The financing model of the U.S. non-profit social marketing organization DKT International has changed dramatically since it was founded 31 years ago. In the early days, DKT was reliant on donor funding, and most of its products were heavily subsidized in order to reach low-income and marginalized populations. However, over the last three decades, DKT has become increasingly financially sustainable due to a fortuitous combination of clever marketing, rising incomes, and the stable and often declining cost of procuring contraceptives. This has been especially true in middle-income countries like Indonesia, Brazil, and Ghana but also in lower-income countries and regions like Ethiopia and Bihar, India. Because all DKT programs sell products, they earn revenue. Through a mixture of cost recovery and cross-subsidization strategies, DKT has been able to simultaneously serve a wide range of income segments while generating sales revenue that can offset costs and even turn a profit in some countries. Such profits are reinvested in activities that educate and shift behavior or deployed to other countries to start up new ventures. This article describes the transition experienced by DKT, from charity to social enterprise, and profiles country examples in three different stages of financial sustainability, providing potential lessons for other non-profits. As generating resources for non-profits becomes more challenging, organizations may wish to explore ways to generate revenues and increase cost recovery by monetizing the products and services they provide.

中文翻译：

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一个社会营销组织如何从慈善向社会企业过渡

自31年前成立以来，美国非营利性社会营销组织DKT International的融资模式已发生了巨大变化。早期，DKT依靠捐助者的资金，并且其大部分产品都得到了大量补贴，以覆盖低收入和边缘化人群。然而，在过去的三十年中，由于聪明的营销，不断增加的收入以及购买避孕药具的成本稳定且经常下降的偶然结合，DKT在财务上变得越来越可持续。在印度尼西亚，巴西和加纳等中等收入国家尤其如此，在埃塞俄比亚和印度比哈尔邦等低收入国家和地区也是如此。因为所有DKT程序都出售产品，所以它们可以赚钱。通过混合成本回收和交叉补贴策略，DKT能够同时为各种收入领域提供服务，同时产生可抵消成本甚至在某些国家获利的销售收入。这些利润被重新投资于教育和改变行为的活动中，或被部署到其他国家以开展新的活动。本文介绍了DKT从慈善事业到社会企业的过渡，并介绍了金融可持续性三个不同阶段的国家案例，为其他非营利组织提供了潜在的经验教训。随着为非营利组织筹集资源变得越来越具有挑战性，组织可能希望探索通过货币化其提供的产品和服务来创收并提高成本回收的方法。