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Cummins Marketing


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Cummins Marketing

  1. 1. 1
  2. 2. The Diesel Engine Manufacturer• Founded in Columbus, Indiana, in 1919 as Cummins Engine Company by Clessie Lyle Cummins• Fortune 500 corporation• Sells in 190 countries• More than 600 company owned distributors• Approximately 600 dealers 2
  3. 3. Rise of CumminsThe Company earned its first profit in 1937.• 1939 - Cummins offered the industrys first 100,000-mile warranty.• 1950 - Cummins had sales of over $100 million and a commanding lead in the market for heavy truck diesels.• 1956 - Cummins opened its first foreign manufacturing facility in Shotts, Scotland.• 1960 - Cummins had expanded its sales and service network to 2,500 dealers in 98 countries. 3
  4. 4. Business Units• Cummins Engine Business• Cummins Filtration (Fleetguard)• Cummins Turbo Technologies (Holset)• Cummins Emission Solutions• Cummins Distribution Business Unit (DBU)• Cummins Power Generation (onan) 4
  5. 5. Major Competitors Major Competitiors• Caterpillar Inc. • Navistar• Deere & Company • Liebherr Group• Detroit Diesel • DMAX (engines)• Deutz • IVECO—Fiat Powertrain• Perkins Engines Technologies• Generac Power Systems • Kirloskar Oil Engines Limited• Kohler Company • Alstom Power Rentals 5
  6. 6. Marketing Strategies• Innovative design• Breakthrough technology• Deliver power• Reduce emissions• Around the globe• By marketing high-quality products through a unique nationwide service organization.• Truckers demanded economy, power, reliability, and durability, and Cummins responded. 6
  7. 7. Marketing Strategies Diversity Supply• Set annual diverse spend targets for all Business Units• Identified the top diverse spend opportunities.• Developed a Pre-Qualification template for diverse suppliers.• Created a detailed process for linking diverse suppliers with Low Cost Country sourcing.• Include Diversity Procurement training in the standard curriculum.• Conducted benchmarking activities.• Increased Cummins participation and active involvement in minority trade shows, conventions and organizations. 7
  8. 8. Marine Products Commercial Propulsion <15 L Commercial Propulsion >15 LAuxiliaries and generator sets 74- 1240 kW Marine Gensets- Cummins Onan -99kW Parts and service 8
  9. 9. Commercial Propulsions K Series Mechanical Product Line•Available with IMO Tier I certification.•Fills a much needed gap for durable, reliable powerwithout electronic controls.KTA19 Commercial Propulsion 373-522 kW (500-700 hp)KTA38 Commercial Propulsion 559-1119 kW (750-1500 hp)KTA50 Commercial Propulsion 559-1119 kW (750-1500 hp) 9
  10. 10. Commercial Propulsions Quantum System Electronic Product Line• Allows for multiple injection events to precisely control the combustion process• QSK engines use advanced in-cylinder combustion technology to meet global emissions requirements without increasing displacement or making significant changes to the engine footprint, mounting orientation, ratings and optional equipment from the KV engines, reducing impact to installation. QSK19 Commercial Propulsion 373-597 kW (500-800 hp) QSK38 Commercial Propulsion 895-1044 kW (1200-1400 hp) QSK50 Commercial Propulsion 1193-1342 kW (1600-1800 hp) QSK50 Commercial Propulsion 1491-2013 kW (2000-2700 hp) 10
  11. 11. Business to Business• Alexander Dennis • JAC Truck• LiuGong • King Long buses• AMW Trucks • Mack Trucks Australia• BelAZ • Motor Coach Industries• Case IH • Navistar International• DAF trucks • New Flyer buses• Dodge Ram • Sport Chassis• Ford F-650 • TATA Trucks• Ford Cargo South America • TATSA Trucks buses• Foton Truck • TEMSA buses• Freightliner • Van Hool motor coaches• GAZelle • VDL Ambassador/Citea• Hyundai Construction • Volvo Trucks North America• IVECO ACCO • Western Star Trucks 11
  12. 12. As if for now… Revenue $18.00 billion USD Net income $1.75 billion USD Total assets $10.4 billion USD Total equity $ 4.67 billion USD Employees 40,000Today, Cummins has more than 5,000 facilities in 197 countries and territories. 12
  13. 13. Reference Reference••• 13
  14. 14. Thank You Presented by Stuart Joy 14