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
• Protection from unexpected repair costs • Reduces variability and risk in budget planning • Helps plan maintenance and repair budgets • Allows for customization based on application • Easy to understand
Public 32 Heavy-duty Engines
Kris Ptasznik
Public 33 Agenda
▪ Heavy-duty portfolio
▪ X12
▪ Efficiency Series
▪ Productivity Series
▪ Performance Series
▪ Heavy-duty platform summary
34 Cummins’ 2020 heavy-duty portfolio
X12 X15 Efficiency X15 Productivity X15 Performance
35 Delivering choice to customers for a world that’s Always On X15 Efficiency series Line Haul / Regional Haul Tractor ▪ Laser focus on efficiency
X15 Performance series Line Haul Tractor / Heavy Haul ▪ Delivering premium performance in tractor applications
X15 Productivity series Multipurpose / Vocational / Heavy Haul ▪ Higher engine speeds, resulting in exceptional response when customers need it the most
X12 Vocational / Regional Haul Tractor ▪ Lighter than any 11L with the power of 13L ▪ Industry-leading power to weight ratio
36 Four heavy-duty engines to win
605
550 X12 500 X15 Efficiency X15 Productivity 450 X15 Performance
400 Horsepower (HP) Horsepower L9 350
1050 1250 1450 1650 1850 2050 Torque (lb-ft)
Public 37 EPA2017
38 X12 | A winning product
Top 3 market priorities
Uptime Total Cost of Performance Ownership (TCO)
Public 39 Featherweight champion competing with heavyweights
Weighing in 600 lbs. lighter than the previous Cummins ISX12 and 150 lbs. lighter than the nearest competitive engine
Industry leading power to weight. The power of a 13L weighing less than an 11L
The X12 weight savings allows greater flexibility and the ability to haul more revenue generating payload
Up to 6% better fuel economy compared to ISX12
The longest DPF maintenance interval in its class with up to 75,000 mile oil drain intervals
Public 40 Next generation design philosophy
Optimized for regional haul and vocational applications in city and on-highway
Remote Connectivity ready Robust yet lightweight design for uncompromised durability
Integrated ADEPT technology
Optimum power-to-weight ratio for increase payload Focus on reduced parasitic losses
Quick transient response
Public 41 X12 | A winning product
Top 3 market priorities
Uptime Total Cost of Performance Ownership (TCO)
Public 42 7.7M+ field test miles in US & Canada High diversity in applications with balance between tractor and vocational
Reach Stacker Vacuum 3% Heavy Haul 3% Refuse Truck 9% 6% Line Haul 13% Mixer 13%
Dump truck 6%
Snow Plow/Dump Regional Haul Car hauler 25% 3% Bulk 13%
Public 43 Designed for wrench room
530 mm 496 mm 549 mm 482 mm 565 mm 517 mm
730 mm 791 mm 819 mm
408 mm 453 mm 465 mm
Public 44 Modular design
▪ 25% fewer parts than current ISX12 ▪ Modular design saves techs from headaches when it is time to overhaul • Cylinder head can be removed with valve lash set; no need to reset camshaft and rocker arms • Three ways to remove the camshaft • EGR system can removed as a subassembly • Coolant module design allows easy access to water pump
Public 45 Single Module™ aftertreatment
▪ Customer voice-driven design ▪ Combines high-efficiency SCR, an enhanced dosing unit and a high capacity DPF into a single flow-through unit ▪ Enhanced thermal and fuel efficiency ▪ Heavy-duty system features: • Up to 60% reduction in space claim • Up to 40% reduction in weight ▪ Reduced system weight and complexity for benefit of end user ▪ Same part number as X15 Efficiency series
Public 46 X12 | A winning product
Top 3 market priorities
Uptime Total Cost of Performance Ownership (TCO)
Public 47 2020 maintenance intervals
Item Severe Shorthaul Normal Light < 5.0mpg 5.0 – 5.9mpg 6.0 – 6.9mpg > 7.0mpg Oil Drain 25,000 40,000 50,000 75,000 Oil Drain with Valvoline PB 30,000 45,000 55,000 80,000 Oil Drain with OilGuard™ Extensions avail Extensions avail Extensions avail Up to 100,000 Fuel Filter 25,000 40,000 50,000 50,000
If combined percent idle time plus power takeoff (PTO) time is greater than 40% for Shorthaul, Normal, or Light intervals, use the next lower drain interval.
Item Severe Normal Light < 5.5mpg 5.5 – 6.5mpg > 6.5mpg DPF Ash Maintenance*** 250,000 – 400,000 400,000 – 600,000 600,000 – 800,000 DEF 250,000 280,000 300,000 Valvetrain 300,000 300,000 300,000 Drive Belts 500,000 500,000 500,000 Crankcase Breather N/A N/A N/A HC Doser N/A N/A N/A
***Cummins recommends using Cummins Remanufactured DPF over cleaning of the DPF at the DPF ash maintenance interval. Users can experience extended DPF ash maintenance using the DPF maintenance fault lamp (FC5383)
Public 48 Worth the weight
16L 15L 13L 12L < 12L
4,200
3,400 Transmission - Wet weight
Aftertreatment 2,600
Engine - Dry Weight 1,800
1,000 DD16 ISX15 X15 DD15 V - D13 MX13 DD13 N13 A26 ISX12 X12 MP7 MX11 2013 2017 2017
Public 49 Reduced weight & complexity
External components have been designed with next-gen optimization tools to put the Fan Bracket with material exactly where needed hollow pockets
EGR Cooler bracket Golf ball 145 mph with strong ribs Crank-centered oil pump incorporates front cover ECM bracket incorporates fuel priming pump Composite valve cover and oil pan reduce weight, corrosion, and noise Fuel Lubricated high pressure fuel High-strength aluminum Flywheel pump saves space and weight Housing incorporates gear cover. over bulkier oil lubricated pumps Eliminates separate housing, gaskets, and oil leak paths
Public 50 Common heavy-duty technology
EGR cooler and EGR valve are Naturally aspirated air compressor yields similar derived from X15 platform for fuel efficiency as X15 with greater airflow for common robust solution robust performance on stop-and-go Similar to X15, Thermal recirculation valve building on added to fuel drain circuit demonstrated to warm fuel in cold capability temperatures Same part number, easier Flywheel options and rear service channel seal are common with the stocking X15
Common fuel filter with X15
Aftertreatment system with Common oil Electronic control Variable Geometry Turbocharger passive regen strategy on filter with X15 module and similar to X15 gives more brake 100 hr. timer software features power in lower RPM
Public 51 Fuel consumption comparison*
▪ 6% better MPG compared to ISX12 ▪ Comparable to 2017 X15 • ~+2% regional haul and urban P&D • ~-1% linehaul ▪ Idle fuel consumption as low as .38 GPH
* Dependent on parasitic load
Public 52 Base warranty & extended coverage
Base Warranty ▪ 2 Years / 250,000 miles (402,336 km) ▪ 100% parts and labor on warrantable failures* ▪ Travel or towing when an engine is disabled by a warrantable failure ▪ All with no deductible
Extended Coverage ▪ Your choice between multiple comprehensive packages provides peace of mind • Protection from unexpected repair costs • Reduces variability and risk in budget planning • Helps plan maintenance and repair budgets • Allows for customization based on application • Easy to understand
*Covers defects in Cummins material or factory workmanship Public 53 X12 | A winning product
Top 3 market priorities
Uptime Total Cost of Performance Ownership (TCO)
Public 54 The Productivity Champion
▪ Powerful performance • Power 350-500 hp @1900 rpm • Torque 1250-1700 lb-ft (1830- 2300Nm) ▪ Lower operating costs ▪ Maximizes payload for • Regional haul • Vocational • Intra-city
Public 55 Line Haul / Regional Haul torque & power curves
Ratings ranging from 350-455 HP on one hardware set Smoother operation with fewer downshifts
1800 500
1600 450 455 HP/1700 LB-FT
400 1400 Power
350 1200 Torque
lbs) 300 - 1000 250 350 HP/1350 LB-FT
800 Power Power (hp) 200
Net Net Torque(ft Power 600 150 Torque 400 Responsive Long Flat Power Curve 100
200 torque at for smooth even 50 low speeds performance 0 0 600 700 800 900 1000 1100 1200 1300 1400 1500 1600 1700 1800 1900
Public 56 Vocational torque & power curves
Ratings ranging from 350-500 HP on one hardware set 2000 Smoother operation with fewer downshifts 600 1800 500 1600 500 HP/1695 LB-FT
1400 Power FT)
- 400 1200 Torque 1000 300 800 365 HP/1250 LB-FT 200 Power (HP) 600 Net Torque (LB Torque Net Power 400 Responsive Power curve shaped for torque at better performance 100 Torque 200 low speeds (PTO) 0 0 600 800 1000 1200 1400 1600 1800 2000 2200 Engine Speed (RPM)
Public 57 Integrated Power Powertrain ratings & features
Ratings Powertrain Features
▪ 500 1695 lb-ft ▪ 410 1650 lb-ft ▪ All former ADEPT features (SmartCoast, ▪ 475 1700 lb-ft ▪ 410 1450 lb-ft SmartTorque, Predictive Cruise Control) now ▪ 455ST 1550/1700 lb-ft ▪ 400ST 1550/1700 lb-ft available with all X12 engine ratings ▪ 455 1700 lb-ft ▪ 400 1400 lb-ft ▪ Dual torque droops ▪ 455 1550 lb-ft ▪ 380 1450 lb-ft ▪ Maximum vehicle speed control ▪ 430 1650 lb-ft ▪ 370 1350 lb-ft ▪ Torque rate limiting ▪ 430 1550 lb-ft ▪ 365 1250 lb-ft ▪ Accelerator coast management ▪ 410ST 1450/1650 lb-ft ▪ 350 1350 lb-ft ▪ Engine assisted shifting ▪ Predictive gear shifting
Public 58 Series
59 The ratings customers need
X15 Efficiency X15 Productivity X15 Performance ▪ 450-500 hp / 1650-1850 lb-ft ▪ 430-605 hp / 1650-2050 lb-ft ▪ 485-565 hp / 1650-2050 lb-ft torque ratings for standard torque ratings for standard torque ratings for standard
▪ 400-500EX hp / 1650-1850 lb-ft torque ratings for expanded
▪ Cummins Confidential 60 Ratings change overview
2017 X15 – Line Haul / Regional Haul (SA) 2020 X15 – Line Haul / Regional Haul (EX / ST)
With Predictive Powertrain Features With Predictive Powertrain Features HP Torque Transmission Type HP Torque Transmission Type 400SA 1450/1650 AMT 400EX 1650 AMT 400SA 1550/1750 AMT 400EX 1750 AMT 400SA 1550/1850 AMT 400EX 1850 AMT 450SA 1550/1750 AMT 450EX 1750 AMT 450SA 1550/1850 AMT 450EX 1850 AMT 500SA 1550/1850 AMT 500EX 1850 AMT
Without Predictive Powertrain Features Without Predictive Powertrain Features HP Torque Transmission Type HP Torque Transmission Types 400SA 1450/1650 AMT 400ST 1450/1650 AMT 400SA 1550/1750 AMT 400ST 1550/1750 AMT 400SA 1550/1850 AMT 450ST 1450/1650 AMT 450SA 1550/1750 AMT 450ST 1550/1750 AMT 450SA 1550/1850 AMT 450ST 1650/1850 AMT 500SA 1550/1850 AMT 500ST 1650/1850 AMT
For all Efficiency Series ratings: ▪ TDOS to change from 1000 rpm in 2017 to 950 rpm in 2020 ▪ Governed speed to change from 1800 to 1700 rpm 61 Reliability remains first priority
▪ 2020 Product is designed to continue to build on the X15 platform’s reliability
• Reliability is the #1 priority for NA HD Market
• One day of unplanned downtime offsets the FE improvements for the year
▪ North America Market Leader keeps getting better
• 2020 Product will deliver significant TCO improvements through hardware and software enhancements
62 X15 Efficiency Series Laser focused on fuel economy
63 Efficiency and TCO Connectivity 2020 X15 Efficiency hardware changes Reliability
Turbocharger Aerodynamics ▪ Compressor and Turbine ECM Wheel changes for increased ▪ New ECM and software efficiency to enable connectivity features
Water Pump • Improvements to Power Cylinder reduce parasitic losses ▪ Bowl geometry changes for and increase engine increased compression ratio efficiency ▪ Modified ring pack for oil consumption improvements
64 Efficiency and TCO Connectivity 2020 X15 Efficiency hardware changes Reliability
Base Engine Other Changes ECJV Integration Efforts ▪ Changes to Int/Exh including Valves for improved ▪ Pairing with Endurant durability 11/12 ▪ Powertrain Features enabling Drivability and EGR System FE improvements ▪ High Perf EGR Cooler for efficiency gains Communication Module ▪ Onboard connectivity enabled by both hardware and software changes Wiring Harness ▪ Various updates to accommodate component changes, and connectivity module Fuel System ▪ Capacity changes to enable extended maintenance intervals
65 Efficiency series ratings Change Overview: Laser focus on Fuel Economy
Change Item X15 EPA17 2020 X15 Value Added
ADEPT Specific Offered with SA ratings Default available with all ratings. Ability for Cummins to put our best foot Ratings Default enabled with EX ratings forward using traditional electronic features
New EX Ratings Available at DTNA starting Q3 EXpanded features available when Cummins Integrated Powertrain Package with release of GPS Map Data pared with look ahead data and the focused on fuel efficiency, drivability, and and Endurant in Cascadia Endurant transmission powertrain performance
SmartAdvantage Available with 2017 product Endurant packages replace Endurant transmission offers a wider gear SmartAdvantage range for better efficiency and drivability with lower maintenance cost and lighter weight
Peak Torque and • 1000 rpm peak torque • 950 rpm peak torque Greater drivability with downsped Peak RPM • 1800 peak rpm • 1700 peak RPM powertrain combinations
66 New EXpanded ratings
Introduction of EX ratings with 2020 X15 Efficiency Series enables the following: ▪ Obsolescence of SmartAdvantage offerings • Transition of split torque ratings paired with FullerAdvantage transmission, to single torque ratings to optimize engine with new Endurant transmission ▪ Additional powertrain features designed to provide improved fuel economy, drivability, and powertrain performance for end users ▪ Ease of powertrain selection and configuration for end users • Ratings to be introduced as a bundled powertrain package, including both hardware and software enhancements
67 EX rating requirements
Requirements to enable EX ratings ▪ Only compatible with Endurant transmissions ▪ Must have GPS map data input to enable complete electronic features package • Compatible with in-cab Cummins connectivity module, July 2020 ▪ Complete suite of ADEPT historic fuel economy and drivability features will be included and default enabled ▪ Exclusive EX powertrain features available with rolling updates throughout the product lifecycle
68 Transmission integration X15 Efficiency Series
Common across Endurant and Fuller Advantage AMT
▪ Dry sump with focused flow to put oil where oil is needed for improved efficiency Endurant Fuller Advantage AMT Fuller Manual ▪ Cooler-less design for ECJV Eaton Eaton easier maintenance and ▪ Overdrive ▪ FAS B Ratio ▪ FAS M improved reliability ▪ Direct Drive ▪ FAS C Ratio ▪ FR-10 ▪ Compatible with ▪ (July 2020) ▪ Phasing out ▪ RT13 ▪ FAS S Ratio ▪ RT18 traditional ADEPT ▪ Obsolete features
Public 69 Continued fuel economy gains 400/450 HP Rating EX Ratings, GVW 66k-72k lbs. 22.0% Standard & optimized for FE, 6x4 configuration drivability & predictive* 3.5% optimization performance features (EAS, 20.0% Enhanced ACM, combustion & air SmartCoast+) handling 1.5% 18.0% efficiency through base Optimized engine changes 2.5% 16.0% combustion event & reduced parasitic loads 14.0% through base 3.5% engine changes
12.0% Standard & predictive* 2.6% 10.0% optimization features (SmartCoast, 8.0% PCC) 3.5%
6.0% ST2 (1%) Enabled through use of SCR, 4.0% 4.0% NAAC; reduced parasitic loads
2.0% 2.8%
0.0% 2013 ISX15 2014 - 2016 Powertrain Features SmartAdvantage 2017 X15 Efficiency 2020 X15 Efficiency Predictive Powertrain 'EX'panded Ratings Additional Feature (ADEPT) Ratings Series + Endurant Series Powertrain Features Releases 2013 - 2016 2017 2020 July 2020 and Beyond
* Predictive Powertrain Features require the use of the Route Parameter Module (RPM) box (or similar GPS enabling hardware) and a set of onboard maps to preview the road ahead. 70 X15 Productivity Series Optimized for multipurpose, vocational and heavy haul applications
71 Productivity series ratings Change Overview: Optimized for multipurpose, vocational and heavy haul applications
Change Item X15 EPA17 2020 X15 Value Added
Traditional Included in Performance Series Separated and added to the new Productivity Series provides future Vocational / EV / Productivity Series opportunities to customize offering for RV Ratings vocational / specialty customers New Vocational Available starting January 1, New vocational ratings introduced Ability to cater to a larger segment of Ratings 2020 with Productivity Series (X15 430V, vocational customers, with lower HP 450, 470V, and 500V) requirements • 950 rpm TDOS • Governed speed of 2000 rpm Allison Match Included in Performance Series Replaced with X15 555V in Ability to cater to vocational customers with Rating (X15 565) • Governed speed of 2100 rpm Productivity Series a common offering across product families • Governed speed of 2100 rpm • 565 Peak HP Allison Match Included in Performance Series Obsoleted and replaced with X15 Simplification of EV ratings offering, given Rating (X15 600 605EV in Productivity Series low volume for 600 HP node for EV)
72 Productivity series torque curves
73 Transmission integration X15 Productivity Series
Endurant Allison UltraShift PLUS* Fuller Manual* ECJV ▪ 4000 Eaton Eaton ▪ Over Drive ▪ 4500 ▪ FAS C Ratio ▪ FAS M • Phasing out ▪ FR-10 ▪ MHP ▪ RT-13 ▪ MXP ▪ RT-18 ▪ VXP ▪ RT-8LL ▪ VCS ▪ RT-9ALL ▪ VMS ▪ RT-15
*Includes Fuller Advantage Public 74 X15 Performance Series Delivering premium performance in tractor applications
75 Performance series ratings Change Overview: No significant changes to individual Performance Series ratings with the launch of the 2020 X15 product
Change Item X15 EPA17 2020 X15 Value Added Performance Series Performance Series TDOS 1150 [rpm] 1150 [rpm] No Change Governed Speed 2000 [rpm] 2000 [rpm] No Change
Number of 16 7 Transition multiple ratings to Productivity Ratings Series Transmission All Auto, Automated and Manual All Auto, Automated and Manual No Change Compatibility Vocational / EV / Included in Performance Series Transitioned to the new Productivity Series provides future RV Ratings Productivity Series** opportunities to customize offering for vocational / specialty customers Heavy Haul Truck Base Same • No change for 2020 X15 Product Ratings • Separation sets the stage for further optimization of Performance Series for Truck applications
76 Performance series torque curves
77 Transmission integration X15 Performance Series
Endurant Allison UltraShift PLUS* Fuller Manual* ECJV ▪ 4000 Eaton Eaton ▪ Over Drive ▪ 4500 ▪ FAS C Ratio ▪ FAS M • Phasing out ▪ FR-10 ▪ MHP ▪ RT-13 ▪ MXP ▪ RT-18 ▪ VXP ▪ VCS ▪ VMS
*Includes Fuller Advantage Public 78 Platform summary
79 Two hardware sets for three series
Ratings for Efficiency hardware X15 Efficiency ▪ *400EX 1650 lb-ft * Transferred from ▪ *400EX 1750 lb-ft Performance ▪ *400EX 1850 lb-ft hardware ▪ *450EX 1750 lb-ft ▪ *450EX 1850 lb-ft New Ratings in ▪ *500EX 1850 lb-ft * 2020 ▪ 400ST 1450/1650 lb-ft X15 Productivity X15 Performance ▪ 400ST 1550/1750 lb-ft ▪ *430V 1650 lb-ft ▪ 485 1650 lb-ft ▪ 400ST 1650/1850 lb-ft ▪ *450V 1650 lb-ft ▪ 485 1850 lb-ft ▪ 450ST 1450/1650 lb-ft ▪ *450V 1750 lb-ft ▪ 505 1650 lb-ft ▪ 450ST 1550/1750 lb-ft ▪ *470V 1750 lb-ft ▪ 505 1850 lb-ft ▪ 450ST 1650/1850 lb-ft ▪ *500V 1650 lb-ft ▪ 525 1850 lb-ft ▪ 500ST 1650/1850 lb-ft ▪ *500V 1850 lb-ft ▪ 565 1850 lb-ft ▪ 450 1650 lb-ft ▪ 555V 1850 lb-ft ▪ 565 2050 lb-ft ▪ 450 1750 lb-ft ▪ 565V 1850 lb-ft ▪ 450 1850 lb-ft ▪ 605V 1850 lb-ft ▪ 500 1650 lb-ft ▪ 605V 2050 lb-ft ▪ 500 1850 lb-ft
Cummins Confidential 80 X15 maintenance interval summary
Severe Shorthaul Normal Light Item <5.0MPG 5.0-5.9mpg 6.0-6.9mpg >7.0mpg Oil Drain 25,000 40,000 50,000 60,000 Oil Drain with Valvoline PB 30,000 45,000 55,000 70,000 Oil Drain with OilGuard™ ------Up to 80,000 Fuel Filters* 25,000 40,000 50,000 60,000
Severe Normal Light Item <5.5 5.5-6.5 >6.5 DPF Ash Maintenance** 250,000-400,000 400,000-600,000 600,000-800,000 DEF Filter 250,000 280,000 300,000 Valvetrain 500,000 Drive Belts 500,000 Crankcase Breather Not Applicable HC Doser Not Applicable If combined percent idle time plus power takeoff (PTO) time is greater than 40% for shorthaul, normal, or light intervals, use the next lower bucket *For Premium Blue users, the Fuel Filter Interval matches the ODI **Cummins recommends Cummins Remanufactured DPF over cleaning of the DPF at the DPF Ash Maintenance **Users can experience extended DPF Ash Maintenance utilizing the DPF maintenance fault lamp (FC5383)
81 NEW 2020 X15 maintenance intervals
Severe Shorthaul Normal Light Item <5.0MPG 5.0-5.9mpg 6.0-6.9mpg >7.0mpg Oil Drain 25,000 40,000 50,000 75,000 Oil Drain with Valvoline PB 30,000 45,000 55,000 80,000 Oil Drain with OilGuard™ ------Up to 100,000 Fuel Filters* 25,000 40,000 50,000 75,000
Severe Normal Light Item <5.5 5.5-6.5 >6.5 DPF Ash Maintenance** 250,000-400,000 400,000-600,000 600,000-800,000 DEF Filter 250,000 280,000 300,000 Valvetrain 500,000 Drive Belts 500,000 Crankcase Breather Not Applicable HC Doser Not Applicable If combined percent idle time plus power takeoff (PTO) time is greater than 40% for shorthaul, normal, or light intervals, use the next lower bucket *For Premium Blue users, the Fuel Filter Interval matches the ODI. A longer fuel filter option is required to align maintenance with the Light bucket. **Cummins recommends Cummins Remanufactured DPF over cleaning of the DPF at the DPF Ash Maintenance **Users can experience extended DPF Ash Maintenance utilizing the DPF maintenance fault lamp (FC5383)
82 Integrated Power
83 What is Integrated Power?
A portfolio of power solutions encompassing integrated technologies across the powertrain, whether powered by diesel, natural gas, hybrid or electric technologies
It represents Cummins knowledge and experience in integrating key, innovative technologies to provide the right technologies at the right time to meet customer needs
Public 84 Endurant competitive highlights
Intelligently Protects Your Easy to Engineered Investment Maintain
The lightest, most efficient 1850 ft.-lb. Industry-exclusive transmission fluid The longest transmission oil change capable heavy-duty transmission system pressure sensor, burn-up warranty and interval for linehaul applications on the market – 105 lbs. lighter than clutch life prognostics 750,000 mile lube change interval – competitive products Smart prognostics provide clutch 450,000 miles longer than competitive The best overall ratio coverage among replacement notification so you can better products linehaul automated transmissions plan downtime Endurant uses half as much oil as Integrated with GearLogic™ intelligent Internal electrical system routing competitive products technology features that improve minimizes exposure and corrosion to wires The maintenance-free 430mm self-adjust performance, fuel efficiency and driver and connectors for improved reliability clutch requires no grease confidence Vehicle oil-coalescing air filter protects Replaceable input shaft wear sleeve transmission system from contamination allows for affordable and quick repair, compared to full tear-down in competitive AMTs
Public 85 2020 heavy-duty portfolio summary
X12 X15 Efficiency X15 Productivity X15 Performance
86 A closer look…
X15 Efficiency X15 Performance Severe duty cycle X15 Productivity X12 X15 Efficiency X15 Performance Med. duty cycle
High X12 X15 Efficiency X15 Performance Light duty cycle X12 Mileage X15 Productivity Severe duty cycle X12 X15 Efficiency X15 Productivity Med. duty cycle
Low X12 X15 Efficiency X15 Productivity Light duty cycle X12 Lightweight Heavy Gross Vehicle Weight (GVW) 87 Which heavy-duty engine is right for your customer in 2020?
Line Haul Regional Haul Vocational Emergency / RV Heavy Haul
X15 Efficiency X15 Efficiency X15 Productivity X15 Productivity X15 Productivity X15 Performance X12 X12 X12 X15 Performance
Note: Exceptions to these selections may be required 88 Selling Natural Gas Engines Patrick Campbell
▪ L9N ▪ ISX12N
Public 89 Cummins Westport 2018 product
▪ 2018 New Names ▪ EPA/ARB Ultra Low emissions certification ▪ Lowest Emission HD engines in North America ▪ On-Board Diagnostics (OBD) applied for optimal emissions system performance
Near-Zero Certified (0.02g NOx) Near-Zero Certified (0.02g NOx) Peak rating: 400 hp, 1450 lb-ft Peak rating: 320 hp, 1000 lb-ft GVW: Up to 80,000 lbs. GVW: Up to 66,000 lbs. Base warranty: Truck: 2 year/250,000 Base warranty: 2 year/250,000 miles miles
90 Availability
114SD M2 112
114SD New Cascadia
Public 91 Product improvements
Maintenance Factors ▪ Fuel system ▪ Steel Pistons ▪ Use of correct oil and following ▪ Crankcase vapor filter ▪ Liners recommended intervals ▪ Engine control module ▪ Ring Pack ▪ Performing spark plug changes and ▪ Wiring harness ▪ Valve Seat Material valve adjustments at recommended ▪ Ignition control module ▪ Oil Cooler intervals ▪ Slightly larger catalyst ▪ Piston Cooling ▪ Use of correct coolant formulation and ▪ Engine control module testing a recommended intervals ▪ Wiring harness ▪ Ignition control module
92 Improvements with ISX12N fuel system
▪ Much faster response time (better throttle response, big benefit with AMTs) ▪ More accurate fueling (better drivability) ▪ More accurate EGR control ▪ No separate low pressure regulator (can’t fail) ▪ No gas mass flow sensor (can’t fail) ▪ No old-style fuel control valve (can’t fail) ▪ No fuel section mounted at flywheel housing (easier access for service) ▪ System is not sensitive to compressor oil in fuel ▪ Simpler and more reliable system
93 ISX12 G Components not used in ISX12N
▪ Fuel Control Valve part number (PN) 2883323 ▪ Mass Gas Flow Sensor PN 3929935 ▪ Engine Low Pressure regulator PN 4389459 ▪ Fuel Shut off valve (changing to a new style/supplier) PN 4389457 ▪ Low pressure Coalescing Fuel Filter PN NG5900 (depending on fuel storage filter capability) NG5900
94 What’s coming for ISX12 G and ISX12N
▪ Release ISX12N ECM as service part for ISX12 G ▪ New Cylinder Head Valve and Seat material for both ▪ New Turbocharger turbine housing for both to further address cracking. Released in Jan 2019 ▪ Endurant Transmission development work currently in process for ISX12N ▪ Further Ultra Shift Plus/ISX12 G calibration improvements for drivability • Slow speed maneuvering • Gear Lock up
95 Maintenance & fluid-free exhaust treatment | Three-way catalyst
▪ Similar to catalyst on gasoline passenger cars ▪ Packaged as a muffler with vertical or horizontal mount ▪ Weighs ~100 pounds ▪ Benefits: • More reliable, no downtime • Maintenance-free, no filters to clean or replace • No active regeneration required • No SCR fluid or maintenance or costs
Public 96 Maintenance
Truck Oil change interval 25,000 mi/500 hrs. 15,000 mi/500 hrs.
Spark plugs 50,000 mi/1,000 hrs. 45,000 mi/1,500 hrs.
Valve adjustment Initial: 1,000 hours Initial: 1,000 hours Ongoing: 150,000 mi/3,000 hrs. Ongoing: 150,000 mi/3,000 hrs.
Transit & Refuse Oil change interval 7,500 mi/500 hrs. Recommended oil: One Solution SparkMaintenance plugs 22,500 mi/1,500 Factors hrs. Valvoline 9200 Valve adjustment Initial: 1,000 hours Compatible with NG Ongoing: 30,000 mi/2,000 hrs. & diesel
97 Why near zero technology?
Social Durability ▪ Fits current transportation / people & goods movement models • No need for radical changes in vehicle technology ▪ Fits current community models • No need for radical changes in transportation infrastructure • No need for radical changes in support infrastructure ▪ Meets Energy Sources Goals • Delivers on Energy Independence Initiatives • Contributes to Renewables Initiatives with RNG
Public 98 Electric equivalent NOx
Using Assumes EV current power is electric 100% sourced ISX12N power grid from engine to recharge renewable certified at batteries sources like 0.01 NOx RNG, wind emissions power or solar panels
Public 99
Compressor Compressor Renewable Renewable Natural Gas
100 Sub-zero carbon intensity
2018 - ISX12N and L9N: Sub- zero Emissions with RNG: Cleaner than EV class 8 trucks.
Public 101 Moving goods with RNG
102 Primary drivers
▪ Maintenance & Fluid Free Exhaust Treatment – same as your automobiles, no fluids, no regeneration downtime, no cleaning or replacing exhaust treatment filters ▪ Environmental – Cleanest, most cost effective commercial goods movement power available in the world today and for the foreseeable future, GHG credits transfer to shipper ▪ Low Engine Exhaust Emissions – NG engines broadly accepted by state regulators and agencies with significant funding incentives in many states. ▪ Economics – lower cost per mile than any other technologies operating in return to base or urban applications. ▪ Incentives – Eligible for government incentives in many areas.
103 ISX12 G engines in motion 2015
104 ISX12 G engines in motion 2018
105 Natural gas playbook cumminswestport.com/playbook
▪ Online Natural Gas Playbook with tips and tools to help customers with the successful adoption of natural gas into truck, refuse, school bus, and transit applications. ▪ Featuring a Well-to-Wheel GHG emissions calculator and a Payback calculator. ▪ Organized into 5 sections to guide customers: 1. Assess 2. Specify 3. Prepare 4. Implement 5. Operate & Maintain ▪ “Print to PDF” feature allow users to create their own Playbook of reference material.
106 GHG engine emission calculator
107 Quiet Operation
▪ Spark ignition provides quiet operation ▪ Communities notice the natural gas ISL G is 5.5 decibels noise advantage. quieter at peak torque and load ▪ ONE Diesel engine idling is louder than 10 natural gas engines idling ISL G is 9.9 together decibels quieter at Idle/no load
108 Visit www.cumminswestport.com
▪ More information on natural gas engines ▪ Features the Natural Gas Academy, a series of instructional videos ▪ Designed to provide a general overview of operating a natural gas fleet whether it is compressed (CNG) or liquefied (LNG) ▪ ISX12 G and ISL G engine walk around, service and driver training videos
109 United States regional map (NEW!)
East / East Central Territory – Bill Boyce
Pacific– Justin Loyear
South / Gulf Territory – Pat Campbell
Rocky Mtn / West Central Territory - Mike Gentile
= >300 CWI Engines Registered 110 Canada regional map
Western Eastern
111 Aftertreatment Systems
Brad Robertson
▪ MD Single Module ▪ HD Single Module
Public 112 Cummins On-highway product evolution
2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
DPF Aftertreatment Removed Added PM & UQS Sensor Introduced NH3 Sensor
Added SCR & Bosch Dosing System
Product optimization, NH3 Sensor & OBD
Single Module & UL2 Dosing System
Public 113 Improvements to heavy-duty aftertreatment
Switchback Modular Single Module™ Aftertreatment Aftertreatment about 60 lbs. lighter
Up to 60% smaller
Public 114 Engine and aftertreatment pairings
B6.7 L9 X12 X15
10SS 200-260 hp (EPA2017)
10MM 280-360 hp 260-350 hp (EPA2017)
10LL 370-450* hp (EPA2017)
13SS 350-500 hp 400-500 hp (EPA2017)
13MM 485-605 hp (EPA2017)
*450 hp ratings for restricted applications (RV, EV) Public 115 Benefits of the Single Module™
• 60% smaller and 40% lighter than the proceeding EPA 2013 solution Innovative Packaging • Allows for fewer variations, offering OEM customers system integration benefits • Provides end-user customers with a more robust and reliable aftertreatment system
• Permits increased time between maintenance events and minimal operator intervention Advanced Catalyst Technologies • Improved NOx reduction capabilities in the SCR system, enabled by the use of the UL2 System
• The UL2 System does not require engine coolant lines to and from the DEF injector, Simpler & Optimized Urea allowing for simpler chassis integration • Operators will see more efficient atomization of urea and minimized urea deposits, Dosing requires fewer regeneration events while experiencing the optimal use of DEF throughout the system.
Public 116 Catalyst technology advancements
▪ Higher efficiency with smaller size • Optimized DOC shape and size over the 2016 system • Higher capacity DPF technology was implemented to improve ash cleaning intervals for 2017 • Higher efficiency SCR system with optimized cell structure ▪ More robust catalyst • Continued development of catalyst wash coat pushes the expected aftertreatment life
Public 117 Optimized packaging
118 Cummins UL2 dosing system
▪ Product Introduction • Cummins launched CES UL2 Dosing system product on 2017 Systems • The product is proven in the North American On-Highway market ▪ Architecture • The system is non-purging and shows some advantages in it’s robustness against stuck ball valves and pump cracks. • DEF cooled Injector eliminates need for coolant routed to aftertreatment UL2 DEF Pump
UL2 DEF Injector
Public 119 Ease of service | planned & unplanned
• 2 V-band Nuts • 2 V-band Nuts • 4 Sensor table bolts • 4 Sensor table bolts • 2 sensor probes • 2 sensor probes • Loosen rear strap • Tighten rear strap
• Slide the Mixer/SCR back ~1” • Slide gaskets and DPF out • Slide 2 new gaskets and DPF in
Public 120 Cummins re-conditioned DPFs
Varying levels of Ash Incoming Cores Cleaned Part Inspection Result plugging ▪ Value DPF 1 • Like-New condition DPF ensuring full Quality Approved service interval • Prevent return service events due to improper cleaning • Off-the-shelf availability ensures Quality Reject uptime DPF 2 ▪ Speed Defects not visible • Ability to stock cores ensures quick to the human eye are detected by service turn around Cummins proprietary process ▪ Reliability • Cummins inspection and validation process ensures reliable part is going DPF 3 Quality Approved back on the truck
Public 121 Eaton Cummins Joint Venture Matt Long
Public 122 ECJV is a 50/50 Joint Venture
Eaton & Cummins
Combining the technological strengths and expertise of two industry leaders will provide superior automated transmission technology for our global customers who demand best-in-class fuel economy, performance and uptime.
Public 123 Current product portfolio
Public 124 Welcome to the New Industry Standard
The Endurant™ has intelligently engineered features that protect your investment and make it easy to maintain.
125 Endurant™ ▪ The lightest, most efficient 1850 ft.-lb. capable heavy-duty COMING IN 2020 TO CASCADIA transmission system on the market – 105 lbs. lighter than comparable AMTs and 207 lbs. less than Fuller Advantage® AMT ▪ Integrated communication between the engine and transmission improves efficiency and performance ▪ Available in direct drive and overdrive models ▪ Standard 8-bolt PTO mounting location improves future resale value; Dual PTO model available ▪ Predictive shifting uses look-ahead technology to execute shift decisions that improve fuel economy and driver comfort ▪ Industry-exclusive transmission fluid pressure sensor notifies driver of low oil to prevent gear burn-up ▪ 750,000 mile lube change interval – 450,000 miles longer than other AMT transmissions – reduces downtime and maintenance cost ▪ 16 pints of oil ▪ Replaceable input shaft wear sleeve allows for affordable and quick repair, compared to full tear-down in competitive AMTs
Public 126 Endurant™ Key Features
Intelligently Engineered Protects Your Investment Easy To Maintain
Linear Clutch Actuator (LCA) Internal Sensors & Wiring Transmission Control Module (TCM)
Integrated Pneumatic Limp Home Mode Actuation System
Input Shaft Wear Sleeve Fluid Pressure Sensor
430mm Diaphragm Spring Clutch Cooler-less Precision Lubrication System Clutch Life Prognostics
12-speed Twin Countershafts, All Aluminum Enclosure 8-bolt PTO Opening Helical Gearing
127 Endurant™ Transmission & Clutch System Key Specifications & Capacities
Max. Horsepower 510 Hp (375 kW) Torque Capacity 1850 lb.-ft. (2500 Nm) Max. Operating Weight GCVW 110,000 lbs. (49,895 kg) System Weight 657 lbs. (298 kg) (transmission, clutch, and oil) Oil Capacity 16 pints (7.5L) PTO max capability 8 bolt, bottom mount, 95 HP Maintenance Intervals: Transmission 750,000 mi. (1.2k km) oil change Clutch Maintenance Free
Reverse Reverse Ratio 1st 2nd 3rd 4th 5th 6th 7th 8th 9th 10th 11th 12th Overall 1 2 14.43 11.05 8.44 6.46 4.95 3.79 2.91 2.23 1.70 1.30 1.00 0.77 16.92 12.95 18.85
128 Fuller Advantage
Efficient choices for vocational and linehaul applications ▪ Overdrive or direct-drive ratios ▪ 10-speed ▪ Precision Lubrication system improves efficiency
Public 129 UltraSHIFT PLUS
The workhorses of our automated transmission lineup ▪ Unlimited GCVW and high torque options ▪ World-class startability and ratio coverage ▪ Built upon the robust Fuller 13- and 18- speed manuals ▪ Vocational models available!
Public 130 Eaton Cummins transmission availability at Freightliner
UltraShift PLUS Fuller Advantage
Next Gen Cascadia ✓* Cascadia Evolution ✓ ✓ Cascadia ✓ ✓ 122SD ✓ 114SD ✓ ✓ 108SD ✓ ✓ M2 112 ✓ ✓ M2 106
*Cummins engines only
Public 131 Thank you!
Visit www.eatoncumminsjv.com for more information or Contact Your Roadranger Representative
Public 132 Using Cummins PowerSpec RJ Levasseur
Public 133 Areas of opportunity
▪ Who knows what PowerSpec is? ▪ Free PC software to configure trucks ▪ Truck Gearing Recommendations ▪ Feature setting templates ▪ What challenges do you face when spec’ing? ▪ Add challenges…
Public 134 Cummins PowerSpec
▪ Download PowerSpec via cummins.com or freightliner.cummins.com / westernstar.cummins.com • Latest version 7.0.0.27 (as of June 2019) ▪ Must register at installation ▪ No charge license is required to be able complete transactions with the engine • Send templates • Clear fault codes ▪ Requires RP1210 datalink adaptor • Only required for engine transactions
135 Powertrain spec'ing scenarios
Some of the basics Spec'ing Vehicles ▪ Engine ▪ Hardware Selection ▪ Engine rating ▪ Feature Selection ▪ Transmission ▪ Rear axle ratio ▪ Tire size
136 Spec’ing vehicles
The approach to identifying the needs is important. A. Know the duty cycle and current vehicle • Weight / Application B. Understand the customer needs C. You are the bridge between technology and the customer ▪ Specify powertrain hardware ▪ Configure electronic features applicable for the customer
PowerSpec.cummins.com
Internal Use Only 137 Coast-to-Coast ▪ Phoenix, AZ ▪ 2014 - Cascadia Fawkes Transportation recently signed a new ▪ GVW – 76,000 lbs. transportation/logistics agreement with local clientele ▪ Engine: ISX15 450 1450/1650 in Phoenix. As such, they need to expand their ▪ Transmission – Eaton RTLO-16913A ▪ Rear Axle – 3.23 current fleet to keep up. They will also have to hire ▪ Tire Size 275 80R 22.5 new drivers and combine a mix of experienced and inexperienced drivers throughout their fleet segments. Fawkes is interested in AMTs to control some driver variability, but would settle for manual transmissions to appease their experienced drivers. Any fuel economy improvement without sacrificing performance would be a bonus.
Internal Use Only 138 Conquest Customers X12
Clint LaPreze
Daimler Trucks Cummins X12 | The Value Proposition Recap 1. Reliability ▪ Warranty 2 Years / 250,000 miles ▪ Proven field tested Global Engine Platform 2. Productivity ▪ Less weight is means more you can carry more money you make (Calculator) ▪ The Power of a 13 litre, the weight of an 11 litre 3. Innovation ▪ Optimized for regional haul and vocational applications in city and on- highway 4. Flexibility ▪ 350-500 HP, 1250-1700 lb-ft Torque ▪ Single Module ATS ▪ Buy American* 5. Uptime ▪ Modular Design ▪ Service Network ▪ Connected diagnostics; Connected Advisor, Over the Air Calibration
Daimler AG Conquest Customers X12 / September 2019 140 FABs and Brochures
Daimler AG Conquest Customers X12 / September 2019 141 Cummins TCO Calculator Weight Transfer
Must be able to transfer weight to the steer axle for benefit to be achieved!
Daimler AG Conquest Customers X12 / September 2019 142 Cummins X12 | Conquest Customer Plan
Understand the Customer ▪ What is the application ▪ Who is the primary contact / secondary contact Understand the Competition ▪ What trucks are they currently buying ▪ Why are they buying these trucks Solve the Problem ▪ What is the value proposition for Freightliner X12 ▪ What potential aftermarket differentiators (Service / Parts) Next Step ▪ Time Frame ▪ Contact Initiation technique (visit, mutual colleague, lunch, cold call) ▪ Opening Elevator Sales Pitch
Daimler AG Conquest Customers X12 / September 2019 143 Plan Worksheet
10 – 15 minutes
Daimler AG Conquest Customers X12 / September 2019 144 Cummins X12 | Conquest Plan Support
▪ Elevator Speech ▪ What are the challenges you face? ▪ Can we help you reach the customer? • Mail or email campaigns • Website ads • Conquest program ▪ What support do you need? • Sales Sheet to include • Brochures to include show • On customer site with Cummins or Freightliner ▪ Can we follow up?
Daimler AG Conquest Customers X12 / September 2019 145 Email Marketing Tool The email marketing program launched to US Freightliner dealers as A FREE SALES TOOL in February. AVAILABLE FROM THE DASH, the tool is used to target current and prospective customers with personalized messages and provides real time customer campaign response via text message alerts.
Purpose: ▪ Increase product awareness, purchase interest and sales ▪ Request a quote or request a sales meeting from the facing dealer sales contact +40% ▪ Create ongoing campaigns based on current product launches or sales goals ▪ Provides instant customer campaign response via text alert notifications
Cummins Campaign: ▪ 114SD with Cummins X12 Product campaign (request a quote/request a sales meeting)
43% 20% 164 Email Click-To emails Opens Opens sent ‘19
Daimler AG Conquest Customers X12 / September 2019 146 Sample personalized URL Page (pURL)
Sample Personalized Email
Daimler AG Conquest Customers X12 / September 2019 147 Cummins Digital Strategy & Product Update
Ali Trueblood Cummins digital strategy
Agnostic Coaches Cummins Outcomes Feedback Digital products Delivering maximum Connected Products and features Driving product and delivering a consistent value to our customers aligned to key customer feature customer experience Solutions outcomes improvements
149 BOOST UPTIME, PERFORMANCE AND RELIABILITY USING CUMMINS CONNECTED SOLUTIONS™
Connected Diagnostics™ Connected Advisor offers a Connected Software wirelessly connects engines powerful reporting tool that Updates provides the to Cummins using telematics, filters and prioritizes engine required technology to enable for continuous monitoring and data - delivering solution- Cummins upcoming over-the- diagnosis of system fault and based reports via email that air programming features for failure alerts, sending include expert performance enhancement notifications through a recommendations from and fuel efficiency. Calibrate convenient mobile app, email Cummins, along with proven engine control modules or web portal. times to act. remotely in only 5 minutes.
▪ Please note these products may be branded with new names in 2019. ▪ The above solutions currently require a participating telematics provider to enable Cummins services for eligible equipment.
150 Connected Diagnostics vs. Connected Advisor
Notification of fault codes that need immediate servicing
Daily summary report for non-immediate faults
Prioritizes equipment based on recommended time to service unit
Fault code and market-specific recommended actions
Monthly summary on equipment with active campaigns or ATCs
Improves ability to proactively plan and manage downtime
One report per engine, per active fault code
Fault code and fault code description, and any performance impacts to the engine
Provides most likely root cause(s)
Link to Service Provider Locator
Mobile app and online portal available
Public 151 Delivering a consistent customer experience
Connected Connected Collaboration Edge Module Connectivity Diagnostics Software Updates Opportunity
Connected Connected Connected Available 2019 Launch Advisor Fuel Extender Solutions Portal Opportunity 2020 Launch
152 DTNA / Cummins Connectivity Plan
What’s available today with Cummins power: What’s coming in the future with Cummins power: ▪ Classic Cascadia / M2 / SD ▪ Classic Cascadia / M2 / SD • Connected Advisor and Connected Diagnostics via TSP • Connected Advisor, Connected Diagnostics, OTA available boxes mainly via aftermarket; OTA available Q4 2019. via Cummins EDGE beginning January 2021. Data available Data available through Cummins portal only through Detroit Connect and Cummins Portal ▪ New Cascadia ▪ New Cascadia • Embedded platform development under investigation; no • Connected Advisor, Connected Diagnostics, OTA, Predictive OTA. Data not available through Cummins portal Cruise Control available via Cummins EDGE beginning July 2020. Data available through Detroit Connect and Cummins ▪ Western Star Portal • Connected Advisor and Connected Diagnostics via TSP boxes, mainly via aftermarket; OTA available Q4 2019. ▪ Western Star Data available through Cummins portal only • Connected Advisor, Connected Diagnostics, OTA, Predictive Cruise Control available via Cummins EDGE beginning ▪ Thomas Bus January 2021. Data available through Detroit Connect and • First fit Zonar boxes standard; customer must de-select Cummins Portal option. Data available through Cummins portal only ▪ Thomas Bus • Connected Advisor, Connected Diagnostics and OTA available via Cummins EDGE beginning January 2021. Data available through Detroit Connect and Cummins Portal
153 Telematics Service Provider availability
Ext. Telematics Service Provider CD CA CSU CFE FIT P = Full Production Portal X = No Plans in Place PeopleNet P X X X X X Saucon P P P Q1 ’20 Q2 ’19 P
Traffilog P P Q4 ’19 Q1 ’20 X Q2 ‘19
Geotab P P Q4 ’19 Q1 ’20 X X Omnitracs P P P X X X Zonar P P Q4 ’19 Q1 ’20 X X DriverTech P P X X X X Shaw Tracking P P Q4 ’19 X X X 3rd Eye P W X X X X Road Advisor P W X X X X Copiloto Satelital P X X X Q2 ’19 Q2 ‘19 FleetComplete Q2 ’19 Q2 ’19 X X Q2 ’19 Q3 ‘19
154 Customer feedback
Line haul: 20% to 51% reduction in severe fault coded over time. - “This one saved me some time.. driver had the switch on override.. I like the recommended action” fleet maintenance manager. - “Cummins Connected Solutions is a system they depend on”
School bus: 57% reduction in average road calls per month. 33% reduction in average tow events per month
Commuter bus: 31% reduction in immediate shut downs. 6% reduction in replacement at layover point “Like the advantages of having the Cummins specific Fault Code’s”
Refuse: “We would never have gotten a handle on the overheating issue if it were not for the CA notifications helping drive the right behavior”
155 The Future of the Industry
Amber Hatfield
156 OUR ELECTRIFICATION VISION • Similar to our current position in diesel. • Recognized as an industry expert. We will be a leader in • Creating sustainable competencies. electrified power in all • Supporting all market segments. the markets we serve today. Integrated Power
▪ A portfolio of power solutions encompassing integrated technologies across the powertrain, whether powered by diesel, natural gas, hybrid or electric technologies. ▪ It represents Cummins knowledge and experience in integrating key, innovative technologies to provide the right technologies at the right time to meet customer needs.
IC Engine Conventional IC Engine IC Engine Fuel Cell Battery Powertrain Mild Hybrid Range Extender Range Extender Electric (Diesel & Natural Gas) Powertrain Electric Powertrain Electric Powertrain Powertrain
Public 158 Cummins Electrified Power Business Unit (EPBU) …by the numbers
7 sites 4 in countries
Why Cummins? ▪ Choice of Power – Ready When You Are ▪ Commitment to Electrified Power 200+ 241 11M+ engineers patents filed miles travelled ▪ Low Investment Path to a Winning Product for electrified systems on Cummins + components Electrified Power ▪ Ability to Aggregate Scale ▪ Next Generation Vision for Advanced Solutions
Cummins Confidential 159 Four keys to adoption
Technology Regulations Infrastructure Total Cost of Readiness Ownership
▪ Internal Use 160 Our view – development
PG- RV URBAN DELIVERY REGIONAL TRUCK TRUCK MEDIUM DUTY AMMPS BATTERY TRUCK METRO FORK LIFT TRACTOR UNDERGROUND DRAYAGE MINING
TRUCK Segment Size Segment URBAN BUS SCHOOL BUS REFUSE TRUCK
COMMERCIAL UTILITY YARD SPOTTER MARINE TRUCK
Time
Internal Use 161 Active projects
1 2 3
All-Electric All-Electric All-Electric
Thomas Built Bus C2 Freightliner M2 106 FCCC MT55
School Bus Delivery Box Truck Walk-In Van
162 Our turnkey systems
SERVICE & SUPPORT
SYSTEM OFFERINGS
Hybrid Full Electric
Prime Gen Traction Battery Battery Battery Traction Mover
Fuel Battery
motor engines / generator prime movers + + + = Battery Battery Materials battery power controls Reuse or & Cells pack electronics gear accessories, integrated Recycle boxes cooling, wiring powertrain system
COMPONENTS
CHARGING & CONNECTIVITY
▪ Internal Use 163 Cummins North American Regional VPs
▪ Matt Caldwell (South Region) [email protected] ▪ Scott Ruhlen (Pacific Coast Region) [email protected] ▪ Mark Karrasch (Gulf Region) [email protected] ▪ Mario Sanchez (Gulf Region) [email protected] ▪ Mike Barr (Rocky Mountain Region) [email protected] ▪ Geoff Ruch (East Region) [email protected] ▪ Kristy Kibler (East Region) [email protected] ▪ Chuck Hanlon (East Region) [email protected] ▪ Rick Gomel (Central Region) [email protected] ▪ Adam Whitney (Canada Region) [email protected]
Public 164 165