October 2004, Frankfurt

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


Market demand

> 120 HP

< 120 HP

26%26%

74%74%

Market split 3.51 – 6.5 ton


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


NEWNEW

96 HP96 HP 116 HP116 HP

136 HP136 HP 166 HP166 HP

The new engine range puzzle


High Performance Injection

2.3 litres total displacement 4 Cylinders in line 96 and 116 HP Max. torque 240 / 270 Nm



High Performance InjectionHigh Performance Turbine

3.0 litres total displacement 4 Cylinders in line 136 and 166 HP Max torque 340 / 380 Nm


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)


AdvantagesAdvantages

High pressure Common Rail (1600 bar)


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.



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


FeatureFeature


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


FeatureFeature


Dual mass flywheel

Less stress on engineLower maintenance costs Reduction in noise levels

Hydraulic tappets Hydraulic tappets


FeatureFeature


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


FeatureFeature


136 HP only

Turbocharger group


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


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


FeatureFeature


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


Timing chainTiming chain

No maintenance needed Replacement at 350,000 Km

Chain drive timing


FeatureFeature



GREEN ZONE

1500 - 2750 rpm

Engine curve


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


Engine curve


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


Fuel consumption


Reduction 8 ÷ 10 %compared to 8140 engine / .13 - .15 in the sameoperative conditions.Van versionExcluding Urban mission


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


2.8 l 2.8 l (8140)(8140)

30,000 Km

40,000 Km

Maintenance intervals comparison

Maintenance

Oil Filter Fuel filter

+ 33%


2.8 l 2.8 l (8140)(8140)

40,000 Km

80,000 Km


Maintenance

Air filter

+ 100%


2.8 l 2.8 l (8140)(8140)

90,000 Km

120,000 Km


Maintenance

Fuel pre-filter Belts

+ 33%


2.8 l 2.8 l (8140)(8140)

90,000 Km

350,000Km


Maintenance

Glow-plugs Change timing belt (2.8 l) or chain (3.0 l)


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



IT 2000

EASY

MODUS

Diagnosis tools

Diagnostics

Advanced diagnostics features

integrated on enginemanagement software tointerface after-sale

diagnosticstools:

MODUS EASY IT 2000


Provision for

advanced

diagnostic system

Provision for

advanced

diagnostic system

Chain drive timing

Prevent damagesLimp home strategiesReduced downtime / costs

FeatureFeature


DiagnosticsDiagnosis tools


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


Chain drive timingNoise emissions

Ecology

Optimized structure with high capacity sound emission containment (- 3dBA vs. 8140.43)


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

Documents

October 2004, Frankfurt