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Transcript of Scaling Sanitation Project Update - UNICEF Unilever (HUL): product, marketing and distribution...
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www.path.org
Project UpdateScaling SanitationLessons learned from HWTS users and entrepreneurs
UNICEF
November 4 2010
Scaling Sanitation
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2PATH is working in countries shaded orange.Area of bubble indicates staff per office
PATH’s Vision: A world where innovation ensures health is within reach for everyone.
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How can household sanitation reach global scale?
Photo: NASA
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www.path.org
Project Update
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www.path.org
Project Update
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www.path.org
Project Update
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PATH’s Safe Water Project
To what extent do market-based approaches help accelerate widespread adoption and sustained use of household water treatment and safe storage solutions by low-income populations over time?
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Health Impact Through
adoption and sustained use by vulnerable populations
Product design
Research and development
Production Marketing Customer service
Addressing Gaps In The Market
ACCEPTABILITY:Make it easier to design products that meet the needs of low-income
consumers
REACH:Catalyze partners to
explore new and creative distribution &
sales channels
AWARENESS:Better understand how to influence purchase
and sustained use
Sales and distribution
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Gap: Rural low-income consumers are not reached by commercial HWTS manufacturers due to highdistribution costs and lack of product affordability
Microfinance (MFI) PilotEX
AM
PLE
Strategy: Combine partner strengths
Hindustan Unilever (HUL): product, marketing and distribution
Spandana: reach, customer consolidation and credit (payments of $1 or $2 per week)
PATH: negotiate on behalf of end-users, absorb some risk and evaluate results
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SeekersIncome range - $12-$30
Hindustan UniLeverPureIt typical consumer:
StriversIncome* range - $31-$60
*Household Incomes. Adapted from ‘The Bird of Gold’ : The Rise of India’s Consumer Market (Mckinsey Global Institute, May 2007)
DeprivedIncome range – less than $5
Aspirers:Income range - $5-$11
MFI Pilot consumers
SeekersIncome range - $12-$30
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0%2%4%6%8%
10%12%14%16%
6%
15%
After 11 months
MFI pilot penetration
Market penetration with PureIt product
Baseline
Exam
ple
Commitment to scale-Partners plan to replicate in more states using their own money-PATH is starting similar models with new partners in new settings
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Gap: Existing products not designed for low-income users
Strategy: Find out what the user wants and needs Make it easier for providers to meet users’ needs
EXA
MPL
E
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Partner: Quicksand DesignMarch – December 2009, Andhra Pradesh, India
Example: Extended user testingEX
AM
PLE
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Product-specific user insightCeramic water purifier: Aspirational appeal and
perceived value influence initial adoption
But the user experience drives sustained use
Day 1: “This is what I get?!?”
Day 90: “This is what I want!
EXA
MPL
E
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Partners Hydrologic, CambodiaCAD-Based Solutions, USAUNC Watershed, Cambodia
Targeted product improvementsEX
AM
PLE
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Start Up Partner Support
• Help Hydrologic Scale– Sales force management and logistics– Consumer segmentation research to direct
efforts– Strategy for retail outlets and point of sale
promotion– Sales tracking and customer feedback– Consumer credit models
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Cambodia HWTS Market SegmentsMP case study qualitative
Only 12% of the market is not accessible –not motivated to treatments other than boiling.
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Demand PUSH – get it out of here! Demand PULL – this stuff has value!
Latrine Users/
consumers
Waste water,
fertilizer & biogas
consumers
Latrine-Based Sanitation Value ChainsLower manufacturing/Installation costs
Lighter platformEasier removal of sludge
Urine separation reduces transport/treatment costs
Lower cost basis for Ag/energy outputs
Lower price/higher availability of safe Ag/Energy Input Products
Better /Safer user experienceUpgradeable
Safe, Lower costRemoval/transport
R&DLatrine Users/
consumers
Latrine Installers
and Service
Providers
Materials Marketing Build
Demand PUSH – micro enterprise, income generation Demand PULL – shame, stigma, aspiration, norms
Service
Desirable features and benefitsLocalizable and upgradeable
Easier cleaning and maintenance
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Sanitation today- good enough?
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User Needs/User Experience
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SEEDSupport for Entrepreneurs and Enterprise Development
• Equipping Local Entrepreneurs to go to scale• Consumer segments and how to reach them• Products that appeal and are easier to build• Technical knowledge (e.g. IDE EZ Latrine)
Financing/installments
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Signs of Success –innovation & resources
• Sulabh Toilet India service spas introduced in slums
• Community led total sanitation being scaled and transplanted by the Water Sanitation Program (WSP) at the World Bank
• Akvo-pedia clearing house of sanitation information (www.akvo.org)
• Rigel Technology - introducing new BoP toilet (to be introduced at the World Toilet Summit in Singapore Dec 2-4)
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Latrine-Based Sanitation Value Chain
Waste water,
fertilizer & biogas
consumers
R&DLatrine
Installers and Service
Providers
Materials Marketing Build
Transport Treatment Disposal/ReuseStorage
Latrine Users/
consumers
Latrine Users/
consumersService
Capture
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PATH Safe Water Project
• Market-based approach• Customer centered development• Inclusive market ecosystem• Systems: Value Chain and gap analysis• Case Studies
– Products designed by and for users– MFI distribution for access and affordability– Health-based provision
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Health Impact
Product design
Research and development
Production Marketing Customer service
Addressing the gaps
SUSTAINABILITYACCEPTABILITY:
Make it easier to design products that meet the needs of low-income
consumers
SCALE -REACH:Catalyze partners to
explore new and creative distribution &
sales channels
IMPACT-AWARENESS:Better understand how to influence purchase and
sustained use
Sales and distribution
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Spandana clients who purchased Pureit by SEC*
A&B: 18%
C: 18%
D: 12%
E: 9%
**Based upon data from Abt survey data profiling four Spandana branches
2. L
EAR
NED
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SEC A/B, 4
SEC C, 35
SEC D, 32
SEC E1, 11
SEC E2, 18
Socio-economic profile ofSpandana purchasers
Purchase rates by SEC SEC Distribution of Purchasers
*Based upon data from Abt survey data profiling four Spandana branches.
18.2 18.1
12.4
8.8 9.2
A/B C D E1 E2
2. L
EAR
NED
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www.path.org
Project Update
Topics
• Perspectives on scale and systems• Market-based approaches • Lessons from the Safe Water Project• Sanitation observations