How to Export Agricultural Products from Kenya: A Beginner’s Guide

You’ve seen the demand. Your WhatsApp is buzzing with potential buyers from Dubai asking for avocados, or a contact in Europe wants Kenyan macadamia nuts. But how do you actually move your produce from your farm in Murang’a or your supplier in Eldoret to a supermarket shelf abroad? The process seems locked behind complex paperwork and scary jargon. Don’t stress.

This guide breaks down how to export agricultural products from Kenya into clear, actionable steps. We’ll cover the must-have permits, how to find real buyers, navigating logistics from Mombasa port, and getting your money safely. Let’s turn that international inquiry into your first export invoice.

1. Start With the Right Product and Market

Not everything you grow is gold for export. Markets have strict standards. Before you spend a shilling, research is key.

What’s Hot in the International Market?

Kenya is famous for specific horticultural products. Focus on these to start:

• Avocados (Hass & Fuerte): Huge demand in Europe and the Middle East, especially from February to September.
• French Beans & Snow Peas: Year-round demand, but quality must be top-notch.
• Macadamia Nuts: Processed kernels fetch a high price in Asia and the US.
• Herbs (Parsley, Coriander, Rosemary): Niche but profitable for air freight.
• Coffee & Tea: Already established markets, but you need direct trade connections.

Use resources from the Fresh Produce Exporters Association of Kenya (FPEAK) and the Kenya Export Promotion and Branding Agency (KEPROBA) for market intelligence. Don’t guess.

2. Get Your Legal and Quality Documents Sorted

This is the part that scares most people, but it’s just a checklist. Treat it like applying for a driving license at NTSA – follow the steps.

The Non-Negotiable Permits and Certificates

You cannot export without these. Start here:

1. Business Registration: Have a registered business name or company from the Registrar of Businesses.
2. KRA PIN & VAT Certificate: For tax purposes. You’ll need this to clear your goods.
3. Export License: Apply through the Kenya Trade Network Agency (KenTrade) Single Window System. This is your main permit.
4. Phytosanitary Certificate: This is a MUST. Issued by the Kenya Plant Health Inspectorate Service (KEPHIS). It proves your produce is pest-free and meets the importing country’s health standards. Book inspection early!
5. Certificate of Origin: Proves the goods are from Kenya. Can be obtained from the Kenya National Chamber of Commerce and Industry.

Pro tip: Engage a licensed clearing and forwarding agent early. They know how to navigate this paperwork maze at the port of Mombasa or JKIA.

3. Find a Buyer and Agree on Terms

No buyer, no business. Don’t just rely on random Instagram DMs. Build legitimate connections.

Where to Find Serious International Buyers

• Trade Fairs: Attend the Nairobi International Trade Fair or specialized events like the African Coffee Convention.
• Online B2B Platforms: Use Alibaba.com or TradeKey.com, but verify buyers thoroughly. Ask for references.
• Embassy Channels: Contact the commercial attachés at foreign embassies in Nairobi (e.g., UAE, Netherlands). They often have buyer databases.
• Leverage Existing Exporters: Network with established players at places like the Nairobi Coffee Exchange or through FPEAK. They sometimes have excess orders.

Once you connect, you’ll agree on Incoterms (like FOB Mombasa), price, payment method, and delivery schedule. Get everything in a written proforma invoice.

4. Packaging, Logistics, and Getting to Port

How you pack and move your goods can make or break your deal. A bruised avocado is a lost profit.

From Farm to Ship or Plane

Your journey involves several legs. Plan backwards from the shipment date.

1. Harvesting & Grading: Harvest at the right time. Grade produce strictly according to buyer specs (size, colour, ripeness).
2. Packaging: Use export-approved cartons, poly liners, and labels. For air freight, weight is money – use light but sturdy materials. Suppliers in Industrial Area, Nairobi, sell certified packaging.
3. Local Transport: Use refrigerated trucks (reefers) for perishables. A 5-ton truck from Naivasha to Mombasa can cost between KES 80,000 – 120,000 depending on season and fuel prices. Never use a regular matatu or open truck for this!
4. Freight Forwarding: Your clearing agent will book space on a ship (sea freight) or plane (air freight). Sea freight is cheaper but slower (e.g., 3 weeks to Europe). Air freight is for high-value, perishable items like herbs or fresh peas.

The Kenyan Reality: Costs, Seasons, and Local Savvy

Let’s get real. Exporting from Kenya isn’t just about global steps; it’s about navigating our local context. Here’s what you must factor in.

First, seasonality is everything. The avocado export window is tight and depends on the long rains (March-May) for the main crop. Trying to source large volumes in October during the dry season is tough and expensive. Plan your contracts around our weather.

Second, understand the hidden costs in KES. Beyond the obvious, budget for:

• KEPHIS inspection fees (approx. KES 3,000 – 5,000 per consignment).
• Port charges at Mombasa (handling, documentation).
• Agent fees (typically 2-5% of shipment value).
• Finance costs: Buyers often pay 30-60 days AFTER shipment. You need working capital to pay farmers and suppliers upfront. A KES 1 million order might need you to have that cash locked in for 2-3 months before you see a return.

Third, build trusted local networks. Have a reliable boda boda guy in your rural sourcing area to quickly send samples. Know a good warehouse with cold storage near JKIA or along Mombasa Road. Your relationship with a small-scale clearing agent in Mombasa’s Likoni area can be the difference between your container sailing on time or sitting at the port accruing demurrage charges (daily fines for delayed pickup).

Finally, use our institutions. Walk into the KEPROBA offices at the National Bank building in Nairobi for free advisory services. They can help with market entry. Don’t try to do it all alone.

5. Payment and Managing Risks

Getting paid is the final, most crucial hurdle. Never assume goodwill. Protect yourself.

Secure Payment Methods for New Exporters

Avoid direct bank transfers from unknown buyers for your first deal. Use safer methods:

• Letter of Credit (L/C): The gold standard. The buyer’s bank guarantees payment once you present shipping documents. Your bank (like KCB or Equity) can guide you.
• Escrow Services: A third party holds the buyer’s money until goods are received.
• Partial Advance Payment: Try to get 30% upfront via SWIFT to cover your initial costs.

Insure your shipment. Get a marine cargo insurance policy from a local provider like APA or Britam. It covers loss or damage during transit. For a KES 2 million consignment, premium might be around KES 40,000. It’s worth it for peace of mind.

Your First Export Step: Keep It Simple

Your goal for the first time is to learn, not to make millions. Start with a small, manageable order. Maybe it’s 500 kg of dried mangoes to a Kenyan diaspora community group in the UK. This tests the entire process—paperwork, logistics, payment—on a smaller scale where a mistake isn’t catastrophic.

Document every step, every cost, and every challenge. This logbook becomes your blueprint for scaling up. Connect with other small exporters, maybe through a WhatsApp group, to share agent referrals and warn about difficult buyers.

Ready to Ship?

Learning how to export agricultural products from Kenya is a practical skill, not a mystery. It starts with a registered business, the right product, and the determination to get that first KEPHIS certificate. The path is cleared by those who treat it as a step-by-step process: research, paperwork, find buyer, pack well, ship, get paid.

Your action today is to pick one step from this guide and act on it. If you have a farm, call KEPHIS and ask about inspection requirements for your crop. If you’re a trader, register your business online. That first step is how every major exporter in Nairobi’s Westlands started. The global market is waiting for your Kenyan produce. Go and claim your space.

Got a specific question on exporting? Drop it in the comments below, and let’s help each other grow.