Many female, fast-moving consumer goods (FMCG) sales networks struggle with providing enough income opportunities for the sales agents. This leads to high levels of attrition and threatens the overall viability and scalability of the model. At the same time there are many suppliers of impact durables and digital financial services that struggle with distribution of their products.
Bopinc created D2D Pro, a plug-in module for existing door-to-door (D2D) sales and service networks in low-income markets. Its aim was to help female sales agents expand their currently limited basket of goods and sell high-impact products (solar lamps, water filters) on credit using pay-as-you-go (PAYG) technology. Customers can then access credit to purchase additional durables based on successful repayment of the first unit. D2D Pro also enables rural saleswomen to frequently visit households, creating a high-touch interaction that can be leveraged for behavioural change communications.
TRANSFORM supported Bopinc to develop and test D2D Pro. Through a pilot project, it provided sales training to 60 FMCG sales agents with an aim to grow their businesses and embed digital financial solutions. Credit was provided to the agents to purchase solar lamp stock and pay-as-you-go (PAYG) solutions were offered to their customers, to make sure durables were accessible to low-income households. As a result, 500 PAYG solar lights were sold, translating to almost 2,500 consumers in low-income communities in Nigeria having access to clean light energy.
TRANSFORM then provided additional funding to focus on improving the model and optimise operations: digitalising payments, developing credit-solutions for agents and building a scalable approach.
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