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Marketing
Guide
VariTracTM
Changeover-Bypass
VAV Systems
Order No.: VAV-SLM002-EN |
Date: March 2002 |
The VariTrac History
Trane brought their expertise in variable air volume (VAV) controls into the changeover-bypass zoning market with the introduction of VariTrac in 1989. The concept of changeover-bypass zoning brings the flexibility and comfort of VAV systems into the light commercial unitary market, at an affordable price.
The first generation of VariTrac was a 16-zone pressure dependent system. The zone dampers featured the same electronic zone controller Trane developed for its VAV boxes, operating in the pressure dependent mode. The heart of the system was the Comfort Manager™; a panel which was designed to manage the HVAC unit, bypass damper functions, and changeover decisions. The functional concept of this original system continues to be the backbone of today’s zoning system.
In the early 90s, two important enhancements were added to the system:
•Trane’s new Comm 4 communications link for the damper controllers
•The ability to directly communicate with Trane’s new Voyager UCP electronic rooftop unit controls
In 1995, Trane introduced the second generation of VariTrac. This generation featured the central control panel (CCP) as the functional replacement for Comfort Manager. The new panel featured a resin enclosure, optional relay board for 24 VAC unit control, and the move to static pressure for bypass control. Improved changeover control was added to the operating system, and the zone damper controls were upgraded to UCM Version 3.
Now, in 2002, Trane introduces the next generation of VariTrac controls which includes all the great features of the original VariTrac system, plus new features and enhancements. The enhancements are designed to make this generation of VariTrac the simplest changeover-bypass zoning system to install, commission, and service of any light commercial controls system available today.
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Contents |
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The History of VariTrac................................................. |
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Introduction ................................................................... |
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Why Changeover Bypass VAV ............................ |
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The Delivered Systems Concept.......................... |
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Feature and Benefits..................................................... |
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Product Changes at a Glance .............................. |
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Hardware Overview.............................................. |
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VariTrac Function Overview ................................. |
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Application Considerations ....................................... |
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Customers Identification ............................................ |
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Building Owners ................................................. |
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Consulting Engineers ......................................... |
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Contractors......................................................... |
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Trane Sales Offices............................................ |
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Selling VariTrac Systems ........................................... |
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Competition ................................................................. |
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Introduction
Why Changeover-Bypass VAV
Packaged unitary systems offer one of today’s most popular and costeffective 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.
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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.
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