Publications
Publications
- November 2024
- HBS Case Collection
Polish Agro: Where Do We Grow From Here?
By: Willy C. Shih, Lena Duchene and Daniela Beyersdorfer
Abstract
By July 2024, Polish Agro had grown into one of Poland’s fastest-growing agribusinesses, with €230 million in revenue, 82 employees, and operations across Northern Poland. The company supported farmers with essential agricultural inputs like fertilizers and seeds, while purchasing, aggregating, and reselling their outputs. Led by CEO Mathias Eisert, Polish Agro had also ventured into biofertilizers, aligning with new EU sustainability regulations and aiming to differentiate itself in a highly competitive market. These innovative products offered a buffer against commoditization, yet scaling them posed challenges due to Polish Agro’s highly consultative business model and limited sales force. This case study examines Polish Agro’s growth journey amidst disruptions like COVID-19 and the war in Ukraine and evaluates strategic options for sustaining and expanding its market position, including enhancing trading capabilities, investing in brand development, and digitalizing sales channels.
Keywords
Agribusiness; Plant-Based Agribusiness; Distribution; Volatility; Customer Focus and Relationships; Customer Value and Value Chain; Climate Change; Environmental Regulation; Profit; Trade; Digital Strategy; Innovation Strategy; Crisis Management; Growth and Development Strategy; Resource Allocation; Advertising; Brands and Branding; E-commerce; Business and Community Relations; Networks; Adaptation; Adoption; Competitive Advantage; Agriculture and Agribusiness Industry; Europe; Poland
Citation
Shih, Willy C., Lena Duchene, and Daniela Beyersdorfer. "Polish Agro: Where Do We Grow From Here?" Harvard Business School Case 625-061, November 2024.