REEEP - Infrastructure Finance for Bottom of the Pyramid by Martin Hiller at GIB Summit

Global Infrastructure Basel

Martin Hiller, REEEP

22 May 2014

Infrastructure finance for Bottom of the Pyramid

US$5.- per month on kerosene

20 times more light

SELCO Solar

US$4 million turn over

180,000 households supplied

41 branch offices

Incubation Centre

Foundation – R&D

Value proposition:

Sell energy services

Bank relationship

Customers:Micro entre-

preneurs, urban context

Channels: Branches, partners

Requirements: bank relations, tech capacity,

after sales, brand

Revenue: Bank credit – down payment 20%

SELCO gets full payment

SELCO Business Model

How to scale SELCO´s model?

• ^ … among poor and very poor clients

• Keep the focus on poorest customers

• Social Protection Systems

• Investment non-profits

• CSR of banks

• Build up the company step by step

• Low ROI, slow ROI

Patient capital

Unusual investors

Brand building

Target the

Poorest

Martin Hiller, REEEP

22 May 2014

Thank you!

Branches