february-march, 2011 - fleury medicina e saúderi.fleury.com.br/fleury/web/arquivos/fleury group...
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•TODOS OS DIREITOS RESERVADOS – 2010
February-March, 2011
FLRY3
IBGC’s 2010 Corporate Governance
award in the category for
listed companies
IBGC - Brazilian Institute of Corporate Governance
“The most valuable brand in the Brazilian healthcare industryThe 6th most valuable brand among the service companies
The 25th most valuable Brazilian brand”
Millward Brown / BrandAnalytics
Company Highlights
A leading provider of diagnostic services and solutions
Double-digit growth with superior returns
– Revenues 7.8% 4Q10 YoY (11.8% organic growth YoY)
– Revenues CAGR ‘04-10: 16.9%
– EBITDA CAGR ‘06-10: 20.6% | 2010 margin: 23.1%
– ROIC¹LTM 4Q10: 20.0%, one of the highest in the industry globally
Strong acquisition track-record (’02-11: 25 acquisitions)
(1) Calculated by dividing (a) earning before interest and taxes minus taxes, by (b) average equity plus average net debt, including obligations related to acquisitions
2
Return on capital ¹Consolidated gross revenues
(R$ Million)
Network of 141 Patient Service Centers under 17 brands
Provider of integrated healthcare solutions
3
Complete portfolio of diagnostics tests
– Clinical Analysis (Routine, Pathology & Esoteric tests)
– Diagnostic Center (Imaging, > 40 diagnostic specialties)
In charge of Diagnostic Centers in 9 top tier hospitals
Nationwide, provider of diagnostic solutions to over 3,000 laboratories
Market leader (individualized programs for executives)
Wellness programs for companies
PATIENT SERVICE CENTERS
OPERATIONS IN HOSPITALS
LAB-TO-LAB
HEALTH ASSESSMENT
HEALTH PROMOTION
CHRONIC DISEASE MANAGEMENT
Pioneer in the Brazilian market Partnership with Healthways
Bahia
Pernambuco
11 units
14 units
1 unit
1 unit
10 units
9 units
21 units
3 units
5 units
10 units
2 units
8 units
2 units
18 units
13 units13 units
Rio Grande do Sul
Paraná
14 units
São Paulo
Rio de Janeiro
DF
Strategic portfolio of brands for different plan segments
4
Presence in the major
economic centers, which
concentrate 46% of health
plan members1
25 Acquisitions since 2002
Portfolio of brands for different
plan segments
1- Source: ANS1 unit
25 acquisitions since 2002
Timeline of Acquisitions
5
2002 2004 2005 2007 2008
Paraná
Rio de JaneiroSão Paulo Bahia
São Paulo ParanáPernambucoBahiaRio de Janeiro
São Paulo
2009
Rio de Janeiro
Rio Grande do Sul
2010
São Paulo
Rio de Janeiro
MoU
2011
Bahia
Healthcare Sector in Brazil
6
13.9
19.3
28.3
40.5
52.1
64.1
0,0 0,0 0,0 0,1 0,1
2000
2010
2020
2030
2040
2050
Growth Potential for the Private Market
Increasing number of members and expenditure(Millions of lives)
Source: estimates based upon IBGE, ANS and Morgan Stanley Research data
# of Health plan members Private health care
assistance expenditure
(R$ Billions)
2008; Source: IBGE, ANS ; U.S. Census Bureau; Instituto Nacional de Salud Publica
Private health plan penetration
% Health plan penetration
(% of population covered by private health plan)
7
Formal employment increase
(Cumulative net job creation and cumulative
net plan addition, Millions since 2005)
Source: CAGED/ANS* 2010: plan addition (ANS) Set10 | net job creation (CAGED): Dez10
Growing elder population
Source: IBGE
(Millions of lives above 60 years old and % of total population)
8%
10%
14%
19%
24%
30%
18% 23% 27%
cagr15%
Selection of medical service provider: patient’s choice, influenced by the physician
1.Physician raises a hypothesis, requests a series of tests and suggests where patient should be investigated
2. Patient goes to his trusted medical service provider
3. Medical service (e.g., diagnostic test) is provided
4. Patient receives reports and delivers to physician
8
Competitive Positioning
9
Competitive Advantages for all Stakeholders
•Health Plan ProvidersOffers several coverage options
72% of Fleury revenues
Offers preventive medicine solutions to improve employee wellness
• EmployersChooses health plan and services provider:
for him Fleury is a must-have
•PhysiciansRecommend health
service provider
Best and most trusted center for diagnostic medicine for 85% of physicians
•PatientsChooses service provider based on
health plan coverage, personal preference and physician’s
indication
Client satisfaction index above 90%
Our brands portfolio covers the entire health plan coverage segmentation
• (1) In 2009
10
20102008
•Source: 2008 – IBOPE; 2010 – Ipsos
Fleury competitor A competitor B
Recent recognition
11
IBGC’s 2010 Corporate Governance award in the category for listed
companies in its first year as a public company.
Some of the highlights noted:
Fleury had already won this award in 2007 as an unlisted company.
IBGC - Brazilian Institute of Corporate Governance
IBGC has been the central forum for the introduction and dissemination of the corporate governance concept in Brazil and it stands today
as the main reference and only organization in Brazil that focuses on the development of best practices in corporate governance.
Rules / rigid restrictions to transactions with related parties
Model minimizes corporate succession problems in the company (no heirs)
Good evaluation system for executives and employees at all levels
Well structured variable remuneration and stock option plan
Board of Directors is very focused on strategy and less on operational issues
Recent recognition
One of the most valuable companies
Top 2 in the sector – 1st among providers – according to the
“Valor 1000”, from Valor Econômico magazine.
1st in Value Generation and margin from operations
One of the most valuable brands
Fleury was rated as one of the most valuable brands in Brazil
by BrandAnalytics and Millward Brown*.
The 6th most valuable brand among the service companies
The most valuable Brazilian brand in the healthcare industry
* Millward Brown is a leading global research agency specializing in advertising, marketing communications, media and brand equity research, BrandAnalytics is one of the most important brazilian brand consulting. 12
August, 2010
Top 2 in the sector – 1st among providers – according to the “500
best Brazilian companies”, from Istoé Dinheiro magazine.
1st in Financial Sustainability and Corporate Governance
August, 2010
Company of the year in Human Resources Management
Brazilian award, in September 2010, from Gestão & RH
(“Management & Human Resouces”) magazine.
17%
40%
26%
13%
4%
less than 1 year 1 - 3 years
4 - 10 years 11 - 20 years
above 20 years
77%
11%
12%
Business Units Administrative areas Physicians
Human Capital Profile
13
•Years working at Fleury Group
4,600 employees and 632 physicians¹Professionals by Area¹
•Age
2.5%
3.0%
0.1%
8.3%71.8%
1.9%
12.4%
18%
26%
38%
14%
4%
up to 25 years 26 - 30
31 - 40 41 - 50
above 50 years¹ Dec 2010
Qualification and Talent Retention
• (1) source: American Society of Training and Development, 2008
14
34.4 hoursGlobal average¹
Physicians - Master degree/PhD 37% - Post Doc 5%
Hours of training per employeeInvestments in education (R$ million)
Qualification
Turn Over (12-month average)
From Knowledge to Competitive Advantage
•Knowledge •Innovation
Knowledge generation
632 physicians¹
172 peer-reviewed published articles
313 abstracts in scientific meetings
95 book chapters
Integrated solutions
Artificial intelligence tools to analyze test results
Medical Consultancy Services 24/7
Physicians analyze complex cases and suggest subsequent investigation
# of consultancies registered in electronic medical records
New products
Revenues in BRL millions ²
# of new products¹ 2010
39 medical specialties branches, 53 types of integrated reports
15
² Last 24 months revenue from products launched in the 24 month period
From Knowledge to Competitive Advantage
2009
2006
2008
2005
2007
2002 2003 2004
Test results with historical data
Introduction of health promotion programs
Introduction of disease management program
Knowledge management
Health assessment diversification
Image results on the internet
Itaim Patient Service Center
(1) Until October 2009
Tempo de Protrombina
0,00
8,00
16,00
24,00
32,00
40,00
16/11/2009 25/10/2009 5/10/2009 19/9/2009 7/9/2009 29/8/2009
Data
Va
lor
(se
gu
nd
os
)
Resultado Referência Máxima Referência Mínima
An incubator for Client Experience Innovations
Use of art & culture in Service Innovation
Introduction of integrated reports
2010
Integrated Medical Centers
16
25 16
Experienced management team and high corporate governance standards
High corporate governance standards before going public
Board of Directors since 1998
– Independent members since creation
– 3 out of 9 members are independent
– Audit Committee and Compensation and
Succession Committee
External auditing since 1992
Annual Report published since 2005
Awards
– IBGC’s 2010 Corporate Governance award in the
category for listed companies
– 2008 and 2009 Executive of Value – Healthcare
Industry
– IBGC’s 2007 Corporate Governance award in the
category for unlisted companies
Key Executives
Years of experience
Healthcare industry Fleury
Mauro Figueiredo24 14
Fábio Marchiori
Wilson Pedreira
Omar Hauache
Rendrik Franco
Maria Lucia Ferraz
Paulo Pedote
Chief Executive Officer
Executive Director,
Chief Financial Officer & Investor Relations
Executive Director,
Patient Service Centers
Executive Director,
Acquisitions, B2B and Preventive Medicine
Executive Director,
Strategy and Marketing
Executive Director,
People & Organizational Development
Executive Director,
Supply Chain, Information Technology & Facilities
1 1
20 10
29 24
4 4
17 9
17
Rogério RabeloExecutive Director,
Operations
20 11
Increasing services offering to existing
clients
New offerings with focus on
– Imaging tests – High growth specialty
diagnostics tests
Increase number
of hospitals
and lab clients
Expansion/Relocation of service units
Expansion of hospital and lab-to-lab
operations
Search for new
opportunities/businesses
To expand chronic disease
management business line
Growth in Preventive and Therapeutic
Medicine
Selective acquisitions
Pursue add-on
acquisitions on
– Current markets– Imaging diagnostics
business– New markets
Goals
– Increasing size and number – Improving qualification – Increasing attraction of
potential clients for units in each brand
Multiple opportunities for growth
18
Operational and Financial Performance
19
Double-digit growth
Source: Company data 20
Consolidated gross revenues
(R$ Million)
Operational highlights
Average revenue per square meter
and total square meters
Average Gross Revenue per
Patient Service Center
(R$ Million)
21
Number of PSCs
Revenues breakdown
Gross revenues breakdown by business line Gross revenues breakdown by source
4Q10 (%) 4Q10 (%)
22Source: Company data
(R$ Million)
EBITDA and EBITDA margin
Net income and net margin
High Margins
23
(R$ Million)
Industry Leadership in Profitability
1) Fleury Company dataDASA Company dataOther peers by Bloomberg
24
(%)
2009A EBITDA margin1 2009A Return on Capital2
(%)
2) Fleury Company dataPeers by Bloomberg
Capital Market
2525
+40.6%
-2.5%
Shares and Market Cap - 12/31/2010
Shares Outstanding 131,298,550
Free Float 37.2%
Market Cap R$ 3.5 billion
Close (02/25/2010) R$ 22.50
Stock performance
4Q10 +26.9%
FY10 +44.9%
Since IPO +40.6%
Average Daily Trading Volume
4Q10 R$ 3.9 mm
FY10 R$ 3.3 mm
Free Float breakdownSource: Fleury data, Dec 2010
Fábio MarchioriCFO and Head of Investor Relations
João PatahInvestor Relations Manager
Phone: +55 11 5014-7413
E-mail: [email protected]
26
Back-up
27
Shareholder structure
28
62.8%
IntegritasParticipações
Core Participações
77.7%
131.3 million voting shares post Greenshoe
22.3%
Bradseg
Othershareholders
31.8%5.4%
Partners of CoreParticipações
Free Float
37.2%
Cash Flow and Debt
Cash Flow FY10 R$ MM
Net Income 131
Op. Cash Flow 113
Net Cash Flow 16
Debt Position Total (R$ MM) Next 12m
Loans 90 35
Acquisitions 30 7
Taxes 78 14
TOTAL DEBT 198 56
Cash and Equivalents 543
29
Strategic portfolio of brands targetingdifferent income classes in major markets
Management: Fleury Group
Call Center
Basic patient service centers
Clinical analysis: trustworthy results
Basic diagnostic center
On demand medical consultancy
Patient service centers with intermediate
value-added
Clinical analysis: trustworthy results
Intermediate diagnostic center
Proactive medical consultancy in more
than 40 different medical specialties
Personalized care and Innovation
Clinical analysis: interpretative results
and integrated solutions
Complete diagnostic center
Brand strategy, positioning in different market segments and competitive attributes
Bahia
Rio Grande do Sul
São Paulo
Rio de Janeiro
Pernambuco
DF
Paraná
30