SuStainable ConStRuCtion DRiveS youR CuStomeRS & theiRS

Creating growth worldwide SinCe 1991

SuStainable ConStRuCtion gRowth DRiveS youR CuStomeRS & theiRS

Your customers, as well as the entire construction industry, have a powerful new ally against the decades-old battle against the lowest-price-wins mentality. Sustainable infrastructure and commercial, institutional and residential construction is here to stay and rapidly impacting the industry in many parts of the world.

Sustainable construction is driven by premium technologies, processes and equipment to achieve solutions—solutions that often lead to lower costs while positively impacting the environment through energy efficiency, materials reuse, conservation and new practices.

Barlow Strategic Sales & Marketing recognized this potential in sustainable construction early in its development, and in 2009 we added Sustainability as one of our 7 Services joining Strategic Direction, Sales Development, Channel Management, Marketing, Research and International Expansion, all of which we have offered since 1991.

Sustainabilty Is Transforming Your CustomersToday, sustainability is impacting every aspect of the construction

industry supply chain—from the architects and public works engineers who define the projects to the general and sub contractors, to the virgin

and finished materials producers and even the equipment suppliers who bring these projects to life.

Barlow Strategic Sales & Marketing has invested in people and ongoing education in sustainability, actively participates in the U.S. Green Building Council (USGBC)

and other related industry organizations, has a Leadership in Energy & Environmental Design (LEED®) Green Associate on staff and frequently

contributes to the education of the construction industry through speeches, industry articles and information sharing.

National Stone, Sand & Gravel Association

Association of Equipment Manufacturers

U.S. Green Building Council

Barlow Strategic Sales & Marketing Is A Proud Active Member Of:

SuStainability

helping you aChieve youR SuStainability value

Environmental and energy-efficient transparency, education and awareness are your key to growth within the far less price sensitive sustainable construction market. We can work closely with your team to develop specific sustainability values from your design, materials, manufacturing and finished equipment aspects. Then we can effectively strategize and promote these values within your sales/distribution channels and through to the customers.

Below is a general outline of how Barlow Strategic Sales & Marketing can help weave sustainability throughout your business. Each company is different and our involvement often varies. We are as hands-on as needed.

Evaluate • How sustainability fits within your current

business model.

• What trends are directly affecting your primary markets.

Research • All relevant sustainability programs and

rating systems and help you apply them to your products, technologies and services.

• Sustainability initiatives in your targeted regions internationally.

• The best sales channels to reach your customers who value sustainability.

Develop • Additions to current sales programs with

regards to the sustainable aspects of your equipment and services within the right markets.

• Education and training programs for your sales force on how to sell the value of your company’s commitment to sustainability.

• Customer-oriented education and sales tools to succeed.

Execute • Recommended marketing strategies

for incorporating sustainability into your overall branding.

• A well-targeted sales/marketing approach stressing the positive impact on your customers and their customers.

Support • Strategies and tactical approaches with

the right mix of marketing materials in print, electronically and on the Web that dovetail with your existing efforts.

Expand • On all of the above with customization

related to the environmental standards of each new global region.

SuStainability

127 West Berry St., Suite 900Fort Wayne, IN 46802 USAT: 260.422.7100info@gotobarlow.com

www.gotobarlow.com

ArchitectsEngineersDesign-Build Firms

General ContractorsSub ContractorsSpecialty Contractors

Finished Material Suppliers

Raw MaterialExtractors & Processors

Equipment ManufacturersTechnology Suppliers

GovernmentPublic InstitutionsPrivate Enterprises

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SuStainability iS Reinventing youR CuStomeRS

Increasing demand by the government and private sectors for more sustainable projects is pushing companies throughout the construction industry supply chain to re-evaluate how they must supply and approach their customers. They either add value to a project owner’s quest for a specific level of sustainability or detract from it.

Every level of the supply chain must contribute to the goal or risk jeopardizing their customer relationships. It is important to develop and adapt to new levels of transparency, specifications, technologies, products and construction practices driven by sustainable projects. Supporting sustainability can significantly attract new customers and business.