Setting Up and Running an Efficient Distribution Channel in Sub-Saharan Africa

The company KARL STORZ ventured into Sub-Saharan Africa 23 years ago to develop its business. From an initial opportunistic business, the company drew up and executed different strategies to develop the Sub-Saharan African markets. The two cornerstones are: 1) actively promote training and education and 2) to set up a reliable distributors network. In its diverse activities, the company focused as much on growing a sustainable environment for its business as on the development of the regional healthcare community. Being led by its principles and ethics to conduct business, it has been and still is a continuous struggle to find the right partners and establish and sustain a fruitful long-term relation. Successes and disappointments were part of the journey; we kept learning and improved our performance.