Envirofit International: Cracking the BoP Market Harvard Case Solution & Analysis

In 2007 Envirofit, a 501 c (3) non-profit enterprise collaborated with Shell Foundation to restrict indoor air pollution (IAP) in India through selling minimum cost efficient performance cookstoves that are designed to minimize carbon emissions by at least 50%.

IAP was known as a silent killer in most developing countries like India and a major environmental danger in around the world. The easy alternative to this global issue was a low or zero emissions cookstove.This case describes how Envirofit developed and advertised a cookstove that is of high performance to the base of the pyramid (BoP) households in India earning $2-$7 a day as well as the challenges it encountered in the procedure. Despite the high level of investments in the marketing campaigns, the drive strategy of Envirofit did not lead to strong sales growth in the BoP market section in India. Harish Anchan, the country manager, and Tim Bauer, VP Operations at Envirofit of Envirofit India, confronted the daunting task of growing sales profitably so as to make the Indian enterprise fiscally sustainable. Students possess the opportunity to assess financial performance and Envirofit India's marketplace and suggest options to improve sales predicated on a sound understanding of consumer behavior in the Indian BoP market.

PUBLICATION DATE: January 12, 2015 PRODUCT #: NA0306-PDF-ENG

This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE

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