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WEBINAR SERIES: how to viably market and distribute beneficial products to...

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Businesses are struggling to activate demand for their products among the Base of the Pyramid (BoP). Since CK Prahalad described the “Fortune at the Base of the Pyramid” over ten years ago, hundreds of for-profit and not-for-profit ventures have developed beneficial durable goods for the BoP such as solar lanterns or water purifiers, or more expensive home improvement packages or latrines. Others seek to market Fast Moving Consumer Goods such as fortified foods, anti bacterial soaps or mosquito repellents. The market at the BoP, however, is hard to crack and creating consumer demand for new products is a major challenge. As a result, few organisations have succeeded. Why is this? How can this change?

In a new three-part webinar series, Hystra, in partnership with the Practitioner Hub for Inclusive Business, will tackle strategies for marketing and selling beneficial goods to consumers at the Base of the Pyramid. The series will explore how to create demand, at what price points and with which financial mechanisms, and through which marketing and distribution options.


Webinar 1: designing a winning value proposition and financial offer

See bit.ly/BOPMarketing for the presentation and recording of this first webinar


Webinar 2: choosing an appropriate marketing approach

29th June 6:30pm Delhi | 4pm Nairobi | 2pm London | 9am New York

We will discuss which marketing channels, activities and messages are the most (cost-)effective to first, convince early adopters to purchase these new products, and second, accelerate the purchase cycle for followers. We will emphasise the importance of word-of-mouth and discuss how it can be reinforced.

Willem Nolens, CEO of SolarNow, a company that has provided over 12,000 solar systems for SMEs and households in East Africa, will explain how his company is now transitioning from a product centric model to a customer centric model, focusing on client satisfaction to improve sales.


Webinar 3: setting up effective (last mile) distribution mechanisms

6th July 6:30pm Delhi | 4pm Nairobi | 2pm London | 9am New York

We will analyse various approaches to distribute beneficial goods to the BoP, both in urban and rural areas. We will discuss how the type of products sold should influence the organisation of the sales force and distribution channels, what triggers can limit sales force churn, and conclude with a word on the back office processes required to support efficient distribution systems.

Based on seven years of in-depth analysis of the business models and marketing and sales processes of those organisations that have been successful, Hystra has created a management workshop that helps companies design or review their sales and marketing strategies at the BoP. The workshop has been conducted with over 40 companies, including leading inclusive businesses such as d.light, Living Goods, SolarNow and Ecofiltro, helping them sell more, have more impact and improve their economics. These workshops have also allowed Hystra to validate and further refine its marketing and sales findings, some of which will be presented in this free webinar series.

Not all webinars are the same! Hystra and the Practitioner Hub share a philosophy of being candid, analytical, and evidence based. The webinar series is based on work over the past 7 years, in which Hystra has conducted 9 sectorial studies on 7 sectors of BoP markets, identifying and analysing over 1,500 organisations attempting to deliver beneficial products and services to the BoP. From those studied, in-depth analysis has been done of 120 “best practices” representative of various business models, with field visits for over 90 of those, representing over 200 days in the field in 23 different countries.

The challenges and strategies will be presented by Lucie Klarsfeld, McGrath, Senior Project Manager at Hystra, who has been working with companies at the coalface of these issues. The webinars will be facilitated by Caroline Ashley, Editor of the Practitioner Hub for Inclusive Business, who has herself worked with, and tracked progress of, hundreds of inclusive businesses in Africa and Asia.

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