Lessons Learned

Balancing Supply & Demand

Business Model

  • All
  • Supply Chain
  • Sales
  • Government
  • Challenging Environment
LL_Discovering the need
Professionalized Sales Drive Latrine Uptake

LESSON LEARNED: Small enterprises show low interest in actively selling. Other models of market facilitation are needed to ensure sustained impact. Local markets can be catalyzed to meet the sanitation needs and…

read more
About_Sales2
How Do We Make Sales More Human-Centered?

LESSON LEARNED: Human-centered sales approach: sell to the problem, not on price or product. To improve sales efforts, the current project uses the Human-Centered Sales™ approach developed by Whitten & Roy…

read more
LL_Vision for prof
A Vision for Professionalized Sales

LESSON LEARNED: External sales assessments can identify strategic shifts to increase impact Although the pilot project exceeded the target of 10,000 latrine sales, sales capacity remained low. The project partnered…

read more
LL_Recruiting a Team
Recruiting a Sanitation Sales Team

LESSON LEARNED: Recruit a dedicated sales force At the end of the pilot project, the sales strategy focused on recruiting village leaders to serve as sales agents, since they were natural leaders…

read more
LL_Suite of Tools
Effective Sanitation Sales Tools

LESSON LEARNED: Develop professional sales tools As part of the effort to professionalize sales, the project engaged 17Triggers, a social marketing agency, to work collaboratively with Whitten & Roy Partnership…

read more
LL_Strategy for Selling
A Strategy for Selling Latrines in Villages

LESSON LEARNED: Direct sales: integrating group and door-to-door presentations yields more sales In the pilot project, sales agents exclusively sold to groups. Sales agents saw this as more efficient—getting more…

read more
LL_Capturing Data
Capturing Latrine Sales Data

LESSON LEARNED: Improving sales tracking takes time Latrine businesses maintain a record book to track customer data and sales details. The project collected sales data from each project-connected latrine business…

read more
LL_Evolution of Program
Evolution of the SMSU Program

LESSON LEARNED: The enterprise engagement model needs to evolve over time. While the pilot project focused on developing a scalable and sustainable model, a key hypothesis going into the Sanitation Marketing…

read more
The Art of Adaptive Program Management

LESSON LEARNED: The project approach should be adapted over time to find the most effective way to reach objectives based on project experience. Market development for sanitation (Sanitation Marketing) in…

read more
LL_Managing Innovation
Managing Innovation While Focusing on Scale

LESSON LEARNED: Align incentives and have clear, harmonized objectives to manage innovation and scale simultaneously. The Going Deep sub-component was an innovation-focused project within the larger Sanitation Marketing Scale-Up (SMSU)…

read more
LL_Leveraging Existing
Leveraging existing supply chain actors

LESSON LEARNED: Leveraging existing supply chain actors is important for optimizing customer experience. In the Pilot Project (2008-11), the invention of the chamber box removed the need for a household…

read more
LL_Supply Chain Forums
Connecting Latrine Supply Chain Actors

LESSONS LEARNED: Bringing supply chain actors together surfaces challenges and new ideas. As part of the project’s Going Deep component, supply chain forums were held every six months to facilitate greater…

read more
LL_Mason Training
Engaging Masons in Latrine Installation

LESSON LEARNED: Engaging masons through training on the new latrine design helped connect supply chain actors and ensured correct installation. To reduce the time and cost of installation, the Easy Latrine was…

read more
LL_Challenging Env
Developing Latrines for Challenging Environments

LESSON LEARNED: Solutions to challenging environments require more than a modification or adaptation of existing design; otherwise heavy subsidy is required for uptake. The effort to design a latrine suitable for…

read more
Government_2
Empowering Local Government to Support Sanitation

LESSON LEARNED: Proper training, ongoing coaching, and monitoring is important for successful local government engagement Government engagement, like private sector engagement, needs to be supported with a holistic approach of…

read more
Driving Latrine Affordability With Access to Finance

LESSON LEARNED: Financing has significant impact on latrine uptake, but setting up sanitation financing is a hands-on effort that requires significant investments in field-level coordination and partner management. The Sanitation Marketing…

read more