Enhancing farmers’ access to markets for certified products: A comparative analysis using a business model approach

Certified products are those differentiated on the basis of specific quality attributes that are certified under various schemes and standards. Participation in markets for certified products can represent a good income generation opportunity for small farmers in developing countries. However, to avail of this opportunity they would have to comply with voluntary quality and safety standards. Such compliance involves quality and safety assurance, brand complementation, product niche definition and shifts in the chain coordination. In brief, it means changing the way farmers are doing business.

The present study focuses on identifying business models (BM) and innovative institutional arrangements that enhance small farmers’ access and permanence in segmented markets, where they can obtain higher prices for differentiated products based on specific quality attributes. The certification schemes concerned in this study are organic certification; good agricultural practices certification; and geographical indications. The paper opens with a conceptual framework for carrying out a comparative analysis of a selection of case studies on certified products conducted by the FAO. This paper should give an idea to academic researchers and policy-makers on how a solid conceptual framework can be applied to specific case studies and help identify lessons learned and success factors at the farmer level, as well as at the level of other value chain actors and strategic partners. 

  Agribusiness development,     Food quality assurance and certification,     Linking farmers to markets
AGS main series:
  Agricultural Management, Marketing and Finance Working Documents
  Emmanuelle Le Courtois; Eva Gálvez-Nogales; Pilar Santacoloma; Florence Tartanac
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