Our Mandate: To assist a leading Italian manufacturer of industrial cleaning machines in identifying and establishing partnerships with suitable distributors or agents in Kenya. The goal was to streamline their market entry, ensuring effective representation of the product portfolio while aligning with local business practices and distribution frameworks.

About the Client: The client is a prominent Italian company founded in 1969, specializing in the production and sale of industrial cleaning machines. They offer a wide range of high-quality, ecological, and innovative cleaning equipment designed for use in various environments such as workshops, factories, warehouses, public places, and outdoor spaces like gardens and patios. The company’s catalog includes pressure washers, industrial sweepers, boilers, high-pressure pumps, scrubbers, and electric motors, all developed with a focus on ease of use, low noise levels, and sustainability. The company has earned a reputation for offering top-tier products designed and manufactured entirely in Italy.

Client Industry: Industrial equipment manufacturing, specializing in high-quality cleaning machines for both indoor and outdoor use, targeting industries such as manufacturing, retail, logistics, and public services.

Project Duration:5 months

Objective: To identify and secure a reliable distributor or agent in Kenya to represent the client’s product range, ensuring optimal market penetration, strong sales representation, and efficient product delivery, while supporting the client’s commitment to providing high-quality industrial cleaning solutions to the Kenyan market.

Our Approach:

Understanding Client Requirements:

• Held detailed discussions with the client to understand their expectations, including product portfolio, target customer base, and distribution goals.
• Defined the ideal distributor profile, emphasizing experience in industrial equipment sales, a solid local presence, and alignment with the client’s commitment to quality and innovation.

Market Research:

• Conducted thorough research into the industrial cleaning machine market in Kenya, including evaluating local competitors and demand for products such as pressure washers and industrial sweepers.
• Identified potential distribution partners through online platforms, industry associations, and local trade shows.

Pre-Screening:

• Contacted shortlisted companies to assess their interest and capacity to handle the product range.
• Evaluated potential distributors based on their track record, infrastructure, customer network, and ability to represent the client’s products effectively in Kenya.

Business Meetings:

• Organized and facilitated meetings between the client’s team and selected distributors.
• Coordinated all logistics for the meetings, including travel arrangements and venue bookings, ensuring that each meeting was conducted smoothly and professionally.

Client Support During Meetings:

• Provided cultural and business briefings to the client’s representatives, ensuring they were well-prepared for discussions with potential partners.
• Accompanied the client’s team to meetings, translating when necessary and assisting with negotiation strategies.
• Arranged visits to potential retail partners and key customers to allow the client to gain deeper insights into local market dynamics.

Result:

• Successfully identified and engaged three highly suitable distributors with strong market knowledge, logistics capabilities, and a solid customer network in Kenya.
• The client secured a partnership with one distributor, allowing them to penetrate the Kenyan market effectively and increase their brand presence across key industries, such as manufacturing, hospitality, and public services.
• The collaboration has resulted in smoother product delivery, improved customer service, and increased visibility for the client’s range of cleaning machines in the region.

Conclusion:This project underscored the importance of local expertise and strategic partnerships when entering new markets. By leveraging our on-the-ground knowledge and network, we enabled the client to establish a successful presence in Kenya, ensuring that their high-quality, Italian-made industrial cleaning machines are effectively represented and sold across the region. The project also laid the foundation for continued growth and product innovation in the East African market.