Evaluation of distribution models for household water treatment products in Kenya

Marketing trials for ceramic filters and other HWTS products were carried out in Kenya over 16 months. Community education trainings and sales models were set up at four different sites with local entrepreneurs, Community Health Workers of the Public Health system, Community-based Organizations and staff of NGOs. Selling filters through the water utility, a community-based enterprise, was the most successful retail model, followed by sales done by Community Health Workers. Evidence showed that community-based organizations need to be equipped with adequate management and marketing skills to successfully sell products. Community education through household visits (independent of the stakeholder carrying out the activity) was an effective marketing strategy. Emotional attributes, social norms, if people think it is important to treat the water and education level had the highest influence on the frequency of household water treatment in households.