Kenyan Coffee Farmers Earned Significantly Higher Returns from Direct Export Sales in March – CoffeeTalk

Kenyan coffee farmers, cooperatives, and exporters achieved enhanced returns through direct sales of coffee in March 2026, as international buyers paid premium prices for high-quality, traceable Kenyan coffee beyond the traditional auction system. The Agriculture and Food Authority (AFA) reported that 1.70 million kilograms of clean coffee generated around Ksh1.75 billion during this month. The average price for coffee sold directly was Ksh51,317 per 50-kilogram bag, compared to the Ksh37,057 average at the Nairobi Coffee Exchange (NCE) auction.

The strong performance of direct sales indicates a growing global demand for specialty Kenyan coffee, with buyers emphasizing quality and traceability. Notably, coffee from Nandi County commanded the highest price at Ksh106,265 per 50-kilogram bag. This trend illustrates a significant transition in Kenya’s coffee sector, wherein direct engagements between growers and overseas buyers are proving to be more profitable than reliance on auction systems.

Direct sales, regulated under Kenya’s coffee marketing laws, involve agreements between growers or cooperatives and buyers. This approach allows sellers to tap into niche specialty markets that are willing to pay higher prices for unique coffee varieties. AB grade coffee constituted the majority of direct sales, exceeding 805,000 kilograms, while AA grade closely followed with over 662,000 kilograms sold. Together, these two grades represented more than 86 percent of all coffee exports via direct sales.

Kirinyaga County was the leading exporter, contributing over 1.11 million kilograms, or 65 percent of the total exports. Other significant contributors included Murang’a and Kiambu Counties, with additional involvement from Nyeri, Embu, Kisii, Kericho, Elgeyo-Marakwet, and Trans-Nzoia Counties. Emerging coffee regions also achieved recognition for high prices, with Trans-Nzoia averaging Ksh77,050 per 50-kilogram bag.

Internationally, Switzerland emerged as the primary buyer, importing over one million kilograms, followed by the United Kingdom with more than 581,000 kilograms. Other notable markets included Spain, Germany, Netherlands, China, South Korea, Taiwan, Saudi Arabia, Australia, and Ukraine, with Ukraine noting high average prices.

The report emphasized Kenya’s stronghold in the premium coffee sector, revealing that 91 percent of coffee sold through direct exports fell within premium liquor classes. Class 4 coffee dominated the market share, while Class 4++ varieties achieved substantial returns, averaging Ksh73,860 per bag. The role of logistics and export facilitation firms was also highlighted, with Cloud Coffee Care Limited being the leading facilitator, handling nearly half of the export volumes for the month. Despite a slight price decline from February, direct coffee sales still yielded significantly better returns compared to auction prices and global benchmarks.

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