Jacqueline Novogratz: Tackling poverty with "patient capita

譯者: Wen Chao 審譯者: Shelley Krishna Tsang

I really am honored to be here, and as Chris said,

很榮幸今天能在這裡，如同Chris剛提到的，

it's been over 20 years since I started working in Africa.

從第一次踏進非洲工作開始，已經有20年了。

My first introduction was at the Abidjan airport on a sweaty, Ivory Coast morning.

象牙海岸阿必尚機場的炙熱早晨是我對非洲的第一個印象。

I had just left Wall Street, cut my hair to look like Margaret Mead,

當時毅然決然地離開華爾街，剪短了頭髮，看起來很像人類學家瑪格麗特，

given away most everything that I owned,

當時幾乎所有的東西都送人了，

and arrived with all the essentials --

只帶著必要的 --

some poetry, a few clothes, and, of course, a guitar --

幾本詩書，一些衣服，當然，還有吉他 --

because I was going to save the world,

滿腦子想的只是如何幫助這個世界，

and I thought I would just start with the African continent.

而非洲大陸或許是個好的開始。

But literally within days of arriving I was told, in no uncertain terms,

結果剛到非洲沒幾天，一群婦女斬丁截鐵的告訴我，

by a number of West African women, that Africans didn't want saving,

非洲人不想要援助，

thank you very much, least of all not by me.

尤其不需要像你這樣的人，多謝你的好意。

I was too young, unmarried, I had no children,

當時我很年輕，未婚，也沒有小孩，

didn't really know Africa, and besides, my French was pitiful.

對非洲一無所知，除此之外，法語也很爛。

And so, it was an incredibly painful time in my life,

想起來，那段日子真是不堪回首，

and yet it really started to give me the humility to start listening.

但卻讓我學著放下身段開始傾聽。

I think that failure can be an incredibly motivating force as well,

學著接受失敗，並且轉換為成功的動力，

so I moved to Kenya and worked in Uganda,

之後我搬到肯亞，在烏干達工作，

and I met a group of Rwandan women, who asked me, in 1986,

1986年，在一群盧安達婦女的要求下，

to move to Kigali to help them start the first microfinance institution there.

我搬到吉佳利協助第一家小額貸款機構的設立。

And I did, and we ended up naming it Duterimbere,

這個機構最後被命名為"Duterimbere"，

meaning "to go forward with enthusiasm." And while we were doing it,

意思是"懷抱夢想前進"。在我們為它工作的時候，

I realized that there weren't a lot of businesses that were viable

我同時發現，在非洲大部份的商業活動，女人都沒機會參與。

and started by women, and so maybe I should try to run a business, too.

促使我開始思考開個什麼店之類的。

And so I started looking around, and I heard about a bakery

想著想著，有人告訴我

that was run by 20 prostitutes.

有家由20個妓女共同經營的烘焙坊。

And, being a little intrigued, I went to go meet this group,

在好奇心驅使下，我登門造訪，

and what I found was 20 unwed mothers who were trying to survive.

發現她們只是一群想要求生存的未婚媽媽。

And it was really the beginning of my understanding the power of language,

那一刻，我發現語言的力量，

and how what we call people so often distances us from them,

我們對人的稱呼是如何影響旁人對他們的觀感，

and makes them little.

甚至讓他們自己也看輕自己。

I also found out that the bakery was nothing like a business,

我同時發現這間烘焙坊的經營完全跟不上軌道，

that, in fact, it was a classic charity run by a well-intentioned person,

不如說，它是由好心人士成立的慈善機構

who essentially spent 600 dollars a month

每月捐助基本開銷600美元

to keep these 20 women busy making little crafts and baked goods,

讓這20名婦女可以做些手工藝品及烘焙食品，

and living on 50 cents a day, still in poverty.

靠著每日僅有的50分錢勉強糊口。

So, I made a deal with the women. I said, "Look, we get rid of the charity side,

所以我和這群婦女做個交易。我告訴她們：『看，我們不需要別人的救濟，

and we run this as a business and I'll help you."

讓我協助你們，我們一起把這烘焙坊經營得有聲有色。』

They nervously agreed. I nervously started, and, of course,

他們半信半疑的接受了，我也感到忐忑不安，當然，

things are always harder than you think they're going to be.

事情總是比想像中來得困難。

First of all, I thought, well, we need a sales team,

首先，我們需要一批業務員，

and we clearly aren't the A-Team here,

很顯然，這些人絕非好手，

so let's -- I did all this training.

只有我受過這方面的訓練，

And the epitome was when I literally marched into the streets

於是我示範給他們看，提著一只木桶

of Nyamirambo, which is the popular quarter of Kigali, with a bucket,

走到吉佳利人潮最多的街道，

and I sold all these little doughnuts to people,

賣光了所有的甜甜圈。

and I came back, and I was like, "You see?"

回來後，我就是指著空的木桶說：『看到了沒？』

And the women said, "You know, Jacqueline, who in Nyamirambo is not going to buy

這群婦女回答我：『Jacqueline，說實話，

doughnuts out of an orange bucket from a tall American woman?" And like --

誰不會買一個高大美國女人橙桶裡的甜甜圈？』嗯，這就像 --

(Laughter) -- it's a good point.

（笑聲）還真直接。

So then I went the whole American way,

當時我所想得都是美國人的邏輯，

with competitions, team and individual. Completely failed,

不論採團體或個人競賽，通通失敗，

but over time, the women learnt to sell on their own way.

但一陣子後，這些婦女有了自己的想法。

And they started listening to the marketplace,

她們發現了市場需求，

and they came back with ideas for cassava chips, and banana chips,

創造了木薯、香蕉、

and sorghum bread, and before you knew it,

高粱麵包等，你聽都沒聽過的口味，

we had cornered the Kigali market,

隨著市場知名度大增，

and the women were earning three to four times the national average.

這群婦女的收入較平均水準高出3倍，甚至4倍。

And with that confidence surge, I thought, "Well, it's time to create a real bakery,

自信心建立後，我想是時候設立一間真正的烘焙坊，

so let's paint it." And the women said, "That's a really great idea."

從牆壁粉刷開始，所有人都覺得這是個好主意。

And I said, "Well, what color do you want to paint it?" And they said,

我問他們：『你們想要什麼樣的顏色呢？』而他們回答我：

"Well, you choose." And I said, "No, no, I'm learning to listen.

『你決定吧。』我說：『不，我想聽你們的想法 --

You choose. It's your bakery, your street, your country -- not mine."

這是你們的烘焙坊，你們的街道，你們的國家，應該由你們自己決定。』

But they wouldn't give me an answer.

但是她們沒人給我一個答案。

So, one week, two weeks, three weeks went by,

一個星期，二個星期，三個星期過去了，

and finally I said, "Well, how about blue?"

最後我忍不住了，問說：『藍色好不好？』

And they said, "Blue, blue, we love blue. Let's do it blue."

他們回答：『藍色，藍色，我們喜歡藍色。就用藍色吧。』

So, I went to the store, I brought Gaudence, the recalcitrant one of all,

之後，拖著Gaudence 陪我去店裡，她顯得很不情願，

and we brought all this paint and fabric to make curtains,

我們買了油漆，窗簾要用的布料，

and on painting day, we all gathered in Nyamirambo,

動工當天，所有人都聚在Nyamirambo，

and the idea was we would paint it white with blue as trim,

原來是想漆成藍白相間，

like a little French bakery. But that was clearly not as satisfying

像法式烘焙坊的感覺。但如果把整面牆漆成藍色

as painting a wall of blue like a morning sky.

像早晨的天空一樣，豈不更酷？

So, blue, blue, everything became blue.

所以囉，藍色，全部都是藍色；

The walls were blue, the windows were blue,

藍色的牆壁，藍色的窗戶，

the sidewalk out front was painted blue.

門口的走廊也是藍的。

And Aretha Franklin was shouting "R-E-S-P-E-C-T,"

當Aretha Franklink 大叫著『尊重』二個字時，

the women's hips were swaying

所有人開心地搖著屁股

and little kids were trying to grab the paintbrushes, but it was their day.

小孩子也吵著要摻一腳，所有人都好快樂！

And at the end of it, we stood across the street

之後，我們站在對街看著

and we looked at what we had done, and I said, "It is so beautiful."

辛苦一天的成果，我忍不住說著：『好美！』

And the women said, "It really is."

大家都說：『是啊！』

And I said, "And I think the color is perfect,"

我說：『這顏色真棒！』

and they all nodded their head, except for Gaudence,

所有人都點頭，唯獨Gaudence，

and I said, "What?"

我問：『怎麼了？』

And she said, "Nothing." And I said, "What?"

她回答：『沒有。』我又問：『到底怎麼了？』

And she said, "Well, it is pretty, but, you know, our color, really, it is green." And --

她說：『藍色是很美，但...我們應該用綠色，綠色才是我們的顏色。』然後 --

(Laughter)

（笑聲）

-- I learned then that listening isn't just about patience,

那一刻我赫然發現，所謂傾聽，需要的不只是耐心，

but that when you've lived on charity and dependent your whole life long,

尤其當你的生活依賴外界援助時，時時需要看人臉色時，

it's really hard to say what you mean.

你更害怕說出內心真正的想法。

And, mostly because people never really ask you,

當然，大多時候也沒人真正問過你，

and when they do, you don't really think they want to know the truth.

即使問了，也不在乎你說什麼。

And so then I learned that listening is not only about waiting,

我了解到傾聽不光是等待，

but it's also learning how better to ask questions.

更要主動發掘問題。

And so, I lived in Kigali for about two and a half years, doing these two things,

在吉佳利的二年半，我一直在學如何聽，如何問，

and it was an extraordinary time in my life.

這是我人生一段非凡時光。

And it taught me three lessons

讓我領悟三個道理

that I think are so important for us today,

對我們每一個人都很重要，

and certainly in the work that I do.

當然對我的工作也是。

The first is that dignity is more important to the human spirit than wealth.

第一，人的尊嚴比財富更重要。

As Eleni has said, when people gain income, they gain choice,

如同Eleni說過的，基本生存先得到滿足，才有選擇的機會，

and that is fundamental to dignity.

而人的尊嚴是生存的根本。

But as human beings, we also want to see each other,

永遠都別忘了，

and we want to be heard by each other, and we should never forget that.

人是群居的動物，沒有人能離群所居。

The second is that traditional charity and aid

第二，傳統的慈善機構及援助系統

are never going to solve the problems of poverty.

是無法解決貧窮的。

I think Andrew pretty well covered that, so I will move to the third point,

我相信Andrew 剛已經說得很清楚了，所以我直接跳到第三點，

which is that markets alone also

僅僅透過資本市場

are not going to solve the problems of poverty.

也無法消弭貧窮。

Yes, we ran this as a business,

是的，耐心資本是個追求獲利的企業，

but someone needed to pay the philanthropic support

因為即使是慈善事業

that came into the training, and the management support, the strategic advice

員工也需要受訓，也要找好的管理人才，以及策略合作的伙伴

and, maybe most important of all,

更重要的，

the access to new contacts, networks and new markets.

要能打開不同的人脈網絡，拓展不同的市場。

And so, on a micro level, there's a real role for this combination

因此，就微觀角度而言

of investment and philanthropy.

它是投資及慈善的結合。

And on a macro level -- some of the speakers have inferred that

但就宏觀而言，剛有些人也提到

even health should be privatized.

醫療體系也應私有化。

But, having had a father with heart disease,

但是，想想家中有個患有心臟病的父親，

and realizing that what our family could afford

而這些醫療費用

was not what he should have gotten,

不是家中成員可以負擔的，

and having a good friend step in to help,

最後是一個好朋友伸出援手，解決燃眉之急，

I really believe that all people deserve access to health

但我認為醫療保障應該是所有人的基本權利

at prices they can afford.

應該讓每個人都能負擔。

I think the market can help us figure that out,

我也相信資本市場能解決些問題，

but there's got to be a charitable component,

但慈善元素仍不可缺

or I don't think we're going to create the kind of societies we want to live in.

否則無法創造出我們心目中的理想世界。

And so, it was really those lessons that made me decide to

體認這些道理後，6年前我下定決心

build Acumen Fund about six years ago.

成立Acumen基金。

It's a nonprofit, venture capital fund for the poor,

它是為幫助貧民而設立的非營利創業基金，

a few oxymorons in one sentence.

聽起來有些矛盾。

It essentially raises charitable funds from individuals, foundations and corporations,

事實上，我們由個人，基金會，或是公司團體募集資金，

and then we turn around and we invest equity and loans

然後再投資或融資

in both for-profit and nonprofit entities

給營利及非營利機構

that deliver affordable health, housing, energy, clean water

而這些機構提供亞洲南部或非洲地區的貧民，

to low income people in South Asia and Africa,

各項醫療，住家，能源，甚至是乾淨的水源，

so that they can make their own choices.

讓他們對未來重新燃起希望。

We've invested about 20 million dollars in 20 different enterprises,

我們投資了2仟萬美金給20個企業，

and have, in so doing, created nearly 20,000 jobs,

而且，創造了2萬個工作機會，

and delivered tens of millions of services to people

更提供了數仟萬個服務

who otherwise would not be able to afford them.

這些在之前他們是享受不到的。

I want to tell you two stories. Both of them are in Africa.

在這我想說兩個故事，都發生在非洲。

Both of them are about investing in entrepreneurs

兩個都是企業投資

who are committed to service, and who really know the markets.

都願意提供服務，對市場也都熟悉。

Both of them live at the confluence of public health and enterprise,

除了致力於改善公眾醫療體系，也同時兼顧企業獲利，

and both of them, because they're manufacturers,

而且兩個都是生產製造者，

create jobs directly, and create incomes indirectly,

不但直接創造工作機會，財富也間接增加，

because they're in the malaria sector,

因為他們對瘧疾特別關注，

and Africa loses about 13 billion dollars a year because of malaria.

而非洲一年因瘧疾而損失的金額，高達130億美金。

And so as people get healthier, they also get wealthier.

所以只要瘧疾能消除，人們生活水平一定能提昇。

The first one is called Advanced Bio-Extracts Limited.

我所說的其中一個企業叫做Advanced BIo-Extracts有限公司。

It's a company built in Kenya about seven years ago

這家公司差不多7年前於肯亞成立。

by an incredible entrepreneur named Patrick Henfrey and his three colleagues.

這位了不起的創辦者是Patrick和另外三位同事。

These are old-hand farmers

他們都是農夫老手

who've gone through all the agricultural ups and downs

30年來在肯亞

in Kenya over the last 30 years.

經歷過農業景氣無數次的起起伏伏。

Now, this plant is an Artemisia plant;

現在，他們主要生產蒿屬植物，

it's the basic component for artemisinin,

這種植物內含青蒿素，

which is the best-known treatment for malaria.

對治療瘧疾很有效。

It's indigenous to China and the Far East,

它原產地在中國及遠東地區，

but given that the prevalence of malaria is here in Africa,

為了對抗瘧疾，

Patrick and his colleagues said, "Let's bring it here,

Patrick 和幾位同事說：『把它引進非洲吧，

because it's a high value-add product."

因為它可是高附加價值的商品。』

The farmers get three to four times the yields that they would with maize.

收益較以往種植玉米時高出3至4倍。

And so, using patient capital -- money that they could raise early on,

而且藉由耐心資本，他們得以提早引進資金，

that actually got below market returns

雖然這些資金的報酬較市場平均來得低，

and was willing to go the long haul and be combined

但仍然願意長期投入

with management assistance, strategic assistance --

甚至注入管理及策略等各方面的資源，

they've now created a company where they purchase from 7,500 farmers.

現在這家公司已有7500名的農夫。

So that's about 50,000 people affected.

大約5萬人更因此受惠。

And I think some of you may have visited --

我想你們之中有些人或許見過這些農夫 --

these farmers are helped by KickStart and TechnoServe,

經過KickStart和TechnoServe的幫助後，

who help them become more self-sufficient.

現在更能自己自足。

They buy it, they dry it and they bring it to this factory,

他們買下青蒿素，經過乾燥處理後，帶到工廠加工，

which was purchased in part by, again, patient capital from Novartis,

這間工廠的資金部份來自於耐心資本，出資者是Novatis，

who has a real interest in getting the powder

他對這種青蒿素極感興趣

so that they can make Coartem.

用它製作出＂複方蒿甲醚＂，也是治療瘧疾的藥。

Acumen's been working with ABE for the past year, year and a half,

過去一年半，Acumen和ABE合作，

both on looking at a new business plan,

不斷找尋新的投資項目，

and what does expansion look like, helping with management support

而且依據其拓展計劃，給予管理支援

and helping to do term sheets and raise capital.

以及所需營運資金。

And I really understood what patient capital meant emotionally

直至上個月，我才了解到耐心資本的真正含義。

in the last month or so. Because the company was literally

這家公司在送樣檢驗所生產製作的

10 days away from proving that the product they produced

"複方蒿甲醚"是否符合世界標準時

was at the world-quality level needed to make Coartem,

竟停工10天，

when they were in the biggest cash crisis of their history.

原因是他們遭遇到創立以來最大的資金短缺。

And we called all of the social investors we know.

當時我們幾乎找遍了所有的社會投資者幫忙。

Now, some of these same social investors are really interested in Africa

如今，他們之中有些人對非洲投資興趣極高

and understand the importance of agriculture,

同時深入了解農業發展的重要性，

and they even helped the farmers.

並因此幫助很多農民。

And even when we explained that if ABE goes away,

當時我們也坦誠，如果ABE不再投資，

all those 7,500 jobs go away too,

全部7500個職位都會消失，

we sometimes have this bifurcation between business and the social.

有時我們也會夾在商業及社會道德中間。

And it's really time we start thinking more creatively about how they can be fused.

但在當下要做的應該是積極思考解決方案。

So Acumen made not one, but two bridge loans,

為此Acumen 二次提供過渡性貸款，

and the good news is they did indeed meet world-quality classification and are now

好消息是這公司確實通過世界標準的檢驗

in the final stages of closing a 20-million-dollar round, to move it to the next level,

並且獲得2仟萬美金的挹注，

and I think that this will be one of the more important companies in East Africa.

我相信它會是東非最重要的公司之一。

This is Samuel. He's a farmer.

這個人叫Samuel，也是個農夫。

He was actually living in the Kibera slums

事實上他原來住在Kibera貧民窟

when his father called him and told him about Artemisia and the value-add potential.

當父親教他認識艾草以及它的潛在價值後，

So he moved back to the farm, and, long story short,

他決定回到農場，總之，我長話短說，

they now have seven acres under cultivation.

現在他們耕種土地面積有7畝。

Samuel's kids are in private school,

Samuel 的小孩都能上私立學校，

and he's starting to help other farmers in the area also go into Artemisia production --

他還協助其他農夫從事艾草的耕種 --

dignity being more important than wealth.

人的尊嚴絕對勝過財富。

The next one, many of you know.

下個例子，很多人或許聽過。

I talked about it a little at Oxford two years ago,

2年前，我在牛津演講時稍稍提到一些，

and some of you visited A to Z manufacturing,

你們有人去看過"A to Z"的工廠，

which is one of the great, real companies in East Africa.

在東非規模算屬一屬二的。

It's another one that lives at the confluence of health and enterprise.

除了致力於提昇整體公共醫療品質之外，

And this is really a story about a public-private solution

也不忘追求企業本身獲利。

that has really worked.

它證明了二者是能同時兼顧的。

It started in Japan. Sumitomo had developed a technology

它從日本開始。日本住友發明了一種科技，

essentially to impregnate a polyethylene-based fiber with organic insecticide,

在聚乙烯纖維上注入有機殺蟲劑，

so you could create a bed net,

用這科技製造出來的蚊帳，

a malaria bed net, that would last five years and not need to be re-dipped.

不但可以抵抗瘧疾，殺蟲劑的效能還可以維持五年之久。

It could alter the vector, but like Artemisia,

像蒿一樣，是治療瘧疾的好方法，

it had been produced only in East Asia. And as part of its social responsibility,

這種含殺蟲劑的蚊帳，原來只在東非生產，基於社會責任，

Sumitomo said, "Why don't we experiment

住友說：『為什麼我們不試試是否可以在非洲生產，

with whether we can produce it in Africa, for Africans?"

使所有非洲人都能受惠？』

UNICEF came forward and said, "We'll buy most of the nets,

聯合國兒童基金會來到說：『我們為此成立一個環球基金，

and then we'll give them away, as part of the global fund's

然後我們會買下大部份的蚊帳，

and the U.N.'s commitment to pregnant women and children, for free."

讓懷孕婦女及小孩都能免費取得。』

Acumen came in with the patient capital,

Acumem基金接著響應，

and we also helped to identify the entrepreneur

我們負責找出適合的創業家

that we would all partner with here in Africa,

協助其整合所需資源，

and Exxon provided the initial resin.

而Exxon 則負責原料供應。

Well, in looking around for entrepreneurs,

在找尋創業家的過程中，

there was none better that we could find on earth than Anuj Shah,

我們在A to Z工廠，發現了Anuj Shah，

in A to Z manufacturing company.

說實話，不會有人比他更適合的了。

It's a 40-year-old company, it understands manufacturing.

A to Z從事製造領域已有40年歷史，他們明白什麼是生產。

It's gone from socialist Tanzania into capitalist Tanzania,

歷經坦桑尼亞由社會主義轉變成資本主義，

and continued to flourish. It had about 1,000 employees when we first found it.

直至今日資本主義仍持續蔓延。Anuj從最初創辦時有1000名員工。

And so, Anuj took the entrepreneurial risk here in Africa

憑著一股創業家的冒險精神

to produce a public good that was purchased by the aid establishment

他決定替援助機構

to work with malaria.

生產抵抗瘧疾的商品。

And, long story short, again, they've been so successful.

總之，長話短說，他們做得很成功。

In our first year, the first net went off the line in October of 2003.

2003年10月，我們合作的第一年，第一批蚊帳正式上市時，

We thought the hitting-it-out-of-the-box number was 150,000 nets a year.

預計的年產量為15萬個。

This year, they are now producing eight million nets a year,

今年的生產量已達800萬個，

and they employ 5,000 people, 90 percent of whom are women, mostly unskilled.

這工廠現有5000名員工，90%是女性，大部份都沒有生產技能。

They're in a joint venture with Sumitomo.

現在連住友都加入合夥。

And so, from an enterprise perspective for Africa,

而，不論是就企業角度，

and from a public health perspective, these are real successes.

還是就改善公共衛生角度而言，這家公司都很成功。

But it's only half the story if we're really looking at solving problems of poverty,

但如果真要徹底根除貧窮，充其量它只做到一半，

because it's not long-term sustainable.

因為長遠而言，它缺乏持續發展性。

It's a company with one big customer.

這家公司只有一個大客戶。

And if avian flu hits, or for any other reason

假設禽流感再度流行，或是其他任何原因

the world decides that malaria is no longer as much of a priority, everybody loses.

瘧疾不再是個威脅，這公司也就結束了。

And so, Anuj and Acumen

因此，Anuj 和 Acumen

have been talking about testing the private sector,

一直想把觸角延伸至其他的私人渠道，

because the assumption that the aid establishment has made is that,

因為傳統援助系統多僅限於，

look, in a country like Tanzania,

像坦桑尼亞這樣的國家，

80 percent of the population makes less than two dollars a day.

80%的人每天平均收入不到2美元。

It costs, at manufacturing point, six dollars to produce these,

而光蚊帳製造成本就要6美元，

and it costs the establishment another six dollars to distribute it,

再加上6美元的運送費用，

so the market price in a free market would be about 12 dollars per net.

如果在自由競爭的市場，蚊帳市價就要12美元。

Most people can't afford that, so let's give it away free.

大部份人買不起，只能藉由援助免費取得。

And we said, "Well, there's another option.

而我們說：『一定有別的方法。

Let's use the market as the best listening device we have, and

拓展不同管道，發掘市場需求，

understand at what price people would pay for this, so they get the dignity of choice.

找出人們願意購買的價格，讓客戶多了選擇的機會。

We can start building local distribution,

同時也開始建立地區性的分銷據點，

and actually, it can cost the public sector much less."

事實上，這可以省下不少成本。』

And so we came in with a second round of patient capital to A to Z,

這時藉著耐心資本對 A to Z 的再次注資，

a loan as well as a grant, so that A to Z could play with pricing

是融資也是捐款，讓A to Z可以調整價格

and listen to the marketplace, and found a number of things.

收集市場訊息，同時我們還有幾個發現。

One, that people will pay different prices,

第一，不同渠道可以負擔的價格不一樣，

but the overwhelming number of people will come forth at one dollar per net

但在1美元左右的價格

and make a decision to buy it.

購買意願較高。

And when you listen to them, they'll also have a lot to say

再來，如果你願意聽，他們很願意說出

about what they like and what they don't like.

喜歡什麼，討厭什麼，

And that some of the channels we thought would work didn't work.

還有有些渠道其實是沒有用的。

But because of this experimentation and iteration that was allowed

這一切都是因為有了耐心資本的協助

because of the patient capital,

才得以不斷進行嘗試，

we've now found that it costs about a dollar in the private sector

我們也找到私人企業

to distribute, and a dollar to buy the net.

願意花1美元購買蚊帳，再加上1美元的運送費用。

So then, from a policy perspective, when you start with the market,

因此，就政策面而言，當你開始了解市場時，

we have a choice.

你就有了選擇。

We can continue going along at 12 dollars a net, and the customer pays zero,

我們依然可以賣12美元的蚊帳，但別想從客戶端拿到一毛錢，

or we could at least experiment with some of it, to charge one dollar a net,

或是去找出至少願意付1美元的客戶，

costing the public sector another six dollars a net,

再由政府部門負擔6美元，

give the people the dignity of choice, and have a distribution system

這樣，客戶多了選擇，分銷據點也能建立

that might, over time, start sustaining itself.

也許一段時間後，就能逐漸產生獲利。

We've got to start having conversations like this,

事不宜遲，我們應該立即付諸行動，

and I don't think there's any better way to start than using the market,

而且不會有比讓市場自由運作更好的方法了，

but also to bring other people to the table around it.

假以時日，定能吸引更多人的參與。

Whenever I go to visit A to Z, I think of my grandmother, Stella.

每一次當我造訪A to Z時，我總是想到我的祖母，Stella。

She was very much like those women sitting behind the sewing machines.

她就像這些坐在縫紉機前的女工們一樣。

She grew up on a farm in Austria, very poor,

她出身於澳洲一個非常貧窮的農場，

didn't have very much education.

也沒有機會受教育。

She moved to the United States, where she met my grandfather,

當她搬到美國時，遇到我祖父

who was a cement hauler,

他是水泥搬運工，

and they had nine children. Three of them died as babies.

他們有9個孩子。其中3個出生沒多少就夭折了。

My grandmother had tuberculosis, and she worked in a sewing machine shop,

祖母患有肺結核，但她還是得在縫紉工廠工作

making shirts for about 10 cents an hour.

賺取每小時10美分的微薄薪水。

She, like so many of the women I see at A to Z,

她，和很多A to Z的女工一樣，

worked hard every day, understood what suffering was,

她們努力工作，犧牲奉獻，

had a deep faith in God, loved her children

堅持信仰，疼愛孩子

and would never have accepted a handout.

拒絕接受救濟。

But because she had the opportunity of the marketplace,

但因為市場給她機會，

and she lived in a society that provided the safety

讓她可以住在安全

of having access to affordable health and education,

且有醫療保障和提供教育的環境，

her children and their children were able to live

她的子子孫孫

lives of real purpose and follow real dreams.

才能懷抱夢想，實踐未來。

I look around at my siblings and my cousins -- and as I said,

看著我的兄弟姐妹們 -- 如同我說的，

there are a lot of us --

我們當中 --

and I see teachers and musicians, hedge fund managers, designers.

有老師，有音樂家，有避險基金經理，也有設計師。

One sister who makes other people's wishes come true.

是一位姐妹使其他人夢想得以實現。

And my wish, when I see those women, I meet those farmers,

我希望，我所接觸的這些婦女，這些農民，

and I think about all the people across this continent

甚至世界上的所有人

who are working hard every day,

所有辛苦工作的人，

is that they have that sense of opportunity and possibility,

都能感受到機會和可能性，

and that they also can believe and get access to services,

亦能相信未來他們可以接觸到這些服務，

so that their children, too, can live those lives of great purpose.

讓他們的子子孫孫能活出崇高的理想。

It shouldn't be that difficult.

這應該不會太困難。

But what it takes is a commitment from all of us

只是它需要我們每一個人的承諾

to essentially refuse trite assumptions,

擺脫舊有思想，

get out of our ideological boxes.

跳出舊有框架。

It takes investing in those entrepreneurs that are committed

投資這些創業家

to service as well as to success.

也是創造更多的服務及成功機會。

It takes opening your arms, both, wide,

它也需要你們張開你們的手，雙手，開闊的，

and expecting very little love in return,

期待很少愛的回報，

but demanding accountability,

反而是更多的責任，

and bringing the accountability to the table as well.

責無旁貸，全力而為。

And most of all, most of all,

而大部分，大部分人，

it requires that all of us have the courage and the patience,

我們都須俱備勇氣及耐心，

whether we are rich or poor, African or non-African,

不論我們是富是貧，非洲人也好，不是也罷，

local or diaspora, left or right,

不論你是那一國人，是左派或右派人士，

to really start listening to each other.

就讓我們從今天開始學習傾聽。

Thank you.

謝謝大家。

(Applause)

（掌聲）