Kenyan coffee farmers, cooperatives, and exporters earned significantly higher returns from direct coffee export sales in March 2026 as international buyers continued paying premium prices for high-quality and traceable Kenyan coffee outside the traditional auction system.
According to a new report by the Agriculture and Food Authority (AFA), growers and exporters sold 1.70 million kilograms of clean coffee through direct sales arrangements, generating approximately Ksh1.75 billion during the month.
The report showed that the coffee fetched an average price of Ksh51,317 per 50-kilogram bag, substantially higher than the average Ksh37,057 recorded at the Nairobi Coffee Exchange (NCE) auction over the same period.
The strong performance highlights rising global demand for specialty Kenyan coffee, with international buyers increasingly rewarding quality, consistency, and traceability.
In its Direct Sales Performance and Coffee Market Report for March 2026, the AFA noted that some coffees attracted exceptionally high prices. NH grade coffee from Nandi County recorded the highest price at Ksh106,265 per 50-kilogram bag.
The findings point to a growing shift in Kenya’s coffee sector, where direct relationships between farmers and overseas buyers are proving more lucrative than relying solely on the auction system.
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Under Kenya’s coffee marketing regulations, direct sales involve contractual agreements between growers or cooperatives and international buyers or local roasters. These arrangements allow sellers to target niche specialty markets willing to pay premium prices for differentiated coffees.
Top-quality grades continued to dominate direct exports. AB grade coffee accounted for the largest share of sales, with more than 805,000 kilograms traded, representing nearly half of total export volumes. AA grade followed with over 662,000 kilograms sold.
Combined, AA and AB grades made up more than 86 percent of all coffee exported through direct sales, underlining sustained international demand for Kenya’s premium beans.
Kirinyaga County remained the leading supplier in the direct export market, contributing more than 1.11 million kilograms, equivalent to 65 percent of total exports during the month.
Murang’a County ranked second with 356,172 kilograms, followed by Kiambu County. Other counties participating in direct exports included Nyeri County, Embu County, Kisii County, Kericho County, Elgeyo-Marakwet County, and Trans-Nzoia County.
Despite Kirinyaga dominating export volumes, smaller coffee-growing regions stood out for securing some of the best prices.
Trans-Nzoia recorded the highest county average price at Ksh77,050 per 50-kilogram bag, followed by Nandi and Elgeyo-Marakwet. The figures suggest emerging coffee regions are increasingly gaining recognition in the specialty coffee market, particularly where farmers focus on quality production.
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On the international market, Switzerland emerged as the biggest buyer of Kenyan coffee through direct sales, importing more than one million kilograms during the month. The United Kingdom followed with over 581,000 kilograms.
Other export destinations included Spain, Germany, Netherlands, China, South Korea, Taiwan, Saudi Arabia, Australia, and Ukraine.
Ukraine recorded one of the highest average prices among major buyers at Ksh77,050 per 50-kilogram bag, while buyers from Taiwan, China, and South Korea also paid premium prices for selected coffees.
The report further reaffirmed Kenya’s reputation as a producer of premium coffee. About 91 percent of all coffee sold through direct exports fell within premium liquor classes ranging from Class 3 to Class 4+.
Class 4 coffee accounted for the largest share of the market, while the highly rated Class 4++ coffees fetched some of the best returns, averaging Ksh73,860 per bag.
The report also highlighted the growing role of logistics and export facilitation firms in connecting farmers to international markets.
Cloud Coffee Care Limited emerged as the leading direct sales facilitator, handling nearly half of all export volumes during the month. Other major facilitators included Maxa Africa Logistics and Westwey Company Limited, alongside cooperatives and farmer-owned export agencies.
According to the AFA, although prices recorded a slight decline compared to February, direct coffee sales continued to deliver significantly better returns than auction sales and global benchmark prices.
By Obegi Malack
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