WA600-3

WA700-3
WA800-3
WA900-3 MODEL CHANGE

Contents
• Back ground of Development
• Trend of Demand and Sales Volume
• Trend of Competitors
• Goal of Model Change
• Features of M/C Vehicle
• Sales Tactics
( Differentiation in sales of WA800-3 and WA900-3 )
• Release Schedule

WA-Market Data: Page 1

1. Background of development

• When WA-1 models were put on the market, they were at a

overwhelmingly dominant position in its main specifications,
environment of the operator seat, operating performance, etc..
• Those advantages have been lowered, however, as the
competitor model-changes. In particular, the environment of the
operator seat of large class loaders are remarkably lower.
• In addition, there has been a push by the world wide market to
introduce an updated version of the large size models since the
introduction of the Dash 3 up to the WA500.

WA-Market Data: Page 2

2. Trend of Demand, Sales Volume
1) WA600 class Demand by Area

( Units) AMERICA EUROPE AFRICA, M.EAST JAPAN ASIA, OCEANIA

1600

1336 1364
1400
97 92
1200 85 80
131
146
1000 886
815 828
309 376 36 745
800 75 734 707 58
82 702
118 51 71 58
84 58 46 55
60 52 53 64
600 55 47 43 198 31
259 240
113
163 177 178
400
699 685 167
462 468
200 398 372 376 374
275
0
1988 1989 1990 1991 1992 1993 1994 1995 1996
( Apr - Mar )

WA-Market Data: Page 3

2) WA 600 Sales Volume by Area

( Unit ) AMERICA EUROPE AFRICA, M.EAST JAPAN ASIA, OCEANIA

250
220

25
200
170 31
150
22
150 29 7 135 130 135
26 118 115
32 23 11 20
17 45 101
19 10 20
100 14 25 23
11 21 17 4
34 22
23 9 6
43 26
5 16 27
31 29
50 18
90 32
71 62
54 47 49 55
43
30
0
1988 1989 1990 1991 1992 1993 1994 1995 1996
( Apr-Mar )

WA-Market Data: Page 4

 3) WA700 - WA900 class Demand by Area

AMERICA EUROPE AFRICA, M.EAST JAPAN ASIA, OCEANIA

( Units )
348
350
311
54
300 37 271 273
38 250 245
31 227 39
250 26 219 58
24 43 36 18
26 22
200 37 42 19 13 20 23
25 13 14
27 25
22 13 36
10 38
150
35 22 43

100 204
182 168
132 145 142
123 119
50

0
1989 1990 1991 1992 1993 1994 1995 1996
( Apr - Mar )

WA-Market Data: Page 5

4) WA700 Sales Volume by Area

(Units) AMERICA EUROPE AFRICA, M.EAST JAPAN ASIA, OCEANIA

25 23
3 19
20
1 16 16
15 8 14
14 1 1
15
2
10 3 4 11 5 2
10 3
3
9 5
4
5
8 7 7 7
2 5 5 5
2 3
0
1988 1989 1990 1991 1992 1993 1994 1995 1996
( Apr - Mar )

WA-Market Data: Page 6

4) WA800 / 900 Sales Volume by Area

AMERICA EUROPE AFRICA, M.EAST JAPAN ASIA, OCEANIA

( Units )
35
( ) numbers shows sales volume of WA900-1

30 28 28 28
25
24 24
25
8 8 22
6 4 11 4 20
20 5
3
5
8
15 10 10 5
7 (2) 6 (2)
12

10

5 10 11
8 9 8 (1)
6 6 7

0
1989 1990 1991 1992 1993 1994 1995 1996
( Apr - Mar )

WA-Market Data: Page 7

3. Trend of Competitors
1) WA600 class
Manufacturer Model Release Description
schedule
CAT 988F II 1996 Engine changed 3408E-TA <-- 3408-TA
Engine output changed 430HP <-- 400HP
988F 1993 Bucket capacity changed 6.1 m3 <-- 5.4 m3
- Engine output changed 400HP <-- 375HP
988B Steering STIC <-- Handle
KAWASAKI 115ZA-2 Jul., 1997 Cab improvement Viscous mount <-- rubber mount
(Japan only)
Cab glass Curved glass <-- flat glass
ROPS Standard provision <-- OP
115ZIV 1995 Bucket capacity changed 6.0 m3 <-- 5.6 m3
Operator's compartment environment improved
(feeling similar to passenger car)
115Z III 1988 Engine output changed 410HP <-- 383HP
- T/M control Automatic shifting <-- manual
110Z II
TCM 890-3 1994 Bucket capacity changed 6.0m <-- 5.7 m
Engine output changed 415HP <-- 410HP
890-2 1990
- T/M control Automatic shifting
Loader linkage pin 2000HR maintenance free
(890)

WA-Market Data: Page 8

2) WA700 class

Manufac- Model Release Item newly incorporated

turer schedule
CAT 990 II 1996 Engine changed
3412E-TA <-- 3412-TA
Engine output changed
625HP <-- 610HP
990 1993 Bucket capacity changed 8.6 m3
Steering STIC

WA-Market Data: Page 9

3) WA800/900 class

Manufac- Model Release Item newly incorporated

schedule
turer

CAT 992G Mar., 1997 Loader link shape AC link <-- Z bar
Mono-piece <-- Double-plate
Engine output changed 800HP <-- 710HP
U.S.A.)
Bucket capacity changed 11.5-12.3 m3 <-- 10.7 m3

Cab Size increased

Serviceability Loader link pin made maintenance free

992D Engine output changed 710HP <-- 690HP

(m/c)

992D 1992 Bucket capacity changed 10.7 m3 <-- 10.3 m3

Steering handle type STIC <-- handle
Vehicle weight 92.7 ton <-- 85.15 ton

992C 1977 Loader link Z bar ( 2- bell cranks)

Engine output 690HP
Bucket capacity 10.3 m3 <-- 9.6 m3
Vehicle weight 85.15 ton

WA-Market Data: Page 10

4. Goals of M/C
1) Completion of WA-3 model series
2) Share increase by reinforced competitive edge
(Response to user needs)

5. Features of M/C Vehicle

WA-Market Data: Page 11

 6. Comparison of Main Specifications
1) WA600-3 Symbols - : Superior, : Equal, : Inferior to competitor

WA600-3 CAT 988FII Kawasaki 115ZiV VOLVO L330C

Comparison of Comparison of Comparison of
WA600-3 with WA600-3 with WA600-3 with
Item Unit Specification competitor Specification competitor Specification competitor Specification
Bucket capacity
m3 6.1 6.1 6.0 6.6
(Straight edge, with
(Yd3) (8.0) (8.0) (7.8) (8.6)
teeth)

Engine output HP 440 430 410 498

Operating weight kg 43,950 45,300 43,530 47,130

Tipping load
kg 31,000 30,700 28,200 36,290
(Straight travel position)

Wheelbase mm 4,100 3,810 4,050 4,060

Dumping clearance
mm 3,805 3,700 3,760 3,780
(At edge)

Brake control Fully hydraulic Fully hydraulic Fully hydraulic Fully hydraulic

Transmission Automatic Manual Automatic Automatic

control shifting (OP) shifting shifting shifting
Dual Speed Load sensing,
Hydraulic system Conventional Conventional
Hyd. System Variable capacity
Lunch box
Yes Yes No No
space in cab
Air suspension Spring Sus- Spring Sus-
Operator's seat Air suspension
(op) pension pension

WA-Market Data: Page 12

2) WA700-3
Symbols - : Superior, : Equal, : Inferior to competitor

WA700-3 CAT 990-2

Comparison of
WA700-3 with
Item Unit Specification competitor Specification
Bucket capacity (Spade nose) m3 8.7 8.6
With teeth and Segment Edge (Yd3) (11.4) (11.2)

Engine output HP 641 625

Operating weight kg 67,200 74,000

Tipping load
kg 46,050 45,200
(Straight travel position)
Wheelbase mm 4,800 4,600
Dumping clearance
mm 4,040 4,045
(with teeth)
Brake control Fully hydraulic Fully hydraulic
Transmission Automatic Manual
control shifting (OP) shifting
Hydraulic system Conventional Conventional
Lunch box
Yes Yes
space in cab
Operator's seat Air suspension Air suspension

WA-Market Data: Page 13

3) WA800-3
Symbols - : Superior, : Equal, : Inferior to competitor

WA800-3 992D(m/c) 992G

Comparison of Comparison of
WA800-3 with WA800-3 with
Item Unit Specification competitor Specification competitor Specification
11.0 (14.4)
Bucket capacity m3 10.7 11.5-12.3
12.3 (16.1)
(Spade nose, with teeth) (Yd3) (14.0) (15.0-16.0)
G. Purpose
Engine output HP 808 710 800

Operating weight kg 98,300 92,700 92,100

Tipping load
kg 57,400 51,200 56,802
(Straight travel position)
Wheelbase mm 5,450 4,825 *1 5,890
Dumping clearance
mm 4,630 4,565 4,630
(with teeth)
Brake control Fully hydraulic Fully hydraulic Fully hydraulic
Transmission Automatic Manual Manual
control shifting (OP) shifting shifting
Hydraulic system Conventional Conventional Conventional
Lunch box
Yes Yes Yes
space in cab
Operator's seat Air suspension Air suspension Air suspension

*1 : Wheel base seems too long to maintain tipping stability while steering.

WA-Market Data: Page 14

4) WA900-3
Symbols - : Superior, : Equal, : Inferior to competitor

WA900-3 992G
Comparison of
WA800/900 with
Item Unit Specification competitor Specification
Bucket capacity m3 11.5-12.3
13.0 (17.0)
(Spade nose, with teeth) (Yd3) (15.0-16.0)

Engine output HP 853 800

Operating weight kg 101,550 92,100

Tipping load
kg 66,140 56,802
(Straight travel position)
Wheelbase mm 5,450 *1 5,890
Dumping clearance
mm 4,640 4,630
(with teeth)
Brake control Fully hydraulic Fully hydraulic
Transmission Automatic Manual
control shifting (OP) shifting
Dual Speed
Hydraulic Ssystem Hyd. System Conventional
Plus
Lunch box
Yes Yes
space in cab
Operator's seat Air suspension Air suspension

*1 : Wheel base seems too long to maintain tipping stability while steering.

WA-Market Data: Page 15

7. Sales Strategy
(Differentiation in sales of WA800-3 and WA900-3)
New
Alternate machine Target dump truck

Price ratio to CAT: 1:1

Dedicated loading 12.3 m3
bucket (option) attached
Contention

Price ratio to
CAT: 1:1

Current

CAT992D
13 m3
specification

WA-Market Data: Page 16

Product features and product strategy

The sales of the WA800-1 has been directed by emphasizing its merit in hourly production (15% to 20%)
over the CAT992D. The CAT has drastically changed the vehicle grade from D to G, but we will continue
to emphasize the difference in hourly production with the WA900-3 as opposed to the CAT992G in sales
campaign.

Our market strategy has been made up of a combination of 10 m3 class loaders and 80 ton dump trucks.
As an alternate machine for the WA800-1 or CAT992D, we will put into the market the WA800-3 which
inherits the quality and performance of the WA800.

For the users who do not use the machine for excavation, we will provide the WA800-3 with a 12.3 m3
bucket of the same size as that of the CAT992G for loading work only (option) to confront it with the
CAT992G.

Model Bucket Use Price strategy

name
WA800-3 11m3 Full excavation OK Price ratio to CAT992D: 1:1
WA800-3 12.3m3 OPT Loading only Price ratio to CAT992G: 1:0.9
3
WA900-3 13m Full excavation OK Price ratio to CAT992G: 1:1

WA-Market Data: Page 17

7. Release Schedule
( The earliest shipping date)

Model The earliest shipping date

WA600-3 February 1998
WA700-3 Have not decided yet
WA800-3 March 1998
WA900-3 April 1998

WA-Market Data: Page 18