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譯者: Regina Chu
審譯者: Bighead Ge
00:12
In Kenya, 1984 is known
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在肯亞,人稱 1984 年
00:15
as the year of the cup,
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為杯子之年,
00:18
or the goro goro.
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或稱咕嚕咕嚕。
00:20
The goro goro is a cup used to measure
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咕嚕咕嚕是一種量杯,
00:23
two kilograms of maize flower on the market,
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在市場上拿來秤兩公斤的玉米粒,
00:26
and the maize flower is used to make ugali,
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而玉米粒則拿來煮烏伽黎,
00:30
a polenta-like cake that is eaten
together with vegetables.
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一種很像義式玉米粥的餅,
與蔬菜同吃。
00:34
Both the maize and the vegetables are grown
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玉米及蔬菜兩者都種在
00:36
on most Kenyan farms,
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大部分的肯亞農場上,
00:38
which means that most families can feed themselves
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也就是說大部分的家庭
00:40
from their own farm.
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都能自給自足。
00:42
One goro goro can feed three meals
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一杯咕嚕咕嚕能做出三頓餐點
00:46
for an average family,
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給一個普通人家吃,
00:48
and in 1984, the whole harvest
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而 1984 年,一年的總收穫
00:51
could fit in one goro goro.
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只能裝滿一杯咕嚕咕嚕。
00:55
It was and still is one of the worst droughts
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這到現在仍是人們記憶中
最慘的旱災。
00:57
in living memory.
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01:00
Now today, I insure farmers against droughts
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今天,我提供保險給農民對抗
01:03
like those in the year of the cup,
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像杯子之年的旱災。
01:05
or to be more specific, I insure the rains.
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或更精確的說,我確保降雨。
01:10
I come from a family of missionaries
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我來自一個傳教士家族,
01:13
who built hospitals in Indonesia,
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先人曾在印尼蓋醫院,
01:15
and my father built a psychiatric hospital
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我的父親則在坦尚尼亞
蓋了間精神病醫院。
01:17
in Tanzania.
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01:18
This is me, age five, in front of that hospital.
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這是我,五歲,在那間醫院前。
01:21
I don't think they thought I'd grow up
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我從不認為他們會想到我長大後
01:24
to sell insurance. (Laughter)
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要賣保險。(笑聲)
01:27
So let me tell you how that happened.
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所以讓我告訴你們這怎麼發生的。
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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盧安達的農業部工作,
01:34
and my boss had just been promoted
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我的頂頭上司升了官
01:36
to become the minister.
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成為部長。
01:37
She launched an ambitious plan
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她發起一項雄心勃勃的計畫
01:39
to start a green revolution in her country,
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要在她的國家開始綠色革命,
01:41
and before we knew it, we were importing
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在我們瞭解狀況之前,
我們就從國外先進口
01:43
tons of fertilizer and seed
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很多噸的肥料及種子,
01:45
and telling farmers how to apply that fertilizer
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並告訴農民如何施肥及種植。
01:48
and plant.
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01:49
A couple of weeks later,
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幾個星期後,
01:51
the International Monetary Fund visited us,
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國際貨幣基金組織來拜訪我們,
01:54
and asked my minister,
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並問我的部長,
01:56
"Minister, it's great that you want to help farmers
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「部長,這是好事,你要幫農民
01:58
reach food security, but what if it doesn't rain?"
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達成糧食安全,
但是如果不下雨怎麼辦?」
02:03
My minister answered proudly
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我的部長很自負的回答
02:05
and somewhat defiantly,
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也有點挑戰的意味,
02:07
"I am going to pray for rain."
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「我要祈禱降雨。」
02:11
That ended the discussion.
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這回答終結了討論。
02:15
On the way back to the ministry in the car,
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在回到部裡的車上,
02:17
she turned around to me and said,
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她轉頭向我說
02:19
"Rose, you've always been interested in finance.
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「蘿絲,妳一向都對財務很有興趣。
02:21
Go find us some insurance."
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去替我們找找保險。」
02:24
It's been six years since,
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六年過了,
02:26
and last year I was fortunate enough
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去年我很幸運
02:28
to be part of a team that insured
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能成為保險團隊的一員,
02:30
over 185,000 farmers in Kenya and Rwanda
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替在肯亞及盧安達
超過十八萬五千民農夫
02:33
against drought.
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投保旱災險。
02:35
They owned an average of half an acre
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他們擁有平均約半畝的地,
02:37
and paid on average two Euros in premium.
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保費平均在二歐元左右。
02:41
It's microinsurance.
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這是微型保險。
02:43
Now, traditional insurance doesn't work
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那麼,傳統保險業不會保
02:45
with two to three Euros of premium,
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只有二、三歐元保費的保險,
02:47
because traditional insurance relies on farm visits.
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因為傳統的保險要靠查勘農場。
02:50
A farmer here in Germany would be visited
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在德國這裡,一位農夫可能會在
02:52
for the start of the season, halfway through,
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農季開始、期中、
02:55
and at the end, and again if there was a loss,
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及農季結束時被查勘,
如果有損失,
02:57
to estimate the damages.
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還要再來估算賠償金。
03:00
For a small-scale farmer in the middle of Africa,
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對一個中非的小農,
03:04
the maths of doing those visits
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這些查勘怎麼算
03:05
simply don't add up.
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都不合算。
03:09
So instead, we rely on technology and data.
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所以我們要靠科技
及數據代替現場查勘。
03:12
This satellite measures
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這個衛星測量
03:15
whether there were clouds or not,
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一個地方有沒有雲,
03:17
because think about it:
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因為你想一下:
03:18
If there are clouds, then you might have some rain,
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如果有雲,大概就會降雨,
03:23
but if there are no clouds,
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但是如果沒有雲,
03:24
then it's actually impossible for it to rain.
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那一點下雨的機會都沒有。
03:27
These images show the onset of the rains
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這些影像顯示
這個季節肯亞雨季來臨。
03:29
this season in Kenya.
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03:31
You see that around March 6,
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你看大概在三月六日
03:33
the clouds move in and then disappear,
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雲飄進來然後消失,
03:36
and then around the March 11,
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然後大約在三月十一日
03:38
the clouds really move in.
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雲真的進來了。
03:42
That, and those clouds,
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那個,及這些雲
03:45
were the onset of the rains this year.
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是本年雨季的開始。
03:48
This satellite covers the whole of Africa
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這個衛星涵蓋整個非洲,
03:50
and goes back as far as 1984,
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並可回溯早至 1984 年,
03:53
and that's important, because if you know
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而這很重要,因為如果你知道
03:55
how many times a place has had a drought
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一個地方在過去 30 年
03:58
in the last 30 years,
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發生過多少次旱災,
04:00
you can make a pretty good estimate
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你就可以做個還滿準的估算
04:02
what the chances are of drought in the future,
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看看未來乾旱的機會有多大。
04:04
and that means that you can put a price tag
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也就是說你可以標價
04:07
on the risk of drought.
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在乾旱風險上。
04:09
The data alone isn't enough.
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只靠數據是不夠的。
04:12
We devise agronomic algorithms
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我們還設計了農事演算法,
04:14
which tell us how much rainfall
a crop needs and when.
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告訴我們一種作物需要
多少降雨及何時降雨。
04:18
For example, for maize at planting,
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舉個例,在玉米栽植期
04:20
you need to have two days of rain
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你需要兩天的雨
04:23
for farmers to plant,
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給農夫下種用,
04:25
and then it needs to rain once every two weeks
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然後要每兩個星期下一次雨
04:27
for the crop to properly germinate.
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讓作物好好發芽。
04:29
After that, you need rain every three weeks
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之後,你要每三星期下一次雨
04:32
for the crop to form its leaves,
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讓作物長葉子,
04:35
whereas at flowering, you
need it to rain more frequently,
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在開花期,你需要更頻繁的降雨,
04:38
about once every 10 days
for the crop to form its cob.
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大概每十天一次讓作物結穗。
04:42
At the end of the season,
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在生長期尾聲,
04:44
you actually don't want it to rain,
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你其實不想要下雨
04:46
because rains then can damage the crop.
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因為雨會破壞作物收成。
04:49
Devising such a cover is difficult,
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要做到這麼廣的設計的確很難
04:53
but it turned out the real challenge
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但結果證明賣保險才是真的挑戰。
04:55
was selling insurance.
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04:59
We set ourselves a modest target
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我們給自己制定還算合理的目標,
05:02
of 500 farmers insured after our first season.
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希望在第一季後
有約 500 位農夫投保。
05:06
After a couple of months' intense marketing,
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在幾個月的強力行銷後,
05:08
we had signed up the grand total
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我們簽下了總計
05:10
of 185 farmers.
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185 位農夫。
05:14
I was disappointed and confounded.
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我好失望,非常不解。
05:17
Everybody kept telling me that farmers
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每個人都說農夫
05:18
wanted insurance,
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想要買保險,
05:21
but our prime customers simply weren't buying.
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但是我們的主要客戶就是不買。
05:24
They were waiting to see what would happen,
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他們在觀望會發生什麼事,
05:26
didn't trust insurance companies,
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不信任保險公司,
05:29
or thought, "I've managed for so many years.
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或是想,「我都撐了這麼多年了,
05:31
Why would I buy insurance now?"
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為什麼現在還要我買保險?」
05:35
Now many of you know microcredit,
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在座很多人都知道微型信貸,
05:38
the method of providing small loans to poor people
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就是提供窮人一小筆貸款的方法,
05:41
pioneered by Muhammad Yunus,
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由穆罕默德·尤納斯首創,
05:43
who won the Nobel Peace Prize
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他得了諾貝爾和平獎,
05:45
for his work with the Grameen Bank.
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因他在孟加拉鄉村銀行的作為。
05:47
Turns out, selling microcredit
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事實證明,賣微型信貸
05:49
isn't the same as selling insurance.
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與賣一般保險截然不同。
05:53
For credit, a farmer needs
to earn the trust of a bank,
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在信貸方面,
農夫必須得到銀行的信任,
05:57
and if it succeeds, the bank will advance him money.
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如果成功了,銀行就會墊款給他。
06:00
That's an attractive proposition.
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那是很吸引人的提議。
06:03
For insurance, the farmer needs to trust
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在保險方面,
農夫得信任保險公司,
06:06
the insurance company, and needs
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06:07
to advance the insurance company money.
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還得預付保險公司錢。
06:11
It's a very different value proposition.
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那是非常不同的價值主張。
06:14
And so the uptick of insurance has been slow,
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所以保險的漲勢很慢
06:17
with so far only 4.4 percent of Africans
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到目前為止只有 4.4% 的非洲人
06:19
taking up insurance in 2012,
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在 2012 年投保,
06:22
and half of that number is in one country,
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而且還有半數是來自同一個國家,
06:24
South Africa.
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南非。
06:26
We tried for some years
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我們試了幾年
06:27
selling insurance directly to farmers,
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要直接賣保險給農夫,
06:30
with very high marketing cost
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行銷成本很高,
06:32
and very limited success.
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成功卻極為有限。
06:35
Then we realized that there were many organizations
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然後我們才知道已經有很多組織
06:37
working with farmers:
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與農夫合作:
06:40
seed companies, microfinance institutions,
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種苗公司、微型金融機構、
06:43
mobile phone companies,
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手機公司、
06:45
government agencies.
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政府單位。
06:46
They were all providing loans to farmers,
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他們都提供貸款給農民,
06:49
and often, just before they'd finalize the loan,
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而且常常就在他們完成貸款之前,
06:52
the farmer would say,
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農民會說,
06:54
"But what if it doesn't rain?
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「可是如果不下雨怎麼辦?
06:56
How do you expect me to repay my loan?"
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這樣我要怎麼還貸款?」
06:59
Many of these organizations
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這種組織很多
07:02
were taking on the risk themselves,
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都會自行吸收風險,
07:03
simply hoping that that year,
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只希望那一年
07:05
the worst wouldn't happen.
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最壞的情況不會發生。
07:07
Most of the organizations, however,
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但是,大部分的組織
07:09
were limiting their growth in agriculture.
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都會限制他們在農業部門的成長。
07:12
They couldn't take on this kind of risk.
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他們無法承擔這種風險。
07:14
These organizations became our customers,
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這些組織就成了我們的客戶,
07:18
and when combining credit and insurance,
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而且當你把信貸與保險結合,
07:21
interesting things can happen.
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有趣的事就發生了。
07:24
Let me tell you one more story.
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讓我再說一個故事。
07:28
At the start of February 2012 in western Kenya,
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2012 年二月初,在肯亞西部
07:31
the rains started, and they started early,
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雨季開始了,而且很早就開始。
07:34
and when rains start early, farmers are encouraged,
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當雨季早早開始,農夫都很受鼓舞,
07:37
because it usually means that
the season is going to be good.
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因為這通常意味著這季會有好收成。
07:41
So they took out loans and planted.
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所以他們開始借貸栽種。
07:44
For the next three weeks,
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接下來三星期,
07:45
there wasn't a single drop of rain,
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連一滴雨都沒有,
07:48
and the crops that had germinated so well
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原本發芽得很好的作物
07:50
shriveled and died.
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枯萎死亡。
07:53
We'd insured the loans of a microfinance institution
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我們擔保一家微型金融機構的貸款,
07:56
that had provided those loans
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而他們已經提供貸款
07:57
to about 6,000 farmers in that area,
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給那個地區大約六千民農夫,
08:01
and we called them up and said,
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我們打電話給他們,說:
08:02
"Look, we know about the drought.
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「聽好,我們瞭解旱情。
08:04
We've got you.
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我們會幫你一把。
08:06
We'll give you 200,000 Euros
at the end of the season."
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我們會在季末時給你二十萬歐元。」
08:10
They said, "Wow, that's great,
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他們說:「哇,那很棒,
08:12
but that'll be late.
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但是那太遲了。
08:14
Could you give us the money now?
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你能不能現在就把錢給我們?
08:16
Then these farmers can still replant
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這樣這些農夫還能及時補植,
08:18
and can get a harvest this season."
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這季還有收穫。」
08:22
So we convinced our insurance partners,
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所以我們說服我們的保險事業夥伴,
08:24
and later that April, these farmers replanted.
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之後那個四月,這些農夫補植。
08:27
We took the idea of replanting to a seed company
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我們把補植的想法
告訴一家種苗公司,
08:30
and convinced them to price the cost of insurance
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並說服他們把保險的費用
08:32
into every bag of seed,
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加在每一袋種子上,
08:34
and in every bag, we packed a card
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在每一袋種子裡,
我們都包一張小卡,
08:36
that had a number on it,
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上面有一個數字,
08:38
and when the farmers would open the card,
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當農夫打開那張卡片,
08:40
they'd text in that number,
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他們就把上面的數字傳給我們,
08:42
and that number would actually help us
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那個數字可以實際幫助我們
08:43
to locate the farmer
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確定那位農夫的地點,
08:45
and allocate them to a satellite pixel.
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並把他們寫進一個衛星像元裡。
08:48
A satellite would then measure the rainfall
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衛星就可以測量
08:50
for the next three weeks,
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未來三星期的降雨。
08:52
and if it didn't rain,
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如果沒下雨
08:54
we'd replace their seed.
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我們就換新的種子給他們。
08:57
One of the first —
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第一批—
08:58
(Applause) — Hold on, I'm not there!
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(掌聲)等等,我還沒講完!
09:04
One of the first beneficiaries
of this replanting guarantee
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第一批這個補植保證的受益人,
09:07
was Bosco Mwinyi.
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其中有一位叫波思科·米尼。
09:09
We visited his farm later that August,
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之後那年八月我們去查訪他的農田,
09:12
and I wish I could show you the smile on his face
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我真的很想讓你們看看他臉上
09:15
when he showed us his harvest,
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在展示他的收穫給我們看時的笑容。
09:18
because it warmed my heart
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因為那溫暖了我的心,
09:19
and it made me realize why selling insurance
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而且讓我瞭解為什麼賣保險
09:21
can be a good thing.
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是件好事。
09:24
But you know, he insisted
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但你知道,他堅持
09:25
that we get his whole harvest in the picture,
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要我們把他所有的收成
都照在一張相片裡,
09:28
so we had to zoom out a lot.
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所以我們得把鏡頭拉很遠。
09:32
Insurance secured his harvest that season,
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保險確保了他那季的收成,
09:35
and I believe that today,
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而我相信今天,
09:38
we have all the tools to enable African farmers
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我們擁有一切的方法,
能賦予非洲農民
09:41
to take control of their own destiny.
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掌握他們自己命運的能力。
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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相反的,我很期待,至少一點點
09:49
the year of the insurance,
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保險之年,
09:51
or the year of the great harvest.
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或大豐收之年。
09:54
Thank you.
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謝謝。
09:57
(Applause)
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(掌聲)
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