East Coast Fever (ECF) Vaccinator Business Training Module Developed

The Global Alliance for Livestock Vaccines and Medicines (GALVmed) strives to make affordable veterinary vaccines and medicines available to poor farmers around the world. This includes improving access, availability and demand for needed products, and involves working with all levels of the value chain to ensure their sustainable delivery.

GALVmed asked Wellspring to develop an ECF vaccinator business module to improve the existing ECF vaccinator trainings conducted by Ronheam International Co. Ltd, dealers in veterinary pharmaceuticals, vaccines, equipment, acaricides and agrochemicals based in Dar es Salaam. Their existing trainings focus solely on the technical, veterinary aspects of the work. The new business module highlights the potential business opportunity available to vaccinators including the basic investment requirements and information related to costs and profits at different levels of commitment.

The module was developed by Hunter Nielson, Michael Shaw and Francis Cattermole in close collaboration with Alice Mbwille and Dr. Henry Mbwille from Ronheam. It was delivered to a small group of selected vaccinators at the end of November 2013 in Moshi. The structure of the training focused on: Money (profits, costs, cash flows, volumes and prices) and Sales (relationships with the supply chain both above (distributor) and below (farmer).

The presentation included detailed facilitator’s notes written by Francis Cattermole to guide Ronheam (who would be presenting the material) through the presentation slide-by-slide. It was written in English but facilitated in Swahili, a situation common in Tanzania since many can read English but are more comfortable discussing in Swahili. An additional component was an Excel-based simplified profit and cashflow model based on a fictitious vaccinator’s yearly profits given a number of plausible assumptions about the level of a typical vaccinator’s business. Worksheets were developed based on the fictitious vaccinator which challenged the vaccinators to calculate profits for the fictitious case and then compare them with different scenarios presented by the facilitator.

Ronheam has pledged to incorporate the training into their routine ECF vaccinator trainings, and the participants appear to have taken away some critical ideas around their place in the ECF vaccine supply chain, the importance of cashflows and ways in which they can boost their profits – particularly by increasing volumes sold.