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Nando’s: Not A Headless Chicken

Nando’s peri-peri chicken is famous all over world. A truly global brand, it employs around 30,000 people and has at least a thousand restaurants selling the spicy hot chicken brand in places like Washington, London and Johannesburg. But South Africa is where it all started.

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Nando’s founder Robert Brozin, 53, looks, speaks, and swears, more like a surfer than the head of a food industry giant.

Dressed in a pair of jeans, a button-down shirt, a ‘united against malaria’ bracelet and loafers, he could easily be dismissed as an old man suffering from a midlife crisis. It’s all part of his plan to disarm anyone who has preconceived ideas about how a company chairman should look and act.

The reality is that Brozin is a very smart businessman. At the FNB Franchising Leadership Summit held in Sandton, Johannesburg last year, he told the gathered crowd:

“Our basic vision, when we started twenty five years ago, was to have fun. If you are not going to have fun, do not do it. This is not a dress rehearsal; this is life, boet [brother in Afrikaans]. We are trying to keep that balance while at the same time changing how the world thinks about chicken,” he says.

Nando’s has certainly changed the way the world thinks about chicken, not only through the spicy meals they dish up but through their infamous, sometimes political, advertising campaigns.

But where did it all start?

Brozin was born in the small town of Middelburg, in South Africa’s Mpumalanga province, but finished high school at Johannesburg’s King David High School.

He did a BComm degree at the University of the Witwaters-rand, after which he joined accounting giant, Price Waterhouse before they became PricewaterhouseCoopers.

He did two years of articles before joining his father’s business Teltron as a marketing manager.

While working at Teltron, he met his future business partner Fernando Duarte, who introduced him to a shop in the small suburb of Rosettenville called Chickenland that sold Portuguese chicken. They later bought the shop.

FORBES AFRICA had an opportunity to speak to him after the summit.

“Fernando and I used to go eat in Rosettenville and I liked the chicken. I wanted to be an investor. I thought I would put money in and Fernando would be there and I would just come to check how things were. But this was not the case. I soon found out I had to be full-time,” says Brozin.

Brozin wanted to take the brand global and enlisted the services of various advertising agencies to help him market the brand.

They finally found the right match in HuntLascaris, which was also just starting out. The two companies created some of the most talked about advertisements in South African television.

“We met Reg and John, who became our first proper agency. We were so aligned, whereas before we were running around like chickens without heads. I remember Hunt presenting adverts to us that I thought were terrible that went on to win awards, which I will now take credit for,” says Brozin.

One of the HuntLascaris founders, Reg Lascaris, remembers those early days for both companies that have since grown to become world beaters.

“I met Robbie in the very early ‘90s, when he was looking for an advertising agency to handle his business. He came to see us and we then presented some ideas back to him, which he liked. Our biggest achievement was in creating breakthrough and controversial advertising that helped create the personality of the brand,” he says.

Today, Nando’s can be found in more than 25 countries around the world, across five continents. But it hasn’t been plain sailing for Brozin, and his partner, to get it to this level.

“When we started out everyone knew about the other brands like Chicken Licken and KFC […] but we were passionate about chicken. The front line people are the real heroes at Nando’s. You can’t have a great organization without having good people at that level,” he says.

He also gives credit to his father, Max, and his partner for keeping him going when times were tough.

“There were times when I was ready to throw in the towel. My personal success has been surrounding myself with people who pull you up when you are down. My dad has been a huge influence in my life. He is a Jewish accountant. Everything is about cost. Fernando has been fantastic for me. We disagree many times but he has gotten me out of [trouble] many times. It’s not how you get into [trouble] but how you get out of [trouble],” he says.

Brozin has stepped down as CEO of Nando’s and has appointed David Niven, previously head of the American and European Nando’s divisions, in his place. Brozin says it was time to get some “adult supervision” but admits that he is busier than he has ever been.

“It needed the right time and right guy to come in and thicken the Nando’s brand globally. I gave the new CEO a watch. I said, ‘You might have the watch but Africa has the time. As you get bigger you get tighter and you squeeze people. That is not the way to do it.’”

It is clear that the married father of three is not only driven by profits; he is passionate about his efforts to curb the spread of malaria in Africa.

Nando’s sells ‘united against malaria’ bracelets in all of its restaurants to raise awareness. The proceeds go to buying mosquito nets for people in affected regions.

However, it is in business where Brozin is an expert. He offers some advice to those wishing to follow in his footsteps.

“When Reg and John started they had no cash, no office… they started at the back of a car. Who starts one of the best agencies in the world in the back of a car? You have got to start with nothing. If you start with too much and you have the biggest offices in the world you are not going to achieve much. Entrepreneurs come to me and ask for cash. Cash is the last thing. Money has four legs, man has two legs. Money will always catch up to man.”

Sound advice, indeed, from a Jewish boy from the northern suburbs, who started selling Portugese chicken in the south; and now sells Nando’s to the world.

CONTROVERSIAL

NANDO’S ADVERTS

(MOSTLY CREATED BY BLACK RIVER F.C. ADVERTISING AGENCY)

LAST DICTATOR ADVERT

The advert shows a sad Robert Mugabe dining alone at Christmas in a mansion, while he reminisces about “the good old days” with former controversial leaders. Times when he played water tag with Muammar Gaddafi; made angels in the sand with Saddam Hussein; pushed P. W. Botha on a children’s swing and drove a tank with Idi Amin, while Those Were the Days is being played.

XENOPHOBIA ADVERT

In this 60 seconds advert Nando’s aims to ridicule Xenophobia. A xenophobe says that he wishes that all foreigners would disappear from South Africa. Frame by frame South Africans from ethnic and tribal groups start disappearing until only a Khoisan remains on screen. He says, “I am not going anywhere, you found us here”.

NANDO’S CHICKEN BREAST ADVERT

A customer orders a Nando’s burger and chips, which are delivered while she is on the phone. Her breasts are so big they cover the plate. At the end of her telephone conversation she asks the waiter where her chips are. They waiter says, “Right in front of you”. She only sees the chips when the waiter pulls the plate to the center of the table.

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The Maverick In Tech

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The founder of some of Nigeria’s best-known startups on the mistakes and the millions that made him click in the technology business.


Sometimes, the simplest business ideas can come from strange places, or even strangers.

In his first year studying law at Waterloo University in Canada, Iyinoluwa Aboyeji was approached by a stranger who asked to stay in his house.

 “I was like ‘I don’t know you, you have long hair and you are white; I don’t know about this’, but I said, ‘ok cool’, and he stayed over and we became good friends.”

About a year later, Pierre, the friend, decided to head to Silicon Valley for his cooperative education term.

READ MORE | Entrepreneurship Funds In Africa: Distinguishing The Good From The Bad

“He told me about this amazing world of Silicon Valley, tech and investments, and I was sold. A few months later, we decided to start our own tech company called bookneto.com,” says Aboyeji.

It was a platform that enabled students to download past examination questions and work with a team of people at the school to help answer them.   

The company did decently for three years until it got sued by the university, but at least that marked a turning point in Aboyeji’s entrepreneurial life.

It turned out that the intellectual property for past examination questions belonged to the professors at Waterloo University, a fact that was “unknown” to the pair of entrepreneurs and they were found “guilty of piracy”. The venture was eventually sold to a professor who wanted to teach students not enrolled on campus, for a small fee.

READ MORE | $10 million for Africa’s next great entrepreneurs

“We had it for three years, and by this time, I had graduated and looking for a new adventure and I was pretty sure I did not want to run another business in Canada, so I had started looking at other markets and Africa was a big one for me, Nigeria in particular,” says Aboyeji.

After graduating, he returned to Nigeria in 2013.

His proclivity for identifying opportunities inducted him into the world of massive open online courses (MOOCs). The dominant players at the time were Coursera and Udacity.

According to a report by Component, globally, the MOOCs market is estimated to hit $20.8 billion by 2023. Aboyeji wanted in. He set up a company in Abuja called Fora.com focused on incorporating MOOCs into the university environment especially for courses that were relevant but not provided by Nigerian universities due to a lack of quality resources.

“I was very naïve. I imagined that it would be a breeze to build that business and learned the hard way that anything regulated doesn’t operate rationally. So, the regulators didn’t give me any approvals and universities were skeptical and didn’t want to be laid off so it didn’t work out. We ended up pivoting that business and ended up selling online MBAs instead. Our typical clients were young bank managers who wanted to get an MBA or advanced degree courses to improve their chances of being promoted,” says Aboyeji.

READ MORE | Why Now Is The Time To Invest In African E-commerce

The firm began to gain some traction. People were paying for the application courses and Aboyeji decided to pilot a loan program where financial institutions would offer loans to students.

“So, we were making money but it wasn’t popping off. I went to New York with the team because we had just gotten some new funding and we had to meet the new investors. I had met a guy named Jeremy Johnson when he was in Nigeria earlier so I pinged him and told him what we wanted to do. I wanted to learn from his experiences. He agreed to meet for coffee in New York.”

During their meeting, Johnson expressed his idea about a new form of education geared towards skills rather than degrees. Aboyeji also talked about unemployment in Nigeria and how that represented a massive opportunity.

It was a match made in heaven.

“One of the things he told me was that he could not find a sales force engineer for $150,000 in New York. They just didn’t exist so I said, ‘man, I can train you sales force engineers’. And he said ‘if you decide you are going to pivot, what you are doing or adding to it… I would fund you and I will be chairman and we can do this together’. So, I said ‘someone is going to fund you to do a new business, why not’.”

Aboyeji had just stumbled on a new gold mine and Andela was born. He started with one person and began teaching him how to code. He repurposed the team from Fora into coding masters, bid masters and operational staff, and shifted the focus of Fora because they had the flexibility to do it.

“I don’t think at the time we had any idea how big what we were doing was. We did the first one, it was semi-successful, we trained the next four, which was really good. We put out a job description saying no experience required, we will pay you to learn how to program and we had over 700 applicants off Twitter and we knew we had something.”

They whittled down to about four or five people that completed that program. To find work for his new coders, Aboyeji used Upwork, the popular freelance jobsite, to bid for jobs.

“We didn’t know anybody, so we bid for jobs, executed it and before we knew it, we had about 150 people in the room. That was how the transition happened from Fora to Andela,” says Aboyeji.

The company has since gone on to raise $180 million in venture funding from the likes of Mark Zuckerberg and other notable investors from Silicon Valley. Aboyeji left the company after three years in search of his next adventure but is still a major shareholder in Andela.

That voyage led him to co-found Flutterwave, an integrated payments platform for Africans to make and accept any payment, anywhere from across Africa and around the world. Under his watch, the company processed 100 million transactions worth $2.5 billion.

Turning his eyes firmly on future opportunities has led Aboyeji to set up his own family office called Street Capital, with a focus on identifying passionate and experienced missionary entrepreneurs with the integrity and courage to flawlessly execute in Africa.

With a solid track-record of unearthing diamonds in the rough, Aboyeji hopes to empower the next generation of African entrepreneurs to achieve their fullest potential and help build some of Africa’s fastest-growing and most-impactful tech businesses.

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The Movie Buff With A Happy Ending In Business

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Kene Okwuosa continues to make profit selling the immersive cinema experience across movie halls in Nigeria.


If trailers of Simon Kinberg’s upcoming X-Men: Dark Phoenix have whetted your appetite for more action-packed cinema, you could take your pick from the likes of Hobbs & Shaw, John Wick 3: Parabellum or Avengers: End game. But as any film buff would tell you, watching these adrenaline rushes on DVD or TV is no match for a full-throttle cinema experience.

Kene Okwuosa is bullish about letting Nigeria’s 190 million population experience the thrilling excitement of the celluloid world. Using the theater to extract a sizeable profit from the Nigerian culture of socializing and communal engagement, his Filmhouse Cinemas has grown from just three screens to multiple locations across the country.

As part of the company’s strategic expansion plans, Okwuosa signed a pioneer deal to bring IMAX, the world’s most immersive cinematic experience, to West Africa in 2016. In doing so, Filmhouse has flipped a switch not just to beat competition from other local cinema chains, but also become one of the fastest-growing IMAX businesses in Europe, the Middle East and Africa.

READ MORE | Worldwide Box Office, The Best It’s Ever Been

Quite a feat considering Okwuosa’s first stint at the cinema business did not have a happy ending.

The year was 2008 and Okwuosa and his partner at the time, also named Kene, were desperately looking for greener pastures beyond the borders of the United Kingdom (UK), where they were both employed as assistant general manager and general manager respectively at Odeon Cinemas.

“I had a conversation with Kene on the first of December 2008 and he was saying there is an opportunity with a friend of his who was an investor in Nigeria and we could go back, set up a company and create a great product in Nigeria. I resigned from my job on the second of December, I saw my family on the third of December and I caught a flight on the fourth of December after not being back in Nigeria for 11 years,” says Okwuosa.

And their voyage back home was favored by lady luck. A South African company at the time was exiting the Nigerian market and their assets were up for grabs. With the help of their investor, the pair bought up the assets and just like that, Genesis Deluxe Cinemas was born. It was a magical moment in the lives of the newly-minted entrepreneurs.

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With three chains of Genesis Cinemas under their belt, the pair were ready to reap the profits of their entrepreneurial pursuits until everything went belly up.

“A year later, that deal went so bad we had to exit. Myself and Kene exited the company to our dismay.  The private investor owned most of the business and there were issues between the investor and my partner relating to a slight misalignment of the company. We were torn between either staying in Lagos or going back to the UK. We decided to stay and tug it out,” says Okwuosa.

The pair had to downsize from the guest house they were staying in to a smaller flat and survived on noodles, while they hatched their next plan. They turned their living room into an office and went back to the drawing board.

Okwuosa believed there was still a market in the cinema theater business and he was not wrong. According to PricewaterhouseCoopers, the Nigerian film industry is globally recognized as the second-largest film producer in the world. Total cinema revenue is set to reach $22 million in 2021, rising at 8.6% CAGR over the forecast period.

READ MORE | Will Cinema Just Disappear?

The cinema industry is one of the priority sectors identified in the economic recovery growth plan of the federal government of Nigeria with a planned $1 billion in export revenue by 2020. Furthermore, the National Film and Video Censors Board estimates the Nigerian movie industry needs at least 774 cinemas across the country for it to tackle the menace of piracy.

“So, for two years, I was literally waking up and going to every single office trying to pitch and raise money. We didn’t know anybody and we are not sons of rich men, we had already failed with Genesis, we had no assets or collateral. We were literally telling people we were going to modernize Nigeria’s entertainment scene and everybody was looking at us like we were crazy.”

In 2009, the Intervention Funds, created by then president Goodluck Jonathan to boost the Nigerian creative industry, would prove to be the lifeline Okwuosa and his partner so badly needed.

“I am proud to say we were the very first to access that fund in 2012, which was about N200 million at the time which, when you look back is not that much but considering the exchange rate, it was over $1 million. It was enough to help us kickstart Filmhouse. We had nothing, so that particular facility was largely uncollateralized,” says Okwuosa.

The fund took a bet on Okuwosa and his partner and it paid off. The loan was used to open their first three-screen cinema in Surulere, Lagos.

“It had a slow start but ultimately grew to be one of the biggest locations in the country and that organic growth led us to open two more cinemas prior to our second round of investors, which was private equity money from African Capital Alliance.”

The investment helped Okwuosa to scale to 10 operational locations across six states. The original vision when Okwuosa started Filmhouse was to be the biggest and best cinema and create an amazing space where people could escape into a different world.

Two years after, the company set up the production and distribution part of the business.

Filmhouse now represents about 50% of tickets sold in Nigerian cinemas, according to Okwuosa. With just a dream to conquer the Nigerian market, today, Filmhouse has a vision to become a media entertainment company.

READ MORE | A $426.6 Million Opening Makes ‘Black Panther’ The Top-Grossing Film With A Black Cast

In addition to IMAX, the company represents other international brands like Warner Bros and Lionsgate. With the institutional investment, Okwuosa has strengthened his core team, which no longer includes his former partner, as well as providing the company the impetus to scale with the right mind and right trajectory.

With a GDP of $375 billion making the Nigerian economy the 30th largest economy in the world, Okwuosa believes there is still a big chunk of money to be made from the entertainment and media space.

“I think we haven’t even scratched the surface of this industry and we want to position ourselves at the forefront of Nigerian entertainment.”

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Advances In Nigeria’s ‘Burglar Watch’ Industry

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The escalating safety and security issues in Nigeria raised the alarm for this innovative entrepreneur.


Today, organizations not only face escalating risks but also the certitude that they will face a security breach at any time, if proper precautions are not taken. Such was the case for Paul Ajibulu when his office premises were ransacked by thugs in Adeola Odeku, Victoria Island, Lagos.

“We had just got our office fully furnished with MacBook computers and the whole works. When we came in the next day, we found the locks broken and all the office equipment had been looted. I lost about $20,000 in all that day and that set our business back for a couple of months,” says Ajibulu.

READ MORE | Executive Protection: Big Bucks, Bullets And Bodyguards

To solve his problems, he reached out to Extreme Mutual Technique, an automated digital systems solution and renewable energy service provider.

The company says it boasts top-tier clients such as MTN, the Embassy of Sierra Leone, South African Breweries, and Africa Finance Corporation, amongst many others.

Akpobome Ojoboh, its founder and Managing Director, is adamant his systems are a must-have for every organization in Nigeria.

“We initially started the business called Extreme Surveillance Systems limited. Coming from my previous background, we decided to focus on CCTV and digital security. Considering the fact that Nigeria was being terrorized by security mishaps, we decided to [resolve] that,” says Ojoboh.

Safety and security have never been discussed in Nigeria as they are now. Threats are from everywhere, and at all places. Routine security checking at offices and shopping mall entrances has become the norm.

The idea of preventing crime is an appealing twist in today’s times and although it’s comforting for many to imagine a competent police officer monitoring every camera in Lagos, the question remains whether CCTV systems really do prevent crimes from happening or do they merely help in nabbing a criminal once a crime has occurred.

In a city like Lagos where you have constant disruptions to power, the long-term success of these systems presented significant hurdles for Ojoboh in the early days.

“There are so many limitations to digital security vis-à-vis the lack of a proper database that even when you have [identified] the culprits, you cannot find them. Furthermore, there were limitations to how people took ownership of their equipment because there was [often] no power. So, you put a system and people say ‘what if there is no power’?”

To combat these challenges, Ojoboh decided to provide another solution, by moving into the world of inverters.

“Then again, these inverters run down when there is no power to charge them so we went into renewable energy called solar to back up our inverters and digital solutions. That is when we changed the business to Extreme Mutual Technique Limited,” says Ojoboh.

Security is one of the largest businesses in the world, according to Ojoboh.

He has seen an increase in more families opting for peace of mind by having big brother watching over their loved ones whenever they cannot be with them.

“When I first became a mum, I would always worry incessantly about my daughter left alone at home with my nanny. Then, we started noticing strange marks on my daughter and I had heard about people mistreating children they cared for but I never thought it would happen to me. I reached out to a security company to install a camera in the house and lo and behold, I saw the nanny hitting my daughter. My whole world crumbled,” says Rebecca Gyan, a grocery store owner in Accra.

READ MORE | Pain, Poison And Potential

“You have to be prepared because if you are not, then you almost cannot stop any security breach. It helps you to know some proactive measures to protect yourself. If you have a CCTV system and you notice there is a particular group of people visiting your building, you will be able to notice and react,” says Ojoboh.

As organizations become familiar with probable threats and vulnerabilities, they will be able to establish both preventive measures and responsive systems, to decrease the likelihood of intruders and attacks.

Since starting out in 2007, Ojoboh has grown the team to a 40-member business spread across Lagos and Abuja. The company has also moved into IT and engineering services in the areas of energy infrastructure, home automation, fire safety and digital security solutions.

With power still an issue in Nigeria, Ojoboh sees the future of his business in the area of renewable energy to power his systems to provide that all-important peace of mind to his clients. 

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