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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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 – “Installation Quality Assurance”
Don’t wait on calibration development…it is a critical part of the process.
9/20/2018
Cummins Confidential

9. 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

10. 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

11. 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

12. 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

13. Installation Quality Assurance
9/20/2018
Cummins Confidential

14. 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

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