1. Preparing for scale-up: Lessons from SolarAid’s experience of microbusiness solar 18 July 2007 Nick Sireau, Director John Keane, Programmes Manager

2. "I'd put my money on the sun and solar energy” - Thomas Edison (1847–1931)

3. The context Pilot projects Research Plans for scale-up Key points and questions Today’s session

4. Set up in August 2006 Solarcentury gives 5% of profit Christian Aid funded pilot project Public launch October this year About SolarAid

5. The context: solar energy and development

6. Two billion people in the world have no access to electricity

7. Four billion people live in the developing world The majority of these people live in; Africa Asia Latin America

8. They also have the greatest exposure to sunlight

9. Pilot projects: Solar micro business in Malawi, Tanzania and Kenya

10. Why we did the pilot projects Testing the concept Developing processes Scoping for replicability and growth

11. Solar microbusiness in Malawi Kaliya Youth Group

12. Solar microbusiness in Malawi 1 W panel

13. Solar microbusiness in Malawi LED light in kerosene lamp

14. Solar microbusiness in Malawi Solar charger

15. Solar microbusiness in Tanzania With disabled people

16. Solar microbusiness in Tanzania Solar workshop

17. Solar microbusiness in Tanzania Solar workshop

18. Kenya: the Fomax success story Entrepreneurial founder Major demand Today: large sales force

19. Summary of pilot project results Importance of entrepreneurial spirit Sourcing of materials Distribution and marketing Quality of training and monitoring/evaluation

20. The importance of solid research

21. Importance of research The importance of market research –A scale-up programme has to be grounded in strong research –Baseline study funded by TRAID –Building research into the programme

22. Importance of research Research methods: 200 people surveyed University and local surveyors Four questionnaires: –Potential Customer Survey –Potential Supplier Survey –Raw Materials Components Supplier Survey –KALIYA Youth Group Survey

23. Importance of research Research questions: –Demographics –Energy use –Interest in solar products

24. Importance of research Research findings (1): –Product now being sold could be improved –Market for solar lantern and radio –Solar mobile phones: reduced market

25. Importance of research Solar lantern

26. Importance of research Solar radio

27. Importance of research Research findings (2): –Need for quality products –Timing of project –Cities interested –Incentives for trainings –Cultural factors: status –Distribution centre

28. Importance of research Implications for programme scale-up: –Price –Place –Promotion –Product

29. Importance of research Implications for SolarAid: –Credibility –Similar studies for other countries –Ensures strong monitoring and evaluation

30. Rolling out the scale-up

31. Scaling up our work Pilot projects: 3,000 solar panels In three years: one million

32. Scaling up our work Two scenarios for scaling up SolarAid: –Current plan: £250k year 1, £600k year 2, £1.2m year 3 –Faster growth from £4m in year 1, £8.3m in year 2 to £14m in year 3

33. Funding our scale-up: Trusts and foundations for first phase Second phase: carbon markets and public Core: high net worth individuals Scaling up our work

34. Key points and questions

35. Identifying and nurturing entrepreneurs Piloting projects to test your model Developing strong market research Analysing social, economic and cultural factors Key scale up points

36. Any questions?

37. What advice could you provide for our scale-up? For group discussion

38. How can successful pilot initiatives in market development be scaled up? How can the private sector support the development of small and medium-sized enterprises in low income countries? What role can NGOs play in scaling up market development initiatives? For group discussion

39. Our vision A world where everyone has access to clean, renewable power