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Cummins Sales Training Cummins 2019 Powertrain Sales Training Slide index Cummins’ history and the Cummins-DTNA partnership Selling Cummins’ medium-duty product lineup Selling Cummins’ heavy-duty product lineup Why should customers consider Natural Gas? Introduction to the Cummins Single Module aftertreatment system Eaton Cummins Automated Transmission Technologies Cummins PowerSpec Conquesting with the Cummins X12 Cummins Connected Solutions for your customers Electrification and the future of the industry Cummins regional sales contacts Internal Use Only 2 Five operating segments Cummins has a 100-year-long track record of delivering leading power solutions. As we look ahead, we know our industries and markets will continue to change, and we are committed to bringing our customers the right technology at the right time. Engine Power Components Distribution Electrified Systems Power 3 Powering a more prosperous world in 2018 190 62,610 1.5M+ Countries & territories Global employees Engines built in 2018 8,000 $894M 100 Wholly-owned & Invested in research independent Years of industry & development in distributor & dealer leadership 2018 locations 4 For 100 years, we have defined ourselves by our unwavering values and our promise of innovation and dependability. In the next 100, we will continue to challenge the impossible. Our history Here’s a look at some highlights from our past 100 years: 1929 1986 1962 2017 Cummins redefines Cummins purchases 86 Our Story including Cummins takes Irwin for a ride in a Cummins begins percent of the Onan the Mission and used Packard limousine that he 1944 operations in India, Corporation in Minneapolis, Values around its equipped with a diesel engine on first as a joint Miller becomes MN (USA), which would Vision of “Making Christmas Day, convincing Irwin of venture with one Executive Vice become the basis for its people’s lives better the engine’s potential. Irwin invests plant in Pune. a much-needed infusion of cash. President of Power Generation Business. by powering a more Cummins. prosperous world” 1910 1920 1930 1940 1950 1960 1970 1980 1990 2000 2010 2020 1919 1932 1951 1975 2000 2019 Clessie Cummins Miller becomes Chairman of Cummins enters Cummins Engine Cummins celebrates creates the the Cummins Board. China as part of a Company becomes Cummins Engine 100 year anniversary. deal involving heavy Cummins Inc. to Company based in construction acknowledge we Columbus, Indiana equipment with are also a leader in (U.S.A). William G. Cummins engines. global markets Irwin, who employed Cummins barnstorms across the including filtration Cummins as a country, demonstrating the and power driver, supplies power and fuel efficiency of the generation. nearly all of the diesel engine in his Coast to $50,000 in startup Coast Cummins Diesel Test Bus. capital. 1937 Cummins earns its first profit. Public 5 Cummins growth with Daimler 75+ years of partnership 2017 1942 N14 in Freightliner Bullnose 2004 X15 in Next Generation Cascadia ISC in Freightliner M2 Chassis 6 North America Sales and Service Public 7 Objectives for training ▪ Celebrate the Cummins and DTNA partnership ▪ Win market share together ▪ Educate dealers on Cummins products and create opportunities for successful competitive selling ▪ Connect dealers and DTNA Corporate with Cummins personnel ▪ Build relationships with Cummins and each other 8 Medium-duty Engines Adam Field Public 9 Medium-duty purchase drivers All Pick up & Vocational Regional School Bus Recreationa Applications Delivery Haul l Vehicle 10 Reliability 1 A History of Improving Performance 2 Power to Match Application Needs Value 3 Providing Tools for the Job Uptime 4 Always On 11 1 Reliability 12 Cummins B-series A History July 1983 1998 ISB 2002 ISB 2007 ISB 2010 ISB6.7 2017 B6.7 B-series introduced 24V Cylinder Head EGR Introduced 5.9L to 6.7L SCR Introduced Single Module DPF Introduced Introduced Public 13 Cummins L-series A History 1985 1998 2003 2013 ISL9 2017 L9 6C8.3 introduced ISC8.3 Introduced HPCR and VGT Introduced Merged ISL & ISC Single Module Platforms Introduced Public 14 Medium-duty line-up L9 B6.7 The medium-duty workhorse The proven champion ▪ 30+ years of production with over 5 ▪ 35 years of production with over 12 million L-Series produced globally million B-Series produced globally ▪ Class-leading power-to-weight ratio ▪ 200-325 HP, 520-750 lb-ft Torque ▪ 260-380 HP, 720-1250 lb-ft Torque ▪ Efficiency and Performance Ratings • Productivity and Performance ratings ▪ Warranty extension of 3 years/unlimited mileage ▪ Robust platform with heavy-duty design ▪ Average fuel economy improvements of ▪ Certified to 2017 GHG standards 8.5% in efficiency ratings ▪ Certified to 2017 GHG standards Public 15 B6.7 field test mileage 6.4M miles 7,000,000 The B6.7 has completed over 6.4M miles 6,000,000 of pre-production field testing since 2007. 5,000,000 4,000,000 3,000,000 Mileage 2,000,000 1,000,000 0 2007 2010 2013 2017 Public 16 2 Performance 17 Technical specifications Advertised Horsepower 200-325 hp 260-380 hp Peak Torque 520-750 lb-ft 720-1250 lb-ft Governed Speed 2600 rpm 2100/2200 rpm Clutch Engagement Torque 400 lb-ft 575 lb-ft Number of Cylinders 6 Bore and Stroke 107 mm x 124 mm 114 mm x 145 mm System Weight 1295 lb 1852 lb Engine (Dry) 1150 lb 1695 lb Aftertreatment System 145 lb 157 lb Public 18 Medium-duty rating strategy Performance Performance 280 hp 660 lb-ft 325 hp 750 lb-ft 370 hp 1250 lb-ft 380 hp 1250 lb-ft Efficiency Productivity 200 hp 520 lb-ft 260 hp 660 lb-ft 260 hp 720 lb-ft 350 hp 1150 lb-ft Differences between rating families: ▪ Turbo ▪ Damper ▪ Pistons ▪ Aftertreatment size Public 19 3 Value 20 2017 B6.7 key features Optimized Fuel Improved Uptime Efficiency Exhaust Gas Recirculation (EGR) Power Cylinder ▪ 1-piece EGR crossover tube with ▪ Increase Compression Ratio to spherical joints 20:1 for Efficiency Series Ratings Air Handling Aftertreatment ▪ HE300 w/ HD rotor system ▪ Single Module Fuel System ▪ Stage 1 fuel filter Base Engine ▪ Front crank seal Controls ▪ Connected Solutions Public 21 Variable Geometry Turbo Technology What is VGT ▪ VGT technology offers a wide flow range while providing the most fuel efficient Technology? means of driving short-route exhaust gas recirculation, enabling NOx reduction ▪ Increase exhaust gas flow, enabling more energy generation What are the benefits ▪ Offers higher boost pressures, even at low engine speeds of VGT? ▪ Proven technology of 15+ years What are the drawbacks of VGT? ▪ High engine-out NOx levels What other technologies are ▪ In-cylinder dosing reduces need for additional hardware downstream employed by CMI? of the turbo to manage aftertreatment 22 B6.7 | operating cost reduction The 2017 B6.7 provides an 8% reduction in operating costs through improvements in fuel economy 8% B6.7 (2013-2016) B6.7 (2017 - present) Fuel DEF Oil & Filter Fuel Filter Crankcase Filter Internal 23 L9 | winning with PTO The right PTO capability to meet customer needs REPTO ▪ Continuous 435 lb-ft. ▪ Horsepower limit 210 HP FEPTO ▪ Continuous 210 lb-ft. ▪ Horsepower limit 88 HP ▪ Use of crankcase adapter provides power directly from the engine Public 24 L9 | The medium-duty workhorse ▪ Highest power density in its class ▪ Common technology with HD ISX platform • XPI Fuel System • High Capacity Electronic Control Module • Cummins VGT Turbocharger • Engine Brake Capability ▪ Durable heavy-duty design • Replaceable wet liners • Robust roller followers • Targeted piston cooling Public 25 L9 | XPI fuel system Extreme High Pressure Injection ▪ The XPI Fuel System used on the L9 brings heavy duty technology to the platform ▪ Offers industry-leading injection pressure and, as a tailored system, delivers optimal engine performance and improved fuel economy ▪ Benefit from a high capacity, single cylinder pump capable of hitting horsepower needs while minimizing space requirements ▪ XPI Advantages: • Added durability and reliability • Flexibility to ensure consistent fuel injection performance • 15+ years of experience Public 26 Fuel system pressure Pressure you can count on for the power you need! Blood Pressure Bottom of XPI 2 PSI Great Lakes Center of Earth 38,000 PSI 600 PSI 55 Million PSI Champagne Bottle Bottom of Ocean Manufactured Artificial Diamonds 80 PSI 16,000 PSI 1.5 Million PSI 27 Engine braking capabilities 400 350 300 250 200 POWER (BHP) POWER 150 100 50 0 1000 1200 1400 1600 1800 2000 2200 2400 2600 ENGINE SPEED (RPM) VGT Braking HighL9 Compression Compression Braking Braking HighL9 Compression Compression Braking Braking (350(350hp hp andand below)below) (370(370hp hp andand above)above) Public 28 L9 | wet sleeve design What does this type of design mean to customers? ▪ A wet sleeve design is basically a stand alone cylinder, supported at the top and bottom by the block, and surrounded by the water jacket ▪ Coolant is in direct contact with the outside of the sleeve ▪ Wet sleeve advantages: • Any or all cylinders can be easily replaced • Engine can handle higher HP loads without overheating • Allows the block to be rebuilt over and over again • Residual value Public 29 4 Uptime 30 B6.7 base warranty ▪ 3 Year / Unlimited Warranty ▪ Confidence in ultra-reliable product ▪ Further peace of mind, beyond proven dependability ▪ 100% Coverage for: • Parts and labor on warrantable failures • Aftertreatment 3 years / • Consumables used in the repair Unlimited miles ▪ Travel / Towing is covered ▪ All with no deductible Public 31 L9 extended coverage ▪ Your choice between multiple comprehensive packages that provide peace of mind
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