iDE

iDE develops market-based solutions for rural households in sectors ranging from sanitation to agriculture.

The Problem

In 2010, iDE designed a low-cost latrine that local concrete producers could easily manufacture. The challenge was, even though they had a low-cost product, these producers had little experience in selling to end users. iDE attempted to develop sales materials and training for their producers, but found the initial pilot results to be less than what they wanted. They turned to us for help as they prepared to scale up.

Our Solution

Working with iDE’s sales consultants, Whitten & Roy Partnership, we developed a sales agent toolkit of sixteen sales tools, making training of sales agents significantly faster and easier for concrete producers. These tools included a training video, a ‘site seller’ to help consistently communicate the latrine benefits, training cards to help sales teams deal with common objections, as well as a visual receipt form to minimize order error.