5.2 Case Study 2: Enterprise solutions to poverty
5.2 Case Study 2: Enterprise solutions to poverty
for solar home systems
In recent years, the IDC has invested a great deal
of effort and money in supply-side initiatives to
stimulate the use of renewable energy by
developing countries. These have typically been of
the technology-forcing and supply-side subsidy
variety – often delivered via donor – or governmentdesigned
and managed interventions. There has
not been as much success as was hoped, though
some specific initiatives have worked well.
A different approach was taken in a renewable
energy initiative in Karnataka State in south India
in which Shell Foundation has been involved along
with United Nations Environment Programme
(UNEP) and United Nations Foundation. The
goal of the initiative – called the ‘Consumer
Financing Programme for Solar Home Systems in
Southern India’ – is to catalyse the market for solar
home systems (SHS) among the underserved rural
and peri-urban population in south India. It has
two unique features. First, the private sector was
extensively consulted about how the intervention
should operate. Second, the initiative is actually
being run on a day-to-day basis by Syndicate Bank
and Canara Bank – two of India’s largest banks
with extensive rural operations.
In the $7.6 million programme, donor money is
providing a small interest-rate subsidy to this bankrun
consumer loan scheme. The banks are
administering the scheme much as they do other
consumer financing products, but they have
received strong training, marketing and other
support provided by the approved vendors from
whom customers can extract the best deal and
system of their choice.
It has catalysed extremely rapid growth in the SHS
market (80% between start 2003 and end 2004
with 10,000 systems installed) and now accounts
for an average of 60% of new business being
secured by the four participating vendors. Over
time the interest rate subsidy to the banks has been
reduced but the success of the programme in
catalysing market growth will likely lead SHS
consumer finance to be greatly expanded by the
India banking sector, but on an entirely
commercial basis and involving no further donor
contribution
52 Case Study 2 Enterprise solutions to poverty - To learn more about this author, visit Shell Foundation's Website.
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Catalysing the pro-poor market
for solar home systems
In recent years, the IDC has invested a great deal
of effort and money in supply-side initiatives to
stimulate the use of renewable energy by
developing countries. These have typically been of
the technology-forcing and supply-side subsidy
variety – often delivered via donor – or governmentdesigned
and managed interventions. There has
not been as much success as was hoped, though
some specific initiatives have worked well.
A different approach was taken in a renewable
energy initiative in Karnataka State in south India
in which Shell Foundation has been involved along
with United Nations Environment Programme
(UNEP) and United Nations Foundation. The
goal of the initiative – called the ‘Consumer
Financing Programme for Solar Home Systems in
Southern India’ – is to catalyse the market for solar
home systems (SHS) among the underserved rural
and peri-urban population in south India. It has
two unique features. First, the private sector was
extensively consulted about how the intervention
should operate. Second, the initiative is actually
being run on a day-to-day basis by Syndicate Bank
and Canara Bank – two of India’s largest banks
with extensive rural operations.
In the $7.6 million programme, donor money is
providing a small interest-rate subsidy to this bankrun
consumer loan scheme. The banks are
administering the scheme much as they do other
consumer financing products, but they have
received strong training, marketing and other
support provided by the approved vendors from
whom customers can extract the best deal and
system of their choice.
It has catalysed extremely rapid growth in the SHS
market (80% between start 2003 and end 2004
with 10,000 systems installed) and now accounts
for an average of 60% of new business being
secured by the four participating vendors. Over
time the interest rate subsidy to the banks has been
reduced but the success of the programme in
catalysing market growth will likely lead SHS
consumer finance to be greatly expanded by the
India banking sector, but on an entirely
commercial basis and involving no further donor
contribution
52 Case Study 2 Enterprise solutions to poverty - To learn more about this author, visit Shell Foundation's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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