CONFERENCE CALL PRESENTATION May 16, 2018
DISCLAIMER This presentatin cntains frward-lking statements that are subject t risks and uncertainties. These statements are based n the beliefs and assumptins f ur management and n infrmatin currently available t us. These frward-lking statements include statements regarding ur intent, belief r current expectatins r that f ur directrs r executive fficers. These frward-lking statements als include infrmatin cncerning ur pssible r assumed future results f peratins. Frwardlking statements are nt guarantees f perfrmance. They invlve risks, uncertainties and assumptins because they relate t future events and therefre depend n circumstances that may r may nt ccur. Our future results and sharehlder values may differ materially frm thse expressed r suggested by these statements. Many f the factrs that will determine these results and values are beynd ur ability t cntrl r predict. 2
HIGHLIGHTS Grwth in market share (1) : +3.2 p.p. in Bks, ur main business; +2.9 p.p. Back t Schl segment; +0.7 p.p. in Games and +0.2 p.p. in Telephny. Grwth f 12.4% in Grss Revenue: +4.3% in Same Stre Sales (SSS) in Physical Stres channel, and +32.5% in E-cmmerce. +11.1% in Grss Prfit, an increase f R$ 18.0 millin. +22.8% in EBITDA, reaching R$ 24.6 millin; +370% in Net Incme, ttaling R$ 1.3 millin; Imprvement f 7 days in Accunts Receivable; Beginning f the Capital Structure ptimizatin and implementatin f initiatives t recver accrued tax credits and t mitigate new credits; Prgress in ur strategy t psitin the Cmpany as a mnichannel peratin: New grwth in the Click & Cllect service, reaching 15.5% f the nline rders (vs 14.9% in ); We received imprtant recgnitins and awards in early 2018: Estadã Best Services award, in the Culture and Entertainment categry; Mst cited cmpany in the Mst Lved Stres Bks categry in a survey cnducted by Veja Sã Paul e Veja Ri; Third mst recmmended cmpany in the Custmer Experience Reprt (CX Reprt) study by IBOPE/CONECTA; E-bit Best f E-cmmerce award in the Mst liked - TOP 5 categry, as well as 1 st place in the Mst Liked Stre Bks. (1) Surce: GFK x data 3
SARAIVA TRANSFORMATION PLAN Custmer Centricity Operatinal Efficiency Saraiva Plus Lgistics management and supply system Events & Partnerships Galeazzi Prjects Digital Transfrmatin Omnichannel Marketplace Saraiva Entrega ChatBt Strng synergy amng all channels. Back t Schl Operatinal Cash Flw Strengthening 4
SYNERGY: STORES & E-COMMERCE Strng impact f stres pening in E-cmmerce channel results Nrth Shpping Frtaleza Frtaleza/CE +38% in Sales 12 mnths after the Stre pening Franca Shpping Franca/SP +56% in Sales 6 mnths after the Stre pening Shp n E-cmmerce and pick up at the Stre Shp n E-cmmerce inside the Physical Stre Shp n E-cmmerce and replace in the Stre Shp n Saraiva App Check the availability f the prducts f the stres thrugh the website 5
RESULTS Market share (1) gain in the bks segment, ur cre Grss Revenue - Ttal R$ MILLION SSS Grwth In % business +3.2 p.p. in Bks, ur main business; +2.9 p.p. Back t Schl segment; -4.3% +0.7 p.p. in Games; +0.2 p.p. in Telephny. 541 608-5.5% Superir perfrmance given market cnditins Bk Sales (2) : -8.2% () Grss Revenue - Stre R$ MILLION Grss Revenue - E-cmmerce R$ MILLION 349 354 254 (1) YY: vs cnslidated data f expanded Market (Cnsultria GFK) (2) Surce: Sales Vlume. IBGE s Mnthly Trade Survey ( PMC ) 192 6
RESULTS Grss Prfit and Grss Margin R$ MILLION / % R$ MILLION / % Operating Expense¹ Fiercer cmpetitin in the nline retail market; 180 162 New dynamic pricing system t imprve grss 142 155 margin management in the E-cmmerce 32.1% 31.5% 28.1% 27.2% channel; Operating Expense Oper. Exp./Net Revenue Variable lines impact n Operating Expenses. EBITDA R$ MILLION Net Incme and Net Margin R$ MILLION / % E-cmmerce peratin presents lwer 25 expenses, cntributing psitively t the 20 0.2% Cmpany's result. 4.0% 4.3% 0.1% 0.3 1.3 7
RESULTS Operating Cycle In days 6-day imprvement in perating cycle; 6-Day decrease 77 71 Imprvement f 7 days in Accunts Receivable. 78 92 The average inventry cverage reflected the supply strategy f inventry building targeting an increase in Market Share. 91 106 64 57 Cicl Operacinal d Varej Praz Médi de Pagament Praz Médi de Estque Renegtiatin f terms with suppliers. Praz Médi de Recebiment 8
CONSOLIDATED INDEBTEDNESS Beginning f the Capital Structure ptimizatin. Reprfiling f liabilities with financial institutins and Renegtiatin f terms with suppliers. Initiatives t recver accrued tax credits and t mitigate new credits. Duratin¹ In mnths Cnslidated Net Debt R$ MILLION (93) 61 17-17.6% 14 361 267 284 223 Dívida Líquida Recebíveis Dívida Líquida (Caixa) após recebíveis (1) Duratin: Macaulay (Dmac = wt x t). 9