Case Name :      VisionSpring in India: Enabling Affordable Eyeglasses for the Poor

Authors :           Sandeep Goyal, Amit Kapoor

Source :             Ivey Publishing

Case ID :            W14767

Discipline :        General Management

Case Length :    11 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

VisionSpring enabled access to affordable eye care for low-income individuals suffering from vision impairment in developing economies. Established in the United States as a not-for-profit social enterprise, it sold more than two million pairs of eyeglasses globally, which included over one million pairs of eyeglasses sold in India. Despite achieving this scale, VisionSpring believed there was a long way to go considering the estimated 300 million people in India requiring eyeglasses for vision correction. Realizing this as a huge unmet opportunity, the company set a goal of achieving 10 times its annual sales volume in India. This was not an easy task considering the socio-economic dynamics of the base of the pyramid segment, as well as market challenges in peri-urban and rural India. The plan would require a total paradigm shift in the overall business model of VisionSpring in India.