CONFERENCE CALL RESULTS 3Q17 - B2W · Americanas.com won in the E-commerce Big Operations category...
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November 3rd, 2017 CONFERENCE CALL RESULTS 3Q17
Transcript of CONFERENCE CALL RESULTS 3Q17 - B2W · Americanas.com won in the E-commerce Big Operations category...
November 3rd, 2017
CONFERENCE CALL
RESULTS 3Q17
AGENDA 3Q17
1. RESULTS
2. OPERATIONAL HIGHLIGHTS
3. INVESTMENTS
4. Q&A SESSION
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MARKETPLACE GMV (R$)
1,149 MM
+101.2%
MARKETPLACE (% Total GMV)
35.7%
+17.0 p.p.
TOTAL GMV (R$)
3,216 MM
+5.1%
NEW CUSTOMERS (LTM)
+754K
MOBILE (% Traffic)
59.8%
NEW SELLERS
+1.8K
+7.6 p.p.
1. 3Q17 RESULTS
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4
6,183
9M16 9M17
Gross Revenue¹R$ MM
-671
Accelerating
3P Sales
Migration of Sales (1P to 3P)
Marketplace Participation of
GMV (%GMV Total) R$ MM
1,317+1,420
16.4%
31.7%
1. ACCELERATING TRANSITION OF THE BUSINESS MODEL
+ 15.3 pp
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2,7376,854
9M16 9M17
¹ Majority Direct Sales Revenue (1P)
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1. GENERATION OF CASH
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Cash generation of R$ 44 MM in 3Q17: evolution of R$ 530
MM vs. 3Q16
¹Disregarding the positive effects of the Capital Increase
3Q153Q14 3Q16 3Q17
44
+R$ 530 MM¹
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35.7% participation of Total GMV in 3Q17 (+17.0 p.p. vs. 3Q16).
GMV of R$ 3.6 billion in the last 12 months (+115%)
Marketplace GMV (R$ MM)Marketplace GMV (R$ MM) Marketplace Participation (%)
2. EVOLUTION OF THE MARKETPLACE
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3Q17
LTM
1,675
3,599
3Q16
LTM3Q16
18.7%
+2.1x
19.4%
4Q16
571
862
28.9%
1Q17
772816
29.6%
2Q17
772
35.7%
1,149
3Q17
2. EXPANSION OF THE PRIME LOYALTY PROGRAM
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Expansion of Submarino Prime: previously restricted to RJ, SP and MG,
the program expanded to 2,479 cities in the South and Southeast regions.
Launch of Americanas Prime: the program will be available in time for
Black Friday.
Before Expansion(Submarino)
After expansion(Submarino and Americanas)
Covering
65% of GDP
Covering
20% of GDP
2. EXPANSION OF PRIME FOR THE MARKETPLACE
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Expansion of marketplace loyalty programs:
Sellers who use B2W Entrega will be eligible for Prime.
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Sellers B2W+
From: 160 thousand
To: +1 Million offers
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2. LAUNCH OF C2C (CUSTOMER TO CUSTOMER)
Unlimited product
assortment
B2W Marketplace announces launch of C2C segment: sale
of used products by individuals
Significant increase
in site traffic
Expansion of
customer base
2. LOJAS AMERICANAS ON THE B2W MARKETPLACE
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B2W MARKETPLACE
+6,000Items
SP, RJ, MG, PE
B2W Marketplace has connected Lojas Americanas as a Seller:
more than 6,000 items will be available on the sites
271
355
Optimization of processes and rationalization of expenses generated a
gain of R $ 153 million in 9M17.
2. REDUCTION OF EXPENSES (SG&A)
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3Q173Q16
11.6%
8.4%
R$ MM
% of GMV
- 3.2 pp
246
303
264
-12MM
1Q17
276
1Q16 2Q172Q16
12.1%
8.9%
11.2%
9.9%
- 1.3 pp - 3.2 pp
-57MM -84MM
Average grade¹ 5.77.8
Solution index¹ 80%93%
Would buy again¹
56%79%
COMPETITORS
72%
48%
4.86.4
84%
64%
3P³1P²3P1P
2. CUSTOMER SERVICE
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B2W Digital was the champion in two categories of "Época Reclame Aqui".
Americanas.com won in the E-commerce Big Operations category and Direct in
the Logistics and Transport category
¹ According to Reclame Aqui: Last 6 Months / Base 10/20/2017.
² Considers the sites Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Magazineluiza.com.
³ Consider the Marketplace operations of Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Mercado Livre.
B2W will continue to invest in the digital platform built, monetizing
on all areas of the business.
Continuous reduction of CAPEX as a % of
total GMV …
… and increase coverage of CAPEX by
EBITDA.
Note: CAPEX total of R$ 714 MM, R$ 812 MM, R$ 808 MM and R$ 460 MM for 2013, 2014, 2015 and 2016, respectively.
CAPEX for 9M17 totaled R$ 246 million (2.8% of total GMV) and the EBITDA coverage
index for the period was 165%.
3. INVESTIMENTS
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201520142013 201520142013
Increased coverage
EBITDA/CAPEX
12%
9%
7%
60%68%
76%
2016
4%
150%
2.8%
165%
9M17
Reduction of CAPEX
% of Total GMV
2016 9M17
The Digital Platform
that connects People,
Businesses, Products
and Services.
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3Q17 Earnings Call
and Webcast
Investor Relationswww.b2wdigital.com
Telephone: +55 (21) 2206-6000
