October 2004, Frankfurt
Michael Kretzschmar Andrea. Marcomini Commercial Training
Daily 3. 0 HPI - HPT Range Content Market demand The new Daily engine offer The Daily line-up Sales argumentation The new engine technology Maintenance Diagnostic Ecology Value for customer Let’s compare
Market demand Customer expectations Customer needs evolution comply through an innovative product concept to assure the best in terms of: Performance High standard of comfort Running costs reduction
Market demand Iveco’s answer Iveco’s response should respect: Continuous innovation Quality improvement Customer attention Result: Optimization of Daily offer with new 3. 0 l engines (F 1 C Family ) to respond to Market demand.
Market demand Market segmentation ~ 300, 000 units ~ 30, 000 units 3. 51 - 6. 5 tons 3. 5 tons 10 x West European market figures 2003
Market demand Market split 3. 5 ton 57% 43% > 120 HP < 120 HP West European market figures 2003
Market demand Market split 3. 51 – 6. 5 ton 26% 74% West European market figures 2003 > 120 HP < 120 HP
The new Daily engine offer Principle targets and objectives 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 offer The new engine range puzzle 96 HP 116 HP NEW 136 HP 166 HP
The new Daily engine offer 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
The new Daily engine offer The new engine range puzzle High Performance Injection High Performance Turbine 3. 0 litres total displacement 4 Cylinders in line 136 and 166 HP Max torque 340 / 380 Nm
The Daily line-up The new engine availability 2. 3 l GVW HP L Class 3. 2 t S Class 3. 5 t C Class (> 3. 5 t) C Class (6. 5 t) 96 116 2. 8 l 125 146 3. 0 l 136 166
The Daily line-up Engines / Model Line-up 29 L 10 96 HP 116 HP 136 HP 166 HP 35 S 10 29 L 12 35 C 10 35 S 12 35 C 14 35 C 17 40 C 10 35 C 12 40 C 14 40 C 17 40 C 12 50 C 14 50 C 17 65 C 17
Sales argumentatio Basic principles Argumentation path: F-A-B Feature Advantage Benefit
Sales argumentatio Basic principles F-A-B = “Translation” for customers Feature Advantage Benefit Service Interval 40' Higher availability Higher productivity Flat torque curve Less gear changes Driver comfort 16 Valves Optimised combustion Ecological benefits
Sales argumentatio Basic principles “Value for customer” = 3. 0 HPI-HPT F-A-B + Daily Range F-A-B
Sales argumentatio 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
The new engine technology Engine Architecture Common rail II. Generation 16 Valves DOHC Dual mass fly wheel Hydraulic tappets Waste gate 3. 0 l 136 HP VGT 3. 0 l 166 HP Chain drive timing Chain controls Engine curves Fuel consumption VGT VERSION Sales Academy Daily Range
The new engine technology High pressure Common Rail (1600 bar) The high pressure 2 nd generation Common Rail system, managed by ECU, injects the fuel into the cylinder more efficiently. Feature High pressure Common 1600 bar Rail Advantages Optimum combustion Substantial reductions in harmful emissions Fuel savings
The new engine technology High pressure Common Rail (1600 bar)
The new engine technology 16 valves The adoption of a 16 -valve (4 valves for cylinder) system results in optimized engine performance. Feature 16 valves engines Advantages Better cylinders fill: Improved engine performance Improved fuel saving
The new engine technology Double overhead camshaft The new engines have some technical features which permit an engine durability extension: Feature Double overhead camshaft (DOHC) Advantages Intake and output valves can be controlled independently, reducing mechanical stress on the shafts
The new engine technology Dual mass flywheel Feature Dual mass flywheel Advantages Fewer vibrations Reduction in transmission kick Reduction in noise levels
The new engine technology Hydraulic tappets Feature Hydraulic tappets Advantages Less stress on engine Lower maintenance costs Reduction in noise levels
The new engine technology Turbocharger group This device meters the exhaust gases, sending part directly to the exhaust pipe when the booster pressure reaches a set level. Feature Wastegate 136 HP only TO THE VALVE CONTROL PRESSURE Advantages Better performance at lower revs Less strain on mechanical components Longer engine lifespan
The new engine technology Turbocharger group
The new engine technology BOOST PRESSURE Wastgatefunction NON W/G REQUESTED BOOST W/G ENGINE SPEED Constant calibration of the boost pressure Possible utilizing of small dimensions turbines, suitable to delive progressive torque at low engine revs No uncontrolled over-speed
The new engine technology Turbocharger group This device allows the engine cylinders to be filled efficiently at all engine speeds, by constantly regulating the flow of exhaust gas. Feature Variable Geometry Turbine (VGT) 166 HP only Advantages Better performance at lower revs Avoid the “turbo lag” Less strain on mechanical components Longer engine lifespan
The new engine technology VGT function BOOST PRESSURE 3 2 1 ENGINE SPEED 1 TURBOCHARGER WITHOUT WASTEGATE 2 TURBOCHARGER WITH WASTEGATE 3 VARIABLE GEOMETRY TURBINE
The new engine technology Chain drive timing Feature Timing chain Advantages No maintenance needed Replacement at 350, 000 Km
The new engine technology Engine curve MAX POWER: 100 KW / 136 HP at 3500 / rpm POWER TORQUE SPECIFIC POWER: 45. 5 / HP/ l MAX TORQUE: 340 Nm / 35. 0 kgm at 1400 - 2800/ rpm GREEN ZONE 1500 - 2750 rpm Sales Academy Daily Range
The new engine technology Engine curve MAX POWER : 122 KW / 166 HP at 3500 / rpm POWER TORQUE SPECIFIC POWER: 55. 5 / HP/ l MAX TORQUE: 380 Nm / 39. 0 kgm at 1250 - 3070/ rpm GREEN ZONE 1500 - 2750 rpm Sales Academy Daily Range
The new engine technology Fuel consumption Reduction 8 ÷ 10 % compared to 8140 engine. 13 -. 15 in the same operative conditions. Van version Excluding Urban mission Sales Academy / Daily Range
Maintenance intervals New engines vs. 8140 engines 2. 8 l (8140) 40, 000 Km 90, 000 Km 40, 000 Km Sales Academy 30, 000 Km 80, 000 Km 120, 000 Km 90, 000 Km 350, 000 Km Daily Range
Maintenance intervals comparison 2. 8 l (8140) 30, 000 Km + 33% 40, 000 Km Oil Filter Fuel filter Sales Academy Daily Range
Maintenance intervals comparison 2. 8 l (8140) 40, 000 Km + 100% 80, 000 Km Air filter Sales Academy Daily Range
Maintenance intervals comparison 2. 8 l (8140) 90, 000 Km + 33% 120, 000 Km Fuel pre-filter Belts Sales Academy Daily Range
Maintenance intervals comparison 2. 8 l (8140) 90, 000 Km 350, 000 Km Glow-plugs Change timing belt (2. 8 l) or chain (3. 0 l) Sales Academy Daily Range
Maintenance Chain drive timing New engines maintenance intervals benefits Feature Maintenance intervals extension 40. 000 km Advantages Less downtime / costs Higher vehicle availability Sales Academy Daily Range
Diagnostics Diagnosis tools MODUS EASY IT 2000 Sales Academy Advanced diagnostics features integrated on engine management software to interface after-sale diagnostic s tools: MODUS EASY IT 2000 Daily Range
Diagnostics Chain drive timing Diagnosis tools Feature Provision for advanced diagnostic system Advantages Prevent damages Limp home strategies Reduced downtime / costs Sales Academy Daily Range
Ecology Chain drive timing Designed for the environment 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
Ecology Chain drive timing Noise emissions Optimized structure with high capacity sound emission containment (- 3 d. BA. 8140. 43) vs Sales Academy Daily Range
Value for customer The strong points of the new HPI – HPT Engines Better control of Plus booster Reduction in harmful emissions Plus Fuel saving Plus Enhanced driveability Plus Enhanced performance even at low revs and Plus in all “difficult” situations Reduction Plus levels in noise Less stress on mechanical components Plus Sales Academy Daily Range
Value for customer Performance New Engine performances More power available More torque available Flat torque at a wide range of revs
Value for customer Benefits PROFITABILITY Considerable savings on fuel Longer maintenance intervals Greater engine reliability Preventive diagnosis Driving flexibility in all conditions COMFORT Lower noise level in the cab Lower vibrations Fewer gear changes
Value for customer Engine range / Missions HPI 2. 3 / 96 HP In – town operation 3 Van < / = 10 m l / S class HPI 3. 0 / 136 HP HPI 2. 3 / 116 HP In - town operation Regional operation Person transport M 1 3 Van < / = 12 m S / C class HPT 3. 0 / 166 HP Medium / long distance transports Consistent GVW / GCW applications Long distance transports International haulage Consistent GVW / GCW applications 3 Van >/ = 12 m c Chassis Cab > 35 C 3 Van > / = 12 m c Chassis Cab > 35 C
Value for customer The selection 116 HP 96 HP REMOVAL COMPANIES BUILDING / PUBLIC WORKS FLOWER DELIVERY, BAKERS, . . MOBILE WORSHOP DOOR TO DOOR DISTRIBUTION HOTEL SHUTTLES, CATERING SERVICES, . . VALUABLES TRANSPORT MINI CAMPERS AMBULANCES EXPRESS COURIER PARCEL DISTRIBUTION ROAD ASSISTANCE NEWSPAPERS TRANSPORT CRAFTSMEN/SHOPKEEPERS MINIBUS CONTROLLED TEMPERATURE TRANSPORT CAMPERS 136 HP 166 HP
Let’s compare Comparison with the competition
Let’s compare Comparing output Best in class 80 100 Daily Sprinter 96 85 90 100 84 Boxer/Jumper 85 Interstar 80 115 90 156 137 146 127 100 127 115 120 100 Mascott LT 125 140 120 95 109 160 158 Power ( HP ) 180 166 129 110 90 160 136 109 Ducato 140 116 82 Transit Master 120
Let’s compare Comparing torque 3. 0 HPT 166 HP Max Torque Best in class for maximum torque and range of revs
Скачать презентацию October 2004 Frankfurt Michael Kretzschmar Andrea Marcomini
d90aca84ad8c79d2d4869a3492d61be8.ppt