Selling to Kenya and East Africa from China: Market Guide for Exporters

To export to Kenya from China, you usually ship to Mombasa, make sure your goods meet Kenyan standards before they leave China, and sell to a Kenyan importer who can reach the wider East African market. Kenya is a good first step into the region because goods can move on from there to nearby countries.

This is general information. Rules and tariff lines change, so confirm current requirements with KEBS, the Kenya Revenue Authority, your importer and your forwarder.

Why Kenya works as a hub

Kenya has a major sea port at Mombasa. A trade-focused article reports that Mombasa also serves as a transit route for Uganda, Rwanda, South Sudan, Burundi, Somalia, northern Tanzania and eastern DR Congo. That means one Kenyan buyer may supply customers in several countries.

For a factory, this is useful. One strong importer in Nairobi or Mombasa can give you reach that would take years to build one country at a time. But check each country's rules. Selling into Uganda is not the same as selling into Kenya.

Mombasa port and Dar es Salaam port

Two ports matter most for East Africa from Asia: Mombasa port in Kenya and Dar es Salaam port in Tanzania. The same article says Dar es Salaam handles about 90% of Tanzania's international trade. Both ports are also used for landlocked neighbours.

Which one is best depends on your buyer's final destination, the road or rail route, and the current situation at each port. Ask your buyer's forwarder. Do not guess. For a broader look at ports, read shipping from China to Africa.

KEBS import standards: the PVoC check

The Kenya Bureau of Standards (KEBS) runs a programme called Pre-Export Verification of Conformity (PVoC). It checks goods in the exporting country, before shipment, against Kenyan technical rules and mandatory standards. KEBS says the scope was widened to cover all imports shipped on or after 1 December 2015, with some exemptions.

KEBS uses approved third-party inspection companies to do the work. Its page names Bureau Veritas, Cotecna, China Certification and Inspection, Intertek, SGS and QISJ. When goods pass, the company issues a Certificate of Conformity (CoC). The Kenya Revenue Authority uses the CoC for cargo clearance, and the importer must make sure each shipment has one.

KEBS also lists exemptions, for example certain raw materials and machines imported by registered local manufacturers. These rules are detailed. Ask your importer to confirm whether your product needs a CoC, and check the KEBS website for the current list of approved companies and countries covered.

Plan ahead. Inspection and testing take time, and your buyer is waiting. Book the inspection company early and prepare your test reports, photos and packing details.

EAC customs union and the common external tariff

Kenya is part of the East African Community (EAC), which runs a EAC customs union. The idea is a common external tariff, so member countries charge similar duty on goods from outside the region. Public sources describe three older bands of 0% for raw materials, 10% for intermediate goods and 25% for finished goods, and a fourth band of 35% added from 1 July 2022 for some sensitive goods such as certain textiles, iron and steel, and food items.

These are broad bands only. The duty on your product depends on its HS code, and members can have special rules. Do not quote duty to your buyer from memory. Ask the importer to check the current tariff schedule. For more on this topic, see what your buyer pays in duty and VAT.

East Africa importers: who to talk to

Your buyers in the region are likely to be:

• Nairobi and Mombasa wholesalers who supply shops and smaller traders.
• Distributors who cover Kenya, Uganda and Tanzania.
• Contractors and factories that import machines, materials and parts.

Be clear on territory. If a distributor asks for rights across several countries, check that they can really serve them, and put targets and a review date in the contract.

Payment: mobile money and bank transfers

Mobile money is common for small payments inside East Africa. But for factory orders from China, the usual routes are still bank transfer (TT) and sometimes a letter of credit. Mobile money is mainly useful to your buyer for collecting money from their own customers, not for paying you. Ask your buyer how they plan to pay and how long their bank needs. See payment terms with African buyers for deposit and balance plans.

What to prepare before your first Kenya order

• Test reports and product photos that match the standard for your product.
• A clear product description and HS code. Wrong descriptions cause delay at customs.
• Labels and manuals in English. Kenya uses English and Swahili, and English is normal for trade papers.
• A packing list and commercial invoice that match each other exactly.
• A written plan with your buyer for who books the inspection and who pays for it.

Small errors in papers cause the biggest delays. Check every name, number and date twice before the goods leave your factory. Our export documents checklist can help.

Frequently asked questions

Do I need a CoC for every shipment to Kenya? Many shipments do. Some goods are exempt. Confirm with your importer and KEBS.

Can one Kenyan buyer sell to Uganda and Tanzania? Often yes, but each country has its own rules and taxes. Ask your buyer how they handle this.

How long does PVoC take? It depends on your product, testing needs and the inspection company. Ask the company for its current timeline before you promise a ship date.

Is Kenya similar to Ghana or South Africa? Each market has its own standards and buyers. See our guides to Ghana and South Africa.

Getting started

Choose one product, find the standard that applies, book an inspection early and agree your payment terms in writing. Ready to reach buyers? Apply as a supplier on Comilmart — there are no listing fees to get started.