1. The Questions What Determines the size and container type they use? Matching the customer with the right chassis. Why weight is so important and how we can help the customer. Marketing and Sales Support for Chassis 1Bob Fogarty

2. Matching the chassis to the customer? What Questions Should You Ask & Why

3. What determines the Size container needed? Product inside the container Weight Size and shape of product Conditions needed for the product Availability of Containers Where they are shipping from Where they are shipping too How they are being shipped Ship Rail Truck Barge Air

4. What size containers are you carrying? Length Height Width Capacity

5. What type of container are you carrying? ISO – Tunnel type? Domestic – Tunnel depth (3 1/8 vs 4 ¾) Tank – Does it have crossmembers? Refrigerated Open Top Many other types!

6. What type of product do they carry?

7. How is the cargo loaded / unloaded? Is it on the chassis when loaded?

8. How is the container loaded on the chassis?

9. What is the weight of the container and cargo?

10. Where are the chassis used?

11. Recap of Questions What size containers are you carrying? What type container? What product do they carry? How is the cargo loaded / unloaded? How is the container loaded onto chassis? How much does the container and payload weigh? Where is the Chassis being used? Do you need this to be SPIF compliant?

12. What Happens Next? You should be able to pick a standard chassis specification to start the dialog with your customer. Standard are available through your Regional Sales Manager also on the web site or from the Deal Desk Most standard specifications contain: Our standard general specifications Estimated weight GVWR General arrangement drawing Weight distribution Working on pictures Review with your customer for clarifications or changes Submit specifications to regional sales manager for additional pricing All request for quotes will be gven a number Please try to put this number in all further corrispondance Must sign off on specifications

13. Why weight is so important? In USA it is the Bridge Formula

14. Safe Productive Infrastructure Friendly

15. https://www.ontario.ca/laws/regulation/050413/v4 \\Bwengserver\cspc\Pricing\Q-list\Sales_Info\Laws\Onterio SPIF elaws_regs_050413_ev004.doc

16. What we can produce for you.

17. What we need to produce a weight distribution? The more information on the tractor the better What I have to put in to use the program is listed below. Tractor total tare weight Tare weight of Front axle GAWR of the front axle (Not mandatory but important) Tare weight of drive axles (as a tandem) GAWR of the drive axles (as a tandem, not mandatory but important) Wheelbase (Distance from front axle to center of drive axles) Distance between drive axles Fifth wheel location (If adjustable, the range)