Article in 'The ASI Archive - the newsletter of Andrews
Software, Inc. - Cleveland, USA' of March 2005
Expanding Our Customer Base into Africa
By: Jim Macmillan
Regardless of your native tongue, ethnic
culture, sporting preference or culinary flavor, there really
is proof that records storage is a commodity that is needed
worldwide. Not that I thought otherwise, but it was recently
reinforced during an installation that I completed in Kenya.
Here is a thriving city full of industry, commerce and business,
and of course paper. As we all know, with the production
of paper records, comes the need for records storage.
When asked to write an article on my trip,
I got to thinking that Kenya was much like any other installation
I had been on, which left me very little to write about,
but then I thought that’s exactly the point. When
I stepped off the plane in Nairobi I really didn’t
have any preconceived ideas on what to expect. As it turned
out, Nairobi was as inspiring as any other large city. Full
of people, cars, buildings, people, restaurants, cell phones,
smog, and more people. About the only significant difference
I can think of is having to constantly dodge holes in the
road, but then living in Cleveland, I should really be used
to that. The overwhelming memory is of seeing people everywhere.
Walking, riding bikes, jogging, pushing carts, selling gear
on the street, you name it. I’m guessing that given
the chance they would far prefer to be driving a car, but
to me I found it exciting - it was a refreshing alternative
to the American freeway experience. People seemed to be
extremely industrious, exploiting any opportunity to make
a buck. They would be selling all kinds of stuff at roundabouts
and stop lights, anywhere which allowed them the chance
to sell whatever it was they were selling.
From a sales perspective, it occurred to
me that although very accessible, Africa and many other
continents are simply overlooked as being a potential target
market, for no other reason than a lack of effort to educate
themselves about the area or region. Had it not been for
Archive Solutions of Nairobi contacting me, I would never
have investigated the potential demand for our product.
Of course, the beauty of being in the software business
is the lack of physical boundaries to sell product. If you
take the same philosophy and apply it to your local sales
area, ask yourself this question: Have you overlooked a
market or opportunity simply by having your head in the
sand? It’s my guess that there are many business opportunities
out there if only you are able to see them.
As for Archive Solutions? I wish them every
success and would like to assure them our continued support.
There are many indications that they will fast become the
leading records storage company in Nairobi. They had clearly
done their homework and were, in my opinion, doing everything
right, starting of course with their choice in software.
They have a super facility, great location, and lots of
opportunity. What also struck me was both their willingness
to learn about the business and their unanimous attitude
to get it right, and they will…
Archive Solutions represent a brand new
market for ASI. In the last four months alone, ASI secured
new business in three new countries, soon to be four.
Archive Solutions Ltd.
Mary Njonjo & Carey Ngini
view 'The
ASI Archive' March 2005
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