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 been increasingly essential to generate value, operational efficiency and market competitiveness in business, such as for consumer goods companies. The theme was discussed by Andres Stella, COO of Yalo and Livia Seabra, Director of E-commerce and Emerging Channels of Mondelez Brazil, in the panel “New Technologies in Value Generation of APAS Show 2025, exploring how artificial intelligence and omnichannel are reshaping the relationship and the way of selling in B2B through the physical sales through WhatsApp 3. 

The advancement of the use of AI agents to automate and customize the buying journey, especially on platforms where small and medium retail is already present, reveals the strategy adopted by Mondelez Brazil, with the aim of leveraging productivity through such a strong and usual resource for the Brazilian population. “A sale on WhatsApp will not replace physical sellers. The trend is to grow, but also make the distributor seller move from order taker to sales leader, boosting their average ticket, looking at execution, categories, disruption, building relationships and analysis of the least sold products for efficient business management. The technology comes to add and strengthen the retailing agents, implementing greater than sales and omnicity. 

This performance is even more expressive with the recent launch of Yalo: the Oris. Presented as the first intelligent sales agent, the technology brings a new type of digital“functionaler” to replicate the best human sellers, operating at scale and based on data. The agent is able to understand voice messages, make strategic recommendations, act proactively and sell in a contextualized, personalized and scalable way on any channel, including voice calls and WhatsApp.In addition to the panel, companies revealed that the digitization of traditional channels has impacted the market in an agile and efficient way, from the large brands of the industry to the small processes of the neighborhood, which have not yet implemented a lack of investment in other tools. 

“With our partnership in Mondelez Brazil, we leverage the company's B2B sales in more than 15% via WhatsApp. I hear a lot that retailers seek to digitize customers, but the truth is that they are already super digitized and the challenge is to find them in the right channels in which they are present and active. With the arrival of new technologies, we do not reduce the workforce, we increase and strengthen it.Where to start?The first step is to live the experience, test, adapt, explore and then implement in a consistent and coherent way with your business, reaching your strategically elaborated goals in the action plan, explains Andres. 

 The launch of Oris reinforces the view that technology acts as an allied, non-substitutive force for sellers.The digital employee has the ability to triple conversion rates compared to traditional e-commerce and increase the average ticket by up to 40%, optimizing the purchase journey of the end customer and enabling human sellers to perform more elaborate, creative and strategic activities. 

“Innovations have come to support us, as well as the integration of sales channels. Of course there are obstacles, but it is facing them that we can evolve, improve processes, increase sales, unite work forces, team people, customers, partners and then, bring the business closer to success in its fullness. Transforming requires attitude, not only openness to the new, but experience in practice the significant advantages of new technologies, can indeed transform an operation”, concludes Andres Stella.