Jacqueline Novogratz: Investing in Africa's own solutions

翻译人员: Rony Chen 校对人员: Zachary Lin Zhao

I want to start with a story, a la Seth Godin,

我想以塞思.戈丁的方式开始演讲，那就是讲个故事。

from when I was 12 years old.

当我还是12岁的时候

My uncle Ed gave me a beautiful blue sweater --

我叔叔 Ed 给了一件非常漂亮的蓝色羊毛衫

at least I thought it was beautiful.

至少我认为很漂亮

And it had fuzzy zebras walking across the stomach,

一群绒毛斑马横穿肚子部分，

and Mount Kilimanjaro and Mount Meru were kind of

乞力马扎罗山和梅鲁山差不多

right across the chest, that were also fuzzy.

横跨胸前部分，当然也是绒毛的。

And I wore it whenever I could,

我一有机会就穿上它，

thinking it was the most fabulous thing I owned.

总是觉得那是我拥有过的最好的东西

Until one day in ninth grade,

直到有一天9年级的时候

when I was standing with a number of the football players.

当我和一群橄榄球队员站在一起的时候

And my body had clearly changed, and Matt,

我的体形已经明显变化了， Matt Mussolian

who was undeniably my nemesis in high school,

他是我在中学时候毫无疑问的克星

said in a booming voice that

放高声说道

we no longer had to go far away to go on ski trips,

我们再不用去很远的地方去滑雪了，

but we could all ski on Mount Novogratz.

但是我们可以去诺沃格拉茨山去滑雪了。

(Laughter)

（笑声）

And I was so humiliated and mortified

我当时觉得很屈辱和羞愧

that I immediately ran home to my mother and chastised her

我立即跑回家，到母亲面前来埋怨

for ever letting me wear the hideous sweater.

埋怨她让我一直穿着这件丑陋恶心的羊毛衫

We drove to the Goodwill and we threw the sweater away

我们开车到Goodwill(旧货廉价店)把那件羊毛衫扔掉了

somewhat ceremoniously,

多少很隆重的样子

my idea being that I would never have to think about the sweater

我的想法就是，再也不用想这件羊毛衫了

nor see it ever again.

再也不用看到它了。

Fast forward -- 11 years later, I'm a 25-year-old kid.

时间飞逝，11年过去了，我已经是25岁的大小孩了。

I'm working in Kigali, Rwanda, jogging through the steep slopes,

我在基加利，卢旺达，在陡坡上慢跑，

when I see, 10 feet in front of me, a little boy -- 11 years old --

结果我看到，大约10英尺前面，一个小男孩 - 11岁左右

running toward me, wearing my sweater.

向我的方向跑来，穿着我的羊毛衫。

And I'm thinking, no, this is not possible.

我当时想，不，这不可能

But so, curious, I run up to the child -- of course

但是 处于好奇，我向着这个小男孩跑过去

scaring the living bejesus out of him --

当然了，把他的魂都吓出来了

grab him by the collar, turn it over, and there is my name

抓住他的衣领，把它翻过来，我的名字就在上面

written on the collar of this sweater.

就写在羊毛衫衣领上面

I tell that story, because it has served and continues to serve

我说这个故事，是因为它一直都是一个很好的隐喻，

as a metaphor to me about the level of connectedness

来暗示这个世界的层层相关作用

that we all have on this Earth.

我们都生活在地球上，层层相关。

We so often don't realize what our action and our inaction

我们经常太不注意我们的各种做为和不做为

does to people we think we will never see and never know.

对我们永远都不会见到和知道的人产生什么影响

I also tell it because it tells a larger contextual story

我说这个故事，还因为它告诉我们一个更大的背景故事

of what aid is and can be.

一个讲述援助是什么以及它能做的故事。

That this traveled into the Goodwill in Virginia,

也就是这件羊毛衫千里迢迢旅行到了那里，从佛吉尼亚的Goodwill廉价店里

and moved its way into the larger industry,

并且到了这个更大的行业中

which at that point was giving millions of tons of secondhand clothing to Africa and Asia.

这个给非洲和亚洲百万吨的二手衣服的行业

Which was a very good thing, providing low cost clothing.

这也是非常好的事情，提供了成本低廉的衣物

And at the same time, certainly in Rwanda,

同时，在卢旺达

it destroyed the local retailing industry.

这行业也摧毁了当地的零售业

Not to say that it shouldn't have,

不是说它本不应该

but that we have to get better at answering the questions

而是说我们怎样更好的回答这些问题

that need to be considered when we think about consequences

而是我们应该怎样考虑事情的后果

and responses.

以及反响。

So, I'm going to stick in Rwanda, circa 1985, 1986,

所以我就继续讲讲卢旺达，大概1985、86的时候，

where I was doing two things.

当时我在哪里做两件事。

I had started a bakery with 20 unwed mothers.

我和20个未婚妈妈开了个面包店

We were called the "Bad News Bears," and our notion was

我们被称为：坏消息狗熊，并且我们的主张是

we were going to corner the snack food business in Kigali,

我们要在基加利垄断零食生意

which was not hard because there were no snacks before us.

那也不是一件难事，因为之前压根就没有过零食这一说。

And because we had a good business model, we actually did it,

因为商业模式还不错，我们成功了

and I watched these women transform on a micro-level.

我看着这些妇女在微观层面上的转变

But at the same time, I started a micro-finance bank,

同时我也开始了微观融资银行

and tomorrow Iqbal Quadir is going to talk about Grameen,

明天，Iqbal Quadir 先生将要讨论到格兰米先生

which is the grandfather of all micro-finance banks,

他是微观融资银行鼻祖

which now is a worldwide movement -- you talk about a meme --

现在已经是一种世界性的活动 - 算得上是一种爆红了 -

but then it was quite new, especially in an economy

但是那时候这个理念还是很新奇的，尤其是在哪些

that was moving from barter into trade.

刚刚从交换体制转到贸易体制的经济体。

We got a lot of things right.

我们作对了很多的事情

We focused on a business model; we insisted on skin in the game.

我们关注商业模式，我们坚持参与到投资中来，

The women made their own decisions at the end of the day

妇女们做最后的决定，

as to how they would use this access to credit

比方说她们如何用生意去敲开信贷的门

to build their little businesses, earn more income

开始慢慢积累小生意，挣更多的收入

so they could take care of their families better.

这样更好地照顾自己的家庭

What we didn't understand, what was happening all around us,

我们没有理解的是正在发生在我们周围的事情

with the confluence of fear, ethnic strife

恐惧种族和冲突交杂在一起

and certainly an aid game, if you will, that was playing into

当时那种所谓的援助游戏

this invisible but certainly palpable movement inside Rwanda,

参与到这项在卢旺达看不到却感受得到的运动

that at that time, 30 percent of the budget was all foreign aid.

在那时，30%的预算来自于国外援助

The genocide happened in 1994,

1994年发生了种族灭绝

seven years after these women all worked together

就在这些妇女为了编制梦想

to build this dream.

一起工作了七年之后。

And the good news was that the institution,

可喜的是这个制度

the banking institution, lasted.

银行机制留存了下来

In fact, it became the largest rehabilitation lender in the country.

实际上，它也成为卢旺达的最大的复兴银行

The bakery was completely wiped out,

面包行被彻底的摧毁了

but the lessons for me were that accountability counts --

对于我来说，经验教训就是：负责心最重要。

got to build things with people on the ground,

干事业要以人为本，

using business models where, as Steven Levitt would say,

就如Steven Levitt所说，商业模式中

the incentives matter.

应有激励制度才行。

Understand, however complex we may be, incentives matter.

要知道，不管事情多么复杂，激励机制总会有效的

So when Chris raised to me how wonderful everything

当Chris向我提起每件事有多有效

that was happening in the world,

每件正在发生的事，多么美好

that we were seeing a shift in zeitgeist,

我们看到时代精神的转变

on the one hand I absolutely agree with him,

一方面，我完全赞同他的观点

and I was so thrilled to see what happened with the G8 --

我也非常兴奋的看到八国会议讨论的事情

that the world, because of people like Tony Blair and Bono

这个世界因为有像首相布莱尔和博诺(爱尔兰歌手)

and Bob Geldof -- the world is talking about global poverty;

还有鲍伯盖朵夫(爱尔兰歌手) - 世界才会谈论全球贫穷

the world is talking about Africa

世界才会谈论非洲

in ways I have never seen in my life.

用这种我一生中前所未有的方式谈论

It's thrilling.

真是令人激奋

And at the same time, what keeps me up at night

另一方面，让我夜夜难以入眠的是

is a fear that we'll look at the victories of the G8 --

对看待八国会议成功所产生的一种恐惧

50 billion dollars in increased aid to Africa,

对非洲的援助增加了500亿元

40 billion in reduced debt -- as the victory,

400亿元减少的外债-作为一种胜利

as more than chapter one, as our moral absolution.

作为前进的第一步，作为我们自己的道德赦罪

And in fact, what we need to do is see that as chapter one,

实际，我们需要做的是，迈出第一步后，

celebrate it, close it, and recognize that we need a chapter two

庆祝一下，结束它，认识到我们还需要迈出第二步，

that is all about execution, all about the how-to.

这就是付出实际行动，一切在于如何去做

And if you remember one thing from what I want to talk about today,

如果你只记得我今天演讲的一个内容的话，

it's that the only way to end poverty, to make it history,

我希望你记住唯一结束贫穷，让它成为历史的方法

is to build viable systems on the ground

是从根本上建立一个真正可行的机制

that deliver critical and affordable goods and services to the poor,

这种机制能够给贫穷的人供应关键的，能买得起的物品和服务

in ways that are financially sustainable and scaleable.

以一种经济上可持续的和可发展的方式

If we do that, we really can make poverty history.

我们如果那么做，我们真的可以让贫穷成为历史

And it was that -- that whole philosophy --

就是这样，就是这么一个整体的哲学理念

that encouraged me to start my current endeavor

它激励着我开始了当前的奋斗

called "Acumen Fund,"

叫做敏锐基金

which is trying to build some mini-blueprints

它会帮助你建立一些微观蓝图

for how we might do that in water, health and housing

它可以帮助我们在用水，医疗和住房行业

in Pakistan, India, Kenya, Tanzania and Egypt.

在巴基斯坦，印度，肯尼亚，坦桑尼亚和埃及

And I want to talk a little bit about that, and some of the examples,

我也想稍微谈一下它，举几个例子

so you can see what it is that we're doing.

这样你就知道我们正在做的到底是什么。

But before I do this -- and this is another one of my pet peeves --

不过在那之前，我要说说另外一个我经常抱怨的事情，

I want to talk a little bit about who the poor are.

我想说说这些穷人到底是谁。

Because we too often talk about them as these

因为我们常常把他们当做是

strong, huge masses of people yearning to be free,

一个巨大的渴求被释放的群体，

when in fact, it's quite an amazing story.

但实际上，他们的故事却是要不平凡得许多。

On a macro level, four billion people on Earth make less than four dollars a day.

宏观上说，地球上40亿人口每天挣不到4美元

That's who we talk about when we think about "the poor."

他们是我们讨论中所谓的穷人。

If you aggregate it, it's the third largest economy on Earth,

如果你加起来算算，那是地球上第三大经济实体

and yet most of these people go invisible.

但是他们的绝大多数都成了对于我们来说看不见的人

Where we typically work, there's people making between

我们通常工作的地方，有这么一群人，他们

one and three dollars a day.

每天只赚一到三美元。

Who are these people?

他们是谁呢？

They are farmers and factory workers.

他们是农民和工厂工人

They work in government offices. They're drivers.

他们为政府工作，他们是司机

They are domestics.

他们是家政服务者。

They typically pay for critical goods and services like water,

他们通常为生活必需品和基本服务而挣钱，比如水

like healthcare, like housing, and they pay 30 to 40 times

比如医疗，住房，他们为了这些基本必需品

what their middleclass counterparts pay --

要比中产阶级要多付30-40倍...

certainly where we work in Karachi and Nairobi.

至少是在卡拉奇和内罗毕这样的地方

The poor also are willing to make, and do make, smart decisions,

这些穷人愿意做聪明的决定，也做出过聪明的决定

if you give them that opportunity.

如果你给他们机会的话

So, two examples.

所以，两个例子

One is in India, where there are 240 million farmers,

一个印度，有着2.4亿农民的地方

most of whom make less than two dollars a day.

他们绝大多数每天挣不到2美元

Where we work in Aurangabad, the land is extraordinarily parched.

我们工作的地方奥兰加巴德，土地是非常干枯的。

You see people on average making 60 cents to a dollar.

要知道，这些人平均挣60美分到1美元。

This guy in pink is a social entrepreneur named Ami Tabar.

这个穿红衣服的是个社会创业者，名叫Ami Tabar.

What he did was see what was happening in Israel, larger approaches,

他所做的就是看以色列的做过的事情，用更大的一个方法

and figure out how to do a drip irrigation,

然后想想如何点滴灌溉

which is a way of bringing water directly to the plant stock.

这种方式把水直接带到农作物的根茎

But previously it's only been created for large-scale farms,

但是在以前，只有大的农场使用这项技术，

so Ami Tabar took this and modularized it down to an eighth of an acre.

所以Ami Tabar 把它改作成模块化,小到1/8英亩

A couple of principles:

一些原则

build small.

造小的

Make it infinitely expandable and affordable to the poor.

让它可以无限拓展，并且让穷人也可以承担得起。

This family, Sarita and her husband, bought a 15-dollar unit

有一个家庭，Sarita 和她的丈夫，买了一个15美元的单元

when they were living in a -- literally a three-walled lean-to

当他们住在一起，其实就是三个墙板互相依靠在一起

with a corrugated iron roof.

用一个皱巴巴的铁板作顶棚

After one harvest, they had increased their income enough

秋收过后，他们有了足够的收入

to buy a second system to do their full quarter-acre.

可以买另外一个系统，以支持1/4英亩地

A couple of years later, I meet them.

几年后，我碰到他们

They now make four dollars a day, which is pretty much middle class for India,

他们每天可以挣四美元，差不多是印度的中产阶级了

and they showed me the concrete foundation they had just laid

他们向我展示以前他们所打下的水泥地基

to build their house.

用来建造他们的房子

And I swear, you could see the future in that woman's eyes.

我发誓，你可以从妇女的眼中看到未来

Something I truly believe.

也就是我真正坚信的

You can't talk about poverty today without talking about malaria bed nets,

当今，你不可能谈论贫穷而不说疟疾蚊帐

and I again give Jeffrey Sachs of Harvard

对此，我要再次将荣誉献给

huge kudos for bringing to the world

哈佛的Jeffrey Sachs，是他带给世界

this notion of his rage -- for five dollars you can save a life.

他的大胆意念 - 只需5美元，你就可以拯救一条生命

Malaria is a disease that kills one to three million people a year.

疟疾是一种疾病，它可以一年杀死1-3百万人

300 to 500 million cases are reported.

3 - 5亿病例被报道

It's estimated that Africa loses

估计在非洲

about 13 billion dollars a year to the disease.

疾病对经济的损失达到130亿美金

Five dollars can save a life.

5美元可以拯救一条生命

We can send people to the moon; we can see if there's life on Mars --

我们能够把人送上月球，我们能看火星是否有生命

why can't we get five-dollar nets to 500 million people?

为何我们就不能够给5亿人口发放5美元的蚊帐呢

The question, though, is not "Why can't we?"

但问题的关键，不是为什么我们不能

The question is how can we help Africans do this for themselves?

而是我们如何让非洲人自己动手自给自足？

A lot of hurdles.

有很多的障碍

One: production is too low. Two: price is too high.

一：生产太少，二：价格太高

Three: this is a good road in -- right near where our factory is located.

三：这里看到的已经算是一条很好的道路，就在我们工厂旁边。

Distribution is a nightmare, but not impossible.

想要分发是一个噩梦，但不是不可能

We started by making a 350,000-dollar loan

我们刚开始的时候，把一个35万的贷款

to the largest traditional bed net manufacturer in Africa

放给了一个传统生产蚊帐的非洲厂商

so that they could transfer technology from Japan

这样他们能够从日本传授技术过去

and build these long-lasting, five-year nets.

生产持久的，可以使用五年的蚊帐。

Here are just some pictures of the factory.

这有一些工厂的照片，

Today, three years later, the company has employed

今天，三年后，这个工厂又额外雇佣了

another thousand women.

上千个女工。

It contributes about 600,000 dollars in wages to the economy of Tanzania.

这个厂发放60万块作为工资，给坦桑尼亚的经济做出了贡献

It's the largest company in Tanzania.

它也是坦桑尼亚最大的工厂

The throughput rate right now is 1.5 million nets,

工厂的年产量是一百五十万个蚊帐

three million by the end of the year.

年后他们会提高到3百万个蚊帐

We hope to have seven million at the end of next year.

我们希望明年底产量能达到7百万

So the production side is working.

这样一来，工厂这一方就起作用了。

On the distribution side, though,

分发这一方面

as a world, we have a lot of work to do.

整个世界都有很多的工作要做

Right now, 95 percent of these nets are being bought by the U.N.,

现在，95%的蚊帐都是由联合国买下来

and then given primarily to people around Africa.

然后送给非洲各地的人

We're looking at building

我们希望建立起来的是

on some of the most precious resources of Africa: people.

非洲最珍贵的资源-人力资源

Their women.

他们的妇女

And so I want you to meet Jacqueline,

我想让你们认识一下Jacqueline

my namesake, 21 years old.

和我同名，21岁了

If she were born anywhere else but Tanzania,

如果她出生世界上任何一个地方，只要不是坦桑尼亚

I'm telling you, she could run Wall Street.

我可以说，她绝对可以在华尔街运作自如

She runs two of the lines, and has already saved enough money

她已经运作着两条线，她已经有足够的钱

to put a down payment on her house.

作为房子的首期款

She makes about two dollars a day, is creating an education fund,

她已经挣了2美元一天，而且建立教育基金

and told me she is not marrying nor having children

她告诉我她不会先结婚，也不会有孩子

until these things are completed.

如果她不把这些事情给做完

And so, when I told her about our idea --

当我告诉她我们的想法──

that maybe we could take a Tupperware model from the United States,

或许我们学习美国的特百惠模式

and find a way for the women themselves to go out

想一种方式让妇女自己走出去

and sell these nets to others --

把这些蚊帐给卖出去──

she quickly started calculating what she herself could make

她很快的算了算自己能够挣多少

and signed up.

然后就签上了自己的名字

We took a lesson from IDEO, one of our favorite companies,

我们从IDEO，我们最喜欢的公司之一，吸取到了经验

and quickly did a prototyping on this,

快速地对这个做了一个原始经济模型

and took Jacqueline into the area where she lives.

把Jacqueline领到了她居住的地方

She brought 10 of the women with whom she interacts

她带上她平时有交情的10个妇女

together to see if she could sell these nets, five dollars apiece,

一起看她能否把这些蚊帐卖出去，5美元一件

despite the fact that people say nobody will buy one,

尽管人们都说没有人会买这么贵的蚊帐，

and we learned a lot about how you sell things.

但我们学到了如何卖东西的技巧

Not coming in with our own notions,

不要一上来就推销自己的想法。

because she didn't even talk about malaria until the very end.

因为她把疟疾放到了最后来讲。

First, she talked about comfort, status, beauty.

首先她谈到舒适，地位，美观

These nets, she said, you put them on the floor, bugs leave your house.

这些蚊帐，她说，你把他们放在地板上，虫子会离开你的家

Children can sleep through the night;

小孩可以安稳地睡觉

the house looks beautiful; you hang them in the window.

把她们挂在窗前，房子会看的很漂亮

And we've started making curtains,

接着我们又开始做窗帘

and not only is it beautiful, but people can see status --

不仅是它漂亮美观，而且人们看到身份的象征

that you care about your children.

一种你会照顾自己小孩的象征

Only then did she talk about saving your children's lives.

然后她说到可以挽救小孩的性命

A lot of lessons to be learned in terms of how we sell

关于如何销售，许多的经验教训要学习的

goods and services to the poor.

向穷人卖商品和服务

I want to end just by saying that there's enormous opportunity

我最后想说的是，我们有无限的机会

to make poverty history.

让贫穷成为历史

To do it right, we have to build business models that matter,

为了把它做好，我们必须建造有用的商业模式

that are scaleable and that work with Africans, Indians,

让它们能够衍生，让这些模式能够在非洲人，印度人中运作

people all over the developing world

在所有发展中国家运作

who fit in this category, to do it themselves.

那些可以归为这一类的人，让他们自己去做

Because at the end of the day, it's about engagement.

因为到了最后，最关键的一切就是参与

It's about understanding that people really don't want handouts,

要知道人们要的不是施舍

that they want to make their own decisions;

他们要自己做决定

they want to solve their own problems;

他们想自己解决问题

and that by engaging with them,

通过他们的参与

not only do we create much more dignity for them,

我们不仅为他们创造的尊严

but for us as well.

为我们自己也是

And so I urge all of you to think next time

我鼓励大家思考，下一次

as to how to engage with this notion and this opportunity

如何参与这个我们共同拥有的理念和机会

that we all have -- to make poverty history --

让贫穷成为历史

by really becoming part of the process

通过让自己成为这个过程的一部分

and moving away from an us-and-them world,

让“我们”“他们”的观点远离我们

and realizing that it's about all of us,

意识到这些都是我们自己的一部分

and the kind of world that we, together, want to live in and share.

这个世界，我们，一起，生活和分享

Thank you.

谢谢

(Applause)

掌声