Our Mandate: To assist a global leader in radiation protection and medical suspension systems in identifying and establishing partnerships with suitable distributors or agents in Kenya. The focus was on streamlining their market entry into the region while ensuring alignment with local business practices and distribution frameworks.
About the Client: The client is a renowned manufacturer and developer specializing in radiation protection and medical suspension systems tailored for hospitals and medical practices. Based in Germany, Their product portfolio includes:

• Scatter radiation protection for surgery and examination tables.
• Mobile X-ray protection shields.
• Ceiling-mounted suspension systems for monitors, injectors, and lamps.
• Radiation protection curtains and built-in windows.
• Personal radiation protection garments and accessories.

Client Industry: Healthcare and medical equipment manufacturing, with a focus on advanced radiation protection solutions and medical suspension systems.

Project Duration: 6 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.

Our Approach:

Understanding Client Requirements:

• Conducted in-depth discussions with the client to define the ideal profile of a distributor or agent, considering their market entry goals, product portfolio, and target customer base.
• Mapped out the distribution landscape for medical equipment in Kenya.

Market Research:

• Researched extensively through online platforms, industry directories, and local industry associations to identify potential partners.
• Created a long list of potential candidates categorized by their expertise in sales, logistics, and customer reach within the medical equipment sector.

Pre-Screening:

• Contacted shortlisted companies via email and phone to gauge interest and suitability.
• Assessed candidates based on their experience, reputation, infrastructure, and alignment with the client’s requirements.

Business Meetings:

• Arranged meetings between the client and pre-screened candidates who expressed strong interest.
• Managed all logistical arrangements, including transportation and accommodations.

Client Support During Meetings:

• Provided cultural and business briefings to the client’s team.
• Accompanied the client representatives to all meetings, facilitating discussions and translating as needed.
• Organized visits to key retailers and end-users to give the client a clearer understanding of the local market dynamics.

Result:

• Identified three highly suitable distributors with strong market presence and expertise in medical equipment distribution in Kenya.
• The client successfully established a partnership with one distributor, enabling efficient market entry and access to hospitals, clinics, and diagnostic centers in Kenya.
• The partnership has laid the foundation for increased brand visibility and sales growth in the region, while ensuring compliance with local regulations and business practices.

Conclusion: This project highlighted the importance of professional support in navigating the complexities of African distribution channels. By leveraging our expertise and on-the-ground knowledge, the client was able to establish a strong foothold in Kenya, ensuring long-term success and growth in the region.