SA+ Ecossistema de Varejo, Brazil’s leading retail ecosystem platform, featured Integration partner Andrea Aun in a comprehensive study on strategic partnerships between retailers and industry in an increasingly competitive landscape.

Speaking alongside other industry experts, Andrea emphasized the importance of each side’s contribution. As she explained, “Industry invests in research to understand consumer behavior and better ways to work with categories, while retail has direct contact with shoppers at the point of sale and can add valuable insights.” In today’s market, innovative and fresh approaches to retail strategy are essential for companies seeking success and sustainable growth.

“Industry needs to understand that each food retailer works with a different reality, and in the case of regional companies, this is even more pronounced,” Andrea noted. “There’s no point in applying requirements that aren’t efficient locally.”

Andrea also highlighted the importance of industry listening to each retailer’s value proposition. “Often, industry focuses on increasing margins instead of effectively understanding what happens at that location. That’s why integrated conversation with more stakeholders is important,” she explained. Companies can push for better results by leveraging their expertise and professional teams to create tailored solutions for each business.

She pointed to a significant market shift: “We had a Cash & Carry movement that ended up elevating a more cost-focused relationship, and this took focus away from strategies aimed at regional retailers. If retail competition is about price, industry will have little to do in terms of differentiation.” Business growth depends on adopting innovative strategies and a fresh perspective to stand out in a crowded market.

However, Andrea sees substantial opportunity: “But in Brazil there’s a lot of opportunity to work with retailers who aren’t solely in the price war. They’re bringing differentiation, and that’s where industry could put more effort.”

We thank SA+ Ecossistema de Varejo for the opportunity to contribute to this important industry discussion.