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TRANSCRIPT
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APIMEC 20133
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Aviso legal
The forward-looking statements in this document related to the business prospects, projections of
operating and financial results and growth prospects of Unicasa are merely estimates and as such are
based exclusively on the expectations of the Company’s Management for the future of the business, and
therefore are subject to known and unknown risks and uncertainties that could result in them not
materializing or differing materially from expectations.
Disclaimer
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
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• Significance
One of the largest customized furniture makers in Brazil
• Tradition
28 years in the customized furniture market
• Innovation
Heavy investments in product research and development, following the global design and product quality trends
A UNICASA Who we are?
História
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A UNICASA History
Foundation of Dell Anno
New management takes over.
Start of sales in ‘Exclusive Authorized Retailers’
Launch of campaigns featuring celebrities – Maria Fernanda Cândido, Glória Pires, Stênio Garcia, Flávia Alessandra, Débora Secco, Camila Pitanga etc.
Creation of the ‘Favorita’ brand
Creation of the ‘Telasul Madeira’ line of products to serve large retailers.
Creation of the Corporate University and the Trainee Program for the commercial area.
Creation of the “NEW” brand (C income class)
Repositioning of the Favorita brand
Start of Dell Anno repositioning
Creation of the ‘Unicasa
Corporate’ Division
Initial Public Offering
Own Stores
Creation of the brand ‘Casa Brasileira’, inspired by Brazilian cultural traits, including furniture options for the whole house at affordable prices
Foundation
Income Classes
Dis
trib
uti
on
C
han
ne
l POS
% of Gross Revenue 9M132
Average ticket
1985
A e B
~15 mm households1
Exclusive and Own (Dell Anno)
50,0% (R$ 121 M)
2003
C
~20 mm households1
2007
D
~10 mm households1
10,6% (R$10M)
2010
Hotels / Inns and Commercial / Residential
Real State
Direct sales
1,2% (R$3M)
439
Multi-brands
2.202
Nossas Marcas
Strong of portfolio brands, targeted at specific markets, allows Unicasa to capture growth from different income classes.
2009 2013
Exclusive, Franchise and Multi-brands
467 on Exclusive and Franchised 618 no Canal Multimarca
29,2% (R$ 69 M) on exclusive/franchised
11,9% (R$ 28 M) on multi-brand
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Our brands
Note: (1) According to IBGE – Monthly Household Income: Class A: above R$ 6,745.00, Class B: between R$5,174.00 and R$6,745.00, Class C: between R$1,200.00
and R$5,174.00, Class D: between R$725.00 and R$1,200.00
(2) Does not include export sales and other revenues
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Broad Distribution Network – Exclusive and Own stores
Base: 30/09/2013
North
Northeast
Southeast
Midwest
South
47 Dealers
1 Own store
123 Dealers
38 Dealers
539 Dealers
4 Own stores
159 Dealers
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Latest investment - Flexible Production
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Latest investment – Lacca painting line
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
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2012 2013 – What happened?
Main causes
A. Reduction of revenue base
Main effects
B. Expenses with serving end consumer
C. Allowance for doubtful accounts
2. Own Stores D. Expenses > revenue in first year
3. Company professionalization process E. Increased personnel expenses
1. Closure of important stores
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Reconciliation EBITDA 2011 X 2013 (9M)
A B C D E
1T11 2T11 3T11 4T11 1T12 2T12 3T12 4T12 1T13 2T13 3T13 4T13* 1T14* 2T14* 3T14* 4T14*
Net Revenue
* The periods related to the 4Q13, and 2014 refer to projections of results.
Receita
Closure of important stores
A – Revenue reduction
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We assumed control of our main stores
Note: Chart merely illustrative, scales may not correspond to reality.
B – Expenses with serving end customer
Closure of important stores
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* The periods related to the 4Q13, and 2014 refer to projections of results.
1T11 2T11 3T11 4T11 1T12 2T12 3T12 4T12 1T13 2T13 3T13 4T13* 1T14* 2T14* 3T14* 4T14*
Expenses
Note: Chart merely illustrative, scales may not correspond to reality.
1T12 2T12 3T12 4T12 1T13 2T13 3T13 4T13* 1T14* 2T14* 3T14* 4T14* 1T15* 2T15* 3T15* 4T15*
Net Revenue Fixed and Variable Expenses Net Income Signed contracts Non-recurring Expenses
Lar Center and Morumbi stores
República do Líbano store
Manaus and D&D stores
VG&A – Lojas próprias
We assumed control of our main stores
Reopening Sumaré
D – Own stores: overview
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* The periods related to the 4Q13, and 2014 refer to projections of results.
Note: Chart merely illustrative, scales may not correspond to reality.
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
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1. Focco Stores
2. Manager One
3. Excellence Program
4. Own stores
5. Strengthening of storeowner base
6. Casa Brasileira
Main strategic actions in 2012/2013
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1 – Focco Stores
Contracts signed 350
Storeowners trained 317
Converted stores 277
Ref date: Sep. 30, 2013
Adhesion to Focco Stores
Note: Charts merely illustrative, scales may not correspond to reality.
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Functionality added to Promob, which will benefit both Unicasa and storeowners.
2 – Manager One
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Evaluation of over 60 items, divided into five categories: External look Internal environment Team Business management Marketing and relationship
3 – Excellence Program
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Principais estratégias: Lojas Próprias (Viver o varejo) 4 – Own stores
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4 – Own stores: Strategic objectives
4. Recovery in São Paulo market
Confidence crisis in segment Assure service quality Recuperate Dell Anno’s image
3. Source of best practices and indicators
Elevate the performance of the reseller network by disseminating best practices validated by indicators of own stores
2. Testing Platform
Products, promotions, training, store layouts, assembly, recruiting, positioning, software, etc....
1. Live Retailing
Acquire experience in retail operations
Identify difficulties and opportunities
Pursue service excellence
Direct contact with final consumer
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5 – Strengthening of storeowner base
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6 – Casa Brasileira
• Business Model
• Franchise fee; • Construction works: average R$500,00/m² (based Porto Alegre) • Showroom: R$650,00/m²* • Launch of marketing • Media fund and royalties • Working capital
*Does not include consumer appliances and stone tops (granite/marble)
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
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Frank Zietolie
Chief Executive Officer
Paulo Junqueira
Chief Financial and Investor Relations Officer
Thiago Baisch
Chief Commercial Officer
Investor Relations
Guilherme Possebon de Oliveira
Investor Relations Analyst
Phone: +55 (54) 3455-4425
E-mail: [email protected]
Website: http://unicasamoveis.com.br/ri
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UNICASA INDÚSTRIA DE MÓVEIS S.A.
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