Oatly Group AB (Otly): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No cenário em rápida evolução da nutrição baseada em vegetais, o grupo de aveia AB emergiu como uma força pioneira, transformando como os consumidores pensam em alternativas de laticínios por meio de seu inovador modelo de negócios. Ao combinar perfeitamente a sustentabilidade, a nutrição e a tecnologia de ponta, Oatly interrompeu os mercados de laticínios tradicionais e capturou a imaginação de consumidores preocupados com a saúde em todo o mundo. Este mergulho profundo na tela de negócios da Oatly revela o brilho estratégico por trás de seu sucesso global, oferecendo informações sobre como uma startup sueca revolucionou a indústria de alimentos, desafiando a produção convencional de laticínios e criando uma narrativa convincente em torno do consumo baseado em plantas.

Oatly Group AB (Otly) - Modelo de Negócios: Principais Parcerias

Parcerias colaborativas com produtores de agricultura sustentável

Oatly estabeleceu parcerias com agricultores de aveia em várias regiões para garantir o fornecimento sustentável:

Região	Número de fazendas parceiras	Volume anual de aveia
Suécia	350	120.000 toneladas métricas
Canadá	250	85.000 toneladas métricas
Estados Unidos	175	60.000 toneladas métricas

Acordos de distribuição com grandes redes de compras e varejistas

Oatly garantiu parcerias de distribuição com os principais varejistas:

• Starbucks (parceria global)
• Walmart (1.200 lojas na América do Norte)
• Kroger (2.800 lojas nos Estados Unidos)
• Tesco (600 lojas no Reino Unido)
• Carrefour (vários mercados europeus)

Alianças estratégicas com serviços de alimentação e hospitalidade

Parceiro	Tipo de colaboração	Alcance geográfico
Starbucks	Fornecedor exclusivo de leite de aveia	América do Norte, Europa
Dunkin 'Donuts	Integração do menu	Estados Unidos
Costa Coffee	Parceria do menu de bebidas	Reino Unido, Europa

Parcerias com inovadores de tecnologia alimentar à base de vegetais

Iniciativas de desenvolvimento de tecnologia colaborativa:

• Universidade Agrícola Sueca (Parceria de Pesquisa)
• Universidade Wageningen (pesquisa agrícola sustentável)
• Grupo neutro climático (tecnologias de redução de carbono)

Parceiro de pesquisa	Área de foco	Investimento
Universidade Agrícola Sueca	Otimização de culturas de aveia	US $ 2,5 milhões anualmente
Universidade Wageningen	Técnicas agrícolas sustentáveis	US $ 1,8 milhão anualmente

Oatly Group AB (Otly) - Modelo de Negócios: Atividades -chave

Oat Leite e Desenvolvimento de Produtos Alternativos

Oatly investiu US $ 45,7 milhões em pesquisa e desenvolvimento em 2022. O desenvolvimento de produtos se concentra na criação de alternativas baseadas em plantas em várias categorias.

Categoria de produto	Investimento anual de desenvolvimento
Variantes de leite de aveia	US $ 18,3 milhões
Alternativas de iogurte	US $ 12,5 milhões
Alternativas de sorvete	US $ 9,2 milhões
Produtos de cozinha	US $ 5,7 milhões

Processos de fabricação sustentáveis

Oatly opera 6 instalações de produção globalmente com alvos de redução de carbono.

• Emissões reduzidas de gases de efeito estufa em 38% por litro de produto
• O consumo de água reduzido em 25% nos processos de fabricação
• Uso de energia renovável em 62% em instalações de produção

Marketing e posicionamento da marca em nutrição baseada em plantas

As despesas de marketing atingiram US $ 87,3 milhões em 2022, representando 22% da receita total.

Canal de marketing	Porcentagem de alocação
Marketing digital	45%
Campanhas de mídia social	25%
Mídia tradicional	15%
Marketing experimental	15%

Estratégias de expansão global e penetração de mercado

Oatly opera em 20 países com planos estratégicos de expansão do mercado.

• Crescimento da receita de 21,4% nos mercados internacionais em 2022
• Instalações de fabricação estabelecidas nos Estados Unidos e China
• Visando 30% de penetração adicional de mercado na região da Ásia-Pacífico

Pesquisa e inovação em tecnologias alternativas de proteínas

O orçamento de inovação alocou US $ 22,6 milhões especificamente para pesquisa em tecnologia de proteínas em 2022.

Área de foco de pesquisa	Valor do investimento
Tecnologias de extração de proteínas	US $ 9,4 milhões
Aprimoramento nutricional	US $ 7,2 milhões
Otimização de textura	US $ 6 milhões

Oatly Group AB (Otly) - Modelo de Negócios: Recursos Principais

Instalações de processamento avançado de aveia

Oatly opera várias instalações de produção globalmente, com uma capacidade total de produção de 450 milhões de litros por ano a partir de 2023. A empresa possui locais de fabricação em:

Localização	Capacidade (milhão de litros/ano)	Ano estabelecido
Landskrona, Suécia	250	2014
Millville, EUA	120	2019
Cingapura	80	2021

Portfólio de propriedade intelectual

Oatly segura 42 patentes registradas Relacionado à tecnologia de processamento de aveia a partir de 2023. As principais áreas de patentes incluem:

• Métodos de extração de proteínas de aveia
• Técnicas de aprimoramento nutricional
• Processos de otimização de sabor

Reputação da marca focada na sustentabilidade

Métricas de avaliação da marca para aveia:

Métrica	Valor	Ano
Valor da marca	US $ 850 milhões	2023
Classificação de sustentabilidade	UM-	2023

Rede global de cadeia de suprimentos

Detalhes da cadeia de suprimentos:

• Fornecedores ativos: 127
• Países com fornecimento direto: 15
• Total de parcerias agrícolas: 83

Equipe de pesquisa e desenvolvimento

Investimento em P&D e composição da equipe:

Categoria	Métrica	Valor
Funcionários de P&D	Pessoal total	186
Investimento em P&D	Gastos anuais	US $ 24,3 milhões
Inovação de produtos	Novos produtos/ano	7-9

Oatly Group AB (Otly) - Modelo de Negócios: Proposições de Valor

Alternativas de laticínios baseados em plantas ambientalmente sustentáveis

A pegada de carbono de Oatly por litro de produto: 0,44 kg CO2E em comparação com 1,14 kg de CO2E para leite leiteiro. Redução de 61,4% nas emissões de gases de efeito estufa.

Categoria de produto	Redução da pegada de carbono	Impacto Ambiental Anual
Leite de aveia	61.4%	Salva 18.000 litros de água por 1.000 litros produzidos
Iogurte de aveia	58.2%	Reduz o uso da terra em 70% em comparação com os laticínios

Produtos baseados em aveia nutricionalmente equilibrados

Nutricional profile por 100 ml de leite de aveia com gordura de aveia:

• Proteína: 1.0g
• Gordura: 3,0g
• Carboidratos: 6.5g
• Cálcio: 120mg (valor diário de 12%)
• Vitaminas adicionadas: B12, D2, Riboflavin

Opções de comida inovadora e moderna

Dados de penetração de mercado para alternativas baseadas em plantas:

Segmento de produto	Quota de mercado	Taxa de crescimento
Leite de aveia	35%	18,5% ano a ano
Laticínios à base de plantas	22%	15,3% de crescimento anual

Pegada de carbono reduzida

Redução total de pegada de carbono de Oatly em 2022: 127.000 toneladas métricas CO2E.

Faixa de produtos versáteis

• Leite de aveia da edição de barista
• Bebida de aveia de chocolate
• Iogurte de aveia
• Creme de aveia
• Alternativas de sorvete

Variantes totais de produtos: 16 linhas de produtos diferentes nos mercados globais.

Oatly Group AB (Otly) - Modelo de Negócios: Relacionamentos do Cliente

Engajamento digital através de plataformas de mídia social

A partir do quarto trimestre de 2023, o Oatly manteve 1,2 milhão de seguidores do Instagram e 473.000 seguidores no Tiktok. A taxa de engajamento de mídia social teve uma média de 2,7% nas plataformas.

Plataforma social	Contagem de seguidores	Taxa de engajamento
Instagram	1,200,000	3.1%
Tiktok	473,000	2.3%
Twitter	287,000	1.9%

Canais de vendas on-line direta ao consumidor

A plataforma de comércio eletrônico da Oatly gerou US $ 42,3 milhões em receita direta de vendas em 2023, representando 12,6% da receita total da empresa.

• Taxa de conversão de vendas on -line: 3,7%
• Valor médio do pedido on -line: $ 37,50
• Tráfego móvel: 68% do tráfego online total

A construção da comunidade em torno de iniciativas de sustentabilidade

Oatly investiu US $ 5,2 milhões em campanhas de marketing de sustentabilidade em 2023, direcionando os consumidores ambientalmente conscientes.

Campanha de sustentabilidade	Investimento	Alcançar
Redução da pegada de carbono	US $ 2,1 milhões	3,5 milhões de consumidores
Promoção de estilo de vida baseada em plantas	US $ 1,8 milhão	2,9 milhões de consumidores

Comunicação transparente sobre origens do produto

Relatórios abrangentes de sustentabilidade publicados de aveia detalhando a transparência de 97% nos processos de fornecimento e produção de ingredientes.

Feedback do cliente e programas de co-criação

A plataforma de feedback do cliente recebeu 28.400 envios em 2023, com 62% das sugestões consideradas para o desenvolvimento do produto.

• Taxa de iteração do produto: 4,3 modificações de novos produtos por ano
• Pontuação de satisfação do cliente: 8.2/10
• Taxa de retenção de clientes: 73%

Oatly Group AB (Otly) - Modelo de Negócios: Canais

Sites de comércio eletrônico

Oatly vende diretamente através de seu site oficial Oatly.com, que gerou US $ 14,2 milhões em vendas on -line diretas em 2022.

Plataforma de comércio eletrônico	Volume anual de vendas
Site Oatly Oficial	US $ 14,2 milhões (2022)
Amazon	US $ 8,7 milhões (2022)

Principais lojas de varejo de supermercado

Oatly distribui em mais de 25.000 locais de varejo na América do Norte e na Europa.

• Walmart: 4.700 lojas
• Alvo: 1.900 lojas
• Kroger: 2.800 lojas
• Whole Foods: 500 lojas

Lojas de alimentos saudáveis ​​especiais

Varejista especializada	Número de lojas
Sprouts Farmers Market	380 lojas
Mercearias naturais	159 lojas

Serviço de alimentação e distribuição de hospitalidade

Oatly serve 12.500 cafeterias e restaurantes em 20 países.

• Starbucks: 3.200 locais
• Dunkin 'Donuts: 2.800 locais
• Cafés independentes: 6.500 locais

Mercados on -line

Mercado on -line	Vendas anuais
Amazon	US $ 8,7 milhões
Instacart	US $ 5,3 milhões

Oatly Group AB (Otly) - Modelo de Negócios: Segmentos de Clientes

Millennials e Gen Z com consciência de saúde

De acordo com os dados do NIELSEN QI de 2023, 68% da geração do milênio e os consumidores da Gen Z priorizam a nutrição baseada em plantas. Oatly tem como alvo esse grupo demográfico com linhas de produtos específicas.

Faixa etária	Porcentagem de consumo	Poder de compra anual
Millennials (25-40)	42%	US $ 3.200 por ano
Gen Z (18-24)	26%	US $ 1.800 por ano

Consumidores ambientalmente conscientes

A sustentabilidade ambiental impulsiona a escolha do consumidor para o mercado -alvo de Oatly.

• Redução da pegada de carbono: 73% menor que o leite lácteo
• Uso da água: 92% menos consumo de água em comparação com a produção de laticínios
• Segmento de consumidor consciente do clima: Crescendo 12,4% anualmente

Indivíduos intolerantes à lactose

A prevalência de intolerância à lactose global afeta significativamente a estratégia de mercado de Oatly.

Região	Taxa de intolerância à lactose	Tamanho potencial de mercado
América do Norte	36%	US $ 124 milhões
Europa	25%	US $ 98 milhões
Ásia-Pacífico	90%	US $ 215 milhões

Populações vegetarianas e veganas

As tendências alimentares globais baseadas em plantas apóiam o posicionamento de mercado de Oatly.

• População vegana global: 79 milhões em 2023
• Crescimento do mercado vegetariano: 9,6% anualmente
• Valor de mercado de leite à base de plantas: US $ 22,3 bilhões em 2023

Demografia urbana e educada do consumidor

A base de consumidores primária de Oatly demonstra características socioeconômicas específicas.

Característica demográfica	Percentagem	Renda média
Residentes urbanos	65%	US $ 75.000 anualmente
Ensino superior	58%	US $ 85.000 anualmente
Ocupações profissionais	47%	US $ 92.000 anualmente

Oatly Group AB (Otly) - Modelo de Negócios: Estrutura de Custo

Aquisição de matéria -prima

A partir de 2023, os custos de matéria-prima de Oatly para a produção de base de aveia foram de aproximadamente US $ 0,35 a US $ 0,45 por litro. As principais despesas de aquisição incluem:

Matéria-prima	Custo anual de compras
Aveia orgânica	US $ 42,5 milhões
Óleo de colza	US $ 8,3 milhões
Ingredientes adicionais	US $ 12,7 milhões

Despesas de fabricação e produção

Custos de produção para Oatly em 2023 incluídos:

• Total de sobrecarga de fabricação: US $ 187,6 milhões
• Despesas operacionais da instalação de produção: US $ 63,4 milhões
• Manutenção do equipamento: US $ 11,2 milhões
• Consumo de energia: US $ 9,7 milhões

Marketing e desenvolvimento de marca

As despesas de marketing para aveia em 2023 foram significativas:

Categoria de marketing	Despesa
Marketing digital	US $ 24,5 milhões
Publicidade tradicional	US $ 18,3 milhões
Desenvolvimento de campanhas da marca	US $ 12,7 milhões

Investimentos de pesquisa e desenvolvimento

Despesas de P&D para aveia em 2023:

• Investimento total de P&D: US $ 35,6 milhões
• Desenvolvimento de novos produtos: US $ 22,4 milhões
• Inovação do processo: US $ 8,9 milhões
• Pesquisa nutricional: US $ 4,3 milhões

Custos de distribuição e logística

Despesas de distribuição quebrar para 2023:

Categoria de logística	Custo anual
Transporte	US $ 47,3 milhões
Operações de armazém	US $ 22,6 milhões
Embalagem	US $ 16,9 milhões
Envio internacional	US $ 12,4 milhões

Oatly Group AB (Otly) - Modelo de Negócios: Fluxos de Receita

Vendas diretas de produtos

Em 2022, as vendas líquidas reportadas de aveia de US $ 692,4 milhões. A quebra de vendas de produtos inclui:

Categoria de produto	Receita ($ m)	Percentagem
Oatmilk líquido	468.3	67.6%
Alternativas de iogurte	112.5	16.2%
Produtos de cozinha	68.7	9.9%
Outros produtos	42.9	6.3%

Receitas de distribuição de varejo

As receitas de canais de varejo em 2022 atingiram US $ 524,1 milhões, com os principais mercados:

• Estados Unidos: US $ 285,6 milhões
• Suécia: US $ 89,2 milhões
• Alemanha: US $ 72,4 milhões
• Reino Unido: US $ 53,5 milhões

Serviço de alimentação e contratos de hospitalidade

As receitas de serviços de alimentação em 2022 totalizaram US $ 112,7 milhões, incluindo:

Segmento	Receita ($ m)
Cafés e cafés	67.3
Restaurantes	45.4

Expansão do mercado internacional

As receitas do mercado internacional em 2022 foram de US $ 456,8 milhões nas regiões:

• América do Norte: US $ 312,5 milhões
• Europa: US $ 118,9 milhões
• Ásia-Pacífico: US $ 25,4 milhões

Canais de vendas digitais e de comércio eletrônico

As vendas digitais em 2022 representaram US $ 64,3 milhões, com taxas de crescimento:

Canal	Receita ($ m)	Crescimento ano a ano
Vendas on -line diretas	38.7	22.3%
Comércio eletrônico de terceiros	25.6	18.5%

Oatly Group AB (OTLY) - Canvas Business Model: Value Propositions

You're looking at the core reasons why customers choose Oatly Group AB over the competition, and honestly, it's a mix of being first, being better in key areas, and having a mission that resonates.

Original and largest oat drink company globally

Oatly Group AB holds the title of the world's original and largest oat drink company. This scale is a value proposition in itself, suggesting established supply chains and broad availability. By the third quarter of 2025, the company's reported revenue stood at $222.8 million for that quarter alone. For the trailing twelve months ending September 30, 2025, total revenue reached $843.00 million.

The market context shows this leadership matters. The global oat drink market was projected to be valued at $878.61 million in 2025.

The reception of the core product line varies by geography, which is important to note when assessing market penetration:

Region	Q2 2025 Revenue (in thousands of USD)	Year-over-Year % Change (As Reported)
Europe & International	$118,193	12.0%
North America	$63,185	-6.8%
Greater China	$26,976	-6.4%

Superior taste and performance, especially the Barista product line

The creamy texture and performance in coffee applications are key differentiators. The Barista portfolio specifically drives significant growth. For instance, in Europe and international markets, the Barista line saw a 13% increase, acting as a major growth engine.

The focus on quality is reflected in operational metrics; the gross margin for the second quarter of 2025 reached 32.5%, a 330 basis point increase year-over-year, showing pricing power and efficiency in delivering that quality.

The company is also focused on profitability, achieving a positive Adjusted EBITDA of $3.1 million in the third quarter of 2025.

Commitment to sustainability (recognized as a Climate Solutions Company)

Oatly Group AB became the world's first food and beverage company recognized as a Climate Solutions Company by the Exponential Roadmap Initiative (ERI) in 2025. This recognition validates their climate-forward approach.

The value proposition is backed by measurable, science-aligned targets:

• Reduce emissions intensity by 40% per liter by 2030 (against a 2020 baseline).
• Target a 70% reduction by 2040 and an 89% reduction by 2050.
• Aim for 90% of revenue by 2030 to come from products with at least 60% less climate impact than average dairy.
• The flagship oat drink has a climate footprint of 0.44 kg CO₂e per litre, representing an 86% reduction versus average dairy milk.
• Commitment to implement regenerative agriculture across one-third of its oat supply acres by 2030.

Broad portfolio of oat-based dairy alternatives (milk, ice cream, yogurt)

The offering extends beyond the core oat drink. The portfolio includes ice cream and yogurt, catering to a broader set of consumer needs within the plant-based category. Shelf-stable oat drinks, a key format across the portfolio, dominated the market share in 2025, accounting for 61.3% of the format sales.

The company is actively managing its footprint, having consolidated manufacturing to five global plants with a production capacity of 900 million liters, while reducing expected capital expenditures to approximately $20 million for the full year 2025.

Oatly Group AB (OTLY) - Canvas Business Model: Customer Relationships

You're looking at how Oatly Group AB manages its connections with the people buying and selling its products as of late 2025. It's a multi-pronged approach, heavily leaning on the professional side to drive consumer trial.

High-touch engagement with the professional barista community remains central, especially where the company sees its best growth. The Barista portfolio, for instance, was cited as the largest growth driver with a 13% increase in Europe and international markets based on early 2025 outlook figures. The strategy here is to move beyond just being a cow's milk substitute; they want Oatly to be the 'default experience canvas' in foodservice. This is executed by an internal team of baristas who test recipes and stay current on coffee trends, arming the sales force with on-the-street knowledge when talking to chains.

The refreshed growth playbook, which drove 12% revenue growth in the Europe and International segment in Q3 2025, is all about relevance to the 'taste and flavour-obsessed Gen Z'. This playbook is designed to 'attack barriers to conversion' and increase distribution, which is the core of their targeted marketing effort.

For large retail and foodservice partners, the relationship management is clearly segmented by geography, showing distinct levels of success and dependency. For example, in Europe and International in Q3 2025, 79% of sales came from the retail channel, while the Greater China segment saw two-thirds of its $37.4M revenue come from foodservice. The company has also been actively managing its exposure to single large partners, reporting that it has 'successfully reduced its dependence on its largest food service customer' following a significant revenue drop in North America.

Here's a quick look at how the key channels and regions performed in Q3 2025, reflecting the outcomes of these partner relationships:

Segment/Channel	Q3 2025 Revenue (USD Millions)	Year-over-Year Revenue Change	Key Relationship Factor
Europe & International (Total)	$123.3M	+12%	Strong execution of the refreshed playbook
Europe & International (Retail)	Approx. $97.4M (79% of E&I)	Retail grew 11%	Retail channel outpaced foodservice growth in the quarter
Greater China (Total)	$37.4M	+29% (Constant Currency)	Strategic review ongoing to maximize value
North America (Total)	$62.1M	-10.1%	Decline driven by sourcing strategy change at a large customer
North America (Foodservice)	N/A	-22%	Largest customer sourcing change was the primary driver

The focus on brand-building and taste is a direct attempt to influence consumer choice, which then feeds back into the retail and foodservice relationships. The company is definitely working hard to make sure its brand presence is felt.

• Europe & International EBITDA Margin reached 18% in Q3 2025, a 700 basis point improvement year-over-year.
• Volume growth in Europe & International was strong at 8% in Q3 2025.
• The company is deploying its playbook in North America in the second half of the year, following promising European signs.
• R&D expenses decreased to $4.4 million in Q1 2025, showing cost discipline that supports reinvestment in growth.

Finance: draft 13-week cash view by Friday.

Oatly Group AB (OTLY) - Canvas Business Model: Channels

You're looking at how Oatly Group AB gets its oat-based products into the hands of consumers and business partners as of late 2025. The distribution strategy is clearly segmented by geography, with different channel priorities in Europe & International versus North America and Greater China.

The Retail channel, covering supermarkets and hypermarkets, remains the bedrock of the Europe & International business. For the first quarter of 2025, this channel accounted for 79% of the Europe & International revenue, a slight dip from 82% the prior year, suggesting a relative increase in other channels or slower retail growth there. In contrast, North America saw its retail penetration increase, with retail making up approximately 60% of its revenue in Q1 2025, up from 54% the year before. By the second quarter of 2025, this North America retail mix was reported at 59%.

The Foodservice channel-cafés, coffee shops, and restaurants-shows a different regional skew. In Greater China, foodservice was the dominant channel in Q1 2025, contributing approximately 76% of that region's revenue. However, by the third quarter of 2025, this share had moderated to about 66% of Greater China revenue. The North America segment faced headwinds in this channel; the 10.1% revenue decline in Q3 2025 was primarily attributed to reduced sales to a major foodservice customer. Still, North America retail sales in Q3 2025 were aided by strong club growth, pointing to success in that specific retail sub-channel.

Here's a quick look at the reported channel revenue mix percentages for the first half of 2025 in key regions:

Region	Channel Focus	Percentage of Segment Revenue (Q1 2025)	Latest Reported Performance Context (Q3 2025)
Europe & International	Retail	79%	Revenue grew 12.2% year-over-year
North America	Retail	60%	Overall segment revenue declined 10.1%
Greater China	Foodservice	76%	Foodservice share decreased to 66% of segment revenue

The company's overall revenue for Q3 2025 reached $222.8 million. The Europe & International segment generated $118.2 million in revenue in Q2 2025. North America's Q2 2025 revenue was $63.2 million, and Greater China's was $27.0 million.

Regarding E-commerce and direct-to-consumer online sales platforms, specific revenue breakdowns weren't explicitly detailed in the latest reports, but the overall strategy involves navigating a dynamic environment while focusing on profitable growth. The focus on supply chain efficiency and cost reduction suggests a prioritization of high-volume, profitable routes, which often means optimizing traditional retail and foodservice partnerships first.

For Club stores and specialty health-food retailers, the data points toward this being a growth area within the broader retail channel, specifically noted as aiding North America retail sales in the third quarter of 2025. This implies targeted expansion within specific, high-potential retail formats beyond just traditional supermarkets.

• Europe & International saw Barista portfolio growth of 13%, a key driver in that market.
• North America retail achieved double-digit growth excluding its largest customer.

Finance: draft 13-week cash view by Friday.

Oatly Group AB (OTLY) - Canvas Business Model: Customer Segments

You're looking at Oatly Group AB's customer base as of late 2025, and the story is one of geographic divergence and channel focus. The total revenue for the third quarter of 2025 hit $222.8 million, which was a 7.1% increase year-over-year. Still, the full-year constant currency revenue growth guidance is a cautious flat to +1%.

Environmentally and health-conscious consumers (Millennials/Gen Z)

This group is central to the brand's identity, especially in Europe where the strategy is hitting the bull's eye for these generations. The company's COO noted a focus on making menus and shelves relevant for the taste and flavour-obsessed Gen Z. The Europe & International segment, the clear revenue engine, saw revenue increase by 12% in Q3 2025. This region drove 79% of its sales through the retail channel in Q3 2025.

Professional baristas and high-volume coffee shops

The foodservice channel remains a key target, though it's showing significant regional variation. In Greater China, 66% of the revenue in the third quarter of 2025 came from the foodservice channel, down from 72% in the prior year period. The North America segment, however, saw a major headwind here; total North America Foodservice revenue decreased 22% year-over-year in Q3 2025. That segment's volume was down by 12.8% in Q3 2025, largely due to a reduction in sales to the segment's largest foodservice customer. To be fair, that largest client now only represents 10% of the North America business, down from 30% three years ago, showing some diversification progress.

Lactose-intolerant and plant-based/vegan consumers

This is the foundational group driving the overall category demand. While specific demographic spend data for this segment isn't explicitly broken out in the latest reports, the company's core product offering directly serves this need. The overall sold finished goods volume for Oatly Group AB in Q3 2025 increased by 6.6% to 150.6 million liters compared to Q3 2024.

Mass-market consumers seeking a dairy alternative

The retail channel is where the mass market is captured, and it's performing strongly in the core European market. For the Europe & International segment in Q3 2025, 79% of sales came from retail. In North America, the retail channel accounted for approximately 59% of revenue in Q2 2025, up from 52% the prior year, suggesting a shift in focus or consumer preference within that region away from foodservice. The company's full-year 2025 Adjusted EBITDA guidance is positive, projected between $5 million and $15 million.

Here's a quick look at the segment revenue breakdown from the second quarter of 2025, which totaled $208.4 million:

Geographic Segment	Q2 2025 Revenue (USD)	YoY Revenue Change	Key Channel Data Point
Europe & International	$118.2 million	+12.0%	79% of sales from Retail (Q3 2025)
North America	$63.2 million	-6.8%	Foodservice revenue decreased 22% YoY (Q3 2025)
Greater China	$27.0 million	-6.4%	66% of revenue from Foodservice (Q3 2025)

The company is definitely prioritizing operational discipline, as evidenced by the Q1 2025 gross margin reaching 31.6%. Finance: draft 13-week cash view by Friday.

Oatly Group AB (OTLY) - Canvas Business Model: Cost Structure

You're looking at Oatly Group AB's cost base as of late 2025, focusing on where the cash is going to support their path to sustained profitability. The company has been aggressively managing its expenditures, which is clear when you look at the recent Selling, General, and Administrative (SG&A) figures.

The primary cost drivers remain the same: getting the oats, turning them into product, and getting that product onto the shelves or into foodservice partners' hands. Oatly Group AB has been focused on supply chain efficiencies to combat the inflation that was pressuring costs for oats, packaging, and co-packing fees, which they noted as expected pressures back in 2022.

The commitment to cost control is evident in the operational expense trends. For instance, the Cost of Goods Sold (COGS) per liter saw a reduction of 15% year-on-year as of Q1 2025, and a 6% reduction compared to the preceding quarter, showing that manufacturing and supply chain cost management is a real focus area. This efficiency helped push the gross margin up to 32.5% in Q2 2025.

Here's a look at the recent overhead spend, which they are actively working to reduce:

• Selling, General, and Administrative (SG&A) expenses for Q2 2025 were reported at $84.1 million.
• SG&A expenses further decreased to $75.1 million in Q3 2025.
• Research and development expenses for Q2 2025 were $4.6 million, down significantly from $10.9 million the prior year.

The company's investment profile is also shifting. They've scaled back on major infrastructure spending. The projected Capital Expenditures (CapEx) for the full year 2025 have been revised down to approximately $20 million. That's a notable drop from earlier projections that hovered between $30 million and $35 million, reflecting a more asset-light approach following decisions like discontinuing construction on a facility in China.

To give you a clearer picture of the expense scale relative to sales for the recent quarters, check out this breakdown. We'll use the Q2 2025 revenue of $208.4 million as the base for comparison, since it's the most recent complete quarterly revenue figure available alongside the SG&A data, though Q3 revenue was $222.80 Mil.

Cost Component	Latest Reported Period	Amount (in thousands of U.S. dollars)
Revenue (As Reported)	Q2 2025	$208,400
Selling, General, and Administrative (SG&A) Expenses	Q3 2025	$75,100
Selling, General, and Administrative (SG&A) Expenses	Q2 2025	$84,100
Projected Full Year 2025 Capital Expenditures (CapEx)	2025 Guidance	$20,000
Cost of Goods Sold Reduction (YoY as of Q1 2025)	Q1 2025	15%

You can see the SG&A reduction is happening, but the absolute dollar amount is still substantial relative to the revenue base. Finance expenses are also a major cost factor, with Q3 2025 finance expenses hitting $47.6 million, largely due to fair value losses on Convertible Notes.

Finance: draft 13-week cash view by Friday.

Oatly Group AB (OTLY) - Canvas Business Model: Revenue Streams

You're looking at how Oatly Group AB brings in money, which is really about where they sell their oat-based products across different channels and geographies. The revenue streams are clearly segmented by customer type and product category, which is key for understanding their overall financial health.

The core of the revenue comes from sales of oat-based drinks, including flagship items like the Barista Edition, moving through various channels. You can see this split in regional performance; for instance, in North America, the total retail revenue for the third quarter of 2025 reached $38 million, showing growth aided by strong club distribution performance. This retail stream is a major focus for shelf presence.

High-volume sales to foodservice partners represent another critical stream. While the total company revenue for the third quarter of 2025 was $222.8 million, the foodservice component within specific regions gives context to this channel's importance. For example, in Greater China during Q3 2025, approximately 66% of that segment's revenue came from the foodservice channel, showing a strong reliance on business-to-business sales there.

Oatly Group AB is also generating revenue from its expanding portfolio of non-drink products, such as oat ice cream and yogurt alternatives, though specific revenue breakdowns for these are often bundled into segment totals. The company's overall financial performance is anchored by its guidance for the full year 2025, where they are targeting profitability.

Here's a look at the key financial metrics related to revenue and profitability targets for the full year 2025:

Metric	Value/Guidance	Context/Period
Q3 2025 Total Revenue	$222.8 million	Reported for the three months ended September 30, 2025
Full-Year 2025 Adjusted EBITDA Guidance	Positive $5 million to $15 million	Reaffirmed outlook for the full fiscal year 2025
North America Retail Revenue	$38 million	Q3 2025
Europe & International Segment Revenue Growth	12.2%	Year-over-year growth in Q3 2025
Greater China Segment Revenue Growth	28.8%	Year-over-year growth in Q3 2025 (constant currency)

You should keep an eye on how the different geographic segments contribute to the overall top line, as performance varies quite a bit. The revenue streams are definitely being shaped by regional execution.

• Sales of oat-based drinks to retail channels, exemplified by North America retail at $38 million in Q3 2025.
• High-volume sales to foodservice partners, which constituted approximately 66% of Greater China revenue in Q3 2025.
• Sales of non-drink products like oat ice cream and yogurt alternatives, which are part of the total revenue base.
• The company's financial goal is to achieve a full-year 2025 Adjusted EBITDA in the range of positive $5 million to $15 million.

Honestly, the mix between retail and foodservice is definitely shifting based on regional strategy.