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