What are Buyer Decisions from a European Perspective towards African and Latin American Cocoa Sellers?

From Success to Scale: Expert Talk No. 3

As sustainability standards, traceability requirements, and consumer expectations continue to reshape the global cocoa industry, producers and exporters are increasingly required to understand not only how to produce quality cocoa, but also how buyers make sourcing decisions.

• Why do European chocolate companies choose cocoa from certain countries, suppliers, or cooperatives?
• What factors influence trust, long-term partnerships, and purchasing commitments?
• And how can producers from Africa and Latin America better position themselves within an increasingly competitive international market?

These are some of the central questions that will be explored during the Expert Talk. The discussion aims to support knowledge exchange and provide practical insights for stakeholders seeking to navigate evolving market expectations and build stronger trade relationships within the global cocoa sector.

This session brings together experienced cocoa sector professionals to provide practical insights into how European buyers evaluate sourcing opportunities and what producers can do to respond more strategically to market expectations. The discussion will also address the challenges faced by smallholder producers and exporters in accessing premium markets, while highlighting opportunities for stronger market alignment and value chain integration.

Key discussion areas

• How European cocoa buyers evaluate suppliers and origins
• Market requirements influencing purchasing decisions in the EU chocolate industry
• Barriers and opportunities for African and Latin American cocoa exporters
• Strategies for improving export readiness and competitiveness
• The importance of adopting a buyer-oriented perspective in market engagement

Featured Speakers:

Dr Kristy Leissle – Founder & CEO, African Cocoa Marketplace (South Africa) and Simran Bindra – Director, Kokoa Kamili Ltd. (Tanzania)

Join the session via Teams!

This Expert Talk is organised by the Agri-Business Facility for Africa ABF as part of the Joint Action "Business Support Facility for Resilient Agricultural Value Chains", co-financed by the European Union under the Samoa agreement with OACPS and by the German Federal Ministry for Economic Cooperation and Development (BMZ) and implemented by GIZ.