plastic reservoir - Smaller - Does not dissipate heat (it is pressurized) • No Automatic belt tensioner • Conventional Water Pump $$$ • Dry Sleeved Engine $$$

  34. Gehl Advantages-Cat Weaknesses CAT 216/226/236/246 - 228/ 248 High-Flow Models • Serviceability • 2 Bolts to remove to tilt ROPS – requires back-up wrench and is difficult to reinstall bolts • To add engine oil • Open rear access door • Open top door • Open & Raise coolers • Use flexible funnel • Cooling System • Radiator Hose too close to exhaust head • Radiator recover bottle mounted low on frame (question siphon ability) • Difficult to add fluid to radiator if needed • Battery in the Engine compartment ; subject to heat, dirt and dripping oil from hydraulic filter • Air Filter difficult to Service due to location (Restriction indicator under radiator) • Hydraulics/Hydrostatics • Gear Pump for standard Equipment • Piston pump for High-Flow Systems 228/248 • Small Cylinders @ higher pressure – Bucket breakout force will collapse lift cylinders • No Ride Control - No Hydraulic Coupler • Frame • One of tallest units in industry • Seven Bolts each side to hold upper frame to lower chassis • Chain tank and axle design similar as Gehl

  35. Gehl Advantages-Cat Weaknesses CAT 216/226/236/246 - 228/248 High-Flow Models • Visibility • Not very good to Right or Left Rear, to curb line or to the back of the bucket or coupler • High position of operator still does not provide good visibility to rear due to high radiator • Ride • Short wheel base and high operator position give choppy ride • Touchy controls multiply the effects of the choppy ride • Pilot Controls/Excavator Style with Anti-Stall • Very sensitive levers reduce control and feel of the machine • No Resistance in the levers cause unintentional lever movement • L.H. Ground Drive (forward, reverse, and turn right and left) • R.H. Loader & Bucket Control (similar to typical loader control) • ***Ground Drive stops (Anti Stall) just when power is needed • Difficult to control tire spin due to anti-stall feature and not being able to see the tires

  36. Gehl Advantages-Cat Weaknesses CAT POINTERS - SKID LOADERS - 262C vs. 6640E / V270 • Entrance Cab – narrow, small foot pads, entry into cab step down into operator’s area. - CAT has great visibility sides along with FOPS window. • Cat only provides for Level I ROPS, while we provide Level II also as standard. • Controls - E/H- Electro-hydraulic joystick Adjustable arm rests, sliding for and aft for comfort. Single lever adjustment. - Cat requires optional control handles when proportional aux. is requested at extra customer cost. Our joysticks include proportional control as standard. - Cat charges $968 for optional ride control. We provide it standard with joystick controls. • An electric current actuating a hydraulic flow - reduces sensitivity; responsiveness; feel. • Controls feel heavy, unable to control them in cutting straight line. - Even when moving your hands lower control is?? - However it does offer operator the selection from joystick to case style (or ISO to H Pattern) Note the H-pattern is a field-option for ordering and pricing is approx. $700 to dealer to make a programming change. - Cat features an “Anti-stall” system in their hydraulic drive that prevents the engine from stalling, but, also means less power delivered to the drive system and poor ability to lug. S ystem is fixed and cannot be turned off by operator. • CAT-“vertical lift use short loader arms links and spherical bearing to evenly transfer loads through out the lift.” • Radial lift arms utilize fewer pins and bushings, less maintenance points, which can allow for more side to side motion. - Pick and place vs. radial arm each has advantages but Radial arm lift is designed for dirt / digging operations vs. lift and place. • Lighter pins and bushings on the CAT.

  37. Gehl Advantages-Cat Weaknesses CAT POINTERS - SKID LOADERS - 262C vs. 6640E / V270 • Bucket / loader arm pinch points • Build up of material from spillage. Eventually taking out the pins.//Point out size vs. ours. • Ground Clearance – Cat-8.8” (224 mm) vs. Gehl 6640E -9.1” (231 mm), Mustang @ 7.9” (201 mm) advantage - wash. • Cat has ‘light-duty’ axles – 2.2” (56 mm) vs. 2.6” (66 mm). • Electronics - Cat’s color-coded and numbered electrical wires exposed to elements vs. “HARD WIRED” - Mass of wires attach to rear of cab-operator section – Will be very difficult to trouble-shoot and extensive labor whenever electrical problems surface. • Hydraulic Oil Reservoir - Plastic tank behind the operator, limited capacity 11 gallons (42 L) vs. 6 gallons (61 L) in “baffled steel oil tank in rear tower. - Huge advantage to ours for reduction of air bubbles / Cavitation / as well as over heating attachments. • Serviceability - Similar / two bolt system/ Cat’s is “pressurized cab” [first in industry] Key option is “air ride seat. Air seat is a $299 factory option over suspension seat. Very similar-Cat’s is extremely clean with huge cluster toward engine area. • Advanced Machine information and Control System.(AMICS)- selectable “pattern controls” ISO/ “H” pattern. (flip of switch) AMICS is advanced monitoring of the unit which includes two-speed drive and self-leveling for a $3,660 premium. Changing to H pattern is optional as noted earlier. • Enables- Selectable work Speed controls (creeper speed) to match the implement performance. • Selectable implement hydraulic flow; • Service mode for technicians to check service codes and status of components. • Electronic Torque Management = Maximizes power to ground / prevents engine from stalling in tough digging applications; allows for partial throttle operation for reduced fuel consumption.

  38. Model Match-ups – Cat - Gehl

  39. Gehl 4240E vs. Cat 216 B2 / 226B2 • Gehl 46 HP (34 kW) vs. Cat 47 or 57 HP (35 or 42 kW)– Advantage Cat for slight HP, Gehl but more compact chassis and less overall weight for higher performance • Gehl 1,475 lb. (669 kg) Lift capacity w/ counterweight vs. Cat 216B at 1,400 lb. (635 kg) or 226B at 1,500 lb.(680 kg) – Advantage Gehl overall • Machine width over tires: Gehl 52.5” (1350 mm) vs. Cat 58.7” (1520 mm), and length- Gehl (2950 mm) vs. Bobcat (3220 mm) – Unit can be used in tighter areas, smaller, narrow applications – Advantage Gehl

  40. Gehl 4240E vs. Cat 216 B2 / 226 B2

  41. Gehl 4240E vs. Cat 216 B2 / 226 B2

  42. Gehl Advantages-Cat Weaknesses Compare 5240 to 242B Gehl’s Advantages: • Greater Lifting Capacity • Greater Dump Height • Higher Engine HP • Faster Ground Speed • Optional Two-speed Available • Higher Auxiliary Hydraulic Flow • Higher Ground Clearance • Higher Bucket Breakout • Shorter Overall Length • Optional 12.00 Tires Available • Standard Hydraulic Leveling

  43. Gehl vs. 256C

  44. Gehl vs. 256C

  45. Gehl Advantages Compare 6640 / V 270 to 262C • Greater Lifting Capacity • Higher Engine HP • Faster Two-Speed Option • Faster Travel Speed. • Higher Auxiliary Hydraulic Flow • Higher Ground Clearance. • Greater Bucket Breakout. • Optional 14.00 Tires Available • Standard Hydraulic Leveling

  46. Model Match-ups – Cat - Gehl

  47. SELLING GEHL SKID LOADERS AGAINST THE COMPETITION Gehl vs. Hyundai

  48. Model Match-ups – Hyundai - Gehl

  49. HSL 650 - 7A Gehl vs. Hyundai

More Related