Solving Last-Mile Logistics in Brazil, One Spreadsheet at a Time

Solving Last-Mile Logistics in Brazil, One Spreadsheet at a Time

In this episode of Brazil (is not) for Beginners, Isaac Matzner sits down with Stefan Rehm, co-founder and CEO of Intelipost. German by birth, Brazilian by choice, Stefan arrived in São Paulo in 2012 with a one-year visa, no Portuguese, and a mandate to scout e-commerce investments for a Berlin-based VC fund. Fourteen years later, he's still here and running one of Brazil's oldest and most enduring tech startups. The story of Intelipost starts with a wine company, a warehouse, and a Friday night Excel spreadsheet. Embedded at Evino as his fund's forward-deployed logistics expert - a title he gave himself - Stefan discovered that nobody in Brazilian e-commerce could tell you, with any precision, the actual cost of shipping or where a package was during the delivery. Stefan built a workaround . The market came to him. And when his boss asked whether they should invest in logistics or just solve it themselves, they chose to invest in him to solve it.  What followed was two years of product-building with three early customers - Evino, Amaro, and Petlove - before a competitive scramble between two emerging ecommerce giants handed Intelipost its first enterprise contract and its first real inflection point. The conversation covers the full arc: How Stefan ended up in Brazil, the early startup scene with its  focus on ecommerce and the gap between German and Brazilian logistics in 2012, the foreign founder advantage in a market that rewards fresh eyes and forgives naivety, and what it actually means to build a company for 14 years when you thought you were signing up for two. Stefan also reflects on the laws that didn't "take off," the hallway conversations where deals are really made, and his advice for anyone thinking about starting something. Other key topics include: * Why Brazil in 2012 looked like a once-in-a-generation bet - and how that wave felt from the inside * The foreign founder advantage: how arriving unbiased, and being forgiven for not knowing the rules, created real opportunity * A logistics 101 - from Roman generals to Correios, and why e-commerce changed everything * The two problems Intelipost was built to solve: 55% cart abandonment and 70% of customer complaints about tracking * How a Friday night Excel spreadsheet became a company - and why the market came looking for the spreadsheet * Building with early customers iteratively: Evino, Amaro, Petlove, and what signing a contract before you have a product actually means * The impact and challenges of success across enterprise breakthroughs and rising customer  expectations * How the pandemic took logistics strategy from cost center to strategic boardroom agenda item * The law that didn't take off - and what that story reveals about doing business in Brazil * The cafezinho, the hallway, and why the real decisions in Brazilian business happen between the meeting and the elevator * Advice for founders: start with a problem you've felt, not a sector you've researched * And lots more!

Guilherme Hannud on Finding Empathy and Freedom in the Art of International Trade

In this episode of Brazil (is not) for Beginners, Isaac sits down with Guilherme Hannud, international trade veteran, serial entrepreneur, and author — a man who has spent 55 years representing Brazilian businesses across more than a dozen countries and helping foreign companies find their footing in Brazil. Guilherme’s story starts early: washing cars at 12, raising 27 caged birds in a São Paulo apartment, and then landing as an exchange student in a Norwegian farming community of 633 people in North Dakota — an experience that would shape everything that followed. By the early 1970s, he was in West Africa with a list of 100 products from a delegation of African businessmen he’d met at a dinner by chance. Instead of selling them the products, he asked a different question: why not help build the industries to make them locally? That instinct — rooted in what he calls freedom over dependency — became the philosophy behind a career that took him through Senegal, Nigeria, Ivory Coast, and beyond, representing Brazilian manufacturers at a moment when Brazil was just beginning to discover its own industrial identity. The conversation moves between decades and continents, but returns again and again to the same ideas: that lasting business relationships are built on honesty and exceeding expectations, that trade is really about bringing different civilizations into contact, and that Brazil’s greatest untapped resource is the 40 million people still outside its formal economy. Guilherme also shares the story of the Life Recycling Association he co-founded 23 years ago — a model that turned social inclusion and waste recovery into a profitable enterprise, without subsidies. Other key topics include: * Brazil's industrialization in the 1960s and '70s — and why the shift from exporting coffee to manufacturing changed everything * How a chance dinner with an African trade mission in 1972 launched a career in West Africa * Why building industries in partner countries creates more durable business than simply selling products * The cultural distances that make international trade harder — and more rewarding — than domestic business * What Brazilian companies need to understand before going abroad, and what foreign companies miss about Brazil * Why Brazil is a medium and long-term strategic partner regardless of short-term political or economic turbulence * The Life Recycling Association and turning social inclusion into a sustainable business model * And lots more…

50 Years on the Front Lines of Brazilian Trade with Roberto Giannetti

In this episode of Brazil (is not) for Beginners, Isaac Matzner sits down with Roberto Giannetti da Fonseca, economist, trade diplomat, and one of the most seasoned voices in Brazilian international trade. With a career spanning half a century — across both government and the private sector — Roberto offers a rare firsthand account of how Brazil's economic relationship with the world has evolved, and the forces that will shape it going forward. Roberto graduated as an economist from USP just as the first oil shock hit the world economy, and found himself on what he calls a "trade battlefield" — a generation of Brazilians called upon to build a trade surplus and keep the country solvent. What followed was 50 years on the front lines: co-founding Cotia Trading with his best friend and growing it from zero into Brazil's second-largest exporter by 1985, just behind Vale. From airlifting chilled beef to Nigeria and building Guaraná bottling plants to compete with Coca-Cola, to selling Brazilian steel to a pre-industrial China, Roberto's early career reads like an adventure in global commerce. The episode moves through Brazil's most turbulent economic decades — the debt crisis of the 1980s, hyperinflation, the Collor Plan, and the Plano Real — with Roberto as both a witness and an architect of policy. He eventually joined the FHC government as head of CAMEX, Brazil's foreign trade policy body, where he created APEX, championed floating exchange rates before they were popular, and used export taxes on raw leather to force-build a domestic shoe industry. The conversation closes with Roberto's vision for Brazil's role in the 21st century: food superpower, biodiversity guardian, and emerging energy giant — and the infrastructure gaps that still stand in the way. Other key topics include: * How the 1973 oil shock turned exporting into a patriotic mission for Roberto's generation * Building Cotia Trading from zero into Brazil's second-largest exporter in under a decade * The Nigeria chapter: airlifting beef, building 79 cold stores, and launching Guaraná to beat Coca-Cola * Selling Brazilian steel to China in 1985 — when Beijing still ran on bicycles * Why hyperinflation quietly destroyed Brazilian export competitiveness from 1987 onward * The debt crisis, the moratorium of 1987, and Roberto's case to European ambassadors in Geneva * The Collor Plan, the Plano Real, and the three pillars that finally stabilized the economy * How Roberto went from loudest outside critic of FHC's exchange rate policy to head of CAMEX * Creating APEX and using an export tax on raw leather to build Brazil's shoe industry * The case for open economies — and why protectionism makes industries lazy * Brazil's three missions for the 21st century: food superpower, biodiversity guardian, energy giant * Why cultural fluency — not just market knowledge — is non-negotiable for anyone doing business in Brazil And lots more!

Taking Calculated Risks and Building with Purpose with Tsai Chi-Yu

In this episode of Brazil (is not) for Beginners, Isaac Matzner sits down with Tsai Chi-yu, Founder and CEO of Stay, to discuss his entrepreneurial journey, the lessons he learned working on scaleups in the early Brazilian tech ecosystem and, and why he is dedicated to building with meaning.Taiwanese by birth and Brazilian by heart, Tsai's trajectory goes from banking in the US and France to entering the early tech ecosystem in Brazil. He shares lessons from the early days of scaling operations at Uber Brazil and recounts his experience as part of the team orchestrating 99's impressive turnaround from single digits to nearly 40% market share. Tsai shares key insights gained at each stage: from understanding market dynamics and the demands of high-stakes operations, to his focus on hiring for drive and his view on taking calculated risks.He also delves into the hard-won lessons from past ventures, notably the 2022 shutdown of Hash despite the significant capital it raised, and the importance of resilience and strategic thinking when innovating in Brazil. The conversation highlights how these experiences ultimately led him to focus on Brazil's private pension system with Stay. Driven by a mission to address the country's demographic shifts and an unsustainable system dominated by legacy providers, Tsai emphasizes how his continuous search for big problems and meaningful impact drives his approach to building and running Stay.Other key topics include:- Growing up Taiwanese in Brazil — and finding freedom in being multi-cultural- What Uber and 99 taught him about talent density, ambition, and risk-taking culture- One-way vs. two-way doors — and why most people are more conservative than they need to be- His experience at Hash and what the macro environment of 2022 exposed about cash-intensive business models- Brazil's demographic shift and the structural crisis facing the public pension system (INSS)- The opportunity Stay is pursuing around private pensions - less than 10% of Brazilians have private pensions and five big banks dominate 90% of that market- Building a direct, high-performance culture that blends Brazilian warmth with international efficiency- And lots more!

Uncorking Brazilian Wine and Its Place in the Global Wine World

In this episode of Brazil (is not) for Beginners, host Isaac Matzner sits down with Alykhan Kareem, co-founder and former CEO of Sonoma Market, Latin America's leading premium wine marketplace, for a deep dive into Brazilian wine and the Brazilian Wine industry. While Argentina and Chile dominate South American wine discussions, Alykhan reveals how Brazil—with 150 years of winemaking history rooted in its history of Italian immigration—is quietly producing world-class wines. Isaac and Alykhan enjoy six carefully selected bottles, while they talk about Brazil’s unique wine story—from sparkling wines that compete with champagne to Italian grape varietals that went extinct in their homeland but flourish in southern Brazil. He explains how the country’s distinct wine regions are producing everything from delicate Pinot Noirs to bold Merlots that hold their own against global competition. Beyond the tasting, Alykhan unpacks the economic realities shaping Brazilian wine, and shares colorful stories from the trenches like discovering exceptional producers hidden in the forests of Serra Gaúcha. Beyond the tasting, Alykhan unpacks the economic realities shaping Brazilian wine, and shares colorful stories from the trenches like discovering exceptional producers hidden in the forests of Serra Gaúcha. Other key topics include: * How 19th-century Italian immigration planted the seeds of Brazil’s wine industry * Brazil’s emergence as a sparkling wine powerhouse * The natural wine movement and Eduardo Zenker’s controversial story * How Brazilian terroirs differ from neighboring Chile and Argentina * The impact of taxation, import costs, and the “custo Brasil” on wine production * The elegance and challenges of doing business in Brazil’s wine industry * And lots more…