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VAV-SLM002-EN 5
The Delivered Systems Concept
Delivered products represent approximately eighty percent of the light
commercial building market. The term delivered product refers to the
relationship between the manufacturer and the contractor. The
relationship is often limited to the sale and delivery of the product. The
contractor takes full responsibility for installation and service. Delivered
products contrast with applied products, for which the relationship
between manufacturer and contractor extends to product selection,
installation, commissioning, programming, and on-going service support.
Opportunities for Trane to participate in the light commercial market for
delivered products have never been as plentiful as they are today. The
relationships that you foster and maintain with your contractors are
essential to your success in increasing your VariTrac market share.
Training your contractors to become self-sufficient in selling, applying,
installing, and servicing VariTrac systems requires that you invest time to
train them. The potential return on your investment is well worth the
time. This relationship, in which you represent Trane as both supplier
and educator, is your business opportunity.