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Institute for Workplace Studies-----------------Professor Samuel B. Bacharach

School of Industrial & Labor Relations-------- Director, Institute for Workplace Studies

Cornell University

16 East 34th Street, 4th floor--------------------Stuart Basefsky

New York, NY 10016 -------------------------------Director, IWS News Bureau

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World Bank

 

SHARED PROSPERITY THROUGH INCLUSIVE BUSINESS: HOW SUCCESSFUL COMPANIES REACH THE BASE OF THE PYRAMID [21 November 2014]

by Mignano, Kathleen Gaertner; Ishikawa, Eriko

https://openknowledge.worldbank.org/handle/10986/20594

or

https://openknowledge.worldbank.org/bitstream/handle/10986/20594/SharedProsperityThroughInclusiveBusiness.pdf?sequence=1

[full-text, 48 pages]

 

Shared Prosperity through Inclusive Business: How Successful Companies Reach the Base of the Pyramid summarizes the practical lessons learned from IFC clients that successfully reach low-income people as suppliers or customers. There are lessons for each phase of the value chain—including procurement, product development, distribution and retail, and marketing and sales. The lessons—each of them illustrated with a profile of an IFC client—can also be adapted to the context of a particular sector or region.

 

CONTENTS

INTRODUCTION 2

ENGAGING BOP SUPPLIERS 5

Procurement 7

Aggregating Suppliers 8

Providing Capacity-building 10

Facilitating Access to Finance 12

Finding the Right Mix of Solutions 14

ENGAGING BOP CUSTOMERS 17

Product and Service Development 19

Reducing Costs 20

Offering Value for Money 22

Matching Customer Cash Flows 24

Distribution and Retail 27

Leveraging Retailers 28

Leveraging Technology 30

Marketing and Sales 33

Communicating Value 34

Alternative Pricing 36

Facilitating Access to Financing 38

Facilitating Payment 40

CONCLUSION 42

 

 

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