Our Mandate: To assist an Indian manufacturer of disposable medical devices and surgical products in identifying and establishing reliable distribution partnerships in Kenya and Uganda. The goal was to ensure optimal market entry, expand their presence, and strengthen sales representation while aligning with local business practices and regulatory requirements.

About the Client: The client is a rapidly growing company in India’s medical sector, specializing in the manufacturing of disposable medical devices and surgical products. The company operates from a state-of-the-art facility featuring advanced automatic machines, clean room areas for manufacturing, in-house ETO sterilization, and a dedicated quality lab. It is certified by SEDEX, operates with ISO 13485 quality management systems, and holds CE and USFDA certifications for various medical devices. The company’s products are available across India and in over 30 countries worldwide.

Client Industry:Medical device manufacturing, specializing in disposable medical devices and surgical products, targeting healthcare institutions and clinics globally.

Project Duration: 6 months

Objective:To identify and secure reliable distributors or agents in Kenya and Uganda to represent the client’s product range, ensuring successful market penetration, compliance with local regulations, and efficient distribution in the region.

Our Approach:

Understanding Client Requirements:

• Engaged in detailed discussions to understand the client’s distribution needs, product portfolio, target markets, and regulatory requirements for East Africa.
• Defined the ideal distributor profile, emphasizing experience in medical device distribution, strong connections with healthcare institutions, and alignment with the client’s commitment to quality and regulatory standards.

Market Research:

• Conducted comprehensive research into the medical device market in Kenya and Uganda, focusing on demand for disposable medical devices and surgical products.
• Identified potential distribution partners through industry directories, local trade associations, and key industry events.
• Mapped the competitive landscape, focusing on local distributors with the capability to handle the client’s product range.

Pre-Screening:

• Contacted shortlisted distributors and agents to assess their interest, infrastructure, and expertise in the medical sector.
• Evaluated distributors based on their market presence, customer network, experience with regulatory compliance, and ability to effectively represent the client’s product line.

Business Meetings:

• Organized meetings between the client’s team and pre-screened distributors in Kenya and Uganda.
• Managed all logistical arrangements, including travel, meeting venues, and accommodations, ensuring smooth interactions between the client and potential partners.

Client Support During Meetings:

• Provided business and cultural briefings to the client’s team to ensure they were well-prepared for meetings.
• Accompanied the team to all meetings, facilitating discussions and providing translation support when necessary.
• Arranged visits to key healthcare institutions, hospitals, and clinics to give the client a comprehensive understanding of local market needs.

Result:

• Successfully identified and engaged several highly qualified distributors in Kenya and Uganda with established healthcare networks and experience in medical device distribution.
• The client secured a partnership with one distributor, enabling efficient market entry and wide distribution of their disposable medical devices and surgical products across the two countries.
• The collaboration has resulted in enhanced brand visibility, improved access to local healthcare facilities, and increased sales of the client’s products in the region.

Conclusion:This project demonstrated the importance of local expertise in facilitating successful market entry in East Africa. By leveraging our local knowledge and extensive network, we helped the client establish strong distributor relationships that align with their quality standards and growth objectives. The result was a seamless entry into the Kenyan and Ugandan markets, ensuring long-term success and a solid foundation for expanding their presence in the region.