vientiane 10.11.2014 antenna technologies & business models
TRANSCRIPT
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Vientiane 10.11.2014
Antenna Technologies &
Business Models
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Areas of research
Off-Grid lighting systems
Microcredit financing
North-south collaborative medical research
Irrigation techniques & Biofertilizers
Fight against malnutrition
Access to drinking water
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+ + 1 hour
Active chlorine at 6 g/l
WATA Technology
Chlorination is the most secure, effective and cheapest option (WHO, 2008) => Reliable technique, killing 99% pathogens (WHO, 2004)
Principle
Production of sodium hypochlorite (NaClO) through electrolysis of saline water
1 litre H2O
1 litre
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WATA Uses
Drinking waterDrinking water Desinfection Desinfection
• Small communitiesSmall communities• Refugee campsRefugee camps• HospitalsHospitals• Large NGOs Large NGOs • Local NGOsLocal NGOs• Etc.Etc.
• HospitalHospital• Health CentersHealth Centers• PrisonsPrisons• Hand WashingHand Washing• Vegetable WashingVegetable Washing• Wounds (Dakin)Wounds (Dakin)
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Selling chlorineSelling chlorineservicesservices
Selling water Selling water throughthrough mobile mobile water vendorswater vendors
Selling water or Selling water or chlorine through chlorine through water kioskswater kiosks
Selling chlorineSelling chlorinedoor-to-doordoor-to-door
Sustainable business optionsSustainable business optionsSustainable business options
Business models (Private)
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WATA in the world
3,300 WATA devices in 30 countries
15 WATASOL programmes
30 millions potential water consumers
Base 70% / 4h = 11 mio beneficiaries
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2. Access to drinking water through HWTS
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ENSURE THAT SAFE WATER ACCESS IS SUSTAINABLE
(for all the population and particularly the poorest)
Our Objectives
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Our Objectives
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For the people at the Base of the Pyramid: no market of safe water
The World Economic Pyramid*Based on purchasing power parity in US$Source: Prahalad & Hart. 2002.
AFFORDABLE & AVAILABLESAFE WATER FOR THE BOP
The dilemna
?
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Why?
The population is not aware of the risk of drinking unsafe water and therefore is not allocating
money for disinfecting its drinking water.
The Dilemna
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No market = no enterprises/services
Governments and NGOs tackle this public health issue with subsidies
(i.e delivering products for free)
No sustainability
The Dilemna
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Up to now: Distribute HWTS solutions for free (for the poors) through the government funding / aid / NGOs
From now on: Time to change the paradigm. FREE SUBSIDIES on HWTS kill the local/national market of safe water for little enterprises that could bring sustainable solutions (maintenance/ customer service/ home delivery/ etc.)
Time for change
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Debate on the roles of government and social enterprises
The government : educate and inform about hygiene issues and raise massive awareness on a long time perspective, as well as control the different solutions (standards/certification)
Enterprises : provide the products and services to the population (in respect with the regulation) and ensure safe water access and delivery to everyone (rural/ urban – rich/poor- vulnerable population, etc.)
Antenna Voice
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Antenna Voice
CREATING THE ENABLING ENVIRONMENT FOR LONG-
TERM SAFE WATER ACCESS
Smart subsidies
& Market creation
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3. Business Models Documentation (SDC programme)
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Business Models around HWTS
Centralised Chlorine production
Development Alternatives TARA - India
SwissPack- Pakistan
ECCA- Nepal
Tinkisso- Guinea
Centralised production for chlorinated water.
- working in slums, villages
- through local doctors, shops, door to door sales
- through social entreprise/entrepreneurs
- strong business structures
- Women’s groups & community water supply systems-Social marketing (School and Health Centers)
Water Kiosk (home delivery)
SpringHealth – India
Sale of treated water stored in bottles at existing kiosks
- 10 L bottles delivered by bicycle
- Highly convenient and desirable
- “Water melas” + high reliance on company brand-Enterprise: salaries, profit seeking, venture capital…
Ceramic Filters
Hydrologics – Cambodia
Sales of ceramic filters
- through retailers & NGO’s
- direct sales (with micro-credit)-Rely on innovative and fancy design
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Why are Antenna business models different from others?
THEIR AIM IS TO REACH THE BOP CUSTOMER: INNOVATION
ON SALES STRATEGY
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4. Chlorine flasks
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Chlorine flasks sales
PILOT PHASE
PROJECT PHASE
SCALING UP PHASE
LARGE SCALING UP
Enterprise/NGO
PakoSwiss ECCA DA TARA TINKISSO ANTENNA
Country Pakistan Nepal India Guinea
Product ACD WATASOL AQUA + Chlore’C
Price 45 PKR0,45 USD
20 NPR0,20 USD
42 INR0,70 USD
5’000 GNF0,70 USD
Beneficiaries/ Customers
1’000s 50’000s 200’000s 1’500’000
Product
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Business Models Scales
Small Medium Large
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Sales strategy
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5. Ceramic filter
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Ceramic Filtres (Cambodia)
Paradigm change: A deluxe version of the ceramic filterChange the vision of the filter: it is no more a filter for the poorBut an aspirationnal product.
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Product sale
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Product sale
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6. Water kiosks
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Water Kiosks
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7. Marketing and Social marketing
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Marketing of the entreprise
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Awareness campaign
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Awareness campaign (schools)
Awareness Campaigns
Chlorine making and water disinfection
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Social marketing
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SOCIAL MARKETING
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Social marketing in schoolsSocial marketing in schools
Health centresHealth centres
Women groupsWomen groups
Need collaboration of WASH Need collaboration of WASH partners & national government to partners & national government to
take real action in social take real action in social marketing on a large scalemarketing on a large scale
& Community& Community