ECOCA end-to-end: Establishing a retailer network

This update follows on from our previous blog, detailing our work to create a local production facility for the ECOCA solar electric cookstove, the ECOCA Resource Centre (ERC). This has enabled the ERC to produce the ECOCA locally in Uganda, but also to make sales. Using the knowledge gained from establishing the ERC, the next step was to expand its market reach. This was done by establishing an independent retailer network in a location separate from the ERC site.

One of our partners, Mercy Corps, are running Innovations Centres within the Bidibidi refugee settlement. The Innovation Centres were picked as warehouse and sales site for the retailer network. The two locations are 20 and 30 km away from the ERC site respectively. The first step was to set up the rooms dedicated for the purpose, this included both building furniture and moving ECOCA products for sale to the site.

While getting the Innovation Centres ready, the process of recruiting people interested in becoming a retailer was also initiated. The Mercy Corps on ground staff worked closely with local leaders in the community in the selection process.

Application to become a retailer could be made as an individual or as a group. Out of the over 100 applications, a total of three groups were selected, with a total of 15 people. The three groups have named themselves: Youth Empowerment Group, Hard Working Group, and God’s Grace Group. The reason for selecting groups and not individuals was to ensure the longevity of the project. A group is less reliant on a single person, so if one individual in the group quits the rest of the group can still service the clients.

After being selected as retailers they were called for mandatory training. The training lasted two weeks and was done in a collaboration between Pesitho, Ecoca East Africa and Mercy Corps staff. The retailers received business development training with aims such as increasing their ability to complete documentation and improving their financial literacy. The remaining training was focused on the ECOCA itself. First a full product presentation and cooking session. Followed by technical training in assembly, repair, and maintenance. This included handing out a phone to all retailers that will enable them to connect to an ECOCA. After gaining an understanding on the ECOCA, the sales process was taught.

To ensure that the groups have all the knowledge that they need, a hotline for all retailers to Pesitho and ECOCA East Africa was established. Furthermore, the phones handed to each retailer contain instructional videos for repair, service, and maintenance of the ECOCA

In total, 50 ECOCA units was delivered to the three retailer groups in the first batch. These units were sold and delivered by the retailers within two days. Immediately thereafter a new shipment was ordered from the ERC in Lokopio.