Why businesses must be deliberate about procurement, project planning and pricing – Adonuja

As Nigeria’s real estate sector evolves, Kehinde Adonuja, founder of OKHaus Glass, is leveraging data analytics and architectural innovation to tap opportunities in the country’s growing glass and interiors market. A Sociology graduate of the University of Ibadan and data analytics professional, Adonuja draws on his experience in financial services and customer behaviour analysis to identify market opportunities, improve customer acquisition and enhance product quality. In this interview with KENNETH ATHEKAME, Adonuja discusses growth opportunities in Nigeria’s architectural glass market, challenges facing small businesses in the construction value chain, and how technology and data analytics can improve business performance. Excerpts:

How would you describe the state of Nigeria’s real estate and architectural market, particularly the demand for modern building solutions?

Nigeria’s real estate and architectural market has strong potential, although it is undergoing a period of adjustment. From my experience at OKHaus Glass, there is growing interest in modern solutions such as frameless glass railings, shower enclosures, office partitions, LED mirrors and customised installations.

Consumer preferences are changing as Nigerians become increasingly exposed to contemporary designs from other parts of the world, particularly through social media. People are paying greater attention to aesthetics, functionality and the overall experience a building offers.

However, rising construction costs, inflation, exchange-rate pressures and reduced purchasing power are affecting affordability. The opportunity, therefore, is not just to introduce modern products, but to develop solutions that are durable, locally relevant and accessible across different price points.

What emerging trends are shaping demand for architectural glass in residential and commercial developments?

One of the biggest trends is the preference for modern, minimalist designs. In high-end homes and apartments, clients increasingly want clean, open spaces, driving demand for glass railings, frameless showers, large glass panels and customised mirrors.

Commercial properties are also changing. Offices, hotels, restaurants and retail spaces are adopting glass solutions to create brighter, more open environments. Glass partitions, for instance, allow businesses to divide spaces while maintaining visibility and natural light.

Customisation is another important trend. Customers increasingly want solutions tailored to their properties rather than standard products. Glass is therefore becoming more than a functional building material; it is an important component of architectural and interior design.

What market gap inspired you to establish OKHaus Glass, and how has the business evolved?

I identified an opportunity in how architectural glass solutions were being delivered to homeowners and businesses. Although demand for modern products was growing, customers could encounter fragmented services, inconsistent finishing and limited customisation options.

I saw an opportunity to build a business that combines good design, quality materials, professional installation and a better customer experience.

OKHaus Glass has evolved to provide frameless showers, glass railings, office partitions, LED mirrors, wine cellars and other customised installations for residential and commercial properties.

Our focus has moved beyond simply supplying or installing glass to delivering complete architectural solutions that combine aesthetics, functionality, durability and professional execution.

How have rising material costs, foreign exchange volatility and supply-chain disruptions affected the architectural glass business?

The impact has been significant because architectural glass is sensitive to material prices, exchange rates, logistics and project timelines.

One of the biggest challenges is price uncertainty. When the costs of materials, hardware, transportation or energy change, it becomes difficult to provide quotations that remain viable until a project is executed.

Customers may postpone projects, reduce their scope or seek alternatives, while developers have to reconsider budgets when the cost of individual components increases.

Businesses must consequently become more deliberate about procurement, project planning, supplier relationships, inventory and pricing.

In the long term, strengthening local capacity would help reduce exposure to exchange-rate fluctuations and international supply-chain pressures. Although the current environment is challenging, it is also forcing businesses to become more efficient and disciplined.

How affordable are architectural glass solutions for the average homeowner and property developer, and what can the industry do to improve access?

Premium architectural glass solutions remain relatively expensive for many homeowners, particularly given the rising cost of construction. However, modern architectural glass should not automatically be equated with luxury products.

Costs vary according to specifications, designs, hardware and finishing. Businesses can work with customers to identify solutions that meet their functional and aesthetic needs within realistic budgets.

At OKHaus, we try to understand the client’s requirements before recommending a product. The objective is not always to select the most expensive option, but to achieve the desired result at a sustainable cost.

The industry can improve affordability through better local sourcing, more efficient supply chains, standardised product ranges and stronger collaboration among manufacturers, suppliers, installers and developers.

However, affordability must not come at the expense of safety or quality. The goal should be to offer different price points while maintaining the standards required for durable and safe installations.

How does architectural glass contribute to the aesthetics, functionality, energy efficiency and value of properties?

Architectural glass has become an important part of modern building design and performance. It can give residential and commercial properties a contemporary appearance while creating more open and flexible spaces.

In offices, for example, glass partitions allow different areas to be separated without completely obstructing visibility or natural light.

Glass can also contribute to energy efficiency, but its performance depends on the type of glazing, building orientation, shading and quality of installation. Properly specified glazing can support daylighting and solar control.

When appropriately designed and integrated into a building, architectural glass can improve its appearance, functionality and overall appeal. The emphasis should be on selecting solutions that meet the specific requirements of each property.

What investment opportunities exist in the architectural glass industry, and what should prospective investors consider?

Opportunities exist across several parts of the value chain, including specialised installation, fabrication, glass railings, shower enclosures, office partitions, facades, balustrades and customised interior solutions.

There is also room for businesses that provide integrated services, covering design, measurement, fabrication, installation and after-sales support.

Local manufacturing and processing present another opportunity. Given Nigeria’s construction market, businesses that can competitively process more materials and components locally could benefit from demand while reducing dependence on international supply chains.

Technology also offers opportunities. Digital tools for design, measurement, quotations, project management and customer acquisition can improve efficiency.

However, investors must look beyond market demand. They need to understand material costs, foreign-exchange exposure, energy, logistics, working capital, technical skills, quality control and their target market. Operational discipline will be critical to success.

How do you use data analytics to guide pricing, customer acquisition and business decisions?

My approach is to use data to reduce uncertainty. Data does not replace experience or judgement, but it provides a stronger basis for decision-making.

My experience in financial services has taught me to examine customer and account data to understand patterns in acquisition, activity and performance, rather than relying solely on headline figures.

In business, I consider the cost structure, market conditions, customer segment and required margins when making pricing decisions.

For customer acquisition, I examine where enquiries originate, which channels generate serious prospects, how many enquiries convert into actual jobs and where potential customers drop off.

Patterns in customer enquiries can also reveal opportunities in the property and architectural markets. Consistent interest in a particular installation, property type or price range can inform product development and investment decisions.

The real value of data is not the spreadsheet or dashboard itself, but what a business can do differently because of the insights it provides.

What are the major obstacles facing SMEs in Nigeria’s construction and building materials value chain?

The challenges are interconnected. Access to working capital is a major concern because a business may secure a project but still need to purchase materials, pay installers and cover logistics before receiving full payment.

Operating-cost volatility is another challenge. Material prices, transportation, energy and other expenses can change significantly, making it difficult for SMEs to maintain stable pricing and margins.

Demand is also inconsistent because construction is project-driven. Businesses may experience periods of high activity followed by slower periods, making cash-flow management essential.

Skilled labour is another concern, particularly in architectural glass, where accurate measurement, fabrication, handling and installation determine the quality of the final product. Delayed payments can further strain businesses that have already committed significant resources to projects.

Entrepreneurship has taught me that revenue on paper is not the same as cash available to run a business. SMEs need sound financial discipline, proper project costing and close monitoring of cash flow, margins and working capital.

How prepared is Nigeria’s architectural industry to embrace smart buildings and modern construction technologies?

Nigeria’s architectural industry is gradually embracing innovation, although adoption remains uneven.

There is growing interest in smart homes, building automation, energy-efficient systems, digital design and modern construction methods, particularly in premium residential and commercial developments.

However, costs, infrastructure constraints, technical skills and dependence on imported technologies can limit wider adoption.

Innovation should also go beyond smart devices. It includes using technology to improve how buildings are designed, measured, priced, constructed and maintained.

Local businesses can help by adapting technologies to Nigerian conditions and developing practical, affordable solutions. In architectural glass, digital design tools, measurement technologies, project-management systems and customer data can improve accuracy, reduce waste and increase efficiency.

The opportunity is to make modern construction technology more accessible and relevant to the domestic market.

What opportunities exist for local manufacturing and a more competitive domestic architectural glass industry?

There is significant potential to develop local capacity, but the process must be approached realistically. The objective is not necessarily to replace every imported product immediately, but to increase the volume of processing, fabrication and value addition undertaken in Nigeria.

There is room to expand glass cutting, tempering, laminating, drilling and edge processing, alongside the production or assembly of selected hardware and accessories. Supporting industries, including aluminium systems, fittings, packaging and other components, also present opportunities.

However, competitive manufacturing requires more than establishing a factory. Energy costs, machinery, specialised raw materials, technical expertise, financing and economies of scale must all be considered.

Stronger domestic capacity could improve lead times, reduce some logistics and foreign-exchange pressures, and give installers more options when responding to customer needs.

The goal should be to build a competitive local ecosystem rather than simply eliminate imports.

How important are quality assurance, safety standards and professional installation in the architectural glass industry?

They are extremely important because architectural glass is not merely decorative; in some applications, it forms part of a building’s safety system.

For glass railings, balconies, shower enclosures and similar installations, the specification, hardware, accurate measurement and installation process all matter. Even a quality product can become unsafe if it is incorrectly specified or poorly installed.

Although cost is a major consideration for customers, purchasing decisions should not be based solely on finding the cheapest option. Customers need to understand the specifications, safety requirements, warranties and installation standards associated with a product.

The industry must do more to educate consumers about these issues.

At OKHaus, we regard measurement, specification, hardware selection, installation and finishing as integral parts of the service. Affordability matters, but safety and quality must remain non-negotiable.

Can innovative architectural solutions help address Nigeria’s housing affordability and sustainability challenges?

Innovative architectural solutions can contribute, although they cannot solve the housing deficit on their own.

Standardised designs, modular approaches, locally available materials and more efficient construction methods can help reduce waste and construction time.

There is also a need to consider the long-term operating costs of buildings rather than focusing only on initial construction expenses. Natural lighting, ventilation, solar control and energy-efficient materials can potentially reduce operating costs over a building’s lifetime.

Architectural glass can contribute, but it must be properly specified. The objective should not simply be to use more glass, but to select the right glazing and integrate it with appropriate shading, building orientation and overall design.

Increasing local manufacturing capacity can also help reduce supply-chain and exchange-rate exposure.

Ultimately, addressing housing affordability requires a combination of affordable finance, appropriate land and planning, infrastructure, efficient construction methods and innovative building solutions. Homes must be affordable to construct, safe, durable, energy-efficient and affordable to maintain.

How has your involvement in agriculture and farming influenced your approach to entrepreneurship, risk management and diversification?

Working across different sectors has taught me that entrepreneurship is fundamentally about managing uncertainty.

Construction and architectural glass have exposed me to project-based demand, customer expectations, pricing and cash flow. Agriculture requires a different kind of discipline because it involves biological cycles, weather, input costs, timing and market prices.

My experience in financial services and data analytics has also influenced how I approach both sectors. Before making major decisions, I consider the potential return, the downside risks, the capital that will be tied up and the expected cash flow.

Diversification, in my view, is not simply about owning several businesses. There must be a clear reason for entering a sector, as well as the resources, knowledge and management capacity to operate effectively.

Although risks differ across industries, understanding the numbers, protecting cash flow and preparing for uncertainty are essential in every business.

What policy reforms, infrastructure investments and private-sector initiatives would help unlock the potential of Nigeria’s architectural glass industry?

Progress requires coordinated action by the public and private sectors.

Reliable and affordable energy is particularly important because glass processing and fabrication can be energy-intensive. Energy costs directly affect production expenses and the competitiveness of local businesses.

There is also a need for an environment that encourages local manufacturing through better access to productive finance, machinery and infrastructure. A more predictable foreign-exchange environment would help businesses that still depend on imported machinery, specialised materials and components.

Stronger adherence to building and safety standards, alongside professional training for installers, fabricators and other industry workers, would improve confidence in locally delivered solutions.

Collaboration among manufacturers, architects, developers, installers and technology companies is equally important. Such partnerships can produce solutions better suited to Nigerian conditions.

The broader opportunity is to build a stronger domestic ecosystem around modern construction, creating jobs, developing technical skills and retaining more value within the economy

What is your long-term vision for OKHaus Glass, and how do you see Nigeria’s architectural and property market evolving over the next five years?

My long-term vision is to build OKHaus Glass into a recognised architectural solutions company that goes beyond supplying and installing glass.

I want the business to combine design, technology, quality installation and data-driven decision-making to deliver modern solutions for residential and commercial spaces.

There is room to grow in architectural glass, specialised interiors, customised installations and, eventually, greater participation in fabrication and processing. However, I want that growth to be structured and sustainable rather than driven simply by the desire to become bigger.

My background in data analytics will continue to shape the business. We want to understand customers better, use data to identify demand, improve pricing and project management, reduce waste and make more informed investment decisions.

Over the next five years, I expect consumer preferences to continue evolving as Nigerians become more exposed to contemporary architecture and international design standards. Developers will also continue seeking ways to differentiate their properties.

Affordability, energy efficiency, locally sourced materials and technology will remain important considerations, while construction costs, infrastructure, financing and supply-chain constraints will continue to test businesses.

For OKHaus, the ambition is to contribute to the industry’s development through better products, professional installation, technology, local capacity and an improved customer experience.

Ultimately, I want OKHaus to be recognised not simply as a glass company, but as a modern Nigerian architectural solutions business that competes on quality, innovation and execution.