Earthenterprise Tool Kit - International Institute for Sustainable ...

EarthEnterprise Tool Kit
TOOL
A growing number of businesses and government agencies are discovering that
the power of their purse can accelerate the availability of greener, cleaner
products. By specifying minimum recycled content, improved energy efficiency,
or reduced toxicity in their tender specifications, demand from these buyers is
beginning to dramatically increase the supply and quality of a broad range of
environmentally superior products.
As discussed earlier, an expanding number of certification and labelling
o rganizations are available to evaluate supplier claims. M a ny voluntary
programs sponsored by the U.S. Environmental Protection Agency are also
stimulating manufacturers to offer a variety of environmentally improved
products. Green product directories, public and private sector purchasing
guidelines, and a few of the more innovative trade associations also provide
assistance in identifying and obtaining environmentally superior goods and
services.
“We’re the people who spend money. We have the cheque-books and suppliers
have to give us what we want, not the other way around,”said Mike Cleveland,
purchasing manager with Keystone Cement Company, Bath, Pennsylvania, at a
Buy Recycled Workshop in Allentown. His attitude is becoming the norm and
suppliers had better listen. AT&T, General Motors, S.C. Johnson & Son, and
Xerox are among the growing number of corporate giants asking suppliers to
become more environmentally responsive.
Respond to Customers’ Stated Intentions
From gentle nudges to new purchasing specifications to threats about taking
business elsewhere,buyers are making their new purchasing intentions known.
Suppliers that respond quickly and effectively can retain valued customers and
even increase sales.
Ace Hardware Corporation tried the hard ball approach with suppliers in 1991.
It sent a letter, questionnaire, and environmental policy statement that said,
“The Paint Division will begin conducting audits of all our vendors during 1992
with special emphasis on safety and environmental issues. We reserve the right
to immediately cancel any business awarded to a vendor found to be in
noncompliance with any applicable federal, state, or local regulations, or who
...shows blatant disregard for the best interests of our environment...” A few
non-responsive suppliers were dropped, but most were cooperative, though
surprised.
When Xerox Corporation decided it wanted standardized packaging with bar
codes at all its plants, it actively assisted suppliers in making the transition. A
letter and information packet describing the program were coupled with a day
long training session, complete with brochures and a 16-minute take-away
AVALANCHE MARKETS
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