By Sunfarm Organics | Export Intelligence Series
Let’s start with a number that surprised me when I first saw it: India exported 25,130 metric tonnes of makhana in FY 2024–25. That’s nearly four times the volume from 2020, when exports sat at 6,700 MT. In value terms, that’s ₹255 crore ($30.5 million) — growing 27% year-on-year.
Those aren’t projections. That’s what already happened.
And India isn’t sharing this market with anyone. With 1,123 active exporters shipping to 2,969 buyers across the globe (APEDA data), India accounts for 25,469 shipments annually. China manages 261. Pakistan: 95.
If you’re in the makhana business and you’re not thinking about exports, you’re leaving real money on the table. This guide is not a general overview. It’s a step-by-step walkthrough of exactly what you need to do, what it costs, and where most first-time exporters get tripped up.
The Market: Where Your Makhana Is Going
Before you start the paperwork, know your buyer.
United States takes the largest slice — over 17% of total Indian makhana exports. The US alone imports approximately 2,000 MT annually. It’s the premium market: Indian-American grocery stores, organic snack aisles at Whole Foods, and increasingly, mainstream health food buyers who’ve never heard of makhana but love what it does nutritionally.
UAE is second, at 8%+ of total exports. It’s both a consumption market and a re-export hub — makhana goes through Dubai into the broader Gulf, East Africa, and parts of Southeast Asia.
UK, Canada, Australia, Germany, Singapore, Malaysia follow. Japan is emerging, particularly for functional food applications, where makhana’s antioxidant profile and low-glycemic properties match Japanese longevity-product trends closely.
New markets opening up: South Korea (K-pop health influence), Poland (functional foods), Qatar, Oman, and initial trial imports from Latin America. These markets didn’t exist for makhana five years ago.
What does the international buyer actually want? Mostly 6S and 7S grade — the larger, rounder premium grades. Export prices for premium-grade processed makhana have ranged between $15.5–$20.3/kg in recent months. The US market premium means branded, roasted, flavoured makhana commands significantly higher prices than raw bulk exports.
The HS Code Situation (Read This Carefully — It Changed in July 2025)
HS codes determine your customs treatment, duties, and trade data tracking. Makhana’s HS code classification changed as of July 2025, and a lot of exporters are still using old codes.
Old codes (used until June 2025):
- 19041090 — Prepared foods from swelling cereals (this was the main makhana export code)
- 21069099 — Other food preparations
- 08134090 — Edible nuts including phool makhana
New codes (effective July 2025, APEDA-mandated):
- 20081921 — Makhana Popped (use this for roasted/popped makhana)
- 20081922 — Makhana Flour and Powder
If you’re shipping popped makhana, use 20081921. If your freight forwarder or CHA is still filing under 19041090, correct it. Mis-classification can delay customs clearance at destination ports and creates data issues with your APEDA records.
Step 1: Get Your Business Registration in Order
You cannot legally export from India without these. There’s no shortcut.
IEC — Import Export Code
This is the starting point. Every exporter in India needs an IEC issued by the Directorate General of Foreign Trade (DGFT).
- Apply online at dgft.gov.in
- Cost: ₹500
- Processing time: 2–7 working days
- Tied to your PAN and bank account
- Valid for life — no renewal needed
If you’re already registered as a company, LLP, or proprietorship with GST, the IEC application is straightforward. Get this done first. Everything else depends on it.
APEDA RCMC — Registration-cum-Membership Certificate
Makhana is a scheduled product under APEDA (Agricultural and Processed Food Products Export Development Authority). Exporting it without APEDA registration is not legal, and you also lose access to export incentives and buyer-seller programs.
- Apply through the DGFT portal (APEDA moved to this system in July 2023)
- You need an active IEC before applying
- Cost: ₹5,900 (including GST)
- Validity: 5 years
- Comes with access to APEDA’s buyer-seller meets, market intelligence, and financial assistance schemes
The RCMC is what international buyers ask for when they’re vetting Indian suppliers. Most serious importers — especially in the US and EU — will not proceed without seeing it.
GST Registration
You need this for any legitimate food business in India. It’s also required for export rebate claims. GST on exports is zero-rated, but you need registration to file the paperwork.
FSSAI License
Not optional. For a makhana processing and export business:
- Annual turnover under ₹12 lakh: Basic Registration
- ₹12 lakh–₹20 crore: State License
- Above ₹20 crore or multi-state: Central License
For export, buyers and regulatory checks will ask for your FSSAI number. A basic registration will not satisfy serious institutional buyers. You want at minimum a State License.
What this phase costs (rough estimate):
- IEC: ₹500
- APEDA RCMC: ₹5,900
- FSSAI State License: ₹2,000–₹5,000
- GST registration: Free (if done yourself)
- Total: Under ₹15,000 to be export-legal
Step 2: Get Your Product Export-Ready
Registration gets you in the door. The product is what gets you repeat orders.
Grade selection matters more than most exporters realize
International buyers specify grade. The 5+S and 6S suta grades dominate premium export markets. 4S and 5S grades are traded at lower margins and mainly go to bulk industrial buyers.
Price difference in the domestic wholesale market (October 2025 data):
- 4S/5S grade: ₹600–₹950/kg
- 6S grade: ₹1200–₹1300/kg
- 7S grade: ₹1,500–₹1,800/kg
If you’re sourcing 4S and presenting it as premium grade to an international buyer, you will lose that buyer after the first order. Grade your product honestly.
Quality certifications
Different markets require different certifications. Know what your target market actually needs before you get certified for things you don’t need.
For the US market:
- FSSAI (mandatory baseline)
- FDA registration is required for food facilities shipping to the US (free, done online at fda.gov)
- HACCP certification is not legally required but US institutional buyers expect it
- Organic certification (NPOP in India, NOP for US market equivalence) if you’re positioning as organic
For the EU/UK:
- EU food safety compliance under EC 852/2004
- UK Food Standards Agency requirements (UK diverged from EU post-Brexit, so check separately)
- Organic: India’s NPOP has equivalence with EU organic standards
For the UAE and Gulf:
- Halal certification is required for most institutional buyers and modern trade
- Dubai Municipality may require additional registration for certain processed foods
For all markets:
- Certificate of Analysis (CoA) from an NABL-accredited lab — covers moisture content, microbiology (total plate count, E. coli, Salmonella), pesticide residues, and heavy metals
- This is the document buyers pull when they’re doing incoming QC at their end
Get your CoA from a proper NABL lab, not an in-house test. Labs like SGS, Bureau Veritas, and Intertek have offices in Bihar and Delhi NCR and are recognized internationally.
Packaging for export
Packaging failures cause two problems: product damage in transit, and rejection at destination customs.
What works for export makhana:
- Food-grade multi-layer packaging with moisture barriers — makhana absorbs humidity fast, which ruins texture
- Mylar pouches or foil-laminated bags for retail packs
- HDPE woven bags (typically 10–15 kg) for bulk shipments
- Vacuum sealing significantly extends shelf life and reduces transit damage
Labeling requirements vary by market. UK labels require allergen information in bold, nutrition information per 100g, country of origin, and best-before date in the local format. US labels follow FDA nutrition facts panel requirements. Don’t assume your Indian FSSAI-compliant label works everywhere.
Step 3: Find International Buyers
This is where most first-time exporters get stuck. The registrations are done, the product is ready, and then… nothing.
Here’s where to actually look:
B2B trade portals
- Alibaba — The largest volume platform for international B2B food trade. Create a verified supplier account, upload lab reports and certifications, list products with grade specifications and FOB pricing. Serious buyers search here.
- IndiaMART and TradeIndia — More domestic-focused but some export leads come through
- Tradologie — India-specific export platform with verified buyer RFQs
APEDA buyer-seller meets
APEDA organizes these regularly — both physical and virtual. As an RCMC holder, you get access. These are underused. The buyers attending are real institutional importers, not brokers. This is particularly useful for the Gulf and Southeast Asian markets.
Food trade fairs
The big ones worth attending or at minimum monitoring for contacts:
- Gulfood (Dubai, February) — The largest food and hospitality exhibition in the Middle East and Africa. Huge for makhana given UAE and Gulf demand.
- SIAL Paris (October) — Best for European buyers, organic segment
- Anuga Cologne (October) — Europe’s largest food fair, good for Germany and Central European buyers
- World Food Moscow — Underexplored by Indian makhana exporters given trade complications, but still an active market
You don’t have to exhibit at these fairs immediately. Walking the floor as a visitor and collecting buyer contacts is a legitimate strategy for the first year.
Amazon Global Selling
For branded, flavoured makhana in retail packs, Amazon US and Amazon UK are real channels. This bypasses the traditional importer structure entirely and lets you sell direct to consumers. It requires US FDA facility registration, proper labeling for the destination market, and either your own US warehouse arrangement or Amazon FBA enrollment from India.
The margin is dramatically better than bulk export. A 100g retail pack of flavoured makhana that sells for $8–$12 in the US produces far better returns per kg than bulk shipments at $15–$20/kg FOB. The volume is lower, but the brand value you build is real.
Step 4: The Export Documents — What You Actually Need to Prepare
Every shipment needs a document set. Getting this wrong holds up customs at destination, costs demurrage charges, and damages buyer relationships.
Here’s the complete list:
| Document | Who Issues It | Purpose |
|---|---|---|
| Commercial Invoice | You (exporter) | States value, quantity, buyer/seller details |
| Packing List | You (exporter) | Details package count, weight, dimensions |
| Bill of Lading (Sea) / Airway Bill (Air) | Shipping line / airline | Proof of goods receipt for shipment |
| Certificate of Origin | Indian Chamber of Commerce | Confirms product is of Indian origin (important for tariff purposes) |
| Phytosanitary Certificate | Plant Protection Organisation, DPPQS (India) | Certifies the product is free from pests/plant diseases — required by most importing countries |
| Certificate of Analysis (CoA) | NABL-accredited lab | Covers moisture, microbiology, pesticide residues |
| FSSAI Certificate | FSSAI | Food safety compliance |
| APEDA RCMC | APEDA/DGFT | Exporter authorization |
| Insurance Certificate | Your insurer | Cargo insurance for the shipment |
The Phytosanitary Certificate deserves special attention. This is issued by the Directorate of Plant Protection, Quarantine and Storage (DPPQS) at the state level in Bihar. It certifies that your makhana is free from regulated pests. Most destination countries — US, EU, Australia, Japan — require it for plant products. Apply for it after your consignment is packed and ready to ship; it’s issued on a per-shipment basis, not as a standing certificate.
For US shipments specifically: make sure your facility is registered with FDA at fda.gov/food. This is separate from your FSSAI and is a requirement under FSMA (Food Safety Modernization Act). It’s free and done online, but buyers in the US will ask for your FDA registration number.
Step 5: Logistics and Shipping
Ports
The three main ports handling makhana exports:
- Mundra (Gujarat) — Largest container port in India, most shipping lines call here
- Nhava Sheva / JNPT (Maharashtra) — Mumbai’s main container port, large freight volume
- V.O. Chidambaranar Port (Tamil Nadu) — Ennore, handles some South India cargo
For Bihar-origin makhana, Mundra is typically the most cost-effective routing. Rail or road freight from Darbhanga/Madhubani to Mundra, then sea freight from Mundra.
Daak Ghar Niryat Kendra (Post Office Export Centers)
Bihar has 46 Daak Ghar Niryat Kendra (DNK) centers — a government facility specifically for small exporters. They handle documentation, customs clearance, and logistics for small shipments. If you’re shipping samples or small trial orders (under a tonne), this is worth knowing. It’s specifically designed to reduce the cost and complexity of export logistics for small food businesses.
Sea vs Air freight
Sea freight is significantly cheaper for bulk. Air freight makes sense for:
- Sample shipments to new buyers
- Perishable or time-sensitive orders
- High-value branded retail packs with thin margins
A 20-foot container holds approximately 15–20 MT of packed makhana. For context, a ₹1 crore order at ₹1,000/kg equals 1,000 kg — well under a full container. Many smaller exporters use LCL (Less than Container Load) consolidation services for initial shipments.
Shipping terms
The two most common:
- FOB (Free on Board): You handle cost and risk until the goods are loaded on the ship. The buyer takes over from that point. This is the most common term for makhana exports.
- CIF (Cost, Insurance, Freight): You handle shipping and insurance to the destination port. Slightly more margin for the seller, but more complexity.
Get these terms clear in your purchase order before you book freight.
Step 6: Getting Paid — Export Payment Mechanisms
International buyers don’t pay the way domestic buyers do. Understand the payment options before you finalize a deal.
Letter of Credit (LC): The buyer’s bank guarantees payment upon presentation of correct documents. This is the most secure method for first-time transactions with unknown buyers. Banks in India (your bank, called the AD bank — Authorized Dealer) process the LC and release payment once documents are verified.
Advance Payment (T/T Advance): Buyer pays before shipment. Ideal if you can negotiate it. Common with smaller buyers or for sample orders.
Documents Against Payment (DP): Buyer pays when documents arrive at their bank. Riskier for the exporter than LC.
For a first order with any new buyer, push for either 100% advance or a confirmed LC. Don’t extend credit to buyers you’ve never shipped to before.
What It Actually Costs to Start Exporting
Here’s a realistic number breakdown for a first export shipment of ~500 kg to the US:
| Item | Estimated Cost |
|---|---|
| IEC registration | ₹500 |
| APEDA RCMC | ₹5,900 |
| FSSAI State License | ₹3,000 |
| CoA (NABL lab test) | ₹8,000–₹15,000 |
| Phytosanitary Certificate | ₹2,000–₹4,000 per shipment |
| Packaging (export-grade) | ₹15–₹25 per kg |
| Freight (LCL to US, 500 kg) | ₹40,000–₹70,000 |
| Customs clearance / CHA fees | ₹8,000–₹15,000 |
| Insurance | 0.5–1% of cargo value |
Product cost (500 kg of 6S grade at ₹1200/kg): ₹600,000
You’re looking at a total outlay of ₹7.5–₹8.5 lakh for a first shipment, including product. The registration costs are one-time. Logistics and testing costs repeat per shipment.
The Makhana Board: What’s Coming in 2026
The Union Budget 2025 announced the establishment of a National Makhana Board, specifically for Bihar’s makhana sector. This is significant and worth tracking.
The board is expected to:
- Regulate makhana quality standards nationally
- Provide structured support for export infrastructure
- Facilitate farmer-to-exporter supply chain improvements
- Potentially function similarly to Tea Board or Coffee Board in providing export promotion support
As of early 2026, the board is in formation. Once operational, it will likely become a mandatory registration body for commercial makhana exporters, similar to how Spices Board works for spice exporters. Watch APEDA communications for updates.
What Holds Most Exporters Back (And How to Not Be That Exporter)
Not getting lab reports until the buyer asks for them. Buyers ask for CoA before placing orders, not after. Have your NABL lab report ready before you approach any international buyer.
Using the wrong HS code. Still seeing exporters using 19041090 for shipments post-July 2025. Use 20081921.
Sending domestic packaging on export shipments. Indian retail packaging doesn’t meet US FDA or UK FSA labeling requirements. Your label needs to be market-specific.
Offering mixed grades as uniform grade. International buyers receive the goods, test them, and if the grade doesn’t match what was invoiced, you get a complaint — or worse, the goods get returned. Grade consistently.
Ignoring Daak Ghar Niryat Kendra. Bihar’s 46 DNK centers can save early-stage exporters significant freight and documentation costs. Use them for initial trial shipments.
Not registering on FDA (for US shipments). It’s free, takes 20 minutes, and US buyers ask for your registration number. Just do it.
The Opportunity, Plainly Stated
The global makhana market is projected to hit $100 million by 2033 (up from $43.56 million in 2023). India controls 90% of global production. The number of buyers worldwide is growing faster than the number of suppliers.
The US imported nearly 2,000 MT last year. The UK, UAE, Australia, Germany, Singapore are all growing markets. Japan and South Korea are just starting.
Makhana prices domestically have gone from ₹500/kg in 2020 to ₹1,250/kg in 2025. That price appreciation happened despite export volume quadrupling — which tells you domestic demand is absorbing supply pressure at the same time exports are growing.
For a brand like Sunfarm Organics, the export opportunity sits in two lanes: bulk B2B supply to international importers and distributors who re-sell under their own brands, and direct-to-consumer through platforms like Amazon Global Selling where your own brand can be built internationally.
Both lanes are viable. The documentation, certifications, and logistics are the same. The difference is margin and brand equity.
Sunfarm Organics sources directly from Katihar, Harda district, Bihar. We supply FSSAI-certified, lab-tested, export-grade makhana in 4S to 7S grades. For export inquiries, sampling requests, and bulk pricing, reach us at sunfarmorganic.com.