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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

Heading towards sustainable cacao agribusiness system (a

case study in North Luwu, South Sulawesi, Indonesia)

A Nugraha1, M A Heryanto1, E Wulandari1, P Pardian1

1
Department of Agricultural Social Economics, Faculty of Agriculture, Universitas
Padjadjaran, Indonesia

E-mail: adi.nugraha@unpad.ac.id

Abstract. Cacao is one of the most potential estate crops in Indonesia, which are traded
worldwide. At one hand, many efforts were conducted to improve its performance in terms of
production, productivity, value added, and competitiveness. On the other hand, those efforts
somehow pose threats to long term sustainability, environmentally and socio-economically.
This study was aimed to reveal the complexity of the pathway towards sustainable cacao
development in North Luwu, South Sulawesi, by providing a generic map of causal effect
between elements that has role in North Luwu’s cacao agribusiness system. The study was a
qualitative study, relying on the depth of information gained through in-depth interviews with
key actors, observations and document analysis. Information were then analyzed by using
system thinking approach, which then illustrated in a causal loop diagram to show the
dynamics in the system. The result shows that in practice, cacao agribusiness system is very
complex due to the interrelatedness of technical aspects, social aspects, environmental aspects
and economic aspects. The synchronization of all those aspects are very important in order to
reach sustainability in cacao agribusiness system.
Keywords: System thinking, sustainability, cacao, agriculture development

1. Introduction
Cacao is the world's third most important agricultural export commodity and the second most
important cash crop in the tropics [1,2]. This is due to the high global demand of cacao which has
grown steeply over the last 15 years [3]. As other agricultural products, the growth of global demand
for cacao was mainly due to population and economic growth in Asian and African countries [4]. The
ever-growing demand for cacao was responded in the form of production increasing efforts in cacao
producing countries, which were done in form of land-expansion and farm intensification [5–7]. The
world cacao market distinguishes between two broad categories of cacao beans. Fine flavor cacao
beans represent 5%–10% of the total world market and can be sold for a premium because of their
outstanding characteristics [2,8]. International demand for fine flavor cacao outweighs supplies,
creating a potential attractive niche for its chain development at the national level, if certain additional
incentives such as a price premium are appropriately distributed to all actors along the chain [1].
This situation was also responded by Indonesia, which has been the world's third largest cacao
producer over the past twenty years producing 659,776 tons in 2017. Indonesia’s effort in maintaining

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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

its production came not only from the government, but also private sectors including multi-national
companies, non-governmental organizations, and the farmers themselves. These efforts are not only
aimed to maintain Indonesia’s position as one of the world’s leading cacao producers, but also to the
fact that Cacao is the main source of income and livelihood for around one million farm households.
Most of Indonesian cacao is aimed to be exported to various countries such as Malaysia, America,
Germany, China, Netherlands, Spain, India, Australia, Philippines, Thailand and other countries. In
the ASEAN Economic Community, various development strategies need to be improved especially for
cacao commodity trade including production system covering economies of scale, technology
application, quality standard and processing. The general strategy of Indonesian agricultural
development is to achieve the goals, vision, mission and objectives, and implementing the government
agenda known as “Tujuh Gema Revitalisasi” (the seven revitalization programs). The revitalization
includes land revitalization, hatcheries, infrastructure and facilities, human resources, farmers’
financing, farmers’ institutions and revitalization of downstream technology and industries. The
revitalization aims to increase the production, productivity and quality of plantation crops through
rehabilitation, intensification, expansion and diversification supported by the provision of high-quality
seeds, production facilities, plantation protection and optimal handling of business interruptions.
Increased cacao production has been achieved largely through expanding the area under
cultivation, rather than through improved management, inputs or intensification [6]. However, this
kind of development requires strong capital to be sustainably maintained. Unfortunately, in Sulawesi,
over half of cacao producers are smallholder farmers, contributing around 60-71% of total national
production [9], which makes them restricted in some ways to fulfil those requirements. These
requirements are not accessible to all degree of farmers since it requires strong financial capital in
order to initiate, develop, and maintain the farm. As Wulandari [10] pointed that farmers access to
finance is one of the most important factors that determine the performance of the farm. Aside of that,
sectoral constraints include a lack of adequate grades and standards throughout the marketing chain,
difficulties in accessing basic and extension services, inefficient articulation among authorities and
support organizations with productive actors, aging trees with low productivity and resistance to
disease and pests [1,11]
North Luwu is one of the main production areas in South Sulawesi, which is the top cacao
producing province in Indonesia. Most of North Luwu’s households own or/and involved in cacao
agribusiness ranging from on-farm to off-farm activities. Developing a sustainable cacao agribusiness
system in North Luwu will be able to secure the long-term benefits of the farmers, and also securing
Indonesia’s cacao production in the future. However, cacao agribusiness system forms a complex
constellation. Every subsystem in cacao agribusiness system has its own complexity which are
intertwining among each other forming the complex system. Thus, the purpose of this study is to
provide a representable generic map of the system, so that we can identify what elements need to be
prioritized in developing North Luwu cacao. Identification of linkages and relationships among
elements in the cacao agribusiness system in North Luwu District will act as the basis for its
development.

2. Methods
This study is a qualitative study, which employs case study in analysing the data. General overview on
how the history shaped the current situation of the cacao agribusiness system in North Luwu was
described briefly by using document analysis technique. In-depth interview was applied to gain
primary data, especially on how the related key actors in the field experienced the current phenomena
in their own perspective. The combination between this macro and micro data is expected to be able to
provide a wholistic illustration of how the system works so far.
System thinking was used in identifying the connection between elements (identified by historical
and phenomenology approaches) in North Luwu’s cacao agribusiness system. These connections will
generate a map of elements and its cause and effect linkages in a form of Causal Loop Diagram
(CLD). System dynamic approach uses mental data base, written data base and numerical data base

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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

[12]. Mental data base, literature and numerical data observed and collected to be processed in a
system dynamic model. Forrester [13] identified qualitative data as main source of information in
modelling process.
3. Results and Discussion
Locally, cacao is one of the most contributing crops to North Luwu population’s economy. Based on
the primary and secondary data analysis, cacao is indeed one of the primary estate commodities that
plays an important role in North Luwu’s development and is economically feasible and culturally
compatible with the society. In other words, this condition made the cacao suitable to be a base
commodity for agropolitan cluster development in North Luwu. The farmers who own cacao plant
with 3-20 years old plant age are the most productive and have the most balanced cashflow which
leads to good rate of income. The cashflow of those farmers will be better than those of farmers whose
crops are still in the growing or immature phase. Technically the variable costs for production
facilities (fertilizers, pesticides, and labor) in cacao plants both unproductive crops (growing periods)
and productive crops (5-20 years) are relatively similar. The cost difference incurred is due to the
increase in production and labor inputs in the medium term (5 years) up to the long term (10-15 years).
The cashflow at the farm level shows how that cacao has a big role for the economy of the people
of North Luwu. Production cycle that continues to spin is a tangible manifestation of economic wheel
rotation, this cycle is a positive feedback that became a generator of economic growth for cacao
farmers. The decreasing trend of cacao plantation area could be offset by the increase of cacao
productivity at the farmer level, so that the decrease of the land area will not affect the overall cacao
production in North Luwu regency. The allocation of land between cacao crops and oil palm crops
becomes an obstacle to the expansion of cacao cultivation land, rather than increasing the area of
cacao land, the extent of cacao land is eroded by oil palm cultivation that began to be cultivated by
former cacao farmers.
As for cacao productivity in each region, the secondary data collected from North Luwu Central
Bureau of Statistics shows that Malangke area is the most productive area with 0.97 ton per Ha, which
is followed by Mapedeceng (0.77 ton/ha) and west Malangke (0.76 ton/ha). Estate crops as processed
products requires the existence of a commodity market that is able to absorb raw or semi-processed
products into a ready-to-consume products. Cacao as a processed product that has a long processing
chain from the plantation to the consumer is a separate complexity that must be properly managed.
Several multinational companies engaged in cacao commodities are present in North Luwu
Regency, among them are Mars, Olam and Cargil with business’s networks spread all over the world.
Enterprise efficiency for the company is one of the key indicators to obtain profit maximization. The
production cycle of a company that forms positive feedback is the demand from the industry on cacao
beans. High-tech investment cost requires continuous supply and quality of raw materials for
processing plants to reach optimum usage levels. It requires a good communication and relationship
between the company and the farmers to achieve the optimal level of efficiency related with the
amount of cacao raw material needs and quality specifications of cacao required by the company. The
gap between the needs of the company both quantity and quality will affect both sides. For farmers,
they will have difficulty selling cacao beans because they do not conform to the company's
specifications, as for the company, is a low efficiency level because the amount of cacao processed is
below the processing machine capacity.
A good relationship between the company and its supplier of raw materials in this case is
manifested in form a solid supply chain. The flow of products (raw materials), the flow of money
(payments) and the flow of information that is well integrated create a conducive climate for the
activities of mutually beneficial agroindustry, so that business sustainability can be maintained in the
long term. The interrelationship between elements related to cacao agribusiness system in North Luwu
is presented in Figure 1.

3
Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

Diag ram
Loop
Causal
Agribusiness
Cacao
Luwu’s
North
1.
Figure

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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

North Luwu’s Cacao Agribusiness System

In practice, a sustainable supply chain is very complex due to the interrelatedness of technical aspects,
social aspects and economic aspects. From the technical perspective, integrating the farm with the
factory can be done by synchronizing the need of raw material of cacao factory with the farmer's
production. The fulfillment of raw material demands can be initiated with the requirement of raw
needs that is downgraded to the amount of cacao requirement within a certain time period, so that the
needs of cacao plant so that the supply can meet the needs of the factory. After knowing how many
plants or cacao trees are needed to meet the factory supply, the next step is to map the existing
productive cacao trees to be considered in planning so that there is no shortage or excess of cacao bean
raw materials.
Based on our observation, North Luwu’s cacao agribusiness system was affected by three domain
subsystems: 1) Farmers’ Production Cycle; 2) Company’s Production Cycle; and 3) Community
Participation. These three subsystems are interrelated, shaping and being shaped by each other to some
extent. Each subsystem consists of its own elements which are also interrelated, forming a system of
their own.

1) Farmers’ Production Cycle

Cacao planting through smallholder plantations involving farming communities in Luwu Utara
District since the beginning of planning is one form of an effort to integrate a sustainable cacao agro-
industry system. Currently, farmers are only involved at the time of planting and cultivation, without
being involved in planning, especially in the development of cacao processing agroindustry. The trend
of demand for processed cacao or semi-finished cacao which is the raw material for the food industry
in the country and overseas needs to be well responded by the stakeholders ranging from actors
(farmers and processing industries), government and supporting institutions such as finance
institutions, colleges and non-governmental organizations.
The existence of smallholder plantations as SME (Small Medium Enterprise) and community
engagement is expected to be sustained through a sustainable pattern, through an efficient and
equitable supply chain mechanism as mandated by Plantation Law No. 39 of 2014. Similarly, the high
market demand for processed cacao products is expected to be well utilized by indigenous
entrepreneurs as a counterweight in the market structure of cacao commodities in order not to lead to
monopsony competition. The pattern of social business can be an alternative developed considering
the high demand for processed cacao products both in domestic and foreign markets.
Most of cacao farmers in North Luwu used traditional agricultural system, which is characterized
by minimal use of agricultural production facilities such as superior seeds, natural and artificial
fertilizers, natural and chemical pesticides, and labor allocation. The limited understanding and
awareness of farmers in the use of superior seeds, fertilizers in accordance with the needs and the use
of environmentally and friendly pesticides affects low productivity. In addition, the limited capital of
farmers to invest in cacao gardens and limited farmers' access to finance and agro-input facilities also
contributes to the ineffectiveness of the use of agricultural inputs.
Cacao farmers generally faced problems in the field of cultivation, especially pest control and plant
diseases, such as cacao fruit borer, fruit rot (phytophtora palmivora) and vascular streak die back.
Beginning in the late 1990s, smallholder cacao producers in Sulawesi began to experience widespread
pest and pathogen loose [14].This is due to the lack of understanding and awareness of farmers
regarding the procedures for controlling pests and diseases caused by the limited access to information
and knowledge. In addition, the capital problem becomes one of limiting implementation of good
agricultural practices using the concept of sustainability at the level of small farmers.
Harvesting of ripe fruit, sorting, fermenting, drying, grading and good packaging affect the quality
of cacao beans. However, cacao farmers in general have not done any activities outside of harvesting
due to limited processing capabilities which includes technologies and knowledge at the farm level. In
general, Indonesian cacao beans do not have high quality of bean seeds leading to the application of

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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

discount price of 50 USD per ton automatically. This limits the potential for price increases, which
ultimately impacts the selling price at the farm level.
The Indonesian government has conducted various programs to increase farmers' income through
increasing value added of cacao beans products. For instance, the government has provided facilities
for downstream processing equipment and machinery at the farm level. However, the program has not
been effective yet since only a few locations were independently capable of running the processing
business. Products of plantation commodities including cacao are traditionally traded applying long
marketing chains. Problem exists when big companies with strong capital and network strength
dominate the cacao market, thus the companies decide absolute pricing. Moreover, such development
programs will not bring sustainability without proper management since it will create dependency,
which will degrade farmers’ resiliency in a long-term period.
Cacao business is highly dependent to the market, which somehow restricts the value added
through the system of price in the global level. Farmers need more profit to sustain and further develop
their cacao farm, but the cacao price is limited by the world’s market and further restricted with long
marketing chain starting from collectors to big processing companies, who all have to make their own
profit too. This is to say that the farmers’ production cycle cannot simply be developed endogenously
without proper management and price negotiation with the buyer.
Collectors are one of the market channels selected by cacao farmers to sell cacao yields. There are
collectors who come directly to the farmers. There are also traders who have kiosks in traditional
markets so that farmers come to sell dried cacao beans to the kiosks. These collectors buy cacao from
farmers and then sell it back to other collector or company (PT Olam Indonesia). Nowadays, the
number of collectors has decreased compared to the condition in 5 years ago. This is due to the
involvement of private companies such as PT. Mars and Olam who make direct purchases to farmers.
The cacao farmers chose the collectors is due to the perception of the price offered by the collectors is
higher and the ease in the transactions made. Similarly, when the farmer decided to sell to a collector
in the local market where the sale was in cash for any amount, even only for 1 or 2 kg. The collectors
who have a kiosk in the market make any purchase in any amount due to the lack of cacao beans (only
about 200 Kg per day when peak harvest). Of 5 collectors owning kiosks in the local market, only 1
collector purchased cacao beans directly to the farmers by first lending system for fertilizer and
pesticide needs. Unlike the collectors who still get enough cacao beans (around 500 kg per day at peak
cultivation) for coming directly to farmers in their farms or homes.
The higher local collector is a larger gathering merchant with a large cacao warehouse. About 15
years ago, there were a lot of local collectors. The local collectors send dried cacao beans all the way
to Makasar, some directly sell to private companies such as PT Olam Indonesia and some sell to
dealers in Makassar. When private companies such as PT. Mars and Olam involve the production
centers of North Luwu, the existence of local collectors in North Luwu is getting smaller. Currently,
the existence of local collectors that sends cacao beans directly to Makasar is less than 10 people. This
local collector buys cacao not only directly from farmers, but also from smaller collectors. The local
collectors still have enough cacao beans. During harvest season, the local collectors can accommodate
dry cacao beans up to 7-10 ton per day. The local collectors also sell cacao beans to PT Olam
Indonesia in Masamba, North Luwu, in which some were not sold in Makassar.
There are three market destinations for cacao farmers in North Luwu, i.e. private companies
(through corporate agents), collecting traders (collectors and traders in traditional markets), and local
collector. Companies currently buying cacao beans from farmers and other market channels in North
Luwu are PT Mars Indonesia (Mars Inc.) and PT Olam Indonesia. Companies have their own
production cycle in order to run their business.

2) Company’s Production Cycle

More and more processing industries domiciled in Luwu Utara and surrounding areas are expected to
improve the economy of the community through cacao cultivation. The large number of processing
industries is expected to change the market structure which tends to lead to the monopsony market by

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IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

multinational companies to become more oligopsony with the many processing industries that buy
cacao beans from farmers. The number of processing companies that buy cacao from farmers provides
space for farmers or smallholders to negotiate favorable prices for farmers and processing industries.
PT Mars Indonesia received fresh cacao beans through agents dispersed in the villages. The agent
is usually a farmer and the manager of the cacao farmers’ group. The number of agents of PT Mars
Indonesia in North Luwu District is approximately 25 agents including 5 agents in Sabbang Sub-
district. When cacao farmers sell in form of fresh cacao beans (cacao beans that still have fruit flesh),
then they will sell the cacao to PT Mars Indonesia. For this condition, post-harvest handling is
sufficient only on peeling cacao fruit and packing into plastic bags provided by PT Mars Indonesia
through its agents. The price was determined per kg based on quality of the cacao beans. The price
determination can be in accordance with the daily price listed at that time (usually installed in the price
plank). The price can be increased or decreased due to the quality and the appropriate water content.
This pricing was determined by PT Mars Indonesia, in which they claimed that the price was in
accordance with the development of world cacao price. Under these conditions, farmers had not been
able to determine the price in accordance with their wishes, but they were encouraged to do good post-
harvest handling for a higher price or to get an incentive based on the quality of fresh cacao beans.
By contrast, cacao beans that were sold to PT Olam Indonesia should be dried. PT Olam Indonesia
needs dry cacao beans to be blended for market demand. PT Olam Indonesia buys dried cacao beans
whether fermented or non-fermented. The price does not differ between the two treatments. The
difference in dry cacao beans price exists when the cacao farmers have certified cacao farms. PT Olam
Indonesia provides incentives for farmers who have certified their cacao farms.

3) Community Participation
In practice, sustainable supply chain networks are very complex due to the interrelatedness of
technical aspects, social aspects and economic aspects. From the technical perspective, integrating the
farm with the factory can be done by synchronizing the need of raw material of cacao factory with the
farmer's production. The fulfillment of raw material demands can be initiated with the requirement of
raw needs that is downgraded to the amount of cacao requirement within a certain period, so that the
needs of cacao plant so that the supply can meet the needs of the factory. After knowing how many
plants or cacao trees are needed to meet the factory supply, the next step is to map the existing
productive cacao trees to be considered in planning so that there will be no shortage or excess of cacao
beans.
Cacao planting through smallholder plantations involving farming communities in Luwu Utara
District since the beginning of planning is one form of an effort to integrate a sustainable cacao agro-
industry system. Currently, farmers are only involved at the time of planting and cultivation, without
being involved in planning, especially in the development of cacao processing agroindustry. The trend
of demand for processed cacao or semi-finished cacao which is the raw material for the food industry
in the country and overseas needs to be well responded by the stakeholders ranging from actors
(farmers and processing industries), government and supporting institutions such as finance
institutions, academicians and non-governmental organizations.
Community involvement in cacao agro-industry is a bridge for the processing industry cycle and
the farmers' production cycle so that both can work well. Community involvement is a form of
equitable value-added equity among supply chain actors to be distributed based on their function and
role in the cacao agro-industry process. Farmers play a role in producing raw materials and processing
industries play a role of processing cacao from raw materials into semi-finished products.
Supporting institutions such as farmers’ groups or cooperatives are still not strongly
institutionalized, leading to less role in terms of progress to be achieved. Therefore, the problem of
fertilizer availability, pricing and the application of technology cannot be solved collectively, and
efforts to build business partnership. Institutional strengthening is expected can motivate farmers not
only in increasing production, productivity and crop quality, but also in off-farm value enhancement
through collective processing and increasing bargaining position in the price negotiation. In terms of

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Conference on Sustainability Science 2018 IOP Publishing
IOP Conf. Series: Earth and Environmental Science 306 (2019) 012035 doi:10.1088/1755-1315/306/1/012035

institutional strengthening, the role of the government is expected especially in the role of field
extension officer and district facilitator. One institutional model that can be developed is the
community economic institute that has been developed by the government of Southeast Sulawesi
Province in 2009 and adopted by the Ministry of Agriculture to be a role model of institutional rural
communities throughout Indonesia.

Conclusions
It’s undeniable that Cocca in North Luwu is the priority commodity, which should have been the
backbone of North Luwu’s development. As ancient Chinese proverb said: “Regulating agriculture is
the most important thing in governing people and serving heaven”, the improvement of an area,
especially rural area is then inseparable from developing its agriculture. A well-performed
agribusiness system can provide positive impacts and multiplier effects to development in a larger
perspective. Understanding and revealing the complexities that underlie cacao’s agribusiness system is
just one step, but it is a step towards reaching desired development goals.
The study shows that every subsystem in the cacao agribusiness system is intertwined and
interrelated to each other, thus, every development plan must be holistic and take the closest, if not
every subsystem into account. High productivity does not always bring more fortune to the farmers,
over supply will hamper the price, which in the end, limits the farmers’ income. At one hand,
production level depends on farmers as main actors, who are facing various dilemmas ranging from
internal issues (capability, capital, knowledge, motivation) to external factors (price, market,
infrastructures, information, environment), which are both restricting and allowing farmers to exercise
their agency in deciding which farming style that suits them best. Company on the other hand, needs
continuous supply of standardized quality cacao to maintain their business. Productivity improvement
effort will not bring any big impact to farmers if not supported and related to the marketing system and
sustainability aspects. Several previous studies [6,15,16] related the cacao to deforestation, suggesting
that production improvement should not be carried out through land expansion since it will threatens
the forest area, they argued that it should be more focused on intensification efforts. However,
intensification efforts usually include high chemical inputs usage, which is not sustainable to the
environment either, threatening future sustainability.
This study has suggested that North Luwu’s cacao development should be heavily related to
community development programs. A well-developed cacao farmers’ community can strengthen their
capacity in carrying out collective actions in terms of farm managements, value adding activities, and
marketing process. The role of farmers’ institutions is then, will be a very crucial aspect to the
sustainability of North Luwu’s cacao agribusiness system. Enhancing their capabilities will give direct
and indirect positive impacts to the whole system in a long-term period, further improving their
resilience and overall performance.

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