Productive dynamics and sugarcane supplymanagement in a competitive environment: astudy of three sugar mills in Jalisco

Abstract

Objective: Analyze sugarcane supply strategies and identify supplier profiles in a region shared by three sugar mills in Jalisco, with the aim of proposing lines of action to strengthen supply sustainability in a competitive environment.

Design/methodology/approach: Surveys, statistical record analyses, and interviews were conducted to develop a typology of producers based on the dynamics of cultivated areas and to characterize the recruitment and retention strategies of sugar mills. To support the analysis, the Delphi and MICMAC methods were used to explore different scenarios. Based on the results, differentiated strategic actions were proposed.

Results: Four producer profiles were identified: social, stable, diversifying, and specializing. Sugar mills adopt different strategies: one focuses on general retention, another favors large-scale producers, and a third is based on personalized service as a value proposition. The prospective scenarios concur that sustainable productive intensification is the main strategic response to the reduction in sugarcane cultivation area and the growing competition from alternative crops. Within this framework, diversifying and specializing producers demonstrate greater potential to improve sector productivity due to their openness to innovation and favorable response to incentives.

Limitations on study/implications: The study is based on a convenience sample of 42 producers, which limits the generalizability of the findings to the broader supplier base. Additionally, limited participation from industry representatives and restricted access to internal information constrained a more in-depth comparison of supply strategies. Nonetheless, the results offer valuable insights for regions facing similar supply challenges.

Findings/conclusions: Current strategies lack effective guidance, making it difficult to adapt to the actual capacities of the productive base. A shift toward differentiated hiring and retention models is proposed, based on intensifying production, developing organizational and technical capacities, and establishing long-term relationships with sugar mills.