Background and Potential Opportunities for SELCO

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Background and Potential Opportunities for SELCO

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Title: Background and Potential Opportunities for SELCO


1
Background and Potential Opportunities for
SELCO
  • Harish Hande
  • VP
  • November 2003

2
  • Background Overview
  • Recent Developments
  • Long-term Opportunities
  • Next Steps

3
Background Overview
Company History
  • The Solar Electric Light Company (SELCO) was
    founded in 1997 to manage subsidiary companies
    engaged in the selling and servicing of solar
    electric lighting systems.
  • SELCO was started by the Solar Electric Light
    Fund (SELF) to commercially scale-up a
    distribution and retail network through which to
    sell and service household lighting systems.
  • The Company is a Delaware-registered US
    corporation with majority interests in two
    operating subsidiaries in India and Sri Lanka,
    and maintains a project office in Vietnam.
  • The company is approaching profitability at
    revenues of 5 million per year, and employs 350
    people

4
Background Overview
The Market
  • Throughout the world, people lack access to
    reliable sources of electricity
  • Un-served Approximately 2 billion people lack
    access to primary grid electricity
  • Underserved Many of those who actually have
    access to the grid do not reliably receive it
  • Without reliable access to electricity,
    households and businesses are using alternative
    sources of lighting and electricity
  • Kerosene for wick lamps
  • Dry-cell batteries for flashlights and radios
  • Recycled car batteries for lighting and TV
  • Generator sets as AC electricity backup
  • Solar home systems for DC electricity
  • In addition to home lighting and electricity,
    there are other significant needs waiting to be
    met
  • Communications
  • Clean drinking water and efficient irrigation
  • Water heating
  • Refrigeration
  • Other Productive Uses

5
Background Overview
Current Products- Home Lighting Systems
  • SELCOs primary product is a solar-photovoltaic
    home lighting system. A solar photovoltaic
    module is used to charge up a deep-cycle battery
    during the day, and discharged during the evening
    to run lights, TV, radio, and other small DC
    appliances.
  • Most of SELCO home-lighting systems are custom
    designed to cater to the varied needs of rural,
    semi-rural, semi-urban and urban clients.
  • SELCO stocks a range of DC lighting options to
    meet the particular needs of individual
    customers.
  • Reading Lights
  • Night Lights
  • Focus Lights
  • Corridor Lights
  • Outdoor Lights
  • Portable Lights
  • Restroom lights
  • Each solar home lighting includes installation
    and four service visits during first year.

6
Background Overview
Current Products- 12-volt and AC appliances
  • In addition to SHS, SELCO sells other 12V DC
    appliances
  • 12 volt Cassette Recorders,
  • Radios,
  • Black-and-white color televisions,
  • Soldering Irons
  • Fans
  • Door Bells
  • Other
  • SELCO sells systems for AC appliances
  • Mixers,
  • Color TVs,
  • EPBAXs etc.
  • CFLs for energy efficient lighting
  • SELCO designs photovoltaic systems for
    residential and commercial users needing
  • Back up power
  • Primary power
  • Short Term Emergency power

7
Background Overview
Current Products Large Installations
  • In addition to individual systems for homes and
    businesses, SELCO also designs, installs, and
    services large-scale systems including
  • Large AC and DC systems of up to 20KW
  • Solar PV/ Grid-intertied AC hybrid systems
  • Water heating systems up to 1k liters/day
  • Water pumping systems from 7k to 120k liters/day
    of surface and submersible pumping.
  • Telecommunication repeater stations
  • Over 25 KM of installed DC electric fencing
  • Example of customers for such large scale systems
    are
  • Seminaries and religious complexes
  • Residential Dormitories for Schools
  • Financial Institutions.
  • Wild Life Parks and Remote Recreation Centers
  • Approximately 15 of SELCOs revenue comes from
    large-scale projects.

8
Background Overview
Solar Water Heating
9
Background Overview
Distribution Network
HQ Each subsidiary has a headquarters located in
large commercial city, responsible for overall
company management.
SSCs SELCOs retail showroom, inventory depot,
and base of sales and service operations. Located
in central rural towns.
Regional Offices Located strategically
throughout service territories, each office
directly manages between 5-10 SSCs
Salesforce Dealers SELCOs direct sales force
and shops (dealers) market SELCOs products to
potential customers
10
Background Overview
Subsidiary Headquarters Reg. Offices
  • Headquarters SELCO subsidiary operations are
    managed through country-level subsidiary
    headquarters operations located in a central
    commercial city. Headquarters operations are
    responsible for
  • Central Management
  • Operations Management
  • Finance Accounting
  • Purchasing
  • Regional Offices centers have recently been
    introduced for better management of SSCs.
    Regional operations are responsible for
  • Management of SSCs under its jurisdiction
  • Local sales marketing
  • Expansion in its area of operations.
  • There are currently two regional offices in each
    India and Sri Lanka.

11
Background Overview
Sales Service Centers (SSCs)
  • SELCO sells its products through a wholly-owned
    network of sales and service centers (SSC)
    located throughout the areas of its operations.
  • Each SSC contains a showroom for products and
    serves as the basis for sales and service
    operations for the given geographic territory
  • SELCO currently has 32 SSCs in India and Sri
    Lanka, with plans for over 50 additional SSCs in
    the next five years.
  • It is anticipated that new centers will be a
    combination of wholly-owned stores and franchised
    dealerships operating under defined company
    policies.

12
Background Overview
Sales Executives and Agents
  • Salesforce
  • SELCO employs a direct salesforce of 90
    salespeople in India and Sri Lanka.
  • Salesmen visit customer homes to introduce SELCO
    products and services. They also introduce
    financial packages to the potential clients
  • Dealers
  • In addition to its sales executives, SELCO
    utilizes a network of independent dealers to
    market its products.
  • Dealers introduce potential customers to SELCOs
    products and steer interested ones directly to
    SELCO SSC or sales executives to close the sale.
    For their efforts, dealers are paid commissions
    of between 5 and 10.

13
Background Overview
Installation and After-Sales Service
  • SELCO provides installation and after-sales
    service packages on all products sold.
  • Prior to closing a sale, an installation
    technician will visit customers home to tailor
    product to best fit customer electrical and
    lighting needs.
  • After sale, trained SELCO technicians visit
    customer home for installation. On a periodic
    basis, service technicians visit customers homes
    to check on system performance.
  • After the initial 1-year of included service,
    annual maintenance contracts (AMCs) are available
    for purchase by SELCOs customers.
  • SELCO believes that its commitment to high
    quality service and lasting customer
    relationships will be its key to long-term
    success.

14
Background Overview
Consumer Finance
  • SELCO also provides access to consumer financing
    through its partners. As its primary products
    represent large customer purchases, typically 3-6
    months salary or equivalent, SELCO bundles
    purchasing with finance through local financing
    organization.
  • With financing at 10-20 p.a., a 400 solar home
    lighting system at 20 down can be purchased over
    four years for between 10-12 per month, which is
    similar to expenditures for competing power
    sources.
  • SELCO has developed relationships with over
    thirty rural banking networks in rural India and
    Sri Lanka, as well as working extensively with
    credit cooperatives, leasing companies, and other
    local sources of finance.
  • Through the provision of financing, SELCO aims
    to provide one-stop shopping for customers
    seeking reliable home lighting and electricity.

15
  • Background Overview
  • Recent Developments
  • Long-term Opportunities
  • Next Steps

16
Recent Developments
Product Line Expansion
  • SELCO has recently expanded its product offerings
    beyond solar electric lighting systems
  • With its network of service centers, trained
    sales force, and service technicians, SELCO has
    the opportunity to introduce additional products
    and services
  • Telecommunications
  • Water Pumping coupled with drip Irrigation
  • Refrigeration
  • Other productive uses, e.g., powering rice mills,
    spray painting machines etc.
  • SELCO believes that it can be a valuable channel
    partner for manufacturers and distributors
    lacking direct retail access to customers.
  • SELCO also believes that with its network of
    service centers coupled with its excellent
    relationship with rural financial institutions,
    it can provide a fantastic opportunity to like
    minded organization to sell and promote
    technologies that could directly impact the
    quality of life in the rural areas.

17
Recent Developments
Telecommunications
  • SELCO has entering the home and small business
    telecommunications market through sales of
    wireless local loop telephones.
  • In late August, 2003 SELCO sold its first 50
    wireless local loop (WLL) telephone systems
    through Mobitel and the Sri Lankan
    Telecommunications administration.
  • Each WLL unit employs a radio to connect
    individual homes to central transmitter/receivers.
  • The combination of wireless telephone and power
    provide families and businesses with the enter
    the 21st century without waiting for wired power
    or communications.

18
Recent Developments
Water Pumping Micro-Drip Irrigation
  • Solar water pumps can be coupled with drip
    irrigation kits for water conservation and
    increased economic activities. Kits range in size
    from a 20-litre bucket irrigating 25 m² to
    customized systems covering 1000 m² or more.
  • Crops irrigated by drip systems show water
    savings of up to 50 percent resulting in reduced
    labor and energy costs.
  • Controlled application of water to the plants
    suppresses weed growth, further reducing labour
    costs.
  • Increased frequency and uniformity of water
    application plus reduced competition from weeds
    results in improved plant growth and yield
    increases of 30 to 50 percent.


19
Recent Developments
Product Design
  • SELCO has entered into product development and
    product design Currently developing an integrated
    type wall-mounted battery box.
  • With its installed base, technical capabilities,
    and understanding of the market, SELCO believes
    it can be a SELCO is tremendous source of
    information in product design.
  • SELCO expects to take control of product
    development and design, but partner with contract
    manufacturer rather than begin manufacturing
    directly.
  • SELCO can be a source of value for other product
    design firms interested in direct testing, market
    feedback, and beta-testing.

20
Recent Developments
Other Productive Uses
  • SELCO is beginning to package solar electric
    systems with productive loads to sell or lease to
    rural entrepreneurs
  • SELCO is currently introducing the first 12V DC
    refrigerators for rural store owners. We have
    partnered with one of Sri Lankas largest
    beverage distributors and refrigerator
    manufacturer to undertake a marketing study to
    determine potential market for small
    refrigerators.
  • SELCO is looking at a number of potential
    productive use applications, including
  • Sewing machines
  • Market stall light rental
  • Entertainment products (TV/DVD, Karaoke, Games)
  • SELCO is a finalist in the World Banks
    Development Marketplace, which includes 250,000
    in grant funds for development and testing.

21
  • Background Overview
  • Recent Developments
  • Long-term Opportunities
  • Next Steps

22
Long-Term Opportunities
Expanded SELCO Vision Moving beyond Strictly
Solar
  • Sustainable
  • High-Quality
  • Branded
  • Consumer Durables
  • Empowering customers

Installation and after-sales service at the
Customer Home on all company products sold
Service
Product
Consumer Durables Financing
Finance
SELCO has the potential to utilize its
distribution network and customer relationships
to be at intersection of product, service, and
finance Selling high quality, branded consumer
durable products coupled with after-sales service
and consumer financing
23
  • Background Overview
  • Recent Developments
  • Long-term Opportunities
  • Next Steps

24
Next Steps
Summary
  • SELCO anticipates seeking additional equity in
    mid-2004 to undertake additional opportunities.
  • We believe there are a number of milestones that
    should be completed prior to a successful equity
    offering.
  • These milestone relate to
  • Advancements in SELCO Operations
  • Identification of New Opportunities
  • Preparation for Investment Offering
  • SELCO believes that it will be able to complete
    these required tasks and begin full equity round
    by March, 2004, complete equity round by
    mid-to-late 2004.

25
Next Steps
Milestone Schedule
Target
  • Operational Improvements
  • Roll-out of Company-wide Management Information
    System
  • Standard company structures and policies
    implemented
  • Parent company management team fleshed out
  • Indian PVMTI investment-led growth in sales
    outlets
  • Sri Lankan -- Cashflow improvements realized A/R
    reduced
  • Vietnam future resolved (closure or scale-up as
    project office)
  • New Opportunity Identification
  • Next 2-3 Country Opportunities Identified
  • Feedback from additional products introductions

12/03
3/04
Early 2004
12/03
12/03
11/03
2/04
12/03
26
Next Steps
Investment Related
Target
  • Investment Materials Preparation
  • Business Plan written
  • Financial Projections Complete
  • Polished Investment Presentation Ready
  • Offering Documents Drafted
  • SELCO consolidated March 31, 2004 audit
  • Investors Identification Roadshow
  • Potential Investors identified
  • Initial contact made and shortlist identified
  • SELCO full road show presentations to interested
    investors
  • Closing
  • Closure of 2 to 5 million in equity

10/03
12/03
1/04
2/04
5/04
11/03
Early 2004
Starting 4/04
Mid-2004
27
Next Steps
Questions.
  • Who is the appropriate investor audience for
    SELCO?
  • What additional information / backup
    documentation/proof is needed to present a truly
    compelling story?
  • How should we prioritize milestone achievement
    prior to equity round?
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