Neema Crafts Solar Project - Update Report

Phase One Summary

The trainers arrived at Neema Crafts in Tanzania in January 2007 and implemented a five week solar training course. The solar group caught on quickly and became adept at assembling solar panels. By the end of the course, 35 panels had been produced and a number had been introduced into the Neema Crafts shop. Potential issues identified at this time included:

Quality Control: The Group were not always producing panels of a standard considered acceptable by the trainers.

Inventory: Stephen was given the responsible for maintaining the books. The trainers were unsure whether he would do this as diligently as is required.

Sales and Marketing: The manager appointed by Neema to oversee the solar project has come up with some good marketing ideas, but seemed too busy to be able to devote the necessary time to help the group implement a programme of sales.

The trainers were keen not to foster too much reliance on their presence and left the project for a short period to see how the project would carry on in their absence. This time was used by the trainers to research component availability in Dar es Salaam.

Phase Two

This section of the report details the observations made by the trainers on their return, actions taken to help address issues and a summary of ongoing project progress together with recommendations for further action where applicable.

The Group

One of the group members, Elena, had left the workshop. She had been offered, and accepted, a more lucrative job elsewhere in Iringa. Experius, the manager within Neema given responsibility for overseeing the solar project, decided that it was not necessary to seek a replacement member at this stage and felt that the group can still produce a reasonable amount of panels and sell within the community with only four members. The remaining members each confirmed that they were happy assembling panels and working for Neema.

Knowledge Gaps

There were no significant gaps in the ‘solar knowledge’ of the group. It transpired, however, that the shop keepers, Paulina and Haruna needed more training which would better enable them to provide customers with essential information, answer more in depth questions and demonstrate how to use panels of different sizes – e.g. How to hook up a panel to a phone charger, radio and batteries. A short training course was provided.

Sales and Marketing

Very few sales had taken place in the solar trainers’ absence and very little marketing of the panels had been done such that people in the region were not aware of their availability. This was due to the fact that, while the group had received a marketing training, they were not sure whether they were allowed to go and sell the panels during work time. The Neema manager responsible for the group had agreed to help the group sell panels but was unfortunately away from Neema himself for the majority of the ‘test’ period.

When the trainers returned the group were immediately given the license go into town during the workday to sell panels when they felt that the ‘buying environment’ was right or simply when it was a sunny day! Prior to doing so, the group received a marketing and sales recap and were asked to discuss a sales strategy.

Group members quickly identified the main bus station and also the central market area of Iringa town as locations which would attract large crowds of people – including villagers from rural areas. It was agreed that the best sales approach would be to use the ‘bargaining technique,’ a common method of selling in Tanzania. As it is quite difficult to ascertain the exact price that a panel may be sold for in the absence of supervisors, the group members were asked to return a base amount to Neema Crafts and were allowed to keep the surplus as a commission incentive. Group members were requested, however, to keep their commission to a minimum as they are already employed full-time and the aim of the project is to keep the technology as low-cost as possible so that it is affordable to the population.

Armed with solar panels, demonstration radios and mobile phones, the group’s first town visit was an immediate success. Potential customers quickly surrounded the group, asking many questions and expressing an interest in purchasing. The trainers kept their distance and eventually left the group to sell in their absence. The group did not need any encouragement to continue selling and evidently enjoyed explaining how the panels worked and what they can do. As a result of this first town visit, customers arrived at the solar workshop the very next day with the money required to purchase a panel.

As this activity provides the workers with a profit above and beyond other Neema Craft workers, there was some dissatisfaction within the organization. The solar group has therefore been asked to only sell the panels in their spare time. Staff working on other Neema projects will also be given the opportunity to sell panels. Neema Crafts supervisors are also looking into the possibility of hiring professional salespeople who will be paid on a ‘commission only’ basis.

The Shop

When the trainers returned, they found the solar display in a bit of disarray. Upon investigation it was found that due to the relatively new arrival of solar, the shop manager felt that this area was still under the jurisdiction of the solar trainers and expected them to change it and fix it as they saw fit. The trainers therefore discussed the issue with Paulina, the shop manager, such that she is now fully aware that she has full responsibility for the solar shop display.

It was also apparent that the solar information pamphlets that were developed by the trainers to be provided with panel purchases were not being given to customers. More sheets were therefore produced and the responsibility of printing more given to the respective persons.

Organisation

The importance of keeping a strict inventory has still not been fully appreciated by some members of the group. Johari expressed frustration with Stephen’s poor book keeping. Another area of concern was that the group would wait until component supplies, such as wire or clips, had run out before informing supervisors of the need to order more.

The trainers suggest that Neema’s supervisors take the time to monitor supplies and further encourage the solar group to implement a better system of organization. It is further suggested that Johari, who has demonstrated competence in all areas, is given more responsibility in the group to help ensure organization improves.

New Developments

LED Lights

Light Emitting Diodes (LEDs) are long lasting bulbs that use a minimal amount of electricity and can last for up to 100 000 hours of power. These bulbs are ideal for providing light in rural areas due to the fact that they do not need to be continually replaced. Unfortunately LEDs are not yet readily available as individual components in Tanzania.

As electric lighting is extremely limited in rural Tanzania, however, the group expressed a keen interest in learning more about LEDs. A short training was therefore delivered in which group members quicly grasped how to connect LEDs, using the electrical skills acquired during the first training sessions.

Several kerosene lanterns were converted into ‘solar lanterns’ (LED circuit powered by rechargeable batteries) and the group were also encouraged to think about how other locally available materials could be used to develop light products. The most promising development was the use of LEDs together with plastic water bottles which to form something approaching a conventional light bulb in appearance. Several prototypes were made and members were asked to test the lanterns in their own households.

The LEDs used as part of the training were purchased in the UK at relatively high prices. This in turn leads to prohibitive cost barriers to the creation of a low cost lighting solution. With the battery casing, necessary wiring and the LED, the price is just below £1.50. This is very high, considering the buyer would also need to purchase batteries as well as already have their own kerosene lantern. The trainers and/or future individuals working with the solar project need to find a cheaper, reliable, source of LEDs to progress this element of the project further.

Component Availability

Following 3 months of research, the trainers have managed to source the majority of the materials required for the panels to be assembled within Tanzania. The binder clips and crocodile clips, for example, have been found in Dar Es Salaam, although the crocodile clips can still be found cheaper in Kenya or in the United Kingdom. The trainers were able to source some crocodile clips from Kenya which were brought down to the project via a colleague.

As expressed above, at this time the trainers have still not found LEDs for sale within Tanzania. While new sources are being researched, LEDs may have to be sourced from the United Kingdom.

Plastic Frames

The carpenter who had originally been commissioned to produce the frames for the group was producing panels of a significantly poorer quality than the example on which the panel order was made. The wood was not as strong as the initial examples, an inferior colour and did not even fit the glass! The group were spending a lot of their time altering the frames, carving out the necessary space to enable the solar component to be fitted.

Based on previous experiments with frames, John decided to introduce the group to the possibility of assembling plastic frames. He purchased a long piece of plastic electricity conduit in the local market and, together with the solar group, set about cutting it to fit the panels. Feedback from the group was instantaneous and very positive. The group and Neema decided to proceed with this framing method, as the new frames: 1) Look more professional, 2) Negate the need for the group to wait for the carpenter’s frames and 3) Cost less than wood frames.

Production and Sales

The group are producing three sizes of solar panel (0.5 watt, 1 watt and 2 watt). The 1 watt panel has proven to be very popular due to its ability to charge both a radio and a mobile phone while being less expensive than the two watt panel.

By April 20th, the group had assembled 30 x 0.5 watt panels, 97 x 1 watt panels and 2 x 2 watt panels.

Monitoring

Customers have been given a one-year guarantee on panels purchased, excluding glass breakage. This provides customers with greater purchasing confidence and enables Neema to keep track of panel quality. Neema’s managers have also been asked to enforce a strict policy of quality control checks prior to a panel being made available for sale.

Village Visits

Neema arranged for the group to visit a village called ‘Ndolele’ with a view to demonstrate and sell solar panels. The local pastor in the village has been introduced to the solar technology and is keen to bring it to the village. He announced the arrival of the Neema solar group over the Easter church celebrations and a date was set for the group to visit the village. The results of this visit were very positive with the villagers requesting to purchase a high number of 2 Watt panels.

The group are also planning to sell panels at the ‘village markets’ that occur every month throughout the Iringa region. This is where many villagers congregate in one area so that they can purchase goods not normally available in individual villages.

Major Project Successes

Challenging Perceptions

Neema feels that by sending the solar workers to the rural areas to sell solar panels, will not only boost their confidence but will serve to challenge perceptions of people with disabilities in the rural areas.

Mobile Phone Charging - Battery problem solved

Originally the group was having a problem with charging all types of cell phone batteries. Nickel Metal Hydride batteries could be charged without problems, however the Lithium Ion Batteries (often newer brands) would not charge with a solar panel. Research by the trainers found that even the more expensive solar panels from the UK - which purported to charge all mobile phones - would not charge phones with a Lithium Ion battery.

While researching local mobile technology, however, John discovered the ‘Kobe’ Universal Phone Charger. This piece of technology, developed in China, is designed to fit into car cigarette sockets and after testing it was found that, when connected to the 1 watt panels, it would charge all mobile phone batteries.

The ‘Kobe’ is designed to charge all mobile phone batteries. The battery must be taken out of the phone, and the charger has a set of adjustable pins to accommodate the style of all mobile phone batteries. (A variety of different phone batteries were tested).

Sustainability and Scaling Up

The NGO SolarAid expressed an early interest in helping the project and discussed the possibility of obtaining additional funds prior to the trainers traveling to Tanzania.

SolarAid have now successfully raised additional funds which will enable a second, larger, import of PV solar glass to be made. This additional funding is a real boost to the project, helping ensure its long term viability and aiding its expansion.

The Trainers

John Keane has experience conducting solar trainings in numerous countries in Africa, including: Kenya, Malawi, Senegal, Sierra Leone, Liberia, Benin and Ghana. He has worked with various NGOs and community groups.

Courtney Paisley has international project management experience, working on training and education projects for the World Agroforestry Centre in Kenya until June 2006. Courtney began her involvement with solar trainings in Kenya.

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