Find distributors and retail buyers in Brazil

Identifying the top retail chains in Brazil where you can sell your products is relatively easy. Approaching and convincing them is a much bigger challenge.

It may be a better strategy to find a distributor first who can help you to get your products in smaller chains or individual stores, and then help you to get to the big names. Or to start online.

In this article you will find more information on the retail market and guidance on how to convince retailers and distributors to work with you.

The retail market in Brazil

Brazil, the largest country in South America, boasts a population of approximately 214 million in 2025. It is celebrated for its diverse culture, vibrant festivals like the Carnival, and natural landmarks such as the Amazon Rainforest and Iguazu Falls.

With a GDP per capita of around $10,500 USD in 2025, Brazil’s economy is the largest in Latin America. The country is a significant agricultural exporter, leading in products like soybeans, coffee, and beef. Additionally, Brazil has a substantial industrial base, producing automobiles, steel, and petrochemicals. The service sector, including finance, retail, and tourism, is also a major contributor to the economy.

Key cities include São Paulo, the largest city and economic powerhouse; Rio de Janeiro, known for its beaches and Carnival; Brasilia, the capital and a masterpiece of modernist architecture; Belo Horizonte, a major urban center; and Salvador, noted for its Afro-Brazilian culture.

Top-5 supermarkets in Brazil

Grupo Pão de Açúcar (Companhia Brasileira de Distribuição): Founded in 1948, Grupo Pão de Açúcar is a major player in the Brazilian retail market, controlled by the French Grupo Casino. The group includes a variety of store formats such as Extra (hypermarket), Pão de Açúcar (supermarket), Assaí Atacadista (cash-and-carry), and several household appliance and e-commerce stores.

Carrefour Comércio e Indústria Ltda.: This French group has been in Brazil since 1975 and is well-known for bringing the concept of hypermarkets to the country. Carrefour’s operations in Brazil include hypermarkets, supermarkets, convenience stores, cash-and-carry stores, pharmacies, gas stations, and various services like photo printing and technical support.

Wal-Mart Brasil Ltda.: The American retail giant entered the Brazilian market in 1995 and operates across various regions in Brazil. Their operations include hypermarkets, supermarkets, wholesale supermarkets, pharmacies, gas stations, photo printing services, and restaurants.

Cencosud Brasil Comercial Ltda.: Originally from Chile, Cencosud has been operating in Brazil since 2007 and has shown aggressive growth throughout South America. It includes several Brazilian supermarket chains such as Bretas, G. Barbosa, Mercantil Rodrigues, Prezunic, and Perini.

Companhia Zaffari Comércio e Indústria: A Brazilian group founded in 1935 in Rio Grande do Sul, it remains under the control of its founding family. The group operates Zaffari Supermercados and Bourbon Supermercados, as well as Bourbon Shopping malls.

Distributor, retailer or web shop?

Most consumer products need at least one party in between. A distributor imports, stores and physically distributes your product, but rarely promotes it to consumers. A large retailer is the fastest route to the mass market, but is risk averse and often asks a listing fee.

A specialised web shop takes smaller volumes, but gives you reviews, pricing feedback and brand awareness within weeks.

Most exporters combine them: start where the barrier is lowest and use the sales data you gather there to convince the bigger names later.

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Finding a distributor in Brazil in three steps

Step 1

Map the channel

List 10 to 15 distributors and retailers that already carry comparable products. Check which regions and store types they serve, and which brands they represent.

Step 2

Build a partner pitch

Your consumer sales deck is not enough. Show margin, rotation, returns and the support they get from you, with concrete figures from your home market.

Step 3

Approach and agree

Contact five to eight of them, propose a trial order or a pilot region, and settle pricing, minimum volumes, exclusivity and marketing support.