Ultrapar participações S.A. (UGP): Ansoff Matrix Analysis [Jan-2025 Mis à jour]

Dans le paysage dynamique de l'énergie et de la logistique brésiliennes, UltraPar participações S.A. (UGP) se dresse à un carrefour stratégique, prêt à redéfinir son positionnement du marché grâce à une approche complète de la matrice d'Ansoff. En explorant méticuleusement la pénétration du marché, le développement, l'innovation des produits et la diversification stratégique, l'entreprise trace un chemin ambitieux qui promet de tirer parti de ses infrastructures robustes, de ses capacités technologiques et de sa profonde compréhension de la dynamique régionale du marché. Ce plan stratégique met non seulement en évidence l'engagement d'Ultrapar envers la croissance, mais présente également son adaptabilité dans un environnement commercial de plus en plus complexe et compétitif.

Ultrapar participações S.A. (UGP) - Matrice Ansoff: pénétration du marché

Développez le réseau de distribution des stations-service iPiranga

En 2022, Ipiranga exploite 7 300 stations-service à travers le Brésil. La société vise à augmenter sa couverture réseau de 22% à 25% de part de marché dans le secteur de la distribution de carburant.

Mettre en œuvre des campagnes de marketing ciblées

Ultrapar a investi 85 millions de rands dans les initiatives marketing en 2022, en se concentrant sur les stratégies du programme numérique et de fidélité.

• L'adhésion au programme de fidélité a augmenté de 15% en 2022
• Les dépenses de marketing numérique ont augmenté de 22% par rapport à 2021
• Les taux d'engagement des clients se sont améliorés de 18%

Optimiser l'efficacité opérationnelle

En 2022, Ultrapar a réalisé une réduction des coûts opérationnels de 120 millions de R $ grâce à des initiatives d'efficacité.

Développer des programmes de rétention de clientèle

Le taux de rétention commerciale d'Ultrapar a atteint 92% en 2022, avec un chiffre d'affaires du segment B2B de 3,2 milliards de R $.

Augmenter les opportunités de vente croisée

Les revenus de vente croisée ont augmenté de 18% en 2022, atteignant 450 millions de rands de R $ dans les segments commerciaux d'Ultrapar.

• Stations de carburant iPiranga intégrées aux services de pharmacie Extrefarma
• Ultragaz lié aux clients industriels grâce à des solutions énergétiques intégrées
• Croix sur les revenus du segment de 12% en 2021 à 18% en 2022

Ultrapar participações S.A. (UGP) - Matrice Ansoff: développement du marché

Extension du réseau de vente au détail d'Ipiranga dans les régions mal desservies du Brésil

En 2022, Ipiranga a exploité 7 800 stations de service à travers le Brésil. La société a ciblé l'expansion dans les régions du nord-est et du nord, où la pénétration du marché était inférieure de 35% par rapport aux États du sud-est.

Cibler les marchés internationaux en Amérique latine

Ultrapar a identifié une expansion potentielle de la distribution de carburant en Colombie et en Argentine, représentant une opportunité de marché de 1,2 milliard de dollars.

• Potentiel du marché de la Colombie: 450 millions de dollars
• Potentiel du marché de l'Argentine: 750 millions de dollars

Partenariats stratégiques avec les entreprises de transport et de logistique

Ultrapar a établi 12 partenariats logistiques stratégiques en 2022, augmentant l'efficacité de la distribution de 22%.

Croissance du réseau de station-service dans les pays voisins

Expansion du réseau international projeté:

• Uruguay: 50 nouvelles stations d'ici 2025
• Paraguay: 75 nouvelles stations d'ici 2025
• Investissement total: 85 millions de dollars

Infrastructure Levier pour les nouveaux segments géographiques

Ultrapar a investi 320 millions de R $ dans le développement des infrastructures dans les nouveaux segments géographiques brésiliens en 2022.

Ultrapar participações S.A. (UGP) - Matrice Ansoff: développement de produits

Investissez dans des technologies de carburant alternatives et des infrastructures de charge de véhicules électriques

En 2022, Ultrapar a investi 253,4 millions de R $ dans les initiatives de recherche et de développement. La société a élargi son réseau de chargement de véhicules électriques à 150 bornes de recharge à travers le Brésil.

Développer des produits de lubrifiant et de produits chimiques spécialisés pour les secteurs industriels émergents

La filiale d'Ipiranga d'Ultrapar a développé 12 nouvelles formulations de lubrifiants spécialisés pour les applications industrielles en 2022.

• Innovations du lubrifiant du secteur automobile: 5 nouveaux produits
• Solutions chimiques du secteur manufacturier: 7 nouveaux produits

Créer des solutions de carburant et d'énergie personnalisées pour des verticales spécifiques de l'industrie

En 2022, Ultrapar a généré 1,2 milliard de dollars de revenus de revenus de solutions énergétiques personnalisées dans divers secteurs industriels.

Améliorer les plateformes numériques pour des expériences de service client plus intégrées

Ultrapar a investi 67,2 millions de R $ dans les initiatives de transformation numérique, entraînant une augmentation de 38% des interactions numériques des clients en 2022.

• Téléchargements d'applications mobiles: 275 000
• Utilisateurs de la plate-forme de service numérique: 1,2 million

Innover les technologies de stockage et de distribution pour les produits de pétrole et de produits chimiques

La société a mis en œuvre des technologies de stockage avancées dans 22 centres de distribution, réduisant la perte de produits de 15% en 2022.

Ultrapar participações S.A. (UGP) - Matrice Ansoff: diversification

Explorez les investissements en énergie renouvelable au-delà des secteurs de carburant traditionnels

Ultrapar a investi 300 millions de rands dans les projets d'énergie renouvelable en 2022. La société a acquis une participation de 51% dans Hidrovias Do Brasil, élargissant son portefeuille logistique. Les investissements en énergie solaire et éolienne représentaient 12,5% du nouveau portefeuille d'énergie de la société.

Développer des services de logistique et de gestion de la chaîne d'approvisionnement axés

Le segment logistique d'Ultrapar a généré 1,2 milliard de dollars de chiffre d'affaires en 2022. Les plates-formes logistiques numériques ont augmenté l'efficacité opérationnelle de 22,7%.

• Les systèmes d'optimisation de l'itinéraire amenés par l'IA
• A investi 45 millions de R $ dans une infrastructure technologique logistique
• Réduction des coûts de transport de 16,3%

Investissez dans les écosystèmes de démarrage de transformation numérique et de technologie

85 millions de rands de R alloués aux initiatives de transformation numérique en 2022. A associé 7 startups technologiques dans les secteurs de l'énergie et de la logistique.

Créer des fonds stratégiques de capital-risque ciblant les solutions énergétiques innovantes

Établi un fonds de capital-risque de 250 millions de rands axé sur l'énergie propre et les technologies de transformation numérique.

• Zones d'investissement cibles: énergie renouvelable, IoT, blockchain
• Engagé dans 15 investissements technologiques potentiels
• Retour sur investissement attendu: 18-22%

Enquêter sur les acquisitions potentielles dans les secteurs de l'industrie complémentaire

Identifié 5 cibles d'acquisition potentielles dans les secteurs logistique et énergétiques renouvelables. Valeur d'acquisition potentielle totale estimée à 750 millions de rands.

Ultrapar Participações S.A. (UGP) - Ansoff Matrix: Market Penetration

You're looking at how Ultrapar Participações S.A. (UGP) plans to sell more of its current fuel and convenience offerings to its existing customer base in Brazil. This is about deepening the relationship with current clients and maximizing sales within established territories. The strategy hinges on heavy investment in the Ipiranga network and leveraging the massive reach of its loyalty program.

The 2025 Investment Plan shows a clear focus on reinforcing the core Ipiranga brand presence. The total planned organic investment for 2025 is R$ 2.542 billion.

The allocation for Ipiranga is substantial, with a dedicated focus on both expansion and operational hardening:

The R$ 688 million earmarked for expansion is directly aimed at improving the physical footprint and rebranding stations, which is classic market penetration-making the existing offering more attractive to current customers.

For efficiency gains, the R$ 678 million maintenance CapEx is set to modernize Ipiranga's technological platform, including upgrades to its ERP system and satellite systems, all designed to boost productivity.

Driving same-store sales and premium adoption is key to this quadrant. The Km de Vantagens loyalty program is a major asset here, boasting 38 million participants.

• Accelerate premium fuel sales, like IPMAX, which is showing growth as consumers return to quality-based choices.
• The AmPm convenience store network ended Q2 2025 with 1,460 stores.
• AmPm same-store sales growth reached 12% in the first quarter of 2025.
• The Jet Oil service units count stood at 1,145 units as of Q1 2025.

Market share defense and recovery are also part of this penetration strategy, especially given sector irregularities. Combating illegal fuel sales is showing results, as Ipiranga's volume sold in the third quarter of 2025 was 1% higher compared to the third quarter of 2024, with gasoline sales leading the increase.

Finance: review the Q3 2025 volume growth against the Q4 2025 targets by next Tuesday.

Ultrapar Participações S.A. (UGP) - Ansoff Matrix: Market Development

Market Development for Ultrapar Participações S.A. (UGP) centers on taking existing businesses into new geographic areas or new customer segments with current offerings. This strategy is heavily supported by the 2025 Investment Plan, which allocates approximately 60% of the total planned capital expenditure of R$ 2.542 billion toward expansion across its subsidiaries.

For Ultracargo, the logistics arm, the focus is on expanding capacity in key regions to serve new clients and markets.

• Finalize Ultracargo's expansion in Santos, adding 25,000 $\text{m}3$ of storage capacity to serve new clients in the Southeast-Midwest corridor, with completion expected in 2025.
• Initiate the 40,000 $\text{m}3$ capacity increase at Ultracargo's Suape terminal by 2026, targeting the Northeast region.
• The total expansion budget for Ultracargo in 2025 is R$ 557 million.

The strategic move into waterway logistics via Hidrovias do Brasil S.A. is a prime example of reaching new agribusiness markets in the Central-West and North regions.

This integration is designed to offer integrated logistics solutions to new agribusiness clients, capitalizing on Brazil's logistics infrastructure deficit.

Ultragaz is targeting new bulk LPG clients within the industrial and commercial segments through direct investment in expansion.

The 2025 plan allocates R$ 267 million of Ultragaz's total R$ 480 million budget toward expansion, specifically to capture these new bulk segment customers and explore new energy sources.

For Ipiranga, the expansion of the TRR (Road Transport Refueling) segment aims to capture new B2B customers, particularly in remote agricultural areas.

Ipiranga's expansion budget for 2025 is R$ 688 million, part of its total planned investment of R$ 1.366 billion. The focus includes enhancing logistical infrastructure to support this B2B growth.

Key expansion allocations for 2025 are summarized below:

• Ipiranga Expansion: R$ 688 million
• Ultragaz Expansion: R$ 267 million
• Ultracargo Expansion: R$ 557 million

Ultrapar Participações S.A. (UGP) - Ansoff Matrix: Product Development

You're looking at how Ultrapar Participações S.A. is evolving its existing businesses with new offerings, which is the Product Development quadrant of the Ansoff Matrix. Let's look at the numbers supporting these moves as of the latest data available.

For Ultragaz, the push into new energies is backed by a planned investment of R$ 480 million in 2025 to conquer new bulk gas clients and expand these new energy operations. This builds on a solid base where, in 2024, Ultragaz supplied 11 million homes and 57 thousand business customers, alongside operating two solar power plants. The introduction of renewable electricity for businesses and households, plus Compressed Natural Gas (CNG) and biomethane solutions for corporate clients, is a direct product extension.

To give you a sense of scale for the businesses driving these product developments, here's a snapshot of their 2024 operational footprint:

At Ipiranga, enhancing the customer experience through the app involves significant technology investment. The 2025 investment plan allocates R$ 1.366 billion to Ipiranga, part of which supports its platform technology for updating the ERP and associated systems. This digital development aims to better serve the 38 million participants in the Km de Vantagens loyalty program.

Ultracargo is focused on adding value through operational technology, specifically mentioning AI sensors for real-time anomaly monitoring in feed pumps as a new service. For 2025, Ultracargo is slated to receive R$ 673 million in capital expenditure, which supports finalizing expansions in terminals like Santos and Itaqui, creating the infrastructure where such advanced monitoring services can be deployed. This segment handled over +15 million tons in 2024.

When it comes to automotive services, the Jet Oil network, which already has 1,145 units, is targeted for rolling out new products and services beyond the basic oil change. This is part of the overall Ipiranga investment bucket, which is the largest share of the total planned R$ 2.542 billion capital expenditure for Ultrapar Participações S.A. in 2025.

The financial performance context for these investments shows strong recent results. For the third quarter of 2025, Ultrapar Participações S.A. achieved an adjusted EBITDA of BRL 1.9 billion, marking a 27% year-over-year increase, and net income grew 11% year-over-year to BRL 772 million. The company also managed to reduce its leverage from 1.9x to 1.7x.

• Develop new digital services within the Ipiranga app to enhance the customer experience at the service station.
• Use AI sensors in Ultracargo's feed pumps to offer real-time anomaly monitoring as a new value-added service.
• Roll out new automotive services and products through the Jet Oil network, beyond basic oil changes.

Finance: draft the Q4 2025 capital allocation forecast by January 15, 2026.

Ultrapar Participações S.A. (UGP) - Ansoff Matrix: Diversification

Diversification for Ultrapar Participações S.A. (UGP) involves moving capital into new energy and infrastructure adjacencies, using proceeds from divestitures to fund these shifts.

Entry into LNG Logistics: Ultrapar Participações S.A. signed an agreement on October 24, 2025, to acquire a 37.5% stake in Virtu GNL Participações S.A. for a total investment of R$ 102.5 million. This transaction is structured with R$ 30.0 million as a capital contribution via new shares, R$ 52.5 million for convertible debentures, and the remaining R$ 17.5 million paid to existing shareholders. The resulting control block is shared with Perfin Infra, holding 75% of voting capital.

This move establishes a new business entirely: low-carbon logistics platform focused on replacing diesel with LNG for road transportation, targeting agribusiness routes in Brazil's Central-West and Northern regions.

Portfolio Optimization via Divestiture: The company completed the sale of its coastal navigation operation through Hidrovias do Brasil S.A. to Companhia de Navegação Norsul on November 3, 2025. The transaction value realized was R$ 715 million (Enterprise Value). This closing allows Ultrapar Participações S.A. to concentrate on more synergistic businesses.

Infrastructure Exposure: Ultrapar Participações S.A. is exploring further infrastructure investments outside core fuel/LPG distribution, evidenced by its growing position in Rumo, nearing a 5% stake as of November 27, 2025. Hypothetically, a 30% stake in Rumo could increase Net Debt/LTM EBITDA from about +0.2x to a peak of 3.0x if consolidated.

The strategic focus on new, synergistic businesses follows the divestiture, supporting capital allocation for growth in energy transition and infrastructure plays.

Ultragaz New Energy Segment Development: Ultragaz is developing a standalone, non-LPG utility business for revenue diversification.

Key operational and financial data points related to this diversification effort include:

• Acquisition of Stella Energia and NEOgás in 2022.
• Ultragaz LPG volume sold in Q1 2025 was 1% higher year-over-year.
• Bottled LPG segment sales increased by 2% in Q1 2025.
• Ultragaz SG&A in Q1 2025 was 70% higher than Q1 2024.

Here's the quick math on the major asset movements supporting this diversification strategy:

What this estimate hides is the immediate impact on the consolidated P/L from the Rumo position versus the full integration of Virtu GNL. The prior year's (2022) net revenue for the entire Ultra Group was R$ 147 billion. Finance: draft 13-week cash view by Friday.