BCTGA chairman Mike Craig said a "challenging marketplace" with "a lot of trees around from the continent this year likely to be heading towards these shores" will mean more lower grade trees in the UK.
However he said that most garden centres are sticking with their suppliers and retail prices. But he warned sellers from laybys will be able to source cheaper imports at lower grades.
He said wholesale prices were down 5-10 per cent to £17-£21 from £22-£23 at their peak for a 6ft Nordman.
Craig added: "There will be market segmentation. There will be cheaper trees available but they will be cheaper for a reason."
Delivery of potted Christmas trees began last week. That market is stable, said grower Charlie Hood, of Taysick Forestry.
See more in Horticulture Week 30 October.