Fortune at the Bottom of the Pyramid

Selco India
Advantages of power for the poor in villages:
Alternative sources of energy
Kerosene
Dry Cell Batteries
Individual Diesel
Solar Use Solution
Challenge
Per Capita Income: $42
Average Annual Saving: $12
Market Price of a Solar Lighting System: $ 450
Harish Hande
Convince banks, Involve MFI to increase the purchasing capacity of the villagers to
$400.
To create after sale support (Created training program to develop a base of
technician responsible for customizing installing and maintaining the solar lighting
systems)
Feedback loop model
To make it comparative pricing
Business Model
Customized products for individual requirements
Individual Purchase
Technology and Use

Four 7 Watt CFL

PV module installed in the rooftop which generates about 35-40
wp
Lead Acid Battery for storage (Works even in monsoon Session)
Solar Panel -> Tata BP Solar and CFL-> Osram
Battery replacement @ rupees 100/-, CFL for recycling ensuring
environmental sustainability

Value Proposition:

Installation and post-sale service done by Selco engineer