1. Arezzo&Co Investor’s Day
Expansion and distribution model
Alexandre Birman
| Apresentação do Roadshow
COO
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2. .1 New Opening Pipeline Process
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Arezzo&Co follows a detailed process in defining the opportunity pipeline
Opportunity Index
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■ Performance of network and multibrand stores
■ Inauguration of shopping malls and development of commercial streets
■ Macroeconomic evaluations:
■ CPI consumption + FCPI footwear consumption
Screening a new Point of Sales
■ Location
2 ■
■
■
Physical Space
Mix of neighboring shops
Analysis of the traffic generation of the primary zones
■ Analysis of the competition
Respect for the minimum yield
3 premises
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3. .2 Expansion Plan 2012
1
2012 expansion pipeline reinforces the commitment to open 58 stores in Brazil
Area (‘000 m²)
CAGR # owned stores
Single brand stores
07-12: 17% # Franchises
# Multibrand
+15 % 25.9
22.6 +38%
+6% 392
CAGR:+16% 21.4
51
2,224
351 1,612
+12%
50
11.7 334
+5%
45
214 341
6 301
289
208
2007 2011 2Q12 2012E 2Q11 2Q12
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4. .3 Store Area Expansion
1
Since 2011 until 3Q12, 30 stores were expended to a total of 949 m² in compliance
with the goal to expand 1000 m² of store sales space from 2011 to 2012.
On average, stores were expended from 45 m² to 81 m²
Expansion of existing stores: Average size of point of sales:
New stores are expanding the average size of the network
949m²
226m² 393m²
579m² 40m² 83m²
167m² 66m²
61m²
452m² 95m²
74m² 71m²
412m² 68m² 58m²
55m²
2011 3Q12 2010 2011 2012
New stores
# Franchises # owned stores Network average
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5. .4 Schutz Stores Expansion
1
New store design allowed productivity to be maintained (BRL/ m²) after that
expansion of the sales area.
Schutz – Leblon Schutz – Higienópolis Schutz – Iguatemi SP
Date of renovation: nov/11 Date of renovation: aug/11 Date of renovation: apr/12
Sales Increase1 Sales Increase1 Sales Increase1
+198% +107% +115%
106% 150%
148%
109m² 70m² 110m²
44m² 34m² 44m²
Before After Before After Before After
¹Period studied: end of the renovation until jun/12 compared to the same period the previous year
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6. .5 Arezzo Stores Expansion
1
The recent expansion of Arezzo stores occurred with no significant changes to the
architectural design, maintaining on average 60% of the productivity in the marginal
area
Iguatemi Salvador Mall Higienópolis Mall Esplanada - Sorocaba Mall
Date of renovation: may/11 Date of renovation: jan/11 Date of renovation: nov/10
Sales Increase1 Sales Increase1 Sales Increase1
+36% +44% +32%
71% 60% 74%
117m² 81m² 66m²
68m² 51m² 38m²
Before After Before After Before After
¹Period studied: end of the renovation until jun/12 compared to the same period the previous year
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7. .1 Multichannel distribution strategy
2
Arezzo&Co follows a detailed process in defining the opportunity pipeline. This
multichannel distribution strategy has been consolidated throughout the Company’s
history:
Inauguration of the
Founding of the 1st Arezzo Arezzo reaches new Anacapri store
Arezzo brand Franchise 200 franchises format
1972 1975 1987 2000 2008 2010 2011
1st owned store
1st Flagship store
GTM Schutz: focus
for Arezzo
on single brand
Flagship store
stores
strategy for Schutz
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8. 2 Multichannel distribution strategy
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The development of multichannel distribution has been strengthened with the
structuring of the commercial areas of each brand and channel for the past
two years, especially for the brands Schutz and Anacapri
Structure matrix of sales areas:
Franchise Owned Store Multibrand E-commerce
Arezzo
Schutz
Anacapri
Alexandre Birman
Mature Advanced Being structured Non-existent
Structures developed in the last 12 months
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9. .3 Result after multichannel distribution:
2 Company X-RAY
After structuring the Commercial areas, we noted the representativeness increasing
of the Channels/Brands on the Company's results
2Q12 Franchise Owned Store Multibrand
# Store 295 19 878
Arezzo
% Revenue¹ 72% 15% 13%
# Store 6 22 1.551
Schutz
% Revenue¹ 2% 33% 65%
# Store 0 8 767
Anacapri
% Revenue¹ 0% 48% 52%
Alexandre # Store 0 1 16
Birman % Revenue¹ 0% 25% 75%
# Store 301 50 2224
Consolidated
% Revenue¹ 50% 22% 28%
¹ Revenue from last twelve months - 2Q12 9

10. .4 2013 Expansion Plan
2
The 2013 expansion pipeline is committed to opening 53 new stores with a 15%
growth in total sales area
# Owned Store
# Franchises
445
47
392 6 60
54
+13%
385
338
2012 2013
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11. | Apresentação do Roadshow
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