Fair Trade: The Price of Social Values

Would you pay a few cents more for your coffee if could help alleviate poverty in developing countries? If so, then you are part of an emerging trend known as fair-trade; paying third-world producers more than the market price for their products to raise their standard of living and facilitate the development of the local community. While fair trade products have been around since WWII, their popularity has soared in the past decade with sales rising to 3.6 billion US dollars in 2007 according to Fairtrade International. This trend can be attributed to increased consumer awareness of the impoverished conditions facing many third-world producers. Documentaries such as Black Gold and The Price of Sugar depict just how little third-world farmers are paid for their products in comparison to the final retail price. The US Overseas Cooperative Development Council estimates the markup of coffee at around 1200% to 1500%, a testament to the massive trade chains that transport the product from coffee farmer to coffee drinker. This distortion of price has not gone unnoticed.
Rising consumer awareness of impoverished producer conditions has led to increased social pressure for government and businesses to assist the development of third-world countries. Modern consumers are no longer just concerned with price, quality and brand but have become more socially conscious of the products that they purchase. Unlike the completely rational consumer that exists in economic models, today’s shoppers will ask themselves whether social values have been met; whether producers were paid a fair price, whether products were locally grown and how much pollution was emitted in the whole process. Enter the fair-trade industry; a system where agricultural and hand-crafted goods are purchased from producers at higher than market prices and then sold to consumers with the “fair-trade” label. According to statistics in Tim Harford’s The Undercover Economist, fair trade premiums have in some cases more than doubled the average third-world coffee farmer’s income as well as stimulating the local economy as more farmers have disposable income. The system has, for the most part, been effective in raising producer income to aid development but it has also been very popular with retailers for another reason.
Retailers love fair-trade products because it creates the opportunity to separate consumer groups and practice price discrimination. They can now sell two versions of the same product: one at regular price and the fair-trade version for an additional premium. This mechanism maximizes profit as it separates consumers who support certain social values such as third-world development and are willing to pay a premium from consumers who do not. The socially concerned consumer buys the fair-trade coffee and the unconcerned continue to buy coffee at the regular price. Now the retailer has taken some of the consumer surplus and transformed it into economic profit. But doesn’t the premium for fair-trade coffee go directly to the impoverished coffee farmer? As the Economist magazine reports, the extremely low cost of coffee beans per cup meant that “more than 90% [of profits] did not reach the coffee farmer.”
Eventually, consumers realized that coffee retailers were charging them an outrageous premium compared to the percentage that ended up in producer pockets. As a result of this poor publicity, retailers today offer fair-trade and regular coffee at the same price. The fair trade industry has also evolved into local groups called cooperatives that negotiate prices on behalf of groups of farmers. What used to be an almost perfectly competitive market has become less “competitive” thanks to strategic cooperation between farmers. The success of these cooperatives has been mixed; farmers can benefit from greater negotiating power and higher prices but lose individual autonomy and must pay fees to support the cooperative, just like an agent. The fair trade movement has arguably indirectly empowered producers to collectively negotiate for higher prices and better working conditions, a movement similar to modern labor unions.
Fair trade coffee is one example of a product inspired by ingenuity and social demand. In a sense, consumers were really paying for the novelty of a socially conscious product and firms were simply capitalizing on that trend. Today’s firms have clearly realized the potential of social marketing; buying Nestle water bottles supports breast cancer research, drinking Coca Cola saves polar bears, and using recycled paper napkins saves the environment. Whether these social goals are best served by the marketplace is unclear but the emergence of these social products shows that firms are trying to align themselves with changing consumer preferences and social values.














