David Koppenhofer, director of marketing strategy for the on-highway-engine side of Cummins' business, discussed these advancements in a phone interview with ROADS & BRIDGES. He made one point clear at the outset--"Our business has not been emission-driven lately. I would say we now put greater emphasis on delivering value to our customers. Of course, emission certification is important to us. Without it, we can't sell our products."
Some engine makers, as well as exhaust regulators, have a way of making emission control sound like the main concern of the powerplant business. One of the leading, current efforts at Cummins is providing operators with a focused picture of each of the company's major truck engine lines. "I wish we could do it with a few, simple terms," said Koppenhofer. "The trouble is this is not a simple business.
"Our B engines are sometimes thought of as power for light-heavyweight trucks. Depending on duty cycle and other variables, a B can work out well in a truck with a gross vehicle weight (GVW) rating of 33,001 lb and that's at the beginning of heavy-duty Class 8.
"C engines can also find different homes as the duty cycle varies. Under the right circumstances, they can power trucks with a GVW rating of 64,000 lb."
So where does a trucker get help in matching an engine to his duty cycle? "We think we are well covered on that one," said Koppenhofer. "Our 33 distributors and their 200 branches are well trained to help and so are the people in the hundreds of truck dealerships that support our products."
Specifications of the two Cummins diesel lines, clearly aimed at heavy trucks, show where those powerplants fit in the market. The relatively new M11 models are offered with horsepower ratings from 280 to 400, while the torque goes to 1,450 ft per lb. The top-of-the-line N14 diesels turn out up to 525 hp and the torque reaches 1,850 ft per lb.
"The flexibility of these two engines for big trucks is a big plus for us in the marketplace," said Koppenhofer. "With interest in big power diesels on the rise, we feel that we have a lot to offer with the N14's horsepower rating above 500. For those who can do well with a smaller engine we think our M11 is outstanding with a displacement of 11 liters and a weight 700 lb under that of an N14."
Emission standards
At the time of this conversation with Koppenhofer, the subject of exhaust emission regulations seemed off limits because the Environmental Protection Administration (EPA) had announced a plan to change air pollution rules without giving a clear indication what will be ordered after a lengthy study period.
Before the plan to consider the rule changes was announced, Cummins and a number of its competitors indicated that they would be able to measure up to what were then the next set of exhaust limits set to take effect in 1998.
As makers of conventional truck engines, have worked to meet ever tighter exhaust emission rules in recent years, the idea of fueling powerplants with alternative or nonpetroleum materials has moved into the spotlight.
Despite the fact that these fuels could help reduce air pollution or cut the nation's reliance on imported oil, the fuels have not received the support needed to promote the development of the infrastructure, which would make the fuels more convenient. Koppenhofer noted that some efforts to build up the infrastructure are now beginning.
As is typical of executives in the product segment of the industry, Koppenhofer offered few details on the new products to be unveiled this year and next. However, he made an exception and gave a hint on one: Look for more cooperation between engines and other major components. Koppenhofer was much freer with details on two new customer support programs. Support Plus is a parts supply program for M11 and N14 models. When one of those engines goes out of action due to a failed part, Next Day Parts comes to the rescue. "This plan is set up to get the needed part to the truck in 24 hours," explained Koppenhofer. "When it takes longer than a day, there is no charge for the part."
In another customer benefit, Cummins' Support Plus will supply parts needed in an emergency "no matter how long you have owned your vehicle or how far it has been driven" with none of the extra charges long associated with emergency orders.
RapidServe is a new information/warranty program. "It is designed to get the latest service information into the field quickly," said the Cummins executive. "We have seen that it improves diagnosis in the field. "
Kelley is a truck writer based in Dearborn, Mich. You may write him in care of the editor.
