BRADESCO CEO FORUM
NOV/20
Leading Brand
Omni Fashion Retailer
Financial Products andServices
VALUE PROPOSITION
Marisa’s value proposition is to offer a
translating trends that best fit our customers
fashion,Democratic
STORES
345 Stores
181 Malls (52%) | 164 Streets (48%)
182 Southeast (53%) | 163 Nationwide (47%)
Distribution center
7 10
2
11
Number of stores
2
2
1
1
3
3
55
611
33
15
10
10
23 4
30126
16
4
11
24
OUR PAST
2.3
2.9
3.2
3.7
4.1
4.4
4.1
3.7 3.73.5
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
Retail Salesin billion R$
Golden Years
o Accelerated growth
o Country wide expansion
o Financial Services introduction
o IPO
Perfect Storm
o External challenges with economic deterioration
o Internal mistakes with positioning
o Consecutive decline in SSS
o Negative financial results
WHAT WE’VE BEEN DOING
Products Operation Merchandising Supply Chain
o Improvement of product quality in terms of raw material, sewing and model
o Better timing to market demand
o Appropriate collections for each region
o Inventory optimization
o Strategies for each section of the store, according to customers’ age and products’ turnover
o Targeted distribution of stores’ sectors considering exposure to customers
o New marketing strategies in terms of products’ showcase and exposition via digital influencers on social media
o Products supply according to clients demand and considering area/projections of sales
o Average leadtimereduction of 11 days
o Optimized alignment of store supply frequency with distribution center
Operating Processes Improvements
TURNAROUND ON TRACK
Same Store Sales
-0.8%
-2.2%
7.6%
5.1% 5.6%
9.5%
11.7%*
2017 2018 1Q19 2Q19 3Q19 4Q19 1Q20
*SSS until March 15, 2020
DIAGNOSIS
Recovering a more profitable client basis
Who was Marisa attracting?
o Older woman
o Lower income
o Smaller fashion repertoire
Who is Marisa bringing back?
o Younger
o Higher income
o Higher fashion demand
36 43 47
72
3
57 55 50
1Q18 1Q19 4Q19
Marisa and others Only Marisa Didn't Visit
Competitive scenario
Store Layout
Customer Service
Product
Price
7.5 8.5
2018
2019
8.0
Customer satisfaction
Source: Oficina Sophia
2019: IMPROVEMENT OF CUSTOMER PERCEPTION
3037 35
2018 2019 2020
Customers aged 18 to 29 Evolution of satisfaction
Source: Oficina Sophia
Who bought at Marisa:
2020: ATTRACTING YOUNGER PUBLIC
4
11
19
24
43
Card
Product & Style
Price
Customer Service
Store Layout
1Q19
7
17
23
25
28
Price
Card
Store Layout
Customer Service
Product & Style
1Q20
PANDEMIC IMPACTS
o Focus in:
o Ensure the safety of employees and customers;
o Preserve the operational condition of the business;
o Support employees, customers and suppliers;
1. Home-office;
2. Business security measures;
o Contracts renegotiation;
o Digital acceleration;
o Cash protective measures, as invoice payment initiatives, among others.
MAIN LEGACIES
o Operating leverage improvement;
o New level of store rental contracts;
o Processes digitalization;
o Permanent home-office for part of
the employees;
o Cash converion cycle optimization
(inventories). 55.4
59.861.1
64.4
58.1 57.0 56.6 55.6
66.8
73.6
jan feb mar apr may jun jul aug sep oct
NPS EVOLUTION | 2020
o Growth and relevance of the digital platform and omnichannel;
IMPROVING RESULTS
Net Revenue (R$ mn) and SSS (%) Gross Profit (R$ mn) and Margin (%)
540.3 550.7
149.1
446.6
-2.3%
5.6%
-9,7%-6.3%
3.5%*
3Q18 3Q19 2Q20 3Q20 Oct
Net Retail Revenue SSS
228.5 234.6
46.4
150.5
42.3% 42.6%
31.1%33.7%
41.7%*
3Q18 3Q19 2Q20 3Q20 Oct
Gross Profit Margin
o Sales quickly returning to normal levels;
o Digital Platform increasing 115.6% y/y – 24% of Ship from
store;
o Items/ticket grew 15.1% y/y;
o Adequacy of inventories of 27% in the period;
o Gradual evolution of the product margin during the period -
31.1% in July, 36.5% in August and 43.6% in September.;
*The data for the month of October are preliminary information and not audited by the independent auditors
o To become the platform for the Brazilian woman – APP, omnichannel
and marketplace in;
o New store concept;
o Digital FPS;
o Stores and logistics processes optimization.
STRATEGIC PROJECTS
GOVERNANCE: BOARD OF DIRECTORS
High Corporate Governance Standards
Chairman✓ EX-CEO of RI Happy and Walmart
Brasil✓ More than 10 years of retail
Non-Independent Advisor✓ More than 50 years at Marisa✓ Ex-CEO of Marisa
Independent Advisor✓ Ex-CEO of Walmart.com in Brazil✓ More than 20 years in online sales
Independent Advisor✓ Ex-CEO of Smiles, Credicard and
Losango✓ More than 30 years in the financial
sector
Hector Nuñez Marcio Goldfarb Paulo Silva
Leonel AndradeCristina Sarian
Independent Advisor✓ Advisor at RaiaDrogasil✓ 20 years of experience in the
financial sector
Carla Schmitzberger
Independent Advisor✓ Ex-Head of Havainas Unit at
Alpargatas✓ Ex-VP of Marketing at Credicard
and Citibank
GOVERNANCE
Board of Directors
Strategy Comittee
Audit Comittee
HR Comittee
Finance Comittee
Eduardo Pocetti
Mauricio Graccho
Marco Foletto
Fiscal Council
GOVERNANCE: MANAGEMENT
CEO
✓ More than 20 years in store operations inretail
✓ Former VP of Operations and Sales at Marisa
Marcelo Pimentel
VP of Finance and IRO
✓ More than 20 years in finance✓ More than 8 years in fashion retail
Adalberto Santos
VP of Procurement and Operations
✓ More than 20 years in operation infashion retail
Alberto Kohn