The brief, the work, the outcome.
A snapshot of engagements across MedTech, industrial machinery, building materials, FMCG and digital health — connecting European and Asian sellers with East and West African markets.
85
Greece ⟶ Kenya
Industrial lubricants
Situation
A Greek industrial lubricants manufacturer needed to enter the Kenyan market and build a credible local route to manufacturing, transport and agricultural machinery buyers.
Task
Design and activate a reseller channel across manufacturing, transport and agri-machinery verticals, with a clear first-shipment milestone.
Action
Mapped priority reseller clusters, ran product-market fit conversations, secured committed partners and set up the logistics for the first container.
Result
Channel built across manufacturing, transport and agri-machinery resellers — first container shipped at month four.
84
Italy ⟶ East Africa
Industrial machinery
Situation
An Italian industrial machinery company wanted to expand its cleaning-machinery line into East Africa and needed a compliant, scalable route into multiple countries.
Task
Launch a dual-market entry with sector-specific demonstrations and appoint an exclusive distributor in each target country.
Action
Organised vertical demos for each market, qualified local partners, negotiated exclusive distribution terms and completed agreements.
Result
Dual-market launch with sector-specific demos; appointed exclusive distributor per country.
83
Italy ⟶ Kenya
Footwear components
Situation
An Italian supplier of footwear components needed a reliable, supply-side partnership with Kenyan footwear assemblers to unlock recurring demand.
Task
Identify and contract local footwear assemblers who could absorb consistent monthly volumes of components.
Action
Engaged local footwear clusters, matched component specifications to assembler needs, and structured a repeatable supply agreement.
Result
Supply-side partnership with local footwear assemblers; ongoing monthly volumes within two quarters.
82
Germany ⟶ Kenya
MedTech — Radiology
Situation
A German MedTech company required a distribution footprint in Kenya for its radiology protection products, covering both private and public procurement channels.
Task
Map hospital and private-clinic distribution routes and complete the registration required for public procurement tenders.
Action
Mapped the public and private buyer landscape, registered the product lines with relevant procurement bodies, and onboarded clinical distributors.
Result
Hospital and private-clinic distribution mapped; tender registration completed for public procurement.
82
China ⟶ Ethiopia
MedTech — Surgical
Situation
A Chinese surgical-instrument manufacturer needed a compliant import pathway and a trusted hospital-group distributor in Ethiopia.
Task
Build a compliant import pathway with an established hospital-group distributor and secure the first commercial order.
Action
Worked with the distributor to navigate regulatory requirements, set up import documentation, and align product registration with hospital procurement timelines.
Result
Compliant import pathway built with hospital-group distributor; first commercial order within the quarter.
81
Dubai (UAE) → Nigeria
HVAC / cold chain
Situation
A Dubai-based industrial chillers company wanted to enter Nigeria and needed both a distributor and a service network capable of supporting cold-chain and data-centre clients.
Task
Appoint a cold-chain and data-centre distributor and establish after-sales service coverage across key cities.
Action
Selected and contracted a distributor, trained local technicians, and set up service points in two priority cities.
Result
Cold-chain and data-centre distributor appointed; service-network coverage established across two cities.
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Client identities are withheld under confidentiality agreements (NDAs). Detailed project references and additional case studies are available upon request during the consultation phase.
Scheaffer & Alpha Partner Advisors 