Jacqueline Novogratz: Investing in Africa's own solutions

譯者: Wang-Ju Tsai 審譯者: Adrienne Lin

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

我從一個有Godin (註：行銷學大師)味道的故事開始

from when I was 12 years old.

在我十二歲的時候

My uncle Ed gave me a beautiful blue sweater --

我的叔叔艾德給了我一件漂亮的藍色毛衣

at least I thought it was beautiful.

至少我認爲挺漂亮的

And it had fuzzy zebras walking across the stomach,

在腹部這裡有很炫的斑馬

and Mount Kilimanjaro and Mount Meru were kind of

胸部則有吉利馬扎儸山和梅魯山為背景

right across the chest, that were also fuzzy.

這也是很炫的。

And I wore it whenever I could,

我到哪裏都穿著這件毛衣

thinking it was the most fabulous thing I owned.

我覺得這是我得到最棒的東西

Until one day in ninth grade,

直到我九年級的有一天

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

我跟一些足球隊的人站在一起

And my body had clearly changed, and Matt,

我當時已經發育，身體有了變化

who was undeniably my nemesis in high school,

我高中的死對頭 Matt Mussolina

said in a booming voice that

用很大的聲音說：

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

以後我們不需要去山上滑雪了

but we could all ski on Mount Novogratz.

就在你胸前的這座山滑就好了。

(Laughter)

（笑聲）

And I was so humiliated and mortified

我真是羞愧得快死了

that I immediately ran home to my mother and chastised her

我立刻跑回家並責怪我媽

for ever letting me wear the hideous sweater.

她不該讓我穿這件衣服出去丟臉

We drove to the Goodwill and we threw the sweater away

我們開車去把毛衣送到Goodwill的舊衣回收

somewhat ceremoniously,

象徵性地，

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

我想說我不會再看到這件毛衣

nor see it ever again.

這件事就從此過去了。

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

十一年後，我25歲

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

我在盧安達的奇佳利工作，有一天在慢跑

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

突然看到一個11歲的小男孩，在我10尺前

running toward me, wearing my sweater.

向我跑過來，竟穿著我那件毛衣

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

我想了想，不會吧，這不可能

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

但是，在好奇心的驅使下，我攔下他

scaring the living bejesus out of him --

把他嚇歪了

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

我抓著他的衣領，翻過來一看，

written on the collar of this sweater.

果然上面寫著我的名字。

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

我講這個故事，因爲這是個很好的例子

as a metaphor to me about the level of connectedness

説明了在這個地球上

that we all have on this Earth.

我們是如何的緊密地連在一起。

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

我們通常沒有認知到，我們的一舉一動

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

對不認識的人的影響。

I also tell it because it tells a larger contextual story

放遠一點看，這個例子也説明了

of what aid is and can be.

援助計劃的内容和作用。

That this traveled into the Goodwill in Virginia,

這件衣服被放到 Goodwill 的舊衣回收點

and moved its way into the larger industry,

再匯集到舊衣回收業裏

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

當時幾百萬噸的二手衣會送到亞洲、非洲。

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

提供便宜的衣服，這不是壞事。

And at the same time, certainly in Rwanda,

但在同一時間，至少在盧安達

it destroyed the local retailing industry.

這些衣服卻也摧毀了當地的成衣業。

Not to say that it shouldn't have,

我不是說我們不該回收舊衣

but that we have to get better at answering the questions

而是我們應該提供更全面性的解答

that need to be considered when we think about consequences

該想清楚可能帶來的後果

and responses.

和回應。

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

再回來談談盧安達，1985，1986年左右

where I was doing two things.

我在那裏做兩件事

I had started a bakery with 20 unwed mothers.

我和20個未婚媽媽開了一間麵包店

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

叫做“壞消息大熊”

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

我們想要壟斷奇佳利的點心市場

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

這並不難，因爲在那之前並沒有點心店。

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

因爲我們成功的商業模式，我們也的確辦到了

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

我也看到這些婦女們身上的轉變。

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

同一時間我創辦了一間小額信貸銀行

and tomorrow Iqbal Quadir is going to talk about Grameen,

明天Iqbal Quadir 會跟大家談到Garmeen

which is the grandfather of all micro-finance banks,

這是所有小額信貸銀行的祖宗

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

現在已經是全球性的活動

but then it was quite new, especially in an economy

但在當時還是很新的概念，

that was moving from barter into trade.

特別是在以物易物的經濟環境裏

We got a lot of things right.

我們作對了很多事

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

我們強調自我投資

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

這些婦女們可以自己做決定

as to how they would use this access to credit

自己決定如何使用這些貸款

to build their little businesses, earn more income

來建立自己的小事業，賺更多的錢

so they could take care of their families better.

來好好照顧自己的家庭。

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

我們那時沒了解的是，在我們的周圍

with the confluence of fear, ethnic strife

充斥的恐懼、種族衝突

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

還有這個兒戲一般的援助計劃

this invisible but certainly palpable movement inside Rwanda,

雖然看不到卻垂手可得

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

當時盧安達的預算，30%是國際援助。

The genocide happened in 1994,

這些婦女開始一起工作

seven years after these women all worked together

來實現夢想，七年以後

to build this dream.

1994年發生了種族大屠殺。

And the good news was that the institution,

幸好的是，

the banking institution, lasted.

銀行在大屠殺其間沒被破壞。

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

後來還變成了重建期最大的貸方。

The bakery was completely wiped out,

麵包店已經被完全摧毀

but the lessons for me were that accountability counts --

但我也學到了，重要的是：

got to build things with people on the ground,

要在當地和人們一起建設

using business models where, as Steven Levitt would say,

如 Steven Levitt 說的，

the incentives matter.

使用適用于當地的商業模式。

Understand, however complex we may be, incentives matter.

要去了解，雖然不是那麽容易，當地的動機。

So when Chris raised to me how wonderful everything

當 Chris 跟我提到說，現在世上發生的一些事

that was happening in the world,

是多麽的美好，

that we were seeing a shift in zeitgeist,

我們正在目睹時代的轉變

on the one hand I absolutely agree with him,

一方面我很同意他的說法

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

我很興奮地看到G8峰會裏

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

有了像布萊爾(Tony Blair)、波諾(Bono)、

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

Bob Geldof 這樣的人，大家注意到了全球貧窮的問題

the world is talking about Africa

也談論到了非洲的問題

in ways I have never seen in my life.

這是我活到現在第一次看到的。

It's thrilling.

真是令人興奮。

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

另一方面，我還是擔心

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

大家滿足于G8的勝利

50 billion dollars in increased aid to Africa,

500億美元援非

40 billion in reduced debt -- as the victory,

400億美元的債務消除

as more than chapter one, as our moral absolution.

當作我們道德良心恕罪的完結篇。

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

事實上，我們要把這當作第一章

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

慶祝、了結後，開始寫第二章

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

第二章是有關執行的方法論

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

我今天的演講你們要是只想記得一件事

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

那就請你們記得：要終結貧窮

is to build viable systems on the ground

就要在當地建立可以持久的系統

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

來提供重要而不貴的商品和服務給貧苦人家

in ways that are financially sustainable and scaleable.

並在財務上可大可小、源遠流長。

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

如果我們能辦到，那才是真正地終結貧窮。

And it was that -- that whole philosophy --

在這樣的理念下

that encouraged me to start my current endeavor

我開始了目前的奮鬥

called "Acumen Fund,"

叫做Acumen基金會

which is trying to build some mini-blueprints

我要試著在巴基斯坦、

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

印度、肯亞、坦桑尼亞、埃及、

in Pakistan, India, Kenya, Tanzania and Egypt.

作一些水利、健康、住房試驗的小計劃。

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

我想多談談這些計劃、例子

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

你們才可以看出我們在幹什麽。

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

但是，還有一點讓我個人覺得特別受不了的

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

我想先從“窮人”的定義談起

Because we too often talk about them as these

我們常常覺得“窮人”是這一大堆

strong, huge masses of people yearning to be free,

一大票想要獲得自由的人

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

但是，背後事實上是令人吃驚的故事。

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

就宏觀的角度看來，地球上有40億的人每天花不到4美元。

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

這是我們想要討論的對象

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

你如果把他們加在一起，他們是世界的第三大國

and yet most of these people go invisible.

然而大部分的人是沒有聲音的

Where we typically work, there's people making between

在我們服務的地方

one and three dollars a day.

有人一天只花一到三美元。

Who are these people?

他們是誰？

They are farmers and factory workers.

他們是農夫和工廠工人

They work in government offices. They're drivers.

他們是公務員，司機

They are domestics.

或是家庭勞務提供者。

They typically pay for critical goods and services like water,

對於水電、醫藥、住房等重要項目

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

跟他們同國的中產階級比起來

what their middleclass counterparts pay --

他們得多付出30到40倍的支出

certainly where we work in Karachi and Nairobi.

特別是在卡拉蚩、奈洛比等地方。

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

窮人們也願意去做聰明的決策

if you give them that opportunity.

如果你給他們機會的話。

So, two examples.

這裡有兩個例子：

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

第一個在印度，印度2.4億的農夫

most of whom make less than two dollars a day.

大部分每人每天只有2美金的花費

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

在我們工作的Aurangabad，土地是十分的乾燥

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

一般的人平均只能賺到60美分到一美元

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

這個穿粉紅色襯衫的企業家叫Ami Tabar

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

他參考了以色列的農耕方式

and figure out how to do a drip irrigation,

用很精確的灌溉管道

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

把水引到植物的根部。

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

但是以前這是用於大規模的農業

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

Ami Tabar 把這套系統縮小到適用于8英畝的地

A couple of principles:

有以下幾條準則

build small.

用小規格

Make it infinitely expandable and affordable to the poor.

讓窮人買得起也預留以後的擴張性。

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

這家人，Sarita 和她先生花15美金買了這一套

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

當時他們住在家徒四壁的

with a corrugated iron roof.

破鐵皮屋頂下。

After one harvest, they had increased their income enough

經過一年的收穫，他們有了足夠的收入

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

又買了第二套，擴充到4英畝。

A couple of years later, I meet them.

幾年後，我又遇到他們

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

他們現在一天賺4美金，幾乎是印度中產階級的水準

and they showed me the concrete foundation they had just laid

他們也帶我看了為了房子

to build their house.

剛鋪下的水泥地基。

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

你真的可以在她的眼裏看到未來。

Something I truly believe.

我也真的如此相信。

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

在今天談到貧窮就不能不提瘧疾和蚊帳

and I again give Jeffrey Sachs of Harvard

再一次地我要把這榮耀

huge kudos for bringing to the world

歸給哈佛的Jeffrey Sachs教授，感謝他

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

在全球到處推廣“5美金救一命” 的活動。

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

瘧疾每年可以奪走1到3百萬條人命

300 to 500 million cases are reported.

並造成3到5億的受害者

It's estimated that Africa loses

據估計每年在非洲

about 13 billion dollars a year to the disease.

瘧疾造成130億美金的損害。

Five dollars can save a life.

5美元可以救一條命。

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

我們可以送人到月球，或是去看火星上有沒有生命

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

為什麽不送給5億人一個5美金的蚊帳？

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

問題不在於，爲什麽我們不做

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

而在於，我們該如何幫助非洲人自己生産？

A lot of hurdles.

有幾道障礙

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

一：產量太低。二：價格太高。

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

三：這是我們工廠附近的一條“好路”。

Distribution is a nightmare, but not impossible.

運輸是一場噩夢，但不是不可能。

We started by making a 350,000-dollar loan

我們從一筆35萬美金的貸款開始

to the largest traditional bed net manufacturer in Africa

借給非洲最大傳統蚊帳工廠

so that they could transfer technology from Japan

使他們能從日本做科技轉移

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

來生產這種耐用五年的蚊帳。

Here are just some pictures of the factory.

這裡是一些工廠的照片。

Today, three years later, the company has employed

三年後，在今天這公司已雇用

another thousand women.

一千名的女工。

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

為坦桑尼亞的經濟提供了60萬美元的工資

It's the largest company in Tanzania.

成了坦桑尼亞最大的公司。

The throughput rate right now is 1.5 million nets,

生産量為150萬張蚊帳

three million by the end of the year.

到年底會達到3百萬。

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

我們希望到明年底可以達到7百萬。

So the production side is working.

在生産面上是還可以

On the distribution side, though,

但是產品運輸上

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

我們還有很多工作要做。

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

現在95%的蚊帳是聯合國買去的

and then given primarily to people around Africa.

再轉送給非洲其他的人。

We're looking at building

我們希望能善用

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

非洲最珍貴的資源之一，當地的人

Their women.

非洲女人。

And so I want you to meet Jacqueline,

我要介紹給你們認識，她跟我同名

my namesake, 21 years old.

也叫賈克琳，21歲

If she were born anywhere else but Tanzania,

她要不是出生在坦桑尼亞

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

那我告訴你，她早就是華爾街的女強人了。

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

她同時管理兩條生産線，已經存夠一些錢

to put a down payment on her house.

為她的房子付了頭期款。

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

她每天賺大概2美金，還在存一個教育基金

and told me she is not marrying nor having children

她告訴我，在這些目標沒達到之前

until these things are completed.

她不會結婚或是生小孩。

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

當我告訴她我的想法

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

我們可能可以套用美國家庭直銷的模式

and find a way for the women themselves to go out

讓當地的婦女也出去

and sell these nets to others --

到家家戶戶賣蚊帳的時候

she quickly started calculating what she herself could make

她很快地算了算能賺多少

and signed up.

就加入了。

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

我們從我們最喜歡的公司IEDO學了幾課

and quickly did a prototyping on this,

很快地設計出一套原型

and took Jacqueline into the area where she lives.

帶著賈桂琳到她住的地方。

She brought 10 of the women with whom she interacts

她帶來了十個婦女

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

看看能不能用5美金的價格賣這些蚊帳

despite the fact that people say nobody will buy one,

雖然沒人看好她

and we learned a lot about how you sell things.

我們卻從她身上學到了很多販賣技巧。

Not coming in with our own notions,

這跟我們的想法完全不同

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

因爲她把瘧疾留到最後才談。

First, she talked about comfort, status, beauty.

一開始，她談到舒適、地位、美觀

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

她說，把蚊帳放在地上，蟲子就不會進屋

Children can sleep through the night;

小孩可以整晚安穩地睡

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

掛在窗戶上的話，房子看起來更漂亮

And we've started making curtains,

我們也開始生産窗簾

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

不止因爲窗簾看起來漂亮，人們也可以看到你的地位

that you care about your children.

看得出你很關心小孩

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

在這時候，她才談到了蚊帳可以救小孩的命。

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

所以，如何買東西和服務給窮人

goods and services to the poor.

我們還有很多要學的。

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

最後我想說，現在有很多機會

to make poverty history.

可以使貧窮成爲過去。

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

為了做對的事，我們必須建立正確的商業模式

that are scaleable and that work with Africans, Indians,

能適用於非洲、印度

people all over the developing world

或是全球發展中地區貧窮的人

who fit in this category, to do it themselves.

使他們能自立更生

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

因爲，到最後，需要的是大家的參與

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

需要去了解，施捨並不是人們要的

that they want to make their own decisions;

人們想要自己做決定

they want to solve their own problems;

想要能自己解決自己的問題

and that by engaging with them,

讓他們一同參與

not only do we create much more dignity for them,

這不只帶給他們更多的尊嚴

but for us as well.

也是為我們帶來尊嚴。

And so I urge all of you to think next time

所以我希望大家下次都去想一想

as to how to engage with this notion and this opportunity

如何善用這個想法和機會

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

使貧窮變成過去

by really becoming part of the process

讓大家能一同參與

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

揚棄以前那種你是你，我是我的心態

and realizing that it's about all of us,

要了解這是與“我們”都有關的

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

與我們一同要居住和分享的世界息息相關

Thank you.

謝謝

(Applause)

（掌聲）