It is rarely one person with one signature.

Who buys at Propak East Africa? A team, not one person. Our visitor research shows that 83% of visitors report that they have purchasing authority or influence, so understanding who sits behind a manufacturing purchase matters whether you are visiting or exhibiting.

Who decides and who influences?

48% of Propak East Africa visitors report that they make the purchasing decision directly, and a further 35% influence it. Owners, CEOs and MDs make up 34% of visitors. Yet buyer interviews across packaging, food processing, printing, plastics and beverage visitors describe purchasing as a team function.

Decision-makers behind a manufacturing purchase

1. Directors approve the final decision:

Owners, CEOs and MDs make up 34% of visitors, and 48% of all visitors report that they make the purchasing decision directly. When the person who can say yes is on the show floor, a conversation can go further in one visit than it would over weeks of emails. Directors look at the whole picture: what the investment costs, what it returns, what risks it carries and what future demand looks like.

2. The attendee walks the floor:

The attendee is the person who is actually at the show. They see the equipment first-hand, ask the technical questions and bring the findings back to the team. Buyer interviews show that sourcing in this region is relationship-led, with word of mouth and direct physical meetings among the most trusted channels, so a face-to-face conversation carries weight that a brochure cannot. Many come back: of the visitors tracked across editions, 31% have attended more than once.

3. Finance weighs the cost​​​​​​​:

Finance weighs the cost against the return before money is committed. Visitor budgets vary widely: 56% report annual machinery and supplies budgets of $50,000 or below, 26% between $50,001 and $250,000, and 9% between $250,000 and $500,000, while 6% report $1 million or more. Whatever the size of the investment, suppliers should be ready to explain both the price and the return.

4. Procurement compares the options:

Procurement compares suppliers, pricing, delivery timelines, reliability and quality compliance. Buyers differ in how often they do it: some report never having changed a core supplier, while others review and renew every year. After-sales service and technical training are consistently cited as a deciding factor for regional buyers, so suppliers who can show what support looks like after the sale give procurement more to work with.

Why the whole team should visit Propak East Africa 2027

Suppliers should expect to sell to a decision-making unit, not a single badge-holder. Buyers should bring the colleagues who will have to agree, so questions are answered on the spot and decisions start sooner. Suppliers who want to meet these decision-makers can book a stand at Propak East Africa 2027.

Propak East Africa runs from 2 to 4 March 2027 at Sarit Expo Centre, Nairobi, alongside AgroPro East Africa. Register to visit Propak East Africa.

Frequently asked questions

Who attends Propak East Africa?
Manufacturers, technology providers, distributors, investors and industry professionals, including packaging, printing, plastics and food processing businesses. 34% of visitors are owners, CEOs or MDs.

Do visitors make buying decisions?
48% report that they make the purchasing decision directly, and a further 35% influence it.

When and where is Propak East Africa 2027?
It runs from 2 to 4 March 2027 at Sarit Expo Centre, Nairobi.

Who should I bring with me?
Anyone involved in the purchase, such as finance, procurement and directors, so decisions are easier to take.

How do I register to visit?
You can register at https://connect.propakeastafrica.com/register.