1. October 2004, Frankfurt

2. Michael Kretzschmar
Andrea Marcomini
Commercial Training

3. Daily 3.0 HPI - HPT Range Market demand The new Daily engine offer
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

4. Customer needs evolution comply through an
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

5. Iveco’s response should respect: Continuous innovation
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 (F1C Family ) to respond to Market demand.

6. 10 x Market demand ~ 300,000 units ~ 30,000 units 3.51 - 6.5 tons
Market segmentation
~ 300,000 units
~ 30,000 units
tons
3.5 tons
The following chart shows the West European market figures, which reveal 10 times more vehicle registrations in the 3.5 ton segment than in the Ton segment in 2003.
10 x
West European market figures 2003

7. Market demand 57% 43% West European market figures 2003 > 120 HP
Market split 3.5 ton
57%
43%
> 120 HP
< 120 HP
The market for vehicles in the 3.5 ton segment showed an increase in
demand for engines over 120 HP.
The number of this type of vehicles registered doubled over the last four
years, reaching around 60% of this segment in 2003.
West European market figures 2003

8. Market demand 74% 26% West European market figures 2003 > 120 HP
Market split 3.51 – 6.5 ton
26%
> 120 HP
74%
< 120 HP
The market for vehicles in the 3.51 – 6.5 ton segment showed an increase in demand for engines over 120 HP.
The number of this type of vehicles registered reaching around 75% of this segment in 2003.
West European market figures 2003

9. 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

10. The new Daily engine offer
The new engine range puzzle
96 HP
116 HP
NEW
NEW
Alongside its current 2.3 litre HPI (High Performance Injection) engines, Iveco is now launching a new 3.0 litre HPI-HPT (High Performance Turbine) engine which is at the upper end of the range in terms of output and which completes the range of second generation Common Rail engines.
136 HP
166 HP

11. 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
On following two charts you can see a macro-characteristics synthesis of the new engine range, starting from the well known 2.3 HPI

12. 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

13. The Daily line-up The new engine availability 136 166 96 116 125 146
3.0 l
2.3 l
2.8 l
GVW HP
L Class 3.2 t
S Class 3.5 t
C Class 3.5 t
The current range features two 2.3 litre engines (96 and 116 HP) and 2.8 litre engines (125 and 146 HP).
In the beginning the new 3.0 litre engines will be available for the “C” class.
Obviously, this is the complete current Iveco engine offer for the Daily range, but you have the opportunity to manage the introduction on the Market of the new 3.0 engines for class C models and the current 2.8 engines phase-out according with your local marketing strategies.
C Class (> 3.5t)
C Class (6.5 t)

14. The Daily line-up 96 HP 116 HP 136 HP 166 HP Engines / Model Line-up
35C10
40C10
116 HP
29L12
35S12
35C12
40C12
136 HP
35C14
40C14
50C14
This chart show the complete situation of Daily range in terms of:
Engines
Models
and Weights
166 HP
35C17
40C17
50C17
65C17

15. Argumentation path: F-A-B
Sales argumentation
Basic principles
Argumentation path: F-A-B
Feature
Advantage
Benefit
Introduce the 3 main points of the sales argumentation.
The 3 main points, Feature, Advantage and Benefit, will be explained in detail on next page

16. F-A-B = “Translation” for customers
Sales argumentation
Basic principles
F-A-B = “Translation” for customers
Underline the importance of the different classifications. To know features does not mean to sell one vehicle.
Take out the most important features may be 3-5, explain them well by showing the advantage. Then do the individualisation aiming just at the mission of the client in front of you.
For example the prolongation of service intervals will have different consequences for different client groups. Think of a handicraftsmen with a mileage of km p.a. and Express delivery company with km p.a.
Feature
Advantage
Benefit
Service Interval 40'
Higher availability
Higher productivity
Flat torque curve
Less gear changes
Driver comfort
16 Valves
Optimised combustion
Ecological benefits

17. + “Value for customer” = Sales argumentation Basic principles
3.0 HPI-HPT
F-A-B +
Point out: We still will sell a complete vehicle. So we have to combine both argumentation issues Range features + Engine features. Using the F-A-B approach allows you to be very convincing.
Knowledge of the range arguments could be interpreted as the base or the fundamental cellar of our “argumentation house”. The engine aspects might be seen as the roof. So the job is easy: combine both in an intelligent way.
Daily Range
F-A-B

18. To be transported into real advantages
Sales argumentation
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

19. The new engine technology
Engine Architecture
Common rail II. Generation
16 Valves
DOHC
Dual mass fly wheel
Hydraulic tappets
Waste gate 3.0l 136 HP
VGT 3.0l 166 HP
Chain drive timing
Chain controls
Engine curves
Fuel consumption
VGT VERSION

20. High pressure Common Rail
The new engine technology
High pressure Common Rail (1600 bar)
The high pressure 2nd generation Common Rail system, managed by ECU,
injects the fuel into the cylinder more efficiently.
1600 bar
Feature
High pressure Common Rail
Advantages
The common rail is an electronic injection system where a feed pump supplies an high pressure (1600bar) reservoir (rail).
Each electro - injector can inject the fuel quantity accurately metered by the ECU that elaborates the inputs coming from different sensors:
-accelerator pedal
- brake-clutch
vehicle speed
water temperature
air temperature
rail pressure
crankshaft speed.
Because of the high injection pressure and time/ duration controlled by the ECU, consistent reduction of pollutant emissions and fuel economy are achieved as well as a huge noise reduction
Optimum combustion
Substantial reductions in
harmful emissions
Fuel savings

21. The new engine technology
High pressure Common Rail (1600 bar)
Please use this page if you want to show the common rail animation (file Alimentazione.avi available on CD “Daily 3.0 HPI-HPT Range - Training Guidelines”)

22. 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
The layout of a 4-valve combustion chamber allows the injector to be installed vertically in a central position.
This geometrically ideal configuration improves the homogeneity of the fuel atomization and combustion with benefit for the exhaust emission levels.
In addition the high injection pressure (1600 bar in the rail) contributes to optimize the combustion in any operative conditions.
The new 16 valve/DOHC engines deliver when it counts:
in the mountains and on grades with full load, while overtaking and accelerating when driving off and about town.
Better cylinders fill:
Improved engine performance
Improved fuel saving

23. Double overhead camshaft (DOHC)
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

24. The new engine technology
Dual mass flywheel
Feature
Dual mass flywheel
Advantages
The dual mass flywheel, another technical solution which improves the engine durability, allows the reduction of the vibrations from the engine toward the driveline with the consequent improvement of the drive comfort and of the reliability for the entire system.
In addition it is significant the contribution to lower the in-cab noise for the best work environment conditions
Fewer vibrations
Reduction in transmission kick
Reduction in noise levels

25. The new engine technology
Hydraulic tappets
Feature
Hydraulic tappets
Advantages
The hydraulic tappets, compared with mechanical tappets, permit to have a permanent contact between the cam and the rocker through the engine oil in pressure. It means less metal by metal contacts.
Less stress on engine
Lower maintenance costs
Reduction in noise levels

26. 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
At idle and up to approximately 2600 rpm ,the wastegate valve is closed.
A higher rpm (over 2600 revs / 1. 2 bar turbine oper. pressure) the wastegate valve begins to open and a part of exhaust gas is by-passed via a well-dimensioned port hole inside the turbine housing.
This port represents the controlling characteristic of the
system and the size is optimized to achieve best turbine efficiency.
The picture animation is available as file “westModif7.avi” on CD “Daily 3.0 HPI-HPT Range - Training Guidelines”
Better performance at lower revs
Less strain on mechanical components
Longer engine lifespan

27. The new engine technology
Turbocharger group
At idle and up to approximately 2600 rpm ,the wastegate valve is closed.
A higher rpm (over 2600 revs / 1. 2 bar turbine oper. pressure) the wastegate valve begins to open and a part of exhaust gas is by-passed via a well-dimensioned port hole inside the turbine housing.
This port represents the controlling characteristic of the
system and the size is optimized to achieve best turbine efficiency.
The picture animation is available as file “westModif7.avi” on CD “Daily 3.0 HPI-HPT Range - Training Guidelines”

28. The new engine technology
Wastgate function
BOOST PRESSURE
ENGINE SPEED
NON
W/G
REQUESTED BOOST
Constant calibration of the boost pressure
Possible utilizing of small dimensions turbines, suitable to delivery progressive torque at low engine revs
No uncontrolled over-speed

29. Variable Geometry Turbine (VGT)
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 flow and the incidence angle of the exhaust gas, on the turbine blades, are controlled by a system of movable vanes mounted on a nozzle ring.
The vanes are free to turn on this ring by means of “arms” welded to each of them.
A grooved “ unison ring “ adjusts all the vanes simultaneously via the adjustment operated by the membrane actuator vacuum controlled. The relevant ECU sends the input to the moduling electro-valve that meters the vacuum in the actuator.
The field of adjustment starts from the vanes in full open position to the vanes in extreme closed position reaching the quick acceleration of the gas flow with the consequent increase of the turbine speed and of the boost pressure delivered by the turbocharger.
The system allows the proper vane position for any and all engine operating conditions.
The picture animation is available as file “vgtnew.avi” on CD “Daily 3.0 HPI-HPT Range - Training Guidelines”

30. The new engine technology
VGT function
BOOST PRESSURE
ENGINE SPEED 3 2 1
The diagram shows the boost response according to the different turbocharger configurations.
The fact is that increased turbine power is needed at low engine speed, to rapidly overcome the inertia of the turbocharger, improving its acceleration and the boost pressure delivery. 1
TURBOCHARGER WITHOUT WASTEGATE 2
TURBOCHARGER WITH WASTEGATE 3
VARIABLE GEOMETRY TURBINE

31. The new engine technology
Chain drive timing
Feature
Timing chain
Advantages
No maintenance needed
Replacement at 350,000 Km

32. The new engine technology
Engine curve
MAX POWER:
100 KW / 136 HP
at / rpm
SPECIFIC POWER:
45.5 / HP/ l
MAX TORQUE:
340 Nm / 35.0 kgm
at / rpm
POWER
TORQUE
The green zone (1500/2750) coincides with the lowest part of the specific fuel consumption curve where the highest levels of fuel economy may be achieved to ensure the customer get the full benefits from F1C high efficiency engine.
The flat torque curve and the wide green zone optimize driveability and fuel economy.
GREEN ZONE
rpm

33. The new engine technology
Engine curve
MAX POWER:
122 KW / 166 HP
at / rpm
SPECIFIC POWER:
55.5 / HP/ l
MAX TORQUE:
380 Nm / 39.0 kgm
at / rpm
POWER
TORQUE
The green zone (1500/2750) coincides with the lowest part of the specific fuel consumption curve where the highest levels of fuel economy may be achieved to ensure the customer get the full benefits
from F1C high efficiency engine.
The flat torque curve and the wide green zone optimize driveability and fuel economy.
GREEN ZONE
rpm

34. The new engine technology
Fuel consumption
Reduction 8 ÷ 10 %
compared to 8140 engine / in the same
operative conditions.
Van version
Excluding Urban mission
Link this page with the two previous ones, where in the engine curves the green zone were reported.
Regarding the “low specific fuel consumption zone” of the new engine, our Engineering Dept made same test on the road with vehicle equipped with the new engine and on the slide are reported the results.
Take in account that on urban mission the fuel consumption improvement aren’t relevant as per the extra urban mission.

35. Maintenance New engines vs. 8140 engines Maintenance intervals
30,000 Km
40,000 Km
90,000 Km
90,000 Km
40,000 Km
80,000 Km
120,000 Km
350,000 Km

36. Maintenance Oil Filter Fuel filter Maintenance intervals comparison
30,000 Km
+ 33%
40,000 Km
Oil
Filter
Fuel filter

37. Maintenance Air filter Maintenance intervals comparison 2.8 l (8140)
40,000 Km
+ 100%
Early clogging of the air filter is generally due to environmental conditions.
For this reason it need to be replaced when signalled by the indicator irrespective of the guidelines that anyhow have to be observed if there are no specific instructions otherwise.
80,000 Km
Air filter

38. Maintenance Fuel pre-filter Belts Maintenance intervals comparison
90,000 Km
+ 33%
120,000 Km
Fuel pre-filter
Belts

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

40. Maintenance intervals extension 40.000 km
New engines maintenance intervals benefits
Chain drive timing
Feature
Maintenance intervals extension km
Advantages
Less downtime / costs
Higher vehicle availability

41. Diagnostics Advanced diagnostics features integrated on engine
Diagnosis tools
MODUS
Advanced diagnostics features
integrated on engine
management software to
interface after-sale diagnostics
tools:
EASY
There are:
An engine ECU (BOSCH EDC16)
An in- cab multi-pole diagnostics plug (on passenger side)
MODUS:
The advanced iveco computer driver diagnostics system, supplies preventive technical data on engine – ECU – braking system to achieve down/time reduction and productivity improvement.
EASY
The new system includes the all MODUS functions and extends the diagnosis on the electrical / electronic systems. It is very flexible because could have stationary or mobile use
IT 2000
It is mainly designed to assist vehicles on the road.
The functions are:
- electronic systems diagnosis
- engine test
The IT 200 is fully portable and permits quick diagnosis anywhere.
It has pre - arrangement for tele-diagnosis
MODUS
EASY
IT 2000
IT 2000

42. Provision for advanced diagnostic system
Chain drive timing
Diagnosis tools
Feature
Provision for advanced diagnostic system
Advantages
Prevent damages
Limp home strategies
Reduced downtime / costs

43. Ecology Compliance with EURO 3 emission limits (EURO 4 ready)
Designed for the environment
Chain drive timing
Compliance with EURO 3 emission limits (EURO ready)
Design according to EEC regulations on dangerous materials
More than 92 % of recyclable materials
The EGR (Exhaust Gas Recirculation) is the solution choose by Iveco for the Daily range engines (A class).
The EEC legislation foreseen to have Euro4 engines for:
First October 2005 for new homologations
First October 2006 for new registrations

44. Ecology
Noise emissions
Chain drive timing
Optimized structure with high capacity sound emission containment (- 3dBA vs )

45. Value for customer The strong points of the new HPI – HPT Engines Plus
Better control of booster
Reduction in harmful emissions
Plus
Fuel saving
Plus
Enhanced driveability
Plus
Summarizing, these are the strong points of our new engines
Plus
Reduction in noise levels
Enhanced performance even
at low revs and
in all “difficult” situations
Plus
Less stress on mechanical components

46. New Engine performances
Value for customer
Performance
New Engine performances
More power available
More torque available
Flat torque at a wide range of revs
Now, we go back to the 3 Basic Principles of the Sales F-A-B approach.
These performances are the main Features of our new engines.

47. Value for customer Considerable savings on fuel
Benefits
PROFITABILITY
Considerable savings on fuel
Longer maintenance intervals
Greater engine reliability
Preventive diagnosis
Driving flexibility in all conditions
COMFORT
We have to translate these features, these characteristics in Customer benefits trough the explanation of the advantages
Lower noise level in the cab
Lower vibrations
Fewer gear changes

48. Value for customer HPI 2.3 / 96 HP HPI 2.3 / 116 HP HPI 3.0 / 136 HP
Engine range / Missions
HPI 2.3 / 96 HP
HPI 2.3 / 116 HP
In – town operation
In - town operation
Regional operation
Person transport M1
Van < / = 12 m3 S / C class
Van < / = 10 m3 l / S class
HPI 3.0 / 136 HP
HPT 3.0 / 166 HP
Medium / long distance transports
Consistent GVW / GCW applications
Van >/ = 12 m3 c
Chassis Cab > 35C
Long distance transports
International haulage
Consistent GVW / GCW applications
Van > / = 12 m3 c
Chassis Cab > 35C
Now we tried to describe the main mission connected to all the Daily engine range. Obviously, these main mission descriptions could be a little bit different Market by Market

49. Value for customer 96 HP 116 HP 136 HP 166 HP The selection
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
In this way we tried to give you a detailed description for the main missions of previous chart.
Summarizing, the Sales logic is to:
Define the features
Point out the advantages
Translate the features in customer benefits
And
Utilizing the mission general description, select the right exact mission
Help and drive the customer to the right engine and vehicle choice.
136 HP
166 HP

50. Let’s compare Comparison with the competition
To complete the F1C presentation let’s have a look on our competitors offer

51. Let’s compare Comparing output Best in class 166 Daily Sprinter80
100
120
140
160
180
166
Daily 96
116
136
Sprinter 82
109
129
156
Transit 85 90
100
115
125
137
Ducato 84
110
127
146
Boxer/Jumper 85
100
127
Interstar
With the new engine 3.0 l HPT we are the best in class regarding the power output. 90
115
Master 80 90
100
120
140
160
Mascott
120 LT 95
109
158
Power ( HP )

52. for maximum torque and range of revs
Let’s compare
Comparing torque
Best in class
for maximum torque and range of revs
3.0 HPT 166 HP Max Torque
For the same engine we are the best in class in terms of :
max torque available and
width of the revolutions range