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