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Julian's avatar

From 2017 to 2021 I worked for a saas company that did energy monitoring for commercial buildings. Part of our pitch was what you outline as Macomber and Allen's expected benefits from "healthy" buildings. It was a tough pitch.

We were mostly selling to building management companies or REITs. The people at the companies wanted to improve air quality and reduce utility spend and etc. etc. etc., but it when the did the dollar calculations, things just never really pencilled out. Part of that is definitely the fault of my companies positioning and cost structure, but I think there were fundamental issues that made it uneconomical.

The biggest issue is that utility costs and productivity don't matter to the building owner or manager. The utility cost is passed to the tenant. Very few tenants have enough building space to make it worth worrying about indoor air quality. And if they do have enough building space they probably own the building.

There were three things that closed sales for us: the building owner/manager could reduce salary costs for building engineers by automating tenant meter readings; the building owner was getting screwed by their utility provider and we were able to identify that and save them money (this was mostly for manufacturing or other industrial); or they had teams dedicated to environmental/green initiates that had budget to spend.

The customers in the third category were the first to go when COVID hit and companies started cutting costs. As you mention, things like LEED or other similar initiatives are nice to haves but not mandatory. If the incentives structure changes, people won't participate.

I think the arguments made by Macomber and Allen would have more impact if they focused on residential spaces where the people care more about their health. I dont think about if my office has mold before i go to work, but I do think about it before I buy a house or rent and apartment. Of course its much hard to get 100 million house holds to change their behavior than to get the 100 biggest REITs to change.

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Jonathan Marcus's avatar

In the Appendix, 5a should read “increase distance” rather than “decrease distance.”

Also in the Appendix, 19a is blank.

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