How to Export Onions from Kenya: Step-by-Step Guide 2025

Introduction to How to Export Onions from Kenya

Exporting onions from Kenya is a profitable venture in agriculture. Onion farming in Kenya is key to the horticulture industry. It boosts the income of many small farmers and raises the country’s agricultural exports. Kenya’s favorable climate and diverse agriculture-physical areas support year-round onion production. Major onion-furrow areas include Kajiado, Meru, Nyeri, and Narok Counties. These areas produce high-quality onions for both domestic and export markets. Kenya supply onions to Uganda, Tanzania, Somalia, the Middle East, and parts of Europe. In Europe, the increasing demand for organic and constant onions offers a chance for premium pricing.

Table of Contents

This guide will take you through the step-by-step process of exporting onion from Kenya, including:

Understanding market demand and major export sites.
To meet legal and regulatory requirements for onion exports.
Ensuring quality standards and proper compliance.
To manage logistics and transportation effectively.
Developing successful market entry strategies.
To overcome the common challenges faced by onion exporters.
Learning from a successful Kenai onion exporter’s study of a real -world case.

Understanding the Onion Export Market

Kenya’s Onion Export in Kenya

Key Export Destinations

Kenyan onions are exported to major markets including East Africa, Middle East and parts of Europe.

1. East African Market (Uganda, Tanzania, Somalia)

These countries import large versions of onions due to proximity and high demand.
Trade agreements under EAC and COMESA simplify exports with low trade barriers.

2. Middle Eastern Market (UAE, Saudi Arabia, Qatar)

The United Arab Emirates (UAE) is a major center for distributing onions in the Middle East.
Buyers in this area prefer moderate for large sized red onions.
Kenya competes with India and Egypt, but its long harvesting season is a strong advantage.

3. European Market (UK, Netherlands, France)

European buyers favor organic and frequent onions.
Global G.A.P These markets often require certification.
Supermarkets in Europe demand constant size, quality and proper packaging.

Demand trend

Demand for red onions is rising. Kenyan red onions are popular for their strong taste and long shelf life.
Size matters for export markets. Buyers prefer medium to larger onions (5-7 cm in diameter).
Organic onions sell at a premium. European buyers pay 15-20% more for certified organic onions than for traditional ones.
Sustainable farming is a selling point. Importers value onions grown using eco-friendly and ethical methods.

Kenya’s Competitive Advantage in Onion Exports

Kenya has forces that make it competitive in the global onion market:

Long-term harvesting weather- Kenya’s diverse climate regions allow for production throughout the year.
Being part of the Regional Trade Agreement-EAC and Cums, Kenyan provides onions to duty-free or low-tariffs in many African countries.
Improvement in infrastructure-Beggars reduce the damage to cold storage and transport cuts.
Close to major markets – Kenya’s strategic location enables rapid export to Middle Eastern and African markets than contestants such as India.

Why Understanding the Market is Important

Knowing who your buyers are and what they prefer helps you:

Focus on the right onion varieties to meet demand.
Price your onions competitively based on market rates.
Ensure compliance with quality and packaging standards.
Reduce rejection rates by meeting import regulations and buyer expectations.

Why Export Onions from Kenya?

High demand in regional and international markets.
Strategic location allows easy access to neighboring countries and beyond.
Long harvesting seasons provide a consistent supply.
Strong reputation for red onions, known for their flavor and long shelf life.

Legal and Regulatory Requirements for Exporting Onions from Kenya

Business registration and licensing

1. Register your business

Register with the Registrar of the companies in the Attorney General’s office.
Choose a professional structure: the only ownership, partnership, or limited liabilities company.

2. Tax registration

Get an individual identification number (PIN) from Kenya Revenue Authority (KRA).
Get tax compliance certificate, which is mandatory for all businesses.

3. Export license

Apply for export license from the Directorate of Horticulture Crops (HCD) under the Agriculture and Food Authority (AFA).
This license allows you to export horticulture products including onions.

4. Export Promotion Council (EPC) Registration (Optional but recommended)

Essential Quality & Safety Certifications

Exported onions must meet international quality and safety standards.

1. Phytosanitary Certification

Issued by KEPHIS (Kenya Plant Health Inspectorate Service).
Confirms that onions are free from pests and diseases.
Required by all importing countries.

2. Kenya Bureau of Standards (KEBS) Certification

Ensures compliance with Kenyan and international quality standards.
Covers size, moisture content, and overall quality of onions.

3. Global G.A.P. Certification (For EU and Premium Markets)

Shows adherence to Good Agricultural Practices (G.A.P.).
Required for exports to European supermarkets and high-end markets.
Focuses on food safety, sustainability, and worker welfare.

4. Laboratory Analysis & Testing (Market-Specific)

Some buyers may require additional tests for pesticide residue and moisture content.
Work with KEPHIS-certified laboratories for precise testing.

Export Documentation

Proper documentation ensures smooth customs clearance and compliance with international trade laws.

A. Core Export Documents

Horticultural Crops Export License – Issued by AFA, for onion exports.
Phytosanitary Certificate – Issued by KEPHIS, proving onions meet health standards.
KEBS Certification – Confirms compliance with national quality standards.
Certificate of Origin – Verifies the onions were grown and harvested in Kenya.
Commercial Invoice & Packing List – Details shipment, including quantity, weight, and packaging.

B. Transportation Documentation

Bill of Lading or Airway Bill – Issued by the shipping company or airline, serving as a receipt and contract.
Export Declaration Form – Filed with KRA, declaring the goods for export.

C. Insurance & Health Certification

Insurance Certificate – Covers damage or loss during transit.
Health Certificate – Issued by the Ministry of Health, confirming onions are safe for consumption.

D. Market-Specific Documentation

Some countries may require additional permits or specific quality certifications.
Always check your target market’s requirements before export.

International Compliance Standards

Different markets have strict regulations for imported onions. Kenyan exporters must follow these specific standards:

European Union (EU) Regulations:

Must meet EU food safety standards and traceability requirements.
Strict pesticide residue limits apply.
Global G.A.P. certification is often needed for supermarket sales.

United States (US) Regulations:

Onions must comply with FDA (Food and Drug Administration) requirements.
Pesticide residue levels must meet USDA (United States Department of Agriculture) standards.

Middle Eastern Market Standards:

Onions must follow Gulf Standards Organization (GSO) requirements.
Halal certification may be necessary for some markets.

Asian Market Requirements:

Japan and China have very strict quality and safety standards.
Moisture content testing is mandatory for long-distance shipments.

Why Compliance Matters

Following legal and regulatory requirements helps:

Avoid shipment delays and customs rejections.
Ensure smooth clearance at destination ports.
Build trust with international buyers.
Qualify for premium prices in strict markets.
Access premium markets for higher prices.

Quality Standards and Compliance for Exporting Onions from Kenya

Sorting and Grading

Onions must be sorted and graded by size, quality, and appearance to meet international market preferences.

Size Grading (Diameter in mm):

Small: 40–60mm
Medium: 60–80mm (Most preferred for exports)
Large: 80mm+

Quality Selection:

Grade 1 (Export Quality): Firm, fully mature onions with uniform size, shape, and colour.
Grade 2 (Domestic Market): Some variations in size and shape, but still marketable.
Rejects: Bruised, sprouting, or decayed onions that do not meet export standards.

Defect Removal:

Remove damaged, diseased, or sprouting onions to prevent shipment rejection.
Onions with soft spots or excess moisture are not suitable for export.

Sorting onions correctly ensures uniform quality. This helps build buyer trust and secure repeat orders.

Moisture Content Requirements

Onions must be dried and cured properly before export to prevent rotting and sprouting.

Ideal moisture content: Below 10% for long-distance exports.
Curing time: 10–14 days in a shaded, well-ventilated area.
Field-cured onions have better skin quality and a longer shelf life.

Poor drying can cause mold growth, shorten shelf life, and lead to rejection by importers.

Packaging and Labeling

Proper packaging and labeling protect onions during transport and follow import regulations.

Packaging Requirements:

Use mesh bags (5kg, 10kg, or 25kg) for good airflow and to stop moisture buildup.
For premium markets like the EU and Middle East, consider branded consumer packs.
Cartons or plastic crates may be required for high-end markets.

Labeling Guidelines: (Must follow market-specific rules)

Each package must clearly show:

Product name (e.g., Red Onions)
Variety (if applicable)
Country of origin (e.g., Product of Kenya)
Exporter details (Name and Address)
Weight (Net & Gross)
Batch/Lot Number for Traceability
Storage Instructions (if the importer requires them)

Not meeting labeling requirements can lead to shipment delays or rejection.

Storage and Shelf Life Considerations

To keep onions fresh during export, maintain proper storage conditions:

Ideal storage temperature: 0–4°C (32–40°F) to extend shelf life.
Relative humidity: 65–70% to avoid sprouting.
Don’t store onions near ethylene-producing products (e.g., apples, bananas) to prevent premature sprouting.
Use FIFO (First-In, First-Out) inventory management to avoid storing onions too long before shipment.

Proper storage and inventory control help maintain export quality and reduce post-harvest losses.

Compliance with Import Market Standards

Different markets have specific requirements for onion imports. Kenyan exporters must comply with:

European Union (EU) Standards:

Strict size and moisture content requirements.
Global G.A.P. certification for supermarket sales.
Pesticide residue limits must meet EU regulations.

Middle East (UAE, Saudi Arabia, Qatar) Standards:

Preference for medium to large-sized onions (60–80mm).
Proper documentation (Phytosanitary Certificate, KEBS Certification, and Certificate of Origin) required.

Regional African Markets (Uganda, Tanzania, Rwanda):

Easier entry due to regional trade agreements (EAC & COMESA).
Less strict moisture content and size grading requirements.

Exporters should check the rules of their target market before shipping. This helps avoid compliance problems.

Why Meeting Quality Standards is Important

Ensuring high-quality onions helps exporters to:

Reduce shipment rejections at import destinations.
Maintain freshness and prevent losses during transport.
Build long-term buyer relationships.

Logistics and Transportation for Exporting Onions from Kenya

Local Transport & Storage

Prior to international shipping, onions should be safely transferred from fields to processing and packing facilities.

Best Practice for Local Transport:

Use well ventilated trucks to keep the onion cool and dry.
Cover the onion to protect them from sunlight and rain.
Transport during cooler hours (morning or evening) to reduce heat contact.
Minor handling to prevent injury or damage.

Storage Considerations Before Export:

Store onions in dry, well-ventilated warehouses.
Keep temperature at 0–4°C (32–40°F) and humidity at 65–70% to stop sprouting.
Avoid stacking bags too high to prevent crushing and spoilage.
Use the First-In, First-Out (FIFO) method to ship older stock first.

Shipping Options for Onion Export

The option of shipping method depends on the market destination, volume and budget.

1. Road Transport (for regional markets – East Africa)

Uganda, Tanzania, Rwanda and Somalia are used for exports.
Keeping quality requires refrigerated or ventilated trucks.
It takes 1-5 days depending on the destination.

The border control due to the air freight than the air freight but the higher risk of delay.

2. Sea goods (for the Middle East and Europe exports)

Price effective for wholesale shipment.
Onion is sent to 20 feet or 40 feet referral containers to control temperature and humidity.

Transit time:

Middle East (UAE, Saudi Arabia, Qatar): 10–14 days.
Europe (UK, Netherlands, France): 20-30 days.

Proper pre-showing storage and ventilation are required to avoid malfunction.

3. Air freight (for immediate and high-value exports)

The fastest but most expensive shipping method.
Best for high-value onions or immediate orders.
Usually used for premium buyers in Europe and Middle East.
Transit time: 1-3 days.
Special packaging is required to protect onion from pressure and moisture.

Preventing Losses During Transit

To avoid financial losses, exporters must manage logistics carefully:

Use food-grade mesh bags for airflow.
Monitor storage temperature and humidity during transit.
Train handling staff on proper loading and unloading.
Ensure ventilation in storage and transport to prevent moisture.
Work with reliable shipping partners to avoid delays and damage.

Customs Clearance & Documentation

Proper documentation is vital to avoid shipping delays and clearance issues.

Essential Export Documents for Onion Shipment:

Bill of Lading (for sea freight) or Airway Bill (for air freight) – Proof of shipment.
Export Declaration Form – Required by Kenya Revenue Authority (KRA).
Phytosanitary Certificate (KEPHIS) – Confirms onions are pest- and disease-free.
Certificate of Origin – Proves onions were produced in Kenya.
Commercial Invoice & Packing List – Details quantity, packaging, and pricing.
Insurance Certificate – Covers potential losses during transit.

Choosing the Right Logistics Partner

Working with trusted logistics providers ensures timely delivery and reduces risks.

When selecting a shipping company, consider:

Experience in agricultural exports.
Cold chain logistics capabilities for long-distance shipping.
Reliable tracking and communication.
Efficient customs clearance services.

Why Logistics & Transportation Matter

Efficient logistics increase profitability by:

Reducing post-harvest losses and damage.
Ensuring timely delivery to international buyers.
Maintaining onion freshness, quality, and shelf life.
Preventing shipment rejections due to poor handling.

Market Entry Strategies for Onion Exporters in Kenya

1. Selling through distributors and wholesalers

Working with installed distributors and wholesalers makes the market easier and ensures frequent demand for onions.

Benefits of using distributors:

Quick market access without direct buyer relationships.
Large purchase volumes ensure stable sales.
Low marketing costs, as distributors manage promotion and sales.

How to find reliable distributors:

Contact importers and wholesaler in targeted markets using business directors and commercial networks.
Participate in agricultural trade fairs, such as Gulfood Dubai and Fruit Logistics Berlin.
Participated with Kenya export agencies like Kenya Export Promotion and Branding Agency (KPROBA).

While distributors simplify logistics, they reduce profit margins as they act as middlemen.

2. Direct Exporting to Buyers

Supermarkets, food retailers and processing companies directly selling directly allow exporters to give maximum benefits and create long -term trade relations.

Steps to secure direct buyers:

Research potential buyers in Middle Eastern and European markets.
Contact supermarket chains and grocery retailers with Kenai onion samples.
Offer competitive pricing and ensure a stable supply.
Maintain high quality standards to create a trust.

Benefits of direct export:

High profit margin without middlemen.
More control over branding and quality.
Strong relationships with buyers lead to repeating business.

However, direct exports require significant marketing efforts and logistics coordination.

3. Using Online B2B Marketplaces

The B2Bs listing onions on e-commerce platforms enhance visibility and connects exporters with international buyers.

Best Platform for Onion Export:

Alibaba – one of the biggest global B2B marketplace.
Tradekey – popular for agricultural exports.
Global Source – connects suppliers to international buyers.

Kenya Trade Portal – Helps exporters find buyers through KProba.

B2B major success factor for sale:

Provide clear product description and high-quality images.
Highlight the certificate.
Offer competitive pricing and flexible payment terms.
Ensure quick response for buyer inquiry.

B2B platforms increase global access, but active marketing is required to attract buyers.

4. Participating in Trade Fairs and Exhibition

Attending international trade exhibitions lets exporters meet buyers, showcase onions, and negotiate deals.

Top Trade Fairs for Onion Exporters:

Gulfood Dubai (UAE) – A major food trade show for Middle Eastern markets.
Fruit Logistica (Germany) – One of the largest fresh produce expos in Europe.
Africa Food Show (Kenya) – Connects exporters with African and global buyers.

Benefits of Trade Fairs:

Direct interaction with importers, retailers, and distributors.
Opportunity to understand market trends and pricing.
Ability to negotiate contracts on-site.

Trade fairs require investment, but generate valuable trade connections for long-term success.

5. Building a Strong Export Brand

A well -branded product helps exporters to stand in competitive markets.

Major branding strategies:

Use attractive, professional packaging that meets importer requirements.
Like taste and shelf life, highlight the unique properties of kenai onion.
Certify biological or durable agricultural practices for premium pricing.
Maintain a strong online appearance through a company’s website and social media.

Buyers constantly prefer quality reliable exporters, so the construction of a reputed brand is essential for long -term success.

Why Market Entry Strategies Matter

By choosing the right market entry approach, Kenyan onion exporters can:

Expand sales opportunities in international markets.
Reduce export risks through planned partnerships.
Increase profitability by targeting high-value buyers.
Build long-term business relationships for continuous exports.

Challenges and Solutions in Exporting Onions from Kenya

1. Post-Harvest Losses and Quality Deterioration

Challenge:

Poor handling after harvest leads to high spoilage rates and financial losses.
Improper drying and high moisture content raise the risk of rotting in transit.
Shipment delays can shorten onion shelf life, causing buyer rejection.

Solution:

Cure and dry onions properly to keep moisture below 10%.
Use ventilated mesh bags and limit stacking to prevent bruising.
Store onions in dry, temperature-controlled warehouses before export.
Partner with reliable freight forwarders to avoid delays.

2. Competition from Other Onion Exporters

Challenge:

Kenya competes with India, Egypt, and Tanzania, which offer large volumes at lower costs.
Buyers may choose cheaper onions from other countries.

Solution:

Differentiate Kenyan onions by showcasing their unique qualities, like strong flavour and long shelf life.
Obtain Global G.A.P. and organic certification to access higher-priced markets in Europe.
Enhance branding and packaging to attract buyers.
Identify gaps in the market and export during off-peak seasons when supply is low.

3. Price Fluctuations and Market Instability

Challenge:

Onion prices fluctuate seasonally with supply and demand.
Oversupply can lower prices, cutting into profits.
Currency changes and rising logistics costs affect export margins.

Solution:

Diversify markets to avoid relying on a single destination.
Use forward contracts to lock in prices before harvest.
Track global onion production trends to find the best times to export.
Cut transport costs by optimising supply chain logistics.

4. Strict Import Regulations and Compliance Issues

Challenge:

Some markets, like Europe and Japan, impose strict pesticide limits.
Not meeting quality and documentation requirements risks shipment rejection.
Getting certifications such as Phytosanitary Certificate and KEBS approval can take time.

Solution:

Collaborate with KEPHIS-certified labs to test onions for pesticide residues before export.
Follow Good Agricultural Practices (G.A.P.) to meet food safety standards.
Train farmers on proper pesticide use to avoid residue limits.
Keep complete and accurate export documentation to prevent customs delays.

5. Logistics and Transportation Challenges

Challenge:

Poor roads can delay transporting onions from farms to export points.
Limited cold storage and packaging facilities can harm onion quality.
Shipping delays increase spoilage risks, especially for sea freight.

Solution:

Use well-maintained, ventilated trucks to prevent heat buildup.
Invest in cold storage facilities to extend onion shelf life before shipment.
Partner with reliable logistics companies that specialise in fresh produce.
Use air freight for urgent or high-value shipments to reduce transit times.

6. Difficulty in Finding Reliable Buyers

Challenge:

Many exporters find it hard to secure long-term buyers and consistent contracts.
Fraudulent buyers pose non-payment risks, making trade risky.

Solution:

Use trusted B2B platforms like Alibaba, TradeKey, and Global Sources to find genuine buyers.
Attend international trade fairs like Gulfood Dubai and Fruit Logistica Berlin to meet importers.
Work with Kenyan trade agencies like KEPROBA to access verified buyer lists.
Use secure payment methods such as Letters of Credit (LCs) or escrow services to reduce risks.

7. Lack of Financing for Small-Scale Exporters

Challenge:

Many small exporters lack access to credit for expanding operations.
High costs for certifications, logistics, and packaging make competition tough.

Solution:

Apply for government grants and funding from agencies like AFA and EPC Kenya.
Partner with export financing institutions that provide trade credit.
Join farmer cooperatives to share resources and lower costs.
Collaborate with investors or agribusiness funds that support horticultural exports.

Why Overcoming These Challenges is Important

Boost global competitiveness and secure higher-value markets.
Cut financial losses from spoilage, delays, and rejected shipments.
Build long-term buyer relationships for stable exports and higher profits.
Enhance Kenya’s position in the international onion trade.

Kilimo Fresh Foods Africa Ltd – A Case of Export Success

Kilimo Fresh Foods operates in Africa Limited Cazido County. It began as a small onion field in 2015 and has since developed in bulk onion exports. The company sells markets in Uganda, Tanzania, United Arab Emirates and Europe. Initially, he focused on local sales, but saw the increasing demand for Kenyan onion. This inspired them to export high quality, well -packed onions in global markets.

Important success factors

1. Focus on quality and certification:

Kilimo only adopted strict quality control measures to export dried, similar sized onions.
He made kebs certification, phytosanital authentication and global G.A.P. Certification to reach premium markets.
Completing the quality standards of the European Union helped them establish long -term contracts with European buyers.

2. Investment in proper storage and handling:

Due to poor storage conditions, the company faced post -crop damage.
They invested in temperature-controlled storage, expanding the deteriorating and onion shelf life.
Using airy Aries bag instead of better air circulation and onion quality in plastic.

3. Strategic market expansion:

Initially, he targeted regional markets (Uganda and Tanzania) with low trade obstacles.
After stabilizing in East Africa, they expanded to the Middle East, where onions command high prices.
Participation in Gulfood Dubai helped him to secure deals with importers in Saudi Arabia and Qatar.

4. Use of skilled logus and goods forwarding:

Initially, delay in transport and poor handling caused damaged shipment.
The company participated in time with reliable freight forwarders for sea and air shipment.
Real-time shipment tracking allowed him to resolve logistic issues quickly.

5. Strong buyer relationship and direct contract:

Kilimo went to the use of fresh middlemen to go directly to export markets with supermarkets and wholesalers.
He created a strong reputation for stability, repeating trade and stable income.
Today, the company exports a monthly 200 tonnes of onions, with revenue more than $ 1 million annually.

Lessons for New Onion Exporters

Ensure onions meet international standards through sorting, drying, and packaging.
Start with Regional Markets
Invest in Proper Storage
Work with trusted transport and freight companies to avoid delays and losses.
Build Direct Buyer Relationships
Obtain Certifications for Premium Pricing
Leverage Trade Fairs and Online Marketplaces

Table: Key Export Documentation for Onions from Kenya

Document	Purpose	Issuing Authority
Horticultural Crops Export License	Authorization to export onions and other horticultural products	Agriculture and Food Authority (AFA) – Horticultural Crops Directorate (HCD)
Phytosanitary Certificate	Confirms onions are free from pests and diseases, meeting import requirements of destination countries	Kenya Plant Health Inspectorate Service (KEPHIS)
KEBS Certification	Ensures compliance with Kenyan and international quality standards (size, moisture, overall quality)	Kenya Bureau of Standards (KEBS)
Certificate of Origin	Verifies that the onions were grown and harvested in Kenya	Kenya National Chamber of Commerce
Commercial Invoice & Packing List	Details the shipment contents, including quantity, weight, packaging, and pricing	Exporter
Bill of Lading (Sea) / Airway Bill (Air)	Serves as a receipt for the shipment and a contract of carriage, required for customs clearance	Shipping Company / Airline
Export Declaration Form	Declares the goods for export to the Kenya Revenue Authority (KRA)	Kenya Revenue Authority (KRA)
Insurance Certificate	Covers potential losses or damage to the shipment during transit	Insurance Company
Health Certificate	Confirms the onions are safe for human consumption	Ministry of Health
Global G.A.P Certification (If Required)	Demonstrates adherence to Good Agricultural Practices, often required for EU supermarkets	Accredited Certification Bodies

Conclusion

Exporting onions from Kenya is a great business opportunity for farmers and agrarian businesses. There is a high demand in East Africa, the Middle East and Europe. Kenya exporters can expand their businesses and promote profits. To succeed in the export market, careful planning, regulatory compliance, and good logistics management are required.

Key Takeaways for Onion Exporters

Understand Market Demand
Meet Legal and Quality Standards
Ensure Proper Handling and Storage
Choose the Right Logistics Strategy
Use Effective Market Entry Strategies
Overcome Challenges Proactively
Learn from Successful Exporters

Frequently Asked Questions

What are the key requirements for exporting onions from Kenya?

Business registration, export license, KEBS certification, and a phytosanitary certificate.

What is the best way to package onions for export?

Use mesh bags to allow airflow and prevent spoilage.

How can I find international buyers for my onions?

Through trade fairs, B2B marketplaces, and direct partnerships with importers.