How to Export Coffee from Kenya: Step-by-Step Guide (2025)

Introduction to Export Coffee from Kenya

Kenya’s coffee industry is a symbol of quality worldwide. It’s known for its unique flavour, bright acidity, and full body. For entrepreneurs asking how to export coffee from Kenya, this is a great chance. It merges the farming in Kenya history with rising global demand. Kenya’s coffee exports are vital to the economy, bringing in around $230 million each year. They also support over 700,000 smallholder farmers, who grow 70% of the coffee in the country.

This guide covers all you need to know about the Kenyan coffee export business in 2025. It includes:

• The structure and unique traits of Kenya’s coffee industry
• Key legal requirements and licensing steps
• Coffee processing methods and Kenya’s strict quality standards
• Tips for finding and connecting with global buyers
• Best practices for packaging, logistics, and shipping
• Cost factors and pricing strategies for maximum profit
• Common challenges exporters face and how to tackle them
• Practical advice for building a successful coffee export business

Understanding the Kenyan Coffee Industry

Kenya has grown coffee for over 100 years. It produces some of the world’s best beans. The country’s highlands have rich volcanic soil, good rainfall, and high altitudes—perfect for coffee farming.

Key Coffee-Growing Regions

Kenya’s top coffee regions each have unique flavors:

• Nyeri – Bright, fruity taste with blackcurrant notes.
• Kiambu – Rich, full-bodied coffee with chocolate hints.
• Murang’a – Smooth coffee with citrus flavors.
• Embu – Well-balanced taste with caramel sweetness.
• Kericho – A newer region with floral-scented coffee.

Premium Kenyan Coffee Varieties

Kenya mostly grows Arabica coffee, including:

• SL28 & SL34 – Famous for their blackcurrant-like taste.
• Ruiru 11 – Resistant to diseases and high-yielding.
• Batian – A new variety that handles climate changes well.

The Cooperative System

Most Kenyan coffee comes from small farmers who work in cooperatives. These groups help farmers:

• Use washing stations to improve coffee quality.
• Get better prices by working together.
• Sell directly to exporters, cutting out middlemen.

This system helps farmers earn more while keeping Kenya’s coffee high quality.

Legal and Licensing Requirements for Coffee Export in Kenya

To export coffee from Kenya, you must meet several legal and licensing requirements.

1. Export License from AFA Coffee Directorate

The Agriculture and Food Authority (AFA) – Coffee Directorate is the main regulator. To get an export license, you must:

• Apply formally to the AFA Coffee Directorate.
• Provide business registration proof, such as a certificate of incorporation.
• Show financial ability with bank statements.
• Present proof of premises for coffee trade.
• Pay an annual license fee of about KSh 100,000.
• Complete mandatory training on coffee quality and trade rules.

The process takes about 30 days. If successful, you get a renewable annual license.

2. Coffee Board of Kenya Registration

The Coffee Board’s functions are now under the AFA, but registration is still important because it allows you to:

• Access coffee auctions at the Nairobi Coffee Exchange.
• Be recognized as a legitimate trader.
• Network with key coffee stakeholders.

3. Kenya Revenue Authority (KRA) Tax Requirements

As an exporter, you must follow Kenya Revenue Authority (KRA) tax rules:

• Get a Personal Identification Number (PIN).
• Register for Value Added Tax (VAT) if your annual sales exceed KSh 5 million.
• Obtain a Tax Compliance Certificate, renewed yearly.
• Apply for export tax exemptions if eligible.

4. Kenya Bureau of Standards (KEBS) Certification

To ensure quality compliance, you must:

• Apply for the Diamond Mark of Quality for processed coffee.
• Undergo product testing and facility inspection.
• Use recommended quality management systems.
• Renew certification through regular audits.

5. Additional Export Documentation

For each shipment, you will need:

• Coffee Warrant – issued after auction purchase.
• Certificate of Origin – proves the coffee is from Kenya.
• Phytosanitary Certificate – confirms the coffee is pest-free.
• Commercial Invoice and Packing List – shows details of the sale.
• Customs Entry Form – required for clearance.

Coffee Processing and Quality Standards

Kenya is famous for its premium coffee. This fame comes from careful processing and strict quality control. Understanding these factors is essential for any successful exporter.

Processing Methods

Washed (Wet) Processing

This is the main method used in Kenya. It gives coffee the bright, clean profile that buyers want:

• Cherries are sorted by density in water channels.
• Pulping machines take off the outer fruit.
• Beans ferment in tanks for 12 to 48 hours to remove mucilage.
• They are thoroughly washed to remove any leftover residue.
• Sun-drying on raised beds lasts 7 to 14 days.
• Moisture content drops to 10 to 12% for stable storage.

Dry (Natural) Processing

This method is not common in Kenya but is becoming popular for its unique flavour:

• Whole cherries are dried as they are.
• The slow drying lets fruit sugars influence the bean.
• This creates a fruitier, fuller-bodied coffee.
• Demand is rising in some specialty markets.

The Kenyan Grading System

After processing, beans are sorted by size, density, and quality:

• Kenya AA: Large, uniform beans with intense flavour. Screen size is 7.2mm+ and it’s aimed at premium export and specialty markets.
• Kenya AB: Medium-sized beans with a balanced profile. Screen size ranges from 6.2-7.2mm, suitable for high-quality export.
• PB (Peaberry): Round single beans that offer concentrated flavour and unique character. These target specialty niche markets.
• C Grade: Smaller beans with a good but less complex flavour. This grade is meant for commercial export.
• E, TT, T Grades: These include various smaller sizes with lower grades. They are usually intended for local consumption and commercial blends.

Quality Control Measures

Cupping and Sensory Evaluation;

• Professional Q-graders check each lot.
• They look at aroma, flavour, acidity, body, and aftertaste.
• Scoring uses the 100-point specialty coffee scale.
• A score of 80 or higher is needed for specialty classification.

Certifications for Premium Markets;

• Organic certification (from accredited bodies).
• Fair Trade certification.
• Rainforest Alliance certification.
• UTZ certification.
• Direct Trade verification.

Finding International Coffee Buyers

Finding reliable international buyers is key to a sustainable coffee export business. Kenya provides several ways to reach global markets.

1. Selling Through Auctions

The Nairobi Coffee Exchange (NCE) is the main channel for coffee exports in Kenya:

• It holds weekly auctions where licensed exporters bid on coffee lots.
• It provides clear pricing that reflects coffee quality and market demand.
• Registration and compliance with auction rules are necessary.
• It connects many international buyers in one location.
• It ensures payment security using established banking methods.

2. Direct Trade Relationships

Connecting directly with international roasters and importers has several benefits:

• Higher prices since intermediaries are removed.
• Long-term relationships that promote market stability.
• Better feedback on quality and customer preferences.
• Opportunities for co-branding and storytelling.
• Potential for pre-financing and harvest contracts.

3. Key Export Markets for Kenyan Coffee

Understanding regional preferences helps target marketing efforts:

• North America values bright, complex flavours and traceability.
• Europe appreciates quality and pays more for certified sustainability.
• The Middle East, led by the UAE and Saudi Arabia, prefers higher-grade beans.
• Asia, particularly Japan, South Korea, and China, values unique Kenyan coffee traits.

4. Building Your Buyer Network

Here are some effective ways to connect with international buyers:

• Attend trade shows. Such as the Specialty Coffee Expo (US), World of Coffee (Europe), and AFCA’s annual events.
• Join digital marketplaces that focus on direct coffee trade.
• Use Kenya’s trade missions and export promotion initiatives.
• Build an online presence to highlight your coffee’s unique qualities.
• Provide professional sample packages with details about origin, processing, and cupping notes.

Packaging, Shipping, and Logistics for Kenyan Coffee

Kenyan coffee must be packaged and shipped properly to keep it fresh and meet export rules.

Proper Coffee Packaging

Good packaging protects coffee from moisture, air, and damage.

For Green Coffee Beans:

• Use GrainPro bags to keep out moisture and preserve flavor.
• Pack beans in jute or sisal bags (60-70kg) for strength and airflow.
• Label bags with origin, grade, certification, and lot number.
• Add Kenya Bureau of Standards (KEBS) markings for export approval.

For Roasted Retail Coffee:

• Use one-way degassing valves to let CO₂ escape while blocking oxygen.
• Choose strong packaging to protect against air, light, and moisture.
• Design attractive packaging that highlights Kenyan quality.
• Follow labeling rules, including roast date, nutrition facts, and brewing tips.

Export Documentation

Every shipment needs the right documents:

• Commercial Invoice – Details the coffee sale.
• Packing List – Shows the number of bags and contents.
• Certificate of Origin – Proves the coffee is from Kenya.
• Phytosanitary Certificate – Confirms the coffee is pest-free.
• ICO Certificate of Export – Required for international trade.
• Bill of Lading or Air Waybill – Depending on shipping method.
• Export Entry Declaration – Issued by Kenya Revenue Authority (KRA).
• Quality Certification – From the Coffee Directorate.

Shipping Options

Sea Freight (Best for Large Shipments)

• Cheaper for large orders.
• Slower (30-45 days to Europe, over 45 days to North America).
• Eco-friendly with a lower carbon footprint.
• Needs careful planning for seasonal demand.
• Standard containers hold 300 bags (18-21 tons).

Air Freight (Best for Small or Urgent Shipments)

• Fast delivery (2-5 days worldwide).
• Expensive (5-10 times the cost of sea freight).
• Best for premium coffee that needs freshness.
• Less risk of temperature and moisture damage.

Working with Logistics Partners

To ship coffee smoothly, exporters should work with:

• Freight forwarders who handle agricultural exports.
• Customs agents familiar with coffee regulations.
• Warehouses with climate-controlled storage.
• Insurance providers that protect shipments.
• Quality control experts to check coffee before delivery.

Tracking and Transparency

Buyers expect:

• Online tracking for shipments.
• Temperature and humidity logs during shipping.
• Lot traceability to specific farms.
• Eco-friendly shipping with carbon tracking.

Costs and Pricing for Coffee Export

Cost Breakdown for Coffee Exporters

Acquisition Costs:

• Purchase price at auction or directly from cooperatives.
• Quality premiums for higher grades like AA, AB, or PB.
• Certification fees for organic, Fair Trade, or other specialty labels.
• Expenses for sample preparation and evaluation.

Regulatory and Compliance Costs:

• Initial licensing fees for export permits.
• Annual renewal fees for export licenses.
• Costs for quality certifications.
• Tax compliance and documentation fees.
• Charges for inspection and testing.

Processing and Handling Costs:

• Milling and grading fees.
• Sorting and preparation expenses.
• Packaging materials, such as GrainPro or jute bags.
• Warehousing and storage costs.
• Quality control and cupping expenses.

Logistics and Shipping Expenses:

• Inland transportation from mills to the port.
• Freight forwarding fees.
• Customs clearance charges.
• Insurance premiums.
• International shipping costs, whether sea or air freight.
• Port handling fees.

Marketing and Business Costs:

• Sample shipping to potential buyers.
• Participation in trade shows.
• Digital marketing costs.
• Office operations and staff expenses.
• Communication and relationship management.

Pricing Strategies

Understanding Market-Based Pricing:

• Kenyan coffee prices typically follow the C market price plus a quality premium.
• Specialty coffee often has set prices, regardless of the C market.
• Price differences arise from quality, certification, and uniqueness.
• Higher prices are common for traceable, single-origin, or micro-lot coffees.
• Prices can change seasonally, often peaking during harvest shortages.

Value Addition Opportunities:

• Roasting before export can increase value by 200-400%.
• Retail packaging adds more margin potential.
• Building a brand enhances recognition and premium positioning.
• Storytelling and connections to producers boost perceived value.
• Unique varieties or processing methods serve as strong selling points.

Maximizing Profitability

Direct Trade Benefits:

• Removing middlemen boosts margins by 15-30%.
• Strong relationships help keep prices steady.
• Forward contracts lower market volatility risks.
• Sharing relationship stories enhances premium positioning.

Efficiency Improvements:

• Consolidating shipments cuts per-unit shipping costs.
• Streamlined paperwork reduces delays.
• Timing shipments wisely avoids peak season rates.
• Managing currency exchanges limits conversion losses.

Risk Management:

• Hedging protects against price fluctuations.
• Insurance guards against quality loss during shipping.
• Diversifying buyers and markets spreads risk.
• Structuring contracts helps share currency and shipping risks.

Challenges in Coffee Exportation

Exporting coffee is not always easy. Many challenges affect prices, rules, transport, and competition. Understanding these problems helps exporters find solutions.

1. Changing Coffee Prices

The price of coffee goes up and down due to:

• Weather changes affecting coffee farms.
• Currency exchange rates making coffee more or less expensive.
• Traders buying and selling coffee for profit (speculation).
• Different drinking habits in importing countries.
• Political or environmental problems slowing supply chains.

To handle these changes, exporters:

• Use contracts to set prices in advance.
• Build strong relationships with buyers for stable pricing.
• Sell in different markets to reduce risks.

2. Complicated Export Rules

Kenya has strict coffee export rules. Exporters must deal with:

• Rules that keep changing.
• Many government offices needing different approvals.
• A lot of paperwork, which slows down shipments.
• Different quality standards, which can lead to rejection.
• Stricter international rules than local ones.

To follow the rules, exporters:

• Hire experts or work with consultants to manage compliance.
• Stay updated on new export laws.

3. Transport and Shipping Problems

Moving coffee from Kenya to buyers is expensive and slow due to:

• Few cold storage facilities, which can affect quality.
• Busy ports, causing shipment delays.
• High transport costs from coffee farms to shipping ports.
• Not enough shipping containers, delaying exports.
• Difficult last-mile delivery in some countries.

Exporters manage these problems by:

• Planning flexible delivery schedules.
• Working with different shipping companies to avoid delays.

4. Strong International Competition

Kenyan coffee competes with other coffee-producing countries:

• Ethiopia and Colombia are also known for high-quality coffee.
• Vietnam and Brazil sell coffee at lower prices.
• Rwanda and Burundi attract Kenya’s traditional buyers.
• More buyers skip middlemen and buy directly from farmers.
• Big coffee farms in other countries lower costs with machines.

Kenya’s Strengths

To stay ahead, Kenya should focus on:

• Producing top-quality coffee.
• Using eco-friendly and ethical farming methods.
• Highlighting the unique taste of Kenyan coffee.

Tips for Successful Coffee Exporting

1. Building Strong Relationships

The coffee industry relies on personal connections:

• Spend time with producers to ensure quality and consistency.
• Build trust with buyers through transparency.
• Partner with reliable logistics providers.
• Join industry associations for networking.
• Establish banking relationships that understand coffee trade financing.

2. Embracing Sustainability

Sustainability has shifted from a niche concern to a market requirement:

• Use traceable supply chains to verify social and environmental practices.
• Explore certification programs that resonate with your target market.
• Document and share water conservation and processing improvements.
• Reinvest in producer communities to build capacity.
• Create carbon-neutral or climate-positive initiatives to attract conscious consumers.

Beyond certification, sharing authentic sustainability stories sets you apart in crowded markets.

3. Leveraging Digital Marketing

An online presence is vital for today’s exporters:

• Create a professional website with detailed information about your coffee.
• Use social media to share harvest updates and producer stories.
• Offer digital catalogs with cupping notes and availability.
• Allow sample requests through online platforms.
• Share traceability data to link consumers with coffee origins.

Digital tools level the playing field, allowing smaller exporters to compete with established players.

4. Quality Focus

Quality consistency builds your reputation:

• Invest in quality control at every stage.
• Use strict cupping protocols to maintain standards.
• Train staff to identify and resolve quality issues quickly.
• Store coffee properly to preserve its characteristics.
• Transport coffee in ways that protect its unique qualities.

Kenya Coffee Export Process & Requirements

Step	Requirement/Action	Responsible Authority
1. Business Registration	Register your business and obtain a Certificate of Incorporation.	Registrar of Companies (Kenya)
2. Get an Export License	Apply for an export license from the AFA Coffee Directorate.	Agriculture and Food Authority (AFA)
3. Tax Compliance	Obtain KRA PIN, VAT registration (if turnover exceeds KSh 5M), and Tax Compliance Certificate.	Kenya Revenue Authority (KRA)
4. Quality Certification	Obtain KEBS certification and meet international quality standards.	Kenya Bureau of Standards (KEBS)
5. Coffee Board Registration	Register to access the Nairobi Coffee Exchange for auction sales.	Coffee Board of Kenya (under AFA)
6. Export Documentation	Obtain necessary export documents, including: Certificate of Origin, Phytosanitary Certificate, Commercial Invoice, Packing List, and Bill of Lading.	Various Government Agencies
7. Packaging & Labeling	Use approved moisture-proof bags (GrainPro, Jute), apply KEBS markings, and meet international labeling standards.	KEBS, AFA
8. Shipping & Logistics	Choose between sea freight (cost-effective) or air freight (fast for specialty coffee). Ensure proper tracking and insurance.	Freight & Shipping Companies
9. Buyer Engagement	Find buyers through auctions, direct trade, trade fairs, or digital marketplaces.	Exporter’s Responsibility
10. Compliance & Renewals	Renew licenses, maintain quality control, and stay updated on regulations.	AFA, KEBS, KRA

Conclusion

Exporting coffee from Kenya offers a great business chance. It connects the country’s farming history with the growing global demand for quality coffee. The process has complex rules, quality standards, and logistical challenges. However, the high prices for Kenyan coffee overseas make it worth the effort.

Success in this field requires balance. You should respect tradition and welcome innovation. Keep quality high while improving operations. Build personal relationships and use digital tools. The best exporters understand that Kenyan coffee’s value lies in its unique taste, the stories of its farmers, and the care in its journey. As global coffee consumption rises, consumers seek more transparency and quality. Kenya’s role in the premium coffee market brings many opportunities.

Frequently Asked Questions