The Smart Way to Make Profits While Serving the Poor
Harvard Business Review
JUNE 20, 2012
This "low price, low margin, high volume" model has held sway for more than a decade, largely on the basis of Hindustan Unilever's success in selling Wheel brand detergent to low-income consumers in India. Peer groups also drive up the size of sales transactions: A single sale aggregates the demand of many customers.
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