Application Engineering Role Keith Nolting – Director Industrial Application Engineering AE Basics – November 2011

Application Engineering Role OEM Account Leader Customer Support - Service Application Engineer It is the Aes role to be the technical part of the account team 9/20/2018 Cummins Confidential

Application Engineering Role OEM Account Leader Customer Support - Service Application Engineer Here’s some of the markets we are in 9/20/2018 Cummins Confidential

Application Engineering Role Key Member of Customer Facing Team Commercial Strategy Pricing Account Business Support OEM Account Leader Customer Support - Service Application Engineer Product Selection Installation Design Installation Validation Post Installation Production Service Support Installation design, validation, and product selection 9/20/2018 Cummins Confidential

Application Engineering Role Technical Liaison between CMI and OEM. Promote and assist the OEM Proper installation, application and availability of all CMI products. Optimize vehicle / machine performance. Minimize installed cost and operation for OEM. Direct representative of the OEM to CMI Understand OEM application and end customer requirements Communicate requirements to CMI. Product Planning Product Design and Development Manufacturing Service SRD – system requirements documents…. Project by Rich Anderson to find a common place to put these in 9/20/2018 Cummins Confidential

Aftertreatment System System Integration Unique in the industry – we design, build and integrate the complete system Direct Flow Diesel Exhaust Fluid Filtration Electronic Controls And Features Combustion Technology We build a lot of our components…. Which we also sell to competitive engines as well. Aftertreatment System Turbochargers Fuel Systems

Application Engineering Role Installation Engineering. Customer Specification Requirements. New option design, development and release. New product introduction. Prototype Engine Specifications, Testing, etc. Product Change and Notification Cost Reduction Training Product Planning Exposition and trade show representation. New product is both OEM’s and Cummins products Product Change Notification goes both ways… OEM makes a change it needs to be communicated back with Change Notification in CARS and Cummins makes a change which is communicated via a CEAF. Product Planning…. Goes both ways again 9/20/2018 Cummins Confidential

Application Engineering Role Ensure Proper Engine and System Selection Lead or Participate in design reviews. Identify Optimization Opportunities. Request Calibration Development to meet OEM needs. Validate the installation meets Cummins installation requirements. AEB 20.12 – “Installation Quality Assurance” Don’t wait on calibration development…it is a critical part of the process. 9/20/2018 Cummins Confidential

Application Engineering Role Perform Validation Testing Cooling system capability tests Vibration testing Restriction testing (Fuel / Air Intake / Exhaust) Load and Speed Factor / Performance Tests High Altitude Tests Vehicle / Machine Performance / Driveability Cold Start and Warm up tests Fuel Economy Tests Electrical Circuit Testing Aftertreatment Testing Starting and Charging Testing Etc….. IQA is more than just testing but it is an important part of the work as well. Not all tests are required 9/20/2018 Cummins Confidential

Installation Quality Assurance IQA is NOT a single event. “Run tests when OEM is ready to confirm requirements” “Send requirements to OEM and walk away” IQA is a process performed over time. Begins with the OEM as they establish product plans. Participation and review of machine / vehicle designs throughout the OEM’s product development process. Integrate and optimize CMI engine and subsystems with OEM’s equipment to meet performance requirements. 9/20/2018 Cummins Confidential

What is the IQA Process (AEB20.12) Cummins’ process that should parallel an OEM’s new product development process to ensure a quality engine installation in equipment. In a nutshell the IQA is all about: “DESIGNING IN” Cummins Engine Systems And ENSURE A QUALITY INSTALLATION 9/20/2018 Cummins Confidential

Cummins IQA Process Engine Sales Right engine & rating for application Upfront system design to meet CMI’s Installation Requirements Engine Sales Document Results Verify systems meet requirements Common across markets/platforms 5 primary steps & HHP specific tools ….. Primary goal is green status so engine sales can occur Maintain AEB 8.02 and 8.03

Installation Quality Assurance 9/20/2018 Cummins Confidential

Application Engineering Role This is a customer facing role. An AE is typically the most visible person to the OEM due to the nature of the work and the interaction with engineering functions at the OEM. Whatever the issue or opportunity an OEM may have, typically the AE will be the first person contacted. There is a lot of opportunity to engineer with the customer and directly impact CMI profitability. We are an independent engine supplier…. 9/20/2018 Cummins Confidential

AE’s need to be elevated to “Rock Stars.” - Tom Linebarger 9/20/2018 Cummins Confidential