APIMEC

APIMEC 20133
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Aviso legal
Disclaimer
The forward-looking statements in this document related to the business prospects, projections of
operating and financial results and growth prospects of Unicasa are merely estimates and as such are
based exclusively on the expectations of the Company’s Management for the future of the business, and
therefore are subject to known and unknown risks and uncertainties that could result in them not
materializing or differing materially from expectations.
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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A UNICASA
Who we are?
• Significance
One of the largest customized
furniture makers in Brazil
• Tradition
28 years in the customized
furniture market
• Innovation
Heavy investments in product
research and development,
following the global design and
product quality trends
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A UNICASA
History
História
Foundation of Dell Anno
Launch of campaigns
featuring celebrities –
Maria Fernanda
Cândido, Glória Pires,
Stênio Garcia, Flávia
Alessandra, Débora
Secco, Camila Pitanga
etc.
Creation of the
‘Telasul Madeira’
line of products to
serve large retailers.
Creation of the “NEW”
brand (C income class)
Creation of the
Repositioning of the
Corporate University
Favorita brand
and the Trainee
Program for the
commercial area.
New management takes
over.
Creation of the
‘Unicasa
Corporate’
Division
Creation of the
brand ‘Casa
Brasileira’, inspired
by Brazilian cultural
traits, including
furniture options
for the whole house
at affordable prices
Initial Public Offering
Own Stores
Start of sales in
‘Exclusive Authorized
Retailers’
Creation of the ‘Favorita’
brand
Start of Dell Anno
repositioning
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Nossas Marcas
Our brands
Strong of portfolio brands, targeted at specific markets, allows Unicasa to capture
growth from different income classes.
Foundation
Distribution
Channel
Income Classes
1985
2003
2013
2007
2010
D
Hotels / Inns and
Commercial / Residential
Real State
AeB
C
~15 mm households1
~20 mm households1
~10 mm
households1
Exclusive and Own (Dell Anno)
Exclusive, Franchise and Multi-brands
Multi-brands
439
467 on Exclusive and Franchised
618 no Canal Multimarca
2.202
POS
% of Gross
Revenue
9M132
2009
50,0%
(R$ 121 M)
29,2% (R$ 69 M) on exclusive/franchised
11,9% (R$ 28 M) on multi-brand
Direct sales
10,6%
1,2%
(R$10M)
(R$3M)
Average ticket
Note: (1) According to IBGE – Monthly Household Income: Class A: above R$ 6,745.00, Class B: between R$5,174.00 and R$6,745.00, Class C: between R$1,200.00
and R$5,174.00, Class D: between R$725.00 and R$1,200.00
(2) Does not include export sales and other revenues
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Broad Distribution Network – Exclusive and Own stores
North
47 Dealers
1 Own store
Northeast
123 Dealers
Midwest
38 Dealers
Southeast
539 Dealers
4 Own stores
South
159 Dealers
Base: 30/09/2013
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Latest investment - Flexible Production
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Latest investment – Lacca painting line
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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2012  2013 – What happened?
Main causes
1. Closure of important stores
Main effects
A. Reduction of revenue base
B. Expenses with serving end consumer
C. Allowance for doubtful accounts
2. Own Stores
3. Company professionalization process
D. Expenses > revenue in first year
E. Increased personnel expenses
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Reconciliation EBITDA 2011 X 2013 (9M)
A
B
C
D
E
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Receitareduction
A – Revenue
Closure of important
stores
1T11
2T11
3T11
4T11
1T12
2T12
3T12
We assumed control
of our main stores
4T12
1T13
2T13
3T13
4T13* 1T14* 2T14* 3T14* 4T14*
Net Revenue
* The periods related to the 4Q13, and 2014 refer to projections of results.
Note: Chart merely illustrative, scales may not correspond to reality.
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B – Expenses with serving end customer
Closure of important stores
1T11
2T11
3T11
4T11
1T12
2T12
3T12
4T12
1T13
2T13
3T13
4T13* 1T14* 2T14* 3T14* 4T14*
Expenses
* The periods related to the 4Q13, and 2014 refer to projections of results.
Note: Chart merely illustrative, scales may not correspond to reality.
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VG&A
– Lojas
próprias
D – Own
stores:
overview
Lar Center and Morumbi
stores
We assumed control of
our main stores
Reopening Sumaré
1T12
2T12
3T12
4T12
1T13
2T13
3T13
4T13*
1T14*
2T14*
3T14*
4T14*
1T15*
2T15*
3T15*
4T15*
República do Líbano store
Manaus and
D&D stores
Net Revenue
Fixed and Variable Expenses
Net Income
Signed contracts
Non-recurring Expenses
* The periods related to the 4Q13, and 2014 refer to projections of results.
Note: Chart merely illustrative, scales may not correspond to reality.
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Main strategic actions in 2012/2013
1. Focco Stores
2. Manager One
3. Excellence Program
4. Own stores
5. Strengthening of storeowner base
6. Casa Brasileira
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1 – Focco Stores
Adhesion to Focco Stores
Contracts signed
Storeowners trained
Converted stores
350
317
277
Ref date: Sep. 30, 2013
Note: Charts merely illustrative, scales may not correspond to reality.
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2 – Manager One
Functionality added to Promob, which will benefit both Unicasa and
storeowners.
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3 – Excellence Program
Evaluation of over 60 items, divided
into five categories:
External look
Internal environment
Team
Business management
Marketing and relationship
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Principais estratégias: Lojas Próprias (Viver o varejo)
4 – Own stores
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4 – Own stores: Strategic objectives
1. Live Retailing
Acquire experience in
retail operations
Identify difficulties and
opportunities
Pursue service
excellence
Direct contact with
final consumer
2. Testing Platform
Products, promotions, training, store layouts, assembly, recruiting, positioning, software, etc....
3. Source of best practices and indicators
Elevate the performance of the reseller network by disseminating best practices validated by indicators
of own stores
4. Recovery in São Paulo market
Confidence crisis in segment
Assure service quality
Recuperate Dell Anno’s image
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5 – Strengthening of storeowner base
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6 – Casa Brasileira
• Business Model
• Franchise fee;
• Construction works: average R$500,00/m² (based
Porto Alegre)
• Showroom: R$650,00/m²*
• Launch of marketing
• Media fund and royalties
• Working capital
*Does not include consumer appliances and stone tops (granite/marble)
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Agenda
1. Unicasa
2. 2012 – 2013
3. Strategic Actions
4. 2014
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Frank Zietolie
Chief Executive Officer
Paulo Junqueira
Chief Financial and Investor Relations Officer
Thiago Baisch
Chief Commercial Officer
Investor Relations
Guilherme Possebon de Oliveira
Investor Relations Analyst
Phone: +55 (54) 3455-4425
E-mail: [email protected]
Website: http://unicasamoveis.com.br/ri
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UNICASA INDÚSTRIA DE MÓVEIS S.A.
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