Sales ManualFor Internal Use Only

Toyota Kirloskar Motor Pvt. Ltd.

All rights reserved. (C) Copyright Toyota Kirloskar Motor Pvt. Ltd., 2014

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Table of Content Introduction 4

Target User Oriented Sales Talk 7

First Time buyer 7

Additional Car Buyer 8

Product Information 9

Unique Selling Points 10

Rugged Design 11

Interior Comfort & Sportiness 13

Easy Driving 16

Protective Safety 25

Toyota QDR 27

Competitor Vehicles 29

Cross Stands Out from the Crowd 30

Comparison Summary – Diesel 56

Comparison Summary – Petrol 79

Secondary Competitors 92

Test Drive and Demo 96

Showroom Walk Around 97

Test Drive Guide 99

Appendix 101Sales Manual2

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Chief Engineer’s Message

The wait is over

The “Etios Cross” was developed for the Indian market to realize optimal prices and

also positively respond to local opinions by keeping us focused on the customers’

points of view. Of course, we developed the styling, performance, functions, and

equipment in line with what customers demanded, as well as thoroughly investing the

vehicle with Toyota QDR.

In addition, to produce a vehicle that exceeds customer expectations, we

benchmarked global standards with regard to basic performance parameters such

as running, turning, and stopping, as well as safety.

I am convinced that our customers will be pleased, as will our sales staff. With such

high performance and quality at such an optimal price, Etios Cross is the clear choice

both for those with aspirations to buy a Toyota, and also for those who are thinking of

buying a B-segment cross hatchback. I can even confidently recommend current

owners of competing vehicles to switch to our model.

The Etios Cross has exterior refined from the base model of the Liva and interior with

further enhanced quality. They are natural sales points, and I would like sales staff to

convey them confidently to potential customers. With the participation of everyone

concerned, customers will grow to like the Etios Cross, and the number of Toyota fans

will increase.

This vehicle is the ideal cornerstone of the long term sales strategy for leading our

users and potential customers to move onto upper class Toyota models in the future.

Akio Nishimura

Chief Engineer

The name “Etios” is based on the Greek word “Ethos” meaning spirit, character, and ideals.

In order to clearly appeal for an integrated image of on-road and off-road vehicle while inheriting the concept the name presents, this model has been named as ‘Etios Cross’ witha sub name of ‘Cross’.

Origin of Name “Etios Cross”

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Market InformationIntroduction

The B-segment is the fastest growing segment in the Indian market

The recent trend in this segment shows an increasing demand

for cross hatchbacks, which combine SUV (Sports Utility Vehicle)

look and the functionality of the hatchback.

Between the hatchback and compact SUV market, there is a

niche segment for cross hatchback.

Toyota sees future potential of this segment

and is ready to be part of its growth.

Only few competitors are selling in this segment.

i20Cross Polo

Etio

s C

ross

PoloSwift

B- segment customer getting younger

Primary Competitor Secondary Competitors (B-Hatchback)

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Target UsersIntroduction

The buyer

Urban Male

30 to 35 Years Old

Business Men or Salaried Professionals

with strong upward mobility

Look for an Additional Vehicle5

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Cross Hatchback - Product ConceptIntroduction

Rugged styling with off road vehicle taste at an optimal cost

Etios Cross has inherited driving performance and sensory

performance that had been cultivated through the

development of Etios.

The development team fused design with functionality and

utility, while achieving the best balance of performance and

equipment. Thus enabling reduction in initial and running

costs.

Pursued the Toyota global standard regarding the basic

performance of the vehicle in terms of running, turning, and

stopping.

For exterior design development, the development team

pursued distinctive styling that stands out in the market, while

interior design is given an advanced look with a sense of high

quality.

ugged styling with off-road vehicle taste

xcellent fuel economy

iano black interiors makes the vehicle sporty

lass-top level basic performance

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First Time BuyersTarget user oriented sales talk

“Planning to buy a new car that should look more like an SUV but still falls

in my budget”

Sales Officer: “Toyota is famous worldwide for its high-end, high-quality cars.

Having a Toyota gives you a high social status and now you can own one for

just few lakhs!

Etios Cross development follows rugged feel of an SUV that stands out in the

market, while interior design is given an advanced look with a sense of high

quality.”

Toyota brand status

Rugged styling P 11

Interior Comfort & Sportiness P 13

“I just got a promotion! Now I want to upgrade to a sporty, stylish car

to show off my new status.”

Sales Officer: “The Etios Cross’s Rugged styling with off-road vehicle taste

catches people’s attention. External features like Alloy wheel, over fender

cladding and roof rail are well designed which makes the vehicle standout.

On the inside, piano black interior and sporty seats with badging and stitch

make the interiors very elegant. It has best-in-class A/C performance and a

cooled glove box which can keep your drinks cool. Your friends will envy you

when they see you in your new Etios Cross.”

Rugged styling P 11

Interior Comfort & Sportiness P 13

“I’ve never had a car before and I’m worried about the cost…”

Sales Officer: “The Etios Cross has a surprisingly low cost of maintenance. (1.4L

diesel: 39% less, 1.2L petrol: 32% less expensive compared to Swift) And Etios

Cross’s 1.4L diesel engine gives a top class mileage of 23.59 km/L and its 1.2L

petrol engine also gives an excellent class mileage of 17.71 km/L.

Furthermore the much longer 3 year/1 lakh km warranty vs. competitors,

makes it economical and affordable throughout its maintenance.”

Lowest cost of maintenance P 54

Excellent mileage in its class P 16

3 year/1 lakh km warranty

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Product Information Unique Selling Points 10

Rugged Design 11

Front 12

Side 12

Rear 12

Interior Comfort & Sportiness 13

Utilities 14

Air-conditioning 15

Storage 15

Easy Driving 16

Transmission 17

Acceleration 21

Suspension 22

Steering 22

Brakes 23

Protective Safety 25

Active Safety 25

Passive Safety 26

Toyota QDR 27Sales Manual

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1. Rugged DesignProduct information

“Etios Cross provides the SUV like exterior ornamentation”

Selling Point #2Offers massive presence with

over fender cladding

Selling Point #3Exclusive 15-inch Diamond cut

Alloy wheel expresses rugged

image and sportiness

Selling Point #1Grille guard and roof rail give

an SUV feel

New Grille Guard

1

Cladding on Doors

Over Fender Cladding

Fog lamp with Turn indicators

3 4

15 inch Diamond cut Alloy Wheels

Roof Rails

8

7

6

Silver Rocker Moulding

5

Headlamp Garnish

2

9

Rear Roof Spoiler

Trapezoid Undercover

Rear Garnish with Silver Badging

9

11

10

Continued…

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4. Protective SafetyProduct Information

“Passive safety features assist to reduce collision damage”

Collision absorbing body

Roof reinforcement terminal structure

Centre pillar outer reinforcement

Rail outer reinforcement

Rocker outer reinforcementRocker bulkheadDoor impact beam

Absorbs and disperses collision energy across the entire vehicle body.

Helps keep the cabin intact in a collision, providing maximum

occupant PROTECTION

Airbags (driver/front passenger)

Seatbelts (all passengers)

Inflates in a collision to help prevent the occupant's

body from striking the instrument panel, steering

wheel, etc. PROTECTS occupants in a collision by

helping to reduce injury.

Seat belts adopted as standard on all seats. PROTECTS occupants in a collision by helping

to reduce injury.

Front Rear

*available with safety package

10

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5. Toyota QDRProduct Information

“Toyota’s global quality standard used for the Indian market”

Galvanized sheet steel

Specially-treated sheet metal widely

used throughout the vehicle body.

Helps prevent rust for EXTENDED VEHICLE

LIFE

Anti-chip coating

Applied to areas often exposed to rocks

and debris kicked up by the tires.

Keeps the exterior looking new for

INCREASED RESALE VALUE

Door panel

Anti-rust coating

Applied in various places around the

body.

Offers extra protection against rust for

GREATER PEACE OF MIND

Rocker

11Continued…

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5. Toyota QDRProduct Information

“Toyota’s global quality standard used for the Indian market”

Special shock absorbers

Features a cover newly designed for the Etios Cross,

made to last on Indian roads.

Helps prevent rust for EXTENDED VEHICLE LIFE

Stainless steel exhaust pipe & optimized mounts

Stainless steel construction with precisely positioned

mounts.

Reduces vibration and helps prevent rust and

corrosion for EXCELLENT QUALITY

Anti-corrosion wax

(optional)

Applied throughout the underbody. Protects the

body from corrosion for

ENHANCED DURABILITY

Mount

Flange

Mount

Exhaust system centre of gravity

Point 1:

Dirt and water kicked up by the

tires can enter critical areas such as

the oil seal or piston rod from

above.

Point 2:

Spring perch is bowl-shaped,

allowing dirt to collect at its base

and contaminate critical areas

such as the oil seal or piston rod

from below

Point 1:

The top area is sealed, preventing

contamination from above.

Point 2:

The spring perch is inverted,

preventing dirt from collecting at its

base and causing contamination.

Conventional

Etios Cross

3 years / 1 lakh km warranty offered on our vehicles

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Competitor Vehicles Cross Stands out from the crowd 30

Exterior Comparison 30

Interior Comparison 34

Air Conditioning Comparison 47

Luggage Room Comparison 48

Noise Comparison 49

Safety Comparison 51

Cost of Maintenance Comparison 54

Comparison Summary – Diesel 56

Etios Cross vs. Cross Polo 56

Etios Cross vs. Swift 58

Etios Cross vs. i20 64

Etios Cross vs. Polo 69

Comparison Summary: Petrol 79

Etios Cross vs. Swift 79

Etios Cross vs. i20 82

Etios Cross vs. Polo 85

Secondary Competitors 92

Sales Manual

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Feature More Advantages

Utility 3 drink holders in the rear

Rear Seat

Folding

Easier rear seat folding

2 steps, no front seat adjustment, no limitation of front space

Drivability

Better drivability

• Better visibility (front +500 mm)

• Smaller turning radius: 4.8 m vs. 4.97 m

Air Filter Clean air filter

Comparison SummaryCompetitor Vehicles

Easier to drive and better suited to India

Feature Advantages over Cross Polo

Cabin

More spacious cabin

• 4 mm more front shoulder room

• 48 mm more rear shoulder room

• 75 mm wider rear seat

A/C

Performance

Better A/C performance

• Faster cooling and lower cabin temperature (23.6 vs. 26.1°C)

• Higher wind speed for a stronger cooling effect

Braking

Performance

Better braking performance

10.03 m shorter braking distance from 100 km/h

Ground

Clearance

Excellent ground clearance

174 mm vs. 168 mm

Ride ComfortBest-in-class ride comfort

Less impact felt, especially in the rear

Mileage Best-in-class mileage

23.59 km/L vs. 22.07 km/L

Acceleration Better acceleration

Better in-gear acceleration

More Comfortable Seating Space

Clean Air Filter

Diesel

Vs.

Etios Cross Cross Polo

Better Front Visibility

Much Better Mileage

23.59km/L

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Item Etios Cross V

(A)Cross Polo (B) Diff (A-B) Swift Zxi (C) Diff (A-C) I20 Asta (D) Diff (A-D)

Polo Highline

(E)Diff (A-E)

Double lane change

Driver impressions, general

observations on

performance at 80 km/h

A tendency to roll

in the front is

noticeable. Overall,

the car can be

controlled easily

and finds its

steering line after

extreme swerving.

Very good turning response. Rear tire

slide was minimal, which makes it easy

to steer and to find back into your

steering line.

Rear tire grip is poor. This forced the

driver to countersteer in order to correct

the vehicle’s path. Needs some effort

to maintain control and prevent

spinning.

Insufficient steering feedback makes it

difficult to keep your line and steer

precisely. Easy to slide rear tire is only

helped by longer wheel base.

Very good turning response. Rear tire

slide was minimal, which makes it easy

to steer and to find back into your

steering line.

Ride Comfort @ 10km/h

60 mm

bump

Front 0.390 0.396 0.006 0.482 0.092 0.425 0.035 0.396 0.006

Rear 0.814 0.965 0.151 1.032 0.218 0.884 0.07 0.965 0.151

Cabin

average 0.602 0.680 0.078 0.757 0.155 0.655 0.053 0.680 0.078

60 mm

bump

Front 0.570 0.317 (-0.253) 0.568 -0.002 0.571 0.001 0.317 (-0.253)

Rear 0.875 0.945 0.07 1.181 0.306 1.083 0.208 0.945 0.07

Cabin

average 0.722 0.631 (-0.091) 0.875 0.153 0.827 0.105 0.631 (-0.091)

Braking Distance

50-0 km/h (m) 17.3 17.9 0.6 19.0 1.7 19.5 2.2 17.9 0.6

80-0 km/h (m)39.4 39.3 (-0.1) 47.3 7.9 41.8 2.4 39.3 (-0.1)

100-0 km/h (m)44.4 57.8 13.4 68.0 23.6 55.7 11.3 57.8 13.4

Summary of SpecificationsAppendix

Dynamic Evaluation Results: Petrol

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Grade ComparisonAppendix

G Grade

Petrol

Exterior

New Grille Guard & Bumper

Fog lamps With Turn Indicator

Head Lamp Garnish

Cladding on Doors and Rocker

Over fender Cladding

Roof Rails

New 15” Diamond cut Alloy wheels

Tire & Wheel 185/60 R15

ORVM with Turn Indicator

1.2L Engine

Body Colored Door Handle

Roof Mounted Antenna

Rear Roof Spoiler

Rear Wiper and Washer

Interior

Piano Black interiors

New seat fabric w/stich

Sun Visor w/ vanity mirror (passenger)

Adjustable front & rear head rests

Fabric Insert Door Trim

V Grade

Comfort & Convenience

Power Windows w/ Driver side Auto

Down

Driver Seat Height Adjuster

Central Door Locking w/

Keyless entry

Front Power Outlet

Flush fit 2 DIN 1 CD AM/FM/MP3

Audio Player w/ USB and remote

4 Speakers

Tachometer

Electric power steering with tilt

function

Rear Defogger

Exterior

New Grille Guard & Bumper

Fog lamps With Turn Indicator

Head Lamp Garnish

Cladding on Doors and Rocker

Over fender Cladding

Roof Rails

New 15” Diamond cut Alloy wheels

Tire & Wheel 185/60 R15

ORVM with Turn Indicator

1.5L Engine

Roof Mounted Antenna

Rear Roof Spoiler

Rear Wiper and Washer

Chrome Door Handle

Safety

D+P Air Bag

Seat Belt Warning

ABS w/ EBD

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Interior

Piano Black interiors

New seat fabric w/stich

Sun Visor w/ vanity mirror (passenger)

Adjustable front & rear head rests

Fabric Insert Door Trim

Shift lever bezel Chrome

Steering wheel leather Wrapped

A/C Vent w/ Chrome ring

Comfort & Convenience

Power Windows w/ Driver side Auto

Down

Driver Seat Height Adjuster

Central Door Locking w/

Keyless entry

Front Power Outlet

Audio Control on Steering Wheel

Blue Tooth and Aux In with Audio

Flush fit 2 DIN 1 CD AM/FM/MP3

Audio Player w/ USB and remote

4 Speakers

Tachometer

Rear Defogger

Electric power steering with tilt

function

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Grade comparisonAppendix

Inferno Orange

Harmony Beige

Celestial Black

Ultramarine Blue

Classic Grey

Vermillion Red

Symphony Silver

White

Body Colours

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