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Everything you Need to know About Copia, Kenya’s Offline e-commerce King

By Oluchukwu Ikemefuna

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In the world of e-commerce, Copia has carved a niche by catering to the millions of Kenyans in rural and semi-rural areas with limited internet access.In Kenya, this platform has garnered attention for its offline approach to digital shopping, making it a crucial player in the country’s evolving retail landscape. 

Copia aims to make e-commerce accessible and convenient for Kenyans who lack reliable internet access, particularly in rural and semi-rural areas.

In this article, we’ll be reviewing how  Copia works, examining its origins, business model, impact on local communities, and future prospects, including what made it so successful.

What is Copia?

Copia is a company that was founded in 2013 in Kenya by Tim Steel, Jonathan Lewis, and Tracey Turner, entrepreneurs who sought to bridge the gap between rural and urban markets.

It is an e-commerce startup platform that offers a unique approach to online shopping, catering to people with limited internet access. Instead of relying solely on an online interface, Copia partners with over 50,000 local shops across Kenya. 

These shops, known as “Copia agents,” allow customers to browse the Copia catalog either online or offline and place orders. Once orders are placed, the agents submit them online. Customers then collect their products from the shops, with cash on delivery being the most popular payment method. Copia’s success can be attributed to its accessibility, convenience, and the trust that is fostered through its local partnerships.

This e-commerce startup also represents a concept that goes beyond just being a company. It embodies a new model for e-commerce that caters to offline communities, particularly in developing countries where internet penetration is limited.

By eliminating the need for reliable internet or smartphones, Copia makes online shopping accessible to a wider audience. Its success demonstrates the potential for innovation in e-commerce to reach previously excluded segments of the population. In summary, Copia is both a company and a broader concept that has redefined e-commerce accessibility in certain regions.

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What Is the Aim of this E-Commerce Startup?

Copia’s primary aim is to democratize e-commerce in Kenya, ensuring online shopping is accessible and convenient for everyone, especially those in rural areas with limited internet access.

They achieve this by partnering with local shops, or “Copia agents,” to create economic opportunities and offer a wider range of products. This approach not only strengthens local businesses but also fosters vibrant communities.

Copia’s interwoven objectives are to make e-commerce accessible and to empower local businesses. By bridging the digital divide, they drive economic activity in underserved regions. In return, the stronger network of local businesses enhances Copia’s reach and accessibility. This symbiotic relationship is central to Copia’s mission.

In addition to democratizing e-commerce, Copia is committed to providing diverse and essential products, thereby improving living standards. They also promote financial inclusion by offering financial services, like “Buy Now, Pay Later,” through their agent network, encouraging broader financial participation.

Moreover, Copia constantly enhances convenience by improving their mobile app and offering online ordering options. This multifaceted approach aims to create an inclusive and empowering digital economy in Kenya, benefitting individuals and communities alike.

Copia’s efforts extend beyond selling products; their overarching mission is to foster an inclusive, empowering digital economy in Kenya. This is achieved by combining accessible e-commerce, financial inclusion, and community development strategies.

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How Is Copia’s Business Model Like?

Copia’s business model is centered around bridging the gap between online convenience and traditional retail reliability. Customers have access to a diverse range of goods, including groceries, household items, electronics, and more, through Copia’s website or mobile app, which hosts a catalog of over 3,000 products.

After placing an order, Copia’s network of agents, or “Copia Points,” takes on the responsibility of fulfilling the order. These agents, usually local entrepreneurs who have partnered with Copia, are essential to the company’s operation.

They receive the orders from customers and then source the products from nearby distribution centers. This step is crucial, as it ensures that the products are readily available and that customers can receive their orders promptly.

Once the products are sourced, the agents take charge of delivering them directly to the customer’s doorstep. This delivery mechanism is essential, especially in rural areas where access to goods is limited.

Copia Points play a pivotal role in ensuring that customers in these areas have access to a wide variety of products, improving their quality of life, and creating economic opportunities for the agents themselves.

Copia’s business model is unique in its emphasis on offline operations, which has proven to be successful in addressing the challenges of last-mile delivery in developing countries like Kenya. By combining the convenience of e-commerce with the reliability of traditional retail, Copia has created a sustainable and impactful business model that benefits both customers and local entrepreneurs.

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What Is Copia’s Impact On Local Communities?

Copia’s business model has had a transformative effect on local communities in Kenya. The platform’s ability to provide access to a diverse range of products, including those that were previously inaccessible or prohibitively expensive due to logistical challenges, has significantly improved the quality of life for numerous residents. 

This improved accessibility to essential goods has been particularly beneficial for rural and underserved areas, where traditional brick-and-mortar stores are scarce or non-existent. By offering a catalog of over 3,000 products, ranging from groceries to household items and electronics, this e-commerce startup has become a lifeline for many households, enabling them to purchase goods that were previously out of reach.

Moreover, the Copia Points network has emerged as a cornerstone of economic development in these local communities. These agents, who are typically entrepreneurs operating in rural areas, play a vital role in the distribution and delivery of goods.

By working as intermediaries between the platform and the customers, they earn commissions on each sale they facilitate. This economic incentive has not only provided these agents with a reliable source of income but has also empowered them to become entrepreneurs within their communities.

As a result, the Copia Points network has catalyzed economic activity and job creation in these areas. It has also contributed to financial inclusion by providing opportunities for individuals who may not have had access to formal employment or entrepreneurial ventures.

Overall, Copia’s impact on local communities in Kenya is beyond mere commerce; it has become a catalyst for social and economic development, empowering individuals and fostering sustainable growth.

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How Does This E-Commerce Startup In Kenya Work?

Copia’s operational strategy is centered around a robust network of agents, known as “Copia Points,” who serve as the link between the online platform and customers in underserved regions.

The process begins with customers browsing the Copia catalog, which is available both online and offline. Customers in Kenya can access the catalog through the Copia mobile app or by perusing physical brochures at agent shops.

Once customers have selected their desired products, they place their orders with the nearest agent. The agent then submits the orders online, specifying the quantity and delivery address. This process allows customers to enjoy the convenience of online shopping while still benefiting from the personalized service provided by local agents.

The next step in the process involves product delivery. Upon receiving the order, Copia’s distribution centers dispatch the requested items to the designated agent shop. This aspect of the process ensures that the products are sourced efficiently and delivered to the agent in a timely manner.

Customers also collect their orders from the agent shop. This step is crucial as it allows customers to verify the products and make any necessary payments. In terms of payment options, cash on delivery remains the most popular choice among Copia’s customers. This payment method is particularly suited to the unbanked populations that Copia serves, providing them with a secure and convenient way to transact.

Overall, Copia’s operational model uses technology to bridge the gap between online shopping and traditional retail, ensuring that customers in rural and underserved areas have access to a diverse range of products. By collaborating with local agents and prioritizing customer convenience, this e-commerce startup has established itself as a key player in Kenya’s e-commerce landscape.

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Why Is Copia So successful?

Copia’s success hinges on several key factors and they include:

  • Accessibility: 

Unlike many e-commerce platforms that require internet access and smartphones, Copia utilizes existing local shops, making it accessible to a broader range of customers. This strategy has been particularly beneficial in rural areas where internet connectivity can be limited.

  • Convenience: 

Copia’s model allows customers to browse, order, and collect their purchases from familiar neighborhood shops. This not only saves them time and effort but also provides a sense of convenience and reliability, two essential factors for customer satisfaction.

  • Trust: 

By partnering with trusted local businesses, Copia has managed to build trust and familiarity among customers who may be hesitant about online shopping. This aspect is crucial, especially in communities where personal relationships play a significant role in business transactions.

  • Product variety: 

Copia offers a wide range of products, including essential items like groceries and household supplies, as well as more desirable products like electronics and clothing. This variety ensures that customers can find what they need while also satisfying their wants.

  • Efficient logistics: 

Copia’s network of agents ensures that orders are fulfilled quickly and efficiently, leading to high customer satisfaction. This aspect is especially important in areas where traditional e-commerce struggles with last-mile delivery.

  • Local entrepreneurship: 

Copia’s model empowers local entrepreneurs to become agents, providing them with a source of income and contributing to economic development in their communities.

  • Adaptability: 

Copia’s model is adaptable to different contexts, allowing it to be successful in various regions with different infrastructural and logistical challenges.

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What’s Some Of The Achievements of Copia?

Copia, Kenya’s offline e-commerce king, has been making waves in the industry, garnering recognition and accolades for its innovative approach and commitment to excellence. 

In 2023, Copia was awarded the prestigious Digital Tech 100 Excellence Award for Best Operator in the Mobile/e-Commerce Category in Kenya. This recognition highlights the company’s dedication to providing a seamless and efficient shopping experience for its customers.

Also, Copia was honored with The Most Innovative Supply Chain Projects and Operations Award at the Africa Supply Chain Excellence Awards in the same year. This award is a testament to Copia’s success in revolutionizing the supply chain and addressing the unique challenges of last-mile delivery in rural and semi-rural areas.

In terms of business expansion, Copia has been making strategic moves to further its reach and impact. In 2022, the company launched its own line of branded products, including essentials like sugar and rice. This initiative aims to provide customers with more affordable options while also showcasing Copia’s commitment to quality and value.

Furthermore, Copia partnered with Visa in 2022 to offer financial services through its extensive agent network. This partnership is part of Copia’s larger mission to promote financial inclusion and empower local entrepreneurs.

On the operational front, this e-commerce startup has been focusing on expanding its agent network to reach more customers in rural and semi-rural areas. This expansion is crucial for ensuring that Copia’s services are accessible to as many people as possible.

The company has also been actively enhancing its mobile app to improve the online ordering experience and increase efficiency. By streamlining the ordering process and making it more user-friendly, Copia is making it easier for customers to shop from the comfort of their homes.

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What’s The Future Of This E-Commerce Startup In Kenya?

Copia’s success in Kenya has garnered attention beyond the country’s borders. The company’s unique approach to e-commerce, which combines digital convenience with traditional retail reliability, has sparked interest from investors and organizations seeking to replicate its success in other regions.

The model’s adaptability and potential for scalability make it an attractive investment opportunity. Investors recognize the value of Copia’s network of local agents, known as “Copia Points,” who play a crucial role in fulfilling orders and serving as key drivers of economic growth in their communities.

Copia’s offline approach to e-commerce has also drawn the attention of industry experts. In developing countries, last-mile delivery remains a significant challenge due to poor infrastructure and logistical constraints. Copia’s model, which leverages local agents to facilitate order fulfillment, is seen as a viable solution to this problem.

Furthermore, as internet connectivity and digital literacy continue to improve across Africa, Copia is well-positioned to capitalize on the growing demand for e-commerce services. The platform’s user-friendly interface and comprehensive product catalog make it an attractive option for consumers in both rural and urban areas.

Copia’s success in Kenya has positioned it as a key player in the continent’s e-commerce landscape. With plans for expansion and a model that addresses the challenges of last-mile delivery, Copia is poised to make a significant impact on e-commerce in Africa and beyond.


What is Copia?

It is an e-commerce startup platform for Kenyans with limited internet access, using local shops (“agents”) for browsing, ordering, and pickup.

Who founded Copia?

Tracey Turner and Jonathan Lewis founded the company in 2013.

When was Copia founded?

The e-commerce startup was found in 2013

Where does Copia operate?

Currently, only in Kenya, primarily in rural and semi-rural areas.

How does Copia work?

-Browse the Copia catalog (available online and offline) through the mobile app or physical brochures at agent shops.
-Place your orders with agents, who then submit them online.
-The products are delivered to the agent shops, where customers collect them conveniently.
-Remember cash on delivery remains the most popular option, catering to unbanked populations.

Why is Copia successful?

-It is easily accessible as no internet is needed to reach different areas 
-Copia is convenient as you can order and collect locally, within your familiar shop.
-It utilizes trusted local businesses and fosters trust for offline communities.
-The company offers a wide range of essential and desirable products.

Is Copia available outside Kenya?

No, not currently. However, it serves as an inspiration for similar models elsewhere.

Can I become a Copia agent?

Yes! Visit the Copia website or contact them directly for more information.

Is Copia a good business opportunity?

It depends on various factors like location, customer base, and existing partnerships. Research and contact Copia for specific details.

Can I buy directly from Copia online?

Not all products are available online. Ordering through the agent network remains the primary method.

Does Copia offer discounts or promotions?

Yes, they regularly offer discounts and promotions. Check their website and social media for current offers.


Copia’s innovative approach to e-commerce has made it a standout player in Kenya’s retail sector.

By combining the convenience of digital shopping with the reliability of traditional retail, this e-commerce startup has successfully connected rural communities with a wide range of products, improving their quality of life and empowering local entrepreneurs. 

With plans for expansion and a model that is adaptable to different contexts, Copia is poised to make a lasting impact on e-commerce in Africa and beyond.


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Blessing Ukibe
Blessing Ukibe

Medical Student at Nnamdi Azikiwe University|Tech content expert at Silicon Africa Technology|Lover of fun books and fun fun ☺️

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