Dynamic growth: Dräger strengthens presence in Kenya and Ghana

Africa is an important future market: the population is young and growing rapidly - the economic potential of the 54 countries is enormous. Dräger's presence on the African continent is growing. Following sales and service companies in the north and south, two further branches have been added in Kenya and Ghana. Maria Nyamai-Mbugua manages the business in Kenya, Hans Simon Cray the one in Ghana. In this interview, they talk about the "almost endless possibilities" in West and East Africa. 

Dräger wants to be present for its customers on the African market. Why did you choose Ghana and Kenya? 

Hans Simon: Ghana is an ideal location for a regional office in West Africa due to its robust logistics network, stable democracy, strong legal framework and the lowest corruption index in the region. In addition, Ghana is known for its safety and its warm, welcoming culture. 

Maria: There are many reasons for choosing Kenya as Dräger's base in East Africa. Firstly, Kenya is one of the leading & growing economies in Sub-Saharan Africa (SSA). It is also a market-based economic, trade, financial, and logistics center of East Africa. From Nairobi, there is fast and easy access to all countries within East Africa and the larger SSA region. And politically, Kenya has built strong bilateral relationships with the European Union, including Germany. It also has a young, growing and well educated population with a very high fluency in technology. 

What are Dräger's plans for the East and West Africa regions? 

Maria: By establishing the Regional Support Office (RSO) in East Africa, we are reaching out to our sales partners to provide them with market-oriented support. Specifically, the aim is to increase the effectiveness of sales, training, application and technical support for end customers in the region. In this way, we help our partners to build customer relationships as trusted advisors. This is the basis for sustainable, long-term growth in a relevant market.  

Hans Simon: This is exactly what it is all about: driving forward cooperation with local sales partners for sustainable market growth - particularly in the fields of safety technology and medical technology. As a premium manufacturer, we rely not only on the high quality of our products, but also on our in-depth expertise tailored to West African needs. 

How do customers benefit from this? 

Hans Simon: We are committed to delivering pragmatic and reliable solutions that enable our customers to unlock the full potential of our products. One example of this is our training center in Ghana, which provides customers and partners with comprehensive knowledge about our products and services.  

Maria: The Regional Support Office will intensify customer relationships and partnerships, strengthen trust and improve support for our products and services in the region. As well as advance the training and education of all our customers in the Medical and Safety fields.

What expectations do your customers in the region have?

Hans Simon: Customers in West Africa prefer practical, effective solutions to complex offers. When we fulfill this expectation, it leads to a high level of customer satisfaction. 

Maria: Our customer expectations are the same as any other region – quality products that address their needs with effective pre and after sales support and at affordable prices. 

What role does technology play in Dräger's success in your region? 

Maria: Technology is a key part of Dräger products, solutions & services and therefore an important part of our success. 

Hans Simon: Even if the markets are still conservative and less inclined towards advanced technologies such as hospital networking and industrial security systems: Where it enables cost-effective solutions, technology plays a crucial role. Customers appreciate this.

How do the infrastructure and health standards in Ghana and Kenya differ from those in other regions?  

Hans Simon: From the level of training of medical staff to the availability of a reliable energy supply, there are considerable differences. Extreme cases such as smartphone light operations due to a lack of fuel illustrate the critical gaps, especially in rural areas. 

Maria: In my view, the required standards in the hospital and energy sector or other sectors in the region should not differ from those in other regions of the world. I see a resource and knowledge gap as the main reasons for the existing differences. 

What challenges do you face? 

Maria: In my opinion, the opportunities in East Africa surpass the challenges & obstacles. In order to take advantage of them, it is important that we identify and train effective sales partners. 

Hans Simon: Widespread corruption and the slow growth of a robust middle class are significant obstacles. But this could change over time.

What do the employees in your teams value most about Dräger?

Hans Simon: Dräger's respectful, open and cooperative corporate culture is very popular with our West African team. 

Maria: I have brought some answers from my team to this question. They say: “We value the training programs we use to develop our skills. Access to the latest technology and expert knowledge helps." "The commitment to innovation and creative problem solving motivates us and has a positive impact on the community." "The culture of inclusion and collaboration between colleagues from different backgrounds enriches us." "Values such as integrity and transparency guide our actions, and we feel valued and safe. And above all, the opportunity to play an active role in Dräger's success is a challenging and fulfilling experience.”  

What is special about the work in your regions and what can Dräger learn from it overall? 

Hans Simon: There is a pragmatism here based on the principle "done is better than perfect". This approach offers valuable insights for improving operational efficiency. 

Maria: Our employees are deeply committed to Dräger's mission of improving safety and health. They are enthusiastic about the positive impact our products have on people's lives. This is as true for medical devices as it is for workplace safety solutions. This positive, focused energy is certainly something the company as a whole can benefit from. And our customers! 

Thank you very much for the interview. 

Interview: Bernd Seidel & Friends     Photos: Dräger     Published: June 2025