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Global Infrastructure Basel
Martin Hiller, REEEP
22 May 2014
Infrastructure finance for
Bottom of the Pyramid
REEEP - Infrastructure Finance for Bottom of the Pyramid by Martin Hiller at GIB Summit
REEEP - Infrastructure Finance for Bottom of the Pyramid by Martin Hiller at GIB Summit
REEEP - Infrastructure Finance for Bottom of the Pyramid by Martin Hiller at GIB Summit
US$5.- per month on kerosene
20 times more light
REEEP - Infrastructure Finance for Bottom of the Pyramid by Martin Hiller at GIB Summit
SELCO Solar
US$4 million turn over
180,000 households supplied
41 branch offices
Incubation Centre
Foundation – R&D
Value
proposition:
Sell energy
services
Bank
relationship
Customers:
Micro entre-
preneurs,
urban context
Channels:
Branches,
partners
Requirements:
bank relations,
tech capacity,
after sales, brand
SELCO Business Model
How to scale SELCO´s model?
• ^ … among poor
and very poor
clients
• Keep the focus
on poorest
customers
• Social Protection
Systems
• Investment non-
profits
• CSR of banks
• Build up the
company step by
step
• Low ROI, slow ROI
Patient
capital
Unusual
investors
Brand
building
Target
the
Poorest
Martin Hiller, REEEP
22 May 2014
Thank you!
Branches

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