The VLE model is a decentralized local approach for addressing market based challenges in reaching out to rural areas. New Ventures reached out to the leading VLE networks and clean energy companies working with the VLE model to understand details of their operation.

1. The Last 50 Miles:
UsingVLE networks for Increasing Clean Energy Access

2. Project supported by:

3. What areVLE Networks
Groups that work with local villagers to improve the access of
different products across rural areas
Types ofVLE networks
▪ General Purpose
▪ Promotes and sells consumer goods and services.
▪ Clean Energy Access
▪ Promotes and sells clean energy goods and services.

4. MajorVLE Networks
▪ General Purpose
▪ Clean Energy
ADHARAM
ENERGY

5. Geographical spread ofVLE networksGeographical spread of VLE networks across India
VLE India, TERI
VLE India, Project
Dharma,TERI,
Basix
TERI, Sakhi, Project
Dharma
ITC choupal, HUL
Shakti
VLE India, Sakhi Retail,
HUL Shakti, TERI
SKS, Project Dharma,
VLE India
TERI, Basix,
Adharam
Villgro, Adharam,
TERI, Basix

6. General PurposeVLE models

7. Basix India
Headquarters New Delhi (VLE Project)
Founders Dr.Vijay Mahajan
Number ofVLEs 3000 (Additional 4000 over the next 6 months)
States Operational Meghalaya,Tripura, Odisha and Punjab
Products & Services Common Services Centre partners (Pan card, Railway
Tickets, Land Records)
IndividualVLE Income State dependant. Odisha-Rs.1500/Punjab and
Maharashtra- Rs. 5000 plus (Monthly)

8. VLE India
Headquarters Pune (Maharashtra)
Founders Girish Lad and Amin Shaikh
Number ofVLEs 600 (Expanding to 1400 by mid next year)
States Operational Maharashtra, UP, Bihar, Uttrakhand, MP, Haryana ,
Rajasthan ,Orissa and Karnataka
Products & Services Mobile /DTH Recharge, General insurance, School
Education eLearning, Booking tickets .
IndividualVLE Income Rs. 3500 – 8000 (Monthly)

9. NewVentures India FieldVisit:
Jhajjar-Haryana (VLE India)
Solar Product being retailed Products and Services being offered byVLE India

10. Villgro
Headquarters Chennai (Tamil Nadu)
Founders Paul Basil
Number ofVLEs 10Villgro Stores with 6 staff each.Total 46VLEs on the
network
States Operational Tamil Nadu (Gobichettypalayam District)
Products & Services Agri-products (Seeds, fertilizers and pesticides),
Personal Care Products, Cookstoves
IndividualVLE Income Rs. 3000-5000 (Monthly)

11. Sakhi Retail
Headquarters Osmanabad (Maharashtra)
Founders Prema Gopalan
Number ofVLEs 1000 Sakhi’s reaching out to an estimated 4, 50,000
consumers
States Operational Maharashtra (Osmanabad, Beed, Latur, Nanded,
Solapur districts )
Products & Services First Energy Oorja Stove,Thrimpact Solar Lantern, HUL
Pureit
IndividualVLE Income Rs. 2000-5000 (Monthly)

12. ITC- Choupal
Headquarters Kolkata (West Bengal)
Founders ITC Conglomerate Initiative
Number ofVLEs •6,500 e-Choupal across 40,000 villages in 10 states.
•25 Choupal Sagars (Multi Brand Agri Retail Store)
States Operational Pan India (Madhya Pradesh, Uttar Pradesh and
Maharashtra)
Products & Services Agri-products (Seeds , Fertilizers), Agricultural
Information Services (Best price for the product on a
daily basis, weather information)
IndividualVLE Income Rs. 6000 or more (Monthly)

13. Srei Sahaj
Headquarters Kolkata
CEO Sanjay Kumar Panigrahi (CEO)
Number ofVLEs 20,000 +
States Operational Tamil Nadu,Assam,West Bengal, Bihar, Uttar Pradesh, Odisha
Products & Services Common Services Centre partners (Pan card, RailwayTickets,
Land Records)
IndividualVLE income State dependant

14. What does theVLE network provide?
VLE Network Support
Basix Training + Financial (Loans)
VLE India Training +Technology (Inventory Software)
Villgro Training + Credit Extension
Sakhi Retail Training + Company Partnerships
ITC Choupal Training + Financial (Loan)+ Computer + Software
Srei Sahaj Training + Financial Support (Loan Facilitation) + Software

15. NewVentures FieldVisits:
Jhajjar (Haryana) and Betul (M.P) (VLE India and Sagar Choupal)
Cyber café doubling up as aVLE
India Centre
Choupal Sagaar (ITC)

16. Training provided byVLE network
VLE Network Support
Basix Trained on the software. Multiple training sessions conducted.
VLE India Trained on software. Single session. Sessions on product training
done by companies.
Villgro Trained on product promotion. Multiple sessions
Sakhi Retail Company training on product pitch. Single session.
ITC Choupal Trained on software and products. Multiple sessions
Srei Sahaj Trained on software and services. Multiple sessions

17. NewVentures FieldVisits:
Operations in Jhajjar and Betul
Amin in discussion with theVLE
VLE using theVLE India tracking
software
ITC Sanchalak in Betul with the
computer provided to him

18. Clean energy accessVLE models

19. Project Dharma
Headquarters New Delhi
Founders Gaurav Mehta
Number ofVLEs 400
States Operational Maharashtra, Bihar, Uttar Pradesh and Karnataka
Products & Services Solar Lights, Cookstoves,Water Purifiers and Daily Use
Items (multiple brands under each category)
IndividualVLE Income Rs. 3000 onwards (Monthly)

20. TERI LaBL
Headquarters New Delhi
Founders Tata Group under JRD (LaBL project by Dr.Pachauri)
Number ofVLEs 5000
States Operational Across 22 states in India
Products & Services Solar lights (multiple brands) and Solar Charging
Stations
IndividualVLE Income Rs. 2100-4300 (Monthly)

21. Adharam Energy
Headquarters Sevaiyoor (Tamil Nadu)
Founders B Jeyabala Murugan
Number ofVLEs 600
States Operational Tamil Nadu
Products & Services First Energy Oorja Cookstoves
IndividualVLE Income Rs.5000 (Monthly)

22. What does theVLE network provide?
VLE Network Support
Project Dharma Training + Product Partnerships
TERI Labl Training + Financial(Grants) + Product Partnerships
Adharam Energy Training + Product Partnerships

23. Training Support forVLE (Clean Energy)
VLE Network Support
Project Dharma Training on products in local language. Multiple sessions
TERI Labl Training on product servicing and marketing. Setting up of
charging stations. Multiple sessions in local language.
Adharam Energy Trainings in partnership with product companies.

24. Best Practices in
VLE training manual design
▪ TERI LaBL
▪ Manual in local languages across the country.
▪ The manual is customized from a base version to suit the context of
the state.
▪ D.Light Design
▪ Orange Book for Local Dealers.
▪ Includes sections onWhy’s ,What’s ,Do’s and Don’ts .
▪ Available in multiple languages.

25. Experience of Product Companies
in usingVLE channels
▪ D.light Design and Srei Sahaj + Project Dharma
▪ D.light partners Project Dharma across Bihar and Orissa.
▪ D.light has setup a new partnership with Government of India’sVLE network Srei
Sahaj
▪ TheVLE networks manages sales and promotion of the product while D.light
manages the after sales service.
▪ Nuru Energy and BASIX
▪ Nuru Energy partnered with Basix to use itsVLE channel across Orissa.
▪ Pilot partnership (Did not scale up because of the MFI crisis)
▪ D.light Design and SKS MFI
▪ Pilot Partnership (Did not scale up because of the MFI crisis)

26. Challenges for General Purpose
VLEs in promoting clean energy products
▪ Identifying and convincing the more enterprisingVLEs within a network
▪ About 25-30 percentVLEs in a network are product sales oriented
▪ Understanding the clean energy product type
▪ SHS, Solar Lanterns, Cookstoves (Forced, Natural) (VLE India, Basix andVillgro)
▪ Identifying the market for clean energy product
▪ Understanding income and consumption patterns across rural India
▪ Financially packaging the clean energy product
▪ Identifying price points and developing loan product (Villgro, Sakhi Retail)
▪ Identifying the after sales network for the product
▪ Building credibility by servicing the product (Villgro and Basix)

27. Challenges for Clean EnergyVLE Networks
▪ Product quality assessment
▪ Assessing the quality of the clean energy product that they will retail using the network
▪ Trade Finance
▪ Funding theVLEs in the network to stock products.
▪ Identifying financial partners to bundle the product.
▪ Identifying regional rural banks and MFIs who can support localVLE networks.
▪ Marketing the product.
▪ Convincing the consumer about the benefits of the product
▪ After sales network for the product
▪ Creating an after sales network for servicing the product

28. Proprietary networks:
Greenlight Planet
Headquarters Mumbai (Maharashtra)
Founders Mayank Sekhsaria, AnishThakkar and PatrickWalsh
Number ofVLEs 1500 Saathis
States Operational Odisha and Bihar
Products & Services Solar Lanterns
Network Support Product education and sales training support
IndividualVLE Income Rs.3000 (Monthly)

29. Proprietary networks:
Nuru Energy
Headquarters New Delhi
Founders Sameer Hajee, BarryWhitmill, SimonTremeer
Number ofVLEs 3 partners and 10VLEs
States Operational Odisha and Bihar
Products & Services Solar Lanterns
Network Support Product education and sales training support
IndividualVLE Income Rs.500 to Rs.1000 (Monthly)

30. Practices of the proprietaryVLE vehicles
▪ Focus on product education
▪ VLEs trained about the product
▪ Focus on product promotion techniques
▪ VLEs taught how to use the product themselves so that they can promote it
better
▪ Training focused on servicing the product
▪ Basic training is given to theVLEs so that they can service the products.

31. Experience of Micro Grid Players
in usingVLE channels
▪ Operator models are not usingVLE networks.
▪ Example: Mera Gao Power (Moved off theVLE model)
▪ Initially usedVLE channels for collection of revenue and maintenance of
systems .
▪ VLEs faced difficulty in collection.
▪ Moved off the model as MGP wanted more control over the network.
▪ Build andTransfer Model are usingVLE networks
▪ Example: Minda Group (Actively pursuing theVLE model)
▪ Selling units directly to individualVLEs.

32. Best Practices in using
VLE for clean energy access
▪ Understanding theTarget Market
▪ VLE India , Greenlight Planet use census data
▪ Staff recruited locally to understand the context of a region
▪ Training theVLE
▪ TERI Labl has a unique training program that it is customised to suit the context
of the state and the village.
▪ TERI works with local partners, ranging from private organisations, civil
societies, NGOs etc to do so.

33. Best Practices in using
VLE for clean energy access
▪ Financial Institution Partnerships
▪ MFIs such as Basix has the expertise of financially bundling a higher ticket price
product to match the rural market better
▪ OtherVLE networks face significant challenges when it comes to such FI
partnerships
▪ Marketing and Promotion of the clean energy product
▪ Greenlight Planet and Nuru Energy being proprietary networks have a strategy
and budget to promote the product.
▪ Use of visual media, pop up kiosks, banners, t-shirts etc adds to the incentive.

34. Retaining theVLE in network
▪ MostVLE networks need to find innovative ways to retain theVLE in their fold.
Some of the methods used to do so are:
▪ VLE India offers incentives such as awards, promotion, credit worthiness and
public acknowledgement
▪ Villgro also offers credit based on performance
▪ Basix provides loan support to theVLE so that the activity becomes income
generating in the long term.
▪ TERI LaBL provides financial support and training toVLEs. In case theVLEs
move on,TERI identifies back upVLEs who can take charge of the centres.

35. VLE Software
▪ MostVLE networks have their proprietary software with the typical functions being:
▪ TypicalVLE software functions:
▪ Small CRM system (Records information on users).
▪ Inventory Management
▪ Registration for Government Services
▪ ITC system provides specific services such as:
▪ 2on agri-produce market rates,
▪ Weather updates
▪ Agri-best practices.

36. VLE support company:
Artoo
Headquarters Bangalore (Karnataka)
Founders Sameer Segal
Products & Services Software to supportVLEs in field operations.
Pricing •Volume based pricing for large clients (100+ field agents):
INR 700 per month per agent
•Flat fee for small clients (< 100 field agents): INR 35,000-
INR 50,000 per month.
•Additionally, Artoo has partnered with Dell and Samsung to
provide the devices on a pay per use model (INR 1500 per
month).

37. Way forward
▪ The ideal way of takingVLE networks and clean energy companies' partnership to
the next level is by helping each of the parties understand each other better.
▪ Some of the specific ways to achieve the same will be:
▪ Partnership facilitation with the leading clean energy companies across the
country using Linkedin and the NewVenturesWebsite.
▪ VLE best practices report.
▪ Referral to the and funding proposal to set up aVLE
network

38. Annex: District wise break up ofVLE networks

39. States with district wise break up ofVLE networks
VLE Network State District
Basix CSC
Pan India:
Key States: Maharashtra, Meghalaya,
Tripura and Odisha
Nashik, Nandurbar, Dhule, Jalgaon, Ahmednagar
(Maharashtra) East-West Khasi Jaintia Hills,East-West
Garo, Ri-Bhoi (Meghalaya) Ganjam, Gajpati, Rayagada,
Phulbani (Odisha) Dhalai
, North-South Tripura
VLE India
7 states overall:
Key States: Maharashtra and Haryana
Nashk, Nanded, Latur, Solapur (Maharashtra) Jhajjar
(Haryana)
Sakhi Retail Tamil Nadu Gobichettypalayam
Adharam Energy Tamil Nadu Sevaiyoor
TERI Pan India 23 states and multiple districts
Project Dharma
Maharashtra, Bihar, Uttar Pradesh and
Karnataka
21 districts in Maharashtra, 6 districts in Bihar, 3 districts in
Uttar Pradesh.

40. States with district wise break up ofVLE networks
VLE Network State District
Srei Sahaj
Assam,Odisha,West Bengal,
Bihar andTamil Nadu
Assam (Dhemaji, Dibrugarh, Golaghat,Jorhat, Lakhimpur,
Tinsukia, Kokrajhar, Nalbari, Udalgur etc.) Bihar (Araria,
Begusarai, Bhojpur ,Bhabua,Nalanda ,Patna, Rohtas,
Magadh,Gaya,Jehanabad ,Nawada, East Champaran etc.)
Odisha (Nayagarh ,Khurda, Puri ,Cuttack, Sambalpur,
Sonepur, Bolangir, Malkangiri, Koraput, Nabarangpur,
Nuapada etc.)Tamil Nadu (Dharmapuri, Krishnagiri,
Thiruvannamalai,Vellore) Uttar Pradesh (Gorakhpur, Hardoi,
Lucknow, Mahrajganj , Rai Bareli,Allahabad ,Varanasi etc)
West Bengal (Darjeeling ,Jalpaiguri , Murshidabad, Mednipur,
Burdwan, 24 Parganas, Howrah, Hooghly, Bankura, Birbhum)
ITC- choupal Pan India All states and multiple districts
HUL- Shakti Pan India: Multiple districts

41. Annex: List of solar product types

42. Solar LanternTypes
Company
Product
Categories
Product
Type Specification
Mobile
Charging
d.light Design S250 Solar
Lantern
1.3W poly crystalline solar panel
NiMH Battery of 6V, 1.3 Ah4 brightness
settings with 50,000-hours of LED life
Yes
S10 Solar
Lantern
0.3 watt poly crystalline solar panel
Rechargeable Battery: NiMH 3.6V 350 mAH
No
S1 Solar
Lantern
1 Light Intensity/ 4 Hours of Lighting @ Full
Charge
No
Greenlight Planet Sun King Solo Solar
Lantern
130 Lumens Per Watt, 5Years Battery Life, 700
mW Solar Panel ,Battery Capacity: 1000 mAh
Yes
Sun King Pro Solar
Lantern
120 Lumens Per Watt, 5 years Battery Life, 7.8
V Polycrystalline 2.5W Solar Module, Battery
Capacity : 1450 mAh
Yes

43. Solar LanternTypes
Solid Solar SS 1009 Solar Lantern 2Watt system, 1 LED, Battery 6V-4.5 Ah,
6V-3Wp solar panel
Yes
SS-1014 Solar Lantern 3Watt system, 12 LEDs, Battery 6V-4.5 Ah,
6V-3Wp solar panel
Yes
SS-1020 Solar Lantern 7Watt system, CFL, Battery 12V-7 Ah, 12V-
10Wp solar panel
No
SS-1021 Solar Lantern 3Watt system, 3 LEDs, Battery 6V-4.5 Ah,
6V-3Wp solar panel
No
Nuru Energy NL 1 Solar Lantern 11 lumens LED, Battery: Rechargeable NiMH
(3 x AAA in package) , 3.6 volts DC , 740
milliamp hours
No
Power Cycle Solar Charging Unit Power output of 50W/ Can charge 6 Nuru
Lights simultaneously
No

44. Solar Home SystemTypes
Solid Solar SS-5001 Solar Home Pack One 9W CFL, 50W 12V Solar Panel, 60
Ah Battery
Yes
SS-5002 Solar Home Pack 3 LED of 3W each, 10W 12V Solar Panel,
12V 7 Ah SMF
Yes
Duron Energy Breeze Solar Home Pack 2 No 1.5W LEDs, 6 W Fan, 15-watt solar
panel, Energy capacity 48WH
Yes
Lite Solar Home Pack 3 No 1.5W LEDs, 15-watt solar panel,
Energy capacity 34 WH
Yes
Orb Energy Solelectric 15 Solar Home Pack 2 Lights 1.5 W each, 5 W solar panel,12.8
V 3 Ah battery
Yes
Solelectric 30 Solar Home Pack 4 Lights 1.5 W each, 5 W solar panel,12.8
V 3 Ah battery
Yes

45. Solar Home SystemTypes
SELCO Compact 1 Light Solar Home Pack Solar Home Pack with 1 Light @ 10
W and 10 Ah Battery
Yes
Compact 2 Light Solar Home Pack Solar Home Pack with 2 Light @ 10
W solar panel and 10 Ah Battery
Yes
Compact 4 Light Solar Home Pack Solar Home Pack with 1 Light @ 18
W solar panel and 20 Ah Battery
Yes
Compact 2 Combo Solar Home Pack Solar Home Pack with 2 Light @ 12
W solar panel and 15 Ah Battery
Yes
Premium 4 Light Solar Home Pack Solar Home Pack with 4 Light @ 40
W solar panel and 60 Ah Battery
Yes
Premium 6 Light Solar Home Pack Solar Home Pack with 6 Light @ 60
W solar panel and 80 Ah Battery
Yes
Premium Fan Combo Solar Home Pack Solar Home Pack with 3 Light and 1
Fan @ 50W and 80 Ah Battery
Yes

46. Annex: Contact Details

47. VLE Networks
VLE Networks
Villgro Villgro Innovations Foundation
3rd Floor, IIT Madras Research Park,
Kanagam Road, Taramani,
(Behind Tidel Park, on Old Mahabalipuram Road),
Chennai - 600113.
Phone: 91-44- 66630400
VLE India VLE India, Magnum Opus IT Consulting Pvt. Ltd.
52, CINEMAX , 1st Flr, Ghod Bunder Road, Opp. to Kapur Bawadi Bus Stand, Thane (w).
Frontier Markets Delhi Corp Office: Regus, Level 2, Jasola Dist Center, Mathura Road, New Delhi 110025
Jaipur Head Office: D-52 City Vijay Point, Ahinsa Circle, C-Scheme, Jaipur, Rajasthan 302015
Sakhi Retail Sakhi Retail Pvt.Ltd
Ground flr, Taluka Shikshaak Society Patsanstha building,
Samta Colony, Samta Nagar, Osmanabad-413 501 (India)
Ph:02472 226309 Cell: 9422557520
Email: info@sakhiretail.com, sakhiretail@gmail.com

48. VLE Networks
S3idf Small Scale Sustainable Infrastructure Development Fund
No. 700, Ground Floor
15th Cross, 24th Main
J P Nagar 2nd Phase
Bangalore – 560078, India
PHONE:+91 (0)80-65902558 or +91 (0)80-26594880
Project Dharma Project Dharma, GAJAM India Private Ltd.
2nd Floor, R9A Nehru Enclave, Nehru Place, New Delhi, 110019.
Tel: +91 11 4101 8858
Email: admin@dharma.net.in
Basix India BASIX, D 9, First Floor,
Greater Kailash Enclave – I,
New Delhi 110 0 48.
Ph: 011 4173 0252 , 011 4173 0454
Srei Sahaj Sahaj e-Village Limited , Mirania Garden, Plot No # 43
10/B, Topsia Road (East), Kolkata - 700046
Phone: +91-33-6602 3282 / 3051, Fax: +91-33-6602 3094
email : enquiries@sahaj.co.in

49. VLE Networks
TERI LaBL Darbari Seth Block, IHC Complex, Lodhi Road, New Delhi - 110 003,
Tel. (+91 11) 2468 2100 and 41504900
Fax (+91 11) 2468 2144 and 2468 2145
mailbox@teri.res.in
ITC Choupal ITC LIMITED,
37 J.L.Nehru Road,
Kolkata - 700071,
West Bengal, India
Ph: +91-33-22889371
E-mail - webmaster@itc.in
HUL Project Shakti Hindustan Unilever Limited,
Unilever House,
B. D. Sawant Marg,
Chakala, Andheri (E),
Mumbai - 400 099.
Tel : +91-22-39830000
Adharam Energy Address: 18-C/11 Kennet Cross Road, MADURAI 628016, TAMIL NADU
Tel: 91 4522602790

50. Clean Energy Access Companies
d.light Design
India Office
CL House, T-95
Fourth Floor, Gautam Nagar
New Delhi, 110049, India
Tel: +91 (0)11 4315 6700
Greenlight Planet
Greenlight Planet India Pvt. Ltd.
Mathuradas Mill Compound
NM Joshi Marg, Lower Parel
Mumbai 400013 India
Tel: +91 22 49 111 555
Solid Solar
E-245, Grater Kailash, Part-II, New Delhi -110 048 Solar Power Plant : +91 9310141990 / +91 9310141982
gogreen@gautampolymers.com
Duron Energy
3rd floor, No. 50, Zatakia Center
Above Reliance Footprint
100 ft Road, Indiranagar
Bangalore, Karnataka – 560 038
India, Telephone: +91 80 4347 9393

51. Clean Energy Access Companies
Orb Energy No. 12, Srigandhada Kavalu, Sunkadakatte, Magadi Road, Bengaluru - 560 091, Karnataka, India
SELCO
SELCO Solar Light (P) Ltd.
#742, 15th Cross, 6th Phase, J P Nagar
Bangalore – 560078, India.
Tel: +91-80-266-545-09
Nuru Energy
Nuru Energy Pvt. Ltd (India)
Email: India@nuruenergy.com
Envirofit
Hemant Shree Apartment, Survey No. 47/B, Flat No. 202, Off Paud Road, Near Paranjape Gloria,Bavdhan
Khurd, Pune - 411021
Telephone: +91-020-71800200
Fax: +91-020-71800211
First Energy Oorja
First Energy Pvt Ltd
Address: Office No. B-101 to B-105, First Floor, B-Wing, Signet Corner, S.No-134, Baner, Pune
Tel: +91-20-67210500 / +91-8605000602
Greenway Grameen Infra
Greenway Grameen Infra Pvt. Ltd
301, Chawla Complex
Sector 15, CBD Belapur
Navi Mumbai 400614
Tel: +91 2241239169, +91 09833319269