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Transcript of selco solar products marketing
Product & Brand Management
Shradha Jagasia-34
Solar Electric Light Company, India
Agenda
• Why Solar Energy?
• Selco India-Snapshot
• Competition-Snapshot
• Selco- A Differentiator
• Catering to the Urban Poor-Mumbai
• Pilot Launch
• Product
• Price
• Place
• Targeting
• Shortlisting
• Promotion
• Advertising
• PR
• Personal Influence
• Sales Promotion Sustainable Models
• Budget
• Evaluation
Why Solar Energy?
6 % of urban
population lacked
electricity
800 million in India
continue using traditional
biomass energy sources –
namely fuel wood,
agricultural waste and
livestock dung – for
cooking and other
domestic
Traditional fuel combustion
is the primary source of
indoor air pollution in India,
causes between 3,00,000
to 4,00,000 deaths per year
and other chronic health
issues.
35.5% of the Indian
population still live
without access to
electricity.
60 % of rural
households have
connection to
electricity grid
The Electricity Access
Database iea.org 2011
Solar accounts for
6% of total
renewable energy
India receives one of
the highest global
solar radiation - an
energy of about 5,000
trillion kWh per year
Affordable &
reliable energy is
the need for
human &
economic
growth
Selco India- Snapshot
Solar Electric Light Company, India or SELCO India is
a for-profit social enterprise, providing sustainable
energy solutions and services to under-served households
and businesses.
Founded in 1995 by Dr. Harish Hande an alumnus of IIT
Kharagpur with INR 15,000 funding from its co-founder
Mr. Neville Williams founder of SELF (Solar Electric
Light Fund), a U.S.-based non-profit organization
facilitating rural electrification worldwide.
Selco India- Snapshot
SELCO India Distribution Network:
HQ
RO
RO
ESC
ESC
ESC
ESC
Salesforce
BA/Tech
Sales force
BA/Tech
Salesforce
BA/Tech
Salesforce
BA/Tech
Cus
tom
ers
HQ:
SELCO INDIA headquarters located in Bangalore
Regional Offices:Located strategically throughout service territories, each office directly manages about 5 ESCs
ESCs:SELCO’s Energy Service Centers, base of sales, service, and inventory. Located in central rural towns.
Salesforce & Business Associates/Technicians:SELCO’s direct sales force and
BAs market SELCO’s products
to potential customers.
Technicians look after
technical requirements
Selco India- Snapshot
SELCO India Products:
Selco offers products mainly in three segments: Solar PV- Photovoltaic,
Solar Thermal, and Cook-Stoves.
Solar Photovoltaic Lighting System
Solar Lighting (CFL and LED)• Indoor Home Lighting System
• Outdoor Home Lighting System
• Solar Headlamp
Solar Inverter
Solar Cook Stove
Solar Thermal Water Heater
DomesticInstitutional
Selco Customized Products
Solar Powered Sewing MachineHeadlamps for Midwives
Portable Lights for Silk Farmers
Selco India- Snapshot
SELCO India Finance & Services
SELCO has leveraged the potential of the
country’s significant rural banking system to
finance sustainable energy systems for poor
rural households.
Over the years, SELCO has forged
partnerships with nine regional rural banks,
commercial banks, NGOs and rural farmer
cooperatives to develop financial solutions.
Selco is fundamentally organized around
providing the highest quality service possible for
our customers.
Upon the purchase of every system, each
SELCO customer receives the following services:
•Custom system design
•Installation
•Training on proper system use
•After-sales maintenance and support
Selco India- Snapshot
SELCO India Milestones & Awards*
More than 1,25,000 households and 2000
institutions as clients
1,35,000 + solar lighting systems set up in
India;
224 employees;
38 Energy Service Centers across Karnataka,
Gujarat, Maharashtra & Kerala;;
Largest solar water heating system ~ 4,00,000
litres for a single client in India
9 partnerships with Financial Institutions;
US$ 3.09 million revenue;
Ashden award for sustainable energy 2005
and 2007;
Green Energy Award from Prince Charles
2005;
Ramon Magsaysay Award for efforts to make
electricity affordable and customizable to
poor customers 2011;
* Data- mid 2012
Competition- Snapshot
Set-up- D.light was set up in 2007 by Sam Goldman and Ned Tozun to design and sellaffordable solar lanterns in developing countries.
Place- D.light serves over 62 countries, through over 12,000 retail outlets, 10 field offices,and five regional hubs. The company employs over 300 people directly, and indirectly
employs hundreds more worldwide. Headquartered in USA, offices in India, China and
Africa.
Products- Solar Lighting Systems
Price- Cost of the products vary between Rs. 450-Rs.6000 depending on the model
Strategy- The company has a mass market strategy that is reaching large scale sales
Market Share- Over 50% worldwide. As on 2013, D.light has 15 million, with main markets inIndia and East Africa.
Selco- A Differentiator
The underserved at the bottom of the pyramid require innovations in product and finance for them to afford and access these energy services.
Financial Risk: Absence of financial innovations.
Technology Innovations: Manufacturers are unable to judge the needs of the end-users.
Lack of Commitment: Most organizations do not consider innovations for the BOP market a main priority for the company’s business.
A combination of innovations in products,finance, supply and the service ensures thatreliable and affordable energy can be used toimprove the quality of lives of the poorhouseholds.
Dispelling 3 myths:Poor people cannot afford sustainable technologies.
Poor people cannot maintain technologies.
One cannot build a sustainable business while meeting social objectives.
• Own Service Center-staff rather than dealers
• Marketed as an utility investment rather than consumption/ direct income expenditure
• Customised solutions based on needs.
• Facilitates income generation.
• System Integrator v/s Manufacturer
• Service orientation v/s Product focus
• Third party piggy backing on local financial infrastructure
• Link financing to investment and more importantly HH cash flow
• Flexible Tenure and EMIs
• Risk perception sharing with FIs
Finance Customisation
ServiceMarketing
Selco- A Differentiator
Catering to the Urban Poor- Mumbai
* Census data 2011
Pilot Launch
Place
Product Price
Promotion
Solar Photovoltaic Lighting System
Luminaries- Rs. 399-1499 depending on model
Solar Lighting System- Rs.5,999
Advertising
PR
Personal Influence
Sales Promotion Sustainable Models
Kurla Slum Area
Pilot
Launch
1 2
34
Product
Product Features Application Benefits
Solar
Photovoltaic
Lighting System
• FamilyLights & Fans
Panel
Battery
Charge
Regulator
Standalone
System. No Fuel
Houses
Small Business
Shops
Schools
No Black Out
Reliable Power
Easy Financing
Minimum
operation&
maintenance
cost
Door Service
Localised &
Reliable
Price
RANGE OF SOLAR LUMINAIRES , FANS & SYSTEMSLED- 1.2/2.4/3.6 Watts
CFL- 5 /7/11 Watts
InternationalRs. 799
ChoiceRs. 599
Mirror OpticRs.1499
Top CandleRs. 899
AstraRs. 399
BreezeRs.999 Solar Systems- 1 panel, 1 battery,
1 charge regulator, 4 Astra lightsRs. 5999
Easy finance options
available from Janakalyan
Sahakari Bank.Interest rates are based on
the credit source and
range from 5% to 14%.
Customers typically put
between 10-25% down,
paying the balance over
three to five years.
Place
Area: Slum Areas in Kurla
Unreliable grid connection
Long Power Cuts
Underserved Communities &
Migrant Colonies
Small Scale Business/Institutions
Schools, Religious places
Total Slum Population: Kurla: 6,58,972
% of Households Without Electricity: 98%
Place- Operation Channel
RO
KurlaESC
ESC
ESC
ESC
Salesforce
BA/Tech
Sales force
BA/Tech
Salesforce
BA/Tech
Salesforce
BA/Tech
Cu
sto
me
rs
Kurla E
Kurla W
Regional Offices:Located strategically in Chembur, each office directly manages about 4 ESCs
ESCs:SELCO’s Energy Service Centers, base of sales, service, and inventory. 2 each at Kurla East & West
Salesforce & Business Associates/Technicians:SELCO’s direct sales force and BAs market SELCO’s products to potential customers. Technicians look after technical requirements.
Place- Operation Flow Chart
Identify MarketsCreate
Awareness
Shortlist Customers
Workout Energy Requirement
Find Financial Linkages.
Approve the loan
Do the Installation
Explain the
Working
Provide
After Sales
Service
UsersHouseholds-
hutments/SRA buildings
Roadside Vendors
Shopkeepers
InfluencersReligious Head
Bank Manager
Local Political Parties
Local MLA
NGO
Initiators & DecidersLocal MLA
Realtors/Builders
Self Help Group
President/Secretary
NGO
BuyersMunicipal School
Principals/Teachers
Bank Manager
Realtors/Builders
Hospital Administration
PO Incharge
Targeting
Shortlisting
Need AffordabilityShortlisted Customer
Both need and affordability must be analysed while short listing a customer. If there is
need and the customer cannot afford to pay for the product, then the bank linkages
come into the picture.
Promotion
Advertising PRPersonal
Influence
Interviews on TV, Radio, Newspaper, Testimonials, Product Note, Company Profiling, Spokesperson Profiling, Accolades, Recognition Received
Leaflets, Posters, Pamphlets, Banners, Newsletter, Road Shows, Exhibitions, Street Plays Trials/Samples, Demonstrations,
PROMOTION PLAN
30% 30% 20%
o Create awareness on the use of Solar Lighting System and generate interesto Emphasize on the benefits- Affordable, Reliable and Sustainableo Promote trials and adoption
WOM, Influencer Demonstration
Light Point Project, Light for Education, Head Lamp Scheme
Sales Promotion
20%
* Collaterals to be printed in
English, Hindi & Marathi language
Posters/Leaflets
Solar Energy Benefits
AFFORDABILITY –Solar
energy is cheaper than
non-renewable sources
RELIABILITY – Solar
energy can be used
throughout the year
SUSTAINABLITY-
Sustainable energy
your homes and small
businessesSelco system consists of panel,
battery & charge regulator. It
could power low voltage
appliance such as light, fan,
mobile charges, TV, radio. Panel
to be placed south facing
The battery could be charged
during the day and used for 12 hrs
without being recharged.
Battery charged for 2 hrs can be
used for 4 hrs
Want to know how???
visit municipal grounds
14th Sept 2014 at 5 pm.
..Be there to be the change
Day & NightMake the most of nature’s energy resource
Posters/Leaflets- Media Planning
Why•To create hype and awareness about solar energy.
What
•Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise.
Where
•Posters to be displayed at/outside post offices, banks, SHG president office and bus stands where the user TG visit regularly.
•Leaflets to be circulated during the weekend as newspaper inserts.
When
•During peak hours when user TG visit these places.
•While waiting for their work to be done they will be inclined to read the posters
•During Pre launch to create hype and curiosity among all TG.
Pamphlet
RANGE OF LUMINAIRES & FANSLED- 1.2/2.4/3.6 Watts
CFL- 5 /7/11 Watts
International
Choice
Mirror Optic
Top candle
Astra
COMPONENTS
Panel:
- Size:10-120 Wp
- Warranty: 8 years
- Estimated Life: 15-20 years
- High efficiency monocrystalline/
polycrystalline cells
-All-weather resistant
Battery
- Size: 10-180 Ah
- Warranty: 3 years
- Estimated life: 6-8 years
- Low maintenance,
- deep-discharge, tubular plate
- batteries
- Hard rubber / polypropylene
- container
Charge Regulator
- Protects batteries from
overcharge and deep discharge
The SELCO Promise
AFFORDABILITY -Loans available through trusted banks.
RELIABILITY - Warranty on all components of the system.
SUSTAINABLITY-Sustainable energy equipments for all
SERVICE- Doorstep service within 24 hours
Breeze
Static
Pamphlet
WORKING SERVICE
90 days money back guarantee.
1 year free service.
Rs.200 pa maintenance.
24*7 service assistance.
Technical visits every 3 months.
Contact:
742, 15th Cross, 6th Phase,
J P Nagar, Bangalore – 560078
India.
+91-80-266-545-09 | 10
www.selco-india.com
ABOUT US
SELCO, a social
enterprise, was
established in 1995 to
provide sustainable
energy services to
underserved
households and
businesses. Over the
last 15 years, SELCO
has successfully served
over 100,000
customers, improving
their lives and
livelihoods.
Selco system could power low voltage appliance such as light, fan, mobile charges, TV, radio.
Panel to be placed south facing
The battery could be charged during the day and used for 12 hrs without being recharged.
Battery charged for 2 hrs can be used for 4 hrs
Pamphlets- Media Planning
Why
• To create awareness about the company, its products and services
• To provide information on solar energy working
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where
• Distributed to the all TG at mass/home demonstrations, exhibitions
• Handed over to influencer TG- bank incharge, religions head, NGOs
• Inserted with regional newspapers through the newspaper vendor
When
• At the end of the demonstration sessions, during exhibitions
• Visiting the influencer TG during their free time- at banks, temples, offices
• Weekend newspaper Inserts
Banners
Solar Energy Benefits
AFFORDABILITY –Solar energy is cheaper than non-renewable sources
RELIABILITY – Solar energy can be used throughout the year
SUSTAINABLITY- Sustainable energy your homes and small businesses
Lets Create a better future, today.
The SELCO Promise…
AFFORDABILITY -Loans available through trusted banks.
RELIABILITY - Warranty on all components of
the system.
SUSTAINABLITY- Sustainable energy equipments for all
SERVICE- Doorstep service within 24 hoursreliable
affordable
Banners- Media Planning
Why• To create visibility & hype about solar energy and the company,
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where• To be displayed at the venue of the road shows and street plays.
When• During pre launch street plays and follow up road shows
Newsletter
Selconnect is a quarterly newsletter that contains
information on the following:
Solar Projects in India
Selco New Project Launches
Sustainable Environment Measures by Selco
Interviews of Celebrities
Testimonials
Accolade & Rewards
Milestones
CSR Activities
Quiz Section
Useful Energy Saving Tips
SELCO Solar Light (P) Ltd.
Newsletter- Media Planning
Why
• To create awareness about the company and solar energy industry happenings
• To create brand equity for the company
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where
• Distributed to influence, buyer and initiator TG and buyers who are evolved and play an important role in decision making of the user TG
When• To be couriered every quarter to their office/residential address
Road Shows, Exhibitions & Street Play
Road shows can be held along with college
students/NGOs (Centre for Environmental
Research & Education)/professionals.
To create awareness about the products,
display and demonstrate the products
Exhibitions can be held at a common
place where demos can be given along
with the product pamphlets
Street Plays can be conducted with college
students, NGOs (Centre for Environmental
Research & Education)/professionals at the
school/municipal open grounds to display
the benefits of solar energy and create
awareness
Broadcast
Road Shows, Exhibitions & Street Play- Media Planning
Why
• To create awareness and hype about solar energy
• To create visibility for the company and its products
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where
• The road show van can move around central locations- outside religions places, markets, schools, post offices and banks.
• Exhibitions & street plays can be held at school or municipal grounds
When
• During peak hours when user TG visit these places.
• During weekends and public holidays
• During Pre launch
Demonstrations
In central locations where the people often
meet and discuss in groups, such as
Temples, Library, Reading room, Post Office,
etc., a mass demonstration can be organised
followed by distribution of pamphlets about the
products.
In places where banking activity is high, a
live demonstration of the product at the bank
premises can be arranged during the peak
banking days. This helps in evoking
interest amongst the potential customers.
A Tea party can be organized in the house of
an influential person wherein the product demo
can be given.
Broadcast
Demonstration- Media Planning
Why
• To create awareness about the company, its products, services
• To inform about product usage and benefits
• To encourage adoption
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where
• Demos to be held at common places like markets, banks, schools, SHG president’s house for all TG
When• During weekends and public holidays
Trials/Samples
Solar systems can be installed in the
house of an influential/trustworthy
member for a trial period of 1-2
months.
The product can be left at the
person’s house which is accessible
to others and allow them to see it
there at their convenience. This
makes a big impact as it gives a
touch-and-feel experience to the
customers and induces adoption
Broadcast
Trials/Samples- Media Planning
Why
• To create awareness about the company, its products, services
• To inform about product usage and benefits
• To given a first hand experience and encourage adoption
What
• Communication to focus on affordability, reliability and sustainability of solar energy and Selco’s Promise
Where
• Trials to be set up at the house of influential person-bank manager, MLA, NGO Head, School Principal/Teacher for all TG
When
• Trials to be set up during the pre launch and launch phase for a period of 1-2 months
Promotion
Advertising PRPersonal
Influence
Interviews on TV, Radio, Newspaper, Testimonials, Product Note, Company Profiling, Spokesperson Profiling, Accolades, Recognition Received
Leaflets, Posters, Pamphlets, Banners, Newsletter, Road Shows, Exhibitions, Street Plays Trials/Samples,
Demonstrations,
PROMOTION PLAN
30% 30% 20%
o Create awareness on the use of Solar Lighting System and generate interesto Emphasize on the benefits- Affordable, Reliable and Sustainableo Promote trials and adoption
WOM, Influencer Demonstration
Light Point Project, Light for Education, Head Lamp Scheme
Sales Promotion
20%
* Collaterals to be printed in
English, Hindi & Marathi language
PR Plan
Through media influencers spread awareness about the availability of low maintenancesustainable energy solutions
Plug in stories about the evolved green citizens – testimonials of celebs / socialites.
Category building / development: Story angel – Rural energy solutions not restricted torural India only
Hygiene PR:
Product Note – targeting Power, Trade, Construction, Interiors and lifestyle mediaCompany Profiling in Trade Media, Financial and General interest (Business pages) printdailies, Business Magazines and websites(SME focus)Announcements – bagging of huge projectsCertifications, Awards and Recognition receivedParticipating in industry stories, HR stories with Rural Energy sector perspectiveSpokesperson Profiling in Power Trade Media, Financial dailies, Business Magazines andwebsites (Entrepreneurial focus)Opinion pieces in industry stories, budget quotes, policy governance stories, HR storieson rural energy sector
Explore unconventional communication modes to reach out to larger audiences – i.eAssociate with a trade media for a Renewable Energy quiz. Become the gifting partner
Tapping the shows (general story telling / debate shows) on electronic media which focuson alternate energy or rural energy
Key Communication Message- Affordability, Reliability and Sustainability
Suggestive Target Media
Promotion
Advertising PRPersonal
Influence
Interviews on TV, Radio, Newspaper, Testimonials, Product Note, Company Profiling, Spokesperson Profiling, Accolades, Recognition Received
Leaflets, Posters, Pamphlets, Banners, Newsletter, Road Shows, Exhibitions, Street Plays Trials/Samples, Demonstrations,
PROMOTION PLAN
30% 30% 20%
o Create awareness on the use of Solar Lighting System and generate interesto Emphasize on the benefits- Affordable, Reliable and Sustainableo Promote trials and adoption
WOM, Influencer Demonstration
Light Point Project, Light for Education, Head Lamp Scheme
Sales Promotion
20%
* Collaterals to be printed in
English, Hindi & Marathi language
Personal Influence- WOM & Demonstrations
A bank offering innovative financing for Selco products
can market the product through a demo at the bank
premises. The goodwill the Bank Manager shares with
the people helps in creating trust for the organisation
thus creating a healthy starting point to begin
operations.
Local SHG can organize a demo meet to create
awareness about Solar and advocate its adoption.
Tea parties can be organized by a person who is using
the Selco solar system. He can talk about its benefits to
other.
The installation team can create a hype at the time of
installation to create traction and curiosity.
Getting the help of a local charismatic leader to
promote the products. The relevant person needs to be
targeted first and once he is convinced, he becomes
instrumental in spreading the word in the
area
Promotion
Advertising PRPersonal
Influence
Interviews on TV, Radio, Newspaper, Testimonials, Product Note, Company Profiling, Spokesperson Profiling, Accolades, Recognition Received
Leaflets, Posters, Pamphlets, Banners, Newsletter, Road Shows, Exhibitions, Street Plays Trials/Samples,
Demonstrations,
PROMOTION PLAN
30% 30% 20%
o Create awareness on the use of Solar Lighting System and generate interesto Emphasize on the benefits- Affordable, Reliable and Sustainableo Promote trials and adoption
WOM, Influencer Demonstration Light Point Project,
Light for Education, Head Lamp Scheme
Sales Promotion
20%
* Collaterals to be printed in
English, Hindi & Marathi language
Sales Promotion Sustainable Models
Solar Light Point Project:
The project of renting solar lights involves
following participants –
Roadside vendors, beneficiaries of the Solar
Light Point Project
An Entrepreneur, who owns the solar lights and
rents to road side vendors
The local financial institution – provides loan to
the entrepreneur to purchase the Solar Lighting
System
SELCO, Installs the system and offers a discount
to the entrepreneur
A NGO may be involved to ensure success of
the project – with concern for the roadside
vendors and the entrepreneur
Benefits:
Clean, smokeless, bright and portable
solar lights for street vendors
Bright light attracts customers and could,
therefore, lead to more business
Access to energy financing through
financial institutions for the entrepreneur
The entrepreneur can run Rental, as well
as Hire-Purchase models to suit the
income and cash flow of his customers
Low expenditure and high profit
Bank gives a loan to an
interested, eligible entrepreneur
who procures material from
SELCO.
Solar charging
station for batteries
owned by
entrepreneur at his
house/shop. Power
per charging station
can vary from 100W
to 1.5Kw.
Charged batteries
being transported to
the vendors in the
evening.
Vendors using solar
charged batteries to run
their lights. They pay a
nominal rental fee (Rs.6 to 8
per day) to the entrepreneur
at the time of battery
delivery. The entrepreneur
retrieves the batteries once
discharged and restarts the
cycle.
The alternative: bulbs
and kerosene
lanterns
Typical central
charging of SLA/Deep
cycle 10Ah-15Ah
batteries. Around 10 to
150 batteries can be
charged.
Sales Promotion Sustainable Models
Light For Education Program:
Students are given an LED powered study
light from the school.
The light includes a small detachable
battery, which can be recharged at the
solar recharge centre in school.
Therefore, the child must attend school in
order to have light at home.
Solar systems will be provided to the
schools at a subsidized rate or through a
sponsor
Benefits:
A centralized charging station at the
school
The study light which the student keeps at
home, and A pocket size battery pack
which is charged in the school and
powers the light
Independent solar charging system
Improves studies and attendance in
schools
Sales Promotion Sustainable Models
Head Lamp Scheme:
Tie ups to be done with Realtors/Builders
who undertake building construction
activities in the TG areas-SRA building
High power head lamps to be provided at
discounted rates to them for the
construction workers so that construction
work can be carried out safely at night.
Benefits:
Increases productivity
Ensures safety
Reduces the risk of accidents
Budget
Promotion Particulars Specification Size Rate Qty. Days Amount
H W L
Advertising
Leaflets 180gsm, multicolor 3 3000 9,000
Posters
A3 size multi color, glossy print &
280gsm 40 250 10,000
Pamphlets A4 size, multicolor , 2 sided 10 3000 30,000
Road shows, Exhibitions, Street Plays:
2,85,800
Vehicle for road show 12000 1 6 72,000
Banner boys 1000 10 6 60,000
Promoters/Volunteers 1000 10 6 60,000
Stage 2 8 10 60 1 6 14,400
Sound System 4000 1 6 24,000
Mic 450 2 6 5,400
Trials/Demonstrations 20,000
Collectors NOC, Traffic, Local Police,) 30,000
PR Agency fees 90 1,00,000
Sales Promotion
Launch Discounts @ 10%/Sales Promotion
Models@ 10%
Assuming that 10% hh and est will
buy i.e 10000 15 60,00,000
Free Samples 399 200 79,800
TOTAL 65,14,600
Evaluation- Market Share & Sales
Market Share
• To light 1,00,000 hh and estin the target area
• To capture the entire 6.5 million population slum market in Mumbai phase wise over the next 3 years
• To be the market leader in Mumbai in the segment of sustainable energy
Sales & Revenue
• To sell 1,00,000 solar systems in the target area.
• To increase overall sales from 1,35,000 units currently to 3,00,000 units.
• To rope in at least 1 entrepreneur every 1 km radius for the Solar Light Point Project.
• To increase the company’s revenue from Rs. 266 million to Rs.500 million by 2017.
Mind Share Transformation
Selco = Sustainable Energy
Sustainability = Solar = Selco
Selco = Reliable
Solar
Energy
=
Selco
Non Affordability
Finance Innovations
No Electricity
Reliable &
Sustainable
Energy
Need Gap Need
Gap
49
To light a million smiles…