4e,  camino  al  progreso  

4e,  path  to  progress  

June, 2014

4e  program  in  LatAm:  growing  livelihoods  n  LatAm:  

–  Popula;on:  580  m  –  GDP:  $5.3  trillion,  4%  avg  growth  

–  Extreme  poverty:  12%  popula;on  

–  Poverty:  45%  popula;on  –  Avg  minimum  wage:  $250/month  

4e  program  video  

Goal:  40.000  Tenderos  graduated  in  2018  10  million  people  impacted      

Tenderos  of  the  base  of  the  pyramid  (poor,  vulnerable  and  in  risk)  

Women  tenderas  are  the  priority  (heads  of  family  with  children)  

Tenderos  with  leadership  skills  (agents  of  change  to  transform  communi;es)    

Tenderos  with  business  experience  (one  year  with  the  Tienda)  

The  Tendero  can  be  a  customer  with  the  less  or  equal  the  minimun  drop  size  

C  

B  

A  

Grow

 

80%  of  customers  

Tenderos  in  LatAm:    780.000  

60%  of  volum

en  

40%  of  volum

en  

75%  women  

4e  mission  

To  develop  the  capabili/es  and  competencies  of  the  Tenderos  in  six  countries  of  La/n  America:    1.  To  improve  the  quality  of  life  of  Tenderos  and  their  families  (self-­‐esteem  

and  empowerment)  2.  To  develop  the  sustainability  of  Tiendas  (a  model  of  business  success)  3.  To  improve  the  well-­‐being  and  development  of  their  own  communi;es  

(leadership)    

   

•  They  will  become  agents  of  change  and  social  transforma/on  •  A  model  of  social    inclusion  and  interven;on  for  governments  

• We  will  make  a  difference  in  society  with  a  replicable  and  scalable  model  

Program  benefits  

For  the  Tendero  and  family  

Improve  family  income  

Improve  quality  of  life  

For  the  Tendero´s  business  

Success  business  model  

Improve  customer  service  

Producto  por\olio  

diversifica;on  

Tienda  sustainability  

For  the  community  

Leadership  development  

Source  of  informa;on,  

communica;on  and  community  

service  

Tendero  recogni;on  

and  admira;on  

For  SABMiller  

Business  sustainability  

Increase  sales  

Customer  loyalty  

Reputa;on  and  LTT  

4 STAGES MODULE GENERAL CONTENT Training hours

Mentoring hours

Diagnosis Base line to evaluation 0 3

1 Responsible Tendero

Module 1 Sales and Marketing 3 3

Module 2 Business Management 3 3

2 Sustainable Tendero

Module 3 Finance – Business Model of success 3 3

Module 4 My business, my family 3 0

3 Excellent Tendero

Monitoring 0 2

Closing gaps, action plan and recommendations 0 3

SABMiller Content Module 5 Responsible retailing, cold culture,

recycling, 3 0

4 Tendero leader Module 6 Social entrepreneurship projects 3 0

*Total hours per tendero: 35 18 17 * 12 weeks per cycle , each cycle 6 modules

Building  a  business  and  a  life  plan  4  stages,  6  modules  –  12  weeks  

Leadership

Happiness

Self Esteem

Insecurity and fear

4e Life Plan

All content adapted in language and form to the social and cultural conditions of each country.  

4e, Measurement: KPIs

A  unique  opportunity  for  a  regional  program  for  social  and  business  transforma;on  

Enrolled   F14  Tenderos  goal   %    

Colombia   1523   1300   117%  

Perú   1208   900   134%  

Ecuador   679   560   121%  

Panamá   287   249   115%  

Honduras   269   210   128%  

El  Salvador   312   249   125%                  Total   4278   3468   123%  

Context  Variables  

•  Socio-­‐demographic  and  Economic  Characteris;cs  •  Expecta;ons  and  Percep;ons  

Performance  Indicators  

KPI:  SROI:  Impact  Indicators  

Process  Indicators  

For  the  Tendero  and  his  family  • Increase  in  family  revenue  • Family  life  plan  • Availability  of  leisure  ;me    • Improvement  in  quality  of  life  

For  the  Business  of  the  Tendero    • Increase  in  sales  • Reduc;on  in  costs  • Improvement  in  quality  • Profit  margin  • Business  assurance  

For  the  Commuity  • Social  entrepreneurial  ini;a;ves  • Projec;on  of  the  Tendero’s  Leadership  • Informa;on  and  communica;on  • Recogni;on  

For  the  Company  • Compliance  with  responsible  sales  • Reputa;on  and  License  to  Trade  

KPI:  Program  measurement  Shared  value  for  the  Tendero  and  for  the  Company  

SABMiller  El  Salvador  –  Retailers  social  program      Progresando  Juntos  

Impact  of  the  Program  

Effec/veness:  To  what  degree  does  the  

program  achieve  the  expected  results  and  benefits?  

Efficiency:  Does  the  achievement  of  results  or  the  genera;on  of  benefits  op;mize  resource  

management?    

Contribu;on  to  the  solu;on  of  the  problem  or  need  that  gives  rise  to  the  program  

Sa;sfac;on  or  percep;on  of    the  results  obtained  among  the  beneficiaries  

Social  Rate  of  Return:  Return  of  social  investment  against  benchmark  

Present  Value:  Social  usefulness  generated  aeer  recover  of  investment  

Image  of  the  ILC  and  his  social  contribu;on  among  the  beneficiaries  

SROI:  Cost/Benefit  ra;o  of  social  investment  made  

Effec;veness  of  the  program  Contribu/on  to  the    

solu/on  of  the  problem  or  need  that  gives  rise  to  

the  program  

Strengthening  of  the  Business  

Beger  quality  of  life  of  the  

beneficiaries  

Job  crea;on  

Sa/sfac/on  or  percep/on  of    results  obtained  among  the  

beneficiaries  

Fulfillment  of  expecta;ons  

Percep;on  of    the  benefit  

Level  of  Sa;sfac;on  

Image  of  SABMiller  among  the    beneficiaries  

and  of  its  social  contribu/on  

Image  SABMiller  

Percep;on  of  the    contribu;on  to  the  country  

Percep;on  of  contribu;on  to  the  community  

Effec;veness  of  the  program  

•   39%Sales  growth    •   Profit  increase  of  US$105.000    •   Percentage  of  owners  with  an  assigned  salary  for  managing  the  business  increased  by  11  

•   Increase  in  alloca;on  of  profits  to  sa;sfy  the  needs  of  the  home  and  savings.    •   Living  condi;ons  are  beger  for  57%  of  the  families  •   Par;cipa;on  of  the  family  in  the  use  of  profits  increased  by  8  points  

•   Jobs  were  created  in  the  amount  of  US$  18.000  a  year  •   Increase  recorded  in  terms  of  formal  salary  of  the  owners  by  US$6.700  a  year  

Effec;veness  of  the  program  

• 63,3%  of  the  beneficiaries  feel  that  their  expecta;ons  are  totally  fulfilled  due  to  the  improvement  of  their  businesses  and  the  quality  of  life  of  their  families.    

•   For  80,8%  the  program  has  a  very  high  benefit  because  it  raised  their  self  esteem,  developed  their  competences,  approached  them  to  the  company  and  created  an  interest  in  the  community.    •   They  register  the  highest  contribu;on  in  terms  of  customer  service  (82,5%)  

•   Sa;sfac;on  with  the  goals  of  the  program    -­‐  87,5%  •   With  the  quality  of  training    -­‐86,7%  •   And  with  technical  assistance  -­‐  87,5%  

Effec;veness  of  the  program  

•   Top  of  mind  of  the  company  focuses  on  the  product  •   The  image  of  the  Company  is  very  posi;ve  for  81,8%  

• 97%  of  the  beneficiaries  consider  the  contribu;on  of  the  ILC  to  the  country  to  be  very  important  because  it  creates  jobs,  supports  the  customer  and  develops  social  programs.    

• 91%  state  that  the  contribu;on  of  the  ILC  to  the  community  is  very  important  due  to  the  support  for  the  businesses,  social  programs  and  sports.    

The  efficiency  of  the  ´program  

Social  Rate  of  Return  on  the  Investment  

126,3%  Compared  with  return  of  the  TES  

Present  Net  Value  of  the  Investment  

US$  83.114    Is  the  social  

profit  by  year  2  aver  recovering  the  investment  

SROI  

30,43%  For  each  peso  invested,  3,04  are  generated  in  terms  of  benefits  

Criteria:  

1.  For  the  businesses:  •  Increase  in  profits  directly  associated  with  the  program  •  Salaries  formalized  for  the  owners  and  /or  salary  increases  

2.  For  the  Company:  •  Varia;on  of  sales  among  beneficiaries  directly  associated  with  the  

program  •  Publicity  value  generated  •  Value  of  total  investment  made  

This  is  th

e  scen

ario  

at  th

e  second

 year  

4e Program Phase Indicator Goal Achievement

Call Number of tenderos enrolled in the program 2080 2055

Diagnosis Number of tenderos with established baseline 1734 1840 Number of action plans designed 1734 1840

Training

Number of tenderos served in training sessions (attendants) 1388 1398

Number of sessions attended per tendero (over 5) 80%

% of satisfaction of tenderos with training 90%

Service satisfaction level

Number of tenderos served by the consultancy 1734 1840 % of satisfaction of the tenderos with the consultancy 90%

Impact measurement

Number of tenderos with impact assessment established 1734 1840

% of action plans implemented (minimum) 80% % of tools in use 80%

Workshops Number of tenderos participating in the co-construction workshop 436 192

Social  Entrepreneurship projects

Number of processed social entrepreneuship potential initiatives 436 192

Number of action plans designed for social entrepreneurships 436 192

4e  Performance  indicators  F14  Cycle  1  

4e Program Phase Indicator Goal Achievement

Family Number of comprehensive life plans designed 1734 1368

Job preservation 19%

Business

% of sales increase of the tendero who complies with all of the program 10% 13%

% of sales increase of SABMiller products 10% 11%

% of decrease in expenses in the business 2% 15%

% of tenderos assigning themselves a salary after the implementation of the program

867

60%

% of tiendas with photographic evidence of improvement of interior image

1.734

100%

Performance  indicators  F14  Cycle  1  

Summary

4e,  Camino  al  Progreso  

Economic Development Social Development

Country/Region  Growth  –  Sustainable  Business  Environment  

Customer Loyalty

Customer  Sa;sfac;on  

 Impact  Programs  

Programa  benefits  

4e  program  /  SABMiller    

www.caminoalprogreso.com www.facebook.com/4ecaminoalprogreso www.youtube.com/4ecaminoalprogreso twitter @lider4e catalina.garcia@la.sabmiller.com

Thank  you