Anuário ABAD 2020

Anuário ABAD 2020 | Panorama do Setor GESTÃO DE FRETES com geolocalização, além do acompa- seus processos de transporte”. Entre as Os gastos com transporte respondem nhamento de todo o processo, inclusive, tarefas que a solução desempenha estão por uma considerável parcela dos cus- de ocorrências, com visualização deta- auditoria de frete, separação e embarque, tos de uma empresa. O seu descontrole lhada. “Caso o transportador seja de me- agendamento e acompanhamento e ava- acarreta perda de margem, provocando, nor porte e não possua um sistema pró- liação de performance. Pode ser implanta- não raro, a inviabilização do negócio pla- prio de gestão, nossa solução pode ser do completo ou por módulos. nejado. A boa estratégia de transporte o seu principal suporte tecnológico para é importante não apenas para assegu- o registro dos eventos, podendo ser feito Por fim, a GKO disponibiliza a LogPart- rar o fluxo dos insumos e produtos, mas tanto pelo portal Confirma Fácil quanto ners, unidade que executa boa parcela também para construir um negócio com pelo app Confirma Fácil Audit”, explica Ri- da gestão de fretes de seus clientes por resultados positivos. A GKO Informática, cardo Gorodovits. meio de especialistas que utilizam mo- especializada na gestão de fretes para dernas ferramentas, inclusive aquelas embarcadores, oferece três soluções Já o GKO Frete oferece um conjunto disponibilizadas pela GKO. “A empresa, que, de acordo com o diretor Ricardo Go- de funcionalidades para a gestão de fre- assim, alcança reduções nos custos de rodovits, têm por objetivo a simplificação tes contratados junto a transportadores frete, melhoria na qualidade de seu aten- da gestão das operações logísticas. Uma terceirizados. “Ao utilizar o sistema, o em- dimento aos destinatários das cargas, delas é o Confirma Fácil, portal hospeda- barcador pode gerar resultados muito tan- sem investir em software, pessoas, trei- do em ambiente cloud, que agrega infor- gíveis, como a redução objetiva do valor a namento, permitindo que seu foco per- mações dos mais diversos sistemas, per- pagar de fretes, apurar e realizar crédito sista nos aspectos mais importantes dos mitindo que a gestão do procedimento de correto de impostos, melhorar a qualida- processos e gestão logísticos”. entrega seja mais eficiente. O aplicativo de dos serviços e aproveitar, quando for o faz o controle da entrega, em tempo real, caso, as informações ali geradas para ava- As soluções da GKO Informáticas po- liar até mesmo a quebra de paradigmas de dem ser aplicadas à contratação de frete em vários modais.

05 Logística e Automação PERFORMANCE MELHORADA das tecnologias de mapas mais atualizadas distribuídos de forma a otimizar o uso dos Entre os custos que têm maior peso e precisas do mercado. “Uma novidade re- veículos disponíveis e sua cubagem, uma nas empresas do setor atacadista e dis- centemente lançada é a possibilidade de se vez que é possível atender a mais pedidos tribuidor está o do combustível. Sem uma roteirizar cargas a partir de arquivos XML usando menos veículos ou usar a capacida- boa gestão das entregas, esse custo pode importados no sistema, permitindo o uso de da frota de forma inteligente para dias ficar extremamente alto. Planejar cuidado- mesmo sem uma integração direta com um de pico e outros cenários”. Também há me- samente as rotas, otimizar a performance ERP”, acrescenta Gustavo Pinheiro. nor desgaste dos veículos, pois a cubagem de caminhões, reduzir o tempo de entregas dos caminhões é respeitada e os pedidos são alguns dos benefícios oferecidos pelos Sem uma boa gestão das são distribuídos de forma inteligente. “Des- softwares de roteirização. “A organização entregas, o custo pode ficar sa forma, não há excesso de peso ou até dos pedidos processados para a entrega, extremamente alto. Planejar uma rodagem excessiva que acaba gerando com a sua correta distribuição entre os ve- cuidadosamente as rotas, mais manutenção e até quebras nos veícu- ículos visando a uma melhor ocupação da otimizar a performance de los”. Gustavo Pinheiro destaca, ainda, a agi- frota e a escolha das rotas mais rentáveis caminhões, reduzir o tempo lidade na montagem das cargas, passando gera economia de tempo e combustível, de entregas são alguns dos para minutos um processo que antes era garantindo uma performance otimizada”, benefícios oferecidos pelos feito manualmente e levava horas, já que afirma Gustavo Pinheiro, coordenador de softwares de roteirização. estava concentrado nas mãos de uma úni- desenvolvimento da Maxima Tech. ca pessoa. Essa agilidade permite redução O maxRoteirizador, comercializado pela O executivo ressalta que o maxRo- de até 66% no tempo de montagem. Por fim, empresa, permite a montagem automática teirizador oferece vários benefícios aos o executivo cita a gestão logística otimiza- de rotas a partir da marcação geográfica clientes, além da redução dos custos com da, a partir de dados dos desempenhos fi- no mapa. Além disso, é possível fazer uma combustíveis. “Com ele, há maior taxa de nanceiros das rotas e também seus custos, análise custo/rota ou carregamento, lucra- ocupação da frota, já que os pedidos são o que facilita a análise dos gestores logís- tividade e acompanhar se o que foi plane- ticos para proceder a alterações no seu ce- jado está, de fato, sendo executado pelos nário de atendimento. “Com essa solução, motoristas. O sistema também possibilita a há queda de 12% no tempo de entregas e criação de setores de entrega e de restri- 15% de aumento na média de entregas diá- ção, considerar janela de entrega dos clien- rias por veículo, além de 100% de ocupação tes no cálculo, e o uso do Google Maps, uma do espaço do caminhão”. 202

7DOS10 MAIORES FROTISTAS DO RANKING ABAD SÃO CLIENTES FUSION A TECNOLOGIA DE PONTA ADOTADA PELOS MAIORES PLAYERS DO MERCADO TAMBÉM FAZ SENTIDO PARA VOCÊ. Roteirização, monitoramento da frota, gestão de entregas, app mobile para motoristas, gestão de jornada de trabalho de motoristas e ajudantes, gestão da produtividade, canhoto digital e SAC totalmente integrados em uma única plataforma. O Fusion DMS é um SaaS, uma mensalidade de acordo com o tamanho da sua frota. A conta é simples: com investimento mensal de aproximadamente 1% do total gasto em transporte,o Fusion proporciona ao menos 10% de redução deste importante centro de custos. FONTE: RANKING ABAD/NIELSEN 2020 SAIBA MAIS: FUSIONDMSS FUSION_DMS FUSION S/A FUSION S/A WWW.FUSIONDMS.COM.BR (81) 4042-3200

05 Logística e Automação MUDANÇA DE PARADIGMA brasileiras gira em torno de 20 anos. Es- Nos planos disponibilizados pelo Grupo Va- Para uma empresa atacadista ou dis- tudos da locadora indicam que, na prática, mos é possível incluir a própria manuten- tribuidora, um dos maiores custos é um uma frota mais nova permite à empresa ção no contrato, o que cria a previsibilidade caminhão parado em manutenção. Esse redimensionar suas operações. “Em média, do custo durante todo o período de uso do problema pode acontecer por várias ra- um serviço realizado por dez caminhões veículo. Isso permite às empresas focarem zões, mas, principalmente, por conta de sua atenção na atividade-fim. frota antiga. O Grupo Vamos, líder no mer- A locação de caminhões cado brasileiro de locação de caminhões, é uma alternativa pouco Segundo José Geraldo Junior, a econo- máquinas e equipamentos, garante que o conhecida no Brasil, embora mia gerada num contrato de aluguel, num aluguel de caminhões é uma alternativa seja extremamente utilizada prazo de cinco anos, varia de 20% a 30%, vantajosa para a redução de custos. “Essa quando comparada ao valor gasto na com- modalidade atende às necessidades das nos Estados Unidos e pra do mesmo equipamento. No entanto, a empresas por uma gestão mais inteligente, Europa. É uma opção viável locação de caminhões é uma alternativa com melhor alocação de capital, menor en- pouco conhecida no Brasil, embora seja ex- dividamento e redução de custos”, afirma para pequenos, médios tremamente utilizada nos Estados Unidos e José Geraldo Junior, diretor do Grupo Va- e grandes frotistas. Europa. É uma opção viável para pequenos, mos, acrescentando que é um modelo que médios e grandes frotistas. “Essa é uma permite maior eficiência das operações, ao usados pode ser feito por sete veículos mudança de paradigma de mercado que entregar veículos mais modernos, com me- novos, eliminando a necessidade de cami- imprime inúmeras vantagens econômicas e nores gastos com manutenção e consumo nhões reservas e ainda gerando economia ambientais. Por exemplo, se a idade média de combustível, o que gera uma maior dis- de custos de combustíveis e manutenção.” da frota brasileira, hoje em 20,7 anos, se- ponibilidade das frotas. guisse o mesmo padrão da frota da Vamos, Os caminhões alugados pelo Grupo Va- de 2,5 anos, haveria uma queda na emissão mos têm, em média 2,5 anos, enquanto a de poluentes atmosféricos de 95%, além da frota média em circulação pelas estradas economia de combustível e custos de ma- nutenção”, completa José Geraldo Junior. 204

Os melhores caminhos para a sua carga Somos a melhor distância entre gente que produz e gente que consome. Movimentamos e conectamos o Brasil com soluções logís�cas de ponta a ponta. e suDstievnetrásvael A mul�modalidade da Brado em ferrovias e rodovias abastece o mercado interno e interliga a indústria aos fluxos de importação e exportação. Com os nossos contêineres, carregamos uma variedade de produtos que não deixam o Brasil parar: de bens de consumo, itens de higiene pessoal e alimentos a combus�veis e equipamentos industriais. Além de compe��vo, eficiente e seguro, o transporte mul�modal é mais sustentável: só em 2019 nossos clientes deixaram de emi�r 221 mil toneladas de CO2, o equivalente à emissão feita por mais de 39 mil automóveis. www.brado.com.br

05 Logística e Automação DRONES NO CD sócio da Panorama.ID, no processo atual, de horas extras, aluguel de ‘girafa’ etc. O fly. Hoje, o processo de contagem de es- leva-se um minuto para ler o conteúdo do id facilita esse processo”. toque no centro de distribuição é feito, palete; o com fly.id, esse tempo cai para basicamente, com o uso de empilhadei- 11,3 segundos. A utilização dessa solução A utilização do sistema é feita mediante ras e, muitas vezes, com o aluguel de um pode gerar economia de até 22% no custo assinatura de licença de uso do software. A equipamento chamado “girafa”, que eleva o do inventário. “Normalmente, as grandes empresa tem a opção de instalar o softwa- funcionário até 15 ou 20 metros de altura re em seu drone, com treinamento para a para atingir as prateleiras mais altas. É um Empresa tem a opção de realização do inventário e até mesmo para processo manual, caro, lento e que acarreta instalar o software em seu pilotar o equipamento, se for o caso, feito riscos para o empregado. Para transformar drone, com treinamento para pela equipe para Panorama.ID, ou assinar a esse trabalho em algo mais ágil, com me- a realização do inventário licença e alugar o drone. nos custos e mais segurança, a Panorama. e até mesmo para pilotar ID lançou o fly.id, um software instalado o equipamento, se for o Nascida em 2017, a Panorama.ID é uma no celular que se comunica com um drone caso, feito pela equipe para startup que venceu um prêmio com a solu- para fazer a contagem. O “piloto” do drone Panorama.ID, ou assinar a ção fly.id e, por isso, recebeu financiamento dirige a missão por controle remoto pelo licença e alugar o drone. do Ministério da Economia para viabilizar o dispositivo móvel. O drone captura as ima- projeto. Já realizou várias provas de concei- gens dos códigos de barras das etiquetas empresas do setor fazem o inventário dia- to (um tipo de demonstração do funciona- dos paletes, das embalagens secundárias riamente, cobrindo um ou dois corredores mento da solução para empresários), com de papelão e do endereço de armazenagem. por dia. O inventário geral é feito, em média, aprovação em todas elas. Atualmente, a Os algoritmos fazem a leitura e decodifica- a cada três meses. Nesse caso, é necessá- empresa está trabalhando em dois outros ção dos códigos de barra capturados pelo rio parar o trabalho no CD por um fim de se- projetos. Um deles é a utilização do drone drone. O processamento relaciona o pro- mana só para fazer o inventário, com custos para fazer contagem de caixas no palete duto com o endereço do armazenamento e e outro, utilizando a realidade aumentada, o cliente recebe os resultados em arquivo na qual os óculos usados para RA veem, de texto ou integração via API (Interface de ao mesmo tempo, o trabalho do drone e as Programação de Aplicação em português). informações que ele está enviando para o De acordo com Antonio Carlos Martos, celular. A Panorama.ID também desenvolve parcerias estratégicas com integradores e consultores visando à aplicação do fly.id. 206

voice Picking: é só falar. INOVAÇÃO  SIMPLICIDADE  PRECISÃO  EXATIDÃO  VELOCIDADE  MÃOS LIVRES  CONTROLE Conectar ao sistema, é só falar o código e a senha do usuário login Inicio da atividade, o sistema O Di.Vo informa a posição do item, o usuário fala o digito Após a localização do ítem fala a primeira rua, e o item a ser pegado, o usuário de barra do produto o Di.Vo informa a quantidade a ser separada e o usuário confirma Finalizando a carga, o sistema O sistema informa a próxima permite imprimir uma ou posição e a tarefa continua, mais etiquetas. na mesma ou em outra rua Divalor apresenta Di.Vo: a solução inovadora do Voice Picking para a gestão da logística nos armazéns. A Divalor atua no Brasil baseada na experiência da Di.Tech Itália e está preparada para oferecer ao retail e à indústria em geral as melhores soluções em gestão de processo desenvolvidas na Europa. Soluções estas que podem agregar valor e levar inovação às empresas nacionais. www.divalor.com.br

05 Logística e Automação DE DENTRO PARA FORA separação para o fracionado (mini loads) ou de mão de obra. Hoje, entre a área admi- O processo de automação da Roge Dis- para as caixas da “indústria” (transelevado- nistrativa e a operacional, contamos com tribuidora, instalada em Jarinu, no Interior res). Nesse caso, o transelevador transporta 200 funcionários”, conta João Alfredo. Dia- de São Paulo, teve início no final dos anos o palete até a área chamada de “U” de pi- riamente, são movimentados cerca de 40 90, quando a empresa resolveu unificar os cking, onde o operador retira as caixas infor- mil volumes. Outras vantagens apontadas quatro centros de distribuição num só. O madas pelo sistema e as coloca nas esteiras pelo gerente de logística são o aumento na terreno para a construção desse novo cen- que seguem para o sorter. As caixas são, velocidade dos processos de recebimento e tro já estava comprado, porém, ao contrário então, classificadas por destino de entregas. separação das mercadorias, além da acura- do que muitas empresas fazem, a Roge op- cidade dos estoques. tou por, primeiro, encontrar a melhor solu- A solução que mais agradou ção para, depois, adequar a construção do a Roge Distribuidora foi a de O processo de automação continuou, prédio. “Nosso centro de distribuição nas- compactação e verticalização no ano passado, com a instalação do sorter ceu de dentro para fora”, afirma João Alfre- do armazém, com a utilização para classificação e direcionamento de cai- do Gusman Moreira, gerente de logística. de transelevadores inteligentes xas que serão destinadas à transportadora. A solução que mais agradou a empresa Para este ano estava prevista a introdução foi a de compactação e verticalização do e mini loads. Após oito de um robô para separação e montagem armazém, com a utilização de transeleva- meses de consultoria, foi das cargas. Com esse novo equipamento, dores inteligentes e mini loads. Após oito iniciada a construção do o transelevador leva o palete até o robô, meses de consultoria, foi iniciada a cons- centro de distribuição. que retira as caixas por sucção. A chegada trução do centro de distribuição. O prédio da pandemia da Covid-19, porém, frustrou tem 20 mil metros de área construída, com Os primeiros quatro transelevadores fo- os planos da Roge, já que os técnicos es- três módulos. Dois deles possuem 20 me- ram instalados em 2003; em 2010, outros trangeiros que fariam a instalação do robô tros de pé direito, onde estão 14 transele- dez, o que praticamente triplicou a capaci- retornaram ao seu país de origem. João Al- vadores, e o terceiro, com 10 metros de pé dade de armazenamento e separação das fredo acredita que esse novo processo so- direito, onde estão instalados os mini loads, mercadorias. mente será instalado no final do ano. que operam os sistemas de fracionamento de mercadorias, e que poderá ser utilizado “Com a utilização dos sistemas de auto- Fundada em 1990, a Roge Distribuidora para futuras instalações. mação tivemos uma considerável redução atua em todo o Estado de São Paulo co- Ao receber o pedido de venda, os siste- mercializando produtos de higiene pesso- mas separam os itens e, baseados na quan- al e limpeza. O seu foco de atendimento tidade do produto, expedem uma ordem de são os pequenos e médios varejistas, além de algumas operações de Distribui- ção dedicadas. 208

Anuário ABAD 2020 | Panorama do Setor ARMAZENAGEM PERFEITA light e put to light). No portfólio também há o próprio. Instalado em Bento Gonçalves, o Um sistema de armazenagem perfeito, sistema flow rack (processo que integra tan- centro é um dos mais modernos laboratórios além de permitir a maximização dos espa- to a estocagem como a expedição de pedi- de análise de sistemas de armazenagem do ços, se projetado corretamente, melhora o dos para os clientes). As soluções podem ser Brasil. Nele são realizadas pesquisas para o fluxo de materiais e pessoas, minimizando integradas aos sistemas ERP ou WMS. desenvolvimento de novos produtos e testes os custos e gerando um rápido retorno do que comprovam cientificamente sua segu- investimento. Localização, layout, estrutura Com unidade fabril em Colatina (ES) e rança e qualidade. Entre os ensaios reali- de armazenagem adequada ao tipo de ope- escritório administrativo em Bento Gonçal- zados estão os de compressão de colunas, ração e produto e estudo do fluxo de mate- ves (RS), onde foi fundado o Grupo Bertolini, flexão de vigas e rigidez de engates. riais são aspectos que devem ser levados a empresa conta com Centro de Tecnologia em conta quando se pensa em montar um armazém. A Bertolini Sistemas de Arma- zenagem, há mais de 50 anos atuando no mercado, oferece sistemas para estocagem e movimentação de materiais. Como seu portfólio de soluções é amplo, a empresa tem condições de elaborar projetos perso- nalizados para cada parceiro. Entre os serviços oferecidos estão sis- temas para carga paletizada, para picking e automação, além de inspeções técnicas de segurança, com a verificação das estruturas de armazenagem e levantamento da neces- sidade de troca de componentes estruturais. No segmento de picking, a Bertolini opera com sistemas de coleta por luz (picking by Conheça a consultoria Tudo para a sua operação logística entregar o produto correto, especializada na qualidade e quantidade certas e no horário exato! da Prática Logística Veja alguns dos nossos resultados O serviço visa buscar a alta performance logística do centro 40% de aumento na agilidade da conferência, separação e embalagem de distribuição com uma 90% de redução no corte de produtos metodologia própria com mais 100% dos inventários realizados no prazo estipulado de 13 anos de experiência na 25% de redução do tempo de contagem do inventário geral cadeia de abastecimento 30% de aumento na produção da reposição dos endereços de picking 87% de aumento na produção da separação da carga por ordem de serviço Tels. 62 98477 5228 e 62 98188 9707 [email protected] A experiência com a consultoria da Prática Logística é de contínua evolução. A busca pela alta performance é constante, englobando os quatro pilares da www.praticalogistica.com.br operação logística: PROCESSO, TECNOLOGIA, PESSOAS E INFRAESTRUTURA.

05 Logística e Automação A logística como aliada do bom desempenho Na opinião de Anderson Alves, diretor da Prática Logística a conciliação entre processos, tecnologia e pessoas pode resultar num aumento significativo da produtividade e performance. Aoperação de um centro de distribuição não se resume ape- promove a alta performance logística em todos os processos, como nas a guardar os produtos nas prateleiras e carregá-los nos recebimento de mercadorias, estocagem, devolução ao fornecedor, veículos. Ela é muito mais grandiosa e complexa. A análise transferência entre endereços, abastecimento preventivo e correti- é de Anderson Alves, diretor da Prática Logística, empresa espe- vo, preparação e separação de pedidos, conferência de expedição, cializada na consultoria a empresas dos mais diversos segmentos. embarque, devolução de produtos por parte de clientes, entre outros. Na opinião de Alves, a conciliação entre processos, tecnologia e pessoas pode resultar num aumento significativo da produtividade Quando o processo logístico não contribui para o bom resultado e performance. da empresa, “há geração de alto índice de divergência de estoque, de avarias, rupturas de estoque, constantes atrasos nas entregas, Para obter essa conciliação, alguns fatores devem ser con- excesso de horas extras, demora na conferência, estocagem e se- siderados. “A empresa precisa definir os processos que vai utili- paração dos produtos, reduzindo o nível de serviço e elevando a zar, como, por exemplo, a separação das mercadorias que foram insatisfação dos clientes”. vendidas e serão enviadas aos clientes. A partir daí, é necessário adequar o espaço físico à estrutura necessária, incluindo uma boa Anderson Alves aponta alguns números que provam a eficácia conexão de internet, e instalar os equipamentos exigidos à realiza- da boa aplicação da logística num centro de distribuição: 87% de ção dos processos definidos”. Alves destaca que, hoje, o mercado aumento no processo de separação da carga por ordem de serviço brasileiro dispõe de soluções tecnológicas que permitem a boa e 40% de aumento na agilidade da conferência e embalagem. Há execução do trabalho. “Finalmente, é preciso treinar as equipes empresas que obtiveram 90% de redução no corte de produtos que realizarão o serviço.” (quando a mercadoria vendida não está disponível no estoque), 30% de aumento na reposição de produtos nos endereços de pi- O executivo lembra que a otimização contínua reduz custos e cking e 25% de redução do tempo de contagem de inventário geral. 210

Informe Publicitário GRUPO BERTOLINI COMEMORA 50 ANOS Com sede em Bento Gonçalves, a Bertolini originou-se em matizados de movimentação e separação de mercadorias. 1969 como uma metalúrgica fundada por cinco irmãos. A Bertolini Sistemas de Armazenagem se destaca não somen- O negócio se expandiu rapidamente, graças ao empreen- dedorismo característico da família. Atualmente, atua em cinco te pela vasta quantidade de soluções, mas também pela sua diferentes segmentos: móveis de aço (1977), sistemas de arma- expertise em serviços embarcados em cada um dos projetos zenagem e movimentação (1984), móveis planejados de alto pa- realizados. A sua equipe de engenharia é robusta e atua de ma- drão (1994), transporte rodoviário (2011) e tubos de aço para neira consultiva para desenvolver soluções e tecnologias que diversos segmentos da indústria (2011). geram o melhor resultado de acordo com a necessidade logís- tica de cada cliente. Reconhecida como uma das grandes empresas brasileiras, a Bertolini é 100% gaúcha e possui operações nos estados do Rio A empresa mantém o compromisso com o negócio de cada Grande do Sul, Espírito Santo e Pernambuco. Além das fábricas cliente, o reflexo positivo disso é ser uma marca reconhecida e e escritórios espalhados pelo Brasil, também possui centros de recomendada por marcas expressivas do mercado brasileiro e da distribuição nos Estados Unidos, México e Colômbia, totalizando América Latina, afinal, confiança e comprometimento são pos- mais de 900 colaboradores diretos. São mais de 120 mil metros tos-chave para projetos e relacionamentos bem sucedidos. quadrados de área construída, frota própria com aproximada- mente 100 caminhões e exportação para 25 países. Neste ano, a Bertolini Sistemas de Armazenagem tem, além da entrega de vários projetos, o lançamento de um produto especial A Bertolini Sistemas de Armazenagem, uma das mais expres- para negócios que possuem e-commerce como canal de vendas. sivas marcas do Grupo, é um dos principais players do mercado Trata-se de uma longarina tubular para estantes leves, com de- Brasileiro e América Latina, no fornecimento de equipamentos sign slim aperfeiçoado e de fácil montagem, que proporciona para armazenagem e movimentação de materiais em armazéns. maior organização e limpeza às estantes. Em seu portfólio de produtos possui desde equipamentos Segundo Francisco Bertolini Neto, diretor executivo da BSA, mais conhecidos e utilizados como porta paletes, até soluções “experiência não nos falta, já acabamos de completar 50 anos. dinâmicas como flow rack e push back, além de sistemas auto- 2020 está sendo um ano de muitas transformações, de amadu- recimento, e de construção dos próximos 50”.

05 Logística e Automação Multimodalidade e planejamento são aliados do crescimento para atacadistas e distribuidores O cenário recente com o coronavírus também mostrou que o trem, em longa distância, é mais eficiente e seguro. Por trem, a carga fica mais protegida contra roubos e furtos, e até mesmo contra intempéries – a Brado, por exemplo, faz a movimentação em contêineres, seja por caminhão, seja pelos trilhos. Amultimodalidade logística vem ganhando cada vez mais espa- intempéries – a Brado, por exemplo, faz a movimentação em contê- ço nas empresas que percebem a competitividade em utilizar ineres, seja por caminhão, seja pelos trilhos. Os modelos dry, reefer de maneira estratégica os diferentes modais de transporte que e isotank podem receber os mais diversos produtos, indo de cargas existem em nosso País. Apesar da forte presença nacional das rodo- secas a congelados, e até líquidos a granel (como óleos, gorduras, vias, o transporte ferroviário se tornou um importante pilar da agenda extratos, ceras e lubrificantes). de infraestrutura do governo federal nos últimos anos. E grandes in- vestimentos que foram desenhados anteriormente já são realidade, Além das vantagens comerciais, a multimodalidade tem um impor- como a renovação da malha paulista e a futura retomada da Ferrovia tante benefício para o meio ambiente: ela é mais sustentável. Quando Norte-Sul no trecho entre as regiões Centro-Oeste e Norte. a operação tem uma base ferroviária, é possível reduzir as emissões de gases de efeito estufa na atmosfera. A ferrovia é capaz de emitir cinco A Brado se destaca por operar em ferrovias que interligam a in- vezes menos poluentes do que a rodovia. Em 2019, os clientes Brado dústria, o agronegócio e um mercado interno sedento por consumo que utilizaram o trem deixaram de emitir 255 mil toneladas de CO2, o dos produtos mais variados possíveis, como bens de consumo, pro- que equivale à emissão feita por mais de 115 mil automóveis. dutos de limpeza, itens de higiene pessoal e alimentos. A presen- ça estratégica de seus terminais multimodais faz a empresa ser a Muito em breve, a Brado conseguirá demonstrar para o mercado melhor distância entre gente que produz e gente que consome. Os quais são as vantagens e benefícios ambientais da multimodalida- exemplos são suas unidades próximas às linhas férreas em cidades de. Neste ano, a empresa foi escolhida como um case de susten- como Rondonópolis (MT), Sumaré (SP) e Cambé (PR). Nesses três tabilidade por uma turma de MBA do MIT (Massachusetts Institute municípios, os clientes se valem da rodovia para as distâncias curtas of Technology), nos Estados Unidos. Essa aproximação resultou no e da ferrovia para os percursos mais longos, que podem chegar a desenvolvimento de uma ferramenta pioneira para o transporte mul- quase 1.500 quilômetros. timodal que vai calcular as reduções de CO2 e redução de acidentes. Por meio de algoritmos que usam Inteligência Artificial, a ferramenta A multimodalidade não significa apenas um custo competitivo que foi aprimorada e também estudada por um time interno, poderá para as empresas. Ela também oferece uma vantagem estratégica, ser acessada por todos os clientes da Brado via web para que eles com maior flexibilidade de gerenciamento para quem faz um bom vejam a quantidade de emissões e os possíveis acidentes evitados planejamento. De São Paulo a Mato Grosso, o transit time ferroviário ao se optar pelo trem nos transportes de longa distância. varia de 3 a 3,5 dias. Sabendo disso, atacadistas e distribuidores po- dem contratar os serviços logísticos de acordo com seus estoques e Até agora, a multimodalidade não tinha um instrumento que de- demandas locais. monstrasse de forma prática o quanto se reduz de emissões e aci- dentes ao se optar por transportar as cargas pelos trilhos em conjun- O cenário recente com o coronavírus também mostrou que o to com as rodovias. Após o primeiro passo com o MIT, o projeto está trem, em longa distância, é mais eficiente e seguro. Por trem, a car- sendo aprimorado para atender demandas do mercado nacional e ga fica mais protegida contra roubos e furtos, e até mesmo contra poderá ser lançado ao mercado neste segundo semestre. 212

Anuário ABAD 2020 | Panorama do Setor A multimodalidade não significa apenas um custo competitivo para as empresas. Ela também oferece uma vantagem estratégica: mais flexibilidade de gerenciamento para quem faz um bom planejamento. Além das vantagens comerciais, a multimodalidade tem um importante benefício para o meio ambiente: ela é mais sustentável. Quando a operação tem uma base ferroviária, é possível reduzir as emissões de gases de efeito estufa na atmosfera. 213

06 Perpectivas e Tendências | Emerson Destro Capítulo 6 Perspectivas e Tendências 214

Anuário ABAD 2020 | Panorama do Setor “Termino o mandato com o sentimento de dever cumprido” Emerson Destro, presidente da ABAD No final de seu segundo e último man- ao associado. Em conversa com o Anuário setor atacadista e distribuidor durante a dato à frente da ABAD, o presidente ABAD, Destro fala dessa trajetória e da sua gestão, agregando valor para toda a cadeia Emerson Destro faz um balanço de obstinação em criar mecanismos para de- de abastecimento, em especial no relacio- suas atividades, reconhecendo que sentar senvolver o setor cada vez mais, agregando namento com a indústria de bens de consu- à mesa como dirigente máximo da entidade valor para todo o Canal Indireto: indústria, mo e na agenda política do setor. Isso sig- foi um grande desafio. Sob seu comando, parceiros, filiadas, associados e agentes de nifica que conseguimos ampliar ainda mais foram realizadas grandes mudanças estra- distribuição. Leia, a seguir, a entrevista. o diálogo com as indústrias fornecedoras, tégicas na ABAD. Com uma gestão enxuta e parceiras do setor, para debater as estra- focada em produtividade, elevou a Conven- Anuário ABAD – Ao terminar o seu segundo tégias de crescimento e o futuro do canal ção Anual a um novo patamar, tornando-a mandato à frente da ABAD, qual a avaliação indireto, visando maior eficiência na busca compacta e densa em conteúdo. Abriu no- que faz dessa gestão? de crescimento e melhoria da rentabilida- vos caminhos políticos, visando um melhor Emerson Destro - Estar à frente de uma de para todos os elos da cadeia, desde a ambiente de negócios para todos. Mobilizou entidade de abrangência nacional como a indústria até o pequeno varejo. No aspecto representantes da indústria para definir es- ABAD é sempre um grande desafio, que não político, temos mobilizado nossas filiadas a tratégias para a cadeia de abastecimento, poderia ser enfrentado sem a contribuição fim de nos aproximar dos representantes de preservando o equilíbrio saudável e ético dos membros da diretoria, da equipe execu- seus Estados no Congresso Nacional, con- entre as empresas. E mesmo quando o País tiva da entidade, dos líderes regionais e dos tribuindo para pautar questões relevantes entrou no que pode ser a pior crise da his- presidentes e executivos das nossas filia- para o setor, em especial nas áreas tributá- tória mundial, provocada pela pandemia do das estaduais. Por meio da atuação coor- ria, trabalhista e normativa. Assim, espera- novo coronavírus, a entidade não se abalou, denada e do trabalho conjunto, acreditamos mos que esse intenso trabalho seja um bom superando as dificuldades e dando suporte ter feito importantes progressos em prol do legado para as próximas gestões. 215

06 Perpectivas e Tendências | Emerson Destro \"Assumimos o papel que nos cabe no debate político e nos tornamos os protagonistas das mudanças do País.\" Anuário ABAD - Nesses quatro anos de ges- para motociclistas, que se arrasta desde 2014, Congresso, tiveram também impacto bastante tão à frente da ABAD, quais foram os maio- ainda está pendente. Estivemos perto de re- positivo. Finalmente, nos âmbitos dos Estados, res desafios enfrentados e como eles foram solver, mas a medida provisória que corrigia conseguimos contar com amplo engajamento solucionados? a distorção no texto não andou. Faz parte do das nossas filiadas, que cada vez mais se re- Emerson Destro – Um dos grandes desafios, jogo político. Não podemos desistir. Temos de lacionam com os deputados federais e sena- sem dúvida, foi a mudança que promovemos continuar lutando por uma solução. dores de suas regiões para expor as questões em relação à Convenção ABAD. O formato do do setor e solicitar o apoio deles na votação de evento, adotado a partir de 2018, inaugurou \"A participação da ABAD na projetos de lei relativos à atividade atacadis- um novo patamar no relacionamento entre UNECS, entidade também ta distribuidora. Portanto, assumimos o papel o atacado distribuidor e a indústria fornece- bastante ativa do ponto de vista que nos cabe no debate político e nos torna- dora, com foco em alinhamento, produção de político, e a proximidade com a mos os protagonistas das mudanças do País. conhecimento e geração de negócios. Para Frente Parlamentar de Comércio, atingir esse nível de excelência, foi necessário Serviços e Empreendedorismo, Anuário ABAD - Na economia, o Brasil viveu reforçar aspectos essenciais na entidade: go- uma das maiores e mais atuantes altos e baixos nesses quatro anos. O que po- vernança, gestão e controle. Sempre com foco do Congresso, tiveram também demos esperar para os próximos? em agregar valor à cadeia de abastecimento. impacto bastante positivo.\" Emerson Destro - No início do ano, todos es- Temos trabalhado também por uma reforma perávamos que 2020 fosse um ano de reto- tributária que simplifique os tributos e a buro- Anuário ABAD - No âmbito político, qual a mada, em que o Brasil teria fôlego para voltar cracia envolvida no seu recolhimento. Desde avaliação que o senhor faz do trabalho da a crescer de forma sustentada. Porém, a crise o início da gestão, ao lado das entidades que ABAD? econômica provocada pela pandemia do novo integram a UNECS [União Nacional de Entida- Emerson Destro - Acredito que avançamos coronavírus mudou esse cenário, afetando to- des do Comércio e Serviços], procuramos nos bastante nesse aspecto, em razão de uma dos os setores produtivos. Alguns segmentos, aproximar do governo federal já no início do série de fatores. O atual governo, entre todos como é o caso do atacado distribuidor, ten- atual mandato para expor as dificuldades dos os governos recentes do País, é certamente, dem a ser menos afetados, já que trabalha- setores de comércio e serviços, e podemos o que abriu maior espaço de diálogo com o mos com produtos de primeira necessidade, dizer que obtivemos vitórias importantes em empresariado, dispondo-se a ouvir as dificul- de consumo obrigatório das famílias, como termos de desburocratização. Também tive- dades e as contribuições para impulsionar o itens de alimentação, limpeza doméstica e hi- mos resultados positivos em relação ao ajus- crescimento da economia. Além disso, a par- giene pessoal. Assim, apesar do cenário difícil, te de normas trabalhistas e à legislação sobre ticipação da ABAD na UNECS, entidade tam- a partir dos dados de nosso Ranking anual e transporte de cargas, corrigindo distorções bém bastante ativa do ponto de vista político, da pesquisa mensal do Banco de Dados ABAD que afetavam negativamente as empresas, e a proximidade com a Frente Parlamentar ainda acreditamos num crescimento modesto como o adicional de periculosidade para cami- de Comércio, Serviços e Empreendedorismo para este ano. Contudo, sabemos que muitas nhões que já saem de fábrica com tanque de [FCS], uma das maiores e mais atuantes do atividades serão severamente afetadas pela combustível suplementar, certificado por ór- paralisação forçada durante o período de gão competente. Bastou a publicação de uma quarentena, o que significa que alguns seto- portaria pela Secretaria Especial de Previdên- res devem apresentar resultados negativos, cia e Trabalho do Ministério da Economia em podendo levar algum tempo para total recu- dezembro de 2019 para excluir esse adicional. peração, a depender da atuação do governo Mas a questão do adicional de periculosidade na ajuda dessas empresas para a retomada. 216

GfK

06 Perpectivas e Tendências | Emerson Destro Anuário ABAD - A pandemia do coronavírus Emerson Destro - Foram quatro anos de empresas. O setor atacadista e distribuidor certamente deixará marcas profundas na intensa atuação da diretoria e das filiadas exerce uma função primordial na cadeia de economia brasileira. Como vencer esses estaduais da ABAD em prol da agenda polí- abastecimento, levando para milhares de desafios? tica. Estivemos em Brasília para encontros estabelecimentos os suprimentos de que Emerson Destro – No início da pandemia, com membros do Legislativo e do Execu- as famílias necessitam. Portanto, tínha- assim como diversos setores, tivemos de ser tivo sempre com o intuito de buscar solu- mos que encontrar as melhores soluções ágeis e nos adaptar. No caso do nosso se- ções para os pleitos do setor. Mas acredito para continuar a exercer nossa atividade tor, parar as atividades nunca foi uma opção. que um marco nessa gestão tenha sido em um cenário bastante complexo inicial- De um lado, temos a responsabilidade social nossa atuação em relação à crise gerada mente. Outro marco importante é, sem de garantir o abastecimento do pequeno e pelo coronavírus. Desde que a pandemia dúvida, o projeto de Marketplace da ABAD, médio varejo para que ele possa continuar foi deflagrada, na segunda quinzena de que está na fase inicial. Por meio do co- atendendo as famílias brasileiras. Por outro mitê, formado por empresários e consulto- lado, temos a responsabilidade econômi- \"O setor atacadista e distribuidor res, estamos modelando mais um canal de ca de preservar os empregos de todos que exerce uma função primordial na vendas para o setor, que será fundamental fazem parte dessa cadeia, como indústria, cadeia de abastecimento, levando no futuro, que já chegou. A proposta é criar atacado distribuidor e pequeno varejo. Tive- para milhares de estabelecimentos um ambiente B2B amigável e democrático, mos de reforçar as medidas de segurança e os suprimentos de que as famílias que propicie o crescimento das empresas higiene, desenvolvemos protocolos de apoio necessitam. Portanto, tínhamos atacadistas e distribuidoras. e proteção aos colaboradores internos e aos que encontrar as melhores motoristas responsáveis pelo transporte das soluções para continuar a exercer Anuário ABAD - A partir de janeiro de mercadorias, nos engajamos em campanhas nossa atividade em um cenário 2021 a ABAD terá uma nova diretoria e para informar e tranquilizar a sociedade, e a bastante complexo inicialmente. \" um novo presidente. Que conselho ou su- maioria das nossas empresas conseguiu evi- gestão o senhor dá ao futuro presidente tar demissões. Olhando para o futuro, eu di- março, atuamos intensamente para sanar da ABAD? ria que o caminho das empresas é seguir em dúvidas do setor e acalmar a sociedade Emerson Destro – Minha sugestão é que ele busca de maior produtividade e eficiência em relação ao abastecimento. Fizemos continue agregando valor a todos que fazem que permitam recuperar as perdas sofridas diversos comunicados com orientações parte da cadeia de abastecimento. Dessa durante a pandemia, enquanto que o gover- sobre como lidar com a pandemia, des- forma, a ABAD ganhará a cada dia mais im- no precisará aumentar esforços no sentido tacamos a lei que enquadra o setor como portância e relevância junto ao mercado. de desburocratizar as relações dos setores atividade essencial, apresentamos pro- produtivos com o Estado e promover cada postas ao Ministério da Economia, fazendo Anuário ABAD - Ao deixar a diretoria da vez mais a competitividade, para que possa- parte de um comitê de crise do setor de ABAD, quais os seus planos? mos voltar a crescer. comércio e serviços desde o início. Des- Emerson Destro – Conduzir o dia-a-dia sa forma, participamos ativamente com o dos negócios, trabalhando pelo fortale- Anuário ABAD - Cite um projeto ou progra- intuito de mitigar os efeitos da crise nas cimento do pequeno e médio varejo bra- ma que, na sua opinião, foi fundamental sileiro e crescimento de nossa empresa. para dinamizar o trabalho da ABAD como Termino o mandato com o sentimento de porta-voz do segmento atacadista distri- dever cumprido. Fiz o meu melhor em prol buidor. do associativismo do setor. 218



06 Perpectivas e Tendências | Carlos Alexandre da Costa Público e privado se unem em prol do setor produtivo Carlos Alexandre da Costa, secretário especial de Produtividade, Emprego e Competitividade do Ministério da Economia Em fevereiro, quando o mundo se prepa- Carlos Alexandre da Costa - Vivemos uma representativas do setor produtivo. Até a rava para enfrentar a maior pandemia situação dramática e sem precedentes no primeira semana de agosto, tínhamos rece- do século, o titular da Secretaria Espe- Brasil e no mundo. Precisávamos ser ágeis bido 3.005 contribuições enviadas por mais cial de Produtividade, Emprego e Competiti- e rápidos perante a intensa volatilidade que de 670 entidades. Deste total de contribui- vidade (Sepec) do Ministério da Economia, passou a marcar nosso dia a dia. Nossos ções, 1.479 foram implementadas de forma Carlos Alexandre da Costa, iniciou a reorga- objetivos desde o início foram preservar a integral ou parcial pelo Governo Federal. As nização do órgão para fazer frente aos de- saúde da população e da economia, na cer- contribuições foram divididas em oito te- safios que estavam por vir. Nesta entrevis- teza de que venceremos essa pandemia e mas centrais: Tributário, Crédito, Regulató- ta concedida ao Anuário ABAD na primeira vamos sair dela fortalecidos para um futuro rio, Orçamentário, Trabalhista, Seguridade, quinzena de agosto, o titular da Secretaria melhor. Já em fevereiro, diante dos alertas Temas Gerais e Comex. Para fazer frente detalha as ações que foram desenvolvidas iniciais sobre a expansão da Covid-19 no às contribuições recebidas, o Governo Fe- visando preservar “a saúde da população mundo, fizemos um primeiro levantamento deral implementou mais de 200 ações or- e da economia”. Economista, com PhD em da situação, com 173 empresas e entida- ganizadas em sete frentes: Alívio ao Fluxo Economia pela Universidade da California des do setor produtivo de todas as regiões. de Caixa, Crédito, Seguros e Garantias, Pre- (EUA), Carlos Alexandre da Costa afirma que A partir daí tomamos a decisão de reorga- servação do Consumo Responsável, Des- o País está voltando com intensidade para o nizar a Sepec em 12 forças-tarefa estraté- burocratização, Simplificação Trabalhista e caminho da prosperidade. E acrescenta que gicas, responsáveis pelo monitoramento e Manutenção da Oferta de Bens e Serviços é possível fazer mais e mais rápido, executar coordenação do setor produtivo brasileiro. e Medidas Setoriais. Foram adotadas ações muita coisa quando o setor público se soma Os coordenadores dessas 12 forças-tare- para auxiliar o setor produtivo, aumentar e ao privado. Leia, a seguir, a entrevista. fa passaram a se reunir diariamente como facilitar os instrumentos de crédito, promo- numa grande central de comando. Elas fo- ver ações protetivas e de preservação de Anuário ABAD - Os impactos da pandemia ram responsáveis por fazer a interlocução emprego, monitorar em tempo real os im- na economia são inegáveis. Quais foram as entre todos os setores da economia e todas pactos na economia, gestão e articulação principais ações do Ministério da Econo- as áreas do governo, de forma a otimizar para ampliar e garantir o suprimento de mia, coordenadas pela Sepec, para mitigar o processo de identificação e execução itens críticos para o sistema de saúde e a crise do coronavírus no setor produtivo? das melhores soluções para os problemas apoio, estrutura e interlocução com diferen- E quanto já foi investido? apontados por associações e entidades tes startups. As atividades da Sepec tam- 220

Informe Publicitário DUAS RODAS: 95 ANOS PROMOVENDO EXPERIÊNCIAS ATRAVÉS DO SABOR Líder nacional na fabricação de Em 2015, a empresa formalizou a aquisição da Mix Indústria Ali- aromas e ingredientes para as mentícia, de São Bernardo do Campo (SP), dentro do projeto de indústrias de alimentos e bebi- ampliação dos negócios confeitaria e panificação. Hoje, com as das, empresa investe na inova- marcas Mix e Selecta Chocolates, oferece o portfólio mais comple- ção como pilar estratégico para to para o mercado de confeitaria e chocolates. o crescimento sustentável dos seus negócios e de seus clientes Também foram inauguradas novas instalações e ampliação da capacidade produtiva das unidades da Argentina (2015), Chile Presentes nas refeições de milhões de pessoas em mais de 30 (2016), Colômbia (2018) e México (2018). países, os aromas e ingredientes da Duas Rodas são frutos de uma apurada expertise na arte de desenvolver aromas aliada NOVO CENTRO DE TECNOLOGIA E INOVAÇÃO aos constantes investimentos em tecnologia e inovação, além de EM SÃO BERNARDO DO CAMPO profundo conhecimento dos desejos dos consumidores. A multi- Mais recentemente, em 2018, a empresa investiu no novo Centro nacional latino-americana chega aos 95 anos, em 2020, como em- de Tecnologia e Inovação na unidade em São Paulo e na nova fá- presa vigorosa, competitiva e em processo contínuo de expansão. brica e pastas e variegatos (pastas produzidas à base de frutas) na Matriz, que no momento está em processo de ampliação. Uma história de superações e conquistas, que começou com o A Duas Rodas aposta na inovação como pilar estratégico para espírito empreendedor do casal Rudolph e Hildegard Hufenüss- o crescimento sustentável da própria empresa e de seus clientes. ler, que deixou a Alemanha em 1925 com o propósito de concre- Este posicionamento reforça seu papel de referência no mercado, tizar o projeto de construir uma fábrica de óleos essenciais com reconhecido através de premiações nacionais, como uma das em- plantas tropicais no Sul do Brasil. presas mais inovadoras do País no Prêmio Valor Brasil Inovação por quatro anos consecutivos e o 1º lugar no Prêmio de Ingre- Ao longo das nove décadas, esta cultura empreendedora foi re- diente Mais Inovador da FI Awards 2019, com o GranFlavor, tecno- forçada pela segunda geração, com os filhos dos fundadores Die- logia exclusiva de encapsulação de aromas em pó. trich e Rodolfo, e pelas terceira e quarta gerações da família, que “Nossos projetos estratégicos e ações convergem para a manu- sempre contaram com a integração e força dos colaboradores. tenção do processo de crescimento de forma sólida e inovadora. Seguiremos com nossos investimentos em pessoas, transformação A caminho do centenário, a líder brasileira na fabricação de digital, inteligência de mercado, ingredientes, produtos, tecnologia, aromas e ingredientes para as indústrias de alimentos e bebidas visando um futuro com processos cada vez mais eficazes e ingre- atende cerca de 10 mil clientes em mais de 30 países, através dientes que atendam as expectativas do mercado em constante de sete unidades na América Latina: no Brasil, com a Matriz, em evolução”, afirma o presidente da Duas Rodas, Leonardo Fausto Zipf. Jaraguá do Sul (SC), e as filiais em São Bernardo do Campo (SP) e Estância (SE); na Argentina; no Chile; na Colômbia; e no México. Profissionais de todas as áreas da empresa atuam em sintonia com a equipe de mais de 200 pesquisadores e especialistas em sabor para criar soluções de alto desempenho nos sete centros de pesqui- sa e desenvolvimento e no Innovation Center do Grupo Duas Rodas. PORTFÓLIO MAIS COMPLETO PARA O MERCADO DE CONFEITARIA E CHOCOLATES Nos últimos anos, investimentos estratégicos foram direciona- dos à expansão da empresa no mercado nacional e internacional.

06 Perpectivas e Tendências | Carlos Alexandre da Costa \"Uma das nossas forças-tarefa foi montada exatamente com a missão de monitorar os efeitos da pandemia na atividade econômica. A Sepec, utilizando uma matriz diversificada de fontes de informação e dados das notas fiscais da Receita Federal do Brasil, elaborou um relatório técnico que batizamos como Barômetro Setorial. Utilizamos fontes primárias de informação como, por exemplo, o consumo de energia elétrica no sistema interligado por ramo de atividade ou a evolução do consumo por cartão de crédito.\" bém foram concentradas em buscar solu- emergenciais BNDES, standstill BNDES e países e estabelecemos projeções para o ção para problemas como, por exemplo, o Caixa, redução de juros, diminuição dos Brasil, avaliando as melhores práticas ado- abastecimento de produtos como ventila- compulsórios dos bancos). tadas no mundo. Por ser a responsável pelo dores pulmonares para os pacientes mais relacionamento com o setor produtivo, a graves e máscaras de proteção destinadas Anuário ABAD - Sabe-se que a intensidade proximidade da Sepec e o contato perma- ao uso pelos profissionais da saúde e pela da crise é diferente para cada segmento. nente com os principais representantes de população. Outra ação de envergadura diz Como foi possível mapear e identificar a diferentes segmentos fez toda a diferença respeito a ajudar na viabilização de finan- necessidade de cada setor? Foi criada al- para vencermos esse desafio. O Barôme- ciamentos para que as empresas paguem guma estrutura? Como ela funcionou? tro abordou 48 setores da economia. Por a folha de salário, além da manutenção Carlos Alexandre da Costa - Uma das nos- intermédio dele, foi possível acompanhar o de suas atividades e de seus emprega- sas forças-tarefa foi montada exatamente comparativo do nível da atividade econô- dos. Todas essas iniciativas emergenciais com a missão de monitorar os efeitos da mica de cada setor em relação à sua res- foram feitas em estreita colaboração com pandemia na atividade econômica. A Sepec, pectiva atividade de duas e quatro sema- as empresas, abrangendo desde as micros utilizando uma matriz diversificada de fon- nas anteriores à data de referência. Além e pequenas até as de médio e grande por- tes de informação e dados das notas fiscais do acompanhamento semanal dos setores, te, bem como suas associações. No aspec- da Receita Federal do Brasil, elaborou um também criamos um índice de impacto da to financeiro, nas medidas emergenciais de relatório técnico que batizamos como Barô- Covid-19 nos setores. O índice foi calculado combate à crise da Covid-19 já foram gas- metro Setorial. Utilizamos fontes primárias utilizando três componentes principais: a tos mais de R$ 270 bilhões, podendo alcan- de informação como, por exemplo, o consu- participação do setor na mão de obra total çar até R$ 510 bilhões até o final do ano. mo de energia elétrica no sistema interliga- brasileira, a participação do setor no Valor As principais ações adotadas pelo governo do por ramo de atividade ou a evolução do Adicionado Total da Economia Brasileira e foram: auxílio emergencial às populações consumo por cartão de crédito. Com estes indicadores de multiplicação de emprego, vulneráveis, diferimento dos impostos (Sim- dados passamos a monitorar praticamente renda e produto econômico do setor es- ples federal, INSS, PIS/PASEP, IOF, PIS/CO- em tempo real as diferentes cadeias pro- pecífico na economia como um todo. Com FINS), simplificação trabalhista (suspensão dutivas, para acompanhar a evolução do o índice em mãos, foi possível criar uma de contratos, redução da jornada, facilita- impacto econômico e estabelecer as prio- escala de criticidade setorial, sendo esta ção para home office, desburocratização ridades de atuação. A Sepec desenvolveu escala de extrema importância para ditar o de obrigações presenciais, melhorias no uma tecnologia própria e inédita com objei- senso de urgência na elaboração de cada sistema de banco de horas), suspensão de vo de acompanhar com a máxima precisão medida adotada pelo Governo para mitigar obrigações acessórias e políticas de crédito o comportamento de cada setor. Também os efeitos da Covid-19 no setor produtivo da emergenciais (Pronampe, FGO, FGI, Linhas identificamos a dinâmica setorial em outros economia brasileira. 222

Anuário ABAD 2020 | Panorama do Setor IBDN 223

06 Perpectivas e Tendências | Carlos Alexandre da Costa Anuário ABAD - Uma das principais reivin- \"A Sepec está produtividade. 2 - Acesso ao crédito: uma di- dicações do setor produtivo foi a liberação trabalhando em uma ficuldade histórica para as micro e pequenas de linhas de crédito para garantir a sobre- série de programas para empresas! São duas as principais barreiras vivência das empresas no período de isola- simplificar, desburocratizar que precisamos reduzir para que os empre- mento. Embora o governo tenha liberando e desregulamentar o endedores tenham maior acesso a emprésti- recursos, a maioria das micro, pequenas e ambiente de negócios no mos: assimetria de informação e falta de ga- médias empresas tiveram dificuldade de Brasil. Muitos deles já estão rantias reais. O Pronampe (Programa Ncional acesso ao dinheiro. Como foi sanada essa em andamento, como de Apoio às Microempresas e Empresas de questão? Quanto de crédito foi disponibili- as políticas de melhoria Pequeno Porte) mostrou que, se atuarmos zado e quanto foi realmente contraído? regulatória que auxiliam nessas duas frentes - redução da assimetria Carlos Alexandre da Costa - O Governo Fe- transversalmente todos os de informação e concessão de garantia - , deral já disponibilizou, até hoje, mais de R$ 80 setores da economia.\" o crédito chega na ponta. Por isso, um dos bilhões em recursos para facilitar o acesso ao nossos focos na Sepec é o desenvolvimen- crédito pelas micro, pequenas e médias em- Anuário ABAD - É inegável a importância to de um Sistema Nacional de Garantias. presas. Este montante está sendo utilizado ora das micro e pequenas empresas para a 3 - Capacitação empresarial: precisamos como financiamento, ora como garantia e pode economia do País, principalmente para a apoiar as nossas micro e pequenas empre- atingir até R$ 160 bilhões em crédito concedido retomada da atividade econômica. Qual é o sas para que elas desenvolvam capacidade até o final da pandemia. Do total disponibilizado caminho para ampliar a produtividade das gerencial e capacidade de inovação, capaci- até agora, mais de R$ 30 bilhões já chegaram micro e pequenas empresas? A Sepec está dade de alcançar novo patamar empresarial, na ponta final e estão no caixa das empresas, trabalhando nesse sentindo? de gestão, de criação de valor, de formação dando um fôlego para que o empreendedor Calos Alexandre da Costa - As micro e pe- de pessoas. Como exemplo da atuação da possa manter suas atividades. É importante quenas empresas (MPEs) são fundamentais Sepec nesse sentido, temos o projeto Brasil ressaltar que a maior das medidas de crédito para a retomada da atividade econômica. So- Mais, o maior programa de capacitação de anunciadas até agora, o Programa Emergencial zinhas, as MPEs podem ser responsáveis por empresas da América Latina, que está sen- de Acesso a Crédito (PEAC/FGI), foi aprovada um crescimento de mais 4 pontos percen- do desenvolvido em parceira com o Sebrae, em 27 de julho pelo Congresso Nacional. O tuais do Produto Interno Bruto (PIB) em 10 Senai e com a ABDI (Agência Brasileira de PEAC/FGI, sozinho, tem potencial de conceder anos. Atualmente, a produtividade das micro Desenvolvimento Industrial). O programa mais de R$ 80 Bilhões de crédito para capital e pequenas empresas é o equivalente a 22% atenderá 200 mil empresas por meio da de giro para pequenas e médias empresas. O das grandes companhias do País. Se esse melhoria das capacidades gerenciais e pro- PEAC/FGI, que foi recentemente sancionado percentual atingisse 60%, o Brasil poderia dutivas desse negócios. 4 - Digitalização: a pelo presidente Jair Bolsonaro, é gerido pela crescer mais de 4% ao ano durante 10 anos. Sepec e pelo BNDES, que atua como “fiador” O trabalho para elevar a produtividade das para operações realizadas no âmbito do Fun- MPEs está dividido em cinco eixos: 1- Forma- do Garantidor para Investimentos (FGI) – fundo lização: a experiência de empreender formal- de aval administrado pela instituição. Estamos mente tem que ser simples e fácil. Não basta confiantes nos esforços do Governo Federal só abrir CNPJ. As micro e pequenas empre- para fazer o crédito chegar na ponta. sas, apesar de estarem formalizadas, muitas vezes não emitem nota na compra e venda Anuário ABAD - As medidas emergenciais e não empregam formalmente, por exemplo. ajudaram a melhorar o ambiente de negó- É necessário simplificar o ambiente de ne- cios e mostraram a importância da simplifi- gócios para que as empresas estejam ver- cação e da desburocratização. Que iniciati- dadeiramente formalizadas. E nós sabemos vas/programas da Sepec podem contribuir que a formalização traz um ganho grande de para melhoria contínua desse ambiente? Carlos Alexandre da Costa - A Sepec está trabalhando em uma série de programas para simplificar, desburocratizar e desregulamentar o ambiente de negócios no Brasil. Muitos de- les já estão em andamento, como as políticas de melhoria regulatória que auxiliam transver- salmente todos os setores da economia. Tam- bém estão sendo desenvolvidos programas e medidas setoriais, especialmente para os se- tores mais prejudicados pelos efeitos da pan- demia. Novidades devem ser apresentadas nas próximas semanas, no contexto de planos de retomada econômica pós-pandemia. 224

Kantar

06 Perpectivas e Tendências | Carlos Alexandre da Costa \"Vejo o Brasil com muita confiança e otimismo. Já estamos voltando com intensidade para o caminho da prosperidade. Estabelecemos duas frentes bem claras que batizamos de O Brasil Destravado e O Brasil do Amanhã. Estas frentes foram estruturadas com base em quatro eixos transformadores. Um deles é a Redução do Custo Brasil, que suga mais de R$ 1 trilhão por ano da nossa economia.\" adoção de tecnologias digitais apresenta-se travado e O Brasil do Amanhã. Estas frentes para honrar os tributos, é inaceitável e tem como a forma mais rápida e de menor custo foram estruturadas com base em quatro ei- que ser reduzido o tempo-hora que se gasta para proporcionar ganhos de produtivida- xos transformadores. Um deles é a Redução hoje para pagamento de impostos. Precisa- de, principalmente nas pequenas e médias do Custo Brasil, que suga mais de R$ 1 trilhão mos atacar e combater a informalidade e a empresas. Esse processo se faz ainda mais por ano da nossa economia. Neste eixo, es- sonegação, melhorar a estrutura de telecom necessário em um contexto pós-pandemia. tamos atacando com a formatação do Pro- e mobilidade urbana e aumentar a rede de A Sepec, por meio do Programa Brasil Mais, grama de Melhoria Contínua da Competitivi- saneamento. Reduzir o custo e aumentar a também irá promover a digitalização das dade, um conjunto de ações para a melhoria qualidade da nossa logística. Esse é o nos- empresas brasileiras. Além das 200 mil em- no Ambiente de Negócios e o Pró Segurança so propósito, essa é a agenda que não pode presas que serão atendidas na fase 1 e terão Jurídica. Outro eixo fundamental é o Concor- mais ser adiada. uma capacitação inicial para a digitalização, rência para a Prosperidade, que contempla a fase 2 vai digitalizar os negócios de 50 mil o Choque da Construção Civil, o Choque do Anuário ABAD - Invariavelmente uma gran- empresas. Além disso, a Sepec coordena a Mercado de Saúde e o Concorrência para a de crise traz aprendizados. Qual o senhor Câmara Indústria 4.0, que elaborou um plano Retomada. Temos também o eixo da Grande acredita seja a principal lição deste cenário de ação para Indústria 4.0 focado em quarto Desregulamentação, que a imprensa outro negativo? Há algo positivo a ser destacado eixos: inovação, recursos humanos do futuro, dia disse numa notinha que seria um proces- do ponto de vista econômico? cadeias produtivas e regulação. 5 - Exporta- so selvagem de desregulamentação; mas, na Carlos Alexandre da Costa - O grande ção: Somente 0,7% das nossas exportações verdade, não existe nada mais salvagem do aprendizado deste momento desafiador e vem de micro e pequenas empresas. Esse é que o excesso de regulamentação existente de imensa volatilidade que enfrentamos e um dos menores números do mundo. Pre- no Brasil. Nesse campo, também estamos estamos vencendo foi o senso de urgência. cisamos trabalhar as barreiras endógenas preparando medidas para aumentar a liber- Chega de perder tempo. Como eu descrevi das empresas, ajudá-las a amadurecer seus dade profissional. E, para completar, monta- quando comentávamos sobre a confiança produtos e processos para que estejam pre- mos o eixo Brasil 4.0, que insere o Brasil na na retomada, todas aquelas ações são pos- paradas para exportar, bem como trabalhar pauta das grandes nações modernas, prós- síveis de ser feitas, nós queremos fazer e para reduzir as barreiras exógenas inerentes peras e empreendedoras. Dentro do Brasil 4.0 estamos aqui no governo para isso. Desde o ao ambiente de negócios complexo que ain- incluímos o Empreendedorismo Inovador e início do ano, estamos tendo um aprendiza- da persiste no Brasil, mas que estamos tra- Startups, Digitalização das Empresas e Mer- do fantástico e a grande conclusão, a grande balhando dia a noite para melhorar. cados, Formalização Simplificada para MPEs lição que tiramos de tudo isso é que dá para e Acesso a Crédito. Com um programa como fazer mais e mais rápido, dá para executar Anuário ABAD - Como o senhor vê o Brasil este, uma carteira de projetos como esta, muita coisa quando o setor público se soma na pós-pandemia? Qual é o caminho para a temos segurança de que o Brasil avançará ao setor privado. Quando estes dois se unem retomada? rapidamente e simultaneamente tanto no as- por uma causa não há força capaz de contê- Carlos Alexandre da Costa - Vejo o Brasil pecto econômico quanto no social. Há muito -los. Com setor público e setor privado tendo com muita confiança e otimismo. Já estamos trabalho a ser feito, o País precisa olhar mais ideais comuns, tudo é possível e pode ser voltando com intensidade para o caminho da para o capital humano, reduzir os encargos feito com uma agilidade até então impensá- prosperidade. Estabelecemos duas frentes trabalhistas e aumentar a capacitação profis- vel. Esse é o maior dos aprendizados e foi bem claras que batizamos de O Brasil Des- sional. As empresas precisam ter facilidades comprovado na prática.  226

Agora os parceiros varejistas da Nielsen Brasil contam com o Total Store Read (TSR), solução que permite análise semanal de performance e produtividade.

06 Perpectivas e Tendências | Carlos Melles “Precisamos ampliar e facilitar o acesso ao crédito” Carlos Melles, presidente do Sebrae Mineiro de São Sebastião do Para- médias empresas enfrentarem as conse- Foto: Charles Damasceno íso, Carlos Melles, presidente do quências da pandemia da Covid-19. Ocorre Sebrae, foi deputado federal por que, por diversas razões, esses recursos te na operação do convênio firmado com a seis legislaturas (1995 a 2018). E, como não chegam aos seus destinatários. O que Caixa para a concessão de crédito assisti- parlamentar, foi o presidente da Comis- o Sebrae pode fazer para ajudar a solucio- do, com recursos do Fampe, já foi concedido são Especial da Microempresa instalada nar esse problema? R$ 1,8 bilhão em crédito para mais de 22 mil na Câmara dos Deputados que aprovou a Carlos Melles - Estamos agindo junto ao go- pequenos negócios. Também temos con- Lei Geral da Micro e Pequena Empresa, em verno federal e ao Congresso para a criação versado com os dirigentes dos bancos, em 2006. Nesta entrevista ao Anuário ABAD, especial da Caixa e Banco do Brasil, e com Melles afirma que as micro e pequenas de novas linhas de crédito voltadas para os o governo federal para ver de que maneira empresas somam 99% de todas as empre- é possível viabilizar a ampliação do crédi- sas do País e são responsáveis pela gera- pequenos negócios e para o fortalecimento to para os Pequenos Negócios. O Sebrae ção de 50% dos empregos formais. Repre- apoiou a criação do Pronampe [Programa sentam, ainda, 27% do PIB nacional. Esse dos sistemas de garantia de crédito para Nacional de Apoio às Microempresas e Em- universo de empreendedores, no entanto, presas de Pequeno Porte], que traz para as enfrenta dois grandes obstáculos: dificul- esses empreendedores. Um levantamento micro e pequenas empresas o sucesso que dade de acesso a crédito e a baixa capa- o Pronaf [Programa Nacional de Fortaleci- cidade de inovação. Melles explica o que a feito semanalmente pelo Sebrae mostrou mento da Agricultura Familiar] representou entidade está fazendo para elevar o nível para o campo. Essa linha de crédito tem ga- de competitividade dessas empresas. Leia, que entre o início da pandemia, em março, rantia de até 100% do Fundo Garantidor de a seguir, a entrevista. Operações do Banco do Brasil, e o Tesouro até o dia 19 de junho, o número de linhas de Nacional aportou R$ 15,9 bilhões no Progra- Anuário ABAD - Instituições financeiras ma. A contratação de operações está ace- públicas e privadas disponibilizaram várias crédito voltadas especificamente para os lerada, principalmente no Banco do Brasil, linhas de crédito para micro, pequenas e que atingiu o teto por eles estipulado de R$ pequenos negócios (MEI, micro e pequenas 3,7 bilhões, e pela Caixa Econômica Federal, que já chegou a R$ 1,5 bilhão. empresas) saltou de 33 para 177. Estamos trabalhando também para ampliar o volume de instituições parceiras para a operação do Fundo de Aval às Micro e Pequenas Empre- sas [Fampe]. Até o último dia 25 de junho, já contávamos com 12 organizações entre bancos públicos e privados, cooperativas de crédito e agências de fomento. Somen- 228

Anuário ABAD 2020 | Panorama do Setor Anuário ABAD - Durante esta pandemia, o para saber como usar o digital, como vender Carlos Melles - Os dois maiores obstáculos Sebrae tem oferecido diversos cursos gra- pela internet. No ano passado, por dia, cerca enfrentados pelos empreendedores brasilei- tuitos. Houve um aumento na procura des- de seis mil pessoas se inscreveram no curso, ros para a elevação do nosso nível de com- ses cursos? mas em 2020 a média diária está em torno de petitividade são a dificuldade de acesso a Carlos Melles - De acordo com levantamento 11 mil empreendedores, sendo que, em abril, crédito e a baixa capacidade de inovação. feito pelo Sebrae, as inscrições nos cursos essa marca chegou a 15 mil interessados. Somente com a difusão da inovação junto oferecidos pela instituição cresceram signi- ao universo das micro e pequenas empre- ficativamente nos três primeiros meses de \"Os dois maiores obstáculos sas nós seremos capazes de dar o salto de isolamento social. Em todo o ano passado, enfrentados pelos empreendedores competitividade e produtividade de que a 1,1 milhão de empreendedores fizeram os brasileiros para a elevação do economia brasileira precisa. Para isso, pre- cursos do Sebrae. Em 2020, o número de nosso nível de competitividade cisamos qualificar os empreendedores bra- inscritos nesses cursos já atingiu a marca são a dificuldade de acesso a sileiros e facilitar o acesso desses donos recorde de 1,5 milhão de pessoas. O curso crédito e a baixa capacidade de de pequenos negócios a novas tecnologias mais procurado é o de Marketing digital, que inovação. Somente com a difusão de venda, de produção e gestão. Segundo passou de 60 mil interessados em 2019 para da inovação junto ao universo das a última pesquisa GEM [Global Entrepre- 177 mil este ano, saindo da segunda para a micro e pequenas empresas nós neurship Monitor], de 2019, antes mesmo da primeira colocação entre os conteúdos mais seremos capazes de dar o salto de pandemia, o Brasil já era o quarto país com buscados. Com a pandemia, muitos empre- competitividade e produtividade \" maior proporção de empreendedores. Ainda sários se viram obrigados a fechar as portas de acordo com a pesquisa GEM, 38,7% da e passar a vender seus produtos de modo Anuário ABAD - O Brasil é um país de em- população adulta já estava à frente de um online, para manter os negócios em funcio- preendedores, e muitas pesquisas apon- empreendimento, formal ou informal, ou fez, namento. O marketplace, uma plataforma até tam isso, mas o que falta ao brasileiro, ou nos últimos 12 meses, alguma ação visando então adotada por poucos, passou a ser não ao Brasil, para ser realmente competitivo? ter um empreendimento no futuro. E este apenas uma possibilidade de negócios, mas ano, este número deve crescer por conta uma necessidade de sobrevivência. As em- da dificuldade de arrumar emprego. O ponto presas passaram a procurar mais o Sebrae central é que o perfil médio das pessoas que Quer conhecer as nossas tecnologias? by É só nos chamar

06 Perpectivas e Tendências | Carlos Melles tentam se tornar empreendedores ainda não é o ideal, a maioria ainda não está preparada para isso. Precisamos capacitá-las, para evi- tar que fechem logo ali na frente. Anuário ABAD - Qual o maior problema en- \"O Sebrae vem acompanhando de perto a situação dos frentado por micro e pequenas empresas pequenos negócios no enfrentamento da crise causada pela brasileiras? pandemia. Desde março, a instituição tem feito levantamentos Carlos Melles - Na atual conjuntura, não há periódicos para avaliar o nível desse impacto econômico.\" dúvida de que a maior dificuldade enfrentada pelos donos de pequenos negócios é a que- de dados sobre o total de empresas atuali- funcionamento. O Sebrae oferece capacita- da da demanda e a consequente dificuldade zado regularmente com os dados da Recei- ção e orientação nessa área? de equilibrar o fluxo de caixa. Com a drástica ta Federal no endereço: https://datasebrae. Carlos Melles - O Sebrae está oferecendo um perda de clientes, os empreendedores nos com.br/totaldeempresas/. Dos 17 milhões conjunto de soluções aos pequenos negócios mais diversos segmentos da economia viram de pequenos negócios, 10 milhões são mi- para que eles possam ampliar sua presença despencar o faturamento mensal das suas croempreendedores individuais. Os outros digital e impulsionar suas vendas por meio empresas. Por outro lado, precisam fazer sete milhões se dividem entre microempre- de ferramentas online. Essa ação vai desde frente aos custos fixos como o pagamento sas e empresas de pequeno porte. Sobre o cursos e consultorias gratuitas até parcerias de aluguéis, folha de salários, pagamento de MEI, os números citados acima se referem com grandes empresas, como o caso da Ma- fornecedores, dívidas etc. Como é possível ao mês de os março de 2020; no dia 27 de galu. Nessa parceria, por exemplo, a Magazine equilibrar esta equação? Por um lado, tentan- abril foi confirmado que o número de MEI ul- Luíza, uma das mais importantes plataformas do reduzir estes custos fixos. Por outro lado, trapassou 10 milhões. de vendas online do País, está disponibilizan- ajustando o nível de atividade à nova realida- do aos clientes do Sebrae (empreendedores) de da demanda. Ainda assim, pode haver um Anuário ABAD - Qual a taxa de sobrevivên- o acesso ao seu marketplace em condições desequilíbrio. Aí é que entra a necessidade de cia de micro e pequenas empresas no Bra- especiais. Os donos de pequenos negócios ter acesso ao crédito. Nesse momento, pre- sil? E qual é a causa da mortalidade? podem anunciar os seus produtos dentro do cisamos ampliar e facilitar o acesso desses Carlos Melles - Antes da pandemia, cerca site, app e lojas do Magazine Luiza, e vender empresários a crédito e a novas ferramentas de um quarto das empresas fechava antes para os mais de 20 milhões de clientes, po- digitais que permitam a recuperação de parte de completar dois anos. Este dado é de um tencializando ainda mais o negócio. do volume das vendas perdidas ao longo do estudo do Sebrae de 2016. Em geral, a causa período de isolamento social. desse fechamento estava associada, princi- Anuário ABAD - Pesquisadores analisam palmente, à falta de preparo para atividade que a pandemia deverá provocar o fecha- Anuário ABAD - Qual o percentual de par- de empreender, problemas no planejamento mento definitivo de muitas micro e peque- ticipação das micro e pequenas empresas do negócio antes de abrir a empresa e defici- nas empresas. O Sebrae tem estudos a na economia? ências na gestão do empreendimento como, esse respeito? E o que pode ser feito para Carlos Melles - Os pequenos negócios [Mi- por exemplo, gestão do fluxo de caixa, difi- evitar esse fechamento? croempreendedores Individuais – MEI, Mi- culdade de calcular o custo de cada produto Carlos Melles - O Sebrae vem acompanhan- croempresas – ME e Empresas de Pequeno e precificação. Com a queda da demanda, do de perto a situação dos pequenos negó- Porte – EPP] respondem por 99% de todas as durante esta pandemia, a taxa de mortali- cios no enfrentamento da crise causada pela empresas do País e são responsáveis pela dade deve aumentar, mas ainda não temos pandemia. Desde março, a instituição tem geração de metade dos empregos formais. esses números atualizados. O estudo será feito levantamentos periódicos para avaliar Além disso, um levantamento do Sebrae atualizado ainda em 2020. o nível desse impacto econômico. O último revelou também que as micro e pequenas levantamento feito na primeira semana de empresas representam 27% do PIB brasilei- Anuário ABAD - A partir do início da quaren- junho entre pequenos negócios (MEI, Micro ro. Segundo dados da Receita Federal de 17 tena, muitas empresas adotaram estraté- e Pequenas Empresas) mostrou que 3% das de março de 2020, havia, entre as empresas gias digitais para manter seus negócios em empresas haviam fechado as portas em de- formais, 17.275.432 pequenos negócios no País, sendo 9.795.497 MEIs, 6.584.163 MEs e 895.772 EPPs. Pequenos negócios são clas- sificados pelo seu faturamento anual: MEI (até R$ 81 mil), microempresas (entre R$ 81 mil e R$ 360 mil) e empresas de pequeno porte (entre R$ 360 mil e R$ 4,8 milhões), se- gundo a Lei Geral, também conhecida como Estatuto Nacional da Microempresa e da Empresa de Pequeno Porte, criada pela Lei Complementar nº. 123/2006. O Sebrae dis- ponibiliza um painel BI [business inteligence] 230

Anuário ABAD 2020 | Panorama do Setor finitivo e 43% interromperam o funcionamen- mantêm as cidades vivas e pulsantes. Não fa- Anuário ABAD - De tempos em tempos, to temporariamente. O que precisa ser feito lamos apenas de aspectos econômicos, como surgem defensores da tese de que o Sis- é tornar mais ágil e acessível o crédito para a geração de emprego e renda; mas também tema S deve ser extinto. Como o senhor vê o universo de pequenas empresas que estão de valores intangíveis, como a memória afe- essas teses? buscando esse empréstimo para sobreviver. tiva da cidade. Imagine o que significaria se Carlos Melles - Antes da crise, o Brasil já As pesquisas feitas pelo Sebrae mostram era o quarto país com maior taxa de empre- que, entre março e junho, cresceu de 30% \"Reconhecemos e apoiamos endedorismo. Já tínhamos mais de 50 mi- para 39% o percentual de empresas que iniciativas como o movimento lhões de pessoas envolvidas com pequenos tentaram obter empréstimos. Entretanto, na “Compre do Pequeno”ou o negócios e/ou fazendo algo para criar um contramão da necessidade manifestada por movimento“Compre do Bairro”. novo empreendimento. Antes da pandemia, esses empreendedores, o percentual de em- Essas mobilizações valorizam as carências desse exército de pessoas que presas que efetivamente conseguiram o cré- o papel das micro e pequenas desejam ser donos de seu próprio negócio, dito cresceu muito pouco (de 11% para 16%). empresas na economia local em termos de capacitação em gestão em- e mostram para a sociedade o presarial, já eram muito grandes. É aí que Anuário ABAD - Que análise o Sebrae faz de quanto é fundamental apoiar os entra o Sebrae, tentando capacitar esse campanhas de valorização do pequeno vare- empreendedores que mantêm exército de empreendedores que geram jo, como o movimento“Compre do pequeno”? as cidades vivas e pulsantes\" emprego e renda. Agora, com a pandemia, a A instituição acredita que há empatia em responsabilidade do Sistema S, em especial relação aos pequenos negócios? todos os bares e restaurantes de um bairro do Sebrae, é ainda maior. O País, se quiser Carlos Melles - Reconhecemos e apoiamos simplesmente desaparecessem. Isso não recuperar sua economia, terá que contar iniciativas como o movimento “Compre do implicaria apenas um desastre econômico e com o apoio de instituições como o Se- Pequeno” ou o movimento “Compre do Bair- social, mas uma perda irrecuperável para a brae. Pensar em extinguir o Sistema S, em ro”. Essas mobilizações valorizam o papel das identidade de uma comunidade inteira. especial o Sebrae, é como tirar o aparelho micro e pequenas empresas na economia lo- de respiração que está acoplado à pessoa cal e mostram para a sociedade o quanto é que está numa UTI, vítima da Covid-19. Não fundamental apoiar os empreendedores que acredito que é isso que a sociedade deseja.

07 English Version CHAPTER 1 - ABAD 2020. Due to sanitary restrictions in view of the new PARIMA DISTRIBUIDORA (wholesale grocery category) coronavirus pandemic, the 40th Convention was post- TOCANTINS A SECTOR ACTING FOR THE DEVELOP- poned to April 19, 20 and 21, 2021. Every year, the event MENT OF ALL LINKS IN THE SUPPLY CHAIN has the participation of about 600 conventional – 350 DESTAQUE DO NORTE LOGISTICA E DIST. LTDA of the most important wholesalers and distributors (service agent category) THE SECTOR in the country and 250 of the biggest exponents of The wholesale and distributor segment makes up the industry. In 2021, the theme “Distribution Agents: SOUTHERN REGION the so-called Indirect Channel, that is, the channel Transforming the sector’s reality – Strategy, Planning PARANÁ through which products that supply establishments and Innovation” will be maintained, with panels led by that do not have the volume to buy directly from the specialists who will address topics such as trends, DESTRO MACROATACADO (wholesale grocery category) supplying industry are sold. Due to their great capillarity technological innovation, logistics, marketplace, SANTA CATARINA and logistical capacity, the distribution agents comple- among others. Once again, the event will take place at ment the distribution system of the industry, which oth- the Bourbon Convention Resort Atibaia, in Atibaia, SP. GENÉSIO A MENDES & CIA. erwise would not be able to serve all the small com- (wholesale medicine category) merce establishments, nor reach locations far from the Since the 2018 edition, the Annual Convention has DEYCON COMERCIO E REPRESENTAÇÃO production centers or sites that are difficult to access. a more compact format and is denser in content, fos- (wholesale grocery category) Today, distribution agents reach more than 1 million tering the national meeting of leaders focused on re- points of sale and handle more than 53% of everything lationship and high-level debate on the most relevant RIO GRANDE DO SUL that is sold in the national consumer market, account- issues for the sector. The Convention is consolidated UNIDASUL DISTRIBUIDORA ALIMENTÍCIA ing for about 4% of the country’s GDP (Gross Domestic as the ideal space for promoting the alignment of the Product) . entire supply chain of the Indirect Channel through di- (wholesale grocery category) Responsible for supplying 95% of the products sold alogue and debate. in the independent grocery store (not connected to SOUTHEAST REGION major chains), wholesalers and distributors guarantee RANKING RIO DE JANEIRO the supply of small and medium supermarkets and tra- The study of the ABAD/Nielsen Ranking, carried ditional stores such as emporiums and grocery stores, out since 1994, makes an extensive radiography of ZAMBONI COMERCIAL (wholesale grocery category) present in the neighborhoods of small, medium and the sector annually, with information that helps the SÃO PAULO large cities Thus, consumers in 5,570 Brazilian munici- strategic plans and investments of wholesale and palities have access to essential products such as food, distributing companies and the industry. The search ATACADAO S.A. (self-service wholesaler category) beverages, personal hygiene and household cleaning for the composition of the ranking is based on data MINAS GERAIS items, among other non-durable consumer goods. provided voluntarily by companies associated with The Indirect Channel also has an outstanding social ABAD and its state affiliates. This information is sub- MARTINS COMÉRCIO E SERVIÇOS DE DISTRIBUIÇÃO role in integrating the five regions of Brazil in the con- sequently analyzed by the consultancy firm Nielsen in (wholesale grocery category) sumer market and in generating more than 450 thou- partnership with the Management Institute Founda- ESPÍRITO SANTO sand direct jobs and five million indirect jobs, assum- tion (FIA). In 2020, due to the pandemic, the ABAD/ ing a fundamental role in the national supply chain and Nielsen Ranking was submitted virtually in May, at a UNIMARKA DSTRIBUIDORA S/A in the generation of wealth for the country. press conference, with the participation of the pres- (wholesale grocery category) idents of ABAD’s state affiliates, who help compose THE ENTITY the sector’s figures. NORTHEAST REGION Created in 1981 through the union of 52 wholesal- PERNAMBUCO ers and distributors, ABAD now has national coverage LARGEST WHOLESALERS DISTRIBUTORS 2019 through 27 affiliates headquartered in all Brazilian The companies that stood out as the largest in MASTERBOI ALIMENTOS LTDA states and the Federal District. The entity’s objective the sector in their states, based on the results of (wholesale grocery category) is the permanent search for the economic, social and the ABAD/Nielsen Ranking, receive the award at environmental development of the segment, always the ABAD Convention. Exceptionally, in 2020, due to BAHIA aiming at improving the relationship between all the the new coronavirus pandemic, they will be awarded ATAKAREJO DISTRIBUIDOR DE ALIMENTOS entities that make up the Indirect Channel: industry, during the ABAD Value Meeting, in November. Meet, E BEBIDAS (self-service wholesaler category) distribution agents and independent retail. To achieve below, the winners of the Largest Distributor Whole- CABRAL E SOUZA LTDA (wholesale grocery category) its objectives, ABAD promotes training programs, sale Prize by State of 2020, base year 2019: holds strategic alignment meetings with industry, pro- SERGIPE vides technical and legal support to member compa- NORTHERN REGION MEGGA DISTRIBUIDORA LTDA nies, develops studies to monitor and identify market ACRE (wholesale grocery category) trends, offers services to increase efficiency and com- petitiveness sector companies. RECOL DISTRIBUIÇÃO E COMÉRCIO MARANHÃO Moreover, it maintains an important political per- (wholesale grocery category) COMCARNE COMERCIAL DE CARNE formance with the Legislative and Executive, with PARÁ the objective of approving measures that can guar- (wholesale grocery category) antee the sector’s competitiveness, the improve- MARQUES E MELO (wholesale grocery category) ALAGOAS ment of the business environment and the improve- AMAPÁ ment of the legal frameworks related to tax, labor ANDRADE DISTRIBUIDOR (wholesale grocery category) and infrastructure issues. RACHEL LOIOLA & CIA. (wholesale grocery category) CEARÁ AMAZONAS CONVENTION J. SLEIMAN & CIA. (wholesale grocery category) The most traditional and important business meet- MERCANTIL NOVA ERA PIAUÍ ing in the sector, the Annual Convention of the Indirect (self-service wholesaler category) Channel, for the first time in 39 years, was not held in DUNORTE DISTRIBUIDORA DE PROD. CONSUMO JORGE BATISTA & CIA. (wholesale grocery category) LTDA (wholesale grocery category) PARAÍBA RONDÔNIA NORDECE – NORDESTE REPRESENTAÇÃO FRIRON - C.D.R. DE FRIOS RONDONIA LTDA E DISTRIBUIÇÃO (wholesale grocery category) (self-service wholesaler category) RIO GRANDE DO NORTE RORAIMA RIOGRANDENSE DISTRIBUIDORA (wholesale grocery category) MIDWEST REGION FEDERAL DISTRICT ATACADÃO DIA A DIA - B2M ATAC. DO BRASIL LTDA (self-service wholesaler category) MAXIMUS ATACADISTA DISTRIBUIDOR PRODS AL (wholesale grocery category) GOIÁS JC DISTRIBUIÇÃO E LOGÍSTICA (wholesale grocery category) MATO GROSSO 232

Anuário ABAD 2020 | Panorama do Setor NORTE SUL REAL DISTRIBUIDORA E LOGÍSTICA 1st Jorge Batista & Cia. Ltda. agement Institute Foundation (FIA), the Database (wholesale grocery category) 2nd Comercial Rofe provides an important set of fundamental market MATO GROSSO DO SUL information for decision-making. Created in 1995, the 3rd Distribuidora Medeiros Ltda. study is carried out on a monthly basis, based on data MECARI DISTRIBUIDORA (construction material MATO GROSSO collection from about 70 wholesale companies and category) distributors representing the sector. The information 1st Irmãos Domingos is provided under a guarantee of confidentiality. Only a SBM COM. DE PROD. ALIM. LTDA (wholesale grocery 2nd Atacado Bate Forte few numbers, which represent the average of the in- category) 3rd Se Distribuidora de Alimentos formation searched, are made available on a monthly basis at the ABAD website. BEST DISTRIBUTING WHOLESALERS 2019 MINAS GERAIS During the ABAD Value Meeting, companies in the 1st Decminas Distribuição e Logística The ABAD/FIA Database is composed of 40 vari- sector that stood out for their efforts to improve pro- ables such as nominal invoicing, number of active ductivity, company efficiency and good services pro- 2nd Grupo Vila Nova customers, orders issued, collection practices, aver- vided to the Indirect Channel will also be rewarded, in 3rd CEMA – Central Mineira Atacadista Ltda. age semiannual salary by area, average term for re- an effort that is deeply cherished by ABAD. ceipt of credit sales. In order to determine the winners, ABAD and the PARÁ GfK consultancy carry out an extensive survey with 1st JC Distribuição e Logística CHAIRMEN MEETING AND LUNCH independent retailers from all states, highlighting as- The Meeting and Lunch of Presidents brings to- pects such as customer service and relationship with 2nd Makro Atacadista S/A gether the boards of ABAD and the State Affiliates the industry. See below the Best Distributor Wholesal- 3rd Rede Brasil Distribuição e Logística Ltda. with presidents of the major suppliers in the sector ers by State and the Best National Distributor Whole- to strengthen relationships, meet the expectations of saler 2020: PARAÍBA the industry and ABAD partners in relation to the sec- 1st Nordece Nordeste Repres. e Distribuição tor and discuss the country’s political and economic ACRE situation. At the same time that companies have the 1s RB Dist. Com. Cons.Medic.e Merc. em Geral Ltda. 2nd CDS Atacadista Distribuidora Ltda. opportunity to present their novelties in products and 3rd Riograndense Distribuidora Ltda. services, they receive important information for a bet- 2nd Recol distribuição e Comércio Ltda. ter relationship and improvement of the service strat- 3rd Makro Atacadista S/A PERNAMBUCO egies for the Indirect Channel. The Meeting has been ALAGOAS 1st Paraty Atacado e Distribuidora Ltda. held since 2000. 1st Andrade Distribuidor Ltda. 2nd Andrade Distribuidor Ltda. ENCONTRO DE VALOR (“VALUABLE ENCOUNTER”) 2nd Mervil Mercantil Vieira Ltda 3rd Masterboi Alimentos Ltda. In November of each year, ABAD holds the so-called 3rd Asa Branca Indl. Coml. e Importadora Ltda. Encontro de Valor, an event that brings together the PARANÁ largest wholesale and distributor entrepreneurs in SERGIPE 1st Destro Macroatacado each state, invited by the Association and brought 1st Andrade Distribuidor Ltda. 2nd Bocchi Atacado Ltda. by the 27 state affiliates. At the meeting, panels are 2nd Asa Branca Indl. Coml. e Importadora Ltda 3rd Makro Atacadista S/A presented that deal with current issues related to 3rd Mervil Mercantil Vieira Ltda the country’s political-economic scenario and the PIAUÍ direction of the sector’s supply chain market. Last re- AMAPÁ 1st Jorge Batista & Cia. Ltda. lationship meeting held by ABAD in the year, it is an 1st Armazém Santa Maria Ltda. 2nd Distribuidora Vitoria Com. e Representações Ltda. invaluable opportunity to bring suppliers in the sector 2nd Distribuidora Estrela Ltda 3rd P da Silva & Filhos Ltda. closer to the main distribution agents in the country. 3rd Atakarejo Dist. de Alimentos e Bebidas Eireli In the edition of the 2020 Encontro de Valor, there will SANTA CATARINA also be the inauguration of the new boards of ABAD, AMAZONAS 1st Destro Macroatacado the ABAD Youth and Successors Group and the ABAD 1st Dunorte Distrib. de Prod. de Consumo Ltda. 2nd Atacado Bate Forte Institute for the 2021/2022 biennium. 2nd Mercantil Nova Era Ltda. 3rd Pedro Muffato FORNECEDOR NOTA 10 (“AWESOME SUPPLIER”) BAHIA RIO DE JANEIRO It is part of the schedule of Encontro de Valor to de- 1st Garcia Atacadista Ltda. liver the Supplier Note 10 trophy, which recognizes the 1st Lutan Distribuidora de Alimentos Ltda. 2nd Zamboni Comercial Ltda. best suppliers in the sector and reinforces the impor- 2nd Mix Distribuidor Ltda. 3rd Unimarka Distribuidora S/A tance of the partnership between the industry and dis- RIO GRANDE DO NORTE tribution agents.The companies awarded in 2019 were: 3rd Dist. De Produtos Alimentícios São Roque Ltda. 1st Riograndense Distr. de Alimentos Ltda. CEARÁ 2nd Progresso Atacado Ltda. BAZAAR: HENKEL 3rd Makro Atacadista S/A NON-ALCOHOLIC BEVERAGES: COCA-COLA 1st J. Sleiman & Cia. Ltda. RIO GRANDE DO SUL BEAUTY: P&G 2nd Comercial Ibiapina Ltda. 1st Fröhlich S/A BROTHS, SAUCE AND CONDIMENTS: UNILEVER 3rd Makro Atacadista S/A 2nd Unidasul Distribuidora Alimentícia SA CANDIES: MONDELEZ 3rd Disjoi Distribuição e Logística Ltda. PERSONAL HYGIENE: COLGATE PALMOLIVE GOIÁS and TOCANTINS HOME CLEANING: UNILEVER 1st JC Distribuição e Logística RONDÔNIA SWEET GROCERY: NESTLÉ 2nd Real Distribuidora e Logística Ltda. 1st Mercantil Nova Era Ltda. SALTY GROCERY: PEPSICO 3rd Multicanal Atacado Ltda. 2nd Recol Distribuição e Comercio Ltda REFRIGERATED: SEARA 3rd Makro Atacadista S/A PET: MARS MATO GROSSO DO SUL ALCOHOLIC BEVERAGES: HEINEKEN 1st Atacado Bate Forte RORAIMA 2nd Comercial Francisco Ikeda Distribuição 1st Parima Distribuidora 3rd JC Distribuição e Logística 2nd Mercantil Nova Era Ltda. DISTRITO FEDERAL 3rd Dunorte Distrib. de Prod. de Consumo Ltda. 1st JC Distribuição e Logística 2nd Real Distribuidora e Logística Ltda. SÃO PAULO 3rd Disdal Distribuidora de Alimentos Ltda. 1st Atacado Bate Forte 2nd Destro Macroatacado ESPÍRITO SANTO 3rd Makro Atacadista S/A 1st Unimarka Distribuidora S/A BEST NATIONAL DISTRIBUTOR WHOLESALER 2nd Zamboni Comercial Ltda. 3rd Elson’s Produtos Alimentícios Ltda. Grupo Martins BEST NATIONAL SELF-SERVICE WHOLESALE MARANHÃO Atacadão S/A DATABASE Developed by ABAD in partnership with the Man- 233

07 English Version HIGHLIGHTED CATEGORIES areas of information technology, logistics, general ser- part of since its creation, is the outcome of 14 orga- Also during Encontro de Valor, the results of the vices, insurance, health, forklifts, trucks and automo- nizations joining forces and representing around 850 Featured Categories study, produced by the consult- biles, with prices and special conditions. A publication companies that use or produce packaging, aiming ing firm Nielsen, are published, which points out the to be always referred to. at the implementation of the Reverse Logistics of 35 product categories that stood out the most in 12 non-hazardous packaging waste, in order to ensure months, presenting the best performance in approxi- ABAD INSTITUTE that the packaging that arrives on the market is prop- mately 400 thousand points of sale in the small retail NATIONAL REPRESENTATIVE OF THE ABAD INSTITUTE: erly disposed of and recycled. across the country. The survey is important for whole- salers and distributors, who, from it, make up the ideal Alexandra de Oliveira Destro Through its Communication Committee, Coalizão mix of goods, and also for the definition of more effi- [email protected] Embalagens is responsible for campaigns aimed at cient strategies for distribution and product exposure. COORDINATOR: making the population aware of the existing meth- For the industry, the study contributes to redefining Sandra Rocha Caldeira ods of non-generation, reduction, reuse, recycling commercial and marketing strategies based on the [email protected] and proper disposal of packaging. These campaigns performance of its products at the point of sale. The demonstrate how citizen participation is essential to result of the survey is published in the November issue The ABAD Institute (IABAD) was created in 2006 enable the Reverse Logistics System. of the Distribuição magazine. with the aim of being the social arm of the wholesale and distributor segment. Its role is to articulate and One of Coalizão Embalagens’ main initiatives is the ABAD BUSINESS CENTER mobilize and establish partnerships with industries, “Separe. Não Pare” (“Separate it. Do not stop”), avail- The ABAD Business Center (CNA), under the re- non-governmental and governmental organizations able at separenaopare.com.br, which seeks to inform, sponsibility of ABAD’s Commercial Relationship struc- to promote actions in the social and environmental inspire and mobilize the Brazilian population to proper- ture, aims to develop good suppliers of products in areas. In 2010, it received the qualification of OSCIP ly separate and dispose of domestic waste. common use in the sector, offering members differen- (Civil Society Organization of Public Interest), which tiated prices, terms and service. allows investors and donors to deduct as an expense FUTURO CONSCIENTE (“CONSCIOUS FUTURE”) PROJECT CNA is one of the most important services offered the amount invested or donated up to the limit of 2% The Future Conscious Project was developed by by ABAD to Distribution agents throughout Brazil, of the operating profit. See below the activities devel- the ABAD Institute in partnership with BOOMERA to through its 27 state affiliates, aiming to facilitate the oped by IABAD. comply with the provisions of environmental legisla- relationship between associates and suppliers, it con- tion (Act 12,305/10) and the Sectoral Agreement for tributes to increase the productivity of companies and ENVIRONMENTAL ACTIONS reverse logistics. Its role is to establish partnerships strengthen the wholesale distribution activity. and offer the industry, free of charge, places with a NATIONAL SOLID WASTE POLICY large flow of public, especially in retail stores or in PUBLICATIONS In 2010, Act 12,305 instituted the PNRS (National self-service wholesale stores throughout Brazil, for ABADNEWS Solid Waste Policy) and determined measures to re- installing the Voluntary Delivery Points for Recyclable Published weekly, the newsletter, online, brings the duce the environmental impact of the consumption of Materials (PEVs). main information related to the Association and the industrialized products and their packaging, in addi- The project also provides for consumer environmen- wholesale distribution activity, in addition to subjects tion to defining the shared responsibility of all waste tal education actions to reduce waste generation and of interest to the sector, such as consumption, legisla- generators and instituted the reverse logistics of proper disposal of post-consumer packaging, in addi- tion, politics and economics. During the ABAD Annual post-consumer packaging. tion to encouraging partnerships with collectors’ coop- Convention, it is broadcast daily. ABADNEWS is pro- The Reverse Logistics System is one of the main in- eratives contracted as reverse logistics service provid- duced by the Entity’s Communication Advisory. struments of PNRS and a tool for the implementation ers, helping to professionalize and increase the income of shared responsibility for the life cycle of products. of cooperative members, with a relevant social impact. DISTRIBUIÇÃO MAGAZINE PNRS also envisaged Sectoral Agreements to ensure Official publication of ABAD and the wholesale dis- the coordinated performance of the various segments SOLID WASTE MANAGEMENT PLAN tributor sector. Its content brings information that is that participate in the life cycle of packaging used The Solid Waste Management Plan (PGRS) is a always up-to-date and of importance to the execu- throughout the supply chain (industry, wholesalers technical document required by law from all compa- tives responsible for strategic planning and decisions and distributors, retail, waste pickers’ cooperatives, nies that, as a result of their activity, generate waste. in companies. Published almost 30 years ago, the public authorities). The Plan identifies and quantifies the generation of magazine circulates with eight editions throughout each type of waste and indicates the environmentally the year and is presented in printed and digital for- SECTORAL AGREEMENT correct ways of handling it until its final destination. mats, the latter with exclusive and interactive content. The Sectoral Agreement for packaging of non-haz- The PGRS, also provided in the National Solid Waste ardous products was signed in November 2015 by Policy, is defined individually for each physical unit of ABAD YEARBOOK the Ministry of the Environment (MMA) and 22 secto- the company and is generally required by the munici- The ABAD Yearbook is a permanent source of re- rial entities, including ABAD. The companies that are pal environmental agency. It can often be a condition search on data from the wholesale and distributor signatories to the sectoral agreement, intermediated for issuing a business license. In order to help its as- market, bringing trends and news in technology and and accompanied by Coalizão Embalagens, undertake sociates and/or affiliates to comply with legal require- services. It also contains the detailed structure of to invest in structuring actions with cooperatives as ments, IABAD entered into partnerships with qualified ABAD and the activities of the Entity and its state af- a way to improve the administrative, operational and companies for preparing the PGRS, such as Ecounity. filiates. As a result of the partnership with Public Pro- productivity capacity of these entities in the recov- jetos Editoriais, the Yearbook has national circulation ery and processing of post-consumer packaging and SOCIAL ACTIONS and is presented in printed and digital versions, with other reusable and recyclable materials in the face vast multimedia content. of local challenges in urban waste management. On NA MÃO CERTA (“IN THE RIGHT LANE”) PROGRAM its website, ABAD makes the Adherence Term to the Since 2008, ABAD, through the ABAD Institute, CENTRAL BUSINESS GUIDE Sectoral Agreement available to companies associ- has signed the Business Pact Against the Sexual Ex- The Central Business Guide is an important vehi- ated with it and/or its state affiliates, in addition to ploitation of Children and Adolescents on the Brazilian cle that makes available to ABAD members and its 27 extensive information material. Highways of the Na Mão Certa Program, developed by State Affiliates more than 30 selected suppliers in the Childhood Brasil. The Na Mão Certa Program brings COALIZÃO EMBALAGENS together companies with the objective of promoting a Coalizão Embalagens, which ABAD has also been wide union of efforts to end the sexual exploitation of children and adolescents on Brazilian highways, seek- 234

Anuário ABAD 2020 | Panorama do Setor ing to sensitize the truck driver to act as an agent to as meetings, debates, technical visits and lectures on to build together with the industry a strategy aligned protect children and adolescents on the roads, report- the most diverse topics. between the links in the Supply Chain in order to as- ing situations risk or evidence of sexual exploitation. sess the current market situation, observe trends and The main event promoted by GAJS is its Annual define new actions capable of preserving a healthy Aware of its social role and its representativeness, Convention, traditionally in partnership with the Dom balance and ethics among companies that are refer- ABAD invites all members to learn about the Na Cabral Foundation. The meeting brings together about ences in the sector. Mão Certa Program and also sign the Business Pact two hundred successors from all corners of the coun- Against the Sexual Exploitation of Children and Ado- try for a weekend of knowledge and exchange of ideas, During the 39th Annual Convention of the Indirect lescents on Brazilian Highways. always with a focus on innovation, dissemination of Channel – ABAD 2019 ATIBAIA, the conclusions of these high-quality technical content and development of the meetings were submitted in the form of a panel, which SOCIAL AND CHRISTMAS CAMPAIGNS associative spirit. “Despite the restrictions caused by defined three trends for the supply chain of the future: The Social and Christmas Campaigns were created the pandemic, the GAJS Convention has never been with the objective of developing corporate social re- more necessary. The post-pandemic will be a great 1) Greater access to information, aiming to increase sponsibility actions that mobilize the sector, with the challenge for all sectors”, highlights the president of efficiency in the operation through improvements in involvement of its partners and suppliers. The cam- the ABAD Youth and Successors Group, Juscelino management and adoption of collaborative models; paigns have been carried out annually since 2009 and Franklin de Freitas Junior, noting that the event is ex- have the participation of IABAD State Representatives pected to be held in November. 2) Segmentation and specialization as essential and the effective support of ABAD Affiliates. points for the survival of the Indirect Channel; The Social Campaign is carried out in the first half In recent years, the number of state entities that of the year through the collection of food, clothing and form their groups of young people and successors 3) The breakthrough of new technologies that will books. Christmas takes place in the second semester, along the lines of GAJS has been growing. They pro- change the role of the seller, who will act more as a collecting toys and clothes.All donations are delivered to mote local relationship actions and debate on specific business consultant than as an order taker. registered social organizations that serve children, ado- issues in each state, making it increasingly essential lescents,young people and the elderly throughout Brazil. to guarantee the future and success of our sector. “In In 2019, this Committee led an unprecedented ini- In 2020, IABAD engaged in the fight against corona- this initiative, we deal with Young Successors who are tiative to bring together leaders from major industries virus and its serious social consequences, reinforcing having their first contact with an environment of as- and distribution agents in Brazil to discuss the future the dissemination by digital means and changing the sociations. Many of them have never been in the habit of the Indirect Channel, through three meetings orga- way in which products are collected, thus obeying the of sitting at the same table with a competitor. They nized throughout the year by ABAD in partnership with social distance guidelines determined by health agen- realize how necessary this approach is to strength- FIA/USP and Integration Consulting, bringing together cies. This year’s donations were collected and distrib- en the sector and find solutions to problems that are major industries in the national grocery sector such uted with the support of Mesa Brasil Sesc. common to all”, he says. as Ajinomoto, Cargil, Diageo, Flora, Henkel, J. Macêdo, Johnson & Johnson, Mondelez, Nestlé, Pepsico, P&G RESULTS UP TO 2020 The president of GAJS ends his term in 2020 and and Química Amparo, in addition to important repre- 13 thousand tons Food reflects on management in four years: “I am making sentatives of the wholesale sector and distributor as a careful assessment of the performance in that pe- Distribuidora Oniz, Destro Macroatacado, Nordil Dis- 2,461,037 Money riod. We achieved the primary objective of strength- tribuição, wholesaler Vila Nova, Fasouto Distribuidor, 52,532 Toys ening the work of ABAD affiliates to create regional Bate Forte Group, Martins Group, JC Distribuição and 60,635 Books movements and consolidate the GAJS Convention, Makro Wholesaler. placing the event on the official ABAD calendar. This 233,249 Clothes is the result of great teamwork with the support of the The main conclusions of this daring project are 275,245 Miscellaneous Products entity’s structure”, he says. “But I believe that there is part of the ABAD 2020 Annual Convention schedule, still much to be done. And the next chairman or chair- but the work of disseminating and applying the main PERMANENT CAMPAIGN TO FIGHT HUNGER woman will have the mission to continue this work, conclusions in search of the best result for the Indirect Since 2013, IABAD, in partnership with the SESC’s taking into account not only my management, but the Channel is continuous. Mesa Brasil Program, has been carrying out the Per- administrations prior to mine. We believe that we did manent Campaign to Fight Hunger. The objective is what was important for the moment”, he concludes. BUSINESS MODELS IN THE WHOLESALER AND to make the connection between those who can do- DISTRIBUTOR SEGMENT: nate (the wholesale distributor sector) and those who INDIRECT CHANNEL COMMITTEE need to receive, providing food that no longer has a Leader 1) Generalist wholesaler with delivery – One buys commercial value, but is still suitable for consump- and sells products from Industry suppliers without tion, to suitable social entities previously registered Emerson Destro exclusive or territorial ties. One makes the retail sale in the program. Annually, tons of products in a good Chairman of ABAD through visits of RCAs/sellers and delivery at the retail condition that would be disposed by industries, ware- Coordinators customer’s establishment. It mainly serves small inde- houses, supermarkets, wholesalers and others benefit Nelson Barrizzelli pendent retailers. It has costs with seller and delivery. thousands of people who do not have access to qual- FIA Researcher ity food. In addition to helping the needy population to [email protected] 2) Self-Service Wholesaler – One buys and sells lead a more dignified and healthy life, the Permanent Roger Saltiel products from industry suppliers without exclusive Campaign to Fight Hunger reduces waste and extra Integration Consulting or territorial ties. In this modality, customers will go costs with food handling and disposal. Up to June this [email protected] to the store, pay at the check-out and transports their year, more than 11 million tons of food have been col- Oscar Attisano shopping in their own vehicle. There are no seller and lected, serving about 2.7 million people. ABAD Executive Superintendent delivery costs. The following are part of this model: [email protected] YOUTH AND SUCCESSORS • CASH & CARRY: More than 50% of sales made to Since 2006, the ABAD Youth and Successors group The Indirect Channel Committee, working in partner- legal entities (GAJS) has had the mission of contributing to the ship with the industry, seeks to develop efficiency and training and qualification of new generations of man- good practices in the grocery market. Created in 2015, • WHOLESALE + RETAI L: More than 50% of agers of wholesale and distribution companies. A true the committee had the role of knowing, adjusting and sales made to individuals MBA in the field, it provides a very rich networking op- defining concepts and standards for each business portunity for successors and promotes activities such model of the national Indirect Channel until 2017. • COUNTER: In the case of the counter, customers are assisted by an attendant. From 2018 onwards, the committee was mobilized 3) Distributor (expert or exclusive) – One purchases and sells products from industry suppliers, with whom they have an exclusive relationship, making retail sales through visits by RCAs/vendors and delivering to the retail customer’s establishment. They have costs with seller and delivery. Exclusivity can be given by: • BRAND, COMPANY OR REGION 235

07 English Version • PRODUCT CATEGORY: E.g.: drinks, cleaning, per- Rodrigo de Matos Alves – Chairman of the Board of workshops, lectures, seminars, generation of content sonal hygiene, cosmetics the ABAD Youth and Successors Group (GAJS) for publication in industry journals. • CHANNEL: E.g.: pharmacy,hotel,restaurant,bakery etc. Coordinators POLITICAL AGENDA COMMITTEE 4) Service Agent – He or she is remunerated by a Eduardo Terra commission on the volume of service provided, in sev- BTR Consultoria Leaders eral areas: [email protected] Juliano César Faria Souto • BUSINESS AREA (BROKER/RCA): Makes the com- German Quiroga Vice-President of ABAD mercial and financial operation, performing the roles of GPQV sales and collection. [email protected] Leonardo Miguel Severini • LOGISTIC OPERATOR (CD/FLEET): Performs roles Oscar Attisano Vice-President of ABAD of physical distribution of products, also handling and ABAD Executive Superintendent storage of loads for the industry, which thus does not [email protected] José Luis Turmina need to maintain deposits in the region where its lo- Vice-President of ABAD gistics operator operates. The Marketplace Committee was born in 2020 with • MERCHANDISING (PROMOTERS): Performs activ- the objective of inserting the wholesale and distribu- Hellton Veríssimo Marinho Diniz ities at the point of sale (POS) that aim to promote tor sector definitively in the online sales environment. Vice-President of ABAD brands and products with the aim of motivating and The mission, however, is greater than just creating a influencing consumers’ shopping decisions. secure virtual environment. The main concept to be Coordinator debated by the committee will be how to promote Dr. Alessandro Dessimoni – D&B Advogados (SP) SALESFORCE COMMITTEE business intelligently, creating an efficient and fair [email protected] Leader sales channel, in which companies comprise a true collaborative business network, by using state-of-the- Work group Leonardo Miguel Severini art technology, such as artificial intelligence, cloud Oscar Attisano Vice-President of ABAD computing and machine learning. ABAD Executive Superintendent Coordinators Prof. Jair Santos In times of pandemic, the need to take another step Anderson Pereira Nunes Teacher and lecturer towards modernizing the way of marketing products Executive Director of Sindiatacadista/DF [email protected] became even more evident. As we work with collab- Oscar Attisano oration, compliance, transparency and auditability, we João Henrique Hummel Vieira ABAD Executive Superintendent will soon have a structure capable of boosting sales ACTION Parliamentary Advisory /DF [email protected] and helping the sector thrive even more. Pedro Hummel The objective of this Committee is to promote tech- LOGISTICS COMMITTEE ACTION Parliamentary Advisory /DF nical and behavioral training for the sector’s sales Leaders The purpose of this committee is to help strengthen force. The TREINAVENDAS salesperson training pro- the presence of the wholesale distributor sector with gram brings a behavioral approach by introducing ne- José Luis Turmina the Executive and Legislative Powers, acting strategi- gotiation and sales tools. For sales coordinators, the Vice-President of ABAD cally to improve the country’s business environment, PDL VENDAS program (Sales Leadership Development Pedro Francisco Moreira especially in aspects related to the supply chain of the Program) was developed. Chairman at ABRALOG Indirect Channel. The Political Agenda Committee seeks to broaden As of 2020, the new challenge is the formation of Coordinators the debate around themes defended by ABAD and Sales Teams 4.0, familiar with the new technological Marcio Frugiuele works in close collaboration with FCS – Parliamentary tools, but increasingly focused on consultative selling Executive Director of ABRALOG Front for Trade and Services, suggesting the forward- and on the relationship with retail customers. [email protected] ing of proposals for improvements in the laws that Dr. Alessandro Dessimoni affect the wholesale and distribution activity in areas MARKET PLACE COMMITTEE D&B Advogados (SP) such as logistics, labor, tax, among others. Leaders [email protected] This Committee also has the partnership of the Na- tional Union of Trade and Services Entities (UNECS), of Emerson Destro The Logistics Committee is the result of a partner- which ABAD is one of the founders, and with the sup- Chairman at ABAD ship between ABAD and ABRALOG (Brazilian Logistics port of the UNECS Institute. ABAD and UNECS acted Leonardo Severini Association), two entities deeply linked to the issues in favor of several measures discussed in Congress Vice-President of ABAD that affect the daily routine of logistics at companies in recent years, achieving successes such as the ap- in the wholesale and distributor sector. Simplification, proval of intermittent work, outsourcing, labor reform, Members reduction of bureaucracy and free competition are the New Social Security, the recognition of supermarket José R. da Costa Neto - Vice-President of ABAD three main pillars that guide their activities in search trade as an essential activity, the law of differentiation Alair Martins Júnior - Vice-President of ABAD of solutions for bottlenecks in the supply chain, im- of prices according to means of payment, reduction in Euler Fuad Nejm - Vice-President of ABAD provement of legal frameworks, discussion of opera- the cost of debit card tariffs for commerce, lifting of the Luiz Gastaldi Junior - Vice-President of ABAD tional aspects and the dissemination of good practic- presidential veto to REFIS for micro and small compa- Hellton Veríssimo Diniz - Vice-President of ABAD es, among other actions. nies and the approval of the positive registration. José Luis Turmina - Vice-President of ABAD Among the specific achievements of the sector ob- Juliano César Faria Souto – Vice-President of ABAD The Committee is composed of professionals and tained from the Committee’s activities are the regulation João Alberto Pereira - Vice-President of ABAD companies in the sector associated with the two en- of the transport of dangerous products and the entry of Antônio Alves Cabral Filho – Northeast Regional Leader tities, under the leadership and joint coordination of commercial representatives in the Simples regime. Valmir Müller – Southern Regional Leader and ABAD and ABRALOG. To achieve its objectives, the ABAD and the other UNECS entities support the Logistics Committee may develop activities such as Chairman at ADAC meetings, creation of specific study groups for rele- Jocélio Parente – Vice-President of ACAD vant topics, technical visits to companies, regional Juscelino Franklin de Freitas Junior – Chairman at the ABAD Youth and Successors Group (GAJS) 236

Anuário ABAD 2020 | Panorama do Setor modernization of the State, investment in infrastruc- 3) Reduction in bank spread In essence, the two proposals originating from the ture, reducing bureaucracy, which favors entrepre- 4) Convergence of fiscal and tax reforms Legislature aim to simplify and rationalize taxation on neurship, and structural measures aimed at promoting 5) Adjustment of the regulatory framework for the the production and marketing of goods and provision the country’s sustainable development and the com- transportation of hazardous products of services, a tax base currently shared by the Federal petitiveness of the productive sectors. 6) Reduced bureaucracy in the business environ- Government, States, Federal District, and Municipali- ment ties. Both propose the elimination of several taxes, Current sector priority claims: which would be replaced by a Tax on Goods and Ser- - Regulatory framework for distribution contracts (Dis- Today, UNECS is made up of nine of the vices (IBS), designed along the lines of the Value Add- tributor Law) largest Brazilian institutions representing ed Tax (VAT), levied in most developed countries. They - Marketing of Non-Prescription DMedication (MIP) in also establish the Selective Tax. supermarkets and similar establishments; their respective segments: - Regulatory framework for cargo transportation; Brazilian Association of Wholesalers PEC 110/2019 is actually PEC 293/2004, approved - Tax simplification; by a special committee of the Chamber of Deputies in - Reframing the taxation of the Commercial Represen- and Distributors (ABAD); late 2018 and taken over by Senate President Davi Al- tation activity at Simples; Brazilian Supermarket Association (ABRAS); columbre, where it is being processed. Former Deputy - Update of the law that regulates the Commercial Brazilian Association of Shopping Centers (ABRASCE); Luiz Carlos Hauly was the rapporteur of the proposal Representative activity. when it was processed in the Chamber. PEC 45/2019, - Bureaucratization and relaxation of laws that harm Brazilian Association of Bars and authored by Deputy Baleia Rossi, is awaiting approval the sector Restaurants (ABRASEL); by a special committee of the Chamber. The defense of these claims is gathered in printed ma- terial that is handed over by ABAD management to au- Brazilian Association of Automation Although these two proposals are similar in es- thorities and parliamentarians during visits, hearings for Commerce (AFRAC); sence, there are significant differences between and institutional events. them. In PEC 110/2019, IBS will replace nine taxes: IPI, For better monitoring the activities, ABAD’s Vice-Pres- Brazilian Association of Shopping IOF, PIS, Pasep, Cofins, CIDE – Fuels, Education Salary, idents appointed as Leaders of this Committee are Merchants (ALSHOP); ICMS, and ISS. PEC 45/2019, in turn, replaces five tax- responsible for specific topics, as follows: es: IPI, PIS, Cofins, ICMS, and ISS. Regarding the Se- • Juliano César Faria Souto - PL Distribution National Association of Building lective Tax, PEC 110/2019 will be levied on operations • Leonardo Miguel Severini - ICMS and Tax Simplification Material Traders (ANAMACO); with oil and its products, fuels and lubricants, natural • José Luis Turmina - Regulatory Framework for Trans- Confederation of Brazilian Trade and gas, cigarettes, electricity, and alcoholic beverages, port and Hazardous Cargo Business Associations (CACB) among other operations. In PEC 45/2019, there is no • Hellton Veríssimo Marinho Diniz - MIP (Non-Prescrip- and National Confederation of Merchants (CNDL). description of which products or services will be sub- tion Medication) ject to this tax. The proposal only determines that it TAX REFORM will be charged to discourage consumption. FCS The Parliamentary Front for Trade and Services Confusing and complex, the Brazilian Impacts (FCS) is one of the most active in the National Con- tax system may be changed While Congress commits to analyzing the propos- gress, composed of about 270 deputies and senators. Two months and two days. That is the amount of als, entities are mobilizing to assess the impact that Chaired by deputy Efraim Filho (DEM/PB), it was in- time spent by Brazilian companies paying taxes, ac- changes in the current tax system may have. The Na- stalled in the National Congress in April 2015. FCS cording to the Doing Business 2020 report, released by tional Union of Trade and Services Entities (UNECS), monitors bills in progress that have a direct impact the World Bank. The exact calculation indicates 62.5 an organization that encompasses the nine largest on the trade and services sector, with the support of days, or 1,501 hours per year. This calculation places entities in the sector, and of which ABAD is a member, ABAD’s Political Agenda Committee and UNECS. Brazil at the top of the list, among 190 countries, in commissioned a study in this regard from FIA, which is time spent paying taxes. The second place is occupied being coordinated by Professor Nelson Barrizzelli. The UNECS Bolivia, with 1,025 hours per year. In OECD countries question behind this request is: if a tax reform is ap- The National Union of Trade and Services Entities (Organization for Economic Cooperation and Devel- proved, will the tax levied remain the same, increase, (UNECS) emerged in 2014, with ABAD as one of the opment), this time amounts to 158.8 hours, or 10.5% or decrease? “With this study, we intend to show what founding entities. Working with the Legislative and of the time spent in Brazil. In Latin America and the the situation of each of these nine entities is in relation the Executive, its main purpose is to strengthen the Caribbean, the time is 317 hours, which correspond to to the collection of taxes and how it will look, depend- sectors of commerce and services in Brazil, contribut- 21% of the Brazilian index. For those who were amazed ing on which of the proposals in progress is approved ing to the debate and exchange of ideas on topics of at the time that companies spend to keep up with the in Congress,” explained Professor Barrizzelli. interest to the sectors it represents. Treasury, in the first World Bank study in which Brazil To conduct this survey, Barrizzelli sent question- was cited in 2014, the total hours required was 2,600. naires to companies appointed by their respective UNECS Strength in Numbers “Brazil has one of the most insane tax systems in entities. Each entity appointed six to eight companies, 1) Revenue of R$ 1 trillion (15% of GDP) the world,” said Professor Nelson Barrizzelli, research- all of them large-sized. The mapping of responses will 2) It generates 22 million formal jobs across the er at Fundação Instituto de Administração (FIA), add- become a report that will be forwarded to UNECS. In country ing that it is astonishing for foreign investors. “One Barrizzelli’s opinion, the two proposals from the Legisla- 3) It is responsible for 83.7% of food and beverage time, a French company interested in investing in Bra- ture are quite similar, and thus, they are likely to become sales in Brazil zil asked for information about our tax system. When I a single project.“Brazil is in urgent need of a tax reform. 4) It accounts for 65% of credit and debit card oper- finished the explanation, the company gave up on the We cannot accept the loss of so much time to pay tax- ations in the country investment,” he said. es,” he said, adding that, in addition to being complex, 5) It operates 100% of food service sales in the na- To change this reality and simplify tax collection the current system is extremely bureaucratic. tional territory in Brazil, three proposals are being discussed at the National Congress that change the Constitution and Government proposal ends PIS/Pasep and Cofins UNECS - Main Flags produce profound changes in the current tax system. The federal government also forwarded its contri- 1) Simplification of tax legislation A mixed commission of 50 parliamentarians set up on bution to tax reform to Congress. In fact, the bill sub- 2) Marketing of MIPs (non-prescription drugs) at retail February 19, analyzes PECs (Proposed Amendments mitted to the presidents of the Chamber and Senate to the Constitution) 110/2019 and 45/2019. The initial in late July is the first part of a broader proposal to re- idea was that the result of this commission would be voted on May 5. The pandemic caused by the corona- virus, however, changed these plans. In late July, the Federal Government submitted its reform proposal (see article on page X). 237

07 English Version form the Brazilian tax system. This first text establish- kets (with up to four checkouts) and traditional retailers, delivery (69%) and wholesale self-service (55%). In re- es the Social Contribution on Transactions with Goods customers of the segment, together had a turnover of lation to new business formats, distributors, with 53%, and Services (CBS), replacing PIS/Pasep and Cofins, R$ 162.5 billion, an increase of 4.2% in relation to the and wholesale with delivery, 64%, intend to increase with a single rate of 12%. The project should be incor- previous year. For ABAD’s chairman, Emerson Destro, investments. In e-commerce, only wholesale with deliv- porated into the processing of the two other proposals the strong participation of the sector in the market is ery should increase the resources allocated, with 50% in progress: PEC 45/2019, from the Chamber, and PEC due to the strength of independent retail. “It is the in- of the intentions. Investments in telemarketing, on the 110/2019, from the Senate (for more information about direct channel, strengthened by the industry, which other hand, are expected to grow in wholesale with de- these projects, read the article on page X). supplies small and medium retailers, that is growing. livery (50%) and in distributors (47%). This movement shows the importance of the wholesale The government text aims to make CBS a non-cumu- and distributor sector in both the economic and social Social Responsibility lative tax, unlike PIS/Pasep and Cofins, which are cu- aspects”. Nelson Barrizzelli, FIA's project coordinator, As revealed in previous editions of the ABAD/Niel- mulative. These taxes are levied on the total amount at adds up that, without the indirect channel, it would be sen Ranking, companies in the sector maintain the all stages of the production or marketing chain, includ- impossible to supply the 5,570 Brazilian municipalities, allocation of resources for the development of social ing tax payment in the previous stage. Non-cumulative many of them located in regions far from urban centers, and environmental projects. The highest percentage taxes are levied only on the added value of each stage. where the large retail chains do not reach. is in the wholesale of self-service, with 90% of re- spondents claiming to carry out social responsibility In the presentation of the project in Congress, the The 667 responding companies in the ABAD/Niel- programs. Then comes wholesale with delivery, 70%, Minister of Economy, Paulo Guedes, stressed that it sen 2020 ranking totaled revenues of R$ 123.4 billion, distributors, 68%, and counter wholesale, 40%. The is only the first part of the government’s contribution or, 45.2% of the sector's total. And the Northeast region largest investments are targeted at the profession- and that other texts will be submitted. One of these accounted for the largest number of participations, 239, alization of adolescents and youngsters, with 74% of measures will be the restructuring of the Tax on In- followed by the Midwest, with 133, South, 109, North, preferences, rights of the child and adolescents, 55%, dustrial Products (IPI), to transform it into a selective 106, and Southeast, 80. The leadership in the percent- and education, 42%. tax, focusing only on a certain set of goods, especially age of revenue by region was with the Southeast, with those that have negative health consequences, such 40%, followed by Northeast, 23%, South, 16%, Midwest, 2020, an odd year as alcoholic beverages, cigarettes, and sugar-based 13%, and North, 8%. In the analysis of data from the Emerson Destro recalls that 2020 started with food. Another proposal will be a change in the Cor- companies that participated in the Ranking in the last promising signs in the economy. The arrival of the porate Income Tax (IRPJ), with a reduction in the tax two editions (2019 and 2020), the region that presented Covid-19 pandemic, however, shattered those expec- burden on companies in exchange for the taxation of the best results was the Midwest, with growth of 12.1%. tations.“The companies that serve food retailers had a dividends. Finally, the government also intends to sub- Next, Northeast, 11.1%, Southeast, 5.4%, North, 8.1%, and positive quarter of growth, packed by the optimism of mit a project to end the employer’s contribution on the South, 6.5%. Another interesting data revealed by the the first months of the year and even by the increase payroll, aiming at reducing the cost of hiring workers ABAD/Nielsen Ranking is the consolidation of the trend caused by the population's rush to supermarkets at with a formal contract. of greater growth in companies that operate in only one the beginning of the pandemic. Even in April, with the State.While the average growth of the sector was 4.5%, fear of a shortage of supplies, the warming continued.” ABAD & AFFILIATED SEMINAR among the companies operating in only one State, the The picture is different now. The increase in unem- This annual event aims to bring ABAD’s State Af- variation was 9.9%, very close to that registered in the ployment rates and, consequently, the reduction of filiates together to debate operational or strategic previous year, which was 9.4%. purchasing power should impact the sector. \"I believe aspects and exchange experiences on good practices that consumption will be more rational, more focused capable of improving the service provided to associ- Investments on essential and essential products\", says the presi- ates throughout the country. The meeting includes In general, the companies participating in the dent of ABAD. The challenge ahead, Destro believes, lectures by invited experts and presentations aimed ABAD/Nielsen Ranking have informed that they in- will be for companies in the sector to adapt the portfo- at updating, training and motivating the teams. tend to maintain investments in capacity. In terms lio offered to the retailer in order to reduce the impact The Seminar is attended by the President, Vice-Presi- of storage, this trend is present in the four business of the crisis on the business environment. “As we are dents, Superintendent and Directors of ABAD, in addition models. Investment stability stands out in 63% of an essential sector, which sells basic necessities, the to the Regional Leaders and Presidents and Executives of wholesale with delivery, 62% of self-service whole- expectation, at the end of the year, is for balance in the 27 state affiliates.Meetings have already been held in sale, 60% of over-the-counter wholesale and 54% of sales. But we are aware that it is a totally atypical year, Ceará, Espírito Santo, Mato Grosso, Bahia and São Paulo. distributors. The same happens to its own fleet: 72% and the size of unemployment and, consequently, of of the self-service provides stability in investments, a consumer confidence, will be decisive,” he ponders. CHAPTER 2 - SECTOR FIGURES forecast shared by 53% of distributors and wholesal- ers with delivery, as well as 51% of over-the-counter CHAPTER 3 - CONSUMPTION MOVEMENTS ABAD/Nielsen ranking points growth in 2019 wholesale. The same scenario applies to investments In the past year, the wholesale and distributor sec- in motorized forklifts. For 66% of the wholesale with Nielsen: High-turnover product tor recorded revenues of R$ 273.5 billion, representing delivery there will be stability, the same opinion as 64% consumption grows in the crisis a nominal growth of 4.5% and a real increase of 0.19% of the over-the-counter wholesale, 63% of the distrib- With positive growth expectations, the year 2019 in relation to the previous year. This is what the ABAD utors and 55% of the self-service wholesale. Lastly, in ended with an increase of 4.9% in value and 1.7% in / Nielsen Ranking 2020 - base year 2019 reveals, with information systems, 60% of wholesalers with delivery volume in the baskets of high-turnover products, ac- the participation of 667 respondents across Brazil. intend to expand their investments, as well as 57% of cording to a survey by conducted by the consulting This figure shows that the sector holds 53% of partic- distributors and 52% of self-service wholesalers. On firm Nielsen. The cleaning and drinking baskets reg- ipation in the national grocery market, which totaled R the other hand, 58% of the respondents in the whole- istered the highest increases. Cleaning grew by 7.3% $ 516.2 billion last year. sale counter should maintain their investments. in value and 2.9% in volume, while beverages grew The ABAD/Nielsen Ranking, the most complete ra- When the questions are investments in management by 6.5% in value and 2.4% in volume. The consulting diograph of the behavior of the wholesale and distribu- technology, new business formats, e-commerce and firm’s survey involves a universe of approximately 1.1 tor sector, is constructed from data provided voluntarily telemarketing, the wholesale counter mode reveals sta- million points of sale in Brazil (bars, traditional stores, by companies, mostly associated with ABAD and its af- bility in the forecast of resources allocated in all of them: self-service, pharmacies, and perfume shops), with filiates. This information is analyzed by the consultancy management technology (53%) new business formats analysis of 148 product categories. firm Nielsen, in partnership with the Management Insti- (62%), e-commerce (64%) and telemarketing (67%). The According to Daniel Souza Asp, Retail Relationship tute Foundation (FIA). Last year's figures show the con- increase in investments in management technology is Manager at Nielsen, a number of factors contributed solidation of distribution agents as responsible for 95% the most cited by distributors (60%), wholesale with of the products sold in independent retail, the one not connected to the big chains. In 2019, small supermar- 238

Anuário ABAD 2020 | Panorama do Setor to the positive results, including the withdrawal of of voting on tax and administrative reforms. The un- good recovery was the one relating to hypermarkets. the Employment Severance Indemnity Fund (FGTS), employment rate dropped 0.4% in relation to 2018, In 2019, it grew 16.6% in value and 16% in volume. The Christmas Bonus for recipients of the Bolsa Família although the total number of unemployed in 2019 explanation for this growth lies in the hypermarket program, a low, stable inflation rate, and a rate of in- reached the high figure of 11 million Brazilians. The remodeling process. As explained by Deborah Maeda, terest at its lowest level. The arrival of the pandemic, arrival, in Brazil, of the pandemic caused by the new throughout 2019, the channel worked its image before however, reversed optimistic forecasts – so much so coronavirus, however, changed this situation, totally the public, instituted loyalty programs, remodeled the that, according to a Nielsen survey, before the spread altering forecasts, projections and perspectives. environment creating, for example, exclusive corridors of COVD-19, growth expectations ranged between for healthy products, invested in strengthening its own 2.2% and 2.5%. Today, a 5.9% drop is expected. “We can say that there is one story until the end of brands, in addition to establishing partnerships with the year and another story that started to be written in sectors in which they are not as strong, such as toy While, on the one hand, the crisis brought down March 2020”, says Deborah Maeda, director of Retail store chains. “Today, we work with three currencies, many sectors of the economy, on the other hand, the and Clients at Kantar Worldpanel. The history closed in time, money and experience. Cash & carry only serves segment of high-turnover products has continued to 2019, according to Consumer Insights, indicates that cash. Hypermarkets, on the other hand, although they grow. “While the market, in general, has suffered a lot, classes D and E had, throughout the year, a recovery do not serve time and money, are able to offer a good the retail sector for consumption of mass products is of purchasing power, especially by the increase in the shopping experience, thus attracting consumers.” still showing growth, which is verified in all baskets,” withdrawal of the Guarantee Fund for Time of Service said Asp. A survey carried out by the consulting firm (FGTS). This government benefit raised their average Consumer Insights for 2018 revealed that consump- between January and May 10 this year, compared to monthly income by 5%. On the other hand, classes A tion outside the households was significantly impacted, the same period in 2019, reveals that small retailers and B, which until 2018 managed to maintain their both in value and in volume. The year of 2019 was no have gained importance for household consumption. consumption rates, had an average monthly loss of 8% different. The survey by Kantar Worldpanel on consum- In value, sales in neighborhood retail grew by 7.9%. An- in their income. This negative result can be explained er behavior last year showed a drop of 5.2% in value and other channel that also stood out is pharmacy, which by the aging of the population and the increase in 5.8% in volume. The analysis was performed with the reported an increase of 10.3%. Cash & carry also grew, retirement rates. Indeed, according to the Continued non-alcoholic, alcoholic and food categories. which is explained, according to Daniel Asp, by the fact National Household Sample Survey (Pnad), prepared that consumers are going out shopping less frequent- by IBGE, referring to 2018, for the first time, Brazil reg- General Articles ly but are buying more each time. istered more than 30 million retirements and social se- With a growth of 8% in value and 3.3% in volume last curity agreements, which means the existence of 15% year, according to a survey by the consulting company Pandemic impacts of the population with some type of income resulting Kantar Worldpanel (Painel de Lares), general articles The survey that compares the period from January from retirement or social security. performed better than in 2018, when it ended the year to May 10 of this year with the same period of the previ- with negative results both in value and volume. Accord- ous year indicates consumers’ preference for long-du- Economic brands ing to Deborah Maeda, Retail and Customer director ration products for home cooking, fresh perishables, High-turnover products, according to Consumer of the consulting company, part of this growth can be frozen products, and commodities. The general grocery Insights, remain stable as a priority in the budget of credited to the good performance of the alkaline batter- basket reported the highest sales growth in vitamins Brazilian homes, adding up to 28% of total house- ies category (more expensive than the common ones, (56.4%), canned vegetables (38.6%), and dry foods hold spending. With the pocket still empty, consum- made of zinc and carbon) especially in the traditional (26.5%). Among fresh perishables, the highlight was ers continued to be forced, as in previous years, to retail and independent neighborhood. Larger packages the category of vegetables and salads, which grew by make choices not to give up on categories that they gained relevance with the consumer, who started to no less than 194.3% in sales, followed by frozen meats had already conquered. An alternative was the option use a greater number of electronic equipment, thus pre- (65.0%) and eggs (37.5%). In the basket of frozen prod- to purchase economic and own brands. This trend ferring batteries with longer life. ucts for storage at home, the highest increases oc- is clearer in the perishables basket, which grew last The instant glues category also showed good results, curred in vegetables (57.2%), meats (30.5%), and pas- year. Economic brands accounted for 6.8% of volume according to Tekbond, which highlights the brand 793, ta for frozen pizzas (25.6%). Edible oil (up 28.1%), rice purchased, while private labels accounted for 15% of containing 20g. The success is due to the change in the (27.6%) and sugar (21.9%) were the highlights of the the volume. The cleaning basket was also positively traditional packaging of 2g, following the evolution of the commodities basket. These figures reveal, according to impacted by the purchase of economic brands, which market.For the consumer,the change was advantageous Daniel Asp, consumers’ concern in keeping their pan- accounted for 10.3% of the volume purchased. because the product started to proportionally cost less. tries stocked during quarantine times. The premium brands, more expensive than the Attending the domestic utility segment, Tekbond has Finally, in times of the pandemic, the cleaning traditional ones, stood out in the baskets of sweet been, for more than ten years, reaching growth superi- basket, as expected, presented categories with high groceries (growth of 3.3% in volume) and beverages or to two digits. Among the products it sells, the epoxy growth in sales, such as alcohol (80.1%), disinfectants (4.3% in volume). However, if consumers have to make line Araldite is the absolute leader in the DIY market (34.6%), and paper towels (26.1%). The impacts of their money buy more, how do you explain the growth (Do it yourself) in Brazil. This year, with the advent of COVID-19 are also felt in the hygiene and beauty bas- in consumption of more expensive brands? Deborah the Covid-19 pandemic, the company has adapted to ket. The category of hand sanitizer grew by 965.1% in Maeda, from Kantar Worldpanel, says that there is a the new reality, introducing safety and team protection sales, followed by personal care and perfumery, with “zero sum” consumer, one who chooses, within a cer- measures, but it hasn't totally interrupted its operations. 83.0%, and soaps, with 16.8%. tain category, a more economical brand so that they This is because the consumer and construction seg- can purchase a premium product. “We see this in the ments, which it attends, have kept stores open. Since Kantar: 2019 announced a better 2020. beer category, which gained relevance because it be- the beginning of the social isolation period, more than The pandemic has changed the scenario. came more sophisticated. New brands have emerged, one hundred new products were launched. The growth The prospects announced for 2020 were posi- in addition to the increase in the premium line”. strategy was also remade and, according to Tekbond, tive. According to the Consumer Insights 2019 study, the results have already started to show, thus avoiding prepared by the consultancy firm Kantar Worldpan- Shopping channels any performance loss for 2020. el, despite the estimates for GDP having decreased Regarding the shopping channels, although cash & throughout the year, household consumption brought carry remained in the lead in 2019, for selling products Perfumery and hygiene some recovery, especially in the last quarter of the with lower prices, other channels gained relevance, Last year, the segment presented a 4.3% growth year. The projection of economic growth, according to according to Consumer Insights 2019. Neighborhood in value and a 0.5% reduction in volume, according to the Central Bank, closed 2019 at a rate of 1.2%. The retail gained shopping frequency at homes, while Painel de Lares, a survey conducted by the consulting industry also showed a positive trend, thanks to the pharmacies and specialized retailers opened more company Kantar Worldpanel. The greatest increases in approval of the Pension Reform and the expectation stores in the past year. Another channel that showed value were verified on cologne (8.9%), shampoo (8.4%) 239

07 English Version and toilet paper (6.5%) categories. Increases in volume hygiene and cleaning. Ypê has maintained the sched- line, can be appreciated at any time, place and event. were registered in deo cologne (2.0%) and deodorant uled launches, such as the concentrated fabric softener So much so that it's been pleasing both the male and (1.6%) categories. Essencial, translucent and dye-free, and the soap bar the female audiences\". Another Aurora product that has Ypê Natural, of 100% vegetal origin, with no dyes or fra- registered good performance was the Keep Cooler line, Another Kantar study, the Consumer Insights 2019, grances, with essential oil and dermatologically tested. a drink based on wine and natural fruit aromas, slightly reveals how the consumer acted to continue buying carbonated. According to Ficagna, the growth was 28%. perfumery items when dealing with a lack of money. The impacts of this pandemic are being analyzed by The middle-income class, for instance, ceased to pur- the companies. Condor has elaborated new production Aurora remains focused on changes in behavior, chase soap, deodorant and hair treatment products of and distribution strategies and, believing that the con- habit and consumer profile. The social isolation, which premium brands, choosing more economic ones. The sumer will look for products that offer a better cost-ben- kept many Brazilians at home, led many people to try middle-income class is made up of consumers who efit relation, it will give priority, in this second semester, out in the kitchen, cooking their own meals. To harmo- \"search for lower prices when shopping\". The same to the launch of more economic lines. During the initial nize these dishes, wine and its derivatives emerged as behavior is verified in low-income classes. Meanwhile, pandemic period, Ypê suffered with the impact on the a natural option. \"There was a significant increase in the classes of higher income tend to opt for economic supply chain, on imports and also on the acquisition of wine consumption. Another aspect that facilitated con- brands when buying hair treatment products. national raw material. Concerning the performance in sumer access was the sale through digital platforms. 2020, Gabriela Pontin believes that there will be oscil- However, the impact of this isolation was noticed at Industry data indicate that 2019 ended with a posi- lations for greater and lesser demand in certain cate- Aurora, which postponed new product launches, usual- tive balance. According to the Brazilian Association of gories. Some of them, such as dishwashing detergent, ly made in specific fairs. \"We believe that these events the Cosmetics, Toiletry and Fragrance Industry (Abih- soaps and bleach had its demand greatly increased, will be resumed next year\". pec), the growth last year amounted to 4.2%, reaching which required quick adaptations of the company to an ex-factory sales value of $ 55.7 billion. meet the consumption. According to Alpes, the pan- Sweet Groceries demic increased sales volume and, despite the market Last year, the already verified trend of consumers Cleaning Articles accommodation after the first days of social isolation, preparing their desserts at home has been maintained. With 6.2% growth in value and 0.5% in volume, clean- the levels were maintained above the pre-pandemic For this reason, the performance of the condensed milk ing articles presented the best performances on fabric period. The company believes in a satisfactory perfor- category was positive, growing 6.2% in value and 1.2% in softener categories, which has grown 9.9% in value and mance for this year. volume, according to Painel de Lares, a survey prepared 3.4% in volume; insecticide, with 9.8% growth in value by consulting company Kantar Worldpanel. Another and 3.7% in volume and liquid dishwashing detergent Beverages category that has been showing growth is the one of (9.3% growth in value and 1.9% in volume).These figures Coconut water and mineral water were the main coffee capsules, which have become popular among are from Painel de Lares, a study carried out by the con- highlights of the beverages segment, which ended the customers. In 2019, capsules grew 1.2% in value and an sulting company Kantar Worldpanel. year with a growth of 2.5% in value and 0.2% in volume, expressive figure of 18.2% in volume. The good performance of this segment is proved according to Painel de Lares, a study conducted by the JDE Coffee, which markets the brands Pilão, L'OR, by companies that manufacture products used in do- consulting company Kantar Worldpanel. Coconut wa- Café Pelé, Café do Ponto and Damasco in Brazil, be- mestic cleaning. Condor, a company that manufactures ter registered a growth of 12.5% in value and 14.5% in lieves in this consumer preference and, since 2017, cleaning and hygiene articles, among others, ended volume, while mineral water had an increase of 7.2% in offers premium L'OR coffee capsules.\"Brazilians are in- the year with a two-digit growth compared to 2018. value and 16.1% in volume. creasingly getting interested in this type of coffee. The Brooms, sponges and cloths are the items that stand According to Deborah Maeda, Retail and Custom- premium market has grown about 290% since 2016,\" out the most in Condor's portfolio for their practicality er director of the consulting company, the expressive says Luis Claudio Pinto, sales director of the company. and convenience. Consumers may not know it, but a performance of coconut water last year (in 2018, the JDE also invests in the instant coffee segment. broom's bristles are made from the transformation of category ended with negative growth in value - 7.7% During the period of social isolation, the company PET bottles. Monthly, 1.2 million units, or more than 60 - and in volume - 8.1%) occurred because of the price adopted measures to ensure the health and safety of tons of bottles, are transformed into bristles. repositioning, with the unit value dropping almost 2%, its employees and not interrupt the supply of its prod- The concern with sustainability is also present in which increased volume. \"This category has also more ucts to consumers. According to Luis Claudio Pinto, this Ypê's daily routine, which produces more than 300 options of own brands\". period witnessed a strong growth in sales, driven by products in 15 cleaning articles categories. In the last The good performance of the mineral water category, home coffee consumption and e-commerce facilities. six years, the company used 53% recycled PET resin on by its turn, is linked to the dissemination of the health Since June, with the flexibilization of social isolation, the average in the manufacture of its bottles, replacing new concept. \"In recent years, there is a growing search company sees signs of recovery and expects positive PET. Besides, it has reached 98% of recyclable packag- by consumers for a more balanced life, combining a organic growth in sales for the year of 2020.JDE Coffee ing available on the market. Last year, Ypê (owner of the healthy routine with moments of indulgence. This con- is a member of the Dutch group JDE Peet's, the world's brands Assolan, Perfex and Atol) grew 10.4% compared sumer is more attentive to what they consume and largest coffee and pure tea company. to 2018 in the market share of cleaning articles, ac- demands more practicality\", explains Camila Coutin- Based in Castanhal, Pará, Hiléia operates with an ex- cording to Nielsen Varejo+Cash, as reported by Gabriela ho, Marketing director of Minalba Brasil. The company tensive portfolio, which includes pasta, instant noodles, Pontin, vice president of trade and marketing of Ypê. works with the premise of creating products that fit snacks, soups, cake mix, as well as savory and sweet With a real growth of 6% in 2019, Alpes bases this the concept of health and pleasure, offering a portfo- cookies. On the sweet cookies segment, the sales cham- good performance on four product families: detergent, lio that accompanies the client on several occasions of pions, according to Hélio Melo Filho, commercial director, soap, fabric softener and disinfectant, which express consumption, such as the meeting with friends, going are butter cookies and rich tea biscuits. To attract chil- the highest sales volume in the company's portfolio. to the store, having breakfast or lunch, training, working dren, Hiléia produces sandwich cookies and wafers. The raw materials that Alpes uses in the manufactur- or going to a party. During the pandemic, the company maintained its ing of its products are biodegradable, aiming to reduce The Covid-19 pandemic forced Minalba to restructure operations and modernized its portfolio, with the launch environmental impact. This information is present on its planning, focusing on essential items, such as nat- of new flavors of cake mix - Brownie and Festa - which labels so that consumers are aware of the company's ural mineral water, in order to avoid market shortages. were added to the already existing Chocolate, Orange sustainability practices. Last year showed that the Brazilian consumer dis- and Coconut. The launch of the cocoa powder is fore- With the advent of the Covid-19 pandemic, the com- covered the pleasure of consuming wine. According to seen for this second semester. Hélio Melo Filho adds panies have realigned their operations in order to guar- Hermínio Ficagna, superintendent of Vinícola Aurora, that the high demand during the social isolation period antee the supply of products essential to the prevention sparkling wine consumption presented a 35% growth led the company to increase its sales by 30%, gener- of the coronavirus. Condor and Alpes postponed the in volume in comparison to the previous year. \"Spar- ating the expectation of closing 2020 with a positive launch of new products, giving priority to the manufac- kling wine, especially when it comes to the muscatel performance. ture of those most useful to consumers,concerned with 240

Anuário ABAD 2020 | Panorama do Setor Savory Groceries Among the reasons that led the perishable food Hence, the preference for small retailers. It should be A segment that includes categories related to health segment to show positive growth in value (5.3%) and noted that the channel still maintains a competitive and indulgence, the savory grocery market presented volume (1.0%), is the good performance of some cate- price in relation to the large chains. last year a growth of 1.4% in value and a reduction of gories. This is the case of yogurt, which for a long time 2.0% in volume, according to Painel de Lares, a survey remained absent from the consumer shopping cart. In The optimism of small retailers is also evident when conducted by the consulting company Kantar World- 2019, according to the survey Painel de Lares, carried it comes to hiring or firing staff. Of the total of 361 re- panel. Olive oil, considered to be healthier than cooking out by the consulting company Kantar Worldpanel, the spondents, 71% will be keeping the staff and 21% in- oil, and chips, one of the icons among indulgent prod- category grew 7.5% in volume. Butter also registered tend to hire in the next six months. On average, each ucts, are some of the highlights of the segment. growth, both in value (13.3%) and in volume (8%). business will be hiring two new employees. Deborah Maeda, Retail and Customer Director of the consulting company, explains that the category of olive According to Deborah Maeda, Retail and Customer The survey also found the percentage of small re- oil that grew the most was the sophisticated, therefore director of the consulting company, the growth showed tailers that make purchases for their stores over the more expensive. In 2019, olive oil grew 4.2% in value. by yogurt is linked to the promotion of the health con- \"Consumers are replacing cooking oil with olive oil, cept. The greatest increases in consumption were Internet. The results indicate that 32% have already which is healthier and tastier. For chips, \"an indulgent found on the natural/sugar-free line. \"There is a trend migrated to the online business mode, a percentage category\", the industry made available several sizes of related to healthy products\". The same reason can ex- similar to the survey carried out in 2019, when 30% packaging last year with differentiated prices. Another plain the good performance of butter, which is consid- claimed to use the Internet for replacement purchas- study by Kantar, the Consumer Insights 2019, pointed ered healthier than margarine. In addition, butter is also es. This index rises in the South, where 40% of small out that the consumption of chips has grown inside and used to prepare dishes. retailers’ purchases are made online. Of those who also outside the client's home. replenish products online, 30% reported the afford- With a portfolio of more than 300 products including Attentive to the consumer's search for healthier able price as a justification, while 29% reported con- dressings, seasonings, canned food and ethnic prod- products, Seara has launched the line Nature last year, venience and 23% claimed it was a need imposed by ucts, Sakura Nakaya Alimentos has been experiencing produced with no preservatives, 100% natural and with the industry or network. In turn, of the two-thirds who growth of around 7.5% in recent years. The company's ingredients such as rosemary extract, celery and ac- still use the conventional model, 43% said they prefer bestseller is the shoyu, soy sauce produced since the erola. Another launch was Incrível Seara, a 100% veg- to conduct shopping in person. foundation of the company, 80 years ago. Its manu- etal line. The portfolio features hamburgers (beef and facture involves a 100% natural fermentation process, chicken flavors), chicken fingers, kibbeh, Shepherd's pie IPC Maps: Shaken by the pandemic, consumption without the use of transgenic grains and gluten. Be- and sausage. The products are made from pea and soy by Brazilians should retract 5.4% this year cause of this, the shoyu has been growing in the market protein, enriched with iron and vitamin B12 and the ex- of healthy and natural products. At first, the sauce was clusive Biomolécula i, which ensures flavor and texture The damage caused by the Covid-19 pandemic manufactured to attend the families of oriental descen- to the meat. When it comes to indulgent products, the hit the consumption of Brazilian families hard, which dants living in Brazil, but with the massification and in- company has expanded the premium line Seara Gour- should register a decrease of 5.4% this year in compar- ternationalization of Asian cuisine, at the end of the last met, which today includes hamburgers, bacon, sausag- ison to 2019, the lowest rate reported since 1995, which century, the product became known and consumed by es, ready meals, cold cuts, German sausages, cold pork is translated into R$ 4.4 trillion in the economy. The most Brazilians. cuts and homemade pizzas. data are from the IPC Maps survey. Prepared by IPC The advent of the Covid-19 pandemic led the com- Marketing Editora, the study is the only one that pres- pany to postpone the scheduled launches to the fourth Over the past year, Seara has launched more than ents, in absolute figures, a breakdown of consumption quarter of this year. Currently present in more than 100 80 items and is expected to launch another 120 by the potential by product categories for each of the 5570 thousand selling points in Brazil, the company owns the end of this year. Brazilian municipalities, based on official data. brands Sakura, Missô, Kenko, Bravo and Aji No Shoyu. For more than 30 years, Sazón is one of the most GfK: Small retailers predict positive results in 2020 According to analyst Marcos Pazzini, responsible for known seasoning brands among Brazilians. Produced Small independent retailers in Brazil is optimistic the survey, in the onset of March, before the pandemic by Ajinomoto do Brasil, Sazón offers several versions about this year’s results and, in addition to not firing and social isolation scenario, the GDP growth forecast, for each kind of dish, besides allowing the consumer staff, intend to hire employees. This is the result of according to analyzes of the Focus Bulletin, released to innovate and add some of their personal style to the a survey carried out by the consulting firm GfK with by the Central Bank, was 2.2%, which would result in a recipes. Last year, the company launched an exclusive 361 store retailers with up to four checkouts across projection of Brazilian consumption in the order of R$ version to be used with popcorn in Onion and Parsley Brazil in June this year, with the aim of ascertaining 4.9 trillion, surpassing the R$ 4.7 trillion obtained last flavor. how they performed in 2019 and what their prospects year.\"In just over two months, the loss in consumption Ajinomoto do Brasil acts in essential segments for are for 2020. Contrary to the pessimistic forecasts and was around R$ 500 billion\", he comments. With the society, such as those involving the sectors of food, an- projections, almost 75% of them believe that 2020 will forecast of operations equivalent to R$ 4.4 trillion, the imal feed, pharmaceutical products, agriculture and in- be equal to or better than the previous year. Brazilian economy, adds Pazzini, will resume the rates puts for several Brazilian industries. For this reason, the The retailers interviewed were asked about the of 2010 and 2012, years in which there was a vigor- company maintained its operations during the social 2019 results compared to the previous year. Of the ous progress. \"The difference is that, this year round, isolation period, adapting the communication strategy total, 64.3% stated that the performance was above growth is not expected, but a decline in GDP\". of the brands. To make life easier for consumers, it has expectations. The same good performance was re- launched a lower cost packaging of Sazón seasonings. corded in 2018 in relation to 2017: 45.7% considered The survey also shows a reduction in the number In July, it has relaunched three well-known versions: results to be above expectations. Regarding invoicing of households in classes A and B1, which will increase Green (for chicken),Yellow (for vegetables) and Sabores in 2020, 50% believe that it will be better than in 2019, the number of households in the other social strata do Nordeste, in versions with eight sachets instead of while 24% state that it will be the same. It should be and positively impacting class B2, with a 6.8% growth 12. Among the most recent launches are the new Sazón noted, according to the analysts at GfK, that these in- compared to 2019. The others classes, however, will seasoning versions for popcorn, in flavors Butter and dexes were calculated last June, during the pandemic. have a nominal drop in consumption potential of 2.9% Barbecue, the new line Sazón Tempera & Prepara, and The explanation for this optimistic expectation lies when compared to the previous year. According to the VONO Chef Creme de Cebola with reduced sodium. in the fact that, following the first moment after the survey, class A should, this year, reduce its spending arrival of the pandemic, when consumers especial- to R$ 528.6 billion, which represents 12.8% of the total Perishable Food ly sought cash & carry trade to supply their homes, against 13.7% last year. Groups B1 and B2 are expected the option to buy close to home – avoiding large dis- to pay 41.1% (R$ 1.7 trillion) of all that will be spent this placements, in places with less crowding and smaller year. In 2019, the percentage was 38.4%. Class C, where flows of people, and thus safer – proved more relevant. 48.7% of Brazilian households are located, the total re- sources spent should fall to R$ 1.5 trillion (35.6% com- pared to 37.5% in 2019). Finally, consumption of class D/E will be R$ 437.9 billion, or 10.6%, practically the same percentage of 2019, which was 10.4%. Today, Bra- 241

07 English Version zil has more than 211.7 million citizens, of which 179.5 with specialists who will show the trends of the sector, the Chinese city of Wuhan, Hubei province, and short- million are in the urban area, which account for the per a business round with retailers from Latin America, in ly afterwards the World Health Organization (WHO) capita consumption of R$ 23,091.50, against the R$ addition to the Inove space, dedicated to the presenta- was informed about the occurrence of several cases 9,916.75 spent individually by the rural population. tion of news in own brands. Also this year, on October of pneumonia in the province. On January 7, the cause 27 and 28, the Private Label Digital, a 100% online event, of the disease was identified: SARS-Cov-2, a virus of Basic expenditure stands out will be held. the coronavirus family (named after its shape resem- The IPC Maps study shows that the basic items are bling a crown), known to trigger from common colds those that most consume income of Brazilians: 25.6% Growing hygiene disposables to severe respiratory syndromes, such as Severe Acute of disbursements are for housing, including rent, taxes, The Belgian company Drylock Technologies came to Respiratory Syndrome (SARS) and Middle East Respi- electricity, water and gas. Then, there are expenses with Brazil in 2018, through the acquisition of two local fac- ratory Syndrome (MERS). Named Covid-19, the disease services in general,reforms,insurance etc.,totaling 18.1%. tories. As in Europe, the company specializes in devel- spread rapidly, prompting WHO to consider it a pan- Spending on food (inside and outside the home) reached oping and supplying its own brands. In its portfolio are demic (an epidemic that reaches large proportions and 14.1%, and transportation and own vehicle, 13.1%. disposable personal hygiene for the adult incontinence could spread to one or more continents or worldwide) The survey also shows that, in regional terms, only segment, such as diapers, underwear, absorbents and on March 11. To get an idea of the speed of its spread, the Midwest and the South region increased their mattress protectors, in addition to traditional children's data from Johns Hopkins University, a world reference participation in consumption. The Midwest grew from diapers and, next year, should launch the infant diaper in monitoring the pandemic, indicate that it took three 8.2% in 2019 to 8.9%, and the South, from 17.8% to pants model. Last year, Drylock registered some growth months for the world to reach the mark of one million 17.9%. The Southeast, which maintains the leadership, without the addition of new equipment, says Dirceu infected by Covid-19, registered in 2 Of april; on April 15, fell from 48.9% to 48.4%; Northeast, from 18.8% in Forti Filho, Country Manager for the company, adding the world reached two million cases. The figures have 2019 to 18.5% this year, and the Northern region was up that this year, three new devices are already in op- been increasing at an incredible rate to the point that, practically stable, accounting for 6.23% of total con- eration. in less than a week, they leaped from seven million on sumption, against 6.2% last year. The Covid-19 pandemic brought several impacts to June 7 to 8 million on June 15. On July 7, the University The consumption of the 50 largest Brazilian mu- the company, including the impossibility of receiving registered 11.6 million cases, most of them in the United nicipalities is equivalent to 38.7% or R$ 1.7 trillion of technical support teams (from Brazil and abroad). “This States (2,852,807), followed by Brazil (1,577,004). The all that is spent in Brazil. The main markets are São problem, indeed, hindered us a little,” says Dirceu Forti coronavirus pandemic bears similarities to the Spanish Paulo, Rio de Janeiro, Brasília, Belo Horizonte, Curitiba, Filho. Another difficulty was the limitation in the sup- flu, which a century ago, between 1918 and 1920, deci- Salvador, Fortaleza, Porto Alegre, Manaus and Goiânia. ply of raw materials, since hospital equipment, such mated millions of people worldwide (see article on page). Cities in the metropolitan and countryside regions also as masks, for example, uses the same material in its stand out in the ranking, such as Campinas, Guarul- manufacture. “We cannot fail to mention, also, the sig- Covid-19 affects the respiratory system and its hos, Ribeirão Preto, São Bernardo do Campo and São nificant exchange variation of this year. More than half symptoms make it similar to the flu or cold. The most José dos Campos, and São Gonçalo and Duque de of the materials used in the production of diapers are well-known symptoms are fever, cough, difficulty Caxias, in Rio de Janeiro. dollarized,” Dirceu Forti Filho comments. breathing, pain, runny and nasal congestion, loss of The elderly population continues to grow, according Despite the difficulties experienced this year, Drylock smell and taste, sore throat and diarrhea. Some people to the survey, and already exceeds 30 million inhab- sees many opportunities coming up. “The pandemic can be asymptomatic, that is, they may be infected, but itants. In the economically active age group, from 18 is bringing a lot of learning and change for Brazilians, without developing symptoms. It is estimated that 80% to 59 years old, there are more than 128 million Bra- especially in their consumption habits. Certainly, this of those infected are asymptomatic.The other 20% may zilians. Youth and adolescents total 24.1 million, while moment will further speed up the development of own have difficulty breathing; of these, 5% may have the dis- children under 9 years old total 29.4 million. brands in Brazil,” says Reginaldo Vilalta, marketing man- ease in a severe manner, requiring ventilatory support ager. Drylock expects to close 2020 with a 5% growth in to treat respiratory failure. This situation occurs mainly Own brands: Sector predicts some growth in 2020 volume and 10% in value. in people who have comorbidities, such as hyperten- This year, the private label segment should register sion, diabetes and heart and respiratory problems. The a 9.6% growth in sales, with a turnover of R$ 8 billion. Expanded portfolio elderly are also in this group, named risk, although the The projection is of the Brazilian Association of Private The pandemic caused by the new coronavirus led the WHO warned, still in March,that Covid-19 can indeed kill Brands (Abmapro), based on a survey carried out by Raymound’s Industries to expand their product portfo- young people and children. the entity, in partnership with the consultancy Nielsen, lio. In addition to items in the oral care segment, the according to which, in April, there was an increase of company also started to produce alcohol gel and prod- The transmission of Covid-19 from one person to 32.6% in sales of commodities rice, beans and private ucts related to hand asepsis. Raymound’s has been in another occurs through respiratory droplets eliminated label milk alone, compared to the same period in 2019. the private label sector since 2004 and, since 2012, has by the infected person, although asymptomatic, when Gone is the time when a private label was associated invested in the verticalization of packaging production, sneezing or coughing. These droplets can also contam- with a product of low quality and reduced price. Now- with the acquisition of new equipment. Last year, it was inate surfaces. It is unclear how long the virus survives adays, companies invest in technology with the aim of dedicated to investments in its industrial park, located on these surfaces; other coronaviruses can remain on bringing to consumers not only competitive products in the city of Bom Jesus dos Perdões, in the countryside these sites for several days, with the power of infection, with reference brands at an affordable price, but also of São Paulo, in the laboratories and graphic sector. which happens when a person touches the surface and with the aggregation of concepts such as innovation, To the partners interested in working with their own brings his hands to his eyes, nose or mouth. well-being, sustainability. “Last year, the large retail brands, the company provides all the advice, from prod- chains achieved a significant growth with their own uct design to legalization and registration, through the Impacts brands, especially in the categories of food, personal development of formulation, labeling and personalized According to WHO Director-General Tedros Adha- care, hygiene, cleaning, pet products and pharmaceu- packaging. nom Ghebreyesus, Covid-19 is ten times more lethal ticals”, says Luiz Fernando Oliveira, director of Brazil than common flu. Add to that the high transmission Media Communications , which organizes Private Label CHAPTER 4 - COVID-19 capacity of the disease and there is the framework for Brazil, the main trade fair for the private label and out- the saturation of health systems worldwide. As there sourcing sector in Latin America. The evil of the century can be overcome is not yet an effective drug to fight it or a vaccine for The 2020 Private Label was transferred to October Just over seven months ago, the world seems to immunization, social isolation was identified as the best 2021,on the 6th and 7th,due to the restrictions imposed have turned upside down. Without anyone being able to solution to contain the spread of the virus. Quarantines by the social isolation resulting from the Covid-19 pan- predict, in December last year, a virus hit a resident of were established, workers were placed in home offices, demic.Among the attractions of the event are meetings companies, bars, restaurants, cinemas, concert halls, religious temples closed. Only services considered es- sential remained active. 242

Anuário ABAD 2020 | Panorama do Setor The impacts of these decisions were felt around the search, it is not yet possible to predict when this will we know works, the comprehensive approach. And he world. According to projections by the International Mon- happen. Researchers indicate that the vaccine is likely recommended: “Find, isolate, test and take care of all etary Fund (IMF) made in June, the world economy will to be known only next year. Moreover, the amount of cases, track and quarantine all contacts, give equip- contract 4.9% this year. For 2021, the Fund estimates a doses that must be produced to immunize millions of ment and training to health professionals and educate 5.4% growth in the global economy. According to IMF an- people worldwide must be taken into account. and enable communities to protect themselves. It is not alysts, the adverse impact is particularly acute on low-in- just about testing. It is not just about promoting physical come families, putting at risk the significant progress In parallel with research to obtain a vaccine, scien- detachment. It is not just about tracking contacts. It's made in poverty reduction in the world since the 1990s. tists are looking at medications that can lessen the ef- not just about wearing masks. One must do all of this”. fects of Covid-19 on the body.A promising piece of news The Economic Commission for Latin America and was announced last June with the release of a scien- Spanish flu: One hundred years ago, the Caribbean (ECLAC) released a report in early July, tific study done by a consortium of researchers coordi- the Spanish flu killed 50 million people according to which a third of formal employment and nated by the University of Oxford, according to which In 1918, when the world was experiencing the horrors a quarter of the region's GDP will be strongly affected the use of the corticosteroid dexamethasone brought of the First World War, another tragedy struck humanity, by the economic crisis resulting from the pandemic. a reduction of up to 35% in the deaths of patients who victimizing at least 50 million people in just over a year, According to the agency's executive secretary, Alicia needed intubation. The drug has been used since 1960 according to historians. This tragedy was the Spanish Bárcena, the crisis is affecting the industrial sectors for treating several diseases, including rheumatoid ar- flu pandemic that did not arise in Spain, but received with greater technological dynamism with greater in- thritis and severe allergies. It has been on the WHO list its name because of the strong disclosure of the prob- tensity and, therefore, will deepen the structural prob- of essential medicines since 1977 and is therefore out of lem in the Spanish press. The most accepted theory by lems of the economies of these countries. According to patent and readily available worldwide. researchers is that influenza, caused by the influenza information collected until the first week of June, the virus, appeared in military training camps in the United impact will be much greater in the case of micro, small The study with corticosteroids involved 2,104 pa- States in March 1918. In May, cases in Greece, Spain and and medium-sized companies. ECLAC estimates that tients, randomly selected and treated with dexameth- Portugal emerged. Then, in June, Denmark and Norway, more than 2.7 million formal companies in the region asone orally or intravenously. They were compared and in August, Holland and Switzerland. This first wave will be closed; of these, 2.6 are micro-enterprises. The with another 4,321 conventionally treated patients. The of the disease, which was extremely contagious, was impact will be a loss of 8.5 million jobs. outcome was a reduction in deaths of 35% for those considered more benign than the following ones. The who needed the use of respirators and 20% for those so-called second wave, much more virulent, started in Vaccine, the hope who needed oxygen support. In less severe cases of August 1918, involving, in addition to Europe and the Research to find a vaccine capable of immunizing the disease in hospitalized patients, the rate of death United States, India, Southeast Asia, Japan, China, Af- against Covid-19 has advanced with unprecedented reduction was 13%. rica and Central and South America. It caused a very speed. Just over seven months after the onset of the high number of deaths. The third and final wave began disease, 18 of the more than 140 formulations created The WHO said the study stands for a scientific break- in February 1919 and ended in May. from different concepts are already being tested in hu- through capable of saving lives. The Brazilian Society of The rapid spread of the disease has made the sit- mans. Two of them that are in the most advanced stage Infectious Diseases (SBI) issued a note recommending uation alarming in different parts of the planet, since of development,the so-called phase 3 clinical trial,which that every patient with Covid-19 on mechanical venti- the number of infected people has skyrocketed and the aims to evaluate the effectiveness of a large group of lation or who needs oxygen outside the Intensive Care symptoms have become more severe. Fever, body pain, volunteers, are beginning to be applied experimentally Unit receive medication. Yet, scientists point out that runny nose, cough were the most common symptoms; in Brazil. These are ChAdOx1 nCoV-19, developed by the the drug should only be used in hospitalized patients among severe cases, patients had respiratory and even University of Oxford, in the United Kingdom and licensed in serious condition, self-medication and its use in mild digestive and cardiovascular problems. to the AstraZeneca laboratory, and Coronavac, by the cases of Covid-19 being totally discouraged. The doctors and scientists of the time did not know Chinese company Sinovac Biotech. Because Brazil is what caused the disease, because microscopes were one of the places where the coronavirus is currently cir- Positive Record unable to see the virus, they only identified bacteria, culating the most and where more cases of the disease Brazil has accumulated negative records in the fight larger microorganisms. As there was no way to cure are confirmed on a daily basis, the country has become against Covid-19, as the first place in number of cases in the disease, the authorities recommended that people an ideal place for testing the vaccine efficacy. Latin America and the country that registers more than avoid crowds, wash their hands frequently and avoid British studies began a few years ago in search of a a thousand daily deaths. However, there is another re- physical contact. vaccine against Middle East Respiratory Syndrome.This cord, this one, extremely positive. Brazil already counts fact allowed researchers to move quickly to the clini- more than one million recovered from Covid-19. Accord- In Brazil cal phase of ChAdOx1 nCoV-19. Phases 1 of the clinical ing to a survey by Johns Hopkins University, on August Historians believe that the Spanish flu arrived in Bra- trial (testing in groups of 20 to 100 participants) and 2 10, the world had 12,137,202 people recovered from the zil in September 1918, on board the English ship Demer- (involving a larger number of participants, but still limit- disease; of these, 2,356,983 are Brazilian. ara, coming from Lisbon. At first, the Brazilian press did ed) have already been completed and phase 3 should This positive record does not mean, however, that not give much importance to the fact but as the disease now begin, with around 50,000 volunteers in different Brazil is heading towards the end of the pandemic. Re- spread, it started to gain repercussions. The cities most countries . Brazil participates in this research and will cently, the director-general of WHO stated at a press affected were Rio de Janeiro,then,the country's capital, test 5,000 people: 2,000 in São Paulo, 1,500 in Rio de conference at the organization's headquarters in Gene- and São Paulo.There are studies according to which the Janeiro and another 1,500 in the Northeast. va that outbreaks are expected when countries begin to city of São Paulo registered about 350 thousand cases; The Coronavac phase-3 trial is expected to include lift restrictions, as is the case in Brazil and other nations. at the time, the estimated population of the city was 9,000 volunteers in different states and is sponsored He added that countries with systems in place to ap- 470 thousand inhabitants. The number of deaths from by the Butantan Institute. The evolution of the research ply a comprehensive approach must be able to contain the disease was 5,328, according to the Historical Atlas was rapid thanks to the knowledge of the studies for these crises locally and avoid reintroducing widespread of Brazil, prepared by the Getúlio Vargas Foundation. To a vaccine against the Severe Acute Respiratory Syn- restrictions. One of the lessons that this pandemic curb the spread of the disease, the then State Health drome, which continued until phase 1, and were then taught us, pondered Tedros Adhanom Ghebreyesus, is Service asked the population to isolate themselves at interrupted with the containment of the virus. To date, that regardless of the situation a country is in, it can be home, restricting exits to what was strictly necessary. 90% of the volunteers who participated in Coronavc reversed. The Director General recalled that in March, Schools were closed, many of which were converted testing phases 1 and 2 have developed neutralizing an- Italy and Spain were the epicenter of the pandemic, but into provisional hospitals for treating patients. Bars, tibodies to the new coronavirus. they controlled their epidemics with a combination of theaters, cinemas, commerce and industry closed their The question that the whole world asks is when leadership, humility, active participation by all members activities. Circulation in public spaces, such as squares, there will be a safe vaccine. Despite the speed of re- of society and the implementation of a comprehensive approach. According to Ghebreyesus, the quickest way out of this pandemic is to follow science and do what 243

07 English Version parks and gardens, was also restricted. In the federal nardo do Campo, São Caetano do Sul, São Sebastião, Alcohol donation capital, 14,000 deaths were recorded, according to data Diadema, Monte Alto, Barrinha, Sertãozinho , Tambaú, Underberg do Brasil, manufacturer of Brasilberg, a obtained by the Oswaldo Cruz Foundation.Chamber and Batatais, Santa Bárbara d’Oeste, Piracicaba, Limeira, bitters based on aromatic herbs, filled 75,000 liters of Senate were closed, as were barracks and factories. Araras, Cajuru, Itapira, and Jaboticabal. 70% alcohol, which were donated to hospitals and com- munities in need in Rio de Janeiro, according to infor- The alarming number of cases caused the collapse of “We need to help our community in this very difficult mation from Marcus Rumen, director of the company. the Brazilian health system, which, at the time, was not time that we are going through. Cia. Müller is one of the The distribution was carried out by Oswaldo Cruz Foun- public. There was a lack of beds and doctors to meet symbols of the Interior of São Paulo, our solidarity pres- dation (Fiocruz), between the months of April and June. the demand. The number of deaths exceeded the buri- ence at this moment is part of the company’s values,” Repairing service for ventilators al capacity that local cemeteries could carry out. The explained José Aidar Neto. Volkswagen’s Anchieta unit, in São Bernardo do gravediggers also started to work at night. Campo, is repairing ventilators, which are essential in Food, masks the treatment of patients with severe COVID-19 symp- Among the thousands of victims of the Spanish flu The Brazilian food industry has also shown solidarity toms. The work is carried out by duly trained volunteer is President-elect Rodrigues Alves. Sick, he was un- in combating the new coronavirus. According to João employees. It is estimated that each recovered equip- able to take office in November 1918, dying in January Dornellas, CEO of the Brazilian Food Industry Associa- ment unit can serve up to 10 people over a period of 1919. Historians believe that the Spanish flu caused the tion (ABIA), more than 2,700 metric tons of food were five months and that more than 3,600 lung ventilators death of 35,000 people in Brazil. It is estimated that donated by the food and beverage industries, in addi- need repair in Brazil. The identification of equipment the pandemic has directly or indirectly affected 50% of tion to financial resources for the purchase of hospital that needs repair and the referral to hospitals is jointly the world's population. The total number of deaths, 50 equipment, investment in research and acquisition of coordinated by Volkswagen and Senai. million, exceeds the total fatalities caused by the First rapid diagnostic tests for the new coronavirus. The automaker also organized other actions in the World War, estimated between 8 and 10 million people. The sector also donated about 4 million protective cities where the plants are located. In addition to São masks and hygiene & cleaning products. Donations Bernardo do Campo, the company has plants in Taubaté Solidarity against the pandemic were distributed to charities, hospitals and health units, and São Carlos, in São Paulo, and São José dos Pinhais, The COVID-19 pandemic, which led millions of Brazil- independent contractors, community associations, in Paraná. These municipalities received a loan for 100 ians to become infected with the new coronavirus, has nursing homes, state governments, and municipalities. cars. In addition, the company repaired vehicles from also fostered the spirit of solidarity. At almost the same According to João Dornellas, since March, the food the health departments of the states of São Paulo and speed as the virus spread, companies and citizens mo- industry has maintained and even increased the level of Paraná, with free labor and parts sold at factory prices. bilized themselves in actions to combat and prevent jobs in the industry, without dismissals, and has consid- A total of 2,000 face masks were donated to admin- the disease, definitely saving lives in the process. The erably expanded its social responsibility programs. “At istrations in the four cities where Volkswagen plants are following are some of these actions, carried out by com- this moment, when plans are gradually being carried located. Also, 67,000 masks from the “Costurando o Fu- panies from different segments. out to ensure the gradual resumption of economic ac- turo” (“Sewing the Future”) project were purchased for The wholesale and distribution sector has been mo- tivities, it is important that each sector of the Brazilian employees – an initiative of the VW Group Foundation bilized since the beginning of the pandemic. Through economy does its part. We have been working to help – and over 1,000 protective masks were 3D-printed at the ABAD Institute, around 500 metric tons of food and those most in need to face this crisis with dignity and the Anchieta plant for use by employees. hygiene & cleaning products were collected by mid-July. hope, and it will be no different now. Brazil knows that it In partnership with Mesa Brasil Sesc,the products were can count on the food industry.” Pandemic knock down projections donated to social institutions and communities across Cleanliness and hygiene and changes consumer habits different regions of Brazil. In August, the social cam- Minuano, a well-known Brazilian brand that manu- The arrival in Brazil of the pandemic caused by the paign “Sem abraço, mas com Solidariedade” (“Without factures cleaning products, has donated over 816,000 new coronavirus has caused unimaginable impacts on Hugs, but with Solidarity”) enters a new phase. “More cleaning and personal hygiene products, equivalent to the country’s economy, knocking down then optimistic than four months after the beginning of the pandemic, 390 metric tons, to 60,000 households in need, health- projections for this year and causing a strong retrac- the economic reflexes due to the restriction measures care chains and professionals who are on the front line tion in the indicators. According to the IBGE, the un- continue to exist. Therefore, we understand that mobili- in the fight against COVID-19. Residents of Luziânia, in employment rate has risen, bringing the total number zation is even more necessary, and to continue to help Goiás, and Duque de Caxias, in Rio de Janeiro, as well of people without work to 12.9 million. In March, GDP and support the population in situations of vulnerability, as 10,000 households from communities in São Paulo closed with a decrease of 0.48%, indicating an even we need the unity of everyone,” said Emerson Destro, were contemplated, in partnership with the Volunteers greater decrease according to a survey by the Focus president of ABAD. of Hospital Israelita Albert Einstein. The cities of Itajaí, in Report, released by the Central Bank. The consumer Cia. Müller de Bebidas, the manufacturer of Cacha- Santa Catarina, and Itapeva, in the interior of São Pau- confidence index measured by Fundação Getulio Var- ça 51, started its 70% alcohol donation campaign in the lo, also received one metric ton of cleaning products in gas fell by 7.6 points in March, reaching 80.2 points, the second half of March.A total of 6,500 liters were intend- donations. lowest since January 2017. Given this scenario, Brazil- ed for health institutions in the city of Pirassununga, in In São Paulo, 50,000 kits were delivered to house- ian consumers were required to reinvent themselves, the interior of the state of São Paulo, where the com- holds in the regions of Campo Limpo and Vila Andrade, changing buying habits and opting for new channels. pany’s headquarters are located. Donations continued, which houses Paraisópolis, one of the largest commu- One portrait of this “new normal” was produced by reaching 63,702,000 liters of 70% ethyl alcohol for 64 nities in São Paulo. The kits include nine products: two the consulting firm Kantar Brasil. Consumer Insights support institutions in 31 municipalities in the states of dishwashing soaps, two disinfectants, one laundry soap 2020 followed the changes in the purchasing behavior São Paulo and Minas Gerais. The 70% alcohol is differ- bar, and four bath soaps. In Rio de Janeiro, Minuano of Brazilians after the outbreak of the pandemic, with ent from gel alcohol, being used for cleaning and steril- signed a partnership with the municipality of Duque de an analysis of 107 categories of high-turnover product izing environments. It is also different from the alcohol Caxias to serve 25,000 households in need and profes- baskets. The study reveals that, in March, there was used in the production of beverages. sionals who work to combat the new coronavirus, such a peak in purchases, particularly involving cleaning To develop this action, classified as a chain of good as healthcare workers, inspectors, municipal guards, products and food, already with a view to the period of deeds by José Aidar Neto, president of Cia. Müller, and social workers, among others. 48 metric tons of hy- social distancing. To make their purchases, consumers several partner companies were activated: Biosev, giene & cleaning products were donated. In Luziânia, in sought a mix of channels, giving preference to those Hydraplus, Usina Ipiranga, Usina Santa Lucia, Baldin Goiás, a city that houses one of Minuano’s main facto- with fewer people and closer to their homes. Thus, Bioenergia, Fábrica Papelão NS Penha, Pontoplastic, ries, 25,000 households were benefited, receiving kits the small self-service retail market had an increase of Cargofull Logística, Transbrotense, and Transportadora containing a laundry soap bar, three bath soaps, and 3.5% in penetration, which accounts for more than 2 Transface. The cities benefited included Pirassununga, two disinfectants. Donations reached the mark of 57 Leme, Guariba, Porto Ferreira, Santa Cruz da Conceição, metric tons. Cassia dos Coqueiros, São Paulo, Santo André, São Ber- 244

Anuário ABAD 2020 | Panorama do Setor million households buying on this channel. mized communication strategies and valuing trans- in households with children, this increase was 42%. For When looking at the buying mission, the arrival of parency and humanized growth. Finally, in the long run, these households, the concern regarding the pandemic it will be necessary to redefine innovations and plans, as the reason for the use of e-commerce was pointed the pandemic brought a new dynamic. The proximity rethinking the assortment and roles of the channels, out by 68% of respondents. In turn, 75% reported time criterion gained relevance, one highlight being con- and implementing innovations that meet the new savings, and 54% claimed that the online shopping sumers’ preference for small retail and traditional re- needs of consumers who are much more attentive to experience is better than that of physical stores. This tail. For replacement purchases, the proximity criterion the cost-benefit tradeoff. study also showed that 32% of consumers worldwide also proved relevant in the choice. According to the believe that their future online purchases will increase. Consumer Insights 2020 study, small retailers won 1.8 E-commerce is here to stay Among Brazilians, this perception is clear for 45%, million buyers, while traditional retail attracted 1.5 mil- The pandemic caused by the new coronavirus growing to 54% among households with children. lion consumers. For supply purchases, although cash caused profound changes in people’s lives and intro- & carry attracted 1.4 million new buyers, small retailers duced new habits. Some, over time (it is not known Five years in five months stood out, attracting 1.2 million new consumers, who how much), can be abandoned, such as wearing Brazilian consumers have found in e-commerce a preferred to make purchases through smaller chan- masks. Others, however, will remain. This is the case nels, avoiding crowds. with the use of e-commerce by consumers. Research safe and quick manner to obtain supplies in times of carried out by a number of institutes shows that online social isolation. The small and medium-sized retailers Indulgence shopping is here to stay, whether it is due to the con- that sell products deemed essential also had to resort With virtually the entirety of Brazil living in isolation, venience of receiving purchases at home, the offers, to online shopping in order to keep their store stocked. consumption outside home has plummeted. Con- or the variety of products. However, for those who are not yet familiar with this versely, consumption at home, in addition to growing, According to Daniel Souza Asp, Retail Relationship tool, is it difficult to enter the digital world? revealed that the tension and concern of Brazilians Manager at the consulting firm Nielsen, the trend of has increased in purchases in categories related to growth in online purchases of non-durable goods with According to consultant Eduardo Terra, president of indulgence. Condensed milk, cream and beer were the high turnover was already felt, although the consumer the Brazilian Society of Retail and Consumption, many categories that grew the most when comparing the base was still small: “The pandemic and restrictions companies in the wholesale and distributor sectors week started on May 4 with the one started on March imposed by social distancing boosted the dynamics of have already joined e-commerce. “The pandemic has 9. Providing pleasure was the reason for consumption e-commerce.” Data from the 41st edition of Webshop- streamlined the digitalization process of companies.An that grew most in consumers’ choice for lunch and pers, a comprehensive report on e-commerce pre- evolution in the digital world that was expected for five dinner. Wine also gained new occasions for consump- pared every six months by Ebit | Nielsen in partnership years occurred in five months.” Terra points out that it tion also on weekdays, with an increase of 19%; on with Elo, confirm this reality. According to the survey, is not difficult for a company to set up its e-commerce. weekends, growth was 6%. The option of having wine this year, online purchases exceeded R$60 billion in “The first step is to choose the platform that best suits as an accompaniment to meals grew by 88%. sales, reaching 148 million orders. From January 1 to your reality. Nowadays, there are good companies on An interesting piece of data pointed out by the sur- April 30, the sum of Internet sales reached R$22.9 bil- the market that offer e-commerce platforms with com- vey shows that, despite being at home, consumers did lion, or 32% of the revenue for the whole of last year. patible costs to small and medium-sized entrepreneurs not stand still, being required to deal with a number Among the categories that stood out are electronics, in the sector.” of demands, such as professional work, taking care home & decoration, IT, and non-durable goods with a of the house, and childcare. Thus, the time had to be high turnover rate. According to Daniel Asp, the growth Infracommerce is a company specialized in provid- well distributed. Simpler menus, which take up to 20 of e-commerce reveals that consumers are more con- ing e-commerce services. Kai Schoppen, CEO of Infra- minutes to prepare, grew by 5.5%. In this context, the fident regarding making purchases online. The Nielsen commerce, points out that the tool is essential in these first option in Brazil as a whole was the sandwich. By executive also states that, while in the past, transac- moments when the sales force of many companies is region, the choices are very specific. In the Northeast, tions were made via computer, the vast majority of not going out.“With online sales, the wholesaler or dis- there was an increase in the consumption of couscous them are done by phone today. tributor's customer can supply their business without and tapioca; in Rio de Janeiro, pasta; in São Paulo, Consumer confidence can be felt in another survey, the need to get around. Moreover, they can purchase at pasta and rice; and, in the South, meat consumption carried out by the consulting firm Opinion Box. Ac- any time, as e-commerce never halts.” For the whole- grew. Food delivery, which gained momentum during cording to the results, 73% of consumers rated all their saler, e-commerce offers the facility of placing new the quarantine, satisfying consumer indulgence, with shopping experiences as positive. The main reasons products whenever they feel an increase in demand growing orders for fast food and pizza, was definitely for this satisfaction were good offers and prices (54%), and the flexibility to adjust the assortment. incorporated into the daily lives of Brazilians. Accord- convenience in receiving the order at home (39%), ing to Consumer Insights 2020, 19% of respondents and products delivered on time (36%). The consult- Schoppen points out that technology should not be state that, even after the end of isolation, they intend ing firm also asked if, after the pandemic, consumers the first concern of entrepreneurs who wish to set up continue to order ready-made food. would continue to buy over the Internet. Good prices an e-commerce.“The first issue is to set a strategic po- and promotions were the reasons cited by 62% of re- sitioning: what I will sell and to whom I will sell iy. Once What about tomorrow? spondents to continue using e-commerce. Fair, cheap the audience has been defined, there is the choice of Responding to how Brazilians will emerge from this or free freight was mentioned by 56% of consumers, the best technology and, lastly, its deployment.This en- unusual experience is a difficult task. The Kantar study while another 49% highlighted the speed of delivery. tire process can take up to 16 weeks. The return on in- points out questions that must be faced by retailers The consulting firm Kantar also looked into the im- vestment depends on some factors. The executive ex- and the industry to serve a new consumer. In post-iso- pacts of the new coronavirus on e-commerce. Accord- plains that if the company is able to quickly migrate its lation Brazil, retailers will need to know what type of ing to the Consumer Thermometer study, after four customer base to the e-commerce platform, this return promotion and what volume can generate the most weeks of social isolation, online sales grew 3.3 times may be faster. But the rule indicates that, on average, return, what discount to be made, how to best take in Latin America; in Brazil, the growth was 2.3 times. the return on invested capital occurs between one and advantage of the purchase missions in each channel, He also found that, in the post-pandemic period, 78% two years. For companies building their customer base, and which assortment is optimized by channel. The of Latin Americans intend to continue using e-com- this time can reach four years. industry, in the short term, will be required to identi- merce. In Brazil, this percentage amounts to 82%. fy whether its brands are prepared to meet the latent In families with children, e-commerce is even more One store per minute needs of consumers in light of a compromised budget, used, as noted in another edition of the Consumer To get an idea of the growth of e-commerce in Bra- fewer purchasing occasions, and new routines. In the Thermometer, held in late April. While the total amount zil, data from the Brazilian Association of Electronic medium term, it must face the challenge of building in Brazil pointed to a 32%increase in online purchases, Commerce (Abcomm) indicate that between March 23 trust in an environment of instability, creating opti- and May 31 of this year, no less than 107 thousand new establishments were created on the internet aiming to sell the most varied products, such as clothes, shoes, food, beverages and cleaning products. This gives an 245

07 English Version average of one virtual store open per minute. “We are A one-way trip favorite place for 67% of respondents in the last twelve working 24 hours a day placing new e-commerce busi- Focused exclusively on the B2B segment, the meu- months, ranked last among the frequency options this nesses on the air”, says João Teixeira, vice president compras.com marketplace is primarily focused on year, with a rate that is not low at all, at 49%. of sales and business development for Vtex, another small independent retailers, as this channel is the one specialized company in the sector. Teixeira says that that has the greatest difficulty in accessing all the sup- New times, new habits implementing this solution can cost less than imag- pliers it needs to supply its point of sale, as explained The survey also assessed which measures, among ined. In some cases, it may not cost anything.“We have by Gustavo Erzinger, marketplace director. For this rea- the several already pointed out as likely changes, a platform that, in its basic plan, has no monthly fee. son, the largest variety of products belongs to catego- would positively influence consumers when choos- In fifteen minutes, a customer sets up their store, with ries related to food, beverages, hygiene and cleaning, ing a bar or restaurant to attend. Constant cleaning a complete website, and can now start selling.” The although the portfolio is extensive. of tables, chairs etc. was the option chosen, with 87% plans where the monthly fee is paid start with amounts Erzinger points out that small retailers are still some- of responses. Measures including availability of hand equivalent to the subscription to a streaming platform. what refractory to making their purchases digitally. \"Cul- sanitizers on tables (85%), employees wearing mask turally transforming a traditional sector like this will take (84%), good ventilation in the place without air condi- Teixeira points out that the e-commerce operation a long time.\" The imposition of quarantine, however, led tioning (83%), spacing of at least two meters between does not mean that the sellers will be fired. \"With this a portion of this segment to join the internet to supply tables (81%), and limiting the number of customers on platform, sellers continue to receive their commission their establishments. “It is a one-way trip, and the entry site at the same time (80%) were also evaluated. Even and can take the time to strengthen the relationship of large industries with initiatives in this area, with sig- the requirement for customers to bring their glasses with the retail customers, acting as a business consul- nificant investments, will certainly contribute to this new and cutlery was accepted, with 48%. tant, not being worried about losing sales because the phase of B2B food retail,” believes Gustavo Erzinger. The care and prevention measures accepted by con- competitor has been at the establishment before.\" Social isolation also caused changes in the profile of sumers will certainly result in increased costs for bars buyers of meucompras.com. The director of the com- and restaurants. The Opinion Box survey raised this The next step for those who run an e-commerce pany says that, before the arrival of the pandemic, the issue with respondents. Among them, 70% stated that business is to think about the marketplace, a platform monthly rate of growth was over 20%, with restaurants, they were willing to respect the maximum time spent where several companies place their products to sell.\"I cafeterias and hamburgers with main buyer segments. at the table, in order to stimulate turnover and prevent use to say that e-commerce is the store, whereas the Nonetheless, these sectors have been drastically af- consumers from spending too much time in the place marketplace is the mall,\" says Eduardo Terra. Examples fected by social confinement.\"Surprisingly, other chan- without consuming. The option of getting the food at of this “shopping” are Amazon, Mercado Livre, Buscapé, nels, such as butchers, mini-markets, independent the counter as a cost-cutting measure and for health which sell products from various companies to end microentrepreneurs who have emerged to be neigh- prevention concerns, since the waiter would not be consumers. In the wholesale and distributor segment, borhood transformers and retailers, neighborhood around the place with the dish, was accepted by 68%. there are still not many B2B marketplaces. “This is a pharmacies have grown the numbers a lot.\" Due to this For 60% of respondents, menus could have a smaller market niche to be explored,” comments Terra. new profile, the company doubled its sales and tripled variety of products, maintaining quality, while reducing its customer base in the first month of social isolation. food stocks. With regard to paying a little more than Net Suprimentos is a marketplace that sells to “In the following months, the pace of growth slowed a before the pandemic in order to have the experience of companies and also to end consumers. Owned by the little bit, but with the new base, we grew double digits going to bars and restaurants, only 38% agreed. English group Bunzel, with more than 180 years of ex- every month.” istence, it was created about four years ago to be the Bars and restaurants targeted by ABAD campaign digital arm of its headquarter, in Brazil. It sells around Happy hours now held at home Concerned about the impact of social distancing 60 thousand products in nine categories: PPE and se- The bar and restaurant segment has definitely been on the bar and restaurant segment, ABAD launched, curity, hygiene and cleaning, food service, stationery one of the most impacted by the restriction measures in June, in partnership with the industry, the Avante and office, tools, paints and accessories, air and air imposed by the COVID-19 pandemic. The quarantine Food Service campaign, with the goal of minimizing conditioning, healthcare and information technology. enforced in virtually the whole country determined the the effects of the closing, for over three months, of According to Mauro Belmonte, head of e-commerce closure of these establishments, forcing consumers to these establishments. Nationwide, the movement has and digital marketing at Net Suprimentos, in February, transfer their happy hours to their homes. the support of the Brazilian Association of Bars and there was a boom of orders for protective masks and While the bars, restaurants and food courts being Restaurants (ABRASEL), the Association of Whole- gel alcohol. \"Many companies were already thinking closed meant a profound change of habit for consumers, salers and Distributors of the State of Rio de Janeiro about protecting their employees against the new for entrepreneurs in the industry, it represented loss of (ADERJ), the Food Service Brasil Institute (IFB), the coronavirus,\" he recalls. Disposable orders have also revenue, accumulated losses, and dismissal of employ- Union of Bars and Restaurants of the Rio de Janeiro grown. In March, the demand remained high, with ees. According to the Brazilian Association of Bars and (SINDRIO), and ABAD regional leaders. a growth of 400% in relation to the target set for the Restaurants (ABRASEL),in the period from the beginning The actual size of the financial impact on the activ- month. Today, demand tends to normalize. The compa- of the pandemic, in March,to the end of May, when some ity of bars and restaurants cannot yet be accurately ny believes it will close 2020 reaching the target for the measures of relaxation of social isolation were imple- measured. It is however certain that, based on the year, which is 80% growth compared to 2019. mented, about one million jobs have been lost. measures to relax social distancing, of the approxi- A good measure of how social distancing has im- mately 1 million establishments distributed across the What does it take to set up a marketplace? “Choose pacted people’s behavior during and after the pandem- country, at least 20% of them have not reopened their a good platform and establish its integration with the ic are the results of a survey conducted in late May by businesses, while the remaining 80% have resumed company's system. Then, one should set up a team of the Opinion Box institute, which specializes in digital activities with a sharp drop in revenues. professionals specialized in e-commerce, as well as solutions for market research. With regard to places According to Emerson Destro, President of ABAD, other digital tools that must be created.” With regard frequented in the last twelve months, only 27% of re- the crisis that hit the food-away-from-home industry to investments, Belmonte believes that R$ 1 to R$ 2 spondents stated that they had gone to a drive-thru requires a joint action to be overcome. “It is necessary million are required, which will be allocated in sever- restaurant; however, no less than 66% (the highest rate to act and show solidarity in a collaborative way with al stages. The return on that capital depends on the found in the survey) intend to attend this type of es- the situation of a segment that employs thousands categories worked and the margins established. At Net tablishment this year. The high percentage is explained of people and has hundreds of other companies that Suprimentos, the fee charged reaches 20% of sales, by the fact that, in this mode, the level of contact is depend on its survival.” The Association’s 27 affiliates and may be lower for high-turnover categories. In Mau- low, thus ensuring greater safety in these times of the also joined the movement. ro Belmonte's opinion, the ideal scenario for a company new normal. At the other extreme, mall food courts, a The idea of creating actions to support the segment is having two service models: the physical store and came from ADERJ, which sought ABAD to discuss the virtual store. “There are many customers who are keen to receive salespeople at their establishment. Net Suprimentos does not have a physical store, but a tele- sales office, which provides personalized service.” 246

Anuário ABAD 2020 | Panorama do Setor ways to help bars and restaurants. In addition to being by service order and 40% increase in the agility of in- CO2 reductions and accident reduction. Through algo- vital to the country’s economy, the industry is also an spection and packaging. There are companies that have rithms that use Artificial Intelligence, the tool that has important sales channel for distribution agents. The obtained 90% reduction in product cuts (when the goods been improved and also studied by an internal team support proposal was discussed alongside ABRASEL, sold are not available in stock), 30% increase in the re- and can be accessed by all Brado customers via the IFB, and SindRio. With the meetings, they came the placement of products at the picking addresses and 25% web so that they can see the amount of emissions and consensus to create a nationwide movement in favor reduction in the time of general inventory count. possible accidents avoided when opting for the train of bars and restaurants to balance the entire chain. in long-distance transportation. Multimodal transport and planning are allies The industry was invited to embrace this cause in to the growth of wholesalers and distributors Up until now, multimodal transport did not have a order to allow establishments to have the minimum Multimodal transport has increasingly been used tool to demonstrate, in a practical way, the extent to conditions to resume their activities and meet their ex- by companies that are aware of the competitiveness which emissions and accidents are reduced when penses, adopting measures such as granting an addi- in strategically using the different modes of transport choosing to transport the cargo by rail in conjunction tional payment period for the first purchases when the available in our country. Despite the strong national with the roads. After the first step with MIT, the pro- establishment is reopened; donation of glassware/re- presence of roadways, rail transportation has become ject is currently being improved to meet the demands opening kits with essential products for the start of the an important pillar of the federal government's infras- of the domestic market and may be launched to the activities and replenishment of the operators’ stocks; tructure agenda in recent years. Great investments market this second semester. donation of protection and sanitation kits to serve cus- that have already been designed before are now a tomers and employees; commercial incentives, pro- reality, such as the renewal of Malha Paulista and the CHAPTER 6 - PERSPECTIVES AND TRENDS motional packs, bonuses on the most representative future resumption of the North-South Railway in the items for the industry; and creation of kits to promote stretch between the Center-West and North regions. Emerson Destro: “I end the mandate the delivery system for operators. Thus, the network Brado is known for operating in railways that con- with a sense of accomplishment” of wholesalers and distributors, which receives 60% nect industry, agribusiness and a domestic market At the end of his second and last term leading ABAD, or more of its revenue from the food service segment, that is eager to consume the most varied products President Emerson Destro takes stock of his activities, could be able to transfer prices, terms and promotions possible, such as consumer goods, cleaning products, recognizing that sitting at the table as the entity's top to bars and restaurants across Brazil. personal hygiene items and food. The strategic pre- manager was a great challenge. Under his command, sence of its multimodal terminals turns the company major strategic changes were made at ABAD. With CHAPTER 5 - LOGISTICS into the best distance between people who produce a lean management and focused on productivity, he and people who consume. Some examples are its took the Annual Convention to a new level, making it Logistics as an ally of good performance units near the railway lines in cities such as Rondo- compact and dense in content. He opened up new po- A distribution center doesn't just store products nópolis (MT), Sumaré (SP) and Cambé (PR). In these litical paths, aiming at a better business environment on shelves and carry them in vehicles. Its operations three municipalities, customers use the highway for for everyone. It mobilized industry representatives are much more extensive and complex. This analysis the short distances and the railway for the long routes, to define strategies for the supply chain, preserving is carried out by Anderson Alves, director of Prática which can reach almost 1,500 kilometers. a healthy and ethical balance between companies. Logística, a company specialized in consulting busi- Multimodal transport does not just represent a And even when the country entered what may be the nesses in various segments. In Alves' opinion, the con- competitive cost for companies. It also offers a strate- worst crisis in world history, caused by the pandem- ciliation between processes, technology and people gic advantage: more management flexibility for those ic of the new coronavirus, the entity was not shaken, can result in a significant increase in productivity and who plan well. From São Paulo to Mato Grosso, the overcoming the difficulties and giving support to the performance. railway transit time varies from 3 to 3.5 days. Aware associate. In a conversation with the ABAD Yearbook, To achieve this conciliation, some factors must be of this, wholesalers and distributors can hire logistic Destro talks about this trajectory and his obstinacy in considered. \"The company needs to define the pro- services according to their local stocks and demands. creating mechanisms to develop the sector more and cesses it will use, such as, for example, the separa- The recent scenario with the coronavirus has also more, adding value to the entire Indirect Channel: in- tion of the goods that were sold and will be sent to shown that the train, over long distances, is more ef- dustry, partners, affiliates, associates and distribution customers. From there, it is necessary to adapt the ficient and safer. The train keeps the cargo better pro- agents. Read the interview below. physical space to the necessary structure, including a tected against theft and even bad weather – Brado, ABAD Yearbook – At the end of his second term good internet connection, and to install the equipment for instance, handles the goods in containers, whether leading ABAD, how do you assess this management? required to carry out the defined processes\". Alves by truck or by rail. The dry, reefer and isotank models Emerson Destro – Being at the head of a nation- highlights that, nowadays, the Brazilian market has can accommodate the most diverse products, ranging wide entity such as ABAD is always a great challenge, technological solutions that allow the good execution from dry to frozen cargo, and even bulk liquids (such which could not be faced without the contribution of of the work. \"Finally, it is necessary to train the teams as oils, fats, extracts, waxes and lubricants). members of the board, the entity's executive team, re- that will perform the service\". Besides the commercial advantages, multimodal gional leaders and the presidents and executives of He points out that continuous optimization reduces transport offers an important benefit to the environ- our state affiliates. Through a coordinated action and costs and promotes high logistic performance in all ment: it is also more sustainable. When the operation joint work, we believe we have made important prog- processes, such as receiving goods, storage, return to is rail-based, it is possible to reduce greenhouse gas ress in favor of the wholesale and distributor sectors the supplier, transfer between addresses, preventive emissions into the atmosphere. The train is capable of during management, adding value to the entire supply and corrective procedures, preparation and separation emitting five times fewer pollutants when compared chain, especially in the relationship with the consumer of orders, dispatch control, shipment, return of prod- to road transportation. In 2019, Brado customers who goods industry and the political agenda of the sector. ucts by customers, among others. used the railway ceased to emit 255,000 tons of CO2, This means that we were able to further expand the When the logistic process does not contribute to the which is equivalent to the emissions made by over dialogue with supplier industries, partners in the sec- company's good results, \"there is a high rate of stock 115,000 cars. tor, to discuss growth strategies and the future of the divergence, defective products, stock ruptures, con- Very soon, Brado will be able to demonstrate to the indirect channel, aiming at greater efficiency in the stant delays in deliveries, excessive overtime, delays market the environmental advantages and benefits search for growth and improvement of profitability for in checking, stocking and separating products, thus brought by multimodal transport. This year, the com- all links in the chain, from industry to small retail. In reducing the level of service and increasing customer pany was chosen as a sustainability case by an MBA the political aspect, we have mobilized our affiliates dissatisfaction\". class from MIT (Massachusetts Institute of Technolo- in order to get closer to the representatives of their Anderson Alves lists some figures that prove the ef- gy). This approach resulted in the development of a States in the National Congress, contributing to ad- fectiveness of good logistics application in a distribution pilot tool for multimodal transport that will calculate dress issues relevant to the sector, especially in the center: 87% increase in the process of cargo separation tax, labor and regulatory areas. Thus, we hope that 247

07 English Version this intense work will be a good legacy for the next we expect for the following years? beginning. In this way, we actively participated in order administrations. Emerson Destro – At the beginning of the year, we to mitigate the effects of the crisis on companies. The wholesale and distributor sector plays a major role in ABAD Yearbook – In these four years of manage- all expected 2020 to be a year of recovery, in which the supply chain, providing thousands of stores with ment at the helm of ABAD, what were the biggest Brazil would have the strength to return to sustain- the supplies that families need. Therefore, we initially challenges faced and how were they solved? able growth. However, the economic crisis caused by had to find the best solutions to continue operating in the pandemic of the new coronavirus has changed a very complex scenario. Another important milestone Emerson Destro – One of the great challenges, this scenario, affecting all productive sectors. Some is, without a doubt, ABAD's Marketplace project, which without a doubt, was the change that we promoted segments, such as the wholesale distributor, tend to is in its initial phase. Through the committee, formed in relation to the ABAD Convention. The format of the be less affected, since we work with basic necessi- by entrepreneurs and consultants, we are modeling event, adopted from 2018, inaugurated a new level in ties, which are mandatory for families, such as food yet another sales channel for the sector, which will the relationship between the wholesale distributor items, household cleaning and personal hygiene. Thus, be key in the future, which has already arrived. The and the supplying industry, with a focus on alignment, despite the difficult scenario, based on data from our proposal is to create a friendly and democratic B2B knowledge production and business generation. To annual ranking and the monthly survey of the ABAD environment that promotes the growth of wholesale achieve this level of excellence, it was necessary to Database, we still believe in modest growth for this and distribution companies. reinforce essential aspects in the entity: governance, year. However, we know that many activities will be management and control, always focused on adding severely affected by the forced shutdown during the ABAD Yearbook – From January 2021, ABAD will value to the supply chain. We have also been working quarantine period, which means that some sectors have a new board and a new chairman. What advice for a tax reform that simplifies taxes and the bureau- should show negative results, and it may take some or suggestion could you offer to the future chairman cracy involved in collecting them. Since the onset of time for full recovery, depending on the government's of ABAD? the management, together with the entities that make action in helping these companies to resume. up the UNECS [National Union of Trade and Services Emerson Destro – My suggestion is that he contin- Entities], we have tried to approach the federal gov- ABAD Yearbook – The coronavirus pandemic will ues to add value to everyone in the supply chain. In do- ernment at the beginning of the current mandate, to certainly leave profound marks on the Brazilian ing so, ABAD will gain more importance and relevance expose the difficulties of the commerce and services economy. How to overcome these challenges? to the market every day. sectors, and we can say that we have won import- ant victories in terms of debureaucratization. We also Emerson Destro – At the beginning of the pandem- ABAD Yearbook - As you leave ABAD's board, had positive outcomes in relation to the adjustment of ic, as well as several sectors, we had to be agile and what are your plans? labor standards and the legislation on cargo transpor- adapt. In the case of our sector, stopping activities has tation, correcting distortions that negatively affected never been an option. On one hand, we have a social Emerson Destro – To conduct the day-to-day busi- companies, such as the dangerousness bonus for responsibility to guarantee the supply of small and ness, working to strengthen the small and medium trucks that already leave the factory with a supple- medium retailers so that they can continue to serve Brazilian retail and growth of our company. I end the mentary fuel tank, certified by the competent agency. Brazilian families. On the other hand, we have an eco- term with a sense of accomplishment. I did my best in It was enough to publish an ordinance by the Special nomic responsibility to preserve the jobs of everyone favor of the sector's associativism. Department for Social Security and Labor of the Min- in this chain, such as industry, wholesale distributor istry of Economy in December 2019 to exclude this and small retailer. We had to reinforce safety and hy- Carlos Alexandre da Costa: Public and private additional. But the issue of the additional danger for giene measures, developed support and protection join forces in favor of the productive sector motorcyclists, which has been going on since 2014, is protocols for internal employees and drivers responsi- In February, when the world was preparing to face still pending. We had close to resolve it, but the pro- ble for transporting goods, we engaged in campaigns the greatest pandemic of the century, the head of the visional measure that corrected the distortion in the to inform and reassure society, and most of our com- Special Department for Productivity, Employment and text did not go through. It is part of the political game. panies managed to avoid layoffs. Looking to the future, Competitiveness (Sepec) of the Ministry of Economy, We cannot give up. We must continue to fight for a I would say that the pathway for companies is to con- Carlos Alexandre da Costa, began reorganizing the solution. tinue in search of greater productivity and efficiency agency to face the challenges that were to come. In this that will allow them to recover the losses faced during interview given to the ABAD Yearbook, in the first half of ABAD Yearbook – In the political sphere, how do the pandemic, while the government will need to in- August, the Department Secretary details the actions you assess ABAD's work? crease efforts in order to reduce the bureaucracy of that were developed with a view to preserving “the the relations between the productive sectors and the health of the population and the economy”. Economist, Emerson Destro – I believe that we have advanced State, more and more promoting competitiveness so with a PhD in Economics from the University of Califor- a lot in this aspect, due to a series of factors. The cur- that we may grow again. nia (USA), Carlos Alexandre da Costa says that the cou- rent government, among all the recent governments ntry is returning with intensity to the path of prosperity. in the country, is certainly the one that opened the ABAD Yearbook – Please mention a project or And he adds that it is possible to do more and faster, most space for dialogue with the business commu- program that, in your opinion, was essential to boost thus accomplishing a lot when the public sector joins nity, being willing to listen to the difficulties and con- ABAD's work as a spokesperson for the wholesale the private sector. Read the interview below. tributions to boost the growth of the economy. In ad- distributor segment. ABAD Yearbook – The impacts of the pandemic on dition, ABAD's participation in UNECS, which is also a the economy are undeniable. What were the main very active entity from a political point of view, and Emerson Destro – It was four years of intense ac- actions of the Ministry of Economy, coordinated its proximity to the Parliamentary Front for Trade, Ser- tion by ABAD's board and state affiliates in favor of by Sepec, to mitigate the coronavirus crisis in the vices and Entrepreneurship [FCS], one of the largest the political agenda. We were in Brasilia for meet- productive sector? And how much has already been and most active members of the Congress, also had ings with members of the Legislative and Executive invested? a significant impact. positive. Finally, at the level of branches, always aiming to find solutions to the sec- Carlos Alexandre da Costa – We are experiencing the States, we were able to count on the broad en- tor's demands. But I believe that a milestone in this a dramatic and unprecedented situation in Brazil and gagement of our affiliates, who increasingly relate to management was our performance in relation to the in the world. We had to be agile and quick in the face the federal deputies and senators of their regions to crisis generated by the coronavirus. Since the pan- of the intense volatility that started to mark our daily expose the sector's issues and request their support demic broke out in the second half of March, we have lives. Our objectives from the beginning were to pre- in voting on bills relating to the wholesale distributor acted intensely to answer questions in the sector and serve the health of the population and the economy, activity. Therefore, we assume the role that we have to calm society in relation to supply. We made several in the certainty that we will overcome this pandemic in the political debate and become the protagonists of announcements with guidelines on how to deal with and we will emerge stronger for a better future. In Feb- the country's changes. the pandemic, we highlighted the law that classifies ruary, given the initial warnings about the expansion the sector as an essential activity, we presented pro- of Covid-19 in the world, we carried out a first survey ABAD Yearbook – In the economy, Brazil has expe- posals to the Ministry of Economy, being part of a crisis of the situation, with 173 companies and entities in rienced ups and downs in these four years.What can committee of the trade and services sector from the 248

Anuário ABAD 2020 | Panorama do Setor the productive sector from all regions. Based on that, as Sectorial Barometer. We use primary sources of destination. we made the decision to reorganize Sepec into 12 information, such as the consumption of electricity ABAD Yearbook – The emergency measures strategic task forces, responsible for monitoring and in the system connected by industry or the evolu- coordinating the Brazilian productive sector. The coor- tion of consumption by credit card. With these data, helped to improve the business environment and dinators of these 12 task forces started to meet daily we started to monitor the different production chains showed the importance of simplification and debu- as in a large command center. They were responsible practically in real time, to follow the evolution of the reaucratization. What Sepec initiatives/programs for connecting all sectors of the economy and all ar- economic impact and to establish the priorities for can contribute to the continuous improvement of eas of government, in order to optimize the process action. SEPEC has developed its own and unprece- this environment? of identifying and implementing the best solutions to dented technology with the objective of monitoring the issues pointed out by associations and entities the behavior of each sector with the utmost accuracy. Carlos Alexandre da Costa – SEPEC is working on representing the productive sector. As of the first We also identified sector dynamics in other countries a series of programs to simplify, de-bureaucratize and week of August, we had received 3,005 contributions and established projections for Brazil, assessing the deregulate the business environment in Brazil. Many sent by more than 670 entities. Of this total number best practices adopted worldwide. As it is responsi- of them are already underway, such as the regulatory of contributions, 1,479 were implemented in full or in ble for the relationship with the productive sector, the improvement policies that help across all sectors of part by the Federal Government. The contributions proximity of SEPEC and the permanent contact with the economy. Sectorial programs and measures are were divided into eight central themes: Tax, Credit, the main representatives of different segments made also being developed, especially for sectors most af- Regulatory, Budget, Labor, Security, General Themes all the difference to overcome this challenge. The Ba- fected by the effects of the pandemic. News should and Comex. To cope with the contributions received, rometer covered 48 sectors of the economy. Hence, it be presented in the coming weeks, in the context of the Federal Government implemented more than 200 was possible to monitor the comparison of the level post-pandemic economic recovery plans. actions organized on seven fronts: Cash Flow Relief, of economic activity in each sector, in relation to their Credit, Insurance and Guarantees, Preservation of respective activity of two and four weeks prior to the ABAD Yearbook – The importance of micro and Responsible Consumption, Debureaucratization, La- reference date. In addition to the weekly monitoring small companies to the country's economy is un- bor Simplification and Maintenance of the Supply of of the sectors, we also created an index of Covid-19 deniable, especially for the resumption of economic Goods and Services and Sectorial Measures. Actions impact in the sectors. The index was calculated by activity.What is the way to increase the productivity were taken to assist the productive sector, increase means of three main components: the sector's share of micro and small companies? Is Sepec working in and facilitate credit instruments, foster protective and in the total Brazilian labor force, the sector's share in this sense? job preservation actions, monitor the impacts on the the Total Added Value of the Brazilian Economy and in- economy, management and articulation in real time dicators for multiplying employment, income and eco- Calos Alexandre da Costa – Micro and small com- so as to expand and guarantee the supply of critical nomic product of the specific sector in the economy panies (MSEs) are key for the resumption of econom- items to the system of health and support, structure as a whole. With the index in hands, it was possible to ic activity. MSEs alone can be responsible for an in- and dialogue with different startups. SEPEC's activi- create a scale of sectorial criticality, this scale being crease of 4 percentage points of the Gross Domestic ties were also focused on seeking solutions to issues extremely important to dictate the sense of urgency Product (GDP) in 10 years. Currently, the productivity such as, for example, the supply of products like pul- in the elaboration of each measure adopted by the of micro and small companies is equivalent to 22% monary ventilators for the most serious patients and Government to mitigate the effects of Covid-19 in the of the country's large companies. If this percentage protective masks intended to be used by health pro- productive sector of the Brazilian economy. reached 60%, Brazil could grow more than 4% per year fessionals and the population. Another large-scale for 10 years. The work to increase the productivity of action concerns helping to make financing feasible ABAD Yearbook – One of the main claims of the MSEs is divided into five axes: 1 – Formalization: the for companies to pay the payroll, in addition to main- productive sector was the release of credit lines to experience of formally undertaking has to be simple taining their activities and employees. All of these guarantee the survival of companies in the period of and easy. It is not enough to just open an CNPJ. Micro emergency initiatives were carried out in a close col- isolation. Although the government has released re- and small companies, despite being formalized, often laboration with companies, ranging from micro and sources, most micro, small and medium-sized compa- do not issue a tax receipt on purchase and sale and small to medium and large companies, as well as their nies have had difficulty accessing money. How was do not employ formally, for example. It is necessary to associations. In the financial aspect, the emergency this issue sorted out? How much credit was made simplify the business environment so that companies measures to combat the Covid-19 crisis have already available and how much was actually borrowed? are truly formalized. And we know that formalization spent more than R$ 270 billion, and can reach up to brings a big gain in productivity. 2 – Access to cred- R$ 510 billion by the end of the year. The main actions Carlos Alexandre da Costa – The Federal Gov- it: a historic difficulty for micro and small companies! taken by the government were: emergency assistance ernment has made available so far more than R$ There are two main barriers that we need to reduce, to vulnerable populations, tax deferrals (Simples fed- 80 billion in resources, to facilitate access to credit so that entrepreneurs have greater access to loans: eral, INSS, PIS/PASEP, IOF, PIS/COFINS), simplification by micro, small and medium-sized companies. This information asymmetry and lack of real guarantees. of work (suspension of contracts, reduction of hours, amount is being used either as financing or as col- The Pronampe (National Support Program for Micro facilitation for home office, debureaucratization of lateral and can reach up to R$ 160 billion in credit and Small Enterprises) showed that, if we act on face-to-face obligations, improvements to the over- granted until the end of the pandemic. Of the total these two fronts – reducing information asymmetry time bank system), suspension of ancillary obligations made available to date, more than R$ 30 billion have and granting guarantees – credit reaches their desti- and emergency credit policies (Pronampe, FGO, FGI, already reached their destination and are in the com- nation. For this reason, one of our focuses at SEPEC is BNDES emergency lines, BNDES and Caixa standstill, panies' cash register, providing entrepreneurs with a the development of a National Guarantee System. 3 – interest reduction, reduction of bank compulsory). chance to maintain their activities. It is important to Entrepreneurial training: we need to support our micro note that the largest credit measure announced so far, and small companies, so that they develop managerial ABAD Yearbook – It is known that the intensity of the Emergency Credit Access Program (PEAC/FGI), capacity and innovation capacity, the ability to reach the crisis is different for each segment, how was it was approved on July 27 by the National Congress. a new level of business, management, value cre- possible to map and identify the need for each sec- The PEAC/FGI, alone, has the potential to grant more ation, and training people. As an example of SEPEC's tor? Has a structure been created? How did it work? than R$ 80 billion in working capital credit to small performance in this regard, we have the Brasil Mais and medium-sized companies. The PEAC/FGI, which project, the largest training program for companies in Carlos Alexandre da Costa – One of our task forces was recently sanctioned by President Jair Bolsonaro, Latin America, which is being developed in partner- was set up precisely with the mission of monitoring is managed by SEPEC and BNDES, which acts as a ship with Sebrae, Senai and ABDI (Brazilian Agency for the effects of the pandemic on the economic activi- “guarantor” for operations carried out under the Guar- Industrial Development). The program will serve 200 ty. SEPEC, by using a diversified matrix of sources of antee Fund for Investments (FGI) - a guarantee fund thousand companies by improving the managerial and information and data from Brazilian Federal Revenue managed by the institution. We are confident in the productive capacities of this business. 4 – Digitali- invoices, prepared a technical report that we named Federal Government's efforts to make credit reach its zation: the adoption of digital technologies presents itself as the fastest and least cost way to provide pro- ductivity gains, especially in small and medium-sized 249

07 English Version companies. This process is even more necessary in this challenging and extremely volatile moment that that Pronaf [National Program for Strengthening Family a post-pandemic context. SEPEC, through the Brasil we are facing and overcoming is the sense of urgency. Agriculture] represented for the field. This credit line is Mais Program, will also promote the digitalization of No more wasting time. As I described when we com- guaranteed up to 100% of Banco do Brasil's Operations Brazilian companies. In addition to the 200 thousand mented on the confidence in the resumption, all those Guarantee Fund, and the National Treasury contribut- companies that will be served in phase 1 and will have actions are possible to be accomplished, we wish ed R$ 15.9 billion to the Program. Hiring operations is initial training for digitization, phase 2 will digitalize to do it and we are here in the government for that. streamlined, mainly at Banco do Brasil, which reached the businesses of 50 thousand companies. Moreover, Since the beginning of the year, we have had a fan- the limit set by them of R$ 3.7 billion, and by Caixa SEPEC coordinates the Chamber of Industry 4.0, which tastic learning experience and the great conclusion, Econômica Federal, which has already reached R$ 1.5 developed an action plan for Industry 4.0 focused on 4 the great lesson we have learned from all this is that billion. axes: innovation, human resources of the future, pro- you can do more and faster, you can do a lot when duction chains and regulation. 5 – Exports: Only 0.7% the public sector joins the private sector. When these ABAD Yearbook – During this pandemic, Sebrae of our exports come from micro and small companies. two are united for a cause, there is no force capable has offered several free courses. Was there an in- This is one of the lowest figures in the world. We need of containing them. With the public sector and the pri- crease in demand for these courses? to work on the endogenous barriers of companies, vate sector having common ideals, anything is pos- help them to mature their products and processes so sible and can be done with a previously unthinkable Carlos Melles – According to a survey carried out by that they are prepared to export, as well as work to re- agility.This is the greatest learning experience and has Sebrae, enrollments in courses offered by the institution duce the exogenous barriers inherent in the complex been proven in practice. grew significantly in the first three months of social iso- business environment that still persists in Brazil, but lation. Over the past year, 1.1 million entrepreneurs have that we are working day and night to improve. Carlos Melles: “We need to expand taken Sebrae courses. In 2020, the number of students and make access to credit easier” enrolled in these courses has already reached the re- ABAD Yearbook – How do you see Brazil in the Originally from São Sebastião do Paraíso, Carlos cord mark of 1.5 million people. The most sought-after post-pandemic? What is the path to recovery? Melles, president of Sebrae, was a federal congress- course is Digital Marketing, which went from 60,000 man for six legislatures (1995 to 2018). And, as a interested, in 2019, to 177,000 this year, moving from Carlos Alexandre da Costa – I see Brazil with a lot parliamentarian, he was the chairman of the Special second to first place among the most searched content. of confidence and optimism. We are already returning Committee on Microenterprise installed in the House With the pandemic, many entrepreneurs were forced to with intensity to the path of prosperity. We established of Representatives that approved the General Law on close their doors and start selling their products online, two very clear fronts that we named The Unlocked Micro and Small Business in 2006. In this interview to keep their businesses running. The marketplace, a Brazil The Brazil of Tomorrow.These fronts were struc- with the ABAD Yearbook, Melles says that micro and platform hitherto adopted by a few, has become not tured based on four transforming axes. One of them small companies account for 99% of all companies in only a business possibility, but a necessity for surviv- is the Cost Reduction Brazil, which sucks more than the country and are responsible for generating 50% al. Companies started looking more for Sebrae to learn R$ 1 trillion a year from our economy. In this regard, of formal jobs. They also stand for 27% of the national how to use digital tools and sell over the internet. Last we are attacking with the format of the Continuous GDP. This universe of entrepreneurs, however, faces year, around six thousand people per day enrolled in the Improvement of Competitiveness Program, a set of two major obstacles: difficulty in accessing credit and course, but in 2020 the daily average is around 11 thou- actions for the improvement of the Business Environ- the low capacity for innovation. Read the interview sand entrepreneurs; and in April, this mark reached 15 ment and the Pro Legal Security. Another fundamental below, in which he explains what the entity is doing to thousand interested people. axis is the Competition for Prosperity, which includes raise the level of competitiveness of these companies. the Construction Shock, the Health Market Shock and ABAD Yearbook – Public and private financial in- ABAD Yearbook – Brazil is a country of entrepre- the Competition for Resumption. We also have the stitutions have offered several credit lines for micro, neurs, and many researches point this out, but what axis of the Great Deregulation, which the press, just small and medium-sized companies to face the con- is missing for Brazilians, or for Brazil, to be really the other day, said in a note that it would be a wild sequences of the Covid-19 pandemic. It turns out competitive? process of deregulation; but, in reality, there is nothing that, for several reasons, these resources do not more saving than the excess of regulation in Brazil. In reach their recipients. What can Sebrae do to help Carlos Melles – The two biggest obstacles faced by this field, we are also preparing measures to increase solve this problem? Brazilian entrepreneurs in raising our level of compet- professional freedom. And, to finish it off, we set up the Carlos Melles – We are working with the federal gov- itiveness are the difficulty in accessing credit and the BRASIL 4.0 axis, which places Brazil on the agenda of ernment and Congress to create new lines of credit for low capacity for innovation. Only with the diffusion of the great modern, prosperous and entrepreneurial na- small businesses and to strengthen credit guarantee innovation among the universe of micro and small com- tions. Within Brasil 4.0, we included Innovative Entre- systems for these entrepreneurs. A weekly survey by panies will we be able to make the leap in competitive- preneurship and Startups, Digitalization of Companies Sebrae showed that between the onset of the pandem- ness and productivity that the Brazilian economy needs. and Markets, Simplified Formalization for SMEs and ic, in March, until June 19, the number of lines of credit Thus, we need to qualify Brazilian entrepreneurs and Access to Credit. With a program like this, a portfolio aimed specifically at small businesses (MEI, micro and facilitate the access of these small business owners to of projects like this, we are confident that Brazil will small companies) leaped from 33 to 177. We are also new sales, production and management technologies. move forward quickly and simultaneously in both the working to increase the volume of partner institutions According to the latest GEM [Global Entrepreneurship economic and social aspects. There is a lot of work for the operation of the Guarantee Fund for Micro and Monitor] survey, from 2019, even before the pandemic, to be done, the country needs to look more at human Small Enterprises [Fampe]. As of June 25, we already Brazil was already the fourth country with the high- capital, reduce labor costs and increase professional had 12 organizations, including public and private banks, est proportion of entrepreneurs. Also, according to the training. Companies need to have facilities to honor credit unions and development agencies. In the opera- GEM survey, 38.7% of the adult population was already taxes, it is unacceptable and the time-hour spent to- tion of the agreement alone, signed with Caixa for the in charge of a project, whether formal or informal, or day to pay taxes has to be reduced. We need to attack granting of assisted credit, with resources from Fampe, performed, in the last 12 months, any action aimed at and combat informality and tax evasion, improve the R$ 1.8 billion has already been granted in credit for more having a project in the future. And this year, this figure structure of telecom and urban mobility and increase than 22 thousand small businesses. We have also talk- is expected to grow due to the difficulty in finding a job. the sanitation network. Reduce the cost and increase ed with bank officials, especially Caixa and Banco do The central point is that the average profile of people the quality of our logistics. This is our purpose and this Brasil, and with the federal government to see how it is who try to become entrepreneurs is still not ideal, as is the agenda that can no longer be postponed. possible to expand credit for Small Businesses. Sebrae most are not prepared for it yet. We need to train them, supported the creation of Pronampe [National Program to prevent them from go bankrupt right ahead. ABAD Yearbook – Invariably, a major crisis brings of Support for Micro and Small Enterprises], which lessons. What do you believe is the main lesson of brings to the micro and small companies the success ABAD Yearbook – What is the biggest issue faced this negative scenario? Is there anything positive to by Brazilian micro and small companies? be highlighted from an economic point of view? Carlos Melles – In the current situation, there is Carlos Alexandre da Costa – The great learning of no doubt that the biggest difficulty faced by small business owners is the drop in demand and the con- sequent difficulty in balancing cash flow. With the 250