report on entrepreneurship training on improved …ajummery.com.np/resource/5775_report on...
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Sanepa, Lalitpur, Nepal.
T: +977 1 5183241. E: [email protected] W: www.ajummery.com.np
Report on
Entrepreneurship Training on Improved Cookstoves
Promotion under Nirdhan Utthan Bank Limited 15-18 March 2017
Prepared by
Ajummery Bikas Foundation Pvt. Ltd.
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Acknowledgement
The 'Entrepreneurship Training on Improved Cookstoves (ICS)' is a joint effort of Ajummery
Bikas Foundation Pvt. Ltd. (ABF) and Nirdhan Utthan Bank Ltd. (NUBL).
ABF expresses sincere gratitude to CleanStart Project/Alternative Energy Promotion Centre
(AEPC)/United Nations Capital Development Fund (UNCDF) for extending financial support to
conduct this training event. ABF would like to express deep credits to Mr. Prem Sagar Subedi,
Project Coordinator of UNCDF Nepal and Dr. Anita Shankar of John Hopkins University for
providing inputs to shape the training course. ABF is also thankful to Mr. Sopan Bista, Project
Officer of CleanStart Project for coordination support.
ABF highly acknowledges and appreciates the untiring efforts of officials of Regional Offices
(Bhairahawa and Pokhara) and various Branch Offices of NUBL in selection of the participants.
ABF is particularly thankful to Mr. Shankar Prasad Neupane, Regional Manager and Mr.
Krishnakant Adhikari, Branch Manager, Pokhara for supervision and delivery of important
sessions in the training. ABF highly appreciates the coordination support and guidance received
from Mr. Janardan Dev Pant, Chief Executive Officer, Mr. Bhojraj Bashyal, Deputy General
Manager, Mr. Manoj Kumar Yadab, Senior Manager, Mr. Pawan Shrestha, Senior Manager, and
Mr. Jagya Prasad Pant, Manager of NUBL.
Last but not least, ABF is thankful to Mr. Birendra Vaidya, Business Promotion Officer of
Industrial Enterprise Development Institute (IEDI) for facilitating the session on business cycle
through an excellent business game.
______________________________
Subarna Prasad Kapali
Managing Director
Ajummery Bikas Foundation Pvt. Ltd.
Lalitpur, Nepal
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Contents
1. Background ..................................................................................................................................... 4
2. Social Marketing of Clean Cookstoves ........................................................................................... 4
3. Objectives of the Training............................................................................................................... 5
4. Participants ...................................................................................................................................... 5
5. Organisation of the Training ........................................................................................................... 6
5.1 Institutional Readiness ............................................................................................................ 6
5.2 Development of the course ..................................................................................................... 6
5.3 Conduction of the Training ..................................................................................................... 7
6. Evaluation of the Training ............................................................................................................ 14
7. Conclusion .................................................................................................................................... 16
8. Post Training Development .......................................................................................................... 17
Annex
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1. Background
The 'Entrepreneurship Training on Improved Cookstoves (ICS)' has been conducted jointly by
Ajummery Bikas Foundation Pvt. Ltd. (ABF) and Nirdhan Utthan Bank Ltd. (NUBL) for selected
entrepreneur clients associated with NUBL with support from CleanStart Project of Alternative
Energy Promotion Centre (AEPC) and UNCDF. The training was conducted from 15-18 March
2017 in Pokhara, Nepal.
The idea for conducting the training evolved following ABF's participation as resource persons
at various Branch Management Training events of NUBL where discussions were focused on ICS
and its social marketing approach linked with micro-finance. With coordination support from
UNCDF/CleanStart and Winrock International Nepal Office, ABF participated in the events held
at Kathmandu, Birgunj, Bhairahawa, Pokhara and Nepalgunj. A common understanding was
developed among the stakeholders that in order for commercialization of the ICS market,
promoting local women and men as local supply chain actors is essential. In this pretext, ABF
and NUBL planned a training event on ICS entrepreneurship targeting local women and men
affiliated with NUBL through its various branch offices. While ABF took the lead in conducting
the training, NUBL extended support in selection of participants from its client base and also
facilitating a couple of sessions financing aspects.
Nirdhan Utthan Bank Limited, "the bank for upliftment of the poor" is a microfinance bank
established in November 1998 under Company Act of Nepal 1997 (now Company Act 2006).
Nepal Rastra Bank, the Central Bank of Nepal, granted a license in April 1999 to undertake
banking activities under the Development Bank Act 1996. It started its formal operation
from July 1999. Now, operated under Bank and Financial Institutions Act 2006, Nirdhan
Utthan Bank Limited (NUBL) provides microfinance services such as Loans, Deposits, Micro-
insurance and Remittance services to low income families of Nepal. NUBL follows group
lending based on Grameen Bank, Bangladesh model as well as group lending based on NUBL
developed Self-Reliant Group model through a network of 178 branch offices spread over all
75 districts of Nepal.
2. Social Marketing of Clean Cookstoves
Ajummery Bikas Foundation (ABF), established in January 2013, is a private limited company
mandated to work in areas relating to energy, environment, climate change and sustainable
development.
The 'Clean Cookstoves Social Marketing Project' is an initiative of ABF commenced on 1st March
2015. ABF's endeavour is to establish cookstoves as a commercial commodity and develop a
commercially motivated market system for rapid expansion of the market. The project
envisages important role for rural women and men as last mile supply chain actors in the
market system.
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Social Marketing Concept: ABF is a for-profit
private company. ABF believes that profit can
go along with maximization of social benefits
from the business. Hence, the 'Clean Cookstoves
Social Marketing Project' has been framed
following the social marketing concept. The
three key elements of social marketing concept
include: i) quality product at just price to the
consumers, ii) earning opportunity for
community-based retailers/distributors, and
iii) profit for the company.
The Project aims to promote 75,000 clean cookstoves through 100 women/men entrepreneurs
in three years period contributing to 'Clean Cooking Solutions for All' target of the Government
of Nepal.
3. Objectives of the Training
The objectives of the 'Entrepreneurship Training on Improved Cookstoves (ICS)' were:
To enhance entrepreneurship capacity of the participants focusing on ICS business
To link up the participants with ICS market system being promoted by ABF under its
"Clean Cookstoves Social Marketing Project"
4. Participants
The target participants of the training are women affiliated with beneficiary groups of branch
offices of NUBL. In selecting the participants, preference was given to women members engaged
in micro enterprises or planning to initiate new enterprises.
The potential participants were identified by an application procedure through branch offices of
NUBL. After receiving filled up forms from interested participants, telephonic interview was
administered by ABF. Thus, a total of 19 women and 1 man were given admission to the
training. District-wise distribution of the participants is as below:
Tanahun Lamjung Kaski Parbat Baglung Syangja Palpa Total
Female 1 1 2 2 5 3 5 19
Male 1 1
Affiliated
NUBL
branch
offices
1 1 1 1 3 2 3 12
The occupational background of the participants varied from retail shop keeping (11),
agriculture (3), teaching (1), tailoring (1), and livestock (2). Two female participants did not
mention their current occupation. The retail shops included small grocery, fancy shop,
Earning opportunity for
community based retailers
Quality product at just price to
users Profit to ABF
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stationary, kitchenware and fresh house. Among those engaged in farming, one was producing
mushroom. Livestock business included cow and pig farming.
The participants came with varying degree of education, two of them being just literate. There
were participants having passed +2 level (3), SLC (6), 10 class (3), 8 class (5), and 5 class (1).
5. Organisation of the Training
5.1 Institutional Readiness
The training was jointly organized by ABF and NUBL with an objective to promote cookstoves
through women entrepreneurs affiliated with the bank and linked to its credit financing
provisions. A MoU was signed between ABF and NUBL outlining responsibilities of both the
parties. The MoU has considered the current training as a pilot; the outcomes of the training will
open up possibility of scaling the effort throughout the country.
The CleanStart Project of AEPC and UNCDF signed an agreement with ABF to be able to provide
funding support for conduction of the training. The CleanStart Project has extended
coordination and advisory support in preparations of the training.
5.2 Development of the course
This is a first of its kind training on renewable energy conducted in the country. Hence, ABF
made considerable effort in developing the training course. In the due process, technical advice
was received from NUBL. The CleanStart Project provided valuable inputs which helped shape
the current course design. Moreover, ABF received feedback from Dr. Anita Shankar of John
Hopkins University on empowerment and leadership sections of the course. The training course
included following modules:
Module 1: Understanding improved cookstoves and its benefits
o Introduction to Improved Cookstoves (ICS)
o Relation of ICS with health, environment, kitchen, gender
Module 2: Empowered entrepreneur
o Empowerment
o Business leadership
Module 3: Understanding of ICS business
o ICS business overview
o Understanding business cycle
Module 4: ICS market systems and financing
o Setting up ICS enterprise - Demand
o Setting up ICS enterprise - Supply
o Setting up ICS enterprise - Finance
o Role and provisions of NUBL in ICS promotion
Module 5: ICS enterprise business planning
o Concept and practice of business plan
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5.3 Conduction of the Training
The training modules were discussed in various sessions over four days. Depending upon the
module, different amount of time was allocated for different sessions. Following proceeding
highlights content and approach of conduction of the sessions.
Day 1
Session 1: Opening and introduction of the participants
This was the opening session organized in an informal manner. Mr. Shankar Prasad Neupane,
Regional Manager of NUBL welcomed the participants and Mr. Gyanendra Raj Sharma, Resource
Person from ABF highlighted the objectives of the training. This was followed by a round of introduction of all participants and gathering participants’ expectations from the training.
The objectives of this session were to:
o Perform icebreaking activity
o Collect participants expectation
o To create Learning Environment
o To Provide course information
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Participants' package included a register for record keeping. The purpose was to make the
participants aware about importance of daily record keeping.
Session 2: Introduction to improved cookstoves
This module was conducted with the objectives of enabling the participants to understand:
o Difference between traditional cookstoves and improved cookstoves
o Different models of improved cookstoves
o Benefits of ICS
Mr. Iswori Prasad Gharti facilitated the session using open discussion, a powerpoint
presentation and demonstration of Ajummery Rocket Stove.
Session 3: Relation of ICS with health, environment, kitchen, gender
The objective of this session was to:
o Highlight diverse implications of ICS use for the consumers
o On health
o On environment and forest conservation
o On improvement of kitchen
o On women and children
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Mr. Iswori Prasad Gharti facilitated the session using a powerpoint presentation and discussion.
Session 4: Empowerment
The module discussed in this session is based upon Empowered Entrepreneur Training
Handbook developed by Dr. Anita Shankar, Medical Anthropologist of John Hopkins University
and adopted by Global Alliance for Clean Cookstoves
(GACC). The empowerment session was started with
a community agreement between the trainer and the
participants. The first session on the module was
focused on 'my self-my friend' and 'tree of life'. The
session was delivered applying meditation exercises
with background music, followed by individual
exercises on tree of life. Various training methods and
tools such as participant packet, mirror exercises and
sharing of life experiences regarding concern subject
matter were employed during the session.
Mr. Gyanendra Raj Sharma, who is a Certified
Empowered Entrepreneur Trainer, facilitated the
session.
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Day 2
Session 5: Empowerment continued
This part of empowerment session was focused on introduction, concept and practical
experiences aspects regarding the 'limiting belief, core beliefs, cognitive reframing'. Sharing on
limiting belief, developing an understanding of how to reframe these beliefs along with
practices on new beliefs were major subjects of discussion in this session. Cognitive reframing
negative to positive and changing personal behavior were also discussed during the session.
Mr. Gyanendra Raj Sharma facilitated the session applying meditation exercises with
background music. A video on a successful woman entrepreneur was played to facilitate the
discussion on visualization of clear vision of hopes and dreams.
Session 6: ICS business overview
In this session, three case studies were presented through a video and two one-pagers. The
objective of the session was to allow the participants to have overview of ICS business by
learning from successful entrepreneurs. The video highlighted a successful ICS entrepreneur of
Sindhuli district who has won an international award – Women Entrepreneur Award 2017 from
ENERGIA International Network on Gender and Sustainable Energy. The one-pagers highlighted
how three women ICS entrepreneurs of Udayapur district initiated their ICS business, what
challenges they overcame and the success they have achieved. The participants were
encouraged to analyse the case studies and express their views in plenary discussion.
Session 7: Understanding business cycle
In this session, all participants were engaged in a business game facilitated by an expert
resource person, Mr. Birendra Vaidya, Business Promotion Officer of Industrial Enterprise
Development Institute (IEDI). The
game is a simulation of various
scenarios of a start-up micro-
enterprise. The game and
subsequent discussion covered
quality assurance, search for market,
market competition, and loan
financing. Through the game, the
participants were able to
understand various aspects of a
micro-enterprise such as how size of
savings, investment, and
expenditure affects future of a
business.
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Day 3
Session 8: Setting-up ICS business – demand
In this session, the participants discussed on the following:
market segments of ICS business (e.g. rich and poor; urban, semi urban and rural areas;
household and commercial establishment)
factors affecting ICS market (e.g. price, competitive products/options, interventions of
other organisations, government policy)
consumer perspective (e.g. benefits of using ICS; return on investment)
approaches to create demand of ICS (e.g. attending meetings of NUBL beneficiary
groups; demonstration of ICS; coordination with stakeholders; use of marketing tools
such as posters, leaflets, radio jingles, etc.)
Mr. Gyanendra Raj Sharma facilitated the session by applying open discussion approach.
Session 9: Setting-up ICS business – supply
The discussion in this session was focused on:
supply of the products (e.g. manufactured in the country; imported; importance of
quality assurance)
supply affected by size of demand (e.g. transportation cost; stock management
ICS entrepreneurs in the supply chain (e.g. as local supplier or dealer who needs to
invest in her/his own business; as agent of a local supplier whose role is demand
creation and facilitating the supply)
ICS supply chain map (e.g. showing linkages of higher level supply chain actors, local
suppliers and consumers; also showing linkages with NUBL for vendor and consumer
financing)
after sales service (e.g. warranty, consumer education, problem solving)
Mr. Subarna Kapali facilitated the session by applying open discussion approach.
Session 10: Setting-up ICS business – finance
The main points discussed in this session included:
initial investment needed to start an ICS business
how to manage investment fund (e.g. equity, loan from financial institutions)
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investment and profit (e.g. how much should be the sales volume in a month/year)
how do consumers purchase ICS (e.g. self-finance; loan from NUBL to be re-paid on
monthly basis as equal monthly installment)
how to raise the sales money (e.g. cash transactions, not credit)
avoid unnecessary expenditures
keeping record
Mr. Subarna Kapali facilitated the session by applying open discussion approach.
Session 11: Financial products of NUBL
This session highlighted savings and loan provisions of NUBL for micro-entrepreneurs such as
micro-entrepreneur loan, micro-savings, micro insurance, remittance, and renewable energy
loan.
This session was facilitated by Mr. Shankar Prasad Neupane, Regional Manager of NUBL based
in Pokhara, Kaski. A powerpoint was used to guide the discussion
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Session 12: Role of NUBL in ICS promotion
This session highlighted NUBL's efforts on renewable energy promotion through its loan
provisions. Further discussion was focused on NUBL's provisions relating to ICS.
This session was facilitated by Mr. Krishnakant Adhikari, Branch Manager of NUBL based in
Pokhara, Kaski. A powerpoint was used to facilitate the discussion.
Day 4
Session 13: Business leadership
This session is part of the empowered entrepreneur module. The objective was to introduce on
leadership skill, establishing and developing clear vision, problem solving and communication.
The session was focused on characteristics of good leader and bad leader and discussion on
business leadership. The session was delivered by conducting exercise on establishing clear
vision as a business leader, SMART goal setting, discussing examples of proactive/reactive and
tips for problem solving and communication skills. Approaches and tools such as participants'
packet, meditation exercises, individual exercises and sharing of individual thoughts and
feelings were applied.
Mr. Gyanendra Raj Sharma facilitated the session.
Session 14: Concept and practice of business plan
The objective of this session was to give an overview of one-year business scenario of an ICS
business. Using a standard format of business plan for micro-enterprises, the participants
discussed on how variations in target market, investment, expenditure, human resource affects
the business health. Participants practiced filling up the format conceiving a potential business
scenario.
Mr. Subarna Kapali facilitated the session by using a business plan format.
Session 15: Closing session
A brief informal closing session was organized at the end of the training. Two of the participants
highlighted their feelings regarding usefulness of the training and also expressed commitment
to go ahead with ICS business linking with NUBL financing and ABF's supply channel.
Mr. Shankar Prasad Neupane, Regional Manager of NUBL and Mr. Subarna Kapali, Managing
Director of ABF jointly distributed Certificates of Participation to the participants.
Mr. Shankar Prasad Neupane, Regional Manager of NUBL made closing remarks.
At the end of the training programme, ABF distributed one unit of Ajummery Rocket Stove to
each of the participants at nominal cost of Rs 500 (actual price was Rs 3,000). They said they
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would use the cookstoves themselves first and keep as sample to show to the potential
customers.
6. Evaluation of the Training
The evaluation was carried out at the end of the training. Participants were asked to respond to
a set of objective questions printed on a paper without mentioning their names. The result is as
below:
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Knowledge about ICS
Knowledge on demand creation
Self-confidence improved from
empowerment session
Knowledge gained from business
game
Knowledge about ICS supply
Knowledge about financial aspect of ICS
Knowledge about loan provisions on ICS
of NUBL
Entrepreneurship development from the
training
72%
28% 0%
Enough
Moderate
Not enough
56%
44%
0%
Enough
Moderate
Not enough
72%
22%
6% Considerably
improved
Moderately
improved
Not improved
83%
6% 11%
Enough
Moderate
Not enough
44%
56%
Enough
Moderate
Not enough
39%
61%
Enough
Moderate
Not enough
50% 50%
Enough
Moderate
Not enough
83%
17% Enough
Moderate
Not enough
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Training period
Further remarks from the participants
The training enhanced self-confidence as an entrepreneur and an individual
Cognitive awareness improved through 'My self-my friend' session
Learnt a lot of things relating to ICS business through the training
ABF and NUBL should extend support to the participants in coordination with various
stakeholders
Concessional interest rate needed for ICS business
Training duration should be increased
Time for session on business plan should be increased
7. Conclusion
In total, 20 participants from 7 districts affiliated with 12 Branch Offices of NUBL attended the
training. All the sessions were delivered as per training schedule.
Sessions on empowerment and leadership module was effective to develop cognitive awareness
among the participants. Ms. Saraswoti Shrestha on third day said, "From yesterday, I have
started to caring 'self' as 'my friend'. Earlier I was concerned about others only." Ms. Bhim
Kumari Gurung said, "I am 60 years old now. I have realized that I can still rely upon myself and
am able to care other family members." Ms. Sita Bairagi Gurung expressed, "I have understood
that caring my own body is very important before caring family and community members."
Participants have expected coordination support from NUBL for demand creation among the
NUBL affiliated groups.
Participants have also expected technical assistance from ABF for demand creation activities
such as demonstration, meetings as well as audio/visual and other awareness materials (e.g.
poster, leaflets, flexboards, etc.)
0%
89%
11% Enough
Moderate
Not enough
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As a post training support, business mentoring from ABF is needed in the incubation period of
the ICS business focusing on developing business plan, business registration, business
management (e.g. book keeping, stock management), and product marketing.
8. Post Training Development
After the training following progress have been observed:
On 19th March 2017, Ms. Laxmi Chokhal of Baglung district informed that she had
collected demand for 10 units of Ajummery Rocket Stove and wanted to know more
about demand placement procedure. On 26th March, Laxmi informed that she along with
Ms. Ganga Kumari Khatri had generated demand for 70 units and the immediate
demand could go up to 300 units. They were concerned about investment fund for
which they asked ABF's facilitation for taking loan from NUBL.
On 20th March 2017, Ms. Jhyam Kumari Thapa of Tanahun district called for supply of a
sample ICS. Subsequently, on 23rd March, she placed demand order at ABF for 20 units
by depositing advance Rs 25,000 at the ABF bank account. She received the ICS on 24th
March and by 30th March, she had sold 8 units. She asked ABF's assistance for
demonstration of ICS at the Khaireni Mahotsav to be held from 2nd week of April. She
wanted to know how to air advertisement on ICS in the FM radio. She also demanded
posters and leaflets on ICS.
On 21st March 2017, Ms. Kamala Koirala of Palpa district informed that she had
collected demand for 5 units of ICS. She also wanted to know about demand placement
procedure. Further she informed that family members were happy with the Ajummery
Rocket Stove she used for cooking at her own home.
On 23rd March 2017, Ms. Saraswoti Shrestha of Parbat district informed that she had
collected demand for 5 units of ICS and expecting demand for 5 more units. Further she
informed that community people were happy with the Ajummery Rocket Stove.
On 23rd March 2017, Ms. Khumsari Saru of Palpa district informed that she
demonstrated Ajummery Rocket Stove in a group meeting of NUBL and she received
demand for 25 units. On 27th March 2017, she deposited advance Rs. 30,000 at ABF for
supply of 25 units. The ICS were supplied on 30th March. By 2nd April, Khumisari has
already sold 10 units. She also educated users on how to use the ICS.
On 23rd March 2017, Ms. Basanta Giri of Baglung district informed that she discussed
about ICS at NUBL group meeting where a NUBL staff showed interest on her new
business and she also received demand for 7 units.
On 28th March 2017, Ms. Bhola Acharya of Baglung district asked about procedure of
demand placement, transportation of ICS, and IEC materials. According to her, she will
be placing order for supply of 100 units in the month of Baisakh (after mid April 2017).
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On 30th March 2017, Ms. Devi Sunar of Lamjung district informed that she already had
demand for 30 units. She demanded IEC materials for demand creation. She also wanted
to know about procedure for demand placement at ABF. On 3rd April, Devi informed that
she has already looked for a space to open ICS shop where she would want to keep
samples of various ICS models. She demanded urgent supply of the samples along with
IEC materials. She also wanted to know about fixed type rocket stove. On 4th April, she
deposited advance Rs. 40,000 for supply of 30 ICS at earliest.
On 31st March 2017, Ms. Bhim Kumari Gurung of Syangja district demanded posters
and leaflets for demand creation. She asked about amount of advance needed for placing
demand for 50 units of ICS.
On 31st March 2017, Ms. Min Kumari Majhi of Baglung district informed that she would
attend NUBL group meetings soon. She said she would demand for ICS along with other
ICS entrepreneurs (training participants) from Baglung.
On 3rd April 2017, Ms. Bhim Kumari Gharti of Palpa district demanded 20 units of ICS
and wanted to know about sending the advance amount.
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Annex 1 List of Participants
S
N Participant Branch Office RO District VDC Photo
1 Anil Kumar
Gandharba
Aryabhanjyan
g
Bhairahaw
a Palpa Tahu
2 Bhim Kumari
Gharti Banstari
Bhairahaw
a Palpa Madanpokhara
3 Jiba Kumari
Shrestha Jagwadi
Bhairahaw
a Palpa Siluwa
4 Kamala Koirala Banstari Bhairahaw
a Palpa Rupse
5 Khumisara Saru Jagwadi Bhairahaw
a Palpa
Rampur
Nagarapalika
6 Sita Giri Aryabhanjyan
g
Bhairahaw
a Palpa Chidiyappani
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7 Basanta Giri Kharbang Pokhara Baglung Kharbang
8 Bhola Aacharya Kharbang Pokhara Baglung Kharbang
9 Ganga Kumari
Khatri Galkot Pokhara Baglung Harichaur
10 Laxmi Chokhal Galkot Pokhara Baglung Harichaur
11 Min Kumari Majhi Burtibang Pokhara Baglung Waling
12 Sita Bairagi Gurung Putlibazzar Pokhara Kaski Hutunga
13 Tara Thapa Putlibazzar Pokhara Kaski Ram tole
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14 Devi Sunar Duipiple Pokhara Lamjun
g Syamdha
15 Saraswoti Shrestha Rahale Pokhara Parbat Debisthan
16 Tara Shrestha
Pradhan Rahale Pokhara Parbat Debisthan
17 Bhim Kumari
Gurung Putlibazzar Pokhara Syangja Pauwagadi
18 Harikala Koirala Waling Pokhara Syangja Waling
19 Maya GT Galyang Pokhara Syangja Tulsibhanjhyan
g
20 Jhyam Kumari
Thapa Dulegauda Pokhara
Tanahu
n Dhulegaida
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Annex 2 List of Resource Persons
SN Name Organisation Position
1 Shankar Prasad Neupane Nirdhan Utthan Bank Ltd. Regional Manager,
Pokhara
2 Krishnakant Adhikari Nirdhan Utthan Bank Ltd. Branch Manager,
Pokhara
3 Birendra Vaidya Industrial Enterprise
Development Institute
Business Promotion
Officer
4 Iswori Prasad Gharti Ajummery Bikas Foundation Field Marketing
Coordinator
5 Gyanendra Raj Sharma Ajummery Bikas Foundation Resource Person
6 Subarna Prasad Kapali Ajummery Bikas Foundation Managing Director
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Annex 3 Attendance of Participants
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Annex 4 Training Course Schedule
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Annex 5 Certificate of Participation
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Annex 6 Case Studies
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