Selling Green January 27th, 2009
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- Victor Casey
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1 Selling Green January 27 th, 2009
2 What is Green? What does it mean to you?
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4 Clean Water
5 Green Trees Sales I.T. Finance Admin
6 Green Bird
7 Being Prepared - Seriously The above is an example of how Green can be somewhat of an illusion, and frankly confusing. Don t Green Wash! Your customers will see right thru it.
8 Why get involved in green? Everyone else is doing it It may help me sell more homes It makes me feel good It s the right thing to do I am getting pressure from The City My Customers My Children K.C.H.B.A.
9 What Does Being Green mean? We are doing the right thing Its harder Its smarter It cost more! It cost less? Its being responsible Green is good It saves..?
10 M O N E Y
11 TIME
12 The Environment
13 The Earth
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15 Veridian Approach Sales National Effort Benchmarking Marketing Efforts Local Efforts Sales Sales Internal Efforts Sales
16 Different Things to Different People: B.O.L.T Bulls, Owls, Lambs and Tigers (Charles Clark) Train to understand what is important to the customer First. Show them! Don t Tell them.
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18 When they cant see it, hear it, smell it, touch it, taste it, they can speak it, can you hear them?
19 Tangible Benefits for the Buyer ENERGY EFFICIENCY Tight Construction Improved Thermal Systems Right-Sized HVAC Framing and Sheathing Lighting Efficiency Energy Star Appliances WATER EFFICIENCY Low Flow Toilets High-Performance Alliances Engineered Plumbing Systems
20 Tangible Benefits for the Buyer INDOOR ENVIRONMENTAL QUALITY Duct Tightness Combustion Safety Fresh Air and Spot Ventilation Air Pressure Balancing Moisture Management Low VOC Paint and Carpets DURABILITY Optional Framing Air Barrier Thermal Barrier Internal Moisture Management
21 New Home Specialist tour with New Home Specialist tour with Construction on GREEN
22 Building Green allows us to enjoy the outdoors!
23 Veridian Approach Sales National Effort Benchmarking Marketing Efforts Local Efforts Sales Sales Internal Efforts Sales
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25 D.N.R.
26 State Governors Office
27 City Of Madison Curbside Appeal (non Veridian)
28 City Of Madison Beautiful Yard (non Veridian)
29 Cardboard d and Waste Containers (Veridian homesite)
30 City Of Madison
31 Filling and Installing the Erosion Soxx
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34 100 yd x 50 yd x 8.4 yd = 42,000 cubic yd Helping to quantify what 42,000 yards means
35 Veridian Approach Sales National Effort Benchmarking Marketing Efforts Local Efforts Sales Sales Internal Efforts Sales
36 Three Green Buyers Our monthly energy savings let us buy the Our Monthly hiking Energy equipment Savings allowed we us enjoy to buy on our weekends! new hiking equipment. 1 - Wants to Save Money
37 I m saving the environment Three Green Buyers Wants to Save Money Wants to Save the Environment Wants a Home that is Better for their Health and Family 2 - Wants to Save the Environment
38 For my health and family. Three Green Buyers Wants to Save Money Wants to Save the Environment Wants a Home that is Better for their Health and Family 3 - Wants a Home that is Better for their Health and Family
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43 Green is Keen. Every Veridian home is Wisconsin Energy Star and Green Built Home certified, which can save $686 annually on your utility bills.* Ask a New Home Specialist about our high performing homes today. * Estimated savings based on a comparison between a Veridian home built to standard specifications and a similar home meeting building code requirements. Utility rates are based off of current MG&E rates
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47 High Performance Homes Green Built Homes certification ensures thatt the home is: Efficiently using resources Indoor air quality/ventilation Combustion Safety Recycling
48 High Performance Homes ENERGY STAR Homes certification ensures that the home is: Energy efficient Comfortable More durable Safe
49 Veridian ENERGY STAR Certified Home 5. Performance Testing Blower Door Test Testing Exhaust Fan Testing 1. Framing Stage 3-stud Corner Framed Walls 24 on Center Foundation Insulation Tyvek House Wrap Energy Star Site Inspection (#1) E h t F T ti 2. Mechanical Stage 4. Insulation and Finishing Stage Air Sealing Techniques Blown Cellulose Attic Insulation Energy Star Site Inspection (#2) 3. Siding Stage Taping of windows with Protecto tape Dual Pipe System for Furnaces Energy Efficient Air Conditioning Intellifire Pilot on Fireplace Low-E Glass Windows Electronic Set-Back Thermostats
50 ENERGY STAR HOMES Independently inspected by a 3 rd party: 30% more efficient than homes built in 1993 Up to 25% more efficient than state energy codes Ensures your home has: Building envelope upgrades High performance windows Upgraded heating and cooling systems Tight duct systems Upgraded water heater equipment Healthier home/cleaner air
51 Veridian Approach Sales National Effort Benchmarking Marketing Efforts Local Efforts Sales Sales Internal Efforts Sales
52 Internal Plans Linked at Many Levels Quarterly Management Meetings Monthly/Weekly Department Meetings Bi-weekly Team Meetings Weekly One on Ones Performance Planning & Development Program Gain$hare
53 Team Meetings 2006 Energy Star Sales Training Tool Veridian Homes, LLC
54 Tyvek House Wrap Blown Cellulose Attic Insulation Low-E Windows Blower Door Testing Taping of Windows with Protecto Tape Energy Star Window Decal Foundation Insulation
55 Energy Star Window Decals 2006 Energy Star Sales Training Tool Veridian Homes, LLC
56 Energy Star Features At Framing Stage Tyvek House Wrap When you go out in bad weather, you wear a jacket to protect yourself from the rain and wind. A home should be protected in the same fashion by using a house wrap Energy Star Sales Training Tool Veridian Homes, LLC
57 QUIZ! Which of these 3-Stud Corners will save more energy in a Veridian home? A. B Energy Star Sales Training Tool Veridian Homes, LLC
58 QUIZ! What is the purpose of the LOW-E coating on our windows? ANSWER: To reduce the amount of solar heat that passes through! 2006 Energy Star Sales Training Tool Veridian Homes, LLC
59 Trade Partner Scorecards Trade Partner Lunches Monthly Scope of Work Reviews B.U.I.L.D. Meetings Trade Partner Advisory Council Trade Partner One-on- One Trade Partners attending Pre- Walkthroughs Trade Partners Kaizen Redline Plan Reviews Safety Manuals Provided to Core Trade Partners Trade Partner Recogniti on Event On Request Meetings by Trade Partners for Various Issues Trade Partner Survey OFI Teams Handwritten Notes of Appreciation for Achieving Certification Annual Trade Partner Council Conference
60 Veridian Approach Sales National Effort Benchmarking Marketing Efforts Local Efforts Sales Sales Internal Efforts Sales
61 Building on Quality 2004 & 2005 Energy Star Partner of the Year 2004 Certified Quality Builder QEHS 2005 National Housing Quality Silver Award 2005 National Design Studio Award 2006 National Housing Quality Gold Award 2006 Green Tier & Clear Lakes Charter 2006 WasteCap Partner of the Year 2006 Governor's Environmental Award 2006 Waste Recycling Partnership Award 2006 & 2007 Energy Star Sustaining Partner Award 2007 Innovative Housing Technology ogy Award 2007 CIO Awards 2007 Builder of the Year, Energy Value Housing Award 2008 Builder of the Year, Professional Builder 2008 Gold Award, Energy Value Housing Award 2008 SAFE Award, Professional Builder
62 Involvement in Energy Programs Energy Star Homes 2280 Green Built Homes 2180 LEEDS pilot 6 Build America/CARB/Zero / 2 Waste Recycling Programs 1600
63 Innovative Environments TND Dedicated to Smart Growth 100% of All Veridian Homes Earn Wisconsin Energy Star and Green Built Home Certification For Every 10 Homes Built by Veridian, It Will Save Enough Energy to Power One Additional Home for a Year In Veridian Homes Prevented Over 1 3 In , Veridian Homes Prevented Over 1.3 Million Pounds of Carbon Dioxide and Over 1100 Pounds of Nitrous Oxide From Being Released Into the Atmosphere
64 Strategic NHQA Tactical Builder & Trade Certification Operational DMAIC Flowcharting OFIs Action Plans
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66 Going Green A Summary Approach requires Efforts from: Sales Internal Marketing Local National Don t greenwash your buyers Know your facts, make green fun
67 Going Green A Summary Create bragging rights for buyers Peace of mind for buyers 3 rd party certification Happy homeowners: 74% of homeowners say that being green was important when selecting Veridian as their builder
68 Thank you!
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