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
