Fast moving consumer goods companies penetrating low-income markets in South Africa
type: CreativeWork
description: This research explores the challenges and opportunities for Fast Moving Consumer Goods (FMCG) companies in penetrating low-income markets in South Africa, particularly focusing on the base of the pyramid (BoP). Employing qualitative, exploratory methods, the study involved in-depth interviews with industry experts to understand the strategic approaches FMCGs can adopt for successful market entry and growth. The findings reveal significant hurdles in distribution and accessibility, stemming from infrastructural deficits and diverse consumer behaviours. Nonetheless, the BoP market presents substantial opportunities for growth through innovative, culturally sensitive, and sustainable business practices. It highlights the importance of local market understanding and suggests innovative product and service solutions tailored to the unique demands of low-income consumers. The research concludes that FMCGs can achieve success in these challenging markets by employing strategies that are not only commercially viable but also socially responsible, aligning with sustainable and ethical business practices to tap into the potential of South Africa's BoP markets. This study contributes to academic and practical understanding by offering a nuanced view of the FMCG sector in BoP markets, emphasizing the necessity of a balanced approach that combines strategic penetration, sustainable growth, and continuous innovation.
abstract: This research explores the challenges and opportunities for Fast Moving Consumer Goods (FMCG) companies in penetrating low-income markets in South Africa, particularly focusing on the base of the pyramid (BoP). Employing qualitative, exploratory methods, the study involved in-depth interviews with industry experts to understand the strategic approaches FMCGs can adopt for successful market entry and growth. The findings reveal significant hurdles in distribution and accessibility, stemming from infrastructural deficits and diverse consumer behaviours. Nonetheless, the BoP market presents substantial opportunities for growth through innovative, culturally sensitive, and sustainable business practices. It highlights the importance of local market understanding and suggests innovative product and service solutions tailored to the unique demands of low-income consumers. The research concludes that FMCGs can achieve success in these challenging markets by employing strategies that are not only commercially viable but also socially responsible, aligning with sustainable and ethical business practices to tap into the potential of South Africa's BoP markets. This study contributes to academic and practical understanding by offering a nuanced view of the FMCG sector in BoP markets, emphasizing the necessity of a balanced approach that combines strategic penetration, sustainable growth, and continuous innovation.
author: Polterauer, Christoph
language: en
keywords: FMCGs, South Africa, Base of the Pyramid, Market Penetration, Innovation
date published: 2024
date modified: 2026-07-22T22:23:02Z
provider: University of Cape Town
publisher: Networked Digital Library of Theses and Dissertations
type: WebPage
source organization: Graduate School of Business (GSB)

PropertyValue
property ID: Handle
value: http://hdl.handle.net/11427/41249