Potash prices head for 20 pct drop after cartel disintegrates – by Ron Bousso (Reuters U.S. – September 6, 2013)

http://www.reuters.com/

LONDON, Sept 5 (Reuters) – Potash prices are poised to drop some 20 percent after the surprise breakup of the world’s largest producer cartel sent buyers and sellers scrambling to establish new valuations, traders said.

Global trade in the material – one of three nutrients vital for agriculture – remains largely on ice after Russia’s Uralkali in July quit the partnership Belarusian Potash Co (BPC), which together with a rival North American cartel controlled some 70 percent of the market.

Belarus’ retaliatory arrest of Uralkali’s chief executive Vladislav Baumgertner in Minsk last week further highlighted the deep rift between the Russian and Belarusian producers.

“As a cartel, producers were able to cut supplies in order to control prices. As competitors, producers will reduce prices rapidly to gain business,” an industry source said.

BPC co-founder Belaruskali appears to be particularly keen to secure new supply deals after the split left it with limited global trading infrastructure, which had been dominated by its Russian partner, traders and industry sources said.

“Many BPC staff have moved over to Uralkali, which also has much more marketing experience through UKT (Uralkali Trading). Belaruskali will have to work hard to build its relationships with customers and find trading partners,” said Paul Burnside, analyst at CRU International.

According to industry sources, Belaruskali has offered India a new supply contract for the second half of this year at $360 a tonne cost and freight (cfr), down $67 a tonne from H1 2013 contract prices.

Such an accord would force rival producers to lower prices not only in India, but also in other markets, including China, which traditionally sets the lowest potash prices in the market.

Indian industry officials said suppliers have agreed to cut prices for Indian buyers on existing contracts, although the size of the discount still needs to be agreed.

In the first tangible outcome of the collapse of tightly controlled market discipline, spot prices in Brazil have plummeted to $370 a tonne for granular potash, a more expensive grade, from around $450 a tonne in early July.

Belaruskali and Germany’s K+S Kali have sold cargoes at $370 a tonne, industry sources said.

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