This case was prepared by Yerina Mugica under the direction of Professor Ted London, UNC’s Kenan-Flagler Business School, as a basis for class discussion rather than to illustrate the effective or ineffective handling of an administrative situation. Distributed Solar Energy in Brazil: Fabio Rosa’s Approach to Social EntrepreneurshipTable of Contents Background...................................................................................................................................................3 Fabio Rosa................................................................................................................................................3 Past Success .........................................................................................................................................3 STA – IDEAAS ............................................................................................................................................5 STA...........................................................................................................................................................5 IDEAAS ...................................................................................................................................................5 Brazil’s Rural Energy Market.......................................................................................................................6 Origins of The Sun Shines for All Initiative (a BOP business) ....................................................................7 The Sun Shines for All Business Model.......................................................................................................8 Mission .........................................................................................................................................................8 Overview.......................................................................................................................................................8 Pilot Project ..............................................................................................................................................9 Marketing ...............................................................................................................................................10 Target Market.....................................................................................................................................10 Product / Pricing.................................................................................................................................10 Promotion / Placement .......................................................................................................................11 Supply Chain ..........................................................................................................................................12 Human Resources...................................................................................................................................13 Financing................................................................................................................................................13 Program Results – Triple Bottom Line.......................................................................................................14 Financial Projections ..............................................................................................................................14 Social Impact..........................................................................................................................................15 Environmental Impact ............................................................................................................................15 Challenges...................................................................................................................................................16 Key Lessons................................................................................................................................................16 Opportunities ..............................................................................................................................................17 Venture Scalability/Transferability ........................................................................................................18 Risks ...........................................................................................................................................................18 Origins of the Quiron Project (a BOP not-for-profit).................................................................................18 The Quiron Project Business Model...........................................................................................................19 Marketing ...............................................................................................................................................20 Market Research.................................................................................................................................20 Products..............................................................................................................................................21 Pricing ................................................................................................................................................21 Placement...........................................................................................................................................21 Financing................................................................................................................................................22 Program Results – Triple Bottom Line.......................................................................................................22 Financial Projections ..............................................................................................................................22 Social Results .........................................................................................................................................22 Environmental Impact ............................................................................................................................22
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