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A vision starts with a core belief. Often, visions and visionaries come across as unrealistic and impractical. Here is a good example: All buildings will become sustainable within a generation. Pundits decry speculation such as this as impossible. I say, "Stop and listen." Obviously, you have been hearing the "Greenspeak" out there. It is everywhere. The vocabulary is becoming familiar — Green, environmental, sustainable, etc. The Green-eyed enthusiasts of today are now gaining ground as this movement becomes not only more necessary, but also more feasible. To those on the mission and those that are, at least curious, where do we begin? Where is the most likely place to gain a foothold and take on environmental responsibilities as attrition occurs within our ranks? In addition, can distributors increase market share at the same time? After all, we are in the jan/san sales business, right? So, how do we fit into the picture that brings sales and sustainability efforts together?

The United States Green Building Council (USGBC) has now termed the phrase "Triple Bottom Line" as a guiding strategy for the mission. The phrase addresses social, economic and environmental issues. I believe that combining these concerns designates a place at the table for all disciplines. If you're a social stakeholder concerned about the health of building occupants, you're included. If you're a building owner concerned with the return on investment (ROI), you're included. If you're an environmentalist working toward reducing greenhouse gas emissions, you're included. As a jan/san distributor on the cutting edge of a new era, you too, should be included. As you can see, USGBC has been thoughtful about setting the table. Here, everyone plays a part in the efforts toward sustainability. But again, how exactly does a jan/san distributor fit in?

From my first days as a distributor, I was taught that the higher the level of occupancy in a building, the stronger the opportunity for sales. Obviously, schools are at the top of that list, so most distributors place a high emphasis on gaining a part of the school market. Here is where the golden opportunity lies.

I believe that a smart distributor should also be a responsible distributor. I think that DSRs should educate themselves on the meaning of sustainability in order to pass on the knowledge. A concept like the Triple Bottom Line sustains itself only if someone carries it forward. In a school setting, your audience is not only the custodians and engineers, but also the students and teachers. Through awareness and education programs you can share the green knowledge that is being sought.