Added Value: A Cost-Effective Solution for the Colombian Agricultural Sector

Ibagué, Tolima. April 29, 2026. In general, Colombian farmers have prioritized the commercialization of fresh produce from their harvests or other short-shelf-life raw materials, where the risk of losses increases when rapid commercialization is not achieved. A high percentage of primary agricultural production bypasses the processing stage, which instead has been developed by other national and international stakeholders who add value to it. As a result, producers and farmers who contribute to the country’s food security do not participate in these profits.

The Warm Valley of the Alto Magdalena region, which includes the flatlands surrounding this river between Honda and Mariquita in the department of Tolima and Campoalegre in Huila, was once a major producer of crops such as tobacco, soybean, peanut, sesame, grain sorghum, cotton, corn, and rice. Today, only corn and rice are struggling to survive, but with discouraging prospects due to low market prices that fail to provide farmers with the profitability required to sustain production.

The question raised by some agricultural producers in the Warm Valley is: Which crop should be cultivated in this region to enable farmers to earn a dignified living? The answer is not as simple as the question itself. There are many possible crops, but competing with international markets—sometimes supported by subsidies—is not easy with the species currently known and available. This situation will continue as long as the current import policies regulating the sector remain in place.

In this context, alternatives such as those being implemented by AGROSAVIA’s Nataima Research Center for cacao processing are emerging, especially given the decline in cacao bean prices. The initiative proposes and develops comprehensive transformation processes to add value to all cacao-derived products (beans, pulp, husk, among others), implementing small-scale methodologies that are particularly suitable for producer associations and even independent farmers interested in innovation. These initiatives generate employment throughout the production process and create new sources of income for both producers and those employed in these activities.

When primary producers ask themselves, “How can I add value to my product?”, the answers may vary widely. To mention just a few, we consulted researchers from AGROSAVIA at the Nataima Research Center, who stated that it is essential to start with the following premise: added value is achieved through the synergy between technical capabilities and the efficient use of natural resources to produce more competitive products.

In other words, the researchers emphasize the importance of promoting producer organizations that can begin as well-structured and well-managed microenterprises. They mention that among the alternatives for adding value are conditioning, processing, transformation, packaging, preservation, certification, and grading, among others. They also point out that these processes improve profitability and enable access to specialized markets, while reducing environmental impact, minimizing losses through waste reduction, delivering higher-quality products, and achieving better prices.

The solution may seem simple: do not sell fruit, sell jam; do not sell milk, sell high-value cheeses; sell high-quality roasted coffee. Implement dehydration systems, vacuum packaging, freezing technologies, and sanitation techniques that extend shelf life.

Likewise, obtaining certifications such as organic products, sustainability, fair trade, and environmental protection, among others, can make a significant difference in certain products and markets. It is also important to establish strategies to reduce reliance on intermediaries and to create proprietary brands for certain processed products. Yes, in theory, it sounds simple; the challenge lies in implementing the processes required to achieve high-quality products. Nevertheless, it is possible. This is why producer associations are so important, along with seeking guidance and training from institutions with expertise in these areas, such as chambers of commerce, AGROSAVIA, and SENA, among others.

Consequently, it is necessary to understand what consumers demand, which product presentations are most convenient to use, what package sizes the market requires, and whether large or small packaging formats are preferred. If the product is intended for export, international markets generally impose requirements that differ from those established in Colombia. The domestic market also includes differentiated consumer segments based on lifestyle, health concerns, preferences, and income levels, among other factors. It is therefore very important to clearly identify the target market segment for each transformed product and determine which low-cost technologies can be implemented. It is necessary to overcome the fear of using biotechnological strategies and technologies designed for small-scale implementation.

Dear farmers, in conclusion, it is more profitable to sell snacks or breakfast cereals than raw corn grain; chocolate-coated fruits, truffles, brownies, or puddings—as some farmers say—than cacao beans. Simply marketing cacao liquor already represents significant added value. Parboiled rice, puffed rice, premium polished white rice, and brown rice are worth more than marketing paddy rice. Tilapia fillets are sold at better prices than whole tilapia. Without a doubt, greater profits can be obtained by marketing cream, dulce de leche, condensed milk, butter, or cheeses with a relatively low level of processing complexity, rather than selling fresh milk. Consumers are also willing to pay more for peeled cassava, potatoes, and plantains than for those sold with their skins.

Change is not easy and entails costs that, in most cases, cannot be covered by producers’ own resources. However, for associations of small- or medium-sized producers, assuming these challenges is easier, and they are more likely to gain access to incentives or low-interest financing that can support these entrepreneurial initiatives.

Dear producers, if this topic is of interest to you and you require further guidance, please contact AGROSAVIA’s research centers or local offices. They will likely be able to provide valuable orientation and support.