Nqobile Bhebhe
Zimpapers Business Hub
ZIMBABWEAN exporters should align production with international market demand and invest in value addition to sustain the country’s strong export growth, national trade promotion and development body ZimTrade director of operations Mr Similo Nkala has said.
He said building dependable relationships with international buyers was critical to expanding local production, attracting investment, creating employment and strengthening the competitiveness of Zimbabwean products in regional and global markets.
Addressing international buyers and local businesses at the Export Week Buyers’ Seminar in Bulawayo yesterday, Mr Nkala said the engagements were designed to give potential trading partners a deeper understanding of Zimbabwe’s productive capacity and create opportunities for lasting commercial relationships.
“We want these engagements to give you a clear understanding of our production capabilities and the confidence to establish lasting supplier relationships.
“As your businesses find dependable sources of supply, our producers gain opportunities to expand. That shared commercial interest is the foundation on which successful partnerships can grow,” said Mr Nkala.
His remarks come as Zimbabwe recorded a significant improvement in its external trade performance, with merchandise exports increasing by 61 percent to US$10,4 billion during the nine months to September 2026.
Imports rose by 34,8 percent to US$9,76 billion, from US$7,24 billion recorded during the comparable period last year, resulting in a trade surplus of US$637,4 million against a deficit of US$764 million in the same period in 2025.
Mr Nkala said the improved trade position provided a strong foundation for expanding export markets but stressed that sustaining the momentum required deliberate investment in productive capacity.
“Our recent trade performance gives us a strong basis for advancing this work. From January to September 2026, merchandise exports increased by 61 percent to US$10,4 billion. Imports rose by 34,8 percent to US$9,76 billion, from US$7,24 billion, giving Zimbabwe a trade surplus of US$637,4 million, compared with a deficit of US$764 million in the same period in 2025.
“To sustain this progress, we need export growth to strengthen the productive capacity behind it. Earnings from abroad can help finance equipment, technology and inputs that make our industries more competitive.
“Greater processing at home can then create demand for local suppliers while developing technical skills and employment.”
He said increasing domestic processing would ensure that more economic value generated from Zimbabwe’s natural resources remained within the country, creating wider opportunities for businesses and communities.
The seminar is part of the 2026 Export Week, with two more engagements scheduled for Harare on November 4 and 6, as the country seeks to translate international demand into increased exports, production and foreign currency earnings.
The seminars brought together 15 leading international buyers from the United Kingdom, Germany, China, Poland, Mozambique, Zambia, Rwanda, Angola and Eswatini to engage local companies and explore business opportunities. The selection of participating countries was informed by international demand for Zimbabwean products, existing trade relationships and market intelligence, reflecting efforts to expand the country’s export footprint.
The targeted sectors include horticulture, processed foods, fast-moving consumer goods, leather and textiles, building materials, engineering products and other manufactured goods. Mr Nkala emphasised that investment decisions should be informed by actual market requirements rather than production ambitions alone.
“The investment needed for this expansion must be guided by demand.
“Understanding what buyers need, how much they can purchase and the prices they are prepared to pay helps a company decide what to produce and how to invest.
“Market development must therefore shape production decisions from the outset,” he added. Using the food-processing industry as an example, he said buyers’ specifications regarding shelf life and packaging determined the equipment and production processes required, while anticipated order volumes influenced the scale of investment.
He said establishing such requirements early would help local companies avoid investing in production lines that might not be commercially viable. Mr Nkala also identified Zimbabwe’s existing trade arrangements as an important platform for expanding market access and attracting international buyers.
“Zimbabwe’s trading arrangements under SADC and COMESA, the UK-ESA-EPA (the United Kingdom, Eastern and Southern Africa Economic Partnership Agreement) and China’s expanded zero-tariff framework provide opportunities to develop that demand.
“Our embassies and trade missions stand ready to help identify buyers and provide the market information businesses need to prepare competitive offers.
“Making use of this access requires compliance with the relevant rules of origin, standards and documentation requirements, alongside a clear understanding of what the buyer needs.”
He said the Export Week engagements, which include business meetings and factory visits, were providing an opportunity for international buyers to assess local production capabilities and identify improvements required before establishing supply arrangements.
He urged buyers to communicate their order volumes, product specifications, packaging preferences and supplier approval requirements, while encouraging local exporters to provide accurate information on production capacity, delivery schedules and pricing.
The ZimTrade director also called for greater collaboration among local producers, saying aggregation could enable smaller businesses to participate in larger export orders beyond their individual production capacity.
“Combining production under agreed quality controls can help firms fulfil orders beyond their individual capacity. Aggregation and partnerships with established exporters can bring smaller enterprises, including women-owned businesses and young entrepreneurs, into these supply chains. Shared testing and standards support can help them participate consistently, drawing more of our provinces’ productive capacity into international trade.”
He said such partnerships needed clearly defined quality-control systems, delivery schedules and accountability mechanisms to guarantee consistency and build buyer confidence.
However, Mr Nkala said Zimbabwe’s export competitiveness also depended on addressing operational challenges affecting producers, including working-capital shortages, high logistics costs, limited cold-chain facilities and gaps in certification.
“Working capital shortages, high logistics costs, cold-chain limitations and certification gaps can prevent a viable order from proceeding. Documentation and border delays can have the same effect. Buyers assess the final delivery, even when a delay arises outside the supplier’s direct control.
“Coordination among producers, financiers, logistics providers and public institutions is therefore essential to our competitiveness.”
He said ZimTrade would use the Export Week engagements to identify constraints affecting exporters and coordinate follow-up interventions with relevant Government institutions, diplomatic missions and private-sector partners.
Mr Nkala urged businesses to maintain disciplined communication with potential buyers, saying every engagement should result in clear commitments on quotations, product samples or technical information required.
He said timely responses and fulfilment of commitments were essential in converting initial buyer interest into repeat orders.
“Our ambition is for more Zimbabweans to earn a better living through enterprises that can compete successfully in regional and international markets. The partnerships formed here can help turn that ambition into practical opportunities for business growth and employment.
“Our exporters also have a shared stake in the reputation these partnerships build. A company that delivers reliably strengthens confidence in Zimbabwean products and encourages buyers to consider other suppliers from our country. Zimbabwe’s name on a product represents the work of our people and the capabilities of our industries. We should be ambitious about the markets we can reach and exact about the quality associated with our name.”Meanwhile, international buyers had an opportunity to make their pitches and engaged Zimbabwean companies in targeted Business-to-Business (B2B) meetings.
