Publication database

This research features first-hand insights and lessons learned from 13 last mile distributors (LMDs) that have experience of testing or selling productive use of energy (PUE) products. These kinds of products – from solar pumps and mills, to fridges and freezers – can be transformational for last mile consumers. But ensuring consumers are able to realise income and productivity gains from using these technologies is complex. The learnings presented in this report, in GDC members’ own voices, are not exhaustive; they are intended to help other LMDs to navigate various complexities on their own PUE journey. This report was produced as part of a project in partnership with Solar Sister, and financed by EEP Africa.

This research maps 50 funders actively investing in last mile distributors (LMDs) across different stages of company growth - pre-seed, seed, early growth and accelerated growth - to identify gaps and opportunities.

This research is the first ever comprehensive mapping of funders in the last-mile distribution (LMD) sector who are investing in companies at different stages of growth. This research will help LMDs to more effectively navigate the funding landscape; support funders to better communicate and collaborate; and enable us all to identify - and plug - remaining financing gaps.

Over the past decade, a new wave of pioneer healthcare initiatives has emerged that aims to improve the quality of care and access to healthcare of vulnerable populations in LMICs by building commercially viable and scalable enterprises. These pioneers are developing novel delivery models – inclusive clinics and hospitals, pharmacy-based, community-based, and risk-prevention models – and are innovating to solve patient pain points by making use of mobile and digital technologies, offering financing and insurance solutions, and improving access to preventative and primary care. This report reviews the preliminary findings of a study performed by the IQVIA Institute for Human Data Science, together with Hystra – a consultancy specialized in inclusive business solutions – to learn from pioneer organizations what underlies their early successes and what is limiting them from reaching further scale or impact. It reviews the landscape of global inclusive initiatives and identifies innovations that can strengthen the impact of businesses.

Based on data from 132 GDC members, as well as evidence and insights gathered by the GDC over the last three years, this report explores four major trends in the LMD sector: digitalisation, access to finance, product diversification and consumer financing. Overall, the report finds that, despite significant challenges – not least Covid-19 – the LMD sector is impactful, resilient and increasingly professional. External support, including access to finance, is key to unlocking LMDs’ full potential for impact at the last mile.

Since 2013, the G4AW programme has been supporting 25 partnerships in 15 countries in Africa and South-East Asia that have taken up the challenge to develop digital solutions, using satellite and geodata to improve food and income security at smallholder food producer level. The major lessons learned from the programme (about 8 years) are summarized in this new lessons learned publication. It focuses on the business-related decisions and the steps taken to move towards a sustainable business model and scale to other services and regions.

This report – supported by the Bill & Melinda Gates Foundation – relies on case studies drawn from the health sector to provide a better understanding of female sales forces. When are women direct sales forces be best-placed to reach low-income (women) consumers and why? How much income can women sales agents truly hope to make from these models?  What practical requirements and best practices can help make these models successful?

Companies selling fast-moving consumer goods (FMCG) have traditionally focused their marketing and distribution efforts on increasing penetration of their products. However, few have focused on increasing how frequently consumers purchase their products. While focusing on penetration can be a sound business strategy for traditional FMCGs companies, it cannot suffice for brands selling products meant to have a health impact achieved through repeat use. How can last-mile distributors encourage frequent consumption among consumers?

Why are so few organizations selling beneficial products at the base of the pyramid (BoP) successful? Based on a multiyear field research program conducted in 25 countries, we argue that having a specific mindset about BoP customers is consequential to an organization’s success. Many organizations start with the assumption that BoP customers lack money, knowledge, and jobs. By contrast, successful organizations start from the assumption that customers can and will pay if they are provided with a satisfactory solution to their needs and are reassured about the level of risk involved. We detail the different practices that follow from this mindset change in the areas of value proposition, communication, and distribution.