Transforming a Brazilian Agriculture Company: Cutting Operating Costs by 50% and Boosting Profitability through Countertrade

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Background
Our client is a mid-sized Brazilian agriculture company specializing in the production of various grain crops, including soybeans and corn. The company exports its products to different markets worldwide, targeting food manufacturers, livestock feed producers, and other agribusinesses. In recent years, the company faced escalating operating costs due to unpredictable global commodity prices, rising labor costs, and the need to invest in advanced agricultural technologies.
Problem
The client’s rising operating costs significantly impacted its profitability, hindering its growth and ability to expand to new markets. The company sought our expertise in countertrade to implement mechanisms that would reduce operating costs, optimize underperforming activities, and establish new revenue streams, ultimately aiming to transform the business and boost profitability.
COUNTERTRADE SOLUTIONS
SOLUTION 
We worked closely with the client to analyze their unique challenges and implement the following countertrade mechanisms:
Solution #1
Counter-Purchase: We identified and facilitated agreements with suppliers and buyers, allowing our client to purchase essential goods and services at lower prices in exchange for their products. This resulted in cost savings on inputs and resources necessary for the client’s operations.
Solution #2
Offsets (Direct and Indirect): We assisted the client in establishing offset agreements with suppliers and buyers in various countries. The agreements stipulated that a percentage of the client’s exports would be reinvested in the importing countries’ economies. This led to cost reductions, improved market access, and strengthened relationships with trading partners.
Solution #3
Tolling: We advised the client to enter into tolling agreements with processing facilities in countries with lower production costs. This allowed the client to reduce costs by utilizing the facilities of other companies to process and package their products for export.
Solution #4
Joint Ventures (JVs): We facilitated the formation of JVs with companies in complementary industries, enabling the client to access new technologies, share resources, and diversify their product offerings.
Implementation
Our team worked closely with the client’s management to coordinate the implementation of the selected countertrade mechanisms. This involved identifying suitable partners for counter-purchase and offset agreements, negotiating terms, and ensuring compliance with local regulations. We also provided guidance in forming joint ventures, including the selection of appropriate partners, the negotiation of terms, and the establishment of shared governance structures.
Result
RESULT
The implementation of the countertrade mechanisms led to the following measurable results:
  1. A 50% reduction in operating costs, driven by savings from counter-purchase agreements, offsets, and tolling arrangements.
  2. A 30% increase in sales revenue, attributable to improved market access, new distribution channels, and diversified product offerings.
  3. Expansion into 20 new international markets within 60 days, achieved through JVs and strategic partnerships.
  4. Establishment of three new joint ventures, providing access to new technologies and enhancing the client’s competitive advantage.
CONCLUSION
Through the successful implementation of multiple countertrade mechanisms, we helped our Brazilian agriculture client transform its business by significantly reducing operating costs, increasing sales revenue, and expanding into new markets. This case study demonstrates the potential of countertrade to address complex business challenges and deliver tangible, measurable results for companies operating in highly competitive industries.
What YOU CAN DO TO
ACHIEVE SIMILAR RESULTS
If you are facing similar challenges as the Brazilian agriculture company in this case study, there are several things you can do to achieve similar results. These include:
  1. Identifying areas in your business where operating costs can be reduced.
  2. Analyzing your supply chain to identify potential partners for counter-purchase and offset agreements.
  3. Researching and selecting appropriate tolling partners to reduce costs.
  4. Establishing JVs with complementary companies to gain access to new technologies, resources, and expertise.
  5. Seeking expert guidance to navigate the legal and financial complexities of countertrade agreements.
HOW WE CAN HELP YOU
ACHIEVE SIMILAR RESULTS
Our team of experts has extensive experience in implementing countertrade solutions for businesses across various industries. We can assist you in identifying and implementing suitable countertrade mechanisms tailored to your unique needs and challenges. We offer the following services:
  1. Conducting a comprehensive analysis of your business operations and identifying areas where countertrade can deliver tangible results.
  2. Identifying suitable partners for counter-purchase, offset, tolling, and JV agreements.
  3. Negotiating terms and finalizing agreements while ensuring legal compliance.
  4. Providing ongoing support and monitoring to ensure optimal implementation and results.
CASE STUDY SUMMARY
This case study demonstrates how countertrade mechanisms can transform struggling businesses into highly profitable enterprises. By implementing a range of countertrade solutions, the client in this case study significantly reduced operating costs, expanded into new markets, and increased profitability. Our expertise in countertrade enabled us to identify suitable partners, negotiate favorable terms, and ensure compliance, delivering measurable results for the client.
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