How to Export Tea from Kenya: Step-by-Step Guide

Introduction to How to Export Tea from Kenya

Kenya leads the global tea industry. Many farmers grow some great black tea. The export of tea from Kenya can be a profitable business. It connects farmers with markets around the world. Ideal conditions of Kenya- Highland’s climate, rich soil, and stable rainfall- the third largest tea producer and top black tea exporter. Tea leaves are known for its bright color and rich taste in the succulent tea fields in the Great Rift Valley, Mount Kenya, and Aberdare range. Tea farming in Kenya supports over 650,000 small farmers. It also provides jobs for more than 5 million people. This industry adds about 4% to Kenya’s GDP. It generates over $1 billion in foreign earnings yearly. This makes tea one of the country’s most valuable agricultural exports. Kenya offers great opportunities for business owners eager to enter the tea export market. This guide will run to you through how to export tea from Kenya in 2025.

It includes:

• Current market trends and main buyers of Kenyan tea
• Step-by-step legal requirements to become a tea exporter
• Quality standards for selling tea internationally
• Shipping and handling tips for tea exports
• Ways to successfully enter foreign markets
• Common challenges exporters face and how to tackle them
• Real success stories to inspire your export business

Understanding the Tea Export Market

The global demand for Kenyan tea strengthens the position of Kenya in the international tea trade. Kenai has received a loyalty worldwide, with black tea, its bright copper colors, full body and unique taste, worldwide. Knowing this market is important for anyone wishing to export tea from Kenya. Kenya produces 450,000 metric tonnes of tea every year. An impressive 95% of this goes to export markets. This tea makes the top foreign exchange earner in Kenya’s agricultural sector. The frequent quality and reliable supply of Kenyan tea has made it a favorite option for buyers around the world.

Key Export Destinations

Kenyan tea finds its way to diverse markets across the globe, with particularly strong demand in certain regions:

• Pakistan remains the largest buyer, importing approximately 40% of Kenya’s tea exports
• Egypt follows as the second-largest market, with significant consumption patterns
• United Kingdom continues its historical tea trade relationship with Kenya
• United Arab Emirates serves both as a consumer and re-export hub for Kenyan tea
• Russia and other CIS countries represent growing markets for Kenyan tea
• Sudan, Yemen, and Afghanistan show increasing demand in recent years

The Role of the Mombasa Tea Auction

The Mombasa tea auction is key to Kenya’s tea export system. It is the largest black tea auction in the world. The East African Tea Trade Association (Eatta) runs it and manages over 32% of global tea exports. The auction also processes tea from nearby countries, including Uganda, Tanzania, Rwanda, Burundi, and the Democratic Republic of Congo.

The auction occurs weekly and is important for value search. International buyers competely bid for various grades of tea. New exporters can get valuable market intelligence information by understanding how the auction works. They can learn about it:

• Current price trends for various tea grades
• Quality priorities of international buyers
• Seasonal changes in demand and supply
• Emerging market opportunities

Auction is a traditional method for export of tea. However, direct sales to international buyers have become popular, especially for special and value added tea. This dual system gives exporters more flexibility in reaching global markets.

Kenyi tea market is changing. Special tea, organic certification and moral sourcing are increasing interest. As consumers seek premium tea experiences, new opportunities arise for exporters that are compatible with these trends.

Legal and Regulatory Requirements

Exporting tea from Kenya requires several legal and regulatory steps. You must follow these before sending your first tea shipment abroad.

Table : Legal and Regulatory Requirements for Tea Export

Requirement	Issuing Authority	Purpose
Tea Board of Kenya (TBK) Registration	TBK	Authorizes tea export
Business Permit	County Government	Confirms business premises meet standards
KRA Export License	Kenya Revenue Authority (KRA)	Mandatory for all exporters
Export Promotion Council (EPC) Registration	EPC	Optional, provides support services
Phytosanitary Certificate	KEPHIS	Confirms tea is pest and disease-free
Certificate of Conformity	KEBS	Verifies quality and safety standards
Organic Certification (if applicable)	KOAN, Soil Association, USDA Organic	Confirms organi

Registration and Licensing

1. Tea Board of Kenya (TBK) Registration

Start by registering with the Tea Board of Kenya as an exporter. This registration:

• Authorises you to export tea from Kenya
• Requires company registration documents
• Involves an application fee and annual renewal
• May include a premises inspection

2. Business Permit

You need a general business permit from your local county government. This permit shows that your business premises meet operational standards.

4. Kenya Revenue Authority (KRA) Export License

The KRA export license is mandatory for all exporters. To get it:

• Register for a Personal Identification Number (PIN)
• Apply for an export license via the KRA portal
• Submit required documents, including business registration certificates
• Pay the applicable license fee

5. Export Promotion Council (EPC) Registration

Though optional, registering with the EPC gives you access to valuable support services, such as:

• Export market intelligence
• Participation in international trade fairs
• Networking with potential buyers
• Export training programmes

Certification

1. Phytosanitary Certificate

The Kenya Plant Health Inspectorate Service (KEPHIS) issues this certificate, which:

• Confirms your tea is pest and disease-free
• Is required by most importing countries
• Needs a physical inspection of tea samples
• Must be obtained for each export shipment

2. Quality Certification

The Kenya Bureau of Standards (KEBS) issues a Certificate of Conformity that:

• Verifies your tea meets quality and safety standards
• Is needed for customs clearance in many countries
• May require laboratory testing of tea samples

3. Organic Certification (if applicable)

If you export organic tea, you’ll need certification from recognised bodies, such as:

• Kenya Organic Agriculture Network (KOAN)
• Soil Association
• USDA Organic (for the US market)

Export Documentation

Document	Purpose
Certificate of Origin	Proves Kenyan origin, may provide tariff benefits
Export Permit	Authorizes specific shipment, includes levy payment
Commercial Invoice	Details transaction (price, terms, etc.)
Customs Declaration	Lodged before shipping, for duty calculation
Bill of Lading	Contract of carriage, receipt for goods
Packing List	Detailed inventory of shipment
Certificate of Analysis	Confirms quality and safety standards
Insurance Certificate	Proof of insurance coverage

1. Certificate of Origin

This document:

• Proves your tea is genuinely from Kenya
• Is issued by the Kenya Chamber of Commerce and Industry
• May qualify your exports for preferential tariff rates in certain markets
• Must be obtained for each shipment

2. Export Permit from the Tea Board of Kenya

For each tea shipment, you’ll need:

• A specific export permit showing quantity and destination
• Payment of a tea export levy (currently 1% of FOB value)
• Verification of compliance with minimum export price requirements

3. Commercial Invoice

This document details:

• The quantity and type of tea being exported
• The agreed price and payment terms
• Names and addresses of the exporter and importer
• Terms of delivery (Incoterms)

4. Customs Declaration

Filed through the Kenya TradeNet System (Single Window System), this declaration:

• Must be lodged before shipping
• Requires details of the goods, value, and destination
• Forms the basis for calculating any applicable export duties

Quality Standards and Compliance

Meeting international quality standards is vital when exporting tea from Kenya. Consistently delivering high-quality tea that meets global standards will shape your success and reputation in the international market.

Tea Grading

Kenyan tea has different grades based on leaf size, appearance, and quality. Knowing these grades helps with pricing and finding the right buyers:

Orthodox Tea Grades:

• FOP (Flowery Orange Pekoe): Whole leaf tea with a tip
• OP (Orange Pekoe): Whole leaf without a tip
• P (Pekoe): Smaller whole leaf

CTC (Crush, Tear, Curl) Grades:

• BP1 (Broken Pekoe 1): High-quality broken tea
• PF1 (Pekoe Fannings 1): Smaller particles than BP1
• PD (Pekoe Dust): Fine tea particles
• D1 (Dust 1): Very fine tea particles

CTC grades make up most Kenyan exports. BP1 and PF1 are the most desired for their strong brew and bright colour. The East African Tea Trade Association (EATTA) sets the grading standards for the region.

Processing and Packaging

Processing Standards:

• Tea must be processed in facilities certified by the Tea Board of Kenya.
• HACCP (Hazard Analysis Critical Control Point) certification is needed.
• ISO 22000 food safety management systems are becoming standard.
• Good Manufacturing Practices (GMP) must be followed during processing.

Packaging Requirements:

• Bulk tea is usually packed in multi-wall paper sacks lined with aluminum foil or polyethylene.
• Standard export packaging is 50kg or 60kg.
• Value-added tea needs special packaging based on the target market.
• All packaging materials must be food-grade to keep tea quality during transit.
• Vacuum packaging is suggested for premium tea to ensure freshness.

Labeling Compliance

Proper labeling is key for regulatory compliance and market acceptance. Export tea labels must include:

Mandatory Information:

• Product name: “Black Tea” or specific type
• Grade classification (BP1, PF1, etc.)
• Net weight in metric units
• Country of origin: “Product of Kenya”
• Production date and batch number
• Name and address of the producer/exporter
• Storage instructions

Additional Requirements for Value-Added Tea:

• Nutritional information
• Brewing instructions
• Organic certification logo (if applicable)
• Fair Trade certification logo (if applicable)
• Rainforest Alliance certification logo (if applicable)
• Barcode for retail products

Market-Specific Requirements:

• EU: Follow EU Regulation 1169/2011 on food information.
• US: Meet FDA labeling requirements, including nutrition facts panel.
• Middle East: Halal certification (if applicable).
• Japan: Provide information in Japanese and comply with JAS standards.

Sustainability Certifications

Sustainability certifications are becoming more important for market access:

• Rainforest Alliance Certification: Focuses on environmental protection and social responsibility.
• UTZ Certification: Promotes sustainable farming and better opportunities for farmers.
• Fair Trade Certification: Ensures fair prices for small-scale farmers.
• Organic Certification: Confirms tea is grown without synthetic chemicals.

Logistics and Transportation

Efficient logistics are vital when exporting tea from Kenya. Tea is sensitive and can lose quality if it encounters moisture, heat, or contamination.

Modes of Transport

1. Sea Freight

Most Kenyan tea exports travel by sea because it is cost-effective:

• Main shipping port: Mombasa Port, Kenya’s key gateway to global markets
• Standard container sizes: 20-foot and 40-foot containers
• Transit times: 15-25 days to Europe, 20-30 days to Asia, 35-45 days to North America
• Advantages: Lower cost for bulk shipments; ideal for large quantities
• Challenges: Longer transit times; higher risk of humidity and temperature changes

2. Air Freight

Air freight is mainly for premium, specialty, or urgent shipments:

• Main airports: Jomo Kenyatta International Airport (Nairobi) and Moi International Airport (Mombasa)
• Advantages: Faster delivery (1-5 days to most destinations); reduced exposure to elements
• Disadvantages: Much higher cost (5-10 times more than sea freight)
• Best for: High-value specialty teas, small urgent orders, and samples for potential buyers

3. Rail Transport

The Standard Gauge Railway (SGR) from Nairobi to Mombasa has improved logistics:

• Transit time reduced from over 12 hours by road to about 5 hours
• Lower transport costs compared to road transport
• More reliable schedules, less affected by traffic or weather
• Connection to Inland Container Depot (ICD) in Nairobi for customs clearance

Warehousing and Storage

Proper storage is key to maintaining tea quality:

• Climate-controlled facilities: Ideal temperature range is 18-24°C (64-75°F)
• Humidity control: Keep relative humidity below 65% to prevent moisture absorption
• Ventilation: Good air circulation prevents mustiness and mold
• Pest control: Regular monitoring to prevent insects or rodents
• Segregation: Store tea away from strong-smelling products to avoid odor absorption
• Stock rotation: Use a first-in-first-out (FIFO) system to ship the oldest tea first

Major storage facilities are located in important tea growing areas such as Mombasa, Nairobi and Kericho and Limuru. Kenya’s Tea Board can give you a list of approved warehouses that meet international standards.

Shipping Documentation

Proper documentation is crucial for smooth customs clearance:

Bill of Lading:

• Contract of carriage between the shipper and the carrier
• Receipt for goods shipped
• Document of title to the goods
• Must accurately describe tea grade, quantity, and packaging

Commercial Invoice:

• Transaction details, including price, payment terms, and Incoterms
• Must match other shipping documents
• Required for customs valuation and assessment

Packing List:

• Detailed inventory of shipment contents
• Number of packages, weights, and dimensions
• Helps with customs inspection

Certificate of Analysis:

• Results of laboratory testing
• Confirms tea meets quality and safety standards
• Often needed by importers and some customs authorities

Insurance Certificate:

• Proof of insurance for the shipment
• Usually covers 110% of the CIF (Cost, Insurance, Freight) value
• Protects against loss or damage during transit

Insurance and Risk Management

Tea shipments face various risks that need insurance coverage:

• Marine/cargo insurance for sea freight
• Air cargo insurance for air shipments
• Coverage for theft, damage, contamination, and total loss
• Additional coverage for delays, rejection at destination, or quality issues

Logistics Partners

Successful tea exporters often work with specialized service providers:

• Freight forwarders: Arrange transportation and manage documentation
• Clearing agents: Assist with customs clearance at ports and borders
• Shipping lines: Offer ocean transportation services
• Third-party logistics (3PL) providers: Provide end-to-end logistics solutions

The East African Tea Trade Association and the Kenya Shippers Council can suggest reliable logistics partners who know tea exports well.

Market Entry Strategies

Entering international markets requires careful planning and strategy. Exporting tea from Kenya offers several ways to connect with global buyers.

Direct Sales vs. Auctions

Mombasa Tea Auction The Mombasa Tea Auction has many advantages:

• Connect with various international buyers in one place.
• Transparent pricing based on quality and demand.
• Simplified payments through established banking channels.
• No need for extensive marketing or prospecting.
• Weekly auctions provide regular sales chances.

However, the auction system also has drawbacks:

• Less control over final pricing.
• Limited chances for brand development.
• Focused mainly on bulk sales, not value-added products.
• Commission fees for brokers and auction managers.

Direct Export 

Selling directly to international buyers has its own benefits:

• Higher profit margins by cutting out intermediaries.
• Build long-term relationships with specific buyers.
• Greater control over pricing and terms.
• Opportunity to develop branded products for specific markets.
• Flexibility to meet unique buyer needs.

Direct export is best for:

• Specialty and premium teas.
• Value-added products like tea bags and flavoured teas.
• Organic or certified teas with niche markets.
• Established exporters with strong international networks.

Finding International Buyers

1. Trade Fairs and Exhibitions 

Key international tea trade events include:

• World Tea Expo (USA)
• SIAL (France)
• Gulfood (Dubai)
• FOODEX (Japan)
• China International Tea Expo

The Export Promotion Council of Kenya often sets up pavilions at these events. They provide subsidised participation for registered exporters.

2. Online Marketplaces

Digital platforms have opened new opportunities:

• Alibaba.com for global B2B buyers.
• Amazon’s global selling program for consumer-packaged teas.
• Specialty tea marketplaces like Tea Sourcing.
• Industry-specific platforms like TeaSourcing.com and TeaServ.com.

3. Trade Missions and Buyer Delegations

Organised by:

• Kenya Export Promotion and Branding Agency.
• Kenya National Chamber of Commerce and Industry.
• Tea Directorate of the Agriculture and Food Authority.

These missions connect Kenyan exporters with pre-screened international buyers.

4. Trade Representatives and Agents

In key markets, consider:

• Appointing local representatives who know the market.
• Working with import agents who have distribution channels.
• Partnering with diaspora networks familiar with both Kenya and target markets.

Marketing Strategies

1. Brand Development

A strong brand identity sets your tea apart:

• Highlight Kenya’s reputation for quality black tea.
• Emphasise unique traits of your growing region.
• Share your company’s story and values.
• Create attractive packaging that suits the market.

2. Value Addition

Moving beyond bulk exports can boost profits:

• Offer tea bags and sachets for convenience.
• Provide flavoured and blended teas for variety.
• Use gift packaging for premium markets.
• Introduce ready-to-drink tea products in select areas.

3. Digital Marketing

Build an online presence by:

• Creating a professional website with product details.
• Using social media to showcase tea production.
• Engaging in content marketing to highlight tea quality and origin.
• Implementing email marketing to keep buyer relationships strong.

4. Pricing Strategy

Set a clear pricing structure by considering:

• Production and processing costs.
• Logistics and documentation fees.
• Certification and compliance expenses.
• Competitive pricing in your target markets.
• Currency exchange risks.

Challenges and solutions

Exporting tea from Kenya has its own challenges, but with a good plan, they can be overcome.

1. Regulatory change

Kenya’s tea sector has seen large regulatory reforms like the 2020 Tea Act, leading to a changing environment.

• Join the East African Tea Trade Association for updates on rules.
• Keep in touch with Kenya’s tea board for policy news.
• Sign up for information from relevant government agencies.
• Think of hiring a regulator compliance advisor for the initial setup.
• Participate in industry forums discussing regulatory changes.

2. Competition from other tea exporters

Kenya competes with strong exporters like India, Sri Lanka and China, which have concrete reputation in various markets.

• Highlight the unique characteristics of Kenya (color of bright copper, coherent quality).
• Focus on markets where Kenai tea is preferred (Pakistan, UK, Egypt).
• Invest in valuable certificates by premium markets (organic, rainforest alliance).
• Create special tea products that do not offer contestants.
• Strategic partnership with importers in search of diverse supply.

3. Price rapid

Tea prices can change due to weather, global supply change and currency issues.

• Make a mixture of auction sales and direct contracts.
• Use further contracts for part of production to fix prices.
• Keep sufficient capital reserves to handle price drops.
• A buyer bring diversity to the markets to reduce the dependence on the area.
• Gradually move the price of enhanced products with stable prices.

4. Lack of logistics and infrastructure

Port delays, transport issues and boundaries of infrastructure can affect the time of distribution.

• Implement rigorous quality control at every stage
• Invest in proper storage facilities with climate control
• Conduct regular staff training on quality standards
• Partner with reliable tea processors with proven track records
• Develop strong relationships with tea producers to ensure consistent supply

Case Study: A Successful Tea Exporter

Kenya Tea Packers (Kateepa): from local market to global success

Established in 1977, Kenya Tea Packers (Ketepa) developed from a local tea packing company to one of Kenya’s key tea exporters. His journey offers important lessons for new tea exporters.

Katepa started as a part of the Kenya Tea Development Agency (KTDA) to help small farmers. He initially focused on the local market but began exporting in the 1980s.

Important success factors:

• Katepa expanded from bulk tea exports to branded products. They now provide tea bags, taste tea and green tea. This change increased their values ​​and brand recognition.
• The company established a strong quality management system and obtained the ISO 9001 certification. Their focus on quality trust with international buyers and rejection rates.
• Instead of relying on traditional markets, Katepa entered emerging markets in Africa, Middle East and North America. The move reduced their dependence on any one area.
• Katepa created strong relations with small farmers and provided technical assistance. This ensured a stable supply of high quality tea leaves.
• The company adjusted its products to conform to the changing consumer taste. He launched organic tea, wellness blends and sustainable packaging options.

Katepa exports more than 30 countries, earning more than $ 25 million each year. Their branded products sell abroad at premium prices. He has also established strong relations with major retailers and distributors.

Lesson for new exporters:

• Start with managed export versions to maintain quality.
• Understand the specific requirements of the goal markets.
• Make a relationship with reliable logistics partners.
• Continue innovation in product development and packaging.
• Take advantage of Kenya’s reputation for quality black tea

Conclusion

The export of tea from Kenya provides great opportunities for entrepreneurs. You can combine Kenya’s top-quality black tea with buyers worldwide. There are several steps in the process, such as obtaining licenses, arranging certificates, shipping and finding customers. The awards are important. Kenya’s strong reputation for tea quality helps exporters to succeed. You can create a prosperous tea export business, by constantly maintaining quality, knowing market needs and creating reliable partnership. You can sell through Mombasa tea auction or create direct links with international buyers.

Frequently Asked Questions