#1 slideshare marketing in africa ian rheeder

Tapping'Into'The'Emerging'African'Market'

WINNING'WAYS'TO#WIN#AFRICA#

By'Ian'Rheeder'Afro.op0mist,#CEO#Markitects#Consul0ng,#Johannesburg#

#17#Sep#2015#

Psychological'PosiAoning'

First#Direct’s#ATMs##enjoyed#100%#higher#sa0sfac0on#level#vs.#Midland#Bank;##yet#they'were'the'same'bank!#

!

1996:#WCRS#built#the#brand#(BMW’s#agency)!!“Tell!me!one!good!thing!about!your!bank”!!campaign.!Similar!to!FNB’s!“Steve”!campaign.#

Change'QuesAons'

• What#disrupAons#will#make#us#lose#our#industry?#

• How#can#we#aGract'the'youth'market?#

70%'of'PopulaAon'below'25'years'

h\p://popula0onpyramid.net/africa/2015/#

Typical#country#spread# Typical#European#country#

BY##NC##ND##

AlternaAves'#

•  Phones#and#Mobile#phones#will#compete#with#ATMs#

•  #The#"mobile#money"#service#=#Africa’s#credit#card#

•  Mcommerce#will#be#the#norm#in#Africa#

#

Blue'vs.'' Red'Ocean''

Are#you#innova?ng#ways#of#doing#business#to#replace#your#old!paradigm?#

Yes:_____##No:#______#

8#

Price:#R800/1kg#Coffee#

Business#Model:#Printer#cheap,#Ink#expensive#

US$80/1#kg#Coffee#

Blue#Ocean#

UBER'Taxi:'Don’t'own'taxis'

Tapping Into Africa: Part 1

Part 1: The African Context Part 2: Marketing Magic (How?)

Part 3: 7-Deadly Sins & Solutions in Africa (How?)

Africa'is'NOT'a'Country'

54#Countries#Over#2,200#languages#

Tradi0onal#&#Modern#at#the#same#0me!#

A#single#country#like#Nigeria#has#over#250#different#ethnic#groups#and#over#500#languages.#CIA#–#World#Factbook#


With#every#language#is#a#different#culture.#

Cameroon# Namibia# German# Greek#

Each#culture#requires#a#different#approach.##

Different#fabrics:#Language#–#Religion#–#Culture#–#Beliefs#–#History#–##Climate##


•  Africa,#1.2#billion#people#(54#countries)#

•  India,#1.3#billion#(one#country!)#

•  More#mobile#users#than#Europe#&#

USA#combined#(770m)#

•  120+#million#ac0ve#Facebook#users#

•  Could#achieve#7%#ave#growth#for#next#

20.years#

•  2014#ave#growth#5.5%#

Africa’s'Opportunity:'The'last'fronAer'

•  New#product#launch#Japan:#just#3%#chance#of#success#

•  World#average:#10%#chance#of#success#•  Africa:#30%#chance#of#success!#(Acumen,#Issue#13,#2015)#

Africa:'2nd'largest'conAnent'aUer'Asia'

China#(1.4#billion)#Mexico#(125m)#Eastern#Europe#(292m)#Western#Europe#(193m)#India#(1.3#billion)#Siberia#(10m)#USA#(325m)#Japan#(126m)#TOTAL:'3.8'Billion'

Africa#(1.2#billion)#

Megatrends'1.  Climate#change#2.  Urbaniza0on#(Megaci0es#pressure#resources)#3.  Demographics#(70%#of#Africa#below#25yrs,#shiqing#

social#values)#4.  Ins0tu0onal#Change:#Legal#(climate#change),#Rules#

(BEE),#Social#values#(Flexi.0me)#5.  Technology#(Uber,#more#cellphones#than#humans,#

robots#take#jobs,#computers#create#jobs)#6.  Popula0on#Growth#Slowing#(living#longer,#smaller#

families,#richer)#

University'Graduates'

•  5.million#new#African#graduates#a#year#•  University#enrolments#are#increasing#at#about#10%#per#year,#but#the#hard#sciences#grows#at#only#about#2%.#

It’s'not'about'the'current'scenario;'it’s'about'future'growth'

19#of#23#poorest#countries#in#the#world#are#African;##but#7#of#top.10#fastest#growing#

2014#Growth:#Ethiopia#(8.1),#Mozambique#(7.7),#Tanzania#(7.2),#Congo#(7.0),#Ghana#(7.0),##Zambia#(6.9),#Nigeria#(6.8)#

''''''City' Country' Number'of'millionaires'(2015)'1# Johannesburg# South#Africa# 23#400#

2# Cairo# Egypt# 10#200#

3# Lagos# Nigeria# 9#100#

4# Cape'Town# South#Africa# 8#900#

5# Nairobi# Kenya# 6#200#

6# Luanda# Angola# 4#900#

7# Durban# South#Africa# 2#700#

8# Pretoria# South#Africa# 2#500#

9# Casablanca# Morocco# 2#400#

10# Accra# Ghana# 2#300#

11# Algiers# Algeria# 2#000#

12# Alexandria# Egypt# 2#000#

13# Port'Louis# Mauri0us# 1#300#

14# Windhoek# Namibia# 1#300#

15# Gaborone# Botswana# 1#200#

Africa:'Top'ciAes'for'US$'millionaires,'Sep'2015''

2#Sep#2015#(SA#has#46,800#millionaires,#was#19,000#in#2000)# *Source:#New#World#Wealth#

City' Growth'%' 2015' Millionaires'2025'

Accra'(Ghana)# 78%# 2#300# 4'100'Nairobi'(Kenya)# 71%# 6#200# 10'600'Durban'(SA)# 48%# 2#700# 4'000'Lagos'(Nigeria)# 46%# 9#100# 13'300'Pretoria'(SA)# 44%# 2#500# 3'600'Casablanca'(Morocco)# 42%# 2#400# 3'400'Luanda'(Angola)# 41%# 4#900# 6'900'Johannesburg'(SA)' 39%# 23#400# 32'600'Cape'Town'(SA)# 38%# 8#900# 12'300'Alexandria'(Egypt))# 35%# 2#000# 2'700'Cairo'(Egypt)# 33%# 10#200# 13'600'Algiers'(Algeria)# 25%# 2#000# 2'500'

Africa'Topd12:'US$'Millionaire'growth'forecast'by'city,'2015'd'2025#

*Source:#New#World#Wealth#10.year#growth#forecast#

Africa’s'US$'Millionaires'

•  Sep#2015:#163#000#millionaires#living#in#Africa##

•  2000:#66#000#–#a#staggering#146%#increase#•  Together,#they#hold#a#combined#wealth#of#US

$670#billion.##

•  30%#Africa’s#growth#in#millionnaires#is#South#

Africa##

China:'Rural'Exodus'

China's#growth#poten0al#is#less#than#6%#(2016).#The#economic#slowdown#can#be#partly#explained#by#the#fact#that#the#labour#force#has#been#declining#since#2014.''In'other'words,'cheap'labour'is'now'gone.''

2007:#14%#GDP#growth,#2015:#7%#

In#20.years,#300#million#moved#to#ci0es#(1994#–#2014)#

Africa’s'challenge:'ProducAvity'

All#use#extremely#“expensive”#USA#labour;#but#it’s#cheaper.#

What’s'the'soluAon?''Inspira0onal#leadership#and#innova0on#(entrepreneurship).#

ProducAvity,'Traffic,'Power'Cuts'

Nigeria#outperformed#South#Africa#on#5#of#the#8#indicators#related#to'labour'markets'efficiency#(World#Economic#Forum#i.e.#“Coopera0on#in#labour.employer#rela0ons”#and#“Flexibility#of#wage#determina0on”#just#to#name#two.)##

Megatrend:'UrbanisaAon'1.  In#2008#–#urban#was#bigger#than#rural#2.  Popula0on#growth#slowing#(2050#–#only#9#billion)#3.  Rural#not#cool#(tradi0onally#big#families)#4.  Megaci0es#(10m#=#Cairo,#Lagos,#Kinshasa;#Gauteng#=#

12m)#5.  Gauteng:#Current#urbanisa0on#growing#at#1m#per#

year#(more#millionaires)!#6.  Urban#posi0ve:#never#sleep#(food,#gyms,#shops).##7.  Nega0ve:#pressure#on#resources#(water,#electricity,#effluent,#

joblessness/70%#youth#unemployment#in#SA)#

Megatrend:'Technology'(disrupt)'

1.  Mechanized#pla0num#mine:#Anglo’s#Mogalkwena#mine#is#

already#profitable,#but#workers#require#min#of#matric#maths,#

science#and#English.##

2.  Big.data:#data#analy0cs#(extrac0ng#the#right#answers)#will#

annihilate#compe0tors.##

3.  East#Africa:#Info#&#Tech#Comm#(ICT)#is#driving#the#economy#

(i.e.M.Pesa#mobile#money);#migra0on#to#digital#TV#

4.  Africa’s#mobile#penetra0on#65%#(2012),#free#Wi.Fi#in#taxis#

5.  West#Africa:#Ecobank#(Nedbank#South#Africa#has#20%#stake#

in#Africa’s#biggest#bank)#

Nano.technology,#3D#Prin0ng,#Drones#(DHL),#Driverless#Cars#(Avis),#Online#Educa0on#


Part 1: African Context (Why?)

Part 2: Marketing Magic (How?) Part 3: 7-Deadly Sins & Solutions in Africa (How?)

29#

Product Price Placement Promotion

Objectives Quality Packaging Training Warranty Returns Guarantees Range of New Product Dev.

Objectives Your cost/price Competitor�s price Customer�s price Discounts Payment Terms Increases Basic price Price lists

Objectives Location of store Ordering process Speed of delivery Stock levels Agents Distributors Hubs/Spokes Coverage

Objectives Positioning of brand Advertising/WOM Face-to-face selling Direct Marketing New Media/Internet Sales promotions PR/Publicity Sponsorship

4Ps for Product Marketing

Another 4Ps for Services Marketing People Processes Physical Evidence Productivity/Quality

Your Staff�s skills Service Efficiency Capabilities Dress Motivation Training

IT Systems Control Planning Invoicing Information Research

Physical Facilities Premises Peripheral evidence Staff professionalism Stationery References

Total Quality (TQM) Operations (OE) Economies-of-scale Flexibility Mass customisation Standardisation

p.11#McCarthy,#1960#

Boom#&#Bitner,#1981## Partnerships

“Ps”'in'order'of'priority'

1# Partnerships#(In.country#people;#business#&#cultural#environment;#local#associates)#

2# Place#(Logis0cs,#Footprint)#3# Product'(customised)#4# Price'(affordability)#5# PromoAon'(culture)#

Middle.class#in#Africa#(Africa#Dev#Bank,#2010):##US$2#–#US$20#per#day,#US$730#–#US$7,300#p.a##

MarkeAng'“Ps”'in'Africa'

Research'DistribuAon,'Sales,'MarkeAng'

“If#you’re#NOT#going#to#partner#you’re#not#going#to#make#it#in#Africa.”##Johan#Botes,#CEO,#Consilia#Consul0ng#(2015:29)#

US$900#

Not'really'Africa'

Huawei'Ascend'Y220'from'Jet'–'R549.90'(US$50)' Alcatel'1011'from'Pep'–'R99'($10)'Smartphone'

FM#Radio#MP3#player#

2015:#Cheapest#Phones#

Affordability:#US$0.20/2#litre#

Finding'The'Skeleton'in'The'Closet'

•  The#only#way#is#to#spend#at#least#a#year,#face.to.face,#gathering#reliable#informaAon#and#forging#in.country#partnerships.##

•  Interview#other#foreign#companies.#

MarkeAng'in'Africa'

•  Can’t#transplant#adverts#from#Europe#(culture):#research,'research,'research'and#use#local'partners'to#give#you#the#inside.edge#

•  MTN#has#localised#in#each#country,#but#MTN’s#look#&#feel#is#consistent#

•  Cost#of#doing#business#can#be#high#(corrup0on,#dictatorships,#lawlessness)#

•  Not#a#single#con0nent#like#USA#

Case:'Woolworths'Nigeria'(2013)'•  Nigerians#vs.#South#Africans,#like#comparing#Swedes#to#Sudanese#–#very#different#

•  Nigerians#are#extremely!selec?ve!when#it#comes#to#everyday#fashion.#Don’t#do#local#off.the.rack#fashion#

•  Nigerian#in#Lagos#are#extremely#quality!conscious!–#Woolworths#was#perceived#as#too#conserva0ve#and#low#quality#

•  Nigerians#don’t#look#for#quality#garments#in#a#mall#–#they#go#niche#(i.e.#someone's#home)#

•  Lesson:#In.depth#research.#Africa#is#complicated!#


Part 1: African Context Part 2: Marketing Magic (How?)

Part 3: 7-Deadly Sins & Solutions in Africa (How?)

De#Swaan##Arons,#M.,#Van#den#Driest,#F.#and#Weed,#K.#(2014).#The!Ul?mate!Marke?ng!Machine.'HBR,#Jul.Aug,#2014#p.59#

Jul/Aug#2014#

Sin & Solution #1

1. Marketing Leadership (Engage people) 2.  Research & Environmental Scanning 3.  Purposeful Positioning 4.  Customer Experience Management (CEM) 5.  Sales Team clashes with the Marketing Department 6.  Recruiting the wrong Salespeople 7.  Incorrect Segmentation & Targeting

��

IT#

Marke0ng#

HR#

52%#of#CMOs#rated#Marke0ng.IT#as#their#top#priority.#(Accenture,#2014)##

��

All'Business'Units'

43#

When it’s pitch dark, just a ray of light keeps us moving forward.

#Vision#

44#

Hope Energy

How'to'Lead'the'enAre'company?'

©#Ian#Rheeder#2012#

Trust'before'Engagement'&'Competence'

1.   TRUST:#"What!are!marke?ng’s!inten?ons?”!

2.   ENGAGEMENT:#“If!there!is!no!trust,!then!marke?ng’s!engagement!must!be!to!manipulate!us.”!

3.   COMPETENCE:#"Is!marke?ng!capable!of!ac?ng!on!those!inten?ons!(in!#1!above)?”##

The Neuroscience

Trust'is'an'emoAon'

People#don’t#act,#un0l#they#feel#something.##Engagement#does#not#increase#unless#trust#increases.#The#decision#to#trust#is#not!intellectual#–#it’s#emo1onal.#

The Neuroscience

What the science has proven? '

1.  Be the First to do a small favour (reciprocity) 2.  Be Likable

1.  Body language & tone (mirror neurons) 2.  Similar to us (1:1 small talk doubles chances of winning a

negotiation) 3.  Pay genuine compliments (positive feedback) 4.  Cooperate (concede on something, win-win)

3.  Consensus: when people at all levels follow the leader (law of social acceptance), everyone starts to follow

Copyright Ian Rheeder

Trust Empathy

Neuroscience#of#CEM:#Ian#Rheeder#

Leader#Employees#

Customers#Mirror'Neurons'

The Neuroscience

René'Descartes'd'1596'–'1650,'Father'of'Modern'Philosophy,'1600s'

“I#think,#therefore#I#am.”#

“I#feel,'therefore#I#am.”#

Neuroscience#of#CEM:#Ian#Rheeder#

•  Creativity increases by 300%.

•  Call#centre#staff#400%'higher#sales#(tone#of#voice)#

•  Other#sales#staff#37%'higher#sales#

Spreitzer,!G,!&!Porath,!C.!(JanVFeb,!2012),!Harvard!Business!Review.!p.96,!and!p.102!

•  Blue Collared: 27% more productive

Emo0ons#Drive#People#–#People#Drive#Performance#

Rude#and#rough,#but#people#s0ll#Trusted#them#because#of#their#track#record,#Engaging#vision,#and#Competence.##

TRUST'

Elon#Musk# Steve#Jobs#

How#to#Lead:#TEC#Leadership#System#©#Ian#Rheeder#2015#

Sin & Solution #2

1.  Marketing Leadership

2. Research & Environmental Scanning 3.  Purposeful Positioning 4.  Customer Experience Management (CEM) 5.  Sales Team clashes with the Marketing Department 6.  Recruiting the wrong Salespeople 7.  Incorrect Segmentation & Targeting

Lust,#Envy,#Pride,#Greed,#Sloth,#Glu\ony,#Anger#

Success

Key Success Factors (KSFs) In order of priority, what are Pty Ltd’s Top-10 KSFs?

Strategy'Simplified'

Key'Buying'Factors''(KBFs)#

In#order#of#priority,#what#are#Customer’s'Top.10#KBFs?#

##

Strategy'Simplified'

Marke0ng#Mix#Decisions#(8Ps)#

Key#Success#Factors#

Key#Buying#Factors#

Key'Issues'

Low Scores will be Issues. Low Scores will be Issues.

7P'Plan'

Key Success Factors for Business Unit ??? Market Share % %' %' %'Key for Success. Rank in order of priority; most important KSF first. Rate 0-10 your ability to achieve/meet these KSFs

Us Compe0tor# Compe0tor# Compe0tor#

1 Partnerships#2 Place#(Logis0cs,#Footprint)#3 Product'(customised)#

4 Price'(affordability)#5 PromoAon'(culture)#6

7

8

9

10

Overall Rating (0-10) Strong = 10

Select your Top-10 KSFs and rate them.

60

Mapping of your Customer’s Key Buying Factors (KBFs) Rank in order of priority the most relevant customers KBFs.

You & Competitors ability to serve (Rate 0-10, 0 is unable, 10 very able)

Key for Success You Competition 1 Compo 2 Compo 3

1 Relationships with supplier

2 Price

3 Distribution (OTIF)

4 National Coverage

5 Product Quality Spec (+42.5)

6 TV Advertising 7 POP Material 8 Customised xyz 9 etc 10

Overall Rating (unweighted)

Sin & Solution #3

1.  Objectives are strategically meaningless 2.  Research & Environmental Scanning

3.  Purposeful Positioning 4.  Customer Experience Management (CEM) 5.  Sales Team clashes with the Marketing Department 6.  Recruiting the wrong Salespeople 7.  Incorrect Segmentation & Targeting

Samsung#(West#Africa):#“Made#for#Africa”#(i.e.#dust#proof#phones)#

leq#

right#

B2B#B2C#

Logical'SequenAal'Numbers''

EmoAonal'Music'Colour''FuncAonal'

EmoAonal'

PosiAoning/CommunicaAon'in'Africa'#

1. Both#Modern#&#Tradi0onal#2. Ubuntu#(collec0vism)#3. Acknowledgement#(greet)#before#the#mee0ng#

4. Strong#respect#for#elders#5. Emphasis#on#family#0me#

Tip:#Marke0ng#communica0on,#drill#down#to#consumer#culture#by#African#city#

1.   FuncAonal#(i.e.#fastest,#always#on#line)#

2.   EmoAonal#(i.e.#Ayoba,#you#understand#my#

culture#)##

3.   Societal#(i.e.#Nigeria:#Educa0on,#Health)#

Purposeful'PosiAoning:'All'Three'ManifestaAons'of'Brand'PosiAoning''

De#Swaan##Arons,#M.,#Van#den#Driest,#F.#and#Weed,#K.#(2014).#The!Ul?mate!Marke?ng!Machine.'HBR,#Jul.Aug,#2014#p.59#

What'factors'influence'your'decision'to'buy?'

Sin & Solution #4

1.  Marketing Leadership 2.  Research & Environmental Scanning 3.  Purposeful Positioning

4.  Customer Experience Management (CEM) across many more touch-points

5.  Sales Team clashes with the Marketing Department 6.  Recruiting the wrong Salespeople 7.  Incorrect Segmentation & Targeting

“Downstream activities are emerging as the main sources of competitive advantage.” (Dawar, Harvard, 2013)

Product'to'Customer'The#Face.to.Face#Salesperson#

Dr.#Guarav#Bhalla#(2013),'marke0ng#professional#with#30+#years#of#global#experience#

Chief#Marke0ng#Officer#(CMO)#should#be#replaced#by#the#Chief#Customer#Officer#(CCO).#

Virgin'AtlanAc'–'CEM'Mapping'Moments of Truth

Getting to airport

Check-in Comfort until flight

In-flight comfort

Arrival Getting to destination

Feelings Stressful Long frustrating queues

Want to work Want to relax

Boredom Dirty

Lost

Service Solutions

Transport to airport provided Driver handles luggage

‘Drive through’ check in Airline knows where you are

Clubhouse with Internet, fax, library Salon, massage Sound room Driving range

Full sleeper Mood lighting Bar Make up meals

Valet 18 x showers Makeup Shave Hot & cold breakfast Ironing/press

Chauffered delivery to destination Knowledgeable local driver

Customer'Experience'

Mapping'Out'Customer'Journey''Process'Map'exposes''Momentsdofdtruth'or'Touchdpoints.'

EA'–'Enterprise'Architecture'Company Perspective

Target Inquire Acquire Welcome Develop & Manage Problems. Retain. Win back.

Customer Perspective

Aware Search Select Order Pay Set Up Learn Use Support Upgrade

Events Impact Points

Event 1 Event 2 Event 3 Event 4 Event 5 Event 6 Event 7 Event 8 Event 9 Event 10

Marketing

Website

Product

Order

Service

Voice response

Service Staff

Sales Staff

Catalogue

Inventory

Partners

Sin & Solution #5

1.  Marketing Leadership 2.  Research & Environmental Scanning 3.  Purposeful Positioning 4.  Customer Experience Management

5. Sales Team Clashes with the Marketing Department

6.  Recruiting the wrong Salespeople 7.  Incorrect Segmentation & Targeting

Key'Steps'to'Successful'MarkeAng'''''''''''''''''''''''''''''Hierarchy''of'Effects#(Promo0onal#Tool)#

Key Steps How

A Attention Awareness. Adverts.

I Interest Knowledge. Adverts.

D Desire Liking. Localised benefits.

C Conviction Preference. Face-to-face engagement.

A Action Act now. Sales team closes.

S Service Service. Sales team.

Sin & Solution #6

1.  Marketing Leadership 2.  Research & Environmental Scanning 3.  Purposeful Positioning 4.  Customer Experience Management (CEM) 5.  Sales Team clashes with the Marketing Department

6. Recruiting the Wrong Salespeople 7.  Incorrect Segmentation & Targeting

74#

Factors'Influencing'Customers’'Decisions'to'Buy'Calibre#of#Salesperson# 39%#Offering#a#Total#Solu0on# 22%#Quality#of#Product/Service# 21%#Price# 18%#

How#many#salespeople#would#you#hire,#if#you#knew#they#would#not#fail?#

Source:#HR#Chally,#2013#

Gallup'Studied'250,000'Salespeople'

SALESPEOPLE#are##FOUR'TIMES'more#important#than#the#products#they#sell.#

BUILDING#A#WORLD.CLASS#SALES#FORCE,#2008,#Gallup#

Sin & Solution #7

1.  Marketing Leadership 2.  Research & Environmental Scanning 3.  Purposeful Positioning 4.  CEM across more touch-points 5.  Sales Team clashes with the Marketing Department 6.  Recruiting the wrong Salespeople

7.  Incorrect Segmentation & Targeting

77#

4'Girls:'Who'do'you'target?'(They'look'equally'‘aGracAve’;'but'they'aren’t!)'

78#

Married#

Boy#Friend#

Africa’s'Consumer'SegmentaAon''#

Source:#Nielsen#(March,#2012),#Ge~ng#to#Know#The#Diverse#African#Consumer#

Major'Segments'(Nielsen)' CharacterisAcs'

1# Trendy'Aspirants'(21%)# Tech#savvy,#affluent,#media#savvy,#opinion#leaders,#impulse#buyers#

2# Balanced'Seniors'(17%)##

30.45#yrs,#middle#aged,#about#19%#of#Africans#in#Africa,#price#sensi0ve,#low#brand#loyalty#

3# Evolving'Juniors'(24%)##

15.19#yrs,#brand#loyal#teenagers,#massive#growth#in#future,#try#new#things,##

Progressive#Affluents#(7%),#Trendy#Aspirants#(21%),#Balanced#Seniors#(17%),#Struggling#Tradi0onals#(10%),##Evolving#Juniors#(24%),#Wannabe#Bachelors#(11%),#Female#Conserva0ves#(10%)#

Spen

d#pe

r#mon

th# $190#

$85#

$130#

1. Segment by Problem Solved or Benefit sought (the best tip by far)

2. Find your Competitive Unique Selling Proposition (CUSP) per segment

3. Target your Satisfied Segments & competitors’ Dissatisfied Segments

4. Target New Users

5. Drop or milk (high price) worst customers

6. Land a few big recession-proof customers

Segmentation Tips

81#

When#YOU#love#your#work,#then!Customers#love#your#work!!

Marke0ng#Tip#

OWNER & PRINCIPAL CONSULTANT , Johannesburg, South Africa

Cell: 083-300 8080

[email protected] www.markitects.co.za

Chartered Marketer (SA), MSc Leadership (cum laude)

Presentation by Ian Rheeder:

#

Thank#You!#

Be#an#Afro.op0mist#and#be#part#of#the#solu?on,#establish#local#partnerships,#and#shape#a#great#con0nent.##