What commercial opportunities does your product create within BREEAM, LEED, WELL or DGNB?
Through a product analysis, Encon identifies how your products contribute to sustainability certifications and how you can capitalise on that contribution commercially.
We translate technical product performance into concrete arguments for sales and marketing, clarify which supporting documents are relevant, and equip your teams with the knowledge to convincingly explain your product’s sustainable added value.
In this way, sustainability becomes not just a product feature, but a way to strengthen your position in projects, set yourself apart from competitors and create new commercial opportunities.
Why carry out a product analysis?
Certifications such as BREEAM, LEED, WELL and DGNB are playing an increasingly important role in design, material selection and procurement decisions.
For manufacturers and suppliers, this means going beyond simply meeting technical requirements. Those who can clearly demonstrate how their products contribute to a project’s sustainability ambitions give architects, clients, engineering firms and contractors an additional reason to choose that solution.
A product analysis by Encon quantifies that added value.
We identify:
- which credits and criteria your products can contribute to;
- which product characteristics and performance metrics are relevant in this regard;
- what supporting documentation is required;
- how you can support your clients and project teams more effectively;
- and how you can utilise these insights in marketing, sales and business development.
This creates a single, technically sound and commercially viable narrative around your product.
From product performance to project value
The value of a product lies not only in its purchase price.
Within a sustainable building project, a product can also contribute to certification, simplify documentation, demonstrate specific performance criteria or support the project team in achieving sustainability targets.
This can make a significant difference when comparing products.
A product analysis therefore helps you to not only state how your product performs, but above all what value that performance creates for the entire project.
This gives the sales team a stronger basis for demonstrating a product’s added value, even when the initial purchase price is higher than that of an alternative.
What are the benefits of a product analysis?
Following the analysis, you will know:
- which sustainability criteria and credits are relevant to your products;
- to what extent your products contribute to these;
- which certificates, declarations and supporting documents are required;
- which arguments the sales team can use during customer meetings;
- what information you can include in product data sheets, brochures, quotations and websites;
- how you can better support architects, clients and engineering firms with certification enquiries;
- and how you can identify relevant certified or registered projects as potential commercial opportunities.
The result is a clearer product narrative, greater consistency between product, marketing and sales, and a stronger positioning within sustainable construction projects.
Our approach
1. Technical product analysis
We begin with an analysis of your products, technical documentation and key target markets.
Our experts and assessors examine:
- which credits and criteria are relevant;
- how your products can contribute to these;
- which properties and performance characteristics are decisive;
- which certificates, declarations and supporting documents are available;
- and where additional information or optimisation might be beneficial.
This creates a technically sound foundation that allows you to know exactly where your product creates value within a sustainable building project.
2. Translation into marketing and sales
Technical information only becomes commercially relevant when customers and sales teams understand what that information means for them.
That is why we translate the analysis into a clear and actionable sales pitch.
The insights can be incorporated into, amongst other things:
- product data sheets;
- sustainability sheets;
- websites and brochures;
- quotations and tenders;
- sales presentations;
- sales pitches;
- product comparisons.
The message goes beyond simply: “this product is sustainable.”
We specify exactly what contribution the product makes, how that contribution can be demonstrated, and why it is relevant to the project and the customer.
3. Training for sales and product teams
We also ensure that the knowledge does not remain confined to a report.
Sales staff, product experts and other relevant teams learn, amongst other things:
- how relevant certification schemes work;
- which criteria their products meet;
- how to explain that contribution clearly;
- how to translate product performance into customer and project value;
- how to ask relevant questions of architects, developers, clients and engineering firms;
- and how to use project information to identify commercial opportunities.
This means your team will not only gain information about sustainability, but also the knowledge and tools to actively utilise that information in the market.
Relevant certification schemes
Depending on your product and target market, we investigate its contribution to schemes such as BREEAM, LEED, WELL and DGNB.
Within these schemes, a product does not usually yield a certificate or score on its own, but it can contribute to specific criteria, credits or performance metrics within the building assessment.
Through a product analysis, we clarify where that contribution lies, what evidence is required and how you can correctly communicate that information to clients and project teams.
BREEAM
Find out how products can contribute to relevant BREEAM criteria and what documentation is required for this.
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LEED
Identify where your product meets relevant LEED criteria and how you can better support international project teams.
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WELL
Investigate which product characteristics may be relevant to health, comfort and wellbeing within WELL projects.
DGNB
Explain clearly how your product meets the broader sustainability and quality criteria within DGNB.
Why Encon?
At Encon, we combine certification knowledge, technical and commercial expertise, and an understanding of sustainable construction projects.
Our experts not only understand how building certifications work from a technical perspective, but also how sustainability criteria influence design, material and procurement decisions.
As a result, we go beyond a traditional technical product analysis.
You’ll receive:
- guidance from experienced experts and assessors;
- technical expertise in building materials, installations and building performance;
- experience with various certification schemes and building types;
- insight into the expectations of architects, clients, engineering firms and other project partners;
- and support in translating technical information into useful marketing and sales arguments.
In this way, we help you not only to demonstrate how your product contributes to a sustainable building, but above all the value this creates for your client and the project.
Customers with a sustainable revenue model:
Discover our high-impact case studies
A holistic approach to sustainability. By combining sustainability with financial and technical expertise, our experts identify opportunities that make a real difference. We do this by creating financially sound, high-impact projects – enabling clients to generate profit whilst simultaneously building a more sustainable business.
Turn sustainability into a commercial selling point for your products
Would you like to know how your products contribute to BREEAM, LEED, WELL or DGNB – and how you can use that contribution in your marketing and sales?
Encon identifies the technical and commercial opportunities and equips your team with the knowledge to put them into practice.
Discover the commercial opportunities for your product