One would think that with all the attention being paid to and the plethora of literature available on the topic of distribution channels and strategies to reach underserved income segments and geographies, most problems would have been long solved. However, going by the experiences of those of us at BIF working directly with the companies that are facing these problems, most cookie-cutter solutions do not work.  Companies either give up or get frustrated after repeated…

In an article for The Guardian, a prominent Indian social entrepreneur and investor argues that the real social enterprises are those that choose to struggle at the margins to make more impact with few resources but with the resolve to make a difference. In this article, he concludes that social enterprises need a nurturing ecosystem, access to intellectual capital that…

The ‘last mile’ of distribution poses a challenge for many businesses seeking to market to low-income consumers. Village Level Entrepreneur (VLE) is one solution being used by many businesses in India. Recent experience suggests that although it does work well in specific situations, it is not a universal solution.

Recent trends in India show a growing corporate penchant for micro-entrepreneurs or VLEs for the last-mile link. A VLE is an individual selected from within a…