1. Why Emerald Choice? Meet a growing market need Be socially more responsible Differentiate ourselves

2. Key Points WWhat is Green Cleaning? WWho are the major players in determining what defines Green? HHow do we do it? HHow are we different?

3. 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

4. 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

5. 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

6. 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

7. WHY SO IMPORTANT? Our industry will annually use:  8 Billion pounds of chemicals  4.5 Billion pounds of paper  1 Billion pounds of Equipment

8. 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

9. How to Transition to Green Look through the GREEN lens: Can we do better?  Recycling  Equipment  Chemicals  Consumables  Training

10. Recycling  Work with clients on a “small step” forward  Tremendously effective  Trash providers are ready to help

11. 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

12. 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

13. EMERALD CHOICE Consumables GGreen Seal DDesign for Environment (DfE) DDfE is an EPA standard that evaluates products and services for environmental impact PPromotes new/cleaner technologies WWorks as a partner with industries to clean up their processes

14. 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

15. 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

16. WHAT IS LEED  Leadership in Energy and Environmental Design  Can show a qualified positive impact on the environment and public health

17. 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

18. Available LEED Rating System 1.New Construction 2.Existing Buildings 3.Commercial Interiors 4.Core & Shell 5.Schools 6.Retail 7.Healthcare 8.Homes 9.Neighborhood Development

19. 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

20. 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

21. 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!

22. Resources Usgbc.org Access to rating system checklist, booklet and written and online resources

23. 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?”

24. Marketing Emerald Choice TThree distinct marketing pieces available 4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

25. 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

26. 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

27. 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

28. Emerald Choice Sales OOnce the appropriate Shade is chosen, use the appropriate “Shade” bid sheet and service agreement FFinancially speaking….Light Green is the new standard EEmerald Choice fills a need of an interested client IIf they have no interest, stay with the traditional, it’s not all or nothing!!!

29. 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

30. 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

31. 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

32. 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

33. 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