【全非资讯·肯尼亚】 肯尼亚：Finance服务应契合客户的实际

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Watu Kenya国家经理Damien Gueroult表示，服务传统银行体系之外的客户，首先要理解他们的收入来源、融资用途以及实现可持续放贷的条件。\n\n当Damien Gueroult谈到boda boda（摩托车出租车）骑手时，他首先将其描述为企业家。\n\n我们的客户实际上是企业家。这不是消费贷款，Watu Kenya国家经理Gueroult表示。当你与boda客户交流时，这一点非常明确：这是他们的生产工具，是他们创收的方式。\n\n这种区分塑造了他对更广泛资产融资的看法。Watu的许多客户按日获得收入，而不是在每个月底领取固定薪水。他们的收入会随着需求、天气以及能够工作的时间长短而波动。许多人也是第一次接触正规信贷。\n\n你不能指望非正式行业的客户像传统银行客户那样行事，Gueroult说。收入不稳定，大多数人没有医疗保险，许多人按日计酬。我们的业务实践必须反映这一点。\n\nGueroult于今年接管Watu的肯尼亚业务，此前他曾领导该公司在乌干达的运营。在这两个市场中，他说最重要的经验之一是从客户的实际收入和资产使用方式出发，而不是期望他们去适应围绕受薪借款人设计的融资模式。\n\n这影响了还款结构和客户支持，也改变了对资产本身的理解。\n\n智能手机是Gueroult自身的想法发生转变的一个领域。

Kenya: Finance Should Work Around How Customers Actually Earn, says Watu Kenya



原文原文 / Original Text

Watu Kenya Country Manager Damien Gueroult says serving customers outside traditional banking starts with understanding how they earn, what they use financing for and what it takes to lend sustainably.

When Damien Gueroult talks about boda boda riders, he describes them first as entrepreneurs.

"Our clients are effectively entrepreneurs. It's not a consumption loan," says Gueroult, Watu Kenya's Country Manager. "When you speak to a boda client, it's very clear: this is their tool of trade, this is how they generate income."

This distinction shapes how he thinks about asset finance more broadly. Many of Watu's customers earn daily rather than receiving a fixed salary at the end of each month. Their income can shift depending on demand, weather and how much they are able to work. Many are also accessing formal credit for the first time.

"You can't expect clients in the informal sector to behave like clients in the traditional banking sector," Gueroult says. "Income is erratic, most don't have medical insurance, and many earn daily. Our practices have to reflect that."

Gueroult took over Watu's Kenya business this year after previously leading its operations in Uganda. Across both markets, he says one of the most important lessons has been to start with how the customer actually earns and uses the asset, rather than expecting them to fit a financing model designed around a salaried borrower.

That affects repayment structures and customer support. It also changes how the asset itself is understood.

Smartphones are one area where Gueroult says his own thinking shifted.

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