Retail is experiencing an era of convergence, where traditional and digital models not only compete but also inspire each other. The research “The Future of Retail: The Era of Convergence”, published by Bain & Company, reinforces that by 2030, half of the sector’s profits will come from activities “beyond commerce,” such as complementary services, data monetization, and B2B partnerships.
In this scenario, retailers need to go beyond simply selling products to ensure sustainable growth, and offering insurance emerges as a strategic opportunity to transform relationships with business customers while generating additional revenue.
The numbers show this change is already underway. Major players like Amazon and Alibaba have demonstrated how diversified ecosystems can drive results, using everything from logistics structures to advertising platforms to create new revenue streams. For traditional retailers, selling insurance represents more than just an additional product—it’s a smart way to strengthen relationships with B2B customers. By integrating insurance into their portfolio, whether for equipment protection, extended warranties, or operational risks, they not only increase the average ticket size but also create a recurring revenue stream through renewals and commissions, something especially valuable at a time when traditional margins are under pressure.
Thus, the key to success lies in seamless integration into the omnichannel model. Physical stores can offer personalized consulting, while digital platforms facilitate quick contracting with instant quotes. Consumption data itself, when well utilized, allows for recommending tailored insurance aligned with each business customer’s profile. Best of all, strategic partnerships with specialized insurers can accelerate this journey, reducing the need for major investments in proprietary infrastructure.
Therefore, in a market where scale and efficiency define the leaders, insurance emerges as a fundamental piece in building the retail of the future. More than just a complementary service, it represents the natural bridge to a new paradigm where the convergence between products and services will be inevitable. Retailers who act now, combining their customer knowledge with agility in implementation, will not only keep up with the transformation but may also lead it.
