Build resilience into your trade strategy

In light of recent shifts in global trade dynamics—such as changing tariffs and escalating trade tensions—it’s become increasingly clear that we must prepare for uncertainty. As trade routes are redefined and the global landscape continues to shift, we should ask: What does the future hold, and how can we proactively adapt?

We have been asking this question for a while: Where else can we expand? Historically, South African pecans have been predominantly exported to China—a strong and reliable market for many valid reasons. However, global trends are now leaning toward diversification. Countries and industries alike are broadening their trade partnerships, not just as a risk management strategy but as a catalyst for growth. By spreading exposure, they’re safeguarding themselves against geopolitical instability, climate disruptions, and overreliance on specific trade relationships.

This raises an important question for us as South African Pecan producers: How can we better mitigate future risks?

Developing a resilient trade strategy is a long-term commitment. It goes far beyond receiving an initial inquiry from a potential buyer. After that first contact, there are many layers to navigate: price negotiations, volume expectations, packaging requirements, supply timelines, and compliance with food safety standards. Trust must be built—and that takes time. A single successful transaction does not establish a relationship; mutual satisfaction and consistency do. Only then can regular orders and sustainable growth follow, often over the course of several years.

We are fortunate to have access to the Chinese market, and we must continue to protect, expand and nurture that relationship. But we must also look ahead and ask: Where else can we expand? How can we further diversify our trade strategy to ensure the long-term stability and growth of our industry?

I encourage producers to engage with processors and inquire about their approach to diversification. Diversification can also be new clients in the same market segment. Most importantly, ask how we—as producers—can support our processors and exporters in accessing new markets.

By working together, we can strengthen, expand, and protect the entire South African Pecan industry for years to come.