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Guide to Exporting

This guide is designed to provide existing and new exporters from Kenya with the skills and advice to help them enter and expand their export business. The guide makes references to well known and reliable sources of information and encourages the reader to complement the information with some research of their own.

Subject descriptors: Export, International competitiveness, Enterprise management

Introduction

The need for this guide arises out of the significant role that international trade plays in economic and social development and the importance of having more Kenyans understand and participate in the process effectively. The export of Kenyan products to several markets in Africa, Europe, the Middle East, Asia and the US, earns the country millions in foreign currency and generates significant employment opportunities. With a liberalized economy and globalization of markets, Kenyan exporters and importers are expected to be more competitive and innovative in international trade if they are to effectively exploit the opportunities that world markets present.

Exports from Kenya

The leading commodities exported from Kenya include horticulture, tea, coffee, iron and steel, petroleum products, essential oils, tobacco and tobacco manufactures, fish and fish preparations, and articles of plastics. Regarding services, tourism tops the list while others such as transportation and construction are significant.

Leading export destinations

The leading market for Kenya’s exports is Africa with Uganda and Tanzania as Kenya’s top importers. Other major African importers of Kenyan goods are the Democratic Republic of Congo, Egypt, Rwanda and Sudan. Important regional groupings include the Common Market for Eastern and Southern Africa (COMESA) and the East African Community (EAC). Kenya’s next largest market is the European Union, mainly the United Kingdom, the Netherlands, Germany and France. In Asia, major importers of Kenyan goods include Pakistan, India and the United Arab Emirates in the Middle East. From the American continent, the United States of America is the main customer. In addition to the table of contents below, you can have a feel of an overview of each chapter; <click here>

 

Table of Contents


Foreword...........................................................................................................................    4
Introduction .........................................................................................................................    5
Chapter 1: Getting started in exporting    ....................................................................................8
Chapter 2: Designing your export strategy...............................................................................    16
Chapter 3: Developing your marketing plan..............................................................................    23
Chapter 4: Selecting an export market....................................................................................    27
Chapter 5: Building production capabilities...............................................................................    30
Chapter 6: Setting up distribution channels..............................................................................    35
Chapter 7: Understanding international terms of trade – Incoterms..............................................  41
Chapter 8: Pricing for export..................................................................................................    44
Chapter 9: Marketing and promoting your company and products................................................  48
Chapter 10: Putting «e» to work................................................................................................ 55
Chapter 11: Financing and getting paid.....................................................................................  61
Chapter 12: Packaging and labelling.........................................................................................  66
Chapter 13: Preparing and processing export documents.............................................................70
Chapter 14: Getting your goods to market................................................................................. 74
Chapter 15: Contracting..........................................................................................................  80
Appendix A: Export readiness..................................................................................................   83
Appendix B: References...........................................................................................................  85
Appendix C: Glossary of terms    .............................................................................................  90
Appendix D: Export documentation samples..................................................................................93

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