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4 VAV-SLM002-EN
Introduction
Why Changeover-Bypass VAV
Packaged unitary systems offer one of today’s most popular and cost-
effective methods for supplying conditioned air to small commercial
buildings. The unitary machine most commonly used has a constant
volume fan with a fixed outside air damper and a single thermostat.
While this may meet the thermal requirements of the space, it may not
meet all the comfort requirements of the space using a single thermostat
for control.
Changeover-bypass VAV is a design solution for this problem. As the
name implies, these systems deliver a varying volume of air to multiple
zones, each with its own thermostat, while still utilizing a unitary machine
with a constant volume fan. Changeover-bypass-VAV combines the
comfort benefits of VAV with the cost effectiveness of packaged unitary
equipment.
The light commercial HVAC marketplace is known for its high level of
competition. Knowing how to position Trane’s zoning products against
the competition is critical. Over the past couple of years, Trane has
added “value” items to its standard product package. In many instances,
competitors must resort to add-ons or upgraded systems to achieve
similar operating results or benefits obtained by Trane products.
Learning how to leverage both Trane’s value over the competition and
defend against perceived competitor advantage is vital to the company’s
light commercial business and obtaining increased market share.
This marketing guide is designed to help sales personnel prepare for
effective selling of the redesigned VariTrac changeover-bypass zoning
system.
By utilizing an existing product to new product comparison, Trane’s
advantage in areas such as value, flexibility, and integrated controls will
be explained. This enables the sales force to arm themselves with
superior product knowledge of Trane’s zoning systems and their
operation.