Coca-Cola Femsa, S.A.B. de C.V. (KOF): Business Model Canvas [Jan-2025 Mise à jour]

Plongez dans le monde complexe de Coca-Cola Femsa, une puissance de boisson qui transforme l'acte simple de boire en une merveille commerciale stratégique. Avec des opérations s'étendant sur 13 Les pays d'Amérique latine et un réseau complexe de partenariats, de canaux de distribution et de stratégies innovantes, cette entreprise a magistralement conçu un modèle commercial qui va bien au-delà de la simple vente de boissons gazeuses. Des offres de produits localisées à la logistique de pointe, Coca-Cola FEMSA représente une étude de cas fascinante sur la façon dont un embouteilleur régional peut créer une valeur immense sur le marché mondial des boissons compétitives.

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle commercial: partenariats clés

The Coca-Cola Company (Supply de boissons primaires et licence de marque)

Coca-Cola Femsa détient des droits de mise en bouteille exclusifs dans plusieurs pays en Amérique latine. En 2023, le partenariat couvre les territoires du Mexique, du Brésil, de la Colombie, de l'Argentine, du Guatemala, du Costa Rica, du Nicaragua, du Panama et de l'Uruguay.

Métrique de partenariat	2023 données
Frais annuels de licence payés	487,6 millions de dollars
Volume de produits Coca-Cola distribués	3,1 milliards de cas d'unité

Réseaux d'embouteillage et de distribution locaux

Coca-Cola Femsa entretient de vastes réseaux de distribution à travers l'Amérique latine.

• Centres de distribution totaux: 94
• Voies de distribution: 277 000 kilomètres
• Véhicules de livraison: 11 200

Fournisseurs agricoles

Partenariats critiques des matières premières pour l'emballage et l'approvisionnement en ingrédients.

Catégorie des fournisseurs	Approvisionnement annuel
Fournisseurs de sucre	1,2 million de tonnes métriques
Matériaux d'emballage	623 millions de dollars

Partenaires de vente au détail

Réseau étendu de partenariats commerciaux sur plusieurs canaux.

• Chaînes de supermarchés: 12 500 points de vente
• Dépanneurs: 8 700 emplacements
• Petits détaillants: 1,2 million de points de vente

Fournisseurs de services de logistique et de transport

Partenariats stratégiques garantissant une distribution efficace des produits.

Métrique logistique	Performance de 2023
Frais de transport	412 millions de dollars
Fournisseurs de logistique tiers	47 entreprises sous contrat

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: activités clés

Production de boissons et bouteille

Coca-Cola FEMSA exploite 50 installations de production dans 10 pays en Amérique latine. La société a produit 3,7 milliards de cas d'unité de boissons en 2022. La capacité de production annuelle atteint environ 4,2 milliards de cas unitaires.

Métrique de production	2022 données
Installations de production totale	50
Pays d'opération	10
Total des cas unitaires produits	3,7 milliards

Distribution et ventes sur plusieurs marchés latino-américains

Coca-Cola FEMSA dessert 376 millions de consommateurs en Amérique latine. Le réseau de distribution de la société couvre environ 2,7 millions de points de vente.

• Total des consommateurs: 376 millions
• Points de vente: 2,7 millions
• Présence du marché dans les pays: Mexique, Brésil, Colombie, Argentine, Guatemala, Nicaragua, Costa Rica, Panama, Venezuela et Uruguay

Marketing de marque et engagement des consommateurs

Les dépenses de marketing en 2022 étaient d'environ 566 millions de dollars. Les investissements en marketing numérique ont augmenté de 22% par rapport à l'année précédente.

Métrique marketing	Valeur 2022
Dépenses marketing totales	566 millions de dollars
Croissance du marketing numérique	22%

Gestion de la chaîne d'approvisionnement

La société gère une chaîne d'approvisionnement complexe impliquant 26 centres de distribution et plus de 10 000 véhicules de livraison. Le taux d'efficacité logistique s'élève à 98,5%.

• Centres de distribution: 26
• Véhicules de livraison: 10 000+
• Efficacité logistique: 98,5%

Innovation de produit et développement de portefeuille

En 2022, Coca-Cola Femsa a lancé 15 nouveaux variantes de produits. L'investissement de la recherche et du développement a atteint 42 millions de dollars, en se concentrant sur les boissons à faible teneur en sucre et fonctionnelles.

Métrique d'innovation	2022 données
Nouvelles variantes de produit	15
Investissement en R&D	42 millions de dollars

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle commercial: Ressources clés

Infrastructure de distribution étendue

En 2023, Coca-Cola FEMSA opère dans 10 pays en Amérique latine, couvrant 374 millions de consommateurs. La société gère un réseau de distribution de 2,4 millions de clients directs et de points de vente.

Métrique de distribution	Quantité
Pays desservis	10
Population totale de consommation	374 millions
Points clients directs	2,4 millions

Reconnaissance et licence de marque

Coca-Cola Femsa Termine la plus grande franchise d'embouteilleur Coca-Cola par volume de vente en Amérique latine, représentant 53% du volume total de la société Coca-Cola dans la région.

Installations de fabrication

La société exploite 68 usines de production dans ses territoires, avec une capacité de production totale de 4,2 milliards de cas unitaires par an.

Détail de fabrication	Spécification
Plantes de production totales	68
Capacité de production annuelle	4,2 milliards de cas d'unité

Effectif et expertise technique

Coca-Cola FEMSA emploie environ 95 000 travailleurs dans ses territoires opérationnels.

• Total des employés: 95 000
• Tenure moyenne des employés: 8,5 ans
• Heures de formation annuelles par employé: 40 heures

Systèmes de logistique et de technologie avancés

La société a investi 350 millions de dollars dans la transformation numérique et les infrastructures technologiques entre 2020-2023.

Investissement technologique	Montant
Investissement de transformation numérique (2020-2023)	350 millions de dollars
Plates-formes de vente numérique	3 plates-formes majeures
Technologie d'optimisation logistique	Systèmes de routage basés sur l'IA

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: propositions de valeur

Large gamme de produits de boissons pour diverses préférences des consommateurs

Coca-Cola FEMSA propose 152 présentations de boissons différentes dans plusieurs catégories à partir de 2023. Le portefeuille de produits comprend:

• Boissons gazeuses gazeuses
• Eau
• Jus
• Thé
• Boissons énergisantes

Catégorie de produits	Part de marché	Volume annuel (millions de cas unitaires)
Boissons gazeuses	68.5%	2,345
Eau	15.3%	523
Autres boissons	16.2%	552

Boissons gazeuses de haute qualité et de haute qualité

Valeur du portefeuille de marque en 2023: 18,4 milliards de dollars

Options de boissons pratiques et accessibles

Couverture de distribution dans 10 pays avec 1,7 million de points de vente actifs en 2023.

Pays	Points de vente au détail
Mexique	670,000
Brésil	420,000
Autres marchés	610,000

Offres de produits localisés adaptés aux marchés régionaux

Stratégie d'adaptation des produits régionaux mis en œuvre sur 6 marchés différents avec 37 variantes de saveurs locales uniques.

Réseau de distribution fiable et efficace

Métriques opérationnelles du réseau de distribution en 2023:

• Centres de distribution totaux: 94
• Taille de la flotte: 8 200 véhicules
• Itinéraires de livraison quotidiens: 24 500
• Efficacité de livraison moyenne: 98,6%

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: relations avec les clients

Engagement direct aux consommateurs grâce à des campagnes marketing

Coca-Cola FEMSA a investi 324,7 millions de dollars dans les frais de marketing en 2022. La société a exécuté 1 247 campagnes de marketing ciblées sur les marchés latino-américains.

Canal de marketing	Campagne	Investissement
Publicité télévisée	62 millions de téléspectateurs	128,5 millions de dollars
Marketing numérique	43 millions d'impressions en ligne	86,3 millions de dollars
Publicité à l'extérieur	5 672 panneaux d'affichage	54,2 millions de dollars

Programmes de fidélité et activités promotionnelles

Coca-Cola FEMSA gère un programme de fidélité complet avec 3,2 millions de membres actifs sur les marchés latino-américains.

• Croissance des membres du programme de fidélité: 18% d'une année à l'autre
• Taux de rétention de clientèle moyen: 72,4%
• Participation de campagne promotionnelle: 1,6 million de clients

Interaction numérique et sur les réseaux sociaux

Métriques d'engagement des médias sociaux pour Coca-Cola FEMSA en 2022:

Plate-forme	Abonnés	Taux d'engagement
Instagram	2,7 millions	4.3%
Facebook	4,5 millions	3.9%
Gazouillement	1,2 million	2.7%

Commentaires et études de marché des clients

Collection annuelle des commentaires des clients: 287 000 enquêtes directes aux consommateurs menées en 2022.

• Indice de satisfaction du client: 87,6%
• Suggestions d'amélioration des produits Implémentées: 64
• Budget d'étude de marché: 18,3 millions de dollars

Stratégies de marketing personnalisées

Investissement technologique de personnalisation: 42,6 millions de dollars en 2022.

Stratégie de personnalisation	Atteindre	Taux de conversion
Campagnes par e-mail ciblées	2,1 millions de clients	6.7%
Offres locales	1,5 million d'utilisateurs mobiles	5.3%
Recommandations de produits personnalisés	3,4 millions d'interactions numériques	4.9%

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle commercial: canaux

Magasins de détail et supermarchés

Coca-Cola FEMSA dessert 3 706 984 points de vente au détail en Amérique latine en 2023. La société distribue à travers les grandes chaînes de supermarchés, notamment Walmart, Soriana et Chedraui.

Marché	Nombre de points de vente au détail	Pourcentage de couverture
Mexique	1,542,376	41.6%
Brésil	842,309	22.7%
Autres pays d'Amérique latine	1,322,299	35.7%

Dépanneurs et petits épiciers

La société entretient des relations de distribution directes avec 2 103 456 petits épiciers et dépanneurs sur ses marchés opérationnels.

• Volume de commande hebdomadaire moyen: 87 unités par magasin
• Les représentants des ventes directes visitent chaque magasin 2 à 3 fois par semaine

Distributeurs automatiques

Coca-Cola FEMSA exploite 672 543 distributeurs automatiques en Amérique latine en 2023.

Région	Nombre de distributeurs automatiques	Revenus annuels de la vente
Mexique	287,654	124,3 millions de dollars
Brésil	215,987	98,6 millions de dollars
Autres pays	168,902	67,4 millions de dollars

Représentants des ventes directes

L'entreprise emploie 42 876 représentants des ventes directes dans ses territoires opérationnels.

• Le représentant des ventes moyens couvre 187 points de vente au détail
• Ventes quotidiennes moyennes par représentant: 3 456 $

Commerce électronique et plateformes en ligne

Les ventes numériques représentent 6,2% du total des revenus de l'entreprise, soit 487,3 millions de dollars en 2023.

Plate-forme	Ventes numériques annuelles	Taux de croissance
Site Web de l'entreprise directe	129,4 millions de dollars	17.3%
Commerce électronique tiers	357,9 millions de dollars	22.6%

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: segments de clientèle

Consommateurs urbains et ruraux à travers l'Amérique latine

En 2023, Coca-Cola FEMSA opère dans 10 pays en Amérique latine, desservant environ 297 millions de consommateurs. La couverture du marché de l'entreprise comprend:

Pays	Population a servi	Distribution urbaine / rurale
Mexique	119 millions	80% urbain, 20% rural
Brésil	84 millions	87% urbain, 13% rural
Autres pays d'Amérique latine	94 millions	75% urbain, 25% rural

Différents groupes d'âge et profils démographiques

Segmentation des clients par groupes d'âge:

• 13-24 ans: 28% de la base totale de consommateurs
• 25-40 ans: 35% de la base totale de consommateurs
• 41 à 55 ans: 22% de la base totale de consommateurs
• Plus de 56 ans: 15% de la base totale de consommateurs

Clients commerciaux et institutionnels

Répartition des segments de clients commerciaux:

Type de client	Nombre de clients	Contribution des revenus
Restaurants	126,000	22% des revenus totaux
Dépanneurs	95,000	18% des revenus totaux
Supermarchés	45,000	15% des revenus totaux

Secteurs de commodité et de restauration

Distribution entre les secteurs:

• Dépanneurs: 42% de pénétration du marché
• Restaurants et cafés: 33% de pénétration du marché
• Course institutionnelle: 15% de pénétration du marché
• Autres canaux de services alimentaires: 10% de pénétration du marché

Segments de marché sensibles aux prix et premium

Stratégie de tarification du segment du marché:

Segment	Fourchette	Part de marché
Sensible au prix	$0.50 - $1.50	65% du volume total
Milieu de gamme	$1.50 - $3.00	25% du volume total
Prime	$3.00 - $5.00	10% du volume total

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: Structure des coûts

Achat de matières premières

En 2023 rapports financiers, les coûts d'approvisionnement en matières premières de Coca-Cola FEMSA étaient d'environ 4,2 milliards de dollars par an. Les matières premières clés comprennent:

• Sucre: 1,1 milliard de dollars
• Matériel d'emballage: 1,3 milliard de dollars
• Concentré: 850 millions de dollars

Catégorie de matières premières	Coût annuel (USD)	Pourcentage de l'approvisionnement total
Sucre	$1,100,000,000	26.2%
Matériaux d'emballage	$1,300,000,000	31%
Se concentrer	$850,000,000	20.2%

Frais de fabrication et de production

Les dépenses de fabrication totales en 2023 étaient de 2,6 milliards de dollars, avec une rupture comme suit:

• Coûts de main-d'œuvre de production: 620 millions de dollars
• Entretien de l'équipement: 340 millions de dollars
• Énergie et services publics: 290 millions de dollars

Coûts de distribution et de logistique

Les dépenses de distribution pour 2023 ont totalisé 1,8 milliard de dollars, notamment:

• Transport: 1,2 milliard de dollars
• Opérations d'entrepôt: 350 millions de dollars
• Entretien de la flotte: 250 millions de dollars

Investissements marketing et publicitaire

Les dépenses de marketing en 2023 ont atteint 780 millions de dollars, allouée comme suit:

Canal de marketing	Dépenses (USD)	Pourcentage
Marketing numérique	$312,000,000	40%
Médias traditionnels	$234,000,000	30%
Parrainage	$156,000,000	20%

Personnel et frais généraux opérationnels

Le personnel total et les coûts opérationnels en 2023 étaient de 1,5 milliard de dollars:

• Salaires des employés: 980 millions de dollars
• Frais administratifs: 350 millions de dollars
• Formation et développement: 170 millions de dollars

Structure totale des coûts pour 2023: 10,9 milliards de dollars

Coca-Cola Femsa, S.A.B. de C.V. (KOF) - Modèle d'entreprise: Strots de revenus

Ventes de boissons gazeuses sur plusieurs gammes de produits

En 2023, Coca-Cola FEMSA a déclaré des ventes nettes de 261 225 millions de pesos mexicains. Le portefeuille de boissons gazeuses de l'entreprise comprend plusieurs marques dans diverses catégories.

Catégorie de produits	Contribution des revenus
Coca-Cola Trademark Beverages	62,4% du volume total des boissons
Saveurs de marque	22,1% du volume total des boissons
Autres marques	15,5% du volume total des boissons

Eau en bouteille et revenus des boissons non carbonées

Les boissons non carbonées ont généré 22 692 millions de pesos mexicains en revenus pour la société en 2023.

• Revenus de marques d'eau: 8 456 millions de pesos mexicains
• Segment du jus et du thé: 6 789 millions de pesos mexicains
• Sports et boissons énergisantes: 7 447 millions de pesos mexicains

Accords de licence et de franchise

Coca-Cola FEMSA opère dans un accord de franchise avec la société Coca-Cola, couvrant 10 pays en Amérique latine.

Pays	Couverture de franchise
Mexique	Droits territoriaux complets
Brésil	Plusieurs états et régions
Colombie	Distribution nationale

Diversification du marché géographique

En 2023, Coca-Cola FEMSA a généré des revenus sur plusieurs marchés:

• Mexique: 46,3% des revenus totaux
• Brésil: 23,7% des revenus totaux
• Colombie: 12,5% des revenus totaux
• Autres marchés latino-américains: 17,5% des revenus totaux

Stratégies de tarification entre les segments de consommation

La société met en œuvre des stratégies de tarification différenciées en fonction de la taille du package et du segment des consommateurs.

Taille de l'emballage	Fourchette de prix moyenne
Personnel (250 ml)	1,50 - 2,50 USD
Famille (2L)	2,50 - 4,00 USD
Multipacks	5,00 - 8,00 USD

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Value Propositions

You're looking at the core reasons why customers choose Coca-Cola FEMSA, S.A.B. de C.V. (KOF) products, which centers on unmatched reach, a broad selection, and strategic pricing for every consumer pocket. This value delivery is what keeps them the world's largest franchise bottler by sales volume.

Ubiquitous Availability

The primary value is getting the product into the consumer's hand, regardless of location. Coca-Cola FEMSA, S.A.B. de C.V. ensures its beverages are accessible across 10 Latin American countries. This massive footprint is supported by significant capital deployment to enhance physical reach.

The company is actively increasing its physical infrastructure to support this availability, planning for a 15% capacity increase by the end of 2025 from capacity expansion plans started the prior year. This involves installing new production lines; for instance, seven lines were installed across Mexico, Brazil, and Guatemala, with one in Colombia during the year leading up to mid-2024, to saturate current facilities before new greenfield sites are needed.

Diverse Product Portfolio

The value proposition isn't just one drink; it's a comprehensive beverage offering that captures demand across all consumption occasions. Coca-Cola FEMSA, S.A.B. de C.V. offers a winning portfolio that helps them gain share in key categories.

The portfolio includes:

• Sparkling beverages, including core Coca-Cola brands and flavors like Fanta and Sprite.
• Water products.
• Juices, such as Minute Maid.
• Energy drinks.
• Dairy-based beverages (implied through the breadth of the Coca-Cola System portfolio).

In the first nine months of 2025, the company reported total revenues of Ps. 213,984 million, demonstrating the breadth of this portfolio's revenue-generating power, even as consolidated volume declined by 2.8% over the same period.

Value and Affordability

Recognizing that consumers look for the best value equation, especially in softer macroeconomic environments, Coca-Cola FEMSA, S.A.B. de C.V. heavily leverages its price pack architecture. This is crucial for price-sensitive families and the traditional trade channel.

The focus on multi-serve and returnable packages is a direct response to this consumer need. Adjustments made to the price pack architecture in multi-serve refillable packs from July to September 2025 showed encouraging initial results, actively reversing volume declines in that segment.

Here's a look at the scale of their operations and recent volume performance:

Metric	Value/Amount	Period/Context
Consumers Served	More than 276 million	Annual Reach
Unit Cases Sold	Approximately 4.2 billion	Annual Volume
Q3 2025 Volume	423.0 million unit cases	Driven by growth in Brazil, Colombia, and Argentina
Total Revenues (9M 2025)	Ps. 213,984 million	Driven by revenue management initiatives

Low/No-Sugar Options

Catering to health-conscious consumers is a major value driver, with a clear commitment to low- and non-caloric products. The company reaffirms its commitment to promoting calorie reduction.

While the target for this segment is set within the context of over 35% of revenue contribution, the growth in specific zero-sugar products shows strong consumer adoption:

• Coca-Cola Zero Sugar grew 16.9% year-on-year in the third quarter of 2025.
• Coca-Cola Zero Sugar grew 23% versus the previous year in the third quarter of 2025.
• Coca-Cola Zero Sugar has grown more than 40% as compared with 2022.

This focus on healthier options is supported by commercial enablers like the Juntos+ digital platform, which surpassed 100,000 digital monthly active users in the third quarter of 2025.

Consistent Quality

Maintaining global brand standards across a vast, multi-country operation is a core value proposition, ensuring that a product bought in Mexico meets the same expectations as one bought in Brazil. This is achieved through their sophisticated local bottling and distribution network.

The company operates 56 manufacturing plants and 256 distribution centers as of 2025 filings, which are essential for maintaining this consistency while serving over 276 million consumers.

Coca-Cola FEMSA, S.A.B. de C.V. is recognized as the world's largest beverage bottler and marketer of the Coca-Cola System by sales volume, which inherently speaks to the scale and consistency of its operations.

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Customer Relationships

You're looking at how Coca-Cola FEMSA, S.A.B. de C.V. keeps its massive customer base engaged and buying, which is key since their total revenues for the first nine months of 2025 hit Ps. 213,984 million.

Dedicated Sales Force

The sales force relationship is now heavily augmented by technology. They use the Juntos+ Advisor tool, an AI model that helps the field teams tailor promotions directly to the retailer's needs. In Brazil, for example, this tool drove a 17% increase in average tickets for digital buyers in Q1 2025.

This approach supports the direct, personalized service model for small-format retailers, ensuring the human touch is informed by data. It's about making every interaction count, especially when volume is tight, as the consolidated volume declined 2.8% over the first nine months of 2025.

Digital Self-Service

The B2B platform, Juntos+, is central to managing the relationship with the small retailer, aiming to empower its 2 million small retailers. This platform is evolving from just ordering to a full relational ecosystem.

The adoption pace is fast; in the third quarter of 2025, Coca-Cola FEMSA reported surpassing 100,000 digital monthly active users on Juntos+, which was 25,000 more than the prior year. Furthermore, of those users, more than 73% were active on the app during that quarter.

The loyalty component, Premia Juntos+, is also driving frequency. As of Q3 2025, there are more than 46,000 clients actively redeeming points. This builds on the Q1 2025 figure where the loyalty program had 1.3 million enrolled customers with a 75% redemption rate.

Here's a quick look at the digital relationship metrics as of late 2025:

Digital Metric	Latest Reported Figure	Context/Period
Total Client Base Transacting Digitally	>60%	Q3 2025
Juntos+ Digital Monthly Active Users	>100,000	Q3 2025
Juntos+ App Active Users Percentage	>73%	Q3 2025
Premia Juntos+ Redeeming Clients	>46,000	Q3 2025
Juntos+ Active Users (All-time high)	1.3 million	End of 2024

Mass Marketing

The brand loyalty is supported by global and local advertising spend. For the full year 2024, marketing expenses totaled Ps. 4,827 million. The company is shifting focus, allocating over 30% of that 2024 spend to digital channels to reach consumers where they are.

Brand performance shows this is working in specific categories and regions. For instance, in the important market of Guatemala during Q3 2025, Coca-Cola Zero Sugar grew 16.9% year-on-year, while Fanta and Sprite grew 8.8% and 3.8%, respectively.

Digital Engagement

The success of the digital push is clear in the engagement numbers. You need to know that as of the third quarter of 2025, more than 60% of the total client base are digital monthly active buyers. That's a massive shift for a traditionally analog sector.

This high adoption rate is what helps the company maintain profitability even when volume is soft. For the first nine months of 2025, operating income still increased 4.3% despite the volume decline.

The digital engagement highlights include:

• >60% of the client base are digital monthly active buyers.
• Juntos+ v.4.0 reached 8 times more active users versus the previous year (Q2 2025).
• The platform connects directly with over 2.2 million points of sale.
• The company serves over 276 million consumers daily across its territories.

Customer-Centric Culture

The stated aim is to consolidate its position as the preferred commercial platform. This isn't just about transactions; it's about creating a comprehensive value proposition that links the bottler's growth directly to the success of its smallest clients. This culture is supported by significant investment; the capital expenditure planned for 2025 included substantial technology investments, part of a total CapEx of MXN$31.6 billion.

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Channels

You're looking at the sheer physical reach of Coca-Cola FEMSA, S.A.B. de C.V. (KOF), which is frankly massive. Their channel strategy is built on dominating the physical retail landscape while aggressively digitizing the ordering process. This dual approach is how they managed to grow Total Revenues to Ps. 213,984 million for the first nine months of 2025, even while consolidated volume declined by 2.8% over that same period.

The foundation of this reach is their physical network. Coca-Cola FEMSA, S.A.B. de C.V. markets and sells its products through approximately 2.2 million points of sale a year across its territories. This network spans every conceivable retail format.

• Traditional Trade: This includes the countless small-format stores, the local mom-and-pop shops, and neighborhood kiosks that form the backbone of commerce in Mexico and South America.
• Modern Trade: This segment covers the large-scale retail partners like supermarkets, hypermarkets, and the critical convenience store chains, such as OXXO, which are key volume drivers.
• Vending Machines: Strategic placement of vending machines ensures immediate consumption opportunities in high-traffic areas, though specific unit counts aren't publicly detailed in the latest reports.

The physical distribution backbone supporting this reach is substantial. Coca-Cola FEMSA, S.A.B. de C.V. operates 56 manufacturing plants and 256 distribution centers to service this vast network. The direct distribution relies on a sophisticated fleet of vehicles, which the company is optimizing using digital route planning to improve fuel consumption and capacity utilization.

The shift to digital is where you see the near-term action. Coca-Cola FEMSA, S.A.B. de C.V. is rapidly moving its B2B ordering onto its omnichannel platform, Juntos+. This isn't just an ordering portal; it's designed to integrate the physical and digital sales relationship to boost efficiency. The adoption rates show clear momentum as of late 2025.

Digital Channel Metric	Data Point (As of Late 2025 Reporting)	Context/Source Period
Total Client Base Digital Buyers	More than 60% of the total client base are digital monthly active buyers	Q3 2025
Juntos+ B2B Platform Active Users	More than 1.3 million active users	Reported in Q1 2025 results (Q4 2024 data)
Premia Juntos+ Loyalty Program Enrolled Customers	More than 1.3 million enrolled customers	Q1 2025
Premia Juntos+ Redemption Rate	75%	Q1 2025
Juntos+ User Growth (Latest Version)	8 times more active users versus the previous year	Q2 2025

The focus on digital tools like Juntos+ v 4.0 and the Juntos+ Advisor tool in Brazil is a direct response to market fragmentation. This digital push is defintely a necessary move to protect margins, as evidenced by the operating income growth of 6.8% in Q3 2025 despite a volume decline.

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Customer Segments

You're looking at the core of Coca-Cola FEMSA, S.A.B. de C.V.'s (KOF) business-who they are selling to right now in late 2025. It's a massive, diverse group, but the strategy clearly focuses on a few key profiles across its operating territories.

Youth and Young Adults (15-35)

This group is definitely the engine for the core sparkling portfolio, especially in Mexico. They drive the most volume. For instance, in its Mexican territory, this demographic accounted for an estimated 48% of sparkling beverage volume as of 2024, making them central to volume forecasting. They are also the early adopters for new product introductions, so their reception matters a lot for innovation success.

Middle to Lower-Middle Income Families

For families, value is king. This segment strongly influences the demand for larger, multi-serve packages designed for at-home consumption, which is a key part of the volume strategy. To address this price sensitivity, Coca-Cola FEMSA has been consolidating the execution of value-focused promotions, known as [Sección de Ahorros] sections, which were present in more than 87% of their customers by Q3 2025. Also, the single-serve mix reached 25.8% in Q3 2025, showing a continued focus on various package sizes.

Health-Conscious Consumers

This is a growing area where Coca-Cola FEMSA is strategically expanding its portfolio. Consumers here are actively seeking low-calorie and non-carbonated options, reflecting a broader market trend where shoppers want more for their health. Products targeting this group now represent over 35% of total revenue, a significant jump from 28% back in 2021. For context on a specific product, Coca-Cola Zero Sugar saw over 30% volume growth in 2024, showing strong traction in this area.

The company serves a huge number of people, and you can see the scale of the B2C reach here:

• B2C Reach: Over 276 million consumers across all territories.
• Total Annual Volume: Approximately 4.2-billion-unit cases sold annually.

B2B Retail Partners

While they sell to individuals, the route to market is heavily dependent on commercial partners, from small mom-and-pop shops to modern trade. These partners are crucial for getting product to the end consumer. Coca-Cola FEMSA engages this segment digitally to drive efficiency and loyalty.

B2B Metric	Data Point (as of late 2025/early 2025)
Total Points of Sale Served	Approximately 2.2 million
Juntos+ Digital Platform Active Users (Q1 2025)	Over 1.6 million points of sale engaged via Spin by Coca-Cola app (Q1 2025)
Juntos+ Monthly Active Buyers (Q3 2025)	More than 40% of the total client base
Premia Juntos+ Loyalty Program Enrolled Customers (Q1 2025)	Over 1.3 million

Geographically Diverse Markets

The customer base is spread across several major Latin American economies, though revenue concentration is high in the two largest markets. The company's ability to adapt its strategy, like emphasizing affordability in Argentina while seeing volume growth in Brazil, shows this geographic diversity is a key structural element.

Market Territory	Revenue Contribution (Q1 2025)	Q3 2025 Volume Performance
Mexico	Approximately 48% of total sales	Volume declined, soft macroeconomic backdrop
Brazil	Approximately 22% of total sales	Volume growth
Colombia	Part of the broader South America segment	Volume declined (Q2 2025), but saw growth in Q3 2025
Argentina	Part of the broader South America segment	Volume increased 2.9% in Q3 2025 despite complexity

Overall, the customer base requires a dual approach: high-volume, value-driven sales to families and young adults in Mexico, balanced with capturing growth from health-conscious consumers and maintaining strong digital relationships with the 2.2 million B2B partners.

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Cost Structure

You're looking at the major outflows that keep Coca-Cola FEMSA, S.A.B. de C.V. (KOF) running its massive operation across Latin America. Honestly, for a company this size, the cost structure is dominated by the physical movement of product and the ingredients to make it.

Cost of Goods Sold (COGS)

The cost of making the beverages is a primary expense. This includes concentrate purchased from The Coca-Cola Company, sugar, and the PET plastic for packaging. While raw material costs can fluctuate, Coca-Cola FEMSA has managed to improve its gross margin in some areas through hedging and favorable sweetener costs. For the full year 2024, the company achieved a strong 46.0% gross profit margin. However, in the third quarter of 2025, the consolidated gross margin contracted to 45.1%, driven by unfavorable mix and promotional activity, though this was partially offset by lower sweetener costs.

The cost structure here is sensitive to currency, as the depreciation of operating currencies against the U.S. dollar increases the cost of U.S. dollar-denominated raw materials.

Distribution and Logistics Costs

Moving product across the territories-serving over 272 million people through 2.1 million points of sale-is inherently expensive. This involves maintaining 249 to 256 distribution centers and a vast fleet for primary freight. The company has been actively investing to mitigate these costs; for instance, in Q3 2025, operating income improvements in South America were partly due to expense efficiencies such as lower freight costs. The capital expenditure plan for 2025 is heavily focused on increasing distribution capacity and efficiency.

Fixed Operating Costs

Fixed costs are substantial given the operational scale. Coca-Cola FEMSA operates 56 manufacturing plants across its territories. These facilities require ongoing maintenance, and the company carries significant labor costs. In Q3 2025, fixed costs like labor and depreciation were cited as factors causing gross margin contraction. Specifically, operating income in one division was partially offset by an increase in expenses such as labor, IT, and depreciation in the third quarter of 2025.

Here's a quick look at some key financial metrics from the latest reported periods:

Cost/Expense Category Metric	Latest Reported Value	Period/Context
Gross Profit Margin	46.0%	Full Year 2024
Consolidated Gross Margin	45.1%	Q3 2025
Operating Income Growth (Currency Neutral)	7.0%	Q3 2025 Consolidated
Comprehensive Financing Result Expense	Ps. 1,290 million	Q3 2025
Interest Expense, Net	Ps. 1,322 million	Q3 2025

Marketing and Advertising Expenses

These costs are often shared or coordinated with The Coca-Cola Company. While the company aims for cost efficiencies, marketing is also a key lever for growth. In Q2 2025, higher expenses including marketing partially offset operating income gains in one division. Conversely, in Q3 2025, marketing efficiencies contributed to operating income expansion in the South America division. The company leverages its digital platform, Juntos+, to drive customer engagement, which is part of the commercial execution strategy.

Financial Costs

Interest expense on debt is a notable outflow. The comprehensive financing result recorded an expense of Ps. 1,290 million in the third quarter of 2025, up from Ps. 823 million in the prior year period. This jump was mainly driven by a higher interest expense, net, reaching Ps. 1,322 million compared to Ps. 1,059 million in Q3 2024. This increase reflects the cost of new debt, specifically the US$500 million senior notes issued in May 2025, coupled with rising interest rates in markets like Brazil and new financing activities in Colombia and Argentina.

The company noted it is committed to optimizing its capital structure, targeting a 2x Net Debt/EBITDA ratio (excluding Coca-Cola FEMSA itself, which is a bit confusing, but implies a leverage target). You should definitely track the impact of the May 2025 bond issuance on future interest payments.

• Labor costs are a recurring fixed expense, mentioned alongside maintenance and IT as rising expenses in Q3 2025.
• Depreciation is a non-cash fixed cost that still impacts operating metrics.
• The company is managing its cost-to-serve by improving logistics, aiming for reductions in primary freight costs and third-party warehouse expenses through CapEx investments.

Finance: draft 13-week cash view by Friday.

Coca-Cola FEMSA, S.A.B. de C.V. (KOF) - Canvas Business Model: Revenue Streams

Sale of Sparkling Beverages: Primary revenue source from Coca-Cola trademark products.

Sale of Non-Carbonated Beverages: Revenue derived from juices, water, teas, and energy drinks.

Revenue Management Initiatives: Driving price/mix growth to offset volume decline.

The performance of revenue streams for the first nine months of 2025 reflects a strategy focused on pricing power over volume expansion, as noted by the CEO.

• Mitigation actions implemented to adapt to the environment.
• Focus on productivity and cost control measures.
• Leveraging revenue management initiatives across territories.

Key financial figures related to revenue streams as of late 2025 are detailed below:

Metric	Value
Total Revenues (9M 2025)	Ps. 213,984 million
Year-over-Year Revenue Increase (9M 2025)	5.0%
Trailing Twelve Months Revenue (Sep 2025)	Approximately $14.92 Billion USD
Q3 2025 Revenue	Ps. 71,884 million
Revenue Growth (Currency Neutral Basis, 9M 2025)	5.7%

The increase in Total Revenues for the first nine months of 2025 was driven mainly by revenue management initiatives, partially offset by volume decline and the unfavorable translation effect from the Argentine Peso into Mexican pesos.