How to Start a Profitable Perfume Business in Kenya – A Step-by-Step Guide

Kenyan consumers spend over Ksh5 billion every month on beauty products, including skincare, cosmetics, bath and shower products, baby care, oral care, and perfumes. However, the local perfume industry is still largely controlled by foreign multinationals.

This raises an important question: Why aren’t more Kenyan entrepreneurs dominating their own market?

The truth is, there is a massive demand for affordable, high-quality scented perfumes. Even with a 500% markup, a locally produced perfume can still be more affordable than the big international brands on store shelves today.

The secret to breaking into this market as a small investor is simple: produce a high-quality product and build a loyal customer base. The good news? You don’t need a big factory to start—you can even launch your perfume brand from home and grow with it!

Shiku’s Story: From a Small Perfume Business to a Thriving Brand

Shiku, a young entrepreneur from Nairobi, started her perfume business in 2019 with just Ksh20,000. She had always loved fragrances but couldn’t afford luxury brands. That’s when she got an idea—why not make her own?

Using YouTube tutorials, she learned how to mix essential oils and ethanol to create her unique scents. She started by selling to friends and family, then expanded to office workers and social media customers.

With time, she registered her brand, got KEBS certification, and moved into a small workshop. Today, she sells over 500 bottles a month, supplies beauty shops, and earns well over Ksh100,000 monthly. Her journey proves that with the right strategy, anyone can break into the perfume business in Kenya. Join our whatsapp Community, Click here

How to Start Your Own Perfume Business in Kenya

Step 1: Create Your Unique Perfume Recipe

Your recipe is your secret weapon. The good news? You don’t need a degree in chemistry—just a willingness to learn.

📌 Where to Learn:

YouTube tutorials 🎥
Online fragrance courses 📚
Experimenting with different formulas 🧪

Start by testing different combinations until you create a scent that people love and remember.

Step 2: Source Quality Ingredients

To make perfume, you need three key ingredients:

✔️ Essential oils – These give your perfume its scent. Look for high-quality options like Ylang Ylang, Jasmine, or Sandalwood. Available in fragrance shops or online platforms like Jiji or OLX.
✔️ Ethanol – The base liquid for your perfume. Can be sourced from companies that manufacture methylated spirits or alcohol-based products. Places like Kijabe Street (Nairobi), Industrial Area, or Athi River are good starting points.
✔️ Fixatives (optional) – Help make the scent last longer.

💡 Alternative: You can use vodka instead of ethanol—just ensure it’s odorless and high-quality.

Step 3: Test Your Product

Before selling, you need to perfect your formula. Create small samples and:

👃 Wear them yourself to see how long they last.
📢 Ask friends & family for feedback.
🛍️ Offer free testers to potential customers.

Keep refining your product until it’s undeniably good.

Step 4: Start Small – Sell to Your Inner Circle

Before launching big, test your market by selling directly to:

✔️ Friends & family 👨‍👩‍👧‍👦
✔️ Work colleagues 💼
✔️ Small beauty shops 💄
✔️ Online customers via WhatsApp, Facebook & Instagram 📲

💡 Pro Tip: Offer a refill service where clients can bring back empty bottles for a discounted refill. This helps build loyalty while saving packaging costs.

Step 5: Get KEBS Certification

Once you have a quality product and a growing customer base, it’s time to get certified.

✅ KEBS License – Costs Ksh32,000 and allows you to sell your perfumes in retail stores and supermarkets.

Having a KEBS-approved product boosts credibility and makes it easier to expand into bigger markets.

Step 6: Brand & Package Your Perfume

Your branding will set you apart from competitors. To create a premium look:

💎 Get high-quality spray bottles – You can import 1,000 bottles for Ksh10 each (budget Ksh15,000).
🎨 Design a stylish label – Work with a graphic designer and a quality printer.
🛍️ Create attractive packaging – People love aesthetically pleasing products.

💡 Pro Tip: Give your brand an exotic, catchy name that people can easily remember.

Step 7: Scale Your Business & Go Big

With your brand, certification, and a growing customer base, it’s time to go big!

🚀 Ways to Expand:
✔️ Sell in beauty shops & supermarkets 🏬
✔️ Launch a perfume subscription service 📦
✔️ Work with influencers & TikTok marketers 📱
✔️ Sell to corporate clients & hotels for bulk orders 🏨

The more you market, the more customers you attract!