Be Proactive

Sustainability

CONEXPO-CON/AGG 2014 © BARLOW 2014

Overview

• Industry Impact

• How Sustainability Affects The Entire Supply Chain

• Reversing The Low-Bid-Wins Paradigm

• Finding Success In This Profitable Market Segment

120road

construction

projects

tested by

Greenroads™

$280

Billionexpected worth

of green building

by 2020

U.S. Green

Building Stats

120,000+LEED Accredited

Professionals in

the U.S.

Canadian

Green

Building

Stats

1st

North American

city to enforce

green roofs

technology:

Toronto

$268,000 cost savings

using recycled

materials for

City of

Saskatoon

road project

2 Billionft2 certified

under Canadian

Building

Environmental

Standards

Capitalizing On It Requires

Understanding How It Affects

The Global Supply Chain

Sustainability Will Pay Big

Dividends To Those Who

Embrace It Now

• Demands transparency &

value from all supply levels to

achieve sustainability goals

• Current customer

relationships throughout

supply chain are redefined

• Ohio wind farm concrete base

example

Sales Channels/Dealers

Changing The Low-Bid-Wins

Paradigm

Sustainable Value Often Supersedes Price

• Efficiency & cost savings to construct

• Reused/recycled materials

• Newer, energy-efficient equipment

• Newer, more efficient technologies & products

• Lower operation costs upon completion

• Value increase in commercial, institutional & residential

• Proven ROI

• Human factor

• Shifting more immediate perspective to longer range value

You must provide legitimate

sustainable value for your

customers to win sustainable

work

Provide Transparency

Share sustainable values of:

• Products

• Services

• Technologies

Share their:

• Carbon footprints

• Life cycle assessments

• Embodied energy

• Other calculations

Share how you contribute to

customers’ sustainable goals &

how it relates to their customers

Copyright © 2009 Taiga Company

W.S. Tyler LEED Credit Statement

Educate Your Sales Channels

• Share your company’s

commitment to sustainability

• Encourage the same level of

sustainability

• Create education & training

programs for your sales force

• Provide customer-oriented

sales tools

Honda Power Equipment

• New program supports dealer

participation in Honda’s global

sustainability initiatives

• Eco-Guide illustrates specific practices

dealers can undertake that dovetail with

Honda’s environmental strategies

• Guide provides a comprehensive list of

recycling, energy savings & heating,

cooling, water & community

conservation initiatives, along with

ways for dealerships to implement

these activities

ISO 14001 Certification

The benefits of using ISO 14001 include:

• Reduced waste management costs

• Consumption of energy & materials

savings

• Lower distribution costs

• Improved corporate image among

regulators, customers & the public

Certification assures company management & employees, as well as external

stakeholders, that environmental impact is being measured & improved

Komatsu

• 18 Manufacturing facilities ISO

14001 Certified worldwide

• Developed low-VOC paint to

meet British environmental

regulations

• Amount of volatile organic

solvents released into the

air reduced by 66%

• Works with suppliers & their

customers who are committed

to environmental conservation

• First quarry in the world to

operate 100% under solar power

• 3,444 solar panels generate

more than 1,120,000 kilowatt

hours of renewable energy/year

• Reduction of 15,000+ tons of

CO2 emissions from 2010 to

2020

• Monetary savings leading to

greater profitability &

depreciation tax liability

BoDean Mark West Quarry

Santa Rosa, California

City of Saskatoon, Saskatchewan

• Used recycled rubble

materials on 540 m

stretch of road

• Cost savings of ≈

$268,000

• Reduction of hauling

distances

• Reduced virgin

material quantities

• Elimination of landfill

fees

• Energy Savings of ≈

127,560 Megajoules

Achieving Your Sustainable Value

Evaluate

• How sustainability fits within

your current business model

• Trends affecting your

primary markets

Research

• Relevant

sustainability

programs & rating

systems

• Sustainability

initiatives in your

targeted regions

• Sales channels to

reach customers

who value

sustainability

Develop

• Sales programs

focusing on the

sustainable value of your

equipment

• Education & training

programs for your sales

force

• Customer-oriented

education & sales tools

Execute

• Marketing strategies for

incorporating sustainability

into overall branding

• A sales/marketing

approach stressing the

positive impact on your customers & theirs

Achieving Your Sustainable Value

Achieving Your Sustainable Value

Support

• Strategies & tactical

approaches with the right

mix of marketing materials

that dovetail with your

existing efforts

Expand

• On all of the above with

customization related to

the environmental

standards of each new

global geographic region

Questions

Thank You

Brian BarlowPresident/CEO

CONEXPO-CON/AGG 2014 © BARLOW 2014