Selling sanitation: Catalyzing the market for household sanitation in East Africa - Various documents on results from research grant

Content - Summary

This library entry contains background documents for a grant that William Davies is leading and which is funded by the Bill and Melinda Gates Foundation.

Further information and a discussion is available on the SuSanA discussion Forum, see link below.

Short description of the project:
Selling Sanitation works with sanitation businesses and governments to develop commercial and sustainable markets for affordable and desirable sanitation facilities.

Selling Sanitation is a joint IFC-WSP initiative that aims to help millions of people across Africa access household sanitation facilities they want and can afford. The market development approach is currently being piloted in Kenya, with planned expansion to other African countries by 2014.

Goal(s):
We define success as market transformation: new sanitation solutions manufactured at scale, sold and distributed through new channels, reaching underserved consumers that are most in need.

Objectives:
1) Support private businesses to design, manufacture and distribute new on-site sanitation and hand washing products that meet low-income consumer needs and preferences.
2) Support the government to develop and deliver a national behavior change communications and consumer awareness campaign.
3) Identify and test appropriate financing mechanisms and consumer lending products to support uptake of new sanitation products.
4) Build the enabling environment and institutional arrangements for local government, other stakeholders and the private sector to support and regulate the sanitation market.

Key components:
Selling Sanitation works with manufacturers, distributors, consumers, financial institutions, and governments to catalyze the sanitation market through:
• Business Development Services to remove first-mover barriers to market entry by supporting businesses to develop new affordable sanitation products and distribution channels to reach underserved consumers.
• Consumer Awareness to support ministries of health to develop and deliver national campaigns reaching millions with behaviour change messages and consumer information on available low-cost product options.
• Market Intelligence to demonstrate the viability of the market by providing data on market size, consumer preferences, key target segments and current trends. Market intelligence helps manufacturers, distributors and other businesses understand market opportunities and make informed decisions.
• Public Sector Engagement to improve the enabling environment for sanitation by working with government at all levels to increase uptake of improved hygienic latrines, and to facilitate and regulate a self-sustainable consumer market for sanitation.
• Pro-poor Financing to address financial constraints and bottlenecks for both consumers and businesses.

Partners: World Bank Water and Sanitation Program (WSP)

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Documents available for download below:

1. Selling Sanitation Program Brochure: Catalyzing the Market for Household Sanitation in Africa
- Overview of the role and approach of Selling Sanitation

2. Kenya Onsite Sanitation: Market Intelligence
- Overview of market sizing data, key drivers and trends for Kenya

3. Kenya Onsite Sanitation: Demand Generation Strategies
- Overview of key consumer demand characteristics and potential demand generation, sales and marketing strategies

4. Kenya Onsite Sanitation: Product and Business Model Design
- Overview of product design process, key features of products and initial last-mile distribution strategies

5. Transforming Markets, Increasing Access: Early Lessons on Base-of-the-Pyramid Market Development in Sanitation
- Outlines the approach to market transformation we've used in Kenya, and will use as we expand support to regional markets in 2014

6. Selling Sanitation project: Update of the initiative's work, August 2014

7. Leveraging Market Opportunities to Achieve Development Impact: Entrepreneurial Solutions to Improve Access to Sanitation and Safe Water, June 2015

Bibliographic information

Davies, W. (2015). Selling sanitation: Catalyzing the market for household sanitation in East Africa - Various documents on results from research grant. International Finance Corporation, Nairobi, Kenya

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English Fundamental research and engineering Sub-Saharan Africa

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