Santander: 15nd Annual Latin American Conference Presentation

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Santander: 15nd Annual Latin American Conference Presentation

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<ul><li> 1. CORPORATEPRESENTATIONSantanders15thAnnualLatinAmericanConference January,2011 1 </li> <li> 2. AGENDA1. CompanyOverview2. Strategy3. Financials4. RecentDevelopments5. QualityRequirements6. Conclusion 2 </li> <li> 3. ESTCIO:KEYMILESTONES ListedCompany Greenfield Consolidationof Growth nationalleadership IPO Turnaround andpreparationforgrowth FollowOn #ofstudents(000) 2005 2007: AcquisitionsintheSo Distancelearning Organicgrowth forprofit Paulomarket GPacquires20%ofEstcio launching CAGR transformation Newacademic M&amp;A EstciojoinsinNovo Mercado model Efficiencygains SharedServices DistanceLearning Center(SSC) 218 216 206 (5.5%) 4.4% 178 22.5% 141 4.8% Completemanagement organizationrestructuring 41.7% 35 23 1.5% 1970 80s - 90s 2002 2007 2008 2009 9M10Note:Until2007thestudentbasedidnotincludegraduatestudents. 3 </li> <li> 4. ESTCIOATAGLANCE HIGHLIGHTS ESTCIOS REGIONALFOOTPRINT Largestprivatepostsecondaryeducationgroupin Nationwideoperations,coveringstatesthataccount Brazil for86%ofGDPand82%ofpopulation Leadingpresenceinthelargeandunderservedworking adultstargetgroup . Diversifiedportfolioofprogramswithdifferentiated . . qualityandcompetitivepricing . OnlyBrazilianeducationcompanylistedinNovo . Mercado . . . KEYFIGURES . University . College . 216kstudents UniversityCenter . . . . InprocesstoUpgradeto . . 69campusesin35majorcities inBrazil UniversityCenter . DistanceLearningCenter 51accredited Distancelearning Centers . 78programs (1)EstcioalsoownsaUniversityinParaguaywith2.7thousandstudents 4 </li> <li> 5. ATTRACTIVEMARKETENVIRONMENT EmergenceofaclassCwithenormousconsumptionpowerandincreasingawarenessofthevalueofeducation EMERGINGCLASS FOCUSONMIDDLEANDLOWERCLASSES (%households,Apr/03 Apr/08) Brazilian Population 189milhes 98mm PopulationAged 76mm 52% from18to35years 57MM 43% EnrolledinPost GraduatedinPost SecondaryPrograms SecondaryPrograms 4.9MM 5.1MM Penetration =17% 2003 2008 MarketsizeandpenetrationperIncomeBrackets: AClass BClass CClass D&amp;EClasses TotalMkt IncomepercapitaCAGRof4%since1980and22millionindividualsentered CurrentMktSize 2.3 5.7 2.1 0.48 10.6 theclassCincomesegmentinthelast5years PenetrationLevel 77% 36% 9% 3% 17% AccordingtoFGV,36millionpeoplewilljoinclassCoverthenext4years ShareofPenetratedMkt 22% 54% 20% 5% 100% UnpenetratedMkt 0.7 10.1 21.2 15.5 47.6Note:(1)Householdsearning:R$1,064toR$4,591permonth ShareofUnpenetrated 1% 21% 45% 33% 100% (2)PNAD IBGE Estcios Target 5 </li> <li> 6. AGENDA1. CompanyOverview2. Strategy3. Financials4. RecentDevelopments5. QualityRequirements6. Conclusion 6 </li> <li> 7. VALUECREATIONSTRATEGY Quality of Products Strong Management Sales&amp; Culture Marketing Efficiency Growth Gains Opportunities 7 </li> <li> 8. NEWACADEMICMODELDRIVINGQUALITYAND EFFICIENCYDIFFERENTIATED QUALITY PROCUCTS 41programsupdatedtolabormarket demands(90%ofEstcios currentstudent base) Higherattraction andretentionof Tailormadetextbooksbundledintuitions students Comprehensivestudentportal Onlinelibrarywithmorethan2,000titles .WITH REDUCED COSTS Integratedcurriculawithshared disciplines Improvedgross 20%ofdistancelearningcontentinon margin campusprograms 20%ofonlineselflearningactivities Innovationandproductreengineeringaimingatbetterqualityatcompetitivepricing 8 8 </li> <li> 9. SALES&amp;MARKETINGEFFORTS MARKETINTELLIGENCE Screeningofkeygeographiesandtargetsfor: Newprogramsandrevenuesources Expansionthroughnewunits M&amp;Atargets STRUCTURESSALESFORCE BRANDING ANDADVERTISINGGeographicalandchannelsegmentation Strongnationalbrandequity:7,000highschoolsand2,000companiesregularlyvisitedfor 2ndmostvaluablebrandintheeducationsectorandstudentsourcing 48thoverall,byInBrandsTrademarketingapproach Newmediachannels(onlineandsocialnetworks)Fullplanning,executionandtrackingforalladmissioncycles 9 </li> <li> 10. ORGANICGROWTHOPPORTUNITIES DISTANCELEARNING OTHERORGANICOPPORTUNITIES(Studentsinthousands) +216.7% Launchingofnewprogramsandcourses 24.7 Undergraduate Focusonhighgrowthsegmentsaccordingtomarket 20.9 2.4 Graduate needs(Ex:coursesforoil&amp;gas,infrastructureandtourism 16.4 1.7 industries) 1.5 9.6 Openingofnewcampuses 7.8 22.3 19.2 2.1 Geographicexpansion 1.6 14,9 6.2 7.5 Newrevenuesources set/09 dec/09 mar/10 jun/10 set/10 Corporateeducationandvocationalcourses Qualityofeducationcoupledwithtechnologyandsupport Loweraverageticket:bringingDClasstotheaddressablemarket NoadditionalCAPEX:51centerswithinour69campuses...</li></ul>