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Scott Zintz

Sustainability Strategist

EPIC Business Essentials

A Sustainable Advantage

SUSTAINABILITY = CLIMATE CHANGE??

WHAT WILL WE COVER?

Building the BUSINESS CASE for Sustainability in the Office Products World

1. What is Sustainability (and what is not)?2. Why is it important to business today?3. Greener Operations4. Greener Logistics5. Selling Green6. Implementation

SUSTAINABLE BUSINESS = PROFITABLE BUSINESS

BUT I TRIED THIS ALREADY….and it FAILED!!

Harvard Business Review cites sustainability as the next megatrend in business, yet finds in a recent study that business leaders are failing to recognize the holistic and multi-stage strategy necessary to succeed and instead have been launching a “hodgepodge of initiatives”

• Stage 1: Reduce waste, risks and costs• Stage 2: Redesign processes and functions to optimize• Stage 3: Integration of sustainability with corporate strategy• Stage 4: Differentiation, increased brand, increased sales

CHANGE IN BUSINESS CLIMATE

• Sustainability is a fad…like the internet• Majority of large businesses tackling sustainability• Climate talks in Paris this year will bring change• Customers are seeking sustainable solutions• NOT going green is too expensive

WHY DOES THIS MATTER?

• Sustainability is being recognized as the critical opportunity for businesses today

• An Accenture study of 766 CEO’s showed that 93% of CEO’s see sustainability as crucial to business success, 72% believe that sustainability programs strengthen brand reputation, and 63% have seen a positive ROI on their green investments

• Over 90% of Fortune 1000 are reporting on sustainability

There is a vast difference between having a green program and being a Sustainable Business.

SALES – COSTS = PROFIT

A company can make more money by increasing sales AND/OR decreasing costs

Sustainability is one of the very few business tenantsThat can assist you in both areas

WHAT IS NOT SUSTAINABILITY

• We recycle some stuff• I sell green products (when the customer asks)• We have a green team (of one person)• I sometimes double side print• Use wholesalers green program and call it our own

DEFINING SUSTAINABLE BUSINESS

• “Ability to meet the needs of the present without compromising the ability of future generations to meet their own needs.” Bruntland

• Sustainability is not an end result, but is a continual process of improvement towards the goals of reducing our impact on the natural environment, engaging with our stakeholder communities, and promoting business profitability

PEOPLE (SOCIAL SUSTAINABILITY) Social sustainability is an often ignored yet incredibly important component of the Triple Bottom Line. Employee morale and productivity are closely linked

• Community involvement• Customer engagement• Employee satisfaction• Reduction of turn-over• Living wage• Equal opportunity • Healthy employees are productive• Raise morale• Make sustainability personal to all

PLANET (ENVIRONMENTAL SUSTAINABILITY)

Environmental Sustainability is about reducing the amount of resources we use, and finding better ways to do more with less

• Recycling programs• Energy efficiency• GHG measurements and carbon• Life cycle analysis• Reduce waste• Green buildings• Green supplies• Cloud computing and green IT• Energy efficient vehicles

PROFIT (ECONOMIC SUSTAINABILITY) Economic sustainability focuses on the business case for going

green, and recognizes that for a business to be sustainable, they must also be profitable

• Waste reduction and cost savings• Increased earnings through efficiencies• Enhanced public image and reputation• Innovation of product/services to market• Marketing to green consumers• Stakeholder engagement• Process improvement• Profit does not have to measured in dollars, but overall benefit

on society (non-profits, public agencies, government)

GREENER OPERATIONS

• Energy efficiency• Shutting off tech, EPEAT, Energystar• Motion sensors, power strips• Lighting upgrades (LED lighting)

• Waste reduction• Re-usables instead of throw aways• Corrugate recycling• Pallet recycling• Paper/glass/plastic recycling

• Green purchasing programs• Double side print

LED LIGHTING SOLUTIONS

• You can save on your electricity costs at your own facility and turn your office into an LED lighting showroom (financing available)

• You can take advantage of a rapidly growing market by selling this solution to your customers, and electrical contractors in your area

• Most small to mid-size businesses are not aware of the programs available and are not targeted by the large LED lighting companies

• Your OP customers are going to make this change in the next 5 years…period. Why not make money on it?

• Trying to get into this market on your own will require upfront cost, extensive training, knowledge download, risk, and questionable success

GREENER LOGISTICS

• Reduced frequency deliveries (optimized delivery)• Customers don’t really need daily deliveries• Rebates and incentives for accepting less than daily

• Efficient delivery fleet (hybrid, electric…)• Not as appealing today with lower gas prices• Can gas prices stay this low?

• Carbon offset programs • Wide ranging opinions on these, but good as a final option to

offset footprint and be “carbon neutral deliveries”

Leadership

Fleet Benefits

*Results may vary

XL Hybrids Advantage

Performance: 25% MPG increase*

Sustainability: 20% reduction in CO2 emissions

Customers: Over 50 fleets

Uptime: Over 15 million miles, 99.9+% truck uptime

Cost: Just $10,000 for XL van upfit

Maintenance: No special maintenance

Simple: Installs in 6 hrs., no plugs, no training req’d

XL Link™: Transparent, insightful performance reporting and customer service

Fleet Benefits

*Results may vary

SELLING SUSTAINABILITY

• Tell YOUR story of successful implementation• What products do I sell?

• Keep it simple, create a top 50-100 item custom list• Wholesalers say 10,000 green item (most don’t qualify)• Sell green furniture, jan/san and LED lighting

• How do I market it?• Marketing pieces• Introduce to your current customer• EPIC Business Essentials

• Who do I market to?• Green Drinks events• What businesses in your market say they are green?• Healthcare, higher education

SUSTAINABLE OFFICE SUPPLY COMPANY• Well thought out sustainability mission statement • Executable (and flexible) roll out plan (TRAIN THE TEAM)• Switch to reman ink & toner, double side print, print very little if anything• Increase purchases of recycled content products• Green furniture options with reduced chemicals and off-gassing,

recyclable or rapidly renewable• Energystar and EPEAT technology, LED lights• Technology plugged into power strips and turned OFF• Reusable coffee mugs, water bottles, batteries• Green delivery logistics program• Reusable tote or corrugate take back programs• Promoting your local economy by “Buying Local”• Marketing (non greenwashing) as a sustainable business• Selling green products first• Talking to your customers about your success and how you can help

STEPS TO TAKE

1. No journey can begin without a first step…TAKE IT!2. Decide who will oversee your program3. Clearly define your goals and communicate them…but be

prepared to be flexible and make changes as needed4. Plan ahead for complete integration into all departments and

levels of your organization. NO SILO’s5. Consider both long term and short term strategy goals6. Talk to your customers, and your suppliers7. Create spaces for experimentation and innovation8. Establish a baseline and guidelines to measure progress9. Seek assistance where needed 10. Evaluate your progress, regroup and re-execute