American Crane & Tractor Parts Inc.: Internet: Competitive Type

AMERICAN CRANE & TRACTOR PARTS INC.
October 31, 1999

21YA
INTERNET: http://www.actparts.com
COMPETITIVE TYPE: Distributor

Rebuilder
MAJOR PRODUCT CLASSES: Undercarriage Drive Train

Engine Hydraulics
GET
LOCATIONS:
Headquarters - Kansas City, KS

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According to http://www.machinerytrader.com/americancrane/index.htm AC&T claims a 70,000 sq. ft. facility with an

additional 15 acres of outside storage. (2/97)
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AC&T claims to have a warehouse in St. Louis. (AC&T Brochure received 9/96, effective date unknown)
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Related Concerns:
- Tri-State Tank Kansas City, KS

- Helm-Paul Development Co. Kansas City, KS
- Garsite/TSR Kansas City, KS
- Tri-State Refueler Co. Kansas City, KS
- TSI Holding Inc. Kansas City, KS
Intercompany relations for the above are confined to sharing Melvyn Paul as a principal. (2/98 - D&B)
EMPLOYMENT:
1986 = 21 (6/86-D&B)
1988 = 27 (3/89-D&B)
Jul 1991 = 40-45 (8/92-D&B)
Aug 1993 = 40-45 (11/93-D&B)
Aug 1994 = 40-45 (12/94-D&B)
Jun 1995 = 40-45 (1/96-D&B)
Sep 1996 = 40-45 (2/97-D&B)
Feb 1998 = 40-45 (2/98-D&B)
Employees vary with workload. (2/98 - D&B)

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Chief Executive is Jeffrey A. Weiner (President, Treasurer). Melvyn Paul is Vice President. (2/98 - D&B)
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AC&T reportedly has one PSSR on the road. (5/88 - KC District)
AC&T also utilizes telemarketing reps, but field reports on the number is contradictory; 6 (1/88), 4 (5/88), and 10
(3/89).
SALES:
Fiscal year ends 12/31.

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1986 = $4,000,000 projected (6/86 - D&B)
1991 = 9,067,961 (8/92 - D&B)
1992 = 9,849,965 (11/93 - D&B)
1993 = 9,355,291 (1/95 - D&B)
1994 = 8,813,092 (1/96 - D&B)
1995 = 10,564,163 (2/97 - D&B)
1996 = 11,900,178 (2/98 - D&B)
WORTH:
1988 = $<577,493> (8/92 - D&B)

1989 = <416,797> (8/92 - D&B)
1990 = 13,563 (8/92 - D&B)
1991 = 512,379 (8/92 - D&B)
1992 = <425,653> (11/93 - D&B)
1993 = 131,345 (1/95 - D&B)
1994 = 106,161 (1/96 - D&B)
1995 = 597,841 (2/97 - D&B)
1996 = 839,286 (2/98 - D&B)
HISTORY:
1982 - July, Business started as a used-equipment broker.

1985 - June, Relocated from 3500 Manchester Trafficway to 4601 Van Brunt Extension--began to more
aggressively pursue the will-fit and used-parts businesses.
1987 - Ownership change, purchased by Jeffrey A. Weiner and Melvyn Paul.
1994 - June, relocated from 4601 Ban Brunt Extension, Kansas City, MO to 2200 State Line, Kansas City, KS.
(1/95 - D&B)
PRODUCTS:
Specializing in Caterpillar parts and components. Offers new replacement, used and rebuilt parts. AC&T rebuilds most
major components. (5/98 - Internet)
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Invertory value as of December 31, 1996 is $2,403,562. (2/98 D&B)
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Call or fax for instant quotes and same day shipments on new replacement, rebuilt and used Caterpillar and Bucyrus-
Erie parts. Hundreds of rebuilt components on the shelf including transmissions, torque convertors, pumps, final
drives, differentials, and much more all tested before shipping. (2/97 - Machinery Trader, Internet)
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Wholesales new and used crane and tractor components and parts for general construction equipment (100%). (2/98 -
D&B)
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AC&T offers new, reconditioned, used, and attachments. Below is an overview of each:
New Replacement Parts - AC&T stocks a variety of new parts, including transmission, final drive, and engine
components, oil cooler and radiator cores, hard bars, hydraulic cylinder seal kits, trunnion balls and other dozer blade
parts, oil pumps, reversible fans, bucket control levers, bearings, and gaskets. AC&T supplies new undercarriage parts
for Caterpillar, John Deere, International, Fiatallis, Clark-Michigan, and many other makes. AC&T also supplies new
parts, from the turntable down, on a variety of cranes, draglines and shovels for Bucyrus-Erie, Northwest, American,
Linkbelt, Manitowoc, and others. In addition to the thousands of new parts AC&T stocks, they will try to locate parts
for all other makes and models. (1/89 - AC&T Customer Letter)
Reconditioned Replacement Parts - American Crane & Tractor Parts supplies a variety of replacement parts as
reconditioned. When used equipment is disassembled, some parts are worn too badly to be sold. If possible, the part
is reconditioned. If a customer needs a final drive off a D9 dozer and doesn't have the time or manpower to
recondition a good take-off, American Crane will replace all the bearings and seals and put a 90-day warranty on the
complete final drive. Most of American Crane's rebuild parts offer the 90-day warranty (from date of installation), but
there are exceptions, like crankshafts-- most carry six-month warranties. American Crane requires each core be
shipped to them prepaid and assembled regardless of the condition of the core, there are NO CHARGEBACKS! (1/89
- AC&T Customer Letter)
Used Replacement Parts - Field mechanics constantly disassemble used equipment and the used parts are thoroughly
cleaned prior to inspection for quality. The parts are then graded based on the level of serviceability remaining. For
example, a complete front idler is measured and may then be supplied as having 60% wear left. An idler with only
30% wear left may still be available for sale and it is priced accordingly. A final drive may be supplied as a good
takeoff in which case it's opened and inspected and AC&T guarantees the major internal components to be
serviceable, but do not guarantee bearings and seals. AC&T usually supplies engines as good running take-outs that
are tested on a dynometer prior to shipping. AC&T provides a 30-day warranty on dyno'd engines (from date of
installation) against major failure. (1/89 - AC&T Customer Letter)
Attachments/Options - Availability of attachments, including buckets, rippers, blades, drawbars, winches and fairleads
varies and pricing is based primarily on condition. Often in order to supply a good blade, AC&T will reface it with
3/8" T-1 steel. Other parts like hitches or hitch brackets are available as well. AC&T has a variety of OROPS and
EROPS and many different types of cabs. AC&T will try to locate what the customer needs if they don't have it.
(1/89 - AC&T Customer Letter)
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In reviewing information from P.I.E.R.S. (Port Import Export Reporting Service) there is no evidence to indicate that
AC&T is a direct importer from any manufacturers. AC&T is importing components from two end users in the
Bahamas, presumably for rebuild and return. (8/92 - P&SM, Mkt. Res.)
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Brands AC&T has reportedly carried and effective date of information:
Brand Date (Source*) Description
Genuine Caterpillar 1995 (CPRs) DT, HYD

American Alloy 1/88 U/C
Simmel 1/92 (CPRs) U/C
Berco 1996 (CPRs) U/C
Intertractor 1/94 (AC&T Video) U/C Segments
IPD 1/88 --
Italtractor 1996 (CPRs) U/C
Esco 1994 (CPRs) GET
Valk Mfg. Co. 1995 (CPRs) GET
Ford Steel Co. 1995 (CPRs) GET
American Crane Equipment** 7/91 (CPRs) Eng.
AE Clevite 1/94 (AC&T Video) Eng.
Ghinassi 7/91 (CPRs) Eng., Hyd, DT
NAPA 1995 (CPRs) Eng.
SIRT 1/91 (CPRs) DT
Federal-Mogul 1/87 Bearings
"Bulldog" (Heavy Eq. Pts. Co.) 5/86 Seals & Gaskets
NTN-Bower Corp. 10/91 (CPRs) A.F. Bearings
Vickers Inc. 10/90 (CPRs) Hyd.
Reco Italia 1/92 (CPRs) Hyd. Cylinders
Superior 1996 (CPRs Hyd.
Regal Equipment** 1996 (CPRs) Gen., Hyd., DT, Oth.
Ajax 1/94 (AC&T Video) Hardware
OFM (Mosca) 1/94 (AC&T Video)
Schwitzer 1/94 (AC&T Video) Turbos
Timken 1/94 (AC&T Video) AF Bearings
Vickers 1/94 (AC&T Video) Hyd. Pump/Motor
FP Phillips Gasket 1996 (CPRs) Gaskets
*Source is P&MR's Competitive Information Library unless noted.

**Not a manufacturer.
QUALITY:
"Each part we sell is backed by our 100% complete satisfaction guarantee." (5/98 - Internet)
Parts Competitive Bulletins (PCBs) and/or Competitive Test Reports (CTRs) are available on some of the brands
AC&T carries. (2/97)
MARKETING:
New Internet online quote & order system 10/31/99 - AC&T recently announced their all-new Internet e-commerce
Quote & Order System. They have redesigned their site, making it faster, flexible, more efficient and easy to use. Use
requires registration. Site includes real-time pricing and availability. Frequently Asked Questions/Answers
information is available at http://www.actparts.com/ACTP.ASP?WCI=GotoFAQ&WCU#Q8A (10/99 - AC&T,
http://www.actparts.com/)
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AC&T exhibited at the following trading shows: the Expo Mineria '95 trade show, October 18-21, 1995, in Acapulco,
Mexico; MINExpo International '96, September 9-12, 1996, in Las Vegas, Nevada; and CONEXPO-CON/AGG '96,
March 20-24, 1996, Las Vegas, Nevada.
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Advertises in Rock and Dirt magazine. (6/94)
PRODUCT SUPPORT:
Offers Toll Free 800 Number. (1/94-AC&T Video)
WARRANTY:
Warranties on all new parts meet or exceed OEM warranties; complete warranties on all rebuilt components; used
parts include warranties which guarantee complete satisfaction or we pay freight both ways. (2/97 - Machinery
Trader, Internet.
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Return freight policy--anything AC&T ships which doesn't meet the condition as represented, can be returned; will
pay freight both ways. Additional warranty information is overviewed under the Reconditioned Replacement Parts
and Used Replacement Parts subtitles of the PRODUCTS section. (1/89 - AC&T Customer Letter)
PRICING:
Transaction level price observations are available in the Competitive Parts Reports (CPR) portion of PMIS. (2/97)
DISTRIBUTION & GEOGRAPHIC AREAS SERVED:
AC&T claims parts and components can be shipped anywhere in the world. (2/97 - Internet)
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The following Caterpillar dealers have submitted Competitive Parts Reports (CPR) during the latest 8 quarters, as of
2/97:
NACD
- West Texas Eq. - Darr Equipment
- Dean Mchry. - Altorfer Mchry.
- Southworth-Milton COSA
- Fabick - Oasis Trading
- Thompson Tractor CACO
- Tracmac
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Sells to 25 countries; 10,000 customers. (1/94-AC&T Video)
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Information obtained from P.I.E.R.S. (Port Import Export Reporting Service) indicates AC&T is exporting to the
following ports:
- Jeddah, Saudi Arabia = 3 shipments (5/20/92, 2/25/92, 10/18/91), 27,755 pounds total cargo weight, assorted
spare parts for Caterpillar equipment.
- Damman, Saudi Arabia = 2 shipments (11/14/91 & 4/18/91) 2,579 pounds crane parts and 10,150 pounds road
building machinery parts.
- Abu Dhabi, Arab Em = 1 shipment (12/12/91) 2,600 pounds of extension cylinders for Grove crane.
- Cartagena, Colombia = 1 shipment (10/18/91) 1,800 pounds of crane boom
- Chanaral, Chile = 1 shipment (3/22/91) 582 pounds of mower parts.
- Freeport, Bahamas = 7 shipments (from 1/9/91 - 3/17/92) 124,940 pounds tractor parts and used tractor parts.
(8/92 - P&SM, Mkt. Res.)
GENERAL:
"D" Competitor (major distributor) for DT Gears, etc. (4/00)

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Added to Caterpillar Export Services (CES) Reseller List on Feb. 21, 1992--Caterpillar dealers should not sell parts
to this competitor for export resell.
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Regular member of Independent Distributors Association (IDA). (1995 - Membership Roster)
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Member of Telequip national locating and selling network for construction equipment salvage yards. (6/91 -
Membership Listing)
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Member of Peed Parts & Machinery Network. (2/97 - Internet Membership Listing)
APPARENT MARKETING STRATEGY:
Primary focus has been on mines: 637s, D8s, D9s, etc. (3/89 - NACD, Peoria District)
ASSESSMENT OF STRENGTHS:
Offers new, used, and rebuilt components. Also, AC&T uses locating services to find "even the most difficult to
supply parts." (1/89 - AC&T Customer Letter)
ASSESSMENT OF WEAKNESSES:
Not a direct importer, causing AC&T to pay more for their new parts. (8/92 - P&SM, Mkt. Res.)
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Warranty is perceived as a weak spot. Heard several instances where American Crane did not stand behind their
product. (3/89 Dan Frey, Dean Machinery)
FUTURE OUTLOOK: Financial condition good. (2/98 - D&B)

LAST D&B: February 14, 1998
DUNS (D&B NUMBER): 06-533-8873
SIC CODE/DESCRIPTION:
50 82 Wholesale trade--construction and mining machinery and equipment
LAST PROFILE REVIEW/UPDATE: May 7, 1998 (Minor update 10/31/99)
APPLIED INDUSTRIAL TECHNOLOGIES INC. (Name changed from Bearings Inc., 1/1/97)
June 14, 1995
21GI
INTERNET: http://www.appliedindustrial.com
MAJOR PRODUCT CLASSES: Engine

Drive Train
Hydraulics
General Usage
Not Elsewhere Classified
LOCATIONS:
Headquarters - Cleveland, OH
At headquarters location 3600 Euclid Ave. and at neighboring 3634, 3940 and 3950 Euclid Ave.; owns four separate
two story masonry buildings with about 98,000 sq. ft. of usable floor space. To the rear of the parking area is a small
masonry building housing the company's spindle laboratory. (3/93 - D&B)
Branches
- Dixie Bearings Inc.
- Bruening Bearings Inc.
- King Bearing Inc.
- Mainline
(6/95)
EMPLOYMENT:
1981 - 2,800 (220, headquarters) (7/81 - D&B)

1983 - 3,000 (250, headquarters) (6/83 - D&B)
Jun 1991 - 4,225 (1993 Annual Report)
Jun 1992 - 4,050 (275, headquarters) (3/93 - D&B)
SALES: Fiscal year ends June 30.

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Net Income
Year Sales (Loss) Worth
1984 $451,955,000 $11,002,000 -- (1993 Annual Report)

1985 495,529,000 11,011,000 -- (1993 Annual Report)
1986 490,249,000 2,244,000 -- (1993 Annual Report)
1987 490,995,000 6,247,000 -- (1993 Annual Report)
1988 542,883,000 14,948,000 -- (1993 Annual Report)
1989 630,281,000 18,313,000 -- (1993 Annual Report)
1990 651,271,000 12,201,000 135,338,000 (3/93 - D&B)
1991 814,000,000 4,282,000 134,203,000 (3/93 - D&B)
1992 817,813,000 (1,666,000) 128,830,000 (3/93 - D&B)
1993 831,432,000 8,927,000 -- (1993 Annual Report)
1994 936,254,000 12,687,000 -- (1994 Annual Report)
1995 1,030,000,000 Projected as of May 12, 1995 (5/95 Value Line)
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Sales increased in 1994 pricinpally due to volume increases and the acquisition of Mainline Industrial Distributors,
Inc. (1994 Annual Report)
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Sales increased in 1993 primarily due to price increases. (1993 Annual Report)
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Results for fiscal 1992 were affected by the persistent weakness in the industrial economy. Sales increased in 1992
primarily from price increases of approximately 2%. (1993 Annual Report)
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During fiscal year 1992 Bearings recorded a restructuring charge of $7.8 Million for closing four of eleven
distribution centers, the consolidation of 16 branches, two rubber product service centers, an international facility,
and for the reorganization of the sales regions and administrative functions. (1993 Annual Report)
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Export business was less than 2% of net sales in fiscal 1992. (3/93 - D&B)
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Recently Settled Litigation Won't Hurt Bearings Inc. 8/92 - In June, a California jury made a $32.4 million award
against Bearings Inc.'s King Bearing unit. But this suit was ongoing when Bearings acquired King, and the deal
ensured at that time that the company wouldn't be liable for any damages resulting from the litigation. (8/14/92 -
Value Line Report)
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Finishes Fiscal 1992 On A Down Note 8/92 - Fiscal 1992 was one of the worst years for Bearings Inc. in the past two
decades. The company continues to suffer from weak economic conditions, which have lowered operating rates at
the nation's factories, and have hence reduced demand for the bearings and power transmission products that
Bearings Inc. distributes.
A high debt load is still a problem. In 1990, the company acquired King Bearing in an effort to expand its
geographic base, broaden its product line, and boost volume. Shortly after the purchase, market conditions
deteriorated, and the debt taken on to finance the acquisition has put a damper on earnings. Low short-term rates
have helped offset the effects of the elevated debt levels, but the company would be at the mercy of the markets if
short-term rates started to rise.
The company, however, is poised to fare better in fiscal 1993. Bearings incurred a $7.8 million pretax restructuring
charge in the June period, reflecting warehouse consolidations and overhead reductions. The savings from this move
should provide a nice bottom line boost for 1993. Moreover, if the economy gathers momentum over the next twelve
months as expected, Bearings' volume-sensitive earnings will likely grow. And with imports being restricted, the
company will likely be able to put through price increases. (8/14/92 - Value Line Report)
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Net Income Falls/Trend Likely to Improve 2/91 - Net income in the first half of fiscal 1991 (year began July 1)
plummeted to a fraction of the year earlier level. Much of the shortfall can be attributed to the acquisition of King
Bearing on June 29, 1990. This company was barely profitable at the time of its acquisition, so the combination of
lower margins, higher interest expenses, and a weakening economy continue to batter the bottom line.
Analysts look for the profit trend to improve in coming quarters. Bearings Inc. has now completed the consolidation
of 30 redundant branches. The benefits of the elimination of duplicative corporate functions will begin to be felt in
the 4th fiscal quarter. Also, Bearings Inc. is reducing inventories now that the company's automatic order entry
system is up and running and the supply of bearings is dependable.
The U.S. economy is currently in a recession. If this lasts much longer than mid-year, 1991, the anticipated earnings
recovery would be postponed. (2/15/91 - Value Line Report)
HISTORY:
1923 - Bearings Inc. founded as Ohio Ball Bearing Co.

1927 - First branch opened in Youngstown, Ohio
1937 - First branch outside Ohio opened in Indianapolis, IN
1947 - Dixie Bearings started
1952 - Merged with Pennsylvania Bearings, Indiana Bearings and West Virginia Bearings to become Bearings
Specialists, Inc.
1957 - Dixie Bearings, Incorporated brought into the Company as a wholly-owned subsidiary.
1965 - Bruening Bearings started
- Company's stock appeared on the New York Stock Exchange
1967 - Acquired three corporations and formed a West Coast Division
1983 - Several single branch acquisitions in California
1989 - Opened the Jon R. Cunin Distribution Center in Carlisle, OH. Reportedly Bearings' largest distribution
center.
1990 - June, completes the acquisition of Corona, CA headquartered King Bearing. The purchase of King will
improve the company's penetration for far western and southwestern markets, enhancing Bearings' ability
to provide fast delivery. King has 94 branches, and estimated annual sales of $200M, increasing Bearings
Inc.'s sales by approximately one-third. (5/90 - Value Line Report)
1994 - March 10, Bearings exchanged 196,000 shares of their common stock for Mainline Industrial Distributors
Inc., Appleton, WI. Mailine is a distributor of drive systems, rubber products and bearings. (1994 Annual
Report)
PRODUCTS:
Bearings, Inc. is focused on the distribution of Maintenance Repair Operation (MRO) products and services to the
industrial aftermarket in North America. Bearings, Inc. is one of America's largest distributors of replacement
bearings, electrical and mechanical drive products, fluid power products, industrial rubber products, general
maintenance products and related specialty items. In all, the company carries more than 800,000 line items produced
by more than 2,500 manufacturers. (1994 Annual Report)
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Comparing 1993 with 1989, Bearings Inc. has changed its product mix as a percent of total sales.
- Bearings decreased approx. 11%.

- Drive Systems increased approx. 2%.
- Specialty Maintenance Products increased approx. 1%.
- Industrial Rubber increased approx. 5%.
- Fluid Power increased approx. 2 1/2%. (1993 Annual Report)
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A customer requested a quote from Bearings Inc. on 112 part numbers. They were only able to offer 44 of them
(39%). The requested parts were the consists of the following five Caterpillar bearing kits - 7X7474 (D8N final
drive), 7X2875 (789 trans.), 3E7478 (776B/777B trans.), 7X0784 (980C trans.), 9X6537 (D7H trans.) and 10
individual self-aligning bearings. Bearings Inc. was unable to supply any of the 10 self-aligning bearings. (4/93 -
GKSpringborn, P&SM)
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Sources in Lexington, KY and Knoxville, TN say that Bearings Inc. does not offer bearing kits for Cat applications.
(4/93 - GKSpringborn, P&SM)
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Policy is to buy and distribute American made products whenever it can. (9/91 - The Plain Dealer, Business
Newspaper)
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The Bearings Inc. group distributed products for many manufacturers, including the following:
- American Roller Bearing Co. - INA

- BCA - INA/Andrews
- CR Services - Kaydon
- Dayco Products Inc. - National Seals
- Fafnir - Parker Seal
- FAG - Rexnord
- Garlock Bearings - SKF
- Garlock Seals - SNR
- Gates - Timken Co., The
- Goodyear - Torrington
- Weatherhead
A complete list by manufacturer or by product is in the Bearings Inc., Catalog M in P&SM's Competitive
Information Library. (3/93)
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Looking To Diversify Its Products 10/91 - Bearings Inc., whose maintenance and repair business has been eroded by
the recession, hopes to expand into faster-growing product lines, including fluid power--such as hydraulic hoses--and
specialty rubber items. Bearings Inc. will stick to its policy of buying and distributing American-made products
whenever it can.
Reportedly, the market for bearings has been growing at 2% a year, far more slowly than the 8-10% growth rate for
some other industrial items. Sales of bearings account for about 55% of the company's total sales, but Bearings Inc.'s
acquisition of King Bearing Inc., an industrial distributor base in California has given it a much greater presence in
agricultural, food processing and pulp and paper industries. King's product expertise is expected to add to Bearings
Inc.'s sales of fluid power parts and specialty rubber products such as conveyor belts.
In its overall business, Bearings Inc. has been reducing its number of distribution centers, focusing on fewer but
larger, more efficient centers. The company had about 15 centers, but it has closed centers in North Carolina,
Massachusetts, and Florida. The goal is to end up with 4-6 centers, serving 341 branches. Bearings Inc. operates in
37 states
and has 4,200 employees.
Improvements to logistics have permitted next day availability to many customers, while the firm stands by to deliver
critically needed parts on a same-day basis. (9/13/91 - The Plain Dealer, Business Newspaper).
PRODUCT FEATURES:
Regarding how Bearings Inc. adds value to the products it sells - "In order to grow in today's competitive environment,
a distributor cannot survive simply by being an 'order-taker'. Today's leading manufacturers want distribution partners
who understand the issues associated with maintenance and repair, and apply resources to solving problems - often
before they occur. So Bearings Inc.'s future growth depends on going beyond simply selling and delivering industrial
products. We also provide maintenance training, inventory management and analysis, technical knowledge and
product application skills, purchasing management reports, quality reports and more." (1994 Annual Report)
QUALITY:
In March 1994, Bearings Inc. launched its quality seminar program for customers, which is designed to share the
company's quality expertise on a first-hand basis. More than 50 key customers attended the initial program --
"Applying Total Quality Management to Purchasing" -- held in Pittsburgh. As part of Bearings' total quality
management philosophy, virtually every branch coast-to-coast underwent stringent quality audits. Of 339 branches,
223 are now rated quality "green" by tough auditors. Quality "green" is the way Bearings recognizes facilities and
departments for integrating quality processes in customer satisfaction and cycle-time areas. Bearings Inc. associates
received an aggregate of 200,000 hours of additional training. Moreover, more than 1,200 quality improvement
teams have been put into place across the company solving problems and addressing issues of importance to
customers. To date, 4,900 actionable "idea briefs" were submitted by employee associates, many of which have been
implemented. (1994 Annual Report)
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Like all successful quality programs - especially those that provide a competitive differentiation - Bearings begins
with the top of the organization and involves all 3,986 associates nationwide. Every associate is a member of at least
one quality improvement team. In the Cleveland headquarters alone, Bearings has more than 150 quality
improvement teams currently working on best practices so that corporate functions are lean and very cost-effective.
In the last year Bearings has generated more than 1,000 ideas from the continuous improvement process. The BI
Center for Quality was created to anchor the company's quality efforts and provide a database of information on the
success of Total Quality Management (TQM).
Toward the goal of 100 percent error-free and on-time, Bearings Inc. currently is about 99 percent on-time and 99.2
percent error-free. Bearings believe world-class is 99.8 percent, and that's where Bearings is headed. (1993 Annual
Report)
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The following is a quality statement from Bearings Inc.'s 1991 Catalog M: "We strive to achieve quality levels that
meet or exceed customer expectations. It is our firm resolve to sell only the finest quality, factory fresh products, and
to perform our role in the distribution of these products with 100 percent error-free, on-time performance.
Our commitment to continuous quality improvement never stops, and is documented through a formal quality
process - Quality Assured Distribution (QAD). This program begins with our top management and is supported by
each employee in our organization.
We now have pilot quality programs in place at select groups of distribution centers and branches around the United
States. These pilot programs include the creation of Continuous Improvement Teams, thoroughly educated on the
quality improvement process, and empowered to work independently to improve quality. We have already achieved
significant improvements through this process.
Nationally, we track many aspects of our business including fill rates and returns. We even track the performance of
our vendors and evaluate their service in supporting us. We have embraced the culture of quality and made it
ours...and yours."
MARKETING:
PRODUCT SUPPORT:
Electronic Data Interchange (EDI) between Bearings Inc. branches and customers is being adopted widely to reduce
customer purchasing costs, improve accuracy and speed order processing and delivery time. The number of EDI
installations with customers grew by 39 percent in fiscal 1993.
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Product specialists are available to branches to help troubleshoot particularly complex customer issues. (1993
Annual Report)
WARRANTY:
Warranty Policy - products are sold only with such warranties as may be extended by the manufacturer of the
product. We make no other warranty and there are no implied warranties of merchantability or fitness. In no event
are we responsible for incidental and consequential damages, or for more than the allocable price of the defective
product. Buyer is responsible for installation and use in accordance with manufacturer's instructions. Our employees
are not authorized to alter this Warranty Policy. All sales are subject to our standard terms and conditions of sale
unless other specific terms are expressly agreed upon.
Disclaimer: While dimensions in this catalog are as accurately compiled as possible, no responsibility can be
assumed for typographical errors. The right is also reserved to change dimensions without notice. (1991 - Bearings
Inc., Catalog M)
PRICING:
Bearings Inc. does not have a hard copy price list. All prices are on-line. (4/93 - GKSpringborn, P&SM, DT)
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10% of balance payable in 15 days, remaining balance 30 days from date of invoice. (3/93 - D&B)
At year-end 1994 Bearings had 339 branches, seven distribution centers and 20 mechanical, fluid power and
industrial rubber service shops in 40 states. Branches are operated under the Bearings Inc., Bruening Bearings, Dixie
Bearings, King Bearing and Mainline names.
During fiscal 1994, 21 new branches were opened or acquired across the country. Three branches were consolidated
and two closed during the year.
The Mainline acquisition added nine branches to Bearings' network in Wisconsin, Minneapolis and Chicago.
In addition, smaller acquisitions during the year added four branches to supplement King Bearing branches opened in
the Greater Chicago market in 1993. (1994 Annual Report)
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Regarding inventory turns, Bearings' goal is to achieve an annual inventory turnover rate of six times by 1998,
double the current rate of three times. A series of aggressive actions are in place to stimulate this improvement in
asset utilization. They include reducing slow-moving bearing inventory; improving order-to-fulfillment cycle times
from manufacturers; increasing coordination and sharing of in-stock items among locations; reducing the number of
vendors; reducing the effects of overlapping product lines; and establishing active data interchanges with vendors to
facilitate just-in-time shipments. As fiscal 1994 ended, Bearings created a new logistics group to develop and
implement strategies for managing inventories, including purchasing, replenishment, traffic and distribution center
management. (1994 Annual Report)
----
All 44 part numbers quoted by Bearings Inc. listed a 10 day "quoted leadtime." (4/13/93 - GKSpringborn, P&SM)
----
Bearings Inc. is America's largest distributor of replacement bearings and power transmission components. (2/93 -
Value Line)
----
Bearings Inc. and its subsidiaries distribute their products in 37 states, per their 1991 catalog.
Below is a breakdown by operating unit and state:
- Bearings Inc.
Connecticut Montana Rhode Island

Delaware New Hampshire Texas
Idaho New Jersey Vermont
Indiana Ohio Washington
Maine Oklahoma West Virginia
Maryland Oregon
Massachusetts Pennsylvania
- Dixie Bearings Inc.
Alabama Louisiana Tennessee

Arkansas Mississippi Virginia
Florida North Carolina and also Puerto Rico
Georgia South Carolina
- Bruening Bearings Inc.
Illinois Missouri
Kentucky New York
- King Bearing Inc.
Arizona Nevada
California New Mexico
(1991 - Bearings Inc., Catalog M)
----
The job of keeping track of all the Bearings Inc. group inventory is done by their OMNEX 2.0 computer system
which puts their entire inventory at the finger tips of their local branches. (1991 - Bearings Inc., Catalog M)
GENERAL:
Ranked as a 'D' DT (AF Bearing) Competitor. (4/00)

----
Publicly held corporation. Stock symbol AIT effective 7/3/2000.
----
Outside directors include the president of The Lubrizol Corp., Wickliffe, OH and president/chief operating officer of
Eaton Corp., Cleveland, OH. (3/93 - D&B)

Bearings Inc. is singularly focused on the distribution of Maintenance Repair Operation (MRO) products and
services to the industrial aftermarket in North America. Goal is to be the best in distribution. (1993 Annual Report)
----
Delivering their best - Bearings Inc. believes that customer satisfaction is the key to growing their business. It can
only be achieved through employees dedicated to meeting and exceeding customers' needs and wants. (1991 -
Bearings Inc., Catalog M)
Becoming a "one-stop-shopping" source for Maintenance Repair Operation (MRO) products. (6/95)
----
Anti-dumping legislation currently in place makes the threat of foreign competition less than it was in previous
recoveries. (11/91 - Value Line)
Narrow-margined business relies heavily on volume for profitability. (2/92 - Value Line)
----
Apparently not a single source for all antifriction bearings needs. See 4/93 information in Products section. Also, do
not offer bearing kits for Cat applications. (4/93 - GKSpringborn, P&SM)
FUTURE OUTLOOK:
Regarding Bearings Inc.'s growth strategy - "While we will continue to maintain and develop our current branch
network and expertise in core bearing technologies, a greater percentage of our sales in the future will derive from
drive products, rubber products, industrial specialties and fluid power products--all of which represent a bigger
market and carry higher margins than do bearings. Most of our customers who currently rely on us for their bearing
needs have substantially greater requirements for
products and services in these other technologies. While the total U.S. market for replacement bearings is about $1.7
billion a year, the marketplace for other technologies we offer is about $18.3 billion annually."
Regarding acquisition plans - "Our acquisition growth opportunities are grouped into two areas--to expand into
geographic areas of North America where we do not currently have a presence, and to supplement and strengthen our
position in specific product lines other than bearings.
Regarding plans to grow the fluid power and industrial rubber businesses - "Our strategy includes providing these
products and services to our base of customers who currently rely on us for bearings. In addition, we are investing in
the training and education of our current branch personnel so they can better offer fluid power and rubber technology
and service to customers. In those geographic areas where we do not currently offer the broad range of products and
services in all technologies, we would consider acquisitions of smaller distributors where doing so would help to
accelerate the integration of these products into our existing customer base." (1994 Annual Report)
LAST D&B: March 23, 1993

SIC (CODES): 5085, 5172, 5169, 7699
LAST PROFILE REVIEW/UPDATE: June 14, 1995
BRAKE SUPPLY CO. INC. - NEWS
July 15, 2000
31U3NEWS
http://www.brake.com
INTRODUCES ONLINE EXPRESS CREDIT CARD BUYING OPTION FOR COMMODITY PARTS
7/15/00
In February 1998, Brake Supply (BSC) announced BSC Online, Internet parts ordering for registered
customers. Brake Supply has now introduced Online Express for credit card purchases.
Express is for the person in a hurry who wants to pay by credit card. Not all products are available via Express.
These are BSCs commodity parts. According to BSC, there just isn't a good way to display over 300,000 part
numbers in a shopping cart.
"If you need OEM parts or want to buy on open account, try the original BSCOnline. If you want to pay by
credit card or have not signed up for online access, try Online Express!" (7/10/00 BS Web Site)
STEPS, LADDERS & MIRRORS, THE NEWEST ADDITION TO PRODUCT LINE 3/31/00
According to Brake Supplys web site, "Our replacement steps and ladders are a perfect fit for your equipment.
No more outrageous dealer prices, and no more wasted time fabricating your own ladders. Now you can
economically remedy unsafe equipment conditions using Brake Supply's railings, steps, ladders and mirrors. If
you don't see the part you need here, give us a call; we will get it for you!"
Product is offered for the following Caterpillar models: 235, 350L, 769C, 769D, 771C, 771D, 773, 773B, 773D,
775B, 777, 777B, 785, 785B, 789, 928F, 950B, 950F, 966D, 980C, 980F, 980G, 988B, 988F, 990, 992C, 992D,
992G, 815, 816, 826, 12G, 12H, 14G, 14H, 16G, 16H, 120, 140, 160, D9N, D10, and D11N.
Four replacement mirror part numbers are offered.
Specific part numbers and descriptions are listed. (3/20/00 BS Web Site)
THE 2% DISCOUNT FOR WEB ORDERS IS BACK! 8/31/99
In July 1998 we reported that Brake Supply was offering a 2% discount on parts orders placed via their internet
site prior to August 31. We also reported Brake Supply continued to extend this offer monthly until December
31, 1998.
Brake Supply announced on August 17, 1999, that the 2% discount is back. The discount is not applicable to
special quotes and certain other negotiated prices. No ending effective date was stated. (8/17/99 BS Web Site)
OPENS NEW STORE IN NORTON, VIRGINIA 8/15/99
Brake Supply Co. recently opened a new store at 5445 Kent Junction Rd., in Norton, Virginia. The new store is
ideally located to serve mining customers in the southern Appalachians. Norton is about half way between
Bristol, VA and Hazard, KY. (8/99 BS Web Site)
CONTINUES TO EXTEND 2% INTERNET ORDERING DISCOUNT 11/98

In July, we reported Brake Supply was offering a 2% discount on all on-line orders placed before August 31,
1998. Brake Supply has continued to extend this discount monthly. As of December 1, the 2% online discount
is good through December 31, 1998. (12/1/98 BS Web Site)
ORDER ON-LINE BEFORE AUGUST 31, 1998 AND SAVE 2% 7/98
Any order placed through the Brake Supply web page prior to August 31, 1998 earns a 2% discount. On-line
ordering is reportedly even faster and easier with the ability to look up as many as 10 part numbers at one time.
Brake Supply also has a "bargain basement." Just click the "Surplus" button on the home page to see what's on
the clearance table that week.
All but one of the 82 new and remanufactured part numbers on the Surplus list on July 15, 1998 were for
Caterpillar applications. (7/15/98 - Brake Supply Web Site)
INTERNET PARTS ORDERING FEATURES FOR APPROVED CUSTOMERS 2/98
Brake Supply Co. recently introduced an Internet program called Brake Supply Online. After filling out a credit
application on-line, customers will reportedly soon be able to take advantage of the most advanced ordering
system in the heavy-duty parts business, one backed by a depth of inventory and application expertise
unmatched by anyone else in the industry.
Any Brake Supply customer, anywhere in the world, any time of the day or night can:
- look at parts availability

- request a quotation
- place an order
- inquire on the status of an order
- trace a shipment through UPS and other carriers
- show the status of their account
- access a complete on-line directory of Brake Supply team members at every location
The following are some of Brake Supply's key suppliers:
- Aeroquip - Baldwin
- Rockwell Automotive - Bendix
- Rexroth - Wagner
- Eaton - Midland
- Timken - CR Industries
(2/3/98 - BS Web Site)

BRAKE SUPPLY COMPANY INC.
May 11, 1998
31U3
(SUBSIDIARY 100% OF GEORGE KOCH SONS INC., EVANSVILLE, IN)
INTERNET: http://www.brake.com (5/98)
COMPETITIVE TYPE: Manufacturer No (Parent is a manufacturer)

Distributor Yes
MAJOR PRODUCT CLASSES: Drive Train

Hydraulics
LOCATIONS: Headquarters - Evansville, IN

1300 W. Lloyd Expressway
Owns 135,000 sq. ft. in one story concrete block and aluminum building in good condition, commercial section on
well traveled street.
Branches
- Ivel, KY, Brake Supply (Eastern Kentucky Division), Hwy 23 S
- Elko, NV, Brake Supply - Mountain States Inc. (Nevada Division), 2265 Industrial Way
- Austin, TX, Brake Supply - Southwest, Inc. 7740 Ed Bluestein Blvd.
- Clearwater, FL, Brake Supply - Gulf Coast, 3725 131st Ave N
- Casper, WY, Brake Supply - Mountain States, 2000 Oil Dr (3/98 - D&B and Internet)
----
Brake Supply also has satellite warehouses in the Chicago, IL (Hammond, IN), and Atlanta, GA, areas. (Issue 4 1995 -
Rockford Powertrain Inc.'s Power Trends Newsletter) No details, but these two locations are also listed on Brake
Supply's Internet site. (5/98)
----
Through the common ownership of the parent company this business is related to the following companies:
- Gibbs Die Casting Corporation, Henderson, KY; started 1965, manufactures die castings. Statement dated
December 31, 1993, showed a net worth of $47,911,696.
- Uniseal Inc., Evansville, IN, started 1984, manufactures sealants and adhesives. Statement dated December
31, 1993; showed a net worth of $5,306,001.
- Koch, George Sons International Inc., Evansville, IN, started 1988, active as foreign sales company.
- Marco Sales Inc., Saint Louis, MO, acquired December 31, 1996, operates as a distributor of heating and air-
conditioning equipment. (3/98 & 2/97 - D&Bs)
EMPLOYMENT:
Year Employees
1980 125 (12/80-D&B)

1991 228 (179 at headquarters) (2/92-D&B)
Jun 1993 228 (182 at headquarters) (2/94-D&B)
Jun 1994 228 (182 at headquarters) (1/95-D&B)
Oct 1995 228 (182 at headquarters) (1/96-D&B)
Feb 1996 228 (182 at headquarters) (2/97-D&B)
Mar 1998 205 (155 at headquarters) (3/98-D&B)
----
According to Rockford Powertrain Inc.'s Issue 4 1995 Newsletter, Brake Supply has 190 employees. (1/96)
SALES: Fiscal year ends December 31.
Net
Profit
1988 $23,930,814 $ 612,288 $ 6,142,556 (2/92-D&B)

1989 24,388,063 (14,971) 6,577,181 (2/94-D&B)
1990 24,585,014 1,261,011 8,524,090 (2/94-D&B)
1991 22,653,484 512,790 9,382,859 (2/94-D&B)
1992 23,613,028 262,119 10,315,176 (2/94-D&B)
1993 30,927,480 60,322 10,343,785 (1/95-D&B)
1994 36,462,268 1,610,950 11,965,857 (1/96-D&B)
1995 39,481,495 1,762,930 13,961,460 (2/97-D&B)
1997 42,049,256 1,570,272 14,224,595 (3/98-D&B)
HISTORY:
1946 - Business started

1979 - Expanded facilities and hydraulic product line (12/80-D&B)
1980 - Started Brake Supply - Mountain States Inc., Casper, WY (100% owned)
1984 - Started Brake Supply - Southwest Inc., Austin, TX (100% owned)
1985 - October, started Brake Supply - Gulf Coast Inc., Clearwater, FL (100% owned)
1993 - May, business moved from Vogel Av. to 1300 W. Lloyd Expressway, Evansville, IN, to consolidate locations.
(2/94-D&B)
PRODUCTS:
Inventory value as of December 31, 1991 was $6,413,994. (2/94-D&B)

----
Wholesales mining equipment (40%), industrial equipment (40%), marine equipment (10%) and truck parts (10%).
(1/95,2/97 & 3/98 D&Bs)
----
Brake Supply offers products from many manufacturers including, but not limited to, the following:
- Aeroquip - Denison Hydraulics

- Allied Signal, Automotive - Eaton Corp., Hydraulics Div.
Aftermarket - Ecco Back-Up Alarms & Strobe Lights
- Baldwin Filters - Federal-Mogul Corp.
- CR Services - Lovejoy, Inc.
- Carlisle Braking Systems - Midland-Grau Heavy Duty Systems
- Commercial Intertech Corp. - National Seal Co.
- Cooper Industries, Abex - Parker Hannifin Corp.
Friction Products Div. o Racor. Div.
- Dana Corp. o Seal Group
o Drivetrain Service Div. - Quincy Compressor, Div. of Coltec
o Fluid Product Sales - Rexroth Corp, Mobile Hyd. Div.
o Mobile Fluid Products Div. - Rockford Powertrain, Inc.
o Spicer Driveshift Div. - Rockwell Automotive
(11/30/96 - Construction Equipment 1997 Buyers Guide)
----
Now Stocks Instrumentation for Caterpillar Applications 5/95 - According to their "NEWS Brake, New Product
Availability Bulletin", April 10, 1995, Number 12, Brake Supply is now stocking, Pricol brand water, oil, fuel, air
temperature and pressure gauges. They are also offering ammeter and hourmeters. A total of 37 part numbers for
Caterpillar applications were listed. (4/95 - Brake Supply)
----
The following information on specific products offered comes from 1992 and 1994 brochures:
Brakes Hydraulics
Bearings and Seals Cylinders and Accumulators

Drums and Discs Pumps and Motors
Foundation Brake Parts Valves and Oil Coolers
Brake Shoes Hose and Couplings
Brake Hose and Tubing Reservoirs and Accessories
Air and Hydraulic Components Filters and Strainers
Molded and Woven Sheet and Roll Stock Gauges and Quick Couplers
Blocks, Facings and Segments Complete Power Units
Metallic Plates and Facings High Pressure Lifting Equipment
Shim Stock and Flat Sheets
Rebuilds pumps, motors,
(Also relines and rebuilds brake cylinders and valves
shoes, bands, calipers, and wet (2/94-Brochure)
disc brake assemblies. (2/94-Brochure)
Pneumatics Clutches
Cylinders and Valves Cover Assemblies and Discs

Compressors and Dryers Matched Sets
Filters, Regulators & Lubricators Release and Pilot Bearings
Tanks and Gauges Industrial Air & Hydraulic Clutches
Rotating Unions
Horns and Back-up Alarms
Lubrication Equipment Flywheels are machined.
Hose and Couplings Clutches are rebuilt and
Air Starters electronically balanced.
Also offers rebuilt pneumatic components. (2/94-Brochure)
Drivelines
Universal Joints
CV-Joints
PTO Shafts
Complete Prop Shaft Assemblies
Power-Take-Offs
Hanger Bearings
Shaft Component Parts
(1992 Brochure) (1994 Brochure when noted)

----
Over one million part numbers in their OEM Cross Reference Library. (2/94-Brochure)
PRODUCT FEATURES:
QUALITY:
Poor Quality Friction Discs Reported 2/95 - Recent field reports indicate a couple of customers in Wagner's territory
have switched from Brake Supply friction discs back to genuine Cat. Reportedly, the material on the Brake Supply
disc is uneven, causing accelerated wear. (2/95 - JKGilles, M&DS, DT)
----
Competitive Test Reports (CTR) and Parts Competitive Bulletins (PCB) available on Brake Supply products. (2/97)
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
"GUARANTEED PLUS" warranty assures 100% satisfaction on any new or rebuilt part. (2/94-Brochure)
----
All rebuilt or exchange units are warranted to perform at 100% of new unit specifications and service life. (1992
Brochure)
PRICING:
Most current price list in Parts Pricing Dept. is effective March 1, 1993. (5/98)
In addition to satellite warehouses in Chicago, IL (Hammond, IN), and Atlanta, GA, areas, Brake Supply has the
following sales representatives:
- Brake Supply Company, Brasil

R. 24 De Outubro 1219/401
90510-003 Porto Ale gre/RS
Brasil
- Brake Supply,Chile
Punta De Rieles 2007
Villa Huaytiquina
Calama -- Chile
- Brake Supply UK Company

P.O. Box 12
Whaley Bridge
High Peak
SK23 7BX Cheshire, United Kingdom,
covering Europe, the Middle East, and Asia.
- Ermelo Brakecore, C.C.

5 Oosthuise Str. 5
Box 1837 Ermelo 2350,
Mpumalanga, Republic of South Africa
- Peru (5/98 - Internet)

----
Ship parts within 4 hours, 24 hours a day, 7 days a week. (2/94 Brochure)
----
Territory - U.S. and exports. Exports less than 5%. Sells to industrial, commercial marine, trucking and mining
accounts. (2/92,2/97, & 3/98 - D&Bs)
----
According to a brochure distributed by Brake Supply at CON/AGG '94, they have export sales to the United Kingdom,
Australia, Singapore, Columbia, Chile, Mexico and South Africa. (2/94)
GENERAL:
Ranked as a 'D' DT (Brake Component) competitor. (5/98)

----
Every BSC employee (team member) gets a full reporting of company profits and expenses each month and they all
share in a profit-based monthly bonus. The open door policy and constant reminders that success is based on effort
lead to a happy crew with low turnover and wages significantly above comparable positions at other local companies.
(Issue 4 1995 Rockford Powertrain Inc.'s Power Trends Newsletter)
BSC President says they run their business by an easily understood five-point "vision".
- Focus on the customer
- Simplify!
- Don't "cost analyze" every transaction
- Have fun
- Make a profit
(Issue 4 1995 - Rockford Powertrain Inc.'s Power Trends Newsletter)
Complete Cat cross-reference for friction material, 14-21% off Cat list. Overnight delivery, Guarantee Plus. (11/92 -
GKSpringborn, P&SM, DT Section)
FUTURE OUTLOOK: Financial condition strong. (2/97 & 3/98 - D&Bs)
LAST PROFILE REVIEW/UPDATE: May 11, 1998
SIC (CODES): 50 82, 50 84, 50 88, 50 13
BYG, S.A.
August 10, 1995
37ES
COMPETITIVE TYPE: Manufacturer

Distributor
MAJOR PRODUCT CLASSES: Undercarriage Hydraulics

Engine Parts General Usage
GET Not Elsewhere Classified
Drive Train
LOCATIONS:
Headquarters - BYG, S.A.

Calvet, 55-57 Entlo, Barcelona, Spain
Rents offices covering 150 sq. meters, central business area on a main road.
Subsidiary - BYG Sur, S.A.
Barcelona, Spain 100% (Duns: 46-035-7494) Started 1972
(Importer and wholesaler of construction machinery and materials)
Affiliates (The following are related through principal(s) and/or financial interest):
- Inmobiliaria Can Serra S.A.
Barcelona, Spain (Duns: 47-294-6623) (Construction and real estate)
- Inmobiliaria Escipion, S.A.
Barcelona, Spain (Duns: 46-856-1907) (Construction)
- Trasto Centro, S.A.
Madrid, Spain
Branches/Divisions
- Has two, including El Pla, 45, del Plg. Indl El Pla de Molins de Rei (Barcelona) (7/95 - D&B)
----
According to a June 30, 1995 BYG Letter, they have offices throughout Spain (Malaga, Tenerife, Madrid, Sevilla,
etc.) and have agents worldwide. (6/95)
EMPLOYMENT:
Approx. 1980 = 21 (including 14 salesmen)
Dec 1991 = 30 (7/95 - D&B)
Dec 1992 = 26 (7/95 - D&B)
Dec 1993 = 22 (7/95 - D&B)
1995 = 60 (6/30/95 - BYG Letter)
SALES: Fiscal year ends Dec. 31. (7/95 - D&B)

----
Sales:
P to D
Year Pesatas Dollars Conversion
1991 P467,489,000 $4,495,986 (7/95 - D&B) divide by 103.9792

1992 429,455,000 4,196,917 (7/95 - D&B) divide by 102.3263
1993 430,888,000 3,386,153 (7/95 - D&B) divide by 127.2500
----
Net Worth:
Year Pesatas Dollars
1991 P202,007,000 $1,942,764 (7/95 - D&B)

1992 296,363,000 2,896,254 (7/95 - D&B)
1993 423,962,000 3,331,725 (7/95 - D&B)
----
Profit:
Year Pesatas Dollars
1991 P 12,667,000 $ 121,822 (7/95 - D&B)

1992 94,356,000 922,109 (7/95 - D&B)
1993 127,599,000 1,002,743 (7/95 - D&B)
HISTORY:
1967 - Company chartered
PRODUCTS:
BYG's main exports are cutting edges, manufactured at their Barcelona plant, teeth and other wear parts, nuts and
bolts. Cutting edges and tips offered for Caterpillar, Komatsu, Fiat, Case-Poclain, O&K, and Esco replacements.
(6/30/95 - BYG Letter)
Wholesalers of replacement parts for construction equipment. BYG also claims to be a manufacturer of blades
(carbon steel and boron steel) and will produce to customer specifications. BYG may manufacture more, but
European parts competitors' brochures typically suggest they are the manufacturer, but most product is usually
sourced from others. (11/93 - BYG Brochure/Letter)
----
BYG offers:
- Bucket tips/adapters, scarifiers and related parts
- Ripper shanks/adapters/protectors
- Cutting edges, end bits, segments, router bits, wear plates for loaders, dozers, scrapers and graders
- Hardware (Grade 8)
- U/C idlers, sprockets, grouser bars
- Crankshafts (11/93 - BYG Brochure/Letter)
----
As of 11/93, BYG offered replacement for four Caterpillar crankshafts (4N7692, 4N7693, 7C4859 and 9N6221)
and three for Deere. (11/93 - BYG Letter)
----
Based on Competitive Parts Reports (CPR) information, as of 7/95 (most submitted by Spain dealer FSA), BYG
offers the following brands of product:
- Kolbenschmidt (Engine; liner, piston, piston pin/retainers)

- Garrett (Engine; turbo/parts)
- Kolbenschmidt (Hyd., seals)
- Berco (U/C)
- Baldwin (Filters)
- Fleetguard (Filters)
- Woodgate (Filters)
- Wix (Filters)
- S.A. Metalogenia, Remop (GET)
- Esco (GET)
- Canavera & Audi-Roca (GET)
- ETE (GET)
"Unknown" was often submitted as the brand. For more detail on specific parts offered, refer to the CPR portion of
PMIS. (7/95)
PRODUCT FEATURES:
QUALITY:
Refer to Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) for information on brands BYG
offers. (7/95)
MARKETING:
Agrees to change wording on future promotional material: In January 1994, Caterpillar objected to claims made in
a promotion piece of BYG replacement parts "matching or exceeding OEM requirements." Our Patent Dept.
solicited the help of our Spanish legal counsel. After lengthy delays, in July 1996 we were informed that BYG was
agreeable to changing the wording. BYG is to provide a sample of their new catalog as soon as available for
Caterpillar's approval. (7/96 - RBRodgers, P&MR).
PRODUCT SUPPORT:
WARRANTY:
"If any of our products breaks during normal operation, we will provide a new replacement free." (6/95, BYG
Brochure/Letter)
----
PRICING:
BYG seems to be a medium threat for cutting edges and end bits mostly. Discounts off Spanish Cat dealer FSA/Cat
prices of 20-50%. (7/95 - WBHenrikson, GET Products Gp.)
----
No information in Pricing (P&MR) Dept.'s CIS system. (7/95)

Territory is 100% National. Imports 70% of Purchases. (7/95 - D&B)
----
According to a June 30, 1995 BYG letter, they export all over the world. Their strongest market is Asia for the past
few years. (6/95)
----
Per 12/9/87 D&B, 80% of sales are in Spain.
----
Additional information on BYG distributors may be available in the CPR portion of PMIS. As of 7/95, in addition
to BYG, the following distributors have been submitted as selling BYG products:
Distributor Submitted By Sub

CL Boyd Co. Darr Eq. NACD
Plamondon Hewitt Eq. NACD
Blumaq FSA COSA
Groinsa FSA COSA
Henagui FSA COSA
Hermanos Pozo FSA COSA
Repuestos Del Noroes FSA COSA
Rodajes Malaga FSA COSA
Tracto Centro FSA COSA
Tractor Bierzo FSA COSA
Tractor Murcia FSA COSA
GENERAL:
Aureo Bartolome Pascual is the sole administrator, owning 63%. (7/95 - D&B)
----
Additional information is available in P&MR's Competitive Information Library. (8/95)
FUTURE OUTLOOK: Financial condition is fair, trend even. (7/95 - D&B)

LAST D&B: July 19, 1995
LAST PROFILE REVIEW/UPDATE: July 20, 1995 (Minor update 8/10/95)
SIC CODES: 5084 Wholesales Industrial Machinery & Equipment
CEI (COSTRUIZIONE EMILIANA INGRANAGGI SPA)
August 10, 1995
31GN
INTERNET: None as of 3/9/2000

MAJOR PRODUCT CLASSES: Drive Train
LOCATIONS:
Headquarters:
Address - VIA Del Lavoro 78
Town - 40056 Crespellano (BO)
Country Italy
Branches (among the important):

- Deposito, Crespillano (BO) Italy
- Magazzino, Anzola dell' Emilia (BO) Italy
Subsidiaries:
- Anteo SpA, ownership 97%, Molinella (BO) Italy
- PM France Grues Hudrauliques, ownership 62%, Longjiumeau, Francia
- Autogru P.M. SpA, Modena (MO) Italy
Also affiliated through principals (President & Vice President):

- Alfa SpA, Crespellano (BO) Italy
- Sicma Srl, Bologna (BO) Italy
- S.E.R.M.A. Srl, Modena (MO) Italy
(8/95 - D&B)
EMPLOYMENT:
1976 - 53 (includes 11 salesmen in Italy/1 foreign salesman)

1989 - 85 (11/91 - D&B)
1991 - 93 (12/92 - D&B)
Dec 1993 - 86 (8/95 - D&B)
SALES: (Millions): Fiscal year ends December 31.
Sales/Profits Sales/Profits Full Yr. Av.

Lira Dollars Exchange Rate
1987 L 13,936/295 $10.7/.23 1299

1988 15,946/325 12.4/.25 1288
1989 17,118/318 12.5/.23 1370
1990 16,788/268 14.0/.22 1198
1991 17,351/152 14.1/.12 1240
1992 20,428/34 16.6/.03 1230
1993 23,138/26 14.7/.02 1571
1994 25,000/?? 15.5/?? 1612
The above sales information comes from D&B reports.
HISTORY:
- 1968 - CEI was established in Italy as a private partnership. CEI reportedly manufactures transmission and final
drive parts for Fiat, ESP, Ghinassi, SIRT, and several other Italian replacement parts wholesalers.
- 1976 - CEI joined the Associated Independent Distributors (AID) organization and sales were expanded to a
worldwide level.
- 1990 - No longer member of Independent Distributors Association (IDA), formerly AID.
PRODUCTS:
Manufacturer of gears and pinions.
PRODUCT FEATURES:
QUALITY:
CEI product has been tested as part of Caterpillar's Competitive Parts Test Program, but the CRT and PCB are no
longer considered current. (8/95)
----
Their brochure had some Caterpillar gears on it. Our host Piero Silvagni said they no longer scab our parts and would
like to become a licensed aftermarket manufacturer of our parts. (SIRT was immediately behind him and a used
construction equipment dealer was reported as owning the lot beside him with all the torn down Caterpillars in it.) I
wasn't impressed with anything about this place. On his hob installation he used insert blade hobs on stacked parts.
Both reduce quality. The hob had automatic hob change and his magazine had partially used hobs severely burned on
35% of their face. The hob also had automatic fixture change. CEI did inspect a part but the trace was done at 1:1
along the tooth profile. Even at this level the parallel was wavy and showed a lot of variation. Definitely not a quality
house!
CIMA had potential and has demonstrated a fair amount of sophistication in their software capabilities. To further
qualify them, we are going to have them cut some parts for us in early 1988 on a U.S. built machine in Richmond,
Virginia. (Dan Thurman - MFG - 11/87)
MARKETING:
PRODUCT SUPPORT, WARRANTY:
PRICING:
Pricing (P&MR) Dept. has price list information in the CIS System, the most current being effective Nov. 1, 1990.
(8/95)

CEI sells via agents. (8/95 - D&B)
----
Distribution as a percent of Sales:
Date National Exports Imports
12/31/89 65% 35% 5% (11/91 - D&B)
12/31/91 60% 40% 5% (12/92 - D&B)
12/31/93 30% 70% 5% (8/95 - D&B)
GENERAL:
CEI ranked as a 'B' Drive Train (Gear) competitor. (8/95)

----
Additional information is available in P&MR's Competitive Information Library. (8/95)

FUTURE OUTLOOK: Condition is fair, trend is even. (8/95 - D&B)
LAST D&B: August 10, 1995
LAST PROFILE REVIEW/UPDATE: August 10, 1995
DUNS NUMBER: 42-877-7338
SIC CODE/DESCRIPTION: 3568 Power Transmission Equipment Manufacturer
EQUIPMENT SPARE PARTS AFRICA (PTY) LTD.
July 12, 1996
63HG

Engine General Usage
Drive Train
LOCATIONS:
- Isando (Johannesburg), Rep. South Africa

- Pretoria, Rep. South Africa
- Pinetown, Rep. South Africa
- Cape Town, Rep. South Africa
- Bloemfontein, Rep. South Africa
In addition to the five branches, ESPA has agents in:
- Botswana
- Namibia
- Zimbabwe
- Swaziland (Dec. 1995/Jan. 1996 - SA Construction World Magazine)
EMPLOYMENT:
SALES:
HISTORY:
1979 - Company's inception

1987 - Became the sole agent for Berco undercarriage products in South Africa at the end of 1987.
1998 - September 14, acquired the new replacement parts business of Dozer Parts (Pty) Limited.
1999 - To purchase G & R Spares CC which operates in the heavy earthmoving equipment parts business
predominantly in Kwazulu-Natal and Gauteng. The effective date is set at March 1, 1999.
----
Used to be an associated company of the former Equipment Spare Parts Italiana S.p.A. (ESPI), responsible for the
direct marketing and distribution of the ESPI manufactured product in South Africa. This affiliation apparently has
been dropped, but it is not known when. ESPI has since changed owners/company names twice since then. (12/95)
PRODUCTS:
ESPA describes themselves as a leading supplier of quality replacement parts for Caterpillar and Komatsu
earthmoving equipment, Fort Louisville, International and Mack Trucks, and Cummins, Detroit Diesel, Deutz and
John Deere diesel engines. (Dec. 1995/Jan. 1996 - SA Construction World Magazine.
----
ESP Africa parts purchasing sources by product:
- Cylinder heads Ghinassi

- Needle bearings Torrington
- Lip type seals CR Services
- Cylinder seal kits "Bulldog" (Heavy Equipment Parts Co.)
- Gasket kits Phillips or "Bulldog" (HEPCo.)
- Engine valves AE (South Africa)
- Pistons and liners AE (South Africa)
- Filters Fram, GUD and Luber-finer
- Undercarriage Berco
- GET Apex wear parts (Cat and Bofors type)
Esco
Italricambi
- Injectors KM Products or Cat
- Engine bearings Miba or Clevite or Glacier
- Electrical gauges KM Products
- Starting motors & alternators Delco Remy
- Hydraulic cartridge type pumps Vickers
- Connecting rods and bolts Genuine Cat
- Grader side shafts Genuine Cat
(11/95 - MRStevens, COSA & ex-ESP Africa employee)
PRODUCT FEATURES:
QUALITY:
Refer to Competitive Test Report (CTRENG96-3) for information on 3300 series engine valves purchased as part of
Caterpillar's Competitive Parts Test Program. A Parts Competitive Bulletin (PCB) is to be released by July 23, 1996.
(7/96)
----
Refer to Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) for information on brands
distributed by ESP Africa. (12/95)
MARKETING:
Advertises in South African Construction World Magazine. (6/95)
PRODUCT SUPPORT:
WARRANTY:
PRICING:
By far the most series aftermarket competitor Caterpillar faces in South Africa. (11/95 - MRStevens, COSA)
----
Agents in East London (Peugair), Port Elizabeth (Earthtek), Botswana (Parts Sales). (6/95 - South African
Construction World Magazine) See LOCATIONS section for what appears to be more current information.
GENERAL:
Subsidiary of Delta Electrical Industries Limited. (1999)

----
New General Manager is Andrew Grobler, replacing Ron Los who held the position for 16 years. (1/96)
----
Regular member of Independent Distributors Association (IDA). (1995 Membership Roster)

ESPA reportedly offers complete parts and repair service and is able to overhaul most types of crawler undercarriage.
(Dec. 1995/Jan. 1996 - SA Construction World Magazine)
FUTURE OUTLOOK:
According to ESPA, with the 1/96 change in leadership, sthere will be no immediate or drastic changes in the
company. "We will build on our excellent and respected services to our clients. In the immediate future, we will
concentrate on expanding the range of truck spare parts. As we have become the leading supplier of replacement
spare parts for the earthmoving industry, we are now striving to achieve the same for the trucking industry." (Dec.
1995/Jan. 1996 - SA Construction World Magazine.
LAST D&B: None

DUNS (D&B NUMBER):
SIC (CODES):
LAST PROFILE REVIEW/UPDATE: July 12, 1996 (minor update 3/20/00)
GHINASSI GROUP
April 14, 1999
32AL
INTERNET: http://www.ghinassi.com

Distributor
MAJOR PRODUCT CLASSES:
Engine Parts Drive Train Hydraulics General Usage
LOCATIONS:
CGR-Ghinassi group consists of two main companies, CGR (Cornelio Ghinassi Ricambi S.p.A.) and OMG (Officine
Meccaniche Ghinassi S.p.A.) and one foundry.
Both CGR (wholesaler/exporter) and OMG (manufacturer) are located in Ravenna, Italy in two plants covering
altogether more than 10,000 sq. meters.
EMPLOYMENT:
1978 - 55
1980 - 55
1986 - 53 OMG
1987 - 53 OMG
1988 - 150 Turbin, Italy foundry - Not sure if actually owned by Ghinassi.
1990 - 45 OMG (D&B, 4/90)
- 24 CGR (D&B, 4/90)
1991 - 45 OMG (D&B, 11/92)
- 20 CGR (D&B, 12/92)
1992 - 22 CGR (4/94 - D&B, 12/31/92 CGR Financial Statement)
1994 - 22 CGR (3/96 - D&B, 12/31/94 CGR Financial Statement)
1995 - 32 OMG (6/97 - D&B, 12/31/95 OMG Financial Statement)
- 22 CGR (6/97 - D&B, 12/31/95 CGR Financial Statement)
1997 - 32 OMG (4/99 - D&B, 12/31/97 OMG Financial Statement)
- 22 CGR (4/99 - D&B, 12/31/97 CGR Financial Statement)
SALES:
Fiscal year ends Dec. 31. (4/99)

----
Full Year Av.
Exchange Rate
Lira Approx. Dollars (Lira per
(millions) Company (source) (millions) U.S. Dollar)
1976 - -- -- $4.0 (estimated) --

1985 - 9.000 OMG (D&B, 6/86) $4.7 1915
1985 - 7.976 OMG (D&B, 11/87) $4.2 1915
The following 1988-1997 information comes from 11/92 through 4/99 D&Bs and is in millions:
Net Sales/Profits Net Sales/Profits Full Year Av.

Lira Dollars Exchange Rate
1988 - OMG L 9,699/ 1,306 $ 7.53/ 1.01 1288

1988 - CGR 23,192/ 1,492 18.00/ 1.16 1288
1989 - OMG 10,441/ 1,319 7.62/ .96 1370
1989 - CGR 29,339/ 1,176 21.42/ .86 1370
1990 - OMG 10,811/ 649 9.02/ .54 1198
1990 - CGR 26,336/ 695 21.98/ .58 1198
1991 - CGR 25,024/ 685 20.18/ .55 1240
1992 - CGR 22,961/ 274 18.67/ .22 1230.08
1993 - CGR 31,642/ 3,866 20.14/ 2.46 1570.80
1994 - CGR 38,496/ 2,184 23.89/ 1.36 1611.70
1995 - OMG 7,166/ 427 4.40/ .26 1628.93
- CGR 44,979/ 2,946 27.61/ 1.81 1628.93
1996 - OMG 8,237/ 352 5.34/ .23 1542.95
- CGR 49,906/ 2,512 32.35/ 1.63 1542.95
1997 - OMG 10,860/ 1,018 6.38/ .60 1703.29
- CGR 54,459/ 3,934 31.97/ 2.31 1703.29
HISTORY:
1927 - CGR first registered in Ravenna, Italy.

1980 - OMG established. (Continues the CGR activity of manufacturing spare parts. CGR becomes the
distribution arm of the CGR-Ghinassi group.)
PRODUCTS:
The main activity of CGR-Ghinassi is the production of: replacements parts for earthmoving machines (Caterpillar,
etc.).
Cylinder heads for diesel engines, suitable to several makes of tractors, especially Caterpillar, Fiat, Mercedes Benz
and others.
Final drive gears and pinions (Caterpillar, Fiat Allis etc.) Miscellaneous spare parts, covering a range of over 15,000
items (Caterpillar, etc.)
Engine Parts: cylinder heads, gaskets, crank/camshafts, conn. rods, etc.
Transmission Parts: gears, pinions, pumps, bevel groups, carriers, etc.
Steering Clutch Parts: drums, discs, flanges, etc.

Final Drive Parts: gears, pinions, hubs, shafts, etc.
Front Idler and Sprocket Parts: springs, cylinders, guards, hubs, etc.
Bucket Parts: pins, bushings, trunnions, cylinders, etc.
Pumps: engine, transmission, oil, water, fuel, hydraulic pumps
Misc. Parts: brake, electrical parts, radiators, oil coolers, mufflers, turbochargers, etc. (4/99 - ghinassi.com)
----
OMG - Machining of diesel engines cast iron cylinder heads for tractors, wheel loaders, trucks and cars. Also,
production of final drive gears, pinions, hubs, etc.
Sub-Contracts - CGR has created a unique network of sub-contractors who are engaged in the machining of the
following parts, under CGR supervision:
- engine components (valve guides, valves, precombustion chambers, inserts, piston sleeves, gaskets, radiator cores,
etc.)
- transmission parts (gears, pinions, shafts, cages, nuts, etc.)
- spider and bearings, universal joints
- front idler (collars, bearings, coil springs, cylinders, adjust bolts, etc.)
- strips and guards, equalizer bars-pads
- pins and bushings for the bucket control
- oil and fuel transfer pump assy's, water pump assy's, oil coolers
- dozer (trunnions, caps, bearing)
- seal groups, o-rings, hydraulic cylinder seals, repair kits
- gauges, caps, springs, mufflers
- steering clutch drum (inner/outer)
- holders, cages, flanges, etc.
- carriers and differential grps.
- bevel pinions/gears
(2/88, CGR brochure)
----
Ghinassi announced the introduction of pumps of its own manufacture adaptable to Caterpillar oil, water, fuel and
hydraulic pumps, in a general letter to their customers dated April 7, 1988. The letter points out the following:
- The existing production process has been improved and refined thanks to new sophisticated quality control
systems.
- Every CGR pump is fully interchangeable with the original one.
- Every pump is tested individually.
- Every pump is delivered with the standard warranty certificate.
- Given the large quantities scheduled for production, pricing has also been substantially improved and a special
discount will be granted on predetermined purchase quantities.
The letter was accompanied by a catalog listing 159 Caterpillar part numbers. The brochure implies that the pumps
are manufactured in their plant in Ravenna, Italy. (9/88 - JMEsperet, Rome PSSR)
----
Also see PRICING section.
PRODUCT FEATURES:
QUALITY:
Specific information can be obtained from Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR).
MARKETING:
PRICING:
Transaction level price observations are available in the Competitive Parts Report (CPR) portion of PMIS. (4/99)
----
Pricing (P&MR) Dept. has list price information in their CIS system, the most current being effective 3/1/92. (4/99)
----
COSA Parts Price Announcement In The Industry (PPAI) 11/92 - COSA Parts Pricing calculated the following
Ghinassi dollar list price increases between September 1990 and July 1991 price levels:
Major %
Class Change
Undercarriage 0.4%
Engine 1.2%
GET -1.1%
Drive Train 0.5%
Hydraulic -0.9%
General Use -0.8%
NEC -0.8%
All Parts 0.3%
Above average percentages are weighted by COSA dealers' 1991 orders on Caterpillar.
Compared to the previous document, the latest Ghinassi price list contains an additional 470 line items, bringing the
total number of priced parts to 12,144. Major additions occurred in Hydraulic, General Usage and NEC parts, i.e.:
Product
Code Description Items
1 Undercarriage 10
2 Engine 38
3 GET 26
5 Drive Train 17
6A Pumps, Motors 12
6B Hydraulic Cylinders 145
6S Seals 13
6 Hydraulic 179
8B Sleeve Bearings 34
8H Hardware 14
8P Pins 38
8 General Usage 100
9M Plates, Brackets 53
9Z Miscellaneous 38
9 NEC 100
Total All Parts 470

(10/26/92 - VAZanzi, COSA, Parts Pricing)
----
COSA Parts Price Announcement In The Industry (PPAI) 9/92 - Using COSA dealers 1991 orders on Caterpillar for
weighting purposes, COSA Parts Pricing calculated the Ghinassi increased dollar list prices for cylinder heads
(Product Code HAA) between February 1991 and March 1992 by an average of 5.6%. Details by part number are as
follows:
1N4304 5.0% 7N6340 10.2% 1P4303 10.3%

4N6765 5.0% 8N1187 5.0% 2S9004 10.3%
4N7000 15.9% 8N1188 5.1% 5S1884 10.3%
7N0858 5.0% 8N6000 5.0% 7S7070 10.2%
7N1303 5.0% 8N6004 5.0% 7W0009 5.0%
7N3630 10.3% 8N6796 5.0%
(9/92 - VAZanzi, COSA Parts Pricing)

----
COSA Parts Price Announcement In The Industry (PPAI) 7/91 - COSA Parts Pricing calculated the following
Ghinassi dollar list price changes from their May 1989 list price levels:
Major Class Dec. 1989 Mar. 1990 Sept. 1990 Total
Undercarriage 3.1% 2.4% 1.9% 7.6%

Engine Parts 3.3% 2.7% 1.1% 7.3%
GET 7.4% 4.8% (0.3%) 12.2%
Drive Train Parts 1.3% 3.4% 1.1% 5.9%
Hydraulic Parts 2.4% 2.2% 1.3% 6.0%
General Usage Parts 2.7% 2.0% 2.1% 7.0%
NEC Parts 2.1% 2.0% 1.3% 5.5%
All Parts 3.6% 3.1% 0.9% 7.8%
Simultaneously, price levels compared to Cat SCL and product coverage based on COSA 1990 demand were
determined.
Average List Price

as a Percentage of Product Line New
Major Class Cat June 17, 1991 SCL Coverage Items Additions
Undercarriage 86% 11% 757 37

Engine Parts 93% 35% 2,552 107
GET 150% 54% 704 166
Drive Train Parts 76% 25% 1,705 32
Hydraulic Parts 68% 24% 2,056 74
General Usage Parts 73% 32% 3,663 173
NEC Parts 61% 6% 536 16
Total Parts 93% 29% 11,973 605
COSA cautions against drawing rash conclusions from the calculated percentages by major class, which tend to
distract from extreme situations that do exist on a product code and/or part number level. For more detailed analysis,
individual part number price information is available in the competitive information system maintained by Parts
Pricing. (6/91 - VAZanzi, COSA, Parts Pricing)
----
Price Increases 4/90 - Reportedly due to the devaluation of the U.S. dollar currency against the Italian Lira (almost
10%) Ghinassi has been forced to increase their prices. They also claim increased cost of raw material (forgings and
castings) as a factor. Effective February 15, 1990, prices on miscellaneous parts will increase 3% and cylinder heads
jump 5%. (2/90 - CofA/CGR, Ghinassi Customer Letter).
----
Prices quoted generally bear no relationship to their published prices (GHAppel, COSA Business Economics, 6/87)
Inventory Levels in Millions: (4/94 through 3/96 - D&Bs)
1990 - L9,956 $8.3

1991 - 6,092 4.9
1992 - 6,796 5.5
1993 - 9,885 6.3
1994 - 13,041 8.1
1995 - 12,102 7.4
1996 - 14,817 9.6
1997 - 13,288 7.8
----
Exports 95% of sales, 5% national. Sells directly and via agents. (4/94 through 4/99 - D&Bs)
----
Imports 10% of purchases from Europe and America. (4/99 - D&B)
Imports 3% of purchases. (4/94 through 3/96 - D&Bs)
----
From January 4, 1994 to February 23, 1995 Ghinassi made eleven known parts shipments into the U.S., nine to Regal
Equipment of Knoxville, TN (876,316 pounds total cargo weight), one to Costex of Miami, FL (42,419 pounds) and
one to Florin Tractor Parts of Sacramento, CA (42,224 pounds).
----
Below is the number of Cat dealers submitting Competitive Parts Reports (CPR) during the latest 8 qtrs. as of 4/99.
Additional detail on Cat dealers, distributors, and pricing is available in the CPR portion of PMIS.
NACD 1 CAPL 3 CCL 1 COSA - 10
GENERAL:
Ghinassi is ranked as an 'A' DT (Gear) competitor, an 'A' Engine (Cyl. Head) competitor and a 'B' Hydraulic (Pump,
Motor) competitor. (4/99)
----
Associate member of Independent Distributors Association (IDA). (1995 Membership Roster)
To diversify and increase the range of the cylinder heads produced. (2/88, Ghinassi Letter)
FUTURE OUTLOOK:
OMG and CGR financial condition good. (4/99 - D&Bs)
LAST D&Bs:
OMG - April 14, 1999
DUNS 43-376-9353 (OMG Officine Meccaniche Ghinassi SpA)
Standard Industrial Code (SIC)/Description:
3523 - Manufacturing, Agricultural Machinery Manufacturers
CGR - April 14, 1999

DUNS 43-173-8541 (CGR Cornelio Ghinassi Ricambi SpA)
Standard Industrial Code (SIC)/Description:
5013 - Wholesale Trade, Motor Vehicle Part Wholesalers
LAST PROFILE REVIEW/UPDATE: April 14, 1999.

HALADJIAN GROUP, THE
May 20, 1996
33RF
INTERNET: http://www.haladjian.fr/

Engine Hydraulics
GET
LOCATIONS:
Headquarters - Sorgues, France in the Vaucluse region just north of Avignon and also near Nimes.
Branches - Paris
- Toulouse
- Bordeaux (Autumn 1995 - Esco Ladle)
----
Haladjian has constituted additional warehouse facilities: the first known as SOCOTRAC, in the Paris district and the
second, better known as DREM TP, in the south-west, with warehouses in Bordeaux and Toulouse. (4/96 - Berco
News)
EMPLOYMENT:
1993 = 80 (Winter 1993 Esco Ladle)

???? = 85 (4/7/94 Dialog, D&B International)
1995 = 135 at their four locations (Autumn 1995 - Esco Ladle)
----
Of the 135 employees, 22 are specialists attending to customer needs in the field. Haladjian reportedly has 5,000
customers. (4/96 - Berco News)
SALES:
???? = $221,000,000 (Local Currency)(4/7/94 - Dialog, D&B Intrl.)

???? = $ 37,824,300 (U.S. Currency)(4/7/94 - Dialog, D&B Intrl.)
Approx. 1994/95 = $260M French Franc Annual Sales, approx. $52M. (Autumn 1995 - Esco Ladle)
HISTORY:
1962 - Founded by Pierre Haladjian, selling spare parts for Caterpillar equipment only.
1982 - Pierre's son Serge took over the business and began broadening the business by distributing parts for
virtually all machine makes: Fiat, Komatsu, Poclain, Liebherr, etc., as well as Caterpillar. They also
broadened their product offering. (Autumn 1995 - Esco Ladle)
1989 - Haladjian's subsidiary in Paris, Socotrac became an Esco dealer.
1993 - January 1, the company's main store in Sorgues was appointed the Esco dealer for Southeastern France.
(Winter '93 Esco Ladle)
PRODUCTS:
Haladjian supplies replacement parts for many brands, including Fiat, Komatsu, Liebherr, Caterpillar, and JCB. (4/96
- Berco News)
----
Haladjian's parts business (no machine sales) falls into four categories: mechanical parts, wear parts, equipment (such
as buckets and couplers), and other products like electronic security systems. They carry about 200 different products,
and stock about 100,000 parts at any given time.
Brands offered by Haladjian include but are not limited to the following:
- Esco (GET) - Berco (U/C)

- Bucyrus Blades (GET) - Donaldson (Filters)
- Remop (S.A. Metalogenia) (GET) - OTC
- Kennametal (Cutter Bits) - Parker (Hydraulic)
(Autumn 1995 - Esco Ladle)

----
Berco's (undercarriage) connection with Haladjian dates back to the company's founding year, 1962. Haladjian is the
exclusive agent for Berco products within the French territory.
The 14,000 sq. meter warehouse in Sorgues, France, carries over 100,000 items. (4/96 - Berco News)
PRODUCT FEATURES:
QUALITY:
Refer to Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) for the brands offered by
Haladjian.
MARKETING:
PRODUCT SUPPORT:
In recent years, a massive investment has allowed expansion of the company's software system which can now
effectively organize and integrate all departments within the group--not only the warehouse, purchase and sales
departments. By systematically recording and analyzing client data concerning the main technical specifications of
equipment and their maintenance program, Haladjian has built up a databank of information which, among many
benefits, highlights components subject to wear and fatigue.
By gaining a better understanding of the expected working life of such items, the company can forecast individual
customer service requirements and ensure the necessary spare parts are in stock when needed. (4/96 - Berco News)
PRODUCT WARRANTY:
PRICING:
There has been transaction level price observations available in the Competitive Parts Report (CPR) portion of PMIS
but none as of January 1996 (most current eight quarters).
Of Esco's 11 dealerships in France, three are part of the Haladjian Group. According to Esco, Haladjian is their
number one dealer in France.
Perhaps no other Esco dealer in the world is as highly computerized as Haladjian. When standard business computer
packages were found lacking, Haladjian established its own programming department. They designed programs not
only to manage purchasing, inventory and deliveries, but also to analyze the market. A database was created of
thousands of customers, their machines, their maintenance schedules, and prospective parts needs. The Haladjian
team has become adept at using the computer database to anticipate customers' needs and to fill those needs speedily.
Customers appreciate Haladjian's uncanny ability to nearly always have necessary parts on hand. To assure a reliable
inventory of parts from North America, Haladjian operates a purchasing office in New York which ships several
container loads monthly to France. (Autumn 1995 - Esco Ladle
----
Strongly focuses on the French market. Part of a network of dealers representing Esco Europe. (Winter 1993 - Esco
Ladle)
GENERAL:
Haladjian reportedly answers over 1,000 telephone inquiries per day. (4/96 - Berco News)
----
Serge Haladjian is president of company. (Autumn 1995 - Esco Ladle)
----
Haladjian Freres was added to Caterpillar Export Services (CES) Reseller List May 22, 1995.
----
Not a member of Independent Distributors Association (IDA), as of 1995 Membership Roster.
Reportedly Haladjian's commitment to meeting customers' parts needs without being distracted by equipment sales or
repair work has helped them grow. (Autumn 1995 - Esco Ladle)
----
"Top quality products backed by outstanding service." (Winter 1993 - Esco Ladle)
According to Haladjian "For each product, we represent the best line, we know and respect the customer, we know the
parts and we are quick and dependable in our deliveries. We are better than our competitors in three ways: quality,
price and service." (Autumn 1995 - Esco Ladle)
No service capability. (1/96)
FUTURE OUTLOOK:
Over the next two years, they will spend 30 million Francs on capital improvements to buildings -- all to better serve
customers. (Autumn 1995 - Esco Ladle)
LAST D&B: April 7, 1994 (Dialog, File 518, D&B International)

SIC (CODES): 50 82 Construction and Mining Machinery
50 85 Industrial Supplies
HARDINGS INC.
May 2, 1997
31RJ

Engine Hydraulics
GET
LOCATIONS:
Headquarters - Lowell, Indiana

109 W. Commercial Ave.
26,000 sq. ft. in one-story brick and frame building in good condition. Has a total of four buildings at this location.
Central business section on main street. (5/97 - D&B)
EMPLOYMENT:
Apr 1990 = 41 (8/90 - D&B)

Apr 1992 = 31 (includes 3 part-time) (11/92 - D&B)
Apr 1997 = 31 (includes 5 part-time) (5/97 - D&B)
SALES:
Fiscal year ends 12/31.

----
Year Sales Net Profit
==== ===== ==========
1993 = $6,035,639 $1,517,481 (5/97 - D&B)
1994 = 6,615,236 1,783,311 (5/97 - D&B)
1995 = 6,921,510 1,742,309 (5/97 - D&B)
1996 = 6,973,382 -- (5/97 - D&B)
HISTORY:
1925 - Business started by Emil Harding
PRODUCTS:
Harding's advertisement states they are a full service facility for parts and shop and field service, also sales and rents
used construction equipment.
Complete undercarriage rebuild center

- Track press service
- Idler welding
- Bottom roller and idler exchange program
- Large inventory of new and rebuild undercarriage
- Free undercarriage inspections
Hydraulic hose building and repair
- 2-, 4-, and 6-wire hoses
- Crimp-on and press-on capabilities
Ground Engaging Tools
- Large inventory of teeth and adapters
- Cutting edges
- Complete bucket and blade repair
Turbocharger and fuel injection rebuilding service
Complete engine machine shop and component rebuilding
Large selection of daily supply items including oils, grease, boots, shovels, o-ring kits
Hardings claims to have a huge parts inventory including engine parts, final drive components, loader linkage pins and
bearings, filters, steering clutch components, and undercarriage parts for Caterpillar, John Deere, Case, Komatsu,
Hitachi, Fiatallis, and most other crawler equipment. (4/14/97 - Construction Digest's Hardhat supplement)
----
The following is a list of known suppliers of replacement parts offered by Hardings, extracted from the Construction
Equipment Magazine's 1997 Buyers Guide, dated Nov. 30, 1996.
Supplier Products
======== ========
- AE Clevite Engine Parts
- Huber Reversible Fan Engine Fans
- Industrial Parts Depot (IPD) Probably Engine and/or GET
- Baldwin Filters Filters
- Bucyrus Blades GET
- Hensley GET & Bucket Div.
- Pemberton Inc. Attachments
- Italtractor Undercarriage
- BLS Enterprises Inc. Track Pads
- Parker Hannifin Hose Products Div.
- Heavy Equipment Parts Co. "Bulldog" Seals
- Federal-Mogul Corp. Probably Engine and/or Seals
- S.K. Wellman, Velvetouch Div. Friction Discs
- Wise, Co., Inc., The Seats
- Burch Manufacturing --
- Spectra Inc. --
- ACS Industries Inc. Buckets
PRODUCT FEATURES:
QUALITY:
Reference Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) on brands offered by Hardings.
(5/97)
MARKETING:
Advertises in Construction Digest magazine. (5/97)
PRODUCT SUPPORT:
Hardings offers a nationwide on-line used and surplus parts sourcing service. (4/97 - Construction Digest)
WARRANTY:
PRICING:
No pricing information available in either Pricing & Market Research's Competitive Parts Report (CPR) or CIS
systems. (5/97)
Claims overnight availability on most nonstock items. Also reportedly an emergency parts delivery service is
available. (4/97 - Construction Digest)
----
Territory is Northern and Central Indiana and Illinois. (4/97 - Construction Digest)
GENERAL:
Ownership is as follows:
50% of capital stock owned by Clarence B. Harding

25% of capital stock owned by Clarence E. Harding
25% of capital stock owned by Catherine Marshall
(5/97 - D&B)
----
Hardings is a Regular Member of the Independent Distributors Association (IDA). (1995 Membership Roster)

Financial condition strong. (5/97 - D&B)
LAST D&B: May 2, 1997
SIC (CODES): 5082 Wholesale Trade, Construction & Mining Machinery &
Equipment
7699 Business Services, Repair Shops & Related Services, n.e.c.
HEAVYQUIP
November 11, 1999
31AZ
(Heavyquip is a tradestyle for Crawler Parts Inc., which is a subsidiary 100% of Jackson Iron & Metal Co. Inc., Jackson,
MS. (11/99 - D&B)
INTERNET: http://www.heavyquip.com

Engine Hydraulics
GET General Usage
LOCATIONS:
Headquarters:
Pearl, MS, 248 N. Pearson Rd. (Hwy 80 & Pearson) - owns 100,000 sq. ft. in one story steel building, industrial section on
well-traveled street. Owns five buildings on premise. (11/99 - D&B)
Branch locations per D&B reports, note changes:
3/98 (9/98-D&B),
1/97 (2/97-D&B),
and
6/95 (1/96-D&B) 6/94 (12/94-D&B) 4/93 (6/93-D&B) 2/92 (12/92-D&B)
Pearl, MS Pearl, MS Pearl, MS Pearl, MS

-- Acworth, GA Acworth, GA --
Norcross, GA Norcross, GA Norcross, GA Norcross, GA
Memphis, TN Memphis, TN Memphis, TN --
Nashville, TN Nashville, TN Nashville, TN Nashville, TN
Knoxville, TN Knoxville, TN Knoxville, TN Knoxville, TN
Houston, TX Houston, TX Houston, TX Houston, TX
-- -- -- Mobile, AL
-- -- -- Jacksonville, FL
6 Branches 7 Branches 7 Branches 7 Branches
----
4/28/99 Branch Locations (8): Pearl, MS; Norcross, GA; Memphis, TN; Nashville, TN; Knoxville, TN; Houston, TX;
Jacksonville, FL; Little Rock, AR (newest location). (11/11/99 - D&B)
----
Parent, Jackson Iron & Metal Co., has four other unrelated subsidiaries. (11/99 - D&B)
EMPLOYMENT:
Aug 1985 = 150 (30 at headquarters) (6/86 - D&B)

Oct 1986 = 150 (30 at headquarters) (7/87 - D&B)
Nov 1988 = 130 (35 at headquarters) (3/89 - D&B)
Jan 1991 = 130 (35 at headquarters) (11/91 - D&B)
Feb 1992 = 100 (30 at headquarters) (12/92 - D&B)
1993 = 115 (30 at headquarters) (6/93 - D&B)
Jun 1994 = 104 (30 at headquarters) (12/94 - D&B)
Jun 1995 = 115 (30 at headquarters) (1/96 - D&B)
Mar 1998 = 130 (36 at headquarters) (9/98 - D&B)
Apr 1999 = 160 (70 at headquarters) (11/99 - D&B)
SALES: (Millions)
1984 = $26.5
1986 = 23.3
1988 = 21.1
1989 = 20.6 (11/91 - D&B)
Feb 1992 = 20.0 projected (12/92 - D&B)
Apr 1993 = 22.0 projected (4/93 - D&B)
Jun 1994 = 22.0 projected (6/94 - D&B)
Jun 1995 = 25.0 projected (1/96 - D&B)
Aug 1996 = 25.0 projected (2/97 - D&B)
1997 = 29.0 (9/98 - D&B)
Mar 1998 = 32.0 projected (9/98 - D&B)
Apr 1999 = 40.0 projected (11/99 - D&B)
----
Approx. half of Heavyquip's sales are in undercarriage. (9/98 & 11/99 - Heavyquip, Internet)
----
Note percent of sales changes over the years. Information from previous D&B reports (no splits provided since 6/95):
6/95 6/94 7/93 4/93 2/92 1/91 11/88

Tractors & Parts 50% 70% 70% 85% 85% 85% 85%
Repair Tractors 50% 30% 30% 15% 15% 15% 15%
HISTORY:
1952 - Business started
1958 - Present control succeeded. Heavyquip is a trade name for Crawler Parts Inc., subsidiary of Jackson Iron &
Metal Co., Inc. (11/91 - D&B)
1984 - Name changed from Jackson Tractor Parts Inc. (retail oriented) and Crawler Parts Inc. (wholesale parent
company) to HeavyQuip. (3/85
- Construction Equipment Magazine)
1986 - Opened Jacksonville, FL branch, parts and full service track shop.
1987 - Closed Birmingham, AL branch.
- Effective June 1, 1987, Heavyquip (Memphis Branch) evolved into Service and Equipment Co. (SECO). The
name change is a result of taking on the Dresser line of equipment sales and rentals. Name change was to form
a new corporation and take on a partner, significantly increasing the capital in SECO. (8/87 - RDJones, PSR,
Minneapolis District)
- Sold one or both Alabama locations to Tractor & Equipment Co., Birmingham, AL (OED for Komatsu &
Dresser). The Birmingham location owned by T&E is now called Tractor Parts & Service.
- Corbin, KY branch closed in 1987 or before, due to slow business in coal industry and heavy competition from
Brandeis.
1991 - Closed Shreveport, LA outlet after only approximately 6 months. (7/91 - NACD, Houston District)
PRODUCTS:
Wholesales and retails construction parts and services. (9/98 - D&B)

----
Heavyquip claims to be the largest independent retail parts and service company in North America, with full service shops
located throughout the Southeastern United States. Offers an assortment of heavy equipment parts for all types of
machinery, specializing in: Caterpillar, John Deere, J.I. Case, Dresser, Komatsu, International Harvester and Fiat.
Heavyquip claims to have approx. 100,000 different parts in their inventory as of 11/99. This number is updated regularly and
posted on their Internet home page.
Heavyquip sales are about half in undercarriage and the other half in a variety of parts, including ground engaging tools,
engines, transmissions, other power train parts and used equipment. Current suppliers for parts are located in the United
States, Italy, Germany, Spain, Austria, Brazil, Australia, Thailand, China, and Argentina. (11/99 - Heavyquip, Internet)
----
Heavyquip sells new, used and rebuilt parts for heavy construction equipment. (2/97)
----
The following lists the companies Heavyquip represents according to Construction Equipment Magazine's 1999 Buyers
Guide, effective 11/30/98:
Competitor Major Class
AE Clevite Engine Parts ENG

Anvil Attachments
Avon Bearings Corp. DT
Bucyrus Blades Inc. GET
Earnest Machine Products Co. HRDW
Federal-Mogul Corp. ENG
H&L Tooth Co. GET
Heavy Equipment Parts Co. "Bulldog" ENG, HYD
Henderson Manufacturing
Hensley, G.H. Industries GET
Hercules Hydraulics HYD
Industrial Parts Depot (IPD) Full Line
Intertractor America Corp. (I-trac) U/C, GET?
Italtractor America Inc. (ITM) U/C
Kenco Engineering Inc. GET
Miba Frictec GmbH Friction Material
Svendsgaard, Ira, & Associates
----
In addition to the above Buyers Guide information, Heavyquip has been known to source from the following companies:
Anten U/C Nordtrack U/C

MTP U/C USCO U/C
Berco U/C Sorefa U/C
Ameri-Forge U/C Esco GET
Pyrsa GET and many others GET
----
In addition to undercarriage and GET, Heavyquip claims to maintain one of the largest lines of non-undercarriage parts in the
United States. This includes parts from other technical parts manufacturers.
- Gears
- Hydraulic/Internal Oil Pumps
- Bearings
- Friction Materials
- Pins and Bushings
- Trunion Balls and Caps
- Fuel System Parts
- Loader Pin and Bushings
- Transmission Parts
- Engine Parts
- Exhaust Systems
(11/99 - Heavyquip, Internet)
----
Heavyquip's current suppliers of parts are located in:
- United States - Italy - Germany

- Spain - Austria - Brazil
- Australia - Thailand - China
- Argentina
Most imported parts are brought into Jackson, Mississippi, and then redistributed to branches and wholesale customers,
using weekly stock orders. (11/99 - Heavyquip, Internet)
----
Introduces "The Flying Tiger" Winged Bucket Tooth 10/96 - In a brochure recently received, Heavyquip announces the
availability of the new "The Flying Tiger" winged bucket teeth for excavators and backhoes. Since Heavyquip has not been
known to be a manufacturer, it is believed this is branded product, manufactured by another company. Reportedly specifically
designed and engineered to penetrate, fracture, and load better than any tooth ever before, Heavyquip lists the following
benefits, all for the cost of a set of teeth, and guaranteed to improve any machine's productivity and bucket performance:
- Greater Digging/Loading Depth: Bucket starts loading at leading edge of wing, not bucket edge.
- Increased Bucket Load Potential: Bucket can heap to leading edge of wing instead of bucket edge.
- Substantially Improved Bucket Edge and Shank Wearlife: Material flows up and over the wing directly into bucket.
- Extended Tooth Wearlife: Unique winged design reduces "Over Dig"; penetrates, fractures, and loads 60% sooner than a
standard tooth.
- Smoother Ditch Bottom: Less ditch bottom disruption; less compaction or gravel needed.
(9/96 - Heavyquip Brochure)
----
Heavyquip has been appointed exclusive distributor in the Southeastern and South Central states for Caterpillar engines and
transmissions being rebuilt by Hercules Inc.'s Starke, Florida, Forest Resources Division Facility. All parts are backed with
a one-year/1500 hour warranty and all labor is covered for 90 days (8/85 - Market Services).
----
PIERS, a data base recently made available, allows the tracking of imports into the U.S. This system provides total cargo
weight and a very generic product description. The exporter is often the actual manufacturer, but sometimes the name of the
transportation company is listed instead, making the analysis more difficult. According to a PIERS contact, when the
transporter is listed as the exporter, they may be acting as a broker or they could be handling consolidated shipments.
Listed below is a summary of 1991 imports by exporter name:
- Intertractor - 882,798 lbs. total cargo weight from 9/21/91 - 12/26/91. No other imports during 1991.
- Rodajes CTD - It is not clear exactly what this Spanish manufacturer of Undercarriage, and a lesser extent GET, is
providing Heavyquip. Total cargo weight during 1991 was 338,826 lbs.
- Nord Track - Is an Italian manufacturer, employing 12, with sales reported as 517 million Lira. During 1991 Nord
primarily supplied Heavyquip with track chains and also router bits. Total weight is unclear, but six shipments were
made in 1991.
- Ajax Fasteners - This Australian hardware manufacturer made four shipments; total cargo weight 164,727 lbs.
- Union Spares - Italian wholesaler, employing four; made one shipment of 12,090 lbs., reportedly of tractors track.
- Comet ITR - (formerly Italparts) one shipment, 13,357 lbs., tractors track.
- Higuchi - Track roller assemblies, two shipments, cargo weight total 85,317 lbs., exporter was Hakozaki Trading,
Tokyo, Japan.
- Miba - Transporter Van Ommeren. International listed as exporter, two shipments, total cargo weight 3,902 lbs.
- Valbormida - Not sure if this is the Cairo Montenotte, Italy transporter, or the Bubbio, Italy manufacturer of iron and
steel forgings. Three shipments; segment groups (1) and tracks for tractors (2) totaling 121,164 lbs. cargo weight.
- Ricambi - This is kind of a generic name in Italy, but complete name wasn't provided. One shipment in 1991 (20,161
lbs), description was tractors tracks, port of origin was Genoa, Italy.
- Spartan Enterprises - This is probably a sales agent, located in Keelung China; two shipments of tractor parts totaling
8,211 lbs.
- Shandong Machinery Imports Exports - Most likely either a sales agent or transportation company; one shipment
39,550 lbs of chains.
- Pyras - Located in Spain, 3,123 lbs. of machinery accessories
Shipments where Transportation Companies Listed As Exporter:
- Leonardi - two shipments, tractor parts, 121,007 lbs., port of origin is Genoa, Italy
- Prisma Spedizioni - three shipments, tractor chains (1), spare parts for tractors (2), 83,488 lbs., port or origin is Genoa,
Italy.
- Merzario - one shipment, tracks for tractors, 1,296 lbs., port of origin is Leghorn, Italy
- Confreight (Belgium) - one shipment, tractor parts, 1,091 lbs., port of origin is Rotterdam Netherlands
- Votainer Consolidation Service - one shipment, tracks for tractors, 2,456 lbs., port of origin is Rotterdam, Netherlands
- MF Martinoli - one shipment, tracks for tractors, 228,156 lbs., port of origin is Genoa, Italy
Total cargo weight imported in 1991 is approximately 2.3 million lbs.

----
Heavyquip has not concentrated on rebuilding for about the past year. Although some rebuilt cylinder heads and crankshafts
are stocked, no attempt is contemplated to activate any aggressive exchange programs. (2/88)
PRODUCT FEATURES:
Depends upon brands currently offered.
QUALITY:
Depends upon brands currently offered.

----
Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) are available on brands Heavyquip carries.
(11/99)
MARKETING:
PRODUCT SUPPORT:
Heavyquip has an IBM A/S 400 midrange computer using state of the art programming for real time inventory control and
accounting. All branches and several dealers are tied together using dedicated data lines.
Heavyquip offers an on-line database, via their internet site, availabe to all who have internet access to check Heavyquip's
inventory. (11/99)
WARRANTY:
PRICING:
Pricing & Market Research Dept. has not received a Heavyquip price list since 7/22/88 (effective date). (11/99)
Heavyquip and Regal Corporation reportedly reach distribution agreement. Caterpillar dealer Thompson Machinery
reported that Heavyquip had reached an agreement with Regal to set up all Heavyquip locations as Regal parts distributors.
(NACD, Central/Plains Regions, April 1998 Monthly Report)
----
Heavyquip's primary retail coverage is in:
- Texas - Arkansas - Alabama - Georgia

- Louisiana - Tennessee - North Carolina - Florida
- Mississippi - Kentucky - South Carolina
Heavyquip also conducts wholesale business all over the United States, concentrating east of the Rocky Mountains.
Most imported parts are brought into Jackson, Mississippi through the Port of New Orleans, and then redistributed to their
branches and wholesale customers using weekly stock orders.
Heavyquip offers a 10% discount off customers' first order if they fill out the Registration Form on Heavyquip's internet site.
(11/99 - Heavyquip, Internet)
----
Below are the Cat dealers who have submitted Competitive Parts Reports (CPR) during the latest eight quarters, as of
9/14/98:
- MacAllister
- Whayne Supply
GENERAL:
Heavyquip is considered as a 'D' (Major Distributor) competitor. (3/00)

----
Heavyquip CEO, Clay Crystal, is the President of the Independent Distributors Association (IDA). (11/99 - IDA,
http://www.idaparts.org/idaboard.html)
----
All Heavyquip locations are regular members of the Independent Distributors Association (IDA). (1995 Membership
Roster)
Heavyquip targets those dealers that have a potential of $50,000 sales per month in undercarriage, final drives, blades,
cutting edges, and smaller parts. Marketing strategy includes directing dealers to use low-price undercarriage as a lead-in to
selling smaller parts at higher profitability. "There is no money to be made in undercarriage." The majority of Ruttman's
efforts embrace this philosophy. (8/85 - Market Services)
----
Place branches where economic level of business is high and undercarriage competition is not too strong. Pull out if either of
those factors change negatively. Use well-paid salesmen to negotiate deals. (8/85 - Market Services)
Heavyquip CEO, Clay Crystal, is the President of the Independent Distributors Association (IDA), which acts as a
liaison between independent replacement parts distributors and replacement parts manufacturers. (11/99)
----
Service shop at each branch. (2/97)
----
Strengths are reasonably sophisticated marketing efforts (telemarketing, advertising plan well-paid salesmen), comparatively
low prices and flexibility to negotiate deals. (1986)
FUTURE OUTLOOK: Financing secured (11/99 - D&B)
LAST D&B: November 11, 1999
LAST PROFILE REVIEW/UPDATE: November 11, 1999
SIC CODES/DESCRIPTION:
52 11 Retail Trade
50 82 Wholesale Trade, Construction and Mining Machinery and Equipment
HEAVYQUIP NEWS
May 31, 2000
31AZNEWS
'D' Full Line Competitor http://www.heavyquip.com/

----
CONTINUES GROWTH, ANNOUNCES TWO MORE NEW LOCATIONS 5/31/00
This independent parts distributor has recently announced new locations in Kosciusko, Mississippi and Jackson,
Tennessee. (4/2000 - Parts Connection Quarterly)
Kosciusko, MS is located approx. 80 miles northeast of Heavyquips Pearl, MS headquarters.
Jackson, TN is located in southwest Tennessee, between Heavyquips Nashville and Memphis branches. Jackson is
approx. 80 miles northeast of Memphis and approx. 130 miles southwest of Nashville.
It appears that in the last couple of years, Heavyquip has also opened branches in Jacksonville, FL, Dade City
(Tampa), FL, Little Rock, AR, and Kansas City, KS, bringing the total to 12 locations.
Based on D&B reports, the following illustrates Heavyquips employment growth in recent years:
Month/Year* Employees
April 1999 160 employees (70 at headquarters)

March 1998 130 employees (36 at headquarters)
June 1995 115 employees (30 at headquarters)
February 1992 100 employees (30 at headquarters)
* D&B interview date.
HEAVYQUIP AND REGAL REPORTEDLY REACH DISTRIBUTION AGREEMENT 7/98
Caterpillar dealer Thompson Machinery reported that Heavyquip had reached an agreement with Regal to set up all
Heavyquip locations as Regal parts distributors. (NACD, Central/Plains Regions, April 1998 Monthly Report)
INDUSTRIAL PARTS DEPOT (IPD) NEWS
June 15, 2000
31CHNEWS
http://www.ipdparts.com/
IPD NEW PRODUCT ADDITIONS INCLUDE BLOCK REPAIR PARTS, MISC. OTHER 6/15/00
IPD says "Save that old engine". During the last quarter, IPD has added to their product line, block repair parts for
Caterpillar 3200, 3300, 3400, 342, 343, 346, 348, 349, 1693, 353, 379, 398, 399, and 3500 series engines.
They have also added additional offerings of Valve Seats/Guides, Pistons, Cylinder Kits, Gasket Sets, In Frame
Overhaul Kits, and misc. other for Caterpillar applications. (4/00 - IPD, Internet)
PART PRICE ANNOUNCEMENT, 9/12/94 VS. 6/29/98 11/98
Pricing & Market Research calculated the following IPD net and list price changes from their 9/12/94 list price levels
to their 6/29/98 levels on selected parts. Additional detail is available. Direct all questions to Brad L. Sauder.
Total % Change
Major/Minor Class Net List
2A Piston, Rod, Liner & Related Parts -15.9% -9.0%

2C Cylinder Head and Valve Parts 11.5% 10.1%
2D Cooling System Parts 20.2% 15.5%
2E Air Intake and Exhaust System 8.0% 4.0%
2G Fuel System Parts -3.7% 3.1%
2H Engine Gaskets 14.4% 14.4%
2K Turbochargers 8.2% 5.2%
2Q Engine Bearings 10.4% 10.8%
2R Filters 18.4% 15.6%
5H Transmission Gaskets 9.4% 9.2%
6S Seals 1.1% 4.3%
8B Sleeve Bearings - Except Engine 7.3% 7.5%
8H Hardware 19.6% 13.8%
8J Gaskets and Shims 22.9% 10.3%
Total 10.7% 8.6%
INDUSTRIAL PARTS DEPOT (IPD)
February 8, 1999
31CH
Also see 31CH-NEWS for additional information

----
INTERNET: http://www.ipdparts.com
COMPETITIVE TYPE: Manufacturer (GET, Engine)

Distributor
MAJOR PRODUCT CLASSES: Engine Drive Train

GET Hydraulics
Undercarriage
LOCATIONS:
World headquarters/manufacturing - Torrance, California

23231 S. Normandie Ave.
Leases 130,000 sq. ft. in one-story concrete-block building situated on seven acres of land. There are a total of three
one-story buildings on the property. Industrial section on main street. (6/98 - D&B)
IPD sales or distribution centers are located in the following cities/country: (6/98 - D&B)
- Phoenix, Arizona
- Salt Lake City, Utah
- Portland, Oregon
- Cleveland, Ohio
- Livermore, California (Near San Francisco)
- Norcross, Georgia (Near Atlanta)
- El Cajon, California (Near San Diego)
- Houston, Texas
- N. Las Vegas, Nevada (not on 12/94 D&B)
- Kolding, Denmark (not on 12/94 D&B) Distribution center for Europe.
- New South Whales (Sydney), Australia
EMPLOYMENT:
1974 - 39
1975 - 45
1977 - 75, 45 At headquarters
1980 - 200
1982 - 225, 90 At headquarters (D&B, 4/83)
Apr 1990 - 350, 175 At headquarters (D&B, 4/90)
Jan 1991 - 350, 175 At headquarters (D&B, 6/91)
May 1993 - 300, 160 At headquarters (D&B, 11/93)
Sep 1994 - 260, 150 At headquarters (D&B, 12/94)
May 1995 - 230, 150 At headquarters (D&B, 8/95)
Mar 1996 - 230, 150 At headquarters (D&B, 11/96)
Mar 1997 - 300, 225 At headquarters (6/98 - D&B)
Jun 1998 - 300, 225 At headquarters (6/98 - D&B)
Dec 1998 - 300, 225 At headquarters (2/99 - D&B)
SALES:
Fiscal year ends September 30.
----
1974 - $ 4,000,000 (D&B)
1975 - $ 7,000,000 (D&B)
1978 - $15,000,000 (D&B)
1979 - $19,500,000 (D&B)
1980 - $25,000,000 (D&B)
1981 - $32,000,000 (D&B, 2/82)
1982 - $30,000,000 (D&B Financial Profile, 12/83)
1983 - $28,000,000 (D&B, 8/84)
1984 - $39,045,000 (D&B, 9/85)
1985 - $39,000,000 (D&B, 9/86)
1986 - $39,000,000 projected (D&B, 10/86)
1987 - $43,000,000 projected (D&B, 7/87)
1988 - $46,304,000 - Nov. 1, 1987 through Oct. 30, 1988
15,304,000 - Gross profit
1,350,000 - Net Income (D&B, 4/90)
1989 - $42,051,924 - Oct. l, 1988 through Sept. 30, 1989
13,808,326 - Gross profit
1,089,306 - Net Income (D&B, 4/90)
Revenues decreased due to the sale of the IPD location in Cincinnati, OH.
1990 - $43,000,000 projected (D&B, 4/90)

1991 - $39,000,000 (D&B , 11/93)
1992 - $38,000,000 (D&B , 11/93)
1993 - $39,500,000 Profits = $500,000 - (D&B, 12/94)
1994 - $39,500,000 projected 5/3/94 (D&B, 12/94)
- 20% of total 1994 sales are derived from export. Over the last 3 years, international sales have been
up. (D&B, 12/94)
- $39,928,261 Profits=$1,855,397 (D&B, 8/95)
1995 - $41,000,000 projected 5/3/95 (D&B, 8/95)
- No 1995 sales information on 11/96 D&B, but worth has increased $4,157,000 in last two years, to
Sept. '95 level of $14,904,344.
1996 - $43,101,000 (6/98 - D&B)
1997 - $48,906,840 (2/99 - D&B)
----
20% of total sales are derived from export. (2/99 - D&B)
HISTORY:
1955 - Industrial Parts Depot, Inc. (IPD) was incorporated in Torrance, California by Robert Rasmussen.
1957 - Pacific Tractor & Equipment was formed as a leasing company. Leased tractors are used to test IPD's
parts products. 1976 - IPD purchased Renker Tool and Gauge in Thousand Oaks, California.
1979 - IPD purchased Paramount Supply, an independent wholesale and retail parts dealer in Cleveland, Ohio,
with branches in Columbus and Cincinnati. This was the first significant expansion into the
Northeastern U.S. The Ohio based operations were renamed on Jan. 1, 1982, Industrial Parts Depot,
Inc., Paramount Division and have equipped the Cincinnati branch with dozer and scraper edge
manufacturing and heat treating equipment. Cincinnati branch sold January 1989, now known as
Industrial Parts of Cincinnati (IPC).
1980 - 70% of sales are from the manufacture of cutting edges.
- IPD purchased Jahn's Quality Pistons, a former supplier of pistons and castings. Jahn's was sold in 1985
and IPD installed their own foundry for making pistons and castings.
1981 - Industrial Parts Depot International Inc., chartered to market IPD products throughout the free world. This
subsidiary has since been dissolved. (D&B, 4/90)
1989 - Purchased equipment from Earle M. Jorgensen Co. (Steel Processor) to apply tungsten-carbide material
onto wear parts; i.e., cutting edges.
1992 - Closed Commerce City, CO (near Denver) facility.
1996 - Expands warehouse in Torrance, CA. According to IPD's Internet site, last updated 6/15/96, their main
warehouse in Torrance, California, had just expanded into another 33,000 sq. ft. building. Reportedly, IPD
badly needed the room to continue increasing product coverage and market growth. (11/96 - Internet)
1997 - Opens new branch in Sydney, Australia. IPD recently opened their Distribution Center for Australia and
New Zealand. IPD Australia Pty. Ltd. is located at 14 Prince William Drive, Seven Hills N.S.W. 2147,
Sydney, Australia. (2/97 - IPD Internet)
PRODUCTS:
The following comes from IPD's Internet site (11/96):
"IPD differs from traditional aftermarket companies by not simply imitating Original Equipment Manufacturers
(OEMs), but by offering products that have been developed with the input of our customers. IPD innovations offer
options to an engine rebuilder that will improve the performance and extend the service life of diesel engines. IPD
innovations in ground engaging tool manufacturing include being first to develop hot formed end-bits, first to
provide shaped and differentially heat-treated grouser bars, and pioneering the use of Boron steel alloys to improve
tool life and reduce breakage. IPD--Innovation, not imitation!"
Engine Parts - IPD's heavy duty engine products for most applications will include many of the following items:
- New Cylinder Head Castings

- Valves and Valve Train Components
- Engine Bearings
- New Water and Oil Pumps, and Repair Parts
- New and Remanufactured Fuel Injection Pumps and Components
- Valve Lifters, Including Roller Types for 3200, 3400 & 3500 Engines
- New Camshafts and Crankshafts
- Crankshaft Vibration Dampeners
- Flywheel Ring Gears
- New and Remanufactured Turbochargers and Parts
- Special Service Tools for the Diesel Engine Repair Market
IPD's Caterpillar engine series coverage includes: 311, 315, 318, 336, 330, 333, 336, 339, 342, 343, 346, 348, 349,
353, 379, 397, 398, 399, 1100, 1600, 3100, 3200, 3300, 3400 and 3500. IPD also carries parts for natural gas
applications.
Ground Engaging Tools - IPD's ground engaging tools are available for a wide range of equipment. In addition,
IPD will custom manufacture many items to customer specifications. Field specialists are available to help
evaluate and design tools for particular applications at no charge.
- Cutting Edges for Dozers, Scrapers & Loaders (custom blades and tungsten carbide available.
- Bucket & Ripper Teeth
- Grader Blades
- Tamper Caps
- Corner & End Bits
- Shanks & Shank Protectors
- Grouser Bars
- Bogie Guides
- Saddle Repair Blocks
- Plow Bolts, Nuts, Pins, Locks & Accessories
Elevating Scraper Parts:
- Asphalt, Paver, Pick-up, Scraper & Undercarriage Chain

- Sprockets
- Flight & Sprocket Bolt Kits
- Idler & Roller Assemblies
- Guides, Brackets & Inserts
- Router Bits & Blades
(11/96 - IPD, Internet)
----
There is nothing currently on IPD's Internet site about Drive Train or Hydraulic product offering. (11/96)
----
Agrees to mark rebuilt fuel nozzles with "REMFG-IPD". At the request of Caterpillar, through our Patent
Department, IPD has agreed to comply with Federal Trade Commission (FTC) rules by identifying fuel nozzles
they rebuild with a "REMFG-IPD" stamped in the housing in a permanent manner. (5/97)
IPD has since provided Caterpillar with an acceptably identified IPD rebuilt nozzle. (5/13/97 - E.C. Goodale, Patent
Dept.)
----
Expands Remanufactured Engine Components Product Line. NACD, L.A. District, obtained an Industrial Parts Depot
(IPD) remanufactured products price list, effected date August 1, 1995. Over the years, we have occasionally heard
that IPD was offering some Reman product, including cylinder heads and 3208 Engines, but this is the first time we
have actually received a complete price list of the products they are currently offering. It appears they have at least
increased their coverage of reman product. We are unsure how much if any of the remanufacturing IPD is actually
doing themselves. If not done by IPD, we do not know where they are sourcing the reman components. According to
the price list, IPD is now offering the following remanufactured product for Caterpillar engines:
- Camshafts and Kits - Fuel Injection Nozzles

- Connecting Rods - Long Blocks
- Crankshafts - Short Blocks
- Cylinder Heads - Water Pumps
- Cylinder Packs
Although the provided list does not display the IPD name or logo, like all other literature we have seen, we have been
assured by a customer that IPD is offering the above product and that they have used the cylinder packs. Model and
part number detail is available in P&MR's Competitive Information Library, AH9410. If anyone has additional detail,
please share it with us. (8/1/95 - IPD Price List and RBRodgers, P&MR)
----
From June 12, 1995, to September 26, 1996, IPD imported seven shipments via water, totaling 108,202 lbs. cargo
weight. Below is a summary by exporter.
Exporter City/Country Arrived Cargo Lbs. Description

======== ============ ======= ========== ===========
Metisa ?, Brazil 09/26/96 45,437 Grouser Bars
Metalurgica Mogi Guacu, 07/12/96 24,398 Piston Parts

Mogi Guacu Brazil 03/13/96 31,351 Piston Parts
Total: 55,749
Colmeia ?, Brazil 07/21/95 1,732 Auto Parts
Sudo Gasket Tokyo, Japan 09/10/96 2,103 A F Gaskets
Vishal Gujarat, 01/02/96 1,940 Piston Sets

Mallcables India
National ?, Kuwait 06/12/95 1,241 Spare Parts
Engineering
(11/20/96 - PIERS Report)

----
Manufactures and distributes replacement parts for diesel engines and heavy equipment (100%). (2/99 - D&B)
----
Eight percent of total purchases are imports. Major countries of import are Brazil and Japan. (2/99, 6/98, 11/96 and
8/95 D&Bs) On 12/94 D&B, Italy was included in this 8%.
----
IPD does do some manufacturing, but does not manufacture all the parts they sell. Engine parts sales are considered to
be larger than 30%. (8/92 - JMCoker, Eng. Div., Cust. Services)
----
IPD manufactures their own line of GET cutting edges and end bits, including motor grader edges. (GRKlett, 5/90)
----
Engine parts manufactured by IPD include pistons, liners, and fuel nozzles.
(1990)
----
IPD also acts as a distributor for many other parts manufacturers. Most of the following partial list of manufacturers
was obtained from Construction Equipment Magazine's 1990 Buyer's Guide:
Supplier Product (Source of Info.)

======== ==========================
ESCO GET
H&L Tooth Co. Tips/Adapters (CPRs)
Hensley, G.H. Tips/Adapters (CPRs)
Berkley Forge Tips/Adapters
Pengo Tips/Adapters (H190, 9/89)
Corona Clipper & Forge Co. Bucket & Trencher Tips (H190, 9/89)
Miba Sintermetall AG --
Phillips Gasket Gaskets
California Gasket & Rubber Corp. (CGR) (Dan Donaldson, Reman, 11/95)
Italtractor U/C
Berco U/C (CPRs)
Clevite Heavy Duty Engine Parts Engine parts
Federal-Mogul Corp. Engine bearings
Ghinassi Cylinder Heads (H190, 9/89)
Dipaco Inc. Fuel systems
Pyramid Parts, Div. of American Alloy Corp. --
Baldwin Filters Filters
McCaffrey, M.P., Inc. Buckets
Roto-Master (Merged into Garrett 3/88) Turbochargers
Stanadyne Diesel Systems Fuel Systems
Trek, Div. of Letts Industries --
CEI (Italy) DT Gears
Other manufacturers that have been reported as suppliers to IPD.
Supplier Products
Mayo Radiators Cores 1/80

Ohio Crankshaft Div. of Park-Ohio Industries Crankshafts 10/87
Ajax Hardware
Schwitzer Turbochargers
SIRT Engine & Drive Train
Aeroquip Hose & Fittings
PRODUCT FEATURES:
IPD claims the following features:
- IPD offers the innovative 3-ring piston for the 3200 series which has been proven to reduce blow-by and
increase power and engine life. This design is so effective, the OEM uses it now too!
- For special mining and extreme cold climate operation, IPD developed and now offers special high-
compression pistons for the 3300 series.
- IPD modified the skirt design of the 3400 series piston to improve strength and oil retention.
- Certain applications of the 3400 series engines experience oil cavitation problems leading to damaged
crankshaft bearings. IPD offers an optional bearing set having a pressure relief groove that helps control
cavitation and promotes optimum service life.
- All IPD Cat liners are manufactured using premium alloys and induction-hardening to assure liner flange
strength and improved wear resistance. (11/96 - IPD, Internet)
QUALITY:
"Providing a high-quality, reasonably-priced alternative to original equipment replacement parts is a main objective of
IPD. To assure our capability to deliver the best overall value to our customers, IPD has committed itself to adapting
its quality system to one based on the ISO 9000 standard. It will be a lengthy process." (11/96 - IPD, Internet)
----
Specific information on products manufactured +/or distributed by IPD can be obtained from the CTRS and PCBS
portion of the MIS text retrieval system "FIND." (11/96)
----
RECEIVES "QUALITY VENDOR" STATUS FROM U.S. GOVERNMENT - IPD reports they have been awarded
"Quality Vendor" status by the U.S. government for three consecutive years. IPD says rebuilders rely on it for the
highest quality, technical support, and availability. They also claim that parts are made in the U.S. and only IPD parts
go in IPD boxes. In addition, IPD states consistency is an IPD hallmark. (2/95 - Truck Parts & Service Magazine)
IPD claims to have a nationwide network of distribution depots and over 400 worldwide dealers. (11/96 - IPD,
Internet)
----
Percent of sales by customer type and region:
Customer Type Region

============= ======
Dealers Retailers U.S. International
======= ========= ==== =============
Jul 1987 -- -- 85% 15%
Feb 1989 -- -- 88% 12%
Apr 1990 -- -- 88% 12%
Jan 1991 -- -- 88% 12%
May 1993 -- -- 80% 20%
Sep 1994 65% 35% 80% 20%
May 1995 70% 30% 80% 20%
Mar 1996 70% 30% 80% 20%
Mar 1997 -- -- 80% 20%
Jun 1998 -- -- 80% 20%
Dec 1998 -- -- 80% 20%
(Various D&B reports)
----
Major countries of export:
Sep 1994 - Mexico, Canada, Australia, Middle Eastern Countries

May 1995 - Mexico, Canada, Australia, South America, Latin America and Middle Eastern Countries (20%).
Mar 1996 - Same as May 1995.
Mar 1997 - Same as May 1995.
Jun 1998 - Same as May 1995.
Dec 1998 - Same as May 1995.
(Various D&B reports)
----
From April 26, 1995, to September 7, 1996, IPD made 19 export shipments via water, totaling 85,051 lbs. cargo
weight. Below is a summary by destination port.
Destination Port Ship Date Cargo Lbs. Description

================ ========= ========== ===========
From IPD's Torrance, CA Headquarters:
Calcutta, India 08/13/96 1,863 Spares for Fishing Vessel
Bombay, India 04/26/95 8,158 Spares for Cat 578
Callao, Peru 07/16/96 1,905 Tractor Parts

04/08/96 1,883 Tractor Parts
Total: 3,788
Maracaibo, 07/02/96 2,610 Diesel Engine Parts

Venezuela 07/02/96 1,766 Diesel Engine Parts
06/12/96 14,458 Diesel Engine Parts
05/11/95 10,726 Diesel Engine Parts
Total: 29,560
Jeddah, 10/28/95 6,063 Diesel Engine Parts

Saudi Arabia 09/25/95 7,770 Spares for Cat Machines
Total: 13,833
Cairo, Egypt 09/13/95 2,383 Diesel Engine Parts
Auckland, 06/09/95 1,214 Diesel Engine Parts

New Zealand
From IPD's Norcross, GA branch:
St. Thomas, 09/07/96 410 Engine Parts

Virgin Islands
Roatan, Honduras 07/19/96 45 Gasket, Bearing, Valve, Etc.
From IPD's Cleveland, OH branch:
Isafjordhur, Iceland 06/06/96 3,201 Diesel Engine Parts

03/06/96 3,999 Spare Parts
09/08/95 4,101 Engine Parts
Total: 11,301
(11/20/96 - PIERS Report)
----
Activity in Kuwait - COSA has reported that IPD has become active in Kuwait, promoting their product by
distributing customer testimonial letters. (7/1/93 - MRStevens, COSA, Geneva)
PRICING:
List price information is available in Pricing's CIS system, the most current effective Aug. 1, 1995. (6/98)
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
Warranty of IPD is perceived as superior. (3/95 - DHarmon, NC Machinery)

----
GET - IPD warrants free of charge against breakage all cutting edges, end bits, and router bits sold by IPD if
the following provisions are met:
o properly installed and used in normal manner

o were defective by virtue of having been broken in use
Warranty excludes labor, hardware, downtime, or other cost or loss associated with product failure.
(Brochure, Oregon Logging Conference, 2/89)
Engine - For engine parts manufactured or distributed by IPD or its affiliated companies and distributors and
marketed for use in the U.S. and Canada. Warranted to be free from defects in workmanship and
material under normal use for 180 days or 50,000 miles or 1,800 hours of operation, whichever occurs
first from date of installation. Engine parts for on-highway truck applications are warranted for 12
months or 100,000 miles, whichever occurs first from date of installation. IPD's responsibility is limited
to repairing or replacing parts they agree have been defective. IPD will reimburse for all parts and
labor, including any progressive damage. IPD will pay for maintenance items such as oil, antifreeze,
filters, and hoses that are not reusable due to failure. More detailed information on warranties is
available in Market Services Competitive Information Library. (11/89)
GENERAL:
Ranked as an 'A' Engine (Cyl. Kit) Competitor, 'A' GET (Edge) Competitor and a 'D' (major distributor) Full-Line
Competitor. (3/00)
----
IPD is a privately held company, 50% owned by IPD Trust and 50% by Western Brass Works Inc. (6/98 - D&B)
----
Cummins Announces Settlement of Patent Infringement Law Suit - Cummins Engine Co., Inc., announced settlement
of a patent infringement lawsuit filed in mid-September 1991, against Industrial Parts Depot (IPD) of Torrance, CA.
The complaint involved the unauthorized manufacture and sale by IPD of the patented cylinder liner for the Cummins
L10 engine. The settlement provides for a permanent injunction against IPD, prohibiting IPD from making, using, or
selling replacement cylinder liners for the Cummins L10 engine. (1/23/92 - Business Wire)
According to IPD, they provide a reasonably priced alternative with OEM integrity, a comprehensive product line, and
superior customer service. (11/96 - IPD, Internet)
----
In the past two years, it is believed that more emphasis has been put on engine parts than undercarriage. (8/92 -
JMCoker, Cust. Services, Eng. Div.)
----
Recent advertising promotes "IPD Quality Parts" and improvements on OEM designs (extra piston rings compared to
Cat, Navistar, etc.) (8/92 - JMCoker, Cust. Services, Eng. Div.)
Lack of complete line.

Limited engineering capability.
Dependent on supplier quality.
Changing customer make-up -- more small customers - increased corporate buying. (BSC, 1983)
FUTURE OUTLOOK:
Financial condition good. (2/99 - D&B)
LAST D&B:
February 8, 1999
DUNS 02-870-1092
Standard Industrial Code (SIC)/Description
35190200 - Manufactures replacement parts
5084 - Wholesale trade, industrial machinery and equipment
LAST PROFILE REVIEW/UPDATE: February 8, 1999
INTERTRAX INC.
December 13, 1993
39FZ
INTERNET: http://www.intertrax.com

Drive Train
LOCATIONS:
Headquarters - Houston, TX
117 Upland Drive
Rents 23,000 sq. ft. in one story frame building in good condition, central business section on well traveled street.
(12/93-D&B)
Related Concerns:
- Machine Ice Co. (Inc.), Houston, TX. Started 1965. Retails and rents ice machines.
- Interpax Inc., Houston, TX. Started 1968. Wholesales construction equipment and machines. Territory is
International. Foreign sales are primarily to South America. Stephen Schneider is President-CEO. William Hill
not listed as officer or director. Intercompany relations with related companies consist of similar officers and
loans.
EMPLOYMENT:
Sep 1985 = 5 (6/85-D&B)

1988 = 7 (9/89-D&B)
Sep 1993 = 14 (12/93-D&B)
Dec 1993 = 11 (12/93-WBHill, Intertrax)
SALES:
1986 = $500,000 projected (6/85-D&B)

Sep 1993 = 1,200,000 projected (12/93-D&B)
Dec 1993 = 3,000,000 approx. (12/93-WBHill, Intertrax)
HISTORY:
1984 - October, business started by officers.
1986 - Started selling on consignment (12/93-WBHill, Intertrax)
PRODUCTS:
Intertrax currently deals exclusively in genuine Caterpillar products and do not compete with Cat dealers by selling
direct to end user customers. (12/93- Intertrax Presentation).
----
Wholesale distributor of new (unused) and rebuilt genuine Caterpillar parts. Parts and components have been
purchased or consigned from dealers and contractors worldwide. (8/90 - Intertrax Letter)
----
Main source of parts is from big jobs overseas. (12/93-WBHill, Intertrax)
----
When Intertrax has said new, they were referring to unused and are to make necessary modifications to adhere to the
CES policy. (9/91-ACDeVooght, CES)
----
Several years back, Intertrax unsuccessfully tried to market some new Brazilian replacement parts. They now deal
only in genuine Caterpillar surplus parts. (12/93-WBHill, Intertrax)
----
Approximately 30,000 items in stock. (12/93-WBHill, Intertrax)
----
Intertrax has not had much success with selling lift truck parts. (12/93-WBHill, Intertrax)
----
There is very little chance of Intertrax obtaining parts from Cat dealers that Cat has determined to be a potential safety
problem, as Cat will pay its dealers more to destroy them than what they could get by selling to Intertrax. (12/93-
WBHill, Intertrax)
----
Their original intent was to sell only genuine Caterpillar parts. The sourcing was dealer surpluses and left over
inventory from contractor projects in South America. Sourcing from Cat Brazilian suppliers was mentioned. They
also purchased from the same Cat dealers until their sources dried up at the time of our export prohibition. Now they
purchase wherever and whatever they can - dealer surpluses, project inventories, and straight purchases from overseas
will-fitters. They also deal in parts for cranes, trenchers, etc. (9/88 - JFJolly, PSSR, NACD, Houston)
----
Letter to Cat Dealers 12/88 - Surplus Caterpillar Parts
Thank you for your expressed interest in the Intertrax consignment service. We are confident that once you have tried
our service, you will be pleased with results provided.
The basics of our consignment services are as follows:
INCOMING FREIGHT
Whichever party pays freight on incoming inventory to Intertrax is reimbursed on the first sales from the inventory to
cover this expense. Excluding initial freight to Intertrax, all subsequent sale expenses, i.e., advertising, credit losses,
warehousing, outbound freight, etc. are borne exclusively by Intertrax. Essentially inbound freight expenses are
shared equally, as they are reimbursed from initial sales in lieu of sharing sale proceeds on those sales.
WAREHOUSING
Each consignment is assigned a separate warehouse number in our computer. As sales are made and entered,
inventory levels are reduced within the according warehouse from which they were taken. At the end of each calendar
month a report of consignment sales is generated on each consignment warehouse and forwarded to owners along with
payment for sales made.
ACCOUNTING
Any owner of consigned inventory at Intertrax is welcome to audit any aspect of the consignment at their discretion.
SELLING PRICE
Intertrax does not retail parts. This would place us in competition with authorized Caterpillar dealers, which account
for the majority of our sales and much of our inventory. Sale price is determined by Intertrax based upon criteria such
as the condition of the part, age and population of machinery to which part or parts apply, frequency of demand, etc.
On average, new Cat parts sold by Intertrax are sold at 40% to 50% of Cat list price.
REMUNERATION
Intertrax retains 50% of selling price for inventory on consignment. Owners are forwarded the remaining 50% at the
end of each month in which sales were invoiced. Again, all sales expense and credit risk is borne by Intertrax.
CHARITY OPTION
At owner's discretion, Intertrax will donate any portion of owner proceeds for sales, in the owner's name, to any
recognized charity of their choice. Intertrax will match owner's contribution to a maximum of 15% from their sale
proceeds. Note: charity selected by owner must meet legal description of a non-profit charity organization to employ
this option.
UNSALEABLE MERCHANDISE
Despite our best efforts, some consignments will contain items which we are unable to sell within a reasonable term.
Once a consignment becomes inactive for a period of 120 days. In other words, no sales occur from a consignment for
this period of time, we will advise the owner of inventory balances, and discuss options. Also, owners will be
consulted dispensation of consigned parts, which are irreparably damaged, unidentifiable, or otherwise unsaleable.
CREDIT REFERENCES
You are welcome to contact any of the following Caterpillar dealers to verify our credit performance:
Darr Equipment Co. - Dallas, Texas

Albert Equipment Co. - Tulsa, Oklahoma
Wheeler Machinery Co. - Salt Lake City, Utah
Holt Co. of Texas - San Antonio, Texas
Additional references available on request.
Initially, the consignment option may be unsettling for some. However, we have found our clients are satisfied with
and appreciate the service. Likely, the best measure of the value of this service is the fact that most of our clients have
continued to send us subsequent consignment and we have never had a consignment withdrawn or any expression of
dissatisfaction. This is a tradition we are intent upon maintaining by continually improving the service.
Intertrax can and does market large volumes of Caterpillar parts and components. Our market has substantial diversity
to liquidate slow moving materials. Equally important as what we can do, however, is that which we will not do.
Intertrax will not sell parts retail, we offer only genuine Cat parts, and business at our company is transacted with the
highest regard for proper business ethics.
Thank you for affording us the opportunity to offer these proposals. We hope to establish a long term business
relationship with your company and would welcome your input concerning our approach to liquidating dealer surplus.
If we may be of further service regarding this or any matter, please advise.
Sincerely, Intertrax, Inc., William B. Hill

----
Letter Announcing Product Offerings 12/86 - Following is an Intertrax letter from a general mailing:
"We would like to take this opportunity to introduce Intertrax, Inc. to you.
Intertrax specializes in supplying new and rebuilt, genuine Caterpillar parts and accessories for engines, tractors,
loaders, etc.
Our inventory fills over 22,000 square feet of building and, for the most part, is on our computer for fast, efficient
service. Because our inventory is constantly changing due to new purchases of surplus equipment throughout the
world, it is almost impossible to maintain a current inventory list.
We are proud of the fact that some of our best customers are Caterpillar dealers. We invite you to call, telex or mail
your inquiries to us and we promise fast, efficient service as well as savings from 30-50% from Caterpillar's latest list
price." (J. D. Lind - NACD - December 1986).
PRODUCT FEATURES:
QUALITY:
MARKETING:
Advertised in Rock & Dirt magazine 1/93 requesting to sell surplus Caterpillar parts and components on consignment
or outright purchase.
----
Offers an 800 phone number and advertises in Rock & Dirt and Boats & Harbors magazines. (12/93-WBHill,
Intertrax)
----
Solicits Cat dealers via letters with attached price lists. (1986-1990 Letters in P&SM's Competitive Information
Library)
----
Offers Fiscal Fitness video outlining some of the features of the Intertrax Consignment Service. (1989)
Wholesales to dealers to limit their direct liability. Does not want to address any warranty type issues. (9/91-
ACDevooght, CES)
----
Invoices state, "No Warranty," but if part or component fails, right away, Intertrax says they will take care of it. This
situation amounts to well below 1% of sales. (12/93-WBHill, Intertrax)
PRICING:
Terms are net 30 days. (12/93-D&B)

----
50% or more of Cat dealer net (12/93-WBHill, Intertrax)
----
Cat dealer West Texas Equipment Co. reported Intertrax was "killing us on price. We already lost a few deals to
them". (9/90)
Territory is United States and Canada, has 900 accounts, sells to industrial concerns. (12/93-D&B)
----
A few of Intertrax top clients (consignors) are:
- Occidental Petroleum Corp.

- Michigan Cat
- Parker Technologies
- ? Ocianics
A few of Intertrax top customers are:
- Michigan Cat
- Mustang
- Darr Equipment Co.
- Holt Co. of Texas
(12/93-WBHill, Intertrax)
----
Consigns for approx. 20 U.S. Cat dealers and sells to most all U.S. Cat dealers. Most business is in the U.S. (12/93-
WBHill Intertrax)
----
Consignment parts are sold ahead of Intertrax owned inventory. Every part is tagged with consignor number and
condition code:
0 = Used Cat 5 = Unused, Fair
1 = Unused, in Box 6 = Unused, Take-Off
2 = Unused, No Box 7 = Unused, Poor
3 = Unused, Good 8 = Incomplete
4 = Cat Core 9 = Rebuilt Cat
----
Intertrax sells to Cat dealers, used parts operations, repair facilities, but reportedly do not sell to end users. Will refer
end users to Intertrax customers. The reason for not selling to end users is it would not be in the best interest of
Intertrax to damage their relationships with Cat dealers. (12/93-WBHill, Intertrax)
----
After visit to Intertrax, they were removed from Caterpillar Export Services' (CES) Reseller List on October 2, 1991.
(10/91-ACDeVooght, CES)
----
Intertrax is reportedly hooked up to several parts network systems. (9/88 - JFJolly, PSSR, NACD, Houston).
GENERAL:
100% of capitol stock is owned by officers.
Stephen Schneider (President)
- 1952-59 with Caterpillar Tractor Co. in Brazil, South America.

- 1959-60 with OESTA in Brazil, South America.
- 1960-64 with Laco Co., Houston, TX.
- 1964 to present with Machine Ice Co. (Inc.), Houston, TX.
- 1968 to present with Interpax Inc., Houston, Tx.
- 1984 to present active here.
William Hill (Vice President)
- 1973-86 employed by Mustang Caterpillar, Houston, TX.

- 1983-84 employed by Import/Export International Railway, Houston, TX.
- 1984 to present active here. (12/93-D&B)
----
Intertrax currently has approximately 70 consignment clients including major petroleum companies, Cat dealers,
mining operations and contractors. Monthly consignment report and check sent to consignees. (12/93-Intertrax
Presentation).
----
Inventory turn is less than twice annually. (12/93-WBHill, Intertrax)
----
Intertrax does not provide any service work. (12/93-WBHill, Intertrax)
----
Additional detail, including a Consignment Security Agreement, is available in P&SM's Competitive Information
Library. (12/93)
----
When prompted, Intertrax stated Tap Equipment in the Los Angeles, CA area would be a competitor, but differed in
that they (Tap) were more of a "junk yard" and would sell to anyone. In addition they reportedly sell "will-fit" parts.
Purchase or sell on consignment, genuine Cat parts, consisting of non-current and discontinued parts obtained from
dealers and contractors. Reportedly if current parts are obtained, Intertrax would offer to sell them to the local Cat
dealer. (9/91-ACDeVooght, CES)
----
Intertrax specializes in Cat parts because of their higher resell value and greatest market potential. (12/93-WBHill,
Intertrax)
Repeat customers. (12/93-WBHill, Intertrax)

----
Discounts on genuine Cat parts from 30% to 60% off of Cat list prices. (8/90 - Intertrax Letter to Cat dealer)
Parts availability is limited. (12/93)
FUTURE OUTLOOK:
LAST D&B: December 13, 1993
LAST PROFILE REVIEW/UPDATE: December 13, 1993
SIC (CODES): 5084 Wholesales Industrial Machine Parts
JASPER ENGINE EXCHANGE INC.
March 6, 1996
41AR
INTERNET: http://www.jasperengines.com
COMPETITIVE TYPE: Remanufacturer
MAJOR PRODUCT CLASSES: Engine Parts

Drive Train
LOCATIONS:
Headquarters - Jasper, Indiana

815 Wernsing Rd.
Rents 220,000 sq. ft. in one-story steel and block building in good condition, premises neat, suburban business
section on well-traveled highway. (8/87 through 2/96 - D&Bs)
----
Reportedly, Jasper had 200,000 sq. ft and added 167,000 sq. ft. approx. 1994. (9/94 - Automotive Rebuilder
Magazine)
----
Branches (Warehouses):
- Willowbrook, IL
- Chattanooga, TN
- Knoxville, TN
- Memphis, TN
- Livonia, MI
- Grand Rapids, MI (2/96 - D&B)
Subsidiaries:
The following are 100% owned by parent company and distribute parent company products:
- Jasper Engine & Transmission Exchange Inc. (KY) - Jasper, IN, started 1963. Net worth $292,693.
- Jasper Engine & Transmission Exchange Inc. (MO) - Jasper, IN, started 1962. Net worth $482,773.
- Jasper Engine & Transmission Exchange Inc. (OH) - Jasper, IN, started 1958. Net worth $219,050.
- Jasper Engine & Transmission Exchange Inc. (WI) - Jasper, IN, started 1974. Net worth $213,648.
- Jasper Engine & Transmission Exchange Inc. (IN) - Jasper, IN, started 1959. Net worth $174,641.
- Jasper Engine & Transmission Exchange Inc. (TN) - Jasper, IN, started 1960. Net worth $24,317.
The following subsidiaries are also 100% owned by the parent company.
- Jasper Realty Inc., Jasper, IN, started 1965, operates real estate. Net worth $1,669,931.
- Ruxer Realty Inc., Jasper, IN, started 1965, operates real estate.
- Jasper Electric Motor, Jasper, IN, started 1979, repairs, wholesales, and retails electric motors. Net worth
$183,547. (2/96 - D&B)
----
Not included on 1994 through 1996 D&B reports, Jasper claims the following independent profit centers within
their facility:
- Indiana Tool & Die, machine shop, performs some retail work, but primarily supports any special machining
for gas, transmission, and diesel departments.
- Jasper Performance Products
- Jasper Marine
- Jasper Cogeneration Products
Each profit center is a separate division with individual manufacturing managers and purchasing people. (9/94 -
Automotive Rebuilder Magazine)
EMPLOYMENT:
1980 - 350 D&B

1985 - 525 (500 in Jasper)
Mar 1987 - 525 (400 in Jasper) D&B, 8/87
Sep 1989 - 600 (425 in Jasper) D&B, 7/90
Jul 1991 - 650 (475 in Jasper) D&B, 8/91
Oct 1993 - 800 (600 in Jasper) D&B, 2/94
1994 - ? (800 in Jasper, IN)
400 Gas Engine Dept.
144 Diesel Engine Dept.
102 Transmission Dept.
15 Differential/Stern Drive Dept.
23 Indiana Tool & Die Div.
(9/94 - Automotive Rebuilder)
Jul 1995 - 1,000 (800 in Jasper) (2/96 - D&B)
SALES:
Fiscal year ends last Saturday in December. (8/95 - D&B)

----
Net Profit
1980 $12,000,000 $ -- $ -- (D&B)

1983 -- -- 10,707,230 (8/87 - D&B)
1984 -- -- 13,398,467 (8/87 - D&B)
1985 -- -- 15,147,565 (8/87 - D&B)
1986 -- -- 16,557,860 (7/90 - D&B)
1987 -- -- 4,868,830 (7/90 - D&B)
1988 -- -- 8,454,263 (7/90 - D&B)
1989 60,000,000 -- 11,135,656 (7/90 & 8/91 - D&B)
1990 50,567,636 2,731,443 13,827,099 (2/94 - D&B)
1991 49,758,118 2,415,107 16,202,206 (2/94 - D&B)
1992 62,793,977 3,231,158 19,393,364 (2/94 - D&B)
1993 72,592,949 3,821,593 23,687,880 (8/95 - D&B)
1994 88,076,435 4,644,671 27,107,120 (8/95 - D&B)
HISTORY:
1942 - Mr. Alvin Ruxer, founder and president, started Jasper as a Ford Motor Co. authorized rebuilder.
1946 - Became an independent rebuilder after a falling out with Ford.
1957 - Began remanufacturing light-duty transmissions in separate facility. Production included automatic
and standard transmissions.
1959 - Indiana Tool & Die acquired to remanufacture torque converters.
1965 - Gasoline Engine, Transmission and Indiana Tool & Die all joined under one roof in new 100,000 sq. ft.
facility.
1967 - Jasper launches its Diesel Department, rebuilding only complete units from fan hub to flywheel.
1968 - Addition of 20,000 sq. ft. for unloading and storage.
1970 - Diesel department gets an expansion of 20,000 sq. ft.
1973 - Addition of 18,000 sq. ft. for core storage--gasoline engines and light-duty transmissions.
1975 - Diesel Department gains additional footage along with the beginning of a new department.
1976 - Jasper's Differential Department is launched.
1980 - Addition of 20,000 sq. ft. aimed at expansion for all departments. The completion marks continued
growth in modern remanufacturing to OEM standards and tolerances.
1983 - Addition of 22,500 sq. ft. for sales training and development office space, transmission department, and
transmission testing. (Jasper Brochure)
1987 - Acquired Jasper Electric Motors, formerly an independent remanufacturer of electric motors. (9/87 -
Equipment Management Magazine)
1990 - Implementation of Technical Service Department for improved customer support. (9/92 - Jasper
Brochure)
1991 - June, relocated from Hwy. #45 and #231 South to 815 Wernsing Rd., Jasper, Indiana. (8/95 - D&B)
PRODUCTS:
Active in the rebuilding of motor vehicle engines and transmissions, fuel injection systems and heavy duty
differentials (95%); performs maintenance services (4%), and through subsidiaries operates real estate holding
companies (1%). (2/96 - D&B) (Same statement on 2/94 and 7/90 D&Bs)
----
In 1993, the company produced a total of 53,000 rebuilt units:
- 37,000Gas Engines (YTD 94, Up 15%)

- 3,300Diesel Engines
- 10,000Transmissions
- 1,300Differentials and Axles
- 900Stern Drives (9/94 - Automotive Rebuilder)
----
Value of inventory as of December:
- 1990 = $2,601,406 (8/91 - D&B)

- 1992 = 6,059,962 (2/94 - D&B)
- 1994 = 7,292,671 (2/96 - D&B)
----
Remanufacturing Milestone - Jasper, a major remanufacturer of gasoline and diesel engines, transmissions,
differentials, marine drives and other power train products, passed a milestone recently with the remanufacturing
of its 20,000th diesel engine. Jasper's diesel remanufacturing program began in 1967 and currently includes
remanufactured product of a variety of foreign and domestic manufacturers including Caterpillar, Cummins,
Deere, International, Mack, Perkins, and Mercedes. (11/92 - Diesel Progress, Engines & Drives Magazine)
----
New 3208 Crankshafts Available - Through a special purchase agreement, Jasper has acquired new Caterpillar
3208 crankshafts at a reduced price. New crankshaft kits will be sold for $1,095 per kit. The kit includes a new
Caterpillar 3208 crankshaft and new bearings. Jasper claims this price represents as much as a $355 savings over
market prices for a crankshaft only. This offer is good only while the quantities under this special purchase last.
(1/91 - Jasper News Newsletter)
----
The following is a partial listing of Jasper's heavy duty products offered:
Diesel Engines Subassemblies

- Domestic & Foreign - Blowers
- Midrange-Truck - Turbochargers
- Industrial - Fuel Pumps-Lt. & H.D.
- Coach & Transit - Fan Drives
- Marine - Air Comp ressor
- Crankshaft Kits
Transmissions Differentials Axle Housings

- Off-Highway - Trucks - Front Axle King Pin Ends
- Coach & Transit - Off-Highway - Rear Axle Bearings Ends
- Industrial - Coach & Transit - Trucks/Industrial
Jasper also offers the following products:
Electric Motors
Light Duty
- Gas Engines
- Marine
- Transmissions
- Differentials
Co-Generation Units
Performance Engines/Transmissions (9/92 - Jasper Brochure)
----
Following is a partial list of original equipment manufacturers that Jasper has the ability to service: (9/83)
Allis Chalmers Ford

Case GM
Caterpillar International
Clark Komatsu
Cummins Mack
Deere Perkins
Detroit Allison
----
Jasper is an authorized dealer for Cummins, Detroit Allison, American Bosch, and Roosa Master. (9/83)
----
According to a former Jasper employee, they claim to be the largest remanufacturer of engines and major
components for the truck and earthmoving industry in the U.S. (Old, effective date unknown)
----
Cat engines advertised include 3306, 3406, 1100, 3208, D343, D8, D9, 3408, D348, 3412. They also offer short
blocks on 199 and 3208s. (Old, effective date unknown)
----
Stocked engines include those in short block form, complete engines, and complete running engines. Cores are not
aggressively purchased, unless market conditions require it from time to time.
"1,500 diesel engines were remanufactured in 1987 with Detroit Diesel engines leading in volume, and CAT 3208
engines close behind."
Transmissions are generally not stocked, "except for a few Allison's." All brands and models of transmissions are
rebuilt on a custom basis. These are all dyno-tested and carry a six-month, 20,000-mile warranty. "Average D9
transmission sells for $11,500 to $13,500."
The company has also done "only a few" final drives, but not on a regular basis. No pricing is available, and, of
course, no exchange program is offered. (RLF, 1/88)
PRODUCT FEATURES:
Reportedly, Jasper will only remanufacture to OEM standards and would replace all engine valves, valve springs,
and tappets with new. Jasper defines its engine remanufacturing process with the following steps:
- Disassembly
- A pre-inspection cleaning in a Kolene salt bath
- Initial inspection
- Replacement of all bearings, pistons, valve springs, rings, and timing gears
- Remachining of blocks, heads, connecting rods, crankshafts, and camshafts
- A second inspection
- Reassembly
- Final inspection
- Testing to meet or exceed OEM specifications
(9/94 - Automotive Rebuilder Magazine)
QUALITY:
Jasper encourages its associates on a regular basis to participate in the Society of Automotive Service Excellence
(ASE) certification program. Jasper pays for the first test an associate takes. As of December '93, Jasper had 47
ASE-certified technicians and three master technicians. A group of 28 associates participated in the spring of
1994, and another group was preparing for testing in the fall, 1994. (9/94 - Automotive Rebuilder)
----
Develops Its Own "ATEC" Test Stand - Jasper Engines & Transmissions has become one of the first facilities in
the U.S. to dynamometer test Allison Transmission Electronic Control Transmissions by developing its own
ATEC test stand.
The stand and equipment were designed specifically for testing Allison 5,000, 6,000, 8,000 and 9,000-series units.
Most of these units are used in heavy-duty, off-road applications. The stand features a shift tower, throttle speed
sensor, output speed sensor, electronic control unit and a programmable read-only memory, all in one convenient
easy-to-use unit.
The transmission department also has a stand for testing on-highway applications such as V-drives, 600 and 700
series units. (2/91 - Equipment Management Magazine).
----
The "Remanufacturer Of The Year" award from the Production Engine Remanufacturers' Association (PERA) was
recently presented to Jasper. The award is given each year "to the outstanding remanufacturer that has contributed
unselfishly to the production of quality products, thus contributing to the entire automotive industry, and
particularly to the community, state and nation." Jasper also received this award in 1969.
The Production Engine Remanufacturers' Association is an organization with 250 member companies.
Membership is international in scope, with remanufacturers from Canada, Australia, Mexico, Japan and Germany
included. (4/90 - Fleet Equipment Magazine)
----
Jasper reportedly places extreme emphasis on quality. For example, OEM parts that are received by Jasper are 100
percent inspected; rebuilt engines have new pistons, bearings, valves, springs, and wrist pins; machined parts are
inspected prior to assembly; and engines and transmissions are dynamometer tested. (Effective date unknown)
MARKETING:
PRODUCT SUPPORT:
Jasper utilizes the Performance Engine Remanufacturers Association's Core Identification Program, introduced
September 1994.
The PERA Core Identification Program is a computer-based software program that will display engine component
information, special notes, applications, and graphics. The IBM-compatible, PC-based software is fully adaptable
to individual users.
Twice-yearly updates will be available as an add-on service. The program is intended to tell PERs what core
castings are used and what core castings are interchangeable. (9/94 - Automotive Rebuilder)
WARRANTY:
Jasper Diesel Engines have a 100,000-mile one-year warranty (whichever is less) for highway service and 3,600-
hour one-year warranty for industrial applications. The buyer must pay all labor costs during the second half of
the warranted period. Short blocks are six months or 50,000 miles for highway service and six months or 1,800
hours for industrial with the same provisions as above. (Old, but effective date unknown)
PRICING:
Most current price list in Pricing (P&MR) Dept.'s CIS System is effective March 1, 1986. (8/95)
----
Terms net 30 days. (2/96 - D&B)
----
They are at a price disadvantage compared to Caterpillar and other OEM dealers for which they are not an
authorized dealer. They pay consumer prices for parts that are available only from OEM dealers. (Old, but
effective date unknown)
Jasper services 17,000 active dealer, jobber, wholesale and distributor customers. Jasper has 31 distribution
centers nationwide. (9/94 - Automotive Rebuilder)
----
Sells to industrial-commercial concerns, trucking industry, and general public. Territory is central United States;
has 5,000 accounts. (7/90 through 2/96 - D&Bs)
----
Jasper sells through 23 company-owned and independent distributors throughout the midwest and portions of the
east. Distribution extends throughout the United States and several overseas countries. (9/92 - Jasper Brochure)
GENERAL:
Ranked as an 'AR' Engine and Drive Train competitor. (3/96)

----
This is a family-owned business and has always been under family control.
- Doug Bawel, President = 15% ownership

- E. Ray Bawel, Secretary = 15% ownership
- Gervase Schwenk, CHB = 15% ownership
- Nine others, none owning 10% or more of stock.
(2/96 - D&B)
----
Jasper is a member of the Production Engine Remanufacturers Association (PERA), and the Society of
Automotive Service Excellence (ASE). (9/94 - Automotive Rebuilder)
----
Jasper claims to use new OEM parts in the remanufacturing process. Jasper buys some Caterpillar parts from
Caterpillar dealers.
Cores are inspected at branches at the time of exchange and credit is issued by the branch. Jasper's core criteria is
similar to Cat. Jasper has tractor-trailers used to deliver engines and pick up cores. Jasper also buys cores outright
from core producers. (Old, but effective date unknown)
Jasper believes their future business will be with the off-highway equipment. They haven't made a concentrated
effort to pursue the on-highway truck engine potential. (Old, but effective date unknown)
FUTURE OUTLOOK:
Financial condition strong. (2/96 - D&B)

----
Jasper's expansion plans are not just limited to remanufactured products. The company plans to expand into the
accessory parts needed to perform the installation of a purchased engine. Parts would include spark plugs, belts,
and hoses. (9/94 - Automotive Rebuilder)
LAST D&B: August 17, 1995

LAST PROFILE REVIEW/UPDATE: February 7, 1996
SIC (CODES): 37 14 - Manufacturing, Motor Vehicle Parts & Accessories
75 38 - Business Services, General Automotive Repair Shops
65 12 - Real Estate Services, Operators of Non-Residential Buildings
JASPER ENGINES & TRANSMISSIONS NEWS
October 15, 1999
41ARNEWS
http://www.jasperengines.com
MOVES DETROIT, MI OFFICE AND WAREHOUSE 10/15/99
Jasper has reportedly outgrown their old Detroit, MI facility and have moved their office and warehouse to 6734 Brandt
Road, Romulus, Michigan.
The newly constructed, 10,000 sq. ft. state-of-the-art facility is designed to serve customers better with expanded
inventories and a more convenient location.
The new location opened October 11, 1999. (10/99 - Jasper, Internet)
MAHLE NAMED JASPER PREFERRED PARTNER 6/30/99
The Aftermarket Department of Mahle, Inc. has received the Jasper Engines Preferred Partner Award. The award is
based on achievements in quality, service, technical assistance, billing, shipping, and packaging. (5/14/99 - Mahle News
Release)
FEDERAL-MOGUL NAMED JASPER PREFERRED PARTNER 4/99
On April 30, 1999, Federal-Mogul Corporation's Malden, Missouri, facility was named a Preferred Partner by Jasper
Engines & Transmissions, one of the nation's leading remanufacturers of drivetrain components, and one of Federal-
Mogul's largest customers.
The Preferred Partner Award is presented annually to recognize Jasper's "Partners in Success." Recipients are judged
on quality, service, fill-rate, response time and billing/credit procedures, among other criteria.
equipment and aftermarket aluminum pistons for small engines, automotive, high-performance and light-duty diesel
applications. Its 400 employees handle the complete manufacturing process from molten aluminum castings to CNC
machining, including tin plate and piston skirt coatings.
Federal-Mogul's web site URL is http://www.federal-mogul.com (4/30/99 PRNewswire)
SIGNS LETTER OF INTENT TO BUILD CORE PROCESSING CENTER 1/97
Jasper Engines and Transmissions has signed a letter of intent to build Phase 1 and Phase 2 of a 10.5 million dollar
remanufacturing facility in Crawford County, Indiana. The project is contingent upon the Federal, State and County
Governments providing property, infrastructure and training along with proper permitting by the state and satisfactory
site boring. Jasper will begin construction of the 200,000 sq. ft. facility in early 1997. The facility will be built near the
Carefree, IN, exchange off I-64.
Jasper Engines and Transmissions has been an Indiana-based company since 1942 and is an industry leader in the
remanufacturing of drive-train components. Jasper employs over 1,200 associates, over 1,050 of which are residents
of Indiana. Jasper also has a 54-year history of no layoffs.
Jasper Engines and Transmissions will invest in excess of 10.5 million dollars and provide employment for over 125
residents of Crawford County by the time Phase 1 of the facility is complete. This new manufacturing center will be
used to receive, clean and process gas and diesel engine, transmission, differential and rear axle assembly castings and
components--the "raw materials" the company uses in the remanufacturing of like-new consumer and commercial drive-
train products. The processed castings will then be sent to the company's facility in Jasper for final processing and
distribution. (1/97 - Jasper Internet)
REMANUFACTURER OF THE YEAR 1/97
Jasper Engines & Transmissions, Jasper, Indiana, has been named Engine
Remanufacturer of the Year (1996-1997) by the Production Engine
Remanufacturer's Association. (1/97 - CCJ Magazine)
KIAN ANN ENGINEERING CO. (PTE) LTD.
June 15, 1998
36EI
Unless noted, the information in this document comes from an October 28, 1996, Reuters news release.
INTERNET: http://www.kianann.com.sg/

Drive Train
LOCATIONS:
Headquarters - Singapore
12, Jalan Lembah Kallang
All reference in this document to the Company means Kian Ann Engineering Ltd. only. Reference to the Group
includes subsidiaries.
EMPLOYMENT:
SALES:
Fiscal year ends June 30.

----
1996 1997
(,000) (,000)
Co. Turnover S$63,136 S$72,816

Operating Profit 9,009 10,300
Retained Profit 3,845 6,615 (1997 Annual Report)
----
More than 90% of sales are transacted in Singapore currency. (1997 Annual Report)
----
For the financial year ended June 30, 1996, 63% of Kian Ann's turnover of S$63.14 million was generated outside
Singapore. Overseas markets contributed 47% of its pre-tax profit of S$7.14 million during that period.
Most of Kian Ann's earnings come from sale of parts to the industrial sector where pre-tax profit margins are about
11.6%, compared to gross margins of 4.7% for the sale of parts to the marine sector, the company's prospectus said.
HISTORY:
1965 - Established since 1965, Kian Ann is a major supplier and distributor of heavy equipment parts for use in
infrastructure development, road construction, land reclamation, mining, marine repairs, property
development, logging and power generation, among others. (11/96 - Kian Ann, Internet)
1996 - October, converted into a public limited company, changing name from Kian Ann Engineering Company
(Pte) Ltd to Kian Ann Engineering Ltd.
1997 - September, formed a 75% owned joint venture, Juta Tractors Enterprise Sdn Bhd (JTE) to capitalise on
opportunities in Malaysia.
PRODUCTS:
The principal activity of Kian Ann Engineering Ltd. is in the trading of tractor spares. The subsidiary companies are
primarily engaged in property and investment holding, dealing in computer equipment, software and the consultancy
work, the trading and manufacture of machineries spares. (1997 annual report)
----
Heavy equipment, machinery, and diesel engine parts distributor Kian Ann distributes 500,000 products covering 150
brands and intends to increase its product range with its October 28, 1996, Initial Public Offering (IPO) proceeds.
----
Based on eight quarters of CPR information as of 10/14/96, Kian Ann is known to offer the following brands of parts:
Brand Major Class

===== ===========
Italtractor (ITM) U/C
NSK U/C
Fortress ESP Italiana DT
(Purchased by Union Spares Srl, 10/94.
Original name no longer used)
Perfect Circle Eng
Toyo Eng
Bando Eng
Roto Master Other
Caterpillar Gen, Eng, Hyd
----
Some of the tractor and diesel engine parts stocked by Kian Ann include:
Brand Product
===== =======
Bendix Air Compressor Parts
Berco U/C Parts
Cummins Diesel Engine Parts
Donaldson Filters & Elements
FP Diesel Pistons & Liners
Fleetguard Filters & Elements
High Gaskets Gaskets & Seals
ITM (Italtractor) U/C Parts
Italricambi Adapters & Cutting Edges
Komatsu Tractor & Diesel Engine Parts
Phillips Gasket (Now part of FP Diesel) Gaskets & Seals
Schwitzer Turbochargers
Timken AF Bearings
TBM U/C Parts
Vickers Hydraulic Cartridges
ITR* Tractor Spare Parts
World Gasket** Gaskets & Seals
* Believe ITR refers to a company that has changed names a few times (Italparts, Comet ITR, Mecot SpA) and sold
out to Union Spares Company Srl in 1994. Original names no longer used. (11/96 - RBRodgers, P&MR)
** World Gasket is actually a trade name for Elligi Srl. (11/96 - RBRodgers, P&MR)
(11/96 - Kian Ann, Internet)
PRODUCT FEATURES:
QUALITY:
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
PRICING:
All information submitted into the Competitive Parts Reports (CPR) system during the latest eight quarters was
reported by CAPL dealers; P.T.T.U., and Tractors Malaysia. (10/14/96)
Kian Ann claims to be the largest independent distributor in Southeast Asia.
Services customers throughout Southeast Asia, Pakistan, Sri Lanka, the Middle East, South Africa, Papua New
Guinea, the Solomon Islands and beyond, with 90% of its business from repeat customers.
"To improve its services to overseas customers, Kian Ann will be expanding beyond Singapore and has to capitalise
on the opportunities in the Malaysian market by forming a 75% owned joint venture, Juta Tractors Enterprise Sdn
Bhd, which commenced business in September 1997. It will enable Kian Ann to broaden its coverage of the direct
end-user market in Malaysia.
In Singapore, the company has increased its warehousing facilities to 7,669 sq m (from 6,535) currently and will soon
more than double that with the building of a new office cum warehouse complex by end 1998 and will consolidate
Kian Ann's warehousing, distribution and office operations under one roof." (1997 Annual Report)
GENERAL:
Kian Ann's main competitor is reportedly Malaysian-listed Triumphal Associates Berhad.

----
Kian Ann was originally added to Caterpillar Export Services (CES) Reseller list 3/90. This was requested by
Tractors Malaysia. Tractors Singapore also reported activity sometime later that would support having added this
competitor to the Reseller list. (11/96 - S.M. Watkins, CES)
Wants to be a one-stop center for heavy equipment parts.
Corporate philosophy is to "maintain a high standard of professionalism towards its shareholders and ensuring good
returns on a sound investment; of developing and continuing long term relationships with its customers based on
service excellence; and of providing its employees with a promising and secure future in the company." (1997 Annual
Report)
"One of Kian Ann's key strengths is its sophisticated on-line, real time inventory management system that has been
developed in-house over the past ten years. This system is able to track 600,000 item lines, automatically update stock
levels, and generate orders, invoices and replacements. It also identifies interchangeable parts, providing a list of
alternatives when a particular stock is not available or a cheaper compatible is required. The inventory management
system also tracks the purchases of key customers, continually reviewed and upgraded to enhance its capacity and
capability." (1997 Annual Report)
FUTURE OUTLOOK:
Kian Ann remains confident of the Group's prospects in spite of the recent currency instability in the region. More
than 90% of sales are transacted in Singapore currency. The Group has also been able to remain competitive as
regional currencies have depreciated more steeply against the dollar than against the Singapore dollar. In view of
certain import duties and other restrictions imposed by neighboring countries, Kian Ann anticipates a
higher demand for their products as repairs and reconditioning of old machinery are expected to increase.
The Group also expects cost-cutting measures by regional companies as a result of recent economic developments, to
cause a likely shift in demand from higher priced original equipment parts to other branded non-original parts.
The Group "will also explore new markets for growth".
The Group expects performance for FY98 to be satisfactory. (1997 Annual Report)
----
As of October 1996, Kian Ann is relying on Southeast Asia's infrastructure spending to fuel its growth in the next few
years. Kian Ann claims the Asian economy, which is their main market, is expected to grow 7.7% per annum for the
next five years. The infrastructure expenditure for the next 10 years will go to almost US$500 billion.
This spending will translate into strong demand for excavators, bulldozers, and other equipment used in building
infrastructure and, in turn, demand for Kian Ann's products.
Kian Ann, which announced October 28, 1996, it was offering 30 million shares at Singapore S$0.60 each in its
Singapore Initial Public Offering (IPO), said its business was closely linked to infrastructure development in Asia.
The company distributes parts of heavy machinery like bulldozers, excavators, trucks, power generation sets, and
marine engines. It hopes its IPO will raise net proceeds of about S$16.5 million.
LAST D&B: None

LAST PROFILE REVIEW/UPDATE: June 15, 1998
DUNS (D&B NUMBER):
SIC (CODES):
OFFICINE FRATELLI MOSCA (OFM)
September 30, 1998
32CC
INTERNET: http://www.ofm.it/

Distributor

Engine Parts GET
Drive Train
LOCATIONS:
Officine F.lli Mosca snc - Via Canaletta 3/A - 40053 - Bazzano (BO) - Italy (6/00)
----
Headquarters and Workshop (4,000 sq. meters) - Bazzano, Italy,
Suburban business area. Condition of premises is normal. (3/94 - D&B)
EMPLOYMENT:
1978 - 25
1986 - 36
1987 - 34
1990 - 45
1991 - 40 (8/91 - D&B)
1992 - 40 (11/92 - D&B)
? - 30 (3/94 - D&B)
SALES:
(Millions)
Sales Sales Exchange

Year Lira U.S. $ Rate
1978 - -- $1.2 --
1985 - L9,000.0 (11/87 - D&B) 4.7 1915
1989 - L10,000.0 (8/91 - D&B) 7.3 1370
1991 - L5,500.0 (11/92 - D&B) 4.4 1240
HISTORY:
1969 - Officine Fratelli Mosca (OFM) was formed in Italy as a general partnership between Romano and Floriano
Mosca.
1973 - Product line expanded to include parts purchased from suppliers.
1978 - 1500-square meter warehouse built next to existing facility.
1998 - OFM and 3R combine marketing efforts as OFM Top Line. The group, OFM Top Line, is the joining of
Officine Fratelli Mosca S.n.c. (OFM) and 3R Treerre S.r.l. See MARKETING section for detail.
PRODUCTS:
Introduces New Line of Engine Components 12/91 - A brochure obtained from the October 6, 1991 SAMOTER
Trade Show held in Italy indicates Officine F.lli Mosca (OFM), predominantly known as a drive train competitor until
now, is offering a New Range of Replacement Parts for Earthmoving Machines.
The brochure indicates OFM is offering the following:
- Cylinder Heads - Indicators

- Gasket Kits - Seal Groups
- Line Ass. - Valves (previously offered)
- Guides - Turbos/Turbo Parts
- Pumps - Electrical Parts Including Alternators & Gauges
OFM must be sourcing at least a portion of these components. (10/91 OFM brochure, SAMOTER Trade Show)
----
New Parts Emphasis on Gear Pumps 12/90 - OFM reportedly adds 100 to 150 new parts annually to their product line
based on projected demand reported by importers/resellers. Lately, the emphasis seems to be on gear-type pumps of
which 9 models have been introduced so far. Reportedly, every pump is tested individually, and up to now, about
1000 units have been produced. Not all production steps are performed by OFM. As a rule, machining, assembly and
testing is done in-house, whereas castings and forgings are obtained from local sources. Likewise, heat treatment is
done by outside companies. All in all, OFM has ongoing relations with about 60 sub-contractors who are all located
in the Modena, Padova, and Bologna triangle. (12/90 - C. Morandotti, CGT)
-----
OFM manufactures and sells replacement parts for Caterpillar, Fiatallis, Komatsu and Case earthmoving machines.
Major components include undercarriage and lift-arm pins and bushings, bearing assemblies, transmission parts,
engine parts, final drive components, trunnions, springs, steering clutches and roller frame components.
Mosca not only manufacture parts but also carry parts procured from other local manufacturers. All in all they claim
to offer 12 to 13,000 line items. Every year, 100-150 new parts are added to their product line based on projected
demand reported by importers/resellers. Lately, the emphasis seems to be on gear-type pumps of which 9 models have
been introduced so far. Reportedly, every pump is tested individually, and up to now about 1000 units have been
produced. Not all production steps are effected by Mosca. As a rule, machining, assembly and testing is done in-
house, whereas castings and forgings are obtained from local sources. Likewise, heat treatment is done by outside
companies. All in all, Mosca have ongoing relations with about 60 sub-contractors who are all located in the Modena,
Padova, Bologna triangle. (12/90)
PRODUCT FEATURES:
QUALITY:
No current Competitive Test Reports (CTRs) or Parts Competitive Bulletins (PCB) available. (4/94)
MARKETING:
OFM and 3R combine marketing efforts as OFM Top Line (Reported 9/98):
The group, OFM Top Line, is the joining of Officine Fratelli Mosca S.n.c. (OFM) and 3R Treerre S.r.l.
Reportedly, forming the group combines the benefits of thirty years of experience in manufacturing of Officine F.lli
Mosca s.n.c. and ten years of commercial experience of 3R Treerre s.r.l. OFM is a manufacturer of spare parts,
specializing in parts for Caterpillar. 3R is a distributor of spare parts for Komatsu applications, manufactured by OFM.
OFM is headquarteded in Bazzano (BO) Italy and 3R is located in Spilamberto (MO) Italy. For additional detail on
products offered see their combined internet site http://www.ofm.it (9/98 - Internet)
PRODUCT SUPPORT:
WARRANTY:
PRICING:
Increased Discounts Reported by COSA (Reported 10/94):
According to the copy of a Mosca invoice dated November '93, it appears that this competitor has increased discounts.
Resellers now get 60% off US$ list prices on seals/gaskets and 57% on other parts such as shafts, pins/bushings.
Moreover, some of the list prices are lower than those published in April '93. These price reductions in US$ have
probably been triggered by the devaluation of the Italian Lire, and do not affect Mosca's revenue in Lire terms. (7/94 -
VAZanzi, COSA Pricing)
----
Transaction level price observations are available in the Competitive Parts Report (CPR) portion of PMIS. (4/94)
----
The most current price list available in Parts Pricing Dept. is effective April 1, 1993. (4/94)
----
COSA Parts Price Announcement/Adds 3,013 Line Items 3/94
COSA Parts Pricing calculated the following Mosca dollar list price changes between April '92 and April '93 price
levels:
Major Class Change
Undercarriage +8.6%
Engine Parts +1.1
GET +2.3
DT Parts -4.9
Hydraulic Parts +6.5
General Usage Parts +2.3
NEC Parts +6.0
All Parts Total +2.0%
The average percentages are weighted by COSA dealers' 1993 orders on Caterpillar.
Compared to the previous document, the latest Mosca price list contains an additional 3,013 line items bringing the
total number of priced parts to 14,816. Major additions occurred in the following product groups:
Product Code Description Items

1 Undercarriage 111
2A Pistons, Rings, Liners 15

2C Cylinder Head and Valve Parts 20
2D Cooling Systems 30
2E Air Intake and Exhaust Syst. 16
2G Fuel Systems 39
2H Engine Gaskets 590
2K Turbochargers 197
2L Lubrication Systems 26
MBF Electric Starters 18
2P Alternators, Regulators 196
2Q Engine Bearings 23
2R Filters 8
016 Vee Belts 28
2 Engine Parts 709
3 GET 68
5A Final Drive Parts 78

5C Transmission & Transfer Gears 61
5E Axle & Differential Parts 30
5F Brake Parts 58
5H Transmission Gaskets 54
5M Antifriction Bearings 176
5Y Friction Material 62
5 DT Parts 559
6A Pumps, Motors 60
6B Hydr. Cylinders & Comp. 22
6K Tubes & Pipes 19
6S Seals 298
6 Hydraulic Parts 424
8E Electrical Components 46
8H Hardware 150
8J Gaskets and Shims 50
8M Lift Arms, Sticks, Booms 60
8P Pins 40
MAP Misc. Small Plastic Parts 13
8 General Usage Parts 488
9 NEC Parts 92
Total All Parts 3,013

(3/94 - VAZanzi, COSA Business Support)
----
COSA Parts Price Announcement in the Industry (PPAI) 11/92 - COSA Parts Pricing calculated the following Mosca
dollar list price increases between May 1991 and April 1992 price levels:
Major %
Class Change
Undercarriage -0.1%
Engine Parts 2.1%
GET 0.4%
DT Parts 1.9%
Hydraulic Parts -3.5%
General Usage Parts 0.1%
N E C Parts -0.3%
All Parts 0.6%
Above average percentages are weighted by COSA dealers' 1991 orders on Caterpillar.
Compared to the previous document, the latest Mosca price list contains an additional 1,581 line items, bringing the
total number of priced parts to 12,773. Major additions occurred in the following product groups:
Product
Code Description Items
1 Undercarriage 39
2A Pistons, Rings, Liners 44

2C Cylinder Head & Valve Parts 11
2D Cooling Systems 18
2E Air Intake & Exhaust Systems 26
2G Fuel Systems 61
2H Engine Gaskets 338
2K Turbochargers 33
MBF Electric Starters 13
2P Alternators, Regulators 39
2Q Engine Bearings 13
2R Filters 34
016 Vee Belts 53
2 Engine Parts 709
SEQ Duo-Cone Seals 15
5F Brake Parts 29
5 DT Parts 100
6A Pumps, Motors 43
6F Seals 230
6 Hydraulic Parts 320
8E Electrical Components 57
8H Hardware 85
8J Gaskets & Shims 71
8M Lift Arms, Sticks, Booms 15
8P Pins 11
8T Retainers, Lock Rings 23
8Z Miscellaneous 76
8 General Usage Parts 382
9 NEC Parts 26
Total All Parts 1,581
(11/13/92 - VAZanzi, COSA, Parts Pricing)

----
Discount to resellers has not changed and amounts to 40-50% off list. (12/90)
Territory - 30% National

Exports - 70% of sales (11/92 and 3/94 - D&Bs)
-----
OFM sells directly and via agents. (3/94 - D&B)
----
As of 4/94, following is the number of Cat dealers by subsidiary that have submitted Competitive Parts Reports (CPR)
for the latest 8 qtrs.
COSA - 4
CFEL - 4
----
Export continues to represent the major part of OFMs business (85-90%). Business is regularly being done with
importers in Scandinavia, USA, Canada, Egypt, Thailand, Malaysia, Singapore, Venezuela, Brazil and Australia.
Sales to Cat dealers do not exceed 2-3%. (12/90)
----
OFM is an associate member of Independent Distributors Association (IDA) and distributes product through IDA
members as well as direct sales to large customers. (1990 Membership Roster)
GENERAL:
OFM is considered an 'A' DT (Gear) competitor. (Impacts on our Corporate Marketing Strategies). (4/94)
----
This competitor is often referred to as OFM or Mosca.
Mosca claims to have always been committed to quality, controlled growth and product expansion.
FUTURE OUTLOOK:
A financial strength of 150-225 Million (based on Paid Up Capital) and an overall condition which is fair (slightly
greater than average risk). (3/94 - D&B)

DUNS NO.: 43 400 1350
Standard Industrial Code (SIC)/Description
3523 - Manufacturing, Farm Machinery and Equipment
5083 - Wholesale Trade, Farm and Garden Machinery
5099 - Wholesale Trade, Durable Goods, N.E.C.
LAST PROFILE REVIEW/UPDATE: December 14, 1990 (Minor updates: 4/94 & 9/98)
RIMEX SUPPLY LTD.
September 15, 1998
64JS
INTERNET: http://www.rimex.com
MAJOR PRODUCT CLASSES: DT (Wheels and Rims)
LOCATIONS:
Headquarters - Surrey, British Columbia, Canada

9726 186 St.
Rents 2,790 sq.m., two story concrete block building.11,160 sq.m. plant, 2,790 sq.m. warehouse.
Branches - Edmonton, Alberta, Canada
Subsidiary - Phoenix, Arizona, USA (Rimex Inc.) (9/98 - D&B)

----
Not sure what the difference between locations listed on the 9/98 D&B and "Contact Information" and "Toll Free
Numbers" listed below (minus phone numbers) as appears on Rimex's web site:
Contact Information:
British Columbia
Saskatchewan
Alberta
Nevada
Australia
South Africa
Chile
China
Toll Free Numbers:
Canada, Washington, Oregon

Australia
Chile
Indonesia
EMPLOYMENT:
1990 = 60 (25 at headquarters) (10/90 - D&B)

1992 = 60 (25 at headquarters, 20 at Arizona, 15 California) (10/92 - D&B)
2
1998 = 110 (104 at headquarters)
SALES:
Fiscal year ends 7/31/98)

----
1992 = C$18,000,000 (10/92 - D&B)
1995 = 15,000,000 (9/98 - D&B)
1997 = 25,000,000 (9/98 - D&B)
HISTORY:
1976 = Business started.
PRODUCTS:
Rimex is a custom manufacturer of all wheels and rims for mining, forestry and industrial equipment, specializing in
Haul Trucks and Loaders. With 20 years in the industry and over thirty years experience, Rimex designs and
manufactures longer-life wheels and custom applications. Rimex claims to be the only manufacturer to have
advanced wheel technology to precisely match modern radial tire designs. Due to the special construction of the
radial tire, it has a more flexible sidewall, causing more movement in the bead area.
Rimex began the development of a rim specifically designed for radial tires. This led to the birth of the Machined
Extreme (MES) Series and the Taper Secure Radial (TSR) Series rims and wheels. The MES SERIES rim/wheel is
their answer to the more aggressive radial tire now being used in open pit mining applications. The TSR SERIES is a
unique design as it uses a taper concept to secure the flanges in place. The three areas of benefit to the customer are
extended rim life, increased safety levels and extended tire life. Additional detail is available on Rimex's web site.
(9/98 - Internet, http://www.rimex.com)
PRODUCT FEATURES:
QUALITY:
Principal customers are commercial concerns, logging and mining industry.

Principal territory is international, exports/imports. Reportedly has 500 active accounts. (9/98 - D&B)
PRICING:
No pricing information available in Pricing & Market Research's CIS or CPR systems. (9/98)
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
GENERAL:
No Annual Report available, as this is not a Public company. (9/98)

----
Christopher Weston, President/Director, holds 100% interest. (9/98 - D&B)
----
Two vehicles. (9/98 - D&B)
3

FUTURE OUTLOOK:
LAST D&B: September 15, 1998
DUNS: 20-994-5864
SIC/DESCRIPTIONS:
3714 - Manufacturing, motor vehicle parts and accessories
3714 0059 - Manuufactures wheels, motor vehicle
3714 0047 - Manufactures rims, wheel: motor vehicle
LAST PROFILE REVIEW/UPDATE: September 15, 1998
TITAN INTERNATIONAL INC.
October 15, 1999
33LN
INTERNET: http://www.titan-intl.com

MAJOR PRODUCT CLASSES: DT (Wheels, Rims)
LOCATIONS:
Headquarters - Quincy, Illinois

2701 Spruce Street
North American Manufacturing Facilities:
- Titan Tire Corporation, Des Moines, Iowa

- Titan Tire Corporation of Tennessee, Clinton, Tennessee
- Titan Tire Corporation of Texas, Brownsville, Texas
- Titan Wheel Corporation of Illinois, Quincy and East Peoria, Illinois

- Titan Wheel Corporation of Iowa, Walcott, Iowa
- Titan Wheel Corporation of Ohio, Warren, Ohio
- Titan Wheel Corporation of South Carolina, Greenwood, Souith Carolina
- Titan Wheel Corporation of Virginia, Saltville, Virginia
- Titan Wheel Corporation of Wiscionsin, Slinger, Wisconsin
International Manufacturing Facilities:
- Titan France SA, St. Georges des Groseillers, France

- Titan Germany GmbH, Hannover, Germany
- Titan Siria SpA, Modena, Italy
- Titan Sirmac SpA, Bologna, Italy
- Titan Steel Wheels, Ltd., Kidderminster, England
Distribution Centers:
- Augusta, Georgia - Caldwell, Idaho

- Cartersville, Georgia - Chambersburg, Pennsylvania
- Des Moines, Iowa - Dublin, Georgia
- Elkhart, Indiana - Elko, Nevada
- Grand Prairie, Texas - Lubbock, Texas
- Ontario, California - Tampa, Flodida
- Jesi, Italy - Merseyside, England
EMPLOYMENT:
Dec 1997 - 4,200 in USA and Europe
SALES:
Fiscal year ends December 31) Information from Annual Reports. (000s)
----
1994 1995 1996 1997
Agricultural $156,015 $275,976 $307,734 $357,533

Consumer 140,073 170,717 152,775 155,519
Earthmoving/Construction 75,555 133,523 145,765 164,636
Engineered Products 22,511 38,920 21,687 5,664
Military 12,846 4,047 6,592 6,779
Total $407,000 $623,183 $634,553 $690,131
----
Total sales for the first six months of 1998 are $368,644,000, compared to $367,568,000 for 1997. (Titan 1998 Second
Qtr. Report)
----
Titan's ten largest customers accounted for 45% of 1997 net sales, compared to 42% in 1996. In 1997 Deere accounted
for 16% of Titan's net sales. (10K Report)
HISTORY:
1890 - Business started in Quincy, IL as Electric Wheel Company.

1993 - Enters tire market.
1999 - On August 4, 1999, Carlisle Companies Incorporated and Titan International, Inc. jointly announced that
the two companies have entered into a letter of intent providing for the merger of Titan into Carlisle
Companies in a transaction valued at approximately $600 million including the assumption of debt. (8/4/99
PRNewswire)
- On September 20, 1999, Carlisle Companies Incorporated and Titan International, Inc. agreed not to extend
the Letter of Intent providing for the merger of Titan into Carlisle. The Letter of Intent expired on
September 18, 1999.
The initial announcement of the Letter of Intent was made on August 4, 1999. Carlisle and Titan were
unable to complete the actions necessary to reach a definitive merger agreement within the 45-day time
period provided for in the Letter of Intent. No continued discussions are anticipated. (9/20/99 - Business
Wire)
- On October 11, 1999, in response to the growing demand for LSW wheel and tire assemblies (larger wheel
lower sidewall tire), Titan International, Inc. announced a strategic realignment of its North American
corporate and management structure by combining its wheel and tire production into one operating entity.
"Titan was a pioneer in demonstrating the benefits of mounted assemblies to the entire marketplace, but
other companies have also positioned themselves in the conventional assembly niche. The reorganization
will enable Titan to focus on a three-facet approach -- promoting our LSW wheel and tire assemblies,
combining our business units into one cohesive group, and introducing a series of e-commerce initiatives,
which we will announce in detail at a later date," stated Maurice Taylor Jr., president and CEO of Titan
International, Inc. "The strategy I'm setting is this: out perform the competitors with the innovative
LSW assemblies, emphasize our traditional strength as a supplier of both wheels and tires and re-engineer
our company so we can react faster, be more cost-efficient and closer to the needs of our customers."
Titan's corporate realignment will include sales, accounting, customer service, and top management. All
business components will be organized under one Titan corporate structure led by Taylor. (10/11/99
PRNewswire)
----
This company has been involved in many accusitions, mergers and name changes over the years. For detail, see the
Heritage section of Titan's Internet site.
PRODUCTS:
Titan is comprised of four major product groups:
Earthmoving/Construction Equipment - The earthmoving/construction sector consists of wheels and tires for
machinery used in both construction and mining industries, including graders and levelers, scrapers, self-propelled
shovel loaders, loader transporters and haul trucks. These wheels and rims range in diameter from 20" to 57" (largest
manufactured in North America), in width from 8" to 44", and in weight from 125 pounds to 6,300 pounds.
Agricultural Equipment - The agricultural equipment group consists of wheels and tires for machinery used by the
commercial farming sector, including tractors, combines, crop handling equipment and tillage, soil preparation and
planting and harvesting machinery.
Military Components - The military products group includes wheels, rims, tires and components for government use
on trucks, tanks and personnel carriers.
Consumer Products - The consumer products group includes wheels, tires and brake assemblies for ATV's, boat and
utility trailers, golf cars, lawn and garden tractors and specialty automotive wheels.
Additional detail for each of the above groups is available via Titan's Internet site. (9/98 - Internet)
PRODUCT FEATURES:
QUALITY:
Titan's primary markets include agriculture, consumer, earthmoving/construction, and military applications. Titan
supplies OEMs in the construction, earthmoving and mining industries, including manufacturers like Caterpillar,
Komatsu, Champion, and Grove. (9/98 - Internet)
PRICING:
No pricing information available in Pricing & Market Research's CIS or CPR systems. (9/98)
MARKETING:
Titan's Trade Show Schedule is on their Internet site. (9/98)

PRODUCT SUPPORT:
WARRANTY:
GENERAL:
Work forces are unionized. (9/98)

----
Major competitors in the wheel markets include GKN Wheels, Ltd. and Topy Industry, Ltd. Major competitors in
the tire market are Goodyear Tire & Rubber Co. and Bridgestone-Firestone. (12/31/97 - 10K Report)
Business strategy is to increase its penetration of the after-market for tires and wheels, expand its presence in
European and other global markets, focus on additional strategic acquisitions, continue to improve its operating
efficiencies and continue its empasis on new product development. (12/31/97 - 10K Report)
----
Titan competes primarily on the basis of price, quality, customer service, design capacity, delivery time and the
added value of a wheel and tire assembly. (12/31/97 - 10K Report)
FUTURE OUTLOOK:
LAST D&B: None
DUNS:
SIC/DESCRIPTIONS:
LAST PROFILE REVIEW/UPDATE: October 15, 1999
S. COHN & SON INC.
September 14, 1998
31JP
INTERNET: http://www.contractorshotline.com/directories/parts_a-c.html#Caterpillar
The above link may no longer be active.

Engine Hydraulics
Get General Usage
LOCATIONS:
Headquarters - Indianapolis, IN
1402 N. Capitol Ave.
Owns 100,000 sq. ft. in four story brick building in good condition, semi-industrial section on well traveled street.
Branches - Washington, IN, Highway 50E

- Union, MO (St. Louis area), 1225 Old Smelter Rd.
- Monroe, OH (Cincinnati area), 230 Senate Drive (9/98 - D&B)
EMPLOYMENT:
1985 = 14 (1/85 - D&B)

1986 = 27 (18 in Indianapolis, IN) (9/86 - D&B)
Aug 1994 = 37 (18 in Indianapolis, IN) (3/95 - D&B)
Jun 1995 = 37 (23 in Indianapolis, IN) (3/96 - D&B)
Sep 1996 = 55 (29 in Indianapolis, IN) (2/97 - D&B)
Nov 1997 = 60 (29 in Indianapolis, IN) (9/98 - D&B)
SALES:
Fiscal year ends December 31

----
Sales Net Profit Worth
===== ========== =====
1994 $14,554,996 300,043 1,023,368 (2/97 - D&B)
1995 18,559,676 155,391 920,599 (2/97 - D&B)
2
1997 18,600,000 NA 1,161,120 (9/98 - D&B)

(Projected 11/7/97)
----
HISTORY:
1918 - Business started by the late Sam Cohn.

1964 - Control succeeded by Alan L. Cohn.
1981 - Started S. Cohn of Ohio Inc.
1983 - Started S. Cohn of Texas Inc., Houston, TX
1987 - December 16, Corporate name changed from S. Cohn & Son Auto Co. Inc.to S. Cohn & Son Inc. (8/92 -
Lexis Report)
1987 - Opened their fourth branch location, S. Cohn & Son of Illinois, Inc., 66 W. Lake St., Northlake, IL
(Chicago area)
1987 - Opened Faribault, MN (Minneapolis area) branch. This branch also closed, but date is unknown.
1988 - Opened their seventh store, S. Cohn & Son of Tennessee, Inc., 1715 Cherokee Blvd., Memphis, TN
(2/5/88 - Machinery Trader Central Magazine) This branch closed in 1990.
1989 - S. Cohn & Son of Illinois Inc. moved from Northlake, IL (Chicago area) to 742 Factory Rd., Addison, IL
(Chicago area), for more space. It is believed this branch is closed, but date is unknown.
1990 - 4th qtr., closed their S. Cohn of Tennessee Inc. branch due to heavy aftermarket competition from
Heavyquip, Deltaquip, Industrial Tractor Parts and Barton Equipment (Deere dealer). (8/92 - K. Wohlford,
NACD, PSSR)
1991 - Dropped Berco line of undercarriage in favor of Italtractor (2/91 Matt Diorreo, Patten Tractor)
1995 - Jan. 1, S. Cohn of Ohio Inc., Fairfield, OH, merged with S. Cohn & Sons Inc., Indianapolis, IN. (2/97 -
D&B)
Believe this operation moved to Monroe, OH. (2/97 - RBRodgers, P&MR)
PRODUCTS:
Wholesales and retails heavy duty parts for general construction and mining equipment. (9/98 - D&B)
----
Wholesales heavy duty parts for trucks (50%) and construction equipment (50%). Has 150 accounts. (7/92 - D&B)
----
As of 9/11/98, via Competitive Parts Reports (CTR) for the latest eight quarters, the following brands were reported:
- Italtractor - Chicago Rawhide

- Berco (3rd qtr. 97) - Apex (U/C)
- Bucyrus Blades - Hensley Industries
- Esco Corporation - NTN Bower Corp.
- Industrial Parts Corp. (IPD)
----
According to an S. Cohn promotional piece, received 3/95 (no effective date, but believed to be relatively current) the
following brands/products are offered:
- ITM (Italtractor)Undercarriage - OTC Tools

(Still know to feature ITM, 10/97)
- GH Hensley Tooth Points - Sweepster Brooms
3
- H&L Tooth Points - Racor Products (Parker Hannifin)

- Bucyrus Blades - Allied Grouser Steel
- Pyramid Crane Parts - Wise Seat Cushions
- Clevite Engine Parts - Ecco Back Up Alarms
- Federal Mogul Bearings - Huber Reversible Fans
- Bulldog Hydraulics - Burch Heat Enclosures
- Rex-Union Chain - Trencher Parts
- Werk-Brau Buckets - Pintle Hooks
- Hendrix & Page Dragline Parts - Load Binders
- Tiger Brand Wire Rope - Machine Paint
- Peabody Barnes Pumps - Safety Equipment
The following types of parts are offered:
- Undercarriage Parts - Torque Converter Parts

- Track Hardware Parts - Blade & Bucket Attachments
- Final Drive Parts - Hydraulic Parts
- Engine Parts - Roller Frame Parts
- Transmission Parts - Seal Groups
- Steering Parts - Miscellaneous Parts
The following Used/Rebuilt Component parts are offered through their Indianapolis, IN location:
- Engines - Scraper Hitches

- Transmissions - Radiators
- Torque Converters - Undercarriage Parts
- Cylinder Heads & Blocks - Oil Coolers
- Final Drives - Rims
- Planetaries - Equalizer Bars
- Crankshafts & Camshafts - Hydraulic Pumps
- Blades & Buckets - Hydraulic Cylinders
- Cabs - Roller Frames
The following equipment is offered through their Washington, IN location:
Used:
- Crawler Tractors - Scrapers

- Crawler Loaders - Graders
- Rubber Tire Loaders - Winches
- Rubber Tire Backhoes - Trailers
- Crawler Backhoes - Miscellaneous Equipment
New:
- Haybuster
4
- Industrial Tub Grinder

- Bale Buster
- Rock-Eze
- Ground Hog
This same brochure claims complete shop service and complete welding service. (S. Cohn & Son Brochure Received
3/95)
----
According to Construction Equipment Magazine's 1992 Buyers Guide, S. Cohn offered the following brands not
mentioned in their 3/95 brochure:
- Corona Clipper & Forge Co. GET

- Earnest Machine Products Co. Hardware
- Link Belt Bearing A.F. Bearing
- Miba Fritec GmbH Eng. Bearings +/or Friction Discs
- Phillips Gasket Inc. (Fel-Pro Group) Sealing
- S.K. Wellman Corp. Friction Products
- Palm Industries
- Rexnord Corp.
- Rubbermaid Specialty Products
- U.S. Tsubaki, Inc.
Other brands S. Cohn & Son has been known to carry, not listed previously in this section:
- Baldwin Filters (1st Qtr. 1996, CPR)

- Braden and Tulsa winches (1984)
- Dynacore (4th Qtr. 1994, CPR)
- General Electric (2nd Qtr. 1996, CPR)
- Intertractor (2nd Qtr. 1995, CPR)
- National Oil Seals (2/88)
- PACAL - edges (2/89)
- Preco (2nd Qtr. 1996, CPR)
- Regal (1st Qtr. 1996, CPR)*
- SIRT (1st Qtr. 1996, CPR)
- Valk - edges (2/89)
- Wrenco (2nd Qtr. 1995, CPR)
----
TREK Files Complaint Against S. Cohn 10/92 - Trek (Letts Industries) filed a complaint with Italtractor (ITM)
against another direct importer, S. Cohn & Son for selling at cost or below cost. Italtractor responded by allowing
Trek to become the only direct importer of Italtractor undercarriage components in the Midwest. S. Cohn
reportedly said that if they couldn't buy direct, Italtractor would have to buy back their inventory. In an effort to
minimize this, Italtractor has allowed other dealers to buy S. Cohn's inventory. It is unclear what S. Cohn's plans
are regarding their undercarriage business, but if they continue to sell Italtractor, they would apparently have to
source from Trek. (10/92 Don Everingham, Michigan Tractor)
----
Contrary to the 2/91 information supplied by Patten Tractor (below), we received another field report indicating
Berco dropped S. Cohn over a dispute concerning payments. (7/92 - Don Everingham, Michigan Tractor)
----
S. Cohn & Son has reportedly dropped the Berco line of U/C and switched to Italtractor (ITM). Our understanding
is that Berco is focusing on their OEM business and was unable to completely fill a recent S. Cohn order. S. Cohn
& Son claims to have been the second largest direct importer of Berco U/C in North America. (2/91 - Matt Diorreo,
5
Patten Tractor & Equipment Co.)

----
PIERS, a data base recently made available to Caterpillar's Business Resource Center, allows the tracking of
imports into the U.S. This system provides total cargo weight and a very generic product description. The exporter
is often the actual manufacturer, but sometimes the name of the transportation company is listed instead, making the
analysis more difficult. According to a PIERS contact, when the transporter is listed as the exporter, they may be
acting as a broker or they could be handling consolidated shipments.
(This report, run 2/19/92, looks at approximately a 15 to 18 month period.)
Listed below is a summary of imports by exporter name. All observations were from June 5, 1991 through
September 25, 1992:
- V. AR. VIT SpA, markets Vescovini hardware - one shipment totaling 41,535 lbs. total cargo weight
received on August 8, 1991. Port of origin was Milan, Italy and port of discharge was Norfolk, VA.
- Saima (believed to be freight transportation company Saima SpA Innocente Mangili) - five shipments of
"tracks for tractors" totaling 236,755 lbs. total cargo weight. Port of origin was Genoa, Italy and port of
discharge was New Orleans, LA.
QUALITY:
Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) are available on brands offered by S.
Cohn. (9/98)
MARKETING:
Known forms of advertising:
- Direct mail
- Fliers
- Trade Magazines (3/96)
PRODUCT SUPPORT:
WARRANTY:
PRICING:
The following information came from an S. Cohn & Son "Ground Engaging Guide" received 3/95:
- Minimum order of $50.00. Minimum order applies to Ground Engaging items only.
- Prices: Dealer cost is per the attached price list. Published and quoted prices are subject to change without
notice.
- Deliver: All goods are F.O.B. Indianapolis, unless it is specified to the customer that the parts will ship from
another S. Cohn & Son location.
- Service Charge: A service charge of $25.00 will be applied to the purchase to cover any special handling of air
freight shipments or any other special shipping requests.
- Payment terms: 2% 10. Net 30, with approved credit.
Discount Structure:
Total $ Amount of Sale Discount Freight
$0 to $499.00 -- F.O.B.
6
$500.00 to $2499.00 5% F.O.B.

$2500.00 and Up 5% Pre-paid
(S. Cohn Brochure Received 3/95)
Sells to construction and mining industry, territory is Midwest, reportedly has 1,500 accounts. (9/98 - D&B)
----
The following NACD Caterpillar dealers have submitted Competitive Parts Reports (CPR) during the latest eight
quarters. (9/98)
- Whayne Supply - Fabick Tractor

- Ohio Machinery - Macallister
- Holt Co. of Ohio - Carlton
- Loiisiana Machinery
----
After closing their Memphis, TN branch (4th qtr. 90), S. Cohn continued to have a rep who operated out of his
home, covering West Tennessee and Northern Mississippi, until approx. 1st qtr. 92. Parts were brought in as
needed. Now it appears Cohn has set up Deere dealer Barton Equipment as a stocking distributor, apparently for
undercarriage parts only. (8/92 - KKWohlford, NACD, PSSR).
GENERAL:
100% of capital stock is owned by the officers, Alan L. Cohn - Pres., CEO, Douglas Cohn - V. Pres., Stewart Cohn
- V. Pres. (9/98 - D&B)
----
Each S. Cohn location (3) is a member of the Independent Distributors Association (IDA). (1995 Membership
Roster)
----
Not on Cat Export Services (CES) Reseller Listing. (9/14/98)
----
S. Cohn & Son is ranked as a 'D' competitor (major distributor) for drive train gears and undercarriage. (9/98)
----
S. Cohn is not a member of the following national locating and selling networks: Telequip (10/90 - Member List)
and Peed Parts & Machinery Network (2/97 - Peed, Internet).
To offer a complete line of aftermarket parts (primarily for Cat machines) at transaction prices 20% to 50% below
Cat list prices. (2/89 - Thompson Machinery of W. TN)
Does not have own service shop. Believed to sub-contract service work. (7/92)
----
Based on PIERS information (see Products section). Cohn is not a direct importer of most of its brands offered.
(8/92 - P&SM, Mkt. Res.)
FUTURE OUTLOOK: Financial condition good. (9/98 - D&B)

7

DUNS (D&B NUMBER): 01-639-8075 S. Cohn & Son Inc.
SIC CODES/DESCRIPTIONS:
50 13 Wholesale Trade, Automotive Parts and Supplies
50 82 Wholesale Trade, Construction and Mining Machinery & Equipment
SPRINGFIELD REMANUFACTURING CORP. (SRC) - NEWS
December 31, 1999
41CXNEWS
http://www.srcreman.com
COMPLETES NEW 66,000 SQ. FT. BUILDING ADDITION 12/31/99
SRC just recently completed their new building addition that is about 66,000 square feet. This new area will
house the receiving department with 3 dock doors and most of the floor space for warehouse use. Offices were
also put in for the Product Engineering department along with room for an R&D area. SRC also now has a new
cafeteria, exercise area, showers, and a conference room big enough to seat all SRC employees if needed.
(12/25/99 - http://www.srcreman.com/pages/srcnews.htm)
AGREES TO CHANGE WORDING IN BROCHURE 6/98
At the request of Caterpillar, Springfield Remanufacturing Corp. recently agreed to remove the phrase "New
Claws for an Old Cat" from their advertising and to change the wording of "SRC Caterpillar Engines--Assured
Quality" which could give customers the incorrect impression that their product has the approval or sponsorship
of Caterpillar. (6/98 - R B Rodgers, P&MR)
DEERE AND SPRINGFIELD REMANUFACTURING FORM JOINT VENTURE 1/98
On January 15, 1998, Deere & Company and Springfield Remanufacturing Corporation (SRC) of Springfield,
Missouri announced a joint venture agreement, under which a new organization will remanufacture diesel
engines for the John Deere Agricultural Equipment and Construction Equipment divisions. In addition to
engines, the new joint venture will also remanufacture engine-related components. The limited-liability joint
venture will be named ReGen Technologies, LLC.
ReGen Technologies expects to begin operations before the end of 1998 at a newly constructed plant in
Springfield, Missouri, where SRC currently has extensive remanufacturing operations.
According to Deere, SRC was selected because of their commitment to product quality and their experience
with remanufacturing diesel engines, including Deere. Deere believes this joint venture is the perfect solution
to an unmet need their dealers and customers have in the marketplace. SRC which specializes in engine
remanufacturing, provides products and services to the automotive, trucking, agricultural, and construction
equipment manufacturing industries. (1/15/98 - PRNewswire)
TOUR COMMENTS 4/95
Two Caterpillar dealer employees recently toured SRC. The following is a recap of their comments.
SRC claims to rebuild "better" than Cat since they only use Std/.010 cranks, resleeve 100% of std., and use only
3-ring pistons. Several IPD boxes were seen during the tour, but it is not known if they are the only supplier.
Reportedly the facilities were very impressive/clean. Reported to be one of the top 100 companies to work for,
source unknown. SRC claims they are shipping 50+ 3208's per month and their growth strategy will focus on
expanding to other Cat engine families. When asked their source of cores, SRC responded "from dealers".
NACD believes this is not necessarily Cat dealers, but assumed to be agricultural, marine, TEPS, etc., and
possibly core brokers also. (4/10/95 - M.D. Wesner, NACD)
EXPANDS AVAILABILITY OF REMANUFACTURED ENGINES 2/95

- 2 -
Ninety percent of SRC's business is sold through OEM companies. But in the next five years, they want to
make independent sales 50% of their business. SRC's first move toward the goal is offering remanufactured
Deere engines through a dozen warehouse distributors with 25 outlets. Deere dealers can also retail the
remanufactured engines. The next move will be to add Caterpillar and Cummins engines to the product mix
going through independent suppliers. SRC continues to supply Case IH, AGCO and Komatsu-Dresser engines
on a strictly OEM basis. A remanufactured engine carries the same warranty as a new engine. (Mid-Feb. '95 -
Farm Journal)
SPRINGFIELD REMANUFACTURING CORP. (SRC)
March 11, 1996
41CX
INTERNET: http://www.srcreman.com
COMPETITIVE TYPE: Remanufacturer

MAJOR PRODUCT CLASSES: Engine Drive Train
LOCATIONS:
Headquarters - Springfield, MO
3055 E. Division St.
Facilities - Owns 140,000 sq. ft. in 1 1/2 story steel building in good condition. This consists of two
buildings, industrial section on side street. (2/96 - D&B) (80,000 sq. ft., 1 building, 1/93)
Branches/Divisions -
- 4860 W. Maple Street, Springfield, MO, remanufactures diesel engine and related component parts.
- 300 Industrial Park, Willow Springs, MO, remanufactures automotive gasoline and diesel engines and related
component parts.
- The following location was reportedly in use 1/93 but not on 3/94. 1801 W. Norton Road, Suite 200, Springfield,
MO, data processing and finance group office.
Subsidiaries -
- SPRC of Canada Inc., Missisauga, Ontario (100%) chartered 1988. Operates as a distribution facility for the
parent.
- Avatar Components Corp., Marshfield, MO (80%) chartered 1991. Operates as a remanufacturer of diesel drive
trains.
- Great Game of Business Inc., Springfield, MO (100%) chartered 1991. Operates as business training and
publishing firm.
o Bizlit Inc., Springfield, MO, (85% owned by Great Game), formed in 1993 to develop and sell training
literature.
o The Coaching Division Inc. (51% owned by Great Game) does training and consulting work of
management programs.
- Engines Plus Inc., Springfield, MO (72%). Operates as manufacture and distributes engine parts. Purchased
interest in 1990.
- Newstream Enterprises, L P, Springfield, MO. (51%) chartered 1990. Operates as packaging and kitting of motor
parts.
- Megavolt, L P, Marshfield, MO (51%) chartered 1992. Operates as manufacturer of electrical components.
- Encore Inc., Springfield, MO (100%) chartered 1994. Core management and storage firm of automotive engines.
- Loadmaster Corporation, Springfield, MO (100%) chartered 1994. Alternative fuels marketer.
Intercompany relations for all subsidiaries consist of sharing some officers and normal intercompany relations.
There are no formal guarantees or endorsements reported. (2/96 - D&B)
EMPLOYMENT:
1979 = 170 (12/93-Wall Street Journal)

1987 = 375 (8/9/87 - St. Louis Post-Dispatch)
Feb 1988 = 450 (350 at headquarters) (7/88 - D&B)
Mar 1994 = 720 (550 at headquarters) (2/95 - D&B)
May 1995 = 750 (550 at headquarters) (2/96 - D&B)
SALES:
Year Sales Net Profit
1983 $18,000,000 (12/20/93-Wall Street Journal)

01/25/86 - 01/25/87 37,937,498 $1,612,501 (7/88 - D&B)
01/89 - 01/28/90 48,795,034 1,130,964 (9/93 - D&B)
01/90 - 01/27/91 66,358,189 2,000,475 (9/93 - D&B)
01/28/91 - 01/26/92 65,195,424 1,347,020 (9/93 - D&B)
02/01/92 - 01/31/93 73,327,051 1,535,864 (2/96 - D&B)
02/01/93 - 01/30/94 83,191,231 1,780,573 (2/95 - D&B)
01/31/94 - 01/29/95 92,316,973 2,417,895 (2/96 - D&B)
HISTORY:
1974 - Business started as International Harvester ReNew Center.

1983 - February, IH sold the facility to its employees through 13 principal investors for $9 Million. The
company was renamed Springfield ReManufacturing Corp. (SRC). (12/83 - Diesel Progress North Am.
and 12/93 - Wall Street Journal)
1985 - Landed contract to rebuild automobile engines for General Motors.
SRC bought another plant in Willow Springs, MO to handle the work. (8/9/87 - St. Louis Post-Dispatch)
1986 - October, corporate name changed from Springfield Remanufacturing Center Corp. to Springfield
Remanufacturing Corp.
PRODUCTS:
Remanufactures diesel and gasoline drive trains (engines) (70%), related drive train components (20%) and parts
packaging (10%). (9/93, 2/95 & 2/96 - D&Bs) The other operations of some of the subsidiaries are presently minor
in relation to the total volume. (2/96 - D&B)
----
Inventory Values:
01/25/87 $ 9,230,828 (7/88 - D&B)

01/26/92 13,587,768 (9/93 - D&B)
01/31/93 13,167,023 (2/95 - D&B)
01/29/95 16,413,141 (2/96 - D&B)
----
Tradename for reman product is ReNEW or ReNEWed
----
As of 12/83 - Essentially what SRC is offering is a "private label" engine, drive train and brake system
remanufacturing operation. SRC is operating remanufacturing programs for four separate manufacturers:
One contract calls for SRC to remanufacture engines and engine components for International Harvester's 400 Series
diesels.
A second contract has SRC remanufacturing fuel injection pumps, nozzles, water pumps, brake shoes, connecting
rods and crankshafts for IH's former construction equipment group, now owned by Dresser Industries.
SRC is also rebuilding the transmissions for P&H's Omega mobile cranes, along with brake shoes.
The fourth contract has SRC rebuilding the transmissions, engines, brake shoes, individual engine components and
torque converters for the PayHauler line of 50 ton trucks. (12/83 - Diesel Progress North Am.)
PRODUCT FEATURES:
QUALITY:
Tour Comments 4/95 - Two Caterpillar dealer employees recently toured SRC. The following is a recap of their
comments.
SRC claims to rebuild "better" than Cat since they only use Std/.010 cranks, resleeve 100% of std., and use only 3-
ring pistons. Several IPD boxes were seen during the tour, but it is not known if they are the only supplier.
Reportedly the facilities were very impressive/clean. Reported to be one of the top 100 companies to work for,
source unknown. SRC claims they are shipping 50+ 3208's per month and their growth strategy will focus on
expanding to other Cat engine families. When asked their source of cores, SRC responded "from dealers". NACD
believes this is not necessarily Cat dealers, but assumed to be agricultural, marine, TEPS, etc., and possibly core
brokers also. (4/10/95 - M.D. Wesner, NACD)
----
No ReNEW product has been tested as part of Caterpillar's Competitive Parts Test Program. (3/96)
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
Although the following pertains to a Deere engine, it is the only relatively current warranty statement we have.
"When your engine gives out, give us a call and we'll install the SRC AgriMax engine. The AgriMax is
remanufactured specifically for John Deere applications. The engine carries a one-year factory warranty--all parts are
100% American made, the price is competitive with major overhauls when machining is required, plus you can be
back in the field in half the time.
This 400 series Premium Basic engine is remanufactured to exceed factory specifications, and comes assembled with
a long block plus oil pump, oil cooler, water pump, front cover, oil pan, and much more." (9/94 - SRC
Advertisement)
PRICING:
Terms vary from net 30-45 days. (2/96 - D&B)

----
No list price information in P&MR's CIS System. (2/96)
----
No information in P&MR's Competitive Parts Report (CPR) System. (3/96)
Territory is United States, Canada, and Mexico (2/95 D&B did not mention Mexico). Has 225 accounts (100 on 2/95
D&B, 50 on 9/93 D&B). Sells to OEM accounts; dealers and distributors for agricultural, construction, and industrial
trucks; and the automotive industry. Season peaks in spring and summer; fall is slow. (2/96 - D&B)
----
Expands Availability of Remanufactured Engines 2/95 - Ninety percent of SRC's business is sold through OEM
companies. But in the next five years, they want to make independent sales 50% of their business. SRC's first move
toward the goal is offering remanufactured Deere engines through a dozen warehouse distributors with 25 outlets.
Deere dealers can also retail the remanufactured engines. The next move will be to add Caterpillar and Cummins
engines to the product mix going through independent suppliers. SRC continues to supply Case IH, AGCO and
Komatsu-Dresser engines on a strictly OEM basis. A remanufactured engine carries the same warranty as a new
engine. (Mid-Feb. '95 - Farm Journal)
----
SRC supplies Case IH engines strictly on an OEM basis. (Mid-Feb. '95 - Farm Journal)
----
Inventory accuracy, a measure of in-house availability of replacement parts, leapt to 99% from 48% between 1979
and 1980 - and has remained at that level ever since. (12/93-Wall Street Journal)
GENERAL:
Ranked as an 'AR' Engine (engines, transmissions, coolers) competitor. (4/00)

----
Ownership - 68% of capital stock is owned by officers, directors, employees. 32% of capital stock is owned by
ESOP plan. There are approximately 300 individuals in the ESOP plan, with no one owning 10% or more of stock
individually. SRC CEO is John P. Stack, president. (2/96 - D&B)
"Open Book Management", since approximately 1983, employees have gotten weekly peeks at everything from
revenue and purchasing costs to management and labor expenses. SRC feels the more employees learn, the more
they can do. SRC employees have reportedly responded positively to this strategy. Many say they feel extremely
loyal to the business, have a heightened sense of community and will do whatever it takes to maintain
competitiveness. (12/20/93-Wall Street Journal)
Employee involvement/commitment.
FUTURE OUTLOOK:
Financial condition good. (2/96 - D&B)

----
Now, SRC is looking to grow further by soliciting new-product ideas from employees. SRC says it encourages staff
members to develop business plans and invests in the best ones.
For example, a business plan devised by Ms. Bredfeldt led SRC to create a subsidiary called BizLit Corp. The
company, started in August, 1993, publishes a workbook on how to train employees to read financial statements. So
far, it has sold 1,000 copies at $40 each. (12/20/93-Wall Street Journal
LAST PROFILE REVIEW/UPDATE: March 11, 1996
SIC (CODES): 3519, 3714
TRACTOAMERICA - NEWS
September 15, 1999
57PFNEWS
http://www.tractoamerica.com/
OFFERING UP TO 5% REBATE FOR 7/16 - 8/31 PURCHASES, TO BE CREDITED TO SEPT. AND OCT.
PURCHASES 9/15/99
From July 16, 1999 to August 31, 1999, TractoAmerica will give up to a 5% rebate on purchases. This rebate can be used
against orders for September and October 1999.
- On the first US$ 25,000 purchased, customer will earn 2%.

- From US$ 25,001 up to US$ 50,000, earn 3%.
- From US$ 50,001 up to US$ 100,000, earn 4%.
- Purchase more than US$ 100,001, earn 5%
Rebates can be used during the months of September and October 1999 to buy Original Replacement Parts for Caterpillar in
TractoAmericas warehouse with the exception of Berco undercarriage.
Restrictions:
- Prizes are non-transferable.

- Prizes can only be utilized during September and October 1999.
- The prize can be used to pay up to 50% of purchases (except for Berco Undercarriage).
- In order to take advantage of this promotion, account should be completely up to date with no overdue balances.
(TractoAmerica, Web Site)

TRACTOAMERICA INC.
May 6, 1998
57PF
INTERNET: http://www.tractoamerica.com

Drive Train
LOCATIONS:
Headquarters -
Miami, Florida USA
Rents 20,500 sq. ft. in 1-story concrete block building in good condition. Premises neat. Industrial section on main
street.
Branch -
The company owns an 8,000 sq. ft. facility on a two-acre track, at 8130 NW 58 Street, Miami, FL. Utilized for
storage and maintenance.
Affiliates -
- Tractopartes SA. Ciudad Guatemala, Guatemala. Started 1988. Distributor of industrial equipment.
- Tractosal, SA. San Salvador, El Salvador. Started 1989. Distributor of industrial equipment.
- Tractonica SA. Managua, Nicaragua. Started 1989. Distributor of industrial equipment.
- Tractoamerica de Panama, S.A., Panama City, Panama. Started 1993. Distributor of industrial equipment.
(Formerly named Partrac, S.A.)
Intercompany relations consist of sales on regular terms. (2/98 - D&B)

----
Listed on 4/97 D&B, but not on 2/98 report:
- Tractoamerica of Costa Rica, SA. San Jose, Costa Rica. Started 1983. Distributor of industrial equipment.
EMPLOYMENT:
Oct 1986 - 15 (9/87 - D&B)

Apr 1993 - 28 (25 at headquarters) (8/93 - D&B)
Oct 1993 - 28 (25 at headquarters) (3/94 - D&B)
Dec 1994 - 36 (32 at headquarters) (12/95 - D&B)
Nov 1996 - 36 (32 at headquarters) (4/97 - D&B)
Feb 1998 - 30 (29 at headquarters) (2/98 - D&B)
SALES:
Fiscal year ends August 31.

----
Year Sales Net Profit Worth

==== ==== ======= =====
1982 = $2,171,284 -- -- (9/87 - D&B)
1984 = $1,170,514 -- -- (9/87 - D&B)
1985 = $1,885,450 -- -- (9/87 - D&B)
1986 = $2,622,142 -- -- (9/87 - D&B)
1990 = $4,361,867 $ 77,166 $ 984,920 (8/93 - D&B)
1991 = $6,527,754 $ 62,370 $1,047,288 (3/94 - D&B)
1992 = $8,349,194 $ 74,616 $1,121,904 (3/94 - D&B)
1993 = $7,576,843 $313,284 $1,435,188 (3/94 - D&B)
1994 = $9,118,256 $406,025 $1,643,097 (4/95 - D&B)
1995 = $6,904,878 $ 11,780 $1,329,517 (12/95 - D&B)
1996 = $6,806,989 $ 59,129 $1,388,646 (4/97 - D&B)
1997 = $9,050,342 $137,679 $1,526,325 (2/98 - D&B)
----
1997 - CACo's Parts & Service Business Departments analysis of financial data is available in Pricing & Market
Research's Competitive Information Library, AH9510.
1993 - Lower sales attributed to a volume reduction in low profit margin items such as generator sets and used
equipment. A net sales increase in parts sales which is the core of the business and most profitable
segment resulted in increased profits. Management expects this trend to continue. (3/94 - D&B)
1992 - Increased sales in 1992 are due to growth and expansion, particularly in the international markets. (8/93 -
D&B)
HISTORY:
From 1958-1980 Roger Teran Sr. was president of Cateran Ltd., Managua, Nicaragua
1979 - Business started by Roger Teran Sr.

1987 - December, changed name from TransAmerican Tractor Parts Inc. to Tractoamerica Inc. (8/93 - D&B)
1992 - Became Berco dealer for the Central American countries, with 16 distributors in Dominican Republic,
Guatemala, El Salvador, Panama, Honduras, and Nicaragua. (4/97 - Berco News)
PRODUCTS:
Specializes in wholesale and distribution of replacement parts for Caterpillar, Komatsu, and John Deere. (4/98 -
Internet)
----
Based on information on the Internet, 6/5/97 (http://miamigate.com), Tractoamerica offers the following brands and
claims over 12,000 items in stock for immediate delivery:
Brand Product
===== =======
- Berco Undercarriage
- "Bulldog" Gasket Kits & Seals
(Tradename for Heavy Equipment Parts Co.)
- AE Clevite Engine Parts
- Bucyrus Blades Cutting Edges
- Federal Mogul (Bower) Tapered & Roller Bearings
- Delco Remy Electrical Components
- Dayco V-Belts
----
Wholesale distributor of industrial supplies, specializing in construction, mining, and agricultural supplies (70%); also
wholesales construction equipment (30%). (2/98 - D&B)
----
Engine Cylinder Repair Kits - Tractoamerica and its dealers are promoting engine cylinder repair kits for Caterpillar
engines at significant discounts:
3200 Series 44% off

3300 Series 24-45% off
3400 Series 23-45% off
It appears that the parts are "will fits" supplied from either Clevite or IPD. While Tractoamerica quotes Clevite as
being a supplier to Caterpillar and the other engine OEMs, Clevite has been dropped by Caterpillar some time ago and
only supplies a very few part numbers to Corinth for rebuilding noncurrent 3208s.
Tracto System - Tractoamerica continues to promote its "Tracto System," which they describe as "El mejor sistema
para comprar repuestos con eficiencia y a mejores precios." A recent article in C y C talks about the system being
used by La Romana and the Mexican contractor ICA, both working in the Dominican Republic.
Hydraulics merchandising - a recent message states that one of Tractoamerica's and their dealers' priorities are the
maintenance of Caterpillar equipment working at the lowest cost possible by offering hydraulic system maintenance.
Their prices are 20-30% below the original product price without sacrificing quality. (12/95 - BMThomas, CACo.)
----
Competitive Parts Reports (CPRs), submitted by Cat dealers state Tractoamerica offers the following brands:
- Berco, U/C -
IPD
- Intertractor, U/C -
Genuine Caterpillar
- Ghinassi -
FP Phillips Gasket
- NTN-Bower Corp. -
National (1/96)
----
A Tractoamerica brochure received November 12, 1992 indicates they offer the following brands for Caterpillar,
Cummins, Detroit Diesel, John Deere, Komatsu (and others) applications:
- AE Clevite - Federal Mogul

- Miba - AC-Delco
- Fel-Pro - Intertractor
----
Based on a picture in one of their brochures, some parts are packaged in Tractoamerica boxes. (8/93)
----
Tractoamerica reportedly purchases new Deere engines and gen sets directly from Deere's Engine Division, Moline,
IL. Also, obtain new engines from Isuzo, Perkins, and Komatsu. (10/91 - MWVasquez)
----
PRODUCT FEATURES:
QUALITY:
Refer to Competitive Test Reports (CTRs) and Parts Competitive Bulletins (PCBs) on the brands carried by
Tractoamerica.
MARKETING:
Campo y Construccion - Tractoamerica's dealer/customer magazine, Campo y Construccion, while nicely done, has
gone from being distributed every two months in early 1994 to every four months in late 1994 and 1995. Probably
due to pressures from Caterpillar through the Patent Department, negative references to Caterpillar no longer appear.
(12/95 - BMThomas, CACo.)
----
Produces brochures in English and Spanish languages. (8/93)
PRODUCT SUPPORT:
Tractoamerica has one track press in each of the following countries.
- Guatemala - Nicaragua
- Honduras - Costa Rica (4/97 - Berco News)
WARRANTY:
Warranty - "Tractoamerica warrants the spare parts it distributes to be free from defect in material and workmanship
under normal use and service for 180 days or 1,800 hours or 50,000 miles of operation, whichever shall occur first.
Except for all undercarriage components manufactured by Intertractor and distributed by Tractoamerica in which case
are warranted to be free from defect in material and workmanship for a period of one year or 1,500 hours whichever
occurs first, from the date of installation.
The responsibility of Tractoamerica is limited to repairing, or at its option replacing said part that upon examination is
determined by Tractoamerica to have been defective. Failures other than those resulting from defects in material or
workmanship, which are solely a consequence of owner abuse and/or inadequate maintenance are not covered under
this warranty.
There are no warranties, expressed or implied, including warranties of merchantability or fitness for a particular
purpose by Tractoamerica except the warranty against defect in material and workmanship. This warranty does not
cover any incidental or consequential damages, nor can Tractoamerica be held responsible for downtime expenses,
transportation expenses, or any business costs or losses resulting from a warrantable failure." (10/88 - Parts Catalog)
PRICING:
Some additional information in PRODUCTS section.

----
Terms are net 30-60-90 days, cash, letters of credit and sight drafts. (2/98 - D&B)
----
Parts Pricing (P&MR) Dept. has a price list covering 2,389 part numbers, effective March 1, 1989 in their CIS system.
(2/98)
----
As of 4/98, no transaction level price observations are in the Competitive Parts Report (CPR) portion of PMIS.
----
The following information is from P&SM's Competitive Parts Report (CPR) system as of 8/93. Comparing
competitor transaction price as a percent of Cat dealer transaction price for the latest 8 qtrs. The numbers in
parenthesis are the number of observations.
NACD CACO
U/C Total 88% (5) --

ENG Total 62% (1) 104% (6)
GET Total -- 118% (5)
DT Total -- 113% (1)
HYD Total -- 110% (10)
GEN Total -- 146% (5)
OTH Total -- 90% (1)
Sub. Total 77% (6) 112% (28)
Tot. Dlr. Trn. $10,098 $1,092
Kelly Tractor is the only NACD dealer reporting. Massy, Mayatrac and Venequip are the CACO dealers reporting.
(8/93)
----

Sells to exporters, contractors, developers, farming and mining concerns. Territory is South Florida, Latin America,
Europe, and the Caribbean. (2/98 - D&B)
----
Inventory values as of August 31:
1994 - $1,887,045 (12/95 - D&B)

1995 - $1,658,824 (4/97 - D&B)
1996 - $1,511,269 (4/97 - D&B)
1997 - $2,448,190 (2/98 - D&B)
----
Puerto Rico - Rimco's largest customer, Las Piedras Construction, owns "Piezas Extra" who carries Tractoamerica
product. LPC is also partial owner of the Komatsu dealer in Puerto Rico.
Costa Rica - Matra advises that Tractoamerica has named the Komatsu dealer, Agromec S.P. as their dealer for the
Caterpillar only will fit parts. (4/95 - Breck Thomas, CACo.)
----
They have a strong presence in Colombia, Dominican Republic and are planning to open branch stores in Ecuador.
(8/93 - Dave Allan, CACO)
GENERAL:
Added to Caterpillar Export Services (CES) Reseller List on July 9, 1990. (4/95)
----
As of 1995, Tractoamerica is still a member of the Independent Distributors Association (IDA). (1995 Membership
Roster)
----
Ownership is as follows: (2/98 - D&B)
- 50% Roger Teran Sr. - Chairman of the Board, President

- 11% Roger F. Teran - Was president per 4/95 D&B
- 9% Nelda Teran - Vice President, wife of Roger Teran Sr. (Not active here)
- 6% Carlos Teran - Vice President, Secretary
- 6% Alejandro Teran - Vice President, son of chairman
- 18% Owned by three other Teran children, not active here
----
Some of the information in P&SM's Competitive Information Library (CIL) has not been interpreted, as it is in
Spanish. (8/93)
Tractoamerica's mission is to provide its customers with optimum quality replacement parts, in the shortest period of
time, at the most competitive prices. (4/98 - Internet)
FUTURE OUTLOOK: Financial condition fair. (2/98 - D&B)
SIC (CODES):
50 85 = Wholesale Trade, Industrial Supplies
50 82 = Wholesale Trade, Construction and Mining Machinery and Equipment
UNION SPARES COMPANY S.R.L.
March 26, 1996
62JZ
COMPETITIVE TYPE:
- Manufacturer (Reportedly purchased the assets of two manufacturers during 1994, and is an Associate Member of
IDA, but it is still unclear what, if anything, USC is actually manufacturing.) (1/96)
- Distributor
MAJOR PRODUCT CLASSES: Undercarriage

Engine
GET (No evidence to indicate USC sells GET)
Drive Train
Hydraulics
General Usage
Not Elsewhere Classified
LOCATIONS:
Headquarters -
Address: Via Olanda 96
Town: 41100 Modena (MO)
Country: Italy
Branch -
Stabilimento Via Malta 15, 41100 Modena (MO) Italy
Rents offices, warehouse. (3/96 - D&B)
EMPLOYMENT:
1989 = 4
Sep 1994 = 30 (1/96 - D&B)
1995 = 30 (3/96 - D&B)
SALES:
Fiscal year ends December 31.

----
Approx.
Lira Annual Av. U.S. Dollars
(millions) Conversion (not millions)
1990 - L 6,427 1197.92 $ 5,365,133 (9/94 - D&B)
1991 - L 8,000 1240.00 $ 6,451,613 (1/96 - D&B)
1992 - L14,403 1230.08 $11,708,995 (1/96 - D&B)
1993 - L27,605 1570.80 $17,574,099 (1/96 - D&B)
1994 - L35,982 1611.70 $22,325,516 (3/96 - D&B)
Profit (Loss) Net Worth Inventory

Lira/Dollars Lira/Dollars Lira/Dollars
(millions) (millions) (millions)
1990 - L 31/$.026 L261/$.218 L790/$.659
1991 - L131/$.106 L173/$.140 L1,260/$1.016
1992 - L202/$.164 L285/$.230 L1,209/$.983
1993 - L292/$.186 L479/$.305 L2,166/$1.379
1994 - L2,059/$1.277 L2,418/$1.500 L2,634/$1.344
HISTORY:
1989 - Year started.

1993 - December, relocated from Via XXV Aprile 14/C-D Fraz. Villavara a Bomporto (MO)
1994 - Union Spares Acquires Mecot SpA (formerly Comet-ITR) 10/94 - Field reports from COSA indicate that
Union Spares Company S.r.l. has acquired Mecot S.p.a. (formerly Comet-ITR). Prior to Comet-ITR, the
company was named Italparts. Although we have no written evidence of the USC acquisition, the
following information from D&B reports on USC and Mecot support this assumption: Comet-ITR was
reported to be closing down because of liquidation on November 28, 1993, when it also changed its name
to Mecot SpA. Employment was reported to be zero. The current address and phone number of USC are
exactly the same as Comet-ITR. USC relocated from their former location at Villarva a Bomporto/MO to
Via Olanda 96, Modena (Comet's address) on December 30, 1993. (11/3/94 - VAZanzi, COSA, Pricing)
1994 - Fortress E.S.P. Italiana Purchased by Union Spares 10/94 - Fortress E.S.P. Italiana, which until recently
was a large manufacturer and supplier of earthmoving spare parts has gone out of business. Another Italian
company, Union Spares Company, has purchased the stock, drawings, and technical specifications as well
as the manufacturing facility that once belonged to Fortress E.S.P. Italiana. As a result, many of the parts
Union Spares will supply in the short-term may be marked with the letters ESP. This position will certainly
change as the stock it took over works itself out of Union Spares' system. Apparently the agreement U.S.-
based Regal Corp. made to buy Fortress E.S.P. Italiana (6/93) never materialized. (8/94 - Dozer -- South
African Distributor -- Newsletter and RBRodgers, P&SM)
PRODUCTS:
Based on a 1993 brochure and information in the CPR portion of PMIS, it appears that USC offers product in all
major classes except GET. (1/96)
----
A 1993 general product overview brochure is in P&MR's Competitive Information Library. (1/96)
PRODUCT FEATURES:
QUALITY:
MARKETING:
Union Spares Co. exhibited at the Samoter 93 annual trade show, May 25-30, 1993, held in Verona, Italy. We are
not aware of any other shows at which USC has exhibited. (1/96)
PRODUCT SUPPORT:
WARRANTY:
PRICING:
There are three engine parts (Product Code TAU) transaction level price observations in the Competitive Parts
Report (CPR) portion of PMIS as of 1/24/96.
----
There is no list price information in Pricing's CIS system. (1/96)
Territory is 2% national, 98% export, approx. Sept. 1994. (1/96 - D&B)

----
U.S.A. replacement parts distributor Heavyquip received one shipment from USC (12,090 lbs., tractor track) during
1991. (P.I.E.R.S.)
----
Via the CPR system, Spain Cat dealer FSA reports Repuestos Del Noroes has distributed USC product. (1st Qtr.
1994)
GENERAL:
Union Spares Company SRL is an Associate Member of the Independent Distributors Association (IDA) indicating
they are either a manufacturer or are currently providing products and/or services to Regular Members (Distributors).
(1995 IDA Membership Roster)

FUTURE OUTLOOK: Financial condition is good. (3/96 - D&B)
DUNS: 43-797-9487
SIC/DESCRIPTIONS: 5084 - Industrial Machinery & Equipment Wholesalers
LAST PROFILE REVIEW/UPDATE: March 26, 1996
UNION TRACTOR LTD.
May 6, 1997
32DK

Drive Train
LOCATIONS:
Headquarters: Edmonton, Alberta, Canada

6210 75th Street
5,582 sq. mt., one-story concrete block building, sprinkler-equipped, suburban business section on main street.
Branches:
- Grande Prairie, AB
- Red Deer, AB
- Grimshaw, AB
- Calgary, AB
- Prince George, AB
- Edmonton, AB
(4/97 - D&B)
EMPLOYMENT:
1987 = 300 (1987 - D&B)

1996 = 150-200 (4/97 - D&B)
1997 = 150-200 (125 at headquarters) (4/97 - D&B)
SALES:
Fiscal year ends December 31.

----
Canadian Approx. Conversion
Year Dollars U.S.D. Factor
==== ======== ======= ==========
1993 = C$30,763,000 $23,854,684 (8/95 - D&B) 1.2896
----
No sales information on 4/97 D&B.
HISTORY:
Formerly Caterpillar dealer for northern Alberta, dates unknown.
1927 - Business started.

1989 - Black Cat Blades Division of Union Tractor sold, forming Black Cat Blades Ltd.
PRODUCTS:
Based on Construction Equipment Magazine's 1997 Buyers Guide, dated Nov. 30, 1996, Union Tractor represents the
following companies:
Company Product
======= =======
- Baldwin Filters Filters
- Parker Hannifin Corp., Recor Div. Filters
- Berco Undercarriage
- Intertractor Undercarriage
- H&L Tooth Co. GET
- FAG Bearings Corp. AF Bearings
- NTN Bearing Corp. of America AF Bearings
- Torrington Co., The AF Bearings
- Rexnord Corp.
- Federal-Mogul Corp.
- Robert Bosch
- Stanadyne Automotive Corp. Fuel System
- Chicago Rawhide (formerly CR Services) Seals
- Gates Rubber Co., The
- Heavy Equipment Parts Co. "Bulldog" Seals
- Industrial Parts Depot (IPD)
- Interstate Diesel Service
- Huber Reversible Fan Engine Fans
- Spectra Inc.
- Miba Frictec GmbH Friction Material
- Preco Inc.
- Hyster Co.
----
In addition to the above Buyers Guide information based on Competitive Parts Reports (CPR) input during the latest
eight quarters, the following brands have also been sold by Union Tractor:
Company Product
======= =======
- Caterpillar Inc. ENG, U/C, DT, GEN
- Black Cat Blades (formerly a division GET
of Union Tractor until 1989)
- Hensley GET
- Diamond Weld & Mfg. GET, prod. code SFF
- ROCA GET, prod. code TBT
- Wajax GET, prod. codes TBT, CFR
- Italtractor U/C
- Sorefa U/C
(5/97)
----
The following are or were divisions of Union Tractor Ltd.:
- Delta Warehouses (wholesale division)

- United Diesel Injection
- George E. Failing Supply Co.
(4/97 - D&B)
PRODUCT FEATURES:
QUALITY:
Refer to Parts Competitive Bulletins (PCB) and/or Competitive Test Reports (CTR) on brands offered by Union
Tractor.
MARKETING:
PRODUCT SUPPORT:
Union Tractor is a member of the Peed Parts & Attachments Network. (3/27/96 - Peed Member List)
WARRANTY:
PRICING:
Pricing (P&MR) Dept. has no list price information in their CIS system. (5/97)
Principal territory is reported as international on 4/97 D&B, but 99% of approximately 300 CPRs submitted during the
latest eight quarters were turned in by Finning, Canada. (5/97)
GENERAL:
Reportedly, business peaks in the winter. (4/97 - D&B)

----
Union Tractor Ltd. is a 100% subsidiary of UTL Holdings, Inc., Newark, Delaware, USA. (4/97 - D&B)
----
Each of the Union Tractor locations are members of the Independent Distributors Association (IDA). (1995
Membership Roster)

FUTURE OUTLOOK:
LAST D&B: May 5, 1997
SIC (CODES): 7699 0132 Provides Repair Services
5084 0060 Wholesales Industrial Machinery and Equipment
WILSON-FINLEY COMPANY INC.
September 14, 1998
31AP
INTERNET: Does not have their own Internet site. (9/98)
MAJOR PRODUCT CLASSES: Undercarriage GET

Engine Drive Train
Hydraulics
LOCATIONS:
Headquarters - Raleigh, North Carolina

5901 Chapel Hill Rd.
Rents 8,000 sq. ft. one-story brick building, in good condition, suburban business section on well-traveled street.
Branches:
Raleigh, North Carolina, 5409 Hillsborough St.

Greensboro, North Carolina
Charlotte, North Carolina
Ashland (Richmond), Virginia
Atlanta, Georgia (9/98 - D&B)
----
After completion of the new facility in Atlanta (apparently this is replacing an existing facility), all locations' total
warehouse space will exceed 85,000 sq. ft. and office space to over 25,000 sq. ft. (4/97 - Berco News)
----
Closely related to Wilson Parts & Equipment Company (same officers). It appears this company operates as a repairer
of construction equipment, while Wilson-Finley Co. is the parts wholesaler. (9/98)
EMPLOYMENT:
Aug 1996 = 60 (15 at headquarters) (6/97 - D&B)

Nov 1997 = 60 (15 at headquarters) (9/98 - D&B)
SALES:
1996 = $12 Million projected, 8/96 (6/97 - D&B)

1997 = $12 Million projected, 11/97 (9/98 - D&B)
----
Reportedly, Berco product represents 80% of parts sales. (4/97 - Berco News)
HISTORY:
1955 - Business founded.
1960 - Became first U.S. importer of Berco undercarriage. (4/97 - Berco News)
1968 - Aug. 1, name changed from Wilson Parts & Equipment of Virginia to Wilson-Finley Company. (6/97 -
D&B)
1990 - Reportedly dropped the SIRT line of gears due to quality problems. (9/90 - R.D. Jones, PSSR, Roanoke
Dist., NACD)
PRODUCTS:
Wholesales parts for heavy construction equipment (100%). (9/98 - D&B)

----
Although this company does supply parts for engines, final drives, GET, transmissions and frame parts, Berco
undercarriage is still their main focus. Reportedly, Wilson-Finley imports hundreds of containers of Berco
undercarriage per year. (4/97 - Berco News)
----
As of 1990, Wilson-Finley offered the following brands of product:
Brand Product
===== =======
Berco U/C
Italtractor (ITM) U/C
American Alloy Shovel & Crane U/C
Link-Belt Shovel & Crane U/C
Ghinassi Eng., DT, Pins
SIRT Eng., DT, Pins, Pumps
Miba DT
ETE GET (Tips)
Hensley GET (Tips)
Hi-Pro (Now H&L Tooth) GET (Tips)
Bucyrus Blades GET (Edges)
Bower AF Bearings
Link-Belt AF Bearings, Scraper Parts
Timken AF Bearings
Pevco Elevating Scraper Parts
Moline Elevating Scraper Parts
UST Elevating Scraper Parts
Bulldog (Heavy Equipment Parts Co.) Hydraulic Cylinder Parts
(1990 Brochure)
PRODUCT FEATURES:
QUALITY:
Refer to Competitive Test Reports (CTR) and Parts Competitive Bulletins (PCB) on Berco undercarriage or other
brands offered by Wilson-Finley, in the text retrieval system FIND. (9/98)
MARKETING:
PRODUCT SUPPORT:
WARRANTY:
PRICING:
Most current list price information in Pricing's CIS System is effective April 21, 1986. (9/98)
Sales territory is eastern U.S. (9/98 - D&B)

----
Reportedly imports over 20,000 line items to supply its wholesale and retail customers in about 30 of the 50 American
states. These components are brought into the main facility. From there, they are distributed to either a company
branch or to one of their wholesale dealers.
Wilson-Finley is building a new warehouse, service shop, and office facility in Atlanta, Georgia, to help supply the
growing market there. (4/97 - Berco News)
GENERAL:
Wilson-Finley's headquarters location is a regular member of the Independent Distributors Association (IDA). (1995
IDA Membership Roster)
----
The founder, George W. Wilson, is the chairman of the board and his son G. Doug Wilson is the president. 100% of
capital stock is owned by these two. (9/98 - D&B)

Provides service through related company, Wilson Parts & Equipment Co. (6/97)
FUTURE OUTLOOK:
Financing secured (9/98 - D&B)

----
Reportedly, Wilson-Finley believes Berco undercarriage is still their best opportunity for future growth, and the
outlook for the future is good. (4/97 - Berco News)

DUNS (D&B NUMBER): 04-208-6645 Wilson Finley Co.
00-320-4013 Wilson Parts & Equipment Co.
SIC (CODES): 50 82

American Crane & Tractor Parts Inc.: Internet: Competitive Type

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AMERICAN CRANE & TRACTOR PARTS INC.

October 31, 1999

COMPETITIVE TYPE: Distributor

MAJOR PRODUCT CLASSES: Undercarriage Drive Train

Headquarters - Kansas City, KS

According to http://www.machinerytrader.com/americancrane/index.htm AC&T claims a 70,000 sq. ft. facility with an

- Tri-State Tank Kansas City, KS

Employees vary with workload. (2/98 - D&B)

Fiscal year ends 12/31.

1988 = $<577,493> (8/92 - D&B)

1982 - July, Business started as a used-equipment broker.

Brand Date (Source*) Description

Genuine Caterpillar 1995 (CPRs) DT, HYD

*Source is P&MR's Competitive Information Library unless noted.

Offers Toll Free 800 Number. (1/94-AC&T Video)

DISTRIBUTION & GEOGRAPHIC AREAS SERVED:

"D" Competitor (major distributor) for DT Gears, etc. (4/00)

APPARENT MARKETING STRATEGY:

FUTURE OUTLOOK: Financial condition good. (2/98 - D&B)

COMPETITIVE TYPE: Distributor

MAJOR PRODUCT CLASSES: Engine

1981 - 2,800 (220, headquarters) (7/81 - D&B)

SALES: Fiscal year ends June 30.

1984 $451,955,000 $11,002,000 -- (1993 Annual Report)

1923 - Bearings Inc. founded as Ohio Ball Bearing Co.

- Bearings decreased approx. 11%.

- American Roller Bearing Co. - INA

DISTRIBUTION & GEOGRAPHIC AREAS SERVED:

Below is a breakdown by operating unit and state:

Connecticut Montana Rhode Island

- Dixie Bearings Inc.

Alabama Louisiana Tennessee

- Bruening Bearings Inc.

- King Bearing Inc.

Ranked as a 'D' DT (AF Bearing) Competitor. (4/00)

APPARENT MARKETING STRATEGY:

LAST D&B: March 23, 1993

Four replacement mirror part numbers are offered.

THE 2% DISCOUNT FOR WEB ORDERS IS BACK! 8/31/99

OPENS NEW STORE IN NORTON, VIRGINIA 8/15/99

CONTINUES TO EXTEND 2% INTERNET ORDERING DISCOUNT 11/98

ORDER ON-LINE BEFORE AUGUST 31, 1998 AND SAVE 2% 7/98

INTERNET PARTS ORDERING FEATURES FOR APPROVED CUSTOMERS 2/98

- look at parts availability

The following are some of Brake Supply's key suppliers:

(2/3/98 - BS Web Site)

(SUBSIDIARY 100% OF GEORGE KOCH SONS INC., EVANSVILLE, IN)

INTERNET: http://www.brake.com (5/98)

COMPETITIVE TYPE: Manufacturer No (Parent is a manufacturer)

MAJOR PRODUCT CLASSES: Drive Train

LOCATIONS: Headquarters - Evansville, IN

1980 125 (12/80-D&B)

SALES: Fiscal year ends December 31.

1988 $23,930,814 $ 612,288 $ 6,142,556 (2/92-D&B)

1946 - Business started

Inventory value as of December 31, 1991 was $6,413,994. (2/94-D&B)

- Aeroquip - Denison Hydraulics

Bearings and Seals Cylinders and Accumulators

Cylinders and Valves Cover Assemblies and Discs

Also offers rebuilt pneumatic components. (2/94-Brochure)

(1992 Brochure) (1994 Brochure when noted)

- Brake Supply Company, Brasil

- Brake Supply UK Company