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: maior 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

USHI_11944.062020 ISQUEIROS DESCARTÁVEIS DESIGN MODERNO, QUALIDADE SUPERIOR CHAMA AUTORREGULÁVEL CORPO DE NYLON PREÇO ACESSÍVEL CABE NA CARTEIRA DE CIGARRO DISPONÍVEL NOS TAMANHOS ORIGINAL E MINI

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

AF_Anúncio_GfK_Junho20_208x274mm.pdf 1 25/06/20 17:58 Ser figital é o “novo normal” • Como atrair e reter meu cliente? • Como lidar com a síndrome da “selfie”? • Como construir uma experiência positiva para minha marca? GfK Shopper Journey Compreenda de forma definitiva a jornada de compra online do consumidor mapeando os principais KPIs que impulsionam seu desenvolvimento no e-commerce. www.gfk.com Quer saber mais? Envie uma mensagem para [email protected]

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 desenvolvimento crédito pelas micro, pequenas e médias em- Anuário ABAD - É inegável a importância de um Sistema Nacional de Garantias. 3 - Ca- presas. Este montante está sendo utilizado ora das micro e pequenas empresas para a pacitação empresarial: precisamos apoiar como financiamento, ora como garantia e pode economia do País, principalmente para a as nossas micro e pequenas empresas para atingir até R$ 160 bilhões em crédito concedido retomada da atividade econômica. Qual é o que elas desenvolvam capacidade geren- até o final da pandemia. Do total disponibilizado caminho para ampliar a produtividade das cial e capacidade de inovação, capacidade até agora, mais de R$ 30 bilhões já chegaram micro e pequenas empresas? A Sepec está de alcançar novo patamar empresarial, de na ponta final e estão no caixa das empresas, trabalhando nesse sentindo? gestão, de criação de valor, de formação de dando um fôlego para que o empreendedor Calos Alexandre da Costa - As micro e pe- pessoas. Como exemplo da atuação da Se- possa manter suas atividades. É importante quenas empresas (MPEs) são fundamentais pec 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



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

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

07 English Version PET: MARS that makes available to ABAD members and its 27 State of since its creation, is the outcome of 14 organizations ALCOHOLIC BEVERAGES: HEINEKEN Affiliates more than 30 selected suppliers in the areas joining forces and representing around 850 companies of information technology, logistics, general services, that use or produce packaging, aiming at the implemen- HIGHLIGHTED CATEGORIES insurance, health, forklifts, trucks and automobiles, with tation of the Reverse Logistics of non-hazardous packag- Also during Encontro de Valor, the results of the Fea- prices and special conditions.A publication to be always ing waste, in order to ensure that the packaging that ar- tured Categories study, produced by the consulting firm referred to. rives on the market is properly disposed of and recycled. Nielsen, are published, which points out the 35 prod- uct categories that stood out the most in 12 months, ABAD INSTITUTE Through its Communication Committee, Coalizão presenting the best performance in approximately NATIONAL REPRESENTATIVE OF THE ABAD INSTITUTE: Embalagens is responsible for campaigns aimed at 400 thousand points of sale in the small retail across making the population aware of the existing methods of the country. The survey is important for wholesalers Alexandra de Oliveira Destro non-generation, reduction, reuse, recycling and proper and distributors, who, from it, make up the ideal mix [email protected] disposal of packaging. These campaigns demonstrate of goods, and also for the definition of more efficient COORDINATOR: how citizen participation is essential to enable the Re- strategies for distribution and product exposure. For the Sandra Rocha Caldeira verse Logistics System. industry, the study contributes to redefining commercial [email protected] and marketing strategies based on the performance of One of Coalizão Embalagens’ main initiatives is the its products at the point of sale. The result of the survey The ABAD Institute (IABAD) was created in 2006 with “Separe. Não Pare” (“Separate it. Do not stop”), available is published in the November issue of the Distribuição the aim of being the social arm of the wholesale and at separenaopare.com.br, which seeks to inform, inspire magazine. distributor segment. Its role is to articulate and mobilize and mobilize the Brazilian population to properly sepa- and establish partnerships with industries, non-gov- rate and dispose of domestic waste. ABAD BUSINESS CENTER ernmental and governmental organizations to promote The ABAD Business Center (CNA), under the respon- actions in the social and environmental areas. In 2010, FUTURO CONSCIENTE (“CONSCIOUS FUTURE”) PROJECT sibility of ABAD’s Commercial Relationship structure, it received the qualification of OSCIP (Civil Society Orga- The Future Conscious Project was developed by the aims to develop good suppliers of products in common nization of Public Interest), which allows investors and ABAD Institute in partnership with BOOMERA to com- use in the sector, offering members differentiated pric- donors to deduct as an expense the amount invested or ply with the provisions of environmental legislation (Act es, terms and service. donated up to the limit of 2% of the operating profit. See 12,305/10) and the Sectoral Agreement for reverse CNA is one of the most important services offered by below the activities developed by IABAD. logistics. Its role is to establish partnerships and offer ABAD to Distribution agents throughout Brazil, through the industry, free of charge, places with a large flow of its 27 state affiliates, aiming to facilitate the relationship ENVIRONMENTAL ACTIONS public, especially in retail stores or in self-service whole- between associates and suppliers, it contributes to in- sale stores throughout Brazil, for installing the Voluntary crease the productivity of companies and strengthen NATIONAL SOLID WASTE POLICY Delivery Points for Recyclable Materials (PEVs). the wholesale distribution activity. In 2010, Act 12,305 instituted the PNRS (National The project also provides for consumer environmen- Solid Waste Policy) and determined measures to reduce tal education actions to reduce waste generation and PUBLICATIONS the environmental impact of the consumption of indus- proper disposal of post-consumer packaging, in addition ABADNEWS trialized products and their packaging, in addition to de- to encouraging partnerships with collectors’ coopera- Published weekly, the newsletter, online, brings the fining the shared responsibility of all waste generators tives contracted as reverse logistics service providers, main information related to the Association and the and instituted the reverse logistics of post-consumer helping to professionalize and increase the income of wholesale distribution activity, in addition to subjects of packaging. cooperative members, with a relevant social impact. interest to the sector, such as consumption, legislation, The Reverse Logistics System is one of the main in- politics and economics. During the ABAD Annual Con- struments of PNRS and a tool for the implementation SOLID WASTE MANAGEMENT PLAN vention, it is broadcast daily.ABADNEWS is produced by of shared responsibility for the life cycle of products. The Solid Waste Management Plan (PGRS) is a tech- the Entity’s Communication Advisory. PNRS also envisaged Sectoral Agreements to ensure nical document required by law from all companies that, the coordinated performance of the various segments as a result of their activity, generate waste. The Plan DISTRIBUIÇÃO MAGAZINE that participate in the life cycle of packaging used identifies and quantifies the generation of each type of Official publication of ABAD and the wholesale dis- throughout the supply chain (industry, wholesalers and waste and indicates the environmentally correct ways tributor sector. Its content brings information that is distributors, retail, waste pickers’ cooperatives, public of handling it until its final destination. always up-to-date and of importance to the executives authorities). The PGRS, also provided in the National Solid Waste responsible for strategic planning and decisions in com- Policy, is defined individually for each physical unit of panies. Published almost 30 years ago, the magazine SECTORAL AGREEMENT the company and is generally required by the municipal circulates with eight editions throughout the year and is The Sectoral Agreement for packaging of non-haz- environmental agency. It can often be a condition for is- presented in printed and digital formats, the latter with ardous products was signed in November 2015 by suing a business license. In order to help its associates exclusive and interactive content. the Ministry of the Environment (MMA) and 22 secto- and/or affiliates to comply with legal requirements, IA- rial entities, including ABAD. The companies that are BAD entered into partnerships with qualified companies ABAD YEARBOOK signatories to the sectoral agreement, intermediated for preparing the PGRS, such as Ecounity. The ABAD Yearbook is a permanent source of re- and accompanied by Coalizão Embalagens, undertake search on data from the wholesale and distributor to invest in structuring actions with cooperatives as SOCIAL ACTIONS market, bringing trends and news in technology and a way to improve the administrative, operational and services. It also contains the detailed structure of ABAD productivity capacity of these entities in the recovery NA MÃO CERTA (“IN THE RIGHT LANE”) PROGRAM and the activities of the Entity and its state affiliates. As and processing of post-consumer packaging and oth- Since 2008, ABAD, through the ABAD Institute, has a result of the partnership with Public Projetos Editori- er reusable and recyclable materials in the face of local signed the Business Pact Against the Sexual Exploita- ais,the Yearbook has national circulation and is present- challenges in urban waste management. On its website, tion of Children and Adolescents on the Brazilian High- ed in printed and digital versions, with vast multimedia ABAD makes the Adherence Term to the Sectoral Agree- ways of the Na Mão Certa Program, developed by Child- content. ment available to companies associated with it and/or hood Brasil. The Na Mão Certa Program brings together its state affiliates, in addition to extensive information companies with the objective of promoting a wide union CENTRAL BUSINESS GUIDE material. of efforts to end the sexual exploitation of children and The Central Business Guide is an important vehicle adolescents on Brazilian highways, seeking to sensitize COALIZÃO EMBALAGENS the truck driver to act as an agent to protect children Coalizão Embalagens, which ABAD has also been part and adolescents on the roads, reporting situations risk 234

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

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

Anuário ABAD 2020 | Panorama do Setor tributor Law) their respective segments: a special committee of the Chamber of Deputies in late - Marketing of Non-Prescription DMedication (MIP) in Brazilian Association of Wholesalers 2018 and taken over by Senate President Davi Alcolum- supermarkets and similar establishments; bre, where it is being processed. Former Deputy Luiz - Regulatory framework for cargo transportation; and Distributors (ABAD); Carlos Hauly was the rapporteur of the proposal when it - Tax simplification; Brazilian Supermarket Association (ABRAS); was processed in the Chamber. PEC 45/2019, authored - Reframing the taxation of the Commercial Representa- Brazilian Association of Shopping Centers (ABRASCE); by Deputy Baleia Rossi, is awaiting approval by a special tion activity at Simples; committee of the Chamber. - Update of the law that regulates the Commercial Rep- Brazilian Association of Bars and resentative activity. Restaurants (ABRASEL); Although these two proposals are similar in essence, - Bureaucratization and relaxation of laws that harm the there are significant differences between them. In PEC sector Brazilian Association of Automation 110/2019, IBS will replace nine taxes: IPI, IOF, PIS, Pasep, The defense of these claims is gathered in printed for Commerce (AFRAC); Cofins, CIDE – Fuels, Education Salary, ICMS, and ISS. material that is handed over by ABAD management to PEC 45/2019, in turn, replaces five taxes: IPI, PIS, Co- authorities and parliamentarians during visits, hearings Brazilian Association of Shopping Merchants (ALSHOP); fins, ICMS, and ISS. Regarding the Selective Tax, PEC and institutional events. National Association of Building 110/2019 will be levied on operations with oil and its For better monitoring the activities, ABAD’s Vice-Pres- Material Traders (ANAMACO); products, fuels and lubricants, natural gas, cigarettes, idents appointed as Leaders of this Committee are re- electricity, and alcoholic beverages, among other oper- sponsible for specific topics, as follows: Confederation of Brazilian Trade and ations. In PEC 45/2019, there is no description of which • Juliano César Faria Souto - PL Distribution Business Associations (CACB) products or services will be subject to this tax. The pro- • Leonardo Miguel Severini - ICMS and Tax Simplification posal only determines that it will be charged to discour- • José Luis Turmina - Regulatory Framework for Trans- and National Confederation of Merchants (CNDL). age consumption. port and Hazardous Cargo • Hellton Veríssimo Marinho Diniz - MIP (Non-Prescrip- TAX REFORM Impacts tion Medication) While Congress commits to analyzing the propos- Confusing and complex, the Brazilian als, entities are mobilizing to assess the impact that FCS tax system may be changed changes in the current tax system may have. The Na- The Parliamentary Front for Trade and Services (FCS) Two months and two days.That is the amount of time tional Union of Trade and Services Entities (UNECS), an is one of the most active in the National Congress, com- spent by Brazilian companies paying taxes, according to organization that encompasses the nine largest entities posed of about 270 deputies and senators. Chaired by the Doing Business 2020 report, released by the World in the sector, and of which ABAD is a member, commis- deputy Efraim Filho (DEM/PB), it was installed in the Bank. The exact calculation indicates 62.5 days, or 1,501 sioned a study in this regard from FIA, which is being co- National Congress in April 2015. FCS monitors bills in hours per year.This calculation places Brazil at the top of ordinated by Professor Nelson Barrizzelli. The question progress that have a direct impact on the trade and ser- the list, among 190 countries, in time spent paying taxes. behind this request is: if a tax reform is approved, will vices sector, with the support of ABAD’s Political Agen- The second place is occupied Bolivia, with 1,025 hours the tax levied remain the same, increase, or decrease? da Committee and UNECS. per year. In OECD countries (Organization for Economic “With this study, we intend to show what the situation Cooperation and Development), this time amounts to of each of these nine entities is in relation to the collec- UNECS 158.8 hours, or 10.5% of the time spent in Brazil. In Latin tion of taxes and how it will look, depending on which The National Union of Trade and Services Entities America and the Caribbean, the time is 317 hours, which of the proposals in progress is approved in Congress,” (UNECS) emerged in 2014, with ABAD as one of the correspond to 21% of the Brazilian index. For those who explained Professor Barrizzelli. founding entities. Working with the Legislative and the were amazed at the time that companies spend to keep To conduct this survey, Barrizzelli sent questionnaires Executive, its main purpose is to strengthen the sectors up with the Treasury, in the first World Bank study in to companies appointed by their respective entities. of commerce and services in Brazil, contributing to the which Brazil was cited in 2014, the total hours required Each entity appointed six to eight companies, all of them debate and exchange of ideas on topics of interest to was 2,600. large-sized. The mapping of responses will become a the sectors it represents. “Brazil has one of the most insane tax systems in the report that will be forwarded to UNECS. In Barrizzelli’s world,” said Professor Nelson Barrizzelli, researcher at opinion,the two proposals from the Legislature are quite UNECS Strength in Numbers Fundação Instituto de Administração (FIA), adding that it similar, and thus, they are likely to become a single proj- 1) Revenue of R$ 1 trillion (15% of GDP) is astonishing for foreign investors. “One time, a French ect. “Brazil is in urgent need of a tax reform. We cannot 2) It generates 22 million formal jobs across the coun- company interested in investing in Brazil asked for in- accept the loss of so much time to pay taxes,” he said, try formation about our tax system. When I finished the adding that, in addition to being complex, the current 3) It is responsible for 83.7% of food and beverage explanation, the company gave up on the investment,” system is extremely bureaucratic. sales in Brazil he said. 4) It accounts for 65% of credit and debit card opera- To change this reality and simplify tax collection Government proposal ends PIS/Pasep and Cofins tions in the country in Brazil, three proposals are being discussed at the The federal government also forwarded its contribu- 5) It operates 100% of food service sales in the na- National Congress that change the Constitution and tion to tax reform to Congress. In fact, the bill submitted tional territory produce profound changes in the current tax system. to the presidents of the Chamber and Senate in late July A mixed commission of 50 parliamentarians set up on is the first part of a broader proposal to reform the Bra- UNECS - Main Flags February 19, analyzes PECs (Proposed Amendments to zilian tax system. This first text establishes the Social 1) Simplification of tax legislation the Constitution) 110/2019 and 45/2019. The initial idea Contribution on Transactions with Goods and Services 2) Marketing of MIPs (non-prescription drugs) at retail was that the result of this commission would be vot- (CBS), replacing PIS/Pasep and Cofins, with a single 3) Reduction in bank spread ed on May 5. The pandemic caused by the coronavirus, rate of 12%. The project should be incorporated into the 4) Convergence of fiscal and tax reforms however, changed these plans. In late July, the Federal processing of the two other proposals in progress: PEC 5) Adjustment of the regulatory framework for the Government submitted its reform proposal (see article 45/2019,from the Chamber, and PEC 110/2019,from the transportation of hazardous products on page X). Senate (for more information about these projects, read 6) Reduced bureaucracy in the business environment In essence, the two proposals originating from the the article on page X). Legislature aim to simplify and rationalize taxation on The government text aims to make CBS a non-cumu- Today, UNECS is made up of nine of the the production and marketing of goods and provision lative tax, unlike PIS/Pasep and Cofins, which are cu- largest Brazilian institutions representing of services, a tax base currently shared by the Federal mulative. These taxes are levied on the total amount at Government, States, Federal District, and Municipalities. all stages of the production or marketing chain, includ- Both propose the elimination of several taxes, which would be replaced by a Tax on Goods and Services (IBS), designed along the lines of the Value Added Tax (VAT), levied in most developed countries. They also establish the Selective Tax. PEC 110/2019 is actually PEC 293/2004, approved by 237

07 English Version ing tax payment in the previous stage. Non-cumulative gether had a turnover of R$ 162.5 billion, an increase and wholesale with delivery, 64%, intend to increase in- taxes are levied only on the added value of each stage. of 4.2% in relation to the previous year. For ABAD’s vestments. In e-commerce, only wholesale with delivery chairman, Emerson Destro, the strong participation of should increase the resources allocated, with 50% of In the presentation of the project in Congress, the the sector in the market is due to the strength of inde- the intentions. Investments in telemarketing, on the oth- Minister of Economy, Paulo Guedes, stressed that it is pendent retail.“It is the indirect channel, strengthened er hand, are expected to grow in wholesale with delivery only the first part of the government’s contribution and by the industry, which supplies small and medium (50%) and in distributors (47%). that other texts will be submitted. One of these mea- retailers, that is growing. This movement shows the sures will be the restructuring of the Tax on Industrial importance of the wholesale and distributor sector in Social Responsibility Products (IPI), to transform it into a selective tax, focus- both the economic and social aspects”. Nelson Bar- As revealed in previous editions of the ABAD/Nielsen ing only on a certain set of goods, especially those that rizzelli, FIA's project coordinator, adds up that, without Ranking, companies in the sector maintain the allo- have negative health consequences, such as alcoholic the indirect channel, it would be impossible to supply cation of resources for the development of social and beverages, cigarettes, and sugar-based food. Another the 5,570 Brazilian municipalities, many of them locat- environmental projects. The highest percentage is in proposal will be a change in the Corporate Income Tax ed in regions far from urban centers, where the large the wholesale of self-service, with 90% of respondents (IRPJ), with a reduction in the tax burden on companies retail chains do not reach. claiming to carry out social responsibility programs. in exchange for the taxation of dividends. Finally, the Then comes wholesale with delivery, 70%, distributors, government also intends to submit a project to end the The 667 responding companies in the ABAD/Niel- 68%, and counter wholesale, 40%. The largest invest- employer’s contribution on the payroll, aiming at reduc- sen 2020 ranking totaled revenues of R$ 123.4 billion, ments are targeted at the professionalization of adoles- ing the cost of hiring workers with a formal contract. or, 45.2% of the sector's total. And the Northeast region cents and youngsters, with 74% of preferences, rights accounted for the largest number of participations, 239, of the child and adolescents, 55%, and education, 42%. ABAD & AFFILIATED SEMINAR followed by the Midwest, with 133, South, 109, North, This annual event aims to bring ABAD’s State Affil- 106, and Southeast, 80. The leadership in the percent- 2020, an odd year iates together to debate operational or strategic as- age of revenue by region was with the Southeast, with Emerson Destro recalls that 2020 started with prom- pects and exchange experiences on good practices 40%, followed by Northeast, 23%, South, 16%, Midwest, ising signs in the economy. The arrival of the Covid-19 capable of improving the service provided to associates 13%, and North, 8%. In the analysis of data from the pandemic, however, shattered those expectations. throughout the country. The meeting includes lectures companies that participated in the Ranking in the last “The companies that serve food retailers had a positive by invited experts and presentations aimed at updating, two editions (2019 and 2020), the region that presented quarter of growth, packed by the optimism of the first training and motivating the teams. the best results was the Midwest, with growth of 12.1%. months of the year and even by the increase caused by The Seminar is attended by the President, Vice-Pres- Next, Northeast, 11.1%, Southeast, 5.4%, North, 8.1%, and the population's rush to supermarkets at the beginning idents, Superintendent and Directors of ABAD, in addi- South, 6.5%. Another interesting data revealed by the of the pandemic. Even in April, with the fear of a short- tion to the Regional Leaders and Presidents and Exec- ABAD/Nielsen Ranking is the consolidation of the trend age of supplies, the warming continued.” utives of the 27 state affiliates. Meetings have already of greater growth in companies that operate in only one The picture is different now. The increase in unem- been held in Ceará, Espírito Santo, Mato Grosso, Bahia State. While the average growth of the sector was 4.5%, ployment rates and, consequently, the reduction of and São Paulo. among the companies operating in only one State, the purchasing power should impact the sector. \"I believe variation was 9.9%, very close to that registered in the that consumption will be more rational,more focused on CHAPTER 2 - SECTOR FIGURES previous year, which was 9.4%. essential and essential products\", says the president of ABAD. The challenge ahead, Destro believes, will be for ABAD/Nielsen ranking points growth in 2019 Investments companies in the sector to adapt the portfolio offered In the past year, the wholesale and distributor sec- In general, the companies participating in the ABAD/ to the retailer in order to reduce the impact of the crisis tor recorded revenues of R$ 273.5 billion, representing Nielsen Ranking have informed that they intend to main- on the business environment. “As we are an essential a nominal growth of 4.5% and a real increase of 0.19% tain investments in capacity. In terms of storage, this sector, which sells basic necessities, the expectation, at in relation to the previous year. This is what the ABAD trend is present in the four business models. Investment the end of the year, is for balance in sales. But we are / Nielsen Ranking 2020 - base year 2019 reveals, with stability stands out in 63% of wholesale with delivery, aware that it is a totally atypical year, and the size of the participation of 667 respondents across Brazil. This 62% of self-service wholesale, 60% of over-the-counter unemployment and, consequently, of consumer confi- figure shows that the sector holds 53% of participation wholesale and 54% of distributors. The same happens dence, will be decisive,” he ponders. in the national grocery market, which totaled R $ 516.2 to its own fleet: 72% of the self-service provides stability billion last year. in investments, a forecast shared by 53% of distributors CHAPTER 3 - CONSUMPTION MOVEMENTS The ABAD/Nielsen Ranking, the most complete and wholesalers with delivery, as well as 51% of over- radiograph of the behavior of the wholesale and dis- the-counter wholesale. The same scenario applies to Nielsen: High-turnover product tributor sector, is constructed from data provided vol- investments in motorized forklifts. For 66% of the whole- consumption grows in the crisis untarily by companies, mostly associated with ABAD sale with delivery there will be stability, the same opin- With positive growth expectations, the year 2019 and its affiliates. This information is analyzed by the ion as 64% of the over-the-counter wholesale, 63% of ended with an increase of 4.9% in value and 1.7% in vol- consultancy firm Nielsen, in partnership with the Man- the distributors and 55% of the self-service wholesale. ume in the baskets of high-turnover products, according agement Institute Foundation (FIA). Last year's figures Lastly, in information systems, 60% of wholesalers with to a survey by conducted by the consulting firm Nielsen. show the consolidation of distribution agents as re- delivery intend to expand their investments, as well as The cleaning and drinking baskets registered the high- sponsible for 95% of the products sold in independent 57% of distributors and 52% of self-service wholesalers. est increases. Cleaning grew by 7.3% in value and 2.9% retail, the one not connected to the big chains. In 2019, On the other hand,58% of the respondents in the whole- in volume, while beverages grew by 6.5% in value and small supermarkets (with up to four checkouts) and sale counter should maintain their investments. traditional retailers, customers of the segment, to- When the questions are investments in management technology, new business formats, e-commerce and telemarketing, the wholesale counter mode reveals sta- bility in the forecast of resources allocated in all of them: management technology (53%) new business formats (62%), e-commerce (64%) and telemarketing (67%). The increase in investments in management technology is the most cited by distributors (60%), wholesale with delivery (69%) and wholesale self-service (55%). In re- lation to new business formats, distributors, with 53%, 238

Anuário ABAD 2020 | Panorama do Setor 2.4% in volume. The consulting firm’s survey involves estimates for GDP having decreased throughout the carry remained in the lead in 2019, for selling products a universe of approximately 1.1 million points of sale in year, household consumption brought some recovery, with lower prices, other channels gained relevance, ac- Brazil (bars, traditional stores, self-service, pharmacies, especially in the last quarter of the year. The projection cording to Consumer Insights 2019. Neighborhood retail and perfume shops), with analysis of 148 product cat- of economic growth, according to the Central Bank, gained shopping frequency at homes, while pharmacies egories. closed 2019 at a rate of 1.2%. The industry also showed and specialized retailers opened more stores in the a positive trend, thanks to the approval of the Pension past year. Another channel that showed good recovery According to Daniel Souza Asp, Retail Relationship Reform and the expectation of voting on tax and admin- was the one relating to hypermarkets. In 2019, it grew Manager at Nielsen, a number of factors contributed to istrative reforms. The unemployment rate dropped 0.4% 16.6% in value and 16% in volume. The explanation for the positive results, including the withdrawal of the Em- in relation to 2018, although the total number of unem- this growth lies in the hypermarket remodeling process. ployment Severance Indemnity Fund (FGTS), Christmas ployed in 2019 reached the high figure of 11 million Bra- As explained by Deborah Maeda, throughout 2019, the Bonus for recipients of the Bolsa Família program, a low, zilians. The arrival, in Brazil, of the pandemic caused by channel worked its image before the public, instituted stable inflation rate, and a rate of interest at its lowest the new coronavirus, however, changed this situation, loyalty programs, remodeled the environment creating, level. The arrival of the pandemic, however, reversed totally altering forecasts, projections and perspectives. for example, exclusive corridors for healthy products, optimistic forecasts – so much so that, according to a invested in strengthening its own brands, in addition to Nielsen survey, before the spread of COVD-19, growth “We can say that there is one story until the end of establishing partnerships with sectors in which they are expectations ranged between 2.2% and 2.5%. Today, a the year and another story that started to be written in not as strong, such as toy store chains.“Today, we work 5.9% drop is expected. March 2020”, says Deborah Maeda, director of Retail with three currencies, time, money and experience. and Clients at Kantar Worldpanel. The history closed Cash & carry only serves cash. Hypermarkets, on the While, on the one hand, the crisis brought down many in 2019, according to Consumer Insights, indicates that other hand, although they do not serve time and money, sectors of the economy, on the other hand, the segment classes D and E had, throughout the year, a recovery are able to offer a good shopping experience, thus at- of high-turnover products has continued to grow.“While of purchasing power, especially by the increase in the tracting consumers.” the market, in general, has suffered a lot, the retail sec- withdrawal of the Guarantee Fund for Time of Service tor for consumption of mass products is still showing (FGTS). This government benefit raised their average Consumer Insights for 2018 revealed that consump- growth, which is verified in all baskets,” said Asp. A sur- monthly income by 5%. On the other hand, classes A tion outside the households was significantly impacted, vey carried out by the consulting firm between January and B, which until 2018 managed to maintain their con- both in value and in volume. The year of 2019 was no and May 10 this year, compared to the same period in sumption rates, had an average monthly loss of 8% in different.The survey by Kantar Worldpanel on consumer 2019, reveals that small retailers have gained impor- their income. This negative result can be explained by behavior last year showed a drop of 5.2% in value and tance for household consumption. In value, sales in the aging of the population and the increase in retire- 5.8% in volume. The analysis was performed with the neighborhood retail grew by 7.9%. Another channel that ment rates. Indeed, according to the Continued National non-alcoholic, alcoholic and food categories. also stood out is pharmacy, which reported an increase Household Sample Survey (Pnad), prepared by IBGE, re- of 10.3%. Cash & carry also grew, which is explained, ac- ferring to 2018, for the first time, Brazil registered more General Articles cording to Daniel Asp, by the fact that consumers are than 30 million retirements and social security agree- With a growth of 8% in value and 3.3% in volume last going out shopping less frequently but are buying more ments, which means the existence of 15% of the popula- year, according to a survey by the consulting company each time. tion with some type of income resulting from retirement Kantar Worldpanel (Painel de Lares), general articles or social security. performed better than in 2018, when it ended the year Pandemic impacts with negative results both in value and volume. Accord- The survey that compares the period from January to Economic brands ing to Deborah Maeda, Retail and Customer director May 10 of this year with the same period of the previous High-turnover products, according to Consumer In- of the consulting company, part of this growth can be year indicates consumers’ preference for long-duration sights, remain stable as a priority in the budget of Brazil- credited to the good performance of the alkaline batter- products for home cooking, fresh perishables, frozen ian homes, adding up to 28% of total household spend- ies category (more expensive than the common ones, products, and commodities. The general grocery basket ing.With the pocket still empty, consumers continued to made of zinc and carbon) especially in the traditional reported the highest sales growth in vitamins (56.4%), be forced, as in previous years, to make choices not to retail and independent neighborhood. Larger packages canned vegetables (38.6%), and dry foods (26.5%). give up on categories that they had already conquered. gained relevance with the consumer,who started to use Among fresh perishables, the highlight was the cate- An alternative was the option to purchase economic a greater number of electronic equipment, thus prefer- gory of vegetables and salads, which grew by no less and own brands. This trend is clearer in the perish- ring batteries with longer life. than 194.3% in sales, followed by frozen meats (65.0%) ables basket, which grew last year. Economic brands The instant glues category also showed good results, and eggs (37.5%). In the basket of frozen products for accounted for 6.8% of volume purchased, while private according to Tekbond, which highlights the brand 793, storage at home, the highest increases occurred in veg- labels accounted for 15% of the volume. The cleaning containing 20g. The success is due to the change in the etables (57.2%), meats (30.5%), and pasta for frozen piz- basket was also positively impacted by the purchase traditional packaging of 2g, following the evolution of zas (25.6%). Edible oil (up 28.1%), rice (27.6%) and sugar of economic brands, which accounted for 10.3% of the the market. For the consumer, the change was advan- (21.9%) were the highlights of the commodities basket. volume purchased. tageous because the product started to proportionally These figures reveal, according to Daniel Asp, consum- The premium brands, more expensive than the tra- cost less. ers’ concern in keeping their pantries stocked during ditional ones, stood out in the baskets of sweet gro- Attending the domestic utility segment, Tekbond has quarantine times. ceries (growth of 3.3% in volume) and beverages (4.3% been, for more than ten years, reaching growth superi- Finally, in times of the pandemic, the cleaning basket, in volume). However, if consumers have to make their or to two digits. Among the products it sells, the epoxy as expected, presented categories with high growth in money buy more, how do you explain the growth in con- line Araldite is the absolute leader in the DIY market sales,such as alcohol (80.1%),disinfectants (34.6%),and sumption of more expensive brands? Deborah Maeda, (Do it yourself) in Brazil. This year, with the advent of paper towels (26.1%). The impacts of COVID-19 are also from Kantar Worldpanel, says that there is a “zero sum” the Covid-19 pandemic, the company has adapted to felt in the hygiene and beauty basket. The category of consumer, one who chooses, within a certain category, the new reality, introducing safety and team protection hand sanitizer grew by 965.1% in sales, followed by per- a more economical brand so that they can purchase measures, but it hasn't totally interrupted its operations. sonal care and perfumery, with 83.0%, and soaps, with a premium product. “We see this in the beer category, This is because the consumer and construction seg- 16.8%. which gained relevance because it became more so- ments, which it attends, have kept stores open. Since phisticated. New brands have emerged, in addition to the beginning of the social isolation period, more than Kantar: 2019 announced a better 2020. the increase in the premium line”. one hundred new products were launched. The growth The pandemic has changed the scenario. strategy was also remade and, according to Tekbond, The prospects announced for 2020 were positive.Ac- Shopping channels the results have already started to show, thus avoiding cording to the Consumer Insights 2019 study, prepared Regarding the shopping channels, although cash & any performance loss for 2020. by the consultancy firm Kantar Worldpanel, despite the 239

07 English Version Perfumery and hygiene With the advent of the Covid-19 pandemic, the com- covered the pleasure of consuming wine. According to Last year, the segment presented a 4.3% growth panies have realigned their operations in order to guar- Hermínio Ficagna, superintendent of Vinícola Aurora, in value and a 0.5% reduction in volume, according to antee the supply of products essential to the prevention sparkling wine consumption presented a 35% growth in Painel de Lares, a survey conducted by the consulting of the coronavirus. Condor and Alpes postponed the volume in comparison to the previous year. \"Sparkling company Kantar Worldpanel. The greatest increases in launch of new products, giving priority to the manufac- wine, especially when it comes to the muscatel line, can value were verified on cologne (8.9%), shampoo (8.4%) ture of those most useful to consumers, concerned with be appreciated at any time, place and event. So much and toilet paper (6.5%) categories. Increases in volume hygiene and cleaning. Ypê has maintained the sched- so that it's been pleasing both the male and the female were registered in deo cologne (2.0%) and deodorant uled launches, such as the concentrated fabric softener audiences\". Another Aurora product that has registered (1.6%) categories. Essencial, translucent and dye-free, and the soap bar good performance was the Keep Cooler line, a drink Another Kantar study, the Consumer Insights 2019, Ypê Natural, of 100% vegetal origin, with no dyes or fra- based on wine and natural fruit aromas, slightly carbon- reveals how the consumer acted to continue buying grances, with essential oil and dermatologically tested. ated. According to Ficagna, the growth was 28%. perfumery items when dealing with a lack of money.The middle-income class, for instance, ceased to purchase The impacts of this pandemic are being analyzed by Aurora remains focused on changes in behavior, soap, deodorant and hair treatment products of premi- the companies. Condor has elaborated new production habit and consumer profile. The social isolation, which um brands, choosing more economic ones. The mid- and distribution strategies and, believing that the con- kept many Brazilians at home, led many people to try dle-income class is made up of consumers who \"search sumer will look for products that offer a better cost-ben- out in the kitchen, cooking their own meals. To harmo- for lower prices when shopping\". The same behavior is efit relation, it will give priority, in this second semester, nize these dishes, wine and its derivatives emerged as a verified in low-income classes. Meanwhile, the classes to the launch of more economic lines. During the initial natural option.\"There was a significant increase in wine of higher income tend to opt for economic brands when pandemic period, Ypê suffered with the impact on the consumption. Another aspect that facilitated consumer buying hair treatment products. supply chain, on imports and also on the acquisition of access was the sale through digital platforms. However, Industry data indicate that 2019 ended with a posi- national raw material. Concerning the performance in the impact of this isolation was noticed at Aurora, which tive balance. According to the Brazilian Association of 2020, Gabriela Pontin believes that there will be oscil- postponed new product launches, usually made in spe- the Cosmetics, Toiletry and Fragrance Industry (Abih- lations for greater and lesser demand in certain cate- cific fairs.\"We believe that these events will be resumed pec), the growth last year amounted to 4.2%, reaching gories. Some of them, such as dishwashing detergent, next year\". an ex-factory sales value of $ 55.7 billion. soaps and bleach had its demand greatly increased, Cleaning Articles which required quick adaptations of the company to Sweet Groceries With 6.2% growth in value and 0.5% in volume, clean- meet the consumption.According to Alpes,the pandem- Last year, the already verified trend of consumers ing articles presented the best performances on fabric ic increased sales volume and, despite the market ac- preparing their desserts at home has been maintained. softener categories, which has grown 9.9% in value and commodation after the first days of social isolation, the For this reason, the performance of the condensed milk 3.4% in volume; insecticide, with 9.8% growth in value levels were maintained above the pre-pandemic period. category was positive, growing 6.2% in value and 1.2% in and 3.7% in volume and liquid dishwashing detergent The company believes in a satisfactory performance for volume, according to Painel de Lares, a survey prepared (9.3% growth in value and 1.9% in volume). These figures this year. by consulting company Kantar Worldpanel. Another are from Painel de Lares, a study carried out by the con- category that has been showing growth is the one of sulting company Kantar Worldpanel. Beverages coffee capsules, which have become popular among The good performance of this segment is proved Coconut water and mineral water were the main customers. In 2019, capsules grew 1.2% in value and an by companies that manufacture products used in do- highlights of the beverages segment, which ended the expressive figure of 18.2% in volume. mestic cleaning. Condor, a company that manufactures year with a growth of 2.5% in value and 0.2% in volume, JDE Coffee, which markets the brands Pilão, L'OR, cleaning and hygiene articles, among others, ended according to Painel de Lares, a study conducted by the Café Pelé,Café do Ponto and Damasco in Brazil,believes the year with a two-digit growth compared to 2018. consulting company Kantar Worldpanel. Coconut wa- in this consumer preference and, since 2017, offers pre- Brooms, sponges and cloths are the items that stand ter registered a growth of 12.5% in value and 14.5% in mium L'OR coffee capsules. \"Brazilians are increasingly out the most in Condor's portfolio for their practicality volume, while mineral water had an increase of 7.2% in getting interested in this type of coffee. The premium and convenience. Consumers may not know it, but a value and 16.1% in volume. market has grown about 290% since 2016,\" says Luis broom's bristles are made from the transformation of According to Deborah Maeda, Retail and Customer Claudio Pinto, sales director of the company. JDE also PET bottles. Monthly, 1.2 million units, or more than 60 director of the consulting company, the expressive per- invests in the instant coffee segment. tons of bottles, are transformed into bristles. formance of coconut water last year (in 2018, the cate- During the period of social isolation, the company The concern with sustainability is also present in gory ended with negative growth in value - 7.7% - and adopted measures to ensure the health and safety of Ypê's daily routine, which produces more than 300 in volume - 8.1%) occurred because of the price repo- its employees and not interrupt the supply of its prod- products in 15 cleaning articles categories. In the last sitioning, with the unit value dropping almost 2%, which ucts to consumers. According to Luis Claudio Pinto, this six years, the company used 53% recycled PET resin on increased volume.\"This category has also more options period witnessed a strong growth in sales, driven by average in the manufacture of its bottles, replacing new of own brands\". home coffee consumption and e-commerce facilities. PET. Besides, it has reached 98% of recyclable packag- The good performance of the mineral water catego- Since June, with the flexibilization of social isolation, the ing available on the market. Last year, Ypê (owner of the ry, by its turn, is linked to the dissemination of the health company sees signs of recovery and expects positive brands Assolan, Perfex and Atol) grew 10.4% compared concept. \"In recent years, there is a growing search by organic growth in sales for the year of 2020. JDE Coffee to 2018 in the market share of cleaning articles, accord- consumers for a more balanced life, combining a healthy is a member of the Dutch group JDE Peet's, the world's ing to Nielsen Varejo+Cash, as reported by Gabriela Pon- routine with moments of indulgence. This consumer is largest coffee and pure tea company. tin, vice president of trade and marketing of Ypê. more attentive to what theyconsume and demands more Based in Castanhal, Pará, Hiléia operates with an ex- With a real growth of 6% in 2019, Alpes bases this practicality\",explains Camila Coutinho,Marketing director tensive portfolio, which includes pasta, instant noodles, good performance on four product families: detergent, of Minalba Brasil.The company works with the premise of snacks, soups, cake mix, as well as savory and sweet soap, fabric softener and disinfectant, which express creating products that fit the concept of health and plea- cookies. On the sweet cookies segment, the sales the highest sales volume in the company's portfolio.The sure, offering a portfolio that accompanies the client on champions, according to Hélio Melo Filho, commercial raw materials that Alpes uses in the manufacturing of several occasions of consumption, such as the meeting director, are butter cookies and rich tea biscuits. To at- its products are biodegradable, aiming to reduce envi- with friends, going to the store, having breakfast or lunch, tract children, Hiléia produces sandwich cookies and ronmental impact. This information is present on labels training, working or going to a party. wafers. so that consumers are aware of the company's sustain- The Covid-19 pandemic forced Minalba to restructure During the pandemic, the company maintained its ability practices. its planning,focusing on essential items,such as natural operations and modernized its portfolio, with the launch mineral water, in order to avoid market shortages. of new flavors of cake mix - Brownie and Festa - which Last year showed that the Brazilian consumer dis- were added to the already existing Chocolate, Orange 240

Anuário ABAD 2020 | Panorama do Setor and Coconut. The launch of the cocoa powder is fore- seasoning versions for popcorn, in flavors Butter and are cats. seen for this second semester. Hélio Melo Filho adds Barbecue, the new line Sazón Tempera & Prepara, and The pet products distributor sector also closed 2019 that the high demand during the social isolation period VONO Chef Creme de Cebola with reduced sodium. led the company to increase its sales by 30%, generat- with a positive performance. Rafael Ballarini, president ing the expectation of closing 2020 with a positive per- Perishable Food of the National Association of Pet Products Distributors formance. Among the reasons that led the perishable food (Andipet), the growth compared to 2018 was 3.5%, with segment to show positive growth in value (5.3%) and the pet food category being the most representative Savory Groceries volume (1.0%), is the good performance of some cate- one. Ballarini believes that this year, despite the disas- A segment that includes categories related to health gories. This is the case of yogurt, which for a long time trous effects of the pandemic on the Brazilian economy, and indulgence, the savory grocery market presented remained absent from the consumer shopping cart. In the market will continue to grow. “Social isolation con- last year a growth of 1.4% in value and a reduction of 2019, according to the survey Painel de Lares, carried tributed significantly to the number of adoptions soar- 2.0% in volume, according to Painel de Lares, a survey out by the consulting company Kantar Worldpanel, the ing, which is fully understandable. In view of the impos- conducted by the consulting company Kantar World- category grew 7.5% in volume. Butter also registered sibility of interacting with other people, many found the panel. Olive oil, considered to be healthier than cooking growth, both in value (13.3%) and in volume (8%). ideal companion for the new condition in dogs or cats.” oil, and chips, one of the icons among indulgent prod- According to Deborah Maeda, Retail and Customer The association's president adds that many dog and cat ucts, are some of the highlights of the segment. director of the consulting company, the growth showed breeders are already accumulating orders for the next Deborah Maeda, Retail and Customer Director of the by yogurt is linked to the promotion of the health con- litters, given the great interest of people in puppies. consulting company, explains that the category of olive cept.The greatest increases in consumption were found oil that grew the most was the sophisticated, therefore on the natural/sugar-free line. \"There is a trend related Although interest in adoption has increased, social more expensive. In 2019, olive oil grew 4.2% in value. to healthy products\". The same reason can explain the isolation has prevented NGOs and protectors from hold- \"Consumers are replacing cooking oil with olive oil, good performance of butter, which is considered health- ing traditional adoption events, which has hampered which is healthier and tastier. For chips, \"an indulgent ier than margarine. In addition, butter is also used to pre- the process. To circumvent this situation, Mars Petcare, category\", the industry made available several sizes of pare dishes. through its Pedigree brand, brought to Brazil “Cachorros packaging last year with differentiated prices. Another Attentive to the consumer's search for healthier no Zoom”, a platform that allows people to meet and study by Kantar, the Consumer Insights 2019, pointed products, Seara has launched the line Nature last year, adopt dogs by video chat. The link is Cachorrosnozoom. out that the consumption of chips has grown inside and produced with no preservatives, 100% natural and with com.br. For over 12 years, Mars, through the Pedigree also outside the client's home. ingredients such as rosemary extract, celery and ac- Adopting Program named Adotar é tudo de bom (“Adot- With a portfolio of more than 300 products including erola. Another launch was Incrível Seara, a 100% veg- ar é tudo de bom”), strives for every dog to find a happy dressings, seasonings, canned food and ethnic prod- etal line. The portfolio features hamburgers (beef and home.The program is carried out in partnership with the ucts, Sakura Nakaya Alimentos has been experiencing chicken flavors), chicken fingers, kibbeh, Shepherd's pie NGO Amparo Animal and has already promoted more growth of around 7.5% in recent years. The company's and sausage. The products are made from pea and soy than 73 thousand adoptions and helped 176 thousand bestseller is the shoyu, soy sauce produced since the protein, enriched with iron and vitamin B12 and the ex- animals. foundation of the company, 80 years ago. Its manu- clusive Biomolécula i, which ensures flavor and texture facture involves a 100% natural fermentation process, to the meat. When it comes to indulgent products, the GfK: Small retailers predict positive results in without the use of transgenic grains and gluten. Be- company has expanded the premium line Seara Gour- 2020 cause of this, the shoyu has been growing in the market met, which today includes hamburgers, bacon, sausag- of healthy and natural products. At first, the sauce was es, ready meals, cold cuts, German sausages, cold pork Small independent retailers in Brazil is optimistic manufactured to attend the families of oriental descen- cuts and homemade pizzas. about this year’s results and, in addition to not firing dants living in Brazil, but with the massification and in- Over the past year, Seara has launched more than 80 staff, intend to hire employees.This is the result of a sur- ternationalization of Asian cuisine, at the end of the last items and is expected to launch another 120 by the end vey carried out by the consulting firm GfK with 361 store century, the product became known and consumed by of this year. retailers with up to four checkouts across Brazil in June most Brazilians. this year, with the aim of ascertaining how they per- The advent of the Covid-19 pandemic led the com- Feed basket – pet formed in 2019 and what their prospects are for 2020. pany to postpone the scheduled launches to the fourth As one of the sectors that has been maintaining sta- Contrary to the pessimistic forecasts and projections, quarter of this year. Currently present in more than 100 bility in growth for several years,the Brazilian pet market almost 75% of them believe that 2020 will be equal to or thousand selling points in Brazil, the company owns the did not escape the rule in 2019. According to the survey better than the previous year. brands Sakura, Missô, Kenko, Bravo and Aji No Shoyu. accomplished by the Homes Panel, prepared by con- For more than 30 years, Sazón is one of the most sultancy Kantar Worldpanel, the pet feed basket grew The retailers interviewed were asked about the 2019 known seasoning brands among Brazilians. Produced by 18.9% in value and 2.4% in volume. The expressive results compared to the previous year. Of the total, by Ajinomoto do Brasil, Sazón offers several versions increase in value is related to three factors, accord- 64.3% stated that the performance was above expec- for each kind of dish, besides allowing the consumer to ing to Deborah Maeda, director of Retail and Client of tations. The same good performance was recorded in innovate and add some of their personal style to the rec- the consultancy: increase in the sale of puppies feed, 2018 in relation to 2017: 45.7% considered results to be ipes. Last year, the company launched an exclusive ver- more expensive than those for adult animals, increase above expectations. Regarding invoicing in 2020, 50% sion to be used with popcorn in Onion and Parsley flavor. in sales of sachets for cats (more expensive than dry believe that it will be better than in 2019, while 24% state Ajinomoto do Brasil acts in essential segments for feed) and also the greater demand for premium, higher that it will be the same. It should be noted, according to society, such as those involving the sectors of food, priced feed. the analysts at GfK, that these indexes were calculated animal feed, pharmaceutical products, agriculture and The consultancy's data is corroborated by the indus- last June, during the pandemic. inputs for several Brazilian industries. For this reason, try's results. As per a report released by the Brazilian the company maintained its operations during the social Association of Pet Products (Abinpet), last year, the The explanation for this optimistic expectation lies in isolation period, adapting the communication strategy sector's turnover reached R$ 22.3 billion, with the pet the fact that, following the first moment after the arrival of the brands. To make life easier for consumers, it has feed segment representing 73.3% of this total, followed of the pandemic, when consumers especially sought launched a lower cost packaging of Sazón seasonings. by pet vet (veterinary medicines), 18.4%; and pet care cash & carry trade to supply their homes, the option In July, it has relaunched three well-known versions: (hygiene and well-being), 8.3%. The growth in value be- to buy close to home – avoiding large displacements, Green (for chicken), Yellow (for vegetables) and Sabores tween 2018 and 2019, discounting inflation, was 5.3%. in places with less crowding and smaller flows of peo- do Nordeste, in versions with eight sachets instead of According to the association, there are 141.6 million pets ple, and thus safer – proved more relevant. Hence, the 12. Among the most recent launches are the new Sazón in Brazil, of which 55.1 million are dogs, and 24.7 million preference for small retailers. It should be noted that the channel still maintains a competitive price in relation to the large chains. The optimism of small retailers is also evident when it comes to hiring or firing staff. Of the total of 361 respon- dents, 71% will be keeping the staff and 21% intend to 241

07 English Version hire in the next six months. On average, each business those that most consume income of Brazilians: 25.6% Growing hygiene disposables will be hiring two new employees. of disbursements are for housing, including rent, tax- The Belgian company Drylock Technologies came to es, electricity, water and gas. Then, there are expens- Brazil in 2018, through the acquisition of two local fac- The survey also found the percentage of small retail- es with services in general, reforms, insurance etc., tories. As in Europe, the company specializes in devel- ers that make purchases for their stores over the Inter- totaling 18.1%. Spending on food (inside and outside oping and supplying its own brands. In its portfolio are net.The results indicate that 32% have already migrated the home) reached 14.1%, and transportation and own disposable personal hygiene for the adult incontinence to the online business mode, a percentage similar to the vehicle, 13.1%. segment, such as diapers, underwear, absorbents and survey carried out in 2019, when 30% claimed to use mattress protectors, in addition to traditional children's the Internet for replacement purchases. This index rises The survey also shows that, in regional terms, only diapers and, next year, should launch the infant diaper in the South, where 40% of small retailers’ purchases the Midwest and the South region increased their pants model. Last year, Drylock registered some growth are made online. Of those who replenish products on- participation in consumption. The Midwest grew from without the addition of new equipment,says Dirceu Forti line, 30% reported the affordable price as a justification, 8.2% in 2019 to 8.9%, and the South, from 17.8% to Filho, Country Manager for the company, adding up that while 29% reported convenience and 23% claimed it 17.9%. The Southeast, which maintains the leadership, this year, three new devices are already in operation. was a need imposed by the industry or network. In turn, fell from 48.9% to 48.4%; Northeast, from 18.8% in The Covid-19 pandemic brought several impacts to of the two-thirds who still use the conventional model, 2019 to 18.5% this year, and the Northern region was the company, including the impossibility of receiving 43% said they prefer to conduct shopping in person. practically stable, accounting for 6.23% of total con- technical support teams (from Brazil and abroad). “This sumption, against 6.2% last year. problem, indeed, hindered us a little,” says Dirceu Forti IPC Maps: Shaken by the pandemic, consumption Filho. Another difficulty was the limitation in the sup- by Brazilians should retract 5.4% this year The consumption of the 50 largest Brazilian munici- ply of raw materials, since hospital equipment, such palities is equivalent to 38.7% or R$ 1.7 trillion of all that as masks, for example, uses the same material in its The damage caused by the Covid-19 pandemic is spent in Brazil. The main markets are São Paulo, Rio manufacture. “We cannot fail to mention, also, the sig- hit the consumption of Brazilian families hard, which de Janeiro, Brasília, Belo Horizonte, Curitiba, Salvador, nificant exchange variation of this year. More than half should register a decrease of 5.4% this year in compari- Fortaleza, Porto Alegre, Manaus and Goiânia. Cities in of the materials used in the production of diapers are son to 2019, the lowest rate reported since 1995, which the metropolitan and countryside regions also stand out dollarized,” Dirceu Forti Filho comments. is translated into R$ 4.4 trillion in the economy.The data in the ranking, such as Campinas, Guarulhos, Ribeirão Despite the difficulties experienced this year, Drylock are from the IPC Maps survey. Prepared by IPC Market- Preto, São Bernardo do Campo and São José dos Cam- sees many opportunities coming up. “The pandemic ing Editora, the study is the only one that presents, in pos, and São Gonçalo and Duque de Caxias, in Rio de is bringing a lot of learning and change for Brazilians, absolute figures, a breakdown of consumption potential Janeiro. especially in their consumption habits. Certainly, this by product categories for each of the 5570 Brazilian mu- moment will further speed up the development of own nicipalities, based on official data. The elderly population continues to grow, according brands in Brazil,” says Reginaldo Vilalta, marketing man- to the survey, and already exceeds 30 million inhabi- ager. Drylock expects to close 2020 with a 5% growth in According to analyst Marcos Pazzini, responsible for tants. In the economically active age group, from 18 to volume and 10% in value. the survey, in the onset of March, before the pandemic 59 years old, there are more than 128 million Brazilians. and social isolation scenario, the GDP growth forecast, Youth and adolescents total 24.1 million, while children Expanded portfolio according to analyzes of the Focus Bulletin, released by under 9 years old total 29.4 million. The pandemic caused by the new coronavirus led the the Central Bank, was 2.2%, which would result in a pro- Raymound’s Industries to expand their product portfolio. jection of Brazilian consumption in the order of R$ 4.9 Own brands: Sector predicts some growth in 2020 In addition to items in the oral care segment, the com- trillion, surpassing the R$ 4.7 trillion obtained last year. This year, the private label segment should register pany also started to produce alcohol gel and products \"In just over two months, the loss in consumption was a 9.6% growth in sales, with a turnover of R$ 8 billion. related to hand asepsis. Raymound’s has been in the around R$ 500 billion\", he comments. With the forecast The projection is of the Brazilian Association of Private private label sector since 2004 and, since 2012, has of operations equivalent to R$ 4.4 trillion, the Brazilian Brands (Abmapro), based on a survey carried out by invested in the verticalization of packaging production, economy, adds Pazzini, will resume the rates of 2010 the entity, in partnership with the consultancy Nielsen, with the acquisition of new equipment. Last year, it was and 2012, years in which there was a vigorous progress. according to which, in April, there was an increase of dedicated to investments in its industrial park, located \"The difference is that, this year round, growth is not ex- 32.6% in sales of commodities rice, beans and private in the city of Bom Jesus dos Perdões, in the countryside pected, but a decline in GDP\". label milk alone, compared to the same period in 2019. of São Paulo, in the laboratories and graphic sector. Gone is the time when a private label was associated To the partners interested in working with their own The survey also shows a reduction in the number with a product of low quality and reduced price. Now- brands, the company provides all the advice, from prod- of households in classes A and B1, which will increase adays, companies invest in technology with the aim of uct design to legalization and registration, through the the number of households in the other social strata and bringing to consumers not only competitive products development of formulation, labeling and personalized positively impacting class B2, with a 6.8% growth com- with reference brands at an affordable price, but also packaging. pared to 2019. The others classes, however, will have a with the aggregation of concepts such as innovation, nominal drop in consumption potential of 2.9% when well-being, sustainability. “Last year, the large retail CHAPTER 4 - COVID-19 compared to the previous year. According to the sur- chains achieved a significant growth with their own vey, class A should, this year, reduce its spending to R$ brands, especially in the categories of food, personal The evil of the century can be overcome 528.6 billion, which represents 12.8% of the total against care, hygiene, cleaning, pet products and pharmaceu- Just over seven months ago, the world seems to 13.7% last year. Groups B1 and B2 are expected to pay ticals”, says Luiz Fernando Oliveira, director of Brazil 41.1% (R$ 1.7 trillion) of all that will be spent this year. In Media Communications , which organizes Private Label 2019, the percentage was 38.4%. Class C, where 48.7% Brazil, the main trade fair for the private label and out- of Brazilian households are located, the total resources sourcing sector in Latin America. spent should fall to R$ 1.5 trillion (35.6% compared to The 2020 Private Label was transferred to October 37.5% in 2019). Finally, consumption of class D/E will be 2021, on the 6th and 7th, due to the restrictions imposed R$ 437.9 billion, or 10.6%, practically the same percent- by the social isolation resulting from the Covid-19 pan- age of 2019, which was 10.4%. Today, Brazil has more demic. Among the attractions of the event are meetings than 211.7 million citizens, of which 179.5 million are in with specialists who will show the trends of the sector, the urban area, which account for the per capita con- a business round with retailers from Latin America, in sumption of R$ 23,091.50, against the R$ 9,916.75 spent addition to the Inove space, dedicated to the presenta- individually by the rural population. tion of news in own brands. Also this year, on October 27 and 28, the Private Label Digital, a 100% online event, Basic expenditure stands out will be held. The IPC Maps study shows that the basic items are 242

Anuário ABAD 2020 | Panorama do Setor have turned upside down. Without anyone being able companies, bars, restaurants, cinemas, concert halls, testing phases 1 and 2 have developed neutralizing an- to predict, in December last year, a virus hit a resident religious temples closed. Only services considered es- tibodies to the new coronavirus. of the Chinese city of Wuhan, Hubei province, and short- sential remained active. ly afterwards the World Health Organization (WHO) The question that the whole world asks is when there was informed about the occurrence of several cases The impacts of these decisions were felt around will be a safe vaccine. Despite the speed of research, it of pneumonia in the province. On January 7, the cause the world. According to projections by the Interna- is not yet possible to predict when this will happen. Re- of the disease was identified: SARS-Cov-2, a virus of tional Monetary Fund (IMF) made in June, the world searchers indicate that the vaccine is likely to be known the coronavirus family (named after its shape resem- economy will contract 4.9% this year. For 2021, the only next year. Moreover, the amount of doses that must bling a crown), known to trigger from common colds to Fund estimates a 5.4% growth in the global economy. be produced to immunize millions of people worldwide severe respiratory syndromes, such as Severe Acute According to IMF analysts, the adverse impact is par- must be taken into account. Respiratory Syndrome (SARS) and Middle East Respi- ticularly acute on low-income families, putting at risk ratory Syndrome (MERS). Named Covid-19, the disease the significant progress made in poverty reduction in In parallel with research to obtain a vaccine, scien- spread rapidly, prompting WHO to consider it a pan- the world since the 1990s. tists are looking at medications that can lessen the ef- demic (an epidemic that reaches large proportions and fects of Covid-19 on the body.A promising piece of news could spread to one or more continents or worldwide) The Economic Commission for Latin America and was announced last June with the release of a scientific on March 11. To get an idea of the speed of its spread, the Caribbean (ECLAC) released a report in early July, study done by a consortium of researchers coordinated data from Johns Hopkins University, a world reference according to which a third of formal employment and by the University of Oxford, according to which the use in monitoring the pandemic, indicate that it took three a quarter of the region's GDP will be strongly affected of the corticosteroid dexamethasone brought a reduc- months for the world to reach the mark of one million by the economic crisis resulting from the pandemic. tion of up to 35% in the deaths of patients who needed infected by Covid-19, registered in 2 Of april; on April 15, According to the agency's executive secretary, Alicia intubation.The drug has been used since 1960 for treat- the world reached two million cases. The figures have Bárcena, the crisis is affecting the industrial sectors ing several diseases, including rheumatoid arthritis and been increasing at an incredible rate to the point that, with greater technological dynamism with greater in- severe allergies. It has been on the WHO list of essential in less than a week, they leaped from seven million on tensity and, therefore, will deepen the structural prob- medicines since 1977 and is therefore out of patent and June 7 to 8 million on June 15. On July 7, the University lems of the economies of these countries. According to readily available worldwide. registered 11.6 million cases, most of them in the United information collected until the first week of June,the im- States (2,852,807), followed by Brazil (1,577,004). The pact will be much greater in the case of micro, small and The study with corticosteroids involved 2,104 pa- coronavirus pandemic bears similarities to the Span- medium-sized companies. ECLAC estimates that more tients, randomly selected and treated with dexameth- ish flu, which a century ago, between 1918 and 1920, than 2.7 million formal companies in the region will be asone orally or intravenously. They were compared decimated millions of people worldwide (see article on closed; of these, 2.6 are micro-enterprises. The impact with another 4,321 conventionally treated patients. page). will be a loss of 8.5 million jobs. The outcome was a reduction in deaths of 35% for those who needed the use of respirators and 20% for Covid-19 affects the respiratory system and its symp- Vaccine, the hope those who needed oxygen support. In less severe cas- toms make it similar to the flu or cold. The most well- Research to find a vaccine capable of immunizing es of the disease in hospitalized patients, the rate of known symptoms are fever, cough, difficulty breathing, against Covid-19 has advanced with unprecedented death reduction was 13%. pain, runny and nasal congestion, loss of smell and speed. Just over seven months after the onset of the taste, sore throat and diarrhea. Some people can be as- disease, 18 of the more than 140 formulations created The WHO said the study stands for a scientific break- ymptomatic, that is, they may be infected, but without from different concepts are already being tested in hu- through capable of saving lives. The Brazilian Society of developing symptoms. It is estimated that 80% of those mans.Two of them that are in the most advanced stage Infectious Diseases (SBI) issued a note recommending infected are asymptomatic.The other 20% may have dif- of development,the so-called phase 3 clinical trial,which that every patient with Covid-19 on mechanical venti- ficulty breathing; of these, 5% may have the disease in aims to evaluate the effectiveness of a large group of lation or who needs oxygen outside the Intensive Care a severe manner, requiring ventilatory support to treat volunteers, are beginning to be applied experimentally Unit receive medication.Yet,scientists point out that the respiratory failure.This situation occurs mainly in people in Brazil. These are ChAdOx1 nCoV-19, developed by the drug should only be used in hospitalized patients in seri- who have comorbidities, such as hypertension, diabetes University of Oxford, in the United Kingdom and licensed ous condition, self-medication and its use in mild cases and heart and respiratory problems. The elderly are also to the AstraZeneca laboratory, and Coronavac, by the of Covid-19 being totally discouraged. in this group, named risk, although the WHO warned, Chinese company Sinovac Biotech. Because Brazil is still in March, that Covid-19 can indeed kill young people one of the places where the coronavirus is currently cir- Positive Record and children. culating the most and where more cases of the disease Brazil has accumulated negative records in the fight are confirmed on a daily basis, the country has become against Covid-19, as the first place in number of cases in The transmission of Covid-19 from one person to an ideal place for testing the vaccine efficacy. Latin America and the country that registers more than another occurs through respiratory droplets eliminated British studies began a few years ago in search of a a thousand daily deaths. However, there is another re- by the infected person, although asymptomatic, when vaccine against Middle East Respiratory Syndrome.This cord, this one, extremely positive. Brazil already counts sneezing or coughing. These droplets can also contam- fact allowed researchers to move quickly to the clini- more than one million recovered from Covid-19. Accord- inate surfaces. It is unclear how long the virus survives cal phase of ChAdOx1 nCoV-19. Phases 1 of the clinical ing to a survey by Johns Hopkins University, on August on these surfaces; other coronaviruses can remain on trial (testing in groups of 20 to 100 participants) and 2 10, the world had 12,137,202 people recovered from the these sites for several days, with the power of infection, (involving a larger number of participants, but still limit- disease; of these, 2,356,983 are Brazilian. which happens when a person touches the surface and ed) have already been completed and phase 3 should This positive record does not mean, however, that brings his hands to his eyes, nose or mouth. now begin, with around 50,000 volunteers in different Brazil is heading towards the end of the pandemic. Re- countries . Brazil participates in this research and will cently, the director-general of WHO stated at a press Impacts test 5,000 people: 2,000 in São Paulo, 1,500 in Rio de conference at the organization's headquarters in Gene- According to WHO Director-General Tedros Adha- Janeiro and another 1,500 in the Northeast. va that outbreaks are expected when countries begin to nom Ghebreyesus, Covid-19 is ten times more lethal The Coronavac phase-3 trial is expected to include lift restrictions, as is the case in Brazil and other nations. than common flu. Add to that the high transmission 9,000 volunteers in different states and is sponsored He added that countries with systems in place to ap- capacity of the disease and there is the framework for by the Butantan Institute. The evolution of the research ply a comprehensive approach must be able to contain the saturation of health systems worldwide. As there is was rapid thanks to the knowledge of the studies for these crises locally and avoid reintroducing widespread not yet an effective drug to fight it or a vaccine for im- a vaccine against the Severe Acute Respiratory Syn- restrictions. One of the lessons that this pandemic munization, social isolation was identified as the best drome, which continued until phase 1, and were then taught us, pondered Tedros Adhanom Ghebreyesus, is solution to contain the spread of the virus. Quarantines interrupted with the containment of the virus. To date, that regardless of the situation a country is in, it can be were established, workers were placed in home offices, 90% of the volunteers who participated in Coronavc reversed. The Director General recalled that in March, Italy and Spain were the epicenter of the pandemic, but they controlled their epidemics with a combination of 243

07 English Version leadership, humility, active participation by all members Schools were closed, many of which were converted Logística, Transbrotense, and Transportadora Trans- of society and the implementation of a comprehensive into provisional hospitals for treating patients. Bars, face. The cities benefited included Pirassununga, Leme, approach. According to Ghebreyesus, the quickest way theaters, cinemas, commerce and industry closed their Guariba, Porto Ferreira, Santa Cruz da Conceição, Cassia out of this pandemic is to follow science and do what activities. Circulation in public spaces, such as squares, dos Coqueiros,São Paulo,Santo André,São Bernardo do we know works, the comprehensive approach. And he parks and gardens, was also restricted. In the federal Campo, São Caetano do Sul, São Sebastião, Diadema, recommended: “Find, isolate, test and take care of all capital, 14,000 deaths were recorded, according to data Monte Alto, Barrinha, Sertãozinho , Tambaú, Batatais, cases, track and quarantine all contacts, give equip- obtained by the Oswaldo Cruz Foundation. Chamber and Santa Bárbara d’Oeste, Piracicaba, Limeira, Araras, Ca- ment and training to health professionals and educate Senate were closed, as were barracks and factories. juru, Itapira, and Jaboticabal. and enable communities to protect themselves. It is not just about testing. It is not just about promoting physical The alarming number of cases caused the collapse of “We need to help our community in this very difficult detachment. It is not just about tracking contacts. It's the Brazilian health system, which, at the time, was not time that we are going through. Cia. Müller is one of the not just about wearing masks. One must do all of this”. public. There was a lack of beds and doctors to meet symbols of the Interior of São Paulo, our solidarity pres- the demand. The number of deaths exceeded the buri- ence at this moment is part of the company’s values,” Spanish flu: One hundred years ago, al capacity that local cemeteries could carry out. The explained José Aidar Neto. the Spanish flu killed 50 million people gravediggers also started to work at night. In 1918, when the world was experiencing the horrors Food, masks of the First World War, another tragedy struck humanity, Among the thousands of victims of the Spanish flu is The Brazilian food industry has also shown solidarity victimizing at least 50 million people in just over a year, President-elect Rodrigues Alves. Sick, he was unable to in combating the new coronavirus. According to João according to historians. This tragedy was the Spanish take office in November 1918, dying in January 1919. His- Dornellas, CEO of the Brazilian Food Industry Associa- flu pandemic that did not arise in Spain, but received torians believe that the Spanish flu caused the death of tion (ABIA), more than 2,700 metric tons of food were its name because of the strong disclosure of the prob- 35,000 people in Brazil. It is estimated that the pandem- donated by the food and beverage industries, in addi- lem in the Spanish press. The most accepted theory by ic has directly or indirectly affected 50% of the world's tion to financial resources for the purchase of hospital researchers is that influenza, caused by the influenza population. The total number of deaths, 50 million, ex- equipment, investment in research and acquisition of virus, appeared in military training camps in the United ceeds the total fatalities caused by the First World War, rapid diagnostic tests for the new coronavirus. States in March 1918. In May, cases in Greece, Spain estimated between 8 and 10 million people. The sector also donated about 4 million protective and Portugal emerged.Then, in June, Denmark and Nor- masks and hygiene & cleaning products. Donations way, and in August, Holland and Switzerland. This first Solidarity against the pandemic were distributed to charities, hospitals and health units, wave of the disease, which was extremely contagious, The COVID-19 pandemic, which led millions of Brazil- independent contractors, community associations, was considered more benign than the following ones. ians to become infected with the new coronavirus, has nursing homes, state governments, and municipalities. The so-called second wave, much more virulent, start- also fostered the spirit of solidarity. At almost the same According to João Dornellas, since March, the food ed in August 1918, involving, in addition to Europe and speed as the virus spread, companies and citizens mo- industry has maintained and even increased the level of the United States, India, Southeast Asia, Japan, China, bilized themselves in actions to combat and prevent jobs in the industry, without dismissals, and has consid- Africa and Central and South America. It caused a very the disease, definitely saving lives in the process. The erably expanded its social responsibility programs. “At high number of deaths. The third and final wave began following are some of these actions, carried out by com- this moment, when plans are gradually being carried out in February 1919 and ended in May. panies from different segments. to ensure the gradual resumption of economic activities, The rapid spread of the disease has made the situa- The wholesale and distribution sector has been mo- it is important that each sector of the Brazilian economy tion alarming in different parts of the planet, since the bilized since the beginning of the pandemic. Through does its part. We have been working to help those most number of infected people has skyrocketed and the the ABAD Institute, around 500 metric tons of food and in need to face this crisis with dignity and hope, and it symptoms have become more severe. Fever, body pain, hygiene & cleaning products were collected by mid-July. will be no different now. Brazil knows that it can count runny nose, cough were the most common symptoms; In partnership with Mesa Brasil Sesc, the products were on the food industry.” among severe cases, patients had respiratory and even donated to social institutions and communities across Cleanliness and hygiene digestive and cardiovascular problems. different regions of Brazil. In August, the social cam- Minuano, a well-known Brazilian brand that manu- The doctors and scientists of the time did not know paign “Sem abraço, mas com Solidariedade” (“Without factures cleaning products, has donated over 816,000 what caused the disease, because microscopes were Hugs, but with Solidarity”) enters a new phase. “More cleaning and personal hygiene products, equivalent to unable to see the virus, they only identified bacteria, than four months after the beginning of the pandemic, 390 metric tons, to 60,000 households in need, health- larger microorganisms. As there was no way to cure the economic reflexes due to the restriction measures care chains and professionals who are on the front line the disease, the authorities recommended that people continue to exist. Therefore, we understand that mobili- in the fight against COVID-19. Residents of Luziânia, in avoid crowds, wash their hands frequently and avoid zation is even more necessary, and to continue to help Goiás, and Duque de Caxias, in Rio de Janeiro, as well physical contact. and support the population in situations of vulnerability, as 10,000 households from communities in São Paulo we need the unity of everyone,” said Emerson Destro, were contemplated, in partnership with the Volunteers In Brazil president of ABAD. of Hospital Israelita Albert Einstein. The cities of Itajaí, in Historians believe that the Spanish flu arrived in Bra- Cia. Müller de Bebidas, the manufacturer of Cacha- Santa Catarina, and Itapeva, in the interior of São Pau- zil in September 1918, on board the English ship Demer- ça 51, started its 70% alcohol donation campaign in the lo, also received one metric ton of cleaning products in ara, coming from Lisbon. At first, the Brazilian press did second half of March.A total of 6,500 liters were intend- donations. not give much importance to the fact but as the disease ed for health institutions in the city of Pirassununga, in In São Paulo, 50,000 kits were delivered to house- spread, it started to gain repercussions. The cities most the interior of the state of São Paulo, where the com- holds in the regions of Campo Limpo and Vila Andrade, affected were Rio de Janeiro, then, the country's capital, pany’s headquarters are located. Donations continued, which houses Paraisópolis, one of the largest commu- and São Paulo.There are studies according to which the reaching 63,702,000 liters of 70% ethyl alcohol for 64 nities in São Paulo. The kits include nine products: two city of São Paulo registered about 350 thousand cases; support institutions in 31 municipalities in the states of dishwashing soaps, two disinfectants, one laundry soap at the time, the estimated population of the city was São Paulo and Minas Gerais.The 70% alcohol is different bar, and four bath soaps. In Rio de Janeiro, Minuano 470 thousand inhabitants. The number of deaths from from gel alcohol, being used for cleaning and sterilizing signed a partnership with the municipality of Duque de the disease was 5,328, according to the Historical Atlas environments. It is also different from the alcohol used Caxias to serve 25,000 households in need and profes- of Brazil, prepared by the Getúlio Vargas Foundation. To in the production of beverages. sionals who work to combat the new coronavirus, such curb the spread of the disease, the then State Health To develop this action, classified as a chain of good as healthcare workers, inspectors, municipal guards, Service asked the population to isolate themselves at deeds by José Aidar Neto, president of Cia. Müller, sever- and social workers, among others. 48 metric tons of home, restricting exits to what was strictly necessary. al partner companies were activated: Biosev, Hydraplus, hygiene & cleaning products were donated. In Luziânia, Usina Ipiranga, Usina Santa Lucia, Baldin Bioenergia, in Goiás, a city that houses one of Minuano’s main fac- Fábrica Papelão NS Penha, Pontoplastic, Cargofull 244

Anuário ABAD 2020 | Panorama do Setor tories, 25,000 households were benefited, receiving kits sought a mix of channels, giving preference to those of a compromised budget, fewer purchasing occasions, containing a laundry soap bar, three bath soaps, and with fewer people and closer to their homes. Thus, the and new routines. In the medium term, it must face the two disinfectants. Donations reached the mark of 57 small self-service retail market had an increase of 3.5% challenge of building trust in an environment of insta- metric tons. in penetration, which accounts for more than 2 million bility, creating optimized communication strategies and households buying on this channel. valuing transparency and humanized growth. Finally, in Alcohol donation the long run, it will be necessary to redefine innovations Underberg do Brasil, manufacturer of Brasilberg, a When looking at the buying mission, the arrival of and plans, rethinking the assortment and roles of the bitters based on aromatic herbs, filled 75,000 liters of the pandemic brought a new dynamic. The proximity channels, and implementing innovations that meet the 70% alcohol, which were donated to hospitals and com- criterion gained relevance, one highlight being con- new needs of consumers who are much more attentive munities in need in Rio de Janeiro, according to informa- sumers’ preference for small retail and traditional retail. to the cost-benefit tradeoff. tion from Marcus Rumen, director of the company. The For replacement purchases, the proximity criterion also distribution was carried out by Oswaldo Cruz Founda- proved relevant in the choice.According to the Consum- E-commerce is here to stay tion (Fiocruz), between the months of April and June. er Insights 2020 study, small retailers won 1.8 million The pandemic caused by the new coronavirus Repairing service for ventilators buyers, while traditional retail attracted 1.5 million con- caused profound changes in people’s lives and intro- Volkswagen’s Anchieta unit, in São Bernardo do sumers. For supply purchases, although cash & carry duced new habits. Some, over time (it is not known how Campo, is repairing ventilators, which are essential in attracted 1.4 million new buyers, small retailers stood much), can be abandoned, such as wearing masks. Oth- the treatment of patients with severe COVID-19 symp- out, attracting 1.2 million new consumers, who preferred ers, however, will remain.This is the case with the use of toms. The work is carried out by duly trained volunteer to make purchases through smaller channels, avoiding e-commerce by consumers. Research carried out by a employees. It is estimated that each recovered equip- crowds. number of institutes shows that online shopping is here ment unit can serve up to 10 people over a period of to stay, whether it is due to the convenience of receiving five months and that more than 3,600 lung ventilators Indulgence purchases at home,the offers, or the variety of products. need repair in Brazil.The identification of equipment that With virtually the entirety of Brazil living in isolation, According to Daniel Souza Asp, Retail Relationship needs repair and the referral to hospitals is jointly coor- consumption outside home has plummeted. Conversely, Manager at the consulting firm Nielsen, the trend of dinated by Volkswagen and Senai. consumption at home, in addition to growing, revealed growth in online purchases of non-durable goods with The automaker also organized other actions in the that the tension and concern of Brazilians has increased high turnover was already felt, although the consumer cities where the plants are located. In addition to São in purchases in categories related to indulgence. Con- base was still small: “The pandemic and restrictions Bernardo do Campo, the company has plants in Taubaté densed milk, cream and beer were the categories that imposed by social distancing boosted the dynamics of and São Carlos, in São Paulo, and São José dos Pinhais, grew the most when comparing the week started on e-commerce.” Data from the 41st edition of Webshop- in Paraná. These municipalities received a loan for 100 May 4 with the one started on March 9. Providing plea- pers, a comprehensive report on e-commerce prepared cars. In addition, the company repaired vehicles from sure was the reason for consumption that grew most every six months by Ebit | Nielsen in partnership with the health departments of the states of São Paulo and in consumers’ choice for lunch and dinner. Wine also Elo, confirm this reality. According to the survey, this Paraná, with free labor and parts sold at factory prices. gained new occasions for consumption also on week- year, online purchases exceeded R$60 billion in sales, A total of 2,000 face masks were donated to admin- days, with an increase of 19%; on weekends, growth reaching 148 million orders. From January 1 to April 30, istrations in the four cities where Volkswagen plants are was 6%. The option of having wine as an accompani- the sum of Internet sales reached R$22.9 billion, or 32% located. Also, 67,000 masks from the “Costurando o Fu- ment to meals grew by 88%. of the revenue for the whole of last year.Among the cat- turo” (“Sewing the Future”) project were purchased for An interesting piece of data pointed out by the sur- egories that stood out are electronics, home & decora- employees – an initiative of the VW Group Foundation vey shows that, despite being at home, consumers did tion, IT, and non-durable goods with a high turnover rate. – and over 1,000 protective masks were 3D-printed at not stand still, being required to deal with a number of According to Daniel Asp, the growth of e-commerce the Anchieta plant for use by employees. demands, such as professional work, taking care of the reveals that consumers are more confident regarding house, and childcare. Thus, the time had to be well dis- making purchases online. The Nielsen executive also Pandemic knock down projections tributed. Simpler menus, which take up to 20 minutes states that, while in the past, transactions were made and changes consumer habits to prepare, grew by 5.5%. In this context, the first option via computer, the vast majority of them are done by The arrival in Brazil of the pandemic caused by the in Brazil as a whole was the sandwich. By region, the phone today. new coronavirus has caused unimaginable impacts on choices are very specific. In the Northeast, there was an Consumer confidence can be felt in another survey, the country’s economy, knocking down then optimistic increase in the consumption of couscous and tapioca; carried out by the consulting firm Opinion Box.According projections for this year and causing a strong retraction in Rio de Janeiro, pasta; in São Paulo, pasta and rice; to the results, 73% of consumers rated all their shopping in the indicators. According to the IBGE, the unemploy- and, in the South, meat consumption grew. Food de- experiences as positive.The main reasons for this satis- ment rate has risen, bringing the total number of people livery, which gained momentum during the quarantine, faction were good offers and prices (54%), convenience without work to 12.9 million. In March, GDP closed with a satisfying consumer indulgence, with growing orders for in receiving the order at home (39%), and products de- decrease of 0.48%, indicating an even greater decrease fast food and pizza, was definitely incorporated into the livered on time (36%). The consulting firm also asked if, according to a survey by the Focus Report, released by daily lives of Brazilians. According to Consumer Insights after the pandemic, consumers would continue to buy the Central Bank. The consumer confidence index mea- 2020, 19% of respondents state that, even after the end over the Internet. Good prices and promotions were the sured by Fundação Getulio Vargas fell by 7.6 points in of isolation, they intend continue to order ready-made reasons cited by 62% of respondents to continue using March, reaching 80.2 points, the lowest since January food. e-commerce. Fair, cheap or free freight was mentioned 2017. Given this scenario, Brazilian consumers were re- by 56% of consumers, while another 49% highlighted the quired to reinvent themselves, changing buying habits What about tomorrow? speed of delivery. and opting for new channels. Responding to how Brazilians will emerge from this The consulting firm Kantar also looked into the im- One portrait of this “new normal” was produced by unusual experience is a difficult task. The Kantar study pacts of the new coronavirus on e-commerce. Accord- the consulting firm Kantar Brasil. Consumer Insights points out questions that must be faced by retailers and ing to the Consumer Thermometer study, after four 2020 followed the changes in the purchasing behavior the industry to serve a new consumer. In post-isolation weeks of social isolation, online sales grew 3.3 times in of Brazilians after the outbreak of the pandemic, with Brazil,retailers will need to know what type of promotion Latin America; in Brazil, the growth was 2.3 times. He an analysis of 107 categories of high-turnover product and what volume can generate the most return, what also found that, in the post-pandemic period, 78% of baskets. The study reveals that, in March, there was discount to be made, how to best take advantage of the Latin Americans intend to continue using e-commerce. a peak in purchases, particularly involving cleaning purchase missions in each channel, and which assort- In Brazil, this percentage amounts to 82%. products and food, already with a view to the period of ment is optimized by channel. The industry, in the short In families with children, e-commerce is even more social distancing. To make their purchases, consumers term, will be required to identify whether its brands are used, as noted in another edition of the Consumer Ther- prepared to meet the latent needs of consumers in light 245

07 English Version mometer, held in late April. While the total amount in the most varied products, such as clothes, shoes, food, does not have a physical store, but a telesales office, Brazil pointed to a 32%increase in online purchases, in beverages and cleaning products.This gives an average which provides personalized service.” households with children, this increase was 42%. For of one virtual store open per minute. “We are working these households, the concern regarding the pandemic 24 hours a day placing new e-commerce businesses A one-way trip as the reason for the use of e-commerce was pointed on the air”, says João Teixeira, vice president of sales Focused exclusively on the B2B segment, the meu- out by 68% of respondents. In turn, 75% reported time and business development for Vtex, another specialized compras.com marketplace is primarily focused on small savings, and 54% claimed that the online shopping ex- company in the sector. Teixeira says that implementing independent retailers, as this channel is the one that perience is better than that of physical stores.This study this solution can cost less than imagined. In some cas- has the greatest difficulty in accessing all the suppliers also showed that 32% of consumers worldwide believe es, it may not cost anything. “We have a platform that, it needs to supply its point of sale, as explained by Gus- that their future online purchases will increase. Among in its basic plan, has no monthly fee. In fifteen minutes, tavo Erzinger, marketplace director. For this reason, the Brazilians, this perception is clear for 45%, growing to a customer sets up their store, with a complete website, largest variety of products belongs to categories related 54% among households with children. and can now start selling.”The plans where the monthly to food, beverages, hygiene and cleaning, although the fee is paid start with amounts equivalent to the sub- portfolio is extensive. Five years in five months scription to a streaming platform. Erzinger points out that small retailers are still some- Brazilian consumers have found in e-commerce a what refractory to making their purchases digitally.\"Cul- safe and quick manner to obtain supplies in times of Teixeira points out that the e-commerce operation turally transforming a traditional sector like this will take social isolation. The small and medium-sized retailers does not mean that the sellers will be fired. \"With this a long time.\" The imposition of quarantine, however, led that sell products deemed essential also had to resort platform, sellers continue to receive their commission a portion of this segment to join the internet to supply to online shopping in order to keep their store stocked. and can take the time to strengthen the relationship their establishments. “It is a one-way trip, and the en- However, for those who are not yet familiar with this with the retail customers, acting as a business consul- try of large industries with initiatives in this area, with tool, is it difficult to enter the digital world? tant, not being worried about losing sales because the significant investments, will certainly contribute to this According to consultant Eduardo Terra, president of competitor has been at the establishment before.\" new phase of B2B food retail,”believes Gustavo Erzinger. the Brazilian Society of Retail and Consumption, many Social isolation also caused changes in the profile of companies in the wholesale and distributor sectors The next step for those who run an e-commerce buyers of meucompras.com. The director of the com- have already joined e-commerce. “The pandemic has business is to think about the marketplace, a platform pany says that, before the arrival of the pandemic, the streamlined the digitalization process of companies. An where several companies place their products to sell. \"I monthly rate of growth was over 20%, with restaurants, evolution in the digital world that was expected for five use to say that e-commerce is the store, whereas the cafeterias and hamburgers with main buyer segments. years occurred in five months.” Terra points out that it marketplace is the mall,\" says Eduardo Terra. Examples Nonetheless,these sectors have been drastically affect- is not difficult for a company to set up its e-commerce. of this “shopping” are Amazon, Mercado Livre, Buscapé, ed by social confinement. \"Surprisingly, other channels, “The first step is to choose the platform that best suits which sell products from various companies to end con- such as butchers, mini-markets, independent micro- your reality. Nowadays, there are good companies on sumers. In the wholesale and distributor segment, there entrepreneurs who have emerged to be neighborhood the market that offer e-commerce platforms with com- are still not many B2B marketplaces. “This is a market transformers and retailers, neighborhood pharmacies patible costs to small and medium-sized entrepreneurs niche to be explored,” comments Terra. have grown the numbers a lot.\" Due to this new profile, in the sector.” the company doubled its sales and tripled its customer Infracommerce is a company specialized in providing Net Suprimentos is a marketplace that sells to base in the first month of social isolation.“In the follow- e-commerce services. Kai Schoppen, CEO of Infracom- companies and also to end consumers. Owned by the ing months, the pace of growth slowed a little bit, but merce, points out that the tool is essential in these mo- English group Bunzel, with more than 180 years of ex- with the new base, we grew double digits every month.” ments when the sales force of many companies is not istence, it was created about four years ago to be the going out. “With online sales, the wholesaler or distrib- digital arm of its headquarter, in Brazil. It sells around 60 Happy hours now held at home utor's customer can supply their business without the thousand products in nine categories: PPE and security, The bar and restaurant segment has definitely been need to get around. Moreover, they can purchase at any hygiene and cleaning, food service, stationery and of- one of the most impacted by the restriction measures time, as e-commerce never halts.” For the wholesaler, fice, tools, paints and accessories, air and air condition- imposed by the COVID-19 pandemic. The quarantine e-commerce offers the facility of placing new products ing, healthcare and information technology. According enforced in virtually the whole country determined the whenever they feel an increase in demand and the flex- to Mauro Belmonte, head of e-commerce and digital closure of these establishments, forcing consumers to ibility to adjust the assortment. marketing at Net Suprimentos, in February, there was transfer their happy hours to their homes. Schoppen points out that technology should not be a boom of orders for protective masks and gel alcohol. While the bars, restaurants and food courts being the first concern of entrepreneurs who wish to set up \"Many companies were already thinking about protect- closed meant a profound change of habit for consum- an e-commerce.“The first issue is to set a strategic po- ing their employees against the new coronavirus,\" he ers, for entrepreneurs in the industry, it represented sitioning: what I will sell and to whom I will sell iy. Once recalls. Disposable orders have also grown. In March, loss of revenue, accumulated losses, and dismissal of the audience has been defined, there is the choice of the demand remained high, with a growth of 400% in employees. According to the Brazilian Association of the best technology and, lastly, its deployment. This relation to the target set for the month. Today, demand Bars and Restaurants (ABRASEL), in the period from the entire process can take up to 16 weeks. The return on tends to normalize. The company believes it will close beginning of the pandemic, in March, to the end of May, investment depends on some factors.The executive ex- 2020 reaching the target for the year, which is 80% when some measures of relaxation of social isolation plains that if the company is able to quickly migrate its growth compared to 2019. were implemented, about one million jobs have been customer base to the e-commerce platform, this return lost. may be faster. But the rule indicates that, on average, What does it take to set up a marketplace? “Choose A good measure of how social distancing has im- the return on invested capital occurs between one and a good platform and establish its integration with the pacted people’s behavior during and after the pandem- two years. For companies building their customer base, company's system. Then, one should set up a team of ic are the results of a survey conducted in late May by this time can reach four years. professionals specialized in e-commerce, as well as the Opinion Box institute, which specializes in digital other digital tools that must be created.” With regard to solutions for market research. With regard to places One store per minute investments, Belmonte believes that R$ 1 to R$ 2 million frequented in the last twelve months, only 27% of re- To get an idea of the growth of e-commerce in Brazil, are required, which will be allocated in several stages. spondents stated that they had gone to a drive-thru data from the Brazilian Association of Electronic Com- The return on that capital depends on the categories restaurant; however, no less than 66% (the highest rate merce (Abcomm) indicate that between March 23 and worked and the margins established. At Net Suprimen- found in the survey) intend to attend this type of estab- May 31 of this year, no less than 107 thousand new es- tos, the fee charged reaches 20% of sales, and may be lishment this year. The high percentage is explained by tablishments were created on the internet aiming to sell lower for high-turnover categories. In Mauro Belmonte's the fact that, in this mode, the level of contact is low, opinion, the ideal scenario for a company is having two service models: the physical store and the virtual store. “There are many customers who are keen to receive salespeople at their establishment. Net Suprimentos 246

Anuário ABAD 2020 | Panorama do Setor thus ensuring greater safety in these times of the new volves the use of modern and advanced solutions that e-commerce, inventory\". normal.At the other extreme, mall food courts, a favorite meet companies’ needs such as, for example, devices Regarding the advantages of the system, Divalor's place for 67% of respondents in the last twelve months, that facilitate the separation of goods at the distribution ranked last among the frequency options this year, with center. With easy-to-use equipment, work can be per- executive points out that improving productivity does a rate that is not low at all, at 49%. formed with productivity gains and virtually no margin not only mean increasing the speed of the separation of error. Other resources are the various delivery man- process. “Reducing errors in separation allows to im- New times, new habits agement systems,which standardize service processes prove the checking process and consequently increase The survey also assessed which measures, among and improve traceability. productivity. Depending on the company's needs, the the several already pointed out as likely changes, would technology can help to increase productivity in the sep- positively influence consumers when choosing a bar or As the watchword is to reduce costs with no loss in aration or to reduce errors in the conference or a mix- restaurant to attend. Constant cleaning of tables, chairs terms of quality and efficiency, the market offers solu- ture of the two.” The increase in productivity in the sep- etc. was the option chosen, with 87% of responses. tions that can assist in the optimization of expenses aration can reach up to 30%, generating a reduction in Measures including availability of hand sanitizers on with transportation and fuel, which are items that al- operating costs of up to 48%, according to Canelli, with tables (85%), employees wearing mask (84%), good ways weigh in the companies' spreadsheets. Whether the return on investment within 4 months to one year. ventilation in the place without air conditioning (83%), in freight management, automatic route assembly or spacing of at least two meters between tables (81%), even truck rental, the gains can be relevant and offset Seven in one and limiting the number of customers on site at the the investment. Currently, the road modal is widely used by compa- same time (80%) were also evaluated. Even the require- nies to carry out their deliveries; however, current solu- ment for customers to bring their glasses and cutlery How to make the distribution center's inventory tions for delivery logistics either do not always meet was accepted, with 48%. counting process faster, cheaper and safer? The solu- all needs or require high investments. To address this The care and prevention measures accepted by con- tion may be to use drones. However, if the need is to problem, Fusion Software created the Fusion DMS (De- sumers will certainly result in increased costs for bars set up a distribution center, perhaps the best solution livery Management System), which covers all delivery and restaurants. The Opinion Box survey raised this is, first, to define which is the best project and then, management cycles. “Our solution consists of seven issue with respondents. Among them, 70% stated that start the construction. Well-assembled storage sys- fully integrated modules, ranging from delivery planning they were willing to respect the maximum time spent tems, which take into account the type of operation and to controlling the working hours of drivers and helpers,” at the table, in order to stimulate turnover and prevent the flow of materials and people are another recipe for explains Emilio Saad Neto, founding partner of Fusion consumers from spending too much time in the place optimizing resources, generating a quick return on in- Software. without consuming.The option of getting the food at the vestment. Fusion DMS is made up of modules for routing, geo- counter as a cost-cutting measure and for health pre- monitoring, mobile, left-handed management, SAC, vention concerns, since the waiter would not be around Separation promptness working hours and productivity management. The the place with the dish, was accepted by 68%. For 60% One of the solutions that meet the strategies for modules can be integrated into the ERP management of respondents, menus could have a smaller variety optimizing routines is voice picking, a method based system. “In addition to facilitating the work of compa- of products, maintaining quality, while reducing food on separating products, carried out by means of voice nies, the system generates a reduction of up to 30% in stocks. With regard to paying a little more than before commands, using a device and a head seat attached to the cost of deliveries. It should be noted that one of the the pandemic in order to have the experience of going the operator. Companies that operate with large quan- main costs of a company is transportation,” says Saad to bars and restaurants, only 38% agreed. tities of products gain agility and accuracy when cata- Neto, adding that the solution produces a set of reports loging, separating and dispatching orders. The system that the company can use to work on regulating cost CHAPTER 5 - LOGISTICS operation is simple: commands such as product loca- generation. tion, quantity, destination and other information related Distribuidora Disdal uses Fusion DMS. For Clair Er- The last technological frontier to the order are sent using WMS software, decoded and nesto Dalberto, the solution has brought gains for the The speed with which scientific discoveries become transformed into sound orders for the employee. It is as company, since the cargo is delivered more quickly, with a practical reality is astonishing. At no time as now have though the operator is talking to the computer; in fact, lower freight costs and there is no need for the driver so many concepts been seen coming from the drawing they are talking to the device that is transforming, on to return to the company to make the delivery arrange- boards of laboratories to companies’ daily activities. In one hand, voice into data and, on the other, data into ments: as soon as they perform the delivery, the cus- Brazil, although there are several realities, many of these speech. Manual processes, using spreadsheets, reports tomer signs the receipt stub,which is photographed and discoveries are already being used in several branches and clipboards, become fully digitalized operations. sent via cell phone to Disdal. \"This basically represents of the economy, including in the wholesale and distribu- Distribuidora Disdal, based in Brasília, was one of a two-day work gain.\" tion sectors. New technologies can be found in distri- the pioneers in the use of voice picking. For the com- In addition to reducing costs, Emilio Saad points bution centers, in the processes of separation of goods, pany's president, Clair Ernesto Dalberto, the advantages out other benefits provided by the system. It improves in deliveries and in fleet management.“We are entering are many. The first of these is the ease and reduction traceability, through automation of monitoring, reduc- the last technological frontier”, says specialist Altamiro in operator training time. In addition, there is an envi- tion of the team that performs this monitoring, elimina- Borges, CEO of AB Group, a company focused on tech- ronmental gain, since no more paper is used. \"Voice tion of fraud and deviations and forecast of deliveries. nology consultancy and a member of the advisory board picking gave agility to employees, who keep their hands Productivity gains are obtained by standardizing cus- of the Brazilian Logistics Association (Abralog). free to make the separation, without needing to use the tomer service processes, reducing dependence on the This last frontier is the alternative to reduce costs spreadsheet\". Dalberto adds that the productivity gain human factor, improving the performance of the delivery and errors, optimize tasks and improve service. It in- reaches more than 50% and the occurrence of errors is team and reducing labor causes. The increase in com- practically null. mercial efficiency generates more satisfied and loyal One of the companies that sell voice picking systems customers. Lastly, the reduction of pollutant emissions is Divalor. Its DIVO application adapts to different work is an excellent gain for the environment. modalities. According to Roberto Canelli, business man- According to Emilio Saad Neto, Fusion DMS does not ager at Divalor, the application allows the company to require high investments for its installation, since it is maximize the productivity, precision and safety at work delivered as a service: the company makes the monthly for operators. “In the early days of implementing the subscription according to the number of trucks it owns. system, productivity can grow from 25% to 30%”. Canelli \"It is accessible to small, medium and large companies.\" adds that DIVO was created to optimize the logistics of small, medium and large retail, wholesale and distribu- Freight management tion companies. \"It works on several work fronts, such Transportation costs account for a considerable por- as separation by customer or grouped, separation of 247

07 English Version tion of a company's costs. Its lack of control leads to a consider customers' delivery window in the calcula- ever, truck rental is an alternative little known in Brazil, loss of margin, often causing the planned business to tion, and the use of Google Maps, one of the most up- although it is widely used in the United States and Eu- become unviable. A good transport strategy is import- to-date and accurate map technologies on the mar- rope. It is a feasible option for small, medium and large ant not only to ensure the flow of inputs and products, ket. \"A novelty recently launched is the possibility of fleet owners. “This is a change in the market paradigm but also to build a business with positive results. GKO routing loads from XML files imported into the system, that has many economic and environmental advantag- Informática, specialized in freight management for ship- allowing use even without a direct integration with an es. For example, if the average age of the Brazilian fleet, pers, offers three solutions that, according to director ERP,\" adds Gustavo Pinheiro. now 20.7 years, followed the same pattern as the Va- Ricardo Gorodovits, aim to simplify the management mos fleet, 2.5 years old, there would be a 95% drop in of logistics operations. One of them is Confirma Fácil, a The executive points out that maxRoteirizador of- air pollutant emissions, in addition to fuel savings and portal hosted in a cloud environment, which aggregates fers several benefits to customers, in addition to re- maintenance costs,” adds José Geraldo Junior. information from the most diverse systems,allowing the ducing fuel costs.“With it, there is a higher occupancy management of the delivery procedure to be more effi- rate of the fleet, since the orders are distributed in Drones at CD cient. The application controls the delivery, in real time, order to optimize the use of the available vehicles and Nowadays, the process of counting inventory at the with geolocation, in addition to monitoring the entire their cubing, since it is possible to fulfill more orders distribution center is done, basically, with the use of process, including occurrences, with detailed visualiza- using fewer vehicles or use the capacity of the fleet. forklifts and, often, with the rental of equipment referred tion. \"If the carrier is smaller and does not have its own smart way for peak days and other scenarios.” There to as “giraffe”, which elevates the employee up to 15 or management system, our solution can be your main is also less wear and tear on vehicles, as the cubing 20 meters in height to reach the highest shelves. It is a technological support for the registration of events, of trucks is respected and orders are distributed in- manual, expensive, slow process that carries risks for which can be done either through the Confirma Fácil telligently. \"In this way, there is no excess weight or the employee. To transform this work into something portal or the Confirma Fácil Audit app,\" explains Ricardo even excessive running which ends up generating more agile, with less costs and safer, Panorama.ID Gorodovits. more maintenance and even breaks in the vehicles.\" launched fly.id, a software installed on the cell phone Gustavo Pinheiro also highlights the agility in as- that communicates with a drone to do the counting. GKO Frete, on the other hand, offers a set of func- sembling loads, passing to minutes a process that The drone “pilot” directs the mission by remote control tionalities for the management of freight hired from was previously done manually and took hours, since through the mobile device. The drone captures the bar- third party carriers. “By using the system, the shipper it was concentrated in the hands of a single person. code images of the pallet labels, the secondary card- can generate very tangible results, such as the objec- This agility allows a reduction of up to 66% in assem- board packaging and the storage address. The algo- tive reduction of the amount payable for freight, ascer- bly time. Lastly, the executive mentions the optimized rithms read and decode the bar codes captured by the taining and making the correct tax credit, improving the logistics management, based on data on the financial drone.The processing relates the product to the storage quality of services and taking advantage, when applica- performance of the routes and also their costs, which address and the customer receives the results in a text ble, of the information generated there. to assess even facilitates the analysis of logistics managers to make file or integration via API (Application Programming In- the breaking of paradigms of its transport processes.” changes to their service scenario. \"With this solution, terface in Portuguese). Among the tasks that the solution performs are freight there is a 12% drop in delivery time and a 15% increase According to Antonio Carlos Martos, partner at Pan- audit, separation and shipment, scheduling and moni- in the average daily deliveries per vehicle, in addition orama.ID, in the current process, it takes one minute to toring and performance evaluation. It can be deployed to 100% occupancy of the truck space.\" read the contents of the pallet; o with fly.id, that time complete or by modules. drops to 11.3 seconds. The use of this solution can Paradigm change generate savings of up to 22% in the cost of inventory. Lastly, GKO provides LogPartners, a unit that per- For a wholesaler or distributor, one of the biggest “Usually, large companies in the sector take invento- forms a good portion of its customers' freight man- costs is a truck stopped in maintenance. This problem ry on a daily basis, covering one or two aisles per day. agement through specialists who use modern tools, can happen for several reasons, but mainly because of The general inventory is done, on average, every three including those made available by GKO. \"The company the old fleet. The Vamos Group, a leader in the Brazilian months. In this case, it is necessary to stop the work thus achieves reductions in freight costs, improvement truck, machinery and equipment rental market, guaran- on the CD for a weekend just to do the inventory, with in the quality of its service to cargo recipients, without tees that truck rental is an advantageous alternative for costs of overtime, rent of 'giraffe' etc. Fly.id facilitates investing in software, people, training, allowing its focus cost reduction.“This modality meets the needs of com- this process.” to persist on the most important aspects of logistics panies for a more intelligent management, with better The use of the system is made by signing a license to processes and management.\" capital allocation, less indebtedness and cost reduc- use the software.The company has the option of install- tion,” says José Geraldo Junior, director of Grupo Vamos, ing the software on its drone, with training to conduct GKO Informática’s solutions can be applied to con- adding that it is a model that allows greater efficiency the inventory and even to pilot the equipment, if appli- tracting freight in several modes. of operations, by delivering more modern vehicles, with cable, done by the team for Panorama.ID, or to sign the lower maintenance and fuel consumption costs, which license and rent the drone. Enhanced performance generates greater fleet availability. Created in 2017, Panorama.ID is a startup that won Among the costs that have greater weight in com- The trucks rented by the Vamos Group are, on aver- an award for the fly.id solution and, therefore, received panies in the wholesale and distributor sector is that of age, 2.5 years old, while the average fleet in circulation funding from the Ministry of Economy to make the proj- fuel. Without good management of deliveries, this cost on Brazilian roads is around 20 years old. Studies from ect possible. It has already carried out several proofs of can be extremely high. Carefully planning routes, opti- the rental company indicate that, in practice, a newer concept (a type of demonstration of how the solution mizing truck performance, reducing delivery times are fleet allows the company to resize its operations. \"On works for entrepreneurs), having been approved in all some of the benefits offered by routing software. “The average, a service performed by ten used trucks can of them. The company is currently working on two oth- organization of orders processed for delivery, with their be done by seven new vehicles, eliminating the need er projects. One is the use of the drone to count boxes correct distribution among vehicles aiming at a better for spare trucks and still saving fuel and maintenance on the pallet and the other, using augmented reality, in occupation of the fleet and the choice of the most prof- costs.\" In the plans made available by the Vamos Group, which the glasses used for AR see, at the same time, itable routes generates time and fuel savings, guaran- it is possible to include maintenance itself in the con- the work done by the drone and the information it is teeing an optimized performance,” says Gustavo Pin- tract, which creates cost predictability throughout the sending to the cell phone. Panorama.ID also develops heiro, coordinator of Maxima Tech development. period of use of the vehicle. This allows companies to strategic partnerships with integrators and consultants The maxRoteirizador, marketed by the company, al- focus their attention on the core activity. to apply fly.id. lows the automatic assembly of routes from the geo- According to José Geraldo Junior, the savings gen- graphical mark on the map. In addition, it is possible erated in a rental contract, within a period of five years, Going the wrong way to make a cost / route analysis or loading, profitability vary from 20% to 30%, when compared to the amount The automation process of Roge Distribuidora, in- and monitor whether what was planned is, in fact, be- spent on the purchase of the same equipment. How- ing carried out by the drivers. The system also makes it possible to create delivery and constraint sectors, 248

Anuário ABAD 2020 | Panorama do Setor stalled in Jarinu, in the countryside of São Paulo, start- ing and moving materials. As its portfolio of solutions is the replacement of products at the picking address- ed in the late 90s, when the company decided to unify wide, the company is able to develop customized proj- es and 25% reduction in the time of general inventory the four distribution centers into one. The land for the ects for each partner. count. construction of this new center was already purchased. Nevertheless, contrary to what many companies do, Among the services offered are systems for pal- Multimodal transport and planning are allies Roge opted, first, to find the best solution to, later, adjust letized cargo, picking and automation, in addition to to the growth of wholesalers and distributors the construction of the building.“Our distribution center technical safety inspections, with the verification of the Multimodal transport has increasingly been used emerged by going the wrong way,” says João Alfredo storage structures and survey of the need to exchange by companies that are aware of the competitiveness Gusman Moreira, logistics manager. structural components. In the picking segment, Bertolini in strategically using the different modes of transport operates with light collection systems (picking by light available in our country. Despite the strong national The solution that most pleased the company was and put to light). In the portfolio, there is also the flow presence of roadways, rail transportation has become the compacting and verticalization of the warehouse, rack system (a process that integrates both stocking an important pillar of the federal government's infras- with the use of intelligent stacker cranes and mini loads. and shipping orders to customers).The solutions can be tructure agenda in recent years. Great investments that After eight months of consultancy, the construction of integrated with ERP or WMS systems. have already been designed before are now a reality, the distribution center began. The building has 20 thou- such as the renewal of Malha Paulista and the future sand meters of built area, with three modules. Two of With a factory in Colatina (ES) and an administra- resumption of the North-South Railway in the stretch them are 20 meters high, with 14 stacker cranes, and tive office in Bento Gonçalves (RS), where the Bertolini between the Center-West and North regions. the third, with 10 meters high, where mini loads are in- Group was founded, the company has its own Technol- Brado is known for operating in railways that connect stalled, which operate the goods fractionation systems, ogy Center. Installed in Bento Gonçalves, the center is industry, agribusiness and a domestic market that is and which can be used for future facilities. one of the most modern laboratories for analyzing stor- eager to consume the most varied products possible, age systems in Brazil. It carries out research for the de- such as consumer goods, cleaning products, personal Upon receiving the sales order, the systems sepa- velopment of new products and tests that scientifically hygiene items and food. The strategic presence of its rate the items and, based on the quantity of the prod- prove its safety and quality. Among the tests performed multimodal terminals turns the company into the best uct, send a separation order to the fractional unit (mini are column compression, beam bending and coupling distance between people who produce and people who loads) or to the boxes of the \"industry\" (stacker cranes). stiffness. consume. Some examples are its units near the railway In this case, the stacker crane transports the pallet to lines in cities such as Rondonópolis (MT), Sumaré (SP) the picking area named \"U\", where the operator re- Logistics as an ally of good performance and Cambé (PR). In these three municipalities, custo- moves the boxes informed by the system and places A distribution center doesn't just store products on mers use the highway for the short distances and the them on the conveyors that go to the sorter. The boxes shelves and carry them in vehicles. Its operations are railway for the long routes, which can reach almost are then classified by destination of delivery. much more extensive and complex. This analysis is car- 1,500 kilometers. ried out by Anderson Alves, director of Prática Logísti- Multimodal transport does not just represent a com- The first four stacker cranes were installed in 2003; ca, a company specialized in consulting businesses in petitive cost for companies. It also offers a strategic in 2010, another ten were installed, which practically tri- various segments. In Alves' opinion, the conciliation be- advantage: more management flexibility for those who pled the storage and separation capacity of goods. tween processes, technology and people can result in plan well. From São Paulo to Mato Grosso, the railway a significant increase in productivity and performance. transit time varies from 3 to 3.5 days. Aware of this, “With the use of automation systems, we had a To achieve this conciliation, some factors must be wholesalers and distributors can hire logistic services considerable reduction in manpower. Today, between considered.\"The company needs to define the process- according to their local stocks and demands. the administrative and operational areas, we have 200 es it will use, such as, for example, the separation of the The recent scenario with the coronavirus has also employees,” says João Alfredo.Around 40 thousand vol- goods that were sold and will be sent to customers. shown that the train, over long distances, is more ef- umes are handled daily. Other advantages pointed out From there, it is necessary to adapt the physical space ficient and safer. The train keeps the cargo better pro- by the logistics manager are the increase in the speed to the necessary structure, including a good internet tected against theft and even bad weather – Brado, for of the processes of receipt and separation of goods, in connection, and to install the equipment required to instance, handles the goods in containers, whether by addition to the accuracy of inventories. carry out the defined processes\". Alves highlights that, truck or by rail. The dry, reefer and isotank models can nowadays, the Brazilian market has technological solu- accommodate the most diverse products, ranging from The automation process continued, last year, with tions that allow the good execution of the work.\"Finally, dry to frozen cargo, and even bulk liquids (such as oils, the installation of the sorter to classify and direct boxes it is necessary to train the teams that will perform the fats, extracts, waxes and lubricants). that will be sent to the carrier.This year, they planned on service\". Besides the commercial advantages, multimodal introducing a robot to separate and assemble the loads. He points out that continuous optimization reduces transport offers an important benefit to the environ- With this new equipment, the stacker crane takes the costs and promotes high logistic performance in all pro- ment: it is also more sustainable. When the operation is pallet to the robot, which removes the boxes by suction. cesses, such as receiving goods, storage, return to the rail-based, it is possible to reduce greenhouse gas emis- The arrival of the Covid-19 pandemic, however, frustrat- supplier, transfer between addresses, preventive and sions into the atmosphere. The train is capable of emit- ed Roge's plans, as the foreign technicians who would corrective procedures, preparation and separation of ting five times fewer pollutants when compared to road install the robot returned to their country of origin. João orders, dispatch control, shipment, return of products by transportation. In 2019, Brado customers who used the Alfredo believes that this new process will only be in- customers, among others. railway ceased to emit 255,000 tons of CO2, which is stalled at the end of the year. When the logistic process does not contribute to the equivalent to the emissions made by over 115,000 cars. company's good results, \"there is a high rate of stock Very soon, Brado will be able to demonstrate to the Founded in 1990, Roge Distribuidora operates divergence, defective products, stock ruptures, con- market the environmental advantages and benefits throughout the State of São Paulo selling personal hy- stant delays in deliveries, excessive overtime, delays brought by multimodal transport. This year, the com- giene and cleaning products. Its focus is on small and in checking, stocking and separating products, thus pany was chosen as a sustainability case by an MBA medium-sized retailers, as well as some dedicated Dis- reducing the level of service and increasing customer class from MIT (Massachusetts Institute of Technolo- tribution operations. dissatisfaction\". gy). This approach resulted in the development of a Anderson Alves lists some figures that prove the ef- pilot tool for multimodal transport that will calculate Perfect storage fectiveness of good logistics application in a distribution CO2 reductions and accident reduction. Through algo- A perfect storage system, in addition to allowing center: 87% increase in the process of cargo separa- rithms that use Artificial Intelligence, the tool that has the maximization of spaces, provided that it has been tion by service order and 40% increase in the agility of been improved and also studied by an internal team correctly designed, improves the flow of materials and inspection and packaging. There are companies that and can be accessed by all Brado customers via the people, minimizing costs and generating a quick return have obtained 90% reduction in product cuts (when the on investment. Location, layout, storage structure ap- goods sold are not available in stock), 30% increase in propriate to the type of operation and product and study of the material flow are aspects that must be taken into account when thinking about setting up a warehouse. Bertolini Sistemas de Armazenagem, which has been in the market for over 50 years, offers systems for stock- 249

07 English Version web so that they can see the amount of emissions and our affiliates in order to get closer to the representatives rienced ups and downs in these four years. What can possible accidents avoided when opting for the train of their States in the National Congress, contributing to we expect for the following years? in long-distance transportation. address issues relevant to the sector, especially in the tax, labor and regulatory areas. Thus, we hope that this Emerson Destro – At the beginning of the year, we all Up until now, multimodal transport did not have a intense work will be a good legacy for the next admin- expected 2020 to be a year of recovery, in which Brazil tool to demonstrate, in a practical way, the extent to istrations. would have the strength to return to sustainable growth. which emissions and accidents are reduced when However, the economic crisis caused by the pandemic choosing to transport the cargo by rail in conjunction ABAD Yearbook – In these four years of manage- of the new coronavirus has changed this scenario, af- with the roads. After the first step with MIT, the pro- ment at the helm of ABAD, what were the biggest fecting all productive sectors. Some segments, such as ject is currently being improved to meet the demands challenges faced and how were they solved? the wholesale distributor, tend to be less affected, since of the domestic market and may be launched to the we work with basic necessities, which are mandatory market this second semester. Emerson Destro – One of the great challenges, with- for families, such as food items, household cleaning and out a doubt, was the change that we promoted in rela- personal hygiene. Thus, despite the difficult scenario, CHAPTER 6 - PERSPECTIVES AND TRENDS tion to the ABAD Convention. The format of the event, based on data from our annual ranking and the monthly adopted from 2018, inaugurated a new level in the rela- survey of the ABAD Database, we still believe in modest Emerson Destro: “I end the mandate tionship between the wholesale distributor and the sup- growth for this year. However, we know that many ac- with a sense of accomplishment” plying industry, with a focus on alignment, knowledge tivities will be severely affected by the forced shutdown At the end of his second and last term leading ABAD, production and business generation. To achieve this during the quarantine period, which means that some President Emerson Destro takes stock of his activities, level of excellence, it was necessary to reinforce essen- sectors should show negative results, and it may take recognizing that sitting at the table as the entity's top tial aspects in the entity: governance, management and some time for full recovery, depending on the govern- manager was a great challenge. Under his command, control, always focused on adding value to the supply ment's action in helping these companies to resume. major strategic changes were made at ABAD. With a chain. We have also been working for a tax reform that lean management and focused on productivity, he took simplifies taxes and the bureaucracy involved in collect- ABAD Yearbook – The coronavirus pandemic will the Annual Convention to a new level,making it compact ing them. Since the onset of the management, togeth- certainly leave profound marks on the Brazilian econ- and dense in content. He opened up new political paths, er with the entities that make up the UNECS [National omy. How to overcome these challenges? aiming at a better business environment for everyone. It Union of Trade and Services Entities], we have tried to mobilized industry representatives to define strategies approach the federal government at the beginning of Emerson Destro – At the beginning of the pandem- for the supply chain, preserving a healthy and ethical the current mandate, to expose the difficulties of the ic, as well as several sectors, we had to be agile and balance between companies. And even when the coun- commerce and services sectors, and we can say that adapt. In the case of our sector, stopping activities has try entered what may be the worst crisis in world histo- we have won important victories in terms of debureau- never been an option. On one hand, we have a social ry, caused by the pandemic of the new coronavirus, the cratization. We also had positive outcomes in relation to responsibility to guarantee the supply of small and entity was not shaken, overcoming the difficulties and the adjustment of labor standards and the legislation on medium retailers so that they can continue to serve giving support to the associate. In a conversation with cargo transportation, correcting distortions that nega- Brazilian families. On the other hand, we have an eco- the ABAD Yearbook, Destro talks about this trajectory tively affected companies, such as the dangerousness nomic responsibility to preserve the jobs of everyone and his obstinacy in creating mechanisms to develop bonus for trucks that already leave the factory with a in this chain, such as industry, wholesale distributor the sector more and more, adding value to the entire In- supplementary fuel tank, certified by the competent and small retailer. We had to reinforce safety and hy- direct Channel: industry, partners, affiliates, associates agency. It was enough to publish an ordinance by the giene measures, developed support and protection and distribution agents. Read the interview below. Special Department for Social Security and Labor of the protocols for internal employees and drivers responsi- ABAD Yearbook – At the end of his second term Ministry of Economy in December 2019 to exclude this ble for transporting goods, we engaged in campaigns leading ABAD, how do you assess this management? additional. But the issue of the additional danger for mo- to inform and reassure society, and most of our com- Emerson Destro – Being at the head of a nationwide torcyclists, which has been going on since 2014, is still panies managed to avoid layoffs. Looking to the future, entity such as ABAD is always a great challenge, which pending. We had close to resolve it, but the provisional I would say that the pathway for companies is to con- could not be faced without the contribution of members measure that corrected the distortion in the text did not tinue in search of greater productivity and efficiency of the board, the entity's executive team, regional lead- go through. It is part of the political game. We cannot that will allow them to recover the losses faced during ers and the presidents and executives of our state affil- give up. We must continue to fight for a solution. the pandemic, while the government will need to in- iates. Through a coordinated action and joint work, we crease efforts in order to reduce the bureaucracy of believe we have made important progress in favor of the ABAD Yearbook – In the political sphere, how do the relations between the productive sectors and the wholesale and distributor sectors during management, you assess ABAD's work? State, more and more promoting competitiveness so adding value to the entire supply chain, especially in the that we may grow again. relationship with the consumer goods industry and the Emerson Destro – I believe that we have advanced a political agenda of the sector. This means that we were lot in this aspect, due to a series of factors. The current ABAD Yearbook – Please mention a project or pro- able to further expand the dialogue with supplier indus- government, among all the recent governments in the gram that, in your opinion, was essential to boost tries,partners in the sector,to discuss growth strategies country, is certainly the one that opened the most space ABAD's work as a spokesperson for the wholesale and the future of the indirect channel, aiming at greater for dialogue with the business community, being willing distributor segment. efficiency in the search for growth and improvement to listen to the difficulties and contributions to boost the of profitability for all links in the chain, from industry to growth of the economy. In addition,ABAD's participation Emerson Destro – It was four years of intense action small retail. In the political aspect, we have mobilized in UNECS, which is also a very active entity from a polit- by ABAD's board and state affiliates in favor of the politi- ical point of view, and its proximity to the Parliamentary cal agenda. We were in Brasilia for meetings with mem- Front for Trade, Services and Entrepreneurship [FCS], bers of the Legislative and Executive branches, always one of the largest and most active members of the Con- aiming to find solutions to the sector's demands. But I gress, also had a significant impact. positive. Finally, at believe that a milestone in this management was our the level of the States, we were able to count on the performance in relation to the crisis generated by the broad engagement of our affiliates, who increasingly re- coronavirus. Since the pandemic broke out in the sec- late to the federal deputies and senators of their regions ond half of March, we have acted intensely to answer to expose the sector's issues and request their support questions in the sector and to calm society in relation to in voting on bills relating to the wholesale distributor supply. We made several announcements with guide- activity. Therefore, we assume the role that we have in lines on how to deal with the pandemic, we highlighted the political debate and become the protagonists of the the law that classifies the sector as an essential activity, country's changes. we presented proposals to the Ministry of Economy, be- ing part of a crisis committee of the trade and services ABAD Yearbook – In the economy, Brazil has expe- sector from the beginning. In this way, we actively par- 250