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1
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
1
Inclusive Business Executive Online Course
Christina GradlBoP Learning Lab Germany
1
Module 1: Introduction to Inclusive Business Innovation
2
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
2
Introduction to the course
Introduction to inclusive business
Allianz: Innovating around microinsurance in India
Homework and next session
Agenda
3
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
3
Provide an overview of relevant themes and literature
Give practical advice based on cutting-edge research
Introduce BoP experts
Learn from leading companies
Support the development of an own business idea
Objectives and approaches
Background readings
Online teaching modules
Instructors from BoP Learning Labs and WBCSD
Company experts
Homework and feedback
4
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
4Expectations: What skills and expertise? 4
Feedback after the course!
5
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
5Structure of the course
1. Introduction to inclusive business
2. Market understanding and marketing
3. Last mile distribution
4. Financing
5. Partnering
6. Results measurement
6 modules on critical topics
1. Pre-reading
2. Online session (Wednesdays @ 3pm CET)
3. Post-session work
3 elements per module
6
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
6Expectations: areas of interest
Feedback after the course!
7
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
7Interaction during the online course module
Chat Polls Request for input
• You can always share comments or questions via chat
• The facilitator will take note of questions and raise them to the presenter or respond to them in the chat
• We will gather feedback from you in quick polls from time to time
• Just select „agree“ or „disagree“ from the status menue
• We may ask individual participants to share their experience at specific points.
• You‘ll have to unmute your speakers to talk.
Please don‘t use the
webcam!
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Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
8Participants and coaches
Ugo Pica-Ciamarra
FAO
Italy
David Becker
E.on
Germany
Erika Gomez
The Coca-Cola Company
USA
Stefan Koch
Bayer
Germany
Nicolas Marang
L‘Oreal
France
Hanna-Riitta Kurittu
Niras
Finland
Nicolas Chevrollier, BoP
Inc.
Nicolas Chevrollier, BoP
Inc.
Filippo Veglio, WBCSD
Fernando Casado,
GlobalCAD
Christina Gradl, Endeva
Christina Gradl, Endeva
Your coach!
LinkedIn Group: Succeeding at the
Base of the Pyramid
Henrik Mortensen
Arla Foods
Denmark
Sara Ballan, DI
9
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
9Q & A
???
10
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
10
Introduction to the course
Introduction to inclusive business
Allianz: Innovating around microinsurance in India
Homework and next session
Agenda
11
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
1111Background Readings Module 1
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany –Endeva
12
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
12Starting point: A change in perspective
... from patients ... to agents ... with unused potential
People in poverty look for and
offer opportunities to participate
in value chains as• consumers• producers• employees• entrepreneurs
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Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
13Creating value for all
Value for business• Winning new customers• Expanding the workforce• Strengthening supply and delivery
chains• Creating innovations
Value for people living in poverty• Increasing incomes• Meeting needs• Increasing productivity
DefinitionInclusive business models include the poor on the demand side as clients and customers, and on the supply side as employees, producers and business owners at various points in the value chain. They build bridges between business and the poor for mutual benefit.
Source: UNDP (2008) Creating Value for All
14
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
14Mixed business cases required
Cost
Profit
Mainstream Investment
Cost
AddedValue
Inclusive Business
• Profits• Access to new markets• New innovation processes• License to operate• Dialogue with governments• Brand building• Employee recruiting, retention
and motivation• Training and leadership
development
Source: Stefan Koch
Is this true for your own business
idea?
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Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
15
15
One approach – many names
Inclusive BusinessSocial Business
Producers Consumers
Pri
vate
Sec
tor
Pu
bli
c S
ecto
r
Use
d m
ore
by p
eopl
e fr
om t
he:
Stresses the inclusion of poor people as:
Base of the Pyramid / Bottom of the Pyramid / BOP
Opportunities for the Majority
Pro-poor Value Chain Development
Making markets work for the Poor /M4P
Business LinkagesFull Economic Citizenship
Responsible Supply Chain Management
Sou
rce:
End
eva
(201
0) In
clus
ive
Bus
ines
s G
uide
16
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
16A global opportunity
Global Income Pyramid Population growth
Source: Endeva (2010) Inclusive Business Guide
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Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
17A US$5 trillion market
Source: WRI/IFC (2007) The Next 4 Billion
BoP Market by segment ... and by sector
18
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
18Massive value creation opportunities
No access Poverty penalty
• No sanitation: 2,6 bln people• No electricity: 1,6 bln people• No internet: 5,4 bln people
• Higher cost: e.g., electricity in rural Bangladesh costs 1.60EUR/kwh
• More effort: e.g. avg 2h/day to fetch water in communities South Africa
• Poor quality: e.g., doctors in rural areas are only available half the time in India
Value creation opportunity through new business models
19
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
19Catering to low-income consumers across sectors
Construction
Cemex Patrimonio hoy
Insurance
Allianz micro insurance
Health care
CFW Health Stores pharmacies
Energy
Solar home systems
20
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
20Buying from low-income suppliers
Agriculture
Usually, low-income people also get
involved as employees and entrepreneurs.
Manufacturing / Crafts Tourism Market data
Natura cosmetics Ekos line
Hathay Bunano handcrafted toys
Community-based tourism
Market research via cell phones
21
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
21Challenges stand in the way
• Little granular data about low-income markets• Few market research and consulting services
• Necessary regulation is missing• Red tape, administrative burden, corruption
• Roads are poor, few logistics services and distribution network
• Energy, water and ICT networks are poor
• Limited training and education of the target group• Limited access to information
• Credit, insurance, and banking are mostly unavailable
• People live in a cash economy
Sou
rce:
UN
DP
(20
08)
Cre
atin
g V
alue
for
All
– S
trat
egie
s fo
r D
oing
Bus
ines
s w
ith th
e P
oor
Which of these constraits are
most relevant for you?
22
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
22Innovative business models are required
Solutions
Sou
rce:
UN
DP
(20
08)
Cre
atin
g V
alue
for
All
– S
trat
egie
s fo
r D
oing
Bus
ines
s w
ith th
e P
oor
23
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
23Q & A
???
24
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
24
Introduction to the course
Introduction to Inclusive business
Allianz: Innovating around Microinsurance in India
Homework and next session
Agenda
25
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
25Michael Anthony, Allianz Re
Michael Anthony is a business development expert in emerging markets and was instrumental in building the almost 20-million people microinsurance portfolio of Allianz Group in several markets in Africa and Asia.
He now works with Allianz Reinsurance in Zurich to develop crop insurance markets in developing countries and is being trained as an agricultural reinsurance underwriter. One of his assignments is the project leadership of RIICE, a public-private partnership to use remote sensing technology in the development of crop insurance.
Questions•Which difficulties did you encounter when entering the low-income market in India?•Which role did CARE International play in developing your microinsurance business model?•How did you manage to integrate the resulting business model into Bajaj-Allianz’ mainstream business?
???
26
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
26
Introduction to the course
Introduction to Inclusive business
Allianz: Innovating around Microinsurance in India
Homework and next session
Agenda
27
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
27Homework: Approach
Develop your own idea!•Start from an inclusive business opportunity you would like to develop•Over the 6 modules of the course, you will complete a high-level business plan for your idea•After each step, you will receive feedback from your coach•In the end, you will have a concrete business model and action plan.
Output 1: Action Plan
Output 2: Business model canvas
28
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
2828Questions
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany –Endeva
1) How do you aim to create value for low-income communities?
2) Who are your target customers?
3) What are benefits for your own company from the business?
4) Which actions are needed to clarify these questions?
29
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
29Q & A
???
30
Module 1: Introduction to Inclusive Business InnovationBoP Learning Lab Germany – Endeva
30Next session: Market understanding and marketing
Online module: Wednesday
Sep 253 pm CET
http://www.endeva.org/applying/current_projects/building_electricity_kiosks_in_madagascar/
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