EDITOR’S WORD
MOBILE TECHNOLOGY IN THE REGION
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CONTACTS HORMUUD TELECOM PHYSICAL ADRESS Wadajir District Mogadishu, Somalia Phone: +2521-811200/+2521-657950 Email: hor@hormuud.com Or Hormuud Telecom International Relations Office Kimathi Street, Pioneer House Phone: 0715 495 073 Email: hor@hormuud.com PRODUCED BY This magazine has been produced by: Hormuud Telecom International Relations Office Managing Editor: Abdala Mohamud Editor: Peter Oduor Email: hor@hormuud.com
t is unanimously agreed all over the world, that the manner in which East Africa and the Horn of Africa have adopted mobile technology is unprecedented. The kind of innovations and technological solutions that these two regions have come up with since the arrival of mobile technology not more than 20 years ago is by far the most admirable all over the world. From agriculture, to health, to commerce, to disruptive political tools, the place and effect of mobile technology in the region cannot be challenged. The greatest upset however, came from the use of mobile technology in the financial sector. Mobile phones existed for years, yet when they reached the region; the idea of sending money via mobile phones suddenly became a practical reality. The people, most of them unbanked, took it up like fish to water. It became the saviour, overcoming geographical challenges to allow money to be sent and received in far flung villages where banks had not dreamt of setting up shop, mobile money became the instant remedy to financial emergencies that would have otherwise taken days and weeks to solve, it became a mode of payment in shops and restaurants and among informal traders, it became a personal bank where you can store money and withdraw it on a whim, in fact, mobile money offers loans, instant loans without collateral. Mobile technology has opened up the region, as connectivity improved and more people joined the networks, and with the coming of internet connectivity, information is now just a swipe a way. News spreads faster, revolting political youth can organise themselves better, faster and without police interference as was recently witnessed in Uganda. During times of political emergencies like war or civil strife, information can be accessed and shared easily. But at an even more closer level, farmers now have access to the right information (weather, seeds, market trends, farming trends etc), patients in the village can Google their drugs or treatment protocols or just log onto an App and get to reach a doctor directly, in schools, even village schools, teaching and learning material can now be accessed on open source sites. This issue of Hormuud Magazine looks at the phenomenon of mobile technology in the region. The magazine also looks at an emerging threat in the region: Cyber security. Banks, newspapers, health centers, insurance firms in the region have fallen victim to hackers. Today, data breaches are common not just among large established firms, but also among small and medium size companies. Also contained in this issue are articles on raising financing for start-ups and what investors are keen on before they can put money into your idea . We have also looked at some of the recent cultural events in Mogadishu, a look at Somalis daring to do great things abroad and international events (conferences) on the economic and political stability of Somalia. In all, this is a rich, well balanced and exciting issue of the magazine. It also marks our first issue as a current affairs and business magazine driven by Hormuud Telecom. K Peter Oduor SEPTEMBER- DECEMEBR 2018 KONNECT 3
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48 SOMALIS DARING ABROAD 7 CEOs Word Let us grow together
CONTENTS
8 THREE MAJOR CYBER SECURITY THREATS The internet and the threats it possesses 10 RISK OF CYBER ATTACKS Dangers that small businesses face in the internet 14 REACHING OUT TO THE COMMUNITY A look of how Hormuud is giving back to the community 16 THE GREAT IMPACT OF MOBILE TECH IN THE HORN OFAFRICA Mobile telephone is changing the Horn of Africa 20 HOW TO WIN FINANCING AS A STARTUP Good ideas on how to get finances for a business startup 22 MOBILE PHONE ACCESORIES IS A BIG BUSINESS The huge demand of mobile phone accesories
36 BENEFITS OF BUSINESS PARTNERSHIPS A look at how business partnerships help in growing business ventures 38 PEAK PERFORMANCE AT WORK AND AT HOME A look at lifestyles that helps one perform best at work 40 PICTORIAL The months and events through the lenses 42 HOW TO SET UP A BUSINESS AND SURIVE IN A POST CONFLICT ECONOMY Tips onhow to start business after a period of tough times 44 A LOOK AT THE PROMISING SOMALI TOURISM SECTOR Somalis doing great things abroad 48 SOMALIS DARING ABROAD Somali born individuals success stories abroad
54 THE GEARS ARE TURNING, ECONOMY IS GROWING 26 7 WAYS TO SHOW YOUR CLIENT THAT THEY A look at the recent spurt of economy growth ARE VALUED How to take care of the customer 56 BRAWLING BRANDS 30 TECH ON YOUR SLEEVE A look at the latest technology trends 32 STARTUP ADVICE FROM INVESTORS AND CEOS Nuggest of wisdom from various CEOs
Agressive marketing tricks among brands
58 THE BIGGEST CULTURAL EVENT OF THE YEAR A recap of events of the book fair
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CEO’S WORD
THE CUSTOMER IS KING
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ost companies tend to focus on the products and services that they offer their customers and clients as a way to get and retain the said customers and clients. It is not a bad strategy, in fact, for several years in the past, it worked: The idea that superior products or superior services alone guaranteed success in business was alive and real. But not anymore; today, it is not enough to simply have good products or an exemplary service. It is not enough because we live in the age of experience. An age where customers are not just targets and figures on excel data sheets. This is the age of experiential living, where customers want to own the products that they use, they want to be known and identified by those products and they will do everything in their power to ensure that they are accurately represented by the product or service that they are consuming. The product is them, and they are the product. They want to own the company whose product they are consuming, they want to belong, even though they do not work for that company or form part of its production or management structure: In short, the era where the customer or client was a mere consumer and an outsider is gone, today they are part of the company’s structure. What this means for companies is that clients and customers need a more delicate handling than before.
Since they already see themselves as part of the organization’s system, it is safe to say that they are the first brand ambassadors that the company has on the ground. At Hormuud Telecom, our subscribers are our family. Every day, our staff report to work with one goal in mind, to make the customer’s experience better than it was the previous day. Our engineers, network specialists, system analysts, marketers, streets vendors all the way to our customer care officials; they work individually and in teams but all pull towards the same goal, that of creating a memorable and lasting customer experience. It is for these reasons that throughout the year, Hormuud Telecom has revised its call rates, introduced better products, worked on increasing the connectivity of our network and introduced fresh services for its customers. In an increasingly competitive telecommunications sector, Hormuud Telecom strives, as always, to offer the most attractive rates in the country for making calls to international destinations and at home. Our network coverage and connectivity has continuously improved to the point where as at today, our subscribers can make international calls to over 25 countries all over the globe with clarity and cheaply. We have enhanced our internet connectivity, and keep offering our data at very favourable prices. We understand, that for our younger subscribers, being online is more important than making mobile phone calls or texting. For this group, Hormuud Telecom has tailor made internet data bundle offers that are complimentary and affordable. All the work on the business front should not hide the fact that in keeping with our promise to the public, we are committed to giving back to the society through our corporate social responsibility projects. To this end, in the last couple of months, we have visited prisoners in jails in Mogadishu, offering them food items, visited the sick in hospital to show our support and wish them well while donating a few gifts among other CSR ventures. We are committed to being with the people, because we know that the people are with us. K Regards, Hormuud Telecom CEO Ahmed Mohamed Yusuf. SEPTEMBER- DECEMEBR 2018 KONNECT 7
BUSINESS SECURITY
CYBERSCURITY THREATS The internet and the threats it possesses is a wide world, broken down in three groups, know where you are most valuable‌ By Abdifitah Ousman
Man working on a computer.
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here are thousands of cyber security threats. IT specialists the world over concur that there are thousands of possible breaches, each one of them as dangerous as the next. However, from documented experience, there are just three major sub-divisions of cyber security threats that are currently doing the most damage around the globe.
Internet of Things (IoT) leaks
This is basically large scale harvesting of personal information for profit that is done using every day harmless (helpful even) devices that we have installed to make our lives better and easier. Think of traffic cameras used for monitoring the flow of traffic. Very useful for the police, but in the wrong hands once hacked, they can offer car details, SEPTEMBER - DECEMBER 2018 KONNECT 8
personal driving schedules of high profile individuals and can be used to re-direct traffic. Think of devices used in companies to aid in their production or processing process and what would happen if they were breached, or heart monitor to get real-time health information of a president; the possible ramifications are endless. Devices, such as alarm systems, web cameras, HVAC or medical devices, GPS, building security cameras and traffic cameras lack in-built security protocols that can keep hackers at bay. They fall to hackers all the time and the outcome is never pleasant.
The silencing of white hats
A white hat is a tech expert who uses their expertise for the good of the community. They are like the opposite
BUSINESS SECURITY
Depiction of a harker at work.
of hackers, and yet for some reason they are also hated. In corporate terms, white hats are referred to as ‘whistle blowers’. These people are good for the society since they tend to expose the ills going on in corporations by leaking information like facts of corruption involvement, cover-ups by top managers, defective products like drugs or cars with mechanical issues and are causing deaths on the roads etc. They are good people, who do a lot of good for the society. However, because their work often leads to loss of millions, damage company and individual CEOs or politician or political party Or damage NGO reputation and image, they are perhaps even more viciously hated, hunted and vanquished than evil hackers. This terrible treatment of white hats isn’t doing anyone any good.
Opaque algorithms
Most companies these days have relegated most of the work involving the technical aspects of their operation to machines. These machines run on algorithms that are trusted to make decisions, some of it critical systems decisions. With time these algorithms might lose the visibility into the functioning and interaction of their systems – in simple terms they can fail, or freeze or get fatigued and interface incorrectly. It sounds simple until you realise that these algorithms control critical infrastructure like power grids or water pipelines. They control financial systems like part of a city stock exchange. Sometimes they control entire industrial establishments. In October 2014, the US Treasury Bonds had a flash crash before the algorithm self-corrected. The K financial loss in that few minutes of a lapse was catastrophic. SEPTEMBER- DECEMEBR 2018 KONNECT 9
BUSINESS SECURITY
SMALL BUSINESSES ARE AT RISK OF CYBER ATTACKS The internet is a dangerous place for small businesses, surviving it is a necessity that combines both training and preparedness By Abdifitah Ousman
Depiction of data breach and cyber security.
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t is true that there are very few companies in the world that can exist without technology. It does not matter which country or what sector you look at, the truth is that probably over 80 percent of the operations of most companies is currently done via some form of technology or the other. This is a good thing, because technology tends to simplify tasks; perform them more efficiently, faster and at times at a cheaper rate than human beings. But it is equally terrifying when you look at the risks involved and how far the techspace has come in mitigating those risks.
Taken offline
Look at it this way, company communication is done via mobile cell phone and emails (both of which can be hacked to access company information or to manipulate it), sensitive SEPTEMBER - DECEMBER 2018 KONNECT 10
company data like list of employees, payment records to suppliers or to staff salaries and office expenditure are all done electronically, even simple invoices for everyday office facilitation fees is done electronically (and can be accessed by a third party and be sold, changed or simply taken down completely). Lastly, the system that the company runs on can be hacked, taking the company hostage or offline. It is terrifying. This is why ensuring cyber security for the company has become a critical initiative in most set ups. There is a misconception that only large, blue chip companies like banks or insurance firms or parastatals get hacked. This could not be further from the truth, a study in 2017 revealed that more than half of small companies have been hacked all over the world. And by small companies, the report meant companies with turnovers less than $ 5 million annually.
BUSINESS SECURITY
Somali youth doing online research.
Minimal security protocols
In fact, the incidences involving small companies are way higher than those of established juggernauts of the industry. To hackers, smaller businesses have moderate but valuable information that can be used to launch attacks on tens and hundreds of other companies. The hackers also bet on the fact that most small companies are never prepared for a cyberattack, in fact, most of them have minimal security protocols. Once they have hacked a small company, they can have employee information, customer data, information about vendors, they can have access to the company’s funds if they engage in online banking (which most companies currently do); the list of possible crimes is a long, including damaging relationships with clients and customers. So what should companies do to improve their cyber security? The first and simple part is training your employees on how to use the internet safely while at work. That means informing them of the risks, the vulnerabilities and how they avoid them. Teaching the team best cyber security practices to follow in order to keep their information and data on customers and clients safe. To top it off, they should know what to do if they get breached. The second step is to have a competent IT specialist or IT team to work on security your system and be on standby to advice you and your company when need be. The tech world is constantly evolving, that means the threats are also evolving, and what works this week might not necessarily work in a month’s time; hence the need for a company to have an inhouse or standby IT specialist. Consulting a specialist also
shows your shareholders that you took the necessary steps in securing the company should it happen that the company gets hit.
Develop a defense plan
This is not a drill; you need to have a cyber-security policy as a company and in it, you should plan on how you intend to defend your company in case of an attack. This policy should be reviewed as often as possible and the defense plan tested just in case. The plan and the policy should be clear on the steps employees and clients should take in the event of an attack, it must detail the processes and measures that the IT team should take to secure the networks. And lastly, the plan should contain possible outcomes of different cyber-attacks and how to mitigate the fallout at the least possible cost.
Get Insured
This is an emerging field but very vital. Cyber security insurance has become part and parcel of the insurance covers most companies take these days alongside fire policies and burglary policies. While this might not be the first choice, it is vital in protecting your business and offering some kind of K guarantee should the unthinkable happen. To hackers, smaller businesses have moderate but valuable information that can be used to launch attacks on tens and hundreds of other companies. The hackers also bet on the fact that most small companies are never prepared for a cyber-attack, in fact, most of them have minimal security protocols. SEPTEMBER- DECEMEBR 2018 KONNECT 11
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HORMUUD CSR
REACHING OUT THE TO COMMUNITY Hormuud Foundation has been busy the past few months; here is a look at some of their engagements By Abdifitah Ousman
A member of Hormuud Telecom team paying a visit to a patient in hospital.
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ormuud Telecom, through Hormuud Foundation, has been, since the inception of the company, involved in the affairs of the Somali community. This, the company sees as an integral part of its duties to the country and the people that it serves. The company has been involved in emergency response services; the company had been involved in national relief campaigns and has been a key member of disaster rescue and response teams.
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From visiting the sick in hospital, to offering education for visually impaired young girls, to working with farmers and providing farm machinery and seeds for them, the foundation has in the past couple of years been front and center in the lives of the people of Somalia. It has worked with government agencies, NGO’s and other corporate partners where necessary. Here are a few CSR missions that the company has had in the past few months:
HORMUUD CSR
Food for patients at a city hospital
The month of Ramadan was a busy month for Hormuud Foundation. The foundation visited and donated to patients at various city hospitals. Giving out $ 100 to patients in their ward beds and giving out goodies like caleen tea, drinks, datepalms, sugar and rice among other household necessities. For most of the patients, a good number of whom are financially strapped, the donations were a welcome consideration. This is not the first time Hormuud Foundation visited the sick though. In the past, the foundation has been to see disaster victims and paid off their medical bills or handed them cash vouchers.
Hormuud donates to the police and the inmates at a city prison
Hormuud Telecom Foundation donated date-palms and over $5,000 to a Mogadishu City police station. The donation was passed to the officers for use in their Ramadan celebrations. As the officers had their celebrations, the inmates at once of the city prisons were not left hungry either. On the 17th of May-2018, Hormuud Foundation donated food supplies like rice, sugar, oil, caleen tea, shaahi, palms and drinks to Mogadishu Central Prison. Inmates in Mogadishu, like inmates anywhere else in the world have a strict basic diet whose sole aim is to give them the needed bodily nutrients and nothing more. However, to give them a little change and commune with them during the month of Ramadan, Hormuud Foundation decided to pass a bunch of parcels to the inmates.
Hormuud Telecom team member speaking to a patient.
Hormuud Telecom donating food to inmates.
Hormuud Telecom Since its inception has been involved inthe affairs of the Somali community. Working with Girls from the school for the blind
Hormuud School for visually impaired young girls has been operational continuously since its doors first opened. The school has seen through its gates several girls who up until then were simply getting by in life, knowing that their future was not theirs to command. After spending time in the school, most of the girls now dream of a life that is meaningful and rich and worthy of the upright humans that they are or have become. K
Hormuud Telecom personel during a hospital visit. SEPTEMBER- DECEMEBR 2018 KONNECT 15
TELECOM SECTOR
THE GREAT IMPACT
The Information Technology industry is revolutionising the world. In Africa, the East Africa and the Horn of Africa is a mobile money hub By Yusuf Haji
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A man happily communicating via phone.
n the years before 1995, most East African and Horn of Africa nations relied on landlines and the post office for communications. These two services were mostly provided by government entities and state parastatals. It is almost a given that due to the unbridled monopoly that these institutions had, their charges were terribly high, their services were poor, market reach and penetrations was so low that in some countries less than 1% of the population had access to telephone lines or landline
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connectivity. All this changed when after 1995, most East African nations and those in the Horn of Africa liberalised their markets, allowing local and international private companies set up in most of these countries. Within a few years of operation, nearly half the populations in the individual nations were connected. Most of the telecommunication firms had millions of wireless subscribers. For instance, Safaricom was launched in Kenya in 1997, it hoped to have 3
TELECOM SECTOR
Blue collar worker at his work engaged on the phone.
East Africa and the Horn of Africa changed the game when it comes to how people send and receive money around the globe. Billions of dollars have been transferred through EVC Plus, or MPesa or Airtel Money in this region million subscribers by 2020. In two years after it set up, there were over 4.6 million subscribers in Kenya, shared between Safaricom and KenCell. By 2008, the country had over 11 million subscribers and as at the moment, Safaricom has close to 30 million subscribers, almost ten times their target by 2020, with two years to spare. From Golis, Zain, YU, Hormuud Telecom, Safaricom, MTN and other mobile service providers, the impact of these telecommunication companies is vast and undeniable. The disruption of the banking and money transfer industry, the connectivity and broader internet (world) access, the effects on access to health care and medical delivery, effects on learning and access to higher education are just but some of the ways in which technology has changed the Horn of Africa.
A woman speaking to relatives to know how they are.
Somali Woman using her phone. SEPTEMBER- DECEMEBR 2018 KONNECT 17
TELECOM SECTOR
Mobile phone Internet use in the horn of africa.
Reconnecting loved ones
The Horn of Africa is known for wars and displacement of people. For more than two decades, there is no year where the region has not seen movement of a group of people as a result of one conflict or the other. So many families have been broken up, parents separated from their children and siblings lost to one another. In a country like Somalia, mobile telephones have been used by NGOs to reconnect displaced people with their relatives and friends. There are thousands of such cases that have happened in South Sudan, Somalia, and Ethiopia; success stories driven by nothing but internet connectivity and mobile phones.
Agriculture and technology
Farmers have greatly benefited from the proliferation of mobile phones and the connectivity that comes with them. They have access to agricultural information, information about the weather, about crop prices and what markets to take their products for better sales. This is not all, because of the collaboration between banks, mobile phone service providers and the rise of online banking, these farmers can now, regardless of their location in the region, have access to financial facilities like loans, and overdrafts. This way, they can make needed purchases of farm machinery, pest control and even afford to hire specialists such as vetenary doctors should that need arise. Mobile banking and SMS banking For years, banking was a physical process that involved travelling and queuing at the point of service to withdraw money, make a deposit, or to transfer funds. It also meant that a bank statement would take two weeks to hit your mail box. Things have changed in the region though. Because of SEPTEMBER - DECEMBER 2018 KONNECT 18
SMS banking, bank statements and transaction notifications are received instantly or at worse, within hours of request. What’s more, not many people in the region see the need for paying the bank physical visits. Not when they are part of the millions of individuals with access to online banking. The services are accessible, charge less and is time saving. What’s not to like?
Mobile money transfer
East Africa and the Horn of Africa changed the game when it comes to how people send and receive money around the globe. Billions of dollars have been transferred through EVC Plus, or MPesa or Airtel Money in this region. The fact the technology is simple, straight forward, instant and was developed by locals has made it acceptable all over. Today, whether it is relief efforts, money from the diaspora, or just regular everyday money transfers for personal and business use, the place of money transfer services in the region is globally recognised. It has become an industry and has created hundreds of thousands of jobs. These are some of the obvious impacts of mobile technology in the region. But there are others; like the impact on security, handling of relief and emergencies, parenting and how the youth interact with the world. Whichever one it is that you have chosen to look at, it is very clear that the region has changed and will continue to change since the telecom K industry took off. East Africa and the Horn of Africa changed the game when it comes to how people send and receive money around the globe. Billions of dollars have been transferred through EVC Plus, or MPesa or Airtel Money in this region.
START-UP WORLD
HOW TO WIN FINANCING AS A START-UP
There is a science to getting venture capitalists or family and friends to give you start-up capital or expansion funds‌You best know the tricks. By Abass Mohammed
Young man in his shop.
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t is the dream of most young people to own companies and successfully run them. Maybe the dream is fuelled by the desire to create something out of nothing, or the flashy magazine articles about the exciting life of start-up founders, or the money that they assume is coming their way. The word start-up is on the lips of every young man worth his suit these days, and they make the whole process look easy, it is not.
Challenging part
The idea of starting up a company is an exciting one to all those who are involved, especially the founders. There is a lot of anxiety, a lot of apprehension and there is a great deal of hope from the time that the idea is conceptualised to the SEPTEMBER - DECEMBER 2018 KONNECT 20
actual launch of the product or the first day that the company opens its doors to the public. But, the most challenging aspect of successfully starting a company and seeing it thrive is far from the work involved or getting the right idea; it is the part that involves financing. Whether it is money for starting up or for expanding the existing company, fundraising is a nightmare for start-up founders and start-up teams. For one thing, it is their job to convince a sceptical group of venture capitalists, or a suspicious group of family and friends or a bank or investment firm that the millions of dollars that they are about to put in your product or company is not wasted but that it is actually well spent and the profits are soon to come raining down on them. These are people who are diligent at reviewing opportunities
START-UP WORLD
and have lots of opportunities to invest in. To get them on board, the start-up founder must sell his/ her idea in a way that gets the prospective funders excited about the product, make them believe that the team handling it can deliver and be convinced that the money is not far away from the corner. To do these effectively, the start-up founder needs to know what the venture capitalists will be looking at as they seek companies and ideas to invest in. Here are a few boxes that they need to check before they can put money in the hands of a start-up:
Market Opportunity
There is a reason why most venture capitalists have put their money in the health sector, information technology and agriculture in the last few decades. Amongst other things, what funders look at is the industry that your company will be working in. They look for industries that are poised to experience growth or those that are experiencing growth already. This way, they know that putting their money in your firm is like getting into an already moving train; unless there is a crash, you are sure to get somewhere. They look for new and promising sectors like tech or the agricultural sector or sports or health sector. So, before you step into that board-room with the financiers, better check the sector you are getting into and line up your strengths like ducks in a row.
Commercial traction
This is often tied to the field. The investors will most definitely want to know the kind of returns that they are looking at when they get into business with your company. They will equally be keen on how long the said returns will take before they can actually be reaped. It is the duty of the start-up founder to paint a clear and inspiring picture (yet realistic) of the financial ambitions of the start-up. One of the best ways to do this is to let the investors know that your product/ company is already in the market and the public has bought into your product or service; that you are not building castles in the air but actually have real progress on the ground.
How relevant is the investor to your firm
There are investors who insist on being part of the DNA of the company. They will not put money in something that they do not believe in or have their names tied to a firm that works in a field that is not of interest to them. In preparation for the big meeting, get to know how the investor will fit into your firm or your idea; that should tell you how relevant he is to your firm.
Finance is a key component to business growth.
Can your team pull it off?
Investors trust individuals, but they also know the strength that lies in a team. This, they will be keen on. They want to know who is on, their roles, their competencies and their weaknesses. After the first few rounds of meetings, a time is coming when they will ask to meet the team. Give them a good team; it bolsters your chances of receiving the finances you need. They want to see the marketer, the product developer; the genius and the sales force‌ give them the best. Do you stand out? Investors like to know what sets your company apart. Why or how do you stand out? Could be that the founder of the start-up is a recognised genius. Or maybe the start-up is looking to be a first in the market. Or perhaps the product is revolutionary. Investors would like to know what your X-Factor is as a firm. They are interested in finding an edge and seeing how that edge will be converted into profits. Show them your edge, and don’t be shy about it, brag if you can. K Investors like to know what sets your company apart. Why or how do you stand out? Could be that the founder of the start-up is a recognised genius. Or maybe the start-up is looking to be a first in the market. Or perhaps the product is revolutionary. Investors would like to know what your X-Factor is as a firm. SEPTEMBER- DECEMEBR 2018 KONNECT 21
TELECOM SECTOR
MOBILE PHONE ACCESSORIES IS A BIG BUSINESS Here is how to get in the game and win while selling WiFi routers, SIM cards, scratch-cards, phone cases and phone batteries By Kadar Ahmed
Smartphone for sale on display. SEPTEMBER - DECEMBER 2018 KONNECT 22
TELECOM SECTOR
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hen mobile phones entered the African market, quick thinking businessmen with deep pockets imported millions worth of mobile phones in to the continent. It was a sure thing that paid off almost immediately as more and more Africans felt that connectivity wasn’t just a social thing anymore but that it was also essential for commercial, career and business success. The uptake of mobile phones was amazing for a continent where telephone connectivity had failed with the problematic telephone lines.
Spawned a new industry
The success of mobile phone suppliers and retailers wasn’t theirs alone. The mobile phone industry introduced a whole new sector that has flourished and keeps growing every day; the mobile phone accessories industry. Here, quick thinking businessmen with smaller pockets have been making a killing for years. The mobile phone accessories industry is a simple one: They supply, retail and sell everything that goes with a mobile phone. These includes batteries, cell phone chargers, phone cases, ear phones, head phones, internet modems, WiFi routers, sim cards, Bluetooth earpieces, airtime scratchcards, screen guards, memory cards… you name it, if a phone requires it, they have it. Despite looking small, this industry packs a punch far greater than most people imagine.
How to succeed in the market
How did they succeed in such a field? And would it be possible for a novice to replicate the same success as the veterans in the sector? Should a positive outcome be the unwavering goal, what does a new entrant need to know? The accessories market may have many players, but that does not mean that there is no longer room for growth and success. Approached correctly, any new business can strike it in this sector. The first thing that they need to get right is the location. Just like in the real estate business, this is one area where location is a key factor. You need a place with high traffic, capable shoppers and low rent-low rent because premise spaces tend to be a major cost undertaking. The smart businessman goes for a kiosk/ or small shop in a high traffic area like shopping mall or a busy street.
Customers at a mobile shop in Mogadishu.
A mobile shop owner in Mogadishu.
Reliable and dependable supplier
The next important thing is the source of your products. You will need a reliable and dependable supplier. Reliable because you need a constant supply of wares at a reasonable price and dependable since you need the right quality products in a sector where fakes have infiltrated the market extensively.
Somali woman at a mobile shop in mogadishu checking out a new phone. SEPTEMBER- DECEMEBR 2018 KONNECT 23
TELECOM SECTOR
An iphone with its accesories on display.
A good supplier, one you can trust, is a guarantee that your products will be of the right standards and quality. There is no substitute for superior products in the market. The shop has to set itself apart by the reputation of its products. Once you have set up a physical store and the business is up and running, it might time to strongly consider setting up an online store. There is no better place to sell tech wares than on the internet. E-commerce is picking up in most African countries especially Kenya, Nigeria, South Africa and Ghana. Whereas you might not be targeting Ghanaians as customers, there is no harm in setting up an online store, after all, the number of African on the net is increasing day by day. A good online store (website) can bring in half of your sales if well executed. Online shops are good at drumming up sales since advertising is easy and cheap. Making as much sales noise on social media sites like Facebook and Instagram and Twitter can have a much greater impact than a physical billboard by the road.
New avenues
Once in the business, there is no harm in finding fresh avenues to sell your wares. There is no law restricting you to selling from the shop or online only. Get creative and create SEPTEMBER - DECEMBER 2018 KONNECT 24
opportunities. Some of the best places to sell include local fairs or local exhibitions, at craft shows, gift shows, swap meets and pop-up shops. Shop owners actually say that some of the best sales that they have made over a short period of time, say a week, has been at these unconventional sale stops. That it is possible to hit your weekly target at a trade fair by the end of day three. The last two matters to check are the margins and the uniqueness of your products. It is advisable to sell products that will give high margins in terms of returns rather than those that offer lower margins. Of course, those that offer higher margins tend to be more expensive but, you can balance both high margin and low margin products. When it comes to the uniqueness of your products, the shop owner has to understand that selling products that can be found in every store might not really give one the edge that they need. Items like phone cases can be customised and others like Bluetooth pieces can be sourced from trusted brands that are known for creating qualitatively unique products. K A good online store (website) can bring in half of your sales if well executed. Online shops are good at drumming up sales since advertising is easy and cheap.
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CUSTOMER SERVICE
7 WAYS TO SHOW YOUR CLIENT THAT THEY ARE VALUED It is said that the customer is always right, but this is not all that you need to remember. To win more clients and keep the existing ones loyal, do more By Kadar Ahmed
A client receiving a haircut.
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hen dealing with clients and customers, most companies and businessmen often think that they-the customersare only interested in the service or the product. This might not be entirely true. Clients are complex, and while they are giving you their business or buying from your store, the demand little bits of unrelated services and largely ignored treatment that often lead them right out of your door. We have compiled 7 of the easiest ways to help you ensure that your customers and clients know that you value them as individuals and also value their business.
call, distances can be bridged and information passed across continents. Yet, in business, sometimes, especially when the project or the deal is not going as planned, there is often the temptation to ignore the messages or wait a few weeks to respond. This is definitely one thing that can hurt your relationship with the client or customer. Not only can it lead to loss of resources (for them and for you), it can also lead to a more permanent breakdown in communication between you and the client, since the act of ‘blacking out’ a client is often interpreted as being disrespectful and (or) disrespectful.
We live in a world where communication is instant. With a text, a Tweet, Facebook message, an email or phone
there are executive consultants out here who charge by the hour. That means every minute is billed. This same limited
Keep your word on timelines; be punctual, deliver Communicate; return phone calls and answer on time emails immediately Businessmen value their time. They value it so much that SEPTEMBER - DECEMBER 2018 KONNECT 26
CUSTOMER SERVICE
nature of time also affects ordinary customers and clients. No one likes to be kept waiting at the boardroom, having arrived at the right time, only to find that the other party will be half an hour late. Time, for business people is literally money. Take the example of the construction of an apartment block that has delayed by five weeks. A project dragging on five weeks after the projected time of completion means workers will be paid for an extra five weeks, it means project resources will have to be added; this costs money, it means they will have to deal with local council five more weeks and worse, it means shareholders and owners will have to forgo five weeks’ worth of revenue from the project. No client wants their time wasted.
Dignity; handle the clients with respect
This is self-explanatory yet it is one of the most often abused aspects of customer service. The issues here are; simple courtesies, acknowledgements, politeness and generally just being aware of the client and their needs. In the service industry, the difference between two four star hotels boils down to how they treat their customers. Whether one has put excellent customer service at the core of their operations often turn out to be the tie breaker. In all fields of business, whether one is dealing with buyers off the streets or top level lawyers and business executives in leather seat boardrooms, the surest way to make each and everyone feel comfortable and make them warm up towards you or your business is to treat them with respect; call them by their names, show them how their business or service is important and significant to your company.
Do something unexpected
When dealing with clients that have been with your company for years, sometimes it pays to surprise them by doing something to them or for them that they didn’t expect. You have done the expected ‘Thank You’ notes and emails, organised a team lunch for the client, done your share of being present at their company functions, for 6 years. How about considering something unexpected? Like booking the entire client team for a one week retreat in some mountain cottage, introducing them a new lucrative client just for the heck of it etc. Jolting the client with something unexpected shows them that you still remember how important they are to your company and to you.
Listen to the feedback from the client
Ever had to call a service provider more than once over the same problem? It is frustrating and infuriating to have
your needs, needs that you are willing to pay for or have paid for not met because the service provider is not listening to you. When customers call or write emails or text messages about their thoughts on the service or on the product, it is vital that the business takes note and does something about the said issues. Listening to a client talk about their concerns with the product makes them feel more than consumers of the service; they feel part of the process of creating the same product/service.
Be Proactive
There are businesses that are with the customer every step of the way in their service delivery. They consult, they involve and they ensure that the client is fully appraised on each and every aspect of the project at hand. For a client, this hands-on approach to business can be refreshing and endearing. It is not every day that a service provider works hard to anticipate the needs of the client and meets before the client themselves want it so. These are the businesses that do not wait for the client to push invoices on their own, the companies that offer market information instead of just customer specific information only; these are the companies that offer after sale service without being prompted by the client. Treating a customer this way makes them feel special and valued.
Have an ample working area
Whether it is a parking lot for your clients or an office space that can comfortably accommodate them, your customers need to feel at home when they are visiting your working environment. To have clients parking along some unsafe street corner will not do well for your business, and neither will cramping up 20 clients in an office meant for 7 people. To make your clients and customers feel welcome and comfortable in your office, change with your needs. If your business is handling 10 people who have to be physically present to transact with you, then you had better arrange for an office with adequate space. If your clients need parking spaces, arrange for this too. K
In all fields of business, whether one is dealing with buyers off the streets or top level lawyers and business executives in leather seat boardrooms, the surest way to make each and everyone feel comfortable and make them warm up towards you or your business is to treat them with respect. SEPTEMBER- DECEMEBR 2018 KONNECT 27
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SMART TECH
TECH ON YOUR SLEEVE
The smart wearables market is expanding, market data indicates that more and more people are getting comfortable By Abdifitah Ousman
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ccording to International Data Corp, a market research firm, the global market for smart wearables is increasing every year, with 2017 experiencing the greatest growth spurt so far, going up 7.3 percent in one year. In a trend that the research firm has said will only keep getting fashionable and more accepted, smart wearablesdevices capable of running third party applications- are the future, taking over from basic wearables. Smart clothing and body sensors Devices from Fossil, Samsung and Apple have taken over the market from Fitbit and the likes of Huawei. The change is not only in the nature of purchases; even what people buy has changed. While in the past smart wearables have been mainly been fitness trackers and smart watches, today smart wearables include regular fashion items-smart clothing and body sensors.
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SMART TECH
Kate Spade NY Activity tracker.
It is estimated that the overall shipment of smart clothing will expand and grow from the current figures of about 2 million annually to 27 million by the year 2022. Body sensors on the other hand is expected to experience a much greater growth spurt of about 90 million unit increment in its shipment figures. The body sensors market includes threedimensional trackers, wearable patches, movement sensors, posture monitors, pregnancy and baby monitors, heart straps and headbands. The rise of monitors is partly due to the adoption of most of its products in the health sector.
Fitbit Flex 2 Small Bangle Accessory
Keep your Fitbit undercover with this bangle bracelet. The metal design is plated in 22-karat rose gold, and discreetly houses a Fitbit Flex 2 inside the grooved center capsule. It also comes in silver or gold options, and will blend right in when layered with other jewellery pieces in your collection.
Ringly smart ring.
Ringly Smart Ring
Always stay connected with the help of this cocktail ring. It not only looks good, but actually syncs with a smartphone to alert you to missed calls, texts, and more with a color-coded light on the side. We especially love this new moonstone and rose gold combo!
Michael Kors Bradshaw Smart Watch
Bring your collection of Michael Kors watches into the future. This tech-enabled design features a touchscreen display, and can show everything from text notifications to how many calories you’ve burned. You can also customize the face and straps for a completely unique look.
Kate Spade NY Activity Tracker
With this bracelet, you don’t have to buy a separate activity tracker. The Bluetooth-enable design can record steps, sleep cycles, and even control music on your phone. Plus, everyone will think it’s just a simple bangle! K
Michael Kors Bradshaw smart watch. SEPTEMBER- DECEMEBR 2018 KONNECT 31
START-UP WORLD
START-UP ADVICE FROM INVESTORS AND CEOs
Here are a few nuggets of wisdom from men and women who have created companies from scratch and from a few who invested in those ideas Compiled by Hormuud Telecom Writer
Mark Cuban- Investor/Dallas Maverics.
Daymond John Founder / Fubu
“A common mistake I see many start-up founders making is they aren’t solving a real problem. You should try to solve a real problem that people have or identify a much better way for people to do things than they’ve historically done before. That is often a good place to start…That’s why the motto of Y Combinator is: ‘Make something people want.’ If you can do that, you’re probably onto something.”
Mark Suster Partner and investor/ Upfront Ventures
“If you really want to earn you need to be in the top 3-4 in the company. Best to be a founder. Very few people can do this. It’s a rare skill. Be realistic about your skills, background and ideas.”
Caterina Fake Founder /Flickr
“Pick a good market. The idea for approaching that market may change, but find a meaty problem to solve. You can try to attack it a bunch of different ways. Don’t be too narrow.” Daymond John - Founder FUBU. SEPTEMBER - DECEMBER 2018 KONNECT 32
START-UP WORLD
Tony Hsieh - Founder Zappos.
Mark Cuban Investor / Dallas Mavericks
“Never buy swag. A sure sign of failure for a start-up is when someone sends me logo-embroidered polo shirts. If your people are at shows and in public, it’s okay to buy for your own employees, but if you really think people are going to wear your branded polo when they’re out and about, you are mistaken and have no idea how to spend your money.”
then go. Join because we pay well but not amazing. Stock options are the icing on the cake. They’ll never make you rich. Don’t join for the options”.
Sara Blakely Founder / Spanx
Rich Thornett Co-Founder/Dribble
“Don’t be afraid to fail. My dad encouraged us to fail. Growing up, he would ask us what we failed at that week. If we didn’t have something, he would be disappointed. It changed my mind-set at an early age that failure is not the outcome, failure is not trying.”
Mark Suster Partner and investor/ Upfront Ventures
Tony Hsieh Founder/ Zappos
“Dribble is what I like to call a “boot up,” or “organic startup” – a company that lives and breathes on revenue. For us, Pete Cashmore getting cash flowing in sooner than later was critical to give Founder / Mashable “You need space to try things and create. It takes a long us resources to respond to the site’s rapid growth. I think we erred in letting our traffic and operational concerns outstrip time to recalibrate if you let people pull at you all the time. A our business model, where simply maintaining what we had lot of stress comes from reacting to stuff. You have to keep a certain guard [up], if you’re a creative person.” was preventing us from advancing our product.”
“Be true to yourself. If you follow that principle, a lot of “Over time I took to telling people the following; “Join K BuildOnline because you think you’ll get great experience. decisions are actually pretty easy.” Join because you like the mission of what we’re doing. Join This article has been compiled from FUNDABLE- the startbecause if you do a good job we’ll help you punch above your weight-class and work in a more senior role. And if you ever up platform https://www.fundable.com/learn/resources/guides/startup/ feel that in the year ahead of you, you don’t think that you’ll increase the value of your resume and you’re not having fun startup-advice-from-successful-entrepreneurs SEPTEMBER- DECEMEBR 2018 KONNECT 33
BUSINESS SURVIVAL
FAO AND HURMUUD SIGN A PACT By Hormuud Telecom Writer
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A Lady enjoying her meal
ormuud Telecom through its International Relations office in Nairobi signed a partnership contract with Food and Agriculture Organization (FAO)-a United Nations affiliate. The contract, signed on the 11th of November by Mr. Abdala Mohamud will see Hormuud use its mobile money transfer services in Somalia to assist in the transfer of aid funds to the people in need of humanitarian assistance. For years, food and nutrition security has been an issue that most families in Somalia have to deal with. The perennial drought, the inconsistent security situation and the unpredictable rain and flood patterns have made farming and proper food production relatively difficult. In 2017, 6.7 million people faced hunger and starvation as famine took hold in the country. To help mitigate the effects of the famine, FAO, through cash-transfers and rural livelihoods support managed to hold the line against famine in Somalia in one of its large-scale humanitarian response activities in recent time. The one year deal that signed by FAO and Hormuud Telecom will see to a more efficient and timely reception of aid to the beneficiaries in Somalia who are under FAO aid programme. This agreement is important since it will
enhance funds transfer to FAO beneficiaries and help not just in fostering development in the communities that these people live in but will also enable these beneficiaries access their nutritional and medical needs. Using its EVC Plus platform that allows for subscribers to send and receive mobile money, Hormuud Telecom will facilitate the transfer of cash from FAO to the identified and approved people in need who are under FAO’s cash-transfer programme. EVC Plus transactions are not only secure since each mobile transaction is guarded by a highly secure 4 digit pin but are also covered by the standard GSM encryption. For Hormuud Telecom, this is a bold step towards its commitment to the people of Somalia and its corporate social responsibility towards the country. Hormuud Telecom has been actively involved in humanitarian activities in the country ranging from working with farmers to offering help during emergency situations like flood and drought. For FAO on the other hand, this agreement promises to help streamline and open up its humanitarian efforts in the county by introducing a reliable and efficient partner in the cash-transfer end of its humanitarian response activities. K
MEA CULPA In the 2018 January-March issue of Hormuud Connect we published an article under the title ‘LADY ON A MISSION’ featuring ZAHARA IBRAHIM, CEO SOSTEC Inc in Mogadishu, without her express permission. We apologise for any discomfort or inconveniences that this articles may have caused her or her loved ones.
BUSINESS SURVIVAL
THE BENEFITS OF BUSINESS PARTNERSHIPS
Collaborations and strategic partnerships are unavoidable if a company is to grow. When companies come together, everyone wins: employees, customers, shareholders, the industry at large and the business itself. Here is how‌ By Abdifitah Ousman
Handshakes that mostly signify a partnership of some sort.
Competitive edge
Forming a partnership with another business is one of the easiest ways to gain a competitive edge over your competitors. The understanding here is that the partnership is a win-win for both companies involved. Resources-both human and otherwise-are pooled, giving the each of the companies involved something similar to the strength of two. In terms of competitiveness, a company working exclusively is at a disadvantage and will most likely be surpassed (regardless of their standing in the market) by the company that has entered into a productive and genuine partnership. When two companies decide to partner, the ties between them increase their chances of SEPTEMBER - DECEMBER 2018 KONNECT 36
collaboration in various areas and the longevity of their businesses is often assured.
Resource boost
The growth of a company depends on an ecosystem of positively working factors. These factors, like capital base, human resources in terms of the strength of the team, their level of expertise and their numbers, the customer base and business networks among others, are what determine how fast a company grows, how well new products are received by the market and whether a company can survive a bad season or not. Partnerships boost resources for both companies. With their resources joined by the partnerships, the
BUSINESS SURVIVAL
Two somali women business partners at work in their small shop.
chances of success doubles and survival rate increases compared to lone wolves. Not only will the partners be in a position to share expertise, manpower and customer bases, they will be in a position to share and benefit from trade secrets. Employees from smaller firms tend to be the biggest winners in partnerships since they can expand and grow their development opportunities as a result of the exposure to a larger perspective on business and high level expertise.
Access to new products and services
What if there are products and services that are doing well in the market but your company has no access to such products or services due to technical limitations or production capital issues? Wouldn’t it be a great idea to merge with a company that is already tapped into that line of services or products and reap the benefits that accrue due the fact that you are a partner? It turns out that this is what goes on in the minds of over 27% of business executives and CEOs when they enter into any partnerships. They want to have access to innovative products, access to different ideas and high level expertise that they can’t afford. This way, the company is able to offer solutions and services that meet the needs of all their customers and, as a bonus, other businesses in the same market tend to benefit too.
Reach a new market
In the world of business, cornering a market segment is a tough job, but when done successfully, the dividends are enormously rewarding. Partnerships introduce the partner companies to new audiences, new customers,
new clients; a new market. The positive side is that this new territory automatically comes when the partnership agreement is signed. Sometimes partnerships introduce companies to a whole new area of operation altogether: For example a sports company can get into a partnership with a technology firm with the aim of offering wearable sports technology like heart monitors or a wearable stride/steps counting device. Or a tech firm entering into a partnership with a fashion house can easily introduce the tech firm to the fashion industry.
Strengthening a firm’s weaknesses
Strategic partnerships are sometimes arrived at when the leadership of a company realises that there are gaps, weaknesses and limitations that would take years and most often a considerable sum of money to solve. A carefully thought out, well timed and well executed strategic partnership can solve these kinds of business worries by the stroke of the pen.
Collaborations to create future products
This is perhaps the most significant reason to enter into a partnership. Companies that grow organically will at some point in their journey need to collaborate on innovative projects that aims to offer the customers products and services of the future. K Partnerships introduce the partner companies to new audiences, new customers, new clients; a new market. This new territory automatically comes when the partnership agreement is signed. SEPTEMBER- DECEMEBR 2018 KONNECT 37
CORPORATE WELLNESS
WORK-LIFE BALANCE FOR BETTER PERFORMANCE
The line between work and life is increasingly becoming blurred. The result is fatigued, unproductive and sometimes tense employee By Abass Mohammed
Depiction of work life balance.
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or the modern corporate man or woman, there seem to be not enough time to finish the work at the office and have a minute to live life. The case is worse for the entrepreneurs and business owners. Being that the success or failure of the company often depend on their individual effort as managers and salesmen and administrators all rolled into one, their lives is one long work session. These people work all the time, whether they are at home or travelling or at the office, they are always working. While this may be good for the company in the short term, it is not good for the individual and for the company in the long run.
No clear line separating the two
When there is no clear line separating the two, or a clear balance in terms of effort and time allocated for each, it soon becomes clear that family, friends, colleagues at work, the job itself and the health of the worker become SEPTEMBER - DECEMBER 2018 KONNECT 38
seriously affected. The pressures that come with family obligations and the stress that come with work related issues can be overwhelming. There are a few facts that human resource management studies and experiences have shown over time. One is that employees that have a balanced work-life ratio are more motivated to give their best at work and leave issues from the home front at home. They also have better control of their own lives and as a result have better professional relationships with their co-workers and management; unlike the individual whose life is a mish-mash of home and office thrown together. This individual is likely to get into conflicts at work, carry ‘the office’ and its attendant stresses home to their family. It is therefore imperative for companies to encourage work-life balance to their staff members, not just for the well-being of the staff members but also as something that will be beneficial to the company as well. The benefits to the company, a part from fewer office conflicts and high
CORPORATE WELLNESS
An illustration of the area of work life balance.
achieving workers, include higher employee retention rate, greater staff loyalty, and the fact that the company will be in a position to attract valuable and competent pool of prospective candidates each time there are new job openings. Self and stress management The responsibility of having a well-balanced group of workers lies in the hands of both the staff themselves as individuals and the company. There are various ways that an individual can ensure that they do their part to ensure that the two lives move at a healthy pace without one dominating the other starting with self-management. Self- management is a simple concept- the idea that as an individual, it is upon one to utilise their resources in way that meets the vital needs of their body and psychological well-being; this means getting enough sleep, getting good exercise, proper nutrition and meeting the demands of both the family and the office. Equally important is time management and stress management by the individual in question. Time is often the first casualty of an individual with a mixed up life. The individual needs to know how to prioritise those tasks and people who are of value to them and strip down the rest so that they remain with the things and people who add value to their lives. As for stress, knowing the triggers and generally being in a frame of mind that can step back from every unpleasant situation is one way to go. Keeping a healthy office As for the organization, the list on how to keep a healthy office is long but the backbone of it all is creating
stress free environment for the workers to operate in. For one, since most people have children and this is often the number one cause of stress to them, running a childcare center at the office will do a lot in taking away that particular stress. Most companies today have gym and fitness centers within the office complex or they offer gym membership to their people. This way the workers can pop into the gym and get a workout done before heading home. The time spent at the gym clears up the mind and helps them release steam. One is that employees that have a balanced work-life ratio are more motivated to give their best at work and leave issues from the home front at home. They also have better control of their own lives and as a result have better professional relationships with their co-workers and management; unlike the individual whose life is a mish-mash of home and office thrown together.
Also helpful is engaging your team in office team building activities, especially outdoor activities like company outings, birthday celebrations, out of office company sponsored lunches, sports or camping. These activities get the staff out of the formal office environment and force them (playfully) to bond with each other in a casual and friendly manner; very ideal for stumping out work stress. The tragedy of the modern working environment is that it will keep encroaching on personal life. People can be accessed at anytime, anywhere, using mobile phones and emails. This means that work can get to you at any time. The more you learn to balance the two, the better it is for the company, the seniors at work, the worker, the family and clients too. K SEPTEMBER- DECEMEBR 2018 KONNECT 39
PICTORIAL
PICTORIAL Hormuud members in a forum with the public.
Hormuud takes part in Dubai Infobip event.
Traditional dancers at last year’s Somali Heritage Week Nairobi.
Hormuud representative speaking at last year’s Somali Heritage Week Nairobi.
Hormuud Foundation Director recieves an award at the SABA event.
Panel discussion during last year’s Somali Heritage Week Nairobi.
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BUSINESS SURVIVAL
HOW TO SET-UP A BUSINESS AND SURVIVE IN A POST-CONFLICT ECONOMY
The Horn of Africa is a complicated region. There is always some conflict going on somewhere. But business must go on. So how do entrepreneurs survive these regions? By Abdifitah Ousman
A shop owner in Mogadishu.
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hen the guns go silent and a country gets the chance to return to normalcy, aside from the government, the second group with the most to do in terms of forging the right path forward is the business community. This, is most of the time easier said than done. A post war economy is complicated and not easy to navigate; especially where finances and resources are involved. There are several factors that make doing business in a post war economy perilous and why any business person
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or business entity with interests in venturing in a post war economy needs to get their act in order before setting up. Striking unpleasant deals Post war economies are often run by militia or warlords or political factions before the government of the day gets the full mandate to run the country, and this can sometimes take even a decade to be in place. These tend to be self-interest groups that often protect or control specific areas of the country.
BUSINESS SURVIVAL For a businessman, these groups can be a nightmare or a godsend depending on how you approach them and the kind of agreement that one strikes with them. They can secure your business or be you biggest threat. In oil producing countries, the major challenge is never drilling the oil but transporting it through different lands that are controlled by different political factions or different fighting militias. An agreement with all of them guarantees that the product gets to its destination, lack of the agreement with these groups often result in vandalism, supply disruptions and the loss of millions of dollars. When a government is still not in place, the options are terribly few: One is to get into an understanding with these kinds of groups (mostly done through third parties), or not doing business in that area at all, or go on with your business An electrician at work in Mogadishu city. but be ready for losses. needs to be ready to deal with regulatory inconveniences, and to self-regulate, although the fact that there are no tax The other obvious challenge when doing business in a collectors might not be that much of a bad idea in the short post-war economy is lack of infrastructure. Infrastructure term. tends to be the first casualty of any conflict. The roads and bridges are blown up, airports and sea ports are destroyed, State interference and how to handle it railway stations and railway lines are vandalised or blown up In infant nations, or nations coming from armed struggle, completely. Soon after these are gone, internet and power the powers of the state most of the time cross over into the cables are destroyed, water pipelines are brought down private sector. The hand of the government in the form of and generally any support structures that are used to run a meddling officers or protectionist policies can threaten the functional economy disappears. growth of any business. Businessmen have to contend with making special Many are the times when a company is forced to do the arrangements for electricity, water supply, and transport bidding of the regime or to bend its rules for the sake of the arrangements among others if they have to do business in regime. The consequences of not being willing to cooperate post-war economies. The costs for these private arrangements can be as nasty as license revocation or undue harassment. like buying a generator, or installing your own water pipeline Refusing to cooperate with the government, say on or digging boreholes and finding alternative ways of moving security issues like surveillance can easily land a companyyour product can be terrible. However, if it makes business like a telecommunications firm- the tag of being a subversive sense, these costs are worth bearing. institution. There are media companies that have been
Lack of infrastructure
Self-regulation
Doing business in an unregulated space is a nightmare. Regulation here refers to government agencies that monitor and approve product quality, agencies that do price controls, and tax compliance institutions etc. The problem of regulation (or lack of it) and the absence of regulatory bodies is worse in post-war regions where a civilian economy (run by the private businessmen) is entrenched. In such cases, the market normally has self-regulating mechanisms that have been put in place by the leading organisations-monopolies or leading businessmen. Often, they have those regulations so as to maximise their profits and not necessarily because they want a healthy market environment. Any businessman venturing into a post-war economy
frustrated into bankruptcy by malicious governments, multi-nationals that have had their CEOs falsely accused of sedition. Good CEOs and good businessmen know how to balance the needs of the regime and being protective of their clients and customers. They know how to keep the authority at bay while protecting the customers and ensuring that the bottom line is not affected by any forms of interference by K the government. When a government is still not in place, the options are terribly few: One is to get into an understanding with political/armed groups running the region, or choose not to do business in that area at all, or go on with your business but be ready for losses due to vandalism and destruction of your establishment now and then.
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HOSPITALITY
THE BEST TIME TO INVEST IN THE HOSPITALITY AND TOURISM SECTORS IS NOW The hospitality and tourism sectors in Somalia are raved up and ready to go, investors with deep pockets are jumping in too By Abass Mohammed
Vast clean Somali beach.
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ourism is not the first thing that comes to mind when the name Somalia is said. Beaches, yes. Lots of sand, yes. And a whole lot of national heritage sites, yes. Yet tourism, which all these signify, never comes to mind. But here is the thing, the hospitality industry in Somalia is picking up so fast that market analysts are surprised at the phenomenon. After the years of conflict and the destruction of property, lives, wildlife and cultural sites, it is surprising that Somalia still has a host of naturally occurring features and cultural aspects that still have the world fascinated and makes ecotourism a potentially valuable and lucrative investment opportunity. SEPTEMBER - DECEMBER 2018 KONNECT 44
Great features
There are a few features that make the country stand out from the rest of the Horn of Africa nations or from the other Islamic nations in the continent like Libya or Egypt. For instance, of all the African nations that border the oceans, Somalia has the longest coastline, stretching for over 3,333km. This presents one of the most sought after tourist destinations; a coastal beach front. Still on the ocean, the port of Mogadishu is one of the most significant waterways in the whole world. That alone is worth its own bragging rights. Some of the best and yet unexplored destinations in Somalia are in Lower Shebelle, Bush-Bush national Park, Goobweyn in Lower Jubba at the point where Jubba
HOSPITALITY
A local tourist reading a book by the oceanside.
River and the Indian Ocean meet), Sinbusi and Baravo beaches, Hafuun (the real Horn of Africa) in Baari and Daalo Mountain. The events after 1991 have left the tourism and hospitality sector in dire straits. The ministry of tourism and the associations that accompanied it were abandoned and neglected due to the war. This means that the game parks and zoos and national parks were also abandoned. The ministry actually had a string of hotels that were reduced to ruins.
Investors lining up
However, all these are about to change. In the last couple of years, investors have injected some serious money into hotels, restaurants and coffee houses business in Mogadishu and other parts of the country. The fact that businessmen are willing to put money into 8 storey hotels in Mogadishu, the fact that the Somali Tourism Association, an organization that is just a couple of years old itself is currently leading various hospitality sector revamping and trainings signal to a new beginning in a sector that desperately needs a win. On the streets of Mogadishu, every corner has a modern coffee house and down at the beaches, the white sands are dotted by hotels and resorts. As an investment opportunity, the country is primed to experience new interest in its tourism potential by outsiders. This is the best time to invest in the sector. The opportunities are vast: The hotel industry, the business of exhibitions/conferences facilitation (like Ollow Towers) and event management, tourism and all that come with it like tour guides, travel and tours companies, curio shops,
Fishing boats docked at the beach.
General Public at the beach front in Liddo beach. SEPTEMBER- DECEMEBR 2018 KONNECT 45
HOSPITALITY
Stunning early sunrise view of the beach.
like tour guides, travel and tours companies, curio shops, gift shops and many more. The other reason why now would be the best time to get into the tourism sector is because while it might have not taken off at full force yet, however, all signs point to a speedy take off.
A wide range of experiences
As Yasir Mohamed Baffo, the founder and CEO of Somali Tourism Association wrote some time back; “For the time being, Somalia offers tourists a wide range of experiences, such as beautiful beaches with golden and white sand, waterfalls, hot springs, caves, bird watching, diving, river cruising and the damage caused by the civil war in what is referred to “Dark Tourism” (for visitors to observe the impact of war). There are also historical sites in the country, some of which were built centuries ago.” This is just the beginning. Going by the renewed A tourist posing at the beach side. interest in the country after the last elections and the stability that has been experienced in the country since, it is safe to say that the tourism and hospitality industry in Somalia is done prepping for a lift off. The interest that Western and Arabic nations have shown in the country of late and the positive vibe coming out of the country all point to a glorious era for the hospitality and tourism sector. K Some of the best and yet unexplored destinations in Somalia are in Lower Shebelle, Bush-Bush national Park, Goobweyn in Lower Jubba at the point where Jubba River and the Indian Ocean meet), Sinbusi and Baravo beaches, Hafuun (the real Horn of Africa) in Baari and Daalo Mountain. SEPTEMBER - DECEMBER 2018 KONNECT 46
Visitors posing at the old city cathedral
DIASPORA CONQUESTS
SOMALIS DARING ABROAD
Ministers, inventors, champion sportsmen, celebrated artists and humanists, Somalis abroad are taking the world by its horns Compiled by Hormuud Telecom Writer
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Ahmed Hussen
t is no secret that Somalis are a resilient and hard working group of people. This is why in most of the host countries where they have settled in, whether as refugees or as citizens, Somalis often find a way to rise to the top in business, politics, the arts and sports. This spirit of winning and of daring where everyone expects them to be on the on a retreat is an adorable quality of the Somali community. Here are a few of the young men and women who are currently causing ripples across the world:
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Ahmed Hussen, Somali-born Canadian MP and Immigration Minister
When Prime Minister Justin Trudeau unveiled his cabinet in 2017, a young man of Somali origin stood out like a sore thumb. Ahmed Hussen, a lawyer, activist and York South-Weston MP was among the fresh faces. Hussen was brought in to be the Immigration Minister. He is known for his compassion and one of his speeches in the Canadian Parliament ‘Asylum Seekers are not Criminals’ was hailed as one of the greatest speeches on the thorny issue to ever be given in the house. Entrepreneur
DIASPORA CONQUESTS
Zacharia Hersi
Hamse Warfa, co-Founder of BanQu
BanQu is a software solution that provides unprecedented possibilities for refugees to directly participate in the global economy. The platform integrates seamlessly into existing payment gateways and allows refugees to manage their online presence, connect with markets, sell goods and services, receive payments, and build a transaction history along the way. In his words; “We provide permanent economic empowerment, focusing initially on the millions of refugees worldwide and we’re expanding to include the 2.5 billion excluded from the global economic system.” The problem that BanQU is trying to solve is the complete socio-economic exclusion of 2.5 billion people who are unbanked/underbanked, including the 67 million refugees and displaced persons.
Zacharia Hersi- Orten Venture
Somali Entrepreneur, Zakaria Hersi, Reshaping the Tech Industry In Sweden Zakaria Hersi wants to find developers in the suburbs of Sweden with his new Start-up venture. Orten.io aims to find hidden talents out into the suburbs. Orten.io’s “bootcamp” was aimed primarily at women, first and second generation immigrants. In three months, the persons admitted to the group to learn programming were then offered practical placement at various start-ups. There are several tech firms and venture capitalists who are interested in his start-up. Most of them and their founders have indicated that they are willing to work with him or offer placement to the young men and women who will come from his project. Hamse Warfa SEPTEMBER- DECEMEBR 2018 KONNECT 49
DIASPORA CONQUESTS
Farhan Hadafo
Somalis compete in the Paralympics for Somalia, Canada, & Great Britain
These young men left Somalia with scars and disabilities after the war, but, they worked hard, rose above their circumstances to become sportsmen representing their second homes in global events including the Olympics in Rio.
Abdi Dini – Canada
Abdi Fatah Dini is an outstanding athlete whose qualities of fair play and dedication to sports excellence are exemplified in everything he does. He led the Canadian Senior Men’s Wheelchair Basketball Team in Rio as they defended their Paralympic gold. His life is a true testament to what focus and determination can achieve. In his words: “You never really think this (disability) might happen,” Dini said. “But you do think about your dreams, things you want to accomplish in life. I try to appreciate every day in life, I try to be humble. I’ve dealt with lots of situations, but I try to be humble and just enjoy life.”
Farhan Hadafo: Somalia
Hadafo is a Somali born young man in his early twenties who is based in Italy. He agreed to represent his country in Rio after he was approached by the Somalia Paralympics committee. Farhan Hadafo quote: “My will is iron, and my resistance is constant as the love I feel for the race that has no sequel.”
Abdi Jama: Great Britain
A double U22 European Champion with the GB Junior Team, Abdi won bronze at his Paralympic debut in Beijing (2008). In 2010, he assisted the senior GB Team to 5th place at the World Championships. Come 2011 he played a fundamental role in the team’s gold medal campaign at the 2011 European Championships.
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Abdi Jama
DIASPORA CONQUESTS
Abdi Dini
Abdi’s second Paralympic Games in 2012 saw him named co-captain of Paralympics GB’s Wheelchair Basketball Team with Matt Byrne. Abdi continued to build upon his international success, captaining Great Britain to a consecutive European Championship gold medal (2013, Germany) and earning a place in the All Star Team. In 2015 Abdi secured a third consecutive European title and another Championship All Star Team, playing a crucial role in the team’s gold medal winning campaign and Rio 2016 qualification.
Ilhan Omar, Congresswoman
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Somali-American
Ilhan Omar, a 36-year-old mother of three, made political history in 2016 when she became the first Somali to win election to a US state legislature. “My success is not only for me but for every Somali, Muslim and minority group, particularly the young girls in the Dadaab refugee camp, where I lived before coming to the US,” Ms Omar declared on the night she won her race for a legislative seat in the north-central state of Minnesota. She has the kind of appeal that few politicians have, crossing over into the world of celebrity collaborations some times. Like appearing alongside Maroon 5 in the song ‘Girls Like You’. Ms Omar’s family fled Somalia in 1991 due to civil war. She spent four years in Dadaab until her family was cleared to immigrate to the US. On June 5, 2018, she filed to run for representative of Minnesota’s 5th congressional district after Representative Keith Ellison announced that he would not seek reelection to Congress and won. K
Ilhan Omar
This article has been written with the help of resources from All Things Somali writers. SEPTEMBER- DECEMEBR 2018 KONNECT 51
DEVELOPMENT
SOMALIA IS FACING A GROWTH AND DEVELOPMENT SPURT
A recent forum in Brussels put a spotlight on the key areas that should take the country forward.
By Hamza Abukar
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Food produce in Somali market.
ollowing an earlier conferences in London (May 2017) and in Mogadishu (December 2017), The Somali Partnership Forum, a strategic and high level conference on Somalia took place in Brussels, in Belgium. Both nations sent their best and top officials to represent each in the deliberations. President Mohamed Farmajo and the European Union Foreign Affairs Chief Federica Magherini cochaired the two day forum. The forum focused on political development in Somalia, humanitarian issues, security matters-with interest in stabilisation of the situation-and economic recovery.
Fresh dialogue
And while it involved new discussions and fresh dialogues, this meeting took interest in the developments made since the London conference a year earlier. To this SEPTEMBER - DECEMBER 2018 KONNECT 54
end, the Somali government was put to task, reporting on the strides and achievements made so far regarding to the four areas, including economic development, political development and security stabilisation. Concurrent with these engagements were other meetings on investment, the role of Somali women in peace building and in political processes and another meeting on internally displaced people.
High level delegation
President Farmajo came with his entourage of advisors and politicians from Somalia while Puntland sent a high level delegation, the same as Jubaland, Galmudug, Southwest and Hirshabelle. There was the heavy presence of the civil society, leaders of the Somali business community, NGO representatives, international investors, World Bank and the International Monetary Fund.
DEVELOPMENT
A man preparing his shop for the day’s activity.
The fact that the last group made an appearance (never mind that they did so in high numbers) speaks to how important the July Brussels forum was and how much the leading world organisations are interested in Somalia and the changes that it is making as it moves from conflict to stability. The reform agenda is top on the list of what everyone wants for Somalia.
Significant strides
During this year’s forum, it became clear that significant strides have been made. For example the issue of women’s rights, and their meaningful participation in national and regional politics was extensively looked. Somali parliament is currently made up of 25 percent women, a significant increase in their number. The other issue that received favourable mention is the security problem. Although the situation in Somalia remains delicate, it was reported that improvements have been made in regaining vast regions from local militia and terrorist groups and that if the situation held, peace would by and by return to Somali in totality. The crisis in Yemen and the Gulf issue were mentioned as possible hindrances to future stability in Somalia. “Somalia opens a new chapter of its history, with the potential to fundamentally transform its future,” said the UN Political Affairs chief, Rosemary DiCarlo on the adoption of the Mutual Accountability Framework. In total, officials from 58 countries and six international organisations were present for the adoption of the so-called Mutual Accountability Framework of the New Partnership for Somalia (MAF) at the Somalia Partnership Forum. The plan will be implemented over the next six months.
The MAF outlines the commitments and agreements reached by Somalia and its international partners on matters political reform, economic development, security stabilisation, humanitarian assistance and the rebuilding of the country.
There are no quick fix results for all Somali challenges but strong commitment, hard work and consistent evaluation are needed to achieve tangible results. President Farmajo
“The United Nations is fully committed to Somalia’s future, and will support implementation of the plan,” Ms. DiCarlo said, also stressing that the world body will work closely with the African Union and all other partners. As for President Farmajo, he was clear on the way forward. “There are no quick fix results for all Somali challenges but strong commitment, hard work and consistent evaluation are needed to achieve tangible results,” President Farmajo told the gathering that included his Prime Minister, Hassan Ali Khayre, several federal government ministers, federal member states presidents.K SEPTEMBER- DECEMEBR 2018 KONNECT 55
BRAND MANAGEMENT
BRAWLING BRANDS
Aggressive marketing is now part of the norm‌ here are the rules By Yusuf Haji
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A depiction of brawling brands
ere is the thing; in the advertising world, rules are broken and companies go after each other, their products and their employees. Sometimes it is harmless and simple things like cheeky adverts on TV that disparage the competitor, but, other times, there are below the belt hard hitting campaigns that can destroy the brand or completely wipe out a product from the market. Because of shrivelling markets and the presence of several players in the field, businesses have to fight for their audiences; they have to guard their territories and keep their loyal customers from straying to the wrong brands. This is not an easy task. Marketing and advertising teams are at the forefront of these campaigns, and like all campaigns, what starts out as a normal process frequently turn into a fight. Brand verses brand, company verses company and a brawl fought on billboards, TV adverts and YouTube. The fight gets hyper-competitive, if not hostile very fast. Call it a brand street fight.
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Brand street fight
Aggressive advertising is a common feature in today’s advertising world. There are billboards erected on street corners with violently virulent messages targeting not the customers but the company on the other end of the same market. There are YouTube advert videos done by companies that directly attack their competitors and then of course, the newspaper adverts. When in this kind of situation, most companies walk a thin line between being assertive without being aggressive or laying too law while taking a beating from the aggressor. In most cases, the aggressor often undermine the company directly, or manipulate the competitor softly or in the worst of cases, they can be using unethical marketing and advertising techniques that blatantly put the other company at a disadvantage. Winning a street fight takes more than knowing the street and a few moves. Here is how to survive and win when your competitors are coming after your company with attack ads:
BRAND MANAGEMENT
Brutal clash of competing brands
Know your enemy
So, some company is coming after yours? Or they are just coming after one of your products/ services‌? Doesn’t matter. The first thing is to know who is coming after you. Is it a large company? How much of the market share does it control, do people trust it, what is their reputation in the market? All these questions help you formulate the best way to respond to an attack ad. For example if you are a small firm being bullied by a big market leader, all you might need to do is paint them as the arrogant, disrespectful bully of a company that they are. Taking on a monopoly or major market player for example, leaves them more exposed than you are, hence more room for you to wiggle around.
Avoidance
Some wars are not worth fighting. Smaller companies like throwing tantrums to be noticed. Getting into a fight with them is a sure way to give them what they want while making your company look bad. This is often the case when smaller, less established companies engage in brand fights with the big dogs. The best the big dog can do is to let the tantrum die down on its own without as much as an acknowledgement on its Facebook Page.
Do a company inventory
What is working for your company? What are your weaknesses? Which are the areas that your company or its products are vulnerable? Just as in knowing your enemy, understanding your company and where the company stands in the market is vital to your success in the looming street fight. Do not attempt to gain quick fix wins that are short-lived.
Where is the fight?
When you are two communication companies fighting within the telecommunications industry, the fight will be enjoyed and even be welcomed by most people. At times, the fight is not overtly negative like mudslinging, sometimes the other company decides to reduce rates or prices in a way that undermines the rest of the market players. This is good for the customers but bad for the competing firms. However, two hospitals going after each other will not have the same effect in the health sector. It is possible that this fight will be frowned upon based on the fact that they are in the health sector-where lives actually count. Knowing that each industry responds differently to brand fights is important since the main reason for the fight is to stay in business, it will not do you any good to offend your customers by not knowing the nuances of the industry.
Win
Do not get into a brand feud to lose. Don’t even attempt it if you are not sure that you will win. The reason for this is that brand fights are brutal; they have completely finished and obliterated brands. If you realise that your opponent is too big to be beaten, like if they have a sales force that can take milk off your milk tea, find other ways of handling their attack ads, like going the legal route. K When in this kind of situation, most companies walk a thin line between being assertive without being aggressive or laying too law while taking a beating from the aggressor. SEPTEMBER- DECEMEBR 2018 KONNECT 57
ARTS&CULTURE
EYES ON THE 2018 MOGADISHU BOOK FAIR For the last four years, an annual book festival has mesmerised the city. Its reputation is growing alongside the audience numbers and international artists taking part in it By Abass Mohammed
A large attendance at the Mogadishu book fair
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very year, for three to five days, the city of Mogadishu ravels in literary discussions, performances, exhibitions of new works of art and a general encounter with Somali literature. This year was no different. From the 15th of August to the 17th, the public and the city witnessed what has become a major national, annual event. During last year’s event, more than 5,000 members of the public visited the fair and took part in the sessions. This year, the numbers rose unimaginably to near 7,000, both for
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the invited guests and local attendees. The three day festival brought together well above 36 invited guest speakers and panellists, 20 poets, writers, scholars, novelists, musicians and contemporary artists dealing in new media. These artists and guests were drawn from the Middle East, Asia, North America, East Africa, Europe and Horn of Africa.
Reading and writing culture
Home grown artists (from Somalia) had a chance to interact with their diaspora counterparts and have one on one
ARTS&CULTURE discussions with their readers and listeners. Within the three days, there were over 2,000 books (scholarly works, novels, poetry collections, chap-books etc). The books on display covered nearly 200 topics and about 50 of those titles were launched right there at the festival. During the 2017 Mogadishu Book Fair, President Farmajo took note of the event, praising it for its impact on the country’s reading and writing culture. During the opening ceremony of the 2018 festival, the country’s Deputy Prime Minister Mr. Mahdi Guled Khadar reiterated the same message as the President; “Knowledge should be our guiding principle; we should use our minds creatively. Writing, reading and literary competitions, as well creative ideas, are a prerequisite for development,” he said. According to Halbeeg News (a news site in Somalia)
Reading not just for schooling purposes but reading for fun, reading for pleasure, promoting anything that is related to knowledge, scholarship and uniting authors and professors and poets and playwrights, Somalis and non-Somalis, giving them a chance to network at least 120-children attended the fair and interacted with storytellers and writers of children’s books. This year, for the first time in the history of the festival, children had the chance of listening to the authors of their favourite books read, dramatize or perform the texts. The organizers saw it fit to introduce a reading tent for the children and the authors of their books. The site goes on to quote the founder and organizer of the festival Sheikh Mohamed Diini. “Reading not just for schooling purposes but reading for fun, reading for pleasure, promoting anything that is related to knowledge, scholarship and uniting authors and professors and poets and playwrights, Somalis and non-Somalis, giving them a chance to network,” he said, “And benefit from each other so that it will contribute, as I say every year, to the building of the new Somalia that will be better tomorrow than today.”
Some of the vistors checking out new books.
One of the staff speaking to one of the attendants.
Promoting culture, literature
The book fair prides itself in promoting books, reading, literature, culture and in bringing together authors, scholars, poets, publishers and the public. Among the notable names at this year’s festival include: Somali-Canadian novelist and journalist Hassan Gedi Santur who was appearing at the festival for the first time. The man who wrote ‘Mediterranean’, a collection of short stories that looks at the issue of immigration and the dangerous journeys that immigrants from Africa have to make as they seek better lives in Europe. When asked what he thought about the festival, he said; “As a writer I feel nothing is more important than writing and reading for the culture, for the civilization of a nation.
ARTS&CULTURE
Some of the speakers who were at the Mogadishu book fair
Instead of fighting and disagreeing with weapons; to be able to disagree and share perspectives through language, through ideas, I think is the basis of any thriving nation. I think this is going to go a long way to helping that and building a more prosperous democratic society,” he added. Other authors included the first time author Halima Hassan Tacshiir. For her, the festival is a place where young people can get inspiration and encouragement about art and writing. Dr. Shafie Sharif Mohamed, a well-known author considers the festival a hub and cultural melting point. “Mogadishu Book Fair is the yearly meeting hub of Somali writers. This is the forum where people from all walks of life present their ideas and get feedback from experts or people with more experience. It also gives Somali youth a chance to get to see thousands of books which are not available anywhere else. It is a good opportunity for the youth, as well as for the writers,” he is reported to have said.
networks and contacts made at the festival continues to grow. Equally impressive is the space for dialogue that the festival has created. For those who have attended, this is the one endearment that draws them back: The fact that the three days, or the four days of the festival are basically free speech days.
No taboo topics
During the festival days, there is no subject that is taboo, no topic that is beyond reach and no words are swallowed. From national politics, to security issues, to business and entrepreneurship, to matters on governance and democracy, the floor is open to the public and they can jump in and contribute in the discussions. The best part is that the government has grown to respect the festival so much that it sends representatives (MPs, ministers and policy people) to the event as panellists to answer questions where need be. This is not where government support ends; its representatives give media interviews and Fighting for peace put the word out, through their social media sites, on the Other guests include: Ahmed Yusus, the author of ‘The progress and events at the festival. Lion’s Binding Oath’, Professor Paul D. William who wrote This year’s festival (as the past ones) took place with the ‘Fighting for Peace in Somalia’, Professor Morgan Nilsson support and sponsorship of a couple of organisations like New of Gothenburg University who teaches Somali and Slavic Horizon-the host, United States Agency for International language and Yasmin Jama, the author of ‘Haldoorka Nolosha’ Development (USAID), Mogadishu Municipality and The book fair has been a success since its inception Hormuud Telecom. K and the number of artists who have benefited from the SEPTEMBER - DECEMBER 2018 KONNECT 60
63
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