Here Comes the Sun: Selling Solar Solutions the SELCO Way

Here Comes the Sun: Selling Solar Solutions the SELCO Way

  • Case
Abstract

The case addresses the challenges and opportunities facing SELCO, an India-based off-grid solar lighting company, and its CEO and founder Harish Hande. Founded in 1995, the company's objectives are to bring sustainable energy solutions to low income off-grid communities and to do so while making a profit. The case concerns the summer of 2008 when Harish is reviewing SELCO's business plan for the next 4 years for SELCO. The SELCO team has to expand the business and must decide on the best way to do so. One option is to go deeper into the economic pyramid by targeting consumers who earn even less than the Rs. 4000 per month that their current customers do. Another is to go wider by diversifying into products based on ...

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