Export From Vietnam to Africa and the Middle East: A Guide

Many Vietnamese factories already know how to ship. You may fill containers every month for customers in the United States, Europe or Japan, with a sales team that answers emails in the evening and a logistics clerk who knows the schedule at Cat Lai or Haiphong. The harder question is what comes next: how to export from Vietnam to new regions when existing customers push prices down or change suppliers?

Africa and the Gulf are worth a look. An importer in Lagos, Mombasa or Dar es Salaam, or a wholesaler in Dubai or Doha, often wants exactly what Vietnam makes well: furniture, garments, packaged food, building materials, plastics and household goods. But that buyer has no easy way to find a factory in Binh Duong or Dong Nai, and no reason to answer a stranger's cold message.

This guide explains how to reach these regions through a B2B marketplace. It covers what to prepare, how buyers judge a new supplier, how to handle quotes and freight, and which paperwork topics to confirm before the first shipment. It is written for owners and sales managers of small and mid-sized plants, not for large exporters with a full trade department.

How buyers search when they import from Vietnam

Buyers in Africa and the Middle East rarely type "Vietnam" and stop there. They search for a product and a specification: "kiln-dried acacia dining chairs", "cotton polo shirts bulk", "roasted cashew kernels W320", "PVC pipe fittings". The country name often comes second, as a filter.

That tells you how to write a listing. Lead with the product, the material and the standard. Then make it clear the goods are made in Vietnam, and name your city or province. Buyers who want to import from Vietnam often have a short list of regions in mind, such as Ho Chi Minh City and Binh Duong for furniture and light manufacturing, or the Central Highlands for coffee.

Think about who is on the other side:

• Importers and wholesalers who buy by the container and resell to shops.
• Contractors and fit-out companies who need furniture, fittings and finishes in set quantities.
• Retail chains and brand owners looking for private-label production.
• Distributors of packaged food who need consistent quality and clear labelling.

Each group asks slightly different questions, but all of them want to see a real company with clear terms.

Prepare the basics before you list

A marketplace listing is your sales brochure, your price list and your first sales call, all at once. Weak listings lose buyers quietly: nobody complains, they simply move to the next supplier.

Before you apply, gather:

1. Your business registration number and tax or VAT number.
2. Your business licence and any export-related registrations.
3. Certificates relevant to your products, such as quality management, food safety, social compliance or timber legality.
4. A logo and a few clear photos of real products, not rendered images.
5. A product list with specifications, MOQ, price tiers and lead times.

Comilmart listings support MOQ, tiered pricing, lead times, samples, specifications, certifications and product videos, and prices can be shown to buyers in multiple currencies. Each field answers a question the buyer would otherwise ask by email and wait days to hear back on.

What the buyer wonders	Where to answer it
Is this exactly what I need?	Specifications, photos, video
Can I afford a first order?	MOQ and tiered pricing
How long until it leaves port?	Lead time
Is it acceptable in my market?	Certifications
Can I check quality first?	Sample policy

Applying and getting verified

Manufacturers apply at the manufacturer application page, and applying is free. The application goes through a verification review, sometimes called KYS. Comilmart reviews company details, registration number, tax or VAT number, business licence, certificates, logo and sample product photos. Approved companies receive a Verified badge.

Treat this step as an asset, not a hurdle. A buyer in another continent cannot visit your plant, so a badge that says your company details were checked is a useful signal.

Once approved, buyers can find you in the manufacturers directory and through product searches. They can chat with you, send offers, and post sourcing requests. Comilmart is based in Qatar and focuses on buyers in Africa and the Middle East and Gulf, with a dedicated Sell to Africa focus. That does not guarantee orders, but it gives buyers a way to find you.

How to export from Vietnam: quoting and shipping

Most Vietnamese exporters quote FOB, and that is usually the right place to start. Under FOB, your responsibility ends once the goods are loaded on the vessel at a named port, such as Haiphong in the north or Cat Lai and Cai Mep-Thi Vai in the south. EXW leaves more work for the buyer, and CIF or CFR means you arrange main freight, which brings more risk if rates move.

State the Incoterm and the port on every quote. A buyer comparing three suppliers wants to compare like with like.

Some practical points for these routes:

• Transit is long. Goods bound for East or West Africa, or the Gulf, may spend weeks at sea, with transhipment and port waiting time. Pack for humidity, heat and rough handling.
• Carton strength matters. Use strong export cartons, edge protectors and moisture barriers. For timber products, confirm kiln-drying and any treatment required for pallets and crates.
• Labels and marks. Clear shipping marks, product codes and carton counts make life easier for the consignee's clearing agent.
• Container loading. Know how many units fit in a 20-foot and 40-foot container, and quote both.

Buyers can use the landed-cost calculator and shipping rate tools on the platform to estimate freight and related costs, and ComilExpress is Comilmart's own logistics service for those who want help moving goods. Treat any estimate as a planning figure and never promise a delivery time you do not control.

Documents and compliance to confirm

Export paperwork rests on a few well-known building blocks. Learn the vocabulary, then work with your forwarder or broker on the details.

• Commercial invoice and packing list. These describe the goods, quantities and value.
• HS code. Each product needs a Harmonised System classification, which importing countries use to apply their own tariff schedules.
• Export declaration. Vietnamese customs procedures apply to outgoing shipments, and a customs broker can usually file this for you.
• Certificate of origin. Many buyers ask for one, and it is issued by an authorised body in Vietnam.
• Bill of lading. The carrier issues this as the transport document.
• Destination requirements. Importing countries may require conformity certificates, inspection, labelling rules or permits for certain goods, especially food.

Rules differ by product and country, and they change. Confirm current requirements with your customs broker, freight forwarder, tax adviser or the relevant Vietnamese authority before you ship. Nothing here is legal or tax advice.

Handling the first inquiry

A first inquiry is your best chance to show professionalism. Reply quickly, answer the question that was asked, and add the two or three facts the buyer will need next: MOQ, price basis and lead time.

If a buyer asks for a custom version, ask for drawings or a reference sample, confirm tooling or set-up costs, and be honest about timing. If a buyer asks for samples, say who pays for production and courier, and how long they take. Buyers can also post requests on the RFQ sourcing page, where you can respond with a quotation, and use offers and counter-offers to settle price and quantity in one place. Trade Assurance is available as a general buyer protection feature; read how it works before relying on it for any order.

Frequently asked questions

Do I need a dedicated export team to start? No. Many small factories begin with one salesperson, a freight forwarder and a short product list. Start narrow, learn the process, then expand.

Is it free to join as a manufacturer? Applying is free. Your application goes through a verification review before approval and a Verified badge.

Should I quote FOB or a delivered price? FOB keeps your risk lower and suits most first-time exporters. Delivered pricing can be easier for buyers, but only quote it if you can price freight accurately.

Next step

If your plant can supply buyers abroad, the simplest way to find out is to apply as a manufacturer. Prepare your registration details, tax number, licence, certificates, logo and product photos first. Then look through open requests on the RFQ page to see what buyers are asking for, and decide how you want to export from Vietnam over the coming year.