Planejamento estratégico para comercialização de produtos da agricultura familiar

Abstract

The family farming enterprises are not recent in Brazil and come from day to day, gaining strength and recognition. As for the organic system of agricultural production, this appeared at the end of the nineteenth century, with strong movements against the use of chemicals in agriculture. Being a sustainable alternative in the market, the demand for products has grown over the years all over the world, and with this the number of family farmers dedicated to organic production also multiplies. In this sense, the present study aims to outline the strategic planning aimed at marketing the organic production of family farmers, for insertion and maintenance of their products in the market. For this, we selected the family farmers who are certified by audit, by the certifier IBD certifications LTDA, in the city of Ponta Grossa / PR, constituting a population of seven producers. The data were obtained through personal interviews, and the treatment of these was performed through descriptive statistics and interpretative analysis. In this way, it is possible to design the profile of the family farms studied, to understand the benefits and difficulties in obtaining organic production certification, to understand the productive process and to characterize the commercialization process of the enterprises. In addition, the strategies adopted to maintain the production and commercialization of the production of the family nucleus were analyzed, as well as to analyze the scenario in which they are inserted, within the consumption market of vegetables and fruits. From these results, it was possible to conclude that: the low level of schooling of the farmers does not interfere in the productive process, but it is still a difficulty in the process of management and planning of the enterprises; the certification of organic production, although it has demanded a careful and time-consuming process, is a differential for the commercialization; because of the low volume of workforce in the family, they devote a lot of time to production processes and little or no time to plan and manage the marketing processes; although there are policies and programs to encourage commercialization in family agriculture, there are still deficiencies in the productive processes, in the sense of expanding the supply of specific inputs for organic production, and training of labor; and, among the existing marketing channels, direct marketing to the final consumer is the one that generates greater and faster financial return, besides contributing to the dissemination of products through word of mouth communication.