Building Owners

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.

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.

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