PATH and the Safe Water Project: Improving Access to Safe Water Through Innovative Sales and Distribution Models

  • Reference: SGSB-OIT108-E

  • Year: 2013

  • Number of pages: 23

  • Geographic Setting: Africa; India; Vietnam; Cambodia

  • Publication Date: Apr 1, 2013

  • Source: Stanford Graduate School of Business (USA)

  • Type of Document: Case

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This case provides an overview of the nonprofit organization PATH and its Safe Water Project—a five-year effort launched in late 2006 with $17 million in funding from the global development unit of the Bill and Melinda Gates Foundation. The purpose of the grant was to evaluate to what extent market-based approaches could help accelerate the widespread adoption and sustained use of household water treatment and safe storage products by low-income populations. One of the team’s primary objectives was to investigate sales and distribution challenges in this space. By conducting a portfolio of field-based pilots, the team hoped to test different models for improving customer access to these safe water products in an effort to identify scalable, sustainable, and replicable solutions. Although specific results varied across the pilots, which spanned India, Vietnam, Cambodia, and Kenya, they collectively gave rise to series of important sales and distribution insights.


Distribution Health Nonprofit organizations Sales compensation Sales force management Sales strategy Social enterprise water