The green and organic products market has grown significantly, driven by concerns about climate change and pressure on companies from consumers and other businesses. Becoming more environmentally sustainable can provide financial benefits through increased sales while also helping address important issues. There are various certifications and terms related to sustainability that companies should understand in order to communicate effectively with customers about their green credentials and practices.

1. OVERVIEW

2. WHY ALL THE FUSS? The green and organic products market has exploded to a $228.9 billion industry with 35 million customers purchasing these green-labeled goods.* Historically, being ‘green’ meant regulatory compliance, but the new green means taking steps beyond compliance to continually improve the environmental, social and economic performance of a business, or product. *Lifestyles of Health and Sustainability [LOHAS] estimates – Green Consumers section

3. WHY ALL THE FUSS? Heightened interest is not likely to fade since it is strongly linked to our climate change. Fortune 1000 companies are feeling pressure, and passing it along to suppliers, who do the same. Consumers are shifting purchasing decisions toward ‘green’ products.

4. WHY DOES THIS MATTER TO ME? The real ‘green’ - $$$$$ New reasons to get in front of customers, or for prospects to finally meet You can ‘Do Your Part’ to help Printing is one of the key environmental areas cited for improvement by American corporations If you don’t introduce it, someone else will!

5. GREEN WORDS TO KNOW Carbon Footprint – (n.) a measure of the carbon dioxide emitted across a product’s life cycle, from material procurement to final disposal Carbon Neutral – (adj.) when you offset net carbon emissions by investing in resources that absorb greenhouse gases (i.e. pay to have trees planted to offset emissions from production processes)

6. GREEN WORDS TO KNOW Carbon Offsetting – (v.) investment in projects that aim at reducing CO 2 emissions, for instance biofuels, or tree planting activities.

7. GREEN WORDS TO KNOW Triple Bottom Line – (n.) A spectrum of factors a business can consider when determining its success. It includes social (people), environmental (planet) and economic (profit) considerations. Coined in 1994 by John Elkington, co-founder of SustainAbility Ltd., an international think-tank dedicated to promoting the business case for sustainable development

8. GREEN WORDS TO KNOW Volatile Organic Compounds – (n.) gases emitted from certain solids or liquids. These compounds can react photo-chemically in the atmosphere to form ozone, a contributor to ground level air pollution.

9. GREEN WORDS TO KNOW Biodegradable – (adj.) when products can be broken down by micro-organisms through composting or anaerabic (oxygen-free) digestion. Organic – (adj.) products created through a certified system of farming that maintains and replenishes soil fertility without use of toxic and persistent pesticides and fertilizers.

10. GREEN WORDS TO KNOW Recycled – (adj.) a product made through the reuse of other materials that may have undergone a physical, biochemical or molecular change. Recyclable – (n.) materials that can be reused. Tree-free – (adj.) paper products that are not made from bleached wood pulp, but from recycled, post-consumer waste (like previously used paper) combined with substances such as organic cotton or industrial hemp.

12. CERTIFICATIONS FSC / SFI / PEFC are nonprofit organizations They are dedicated to the independent certification of sustainable forestry. They establish the standards and promote sustainably managed forests through independent 3rd party certification. They work to ensure that no paper mill or other manufacturers in the supply chain are taking wood from: Endangered Forests Old Growth Forests Rainforests Areas in violation of traditional and civil rights Illegally harvested or stolen wood

13. CERTIFIED FORESTS

14. Forest Stewardship Council (FSC) FSC is an international body founded in 1993, whose goal is to promote environmentally responsible, socially beneficial and economically viable management of the world’s forests by establishing a worldwide standard of Principles of Forest Stewardship. Over the past 13 years, over 90 million hectares in more than 70 countries have been certified FSC. Large tracks of land in Canada are FSC certified as they are owned by providences vs. private land owners, that own much of the land in the US. As a result, FSC fiber is more difficult and expensive to source in the US. CERTIFICATIONS

15. Sustainable Forestry Initiative (SFI) SFI is a comprehensive system developed by professional foresters, conservationists and scientists, which combines the perpetual growing and harvesting of trees with long-term protection of wildlife, plants soil and water quality. Since 1995, 152 million hectares have been certified to SFI in U.S (54mm) and Canada (98mm). SFI is primarily focused on the U.S. - more U.S. lands certified to SFI than any other SFI recognizes other certifications and permits co-certification SFI supports forestry research and logger education ($77 million spent in ’06) SFI is based on the premise that responsible environmental behavior and sound business decisions can co-exist. CERTIFICATIONS

16. Programme for the Endorsement of Forest Certification Council (PEFC) PEFC is similar to FSC and SFI in that it is a non-profit, non-governmental organization which promotes sustainably managed forests through independent 3rd party certification. PEFC was founded in 1999 and has more than 200 million hectares making it the world’s largest certification system. PEFC is global in scope PEFC is heavily adopted in Europe (not as prominent in the U.S.) CERTIFICATIONS

17. WHAT IS A CERTIFIED PROVIDER VS. CERTIFIED PRODUCT Glatfelter is a certified PROVIDER Glatfelter is COC certified to assure you that we do not take wood from old growth forests, rain forests, areas in violation, nor do we use illegally harvested wood In order to receive certified PRODUCT The customer must request certified fiber, pay for that fiber and then… EACH and EVERY person in the supply chain must also be certified! FSC certification: SCS-COC-001365 Supplier Distributor End User ABC COC Certified Provider Chillicothe Certified Forests

18. CERTIFICATIONS The third party companies Glatfelter used to get certification: Scientific Certification Systems (SCS) is the 3rd party auditing firm that certified Glatfelter to the FSC Chain- of-Custody standard. NSF International Strategic Registrations is the 3rd party auditing firm that certified Glatfelter to the SFI and PEFC Chain-of-Custody standards.

19. CERTIFICATIONS Do all Distributors have to be FSC certified, even if they don’t take possession of the product? ANSWER FROM SCS CERTIFICATIONS: The quick answer is ANY COMPANY who takes legal possession of an FSC product and wants to pass on the FSC claim must be FSC certified. The reason is that although taking legal possession doesn’t always mean physical possession it is a link in the chain where there is possibility of items becoming switched or mistaken. Without accounting for every link, there is no accountability back to the beginning of the supply chain to ensure that a product identified as FSC is actually FSC certified. There is a desk audit that we do for brokers who are not taking physical possession of the products they broker. This is an audit conducted over the phone by an auditor who looks at a company’s internal procedures and mock-ups of invoices and shipping documents etc. The audit is less than $2,000.

20. CERTIFICATIONS Do all Distributors have to be SFI certified, even if they don’t take possession of the product? ANSWER FROM SFI: Jason Metnick, Director Market Access & Product Labeling: NO! If the product comes to your door pre-labeled, with the SFI logo plus COC certificate numbers, and you don’t alter the product or re- package – you DO NOT need to be certified! If you place an order and the order is just drop shipped, it never touches your warehouse, you DO NOT need to be certified.

21. AVOIDING ‘GREENWASHERS’ Greenwashing is being used by companies wanting to look ‘green,’ but the truth is they aren’t Do your homework – review their claims and check for proof. Look for PC ‘post-consumer’ waste content, not just recycled. Look for certifications – like FSC, SFI or Rainforest Alliance.

22. how simple it is. Environmental responsibility without additional cost.

23. The NatureSolv ™ carbonless capsule results from technology that was developed by research scientists and engineers in Glatfelter’s Chillicothe, Ohio facility in 2001 – we made this capsule change before environmental causes were “trendy”. This technology utilizes naturally-based, organic solvents to create a carbonless capsule that is more environmentally responsible and is ON EVERY SINGLE GLATFELTER CARBONLESS BRAND.

24. Electron micrograph of CB sheet, magnified 200 times What is NatureSolv ™ ?

25. Environmental Responsibility What does this mean? Offset versions Excel,Trans/rite, Optica, & Defensa Soy Bean Oil Extract – similar to those used in soaps and hand cleaners! Digital version Xcelerator Palm Extracts and Pure Coconut Oils – similar to those used in perfumes and cosmetics!

26. This capsule system not only enables us to be a steward of our natural resources, but it also provides you: Excellent Image Development Retention of the Deep Black Image that our customers expect Reliability and Consistency in Quality You sacrifice nothing of your carbonless quality expectations, but gain a positive impact on the environment. Quality & Imaging

27. Many environmentally responsible papers come with a price tag to customers – but NatureSolv ™ is available to Glatfelter customers for NO ADDITIONAL cost It provides environmental responsibility for carbonless forms without an up-charge. NO ADDITIONAL Cost!!

28. We are proud to announce that we will guarantee, no matter where in the supply chain you purchase our products, if it has a carbonless capsule, it will be 100% NatureSolv ™ natural capsule technology 100 % Guarantee

29. www.naturesolvcapsule.com

30. Glatfelter has a long-standing commitment to environmental stewardship, and moving to the NatureSolv ™ capsule technology is just one of the many things we are doing to ensure we are being responsible environmentally. We are working in our research and development group to continue with technical advancements that make our products even more responsible along with improving quality and performance. Environmental Stewardship

31. As many of us move to increase the environmental initiatives our companies are participating in, we would like to ask you to PARTNER with Glatfelter and NatureSolv ™. We would be happy to support you in your efforts to spread the word about greener options. We want to continue our steps forward in environmentally responsibility. Direct Mail – Customer training Joint Sales Calls – Environmental education Sponsorship of events Partnerships

32. IBSA GREEN SUPPLIERS Certified: Ennis (certain plants) S&W Manufacturing MAR Graphics FormStore EMA Specialty Envelopes The Flesh Company Becoming Certified: Matrix Imaging Solutions National Imprint Corp. Western Tag & Printing

33. IBSA GREEN INITIATIVE IBSA is finalizing a recognition program for IBSA Affiliates who wish to actively develop and promote their own company’s environmental initiative.

34. DISTRIBUTOR CRITERIA Industry Regulatory Compliance Management System Best Practices Social Aspects Quoting System Annual Progress Report

35. DISTRIBUTOR CRITERIA Industry Regulatory Compliance: Commit to be in compliance within full range of applicable local, state and federal environmental, health and safety regulations. Management System: Establish and maintain a formal management system capable of advancing the company’s commitment to sustainable solutions. The system needs to address aspects from within the Product & Environment categories.

36. DISTRIBUTOR CRITERIA Management System: Environmental Committee Environmental Policy Implementation and Operation Checking and Corrective Action Ownership’s Commitment, Participation and Review

37. DISTRIBUTOR CRITERIA Best Practices: Meet mandatory best practices. Social Aspects: Comply with all relevant local, state, provincial, and federal employment laws. Quoting System: Establish a quoting system that allows you to receive an eco-friendly quote in addition to your regular quotes for every project. There will be situations where an eco-friendly solution is not possible, but you must make an effort to find a solution for every product or solution.

38. DISTRIBUTOR CRITERIA Best Practices: Product Design Aspects Responsible Material Management Environment Utilities Administrative Grounds Building Social Responsibility

39. DISTRIBUTOR CRITERIA Best Practices: Meet mandatory best practices. Social Aspects: Comply with all relevant local, state, provincial, and federal employment laws. Quoting System: Establish a quoting system that allows you to receive an eco-friendly quote in addition to your regular quotes for every project. There will be situations where an eco-friendly solution is not possible, but you must make an effort to find a solution for every product or solution.

40. DISTRIBUTOR CRITERIA Annual Progress Report: Report on progress. This is essential to become more sustainable and serves as the means to demonstrate the commitment for excellence. Submission of an Annual Progress Report will be required.

41. DISTRIBUTOR CRITERIA Annual Progress Report: Identification of Company Environmental Policy Narrative statement of environmental efforts Identify elements chosen to address Product & Environment Identify efforts to engage clients

42. IBSA GREEN INITIATIVE This will not be EASY! Is it important enough to you and your company? What does it mean to be recognized by IBSA? Special logo usage Assistance establishing and maintaining company initiative Access to marketing material Special conference calls to discuss strategy Green tips

43. NEXT STEPS IBSA will send out specific email with program manual. IBSA will unveil internal company green initiative. IBSA will hold follow-up conference call for further inquiries.

44. QUESTIONS?