Italy food ingredients OEM secures supply contracts across Southern Africa.
A 7-month structured engagement that identified, prequalified and onboarded ingredient distributors in South Africa and the wider Southern Africa corridor for dairy, bakery and beverage ingredients.
CLIENT PROFILE
Mid-to-large Italy-headquartered manufacturing group active in dairy, bakery and beverage ingredients, with limited prior in-market presence in Southern Africa.
GEOGRAPHY
South Africa as the primary launch market, with secondary expansion across Southern Africa.
ENGAGEMENT
7-month structured channel-build engagement covering scoping, prequalification, outreach and conversion.
THE PROBLEM
What the client was up against.
- Fragmented channel landscape with no reliable shortlist of FMCG manufacturers.
- Previous export attempts delivered low-quality leads and stalled at the qualification stage.
- Compliance, FX and regulatory considerations in South Africa required a locally-grounded approach.
- Internal commercial team lacked bilingual coverage and on-the-ground meetings capacity.
OUR APPROACH
How we structured the engagement.
01
Discovery & scoping
Workshopped the dairy, bakery and beverage ingredients positioning, ideal-partner profile and prequalification scorecard with the client’s commercial leadership.
02
Market mapping
Built a long-list of 34+ ingredient distributors active in South Africa and adjacent markets, scored against revenue, regulatory standing and category fit.
03
Prequalification & outreach
Ran a structured outreach campaign, secured 15 qualified meetings and managed the dialogue end-to-end through the client’s commercial cycle.
04
Conversion & handover
Negotiated commercial frameworks with 2 ingredient distributors and handed over a documented account plan, contact tree and 12-month review cadence.
MEASURABLES RESULTS
KPIs the client could put in front of their board
84+
Partners screened
15
Qualified opportunities
Met the client’s prequalification scorecard.
5
Supply contracts
In-Market Advisory Africa 