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c Origin

For example, one farm
I know started selling
their coffee years ago
and one green buyer really be-
lieved in them, supporting their
farm every year even though he
didn’t buy all of their coffee.
When a bigger company came in
When you have a great, mutually respectful relationship like this, you a few years later and said they
build trust. When there is trust in a relationship a coffee seller may be more wanted to buy all of his coffee
willing to give you the first chance of buying an exclusive lot of coffee, give that year at a higher price, the
more flexible terms for payment over time, or support your business in farmer said “No”. Because the
other useful ways. When you work on these relationships even a small smaller buyer had supported the
amount, you will also be able to get great coffee year after year because the farmer year after year, his rela-
seller work harder to deliver the coffee you want in order to maintain their tionship was more valuable than
relationship with you. Something to remember is that in the coffee trading a big one time sale.
business, a verbal commitment is usually considered a contract. It should be
backed up with a written contract, but many people will expect you to buy
what you originally said you will buy. Lastly, I want to point out that
Other benefits of relationships are access to origin trips, coffee farm the global Specialty Coffee industry
visits, and other learning opportunities. You may be able to buy a ticket to is relatively small. Many importers,
an origin country on your own, but without the support of others your access exporters, buyers, and sellers know
to high quality coffee farms, direct buying options, or hands on farm learn- each other well and chat at various
ing is severely limited. The farm story is fascinating on its own, but the true events through the year. It is impor-
value is visiting a farm that you buy coffee from. You can learn about that tant for you to know that breaking
farmer’s methods, and begin to understand why their coffee may taste dif- your commitments, overestimating
ferent from other farms around them. At the same time, you can begin build- what you will buy, or canceling part
ing relationships directly with a specific farmer, which could also lead to of a purchase can make a bad name
exclusive buying in the future. for yourself. In fact, if an error is se-

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