What the Market Tells Us About Price Elasticity, Project Specs, and Value Perception
It’s the question every sales team faces when presenting low-carbon or recycled-content ceramics: “Will the customer pay a premium?” The answer? Sometimes—but only when value is clearly framed, compliance is mandatory, or reputational benefit is tangible.
This blog explores:
Which sectors are most open to ESG-driven pricing (education, government, healthcare)
What “premium” actually means (typically 5–12%) and what makes it palatable
How to bundle ESG features into overall value (LEED points, lower disposal costs, reduced emissions)
Strategies for selling green ceramics without losing margin—like framing around risk reduction, bid qualification, and futureproofing
Procurement behavior is changing—but buyers need proof, not promises. And sellers need a script that connects ESG features to project or business impact.
