d.light: Selling Solar to the Poor

Name: d.light: Selling Solar to the Poor (English version)
SKU: IDE03

Sorensen, Jesper;Kennedy, Michael;Jorasch, Gina

Product #:IDE03

Supplier:Stanford University

Discipline:General Management

Setting:Africa, Asia, China, India

Details:Case (PDF) • 7 pages • 2012-08-20

Subjects:

Marketing Emerging markets Entrepreneurship Poverty Developing countries Sales and marketing Economics Socioeconomic class Social and global issues Leadership and managing people Management

Geography:

Africa Asia China India

Your Price:

$11.64

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D.light is one of the leading manufacturers of solar powered lighting technology specifically designed for use by the world's poorest, bottom of the pyramid customers. Having sold over 7 million lights since 2007, the company has been relatively successful. However, sales to the very poorest customers have failed to reach penetration levels desired by management, and the company is currently struggling with an array of marketing techniques and strategies specifically targeting this historically difficult customer segment