October 2004, Frankfurt October 2004, Frankfurt
Commercial Training
Michael KretzschmarAndrea Marcomini
Market demand
The Daily line-up Sales argumentation The new engine technology Maintenance Diagnostic Ecology Value for customer Let’s compare
The new Daily engine offer
Daily 3.0 HPI - HPT Range Content
Market demand Customer expectations
Customer needs evolution comply through aninnovative product concept to assure the best in terms of:
Performance High standard of comfort Running costs reduction
Iveco’s response should respect:
Continuous innovation Quality improvement Customer attention
Result:Optimization of Daily offer with new 3.0 l engines (F1C Family ) to respond to Market demand.
Market demand Iveco’s answer
West European market figures 2003
Market segmentation
~ 300,000
units
~ 300,000
units
3.51 - 6.5 tons3.51 -
6.5 tons
10 x10 x
Market demand
3.5 tons3.5
tons
~ 30,000 units
~ 30,000 units
43%43%57%57%
Market split 3.5 ton
West European market figures 2003
Market demand
> 120 HP
< 120 HP
26%26%
74%74%
Market split 3.51 – 6.5 ton
West European market figures 2003
Market demand
> 120 HP
< 120 HP
The Daily engine range responds to the market demand by offering an outstanding quality in terms of:
Performance
Profitability
Comfort
Ecology
The new Daily engine offerPrinciple targets and objectives
The new Daily engine offer
NEWNEW
96 HP96 HP 116 HP116 HP
136 HP136 HP 166 HP166 HP
The new engine range puzzle
The new Daily engine offer
High Performance Injection
2.3 litres total displacement 4 Cylinders in line 96 and 116 HP Max. torque 240 / 270 Nm
The new engine range puzzle
The new Daily engine offer
High Performance InjectionHigh Performance Turbine
3.0 litres total displacement 4 Cylinders in line 136 and 166 HP Max torque 340 / 380 Nm
The new engine range puzzle
S Class 3.5 tS Class 3.5 t
C Class 3.5 tC Class 3.5 t
C Class (> 3.5t)C Class (> 3.5t)
C Class (6.5 t)C Class (6.5 t)
L Class 3.2 tL Class 3.2 t
96 11696 116 125 146125 146HPHPGGVWVW
2.3 l2.3 l 2.8 l
136 166136 1663.0 l3.0 l
The Daily line-upThe new engine availability
96 HP96 HP
116 HP116 HP
136 HP136 HP
166 HP166 HP
35S12 35C12 40C1229L12
35S10 35C10 40C1029L10
40C14 50C1435C14
40C17 50C1735C17 65C17
Engines / Model Line-up
The Daily line-up
Sales argumentation
Feature
Advantage
Benefit
Argumentation path: F-A-B
Basic principles
Sales argumentation
F-A-B = “Translation” for customers
Basic principles
Feature Advantage BenefitService Interval 40' Higher availability Higher productivity
Flat torque curve Less gear changes Driver comfort
16 Valves Optimised combustion Ecological benefits
Sales argumentation
3.0 HPI-HPT
F-A-B
Daily Range
F-A-B
+
“Value for customer” =
Basic principles
“Less is more”
Only 3-5 features To be transported into real advantages To be personalised into customer‘s mission, creation of real benefits Economical benefit calculation
Sales argumentationBasic principles
Sales Academy Daily Range
VGT VERSION
Engine Architecture
Common rail II. Generation16 ValvesDOHCDual mass fly wheelHydraulic tappetsWaste gate 3.0l 136 HPVGT 3.0l 166 HPChain drive timingChain controlsEngine curvesFuel consumption
The new engine technology
The high pressure 2nd generation Common Rail system, managed by ECU,
injects the fuel into the cylinder more efficiently.
Optimum combustionSubstantial reductions in
harmful emissionsFuel savings
FeatureFeature
High pressure
Common Rail
High pressure
Common Rail
1600 bar
High pressure Common Rail (1600 bar)
The new engine technology
AdvantagesAdvantages
High pressure Common Rail (1600 bar)
The new engine technology
FeatureFeature16 valves
engines
16 valves
engines
16 valves
Better cylinders fill:
The adoption of a 16-valve (4 valves for cylinder) system results in
optimized engine performance.
AdvantagesAdvantages
The new engine technology
Improved engine performanceImproved fuel saving
Intake and output valves can be controlled independently, reducing mechanical stress on the shafts
Double overhead
camshaft (DOHC)
Double overhead
camshaft (DOHC)
Double overhead camshaft
The new engine technology
FeatureFeature
AdvantagesAdvantages
The new engines have some technical features which permit an engine
durability extension:
Fewer vibrations Reduction in transmission kick Reduction in noise levels
Dual mass
flywheel
Dual mass
flywheel
The new engine technology
FeatureFeature
AdvantagesAdvantages
Dual mass flywheel
Less stress on engineLower maintenance costs Reduction in noise levels
Hydraulic tappets Hydraulic tappets
The new engine technology
FeatureFeature
AdvantagesAdvantages
Hydraulic tappets
This device meters the exhaust gases, sending part directly to the
exhaust pipe when the booster pressure reaches a set level.
WastegateWastegate
Turbocharger group
Better performance at lower revsLess strain on mechanical componentsLonger engine lifespan
TO THE VALVE
CONTROL PRESSURE
The new engine technology
FeatureFeature
AdvantagesAdvantages
136 HP only
Turbocharger group
The new engine technology
BO
OS
T P
RE
SS
UR
E
ENGINE SPEED
NON W/G
W/G
REQUESTED BOOST
Wastgate function
Constant calibration of the boost pressurePossible utilizing of small dimensions turbines, suitable to delivery progressive torque at low engine revsNo uncontrolled over-speed
The new engine technology
This device allows the engine cylinders to be filled efficiently at all
engine speeds, by constantly regulating the flow of exhaust gas.
Variable
Geometry
Turbine (VGT)
Variable
Geometry
Turbine (VGT)
Better performance at lower revsAvoid the “turbo lag”Less strain on mechanical componentsLonger engine lifespan
Turbocharger group
The new engine technology
FeatureFeature
AdvantagesAdvantages
166 HP only
BO
OS
T P
RE
SS
UR
E
ENGINE SPEED
TURBOCHARGER WITHOUT WASTEGATETURBOCHARGER WITHOUT WASTEGATE
11
11
TURBOCHARGER WITH WASTEGATETURBOCHARGER WITH WASTEGATE
22
22
VARIABLE GEOMETRY TURBINEVARIABLE GEOMETRY TURBINE
33
33
VGT function
The new engine technology
Timing chainTiming chain
No maintenance needed Replacement at 350,000 Km
Chain drive timing
The new engine technology
FeatureFeature
AdvantagesAdvantages
Sales Academy Daily Range
GREEN ZONE
1500 - 2750 rpm
Engine curve
The new engine technology
MAX POWER:100 KW / 136 HPat 3500 / rpm
SPECIFIC POWER:45.5 / HP/ l
MAX TORQUE:340 Nm / 35.0 kgmat 1400 - 2800/ rpm
POWER
TORQUE
Sales Academy Daily Range
Engine curve
The new engine technology
MAX POWER:122 KW / 166 HPat 3500 / rpm
SPECIFIC POWER:55.5 / HP/ l
MAX TORQUE:380 Nm / 39.0 kgmat 1250 - 3070/ rpm
GREEN ZONE
1500 - 2750 rpm
POWER
TORQUE
Sales Academy Daily Range
Fuel consumption
The new engine technology
Reduction 8 ÷ 10 %compared to 8140 engine / .13 - .15 in the sameoperative conditions.Van versionExcluding Urban mission
Sales Academy Daily Range
New engines vs. 8140 engines
2.8 l 2.8 l (8140)(8140)
30,000 Km
40,000 Km
90,000 Km
90,000 Km
40,000 Km
80,000 Km
120,000 Km
350,000Km
Maintenance intervals
Maintenance
Sales Academy Daily Range
2.8 l 2.8 l (8140)(8140)
30,000 Km
40,000 Km
Maintenance intervals comparison
Maintenance
Oil Filter Fuel filter
+ 33%
Sales Academy Daily Range
2.8 l 2.8 l (8140)(8140)
40,000 Km
80,000 Km
Maintenance intervals comparison
Maintenance
Air filter
+ 100%
Sales Academy Daily Range
2.8 l 2.8 l (8140)(8140)
90,000 Km
120,000 Km
Maintenance intervals comparison
Maintenance
Fuel pre-filter Belts
+ 33%
Sales Academy Daily Range
2.8 l 2.8 l (8140)(8140)
90,000 Km
350,000Km
Maintenance intervals comparison
Maintenance
Glow-plugs Change timing belt (2.8 l) or chain (3.0 l)
Sales Academy Daily Range
Maintenance
intervals extension
40.000 km
Maintenance
intervals extension
40.000 km
Less downtime / costs Higher vehicle availability
Chain drive timingNew engines maintenance intervals benefits
Maintenance
FeatureFeature
AdvantagesAdvantages
Sales Academy Daily Range
IT 2000
EASY
MODUS
Diagnosis tools
Diagnostics
Advanced diagnostics features
integrated on enginemanagement software tointerface after-sale
diagnosticstools:
MODUS EASY IT 2000
Sales Academy Daily Range
Provision for
advanced
diagnostic system
Provision for
advanced
diagnostic system
Chain drive timing
Prevent damagesLimp home strategiesReduced downtime / costs
FeatureFeature
AdvantagesAdvantages
DiagnosticsDiagnosis tools
Sales Academy Daily Range
Chain drive timingDesigned for the environment
Ecology
Compliance with EURO 3 emission limits (EURO 4 ready)
Design according to EEC regulations on dangerous materials
More than 92 % of recyclable materials
Sales Academy Daily Range
Chain drive timingNoise emissions
Ecology
Optimized structure with high capacity sound emission containment (- 3dBA vs. 8140.43)
Sales Academy Daily Range
Reduction in harmful emissionsReduction in harmful emissions
Enhanced performance even at low revs and
in all “difficult” situations
Enhanced performance even at low revs and
in all “difficult” situations
Enhanced driveability
Enhanced driveability
Better control of booster
Better control of booster
Less stress on mechanical components Less stress on mechanical components
Plus Plus
Plus
Plus
Plus
Fuel saving Fuel saving
Reduction in noise levels Reduction in noise levels
Plus
Plus
The strong points of the new HPI – HPT Engines
Value for customer
More power availableMore torque availableFlat torque at a wide range
of revs
New Engine
performances
New Engine
performances
Performance
Value for customer
Lower noise level in the cabLower vibrationsFewer gear changes
COMFORTCOMFORT
Considerable savings on fuelLonger maintenance
intervalsGreater engine reliabilityPreventive diagnosisDriving flexibility in all
conditions
PROFITABILITYPROFITABILITY
Benefits
Value for customer
In – town operation In - town operationRegional operationPerson transport M1
Van < / = 12 m3 S / C class
HPI 3.0 / 136 HP
HPI 3.0 / 136 HP
HPT 3.0 / 166 HP
HPT 3.0 / 166 HP
HPI 2.3 / 96 HP
HPI 2.3 / 96 HP
HPI 2.3 / 116 HP
HPI 2.3 / 116 HP
Engine range / Missions
Van < / = 10 m3 l / S class
Medium / long distance transportsConsistent GVW / GCW applications
Van >/ = 12 m3 c Chassis Cab > 35C
Long distance transportsInternational haulageConsistent GVW / GCW applications
Van > / = 12 m3 c Chassis Cab > 35C
Value for customer
The selection
96 HP96 HP 116 HP116 HP
136 HP136 HP 166 HP166 HP
REMOVAL COMPANIES
BUILDING / PUBLIC WORKS
MOBILE WORSHOP
VALUABLES TRANSPORT
MINI CAMPERS
ROAD ASSISTANCE
NEWSPAPERS TRANSPORT
MINIBUS
AMBULANCES
FLOWER DELIVERY, BAKERS,..
DOOR TO DOOR DISTRIBUTION
HOTEL SHUTTLES,CATERING SERVICES,..
EXPRESS COURIER
PARCEL DISTRIBUTION
CONTROLLED TEMPERATURE TRANSPORT
CAMPERS
CRAFTSMEN/SHOPKEEPERS
Value for customer
Let’s compareComparison with the competition
Daily
Sprinter
Transit
Ducato
Mascott
LT
140 120 100 80
Interstar
Boxer/Jumper
Master
160 180
96 116 136
82 109 129 156
85 90 100 125
84 110 127
85 100 127
90 115
80 90 100 120 140
120
95 109 158
166
Best in class
137
146
160
115
Power ( HP )
Let’s compareComparing output
3.0 HPT 166 HP Max Torque
375
380
350
330330
290
300
310
320
330
340
350
360
370
380
390
1.000 1.500 2.000 2.500 3.000 3.500
rpm
Nm
Best in classfor maximum torque and
range of revs
Comparing torque
Let’s compare
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