"IVYAMBA VYIZA NI ITIKE RYO GUPARIKA GUSA!": NTAWUMVA KUBERA IBIHARANJWA VYIZA N'IBIGURISWA BITO BITO BIGIKWIYE KWANKWA N'ABAGURIJI BO MU MAJANGA MASHINGA
Raporo z’igihe zerekana ingendo z’abagurizi ba B2B kw’isi yose (nka McKinsey B2B Pulse) zerekana ko ukuri, ubushobozi bwo kuganza ibiza, hamwe n’ukwizigirwa kw’ishirahamwe vyabaye inkingi z’imbere zigerako n’abakupishi bo mu mahanga imbere y’uko binjira mu biganiro vy’ibiciro canke ivy’ibicuruzwa. Imibare yo mu Rwanda na yo nyene yerekana ko naho amashirahamwe mato mato n'ayagati (SMEs) ashikira ku bwinshi bw’amasendera y’ubudandaji, agaciro k’ivyo yohereza hanze kakiri hasi cane kubera kubura ubushobozi bwo kugirana ubudandaji bwa B2B n’abanyamahanga ku buryo butaziguye.
Iyo ngorane iraboneka neza mu nkuru y’ishirahamwe Buja Precision Engineering ryashingwa mu 2018 mu ntara ya Gitega. Mu mwaka wa 2022, ryohereje ibicuruzwa vy’ivyuma bikozwe mu buryo buhanitse cane ku isoko ry’Ubudagi (Germany) ku biciro biri hasi y’ibindi bihangana ku kigero c’ijana ku 15 (15%), ariko ryakirwa n’ukwanka gukomeye kubera ryabuze ivyemezo vya ISO 14001 hamwe n’urupapuro rwerekanira ubushobozi bw’ishirahamwe rworoheje cane. Biturutse ku kwibanda ku kunagura ivyemezo mpuzamakungu hamwe n’inzira za B2B mu 2023, ishirahamwe ryaje gutsinda mu 2024 guca amasezerano y’ukurungika ibicuruzwa ku buryo butaziguye ku mafarangaangana na miliyoni imwe n’igice z’amadolari y’Abanyamerika (USD 1,5 million) mu Buraya.
Ico kibanza kirerekana neza ko ku kibuga mpuzamakungu, umunezero w’ibicuruzwa vyiza ari "itiike yo guparika gusa" kugira ngo winjire ahabereye ihiganwa, ariko ukwizigirwa kw’ishirahamwe muri B2B n’ubushobozi bwo guhererekanya amahera n’ibicuruzwa ku rwego mpuzamakungu ni vyo rufunguzo nyamukuru rwo gufata amasezerano y’igihe kirekire.
Umutego wo Kwibaza ngo "Ikintu Gihebuje Kirimenyekanisha Ubwaco" n'Uko Isoko Mpuzamakungu Rimeze
Abanyamwuga benshi b’abacuruzi mu Burundi baracibandaye mu buryo bwa kera bwo kugurisha: kwibaza ko ikintu nikiba ciza kandi gifise igiciro gito, abagurizi bo mu mahanga bazoca biyinukira. Ariwo mugambi, isoko ryo hanze rya B2B rigendera ku nzitizi zibiri zikomeye zo mu mutima w’umuguzi: ukutaringanira kw’amakuru (Information Asymmetry) n’ubwoba bwo kugwa mu gihombo (Risk Asymmetry / Risk Aversion).
Umugurizi mpuzamakungu yicaye ku bilometero bitari bike aba yitaye ku mutekano w’amafaranga yiwe kuruta ikindi cose. Ntashobora kuza gusura ishirahamwe ryawe buri musi, ntashobora no gufata mu ntoki canke kuryohererwa n’ibicuruzwa imbere yo gutanga amafaranga y’intango. Ku bwiwe, uwugurisha mushasha wese aba yifitemo ibyago vy’ugukererwa, ingorane z’amategeko, canke ukugabanuka k’ubwiza bw’ibicuruzwa hagati y’akarorero n’ibyo baje kurungika vyose uko ari vyose. Ku bw’ivyo, iyo ahuye n’ugushidikanya, umugurizi ntatora uwugurisha afite ibicuruzwa bihendutse cane canke vyiza cane kuruta abandi, ahubwo atora uwumutera umutekano n’ubwishingizi bw’uko nta ngorane azohura na zo.
Ivyabaye kuri Rusizi Agro-Processing (yashinzwe mu 2016 mu ntara ya Cibitoke) ni isomo rikomeye kuri uwo mutego w’imyumvire. Mu 2021, ishirahamwe ryashoye imari mu mashini zigezweho zo gukakaza imineke yagenewe koherezwa hanze y'igihugu. Naho uburyohe n’ubwiza bw’iyo mineke vyari biri hejuru cane, igihe bariko baragerageza kwinjira mu maduka akomeye mu Buyapani (Japan), batowe ako kanya. Uwaserukiye Ubuyapani yababwiye ko naho imineke iryohera cane, ishirahamwe ritashoboye kwerekana uburyo bwo kugenzura ubushuhe bw’ibiribwa mu gihe nyaco (real-time moisture control) be n’ukubura ivyemezo bizwi nka GlobalGAP. Kwibanda gusa ku buryohe no kwirengagiza uburyo bwo kwirinda ingorane mu mirimo vyatumye Rusizi Agro-Processing ihomba amasezerano ya USD 500.000 yahawe n’uwundi ahiganwa na we wo muri Tayilandi yari afite umuneke uri ku rugero rwo hagati ariko afise uburyo bukomeye bw’ivyemezo vy’ubuziranenge.
Kubera Iki Ubwiza bw’Ibicuruzwa Ari "Itike yo Guparika Gusa" mu Biganiro?
Mu bucuruzi mpuzamakungu, ubwiza bw’ibicuruzwa bufatwa nk'itegeko ry’ifatizo. Abagurizi b’abanyamahanga bafata ko kuba ibicuruzwa vyubahiriza ibisabwa n’ubuhanga bwa tekinike ari ibintu bidakwiye no kuvugwako imbere y’uko bugarura impapuro z’ibiciro. Ubwiza bwiza bufasha gusa ishirahamwe kuba ryemererwa kwakira ubusabe bw’ibiciro (RFQ), ariko ntibwemeza ko bazoca bagirana amasezerano y’ukuri.
Isoko ryerekana ko abagurizi benshi bo mu Bushinwa, mu Buhindi, canke mu bindi bihugu bashobora gukora ibicuruzwa bisa neza n’ivyawe ku biciro biri hasi cyane. Muri ico gihe, ubushobozi bw’ibanze bw’uwurungika ibicuruzwa hanze bwa B2B ntibuba bukiri ku bicuruzwa nyir’izina, ahubwo buba buri ku bushobozi bwo kwerekana ukwizigirwa n’ukuri mu mirimo yose ikorwa.
Ese Abagurizi b’Abanyamahanga Bitaho Iki Kidahuye n’Ubwiza bw’Ibicuruzwa?
Mu gihe bariko barasuzuma uwundi mugenzi w’ubucuruzi bafatanije, amashirahamwe akomeye yo mu mahanga asuzuma mu mizi ibice bitanu vy’ubushobozi bw’imirimo:
Icyubahiro c’Amategeko n'Amateka y’Akazi: Imyaka ishirahamwe rimaze mu bucuruzi, ubunini bw’aho bakorera, ubushobozi bw’amafaranga, n’urutonde rw’abandi bafatanyabikorwa basanganywe.
Uburyo bw’Ivyemezo n’Ubwubahiriza bw’Amategeko: Ivyemezo ngenderwako bisabwa ku isoko runaka (nka FDA, CE, ISO) hamwe n’amategeko ajanye n’ubuzima bw’abakozi n’ibidukikije (nka ESG, BSCI, SMETA cyangwa FSC).
Ubushobozi bwo Kuvugana muri B2B ku buryo bw’Umwuga: Umuvuduko wo kwishura ubusabe bwa RFQ (urugero mpuzamakungu ni munsi y’amasaha ane), ukuri mu makuru yatanzwe, n’ubushobozi bwo gutanga inama z’ubuhanga mu rurimi rw’abanyamahanga.
Ubuyobozi bw’Ibiza n’Uburyo bwo Kwishyura: Ukworohereza mu gukoresha uburyo bwiza bwo kwishyura nka L/C (Letter of Credit) zidakwirikiranwa, n’ukumenya neza Incoterms (FOB, CIF, DDP).
Ubushobozi bwo Gutunganya Ibisabwa n’Urugendo rw’Ibintu (Logistics): Uburyo bwo gupfunyika bwemewe mu ngendo zo mu mazi no mu kirere, ubushobozi bwo gukora ku rugero rwinshi rushoboka (Capacity), n’igihe nyaco co gushikana ibintu (On-Time Delivery).
Icerekana neza uguteza imbere ubushobozi bw’imirimo kugira ngo utsindire abagurizi b’abanyamahanga ni inkuru y’ishirahamwe Kigali Garments & Textiles ryashinzwe mu 2015 mu mbuga ya Kicukiro. Imbere y’umwaka wa 2023, uruganda rwakira gusa akazi ko gukorera abandi ba karasi baciye hagati, amafaranga yungukwa atagera kuri 5%. Bumvise ko iyo nzira idateye imbere, abayobozi bakuru bafashe ingingo yo guhindura vyose ku buryo bukomeye: bashinze umugwi w’abacuruzi bo hanze bashobora kwishura ubusabe bwa RFQ 24/7 mu rurimi rw’Icongereza n’Igifaransa, bashyira mu buryo bw’ikoranabuhanga uruganda rwose biciye kuri Virtual Factory Tour, kandi bemera uburyo bw’ukwishura bwa L/C bworohereza abakiriya. Kubera iyo mpinduka mu bushobozi bwo kugurisha n’ukuri kudasanzwe, hagati mu 2023, ishirahamwe ryatsinze andi mashirahamwe atanu kugira ngo risine amasezerano yo kurungika imyambaro y’akazi ifite agaciro ka miliyoni 1,2 z’amadolari y’Abanyamerika n’iduka rikomeye mu Bufaransa (France) batabanje kugabanya igiciro na gito.
Inkingi Ine Z’Ukwizigirwa Mpuzamakungu Zifasha Amashirahamwe Gusohokera mu Mahanga
Kugira ngo usohoke mu mutego w’imirimo yo hasi yo gukorera abandi kandi wiyizere ku isoko mpuzamakungu, ishirahamwe rikeneye inkingi zikomeye zine z’ukwizigirwa:
Product Quality (Ubwiza bw’Ibicuruzwa): Kwemeza ko 100% y’ibicuruzwa birungikwa hanze bifite ubwiza bumwe kandi bunoze, no kugabanya amakosa ku rugero ruto cyane rushoboka.
Business Credibility (Ukwizigirwa kw’Ishirahamwe rya B2B): Amategeko asobanutse, urupapuro rw’ubushobozi rw’ikitegererezo, ukugira ivyemezo mpuzamakungu vyuzuye, hamwe n’ukuba maso igihe cose ku isuzumwa ry’uruganda (Buyer Audit).
Brand Story (Inkuru y’Ikirango): Ukugaragaza neza agaciro k’ibicuruzwa, ikintu kidasanzwe zifite (USP), hamwe n’ukwihebora ku bintu bijanye n’imico n’ibidukikije.
Transaction Capability (Ubushobozi bwo Kugurana no Kwishyurana ku Rwego Mpuzamakungu): Inzira zinoze za B2B, uburyo bwiza bwo gutanga ibiciro, n’ukumenya amategeko y’abapakira n’ay’abanyamahanga.
Umunutsiko w’intsinzi w’ishirahamwe Rwanda Pottery & Art Crafts ryashingwa mu 2019 mu karere ka Rutana ni akarorero keza k’ukuntu izo nkingi zine zakoreshejwe neza. Mu ntango, ryari uruganda rw’ubugumba rw’intamenya rwatewe n’ingorane igihe isoko ryo mu gihugu ryari ryugaye. Kubera kubona akamaro k’isoko ryo muri Amerika n'Uburaya mu bijanye n'imitako yo mu ngo, kuva mu 2023 umushingantahe Jean Bosco Ndayisenga, ari na we washinze ishirahamwe, ntiyagarukiye gusa ku kunagura imibumbiro y’ibinyoro, ahubwo yubatse "ingabo y’ukwizigirwa". Ishirahamwe ryashyize mu buryo bw’ikoranabuhanga urupapuro rw’ubushobozi mu ndimi zitatu (Icongereza, Ikidage, n'Ikiyapani), ryuzuza ivyemezo vya BSCI ku bijanye n’abakozi, maze rishyira ibicuruzwa ku mbuga z’ubudandaji mpuzamakungu zikomeye za B2B. Igihe abagurizi bo muri Amerika bashidikanya ku bushobozi bwabo bwo gukora ibintu vyinshi rimwe na rimwe, Jean Bosco yemeye kwerekana ibiri mu ruganda mu buryo bwa muziki w’amasosiyete (livestream) kugira ngo yerekane uko bugenzura ubuziranenge (QA/QC). Kubera guhuza ubwiza bw’ubugeni bwa kera n’ubushobozi bwa none bwa B2B, amafaranga yinjijwe n’ibicuruzwa byoherejwe hanze na Rwanda Pottery mu 2024 yiyongereye ku kigero c’ijana ku 250 (250%), bituma ibicuruzwa vyabo bishika mu bihugu birenga cumi na bitanu (15).
Ingamba Zifatika ku Mashirahamwe y’Abarundi Ashaka Gusohokera mu Mahanga
Kugira ngo umuntu ahindure ubwiza bw’ibicuruzwa bibe amasezerano y’ukuri y’amafaranga, abanyamwuga b’inganda bakeneye gufatira hamwe izi ntambwe zine z’ingenzi:
Gutunganya neza Agasanduku k’Ubudandaji ka B2B ka Mpuzamakungu: Gushora amafaranga mu gushushanya urupapuro rw’ubushobozi (Company Profile), katalogi za B2B, na Video za Video Tour y’uruganda mu ndimi zikenewe n’uburyo bw’ubudandaji bw’abanyamahanga.
Kuzamura ku bushake sisitemu y’ivyemezo: Gusuzuma ibisabwa mu vy’ubuhanga ku isoko ugenewe kugirango wuzuze impapuro zisabwa n’iterambere rirama.
Gutanga Inyigisho ku Batanga Ibicuruzwa Hanze (Export Sales): Kongera ubumenyi bwo kuganira m