Conference Summary - Integer Research

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eyond numbers insight beyond numbers DEF Tracker Prices and supply locations, updated every month NEW SERVICE LAUNCH DEF prices Trends and key figures Emerging benchmarks Market intelligence Supply network RECEIVE THE FIRST ISSUE FREE - REGISTER YOUR INTEREST Email publications@integer-research.com or call +1 718 705 4735 Conference Summary: Diesel Emissions Conference and DEF Forum, USA 2011 4
eyond numbers Conference Summary (cont.) insight beyond numbers Market trends and user experience Chris Goodfellow of Integer Research led the next session by providing useful statistics on the amount of SCR equipped trucks on US roads, and the market share of each of the big on-highway manufacturers. Following this, Chris gave detailed information on the consumption of DEF by state and, from findings contained in the AdBlue and DEF Monitor, provided information on the steep increase of DEF retail locations, including the first sites in Canada. Chris concluded with pricing trends across the US, for totes, jugs and pumps. James Thomas, Fuel Optimization Manager at PepsiCo followed to give the hugely-valued perspective from the end user on DEF supply and infrastructure in practice. James put in perspective the needs of a big fleet when it comes to DEF consumption, and shed some light on the fuel efficiency gains experienced by PepsiCo, which has led to savings as high as 20%. James also touched on other applications being used by PepsiCo, including hybrid technologies and concluded with a comment which was echoed throughout the day – the priorities have moved from DEF pricing to setting up the right partnerships and getting the right service to meet their needs. To continue discussions on user experience, Tim welcomed up a set of panellists to the stage to consider how DEF distributors can satisfy the needs of on-highway, offhighway and vocational fleets. The discussions started with comments from Michael DelliCompagni of Brenntag, who highlighted the shift in distribution needs over the years and the importance of building strong partnerships. Doug Haugh from Mansfield Oil Company followed by presenting discussions with fleets on capital investments being made in SCR trucks, and a movement from “are we going to do this?”to “how are we going to do this?”. James Thomas reiterated that, certainly in their case, the priorities have changed from price (which has now been driven down by intense competition in the DEF market) to service. He highlighted that the use of SCR trucks at PepsiCo was inspired by what had already been done in Europe, and he was particularly attracted by the potential fuel efficiency gains associated with SCR technology. Brian Spencer of CNH global then gave an interesting view from the off-highway perspective. He mentioned that the speed of understanding regarding SCR in the agricultural industry was slow, but adoption of the technology was quick once they understood the impact that it will have on their operations. Brian mentioned that farmers are used to working with chemicals, and therefore DEF will not have a huge impact on their business. Brian went on to mention that farmers are more concerned with the supply of DEF, and deciding how best to handle the chemical in 2012. Early adopters are reporting better fuel economy, and early signs are positive. Doug then stressed the need for innovation for the off-highway market, as supply to the market will not be a “one size fits all service”. The panel concluded with the issue of quality, which didn’t seem to be of huge concern. However, Michael stressed the dangers in the difference between the users’ perception of quality and actual quality. Conference Summary: Diesel Emissions Conference and DEF Forum, USA 2011 5
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Conference Summary - Integer Research

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