In 2025, retail buyers across Latin America are more data-driven, category-focused, and value-oriented than ever before. For brands aiming to enter FMCG retail, understanding what influences a buyer’s decision to stock a product is critical.
Profit Margins: Buyers expect a clear financial case—usually a 40–60% markup on wholesale.
Consumer Demand: Retailers want to see proof of demand through past sales data, consumer interest, or influencer validation.
Retail Readiness: Products must have compliant labeling, barcodes, retail-friendly packaging, and clear planograms.
Promotional Support: Buyers seek brand partners who invest in in-store promotions, demos, and flyer visibility.
Confidence in Category Fit: Buyers ask, "Does this product make sense for our current assortment?"
Low Risk, High Reward: Buyers are risk-averse—offering marketing support, flexible MOQs (Minimum Order Quantities), or buy-back guarantees builds trust.
Brand Story & Values: Buyers increasingly align with brands that have strong sustainability, health, or community-focused narratives.
Operational Simplicity: Retailers prefer brands that have logistics, delivery, and invoicing under control.
At GetRetailAccess.com, we help brands navigate the complex retail landscape in Latin America. From crafting compelling buyer pitches to finding the right distribution partners, our team supports your market entry every step of the way. Contact us today.
Panama: Emphasizes reliable local representation and logistics. Buyer decisions are often relationship-driven.
Brazil: Heavily data-led with buyers influenced by syndicated research and retail analytics.
Colombia & Peru: Strong emphasis on price competitiveness and promotional alignment with retail calendars.
Prepare a localized "retail sell-in kit" that includes pricing, shelf fit, marketing plan, and competitive benchmarks.
Build a retail case study or proof-of-concept in a smaller-format store before scaling.
Invest in buyer relationship-building through trade shows, B2B platforms, and category events.
Understanding retail buyer psychology isn't just about knowing what they need, it's about showing them how your product reduces their workload, drives their category, and aligns with their 2025 priorities.
At GetRetailAccess.com, we help brands navigate the complex retail landscape in Latin America. From crafting compelling buyer pitches to finding the right distribution partners, our team supports your market entry every step of the way. Contact us today.