INDIANAPOLIS, IN – The latest round of emissions rules could present a new business opportunity for vehicle up-fitters — but they will likely need to be high-volume players if they want to trade in the market for related credits, according to a panel at the Green Truck Summit.

Greenhouse Gas emissions standards, about to enter their second phase, give manufacturers an opportunity to identify equipment that meets, exceeds, or fall short of the targets. The related credits can then be averaged, banked, or even traded with other suppliers that are struggling to meet their goals. The market is created because debits cannot be carried for more than two years.

“One large fleet buy or one large fleet loss could change your compliance situation rather dramatically,” explained Ken McAlinden, Ford’s manager for on-board diagnostics and regulatory compliance, referring to a factor that could lead a supplier to search for credits.

But up-fitters can find themselves meeting individual standards by installing things like aerodynamic fairings or Tire Pressure Monitoring Systems. That has the potential of generating credits.

With the exception of a few systems like Tire Pressure Monitoring Systems or stop-start technologies, benefits have to be proven in a computer simulation known as the Greenhouse Gas Emissions Model (GEM). In the first phase of Greenhouse Gas standards, the options were limited to tire rolling resistance. Now GEM includes options to test engine fuel maps, idle-specific fuel consumption, torque curves, transmission spec’s, lightweight materials and more, McAlinden says.

But the volume of any work will make a difference. Those installing a small number of aero devices or Auxiliary Power Units, for example, generally wouldn’t generate the credits that would attract an OEM, says McAlinden. “It’s typically more for large volume as a percentage of the chassis manufacturer’s fleet.”

Any work will also have to be completed in a specific way to earn the credits. Manufacturers must supply Delegated Assembly Requirements, and up-fitters who fail to meet these requirements will be found to be “tampering” with the vehicle and violating the U.S. Clean Air Act, warned Matt Spears, center director – heavy-duty diesel standards with the U.S. Environmental Protection Agency.

An up-fitter adding the box to an E-350, for example, might need to ensure a specific radius on the corners to maintain an allowable frontal area, noted Rob Stevens, vice president – strategy and engineering with Roush CleanTech.

There might be a business opportunity for a company that understands the GEM model and which manufacturers require credits, rather than leaving up-fitters to doing this on their own, he added. “It really does spell opportunity for all of us.”