"Ntiwiteguye" Canke Ufise Ubwoba bwo Gutera Intambwe? Inzitizi 5 z’Ivyiyumviro zifunga Udushirahamwe duto duto mu "Karere k'Umwidegemvyo" tw'Imbere mu Gihugu

Mu gace k'inganda kari mu Ntara ya Bujumbura, uruganda rw'ibikoresho vyo mu mirima rwa Ruzima Agro-Tools Ltd (rwashingwa mu 2017) rwari rwarabaye inkuru nziza y'intsinzi mu karere. Binyuze ku mihora y'ikorwa yitondewe n'ivyuma vyatoranyijwe neza, kuva mu 2017 gushika mu 2023, Ruzima yabaye umufatanyabikorwa yizewe mu gutanga ibikoresho ku mirwi n'amasoko akomeye mu gihugu hose. Rukora mu buryo busanzwe bw'abakirimu — hakoreshwa ubumenyi bw'akarande, kugurisha ku bamenyerewe, no gushingira ku mafaranga yinjira imbere mu gihugu — uruganda rwarakomeje gukoresha imashini zaco ku murango na nijoro.

Ariko rero, ubwo ubukungu bw'igihugu bwahinduka, ibicuruzwa bihendutsi biva hanze bigakwira ku isoko, kandi ubushobozi bw'abaguzi b'imbere mu gihugu bugabanuka cane, intambara y'ibiciro yatumye Ruzima yisanga mu mpera y'urupfu. Mu gihe yaraba imashini zatanguye gufatwa n'umukungugu n'ikirere c'umwijuto mu ruganda, umushingantahe wagitanguje, Jean-Claude Ndayishimiye, yasohoye umwidegemvyo w'agahinda: "Ubuziranenge bw'ibikoresho vyacu burahambaye, ariko biragaragara ko bikeneye imyaka mikeyi. Igihe ishirahamwe rizokura, rigakomeza ubutunzi bwaryo, kandi tukaronka abakozi b'abategetsi b'inzobere, ni ho tuzotangira gutekereza ku vyerekeye kohereza ibicuruzwa hanze y'igihugu."

Inkuru ya Jean-Claude irerekana ukuri nyakuri kw'ibihumbi vy'udushirahamwe duto n'utwo hagati (SMEs) mu Burundi. Bafise ubushobozi bwiza bwo gukora n'ibicuruzwa bifise amakiriro menshi, ariko biha akato imbere mu "karere k'umwidegemvyo" tw'imbere mu gihugu kugenda kuragabanuka. Ivyiyumviro vyo "gutezimbere gushika twiteguye" bihinduka umugozi w'ivyiyumviro, bituma udushirahamwe dusigara inyuma mu marushanwa y'uburandazi bw'isi yose kandi bigashira mu kaga ko guhagarika uruhane rw'amafaranga igihe isoko ry'imbere mu gihugu rihagaraye.

Kubera Iki Inzitizi Nkuru Atari Amafaranga Canke Ikoranabuhanga?

Mu gihe abayobozi b'amasiramu babazwa impako batarashinga intambwe ku masoko mpuzamakungu, benshi bahita bashira urubanza ku bintu biboneka: ingengo y'imari y'agaciro gake, imashini zitaraheza gushika ku rwego rw'Uburayi, canke abakozi badafise ubumenyi bw'indimi z'abanyamahanga. Iyo nsobanuro iremera umutekano w'ibinyoma, ifasha abayobozi kwigiza inyuma intambwe yo kuva mu kibanza bamenyereye. Ariko rero, iyo umuntu asuzumye neza ibibazo vy'ukurongora, ubutunzi n'ikoranabuhanga biba ari ibikoresho bifasha gusa.

Uburyo bw'ingenzi bugenga ukuronka ubuzima n'ubushobozi bwo kwaguka kw'ishirahamwe ni ivyiyumviro vy'umuyobozi waryo. Ishirahamwe rishobora gushoramwo imiliyoni z'amafaranga mu kuvugurura inganda zaryo, ariko niba uburyo bwo kugurisha bugumije kuba ubw'ukwakira gusa, imashini zigezweho zizokoreshwa gusa ku mirimo yo gukorera abandi ku gaciro gake. Mu buryo butandukanye, umuyobozi afise ivyiyumviro mpuzamakungu azi neza uko yifashisha uburyo bwo kurongora bworoheje kugira ngo ahindure ubushobozi bwo guhindagurika intsinzi y'amarushanwa. Ubucuruzi bwa B2B mpuzamakungu cyangwa se ubuconco bwo muri interineti ntibitangira ku mitungo ikomeye, ahubwo bitangira ku munsi umuyobozi ahindura uburyo apima ubushobozi bw'ishirahamwe ryiwe bwite.

Ikosa rya #1: "Tegereza ko Ishirahamwe Rikura Cane Mbere y'uko Uhagarika mu Mahanga" — Umutego Utagira iherezo

Abayobozi benshi b'inganda bari mu mutego w'uko "inkoko n'igi": bemera ko ishirahamwe ritegerezwa kugera ku mafaranga menshi cyane no kugira inganda nini kugira ngo ribe rifite uburenganzira bwo kwegera abaguzi b'abanyamahanga. Iyi myitwarire ituma bata igihe ciza co kunonosora amafaranga yo gukora. Ukuri k'uburandazi bw'isi yose kwerekana ko ukwegera amasoko yo hanze ari inzira ngufi kuruta zose ifasha ishirahamwe kwagura urugero rwaryo, gukoresha uburyo bw'agaciro k'ubwinshi (economies of scale), no kuzamura ibisabwa mu micungirire.

Tugaruke ku rugendo rwa Kazoza Woodcraft Co., ishirahamwe ryatangiye ari agashami gato ko gutunganya ibiti mu Ntara ya Gitega. Kuva mu ntangiriro y'ikorwa, aho gutegereza kwegeranya ubutunzi buhagije bwo kwagura uruganda runini, abayobozi ba Kazoza bafashe iya mbere mu gutwara ibicuruzwa bikoreshwa mu gikoni vyakozwe mu biti kugira ngo babyereke abafatanyabikorwa mu Rwanda no muri Repubulika Iharanira Demokarasi ya Kongo. Ukwahangana kare n'amategeko akomeye y'amasoko mpuzamakungu yatoroshye kwerekana inyungu zihamye z'ifaranga ry'agaciro k'amahanga zo gusubiza mu mashini, ariko kandi byasabye ishirahamwe ryose kwubahiriza uburyo bwo kuyobora ubuziranenge. Ivyiyumviro vyo "kohereza hanze kugira ngo ukure" aho "gutegereza gukura kugira ngo wohereze" byahinduye uruganda ruto rw'ibiti ishirahamwe rikomakomeye.

Ikosa rya #2: Kwibeshya ko Bigasaba Gusesagura Amafaranga Menshi ku Rubuga rwa Interineti Kugira ngo Ugurishe Abanyamahanga

Abayobozi benshi baracafise ivyiyumviro vya kera ko kugera ku masoko mpuzamakungu bisaba gushoramwo imari ikomeye mu bikoresho vy'ikoranabuhanga bihenze cyane, kwubaka urubuga rwa interineti rukomeye cyangwa gusohora amafaranga menshi mu kwamamaza. Iyo ngorane y'amafaranga ahoraho ituma udushirahamwe duto duhindishwa umushitsi ku ntangiriro y'umushinga, bigatuma babona uburandazi mpuzamakungu nk'aho ari "umukino wo gusesagura ubutunzi."

Urugero rwa Rusizi Pottery & Handicraft, uruganda rw'abantu ku giti cya 2019 ruherereye mu Ntara ya Bujumbura Rurale, rwerekana neza uburyo bwo korohereza amafaranga yo kwegera isoko. Ntibashoye amafaranga menshi mu mbuga zibengerana ariko zitagira amakuru y'ukuri. Kubera bamenye ihindagurika ry'ukugura kw'isi yose kujana ku mbuga za B2B zo kuri interineti, bashyize hamwe mu kwubaka iduka rya B2B ryubahiriza ibisabwa: bagashyiramwo ibisobanuro vyose vy'ubuhanga, amafoto y'ukuri, hamwe n'amavidewo magufi yerekana uburyo bwo kugenzura ubushyuhe mu ziko. Mu 2022, ishirahamwe rikurikirana ibicuruzwa vyo mu nzu mu Budagi ryaraziburiye kandi rirasinya amasezerano yo kohereza ibicuruzwa afite agaciro ka 40.000 USD haciye igihe gito bemeje ubushobozi bw'uruganda ku rubuga rwa interineti. Abaguzi ba B2B mpuzamakungu muri iki gihe ntibashaka ubwiza bw'inyuma; icyo bakeneye ni ukuri kugaragara, ubushobozi nyabwo bwo gutanga ibintu, n'amakuru y'ibicuruzwa asobanutse neza.

Ikosa rya #3: Imitego y'uko "Abaguzi b'Abanyamahanga Bashaka Gusa Ibinini"

Ubwoba bw'agaciro gake burangwa mu batunzi b'inganda duto ni ukwibwira ko amashirahamwe manini agura ibintu ku isi yose yitegereza gusa inganda nini zishobora gutanga kontineri amajana ku kwezi. Uyu mushishino utuma udushirahamwe duto twikurira ku rutonde rw'amasoko mpuzamakungu batazi ko ibyo abanyamahanga bakeneye bitandukanye kandi ari vyinshi.

Inkuru ya Burundi Basketry & Weaving Cooperative iri mu Ntara ya Ngozi irasobanura neza iyi ngingo. Igihe yinjiye ku isoko ry'i Burayi, ntihisemo inzira y'amarushanwa mu bwinshi bw'ibicuruzwa cyangwa ibihendutsi cyane n'inganda nini. Bamenye ko amaduka akomeye y'imitako y'inzu mu Bufaransa na Suwede ahora yegera umugabane munini w'ingengo y'imari yabo ku bicuruzwa vyakozwe n'intoke bifite agaciro kadasanzwe, bisaba ubushobozi bwo guhuza n'ivyifuzo by'abakiriya (OEM/ODM) kandi bemera kugura mu mubare muke (MOQ) ukwiye. Inganda nini ziremereye ntizishobora guhuza n'ibi bicuruzwa bitandukanye kubera igiciro cyo gusubira guhindura imashini zazo. Mu kwerekana ko ari abafatanyabikorwa bashobora guhindagurika, bahawe amasezerano menshi yo kohereza hanze igihe kirekire afite inyungu nyinshi.

Ikosa rya #4: "Bitegerezwa Kuba Byuzuye 100% Mbere y'uko Utangira"

Ukwifuza ko ibintu vyose biba vyuzuye bihagije tutuma habaho "ugupfukamira mu gusesengura" (analysis paralysis). Amashirahamwe menshi amara imyaka myinshi yitegura gusa: bategereza uruhusha rwose rw'amahanga, kunonosora uburyo bwo kugenzura ubuziranenge bwa QA/QC gushika ku kantu gato cane, hanyuma bakabona gutekereza kohereza ingero z'ibicuruzwa. Mu isi y'uburandazi ihindagurika ubudake, iyi mibare yo gutinda isobanura ko ubemera guha amahirwe y'isoko abanyamarushanwa bihuta kuruta.

Inyigisho iva kuri Mwaro Agro-Processing Corp. mu nzira y'ibicuruzwa ku isi yose itanga ishusho nziza y'ukuvugurura kudahagarara. Igihe batangira ibiganiro n'ishirahamwe rikomakomeye ryo mu Burayi, Mwaro ntari afite uburyo bwuzuye cyangwa ngo buzuze ibisabwa vyose ku munsi wa mbere. Aho guhagarika umushinga kugira ngo batege, abayobozi bafashe ingingo yo kwakira udugero tw'ibicuruzwa duto, bakora kandi barikosora mu nganda zabo bakurikije amategeko y'ubuzima n'ibidukikije by'umufatanyabikorwa. Ubu buryo bwo "gukora no kunonosora" bwabafasha kuzamura ubushobozi bwihuta, kubona ibyangombwa bisabwa, kandi vuba cyane baba umwe mu batanga ibicuruzwa bitabwaho n'amahanga.

Ikosa rya #5: Ubwoba bw'Inzitizi z'Ubuvuzi n'Amategeko Mpuzamakungu Akomereye

Inzitizi z'amategeko, ibijyanye n'amakoro, uburyo bwo gutwara ibintu (Incoterms), ihindagurika ry'igiciro cy'ifaranga n'uburyo bwo kwishyura mpuzamakungu bikunda kwerekana ishusho iteye ubwoba mu mitwe y'abayobozi b'inganda duto. Ukubura kw'amakuru bituma bibeshya ko bagomba kwikorera no kumenya izi nzira zose zikomakomeye bonyine.

Urugendo rwa Tanganyika Coffee & Export Group mu kuzana ibicuruzwa biva mu mirima y'u Burundi ku isoko ry'isi rwerekana uburyo bwo gukemura ikibazo cy'inzitizi z'ubuhanga hakoreshejwe uburyo bw'imigenderanire y'ibinyabuzima. Mu minsi ya mbere yo kohereza hanze, abayobozi bahuye n'amategeko akomeye yo kugenzura ubuzima bw'ibicuruzwa, ubwato n'ibyago byo kutishyurwa. Aho kugerageza kwubaka ubutegetsi bwabo bwite bwo gukora vyose bonyine, bahisemo ubufatanyabikorwa n'abanyamwuga:

• Gushira mu maboko y'abanyamwuga b'ibikorwa by'amateme n'amatorero y'ubucuruzi (Forwarders) ibikorwa vyose.

• Gukoresha neza uburyo bwo kwishingira amafaranga nk'Ibaruwa y'Ubwishyu itahinduka (Irrevocable L/C) biciye muri za banki kugira ngo bakureho ibyago byo kutishyurwa.

• Kwiyambaza abanyamategeko b'ubucuruzi mpuzamakungu kuva mu ntangiriro z'ukwandika amasezerano.

Mu guhuza n'abandi banyamwuga mu nzira zose z'ubucuruzi bwo ku isi, ishirahamwe ryateye intambwe yo kwagura amasoko yaryo y'uburandazi mu bihugu birenga mirongo itanu. Ibi byerekana ko inzitizi z'ubuhanga atari iherezo ry'inzira, ahubwo ni ikibazo cy'ukuyobora imitungo yo hanze y'ishirahamwe.

Ukwimuka kw'Ivyiyumviro: Kuva kuri "Umuguzi w'Imbere mu Gihugu" gushika kuri "Umunyamahanga w'Uburandazi"

Impinduka zose ku mafaranga cyangwa ku bunini bw'inganda zigomba gutangira ku gusubiza hamwe ivyiyumviro by'abayobozi. Itandukaniro riri hagati y'"Umuguzi w'Imbere mu Gihugu" utagira ico akora n'"Umunyamahanga w'Uburandazi" ukora cane ntiri mu rugero rw'amafaranga, ahubwo riri mu buryo bwo gutekereza no gukora.

Ishirahamwe risanzwe ryo mu gihugu rihora rikorera ku buryo bwo gutegereza amasezerano y'abantu bamenyereye, rigashira umutima mu marushanwa yo kugabanya igiciro cy'ibicuruzwa no kwakira inyungu nke cyane kugira ngo imashini zikore. Igihe isoko ry'imbere mu gihugu rihagaritse, biroroha ko rigwa mu kaga kubera kwishingikiriza ku nzira imwe gusa yo kugurisha.

Mu buryo butandukanye, ishirahamwe rifise ivyiyumviro mpuzamakungu rizokwiyubakira ubuzima bwa interineti ku mbuga z'ubucuruzi z'isi yose, lifate kohereza hanze nk'uburyo bwo kunonosora ubushobozi bw'ukora no gukwiragiza ibyago by'isoko. Ntibatsindana mu giciro gito gusa, ahubwo bashira umutima ku kurenga agaciro biciye mu kuri ngenderwako zikoreshwa, kwishura vuba no guhuza ibicuruzwa n'ibyo abafatanyabikorwa bakeneye. Aho kubona ibyangombwa by'ubuziranenge cyangwa amategeko nk'ibintu bihenze, babibona nk'ishoramari rikenewe kugira ngo baronke "urupapuro rw'inzira" rw'amasoko yinjiza inyungu nyinshi.

Action Checklist: Suzunga Inzitizi z'Ivyiyumviro z'Ishirahamwe Ryawe

Ushaka kumenya niba ishirahamwe ryawe rigifungwa n'inzitizi z'ivyiyumviro, suzunga izi ngingo zikurikira:

• [ ] Ishirahamwe ryawe riratinza imigambi yo kwegera amasoko yo hanze mu rwego rwo gutegereza ko amafaranga y'imbere mu gihugu aba meza?

• [ ] Abayobozi bafite ukwizera ko ibicuruzwa bigomba kuba bifise ibyangombwa vyose by'amahanga mbere y'uko bohereza agacero k'igicuruzwa ku bafatanyabikorwa?

• [ ] Ishirahamwe ryiyumvira ko amafaranga yo kwegera no kuganira n'umuguzi B2B mpuzamakungu ahora arenze ingengo y'imari y'iyamamaza iriho ubu?

• [ ] Ishirahamwe ntirigeze ryitegura inyandiko y'ubushobozi (Company Profile) cyangwa ibikoresho vy'ubuhanga mu rurimi rw'Icyongereza kubera ko nta mukirimu wo mu gihugu wabisabye?

• [ ] Abayobozi bumva ko inzira z'amakoro, icyemezo cy'aho ikintu cyakorewe (C/O) n'ugutwara ibintu mu bwato bikomeye cyane ku buryo banze kwiga uburyo bworoshye bwo kohereza?

Niba ishirahamwe ryawe ryashyize akamenyetso kuri bibiri cyangwa birenze, ibyo byerekana neza ko inzitizi nkuru ihagarika iterambere ryawe itaturuka ku buziranenge bw'ibicuruzwa cyangwa ubushobozi bwo gukora, ahubwo iri ku bitekerezo bikomeza gufunga amaso y'umuyobozi.

Igihe Kirageze Gusenya Umutego w'Ivyiyumviro no Gufungura Urugi rw'Isi Yose

Udushirahamwe twinshi dutoyi tukibwira ko kugera ku isi ari inzozi zihenze zagenewe gusa amashirahamwe manini cane. Ariko rero, binyuze ku nkuru z'ukuri zivuye kuri Kazoza, Mwaro cyangwa Tanganyika, igisubizo caragaragara neza: Itandukaniro riri hagati y'ishirahamwe rifatiriwe mu ntambara y'ibiciro y'imbere mu gihugu n'ikirango cyiyizera gihagarara ku isoko mpuzamakungu ntiri mu bunini bw'inganda cyangwa ubwinshi bw'amafaranga, ahubwo riri ku munsi umuyobozi ahimba ubutwari bwo gusenya inzitizi z'ivyiyumviro vyiwe bwite.

Isoko ry'imbere mu gihugu rifise umwanya muto wo kubaho ntirigikiri "akarere k'umwidegemvyo" k'iteka. Ukutera intambwe yo kujya ku isi muri iki gihe ntikiri icyemezo "co gukora igihe ubonye umwanya" cyangwa "gutegereza ukura," ahubwo ryahindutse uburyo bw'ingenzi bwo kubaho mu kwirinda ibyago no kunonosora ubushobozi bwo gukora. Aho gukomeza gusubiza inyuma umugambi wo kwaguka kubera impamvu y'uko "ntiwiteguye," tangira uyu munsi mu buryo bworoheje: kunonosora inyandiko z'ubushobozi bw'uruganda, kwiga uburyo bwo gukoresha urubuga rwa B2B mpuzamakungu, no gufungura umutima ku mahirwe mato y'ukugerageza. Urufunguzo rwo gufungura urugi rw'isoko mpuzamakungu ntirwigeze ruba rwahindwe hanze — rurindiriye gusa ko wowe ubwawe uzungurusha inzugi uvuye imbere.