BUILDING A BUSINESS CASE
FOR CONSERVATION
Partnership Development and Training
on Sustainable Agriculture Practices
in Sintang, West Kalimantan

Implemented by:

WEBSITE kopernik.info

TWITTER @thekopernik

FACEBOOK facebook.com/thekopernik

PARTNERSHIP DEVELOPMENT AND SUSTAINABLE
AGRICULTURE TRAINING FOR CACAOIN SINTANG, WEST KALIMANTAN
For:
April 2020

WEBSITE kopernik.info

TWITTER @thekopernik

FACEBOOK facebook.com/thekopernik

CONTENTS

1. Project Overview
2. Cacao Partnership Development
3. Good Agricultural Practices Training
4. Recommendation & Next Steps
5. Annex

3

IDENTIFIED CHALLENGES FROM PREVIOUS RESEARCH
The former cacao value chain study showcased that farmers face external and internal challenges that directly affect the cacao
production in Sintang. In 2019, Kopernik and Keling Kumang Cooperative built a solar dryer and conducted an experimenton cacao fermentation and drying, to support the infrastructure and improve overall farmers capacity in post-harvest processing.
INTERNAL

EXTERNAL

FINANCIAL CAPITAL

MARKET ACCESSINFRASTRUCTURE

CAPACITY IN
AGRICULTURE PRACTICESMOTIVATION

Limited financial
capital prevents
farmers frompurchasing
supporting facilities,
which will impact
cacao productivity

Market access andinformation onminimum prices
forced farmers tosell cacao beans at
low prices

Poor infrastructure
from/to cacao
plantations and lackof facilities toprocess the cacao
beans nearby

Skills and knowledge of
farmers, in pre-harvest(i.e. plant care) and postharvest processing arestill limited

Farmers’ motivation tends todecrease due to external
challenges, resulting in
low productivity and minimal
quality of cacao bean, which
will effect farmers’ income

Previous project: solar dryer construction & experiment
4

CURRENT PROJECT OVERVIEW
To provide a more extensive support, Kopernik and Keling Kumang Cooperative conducted two follow-up projects:
partnership development to enable better market access, and training in sustainable agriculture practices to increase
farmers’ knowledge and motivation#

ACTIVITY

1

Cacao partnershipdevelopment
2

Improving farmer’s
capacity in cacao good
agriculture practices
(GAP)

5

CHALLENGEOBJECTIVE

PROJECT TYPELOCATION

DURATION• Cacao developmentin Sintang is still in its
early stages,
currently there is no
consistent market
available around.

To expand networks andestablish a potential
market for cacao beansand products

Business meetings and visits

Sintang
District andBali

Jan-April2020• Cacao farmers in
Sintang have juststarted planting
cacao and currently
have limited
knowledge about the
GAP in planting

To equip the farmers withnecessary knowledge
about GAP in cacao
plantation.

Training and workshop

Sintang
District

Jan-April
2020

PROJECT TIMELINE OVERVIEW
Below is the timeline of the two main activities, that were implement from January to April 2020.
Timeline

Cacao partnershipdevelopment

January

Partner identification

February

Contact potential partnerand make appointment

March

April

Business visit andmeeting

Report writing

Cacao good
agriculture
practices training

6

Desk research andtraining material
development

Training preparation

Training and workshop

CONTENTS

1. Project Overview
2. Cacao Partnership Development
3. Good Agricultural Practices Training
4. Recommendation & Next Steps
5. Annex

7

CACAO PARTNERSHIP DEVELOPMENT OVERVIEW
Keling Kumang had approached several potential partners through meetings and networking events to establish the market
for cacao in Sintang. In supporting this initiative, Kopernik liaised with other relevant partners and arranged a business visit
to Bali to broaden Keling Kumang’s network as well as to raise market awareness of Kalimantan cacao in the industry.

Approach toPotential Partners

Investigate potentialalignment with partner• Understand partner’s needs
and interests further• Explain previous experience
with other partners•

Concept
Development•

Develop a partnershipproposal that is mutually
beneficial for potential
partners and Keling Kumang
Cooperative

Kopernik support
8

Partnership
Initiated

Keling Kumang to sendcacao bean samples tointerested partners• Partners’ assessment ofinitial cacao bean
samples•

Follow-up
Discussions•

Follow-up discussion andfeedback collection on
potential improvements to bemade in post-harvest
processes

PARTNESHIP DEVELOPMENT VISIT ITINERARY
Below is the business visit itinerary with several potential partners in Bali on 5th – 6th March 2020. Throughout the discussions,
Kopernik and Keling Kumang focused on the topic of potential collaboration, observed various production processes,
as well as provided cacao beans samples from Sintang.
Thu (05/03) Karangasem – Ubud
Elevated Cacao
Jatayu café, Artotel
Travel Ubud - Karangasem

Fri (06/03) Tabanan – Seminyak – Ubud
Gelato Secrets
Jl. Raya Ubud, Ubud, Kecamatan Ubud,
Kabupaten Gianyar, Bali 80571

AM

PM

9

Sorga/Uforia
l.Pura mastima, Jasri Kelod, Kecamatan
Karangasem, Subagan, Kec. Karangasem,
Kabupaten Karangasem, Bali 80813

Ubud Raw Chocolate
Jl. Raya Sayan No.74, Sayan, Kecamatan Ubud,
Kabupaten Gianyar, Bali 80571

Travel Karangasem - Ubud

Travel Ubud - Tabanan

Kahiyang coffee
Jl. Kajeng No.1, Ubud, Kecamatan Ubud,
Kabupaten Gianyar, Bali 80571

Primo Chocolate
Jl. Verdacchi, Pejaten, Kec. Tabanan,
Kabupaten Tabanan, Bali 82121

INITIAL DISCUSSION SUMMARY WITH POTENTIAL PARTNERS
The six Bali-based potential partners differ from the more established stakeholders that Keling Kumang previously engaged with,such as Mars and Cargill. At the outset, most of Bali-based chocolatiers target a more premium audience, thus require higher
quality cacao beans as opposed to higher production capacity, compared to the former partners.
Potential
Partner

Initial feedbackon sample

Requirement for
cacao beans

Partnership potential*(Low, med, high)

Next step

Elevated
Cacao

The cacao bean has good quality. Elevated Cacao isinterested in understanding further the process and visit
the production site.

Unroasted cacao beans (peeled,fermented with low temperature<50o C, organic)

MediumInterested in supplying the unroasted
cacao beans. However further
consideration is needed.

Sorga
ChocolateCurrently have stable supply from organic farmers in Bali,
have tried cacao beans from Papua, Bali, Kalimantan, andSumatra, but prefer the Papua and Bali cacao best.

Certified organic cacao, wetbeans - no more than 4 hours
since opened.

Low

Keling Kumang will send employees
or farmers to learn about cacao
processing through an internshipprogram.

Kahiyang
Cafe

Cafe owner liked the cacao and suggested to roast thebeans then sell it by telling the story of cacao plantation
development, as it could attract consumers who careabout sustainability and health.

Kahiyang doesn’t require any
specific types of coffee beans,nor consistent supply.

High

GelatoSecrets

The dried cacao beans taste good but need further
sorting to get uniform beans. The owner is curious to test
the flavor after further processing.

Dried, fermented beans(5-6%) with uniform sizeHigh

Gelato has received 1 kg of KKG
cacao bean samples and will makethe chocolate bar from it.

Ubud Raw
Chocolate

The dried cacao beans comply with the drying standard
but need to be processed into liquor to produce theflavor.

Unroasted cacao beans (peeled,fermented with low temperature<50o C, organic.

Low

URC only select organically-certified
cacao, so it is not possible to supply
cacao for the time being.

Primo
Chocolate

The dried cacao bean is rich in flavor as it has a flowery
scent, as well as the spicy undertone. Primo is interested
in knowing the growing location and environment

Dried, fermented cacao,
preferably organic. Primo buyssorted/unsorted cacao.

High

Kahiyang Café will display theroasted cacao with a flyer about KKG
background and product description.

Primo has ordered 10 kg cacao fromKKG for trial. They will roast andprocess the current sample.

*Partnership potential is decided on the compliance with partner’s requirement ,minimum supply, buying price, initial feedback, and tangible next step to be performed.
10

CONTENTS

1. Project Overview
2. Cacao Partnership Development
3. Good Agricultural Practices Training
4. Recommendation & Next Steps
5. Annex

11

GOOD AGRICULTURAL PRACTICES TRAINING TO IMPROVE FARMERS’ CAPACITY
AND MOTIVATION
Based on findings on the research, cacao commodity is not the farmers’ current main source of income since they mostly relyon palm, rubber, and pepper. The farmers grew cacao trees to test out the seeds provided to them with minimal maintenance(ie. no fertilizer and regular cleaning), due to limited knowledge and resources.

Challenges

Details

Assessment
method12• Cacao is a newcommodity to be
developed in Sintang,
and farmers have limited
knowledge about
good practices
for the commodity.

N/A

Objective• To support farmers inachieving better cacao
productivity throughintensive training of plantdisease control

N/A

OutputIntended
Outcome• Participants are trained in:• Plant disease control• Environmentallysustainable practices• Understanding of goodpractices of cacao plantation• Motivated farmers to develop
the cacao industry further• Pre-test and posttest for the training
material

N/ATRAINING PARTICIPANTS
The training was conducted at Keling Kumang Main Office with 33 representative farmers from Putussibau, Sintang,
Sekadau, Tapang Sambas, Sekadau, and Pontianak. This type of training was successful in attracting young farmers who
are mostly men with an average age of 35 years old, which provide ample space for innovation within their agricultural
practice in the forthcoming future.
Age group of the training participants(n=28 farmers)
TapangSambas:9 Farmers

Sekadau:
1 Farmers

Putussibau:
2 Farmers

Training
Location
KelingKumangMain OfficeSintang:
17 Farmers

9

9

4
3
2
1

Pontianak:
3 Farmers

13

Sekadau:
2 Farmers

17-20

21-30

31-40

41-50

51-60

61-70

PARTICIPANTS BACKGROUND
As most of the participants were rubber farmers with lack of similar trainings beforehand, they were enthusiastic to participate in
the training’s discussion and fieldwork. The training was effective in engaging farmers from a diverse background – mainly
rubber - to shift their main cultivation towards cacao.

Current commodities, multiple answers (n=23)
Rubber

13

Cacao

14

8

Durian2

Coconut

2

Palm oil2

Nutmeg

1

Paddy

1

Petai

1

“I used to think that if I plant cacao, I just need to givea lot of fertilizer to grow the leaves, but after I joined
this training, I learned about the correct way to tend
the cacao.” (Farmer B, 31 years old)

“Before I joined this training, I didn’t understand about
the plant care or fermentation, but now I haveknowledge about that. I hope we could have morepractice on the field.” (Farmer G, 33 years old)

TRAINING AGENDA AND DESCRIPTION
The training utilized an interactive method, by combining in class lecture, video playing, group discussion, as well as field workso farmers could directly practice the training material and ask feedback from the trainer. The training was facilitated by two
trainers, Peni Agustiyanto (Coffee and Cocoa Sector Manager, Rikolto, Bali) and Rauf (Director, WASIAT, South Sulawesi).
Participants mentioned several topics such as grafting, fermentation, and sanitation as the most interesting materials to study.
Day 3

Day 2

Day 1

Training
documentation•
Class lecture

Field work

15

•

•

Basic requirement andenvironment condition to plantcacao
Theory on pruning

Pruning Practice

•
•
•

•

Cacao seedlings certification
Sorting, fermentation, drying
Plant care: sanitation and pruning

Cacao propagation (grafting)••Fertilizer usage andapplication
Group activity and discussion:
calculating fertilizer dosage
Video: fermentation
Pest and disease control•

Nursery practice••TRAINING OUTCOMES
During the training, farmers were given both pre and post tests to measure their knowledge related to cacao cultivation process.
Based on the findings, there is a significant improvement on general cacao cultivation knowledge by 75% on average.
Pre and post test on cacao smallholder farmers# Farmers (n=30)Pre-test (correct answer)
Q1. What is the ideal type of land to cultivate
cacao?

13

Q2. What is the ideal soil acidity level (pH) tocultivate cacao?

Average

16

54%

29%

22

14

Q4. Some of these are cacao disease, except:

Improvement (%)

20

17

Q3. Some nursery methods are as follows:

Q5. Some of these are the stages of carrying out
the fermentation process, except:

Post-test (correct answer)

42%

20

12

25

7

110%

142%

17

12,6

20,8

75%

TRAINING OUTCOMES
Farmers were also asked about their cultivation management and knowledge on drying method. The results showcased that
there are significant improvements on their knowledge, regarding both cultivation management and drying method, by 102% on
average.
Pre and post test on cacao smallholder farmers# Farmers (n=30)Pre-test (score; max 4)

Q1. Cultivation management

Q2. Drying method

Average17

Post-test (score; max 4)

0,67

1,96

1

0,25

0,46

Improvement (%)

129%

75%

1,48

102%

CONTENTS

1. Project Overview
2. Cacao Partnership Development
3. Good Agricultural Practices Training
4. Recommendation & Next Steps
5. Annex

18

RECOMMENDATIONS AND NEXT STEPSTo provide a more extensive support, Kopernik and Keling Kumang Cooperative conducted two follow-up projects,
partnership development to enable better market access and training in sustainable agriculture practice to increase
farmers’ knowledge and motivation.
#

ACTIVITY

1

KEY LEARNING POINTS••NEXT STEP

Some of the potential partners are interested
in using fermented cacao from KKG to beprocessed as the cacao comply to therequirement (fermentation and moisture level)
Cacao market in Bali is receptive to theconcept of sustainability and conservationthat brought by KKG•

For high-potential partners:
Follow up with Primo and Kahiyang aboutmarket response of the cacao•

For medium-potential partners:
Incorporate the requirement from potential
partner (e.g. fermentation temperature) for the
next production batch and send a new
sampleYoung farmers are enthusiastic andinterested in joining sustainable agriculture
practice training•

Create an online group discussion forfarmers, to be able to ask further regarding of
cacao cultivation.
Monitor the implementation of training
material by the participants 6 months later
Create a field school in one cycle ofplantation for some of the active farmers

Cacao partnershipdevelopment
2••
Improving farmer’s capacity
in cacao good agriculture
practices19•

CONTENTS

1. Project Overview
2. Cacao Partnership Development
3. Good Agricultural Practices Training
4. Recommendation & Next Steps
5. Annex

20

DETAILED PROJECT TIMELINE
Project activities were conducted between January and April 2020, with the following detailed timeline.
Activities
Cacao Partnership Development
1 Preparation
2 Listing the potential network connection

3 Contact the potential network
4 Visit preparation
5 Business meeting and visit to Bali
6 Follow-up meeting to Sintang
Good Agricultural Practices Training
7 Desk research and training material preparation
8 Contact trainer
9 Training preparation
10 Training and workshop
11 Report writing
12 Submit 1st draft report
13 Report revision
14 Submit final report

21

January
6 13 20 27

February
3 10 17 24

2

March
9 16 23 30

6

April
13 20 27

1. ELEVATED CACAO
Location: Ubud, Bali
Website: https://elevatedcacao.com
Established : 2018
Product:• Classes• Chocolate product• Wholesale production
Additional info :• Currently has more than 10 shops
in Bali and Taiwan• Focuses on raw chocolate andvegan products.

Meeting notes
Current supplierKalimajari Cooperative, Bali

Production capacity

Less than 2 tons/month

Requirement for
cacao beans

Unroasted cacao beans (peeled, fermented with
low temperature <50o C, organic)

Notes

•
•
•

22

Tegallalang shop dedicated for chocolate
making class
Currently distribute the chocolate for hotels andshops (Bali Buda)
Received farm tour inquiries

Next Steps
Elevated Cacao is interested in supplying the unroasted
cacao beans. However, further consideration is neededon packing and shipping fees, since peeled beans are
more prone to damage.

2. SORGA CHOCOLATE
Location: Karangasem, Bali
Website: http://sorgachocolate.com/
Established : 2017
Product:• Tour• Classes• Chocolate product (67%-100%)

Meeting notes
Current supplier

Farmers’ cooperative, Bali

Production capacity

1 ton/processing

Requirement for
cacao beans

Certified organic cacao, wet beans -no more than
4 hours since opened.

Notes

Sorga aims to be a certified organic cacao
corporation because they aim to have an
exhibition in Barcelona in April 2020. The
certification includes audit process for 6 days
(took 3 months for the whole certification process).

23

Next Steps
Keling Kumang will send employees or farmers to learn
about cacao processing through an internship program3. KAHIYANG CAFE
Location: Ubud, Bali
Website: N/AEstablished : N/A
Product:• Coffee• Chocolate beverages
Additional info:• Provide mentoring and acts as amarket window within Ubud

Meeting notes
Current supplierOpen to any type of beans and suppliers

Production
capacityn/aRequirement

Fermented beans

Notes

•
•
•

24

Kahiyang doesn’t require any specific types ofcoffee or chocolate beans, nor consistent supply.
They are willing to buy fermented beans androast them by themselves.
Kahiyang coffee is interested in exploring
Liberica coffee market as the other product of
KKG farmers.

Next Steps
Kahiyang Café will display the roasted cacao andequipped with flyer about KKG background and productdescription. The immediate next step would be KKG tosend some samples of Kelulut honey and Aras soap.

4. GELATO SECRETS
Location: Ubud, Bali
Website: https://gelatosecrets.com/
Established : 2009
Product:• Gelato• Sorbetto• Waffles• Beverages
Additional info:• Currently has 14 shops in Bali andJakarta

Meeting notes
Current supplier

Local farmers for the fresh fruits and French cacao
powder for cacao flavor

Production capacity

2000 kg/ year

Requirement

Dried, fermented beans (5-6%) with uniform size

Notes

•

•

25

Gelato Secrets wants to focus on quality and its
impact on the community. They aim to support
farmers by directly connecting them withmarket.
They want to help in diversify the income
during non-harvesting period and reduce thedependency on middlemen.

Next Steps
Gelato has received 1 kg of KKG cacao bean samples
and will make the chocolate bar from it.
As Gelato is also interested in honey, Keling Kumang will
send some samples of Kelulut honey.

5. UBUD RAW CHOCOLATE
Location: Ubud, Bali
Website: http://www.ubudraw.com
Established : 2014
Product:• Raw chocolate bar• Ceremonial cacao• Chocolate spread• Chocolate beverages• Cacao powder• Cacao butter• Cacao nibs
• Cacao beans

Meeting notes
Current supplierKalimajari (Bali) and in the process of mapping
cacao production in Indonesia.

Production capacity

1 ton/ month, with minimum supply 100 kg (adjusting
the machine capacity)

Requirement for
cacao beans

Unroasted cacao beans (peeled, fermented with
low temperature <50o C, organic, could makespecial edition chocolate from unregular supplier.

Notes

All the processes are conducted below 50o C, so
the flavor is very dependent on fermentation
process.

26

Next StepsURC only select organically-certified cacao, so it is notpossible to supply cacao for the time being. But they areplanning to invest in bigger machines and looking for
cacao from outside Bali in the forthcoming future.

6 . PRIMO CHOCOLATE
Location: Tabanan, Bali
Website: https://www.primobali.net/
Established : 2008
Product:• Single origin chocolate• Chocolate factory andplantation tour

Meeting notes
Current supplier

Organic cacao beans from Bali and Berau,
Kalimantan

Production capacity

Minimum 10 kg/ batch.

Requirement for
cacao beans

Dried, fermented cacao, preferably organic. Primobuys sorted/unsorted cacao, but they will do further
sorting to take good quality beans & eliminate mold

Notes

27

As Primo produce single origin chocolate, they arevery concerned with the flavor, thus they prefercacao beans with rich flavour.

Next Steps
Primo has ordered 10 kg cacao from KKG for trial.
They will roast and process the current sample to test
the flavor and provide initial assessment.

LIST OF PARTICIPANTS OF THE GOOD AGRICULTURAL PRACTICES (GAP) TRAINING
Below is the list of training participants from 8 different locations.
No

Name

No

Name

No

1

Dedi Nuari

14

Marinus Daemon

24

Yohanes Agus
Kamitus2

Alexander

15

Johang25

Gregorius Guyang

3

Andreas

16

Ozy

26

Yoheskel

4

Marcelinus

17

Ripin

Dandy

18

6

Deomede19

Silvanus

7

Alipius20

Luncan8

Hermanus

21

Stepanus

9

Lempik22

Apiang

Yunus

23

5

10
11
12
13
28

Location

Tapang Sambas

Tapang Pulau
Putussibau
Sanggau

Laurenius
PetrusAnselmua

Location

Sintang

Sekadau

MasturMarkus27

Location

Sintang Kota

Name

Ahau

28

Victor29

Yudius Masu

30

Ipon

31

Munaldus

32
33

Pontianak

PrimusBartolomeus DonaGAP TRAINING AGENDA
Date
Tue
10 / 03/2020

Wed
11/03/
2020

29

Time

Activity

Date

Time

Activity

08.00-08.30

Reception and Opening

09.00-09.30

8. Fertilizer usage and application

10.15-10.30

Coffee break

Coffee break

10.30-12.00

10.30-12.00

1. Basic requirement and environment condition toplant cacao

9. Group activity and discussion: Calculating
fertilizer dosage

12.00-13.00

Lunch break

12.00-13.00

Lunch break

13.00-14.00

10.Video: Fermentation

13.00-14.30

2. Pruning

14.00-15.00

11. Pest and disease control

14.30-14.45

Coffee break

15.00-15.30

Post test and evaluation

14.45-15.00

Travel to cacao plantation

15.30-16.00

Coffee break and travel to cacao nursery

15.00-17.00

3. Field work: Pruning practice

16.00-17.00

12. Fieldwork: Nursery practice

08.00-08.30

Reception and Opening

09.00-10.15

4. Cacao seedlings certification

10.15-10.30

Coffee break

10.30 – 12.00

5. Field work: Cacao propagation: grafting

12.00-13.00

Lunch break

13.00 – 14.45

6. Sorting, Fermentation, Drying

14.30-14.45

Coffee break

14.45-17.00

7. Plant care; sanitation and pruning

08.00-08.30

Reception

09.00-09.30

Introduction to Kopernik

09.30-10.15

Pre-test

10.15-10.30

Thu
12 / 03/2020

SCORING METHOD OF THE GAP TRAINING TESTS
Below is the scoring method utilized to assess the knowledge improvement tests.
Score Point Based on Keyword Answer
AspectNo

Questionnaire

Cultivation
Management

1

Mentioned 4 main
most important
activity in thecultivation
management of
cacao cultivation?

Drying Method

2

Write down the main No answer
steps for drying
cacao beans thatmeets the National
Standards (SNI)

30

0

1

2

3

4

No answer

Mentioned at least
1 steps of thecultivation
management
process

Mentioned at least
2 steps of thecultivation
management
process

Mentioned at least
3 steps of thecultivation
management
process

Mentioned all 4 stepsof the cultivation
management process.

Mentioned at least Mentioned at least Mentioned at least
1 steps of the
2 steps of the
3 steps of thedrying method
drying method
drying method

Mentioned at least 4
steps of the drying
method