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THE MAMA CARES NETWORKBusiness driven solutions for good health
Getting entrepreneurs started
GETTING STARTED
STRATEGIC SELLING GUIDE
Target areas Free models Membership pricing
Use provided marketing materials
Sharing, referrals
BUSINESS ACTION STEPS
Selling FinancingInstallation
and maintenance
OFFERINGS Costs Pricing Description
LOGO FILES
B. Model rainwater & hand washing systemso In target areas, build one for freeo Invite community Mamas to this site for tea to teach them
about Mama Cares membership
E. Encourage customers to share
D. Use provided marketing materialso Print or create and give prospective customers
A business card A copy of “Grave risks of contaminated water” A copy of “Crippling costs of sickness” A copy of “Benefits of clean water” A copy of “Benefits of Mama Cares membership” Show them (don’t give) a sample of official membership
certificate
H. Referrals
A. Sell to Mamas in target areaso Communities where people travel long distances for water
High incidence of typhoid, diarrhea No kids at home, older Groups & door to door
C. Stress affordable membership pricing
STRATEGIC SELLING GUIDE
BUSINESS ACTION STEPSSelling
Build supplier relationship
Build financing relationship
Installation
Maintenance
Training labor
Forge partnerships
Who do you sell to?
A. Target customero Communities where people travel long distances for water
High incidence of typhoid, diarrhea No kids at home, older
B. Finding target customers (look for them in bunches)o Community units: Often have data on geography & incidence of waterborne disease
SELLLING – TARGETING
How do you sell?
A. Communicationo Phone always charged & credit
B. Use your selling materialso Business cards and information sheets
C. Know your product wello Custom elevator pitches by audience
In 30 seconds describe why it matters to that audience
SELLLING – BASICS
BUILD SUPPLIER RELATIONSHIPS
Your suppliers will provide you with all the material needs you require to build a rainwater harvesting system, set up a shared community tank, or deliver clean purchased water. Work hard to know these people. Before you commit to one compare prices and delivery costs and schedules. Select a primarysupplier, but also develop backups!
FINANCING VEHICLESSelf finance in your own community or build a relationship with a “banker,” credit union, loan program, government agency, or local NGO. Always shop around to compare interest rates and read the fine print!
TYPE VARIETIES
SELFMerry-goround Table banking Group of
Mama’s
BANKSKWFT AFC Boresha Sacco
INTERNATIONAL MICRO Water.org Zindisha
PUBLICUweza Sponsorship
local NGOGovernment
ministries
INSTALLATION & MAINTENANCEINSTALLATION
1. Note site conditions at house before installation
2. Schedule installation at time when customer will be present
3. Buy materials after sale is made
4. Customize & attach gutter w/nails & string.
5. Experiment to find perfect place for storage tank
6. Securely cover tank opening with screen
7. Test system, make adjustments
8. Demonstrate weekly leaf removal
9. Demonstrate weekly cleaning of siphoning cups
10. Inform customer about 1 free maintenance visit
11. Encourage them to share extra water with neighbors.
MAINTENANCE
Weekly Clean gutters Clean siphoning cups
Annual Clean storage tank
OFFERINGSOFFERING PRICE TIME PRICE ITEM SIZE/VOLUME UNIT COST COST
MEMBERSHIP Kidogo-RHS, Basic
handwashing, certificate
Quarterly trainings, free maintenance
150 KSH month
Totals 3,207.5 KSH
KIDOGO-RHS 4,250 KSH 5,000 KSH over 1 yr
metal gutter 10 feett 47.5 KSH per foot
475 KSH
Storage tank 210 liters 1,200 KSH
Screen 100
String & Nails 50
transport RT 400 400
install labor 1 hour 250 250
Total 2,475 KSH
BASIC HAND WASHING 1,500 KSH 2,000 KSH
metal gutter 5 feet gutter 47.5 foot 237.5
bucket 10 liter bucker 100 100
soap Soap for one year 120 120
nails and string Nails & string 25 25
installtion 1 hour Installation 250 250
Total 732.5 KSH
STARTUP COSTSOFFERING NEED INSTALLATION
FINANCINGMARKETINGMATERIALS
TOTAL
Membership 25 systems 80,200 KSH 10,000 KSH 90,200 KSH
Kidogo - Financed
25 systems 40,100 KSH 10,000 KSH 50,100 KSH
Kidogo – Cash in advance of materials purchased
2 model systems
6,416 KSH 10,000 KSH 16,416 KSH
LOGO FILES
• Use the digital files provides to create business cards to hand out to prospects