Vientiane 10.11.2014 Antenna Technologies & Business Models

Areas of research Fight against malnutrition Access to drinking water Off-Grid lighting systems Microcredit financing North-south collaborative medical research Irrigation techniques & Biofertilizers Fight against malnutrition Access to drinking water

WATA Technology + + 1 hour Active chlorine at 6 g/l 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 hour Active chlorine at 6 g/l 1 litre

WATA Uses Desinfection Drinking water Small communities Hospital Refugee camps Hospitals Large NGOs Local NGOs Etc. Hospital Health Centers Prisons Hand Washing Vegetable Washing Wounds (Dakin)

Sustainable business options Business models (Private) Sustainable business options Selling water or chlorine through water kiosks Selling water through mobile water vendors Selling chlorine services Selling chlorine door-to-door

WATA in the world 30 millions potential water consumers Base 70% / 4h = 11 mio beneficiaries 3,300 WATA devices in 30 countries 15 WATASOL programmes

2. Access to drinking water through HWTS

ENSURE THAT SAFE WATER ACCESS IS SUSTAINABLE Our Objectives ENSURE THAT SAFE WATER ACCESS IS SUSTAINABLE (for all the population and particularly the poorest)

(Price <3% of HH income) Our Objectives Accessible (Regular access) Affordable (Price <3% of HH income) Acceptable (Quality of HWTS and safe water) Inclusive (Reach all vulnerable population) Human Right to Water

For the people at the Base of the Pyramid: no market of safe water The dilemna For the people at the Base of the Pyramid: no market of safe water For the people living with less than 1 USD a day, there is little or no awareness on safe drinking water and risks. Therefore, there is no market: people are not interested to buy safe water (or HWTS solution) There is no large company that has tackled this issue in terms of safe water distribution… but some business models (social) are now heading toward this market (Antenna) ? AFFORDABLE & AVAILABLE SAFE WATER FOR THE BOP The World Economic Pyramid *Based on purchasing power parity in US$ Source: Prahalad & Hart. 2002.

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. People are not aware, they are not purchasing. No company can be implemented neither survived… So no services are given to the poorest. Free distribution= no empowerment of the population: do not understand the needs

No market = no enterprises/services 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 People are not aware, they are not purchasing. No company can be implemented neither survived… So no services are given to the poorest. Free distribution= no empowerment of the population: do not understand the needs

Time for change 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.)

Debate on the roles of government and social enterprises Antenna Voice 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.)

CREATING THE ENABLING ENVIRONMENT FOR LONG-TERM SAFE WATER ACCESS 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

Beneficiaries/ Customers 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 PKR 0,45 USD 20 NPR 0,20 USD 42 INR 0,70 USD 5’000 GNF Beneficiaries/ Customers 1’000s 50’000s 200’000s 1’500’000

Business Models Scales Small Medium Large

Sales strategy

5. Ceramic filter

Ceramic Filtres (Cambodia) HYDROLOGIC: Production centralisée de filtres céramique (à Phnom Phen) de 4’000 filtres par mois Canaux de distribution très bien organisés avec une équipe de ventes spécialement formées) Paradigm change: A deluxe version of the ceramic filter Change the vision of the filter: it is no more a filter for the poor But 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) Chlorine making and water disinfection

Social marketing

SOCIAL MARKETING Social marketing in schools Need collaboration of WASH partners & national government to take real action in social marketing on a large scale Women groups Health centres Supporting the information to the population & Community 34

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