Vientiane 10.11.2014 Antenna Technologies & Business Models

Vientiane 10.11.2014

Antenna Technologies &

Business Models

Areas of research

Off-Grid lighting systems

Microcredit financing

North-south collaborative medical research

Irrigation techniques & Biofertilizers

Fight against malnutrition

Access to drinking water

+ + 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

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)

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)

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

2. Access to drinking water through HWTS

ENSURE THAT SAFE WATER ACCESS IS SUSTAINABLE

(for all the population and particularly the poorest)

Our Objectives

Our Objectives

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

?

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

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

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

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

Antenna Voice

CREATING THE ENABLING ENVIRONMENT FOR LONG-

TERM SAFE WATER ACCESS

Smart subsidies

& Market creation

3. Business Models Documentation (SDC programme)

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

Why are Antenna business models different from others?

THEIR AIM IS TO REACH THE BOP CUSTOMER: INNOVATION

ON SALES STRATEGY

4. Chlorine flasks

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

Business Models Scales

Small Medium Large

Sales strategy

5. Ceramic filter

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.

Product sale

Product sale

6. Water kiosks

Water Kiosks

7. Marketing and Social marketing

Marketing of the entreprise

Awareness campaign

Awareness campaign (schools)

Awareness Campaigns

Chlorine making and water disinfection

Social marketing

SOCIAL MARKETING

34

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

THANK YOU FOR YOUR ATTENTION

fboulloud@antenna.ch

www.antenna.ch