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Chile Wood Industry

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Celosa Araco elected to continue a strategy of horizontal expansion because current market conditions do not warrant a shift to forward integration, which itself poses multiple drawbacks. Expansion of current product segments, on the other hand, presents Araco with such benefits as higher share in the growing pulp market, increased production of high margin goods, and greater product diversification. Horizontal expansion—currently through the Iata project—presents Araco with the opportunity to become the world’s leading producer of pulp. Although the market for pulp (as a commodity) has experienced some volatility, there are no indications that it is a market in decline; on the contrary, it has sustained growth over the past three years, with pulp shipments increasing by 4%, 4.3%, and 3.9% in 2002, 2003, and 2004, respectively. Araco itself has witnessed growth in demand for its pulp products: sales volumes have increased by more than 25% since 1998, while annual sales revenue growth was $81 million—representing a 13% increase—in 2003. Furthermore, market prices for bleached pulp, which consistently accounts for at least 75% of Araco’s pulp sales, have been on an upward trend since 2001, increasing from $402 to $470 per metric ton. Araco has moreover maintained tight control of its inventories, demonstrating that it has not yet faced pressure to sell its pulp at unfavorable market prices. Given the stability of the pulp market, Araco is likely to benefit substantially by expanding its production capacity for pulp. The Iata project shall allow Araco to keep pace with increasing demand for paper, which is primarily derived from pulp. As greater consumption forces production of paper to increase worldwide, demand for pulp shall inevitably rise as well. As a result, by expanding its capacity for pulp production, Araco shall be positioned to take advantage of

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