!
Sanitation!Service!Delivery!Program!! Quarterly!Report! Second!Quarter!FY19!–!January!1st!–!March!31st,!2019!
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Submission Date: April 30, 2019 Cooperative Agreement Number: AID-624-A-14-00005 Activity Start Date and End Date: October 1, 2014 to September 30, 2019 AOR: Margaret McMorrow
Submitted by: Peter Clancy Population Services International 1120 19th Street, NW, Suite 600 Washington, DC 20036 Tel: (202) 785-0072 Email:
This document was produced for review by the United States Agency for International Development West Africa Regional Mission (USAID/WA). ! Table!of!Contents! ! Table!of!Contents!...... !2! Acronyms!...... !3! PROJECT(OVERVIEW!...... !4! PROJECT(DESCRIPTION!...... !5! PROJECT(IMPLEMENTATION(PROGRESS!...... !6! SSD(–(CÔTE(D’IVOIRE!...... !7! 1.! Service(Delivery(Models!...... !7! 2.! Financing(Mechanism!...... !16! 3.! Working(with(Government(and(Local(Communities!...... !17! SSD(–(BENIN!...... !23! 1.! Service(Delivery(Models!...... !23! 2.! Financing(Mechanism!...... !38! 3.! Working(with(Government(and(Local(Communities!...... !42! SSD(–(GHANA!...... !44! 1.! Service(Delivery(Models!...... !45! 2.! Financing(Mechanism!...... !50! 3.! Working(with(Government(and(Local(Communities!...... !51! DOCUMENTING(AND(SHARING(KNOWLEDGE!...... !52! LESSONS(LEARNED!...... !54! 1.! Côte(d’Ivoire!...... !54! 2.! Benin!...... !54! 3.! Ghana!...... !54! PLANNED(ACTIVITIES(FOR(NEXT(QUARTER!...... !56! 1.! Côte(d’Ivoire!...... !56! 2.! Benin!...... !56! 3.! Ghana!...... !56! ! ! ! !
! 2! ! ! ! Acronyms! !
ABMS! ! Association!Béninoise!pour!le!Marketing!Social!(Benin)! AfWA! ! African!Water!Association! CDI! ! Côte!d’Ivoire! CSC!! ! Community!Sanitation!Consultant! DDS!! ! Departmental!Directorate!for!Health!(Benin)! DNSP! ! National!Directorate!of!Public!Health!(Benin)! EHO!! ! Environmental!Health!Officer! EHSD! ! Environmental!Health!and!Sanitation!Department!(Ghana)! EMMP! ! Environmental!Monitoring!and!Mitigation!Plan! FCFA! ! West!African!Frank!]!Frank!CFA!(Communauté!Financière!d'Afrique)! FSM! ! Fecal!Sludge!Management! GOB! ! Government!of!Benin! GSAP! ! Ghana!Sustainable!Aid!Project! GWMA! ! Ga!West!Municipal!Authority!(Ghana)! IEC!! ! Information,!Education!and!Communication!materials! IPA! ! Innovations!for!Poverty!Action! JSO!! ! J.!Stanley]Owusu!Group! KMA! ! Kumasi!Metropolitan!Authority!(Ghana)! ME&L! ! Monitoring,!Evaluation!and!Learning! MFI! ! Micro]Financing!Institution! MIMIN! ! Double]Pit!Latrine!Manual!Flush!Toilet! MoMo!! ! Mobile!Money! MOU! ! Memorandum!of!Understanding! OBA!! ! Output]Based!Aid!! ODF!! ! Open!Defecation!Free! ONAD! ! National!Office!of!Sanitation!and!Drainage!(Côte!d’Ivoire)! ONAS! ! National!Sanitation!Office!(Senegal)! PEBCo! ! Promotion!d’Emploi!et!Banque!Communautaire!(Benin)! PLB! ! Public!Latrine!Blocks! POS!! ! Point!of!Sale!! PPE! ! Personal!Protective!Equipment! PSI! ! Population!Services!International! RCT!! ! Round!Concrete!Tanks! SDM! ! Service!Delivery!Model! SME! ! Small!or!Medium]Sized!Enterprises! SPI!! ! Small!Private!Initiatives! SSD! ! Sanitation!Service!Delivery!Program! TSA! ! Toilet!Sales!Agents!! USAID! ! United!States!Agency!for!International!Development! USPAB!!! ! Union!of!Professional!Entities!for!Sanitation!(Benin)! VIP! ! Ventilated!Improved!Pit!Latrine! VTO! ! Vacuum!Truck!Operator! WASH! ! Water,!Sanitation!and!Hygiene! WA]WASH! West!Africa!Water!Supply,!Sanitation!and!Hygiene!Program!! WSUP! ! Water!&!Sanitation!for!the!Urban!Poor! WRP!! ! Whitten!&!Roy!Partnership!
! 3! ! ! ! PROJECT(OVERVIEW(! ! !
Program(Name:! Sanitation!Service!Delivery!Program!
Activity(Start(Date(and(End(Date:! 10/1/2014!–!9/30/2019!
Name(of(Prime(Implementing(Partner:! Population!Services!International!
[Contract/Agreement](Number:! AID]624]A]14]00005!
PATH! Name(of(Subawardees:! Water!&!Sanitation!for!the!Urban!Poor!(WSUP)!
Major(Counterpart(Organizations! N/A!
Geographic(Coverage! Ghana,!Côte!d’Ivoire,!Benin! (cities(and(or(countries)!
Reporting(Period:! FY!2019,!Q2!
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! 4! ! ! ! PROJECT(DESCRIPTION( ! Sanitation!Service!Delivery!(SSD)!is!a!USAID/West!Africa!regional!urban!sanitation!project,!implemented! by!PSI,!in!collaboration!with!PATH!and!Water!&!Sanitation!for!the!Urban!Poor!(WSUP).!The!goal!of!the! project!is!to!influence!the!region’s!sanitation!sector!to!create!a!more!effective,!efficient!and!inclusive! sanitation! market! for! the! urban! poor! in! Benin,! Côte! d’Ivoire! and! Ghana.! The! project! works! toward! achieving!this!goal!through!developing!and!testing!scalable,!market]based!models!that!directly!contribute! to!improve!the!following!outcomes:! !! Increased!access!to!improved!sanitation;! !! Increased!safe!containment,!transport,!and!disposal!of!fecal!waste;!! !! Regional! learning! to! inform! market]based! approaches! sanitation! programs! throughout! West! Africa.! ! The!SSD!project!serves!as!a!market!catalyst!to!identify!and!address!conditions!that!prohibit!and!facilitate! growth! of! local! markets! for! sanitation.! The! program! puts! the! customer! (landlords,! tenants! and! households)!at!the!center!of!strategies!and!actions,!with!donor!funding!used!as!a!catalytic!investment!to! develop! a! thriving! marketplace,! rather! than! an! ongoing! payer! of! subsidized! services! that! are! costly,! unsustainable!and!stymie!the!market!instead!of!growing!it.!This!results!in!the!customers!having!safely! managed!contained!sanitation!systems!and!access!to!related!maintenance!and!emptying!services!that!are! easier!to!access,!more!affordable!and!of!higher!quality.! ! Together,! USAID! and! its! partners! PSI,! PATH! and! WSUP! (“the! Team”)! envision! a! thriving! sanitation! marketplace! with! increased! capacity! to! deliver! products! and! services! to! low]income! consumers! in! a! sustainable!manner.!In!the!process,!SSD!will!learn!and!share!findings,!models!and!tools!regionally!that! facilitate!rapid!expansion!of!successful!approaches!and!position!the!project!as!a!regional!leader!in!the! sector.!!! ! ! !
! 5! ! ! ! PROJECT(IMPLEMENTATION(PROGRESS! ! The!SSD!project!continued!its!work!in!improving!sanitation!and!reducing!diseases!by!increasing! individuals’!access!to!clean!and!safe!sanitation!facilities.! In!Côte!d’Ivoire,!the!team!recruited!and!trained!new!businesses,!and!also!gave!refresher!trainings!to! seven!existing!entrepreneurs!and!craftsmen!working!with!the!project.!Much!of!the!sanitation!model’s! focus!this!quarter!was!given!to!a!workshop!for!the!sales!force!in!11!sites.!At!this!workshop,!SSD!staff! reviewed!sales!strategies!and!the!project’s!direction!with!the!103!sales!agents!and!supervisors!and!eight! sanitation!technicians!who!attended.!! The!team!also!brought!awareness!to!the!project’s!mission!by!organizing!a!caravan!that!promoted!toilet! sales!in!eight!project!areas:!Yamoussoukro,!Bouaké,!Daloa,!Gagnoa,!Divo,!Bouaflé,!Duekoue!and!Man.! Additionally,!the!project!collaborated!with!women’s!associations!to!educate!households!on!the!dangers! of!poor!sanitation!and!using!improved!products!to!avoid!sanitation!penalties!that!could!be!imposed.! A!workshop!trained!15!community!technicians!and!hygiene!officers!in!Benin.!Attendees!observed!and! assisted!with!the!full!construction!of!a!WC!MIMIN!latrine.!This!workshop!also!led!to!an!agreement!that! attendees!will!include!weekly!field!assessments!of!latrines!in!their!activities!post!training.! The!Benin!country!team!is!also!on!track!to!train!50!agents!for!the!Community!Sanitation!Consultant! workforce!by!the!end!of!the!third!quarter.!The!team!continued!to!collaborate!with!financial!partners!on! granting!sanitation!loans!to!households,!including!finding!solutions!to!obtaining!late!payments.! This! quarter,! the! Ghana! SSD! team! recruited! key! personnel! to! implement! activities.! These! personnel! include!a!new!sales!training!consultant,!sales!advisor!and!sales!manager.!The!team!also!continued!to! market! and! sell! toilets.! For! this! marketing,! an! overarching! name,! “Clean! and! Green! Toilets,”! and! accompanying!slogan,!“for!every!home,”!were!developed!to!promote!the!project’s!toilet!products!for!sale.! A!logo!that!states!both!the!name!and!slogan!was!also!created,!with!a!clean,!simple!toilet!design.!The!team! sold!53!toilets!to!506!users!during!this!quarter!as!well.! Additionally,!the!team!kicked!off!its!community!durbars,!or!traditional!ceremonies,!to!raise!awareness! about!the!project’s!products!and!the!toilets!available!for!purchase.!The!durbars!plan!to!reach!all!13!target! municipalities!by!the!end!of!April!2019.!An!average!of!200!people!attended!per!district!visited!this!quarter,! with!sanitation!messages!reaching!an!estimated!1,000!people.! The! countries! also! published! success! stories,! learning! topics! and! other! media! to! promote! improved! sanitation!in!the!region.!Pieces!from!Côte!d’Ivoire!were!included!on!the!Sustainable!Sanitation!Alliance! (SuSanA)! website! and! in! the! African! Water! Association’s! (AfWA)! newsletter.! The! Benin! team! also! submitted! four! abstracts! for! presentation! to! the! 2019! Water! and! Health! Conference,! hosted! by! the! University!of!North!Carolina!at!Chapel!Hill.!! The!project!also!focused!on!improving!its!data!quality!this!quarter,!with!several!data!collection!tools!and! procedures!updated.!Additionally,!quality!assurance!mechanisms!were!implemented,!based!on!the! internal!data!quality!improvement!plan.! ! Throughout!this!quarter,!the!project!continued!to!implement!activities,!provide!services!and!raise! awareness!to!advance!hygiene!and!health!in!West!Africa.!
! 6! ! ! ! SSD(–(CÔTE(D’IVOIRE( ! The!main!SSD!project!activities!in!Côte!d’Ivoire!during!the!period!included:! ! •! Recruited!and!trained!new!businesses!outside!of!Abidjan;! •! Retrained!seven!entrepreneurs!and!craftsmen!for!the!project;! •! Organized! caravans! in! cities! outside! of! Abidjan! and! conducted! prospection! with! households! to! promote!and!sell!sanitation!products;! •! Involved!community!leaders!and!Municipal!Authorities!in!the!implementation!of!activities!in!new! cities;! •! Organized!campaigns!to!promote!Vidange!Plus!with!the!support!of!private]sector!partner!LUNATYS,!a! consulting!agency;! •! Hosted! a! ceremony! to! officially! launch! the! SSD! project! in! Duekoué! and! Man,! and! signed! the! memorandum!of!understanding!(MOU)!with!the!Municipal!Authorities!from!Bouaké!and!Man;! •! Provided! sanitation! loans! to! households! and! entrepreneurs! through! the! microfinance! agency! IGITRUST;!and! •! Disseminated!messages!about!adequate!onsite!sanitation!on!TV!and!radio.! ! The!project!also!developed!business!models!for!SaniPlus!products!and!Vidange!Plus!following!the!market] based! approach.! To! implement! these! two! models,! the! project! supports! private]sector! partners! in! sanitation!structures!(product!conception,!cost!reduction!and!quality!control).!The!project!also!aims!to! create!a!favorable!environment!for!product!demand!by!promoting!these!sanitation!products!and!services.!
! 1.! Service(Delivery(Models! 1.1!(Sanitation(Model( 1.1.1! Demand(Creation(Activities(( ! Prospecting,and,selling,sanitation,products,to,households, The!second!quarter’s!activities!primarily!consisted!of!conducting!a!workshop!for!the!sales!force!in!11!sites.! This!workshop’s!purpose!was!to!review!sales!strategies!and!define!the!project’s!direction.!The!workshop! brought!together!a!total!of!103!sales!agents!and!supervisors,!eight!sanitation!technicians,!and!SSD!staff.!! The!meeting’s!objective!was!to!discuss!the!challenges!and!lessons!learned!from!selling!toilets!in!different! communities.!In!doing!so,!the!best!sales!agents!could!share!their!experiences,!success!strategies!and! negotiation!tips!for!increased!sales.!Some!of!the!experiences!shared!include!the!following:! ! •! A!sales!agent!first!pushes!the!community!leader!to!buy!a!toilet.!Then,!the!agent!encourages!the!leader! to!promote!the!toilet!in!his!surrounding!area.! •! Some!agents!work!directly!with!a!community!association,!and!those!associations!help!buy!toilets!for! their!members.! •! Agents!can!challenge!and!push!each!other!to!do!more.! •! There!is!good!targeting!of!customers.! ! 7! ! ! ! •! Some!agents!use!freelancers!to!cover!more!sites,!and!leave!the!freelancers!in!the!community!when! they!move!to!other!communities.! ! Additionally,!the!project!organized!a!caravan!to!help!promote!and!sell!toilets!across!eight!project!areas! (Yamoussoukro,! Bouaké,! Daloa,! Gagnoa,! Divo,! Bouaflé,! Duekoue! and! Man)! outside! of! Abidjan.! This! caravan!intended!to!promote!demand!and!increase!access!to!sanitation!products!in!these!areas.! The!caravan!featured!a!prospecting!strategy!combined!with!increasing!the!visibility!of!SaniPlus!via!the! truck!podium,!projecting!awareness!films!and!presenting!a!video!of!SaniPlus!products!throughout!the! project!areas.!This!strategy!also!helped!raise!the!profile!of!SaniPlus!products!and!the!SaniPlus!brand.! Apart! from! house]to]house! promotional! activities,! awareness]raising! activities! were! conducted! with! religious!guides!to!increase!their!knowledge!of!poor!onsite!sanitation!practices.!Those!invited!to!sessions! also!shared!their!common!experiences!in!acquiring!SaniPlus!toilets.!
The,promotional,caravan,in,the,project,areas.,The,prospecting,sales,activities,were,jointly,organized,with,telemarketing, activities.,, ! ! ! ! !
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! Discussions,among,sales,agents,and,the,Iman,from,the,Gagnoa,Mosque,
! 8! ! ! ! Additionally,!SSD!recruited!four!telemarketing!agents!over!10!days!to!follow!up!with!clients!about!the! mapping!database!and!letters!of!intention!signed!during!agents’!surveys.!This!is!explained!by!the!fact!that! the!project!previously!performed!mapping!to!identify!households!that!do!not!have!improved!toilets!or! dry!wells.!
The!telemarking!methodology(consists!of!the!following:(
•! Call!households!identified!on!the!mapping!sheet!and!the!letter!of!intention!(using!a!script!created! by!SSD).! •! Ask!for!their!availability!to!meet!with!an!agent!(in!case!the!client!is!still!in!need).! •! Put!the!client!in!contact!with!the!practicing!sales!agent!in!the!client’s!area.! •! Fill!in!all!new!information.!
As!a!result!of!these!connections,!the!sales!agents!aimed!to:!
•! Contact!the!client!by!telephone.! •! Confirm!the!appointment!and!proceed!from!there.! •! Report!back!to!the!telemarking!team!(by!telephone).!
These!SSD!telemarketing!activities!greatly!contributed!to!connecting!potential!customers!to!sales!agents,! as!the!team!was!able!to!meet!with!48!households!and!sell!70!sanitation!products.!!!
In!the!framework!of!active!participation!from!the!private!sector!and!the!business!model’s!durability,!SSD! proceeded!to!brand!16!entrepreneurs’!premises!in!the!project!areas!of!Duekoué,!Man,!Divo,!Bouaflé,! Gagnoa,!Daloa,!Bouaké!and!Yamoussoukro,!with!the!goal!of!making!the!SaniPlus!brand!more!visible!to! help!empower!and!develop!businesses.!This!will!permit!households!to!have!easier!access!to!sanitation! products,!particularly!to!identify!SaniPlus]certified!businesses!to!help!foster!a!climate!of!trust.!
The!project!also!conducted!a!refresher!training!with!sales!agents!in!the!communes!of!Yopougon,!Abobo! and!Attécoubé,!which!helped!the!agents!improve!their!commercial!capacity.!
During!the!second!quarter,!SSD!used!two!new!sales!strategies:!organized!caravans!and!a!telemarketing! activity.!Other!activities!of!note!that!helped!increase!product!sales!this!quarter:!
•! Promotional!activities!in!towns!and!peri]urban!areas,! •! New!commission!grid!for!sales!agents,! •! Global!coverage!in!intervention!areas,!and! •! Coaching!and!quality!supervision!of!the!SSD!team.!
This!quarter,!1,360!sanitation!products!were!sold,!of!which:!!
! 9! ! ! ! •! 75!were!soak!pits,! •! 1239!were!toilets!(with!SaTo!pan),! •! 13!were!double!pit!latrines,!and! •! 33!were!septic!tanks.!!
! These!encouraging!results!are!also!explained!by!the!availability!of!SaniPlus!entrepreneurs!who!adhere!to! the!business!model.!The!project’s!entrepreneurs!find!that!this!business!benefits!them!as!their!technical! capacity!and!revenues!have!increased!in!the!few!months!of!working!with!the!SSD!project.! ! During!the!satisfaction!surveys!conducted!by!the!team,!it!appears!households!appreciated!the!products! installed!as!there!has!been!no!increase!in!odors!or!insects!in!the!toilets.!Ninety]nine!percent!of!households! reported!they!were!satisfied!with!the!products!that!entrepreneurs!installed.! ! In!the!next!quarter,!the!project!plans!to!increase!its!sales!promotional!activities,!specifically!in!peri]urban! areas!for!the!following!places!and!tasks:! ! •! Households!that!do!not!have!a!toilet,! •! Households!with!septic!tanks!that!require!regular!emptying,! •! Households!without!improved!toilets,! •! Focus!on!building!the!capacity!of!agents!and!supervisors,!and! •! Build!capacity!in!business!management.!
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! 10! ! ! ! ! ! Information,,Education,and,Communication,(IEC),materials,to,support,marketing, A!promotional!campaign!on!the!production!of!latrines!and!double!pit!latrines!was!launched!on!the!radio! to!large!audiences!in!respective!cities.!The!campaign!aimed!to!be!broadcast!at!least!twice!a!day!with!three! different!spots!in!the!French,!Baoulé!and!Malinke!languages.!The!campaign!was!about!the!“double!pit! latrine”!product.!These!languages!were!chosen!because!of!their!frequent!use!among!the!communities! living!in!these!target!cities.! Scheduled!for!a!period!of!25!days,!this!campaign!recorded!75!spots!on!each!radio!station!in!the!selected! cities!outside!of!the!city!of!Man,!where!two!radio!stations!were!selected!and!30!announcements!broadcast! on!each!station.!Overall,!375!spots!and!150!announcements!were!broadcast!by!the!end!of!the!campaign! on!five!selected!radio!stations!in!the!following!cities:!!
City( Radio(station( Number(of(spots(broadcast(
Divo! 1! 75!
Gagnoa! 1! 75!
Duekoue! 1! 75!
Man! 2! 150!
Total! 375!
! In!March,!a!second!promotional!radio!campaign!was!organized!on!at!least!one!radio!station!in!each!of!the! eight!cities!in!the!center!of!the!country:!Yamoussoukro,!Bouaké,!Daloa,!Gagnoa,!Bouaflé,!Divo,!Man!and! Duekoué.! More! than! 500! radio! spots! that! promoted! double! pit! latrines! were! broadcast! in! all! eight! intervention!sites!in!one!month.! In! Abidjan,! the! promotional! radio! campaign! focused! on! raising! awareness.! Two! campaign! spots! on! “Vidange!Plus”!emptying!services!and!the!“soak!pit”!were!conducted!during!the!previous!quarter.!This! new!campaign!also!focused!on!educating!the!population!to!change!behavior.!For!this!goal,!eight!radio! skits!with!a!playful!and!humorous!angle!were!created.!These!skits!dealt!with!subjects!such!as!a!lack!of!
! 11! ! ! ! access!to!toilets,!the!dangers!of!manually!emptying!toilets,!the!advantages!of!having!a!call!center!to!assist! with!safe!emptying!services!and,!finally,!the!dangers!of!open!defecation.! These! eight! skits! presented! common! household! scenes! encountered! in! the! project’s! target! areas! to! discourage! these! behaviors! and! instead,! encourage! the! adoption! of! good! practices! related! to! onsite! sanitation.,
! SSD,staff,discussions,on,a,radio,program,and,billboards, In!support!of!the!publicity!campaign,!at!least!one!program!was!organized!on!each!selected!radio!station! for! SSD! staff! to! discuss! the! project’s! products! offered.! With! a! duration! of! about! 30! minutes,! this! information!intends!to!explain!to!populations!the!interest!of!using!household!latrines,!particularly!the! double!pit!latrine!for!households!who,!up!until!this!point,!have!used!outdated!and!unsanitary!latrines,!or! traditional!latrines!in!poor!condition.! During!this!exchange,!the!double!pit!latrine!product!was!widely!presented!to!the!audience,!particularly!as! a! functioning! alternative! to! two! pits.! Information! about! the! advantage! for! households! in! terms! of! accessibility!(cost),!comfort!and!hygiene!was!also!included.! In!total!for!this!quarter,!32!billboards!were!created,!produced!and!displayed!in!the!project’s!11!target! areas!to!promote!SaniPlus!products!and!increase!the!brand’s!visibility.!The!SSD!team!displayed!the! following!billboards!in!streets!in!the!target!areas:! •! 16!billboards!on!double!pit!latrines,! •! 6!billboards!on!the!soak!pit,!and! •! 10!billboards!on!Vidange!Plus.!
! ! Billboard,advertisements,displayed,in,the,streets,of,Bouafle,and,Gagnoa, 1.1.2! Supply(Chain(Strengthening(( ! Quality,assurance, In! the! second! quarter,! the! project! organized! training! sessions! (theory! and! practice)! for! the! 44! entrepreneurs! on! building! quality! products! and! improving! or! modifying! existing! toilets! to! correct! imperfections!noted!during!supervision,!and!also!respond!to!clients’!complaints.!The!micro]entrepreneurs!
! 12! ! ! ! led!the!training!sessions,!which!consisted!of!two!people!per!group.!During!the!first!day,!the!entrepreneurs! gave! presentations! on! themes! related! to! SaniPlus! products,! describing! the! installation! method,! dimensions!and!any!challenges!encountered.!! The!themes!covered!included:! •! The!installation!of!a!sitting!interface,!! •! The!installation!of!a!squatting!interface,!! •! The!creation!of!a!septic!tank!sized!6m3,!! •! The!creation!of!a!septic!tank!sized!3m3,!! •! The!creation!of!a!soak!pit!with!7!cement!rings,!and! •! The!creation!of!a!grease!trap!and!the!creation!of!a!double!pit!latrine.!
The!discussions!after!each!presentation!provided!a!chance!to!identify!weaknesses!and!share!experiences.! The!second!day!was!devoted!to!presenting!and!explaining!cost!estimates,!the!quality!of!products,!the! strategy! of! project! sustainability,! innovation! and,! finally,! the! post]test.! Participants! shared! their! experiences!and!challenges,!which!provided!a!commonality!in!their!implementations!of!the!project.!The! micro]entrepreneurs!also!committed!to!creating!quality!products.!However,!they!proposed!establishing!a! certificate!of!delivery!for!the!product!in!mentioning!the!different!work!conducted!and!a!guarantee!(three! months!for!installation!of!the!interfaces!and!six!months!for!other!SaniPlus!products).! The!sanitation!technicians!recruited!during!the!last!quarter!conducted!assessment!visits!to!households! and!supervised!the!construction!of!products!in!their!respective!areas,!which!allowed!the!entrepreneurs! to!build!quality!products.!The!technicians’!supervisors!helped!identify!any!technical!errors!done!by!the! entrepreneurs!and!proposed!alternative!solutions!or!corrections.!These!supervision!and!quality!control! activities!for!products!are!documented!by!filling!in!quality!control!forms!for!each!supervised!facility.!In! addition!to!these!visits,!the!sanitation!technicians!also!coach!micro]entrepreneurs!and!help!them!become! technically! independent! in! the! following! activities:! creating! accurate! estimates! following! assessment! visits,!creating!quality!products!and!rapidly!responding!to!multiple!demands.! This!quarter,!98%!of!the!sanitation!products!built!met!the!standard!quality!norms!defined!by!the!project.! ! In!light!of!the!success!achieved!in!selling!the!sanitation!products,!SSD!recruited!and!trained!seven!new! businesses!for!micro]entrepreneurs:!three!in!Adzope,!two!in!Jacqueville!and!two!in!Alepe.!These!new! businesses!are!helping!expand!the!supply!chain!in!their!communities.!The!project!supports!these!new! businesses!by!organizing!promotional!campaigns!with!sales!agents.!! ! This!quarter,!SSD!continued!to!support!the!physical!and!operational!capacity!of!micro]entrepreneurs!by! giving!them!molds!to!build!user!interfaces;!to!create!slabs!from!dry!wells!and!pipes!and!make!signs!for! greater!visibility;!and!by!delivering!materials,!primarily!50!Kg]cement!packets!for!the!businesses!to!create! their!first!interfaces!and!pipes.!This!support!helped!the!businesses!completely!adopt!the!business!model.! Other!support!provided!throughout!this!quarter!includes!the!following:! •! 51!molds!were!made!to!create!slabs,!with!46!of!these!molds!distributed.!
! 13! ! ! ! •! All!small!businesses!in!the!center!of!the!country!(about!44)!were!equipped!with!molds!to!create! pipes,!and!micro]entrepreneurs!in!the!three!communes!of!Abidjan!each!received!a!second!set!of! molds,!or!13!supplemental!molds.! •! For!each!cement!packet,!27!bags!were!distributed!to!a!new!micro]entrepreneur!in!Adzope,!Alepe! and!Jacqueville,!and!two!“latecomer”!micro]entrepreneurs!in!the!commune!of!Abobo.! ! ! ! ! ! ! ! !
! It!is!important!to!note!that!some!micro]entrepreneurs!in!municipalities!have!demonstrated!innovative! practices,!particularly!in!building!seated/squatting!interfaces!and!slabs!to!cover!dry!wells.!Three!user! interface!sub]products!should!be!distinguished:! •! Interfaces!with!normal!dimensions!compared!to!the!molds!distributed!(40!cm!in!height),!but!with! SaTo!pan!embedded!at!10]15!cm!deep.!This!permits!individuals!to!better!use!the!interface.! •! Interfaces!with!a!reduced!size!(height)!of!30!cm.!This!permits!for!easier!use!by!children!and!elderly! people,!or!others!who!may!find!40!cm!too!high.! •! Interfaces! that! are! 20! cm! high! (this! is! the! minimum! height! to! embed! a! SaTo! pan),!which!are! interfaces! used! for! a! squatting! position! on! direct! toilets.! This! allows! for! a! better! and! faster! installation!of!the!interface!while!using!less!materials!(bricks).! ! For!the!slabs!(covers)!on!dry!wells!or!double]pit!toilets,!“manholes,”!or!holes!to!visually!check!the!level,! were!created!for!the!slabs!(see!photos!below):!
! 14! ! ! ! ! ! ! ! ! ! ! ! ! ! !
! To!set!up!emptying!services!for!the!double!pit!latrines,!SSD!started!training!on!manual!emptying!in!the! different!intervention!areas.!In!fact,!the!double!pit!toilets!are!dry!toilets!with!content!that!is!manually! emptied.!A!total!of!19!vacuum!truck!operators!(VTOs)!received!capacity!building!in!securely!emptying! SaniPlus!double!pit!toilets,!with!specific!numbers!for!the!following!areas:! •! 7!VTOs!in!Bouake,! •! 6!VTOs!total!in!Bouafle!(three)!and!in!Yamoussoukro!(three),!and! •! 6!VTOs!in!Divo.! ! Among! these! participants,! the! project! registered! leaders! for! the! drain! operators’! association! in! each! municipality,!expect!in!Bouake!where!two!leaders!were!already!present.!The!training!focused!on!the! following!areas:! •! Manual! emptying:! its! purpose,! implementation,! risks! for! the! person! emptying! and! the! environment.! •! How!to!better!manage!manual!emptying!and!diseases!related!to!this!activity.! •! Mechanical!emptying!and!putting!clients!in!contact!with!suppliers!through!the!call!center!(out!of! Abidjan).! •! The!manual!flush!double!pit!toilet:!its!conception,!creation,!use!and,!above!all,!how!to!empty!it.! ! In!the!next!quarter,!the!project!will!organize!the!same!training!in!the!other!intervention!site.! ! 1.2!(Fecal(Sludge(Management((FSM)(Model(( ! Throughout!this!quarter,!the!call!center!team!initiated!several!strategic!meetings!with!partners!(Lunatys! and!the!VTO!association),!with!the!goal!of!not!only!improving!collaboration,!but!also!involving!these! partners!in!decision]making!concerning!the!call!center’s!operations.! Thus,!the!emptying!intermediaries,!called!“cokser,”!attended!a!training!from!January!16]17,!2019,!which! was!initiated!and!implemented!by!the!federation!officials.!The!training!focused!on!the!advantages!of!
! 15! ! ! ! wearing!protective!equipment!and!the!roles!of!intermediaries!in!sales!for!the!Vidange!Plus!call!center’s! operations.!
Under!the!initiative!of!Lunatys,!a!debriefing!workshop!was!held!from!January!22]25,!2019!with!the!goal! of!finding!solutions!to!challenges!encountered!at!the!call!center.!These!challenges!included,!among! others,!the!unavailability!of!water]treatment!trucks!and!communication!issues!between!the!VTOs!and! the!call!center.! In!this!workshop,!it!was!decided!to!create!a!communication!fleet!between!VTOs!and!the!call!center,!and! also!sign!a!partnership!contract!between!Lunatys!and!the!high]performance!truck!owners.!This!contract! allows!for!the!call!center’s!use!of!the!trucks!in!exchange!for!providing!four!oil!changes!per!day.! In!addition!to!the!meeting,!other!activities!were!also!organized:!
•! Call!center!agents!phoned!households!using!the!service!for!more!than!six!months!to!follow!up! and!educate!them!on!the!importance!of!regular!emptying,!but!above!all,!to!restore!confidence!in! these!users.! •! A! significant! promotional! activity! was! conducted! in! six! neighborhoods! in! the! communes! of! Yopougon,! Attécoubé! and! Abobo! from! March! 7]11,! 2019.! For! this! activity,! prospecting! was! conducted! with! 2,472! households,! 157! visitors! came! to! stalls! and! 39! orders! were! placed! for! emptying!service.! For!all!activities!conducted!during!this!quarter,!the!call!center!achieved!the!following!results:! A!signed!partnership!contract!between!Gana!Amadou!and!Lunatys!for!the!use!of!his!truck.!
•! The!creation!of!a!communication!fleet!with!100!SIM!cards,!with!35!already!distributed.! •! 474!calls!received!at!the!call!center.! •! 156!services!sold,!including!46!for!emptying!and!110!for!flushing.! •! 1,422,000!liters!of!fecal!sludge!removed.! •! 2,464!people!reached.!
2.! Financing(Mechanism(( ! Activities!for!granting!sanitation!loans!began!in!June!2018,!with!the!signing!of!an!agreement!between! PSI!and!IGITRUST.!For!this!activity,!the!first!working!capital!funds!for!microfinance!were!granted!in!the! amount!of!5,000,000!FCFA.!Since!then,!this!microfinancing!has!been!providing!loans!to!households!and! businesses!with!the!project.!The!first!cut!of!the!funds!allocated!for!microfinancing!has!been!fully! distributed!to!households!and!businesses.!For!this!first!cut,!28!homeowners!and!three!businesses! benefited!from!the!sanitation!loans.! In!the!second!quarter!and!using!the!same!funds,!the!microfinancing!granted!loans!to!seven! homeowners,!and!these!loans!allowed!for!the!building!of!seven!dry!wells.! Clients!benefitting!from!the!loans!must!pay!the!microfinance!back!at!an!interest!rate!of!17%!over!a! period!of!10!to!12!months.!This!quarter,!the!repayment!rate!from!the!borrowed!loans!is!down!compared! to!the!previous!quarter,!as!well!as!the!amount!of!loans!granted.!The!repayment!rate!is!25%!for!micro]
! 16! ! ! ! enterprises!and!54%!for!consumers,!whereas!it!was!100%!for!both!in!the!previous!quarter.!As!for!the! number!of!loans!granted!this!quarter,!six!clients!received!loans!compared!to!10!in!the!previous!quarter.! This!is!due!in!part!to!some!clients!perceiving!the!microfinance!as!too!far!from!where!they!live.! In!the!next!quarter,!the!project!will!award!the!second!cut!of!funds!to!the!IGITRUST!microfinance,!with!an! emphasis!on!reimbursement.!! ! 3.! Working(with(Government(and(Local(Communities(( ! In!the!second!quarter!of!FY19,!there!was!an!increase!in!activities!that!focused!on!creating!a!favorable! environment!for!the!sale!of!SSD!products!and!services!both!in!Abidjan!and!the!center!of!the!country.! These!activities!focused!on!presenting!the!SSD!project!to!municipal!authorities,!the!signing!of!an!MOU,! the!police!force’s!decision!to!regulate!onsite!sanitation,!the!implementation!of!regulatory!laws!and!the! education!of!women’s!associations.!
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3.1!!Collaborating( with( Town( Halls( and( Presenting( the( SSD( Project( to( Municipal( Authorities( ! To!strengthen!the!commitment!of!municipalities!in!the!implementation!of!project!activities!in!target! areas,!the!project!team!organized!a!workshop!for!the!Secretary!Generals!of!Town!Halls.!The!workshop! was!held!from!January!24]26,!2019!in!Agboville,!following!several!meetings!at!the!Town!Halls.!! These!actions!allowed!SSD!a!chance!to!present!the!project’s!objectives!and!expectations!to!Municipal! Authorities!in!Divo,!Gagnoa,!Man,!Duekoue,!Bouaflé,!Bouaké,!Daloa!and!Yamoussoukro.!The!mayors,! their!deputies,!the!municipal!counselors,!the!secretary!generals!and!the!directors!of!services!of!the! concerned!Town!Halls!took!part!in!these!presentations!and!were!informed!about!the!project’s! objectives!(notably!how!to!facilitate!households’!access!to!good,!cost]effective!sanitation!products!and! how!to!hygienically!manage!fecal!sludge).!These!officials!made!the!commitment!to!become!involved!in! implementing!activities!in!their!respective!communes.!! They!all!also!committed!to!taking!the!necessary!actions!to!manage!the!population’s!behaviors!related!to! onsite!sanitation.!The!mayors!of!Gagnoa,!Daloa!and!Bouake!decided!to!provide!financial!support!to!the! most!vulnerable!households!that!made!an!effort!to!pay!a!significant!portion!of!the!price!of!the! sanitation!product.!!
! 17! ! ! ! ! ! ! ( ( ( ( ! ! ! ! ! ! ! ! ! ! Mayor,,Deputy,Mayor,,Secretary,General,and,the,Director,of,Services,of,the,Mayor,in,Bouaflé, ! with,the,SSD,team,after,the,presentation,on,the,SSD,project,in,their,area, ! 3.2!(MOU(with(Town(Halls(and(the(Police(Force’s(Regulation(of(Onsite(Sanitation( ! Following!presenting!the!project!in!eight!municipalities,!two!(Man!and!Bouake)!signed!an!agreement!with! PSI!to!improve!sanitation!in!their!municipalities!and!four!(Man,!Bouake,!Gagnoa!and!Yamoussoukro)!took! on!a!police!order!to!regulate!onsite!sanitation!in!their!communes.!This!agreement!was!signed!during! official!ceremonies!that!brought!together!the!Local!Authorities!of!Sanitation,!Construction!and!Urbanism,! and!Health;!traditional!chiefs!and!community!leaders;!and!the!local!press.!! ! During!these!ceremonies,!the!mayors!informed!the!invited!guests!about!the!content!of!the!bylaws!and! promised! to! widely! distribute! them,! with! PSI’s! support,! before! the! enforcement! phase.! In! the! other! communes,!for!reasons!related!to!internal!procedures,!the!process!is!still!ongoing.!To!date,!the!status!of! signed!agreements!and!orders!are!outlined!in!the!table!below:!! !
! 18! ! ! ! ! ! Signing,of,the,Agreement,between,PSI,and,the,Mayor,of,Man, ! Conventions(and(orders(signed(between(PSI(and(communes(implementing(the(SSD(project( ! Number(of(target(communes(in(the( Number(of(communes(that(signed( Number(of(communes(that(signed(a( SSD(project( an(agreement(with(PSI(to(improve( police(order(to(regulate(onsite( sanitation( sanitation( ! ! ! 11! 05! 07! ( 3.3!(Raising(Awareness(about(Police(Orders(in(Communities( ! As!promised!when!signing!agreements!and!orders,!and!in!addition!to!more!awareness!campaigns!for! community!leaders,!the!Municipalities!Signatories!for!police!orders!involved!women’s!associations!in!local! outreach!in!their!respective!communes.! Under! the! supervision! of! Technical! Service! Agents! who! previously! targeted! neighborhoods! with! poor! sanitation!conditions,!volunteers!from!women’s!associations!went!door!to!door!educating!households!on:! •! The!dangers!of!poor!sanitation!conditions!for!the!health!of!children,!women!and!families,!as!well! as!neighborhoods.!! •! The!costs!these!dangers!can!lead!to!for!households.! •! The!measures!Municipalities!take!to!fight!against!these!behaviors.!! ! When!visiting!households,!these!volunteers!discuss!the!solutions!proposed!by!SaniPlus!for!their!sanitation! issues,!and!also!invite!the!households!to!use!these!products!to!avoid!suffering!any!Municipal!penalties.! For!this!quarter,!at!least!983!households!were!educated!and!referred!to!the!SaniPlus!business!by!women! and!the!Municipalities’!Technical!Services.!
! 19! ! ! ! !
! Women’s,Association,Volunteers,and,their,supervisors,with,SSD,team, members,at,a,doorOtoOdoor,awareness,campaign,in,Bouaké, ! ( Different!officials!led!the!public!awareness!campaigns,!organized!jointly!by!PSI!and!the!communities,!to! educate!leaders!and!the!population!on!actions!that!municipal!authorities!have!taken,!or!intend!to!take,! to!combat!poor!sanitation!practices.!These!campaigns!were!led!by!the!Deputy!Mayor!in!charge!of!the! Environment!in!Bouaké!in!Yamoussoukro,!the!Secretary!General!of!the!Mayor!in!Attécoubé!and!the! Municipal!Counselor!in!Bouaflé.!! !
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! The,Second,Deputy,Mayor,of,Bouaké,speaking, ! at,a,public,awareness,event,
! ! 3.4!(Support(to(Municipalities(for(Sanitation(Law(Enforcement( ! During!this!quarter,!SSD!supported!logistics!for!the!mayors!of!Adobe,!Attécoubé!and!Yopougon!in!the! implementation!of!orders!(laws).!The!Municipal!Police,!with!technical!direction,!carried!out!enforcement!
! 20! ! ! ! operations!(formal!notice)!in!the!communes!of!Yopougon,!Abobo!and!Attécoubé.!Multiple!households! (300)!were!summoned!and!instructed!to!correct!dysfunctions!in!their!home!under!the!sanctions.!These! households!had!products!in!poor!condition!that!polluted!the!environment!with!overflow!from!septic!tanks! and!sewage!flowing!into!the!streets.!Thirty]five!of!these!households!were!referred!to!the!SaniPlus!business! to!help!build!sanitation!products.!! ! ! ! ! ! ! ! The,municipal,police,in,a,common,area,in, ! Attécoubé,,working,to,enforce,sanitation,laws,,
! ! As!part!of!advocacy!efforts!to!involve!the!Ministry!of!Sanitation!in!the!SSD!project,!the!team!met!with! the!Tapé!Zekré!Special!Council,!which!is!in!charge!of!the!Sanitation!Minister,!Anne!Ouloto.!At!this! meeting,!the!team!presented!the!project!and!its!results!up!until!February!2019.!As!a!result,!the!Council! of!the!Ministry!in!charge!of!sanitation!has!ordered!the!direction!of!sanitation!to!work!jointly!with!PSI!in! improving!sanitation!in!Côte!d’Ivoire.!For!the!next!quarter,!PSI!and!the!Ministry!have!planned!joint!field! visits!to!households!that!have!SSD!sanitation!products.!
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! Discussion,with,the,technical,advisor,of,the,Ministry,of,Sanitation,on,a, future,collaboration,with,the,SSD,project, ! !
! 21! ! ! ! Involving(Secretary(Generals(at(Town(Halls(
During!the!second!quarter,!the!project!organized!a!debriefing!workshop!with!the!Secretary!Generals!of!Town!Halls!in!order! to!share!project!achievements!and!involve!them!in!project!activities.!The!workshop’s!participants!made!the!following! recommendations:!
•! Involve!Secretary!Generals!in!increasing!the!sales!of!sanitation!products,! •! Involve!the!technical!direction!in!monitoring!the!quality!of!products!installed,! •! Involve!Secretary!Generals!in!creating!a!favorable!environment,!and! •! Involve!community!leaders!in!behavior!change.(
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Community,leaders,attending,a,presentation,on,SaniPlus,products,in,the,Man,commune,
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! 22! ! ! ! SSD(–(BENIN! ! Benin!undertook!several!key!activities!this!quarter!to!advance!sanitation!and!hygiene!in!the!country!under! the!SSD!project.! ! 1.! Service(Delivery(Models( ! 1.1!Sanitation(Model( ! Overview,of,the,WC,MIMIN,business,model,
The!WC!MIMIN!business!model!deals!with!the!commercialization!of!micro]entrepreneurs;!double]pit,! manual!flushing!toilets!for!alternative!use!with!the!SaTo!pan!user!interface;!and!a!self]closing!device!that! helps!reduce!odors!and!insects!in!the!latrine.!The!added!value!of!this!toilet,!compared!to!existing!single! pit!or!masonry!toilets,!is!the!comfort!for!the!user.!It’s!also!affordable,!there!is!qualified!local!labor!available! and!a!close!supply!chain,!which!limits!transport!costs.!The!profit!margin!for!cement!ring!sales,!defecation! pots,!accessories!and!construction!is!also!sufficient!and!attractive!for!entrepreneurs!who!create!cement! rings!and!wish!to!expand!their!business!activities.!The!mechanism!for!demand!generation!focuses!on! Community!Sanitation!Consultants!(CSCs)!who!do!prospecting!with!door]to]door!surveys,!and!community! mobilizers!who!lead!sessions!to!promote!the!project’s!toilets!offered.!These!CSCs!work!in!collaboration! with!local!elected!officials!to!educate!the!population!on!the!dangers!that!can!occur!from!a!lack!of!basic! sanitation!in!the!community.! 1.1.1! Demand(Creation(Activities(( ! To!bolster!its!activities,!the!SSD!project!in!Benin!recruited!new!CSCs!and!CSC!supervisors!who!are!deployed! in!project!extension!areas.!Former!supervisors!also!received!training,!and!some!retraining,!on!excellence! management.! Additionally,! the! projected! recruited! two! assistants! to! support! the! sales! manager! in! supervision!and!sales!activities!in!the!field.! ! Recruitment,of,CSCs,and,supervisors,
In!this!quarter,!19!CSCs!were!recruited!and!deployed!in!the!field.!As!of!the!end!of!the!quarter,!there!are! now!91!active!CSCs,!whereas!there!were!72!at!the!end!of!the!last!quarter.!In!addition!to!recruiting!CSCs,! the! SSD! team! continued! recruiting! CSC! supervisors! in! three! extension! areas! (Ifangni,! Avrankou! and! Sakété).!The!process!is!now!complete!and!the!CSCs!will!start!their!work!in!April.! ! Training,and,recruiting,CSC,supervisors,
The!project!team!strengthened!the!capacity!on!excellence!management!for!13!CSC!supervisors,!which!was! also!extended!to!three!staff!members,!so!16!people!in!total.!A!meeting!was!held!with!the!objectives!of! retraining!and!strengthening!the!capacity!for!13!new!supervisors!and!training!three!SSD!staff!in!coaching! techniques!according!to!the!RACE!(Results,!Attitude,!Competence,!Effort)!method.! !
! 23! ! ! ! This!training!and!retraining!meeting!also!was!an!opportunity!for!supervisors!to!discuss!the!new!provisions! of!the!partnership!contract,!following!issues!observed!in!the!field!in!the!first!quarter.!The!main!issue,! among!other!concerns,!is!that!the!sales!model!is!not!applied!as!it’s!designed,!which!places!the!micro] entrepreneur!as!the!aggregator.!!
, Left:,Group,photo,with,excellence,management,forms,,Right:,Explaining,things,to,avoid,in,order,to,be,a,good,manager(
!
CSC,supervision,
In!this!quarter,!supervisors!coached!CSCs!to!strengthen!their!capacity!and!monitor!them!in!the!field.!On! average,!one!CSC!was!supervised!twice!a!month.!A!total!of!441!supervisions!were!performed!for!91!CSCs! over!the!period.!These!supervisors!helped!maintain!the!CSCs’!skill!level.!However,!a!decline!has!been! observed!in!the!skill!level!of!some!CSCs!in!sales!pitches!using!RACE,!notably!in!“identifying!household! problems”!and!“calculating!problem!costs.”!The!latter!refers!to!a!step!in!the!household!interview!process,! where!costs!are!estimated!for!problems!that!can!occur!from!possessing!an!unsafe!latrine,!or!no!latrine!at! all.!A!total!of!39!CSCs!needed!retraining!on!the!RACE!method.! ! Supervision,of,CSC,supervisors,
To! build! the! capacity! of! the! sales! team,! the! SSD! team! conducted! supervision! coaching! for! three! supervisors!in!the!l’OUEME!–!PLATEAU!department!(Porto!Novo,!Adjarra!and!Missrété!communes)!during! this! quarter.! This! coaching! supervision! helped! strengthen! supervisors’! abilities! to! hold! a! high]quality! business!meeting,!especially!managing!the!“INSPIRER1”!step,!which!is!essential!in!sanitation!marketing.! ! Throughout! this! quarter,! prospection! activities! and! community! mobilization! started! in! the! Comè,! Houéyogbé,!Bohicon,!Sakété,!Ifangni!and!Avrankou!communes,!after!a!meeting!of!the!different!commune! councils.!The!Comè,!Houéyogbé!and!Bohicon!communes!also!recorded!sales!during!this!quarter.! ,
,
(
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! !!!!!!!!!!!!!!!!!!!!! 1!Sales!meeting!step!that!motivates!a!CSC!to!have!better!sales,!based!on!a!personal,!short]term!challenge.! ! 24! ! ! ! ,
! ! , , , , , , , Sales,meeting,with,a,sales,team,supervised,by,SSD,staff( , ! Defecation,pot,sales,in,Cotonou, ! After!authorization!was!obtained!from!USAID!to!sell!defecation!pots!as!sanitation!products,!the!Benin! team!selected!four!of!the!best!micro]entrepreneurs!to!work!with!them!on!a!strategy!for!distributing!pots! in!Cotonou.!It!has!been!decided!they!will!create!as!many!points!of!sale!as!possible!in!the!different!areas! assigned!to!them!to!increase!these!pots’!visibility.!! (
Distribution(of(microaentrepreneurs(in(Cotonou( Affected(area( Entrepreneur(name( Phone(no.( (Arrondissement)( 1er!Arrondissement! LAWANI]ALIOU!Saliou! 66]63]30]15! 2ème!Arrondissement! 3ème!Arrondissement! AMOUH!ISMAEL! 96]52]51]65! 4ème!Arrondissement! 5ème!Arrondissement! KPADONOU!PAUL! 97]67]10]44! 6ème!Arrondissement! 7ème!Arrondissement! 8ème!Arrondissement! AKOI!PIERRE! 97]98]50]23! 9ème!Arrondissement! 10ème!Arrondissement! ,
NonOmedia,communication,activities,
Non]media! communication! activities! this! quarter! included! door]to]door! visits,! the! distribution! of! promotional!items!and!decorative!murals.! ! Sales,visits,conducted,
Door]to]door!visits!are!an!essential!part!of!the!demand!creation!strategy.!As!such,!they!continued!during! this!quarter!in!both!existing!and!new!extension!areas.!In!total,!the!91!active!CSCs!conducted!48,708!visits!
! 25! ! ! ! this!quarter,!with!436!latrines!sold!this!quarter!for!a!cumulative!number!of!3,734!latrines!sold.!Therefore,! a!decrease!in!sales!is!observed!compared!to!the!previous!quarter!(913!latrines!sold).!
The! decrease! in! the! number! of! latrines! sold! can! be! explained! by! activities! that! were! started! in! new! extension!areas!this!quarter.!Essentially,!it!takes!time!to!see!results!in!selling!latrines!in!new!areas!because! households!may!be!reluctant!to!accept!a!new!product,!especially!a!sanitation!one.!Households!also!may! not!yet!have!been!exposed!to!related!behaviors!promoted!through!various!communication!channels.! Added!to!these!issues!is!a!delay!in!payments!for!CSCs,!due!to!a!decrease!in!assessing!cases!(certain!CSCs! play!micro]entrepreneur!roles,!e.g.!take!the!lead!in!toilet!building)!and!sometimes!owe!money!to!micro] entrepreneurs! after! buying! toilet! components! from! them.! Some!CSCs!also!embezzled!the! money! the! customers!pay!to!the!entrepreneurs.!Additionally,!there!is!often!a!drop!in!sales!in!the!quarter!after!a! holiday,!as!much!money!may!be!spent!for!the!end]of]year!holidays.!The!figure!below!shows!comparative! sales!for!the!first!quarters!of!2018!and!2019.!
Sales(evolution(per(month(for(the(first(quarters(of(2018(and(2019(
250
200 190
154 2018 150 2019 101 92 100 Linear!!(2018) 76 Linear!!(2019) 50 40
0 Jan Feb Mar ,
! According!to!the!figure!above,!it!is!observed!that!the!further!away!sales!are!from!the!month!of!January,! the!more!they!increase.!This!increase!is!almost!linear!as!shown!by!the!two!trend!curves.!The!figure!also! shows!that!any!sales!for!the!first!quarter!of!2019!are!higher!than!sales!for!the!same!period!in!2018.!
! Creating,and,distributing,articles,and,promotional,materials,
With!the!support!of!ABMS’!multimedia!service,!the!project!team!designed!new!materials!to!promote! double!ventilated!latrines!(DVLs)!and!MIMIN!pots,!as!outlined!in!the!table!below:! ! !
! 26! ! ! ! Material( Vidange(MIMIN(( WC(MIMIN(
Flyers! 4500! 18380!
Pamphlets! 100! 2210!
Size!A2!posters! 10! 959!
Metal!plaques! 0! 14!
!
Creating,decorative,murals,
To!expose!the!greatest!number!of!people!to!the!benefits!of!the!project’s!products,!13!sites!were!selected! to!be!decorated!throughout!this!year.!In!total,!three!sites!have!been!decorated!to!date.!Thus,!10!sites!are! left.!For!this!task!and!with!supervisors’!support,!the!team!identified!potential!sites!that!can!accommodate! wall!murals!in!10!extension!areas.!The!next!steps!are!to!visit!the!sites,!which!includes!sending!a!request! to!local!elected!officials.!This!activity!is!planned!to!be!finished!by!the!end!of!the!third!quarter.! ! Media,activity,
The!contracts!with!radio!partners!to!promote!WC!MIMIN!ended!during!the!first!quarter.!During!this! quarter,! the! team! conducted! an! evaluation! of! the! services! these! three! radio! partners! provided! and! extended! the! partnership! to! nine! radios.! This! extension! is! justified! as! it! is! challenging! to! widely! disseminate! awareness! messages! throughout! a! large! area,! especially! in! new! areas.! The! broadcast! statistics!for!this!period!(15!broadcast!days,!with!the!contract!effective!as!of!March!15,!2019)!are!detailed! in!the!table!below.!
! Mass(communication(activities(conducted(for(SSD(from(March(15a31,(2019! WC(MIMIN(Promotion(
Number!of!thematic!programs! Radio! Number!of!spots!aired! Number!of!announcements! produced!
Radio!Tokpa! 148! 45! 2!
Radio!Tado! 148! 45! 2!
Radio!Benin!culture! 171! 136! 2!
TOTAL( 467! 226! 6!
Vidange(MIMIN(
Radio!Tado! 153! !! !!
! ! !
! 27! ! ! ! 1.1.2! Supply(Chain(Strengthening(( ! The!SSD!project!in!Benin!helps!increase!access!to!basic!sanitation!by!developing!the!supply!chain.! Related!activities!are!discussed!below:!!!
! Recruiting,and,training,microOentrepreneurs!
To!extend!SSD!activities!in!other!communes,!the!Sanitation!Coordination!worked!throughout!this!quarter! to!identify,!recruit!and!hire!micro]entrepreneurs.!The!idea!was!to!involve!communes,!with!the!help!of! local! authorities,! in! identifying! micro]entrepreneurs! who! were! already! trained! in! the! areas! of! manufacturing!the!prefabricated!toilet!pan,!concrete!ring!and!bricks.!Throughout!the!quarter,!10!micro] entrepreneurs!were!hired!after!their!initial!training!to!build!the!components!and!construct!WC!MIMIN.! Thus,!10!micro]entrepreneurs!are!already!trained!of!the!28!planned!in!Year!5.!This!training!focused!on!the! number!of!items!used!in!building!the!pipes,!slabs!and!defecation!pots.!It!also!focused!on!pit!placement! standards,!techniques!for!making!a!pit!secure,!installing!plumbing!fixtures!to!properly!dispose!of!waste! and! installing! a! handwashing! device.! The! table! below! summarizes! information! on! the! micro] entrepreneurs!trained:!
! ! ! ! ! ! ! ! !
! !
MicroOentrepreneur,training,in,Bohicon,
! 28! ! ! ! List(of(entrepreneurs(trained(from(JanuaryaMarch(2019!
( N°( Name( Phone(no.( Training(date( Commune(
1! Zinsou!Samuel! 96!25!53!44! ! 14/02/2019! AKPRO!MISSERETE!
! 2! BAIMEY!IGOR! 97!64!51!75! 14/02/2019! AKPRO!MISSERETE!
3! KOUMASSI!Gustave! 64!12!36!32! ! 01/02/2019! COME!
4! TOSSOU!KODJOVI!Théophile! 95!40!51!44! ! 01/02/2019! COME!
5! HOUNZA!Jean! 95!52!51!97! ! 01/02/2019! HOUEYOGBE!
6! TOKPO!Michel! 95!35!62!67! ! 24/01/2019! BOHICON!
7! KOUDADJE!Mathieu! 67!62!27!26! ! 24/01/2019! BOHICON!
8! ALOHOUTADE!Vincent! 64!39!52!23! ! 27/03/2019! AVRANKOU!
9! ALOHOUTADE!Sagbo! 67!85!29!51! ! 27/03/2019! AVRANKOU!
10! GBESSEMEHLAN!Emile! 96!56!00!76! ! 27/03/2019! AVRANKOU!
!
Recruiting,and,training,masons!,
From!the!contractors’!proposal,!masons!were!identified!and!trained!on!how!to!build!the!WC!MIMIN.!The! goal!is!for!each!trained!micro]entrepreneur!to!have!at!least!two!trained!and!capable!masons!who!they! can!call!on!to!assist!with!construction.!For!this!quarter,!17!new!masons!were!recruited!and!trained!to!build! the!WC!MIMIN.! ! ! ! ! ! ! !
Masons,during,their,training,
! 29! ! ! ! The!table!below!summarizes!information!about!the!masons!trained!during!this!quarter:!
Summary(of(masons(trained(from(JanuaryaMarch(2019( Commune( Mason(names( Phone(no.(
ZINKPONOU!!Justin! 96!50!62!29!
Bohicon! HEMADOU!!Justin! 69!21!04!87!
DJENONLO!!Bruno! 95!58!96!95!
TOHOUNGAN!Comi!S.! 95!76!61!46! Come! AGBEGNINVENAN!Armand! 94!88!89!47!
HOUNDEDJRAHOUN!Charmel! 95!01!18!74!
HOUNKPE!Jeannot! 97!62!68!85!
ATIKPO!Olivier! 95!34!99!97! Houeyogbe! DOTOU!!Kouévi! 95!11!78!33!
AGONMADON!Francis! 95!61!15!88!
SAKLI!Rodolphe! 96!16!67!44!
TEVOEDJRE!Thomas! 97!01!62!77!
TOUDONOU!Marc! 96!43!93!04!
VIGNONFODO!Janvier! 97!44!25!28! Akpro]misserete! SOGBOSSI!Dagbémanbou! 96!76!54!33!
SENOU!Noel! 97!86!93!31!
NAKOU!René! 67!31!69!94! ,
Acquiring,tools,and,equipment,for,prefabrication,
To!standardize!all!components!and!accessories!for!the!WC!MIMIN,!a!mold!set—comprised!of!a!pipe!mold,! slab,!defecation!pots,!gaze!and!hatch—was!given!to!each!hired!and!trained!micro]entrepreneur.!Thus,!the! 10!micro]entrepreneurs!trained!on!behalf!of!their!communes!benefitted!from!these!sets!to!help!launch! their!businesses.!
! 30! ! ! ! ! ! Slab!mold!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! Inspection!mold!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! Concrete!ring!mold!!
Trap!mold! Defecation!pot!mold! ! Molds,to,create,prefabrication,accessories( ! ! Supervision,and,quality,control,
For!the!quality!assurance!of!latrines!built!for!households,!routine!supervision!was!organized!each!week! throughout!the!quarter.!Additionally,!175!toilets!were!checked!in!all!of!the!intervention!communes.!All! toilets! assessed! during! the! quarter! met! accepted! norms! and! quality! standards.! Additionally,! quality! control!for!latrine!accessories!in!stock,!which!included!pipes,!slabs!and!defecation!pots,!was!conducted! for!micro]entrepreneurs.!This!quality!check!involved!assessing!the!resistance!of!pipes!created!against! recommended! quality! standards,! while! also! assuring! each! micro]entrepreneur! kept! the! required! minimum!stock!of!10!pipes.!The!assessment!found!that!the!micro]entrepreneurs!and!masons,!along!with! 20%! of! the! accessories! and! latrines! built,! were! not! meeting! standards! and! were! thus! refreshed! on! construction!techniques!and!production.!The!table!below!summarizes!the!pipes!and!slabs!tested!during! this!quarter:!
Proportion(of(prefabricated(WC(MIMIN(accessories(that(met(accepted(quality(standards( !! Slabs( Pipes( Proportion!that!met! Proportion!that!met! Month! Quality!control! Quality!control! standards! standards! January! 77! 100%! 154! 100%! February! 16! 100%! 20! 100%! March! 86! 96.15%! 174! 100%! Total!components!! 179! !! 348! !!
! 31! ! ! ! 1.1.3! Developing(sanitation(products( ! Double,ventilated,latrine, To!provide!a!prototype!latrine!suitable!for!areas!with!low!water!availability,!as!highlighted!in!lessons! learned!during!Year!4,!the!SSD!team!implemented!the!DVL,!which!is!an!improved!ventilated!pit!latrine! covered!by!a!SaTo!pan!slab.!It!consists!of!two!pits!for!alternating!use!and!works!with!a!low!amount!of! water,!which!is!necessary!to!clean!the!SaTo!pan!after!defecation.!This!prototype!offers!the!same! features!as!the!promoted!WC!MIMIN,!namely!no!odors,!no!insects,!privacy!is!preserved,!and!it’s! comfortable!and!safe!to!use.!However,!this!structure!is!removable,!enabling!it!to!be!used!in!full!pits! without!the!need!to!build!another!pit,!which!can!save!on!cost!for!the!customer.! The!technical!characteristics!of!the!DVL!are!detailed!in!the!table!below:! Characteristics(of(the(double(ventilated(pit(latrine( Characteristics( Concrete(ring!(m)! Slab!(m)! Brick!of!10m!
External!diameter!(m)! 1.08! 1.08! ]!
Internal!diameter!(m)! 1.00! ! ]!
Thickness!(m)! 0.04! 0.08! !
Height!(m)! 0.40! ]! 0.20!
Length!(m)! ]! ]! 0.40!
Width!(m)! ]! ]! 0.20!
Material!costs/units! 6,000!FCFA! 8,000!FCFA! 250!FCFA/unit!
Estimated!costs!for!the!DVL!are!57,800!FCFA,!without!the!superstructure.!
To!embed!the!SaTo!pan!in!the!slab!cover!of!a!pit!latrine,!a!mold!conforming!to!the!latrine’s!contour!and! shape!are!made.!The!photos!below!give!insight!into!the!creation!of!DVL!slabs.!!
! Different,steps,for,creating,a,DVL,slab(
! 32! ! ! ! Workshops,with,community,technicians,and,hygiene,officers,
To!further!involve!the!mason!teams,!community!technicians!and!hygiene!officers!in!the!project’s!target! areas,!a!workshop!was!organized.!The!workshop’s!main!objective!was!to!determine!how!these!players! will!be!involved!in!activities!related!to!supervision!and!quality!control!of!MIMIN!accessories!and!latrines.! To!achieve!this!goal,!workshop!participants!attended!a!presentation!on!the!protocol!for!quality!control! that!is!in!place,!including!the!objectives!of!monitoring!quality!indicators,!the!methodology!and!control! steps.!Additionally,!the!workshop!focused!on!construction!modes,!operation!and,!above!all,!quality! norms!and!standards.!The!second,!and!last,!day!of!the!workshop!was!devoted!exclusively!to!working!in! the!field,!where!participants!assisted!with!the!full!construction!of!a!MIMIN!latrine,!from!installing!pits!to! finishing!the!platform.!It!was!also!agreed!during!the!workshop!that!each!stakeholder!will!have!at!least! one!day!in!the!field!per!week!to!supervise!and!assess!latrines!in!their!respective!areas,!thus!there!will!be! three!total!days!of!supervision!per!week!from!the!team!composed!of!masons,!community!technicians! and!hygiene!officers.!It!is!also!important!to!note!that!at!the!end!of!the!workshop,!each!participant! received!a!kit!consisting!of!a!construction!manual!for!the!WC!MIMIN!(the!manual!on!creating!WC!MIMIN! components),!the!protocol!for!quality!control!and!the!execution!plans!for!latrines.!
,,,,,,,,,,,,,,,,,,,,,,,,Participants,at,the,workshop,and,in,the,field
!
USAID,visit,on,rules,compliance,
A! USAID! delegation! consisting! of! the! head! of! the! Accra,! Ghana]based! Environment! Section! and! his! counterpart!from!Benin,!along!with!the!SSD!Benin!staff!and!Chief!of!Party,!visited!a!household!beneficiary! of!a!WC!MIMIN,!thanks!to!a!sanitation!credit!from!Abomey]Calavi.!The!visit!took!place!on!January!16,! 2019.! The! delegation! was! given! a! complete! presentation! on! the! different! components! of! the! latrine! (platform,!pit,!user!interface,!handwashing!device,!maintenance!sheet!and!cleaning),!which!included!the! implementation!standards!in!place!to!mitigate!sanitation!and!environmental!risks.!From!the!visit,!it!was! ! 33! ! ! ! noted!that!the!household!was!visibly!satisfied!with!the!latrine,!which!according!to!them,!was!odorless,! without!insects,!and!easy!to!use!and!maintain.!After!the!visit,!the!delegation!visited!the!site!of!micro] entrepreneur,!Mr.!Pierre!Akoi.!After!arriving!at!the!site,!the!delegation!also!observed!the!prefabrication! of! pipes.! The! exchanges! between! the! project! team! and! micro]entrepreneur! focused! on! both! prefabrication! standards! and! the! micro]entrepreneur’s! implementation! strategy! to! increase! the! production! and! distribution! of! products.! During! this! visit,! the! delegation! also! congratulated! ABMS,! particularly!the!SSD!team,!for!its!quality!interventions,!work!well!done!and!dutifully!meeting!regulations.!!
!
USAID,field,visit!
! 1.2!Fecal(Sludge(Management((FSM)(Model(( !! 1.2.1! Secure(Dumping(Service(Delivery(Model, ! Overview,of,the,safe,disposal,business,model,
The!current!sales!model!for!dumping!services!is!based!on!services!promoted!through!a!call!center!to! expand!the!market!for!dumping!services,!improve!service!quality!and!optimize!customer!satisfaction.! Promoting!these!services!under!the!“MIMIN”!brand,!which!means!“CLEAN”!in!the!local!language,!relies! mostly!on!CSCs!conducting!door]to]door!surveys.! ! 1.2.2! Demand(Creation(for(the(Model, ! Sales,visits,conducted,
Home!visits!continued!to!be!conducted!in!this!quarter.!Also,!to!reinvigorate!CSCs,!the!motivation!checklist! was!revised.!From!now!on,!a!CSC!is!required!to!conduct!at!least!200!visits,!90!complete!conversations!
! 34! ! ! ! (owners!motivated),!and!sell!at!least!10!dumping!services!or!10!MIMIN!pots!to!guarantee!the!fixed!price! of!100,000!FCFA.! ! ! Debriefing,with,CSC,Vidange,
During! this! quarter,! six! debriefing! sessions! were! held! with! CSC! Vidange,! which! allowed! for! weekly! prospection!with!all!of!CSC!Vidange.!During!this!session,!each!CSC!presented!its!relevant!statistics!for!the! number!of!visits!conducted!and!the!number!of!new!owners!met.!Doing!so!allowed!for!comparing!the! figures!obtained!on!the!day!of!the!monitoring!call!(called!the!“check]in!day”),!and!gathered!by!each!agent! during!the!workweek,!against!the!overall!statistics.! ! Recruiting,CSCs,,Vidange,,MIMIN,and,supervisors,
Challenges!in!scaling!up!the!business!model!involve!the!need!to!further!strengthen!demand!creation.!To! help!achieve!this,!the!team!started!recruiting!43!complementary!agents!and!five!supervisors!for!these! agents.!Eight!additional!CSCs!and!five!supervisors!are!already!on!retainer.!At!the!end!of!the!third!quarter,! the!active!CSC!workforce!aims!to!have!50!agents.!! ! Participating,in,a,community,meeting,initiated,by,a,local,elected,representative,in,Cotonou, ! The!project!team!used!this!meeting!as!an!opportunity!to!present!the!Vidange!MIMIN!service!and!the! defecation!pots,!“POT!MIMIN,”!to!current!owners.!The!council!was!also!reminded!about!the!advantages! of!Vidange!MIMIN!and!how!to!benefit!from!this!service.!Images!of!the!defecation!pots!and!their!use!were! also!shown.! ! Radio,show,broadcast,and,billboards! ! Radio!spots!continued!to!be!broadcast!on!radio!Tokpa!to!promote!Vidange!MIMIN!services.!A!billboard! display!(100.5!m²)!at!the!GMK!stadium!in!Cotonou!was!also!set!up!this!quarter,!as!planned.! ! Contacting,the,call,center! ! The! call! center! received! 237! calls! for! 116! emptying! services! offered! by! the! center,! representing! a! conversion! rate! of! 48.95%! for! this! quarter.! The! team! also! started! linking! homeowners! with! non] governmental!organizations!that!offer!installation!payments.!In!addition!to!emptying!assisted!by!the!call! center,!customers!conducted!emptying!services!(proven!by!copies!of!their!receipts)!out!of!the!call!center,! thanks!to!the!work!of!CSCs!in!households!(some!customers!preferred!to!directly!contact!VTOs).!The!figure! below!shows!emptying!carried!out!in!the!quarter!(both!by!and!outside!of!the!call!center):!!
! 35! ! ! ! Evolution(of(monthly(emptying(from(JanuaryaMarch(2019!
70
60 26 50
40 0 2 Out!of!call!center
30 By!call!center
20 38 37 41
10
0 Jan.]19 Feb.]19 Mar.]19 ,
! 1.2.3! Supply(side(strengthening(for(the(model( , MOU,signed,with,new,waste,disposal,providers,,
Throughout!this!quarter,!seven!waste!disposal!organizations!submitted!their!applications!to!follow!the! Vidange!MIMIN!business!model.!A!memorandum!authorizing!a!partnership!agreement!was!signed!by! those!responsible.!In!the!first!month!of!the!third!quarter,!the!memorandum!itself!will!be!signed!by!the! new!partners.!For!the!remaining!activities,!organizations!operating!in!the!territory!have!not!advanced!to! date.!The!team!plans!to!lobby!with!the!Ministry!of!Living!Environment!and!Sustainable!Development! (MCVDD)!to!encourage!integration!with!the!Vidange!MIMIN!partner!network.!! ! FollowOup,visit,for,activities,with,waste,disposal,partner,organizations, In!order!to!know!a!bit!more!about!the!working!methods!of!the!Vidange!MIMIN!partner!organizations!and! to!better!understand!their!challenges,!the!project!team!initiated!onsite!meetings!(at!headquarters)!with! each!of!these!organizations,!with!12!of!them!benefitting!from!visits!this!quarter.!These!visits!identified,! among! other! findings,! challenges! related! to! customer! portfolio! management;! customer! relationship! management;!business!cycle!management,!including!financial!management;!and!personnel!management.! ! Joint,supervision,with,waste,disposal,partner,organizations, Article!five!in!paragraph!two!of!the!MOU!for!the!waste!disposal!organizations!provides!a!mechanism!for! the!monitoring!and!evaluation!of!these!partner!organizations’!performance.!This!joint!supervision!can!be! conducted!by!representatives!from!ABMS,!USPAB,!the!Cotonou!Town!Hall,!the!Minister!of!Health,!and!the! Minister!of!MCVDD.!In!compliance!with!this!article,!a!formative!supervision!was!organized!during!which! 31!organizations!were!supervised.! ,
! 36! ! ! ! , , , , , , , , , , Supervising,a,waste,disposal,organization( , Results(from(supervising(waste(disposal(organizations(((
100.00% 83.87% 77.42% 80.00% 64.52%
60.00% 45.16% 40.00%
20.00%
0.00% Hygiene!and!security! Services!quality Service!cost All!standards
Meets!standardsServices!quality ! The!above!figure!shows!that!the!proportion!of!waste!disposal!organizations!that!fully!comply!with!the! standards!remains!low!(67.74%),!so!there!is!still!work!to!be!done!under!the!MOU!signed!with!the!drain! technicians.!It!is!recommended!that!the!compliance!rate!be!at!least!85%.( ( Distribution,of,supervision,results, Results!from!the!joint!supervision!conducted!from!February!5]13,!2019!were!distributed!to!relevant! partners!on!March!26,!2019.!Major!observations!were!shared!with!workshop!participants!who!were! associated!with!representation!from!government!and!local!organizations!(the!Deputy!Secretary!General! of!the!Ministry!of!Water!and!Mines,!the!Cotonou!Town!Hall,!the!USPAB!Executive!Office,!the!General! Direction!of!Urban!Development!of!the!MCVDD,!and!the!Ministry!of!Health).!The!observations!are! detailed!below:! •! Personal!protective!equipment!(gloves,!boots,!mufflers,!vests)!was!insufficient!for!nearly!all! drain!technicians!supervised!(~80%);! •! Some!organizations!did!not!use!disinfecting!products;! •! Defective!piping!that!gives!way!and!hisses!is!sometimes!used;!
! 37! ! ! ! •! Some!agents!are!unvaccinated!and!untrained!on!quality!norms!and!standards!for!services!and! emptying;!and! •! There!is!incorrect!handling!of!pipes.! ! Additionally,!important!resolutions!were!made!after!results!were!distributed,!including:! •! MCVDD!committed!to!involve!organizations!that!are!not!yet!Vidange!MIMIN!partners;! •! The!Ministry!of!Health,!through!CDC]HAB!(Departmental!Coordination!for!Hygiene!and!Basic! Sanitation),!agreed!to!vaccinate!agents!at!partner!organizations;!and! •! The!VTOs!committed!to!further!comply!with!the!accepted!standards!and!make!themselves! available!for!supervision.! ! !
, , , , , ,
, Left:,Group,photo,after,the,distribution,of,the,supervision,results, ( Right:,Supervising,in,the,field, ! 2.! Financing(Mechanism(( !! 2.1!(Overview(of(the(Financing(Mechanism( ! The!finance!model!was!developed!to!help!the!owners!of!private!and!common!compounds!receive!a! sanitation!loan!with!a!monthly!interest!rate!of!1.9%!and!a!flexible!repayment!plan!over!12!months.!Also! for!this!loan,!the!owners!will!have!to!work!with!partner!PEBCo,!which!benefits!from!a!guaranteed!fund! of!$40,000!and!a!pre]savings!of!5%!of!the!credit!to!prove!their!ability!to!repay.!The!maximum!amount! available!to!an!owner!is!175,000!FCFA,!and!500,000!FCFA!for!a!WC!MIMIN!contractor.!
! 2.2!(Key(Activities(and(Scaleaup(Strategies(Developed(During(this(Quarter( ! From!January!to!March!2019,!key!financing!activities!conducted!are!described!as!follows:! ! Sanitation,loans,distributed,by,PEBCo, At!the!end!of!March!2019,!1,478!loans!were!disbursed!in!the!amount!of!148,000,000!FCFA,! corresponding!with!the!2,450!latrines!that!WC!MIMIN!built.!From!January!to!March!2019,!78!sanitation! ! 38! ! ! ! loans!were!disbursed!for!158!latrines!built!for!a!total!amount!of!11,824,250!FCFA.!Nearly!34%!of!the! households!receiving!loans!are!women!and!59%!are!below!the!national!poverty!line.!The!repayment!rate! is!72%.!!
! Cases!of!non]payment,!especially!in!the!areas!of!Tankpè!and!Akassato,!present!a!major!challenge!for!the! SSD! team.! Thus,! the! team,! in! collaboration! with! PEBCo,! set! up! a! committee! responsible! for! seeking! repayments.!These!cases!of!non]payment,!along!with!PEBCo!disbursing!beyond!the!allocated!contractual! amount,!have!led!to!a!decrease!in!the!number!of!loans!granted,!which!also!has!a!direct!impact!on!sales.! !
2000 1482 1500 912 1000 499 528 436 500 188 217 215 179 0 63 78 0 TO!FY18Q1 FY18Q2 FY18Q3 FY18Q4 FY19Q1 FY19Q2
Sum!of!Number!of!credits!disbursed Sum!of!Number!of!toilets!sold ! The! above! figure! shows! that! the! evolution! of! latrine! sales! corresponds! with! the! number! of! loans! disbursed.! The! peak! number! of! toilets! constructed! and! obtained! during! the! fourth! quarter! of! FY18! corresponds!with!the!largest!number!of!loans!distributed!during!that!quarter.!Also,!the!lowest!number!of! disbursements!(FY18!Q1!and!FY18!Q2)!corresponds!with!the!lower!number!of!toilets!built!during!that! same!period.!Additionally,!the!curve!showing!the!number!of!loans!disbursed!drops!from!the!previous! quarter!to!this!quarter,!which!also,!most!importantly,!led!to!a!decrease!in!the!curve!showing!the!number! of!toilets!built.!Thus,!the!decline!in!sales!this!quarter!corresponds!with!the!decrease!in!sanitation!loans! disbursed.!This!explains!the!disbursement!of!the!additional!guaranteed!fund!of!$20,000!for!this!project,! and!the!process!to!activate!the!Development!Credit!Authority!that!supports!these!loans.! ! Activity,to,recover,sanitation,loans, This!intervention!was!conducted!by!a!joint!team!consisting!of!ABMS!and!PEBCo!representatives.! Recovery(process( The!microfinance!coordination,!the!SSD!project’s!sales!force!and!PEBCo!collection!agents!led!this!activity.! After!obtaining!the!updated!list!of!outstanding!payments!from!the!relevant!agencies,!the!list!was!sent!to! CSCs! to! verify! the! referred! households.! After! this! step,! the! committee! went! in! the! field! to! remind! households!of!their!payments!owed.!These!reminders!involved!informing!households!of!their!deadlines! and!the!need!to!immediately!pay!the!relevant!PEBCo!agents.!
! 39! ! ! ! ! ! ! ! ! ! ! ! The,PEBCO,microfinance,team,of,recovery,agents,and,SSD,staff,recovering,loan,payments,in,the,field,, ! Results(achieved( The!table!below!shows!key!results!from!recovery:! Results(achieved(from(reminding(households(of(payments(owed( PEBCo(agencies( Households(reminded(( Amount(recovered((
Tankpè! 98! 343,000!FCFA!
Hêvié! 22! 199,700!FCFA!
Akassato! 38! 206,900!FCFA!
Total( 158( 749,600(FCFA( ! Learning,exchange,with,heads,of,PEBCo,agencies,and,OUEME/Plateau,departments, Throughout!the!quarter,!a!learning!exchange!was!held!with!PEBCo,!Ouémé]Plateau!managers!and!the! entire!sales!force!(CSCs,!supervisors!and!micro]entrepreneurs).!The!exchange!aimed!to!revive!sanitation! loans!in!this!area,!including!disbursed!records!and!unpaid!loans!at!each!agency.!Main!points!from!the! exchange!are!summarized!in!the!table!below:!
! Disbursements(and(unpaid(loans(in(Oueme/Plateau( Households(with(loans( Households(with( PEBCo(agencies( disbursed( unpaid(loans( Akonanboè! 57! 9! Saint!Pierre!et!Saint!Paul! 113! 12! Total! 170! 21! ! At!the!end,!an!agenda!was!created!for!joint!actions!to!be!taken!that!target!unpaid!households.!
! 40! ! ! ! Transfer,of,the,supplementary,guarantee,fund!
Throughout!the!PEBCo!sanitation!loan!process,!a!guarantee!fund!with!12,000,000!FCFA!has!been!available.!! Loans!up!to!36,000,000!FCFA!can!be!granted,!giving!it!a!leverage!of!three!to!one.!PEBCo!has!already! disbursed!an!amount!of!148,000,000!FCFA,!which!is!394.44%!and!a!satisfactory!result.!Given!this!high! disbursement,!PEBCo!has!considerably!reduced!its!disbursements!since!January!to!minimize!the!risk!of! delinquency.!To!allow!for!PEBCo!to!grant!the!additional!sanitation!loans,!a!guarantee!fund!of!$20,000!was! granted!in!February.! Meeting,between,USAID,Bénin,,ABMS,and,PEBCo,microfinance, ,
!
!
!
!
!
! USAID,delegation,,ABMS,and,PEBCO, ! Having!far!exceeded!the!contractual!objective!for!the!amount!to!be!disbursed!(a!disbursement!of!142,000! FCFA!as!opposed!to!36,000!FCFA!in!the!contractual!agreement),!PEBCo!has!begun!to!subtlety!ask!for!an! increase!in!the!guarantee!fund.!Thus,!the!USAID!regional!mission!in!Accra,!Ghana!asked!its!colleagues!in! Benin!to!work!with!ABMS!and!PEBCo!to!explore!if!they!can!use!(for!sanitation!credit)!the!guarantee!fund! at! Orabank.! This! fund! was! previously! earmarked! for! agriculture.! On! March! 13,! 2019,! a! delegation! composed!of!Geoffrey!Minott!(USAID!General!Development!Officer),!Nazaire!Houssou!(USAID!Economic! Growth!Specialist)!and!Octave!Moumpala!(ABMS!Executive!Director),!accompanied!by!Bernard!Elegbe! (SSD!Project!Manager),!visited!PEBCo!microfinance.!There,!Mr.!Minott!had!the!opportunity!to!explain!to! the!PEBCo!Director!General!the!purpose!of!the!visit:!to!find!out!whether!PEBCo!still!needs!support!in!terms! of!a!guarantee!fund!or!credit!line!to!increase!their!sanitation!credit.!PEBCo!Director!General,!Mr.!Pascal! Tamegnon,!told!his!visitors!that!it!was!a!very!good!opportunity!as!PEBCo!needs!financial!support!for! sanitation!loans!to!cover!SSD!extension!areas.!Precisely,!the!PEBCo!CEO!wished!to!have!a!credit!line!of! about!300,000!FCFA.!He!also!said!that!he!was!ready!to!provide!Orabank!with!all!of!the!accounting!and! financial!documents!required!to!assess!PEBCo’s!financial!robustness.!Next,!USAID!will!organize!a!meeting! between!Orabank!and!PEBCo!to!discuss!a!potential!collaboration.!!!
! !
! 41! ! ! ! 3.! Working(with(Government(and(Local(Communities(( ! 3.1!Government(Engagement(for(Demand(Creation(and(Technical(Collaboration( ! 3.1.1! Organizing(Advocacy(Sessions( ! Advocacy!is!an!important!tool!for!engaging!government,!municipal!and!local!authorities.!Thus,!the!project! team,!with!support!from!the!executive!direction,!met!with!high]level!government!authorities,!namely!the! Minister!of!Water!and!Mines!and!First!Lady.!These!meetings!provided!the!opportunity!to!better!engage! various!authorities!in!mobilizing!additional!resources.!Institutional!meetings!at!the!decentralized!level!also! continued!this!quarter!in!Ifangni,!Avrankou,!Houéyogbé,!Comé!and!Bohicon.! ! 3.1.2! Meeting( between( the( ABMS/PSI( Executive( Director( and( Benin’s( First( Lady,( Mrs.( Claudine(Talon( ! On! February! 12,! 2019,! the! Executive! Director! of! ABMS/PSI,! Octave! Moumpala,! and! the! SSD! Project! Manager!in!Benin,!Bernard!Elegbe,!met!with!Benin’s!First!Lady,!Claudine!Talon.!
! This!meeting!presented!a!great!opportunity!to!update!Mrs.!Talon!on!the!results!achieved!thus!far!in!the! SSD! project.! This! presentation! addressed! the! alarming! state! of! hygiene! and! sanitation! in! Benin,! the! solutions!provided!by!the!SSD!project!in!terms!of!access!to!improved!latrines!at!an!affordable!cost,!the! safe!fecal!sludge!management!service,!and!the!treatment!of!drinking!water!in!households.!The!project! also!emphasized!that!its!interventions!fit!with!the!government’s!agenda.!
! Advocacy!efforts!toward!the!First!Lady!also!focused!on!the!possibility!for!her!to!a)!provide!additional! funding!to!the!PEBCo!guarantee!fund,!b)!finance!a!similar!project!in!other!cities!in!Benin,!and!c)!help!set! up!a!meeting!with!the!Benin!Head!of!State!to!present!project!achievements!(the!project!already!knows! from!intel!that!the!Head!of!State!wants!to!see!measurable!results!in!the!sanitation!sector.)! After!the!presentation,!the!First!Lady!asked!clarification!questions!to!better!understand!the!“WC!MIMIN”! business! model.! She! then! noted! that! this! intervention! undoubtedly! helps! solve! critical! public! health! problems!in!Benin.!However,!she!said!the!provision!of!an!additional!guarantee!fund!was!not!within!the! scope!of!her!foundation,!but!is!the!government’s!role.!She!promised!to!personally!take!up!the!matter!with! the! Minister! of! Health! and! the! Ministry! of! Environment.! Additionally,! the! First! Lady! mentioned! the! institutional!latrines!built!in!schools!and!other!public!places!by!her!foundation,!while!stressing!the!relative! difficulty! in! identifying! the! prototype! latrines! to! be! positioned! in! lakeside! areas! of! Benin,! such! as! “Aguégués”.!This!presented!an!occasion!for!the!ABMS!Director!to!tell!her!that!there!was!a!model!of!toilets! tested!by!SSD!that!is!truly!adapted!for!these!areas:!the!Earth!Auger,!for!which!the!Ministry!of!Environment! has!requested!a!technical!one]pager.!The!First!Lady!said!she!will!personally!talk!to!the!Minister!to!find!out! what!happened!to!this!one]pager,!with!the!aim!of!exploring!the!possibility!of!adapting!this!solution!for! people!living!by!the!lake.! The!First!Lady!then!asked!the!team!to!meet!her!Director!of!Programs!to!discuss!the!suitability!of!the!Earth! Auger!toilet!for!people!living!by!the!lake,!which!the!team!did.!The!Director!of!Programs!asked!the!team!to! share!a!copy!of!the!technical!note!sent!to!the!Ministry!of!Environment!for!her!to!follow!up!on,!as!well!as!
! 42! ! ! ! the!link!to!the!PEBCo!video!produced!(she!said!that!if!the!First!Lady!watches!it,!so!will!the!President!of!the! Republic).!Both!the!link!and!technical!note!were!shared!with!her!the!same!day.!
! 3.1.3! Meeting(with(Benin’s(Minister(of(Water(and(Mines(
On!February!21,!2019,!a!presentation!on!Benin!SSD!activities!was!given!at!the!Ministry!of!Water!and! Mines.! The! presentation! covered! results! to! date,! and! discussed! how! the! project! can! help! the! Benin! government! eradicate! open! defecation.! The! presentation! also! addressed! SSD’s! vision,! its! objectives,! activities!under!“WC!MIMIN,”!the!“Emptying!MIMIN”!business!model,!major!challenges,!water!treatment! with!Aquatabs]Flogenic!and!project!expectations.!At!the!end!of!the!presentation,!the!Minister!of!Water! and!Mines,!Samou!Seïdou!Adambi,!expressed!his!satisfaction!about!the!timely!work!of!ABMS.!He!noted! the!project!is!a!great!opportunity!for!Benin.!After!the!water!sector,!in!which!the!Government!of!Benin!has! heavily!invested,!the!other!key!objective!of!the!government!is!the!hygiene!and!sanitation!sector.!
The!government!intends!to!massively!invest!in!this!sector!to!be!able!to!cover!the!entire!national!territory.! As!a!next!step,!the!Minister!intends!to!organize!a!meeting!with!technical!and!financial!Water,!Sanitation! and! Hygiene! (WASH)! partners! in! Benin! in! the! coming! days,! with! involvement! from! the! Ministry! of! Environment!and!Ministry!of!Health,!along!with!strong!involvement!from!ABMS.!The!meeting’s!objective! is! to! raise! enough! funds! for! the! guarantee! fund! to! enable! PEBCo! microfinance! to! continue! funding! households!for!the!WC!MIMIN.!In!the!interim,!the!Ministry!plans!to!mobilize!additional!funds!to!eradicate! open!defecation!and!borehole!water!treatment!with!Aquatabs]Flogenic!in!Benin.!!
! ! ! !
Minister,of,Water,and,Mines,(left),with,ABMS/PSI,Executive,Director,(right), !
! 43! ! ! ! SSD(–(GHANA! ! ! During!this!quarter,!the!SSD!Ghana!project!focused!on!setting!up!systems!to!implement!the!FY19!work! plan.!Key!activities!included!recruiting!a!sales!training!consultant,!sales!advisor,!sales!manager!and!toilet! sales!agents!(TSAs),!as!well!as!marketing!and!selling!toilets.! The!team!hired!the!sales!training!consultant!and!EW!Associates!to!develop!sales!materials!and!train! TSAs,!the!sales!advisor!to!offer!local!technical!assistance!to!the!sales!team,!and!a!sales!manager!to! oversee!day]to]day!management!of!the!TSAs.!Along!with!delivering!the!sales!training,!EW!Associates! developed!training!materials,!an!incentive!structure,!product!branding!and!sales!materials,!providing! TSAs!with!the!necessary!knowledge!and!skills!to!start!selling!toilets.!The!brand!name!“Clean!Green! Toilets”!was!adopted!in!alignment!with!the!Kumasi!Metropolitan!Authority’s!(KMA)!environmental! sanitation!campaign.! The!50!TSAs!recruited!went!door!to!door!to!sell!and!promote!toilets.!Having!undergone!a!four]day!sales! training!and!equipped!with!sales!and!promotional!materials,!TSAs!started!achieving!sales!by!mid]March.! SSD’s!Chief!of!Party,!Philippe!Lemay,!paid!a!three]day!visit!to!the!SSD!Ghana!project!from!February!12]14,! 2019.!The!purpose!of!his!visit!was!to!assess!the!program!implementation’s!progress!and!share!learning! from!the!other!SSD!country!projects!to!help!improve!processes!and!results.!His!visit!involved!meeting!with! the!project!team!and!stakeholders,!such!as!the!Sinapi!Aba!Trust,!the!Regional!Environmental!Health!Unit,! the! sales! force,! and! manufacturers! of! molds! and! concrete! rings.! He! also! conducted! site! visits! to! households! with! installed! toilets.! Valuable! inputs! were! given! and! included! in! the! design! of! several! activities!to!enhance!results,!for!example,!improving!product!costing,!developing!product!branding!and! enhancing!management!of!the!sales!force.! To!further!optimize!toilet!costs,!the!project!revised!the!bill!of!quantities!for!two!toilet!products:!round! concrete!tanks!(RCTs)!and!double!offset!leach!pit!latrines.!This!was!achieved!by!measuring!for!the!exact! quantities!needed!and!reviewing!the!resulting!prices.!The!team!also!compared!options!for!materials,!with! the!aim!of!improving!pricing!and!product!integrity.!At!the!end!of!the!review,!the!team!priced!the!double! pit!latrines!and!RCTs!at!GHS!1,500!and!GHS!2,500,!respectively,!and!these!prices!did!not!increase.! During! this! quarter,! the! project! also! started! promotional! activities! to! increase! demand! for! toilets! by! organizing! kick]off! community! durbars,! or! traditional! ceremonies,! in! all! 13! target! municipalities.! The! durbars!create!community!awareness!of!the!project,!inform!community!members!on!the!household!toilet! acquisition!processes!and!generate!interest!in!purchasing!household!toilets.!Durbars!are!ongoing!and!the! team!aims!to!complete!them!by!the!end!of!April,!marking!the!start!of!a!series!of!intensive!promotional! campaigns.! The!team!continued!to!engage!and!strengthen!partnerships!with!local!governments!during!this!quarter.! To!do!so,!the!project!enlisted!the!support!of!13!district!municipalities!and!involved!them!in!interviewing! and!selecting!TSAs!at!their!district!offices,!after!receiving!applications!through!the!district!municipality! offices.!Local!governments!also!lead!the!organization!of!and!chair!the!community!durbars!through!district! directors!and!district!representatives.!During!the!next!quarter,!the!project!plans!to!engage!and!work!with! the!municipalities!more!closely!on!quality!assurance!monitoring!and!sanitation!enforcement!initiatives.!
! 44! ! ! ! This!quarter!also!saw!the!successful!establishment!of!systems!necessary!for!increased!toilet!sales.!The! team!believes!many!of!these!systems!will!gain!traction!in!the!next!quarter!and!significantly!increase!sales.! A!total!of!53!toilets!serving!506!users!were!sold!during!the!quarter,!with!TSAs!directly!selling!15!and! artisans!selling!the!remaining!toilets.!
! 1.! Service(Delivery(Models( ! 1.1!Sanitation(Model( 1.1.1! Demand(Creation(Activities(( ! SSD,Chief,of,Party,,Philippe,Lemay’s,,visit,to,the,SSD,Ghana,project, The!SSD!Chief!of!Party,!Phillipe!Lemay,!embarked!on!a!three]day!visit!to!the!SSD!Ghana!project!to!observe! how!the!project!was!progressing!and!offer!programmatic!support!to!improve!results.!!! The!sales!manager,!sales!advisor,!project!manager,!country!program!manager,!project!engineer!and!a!lead! artisan!were!included!in!the!project!team!meeting.!In!the!meeting,!key!activities!and!the!implementation! plan!were!reviewed,!with!several!recommendations!given:! 1.! Accurately!measure!the!quantity!of!materials!used!in!building! toilets!and!their!accompanying! costs!in!an!effort!to!reduce!toilet!costs.! 2.! Monitor!the!progress!of!mold!manufacturing,!as!this!is!a!critical!project!component.! 3.! Split!sales!management!between!at!least!two!people.! 4.! Brand!the!SSD!campaign!and!deliberately!link!it!to!the!national!campaign,!“Clean!and!Green.”! These!recommendations!provided!valuable!input!into!SSD’s!work!and!the!team!made!efforts!to!address! them.! Site! visits! were! also! conducted! to! install! both! RCTs! and! double! offset! leach! pit! latrines! during! the! construction!training!for!artisans.!The!effective!adaption!of!the!double!pit!latrine!to!suit!the!local!context! was!noted,!as!the!technology!was!adapted!from!ABMS/PSI’s!WC!MIMIN!toilet!model!in!Benin.! The!team!also!met!with!part!of!the!newly!recruited!sales!force!to!gauge!their!understanding!of!their!role! and!motivate!them!to!sell!more!toilets.! Another!meeting!was!held!with!the!Sinapi!Aba!Trust!to!discuss!how!the!project!could!strengthen!this! partnership!to!align!the!toilet!products!to!the!Trust’s!WASH!loan!products.! The! visit! also! included! a! meeting!with!the!Regional!Environmental! Health! Director,! Don! Watungo,! to! discuss!how!to!improve!sanitation!enforcement!in!the!target!communities!by!leveraging!his!experience.! Mr.!Watungo!pledged!his!full!support!and!was!happy!to!encourage!his!district]level!officers!to!support!the! project.!! The!final!stage!of!Mr.!Lemay’s!trip!included!visiting!sites!where!mold!components!are!manufactured!to! observe!this!work!in!progress.!Another!visit!was!conducted!to!a!selected!concrete!ring!manufacturer!to! gauge!satisfaction!in!creating!casts!for!the!components!for!their!sale.!
! 45! ! ! ! At!the!end!of!his!visit,!Mr.!Lemay!offered!substantial!support!and!advice!to!the!team!for!improving!results.! Overall,!he!was!satisfied!that!the!Ghana!team!has!the!capacity!to!successfully!implement!the!project!and! is!successfully!setting!up!toilet!sale!systems.!
Recruiting,TSAs, The!project!recruited!50!TSAs!to!conduct!door]to]door!marketing!for!the!project’s!toilet!products.!This! selection!process!involved!one]on]one!interviews,!aptitude!tests!and!role]play!exercises.!It!was!held!in! the!district!offices!with!representatives!from!the!Environmental!Health!and!Sanitation!Department!(EHSD)! included!in!the!panel!to!select!the!most!suitable!candidates!for!the!role.! To!enhance!management!of!the!sales!force,!the!team!selected!lead!TSAs!from!each!municipality.!These! leaders!either!emerged!naturally!from!initial!engagements!with!TSAs!or!were!selected!in!consultation!with! TSAs.! The! lead! TSAs! will! be! responsible! for! coordinating! their! team! members’! work! in! reporting! and! conducting!daily!visits.!
Procuring,sales,training,consultants, During!this!quarter,!the!project!procured!EW!Associate!consultants!to!develop!training!materials,!deliver! sales! training! and! offer! post]training! assistance! to! the! sales! force.! EW! Associates’! tasks! included! developing!an!incentive!structure!for!the!sales!force,!developing!branding!and!promotional!materials,! developing! sales! and! reporting! tools,! and! delivering! sales! training.! Their! outstanding! tasks! include! providing!post]training!assistance.!These!consultants!have!submitted!this!activity’s!plan!to!WSUP!(Water! &!Sanitation!for!the!Urban!Poor)!for!review.!In!the!next!quarter,!WSUP!will!finalize!the!plan!for!the!ongoing! support!that!the!consultants!will!provide.!!
Developing,the,product,brand,and,logo, The!consultants!were!tasked!with!developing!an!umbrella!name!for!the!toilet!products!being!promoted! by!the!project.!A!meeting!was!held!with!Mr.!Watungo!during!Mr.!Lemay’s!visit!to!Ghana.!During!this! meeting,!it!was!revealed!that!KMA,!with!support!from!the!Ashanti!Regional!Minister,!was!embarking!on!a! metro]wide! sanitation! campaign! initiative! called! “Clean! and! Green”! to! ensure! an! integrated! and! comprehensive!approach!is!taken!to!tackling!environmental!sanitation!issues!in!the!metropolis.!Having! analyzed!the!risks!and!advantages!associated!with!various!brand!options!presented!by!the!consultants,! the!WSUP!Ghana!team!chose!“Clean!and!Green!Toilets”!as!the!umbrella!name!with!the!slogan!“for!every! home.”( ( ! ! ! ! ! ! Logo,with,slogan,for,“Clean,and,Green,Toilets”, ! ! 46! ! ! ! ! The!above!brand!name!and!logo!appear!on!all!project!sales!and!marketing!materials,!which!include!T] shirts,! ID! cards,! fliers,! toilet! catalogues,! a! sales! guide! and! a! photo! booklet! on! the! toilet! construction! process!for!both!SSD!products.!
Developing,the,incentive,structure,and,remuneration,for,the,sales,force, EW!Associates!were!tasked!with!developing!an!incentive!structure!and!package!for!the!sales!force.!In!a! report,!the!consultants!presented!options!for!WSUP!to!consider.!The!structure!focused!on!a!base!salary! to!cover!TSAs’!daily!communication,!transportation!and!lunch!costs,!as!well!as!a!sales!commission!of!5%! on!the!cost!of!toilet!products!(GHS!1,500!for!double!offset!leach!pit!latrines!and!GHS!2,500!for!RCTs).! Based!on!the!options!presented,!the!WSUP!Ghana!team!agreed!to!pay!GHS!400!($77)!and!GHS!480!($92)! as!the!base!salary!for!TSAs!and!lead!TSAs,!respectively.!TSAs!regard!this!structure!as!fair!and!are!satisfied.! Sales,training,for,TSAs,and,toilet,sales, EW! Associates! conducted! a! four]day! sales! training! for! TSA! recruits.! Key! training! modules! include! the! following:! 1.! Prospecting!and!qualifying!prospects! 2.! Product!types!and!selling!benefits! 3.! Financing!arrangements! 4.! Sales!presentation! 5.! Dealing!with!objections! 6.! Use!of!sales!reporting!tools! TSAs!were!also!taken!to!two!sites!of!installed!toilets:!an!RCT!and!a!double!offset!leach!pit!latrine.!This! allowed!for!TSAs!new!to!toilet!sales!to!physically!see!the!toilets!and!understand!how!they!work.! TSAs!were!evaluated!using!a!post]course!assessment!and!a!daily!evaluation.!The!weighted!score!reflected! demonstrates!success!with!an!average!score!of!57%,!as!50%!is!the!pass!mark.!! Following! the! sales! training! conducted! from! early! to! mid]March,! TSAs! are! now! equipped! with! the! necessary!sales!tools!and!materials!and!have!been!effectively!selling!products!for!one!month.!Weekly!and! monthly!sales!review!meetings!held!indicate!that!sales!are!improving,!though!there!were!initial!challenges! in!completing!sales!reports.!The!project!is!continuing!to!address!emerging!challenges!and!offer!support! through!weekly!and!monthly!sales!review!meetings!so!that!TSAs!can!continue!to!improve!sales.! Recruitment,of,a,sales,manager,and,sales,advisor, In!January,!the!team!received!applications!in!response!to!advertisements!for!a!sales!manager!and!sales! advisor.!The!sales!manager!is!responsible!for!day]to]day!management!of!the!sales!force,!whereas!the!sales! advisor!will!offer!technical!advice!based!on!the!analysis!of!sales!data!and!also!review!the!sales!strategy!to! help!increase!sales.!Recruitment!for!both!roles!involved!shortlisting!candidates,!an!oral!interview,!and!a! written!test!for!six!sales!manager!and!four!sales!advisor!applicants.!The!sales!advisor!will!be!full!time!for! the!first!three!months!and!work!on!an!on]call!contract!for!the!rest!of!the!project!period.! Management! of! the! sales! force! has! been! split! among! the! sales! manager,! sales! advisor! and! project! manager!to!ensure!effective!management!of!the!50!strong!sales!forces!in!13!peri]urban!municipalities.!
! 47! ! ! ! Through!lead!TSAs,!the!primary!TSAs!report!daily!to!WSUP!on!four!key!indicators!for!their!daily!visits.! There!are!also!weekly!meetings!with!the!sales!force!to!review!sales!progress!and!the!sales!strategy!and! address!emerging!bottlenecks.!Completed!data!collection!instruments!are!collated!on!a!central!Customer! Relation!Management!system!for!the!sales!advisor!to!analyze.!Sales!leads!are!collated!and!followed!up!on! by!WSUP!and!TSAs,!and!orders!are!followed!up!on!with!artisans!to!ensure!timely!construction!of!the! toilets.! The!project!learned!there!was!a!need!to!simplify!reporting!requirements!for!TSAs!and!find!a!more!effective! way!for!TSAs!and!WSUP!to!work!on!this!task,!as!most!TSAs!initially!struggled!with!the!requirements.!
SSD,stakeholder,workshop, A!one]day!stakeholder!workshop!was!organized!for!key!SSD!project!stakeholders!to!mark!the!completion! of!start]up!activities!and!implement!systems!for!the!next!stage.!This!workshop’s!key!objectives!were!to! introduce! the! project! to! stakeholders,! help! them! understand! their! respective! roles,! and! provide! an! overview!of!the!key!activities!and!support!areas!stakeholders!will!undertake.!The!workshop!also!provided! an!opportunity!for!stakeholders!to!discuss!how!their!roles!are!related!to!a!common!goal.!
Promotional,activities, To!create!community]wide!awareness!of!the!project!and!garner!maximum!participation!and!uptake!in! toilet!sales,!the!team!organized!durbars!in!target!municipalities.!The!durbars!were!designed!to!educate! community!members!about!the!project’s!purpose,!product!types!being!promoted,!ways!to!obtain!toilets! through!the!project,!financing!arrangements!and!key!stakeholders.!There!also!was!an!open!forum!for! people!to!ask!questions!about!the!project,!while!sample!products!were!exhibited.!The!team!conducted! durbars!in!five!districts!and!will!hold!them!in!the!remaining!districts!by!the!end!of!April!2019.!An!average! of!200!people!per!district!attended,!thus!about!1,000!people!were!reached!with!compound!sanitation] related!messages.!These!events!also!served!as!an!avenue!to!stimulate!people’s!interest!in!purchasing! toilets,!resulting!in!125!people!registering!to!have!toilets!constructed!so!far.! The!durbars!mark!the!start!of!a!series!of!intensive!promotional!activities!that!will!be!rolled!out!over!the! next!quarter,!including!hosting!group!target!promotions,!disseminating!community!PA!announcements,! playing!sanitation]related!audio!materials!and!conducting!monthly!toilet!campaigns!to!generate!demand! for!toilets.!! !
! 48! ! ! ! Community,members,at,the,durbar,in,the,Asokore, Project,Manager,explaining,features,,functions,,benefits, Mampong,municipality, , ,,,,,, of,the,toilet,and,options,to,community,members(
! ! ! 1.1.2! Supply(Chain(Strengthening((
Product,costing,optimization, The! project! engineer,! with! significant! input! from! the! two! project]supported! lead! artisans,! led! initial! product!design!and!cost!optimization!for!RCTs!and!double!offset!leach!pit!latrines.!Optimization!brought! cost!estimates!to!about!GHS!2,500!for!the!RCTs!and!GHS!1,500!for!the!latrines.!However,!the!team!has! done!additional!work!to!determine!the!exact!quantities!of!materials!needed!for!each!of!the!products!and! cost!quantities!estimated!with!market!prices,!using!research!to!compare!quotes!given!by!the!lead!artisans.! The!material!mix!options!include!the!following:!! •! Quarry!dust!and!cement!only! •! Sand,!cement!and!quarry!dust! The!price!difference!between!the!two!options!was!GHS!20!($4).!However,!in!terms!of!product!integrity,! option!two!is!more!compact!and!less!porous.!Artisans!and!concrete!ring!manufacturers!also!preferred!this! option!for!the!same!reason.!After!a!thorough!measurement!of!materials!and!pricing,!the!new!estimate!for! the!cost!of!the!double!pit!latrine!was!GHS!65!($13),!which!is!lower!than!the!initial!price.!Thus,!the!team! kept!the!price!at!GHS!1,500.!The!price!for!RCTs!remained!the!same!as!there!was!no!significant!decrease! in!cost.!
Identification,of,concrete,ring,manufacturers, As!part!of!the!FY19!workplan,!the!project!planned!to!identify!concrete!ring!manufacturers!who!would!cast! and!sell!double!pit!latrine!parts,!including!parts!not!readily!available!on!the!Ghanaian!market.!During!the! quarter,!the!team!identified!16!concrete!ring!manufacturers!from!all!target!municipalities!who!agreed!to! cast!parts!after!pricing!them.!In!some!cases,!minor!price!adjustments!were!recommended,!but!they!did! not!affect!the!overall!agreed]upon!toilet!cost.!Manufacturers!were!happy!to!produce!parts!once!they!were! assured!there!is!enough!demand.!!
! 49! ! ! ! However,! a! potential! risk! is! that! demand! may! be! low! in! the! beginning,! which! could! result! in! some! manufacturers!dropping!out.!To!forestall!supply!shortfalls,!the!team!trained!the!two!lead!artisans!who! lead!construction!to!cast!parts!they!are!currently!able!to!supply!to!all!municipalities.!The!team!will!also! work!to!replace!parts!for!any!shortages!to!ensure!there!are!enough!parts!on!the!market!to!meet!demand.! Following! the! selection! of! manufacturers,! the! team! trained! all! selected! manufacturers! in! casting! to! specifications! using! the! correct! amount! of! materials.! The! manufacture! of! 16! mold! sets! for! the! ring! manufacturers!is!ongoing.!Three!sets!of!completed!molds!have!been!distributed!for!free!to!three!ring! manufacturers!to!help!them!meet!current!demand,!while!the!project!waits!for!the!remaining!mold!sets! to!be!completed.!Then!they!will!be!distributed!to!other!manufacturers!by!the!end!of!April.!
ProjectOsupported,artisans,and,postOconstruction,training,developments, Trained!artisans!are!a!critical!component!of!the!supply!chain!arrangements!instituted!for!the!project,!so! it! can! meet!demand! generated!by!TSAs!and!other!promotional!activities.!However,!through!frequent! meetings!and!interactions!with!TSAs,!the!team!learned!that!most!of!the!artisans!are!not!responding!to! calls.!Also,!incoming!orders!have!only!been!placed!through!one!lead!artisan.!At!this!point,!the!project!has! not!experienced!excessive!demand!for!toilets,!so!the!few!active!artisans!are!able!to!meet!the!current! demand.!Nonetheless,!the!team!needs!to!identify!what!the!challenges!are!with!non]responsive!artisans! and!map!out!a!solution,!to!be!done!in!the!first!monthly!meetings!with!artisans.!The!team!could!consider! the!option!of!supporting!the!lead!artisan!who!currently!does!the!most!construction!to!expand!and!employ! additional! people! and! strategically! distribute! orders! among! his! staff! to! enable! him! to! meet! growing! demand,!while!replacing!non]responsive!artisans!in!the!process.!However,!any!next!steps!are!contingent! on!the!outcome!of!meetings!with!artisans.!! 2.! Financing(Mechanism(( ! During!the!Chief!of!Party’s!February!visit,!the!team!visited!the!Sinapi!Aba!Trust!that!has!been!a!partner!on! the!project’s!compound!sanitation!program!in!Kumasi!throughout!the!year.!During!this!visit,!the!partners! discussed!how!to!strengthen!the!partnership!and!more!closely!align!the!Trust’s!WASH!loan!with!the!SSD! project.!Sinapi!Aba!is!currently!selling!a!water!and!sanitation]specific!loan!product!called!“Ahote3!Loan,”! which!literally!means!“loan!for!your!hygiene!needs.”!The!loan!is!sold!at!a!rate!of!18%!per!year.!Although! the!product!covers!both!water!and!sanitation!needs,!the!team!agreed!to!align!the!product’s!sanitation! component,! particularly! for! household! toilets,! to! the! toilet! products! being! promoted! under! the! SSD! program:!double!offset!leach!pit!latrines!and!RCTs.!The!loans!would!be!capped!at!the!cost!of!each!toilet! product,!so!at!GHS!1,500!for!latrines!and!GHS!2,500!for!RCTs.!Additionally,!to!facilitate!the!processing!of! prospective!loan!applicants,!the!team!agreed!that!project!sales!agents!will!use!a!one]page!pre]screening! tool!to!screen!people!who!express!interest!in!loans!under!the!Sinapi!Aba!requirements.!This!is!a!practice! learned!from!ABMS!Benin!where!the!project!uses!a!pre]screening!tool!for!interested!people!to!gauge!their! eligibility!for!the!loan!before!the!trust!or!microfinance!partner!comes!in.!! Following!these!discussions,!the!team!enlisted!the!support!of!Sinapi!Aba!Trust!for!the!TSA!sales!training.! A!session!was!held!where!the!Trust!trained!TSAs!on!the!loan,!its!requirements!and!processes!toward!its! implementation.!TSAs!were!also!trained!on!administering!the!pre]screening!tool.!Sinapi!Aba!has!also!been! involved!in!the!ongoing!community!durbars!where!the!Trust!educates!community!members!on!the!loan,! its!requirements!and!processes!involved.!
! 50! ! ! ! With!effective!sales!beginning!in!mid]March,!daily!data!collated!from!the!TSAs!show!that!many!people!are! interested!in!Sinapi!Aba’s!loan!for!their!toilets.!However,!despite!this!interest,!many!people!are!reluctant! to!walk!to!the!nearest!Sinapi!Aba!branch!to!go!through!the!process.!People!often!postpone!visits!to!Sinapi! Aba!branches!to!open!an!account.!To!address!this!issue,!the!project!made!arrangements!with!Sinapi!Aba! to!assign!one!of!their!officers!to!each!target!municipality!to!meet!with!groups!of!interested!people!to! review! and! discuss! the! registration! process.! The! project! is! also! negotiating! weekly! meetings! where! WSUP/TSAs!will!gather!a!number!of!interested!applicants!and!have!Sinapi!Aba!officers!meet!with!these! prospective!clients!to!potentially!register!them.!This!arrangement!will!bring!uptake!in!the!account!opening! and!loan!process!closer!to!prospective!clients,!curtailing!delays!that!may!occur!in!clients!visiting!Sinapi! Aba!offices.!It!could!also!increase!the!demand!for!toilet!loans.! As! no! loans! were! taken! out! this! quarter,! the! project! is! continuing! to! engage! with! Sinapi! Aba! to! find! solutions!to!emerging!operational!challenges!in!people!taking!out!toilet!loans.!
! 3.! Working(with(Government(and(Local(Communities(( ! During!the!quarter,!the!project!worked!with!the!governments!of!all!13!target!municipalities!to!set!up! systems! for! the! project’s! local! launch.! This! work! included! selecting! TSAs! and! organizing! promotional! campaigns!(the!kick]off!community!durbars).! With!TSAs!selected,!the!EHSD!distributed!advertisements!about!the!municipal!assemblies.!Application! letters!were!received!at!the!district!offices!and!interviews!also!held!at!these!offices,!with!the!participation! of!EHSD!staff.!This!work!is!a!deliberate!effort!to!ensure!greater!involvement!of!the!local!governments!and! gain!more!credibility!for!the!project.! Additional! promotional! activities! included! a! planned! kick]off! community! durbar! in! all! target! municipalities.!Planning!the!durbars!to!ensure!community!members!attended!meant!counting!on!the! municipal!assemblies!to!take!on!a!leading!role.!The!team!worked!with!the!EHSD,!assembly!members,!unit! committee!members!and!community!information!centers!to!disseminate!messages!about!the!durbars.! Durbars!were!chaired!by!traditional!authorities,!Chief!Executives,!directors!and!representatives!from!the! municipal!assemblies.!These!officials!used!their!influence!to!draw!crowds!to!attend!the!events.! The! project! will! continue! to! work! closely! with! local! governments! in!the!next!quarter!when!quarterly! assurance!monitoring!and!follow]up!visits!to!non]compliant!householders!are!started.! ! ! ! ! ! ! ! !
! 51! ! ! ! DOCUMENTING(AND(SHARING(KNOWLEDGE! ! In!Côte!d’Ivoire,!two!success!stories!were!published!on!the!SuSanA!(Sustainable!Sanitation!Alliance)!and! PSI!websites.!These!stories!were!about!the!success!of!two!entrepreneurs!who!developed!a!sanitation! company!under!the!SSD!project!and!the!SaniPlus!brand.!! The!two!stories!trace!the!heroic!journey!of!a!woman!and!man!who!build!a!facility,!highlighting!their! difficulties!faced!at!the!start!of!their!activities,!the!challenges!they!overcome,!and!concluding!with!a!happy! ending!about!the!profits!they!are!able!to!make!from!selling!sanitation!products!to!low]income!households.!! The! two! success! stories! were! shared! on! all! of! the! project’s! social! media! accounts.! Additionally,! information!about!the!project!was!published!in!the!African!Water!Association’s!(AfWA)!newsletter.!This! informative!chronicled!the!Sanitation!Marketing!Awareness!and!Promotion!Day!organized!by!the!SSD! project,!in!collaboration!with!the!Yopougon!mayor!to!celebrate!World!Toilet!Day!2018.! Of!these!social!media!accounts,!the!SSD!project’s!Facebook!page!posted!12!publications!that!reached! 3450!Internet!users.!Below!are!links!to!some!of!the!stories!and!posts:! SuSanA( https://forum.susana.org/161]sanitation]as]a]business]and]business]models/12638]sanitation]service] delivery]program]in]ghana]ivory]coast]and]benin]updates! ! AfWA(Newsletter( https://mailchi.mp/afwa]hq.org/lutte]contre]la]fraude]la]rdc]cre]une]brigade]anti]fraude] 3063317?e=63687d4a24!
! SSD(Project(Facebook(Page( https://www.facebook.com/USAIDssd/!
! To!share!knowledge!in!Benin,!the!team!created!two!learning!topics!about!the!process!that!led!to! developing!a!product!adapted!for!low]income!populations!in!urban!and!peri]urban!areas!(from!Earth! Auger!to!WC!MIMIN)!and!lessons!learned!from!experimenting!with!sanitation!loans.!The!topics!are! titled!1)!“Sanitation!microcredit!loans:!a!mechanism!to!increase!access!to!basic!sanitation!for!low] income!urban!and!peri]urban!households”!and!2)!“Development!process!of!a!sanitation!product!for! low]income! consumers! in! Benin’s! urban! and! peri]urban! low! water! table! areas.”! The! topics! are! currently!in!the!revision!and!validation!stage!at!the!regional!level.(
Additionally,!the!team!wrote!and!submitted!four!abstracts!that!share!their!experiences!with!project! activities!to!be!presented!at!!the!2019!Water!and!Health!Conference,!hosted!by!the!University!of!North! Carolina!at!Chapel!Hill.!These!abstracts!cover!the!following!themes:!
1.! Sanitation!loan:!a!mechanism!to!increase!access!to!basic!sanitation!for!low]income!households! in!urban!and!peri]urban!areas,! 2.! How!to!create!demand!for!sanitation!products/services!in!urban!and!peri]urban!areas,!
! 52! ! ! ! 3.! Mechanism!for!the!quality!control!of!sanitation!products!and!services!as!part!of!scaling!up!a! sanitation!product!in!urban!and!peri]urban!areas,!and!! 4.! The!process!that!led!developers!to!commit!to!waste!disposal!organizations!under!the!Vidange! MIMIN!business!model.!
(
Benin(publications(from(JanuaryaMarch(2019( Description( https://web.facebook.com/USAIDssd/photos/pcb. Post!on!the!supervision!services!delivered!by! 1497668477034182/1497655913702105/?type=3&t service! providers! in! the! Vidange! MIMIN!
heater( network!!
https://www.youtube.com/watch?v=pW5vBzDP3Ls A!microfinance!video!about!PEBCo! &feature=youtu.be&fbclid=IwAR1Bo9kAwS4HcIRl WUUANoTfFRVu2xqiJDhvAQiqPt01vYa ho50gIYBGUfY(
https://web.facebook.com/USAIDssd/photos/pcb. Post! about! the! USAID! delegation’s! visit! to! 1480170455450651/1480169528784077/?type=3&t mitigate!risks!related!to!the!WC!MIMIN! heater(
https://web.facebook.com/USAIDssd/photos/pcb. Post! about! the! joint! supervision! of! drain! 1497668477034182/1497655913702105/?type=3&t technicians! conducted! by! the! Minister! of! heater( Health,!USPAB!and!the!Cotonou!municipality!
https://web.facebook.com/USAIDssd/photos/pcb. Post!about!the!involvement!of!hygiene!officers! 1525360617598301/1525358267598536/?type=3&t from! hospitals! and! leaders! from! Water,! heater( Hygiene! and! Sanitation! intervention! communities! with! SSD! Benin! for! the! quality! control!of!toilets! ! ! !
! 53! ! ! ! LESSONS(LEARNED! ! 1.! Côte(d’Ivoire( ! •! To!ensure!total!customer!satisfaction!and!avoid!the!misuse!of!products,!it!is!important!for!the! team!to!monitor!entrepreneurs! in!building!products! and!involve!customers!in!the!installation! process!and!how!to!use!the!products.! •! Encourage!entrepreneurs!to!ensure!the!products!are!high!quality!and!do!not!include!customer! requests!that!do!not!respect!onsite!sanitation!standards.! •! The! technical! team! must! systematically! conduct! a! health! assessment! before! delivering! an! estimate!to!customers!who!do!not!take!specification!standards!into!account.! •! Support!the!sales!teams!with!promotional!campaigns.!Households!are!more!likely!to!buy!products! when!they!see!and!hear!the!messages!from!the!caravans!in!their!areas.!The!project!team!must! increase!promotional!campaigns!to!increase!sales.! 2.! Benin( ! 1.! Supply!chain!strengthening!! •! Establishing!a!control!mechanism!to!systematically!validate!construction!done!by!project! technicians!has!considerably!reduced!the!number!of!latrines!not!meeting!standards.! •! Using!smartphones!to!digitize!the!supervision!sheets!and!quality!control!under!DHIS2!has! greatly!facilitated!the!work!and!performance!of!technicians!in!the!field.! 2.! Finance! •! Other!factors!contributing!to!unpaid!loans!include!clients!who!lost!employment,!clients!in! poor!health!and!credit!agents!who!conducted!insufficient!follow!up!with!clients!due!to!being! overwhelmed!with!commercial!loans.! •! To!improve!the!efficiency!of!collection!activities,!a!collection!agent!must!be!involved.!When! this!activity!has!been!conducted!solely!by!the!sales!force,!it!has!been!unsuccessful.! •! However,!this!recovery!activity!helped!improve!relations!with!some!unpaying!clients!and! reiterated!the!requirements!of!receiving!a!sanitation!loan.! 3.! Ghana( ! 1.! Enforce!sanitation:! •! Initial!findings!from!the!sales!data!indicate!that!people!have!a!high!interest!in!the! construction!of!toilets,!but!it!is!not!often!backed!by!any!sense!of!urgency.!A!driver!that! encourages!people!to!close!the!deal!with!any!immediacy!is!lacking.! •! This!suggests!the!need!for!more!active!enforcement!of!sanitation!bylaws!to!encourage! landlords!to!build!toilets.!Although!the!team!plans!to!support!the!EHSD!in!sanitation! enforcement,!the!team!is!also!making!arrangements!with!the!EHSD!to!follow!up!on!TSA!visits! where!uptake!has!been!low.!
! 54! ! ! ! •! This!would!include!setting!daily!targets!for!environmental!health!officers!(EHOs)!to!conduct! follow]up!visits!that!could!include!a!one]month!moratorium!on!prosecution,!or!serving! notices!to!households!if!they!do!not!comply.! •! The!project!is!also!leveraging!its!relationship,!built!over!the!years,!with!Mr.!Watungo,!the! previous!head!of!EHSD!in!KMA!and!now!the!Regional!Environmental!Health!Director.!This! collaboration!would!help!facilitate!engagement!with!districts!and!seek!their!maximum! support.! •! The!team!will!schedule!visits!to!start!district]level!discussions!with!respective!EHSDs!and!roll! out!the!plan!in!the!coming!weeks.! ! !
! 55! ! ! ! PLANNED(ACTIVITIES(FOR(NEXT(QUARTER(! ! 1.! Côte(d’Ivoire( ! 1.! Continue!to!promote!sales.! 2.! Sign!orders!with!Town!Halls!in!the!project’s!target!areas.! 3.! Train!businesses/entrepreneurs!on!the!construction!and!installation!of!double!wells!in!three! new!cities!outside!of!Abidjan.! 4.! Finalize!the!branding!for!SaniPlus!companies.! 5.! Train!businesses!on!simplified!business!management.! 6.! Organize!a!meeting!with!community!leaders!and!volunteers!in!communes!outside!of!Abidjan!to! foster!demand!creation.!! 7.! Increase!the!involvement!of!sanitation!authorities!and!other!key!players!in!the!project’s! implementation.! 8.! Organize!awareness!campaigns.! 9.! Increase!the!amount!of!fecal!sludge!management!services!sold!through!the!call!center!and!aim! for!total!involvement!of!the!VTO!federation.! 2.! Benin( ! 1.! Supply!chain!strengthening:! •! Recruit!and!train!well!diggers!to!clean!WC!MIMIN!pits.! •! Train!and!retrain!masons!and!micro]entrepreneurs!on!the!WC!MIMIN!and!DVL.! •! Train!VTOs!on!secure!and!quality!draining.! •! Supervision!and!quality!control!of!latrines!and!accessories.! •! Test!new!and!affordable!superstructure!options.! 2.! Finance:! •! Follow!up!on!sanitation!loans!disbursed!to!households.!! •! Strengthen!CSCs’!capacity!in!evaluating!households’!solvency.!! •! Organize!an!exchange!workshop!between!the!dumpers!and!Orabank.!! 3.! Ghana( ! 1.! Promotional!activities:! •! Complete!start]up!community!durbars.! •! Continue!targeted!group!promotions.! •! Undertake!monthly!toilet!campaigns.! •! Relay!messages!on!compound!sanitation!via!community!information!center!announcements.! •! Conduct!community!outreach!on!bylaws.! 2.! Conduct!quarterly!quality!assurance!monitoring.! 3.! Map!toilet!construction.! 4.! Hold!quarterly!meetings!with!EHOs!from!all!10!municipalities!to!assess!the!demand!for! enforcement!work!and!set!targets!for!EHOs.
! 56! ! ! !