Introduction to Fleet _amp; Heavy-Duty

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Fleet/Heavy-Duty 101
                       Introduction
                       to Fleet &
                       Heavy-Duty
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Fleet & Heavy-              Table of Contents
Duty Training
Program                         What is a Fleet? ................................................................................ Page 2


                                Market Opportunities for Fleet and Heavy-Duty Sales ........................Page 4


                                What is a Fleet Worth? .................................................................... Page 5


                                Light Duty versus Heavy-Duty Profits ..................................................Page 6


                                Products for Fleet and Heavy-Duty Distribution ...................................Page 7


                                Requirements for Fleet Products ........................................................Page 9


                                The Green Stripe® Story ....................................................................Page 10


                                Gates Fleet and Heavy-Duty Catalog................................................ Page 11


                                Gates Hydraulic Products Catalog ....................................................Page 16


                                How to Interchange Competitive Product ....................................... Page 17


                                Price Sheets ................................................................................... Page 18


                                Labor and Warranty .........................................................................Page 19


                                Fleet and Heavy-Duty Distribution Network...................................... Page 20


                                What is a Fleet and Heavy-Duty Distributor?.................................... Page 21


                                Types of Sales Calls ....................................................................... Page 22


                                Sales and Technical Support Programs and Materials ......................Page 25


                                Level 101 Review Quiz......................................................................Page 26
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        What Is A Fleet?
    A fleet is multiple units driven by any form of power
    (e.g. gas, hydraulic, air, etc.) which use replacement
    products that Gates sells.


    Classes of Fleets
    • Trucks, buses and automobiles

    • Construction/Mining

    • Farm equipment

    • Stationary engines and portable
      power generating units

    • Marine power units




2




                                                                                     What is a Fleet?
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                                     What Is A Fleet?
         Trucks, Buses and           Ambulances                                Public/private utilities
              Automobiles
                                     Bus and transit systems                   Railroad truck fleets (piggy-back)
                                     Common contract carriers -                Refuse disposal and other service
                                     interstate and local                      operations
                                     Food manufacturing, wholesale             Rental car fleets
                                     and retail distribution                   Retail and wholesale delivery
                                     Government fleets                         Taxicab fleets
                                     Industrial fleets                         Truck leasing/rental
                                     Petroleum hauling and marketing



    Construction & Mining            Air compressors                           Loaders
                                     Asphalt plant machinery                   Log skidders
                                     Conveyors                                 Off-road haulers
                                     Crane carriers and cranes                 Pavers
                                     Crawler tractors                          Pump engines
                                     Ditchers                                  Road rollers
                                     Drilling machines                         Rock and gravel crushers
                                     Earth-boring machines                     Snow removers
                                     Excavators, shovels and draglines         Street sweepers
                                     Graders                                   Vibratory compactors
                                     Hoists                                    Wheeled tractors
                                     Lift trucks


              Farm Equipment         Combines                                  Power generation sets
                                     Farm trucks                               Refrigeration units
                                     Forage harvesters                         Row crow tractors
                                     Front-end loaders                         Tomato harvesters
                                     Irrigation pumps                          Wheel and crawler tractors
                                     Orchard tractors and sprayers


         Stationary Engines          Construction power units                  Mining operations
        and Portable Power           Emergency power installations             Off-shore drilling rigs                  3
           Generation Units          Industrial & commercial air               Pipeline compressor stations
                                     conditioning and refrigeration            Remote-controlled power units
                                     Milling operations                        Sewage and water pumping plants
                                     Microwave relay stations                  Telephone communications


        Marine Power Units
                                     Fishing boats                             Pleasure and military craft
                                     General service (ferries, etc.)           Power barges
                                     Hydrofoils                                Refrigeration units (for fishing)
                                     On-board power units                      Towing (tug) boats
          What is a Fleet?
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        Market Opportunities for Fleet and Heavy-Duty Sales
    The following is a list of dealers, fleets, or end-users by market that can
    provide sales opportunities for fleet and heavy-duty sales.


        A) Agriculture                               E) Government
                                                        (Local, State, Federal)
        1.       Farm equipment dealers
        2.       Farm co-ops                         1.   Colleges and Universities
        3.       Farm repair shops                   3.   Hospitals
        4.       Hatcheries                          2.   Local and State shops (road,
                                                          parks, trash departments,
        5.       Dairies
                                                          electrical, water, bus and
        6.       Large farms and feedlots                 transportation departments)
        7.       Sod farms                           3.   Military installations
        8.       Tree nurseries
                                                     F) Marine
        B) Automotive
                                                     1.   Boat shops
        1.       Air conditioning repair shops       2.   Ferries
        2.       Car haulers                         3.   Fishing boats
        3.       Car washes                          4.   Marinas
        4.       Diesel engine repair shops          5.   Shipyards
        5.       Repair shops
                                                     G) Service and
        C) Construction                                 Recreation Industries
        1.       Asphalt companies                   1.   Amusement parks
        2.       Concrete companies                  2.   Equipment rental centers
        3.       Earth moving equipment              3.   Golf courses
        4.       Large contractors                   4.   Landscaping companies
        5.       Logging or saw mills                5.   Ski areas
        6.       Mining and quarries                 6.   Trash companies
        7.       Road and bridge companies           7.   Utility companies

        D) Equipment Dealers                         H) Specialized Areas
        1.       Construction dealers (John          1.   Hardware stores
                 Deere, Case, Komatsu, etc.)         2.   Hydraulic repair shops (cylinder,
4
        2.       Trenching dealers (Ditch Witch,          pumps, motors, etc.)
                 Vermeer)                            3.   Junkyards (metal reclamation)
        3.       Truck equipment dealers (dump       3.   Tree trimming or removal
                 bodies, snow plow dealers, etc.)
                                                     4.   Warehouses (fork lifts)
        4.       Turf and landscape equipment
                 dealers (Toro, Jacobsen, etc.)      I)   Transportation
                                                     1.   Airports and airlines
                                                     2.   Bus lines (tour and commercial)
                                                     3.   Railroad construction and
                                                          track repair
                                                     4.   Truck lines

                                                                                                  Market Opportunities for Fleet and Heavy-Duty Sales
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                                     What Is A Fleet Worth?
                                         The fleet and heavy-duty market today offers an outstanding sales and
                                         growth opportunity.

                                         Here’s why:

                                         1. Fleet vehicles average over 45,000 miles driven per year.

                                         2. Fleets buy $8.5 billion per year in replacement parts.

                                         3. Replacement part sales represent $884 per vehicle per year.



                                         Now look at the profit potential for a 20-unit fleet:

                                         Annual replacement parts purchases = $884 x 20 = $17,680 per year

                                         If rubber products are 10 percent of parts replaced, sales would amount
                                         to $1,768.



The fleet and                            Now look at the profit potential for a 100-unit fleet:
heavy-duty market                        Annual replacement parts purchases = $884 x 100 = $88,400 per year
offers outstanding                       If rubber products are 10 percent of parts replaced, sales would amount
sales and growth                         to $8,840.
opportunity.


                                                                   =
                                                                          $
                                         Today, there are over 6 million fleets in the U.S.


                                                                                                                       5




        What Is A Fleet Worth?
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        Light Duty Versus Heavy-Duty Profits
    These customer orders illustrate the dollar comparison between light duty and
    the average heavy-duty sales calls.




6




                                                                                        Light Duty Versus Heavy-Duty Profits
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                                                 Products for Fleet and Heavy-Duty Distribution
                                                     Fleet/Heavy Duty




    Belt Drive Accessory Systems                               Cooling Systems               Air and Defroster Systems




                 Fuel Systems                                  Braking Systems                 Refrigeration Systems




                                                                                                                             7


    Hydraulic Fluid Power Systems                               Service Hose                     Fleet Accessories




Products for Fleet and Heavy-Duty Distribution
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             Products for Fleet and Heavy-Duty Distribution
         Hydraulic




                                      Gates MegaSys® hoses
               Power Crimp® and MegaCrimp® couplings
                                                                                                      Most fleet and
                                                                                                      heavy-duty
                                                                                                      applications use
                                                                                                      hydraulics as a key
                                                                                                      component of their
                                                                                                      product mix.

             Gates PolarSeal™ hose and metal coupling




                                         Gates Teflon* hose




8




                             Hydraulic crimping equipment




    * Registered trademark of Dupont                                                      Products for Fleet and Heavy-Duty Distribution
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                                          Requirements For Fleet Products
                                              Fleet and heavy-duty replacement parts must be more than beefed-up versions
                                              of automobile components. They must undergo many hours of testing under
                                              varying operating conditions subjecting the component to stress greater than
                                              they may be expected to endure. Only after this engineering and testing can
                                              a product be developed that significantly reduces the fleet operator’s cost
                                              per mile. Reducing cost-per-mile operation of a fleet’s vehicles is what it’s
                                              all about – and Gates Green Stripe® heavy-duty fleet products have an
                                              undisputed track record for longer life under the most demanding conditions.




Gates Green Stripe
heavy-duty products
have an undisputed
track record for
reducing cost-per-
mile operation of a
fleet’s vehicles.




                                                                                                                              9




    Requirements For Fleet Products
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         The Green Stripe® Story
     Gates belts and hoses are backed by more than 87 years of research and
     development. The distinctive Green Stripe found on Gates heavy-duty fleet
     products is your assurance of top quality and long service. Here’s why: It was
     early in World War II that Gates began supplying rubber products to the military
     – primarily for combat vehicles. After the war, these battlefield-tough belts and
     hoses became popular with commercial truckers. The belts and hoses were so
     rugged they often outlived engines, so tough they regularly met or exceeded
     maintenance intervals, so reliable they reduced a rig’s cost-per-mile operation.
     They definitely earned their stripes. And became known as Gates Green Stripe
     fleet products. Today’s Green Stripe products are state-of-the-art belt and hose
     technology, engineered to take the punishment heavy-duty fleets and off-road
     equipment demand. Over the long haul, Gates heavy-duty Green Stripe
     products are the most cost effective per mile in the heavy-duty industry. No
     wonder Green Stripe is the line preferred by most truck, ag equipment and
     construction rig owners.                                                                Gates heavy-duty
                                                                                             Green Stripe products
                                                                                             are the most cost
                                                                                             effective per mile
                                                                                             in the heavy-duty
                                                                                             industry.




10




                                                                                               The Green Stripe Story
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                                             Gates Fleet and Heavy-Duty Catalog
                                                 Everything you need to know about Gates fleet and heavy-duty products is in
                                                 the Gates Green Stripe® Fleet & Heavy-Duty Applications catalog (31-2030).
                                                 The table of contents is located inside the front cover. This is a quick reference
                                                 guide to find information in the catalog.




Use the Table of
Contents FIRST to
quickly and easily
locate the right
part – it saves time.

                                                                                                                                      11




    Gates Fleet and Heavy-Duty Catalog
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     Index by Equipment Type and Make

     The equipment type and make section of the catalog is divided by
     vehicle class, and includes page references to find more detailed
     application information.




                                                                                         Gates Fleet &
                                                                                         Heavy-Duty catalog
                                                                                         provides complete
                                                                                         product lines,
                                                                                         equipment and
                                                                                         technical information
                                                                                         for the Automotive
                                                                                         and Fleet & Heavy-
                                                                                         Duty division.




     Index by Make and Engine

     The make and engine section of the catalog lists
     alphabetically the vehicle make and engine model.
     The page number is listed to find more detailed
     application information.
12




                                                                                         Gates Fleet and Heavy-Duty Catalog
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                                                         Green Stripe® Products

                                                         The Green Stripe products section of the catalog provides an
                                                         overview of Gates distinctive product line of top-quality, long-
                                                         lasting fleet/heavy-duty products.




                                                              Gates Products - Features and Specifications

                                                              The features and specifications section of the catalog
                                                              highlights the key Gates product systems. Use these pages
                                                              as a selling tool to introduce customers to the advantages
                                                              of our dependable line.




                                                                                                                                13




    Gates Fleet and Heavy-Duty Catalog
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     Belt Tensioning

     Use this information to determine optimum tension ranges
     for our belt product line.




     PowerGrip® SB Clamp Applications

     Use this information to match coolant hose with the
     corresponding clamp.



14




                                                                                    Gates Fleet and Heavy-Duty Catalog
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                                                         Manufacturers’ Part Numbers

                                                         Use this section to match original equipment part numbers with the
                                                         corresponding Gates replacement part number.




                                                           Belts and Coolant Hose for
                                                           Medium/Heavy-Duty Vehicles
                                                           This section is the heart of the catalog. It provides detailed
                                                           application information on belt and hose products for medium
                                                            and heavy-duty trucks, refrigeration units, buses, road and
                                                            construction equipment, power units, lift and industrial trucks,
                                                            farm equipment and tractors, and marine engines.




                                                                                                                                   15




    Gates Fleet and Heavy-Duty Catalog
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         Gates Hydraulic Products Catalog
     Everything you need to know about Gates hydraulic products is in the Gates
     Hydraulic Products catalog. The table of contents is located inside the front
     cover. This is a quick reference guide to find information in the catalog. It is
     divided into five major groups which include Introduction, Hose, Couplings,                                                                                                                                                                                                                                                                     See Hydraulics 202
     Adapters and Technical. If you do not know where to find something, looking                                                                                                                                                                                                                                                                     “Guide to Using the
     here first can save time over paging through the catalog.
                                                                                                                                                                                                                                                                                                                                                     Hydraulics Catalog”
                                                                                                                                                                                                                                                                                                                                                     for additional
                                                                                                                                                                                                                                                                                                                                                     information.




                                                                             G A T E S                           H Y D R A U
                                                                                                                             L I C S




                                                                           Table of Contents
                                                                    Introduction
                                                                            Service & Shelf Life,
                                                                                                                       Warning/Cautions ...........
                                                                            Background & Produ                                                                           ............................................
                                                                                                                       ct Data ......................                                                                     ............................................
                                                                           Hose Products & Specif                                                             ............................................                                                                 ............................................
                                                                                                                             ication Tables ...........                                                       ............................................                                                                   ......................................1-2
                                                                           Hydraulic Hose Interc                                                                     ............................................                                              ............................................
                                                                                                                        hange & Selection                                                                             ............................................                                               ............................................
                                                                           Selecting the Prope                                                                  Guide .................................                                                                ............................................                                           ....3-9
                                                                                                                    r Hose..................................                                                      ............................................                                                           ...................................10-3
                                                                           How to Describe Gates                                                                     ............................................                                                  ............................................                                                     2
                                                                                                                             Hydraulic Hose Assem                                                                     ............................................                                                   ......................................33-
                                                                          Crimpers, Die Select                                                                               blies...................................                                                  ............................................                                                35
                                                                                                                     ion Tables & Powe                                                                                        ............................................                                               ..................................36-37
                                                                          Assembly Equipment                                                               r Sources.............................                                                                              ............................................
                                                                                                                      ............................................                                              ............................................                                                                     ...........................38-39
                                                                         Coupling Selection                                                                         ............................................                                                 ............................................
                                                                                                                  & Identification........                                                                           ............................................                                                  .......................................40
                                                                         Gates Global Part Numb                                                          ............................................                                                                 ............................................                                               -51
                                                                                                                                                                                                         ............................................                                                                   ..................................52-57
                                                                                                                            ering System......................                                                                                           ............................................
                                                                         Coupling/Thread Config                                                                               ............................................                                                                                 ............................................
                                                                                                                          urations............................                                                                  ............................................                                                                               58-72
                                                                 Hose                                                                                                   ............................................                                                             ............................................
                                                                                                                                                                                                                         ............................................                                                              ........................73-77
                                                                                                                                                                                                                                                                          ............................................
                                                                        Extremely High Pressu                                                                                                                                                                                                                               .............................78-96
                                                                                                                      re (G6K, C13 [G5K]
                                                                        Very High Pressure                                                                      , G4K, G3K) ......................
                                                                                                                (C12 & C12M) ...........                                                                            ............................................
                                                                        High Pressure (C2AT                                                                ............................................                                                              ............................................
                                                                                                                    [G2], M2T®, M4K,                                                                       ............................................                                                                .................................97-99
                                                                       Medium Pressure (C1T                                                                M3K, C2ATH [G2H]                                                                                 ............................................
                                                                                                                         [G1], C1TH [G1H],                                                          , C2A, G2AT-HMP,                                                                                         ............................................
                                                                       Low Pressure Hose                                                                          C1A, C3, C3H, C6,                                                             J2AT) .................................                                                                     149
                                                                                                                (G4H, GMV, C4, RLA,                                                                         C6H) .................................                                               ............................................
                                                                       Low Pressure Hose                                                                       RLC) .................................                                                         ............................................                                         .182-189
                                                                                                               (LOR, LOC, LOL).............                                                                    ............................................                                                     ................................190-19
                                                                       Medium Pressure (C5C,                                                                    ............................................                                                    ............................................                                                     5
                                                                                                                         C5D, C5M, LPG) ...........                                                             ............................................                                                      ..............................281-285
                                                                      Medium Pressure (C5E)                                                                               ............................................                                           ............................................
                                                                                                                        ............................................                                                       ............................................                                            .............................297-300
                                                                     Teflon* (C14) Hose                                                                               ............................................                                                          ............................................
                                                                                                               & Assemblies.............                                                                              ............................................                                                            ...................304-306
                                                                     Thermoplastic (C7S,                                                                ............................................                                                                   ............................................
                                                                                                               C7SNC, C7SDL, C7SN                                                                       ............................................                                                                     ................................317
                                                                     PolarSealª..........................                                                      CDL, C8, C8SNC).......                                                                   ............................................
                                                                                                                   ............................................                                              ............................................                                                 ..................................324-3
                                                                     Power Steering ...........                                                                  ............................................                                                ............................................                                                   27
                                                                                                              ............................................                                                        ............................................                                                 ..............................336-338
                                                             Couplings                                                                                       ............................................                                                          ............................................
                                                                                                                                                                                                             ............................................                                                            ...................................346
                                                                                                                                                                                                                                                             ............................................
                                                                    Global Spiral™ ...........                                                                                                                                                                                                                 .......................................36
                                                                                                             ............................................                                                                                                                                                                                                     9
                                                                    PCM .................................                                                  ............................................
                                                                                                                ............................................                                               ............................................
                                                                    PCS .................................                                                     ............................................                                                 ............................................
                                                                                                             ............................................                                                     ............................................                                                   ..............................100-123
                                                                    MegaCrimp® G25                                                                         ............................................                                                        ............................................
                                                                                                       ............................................                                                        ............................................                                                          ...........................124-148
                                                                   Power Crimp® ...........                                                           ............................................                                                          ............................................
                                                                                                           ............................................                                              ............................................                                                            .............................150-181
                                                                   Type T Field Attach                                                                   ............................................                                                 ............................................
                                                                                                     able....................................                                                            ............................................                                                   .................................196-2
                                                                   G4H .................................                                             ............................................                                                        ............................................                                                     25
                                                                                                            ............................................                                            ............................................                                                           ..............................226-273
                                                                   C4 .................................                                                   ............................................                                               ............................................
                                                                                                       ............................................                                                       ............................................                                                 .................................274-2
                                                                  Lock-On Brass Field                                                                 ............................................                                                        ............................................                                                   80
                                                                                                        Attachable ......................                                                            ............................................                                                           ............................286-289
                                                                  C5C &C5D Field Attach                                                                ............................................                                                   ............................................
16                                                                C5E Field Attachable
                                                                                                               able .................................
                                                                                                          ............................................
                                                                                                                                                                                                       ............................................
                                                                                                                                                            ............................................                                               ............................................
                                                                                                                                                                                                            ............................................
                                                                                                                                                                                                                                                                                                        ...............................290-29
                                                                                                                                                                                                                                                                                                         ..............................301-303
                                                                                                                                                                                                                                                                                                                                                           6
                                                                  C14 .................................                                                 ............................................                                                        ............................................
                                                                                                          ............................................                                                  ............................................                                                          ..........................307-316
                                                                 PCTS Thermoplastic                                                                     ............................................                                                    ............................................
                                                                                                        ............................................                                                    ............................................                                                      ............................318-323
                                                                 PolarSeal™ ......................                                                    ............................................                                                      ............................................
                                                                                                            ............................................                                             ............................................                                                         ............................328-335
                                                                 Power Steering ...........                                                               ............................................                                                ............................................
                                                                                                         ............................................                                                     ............................................                                                  .............................339-345
                                                                 Quick Disconnect ...........                                                          ............................................                                                       ............................................
                                                                                                             ............................................                                             ............................................                                                          ..........................347-368
                                                       Adapters ....................                                                                       ............................................                                                ............................................
                                                                                             ........................................                                                                      ............................................                                                  ............................370-372
                                                       Accessories.................                                                             ........................................                                                                   ............................................
                                                                                               ........................................                                                            ........................................                                                                  ........................373-387
                                                      Coupling Identificat                                                                         ........................................                                                              ........................................
                                                                                            ion/Thread Ident                                                                                          ........................................                                                                   .................388-429
                                                      Technical Data ..........                                                      ification Tools ..........                                                                                             ........................................
                                                                                              ........................................                                              ........................................                                                                                       ...............430-440
                                                      Teflon Chemical                                                                             ........................................                                                ........................................
                                                                                    Resistance Table                                                                                                 ........................................                                                  .............................4
                                                     Chemical Resistance                                                    s ..............................                                                                                               ........................................                                       41-442
                                                                                              Ratings & Tables                                                        ........................................                                                                                                    ...............443-447
                                                     Hose Stock Chara                                                                  ........................................                                             ........................................
                                                                                      cteristics ....................                                                                     ........................................                                               .......................................4
                                                     Agency Specificati                                                               ........................................                                                                  ........................................                                                 48-451
                                                                                       ons of Hose Selec                                                                                 ........................................                                                                    .......................452-461
                                                     Recommended Coup                                                             tion Guide ..........                                                                                        ........................................
                                                                                            ling & Adapter Insta                                                         ........................................                                                                                   ................................462
                                                    Additional Temp                                                                         llation Torque.......                                                              ........................................
                                                                                  erature Limits/Pre                                                                                   ........................................                                                     ........................................
                                                    Decimal and Millim                                                        ssure Conversions                                                                                              ........................................                                                     ....463
                                                                                         eter Equivalent of                                                                ........................................                                                                               .................................464
                                                                                                                                     Fractions/Metric                                                                           ..........
                                                    Nomographic Chart
                                                                                          ........................................                                              ........................................ ................................................................465
                                                    Hydraulic System                                                                          ........................................                                               ........................................                                                                -466
                                                                                    Pressure Drop..........                                                                                      ........................................                                                  ......................................4
                                                   Selection, Installatio                                                          ........................................                                                                           ........................................                                                   67
                                                                                         n & Maintenance                                                                              ........................................                                                                               ........................468
                                                   How to Make Hose                                                                 of Hose & Hose Assem                                                                                    ..........
                                                                                        Assemblies of Speci                                                                                blies .............................. ......................................................469
                                                   Hose Assembly Routi                                                                  fic Lengths...............                                                                               ........................................                                                   -470
                                                                                           ng Tips ....................                                                               ........................................                                                                        ....................471-472
                                                   Part/Description                                                                   ........................................                                                              ........................................
                                                                               /Product No Table                                                                                         ........................................                                                                ................................473
                                                  Product No/Descrip                                                         ........................................                                                                          ........................................
                                                                                      tion/Part Table ...........                                                               ........................................                                                                            .....................474-475
                                                  *Registered Trademar
                                                                      k of DuPont                                                       ............................................                                                 ........................................
                                                                                                                                                                                       ............................................                                                        ........................................
                                                                                                                                                                                                                                        ............................................                                                             ...
                                                                                                                                                                                                                                                                                         ............................................
                                                  Copyri
                                                                                                                                                                                                                                                                                                                                           .........
                                                             ght 1999

                                                                                                                                                                                                      ®



                                                                                                                        The Gates Rubber                                                                                                                                                 Printed in the US of
                                                                                                                                         Company • P.O. Box                                                                                                                                                   America
                                                                                                                                                            5887 • Denver, Colora
                                                                                                                                                                                 do 80217-5887




                                                                                                                                                                                                                                                                                                                                                        Gates Hydraulic Products Catalog
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                                             How to Interchange Competitive Product
                                                 1. To change over an OE belt or hose part number, look up that number
                                                   under MFRS. PART NOS. and find the equivalent Gates part number.
                                                   OE part number changeovers are also in the Fleet & Heavy-Duty Applications
                                                   catalog #31-2030.

                                                 2. To changeover a competitive part number (e.g. Dayco, Goodyear, etc.) look
                                                   up that number under Competitive Changeovers for Belts or Competitive
                                                   Changeovers for Coolant Hose and find the equivalent Gates part number.

                                                 3. If the OE belt application is a lawnmower or power equipment, look up the
                                                   part number in the Special Applications catalog #31-2060. To changeover
                                                   an AG/Farm equipment type belt, consult AG Equipment Guide #31-2160.

                                                 4. If the competitive number is not listed in any of the above catalogs, it may
                                                   be necessary to measure the product’s length and width and locate the part
                                                   number in the Competitive Number I.D. Guide #31-2040. Look under SIZE
                                                   LIST for most products – belts, idler pulleys, coolant hose, caps,
                                                   thermostats and clamps.




If a part number is
not listed, contact
Heavy-Duty Product
Application on the
Gates hotline by
calling 303-744-5651.
                                                                                                                                       17




    How to Interchange Competitive Product
     F    L     E    E     T    /     H     E    A     V     Y    -    D     U    T   Y    1             0   1



         Price Sheets
     Price sheets list Gates current product prices. Use the index on the front
     of each sheet to find the correct product and price.




18




                                                                                          Price Sheets
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                                     Labor and Warranty
                                         Gates warranties all its products. The complete warranty is featured inside
                                         every Gates catalog.




                                         Gates warranties its products for several reasons:

                                         • As a way to maintain accountability for the quality level and reliability
                                           of its products.

                                         • To provide a risk management tool that ensures customers and end-users
                                           take responsibility to the extent Gates does not warranty designated items.

                                         • To provide a marketing tool that enables customers to feel confident buying
                                           our products.



                                                                                                                           19




        Labor and Warranty
       F      L    E     E     T      /     H    E     A      V     Y       -   D     U      T   Y                   1           0           1



           Fleet and Heavy-Duty Distribution Network
       The Gates Rubber Company is a global leader in the manufacture of
       belts, hose and hydraulic products. Gates manufactures both OEM
       and aftermarket products.

       How the Aftermarket is Served.

       Gates commonly sells to fleets using traditional two-step or three-step
       distribution systems.

       Here’s how they work.


                                          Manufacturer




                                   Fleet & Heavy Duty

     Automotive WD                                                  Hydraulic Specialist
                                                                                                       The key
                                                                                                       distribution
                  Jobber                                          Dealer & Fleet
                                                                                                       channels are:
                                                                                                       Automotive
                                                                                                       Warehouse
                                            End User                                                   Distributors,
                                                                                                       Fleet and Heavy-
                  Two-Step Distribution              Three-Step Distribution
                                                                                                       Duty Distributors,
                                                                                                       Hydraulic
                       Gates sells to                      Gates sells to
                                                                                                       Specialists
     Step 1       Fleet & Heavy Duty
                      Distributor                      Automotive WD                Step 1             and Original
                                                                                                       Equipment
20
                       who sells to                         who sells to                               Dealers.
     Step 2             End User                             Jobber                 Step 2

                                                           who sells to

                                                            End User                Step 3




                                                                                                     Fleet and Heavy-Duty Distribution Network
F    L      E      E      T      /      H     E      A      V      Y   -   D     U       T      Y            1           0          1



                                              What is a Fleet and Heavy-Duty Distributor?
                                                  Fleet and heavy-duty distributors primarily sell to high-volume users of heavy-
                                                  duty replacement parts. Distributors will be discussed in greater detail in
                                                  Level 202.



                                                  What is an OEM?

                                                  Original equipment manufacturers produce a vehicle’s original operating
                                                  systems and components.

                                                  They include both truck and equipment manufacturers. Some examples are:

The difference                                      Truck/Bus                   Equipment                Major Competitive
between OEM and                                    Manufacturers               Manufacturers             Belt Manufacturers
                                                    General Motors                   Caterpiller                  Dayco
Aftermarket: OEM                                            Ford                        Ford                     Goodyear
distributes parts to                                  International                  J.I. Case
fit applications to                                      Kenworth                  John Deere               Off Shore Belt
                                                                                                            Manufacturers
their own name                                             Mack                        Hyster
                                                                                                                  Mighty
plate. Aftermarket                                        Peterbilt
                                                                                                                   MBL
distributes parts                                        Volvo White
                                                                                                                   FYI
                                                          Blue Bird
to fit applications                                       Thomas
                                                                                                                  Bando

for a variety of
name plates.




                                                                                                                                        21




What is a Fleet and Heavy-Duty Distributor?
     F     L    E     E     T    /     H     E     A     V     Y     -    D     U   T   Y        1            0    1



         Types Of Sales Calls
     The Gates associate is expected to make various types of sales
     calls in the fleet and heavy-duty market. Types of calls include fleet calls
     (sales and training), fleet surveys, fleet Good Reasons calls, and fleet
     hydraulics. Refer to appropriate policies and local management for
     specific directions.



     What is a Fleet Call?

     The fleet market is a valuable part of our company’s business. By
     working with our customers and the fleets they serve, we continue
     to build our sales volume of fleet products. While the fleet sales
     techniques are different, the end results are the same as in
     our dealer and jobber market. When certain services are
     performed for a fleet, changes occur in their buying habits
     which normally result in additional product sold.



     What is a Fleet Survey?

     A fleet survey is a process of gathering product and application
     information on individual units or vehicles at the
     fleet and heavy-duty level.



     What Is A Fleet Good
     Reasons Call?

     A fleet Good Reasons call is a one-for-one stock
     exchange or a changeover program for the fleet.
     When used with the fleet survey process to
     determine needs, the fleet gets a fresh stock of
     parts that fits their current vehicles.
22




                                                                                            Types Of Sales Calls
F   L    E      E     T        /   H   E      A    V     Y    -    D     U     T    Y              1          0            1


                                           Type of Sales Calls
                                           Fleet Hydraulics

                                           Hydraulic hoses are not exclusive to hydraulic systems. Because of their
                                           superior resistance to heat, oil and abrasion, hydraulic hoses are used
                                           extensively in the fleet and heavy-duty industry on trucks, buses and large
                                           diesel-powered vehicles. These non-hydraulic applications include connections
                                           to turbo chargers, engine and transmission oil coolant lines, diesel, fuel,
                                           gasoline, air and water lines, plus any other under-the-hood application
                                           where a hose is subjected to severe heat, weathering and abrasion.




Because of their
superior resistance
to heat, oil and
abrasion, hydraulic
hoses are used
extensively in the
fleet and heavy-
duty industry on
trucks, buses and
large diesel
powered vehicles.



                                                                                                                               23




        Types Of Sales Calls
     F     L     E    E     T   /    H       E     A    V     Y      -     D     U       T   Y           1            0    1


     Hydraulic Sales Opportunities
     Fleet Hydraulics

     Today, hydraulic hose is the most widely used means of power transmission in
     the world and can be found at most fleets. Examples are:


         Agricultural Equipment




         Combines/Harvesters             Midsize to Large Tractors
                                                                                                 See Hydraulics 101
         Construction Equipment                                                                  “Introduction to
                                                                                                 Hydraulics” for
                                                                                                 additional
                                                                                                 information on
                                                                                                 hydraulic sales
                  Loaders            Dump Trucks                         Cement Trucks           opportunities.
                                                                                                              ®




          Dozers/Crawlers                    Rollers                        Blades




               Backhoes

         Mining Equipment
24




          Dozers/Crawlers                Dump Trucks                      Backhoes

         Manufacturing          Maintenance, Repair, Operations

                                               Machine Tools
                                             Injection Molders
                                                  Presses
                                                 Fork Lifts                                         Types Of Sales Calls
F     L       E       E       T       /       H      E      A     V     Y      -   D    U    T     Y           1         0            1



                                                     Sales and Technical Support Programs and Materials
                                                         Gates provides comprehensive sales and technical support programs and
                                                         materials to answer every communications need. They include such items as:

                                                         • Advertising and Merchandising Materials

                                                         • Field Bulletins

                                                         • Internet Web Site

                                                         • News Releases

                                                         • Product Application Service Bulletins

                                                         • Tech Tips

                                                         • Trade Publications

                                                         • Videos




                                                                                                                                          25




Sales and Technical Support Programs and Materials
     F     L     E     E     T       /   H     E     A   V   Y   -   D    U       T   Y         1           0     1


     Level 101 Review Quiz



     1. What is a fleet?



     2. List five types of fleets.



     3. The fleet and heavy-duty market offers outstanding _______ and _______
        opportunity.



     4. List three Gates products that are used by fleets.



     5. Most fleet and heavy-duty applications use _______ as a key component
        of their product mix.



     6. Gates Green Stripe® heavy-duty products have an undisputed track record
        for reducing ______ -______-______ operation of a fleet’s vehicles.



     7. Gates belts and hoses are backed by ______ of research and development.



     8. What is an OEM?



     9. List five OEMs.



     10. Are hydraulic hoses used on trucks, buses and large diesel-powered
26       vehicles? True or False



     11. List the five different types of fleet calls.



     12. What is a fleet survey?



     13. What is the fleet changeover program called?


                                                                                          Level 101 Review Quiz
F   L     E     E      T        /   H   E      A    V     Y     -     D    U    T     Y               1         0     1


                                            14. What is the difference between aftermarket and OEM?



                                            15. Does Gates manufacture products for both OEM and aftermarket?
                                                True or False



                                            16. Everything you need to know about Gates fleet and heavy-duty
                                                products is in the:

                                                a. 431-2020 Car & Light Truck catalog

                                                b. 431-2040 Competitive Number I.D. Guide

                                                c. 431-2030 Fleet and Heavy-Duty catalog

                                                d. All of the above



                                            17. If a competitive part number is not listed in any of our changeover
                                                information it may be necessary to ___________.



                                            18. List one reason why we warranty our products.



                                            19. Name the three steps in Three-Step distribution.



                                            20. Name the two steps in Two-Step distribution.




                                                                                                                          27




        Level 101 Review Quiz
    Level 101 Review Quiz       Answers
                                1. A fleet is multiple units driven by any form of power (e.g. gas, hydraulics, air, etc.)
                                2. Trucks, buses and automobiles
                                   Off-highway equipment
                                   Farm equipment
                                   Stationary engines and portable power generation units
                                   Marine power units
                                3. sales, growth
                                4. Belt drive accessory systems, cooling systems, air and defroster systems, fuel systems, braking
                                   systems, refrigeration systems, hydraulic fluid power systems, service hose, fleet accessories.
                                5. hydraulics
                                6. cost-per-mile
                                7. 87 years
                                                                                                                                          28
                                8. a. Original equipment manufacturers produce a vehicle’s original operating systems and
                                   components.
                                9. General Motors, Ford, International, Kenworth, Mack, Peterbuilt, Volvo White, Blue Bird, Thomas,
                                   Caterpiller, Cummins, Ford, J.I. Case, John Deere, Dayco, Goodyear, Mighty, MBL, FYI, Bando
                                10. True
                                11. a. Fleet call
                                    b. Fleet survey
                                    c. Fleet Good Reasons call
                                    d. Fleet hydraulics call
                                12. A fleet survey is a process of gathering product and application information on individual units or
                                    vehicles at the fleet and heavy-duty level.
                                13. Fleet Good Reasons
                                14. a. The aftermarket distributes parts to fit applications for a variety of name plates.
                                    An OEM distributes parts to fit applications to their own name plate.
                                15. True
                                16. c. 431-2030 Fleet and Heavy-Duty catalog
                                17. a. measure the product’s length and width and locate the part in the size list.
                                18. 1. As a way to maintain accountability for the quality level and reliability of its products.
                                    2. To provide a risk management tool to ensure the cooperation of customers and end users to
                                    take responsibility to the extent Gates does not warranty designated items.
                                    3. To provide a marketing tool that enables customers to feel confident to buy our products.
                                19. Step 1 – Automotive WD
                                    Step 2 – Jobber
                                    Step 3 – End User
                                20. Step 1 – Fleet & Heavy-Duty Distributor
                                    Step 2 – End User
1    0           1          Y     T        U       D     -      Y      V       A      E       H       /      T      E        E   L    F
                                                                          ®




                    The Gates Rubber Company • 900 South Broadway • P.O. Box 5887 • Denver, Colorado 80217-5887
                                                          www.gates.com


Printed in U.S.A.

				
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