9d18f9be_es___Deloitte_University_Press__1
[0] Efficient Kerosene Burners & Servals Automation Pvt. Ltd [2] Demonstrated Results!Provided healthy margins for its distributors by driving sales and increased adoption through customer demonstration to confirm to the buyer that the product was low maintenance and long lasting. [3] • The Price is Right: To gain greater market penetration, margins to both the wholesaler and the retailers were improved by decreasing wholesale price.• Customer is King: Understood what customer preferences and needs were in order to design a low-maintenance and efficient product. [1] 
Servals changed its pricing strategy to redistribute production costs, bringing higher margins to the retail dealers and allowing the product to match consumer preferences.26
Generating demand for clean cookstoves in developing countries | Deloitte University Press