Overview:
In 2024, a Taiwanese manufacturer of high-quality construction materials aimed to enter the Rwandan market, driven by the country’s rapid infrastructure development and growing construction sector. Rwanda’s demand for premium construction materials, particularly in urban development, made it an attractive market for Taiwanese products. However, the company needed a reliable distribution partner to navigate the local market, reach construction companies, and ensure proper product supply and after-sales service.

Challenges:

1. Market Entry: Identifying the right distribution channels to reach Rwandan construction companies and contractors.
2. Regulatory Compliance: Navigating Rwanda’s import regulations for construction materials, ensuring compliance with building standards and safety regulations.
3. Distributor Reliability: Ensuring that local distributors had the necessary infrastructure, technical knowledge, and capacity to effectively represent Taiwanese construction materials.

Distributor Search and Selection Process:
To address these challenges, the Taiwanese company enlisted the help of SCA-Partner consultancy to identify qualified distributors in Rwanda. The process included:

• Market Research: SCA-Partner conducted an in-depth analysis of Rwanda’s construction market, identifying key players, demand trends, and the competitive landscape.
• Distributor Identification: Leveraging its local network, SCA-Partner identified a shortlist of distributors with proven experience in handling construction materials, established relationships with construction firms, and the capacity to provide logistical support.
• Due Diligence and Vetting: The consultancy conducted thorough due diligence on potential partners, evaluating their financial stability, distribution capacity, and market reputation.
• Negotiation Support: SCA-Partner facilitated initial negotiations, helping the Taiwanese company establish favorable terms with the selected distributor, ensuring alignment in sales targets, service standards, and pricing.

Outcome:
Through SCA-Partner’s distributor search support, the Taiwanese construction material manufacturer successfully identified a reliable and capable distributor in Rwanda. The distributor’s established relationships with local construction companies, combined with their logistical expertise, ensured that the Taiwanese products were introduced to key construction projects in Kigali and surrounding regions. Early sales exceeded expectations, and the company is now considering expansion into neighboring East African markets, thanks to the strong partnership established in Rwanda.