Most retail chains in Latin America don't have an information problem. They have a decision problem. Sales data by SKU, category reports, supplier analysis—it all exists. What doesn't exist is the process for turning that information into the right assortment, a profitable promotion, or a negotiation with a manufacturer that generates real value for both parties.
At TMC, we have spent 30 years helping retail chains do exactly that — from convenience stores in Central America to pharmacies in the Caribbean and franchise networks in Brazil.
Real results in chains that work with TMC
Chains that work with TMC typically seek to: improve category performance, optimize their assortment strategy, develop strategic relationships with manufacturers, increase profitability per category, and improve the shopping experience in store.
Super 7 / Puma Energy
Central America
We carried out a comprehensive evaluation of the retail business across all Central American countries where the network operates. We developed the financial valuation, analyzed expansion models and presented strategic recommendations to maximize business potential.
Farmaconal
Dominican Republic
We redesigned the entire layout, optimized the category distribution, and created a multisensory environment with audio, aromas, and lighting. The result was a 25% increase in sales per square meter.
Disensa: Expansion Strategy in Brazil
We supported the expansion in Brazil by designing the operating model for franchisees, optimizing the centralized purchasing platform, adjusting the assortment by store and implementing the Perfect Store to ensure profitability and consistency across the network.
The challenges faced by the retail chains that contact us
Retail chains today face an increasingly competitive environment. Margin pressure, consumption fragmentation and the constant evolution of shopper behavior force retail companies to permanently review their commercial strategy.
01
Categories growing below market rate. Poorly optimized assortments. Promotions that generate volume but not profitability. Transactional relationships with manufacturers. Low differentiation versus other chains. Large volumes of commercial information that are not converted into profitable decisions.
02
The relationship with the major manufacturers is transactional: an annual negotiation of terms, a media plan that no one rigorously measures, and very few initiatives that actually grow the category for both parties. The Joint Business Plan (JBP) exists on paper but doesn't work in practice.
03
Today many chains have access to enormous amounts of data: sales information by SKU, category analysis, supplier reports and analytics tools. However, transforming that information into clear decisions about assortment, space, promotions or category development remains one of the main challenges of modern retail.
If any of these situations describe your operation, the problem isn't the data or the team. It's the processes and tools for turning that information into profitable and consistent decisions.
How TMC works with retail chains
Our work with retail chains focuses on strengthening three key areas of commercial strategy:
Perfect Store design
In-store execution remains one of the most important factors for the commercial performance of a retail chain.
We help chains develop the Perfect Store concept, optimizing store layout, category organization and assortment presentation to improve the shopping experience and maximize sales per square meter.
This work enables: improved category visibility, increased sales per square meter, better shopper navigation in the store, and consistent execution across all stores in the chain.
Commercial organization and processes
As a retail chain grows, managing categories, assortment, promotions and suppliers becomes increasingly complex.
We help chains structure their commercial organization and define clear processes to manage categories and make data-based commercial decisions.
This work enables: clear role definition in category management, improved coordination between purchasing, commercial and operations, structured commercial analysis and decision-making processes, and converting commercial information into strategic decisions.
Joint Business Planning with manufacturers
Retailer-manufacturer relationships tend to focus on short-term commercial negotiations. However, the most successful chains work with their key suppliers on joint growth plans.
Through Joint Business Planning we help structure a more strategic relationship between retailer and manufacturer, aligning commercial objectives and developing joint initiatives to grow categories.
This enables: strategic category development, alignment of commercial objectives between retailer and manufacturer, improved planning of promotions and launches, and building long-term relationships with key suppliers.
Is your retail chain growing at the pace it should?
The first step is a 30-minute conversation. No prior presentations. Just a conversation to understand what is happening in your categories and whether TMC can help you solve it.
We work with convenience store chains, pharmacies, regional supermarkets and franchise networks in Mexico, Central America, the Caribbean and Spain.