Betting on majorities: inclusive distribution models in Latin America



Nunzia Auletta, Josefina Bruni Celli, María Helena Jaén

Published in


We present here seventeen for-profit and non-profit initiatives, carried out in recent years with the purpose of developing inclusive dis- tribution networks. These experiences, one from Spain and sixteen from Latin America, were studied by the Observatorio Scala, an effort to gen- erate knowledge about inclusive distribution networks. Our purpose is to show the challenges that these initiatives had to face when devising, designing, launching and scaling their project of serving low-income segments (LIS). We also highlight learnings for future ventures aiming for sustainability through inclusive distribution networks.