从小处着手，心怀大志：年轻创业者塑造未来

讨论让世界运转。

Discussion keeps the world turning.

这里是圆桌论坛。

This is roundtable.

你好。

Hello.

欢迎来到圆桌论坛，我们为您奉上中国及全球热点议题的激烈辩论。

Welcome to roundtable, where we serve our piping hot debates on the issues that sizzle in China and beyond.

如果仔细观察当今全球发展，你会发现一个现象。

If you look closely at global development today, you notice something.

许多绝妙点子并非来自董事会或智库，而是来自基层工作的年轻人。

Many of the bodhis ideas aren't coming from boardrooms or think tanks, but from young people working on the ground.

今天，我们继续特别系列节目《全球南方新生代的声音与愿景》。

Today, we continue our special series, Global South Next Generation Voices and Visions.

让我们一同走进这些年轻创作者的思维世界——在这里，智慧化为创新，文化交流成为力量，合作成为跨越国界的共同语言。

Let's enjoy the journey into the world of the young creative minds, where resourcefulness becomes innovation, where cultural exchange becomes power, and where collaboration becomes a shared language across borders.

本期节目，我邀请到两位年轻有为的企业家来分享他们的故事。

For this episode, I've got two young successful business owners to share their stories.

请欣赏。

Please enjoy.

你好。

Hello.

欢迎来到圆桌特别系列节目《全球南方新一代的声音与分歧》。

Welcome to roundtable special series Global South Next Generation Voices and Divisions.

这里是讲述创新、行动与抱负故事的舞台。

This is a place for stories of innovation, action, and ambitions.

我们请到了非常出色的嘉宾。

And we've got really great guests.

他们中既有企业家，也有活动家，有创作者，还有来自全球南方各地的领导者，分享他们的奋斗与成功。

Some of them are entrepreneurs, some are activists, some are creators, others are leaders across the Global South sharing their struggles as well as their triumphs.

今天的节目我们请到了令人惊叹的嘉宾。

As for today, we've got amazing guests.

他们是一群以不同方式做事的年轻人。

They are young people who are doing things differently.

其中一些人正在将美容服务与有需要的人联系起来。

Some of them are connecting beauty services with people in need.

另一位则正在尝试或成功地将废物转化为可持续解决方案。

The other is trying to or managing to make waste into sustainable solutions.

让我来介绍一下我的嘉宾们。

Let me introduce my guests.

Amos Kimani，Tauci Ab公司的创始人兼首席执行官。

Amos Kimani, founder and CEO of Tauci Ab.

Harold Laborte，Capili公司的创始人兼首席执行官。

Harold Laborte, founder and CEO of Capili.

你好。

Hello.

嗨。

Hi.

你好。

Hi.

欢迎来到节目。

Welcome to the show.

很高兴两位能来。

Great to have both of you.

我们提到过你们两位都是企业家。

So we mentioned that both of you are entrepreneurs.

你们以更直接的方式做着与众不同的事情。

You're doing things differently to be more direct.

你们拥有自己的事业，并且是自主创业。

You're you have your own business and you started your own business.

我认为你们两人的业务都非常有趣且富有创新性。

I think both of your businesses are very interesting and innovative.

那么请允许我先向Amos提问。

So allow me to address this question to Amos.

请介绍一下你的公司、平台，以及你正在搭建的美容服务与顾客之间的桥梁。

Tell me about the company, the platform, the bridge you're building between beauty services and the customers.

我在2013年至2018年间曾是一名音乐人。

So I was a musician between 2013 all the way to 2018.

那段时间创作过不少很棒的音乐。

Made amazing music for a while.

但疫情爆发后，我们决定长期居家隔离，所有户外演出都取消了。

But when COVID hit, we decided to stay in the house longer, so there was no performances going outside.

有个想法在我脑海中萦绕已久。

I had an idea that was lingering in my mind for a while.

每次我想拍摄音乐视频时——无论是沙漠还是森林取景。

Every time I wanted to shoot a music video, shoot it in the desert, shoot it in the forest.

我们都希望能随时随地获得美容服务。

We always want to get beauty services on the go.

比如在拍摄现场准备音乐视频时顺便做个发型。

Something about doing your haircut when you're about to shoot a music video in the location.

我通常会有大约30名女性舞者。

I usually had dancers that were ladies like 30 of them.

我会在片场为她们的化妆花费大量资金，但要找到愿意来片场的美容师总是很困难。

I would spend so much money on their makeup while on set, but finding an actual beautician to agree to come on set, it was always hard.

于是我决定尝试效仿优步的模式。

So I decided why not try the same thing I've seen with Uber.

就像你可以系统性地叫司机上门接你一样。

Like you can get a driver systematically coming to your house.

你甚至不需要和他们交谈，他们就会把你送到目的地。

You don't even have to have conversations with them and they're gonna drop you where you're going.

于是我观察了美容行业。

So I looked at the beauty industry.

美容师的数量比司机还要多。

They are more than drivers are.

而且美容学院比驾校还要多。

And there's more beauty colleges than there's more driving schools.

但美容师行业却没有这样的系统。

But there's no system for beauticians.

所以我想，为什么不复制优步的模式，打造美容师界的优步呢？

So I thought why not copy paste the model for Uber and create the Uber of beautician.

我尝试过，结果惨败，因为体系完全不同。现在只能回头做调研，咨询了多位美容师。

I tried it, failed terribly because the system is not the same I had to just go back now trying to do some research Spoke to different beauticians.

你们会希望如何在线开展业务？

How would you want to do this online?

在实体沙龙工作更好，还是更倾向自由职业？

Is it better working at a physical salon, or would you prefer being a freelance?

这样更便宜吗？

Is it cheaper?

最终我们打造了一款由美容师参与设计的产品，更符合她们的使用习惯——Tausi就是这样诞生的。

And finally, we built a product that is curated by beauticians, so it's easier for them to use and that's how we built Tausi up.

Tausi在斯瓦希里语里是孔雀的意思。

Tausi means peacock in yeah.

嗯哼。

Uh-huh.

所以它是一种美丽的鸟。

So it's a beautiful bird.

因此它象征着事物的美丽一面。

So it represents the beauty aspect of things.

所以Tausi是一个美容科技平台，现在利用AI技术将优质美容师与客户连接起来。

So Tausi is a beauty tech platform which leverages on AI now to connect quality petitions to clients.

哇。

Wow.

这真是个精彩的故事，确实。

That is a great story and Yeah.

对你来说，你是因看到需求而受到启发

For you, you were inspired because you saw the need

是的。

Yes.

你的人民。

Of your people.

说'你的人民'，我指的是艺术家们。

By saying your people, I mean artists.

是的。

Yeah.

你当时所处的境况就是，嗯。

You were the situate you were in the situation of Yeah.

需要这项服务却找不到。

Needing the service and couldn't find it.

对。

Yeah.

所以这就是你的动机或者说灵感来源。

So that is kind of your motivation or inspiration.

没错。

Yes.

是的。

Yes.

至于希律，因为我知道对你和你的公司来说，你们正在将人类头发转化为某种可再生材料，对吧。

And as for Herod, because I know that for you, your company, you are turning human hair into some kind of renewable material Right.

不同类型的产品。

Different types of products.

你最初的想法是什么，或者说是什么启发了你

What was your first thought or what inspired you to

所以基本上，大学毕业后，我的职业生涯一直围绕着收益管理。

do So basically, after college, my career spans around revenue management.

所以我为公司赚更多钱。

So I make more monies for the company.

所以我曾经在航空公司工作。

So I used to work in airlines.

我提升了收益。

I grew the revenues.

后来我转到了酒店行业。

Then I transferred to the hospitality.

我为酒店增加了收入。

I grew the revenues of the hotels.

但我并不快乐。

But I wasn't happy.

即使它如此美好，即使要在市场中竞争并实现数百万或数十亿的增长充满挑战。

Even if it's so nice, even if it's so challenging trying to compete in the market and then grow millions or billions.

我也为公司筹集了数十亿资金。

I've raised billions as well for the companies.

我不快乐是因为我的贡献没有直接惠及真正需要的地方，也就是边缘化群体或社区。

I wasn't happy because my my contribution doesn't directly go to where it is needed, which which is the marginalized community or which are the marginalized communities.

于是在疫情最严重时，我回到家乡决定自己创业。

So I decided at the height of pandemic, I went back to my hometown and I decided to start my own business there.

但我不确定该创办什么样的企业。

So I'm not sure what kind of business should I start.

比如，有很多选择。

Like, there are a lot.

对吧？

Right?

你可以开一家餐厅。

You can start a restaurant.

你可以开一家小店。

You can start a small shop.

但遗憾的是，我不会做饭。

But unfortunately, I don't know how to cook.

我只知道怎么吃。

I just know how to eat.

不过那时候的幸运之处是，我找到了高中时的手册。

So But the good thing about that time was I get to see my manual when I was still in high school.

那是高中时的科学论文。

It's a science thesis in high school.

我很好奇，因为大约十到十五年前我的科学论文就是研究人类头发作为包装原料的。

And I was curious because my science thesis way back around ten to fifteen years ago was the study of human hair as a raw material for packaging.

大约十年前，我们城市曾全面禁止商业机构使用塑料制品。

So at the ten years ago in our city, there was this banning, wide banning of plastics for commercial establishments.

于是我们被要求寻找玻璃纸、塑料或纸板箱的替代品。

So we were tasked to find an alternative to your cellophanes or to your plastics or to your cartons.

而人类头发具有很高的抗拉强度，单根头发其实很难拉断。

And our human hair has a high tensile strength that if you try to break a strand of your hair, it's actually difficult.

哇。

Wow.

想象一下把头发压毡或编织后的强度。

So imagine felted or compiled hair.

这就是我们头发的强度水平。

So that's the kind of strength we have.

时间快进到2021年，当我做决定时看到手册，我只是出于好奇。

So fast forward to 2021 when I was deciding and I get to see my manual, I was just curious.

目前人类头发的研究进展如何？

What's currently happening with human hair?

于是我在网上查了一下，结果让我非常惊讶，因为在世界其他地区，人们已经用人类头发做了很多研究。

So I checked it online and I was so amazed because in other parts of the world, they have done a lot already with human hair.

但在菲律宾或大多数东南亚国家，当提到人类头发时，人们首先想到的是时尚产业。

But in The Philippines or maybe in most of Southeast Asian countries, when you talk about human hair, the first thing that comes into the mind of people is fashion.

对吧？

Right?

假发、接发这些。

Hair wigs, hair extensions.

但很少有人知道，在欧洲甚至非洲，人们已将人类头发用于农业领域。

But not many know that human hair in Europe, even in Africa, they've used it for agriculture.

他们使用人类头发。

They use human hair.

还将其混合用于建筑材料。

They mix it for construction.

他们从头发中提取物质用于生物医学应用。

They pick up something from hair and use it for biomedical application.

这非常令人着迷，人类头发蕴藏着大量机遇。

So it was so fascinating that there's a lot of opportunities with human hair.

这给了我灵感，于是Kapili应运而生。

So I was inspired and that's how I came with Kapili.

你们是如何获得这项技术的？

How'd you get the technology?

哦，我们从美国的'Matter of Trust'获得了设备。

Oh, we got the machine from The US, Matter of Trust.

这是一家环保慈善组织。

It's a charity environmental organization.

当时我在网上搜索时，偶然发现了这个慈善机构的页面，我就给他们留言表示也想在菲律宾开展头发升级回收。

So when I was actually searching online, I got into this page of the charity and I just messaged them that I want to upcycle human hair as well here in The Philippines.

他们免费向我提供了这项技术。

And they gave me the technology for free.

你在担心这项技术吗？

You're worried about the technology?

我担心他从哪里获取头发。

I'm worried where he gets the hair from.

是啊。

Yeah.

你从哪里

Where'd you get

获取头发？

the hair?

我们与不同的美发沙龙和理发店合作。

We partner with different salons and barber shops.

所以目前我们在城里已有近100家合作伙伴。

So right now, we we we have almost a 100 in the city.

头发。

Hair.

你们能用人类头发制作哪些产品？

What are the products you can make with human

头发？

hair?

或者你们能生产多少。是的。

Or how many you're Yeah.

目前在菲律宾，我们已经推出的产品是将人类头发转化为吸油垫。

So right now in The Philippines, what we launched so far, we convert human hair into absorbent mattes.

这些是用于油类和化学品泄漏时的应急工具包。

So these are emergency kits when there are spilled oils and chemicals.

同时，我们也将其用作植物的覆盖材料。

At the same time, we use it for mulching material for your plants.

哦，给植物用的。

Oh, for your plants.

是的。

Yeah.

这有点复杂，但了解到美发沙龙确实会提供头发这件事很有趣。

It's a bit complex, but it's interesting to understand that actually salons will give you hair.

没错。

Correct.

就是人们使用过后的那些，比如我剃完头之后的头发，然后

It's the ones that people have used afterwards like after I shaved and

是的。

Yes.

是的。

Yes.

你在创业过程中遇到过什么挑战吗？因为当你提到用人发制作可持续产品时，我首先想到的是有点担心——如果我在展览会上走着，你的展位在那里，我拿起某件东西说‘这太精美了，是用什么做的？’

Do you meet any challenges in your entrepreneurship because the first thing I think of when you say you're using human hair to make sustainable product, I'm a bit worried because if I am walking in an exhibition and your booth is over there and I go pick up something and I say, this is so beautiful and exquisite, what it's made for?

然后你告诉我：‘人发’。

And you tell me, human hair.

我可能会...

I might do We

我们经常得到这种反应。

get that reaction a lot.

是的。

Yeah.

但这就是对话开始的地方。

But that's where the conversation starts.

而且由于你们的模式是社会企业，除了你们产生的影响外，真正重要的是你们所倡导的理念。

And as your model is a social enterprise, aside from the impact that you make, it's really the advocacy that you carry.

所以这就是对话开始的地方。

So that's where the conversation starts.

你们有机会解释人类头发的各种可能性。

You get to explain the the the different possibilities of human hair.

这样接收者或听众就能获得这种额外的知识。

So the receiver or the listener get to have that kind of additional knowledge.

没错。

Yeah.

嗯，对你的企业来说，这确实是你需要处理的一个问题。

Well, for your business definitely that would be one thing you need to deal with.

但对Amos来说，我在想如果要连接化妆师和消费者，你该去哪里找这两类人群？

But for Amos, I can think of if it's about bridging the makeup artist with these consumers, where do you find both of these group of people?

你去哪里找化妆师？

Where do you find the artist?

你又去哪里找需要美容服务的人？

Where do you find people who are in need of beauty services?

寻找化妆师是最简单的部分。

So finding the artist is the easiest part.

有时候甚至不需要任何成本。

Sometimes it even costs nothing.

因为即使在这里，如果我决定扩展到广州或苏州，我要做的第一件事就是在这样的场地举办大师课。

Because even here, if I decided to scale to Guangzhou or Suzhou, the first thing I would do is do a master class in a space like this.

找到当地最顶尖的美容师。

Find the top beautician around the area.

也许支付他们两小时的大师课费用。

Maybe pay them for two hours master class.

同行美容师会来看她的操作。

Fellow beauticians are gonna come see her doing her thing.

在他们还在现场时就完成注册。

You onboard them while they are on set.

你轻松上Facebook或社交媒体。

You go easily on Facebook, on social media.

直接让他们注册。

You just onboard them.

去美容学校。

You go to beauty colleges.

他们会给你毕业生的联系方式。

They give you the code of the people who have graduated.

嗯。

Mhmm.

当然，学校只对你的学习部分感兴趣。

Of course, schools are only interested in you for the learning bit.

他们不知道你毕业后能做什么。

They don't know what to do with you once you clear school.

所以陶溪告诉他们，我们可以为他们做些事情。

So Taoxi tells them there's something we can do with them.

因此，找到美容师是容易的部分。

So finding beauticians is the easy part.

寻找客户方面，我们将其分解为B2C模式（企业对客户）和B2B模式（企业对企业）。

Finding the clients, we dissected it into b to c model, which is business to clients and then b to b model, which is business to business.

B2C模式下，普通用户会登录应用程序并请求美容服务。

So b to c is where random people are gonna log in on the app and request beauty services.

但B2B模式才是真正有趣的地方。

But b to b is where things get very interesting.

我们发现我曾就读的学校是一所男子寄宿学校。

So we figured out the school that I went to was a boys school only, a boarding school.

所以你要在学校待上大约三个月，然后回家一个月。

So you stay in school for like three months and then go home for a month.

嗯。

Mhmm.

于是我们进去了。

So we went inside.

我们在校园里给学生剃头，因为三个月头发长得很多，而他们只需支付大约2美元。

We shaved students inside the school compound because three months is a lot of hair and they only pay like $2.

我们应该开个分店。

We should put up a branch.

是啊。

Yeah.

他们在校内剃头只需付约2美元，但这费用已包含在学费里。

So they pay like $2 to be shaved inside the school, but it's paid part of the school fees.

所以这是B2B模式，因为学校会支付你给所有人剃头的费用。

So it's b to b because the school pays you to shave everybody.

还有这些旅游项目，如果你去沿海地区游玩的话。

And then these tours and travel if you ever visiting probably like a coastal region.

负责带你们去的公司会额外收取一些费用。

The package of the company that's gonna take you there gonna charge you something extra.

你可以在酒店房间里做美甲。

You get your nails done inside the hotel room.

你也可以在那里做按摩。

You get your massages done inside there.

俱乐部里也有这些服务吗？

Also in clubs as well?

是的。

Yes.

我想先打个基础，因为一提到美容服务我就会想到化妆。嗯。

I wanna lay the ground first because when I think of beauty services I think of makeup Mhmm.

可能还包括发型设计。

And maybe styling of my hair.

嗯。

Mhmm.

但看起来你们提供的服务远不止这些。

But it seems like you're doing more more than that.

你的

Your

全部都有。

All of it.

对吧？

Right?

全都有。

All of it.

包括发型、化妆、美甲、造型、脏辫，应有尽有。

It's hair, makeup, nail barberry, styling, dreadlocks, everything.

这可是个大生意。

That is a huge business.

是的。

Yes.

是的。

Yes.

所以这是全方位的美容服务。

So it's everything beauty.

我们发现大部分收入甚至将来自教堂。

So we figured out most of the revenue is gonna come even churches.

我们与教堂建立了合作关系。

We do partnerships with churches.

所以我们现在就知道谁将在12月结婚，因为人们会在教堂宣布。

So we know who's getting married in December right now because people announce it in church.

然后我们锁定目标群体并向他们推销。

Then we get the cohorts and then we pitch to them.

有位牧师让我们给你们提供这个套餐。

We see a pastor told us to give you this package.

因此这通常能转化为收入。

So that usually turns into revenue.

企业客户也是如此。

Corporate companies as well.

遇到客户服务周这类重要活动时。

When there's customer service week, which is usually a big deal.

企业公司会为所有女员工支付费用，让她们容光焕发。

Corporate companies will pay for all their ladies to look amazing.

这就是企业对企业模式。

So that's b to b.

甚至优步女司机，优步会在母亲节等特定时段为她们买单。

Even Uber lady drivers, Uber pays for them for a certain like mother's day period or day.

所以我们大部分收入来自企业客户。

So we make most of our revenue on b to b.

哦。

Oh.

是的。

Yeah.

在我看来，我们已经在做一项真正的大生意了。

Is in my opinion, really big business we're doing already.

你们正在做的事情要么具有创新性，要么看起来像是颠覆了整个行业。

You are doing something that's either innovative or seems like a interruption to the entire industry.

你们正在改变行业的面貌，但你们都还很年轻。

You're changing the face of the industry, but you're both very young.

那么，在你们创业的整个过程中，遇到过什么挑战吗？更重要的是，你们得到了哪些帮助？

So, during the entire process of your entrepreneurship of creating a business, have you met any challenges or more importantly, what are some helps you've got on your way?

对。

Yep.

对我来说，早期阶段遇到的挑战之一是在商业中，你并不指望头几个月就能有收入。

For me, I think one of the challenges I've faced during my early stage was in business, you don't necessarily expect to have revenues on your first few months.

所以这相当具有挑战性。

So it's kinda challenging.

与此同时，你会经历很多人离开你，尤其是那些你最信任的人，比如你的密友。

At the same time, you get to experience a lot of people leaving you, especially those people that you really trust the most, like your close friends.

你会经历那种体验。

You get to have that kind of experience.

因为当你创业时，创始人脑海中首先浮现的当然是与你亲近的人共同创立。

Because when you start the business, of course, the first thing that comes into a mind of a founder is you you cofound it with someone that's close to you.

但他们未必怀有同样的热情。

But not necessarily they have the same passion.

他们加入只是因为信任你。

They just joined you because they trusted you.

但在创业过程中，实际情况往往会有所不同。

But along the way, it's kinda different when you start doing the business.

所以我认为能给有抱负的创业者最好的建议是：尽量寻找与你的愿景相契合的联合创始人。

So I think the best thing that we can give advice to aspiring entrepreneurs is that try to look for cofounders who has aligned with their visions for you and for what you do.

不仅仅因为他们认识你，也不仅仅因为你们是朋友或他们信任你，而是需要更深层次的契合。

Not only because they know you, not only because you are your friend, you are his friend or they trust you, but it's more than that.

事业不仅仅关乎你个人

The business is not about you.

它关乎的是你所倡导的理念

It's about the advocacy.

它关乎的是你所从事的事业

It's about the the thing that you do.

所以，是的，愿景的一致性至关重要

So, yeah, alignment of vision.

现在我们面临的最大挑战是——随着业务扩展，仅在奈洛比我们就拥有超过6000名美容师

Now the biggest challenge we are having because we've grown we have over 6,000 beauticians in Nairobi alone.

全国范围内美容师总数超过13万人

Over 130,000 beauticians in the whole entire country.

服务客户超3.2万人，完成交易逾75万笔

Over 32,000 clients, over seven fifty thousand transactions done.

最大的问题在于美容服务的标准化

The biggest problem is the standardization of beauty services.

嗯。

Mhmm.

问题是如果你找了美容师A然后又找美容师B，本应获得相同的服务体验。

The fact that if you get beautician A and then you get beautician B, you're supposed to feel the same way.

造型风格可能各有不同，但她们对待你的方式应该是一致的。

The styling of whatever might be different, but how they treated you should be the same.

因为我们更关注的不仅是评分，真实反馈都藏在用户评价里。

Because we focus more on not just ratings, but the reviews is where the truth is.

技术可能很好，但她在服务过程中表现出的态度才是关键。

Because the skill might be nice, but how she behaved while giving you the skill is what really matters.

所以我们一直在培训美容师如何规范服务流程和经营行为。

So we've been having to train beauticians on how to conduct themselves, how to conduct businesses.

我们甚至发现自由职业美容师根本不清楚自己年收入。

We even found out freelance beauticians don't know how much money they make in a year.

哦。

Oh.

因为他们只是钱进钱出，没有账本记录。

Because they just money in money out money in there's no ledger.

没有人查看他们的账目。

There's no one looking at their books.

所以我们不得不在应用上创建一个功能，让他们拥有自己的账本。

So we've had to create the part on the app whereby they have their own ledgers.

这样每完成一项工作，他们就会记录下来。

So for every job they have done, they key it down.

月底时，他们可能会告诉你他们大概赚了3000美元。

At the end of the month, they can tell you they have made probably like $3,000.

现在我们将开始涉足金融科技领域，根据他们的收入情况提供可分期偿还的贷款。

Now we're gonna start becoming a fin tech a little bit by giving them loans that they can return based on how much money they're making.

这对美容师来说也是更好的记账方式。

It's better bookkeeping for beauticians as well.

我之所以询问你们面临的挑战和能获得的帮助，关于帮助这部分我们可以稍后再谈。

The reason I'm asking about the challenges and the helps you can get, we can talk about the help part of it later.

是的。

Yeah.

确实有很多年轻人怀揣着创业的动力，他们想从脑海中的一个好点子出发，创办企业，创造利润，同时回馈社会、帮助他人。

Is that a lot of young people have the drive to start something, to start a business, to make something out of maybe just a great idea in their head, and to generate profit, and to help people to give back to the community.

这在中国是非常受鼓励的，无论是国家层面还是地方层面。

And it is something very much encouraged here in China, both nationally and regionally.

各地都出台了鼓励大学生或刚毕业的年轻人创业的不同政策。

There are different policies encouraging students, young students from college or just graduated to do that.

比如我们知道，2022年就推出了多项政策，鼓励高校实施弹性学制——这意味着如果你想暂停学业去创业，之后随时可以返校继续学习，无论是你觉得'创业实验完成了'还是'事业步入正轨了'。

And we know for instance, in 2022, we've got different policies encouraging the universities to implement flexible academic systems, meaning that if you wanna pause school, get out, start a business for a while, you can even go back to school when you feel like, ah, I've done my experiment, or oh, my business is on the right track, I wanna go back.

这种情况是允许发生的。不同地区还会建立创业孵化器，是的。

So that can happen, and as for different places, I mean, different regional places, they would create incubators Yeah.

面向青年创业者或准创业者。

Young entrepreneurs or entrepreneurs to be.

他们可以在那里获得所需培训，这些都是非常重要的支持。

They can go in there and get the training they need, and these are all important help.

我记得上大学时，所有高校都会举办各类竞赛。

Even when I was in college, I think all of the universities they have different contests.

就像你们昨天刚获奖的那种。

The like the ones you've just won yesterday.

这类比赛现在竞争越来越激烈了。

The kind of contest, they're getting more and more competitive.

在我那个年代，只要有个不错的商业创意或模式就能参赛。但现在听同校的学弟学妹说——这都过去十多年了——

I in my day, I can really just go compete in the contest with a good business idea, business model, but now I talk to some of my, fellow students in in the same school, they're like, it's it's been more than ten years now.

他们必须已经拥有专利或某种技术才能可能赢得头奖。

They have to bring about a patent already or certain kind of technology to actually win the first prize.

所以竞争变得愈发激烈。

So it's getting more and more competitive.

因此我才好奇你们获得的帮助，因为我知道你们得到了免费技术支持，毕竟这是个非政府组织。

Very So that's why I was curious about the kind of help you got because I know you got the technology free of charge because it's a NGO kind of organization.

没错。

Correct.

在你创业过程中，你觉得有哪些值得一提的帮助？

And what about the kind of help that you think are worth mentioning during your way of creating your business?

有一天我醒来时，发现有个加速器项目想帮助初创企业成长，他们最低投资额是10万美元。

One day I woke up and there was a pitch accelerators that was wanted to help startups grow and they were investing a minimum round of a $100,000.

所以当我像你说的那样去路演时，这已经不仅仅是个想法了，因为它已经开始产生收入。

So by the time I was pitching like this you were saying, it's not an idea anymore because it's generating income.

你只是缺乏合适的基础设施来实现规模化。

You just don't have the right infrastructure to make you scale.

因此在我路演后，我们获胜了。

So when I pitched, we find we won.

我们获得了10万美元资金来真正开发技术。

We were given a $100,000 to actually build the tech.

我觉得这是最大的帮助之一，因为当时你的估值几乎为零。

And I feel like that was one of the biggest help because your valuation is almost zero.

有人愿意给你10万美元来实际建设，这绝对是最重要的里程碑。

So somebody giving you like a $100,000 to actually build, that is the biggest milestone.

好的。

Okay.

我们现在已经实现了更大的里程碑，但我仍然认为那是对你构想理念的最大信任里程碑。

We've done bigger milestones now, but I feel like still that is the biggest milestone believed in you forming an idea.

是的。

Yes.

对。

Yeah.

嗯，我认为在中国很多省份，创业时都可以申请创业担保贷款。

Well, here I think in a lot of different provinces in China, you can have entrepreneurship guarantee loans if you are starting a business.

但我理解，因为获得贷款还是有些不同

But I understand because having loans is a bit different

良好的信用评分。

a good credit score.

是的。

Yes.

而且如果你没有真正成功，你仍然需要偿还贷款。

And also if you don't really make it, you still have to pay it back.

利率是有的，但我理解。

The interest rate is but I get it.

你刚才描述的那种情况，不仅仅是钱的问题，还关乎人和认可，是的，人们要在你的生意中看到价值。

The one that you just described, it's not only a matter of money, it's also about and people, yeah, seeing something in your business.

是的。

Yeah.

但在创业之后，在获得一路上的帮助后，我非常高兴看到你也在开始帮助他人，回馈社会和社区，尤其是那些需要帮助的弱势群体。

But after establishing your business, after receiving the helps on the road, I'm very glad to see you are starting helping people as well, giving back to the society, to the community, especially to vulnerable group of people in need.

没错。

Correct.

是的。

Yeah.

所以基本上，对我们Kapili来说，由于我们采用社会企业模式，我们与当地失业妇女和母亲们合作。

So basically, for us in Kapili since we're on a social enterprise model, we work with unemployed women and mothers in in the area.

所以我们为她们提供了另一种生计方式

So we provide them another livelihood.

目前与我们合作的这个合作社，她们过去是做季节性贺卡的

So this cooperative that currently we're working with, they used to do seasonal cards.

她们过去制作季节性贺卡

They used to make seasonal cards.

她们曾用纸浆制作灯具

They used to make lamps from mulch papers.

然后她们把这些产品销往德国或欧洲

And then they send it to Germany or to Europe.

不幸的是，由于疫情原因，她们的活动被迫暂停

Unfortunately, because of pandemic, their activities halted.

因此她们完全失去了工作机会

So they didn't have any jobs at all.

这个由妇女和母亲组成的合作社群体

This cooperative group of women and mothers.

所以我们所做的就是向她们提供另一项技能——毛发毡化工艺。

So what we did is to offer them another skills, which is hair felting.

这为她们提供了额外的工作任务和技能，使她们能够继续团队合作，并赚取收入来养家糊口。

So it provided them an additional task and additional skill set so that they can continue their group and they can earn an income to feed their families.

哇。

Wow.

这很棒。

That's nice.

对我们来说情况略有不同，但与他所做的几乎相似，因为我们意识到大多数客户都是女性，我们都记得第一次求职面试时的紧张感受。

For us, it's a bit different but almost similar to what he's doing because we realized most of our clients are women and we all remember how it felt trying to get your first job interview, how intense it is.

因此我们回访筛选，通常选择18至24岁之间的女性。

So we went back selected we usually select women between the age of 18 to 24 years.

我们会为你的首次求职面试提供免费化妆服务，并通过Zoom进行约十分钟的职业指导。

We do free makeup for you on your first job interview and we do business coaching for like ten minutes on Zoom.

这样你在走进面试现场时会感觉更自信。

So you can feel more confident when you're walking in.

你已经知道如何开始任何交易，而且在过程中看起来光彩照人。

You already know how to begin for whatever the deal it is and you look amazing while doing it.

我们希望她们会记住我们，并在开始赚钱后成为我们的客户。

We are hoping they're gonna remember and become clients once they start earning money.

但即使她们不回来，至少我们在她们第一次求职时给予了支持。

But if they don't, at least we were there for them on their first Yeah.

开启职业旅程的第一步。

Journey to start the jobs.

这个比例是多少？

What is the percentage?

有多少人会回头找你

How many people come back to you a bit

去年才刚开始。

started last year.

嗯哼。

Uh-huh.