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VAV-SLM002-EN 13
Selling Changeover-Bypass-VAV
Systems
Trane’s largest competitor for selling VAV zoning systems is Trane! We
sell more rooftops with programmable thermostats than our competitors
do selling their VAV zoning systems. In other words, even though we
have a formidable competitor with Carrier’s VVT system, we would and
could hold a similar share in the marketplace by selling Trane’s VariTrac
over single units with programmable stats without even worrying about
our competition.
The most effective way to sell Trane’s zoning systems against the
competition is based on system simplicity, auto-configuration, an
integrated system, and the new digital display. In addition, many other
new features and functions have been added. Refer to the table on page
6 for more information.
Finally, we need to capitalize on our contractor relationships. In many
areas of the country we have not begun to call on these light commercial
contractors, or maintain the relationships that exist today. The key to
success is to take full advantage of the delivered products that are now
available, call on and educate your contractors, then sit back and take
orders.
Competition
VAV zoning controls are available from a variety of sources, however,
most of them do not offer an integrated package with the equipment.
Many of these companies do not offer a pre-engineered package that
comes as a standard offering. Instead they supply parts or pieces of the
whole system. There is significant risk in working with these companies
up-front and after installation. Coordinating mechanical and electronic
builds between multiple suppliers is difficult and it is possible that these
suppliers will not be able to respond to service or reliability issues.
Trane is the leading system controls supplier on new equipment, and
holds the leading share of the new construction controls market. Trane
has made significant effort to become the premier integrated systems
leader, and the competition is not even close.