Mobile Phones: New Market Tools for the Poor

Bangladesh’s poor can now buy and sell goods and services with their mobile phones, thanks to a Bangladeshi company’s pioneering mobile phone marketplace. The company, CellBazaar, serves as a useful role model for other Southern entrepreneurs and companies looking to develop and market mobile phone applications for the poor that really help them.

CellBazaar is simple to use: A user begins the process by texting the word “buy” to short message (SMS) code 3838. They then are offered a list of all the items for sale and scroll through them to find what they want. When they have found something, they send another SMS. In response, an SMS comes back telling the seller’s phone number. And from that point, business is underway between the buyer and the seller.

“It’s a far more efficient way of finding things. In the past you have to go to newspapers, magazines, and find the best match,” founder Kamal Quadir told MobileActive.

The categories run from used cars and motorcycles, to new laptops, agricultural products like corn, chickens and fish, educational tutors, jobs, and places for sale and rent.

Quadir said he had the idea for CellBazaar when he was a graduate student at MIT, the Massachusetts Institute of Technology in the United States.

“I was surrounded by technologically sophisticated people,” he said. “I saw all this technological possibility and heard one top-notch scientist mentioning that a very cheap mobile phone had the same capabilities as a NASA computer in 1968. A country like Bangladesh has 35 million NASA-type computers, and most importantly, they’re in people’s pockets.”

Quadir saw all this power going to waste, and realized how business was being held back by the lack of information. Absence of market intelligence – or what is available for sale and what is a good price – was a big impediment to more profitable and efficient business transactions.

Quadir first created the idea at MIT Media Labs and eventually signed a contract with GrameenPhone. CellBazaar launched in July of 2006, and, after a year of beta testing, the team started to actively market the service in August 2007.

CellBazaar can also be accessed through its website. This has the advantage of making what is a very local market an international market.

Partnering with GrameenPhone, Bangladesh’s leading telecommunications service provider with more than 18 million subscribers, had its advantages. With 60 percent of the Bangladesh market, “their network is larger than others,” Quadir said.

Just as web applications like Google and the powerful social networking website Facebook (www.facebook.com) transformed the way people work and socialize, so CellBazaar has needed to encourage a change in behaviour for it to work. At first, people didn’t think they had anything worth selling, or that they could use the text messages to connect to a marketplace.

“In the past, a rural village person couldn’t even imagine that they wanted to sell something and the whole world would be willing to buy it,” Quadir said. “The biggest challenge we have is people blocking that audacity and courage.”

To date, over 1 million people have used the service out of a country of 150 million people. “Fundamentally the real issue is about changing people’s patterns,” he said. “But once they learn how to use it, people start doing it really frequently.”

The CellBazaar experience also shows how critical clever marketing is to business success. The company has been marketed through tastefully designed stickers placed in the windows of cars, taxis and microbuses — ubiquitous and continuous publicity for low cost.

CellBazaar also has launched educational booklets for four target audiences: villagers and farmers, the elderly and retired, young professionals, and tech-savvy teenagers. There are detailed booklets for those who want step-by-step instructions, as well as short leaflets for customers who want to carry a “quick guide” in their pocket.

CellBazaar launched its first television campaign during the Muslim festival of Eid in 2007. The ads featured a newspaper seller called Shamsu Hawker, and show how he begins a new career buying and selling used televisions with the help of CellBazaar. The advertisement’s unusual setting on a train, as well as positive imagery of Bangladesh, created a sensation among TV viewers. The character “Shamsu Hawker” has become a nationally recognized icon and popular cultural figure.

As the service grows, the demographic that uses it has also expanded. “Young people were the early adopters,” said Quadir. “Initially urban people used it more, because we didn’t market very aggressively. Word of mouth spread faster because of the higher concentration of people in cities. But now it has spread to rural areas as well.”

CellBazaar has won many awards for its innovation in social and economic development.

The ambitious Quadir wants to expand CellBazaar into East Africa, Eastern Europe, and South Asia. Unlike the web, CellBazaar has to make deals with local mobile phone providers. He can’t just offer the service through the internet. “The Internet belongs to everybody — like highways and like fresh air,” said Quadir. “Mobile networks are privately owned.”

“So far the operators we have worked with have been very good,” he said. “We are very selective in terms of what operator we work with.” As CellBazaar looks to expand, Quadir is focusing efforts on places that have high mobile penetration rates and low web penetration. “We’re looking at any place that has less internet. No matter how good the application is, having internet and high computer penetration doesn’t help us,” he said. “And mobile is everywhere.”

The same lesson is being learned around the world. A study of grain traders in Niger found that “cell phones reduce grain price dispersion across markets by a minimum of 6.4 percent and reduce intra-annual price variation by 10 percent.” According to the study, “The primary mechanism by which cell phones affect market-level outcomes appears to be a reduction in search costs, as grain traders operating in markets with cell phone coverage search over a greater number of markets and sell in more markets.”

Mobile phones are now the fastest growing consumer product in history. Portio Research estimates that between 2007 and 2012 the number of mobile subscribers will grow by another 1.8 billion, mostly in emerging economies like India and China.

Informa Telecoms and Media estimates mobile networks now cover 90 per cent of the world’s population – 40 per cent of whom are covered but not connected. With such reach, finding new applications for mobile phones that are relevant to the world’s poor and to developing countries is a huge growth area. It is estimated that by 2015, the global mobile phone content market could be worth over US $1 trillion, and basic voice phone calls will account for just 10 per cent of how people use mobile phones.

Leonard Waverman of the London Business School has estimated that an extra 10 mobile phones per 100 people in a typical developing country, leads to an extra half a percentage point of growth in GDP per person.

The experience in the Philippines has shown that the best way to drive fast take up of mobile phone services is to offer something very practical and connected to personal income.

“The most significant lesson learned so far,” said Shawn Mendes, lead author on the report, The Innovative Use of Mobile Applications in the Philippines: Lessons for Africa, “is that m-Banking, rather than more altruistic applications such as m-Health and m-Education, has delivered the greatest benefits to people in developing countries.”

By David South, Development Challenges, South-South Solutions

Published: October 2008

Development Challenges, South-South Solutions was launched as an e-newsletter in 2006 by UNDP's South-South Cooperation Unit (now the United Nations Office for South-South Cooperation) based in New York, USA. It led on profiling the rise of the global South as an economic powerhouse and was one of the first regular publications to champion the global South's innovators, entrepreneurs, and pioneers. It tracked the key trends that are now so profoundly reshaping how development is seen and done. This includes the rapid take-up of mobile phones and information technology in the global South (as profiled in the first issue of magazine Southern Innovator), the move to becoming a majority urban world, a growing global innovator culture, and the plethora of solutions being developed in the global South to tackle its problems and improve living conditions and boost human development. The success of the e-newsletter led to the launch of the magazine Southern Innovator.  

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Innovative Mobile Phone Applications Storm South

The pace of change in information technology in the South is impressive, and nowhere has it been more rapid than in the take-up of mobile phones. In the past three years China has become the world’s largest exporter of information and communications technology (ICT), and home to the same number of mobile-phone users (500 million) as the whole of Europe. According to India’s telecoms regulator, half of all urban dwellers now have mobile- or fixed-telephone subscriptions and the number is growing by eight million a month. In Tanzania, mobile phone use grew by 1,600 percent between 2002 and 2008. In Nigeria it grew by almost 7,000 percent over six years, from 5 percent of the population 140 million in 2002, to a predicted 34.3 percent by the first quarter of this year.

But it is the Philippines that has become a global leader in mobile phone commerce. A whole panoply of banking tasks can now be done by mobile phone: transferring funds from one person to another, making small purchases, or paying fees.

“The most significant lesson learned so far,” said Shawn Mendes, lead author on a report titled The Innovative Use of Mobile Applications in the Philippines Lessons for Africa. “Is that m-Banking, rather than more altruistic applications such as m-Health and m-Education, has delivered the greatest benefits to people in developing countries.”

Access to basic banking services is vital for the world’s poor: The Consultative Group to Assist the Poor (CGAP) found that over 3 billion poor people lack access to even the most minimal banking services to manage their lives.

But mobile phones have come to the rescue as the fastest growing consumer product in history. Portio Research estimates that between 2007 and 2012 the number of mobile subscribers will grow by another 1.8 billion, mostly in emerging economies like India and China.

The Philippines is not alone in introducing so-called m-Banking (mobile phone banking) Africa’s leaders include the Democratic Republic of the Congo (CelPay), Kenya (M-PESA), South Africa (MTN MobileBanking and WIZZIT) and Zambia (CelPay).

“Safari-Com’s M-Pesa in Kenya has grown rapidly from start-up in early 2007 to well over 1 million accounts today,” said Mendes, the report author. “In May of this year Vodacom launched M-Pesa in Tanzania for their 4 million subscribers in that country. I expect very rapid growth of this service in Tanzania where less than 10 per cent of the adult population have conventional bank accounts. There are numerous other examples such as CelPay in Zambia and the Congo but I have been watching the success of M-Pesa in East Africa most closely.”

But the Philippines has taken m-Banking the furthest, with two great models for other countries: G-Cash and Smart Money. And the country has shown that it is possible to make these services attractive to the poor, not just the wealthy.

A combination of a good regulatory environment and an atmosphere of innovation brought mobile phone costs down, and made this possible. The mobile phone innovations were also successful because they mimicked existing consumer habits of the poor, piggy-backing on the extensive retail network of small village shops or “sari sari” stores. Poor Filipinos usually buy “tingi” or “sachets” of products like shampoo, fish sauce or soap. And it is in these shops that credit top-up centres were set up and prepaid phone cards sold.

Cleverly, mobile phone operators in the Philippines at first offered free SMS (short message service) text messaging. This was key to how m-Banking took off. As Smart Money’s Napoleon Nazareno said: “there must be an existing SMS habit.”

This should bode well for Africa, where an SMS habit has taken hold because it is so much cheaper than voice calls. Another important habit was prepayment. People learned how to use prepay cards, call numbers and how to enter codes into phones to purchase credits. They learned how to check their credit balance and to electronically load credit on to their phone. This habit made m-Commerce much easier and fuelled its growth.

In South Africa, m-Banking services are revolutionizing daily life. Hair salon owner Andile Mbatha in Soweto used to have to travel for two hours by minibus to a bank to send money to his relatives. But by setting up a bank account with a service called Wizzit, he no longer needs to keep stacks of cash in his salon (and risk robbery), can send money to his sister in Cape Town by phone, and receive payment for hair cuts by phone from his customers. “This has taken out a lot of stress,” said Mr Mbatha.

For Southern entrepreneurs looking to get the most from mobile phones, another recent development will help. Mobile phone companies are following developments with computers and turning away from using only proprietary software, to allowing open source software. Over the next six months, this will mean small-scale entrepreneurs can get in on making applications for mobile phones on a massive scale. Two software companies are now involved: Symbian, which provides the operating system for most of the new generation mobile phones with web access, and Google’s Android open source operating system for mobiles. In Sub-Saharan Africa and East Africa, these applications will help to bypass the lack of internet bandwidth.

In India, poor rural farmers are using mobile phone text messaging to get an advantage over the commodity markets. With so-called “agflation” and “rising prices for food ” it is crucial farmers keep on top of fluctuating commodity prices. Over 250 million Indians rely on farming for survival. But the pressure on farmers is severe and suicide rates are high.

Banana farmer Kapil Jachak is using a text messaging service to get the latest on the weather and daily market prices. The service, Reuters Market Light, costs a dollar a month. It’s a for-profit business venture by the global business news service, but helps farmers make money too. It already has 15,000 customers signed up.

This market knowledge gives the farmers a huge advantage when they compete with the traders in the wholesale markets of the city of Pune. “By getting the weather reports we can see exactly how much water our banana plants need,” said Kapil to the BBC. “I keep my cost down, and get the best crop I can.”

“This has increased my profit. I don’t have to make some headache, and go to any market, any shopkeepers, and wholesalers. I can do my marketing easily and get more and more money.” The service has already armed him with the knowledge to fight off banana stem weevils when they were attacking crops. The text recommended a pesticide.

By David South, Development Challenges, South-South Solutions

Published: July 2008

Development Challenges, South-South Solutions was launched as an e-newsletter in 2006 by UNDP's South-South Cooperation Unit (now the United Nations Office for South-South Cooperation) based in New York, USA. It led on profiling the rise of the global South as an economic powerhouse and was one of the first regular publications to champion the global South's innovators, entrepreneurs, and pioneers. It tracked the key trends that are now so profoundly reshaping how development is seen and done. This includes the rapid take-up of mobile phones and information technology in the global South (as profiled in the first issue of magazine Southern Innovator), the move to becoming a majority urban world, a growing global innovator culture, and the plethora of solutions being developed in the global South to tackle its problems and improve living conditions and boost human development. The success of the e-newsletter led to the launch of the magazine Southern Innovator.  

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Women Mastering Trade Rules

Market trading is a vital lifeline for most people in the South. Plenty of delights usually await people in the market, where live animals, herbs and spices, fresh fruits and vegetables, and life’s necessities compete for customers’ money. The formal and informal food sector plays a crucial role in empowering women and providing food to the poor. Women are often those mostly responsible for selling fresh products and street food, and running small catering operations. By being a vendor and getting food at a lower cost, they are able to contribute to their families’ food security.

Trading and selling in the marketplace can be one of the best options for poor women. By trading, women gain economic independence, learn vital business skills and enjoy the social benefits of interacting with others. But the highly individualistic nature of market trading has its downside: traders must do everything themselves and a day not spent at market is a day’s income lost. They also can only buy in small quantities, and usually pay a higher price. Or don’t know what the competitive price is, so are in a weaker bargaining position with wholesalers.

Making market trading more efficient has huge advantages, the primary one being more money for the trader.

Women market traders in Nigeria are improving their efficiency and income with mobile phones. Rural women market traders in the Obiaruku market are using mobile phones to call their suppliers, access information like commodity prices, and contact customers. A survey of the traders found 95 per cent thought mobile phones had a big impact on their business. This has included fewer trips to suppliers, a quicker way to get help when they have been robbed, and opportunities to top-up incomes by selling airtime, handsets or mobile phone accessories.

In Nigeria, mobile phone use has shot up at a rate of 25 per cent a year. A recent study found that out of a population of 140 million, 12.1 million now have mobile phones and 64 million use mobile phones through street-side phone centres. Phones are also helping women market traders to keep tabs on price fluctuations – giving them an advantage when bargaining with crafty – mostly male – suppliers. A weak bargaining position is a common problem: In Ghana, for example, product producers are forced to sell through “market queens” who take advantage of the lack of price transparency and do not always pay producers fairly (De Lardemelle, 1995).

In the Madurai region in southern India, women market traders are using a system called CAM. It allows them to record all their business transactions. CAM uses a Nokia 6600 mobile phone to record daily transactions. This includes small loans, buying livestock, or operating tiny retail businesses. The phone’s camera takes pictures of bookkeeping forms to identify and track all documents. The phone then asks the user to input numbers to the data fields. At the last key, the data is sent via text message to a central server. According to Tapan Parikh, a professor at the University of California at Berkeley School of Information in the United States, the most successful technological solutions work because they include village leaders, customers, NGOs, and others in the design process. “This is the only way to ensure long-term sustainability and benefit,” he said.

In Soweto, South Africa a simple solution to a chronic problem for women market traders has emerged. After seeing hundreds and sometimes thousands of women selling their goods in the marketplace, it became clear they all had one thing in common: they closed on Mondays. They did this because they needed to go to the wholesaler to buy their goods. And they mostly did this by piling into taxis to get there. It hurt the profitability of their businesses in many ways: there was the cost of the taxi, the fact they could only buy small amounts to squeeze in the taxi, a day’s business was lost, and the lack of a discounted, bulk price.

But the solution to this problem is a bright one: the women place a bulk, wholesale order with a go-between who works with a computer out of a former shipping container. He logs the orders into his computer and sends one big order. The wholesaler is happy with the big order, and delivers it and gives him a 15 per cent discount. This is his profit. The women pay the same price as before, but do not have to pay for the taxi and the goods are delivered directly to them. On top of this, the women can stay open on Monday and make more money!

By David South, Development Challenges, South-South Solutions

Published: May 2008

Development Challenges, South-South Solutions was launched as an e-newsletter in 2006 by UNDP's South-South Cooperation Unit (now the United Nations Office for South-South Cooperation) based in New York, USA. It led on profiling the rise of the global South as an economic powerhouse and was one of the first regular publications to champion the global South's innovators, entrepreneurs, and pioneers. It tracked the key trends that are now so profoundly reshaping how development is seen and done. This includes the rapid take-up of mobile phones and information technology in the global South (as profiled in the first issue of magazine Southern Innovator), the move to becoming a majority urban world, a growing global innovator culture, and the plethora of solutions being developed in the global South to tackle its problems and improve living conditions and boost human development. The success of the e-newsletter led to the launch of the magazine Southern Innovator.  

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Entrepreneurs Use Mobiles and IT to Tackle Indian Traffic Gridlock

 

Around the world, traffic congestion is often accepted as the price paid for rapid development and economic dynamism. But as anyone who lives in a large city knows, a tipping point is soon reached where the congestion begins to harm economic activity by wasting people’s time in lengthy and aggravating commuting, and leaving them frazzled and burned out by the whole experience. According to the World Business Council for Sustainable Development, 95 percent of congestion growth in the coming years will come from developing countries. Even in developed countries like the United States, in 2000, the average driver experienced 27 hours of delays (up seven hours from 1980) (MIT Press). This balloons to 136 hours in Los Angeles.

Developing countries are growing their vehicle numbers by between 10 and 30 percent per year (World Bank). In economic hotspots, growth is even faster. In India, the cities of Delhi, Mumbai, Kolkata and Bangalore account for five percent of the nation’s population but have 14 percent of the total registered vehicles. In the Islamic Republic of Iran, Kenya, Mexico and Chile, 50 percent of cars are in the capital cities (www.peopleandplanet.net).

India’s Koolpool is stepping in with a 21st century upgrade to the old concept of carpooling. India’s first carpooling service (in which drivers share rides to reduce congestion and save money) uses the power of the country’s mobile phone network to link up people by SMS (short message service) text. Already launched in Mumbai, it is being rolled out in other cities as well.

Koolpool surveyed Indian drivers and found that the average car only had two passengers. Koolpool is an idea from the Mumbai Environmental Social Network (MESN), a registered charity with the mandate to come up with innovative solutions to environmental and infrastructure problems. Its goal is to prove “low-cost and high efficiency IT-based solutions are the way of the future. With no gestation period and minimal investment, they are profitable and more importantly for us, people friendly.” Koolpool claims that an increase from 1.7 passengers per vehicle to 2.04 will decrease travel time and pollution levels by 25 percent. It also claims to be the first carpooling service to combine SMS text messaging and IT.

Ride-givers send a text message to Koolpool just before going down a major road. Koolpool then sends a list of ride seekers on the route, their membership identifications, the designated stopping point for pick-up, number of riders and login time. If there are no ride givers on that route, then ride seekers are pooled together to get a taxi and share the costs. Members of Koolpool pay an annual membership fee and exchange credits by mobile phone between ride seekers and ride givers, which are then redeemed at gas stations for petrol.

And Koopool comes at just the right time: congestion in India will probably only get worse in the near term, as the government pledges to build even more roads and make the country’s cities “the flyover capital of Asia”.

In Kolkata, says Sudarsanam Padam, former director of the Central Institute of Road Transport in the city of Pune, the average speed during peak hours in the central business district (CBD) area is as low as seven km/hr. Bangalore currently has average speeds of about 13-15 km/hr in its CBD, but this is expected to go down to three to eight km/hr in the next 15 years, according to the city’s police traffic commissioner, M N Reddi.

By David South, Development Challenges, South-South Solutions

Published: June 2007

Development Challenges, South-South Solutions was launched as an e-newsletter in 2006 by UNDP's South-South Cooperation Unit (now the United Nations Office for South-South Cooperation) based in New York, USA. It led on profiling the rise of the global South as an economic powerhouse and was one of the first regular publications to champion the global South's innovators, entrepreneurs, and pioneers. It tracked the key trends that are now so profoundly reshaping how development is seen and done. This includes the rapid take-up of mobile phones and information technology in the global South (as profiled in the first issue of magazine Southern Innovator), the move to becoming a majority urban world, a growing global innovator culture, and the plethora of solutions being developed in the global South to tackle its problems and improve living conditions and boost human development. The success of the e-newsletter led to the launch of the magazine Southern Innovator.  

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Like this story? Here is a dirty secret: this website is packed with stories about global South innovators. We spent 7 years researching and documenting these stories around the world. We interviewed the innovators to learn from them and we visited them to see how they did it. Why not use the Search bar at the top and tap in a topic and see what stories come up? As for my work, I have been involved with start-ups and media ventures since the early 1990s. While most tech entrepreneurs were either still in their nappies in the 1990s (or just a drunken night away from being conceived in the 2000s), I was developing content for this new thing they called the "Internet". In the years since I have learned a great deal about innovation and digital and have shared these insights in the stories on this website as well as in the 5 issues of Southern Innovator magazine. So, stick around and read some more!    

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Social Networking Websites: A Way Out of Poverty

Social networking websites also known as, Web 2.0 – the name given to the new wave of internet businesses and websites such as YouTube and MySpace that are transforming the way people interact with the Web – has been dubbed the social web for its power to bring people together. The label has been derided as a marketing gimmick by some, but many argue there are a number of characteristics to Web 2.0 that make it something different and a valuable tool for entrepreneurs seeking ways out of poverty.

The new Web 2.0 applications offer many free software tools stored online, from accounting and business related tools, to new multimedia ways to communicate for free. Unlike Web 1.0 sites, which offered information to passive users, Web 2.0 sites allow interaction and comment. These qualities have meant Web 2.0 can be used to build communities and social and business networks. By being able to store vast quantities of information online, it becomes faster to work and reduces the painful delays brought on by slow connections.

All these new tools are making it easier and easier for entrepreneurs to work from home, in internet centres, or anywhere there is a wireless connection, and is slashing the costs of managing a business. All the applications are online so there is no need to be hidebound by one operating system or hardware capability. The number of internet centres has increased significantly all over Asia and Africa, bringing the power of Web 2.0 to millions more people.

Linking mobile phones and the internet is also remarkable. It is becoming more and more possible in Africa to send messages to weblogs via text messaging, to post photos and videos, or to stay connected with a community, advocacy or business group via messaging to its website.

“Web 2.0 is a pre-occupation of ours that can be beneficial in fighting poverty,” said Tobias Eigan, founder and co-executive director of Kabissa.org, a web portal dedicated to promoting Web 2.0 in Africa. “It is really relevant for Africa. It makes the internet a read and write function, it is more user-friendly – that dynamic is going to make a big difference. It is so much easier to upload content with Web 2.0. It will build the capacity of local institutions and society and that will improve the lives of people – it will be much easier to fight poverty with this connectivity.”

Two other champions of the Web 2.0 way out of poverty are Waleed al-Shobakky, science and technology reporter for alJazeera.net, and Jack Imsdahl, a consultant and technology commentator. While they admit subsistence farmers and the illiterate will not directly benefit, those who are students or are working in proximity to computers will definitely benefit. They point out how rapidly mobile phones have been taken up by the poor and that this is being driven by the new services they offer.

There are still profound obstacles to more rapid take-up, however. Internet connection speeds will have to get better and more will need to be invested in this area. Web 2.0 tools will also need to be adapted to local languages if they hope to get past those who speak major web languages like English.

Entrepreneurs in the global South can now easily sign up to a vast array of e-newsletters that are sent to email accounts and keep on top of trends and innovations in their field. The relative anonymity of these email lists mean subscribers are less likely to be judged on their physical circumstances.

By David South, Development Challenges, South-South Solutions

Published: March 2007

Development Challenges, South-South Solutions was launched as an e-newsletter in 2006 by UNDP's South-South Cooperation Unit (now the United Nations Office for South-South Cooperation) based in New York, USA. It led on profiling the rise of the global South as an economic powerhouse and was one of the first regular publications to champion the global South's innovators, entrepreneurs, and pioneers. It tracked the key trends that are now so profoundly reshaping how development is seen and done. This includes the rapid take-up of mobile phones and information technology in the global South (as profiled in the first issue of magazine Southern Innovator), the move to becoming a majority urban world, a growing global innovator culture, and the plethora of solutions being developed in the global South to tackle its problems and improve living conditions and boost human development. The success of the e-newsletter led to the launch of the magazine Southern Innovator.  

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Google Books: https://books.google.co.uk/books?id=Hni77Zii2aAC&dq=development+challenges+march+2007&source=gbs_navlinks_s

Slideshare: http://www.slideshare.net/DavidSouth1/development-challenges-march-2007

Southern Innovator Issue 1: https://books.google.co.uk/books?id=Q1O54YSE2BgC&dq=southern+innovator&source=gbs_navlinks_s

Southern Innovator Issue 2: https://books.google.co.uk/books?id=Ty0N969dcssC&dq=southern+innovator&source=gbs_navlinks_s

Southern Innovator Issue 3: https://books.google.co.uk/books?id=AQNt4YmhZagC&dq=southern+innovator&source=gbs_navlinks_s

Southern Innovator Issue 4: https://books.google.co.uk/books?id=9T_n2tA7l4EC&dq=southern+innovator&source=gbs_navlinks_s

Southern Innovator Issue 5: https://books.google.co.uk/books?id=6ILdAgAAQBAJ&dq=southern+innovator&source=gbs_navlinks_s

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