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Corporate Presentation January, 2013
DISCLAIMER
The Company makes forward looking statements that are subject to risks and uncertainties. These statements are based on the beliefs and assumptions of our management as well as on information currently available to us. Forward-looking statements include information regarding our current intent, beliefs or expectations, in addition to those of the members of the Board of Directors and Executive Officers of the Company.
Forward-looking statements also include information regarding our possible or assumed future operating results, as well as statements preceded or followed by, or that include, the words ''believes”, ''may”, ''will”, ''continues”, ''expects”, ''anticipates”, ''intends”, ''plans”, ''estimates”, or similar expressions.
Forward-looking statements are not guarantees of performance. They involve risks, uncertainties and assumptions, for they relate to future events, thus depending on circumstances that may or may not occur. Our future results and the creation of value to shareholder s may differ significantly from those expressed in or suggested by these forward-looking statements. Many factors determining these results and values are beyond Cielo’s ability to control or predict.
2
BRAZIL | ECONOMIC SCHEME
Gross MDR
Net MDR Interchange Fee
The brand defines the interchange fee.
3
The acquirer negotiates the gross MDR with the merchant.
MERCHANTS
BRAZIL | TRANSACTION FLOW
MERCHANTS CARD HOLDERS CARD HOLDERS MERCHANTS
ISSUER ISSUER
Credit Transaction Debit Transaction
4
Brazil has a total area of 8,514,876 km²
MAIN ENTRY BARRIER | BANKING DISTRIBUTION
NUMBER OF BRANCHES
Others Total
NORTH 311 277 95 36 136 40 0 0 2 57 954
NORTHEAST 1,157 842 301 200 517 56 3 7 9 196 3,288
MIDWEST 476 344 299 97 230 105 1 6 6 99 1,663
SOUTHEAST 2,354 2,410 2,529 1,859 1,263 429 7 103 72 698 11,724
SOUTH 1,059 778 635 361 582 238 455 10 16 262 4,396
TOTAL 5,357 4,651 3,859 2,553 2,728 868 466 126 105 1,311 22,024
Banking distribution is the main barrier to new players
60% of the affiliations are done through banks
SOURCE: BRAZILIAN CENTRAL BANK , NOVEMBER 2012
5
1995
4 Visa acquirers
2009 2010
June 2009
Single Visa Acquirer
R$ 8.4 billion IPO
+
Multi-brand acquirer
CIELO | TIMELINE
6
28.6%
28.6%
42.4%
0.3%
Banco Bradesco Banco do Brasil
Free-float Treasury
655,096,224 common shares
7
CIELO | OWNERSHIP
CIELO | PLANNING MATRIX
8
Partnership with
Cybersource
CIELO | PORTFOLIO OF BRANDS ¹ ¹
¹ Currently available only through Cielo’s network.
SE
RV
ICES
¹ ¹
C
RED
IT A
ND
DEB
IT
9
Cielo Fidelidade is the only loyalty program developed exclusively to merchants
Scheme: accrual of points based on the merchant’s volume with Cielo and redemption of points for more than 20 thousand products
Cielo Fidelidade is the largest B2B loyalty program in Latin America
CIELO | LOYALTY PROGRAM
10
CIELO PREMIA IS THE MOST
AND BRINGS AN ADVANCED TECHNOLOGY CHANGING THE CULTURE OF CARRYING OUT PROMOTIONS AT THE POINT S OF SALES
FLEXIBLE AND THE EASIEST TO USE
PROMOTIONAL MARKETING TOOL
IN THE MARKET
CIELO INNOVATES ONE MORE TIME
11
CIELO | ADDING VALUE TO MERCHANTS
SURPRISES
ENGAGES
SEGMENTS
MANAGES
The card owner with a differentiated payment experience
The card owner through multiple gifts and discounts
The promotion according to your needs (Bank/Card Brand/Card type/Purchasing option: Debit or Credit)
The promotion automatically reducing operational costs strongly
CIELO | PREMIA’S MAIN ADVANTAGES
12
IT GIVES THE CLIENT
ON A SPECIFIC DAY / TIME A GIFT OR A DISCOUNT
ADVANTAGES TO
IT INCREASES THE RETURN
FREQUENCY ON A DAY WITH LOW MOVEMENT
CIELO CLIENT
13
CIELO | FIXED DAY AND TIME
*** CONGRATULATIONS!***
DISCOUNT TO YOU
10% discount
At the end of the day
On Mondays
PRIZE BALANCE
--------------------------
EXPIRING DATE: 01/31/2011
14
CIELO | FIXED DAY AND TIME
CIELO | INNOVATIVE PRODUCTS
15
Unprecedented payment solution
application in Brazil for iPhone, iPad and
iPod touch as well as Android system
and Blackberry
Devices used as POS terminal for mobile
payment with Visa, MasterCard,
American Express and Elo cards
Crediário is a unique and exclusive
technology developed by Cielo through which merchants can offer an
additional payment method that
allows cardholders to pay in up to 48 installments, accessing a pre-approved credit line from their checking accounts
through their bank cards.
Banco do Brasil and Bradesco made
available R$100 billion in credit to the
product. In the coming months others banks will join (HSBC and Caixa Ecônomica
Federal).
16
CIELO | CREDIÁRIO PRODUCT
MERCHANT • More sales volume: more than 20 million cardholders from BB and
Bradesco with pre-approved lines of credit; • Additional payment scheme without directly financing the cardholder; • Better cash flow as funds are received in D+1; • Increase in average ticket;
CARDHOLDER • Pre-approved credit line from the bank; • Attractive interest rates; • Additional to credit card’s limit; • Simulation at the point of sale;
CIELO • More sales volume; • Merchant Discount Rate similar to credit in installments.
CREDIÁRIO: more advantages to participants
17
CIELO | CREDIÁRIO PRODUCT
CIELO | MeS ACQUISITION
18
MeS Highlights • Leading e-Commerce payment services
provider with full range of merchant acquiring, e-Commerce & fraud management solutions
• Proprietary, internet-based, next-generation technology platform with best-in-class scalability, analytical capabilities, delivery speeds and cost of services
• In-house development of products and services provides superior transaction economics across the value chain
• Portable platform with upside for expansion
• Good organic revenue growth, margins and free cash flow
• Seasoned management team
Rationale
• Enhancement of Technology Platform
– Opportunity to leverage MeS’ technology to the Brazilian market and Rest of World
– MeS platform designed to achieve maximum scalability, efficiency and reliability at a low cost
• E-Commerce Improvement
– E- Commerce is fastest growth merchant category in payments
– MeS has expertise and proprietary technology tailored to serving e-commerce merchants
• Strong MeS Financial Performance
– High organic growth and attractive margins
Cielo acquired 100% of MeS for $670 million
• End-to-end payment processing functionality:
– e-Commerce
– Business-to-Business
– Mobile Commerce
– Card present and card not present merchants
– Recurring Billing
– Risk Management
WEB-BASED DELIVERY
• A white-label and fully customizable business solution:
– Transaction Processing & Reporting
– E-Commerce & Mobile
– Risk Management
– Product & Pricing
– Compliance Administration
– Sales Training and Marketing
– Business Analytics
FULL RANGE OF ACQUIRING, E-COMMERCE & MOBILE PAYMENT SERVICES
* Last twelve months ended May 31, 2012
MERCHANTS AGENT BANKS
MERCHANT e-SOLUTIONS AT A GLANCE
19
Year Founded 2000
Number of
Merchants
70,000+
Processing
Volume
$14bn+
# of Settled
Transactions
130mm+
LTM Net Revenue of
$124 million*
CIELO | ORIZON AQUISITION
Founded in 2006
Ownership interest of 40.95%;
Interconnection between healthcare and dental operators and services
providers
20
CIELO | M4U AQUISITION
Founded in 2000
innovation in the development of technological mobility platforms
largest mobile top up and mobile payment platforms in the country
developed several applications under the most diverse cell phone
standards for a wide range of clients in the financial and telecom
markets
Founders will continue to head the business
Deal
Announced August 2010
Total amount of R$ 50.1 million
R$ 25.05 million already paid and the other half will be payable
after 37 months from the closing date (as long as the contractual
targets are met)
21
CIELO | Paggo Soluções JV
Combine Oi’s mobile payment experience with Cielo’s
coverage and experience with electronic payment networks, in
order to create a joint venture to offer acquiring and transaction
capture services using mobile devices
Creation of a new company controlled by both Oi and Cielo
Announced September 2010
22
CIELO | BRASPAG AQUISITION
Deal announced May 2011
Total amount of R$ 40 million
Founded in 2005
Leader as a gateway for e-commerce in Brazil, with approximately
65% market share
Platform integrates online stores, financial institutions and
acquirers, and is responsible for capturing, routing and managing
payment transactions with cards, collection slips and online debit
23
CIELO | BRASPAG POSITION
Card
Slip
Acquirers
Wallets
Gateways
Banks
Debit
Source: Company, Broker reports, Cybersource 24
CIELO | ADR
25
Cielo has a sponsored Level I ADR Ticker: CIOXY ADR Ratio (ADR:ORD): 1:1 Depositary bank: Deutsche Bank Trust Company Americas Depositary bank contacts:
ADR broker helpline: Tel: +1 212 250 9100 (New York) Tel: +44 207 547 6500 (London)
Email: [email protected] ADR website: www.adr.db.com
Depositary bank’s local custodian: Banco Bradesco
CIELO | AT GLANCE
26
CAGR: 4.4%
CAGR: 4.5%
924 1.027 1.020 1.049
1.137 1.148 1.082 1.119
1.211
1.383 1.400 1.470
1.551
3Q09 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12
Adjusted Net Operating Revenue (R$ million)
336,0 370,1 342,0 342,0
408,2 450,3
412,4 414,6 480,0
565,4
469,0
572,2 569,4
0,39 0,38 0,37 0,35 0,39 0,41 0,39 0,38 0,41 0,43 0,37
0,44 0,43
-
0,05
0,10
0,15
0,20
0,25
0,30
0,35
0,40
0,45
0,50
0,55
0,60
0,65
0,70
0,75
0,80
0,85
0,90
0,95
1,00
-
100
200
300
400
500
600
700
3Q09 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12
Costs + Expenses ex Subsidiaries (R$ million)
Costs+ expenses ex subsidiaries Unit Costs + Expenses ex. subsidiaries
CIELO | HISTORICAL TRACK
27
Multi-brand landscape
Multi-brand landscape
1.286 1.344 1.361 1.372 1.318 1.281 1.293 1.351 1.402 1.485 1.524
1.586 1.659
1.088 1.133 1.129 1.153 1.147 1.140 1.085 1.115 1.153 1.199 1.212 1.264 1.291
3Q09 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12
# Installed POS Active Merchant in 60 days
150 150 148 145 146
132 122 117 118 119 119 116 116
78 84 84 79 79 77 76 74 77 81 81 79 80
123 125 125 120 121 110 105 101 103 105 105 103 103
0
20
40
60
80
100
120
140
160
3Q09 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12
Credit Net MDR Debit Net MDR Blended MDR
Financial Indicators 3Q12 3Q11 2Q12 3Q12 X 3Q11
3Q12 X 2Q12
Financial Volume (R$ million)
95,754.4 79,775.2 91,720.8 20.0% 4.4%
Transaction (million)
1,334.2 1,166.9 1,282.0 14.3% 4.1%
Net Revenue * (R$ million)
1,551.6 1,210.9 1,470.1 28.1% 5.5%
Cost of Services (R$ million)
(435.5) (365.6) (407.7) 19.1% 6.8%
Operating Expenses (R$ million)
(194.5) (160) (223.9) 21.6% -13.1%
Unit Costs + Expenses ex subsidiaries
(0.43) (0.41) (0.44) 3.8% -4.4%
Adjusted EBITDA (R$ million)
782.5 592.3 705.1 32.1% 11.0%
Net Income (R$ million)
588.9 457.5 548.9 28.7% 7.3%
Blended Net MDR (bps) 103 103 103 0 0
Credit Net MDR (bps) 116 118 116 -2 0
Debit Net MDR (bps) 80 77 79 3 1
CIELO | FINANCIAL INDICATORS
28 * Including prepayment of receivables present value adjusted
CIELO | OPERATING PERFORMANCE
29
1,153
1,199 1,212
1,264 1,291
3Q11 4Q11 1Q12 2Q12 3Q12
Number of Active Merchants (thousand) - 1 transaction in the last 60 days
2.1%
11.9%
20%
678 730 739 751 774
489 572 531 531 560
3Q11 4Q11 1Q12 2Q12 3Q12
Number of Transactions (million)
Credit Debit
1,167 1,302
1,269 1,282 1,334
14.3%
4.1%
50.368 56.034 56.786 58.571 61.134
29.407 35.219 31.296 33.150 34.621
3Q11 4Q11 1Q12 2Q12 3Q12
Transaction Financial Volume (R$ million)
Credit cards Debit cards
79,775 91,253 88,082
91,721 95,754
4.4%
CIELO | FAIR SHARE
30
Source : Public information, released by the companies Others = Redecard and Santander/GetNet
Financial Volume Breakdown (in R$)
Considering the 2 main participants , Cielo gained 0.9 p.p. quarter-on-
quarter
Considering the 3 main participants, Cielo gained 0.5 p.p. quarter-on-
quarter
57,7% 57,9% 59,5% 60,2% 61,1%
42,3% 42,1% 40,5% 39,8% 38,9%
2Q11 3Q11 4Q11 1Q12 2Q12
Cielo Redecard
56,7% 56,7% 58,0% 58,5% 59,0%
43,3% 43,3% 42,0% 41,5% 41,0%
2Q11 3Q11 4Q11 1Q12 2Q12
Cielo Others
157.946 145.148 159.854 138.985 131.439
141.899 133.648 152.430
149.523 164.034
CIELO | REVENUE BREAKDOWN
31
6,6% 6,4% 7,0% 6,9% 7,1%
11,6% 11,7% 11,6% 12,9% 12,5%
20,4% 19,4% 21,1% 22,0% 22,7%
16,9% 18,7% 16,5% 16,2% 16,1%
44,6% 43,8% 43,8% 42,0% 41,6%
3Q11 4Q11 1Q12 2Q12 3Q12
Credit cards
Debit cards
POS Rental
Antecipação de Recebíveis
Other revenues
Revenue - Activity (%)
CIELO | REVENUES
32
POS 3Q11 4Q11 1Q12 2Q12 3Q12
Installed POS (thousand) 1,402 1,484 1,524 1,586 1,657
% GPRS POS total base (thousand)
31% 36% 39% 42% 44%
MDR 3Q11 4Q11 1Q12 2Q12 3Q12
Net MDR Debit
77 81 81 79 80
Net MDR Credit
118 119 119 116 116
19.9%
927.8 941.2
986.8
955.4
823.1
596.6 669.0 673.7 679.7 711.2
226.5
286.4 254.1 261.4 275.6
3Q11 4Q11 1Q12 2Q12 3Q12
Commissions Revenue(R$ million)
Credit Debit
4.9%
42.5%
272.3
296.1
342.9
355.8
388.2
3Q11 4Q11 1Q12 2Q12 3Q12
Equipment Rental (R$ million)
9.1%
CIELO | PREPAYMENT OF RECEIVABLES
33
3.894,6
4.899,2 5.289,9
6.162,2 6.414,2
7.7% 8.7%
9.3% 10.5% 10.5%
0,0%
1,0%
2,0%
3,0%
4,0%
5,0%
6,0%
7,0%
8,0%
9,0%
10,0%
11,0%
12,0%
13,0%
14,0%
15,0%
16,0%
17,0%
18,0%
19,0%
20,0%
21,0%
22,0%
23,0%
24,0%
25,0%
26,0%
27,0%
28,0%
29,0%
30,0%
-
1.000,0
2.000,0
3.000,0
4.000,0
5.000,0
6.000,0
7.000,0
8.000,0
9.000,0
10.000,0
3Q11 4Q11 1Q12 2Q12 3Q12
Volume of Prepayment (R$ million)
Financial prepayment volume
% Prepayment over Credit Financial Volume
56.0 55.8 55.7 57.7 58.5
3Q11 4Q11 1Q12 2Q12 3Q12
Average Term (days)
159.9
193.2 190.1
212.4 207.9
3Q11 4Q11 1Q12 2Q12 3Q12
Revenue of Prepayment of Receivables ex Adjustments (R$ million)
30.0%
-2.1%
CIELO | FINANCIAL PERFORMANCE
34
EBITDA (R$ million) Net Income (R$ million)
28.7%
592.3 654.5
769.1 705.1 782.5
56%
59%
63%
56%
59%
45,00%
50,00%
55,00%
60,00%
65,00%
70,00%
75,00%
-
100,0
200,0
300,0
400,0
500,0
600,0
700,0
800,0
900,0
3Q11 4Q11 1Q12 2Q12 3Q12
EBITDA EBITDA Margin
32.1%
11.0%
457.5
504.5
566.6 548.9
588.9
38% 37%
41%
37% 38%
25,00%
30,00%
35,00%
40,00%
45,00%
50,00%
55,00%
60,00%
0,0
100,0
200,0
300,0
400,0
500,0
600,0
700,0
3Q11 4Q11 1Q12 2Q12 3Q12
Net Income Adjusted Net Margin
7.3%
CIELO | WHY INVEST?
Leader in a fast growing market
Strong balance sheet, high cash generation and low capex requirements
Minimum dividend pay out of 50% of net profit* distributed twice a year
Focus on innovation and continuous growth
35
* After constitution of legal reserve of 20% of the Company´s capital stock
INVESTOR RELATIONS CONTACTS
www.cielo.com.br/ri
E-mail: [email protected] | Phone: + 55 11 2596 1701