Situation

An Italian equipment manufacturer needed distributors with genuine technical and after-sales capability. Industrial buyers would not commit without live demonstrations, and generic contact lists delivered nothing..

Task

Build a prequalified distributor pipeline in Kenya and Tanzania and convert the strongest leads into exclusive country representation.

Action

We ran a six-month structured lead-generation campaign in both markets in parallel, prequalified sector-specialised distributors against the client’s technical criteria and coordinated demonstrations for target industries.

Result

• Prequalified distributor pipeline built in Kenya and Tanzania
• Exclusive distributor converted in each country
• Industry-specific demonstrations completed for key buyers
• Simultaneous commercial launch in both markets

Situation

A Greek lubricants manufacturer wanted a Kenyan presence but had no distribution network and no read on which manufacturing, transport and agricultural machinery segments would generate qualified demand.

Task

Identify the segments with real demand and secure an exclusive distribution channel in Kenya.

Action

We assessed the lubricants market, mapped high-potential reseller segments, ran a structured campaign to prequalify distributors and supported negotiation of an exclusive channel with the strongest lead.

Result

• First qualified distributor lead converted within six weeks
• Channel established across manufacturing, transport and agri-machinery
• First export container shipped in month four
• Qualified pipeline set for nationwide expansion

Situation

An Italian components supplier saw opportunity in Kenya’s footwear manufacturing sector but had no relationships with local assemblers and no way to tell serious buyers from casual enquiries.

Task

Find and prequalify serious assemblers and turn them into supply partners.

Action

We mapped the footwear manufacturing ecosystem, ran a targeted campaign among assemblers, prequalified partners against sourcing needs and capacity, facilitated technical discussions and supported supply negotiations.

Result

• Qualified leads generated across the footwear ecosystem
• Supply partnership established with prequalified Kenyan assemblers
• Commercial agreements concluded within five months
• Recurring monthly orders within two quarters

Situation

A German manufacturer of radiation protection systems needed access to private hospitals and public procurement while meeting local regulatory requirements, with no existing lead base in the market.

Task

Establish a qualified distribution pipeline and position the company for institutional tenders.

Action

We ran a structured campaign across private healthcare, prequalified hospital and diagnostic imaging distributors, mapped demand against tender cycles and supported public procurement registration.

Result

• Qualified hospital and diagnostic distribution pipeline established
• Public procurement registration completed
• Nationwide private healthcare lead base developed
• Eligible for government healthcare tenders

Situation

A Chinese manufacturer of surgical medical devices sought entry into Ethiopia but required a compliant import strategy, regulatory guidance and distributor leads with established hospital relationships.

Task

Create a compliant route to market and appoint a hospital-focused distributor.

Action

We developed the market entry strategy, then ran a structured campaign to prequalify hospital-focused distributors, coordinated regulatory compliance requirements and supported engagement with leading healthcare providers.

Result

• Compliant import pathway established
• Prequalified hospital-group distributor converted and appointed
• First commercial order secured within one quarter
• Qualified pipeline created for continued expansion

Situation

Twelve German healthcare companies, spanning MedTech, diagnostics, digital health, health IT, pharma and health financing, travelled to Nairobi for the Federal Ministry for Economic Affairs and Energy (BMWE). They needed qualified Kenyan contacts matched to each profile, not generic introductions.

Task

As Kenyan organising partner with trAIDe GmbH, match every delegation company with pre-screened Kenyan partners.

Action

We mapped healthcare demand across hospitals, distributors, institutions and insurers, prequalified partners against each company’s objectives and organised the Kenya–Germany Healthcare Forum and B2B matchmaking at Hyatt Regency Nairobi, with curated schedules and briefing notes.

Result

• Twelve German companies matched with pre-screened Kenyan partners
• Full-day forum and curated B2B programme delivered in Nairobi
• One-to-one meetings prepared with agendas and briefing notes
• Structured follow-up pipeline set up for each company

Situation

A UAE manufacturer of HVAC and industrial cooling systems wanted to enter Kenya and Nigeria but needed technically capable distributors able to support installation, maintenance and after-sales service for cold-chain and data-centre customers.

Task

Appoint specialist distributors in both countries with proven service capability.

Action

We ran parallel campaigns in both countries, prequalified HVAC distributors on service capability, technical coverage and segment fit, then negotiated commercial representation agreements for priority segments.

Result

• Specialist distributors appointed in Kenya and Nigeria
• Cold-chain and data-centre lead channels established
• Service network coverage implemented across two major cities
• Commercial platform created for regional West and East Africa expansion