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"I personally believe that sustainability is the most important issue facing the automotive industry and industry in general in the 21st Century."
— William Clay Ford, Jr., 2000 Chairman, Ford Motor Company
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“I recognize the right and duty of this generation to develop and use the natural resources of our land; but I do not recognize the right to waste them, or to rob, by wasteful use, the generations that come after us.”
— Theodore Roosevelt, 1910
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What is Sustainability?
❏ Sustainable development is development that meets the needs of the present without compromising the ability of future generations to meet their own needs.
Sustainable Development, Brundtland Commission, 1983
❏ Sustainable products and services are products, materials, and services that create more productive and healthier work environments that respond to today's needs without imposing additional costs upon future users. They are guided by the efficiency advantages of "cradle-to-cradle" rather than "cradle-to-grave" cycles.
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Why Green Products? ❏ Green products (also called Sustainable Products) deliver
compelling advantages.
❏ Sustainability Advantage = Competitive Advantage… Operational savings Increased worker productivity (Studies by USPS, Lawrence
Berkeley National Laboratory, GAO, RMI) Reduced contingent liability Greater indoor air quality, visual, thermal, and acoustic comfort
creates a healthy, low-stress environment that improves productivity and reduces liability risks. (GSA)
Green buildings typically sell or lease faster, and retain tenants better than non-green buildings. (McDonough)
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Why Green Products? (Continued…) US Post Office Productivity Chart
Source: Romm (DOE) and Browning (RMI), "Greening the Building and the Bottom Line” 1994
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Why Now? Trends…
GBA "
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International Trends ❏ 6E (Ecology, Ergonomics, Economics, Emissions, Energy and
Efficiency) Developed by TCO, The Swedish Confederation of Professional
Employees (Swedish professional trade organization with 1.2 million members) to make it easier for companies and their employees to be able to develop systematic operating methods that respect both the external and working environments..
Product labeling. Informed decision-making. Higher productivity.
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Where Should We Start?
Start with the low hanging fruit: companies that already manufacture and market green products.
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The Situation There are approximately 100,000 companies
in the U.S. that make or sell green products.
These companies have a clear understanding of the environmental advantages offered by their products and services.
Logically, these companies should be at the forefront of buying and using green products and services. And some are...
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...But most are focused on “selling” green rather than “buying green.”!
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The Situation ❏ Most do not apply the same level of sustainable thinking
to their own purchasing practices and management operations.
The manufacturer of electric hybrid vehicles does not necessarily buy recycled computer disks or office carpets made of sustainable materials.
The waste management company does not necessarily purchase energy efficient light bulbs or sustainable “cleaning products.”
The manufacturer of solar panels does not necessarily use recycled 80-20 modular carpeting or bio-based packaging materials for shipping its products.
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The Need
❏ Manufacturers and marketers of sustainable green products and services need higher sales to secure greater levels of growth and market share advantages over their “non-green” competitors.
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The Advantage ❏ The financial health of green companies
and the green industry will benefit significantly by capitalizing on opportunities for “buying green” from sister companies.
❏ Green companies already understand the principle of environmental advantage: They need only broaden its application.
❏ They have a vital interest in accelerating market demand for green products.
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The Advantage ❏ Companies benefit through...
Sustainable cost savings yielding competitive pricing advantages & higher margin potential
Reduced exposure to liabilities & litigation Healthier and more productive workforce Lower insurance premiums Higher resale value, faster leasing, sales and longer
tenant occupancy (where sustainable building design and management is employed)
Sales advantage ‘point of difference’ by growing safe and trusted products, services and brands
Networking advantages with companion ‘green companies’
PR advantage over “non-green” competitors
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The Obstacles ❏ Most companies are not aware of the wide range
of new green products available that are capable of displacing non-green products that they are currently using.
❏ Most companies cannot afford the labor and time-intensive effort required for researching and tracking down “green products” that are not conveniently available through conventional retail distribution channels.
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The Solution ❏ A business-to-business enterprise that:
Enables companies to easily find and purchase green products and services to meet their needs.
Offers a compelling convenience advantage.
Allows you to minimize transactional costs associated with researching, identifying, testing and acquiring.
Offers the opportunity not only to benefit as a buyer of green products but also as a seller of green products.
Enables companies to reach a highly qualified customer base already pre-disposed to environmental and sustainable values.
Promotes demand for sustainable products and services.
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Introducing the Green Business Advantage...
User Friendly Source for
Finding Green Products!
Product Search Support!
Customers Pre-disposed to
Buy Green Products!
Green Product Information
Resource
Price Advantage Discounts!
Full Service E-commerce
Website!
Sales Teams Targeting Key
Market Segments!
Competitive Advantage
Green Companies
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GBA Products and Services ❏ A simple, user-friendly, one-stop information
clearinghouse and e-commerce shopping resource that companies can turn to for “Greening” their operations.
❏ Product search support for companies seeking “hard-to-find” green alternatives.
❏ Discounts on green products and services for GBA registered member companies.
❏ 3rd party independent evaluations which rate product performance enabling buyers to make “informed purchase decisions” and minimize purchase risks.
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GBA Products & Services (continued)
❏ Opportunity for inclusion of your product in GBA partner sales team presentations to key target market segments.
❏ Access to special training seminars, industry experts, “how-to-implement a green procurement program in your company.”
❏ GBA-hosted conferences and trade shows.
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GBA Products & Services (continued) ❏ E-commerce portal featuring online store
where companies can find and order “green” products.
❏ Enables companies anywhere in the U.S. to access and order quality brand green products and services.
❏ Additional features including online advice, product reviews, bulletin boards, links to green company and government websites.
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The Target Market Priority Criteria Sub-Category Examples
Manufacturers of "Green Products"
Renewable Energy Companies Energy Efficiency Manufacturers Water Conservation Companies Electric, Gas & Water Utilities Energy Services Companies Building Products Manufacturers Bio-based Products Manufacturers Recycled Products Companies AFV Transportation Companies
Siemens Solar, BP Solar Johnson Controls, Inc. ETL, Niagara SCE, Con Ed, LADWP Armstrong Industries, Interface Kenaf Internat'l, ADM, Cargill Enviro-Tech Resources Calstart, DaimlerChrysler
Retailers and institutions appealing to customers and constituents with environmental values
Nature & Wildlife Retailers Backpacking & Outdoor Retailers Green Hotels Colleges and Universities
Wild Birds Unlimited, Adventure 16, REI, etc. Sheraton Suites Alexandria Green Hotels Association
Organizations with aggressive green procurement programs
Government (local state and federal agencies) Private Sector
Kings County, WA, Cities of Chattanooga, Santa Monica Warner Bros.
Organizations with primary environmental missions
National & State Parks Eco-Tour Companies Conservation Agencies
Yosemite National Park Lindblad Cruises Calif. Conservation Corps
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Target Markets (continued) Priority Criteria Sub-Category Examples
Professional Services Energy & Environmental ConsultingFirms
Ogden Environmental& Energy Services
Engineering, Construction& Management Services
Engineering and managementservices firms in construction,energy services (ESCOs),environmental, water & resourcemanagement.
ICF Kaiser, Tetra TechTurner ConstructionJohnson Controls,Honeywell, etc.
Environmental Achieversand Innovators
Recipients of EnvironmentalAwardsA. Government (partial list) FEMP Energy & Water
Management Award Winners EPA Closing the Circle Awards California Waste Reduction
Award RecipientsB. Private Sector (partial list) Hotel Assn's Stars of the
Industry Good Enviro-Management Award
Wright-Patterson AirForce BaseU.S. Postal ServiceTarget Stores, Disney,Herman Miller
Hilton Hotels (HiltonWashington & Towers)
Organizations withAggressive EnvironmentalPrograms
Private sector companies withdemonstrated commitment toenvironmental values
3M, McDonalds, Ben &Jerry's, Patagonia, TheBody Shop
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Target Markets (Continued) Priority Criteria Sub-Category Examples
Engineering, PollutionControl, P2 and WasteManagement Services
Solid waste, hazardous materials,toxic substances, ground waterprotection, land reclamation, etc.
Waste Management, Inc.,Woodward Clyde
Trade Organizations Green Building IndustryEnvironmental Industry
Energy Industry
Green Building CouncilAssn of EnvironmentalProfessionalsAssn of Energy ServicesProfessionals
Media Trade media organizations
Broadcast and print mediacompanies
Energy News, Envir'lScience & TechnologyDiscovery Channel,Outside Magazine
Organizations with PrimaryHealth-Related Missions
Medical Equipment & HospitalsFitness companies
Kaiser Permanente,Baxter Healthcare Corp.
Companies withAnnounced Desire orDemonstrated Need
Companies seeking a turn-aroundemphasis in their organization'scorporate environmental values &product offeringsCompanies with records ofenvironmental fines, violations,water conservation problems, etc.
Ford Motor CompanyExxon
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Why GBA Online?
❏ The Online Advantage ❏ Trends
E-commerce trends Business-to-business trends Logistics trends
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Strategic Partners
❏ Green Seal ❏ AARC (venture capital) ❏ Government Sales Associates ❏ Green Product Advantage
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Organizational Strategy
(In development)
❏ Sales Force ❏ Channel managers ❏ Customer feedback mechanism
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Phase 1 Sales Priorities GBA Phase 1 Sales Team
PriorityTarget Market Segments
MilitaryHotelsParks Colleges
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The Challenge ❏ If you consider your company to be a “green
company” do you…
Have “sustainability” incorporated as a central precept in your management strategy and operations?
Have a green procurement program in place?
…A program guiding purchases of furniture? Carpeting? Cleaning products? Lighting? New building initiatives? Office equipment? Vehicles? Shipping services? Etc.