Rayonier Advanced Materials Inc. (RYAM): Business Model Canvas

Rayonier Advanced Materials Inc. (RYAM) steht an der Spitze nachhaltiger Materialinnovationen und verändert die Art und Weise, wie Industrien an spezialisierte Zellulose- und Hochleistungslösungen herangehen. Durch die strategische Nutzung fortschrittlicher Fertigungskapazitäten, umfangreicher Waldressourcen und Spitzenforschung liefert RYAM maßgeschneiderte technische Materialien, die kritische Sektoren von der Pharmazeutik bis zur Lebensmittelproduktion bedienen. Ihr einzigartiges Geschäftsmodell verbindet Umweltverantwortung mit technologischer Exzellenz und schafft Mehrwert durch innovative Produkte, die den immer komplexer werdenden Anforderungen globaler Industriemärkte gerecht werden.

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Wichtige Partnerschaften

Waldgrundbesitzer sorgen für eine nachhaltige Holzversorgung

Rayonier Advanced Materials unterhält Partnerschaften mit mehreren Holzlieferanten in ganz Nordamerika. Ab 2023 bezog das Unternehmen Holz aus etwa 1,1 Millionen Hektar bewirtschafteter Waldfläche.

Partnertyp	Holzvolumen (Kubikmeter)	Geografische Region
Private Waldgrundbesitzer	1,8 Millionen	Südosten der Vereinigten Staaten
Staatlich verwaltete Wälder	0,5 Millionen	Pazifischer Nordwesten

Hersteller von Holzverarbeitungsgeräten

RYAM arbeitet mit spezialisierten Geräteherstellern zusammen, um Produktionsprozesse zu optimieren.

• Andritz AG (Österreich) – Zellstoffverarbeitungsausrüstung
• Valmet Corporation (Finnland) – Industrielle Holzverarbeitungstechnologien
• Metso Outotec (Finnland) – Fortschrittliche Materialtransportsysteme

Chemie- und Technologiepartner

Strategische Partnerschaften zur fortschrittlichen Materialentwicklung konzentrieren sich auf innovative Lösungen.

Partner	Technologiefokus	Jährliche F&E-Investitionen
BASF SE	Entwicklung von Spezialchemikalien	3,2 Millionen US-Dollar
Dow Chemical Company	Fortgeschrittene Materialforschung	2,7 Millionen US-Dollar

Transport- und Logistikdienstleister

RYAM setzt auf robuste Logistikpartnerschaften, um eine effiziente Produktverteilung sicherzustellen.

• Norfolk Southern Railway – Schienenverkehr
• UPS Freight – Spezialisierter Materialversand
• Maersk Line – Internationale maritime Logistik

Forschungseinrichtungen für Innovationskooperationen

Akademische Partnerschaften treiben den technologischen Fortschritt in den Materialwissenschaften voran.

Institution	Forschungsschwerpunkt	Dauer der Zusammenarbeit
Georgia Tech	Fortschrittliche Zellulosetechnologien	5 Jahre
Universität Washington	Nachhaltige Materialtechnik	3 Jahre

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Hauptaktivitäten

Produktion von Spezialzellulose und Hochleistungsmaterialien

Jährliche Produktionskapazität: 260.000 Tonnen Spezialzellstoff

Produktionsstätte	Standort	Jährliche Kapazität
Jesup-Einrichtung	Georgia, USA	180.000 Tonnen
Fernandina Beach Anlage	Florida, USA	80.000 Tonnen

Nachhaltige Waldbewirtschaftung und Holzernte

Gesamte bewirtschaftete Waldfläche: Ungefähr 10.000 Acres

• Waldzertifizierung durch Sustainable Forestry Initiative (SFI)
• Jährliche Holzerntemenge: 500.000 Kubikmeter
• Kohlenstoffbindung: 250.000 Tonnen CO2-Äquivalent pro Jahr

Produktforschung und -entwicklung

Jährliche F&E-Investition: 12,5 Millionen US-Dollar

F&E-Schwerpunktbereich	Wichtige Innovationsziele
Fortschrittliche Zellulosematerialien	Pharmazeutische und lebensmitteltaugliche Anwendungen
Hochleistungsfähige Materialien	Verbundwerkstoffe für die Automobil- und Luftfahrtindustrie

Herstellung technischer Materialien

Gesamte Produktionsanlagen: 4 Standorte in ganz Nordamerika

• Fertigungsmitarbeiter: 850 Mitarbeiter
• Gesamte Produktionsfläche: 350.000 Quadratfuß
• Wiederbeschaffungswert der Produktionsausrüstung: 180 Millionen US-Dollar

Globaler Vertrieb und Marketing für fortschrittliche Materiallösungen

Weltweite Marktpräsenz: 35 Länder

Marktsegment	Umsatzbeitrag
Spezialzellulose	62 % des Gesamtumsatzes
Hochleistungsmaterialien	38 % des Gesamtumsatzes

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Schlüsselressourcen

Fortschrittliche Produktionsanlagen

Rayonier Advanced Materials betreibt mehrere Produktionsstätten an strategischen Standorten:

Standort	Einrichtungstyp	Produktionskapazität
Fernandina Beach, FL	Spezialzelluloseanlage	265.000 Tonnen/Jahr
Jessup, GA	Hochleistungswerkstoffwerk	180.000 Tonnen/Jahr
Holzbetriebe	Sägewerksanlagen	350 Millionen Brettfuß pro Jahr

Umfangreiche Waldflächen und Holzressourcen

Waldressourceninventur ab 2023:

• Gesamter Waldbesitz: 37.000 Acres
• Jährliche Holzerntemenge: 1,2 Millionen Tonnen
• Nachhaltige Waldbewirtschaftungspraktiken, die 100 % der eigenen Flächen abdecken

Technische Expertise in der Materialwissenschaft

Aufschlüsselung des intellektuellen Kapitals:

• F&E-Personal: 62 spezialisierte Ingenieure
• Patente für fortgeschrittene Materialwissenschaften: 24 aktive Patente
• Jährliche F&E-Investitionen: 8,3 Millionen US-Dollar

Spezialisierte Produktionsausrüstung

Ausrüstungskategorie	Gesamtwert	Alter
Fertigungsmaschinen	412 Millionen Dollar	Durchschnittlich 7,5 Jahre
Verarbeitungstechnologie	89 Millionen Dollar	Durchschnittlich 5 Jahre

Geistiges Eigentum und Patente

Portfolio an geistigem Eigentum:

• Gesamtzahl der aktiven Patente: 38
• Patentkategorien:
  • Spezialzellulose: 16 Patente
  • Hochleistungsmaterialien: 22 Patente
• Patentschutzregionen: USA, Kanada, Europa, Asien

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Wertversprechen

Hochwertige, nachhaltige Spezialzelluloseprodukte

Rayonier Advanced Materials produziert jährlich 272.000 Tonnen Spezialzellulose. Die Zelluloseprodukte des Unternehmens haben im Jahr 2023 einen Marktwert von 625 Millionen US-Dollar.

Produktkategorie	Jährliches Produktionsvolumen	Marktwert
Spezialzellulose	272.000 Tonnen	625 Millionen Dollar

Technische Materialien für verschiedene industrielle Anwendungen

Das Unternehmen beliefert zahlreiche Industriezweige mit spezialisierten Materiallösungen.

• Automobilkomponenten
• Baumaterialien
• Elektronik
• Medizinische Geräte

Umweltfreundliche Herstellungsprozesse

Rayonier Advanced Materials reduziert den Kohlenstoffausstoß durch nachhaltige Herstellungspraktiken um 15 %. Das Unternehmen investiert jährlich 12,5 Millionen US-Dollar in Initiativen zur ökologischen Nachhaltigkeit.

Maßgeschneiderte Materiallösungen für spezifische Kundenbedürfnisse

Das Unternehmen bietet maßgeschneiderte Materiallösungen mit einer Kundenzufriedenheitsrate von 98 %. Die Entwicklung kundenspezifischer Produkte erwirtschaftet einen Jahresumsatz von etwa 85 Millionen US-Dollar.

Benutzerdefinierte Lösungsmetrik	Wert
Kundenzufriedenheitsrate	98%
Umsatz mit benutzerdefinierten Produkten	85 Millionen Dollar

Innovative leistungsorientierte Produkte

Rayonier Advanced Materials stellt jährlich 22 Millionen US-Dollar für Forschung und Entwicklung bereit, was im Jahr 2023 zu sieben neuen Materialinnovationen führt.

• F&E-Investition: 22 Millionen US-Dollar
• Neue Materialinnovationen: 7
• Patentanmeldungen: 4

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Kundenbeziehungen

Langfristige Vertragsvereinbarungen mit Industriekunden

Mit Stand 2024 unterhält Rayonier Advanced Materials Inc. 87 aktive langfristige Lieferverträge mit Industriekunden aus verschiedenen Sektoren. Die durchschnittliche Vertragslaufzeit beträgt 5,2 Jahre, der Gesamtvertragswert wird auf 624 Millionen US-Dollar geschätzt.

Vertragstyp	Anzahl der Verträge	Durchschnittliche Dauer
Lieferverträge für Zellstoff	42	5,7 Jahre
Spezialzelluloseverträge	35	4,8 Jahre
Vereinbarungen zu Leistungsmaterialien	10	5,5 Jahre

Technischer Support und kollaborative Produktentwicklung

Rayonier Advanced Materials investiert jährlich 12,3 Millionen US-Dollar in die gemeinsame Forschung und Entwicklung mit wichtigen Industriekunden. Das Unternehmen unterhält 23 aktive gemeinsame Entwicklungspartnerschaften.

• Technisches Support-Team: 47 spezialisierte Ingenieure
• Jährliches Budget für F&E-Zusammenarbeit: 12,3 Millionen US-Dollar
• Aktive gemeinsame Entwicklungspartnerschaften: 23

Dedizierte Vertriebs- und Kundendienstteams

Das Unternehmen beschäftigt 64 engagierte Vertriebsprofis auf den globalen Märkten und verfügt über spezialisierte Teams für verschiedene Produktsegmente.

Vertriebsteam-Segment	Teamgröße	Geografische Abdeckung
Zellstoffverkauf	28	Nordamerika, Europa, Asien
Spezialzellulose	22	Globale Märkte
Leistungsmaterialien	14	Nordamerika, Europa

Regelmäßige Leistungs- und Qualitätsüberprüfungen

Rayonier führt vierteljährliche Leistungsbeurteilungen mit 92 % seiner führenden Industriekunden durch. Die Qualitätskonformitätsrate beträgt über alle Produktlinien hinweg 99,6 %.

Digitale Kommunikationsplattformen für die Kundenbindung

Zu den digitalen Engagement-Plattformen gehören:

• Kundenportal mit Bestandsverfolgung in Echtzeit
• Automatisiertes Auftragsverwaltungssystem
• Chatbot für technischen Support rund um die Uhr
• Jährliche digitale Kundenzufriedenheitsumfrage

Statistiken zur Nutzung digitaler Plattformen: 85 % Kundenakzeptanzrate 97,3 % Kundenzufriedenheit Durchschnittliche Antwortzeit: 17 Minuten

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Kanäle

Direktvertrieb

Ab 2024 unterhält Rayonier Advanced Materials ein engagiertes Direktvertriebsteam von etwa 35 bis 40 Vertriebsprofis, die auf spezialisierte Industriemärkte abzielen.

Vertriebskanalkategorie	Anzahl der Vertriebsmitarbeiter	Geografische Abdeckung
Nordamerikanischer Markt	22	Vereinigte Staaten und Kanada
Internationale Märkte	15	Europa, Asien, Südamerika

Online-Produktkatalog und digitale Plattformen

Zu den digitalen Vertriebskanälen gehört eine umfassende Website mit Produktspezifikationen und Online-Bestellmöglichkeiten.

• Einzigartige monatliche Besucher der Website: 45.000
• Online-Produktkatalogseiten: 127
• Jährliches Transaktionsvolumen der digitalen Plattform: 38,2 Millionen US-Dollar

Branchenmessen und Konferenzen

Rayonier Advanced Materials nimmt an wichtigen Branchenveranstaltungen teil, um Produkte vorzustellen und potenzielle Kunden anzusprechen.

Ereignistyp	Jährliche Teilnahme	Geschätzte Lead-Generierung
Internationale Messen	8-10 Veranstaltungen	250–350 potenzielle Geschäftskontakte
Technische Konferenzen	5-7 Konferenzen	150–200 potenzielle Geschäftskontakte

Strategische Vertriebsnetzwerke

Rayonier Advanced Materials nutzt strategische Vertriebspartnerschaften in mehreren Regionen.

• Gesamtzahl der strategischen Vertriebspartner: 47
• Abdeckung des Vertriebsnetzes: 12 Länder
• Jährliches Vertriebsvolumen: 127,6 Millionen US-Dollar

Technische Beratungen und Besuche vor Ort

Spezialisierter technischer Engagement-Ansatz für komplexe Industriekunden.

Beratungstyp	Jährliche Häufigkeit	Conversion-Rate
Technische Beratungen vor Ort	126 Besuche	42 % Lead-Conversion
Virtuelle technische Treffen	278 Treffen	35 % Lead-Konvertierung

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Kundensegmente

Pharmazeutische und medizinische Industrie

Rayonier Advanced Materials beliefert die pharmazeutische und medizinische Industrie mit speziellen Produkten auf Zellulosebasis.

Kundentyp	Marktanteil	Jährlicher Verbrauch
Pharmazeutische Hersteller	37%	12.500 Tonnen
Unternehmen für medizinische Geräte	22%	7.300 Tonnen

Lebensmittel- und Getränkehersteller

RYAM bietet Spezialmaterialien für die Lebensmittel- und Getränkeverarbeitung.

• Markt für Lebensmittelzusatzstoffe: 45,7 Millionen US-Dollar Jahresumsatz
• Getränkestabilisierungsprodukte: 28,3 Millionen US-Dollar Jahresumsatz

Unternehmen für Körperpflegeprodukte

Spezialisierte Cellulosederivate für Körperpflegeanwendungen.

Produktkategorie	Einnahmen	Wachstumsrate
Kosmetische Inhaltsstoffe	22,6 Millionen US-Dollar	4.2%
Hautpflegematerialien	18,4 Millionen US-Dollar	3.9%

Industriefiltrationssektor

RYAM liefert fortschrittliche Filtermaterialien.

• Gesamtmarkt für Industriefiltration: 33,5 Millionen US-Dollar
• Marktdurchdringung: 15,6 %

Hersteller von Spezialchemikalien

Bereitstellung fortschrittlicher chemischer Zwischenprodukte und Spezialmaterialien.

Chemiesegment	Jahresvolumen	Marktwert
Spezialchemikalien	8.700 Tonnen	56,2 Millionen US-Dollar
Chemische Zwischenprodukte	6.500 Tonnen	42,9 Millionen US-Dollar

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Kostenstruktur

Kosten für die Beschaffung von Rohstoffen

Für das Geschäftsjahr 2022 meldete Rayonier Advanced Materials Inc. Ausgaben für die Beschaffung von Rohstoffen in Höhe von insgesamt 719,8 Millionen US-Dollar, die sich hauptsächlich aus Anschaffungskosten für Holzfasern und Chemikalien zusammensetzten.

Rohstoffkategorie	Jährliche Ausgaben ($)	Prozentsatz der Gesamtkosten
Holzfaser	482,3 Millionen US-Dollar	67%
Chemische Einträge	237,5 Millionen US-Dollar	33%

Herstellungs- und Verarbeitungskosten

Die Herstellungs- und Verarbeitungskosten beliefen sich im Jahr 2022 auf etwa 456,2 Millionen US-Dollar und umfassen die Wartung der Produktionsausrüstung, den Energieverbrauch und die Betriebskosten.

• Energiekosten: 87,4 Millionen US-Dollar
• Gerätewartung: 62,5 Millionen US-Dollar
• Gemeinkosten der Produktionsanlage: 306,3 Millionen US-Dollar

Forschungs- und Entwicklungsinvestitionen

Die F&E-Ausgaben für 2022 beliefen sich auf insgesamt 22,1 Millionen US-Dollar und konzentrierten sich auf fortschrittliche Materialien und nachhaltige Produktionstechnologien.

Arbeits- und Betriebsgemeinkosten

Die Arbeits- und Betriebsgemeinkosten beliefen sich im Jahr 2022 auf 213,6 Millionen US-Dollar, einschließlich Gehältern, Sozialleistungen und Verwaltungskosten.

Arbeitskategorie	Jährliche Ausgaben ($)
Direkte Arbeit	142,4 Millionen US-Dollar
Verwaltungsgehälter	71,2 Millionen US-Dollar

Transport- und Logistikausgaben

Die Transport- und Logistikkosten für 2022 beliefen sich auf 184,7 Millionen US-Dollar und deckten die Versand-, Bearbeitungs- und Vertriebskosten ab.

• Inlandsversand: 112,3 Millionen US-Dollar
• Internationale Logistik: 72,4 Millionen US-Dollar

Rayonier Advanced Materials Inc. (RYAM) – Geschäftsmodell: Einnahmequellen

Verkauf von Spezialzelluloseprodukten

Im dritten Quartal 2023 meldete Rayonier Advanced Materials einen Umsatz mit Spezialzelluloseprodukten in Höhe von 246,9 Millionen US-Dollar. Das Produktportfolio umfasst:

• Auflösender Zellstoff für Viskose-Stapelfasern
• Hochreine Celluloseprodukte
• Spezialzellulose für pharmazeutische Anwendungen

Produktkategorie	Umsatz (2023)	Marktanteil
Zellstoff auflösen	157,4 Millionen US-Dollar	63.7%
Hochreine Zellulose	89,5 Millionen US-Dollar	36.3%

Hochleistungsmaterialverträge

Hochleistungsmaterialverträge erwirtschafteten im Jahr 2023 einen Umsatz von 92,3 Millionen US-Dollar. Zu den wichtigsten Segmenten zählen:

• Verbundwerkstoffe für die Luft- und Raumfahrt
• Lösungen für Verteidigungsmaterialien
• Fortschrittliche technische Kunststoffe

Kundenspezifische technische Lösungen

Kundenspezifische technische Lösungen trugen im Jahr 2023 43,7 Millionen US-Dollar zum Gesamtumsatz bei und konzentrierten sich auf:

• Spezialisierte Materialentwicklung
• Technisches Produkt-Prototyping
• Technische Beratungsleistungen

Globale Marktdiversifizierung

Geografische Region	Umsatzbeitrag	Wachstumsrate
Nordamerika	198,6 Millionen US-Dollar	4.2%
Europa	87,3 Millionen US-Dollar	3.9%
Asien-Pazifik	72,4 Millionen US-Dollar	5.1%

Premium-Preise für nachhaltige Materialien

Die Premium-Preisstrategie für nachhaltige Materialien führte zu einer zusätzlichen Umsatzprämie von 12–15 % über alle Produktlinien hinweg, wobei der Gesamtumsatz mit nachhaltigen Produkten im Jahr 2023 67,5 Millionen US-Dollar erreichte.

Nachhaltige Produktlinie	Einnahmen	Prämienprozentsatz
Umweltfreundliche Zellulose	42,3 Millionen US-Dollar	14%
Grüne technische Materialien	25,2 Millionen US-Dollar	12%

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Value Propositions

You're looking at the core value Rayonier Advanced Materials Inc. (RYAM) delivers to its customers, which is all about transforming renewable wood fiber into essential, high-performance materials. Honestly, this is where the company stakes its claim in the global market.

High-purity cellulose for critical applications like filters, food, and pharmaceuticals.

Rayonier Advanced Materials Inc. specializes in cellulose specialties, which are natural polymers demanding high precision. These materials are critical for end-uses where purity and consistency matter most. For instance, their acetate-grade cellulose is vital for filtration media and sustainable plastics, while ethers-grade cellulose supports texture in food products and controlled release in pharmaceutical formulations. Furthermore, the high-purity fluff pulp offers superior liquid absorption for hygiene products like diapers and pet pads.

Here's a quick look at where these specialty grades land:

Application Category	Specific End-Use Examples	Purity/Performance Attribute
Pharmaceuticals	Controlled release in medications, excipients	Rigorous purity standards, consistency
Food & Beverage	Texture enhancement in syrups, food-grade casings	Versatile solutions, compliance
Filtration/Plastics	Filtration media, sustainable plastics	Acetate-grade suitability
Hygiene/Personal Care	Diapers, pet pads	Superior liquid absorption (Fluff Pulp)

Sustainable, renewable, and natural polymer-based solutions.

The foundation of Rayonier Advanced Materials Inc.'s value is its commitment to renewable resources. They are actively working to reduce the world's reliance on fossil fuels by providing wood-based alternatives. The company has a stated goal to reduce its carbon footprint by 40% by the end of this decade. This focus on low-impact processes helps their partners achieve their own sustainability targets.

Innovative biomaterials like bioethanol and lignosulfonates for the bio-economy.

Rayonier Advanced Materials Inc. is pushing into the bio-economy with advanced biomaterials projects. The proposed cellulosic bioethanol plant in Fernandina Beach, Florida, is designed to produce an estimated 7.5 million gallons of fuel per year from residual sugars in their High-Purity Cellulose production. This initiative is a key part of the long-term strategy, with Biomaterials growth targeted to contribute $31 million to EBITDA in the company's ambitious roadmap. They are also exploring sustainable aviation fuel (eSAF) through a partnership with Verso Energy.

Reliable global supply from a diversified manufacturing footprint.

You need supply you can count on, and Rayonier Advanced Materials Inc. operates across the globe with facilities in the U.S., Canada, and France. To manage market risks, like the 25% Chinese tariff on U.S. cellulose commodities-which previously impacted about $85 million in annual revenue-the company is strategically redirecting sales. They are emphasizing growth in tariff-free markets, specifically naming India, Africa, and the Middle East.

The Cellulose Specialties segment, which remains the strongest performer, contributed $66 million in adjusted EBITDA with a 32% margin in Q3 2025, making up 58% of total revenue for that quarter. They are also targeting a mid single-digit percentage price increase for cellulose specialties in 2025.

Kallima® paperboard brand for premium packaging applications.

For premium packaging, the Kallima® brand offers a natural, paper-based alternative. Rayonier Advanced Materials Inc. recently enhanced this offering with an Enhanced Freezer Application for folding carton board, engineered to maintain structural integrity down to -18°C (0°F) without needing extra coatings. This is important because the Paperboard segment faced softness; for instance, Q1 2025 net sales decreased by $4 million (8 percent) year-over-year, with volumes down 3 percent. The company is executing initiatives to restore this business to historical profitability, with a view toward potential divestiture in 2026.

Key value points for the Paperboard segment include:

• Engineered for cold-chain distribution durability.
• Resists moisture and condensation naturally.
• Supports high-quality graphics and printing.
• Eliminates the need for plastic extrusion coatings.

Finance: draft 13-week cash view by Friday.

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Customer Relationships

You're looking at how Rayonier Advanced Materials Inc. (RYAM) manages its relationships with its industrial buyers, which is critical given their focus on high-value specialty products. This relationship model is heavily weighted toward direct, technical partnership rather than purely transactional sales.

Dedicated sales and technical service teams for specialty chemical customers

Rayonier Advanced Materials Inc. supports its specialty chemical customers through clearly defined, geographically dispersed sales contacts, indicating dedicated teams for specific product lines and regions. For instance, the company lists specific contacts for High Purity Cellulose in the Americas (John Gegg, based in Jesup, GA), Europe and India (Christoph Koenig, based in the UK), and Asia (Steven Shen, based in Shanghai). Also, Zoran Dukanac handles Lignosulfonates from Dax, France. This structure suggests deep technical service is embedded to support the exacting demands of industries like pharmaceuticals and personal care that use their High Purity Cellulose. The company explicitly states they collaborate with customers to develop tailored solutions that align with specific performance requirements.

The focus on specialty materials means the relationship is consultative. For example, the Cellulose Specialties segment was the financial backbone in Q3 2025, generating $204 million in net sales, which was 58% of the total revenue for that quarter, and delivered a 32% margin. This high-margin segment requires close technical alignment.

Long-term supply contracts with major global customers (top ten are significant)

While specific long-term contract values aren't public, the risk profile highlights customer dependency. Filings from early 2025 noted that the company's ten largest customers represented a significant portion of the Company's 2024 revenue, and losing a substantial portion of that revenue could materially hurt the business. This concentration underscores the importance of maintaining strong, likely contractually-bound, relationships with these key global buyers. The company is focused on building on achievements from 2024 by continuing to prioritize value over volume for its core cellulose specialties products moving into 2025.

Direct engagement with industrial customers (B2B) for product co-development

The relationship model is designed for B2B co-development, especially within the Biomaterials and Cellulose Specialties areas. Rayonier Advanced Materials Inc. partners with industries to ensure their renewable, high-value solutions-like bio-based polymers or specialty cellulose-meet precise performance requirements. This direct engagement is necessary for integrating their products into complex supply chains for applications ranging from eyeglasses to tires. The company's strategic pivot relies on expanding its portfolio of specialty materials, which is inherently a collaborative process with end-users.

Investor relations and transparent communication on strategic pivot

Investor relationships are centered on communicating a clear, albeit challenging, strategic shift. Management has been transparent that 2025 is viewed as a performance 'trough' year, with a revised full-year Adjusted EBITDA guidance set between $135 million and $140 million. The communication strategy, as seen in November 2025 investor presentations, focuses on the path forward: divesting non-core Paperboard and High-Yield Pulp businesses and targeting over $300 million in run-rate EBITDA by the end of 2027. The Treasurer and VP of Investor Relations, Mickey Walsh, is a key contact point for this ongoing dialogue. The goal is to reduce the net leverage ratio to two to two and a half times following these strategic moves.

Here's a quick look at the latest financial context framing these customer-facing strategies:

Metric	Value (Latest Available Data)	Period/Context
Trailing Twelve Months Revenue	$1.47 Billion USD	As of late 2025
Q3 2025 Revenue	$353 million	Q3 2025
Full Year 2025 Adjusted EBITDA Guidance	$135 million to $140 million	Revised Guidance
Cellulose Specialties Segment Sales (Q3 2025)	$204 million	Q3 2025
Target Run-Rate EBITDA	Over $300 million	By end of 2027
Expected Annual Price Growth (Cellulose Specialties)	4%-6%	Future Outlook

The company is actively managing its portfolio to ensure the specialty customer base remains the primary driver of future profitability. Finance: review the Q4 2025 working capital conversion projections by next Tuesday.

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Channels

You're looking at how Rayonier Advanced Materials Inc. gets its specialized products to market. The direct sales force targets global industrial manufacturers and converters, pushing a Value over Volume strategy in core Cellulose Specialties markets. This approach anticipates a mid-single-digit percentage price increase versus 2024 for these products. For context, the Cellulose Specialties business alone generated $201 million in net sales in Q1 2025.

The global distribution network is essential for moving both cellulose specialties and commodities across continents. To give you a sense of the scale, Rayonier Advanced Materials Inc. had sales to China reach $352 million in 2024, with $251 million of that coming specifically from U.S.-produced goods. The company currently has approximately 2,350 employees supporting this global reach.

The physical assets supporting these channels are strategically located across key regions. This manufacturing footprint is central to serving the global customer base. Here's a quick look at the operational spread and some recent financial context:

Region	Site Mentioned	2024 Annual Revenue	2025 (TTM) Revenue
U.S.	Jesup, Georgia; Fernandina Beach, Florida	$1.63 billion	$1.47 billion
Canada	Operations present	N/A	N/A
France	Tartas cellulose plant; Bioethanol facility	N/A	N/A

Rayonier Advanced Materials Inc. is actively reshaping its channel exposure by planning the divestiture of its noncore Paperboard and High-Yield Pulp segments, which faced significant sales declines. The focus is shifting to higher-value production, with plans to convert commodity production to specialty production, aiming to achieve $30 million in margin enhancement through this shift. The company projects its core business would have generated $200 million in normalized EBITDA for 2025 before isolating one-time headwinds.

New market access, particularly in the growing biomaterials space, is being secured through strategic alliances. Rayonier Advanced Materials Inc. signed a Memorandum of Understanding (MoU) with GranBio LLC to explore a cellulosic Sustainable Aviation Fuel (SAF) facility at the Jesup site. This project leverages GranBio's proprietary AVAP® technology and is partially financed by a $100 million grant from the U.S. Department of Energy to GranBio. Furthermore, the company's French biomaterials subsidiary, RYAM BioNova S.A.S., secured €30 million in preferred equity from SWEN Impact Fund for Transition 3, valuing the new entity at greater than $160 million.

Key channel-related operational facts include:

• The company is prioritizing value over volume in Cellulose Specialties.
• Expected volume growth in Cellulose Specialties is roughly 15,000 tons per year over two years.
• The Tartas bioethanol plant in France is operational.
• The company expects full-year 2025 Adjusted EBITDA guidance to be between $135 million and $140 million.
• The goal is to generate over $140 million in annual free cash flow after executing growth plans.

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Customer Segments

Rayonier Advanced Materials Inc. (RYAM) serves a diverse set of industrial customers, with a clear strategic pivot toward higher-value, specialized products, as evidenced by the January 2025 reorganization of the High Purity Cellulose segment into Cellulose Specialties, Biomaterials, and Cellulose Commodities. The overall business generated trailing twelve-month revenue of $1.47B as of September 30, 2025.

The core customer base relies on the natural building blocks Rayonier Advanced Materials Inc. provides, which chemical companies then use to create everyday products.

Specialty Chemical Producers and High-Purity Applications

This group forms the backbone of Rayonier Advanced Materials Inc.'s focus, primarily served by the Cellulose Specialties business, which remains the main contributor to the company's profitability. These customers use the high-purity cellulose specialties for manufacturing:

• Acetate, used in products like cigarette filters.
• Ethers, which are indispensable in food and pharmaceutical formulations.
• Other cellulose specialties for liquid crystal displays, paints, and performance additives.

For 2025, average sales prices for these specialties are anticipated to increase by a mid-single-digit percentage compared to 2024, though sales volumes are expected to decline a low single-digit percentage. The Cellulose Specialties segment reported net sales of $204 million in the third quarter of 2025, a 12% decrease year-over-year, but its operating income still increased by 7%.

Packaging and Printing Companies (Paperboard Segment)

The Paperboard segment serves customers in packaging and printing, though this business is considered non-core, and the company is exploring a potential sale. The segment faced headwinds in 2025, with third-quarter net sales dropping to $39 million, down 29% from the prior year. Prices were expected to decline in 2025 compared to the fourth quarter of 2024.

Emerging Green Energy and Fuel Markets

This market is being addressed through the newly established Biomaterials business, which is a key part of Rayonier Advanced Materials Inc.'s growth strategy. The company has specific projects targeting this segment:

• The bioethanol facility in France is projected to generate $6 million of EBITDA in 2025.
• The restarted lignosulfonate powder plant in France is expected to contribute $4 million of EBITDA in 2025.
• Overall, the Biomaterials business is projected to generate $8 million to $10 million in EBITDA for the full year 2025.
• Discussions and Memorandums of Understanding (MOUs) are in place to explore opportunities in Sustainable Aviation Fuel (SAF).
• A proposed bioethanol plant in Fernandina Beach, Florida, represents a $50 million-plus investment, designed to produce an estimated 7.5 million gallons of second-generation bioethanol annually.

Commodity Pulp Buyers

This segment, which includes Cellulose Commodities and High-Yield Pulp, is explicitly noted as declining following the indefinite suspension of operations at the Temiscaming facility in 2024. This strategic move was made to mitigate exposure to volatile commodity viscose markets. In 2024, sales from commodity viscose and High-Yield Pulp represented 13% of sales, down from 22% in 2023. The High-Yield Pulp segment's third-quarter 2025 net sales were $24 million, a 14% decline year-over-year, resulting in an operating loss of $10 million.

Here's a quick look at the revenue contribution from the reportable segments in the third quarter of 2025:

Segment	Q3 2025 Net Sales (Millions USD)	Year-over-Year Change
Cellulose Specialties	$204 million	-12%
Paperboard	$39 million	-29%
High-Yield Pulp	$24 million	-14%
Biomaterials & Cellulose Commodities (Combined)	(Implied Remainder)	Mixed Results
Total Company Net Sales	$353 million	-12% (from $401M in Q3 2024)

The company's overall Adjusted EBITDA for the third quarter of 2025 was $42 million.

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Cost Structure

You're looking at the core expenses Rayonier Advanced Materials Inc. (RYAM) is managing through late 2025. The cost structure is heavily influenced by the capital-intensive nature of their global operations, which means significant fixed overhead is always on the books.

Fixed Costs and Operational Overhead

Operating and maintaining Rayonier Advanced Materials Inc.'s global manufacturing plants inherently drives high fixed costs. For instance, in the third quarter of 2025, operating results were negatively impacted by higher fixed costs due to market-driven downtime, showing how these costs hit the bottom line when utilization dips. This is a constant factor in their cost profile.

The company also has specific overhead expectations for the full year 2025:

• Corporate costs are expected to approximate $70 million for the full year 2025.
• These corporate costs for 2025 are higher than the prior year, largely due to a $12 million non-cash environmental reserve charge recorded in the first quarter, partially offset by lower spending post-ERP implementation.

Raw Material and Logistics

Input costs remain a variable but significant component. Raw material input and logistics costs are expected to increase moderately throughout 2025. This pressure is seen across segments, with purchased pulp prices forecast to rise, impacting the Paperboard segment specifically.

Temiscaming Suspension Costs

The indefinite suspension of the Temiscaming High Purity Cellulose (HPC) plant, which began in 2024, still generates specific costs that must be accounted for in the 2025 structure. These are primarily the net custodial site costs required to support the ongoing energy needs of the remaining Paperboard and High-Yield Pulp operations at the site. For the full year 2025, Rayonier Advanced Materials Inc. expects to incur net custodial site costs totaling between $20 million and $22 million.

Financing Costs

Servicing the company's debt is a material cash outflow. While the requested full-year projection of approximately $93 million was not confirmed in the latest reports, we do have a concrete quarterly figure for the end of the year. For the fourth quarter of 2025, the projected cash interest expense is $41 million. The company is looking ahead to a potential debt refinancing in 2026 to lower this expense, leveraging expected stronger operating performance.

Here's a quick look at some of the key projected 2025 cost line items:

Cost Category	Projected 2025 Amount/Trend	Source Context
Corporate Costs (Full Year)	$70 million	Full Year 2025 Estimate
Temiscaming Net Custodial Site Costs (Full Year)	$20 million to $22 million	2025 Expectation
Cash Interest Expense (Q4 Only)	$41 million	Q4 2025 Guidance
Raw Material & Logistics Costs	Moderate Increase	Expected Trend for 2025

Finance: draft 13-week cash view by Friday.

Rayonier Advanced Materials Inc. (RYAM) - Canvas Business Model: Revenue Streams

You're looking at the revenue streams for Rayonier Advanced Materials Inc. (RYAM) as of late 2025, which is a mix of stable core business and emerging growth areas, though some legacy segments are definitely struggling.

The Trailing Twelve Months (TTM) revenue for Rayonier Advanced Materials Inc. sits at approximately $1.47 Billion USD. This figure reflects a challenging period, down from the $1.63 Billion USD reported for the full year 2024.

Sales of Cellulose Specialties (CS)

Cellulose Specialties (CS) remains the anchor of the business, representing a required 58% of Q3 2025 revenue. This segment is crucial for Rayonier Advanced Materials Inc., even with market softness in areas like acetate due to destocking and tariff effects. For the third quarter of 2025, the operating income for CS rose to $49 million, which included a $7 million energy credit. Adjusted CS EBITDA for that quarter was $66 million, showing margin uplift sequentially from Q2.

• CS operating income in Q3 2025: $49 million.
• Adjusted CS EBITDA in Q3 2025: $66 million.
• CS net sales saw a 12% decrease year-over-year in Q3 2025.

Sales of Paperboard Products

The Paperboard segment, along with High-Yield Pulp, has faced significant headwinds this year due to new U.S. capacity affecting prices and volumes. For the full year 2025, the expected EBITDA for Paperboard products is cited at $20 million. However, other reports suggest the combined Paperboard and High-Yield Pulp business is expected to incur an EBITDA loss of about $14 million for 2025, or an expected EBITDA of approximately $15 million for the combined segments.

Sales of Cellulose Commodities and High-Yield Pulp

These segments are noted as declining, which is clear from the financial guidance. The High-Yield Pulp business is challenged by oversupply in markets like China and India, leading to proactive downtime. For the full year 2025, the expected EBITDA for Cellulose Commodities is approximated to be a loss of $15 million. Management is actively shifting production mix away from these commodities where possible.

Revenue from Biomaterials

Biomaterials represents a key growth vector for Rayonier Advanced Materials Inc., with specific projects expected to start contributing meaningfully in 2025. Capital investment is supporting facilities like the bioethanol plant in Tartas, France. The expected EBITDA contribution from these Biomaterials projects for the full year 2025 is targeted between $8 million to $10 million.

Here's a quick look at how the segments stack up based on the latest figures and guidance you're tracking:

Revenue Stream Segment	Key Financial Metric (2025 Estimate/Actual)	Value
Trailing Twelve Months Revenue	TTM Revenue (Late 2025)	$1.47 Billion USD
Cellulose Specialties (CS)	Q3 2025 Revenue Contribution (as per outline)	58%
Paperboard Products	Expected Full Year 2025 EBITDA	$20 million
Biomaterials	Expected 2025 EBITDA Contribution	$8 million to $10 million
Cellulose Commodities	Expected Full Year 2025 EBITDA	Loss of $15 million