PepsiCo delivers payments solution for sales representatives in Brazil
Published: Sep 2025
Best in Class Treasury Solution in Latin America
Highly Commended Winner
PepsiCo
Photo of Marco Siqueira, HSBC collected the award on behalf of PepsiCo.
Ricardo Rospi
Finance Manager
Brazil Formed in 1965, PepsiCo is a global company whose products are enjoyed over one billion times a day in more than 200 countries and territories around the world.
in partnership with
The challenge
PepsiCo is one of the strongest food and beverage manufacturers in Brazil, operating over eight production plants and 68 warehouses throughout the country. The company employs over 12,000 people, works closely with local entrepreneurs and invests in lasting, win-win partnerships with suppliers, farmers, consumers and communities.
PepsiCo identified some challenges within its cash-on-delivery sales process across small businesses and supermarkets throughout the country. Approximately 2,000 front-line sales representatives distributed on sales routes are responsible for making deliveries as well as collecting cash payments. This required them to carry cash and potentially change their route itinerary to make several deposits (in a physical bank branch) to comply with PepsiCo’s max cash limits policy.
The approach resulted in the following key issues:
Requires the driver to always carry bank notes and coins.
Adds additional driving time to the delivery and reduces the sales time.
Increases carbon emissions.
Places a delay on cash deposits.
Creates a slow, manual collection and reconciliation process.
Risk of robbery for the sales representatives.
PepsiCo was seeking an integrated solution to streamline its processes, one that would seamlessly integrate with existing legacy systems while addressing the following needs:
Simplify the payments process.
Increase safety for drivers (by eliminating the need to carry large amounts of cash).
Optimise truck routes (reducing bank visits).
Reduce the need for physical cash payments.
Reduce CO2 emissions (due to extended delivery routes).
Improve cash flow efficiency.
Automate bank reconciliation and improve days sales outstanding (DSO).
The solution
The HSBC team in Brazil worked to offer PepsiCo front-line sales representatives a solution that would streamline the payments collection/reconciliation process. HSBC collaborated with an appropriate fintech to develop APIs that were integrated into PepsiCo’s Pix (digital payments in Brazil) collection flow to improve the payment experience. This involved a QR-code presented to the client that contains the value amount of the purchase/payment as well as the sales identification number. The process takes less than ten seconds to execute and provides real-time information on the transaction. Once the payment is complete, a webhook (a type of API) advises the payment has been received. The API then enables PepsiCo’s Financial Department to retrieve the data inclusive of the amount, transaction ID and information about the client for reconciliation purposes. HSBC not only provides a payment solution but also empowers positive outcomes throughout the value chain.
Best practice and innovation
By implementing a real-time payments-based solution, PepsiCo adopted a payment method that is already widely regarded as best practice in speed and reliability across Brazil. The seamless integration with existing systems ensures PepsiCo did not have to overhaul entire infrastructure. Thereby, minimising business disruption and aligning with established treasury and payment management frameworks. The payment method has been uploaded into PepsiCo’s front-line sales representatives app. When the buyer pays purchased products through Pix, the sales representative shows a QR-code generated on the app. The buyer scans it and proceeds with the payment. In less than ten seconds the sales representative receives the payments confirmation via a digital notification. The move away from notes and coins transactions adheres to best practices in employee safety and cash management while the adoption of a secure digital payment method ensured compliance with the latest financial and security standards. Additionally, the reconciliation process for PepsiCo’s accounts receivable team, as well as the treasury’s bank statement reconciliation, is fully automated and completed within one day after payment receipt.
Key benefits
Cost savings.
Process efficiencies.
Return on investment.
Increased automation.
Risk mitigated.
Improved visibility.
Errors reduced.
Potential reduction in the number of banking partners/bank accounts.
Manual intervention reduced.
Increased system connectivity.
Future-proof solution.
Exceptional implementation (budget/time).
Quality accreditation achieved.
Improved key performance indicator (KPI) metrics.
Marco Siqueira
Brazil Country Head, Global Payments Solutions, HSBC
Brazil is a large, complex market and PepsiCo’s sophisticated supply chain and distribution network needed careful management and consideration from Group Treasury. This spanned the safety of their drivers/sellers, to carbon emissions and cash management. Deploying QR-code enabled real-time payments addressed these needs with speed – and without the need to disrupt their existing infrastructure. And the results speak for themselves: pivoting 30% of sales from physical to digital payments, reducing cash collection by two days and eliminating manual processes.
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The Adam Smith Awards are the industry benchmark for best practice and innovation in corporate treasury. The 2025 awards attracted 454 nominations. To find out more please visit treasurytoday.com/adam-smith-awards
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