fertilizantes heringer s.a. heringer day · 4 heringer day presenters presenters background jaime...

39
Fertilizantes Heringer S.A. HERINGER DAY June 1st, 2007

Upload: others

Post on 24-Mar-2020

3 views

Category:

Documents


0 download

TRANSCRIPT

Page 1: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

Fertilizantes Heringer S.A.HERINGER DAYJune 1st, 2007

Page 2: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

2

HERINGER DAY – June 1st, 2007

AGENDA14h00 Opening– Dalton Carlos Heringer (CEO)

Accomplishments, Perspectives and Priorities for 2007Dalton Carlos Heringer and Jaime Rebelo (CFO e DRI)

15h30 Q & A

16h00 Coffee Break

16h30 Brazilian Agribusiness Scenarios for 2007 and 2008André Pessôa ( Agroconsult Company - Partner)

17h30 Q & A

18h00 ClosingDalton Carlos Heringer

Page 3: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

3

Legal Notice

This presentation may include forward-looking statements about future events or results in accordance with Brazilian and international regulations governing stock markets. Such statements are based on assumptions and analyses made by the Company based on its experience and the economic climate and on market conditions and expected future events, many of which are beyond the Company’s control. Important factors which can lead to significant differences between real results and these forward-looking statements include the Company's business strategy, national and international economic conditions, technology, financial strategies, developments in the fertilizer industry, financial market conditions, uncertainty regarding the results of the Company’s future operations, plans, objectives, expectations, intentions, and other factors. Because of these factors, the real results of the Company may differ substantially from those expressed or implied in forward-looking statements.

Page 4: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

4

Heringer Day Presenters

PresentersPresenters BackgroundBackground

Jaime Rebelo joined Heringer in September 2006

Previously he worked at TIM Mobile Operator as Financial & AdmShared Service Director for about 3 years and at Motorola for ten years, in several positions including the Company´s CFO and at Dupont for more than eleven years

Dalton Carlos Heringer CEO and Board Member

Dalton Heringer joined Heringer in 1986 and has been the Company’s CEO since 2004

He is also a director of Associação dos Misturadores de Adubo do Brasil (AMA) and of Sindicato da Indústria de Adubos e CorretivosAgrícolas do Estado de São Paulo (SIACESP)

Jaime RebeloCFO and Investor Relations

Agroconsult Company - Parnter and Agribusiness Analyst

BM&F Corn and Soybean Board Member

Economy Advisor for the Brazilian Rural Marketing Association

André Pessôa

Agroconsult Co. Partner

Page 5: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

5

Company Ownership Structure after IPO(Apr 12, 2007)

PrePre--OfferingOffering PostPost--OfferingOffering11

Dalton Carlos

Heringer4.2%

Juliana Rezende

4.0%

AlmirMiranda

2.9% Dalton Dias Heringer68.2%

BSSF1

20.6%

Dalton Heringer, 51.4%

Dalton Carlos Heringer,

3.2%

Juliana Rezende,

3.0%

42.3%

Total shares: 36.6 millionTotal shares: 36.6 million Total shares: 48.6 millionTotal shares: 48.6 million

Note 1 BSSF is wholly owned by AIG Capital Partners

Note 1 Including greenshoe exercise

Page 6: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

6

Leading Fertilizer Blender and Distributor Company in Brazil

The third largest player in Brazil, with 11.9% market share in 2006, R$1.426 mm in net revenues and R$58.6 million in EBITDA

Unique Business ModelUnique Business Model Nationwide Reach through Superior FacilitiesNationwide Reach through Superior Facilities’’ LocationLocation

Rosário do Catete

CamaçariRondonópolis

Catalão

Manhuaçu

Três Corações

UberabaViana

Paranaguá

PaulíniaBebedouro

OurinhosRio Brilhante

Bom Jesus de Goiás

Founded in 1968, Heringer blends,

distributes and sells NPK formulas,

mixed nutrients and processed

fertilizer products

– 13 strategically located mixing

facilities

Proven track record

Differentiated network and footprint

Diversified client base

Legend

Owned Mixing Facilities Leased Mixing Facilities Tolling Mixing Facility

Coverage area HeadquarterNew mixing facilities under construction

Page 7: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

7

NPK Production Chain at a Glance

The Brazilian fertilizer industry operates in three major sub-segments– ore mining and natural gas extraction– production of basic and intermediate fertilizers – production and distribution of NPK mixtures

Fertilizers Production Chain Fertilizers Production Chain –– Major PlayersMajor Players

NPKNPKMixtures Mixtures

ProducersProducers

MiningMining& Basic/Intermediate Fertilizer & Basic/Intermediate Fertilizer

ProducersProducers

Petrobrás

CVRD

Ultrafértil1

Fosfértil1

Copebras

Bunge

Heringer2

Bunge

Mosaic

Fosfértil1

Galvani

Yara

Copebras

Cibrafértil

Heringer

Bunge

Mosaic

Fertipar

Yara

Other

SSPSSP

Note:1 Both Fosfértil and Ultrafértil are jointly controlled by Bunge and Mosaic2 After completing its backward integration plan (expected by 2nd half of 2008)

Page 8: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

8

Unique Way to Play the Agribusiness Growth in Brazil

Significant growth Significant growth opportunitiesopportunities

Balanced sales mix Balanced sales mix considering both considering both client and crop client and crop segmentationsegmentation

Extensive logisticsExtensive logisticsand nationwide and nationwide

coveragecoverage

Secure supply of raw Secure supply of raw materialsmaterials

Established retail Established retail player focused on player focused on specialty productsspecialty products

Leading market Leading market position and well position and well

known brandknown brand

Page 9: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

Market where Heringer is inserted….

Page 10: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

10

Important Producer and Exporter

Brazil ranks among the top producers/exporters of agricultural products …

BrazilBrazil as % as % ofof WorldwideWorldwide ProductionProduction(2006)(2006)

BrazilBrazil as % as % ofof WorldwideWorldwide ExportExport Sales Sales (2006)(2006)

1st

1st

2nd

2nd1st

3rd

4th

5th

1st

2st

1st1nd

1st 1st

5th5th

1st

60%

32%30%

25%

19%16% 15%

6%4%

Orangejuice

Coffee HardwoodPulp

Soybean Sugar Poultry Beef Cotton Corn

82%

40% 39%35%

28% 28%

4% 3%

OrangeJuice

Soybean Poultry Sugar Coffee Beef Cotton Corn

Source: USDA/AGE/MAPA… and has one of the lowest cost of production worldwide

Page 11: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

11

Significant Untapped Farmland

Brazil has over 394 million hectares of potential farmland compared to an estimated 269 million hectares of total used farmland in the US

Total Potential Farmland Total Potential Farmland (mm hectares)(mm hectares)

394

269

220

Source: Revista Exame – August 2005

17%

83% 30%176

40% 13834%

30%7670% 71

60%

70%

30%66% 41%70%

59%

Currently Used Farmland Unused Farmland

Page 12: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

12

Brazil: The Frontier of World’s Agriculture Frontiers

Brazil is the fourth largest fertilizer market, growing above global average

Largest Fertilizer MarketsLargest Fertilizer Markets Current Fertilizer Application Rate (kg/ha)Current Fertilizer Application Rate (kg/ha)

9%

3%

-3%

1%

4%

0.0

5.0

10.0

15.0

20.0

25.0

30.0

35.0

40.0

45.0

50.0

China US India Brazil France

(mm

tons

)

-10%

-8%

-6%

-4%

-2%

0%

2%

4%

6%

8%

10%

CA

GR

(199

0 - 2

004

1990 2004 CAGR%

164

214249

Source: IFA, as of 2005Source: IFA/ANDA

Production growing faster than planted area due to technologicalimprovements and increase in fertilizer application rate

Page 13: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

13

Impressive Growth Profile …

CAGR: 18%

Organic growth at approximately 3.0x the industry’s CAGR from 1995 to 2006

2005

0.40.7 0.8 1.0 1.1

1.5 1.51.7

2.1 2.2 2.0

-

0.5

1.0

1.5

2.0

2.5

3.0

1995 1996 1997 1998 1999 2000 2001 2002 2003 2004

(mm

tons

)

2.5

2006

3.7%3.7% Heringer’s market share 11.9%11.9%

CAGR: 6%

Heringer Brazilian NPK Market

10.8 12.2 13.8 14.6 13.616.3 17.0

19.122.8 22.8 20.2

-

5

10

15

20

25

1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005

(mm

tons

)

20.9

2006

Source: ANDA and Company’s estimates

48.0%48.0% Top six players’ market share 76.0%76.0%

Page 14: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

14

… in a Competitive LandscapeHeringer’s differentiated sales network and focus in the retail segment were the key factors which enabled the Company to increase its market share from approximately 4% in 1995 to 12% in 2006

Main Players in the Brazilian NPK MarketMain Players in the Brazilian NPK Market

1995 2006

Bunge27%

Yara14%

Heringer12%

FertiparGroup12%

Mosaic11%

ADM4%

Others20%Others

30%

Fertiza

4% Solorrico7%

Fertibras3%

Trevo

14%

Takenaka4%

IAP7%

Manah

10%

Serrana11%

Heringer4%

Copas6%

Bunge32%

Yara17%

Mosaic11%

Source: Company’s estimates

Page 15: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

15

Balanced Sales Mix

Heringer’s crop diversity minimizes the volatility associated with local weather and specific crop conditions, such as price cyclicality and diseases

Sales Mix by Crop Sales Mix by Crop -- 20062006

Soybean31%

Coffee8%

Citrus2%

Others27%

Forest2%

Sugar cane12%

Corn18%

Coffee22%

Corn14%

Others14%

Forest7%

Citrus4%

Sugar cane21%

Soybean18%34%

Page 16: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

16

Also focused on Direct Sales to Farmers

Heringer’s broad distribution network allows the Company to access all size farmers all over Brazil … focusing on Retail

Distribution NetworkDistribution Network Sales by Segment Sales by Segment -- 20062006

Farmers

… a key driver for its superior profitability

800

1,500

Beginning2005

End2006

87.5%

Companies19%

Reforest6%

56%

Sugar5%

Wholesale7%

Coops6%

Page 17: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

17

Increase Footprint in Specialty Products Heringer invests in technology, presenting the market with several successful initiatives over the years in order to meet client’s demand …

Micro TotalMicro TotalNew LaunchingsNew Launchings

AchievementsAchievements

innovative production process: micronutrients are applied to all fertilizer grains, substantially increasing effectiveness micronutrients

Heringer launches four products in 2006

++

Product Mix (% of Gross Sales)Product Mix (% of Gross Sales)

10% 18%

82%90%

2005 2006Commodity Specialty

Gross Margin %

6.6%

11.7%8.8%

16.4%

Gross Margin %(1)

… developing products differentiated from commoditized ones and

capturing higher margins(1) Margins on “non-comercial” Sales Excluded

Page 18: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

18

Leading Market Position and Well-Known Brand

Heringer markets its products under a single brand name (Fertilizantes Heringer) which is one of the most recognized brand names in the industry

Southeast32%

South28%

Midwest27%

Northeast11%

North2%

Fertilizer Consumption by Region Fertilizer Consumption by Region -- 20062006HeringerHeringer’’s Market Share s Market Share -- 20062006

Northeast10.3%

Southeast23.5%

North5.4%

Midwest8.5%

South2.6%

Heringer sells its products in 23 states, which accounted for approximately 89% of Brazil’s overall fertilizer consumption in 2006

Page 19: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

19

Case Studies: Entering & Expanding in New RegionsHeringer has had a successful track record in expanding the States of Bahia and Minas Gerais

Expanding BahiaExpanding Bahia Expanding Minas Expanding Minas GeraisGerais

1.0%

3.6%

7.4%

10.1%10.6%

10.1%

13.8%

2000 2001 2002 2003 2004 2005 2006

Deliveries from Vianaplant (ES)

Start up of Camaçariplant (BA)

Additional deliveries from Rosario do Catete (SE)

Deliveries from Manhaçuunit

5.6%

8.2%

10.0%

20.

15.6%

18.4%18.1%17.4%

16.2%

1996 1997 1998 1999 2000 2001 2002 2003 200

Deliveries from Manhuaçuplant

Opening of the TrêsCoraçõesplant

Opening of the Uberaba plant

Heringer’s Market share

CAGR: 55% CAGR: 16%

4%

21.9%

24.8%

4 2005 2006

Page 20: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

Heringer’s Operations

Page 21: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

21

Extensive Logistics for Supply and Nationwide Coverage

PortsPorts

Heringer’s distribution facilities are strategically located close to target markets …

… also enabling the Company to save on transportation costs, sales taxes and to reduce transportation risks

The Company benefits from an extensive supply logistics in its production units importing raw materials through five ports in the Brazilian coast

Most production units are served by railroads and/or roads, making possible to supply through intermodaltransportation

13 facilities are strategically located close to main fertilizer consumer centers, reducing delivery timing and logistics costs

Ports used by Heringer

Heringer current units

Heringer units starting in 2007

Units with railway direct link

Units with partial railway access

Legend

Page 22: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

22

Secure Supply of Raw Materials

Heringer is seen as an important client for domestic and international suppliers and is the third largest purchaser of fertilizers in Brazil

Main Sources of Imported Raw MaterialsMain Sources of Imported Raw Materials

UreaUrea Venezuela, Russia and Argentina

Potassium Potassium chloridechloride Canada, Israel, Germany and Russia

MAPMAP Morocco, US and Russia

Ammonium Ammonium sulfatesulfate Germany, Russia and US

TSPTSP Morocco, Egypt, Bulgaria and Tunisia

Ammonium Ammonium nitratenitrate Russia and Bulgaria

Heringer Raw Materials PurchasesHeringer Raw Materials Purchases

('000 tons) Total Imported

Potassium chloride 700 72%

SSP 395 0%

Urea 338 51%

Ammonium sulfate 332 87%

MAP 215 27%

Reactive phosphate 96 100%

TSP 135 42%

Ammonium nitrate 181 74%

Others 50 11%

Average 54%

Brazilian Average 58%

SSPSSP US, Israel, Egypt and Bulgaria

The Company has developed long-standing relationships with major suppliers resulting in excellent purchase terms, and reliability of supply

Page 23: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

23

Growth: Improving Footprint

Midwest RegionMidwest RegionTotal Total CapexCapex: R$48 mm: R$48 mm

BeforeBefore AfterAfter

Facilities

Market Share

Capacity1

2

206

6

1,083

8.5% na

Northeast RegionNortheast RegionTotal Total CapexCapex: R$23 mm: R$23 mm

BeforeBefore AfterAfter

Facilities

Market Share

Capacity1

2

10.3%

544

5

na

1,034

From 2007 to 2010, Heringer expects to invest approximately R$ 170 million to expand capacity from 2,977 tons1 to 6,780 tons1

11%

% of Total Mkt % of Total Mkt

27%

Southeast RegionSoutheast RegionTotal Total CapexCapex: R$64 mm: R$64 mm

BeforeBefore AfterAfter

Facilities

Market Share

Capacity1

6

23.5%

1,841

10

na

3,301

South RegionSouth RegionTotal Total CapexCapex: R$37 mm: R$37 mm

BeforeBefore AfterAfter

Facilities

Market Share

Capacity1

1

2.6%

386

4

na

1,362

% of Total Mkt % of Total Mkt

Note:1 Production capacity adjusted by seasonality in ‘000 tons

32%28%

Page 24: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

24

Growth: Backward Integration Plan

The SSP plant will enable Heringer to become part of the group of integrated players in Brazil…

The ProjectThe Project BenefitsBenefits

Construction of an SSP (Single Super Phosphate) plant at Heringer’s Paranaguá site with a total production capacity of:

– Sulfuric acid: 132,000 tons/year

– SSP powder: 176,000 tons/year

• SSP granules: 143,000 tons/year

Expected investment of approximately R$ 60 million over the next 2 years

Part of the equipment needed already acquired and all necessary licenses and permits are in place

Operations to begin in the second half of 2008

… joining its main competitors and partially eliminating its dependence on SSP suppliers

Significant gain in synergies by producing intermediate fertilizers and NPK mixtures at the same operational unit

Decrease dependence on others suppliers to obtain raw materials that should result in margin improvements

Improve distribution logistics in the Midwest region

Higher EBITDA margins

Page 25: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

Financial Overview

Page 26: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

26

What Happened in 2005….All these factors COMBINED at same timeit made 2005 a no good year for the Fertilizer Industry

Exchange Rate (R$ / US$)Exchange Rate (R$ / US$)Results were impacted by a significant erosion of the grain growers’ economics due to:– Magnitude of the Real appreciation

– decline in grain prices

– severe drought in the South of Brazil

– reduction in the total grain production volume of 4.4% (from 119.1million tons in 04/03 harvest to 113.9 million tons in 04/05 harvest)

2.14

2.34

2.89

2.00

2.50

3.00

3.50

Jan-

04

May

-04

Oct

-04

Feb-

05

Jul-0

5

Dec

-05

Apr

-06

Sep

-06

Dec

-06

Source: Economática

Soybean Prices (R$ / 60 kg bag)Soybean Prices (R$ / 60 kg bag) Fertilizer Inventory End Balance (mm tons)Fertilizer Inventory End Balance (mm tons)

30.91

46.53 -20%

-5%+45%

2.5

3.6

2.9 2.8

2003 2004 2005 2006

∆ (33)%

Jan-04 May-04 Oct-04 Mar-05 Aug-05 Dec-05

Soybean Source: CEPEA Source: SIACESP

Page 27: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

27

… and Favorable Scenario for the Upcoming Years

Global Outlook

Positive outlook for commodity prices

Bio energy becoming the base for global energy

Increasing alternative energy needs

Population growth with limited arable land – Food Security

Brazilian Outlook

Technology improvement

Expected increase in grower’s income level – Strong Grain Prices

Global Grain Inventories and ConsumptionGlobal Grain Inventories and Consumption

Grain Prices and Demand Adjusted InventoriesGrain Prices and Demand Adjusted Inventories

Source: USDA and Street Research

Source: USDA and Street Research

Positive Momentum Positive Momentum

0

100

200

300

400

500

600

70019

80

1982

1984

1986

1988

1990

1992

1994

1996

1998

2000

2002

2004

2006

Gra

in in

vent

orie

s (m

illio

n to

ns)

0

20

40

60

80

100

120

140

Day

s

Grain inventories Inventories / demand

0

50

100

150

200

1980

1982

1984

1986

1988

1990

1992

1994

1996

1998

2000

2002

2004

2006

Grain price index

Page 28: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

28

Financial Highlights - Sales Revenue

Sales Revenue (R$ million)Sales Revenue (R$ million) First Quarter 2007 Performance DriversFirst Quarter 2007 Performance Drivers

262,3373,5

1.645

1.3081.454

2004 2005 2006 1Q06 1Q07

- 20%+ 11%

+ 42%

Revenue moved up 42% year-on-year, thanks to strong demand, chiefly from sugarcane and the winter corn crop, generating increased sales and recouping margins.

Sector sales are highly seasonal in nature, following the Brazilian agricultural calendar. For most crops, fertilizer demand is concentrated in the second half of the year.

Fertilizer Sales Volume (thousand tonnes)

34%

15% 16%

35%

1Q 2Q 3Q 4Q

Seasonal Distribution of Fertilizer Volume(1)

2,202 1,993 2,461 422 584

Our market share remained steady in comparison to the 1Q06 at around 13%

9.5% 23.5% 38.2%

(1) Source: ANDA | Average for last 3 years (2004, 2005 and 2006)

Page 29: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

29

Financial Highlights - Gross Profit and Margin

Gross ProfitGross Profit Gross MarginGross Margin

210,7

69,1

152,6

25,947,5

2004 2005 2006 1Q06 1Q07

Gross Profit (R$ million)

- 67%

+ 121%

+ 83%

13,4%

5,4%

10,7% 10,0%

13,0%

2004 2005 2006 1Q06 1Q07

9,7%13,6%

13,9%14,8%

1Q06 1Q07

Conventional Special

14% of Total

Volume

11% of Total

Volume

(1)

(1) Margins on “non-commercial” sales excluded

Page 30: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

30

Financial Highlights – SG&A Expenses

SG&A ExpensesSG&A Expenses As % of Net RevenueAs % of Net Revenue

108,2 108,2 107,9

20,0 25,5

2004 2005 2006 1Q06 1Q07

Selling Expenses (R$ million)

6,9%8,4% 7,6% 7,8% 7,0%

2004 2005 2006 1Q06 1Q07

Selling Expenses (%NR)

24,6

35,2 31,9

6,7 8,5

2004 2005 2006 1Q06 1Q07

G&A Expenses (R$ million)

1,6%2,7% 2,2% 2,6% 2,3%

2004 2005 2006 1Q06 1Q07

G&A Expenses (%NR)

Page 31: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

31

Financial Highlights - EBITDA and EBITDA Margin

EBITDAEBITDA EBITDA MarginEBITDA Margin

101,5

(33,5)

58,6

4,821,4

2004 2005 2006 1Q06 1Q07

EBITDA (R$ million)

6,5%

-2,6%

4,1%

1,9%

5,9%

2004 2005 2006 1Q06 1Q07

EBITDA Margin

6.5%(1)

23.7(1)

Adjusted EBITDA (R$ million) Adjusted EBITDA Margin

(1) Adjusted EBITDA and EBITDA Margin exclude R$ 2.3 million in IPO-related expenses.

Page 32: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

32

Financial Highlights - Net Income and Net Margin

Net IncomeNet Income Net MarginNet Margin

63,5

(40,3)

45,5

14,020,0

2004 2005 2006 1Q06 1Q07

Net Income (R$ million)

4,0%

-3,1%

3,2%

5,5% 5,5%

2004 2005 2006 1Q06 1Q07

Net Margin

5.9%(1)

21.6(1)

Adjusted Net Income (R$ million) Adjusted Net Margin

(1) Adjusted net income and margin, exclude R$ 1.5 million in IPO-related expenses (R$ 2.3 million net of income tax and social contribution).

Page 33: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

33

Financial Highlights - Balance Sheet

Assets Dec/06 Mar/07 Liabilities and stockholders equity Dec/06 Mar/07

Current assets Current liabilitiesCash and banks 177,048 117,626 Suppliers 381,391 358,652 Account receivables 251,457 223,274 Loans and financing 125,863 108,626 Inventories 159,048 227,723 Advances received from customers 42,674 46,736 Other current assets 96,064 99,970 Other current liabilities 30,568 30,814

683,617 668,592 580,496 544,829

Non-current assets Long term liabilitiesReceivables 7,784 4,283 Deferred taxes 11,245 6,940 Loans and financing 3,356 7,138 Judicial deposits 10,050 10,072 Provisons for contingencies 3,904 3,926 Assets destined to sell 13,697 13,213 Taxes payable 9 8

42,776 34,508 7,269 11,072 Permanent assets Stockholders' equity

Capital 175,944 226,618 Legal reserve 16,256 2,839

Property and equipment 84,880 96,681 Profit reserve 31,308 - Deferred charges/investment - 3,101 Accumulated profit (loss) - 17,524

84,880 99,782 223,508 246,981

Total assets 811,273 802,882 Total liabilities and stockholders' equity 811,273 802,882

From 63 to 54 days- Credit Policy- Growers’ Earnings

From 46 to 64 days- Demand 2Q/3Q

Cash Purchases- Reduced financialcharges

Trucks Ppurchases- ICMS credits of R$ 10 million

Capitalization

Page 34: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

34

Financial Highlights - Seasonality

14.9%16.0%

35.3%33.8%

1Q 2Q 3Q 4Q

Fertilizer Volume SeasonalityFertilizer Volume Seasonality11

Source: ANDANote: Last three years average (2004, 2005 and 2006)

The fertilizer industry in Brazil is seasonal with deliveries generally following the Brazilian agricultural calendar…

… which, for the major renewable summer crops (primarily grains and cotton), begins in August

30.8%

69.2%

Page 35: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

35

Outlook and Priorities for 2007

Market expectation for 2007: 23 million tonnes.

Volume per CropVolume per Crop(million tonnes)(million tonnes)

Volume per RegionVolume per Region(million tonnes)(million tonnes)

6,1 6,3 6,8 7,3

7,4 6,0 5,66,4

6,65,5 5,8

6,4

2,3

2,1 2,3

2,5

0,4

0,40,40,4

2004 2005 2006 2007E

North +11,4%

Northeast +9,6%

South +10,7%

Midwest +13,0%

Southeast +5,9%

8,6 7,5 7,1 7,5

4,03,1 3,5 4,2

5,3

4,5 4,44,9

2,6

2,9 3,33,5

1,4

1,4 1,61,7

1,0

0,81,0

1,2

2004 2005 2006 2007E

Cotton +26,4%

Coffe +8,3%

Sugarcane +5,2%

Others +9,4%

Corn +19,1%

Soybean +5,1%

Continuing implantation of the SSP project, as well as the new mixing units. Operational started-up in May 2007 of the new plants in Rio Brilhante (MS) and Bom Jesus do Goiás (GO), both with a capacity of 80.000 tonnes p.a.

Source: ANDA for 2004, 2005 and 2006 | 2007 estimates

Page 36: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

36

Positive Moment

Bioenergy becoming basis of global energy.

Greater need of alternative energy sources.

Population growth and limitations on arable land, demanding an increase in the fertilizer application ratio in order to ensure a minimum secure food level for humans and livestock.

End-of-2006 grain stocks were the lowest in 30 years.

Positive scenario for agricultural commodity prices, increasing growers’ earnings and, consequently, raising demand for fertilizers.

Page 37: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

37

Unique Opportunity in the Agribusiness Sector

Significant growth Significant growth opportunitiesopportunities

Balanced sales mix Balanced sales mix considering both considering both client and crop client and crop segmentationsegmentation

Extensive logisticsExtensive logisticsand nationwide and nationwide

coveragecoverage

Secure supply of raw Secure supply of raw materialsmaterials

Established retail Established retail player focused on player focused on

specialized productsspecialized products

Leading market Leading market position and well position and well

known brandknown brand

Page 38: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

38

Fertilizers Not Sprayed Over This Row

Page 39: Fertilizantes Heringer S.A. HERINGER DAY · 4 Heringer Day Presenters Presenters Background Jaime Rebelo joined Heringer in September 2006 Previously he worked at TIM Mobile Operator

39

THANK YOU!