USDEC Sees Long-Term Dairy Opportunities in Sub-Saharan Africa

Speaking to Dairy Herd Management, Harden said the U.S. dairy industry must continue supporting established export destinations while also identifying markets where demand and household incomes are expected to grow.

“We have to keep the ball moving in our established markets,” Harden said, explaining that exporters must simultaneously consider short-, medium- and long-term opportunities.

USDEC’s interest in Sub-Saharan Africa is driven by population growth, rising incomes and the gap between expected dairy demand and local production. The organisation is currently studying market conditions and building relationships rather than pursuing rapid increases in export volumes.

Kenya and Senegal among emerging export markets

Kenya has become an important focus of USDEC’s engagement in Africa. Harden and members of the council’s leadership team visited the country around a year and a half ago to better understand its dairy sector and establish contacts with farmers and potential commercial partners.

Kenya already has a significant dairy-producing and dairy-consuming population. USDEC sees an opportunity for U.S. suppliers to complement local production as demand expands, rather than replace domestic farmers.

Senegal is another market being considered. According to the original Dairy Herd report, European suppliers currently benefit from geographic proximity and longstanding trade relationships, particularly in Francophone West Africa.

USDEC intends to differentiate U.S. dairy products through consistent quality, reliable supply and the ability of American producers and processors to expand output over time. Harden also noted that buyers generally benefit from having access to several supply origins rather than depending on a single source.

The council is also examining opportunities in Ghana and Côte d’Ivoire as part of its broader assessment of future dairy demand across Sub-Saharan Africa.

Market development remains at an early stage

USDEC’s ingredients team is conducting what Harden described as market “reconnaissance.” This includes meetings with potential partners, importers, consumer groups and representatives of the financial sector.

The organisation is seeking to understand the commercial and regulatory environment in individual countries. Challenges include tariff and non-tariff barriers, payment practices, distribution systems and the availability of cold-storage infrastructure.

These conditions vary considerably between countries. Building dependable supply relationships will therefore require time, market knowledge and trust between U.S. exporters and local companies.

The Dairy Herd report does not indicate that USDEC has committed to financing cold-chain infrastructure or other physical projects in the region. Rather, cold storage and distribution are identified as conditions that must be considered when assessing the future development of dairy trade.

U.S. dairy seeks to complement local production

Harden emphasised that USDEC does not view trade as a means of displacing African dairy farmers.

“We’re never wanting to displace any farmer,” she said.

Instead, the organisation wants imported products to complement local production and contribute to expanding the overall role of dairy in regional diets.

USDEC is also promoting the nutritional value of dairy products as plant-based alternatives become more visible in emerging consumer markets. Harden highlighted the protein quality, micronutrients and bioavailability associated with dairy foods.

Women farmers central to USDEC’s engagement

Another important element of Harden’s approach is greater recognition of women working in dairy farming and processing.

During her visits to Kenya, Harden met women who cared for animals, sold milk and managed their households but did not always control the income generated by their work. She said women farmers were increasingly being invited to speak at agricultural events and recognised for their contribution to food production.

Farmer-to-farmer engagement is expected to remain part of USDEC’s relationship-building work in the region, helping producers and industry representatives exchange experience and establish trust.

A five- to ten-year perspective

USDEC views Sub-Saharan Africa as a long-term opportunity rather than a destination for immediate large-scale sales. According to Harden, progress over the coming years should be measured not only by export volumes, but also by the relationships established with farmers, buyers and other participants in the regional dairy sector.

“It’s just the beginning,” Harden said.