Despite multiple failed business ventures, Thulani Mlambo was set on introducing the world to South African cuisine, prompting him to start a brand that created premium products from local food.
Born into a family of entrepreneurs in Soweto, Mlambo believed business was his calling, and founded Local to Global Foods in 2019.
He said he was inspired to do so after realising there were not enough South African delicacies — such as achaar — sold in other markets.
“Achaar was not exactly the thing I had in mind when I started. I tasted a good achaar at work one day and felt that while it was a well-known product that was eaten by the truck load locally, we needed to share it with the world.”
Achaar, also known as South Asian pickle, is a tangy, spicy condiment that is usually sold in clear plastic container tubs in the townships. Traditionally, achaar is made from mango, with others adding garlic to the product.
When he started, Mlambo sold achaar in similar tubs but he had a full-time job in the corporate sector and this was a side gig. However, he felt that the version of achaar he sold could be modified to cater to a different group of people.
“The idea was to make achaar for the connoisseurs, something that could resonate with people who understand fine dining,” he said.
Mlambo said his product — Nayi le Achaar — is the first of its kind, a kind of pâtè that can be used in every dish. Nayi le Achaar can be used as a cooking ingredient, a marinade or a snack on a charcuterie board.
It comes in multiple flavours, including rosemary and olive; lemon and black pepper; jalapeño; and garlic and ginger.
“The rosemary and olive [version] can be served with lamb and beef dishes, while the lemon and black pepper goes well with fish and chicken.”
Mlambo did not fully invest his time in the company until 2021 when Covid was subsiding. Self-funding the business from the beginning, he found that working with food required meeting multiple compliance standards, which became financially taxing.
“When I started, people would ask me if I was ready for the financial costs I would incur and we have spent a lot of money trying to meet those standards.”
While other issues hindered the business along the way, he was able to deal with them thanks to having learnt from an earlier, failed business he launched.
“This is my third time leaving my corporate job to pursue a business idea, and while Local to Global Foods is five years in the making, I have 20 years of experience in business. I had other businesses before that unfortunately didn’t work out, but there were a lot of lessons learnt that I apply today.”
Once the compliance process was completed, Mlambo started selling his products to restaurants in Johannesburg that have incorporated them into their menus. These include Pantry by Marble, eateries in Rosebank’s Soko District and Mozzafiato, a Korean restaurant in Kempton Park.
In July, Mlambo entered the Aurora International taste competition in New York, known as the Olympics of food, where Nayi le Achaar won a double gold prize as one of the best flavours of the year.
“I had some of my samples stolen at the event, which goes to show that this is a really good product. We have done extremely well. That win was reassuring for us as it showed that we were doing something important.”
Currently, the business employs four people full time, who are responsible for the whole production process. Mlambo said the business took care of processing, packaging and shipping.
Retailing between R97 and R125 at restaurants and stores, in a good week sales hit 1,000 tubs.
“We are looking to tap into other markets as well, like supplying international retailers and getting hotels to use our products. We also need to get Food & Drug Administration approval in the US to put our product on the shelves there.”
Mlambo said his long-term goal was to boost his portfolio with more food products that could be exported. He said while the company had been funding itself from its balance sheet, in the long run he would seek outside financing for expansion.
“We need a big marketing budget to get our product to the global market and that would require external funding.”
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