Our Mandate: To assist a UK-based manufacturer of insect repellent and insecticide products in identifying and establishing reliable distribution partnerships in Ethiopia. The objective was to ensure a successful 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 leading developer and manufacturer of innovative, sustainable, and affordable insect repellent and insecticide products. Founded in 1996, the company has expanded globally, supporting customers to combat insect-borne diseases and protect consumers from a wide variety of insect pests. They manufacture a range of insecticide products at their modern plant in Liverpool, offering high-quality, affordable solutions for both private label and branded markets. The company has extensive experience in working with global customers, particularly in Africa, where insect-borne diseases like malaria pose significant public health challenges.

Client Industry:Manufacturing and development of insect repellent and insecticide solutions, with a focus on combating insect-borne diseases and offering consumer protection from insect pests.

Project Duration:6 months

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

Our Approach:

Understanding Client Requirements:

• Engaged in detailed discussions with the client to understand their product range, including their focus on sustainability, affordability, and effectiveness in combating insect-borne diseases.
• Defined the ideal distributor profile, which emphasized experience in distributing insecticides, a strong understanding of Ethiopia’s regulatory landscape, and the ability to manage both urban and rural distribution networks.

Market Research:

• Conducted comprehensive research into the insecticide and repellent market in Ethiopia, with a focus on the prevalence of insect-borne diseases like malaria and the demand for effective insect control solutions.
• Identified potential distribution partners through industry directories, trade associations, and key regional trade events.
• Analyzed the competitive landscape and mapped the supply chain, focusing on distributors with experience in the local agricultural and health sectors.

Pre-Screening:

• Contacted shortlisted distributors to assess their interest, infrastructure, expertise in insecticide distribution, and ability to navigate the regulatory environment in Ethiopia.
• Evaluated distributors based on their market reach, customer network, regulatory compliance expertise, and capacity to handle a wide distribution of insecticides.

Business Meetings and Partner Selection:

• Organized and facilitated meetings between the client’s team and pre-screened distributors in Ethiopia.
• Managed logistical arrangements, including travel, meeting venues, and accommodations, ensuring smooth interactions and effective negotiations.
• Arranged site visits to key locations, including health institutions and local retail networks, to provide the client with a comprehensive understanding of the Ethiopian market and consumer behavior.

Regulatory and Compliance Support:

• Ensured that all regulatory requirements for importing and distributing insecticides in Ethiopia were addressed, including product registration, safety certifications, and labeling standards.
• Facilitated the submission of necessary documentation to Ethiopian authorities to ensure compliance with local insecticide regulations.

Results:

• Successfully identified and partnered with a well-established distributor in Ethiopia, specializing in health and agricultural products, with a strong network and regulatory expertise.
• The client’s insect repellent and insecticide products were registered and approved for distribution, meeting all regulatory requirements in Ethiopia.
• The distributor established an efficient supply chain for both urban and rural areas, increasing product availability and market access across the country.
• The partnership resulted in enhanced brand recognition, wider distribution coverage, and increased sales of the client’s products, especially in regions heavily affected by malaria and other insect-borne diseases.

Conclusion:This project highlighted the critical role of local expertise and regulatory knowledge in ensuring a successful market entry. By leveraging our in-depth understanding of Ethiopia’s business landscape and regulatory environment, we helped the client establish a robust distribution network. This entry into the Ethiopian market laid the foundation for long-term success, expanding their product reach and impact in the region’s fight against insect-borne diseases.