2. 1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
2
3. Company: milestones
Phase I – Rise to #1
1973 – Founded in Belo
Horizonte/MG
Late 70’s - Acquisitions in the
Northeast of Brazil
1981 – Brazilian car rental leader in
# of branches
Phase II – Expansion
1984 – Expansion strategy by
adjacencies: Franchising
1991 – Expansion strategy by
adjacencies: Seminovos
1997 – PE firm DL&J enters at a
market cap of US$ 150 mm
1997 – Expansion strategy by
adjacencies: Fleet Rental
Phase III – Reaching Scale
2005 – IPO: market cap of US$ 295
mm
2011 – Rated as investment grade by
Moody’s, Fitch and S&P in 2012
2012 – ADR level I
03/31/2014 – Market cap of US$3.1 bi
with ADTV of R$49.4 million
1973 1982 1983 2004 2005 2014
3
4. Company: integrated business platform
Synergies:
bargaining power
cost reduction
cross selling
13.275 cars
176 locations in Brazil
63 locations in South
America
37 employees
59.2% sold to final
consumer
74 stores
1,003 employees
64,642 cars
4.0 million clients
301 locations
4,379 employees
32,009 cars
768 clients
353 employees
This integrated business platform gives Localiza flexibility and superior performance.
Based on the 1Q14 4
5. Company: Business platform divisions
Car Rental
Localiza car rental rents
to individuals or
businesses at airports
and other locations.
The traditional backbone
of Localiza. With its giant
fleet that gets renewed
annually, it lays the
foundation for all scale
effects captured by the
group as a whole.
Fleet Rental
Offering customized fleet
for 2-3 years terms.
Localiza Fleet is seen as
an additional business
that generates value by
leveraging synergies
created by the integrated
platform approach.
Used car sales
Support area, with the
objective to sell the
Company’s used cars
and add know-how in
buying cars and
estimating the residual
value.
As a support business
activity, Seminovos
enables the sell roughly
65% of used cars directly
to the final customer,
thereby maximizing the
residual value of used
rental cars.
Franchising
Supplementary business,
with the purpose to
expand the brand’s
network.
Franchising is seen as a
primarily strategic
business by management
– the revenues generated
are low, however brand
and network expand at
minimum capital
expenditure.
5
6. 6
Net car sale
revenue
R$25.51 year cycle
Car Rental Financial Cycle
Per car
R$27.0
Car acquisition
1 2 3 4 5 6 7 8 9 10 11 12Expenses, interest and tax
Revenue
Spread
11.1p.p.
Total
1 ano
R$ % Seminovos % R$
Net revenues 19,7 100,0% 28,1 100,0% 47,8
Costs - fixed and variable (9,1) -46,1% (9,1)
SG&A (3,3) -17,0% (2,6) -9,4% (6,0)
Net revenues of car sold 25,5 90,6% 25,5
Book value of car sold (24,1) -85,8% (24,1)
EBITDA 7,3 36,8% 1,4 4,9% 8,6
Cars Depreciation (1,5) -5,2% (1,5)
Others depreciation (0,4) -1,9% (0,2) -0,8% (0,6)
Financial expenses (1,3) -4,6% (1,3)
Taxes (2,1) -10,5% 0,5 1,7% (1,6)
Net Income (Loss) 4,8 24,5% (1,1) -4,0% 3,7
NOPAT 4,6
ROIC 17,1%
Cost of debt after taxes 6,0%
Car Rental Seminovos
Per car soldPer operating car
7. 7
Net car sale
revenue
R$24.4
2 year cycle
Fleet Rental Financial Cycle
Per car
Spread
11.1p.p.
R$33.3
Car acquisiton
1 2 3 4 5 6 19 20 21 22 23 24Expenses, interest and tax
Revenue
Total
2 anos
R$ % Seminovos % R$
Net revenues 36,9 100,0% 26,7 100,0% 63,7
Costs - fixed and variable (10,3) -28,0% (10,3)
SG&A (2,4) -6,5% (2,4) -8,9% (4,8)
Net revenues of car sold 24,4 91,1% 24,4
Book value of car sold (23,1) -86,2% (23,1)
EBITDA 24,2 65,5% 1,3 4,9% 25,5
Cars Depreciation (9,2) -34,3% (9,2)
Others depreciation (0,1) -0,2% - 0,0% (0,1)
Financial expenses (2,2) -8,2% (2,2)
Taxes (7,2) -19,6% 3,0 11,3% (4,2)
Net Income (Loss) 16,9 45,7% (7,0) -26,3% 9,9
Net Income (Loss) - per year 8,4 45,7% (3,5) -26,3% 4,9
NOPAT 5,7
ROIC 17,1%
Cost of debt after taxes 6,0%
Per operating car
Fleet Rental Seminovos
Per car sold
8. Spread (ROIC minus cost of debt after taxes)
(*) 2008 and 2012 ROIC were calculated excluding additional fleet depreciation that was treated as equity loss since
they were extraordinary non-recurring events caused by external factors (IPI reduction for new cars), following the
concepts recommended by Stern Stewart.
8
8.4% 8.8% 7.6% 7.3% 8.6%
6.3% 6.0% 7.6%
21.3%
17.0%
11.5%
16.9% 17.1% 16.1% 16.5%
18.9%
2007 2008 2009 2010 2011 2012 2013 1Q14
12.9p.p.
8.2p.p.
4.0p.p.
9.6p.p. 8.5p.p. 11.3p.p.
9.8p.p.
ROIC Cost of debt after taxes
Financial crisis effect
10.5p.p.
Annualized
9. 505.9 608.2
745.2
883.1
1,087.1 1,096.3
1,382.1
1,605.4 1,703.0
2004 2005 2006 2007 2008 2009 2010 2011 2012
Rental revenues evolution
3.585,6 3.520,6 3.510,5 3.659,4 3.884,6 4.045,4 4.381,8 4.433,3 4.527,0
2004 2005 2006 2007 2008 2009 2010 2011 2012
Localiza’s rental revenues at constant prices
Sector’s revenue at constant prices (ex- Localiza)
GDP 5.7% 3.2% 4.0% 6.1% 5.2% -0.3% 7.5% 2.7% 1.0%
Average GDP growth: 3.9%
Source: ABLA (Brazilian Car Rental Association) and Localiza. 9
The Company grew at an average of 4.2x GDP and 5.5x the sector.
10. Raising
money Buying
cars
Renting Cars Selling
Cars
Source: ABLA (Brazilian Car Rental Association) and Localiza.
Cash to renew the fleet or pay debt
$
Profitability comes from rental divisions
Competitive advantages: 40 years of experience
in managing assets
$
10
11. Competitive advantages: raising money
Global Scale
National Scale
Localiza raises money with lower spreads when compared to Brazilian competitors.
As of March, 2014.
BBB Fitch
Baa3 Moody’s
BBB- S&P
BBB+ S&P B+ S&P B+ Fitch B1 Moody‘s
brAAA S&P
Aa1.br Moody’s
AAA(bra) Fitch
brAA- S&P
A+ (bra) Fitch
brA S&P
A (bra) Fitch
brA+ S&P
A+ (bra) Fitch
A(bra) Fitch
Raising
money
Buying
cars
Renting Cars
Selling
Cars
11
12. 12
Competitive advantages: buying cars
Localiza buys cars with better conditions due to the volume of purchases.
Number of cars purchased - 2013
• Includes Franchising
78,779
18,866
9,950
*
Source: each company website
Localiza’s share in the internal sales of the
major OEMs - 2013
2.6%
Raising
money
Buying
cars
Renting Cars
Selling
Cars
Localiza Unidas Locamerica
13. 344
99 78
42
108
153
55
13
The Company is present in 245 cities where the other largest networks do not operate.
Competitive advantages: renting cars
Know HowBrand Brazilian distribution
#ofbranches#ofcities
Source: Brand Analytics and each company website (Localiza and Peers, as of December, 2013)
479
316
Raising
money
Buying
cars
Renting Cars
Selling
Cars
Localiza Unidas Hertz Avis
14. 14
Sales to final consumer
Competitive advantages: selling cars
Selling directly to final consumer reduces depreciation.
Cars available for sale are used by car rental division during peaks of demand.
Raising
money
Buying
cars
Renting Cars
Selling
Cars
Buffer: additional fleet
15. 15
1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
19. 19Source: Abla and each company’s website (December 2013)
Off-airport market is still fragmented.
Airport locations Off-airport locations
Car Rental Locations in Brazil
20. 2012 Share – Car Rental
Source: Euromonitor for revenue , ABLA for fleet and Companies’ Financial Statements.
20
Rental Revenues
R$2,781.2 million
Others
53.8%
30.9%
4.6%
6.5%
Unidas
Fleet
210,506 cars
Characteristics of Car Rental network in Brazil:
Complex chain management
High fixed-cost structure
Market consolidated in airports and fragmented in off-airport locations
High barrier to entry
Capital intensive
35.5%
41.8%
2.5%
Hertz
Others
46.8%
2.8%
Avis
6.1%
Unidas
2.1%
Avis
2.1
Hertz
21. 2013 Industry overview
Source: ABLA, Companies’ Financial Statements.
**Ouro Verde: Net Fleet Rental Revenue; Ouro Verde: EBITDA excludes selling of Martini Meat.
***Investiment = Average shareholders’ Equity + Average Net Debt
21
Gross Rental
Revenues (R$ million)
1,821.8 567.0 356.9 N/A 216.8**
Fleet (End of period ) 117,759 38,292 28,265 29,247 18,616
ROIC(NOPAT/ Investment***):
2013 17.7% 6.8% 7.4% 7.2% 7.8%
2012 17.3% 3.9% 6.9% 7.0% 7.9%
Net Debt/ EBITDA 1.5x 2.2x 3.1x 3.9x 3.5x
Net Debt/ Equity 1.0x 0.9x 1.7x 2.7x 6.8x
22. 22
1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
24. 2012 Share – Fleet Rental
24
Others
65.5%
16.0%
1.6%
Unidas
Locamérica
Rental Revenues
R$3,448.8 million
Others
70.1%
11.5% 0.9%
Unidas
Locamérica
Fleet
279,042 cars
Characteristics of the Fleet Rental business in Brazil:
Scale in purchasing cars of little relevance after initial scale (10,000 cars)
Low fixed cost structure
Risk of forecast of car residual value by the end of the contract (depreciation)
Low entry barrier
17.6%
12.4%
Source: Euromonitor for revenue , ABLA for fleet and Companies’ Financial Statements.
7.1%
9.8%
7.0%
10.5%
25. 25
Source: ABLA 2012 Yearbook and Datamonitor
Low penetration of outsourced fleet in Brazil.
Outsourced fleet penetration
Corporate fleet:
5,000,000*
Rented (outsourced) fleet:
279,042
32,009
Brazilian Market World
5.4%
8.9%
13.3%
16.5%
24.5%
37.4%
46.9%
58.3%
Brazil
PolandCzech
Republic
G
erm
any
France
Spain
U
k
H
olland
Drivers
*Estimated
26. 26
1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
27. 27
Combining Localiza’s brand with a growing network of stores
enables the Company to continuously sell thousands of cars at market prices.
# of points of sale
Car sales – operating data
32 35
49
55
66
73 74 74
2007 2008 2009 2010 2011 2012 2013 1Q14
28. 28
Income increase and credit availability are the major drivers for car sales.
Source: O Estado de São Paulo, as of 08/16/13 (based on researches of Sindipeças) and Globo website, as of 03/10/2014.
Used car sales drivers: affordability and penetration
# of inhabitants per car 2012 –
(Brazil 2013)
# of inhabitants per car - Brazil
4.4
4.2
4.0
3.6
2.1
2.0
1.9
1.8
1.2
Brazil
Argentina
Russia
South Korea
Japan
France
Germany
United Kingdon
USA
8.0 7.9
7.4
6.9 6.5
5.9 5.5 5.2
4.4
2005 2006 2007 2008 2009 2010 2011 2012 2013
29. 7.0
6.7
7.1 7.3 7.1
8.4
8.9 9.0
9.4
1.6 1.8
2.3
2.7 3.0 3.3 3.5 3.6 3.6
29
4.4x
3.7x
3.1x
2.7x 2.4x 2.5x 2.5x
2005 2006 2007 2008 2009 2010 2011 2012 2013
2.6x
Brazilian car market: new x used car market and affordability
New cars
Used cars
Source: FENABRAVE (Autos + light commercial) and Anfavea
2.6x
30. 30
2012 Up to 2 years
409.121
2013 Brand new
3,579,903
2013 Used cars
9,434,225
0.7% 1.8% 13.9%
Car sales – operating data
Source: Anfavea and Fenabrave
30,093
34,281 34,519
47,285
50,772
56,644
62,641
12,934
17,449
2007 2008 2009 2010 2011 2012 2013 1Q13 1Q14
# of cars sold (Quantity)
31. 31
Examples
• Dealers
• Fiat, VW, Ford, GM most
successful
• Auto Brasil
• Rental operators
• Locamerica, Hertz
• Retailers
• “Loja do carro”
• “Auto malls” and
“Cidade do
automóvel”
Strengths*
• Brand and perceived
image/ experience
• Support often directly
from the OEM’s
• Flexibility in trade-in
cars
• Strong media presence
• Tailored to popular
customer demand at
purchase, hence likely
to be an attractive
value proposition
when for sale
• Often appeal to
lower income
classes, with older
cars
• Occasionally
specialized in niches
• Comfort and
convenience
• Variety of models
and brands
• Flexibility in
exchange
Weaknesses*
• Used cars not a core
business
• Cars often older than 2
years
• Stigma about heavy
usage during rental
car years
• Weak retail network
• Geographical
concentration (SP)
• Lower media
presence
• No brand
recognition (lower
reputation market)
• Financing options
with higher interest
rates
• Lower media
presence
• Cars often older
than 2 years
• It hasn’t been
successful
Points of sale • 3,714 (Anfavea)
• 25 (Unidas,
Locamerica, Avis and
Hertz website).
• 45,600 (Fenauto) • 71 (Fenauto)
Main players
*Source: Roland Berger
32. 32
1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
33. 40%
60%
33
2013 Consolidated breakdown
R$ million
Net Revenues EBITDA
11%
41%
48%
50%
16% 34%
Company’s profitability comes from Car Rental and Fleet Rental Divisions.
EBIT*
Net revenues EBITDA EBIT Net income
1,183.0 440.0 392.3 225.3
575.9 377.3 259.8 159.0
1,747.3 99.2 * *
Consolidated 3,506.2 916.5 652.1 384.3
*Seminovos results recorded in the Car Rental and Fleet Rental Division.
34. 34
Consolidated Net Revenues
R$ million
655.0 842.9 898.5 1,175.3 1,450.0 1,646.7 1,758.9
429.5 459.3
850.5
980.8 922.4
1,321.9
1,468.1
1,520.0
1,747.3
363.8 485.8
2007 2008 2009 2010 2011 2012 2013 1Q13 1Q14
Car Rental Used car sales
1,505.5
1,823.7
2,918.1 3,506.2
793.3
1,820.9
2,497.2
3,166.7
945.1
35. 35
Consolidated EBITDA
R$ million
In the Car Rental Division, EBITDA margin was 40.2% in 1Q14,
4.6 p.p. above the same quarter of 2013.
403.5 504.1 469.7
649.5
821.3 875.6 916.5
217.2 249.1
2007 2008 2009 2010 2011 2012 2013 1Q13 1Q14
Divisions 2007* 2008* 2009* 2010* 2011* 2012 2013 1Q13 1Q14
Car Rental 46.0% 45.9% 41.9% 45.3% 46.9% 40.9% 36.8% 35.6% 40.2%
Fleet Rental 71.3% 69.1% 68.7% 68.0% 68.6% 66.4% 65.5% 65.9% 62.0%
Rental Consolidated 54.5% 53.3% 51.1% 52.3% 53.8% 49.3% 46.5% 45.8% 47.2%
Used Car Sales 5.5% 5.6% 1.1% 2.6% 2.8% 4.2% 5.7% 5.6% 6.6%
(*)Up to 2011, accessories and freight of new cars were recorded as permanent assets and depreciated over the cars’ useful life.
From 2012 on, such values have been accounted directly in the cost line, impacting EBITDA but reducing depreciation costs.
36. 2,395.8
5,083.1
4,371.7
3,509.7 4,133.0
4,311.3
4,592.3 4,508.01,096.9
2007 2008 2009 2010 2011 2012 2013 1Q14
332.9
2,546.0 2,577.0
1,536.0 1,683.9
1,895.8
1,452.4 1,396.0
2007 2008 2009 2010 2011 2012 2013 1Q14
36
Average depreciation per car
in R$
Robust used-car
market
Financial crisis and
IPI reduction effect
Robust
used-car market
Financial crisis and
IPI reduction effect
Depreciation Non recurring additional depreciation - IPI Effect
Depreciation Non recurring additional depreciation - IPI Effect
3,972.4
5,408.2
2,076.6
Average depreciation per car (R$) – Car Rental
Average depreciation per car (R$) – Fleet Rental
37. 37
Consolidated net income
R$ million
190.2
127.4 116.3
250.5
291.6
240.9
384.3
88.8 105.8
2007 2008 2009 2010 2011 2012 2013 1Q13 1Q14
* Pro forma 2012 net income excluding additional depreciation, net of income tax.
336.3 *
Record
Strong net income growth even in a high interest scenario.
38. 38
1. Company overview
2. Main business divisions
Car Rental
Fleet Rental
Seminovos
3. Consolidated
4. Debt and cash
5. Appendix
Earnings release 1Q14
Agenda
39. 39
Free cash flow - FCF
(*) Without the technical discount up to 2010
Free cash flow - R$ million 2007 2008 2009 2010 2011 2012 2013 1Q14
Operations
EBITDA 403.5 504.1 469.7 649.5 821.3 875.6 916.5 249.1
Used car sale revenue, net from taxes (850.5) (980.8) (922.4) (1,321.9) (1,468.1) (1,520.0) (1,747.3) (485.8)
Depreciated cost of cars sold (*) 760.0 874.5 855.1 1,203.2 1,328.6 1,360.2 1,543.8 432.0
(-) Income tax and social contribution (63.4) (52.8) (49.0) (57.8) (83.0) (100.9) (108.5) (31.7)
Change in working capital 13.3 (44.8) (11.5) 54.5 (83.9) 37.1 2.9 (44.4)
Cash provided before investment 262.9 300.2 341.9 527.5 514.9 652.0 607.4 119.2
Capex-Renewals
Used car sale revenue, net from taxes 850.5 980.8 922.4 1,321.9 1,468.1 1,520.0 1,747.3 302.9
Car investment for renewal (839.0) (1,035.4) (947.9) (1,370.1) (1,504.5) (1,563.3) (1,818.7) (317.1)
Net investment for fleet renewal 11.5 (54.6) (25.5) (48.2) (36.4) (43.3) (72.4) (14.2)
Fleet renewal – quantity 30,093 34,281 34,519 47,285 50,772 56,644 62,641 10,880
Investment, other property and intangibles
investments
(23.7) (39.9) (21.0) (51.1) (63.0) (80.2) (54.0) (9.8)
Free cash flow before growth and before interest 250.7 205.7 295.4 428.2 415.5 528.5 481.0 95.2
Capex-Growth
Investment on cars for fleet (growth) (221.9) (299.9) (241.1) (540.3) (272.0) (55.5) (209.4) -
Cash provided by fleet decrease - - - - - - - 182.9
Change in accounts payable to car suppliers (51.0) (188.9) 241.1 111.3 32.7 (116.9) 89.7 (102.1)
Fleet growth
(272.9
)
(488.8) 0.0 (429.0) (239.3) (172.4) (119.7) 80.8
Fleet increase / (reduction) – quantity 7,957 9,930 8,642 18,649 9,178 2,011 7,103 (6,569)
Free cash flow after growth and before interest (22.2) (283.1) 295.4 (0.8) 176.2 356.1 361.3 176.0
40. 40
Changes in net debt
R$ million
- 1,207.9(34.3)
Financial
expenses
(16.8)
IOC
Net debt
03/31/2014
FCF
176,0
-1,332.8
Net debt
12/31/2013
FCF after financial
expenses
141.7
Net debt was reduced in R$124.9 million due to strong cash generation in the period.
41. 41
Debt maturity profile (principal)
R$ million
The Company maintains a strong cash position and comfortable debt maturity profile.
238.4 214.5
647.3
511.0
221.0 247.0 100.0 100.0
2014 2015 2016 2017 2018 2019 2020 2021
Cash
1,193.7
1,100.2
42. 765.1
1,254.5
1,078.6
1,281.1 1,363.4 1,231.2 1,332.8 1,207.9
1,492.9
1,752.6 1,907.8
2,446.7
2,681.7 2,547.6 2,797.9 2,623.6
2007 2008 2009 2010 2011 2012 2013 1Q14
42
Debt - ratios
Net debt vs. Fleet value
BALANCE AT THE END OF
PERIOD
2007(*) 2008(*) 2009(*) 2010(*) 2011 2012 2013 1Q14
Net debt / Fleet value 51% 72% 57% 52% 51% 48% 48% 46%
Net debt / EBITDA** 1.9x 2.5x 2.3x 2.0x 1.7x 1.4x 1.5x 1.2x
Net debt / Equity 1.3x 2.0x 1.5x 1.4x 1.2x 0.9x 1.0x 0.8x
EBITDA / Net financial
expenses 5.4x 3.8x 4.2x 5.0x 4.6x 6.3x 8.3x 7.3x
(*) From 2007 to 2010, ratios based on USGAAP financial statements.
**Annualized
Net debt Fleet value
Comfortable debt ratios.
43. 43
Localiza Level I ADR
Ticker Symbol: LZRFY
CUSIP: 53956W300
ISIN: US53956W3007
Ratio: 1 Common Share : 1 ADR
Exchange: OTC
Depositary bank: Deutsche Bank Trust Company Americas
ADR broker helpline: +1 212 250 9100 (New York)
+44 207 547 6500 (London)
E-mail: adr@db.com
ADR website: www.adr.db.com
Depositary bank’s local custodian: Banco Bradesco S/A, Brazil
44. 44
Disclaimer
Disclaimer
The material presented is a presentation of general background information about LOCALIZA as of the date of the presentation. It is information in summary form and does
not purport to be complete. It is not intended to be relied upon as advice to potential investors. This presentation is strictly confidential and may not be disclosed to any
other person. No representation or warranty, express or implied, is made concerning, and no reliance should be placed on, the accuracy, fairness, or completeness of the
information presented herein.
This presentation contains statements that are forward-looking within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange
Act of 1934. Such forward-looking statements are only predictions and are not guarantees of future performance. Investors are cautioned that any such forward-looking
statements are and will be, as the case may be, subject to many risks, uncertainties and factors relating to the operations and business environments of LOCALIZA and its
subsidiaries that may cause the actual results of the companies to be materially different from any future results expressed or implied in such forward-looking statements.
Although LOCALIZA believes that the expectations and assumptions reflected in the forward-looking statements are reasonable based on information currently available to
LOCALIZA’s management, LOCALIZA cannot guarantee future results or events. LOCALIZA expressly disclaims a duty to update any of the forward-looking statement.
Securities may not be offered or sold in the United States unless they are registered or exempt from registration under the Securities Act of 1933. Any offering of securities
to be made in the United States will be made by means of an offering memorandum that may be obtained from any underwriters we may appoint in connection with an
offering of securities in future. Such offering memorandum will contain, or incorporate by reference, detailed information about LOCALIZA and its business and financial
results, as well as its financial statements.
This presentation does not constitute an offer, or invitation, or solicitation of an offer, to subscribe for or purchase any securities. Neither this presentation nor anything
contained herein shall form the basis of any contract or commitment whatsoever.
Website: www.localiza.com/ir E-mail: ri@localiza.com Phone: 55 31 3247-7024
Roberto Mendes
CFO and IR
Nora Lanari
Head of IR
Eugênio Mattar
CEO
