KUGURISHA MUKOBA NTIKIKIRI UMUGISHA W' "IBIHANGANGE" GWOSA: INGENE IBIHUBI BITOTO BIRIROKO BIKABURA URUHARA RW'ISOKO MPUZAMAHANGA
Iyo havuzwe ivyerekeye gusohora ibintu mu makungu, abantu baciye bipfuma bazirikana ibipaki binini vy'ibicuruzwa vy'amasosiyete akomeye y'ibihangange nka Samsung, mugabo n'umunoho wo kudandaza wambuka imbibe wa Amazon. Ibi "bihangange" vyahoze bifise umugabane wose w'isoko mpuzamahanga bivuye ku nfashanyo y'amamiliyoni menshi y'amafaranga n meza y'amahinguriro afise ubwaguke bw'amahegitari mirongo.
Nyamara, ukuri kuryana kumpande kuriko kuraba: N’ibihangange nka Samsung na Amazon biriko biratungwa no kubona umugabane wabo w’isoko ryo gusohora ibintu mu makungu ugenda urakaburwa n’ibihubi bitoto n’ibiciriritse (SMEs) ibihumbi n’ibihumbi.
"Ibicuruzwa vyanje bifise ubuziranenge busanzwe, mbere no kubigurisha mu makungu birashoboka?" - Ng'uko uko abatware b'amahinguriro n'ibihubi bitoto vyahoze vyibaza, ariko abenshi bakaza baraca mu ruhande kuko baba bagira ngo gusohora ibintu mu makungu ni "urukino" ruhenze cyane rutari mu bushobozi bwabo.
Ukuri kw'ubunero kumeze ukundi kure. Ukwongerekana kw' Global Selling (Kugurisha mukoba), inyubako z'uburyo bwo gutwara ibintu mu buryo bwiza n'ubudandaji bwo kuri internet bwambuka imbibe vyasambuye rwose intambamyi z'ubwaguke. Ukuri ni uku: Ntukenera kuba Samsung ya kabiri, eka ntitukenera inyubako y'uruhangange y'ibimetero ibihumbi cyangwa amamilions menshi y'amafaranga ngo ube ushobora gusohoka mu makungu. Uruhangange rugizwe n'abakozi mirongo mike gusa rushobora kwishurwa ku buryo bw'imvaho no "kuronka" umugabane w'isoko ryo gusohora ibintu mu makungu niba rwamenye inzira y'ukuri.
Ikibazo gihambaye muri iki gihe ntitukiri "Mbese birashoboka?", ahubwo ni: "Uroko uzi ingene utangura?".
Kubera iki kera gusohora ibintu mu makungu vyahoze ari "ikibuga c'abantu bakuru" gusa?
Ngo twumve kubera iki ubu ibihubi bitoto bishobora "kuronka" mu buryo bworoshe umugabane w'isoko mpuzamahanga mu minwe y'amasosiyete y'ibihangange, dutegerezwa kuraba imvo zatumye gusohora ibintu mu buryo bwa kera buba intambamyi ikomeye kera.
Muri gahunda y'ubudandaji y'imyaka mirongo iheze, intambamyi z'ukwinjira mu isoko mpuzamahanga zari zihenze cyane kandi zigoranye ku bihubi bifise igitoro gito:
Igiciro cyo gushika mu isoko kirahenze: Ibihubi vyategerezwa kuguruka mu makungu kugira ngo bijye mu bisanzwe vy'ubudandaji (trade shows), kuhahemba ibiro biba mu bindi bihugu cyangwa inzira z'abahuza.
Imyiterere y'ikori n'uburyo bwo gutwara ibintu biragoye: Gusohora ibintu mu buryo bw'amashirahamwe bisaba impapuro nyinshi n'uburemere bw'ibicuruzwa bipimwa mu bipaki bishitse (FCL - Full Container Load).
Icungamungo ry'uburyo bw'amafaranga riri ku rugero rwo hejuru: Uburyo bwa kera bwo kwishura mu makungu nka Letter of Credit (L/C) busaba ubushobozi bw'amategeko n'amafaranga bukomeye bukorwa neza n'amasosiyete manini gusa.
Ubudandaji mpuzamahanga bwagutse gute mu gihe c'era cya Global Selling?
Ukwongerekana kw'itekinoroji y'amakuru n'inyubako z'uburyo bwo gutwara ibintu mu makungu mu myaka 10–20 iheze vyahinduye rwose amategeko y'urukino, bihina isoko mpuzamahanga kuba isi irimbonera ku bihubi bitoto n'ibiciriritse (SMEs):
Ukwongerekana kw'imbuga z'ubudandaji bwo kuri internet bwambuka imbibe: Ukubaho kw'imbuga z'ubudandaji za B2B (Alibaba, Global Sources) na B2C (Amazon, Etsy, Shopee International) gufasha amahinguriro matoto gushika mu buryo bw'imvaho ku baguzi (buyers) amamiliyoni n'amamiliyoni mu makungu ku kurembuza intoke gusa.
Ukutwara ibintu mu buryo bwiza n meza y'igiciro: Imirimo y'ibipaki bitoto (LCL - Less-than-Container Load), ukurungika ibintu mu buryo bw'inyaruka mpuzamahanga n'ibibanza vy'ububiko bwambuka imbibe bifasha kurungika utupaki tutoya (mbere n'agacuruzwa 1) mu makungu ku giciro gito cane.
Kwishura mu buryo bwizigirwa n'ubumwe: Inzira z'ukwishura kuri internet n'uburyo bwo gukingira ubudandaji (nka Trade Assurance) bikuraho ibyago byo gutabwa cyangwa kutabona amafaranga, bikazana ukwizigirwa kumpande zose hagati y'umuguzi n'umudandaza naho boba bataranahura.
Ukuri muri iki gihe: Muri iki gihe, n'ishirahamwe rito ryo mu Burundi rifise abakozi nka mirongo itatu canke mirongo ine gusa rirashobora kwicara mu biro vyaryo i Bujumbura canke i Ngozi, rikerekana ibidandazwa vyaryo ku baguzi bo muri Leta Zunze Ubumwe za Amerika, Ubuyapani no mu bihugu bitandukanye vy'Uburaya biciye ku nama zo kuri internet no ku ma plateforme ya B2B. Rirashobora kuganira ku masezerano, kuyasinya hakoreshejwe uburyo bwa digitale, no kwakira amabwirizwa y'ibidandazwa akwiranye n'ubushobozi bwaryo, ata ngombwa yo gutangura rifise ubushobozi bwo kohereza amaconteneurs menshi. Muri iki gihe, gukoresha neza ubuhinga bwa none, kwubaka icizere no kwitaba neza ivyo isoko mpuzamakungu rikeneye ni vyo bituma n'ishirahamwe rito rishobora guhiganwa no gutsindira amasoko yo kw'isi.
Imiterere 5 yoroshe y'ukugurisha mukoba ku bihubi bitoto n'ibiciriritse (SMEs)
Muri iki gihe, ibihubi bitoto n'ibiciriritse birashobora kwinjira mu isoko mpuzamahanga bivuye mu miterere itandukanye kandi yoroshe y'ukugurisha mukoba (global selling):
OEM yo ku rugero rwo hejuru rwitonto (Original Equipment Manufacturer): Kwemera gukora ibicuruzwa nk'uko umuguzi yabishaka ku bwinshi bwa gito bumwe n'ubundi (MOQ).
ODM (Original Design Manufacturer): Kwiyungunganya gukora ibicapiro vy'ibicuruzwa n'ukubigurisha mu masosiyete y'amahanga akabijyako ibirango vyayo.
Private Label (Ikirango giti): Gukora ibicuruzwa vyinshi bivangiwe nk'uko abagurisha ku imbuga nka Amazon na Etsy babisaba.
Cross-border eCommerce (Ubudandaji bwambuka imbibe kuri internet): Kugurisha ibicuruzwa mu buryo bw'imvaho kuva mu mahinguriro y'i Vietnam kumpande z'umuguzi wa nyuma muri US, Buraya, na Japan.
Direct-to-Consumer (D2C): Kwiyubakira urubuga rwo kugirishirizako (Shopify) ruriko n'uburyo bwo kumenyekanisha ibintu ku mbuga nganyambaga ngo ushikire abaguzi bo mu makungu.
Inyigisho ngirakamaro: Kuva ku ruganda ruto rutunganya ikawa i Ngozi gushika ku masoko mpuzamakungu
Reka turabe akarorero ka Ikawa Nziza Burundi, uruganda rutoyi rutunganya ikawa rwatanguriye i Ngozi mu 2016.
Ntibari ishirahamwe rinini rifise imiliyaridi y'amafaranga, kandi ntibari bafise inganda nini canke amatongo manini yo gutunganyirizamwo umwimbu. Mu ntango, bari ishirahamwe rito rifise abakozi bake, rikorera ahanini isoko ryo mu gihugu, aho ryahiganwa cane n'amasosiyete asanzwe azwi mu bucuruzi bw'ikawa.
Ariko uko ubudandaji bukoresheje internet hagati y'ibihugu bwagenda buratera imbere, hamwe n'uko abaguzi bo mu mahanga barushiriza kurondera ikawa y'umwihariko kandi ifise inkomoko izwi, ubuyobozi bw'iryo shirahamwe bwabonye ko hari akaryo ko gushika ku masoko mpuzamakungu. Aho gufata amadeni menshi kugira bubake inganda nini, bahisemwo gushira inguvu mu gutunganya neza ico bari basanzwe bakora neza: guhingura ikawa yo ku rwego rwo hejuru iva ku bahinzi bo mu Burundi, kuyongerera agaciro biciye mu gutunganya neza, no kuyipakira mu buryo bugezweho bushobora guhiganwa ku masoko yo hanze.
Barongeye bashira imbere iyubahirizwa ry'amabwirizwa mpuzamakungu yerekeye ubuziranenge n'umutekano w'ibifungurwa, bararonka ivyemezo bikenewe nka ISO n'ibindi bisabwa n'amasoko atandukanye, bubaka ishusho y'umwuga ku mbuga za internet, kandi batangura gukoresha ama plateforme ya B2B kugira bahure n'abaguzi mpuzamakungu no kwitabira porogarama zifasha guteza imbere ivyoherezwa hanze.
Iyo ngendo y'iterambere ryitondewe yabazaniye ivyiza vyinshi. Batarinze kuba ishirahamwe rinini, bashoboye kohereza ikawa yabo ku masoko asaba ubuziranenge bwinshi nk'ay'Ubudagi, Ububiligi, Ubufaransa, Leta Zunze Ubumwe za Amerika n'ibindi bihugu, bituma amafaranga ava mu mahanga aba kimwe mu bituma ishirahamwe rikura.
Iyi nkuru irerekana neza ko kugira ngo ishirahamwe rigurishe ibidandazwa vyaryo ku rwego mpuzamakungu, ntiryategerezwa kuba rinini. Ico bisaba ni gukoresha neza ubuhinga bwa none, kwubaka icizere, no gutahura neza ivyo isoko mpuzamakungu rikeneye.
None abaguzi mpuzamakungu barondera iki mu bo bazokorana?
Inkuru y'iri shirahamwe irerekana ko ubunini bw'ishirahamwe atari bwo bugifata ingingo ya mbere. Muri iki gihe, abaguzi bo mu mahanga baca irya n'ino baraba ibintu bifatika kuruta ubunini bw'uwutanga ibidandazwa.
Ibintu baha agaciro cane ni ibi:
Ubuziranenge bw'ibidandazwa budahinduka.
Kubahiriza amategeko n'ingingo mpuzamakungu.
Kwishura vyihuse no kuvugana mu buryo bw'umwuga.
Gutanga ibidandazwa ku gihe cemeranyijwe.
Uguseruka neza mu biciro no mu masezerano.
Ubushobozi bwo kwubaka ubufatanye buramba.
Izina ryiza n'icizere mu bucuruzi.
N'ishirahamwe rito, iyo rikora kinyamwuga kandi rikubahiriza ivyo ryemeye, rishobora kwizigirwa kurusha ishirahamwe rinini ritihuta kwishura canke ridashobora guhuza ibikorwa n'ivyo abakiriya bakeneye.
Inzira y'intambwe 5 yo gufasha ibihubi bitoto gushika mu gusohora ibintu mu makungu
Aho kugerageza gufata inguzanyo yo kwagura ubwaguke mu ntango, ibihubi bitoto bikwiye gutunga ubushobozi bwabo muri iyi nzira yoroshe:
Gufasha ubushobozi bw'imbere: Kumenya ko uburyo bwo gukora bwama buhagaze neza ngo ubuziranenge bw'ibicuruzwa bube bumwe mu bipaki vyose.
Kwubaka ukubaho ku mbuga (Digital Presence): Gushira amafaranga mu rubuga rwa internet muri Cwongereza rushitse, ikoraniro ry'ibicuruzwa ryiza n'ishusho y'ikihubi mu buryo bw'imvaho.
Kugeza inzira z'ubudandaji bwambuka imbibe: Gushira ibicuruzwa bikuru ku mbuga mpuzamahanga za B2B/B2C ku rugero rwitonto ngo utange igihamya cy'ineza y'isoko.
Kwitaho ku bumenyi bw'umuguzi: Kwishura ibikenerwa n'abaguzi n'ingoga, mu buryo bw'ubunyamasomo n'ukuba witeguye gutunganya ibicuruzwa bisunze ivyiyumviro vyo kuguha.
Gutunganya amategeko y'intango: Kurondera n'ukutegura impapuro z'amashirahamwe zizeye ku isoko ryo gushikako (nka CE ku Buraya, FDA ku Biporoporo).
Kugurisha mukoba (Global selling) vyahindutse biva mu urukino rw' "ibihangange" gusa bijya mu ikibuga cy'uburinganire ku bihubi vyoroshe, bifise ubwenge n'uburyo bwo gukoresha itekinoroji. Ubwaguke gito ntitubera intambamyi, ahubwo ni ingirakamaro igufasha gukora n'ingoga, kumenyera neza n'ukutahukira isoko mpuzamahanga mu buryo bwiza.