Complex route-to-market
Modern trade is concentrated in Nairobi and Mombasa, but the bulk of FMCG volume still flows through wholesalers, dukas and informal trade. Coverage models must be hybrid.
Local expertise
🇰🇪Expanding into Kenya & East Africa?
Žito Consulting brings hands-on FMCG and beverage expertise to Kenya and East Africa, delivered in English and French through our regional partner network.
Kenya is the gateway to East Africa. With a fast-growing middle class in Nairobi, vibrant informal trade, and a strong on-premise culture, Kenya rewards brands that build their model around real local distribution — not aspirational PowerPoint.
We design route-to-market, distributor architectures and trade-marketing programmes for FMCG and beverage brands entering Kenya, Ethiopia, Tanzania, Uganda and Rwanda. Last-mile delivery, dukas, wholesalers, modern trade and on-trade each demand their own playbook — and Kenya is often the proving ground.
Through our partner Beer & Bev Partner (Eric Locarni), based in the Indian Ocean, we deliver in Kenya and East Africa with on-the-ground presence, local-language partners, and EU-grade governance — the combination most international brands struggle to assemble alone.
Why Kenya & East Africa is complex
Three local realities that shape how international brands win — or lose — in Kenya & East Africa.
Distributor selection is decisive
The wrong distributor in Kenya can lock a brand out of the market for years. Vetting, scorecards and clear commercial terms are critical from day one.
On-trade & trade-marketing intensity
Bars, kiosks and restaurants in Kenya drive beverage growth. Trade activation, BTL toolkits and field sales rigor are core to winning share.
What we do in Kenya & East Africa
A focused set of engagements tailored to Kenya & East Africa — delivered in English and French.
Strategic Consulting
Vision, growth strategy, channel architecture and commercial frameworks.
Revenue Growth
Pricing, mix, trade investment and account-level revenue acceleration.
Project Management
Post-acquisition integration, restructuring and large commercial transformations.
Your local contact for Kenya & East Africa
Eric Locarni
Partner · Beer & Bev Partner
Beverage and FMCG operator based in La Réunion, with on-the-ground reach across the Indian Ocean and East Africa.
Ready to enter Kenya & East Africa?
Book a free 30-minute discovery call. No commitment — just a focused conversation about your expansion into Kenya & East Africa.
Book a free discovery call