Transforming agrifood systems is a global priority, particularly in Africa where food security, nutrition and environmental issues remain critical. The poultry sector has the potential to contribute to this by providing affordable animal protein and improving rural livelihoods, while having a smaller environmental footprint than other types of livestock. However, despite growing demand, poultry production in Sub-Saharan Africa (SSA) remains low, averaging around 7 million tonnes per year between 2015 and 2022, far behind production in America (50.4 million tonnes), Asia (49.4 million tonnes) and Europe (21.5 million tonnes) (FAOSTAT, 2025). This results in a persistent reliance on imports. The sector is dominated by smallholder family systems with low productivity, which challenges its ability to meet the growing demand. Literature suggests that the more productive commercial sector has a key role to play in meeting demand. Understanding the mechanisms of success in this sector is important. However, there is a notable lack of research into the drivers of success in commercial poultry enterprises.

This study addresses this gap by focusing on poultry businesses in Nigeria and Senegal, which were selected because West Africa has dominated poultry production in recent decades, with Nigeria being the largest producer and Senegal maintaining a long-standing ban on poultry imports. Their contrasting commercial poultry development and policy environments provide valuable nuances in the analysis. Using qualitative data and a framework emphasising entrepreneurial traits, business characteristics and the business environment as dimensions of success, the study finds that, while the business environment (including policy and industry conditions) plays an enabling or limiting role, business characteristics and strategic responses are crucial for leveraging opportunities or overcoming challenges. Although entrepreneurial traits are less directly linked to success, they influence entry capacity and enhance strategic approaches, thereby indirectly supporting long-term sustained performance.

These insights enrich the literature on the poultry sector in SSA and offer guidance on how to strengthen its role in advancing broader food system goals.

Published as ZEF Working Paper No. 247