Overview:
In 2024, an Indian manufacturer of pharmaceutical raw materials aimed to enter the Kenyan market, capitalizing on the growing demand for high-quality ingredients in Kenya’s expanding pharmaceutical manufacturing sector. Kenya’s need for pharmaceutical raw materials offered a substantial opportunity; however, the Indian company faced challenges in navigating Kenya’s regulatory landscape, establishing reliable distribution channels, and understanding local market dynamics.

Challenges:

1. Regulatory Compliance: Adhering to Kenya’s stringent pharmaceutical import regulations, including obtaining certifications from the Pharmacy and Poisons Board (PPB) and meeting Good Manufacturing Practice (GMP) standards.
2. Customs and Logistics: Managing complex customs requirements and ensuring timely, temperature-controlled shipping to preserve material quality.
3. Distributor Identification: Finding local distribution partners with technical expertise and established relationships within Kenya’s pharmaceutical industry.

Export Assistance Solutions:
To address these challenges, the Indian company engaged SCA-Partner consultancy for tailored export assistance in the Kenyan market. Key support included:

• Regulatory Navigation: SCA-Partner guided the company through Kenya’s pharmaceutical regulations, assisting in obtaining necessary approvals from the PPB, GMP compliance documentation, and additional certifications to meet Kenyan standards.
• Customs and Logistics Coordination: The consultancy coordinated with customs officials and logistics providers to streamline import processes, optimize duty costs, and ensure temperature-controlled shipping for sensitive pharmaceutical materials.
• Distributor Matchmaking: Leveraging its network, SCA-Partner identified and vetted Kenyan distributors with pharmaceutical expertise and solid connections to local manufacturers. This included negotiating favorable terms and service-level agreements.
• Market Insights and Positioning: SCA-Partner provided insights on the Kenyan pharmaceutical market, including competitive landscape analysis and pricing guidance, enabling the Indian company to position its materials competitively.

Outcome:
With SCA-Partner’s export assistance, the Indian pharmaceutical materials manufacturer successfully established a foothold in the Kenyan market, with initial shipments reaching key pharmaceutical manufacturers in Nairobi. The partnership facilitated strong distributor relationships, leading to steady sales growth and expanded interest in East Africa’s pharmaceutical sector. This successful entry positioned the Indian company as a trusted supplier, opening doors for broader regional expansion across East Africa.