Salauno

11 Pages Posted: 27 Aug 2018 Last revised: 8 Sep 2018

See all articles by Alexis Kretchmar Hernández

Alexis Kretchmar Hernández

Universidad Panamericana - Instituto Panamericano de Alta Dirección de Empresa (IPADE)

Robert S. Harris

University of Virginia - Darden School of Business

Abstract

This case introduces salauno, a for-profit company founded by two young entrepreneurs, Javier Okhuysen and Carlos Orellana, who wanted to eliminate needless blindness in Mexico. Untreated cataracts and complications from diabetes were the leading causes of blindness in Mexico as of 2017, and the entrepreneurs aimed to build an inclusive business focusing on low- and middle-income people who were either underserved or completely unserved by the existing Mexican health care market. salauno had experienced high growth since its beginning, but in early 2017, Okhuysen and Orellana faced a crucial test of their company's business model: they wanted to quickly scale the business to serve more patients and take advantage of improvements in cost efficiency, but could the company's financing sustain its ambitious growth plans? Would the existing financial base support salauno's future?

Excerpt

UVA-F-1830

Aug. 6, 2018

salauno

In early 2017, salauno faced a crucial test of its business model: Could the company's financing sustain its ambitious growth plans? Founded as a for-profit company in 2011, salauno's mission was to “eliminate needless blindness in Mexico.” The company had grown dramatically and already helped tens of thousands of low-income patients recover or improve their eyesight, thus addressing a major cause of disability in Mexico.

The cofounders, Javier Okhuysen and Carlos Orellana, were extremely proud of salauno's accomplishments and shared ambitious plans for the future. Their goal was to quickly scale the business to serve more patients and take advantage of improvements in cost efficiency, many of which accompanied higher volumes.

To support the growth agenda, salauno had raised MXN80 million in capital in mid-2016. This was on top of prior financings from other private investors since the company's founding. Would the existing financial base support salauno's future?

. . .

Keywords: blindness, underserved markets, Mexico, health care, diversity

Suggested Citation

Hernández, Alexis Kretchmar and Harris, Robert S., Salauno. Darden Case No. UVA-F-1830, Available at SSRN: https://ssrn.com/abstract=3238610

Alexis Kretchmar Hernández

Universidad Panamericana - Instituto Panamericano de Alta Dirección de Empresa (IPADE)

Floresta 20, Col. Clavería
Delegación Azcapotzalco 02080
Mexico

Robert S. Harris (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924-4823 (Phone)
434-924-4859 (Fax)

HOME PAGE: http://www.darden.virginia.edu/faculty/harris.htm

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