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A Kenyan food processor once received an encouraging enquiry from a supermarket buyer in Uganda. The buyer liked the product, the packaging looked attractive, and the first order was within reach.
Then the supermarket buyer had pertinent questions: could the supplier guarantee the same quality in every batch? Was the label compliant? How quickly could a replacement shipment be sent? Could the business issue proper electronic invoices, track inventory and provide clear delivery documents?
The opportunity did not collapse because the two countries lacked a trade agreement. It stalled because the business was not yet ready to trade beyond the familiarity of its home market.
This is the lesson many Kenyan small and medium-sized enterprises (SMEs) need to hear: selling across Africa begins long before the truck reaches the border. It starts inside the business with reliable products, disciplined record-keeping, consistent service and systems that can support growth.
