In 2025, Latin American grocery shoppers are more informed, selective, and digitally influenced than ever before. For brands looking to scale within the region’s retail sector, understanding what drives a consumer’s journey from product discovery to purchase is key.
Whether you’re selling snacks, supplements, or personal care items, decoding shopper psychology in countries like Panama, Colombia, and Peru can make the difference between shelf presence and sell-through.
Up to 70% of purchasing decisions are still made in-store in Latin America. While online grocery is growing, brick-and-mortar stores remain dominant, particularly in emerging markets and smaller cities.
Key factors influencing in-store buying:
Eye-level placement: Products placed at eye-level or endcaps see the highest conversion rates.
Price tags and promotions: BOGO deals, “3x2” offers, and loyalty discounts continue to influence purchase behavior, especially among budget-conscious shoppers.
Packaging clarity: Shoppers favor clean, informative packaging with nutritional info and local certifications.
Latin American consumers are increasingly price-aware and promotional-driven, yet impulse still plays a significant role:
Impulse zones: Checkout counters and refrigerated islands near entrances drive snack and beverage sales.
Planned purchases: For household staples, cleaning supplies, and dairy, consumers rely more on shopping lists, often influenced by flyers or WhatsApp deals sent by retailers.
Ready to decode your target shopper? Contact us for a localized market entry plan.
Private-label products (retailer-owned brands) have gained significant trust, especially in categories like canned goods, grains, and cleaning products. They’re perceived as affordable, reliable, and often local.
Implications for brands:
Competing on value and perceived quality is essential.
Consider co-branding or exclusive retail partnerships to stay competitive.
Consumers are increasingly engaging with brands before entering the store:
Searching for deals and new products on Instagram, YouTube, and TikTok
Reading reviews or asking in WhatsApp groups
Consulting retailer apps and online catalogs
A strong omnichannel strategy is now a must—even for traditional grocery-focused brands.
Ready to decode your target shopper? Contact us for a localized market entry plan.
Each market in Latin America has its nuances:
Panama: High brand loyalty among older shoppers, with younger generations influenced by social media and product unboxing.
Mexico: Cross-border shopping and U.S. trends play a large role in consumer expectations.
Colombia & Peru: Consumers are highly price-sensitive but also increasingly eco-conscious, favoring biodegradable packaging and local sourcing.
Post-pandemic shifts have led to stronger demand for:
Low-sugar, low-sodium, and natural products
Plant-based and wellness-oriented items
Eco-conscious packaging and refill options
Shoppers are seeking transparency—ingredients they understand and origins they trust.
Latin America’s consumer landscape is evolving fast. The traditional walk through the grocery aisle is now guided by digital discovery, value-driven decision-making, and an increased appetite for local and healthier products.
At GetRetailAccess.com, we help international brands translate these insights into strategy—from shelf placement to local marketing, shopper research, and omnichannel integration. If you want to go beyond just “being on the shelf” and actually move your products into carts, we’re your partner on the ground.
Ready to decode your target shopper? Contact us for a localized market entry plan.