Marketing
Guide
TM
VariTrac
Changeover-Bypass
VAV Systems
Order No.: VAV-SLM002-EN
Date: March 2002
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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 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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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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Features and Benefits
The primary advantage of Trane’s zoning systems is that they are
completely integrated systems with Trane’s unitary equipment. Another
benefit is that these systems are so simple to install, operate and
service, that contractors and installers can take advantage of the
delivered concept versus the applied world of design, engineering, and
programming. For more information, refer to the table below which
describes and compares the features and benefits of Trane’s newest
changeover-bypass VAV offering to the existing product.
Product Changes at a Glance
VariTrac II
New VariTrac III
CCP
CCP with 3 piece enclosure design and optional Operator Display
Optional relay board with installation kit
Quick snap-in optional relay board with easy to wire terminal strip
Duct mounted pressure and temperature sensors hard
wired back to the CCP
Communicating sensor assembly including a UCM 4 with integral
temperature and pressure sensor, and output to the bypass damper(s)
Bypass damper hardwired back to the CCP
Bypass damper with factory installed wiring harness for plug-in connection
to communicating sensor assembly
16 zones
24 zones
Zone dampers with UCM 3 boards
Zone dampers with UCM 4 boards with:
•
•
Zone occupancy sensor input
Zone CO2 sensor input
Round zone damper sizes:
Added new rectangular zone dampers in sizes:
8x12, 8x14, 8x16, 10x16, 10x20, 14x18
•
6”, 8”, 10”, 12”, 14”, and 16”
•
Comm 4 communications to the zone dampers
Comm 3 communications to Tracker
Same Comm 4 communications to the zone dampers for reliable
operation and backward compatibility
Supports Comm 5 communications to the new Tracker Version 10 panel
PC edit terminal required for interfacing with the
system (HyperTerminal)
Optional touch-screen operator display with built in 7-day time clock .
Windows based PC software.
Round bypass damper sizes:
Bypass dampers now come with factory installed wiring harness for plug-
in connection to communicating sensor assembly
•
6”, 8”, 10”, and 12”
Rectangular bypass damper sizes:
14x12, 16x16, 20x20, 30x20
•
Manual analog zone sensors only
Not applicable
Digital display zone temperature sensor
Zone occupancy sensor
Not applicable
Zone CO2 sensor
Duct mount CO2 sensor
Pressure independent boxes
Add local heat
Ability to use pressure independent boxes
Ability to add local heat
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Hardware Overview
Central Control Panel Enclosure
The new VariTrac Central Control Panel (CCP) has a three-piece
enclosure for simplified installation. All wiring is done on large, easily
accessible terminal strips located in the wall mount base plate. The
electronics are located in the middle section, which is snapped onto the
base plate after mounting. The top section is either a blank face plate, or
the optional operator display.
Central Control Panel Operator Display
The optional operator display (OD) is a back-lit liquid crystal display with
touch-screen programming capability. Through the display you can
access system status and zone status, and do basic set-up of the zone
UCMs and the CCP system operating parameters. It is designed to give
an installer the ability to commission a VariTrac system without requiring
a PC. Additionally, the OD has a seven-day time clock built in to provide
stand alone scheduling capability of the VariTrac system. Zones may be
divided into four groups, each with its own schedule if desired. If there is
no Tracker system on the job, the CCP must be ordered with a display.
If Tracker is available, the CCP may have a blank cover plate installed
instead of an OD. All set-up information for the CCP may then be
accessed from the Tracker.
Central Control Panel Optional Relay Board
The new relay board does not require any mounting hardware or time
consuming installation. It simply snaps into place. The terminal strip is
now internally jumpered, so it may be wired directly to an HVAC unit low
voltage terminal strip using the same terminal designations as an
industry standard thermostat subbase.
Communicating Sensor/Bypass Control Assembly
The VariTrac duct sensors have been combined with a UCM into one
factory-wired assembly, so it now resides on the Comm 4 link along with
the zone dampers and Voyager/Precedent™ rooftop unit. The bypass
damper is also wired to this assembly. This eliminates the multiple
conductors and terminations between the CCP, the duct sensors and the
bypass damper, where most installation errors occurred.
Bypass Damper Installation Harness
All bypass dampers will now be shipped with a 12-foot plenum-rated
wiring harness attached to the damper at the factory. The harness has a
polarized plug on the end which is plugged into the communicating
sensor assembly control board. This eliminates bypass damper wiring
errors during installation.
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Digital Display Zone Sensor
The new digital display zone sensor has the look and functionality of the
standard Trane zone sensor, but includes an LCD digital display of the
space temperature and setpoint adjustment in degrees F or C. The
sensor has ON and CANCEL buttons, and a communications jack which
can be accessed without removing the cover. The sensor requires 24
volts, and may share a power supply with UCM.
Zone Occupancy Sensor
The new zone occupancy sensor is a ceiling-mount infrared motion
detector to be used with VariTrac zone damper UCM for controlling the
occupied zone standby function. It can detect motion over a 360 degree
range (adjustable) for up to a 1200 square foot area. It has SPDT
isolated contacts for connection to the UCM occupancy input. The
sensor requires 24 volts, and may share a power supply with UCM.
Zone CO2 Sensor
The zone CO2 sensor is a compact transmitter for use with the VariTrac
UCM CO2 input for doing demand control ventilation. The sensor is a
available in either wall- or duct-mount enclosures. The sensor requires
24 volts, and may share a power supply with UCM.
VariTrac PC Software
Advanced set-up functions in VariTrac are now done with a new
Windows®-based, graphical PC software program. Connection between
the PC and the CCP is done with a standard serial port cable connection.
VariTrac Function Overview
Increased Zone Count
The new VariTrac system now support 24 zones instead of 16. The
zones may be VariTrac dampers, or any type of VariTrane VAV box
including fan-powered boxes or boxes with factory-installed local heat.
Automatic Configuration and Start-up
The VariTrac system performs automatic configuration on start-up by
locating all zone dampers or VAV boxes on the communications link and
creating a database of zones, complete with default names. VariTrac
takes control of all the zone dampers and calibrates them. It then
calibrates the bypass system, establishes its own static pressure
setpoint, and begins heating/cooling operation.
Discharge Air Control
VariTrac now does discharge air control. When there is a demand for
heating or cooling from a zone, the CCP will control the discharge air
temperature to the discharge air setpoint default (55°F cooling, 110°F
heating), using as many stages as necessary. This allows VariTrac to do
true capacity control under part-load conditions, and better manage the
load created by increased ventilation air requirements.
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Supply Air Tempering
It is now possible to enable the Supply Air Tempering function in a
Voyager via the CCP. This allows the Voyager to cycle a stage of heat
on and off to warm up the supply air stream and better manage the load
created by increased ventilation air requirements.
CO2 Based Demand Control Ventilation
CO2 sensors many now be connected to VariTrac zone UCMs. Up to
one sensor per zone on the system may be applied. The CCP Demand
Control Ventilation configuration screen allows you to set a minimum
ventilation damper position for the Voyager/Precedent unit, and a
maximum ventilation damper position. You also configure a normal CO2
setting and an alarm CO2 setting. As the CO2 rises between the normal
setpoint and the alarm setpoint, the CCP resets the damper position to
increase ventilation. The CCP can be configured to gather CO2
measurements from one specific sensor, or to gather information from all
the sensors on the system and select the highest value.
Zone Occupied Standby Function
A VariTrac UCM can now have an occupancy sensor connected to it,
and can be configured to perform an occupied standby function. This
mode is available whenever the VariTrac system is in the occupied
mode. The zone will be in standby using its unoccupied setpoints if
motion is not detected by the zone occupancy sensor. When motion is
detected in the space, the UCM shifts to its occupied setpoints, and will
remain that way until 30 minutes (adjustable) after motion ceases.
System Balance Mode
A VariTrac system can be placed in the balance mode from the operator
display or the PC software using a single button selection. In this mode,
the CCP automatically prepares the VariTrac system for balancing by
starting the supply fan, disabling heating and cooling, closing the bypass
damper, and opening all zone dampers to their maximum position. The
system can then be balanced as a single zone system using mechanical
hand balancing dampers.
Global Sensor Setpoint Limit Set-up
If the zone setpoint thumbwheels are enabled, their functional range
should be limited to about a 5 degree span to avoid nuisance
changeover. This requires you to access each individual UCM and
manually adjust the limits. The new VariTrac CCP allows you to create a
single set of limits, and then broadcast them to all the zones on the
system at one time by pushing a single button.
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Application Considerations for
Changeover-Bypass-VAV
A building with varying loads due to occupancy, time-of-day, or other
special needs is a likely candidate for a changeover-bypass VAV system.
Also, any structure required to meet the higher ventilation requirements
associated with ASHRAE Standard 62 is a prime target. These
applications include:
•
•
•
•
Offices and small manufacturing buildings – Varying occupancy
places varying demands on the HVAC system.
Schools – Heightened concerns about indoor air quality (IAQ) affect
both new and existing applications.
Strip malls, movie theaters, health clubs – Variable vacancy and
special needs for conditioned air apply in these buildings.
Clinics, nursing homes, small hospitals – These buildings can be
multi-purpose and almost always have special requirements for
conditioned air.
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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.
Building Owners
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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Contractors
The first cost benefits associated with Trane’s changeover-bypass-VAV
systems are important to contractors because:
•
at the top of their list is a “delivered” system that requires very little
programming, virtually no engineering, and is simple to install,
operate, and service
•
•
•
auto-configuring saves hours over having to locate and match
terminal units in the field to the software in the main controller
a one-step balance mode saves hours over the traditional method of
balancing a VAV system
an integrated bypass sensor assembly that does not require running
wires back to the central controller will reduce wiring errors in the
field
Trane Sales Force
The Trane sales force has the opportunity to sell both equipment and
controls in one integrated package. Trane provides a complete solution.
This one-stop shopping capability is backed by the considerable
resources that Trane offers on all of its products.
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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, auto-configuration, an
integrated system, and the new digital display. In addition, many other
new features and functions have been added. Refer to the table on page
6 for more information.
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 pre-engineered package that
comes as a standard offering. Instead they supply parts or pieces of the
whole system. There is significant risk in working with these companies
up-front and after installation. Coordinating mechanical and electronic
builds between multiple suppliers is difficult and it is possible that these
suppliers will not be able to respond to service or reliability issues.
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.
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Literature Order Number
Date
VAV-SLM002-EN
March 2002
New
Trane
Supersedes
An American Standard Company
Stocking Location
LaCrosse
For more information contact your local district
office or e-mail us at [email protected]
Since Trane has a policy of continuous product and product data improvement, it reserves the right to
change design and specifications without notice.
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