Questionnaire Outcome

MBS MBA Gang

Q1 -The business area that best describes my organisation

23.5%

0.0%

5.9%

17.6%

47.1%

0.0%

5.9%

8.9%

0.0%

4.4%

8.9%

64.4%

8.9%

4.4%

9.3%

13.0%

11.1%

9.3%

37.0%

13.0%

7.4%

Education

NGOs

Healthcare / Hospital

Manufacturing

Entrepreneur

Government

Micro-finance Enterprises

Zambia Nigeria Ghana

-Entrepreneurs - Manufacturing-Education - Healthcare / Hospital - MFEs

Q2 -When choosing an electricity power system for your business/organisation, how important would you consider the following factors? (Please tick the appropriate box – 1 = least important and 10 = most important)

1

3

1

3

3

1 2

3

71

6

3

41 6

5 4

3

4 7

63

7 86 5 5

10

5 4

0

2

4

6

8

10

12

14

16

18

Importance factors % - Ghana

1 2 3 4 5 6 7 8 9 10

Q2 -When choosing an electricity power system for your business/organisation, how important would you consider the following factors? (Please tick the appropriate box – 1 = least important and 10 = most important)

8

7

6

44

9 7

4

7

43

6

10

87

4 8

8

13

12

24

8

1625

27

11 8

30

18

12

0

5

10

15

20

25

30

35

40

45

Importance factors % - Nigeria

1 2 3 4 5 6 7 8 9 10

Q2 -When choosing an electricity power system for your business/organisation, how important would you consider the following factors? (Please tick the appropriate box – 1 = least important and 10 = most important)

3

7

42

6

11

4

2

6

3

4

613

7

14

13

9

11

12

3

39

27 2837

26

11

28

3829

25

0

10

20

30

40

50

Importance factors % - Zambia

1 2 3 4 5 6 7 8 9 10

Q3 - When purchasing an electricity power system for my business/organisation, I would weigh the challenges faced

as (1 = least challenging and 6 = most challenging)

7 1114

10

64

814

1011

10 9

2213 10 14

24 21

0

10

20

30

40

50

Initial good Price

Trustworthy Distrib

Adv different systems

Correct tech/info

Good ROI Elec power systems access

6

5

4

3

2

1

1 4 3 2

4

14 1

5 4

1

4

3 5

44

76

8 7 4 62

4

0

5

10

15

20

Initial good Price

Trustworthy Distrib

Adv different systems

Correct tech/info

Good ROI Elec power systems access

6

5

4

3

2

1

Ghana

Nigeria

7 1114

10

64

814

1011

10 9

2213 10 14

24 21

0

10

20

30

40

50

Initial good Price

Trustworthy Distrib

Adv different systems

Correct tech/info

Good ROI Elec power systems access

6

5

4

3

2

1

613

1011

106

4 8 1815 4 14

610

914

1097

5

7 6

89

1712

5 613 9

0

10

20

30

40

50

60

Initial cost of purchase/obtaining a

good price

Finding a trustworthy distributor

Understanding the advantages of different

systems

Correct technology/obtaining

information

To obtain good return on investment

Accessibility to electricity power

systems

6

5

4

3

2

1

Zambia

Q2 -When choosing an electricity power system for your business/organisation, how important would you consider the following factors? (Please tick the appropriate box – 1 = least important and 10 = most important)

Q3 - When purchasing an electricity power system for my business/organisation, I would weigh the challenges faced

as (1 = least challenging and 6 = most challenging)

Choice of System factors (Q2-3)

When it comes to the most important factors when choosing a power system, the results were:Efficiency Capital and maintenance costsEase of installations and operationsAfter sales was quite significant in Ghana and Zambia

As for the most challenging factorsInitial costs of purchase / obtaining a good priceGood return on investmentCorrect technology / obtaining informationFinding a trustworthy distributor

The above factors highlight the some of the key components that should be part of the package offered by SNI to potential distributors. This can also be used as part of SNI sales negotiations to demonstrate our good understanding of the market demands. Selling price and ROI structure will define the company position against competitors and set the standards for future market growth.

Q4 -Please select your preferred system as shown in the diagram above

5.9%

0.0%

3.7%

23.5%

22.2%

22.2%

47.1%

48.9%

18.5%

23.5%

28.9%

55.6%

0.0% 20.0% 40.0% 60.0%

Ghana

Nigeria

Zambia

System 5 - 10kW and up

System 4 - 1kW to 10kW

System 3 - 100W to 1kW

System 2 - 20 to 100W

System 1 - Less than 20W

The chart shows the combined results of three countries for different system preferred price ranges:

Q6 - My business or organisation would purchase an electricity power system through one or more of the following means:

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%

Credit card

Take out a loan from the bank

Take out a lease from the distributor or seller

Buy on hire purchase

Buy outright

Zambia

Nigeria

Ghana

As previously identified from the PESTEL analysis and unlike the developed countries, their preferred means of purchase electricity are not loans from Banks or credit cards but Buy outright, over 60%Buy on hire purchase, over 25%The use of personal savings for business purposes is the most common model in all three countries.

Q7 - My business or organisation will be interested in buying an electricity power system that is able to calculate the exact amount of electricity that is used at any point in time:

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Ghana Nigeria Zambia

Agree

Disagree

Q8 - My business or organisation will be interested in an electricity power system that has the ability to generate income through charging for the exact electricity that consumers use:

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Ghana Nigeria Zambia

Agree

Disagree

Q9 - My business or organisation will be interested in buying an electricity power system that can use a pay as you go (PAYG) charge card similar to mobile phone charging systems as a means to generate income

0.0%

20.0%

40.0%

60.0%

80.0%

100.0%

120.0%

Ghana Nigeria Zambia

Agree

Disagree

With over 80% of the responses across all three countries, the targeted audience really like the product potential and are interested obtaining this products based on its ability to control electricity and generate income.

When it comes to the use of the system as PAYG model, there seems to be a balance response rates (agree 60% and disagree 40%) between Ghana and Zambia but Nigeria are very much in favour of this type of revenue stream with almost 100% votes. This lead to believe that there is a need to put an emphasis on the PAYG in Ghana and explain the benefits of this model. A point to address in the marketing approach.

Q10 - My business or organisation prefer to buy an electricity power system from one or more of the locations below:

0% 10% 20% 30% 40% 50% 60% 70% 80%

Road-side generator store

Internet

Market

Importer or supplier

Zambia

Nigeria

Ghana

Q11 - An after-market service is important for my business or organisation when I purchase an electricity power system. The most important service for me is:

0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0%

Ghana

Nigeria

Zambia

Extended system service agreement with the system supplier

Options on technical training support from the system provider

An after-market service contract with a maintenance company

Manufacture warranty agreement

Our own in house maintenance capacity

None of above, don’t require any services

•Extended system service agreement with the system supplier•An after-market service contract with a maintenance company•Options on technical training support from the system provider•Manufacture warranty agreement

Q12 - When my business or organisation buys an electricity power system, the price point I would require to have it installed by a professional is:

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%

8

7

6

5

4

3

2

1

Zambia

Nigeria

Ghana

1 2 3 4 5 6 7 8

USD 350+ 750+ 1000+ 1500+ 2000+ 2500+ 3000+ 3500+

Strong concentration within the $1,000 to $1,500 price range. Worth mentioning that a significant number of Ghanaian participants are willing to pay the highest price of $3,500 . The lowest price