A conversation with Camilo Galvis, Director and Bartering Manager at XTS Commodities 

The rich volcanic soils of Colombia have long made the country synonymous with great coffee. But the true driver of the majority of Colombia’s exceptional coffee exports is small growers. Bringing their beans to market requires overcoming significant hurdles, from securing effective financing to solving the complex logistics of transporting the crop across the country’s mountain ranges, valleys, and lowlands. We sat down with XTS Commodities’ Camilo Galvis to learn how the firm helps local cooperatives of small growers reach their true potential. 

Q1: Tell us about your background. 

Camilo: Over the past sixteen years, I’ve been involved in nearly every aspect of coffee operations, from quality analysis to supply chain management and trading. My expertise is improving agricultural productivity, while maintaining quality standards. It’s given me the chance to build strong relationships with coffee-growing communities and truly understand their needs. 

Q2: How do you help these small growers improve productivity?

Camilo: As you may know, Colombia has a rich tradition of small growers forming coffee cooperatives to leverage the advantages of scale. I’ve seen firsthand how cooperatives struggle every day to make the most of their land. Today, we work with over thirty cooperatives to identify and solve specific challenges, such as financial issues, infrastructure constraints, limited equipment, and inconsistent quality control, just to name a few. When we provide working capital, the right technical expertise and logistics support, we see immediate improvements in productivity and quality. 

Q3: What are the main operational challenges growers face to meet the demands of the international market?

Camilo: While there are many, we’re particularly focused on solving two challenges for modern farmers. The first is helping farmers secure essential inputs, like fertilizer. Colombia’s diverse microclimates and challenging topography require the technical expertise to know which fertilizers will be most effective, at which amounts, and when in the growth cycle. XTS Commodities sources fertilizers at efficient rates. Then our partners at Evoagro, a solutions integrator for the agricultural supply chain, educate farmers on-site about which product is best for their land, growth stage, and volume. 

Q4: What’s the second big challenge? 

Camilo: The second big challenge is helping farmers maintain high product quality, while improving productivity. Ultimately, it’s the only way to maximize their potential, and yet these farmers often operate below their potential due to working capital constraints. We’re changing that at the cooperative level. We partner with cooperatives to help them modernize by implementing an innovative barter system that improves cash flow and allows them to upgrade their operational systems, secure fertilizer at manageable rates, and make the coffee payments they need. When cooperatives are able to operate sustainably, the impact flows through to the individual farmers. [Hyperlink to Mario Q&A] 

Q5: What is the barter system and how does it work? 

Camilo: The barter system helps farmers maintain healthy cash flows throughout the growing season by providing essential inputs through a flexible payment structure. Take fertilizer, for example. Rather than requiring upfront payment, we provide fertilizer to cooperatives in exchange for a commitment on future coffee deliveries. Farmers then deliver the pre-agreed amount of crop as payment, and we connect them to our extensive trading network. This provides the export channels and domestic distribution to help them maximize value for their crop. This solves one of their biggest challenges, access to inputs, while creating a sustainable trade cycle. 

Q6: What innovations do you see powering growth in Colombia’s coffee sector? 

Camilo: From a technical perspective, we’re seeing meaningful innovations in sustainability and quality control, such as rust-resistant plant varieties and pre-fermentation sorting. Scaling these practices with the appropriate technology could help Colombia strengthen its position in premium markets. Innovation requires both expertise and capital, and we’re uniquely positioned to support this evolution because we understand both the operational and financial requirements. Our goal is to help cooperatives build robust, sustainable businesses that can compete effectively in global markets while supporting their farmers.