Investor Presentaiton
36
MARKET CONTEXT
CHANNELS
AND SALES
BY REGION
GRI 102-6, 102-7)
We maintained the strategy of geographic
sales diversification. In 2021, 64.1% of
sales occurred in the Defense area (North
and Northeast regions) and 33.9% in
the Attack area (South, Southeast and
Midwest regions). Exports represented
2.0% of sales, maintaining a high
standard, in line with the strategy, and
reaching 46 countries (44 in 2020).
During the year, M. Dias Branco
intensified its investments in marketing
on e-commerce platforms. Currently,
the Company's brands are present in the
main delivery applications in the country,
such as Rappi, iFood and Cornershop, and
in Brailian largest marketplaces, such as
Mercado Livre, Amazon, Magazine Luiza
and Americanas (B2W), cwith specific
promotional actions.
ADRIA
ADRIA
Grant
Sales by region
(% of gross revenue net
of discounts and returns)
Customer Mix*
2021
2020
Change
Retail
25.4%
26.8%
-1.4 p.p.
Wholesale
21.1%
22.5%
-1.4 p.p.
Key Account/Regional Network
23.4%
20.7%
2.7 p.p.
Cash & Carry
16.3%
18.2%
-1.9 p.p.
Distributors
8.8%
7.3%
1.5 p.p.
Manufacturing
1.5%
1.0%
0.5 p.p.
Other
3.5%
3.5%
0 p.p.
Total
100.0%
100.0%
*Customer mix, considering gross revenue net of discounts and returns
Share in gross revenue net of
discounts and returns (%)
In Range
Regarding sales channels, Key
Account/Regional Networks
and Distributors increased their
share in customer mix in 2021.
The performance of Key
Account/Regional Networks is
linked to the strategy of building
and strengthening brands.
Distributors channel continues
to grow in line with the
Company's strategy of increasing
capillarity, especially in the
Attack region.
North
2020: 3.4%
2021: 3.9%
Midwest
2020: 2.5%
2021: 2.1%
Large
Customers
Sales 2021
(R$ million)*
Sequence
Cummulative
Cummulative
Largest Customer
1
49 Subsequent
50
845.9
2,754.3
9.2%
9.2%
30.0%
39.2%
50 Subsequent
100
717.1
7.8%
47.0%
900 Subsequent
Other Customers
1,000
All
2,745.8
29.9%
76.9%
2,133.2,
23.1%
100.0%
Total
9,196.3
*Gross revenue net of discounts and returns
Northeast
2020:59.3%
2021: 60.2%
South
2020: 6.5%
2021: 7.0%
Abroad
2020: 2.6%
2021: 2.0%
Southeast
2020: 25.7%
2021: 24.8%View entire presentation