Importing from China or Asia to Kenya: Wholesale Business Plan

Define a testable product and buyer

Start with a narrow use case

Choose one buyer type, one buying occasion and one product specification. Interview at least 10 likely buyers across more than one channel; ask what they currently buy, what fails, frequency, order size, acceptable pack, delivery constraint and proof they would switch. Record what each person actually does today. “Would you buy?” is weak evidence; a paid test order, deposit, repeat purchase or a buyer's written request with quantity and terms is stronger.

For this worked case, imagine a generic household storage organiser. The example is fictional and says nothing about demand, compliance or current prices. A small retailer says it could trial 20 units if the sample matches its shelf dimensions and delivered wholesale price stays below its current alternative. That is a test condition, not a purchase order.

Write the test before you ask for a supplier quote: intended customer, target delivered price, minimum acceptable quality, test quantity, selling channel, competitor alternative and stop date. If the product cannot be differentiated on fit, quality, availability or service, do not assume a lower import price will create durable demand.

Compare suppliers and lock the specification

Make quotes comparable

Ask at least three suppliers to quote the same specification and quantity. Compare unit price, currency, MOQ, tooling, sample cost, packaging, lead time, defect remedy, inspection terms and Incoterm with named place. Use this sequence so a low quote cannot bypass a release gate:

Gate	Evidence to collect	Pass condition
Specify	Model, material, dimensions, pack and intended use	Every supplier quotes the same item
Qualify	Legal identity, references, beneficiary and sample	Sample matches signed specification; payee is verified
Check route	Product code, KRA/KEBS and permit path, current charges	Licensed agent/regulator confirms applicable steps
Compare	Dated Incoterm quotes and destination charges	Convert offers to comparable landed costs
Commit	Buyer test, pilot size, peak cash and stop rule	Downside fits loss limit; next spend is affordable

Use the Supplier Quotes sheet to preserve quote date, source contact, validity, product version, Incoterm and open questions. Select a preferred supplier only after identity checks and sample approval. Record why the runner-up was rejected; it helps reveal whether your decision depends on one unsupported claim.

The Product Test sheet is a release gate. Set pass/fail criteria before the sample arrives: agreed dimensions within tolerance, no sharp edges, packaging withstands handling, product works as intended, labels and instructions meet applicable requirements, and sample matches the final invoice description. If any failure changes safety, intended use or tariff classification, pause and re-check the compliance path.

Research used in this guide

1. How to import — Kenya Revenue Authority
2. Finance Act 2026: What It Means For You — Kenya Revenue Authority
3. Advance Cargo Declaration (ACD) Platform for Containerized Cargo — Kenya Revenue Authority
4. Declaration of Importer Details for Consolidated Cargo & Issuance of Electronic Tax Invoices — Kenya Revenue Authority
5. How to use the Single Window System and National E-Payment Portal — Kenya Trade Network Agency
6. Kenya Trade Portal: Trade in Goods — State Department for Trade
7. PVoC Program Operations Manual, Version 15 — Kenya Bureau of Standards