A couple of months ago, we conducted a market research for a client that manufactures and distributes a product which falls within the category of Fast Moving Consumer Goods [FMCGs]. Their target was to push their product into same league as global brands with a strong national presence in Nigeria.

The research was focused on Port Harcourt and the drag net captured three LGAs in Rivers State; Obio-Akpor, Phalga and Eleme. That means every neighbourhood in Port Harcourt was captured. Now, this is the interesting part!

Our client is chasing the bigger players and what that means is that they have been slicing off the market share of the big players just by penetrating the south-south market deeply. However, within the smaller neighbourhoods, especially in Abuloma, we noticed that a much smaller company was slicing off our client’s own market share by penetrating deeply into the Abuloma market and other neighborhoods.

So what’s the point?

Most small businesses and startups lack the financial muscle and operational capacity to give the big players a run for their money. Instead of just dreaming of the day you will square up with the big players and possibly beat them, you can actually focus your limited resources and energy on carving a niche for yourself.

What’s your lowest hanging fruit?

One neighbourhood after another, Habib Yoghurt now has a strong presence in most Nigerian cities including Port Harcourt. If it is one store you can get, give a razor sharp focus to it and penetrate the immediate market deeply, it generates revenue to keep you afloat and also gives you the much needed traction with which you can eventually lure investors and even expand. Before you get your 1000 subscribers, focus on the first 100 and before that, focus on the first 10. Scale down your operations to the barest minimum that your resources can carry. It’s called a Minimum Viable Product (MVP).

By all means, find that one street, neighborhood, company, demographic, etc and penetrate it DEEPLY. Be an underdog, and if you don’t have the privilege of a bird’s eye view, capitalize on the privilege of a worm’s eye view. It’s luring to want to flesh out your full vision at once, but building up in milestones is more sustainable than trying to do it all at once.

Think about it. What has been the most rewarding source of revenue for you? Focus on it and penetrate that market deeply. You don’t have plenty seeds to scatter, why cut your only seed into several pieces?

Written by Maple Dappa

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