1. THE MAMA CARES NETWORK Business driven solutions for good health Getting entrepreneurs started

2. GETTING STARTED STRATEGIC SELLING GUIDE Target areasFree models Membership pricing Use provided marketing materials Sharing, referrals BUSINESS ACTION STEPS SellingFinancing Installation and maintenance OFFERINGSCostsPricingDescription LOGO FILES

3. B. Model rainwater & hand washing systems o In target areas, build one for free o Invite community Mamas to this site for tea to teach them about Mama Cares membership E. Encourage customers to share D.Use provided marketing materials o 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 areas o 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

4. BUSINESS ACTION STEPS Selling Build supplier relationship Build financing relationship Installation Maintenance Training labor Forge partnerships

5. Who do you sell to? A.Target customer o 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

6. How do you sell? A.Communication o Phone always charged & credit B. Use your selling materials o Business cards and information sheets C. Know your product well o Custom elevator pitches by audience In 30 seconds describe why it matters to that audience SELLLING – BASICS

7. 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 primary supplier, but also develop backups!

8. FINANCING VEHICLES Self 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! TYPEVARIETIES SELF Merry-goroundTable banking Group of Mama’s BANKS KWFTAFCBoresha Sacco INTERNATIONAL MICRO Water.orgZindisha PUBLIC Uweza Sponsorship local NGO Government ministries

9. INSTALLATION & MAINTENANCE INSTALLATION 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 WeeklyClean guttersClean siphoning cups AnnualClean storage tank

10. OFFERINGS OFFERINGPRICETIME PRICEITEMSIZE/VOLUMEUNIT COSTCOST MEMBERSHIP Kidogo- RHS, Basic handwashing, certificate Quarterly trainings, free maintenance 150 KSH month Totals3,207.5 KSH KIDOGO-RHS 4,250 KSH5,000 KSH over 1 yr metal gutter10 feett47.5 KSH per foot 475 KSH Storage tank210 liters1,200 KSH Screen100 String & Nails50 transportRT400 install labor1 hour250 Total2,475 KSH BASIC HAND WASHING1,500 KSH2,000 KSH metal gutter 5 feet gutter47.5 foot237.5 bucket 10 liter bucker100 soap Soap for one year120 nails and string Nails & string25 installtion 1 hour Installation250 Total732.5 KSH

11. STARTUP COSTS OFFERINGNEEDINSTALLATION FINANCING MARKETING MATERIALS TOTAL Membership25 systems80,200 KSH10,000 KSH90,200 KSH Kidogo - Financed 25 systems40,100 KSH10,000 KSH50,100 KSH Kidogo – Cash in advance of materials purchased 2 model systems 6,416 KSH10,000 KSH16,416 KSH

12. LOGO FILES Use the digital files provides to create business cards to hand out to prospects