Innovating Rural Sanitation: Lessons Learned From the trial of SATO Products in Guatemala

This case study explores SATO’s first product trial in Guatemala. It highlights the process, community feedback, and lessons learned, from introducing SATO’s hygiene solutions to Latin America, paving the way for future regional expansion.

The Context

SATO’s engagement in Guatemala began in November 2022, learning from NGOs and local governments about the local sanitation and hygiene conditions and needs and assessing which SATO products could be appropriate, aspirational and affordable for rural communities . SATO initiated a product trial by shipping 1,000 SATO Taps and 600 SATO Stools from Tanzania to Guatemala. Following the shipment’s arrival in May 2024, SATO team members traveled to Guatemala to set the groundwork for the product trial with partners, including UNICEF, Helvetas and Global Communities.

LIXIL’s product designers and partnership teams held a two-day product training for these implementing partners, to provide instructions for product installations and co-develop an implementation and monitoring plan. The implementing partners would do a baseline survey about households’ hygiene and sanitation conditions and challenges, and return to households 6-12 weeks later to assess households’ feedback about the SATO Stool and Tap. In addition, the SATO team held a Product Expo in Guatemala City for over 30 stakeholders from NGOs, government, and the private sector, to introduce SATO to all WASH stakeholders.

the challenge

The primary challenge was to determine the product viability and user acceptance of the SATO Stool and SATO Tap in a new region, Latin America, starting with Guatemala. SATO needed to understand how these products, designed for improving sanitation and hygiene, would be perceived and used by rural households. This involved navigating logistical hurdles, coordinating with multiple international and local partners, and gathering reliable data on product performance, user satisfaction, and price sensitivity. The learnings from Guatemala are expected to help make an informed decision on a wider regional rollout.

the objectives

The core objectives of the product trial were to:

- - Gather and analyse feedback from households in Guatemala on the SATO Stool and SATO Tap.
  - Assess the market opportunity and potential for SATO products in the region.
  - Identify key product strengths, weaknesses, and areas for improvement based on consumer’s use.
  - Begin to understand consumer willingness to pay for the products.
  - Use the findings to develop a strategic action plan and timeline for SATO’s expansion into Guatemala and other countries in Latin America

the rollout

The product trial was conducted from September 2024 to March 2025.

Methodology: Households were provided with one SATO Stool and one SATO Tap. The SATO Stool was chosen for this trial instead of the SATO Pan because it enables a seated position when using the toilet, which is the preferred way of defecation in Guatemala. Feedback was collected at the time of installation and again 6-12 weeks later. Communities were selected by partners based on the percentage of sanitation coverage. Partners engaged local municipalities to get their buy-in for the product trial, and to request support for construction materials. Municipalities provided one bag of cement, one iron rod and wire for the latrine slab floor. Families were asked to contribute through labor, and built their own walls and roofs. The local healthcare facilities supported by providing the mold for the cement floor.
Partners and geography: The trial was managed in collaboration with key partners. Global Communities handled installations in Huehuetenango and Quiche. Helvetas and UNICEF focused on Alta Verapaz and Jalapa.
Installation: A total of 600 Stools and 950 Taps were installed across the four departments. In Huehuetenango and Quiche, the Stools were primarily used to retrofit existing latrines. In Jalapa and Alta Verapaz, they were mostly installed as part of new latrine constructions.

the results

The trial yielded overwhelmingly positive feedback, alongside specific points for improvement.

Positive Feedback:

SATO Stool: 92% of users reported the stool was “functioning very well.” It was highly praised for its comfort (21.1%), durability (15.8%), design (15.8%), and ability to improve smell (15.8%). A remarkable 99% of households liked its appearance. Testimonials noted that families were motivated to build new, better shelters to match the “beautiful” aesthetic of the stool. During a visit to Jalapa in November 2025, communities shared that the Stool was still working very well, and praise included that the installations of the Stools in a community had improved the odor of the entire street. Households also noted that it was washable and very clean, comfortable, easy for children to use, and used very little water.
SATO Tap: 86% reported the tap “worked well.” Users’ favourite features were its ease of use (40.4%) and its water-saving capability (22.2%). 92% found it easy to refill. A partner testimonial highlighted that families saw it as their “favorite way to wash their hands” and even desired a second unit for their kitchens.
Price estimate: For the SATO Stool, the most common price range households said they expected the Stool would be was between $20 – $30. For the SATO Tap, the most common price range was between $5 – $10 USD. It is interesting to note that when completing market research in the region, similar products to the SATO Stool retail for $48 and $57, respectively.

Opportunities for improvement:

SATO Stool: Of the 8% who reported criticism and product dissatisfaction, these consumers mentioned that it required too much water for cleaning, the hole opening was too small, and the intended screw-based installation was impractical for communities lacking drills, forcing them to use concrete mix instead.
SATO Tap: Regarding the criticism reported about the SATO Tap, users reported the water pressure was too low. Other feedback included a desire for a larger water container, the need for a roof to protect the soap, and a soap dish design that was unsuitable for bar soap in outdoor conditions (drying in the sun or wasting in the rain).

The trial yielded overwhelmingly positive feedback, alongside specific points for improvement.

Positive Feedback:

SATO Stool: 92% of users reported the stool was “functioning very well.” It was highly praised for its comfort (21.1%), durability (15.8%), design (15.8%), and ability to improve smell (15.8%). A remarkable 99% of households liked its appearance. Testimonials noted that families were motivated to build new, better shelters to match the “beautiful” aesthetic of the stool. During a visit to Jalapa in November 2025, communities shared that the Stool was still working very well, and praise included that the installations of the Stools in a community had improved the odor of the entire street. Households also noted that it was washable and very clean, comfortable, easy for children to use, and used very little water.
SATO Tap: 86% reported the tap “worked well.” Users’ favourite features were its ease of use (40.4%) and its water-saving capability (22.2%). 92% found it easy to refill. A partner testimonial highlighted that families saw it as their “favorite way to wash their hands” and even desired a second unit for their kitchens.
Price estimate: For the SATO Stool, the most common price range households said they expected the Stool would be was between $20 – $30. For the SATO Tap, the most common price range was between $5 – $10 USD. It is interesting to note that when completing market research in the region, similar products to the SATO Stool retail for $48 and $57, respectively.

Opportunities for improvement:

SATO Stool: Of the 8% who reported criticism and product dissatisfaction, these consumers mentioned that it required too much water for cleaning, the hole opening was too small, and the intended screw-based installation was impractical for communities lacking drills, forcing them to use concrete mix instead.
SATO Tap: Regarding the criticism reported about the SATO Tap, users reported the water pressure was too low. Other feedback included a desire for a larger water container, the need for a roof to protect the soap, and a soap dish design that was unsuitable for bar soap in outdoor conditions (drying in the sun or wasting in the rain).

the learnings

The execution of the trial provided several key lessons for the roll-out in Guatemala and future expansion in Latin America:

Allow for bureaucracy: significant time is needed to secure permissions from local governments and municipalities to retrieve the proper approvals to begin testing new products in households. This process can add an estimated 6-8 weeks to a project timeline.
Simplify data collection: the survey process was seen as difficult and repetitive by field partners. Future trials should simplify data collection methods, have a clear plan for translation, and streamline coordination, especially when working with numerous implementing partners.
Resource for quality monitoring: to ensure high-quality data, partner organisations should allocate resources to hire temporary staff dedicated to installation, monitoring, and survey completion. Simply adding these duties to existing staff or volunteers can significantly compromise the quality of the information gathered.

Next Steps

Given the positive feedback from households, LIXIL will pursue finding supply chain partners to support Latin America through importing and distributing SATO products across the region, beginning with Honduras and Guatemala. Once an importer and distributor is identified, LIXIL will pursue retail partners to begin trialing SATO products and further assessing product-market fit and price acceptability.

As of June 2026. LIXIL is pleased to share that we have launched a partnership with Business Connect to serve as our regional distributor for Latin America, and products will be available in Honduras and Guatemala in summer 2026.