PRESIDENTS SPECIAL – SERVICE – NEW CYCLE IN 2024
The numbers indicate that the greater stability of the market, a consequence of a series of factors, including the reduction in interest rates, will be a stimulus for sales growth.
by Leda Cavalcanti
The year 2024 brings good prospects for the country’s companies, which are represented in this Presidents Special. Some news, such as Brazil’s return to the list of the 10 largest economies in the world, the gradual reduction in interest rates, expected to reach 9.5% by the end of 2024, the approval of the first tax reform in more than 30 years, the control of inflation and the increase in the number of jobs, give a new boost to the economic scenario.
There is pent-up demand and a fearful consumer. The recovery will be slower and with regional variations, but the important thing is that the prospects are a stimulus for companies, especially considering the good results of retail at the end of 2023. The real increase in the minimum wage, although timid, paves the way for the fall in debt and anticipates a cycle of replacement of household appliances and electronics.
As important as reducing interest rates to make the economy move and attract investment is the preservation of a fiscal responsibility plan by the government and measures to increase the State’s efficiency. A sign of the country’s maturity would be less polarized and more patriotic coexistence between congress and government to enable the adoption of structural and bureaucratic reforms, important keys to economic growth.
ALEXA
Tatita Taliberti, country manager of Alexa in Basil
There is a lot of optimism about the artificial intelligence business with Alexa and Amazon devices, says country manager Talita Taliberti. “We are more committed than ever to our mission, business model and what we are building for customers. Globally, we have sold more than half a billion Alexa-enabled devices. Customer engagement with it increased by 35% in 2023; with smart home controls, 25%; with purchases, 35%; and 50% with information-related resources.”
“We want our devices to be intuitive, proactive, and personalized, and for everyone to be able to use them naturally. Brazil is an important market for Amazon, and we will continue to invest in the country.”
In recent months, it has brought new products and features to Alexa in the country. “We added new triggers, such as detecting babies crying, and made pre-configured routines available in the app, such as turning on the lights every day at sunset. In September 2023, Amazon presented the new Fire TV Stick 4K with Alexa, up to 30% more powerful than the previous generation and with support for Wi-Fi 6”, says Talita.
In 2024, it will maintain the successful strategy it outlined in 2023, says the country manager. “The focus on customers allows us to implement updates and improvements in a very local way, talking directly to Brazilians, and, in the long term, deliver more and more innovation. We want our devices to be intuitive, proactive, and personalized, and for everyone to be able to use them naturally. Brazil is an important market for Amazon, and we will continue to invest in the country.”
ASIA SHIPPING
Alexandre Pimenta, CEO
Last year, Asia Shipping grew almost four times more than the market in full container maritime imports, says CEO, Alexandre Pimenta. “While market growth was 6.10%, the company reached a rate of 22.42%, driven by the recovery of some industries, including electronics. Our goal, always, is to grow at least double the market and, to this end, some sectors are fundamental: white goods, photovoltaic panels (solar energy) and automotive. Last year alone, Asia Shipping transported 40 thousand vehicles.”
“Our goal, always, is to grow the market at least twice as much and, to this end, some sectors are fundamental: white goods, photovoltaic panels (solar energy) and automotive.”
The prospects for 2024 are for increase of the capacity due to deliveries of new ships. “The recent normalization of freight rates, which are down around 80% compared to its peak in September 2021, can be explained by elevated inventory levels, which, together with macroeconomic uncertainty, translate into weaker volume,” explains the CEO.
In Asia Shipping’s view, says Alexandre, there are economic measures that could be adopted to activate the logistics sector in Brazil. “Among them are investment in infrastructure, reduction of bureaucracy and incentives for foreign trade.” In the company’s operating segment, a problem is attacks on container ships, which cause delays in cargo shipments and tend to increase freight prices.
EUROP ASSISTANCE BRASIL
Newton Queiroz, CEO
This year, the first focus is to clarify that the company works with protection, whether emergency, preventive or programmed, says the CEO, Newton Queiroz. “In relation to retail, we are positioning ourselves through events aimed at it and preparing regional road shows with partners and retail groups interested in learning more about our service and protection solutions. We are also developing technological solutions, such as a sales portal for partners, thus delivering not only the product, but the complete journey of offering, selling, billing, and providing services.”
“In 2024, we hope to have greater revenue and profitability. The partner sales portal, which we will launch, will provide a second source of revenue for the retailer.”
The company, in 2024, will continue the path of transformation, which includes adaptability, digitalization, customer experience, employee focus and infinite vision. “In other words, how to always be the best version of Europ and not focus on competitors. We hope to have greater revenue and profitability. The sales portal for partners will provide a second source of revenue for the retailer”, says the CEO.
Investments in the digitalization of services and processes and the diversification of products and distribution channels have changed the dynamics of the assistance market, says Newton. “If in the past companies focused on a large industry to sell a few products as flagship products, today anyone who is not versatile in supply and distribution may have serious difficulties in remaining competitive. This means having a greater focus on B2B and B2C, combined with the stand-alone assistance format, which allows the offering of a pool of products independently for different industries, at the same time.”
GFK
Alfredo Costa, General Director
The year 2023 marked the centenary of NielsenIQ(NIQ), and 2024 marks the 90th anniversary of the founding of GfK. It is also the first year that GfK will be part of NIQ’s portfolio, says Alfredo Costa, managing director. “This is a unique opportunity because we will be combining our solutions in an integral vision for the benefit of our clients and the decisions they need to make every day.”
“Economic stability and predictability are important, along with the promotion of a tax environment in which product, sales and marketing strategies are more relevant than subsidies or tax incentives.”
On the gfknewron platform, the Predict+ solution, based on Predictive Intelligence, will bring additional analyses of price sensitivity and management of promotional activities, as well as a module that will show customers where their growth is coming from (distribution and/or more sales in shops). The Consumer solution will provide a faster interface for analyzing and monitoring the consumer electronics buyer’s journey. “And we will bring two solutions that are originally from NIQ: the eBit online transaction platform and the BASES studies, which are a world reference in improving innovations,” says the managing director.
The challenges are growing for the electrical and electronics industry and retailers, but the goal is one: to rediscover profitable growth paths, says Alfredo. “Everyone is committed to recovering consumption. Economic stability and predictability are important, along with the promotion of a tax environment in which product, sales and marketing strategies are more important than subsidies or tax incentives.”
GRUPO PROTEGE
Marcelo Baptista de Oliveira, president
The outlook is for growth in 2024, says the president, Marcelo Baptista de Oliveira. “We have an ecosystem of solutions for retail and the electronics sector, covering value logistics, cargo logistics and property and electronic security. We aim to increase our participation in custody and cash management services.”
The group also expands its logistics service, which uses 100% armored trucks to meet the demands of segments such as electronics. “With digital transformation reshaping retail and financial services, we launched Protege Pay Cash, our payment institution that aims to integrate small and medium retail into the dynamic financial ecosystem, democratizing access to essential services”, says Marcelo.
GRUPO WOLI
Wagner Oliveira, CEO
Within its 2024/2028 planning, it has the security of business expansion, especially this year, says the CEO, Wagner Oliveira. “Our operation has always been heavily based on retail. As this sector suffered in 2023, and 2024 is also expected to be challenging, we reinforce the objective of expanding our target market into what we call the retail ecosystem. We design products for companies that are part of this ecosystem, such as logistics operators, insurance companies, credit cards, industry, and retail suppliers. Therefore, we project revenues higher than in 2023 and a budget with growth above double digits.”
“Retail needs more credit to finance customers and invest in innovation. Therefore, the sector will undergo technological transformations and will need resources to adapt to this new reality. We offer a full range of solutions.”
Historically, the group’s market was retail, especially household appliances, but margins are increasingly tight in this segment. “Retail needs more credit to finance customers and invest in innovation. Therefore, the sector will undergo technological transformations and will need resources to adapt to this new reality. In this context, we offer a full range of solutions aimed at increasing profitability, economic benefit, training and development, content creation and 19 other initiatives through our startup ecosystem”, explains the CEO.
In relation to the economy, Wagner says that a more attractive interest rate is needed, based on a scenario with a vision of fiscal austerity and a reduction in public expenditure. “Initiatives to support and encourage retail will be fundamental to boost the sector in 2024.”
GUELCOS INTERNATIONAL
Marcos Pereira, founding partner
With very positive expectations, Guelcos wants to make 2024 a historic milestone for the company, says founding partner, Marcos Pereira. “We are following the recovery of the Chinese economy and the acceleration of the market. Our service ecosystem is strengthened with Guelcos’ entry into the education market, with GFORCE mentoring for businesspeople and entrepreneurs, in which we put our 20 years of import expertise from Asia, with validated methods and a complete vision of this journey.”
“Imports from Asia are consolidating. Today we see companies looking for other aspects beyond manufacturing, such as cost reduction, developing their own brand, and diversifying the supply chain.”
The import market grows and evolves. The digitalization of processes has accelerated what was bureaucratic and slow. “Imports from Asia are consolidating. Today we see companies that seek other aspects beyond manufacturing, such as cost reduction, development of their own brand, direct purchasing from suppliers and diversification of the supply chain. It is interesting to see how the market continues to reinvent itself and seek new opportunities”, says Marcos.
To stimulate Brazilian imports from China and Asia in 2024, it is essential to adopt measures that include the consolidation of bilateral or regional trade agreements to simplify trade, reduce tariffs and eliminate customs barriers. “I also highlight that investments in logistics infrastructure and incentives for international trade and training are essential.”
INDÚSTRIA FOX
Marcelo Souza, CEO
Revenue expectations for 2024 are quite high, says CEO, Marcelo Souza. “The contracts signed, the company’s positioning and the strategies built so far point us to revenue that could reach double that obtained in 2023. The current market is hot, but is starting to bring challenges. We observed the movement of new entrants, such as small recyclers, a new type of competition.”
This year, new factories need to be implemented, and the cost of accessing capital is quite high. “So, we must do it with our own resources, which slows down the speed of implementation. Furthermore, our sector is very dependent on legislation, which creates uncertainty. Some environmental laws with a long-term vision would be promising for us”, says Marcelo.
INFRACOMMERCE
Eduardo Fregonesi, president in Brazil
In 2024, Infracommerce will continue to grow by double digits, says Eduardo Fregonesi, president in Brazil. “We will invest in process innovation and the adoption of technologies to increase operational efficiency and improve the management of our customers. We have good initiatives involving generative AI. Our moment is marked by financial balance, and resources are being used to evolve the business, improving services, technology and innovation.”
“There is great potential for the expansion of e-commerce, which has been integrated into retail. D2C remains very important and strategic for brands.”
There is great potential for the expansion of e-commerce, which has been integrated into retail. “In the last two years, e-commerce grew less, after the boom of the pandemic. But D2C remains very important and strategic for brands. As the largest full commerce company in Latin America, we offer services, security and solidity, elements highly valued, especially in unstable times”, says the president.
For the e-commerce sector to grow, measures are needed to simplify Brazil’s taxes complexity, contributing to a more sustainable business environment, says Eduardo. “This point is very critical for many companies that are unable to have the ideal distribution network to bring their products closer to customers because the applicable taxes can make the final value unattractive. We have consolidated a network of distribution centers in different regions, to facilitate tax composition and, thus, improve the distribution of goods, the final cost of the product and the end customer experience.”
KM CARGO
Mauro Pavan, commercial director
Constantly expanding, the logistics market demands continuous improvement, says Mauro Pavan, commercial director. “That’s why we’re going to focus on five action plans to reinforce our position as a reference in the transport and logistics of electronics and high-value cargo: Processes, People at the Center of the Business, Data for Decision Making, Personalized Infrastructure and Sustainability and Green Logistics. We are confident that these strategic plans will boost our growth by 10% to 20% compared to the previous year.”
“Our Safe Cargo service, with armored trucks, is used by more than 70 national companies, being highlighted in the form of high-value-added cargo logistics, such as cell phone and notebook distribution.”
The company remains focused on operational excellence and offering personalized solutions. “Our Safe Cargo service, with armored trucks, is used by more than 70 national companies, being highlighted in the form of high-value-added cargo logistics, such as cell phone and notebook distribution. It stands out for its security, agility and customization according to the customer’s needs”, explains Mauro.
Another highlight is the expansion of the Last Mile service, that is, delivery to the consumer, says the commercial director. “We have increased the fleet with more than 50 vehicles with lifting platforms for safe deliveries of heavy electronics, such as air conditioners, refrigerators and televisions.”
NEOGRID
Jean Carlo Klaumann, CEO
The company took another step towards executing its strategic planning for the next five years with the completion of the full purchase of the Horus and Predify brands, which had been partially acquired in 2021, says the CEO, Jean Carlo Klaumann. “The acquisition of 100% of both is in line with the sustainable growth strategy, with our mission and the structuring of the company’s portfolio into four business fronts with synergy between them and which allow, in addition to a 360° view of the entire consumption chain, delivering actionable insights to retail and industry.”
“The year 2024 will be one of investments and allocation of resources to create solid foundations for the company to scale the business and reach an even more relevant level of operations in 2025.”
The four business fronts – integration, supply chain, retail execution and commercial intelligence – include technological solutions from all Neogrid brands, including those from the acquired companies: Arker, Horus, Lett, Predify and Smarket. “The year 2024 will be one of investments and allocation of resources to create solid foundations for the company to scale the business and reach an even more relevant level of activity in 2025”, says the CEO.
For Jean Carlo, 2024 has better expectations. “The tendency is for us to reach a more mature level of inflation with a reduction in interest rates. Retail will mature, redefining the physical store, learning more about the consumer and bringing technology to empower the team. The consumption chain needs to understand the best combination of operational efficiency for the sector to continue growing, gaining profitability, and bringing sustainability to the business. Investing in innovation, such as AI, is fundamental.”
PORTAL SOLAR
Rodolfo Meyer, CEO
After fluctuations in the Brazilian distributed solar energy market at the beginning of 2023, Portal Solar noticed an important upturn in requests for the installation of solar panels in its franchise units, says the CEO, Rodolfo Meyer. “In 2024, the prospect is to grow at the same levels seen between 2021 and 2022, when the sector doubled in size every year. The heat wave, the drop-in equipment prices and the increase in electricity tariffs boosted the recovery.”
The Brazilian photovoltaic sector saw an average drop of 40% in the price of solar panels in 2023. “This reduction in the final price to the consumer was driven by the increase in Chinese production capacity, which holds 90% of the world’s production of solar panels”, says Rodolfo. In May 2021, Portal launched the low-investment home-based franchising model and has more than 200 units in the country.
PROSEGUR CASH
Sérgio França, commercial and strategy director
In 2023, it concluded an ambitious global plan, which focused on the diversification of its products and solutions, seeking to deliver a better experience for the customer, says Sérgio França, commercial and strategy director. “For 2024, we foresee new actions and strategies, aiming to anticipate economic and social challenges. One of these actions is the launch of the first crypto bunker in Brazil. Regarding revenue, our plan is to surpass what we achieved in 2023.”
“For 2024, we foresee new actions and strategies, aiming to anticipate economic and social challenges. One of these actions is the launch of the first crypto bunker in Brazil. Regarding revenue, our plan is to surpass what we achieved in 2023.”
The sector has increasingly demanded innovation from companies, says the director. “Diversification and innovation are critical points for Prosegur Cash’s operations. With this in mind, we entered the international transport segment, a solution that enables the transport of Bank Notes, precious metals and high-value cargo by air, sea, and road to 21 countries where we operate, and to others through local partners. Thinking about retail financial management, we expanded the Cash Today offering, the smart safe that digitizes cash for small and medium-sized retailers.”
In the economy, the company awaits, from the competent bodies, measures that make the business less costly and more agile. “The regulation of cryptoactives, for example, led by government entities, is one of the initiatives that we hope will occur”, explains Sérgio.
SERASA EXPERIAN
Rodrigo Sanchez, vice president of Credit Solutions
Innovation is in the history of Serasa Experian, says the vice president of credit solutions, Rodrigo Sanchez. “It is the first and largest datatech in the country, a leader in intelligence solutions for analyzing risks and opportunities, focusing on credit journeys, authentication, and fraud prevention, and with the largest big data ecosystem in Latin America. In 2024, we project higher revenue due to the expansion of credit and the new solutions we are bringing to the market.”
“The democratization of credit is an important solution for promoting the economy. And the key to reducing defaults in Brazil is massive financial education and the search for new solutions that reduce the risk for those who grant credit.”
Companies of all sizes and segments can count on Serasa’s support to make the best decisions, find new customers, manage current ones more efficiently, grant credit or sell in installments safely, and comply with ESG standards. In the case of consumers, it facilitates access to credit. “What sets us apart is our experience, combined with cutting-edge technology,” says Rodrigo.
Credit is and will continue to be an important growth pillar for the economy, explains the vice president. “We have a challenging scenario ahead, but a little milder than last year. The Brazilian economy needs to grow consistently again, and one of these paths is the democratization of credit. It is an important way to boost the economy. The key to reducing defaults in Brazil is massive financial education and the search for new solutions that reduce the risk for those who grant credit.”
TOTVS
Marcelo Eduardo Cosentino, vice president of business for segments
In 2024, we will continue working to strengthen its 3 Dimensions strategy, says Marcelo Eduardo Cosentino, vice president of business for segments. “It is made up of the dimensions of Management, Business Performance, and Techfin, to further expand our presence with customers and the technology market. The application of artificial intelligence in different solutions in our portfolio will be one of the priorities, as this technology will transform the way companies operate.”
“In recent years, we have seen the exponential growth of the B2B technology market. Investment has become fundamental to sustaining business and an engine for growth.”
The company works on developing generative AI applications integrated with management software (ERPs), providing greater intelligence to businesses. It will also accelerate the use of AI in internal processes, such as development, programming testing, and customer and commercial support. “In recent years, we have seen the exponential growth of the B2B technology market. Investment has become fundamental for sustaining business and an engine for growth”, says Marcelo Eduardo.
Aware that most of the matters being discussed in the National Congress have the potential to impact businesses, both its own and those of its clients, TOTVS closely monitors legislative agendas and activities, says Marcelo Eduardo. It also contributes to the training of technical labor, which is very important for the sector. “The company is the founder and maintainer of the Social Opportunity Institute (IOS), which promotes the training of young people. It supports the training of talents that will be used both by TOTVS and the entire ecosystem.”
WAKE
Alessandro Gil, vice president
In 2023, Wake created a positive spiral, says Alessandro Gil, vice president. “Large companies in the market were able to see the technological difference and migrate to our solution. Therefore, for 2024, the expectation is that the large accounts pipeline will be increasingly promising with enterprise-level clients, so that the company continues to be a reference in the most complete integrated e-commerce solution for the market.”
The e-commerce and online retail market tends to grow more and more, reflecting a change not only in consumer behavior and the economy itself, but mainly in technology.
The e-commerce and online retail market tends to grow more and more, reflecting a change not only in consumer behavior and the economy itself, but mainly in technology. “Companies operating in the segment have different objectives for each audience, and we will increasingly have consumers with complete solutions and a positive experience, which will be strategic for the market as a whole”, says the vice-president.
The discussion about taxes and charges on products within the circular online retail chain is still a point that needs to be debated and could activate the sector much more, says Alessandro. “It is necessary that economic measures focus on making prices more flexible, both for the consumer who buys the product and for companies belonging to the e-commerce cycle, so that there is always a parallel rule that is fair to the local economy, being a healthy and positive business for all sides.”
Source: Eletrolar News Ed. 159 – Presidentes
