Sponsored Projects

The following is a list, ordered alphabetically by company, of the sponsored projects conducted by teams of students from 2005-2011 under the guidance of faculty from the Center for Sustainable Global Enterprise.

For further information, please contact Professor Mark Milstein.

A123 Systems designs, manufactures and sells advanced, rechargeable lithium-ion batteries and battery systems. Through materials science and battery engineering, combined with strategic partner relationships, their family of products is meant to position the organization to address next-generation energy storage solutions.

Project:The SGE Immersion team researched and analyzed a range of competitive attributes, including product features/benefits, product costing, manufacturing process and costs, and competitor financial structures. This information provided the basis for the creation of a tool that allows the company to refresh the data and look at the competitive landscape in real time.

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A123 Systems

Competitive Assessment (Spring 2010)

A123 Systems designs, manufactures and sells advanced, rechargeable lithium-ion batteries and battery systems. Through materials science and battery engineering, combined with strategic partner relationships, their family of products is meant to position the organization to address next-generation energy storage solutions.

Project:The SGE Immersion team researched and analyzed a range of competitive attributes, including product features/benefits, product costing, manufacturing process and costs, and competitor financial structures. This information provided the basis for the creation of a tool that allows the company to refresh the data and look at the competitive landscape in real time.

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Acciona

Wind O&M Business Model Development (Spring 2009) 

Acciona develops and manages energies, infrastructure, and services that share common customers through its six business lines: Infrastructures, Real Estate, Energy, Water, Urban and Environmental Services, and Logistic and Transport Services. Its mission is to be the leader in the creation, development, and management of infrastructure, energy, and water. Moreover, it contributes actively to social wellbeing, sustainable development, and the creation of value for its stakeholder groups.

Project: This project focused on analyzing the market size and companies providing Operations & Maintenance (O&M) and remote monitoring services to the wind industry. The project team worked to develop the market segmentation and identify the value proposition for each of the providers. Additionally, they helped determine which needs were and were not being met currently in the marketplace and benchmarked O&M and remote operations offerings in the North America market.

AES Eletropaulo is the largest distributor of electricity in Latin America. AES Eletropaulo distributes electricity to 24 municipalities in the metropolitan area of Sao Paulo, Brazil - including the Capital - which together house a population of 16.5 million. In 2006, AES Eletropaulo customers consumed 31.65 thousand GWh (gigawatt hours), representing 35% of the state's and 9.4% of Brazil's power consumption. In the same period, AES Eletropaulo reported net revenues of $8.3 billion.

Project: AES Eletropaulo began an Electrical Connections Regularization program in the low-income community of Paraisopolis, in Sao Paulo. The project required students to refocus all the activities involved in the Paraisopolis program around a more holistic, bottom-up approach involving the community. The team conducted a strategic analysis of the Paraisopolis ECR program and offered recommendations for the future of AES Eletropaulo's activities there.

AguaClara is a project in Civil and Environmental Engineering at Cornell University that is improving drinking water quality through innovative research, knowledge transfer, open source engineering and design of sustainable, replicable water treatment systems.

Project: This project focused on helping the AguaClara engineering team to consider the market variables so important for technology commercialization. Students developed recommendations for the venture to scale their operations to disseminate village-scale water treatment technology.

American Governor Company (AGC) is a key company in the hydroelectric industry, providing critical support for hydro turbine governors and controls for hydroelectric power plants. Since its founding in 2000, AGC has supported more than 1000 hydro plants with parts, field service, repairs, engineering and training. It is also a leading company in digital governor upgrades, unit automation and plant automation and was recently awarded the largest known governor control system upgrade contract in history.

Project:The SGE Immersion team determined a business strategy for accelerated international expansion. The team articulated immediate, actionable steps American Governor can take to expand internationally and identified the initial geographical area, personnel investment (new staff, new training in languages, etc.), necessary partnerships with distributors/OEMs, and sales networking focus (specific conferences, etc.)

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American Governor Company (AGC) is a key company in the hydroelectric industry, providing critical support for hydro turbine governors and controls for hydroelectric power plants. Since its founding in 2000, AGC has supported more than 1000 hydro plants with parts, field service, repairs, engineering and training. It is also a leading company in digital governor upgrades, unit automation and plant automation and was recently awarded the largest known governor control system upgrade contract in history.

Project: Presently there are tens of thousands of dams in the United States, but only about 2,000 are used to produce power. This project focused on creating a business model to pursue the development of small/mini/micro hydroelectric plants in dams throughout the United States. The project team formulated an actionable plan for developing this new, renewable business.

Project: American Governor Company has a straightforward traditional business model for the hydroelectric industry – selling parts, providing field service, performing repairs, and administering training. This project focused on developing a new business model to aid AGC in its transition towards a "service" model based on multi-year contracts with hydro owners who receive guarantees about operations and performance to better serve the core needs of its customers

BASF (www.basf.com) is the world’s leading chemical company, with about 105,000 employees and close to 385 production sites worldwide.  The company operates in six business segments: chemicals, plastics, performance products, functional solutions, agricultural solutions, and oil & gas.  Customers are typically in the B2B segment and in most cases are chemical companies themselves. BASF has production sites & offices in all regions of the world.

Project: BASF recently established a global Market Development team (South Africa, Brazil & India) to evaluate market needs and opportunities at the “Bottom of the Pyramid” for BASF as a chemical producer. The input from this research project will be integrated into a broader recommendation package on how to create a BoP strategy for BASF.  Therefore the SGE Immersion team completed a competitive assessment of other B2B-related businesses and chemical companies to understand how they are addressing BoP market requirements in terms of strategy, organizational setup, and investment policy (local production, innovation for BoP markets).  The team developed BoP strategy recommendations for BASF to most effectively address key BoP markets (i.e. water, housing, food & health) in terms of strategy and organization, with a focus on Africa and the Sub-Sahara region.

BP is one of the world's largest energy companies, providing its customers with fuel for transportation, energy for heat and light, retail services and petrochemicals products for everyday items. BP has transformed: growing from a local oil company into a global energy group; employing over 96,000 people and operating in over 100 countries worldwide. Profits in 2005 were $19.3 billion on $262 billion in revenue.

Project: This project was focused on a proposal for a multi-stakeholder project to enhance BP's business objectives and reputation by enabling sustainable villages, using for-profit business models wherever possible. Students examined BP's role and distinctive contribution to the project within a global partnership that would focus on developing and delivering replicable sustainable villages in areas that would include housing, infrastructure, transport, educational models and food production.

Cascade Engineering is a leader in engineered plastic systems and components. They provide innovative expertise and intelligent solutions for the automotive, solid waste and industrial markets. Their capabilities range from compounding and testing, integrated design analysis and prototyping to large tonnage molding and plastics processing. And their global partnerships allow them to provide leading-edge products and services, while maintaining a strong commitment to lean manufacturing and environmental stewardship.

Project: This project analyzed the commercialization opportunities for a plasticized water purification device that was traditionally constructed from concrete, which limited its production and distribution. Working with a consortium of stakeholders, students developed plans for deployment to low-income markets suitable for more distributed (family and multi-family) applications.

Cherokee Investment Partners specializes in the acquisition, remediation and sustainable redevelopment of brownfields. Since 1990, the company has acquired more than 500 properties while protecting sellers, future owners and communities from the risks and liabilities associated with environmental impairment. Cherokee formed its third institutional fund in 2002, a dedicated brownfield fund comprising $620 million of equity, enabling it to purchase, clean up and redeploy contaminated real estate. Cherokee currently invests in properties throughout North America and Western Europe. In conjunction with placing capital and generating returns for investors, Cherokee provides solutions for sellers and the cities affected by their contaminated sites. Cherokee typically acquires assets for cash and indemnifies the seller from environmental liability through the use of insurance policies and other customized risk transfer methods. Portfolios can contain both clean and environmentally impaired properties; after acquisition, they remediate and reposition the properties for reuse. Cherokee accepts projects that traditional investors often reject and actively looks to transform communities where urban blight and environmental contamination impede economic growth and community redevelopment.

Project: This project focused on an analysis of strategies to capture operational cost savings resulting from sustainable design or green building. The project team was asked to identify strategies and suggest new, innovative strategies to transfer green building design benefits to the landlord or owner.

Clean Energy Group is a non-profit organization dedicated to greater use of cleaner energy technologies, such as fuel cells and solar, in newly restructured energy markets. CEG was organized in January 1998. CEG promotes policies and programs that support replacement of the existing electricity generation system with new, less polluting clean energy technologies in the U.S. and abroad through creative financing, business partnerships, public policy and advocacy. CEG works with nonprofit officials from around the U.S. that are responsible for over $3.5 billion in new clean energy funds. CEG now manages the Clean Energy States Alliance (CESA), a new nonprofit organization assisting these funds in multi-state strategies. It also manages the Public Fuel Cell Alliance (PFCA), a new consortium of public fuel cell funders working to collaborate on fuel cell and hydrogen technologies. CEG also works with public officials in Europe interested in trans-Atlantic efforts to build clean energy markets.

Project: This project examined the opportunity for the organization's "Clean Energy Investment Working Group," to develop enhanced, environmentally responsive investment strategies in the clean energy sub-sector which would deliver competitive returns. The students recommended investment strategies for institutional investors in relevant asset classes, including private equity, public equity, real estate, and project finance.

Project: Future light duty vehicle regulations in Europe and the United States will require dramatic reductions in fuel consumption/CO2 emissions.  The EU is planning on an emissions limit of 95 grams of CO2 per km (roughly 57 mpg for gasoline-powered vehicles) and the Obama Administration recently proposed a 62-mpg standard for the US in 2025.  These regulations will certainly lead to the adoption of efficiency-improving technologies.  The question is…which ones?

Corning is researching several technologies that could be candidates for installation on cars sold after 2020.  Publicly-known examples include lithium-air batteries for electric vehicles, thermoelectric generators for waste-heat recovery, and ultracapacitors for high-power Mild-HEV energy storage.  Will these technologies be the right ones to help automakers meet future CO2 regulations?  The SGE Immersion team researched and developed a tool to estimate: (a) what future automakers will be willing to pay for the last marginal gram eliminated from future cars (in dollars per gCO2), and (b) which technologies should be the big winners and why.

Dow is a diversified chemical company that offers a broad range of products and services to customers in more than 175 countries, helping them to provide everything from fresh water, food and pharmaceuticals to paints, packaging and personal care products. Dow has annual sales of $49 billion and employs 43,000 people worldwide. The company has a stated commitment to principles of sustainability, particularly through Responsible Care – the voluntary, industry-wide commitment to safely handle chemicals from inception in the laboratory to ultimate disposal. .

Project: Dow established a 2015 Sustainability Goal, Products that Solve World Challenges, committing the company to achieving three breakthroughs in targeted areas of world need. One identified challenge was "Affordable Housing". The project team worked to identify strategic options for Dow in the affordable housing arena and created a three year plan that would increase Dow's participation in this large and growing market. In addition, a short term, intense effort provided Dow Building Solutions and the Dow Sustainability Group with a deeper understanding of existing market offerings, major market players, technology gaps, environmental sustainability, and potential Dow entry opportunities in key developing markets.

Dow Corning Corporation is the world's largest silicone producer, achieving sales of $3.8bn in 2005. The business comprises 3 major business units; Core Products, Specialty Chemicals and Advanced Technologies.

Project: This project considered the strategic options available to Dow Corning in the area of sustainability. Students made recommendations to the ATV business leadership regarding the strategic business opportunities stemming from sustainability.

Project: This project examined the potential global market clean coal technologies, including market size, structure, geographic opportunities, and drivers of growth.

Founded in 1802, DuPont puts science to work by creating sustainable solutions essential to a better, safer, healthier life for people everywhere. Operating in more than 70 countries, DuPont offers a wide range of innovative products and services for markets including agriculture, nutrition, electronics, communications, safety and protection, home and construction, transportation and apparel.

Project: This project involved the development and refinement of the corporate efforts to work with the company's businesses to formulate strategic direction and tools that would allow the organization to better identify the issues/opportunities associated with sustainable growth.

Emerging Markets Group is an international development consulting firm that serves donor agencies and sovereign governments. Based in their corporate offices in Brussels, London, and Washington DC, and in project sites around the world, their professionals are committed to excellent client service, sustainable development impact, and to improving peoples' lives.

Project: This project analyzed the effectiveness of the Business Linkages Challenge Fund (BLCF), a program funded by the UK's Department for International Development (DFID) meant to engage the private sector to accelerate growth and poverty reduction in developing countries. The project team worked to develop an evaluation tool to understand whether or not projects met their intended goals, and why.

Environmental Credit Corp. is a leading supplier of high quality environmental credits to emerging global financial markets. The company is establishing a large and reliable source of carbon credits through cost-effective, long-term projects that reduce greenhouse gases. Through partnerships with farmers and waste managers, ECC creates and monetizes environmental benefits while enhancing overall enterprise efficiency, economic performance, and sustainability. As a participating member and offset credit provider of the Chicago Climate Exchange (CCX), ECC creates, aggregates, registers and trades certified carbon credits in the US and internationally. ECC is pioneering the development of new protocols and new markets for carbon and other environmental credits, including renewable energy certificates and air and water quality credits. By creating economic value from environmental benefits, ECC is demonstrating a commitment to a sustainable balance between profitability and environmental stewardship.

Project: ECC sponsored a project to allow students to examine the opportunity for Cornell University to reduce its carbon emissions profile. Students considered a broad range of options including participation in carbon emissions offsets, clean energy credits, and the implementation of innovative incentive programs that would impact the teaching, research and outreach at the university.

Freeplay Energy PLC & Freeplay Foundation

WEZA Commercialization Plan (Spring 2006)

Freeplay Energy PLC seeks to maintain its leadership in creating and developing the market for self-sufficient energy products internationally. The company accomplishes this through both the establishment of their own products in the market, and the formation of strategic alliances with partners that bring compatible technology and market leadership. They are committed to balancing the imperatives of both profit and social justice, by providing excellent returns to shareholders and stakeholders, whilst maintaining complete integrity and contributing to the personal fulfillment of employees, the communities in which they operate, and beneficiaries of their products.

The Freeplay Foundation was established in 1998 as an extension of the company's commitment to development and empowerment. The foundation seeks to enable access to information and education to the most vulnerable populations through appropriate and sustainable technologies particularly self-powered radios. The Freeplay Foundation is committed to promoting the importance of radio as a vital communication medium in the developing world. We believe that, like education, access to information is a fundamental human right.

Project: This project focused on the development of a business for an innovative, distributed energy technology – the Weza. Students worked with the Freeplay Foundation, Freeplay Energy, CARE Rwanda and the Kigali Institute of Science and Technology (KIST) to develop a proposal to provide Weza to 50 Rwandan individuals/groups to become Freeplay Weza "Enterprise Pioneers". Pioneers would receive a "Weza business start-up kit" complete with Weza, low-risk financing, and technical/business training, enabling them to provide energy services, on a fee for service basis, in their communities.

Gates Automative Center is known for combining the most advanced automotive repair technology with open, honest, active customer service. It has grown to dominate automotive repair- service, collision, and towing- on the west side of Rochester NY. The company built a new facility on the southeast side of the city, and is poised to offer all of Rochester a fair, safe, clean option for servicing their vehicles. As Gates Automotive expands, the company sees the opportunity to become a model business in the industry.

Project: The project team focused on developing a strategic marketing plan for a new water-based paint product (Martin Senior) that is produced by Sherwin Williams and marketed by Napa. Not only was this marketing plan implemented by Gates Automotive, the first automotive repair shop in New York State to adopt this product, but will also be used by Sherwin Williams and Napa to market the new product and expand its market.

GE is dedicated to turning imaginative ideas into leading products and services that help solve some of the world's toughest problems. It makes a wide range of products for the home and business, including Appliances, Consumer Electronics, Home Comfort and Safety, Lighting, Automotive, Aviation, Commercial, Energy, Healthcare, Retail, Security, and Transportation. Through the company's Ecomagination initiative, the company is investing in energy technologies-from renewables to hydrogen to the next generation of nuclear power. Global Research Centers (located in Shanghai, Munich, Bangalore and Schenectady) and across each of GE's six businesses are developing a broad technology portfolio to help customers and society meet a range of energy and environmental challenges.

Project:The SGE Immersion team provided a detailed recommendation on how GE Solar should best position itself to build a profitable business in the US solar market. The team examined whether GE could build a long-term profitable business in the rooftop market, and whether there was a business model and strategy that fits the core competencies and ROI expectations of GE.

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GE is dedicated to turning imaginative ideas into leading products and services that help solve some of the world's toughest problems. It makes a wide range of products for the home and business, including Appliances, Consumer Electronics, Home Comfort and Safety, Lighting, Automotive, Aviation, Commercial, Energy, Healthcare, Retail, Security, and Transportation. Through the company's Ecomagination initiative, the company is investing in energy technologies-from renewables to hydrogen to the next generation of nuclear power. Global Research Centers (located in Shanghai, Munich, Bangalore and Schenectady) and across each of GE's six businesses are developing a broad technology portfolio to help customers and society meet a range of energy and environmental challenges.

Project: This project focused on developing a marketing strategy for GE's global wind services business. Specifically, the team developed customer segmentation insights for global wind services through rigorous evaluation of the installed base and interviews with various parts of the value chain. It required working closely with the lead of services commercialization to meet the needs of different segments of the market, as well as the development of a roll out plan for the business.

GE is dedicated to turning imaginative ideas into leading products and services that help solve some of the world's toughest problems. GE makes a wide range of products for the home and business, including Appliances, Consumer Electronics, Home Comfort and Safety, Lighting, Automotive, Aviation, Commercial, Energy, Healthcare, Retail, Security, and Transportation. Through the company's Ecomagination initiative, the company is investing in energy technologies—from renewables to hydrogen to the next generation of nuclear power. Global Research Centers (located in Shanghai, Munich, Bangalore and Schenectady) and across each of GE's six businesses are developing a broad technology portfolio to help customers and society meet a range of energy and environmental challenges.

Project: This project focused on evaluating whether there was an opportunity to develop small-scale, distributed clean water systems for customers in developing countries.

GE is dedicated to turning imaginative ideas into leading products and services that help solve some of the world's toughest problems. It makes a wide range of products for the home and business, including Appliances, Consumer Electronics, Home Comfort and Safety, Lighting, Automotive, Aviation, Commercial, Energy, Healthcare, Retail, Security, and Transportation. Through the company's Ecomagination initiative, the company is investing in energy technologies-from renewables to hydrogen to the next generation of nuclear power. Global Research Centers (located in Shanghai, Munich, Bangalore and Schenectady) and across each of GE's six businesses are developing a broad technology portfolio to help customers and society meet a range of energy and environmental challenges.

Project: This project focused on recommendations to create an integrated "ecomagination campus program" that would enable the company to help campuses to aggressively reduce energy use, water use, greenhouse gas emissions, and operating costs.

Genesi designs, develops and produces CHRP/IEEE 1275 based computing products that bring Power Architecture™ technology, flexibility, and efficiency to the desktop, home entertainment, netcom, low-end server and pervasive market segments at an affordable price.

Project: This project focused on the development of an engagement framework for identification of business opportunities in Morocco based on the BoP Protocol.

Grameen-Intel Social Business is dedicated to the notion of using technology in innovative ways to alleviate some of the world’s most pressing poverty-related issues.  It was created in 2009 by Grameen Trust and Intel, linking an organization with decades of experience in addressing poverty to a company with decades of know-how in technology innovation.  Grameen Intel Social Business is focused on creating digital solutions that address specific social problems in local communities, such as identifying a serious health issue, the cause of low agricultural output or the lack of vocational training.  Its solutions consist of small software applications, developed within the company and tailored to local needs, then coupled with a compact, lightweight mobile computing device to constitute a solution package.  Grameen-Intel makes its digital solutions accessible to some of the world’s most rural and isolated villages, where a local entrepreneur or entity can use them as tools to help mitigate or eradicate serious social concerns.  The organization’s primary objective is to address unmet needs in developing countries to enable social and economic development using technology, but they also keep a sharp focus on lasting impact and business models that facilitates financial sustainability.

Project: Grameen-Intel has been identifying tactical areas where technology can play a role and have launched two pilot projects addressing healthcare and agriculture issues.  The pilot healthcare project aims to show that technology can help pregnant women stay healthy and deliver healthy babies. Local health workers use smart phones and Grameen Intel’s screening software to identify high-risk pregnancies early on, before complications develop, then refer women for further diagnosis and care. The pilot agricultural project is demonstrating that technology can help these farmers increase their production and make a better living. Local entrepreneurs at “eAgro hubs” provide soil-testing services to village farmers, then use computers and our analysis software to recommend needed nutrients. Besides enabling farmers to make prudent choices about seeds and fertilizers that increase their crop yields and income, the project is also creating new jobs.

The SGE Immersion team focused their efforts on identifying a pipeline of possible solutions addressing unmet needs and associated usage models (such as high risk pregnancies or computer generated recommendation for soil nutrients), the front end software applet, the service that an entrepreneur would offer using the software, incentives for various stakeholders, technology commercialization and pricing options, and the potential business plan for rollout.

The Grassroots Business Fund (GBF) supports high impact intermediaries that provide sustainable economic opportunities to thousands of people at the base of the economic pyramid. More and better intermediaries are needed to support and enhance their economic activities and prospects. Intermediaries can help poor, underserved populations realize their economic and social potential, replacing their traditional dependence on aid and charity. GBF's role is to help create, strengthen, and expand such intermediaries, so that they can better assist larger numbers of beneficiaries to build larger, more sustainable, and productive businesses.

Project:In coordination with GBF's Communication Advisors Committee, the team reviewed GBF's current communication materials and platform; interview GBF's management team, communications advisors, and other supporters; and researched and analyzed GBF's competitive landscape. This material provided the basis for the creation of an effective road show the organization can use as it seeks additional funding for future growth.

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Herman Miller creates work environments through the design, manufacture and distribution of furnishings, interior products, and related services. Through problem-solving research and design, the company seeks to develop innovative solutions to real needs in working, healing, learning, and living environments. Net sales of $262,000 in 1923 grew to $25 million in 1970, the year the company went public; net sales in fiscal year 2006 were $1.74 billion.

Project: This project focused on helping the company better understanding whether it could truly generate competitive advantage by developing and bringing to market products that meet a specific design protocol. Students provided recommendations on how the company could continue to lead its industry utilizing sustainability as a strategic organizing framework.

IBM strives to lead in the invention, development and manufacture of the industry's most advanced information technologies, including computer systems, software, storage systems and microelectronics. IBM works to translate these advanced technologies into value for their customers through professional solutions, services and consulting businesses worldwide.

Project: This project focused on the development of a virtual business incubator. Students worked to develop an IBM-hosted enabler for the global business community facing challenges transforming innovative ideas into viable businesses.

One of the challenges that corporations face in rolling out beneficial new services to the poor and disenfranchised, especially in rural areas, is that the basic structural elements do not exist to allow them to access this population. Every potential supplier who would like to reach these people has to individually solve the "access" issue.

Project: This project explored potential opportunities for designing delivery of solutions for the BOP on Socially Responsible Aggregation Platforms which use I/T and Communications Technology (ICT) as a base to form a foundation hub for providing beneficial outcomes to communities and fair profits to firms. The team investigated potential business models and key aggregation areas whereby IBM can create a socially beneficial outcome and a profitable line of business in India and potentially China.

Founded in 1956, the International Finance Corporation is the private sector arm of the World Bank Group. IFC's mission is to promote sustainable private sector investment in developing countries, helping to reduce poverty and improve people's lives. Since its founding, IFC has committed more than $56 billion of its own funds and has arranged $25 billion in syndications for 3,531 companies in 140 developing countries. IFC's worldwide committed portfolio as of FY06 was $21.6 billion for its own account and $5.1 billion held for participants in loan syndications. IFC provides loans, equity, structured finance and risk management products, and advisory services to build the private sector in developing countries.

Project: This project focused on identifying examples of private sector "micro"-housing finance enterprises globally, with emphasis on South America (and in particular Brazil). Students analyzed existing business models and financial viability of these enterprises, assessed business opportunities and risks, socioeconomic impacts on the squatter communities/customers and other affected stakeholders, and compared their performance to public sector housing programs.

Intelligen Power Systems, LLC is a privately owned for-profit company based in West Babylon, NY (Long Island) that operates in the alternative energy sector and focuses on the Northeast U.S. power market.  Intelligen offers pre-packaged cogeneration systems and has unique cogeneration capabilities and expertise.  Cogeneration, also known as Combined Heat and Power (“CHP”), is the most efficient form of Distributed Generation.  The ability to locate a power plant onsite creates the opportunity to use the waste heat which creates high efficiencies and drives significant energy cost savings.  In addition to providing attractive economic returns, cogeneration is an environmentally friendly solution.  The increased operating efficiencies results in a reduction in overall emissions.  In addition, Intelligen equipment operates with clean burning natural gas and incorporates advanced emissions correction technologies.  Intelligen is a market leader in the pre-packaged cogeneration market for projects between 150kW and 1,000 kW.  However, market penetration in the U.S. remains relatively small despite increasing attention focusing on the benefits of cogeneration. 

Project: The ultimate goal of the project was the preparation of a roadmap to scale the business and formulate marketing tools and directions to allow the company to capitalize on the large opportunity that exists for pre-packaged cogeneration.  The SGE Immersion team developed a business and marketing strategy which would allow Intelligen to effectively scale its business.  The team reviewed paths to market and opportunities for growth with a focus on prioritizing strategies for near term growth.  In addition, the team provided recommendations on the best approach for leveraging Intelligen’s existing capabilities by identifying complimentary technologies for development and/or potential targets for strategic acquisitions and/or strategic alliances. 

Intelligen Power Systems, LLC (www.intelligenpower.com) is a privately owned for-profit cogeneration company that operates in the Alternative Energy sector and focuses on the Northeast U.S. power market. Intelligen offers pre-packaged cogeneration systems, has developed a reliable package, and has unique cogeneration capabilities and expertise. In addition to providing attractive economic returns, cogeneration is an environmentally attractive energy solution.

Project:The SGE Immersion Team provided an in-depth business analysis of the company to identify how Intelligen could effectively scale its business. The team reviewed paths to market and opportunities for growth with a focus on prioritizing strategies for near term growth. The team provided recommendations for the best approach to leveraging Intelligen's existing capabilities so that it can quickly grow the internal infrastructure necessary to meet the company's organizational needs for growth, its hiring priorities and approaches, potential targets for strategic acquisitions and/or strategic alliances, and opportunities to streamline operations.

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For over 100 years, Insinger Machine Company, family–owned and privately held, has been on the leading edge of commercial dishwasher innovation and technology. It delivers warewashing equipment and service to the hospitality, healthcare, education, corrections and military markets worldwide.

Project: Insinger dishwashers are energy efficient, cost-effective and environmentally friendly. They are designed for easy operation, simple daily maintenance and service. Insinger equipment delivers high rack capacities with low operating costs. In many cases, Insinger models deliver superior environmental benefits as compared to the competition. However, recent trends in the marketplace make it clear that these benefits are not easily translated into revenue. This project focused on developing a proactive, forward looking sustainability strategy consisting of a strategic marketing plan and a technology evaluation process.

MicroVest Holdings is a capital-mobilizing intermediary for microfinance institutions (MFIs), making direct debt and equity investments in promising, sustainable, existing MFIs across broad geographic developing areas. It seeks partners to help make financial markets work for the entrepreneurial poor of the world by linking capital markets and solid investments. MicroVest manages $100 million in investments through four microfinance-focused financing vehicles as well as an additional $3 million in a remittance company focused on non-microcredit investments. By 2014, MicroVest plans to manage $600 million in non-microcredit, BoP-focused investments through the creation of follow-on financing vehicles.

Project: This project focused on assessing and articulating a commercially-oriented BoP investment strategy appropriate to MicroVest's 2014 goal of having $600 million under management.

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John Deere

Marketing Assessment (Spring 2011)

Deere & Company, founded in 1837 (collectively called John Deere), has grown from a one-man blacksmith shop into a corporation that today does business around the world and employs more than 50,000 people. John Deere consists of three major business segments (agriculture and turf, construction and forestry, and credit). John Deere is the world's leading manufacturer of farm equipment. The company also produces and markets North America's broadest line of lawn and garden tractors, mowers, golf course equipment, and other outdoor power products. John Deere Landscapes provides irrigation equipment and nursery supplies to landscape-service professionals across the United States.  The company is also the world's leading manufacturer of forestry equipment and is a major manufacturer of construction equipment in North America.  John Deere Credit is one of the largest equipment finance companies in the U.S. with more than 2.4 million accounts and a managed portfolio of nearly $23 billion (U.S.)  John Deere Credit also offers revolving credit, operating loans to farmers, crop insurance (as a Managing General Agent), and debt financing for wind energy.

Project:  Rapid economic growth in China, India, and S.E. Asia has been pulling a great deal of the labor traditionally engaged in agriculture into other, often more urban, opportunities.  Because of this, in many geographies the labor to perform manual field preparation, planting/transplanting and harvesting is no longer economically viable or available.  However, the average plot size is often too small to support individual mechanization, even with walk behind solutions.  To fill this void Deere is observing the rapid development of an emerging contractor segment in all of these markets.  In some areas it is individuals specializing in one process step; for example mechanical harvesting.  In other areas it is individuals offering the full suite of services necessary for a given crop.  However, even with this development Deere is seeing the demand for contractor services grow more rapidly than available supply.  The company sees an opportunity to leverage its dealer organization, financial services capabilities, and infrastructure to assist in this segment’s growth. 

The SGE Immersion team focused on the economics of the rapidly emerging contract segment to help Deere build a business model for piloting businesses and supporting this growth.  The team examined the mechanization of agriculture in Asia, particularly rice in India, to understand the underlying economics and drivers of the sector with the goal of increasing development of the sector.  The team looked at the economic impediments related to the growth in contractor services to understand the current market, profit opportunities, and changes in demand with the goal of conceptualizing an improved business model for the region related to mechanization. The team reviewed the equity and financing necessary to start, the bookings required to maintain, and the risks associated with the business. 

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Johnson & Johnson is a globally recognized brand, particularly trusted for their offerings in health care. 70% of the company's revenues are derived from No. 1 or No. 2 global leadership positions in their respective markets. J&J is comprised of the world's premier consumer health company, the world's largest and most diverse medical devices and diagnostics company, the world's fourth-largest biologics company, and the world's seventh-largest pharmaceuticals company.

Project:The SGE Immersion team was charged with uncovering opportunities for sustainable innovation while building a coherent, credible pathway to market for sustainable brands. Focusing on the Johnson's Baby category, the team benchmarked other company approaches and explored new product innovation opportunities within the Baby Platform. The team proposed elements that Johnson & Johnson should consider when deciding how to manage and market sustainability within and across the CP line.

New York City Transit (NYC Transit), which includes Staten Island Railway, Long Island Rail Road, Long Island Bus, Metro-North Railroad, Bridges and Tunnels, and Capital Construction, operates a 24-hour-a-day bus and subway service throughout the five boroughs of New York City. It boasts the largest subway car fleet in the world, and operates more buses than any other public agency in North America. All NYC Transit subway cars and buses are air-conditioned and either new, remanufactured, or overhauled. It serves approximately seven million people daily on NYC Transit – and more than 2 billion passengers are served annually.

Project: New York City Transit is always seeking new ways to enhance revenues and manage costs. As a result, they initiated an innovative effort to create enhanced entrepreneurial activities within the organization. The SGE Immersion team worked with NYC Transit to assess how they might maximize value added to the organization from Solar Energy. The project team developed a creative, entrepreneurial pro-forma business plan to leverage MTA opportunities associated with solar energy.

A leading equipment and apparel maker, Nike aspires to bring inspiration and innovation to every athlete in the world.

Project: This project focused on assessing needs and market for sports apparel for Muslim women. The team helped define various and key markets for Muslim women worldwide (including the US, European and Gulf region), provided a point of view on key segments, profiled consumer segments, defined product interests and consumer behavior for various segments, and estimated market size and growth potential.

Novozymes produces industrial enzymes, microorganisms, and biopharmaceutical ingredients. The company employs in-house projects, strategic alliances, and acquisitions to enter new business areas. Novozymes believes that through bioinnovation thousands of everyday products can potentially be re-engineered to deliver enhanced performance on a sustainable basis at no extra cost. The company markets over 700 products in 130 countries.  Novozymes’ natural solutions enable everything from the removal of trans fats in food to advancements in renewable energy sources. The company holds over 6,000 patents.  Novozymes co-founded CleanStar Mozambique in 2009.

CleanStar Mozambique is an integrated producer, processor and distributor of sustainable agricultural and forestry products. The company partners with small-scale farmers to introduce more productive and biodiverse practices for growing a wide range of commodities. These commodities are processed in rural centers to produce cheaper and better food and energy products than those typically available in local markets. CleanStar’s approach delivers competitive financial returns while also improving rural livelihoods, reducing deforestation, restoring biodiversity, and helping to fight climate change.

Project: Nearly 80% of Mozambican households use wood or charcoal as their primary cooking fuel today.  The price of these fuels in urban areas has risen steadily over the last 3 years, as high deforestation rates have increased the distance from point of production of these fuels to the point of use. This long term trend has created an attractive opportunity for new household cooking solution providers to enter the large and highly fragmented market.  CleanStar Mozambique has decided to pursue this opportunity by introducing an ethanol-based household cooking solution in Maputo, the capital city of Mozambique with a population of over 1.5 million people who live on an average daily income of USD 2.55 (PPP basis).  CleanStar believes it can offer local households a transformative new cooking solution that is safer, cleaner, easier, and cheaper than charcoal.  Based on analysis conducted in early 2010, CleanStar is developing detailed plans to produce ethanol cooking fuel in Mozambique for sale to urban households. A successful marketing and distribution strategy for ethanol stoves and cooking fuel is critical for CleanStar to achieve its business goals. 

The SGE Immersion team developed a marketing and distribution strategy for CleanStar’s ethanol cook stoves and fuel in Maputo, Mozambique.  The team reviewed market information collected by CleanStar and its partners over the last 3 years from across Mozambique; study marketing strategies for household cooking and analogous technologies in similar markets (e.g. liquefied petroleum gas (LPG) and LPG stoves; cell-phones and pre-paid credit in cities across sub-Saharan Africa; other BoP products); conducted market/customer analysis for cooking solutions in Maputo; and segmented the market based on insight gained.

Ocean Spray is a 75 year old North American agricultural cooperative comprised of about 600 cranberry growers and 50 Florida grapefruit growers. Since 1981, the company has been the leading producer of canned and bottled juice drinks in North America. The company employs more than 2,000 worldwide, and 2008 sales for Ocean Spray were $1.9 billion. Based in Lakeville-Middleboro, MA, Ocean Spray also operates fruit receiving stations, processing and bottling plants throughout the United States and Canada.

Project:The SGE Immersion team identified and proposed sustainability-related business opportunities that will help drive profit growth for the company. The team interacted with key division managers within the company to conceptualize opportunities, and then create a roadmap for integration of sustainability strategy into the company's long-range growth plans.

Project: The SGE Immersion team worked with this consortium to develop an integrated decision making tool which creates a system of benchmarks on key destination stewardship issues.  The team looked at the question of total cost for managing a sustainable destination and how to gather data points on a variety of key issues related to destination sustainability in areas including, landscape sustainability, ecosystem sustainability, human needs, economic capacity to invest in human and environmental capital in destination, political capacity to respond to local destination stewardship goals, and monitoring.

Pfizer

Market Entry Strategy (Spring 2006)

Pfizer is committed to being a global leader in health care by providing access to safe, effective and affordable medicines and related health care services to the people who need them.

Project: This project focused on a market entry for a Pfizer OTC product to be launched in India. Students analyzed the India consumer market and offered recommendations related to brand positioning, pricing, distribution, marketing, and competitive assessment.

Plebys is a venture development and management company that builds sustainable, technology-based enterprises that address the critical needs of underserved markets globally. Plebys seeks leadership in the creation of state-of-the art solutions and business models that provide opportunities to shrink the gap in global access to critical-need products. The company is dedicated to the creation and management of enterprises that develop affordable products that reach beyond affluent markets and conventional corporate marketing and distribution efforts.

Project: This project analyzed the opportunity for the company to raise a new investment fund (Plebys II) that would invest in technology-based ventures targeting base of the pyramid markets. Students analyzed technologies expected to address significant problems in the target markets related to health (potable water, waste, water and sanitation, medical grade water, agricultural water and micronutrients) and energy (micro utility power). Additionally, students developed a process for screening potential investments.

Principle Energy is a joint initiative between Principle Capital and Masazane Capital. The company seeks to establish a renewable fuels platform that supports sustainable energy security and rural development in Southern Africa through the production and distribution of "green" energy from sugar cane. Through greenfield initiatives, partnerships with existing players, and the acquisition and repurposing of sugar mills, Principle Energy is focusing their efforts on investments in South Africa (Eastern Cape- Pondoland & KZN), Mozambique, and other Southern African countries.

Project: The project team conducted an analysis of the sustainable development impact of Principle Energy's operations on the local community of Dombe. Students provided an understanding of how to better organize and quantify the effects on the community, and how both the company and the Mozambique government itself benefited from a more strategic approach to development in the country.

Beginning in 1886 as a parquet flooring company, SC Johnson has developed a reputation for consumer-driven innovation. The company produces a host of well known consumer brands, including Shout, Windex, Ziploc, Glade, Vanish, Raid, OFF!, and Pledge which are sold in more than 70 countries. SC Johnson is one of the largest privately held companies in the world, earning more than $9 billion in sales annually.

Project: To date, the company has not created the metric which would allow for the corporate-level evaluation and management of its BoP and community (philanthropic) initiatives. The team for this project made recommendations on what that corporate level metric should be, and how it should be designed and implemented.

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Beginning in 1886 as a parquet flooring company, SC Johnson has developed a reputation for consumer-driven innovation. The company produces a host of well known consumer brands, including Shout, Windex, Ziploc, Glade, Vanish, Raid, OFF!, and Pledge which are sold in more than 70 countries. SC Johnson is one of the largest privately held companies in the world, earning more than $9 billion in sales annually.

Project: For the past five years, SC Johnson has been on the cutting edge of developing base of the pyramid businesses with local communities in Africa. As these businesses evolve, there is an increasing need – as there is for so many BoP initiatives – to get a wide variety of stakeholders to coalesce around what "success" actually means for the businesses. Despite theory, those dimensions for success are not clear. Therefore, this project focused on evaluating existing tools and frameworks to assess BoP business success, and make recommendations to the company regarding an appropriate BoP assessment framework for SC Johnson. The team then created a strategic impact assessment portfolio that was responsive to the various needs of different audiences.

Beginning in 1886 as a parquet flooring company, S. C. Johnson & Son, Inc. has a reputation for consumer-driven innovation. The company produces a host of well known consumer brands, including Shout, Windex, Ziploc, Glade, Vanish, Raid, OFF!, and Pledge sold in more than 70 countries. SCJ is one of the largest privately held companies in the world, doing more than $9 billion in sales.

Project: The project required students to develop a Base of the Pyramid (BoP) business in Kibera, Nairobi – the largest slum in East Africa, building on efforts initiated in the summer of 2005 by a pilot team which led to the establishment of a business partnership between S. C. Johnson & Son, Inc.'s Kenya subsidiary and Kiberan youth groups to pilot test a new business model for delivering insect control, cleaning, and air care services to Kibera's residents.

S. C. Johnson & Son, Inc. has numerous ventures around the world focused on engaging poor communities as business partners. In the company's insect coil business, the organization engages the poor in the collection and manufacturing of coil packaging.

Project: This project investigated how the company involved poor communities in a recycled content packaging solution for those markets. One example was the collection of waste LDPE (low density polyethylene, commonly used in plastic bags) from the BoP, to be used as packaging for the company's single-coil product. The team looked at other potential materials, their availability, the market opportunity, business model, and potential partnerships which would present viable options for the company to pursue.

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S. C. Johnson & Son, Inc.

BoP Protocol- Kenya (2005-2008)

 

In 2005 a six-person S. C. Johnson & Son, Inc. team led by Cornell University initiated a BoP Protocol project in Kenya. The team worked in the Nairobi slums of Kibera, Mathare, and Mitumba and in the rural village of Nyota Township.  The team entered the community without any pre-conceived business intentions; instead, they worked to build close relationships in each of the communities through home-stays and by participating in their hosts' daily lives. In the Nairobi slum of Kibera, the team cooked and sold "mandazi" (a Kenyan fried bread) by the roadside, collected trash and sorted recyclables with a youth group, and sold hand-stitched clothing from a small kiosk.

The three month effort resulted in the co-creation of a new business concept called "Community Cleaning Services" (CCS) that partnered S. C. Johnson & Son, Inc. with self-help youth groups living in Nairobi's slums. CCS was initially conceptualized as a direct-to-home business that would provide a combination of home cleaning, sanitation, and pest control services.  Over the years the business has evolved to provide sanitation services to semi-public and multi-family shared toilets.

Shell Hydrogen is a global business of the Shell Group with headquarters in The Hague, the Netherlands, and regional bases in Houston and Tokyo. Shell Hydrogen was set up in 1999 to pursue and develop business opportunities related to hydrogen and fuel cells. The goal of the business is to bring hydrogen into a retail setting. Shell already has a hydrogen platform of production nodes all over the world. Over 50 million tonnes are produced and consumed every year. Through existing and planned demonstration projects Shell Hydrogen is currently building up experience in connecting these production nodes with retail infrastructure; bringing hydrogen out of its industrial settings into the everyday lives of people, to places where consumers can access it as a fuel for their vehicles.

Project: This project focused on the identification of opportunities for the hydrogen supply industry and the automakers within the mobility value chain. Both industries need to define a healthy business model to be able to successfully migrate to a hydrogen world. The dilemma is as the chicken and egg problem: no vehicles without a hydrogen supply infrastructure, and no infrastructure without vehicles. Students examined options for cooperation, business model innovation, and analogies from other industries that could serve as salient examples of transformation and change.

SNV is a Dutch social enterprise committed to eliminating poverty and inequality in emerging markets. It offers strategic advisory services that build the capability of public and private actors to develop solutions that increase income and employment opportunities for the low income segment, while increasing their access to basic services, such as education, energy, health, and water and sanitation. SNV Latin America (SNV LA) is building its practice around economic inclusion, working to integrate the majorities into economic, social and public systems as an integrated solution to poverty and inequality. In alliance with the World Business Council for Sustainable Development (WBCSD), this organization is currently developing 70 inclusive business initiatives in Latin America.

Project: Working with SNV LA, the project team developed a strategy for Farmacorp, a national chain of pharmacies, to improve access to pharmaceutical products for low-income consumers in urban areas of Bolivia. The student team developed a Consumer-Directed Inclusive Business (CDIB) tool through intensive research on best practices in consumer-centric business models serving majority populations around the world. Once the model was established, the team used the CDIB tool during a field research trip in Bolivia to organize and frame Inclusive Business in the context of the pharmaceutical and health industries. The result was a detailed marketing strategy for Farmacorp and an analysis of the CDIB model that may be used to repeat the process across industries.

The Netherlands Development Organisation (SNV) provides strategic advice and knowledge for the public, private, and social sectors. SNV is physically present in five countries in Latin America, including Ecuador, Peru, Bolivia, Nicaragua and Honduras. SNV-LA has a team of 200 advisers, working with governments, the private sector, and civil society organizations, supporting them through advisory and brokering services, in their efforts to contribute to poverty reduction throughout the region. SNV-LA has become a trusted development catalyst that emphasizes inclusive economic growth. The organization is building its practice around the principle of economic inclusion, working to integrate the majorities into economic as well as social and public systems as an integrated solution to poverty and inequality.

Project: This project documented and analyzed one of the inclusive businesses that is developing within Ecuador with the support of SNV. SNV Ecuador has conducted extensive research in order to identify which production chains involve the greatest number of small rural producers, correspond to the poorest areas in the country, and show the most significant market growth potential in order to promote incentives to include producers located at the base of the pyramid in various production chains. The project analysis provided SNV with information on how to improve and scale its inclusive business model within Ecuador and beyond.

Suncor Energy Inc. is a growing, integrated energy company, strategically focused on developing one of the world's largest petroleum resource basins – Canada's Athabasca oil sands. Suncor began in 1967 by tapping oil sands to produce the first commercial barrel of synthetic crude oil. Since then, the company has grown to four major businesses with more than 5,000 employees. Located near Fort McMurray, Alberta in Canada, Suncor extracts and upgrades oil sands into high-quality refinery feedstock and diesel fuel. In Western Canada Suncor explores for, develops and produces natural gas. In Ontario Suncor refines crude oil and markets a range of petroleum and petrochemical products, primarily under the Sunoco brand. In Colorado Suncor's downstream assets include a Commerce City-based refinery, crude oil pipeline systems and a network of retail stations branded as Phillips 66. Suncor is also investing in clean, renewable energy sources. Suncor operates an ethanol plant in the Sarnia-Lambton region of Ontario. The St. Clair Ethanol Plant was expected to be the largest ethanol production facility in Canada.

Project: This project was aimed at helping the company better value the use of environmental resources in project planning and capital budgeting decisions.

Tandus is the profitability leader in the floorcoverings industry. It is a privately held entity comprised of three branded businesses – Monterey, C&A and Crossley – that design, manufacture and market modular tile, six-foot structured back, and tufted and woven broadloom. The company has been a consistent leader in addressing the social and environmental issues of the floorcoverings industry. Tandus' Infinity Initiative was the industry's first closed-loop recycling program. The company was able to convert old carpet into new carpet instead of simply diverting old carpet into secondary products as competitors did. The company's FLOORE program mines buildings in the industry's first and only carpet buy-back program. In 2004, Tandus introduced ethos™, a non-chlorinated, high-performance backing for commercial carpet that provides all of the durability attributes of PVC. ethos™ is a next-generation floorcovering product made from an abundant waste source - the polyvinyl butyral (PVB) film found in automotive windshields. ethos™ is the first commercial use for PVB which accounts for millions of pounds of landfill waste every year in the US.

Project: This project involved evaluating the supply chain for a polymer input of a new technological process that produced a next-generation floorcovering for the company. The product – a post-consumer and post-industrial, closed loop product – was the first of its kind in the industry. The project team evaluated potential domestic and international sources of the polymer and the manner in which the new product fit into the company's strategic profile.

The Terra Beata Cranberry Farm is a grower and processor of cranberry products.

Project: This project focused on a strategic growth plan for the company to focus operations and expand revenue.

The FARM Institute is a teaching farm that educates and engages children and adults in sustainable agriculture through the diverse operations of a working farm.

Project: The objective of this project was to develop a long-term (3-5 year) growth strategy for The FARM Institute centered around the organization's mission of education about sustainable agriculture.

The Hersha Group of Companies has the capability and expertise to take hospitality projects from conception through development, construction and pre-opening, to successful and profitable hotel operations.    Hersha Hospitality Trust (HT) is an NYSE listed real estate investment trust (REIT) focused on the acquisition and aggressive management of primarily upscale hotels in metropolitan markets such as New York City, Boston, Philadelphia, and Washington DC.  The Company owns interests in 76 hotels with approximately 10,071 rooms with global brands such as Marriott, Hilton, Hyatt and Starwood.  Hersha Hospitality Management is a nationally recognized hotel management and asset management organization that manages over 60 hotels across the Eastern United States.  Hersha Development Corporation, one of the nation’s leading hotel development companies, has the capability and proven expertise in developing and repositioning hotels in the highest barrier to entry markets in the U.S. including New York City.

Project:  Hersha Hospitality Trust created and branded EarthView, a comprehensive sustainability program.  The EarthView program has been launched and is being rolled out across their hotel portfolio.  The program’s near term objectives focus on strategies and operations within Hersha Hospitality Management.  The Hersha team is leveraging the company’s internal resources including senior executives, operations teams, engineering personnel, and property staff to maximize the environmental, social, and business improvements achievable through low-cost operational changes.   The EarthView program is still in its nascent stages, which gives Hersha the flexibility to creatively brand the program and develop EarthView into a revenue generating enterprise.  As such, Hersha would like to evaluate opportunities for developing EarthView as a self-sustaining business within The Hersha Group. 

The SGE Immersion team worked with Hersha to identify a set of short-, mid- and long-term revenue generation opportunities for three timeframes: 0-6 months, 6-12 months, and 12+ months.  After prioritizing the ideas with Hersha, the team was tasked with developing business plans for the three most operational ideas, including a thorough description of the revenue generation opportunity; a plan and timeline for implementation; a description of the resources and capital needed for implementation; and a 5-year costing and projection of the anticipated revenue.

The Hersha Group of Companies is committed to taking hospitality projects from conception through development, construction and pre-opening, to successful and profitable hotel operations. The companies within the Hersha Group include Hersha Hospitality Trust, Hersha Hospitality Management, and Hersha Development Corporation. Hersha Hospitality Trust is an NYSE listed real estate investment trust focused on the acquisition and aggressive management of upscale hotels in metropolitan markets. Hersha Hospitality Management is a nationally recognized hotel management and asset management organization that manages over 55 hotels across the Eastern United States. Hersha Development Corporation is one of the nation's leading hotel development companies in developing and repositioning hotels in the highest barrier to entry markets in the U.S. including New York City.

Project: Sustainability is becoming a more salient issue for the hospitality industry. Most brands now have sustainability guidelines, though there is great variation between and among them. It is also not uncommon for there to be a large gap between stated guidelines and actual implementation. Few hoteliers have thought deeply about the revenue generation opportunities that might emanate from a more nuanced understanding of sustainability as a driver of innovation and competitive advantage. This project focused on developing a more comprehensive sustainability strategy for the company that benchmarked industry best practices and identified potential revenue generation opportunities for the company.

The Water Initiative (TWI) is a new business venture dedicated to creating affordable, effective, local solutions to the world's worsening drinking water crisis. TWI's business model focuses on using a unique "co-creation" process that involves local communities directly in the design of commercially viable water solutions. Unlike most other water ventures that have sought to apply single 'one size fits all' technical solutions, often imposed from the top-down, TWI is developing a portfolio of point-of-use water technologies and business models that can successfully be adapted to fit local conditions and drive TWI commercial success while solving one of the United Nations' millennium goals most pressing crises in the process.

Project: The project team worked with a senior management to scope TWI's overall global market entry strategy for businesses that create economic value for TWI and its local partners while simultaneously providing reliable, pure, potable water at an affordable cost.

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ToughStuff

International Franchising Strategic Assessment (Spring 2010)

ToughStuff is a social enterprise that sells very inexpensive solar products designed for low-income people in developing countries. The company pursues ambitious sales targets to ensure profitability, while creating important social, environmental and poverty-reduction benefits. ToughStuff's operations are focused in Southern and Eastern Africa, with sales offices in Madagascar and Kenya. However, products are already in use in 20+ countries across the globe with significant additional demand.

Project: Franchising the ToughStuff operational approach, methods, brand, products, and sales and marketing materials could enable business growth through lower capital investment into markets that would not otherwise be viable for ToughStuff as a business. For that reason, the SGE Immersion team investigated and provided recommendations on how ToughStuff could develop an international franchising method to deliver products outside core markets. The report outlined the benefits and challenges of franchising over other alternatives; a financial model that can be applied in different geographic regions; how to identify potential franchises in each country; an articulation of what the franchise package offering would need to include to be a realistic and attractive proposition; and an analysis of the price of potential franchise license fees.

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VisionSpring

Acumen Fund

Strategic Planning (Spring 2011)

VisionSpring brings high-quality, low-cost vision care to neglected communities across the developing world. As a social enterprise, VisionSpring leverages best practices from both charity and business to develop a model capable of taking on the enormous global need for vision care.  Since its founding in 2001, VisionSpring has raised a combination of philanthropic and patient capital to support its operations.  In 2010, in recognition of an increasingly crowded philanthropic marketplace as well as its business units’ potential for profitability, VisionSpring began piloting new business models in an effort to increase its cost coverage and achieve unit sustainability and eventually profitability.  For example, in El Salvador, the pilot business model involves fixed infrastructure optical shops offering reading glasses and prescription glasses.  Prescription glasses are a more complex product offering, but the shops provide greater margins than do reading glasses alone, and respond to significant unmet demand for such services. In India, VisionSpring has started mobile van units which are more effectively targeting BOP consumers and creating demand for reading eyeglasses.  These units employ various social marketing and behavior change communication approaches not previously utilized by VisionSpring.

Acumen Fund is a non-profit global venture fund that uses entrepreneurial approaches to solve the problems of global poverty. Acumen seeks to prove that small amounts of philanthropic capital, combined with large doses of business acumen, can build thriving enterprises that serve vast numbers of the poor. Their investments, which include VisionSpring, focus on delivering affordable, critical goods and services – like health, water, housing and energy – through innovative, market-oriented approaches.

Project: VisionSpring senior leadership believes that new business models are key to greater profitability in future years, and that the organization can move from its current 501(c)3 non-profit tax status to either a hybrid or fully for-profit status beginning in the 2nd half of 2011.   The SGE Immersion team worked with VisionSpring leadership to help flesh out a new business plan for the organization.  The primary focus of the project was to specify a shift from a focus on Vision Entrepreneurs to a more full-service delivery model.  The team worked in connection with two other graduate teams which focused separately on developing pro-forma financials through 2017 as well as specifying the legal parameters required to restructure VisionSpring to compete more effectively in the future.

WaterHealth International is a venture-backed, for-profit corporation which addresses the most basic needs of BOP clients, i.e. the provision of safe, clean supply of water. Based on patented technology from Lawrence Berkeley National Laboratory, WHI has developed a turn-key solution for rural, urban and peri-urban populations. The current focus of the company is the delivery of community water systems (CWS) into rural India (the company has units installed throughout Asia, Central and South America and Africa). WHI has reduced the price of safe, clean water by two orders of magnitude in rural India – delivering 12 litres of treated water for Rs 1, and approximately 20 litres for Rs 1.5. The company has experienced high adoption rates (up to 80% of families using the CWS within a month of installation) but the delivery method still means that families are purchasing daily 12 or 20 litre containers which will only satisfy part of the daily demand for potable water in the typical rural household. The WHO estimates an average water consumption of 40 liters/day per person is desirable.

Project: This project investigated the feasibility of moving from the company's current business model to a new business model in India. The team evaluated the company's current business model, customer behavior and usage modes before making recommendations to the company's leadership.

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The World Bank is made up of two development institutions owned by 186 member countries: the International Bank for Reconstruction and Development (IBRD) and the International Development Association (IDA). The IBRD aims to reduce poverty in middle-income and creditworthy poorer countries, while IDA focuses on the world's poorest countries. The Bank's work is complemented by that of the International Finance Corporation (IFC), Multilateral Investment Guarantee Agency (MIGA) and the International Centre for the Settlement of Investment Disputes (ICSID). Together, these institutions provide low-interest loans, interest-free credits and grants to developing countries for a wide array of purposes that include investments in education, health, public administration, infrastructure, financial and private sector development, agriculture, and environmental and natural resource management.

Project:To assist the Bank in preparing a proposal for Japan Social Development Fund (JSDF) Financed Social Inclusion for Waste Pickers Seed Grant for the Philippines, the SGE Immersion team reviewed approaches for engaging the waste recycling industry; designed and executed data collection in Manila with wastepickers and private sector representatives; and assessed ideas and approaches for engagement of the private sector and waste pickers.

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Yingli is one of the leading vertically integrated photovoltaic (PV) product manufacturers in China. The company designs, manufactures and sells PV modules and it designs, assembles, sells and installs PV systems. The company's products and services substantially cover the entire PV industry value chain from the manufacture of multicrystalline polysilicon ingots, PV cells, PV modules and PV systems to PV system installation. Yingli sells PV modules under its own brand name, Yingli Solar, to PV system integrators and distributors located in various markets around the world.

Project:Yingli is interested in having a more informed understanding of its competitive landscape so that it might better identify market gaps/opportunities to improve positioning. The SGE Immersion team was tasked with providing recommendations to Yingli on how the company might address those gaps. The team conducted a high level market overview and benchmarked competitive key PV players. The team engaged a combination of desk research, interviews, and original survey data of US installers, integrators, developers and EPC's to analyze the industry and business opportunities for Yingli.