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1
CapstoneProject
SubmittedtotheCentreforAsiaPacificInitiatives
ByRachelJ.Lynch
CrossingBordersScholar2018
Thisbookletisacomponentofaworkshopfacilitatedaspartofa
Women’sEconomicEmpowermentPrograminSouthernProvince,
Zambia.Thisworkshopalsoincludesparticipationactivities(whichwill
bediscussedinthisproject)tohelpimplementthelessonspresentedin
thisbook.Thisprogramalsoincludesbi-weeklyfollow-upmeetings
over12weeksaftercompletionoftheworkshop,aswellasmentoring
andaccesstomicro-loans.
2
FundamentalsofMicro-EnterpriseWorkshop
TwamboTupati-patiTujatikizyaMakwebo
Akhalilia
NAME:______________________________
3
TableofContents
1. DefiningObjectives
2. MarketDemand
3. MarketSupply
4. TheMarket
5. Revenues
6. Costs
7. Profit
8. RecordKeeping
9. BusinessPlanning
UsefulDefinitions:
“TheBigFive”Withinthisdocument“TheBigFive”references5guidingquestions
(Who,What,When,WhereandHow)toaskyourselfwhenevaluating
howthingsinfluencesyourmicro-enterprise.
Micro-EnterpriseAsmallbusinessthatprovidesaproductorservicetothecommunity.
TheMarketThetradeofaproductorservicebetweenabuyerandaseller.
4
Machililanwa(TableofContents)
1. KupandululaMakanze
2. KuzibaZiyandikaKubantuMubusambazi
3. KupaZiyandika
4. MusikaNaMasambalilo
5. MaliAnjila
6. MaliAzwa
7. Mpindu
8. BubambebwaMalembe
9. MakweboaKuyeyaChakucita
“5Mupati”Awatujanamibuzyiliyosanwena5(Nguni,Chinzi,Ndilili,Nkuli,
ChicitwaButi)eeyinjemibuzyosimakwebonjalibuzyamwinikubona
kutimakweboaakwealimukumweendelakabotunapee.
MakweboAkhalilila(MicroEnterprise):
Ayamakwebomashyontoaapanzintuzisambalwanamilimo
yamakwebokulibanamaleyanakubuleya.
MushikanaMusika(Market):
Ibusambanzibwanzintunabubelesiakatikabasikuulaabasikusambala.
5
TheparticipantsofthisworkshopbelongtoWomen’sGroups–which
aregroupsof20womenthatworkonsmall,subsistencebusinesses
togetherandjointlybenefitfromtheprofits.Manyofthesegroups
havebeenworkingtogetherforover10years,butfewhaveever
implementedalastingbusiness.Themainreasonidentifiedbythe
groupsforthisisduetolackofknowledgeaboutstarting,running,and
sustainingabusiness.Theintentionofthisbookletandworkshopisto
closethisknowledgegapbyeducatingonbasicbusinessprinciples,and
provingmentorshiptoimplementtheselessonsinalong-lastingway.
6
Eachwomanparticipatingintheworkshopreceivesabooklet(pictured
below).Thebookletsarebi-lingual,witheachEnglishpagebesidea
Tongapage,whichisthelocallanguageinSouthernProvince.The
intentionofeachwomangettingherownbookissoshecanrefertoit
duringtheworkshop,butalsotoreviewlaterwithhergroupandshare
withfamilyandfriends.Thisbookletandworkshoparemeanttobe
inclusiveofalllearninglevels,whichiswhybooklets,oral
presentations,practicematerials,andfollow-upmeetingsareincluded.
7
1.DefiningObjectivesThefirststepofstartingamicro-enterpriseisdefiningthepurposeoftheenterprise.Alistofobjectivesshouldbewrittentospecifywhattheenterprisehopestoachieve.Definingobjectivesisusefultohelpguide
thedirectionandactionsoftheenterprise.
Inordertodefineobjectives,theownersofthemicro-enterprisemust
askthemselves:
• Whatdoesthisenterprisehopetoachieveasanenterprise?
• Howarewegoingtoachievethis?• Howisthisenterprisegoingtobesustainableovertime?
Afterthinkingaboutthesequestions,theenterpriseshoulddevelop
oneormoreobjectivesthatitwantstoachieve.
Whataresomeoftheobjectivesofthemicro-enterprise?
_____________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
Ifmanyobjectivesareidentifiedtheymustbesortedbyorderof
importance.
8
1.KupandululaMakanze
Chintuchakutangunamukutalikamakweboakhalililahkuzubulula
muzezowamakwebo.Twaambotutobelenetulalembwakutondezya
chiyandakujanwakumamaninoamakanze.Obubupanduluzi
mbuyandisikambobugwashabwendeazichitwamumakweboantela
mumpinduisalidwe.
Bamukamwinimpindubalibuzyebenitwambootu:
• Senanchinzicheeledekujanakumamanino?
• Tuyobelekabutikutitujanenchotuyandakujana?• Kabungaakakayobabutikabungakazumanana?
Kwamanakumvwilamibuzyoeeyikabungakabambemakanzeacintu
ncobayandakujana.
Makanzenziaambiamakweboakhalilila?
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
Natwaambotwavulaamutulembekutalikaakambokabuyandisi
kuyogolaakambokamamanino.
9
Atthispointintheworkshop–thegroupssittogethertodefinethe
objectivestheyhaveasagroup,andwhattheyhopetoachievethrough
theirsmallbusinesses.
10
11
2.MarketDemand
Whenstartingamicro-enterprisethatwillprovideaproduct
(vegetables)orservice(tailoring)tocustomersitisimportantto
considerifthereisdemandforthatproductorservice.
Whatisdemand?Demandiswhatandhowmuchpeoplewantofa
productorservice.
:
WHOwillwanttobuythisproductorservice?
WHATwilltheywant?
WHENwilltheywantit?Howoftenwilltheyneedtobuy(yearly,monthly,weekly,daily)?Howmuchdotheybuyeachtime?
WHEREarethesepeople?Howwillyougettheproductorservicetothem?
HOWdoyouknowthisinformation?
Thinkingofyourmicro-enterpriseistheremarketdemandforthe
productorservicetheenterpriseproduces?
12
2.Makwebo
Kutalikamakweboakhalililaatitupempindu(chisumane)antela
(kusuma,kusalazya)kulibatuula(customers)chipatinchakutitubone
kutizintuzyesunziyandisi.
Whatisdemand?Munyamanzidemandmuchitongaziyandisizintubantuzibayandakapati.
:
NGUNI(who)utikauleezizintu?
CHINZI(what)nchobayanda?
NDILILI(when)nobachiyanba?Mwaka,mwezi,wviki,naabuzuba?
Mponyaziindizyongaye.
NKULI(where)balikulibantuaba,tulazitolabutizintunzobayanda?
MBUBUTI(how)mbotuzibatwambootu?
Kuyeyelamakweboakohenakulimusikanamasambaliloazintuzili
mumakweboakonamumpindunjochita?
13
3.MarketSupply
Afterestablishingthatmarketdemandexistsforyourproductor
service,theenterprisemustthenfindouthowmanyotherindividuals
orenterprisesaresupplyingthemarketdemand.
Whatissupply?Supplyistheamountofthesameorsubstitutableproductsalreadyavailableinthemarket.
Aproductisthesameifitisidenticaltootherproductsonthemarket.
Aproductissubstitutableifitcanbeeasilyreplaced(orsubstituted)by
anothergood,forexamplerapecanbeeasilysubstitutedbycabbage.
Ifyourmarketalreadyhasthesameorsubstitutableproductsasyou
wanttosellthenyouwon’thaveasmanycustomers.
:
WHOisalreadysupplythemarket?Howmanysellersarethey?
WHATaretheysupplyingtothemarket?Isitthesameproductora
substitute?
WHENdotheysupply?Howmucharetheysupplyingeachtime?Are
thereanytimeswhentheyarenotsupplying,whynot?
WHEREaretheysupplying?Isitthesameplaceyouwillsupply?
HOWdoyouknowthisinformation?
Thinkingofyourmicro-enterpriseistheremarketsupplyforyour
productorservice?
14
3.ZintuZyakusambalaAmusika
Bakuzibakutizyakusambalazyakoziyandisiamushika,mponya
kabungakabonekutimbangeyebasambalazintuzikozyeneazyoujisiziyandisikapatiabusenabwakusambalila?
Kubaazintu(supply)zisambalwaantelazintuezinkozilikaleabusena
bwakusambalila(market)
Zyakusambalazikozansigweantelankozilikaleabusena
bwamasambalilo.
Mponyazyakusambalaingazyachnawa–kutina(rape)wavulayebo
sambalacabbageantelatomato.
Namasambaliloaakoalijisikalenzintuziswananazyeeleneazyako
zyoyandakusambala–nkokutitokoobaasikuulabanjipe.
:
NGUNI(who)usambalacintuechoamusika?Mbangayebasambala
zintuezyo?
CHINZI(what)nchobasamabala?Henachilikozyeneanchondisambala?
NDILILI(when)nobasambala?Zinjibutizisambalwaachindi?Senakuli
zindinzobatasambali?Kambonzi?
NKULI(where)nkobasambalilan?Senambusenabomwe
mposambalila?
MBUBUTI(how)mbotizibetwambootu?
Koyeyamakweboaakokutiantelaalasambalikaalimwisena
alafwambana?
15
Todevelopastrongunderstandingof“MarketDemand”thegroups
eachtakealargesheetofpaperandanswer“TheBig5”withregardsto
asamplebusiness(growingandsellingtomatoes,raisingandselling
chickens,buyingandsellingdriedfish,sellingsunfloweroil,for
example).Thefindingsarepresentedtotheworkshopparticipantsand
itisdeterminedifmarketdemandexistsforthisbusiness.
16
Thesameexerciseisalsodonetodeterminehowmanysuppliersareoperatinginthemarket.
17
4.TheMarket
Afteridentifyingtheexistenceofdemandandsupplyfortheproductor
servicetheenterprisewillproduce,theenterpriseneedstodetermine
ifthereisspaceforthegoodorserviceinthemarket?Howtodetermineifthereisspaceinthemarketforyourproduct:
• Isthereahighorcontinuousdemandfortheproductorservice?
• Istherelowsupplyfortheproductorservice?• Isthereinconsistentsupplyfortheproductorservice?• Doyouhaveabetterproductthanothersellers?• Isthisanewproductorservicethatisindemand?
IDEAEVALUATION!
Howdidyouanswerthequestionsabove?
Ifyouanswered:
YEStoanyofthequestions–yourmicro-enterprisecouldbesuccessful.
NOtoallofthequestions–yourmicro-enterprisewillnotbe
successful.Atthispointitisgoodtore-evaluateyourproductorservice
andseeifthereisanotherproductorserviceyour enterprisecan
product.
Itisimportanttobecarefulofenteringintomarketswitheither
• Toolittledemand
• Toomuchsupply
Wheneitherofthesearetrueitwillbehardtofindareliableplaceto
sellyourproductorservice.
18
4.MasambaliloAntelaMushika
Wamanakuzibabuyandisibwazintuzyojisimumakweboaako,kabunga
kakokalangenakulibusenabwakusambalilazintuzyakoamusika?
Nzilayakuzibanakulibusenaamusikawazintunzyo-sambala.
• Mbanjibayandancesambala?Henachiindichose?
• Henabasambalancejisimbashonto?
• Henabasambalalyosealimwichindiachindi
• Senaulijisicakusambalacibotukwiindacabasambazibamwina?
• Senachilaandenekuzintuziyandika?
CHEBAMUSULE!
Waingulabutimibuzyoiliaabove.
NaKutiwaingula:
Yi(yes)kutwabotunjizibakutibusambanzibwakobulazwidililasena
Pe-Pe(no)kumibuzyo–busambanzibwakenamakweboaakotaako
zwidilila.Aciindieecilanganyazintuzyamakweboamilimoyaako,bona
kutikabungakakokatalikakupangazimwinzintu.
Nciyandisikutiwalangishakotananjilamubusenabwakusambalila
ndiza:
• Zintuzisheontoloko(kakulikuyandikazinji)• Zintuzinjiloko(kakulikuyandikazisheonto)
19
Theworkshopparticipantsthenworktogethertodetermineifthere
isspaceinthemarket(enoughdemand,ornotenoughsupply)by
answeringtheabovequestions.Ifitisdeterminedthatthere’s
sufficientcustomersfortheirbusiness,thentheywillconcludethat
thebusinesscouldopen.Oncethisisdetermined,weusethese
examplebusinessestogothroughcalculatingthecostsofstartingthe
businessandtheexpectedrevenuesfromthatinvestment.Wethen
focusoncalculatingprofits,keepingrecordsofsalesandexpenses,
andbusinessplanningforreinvestmentofprofits.
20
21
5.Revenues
Whencalculatingiftheenterprisewillbesustainableorprofitableyou
mustalsopredictexpectedrevenuesthroughsales,andtakecareto
recordsalesinordertoaccuratelytrackrevenues.
:
WHOwillbuythisproductorservice?WHATwilltheypayperunitandhowmanyunitswilltheybuy?
WHENwilltheybuy?Howoftenwilltheybuy?Howmuchcanyousell
inaweekormonth?
WHEREwilltheybuy?Howwilltheenterprisegettheproductorservicetothemarket?
HOWdoyouknowthisinformation?
Revenueisthemoneyyouhavefromsellingyourproductorservice.
TotalRevenueistheamountreceivedfromthesaleofallproductsor
servicesoveraperiod.
Ex:Ifyousell100packetsoftomatoesfork2eachandreceivek200
thenthetotalrevenueisk200.Themoneythatcameinforallthe
tomatoesisk200.
UnitRevenueistheamountreceivedforeachunitofaproductor
service.Thisisthesameasthesaleprice.
Ex:Ifyousell100packetsoftomatoesfork2eachandreceivek200
thentheunitrevenueisk2.Themoneythatcameinforeachpacketis
k2.
22
5.MaliAnjila
Mukuyeyelanampinduyesunimpindu–ikhalililaalmiwiipaimpindu.
Kabungakayeyeatikajanikemubusambazi,alimwikulembabusambazi
bonsekucitakutikakutobelezegwachakutapenzegwa.(Bulembokabuli
mubulembobubalikanekubakutitoko.)
NGUNI(who)uyoziulazintuezi?BAYOZIBULAmwelwenzi“unit”yomweyomwe.
NDILILI(when)nibayoula?Ziindizyongaye?Ingamunvwiki
ndasambalazyongaye?Antelamumwezi
NKULI(where)nkobayozibula?Mbubutimboziyoosikakubusenaoobo
bwakusambalila?
TUJANWAbutitwambootu?
Revenue:nampindumaliayongopangakuzwakukusambala.
TotalRevenue:Malionseajanwakwamanakusambalamakweboako.
Mukozyauyo:Kutitwasambalatupakatitwamatomatotuli100k2
kombwemponyatwajanak200.Antomwemaliamaliazwakuma
tomatougilk200.
UnitRevenue:Maliajanwamubusambazibwazintumuma“unit”.
Mukozyauyo:kutinatwasambalatupaketituli100tupaketitomato
matotuli100amilowakzmponatwajanak200cintucakutalisha
makwebongilkamalianjilakukapaketiakapaketingu
k2.
23
6.Costs(MoneyOut)Inordertofindoutifanenterprisewillbesustainableorprofitablethe
enterprisemustconsiderallcostsassociatedwithproduction,
transport,andselling.Thisinformationmustberecordedinorderto
planforthefutureactionsoftheenterprise.
WHOwilldothework?Aretheyalreadytrained?Howmuchwill
trainingcostifneeded?Willworkersbepaid?
WHATresourceswillyouneedforproductionandhowmuchdothey
cost?
WHENwillyouincurthesecosts(yearly,monthly,weekly)?Willthese
costschangeovertime?
WHEREareyousellingtheproductorservice?Aretheretransportcostsinvolved?
HOWdoyouknowthisinformation?
TotalCostisthecostincurredoveraperiodoftime(forexample,a
year).
Ex:Ifyouaregrowing100packetsoftomatoesyouwillneedseedsand
spray.
Seeds: k10 Spray: k25 TotalCost=k6+k25=k35
UnitCostisthecostpaidtoproduceeachunitoftheproductorservice.
Ex:Withyourseedsandsprayyouareabletoproduce100packetsof
tomatoes.So,wecanfindhowmuchitcosttoproduceeachpacket.
UnitCost=TotalCost/#Produced CostperPacket=k35/100packets=k0.35Eachpacketoftomatoescostk0.35togrow.
24
6.MaliAzwa
Kucitakutiuzibenamakweboaakoalakhalililaantelaaliempindu,
kabungakazibekutichilatolamalinzikutalikampindueeyialimwicinzi
chijanikakubusambazibwazintu.
Kufumbwampindukulimaliaswekaaloalankozyakazibwa
chakutakatazyapelekwaliakatazyakuziba.Kucitakutituzibemaliaya
kungwisha.
Production:zintuzotujisimubusambazi,transport:bwendebwazintu
kusikakumusika,alimwibusambazibwezintu
:
NGUNI(who)utibeleke?Senabasensemunwakale?Kusensemunwa
kulatolamali-nzi?Senababelekabanoholana?
ZINTUnziziyandika?Alimwizindulabutikumali.
NDILILI(when)niziyoobbadelelwasenakuyamwaka,kuyamwezi,
antelakuyanvvwiukiambwenibuzubaabuzuba.Senakubbadelaooku
kunochincha–chinchachiindiachiindi?
NKULI(where)kulimasambalilo(marketplace)?Senakubbade-lwa
biiyana?
TUWEZELELWAbuti?
Mweelwe(TotalCost):Malionseabelesegwakuyabikaantomweantela
mwakaonse.
Tupanzi–PanziTwakubbadela(UntiCost):Maliabbadelwa–muziga
zyampindu
Zintuzyosezijatikizyabweendebwamaliazibikwemumalembokabotu
kabotu,kucitakutizikatugwakumakanzeesuabolakumbelemuma–
kweboakhalilila–mukubamba“Budget”.
25
Eachgroupmemberparticipatesincalculatingthecosts,revenues,and
profitsforthebusiness.It’simportantforeachmembertoparticipatein
theentireprocess,includingrecord-keepingandbusinessplanning,so
thattheselessonscanbeappliedtoindividualbusinessesaswell.It’s
alsovaluablesothattheresponsibilityisnotonlyplacedonthe
secretaryandtreasurer,buteachwomancanactivelyparticipateinthe
managementofthegroupbusinesses.
26
27
7.Profit
Profitistheamountreceivedbytheenterpriseaftertakingawayallof
thecoststhatwerepaidtoproducetheproductorservice.
PROFIT=TOTALREVENUE–TOTALCOST
UNITPROFIT=UNITREVENUE–UNITCOST
E.g:YoumakeatotalrevenueofK200fromsellingtomatoes.
YouspendatotalcostofK35producing,transportingandsellingthetomatoes
Youmakeatotalprofitofk200–K35=K165
InorderforanenterprisetobesustainableprofitmustbeZEROor
POSITIVE.
ForsomemonthsPROFITmaybenegative,butyearoveryearprofit
shouldbeZEROorPOSITIVEinorderfortheenterprisetokeep
deliveringaproductorservicetocustomers.
28
7.Mpinbu
Maliajanikaatalaamaliakabelesegwakujanabukwebobwakobonse
aitwakutipulofeti
Pulofeti=Maliakajanwakugushamaliaakabelesegwa
Eg.MaliakajanwamubusambazibwakonguK200
MalingowakabeleshaoonseantomwenguK35
MponyapulofetiyakonguK200–K35=K165
NkokutipulofetiyabusinessyakonguK165
Kuchitamakweboabemakweboakhalililapulofetiilakonzyakubaa
zeronamujulu.
Zimwizindimakweboalakonzyakubijakwamyezibuyompesimukuya
mazubailatalikakubotelezyakapati.Echinchibotukaambomakwebo
anozumananakuyakumbele.
31
8.RecordKeeping
Itisveryimportanttokeeprecordofallactivitiesofthebusiness.This
includestrackingallmoneyin(REVENUE)andmoneyout(COSTS),as
wellasitemsandinputsinandouteveniftheyarenotmoney.Thisis
becauseinthefutureyoumayneedtoBUYorSELLthisitemandyou
willneedtoknowhowmanyorhowmuchyouhadthelasttime.
Ex:Ifyourbusinessesusesmaizesacsasaninputandthisyearyoutake
10maizesacsfromyourhouseandbuyzero,itisimportanttowrite
thisinCOSTSas“10MAIZESACS”sowhenyouareplanningforhow
muchyouwillspendthenextyear,youknowyouwillneedthatmany
(andyouwilltakethemagainorbuythem).
8.KubambaMalembe
Cintucibotukubambamalembeacintucocitamumakwebo.Cintucimwi
cakuzibisiamali(maliakutalishamakwebo)maliazwa(milombulicintu
mbocibendealimwiakubikaakungwishaolokazitalimali.Eci
cilatungwashabumikuzibamboculwaolombocisambalwacintu,
akuzibakutizilizyougayeziwakajisiciindicakamawa.
Mukozyano:Kutalishamakwebowakabeleshamasakaamapopwe
ngowakatalishamakweboakazwamunjaudayakotakwengowakaula
cibotukulembamulowamasakaaliloamapopwesouyeeyengoyeleude
kuyobelesuamulakauboolayeboulazubakutiuyaudamanjibutisena
ukangwishebionaukaule.
32
RecordKee
ping