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Spring Health’s Tryst: Selling Safe Drinking Water
Asian Case Research Journal Pub Date : 2018-09-13 , DOI: 10.1142/s0218927518500098
Sumita Sindhi 1 , Pranab Ranjan Choudhury 2
Affiliation  

The case talks about Spring Health Water India Private Limited (referred as SH), a social enterprise delivering safe drinking water to the millions who are earning less than $2 per day. Chairman of Spring Health Paul Polak, took up for-profit business venture as a measure to ensure health and poverty alleviation in rural areas. The idea is to provide affordable drinking water through decentralized delivery and utilizing local resources and grassroot entrepreneurs to keep the drinking water prices low. This venture provided extra income to some of the villagers — as entrepreneurs, business assistants, delivery boys, masons and plumbers, etc.Many innovative methods are adopted in the process to reach out to all social groups, in least possible time and at highly affordable prices. Effort is made to maximize customer base by using marketing techniques which are culturally and socially sensitive.Technology used in the process of chlorination is simple and with little knowledge/experience a villager can handle it too. It is a low cost technology and hence utilizes less resources, which are easily available and do not require high costs of handling and managing.The target is to reach 200 million people in the coming years covering East Indian states of Odisha, Bihar, Eastern Uttar Pradesh, West Bengal and Jharkhand. To reach such scale, it requires concerted efforts on the part of company and a lot of funding support. Launch at each new village is a new challenge. Convincing rural masses on safe drinking water is a challenge and selling water with a price tag is not readily accepted in rural areas.Chairman Paul Polak and CEO Kishan Nanavati have a challenging situation of convincing people to buy safe drinking water and to mobilize funds for further expansion.

中文翻译:

Spring Health 的幽会:销售安全饮用水

该案例涉及 Spring Health Water India Private Limited(简称 SH),这是一家为每天收入低于 2 美元的数百万人提供安全饮用水的社会企业。Spring Health 董事长 Paul Polak 将营利性创业作为确保农村地区健康和扶贫的一项措施。这个想法是通过分散交付和利用当地资源和草根企业家来提供负担得起的饮用水,以保持低饮用水价格。这个项目为一些村民提供了额外的收入——作为企业家、商业助理、送货员、泥瓦匠和水管工等。在这个过程中,我们采用了许多创新的方法,以尽可能短的时间和非常实惠的价格接触到所有的社会群体价格。努力通过使用对文化和社会敏感的营销技术来最大限度地扩大客户群。氯化过程中使用的技术很简单,而且几乎没有知识/经验,村民也可以处理它。它是一种低成本技术,因此使用的资源较少,很容易获得,不需要高昂的处理和管理成本。目标是在未来几年覆盖东印度的奥里萨邦、比哈尔邦、北方邦等州的 2 亿人邦、西孟加拉邦和贾坎德邦。要达到这样的规模,需要公司的共同努力和大量的资金支持。在每个新村庄发射都是一个新的挑战。让农村群众相信安全饮用水是一项挑战,而且农村地区不容易接受以价格标签出售水。
更新日期:2018-09-13
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