go-to-market strategies: breaking down...
TRANSCRIPT
» Leading North American
manufacturer of light- and
medium-duty natural gas
vehicle solutions.
» 1st company Ford established
as a Qualified Vehicle
Modifier (QVM) for alternative
fuels.
» With over 22,000 conversions
to our credit, Westport has
helped hundreds of fleets
successfully implement
alternative fuel systems.
» There are 8 critical aspects –
I’ll highlight 4 today.
/// 2
Overview:How We Help Fleets Make Informed Decisions
ISO / Ford QVM Facility
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Q1: Who Is Writing The Calibration? Who Is Certifying Your Vehicles?
» The Manufacturer of Record
(MOR) is responsible for the
warranty of emissions-specific
components.
» When software updates are
needed, the quickest path to
sourcing is through the MOR.
» Fleets should request copies of
EPA and/or CARB certifications
before purchase or installation.
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Q2: What Engineering and Safety Validations Were Performed?
» The Manufacturer or Installer
should provide a history of
experience in simulation or
physical crash tests.
» Is the conversion compliant
with all State and Federal
requirements?
» Who was responsible for the
high pressure design? How do
you know?
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Q3: Who Is Responsible For Service / Warranty After The Sale?
» What type of program is in place
to train warranty and service
centers?
» Do you have a single company to
deal with on warranty issues or
does it involve multiple
companies?
» How much inventory is available?
Are parts readily available to
ship?
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Q4: What Service Training Programs Are Available?
» A growing network of service locations will help alternative fuel
trucks become a long-term solution for fleets.
» Ask for their training schedule.
» Dedicated Compressed
Natural Gas
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Our Full Service Fuel Systems SolutionMore alternative fuel choices: “Taste Great Less Filling”
»Use the fuel option that best suits your needs.
»Service and support is easier to sustain.
» Bi-Fuel Compressed
Natural Gas
» Propane Autogas