Can you use your environmental protection strategies as a business marketing tool?

The short answer is… yes.

Let’s take a brief look at how that can be achievable. Marketing within a business is generally known as an intangible expense, where the benefits are long term sales opportunities that your sales team would convert to revenue. Compare this with funds spent on environmental strategies and produst. Many business owners and managers view their environmental compliance as a bottom line burden. An expense that comes right off the profit for no or little apparent benefit – other than the obvious environmental benefit, of course.

To put a darker spin on this, the money you spend now on water pollution prevention products can save you much more substantial expense in future fines should you not be environmentally responsible.

Would the expense of environmental compliance be an easier pill to swallow if there was some way it could benefit the top line of the business? If you buy a spill kit, or some containment bunding, can that expense be used to generate future revenue?

Revenue is what essentially drives a business. I think we all know that! Even if you have low overheads and expenses, if you can’t generate enough cash flow at the sales end of the business then your overheads can overrun you and every expense seems enormous.

Isn’t it a strange co-incidence that the most profitable businesses are also among the highest spenders? Now relate that spend to the cost of environmental protection.

In years gone by, environmental awareness was a new term. Suddenly (over thirty years of learning) people started thinking of the Earth, and how we, as a race, could play our part in its health. Instead of a local issue, it became a global concern, and different media groups pushed the message of negativity around the civilized world. They told the world if any business was polluting the environment through its operations. Tut! Tut!

And how times change attitudes.

The reported negativity from the media over the past years has created a consumer demand for products and services from those companies who are not only protecting the environment, but are seen to be protecting the environment. Previously catchy terms such as ‘bio-diversity’ and ‘sustainability’ became real targets. Marketing logos started quoting ‘a green company’ and ‘protecting the environment’ to tap into a growing swell of community opinion that would inevitably turn into sales. Advertising suddenly started bragging about a business being environmentally friendly, and consumers responded.

There has been a tangible shift in client sentiment regarding the requirements of their suppliers. The push from Government authorities for environmental compliance has gradually morphed into an equal demand from clients – evidenced through most tendering processes. Particularly in larger corporations, where environmental compliance is expected from suppliers and potential suppliers alike. To do business with large corporations these days, you may need to have a strategy in place to obviate your environmental priorities.

Top line revenues started seeing benefit from the marketing activities that included pro-active environmental policies. Not just in consumer goods, either. Many business transactions, tenders and procurement policies started demanding similar environmental protection policies from their suppliers. The world was making it more difficult for the non compliant business to win their contracts.

Suddenly it was cool to be green – within reason. Rather than a trend, the environmental movement became a business model, and specialized businesses sprung up to provide the products and services that are, now, so much in demand. Some of those businesses are today highly successful.

I want you to ask yourself these questions:

Are we, as a business, pushing the fact that we are environmentally friendly to our clients? Are we, as a business, truly tapping into the ground swell of community opinion that all business should be supporting the environment?

There is a true marketing strength to be gained from spending money on products to protect the environment. You just need to recognise it.

Warren R Ratliff

Chatoyer

Warren R Ratliff was raised and still lives in Sydney, Australia. Working with Chatoyer Environmental enables him to offer his experience within the environmental industry and through his article and news writing he is able to offer assistance to others and expand his already diverse business experience.

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