Battery Testing and Maintenance

One powerful future.
UPS Battery Maintenance Update

Rick Raczak
March 19th, 2013
Electric Power Americas
Dealer AES Meeting
Agenda
Why Are We In It?
Where Are the Clients
UPS Battery Maintenance Update
Cat Branded Batteries
Page 2 | CATERPILLAR: CONFIDENTIAL GREEN
Why Are We In It?
Adv. Electrical Services Levels

Maintenance /
Testing (L1)
Polarization Index
IR Thermography
Battery testing non-Cat products
Breaker testing
Protective relay
testing
Complete system
maintenance
Low
Repair / Retrofit (L2)

Circuit breakers
Protective relays
Controls
Systems integration
analysis
Motor services
Data communication
system support
Design / Engineering (L3)
Relative risk & effort to implement
System modeling /
simulation
Power surveys
Coordination studies
Reliability studies
System failure analysis
Load Management
Arc Flash Study
Commissioning
Power Systems Assessment
High
Cat Double Conversion UPS Product Line
Cat UPSB220
Cat UPSB500
Cat UPSB1100
Cat UPSB130
300 500 kVA
555 1100 kVA
150 225 kVA

40 130 kVA
Q1
2010
Q1
2011
Priority given to
UPSB1100
Q3
2013
Immediate Dealer Return
Service existing UPS battery installed base (all brands)

Opportunity for service department to lead in the UPS business
at the dealership
UPS Battery Opportunity

Est. $900M / year in UPS Battery Sales (North America)
50% - installed with new UPS
50% - replacements on existing UPS
w/ growth in replacement opportunities with every new
installation
Opportunity To Lead With Product Support

Dealer EPG Service Departments Will Be Generating
Revenue Regardless Of Sales Department Being
Engaged In Systems Products
Opportunity To Develop Competent And Capable
Electrical Service Technicians
Provides A Level One Service For AES
Why Do We Test?
To Determine if the Battery Meets

the Manufacturers Specifications
or Ratings
To Determine if the Performance

of The Battery is Acceptable
To Determine if The Battery

Condition As Found meets the
intended requirements of the
System it is Installed In
What Else Does The Customer Want To Know
How Much Life is Remaining in The Battery
How will the Battery Perform When Needed
Can Weak Cells Be Identified
Can Loose, and/or corroded connections be Identified? (Conduction

Path Issues)
How Much Run Time is Really Available?
When Should the Battery Be Replaced?
What is the Remaining Warranty Period?

Where Do We find Clients
Existing Clients with Gen-sets

Hospitals
Small Data Centers
Colleges and Universities
Casinos
Banks
Insurance Companies
Existing Clients with Gen-sets

Telecom Customers
Wireless Providers
Industrial Plants
Rail Control Stations
Retail Stores
Airports
How Does PSSR Sell The Service?
Concentrate Efforts On Existing Customer Base
Use Existing Trust Client Has In Existing Dealer Techs
Ask Client If They are Having Their UPS Maintained According to NFPA 70
B
If Not Let them Know What the Requirements Are
Ask Who Currently Is Servicing Their UPS Battery System
Are the Current Technicians Performing The Work Trained to IEEE 1657
Standards?
Ask To See Maintenance and Condition Reports

UPS Battery Maintenance Updates

Currently Have Classes Scheduled Quarterly at AVO in
Dallas
Six Student Maximum
27 Dealer Technicians Have Completed Course
3 PSSRs Have Audited the Course
Next Scheduled Class The Week Of May 13th, Ziegler
Gregory Poole, enrolled so far

Course Now Has DPC # 41038- Battery Maintenance
and Testing for Cat-D
Will Make Scheduling For The Dealer Easier
Record Will then Be Kept On Technicians Caterpillar
Training Transcript
Course Payment Will Still Be Made Directly To AVO.
UPS Battery Monitoring Training

Developing Training With Multiple Battery Monitoring
Vendors
Organized Factory Authorized Training Class With
Cellwatch for Foley Equipment, NMC, and Ziegler
Working With Alber, Intellibat, and Phoenix Broadband
Dealers Need To Be Capable Of Servicing All major
Vendors Equipment, As This Market Is Based On Client
Preference
Required Tooling
Ohmic Measurement Instrument

Alber Cellcorder, Megger BITE 2
Thermometer
Insulated Torque Wrenches
DC Load Bank
Digital Volt Meter

Clamp on AC and DC Ammeter
Hydrometer Attachment
DLRO Digital Low Voltage
Ohmmeter
IR Camera
Cat Branded UPS Batteries
Cat UPS Batteries
Product Line Availability

Have 9 Part Numbers
Ability to integrate Battery Monitoring

System with Cat Switchgear and EMCP
4 monitoring software
Intelli-Bat / Cellwatch / Alber
Marketing
Battery display (Cases)
Sales sheet
Poster
Cross Reference Sheet
Under development
Double Conversion and UPS
Battery product and service
overview brochure
ESC / CSA Materials
Warranty Details
Cat AGM UPS Battery Line
Page 21 |
(Connectors not included with any model battery.)
CATERPILLAR: CONFIDENTIAL GREEN
Updated Battery Recycling Program
No Core Deposit Charges

Payment Will Be Made By Supplier To Dealer Directly For The
Returned Batteries (Cores) Within 2-3 Days Of Pickup
Supplier Will Pick UP From Main Stores and Branches
Supplier Will Accept Any Lead Acid Battery Regardless Of Brand Or
Size
Supplier Will Report To Caterpillar The Amount Of Batteries
Returned (Return Percentage Rate)
Return Rate Will Be calculated:
Quantity Bought vs. Quantity Returned
Weight Bought vs. Weight Returned
Caterpillar Will Offer Incentive to Utilize Cat Battery Recycling
Program 50% Return Rate = $10k rebate, 70% Return Rate =
$25k Rebate.
Questions And Discussion

What Do You Dealers Want From Us To
Help You Move Forward?

Battery Testing and Maintenance

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One powerful future.

UPS Battery Maintenance Update

One powerful future.

Page 2 | CATERPILLAR: CONFIDENTIAL GREEN

One powerful future.

Why Are We In It?

One powerful future.

Adv. Electrical Services Levels

Repair / Retrofit (L2)

Design / Engineering (L3)

Relative risk & effort to implement

One powerful future.

Cat Double Conversion UPS Product Line

300 500 kVA

555 1100 kVA

150 225 kVA

Page 5 | CATERPILLAR: CONFIDENTIAL GREEN

One powerful future.

Immediate Dealer Return

Service existing UPS battery installed base (all brands)

UPS Battery Opportunity

One powerful future.

Opportunity To Lead With Product Support

Page 7 | CATERPILLAR: CONFIDENTIAL GREEN

One powerful future.

To Determine if the Battery Meets

To Determine if the Performance

To Determine if The Battery

One powerful future.

What Else Does The Customer Want To Know

How Much Life is Remaining in The Battery

How will the Battery Perform When Needed

Can Weak Cells Be Identified

Can Loose, and/or corroded connections be Identified? (Conduction

How Much Run Time is Really Available?

When Should the Battery Be Replaced?

What is the Remaining Warranty Period?

One powerful future.

Where Do We find Clients

One powerful future.

Existing Clients with Gen-sets

One powerful future.

Existing Clients with Gen-sets

One powerful future.

How Does PSSR Sell The Service?

Concentrate Efforts On Existing Customer Base

Use Existing Trust Client Has In Existing Dealer Techs

If Not Let them Know What the Requirements Are

Ask Who Currently Is Servicing Their UPS Battery System

Ask To See Maintenance and Condition Reports

One powerful future.

UPS Battery Maintenance Updates

One powerful future.

UPS Battery Maintenance Updates

One powerful future.

UPS Battery Maintenance Updates

Page 16 | CATERPILLAR: CONFIDENTIAL GREEN

One powerful future.

UPS Battery Monitoring Training

One powerful future.

Ohmic Measurement Instrument

Digital Volt Meter