Post on 19-Jul-2020
transcript
August 11th, 2017
CONFERENCE CALL
RESULTS 2Q17
AGENDA 2Q17
1. RESULTS
2. OPERATIONAL HIGHLIGHTS
3. INVESTMENTS
4. Q&A SESSION
2
MARKETPLACE GMV (R$)
816 MM
+105%
MARKETPLACE (% Total GMV)
29.6%
+13.7 p.p.
TOTAL GMV (R$)
2,754 MM
+10.1%
NEW CUSTOMERS (LTM)
+1.254 MM
MOBILE (% Traffic)
52.5%
MARKET SHARE (%)
26.3%
+4 p.p.+0.8 p.p.
1. RESULTS 2Q17
3
4
1. ACCELERATED SHIFT OF THE BUSINESS MODEL
4,303
3,999
1H16 1H17
Gross Revenue¹R$ MM
¹ Majority Direct Sales Revenue (1P)
3P Sales
Acceleration
Sales Migration
(from 1P to 3P)
Marketplace GMV and
Share (%Total GMV)R$ MM
746
1,588
1H16 1H17
15.0%
29.3%
-304 +842
+ 14.3 pp
4
5
1. REDUCTION OF CASH CONSUMPTION
5
2Q152Q14 2Q16 2Q17
Lowest cash consumption for the second quarter in the
last four years
~R$ -330 MM¹
¹Excluding the positive effects of the Capital Increase
6
Consolidation of B2W Digital´s leadership position
Source: e-Bit
2. MARKET SHARE EVOLUTION
19.9%
25.5%
26.3%
+2.9 p.p+12.7 p.p
17.0%
16.0%
13.6%
1H12 2Q16
#2 player
2Q17
6
7
29.6% participation of Total GMV in 2Q17 (+13.7 p.p. vs. 2Q16).
GMV of R$ 3.0 billion in the last 12 months (+120%)
3Q16
Marketplace GMV (R$ MM)
15.9%
Marketplace GMV (R$ MM) Marketplace Participation (%)
18.7%
2Q16
398
19.4%
4Q16
2. EVOLUTION OF THE MARKETPLACE
571
862
28.9%
1Q17
772
7
816
29.6%
2Q17 2Q17
LTM
1,368
3,021
2Q16
LTM
+2.2x
In line with the strategy of integrating shopkeepers of various sizes
and sectors, B2W has established important new partnerships
2. MARKETPLACE: NEW PARTNERSHIPS
8
More than 6,000 sellers on the platform (+50% vs. 2Q16)
B2W Seller Day: prepare sellers for big sales events of the second half
of the year.
2. B2W MARKETPLACE
9
+1,000PARTICIPANTS
Sellers,
Providers,
Strategic Partners
Launch of Seller Premium: objective to recognize and encourage the
best Sellers.
2. B2W MARKETPLACE
10
platinum gold silver bronze
Rating Citeria:
Product quality
Level of service
Customer rating
Sales volume
2. B2W MARKETPLACE
11
Launch of Promoseller: sellers will automatically join sales
campaigns launched by B2W
B2W DIGITAL
CREATES
PROMOTIONAL
CAMPAIGNS
Seller A
Free shipping
Seller B
5% Discount
Seller C
Installment
Seller D
Upfront payment
Sellers adhere and choose conditions
Launch of Marketplace on TV Shoptime: sellers can demonstrate
and sell their products.
2. B2W MARKETPLACE
12
+1MViewers per day
+39MHouseholds reached
Largest product demonstration television channel
Launch of B2W Empresas Marketplace: allowing sellers access to a new
B2W sales channel of corporate audiences.
2. B2W MARKETPLACE
13
7xHigher
(vs. Individual customer)
R$58Billion in pre-approved
credit
1st e-commerce site to accept BNDES Card
Corporate
audience
B2W Sellers
Average ticket
BNDES Card
Optimization of processes and rationalization of expenses, without loss of
customer service levels
3. REDUCTION OF EXPENSES (SG&A)
14% of GMV
R$ MM
246.3
303.3
264.0
-12MM
1Q17
276.2
1Q16
-57MM
2Q172Q16
8.9%
11.2%
9.9%
- 1.3 pp - 3.2 pp
12.1%
¹ According to Reclame Aqui: Last 6 Months / Base 08/10/2017.
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 continues to be recognized as best-in-class for its customer
service
Average grade¹ 5.27.7
Solution index¹ 76%93%
Would buy again¹
52%79%
COMPETITORS
69%
43%
4.25.6
78%
57%
3P³1P²3P1P
2. CUSTOMER SERVICE
15
B2W will continue to invest in the digitial platform built, monetizing
on all areas of the business.
201520142013
Continuous reduction of CAPEX as a % of
total GMV …
201520142013
Increase coverage of
EBITDA/CAPEX
… 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.
12%
9%
7%
60%
68%
76%
1H16
5%
1H16
CAPEX for 1H17 totaled R$ 161.1 million (3% of total GMV) and the EBITDA coverage
index for the period was 152%.
3. INVESTIMENTS
3%
152%
1H17 1H17
16
122%
The Digital Platform
that connects People,
Businesses, Products
and Services.
17
2Q17 Earnings Call
and Webcast
Investor Relationswww.b2wdigital.com
ri@b2wdigital.com
Telephone: +55 (21) 2206-6000