Brazil Illustration: Expense Management
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1 Brazil Illustration: Expense Management
2 Expense Management Market Overview Fuel/Fleet Fuel Other car/truck related expenses Tyres, Washing 90% All fuel types 10% Maintenance Other (parking, toll, insurance) Travel & Entertainment Travel Entertainment 60% to 70% Air Rail Car rental 30% to 40% Accommodation Food & Beverage Other Parking / Toll fees,insurance, Taxis, Mobile phone / Internet use, Gifts, Fuel (use of a company car), Kilometer allowances (use of a private car) Edenred Brazil has experience of the Fuel/Fleet expense management market with Ticket Car 2
3 Brazilian Expense Management Market: Our Vision In 2011 Potential Market 91B Potential Market Distribution Edenred Brazil Focus 74B 34B Light Fleet 17B 40B Heavy Fleet Expense Management Potential Market Travel & Entertainment Market Fleet Management Market Travel, Transportation, Food, and Accommodation expenses Company's own vehicle fleet management Source: DealMaker Study 2010, Anuario Denatran 2010, Anuario Fenabrave 2010, PWC Study 2011, TicketCar. Exchange rate: 1,00 R$2,37 (31/11/2011) 3
4 FLEET HEAVY FLEET LIGHT Edenred Brazil Focus: Fleet Management Market MARKET SEGMENT MARKET SIZE TYPICAL SERVICES 34B Fuel Control 14B 1.4B (10%) Maintenance Access Control Driving Reports Potential (1) Addressable (2) Addressed Consulting 40B Fuel Control 16B 2.6B (16.3%) Driving behavior reports Toll Solution Consulting Potential (1) Addressable (2) Addressed (1) Potential market: total fleet management expenses (2) Addressable market (internal estimates): calculated by excluding from total potential market very small companies and companies that do not intend to outsource their fleet Exchange: rate 1,00 R$2,37 (31/11/2011) 4
5 Fleet Management Market BUSINESS VALUE CHAIN PRE-TRIP Ordering & Profile Fuel ON-TRIP Fleet Management POST-TRIP Behavior & Logistics Web Portal Diesel Gasoline Ethanol Maintenance Insurance 24h Assist. Documents Telemetry Analysis Reporting COMPETITORS POSITIONING X X X 5
6 A Leadership Position in Fuel & Fleet Management Market FUEL & FLEET MANAGEMENT Launched in 1998 Leader in Light Vehicle Fleet & Fuel Management market 6,000 Clients (46% cross-selling) 14,000 Affiliates (71% gas stations) 87% of satisfied clients 6
7 Expense Management Change : Edenred Brazil Case Fuel Cards Web Operation Shell Partnership First Sustainable Solution (Ticket Car Carbon Control) Maintenance Service Other Services: Invoice Collection 24h Assist. Expedited Services Investment in new technology platform Exxon Mobil Partnership (Esso) Investment in new service platform Expansion of sustainable solution portfolio Behavioral Management (Telemetry, Tachograph) From fuel cards to a complete solution 7
8 Focus on Client Needs Fleet usage policy Accepted on Broad Network Multiple drivers per vehicle Expense controls by vehicle and by person Cost Reduction (up to 20%) Detailed web-accessed reports Flexibility and Security Eliminates expense advance and reimbursement processes 8
9 Case Study What is this company? Natura Cosmeticos SA is a Brazil-based company that is engaged in the manufacture, process engineering, distribution and sale of cosmetics, fragrances and personal hygiene products. With Ticket Car, Natura has succeeded in reducing its fleet management costs and its greenhouse gas emissions. The Company operates in Chile, Peru, Argentina, Mexico, Colombia, Portugal and Venezuela. Partners since 2011 Fleet CO ² emission control and cost savings 1,500 vehicles Detailed studies to reduce CO ² emissions "Our partnership with Ticket Car provided us with many advantages, including in the areas of cost management and respect for the environment, our core value. Reduced fossil fuel usage by 60%. Reduced fleet spending by 15% Elton Baptistella Natura's head of fleet management 9 9
10 Brazilian Expense Management Market: Our Vision From 2012 Potential Market 114B 91 Bi Potential Market Distribution* Edenred Brazil Focus 74B 17B 23B Expense Management Potential Market T&E Market Fleet Management Market Carta Frete Market Travel, Transportation, Food, and Accommodation expenses Company's own vehicle fleet management Payment of freight services Source: DealMaker Study 2010, Anuario Denatran 2010, Anuario Fenabrave 2010, PWC Study 2011, TicketCar. Exchange rate: 1,00 R$2,37 (31/11/2011) 10
11 Fleet Expense Management: Ticket Frete Positioning Fleet expense management market is divided into four macro segments Description Own transportation Companies with their own fleet system Heavy vehicles Third party transportation companies Vehicles belonging to carriers Available for eventual freight contracting Heavy and Light vehicles Individual drivers Vehicles belonging to 500,000 individual drivers in the country Project scope Light vehicles Vehicles used for specific purposes by companies, associations and public administration Source: DENATRAN and PwC analysis 11
12 Ticket Frete: individual drivers business expense management Current system: paper-based New regulation from Nov (penalties from Nov. 2012) New system: card-based Corporate client (1) Claim refund Distribution of paper vouchers usable in contracted merchants (gas stations, hotels ) Payment of travel expenses in contracted affiliates: Card system: paper replaced by pre-loaded card used to pay all expenses (gas, accomodation, tolls, and driver remuneration) Individual driver Trip identification required by law: ID number for each trip declared to ANTT (2) (bar code system), to ensure tax collection Driver remuneration paid by gas station after goods delivery Credit risk for affiliates (post-paid system) Low traceability of individual drivers consumption (for corporate clients, carriers, and Brazilian State) Profile management: filtered usage on-trip based on pre-trip settings (1) Corporate clients can contract with individual drivers for their goods transportation (directly or through an intermediate transportation company) 12 (2) Brazil National Office for Transportation
13 Ticket Frete, a Unique Selling Proposition Partnership with Itau Bank Partnership with STP Edenred has signed a partnership with Itaú, the largest Latin American bank, with nearly 5,000 branches and 30,000 ATMs in Brazil alone If some Ticket Frete clients postpay Edenred, Itaú assumes the counterparty risk Itau promotes Ticket Frete among its large clientele (fast time to market for Edenred) Brazilian toll collection only by cash or automatic payment system (debit/credit cards not accepted) Edenred has signed a partnership with STP, management company for toll and parking fee automatic payment system Sem Parar/Via Fácil, which covers 89% of Brazilian concessionholder network Interface between Ticket Frete and Sem Parar/Via Facil NFC collect system brings convenience to individual drivers Dedicated web portal Partnership with MasterCard Simple and traceable way to comply with Brazilian regulation requiring each trip to be declared to the National Transport Agency : Ticket Frete loaded with tokens enabling each trip to be identified (barcode system) Simplified process to manage and control individual drivers expenses pre-, on-, and post-trip, offering possibility to customize authorizations according to driver s profile (Ticket Frete is loaded pre trip with the exact amount allowed for accommodation/gas/toll/wage) Open-loop solution giving access to a large network (1.8 million merchants) Loyalty Programs Loyalty programs for drivers and merchants Additional revenue for merchants: more visibility and business generated with Ticket Frete label Quick roll-out from December 2011, based on same system/platform as Ticket Car 13
14 Business Model: Ticket Car vs. Ticket Frete Fuel/Fleet Expense Management Take-up rate (1) excl. Lost & Expired 4.0%-6.0% 0.5%-1.5% Lost & Expired - - Float & Financial Revenue - - EBIT/IV margin (2) 1.5%-2.5% 0.4%-0.7% A solution with slightly lower margins, however always accretive to FFO (1)Take-up rate : operating revenue with issue volume/ issue volume (2) At cruising speed 14
15 Conclusion 10-years experience in the Fuel & Fleet Expense Management Market Sophisticated transaction processing systems and platforms A leadership position in this market Particularly in Light Vehicles segment A new market created by the government to improve tax collection 23B potential market Ticket Frete, a unique selling proposition in the market A key component of Brazilian growth for the next 5 years High potential of the Fuel & Fleet Management market in Brazil Ticket Frete, a significant new solution just launched 15
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