For some years, mango farmers in Malawi and one of the country’s largest processors were caught in a cycle of uncertainty. Farmers had fruit but no reliable buyer. Malawi Mangoes – Malawi’s largest mango aggregator and only exporter – had a processing plant, but not enough consistent supply to keep it running at full capacity. The result was missed income for farmers and lost export potential for the country.

At the heart of the problem was trust. Farmers worried that selling formally would mean low prices or rejected fruit. Buyers, meanwhile, faced unpredictable volumes and quality. Without clear agreements, both sides played it safe and everyone lost out.

Bringing Farmers and Buyers Back to the Table 

In 2024, Malawi Value Chains (MVC) – a project funded by FCDO and implemented by Adam Smith International – brought Malawi Mangoes and mid-sized farmers (MSFs) together to reset the relationship. Instead of imposing a standard contract, both sides co-created one through a structured negotiation process that allowed every clause to be openly discussed, revised, or rejected.

The turning point was to focus on a minimum supply agreement rather than an agreement for a specific volume. Farmers committed to delivering a baseline volume of mangoes, while keeping the freedom to sell surplus fruit elsewhere, which meant that if the prices were attractive relative to other market opportunities, they could supply more. In return, Malawi Mangoes committed to supporting farmers to grow better quality fruit through practical, hands-on advice and information.

That support went beyond training sessions. Farmers received timely guidance through field days, on farm visits, and WhatsApp messages covering pruning, irrigation, fruit fly control, and harvesting techniques. This support was led by the MVC team, with Malawi Mangoes hosting and facilitating on-farm sessions, ensuring that advice was given when farmers needed it most, during flowering, irrigation scheduling, and harvest.

The result was not just a contract on paper, but a working relationship between farmersand Malawi Mangoes built on shared a goal of improving productivity and quality.

What Changed on the Ground 

The impact was immediate. More farmers chose to supply formally, and volumes increased sharply. Malawi Mangoes expanded its supplier base from 17 to 37 family-run farms, with deliveries rising from 130 tonnes to 194 tonnes in the 2024 season. Despite higher volumes, quality remained high, with rejection rates holding at just 4 percent.

For farmers, the biggest gains came from improved productivity as a result of advice and information received. One farmer in Kasungu nearly tripled production, increasing output from 5 tonnes to 14 tonnes while cutting rejected fruit. Another farmer boosted yields by 50 percent after adopting improved irrigation and harvesting practices.

Across the supply base, 87 percent of farmers adopted new agronomic practices, and nearly two thirds reported higher yields. These gains translated directly into higher incomes and lower losses.

Confidence to Invest and Grow 

The contracts did more than secure a market. They gave farmers the confidence to invest. Several reported expanding their land or improving orchard management because they finally had certainty that their mangoes would sell.

One farmer in Zalewa explained that having a contract enabled them to expand their farm from 9 to 14 hectares. Others noted that contracts helped them plan ahead and approach banks for finance, using formal agreements as proof of future income.

Improved communication also played a critical role. Farmers could now contact Malawi Mangoes’ agronomists and other peers directly for quick advice, strengthening relationships and reducing costly mistakes during the season.

Why This Matters Beyond Mangoes 

This experience shows how relatively low-cost initiatives can unlock high value outcomes. Many quality challenges were linked to knowledge gaps rather than expensive technology. Once farmers saw visible results in income and yields, adoption followed quickly.

It also highlights the importance of trust in agricultural markets. Clear agreements, paired with practical support, can turn informal, risky trading into reliable supply chains that work for both farmers and processors.

For Malawi, a stronger mango supply chain mean more investment, more consistent exports, better use of existing processing capacity, and more resilient rural livelihoods.