How to Sell Machinery and Equipment to Africa (2026 Guide)

Machinery is one of the more rewarding products to sell into Africa, because buyers in manufacturing, agro-processing, construction and printing need equipment they cannot easily source locally. It is also one of the hardest to sell well. If you plan to export machinery to Africa, the machine itself is only part of the offer: buyers want to know about conformity paperwork, how the machine will be installed, where spare parts will come from and how they can pay for it. This guide walks through each of those, using official sources for the rules and plain advice for the rest.

What buyers in Africa ask before they order machinery

A buyer of a packaging line or a grinding mill is committing real capital, so expect questions that a buyer of consumer goods never asks:

Does the machine meet the standards required for import into my country, and who handles that paperwork?
Will it run on my voltage, my power quality and my operating conditions?
Who installs it, trains my operators and fixes it when it breaks?
How fast can I get spare parts, and which ones should I buy now?
What is the full landed cost, and what payment terms can I have?

Answer those in your quotation and datasheet before you are asked. A seller that does is easier to trust than one that only sends a price. For pricing structure, read our guide on which Incoterm to quote to African buyers.

Standards and conformity: what to check in Nigeria, Kenya and Ghana

Each major market has its own gatekeeper. These summaries come from the authorities' own pages; each is dated below, and rules change, so confirm with the authority before shipping.

Nigeria (Standards Organisation of Nigeria, SON). SON's SONCAP page describes a product certificate, a Certificate of Conformity issued by an accredited firm after testing, and a SONCAP certificate that it calls a mandatory customs clearance document. The page says the scheme covers regulated imported goods except categories it lists, which include used products other than automobiles. It also says bona fide manufacturers importing machinery or spare parts for their own production should apply for a SONCAP import permit, and that permitted imports are still subject to conformity assessment in Nigeria. The page shows no issue date; its newest linked flow charts are dated May 2026.
Kenya (Kenya Bureau of Standards, KEBS). The PVoC Manual, version 15, dated 19 February 2026, says general goods from listed exporting countries must be certified in the country of origin before shipment, and a consignment issued a non-compliance report is not allowed entry into Kenya. Importers submit a request for certification to a PVoC contractor, while exporters submit a free sale certificate and confirm the draft certificate. The manual lists exemptions, including original-equipment parts for power and medical equipment and certain inputs for registered manufacturers, and it makes consignment inspection (Route A) mandatory for used goods.
Ghana (Ghana Standards Authority, GSA). GSA's import inspection page lists 20 high-risk goods groups, including electrical appliances and cables, building materials and used goods. It says importers register with GSA, submit a declaration through GCNet and provide a certificate of analysis or conformance for each consignment. The page was published in April 2018 and last modified in May 2018, so it may be out of date; check with GSA for the current position on your machine.

None of these pages tells you whether your specific machine falls under a given scheme. Ask the buyer's clearing agent or the regulator, and keep the answer in writing. Our overview of standards and certification in Nigeria, Kenya and Ghana covers the basics.

New vs used machinery

Used equipment attracts African buyers on price, but it draws extra scrutiny. In the sources above, Kenya makes consignment-by-consignment inspection mandatory for used goods and Ghana lists used goods as a high-risk group, while the SONCAP page lists used products other than automobiles among the categories outside that scheme. We did not verify import restrictions on used industrial machinery in each country. Before you offer refurbished equipment, get written confirmation from the destination authority, and give the buyer photographs, hours of use, a maintenance history and a clear statement of what the warranty covers.

Duty and tax: classify first, quote second

We are not quoting duty rates in this guide, because they depend on the exact tariff classification of your machine, the country and the current tariff schedule. What the revenue authorities do tell you:

Kenya: the Kenya Revenue Authority says an importer must use a clearing agent to file import documents electronically, and that the East African Community Common External Tariff sets the duty rates for imported items.
Ghana: the Ghana Revenue Authority's tariff page describes a five-band structure under the ECOWAS Common External Tariff, lists capital goods in one of the lower bands, and notes that other levies and VAT apply on top of import duty. The page does not name machinery, so the classification of your machine decides.

So give your buyer the correct tariff heading (HS code) for the machine and ask their clearing agent to calculate the duty. If you quote a landed price, state which taxes you included.

Installation, spare parts and after-sales support

For anything beyond a simple tool, decide in advance who installs the machine. Options include sending your own engineer, using a trained local partner or supplying detailed video instructions for the buyer's own technicians. Whichever you choose, put it in the contract: who pays travel, what training is included, how many days of support, and what acceptance test signals that the machine is working. Specify voltage, frequency and plug or terminal standards on the quotation to prevent a machine arriving that cannot be switched on.

Spare parts are where machinery sales are won or lost. A machine that sits idle for weeks waiting for a part is a bad reference. Practical steps:

Include a recommended spare parts list with the quotation, separating wear items from critical parts.
Offer a starter parts kit with the first shipment so the buyer is not waiting on international freight for a small component.
Agree response times for technical support by phone or video, and name a contact.
Consider stocking parts with a local partner or distributor, and vet that partner carefully before you ship stock to them.

Financing and payment terms for machinery buyers

Machinery is expensive relative to the average African SME's cash on hand, so a buyer who cannot finance the purchase often cannot buy at all. Be ready to discuss staged payments (a deposit, a payment on shipment and a final payment after commissioning), documentary payment methods and third-party finance. Comilmart offers trade financing, which buyers can explore on the platform; see our introduction to trade financing. For how to structure the payment itself, read LC, TT and escrow terms.

Frequently asked questions

Do I need a certificate to export machinery to Nigeria? Nigeria's SON describes SONCAP certification for regulated imports, with a separate import permit route for manufacturers importing machinery or spare parts for their own production. Which route applies to your machine should be confirmed with SON.

Can I sell used machinery to Africa? Often yes, but used goods face stricter inspection in places such as Kenya, and rules vary by country. Confirm with the destination authority first.

Who pays import duty on machinery? It depends on the Incoterm in your contract. Under FOB or CIF the buyer clears and pays duty in their country; under DDP you do. State it clearly in your quotation.

How do I offer after-sales support from another continent? Combine remote support, a spare parts kit, trained local technicians and a named contact, and set response times in writing.

Getting started

Check the official pages yourself: SON's SONCAP service page, the KEBS PVoC Manual (version 15), GSA's import inspection page and the Ghana Revenue Authority's tariff page. Then create a free Comilmart seller account and list your equipment with MOQs, specifications and tiered pricing. Buyers can message you through live chat, and you ship the goods yourself. Verified supplier status is optional but builds trust. Rules change, so confirm with the relevant authority or a licensed clearing agent before shipping.