VOLVO BEV FG 040223.docx

 Facilitator Guide Selling Volvo Electric Trucks Volvo Trucks Academy This page left intentionally blank This content is current as of August, 2024. Table of Contents {#table-of-contents.TOCHeading} ============...

 Facilitator Guide Selling Volvo Electric Trucks Volvo Trucks Academy This page left intentionally blank This content is current as of August, 2024. Table of Contents {#table-of-contents.TOCHeading} ================= [COURSE DESCRIPTION & OBJECTIVES 5](#course-description-objectives) [SESSION PREP 5](#session-prep) [INTRODUCTION 6](#introduction) [Welcome and Introduction 6](#welcome-and-introduction) [Workshop Overview 7](#workshop-overview) [WHY ELECTRIC? 8](#why-electric) [Activity -- the Big "Why?" 8](#activity-the-big-why) [Future Challenges 9](#future-challenges) [The Volvo VNR Electric Solution 11](#the-volvo-vnr-electric-solution) [CERTIFICATION 12](#certification) [Three Types of Certification 12](#three-types-of-certification) [EV TECHNOLOGY 15](#ev-technology) [Review of Models and Axles 15](#review-of-models-and-axles) [Activity: Review of EV Technology 18](#activity-review-of-ev-technology) [UPTIME SERVICES 23](#walkaround) [Activity -- Benefits of Uptime Services 23](#section-2) [GOLD CONTRACT 27](#gold-contract) [What is Gold Contract? 27](#what-is-gold-contract) [Gold Contract Payment Options 29](#gold-contract-payment-options) [Activity -- Overcoming Objections 31](#activity-overcoming-objections) [CHARGING SOLUTIONS 33](#charging-solutions) [Understand The Timeline 33](#understand-the-timeline) [Know the Basics 34](#know-the-basics) [Understand A Customer's EV Readiness 35](#understand-a-customers-ev-readiness) [What is Your Role? 36](#what-is-your-role) [The Needs Analysis Sales Tool 37](#the-needs-analysis-sales-tool) [Activity -- Using the Needs Analysis Tool for Charging Solutions Support 38](#activity-using-the-needs-analysis-tool-for-charging-solutions-support) [INCENTIVES 39](#incentives) [Overview 39](#overview) [Activity -- Finding the Right Incentive 43](#_Toc131356190) [WELCOME BACK -- DAY 2 45](#welcome-back-day-2) [Day 2 Topics 45](#day-2-topics) [BUNDLED FINANCE SOLUTIONS 46](#bundled-finance-solutions) [Activity: What types of customers could our financial offerings work for? 51](#activity-what-types-of-customers-could-our-financial-offerings-work-for) [THE BEV SALES PROCESS 53](#the-bev-sales-process) [Selling Solutions 53](#selling-solutions) [Activity -- The BEV Sales Process 54](#activity-the-bev-sales-process) [THE INVESTIGATE STEP 56](#the-investigate-step) [Position Yourself and Your Dealership 57](#position-yourself-and-your-dealership) [Activity: Revising MY LinkedIn Profile 59](#activity-revising-my-linkedin-profile) [KNOW THE COMPETITION 60](#applicationsroutesepg) [PROSPECTING THE RIGHT CUSTOMER 61](#_Toc131356202) [Activity: What are YOUR customer's motivators? 62](#_Toc131356203) [Activity: My Prospect List 66](#_Toc131356204) [THE MEET STEP 67](#_Toc131356205) [Adjust for new players and influencers 67](#_Toc131356206) [Target their motivators 68](#_Toc131356207) [Activity: My Customer's Players 69](#_Toc131356208) [Prepare for Meeting 70](#_Toc131356209) [THE PROBE STEP 71](#_Toc131356210) [Use the Needs Analysis Form to Probe 71](#_Toc131356211) [Activity: Partner Sharing 72](#_Toc131356212) [THE APPLY STEP 73](#_Toc131356213) [THE CONVINCE STEP 74](#_Toc131356214) [Spec'ing and Quoting 75](#_Toc131356215) [THE TIE IT UP STEP 78](#_Toc131356216) [ORDER/GOLD CONTRACT PROCESS/HANDOVER 78](#_Toc131356217) [FOLLOW UP 80](#_Toc131356218) [BEV Unique Follow-Up Steps 80](#_Toc131356219) [Day 2 Wrap Up 81](#_Toc131356220) [WELCOME BACK -- DAY 3 82](#welcome-back-day-3) [Day 3 Topics 82](#day-3-topics-1) [APPLICATIONS/ROUTES/EPG 84](#applicationsroutesepg) [Applications 84](#applications) [Routes and EPG 86](#routes-and-epg) [Activity: EPG Demo 88](#activity-epg-demo) [Activity -- Ensuring the Right Fit 90](#_Toc131356227) [COMPETITION REPORT OUT 92](#competition-report-out) [CUSTOMER PRESENTATION CONTEST 92](#customer-presentation-contest) [Customer Presentations: Practice 92](#customer-presentations-practice) [WELCOME BACK -- DAY 4 96](#_Toc131356231) [Day 4 Topics 96](#_Toc131356232) [Final Exam and Certification 97](#final-exam-and-certification) COURSE DESCRIPTION & OBJECTIVES =============================== +-----------------------+-----------------------+-----------------------+ | Course Information | Course Length | 3 days | +-----------------------+-----------------------+-----------------------+ | | Description | The course is | | | | designed to provide | | | | truck sales | | | | professionals the | | | | skills and tools they | | | | need to sell the | | | | Volvo electric truck | | | | solution. | +-----------------------+-----------------------+-----------------------+ | | Target Audience | Sales professionals | | | | selling Volvo | | | | electric trucks | +-----------------------+-----------------------+-----------------------+ SESSION PREP ============ \\\\Vcn.ds.volvo.net\\vtc-na\\HOME07\\UT0133V\\My Documents\\13013-ILT Technical Course Review\\Icons\_Small\\Checkmark\_small.png **Checklist -- Supplies, Equipment & Materials** ------------------------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Session agenda (not incorporated here as location may change agenda) Thumb drive for each person -- files should include: Needs Analysis form, Walkaround guide, template for presentations, warranty certificate, Electric Truck Dealership Standards, EPG case studies Session signage Name tents Participant guides PowerPoint deck Peter Voorhoeve video in separate file to use in opening Flipchart paper (at least two sheets per group) and colorful markers for "The Big Why" activity Prizes for "best icon" from a team in "The Big Why" activity Prizes for winning team in the customer presentation contest activity Large and small cards (one per group) for the BEV Sales Process card activity Walkaround script for each person and clipboards where they can take notes Walkaround certification score sheets Final exam Certification awards AGENDA: DAY 1 ============= +-----------------------+-----------------------+-----------------------+ | Lesson | Time | Objective/Description | +=======================+=======================+=======================+ | **Welcome, intros, | 8:00 -- 8:30 | In addition to | | agenda, and | | welcome, intros, | | housekeeping** | | agenda, show CEO | | | | video that | | | | congratulates sales | | | | professionals on for | | | | being a sales pioneer | | | | in the changing | | | | trucking landscape. | +-----------------------+-----------------------+-----------------------+ | **"The Big Why" | **8:30 -- 9:30** | **Objective: Build | | Activity** | | buy-in and passion | | | | around "the big why" | | | | for electric trucks** | | | | | | | | **Activity. Part 1: | | | | How is the | | | | world-changing? Part | | | | 2: WIIFM? (What is in | | | | it for me?)** | +-----------------------+-----------------------+-----------------------+ | **Today's training: | **9:30 -- 9:35** | **Objective: Today's | | "The Solution"** | | focus is on building | | | | *knowledge* in | | | | understanding the | | | | Volvo "solution;" the | | | | next two days we'll | | | | be building *skills* | | | | in "selling" the | | | | solution.** | +-----------------------+-----------------------+-----------------------+ | **Certification: Sell | **9:35 -- 9:45** | **Objective: Define | | Self/Dealer/Solution* | | the certification | | * | | process (for | | | | self/dealer/service) | | | | and why it matters to | | | | customers.** | +-----------------------+-----------------------+-----------------------+ | **Break** | **9:45 -- 10:00** | **BREAK** | +-----------------------+-----------------------+-----------------------+ | **EV Technology: Axle | **10:00 -- 10:30** | **Objective: Ensure | | and battery review** | | participants are up | | | | to date on the latest | | **Make assignments | | axle and battery | | for group teach back | | configurations -- | | activity** | | Note: if desired, you | | | | may spend less time | | | | here and assign | | | | groups for the | | | | teachback activity | | | | below. They can spend | | | | this time prepping | | | | for the activity.** | +-----------------------+-----------------------+-----------------------+ | **EV Technology | **10:30 -- 12:15** | **Objective: | | (Continued)** | | Participants can | | | | fully describe each | | | | aspect of new EV | | | | technology.** | | | | | | | | **Activity: | | | | Participants "teach | | | | back" on one | | | | technology they | | | | learned about from | | | | eLearning (see list | | | | below). Facilitator | | | | listens, enhances, | | | | and answers | | | | questions.** | | | | | | | | ***Electric | | | | Powertrain, | | | | Regenerative Braking, | | | | Energy Storage | | | | System, Charging | | | | Port, Modular Power | | | | box, Thermal | | | | Management Systems*** | +-----------------------+-----------------------+-----------------------+ | **Lunch** | **12:15 -- 1:15** | | +-----------------------+-----------------------+-----------------------+ | **Instructor | **1:15 --1:45** | **Objective: Prepare | | Walkaround Demo** | | participants for | | | | leading walkarounds | | **Or Squint Demo** | | with customers, | | | | explaining all | | | | components of the | | | | VNRe and their | | | | benefits. | | | | Participants follow | | | | along with the script | | | | as the facilitator | | | | demonstrates the | | | | walkaround, using | | | | clipboards or Squint | | | | to record notes | | | | during the | | | | walkaround.** | +-----------------------+-----------------------+-----------------------+ | **Ride/Drive** | 1:45 -- 4:15 | **Ride/Drive and | | | | walkaround prep** | | **Prepare for | | | | walkaround** | | **Divide into two | | | | groups: one for Ride | | | | and Drive and the | | | | other to prepare | | | | walkarounds** | | | | | | | | **Instructor takes | | | | one person at a time | | | | for a ride/drive.** | | | | | | | | **Meanwhile others | | | | are preparing for | | | | doing their own | | | | walkaround, at first | | | | using the script and | | | | then practicing | | | | without the script-- | | | | as if they are with | | | | their customer.** | +-----------------------+-----------------------+-----------------------+ | **Day 1 Wrap Up** | 4:15 -- 4: 45 | **Review of day and | | | | review walkaround | | | | script so | | | | participants can | | | | prepare and practice | | | | individually | | | | overnight.** | +-----------------------+-----------------------+-----------------------+ AGENDA: DAY 2 ============= +-----------------------+-----------------------+-----------------------+ | Lesson | Time | Objective/Description | +=======================+=======================+=======================+ | **Day 1 | 8:00 -- 8:10 | **Objective:** | | Review/questions** | | Welcome and review of | | | | key learnings from | | | | Day 1. | | | | | | | | Introduce Day 2 -- | | | | "Yesterday you built | | | | your knowledge about | | | | the components of the | | | | Volvo Solution. Today | | | | we'll continue | | | | learning about the | | | | other components of | | | | our complete Solution | | | | and then move into | | | | Selling the Volvo | | | | solution." Answer | | | | questions. | +-----------------------+-----------------------+-----------------------+ | **Uptime Services** | 8:10 -- 8:40 | **Objective: Review | | | | Uptime services and | | | | ensure participants | | | | can articulate the | | | | features/benefits/val | | | | ue | | | | of our uptime | | | | services to the | | | | customer and how it | | | | is similar to diesel | | | | with additional | | | | services.** | | | | | | | | **Activity: Work in | | | | small groups to | | | | identify the benefits | | | | and value of Volvo | | | | Uptime Services.** | +-----------------------+-----------------------+-----------------------+ | **Gold Contract** | 8:40 -- 9:25 | **Objective**: Be | | | | able to explain the | | | | coverage and benefits | | | | of the Gold Contract, | | | | the four ways to pay | | | | for it, and | | | | demonstrate how it | | | | can be used as a tool | | | | to overcome customer | | | | objections. | | | | | | | | **Activity:** | | | | Identify how you will | | | | position the benefits | | | | of the Gold Contract | | | | to overcome customer | | | | objections. | +-----------------------+-----------------------+-----------------------+ | **Break** | 9:25 -- 9:35 | | +-----------------------+-----------------------+-----------------------+ | **Charging Solutions, | 9:35 -- 10:20 | **Objective:** | | Consultancy, | | Prepare for customer | | Providers** | | conversations | | | | regarding charging | | | | solutions and | | | | consultancy | | | | providers. | | | | | | | | **Activity:** Use the | | | | Needs Analysis Form | | | | to assess your | | | | customers EV | | | | Capability. Identify | | | | the resources | | | | necessary to support | | | | your customer through | | | | the process. | +-----------------------+-----------------------+-----------------------+ | **Break** | 10:20 -- 10:30 | | +-----------------------+-----------------------+-----------------------+ | **Incentives** | 10:30 -- 11:15 | **Objective:** | | | | Demonstrate how to | | | | use the VNR Electric | | | | incentive resources | | | | to support VNR | | | | Electric Truck | | | | solution selling. | | | | | | | | **Activity:** Using | | | | the appropriate | | | | resources, identify | | | | the incentives that | | | | may apply to your | | | | customer. Afterward, | | | | in pairs, conduct | | | | practice | | | | conversations points | | | | you need to share | | | | with your customer | | | | about incentives. | +-----------------------+-----------------------+-----------------------+ | **Bundled Finance | 11:15 -- 12:00 | **Objective**: | | Solutions** | | Explain Finance | | | | Solutions offered for | | | | BEVs. | | | | | | | | **Activity:** In | | | | small groups, | | | | participants will | | | | share ideas on the | | | | best finance solution | | | | for their customers | +-----------------------+-----------------------+-----------------------+ | **LUNCH** | 12:00 -- 1:00 | | +-----------------------+-----------------------+-----------------------+ | **Transition from | 1:00 -- 2:00 | | | "Understanding the | | | | Solution" to "Selling | | | | the Solution" The BEV | | | | Sales Process** | | | +-----------------------+-----------------------+-----------------------+ | **Break** | **2:00 -- 2:10** | | +-----------------------+-----------------------+-----------------------+ | **Applications and | 2:10 -- 3:00 | **Objective:** Assess | | Routes** | | customers to | | | | determine their | | | | business fit for BEV | | | | based on application, | | | | routes, and EPG | | | | Reports. | | | | | | | | **Activity**: Using | | | | the Needs Analysis | | | | Form, assess your | | | | customer for the VNR | | | | Electric Truck. Are | | | | the intended | | | | applications and | | | | routes a good fit? | | | | Why or why not? | | | | Identify | | | | conversations you may | | | | need to have with | | | | your customer about | | | | their routes. | +-----------------------+-----------------------+-----------------------+ | **Report out on | 3:00 -- 4:00 | **Groups report out | | Competitors** | | on the competitor | | | | they were assigned. | | | | (5 mins per group). | | | | Provide the "one | | | | page" resource on | | | | competitors at the | | | | end of this | | | | activity.** | +-----------------------+-----------------------+-----------------------+ | **Walkaround Prep** | 4:00 -- 5:00 | | +-----------------------+-----------------------+-----------------------+ | **Day 2 Wrap up** | 5:00 -- 5:10 | | +-----------------------+-----------------------+-----------------------+ AGENDA: Day 3 ============= +-----------------------+-----------------------+-----------------------+ | Lesson | Time | Objective/Description | +=======================+=======================+=======================+ | **Accept Questions on | 8:00 -- 8:30 | | | walkaround** | | | +-----------------------+-----------------------+-----------------------+ | **Walkaround | 8:30 -- 10:30 | | | Presentations** | | | +-----------------------+-----------------------+-----------------------+ | **Break and return to | 10:30 -- 10:40 | | | classroom** | | | +-----------------------+-----------------------+-----------------------+ | **CONTEST** | 10:40 -- 12:00 | **Preparation for | | | | customer presentation | | **Teams prepare for | | -- ask questions, | | and practice customer | | etc. Facilitator | | presentations** | | walks around and | | | | observes their | | | | projects, providing | | | | feedback to ensure | | | | presentations are | | | | robust, personalized, | | | | talking about details | | | | specific to the | | | | company.** | | | | | | | | **Note to | | | | Facilitator: If | | | | desired (or if there | | | | are 5 groups instead | | | | of 4), you can | | | | shorten this to one | | | | hour prep time. | | | | However, keeping it | | | | at two hours allows | | | | time to "get | | | | creative" (such as | | | | inserting video in | | | | their presentation or | | | | other winning ideas). | | | | Having two hours also | | | | gives them time to | | | | download their | | | | group's presentation | | | | and work on adapting | | | | it for their own | | | | customer so they have | | | | in hand a | | | | high-quality | | | | presentation for | | | | their real-world | | | | customer. You will | | | | direct them to do | | | | this if there is | | | | time.** | +-----------------------+-----------------------+-----------------------+ | **LUNCH** | **12:00 -- 1:00** | **Break** | +-----------------------+-----------------------+-----------------------+ | **CONTEST** | 1:00 -- 2:20 | **Teams do | | | | presentations. If | | **Teams deliver their | | four groups, the | | presentations --** | | total time for each | | | | group is 20 minutes | | | | (presentation should | | | | be 15 min., leaving 5 | | | | minutes for quick | | | | debrief and | | | | questions). If five | | | | groups, you may need | | | | to start the contest | | | | earlier or end the | | | | class later.** | +-----------------------+-----------------------+-----------------------+ | **Prepare for Test** | 2:20 -- 3:30 | **Distribute Final | | | | Exam and have | | | | participants complete | | | | it.** | +-----------------------+-----------------------+-----------------------+ | **Final exam** | 3:30 -- 4:00 | | +-----------------------+-----------------------+-----------------------+ | **Final Kahoot** | 4:00 -- 4:30 | | +-----------------------+-----------------------+-----------------------+ | **Wrap up & Survey** | 4:30 -- 5:00 | **Finalize the | | | | class** | | | | | | | | ** Announce any | | | | continuous learning | | | | opportunities** | | | | | | | | ** Present EV Sales | | | | Certification | | | | Awards** | +-----------------------+-----------------------+-----------------------+ INTRODUCTION ============ +-----------------------------------+-----------------------------------+ |  | Note to facilitator: First two | | | slides are potential videos to | | Graphical user interface, website | show during the workshop when | | Description automatically | appropriate: | | generated | | | | - As people enter the classroom | | | (or when they return from | | | lunch and breaks), consider | | | playing one of the | | | testimonials shown on this | | | slide. You can click the | | | arrows to play. | | | | | | - Other videos that can be | | | shown or shared with | | | participants to help them | | | prepare for doing walkarounds | | | are on the next slide. | +-----------------------------------+-----------------------------------+ |  | Welcome and Introduction | | | ------------------------ | | **PG: page 2** | | | | Do: | |  | | | | - As people enter the classroom | | | (or when they return from | | | lunch and breaks), consider | | | playing one of the | | | testimonials shown on the | | | first slide. You can just | | | click the slide. | | | | | | - Conduct introductions and | | | housekeeping. | | | | | | Say: | | | | | | - You've been selected for this | | | workshop based on your | | | enthusiasm for new | | | technology, your professional | | | knowledge of selling trucks, | | | and your desire to be part of | | | moving the transportation and | | | trucking industry forward to | | | a more sustainable future. | | | | | | - Let's hear from our Volvo | | | North America president, | | | Peter Voorhoeve, as he | | | welcomes you today. | | | | | | Do: | | | | | | Play welcome video from Peter and | | | debrief. | | | | | | Say: | | | | | | Peter's words are very inspiring | | | and I hope you're all as excited | | | as I am to begin this training. | | | But before we jump in, we want to | | | acknowledge something: we know | | | you're highly experienced in | | | selling diesel trucks. Therefore, | | | this workshop is *not* designed | | | for the purpose of improving your | | | overall skills in selling trucks. | | | Instead, our goal is to help you | | | explore how selling *electric* | | | trucks is different from selling | | | *diesel* trucks. | | | | | | Note to facilitator: | | | | | | *The point of acknowledging this | | | up front is to help drop any | | | defenses participants may have in | | | coming to a "selling trucks" | | | workshop.* | +-----------------------------------+-----------------------------------+ | **PG: page 3** | Workshop Overview | | | ----------------- | | | | | | Say: | | | | | | The next three days are going to | | | look like this: | | | | | | - **Today** -- we are going to | | | begin building your knowledge | | | on the Volvo BEV solution -- | | | the things Peter was just | | | talking about around the EV | | | technology itself. | | | | | | - **Tomorrow** -- **Day 2** -- | | | we will finish up the full | | | solution and explore our | | | bundled finance solutions and | | | later work on building your | | | skills for selling the BEV | | | solution. | | | | | | - **Day 3** --We'll also cover | | | Applications and Routes and | | | competitors. You'll deliver a | | | customer presentation taking | | | into account all you've | | | learned. And lastly, take | | | your final exam and do your | | | walkaround for evaluation. | | | | | | Let's get started! We'll begin | | | with an activity we call 'The Big | | | "Why?"' | +-----------------------------------+-----------------------------------+ WHY ELECTRIC? ============= +-----------------------------------+-----------------------------------+ |  | Activity -- the Big "Why?" | | | -------------------------- | | **PG: page 5** | | | | Note to facilitator: | | **PG: page 5** | | | | *Each group needs two sheets of | |  | flipchart paper and several | | | colorful markers for this | | | activity.* | | | | | | *Ideally this is a small group | | | activity to provide interactivity | | | among team members. (If | | | necessary, it can be adapted to | | | be an individual activity.)* | | | | | | Say: | | | | | | As we get started today, I'd like | | | to do an interactive activity to | | | get your juices flowing and to | | | get you even more excited about | | | the world of electric vehicles | | | that you'll be part of. | | | | | | We'll run this activity in two | | | parts: | | | | | | - **Part 1: How is the world | | | changing?** | | | | | | - **Part 2: WIIFM? (What's in | | | it for me?)** | | | | | | Let's walk through how this | | | activity will be done. | | | | | | Do: | | | | | | Review the activity instructions | | | as below: | | | | | | ##### Part 1: How is the world ch | | | anging? | | | | | | Ask participants to draw a line | | | down the center of the flipchart | | | page to split it in half. | | | | | | **On the left half of the | | | flipchart page,** each team | | | should brainstorm and write what | | | national and global factors are | | | bringing about the move to | | | electric transportation -- and | | | specifically trucks. Ask | | | yourself, why is there now a push | | | for electric transportation? | | | | | | **On the right half of the | | | flipchart page,** after they've | | | completed their list in Part 1, | | | ask them to list how the Volvo EV | | | will combat the factors they just | | | came up with. Ask yourself, how | | | is Volvo addressing the need for | | | electric transportation? | | | | | | **Have a spokesperson from each | | | group debrief** their lists for | | | the large group. | | | | | | If possible, have an executive | | | act as "judge" to determine who | | | did the *best job in both their | | | explanation of the factors at | | | play and how Volvo is addressing | | | those factors.* Provide small | | | prizes to the winning group. | | | | | | Note to Facilitator: Do not | | | provide this list to participants | | | unless you need to, but some | | | ideas of national and global | | | factors for this activity | | | include: | | | | | | Corporate sustainability goals | | | and commitments | | | | | | Incentives available for electric | | | vehicles (grants, federal and | | | state incentives, private | | | incentives) | | | | | | Gas prices continually rising | | | | | | Worker/driver shortage -- driving | | | a BEV will improve hiring and | | | retention | | | | | | Public and consumer pressure | | | | | | ##### Part 2: WIIFM (What's in it | | | for me?) | | | | | | Do: | | | | | | ***Get personal:** WIIFM (What's | | | in it for me?)\ | | | *Ask each person to "dig deep" | | | and consider the reasons why THEY | | | wanted to be part of this cohort | | | of certified sellers of the Volvo | | | VNR electric truck. Their reasons | | | may include the following (and | | | others): | | | | | | - Desire to be part of the | | | green movement | | | | | | - Strong interest and affinity | | | for new technology | | | | | | - Desire to be seen as the | | | expert in BEVs in their | | | dealership | | | | | | - Desire to earn high | | | commissions | | | | | | Ask for a couple of volunteers to | | | present their answers. Then lead | | | a brief discussion comparing | | | answers and ask if any of these | | | points have given them new | | | reasons to be excited to be part | | | of the group.  | +-----------------------------------+-----------------------------------+ |  | Future Challenges | | | ----------------- | | Graphical user interface, website | | | Description automatically | Say: | | generated | | | | In summary, we see many future | |  | challenges in our society that | | | will create more and more demand | | | for electric trucks -- these | | | include: | | | | | | - More transport needs that | | | require better trucking | | | solutions | | | | | | - More growth in cities that | | | require creative solutions | | | for traffic and noise and | | | pollution control | | | | | | - Consumption habits where | | | better and faster deliveries | | | are required | | | | | | - Societal demands for more | | | green solutions | | | | | | ***Ask:*** | | | | | | How will electric trucks help | | | these growing challenges? Accept | | | answers and make sure they | | | include the following: | | | | | | **Reduced air pollution** | | | | | | - Near zero emission during | | | operation | | | | | | - Benefits urban areas and | | | certain regions that are more | | | conscious of air quality | | | | | | **Quieter cities** | | | | | | - Reduced noise levels, inside | | | and outside the truck | | | | | | - Less stress to drivers, | | | better focus on driving | | | | | | - Less background noise to | | | urban areas | | | | | | **Nighttime assignments** | | | | | | - Allows for different delivery | | | times due to noise reduction | | | | | | - Increased productivity and | | | improved delivery precision | | | | | | - Reduced congestion with | | | off-peak delivery | | | | | | **Improved traffic flow** | | | | | | - Less congestion on the roads | | | | | | - Fewer trucks on the road | | | during peak hours | | | | | | **Say:** | | | | | | - We are steadily increasing | | | our sales and delivery of | | | electric trucks to our | | | customers. | | | | | | - Now more and more customers | | | are putting the VNR Electric | | | into real-time operations in | | | their fleets. | | | | | | - The truck and our | | | electromobility solution is | | | well perceived by the market, | | | customers and their drivers. | | | | | | - And we're proud that the VNR | | | Electric is the market leader | | | in Class 8 BEV registrations. | | | | | | - Customer interest is high | | | across the US and Canada and | | | we have bold plans moving | | | forward. | | | | | | **Say:** | | | | | | Finally, to wrap up "the Big Why" | | | topic, there is a beautiful | | | resource showing Volvo's | | | commitment to sustainability | | | through e-mobility solutions and | | | more as we work our way towards a | | | 50% CO2 reduction by 2030 and a | | | 100% CO2 reduction by 2040. | | | | | | This resource may be of great | | | value to your customers that are | | | heavily investing in their own | | | sustainability efforts, and we | | | encourage you to provide it to | | | them. | | | | | | Let's go to TDP now and download | | | this to your laptops. | | | | | | *Note to Facilitator:* | | | | | | *Show participants where this | | | resource is located and have them | | | download it.* | +-----------------------------------+-----------------------------------+ | **PG: page 6** | The Volvo VNR Electric Solution | | | ------------------------------- | | | | | | **Say:** | | | | | | As I've mentioned, the first two | | | days' focus is on building | | | *knowledge* in understanding the | | | Volvo BEV "solution." Then, the | | | next two days will be focused on | | | building *skills* in "selling" | | | the solution. | | | | | | Let's take a look at all the | | | components of the full Volvo | | | solution that we'll be covering:. | | | | | | - Certification | | | | | | - EV Technology | | | | | | - Uptime Services | | | | | | - Gold Contract | | | | | | - Charging Solutions | | | | | | - Incentives | | | | | | - Finance | | | | | | - Applications/Routes/EPG | | | | | | - VNR Electric Walkaround | | | | | | Say: | | | | | | Let's begin by looking at | | | *Certification*. | +-----------------------------------+-----------------------------------+ CERTIFICATION ============= +-----------------------------------+-----------------------------------+ |  | Three Types of Certification | | | ---------------------------- | | **PG: page 7** | | | | Say: | |  | | | | Knowing yourself and your | |  | dealership means you recognize | | | the importance of building | | | customers' trust. This means they | | | trust not only you, but the | | | dealership and Volvo trucks as | | | they explore moving to this new | | | technology. | | | | | | One of the most powerful ways to | | | build customers' trust and | | | confidence is through | | | **certification**. | | | | | | Say: | | | | | | Because this is such a new world | | | to our customers, a critical | | | factor in their buying decision | | | is based on confidence in you as | | | the sales professional, belief | | | that they are buying from the | | | right dealer, and assurance that | | | the Volvo service team will take | | | care of all their service needs. | | | | | | We recognize this and we have | | | developed a rigorous | | | certification process that must | | | be met to anyone selling and | | | servicing our BEV product line | | | | | | There are three types of | | | certification that Volvo is | | | committed to for our electric | | | trucks. These are: | | | | | | - Certification for YOU -- the | | | sales professional | | | | | | - Certification for our BEV | | | dealerships | | | | | | - Certification for the service | | | departments | | | | | | Let's take a closer look at each | | | of them. | | | | | | Say: | | | | | | First -- we are creating | | | certification for YOU -- the | | | sales professional. Earning a | | | certification is concrete | | | evidence that you know what | | | you're doing.** **It provides | | | external validation that you have | | | the skills needed to do the job. | | | | | | **Ask:** What are some | | | professions where certification | | | is common? | | | | | | **Accept answers** -- which | | | should include things like CPA, | | | healthcare, IT. Think about a CPA | | | -- Certified Public Accountant. | | | If you are a hiring professional | | | to do your taxes, do you feel | | | more confident with someone who | | | just works in the field, or | | | someone who has their CPA? | | | | | | **Ask:** Why do you believe your | | | certification might be important | | | to customers looking to buy an | | | electric truck? | | | | | | **Accept answers:** Making the | | | move into the electric truck | | | arena is a big move -- it's a | | | huge financial and resource | | | commitment. Your customers need | | | to have the confidence that you | | | are not just a "salesperson," but | | | you are a true 'business advisor' | | | who can help them move into this | | | new world with confidence. Volvo | | | BEV certification provides that | | | confidence. | | | | | | Say: | | | | | | Next, let's look at Dealer and | | | Service Department Certification. | | | Your dealership is following a | | | rigorous process to become | | | certified to sell Volvo electric | | | trucks. | | | | | | **Ask:** Why do you think dealer | | | certification is important? | | | | | | **Answer:** much of the reasons | | | for dealer certification are the | | | very same reasons as we just | | | discussed. While it's important | | | to customers that you are | | | certified to sell the truck, it's | | | also essential they know the | | | dealership has made a significant | | | investment into this new | | | technology by becoming certified. | | | | | | This will help customers know | | | that it's not a "let's try this | | | out" situation -- we are in it | | | for the long haul and will be | | | with them both now and going | | | forward for years to come. | | | | | | Say: | | | | | | Dealers are making a substantial | | | investment into being approved to | | | sell Volvo Electric VNR trucks. | | | Not only have they invested in | | | getting you certified, they also | | | have a huge commitment to | | | ensuring their service | | | departments are fully equipped | | | and trained on servicing the | | | vehicles. The service support of | | | BEVs is the responsibility of the | | | selling dealership. | | | | | | There are many requirements for | | | service department of certified | | | dealers such as: | | | | | | - Having at least one bay | | | equipped to support the | | | repair of BEVs | | | | | | - Having the correct charging | | | abilities | | | | | | - Using dedicated tools such as | | | special gloves, insulated | | | tooling | | | | | | - Wearing the proper PPE, etc. | | | | | | There is a comprehensive document | | | with all the standards for | | | dealers and service departments | | | included on your flash drive. | | | These Electric Truck Dealership | | | Standards ("Electric Truck | | | Standards" or "Standards") | | | establish the minimum standards | | | for Dealerships seeking to sell | | | and service BEVs and Lithium | | | Battery Packs. | | | | | | **Do:** | | | | | | Direct participants to access the | | | document on their flash drive. | | | | | | Say: This standard document and | | | many technical documents are | | | included on TDP for electric | | | vehicle service technicians. | | | | | | Do: | | | | | | Demo for participants how to | | | locate these resources on TDP: | | | TDP \> Information \> Service \> | | | Electric Vehicles | +-----------------------------------+-----------------------------------+ | | **Ask:** Are there any questions | | | about certification before we | | | move on? | +-----------------------------------+-----------------------------------+ |  | Let's take a quick break before | | | we move to our next topic -- EV | | | Technology. | +-----------------------------------+-----------------------------------+ EV TECHNOLOGY ============= +-----------------------------------+-----------------------------------+ | **PG: pages 8-11** | Review of Models and Axles | | | -------------------------- | | Logo Description automatically | | | generated | Note to facilitator: | | | | |  | activity that follows. | | | Participants can spend this time | | Text Description automatically | prepping for the activity. | | generated | | | | **Say:** We've just had an | |  | In a few minutes, I'm going to be | | | asking you to present back to the | | Table Description automatically | group on various aspects of the | | generated | EV technology. | | | | | | But first, let's quickly review | | | the models and axles of the | | | truck. | | | | | | Note to facilitator: | | | | | | Review the various axle and | | | battery configuration options | | | that are available as shown on | | | the slide. Be sure to note that | | | the 6x2 tractor with 6 batteries | | | is only available with the pusher | | | axle in the always down position. | | | This still saves energy versus a | | | driven axle as it\'s lighter and | | | there is no parasitic loss from | | | rotating gears. It must remain | | | down to be legal to carry the | | | weight of the 6 batteries and | | | trailer. | | | | | | Say: | | | | | | Now let's talk about some of the | | | custom axle options. A **tandem | | | axle** is available for narrow | | | axle spacing vehicles. Designed | | | for durability, reliability, and | | | strength. Ideal for linehaul | | | applications. | | | | | | - Standard Dana Spicer D40-172E | | | axle on 6x4 models | | | | | | - Available heavy duty axle | | | housing | | | | | | - Optional on standard track | | | axles (for dual rear wheels) | | | | | | - Required for SelecTTrac (TM) | | | axles (used with super single | | | drive tires) | | | | | | - Available ratios optimized | | | for electric powertrain | | | | | | - Wide-face, High-Power | | | Density™ | | | | | | - AdvanTEK® gearing maximizes | | | strength while reducing | | | weight | | | | | | - Standard PDLO with available | | | differential lock. | | | | | | - VOAS suspension only | | | | | | - Standard 38,000lb ratings | | | with optional 40,000lb | | | | | | - 54\" spacing | | | | | | Customization -- Single Drive | | | Axle: | | | | | | - Standard Meritor RS23-160 | | | 23,000lb axle on 4x2 models | | | | | | - Available DualTrac (TM) axle | | | with heavy duty axle housing | | | for use with super single | | | tires. | | | | | | - Available ratios optimized | | | for electric powertrain. | | | | | | - Hypoid-generoid gear and | | | pinion offer greater strength | | | and longer life | | | | | | - Standard differential lock | | | | | | - Standard RS26-185 26,000lb | | | axle on 6x2 model | | | | | | - Offers larger hypoid-generoid | | | gears to promote long life of | | | axle in heavy GCW | | | applications | | | | | | - Standard width only | | | | | | - Available RS23-160 in both | | | standard and DualTrac (TM) | | | | | | - VOAS suspension only | | | | | | - Standard 20,000lb rating with | | | option 23,000lb on 4x2 | | | | | | - 6x2 only available with | | | 20,000lb rating | | | | | | Note to facilitator: | | | | | | The next slide is optional. | | | Speaker notes from Andy are | | | provided and are used only if the | | | slide is shown. | | | | | | - We will provide more rear | | | axle ratio to our offerings | | | to support various road | | | speeds up to 65 mph and | | | startability needs | | | | | | - Ratios will impact the road | | | speed and startability, so we | | | have set the standard ratio | | | that provides the best | | | configuration for various | | | road speeds and startability | | | per axle configuration and | | | payload while not sacrificing | | | the customer's duty cycle. | | | | | | In terms of rear axle ratios, we | | | are repositioning the standard | | | options a little bit that are in | | | the book now when you look inside | | | of VSS. In general, we say our | | | top speed is going to be around | | | 65 mph, but from the factory we | | | set it at 58 mph because we are | | | trying to maximize the range. | | | | | | We changed the rear axle ratios | | | with the intention of slowing the | | | electric motors down a little | | | bit. Taking what we have learned | | | from the trucks that are | | | operating in the field will bring | | | them down a little bit more to | | | keep them more in an efficient | | | band. We are still getting | | | startability and things like that | | | we need. And it also helps | | | address any top speed concerns as | | | we move into new regions. | | | | | | And so here we have a table of | | | what we set as the standard rear | | | axle ratios of these trucks. But | | | certainly, we can probably do a | | | "plus 1 minus 1" for these | | | offerings if you have a | | | particular scenario we need to | | | work through; you do have some | | | options there. But this is our | | | standard recommendation for these | | | products. | | | | | | ***Chris comments*** | | | | | | - Rear axle ratios tie into | | | weight and speed. Offers more | | | options in terms of tires. | | | This may be appropriate to | | | Canada, for example, who want | | | tires like the 11-R | | | | | | - What we have done is picked | | | out the ideal RAR. More | | | startability, while | | | supporting the weights and | | | speed. Like in the diesel | | | today you will start to lose | | | efficiently. With that in | | | mind you have already hand | | | picked your ideal. We made it | | | easier to for you to order | | | and pick out the best RAR | | | that are ideal to those | | | conditions - being the speed, | | | weight, and types of tires. | +-----------------------------------+-----------------------------------+ +-----------------------------------+-----------------------------------+ | **PG: pages 12-15** | Activity: Review of EV Technology | | | --------------------------------- | | **Note: Activity debrief slides | | | appear in the PG appendix; | Say: | | however, you will not direct | | | participants there until after | As you know, a key part of your | | the activity.** | role is to understand and be able | |