Green Cleaning: Sell the Benefits – Green Solutions

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Most jan/san distributors are concerned about the economic downturn, how it might affect their businesses and what impact it will have on green cleaning.

One area that is passed over is switching to environmentally preferable cleaning products. because many believe that those cost more than conventional products, although for the most part they are cost-neutral.

As to how a difficult economy will affect green cleaning, the answer is that only time will tell. However, at this time, it does not appear there has been any impact, and many green cleaning experts believe the use of environmentally preferable products will grow substantially.

A survey by the Ashkin Group, an advocate for using environmentally preferable cleaning products in the professional cleaning industry, provided some insight.

Approximately 5,000 facility managers, manufacturers, distributors, and end users were asked if the slowing economy would slow their interest in selecting green cleaning products.

Among the findings:

• Sixty-two percent believe that the economy might make private businesses hesitant to select green products, but most believe that this decrease will be offset by increased purchases from the government, education, and health care sectors.

• The majority of respondents did express some concern about the rate of green adoption, but they did not believe any slowdown would be of major consequence and would likely be offset by government purchasing.

• Most of the manufacturers surveyed indicated they do not believe a slowing economy will affect the amount of resources, engineering, or time their companies commit to developing green cleaning products; the majority say they do not plan to stop having products green-certified.

• Fifty-four percent of the distributors reported that they would “more actively promote” the benefits of Green over conventional products.

When selling green cleaning products in these times, jansan distributors should put a greater emphasis on the benefits, sometimes referred to as the “solutions package” that Green products offer end users. There are several studies reporting that test scores and student performance and attendance are enhanced in school facilities that are Green and use environmentally preferable cleaning products.

Similarly, several studies report that when green cleaning is introduced into offices, there is increased satisfaction among staff, improved morale, reduced absenteeism, and increased worker productivity and efficiency.

One study reported that green cleaning, along with other environmentally responsible measures, may translate into an annual productivity gain of $30 billion to $150 billion for employers. Businesses that become more environmentally responsible indicate that they can use their "greenness" as a marketing tool.

The message for distributors that plan to grow their green sales and market share is to present environmentally preferable products as solutions—promoting human health, increase in productivity and performance, and sustainability.

Mike Sawchuk is vice president and general manager of Enviro-Solutions.