07
Oct

This week our CEO Scott Roy returned as a speaker to the UNC Water and
Health Conference 2019, held under this year’s theme “Where Science Meets
Policy”.
Organized by the Water Institute at the University of North Carolina, renowned
for its global academic leadership for sustainable management of water for
health and human development, the annual event explores drinking water
supply, sanitation, hygiene and water resources in both the developing and
developed worlds with a strong public health emphasis.
Presenting Whitten & Roy Partnership’s extensive and longstanding
experience in the WASH sector, Scott had a busy conference schedule that
saw him present two side events.
1. Poster presentation
Starting on Tuesday afternoon, Scott delivered the poster presentation titled
“Market study about commercializing faecal sludge-based briquettes in
Uganda”, which is based on our market research insights of the eco-briquette
market in Uganda for client Water for People.
Outlining some key learnings from the market opportunity analysis (including
recommendations for production, value chain participation, pricing,
distribution, marketing and sales), the presentation aimed to provide data and
suggestions for NGOs seeking to develop a similar market in Africa. Through
sharing case study specifics, such as key production insights, product
configuration, local industry and household data, Scott helped to gain a better
understanding of the entire value chain, distribution model and strategy.
2. Sales workshop
On Wednesday afternoon, Scott led an interactive sales training workshop
titled “Selling Sanitation to the Poor”. Aimed at helping WASH professionals to
understand the benefits of sanitation marketing, Scott made the case for a
market-based approach highlighting Whitten & Roy Partnership’s work in the
sector including the pioneering partnership with international NGO iDE
Cambodia.
At the core of our approach is the belief that changing behaviour – may it be
to change toileting habits or cleaning procedures– is most effective with
personal engagement. To sell well in the developing world, sanitation
businesses must deliver an experience that makes hygienic sanitation
appealing so that people become aware of their actual needs, want solutions
and are ultimately willing to pay for it.
For those interested in more details about sanitation marketing, there’s an
insightful article by Scott and Roy’s article on the Ethical Corp website. More
details here: http://www.ethicalcorp.com/selling-poor-better-sanitation

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