ABC da Construção

About ABC da Construção

ABC da Construção stands as a significant player in Brazil's construction materials retail sector, specializing in finishing products. Founded in 1958 in Juiz de Fora, Minas Gerais, by Lúcio Ferreira de Moura, the company operated as a traditional, family-run business for decades. The founder's grandson, Tiago Moura Mendonça, took over the leadership in 2006, sparking a profound transformation. With a background in civil engineering and MBAs in finance and international management, Mendonça pivoted the company's strategy when he assumed the presidency.

Under Mendonça's direction, the company shifted from a generalist retailer to a specialist in finishing materials like tiles, flooring, and sanitaryware. A key strategic change was the centralization of inventory and logistics, which reduced the physical footprint and costs of individual stores. This paved the way for a capital-efficient expansion model. The business operates on a unique franchise and 'guide shop' model, where physical stores act as showrooms. Franchisees invest in the store setup and manage sales and customer relationships, while ABC handles inventory, logistics from its numerous distribution centers, and technology infrastructure. This omnichannel approach combines the benefits of e-commerce with personalized in-store consultation.

This asset-light model facilitated rapid growth, expanding from 10 stores to over 400 'guide shops' across multiple Brazilian states. The company's revenue is generated from the sale of over 20,000 different products, with franchisees earning a percentage of the sales. The transformation attracted significant outside investment from firms such as FIR Capital, Redpoint eventures, Spectra, and Dexco (formerly Duratex), solidifying its position as a corporation (S.A.). Recognized for its disruptive approach in a traditional market, ABC da Construção became a member of Endeavor, a global community supporting high-impact entrepreneurs.