Who Are the Core Customers of Klabin Company?

Global FMCG brands and industrial purchasers dominate Klabin customers, buying bulk pulp, paperboard, and corrugated packaging for high-volume supply chains; in 2025 Klabin reported pulp and paper sales concentrated to top-tier clients accounting for a majority of its commercial volume.

E – commerce companies sourcing Klabin packaging and premium retail brands shifting from plastics are growing segments; packaging orders for online fulfillment and branded paperboard rose materially in 2025 as sustainable packaging customers increased demand.

Klabin primarily serves businesses and institutions-converters and manufacturers buying Klabin products, wholesale distributors of Klabin paper and packaging, and international exporters purchasing Klabin pulp; tissue and hygiene product makers (diapers, absorbents) are key pulp buyers for Klabin.

The hygiene market (fluff pulp for diapers and absorbents) plus paper and packaging for FMCG and e – commerce were the most commercially important segments in 2025; Klabin's pulp mix and paperboard output align with sustainable packaging buyers preferring Klabin FSC products and large-scale industrial bag markets for construction and chemicals. Read more on customer choice Why Customers Choose Klabin Company

Brazil is the primary market: Klabin core customers include major FMCG brands, retailers seeking Klabin corrugated packaging, and converters and manufacturers buying Klabin products; Klabin holds a dominant share in corrugated boxes and industrial bags, underpinning >50% share in some segments as of 2025.

Secondary demand areas are Western Europe and North America, where sustainable packaging customers and paper and packaging buyers are shifting to recyclable and mono-material solutions; export volumes to these regions rose notably in 2025 as waste rules tightened, increasing orders for Klabin paperboard and pulp.

Klabin Company is strongest in integrated mill-to-converter reach and revenue mix: packaging (corrugated and paperboard) and industrial paper accounted for a majority of sales in FY2025, with pulp sales concentrated by volume to China and hygiene-sector buyers in the US and Europe.

Demand is growing fastest for liquid packaging board from dairy and juice industries globally, and for fluff pulp used by tissue and hygiene product makers in the US and Europe; pulp buyers for Klabin saw robust orders in China for paper production, while sustainable packaging buyers increased procurement of FSC-certified materials in 2025.

Klabin customers now include FMCG brands using Klabin paperboard and cosmetics firms, reached by Puma II capacity that added ~1.1 million tpa of paperboard/pulp in 2025, letting the company sell into premium food-service and barrier applications previously dominated by plastics.

Klabin core customers-retailers seeking Klabin corrugated packaging and converters and manufacturers buying Klabin products-remain engaged because integrated mills sustain low unit costs and consistent supply; in 2025 integrated sales helped keep average unit cash cost among the global low-cost leaders.

Investment in barrier-coating technologies drove repeat demand from sustainable packaging customers and paper and packaging buyers; product stickiness rose as clients shifted from plastic to grease- and moisture-resistant paper, expanding lifetime value per client.

Disciplined capital allocation prioritized integrated assets like Puma II, enabling Klabin S.A. to decouple a growing share of revenue from pulp cycle volatility-by 2025 value-added segments contributed a materially larger share of EBITDA versus pure pulp, supporting scalable, higher-margin growth. Read more on corporate strategy in Mission, Vision, and Values of Klabin Company.