1. Opportunities and Models for
Increasing Impact by Collaborating
with the Private Sector in Health
Camille Saadé, Halima Mwenesi
and Christian Winger
January 26, 2011

2. Camille Saade
Halima Mwenesi
Christian Winger

3. Objectives
• Familiarize audience with FHI 360 private
sector skills, resources, capabilities and
experience
• Role of private sector in increasing scale
and sustainability of health programs
• How can we incorporate public-private
partnerships (PPP) into existing and future
projects
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6. Importance of Private Sector in Health
‘The private ‘…the role the private
sector is the sector plays in fighting
poverty and improving
primary driver livelihoods is more
of economic critical and profound
growth’ than ever.’
Bill Gates, November 2011 Rajiv Shah, December 2011
Cannes G20 Summit New Delhi, India

7. Bringing the Private Sector in …
“ …we can create a hospitable enabling environment and
develop creative incentives to encourage the private
sector to engage more deeply on development
challenges.” Bill Gates, November 2011
Innovation With Impact: Financing 21st Century Development
A report to G20 leaders, Cannes Summit

8. An Enabling Environment - Examples
• Policy
– Clear yet flexible to embrace private sector-i.e.
flavored ORS, or zinc in any form (tablet or syrup)
• Regulations
– Fast-track registration of conforming new product
– Enforce labeling/ claims to reflect policy
– Classification as OTC drug (beyond pharmacies,
outreach distribution, public promotion)
• Taxes and Tariffs
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9. PPP: Enabling Policies are Critical
• Taxes and Tariffs on essential health products
– Major barrier to availability and affordability
• Private sector imports less or not at all
• Increase price mark-ups significantly
– Double whammy for the bottom of the
pyramid
• Non-tariff barriers (or measures)
– Customs procedures

10. What is the Private Sector in Health?
• Commercial
– health providers
– producers
– R&D
– product and service providers
– Distributors and marketers
• Non-commercial
– NGO, CBO, civil society in general
– professional associations
– universities
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11. Forms of Private Sector Involvement in
Public Health
1) Philanthropy: donations (cash, products)
2) CSR (Corporate Social Responsibility): P&G’s
PuR water treatment, Exxon-Mobil vouchers for
ITNs
3) Core Business: Unilever’s PureIt water filter,
Vestergaard-Frandsen’s Permanet, Dr. Reddy’s
Zinc, Nutriset’s Nutributter, etc.
Which one is sustainable for our target population?
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12. What Public Health Benefits can be
Delivered by the Private Sector?
• Supply of appropriate
products and services
• Affordability
• At-scale coverage
• Marketing cost-
efficiency
• Sustainability
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13. Existing Situation: Inefficient Coverage
Rich A
Commercial
B Sector
C
Public
Sector
D
NGO
E
Poor

14. Expanding Coverage Through PPP
Rich A
Commercial
B
Sector
C
D
NGO
E Public
Sector
Poor

15. Supply
“Shall I produce for the public
sector or the private market?
Diversify sources and engaging multiple partners
• Technology transfer for local production : ITNs in Ghana,
Tanzania, Nigeria
• Create competition - 31 local zinc producers in India, 8 in
Indonesia
• In Tanzania, initial public sector supply through UNICEF .
Upgraded local GMP capabilities for government and
private market supply
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16. Access
“But there is no market out there!”
• POU water filter manufacturers targeted only upper-
income urban consumers
• FHI 360 linked self-help groups, NGOs, micro-finance
institutions and the private sector to create a market
for urban and rural poor. (Hindustan Unilever)
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17. Affordability
“How can I sell to the poor and
still make a profit?”
• In India FHI 360 provided different POU products
(chlorine, filters) at different price points to meet
demand. Expensive filters preferred by customers
were accessible though micro-finance
• Across Africa, NetMark provided ITN vouchers via
public sector targeting pregnant women. Vouchers
collected via private sector kept leakage to a
minimum
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18. Demand: Health Providers - Formal
• Pharmaceutical marketing: symposium, detailing by
medical reps, journal ads, other SBCC materials and
use of the cascade approach for formal providers
Opinion Leaders
Pediatricians
General Practitioners
Drug Sellers
Nurses/Midwives
General Public
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19. Demand: Health Providers - Informal
• Enlisting NGOs in
pharmaceutical detailing to
cover 65,000 Rural Medical
Providers (RMPs) in Uttar
Pradesh and Gujarat
• GIS database - tracking of
coverage, purchase and use
shared with pharma and NGO
partners
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20. Demand: Caregivers
“Yes, but this is costly!”
• If medical product direct marketing to caregivers after
providers
• Message reflects and reinforces public policy
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21. Demand: Caregivers (cont)
• Use of appropriate mix: IPC, community activities, in-
store promotion (POS), mass media.
• Created demand from caregivers across Indonesia
using mass media and PSAs resulting in over 7 million
treatment courses sold in 2011 (IMS-Health data)
• http://youtu.be/5xB58B2mpho
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22. Next Steps
Strategic vision for FHI 360
• To be a leader in developing public-private
partnerships for health (and beyond)
Our commitment for existing / future programs
• What can we do together using PPPs to
increase health impact?
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