Trane VAV-SLM002-EN manual Introduction, Why Changeover-Bypass VAV

Introduction

Why Changeover-Bypass VAV

Packaged unitary systems offer one of today’s most popular and cost- effective 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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