Kugongwa: 5 Tips to Survive Nairobi ‘Broker’ Culture

In the bustling city of Nairobi, amidst the noises of vehicle engines, hooting, conductors shouting destinations, and vendors announcing their products, there is a vibrant economy but an even stronger culture - the broker culture.

Perhaps, the best way to explain broker culture to you would be by using the story of one of Kenya’s top music artists - King Kaka. Before debuting his music journey, King Kaka was a broker in the streets of Nairobi. As he explains it, he had no shop, he had no stock, but he used to sell things. His wit lay in knowing various vendors in town, what they sell, and for how much. Then he would hang out on the streets near the shops. 

Once they spot a potential customer, they will present themselves as help and ask the customer what they want to buy, and depending on what the customer needs, they will take them to the relevant shop to close the deal. King Kaka says his cut came from overcharging the item. 

This is the Nairobi broker culture. Without understanding how brokering happens on the streets, you might end up overpaying for the items you buy in the city. How do you avoid kugongwa on the streets of Nairobi?

Do Your Research First

Research is your number one defence against Kugogwa. For instance, if you want to buy a television set, do not go to town blindly and start your shopping. Chances are, if you find a good broker, they will make a killing out of you. 

Your research should be conducted in two phases. The first phase is getting a general understanding of the price. For this, utilise online platforms such as Jumia, Jiji.co.ke, and Kilimall to get a rough understanding of the television set you are looking for. 

The second part of the research is finding the shops that you need to shop at. For instance, there are streets in Nairobi that are popular for different items. Going to a shop in a place surrounded by many other shops selling similar products gives you leverage as a customer, as the seller understands that if they overcharge, you can always buy next door. This competition protects you from exploitation. This does not mean you should let your guard down.

Once you have a budget for the item you want to purchase and you understand where you can get one, the journey has just begun, albeit on a good note. 

Quote Low, But Don't Offend

Once you get to the streets to shop for what you need, you have to activate your negotiating skills. 

When you get to a shop, they will show you the item you need and start outlining its features and qualities. Some of the features and qualities will be exaggerated. This is to oversell you on the product. The vendor understands that if they succeed in overselling you, they can charge you significantly more.

Listen keenly as they explain the features and qualities of the product. You might just get some material that you can turn around and use to negotiate the price down.

After a session of intensive selling, the vendor will state the price. Mark you, this is not the final price. Rather, it is the price that opens up the negotiating dance floor. The best option for you in this case is to quote a lower price. 

Since you have done your research and know what to expect, you should quote lower than your expectations. So that even if you negotiate upwards, the final price will be around what you expected. 

Nonetheless, do not quote very low, as this might offend the vendor and destroy free will. Your quote should be reasonable to indicate that you understand the value of the product but also to indicate that you know it is not quite as high as they put it.

Don't Be Emotional

As you negotiate, do not be emotional. The constant back and forth might make it look like a confrontation but you should understand that it is just a conversation. 

The conversation you are having is open-ended. It might result in you making a purchase or you can walk away. Whatever the results of the conversation, you should treat it as casually as possible to avoid instigating emotions.

Not wearing your emotions on your sleeves also gives you an advantage in negotiations. It allows you to think clearly and rationally. With clarity of thought, you make a stronger case for yourself. You are also able to counter their offers and suggestions with stronger ones of your own.

Be Ready To Walk Away Empty-Handed

As you were doing your research, we highlighted that you should find a street that sells similar products so that you can have options. Here is where the optionality gives you an upper hand. 

When the haggling seems to not bear any fruit, it is okay to walk away. The vendor will make you feel like you are getting the deal of your life but if you are not satisfied, be sure to walk away. You can find the same product in the next shop.

However, walking away is another strong negotiating skill. Many vendors will see you walking away and buckle to your offer. For them, that can be a critical sale they are about to lose. This shifts the power dynamics and they can give in to your offer. 

Nevertheless, this only works if the counteroffer you have made is reasonable and you have had a respectful negotiation preserving the goodwill.

Know The Lingo

As you go shopping in the streets of Nairobi, you must understand the language of business in the streets. For instance, most vendors will use Swahili or Sheng’ to communicate. If you go shopping and speak sophisticated English, you might fail to create a rapport with the vendor, and the vendor might perceive you as a high-value client and overcharge you.

You need to have a few keywords in your arsenal to help you break the ice. Sheng words such as ‘buda,' 'mathe,’ and ‘auntie,’ are common generic names used within the streets of Nairobi.

Wrapping Up

The Nairobi broker culture is vibrant and thriving. If you are not keen, you can be overcharged, as the brokers are looking to make their margin. However, employing tactics explained, such as comprehensive research, quoting low, not being emotional, being willing to walk away, and knowing the lingo, you can save yourself from ‘kugongwa.’