Entering the German market for cocoa

If you want to sell cocoa products in Germany, you need to know about regulatory and buyer standards. You also need to choose the right distribution channels, understand what your competition looks like, and respond to price trends. These trends are influenced by how much cocoa is available worldwide, and what people want to pay for it. In the following sections, we will look at these factors to guide producers and exporters who want to do well in the German cocoa market.

1. What requirements and certifications must cocoa meet to be allowed on the German market?

You can only export cocoa to Germany if you follow strict rules set by the European Union. These can be divided into:

• Mandatory requirements;
• Other requirements and certifications that buyers often have;
• Requirements for niche markets.

We explain these requirements in the following sub sections. Keep in mind that your German importer may re-export large amounts of cocoa beans to other places in Europe. These buyers and destination markets may have their own requirements. This could lead to a need for more certifications or standards. This will depend on the final market and associated sales channel. Take a look at our studies on interesting export markets, including Belgium, Eastern Europe, France, Italy, the Netherlands, Scandinavia, Spain, Switzerland and the United Kingdom.

What are mandatory requirements?

There are two new and critical regulations that promote sustainability in the cocoa sector. They are the EU Regulation on Deforestation-free Products (EUDR) and the Corporate Sustainability Due Diligence Directive (CSDDD). These regulations were introduced to make sure that products entering the EU market are free from deforestation and that companies in the supply chain meet high sustainability standards. They are in line with Germany’s 10-Point Plan for a Sustainable Cocoa Sector. This plan was updated and presented in January 2025, and focuses on:

• Living incomes for farmers as a human right;
• Deforestation-free cocoa;
• Strong support for certified cocoa (Fairtrade, Organic, Rainforest Alliance);
• Promotion of agroforestry and organic cocoa as climate-friendly income sources.

European Union Deforestation Regulation (EUDR)

The EU Regulation on Deforestation-free Products was officially adopted and started being used on 29 June 2023.

It has 3 main goals:

1. Stop the sale in the EU of products that are linked to deforestation.
2. Reduce greenhouse gas emissions caused by deforestation by making sure products that enter the EU are deforestation-free. The goal is a yearly reduction of at least 32 million metric tonnes of carbon.
3. Prevent global loss of biodiversity.

The EUDR bans imports into the European Union (EU) of cocoa products from land that was deforested after 31 December 2020. This is why all companies who import cocoa into the EU need to make sure their products did not cause deforestation. Companies must also provide data on where their cocoa was grown and if it was grown legally. This requirement is set for December 2025 for large operators and June 2026 for small and micro businesses. Large operators are companies with 250+ employees and over €50 million in annual turnover. Small businesses have fewer than 50 employees and an annual turnover below €10 million. Micro businesses usually have less than 10 employees and an annual turnover below €2 million.

The Corporate Sustainability Due Diligence Directive (CSDDD)

This directive started on 25 July 2024. However, the European Union's Omnibus Package, introduced in February 2025, has brought significant changes to the CSDDD. The goal is to reduce difficult regulations and enhance competitiveness for companies operating within the EU, including those exporting to Germany.

The CSDDD sets common sustainability standards for all EU member states including Germany, and it applies to both EU-based companies and non-EU companies operating within the EU market. The CSDDD says that companies must put due diligence processes in place to identify, prevent, reduce and explain negative impacts on human rights and the environment. They must have these processes throughout their operations and supply chains.

Because of the Omnibus Package, new deadlines were set for the CSDDD to give companies more time and reduce paperwork:

• Companies with 5,000+ workers and €1.5 billion turnover: must follow the rules by July 2027;
• Companies with 3,000+ workers and €900 million turnover: must follow the rules by July 2028;
• Companies with 1,000+ workers and €450 million turnover: must follow the rules by July 2029.

If businesses that export cocoa or cocoa products to Germany want to comply with the CSDDD, they need to set up codes of conduct focused on:

• Business ethics;
• Social responsibility, including the fair treatment of workers and farmers and ensuring living incomes;
• Environmental responsibility, dealing with issues such as carbon neutrality, biodiversity preservation and the prevention of deforestation.

These codes of conduct will be guiding principles for business operations and will be important for businesses to show that they are following CSDDD requirements.

Companies only need to check Tier 1 (direct) suppliers. Indirect suppliers need to be checked only if there is a known risk or complaint. Companies must review and report on risks every five years, not every year as originally planned. These changes give cocoa exporters more time to prepare. As an exporter, you should focus on working closely with direct suppliers and making your supply chain more transparent and responsible in line with the requirements.

Other mandatory requirements for cocoa

General food safety: European Union regulations ensure the safety of cocoa or cocoa products entering the market. Exporters must follow the General Food Law (Regulation (EC) 178/2002). Hygiene standards, like those set out in Regulation (EU) 2017/625, are very important for maintaining food safety throughout the supply chain. These regulations want to prevent contamination and make sure that only safe, high-quality cocoa products reach European consumers. If a trader buys this kind of cocoa, there are fewer rejections because of quality issues. An example of this is free fatty acids, which have a limit value in Europe. If your cocoa has more than 1.75%, chocolate makers will reject the cocoa. Products from countries that repeatedly do not comply with these standards are put on a list. This list is included in the Annex of European Commission Implementing Regulation (EU) 2019/1793.

Contaminants: Several contaminants are regulated in cocoa products, based on advice from the European Food Safety Authority (EFSA). These include heavy metals (like cadmium), pesticide residues, mycotoxins (like ochratoxin A), polycyclic aromatic hydrocarbons (PAHs), microbes and foreign matter.

Extraction: Solvents Directive 2009/32/EC regulates the use of extraction solvents in food production. For cocoa, there is a maximum residue limit of 1 mg/kg of 2-methyloxolane in cocoa butter extraction. This solvent is often used when producing or separating fats, oils or cocoa butter.

Quality requirements: The guide 'Cocoa Beans: Chocolate & Cocoa Industry Quality Requirements' gives advice on cocoa growing, post-harvest practices and quality evaluation methods that help improve cocoa quality. Not having the right quality can lead to losses. This is why in Cameroon for instance, a German company, COOKO, is helping farmers reduce losses and improve cocoa quality. They do this by introducing traceable harvest containers, centralising post-harvest processing, reducing contamination, freeing up farmers’ time, and supporting compliance with strict market regulations. This approach helps farmers earn more and makes their cocoa more competitive in the German market.

Labelling requirements: Labelling rules make sure that consumers receive essential information.

Packaging requirements: Although there are no specific packaging regulations for cocoa or cocoa products, all food packaging must follow Regulation (EC) no. 1935/2004 on food contact materials.

Payment and delivery terms: A proposed rule for the EU suggests a 30-day maximum for all food products. The EU's Access2Markets website gives detailed information about taxes, rules and other factors that affect trade, including specific details for chocolate (HS code 1806).

What additional requirements and certifications do buyers often have?

Germany has a big market for certified cocoa. Certification standards like Rainforest Alliance and Fairtrade are important in the German market and have a significant market share. Fairtrade Original is also a small food brand that sells products in Germany, focusing on fair and sustainable supply chains.

Certified cocoa is used in Germany and is also sent to other countries in Europe. Germany is the fourth-biggest importer of Rainforest Alliance cocoa in Europe, and has the highest number of members. About 45% of German consumers know the Rainforest Alliance brand.

Germany is one of the important European markets for Fairtrade-certified cocoa, together with the United Kingdom. While sales of Fairtrade cocoa beans went down by 1.4% to 80,300 tonnes in 2023, the market share stayed stable at 17%. Germany is home to GEPA – The Fair Trade Company, one of Europe's largest Fairtrade organisations and a founding member of the European Fair Trade Association (EFTA).

As a producer or exporter, being part of a certification programme or corporate sustainability programme can help you enter the German market. For more details, read our study on certified cocoa.

What are the requirements for niche markets?

Although Germany’s general organic market has moved from niche to mainstream, organic cocoa and chocolate products are still a niche market. It is a growing segment because Germany is Europe’s biggest buyer of organic cocoa.

If you want to market your cocoa as organic in the German market, it must comply with the regulations of the European Union for organic production and labelling. EU Organic is the minimum legislative requirement for marketing organic cocoa in the European Union.

Germany is also an important market for fine flavour cocoa, which has a strong position in the country’s niche chocolate segment. To access the German market for fine cocoa beans, you need to meet your buyer’s quality standards. These standards are especially high for fine-flavour cocoa beans. Buyers in Germany and other places check the quality and flavour of cocoa beans in different ways, often with a mix of methods.

Methods that are often used are ISO standards for classification and sampling, the Fine Cacao and Chocolate Institute's sampling protocol, Heirloom Cacao Preservation's genetic evaluation, and Equal Exchange/TCHO’s quality assessment guide. The Cocoa of Excellence Programme also has a website with international standards for assessing cocoa quality and flavour. You can download protocols there that explain how to sample cocoa beans, evaluate their physical quality, process them, and conduct sensory evaluations of their flavours.

Meeting niche market requirements can help you sell directly to chocolate makers. This has the big advantage of a direct connection and price negotiation. Documentation is very important for the niche segment. Buyers often want certificates, proof of origin, and sometimes even photos from farms. Exporters should be ready to support buyers with documentation and transparent practices, especially if they are targeting fine-flavour and organic niches.

2. Through which channels can you get cocoa on the German market?

Cocoa beans are processed in four different industries: confectionery, food, cosmetics, and pharmaceuticals. But most of the cocoa is used for chocolate products. As an exporter of cocoa or cocoa products, the main channels through which you can bring your products to the European market are the same as the channels you would use to get onto the German market. But the channel might depend on the quality of your cocoa products and how much supply you can offer.

How is the end-market segmented?

The chocolate market can be divided into several distinct segments. These are the mass market segment, the premium segment, the organic and ethical segment and the artisanal and craft segment. The segments are based on quality, price and consumer preferences. These segments can also be re-grouped in low-end, middle range and high-end segments (Figure 1). In Germany, supermarkets are the most important sales channel for chocolate products. They offer a wide range of high-end and low-end options.

Figure 1: Segmentation of the cocoa/chocolate market based on quality

Source: Amonarmah Consults

The largest supermarkets in Germany are Edeka (part of Edeka group, Germany), REWE (part of REWE group, Germany), Lidl (part of Schwarz group, Germany), Aldi Süd (part of Aldi, Germany) and Kaufland (part of Schwarz group, Germany).

The high-end market focuses on premium products made by small, specialised chocolate makers. These products use fine-flavoured cocoa varieties like Criollo, Trinitario and sometimes Forastero. They stand out because of their high cocoa content and the use of single-origin cocoa beans. Both of these need to have high traceability and quality standards. With single-origin cocoa, buyers know exactly where the cocoa beans came from, unlike with blended cocoa. Examples of high-end chocolates include bean to bar and tree to bar products, which focus on quality, craftsmanship and unique flavour profiles.

Dark chocolate is becoming the fastest-growing category in the German chocolate market. This category will probably grow by about 6% from 2024 to 2029. This growth is mainly because more consumers see the health benefits of dark chocolate, like promoting heart health and lowering blood pressure. It is also supported by a rising demand for premium and artisanal chocolate products.

Table 1: Examples of high-end segment chocolates with an indication of their consumer prices

Product	Retail price	Retail price per kg	Packaging
Fairafric 70% organic dark chocolate	3.56 euros	44.50 euros
Fairafric 92% organic dark chocolate	3.56 euros	44.50 euros

The mid-range segment is characterised by products of higher quality, often made with certified cocoa. Storytelling plays an important role here, especially focusing on the origin of the cocoa beans. Cocoa beans used for this segment are often bought in bulk at mainstream quality. The final chocolate quality is influenced by the production process and the proportion of cocoa in the product, as well as the quality of non-cocoa ingredients that are used.

Mid-range cocoa products are usually sold through supermarkets and are usually the high-quality category for these retailers. Supermarkets are more often offering their own premium private-label chocolate products. These offer about the same quality and characteristics as branded chocolates, but their prices are usually more competitive. Besides in mainstream supermarkets, middle-range products can also be found in more specialised organic or fairtrade shops.

Examples of big brands in the middle-range segment (Table 2) include Lindt (Lindt & Sprüngli), Côte d’Or (Mondelēz), Ritter (Ritter Sport) and L’Atelier (Nestlé).

Table 2: Examples of mid-range segment chocolates with an indication of their consumer prices

Product	Retail price	Retail price per kg	Packaging
REWE (organic dark chocolate, 60%, 100 grams)	3.49 euros	34.9 euros
Ritter Sport (dark chocolate, 61%, Nicaragua, 100 grams)	3.06 euros	30.6 euros
GEPA (organic fine dark chocolate, 85%, 100 grams)	4.06 euros	40.60 euros

The low-end or mass market segment is made up of cheaper chocolate products, usually with a lower cocoa content. Most of these products are produced by large chocolate manufacturers that use mainly bulk cocoa from West Africa (Forastero variety). Rainforest Alliance certification is often seen in this segment. Consumers buy the products as regular brands or as private-label chocolate in supermarkets. It is not as common for low-end chocolate to be made at the origin, because origin-made chocolates usually focus on unique flavour profiles, sustainability or ethical practices. These are a better fit for mid-to-high-end market segments. Lower-end chocolate products are mostly found in supermarkets.

Figure 2: A selection of low-end segment chocolate made by multinational brands

Source: Denny Müller via Unsplash

Milk chocolate and white chocolate lead the low-end segment in Germany. They make up about 60% of the total market volume in 2024. Big brands like Cadbury, Lindt, Galaxy, Maltesers, and Ferrero have helped this segment grow by offering many chocolate products, such as truffles, chocolate bars, and chocolate-covered snacks. It is also cheaper to produce because milk and sugar, important ingredients of white chocolate, are less expensive than cocoa, which is the main ingredient in dark chocolate.

Through what channels does cocoa end up on the end market?

There are several channels through which to introduce your cocoa and cocoa products to the German market. Your entry strategy depends on the quality of your cocoa beans and how much supply you can offer. Retailers and cocoa-processing companies are more often sourcing their cocoa beans directly. This will sometimes help you to take advantage of the shift towards shorter supply chains. Others are also processing cocoa beans locally or working together with local processors to produce premium products. The figure below gives a simplified illustration of the important channels through which cocoa beans end up in Germany.

Figure 3: The channels through which cocoa enters Germany

Source: Amonarmah Consults

Below is a short description of each channel.

Cocoa bean processors/grinders

Large processors buy cocoa beans directly from producing countries and transform them into cocoa mass, cocoa butter, and cocoa powder. They distribute these products to different industries, like confectionery, food, cosmetics, and pharmaceuticals. Some processors also make end products for retail or food service. Big players include Cargill, Olam and Barry Callebaut, who usually handle high volumes of standard-quality cocoa beans.

Importers

Importers play a very important role in the supply chain, especially for bulk cocoa. They manage large quantities of cocoa and maintain direct relationships with exporters in producing countries. They may sell cocoa beans to companies in Germany or re-export them to other European markets. Specialised importers often focus on smaller quantities and work directly with producers or cooperatives. Large importers include Albrecht & Dill Trading and Traub Trading. Speciality importers include Naturkost Übelhör and Rapunzel (focused on organic produce), Bohnkaf Kolonial (focused on fine flavour) and GEPA (which buys fairtrade-certified cocoa beans).

Large (private-label) chocolate manufacturers

These manufacturers get their cocoa beans directly from producing countries and often have their own importing departments. They produce chocolate under their brands and private labels. Key players include Mars, Mondelez, Nestlé, Ferrero, Lindt & Sprüngli and Alfred Ritter & Co. They usually want large volumes of standard-quality cocoa. The largest industrial chocolate manufacturer worldwide is Barry Callebaut, which also has production and grinding facilities in Germany.

Private-label manufacturers may also be an interesting entry point for your cocoa beans. These manufacturers often work directly with suppliers to source high-quality cocoa. This means that they do not have to work with large importers. They are getting more important, as it is becoming more common for large brands to ask specialised private-label manufacturers to produce for them. Exporters can get in touch with private-label companies, show what they can do and what only they can offer, and negotiate good contract terms to set up direct supply partnerships. This can give exporters more control and transparency in the supply chain, better pricing, and diversification that goes further than only relying on large importers as customers. Examples of private-label manufacturers in Germany are Delitzscher, Farüchoc and Weinrich. The latter produces large shares of both organic and fairtrade products, like the popular organic Vivani brand. Ludwig Schokolade and Storck (apart from producing their own chocolate brands) also produce private-label brand products for retailers.

Small chocolate makers

This channel is more niche and focuses on high-quality, fine-flavour or speciality cocoa. In this segment, cocoa beans are more often traded directly from farmers or cooperatives to small chocolate makers. But in some cases, direct trade can also involve intermediary importers who deal with logistics and documentation. This channel is growing, but still makes up only a small portion of the market. Specialised chocolate (bean to bar) makers in Germany that get speciality cocoa directly from producing countries are Belyzium 31°, Coppeneur, Georgia Ramon, Kilian & Close and Rausch.

Intermediaries/agents

Intermediaries and agents act as middlemen between exporters and buyers. They help to evaluate and connect with potential clients. They can work alone or on behalf of companies. A notable German agent is H.C.C.O Hanseatic Cocoa & Commodity Office. Agents are extra valuable for exporters who do not have much experience in the market.

What is the most interesting channel for you?

Cocoa processing and chocolate companies have set up networks and buying stations in producing countries to make direct sales easier. They turn raw cocoa into different products, which are then distributed across Europe. This channel is ideal for exporters of bulk cocoa beans. Processors like Cargill, Olam and Barry Callebaut have their own processing facilities in cocoa-producing countries. They buy large quantities of cocoa and need standard-quality beans.

Small chocolate makers

For exporters of speciality cocoa, small chocolate makers are a valuable channel. They often want high-quality beans and may be willing to pay a higher price for unique flavours. These makers often trade directly with producers, and focus on quality and sustainability. They may want you to give detailed information about the cocoa's origin and processing.

Representative or agent and importers

It can be useful to partner with local experts and agents. They can help you find possible buyers. They also represent exporters' interests and help with communication. Their fees usually include a 5% to 10% commission on sales. This excludes extra costs, like listing or marketing fees.

In some cocoa-producing countries, processors work together with sales representatives. These can be branches of the same company located in Germany or independent agents or sellers based in Germany. Examples are Meybol Cacao (Peru/Germany), MIA (Madagascar/UK) and Fairafric (Ghana/Germany).

Importers are also a good way to connect with the German industry. Usually, you will not deal with processors directly. This way of entering the market can work if you produce standard-quality beans. Importers serve as gateways to the German market, especially for exporters dealing in high volumes.

Importers have long-standing relationships with suppliers and can make it easier to enter the market. It is also a good idea to find importers that focus on cocoa or specific cocoa markets, like organic products. They have experience with what is needed in the sector and country. This can help you make your sourcing process smoother, ensure your product is of quality, and get access to important market information.  Albrecht & Dill Trading and Traub Trading are important players in this field.

Online retail store

The online retail channel is showing great growth potential in Germany's chocolate market. The growth rate will probably be about 6% until 2029. This growth is mainly thanks to Germany's strong internet infrastructure. 93% of people in Germany have access to the internet, so buying online is popular. This channel is especially interesting for chocolate makers who want to enter the German market.

Online retailers are changing how people shop for chocolate by offering new services like home delivery, on-demand ordering, and click-and-collect options. Big platforms like Amazon are easy-to-use websites with simple payment methods and attractive loyalty programmes.

The growth of this segment is also supported by the rising demand for quick shopping solutions, a wide range of products, and competitive pricing strategies. This includes special discounts and coupon codes that help consumers who do not want to spend too much money.

3. What competition do you face on the German cocoa market?

Germany’s cocoa market is very competitive and shaped by a diverse group of supplying countries. All these countries have unique strengths around different cocoa products. Leading exporting countries compete not only on volume and price but more and more often on quality, consistency, sustainability, and adding value. Exporters also face a lot of competition from multinational giants such as Cargill, Olam, and Barry Callebaut, and from innovative speciality producers that focus on niche segments. Understanding this landscape is very important if you want to sell your cocoa in Germany’s demanding and dynamic market.

Which countries are you competing with?

The German cocoa market is shaped by different cocoa-producing countries. Each of these countries is good at making different cocoa products. Côte d’Ivoire is the leader in bulk cocoa bean production, and Ghana is famous for high-quality beans and cocoa butter (Table 3). Ecuador stands out in the speciality market for fine-flavour beans and cocoa paste, and Nigeria is working to improve its quality perception. Now that trends are shifting towards sustainability and quality, these countries must adapt to keep their competitive positions in the changing market.

Table 3: Country positioning by product type

Côte d’Ivoire has a very strong position when it comes to exporting cocoa beans and cocoa butter to Germany.  Nigeria’s position in cocoa butter export to Germany is growing. It is improving its processing capabilities but still faces challenges in quality consistency and traceability. Ecuador has a niche position, especially in fine-flavour and organic cocoa butter. These segments appeal to Germany’s bean to bar and premium chocolate makers. Indonesia and Malaysia are strong in semi-finished cocoa products like butter and powder. These products are often used in industrial applications. Malaysia is known for re-exporting processed cocoa thanks to its advanced facilities.

Côte d'Ivoire is the leading exporter of cocoa beans to Germany

Côte d’Ivoire is the largest producer of cocoa beans globally. They supply a significant portion of the cocoa that is needed for chocolate production to Germany as well (Figure 4). The country is very good at the production of bulk cocoa beans, so they have a dominant position in the market. However, although it provides large quantities, the quality is often seen as lower compared to fine-flavour types from other countries. Also, it faces substantial threats, especially from the cocoa swollen shoot virus disease (CSSVD), which is common in West Africa. Despite these challenges, Côte d’Ivoire is still a reliable source for bulk cocoa. Its future sustainability will depend on dealing with these threats effectively.

Source: EUROSTAT, 2025

Looking at cocoa butter and paste (Figures 5 and 6), Côte d’Ivoire also plays a role, but its primary strength lies in bean production. People usually think cocoa from Côte d’Ivoire is reliable for mass production. But there are more and more questions being asked about sustainability practices. Future trends show that the country needs to improve its image by using more sustainable farming methods to keep its market position. Major initiatives like the Cocoa & Forests Initiative (CFI) and a Climate and Development Partnership with Germany aim to restore forest cover to 20% by 2030.

Source: EUROSTAT, 2025

Source: EUROSTAT, 2025

Ghana is the second-largest exporter of cocoa beans to Germany

Ghana is famous for its high-quality cocoa beans. They are often seen as among the best in flavour and aroma. This country has a great reputation for producing cocoa that is seen as premium among bulk cocoa for chocolate manufacturing. Apart from beans, Ghana also produces cocoa paste, butter and powder. They make good use of their high-quality beans to create value-added products. In 2023, Ghana supplied Germany with cocoa butter worth around $19.01 million.

The image of Ghanaian cocoa in the German market is very positive, especially with consumers who think quality and ethical sourcing are important. However, Ghana’s production capacity is limited when compared to Côte d’Ivoire. This could lead to challenges in meeting rising demand.

Just like Cote d’Ivoire, Ghana is currently struggling with the outbreak of CSSVD (Figure 7), which has led to an estimated 17% yearly loss in cocoa production. The disease has caused problems for over 592,230 hectares. This means an 88% increase in just six years. If the different stakeholders do not take action together, there is a growing worry that CSSVD could threaten Ghana’s entire cocoa farming area of 1.9 million hectares.

Figure 7: Swelling symptom of cocoa swollen shoot virus disease

Source: Amonarmah Consults

Surface mining (Figure 8) is also a significant risk for cocoa cultivation. Farmers are tempted to lease their lands for surface mining and this results in a loss of around 2% of land for growing cocoa. Together, these factors not only threaten immediate yields, but also put the long-term sustainability of Ghana's cocoa industry at risk.

Figure 8: Surface gold mining in cocoa farming areas in Ghana

Source: Amonarmah Consults

The future still looks promising for Ghana overall because it has taken measures to rehabilitate the diseased farms for replanting. It also continues to produce high-quality beans with a more controlled and traceable supply chain. In 2024, Ghana started a pilot programme to trace cocoa beans from farms to ports. The goal was to comply with the European Union's deforestation regulations. This makes Ghana especially attractive to buyers who are interested in ethical sourcing and consistent quality, while meeting latest EU requirements.

Nigeria is the second-largest exporter of cocoa butter to Germany

Nigeria can produce a large amount of cocoa and is mainly focusing on exporting cocoa beans. The country is working to improve the quality of its exports. This has been a challenge historically because of inconsistent farming practices. In 2023, Nigeria exported cocoa and cocoa preparations worth $93.35 million to Germany, including cocoa butter and beans.

In 2023, Nigeria exported over $46 million worth of cocoa butter to Germany. This made it the top destination for Nigerian cocoa butter exports. But these products do not yet have the same quality as those from other leading exporting countries. Nigeria can supply large volumes, but its reputation in the German market is mixed. There are worries about quality having a bad effect on its competitiveness. A 10-year national strategy wants to boost production to 750,000 metric tonnes by 2032. However, the future for Nigerian cocoa will depend on improving quality control and starting to use sustainable practices. If they are successful, Nigeria could improve its reputation in the German market and become more attractive to buyers looking for reliable sources.

In early 2025, Nigerian cocoa processor Johnvents received a $40.5 million investment from Britain's development finance institution to increase its processing capacity. This investment aims to boost the production of cocoa butter and powder. It is focused on achieving 90% certification under the Rainforest Alliance by 2027.

Ecuador is the fourth-largest exporter of cocoa to Germany

Ecuador’s cocoa production is smaller in total volume compared to West African suppliers, but it is good at the export of cocoa paste (Figure 6). Ecuador has built a strong reputation for its fine-flavour cocoa (Arriba Nacional) and is well-regarded in premium and speciality markets. The country's focus on quality and speciality cocoa products makes it a preferred supplier for premium chocolate manufacturers in Germany.

In Germany, Ecuador’s image is linked with quality and being a unique origin. This means the country is in a good position among bean–to-bar chocolate makers and organic or fairtrade brands. Its strengths in value-added processing also give it an advantage over many African countries that are still focused on raw bean exports. For example, in 2023, Ecuador exported cocoa butter worth around $3.64 million to Germany.

Indonesia is a top Asian exporter of semi-finished cocoa products to Germany

Indonesia is a big supplier of semi-finished cocoa products, especially cocoa butter (Figure 5) and powder (Figure 9). The country is one of the top Asian suppliers to Germany. Unlike West African suppliers, Indonesia focuses more on processing than bean exports, and they use local and imported beans. Its strengths include scale, cost-efficiency, and growing private-sector investment in processing. Large multinationals are behind Indonesia's strong position in cocoa processing.

Indonesia has a lot of potential, also for export of semi-finished products. It has 11 factories that process these products, which can handle 739,250 tonnes every year. However, Indonesian cocoa sometimes has lower butter fat content, and deforestation worries are not good for its sustainability image in Germany.

Malaysia is a leading exporter of cocoa powder to Germany

Malaysia is one of the world’s top cocoa grinders and a consistent exporter of cocoa butter and powder. It is the top exporter of cocoa powder to Germany. Its cocoa industry is highly industrialised, with advanced processing and export capacity. But Malaysia produces very few beans in the country itself and needs imports from Africa and Indonesia. The country is strong in volume and cost-efficiency, but it does not have an 'origin story' or identity. This means its positioning in certified, premium, or traceable markets is limited. The Malaysian government has recently budgeted about 1.9 million euros to replant and recover cocoa farms, aiming to double yields in the future.

Source: EUROSTAT, 2025

Which companies are you competing with?

Germany is home to large cocoa companies like Cargill, Olam and Barry Callebaut, who are your biggest competitors. These big multinationals have their processing plants set up in countries of origin and compete for the cocoa. They also process on a large scale and are your main competitors for cocoa and chocolate products as a cocoa exporter. You also face competition from small and medium-sized local cocoa buyers and processors. In this section, we give a few examples of the competition you will face. They are companies supplying cocoa and cocoa products to the German market from the main supplying countries.

Large multinational companies

Large multinationals are expanding their grinding facilities in the countries of origin. Local governments of producing countries are also increasing or creating a support environment to increase local processing of cocoa. The initiatives are partly contributing to the higher share of cocoa products imported into Germany from cocoa origins. But they have an important impact on cocoa exporters and local chocolate companies in these producing regions.

For instance, in Côte d’Ivoire, the leading cocoa producer, export taxes are reduced on processed cocoa products for companies that expanded their facilities. Instead of a fixed rate of 14.6%, the export taxes on cocoa butter were brought down to 11%. Export tax for cocoa paste was also brought down to 13.2%, and that of cocoa powder to 9.6%. In Ghana, the second-largest producer, there is a special area called the Ghana Free Zones that has been assigned to processing companies. These companies get benefits if they export at least 70% of their products. They are also allowed to import raw materials and machinery without paying taxes. This makes it difficult for small and medium-sized local cocoa buyers and processors to compete with them.

Cargill is an example of a large multinational in Côte d’Ivoire. It has made its cocoa processing operations in Ivory Coast much bigger, by making a $100 million investment in its Yopougon facility. The company focuses on sustainability with its Cargill Cocoa Promise programme, which pays attention to traceability and farmer support.

Cargill says it is a sustainability-focused supplier. They say they focus on working with farmer cooperatives, digital traceability systems, and environmental stewardship. In the eyes of German buyers, this is in line with rising consumer demands for ethically produced and traceable chocolate.​ This is especially true for the organic, fairtrade, and premium segments.

Other multinationals that are well-known in producing countries are Olam, Barry Callebaut, ECOM Agroindustrial Corp and Touton S.A. Barry Callebaut has a strong presence in Ivory Coast, Ghana, Nigeria, Cameroon, Indonesia, Malaysia, and Brazil. They are involved with cocoa sourcing, processing, sustainability programmes (like Cocoa Horizons), bean grinding, and exporting cocoa. Olam Agri (formerly Olam International) is also well-known in Ghana, Côte d’Ivoire, Nigeria, Indonesia, and Cameroon. They are involved in cocoa bean trading, processing (via Olam Cocoa), and sustainability programmes like AtSource. Touton S.A. is active in Côte d’Ivoire, Ghana, Nigeria, and Cameroon and focuses on cocoa sourcing and trading, sustainability projects and value-chain services. ECOM Agroindustrial Corp operates in Ghana, Côte d’Ivoire, Nigeria, Indonesia, and Latin America. Their activities include cocoa sourcing, processing, and sustainable cocoa supply chains (sustainable management services).

These multinationals have a lot of resources and money, and are your strongest competitors. They can make better use of economies of scale, sustainability programmes, and direct farmer relationships. This makes it difficult for smaller companies to match their market positioning and access.

Small and medium-sized local cocoa buyers and processors

Although there is a lot of competition from large multinationals, you are also competing with local buyers and processors.

Fairafric is an example of a local chocolate company in Ghana that produces organic bean to bar chocolate entirely in Ghana. It produces premium certified organic, fairtrade, and vegan chocolate for export markets, especially for Germany. Fairafric also focuses on environmentally sustainable practices through its use of plastic-free packaging and solar energy for production. Fairafric has a mother company called Fairafric GmbH, based in Munich, which sells their chocolate in Germany.

In the German market, Fairafric positions itself as an ethical luxury brand. They make use of the strong demand for sustainability, transparency, and fairness in food supply chains. The company’s branding focuses on empowerment of cocoa farmers, local job creation, and ethical production. These are messages that resonate strongly with German consumers who are concerned about the origin and impact of the products they consume. Fairafric has been featured by German media outlets such as Der Spiegel and WirtschaftsWoche as a case study in equitable trade and sustainable African entrepreneurship.

Because they are in line with consumer values, this has helped Fairafric set up distribution in Germany through organic and fairtrade retailers, and also direct-to-consumer online platforms. Other examples of local competitors who sell on the German market are the cocoa processing company limited (Ghana), '57 Chocolate (Ghana), NEO Industry (Cameroon), Chocolates El Rey (Venezuela), Malagos Chocolate (Philippines), Golden Harvest Cocoa (Indonesia) and Guan Chong Berhad (Malaysia).

4. What are the prices for cocoa on the German market?

Cocoa prices on the German market are not different from prices on the EU market. The cocoa market has gone through big changes over the last five years, mostly because of supply problems and rising demand. The sharpest increase in prices happened in 2023 and 2024. These price changes are linked to both weather problems and supply issues in cocoa-producing countries. On 30 April 2025, the ICCO daily price was $8,392.56 per tonne. While this is lower than the peak in 2024, it is still much higher than normal.

Chocolate prices in Europe have also steadily been going up over the last five years. From 2023-2024, sharp price rises happened thanks to record-breaking cocoa prices and wider pressures because of inflation. These price rises are largely connected with the rising costs of cocoa.

In these conditions, the EU and consumers are also looking for more sustainable cocoa. This also makes prices rise. EUDR rules for example, which say that companies must prove that their cocoa is not linked to deforestation, may increase production costs. Ghana, an important cocoa producer, has said that meeting these sustainability requirements will mean extra costs that consumers should be prepared to pay for.

Sustainable cocoa products, like those certified by Fairtrade, come with additional costs. For example, Fairtrade-certified cocoa includes a fixed premium of $240 per metric tonne, and an extra $300 per metric tonne for organic certification. Rainforest Alliance also charges a minimum sustainability differential (SD) of $70 per metric tonne of cocoa beans. These premiums are paid to farmers to help them to implement sustainable practices and improve their livelihoods.

Most cocoa exporting companies do not publicly show detailed cost structures, but the information that is available gives insights into the typical expenses involved in cocoa export operations. These include raw material (cocoa beans) procurement cost, transportation and logistics costs, quality control and testing costs and operational and administrative costs. It may also include the cost of developmental activities, financing and debt servicing, marketing and various other costs.

For example, in Ghana, the Ghana Cocoa Board (COCOBOD) manages cocoa export revenues through a structured allocation system. Although the exact percentages can vary annually, Table 4 gives an approximate breakdown. These percentages will give you a general idea of how the cost structure could be for you if you want to export cocoa. COCOBOD often sells on FOB (Free on Board) terms. This means that the buyer takes ownership and responsibility for the cocoa once it is loaded onto the shipping vessel at the designated Ghanaian port. COCOBOD, as the seller, deals with all costs and logistics until the cocoa is loaded, including export clearance, inspection, and port handling fees.

Table 4: Approximate cost breakdown for exporting cocoa

Source: various sources

For chocolate companies, the cost structure is shown in Table 5. Stakeholder share of chocolate cost is also shown in Table 6.

Table 5: Chocolate costs distribution, from bean to retail

Source: various sources

Table 6: Share of the value of chocolate among various stakeholders

Source: World Economic Forum

Amonarmah Consults carried out this study in partnership with Molgo Research and Ethos Agriculture on behalf of CBI.

Please review our market information disclaimer.