As green building standards rise, distributors are looking for ways to lead the market — not just follow trends. For [Distributor Name], making the switch to low-VOC adhesives and sealants wasn’t just a response to demand — it was a strategic move to align with long-term sustainability goals, improve customer retention, and reduce jobsite liability.
In this case study, we’ll explore how this distributor successfully transitioned its product mix, trained its team, and used its ERP system to support the adoption of low-VOC adhesives and sealants.
🏢 ABOUT THE COMPANY
Location: Midwest U.S.
Size: 6-warehouse regional building materials distributor
Focus: Light commercial, multi-family, and interior build-outs
Customer base: Contractors, interior remodelers, developers
🎯 THE GOALS
Reduce returns due to spec non-compliance
Increase LEED and WELL project support
Improve indoor air quality knowledge among sales staff
Differentiate through environmentally responsible adhesives
🛑 THE CHALLENGE
Most of their stocked adhesives exceeded regional VOC limits
Their sales team had limited knowledge of LEED documentation
Many customers didn’t know low-VOC options were available
VOC data wasn’t clearly tracked in the ERP or product catalog
🛠️ THE STRATEGY
✅ 1. Audit the Existing Adhesive Category
The team reviewed VOC content, certification status, and packaging for every SKU.
📊 They identified 30% of products that were non-compliant with current local regulations.
✅ 2. Source Certified Alternatives
They worked with existing vendors and added new ones who offered:
GREENGUARD-certified adhesives
SCAQMD-compliant sealants
Low-odor, fast-curing systems
🛒 They prioritized products with full VOC documentation.
✅ 3. Update ERP Tags and Metadata
The ERP system was upgraded to include:
VOC g/L field per SKU
Compliance labels (LEED, WELL, SCAQMD)
Auto-attached MSDS and certification files on quotes
✅ 4. Train Sales Teams and Create Bundles
3 internal sessions on low-VOC specs and selling benefits
Bundled adhesives with low-VOC caulks, primers, and PPE
Enabled one-click quote templates in ERP
📈 RESULTS IN THE FIRST 6 MONTHS
40% increase in low-VOC product sales
75% reduction in adhesive-related returns on LEED jobs
New recurring business from two green building GCs
Quote-to-sale rate improvement with faster documentation delivery
🧠 TAKEAWAYS
You don’t need to switch every SKU — focus on top sellers
ERP tagging makes quoting low-VOC products faster and more reliable
Sales teams embrace green options when given the tools and product knowledge
Customers notice when you make their compliance easier
🏁 FINAL THOUGHTS
Going green with adhesives doesn’t just help contractors — it builds your brand, protects your customers, and creates a measurable business advantage. With the right strategy and ERP support, you can lead the change with confidence.
📞 Want help replicating this ERP setup or launching a low-VOC bundle strategy? We’ll walk you through it.
