Rose Goslinga: Crop insurance, an idea worth seeding

54,421 views ・ 2014-08-26

TED


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翻译人员: Junfei Ye 校对人员: Jing Peng
00:12
In Kenya, 1984 is known
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在肯尼亚,
1984年被称为
00:15
as the year of the cup,
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杯子之年,
00:18
or the goro goro.
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或者 goro goro之年。
00:20
The goro goro is a cup used to measure
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goro goro是市场上用来称量
00:23
two kilograms of maize flower on the market,
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两公斤玉米面的一种杯子,
00:26
and the maize flower is used to make ugali,
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玉米面是用来做乌伽黎的,
00:30
a polenta-like cake that is eaten together with vegetables.
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乌伽黎是一种跟蔬菜一起吃的类似玉米粥的饼。
00:34
Both the maize and the vegetables are grown
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玉米和蔬菜都种植在
00:36
on most Kenyan farms,
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大多数的肯尼亚农场里,
00:38
which means that most families can feed themselves
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也就是说大多数的家庭
00:40
from their own farm.
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都能够自给自足。
00:42
One goro goro can feed three meals
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一 杯goro goro 的玉米面
00:46
for an average family,
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可供一个普通家庭吃三餐
00:48
and in 1984, the whole harvest
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然而在1984年,全部的玉米产量
00:51
could fit in one goro goro.
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只能装满一 杯goro goro 。
00:55
It was and still is one of the worst droughts
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那是,至今仍然是人们记忆中
00:57
in living memory.
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最严重的干旱之一。
01:00
Now today, I insure farmers against droughts
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现在,我为农民们对抗像杯子之年
01:03
like those in the year of the cup,
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那样的干旱投保,
01:05
or to be more specific, I insure the rains.
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或者说得更具体点,我为雨水投保。
01:10
I come from a family of missionaries
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我来自一个在印尼建医院
01:13
who built hospitals in Indonesia,
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的传教士家庭,
01:15
and my father built a psychiatric hospital
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我父亲在坦桑尼亚
01:17
in Tanzania.
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建了一座精神病院。
01:18
This is me, age five, in front of that hospital.
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这就是我,当时五岁,在这家医院的前面。
01:21
I don't think they thought I'd grow up
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我觉得他们绝不会想到
01:24
to sell insurance. (Laughter)
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我长大后会去卖保险(笑声)。
01:27
So let me tell you how that happened.
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所以让我告诉你这是怎么发生的。
01:30
In 2008, I was working
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2008年,我在
01:31
for the Ministry of Agriculture of Rwanda,
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卢旺达农业部工作,
01:34
and my boss had just been promoted
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我的上司刚好被提升为
01:36
to become the minister.
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农业部长。
01:37
She launched an ambitious plan
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她启动了一项雄心勃勃的计划
01:39
to start a green revolution in her country,
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在她的国家开展一场绿色革命,
01:41
and before we knew it, we were importing
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在我们知道这个计划之前,我们正在进口
01:43
tons of fertilizer and seed
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大量的化肥和种子,
01:45
and telling farmers how to apply that fertilizer
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并且告诉农民们如何使用这些化肥
01:48
and plant.
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以及如何种植。
01:49
A couple of weeks later,
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几个星期后,
01:51
the International Monetary Fund visited us,
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国际货币基金组织拜访了我们,
01:54
and asked my minister,
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并且问我们部长,
01:56
"Minister, it's great that you want to help farmers
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“部长,你想帮助农民们达到粮食自足,
01:58
reach food security, but what if it doesn't rain?"
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这是一件极好的事,但是如果不下雨怎么办,“
02:03
My minister answered proudly
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我的部长傲慢地,
02:05
and somewhat defiantly,
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甚至有点挑衅地回答道:
02:07
"I am going to pray for rain."
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“我打算祈雨。”
02:11
That ended the discussion.
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这场对话以此结束。
02:15
On the way back to the ministry in the car,
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在回部里的车里,
02:17
she turned around to me and said,
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她转向我说,
02:19
"Rose, you've always been interested in finance.
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“罗斯,你一直对金融感兴趣。
02:21
Go find us some insurance."
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去给我们找些保险吧。“
02:24
It's been six years since,
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自那以后已有六年了,
02:26
and last year I was fortunate enough
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去年我足够幸运地
02:28
to be part of a team that insured
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成为了一个团队的一分子,这个团队
02:30
over 185,000 farmers in Kenya and Rwanda
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给超过18万5千的肯尼亚和卢旺达的农民
02:33
against drought.
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投了对抗干旱的保险。
02:35
They owned an average of half an acre
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这些农民平均每人拥有半英亩的土地,
02:37
and paid on average two Euros in premium.
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平均每人支付两欧元的保费。
02:41
It's microinsurance.
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这是小额保险。
02:43
Now, traditional insurance doesn't work
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现在,传统保险业不会做
02:45
with two to three Euros of premium,
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两到三欧元保费的生意,
02:47
because traditional insurance relies on farm visits.
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因为传统保险业 依赖于对农场的调查
02:50
A farmer here in Germany would be visited
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一个德国的农场主, 可能在种植季节的开始
02:52
for the start of the season, halfway through,
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作物生长期间,然后是收割时, 都会被走访调查
02:55
and at the end, and again if there was a loss,
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如果有损失的话,为了估量赔偿
02:57
to estimate the damages.
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同样还要被探访。
03:00
For a small-scale farmer in the middle of Africa,
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作为一个非洲中部 小规模的农民来说,
03:04
the maths of doing those visits
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这些探访
03:05
simply don't add up.
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坦白地说不划算。
03:09
So instead, we rely on technology and data.
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所以,我们改为依赖科技和数据。
03:12
This satellite measures
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这种卫星用来测量
03:15
whether there were clouds or not,
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空中是否有云层,
03:17
because think about it:
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因为你可以想一下:
03:18
If there are clouds, then you might have some rain,
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如果空中有云层,那就有下雨的可能,
03:23
but if there are no clouds,
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但是如果没有云层,
03:24
then it's actually impossible for it to rain.
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那么就一点可能也没有。
03:27
These images show the onset of the rains
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这些图像显示这个季节的肯尼亚
03:29
this season in Kenya.
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雨季来临了。
03:31
You see that around March 6,
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你看在3月6号左右,
03:33
the clouds move in and then disappear,
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云层出现然后又消失了,
03:36
and then around the March 11,
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然后在11号左右,
03:38
the clouds really move in.
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云层真正的出现了。
03:42
That, and those clouds,
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那些,和这些云层
03:45
were the onset of the rains this year.
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是今年雨季的开始。
03:48
This satellite covers the whole of Africa
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这颗卫星覆盖了整个非洲,
03:50
and goes back as far as 1984,
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数据最远可追溯到1984年,
03:53
and that's important, because if you know
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而这一点很重要,因为如果你知道
03:55
how many times a place has had a drought
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一个地方在过去30年间
03:58
in the last 30 years,
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发生了多少次旱灾,
04:00
you can make a pretty good estimate
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那么你就可以很好的估计
04:02
what the chances are of drought in the future,
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这个地方在未来发生旱灾的可能性,
04:04
and that means that you can put a price tag
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这也就意味着
04:07
on the risk of drought.
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你可以对旱灾的风险进行标价。
04:09
The data alone isn't enough.
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单独的数据是不够的。
04:12
We devise agronomic algorithms
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我们发明了农艺算法,
04:14
which tell us how much rainfall a crop needs and when.
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它可以告诉我们一种作物 需要多少降雨以及何时需要
04:18
For example, for maize at planting,
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例如,对于玉米的种植来说,
04:20
you need to have two days of rain
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首先在农民播种时
04:23
for farmers to plant,
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需要两天的降雨,
04:25
and then it needs to rain once every two weeks
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然后为了使这种作物正常的发芽
04:27
for the crop to properly germinate.
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需要每两个星期下一次雨。
04:29
After that, you need rain every three weeks
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这之后,为了使它长出叶子,
04:32
for the crop to form its leaves,
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需要每三个星期下一次雨,
04:35
whereas at flowering, you need it to rain more frequently,
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然而到了花期,又需要更频繁的降雨,
04:38
about once every 10 days for the crop to form its cob.
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大约是每10天下一次,以便它结棒。
04:42
At the end of the season,
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最后到了收割的时候,
04:44
you actually don't want it to rain,
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你又希望不要下雨,
04:46
because rains then can damage the crop.
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因为雨水会对作物造成损害。
04:49
Devising such a cover is difficult,
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发明这么一种算法是很困难的,
04:53
but it turned out the real challenge
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但结果却证明真正的挑战
04:55
was selling insurance.
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是销售保险。
04:59
We set ourselves a modest target
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我们给自己定了一个很保守的目标,
05:02
of 500 farmers insured after our first season.
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即在第一个农季之后让500名农民投保。
05:06
After a couple of months' intense marketing,
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然而经过几个月紧锣密鼓的营销后,
05:08
we had signed up the grand total
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总共只有185名农民
05:10
of 185 farmers.
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签了保单。
05:14
I was disappointed and confounded.
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我感到非常失望和困惑
05:17
Everybody kept telling me that farmers
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人们不停地跟我说农民
05:18
wanted insurance,
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想要保险,
05:21
but our prime customers simply weren't buying.
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但我们主要的目标客户却并不购买。
05:24
They were waiting to see what would happen,
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他们都在观望,
05:26
didn't trust insurance companies,
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他们不信任保险公司,
05:29
or thought, "I've managed for so many years.
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或者在想,“这么多年我都应付过来了,
05:31
Why would I buy insurance now?"
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为什么我现在要买保险?“
05:35
Now many of you know microcredit,
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你们中的很多人都知道小额信贷,
05:38
the method of providing small loans to poor people
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就是尤努斯倡导的那种
05:41
pioneered by Muhammad Yunus,
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为穷人提供小额贷款的方法。
05:43
who won the Nobel Peace Prize
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尤努斯因为创建了
05:45
for his work with the Grameen Bank.
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孟加拉乡村银行, 并与之共同获得了诺贝尔和平奖。
05:47
Turns out, selling microcredit
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原来,推销小额信贷
05:49
isn't the same as selling insurance.
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跟销售保险不一样。
05:53
For credit, a farmer needs to earn the trust of a bank,
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对于信贷来说,农民首先需要获得银行的信任,
05:57
and if it succeeds, the bank will advance him money.
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如果成功了,银行就会借钱给他。
06:00
That's an attractive proposition.
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这是一件很诱人的事。
06:03
For insurance, the farmer needs to trust
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但对于保险来说,农民首先要信任
06:06
the insurance company, and needs
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保险公司,然后需要
06:07
to advance the insurance company money.
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预付款给保险公司。
06:11
It's a very different value proposition.
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这是迥然不同的价值主张。
06:14
And so the uptick of insurance has been slow,
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因此投保人数的上涨非常缓慢,
06:17
with so far only 4.4 percent of Africans
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目前为止仅有4.4%的非洲农民
06:19
taking up insurance in 2012,
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在2012年买了保险,
06:22
and half of that number is in one country,
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而且这个数字中的一半是一个国家贡献的,
06:24
South Africa.
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那就是南非。
06:26
We tried for some years
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我们尝试着直接向农民销售保险,
06:27
selling insurance directly to farmers,
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尝试了很多年,
06:30
with very high marketing cost
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获得的只是非常高的销售成本
06:32
and very limited success.
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和有限的成果。
06:35
Then we realized that there were many organizations
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然后我们想到了
06:37
working with farmers:
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那些与农民合作的机构:
06:40
seed companies, microfinance institutions,
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种子公司、小额信贷机构、
06:43
mobile phone companies,
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移动电话公司、
06:45
government agencies.
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政府机构。
06:46
They were all providing loans to farmers,
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他们都在为农民提供贷款,
06:49
and often, just before they'd finalize the loan,
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经常地,就在他们完成贷款前,
06:52
the farmer would say,
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农民可能会问:
06:54
"But what if it doesn't rain?
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“如果不下雨怎么办?
06:56
How do you expect me to repay my loan?"
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那我怎样偿还贷款?“
06:59
Many of these organizations
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许多这样的机构
07:02
were taking on the risk themselves,
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只好自己承担风险,
07:03
simply hoping that that year,
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干脆希望这一年
07:05
the worst wouldn't happen.
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最严重的情况不会发生。
07:07
Most of the organizations, however,
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然而,大多数的机构
07:09
were limiting their growth in agriculture.
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都在限制农业方面的贷款的增长。
07:12
They couldn't take on this kind of risk.
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他们承担不了这种风险。
07:14
These organizations became our customers,
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这些机构成为了我们的客户,
07:18
and when combining credit and insurance,
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然后当把信贷和保险结合在一起时,
07:21
interesting things can happen.
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有趣的事情会发生。
07:24
Let me tell you one more story.
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让我再给你们讲一个故事。
07:28
At the start of February 2012 in western Kenya,
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2012年2月初在肯尼亚西部,
07:31
the rains started, and they started early,
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降雨开始了,雨水来得很早,
07:34
and when rains start early, farmers are encouraged,
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当雨水来得早的时候,农民会受到鼓励,
07:37
because it usually means that the season is going to be good.
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因为这通常意味着一季的收成会不错。
07:41
So they took out loans and planted.
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因此他们拿出贷款购买物资,然后播种。
07:44
For the next three weeks,
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但接下来三个星期,
07:45
there wasn't a single drop of rain,
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滴雨不下,
07:48
and the crops that had germinated so well
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那些已些长势良好的作物
07:50
shriveled and died.
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都枯死了。
07:53
We'd insured the loans of a microfinance institution
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我们给一家小额信贷机构 提供了担保,
07:56
that had provided those loans
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他们为这一区域大约6000个农民
07:57
to about 6,000 farmers in that area,
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提供了贷款。
08:01
and we called them up and said,
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我们打电话告诉他们:
08:02
"Look, we know about the drought.
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“嘿,我们知道干旱的事情。
08:04
We've got you.
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而且了解你们的状况。
08:06
We'll give you 200,000 Euros at the end of the season."
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我们会在这一农季结束时赔偿20万欧元。“
08:10
They said, "Wow, that's great,
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他们说:“哇,那太好了,
08:12
but that'll be late.
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但是等到那时就晚了。
08:14
Could you give us the money now?
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你们能现在就把这些钱给我们吗?
08:16
Then these farmers can still replant
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这样的话,农民还可以补种
08:18
and can get a harvest this season."
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并且能在本季获得收成。“
08:22
So we convinced our insurance partners,
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因此我们说服了我们的保险合作伙伴,
08:24
and later that April, these farmers replanted.
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在四月末的时候,这些农民都补种了庄稼。
08:27
We took the idea of replanting to a seed company
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我们把这种补种的方法 告诉了一家种子公司,
08:30
and convinced them to price the cost of insurance
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并且说服了他们 在每一包种子的袋上
08:32
into every bag of seed,
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标上保险费用,
08:34
and in every bag, we packed a card
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在每一个袋子里
08:36
that had a number on it,
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都有一张标有数字的卡片,
08:38
and when the farmers would open the card,
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当农民打开这张卡片时,
08:40
they'd text in that number,
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他们会将上面的数字发送给我们,
08:42
and that number would actually help us
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这个数字将帮助我们
08:43
to locate the farmer
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确定这个农民的位置
08:45
and allocate them to a satellite pixel.
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并且将他们标记到一个卫星像素上
08:48
A satellite would then measure the rainfall
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卫星会测量
08:50
for the next three weeks,
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接下来三个星期的降雨
08:52
and if it didn't rain,
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如果没有降雨,
08:54
we'd replace their seed.
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我们会给他们换种子
08:57
One of the first —
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最早的一个——
08:58
(Applause) — Hold on, I'm not there!
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(掌声)等等,我还没说完呢!
09:04
One of the first beneficiaries of this replanting guarantee
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这种补种担保最早的受益人之一
09:07
was Bosco Mwinyi.
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是Bosco Mwinyi
09:09
We visited his farm later that August,
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在八月的晚些时候 我们访问了他的农场
09:12
and I wish I could show you the smile on his face
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他向我们展示收成时的那种笑容,
09:15
when he showed us his harvest,
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我真希望能在此重现
09:18
because it warmed my heart
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因为它温暖了我的心窝
09:19
and it made me realize why selling insurance
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并且使我意识到为什么销售保险
09:21
can be a good thing.
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可以是一件好事
09:24
But you know, he insisted
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他坚持
09:25
that we get his whole harvest in the picture,
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让我们将他所有的收成都照在一张照片上
09:28
so we had to zoom out a lot.
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因此我们不得不将镜头拉得很远
09:32
Insurance secured his harvest that season,
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保险保障了他这一季的收成,
09:35
and I believe that today,
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并且今天我相信,
09:38
we have all the tools to enable African farmers
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我们拥有所有的方法使得非洲农民
09:41
to take control of their own destiny.
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能够掌控他们自己的命运
09:44
No more years of the cup.
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不再有杯子之年
09:45
Instead, I am looking forward to, at least somehow,
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相反,在某种程度上, 我正期盼着
09:49
the year of the insurance,
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保险之年
09:51
or the year of the great harvest.
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或者丰收之年
09:54
Thank you.
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谢谢
09:57
(Applause)
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(掌声)
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