Getting power to the new shop

My electrician buddy is figuring it for running an a/c. I'm guessing about 3 ton. General Electric said it would still be a 200 amp service, and that it would not require a down guy, I'm not positive why they are saying that with 200 amp that it would only be 3kw. I understand that distance equals less end power, so that I'd probably where it comes from. As overall it's a minimum of 200 feet from the street then two feet more to the transformer.