Sponsored by Housekeeping Solutions Presented by Stephen Ashkin

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Sponsored by Housekeeping Solutions Presented
byStephen Ashkin
Green Cleaning Fundamentals Overcoming
Confusion and Getting Down to Business
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Sustainability
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Sustainability

• meeting the needs of the present
  without compromising the ability of
  future generations to meet their own
  needs.
• We do not inherit the earth from our
  parents we borrow
  it from our children.

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Sustainability

• Practical Applications of Sustainability
• Triple Bottom-line
• Environmental
• Economic
• Social

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What Is Green and
Green Cleaning?

• Concept / Approach to Cleaning
• Time management
• Pollution prevention
• Continuous improvement
• Just-in-time inventory
• Six Sigma
• Total Quality Management
• Focus on reducing health and environmental
  impacts

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What Is Green and
Green Cleaning?

• products and services that reduce the
  health and environmental impacts compared to
  similar products and services used for the same
  purpose. Executive Order 13101
• Green Continuum
• Its a JOURNEY!

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What Is Green and
Green Cleaning?

• Defining Green Cleaning
• Cleaning that protects health
• without harming the environment

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Roadmaps

• LEED for Existing Buildings
• 10 Steps To Green Cleaning in Health Care
• Collaborative for High Performance Schools
• Quick Easy Guide to Green Cleaning

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Requirements
Minimum

• Green chemicals hand soaps
• EPA for janitorial paper and liners
• Carpet Rug Institute for vacuums
• Training and SOPs
• Communications

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Other Requirements

• Entryway mats
• Microfiber products
• Recycling recycling products
• Durable buckets and carts
• Other

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In Lieu of Standards

• products and services that reduce the
  health and environmental impacts compared to
  similar products and services used for the same
  purpose.
• Green Continuum

• Conserve chemicals
• Conserve water
• Conserve energy

• Reduce toxicity
• Recycle content
• Durability

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The Sales Strategy

• Clarify competitive positioning
• Wal-Mart Strategy (low cost, operational
  excellence)
• Nordstrom Strategy (exceptional service)
• Consider commissions and incentives
• Develop prospecting list
• Dont forget existing customers
• Role your vendors will play

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Wal-Mart Strategy

• Sell products not programs
• Clearly identify green SKUs
• How they meet the requirements
  of the legislation
• Show comparisons to traditional
  products to make replacement easy
• Catalog and price lists
• Website for technical support and training
• Telemarketing strategy
• Scheduled delivery

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Nordstrom Strategy

• Sell programs not products
• Assist schools in transition
• Develop sales strategy
• Audit
• 3 Bucket Approach
• Pilot process
• Training
• Communications
• Identify green SKUs
• Catalog and price pages

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Prioritizing 1st Project(s)

• High chance of success
• Size doesnt matter
• Primarily a learning event --- NOT a sales event
• Simplicity helps
• Single building versus multiple buildings
• Problem-free building
• Problem-free (good) relationship
• Good supervision staff
• Good timing
• Manage Expectations

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Different Segments Different Value
Propositions

• Schools new legislation, student performance on
  standardized tests, improved attendance
• Health Care H2E efforts, community relations,
  lower rates of nosocomial infections
• Commercial Buildings better occupant
  satisfaction, reduce turnover
• LEED Buildings easy and cost effective points
• BSCs competitive advantage, reduced
  injuries

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Impact of Improved Attendance
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US Green Building Council
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US Green Building Council

• 16,727 Members
• 75 Chapters
• 57,417 LEED Accredited Professionals
• 15,445 LEED Certified Registered Projects
• 12 Fed Agencies, 20 States 100 Cities using
  LEED
• 36 Universities
• MOI --- BOMA, IFMA, GGHC, AIA

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Never doubt that a small group of
thoughtful, committed citizens can change the
world.In fact, its the only thing that ever
has. Margaret Mead
We want you for the
Green Cleaning Movement!
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How to Sell Green
Cleaning to Schools

• Thank You
• Stephen Ashkin
• 812-332-7950
• SteveAshkin_at_AshkinGroup.com
• www.AshkinGroup.com