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VAV-SLM002-EN 11
Customer Identification
In technical sales, it is important to understand the answer to a
fundamental question: Who needs this product and why?
Ideal customers for VariTrac changeover-bypass VAV systems include:
• customers with buildings having significant variable occupancy
(schools, office buildings, etc.)
• customers with buildings that want better tenant comfort, at a
reasonable price
• building owners or facility managers that receive constant complaints
about hot or cold areas in their building
• customers with buildings operating in locations requiring compliance
with IAQ codes and standards.
• customers that value Trane’s ability to bring a simple, pre-
engineered, integrated solution to the job
Regardless of the customer, Trane’s message to the marketplace is that
it is the entire packaged comfort system that matters, not the parts and
pieces of one manufacturer over another.
Building Owners
Most building owners readily understand the concept of “total cost of
ownership.” They are concerned not only with the first cost of their
building’s HVAC system, but also with the on-going operating costs
associated with that equipment. Trane’s changeover-bypass VAV
system can reduce both first cost and the on-going operating costs
normally associated with a larger, more complex system.
Consulting Engineers
With the increasingly rapid changes in technology, engineers are
pressed to keep up with the more complex building codes and standards,
let alone, the control systems that must adhere to these measures. With
Trane’s changeover-bypass VAV, the systems are simple, yet they
address customers’ concerns regarding the latest issues with IAQ.
Local, state, and federal building codes increasingly set forth
requirements that are associated with adherence to ASHRAE 62 to
assure that IAQ is a design requirement, especially for new construction.
As a result, consulting engineers are looking for proven ways to address
the IAQ issue.