Why Emerald Choice? Meet a growing market need Be socially more responsible Differentiate ourselves
Dec 29, 2015
Why Emerald Choice?
Meet a growing market need Be socially more responsible
Differentiate ourselves
Key Points What is Green Cleaning? Who are the major players in determining
what defines Green? How do we do it? How are we different?
Green cleaning is a very loose term Chemicals Recycling Day cleaning Green Seal GS-42 LEED Certification Some combination of the above ALL of the above
At Citywide we believe:
Green is the lens in which we look at our buildings
The lens requires us to look at everything we do and decide if we can make a better choice
A better choice is any choice that causes us to Reduce, Reuse or Recycle
A better choice is also an affordable choice that is sustainable even when times get tough
We also believe:
Sustainability is the key We define it as “meeting the needs of
today without compromising the ability of future generations to meet their own needs”
We do not inherit the earth but rather borrow it from our children
More Beliefs
Buildings don’t need to be perfect to be Green
Any movement toward being socially more responsible is worth the time and money
It will probably cost less of both than most clients expect
WHY SO IMPORTANT?
Our industry will annually use:
8 Billion pounds of chemicals 4.5 Billion pounds of paper 1 Billion pounds of Equipment
Better News
Studies show the following about buildings
cleaned with Green initiatives:
Schools: Higher test scores…up to 20% Hospitals: 2 day earlier discharges Offices: 2-10% productivity increases Retail: Increased sales per square foot
How to Transition to Green
Look through the GREEN lens: Can we do better?
Recycling Equipment Chemicals Consumables Training
Recycling
Work with clients on a “small step” forward Tremendously effective Trash providers are ready to help
Equipment
Microfiber is key The technology is undeniable Walks off despite how much it’s not liked Real cost much higher than product due to
shrinkage Strong management needed
Emerald Choice
Green Seal chemicals is the standard Founded in 1989, Green Seal is a non-
profit organization dedicated to safeguarding the environment and transforming the market place by promoting the manufacture, purchase and use of environmentally preferred products and services
EMERALD CHOICE
Consumables Green Seal Design for Environment (DfE)
DfE is an EPA standard that evaluates products and services for environmental impact
Promotes new/cleaner technologiesWorks as a partner with industries to clean up their
processes
Training
Cleaning “how to” is not the biggest hurdle Cleaning methods don’t change drastically Commitment to what we use to clean has
to change Training must include the importance of
adherence to the new plan and how to use and care for the new technologies
LEED and Green
Is LEED and Green the same thing? If I can’t be LEED why do this at all? What do I do if I’m asked about LEED?
Time for an expert opinion. Kathy Burke, AIA
WHAT IS LEED
Leadership in Energy and Environmental Design
Can show a qualified positive impact on the environment and public health
What is the United States Green Building Council (USGBC?
A nonprofit organization that was formed in 1993. Made up of building industry stakeholders such as
architects, building product manufacturers, owners, contractors and environmental groups who are interested in the promotion of green building in the U.S. development of a system to define green buildings.
5 environmental impact areas plus the innovation in design criteria-created for the following reasons: Facilitate positive results for the environment, occupant health
and financial return Define “green” by providing a standard for measurement Prevent “green washing” (false or exaggerated claims) Promote whole-building, integrated design processes
Available LEED Rating System1. New Construction2. Existing Buildings3. Commercial Interiors4. Core & Shell5. Schools6. Retail7. Healthcare8. Homes9. Neighborhood Development
Existing Building Certification Requirements using 6 Categories
SS - Sustainable Sites WE – Water Efficiency EA – Energy and Atmosphere MR – Materials and Resources EQ – Indoor Environmental Air Quality ID – Innovation and Design
LEED
Created to address the sustainable maintenance and operation of existing buildings
Geared toward property managers, portfolio owners and service providers – like yourselves!
A system to rate actual operating performances rather than design
City Wide Emerald Choice Focus
Focus on a limited number of points that are really what the maintenance company can be responsible for without the additional financial commitment of building Owners.
Most of the credits under the Emerald Green program are in the EQ category and involve products and maintenance methods.
The ability to differentiate your company from others and gain a competitive edge.
Green is everywhere – Everyone in the property management/ownership role has to provide maintenance and cleaning for their property – give them a reason to choose you!
Dispel the “hype” that is everywhere with “green products” and show them that you have a way to show people how they can be more responsible for a better environment at an equal, less or justifiable extra cost.
You can have a positive impact on public health, the environment and enhance the building’s marketability – and so can your clients!
Resources
Usgbc.org
Access to rating system checklist, booklet and written and online resources
Emerald Choice
Sales activity is the same except we ask about Green during the building survey
“Have you been considering a Green initiative within your company?”
“Would you have an interest in looking at a Green cleaning option for your building?”
Marketing Emerald Choice
Three distinct marketing pieces available
4 Color “Emerald Choice” piece used for an informational item in the portfolio
“Emerald Choice Continuum” is a leave behind cold call piece and additional information piece
Marketing Emerald Choice
“Quick Guide to Going Green” will be the primary informational sheet to be given to interested prospect during building survey
All three are very flexible Quick Guide and Continuum easily printed
and customized
Shades of Green
Emerald Choice has Shades of Green to meet all the needs of the customers
Shades of Green is referred to in marketing pieces
Using marketing pieces and asking questions, determine which Shade of Green is best for them
Shades of Green
Shades go from light to dark based on the types of Green choices made
Emerald Choice spreadsheet for cleaning services
Emerald Choice Consumables Spreadsheet
Pricing is based on estimates of the janitorial service only
Emerald Choice Sales
Once the appropriate Shade is chosen, use the appropriate “Shade” bid sheet and service agreement
Financially speaking….Light Green is the new standard
Emerald Choice fills a need of an interested client
If they have no interest, stay with the traditional, it’s not all or nothing!!!
Emerald Choice Operations
IC must be willing to “play” in this game IC may have some upfront costs mostly
due to the microfiber Cleaning methods are nearly the same IC must be willing to participate in
additional training Emerald Choice training could be done on
IC payday
Emerald Choice Operations
QCM procedures is normal except at start up QCM must verify the proper equipment
QCM also conducts the Emerald Choice Audits
QCM ensures training occurs and reports this to the client
Use the appropriate technology to schedule activities as an on time event
Emerald Choice Operations
Immediately make contact with your Jan/San provider to get pricing and dispensing systems
Other equipment Consumables
Get choices Use Emerald Choice Spreadsheet as your
guide
Emerald Choice Operations
Have QCM get a feel for the interest of current clients
If interested, make an appointment to discuss the program with them
Don’t leave behind a marketing piece, if you have a relationship. USE IT!
Explain this as a new program you would like to take advantage of
Emerald Choice Final Thoughts
Keep it simple, it really is simple Sell them what they can in fact afford Emphasize the fact that if they look
through the lens and make a better choice they are Green!
Don’t sell this to heavily soiled dirty buildings
Remember we are borrowing the earth