Welcome Team Su PER Jessica Hickey Richard Huskey

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Welcome Team Su. PER Jessica Hickey Richard Huskey Heather Mc. Ginnis Nick Mc. Millan Welcome Team Su. PER Jessica Hickey Richard Huskey Heather Mc. Ginnis Nick Mc. Millan

Recommendation 1 Develop a product that meets the specific needs of a particular market. Recommendation 1 Develop a product that meets the specific needs of a particular market.

Recommendation 2 Su. PER is too expensive Recommendation 2 Su. PER is too expensive

Recommendation 3 Su. PER may be Overbuilt Recommendation 3 Su. PER may be Overbuilt

Why select a specific target market? • Each target market has different consumer demands Why select a specific target market? • Each target market has different consumer demands and behaviors • What is right for one market may not be right for another

Each market has different buyer behaviors • African consumers buy units – 14 -50 Each market has different buyer behaviors • African consumers buy units – 14 -50 Wp systems – Units start at $100 including installation – Average system size is 20 Wp – DC is preferred • Latin American and Philippine consumers prefer to rent units – 35 -50 Wp systems – Rental fees $10 -35/month – AC or DC is preferred based on the appliances a customer already has

Pricing • Su. PER too expensive • Average retail price of current SHS is Pricing • Su. PER too expensive • Average retail price of current SHS is $150 installed (20 Wp)

Micro-Financing • Here is how it actually works – 100 days to 2 years Micro-Financing • Here is how it actually works – 100 days to 2 years maximum – 5 year loans are uncommon – Used for income generating activities, not quality of life improvements

Price buildups make a relatively inexpensive unit have a high final retail cost. • Price buildups make a relatively inexpensive unit have a high final retail cost. • Shipping: • Tariffs and V. A. T: • Retailer Margins: 50% increase 35% increase 20% increase • $500 production cost becomes $1, 220+ (this number assumes only one dealer markup)

Why Su. PER may be overbuilt? Current demands from rural consumer vs. Current design Why Su. PER may be overbuilt? Current demands from rural consumer vs. Current design specifications of Su. PER

Too much design, not enough consumer focus Too much design, not enough consumer focus

As designed, Su. PER is good for. . . • • Community centers Telecenters As designed, Su. PER is good for. . . • • Community centers Telecenters Education and Schoolhouses Medical purposes – i. e. refrigeration for vaccines – Small-scale health centers • NGO projects

Importance of Cost as a purchase motivator Importance of Cost as a purchase motivator

What is your next step? As previously mentioned, choose a target market. What is your next step? As previously mentioned, choose a target market.

Lets say you choose Africa Lets say you choose Africa

Ok now what? Contact those who will help you better understand your target market’s Ok now what? Contact those who will help you better understand your target market’s needs

ESDA Energy for Sustainable Development Kenya ESDA Energy for Sustainable Development Kenya

How will they help you? • ESDA will help you identify potential PV manufacturers, How will they help you? • ESDA will help you identify potential PV manufacturers, suppliers, importers, etc.

GTC Global Transition Consulting GTC Global Transition Consulting

How will they help you? • Assist in the development of a proper business How will they help you? • Assist in the development of a proper business model • Due diligence for investors (add credibility to your project) • Primary market research will assist in the fine tuning of Su. PER’s design specs

Kickstart Take new technologies and teach local entrepreneurs how to sell them Kickstart Take new technologies and teach local entrepreneurs how to sell them

Take your product to market ESDA, GTC, and Kick. Start will make this happen Take your product to market ESDA, GTC, and Kick. Start will make this happen

Thank you! Thank you!




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