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Institutional Presentation Disclaimer This presentation may contain forward-looking statements which are inherently difficult to predict. Actual results could differ materially for a variety of reasons. Forward-looking statements speak only as of
This presentation may contain forward-looking statements which are inherently difficult to predict. Actual results could differ materially for a variety of reasons. Forward-looking statements speak only as of the date they are made and the Company does not assume any obligation to update them in light of new information or future developments. This material is published solely for informational purposes and is not to be construed as a solicitation or an offer to buy
- r sell any securities or related financial instruments. Likewise it does not give and should not be treated as giving
investment advice. It has no regard to the specific investment objectives, financial situation or particular needs of any recipient. No representation or warranty, either express or implied, is provided in relation to the accuracy, completeness or reliability
- f the information contained herein. It should not be regarded by recipients as a substitute for the exercise of their own
judgment. Certain percentages and other amounts included in this document have been rounded to facilitate its presentation. Thus, numbers presented as total in some tables may not represent the arithmetic sum of the numbers that precede them and may differ from those presented in the financial statements.
Disclaimer
2
Section 1
Camil at a Glance
4
Purpose and Values
We believe that each person can make a difference in others lives and we exist to nurture relationships that bring more flavor to the everyday life. Our Purpose Our Values
Trust
We honor our commitments with seriousness and discipline. We value transparency in our relationships, and for that, we aim to gain respect and trust.
Entrepreneurship
We believe in those who dream with the effort and courage of who realize their dreams. This is the driving force for entrepreneurship and growth with profitability.
Enthusiasm
We express joy, vitality and energy in our everyday life. Therefore, we inspire people.
Responsibility
We prioritize ethics and high quality standards in everything we do. This way we seek to ensure the sustainability of our business and of the environment, going beyond results.
Proximity
We build strong partnerships as a way of establishing deep lasting relationships with all stakeholders: consumers, customers, employees and suppliers.
5
Camil’s IPO
Camil successfully completed its Initial Public Offering on September 2017
Ownership Structure
- n February 2018
IPO Highlights
Camil is listed on B3’s
Novo Mercado
segment, the highest level
- f corporate governance
R$9.00 / share
Priced on September 26, 2017
41.0 million ONs
Primary Offering
86.5 million ONs
Secondary Offering
R$1.2 billion
Offering Size
R$357.0 million
Net proceeds from Primary Offering
Camil Investimentos; 56.0% Warburg Pincus; 8.6% Management and controlling shareholders; 4.3% Treasury stocks; 0.7% Free Float; 30.4%
Main Brands and Segments
Leading position in all operating markets – #1 processor and distributor of rice in Brazil (Camil brand) – #1 processor and distributor of rice in Uruguay (Saman brand) – #1 processor and distributor of rice in Chile (Tucapel brand) – #1 processor and distributor of rice in Peru (Costeño brand) – #1 player in refined sugar in Brazil (União brand) – #1 player in the canned sardine and #2 in the canned tuna market in Brazil (Coqueiro and Pescador brands) 29 processing facilities and 18 distribution centers distributed throughout LatAm Reaches more than 20,000 direct and 285,000 indirect sales points in Brazil Exports to more than 50 countries
6
Camil at a Glance
Founded in 1963, Camil is a leading food company in Latin America with a diversified portfolio
- f several brands in rice, beans, canned fish and sugar
Highlights
Grains Sugar Canned Fish
Leadership positioning in all segments and countries in which it operates, Camil is one of the largest food companies in Brazil
Notes: (1) Santa Cruz plant produces both rice and sugar (2) Considers both plants operated by Raízen (3) Market shares referring to total Camil Company brands (4) Company’s market share in the Rice Market only (5) Nielsen Retail Index – Apr17 - Mar18 (6) Comisión Sectorial del Arroz – Mar17 - Feb18. Local Internal Market Share. Export Market Share is 48% (#1 player) (7) Nielsen Chile – Mar17 - Feb18 (8) Top of mind – Sugar Kantar Nov16 / Rice and Fish Ipsos Nov17 (9) Kantar Worldpanel Peru – Apr17 - Mar18
Processing and Distribution Platform
Rice Processing Facilities: 23 (81 in Brazil) Fish Processing Facilities: 2 Sugar Packaging Facilities: 41,2 Distribution Centers: 18 (8 in Brazil) Rice Producing Regions Beans Producing Regions
Grains Sugar Fish Brazil3 Uruguay Chile Peru Grains
Business Divisions Overview
Brands Market Share
1st
8.1%4,5
1st
35.2%5
2nd
40.5%6 2nd 43.8%5 2nd 24.3%5
Sardine Tuna
1st
49.1%9
1st
32.9%7
Net Revenue (Feb-18) Facilities Top of Mind8 60% 84% 47%
Sardine
37%
Tuna
n.a. 50% 72% EBITDA (Feb-18) Processing & Packaging
8 plants 4 packing plants 2 plants 8 plants 3 plants 3 plants
Diversification across 3 products categories
R$1,3 bi (29% of total)
7
(Uruguay) (Argentina) (Chile) (Peru)
R$3,3 bi (71% of total) R$142 mn (29% of total) R$347 mn (71% of total)
Foundation, in the city of Itaqui-RS
1963
Pioneer in distributing packed rice (migration from rice in bulk)
1974
Inauguration of the distribution center in SP
1975
Beans commercialization
1987
Acquisition of SAMAN Brazil in Pernambuco
2001
Acquisition of Camaquã plant in RS
2002
Logistics expansion: new subsidiaries in North and Northeast regions
2005
Acquisition of in Uruguay
2007
Acquisition of Rio Grande plant
2008 2009
Acquisition of in Chile Acquisition of the brand Bom Maranhense
2010 2011 2012 2013
Marketing Structuring
2014
Acquisition of in Peru 60’s: Foundation 80’s: Organic Expansion 90’s: Professionalization 2000’s: Acquisitions
8
Camil’s Timeline
Present for more than 50 years in brazilian everyday life, Camil grew in South America grains segment and expanded its portfolio into new categories
2017
Camill’s IPO 2017: IPO Acquisition of canned fish and Costeño Acquisition of sugar category
Fish Sugar Grains - International Grains - Brazil
9
Complementary product portfolio composed of high value added items
Value added Biscuits Core
Main products across the segments that Camil operates
Notes: (1) Considers 12 months ended on February for 2010 and 2017 (2) Market share figures for Camil as a Company for the Brazilian market (3) Nielsen Retail Index – Apr17 - Mar18 (4) Nielsen Scantrack - Apr17 - Mar18 (5) Top of mind – Sugar Kantar Nov16 / Rice and Fish Ipsos Nov17
20101 20171
R$1,407 million R$142 million n.a. R$4,663 million R$490 million
- Rice: 8.1%3
- Beans: 6.8%4
- Sugar: 35.2%3
- Sardine: 43.8%3
- Tuna: 24.3%2
2 4 5 1
Net Revenue EBITDA Market Share2 Top of Mind (Brazil)5
- Rice: 60%
- Beans: 53%
- Sugar: 84%
- Sardine: 47%
- Tuna: 37%
- Rice: n.a.
- Beans: n.a.
- Sugar: n.a.
- Sardine: n.a.
- Tuna: n.a.
10
Iconic performance supported by the creation of a leading brand portfolio
Since its IPO attempt in 2011, Camil expanded its portfolio to the sugar and canned fish categories, and more than tripled its revenue and EBITDA
9.9% 15.7%
3
ROIC
Despite the slowdown in the Brazilian economy, Camil posted solid results maintaining EBITDA margin over +10%
Even in a challenging environment, Camil was able to post double-digit growth, maintaining profitability
11
Solid Business Model with Stable and Resilient Margins
Net Revenue by Segment
CAGR+15%
Camil: Net Revenue (R$mn) EBITDA Evolution (R$mn) Net Profit Evolution (R$mn)
168,6 126,6 141,7 209,1 312,7 375,3 360,1 422,9 547,0 489,9 22,9% 23,0% 24,2% 27,1% 24,1% 24,5% 23,2% 24,5% 24,7% 24,7% 11,1% 9,6% 10,1% 11,7% 11,3% 10,5% 9,8% 10,0% 11,1% 10,5% R$50 R$150 R$250 R$350 R$450 R$550 R$650 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 EBITDA Gross Margin EBITDA Margin 58 74 56 74 137 124 105 111 202 251 3,8% 5,6% 4,0% 4,1% 4,9% 3,5% 2,9% 2,6% 4,1% 5,4% 11,1% 9,6% 10,1% 11,7% 11,3% 10,5% 9,8% 10,0% 11,1% 10,5% R$0 R$50 R$100 R$150 R$200 R$250 R$300 R$350 R$400 R$450 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 Net Income Net Margin EBITDA Margin CAGR+20% CAGR+14%
Notes: Company fiscal year begins in March and ends in February of the following year (inclusive).
24.5% 23.2% 24.5% 24.7% 24.7% 941.6 1,075.2 1,293.6 1,264.5 1,331.5 2,639.9 2,600.6 2,935.3 3,683.3 3,331.4 R$800 R$1,300 R$1,800 R$2,300 R$2,800 R$3,300 R$3,800 R$4,300 R$4,800 R$5,300 12M13 12M14 12M15 12M16 12M17 Food Products Brasil Food Products International Gross Margin
Section 2
Investment Highlights
Iconic Brand Recognition… …Leading to a Leadership Position in all Sectors & Regions1
13
Brazil – RICE2 #1 8.1% #2
Player 2
5.1% #3
Player 3
4.5% Peru – RICE3 #1 49.1% #2
Player 2
5.1% #3
Player 3
4.5% Chile – RICE5 #1 32.9% #2
Player 2
17.2% #3
Player 3 (PLs)
43.5% Brazil – REFINED SUGAR2 #1 35.2% #2
Player 2
18.5% #3
Player 3
12.0% Brazil – SARDINE2
#1
Player 1
45.4%
#2
43.8% Brazil – TUNA2 #1
Player 1
58.6% #2 24.3% Uruguay – RICE4 #1 48.0% #2
Player 2
40.5%
Percentage values indicate market share in terms of volume.
Market leader in São Paulo City: Rice 36.2% market share Rice: 65% Top of Mind in São Paulo One of the most complete line of products: More than 10 variations of grains, including ready to eat One of the most complete line of products: traditional and new segments (i.e. “Fit” sugar, Sucralose, Naturals) Top of Mind leader (84%) “Top-5 Suppliers” Award (#1) Complete line of products: Tuna, Sardines, Tuna Sauces and Pâtés 47% Top of Mind in Sardine and 37% in Tuna “Top-5 Suppliers” Award (Sardine #1; Tuna #2)
Market Leader with Iconic Brand Recognition
Notes: (1) Market shares referring to total Camil Company brands (2) Nielsen Retail Index – Apr17 - Mar18 (3) Kantar Worldpanel – Apr17 - Mar18 (4) Comisión Sectorial del Arroz – Mar17 - Feb18. 40,5% for Local Internal Market Share (#2 player) (5) Nielsen – Mar17 - Feb18. Player 3 includes private label volumes
União: Brand of strong emotional bond, preferred by consumers and with greater perception of value!
35.2%
72 %
Unique Footprint 150,000 points of sale reaching big part of the population Wide presence across all States of Brazil Pricing Power 3
"Brand of sugar": higher prices compared to the main competitors³
Market Leadership
Absolute Leadership Total Company refined sugar brands have 35%¹ market share
Unique Brand
One of the most traditional and valuable brands in Brazil 84%² of Top of Mind
Market Share (1)
14
Sugar | Case Study
Notes: (1) Nielsen | Retail Index – Apr17 – Mar18 (2) Top of mind – Kantar – Nov16 (3) União Refinado 1kg. Source Nielsen | Retail index – Feb/Mar18
+14%
114 100
Main Competitor
Sugar price
One of the most recognized brands in Brazil One of the 30 most loved brands in 2013
1º
15
Unique Marketing Efforts Innovation Strategy and Execution in the POS A B C
Relevant brand positioning Powerful consumer engagement
platforms
Impactful Live marketing/
promotional initiatives
Clear Price-Portfolio Strategy Brand leverage through culinary
programs and specialists
Sell-out Incentives:
High Visibility, Promotions, MPOS;
Execution:
New Shopper Experience
Brand value creation Halo Effect on the Core Brand Margin accreative
Improved Go-to-Market Strategy
8.1 5.1 4.5 3.5 Camil Player 1 Player 2 Player 3
105,2 100 Camil Others
Premium Price Compared to Competitors2
SP 26% MG 11% RJ 10% BA 6% RS 5% Others 42%
National Grains Market
Camil is Market Leader in Brazil
Camil has 8.1%1 of the Brazilian rice market, which is highly fragmented
Notes: (1) Nielsen Retail Index - Apr17 - Mar18 (2) Nielsen Retail Index - Mar18. Considers only non-premium brands
16
Market share of rice in the Brazilian market (%)
Camil's unique brand awareness leads to a Unusual combination of market leadership and pricing power
+5,2%
Rice price in Brazil (base 100)
Rice | Case Study
17
Rice | Broad Product Portfolio
Tailored product offering for targeted consumer segments across Brazil
Premium Upper mainstream Mainstream Value Priced Products
Notes: (1) White rice price index Nielsen Retail Index - Mar18 (2) Nielsen Scantrack - Mar18 (3) Price index for Pop brand only Mar18
- Avg. national prices
- Avg. regional prices
95³ 111 100 112 129²
Portfolio Camil¹ Product Portfolio - Breakdown
Avg market selling price
129
Avg market selling price
111
Avg market selling price
101
Avg market selling price
93
Product Shelving
18
Unique Distribution Platform
36% 100% 36% 24% 4%
Key Accounts Grocery Stores Wholesales Distributors Total Sales
Selected Accounts / Retailers Selected Wholesale Stores
Sales Breakdown per Distributors (2017)
Despite its long-standing relationship with the main Brazilian retailers (key accounts) and wholesalers, Camil distribute 40% of its sales through grocery stores and distributors
Grains
Brand
Sugar Fish
Production 19
Agriculture
Processing
Packing
Distribution
Marketing
Origination
Solid Business Model
– 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% 100.0%
- 10.00
20.00 30.00 40.00 50.00 60.00 70.00 80.00 90.00 100.00 jan-06 set-06 mai-07 jan-08 set-08 mai-09 jan-10 set-10 mai-11 jan-12 set-12 mai-13 jan-14 set-14 mai-15 jan-16 set-16 mai-17
Since 2006, Camil maintained gross margin of 22.5% - 28.0%, mainly due to its weekly pricing capacity Business Model: Proven Cost Transfer Capability (rice case)
Notes: (1) Adjusted by the monthly inflation of the period (Jan/2006 – Feb/2017)
(Gross margin)
Average sale price (R$/30kg) Average cost (R$/30kg) Sale / Cost Gross margin Year 2006 37.0 22.3 1.7x 25.4% 2007 39.4 22.7 1.7x 27.9% 2008 42.0 24.8 1.7x 25.9% 2009 53.9 34.2 1.6x 24.9% 2010 51.0 30.8 1.7x 24.6% 2011 50.5 28.6 1.8x 25.1% 2012 45.5 25.1 1.8x 27.2% 2013 55.8 34.4 1.6x 26.3% 2014 59.2 35.5 1.7x 22.8% 2015 63.5 36.9 1.7x 24.2% 2016 67.3 37.4 1.8x 24.5% 80.5 46.5 1.7x 24.7%
20
Solid Business Model with Stable and Resilient Margins
Subtitle Average purchase price (CIF - R$/30kg) Gross margin (% net revenue) Average selling price (CIF - R$/30kg) Adjusted selling price (1) (CIF - R$/30kg)
2005
25% 11% 10% 6% 5% 5% 4% 4% 4% 3% 23%
SP MG RJ BA RS PR PE CE GO PA Others
Distribution of Grain Sales by Brazilian State (% value)
Metropolitan regions – expansion to countryside
Minas Gerais São Paulo
High potential to consolidate leadership towards countryside
Expansion to white areas… …Coupled with consolidation of the Brazilian grains market
Unique opportunity to consolidate the fragmented Brazilian rice market.... 8.1% 5.1% 4.5% 3.5% Player 2 Player 3 Player 4
1º
…with additional expansion opportunities in the also fragmented bean market Even in regions where it is the absolute leader, there is still potential for expansion as brand penetration is not homogeneous in each state
Notes: (1) Rice Nielsen Retail Index Apr17 - Mar18 (2) Beans Nielsen Scantrack Apr17 - Mar18
21
1
Rice Beans
IV III II VI I V
36% 15% 2% 10% 1% 10%
IV III II VI I V
19% 7% 1% 2% 0,2% 7%
8.0% 6.8% 5.3% 4.9% Player 1 Player 3 Player 4
2º
Unique position to consolidate Brazilian rice and beans markets Backed by Private Equity Acquisitions history
Player 2
Player 3
Player 4
% of total rice market share1
Rice Market Share Beans Market Share
Clear and Tangible Avenues for Expansion
VII
1%
VII
3%
Source: Camil - Considers the amounts accumulated in the 12-month period up to the highlighted date. % of total beans market share1
22
Clear recovery opportunities in the sugar and fish markets and expansion to new categories in South America
Consolidation in the Fish Market in Brazil
3
International Geographic Expansion
5
Entry into new markets and long-term opportunity for entry into new categories Focus Regions for Expansion New Markets
5.4% 2.5% 1.9%
Solid Growth Perspective
Rice sales CAGR 2016-2021
Argentina Peru Colômbia
Notes: (1) Bimonthly Nielsen Retail Index
Expansion to New Categories
4
Pasta - R$8.1 billion Coffee - R$19.7 billion Flour- R$12.5 billion Additional Potential Market Rated at + R$40 billion
2% 6% 4% 88%
Pasta Coffee Farinaceous Camil's unique distribution network enables products to expand into other growing markets Total Market Packaged Foods
R$342bi Market share - actual
Tuna Market Share1 (%) Sardine Market Share1 (%) Fine Sugar Market Share Evolution1 (%) Recovery in the Sugar Market in Brazil
2
Clear and Tangible Avenues for Expansion
39.7% 34.3% 34.0% 36.5% 36.1% 37.7% 40.2% 36.7% 36.2% 34.8% 34.5% 37.0% 36.0% 33.0%
Dec/Jan'16 Feb/Mar'16 Apr/May'16 Jun/Jul'16 Aug/Sep'16 Oct/Nov'16 Dec/Jan'17 Feb/Mar'17 Apr/May'17 Jun/Jul'17 Aug/Sep'17 Oct/Nov'17 Dec/Jan'18 Feb/Mar'18
43.4% 43.5% 42.1% 22.6% 22.7% 22.9%
Camil record share was 25.9% in Nov 2017. Camil expects to reduce share gap to its main competition, reaching 34.7% until 2020, which represents an additional volume of 5 thousand tones per year Camil record share was 45,5% in May 2017. Camil expects to reach 46.5% market share until 2020, consolidating its leadership position with an additional volume of 10 thousand tones per year
Market Share
23
Solid Corporate Governance
Jairo Quartiero (Chairman) Piero Minardi Alain Belda Thiago Quartiero Jacques Quartiero José Fay (Board Member at J.Macedo former CEO of BRF) Carlos Júlio (Former CEO of Tecnisa and HSM do Brasil)
Founding Family Warburg Pincus Independent Members
Corporate Governance Camil has high levels of controls and corporate governance, being supported by independent board members for +10 years and being audited for +15 years (big 4)
Listing on Novo Mercado, highest
Corporate Governance standard at B3
Common voting shares only 100% Tag along 2 or 20% of independent Board
Members
Minimum Free Float of 25% OPA by fair value Evaluation of Board of Directors,
Management, and Committees
Board of Directors
Since 2008, the Board of Directors
is responsible for general strategic policies
2 independent Board Members 12 meetings/year on average Election for unified terms of 2
years
Re-election is permitted. Election date: June 2017 End of office: June 2018
24
All Camil's directors have experience in their respective areas of expertise
25 25 Luciano Quartiero CEO
- Ex-CFO of Camil Alimentos
- Post-Graduate in Finance from the University of California, USA and
MBA at IBMEC, Brazil
- Graduated in Business Administration from PUC / SP, Brazil
3 23 Andréa Martins 1 Marketing Director
- Former Director of the North-Northeast Business Unit at Mondelez
do Brasil Ltda.
- Former General Manager of Kraft Foods Ecuador Ltd and different
positions in marketing at Kraft Foods Brasil Ltda.
- Postgraduate in Business Administration from the University of
California, USA
- Graduated in Social Communication from ESPM, Brazil
1 29 Pérsio Pinheiro 1 HR Director
- Former Director of People, Management and Innovation Processes -
Ypê (Química Amparo)
- Former Director of Organizational Development and HR
International - BRF S / A
- MBA in Human Resources by FIA / USP
- Graduated in Business Administration from FEA / USP
k
9 30
- Previous experience in Casarin, Saman and Josapar companies in
the areas of sales and supplies
- Graduated in Agricultural Engineering from Federal University
- MBA FGV in Business Management and Marketing Management
André Ziglia Supply Director 5 22 Max Sommerhauzer Vaz da Silva 1 Commercial Director
- Former Commercial Director of Cosan S.A.
- Former Commercial Manager and Marketing of Agricultural
Machines Jacto S.A.
- Post-Graduate in Business Administration from FIA / USP
- Graduated in Agronomy from Universidade Estadual Paulista UNESP
- Jaboticabal
Years of experience in Camil Legend Years of experience in the market
18 36 Jaime Ghisi Logistics Director
- Former Commercial Manager Mercosul Ferrovia ALL
- Former Regional Superintendent of AGEF - General Warehouse
Customs Brokers
- Graduated in Civil Engineering from PUC / RS, Brazil
Flavio Vargas, CFA CFO and IR Director
- Ex-CFO of Smiles S.A.
- Ex-Director of Fleet and Treasury of Gol Linhas Aéreas S.A.
- MBA, with honors, in Finance from NY University, Stern, EUA
- Graduated in Mechanical Engineering from Escola Politécnica,
Universidade de SP, Brazil
1 20 Renato Gastaud 1 LatAm Director
- Former Superintendent and Industrial Director of Josapar
- He has relevant experience in rice, market in which it has been
inserted for 39 years, of which 15 in Camil
- Graduated in Agricultural Engineering at UFPEL / RS
15 39 Renato Costa 1 Industrial Director
- Former Industrial Director of Kraft Heinz
- He has relevant experience in the industrial area, having passed
through Suzano and Ambev, where for 16 years he held various positions in logistics and management
- Graduated in Mechanical Engineering from UMC and holds an MBA
in Marketing from FGV and in business management from IBMEC / SP
1 19
Notes: (1) Non statutory directors.
Leadership with Wide Experience in the Sector…
25 Consolidated platform uniquely positioned for sustained organic growth
Camil has a consolidated and scalable distribution platform, positioning the company to leverage on the development of new segments and change in consumers habits
8
High potential for inorganic growth
Leadership position across all segments the Company operates, coupled with its distribution platform, enabling fast and efficient integration of new
- perations and capacity to capture synergies
9
Growth Avenues Camil Market leader with unique brand awareness
4
Wide distribution network reaching close to 20k customers
5
Clear and tangible avenues for expansion and consolidation
6
Seasoned management team backed by top-notch sponsorship
7
Key Messages
Market Resilient demand
The Company’s main market proves resilient to economic downturns as the consumption of rice and beans has a strong cultural appeal, being a pillar of the Brazilians’ typical diet
1
Low exposure to fluctuations in commodities prices
The market dynamics differ materially from the general commodity market, as the quality perception and brand awareness are key factors in customers’ buying decision process
2
Weekly price pass-through
The grains and sugar retail markets present active price dynamics, with weekly price pass-through, ensuring stability of margins. The canned fish market is going through a change in its price dynamics, in which price pass-through is becoming more frequent
3
Section 4
Financial highlights
27
Historical Financial highlights
Camil Consolidated Profitability Evolution
Notes: Company fiscal year begins in March and ends in February of the following year (inclusive).
Profitability Evolution (R$mn) EBITDA Evolution (R$mn) Net Profit Evolution (R$mn) Margin Profitability Evolution (% of Net Rev.)
168.6 126.6 141.7 209.1 312.7 375.3 360.1 422.9 547.0 489.9 22.9% 23.0% 24.2% 27.1% 24.1% 24.5% 23.2% 24.5% 24.7% 24.7% 11.1% 9.6% 10.1% 11.7% 11.3% 10.5% 9.8% 10.0% 11.1% 10.5% R$50 R$150 R$250 R$350 R$450 R$550 R$650 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 EBITDA Gross Margin EBITDA Margin 11.1% 9.6% 10.1% 11.7% 11.3% 10.5% 9.8% 10.0% 11.1% 10.5% 3.8% 5.6% 4.0% 4.1% 4.9% 3.5% 2.9% 2.6% 4.1% 5.4% R$0 R$100 R$200 R$300 R$400 R$500 R$600 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 EBITDA Net Income EBITDA Margin Net Margin 22.9% 23.0% 24.2% 27.1% 24.1% 24.5% 23.2% 24.5% 24.7% 24.7% 11.1% 9.6% 10.1% 11.7% 11.3% 10.5% 9.8% 10.0% 11.1% 10.5% 3.8% 5.6% 4.0% 4.1% 4.9% 3.5% 2.9% 2.6% 4.1% 5.4% 0% 5% 10% 15% 20% 25% 30% 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 Gross Margin EBITDA Margin Net Margin 58 74 56 74 137 124 105 111 202 251 3.8% 5.6% 4.0% 4.1% 4.9% 3.5% 2.9% 2.6% 4.1% 5.4% 11.1% 9.6% 10.1% 11.7% 11.3% 10.5% 9.8% 10.0% 11.1% 10.5% R$0 R$50 R$100 R$150 R$200 R$250 R$300 R$350 R$400 R$450 12M08 12M09 12M10 12M11 12M12 12M13 12M14 12M15 12M16 12M17 Net Income Net Margin EBITDA Margin
28
4Q17 and FY2017 Results
Financial Highlights
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
4Q17 Financial Highlights
Comparisons refers to 4Q16¹
R$1.1 billion Net Revenue ( -11.6%)
R$767 million Brazil Food Segment ( -18.6%) R$349 million International Food Segment ( +9.1%)
R$4.7 billion Net Revenue ( -5.8%)
R$3.3 billion Brazil Food Segment ( -9.6%) R$1.3 billion International Food Segment ( +5.3%)
R$285 million Gross Profit ( +1.6%)
25.% Gross Margin ( +3.3pp)
R$1.2 billion Gross Profit ( -5.8%)
24.7% Gross Margin (stable vs. 2016)
R$119 million EBITDA ( +21.9%)
10.7% EBITDA Margin ( +2.9pp)
R$490 million EBITDA ( -10.5%)
10.5% EBITDA Margin ( -0.6pp)
R$77 million Net Income ( +286.6%)
6,9% Net Margin ( +5.3pp)
R$251 million Net Income ( +24.4%)
5.4% Net Margin ( +1.3pp)
2017 Financial Highlights
Comparisons refers to 2016¹
29
Brazil Food Segment | Rice
4Q17 and FY2017 Results
Mainstream
We reviewed our pricing strategy and our product’s composition to adjust the Company to a new market reality
Volume:
- 128.4 thousand tons on 4Q17 (-13.0%)
- 596.1 thousand tons on 2017 (-0.6%)
Raw material acquisition - average market prices:
- R$36.61/bag on 4Q17 (-25.7%)
- R$38.40/bag on 2017 (-18.6%)
Lower decrease in Camil’s gross prices vs. market prices:
- R$2.33 on 4Q17 (-11.3%)
- R$2.37 on 2017 (-8.3%)
Decrease in value priced brands volume Increase in Camil’s brand volume Rice Brazil – Market vs. Camil’s prices Rice prices – Brazilian Market (in R$/50kg)
Source: Esalq Senar Source: Esalq Senar, Company
Rice – Camil’s Portfolio Rice – Main Highlights
The reduction in gross prices was lower than the decrease of market prices, as a result of Camil’s strategy to preserve profitability and brand positioning in the market Value Brands
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
30
Brazil Food Segment | Beans
4Q17 and FY2017 Results
Beans – Camil’s Portfolio Beans – Main Highlights
Beans value priced category: distribution similar to rice
Beans Brazil – Market vs. Camil’s prices Beans prices – Brazilian Market (in R$/60kg)
Source: Agrolink Source: Agrolink, Company
Volume:
- 16.4 thousand tons on 4Q17 (-14.9%)
- 72,4 thousand tons on 2017 (-4.7%)
Raw material acquisition - average market prices:
- R$98.90/bag on 4Q17 (-40.9%)
- R$132.13/bag on 2017 (-50.3%)
Lower decrease in Camil’s gross prices vs. market prices:
- R$3.23 on 4Q17 (-22.9%); and
- R$3.86 on 2017 (-31.9%).
Decrease in value priced brands volume Increase in Camil’s brand volume
The reduction in gross prices was lower than the decrease of market prices, as a result of Camil’s strategy to preserve profitability and brand positioning in the market Mainstream Value Brands
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
31
Brazil Food Segment | Sugar
4Q17 and FY2017 Results
The reduction in gross prices was lower than the decrease of market prices, as a result of Camil’s strategy to preserve profitability and brand positioning in the market
União: absolute leadership with greater perception of value translated in premium prices
Sugar – Camil’s Portfolio Sugar – Main Highlights Sugar Brazil – Market vs. Camil’s prices Sugar prices – Brazilian Market (in R$/50kg)
Source: Esalq Senar Source: Esalq Senar, Company
Volume:
- 118.0 thousand tons on 4Q17 (-5.9%)
- 541.3 thousand tons on 2017 (-2.2%)
Raw material acquisition - average market prices:
- R$60.92/bag on 4T17 (-30.6%)
- R$64.24/bag on 2017 (-25.4%)
Lower decrease in Camil’s gross prices vs. market prices:
- R$2.11 on 4Q17 (-18.9%)
- R$2.22 on 2017 (-12.5%)
Decrease in value priced brands volume Increase in Camil’s brand volume
The reduction in gross prices was lower than the decrease of market prices, as a result of Camil’s strategy to preserve profitability and brand positioning in the market Mainstream Value Brands
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
32
Brazil Food Segment | Canned Fish
4Q17 and FY2017 Results
Continued challenge of sardine and tuna fishing in the Brazilian coast resulted in record levels of imports by the industry
Pescados Brasil - Volume de Vendas Camil
8,08 8,30 9,21 14,02 7,55 6,18 10,92 11,39 39,62 36,05
5 10 15 20 25 30 35 40 45
1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 2016/17 2017/18
Canned Fish – Camil’s Gross Prices (R$/kg) Canned Fish – Camil’s Volume (‘000 ton)
Source: Company Source: Company
Canned Fish – Camil’s Portfolio Canned Fish – Main Highlights
Volume:
- 11.4 thousand tons on 4Q17 (-18.7%)
- 36.1 thousand tons on 2017 (-9.0%)
2017: Raw material reached record levels of imports Camil’s gross prices:
- R$20.92 on 4Q17 (+22.9%)
- R$19.42 on 2017 (+13.5%)
Improved industrial performance + efficiency gains from the canned fish operations concentration at Navegantes (SC)
Mainstream Value Brands
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
33
International Food Segment
4Q17 and FY2017 Results
We continue to present a better operational performance: the combined effect of volume growth and price increase in local currency
- ffset the exchange devaluation in each country we operate.
Chile Uruguay
Production mainly for domestic market Production mainly for domestic market Production mainly for export
Peru
Volume reached 143.2 thousand tons on 4Q17 (-7.6%) and 547.8 thousand tons (+3.4%) on 2017. Price in US$ per ton increased by 1.5% on 4Q17 and decreased by 2.8% on 2017. 4.3% dollar exchange devaluation Volume reached 18.3 thousand tons on 4Q17 (+3.7%) and 75.8 thousand tons (+4.8%) on 2017. Price in CLP per ton increased 3.7% on 4Q17 and 4.8%
- n 2017.
0,2% Chilean peso exchange devaluation. Volume reached 22.8 thousand tons
- n
4Q17 (+19.1%) and 94.1 thousand tons (+9.5%) on 2017. Price in PEN per ton decreased 8,2% on 4Q17 and 4,7% on 2017. 1,4% Peruvian soles exchange devaluation Operational Highlights - International International Operational Performance – Quarterly Evolution (‘000 ton) International Operational Performance – Annual Evolution (‘000 ton)
Source: Company Source: Company Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
34
Financial Results
4Q17 and FY2017 Results
Net Financial Expense (in R$mn)
2017 Liability Management
Net Financial Expenses decrease Decrease of average market tax rate (SELIC) Net Debt reduction (-43.7%)
- from R$1,014 million (feb/17) to R$571 milhões (feb/18)
Reduction of debt cost
- R$973 million issuance of Agribusiness Receivables
Certificate over the past months at a remuneration interest lower than the Interbank Deposit Rate (DI). The Company concluded its important initiatives to improve its capital structure, including the reduction of the cost of debt and better amortization profile.
Statements (in R$ millions) 4Q17 3Q17 4Q16 4Q17 vs 4Q17 vs 2017 2016 2017 vs. Closing Date 28-feb-18 30-nov-17 28-feb-17 3Q17 4Q16 28-feb-18 28-feb-17 2016 EBIT 96.1 105.7 77.0
- 9.0%
24.9% 399.6 460.4
- 13.2%
(+/-) Finacial Result (13.0) (12.6) (39.3) 3.7%
- 66.9%
(74.4) (158.0)
- 52.9%
(-) Debt Interest Expense (33.6) (40.4) (62.3)
- 16.9%
- 46.0%
(181.1) (224.2)
- 19.2%
(+) Interest Income 20.6 27.9 23.0
- 26.1%
- 10.3%
106.7 66.2 61.2% Pre-Tax Income 83.1 93.1 37.6
- 10.7%
120.8% 325.2 302.4 7.5% (-) Total Income Taxes (5.8) (21.2) (17.7)
- 72.4%
- 66.9%
(74.5) (100.8)
- 26.1%
Net Income 77.3 71.9 20.0 7.5% 286.6% 250.7 201.6 24.4%
Notes: (1) Comparisons refer to results ended on Feb 28, 2017 (4Q16 and 2016)
Appendix
Additional information
Rice Market | Market Share
Rice is the main element in Brazilians’ diet, with resilient consumption and stable production levels
36
The rice industry in Brazil is characterized by a resilient demand based on cultural identity
Notes: (1) Company’s Volumes / USDA (2) Nielsen Retail Index - Apr17 - Mar18
40% 45% 50% 55% 60% 65% 70% 75% 80% 7.200 7.400 7.600 7.800 8.000 8.200 8.400 8.600 8.800 9.000 9.200 99/00 01/02 03/04 05/06 07/08 09/10 11/12 13/14 15/16 17/18E 19/20E Milled Rice Consumption Brasil (mn ton) % Milled Rice Cons./Prod.
Highlights
Large and resilient market
P
Fragmented market
P
Strong consolidation potential
P
8.1 5.1 4.5 3.5
Camil Player 1 Player 2 Player 3 Rice Brazil – Consumption Evolution USDA¹
Rice Brazil - Market Share Evolution
4,8% 4,8% 4,9% 5,2% 6,0% 6,6% 6,6% 6,3% 6,5% 7,6% 7,5% 3,0% 3,5% 4,0% 4,5% 5,0% 5,5% 6,0% 6,5% 7,0% 7,5% 8,0% 300 350 400 450 500 550 600 650 700 07/08 08/09 09/10 10/11 11/12 12/13 13/14 14/15 15/16 16/17 17/18E Rice - Volume Sold (k ton) Rice - Market Share
Rice Brazil – Market Share Evolution¹ Rice Brazil – Market share of rice in the Brazilian market (%)
141.0 105.2 45.0 11.7 2.1 1.0 0.1 135.0 77.7 69.2 65.1 39.9 12.4 12.0 8.6 11.6 11.8 12.1 12.4 10.6 12.1 11/12 12/13 13/14 14/15 15/16 16/17E
Per capita Consumption by Country1
Notes: (1) OECD, FAO and CONAB/ Average of 2013 and 2015 figures (2) Rice husk represents ~32% of the grain’s total weight
11.7 12.6 12.0 11.5 11.4 11.5 11/12 12/13 13/14 14/15 15/16 16/17E
Industry Overview | Rice
Rice is the main element in Brazilians’ diet, with resilient consumption and stable production levels Largest Producers in the World1
Ton mm
National Production
Ton mm
World’s 9th largest rice producer
China India Indonesia Peru Uruguay Chile
9º
Brazil kg/year Indonesia China India Peru Brazil USA Chile Uruguay
National Consumption of Paddy2
Ton mm
Rice is highly penetrated in Brazil, being part of the country’s cultural identity
37
Consumption Historically Stable Production Historically Stable
The rice industry in Brazil is characterized by a combination of (i) resilient demand based on cultural identity and (ii) high and stable production levels
Rice Market | Historical Crop Data
Rice is the main element in Brazilians’ diet, with resilient consumption and stable production levels
38
The rice industry in Brazil is characterized by a resilient demand based on cultural identity
Rice Brazil - Long Term Market (in R$/50kg) Rice Brazil - Long Term - Market vs. Camil Rice Brazil - Prices per Crop (in R$/50kg) Rice Brazil - Supply vs. Consumption Evolution
18,0 22,0 26,0 30,0 34,0 38,0 42,0 46,0 50,0 54,0 Mar-07 Mar-08 Mar-09 Mar-10 Mar-11 Mar-12 Mar-13 Mar-14 Mar-15 Mar-16 Mar-17 Rice Brazil Average +1 STDV
- 1 STDV
1,20 1,40 1,60 1,80 2,00 2,20 2,40 2,60 2,80 18,0 22,0 26,0 30,0 34,0 38,0 42,0 46,0 50,0 fev-07 fev-08 fev-09 fev-10 fev-11 fev-12 fev-13 fev-14 fev-15 fev-16 fev-17 fev-18 Camil - Preço Bruto (R$/kg) Preço Arroz - Esalq Senar (RS/50kg) Brazil - Rice Price Camill - Gross Price 26,0 28,0 30,0 32,0 34,0 36,0 38,0 40,0 42,0 44,0 46,0 48,0 50,0 52,0 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 2012/13 2013/14 2014/15 2015/16 2016/17 2017/18 Average 10.000 10.500 11.000 11.500 12.000 12.500 13.000 13.500 14.000
00/01 01/02 02/03 03/04 04/05 05/06 06/07 07/08 08/09 09/10 10/11 11/12 12/13 13/14 14/15 15/16 16/17 17/18E
mn ton Production (mn ton) Consumption Brasil (mn ton)
Notes: Source: Conab, Esalq Senar and Company
Rice Market | Historical Crop Data
Rice is the main element in Brazilians’ diet, with resilient consumption and stable production levels
39
The rice industry in Brazil is characterized by a resilient demand based on cultural identity
Rice Brazil - Production and Area Rice Brazil - Production Area vs. Productivity Evolution Rice Brazil - Consumption vs. Production Evolution Rice Brazil - International Trade Evolution
1.000 2.000 3.000 4.000 5.000 6.000 7.000 1.800 2.800 3.800 4.800 5.800 6.800 7.800 76/77 81/82 86/87 91/92 99/97 01/02 06/07 11/12 16/17 Produtividade (kg/ha) Área (ha) Brazil - Planted Area Rice (ha) Brazil - Rice Productivity (kg/ha) 1.500 2.000 2.500 3.000 3.500 4.000 10.000 10.500 11.000 11.500 12.000 12.500 13.000 13.500 14.000 99/00 01/02 03/04 05/06 07/08 09/10 11/12 13/14 15/16 17/18E Production (mn ton) Planted Area (ha) 10.000 11.000 12.000 13.000 14.000 15.000 16.000 99/00 01/02 03/04 05/06 07/08 09/10 11/12 13/14 15/16 17/18E Consumption Brasil (mn ton) Supply Brasil (mn ton) 500 1.000 1.500 2.000 2.500 99/00 01/02 03/04 05/06 07/08 09/10 11/12 13/14 15/16 17/18E Import (mn ton) Export (mn ton)
Notes: Source: Conab, Esalq Senar and Company
0.9 0.9 1.0 1.1 0.9 1.1 11/12 12/13 13/14 14/15 15/16 16/17E
Notes: (1) CONAB; Agrolink; 15/16 crop registered significant drop in productivity due to rainfall scarcity during the period
40
0.00 100.00 200.00 300.00 400.00 500.00 Jul-07 Jul-09 Jul-11 Jul-13 Jul-15 Jul-17
2.9 2.8 3.5 3.2 2.5 3.3 11/12 12/13 13/14 14/15 15/16 16/17E
1
CAGR09/10-16/17E: 2.2%
National Production
Ton mm
Average Productivity
Ton/hectare
3 annual crops in Brazil and only 1 in other producing countries Price volatility due to beans perishability
Historical Price
R$/60 Kg sack
National Consumption
Ton mm
3.5 3.3 3.4 3.4 2.8 3.4 11/12 12/13 13/14 14/15 15/16 16/17E
Consumption Historically Stable Production Historically Stable
With stable production levels, the beans market in Brazil are characterized by a combination of: (i) resilient demand based on cultural identity and (ii) supply stability
Industry Overview | Beans
Beans are also one of the main elements in Brazilian’s diet
11.6 11.0 21.3 3.4 2.8 3.4 2014 2015 2016 Sales (R$ bn) Volume (ton mm)
Notes: (1) CONAB and Nielsen/ Considers average sales price in accordance to Nielsen data (2) Stores with over 4,000 sqm of sales area (3) Stores with 1,000 sqm to 4,000 sqm of sales area (4) Stores with less than 1,000 sqm of sales area (5) Beans Nielsen Scantrack Apr17 - Mar18
National Beans Sales
41
Industry Overview | Beans (cont’d)
Beans market with future growth perspectives Highlights
Large and resilient market
P
Fragmented market
P
Strong consolidation potential
P
CAGR14-16 (Sales): 35.3% CAGR14-16 (Volume): 0.0%
R$ bi; Ton mm
The beans market is still very fragmented, mainly due to the producers fragile distribution structure
1
Market Share (in volume)
Beans Industry Market Share5
18.3% 57.6% 24.1%
Retail Beans Distribution
% of volume
Hypermarkets2 Supermarkets3 Neighborhood4
8.0% 6.8% 5.3% 4.9% Player 1 Player 3 Player 4
2º
58 57 57 54 50 40 39 39 37 21
Cuba Australia Brazil Guatemala European Union South Africa Mexico Colombia Tailand Global Median
39.2 21.9 16.5 10.0 9.5 8.0 6.6 6.1 6.0 5.1
Brazil India European Union Tailand China United States Mexico Russia Pakistan Australia
Notes: (1) USDA; CONABT/ Average between 2013 and 2015 (2) Considers consumption of industrialized products
42
Industry Overview | Sugar
Brazil is the largest producer and exporter of sugar in the world, also being one of the largest consumers
CAGR05/06-17/18E: 3,2%
Per Capita Consumption1
kg/year
National Consumption2
Ton mm
Largest Producers in the World1
Ton mm
National Production
Ton mm
Largest producer in the world
1º
Brazil is one of the largest sugar consumers in the world
11,2 11,3 11,4 10,9 10,9 11,0 12/13 13/14 14/15 15/16 16/17E 17/18E
38,3 37,9 35,6 33,5 38,7 38,7 12/13 13/14 14/15 15/16 16/17E 17/18E
Production Historically Stable Consumption Historically Stable
Brazil has a leading position in sugar production and consumption, presenting: (i) resilient demand and (ii) supply stability
2.5 2.6 3.6 1.3 1.4 1.3 2014 2015 2016 Sales (R$ bn) Volume (ton mm)
Notes: (1) Nielsen; Sales and volume in accordance to Nielsen data (2) 2016 data (3) Nielsen | Retail Index – Apr17 – Mar18
Industry Overview | Sugar (cont’d)
The retail sugar market in Brazil is highly concentrated, with small players facing difficulties due to high indebtedness levels National Refined Sugar Sales1
43
Highlights
Large and resilient market
P
Highly concentrated market
P
Strengthening of Camil's positioning
P
Retail Sugar Distribution2
% do volume Market Share (em volume)
Refined Sugar Industry Market Share3,4
47.9% 21.9% 20.5% 9.7%
CAGR14-16 (vendas): 20.8% CAGR14-16 (volume): (0.8%)
R$ bi; Ton mm
In Brazil, the sugar market is still: (i) wide, (ii) resilient and (iii) highly concentrated
Supermarkets (+10 checkouts) Small retail (5-9 checkouts) Neighborhood (1-4 checkouts) Traditional retail (mom-and-pop)
35.2%
72% Absolute Leadership Total Company refined sugar brands have 35%¹ market share
1º
Notes: (1) IBGE; ABPA; ABIEC; FAO; Euromonitor/ In 2015 (2) 2013 data
44
Industry Overview | Fish
The fish industry in Brazil is consistently growing, driven by the trend of the diversification of protein sources and increase in the consumption of food with higher nutritional value
Total Brazil production: 483.2 thousand tons1
1.4% 1.8% 2.1% 4.0% Pork Beef Poultry Fish
1st - Rondônia 3rd - Mato Grosso
1.532 1.622 1.745 1.893 1.933 1.967 2011 2012 2013 2014 2015 2016
65.5 37.9 33.5 25.5 22.0 21.5 20.8 13.2 9.7 7.5 19.7
Hong Kong China France Italy Peru United States United Kingdom Chile Brazil Uruguay Global Median
2nd - Paraná Main producers
Per Capita Consumption2 National Production Per Capita Protein Consumption Growth
CAGR 09-13 (%) kg/year
National Sales
Ton ‘000
Wide space to increase penetration Strong growth in the last years
Fish protein in Brazil still has low penetration levels, but with high growth rates
0.7 0.8 0.8 25.7 28.0 27.7 2014 2015 2016 Sales (R$ bn) Volume (ton '000) 1.8 1.9 2.0 84.6 88.8 89.3 2014 2015 2016 Sales (R$ bn) Volume (ton '000) 45
Industry Overview | Fish (cont’d)
Concentrated market with strong growth potential
Notes: (1) Nielsen; Sales and volume in accordance to Nielsen data (2) 2016 data (3) Bimonthly Nielsen Retail Index
National Preserve Sardine and Tuna Sales1 Highlights
Market with high expansion potential
P
Highly concentrated market
P
Strengthening of Camil's positioning
P
% do volume Market Share (volume)
Preserved Fish Industry Market Share3
CAGR14-16 (Sales): 6.0% CAGR14-16 (Volume): 2.8%
R$ bi; Ton ‘000
Retail Preserved Fish Distribution2 In Brazil, the fish market has high potential for expansion and is highly concentrated
CAGR14-16 (Sales): 9.0% CAGR14-16 (Volume): 3.7%
Sardine Tuna
Supermarkets (+10 checkouts) Small retail (5-9 checkouts) Neighborhood (1-4 checkouts) Traditional retail (mom-and-pop)
31.7% 16.2% 30.4% 21.7% Sardine 59.1% 18.5% 17.1% 5.3% Tuna
Tuna Market Share (%) Sardine Market Share (%)
43.4% 43.5% 42.1% 22.6% 22.7% 22.9%
Camil record share was 25.9% in Nov 2017. Camil expects to reduce share gap to its main competition, reaching 34.7% until 2020, which represents an additional volume of 5 thousand tones per year Camil record share was 45,5% in May 2017. Camil expects to reach 46.5% market share until 2020, consolidating its leadership position with an additional volume of 10 thousand tones per year