Green Cleaning
29/07/2010
Looking at best practice from arround the globe, Anchor looks at an interesting comment by Mike Sawchuck, who says; "For several years now, the goal of most chemical manufacturers has been to keep the price of their Green cleaning products as close as possible to their traditional counterparts. That has worked for some, but the problem now is that several manufacturers and distributors are finding profit margins on some of their traditional and Green cleaning products are getting thinner and thinner. This could have long-term implications on the research and development of more Green cleaning products (R&D, Certification, product launch, inventory, etc.) and genuine interest from the manufacturer level could dwindle.
We compete on price every day in the professional cleaning industry. But, when it comes to Green cleaning products, one way to compete without cutting the price is on your level of knowledge to identify and help solve cleaning problems and on the performance of the products.
When we compete on knowledge and performance, we are not necessarily just competing on how well the product performs when compared to a similar non-Green product. Instead, we are showcasing the benefits of the product for the end-user.
Every product and service we offer our end-customers must be continuously evaluated, improved, and proven to benefit the customer. When it comes to Green cleaning products, protecting human health is always the number one issue. Improving worker morale as well as student attendance and performance, and other benefits are high on the list as well. These benefits must be communicated to customers over and over again. Most importantly, when you find a cleaning problem, solve it with a Green product. Focus on being a solutions provider - not a product peddler.
We may also have to set product priorities. There must be a greater emphasis placed on products that already maintain strong market presence and are highly regarded among customers.
Finally, we may have to base the price of our Green products on their perceived value to the end-customer. How important or valuable is it to the customer, as an example, that worker absenteeism is improved? If this is not an important issue, then there might not be much value to selecting a Green product and the customer will be unlikely to pay more for it. But, if this is a concern, the costs become an investment – not n expense.
Help customers view Green cleaning products as an investment toward improving the bottom line and then add the benefits to their people and the environment. If the customers realize the long-term value of a product - or how it solves a cleaning issue - cost will be a minor issue."
Mike is GM at Envrio-Solutions
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Anchor are awarded the Victoria Shopping Centre in the heart of Harrogate
