K-series

Cylinder Head
Adrien Yee

November 2018
Confidential
P.O.S.T.
PURPOSE
Showcase cylinder head service options for K19/38/50 engines and how to use them to grow sales

OUTCOME / ASK
Understanding of cylinder head service options and selling strategy
Feedback from each region on sales growth opportunity (offline)

STRUCTURE
Background and history
Kit variants and target segment
Sales growth strategy
Key takeaways and support needed

TIME
15mins presentation, 5 mins for Q&A

Cummins Confidential 2
Cylinder Head Service Parts
Upsell customers to a higher content cylinder head service part options while
not cannibalizing cylinder head assembly sales

New / ReCon
Assembly
NEW Repair Kit 3646323 /
A 3646323RX
5473400
B
5472948
C
5473399

Individual components
(e.g. valves, inserts, guides, etc)

Note: All part numbers displayed are for K19/38/50 engines

Cummins Confidential 3
History of Cylinder Head used on K19/38/50
Production Engine
6S project by first
fit team in 2013

3646324 3646325 3811987 3811988

Obsoleted Supersession Active Cylinder Head 3646323
3640321 3640322
Cylinder Head
3811985 3811986
Intake valve kit 2881836
Intake valve kit 3803518 3803515 3803515 3803515
Exhaust valve kit 3803528
Exhaust valve kit 3803528 3803528 3803529 3803529

Cylinder head assemblies used different valve combos before

supersession and individual components of obsoleted
cylinder head are still sellable and purchased by customers…

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Cylinder Head Service Parts
Upsell customers to a higher content cylinder head service part options while
not cannibalizing cylinder head assembly sales

CYLINDER HEAD 5472948 /

REPAIR KIT / ASSEMBLY 5473399 3646323 5473400
Intake Valve Kits 3803515 2881836 3803518
Exhaust Valve Kits 3803529 3803528 3803528
Intake Valve Inserts 3086193 3086193 3086193
Exhaust Valve Inserts 3086192 3086192 3086192
Valve Stem Guides 3202210 3202210 3202210
New / ReCon
Valve Rotators 3640315 3640315 3640315
Assembly Valve Springs 3643725 3643725 3643725
NEW Repair Kit 3646323 / Valve Spring Retainers 205094 205094
A 3646323RX
5473400
B
Surface wear
5472948 Good Better Best
resistance
C
5473399
Intake valve kit 3803515 2881836 3803518
Tech. Specs Standard Nitrided Tribaloy
Exhaust valve kit 3803529 3803528
Tech. Specs Stellite 6 Inconel

Note: All part numbers displayed are for K19/38/50 engines, one repair kit per cylinder head Cummins Confidential 5
Cylinder Head Service Parts
Upsell customers to a higher content cylinder head service part options while
not cannibalizing cylinder head assembly sales

CYLINDER HEAD 5472948 /

REPAIR KIT / ASSEMBLY 5473399 3646323 5473400
Intake Valve Kits 3803515 2881836 3803518
Exhaust Valve Kits 3803529 3803528 3803528
Intake Valve Inserts 3086193 3086193 3086193
Exhaust Valve Inserts 3086192 3086192 3086192
New / ReCon Valve Stem Guides 3202210 3202210 3202210
Assembly Valve Rotators 3640315 3640315 3640315
NEW Repair Kit 3646323 /
Valve Springs 3643725 3643725 3643725
A 3646323RX
Valve Spring Retainers 205094 205094
Prime power,
5473400 Standby All Mining,
B Applications
Generator, Applications Commercial
5472948 Fishing Marine
C
5473399 Price
$ $$$ Uptime
sensitive

Note: All part numbers displayed are for K19/38/50 engines, one repair kit per cylinder head Cummins Confidential 6
Selling guidelines in 3 steps

1. Who are your key external customers?

2. Which parts are they buying?
a) Which intake and exhaust valves are currently purchased by
the customer?
b) Which other cylinder head repair parts (e.g. valve guide,
inserts, etc) are purchased together?
3. What part option (New/ReCon Assembly or Repair Kit) could
customer upgrade to for better value and grow our part sales?

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 3.

1.

2.

Note: DBU out sales for cylinder head assembly or repair parts 8
 3.

1.

2.

Note: DBU out sales for cylinder head assembly or repair parts 9
 3. Do nothing?

1.

2.

Note: DBU out sales for cylinder head assembly or repair parts 10
Cylinder Head Service Parts
Upsell customers to a higher content cylinder head service part options while
not cannibalizing cylinder head assembly sales

New / ReCon
Assembly
NEW Maximum 3646323 /
Repair Life 3646323RX
Extended 5473400
Kit Life All Applications
Prime power,
5472948
Mining,
Basic Commercial
All
5473399 Marine
Applications
Standby Digital / Printable Brochure Webpage (parts.cummins.com)
Generator,
Fishing Material and sales guidance shared thru distributor communication (PPC5555)

Note: All part numbers displayed are for K19/38/50 engines, one repair kit per cylinder head Cummins Confidential 11
Key takeaways
• Proliferation of K-series cylinder head assemblies led to 6S project in
2013 to reduce logistics cost, from four parts to one (3646323)
• Customers still able to buy all individual components of the obsoleted
cylinder head assemblies
• Bundled repair kits as good/better/best service options in addition to
assemblies based on application duty cycle and repair practices
• Sales data analytics across regions reveals opportunities to grow
sales through upsell
• Marketing communication packet ready (PPC5555, brochure,
webpage)
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