Jorge Kuri: Buy Now, Pay Later in Latin America

As young, digitized consumers have popularized the “Buy Now, Pay Later” payment system across global markets, there may yet be related market opportunities in Latin America.

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Welcome to Thoughts on the Market. I'm Jorge Kuri, Morgan Stanley's Latin America Financials Analyst. Along with my colleagues, bringing you a variety of perspectives, I'll be talking about the rise of Buy Now, Pay Later, or BNPL, in Latin America. It's Tuesday, July 26th, at 2 p.m. in New York. 

As many of you no doubt remember, the COVID lockdowns of 2020 and 2021 were boom times for e-commerce, as quarantines made us all habitual online shoppers. This period also helped fuel the Buy Now, Pay Later payment method, which allows online shoppers the ability to make a purchase and defer payments over several installments with no fees or interest when paid on time. 

Buy Now, Pay Later first gained traction in New Zealand and Australia, then in Europe and most recently in the U.S. and now BNPL could offer a vast market opportunity in Latin America. In fact, we see volumes reaching $23 billion in Mexico and $21 billion in Brazil by 2026. 

So let's take a closer look at why. BNPL in Latin America is driven by a number of secular tailwinds, starting with favorable demographics: BNPL appeals to young, digitalized consumers who fuel the electronification of payments and e-commerce. Combine that with low credit penetration, growing consumer awareness and merchant acceptance, and you have a recipe for strong and sustainable multi-year growth. Mexico and Brazil offer the most attractive market opportunities within Latin America. 

In Mexico, the population is very young and digitalized - 65% is 39 years old or younger, and smartphone penetration among individuals 18 to 34 years is 83%. Yet the population of unbanked adults is quite large, 51% do not have a bank account and 80% do not have a credit card. Digitalization of payments is a big tailwind, as cash remains by far the most frequently used payment method, while e-commerce penetration is expected to double and reach 20% by 2026.

In Brazil, the situation is a bit different. Similar to Mexico, the population is young and digitalized. But in contrast, credit penetration is higher in Brazil, with 75% of households utilizing at least one form of credit and one or more credit cards. The ubiquity and effectiveness of PIX, the instant payments ecosystem in Brazil, combined with the large and fast growing e-commerce industry and the boom in fintech companies, could facilitate the distribution and acceptance of BNPL in the country.

It's worth noting that the BNPL opportunity does not come without risks. Delinquency risk is obvious given the unsecured nature of the product, adverse selection risks and a challenging macroeconomic environment. Most BNPL providers have some funding disadvantages and competition among both BNPL players and incumbent banks will likely ensue. Despite these various risks, BNPL remains one of the most significant multi-year trends to watch in Latin America financials. 

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