Most of my clients are familiar with my involvement with the CO Chapter, US Green Building Council (usgbc.org) as a founding board member. If you are not familiar with the org, it is best known as the administrator of LEED, the environmental rating system that has become the industry standard. At a recent evening meeting, we were addressed by Ken Sargent, who is with Porter Industries in Ft Collins, CO, a local leader in janitorial services. While Ken’s presentation focused on cleaning and maintenance using eco-products, I wanted to pass some points along, as so many claims are due to improper maintenance.
LEED EB is a rating system of the environmental benefit of "Existing Buildings" offering a potential point for an entrance mat system. Certainly one of the basics of green building is to reuse, and this is promoting the renovation of older buildings. However today, old is not all that old. By 2010, 80% of the SF on the market will be from 2002. Making the case to reuse is the fact at the EPA estimates 30% of all solid waste is generated by demolition and construction.
Most manufacturers of flooring, whether carpet or hard surface, recommend entrance mats. Its something most let the end user purchase, those ugly 6’ mats that clients often lease. However these are not adequate by most manufacturers’ guidelines and dealers are walking away from potential sales dollars. Including entrance mat systems to a sale should be an easy add on, and it’s one that will prevent call backs and future claims. Here are some interesting selling facts to help you convince your clients of the benefits. The International Sanitary Supply Assoc, states it costs $600 to remove a pound of soil once it has entered and distributed in a building. As few as 1000 foot traffics can bring in 24 pounds of soil in ONE MONTH. That is a $14K issue!! Don’t say “it costs too much!” I am sure all of us have dealt with dissatisfied clients whose issues were not the fault of product or installation— but poor maintenance. The speaker of course spoke about good equipment, good cleaning, green materials, but his first bullet point was to "stop soil/pollutants at the door". Remember, this is a man who makes his living cleaning buildings!! It sounds like he’s talking himself out of a sale—or is it good consultative selling?
85% of all soil enters the building on the feet of building occupants. 80% of this is dry particulate soil and the rest is petroleum basked. 30' of properly maintained entrance matting can remove nearly 100% of tracked in soils. Most guidelines and this speaker agreed that entrance matting systems should include 15' scraper, 5' foyer, and 10' carpet matting. There are many decorative ways to do this, and the colors and my product, Coral allow this creativity. Coral’s literature states that 86% of the cost of floor coverings is its maintenance. Walked in dirt is responsible for 85-90% of these costs!!
The speaker also listed as general guidelines to the environmental issues, to choose hard flooring surfaces with low or no requirements for sacrificial coatings, and reiterated the importance for entry way design to stop and isolate soil. Architectural Floor Systems offers resilient flooring products that need no sealers or wax. Permagrain is also a no wax product. Parterre and Lonseal offers products with minimal sealers. Recommending entry mat systems is a good add on sale and is insurance against claims due to accelerated wear caused by ground in dirt.
Many dealers present a check list to the client and they must sign off when declining necessary services. Consider offering these systems as a natural part of the sales process, and documenting should they decline might help you deal with future claims. This system more than pays for itself as it enhances the life of your floor coverings. Don’t go for the inexpensive solutions, if they don’t do the job it won’t give either of you protection.
Success!! Carol
www.carolblaha.com
