The payment methods market is undergoing accelerated transformation in Brazil. Pix, Open Finance, new Central Bank rules and the digitalization of retail have changed the game. Amid this competitive scenario, Ceopag advances at its own pace. According to its founder, Kawel Lotti, the company is growing at over 5% per month and is preparing a new offensive focused on regions less served by the traditional banking system.
The company’s strategy targets a space left by the closure of physical branches in smaller cities and areas far from large centers. The proposal is to transform small machines into hubs for financial services and utilities.
“We want and will launch an application that offers more than 80% of a bank branch in one machine for a retailer”, said Kawel Lotti, CEO of the company.
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Today, the operation brings together 97 employees, more than 700 franchised units and 420 white label operations, a model in which other brands use the company’s technological infrastructure to offer their own solutions to the market.
Lotti participated in the program From Zero to Top. In this episode, which is supported by XP Empresas, the executive talks about how he transformed a crisis into an opportunity, behind the scenes of the machine market, franchises and the company’s next steps.
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From machine to service platform
Ceopag’s expansion involves increasing the profitability of partner retailers. Instead of just selling payment capture, the company wants to ship new products to the installed base.
“We have already launched telemedicine and televeterinary directly on the machine. It is a way of offering these retailers a payment solution”, said the executive.
According to him, the logic is simple. The merchant no longer earns only from traditional sales and starts to participate in recurring revenue generated within the platform’s ecosystem.
“If he sells a telemedicine plan in the interior of Maranhão, the person buys, pays, receives a WhatsApp login and can consult instantly, 24 hours a day, 7 days a week, unlimited consultations, with just a small cost, as if it were the Netflix of healthcare”, he reveals.
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In practice, the machine stops being just a transactional hardware and starts to operate as a marketplace for financial and digital services. The thesis gains relevance mainly in cities where banking presence has decreased and local retail remains a central point of the economy.
In addition to the commercial front, the company also reinforces the regulatory and governance structure. “Today we are in a constant phase of commercial growth, but also of adapting to everything that is expected from a fintech, from a serious company, which has good corporate governance”, stated Kawel.
The executive highlights that the moment requires speed without compromising internal controls and operational security. “We are more agile, because it is the owner’s culture, sense of urgency, providing good service, correct service and doing things well”, he concludes.
To find out more details about Ceopag’s story, see the full episode on . The program is available in its podcast version on the main streaming platforms such as , , , and
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About From Zero to Top
The Do Zero ao Topo podcast is a production of InfoMoney and brings, every week, the stories of prominent women and men in the Brazilian market to tell their story, sharing the biggest challenges faced along the way and the main strategies used in building the business.
