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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Y1Q3 Board Meeting Board of Directors 19 February, 2014
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Summary Scorecard Focus AreaNotesStatus Revenue Generation Only at 50% of target revenue. Focus on distributor program development Oct – Dec slowed growth but now on track; next kiosks will ramp up quickly due to pre-launch distributor development Behind plan Site Selection & Community Engagement Sites 1-5 secured, leases all low cost except for Santo site; Site selection process started for next 10 sites in the North On Track, Low Risk Kiosk Deployments Next 4 kiosks 2 – 7 weeks behind schedule; all operational in April; Need more scalable process for predictable, cost-effective, compliant foundations Behind schedule Water Quality Management No significant issues with water quality; Very good customer satisfaction with taste of water On Track, Low Risk Government Relations Business permits, local permits acquired; Moving forward with CFI tax exemption process On Track, Low Risk Personnel Key technical roles needed; Kiosk recruitment moving according to plan; Risk of eroding team dynamic upon movement to North On Track, Medium Risk Budget Management On budget for 2013, but only 50% of the costs kiosks 1-15 realized. Likely to be $500K over Feb 2013 budget to reach 20 kiosks On Track, Medium Risk Fundraising $500K grant closed; waiting formal USAID approval for $200K grant; $300K investor financing secured. Seeking additional $430K to close in May 2014 On Track, Medium Risk
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Budget vs. Actuals – Yearly Composite
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Budget vs. Actuals – Overall Budget by Quarter
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti 1 Year Cash Forecast
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti 15-Kiosk Budget vs. Actuals Over 15 kiosks, expected to overspend Aug. forecast by $117,070
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Kiosk 1 Sales Performance: Monthly
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Kiosk 1 P&L
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti A typical Authorized Distributor. James in Luly An Authorized distributor is a registered store with a community that has all the legal requirements such as: Patente Proper building and capacity to grow Acceptance in his community Purchasing power Desire to promote improve services within the community Willingness and capacity to apply the programs develop by DHOSA Size of Communities with a 500 meter ring needs to be approx 200 homes.
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Tracking the distributors in the first 5-8 weeks Quantity of 5 gallons jugs sold monthly DecemberJanuaryFebruary *** Extrapolated Targets James 225 295 (223) 348 500 Judette 118 105 (119) 185 500 Pasteur Yves 838 1030 (707) 1100 1500
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Entrepreneurial Ecosystem Value Added Services and Higher Volumes dloHaiti focuses on core competence: production and water quality Distribution via entrepreneurs Creates opportunities for entrepreneurs, community buy-in (security) Expands customer base per “kiosk”
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Original Product and Channel Rollout Fill Your Own Prefilled Jugs Distribution Distribution Phase 1 Phase 2 Phase 3 OTC OTC Jug Exchange Delivery to Homes (above) Delivery to Selected Institutions (above) Delivery to retail distribution channels; Expansion of delivery to institutional customers
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Distribution Model 500 m OTC 5 km C. Delivery to Institutional Customers B. Community Associations A. Stores D. Wholesaler
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Channel Distribution Model
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Channel Distribution Model
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti 120 Families per Store: James
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Regional Distribution of Stores for Site 1
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Pre-launch Distributor Development Phases 1.Recruitment (2 months) 2.Volume ramp up (1 month) 3.Expansion Recruitment of distributors and institutional customers prior to kiosk launch Focus upon launch: Ramp up and expansion Result: shorter ramp up period (see fiches techniques)
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Anticipated Ramp Up for Kiosk 2-5
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Development of Distributor Financing Program Jugs Racks Certification Training Upfront audit Ongoing audit Jugs Racks Certification Training Upfront audit Ongoing audit Vehicle Reseller - StoreReseller + Delivery Services 30x = $90 1x = $100 $100 upfront $50 annual 100x = $300 3x = $300 $100 upfront $50 annual $290 upfront financed 80% by MFI 6-9 month payback schedule Reseller responsible for annual fee
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Deployment Status
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti 15-Kiosk Budget vs. Actuals
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Issues, Risks, and Mitigation Higher/unanticipated costs: – Foundation + $8-9K – Fencing required by DINEPA +$ 5K – Solar + $3K Current foundation approach not scalable, cost not predictable Need to accelerate re-evaluation of building construction approach for next 10 sites – Need to re-engage additional building partners – Outsource deployment to Construction Management firm sooner than later
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Year 2: 20-Kiosk Cash Forecast
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Oct 2013 20-Site Financial Forecast
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Fundraising: Grants DonorAmountNotesProbability Caribbean Compete$500K In final round. Final submission complete. Financial due diligence and credit check scheduled for Oct 17 th ; Decision by end of November 2013 Confirmed LEAD (PADF)$200K Business plan competition. Funds can be applied to general budget. Decision by mid November 2013 Awaiting USAID approval Open Source Initiative donors (Cisco, GSMA) $150K Partnering with Dalberg and Accenture entity. To support development of open source RMS and POS system (not in original budget) 80%
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Fundraising: Investors for $730K InvestorAmountNotesProbability MMA Global Investments $150K In final due diligence before negotiations 80% Doug Lee$100K Individual investor 90% Jim Chu$100K100% Grameen Foundation’s Pioneer Fund $250K - $500K Strong interest but not possible before May 60% Vital Capital$730K30% Other smaller investors $50K or less Diaspora Investment Roadshow Target close: May 2014 Price per share increases by 2% points each month with a cap at 30%
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Agenda 1.Call to Order and Corporate Housekeeping 2.Summary Scorecard 3.Q1-Q3 Financials and Forecast 4.Sales Performance 5.Distribution Model and Kiosk Ramp Up 6.Kiosk Deployment 7.Fundraising Status 8.Approvals and Follow Up Actions
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Board Approvals 1.Pursue discussion with MFIs for financing of distributor package including jugs and vehicles 2.Use of Convertible Note to secure / lock timing of remaining financing 3.Approval for formation of construction management committee to determine strategy – Need construction management expertise
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Action Items from Board Help identify expertise on chain business management Set board meeting date and country visit: week of May 19 – Provisional Tues May 20 3pm, field visit next day – Coordinate country visit by FMO – View sales and ramp up volumes – Understand selection of next 10 sites – Assess financing needs
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Backup
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Current Org Chart
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Market-Based Solution for Clean and Affordable Drinking Water in Haiti Projected Versus Original Kiosk Budget (Aug 2013)
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