Agriculture & Food Consulting

Challenge

A sustainability-focused organization wanted to develop a business plan and Go-to-Market strategy for its sustainable sugarcane standard in response to stagnant demand, declining credit prices, and gaps in sustainability policies and operational protocols.

The project required a comprehensive review of the organization’s certification standards, sustainability metrics, historical credit trading performance, and stakeholder alignment to identify improvements across environmental, social, and economic dimensions.

Solution

• Analyzed historical performance, market dynamics, and stakeholder input to identify the factors driving low demand and declining prices for sustainability-linked credits
• Reviewed proposed changes to the credit system, including regulatory considerations, reputational risks, sustainability performance, and ESG segmentation strategies, to better align the standard with buyer priorities and international benchmarks such as RSPO and the Rainforest Alliance.
• Validated key assumptions through targeted stakeholder engagement, including buyer willingness to pay for more differentiated sustainability claims and the scalability of proposed changes.
• Developed future scenarios and financial models to assess the commercial viability of credit innovations and their ability to support sustainable procurement.
• Designed a Go-to-Market strategy and implementation plan to enhance credit visibility and strengthen the credibility of sustainability claims in line with global sustainability frameworks.

Results

The project delivered a strategic plan that reshaped the client’s sustainability-linked credit offering and clarified the root causes of stagnant demand and gaps in sustainability policies and operational protocols.

With these insights, the client was able to strengthen its market positioning, expand buyer engagement, and optimize its trading strategy by prioritizing high-impact actions based on risk and performance.

Challenge

A client sought to understand the local and global market fundamentals and long-term outlook for macaúba products and coproducts, including demand trends, competitive positioning, supply dynamics, and price trajectories through 2050.

The client also required a detailed assessment of key macaúba outputs—including pulp oil, kernel oil, pulp and kernel meal, and fiber-based biochar—with a focus on both domestic applications and export potential.

Solution

• Conducted comprehensive market research to assess the fundamentals and long-term outlook for macaúba products and coproducts.
• Analyzed pulp and kernel oil markets, with a focus on end-use applications, domestic market dynamics, and export opportunities.
• Evaluated coproduct markets, including pulp and kernel meal for animal feed and fiber for charcoal and biochar applications, to determine market potential and viable use cases.
• Estimated market prices for all products and coproducts based on product characteristics and comparable benchmarks, including the feasibility of exports to the EU with potential ETS carbon premiums, while accounting for logistics costs such as transportation, port fees, and freight.
• Assessed the competitive landscape and key market participants to provide a complete view of market structure and positioning.

Results

The client received a detailed market assessment that clarified the supply chain and value drivers of macaúba products and coproducts. With these insights, the client gained a clear understanding of market uses, pricing, and relative value, enabling the identification of the most attractive opportunities across product and coproduct streams.

The analysis provided a robust foundation for strategic decision-making, reducing risk and strengthening the client’s ability to prioritize high-impact market opportunities.