Countries: Nigeria, Kenya, Tanzania, Ghana, Uganda

Data Points:

A) Macros

1. What is the GDP and Per capita Income? Growth rate of the same

Nigeria: GDP: $375.74B; Gross National Income per capita: $2100; Population:
190.8M; the GDP grew at 1.9% in 2018 and is expected to grow annually at 2.3%
(approx) in the next two years.

Kenya: GDP: $79.26B; Gross National Income per capita: $1460; Population: 49.6M;
the GDP grew at 5.7% in 2018 and is expected to grow annually at 6% (approx) in
the next two years.

Tanzania: GDP: $52.09B; Gross National Income per capita: $910; Population:
57.3M; the GDP grew at 6.6% in 2018 and is expected to grow annually at 7%
(approx) in the next two years.

Ghana: GDP: $57.99B; Gross National Income per capita: $1880; Population: 28.8M;
the GDP grew at 6.5% in 2018 and is expected to grow annually at 6% in the next
two years.

Uganda: GDP: $25.99B; Gross National Income per capita: $600; Population:
42.86M; the GDP grew at 6.1% in 2018 and is expected to grow annually at 6.5%
(approx) in the next two years.

2. Demographic split by occupation?

Nigeria: Agriculture: 36.51%; Industry: 11.6%; Services: 51.8%. Link

Kenya: Agriculture: 66.71%; Industry: 5.97%; Services: 27.32%

Tanzania: Agriculture: 66.71%; Industry: 5.97%; Services: 27.32% Link

Ghana: Agriculture: 40.65%; Industry: 14.11%; Services: 45.24% Link

Uganda: Agriculture: 66.71%; Industry: 5.97%; Services: 27.32%

3. What is the penetration of financial services? % of adults with Bureau score? % of

adults with bank accounts? % with credit cards etc

Ghana: 58% adults in Ghana have access to a former financial service account. link
 4. What is the household debt to GDP ratio?

Government debt to GDP ratio(2017):

Nigeria: 21.3%

Kenya: 57.1%

Tanzania: 37.4%

Ghana: 70.5%

Uganda: 38.6%

5. Any other relevant macros

B) Telco Landscape

1. Which are the leading telcos in these markets and their market share?

Nigeria: MTN with 50.7 million customers, controls 36 per cent market share.
Globacom is second after MTN, and controls 26.6 per cent market share and 37
million customers, where Airtel is third with 35 million customers. 9Mobile has 17
million customers, which is 12.2 per cent of the market. Link

Kenya: Safaricom leads with 67% of the total market share followed by Airtel at
19.7%, Telkom at 8.6%, Finserve at 4.4% Link

Tanzania: Vodacom is the largest mobile operator in Tanzania with 12,866,059

subscriptions and 32.2% market share. It is followed by Tigo (11,062,852 – 27.6%),
Airtel (10,855,955 – 27.1%), Halotel (3,799,691 – 9.5%), Zantel (935,161 – 2.3%),
TTCL(429,735-1%) and Smart (131,501 – 0.3%). Link

Ghana: MTN leads the market with 46.8% share followed by Vodafone at 23.9%,
Tigo at 14.2%, Airtel at 12.6% and others at 2.5% Link

Uganda: MTN leads the market with 11 million subscribers followed by Airtel with
7.5 million subscribers, Uganda telecom with 2 million subscribers, Africell with 1
million subscribers and 1.5 million subscribers by others. Link

2. Which Telco based lenders/scoring companies are present in these markets?

3. Which telcos are they working with?
4. What is the customer profile? Prepaid/postpaid split? ARPU? Demography?
 5. What are the most commonly used telco service delivery channels ? Mobile apps
OR SIM toolkit or offline retailer?

C) Lending Landscape

1. What is the size and growth rate of the retail unsecured lending market in these
countries?
2. Who are the leading consumer/retail lenders in the market?
3. Which Digital Lenders/Fintech companies are present? What is their business
model? What is their traction?
4. Which are the credit bureaus active there
5. What are the key bank-fintech-lender partnerships already in place? what traction
have they achieved?

D) Regulation

1. What are the restrictions/regulations around consumer lending in these markets?

2. Are foreign entities allowed? What are the terms?
3. What are the FDI rules in these countries? Min local promoter share etc if any?

Airtel
users
Population Key Airtel (in Loan
Country (in million) MNOs Ranking million) Product(s) Lending Partner(s)
Airtel Nigeria 181 6 2 38.3 Aledin Nano Access Bank
Airtel Tanzania 51 5 3 10.2 Timiza Jumo & Letshego Bank
Airtel Money
Airteltigo Ghana 27 3 1 10 Bosea Fidelity Bank & Tiaxa
Maisha Microfinance
Airtel Kenya 45 3 2 8.7 M-Fanisi Bank

Airtel Uganda 37 5 2 7.5 Wewole Jumo