From Casablanca to Riyadh, from Algiers to Nairobi, these markets reward those who already hold the marketing authorisations and already win the tenders. Latitude-K starts from them, and builds the route between them and you.
Can it be sold legally, and by whom?
Who pays, in how many months?
Data and forecast collected locally.
Count back from the local price rule to your maximum FOB.
Who carries the product, and where the conflicts sit.
Roles, terms and exclusivities, in writing, before any introduction.
Every mandate in these markets ends up as one of three structures. Choosing the right one early is most of the work.
Your product, your brand, sold through a qualified local partner who holds the authorisation and carries the tender.
You license the dossier to a local manufacturer or holder; the margin is shared on terms written before the first introduction.
A local partner distributes under its own brand or yours, with Latitude-K structuring the route and the economics.
A consultancy starts with market size. In emerging pharmaceutical markets that is the wrong door: a large market where your product cannot be registered is worth zero. So we open the gates in the order market reality imposes. An early no is worth more than a late yes on a product that will never ship.
Can this product be sold legally in this country, and by whom? Who may hold the authorisation, and how long does it really take?
Who signs the cheque, with what money, and in how many months? Payment risk is a product-selection criterion, not an afterthought.
Units per year, counted from the bottom up: procedures, beds, patients, with data and forecasts collected locally, from the people who buy and prescribe.
Who sets the price, how many competitors are already registered, and what is your maximum FOB once you count back from the local price rule?
Who carries the product, what are they technically able to make or sell, and where do the conflicts of portfolio sit?
What is written before any introduction is made: roles, terms, exclusivities. A written record protects everyone in the chain, you included.
Latitude-K works under contract, with partners who have chosen to work together. Once the mandate is signed, you get a first read of your product and market: which gates are open, which are closed, and where to start. Then the deep dive begins. You do not receive a report. You receive a posture and a decision: build the route first, qualify what is missing, take it if it comes, or hold.
Latitude-K is led by Tarik Kessaï, Principal. He has worked in business development since October 1997: he opened distribution channels from the ground up, sat in the chair of a Moroccan importer, ran business development and alliance management for a generics manufacturer across the Middle East and Africa for more than ten years, then bought generics for one of North America's largest distributors. He knows what the other side of the table looks at before it decides.
Latitude-K is the relay between people who should already be working together: manufacturers looking for a route in, holders looking for the next dossier, distributors looking for the next tender. The company is based in Laval, Québec, and works on the ground in the markets it serves.
Business development and distribution since October 1997: channel opening across Francophone Africa, Portugal and Spain; co-founder of an import and distribution company in Morocco; more than ten years of in-licensing, out-licensing and tender leadership for the Middle East and Africa; generics procurement for a major North American distributor.