Neil Palmer/CIAT 
POLICY BRIEF No. 63
The Latin American forage seed market: 
Developments, trends, and future 
opportunities
Introduction Key messages
Because of global population growth, increased purchasing 
In Latin America, the forage seed market, although having 
power, environmental degradation, and a growing demand a fluctuating behavior, has grown over time, mainly 
for meat, cattle farming faces many challenges regarding the explained by increases in the demand for improved 
promotion of approaches to sustainable intensification. As forages for grazing systems and animal source foods as 
a part of satisfying this demand, environmental restrictions well as by national policies that promote the sustainable 
must be considered, making it necessary to intensify intensification of the cattle sector.
production systems through the development and adoption 
of innovative technologies that allow increasing efficiency The dynamics of the Brazilian forage seed market, which 
and productivity while decreasing the use of land and other is the biggest supplier of tropical forage seeds, have 
resources. The transformation of the cattle sector not only considerable effects on the market behavior of importing 
countries, giving rise to speculation with high uncertainty 
has future implications but also economic, social, and cultural and risk.
connotations in the present. The Latin American cattle sector 
contributes with approximately 30% of the global beef trade Traditional cattle practices and poor access to technical 
and 46% of the agricultural gross domestic product (GDP) of the information limit further growth of the forage seed 
region. It also employs a significant part of the rural population market. In this context, it is important to support the 
and 80% of the producers in the region are smallholder participation of commercialization and extension 
farmers (FAO, 2016). All these attributes can be understood as institutions in the adoption of good production practices 
important for the achievement of the Sustainable Development and new technologies as well as in the modernization 
Goals (SDGs). of cattle farms. This generates a strong demand for 
improved forage seeds.
Given the importance of the sector and the challenges it 
faces, recent decades have seen an increase in both the cattle The poor articulation of the actors involved in the 
herd and grassland areas of several countries in the region, forage seed system (e.g., commercialization, research, 
highlighting the extensive nature and inefficient production extension, regulatory, and political institutions) prevents 
practices that in the long run translate into low competitiveness. the recognition and supply of the needs of the cattle sector and diminishes growth opportunities, thus 
The adoption of improved forage technologies has been one explaining why the forage seed market is characterized as 
of the tools selected for the achievement of the SDGs since being inefficient and rudimentary.
November 2021
these technologies have the capacity to contribute to the 
sustainability of production systems (Peters et al., 2001). 
The literature has documented a wide range of benefits of 
forage-based livestock systems in both environmental and 
socioeconomic terms. Improved forages have the potential 
to contribute to climate change mitigation and adaptation 
and help regenerate degraded pastures by improving soil 
fertility. Additionally, some materials are drought tolerant 
or support waterlogging conditions, are resistant to biotic 
stresses, decrease soil nitrification, and help diminish 
greenhouse gas (GHG) emissions produced by enteric 
fermentation (Bryan et al., 2013; Gerber et al., 2013). 
Forages can also thrive on less fertile land, thus supporting 
the production of food where often nothing else can be 
cultivated. They also stand out in terms of yield (measured 
as the amount of biomass produced per hectare), 
nutritional quality, and their efficiency in the conversion of 
forage biomass to animal protein. All these attributes allow 
for the development of a more productive, technified, 
and competitive cattle sector, with higher production, less 
environmental impact, and comparative advantages.
Despite all these advantages, the processes of production, 
distribution, and adoption of improved forages in Latin 
America have undergone intricate development. Multiple 
factors have been limiting adoption throughout the 
technology diffusion process, such as a lack of resources 
for training (Rao et al., 2015) and the limited coordination 
between institutions, both related to research and 
development or productive aspects, seed marketing 
companies, and producer associations and extension Neil Palmer/CIAT 
agents, among others (Rudel et al., 2015). This study aims 
at analyzing the forage seed system in Latin America. 
Precisely, we provide information on the involved 
players, their access to information and financing, and Data approach  
the institutional processes by which technology transfer 
is generated. We include an analysis of limitations and obtainment
and bottlenecks as well as future opportunities of the Data were obtained during the period 2020–2021 through 
forage seed market. Based on that, we provide policy a literature review, secondary data analysis (e.g., analysis 
recommendations that allow improving the efficiency of of a database on the import and export of forage seeds), 
the market and supporting sustainable intensification of and in-depth interviews with 13 main forage seed 
the cattle sector. suppliers in Latin America. Through a descriptive analysis 
of market behavior, the characteristics and operation 
Objectives of the forage seed market for various Latin American 
countries were detailed (i.e., actors involved, market 
To analyze the behavior and potential of the tropical evolution and expansion limitations, informal market, 
forage seed market in Latin America. and future perspectives). We included the following 
To identify limitations and opportunities in the countries in our study: Colombia, Bolivia, Argentina, Costa 
commercialization of tropical forage seeds. Rica, Guatemala, Mexico, Nicaragua, Ecuador, Paraguay, 
Honduras, Brazil, and Panama. Because of limitations 
2 |   POLICY BRIEF
regarding data availability, especially data related to (28.8%), Mexico (12.3%), Bolivia (11.6%), and Panama 
the area sown with forages in each country and forage (10.3%). Bolivia shows a continuous growth in sales of 
seed prices, we estimated the potential market, but forage seeds because of formalization processes aimed at 
only for Colombia, Costa Rica, and Bolivia. The market strengthening the adoption of forage technologies. Of the 
potential was defined from a sustainable intensification total commercialized seed volume in the region, improved 
perspective, which includes the area currently used for forage varieties make up 89% and hybrid forage varieties 
cattle production that requires improvement strategies 11%. Regarding improved forage varieties, Brachiaria 
(productivity increases and environmental impact brizantha cv. Marandú is the most commercialized material: 
reduction). from 2006 to 2018, 1,687 tons of its seed were sold on 
average annually. When it comes to forage hybrids, 
Results and analysis Brachiaria hybrid cv. Mulato II was the most sold material from 2012 to 2020, with approximately 532 tons per year 
on average (Figures 2 and 3). It is important to highlight 
Market behavior that, within the hybrid forage portfolio, Camello and 
Mestizo Blends entered the market only in 2018 and 
The forage seed market can be divided into the production reached an average annual sales volume of 24 and 48 tons, 
and marketing of introduced and hybrid varieties. From respectively.
2006 to 2017, the market for forage seeds had a fluctuating 
but growing behavior, with an average annual growth Brazil and Mexico are the main producers and exporters 
rate of 2.3% for improved forage varieties (Figure 1) and of forage seeds for the lower tropics in Latin America. 
52% for forage hybrids. Fluctuations are usually due to As can be seen in Figure 4, Brazil has high market power 
regulatory policies, taxes, cultural traditions, behavior over the other countries of the region and is understood 
of the international market, climatic phenomena, and as a highly influential actor by the other countries for the 
socio-political variability, among others. These factors determination of both the varieties to be commercialized 
affect seed marketing, that is, in those countries that and seed prices.
receive most of the seed imports, such as Colombia 
8,000
7,234 7,143
7,000 6,897
6,158 6,048
6,000
5,000 4,625 4,900
4,000
3,484
3,000
2,000
1,000
472 1,175 391 309
0
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Figure 1. Behavior of the seed market for improved forage varieties commercialized in Latin America from 2006 to 2017.
Source: Own elaboration based on Papalotla (2019) and Burkart (2021).
The Latin American forage seed market: Developments, trends, and future opportunities   | 3
Tons
3,500
3,000
2,500 Brachiaria brizantha cv.
Marandú
Brachiaria decumbens cv.
2,000 Basilisk
Brachiaria brizantha cv. Toledo
1,500 (CIAT 26110)
Panicum maximum cv.
1,000 Mombasa
Others
500
0
Figure 2. Sales volumes of the main improved forage varieties in Latin America (2006 to 2018). 
Source: Own elaboration based on Legiscomex (2020).
Mulato, Mulato II
Mulato II
Mestizo Blend
CIAT BRO2/1794
CIAT BRO2/1752
Camello Blend
Mulato, Mulato II
Mulato II
Mestizo Blend
CIAT BRO2/1794
CIAT BRO2/1752
Camello Blend
Mulato, Mulato II
Mulato II
Mestizo Blend
CIAT BRO2/1794
CIAT BRO2/1752
Camello Blend
Mulato, Mulato II
Mulato II
Mestizo Blend
CIAT BRO2/1794
CIAT BRO2/1752
Camello Blend
Mulato, Mulato II
Mulato II
Mestizo Blend
CIAT BRO2/1794
CIAT BRO2/1752
Camello Blend
0 50 100 150 200 250 300 350
kg (thousands)
Figure 3. Sales volumes of hybrid forage varieties in Latin America (2001 to 2019).
Source: Own elaboration based on Burkart (2021).
4 |   POLICY BRIEF
Argentina Brazil Colombia Mexico Venezuela kg (thousands)
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
2018
Argentina 207
Venezuela 313
Colombia 341
Cuba 520
United States 2,372
Panama 2,848
Mexico 4,162
Paraguay 4,776
Bolivia 7,583
Colombia 10,437
0 2,000 4,000 6,000 8,000 10,000 12,000
kg (thousands)
Figure 4. Forage seed-exporting countries, their destinations, and export volumes (2015 to 2019).
Source: Own elaboration based on Legiscomex (2020).
In some countries, changes in seed preferences toward 
new varieties occurred over time, whereas, in others, 
traditionally marketed varieties maintained their market 
shares. Regarding hybrid forage seeds, participation 
is low in the overall forage seed market in each of the 
countries analyzed, ranging from 1% to 15%. However, 
market development has been positive since the inception 
of the first hybrid in 2001, when seed sales volumes in 
Latin America reached only about 5 tons, whereas, in 
2020, volumes already surpassed 728 tons. Brazil is the 
main destination for forage hybrids, representing 48.95% 
of the total seed sales, followed by Mexico with 26.61%. 
Venezuela, Colombia, and Argentina follow with a lower 
participation, representing 5.00%, 4.83%, and 4.69% of the 
demand, respectively (Burkart, 2021).
Functioning and main limitations  
of the forage seed system
The Latin American forage seed system involves 
different actors that directly or indirectly influence 
its development. Limitations persist and include, for 
example, seed smuggling, dependence on external 
factors (e.g., climate, cattle prices, market dynamics in Neil Palmer/CIAT
The Latin American forage seed market: Developments, trends, and future opportunities   | 5
Brazil Mexico
Brazil), slow bureaucratic processes, and the decrease in one that entails difficulties. When companies export 
the local consumption of beef, among others. improved forages to certain countries and observe a low 
Direct actors comprise the Brazilian and Mexican demand, they stop or diminish their activities, leaving 
seed-exporting companies, the seed importers and the market to the distributors of traditional materials. 
distributors in the importing countries (which also carry The limited demand, however, might be the result 
out training processes), and the research entities that only of knowledge lacking among the end-users. If the 
develop forage technologies. Indirect actors are extension commercialization processes were supported by research, 
and technical assistance providers, regulatory entities technical assistance, extension agents, and a normative 
responsible for the control and regulation of the materials and political framework that encourages the adoption of 
being imported and commercialized, and governmental new technologies, the market would demand new and 
institutions (e.g., ministries of agriculture) that establish better materials. For hybrid forage varieties, the high 
the framework in each country. prices (when compared with those of other improved or 
traditional forage varieties) and the higher requirements 
Regarding the limitations of the seed system (i.e., when in terms of management for cattle producers stand 
it comes to the adoption of forage seeds), cultural out as limiting factors, which is also related to limited 
aspects, scarce collaboration between actors (research purchasing power and difficulties in obtaining financing. 
and development institutions, seed producers and The promotion of new materials and associated technical 
distributors), slow bureaucratic processes, and constant training for producers, however, increase the use of 
variations in seed prices associated with a dependence improved varieties.
on the dynamics of the Brazilian market are observed. 
Most of the countries emphasized the high seed prices As an example of this, in Nicaragua, we observed that 
and additional planting and management requirements cattle producers were reluctant to use the information 
as limitations. Since most cattle producers have limited provided by seed distributors, but changed their attitude 
purchasing power and difficulties in accessing other once the Agrarian University and the Nicaraguan Institute 
means of financing, it is difficult for them to adopt more of Agricultural Technology (INTA) were the ones providing 
costly varieties. the information. In Colombia, when Papalotla carried 
out farmer training and marketing campaigns, the 
Cultural factors associated with cattle production dissemination and adoption of forage hybrids increased.
are among the constants within the limitations of the 
seed system since a large proportion of producers are 
traditionalists and reluctant to adopt technological 
changes in their production systems. This is due to a 
deep-rooted tie to the technologies and production 
methods used in the region for generations. Likewise, 
many adoption decisions are made based on the 
observed success or failure neighbors have, without 
considering the particular conditions of the own 
farm. In many cases, this is linked to the lack of 
access to information about the benefits of new 
forage technologies as well as pertinent training that 
allows understanding and improving particular farm 
characteristics. In other cases, it is linked to a lack of 
financing, which means that, even when a producer 
identifies a suitable technology for adoption, he does not 
necessarily have the purchasing power to access it.
This leads to another limitation: the poor articulation of 
the actors in the forage seed system. Each of the involved 
actors has vital functions for the proper functioning 
of the system, but they all perform their functions in 
isolation, generating significant distortions in the system. 
Seed distributors make their own marketing decisions 
based mainly on market demand, a logical premise, but José Urrea/Alliance of Bioversity International and CIAT 
6 |   POLICY BRIEF
Forage seed market potential and buyers), influence decisions made on the market. 
Table 1 presents the estimates of the potential market 
All the countries included in this study have a high for Colombia, Bolivia, and Costa Rica. In Colombia and 
market potential for improved forage seeds. This can be Bolivia, the annual market potential amounts to more than 
explained by direct and indirect factors. Among the direct USD 300,000,000, favored by the possibility of converting 
factors, the possibilities of cultivating new land properly areas from natural to improved pastures, particularly with 
stand out, considering the aptitude for cattle production forage hybrids.
and the adoption of good animal husbandry practices. 
Likewise, the still high proportion of traditional or Table 1. Annual market potential for improved forage seeds for Colombia, 
naturalized pastures in some countries stands out. Among Bolivia, and Costa Rica.
the indirect factors, the growth of the beef industry 
stands out, influenced by global population growth and 
increasing income, China’s new role as an importer of Country Market potential  
beef, and the entry and consolidation of some countries (USD/year)
in the international market, among others. Likewise, Colombia 364,470,460
the orientation of national policies toward achieving 
sustainable intensification of cattle systems increases Bolivia 310,052,296
the demand for improved forage seeds. The prospects Costa Rica 15,652,737
for market expansion have effects on other actors, who, 
although not directly involved (such as seed companies Source: Own elaboration.
Policy recommendations
To improve the efficiency of the forage seed system in Latin America, the different actors must work together. Research 
should support commercialization (and vice versa) and be accompanied by extension and technical assistance. Control 
entities should consider market dynamics. Government agencies should ensure the adoption of new technologies 
through the creation and execution of public policies and incentives.
Research institutions should be encouraged to carry out studies aiming at modernizing the forage seed market. This 
must go hand in hand with seed commercialization processes and extension efforts so that the research is properly 
applied and generates the expected results.
Both the forage seed market and the cattle industry present opportunities for growth. Taking advantage of these 
opportunities translates into challenges that must be assumed. The implementation of public policies related to 
financing and research, support services for cattle producers, and regulatory frameworks that encourage the adoption 
of improved forage technologies are necessary.
The Latin American forage seed market: Developments, trends, and future opportunities   | 7
Acknowledgments Peters, M., Horne, P., Schmidt, ... et al. (2001). The role of forages in reducing poverty and degradation of natural resources in tropical production systems. 
Agricultural Research and Extension Network. No. 117. Retrieved from:  
This work was carried out as part of the CGIAR Research https://cdn.odi.org/media/documents/5218.pdf
Program on Livestock. We thank all donors who globally 
support our work through their contributions to the CGIAR Rao, I., Peters, M., Castro, A., ... et al. (2015). LivestockPlus – The sustainable 
intensification of forage-based agricultural systems to improve livelihoods 
system. The views expressed in this document should not and ecosystem services in the tropics. Tropical Grasslands-Forrajes Tropicales. 3, 
be taken as the official views of these organizations. pp. 59-82. https://doi.org/10.17138/TGFT(3)59-82
References and  Rudel, TK., Paul, B., White, D., ... et al. (2015). LivestockPlus: Forages, sustainable intensification, and food security in the tropics. Ambio. 44, pp. 685-693. 
further reading https://doi.org/10.1007/s13280-015-0676-2
White, D., Peters, M. Horne, P. (2013). Global impacts from improved tropical 
forages: A meta-analysis revealing overlooked benefits and costs, evolving 
Bryan, E., Ringler, C., Okoba, B., ... et al. (2013). Can agriculture support climate values and new priorities. Tropical Grasslands-Forrajes Tropicales. 1, pp. 12-14. 
change adaptation, greenhouse gas mitigation and rural livelihoods? Insights https://doi.org/10.17138/tgft(1)12-24
from Kenya. Climatic change. (118), pp. 151-165. 
https://doi.org/10.1007/s10584-012-0640-0
Burkart, S. (2021). Database on the commercialization of Urochloa hybrids in the About the authors
global tropics and subtropics, 2001-2020.  
https://www.slideshare.net/secret/MsaoHQG7cHBQPD Irieleth Gallo-Caro is an economist and independent researcher. 
FAO. (2016). Ganadería de América Latina y el Caribe puede jugar rol clave en el         dgallocaro@gmail.com
logro de los Objetivos de Desarrollo Sostenible.  Karen Enciso Valencia is an economist and research associate,  
http://www.fao.org/americas/noticias/ver/es/c/421098/ Tropical Forages Program, Alliance of Bioversity International and CIAT. 
Gerber, PJ., Steinfeld, H., Henderson, ... et al. (2013). Tackling climate change         k.enciso@cgiar.org
through livestock – A global assessment of emissions and mitigation 
opportunities. Food and Agriculture Organization of the United Nations (FAO), Manuel Francisco Díaz is a political scientist, economist, and research 
Rome. Retrieved from: https://www.fao.org/3/i3437e/i3437e.pdf associate, Tropical Forages Program, Alliance of Bioversity International and CIAT. 
      m.f.diaz@cgiar.org
Legiscomex. (2020). Sistema de inteligencia comercial. Estadísticas de comercio 
exterior [Base de datos]. Retrieved from: https://www.legiscomex.com/ Stefan Burkart is an economist, social scientist, and theme leader,  
Tropical Forages Program, Alliance of Bioversity International and CIAT. 
Papalotla. (2019). (Base de datos). Exportaciones de pastos desde Brasil al       s.burkart@cgiar.org
mundo 2006-2018. Accessed on 4 November 2021.
Correct citation
Gallo-Caro I; Enciso Valencia K; Díaz MF; Burkart S. 2021. The Latin American forage seed market: Developments, trends, and future 
opportunities. Policy Brief No. 63. International Center for Tropical Agriculture (CIAT). Cali, Colombia. 8 p.
CONTACT
Stefan Burkart
      s.burkart@cgiar.org
The Alliance of Bioversity International and CIAT is part of CGIAR, a global research partnership for a food-secure future dedicated to reducing poverty, enhancing 
food and nutrition security, and improving natural resources.
https://alliancebioversityciat.org www.cgiar.org