Multi-Country Expansion (East Africa)
SPM Medicare Pvt. – Medical Consumables
Situation / Problem Statement
SPM Medicare sought rapid entry into multiple East African markets but required speed without compromising distributor fit, coverage, or operational readiness.
Task / Objective
Secure qualified distributors across priority East African markets within a compressed timeline.
Key Hypothesis
Targeted partner identification combined with hands-on negotiation support would enable fast, high-quality distributor appointments.
Action / Approach
We conducted focused distributor identification in priority markets, emphasizing speed, precision, and partner fit. Shortlisted distributors were engaged through accelerated evaluation and negotiation processes, with direct support to align commercial and operational terms.
Result / Impact
- 2 distributors appointed within 12 weeks
- Rapid multi-market entry without sacrificing partner quality
- Demonstrated repeatability of a fast-track distributor model
Key Insight
Speed and quality are not mutually exclusive when distributor selection is structured and tightly managed.
Market Entry Specialist 