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I recommend any producer to

make a trip to coffee shows to

learn about the coffee market in After the meeting I was very excited and told my

a more wholesome way; it truly cousins about what had happened. It was truly unex-
pected, because I had been more interested in the show
broadens one’s horizons. from the preceeding days, and I had not imagined meet-
ing with potential customers after the show during my
time off. The following day I was both excited and
nervous. I did not know what to expect. I showed up to
the roastery and met with both Beth and Gary. We set
up the cupping room and they set out the sample I had
given them the day before. We cupped the coffee and
the familiar cacao nib, sweet nuts and round silky body
were the notes that stood out to everyone with high
scores all around. Beth and Gary asked how much we
expected to produce the following year and upon hear-
ing the amount they decided on the spot that they would
like to commit to purchasing the whole crop for the next
harvest! I did not know what to think at the time other
than it was a God sent commitment. As a new exporter
it would have been very difficult to sell the following
harvest without a steady client base. However, with the
firm commitment from Mukilteo I would be able to start
our next harvest without worrying about how to sell the
coffee and I could continue to network and meet more
interested buyers for future harvests.
Overall, the experience with Mukilteo is one that I
remember fondly. Not only were they great partners they
have become friends over the years. They have come to
Surprises After the Show about the coffee market in a more wholesome visit Damarli Estate, seeing firsthand all the work that
way, it truly broadens one’s horizons. After we do while experiencing the beautiful Boquete Valley
My first coffee trade show was in Se- the show was over, I got to spend some time and friendly Panamanian culture. However, I believe the
attle at the SCAA show in 2015. We had just with my cousins, who live on Whidbey Island take away from this story for me was that in fact people
got our license to export coffee in Panama and I was just outside of the city of Seattle. After spending some want to get to know you and I learned that the specialty
excited to meet roasters and traders alike with a goal to time with them, they mentioned there was a good roast- coffee industry is not merely a transactional business. I
start exporting coffee to the United States. At the show er on the island called Mukilteo Coffee Roasters and I encourage producers to spend time after a show to meet
it was more of a meet and greet, not really any deep should meet with them. So, I went to their cafe in hopes local roasters, traders and learn about the coffee culture
discussions or serious interest from any of the roasters of meeting with them. Upon arrival I met Beth and Gary in the region they are visiting. I have continuously found
nor trade companies that I had met. I had found this kind and told them about my family that lived on the Island that these meetings and time spent in the market are
of disappointing as I had hoped to meet really interested and how I had been to the show in Seattle. They knew more impactful for one’s business, personal relations,
buyers and begin right away to start some conversations. my cousins and were even more welcoming, showing me and market knowledge.
However, the show really brought me up to speed on the around their cafe and roastery. They asked about Panama
feel of the industry at the time, the types and styles of coffee and the market there, thus I told them about my
coffees that were interesting to buyers and new technol- family heritage and Damarli Estate. They were very in-
ogy coming out into the market. It was an eye-opening terested in our coffee so I gave them a sample and they
experience and a great learning opportunity. I recom- said to come back the following day to cup it with them
mend any producer to make a trip to coffee shows to learn as they were looking for a coffee for one of their clients.

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