Hino Commercial Vehicle Technical Orientation Guide

ONLINE MODULE
HINO COMMERCIAL VEHICLE
TECHNICAL ORIENTATION
HINO COMMERCIAL VEHICLE TECHNICAL ORIENTATION ONLINE MODULE

COMMERCIAL VEHICLE SEGMENTS
MAJOR TRUCK COMPONENTS
VALUE ADDED SERVICES & SUPPORT
COMPETITOR COMPARISON
NOMENCLATURE
TERMINOLOGIES
SECTION 1
SECTION 2
SECTION 3
SECTION 4
SECTION 5
SECTION 6
COMMERCIAL VEHICLE
TECHNICAL ORIENTATION

COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
ELECTRICAL COMPONENTS
SERVICE & SUPPORT
MAINTENANCE CONTRACTS
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
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TRANSMISSION
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 1:
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COMMERCIAL SEGMENTS
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 1:
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COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

The commercial vehicle market is separated into five segments
 Freight carrier category
 Tipper category
 Truck Tractor category
 Bus category
 Cement mixers
Information on each of the above vehicles will be unpacked further in the presentation.
The market is further divided into 5 classifications for NAAMSA sales volumes reports
 Light commercial vehicles (up to 3,500kg)
 Medium commercial vehicles (3,500kg to 8,500kg)
 Heavy commercial vehicles (8,500kg to 16,500kg)
 Extra Heavy commercial vehicles (16,500kg and over)
 Bus
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Section 1:
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COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

The freight carrier category is the largest of the segments and is therefore hotly contested by all of the
manufacturers. Competing in this category is where the bulk of the business comes from so it is important
to be familiar with your own product and that of your competitors.
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COMMERCIAL SEGMENTS
Tipper trucks are found in the same configuration as the freight carriers excluding the 6x2 but vary in the
size of the body fitted to suite the commodity that they are transporting.
Example: A 4x2 tipper transporting coal with a mass of 800kg/m3 could theoretically have a body of 12m3
whereas a 4x2 tipper transporting sand at 1600kg/m3 would only have a body half the size of the one
transporting the coal. It is therefore essential to confirm the commodity and the mass before recommending
a body fitment to a tipper chassis.
Freight carrier
Tipper category
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

When a load is bigger or heavier than a truck can carry trailer options are available:
 Draw bar trailer behind the freight carrier
 Truck tractor drawing a semi-trailer or a combination of trailers.
Truck tractors are configured the same as freight carriers. The various popular combinations are:
1. 4X2 truck tractor with a single axle trailer (approx. 12 tonne payload)
2. 4X2 truck tractor with a tandem axle trailer (approx. 18 tonne payload)
3. 4X2 truck tractor with a tridem axle trailer (approx. 27 tonne payload)
4. 6X4 truck tractor with a tandem axle trailer (approx. 25 tonne payload)
5. 6X4 truck tractor with a tridem axle trailer (approx. 30 tonne payload)
These are only approximations and will depend on the configuration and the weights of the truck and trailer.
Truck Tractor category
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SUSPENSION
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CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

These units are very robust in design because of the product that they transport and the type of terrain that
they have to negotiate. Typically they operate on building construction sites with a product that is
transported in liquid form. This leads to great stresses on the chassis at critical points so they require
additional strengthening. These units are normally fitted with a engine mounted PTO. (Power Take Off)
Cement mixer
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COMMERCIAL SEGMENTS
Hino 300 and 500 series chassis are often used for the development of small busses. These are used in
schools, mining operations, clubs, construction companies etc. The chassis’ are easily adapted to suite this
application and vary in seating from 25 to 35 in the 300 series to 39 to 65 in the 500 series.
Hino 300 & 500 Series bus
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Draw bar trailer
Semi-trailer Flatbed trailer
Tanker trailer
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TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Lowbed trailer Interlink tipper trailer
Interlink tipper trailer Interlink trailer (Grain carrier)
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TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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The components that make up the drive train are:
- Engine - Universal joints and carrier bearings
- Clutch - Differential
- Transmission/ Gearbox - Side shaft
- Prop shaft - Wheels
HINO Series specific information is contained in the presentations for each of the 300, 500 & 700 series
All trucks are assembled in the same way. What sets the particular brand of vehicle apart are the design of the
components and the unique way in which they are married together to supply the expected performance levels.
By knowing the assembly of your vehicle you are able to identify the positive salient points to enhance your
selling.
Establishing salient features of the truck that you are selling is more than reading the specification sheet to the
customer. It requires the sales person to study each of the components that are fitted to the truck and identify the
differences and advantages to the customer. Remember that all components that are fitted to different trucks are
the same. A turbocharger may have a number of derivatives and so it is important to know which is fitted to your
vehicle and the advantages attached to it.
Drive Train:
All components that deliver power generated by the engine and transfer it in a chain of reactions to driving axles.
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TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Engine
This is the prime source of power which allows the vehicle to perform the task. If the engine is too small the
vehicle will not be able to do the work that it was designed for. This we refer to as underpowered. Engines
come in different designs. Common engines used today are:
 4 cylinder engines for smaller trucks
 6 cylinder (in line) for the larger trucks
 6 cylinder in a “V” design which takes up less space
 8 cylinder in a “V” design which also requires less space
 10 cylinder in a “V” design when space is limited
Today most of the engines on the market are fitted with turbochargers and intercoolers / after-coolers but
there are a few vehicles that are operating as normally aspirated engines where no turbocharging and after-
cooling system is fitted. It is important to establish if you are selling against an intercooled vehicle before you
do the presentation to the customer.
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
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TERMINOLOGIES

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KEY SELLING FACTORS
TERMINOLOGIES

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SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
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KEY SELLING FACTORS
TERMINOLOGIES

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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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ENGINES
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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TRAILERS
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ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Fuel Injection system.
The Common Rail Fuel Injection system is used extensively on diesel engines because of the efficiency of the
system and for compliance with the emission regulations. This system pressurises a common tube to
extremely high pressure by means of the injector pump and all of the injectors are fed off of the common rail.
Advantages of the common rail system:
 Fuel pressure on demand
 Higher injection pressure and finer fuel atomization
 Injection pressure created independent of the engine speed
 Multiple injection per cylinder combustion are possible
Benefits of the common rail system:
 Reduction in overall exhaust emissions
 Reduction in particulate emissions
 Reduction in noise emissions
 Improved fuel efficiency
 Higher performance
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Section 2:
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TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Transmission
The transmission commonly known as the gearbox is attached to the engine through a clutch which is fitted
between the two components. This clutch allows the driver to disengage the engine from the rest of the drive
train to select a different gear. The type of gearbox varies in the number of gears depending on the application.
The gearboxes used on the South African roads are mainly:
• 6 speed 9 speed 16 speed 18 speed
Transmissions come in various forms:
• Manual Automatic Tip-Tronic Auto-shift Power-shift
They all however fall into three categories Manual, Automatic or Semi-automatic (AMT). The gearbox is the
heart of the drive train delivering power to the rear axle and finally to the wheels. Gearboxes are matched to the
engine performance so as to maximize the output as efficiently as possible. Miss matched components fail to
deliver the required results.
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ENGINES
TRANSMISSION
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Clutch Assembly
The clutch assembly is made up of the following components:
• clutch plate
• pressure plate
• thrust bearing
The clutch couples the engine and gearbox into a power generating unit. The clutch needs to be maintained in
good order so that there is no slipping. Slipping of the clutch robs the truck of the power required to deliver the
expected performance.
Clutches vary in their design to suite the intended truck. The different types of clutch are divided into:
• Single plate
• Dual plate
• Mechanical Diaphragm Type Clutches
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MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Prop shaft
A Prop shaft is a mechanical component, transmitting torque and rotation, connected other components of a
drive train that can’t connect directly because of distance or the need to allow for relative movement between
them. The prop shaft assemble is made up of the shaft, yokes, universal joints and carrier bearings.
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ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Side shafts
The side shafts are the driving shafts that transfer the power from the differential to the wheels. The side shaft
is either splined or has a gear affixed to the end for the driving of the planetary gears in the hub reduction.
(See illustration above) The side shaft is driven by the crown wheel that is part of the differential.
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Section 2:
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TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
Side Shaft

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Differential
The differential which forms part of the rear axle consists of a crown wheel and pinion which is the final
reduction that drives the wheel in a vehicle that has a Hypoid type axle. Should the vehicle be fitted with a hub
reduction rear axle then there is a secondary reduction in the wheels! (Extra heavy work- loads)
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TRUCK CATEGORIES
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ENGINES
TRANSMISSION
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Rims
The selection of the correct rims and tyres for the application is critical as the wrong tyre fitment will jeopardize
the performance of the vehicle.
There are various types of rims that are used. While most of the vehicle manufacturers have moved to the
tubeless tyres and rims some still use the three piece and five piece rims on the smaller vehicles. The three
piece and five piece rim is made up of the below mentioned components.
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Section 2:
MAJOR COMPONENTS
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Tyres
The total load is ultimately carried by the tyres that are fitted to the vehicle. For this reason the tyring must be
correct for the load and the application. Being familiar with the requirements for tyring will assist the sales
executive in discussion during the needs analysis investigation. Understanding how to read the tyre
manufacturers specifications from the tyre data book will assist in establishing an understanding of how load
indexing is applied. Wheels are the last component of the drive train by transmitting the power from the engine
to the surface of the road. Good tyring is essential for peak performance.
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Section 2:
MAJOR COMPONENTS
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Suspension
Different manufactures use suspension units that are most suited to their truck and suitable for the type of
application. The suspension units fall into the following categories:
Steel suspension leaf springs
 Multi-leaf spring pack (Over-slung or under-slung)
 Single parabolic leaf spring (Over-slung or under-slung)
Air suspension
 Air bag suspension
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COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
The selection of steel or air suspension depends on a number of factors i.e. Comfort of ride, load ability, roll
factor, stiffness etc.
Air Suspension
Air suspension unit is used in the transportation of goods that are fragile and require a softer ride. Comfort of
ride for long distance driving is also popular as there is less driver fatigue. The air bags are able to be pumped
to the required pressure so that the unit is uniform in height protecting the axles from becoming overloaded.

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Multi-leaf spring packSingle parabolic leaf spring
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CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
Leaf Springs
A leaf spring is a simple form of spring commonly used for the suspension in wheeled vehicles. Originally
called a laminated or carriage spring, it is one of the oldest forms of springing.
A leaf spring takes the form of a slender arc-shaped length of spring steel of rectangular cross-section. In the
most common configuration, the centre of the arc provides location for the axle, while loops formed at either
end provide for attaching to the vehicle chassis. For very heavy vehicles, a leaf spring can be made from
several leaves stacked on top of each other in several layers, often with progressively shorter leaves. Leaf
springs can serve locating and to some extent damping as well as springing functions. While the interleaf
friction provides a damping action, it is not well controlled and results in stiction in the motion of the suspension.
For this reason, some manufacturers have used mono-leaf springs.
A leaf spring can either be attached directly to the frame at both ends or attached directly at one end, usually
the front, with the other end attached through a shackle, a short swinging arm. The shackle takes up the
tendency of the leaf spring to elongate when compressed and thus makes for softer springiness.
Under and over slung setups.

Braking
Braking on a commercial vehicle is either full air or Air over hydraulics.
To be familiar with the two systems will allow the sales executive the information so that he/she is able to
negotiate the transaction with the customer more professionally. Apart from the type of braking it is important
to know how the dual line braking system on the vehicle that they are selling functions.
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BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
Full air fitted to the Hino 700 series
This system is the most popular as it is easier to
maintain and is very efficient. Problems in the
system of braking are easier to detect. The
system works by suppling air from a compressor
into a storage tank which at a certain pressure
releases the spring parking brake and frees the
wheels. When the pedal is depressed the total
pressure that has been stored in the reservoir is
used to overpower the service pressure and the
brakes are applied. Should the pressure in the
system drop below a predetermined level then
the brakes are automatically applied.
Air over hydraulics fitted to the Hino 500 series
This type of system has hydraulics as the primary source of braking with the support of air to soften the pedal
operation. This system has two separate systems incorporated into one. This type of system if used is found
mainly on the smaller range of vehicle.

When the brake is applied, the movement pushes against a small spring which pushes against an air valve,
opening it to allow atmospheric pressure air to flow into the "supply" chamber of the booster. Once the pedal
stops advancing forward, the air valve closes again and can open further to allow more air in for continued
boosted braking. Since the pressure becomes higher in one chamber (or "supply" chamber), the diaphragm
moves toward the lower pressure chamber (or "vacuum" chamber) with a force created by the area of the
diaphragm and the differential pressure. This force, in addition to the driver's foot force, pushes on the master
cylinder piston. When the pedal is allowed to return to rest, the air from the supply chamber escapes to the
vacuum chamber and can then flow towards the source of vacuum.
Dual system
This system has a split air supply system either front and back on opposite sides or as a front and rear
independent system.
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TRUCK CATEGORIES
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TRANSMISSION
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SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
Vacuum Servo braking
The vacuum booster or servo is used in most modern
hydraulic brake systems containing four wheels. The vacuum
booster is attached between the master cylinder and the
brake pedal and assists braking force applied by the driver.
The units consist of a hollow housing with a movable rubber
diaphragm across the centre, creating two chambers.
Attached to the intake manifold of the engine or vacuum
pump, the pressure in both chambers is lowered. The
equilibrium created by low pressure in both chambers keeps
the diaphragm still until the brake pedal is depressed. A
return spring keeps the diaphragm in the starting position
until the brake pedal is applied.

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Cabs
During this section we will be looking at the different types of cabs and chassis designs that are currently
on the South African markets. There are three types of cab derivatives on the road. They are:
Forward Control Cab
The Forward control cab is often referred to as
the cab over which refers to the position of the
engine in relation to the driver. In this vehicle
the driver sits over the engine. This unit is
distinguishable by the flat front. This unit comes
in sleeper type, semi-sleeper and day cabs.
Normal Control Cab
The Normal control cab is the unit where the
driver assumes a normal driving position
behind the engine behind a firewall. This
unit is distinguishable by the long bonnet.
Semi-forward Control Cab
The semi-forward cab is the unit
where the engine protrudes into the
cab and is accessible from inside the
vehicle. This unit is distinguishable by
a short bonnet or nose.
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Section 2:
MAJOR COMPONENTS
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Chassis
Tipper chassis
The tipper chassis is normally stiffer in design than the long wheel base truck because of the hard work
environment. The chassis members are made of a heavier gauge “U” frame and often have flitching or
stiffeners to strengthen the construction. The flitching may be seen on the inside of the chassis rail.
Long wheel base chassis
The long wheelbase or freight carrier chassis is lighter in construction as the load is spread over a larger
surface area. The long wheelbase vehicle has to be more flexible as the axles are further apart and often
have to negotiate undulations in the road.
Truck tractor wheelbase
The truck tractor chassis is short and has to carry the full load in a point loading situation. The strengthening
of the chassis at the point of loading where the 5th wheel is to be situated is achieved by using flitching, a
sub-frame and mounting plates.
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Section 2:
MAJOR COMPONENTS
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Electrical Components
An engine control unit (ECU) is an electronic control unit that controls a series of actuators on an internal
combustion engine to ensure optimal engine performance. It does this by reading values from a multitude
of sensors within the engine bay, interpreting data using multidimensional performance maps (called lookup
tables), and adjusting the engine actuators accordingly. Before ECUs, air-fuel mixture, ignition timing, and idle
speed were mechanically set and dynamically controlled by mechanical and pneumatic means.
Control of Air/Fuel ratio
For an engine with fuel injection, an engine control unit (ECU) will determine the quantity of fuel to inject based
on a number of parameters. If the throttle position sensor is showing the throttle pedal is pressed further down,
the mass flow sensor will measure the amount of additional air being sucked into the engine and the ECU will
inject fixed quantity of fuel into the engine (most of the engine fuel inlet quantity is fixed). If the engine coolant
temperature sensor is showing the engine has not warmed up yet, more fuel will be injected (causing the
engine to run slightly 'rich' until the engine warms up).
Control of idle speed
Most engine systems have idle speed control built into the ECU. The engine RPM is monitored by
the crankshaft position sensor which plays a primary role in the engine timing functions for fuel injection, spark
events, and valve timing. Idle speed is controlled by a programmable throttle stop or an idle air bypass control
stepper motor. A full authority throttle control system may be used to control idle speed, provide cruise control
functions and top speed limitation.
Control of variable valve timing
Some engines have Variable Valve Timing. In such an engine, the ECU controls the time in the engine cycle at
which the valves open. The valves are usually opened sooner at higher speed than at lower speed. This can
optimize the flow of air into the cylinder, increasing power and fuel economy.
Electronic valve control
Experimental engines have been made and tested that have no camshaft, but have full electronic control of the
intake and exhaust valve opening, valve closing and area of the valve opening. Such engines can be started
and run without a starter motor for certain multi-cylinder engines equipped with precision timed electronic
ignition and fuel injection. Such a static-start engine would provide the efficiency and pollution-reduction
improvements of a mild hybrid-electric drive, but without the expense and complexity of an oversized starter
motor.
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Section 2:
MAJOR COMPONENTS
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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YOU’RE OFF TO A GREAT
START.
The moment you slide behind the
wheel of your new Hino you know
you’ve made the right choice.
Every Hino truck is conceived,
designed and engineered under
three strict brand attributes:
Quality, Durability and Reliability
(QDR).
Combined with our relentless drive
for technological innovation and
investment in R&D, you can trust
Hino to deliver superior
performance, fuel efficiency and
ROI for you over the long haul.
You will enjoy the ride ahead even
more knowing that continually
improving safety, economy and
environmental responsibility are
guiding company principles.
ALWAYS AT YOUR SERVICE.
Longer trucking life, lower overall
business operating costs; that’s the
way we drive our entire approach
to servicing and maintenance.
That’s why servicing your truck at a
Hino genuine dealer matters.
All Hino service technicians are
highly skilled professionals. Our
network of premium service keeps
expanding. We will make sure your
truck runs and keeps running.
No costly mistakes or breakdowns,
just outstanding long term service.
For even greater peace of mind,
you have the option of a Service
Agreement.
HELPING YOU MAKE BETTER
BUSINESS DECISIONS.
We’re here to help you run your
business more efficiently and
profitably. Now you can be linked
to your trucks or fleet 24/7 in real
time, receiving reports on
everything that counts. All the
vitally important, highly detailed
data that can build your business.
Optimising safety. Analysing and
comparing driver performance. Up
to the minute, pinpoint-accurate
truck locations. Plus a wealth of
associated fleet intelligence which,
when harnessed and cross
analysed, can dramatically improve
your operational efficiency and
business decision making.
ONE BIG GROUP DRIVEN TO DO MORE FOR YOU.
It’s a good feeling knowing that whenever you have a service or mechanical need, HINO South
Africa has the largest footprint of dealerships ready to assist you. We are proud to be part of
the Toyota Group of Companies, one of the world’s most customer focused corporations.
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Section 2:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

A GENUINE OPERATING
ADVANTAGE.
Give your business an advantage
when using our competitively
priced Hino genuine parts. Every
single one has been designed,
engineered and tested to meet the
original manufacturing standards
and will fit first time, every time.
Providing you with the overall
reassurance your truck will never
let you down, no matter what
conditions you put it through.
Similarly, Hino genuine
accessories are engineered to
exceed the toughest of conditions,
so you can
rest assure you are getting the
best quality. And if you get your
Hino genuine parts or accessories
fitted by an authorised Hino
dealer, you’re fully covered for
parts and labour for three years*
no matter how far you travel.
FINANCING YOUR GROWTH.
Don’t be surprised that with all
this valuable business help, that
you’ll soon be in a position to
expand and grow.
Backed by the strength of
Toyota Finance, Hino Financial
Services offers a range of
flexible finance options - such as
a Hino Business Vehicle Loan or
Hino Fleet Financing.
There is no smarter way to
finance a truck best designed to
suit your business needs.
TAKING CARE OF YOU
PERSONALLY.
The in-house Hino Care Centre
provides customers with a
complete support solution by
connecting you directly to the
centre of operations. Giving you
access to every part of Hino
Advantage quickly and easily.
Whether you have a specific
detailed question about the Hino
model range, or simply want
information or advice, you’ll have
your call answered by real people
who take a real interest in you and
your business.
Our experienced trained Care
Centre representatives are
always happy to help.
GOING THE EXTRA MILE.
Flat tyre in the middle of nowhere?
Trust Hino to be there to help with
Hino Roadside Assist.
Manned by top professionals and
operating 24/7.
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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Maintenance contracts
Maintenance contracts have become popular in the transport industry because of the regulatory effect it has
on the customers running cost calculations. The necessity to have a mechanic employed has been largely
eliminated so overheads for workshop personnel and facilities no longer need to feature in the vehicle running
cost calculations.
With a vehicle service contract, the contract holder is covered when their vehicle experiences a mechanical
breakdown or failure that is addressed by the vehicle service contract.
The process varies throughout the industry, but, typically, you simply have the repair facility of your choice,
employing an ASE certified technician, contact the provider's claims centre to report the claim prior to repairs.
The claims representative then works with the service centre to ensure that they receive their payment and
that your vehicle is repaired.
If you are unsure of where to take your vehicle for repair, you can typically contact the administrator of your
service contract for guidance.
The terms of the agreement should make clear that certain costs are covered and certain costs may not be
covered. In some cases, the contract holder may need to pay a deductible. The vehicle components that are
specified for coverage in your agreement should be covered completely provided regular maintenance has
been properly performed as defined by the terms and conditions of your vehicle service contract.
A vehicle service contract can offer peace of mind and several other benefits to truck owners. Knowing that
many of your repair costs will be covered can ease any tension about owning a truck. Similarly, unexpected
repair costs are minimized because of coverage - making it more affordable to own and maintain a vehicle.
Your vehicle is a big investment and the longer it stays in great working condition, the more value you get from
your investment. Vehicle service contracts are designed to protect your investment by keeping your vehicle in
good, drivable shape without you having to incur a lot of extra, unexpected repair costs that you might
otherwise have difficulty paying.
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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Service plans
Service plans are in place to provide the customer with servicing options without having to lay out large sums of
money. Payment of the plan over a measured amount of time levels out the cash flow projections. Service plans
however cover only the consumables that would be regarded as normal wear and tear. Any other parts
replacements required would be for the customer’s account. In some instances the service plan and
maintenance plans can be incorporated into the lease agreement. This is called a “Full maintenance leasing
plan.”
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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Service Intervals
The time between services on a vehicle are determined by the manufacturer and are enforced by nullifying
the warranty if the time table is not adhered to. The service intervals may vary on a similar vehicle if the
application that the customer works in is more arduous (dusty conditions or extreme loading conditions)
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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Warranties
All products that is sold carries a warranty of some sort. The warranty is put forward by the
manufacturer showing faith in the product that has been introduced into the market.
Warranties are at the discretion of the manufacturer and are enforced under the Consumer
Protection act. It is important to make sure that you are familiar with the warranties that are
offered by the various suppliers you deal with and of availing yourself with the information.
Add on ancillary
equipment carry a
separate warranty.
It is important when
selling a vehicle that
this is discussed
with the customer.
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Section 3:
SERVICE & SUPPORT
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Know your opposition is a slogan often used in the industry. During the Second World War to know your
opposition is to understand him so that you could defeat him. Today we need to know the enemy so that we
are better prepared to do battle in the market place. Competitor comparisons and how to prepare them is an
important tool to be able to develop. Let us look at a competitor comparison.
In attempting to sell against your competitor you will first need to conduct a survey into the operation of the
various competitors. Things to consider are the following:
 Main competitors
 SWOT analysis of your competitor and of the organisation and product that you are selling
 Pricing advantages or disadvantages
 Strategies used for the target marketing
 Features of the product that you are selling and the competitor’s.
 Performance returns
Standard fitments and after- market fitments.
When doing a comparison between makes it is important to establish what equipment is fitted as standard and
what is required to be fitted after- market to bring the vehicle up to the same specification. Value for money in
the purchase, is selling the customer on what he receives as standard fitment on the vehicle that you are
selling.
Example 1:
Selling a tipper to a customer where the opposition has a vehicle fitted standard with a PTO and controls.
Make sure that you do not quote the customer as an extra as it will cause the customer to view the opposition
vehicle in a more positive light.
Example 2:
The customer has need of a large body necessary for the transport of bulky items. You have a vehicle that has
a long enough wheelbase and the opposition has to do a chassis extension use this as a positive in your
selling approach.
By doing a proper and thorough comparison you are able to set the stage for converting more prospects into
sales.
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Section 4:
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

Competitor Range
The global commercial vehicle market is intensely competitive. The market is competed with at the highest
level by some of the biggest global companies. These companies keep abreast of all the latest trends and
technology, which keeps with market very progressive.
Many factors are considered when purchasing a commercial vehicle from a specific manufacturer. We will aim
to explain these considering factors in more detail, as well as showing some strengths and weaknesses per
brand.
The Hino Total Support programme, with its self-explanatory slogan of becoming a Partner of the Customer,
which was rolled out globally two years ago by the leading Japanese truck manufacturer
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Section 4:
Dominant brands:
• HINO
• ISUZU
• Nissan / UD
• Mercedes Bends
• Volvo
• Scania
• MAN
• Iveco
• TATA
Considering factors:
• Reliability
• Safety
• Comfort
• After Sales Service
• Dealer Networks
• Purchase price
• Running cost
• Second hand value
• Perception & Brand Value
• Client partnership
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Factor 1 Star 2 Star 3 Star 4 Star 5 Star
Reliability ***
Safety ****
Comfort ***
After sales service ***
Dealer networks ***
Purchase price ***
Running cost ****
Second hand value **
Brand value & equity ***
Client partnership ****
Considering factors:
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ***
Safety ***
Comfort ****
Dealer networks ***
Purchase price ***
Running cost ****
Second hand value ***
Brand value & equity ****
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability *****
Safety ****
Comfort *****
After sales service ****
Dealer networks ****
Purchase price **
Running cost ***
Brand value & equity *****
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ***
Safety *****
Comfort ****
Dealer networks **
Purchase price **
Running cost ***
Second hand value **
Client partnership ***
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ****
Safety ****
Comfort ****
Dealer networks ***
Purchase price ***
Running cost ***
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ****
Safety ****
Comfort ***
Dealer networks **
Purchase price ***
Running cost ***
Brand value & equity **
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ****
Safety ***
Comfort ***
After sales service ****
Dealer networks **
Purchase price ***
Running cost ***
Brand value & equity ****
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability ***
Safety ***
Comfort ***
Dealer networks **
Purchase price *****
Running cost ***
Brand value & equity **
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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Section 4:
Reliability *****
Safety ****
Comfort ****
After sales service *****
Dealer networks *****
Purchase price ****
Running cost ****
Second hand value ****
Brand value & equity *****
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES
How does HINO stack
up against competitors
The Hino Total Support
programme, with its self-
explanatory slogan of
becoming a Partner of the
Customer, which was rolled
out globally is starting to
differentiate the HINO brand
from their competitors.

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Section 4:
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

DIMENSIONS
FOH (Front over hang)
Dimension from the front bumper to the centre of the front axle.
BBC (Bumper to back of cab)
Dimension from the front bumper to the back of the cab.
Cab gap
The distance between the back of the cab and the front of the mounted body. (Prevent cab to rear body contact)
BW (Back wheel width)
Outer track- measures the distance between the dual rear wheels from the outside of the outer wheels.
CA (Cab to axle)
The dimension from the back of the cab to the centre line of the rear axle. This dimension is important when
determining the body application or 5th wheel mounting and mass distribution.
CE ( Cab to end of chassis)
Dimension from the back of the cab to end of standard frame. Used primarily for the length of body to be fitted.
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Section 6:
TERMINOLOGIES
Terminology and Definitions
Selling in the transport industry presents many challenges to the new salesperson entering into the market
for the first time. One on the strange characteristics that will require attention is the understanding of the
language used. Each industry has its own dialect so to speak. The IT industry talks about interfacing, data
access, micro processing etc. so also the transport industry has its own language.
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

MASSES
Allowable body/payload
Mass rating designated by the manufacturer for the model types that are later fitted with some kind of body. This
is the combined allowance for total mass of the body and payload.
Allowable payload
Maximum load which may be carried on a truck without exceeding the manufacturers or component rating or limit.
Load body
The part of the vehicle used for the transportation of the goods (loading platform). The body is usually fitted to the
chassis cab after purchase because of the variety of options available and the suit the customer’s needs.
Curb weight/ Tare weight
Truck weight without load or driver including fuel, oils, coolant and all items of standard or optional equipment.
GVM (Gross vehicle mass)
The gross vehicle mass of the vehicle fully loaded as specified by the manufacturer.
GCM (Gross combination mass)
Actual vehicle mass at the ground with a trailer or trailers including equipment and payload. (Manufacturer rating)
Payload
Mass or commodity being transported on the loading surface of the vehicle.
Weight Distribution
Portions of vehicle total weight supported by each axle. Predetermination of the distribution of vehicle, equipment,
and payload weight is a critical requirement in selecting a truck or tractor for a particular operation.
Tow hitch
Hook mounted on the trailer or truck used to couple on a full trailer.
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

DIMENSIONS (CONTINUE)
OAL (Overall length)
Overall length of the chassis measured from the front bumper to the end of the frame.
OH (Overall height)
Height of the chassis, from ground to top of cab. (not to be confused with maximum permissible height)
OW (Overall width)
Width of the chassis from the widest part of the cab. (not to be confused with maximum permissible width.)
WB (Wheelbase)
The distance between the centrelines of the front and rear axles. For trucks with tandem rear axles, the
centreline is midway between the two rear axles.
ROH (Rear over hang)
Overhang of the vehicle measured from centre of rear axle to end of chassis or fitted body whichever is greater.
Axle spread
This is the distance measured between the centre of the axles that make up the group.
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

ENGINE
Brake, Engine
Braking device using the compression of the engine as a retarding medium.
Compression ratio
The volume of the combustion chamber and the cylinder when the piston is at the bottom of the stroke divided
by the volume of the combustion chamber when it is at the top of the stroke.
Diesel Particulate Filter
Diesel engines produce small particles in the exhaust that are trapped in a particulate filter and then burned off
more completely to produce a clean exhaust.
Displacement
Engine displacement is the volume of displacement by the piston during one stroke multiplied by the number
of pistons multiplied by .785 (bore2 x .785 x stroke x number of cylinders)
Fuel injection
A system that injects fuel directly into the combustion chamber giving the engine greater efficiency.
Common Rail System
This system pressurises a common tube to extremely high pressure by means of the injector pump and all of
the injectors are fed off of the common rail.
Horsepower
A measure of the amount of work that can be done by an engine in a certain amount of time. Originally it was
determined that a single horse could move 33000 lbs. one foot in one minute.
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

ENGINE (CONTINUE)
Power Curve
A graphic illustration of maximum output of power and torque at all operating speeds. Curves are gathered
from data obtained by running a sample engine on an dynamometer. Net power figures are used in vehicle
Stroke
The distance travelled by a piston in a cylinder during ½ revolution of the crankshaft.
Torque, Engine
Engine torque is the amount of twisting effort exerted at the crankshaft by an engine. The unit of measure is
newton meters, which represents a force acting at right angles at the end of an arm one meter long.
Torque, Gross
The maximum torque developed by an engine without allowing for the power absorbed by the engine’s
accessory units such as fan, water pump, generator. Gross torque is used to determine gross horsepower.
Torque, Net
The torque available at the flywheel of the engine after the power required by the engine accessories (fan,
water pump, generator, etc.) has been provided.
Turbocharger
A rotary compressor that pressurizes engine intake air driven by the flow of exhaust gases. It raises the
pressure in the combustion chamber to increase the power of the engine.
Intercooler
This unit cools the air from the turbocharger before it is taken into the combustion chamber, so that there are
more oxygen molecules in the volume of air, allowing a better combustion.
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

TRANSMISSION / GEARBOX
Transmission
A transmission contains a number of gears that, when a connection is made between a specific set, provide a
choice of ratio. Connection is made by sliding the teeth of one gear into mesh with another, or by engaging a
tooth-type clutch that has one part fastened to a gear already meshed to another, and the other part splined to
a shaft. Synchromesh transmissions use gear speed synchronizers to ease engagement.
Gear Ratio
The number of revolutions that a driving gear has to turn to move the driven gear one revolution.
Helical gears
Gears with slanted teeth usually used in transmissions. The teeth are positioned diagonally across the face of
the gear for quieter operation and more gear tooth contact.
Overdrive transmission
A transmission where the high gear ratio is less than 1:1. This permits the truck under favourable conditions to
maintain a higher road speed at lower engine rpm.
Planetary Drive
Gear reduction system with sun gear transmitting reduction through planetary gears to main output shaft. This
type of gear set is typically used with conventional automatic transmissions. (See page 31)
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

TRANSMISSION / GEARBOX (CONTINUE)
Power Take-off (PTO)
A device usually mounted on the side of the transmission or transfer case, or off the front of the crankshaft,
used to transmit engine power to auxiliary equipment such as pumps, winches, etc.
Retarder
This unit is used to assist the braking of the vehicle. The unit is normally fitted between the gearbox and the
differential. The most popular is the electromagnetic braking caused by reversing the polarity so that it acts
against the rotation of the prop shaft and slows the vehicle.
Intarder
This unit is fitted to the gearbox of the vehicle and operates on the flow of oil from the transmission which is
forced through a vanned impellor causing a resistance and slows the vehicle down.
Reduction
Indicates the slower output speed resulting from a ratio proportion (faster on reductions less than 1)
Synchromesh Transmission
A transmission with mechanisms for synchronizing the gear speeds, so that the gears can be shifted without
clashing, which eliminates the need for double clutching.
16%
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

100%
Completed
FINAL DRIVE (DIFFERENTIAL)
Differential
(A) Standard gear assembly on the drive axle that allows the wheels to turn at different speeds.
(B) No-slip/ limited slip assembly on drive axle will not permit one wheel to spin while the other is motionless.
Hypoid gears
Hypoid gears and pinions have a tooth form that permits the drive pinion to mesh with the driven gear below
the centre of the driven gear.
Hypoid differential
Differential gears come in two different designs – hypoid and spiral bevel. With the advent of hypoid
differentials, the usual lubrication had to be upgraded to “hypoid rated” to deal with the sliding action between
the gears and the resulting increases heat and wear.
Differential lock
This unit locks the axle into a solid unit and is used for the moving of the vehicle in a straight line if traction on
the driven wheel of the axle is insufficient.
Non- spin differential
A differential lock, diff lock or locker is a variation on the standard automotive differential. A locking differential
provide increased traction compared to a standard or "open" differential by restricting each of the two wheels
on an axle to the same rotational speed without regard to available traction or difference in resistance at each
wheel.
Transfer box
The unit allows power to be divided when using an all drive vehicle. It allows the front axle and the rear axles
to work in sync.
Differential cross lock
This unit unites the dual driving axles in a single unit, allowing each of the axles to receive 25% of the torque
power. This for extreme operating conditions. Only to be used in pulling in a straight line.
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Completed
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

CHASSIS
Front track
Axle width is the distance between the front wheels measured from the centreline of the front tyres.
Axle, Full floating
The full floating axle shafts have nothing to do but drive the wheels. The housing supports the entire rear mass
through double opposed wheel bearings which absorb, the wheel and load stresses.
Axle, Semi-floating
The inner shaft is carried on an extension of the differential. The outer or wheel bearing being carried directly
on the axle shaft.
Cross member
Structure that connects the side rails of the frame/chassis
Deflection rate
The deflection rate of the spring is the force required to compress the spring a distance of 25mm. For torsion
springs this distance is measured at the end of the control arm attached to the spring.
Fifth Wheel
Load supporting plate mounted on the frame of the vehicle. Pivot mounted it couples to the king pin of the
semi-trailer providing a flexible mounting between truck tractor and trailer.
Section Modulus
A measure of the strength of frame side rails determined by the cross-section area and shape of side rails.
Spiral Bevel Gears
Gears with spiral-shaped teeth used primarily to change the direction of transmitted power, such as from the
propeller shaft to axle shafts.
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

CHASSIS (CONTINUE)
Springs, Auxiliary Type
Springs that do not come into operation until the predetermined load is placed on the chassis. They are
designed to provide riding comfort whether the truck is empty or under partial load.
Springs, Progressive Type
Springs that supply a variable spring rate to provide a good ride with both light and heavy loads.
Springs, Semi-Elliptical
Springs basically consisting of one main leaf with eyes at each end for connection to spring shackles and
brackets and a number of shorter leaves of uniformly decreasing length shaped in the form of an arc.
Universal Joint
A particular coupling that permits a driving shaft to operate between two power train units that are not always
in alignment with each other or subject to movement.
Weight, Sprung
The weight of those things supported by the springs, such as frame, engine, body, payload, etc.
Weight, Un-Sprung
The weight of components such as tyres, wheels, and axles that are not supported by the springs.
Yield Strength
Yield strength is the maximum amount of stress in pounds per square inch to which material, for example, as
in a frame, may be subjected through loading and return to its original shape upon removal of the stress;
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Completed
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Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

CABINS
Cab
The part of the vehicle that encloses the driver and vehicle operating controls. The cab term includes all of
the structure that makes up the cab.
Normal control cab
This is the cab design where the engine is located ahead of the cowl. Term may be applied to the basic
cab structure only or may include front fenders, bonnet and grille.
Cowl
The front part of the automotive cab or body, directly below the base of the windshield and the dash panel.
Air Resistance
A measurement of the drag or retarding effect of the air turbulence produced by a vehicle in motion.
Because it varies theoretically as the square of the speed, it affects the vehicle from reaching top speed
as well as the gradeability at high speeds.
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Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

BRAKING
Disc Brakes
Brakes containing discs which rotates with the wheel. A calliper grabs the disc to stop the wheel from turning.
Drum Brakes
A brake assembly with brake shoes, which are pressed against a brake drum to stop the wheels from rotating.
Spring Brakes
Spring brake boosters are fitted to the braking system on the wheels and activate the braking of the vehicle
should there be a fall in pressure in the air tanks due to compressor or Suzy hose failure.
Wedge & “S” Cam Braking
Method employed to move the brake shoes in the drum brake system into an applied mode. Wedge forces the
shoes open on the pivot where the “S” cam rotates the shaft to move the brake shoes into the applied mode.
Automatic slack adjusters
These are fitted to the “S” cam type shafts to take up any slack created by the wearing of the brake linings.
This action allows the braking to be at it’s optimum by reducing the amount of travel necessary before the
brake shoes become engaged with the drums.
Air over hydraulic brakes
The primary braking system is hydraulic and assisted by the air pressure release from the reservoir so that the
braking is more effective and relieves pressure on the foot pedal.
Turning Radius
Half the distance across the smallest circle in which a truck will turn. Can be measured from the centreline of
the outside front tyre or the outside of the front bumper.
Wheel track
The distance between the centres of tyres at the points where they contact the road surface. Duals are
measured from the centre of dual wheels.
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Completed
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Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

TYRING AND WHEELS
PR (Ply Rating)
A measure of the strength of tyres based on the strength of a single ply of designated construction. An 8-ply
rating does not necessarily mean that 8 plies are used in building the tire, but simply that the tyre has the
strength of 8 standard plies.
Tyre Load Capacity
The maximum recommended load that may be carried by the tyres. Altering the size of the tyres on a vehicle
will have a direct bearing on the load that can be carried.
Wheels
DRW: Dual Rear Wheels
SRW: Single Rear Wheels
Tubeless tyres
Tubeless tyres are the most popular tyre used in the industry. They require no tubes to be fitted so are lighter.
It is important that the rims that the tyres are mounted onto are in good condition as the side of the rim forms
the seal preventing the escape of air from the tyre.
Radial ply tyres
The radial ply of the tyre runs around the circumference of the tyre which gives the vehicle a better ride.
Cross ply tyres
The cross ply design has the plies running across the width of the tyre in manufacture.
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Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

ELECTRONICS
Bluetooth
The wireless technology that allows data to be transmitted between devices at short range. For drivers it
allows them to pair a phone to a Bluetooth system in the vehicle and operate it without having g to hold it.
Bluetooth for phone enables drivers to hear phone calls through the audio system or stream music from their
mobile devices into the audio system.
Telematics
Telematics as an interdisciplinary field that encompasses telecommunications, vehicular technologies, road
transportation, road safety, electrical engineering (sensors, instrumentation, wireless communications, etc.),
and computer science (multimedia, Internet, etc.). Hence the application of telematics can involve any of the
following
 the technology of sending, receiving and storing information via telecommunication devices in
conjunction with affecting control on remote objects
 the integrated use of telecommunications and informatics for application in vehicles and with control of
vehicles on the move
 GNSS technology integrated with computers and mobile communications technology in automotive
navigation systems
 (most narrowly) the use of such systems within road vehicles, also called vehicle telematics
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Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

DIESEL TERMINOLOGY
Additive: A chemical added to fuel to enhance one or more of its properties.
BTU: British Thermal Unit, a measure of the energy content of a fuel.
Flash Point: the lowest temperature at which vapours from a fuel will ignite on application of a small flame
under standard test conditions.
Gelling: Thickening of the fuel caused by wax crystals which form as the fuel cools down.
High Sulphur Diesel Fuel: Contains greater than 0.05% weight (500ppm) sulphur.
Icing: The formation of ice crystals in a fuel containing free water when cooled to 32°F or below. Although ice
crystals will plug filters in the same manner as wax, it is important to determine which problem is occurring so as
to take proper corrective action.
Kerosene: A class of light petroleum distillate fuels, such as those used in aviation turbine engines, certain
heating appliances, and for blending winter diesel fuel. There are two different grades: 1-K is a special low
sulphur kerosene suitable for non-flue-connected applications; 2-K is a high sulphur kerosene suitable for flue-
connected applications. The blending of kerosene into diesel fuel to improve cold temperature performance
adversely affects the BTU content of the diesel fuel.
Low Sulphur Diesel Fuel: Contains less than 0.05 % weight (500 ppm) sulphur and meets other EPA and IRS
requirements for highway use.
No. 1-D Diesel Fuel: A lighter, kerosene-based diesel fuel having a lower viscosity, density, cloud point, pour
point, and less BTUs per gallon than No. 2-D diesel fuel. It is used for extremely low temperature operation and
is commonly blended with No. 2- D diesel fuel to improve No. 2-D low temperature operation.
No. 2-D Diesel Fuel: The standard grade of diesel fuel used in heavy duty trucks, diesel cars, and marine
applications. No. 2-D diesel fuel is sometimes blended with No. 1-D diesel fuel to improve No. 2- D’s cold
temperature performance.
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Completed
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Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

GENERAL TERMINOLOGY
Centre of gravity
Point where the weight of the truck/or body and payload appears to be concentrated and if suspended at that
point would balance front and rear.
Geared speed
The vehicle speed based on engine rpm, transmission gear ratio, rear axle ratio and tyre size.
Gradeability
Ability of a truck to negotiate a given grade at a specific GVM or GCM
Maximum speed
Vehicle speed under full load condition. Speed is calculated using level road conditions. When vehicle power is
great enough, exceeding geared Km/hr the geared speed becomes the maximum speed.
Powertrain
A name applied to the group of components used to transmit engine power to the wheels. The powertrain
includes clutch, transmission, universal joints, drive-shafts, and rea-axle gears.
Road Rolling Resistance
A measure of the retarding effect of the road surface to forward movement of the vehicle and varies with the
type and condition of the road. The rolling resistance factor may vary from 1.25 to 10 depending on the type of
terrain. Sandy roads would have a factor of up to 10 where a concrete road would have a factor of 1.25.
Rolling Radius (Loaded Radius)
Tire-rolling radius is the distance from the centre of the wheel to the road. Static radius applies when the
vehicle is at rest, rolling radius for a vehicle in motion.
Semi-Trailers
A trailing unit that is supported in the rear by its own suspension system and at the front by the towing vehicle.
16%
Completed
100%
Completed
Section 6:
TERMINOLOGIES
COMMERCIAL SEGMENTS
TRUCK CATEGORIES
TRAILERS
MAJOR COMPONENTS
ENGINES
TRANSMISSION
RIMS AND TYRES
SUSPENSION
BRAKING
CABS
CHASSIS
SERVICE & SUPPORT
SERVICE CONTRACTS
SERVICE INTERVALS
WARRANTIES
COMPETITOR RANGE
KEY SELLING FACTORS
TERMINOLOGIES

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