The mango season is in full swing across Kenya, and the country’s orchards are overflowing with juicy, ripe fruit. It’s a critical time for farmers and exporters as they rush to meet local and international demand while ensuring the produce quality is maintained.
For Elmiqdad Hassan, the managing director of Fawaki Import and Export, peak season means long hours and relentless focus. Mangoes sell for as little as Sh20 each, but the real challenge lies in logistics. Speedy export is key to preserving quality and meeting market expectations.
“The rains have blessed us with an excellent harvest. Mangoes are bigger this year, and farmers are making good money,” says Mr Hassan, adding, “But in this business, timing is everything. Supply is high during the season, and export regulations demand precision. You must move quickly.”
Mr Hassan has made it his mission to bypass brokers who often exploit farmers. He works directly with growers, ensuring they receive fair returns.
“Most farmers lose out to brokers who take advantage of them. At Fawaki, we’re changing that narrative. We partner directly with farmers to give them value for their hard work,” he says.
Fawakih Import and Export Limited Managing Director El'miqdad Hassan Nandwa during an interview at the organisation in Mlolongo, Machakos County on September 17, 2024.Â
Fawaki was registered in 2020, but its operations were derailed by the Covid-19 pandemic. The early days were tough for Mr Hassan, who was the company’s sole employee.
“It was a challenging time. Trust was hard to earn in the market, especially for a new company,” he recalls.
By 2021, the wheels started turning. Fawaki began exporting avocados, mangoes, and pineapples.
“I remember exporting our first pineapples to Israel. Now, we’ve grown to employ over 50 workers and export to major markets like Dubai, Saudi Arabia, and Iraq. The shorter transit times to the Middle East are an advantage, but we’re also making headway into Europe.”
From diplomatic translator to agripreneur
Before venturing into agribusiness, Mr Hassan worked as a diplomatic interpreter. “The name Fawaki is Arabic for fruits,” he explains.
“I started my career straight out of campus, but the money wasn’t enough. As the family breadwinner, I needed extra income. My diplomatic background and connections inspired me to explore international trade. Many Arabic countries don’t grow their own fruits, so I saw an opportunity to export what Kenya produces in abundance.”
Starting with exports to Egypt, Libya, and the United Arad Emirates (UAE), Mr Hassan noticed distinct preferences.
“The Middle East favours the Fuerte avocado, while Europe prefers the Hass variety. Each market has its advantages and challenges, and we’ve learned to adapt to both.”
Mangoes, pineapples, and export challenges
Fawaki exports several mango varieties, including Ngoe, Kent, and Apple mangoes.
“The Apple mango thrives in Ukambani, where pest control management makes it export-ready,” says Mr Hassan.
Mangoes to be exported pictured at Fawakih Import and Export Limited in Mlolongo on September 17, 2024.
Photo credit: Bonface Bogita | Nation Media Group
However, he highlights the persistent challenge of fruit flies.
“Fruit flies and high pesticide use make Kenyan mangoes less appealing to Western markets. If farmers received more extension services, we could expand into varieties like the red mango, which would perform well in Europe.”
Pineapples have also been part of Fawaki’s journey. “We once exported de-crowned pineapples to Israel,” Mr Hassan shares.
The process involves cold chain transportation, washing, drying, and fumigation. However, logistical hurdles remain.
“The Smooth Cayenne pineapple we grow in Kenya isn’t suited for sea travel. Air transport is three times more expensive than our competitors’ rates, making it unsustainable. We need to transition to varieties like MD2, which have longer shelf lives and can endure longer shipping times.”
Precision in process
Fawaki’s operations are meticulous. “We don’t just show up at harvest,” says Mr Hassan. “Our agronomists monitor the farms from flowering to maturity, treating them like our own.”
When harvest time comes, agronomists test the Brix (measure of the amount of dissolved solids in a liquid) level of the fruit to ensure maturity.
“Each fruit is washed, inspected for pests, deformities, and scars, and graded to meet Class 1 export standards. After grading, the mangoes are chilled in cold rooms for at least eight hours to stabilise their temperature before export.”
Packaging is tailored to weight, and despite the preference for air freight, prohibitive costs mean many mangoes are shipped by sea.
“We’re at a disadvantage compared to competitors with better air freight rates,” Mr Hassan stresses.
Competition in the export market is fierce, but Mr Hassan believes Fawaki’s commitment to quality and transparency sets it apart.
“Our clients appreciate our honesty and consistency,” he says.
The company’s growth has been steady. “In our first season, we shipped less than 10 containers. By the second season, we had tripled that number. Now, we export about 100 containers per season, and we’re looking to expand further.”
Each container holds approximately 6,072 mangoes, totaling over 66,000 mangoes per shipment.
Yet, challenges remain.
“Double taxation, levies, and cess at the county level eat into our margins. In our first year, I lost all my capital when a container was rejected due to policy issues. But we’ve learned from those setbacks and kept moving forward.”
Opportunities in agribusiness
Mr Hassan sees immense potential in value addition and cold chain management. “These are promising areas for investment. Entrepreneurs must be patient and build steadily. Nothing worth achieving comes easily,” he advises.
Kenya’s fertile land provides a natural rhythm to the export calendar.
“When the avocado season ends, the mango season begins,” Mr Hassan explains. “Pineapples are available year-round, but managing their storage and exports still requires precision.”
Mangoes and pineapples are stored at 8 degrees Celsius to maintain quality, and although the self-ban on Kenyan mangoes to Europe has been lifted, meeting the stringent European Union requirements remains a challenge.
“We need more government support, particularly in extension services. If we can collaborate with policymakers to address these challenges, Kenya’s agribusiness sector can be unstoppable,” Mr Hassan concludes.
