{"id":3923,"date":"2021-12-03T09:56:04","date_gmt":"2021-12-03T16:56:04","guid":{"rendered":"https:\/\/thewashroom.waterforpeople.org\/?p=3923"},"modified":"2021-12-03T10:18:38","modified_gmt":"2021-12-03T17:18:38","slug":"development-of-the-market-for-sato-pans-in-uganda","status":"publish","type":"post","link":"https:\/\/thewashroom.waterforpeople.org\/es\/development-of-the-market-for-sato-pans-in-uganda\/","title":{"rendered":"Desarrollo del mercado de sartenes SATO en Uganda"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">By Cate Nimanya, Former Country Director, Water For People in Uganda<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Versi\u00f3n en espa\u00f1ol\u00a0<a href=\"https:\/\/thewashroom.waterforpeople.org\/desarrollo-del-mercado-de-sato-pans-en-uganda\/\">aqu\u00ed<\/a>.<\/em><\/p>\n\n\n\n<hr class=\"wp-block-separator is-style-dots\"\/>\n\n\n\n<p class=\"wp-block-paragraph\">Kemirembe Janet owns the Kemirembe Fountain of Blessing General Hardware dealer that has been selling SATO Pans in Nakasero Market in Kampala, Uganda since 2014. She sells mainly to low-income households in Kampala or to the masons and contractors that transport the toilets to rural areas. She was introduced to the product by Water For People seven years ago. When I ask her how many she has sold last month, her facial expression changes. Due to the COVID-19 pandemic she has managed to sell only 50 pieces. This is not so bad, since in a good month she sells more than 70. Janet is among the over 500 distributers of the SATO Pan in Uganda who were recruited back in 2015 when Water For People partnered with LIXIL (then American Standard) to introduce the product to the Ugandan market.<\/p>\n\n\n\n<p class=\"has-text-align-center wp-block-paragraph\"><\/p>\n\n\n\n<figure class=\"wp-block-gallery columns-3 is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><ul class=\"blocks-gallery-grid\"><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"658\" height=\"440\" src=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan.jpg\" alt=\"\" data-id=\"3932\" data-link=\"https:\/\/thewashroom.waterforpeople.org\/?attachment_id=3932\" class=\"wp-image-3932\" srcset=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan.jpg 658w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan-300x201.jpg 300w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan-18x12.jpg 18w\" sizes=\"auto, (max-width: 658px) 100vw, 658px\" \/><\/figure><\/li><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"196\" height=\"163\" src=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan2.jpg.png\" alt=\"\" data-id=\"3933\" data-link=\"https:\/\/thewashroom.waterforpeople.org\/?attachment_id=3933\" class=\"wp-image-3933\" srcset=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan2.jpg.png 196w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan2.jpg-14x12.png 14w\" sizes=\"auto, (max-width: 196px) 100vw, 196px\" \/><\/figure><\/li><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"196\" height=\"166\" src=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan3.jpg.png\" alt=\"\" data-id=\"3934\" data-link=\"https:\/\/thewashroom.waterforpeople.org\/?attachment_id=3934\" class=\"wp-image-3934\" srcset=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan3.jpg.png 196w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/SaToPan3.jpg-14x12.png 14w\" sizes=\"auto, (max-width: 196px) 100vw, 196px\" \/><\/figure><\/li><\/ul><figcaption class=\"blocks-gallery-caption\"><strong><em>Kemirembe&nbsp;Fountain of Blessing General Hardware in Nakasero<\/em><\/strong>&nbsp;<\/figcaption><\/figure>\n\n\n\n<p class=\"has-text-align-left wp-block-paragraph\">The SATO Pan is a simple plastic mold that fits over a latrine pit, which means it can be used even when basic plumbing or sewer infrastructure are absent. It addresses persistent challenges faced by ordinary latrine owners, enabling users to enjoy an odorless atmosphere with no flies. The SATO Pan is easy to clean with minimal water use and discourages use of the latrine as a garbage disposal point, increasing its durability and making it easier to empty. Most importantly, the SATO Pan is safe to use by children, preventing accidents.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Currently, Nice House of Plastics, the licensed manufacturer in Uganda, produces three models of the SATO Pan in close collaboration with <a href=\"https:\/\/www.sato.lixil.com\/products\" target=\"_blank\" rel=\"noreferrer noopener\">LIXIL<\/a>: a low flow pan with locking tabs, a flex-install pan with quiet close, and a low flow stool with quiet close.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"362\" src=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8-1024x362.png\" alt=\"\" class=\"wp-image-3924\" srcset=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8-1024x362.png 1024w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8-300x106.png 300w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8-768x271.png 768w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8-18x6.png 18w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-8.png 1355w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption><strong><em>LIXIL&nbsp;products manufactured by Nice House of Plastics in Uganda (Source:&nbsp;LIXIL&nbsp;website)<\/em><\/strong>&nbsp;<\/figcaption><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/thewashroom.waterforpeople.org\/the-blue-piece-of-plastic-thats-changing-lives\/\" target=\"_blank\" rel=\"noreferrer noopener\">SATO&nbsp;Pans were introduced in Uganda<\/a>&nbsp;in&nbsp;2014&nbsp;with a&nbsp;donation of&nbsp;200&nbsp;products&nbsp;for market testing&nbsp;with&nbsp;both rural and urban households.&nbsp;Roughly 50,000&nbsp;pans&nbsp;have been&nbsp;sold&nbsp;every year&nbsp;for&nbsp;the past&nbsp;three&nbsp;years&nbsp;in Uganda.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Market-based sanitation is defined as a development approach to improve sanitation in a country by building the sanitation market for goods and services for which the customer makes a full or partial monetary contribution toward the purchase, construction, upgrade, and\/or maintenance of their toilet from the private sector (<a href=\"https:\/\/www.unicef.org\/media\/88821\/file\/MBS-Guidance-2020.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">UNICEF, 2020<\/a>). Water For People has been promoting this approach in Uganda to grow the SATO Pan market. The approach is effective in urban low-income communities, and in rural areas, it is combined with other approaches like Community Led Total Sanitation to accelerate and sustain the sanitation goals in a district. The SATO Pan market has grown overtime in Uganda, and we have learned several lessons, including:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. Knowledge of\u00a0the\u00a0sanitation\u00a0situation\u00a0and market segmentation helps target the right customers.<\/strong>\u00a0We have learned\u00a0overtime that understanding the market for any\u00a0sanitation\u00a0product or service\u00a0is critical for the success of the business.\u00a0Fifteen million\u00a0Ugandans\u00a0have\u00a0access to a basic\u00a0sanitation\u00a0facility.<sup>1<\/sup>\u00a0These\u00a0facilities\u00a0can easily be upgraded\u00a0with\u00a0the\u00a0SATO\u00a0Pan,\u00a0enabling\u00a0users to take a step up\u00a0the\u00a0<a href=\"https:\/\/washdata.org\/monitoring\/sanitation\" target=\"_blank\" rel=\"noreferrer noopener\">sanitation ladder<\/a>.\u00a0Understanding the size of your potential market is crucial, and\u00a0having\u00a0access to accurate data on current service levels is invaluable.\u00a0In Uganda, we have used\u00a0data from\u00a0the\u00a0Ministry of Health,\u00a0Division of Inspection, Sanitation and Hygiene.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. Understanding the customer interests and aspirations helps\u00a0to provide\u00a0the right product.\u00a0<\/strong>Not everyone that has a\u00a0basic toilet will be\u00a0a\u00a0customer. Therefore,\u00a0undertaking an in-depth\u00a0market research study will help understand customers\u2019\u00a0interests,\u00a0preferences, aspirations, and the features for which they are willing to pay.\u00a0Market research undertaken by\u00a0the\u00a0<a href=\"https:\/\/www.tetratech.com\/en\/projects\/uganda-sanitation-for-health-activity\" target=\"_blank\" rel=\"noreferrer noopener\">Sanitation for Health Activity<\/a>\u00a0in Uganda showed\u00a0that out of the 15\u00a0million\u00a0Ugandans,\u00a0only\u00a04.9\u00a0million\u00a0households can afford to upgrade their latrines.\u00a0This is\u00a0the\u00a0potential market for\u00a0SATO\u00a0products.\u00a0Of these\u00a0households,\u00a01.9\u00a0million\u00a0can\u00a0construct a new toilet and\u00a0with a\u00a0SATO\u00a0Pan,\u00a0and the remaining\u00a03\u00a0million\u00a0can upgrade their existing toilet with a\u00a0SATO\u00a0Pan\u00a0immediately.\u00a0Our\u00a0marketing programs are targeting\u00a0this population.\u00a0These households\u00a0are\u00a0found in\u00a0low-income rural communities and low-income urban slum-dwelling communities.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. Continuous product\u00a0design and\u00a0improvement is\u00a0critical.<\/strong>\u00a0The\u00a0success of the\u00a0SATO Pan\u00a0in Uganda\u00a0is\u00a0due to the responsiveness from\u00a0LIXIL to serve different customer segments. We\u00a0currently have\u00a0three\u00a0designs\u00a0on the market\u00a0which\u00a0has improved the\u00a0value proposition\u00a0for a broader group of customers.\u00a0LIXIL\u00a0worked closely with Water\u00a0For People\u00a0in the early years\u00a0to undertake customer\u00a0feedback. They were open\u00a0to\u00a0modifications,\u00a0such as adding\u00a0a\u00a0counterweight\u00a0to\u00a0the\u00a0opening mechanism of the\u00a0pan\u00a0to reduce\u00a0noise as one was using the pan.\u00a0Masons\u00a0would\u00a0often\u00a0make errors during the cement\u00a0measurement,\u00a0hence affecting\u00a0its operation.\u00a0The design process has been iterative,\u00a0leading to products that\u00a0appeal to various customer segments.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4. A strong\u00a0delivery\u00a0model\u00a0ensures robust distribution.<\/strong>\u00a0To meet consumer demand,\u00a0Nice House of\u00a0Plastics\u00a0has\u00a0a\u00a0distribution chain\u00a0that includes\u00a046 super\u00a0storers\u00a0spread throughout the country.\u00a0These\u00a0storers\u00a0distribute to various retailers, including\u00a0hardware shops,\u00a0community-based organizations,\u00a0and\u00a0individuals. Water\u00a0For\u00a0People supported\u00a0over 500 hardware and retail shops\u00a0(like Janet Kemirembe\u2019s!)\u00a0in different parts of Uganda\u00a0to\u00a0carry the\u00a0SATO\u00a0products.<br><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"380\" height=\"441\" src=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-9.png\" alt=\"\" class=\"wp-image-3927\" srcset=\"https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-9.png 380w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-9-259x300.png 259w, https:\/\/thewashroom.waterforpeople.org\/wp-content\/uploads\/sites\/2\/2021\/11\/image-9-10x12.png 10w\" sizes=\"auto, (max-width: 380px) 100vw, 380px\" \/><\/figure><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>5. Strategic\u00a0partnerships can\u00a0lead to\u00a0scale.<\/strong>\u00a0Collective action will enable Uganda\u00a0to\u00a0achieve\u00a0safely managed\u00a0sanitation. There are many sanitation players\u00a0in Uganda\u00a0with an interest in\u00a0SATO\u00a0Pans,\u00a0and this has led to growth\u00a0along the entire\u00a0value chain.\u00a0Most\u00a0efforts have\u00a0supported\u00a0demand creation at community level, training\u00a0of\u00a0masons,\u00a0and\u00a0support\u00a0to\u00a0the storage\u00a0and\u00a0hardware shops. Marketing campaigns using various channels in Uganda has stimulated the market further.\u00a0To\u00a0date, monthly sales\u00a0of 4,000 to 5,000\u00a0products\u00a0across the country\u00a0is\u00a0the\u00a0result of collective action. Water\u00a0For\u00a0People has partnered\u00a0with Rotary\u00a0Clubs,\u00a0the\u00a0Uganda Sanitation for Health Activity, Kampala Capital\u00a0City Authority,\u00a0and UWASNET members, all of whom\u00a0have ongoing\u00a0sanitation improvement programs in various parts of the country.\u00a0Partners\u00a0aim to enable every household\u00a0to access the\u00a0SATO\u00a0Pans, while\u00a0making\u00a0a\u00a0conscious\u00a0effort\u00a0not to distort the market.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>6. Managing\u00a0messages,\u00a0branding,\u00a0and\u00a0communication\u00a0is key.<\/strong>\u00a0The communication strategy for\u00a0SATO\u00a0Pans is\u00a0spearheaded by\u00a0LIXIL\u00a0in\u00a0order not to confuse\u00a0value chain actors\u00a0or\u00a0communities in\u00a0Uganda.\u00a0Sales and marketing campaigns\u00a0are\u00a0carried out to persuade interested customers into a purchasing decision.\u00a0The\u00a0SATO\u00a0brand\u00a0fliers\u00a0and\u00a0wall branding can easily be translated to different languages and used by all partners.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The\u00a0SATO\u00a0Pan story\u00a0continues\u00a0in Uganda with\u00a0less and less support or intervention from\u00a0Water\u00a0For People.\u00a0The market is enabling access for many, but there are still challenges\u00a0related to affordability, so there is still an ongoing role in unlocking the last mile!<\/p>\n\n\n\n<hr class=\"wp-block-separator is-style-wide\"\/>\n\n\n\n<p class=\"wp-block-paragraph\">[1] Ministry of Water and Environment (MWE), 2020. Sector Performance Report 2020. <a href=\"https:\/\/www.mwe.go.ug\/library\/sector-performance-report-2020\">https:\/\/www.mwe.go.ug\/library\/sector-performance-report-2020<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p><i> por Cate Nimanya <\/i><br \/>\nWater For People ha estado promoviendo el saneamiento basado en el mercado en Uganda para hacer crecer el mercado SATO Pan. El enfoque es efectivo en comunidades urbanas de bajos ingresos, y en \u00e1reas rurales, se combina con otros enfoques como el saneamiento total liderado por la comunidad para acelerar y sostener las metas de saneamiento en un distrito.\u00a0<\/p>","protected":false},"author":5,"featured_media":3931,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[57,59,40,80],"tags":[830],"class_list":["post-3923","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-market-based-approach","category-saab","category-sanitation","category-sato-pan","tag-english"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v21.7 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Development of the Market for SATO Pans in Uganda - The WASH Room<\/title>\n<meta name=\"robots\" content=\"index, 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