Trane VAV-SLM002-EN, VariTrac Changeover-Bypass VAV Systems User Manual

Marketing
Guide

VariTrac

TM

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

The History of VariTrac.................................................2

Introduction...................................................................4

Why Changeover Bypass VAV ............................4

The Delivered Systems Concept..........................5

Feature and Benefits.....................................................6

Product Changes at a Glance..............................6

Hardware Overview.............................................. 7

VariTrac Function Overview.................................8

Application Considerations ....................................... 10

Customers Identification............................................ 11

Building Owners.................................................11

Consulting Engineers.........................................11

Contractors......................................................... 12

Trane Sales Offices............................................ 12

Selling VariTrac Systems...........................................13

Competition.................................................................13

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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 T r ane’s zon ing pr od ucts agains t
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, f lexi bi lity, 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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