Penelitian ini di latar belakangi oleh keinginan menjawab rumusan masalah: (1) Apa saja alasan petani memasarkan TBS kelapa sawit ke tengkulak; (2) Bagaimana peran tengkulak dalam pemasaran TBS; (3) Bagaimana tingkat kepuasan petani terhadap peran tengkulak. Penelitian ini bertujuan untuk: (1) Mengetahui alasan petani memasarkan TBS kelapa sawit ke tengkulak; (2) Mengetahui peran tengkulak dalam pemasaran TBS; mengetahui tingkat kepuasan petani terhadap peran tengkulak. Metode penentuan sampel dalam penenlitian ini adalah purposive sampling yaitu menentuan sampel dengan sengaja. Dengan pengumpulan data wawancara, observasi, kuesioner, dokumentasi. Dengan analisis data deskriptif kualitatif dan analisis deskriptif kuantitatif dengan pendekatan sekala likert. Hasil penelitian menunjukkan bahwa: (1) Kehadiran tengkulak dapat memenuhi kekurangan yang ada pada petani di antaranya perjanjian kerja antara petani dengan pabrik pengolahan kelapa sawit, transport, modal, dan juga SDM; (2) Tengkulak berperan penting yang dapat memberikan kemudahan mobilitas dan pembayaran tunai langsung kepada petani, tengkulak juga memberikan fasilitas yang di butuhkan petani; (3) Kepuasan petani terhadap kinerja tengkualak berperan sebagai Pengumpul sebanyak 92,6% menyatakan sangat puas dalam pengumpul hasil pertanian, kekonsistenan hasil pertanian, tanggung jawab hasil pertanian, memberikan kejujuran tengkulak sebagai pengumpul, melakukakan peningkatan sebagai kinerja tengkulak sebagai pengumpul hasil pertanian. Berperan sebagai Pembeli 92,0% menyatakan sangat puas dalam memberikan harga, kekonsistenan dalam pembayaran, selalu membeli hasil pertanian, tengkulak memiliki pengetahuan harga pasar, melakukan kerja sama. Berperan sebagai Penghubung 100% menyatakan sangat puas dalam penghubung antara petani dengan pasar, mencapai pasar lebih luas, menjembatani petani, mengoptimalkan harga, dukungan layanan. Berperan sebagai Pemasaran 90,29% menyatakan sangat puas dalam transparasi, menghargai kualitas, mencari konsumen baru, promosi dalam penjualan, memberikan informasi pemasaran. dan Berperan sebagai Kreditor 89,14% menyatakan sangat puas dalam pemberian kredit modal, menyakinkan pemberian modal, membayar petani sebelum ada hasil, tengkulak memberikan ketergantungan, sikap peran kreditor.

Kata Kunci: Peran Tengkulak, Pemasaran, Kelapa Sawit

This research is motivated by the desire to address the following issues: 1) what are the reasons farmers market their oil palm FFB to the broker, 2) what is the role of the broker in the marketing of FFB, 3) What is the level of farmer satisfaction with the role of the broker. The objectives of this study are: (1) to identify the reasons farmers market their oil palm FFB to the broker; (2) to understand the role of the broker in FFB marketing; (3) to determine the level of farmer satisfaction with the role of the broker. The sample determination method in this research was purposive sampling, which involves deliberately selecting samples. Data collection was conducted through interviews, observations, questionnaires, and documentation. Data analysis was performed using qualitative and quantitative descriptive analysis with a Likert scale approach. The results of the study indicated: (1) The presence of the broker can meet the deficiencies faced by farmers, including work agreements between farmers and palm oil processing factories, transportation, capital, and human resources; (2) The broker played a crucial role in facilitating mobility and providing immediate cash payments to farmers, as well as offering necessary facilities to farmers; (3) Farmer satisfaction with the performance of the broker as Collectors showed that 92.6% were high satisfied with the collection of agricultural produce, consistency in agricultural produce, responsibility for agricultural produce, honesty of the broker as collectors, and improvement of the broker's performance as collectors of agricultural produce. As Buyers, 92.0% of farmers were pleased with the prices given, consistency in payments, continuous purchase of agricultural produce, the broker's knowledge of market prices, and cooperation. As Connectors, 100% of farmers were very pleased with the broker connecting farmers with the market, reaching a large market, bridging farmers, optimizing prices, and providing service support. As Marketers, 90.29% of farmers were satisfied with transparency, valuing quality, finding new consumers, sales promotion, and providing marketing information. As Creditors, 89.14% of farmers were satisfied with the provision of capital credit, assurance in capital provision, payment to farmers before harvest, creating dependency, and the role of creditors. Role of the broker, Marketing, Oil palm