Nairobi’s 'pencil man': Ignatius Otieno story of resilience, unique hustle
Opening up about his entrepreneurial journey, Otieno, alias the 'Pencil Man', said he is unfazed by scepticism from some Kenyans who suspect he might be an undercover cop.
Traffic jams along Kenyatta Avenue often hold vehicles and motorbikes in long queues.
It was in such a traffic snarl-up along Kenyatta Avenue that The Eastleigh Voice met a dapper-dressed Ignatius Otieno, selling pencils to motorists.
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Otieno appeared jovial and upbeat, holding boxes of pencils as he attempted to woo motorists into buying one.
Opening up about his entrepreneurial journey, Otieno, alias the 'Pencil Man', said he is unfazed by scepticism from some Kenyans who suspect he might be an undercover cop.
“I've heard people say I am an undercover police officer, but those accusations are false. I am just an ordinary Kenyan trying to earn a living by working hard to feed my family,” said Otieno..
Otieno narrated that he used to work for a company producing pencils, but it collapsed in 2000.
Ignatius Otieno speaks to The Eastleigh Voice. (Photo: Justine Ondieki)
“I had no option but to continue selling pencils in the streets. That’s how I found myself in this job, which I now enjoy,” Otieno explained.
At one point, he briefly worked as a salesperson at Barclays Bank, later rebranded as Absa Bank. However, after the tumultuous 2007 elections that plunged Kenya’s economy downward, he returned to selling pencils.
“Around 2007, I worked briefly as a bank salesperson, but due to the chaotic election situation that caused many of us to lose our jobs, I went back to what I love most, selling pencils,” Otieno recounted.
He said that since 2000, he has been selling pencils in the city’s streets and has mastered the alleys and buildings like the back of his hand.
“After all these years, I understand the streets well because I have witnessed this city grow, transform, and follow its social trajectories. It has been quite an experience,” Otieno reflected.
He disclosed that he sources his pencils from stationery wholesalers in the city, sells pencils per dozen at Sh399 each, and, on a good day, can sell at least 10. His highest sales are when schools open and institutions of higher learning resume semesters.
“I make more sales when schools are reopening, as this is when parents are purchasing the stationery required by learning institutions,” he explained.
Otieno, at the same time, underscored that understanding customers’ buying motivations can significantly boost sales.
“To sell pencils effectively, identify a market need, create unique offerings such as bundles with sharpeners and erasers, and focus on busy areas like city streets or special events.”
Ignatius Otieno shows some of the pencils he sells. (Photo: Justine Ondieki)
He emphasised setting competitive prices by researching what others charge for similar products and adjusting accordingly to maintain profitability.
“Sometimes you can give your pencils a memorable brand or a story behind them to build customer loyalty. I also identify specific needs my customers have. For example, a student might need a durable pencil for exams, or an artist may require specialised coloured pencils,” he explained.
In a twist, the 'Pencil Man' plans to contest the Marachi West Ward in Busia County again after suffering defeat in the last general election, arguing that leadership acumen runs in his family.
“My father was a local civic leader. I see myself following in his footsteps because I am eager to become a ward representative,” said Otieno.
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