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Construction Industries 10
WHAT THE WORLD NEEDS | 2011 YEAR IN REVIEW
Chairman’s
Message
Construction
Industries
Customer &
Dealer Support
Financial Products &
Corporate Services
The Caterpillar
Foundation Leadership Performance
Resource
Industries
Energy &
Power Systems
With one of the world’s fastest-growing economies, Brazil is
expected to add approximately $150 billion to its economy within
the next five years and attract millions of visitors as it hosts the
World Cup in 2014 and the Summer Olympics in 2016. To help meet
future energy needs, Brazil has begun construction of the world’s
third-largest hydroelectric dam – Belo Monte – a massive
project that will depend 100 percent upon Cat equipment
for its construction and infrastructure support.
The sheer scale of the project represents a major win for
Caterpillar. To date, Brazil-based Cat® dealer Sotreq has sold
685 Cat machines and 77 generator sets for the project. There
is potential for an additional 300 machines to be sold over the
project’s duration, as well as a significant aftermarket parts
sales opportunity.
Bernadette Manso, region industry manager for the Global
Construction & Infrastructure group, credits teamwork and
commitment for giving Caterpillar the edge to win 100 percent of
the project. “Our product groups, distribution services team
and Cat Financial worked as one to present a comprehensive
solution, and Sotreq put together an amazing product support
proposal,” explains Bernadette Manso, who worked closely
with Sales Supervisor Dennis Ventura, Corporate Product
Support Manager Edgard Reis and Corporate Account
Manager Augusto Azevedo to pull together the Caterpillar bid.
Not only is Belo Monte dam one of the largest construction
projects in all of Latin America, but it’s also a challenging one.
Located on the Xingu River deep in a remote area of the Amazon,
a single dirt road is the only connection between the area and
the port 40 kilometers away. Even before winning the business,
Sotreq was purchasing land to establish an onsite branch.
Another major component of the project for Caterpillar and
Sotreq is operator and safety training for up to 26,000 eventual
onsite employees. Already six simulators are in place to assist
with operator training, service practice, maintenance and under-
carriage management. In addition, Sotreq has 200 employees
supporting the project and even a project manager living on
site to anticipate project needs.
Belo Monte is the type of project that supports Caterpillar’s
Vision 2020 strategy perfectly, contributing to profitable global
machine leadership and executing the business model fully.
As Manso notes, “When you look at this project, it represents
everything that Vision 2020 shows us we must accomplish.”
Big Project,
Big Win
“Yellow iron” is the only equipment
on the job at one of the largest
hydroelectric projects in history.