Mondelēz boosts sellers' average ticket to 34% by integrating Yalo into B2B sales via WhatsApp

The adoption of new technologies in the retail sector has become increasingly essential to generate value, operational efficiency, and market competitiveness for businesses, such as consumer goods companies. The topic was discussed by Andrés Stella, COO of Yalo, and Livia Seabra, Director of E-commerce and Emerging Channels at Mondelēz Brasil, during the "New Technologies in Value Generation" panel at APAS Show 2025, exploring how artificial intelligence and omnichannel strategies are reshaping B2B relationships and sales methods via WhatsApp. As a result, technological innovations have enhanced sales performance as a key ally in outcomes, with a 34% increase in the average purchase ticket in direct physical interactions with distributors, alongside growth in sales through digital channels. 

The advancement in using AI agents to automate and personalize the purchasing journey, especially on platforms where small and medium retailers are already present, highlights the strategy adopted by Mondelēz Brasil, aimed at boosting productivity through a resource that is strong and familiar to the Brazilian population. "Selling on WhatsApp will not replace physical salespeople. The trend is growth, but also transforming the distributor’s salesperson from order-takers into sales leaders, boosting their average ticket, overseeing execution, categories, out-of-stocks, building relationships, and analyzing low-selling products for efficient business management. Technology adds to and strengthens retail sales, implementing omnichannel strategies for greater acquisition and AI agents for experience optimization and personalization," reveals Livia. 

This performance becomes even more significant with Yalo's recent launch: Oris. Introduced as the first intelligent sales agent, this technology brings a new kind of "digital employee" designed to replicate the best human salespeople, operating at scale and based on data. The agent can understand voice messages, make strategic recommendations, act proactively, and sell in a contextualized, personalized, and scalable manner across any channel, including voice calls and WhatsApp. Throughout the panel, the companies revealed that the digitization of traditional channels has impacted the market swiftly and efficiently, from major industry brands to small neighborhood retailers that have not yet implemented other digital tools in their processes due to reasons such as investment, uncertainty, and lack of knowledge. Furthermore, the AI integrated into platforms enables more direct communication aligned with different consumer profiles, avoiding friction during the journey. 

"Through our partnership with Mondelēz Brasil, we boosted the company’s B2B sales by over 15% via WhatsApp. I often hear that retailers seek to digitize their customers, but the truth is they are already highly digitized, and the challenge is to find them on the right channels where they are present and active. With the arrival of new technologies, we did not reduce the workforce; we enhanced and strengthened it. Where to start? The first step is to experience it, test, adapt, explore—and then implement consistently and coherently with your business, achieving your strategically developed goals in the action plan," explains Andrés. 

 The launch of Oris reinforces the vision that technology acts as an allied force, not a replacement, for salespeople. The digital employee can triple conversion rates compared to traditional e-commerce and increase the average ticket by up to 40%, optimizing the end customer’s purchasing journey and enabling human salespeople to focus on more elaborate, creative, and strategic activities. 

"Innovations have arrived to support us, as has the integration of sales channels. Of course, there are obstacles, but it is by facing them that we manage to evolve, refine processes, increase sales, unite workforces, team members, customers, and partners, and thus move the business closer to success in its entirety. Transformation requires attitude—not just openness to the new, but experiencing in practice the significant advantages of new technologies, which can truly transform an operation," concludes Andrés Stella.