This document summarizes a presentation by Jade Oyateru on marketing to low-income consumers. The presentation discusses how companies like Unilever and Cemex have successfully targeted low-income markets. Cemex issued a "Declaration of Ignorance" to acknowledge they did not know how to reach these consumers. Cemex then launched Patrimonio Hoy, a membership program that provided building materials and loans to low-income home buyers. The program became profitable and has assisted over 350,000 families. The presentation argues that marketing should aspire consumers to higher levels and offer social value, rather than meeting them at their current station. It also profiles social enterprises like Gbemiga and Lat Photo Energy that are
The notion that the Bottom of the Pyramid (BOP) consumers is a segment that is not important for the long-term viability of most of the businesses is no more classified as ‘accepted wisdom’. There is a shift in thinking of MNCs which now are considering BOP consumers as a potential source of revenues as well as drivers of innovation. Targeting the subsistence marketplaces poses various challenges for MNCs, but has favourable outcomes for BOP participants, economy and business organizations. This paper identifies the challenges of launching products targeting BOP markets in India and discusses the implications for consumers, national economy, and companies targeting BOP consumers.
The notion that the Bottom of the Pyramid (BOP) consumers is a segment that is not important for the long-term viability of most of the businesses is no more classified as ‘accepted wisdom’. There is a shift in thinking of MNCs which now are considering BOP consumers as a potential source of revenues as well as drivers of innovation. Targeting the subsistence marketplaces poses various challenges for MNCs, but has favourable outcomes for BOP participants, economy and business organizations. This paper identifies the challenges of launching products targeting BOP markets in India and discusses the implications for consumers, national economy, and companies targeting BOP consumers.
Usually the companies in the richer world and the products which comes to the market are usually focused on Tier 1, 2 & 3 markets. Tier 4 markets i.e Bottom of Pyramid Markets are usually devoid of products. Many Companies like Hindustan Unilever, Aravind Eyecare, Narayan Hrudiyalaya, Jaipur Foot, Eid Parry, Lijjat Papad, ITC Ltd, etc have came up with the products that are specially made for BOP markets. The market volume is very high as more than 4000 million people in the world are below $2 annual per capita income, Even 46% of the Indian population live below the poverty line.......This people cannot afford to the products available for the tier 1,2 & 3 markets as they cannot afford them..... Thus a greater potential occurs at the BOP market.....Catering BOP market doesn't mean catering 'sachets" to them. Making such products which are affordable by these markets...and thus making profits..... Instead enabling them to purchase the product by enhancing the buying power of the consumers..........Reverse Innovation can bring upon the change to the BOP markets.......
Some lessons from BRAC, the world\'s largest NGO on how to alleviate poverty through the power of creating economic activity for people at the Bottom of the Pyramid
The Fortune at the Bottom of the PyramidOutline India
The presentation is based on the book “Future At The Bottom Of The Pyramid” by C.K Prahalad and tries to encapsulate his research. It starts off with the notion of how 4-5 billion poor people of the world is unserved by the private sector. Then it addresses the bottom of pyramid (BOP) as a business opportunity and a viable market. It talks about democratizing the commerce and making globalisation benefits reach everybody. The presentation talks about the nature of the BOP market and states some principles that needs to be followed while catering to them. The presentation contains 3 case studies of ITC, HUL and Jaipur Rugs mentioned in the book and tries to explain how they adapted to the BOP market and adjusted their business models to serve the rural India. It also contain slides which tries to incorporate the learnings and takeaways from the book into the OUTLINE India’s business model.
A presentation on the 'Bottom of the Pyramid'.
This was done for our International Business Environment course. Inspiration from RIM's visual strategies and the constant struggle between bullet points vs wall of text.
Penetrating the bottom of the pyramid marketsRon McFarland
Independently, several years back there were two topics of discussion in business strategy and marketing. They were the Blue Ocean Strategy and the BOP (Bottom [or Base] of the Pyramid Markets). I thought it would be interesting to apply the Blue Ocean Strategy process to penetrating the BOP, which represents the world’s 4 billion people who live on less than US$2/day. In Blue Ocean Strategy language, this market falls in the Third Tier, “Unexplored” markets. That is the type of target market that the Blue Ocean Strategy explores. Taking the Blue Ocean Strategy “Value Curve”, I explore several product lines that could be successful in that very special market. Have a look at the attached. I hope it generates some ideas to think about.
Myths and Reality at the Bottom of the PyramidDY Works
5-6 years since the late CK Prahlad sexed up this demographic, Bottom of the Pyramid has been hotly discussed and grossly misrepresented. Here is DMA Yellow Works' view on the subject.
Developing and marketing ecotourism business by raymond kusorgborRaymond Kusorgbor
Sustainable marketing and development of green ecotourism resources in Africa is essential to stimulate economics development. I have spearheaded some ecotourism projects in 2011 as a social development intervention to open rural economics and stimulate responsible tourism.
Usually the companies in the richer world and the products which comes to the market are usually focused on Tier 1, 2 & 3 markets. Tier 4 markets i.e Bottom of Pyramid Markets are usually devoid of products. Many Companies like Hindustan Unilever, Aravind Eyecare, Narayan Hrudiyalaya, Jaipur Foot, Eid Parry, Lijjat Papad, ITC Ltd, etc have came up with the products that are specially made for BOP markets. The market volume is very high as more than 4000 million people in the world are below $2 annual per capita income, Even 46% of the Indian population live below the poverty line.......This people cannot afford to the products available for the tier 1,2 & 3 markets as they cannot afford them..... Thus a greater potential occurs at the BOP market.....Catering BOP market doesn't mean catering 'sachets" to them. Making such products which are affordable by these markets...and thus making profits..... Instead enabling them to purchase the product by enhancing the buying power of the consumers..........Reverse Innovation can bring upon the change to the BOP markets.......
Some lessons from BRAC, the world\'s largest NGO on how to alleviate poverty through the power of creating economic activity for people at the Bottom of the Pyramid
The Fortune at the Bottom of the PyramidOutline India
The presentation is based on the book “Future At The Bottom Of The Pyramid” by C.K Prahalad and tries to encapsulate his research. It starts off with the notion of how 4-5 billion poor people of the world is unserved by the private sector. Then it addresses the bottom of pyramid (BOP) as a business opportunity and a viable market. It talks about democratizing the commerce and making globalisation benefits reach everybody. The presentation talks about the nature of the BOP market and states some principles that needs to be followed while catering to them. The presentation contains 3 case studies of ITC, HUL and Jaipur Rugs mentioned in the book and tries to explain how they adapted to the BOP market and adjusted their business models to serve the rural India. It also contain slides which tries to incorporate the learnings and takeaways from the book into the OUTLINE India’s business model.
A presentation on the 'Bottom of the Pyramid'.
This was done for our International Business Environment course. Inspiration from RIM's visual strategies and the constant struggle between bullet points vs wall of text.
Penetrating the bottom of the pyramid marketsRon McFarland
Independently, several years back there were two topics of discussion in business strategy and marketing. They were the Blue Ocean Strategy and the BOP (Bottom [or Base] of the Pyramid Markets). I thought it would be interesting to apply the Blue Ocean Strategy process to penetrating the BOP, which represents the world’s 4 billion people who live on less than US$2/day. In Blue Ocean Strategy language, this market falls in the Third Tier, “Unexplored” markets. That is the type of target market that the Blue Ocean Strategy explores. Taking the Blue Ocean Strategy “Value Curve”, I explore several product lines that could be successful in that very special market. Have a look at the attached. I hope it generates some ideas to think about.
Myths and Reality at the Bottom of the PyramidDY Works
5-6 years since the late CK Prahlad sexed up this demographic, Bottom of the Pyramid has been hotly discussed and grossly misrepresented. Here is DMA Yellow Works' view on the subject.
Developing and marketing ecotourism business by raymond kusorgborRaymond Kusorgbor
Sustainable marketing and development of green ecotourism resources in Africa is essential to stimulate economics development. I have spearheaded some ecotourism projects in 2011 as a social development intervention to open rural economics and stimulate responsible tourism.
e-commerce102.com open group discussion for Asean Integration China- Philippines, goods and merchandise importations, preparing for its finalization 2015 Free Trade Agreement.
To take advantage of AEC you have to give consideration with the (ATIGA-CODES).
HONG-KONG TRADE AS PART OF CHINA E-commerce Philippines.
Rate of Duty Sample Computations
Traffic Free Trade.
SHARING SOME OF THE SLIDES PART OF THE DISCUSSION -
IF YOU ARE PRESENT DURING THE DISCUSSION AT SWEET SPOT YOU ARE SUPPOSED TO GET THE COMPLETE SET -- email me at madam@sendmaillogistic.com for your copy or use the comment box to inform Ecom102.
Coverage of the event - http://bit.ly/1HDxe0o
The Jupiter Drawing Room CT presents:
The Deeply Insightful Report
This report aims to spotlight key topics, insights and learnings that we can get inspired and informed from.
Township shoppers are multifaceted, multi-layered, resilient, creative, and dynamic. They are a huge market opportunity for SA brands, but how do you navigate the many layers beyond looking through the car window?
If you would like the full presentation in your inbox, please email hello@jupiterct.co.za.
Hi Hubert. You should be able to preview the Powerpoint presentation here and save it to your own computer. When you open the document, there will be a window pop up asking you if you want to update the links. Just click "Cancel" to open the presentation. Let me know what you think, and what changes you would like me to make. - Thanks, John
The Options International vision highlights how a non-profit business model using a community wealth fund can change the lives of people through housing around the world.
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
A.I. (artificial intelligence) platforms are popping up all the time, and many of them can and should be used to help grow your brand, increase your sales and decrease your marketing costs.In this presentation:We will review some of the best AI platforms that are available for you to use.We will interact with some of the platforms in real-time, so attendees can see how they work.We will also look at some current brands that are using AI to help them create marketing messages, saving them time and money in the process. Lastly, we will discuss the pros and cons of using AI in marketing & branding and have a lively conversation that includes comments from the audience.
Key Takeaways:
Attendees will learn about LLM platforms, like ChatGPT, and how they work, with preset examples and real time interactions with the platform. Attendees will learn about other AI platforms that are creating graphic design elements at the push of a button...pre-set examples and real-time interactions.Attendees will discuss the pros & cons of AI in marketing + branding and share their perspectives with one another. Attendees will learn about the cost savings and the time savings associated with using AI, should they choose to.
First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
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10 Video Ideas Any Business Can Make RIGHT NOW!
You'll never draw a blank again on what kind of video to make for your business. Go beyond the basic categories and truly reimagine a brand new advanced way to brainstorm video content creation. During this masterclass you'll be challenged to think creatively and outside of the box and view your videos through lenses you may have never thought of previously. It's guaranteed that you'll leave with more than 10 video ideas, but I like to under-promise and over-deliver. Don't miss this session.
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Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
How to Use AI to Write a High-Quality Article that Ranksminatamang0021
In the world of content creation, many AI bloggers have drifted away from their original vision, resulting in low-quality articles that search engines overlook. Don't let that happen to you! Join us to discover how to leverage AI tools effectively to craft high-quality content that not only captures your audience's attention but also ranks well on search engines.
Disclaimer: Some of the prompts mentioned here are the examples of Matt Diggity. Please use it as reference and make your own custom prompts.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
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- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
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Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
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1. Real content is king
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3. Repurpose across all platforms
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
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So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
2. MARKETING TO LOW INCOME CONSUMERS
Jade Oyateru
Meet the Speaker
Shopper & Customer Marketing Manager,
Unilever
Unilever Global Foundation Ambassador
Worked in Sales & Marketing:
• Nestle UK & Nestle Nigeria
• Unilever Nigeria & Unilever East Africa
Education:
• Harvard University - International Business
• Imperial College Business School - MBA
3.
4. MARKETING TO LOW INCOME CONSUMERS
What do we know??
Most people in
sub-Saharan Africa
live on less than a
dollar a day
Poverty in Sub-
Saharan Africa
stands at 42.6%
The share of
Africans living in
urban areas is
projected to
grow from 36%
in 2010 to 50%
by 2030
Projections also
indicate that
between 2010
and 2025, some
African cities will
account for up to
85% of the
population
5. MARKETING TO LOW INCOME CONSUMERS
We Don’t Know
Shhhhh!!!
Let’s throw it out!! All the information,
all the statistics, all the assumptions!!
6. MARKETING TO LOW INCOME CONSUMERS
Declaration of Ignorance!!!
• Cemex is one of the largest cement and building supply corporations in the world,
with over $15 billion in net sales in 2014.
• Cemex identified low-income families in Mexico as a market with a steady need for
the company’s products and a large potential for growth.
• The only issue was that Cemex had no idea how to adopt its traditional assets and
strategies to target a low-income market
• Then the company did something unprecedented, Cemex issued “Declaration of
Ignorance”.
• The company publically stated that it had no idea how to reach low-income markets
7.
8. MARKETING TO LOW INCOME CONSUMERS
Perceptions of The BOP
• Why do we assume that we are different from the BOP??
• Why do we assume that the marketing strategy that works for middle-income,
higher-income always has to be different than the ones from the BOP.
• Have you ever seen a Rolls Royce advertisement on television?? But you see
Mercedes all the time.
• Marketing shouldn’t meet customers at their station in life, it should aspire to a
higher level and offer a social value; quite often that is the failure of the strategies
at the BOP
• The human quality of aspiration is what ties all groups in the pyramid together
9. MARKETING TO LOW INCOME CONSUMERS
Current Perception
• The Current perception of the consumer at the BOP
Psychological
Safety
Love/belonging
Esteem
Self-
actualization
10. MARKETING TO LOW INCOME CONSUMERS
Where is the BOP Market??
Source: Working with the Bottom of the Pyramid; Success in Low-Income Markets
[2007] Dansk Industri
There are about 4 Billion people at the Bottom of the
Pyramid (BOP).
The African BOP constitutes 71% of the purchasing
power for the continent.
The BOP constitutes a $5 Trillion global consumer
market.
11. MARKETING TO LOW INCOME CONSUMERS
The BOP’s future is urban and young
Africa has an urban future, between over the coming fifteen
years, cities in Africa will, every day, become home to at least
another 40,000 people.
Between 2005 and 2010, Lagos grew by 1.8 Million people,
Kinshasa by 1.6 Million and Luanda by 1.2 Million.
Ernst & Young predicts that by the year 2030, 90% of the
world’s young urban population will live in large cities in some
of Africa’s fastest-growing economies.
Source: Ernst & Young Emerging Economies
will live in
large cities
90%
12. MARKETING TO LOW INCOME CONSUMERS
Resurrecting Dead Capital
• A Peruvian economist, Hernando de Soto, introduced the concept of ‘Dead Capital’
in which he estimates that about $1Trillion is locked in the informal sector in Africa.
• This amount is three times sub-Saharan Africa's annual GDP, and more than 70
times the amount of aid the continent receives each year.
13. MARKETING TO LOW INCOME CONSUMERS
The Marketing Mix at the BOP
Product Price Promotion Place Purpose??
14.
15. MARKETING TO LOW INCOME CONSUMERS
The Social Entrepreneur
“There are many positive ways for business to make a
difference in the lives of the poor - not through
philanthropy, though that is also very important, but
through initiatives, that over a period of time, will help build
new markets”
- Kofi Annan, ex-UN Secretary General
Gbemiga is a unique micro-enterprise initiative that is both a catalyst for rural wealth creation
and a successful business operation
16. MARKETING TO LOW INCOME CONSUMERS
The Dollar Shave Club
• In 2011, the Dollar Shave Club was formed as a response to the frustration faced by
men in buying affordable grooming products from giants like Gillette.
• They created a community of consumers and packages that suited them “The
Humble Twin” (two blades per razor, five razors per month, $3 per month).
• Dollar Shave Club’s sales have steadily increased since its launch, from $4m in
2012 to a projection of between $140m and $150m in 2015, with 2.4 million users.
• The big boys have noticed, Gillette filed suit last year for infringement.
17. MARKETING TO LOW INCOME CONSUMERS
Cemex Patrimonio Hoy
• After their declaration of ignorance and researching new approaches for the
market, Cemex launched Patrimonio Hoy.
• In 2000, the company launched Patrimonio Hoy, a membership program for low-
income home improvement customers.
18. MARKETING TO LOW INCOME CONSUMERS
How It Worked
Members apply in
groups of three.
Group is
responsible for 70
week payments of
$10-15 which is
held as payment
towards material.
Payments buy a
package of
building material
with architectural
and engineering
services.
Price of materials
held fixed over
course of work to
avoid fluctuations.
19. MARKETING TO LOW INCOME CONSUMERS
Delivery Value for the BOP
• Patrimonio Hoy became profitable in 2004. In 2005, a study found that than 99.2%
of the $42 Million in materials and loans provided by Cemex had been paid for on
time.
• Company estimates that, since inception, Patrimonio Hoy has extended over $135
Million in microcredit to customers.
• Assisted over 350,000 to build their own homes.
20. MARKETING TO LOW INCOME CONSUMERS
Turning Rubbish to wealth
• Two Ugandan high-school drop outs formed Lat Photo Energy.
• Using pyrolysis from their shacks, they convert refuse and waste and turn it into
fuel.
• Kampala produces about 1500 tonnes of waste a day, three quarters of which is left
uncollected and rots.
• Processing over three tonnes of wastes and turn it into fuel for “boda boda drivers”
and sell it to them at under $1 a litre, half the price at the stations.
• They even have three types “Super”, “Premium” and “Pure”.