非洲农村的电力供应设备，如太阳能板和电池一般由非营利组织和慈善机构捐赠的。然而这种模式是不可持续的...
非洲农村的电力供应设备，如太阳能板和电池一般由非营利组织和慈善机构捐赠的。然而这种模式是不可持续的，因为这需要更多的慈善募款。扩大清洁能源规模仍需依靠更多的商业运营。有赖于智能手机和移动支付市场的发展，发展中国家的清洁能源逐渐让一些贫穷地区的客户负担得起。
2012年成立的Angaza，研发了一个电子系统平台，与太阳能灯制造商及分销商合作，将这些清洁能源产品整合入「现收现付」（Pay-As-You-Go）系统，希望让清洁能源得以普及。
但是，为新兴市场的消费者运营产品分销业务是一项复杂的操作，从库存管理和销售代理到识别合格的消费者，最后到管理分期付款，这涉及许多环节。发展这种复杂的商业模式需要成熟的策略与协调。
Angaza一直致力于支持新兴市场150多家分销代理商深耕市场的“最后一公里”。以下是Angaza梳理的五种帮助分销商在新兴市场扩展业务的策略：
I. Offer Multiple Payment Plans
Because consumers want payment flexibility, tapping into this market demand can be fruitful to distributors. They can expand their client reach by offering multiple payment plans — upfront cash sales and pay-as-you-go financing — to meet potential clients’ preferences.
由于消费者希望支付方式更加灵活，因而利用好这一市场需求可为分销商带来丰硕成果。可以通过提供多种付款方式（前期透过现金销售和现收现付）来扩大客户范围，以满足潜在客户的偏好。
With upfront cash sales, businesses receive the full amount of the product as hard cash or mobile money payments at the point of sale, immediately increasing their cash flow. This payment plan, however, can leave out a segment of the market that cannot, or prefers not, to pay for products in one single payment.
通过前期现金销售，企业可以在销售点透过现金或移动支付的形式获得商品的全额收款，可立即增加现金流。但是，这种付款方式可能会失去一部分不能或不愿意进行一次性付款的商品市场。
Distributors can attract prospects who find upfront cash sales cost-prohibitive with pay-as-you-go (PAYG) loans. Through pay-as-you-go financing, clients are able to affordably purchase products through installment payments until the products are paid for in full or they can rent in perpetuity. Companies decide the exact loan terms and payment method, including the down payment amount, the installment payment size and schedule, and whether to accept cash, mobile money or both.
分销商可以那些认为前期费用过高的潜在客户使用现收现付（Pay As You Go，简称PAYG）贷款。通过现收现付贷款方式，客户可以通过分期付款方式购买产品，直到产品全额付款或者可以永久租赁。公司可以敲定确切的贷款条件和付款方式，包括首付款金额，分期付款规模和时间表，以及是否接受现金或移动支付，亦或两者均可接受。
To mitigate the risk financial loans carry, distributors can determine which prospects are low-risk by exploring their ability to pay on time. Using the Angaza Activator app, distributors collect information on their prospects’ income, expenses and credit history to assess prospects’ creditworthiness and define loan terms before making sales. And, to increase the likelihood of timely payments, they build their portfolio with products designed specifically for PAYG sales.
为了降低金融贷款的风险，分销商可以通过探索其按时支付的能力来确定哪些潜在客户是低风险的。使用Angaza Activator应用程序，分销商收集有关其潜在客户的收支情况和信用记录的信息，以评估潜在客户的信誉，并在销售前确定贷款条款。而且，为了提高及时付款的可能性，可使用专为PAYG销售而设计的产品来构建自身的产品组合。
II. Expand Product Portfolios
Product needs and desires vary from one consumer to the next. Beyond the products distributors sell to current clients, they can explore what else to add to their portfolio. What products might their clients consider buying next? Is the demand different for their prospects compared to their clients? Is there a market they haven’t yet tapped into for smaller products, such as solar lamps; or for higher-end products, such as TVs and laptops?
产品需求和愿望因消费者而异。除了产品分销商向现有客户销售产品外，他们还可以探索其他产品能否添加到产品组合中。客户可能还会考虑购买哪些产品？他们未来的需求是否不同？是否已开发适合小型产品的市场，例如太阳能灯，还是针对高端产品，如电视和笔记本电脑？
利用PAYG产品扩大产品组合，研究当前客户、潜在客户和其他市场的产品需求，使分销商能够战略性地扩展自身的产品组合
Distributors can consider expanding their portfolio with pay-as-you-go enabled versions of in-demand products. At Angaza, we work with manufacturers who offer high-quality devices embedded with our pay-as-you-go metering and monitoring technology. These products, ranging from solar home systems to agribusiness products, enable distributors to enforce loans by automatically activating or deactivating the product based on clients’ payment.
分销商可以考虑使用按需付费的产品来扩展自己的产品组合。Angaza与提供高品质设备的制造商合作，这些设备嵌入了Angaza的按需付费计量和监控技术。这些产品，从太阳能家庭系统到农业综合企业产品，使分销商能够根据客户的付款自动激活或停用产品来执行贷款。
Thanks to the monitoring component of devices enabled with GSM cellular technology, distributors can remotely diagnose and address a range of issues, helping them gain powerful operational insights and provide superior client support. The GSM-enabled products’ capabilities include providing device health and location data, and even tamper alerts.
得益于采用GSM蜂窝技术的设备监控组件，分销商可以远程诊断和解决一系列问题，帮助他们获得强大的运营洞察力并提供卓越的客户支持。支持GSM的产品功能包括提供设备运行状况和位置数据，甚至是篡改警报。
III. Accept Mobile Money Payments
With the widespread consumer adoption of mobile money in many parts of the world, accepting mobile money payments can cast a wider net for potential clients than accepting cash alone. Using mobile money payments has additional benefits for distribution businesses; digital payments provide them a secure, efficient, and more cost-effective method of payment collection than cash. For example, distributors can reduce the frequency with which their sales agents need to travel to collect cash from their clients for pay-as-you-go loans.
随着消费者在世界许多地方广泛采用移动支付，接受移动支付相比仅仅接受现金的支付方式能够覆盖更多潜在客户。使用移动支付对分销业务更有额外的好处，数字支付为他们提供了一种安全、高效且更具成本效益的收款方式。例如，分销商能够减少前往其销售代理处回收现金的旅行频次。
分销商越来越多地采用移动支付的方式来实现安全有效地收取付款
Because of Angaza’s numerous integrations with global mobile network operators, our distribution customers have over 30 mobile payment integrations across 16 countries to take advantage of.
由于Angaza整合了不计其数的全球移动网络运营商，Angaza的分销客户拥有整合覆盖16个国家和地区整合的30多个移动支付服务商的优势。
Ⅳ. Use Digital Tools for Analysis and Automation
By digitizing their operations and centralizing their data, distributors can automate operations, increase efficiency, and unlock valuable insights. Our customers’ sales agent networks use our Android Activator app to conduct sales and track their clients’ payments. Because the app syncs with the Hub platform, their data is stored in one central location for managers to view, manage, and analyze.
通过将运营数字化和数据中心化后，经销商能够实现自动化运营，提高效率，并获得有价值的洞见。由于应用程序与Hub平台同步，数据将存储在一个中心以供管理员查看、管理和分析，Angaza客户的销售代理网络可以使用Android Activator应用程序进行销售并跟踪客户的付款。
Angaza平台专为销售市场“最后一公里”分销商而设计，旨在提高效率，获取洞见并推动决策
With effective monitoring and analytics tools, distributors using Angaza’s platform track their inventory movement in the field, identify the most popular products in their product portfolio and regions with the highest sales, and view and compare sales agents’ performance. If offering pay-as-you-go loans, they can view their clients’ payment status and who is at risk of defaulting on their loan. Then, they leverage data to drive their distribution business operations, such as increasing the number of products available in regions where they’ve performed well, auto-sending payment reminder SMS messages to clients, and formulating an effective plan to secure payments from clients at risk of defaulting on their loans. And, by integrating with other software, distributors can effortlessly synchronize their operations.
通过有效的监控和分析工具，使用Angaza平台的分销商可以跟踪实时的库存变动，判断产品组合中最受欢迎的产品和销售额最高的地区，并查看和比较各个销售代理的业绩。如果提供现收现付贷款，他们可以查看客户的付款状态以及违约贷款的可能性，再利用数据推动其分销业务运营，例如对表现良好的销售区域增加产品数量，自动向客户发送付款提示短信，以及制定有效的计划以确保客户在可控的贷款违约风险内付款。Angaza平台还集成了其他软件，让分销商可以毫不费力地进行同步运营。
Ⅴ. Increase Clients’ Lifetime Value
Distributors can increase their clients’ lifetime value through excellent customer service and high-quality products so that their clients are more likely to purchase additional products from the company they trust. Given the demand for higher-end products like TVs and smartphones, distributors have opportunities to sell products with higher value to their repeat clients.
分销商可以透过优质的客户服务和高质量的产品来提升客户的终身价值，成为客户信任的公司，能让客户购买更多的产品。针对电视和智能手机等高端产品的需求，分销商将有机会向复购的客户销售价值更高的产品。
These high-cost products may be more appealing to clients when combined with pay-as-you-go financing. If providing PAYG loans, distribution businesses can use their clients’ payment history to identify who is more likely to stick to the loan terms. If selling products that are not PAYG enabled, they can leverage clients’ PAYG enabled products as collateral. Distributors use Angaza’s Remetering feature on the Hub to enforce loans by reactivating the metering functionality in their clients’ fully paid PAYG enabled products. If a client is late on their payment for the new, non-PAYG enabled product, their metered product deactivates until they make a payment.
与现收现付贷款相结合，这些高价格的产品对于客户变得更具吸引力。如果提供现收现付贷款，分销企业可利用客户的付款历史来判断其遵守贷款条款的可能性。对于不适用现收现付贷款的产品，分销商可以利用客户的PAYG产品作为抵押品。分销商能够使用Angaza在Hub平台上的Remetering功能，通过重新激活客户的全额付费来强制执行贷款。如果客户未及时支付新的非PAYG的产品，则他们的计量服务会停用，直至完成付款为止。
To market new products that have come online recently, our distributor partners can send bulk SMS messages from the Angaza platform.
若要推广新品，分销商还可从Angaza平台发送批量短信。
