Negotiating Prices During Surging C-Market
Over the past 18 months, price inflation from virtually every direction has pushed the cost of coffee higher and into the headlines. As global coffee prices surge, traders across global coffee supply chains are grappling with a rapidly shifting landscape. For producers, exporters, and buyers alike, this moment presents both uncertainty and opportunity.
A combination of factors—including rising input costs, currency devaluation, global supply constraints, and local inflation—has driven cherry prices to new highs, pushing Ethiopia’s coffee export prices well above the global c-market. While this has opened the door for better earnings at origin, it’s also complicated trade negotiations and buyer commitments.
Navigating Price Negotiations
At CropConex, we’ve seen firsthand how crucial clarity and communication have become in this environment. Here are some best practices to help both sellers and buyers navigate pricing negotiations more effectively in the coming season:
Understand the True Cost of Production
Exporters and producers should begin with a firm understanding of their cost structures—including harvesting, processing, transportation, quality grading, and administrative costs. With fluctuating exchange rates and rising equipment prices, underestimating these costs can lead to undervaluing high-quality coffees.
Use the C-Market as a Reference, Not a Ceiling
While the c-market provides a global benchmark, Ethiopia’s differentiated profiles, heirloom varietals, and high-elevation lots offer unique value. High-quality coffees should command premium prices, and that starts with clear articulation of quality and origin.
Communicate Clearly and Early
Whether it’s negotiating listings, quality reports, or expectations for delivery timelines, early and consistent communication helps avoid last-minute surprises. With CropConex, producers and buyers can chat directly on the platform to stay aligned.
Prioritize Long-Term Relationships
A one-time high price might win a sale, but strong buyer-seller relationships drive more value over time. When partners return year after year, pricing becomes more stable, logistics more efficient, and trust more durable.
Looking Ahead
With continued market volatility expected, proactive communication and transparent pricing are more important than ever. As we support our partners in navigating this new pricing reality, CropConex remains committed to simplifying negotiations and helping stakeholders focus on what matters most: building value at every step of the supply chain.
