Selling Changeover-Bypass-VAV Systems
Trane’s largest competitor for selling VAV zoning systems is Trane! We sell more rooftops with programmable thermostats than our competitors do selling their VAV zoning systems. In other words, even though we have a formidable competitor with Carrier’s VVT system, we would and could hold a similar share in the marketplace by selling Trane’s VariTrac over single units with programmable stats without even worrying about our competition.
The most effective way to sell Trane’s zoning systems against the competition is based on system simplicity,
Finally, we need to capitalize on our contractor relationships. In many areas of the country we have not begun to call on these light commercial contractors, or maintain the relationships that exist today. The key to success is to take full advantage of the delivered products that are now available, call on and educate your contractors, then sit back and take orders.
Competition
VAV zoning controls are available from a variety of sources, however, most of them do not offer an integrated package with the equipment. Many of these companies do not offer a
Trane is the leading system controls supplier on new equipment, and holds the leading share of the new construction controls market. Trane has made significant effort to become the premier integrated systems leader, and the competition is not even close.
13 |
