How can we help?
We have built up a rich network of buyers. This is something we have worked on organically during our time working in coffee.
These are qualified buyers who we have worked with on our auctions. We continue to develop our network as we move forward with our plans to connect buyers and producers.
We have a wide range of skills available to us to market what we do and the coffee we have available. This is because we understand how modern marketing and promotion works in the modern world. We understand how to present your coffee to our buyers and to follow up with them, reminding them with a number of touchpoints what we have available. We also look to develop relationships ourselves with buyers. And we do this by adding value to their business. We enjoy talking to them and meeting them. We are friendly and approachable and we take an interest in how other people work.
How can we help?
We don’t cut corners, we listen and we take on board ideas. We solve problems and we use those solutions to make our service better for everyone.
We take time to get to know buyers. We work them on a direct trade basis as well as through auctions. Some of them understand the auction is a first step in discovering new sources of coffee; it is the first step in creating a long and trusting relationship.
The world is changing. Many producers recognise they would like to broaden their appeal. They also see online trade as a constantly changing and developing medium in which to do business. We have relationships with buyers all over the world. We can help your coffee in to places you may not have sold it before. This gives the producer and the buyer a competitive edge.
What do we do to find buyers for you?
- We find buyers for your coffee.
- We promote your coffee and your farm.
- A showcase of your coffee, your farm, your production methods.
- A means of discovering what your coffee is worth.
- Tasting and cupping profiles.
- The opportunity to create direct trade with buyers.
- Create ongoing contracts and relationships.
- Provide producers with a sales mix outside their usual channels.
What works? What does not work?
We have found that there is no silver bullet that works across all types of coffee and sale.
- We find buyers are not interested in coffee with a score lower than 85
- Buyers are really concerned about how to ship the coffee from origin. Coffee that has been landed in USA or Europe can be easier to sell. We have relationships with logistics companies; we can organise the movement of coffee and containers.
- Ideally buyers will buy container loads, but this is not always going to happen the first time a new buyer works with a new producer. Buyers like to make test purchases first, to make sure the coffee is genuine, pre-shipment samples are truly representative of defect rates and the sale is generally pain fee.
- For the better and more expensive sale, buyers like samples. It is often the difference between a sale being agreed and not being agreed.
- Free samples, whilst expensive for the producer, do work. It reduces the barrier to purchase and can mean that buyers purchase greater volumes.
- The better the information we have for your coffee, the more we can pass on to the buyers. The easier it is for them to picture their own marketing and promotional efforts the more likely they are to buy the coffee.
- Is the coffee easily traceable? Forward thinking buyers want to know where the coffee has come from every step of the way. They want to buy direct and they want to shorten the supply chain. The more accountable farmers methods are, the more this help.
- Shorter supply chains mean more of the sale price for the coffee can be invested in future development of the coffee crops.
- Providing a marketing package for the buyers; to make their job easier and therefore more likely to buy the coffee from you. If they feel they have a route to market they are more likely to buy the coffee. Tell us why your coffee is unique?
Creating a virtuous circle.
Amongst other things, there are two interesting things we are common to most, if not all businesses. One is return & recurring trade and the other is a sales mix.
These types of business are created through the fostering of a wide range of relationships. A business will never know when a contact or a relationship will develop. The starting point for this, in any case, is making sure those you wish to work with know about in the first place. Once the conversation has been opened, there is potential for a sale to be made. If that time is not now, it may be in the future.
We have found our auctions have generated return trade. The introductions we have made, have led to future sales. Once a sale for a smaller amount has been made the opportunity to come back and make a larger one is greater. We have seen this happening several times during the 2020 harvest.