Ethiopian Review

Addis Ababa — DKT Ethiopia, the largest condom distributor in the country, held a national sales conference for Anti-Aids Clubs members of Young Marketers (YM) from June 25 to 26 at the Sodore Resort Center.

The conference brought together two salespersons each from 87 YM clubs across Ethiopia. It included practical trainings on salesmanship and product handling, technical updates on the company’s products, a sales contest, and recognition and entertainment programs.

Andrew Piller, Director of DKT Ethiopia, said YM is the company’s distribution model using youth and anti-AIDS clubs to distribute condoms and other health products on a commission basis. “DKT is using these YMs as a new mechanism for cost-effective sales to kiosks and other non traditional outlets,” he said adding that currently around a quarter of the company’s condoms are distributed through them.

DKT and the German Foundation for World Population (DSW) started YM in May 2007 to formalise the ongoing sale of donated condoms by youth clubs.

“The goal of the YM sales conference is twofold; to increase clubs’ commitment to YM and to impart practical skills, both of which should increase condom sales,” says Ken Divelbess, Technical Advisor to YM.

According to registered results, the first YM group included nine clubs selling condoms in four regions of Ethiopia. As of December 2008, YM had a total of 65 clubs spread across eight regions. The 43 clubs that reported sales during February 2009 sold a total of 1.34 million pieces of condoms, netting revenue of Birr 67,000 ( 6,500 dollars) for themselves.

In addition, in March 2008, DKT expanded YM to include the sale of sanitary napkins. Originally sold under the brand name Dream Lady, DKT reintroduced the product as My Rose in March 2009.
DKT says it will continue to expand YM as a key distribution mechanism with the target of activating 200 clubs by May 2010. It will also incorporate My Rose into clubs’ product lines starting in March 2009.

While the sale of oral contraceptive pills (OCP) and oral re-hydration solution (ORS) are currently restricted to pharmaceutical outlets, should the rules governing these products change, DKT will incorporate OCP and ORS into YM, the company said at the event.

In a related development, DKT told Capital that it is waiting for an approval from the Ethiopian Drug Administration and Control Authority (DACA) to import female condoms into the country.
According to Fasil Gutema, National Sales Coordinator of DKT Ethiopia, the female condoms are expected to be ready for marketing in the coming two to three months once the approval is received.

- By Elias Meseret | Capital Ethiopia