Aug 15 -- Meeting with Sanergy and Hope World Wide
Aug 15, 2012
More updates on the price
Pump alone: 4000KSH
With wooden Structure: 7000KSH
With metal Structure: 8000KSH
This is the price we are setting for now until further
notice.
Two productive meetings with Sanergy’s operation and
marketing teams today.
The first meeting was with Dennis and his operation team (4
people). George, Danga, Isaiah and Emmah brought a functioning shower to
Sanergy so we were able to desmostrate to the operation team how the shower
works for them to better communicate with the operators.
They all looked excited about our shower and told us we
start installing in two showers in operators’ plot (one with her own structure
and one that needs our structure) for the one week trial. Our team went to meet
the operator who owns a structure. They reported that the drainage system
already exists in the structure and that it would be relatively easy to install
the showers at her place.
In between the meetings, we talked to Nathan and Mike. They
suggested that we should focus on one of the two markets: either the operator
or household. Since the functional requirement for the two markets are
different. The operator would want the shower to come in a nice package. As
long as the product is offers the customers a good experience and requires minimum
maintenance on her part, they would not mind paying a slightly higher price for
it. The households, on the other hand, are more price sensitive. They want
convenience of having the shower in their own homes and do not mind doing a bit
extra work (such as pumping).
Looking at the requirements, it seems our product is more
suitable for household or landlord for a plot. The pump we have is quite small
so its easy to stall and suitable for one shower. The price is affordable to
richer households or plots. But in any case, we think starting to work with the
operators still has its benefit. We can see how operators react to our product
and also use it as a tool to publicize to the local community about our shower.
The second meeting was with Moses from the marketing team.
He is a very talkative guy and told us a lot about marketing. He kept
emphasizing that the markets for the showers exist. To sell the showers, all we
need is a nicely packaged pitch to the customers for them to see the benefits
the showers can bring. He gave us a few pointers
1. Look the customers in their eyes when speaking.
2. Know your product very well to be able to take any
questions they have.
3. Give them numbers (e.g. You can save 2 liters per shower
with our product. With a family of four, that is 8 liters a day. That is 5
shillings. In a month, you would be able to save 150 shillings.)
4. Difficult customers can be better customers after you
convince them than nice customers who always says ‘yes’.
Danga had a chance to ‘sell’ the shower to Bonnie, the
Sanergy’s best salesperson and got some valuable feedbacks. Hope this short but
potent sales lesson prepares the team well to pitch to the operators tomorrow.
After meeting with Sanergy, Danga, Kali and I went to meet
with Benson, the chairperson of Hope World Wide in Kwa Rueben. The center is
very spacious, clean and well organized.
Probably due to the many sponsors they have.
The center offers a wide range of services including free
HIV testing, computer class, hairdressing (where I was very tempted to get my
hair done) class, tailoring class and a clinic.
They have a real basketball court donated by Coca-Cola.
There is even a computer room with about 10 computers, just to play ONE
computer game (they told us they do not have any other programs on the computer
which I think is total waste of computers). It’s a role playing game that was
suppose to help in behavior change (though Kali saw something about disabling
the alarm on the game handbook so we are doubting about the effectiveness of
the computer game on promoting good behavior).
Benson pointing to us the rainwater collection system.
There is a nice mural in the spacious meeting room. The left
half of the mural indicate the problems that exist in the slum. The right half
side of the mural illustrate the vision for a better life in the slum.
It is a very educational tour. We were surprised by how well
off the center is. Seems like there is a lot of funding from overseas if one
knows how to secure them. We told Benson about our shower project. They can buy
shower from us at a discounted rate of 3500KSH and sell it to the community at
the normal selling price. They can keep the profit except they have to pay a
500KSH membership fee each month for the delivery and maintenance of the
shower. Benson said that he will discuss with his manager and get back to us on
Mon. We look forward to hear good news from him.
The other purpose for visiting the center was to identify
potential project for EWB. For the center, it seems we can do some computer
related project since they already have the facilities. Not sure about the
impact and scale yet. We will keep on looking when we visit other groups in the
next few days.
It was around 530pm when we wrapped up our meeting and hiked
back to bus stop. Warning to future EWB teams: DO NOT TAKE MATATU TO TOWN AT THIS TIME. The
traffic is very bad. Our matatu stopped at National Stadium and refused to go
further due to the traffic.
We were stranded at the stadium for a while. The second matatu we
went on was blasting radio at party music volume. The speed of the matatu is
one tenth the speed of walking pedestrians besides us. So we eventually got off
the matatu and walked back to town. But we were back safe and sound. Ready for
tomorrow’s adventure!
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