Analisis Model Bisnis Kelompok Tani Hutan Sukobubuk Rejo di Kecamatan Margorejo, Kabupaten Pati

Aqilah Rahma Ratri, Slamet Riyanto S.Hut., M.Si.

2026 | Skripsi | KEHUTANAN

KTH Sukobubuk Rejo adalah kelompok perhutanan sosial di Kabupaten Pati yang mengelola 1.300 hektare lahan agroforestri dan telah berhasil mengekspor produk buah ke Jepang. Meski memiliki kapasitas produksi besar, kelembagaan usahanya belum terstruktur dan terindikasi permasalahan keberlanjutan pada kemampuan kelompok dalam mengintegrasikan produksi, pemasaran, dan penangkapan nilai secara kolektif. Usaha berbasis komunitas semacam ini memerlukan pendekatan yang dapat menggambarkan kondisi aktual, mengevaluasi komponen bisnis, sekaligus merancang model yang berkelanjutan, suatu fungsi yang dipenuhi oleh Business Model Canvas (BMC). Penelitian ini bertujuan mengidentifikasi unit usaha, menganalisis kondisi aktual model bisnis unit usaha utama, dan merumuskan rekomendasi pengembangan.
Penelitian dilaksanakan pada Desember 2025-Januari 2026 di Desa Sukobubuk, Kecamatan Margorejo, Kabupaten Pati dengan pendekatan deskriptif eksploratif kualitatif. Data primer diperoleh melalui observasi lapangan dan wawancara mendalam secara purposive terhadap pengurus, anggota KTH, dan pengepul, sedangkan data sekunder berasal dari dokumen kelembagaan dan data penanaman. Keabsahan data dilakukan melalui triangulasi sumber dan metode.
Teridentifikasi tujuh unit usaha, dengan usaha buah MPTS ditetapkan sebagai unit usaha utama karena beroperasi pada dua tingkat pengelolaan dan memiliki kapasitas pengembangan terbesar. Analisis BMC menunjukkan kekuatan pada kapasitas produksi yang besar, didukung fasilitas lintas fungsi berupa PLTS, sarana cold chain, dan KBR, serta jaringan mitra yang luas. Kesenjangan ditemukan pada fungsi agregator kelembagaan yang belum konsisten, belum adanya standar grading formal, dan minimnya perlindungan administratif pada transaksi skala besar. Rekomendasi diarahkan pada penguatan fungsi agregator koperasi, formalisasi sistem mutu dan jaringan pembeli, serta penyusunan perjanjian tertulis untuk mendukung keberlanjutan usaha agroforestri

KTH Sukobubuk Rejo is a social forestry group in Pati Regency that manages 1,300 hectares of agroforestry land and has exported fruit products to Japan. Despite its large production capacity, its business institution remains unstructured and shows sustainability issues in integrating production, marketing, and value capture collectively. Community based enterprises require an approach that can describe actual conditions, evaluate business components, and support the design of a sustainable model. This study aims to identify the business units of KTH Sukobubuk Rejo, analyze the current business model of its main business unit, and formulate development recommendations.
This research was conducted from December 2025 to January 2026 in Sukobubuk Village, Margorejo District, Pati Regency, using a qualitative descriptive exploratory approach. Primary data were obtained through field observation and purposive in depth interviews with managers, KTH members, and collectors. Secondary data were collected from institutional documents and planting records. Data validity was ensured through source and method triangulation, while the business model was analyzed using the Business Model Canvas.
The study identified seven business units, with the MPTS fruit business selected as the main unit because it operates at two management levels and has the greatest development potential. The analysis shows strengths in production capacity, supporting facilities such as PLTS, cold chain facilities, and KBR, and extensive partner networks. Gaps were found in the inconsistent institutional aggregator function, the absence of formal grading standards, and limited administrative protection in large scale transactions. The study concludes that business sustainability can be strengthened through cooperative aggregator functions, formal quality systems, buyer network development, and written transaction agreements.

Kata Kunci : Business Model Canvas, kelompok tani hutan, MPTS, agroforestri, perhutanan sosial' Business Model Canvas, forest farmer group, MPTS, agroforestry, social forestry