4Q16 Conference Call Presentation

1. 1
Disclaimer
Rio de Janeiro, March 15, 2017

2. 2
AGENDA
1 HIGHLIGHTS
2 OPERATING PERFORMANCE
3 FINANCIAL PERFORMANCE
4 FINAL REMARKS

3. 3
1.1 New Management’s Priorities
• Replacement of the entire Board of Executive Officers and some
of the main corporate managers;
 Readjustment of the corporate structure with focus on the Company’s
core business, internal controls and compliance;
 Review of significant accounting practices and policies, which were
responsible for adjustments in the results of 2Q16
 Payment of extraordinary Dividends in November and December

4. 4
1.2 Highlights
R$ Million
Recurring Net Revenue
Cost of Services
Selling, General and Administrative
Expenses - Cash
Other Operating Expenses
EBITDA
EBITDA Margin (%)
One-off Entries
Cash Cost of Services
FIES Provision
General and Administrative Expenses
Other Operating Revenue
New FIES Rate 2%
Internal restructuring
Ongoing M&A and non-recurring advisory
Sale of the Customer Portfolio
Comparable EBITDA
Comparable EBITDA Margin (%)
4Q15 4Q16 Chg.
736.6 796.9 8.2%
(404.7) (454.9) 12.4%
(242.6) (127.1) -54.0%
14.3 2.4 -83.2%
103.6 217.3 109.7%
14.1% 27.3% 13.2 p.p.
- - N.A.
- - N.A.
- (43.0) N.A.
- - N.A.
- - N.A.
- (7.2) N.A.
- - N.A.
- - N.A.
- (46.7) N.A.
103.6 134.8 30.1%
13.5% 16.9% 3.4 p.p.
2015 2016 Chg.
2,931.5 3,184.5 8.6%
(1,577.7) (1,715.8) 8.8%
(748.4) (814.6) 8.8%
27.6 (1.7) -106.2%
633.0 652.4 3.1%
21.6% 20.5% -1.1 p.p.
- 62.8 N.A.
- 18.1 N.A.
- - N.A.
- 28.9 N.A.
- 15.8 N.A.
- 7.1 N.A.
- 3.8 N.A.
- 4.9 N.A.
(7.3) (47.1) 763.9%
625.7 691.2 10.5%
21.1% 21.7% 0.6 p.p.

5. 5
Note: Total student base includes undergraduate and graduate students.
Retention Rate:
2.1 Student Base
(‘000 students)
On-campus
Distance-
Learning TOTAL
497.8
508.0
318.5 327.9
38.6 31.7
1.5
4Q15 4Q16
+3.4%
Distance Learning
On-campus
Total student base*
Acquisitions - 12 months
Graduate Acquisitions - 12 months
109.4 106.9
31.3 39.9
4Q15 4Q16
+27.2%
Graduate
Undergraduate Acquisitions - 12 months
Undergraduate
357.1 360.6
140.7 145.9
1.5
4Q15 4Q16
+2.0%
+3.7%
+1.0%
On-campus
Undergraduate Segment
89.9% 92.7%
4Q15 4Q16
Distance-Learning
Undergraduate Segment
85.1% 88.8%
4Q15 4Q16
+3.7 p.p.+3.8 p.p.
More sustainable
student base

6. 6
602.1
186.7
634.5
198.8
Presencial EaD
2015
2016
616.0
180.6
674.7
222.5
Presencial EaD
4T15
4T16
Note: Total student base includes undergraduate and graduate students.
On-campus 4Q15 4Q16 Chg.
Undergraduate 654.1 700.1 7.0%
Graduate 213.1 276.0 29.5%
Total 616.0 674.7 9.5%
2.2 Average Ticket
2015 2016 Chg.
646.6 679.6 5.1%
236.2 238.7 1.1%
602.1 634.5 5.4%
Distance-Learning 4Q15 4Q16 Chg.
Undegraduate 191.8 236.2 23.2%
Graduate 112.7 129.5 14.9%
Total 180.6 222.5 23.2%
2015 2016 Chg.
197.8 210.1 6.2%
113.2 118.7 4.8%
186.7 198.8 6.5%
+23.2 %
(In Brazilian reais)
+5.4 %
+6.5 %
+9.5 %
Average Ticket
Quarter
Average Ticket
Year

7. 7
Receita Líquida
• R$51.3 million reduction in Pronatec revenue
 Graduation of the last students taking a course
• R$17.0 million reduction in other revenue
 End of the trainings offered to the volunteers of the
Olympic Games
• R$14.3 million increase in other deductions
 Transfer to distance-learning partners as of 4Q15
• 1.8 p.p. increase in scholarships and discounts as a
percentage of gross operating revenue
 Significant increase in monthly tuition exemption and
discounts granted in 1Q16
3.1 Net Revenue
(R$ Million)
[VALO
R]
[VALOR
]
4Q15 4Q16
+8.2 %
Quarter
Year
[VALO
R]
[VALOR
]
2015 2016
+8.6 %
Total Net Revenue increased by 8.6% in
2016, offset by the effects of the:

8. 8
Custos e Despesas Operacionais
Vertical Analysis 4Q15 4Q16 Chg.
Cash Cost of Services -54.9% -57.1% -2.2 p.p.
Personnel -42.1% -44.9% -2.8 p.p.
Rent, condominium fees and
municipal property tax
-7.6% -7.7% -0.1 p.p.
Textbook Materials -1.4% -0.9% 0.5 p.p.
Third-Party Services and Others -3.9% -3.6% 0.3 p.p.
Receita Líquida
3.2 Operating Costs and Expenses
(% of Net Operating Revenue)
2015 2016 Chg.
-53.8% -53.9% -0.1 p.p.
-41.4% -41.9% -1.0 p.p.
-7.4% -7.7% -0.3 p.p.
-1.6% -1.0% 0.6 p.p.
-3.4% -3.3% 0.1 p.p.
R$ million 4Q15 4Q16 Chg.
Net Operating Revenue 736.6 796.9 8.2%
Cost Personnel (310.1) (357.8) 15.4%
Cost Personnel / Net Revenue -42.1% -44.9% -2.8 p.p.
(1) Collective bargaining
agreements
- 14.5 N.A.
(2) Internal restructurings - 6.9 N.A.
(3) Difference in Vacation Days
Granted
(17.9) - N.A.
Comparable Cost Personnel (328.0) (336.4) 2.5%
Comparable Cost Personnel / Net
Revenue
-44.5% -42.2% 2.3 p.p.
Main Impacts:
Excluding
the impacts:
2.3 p.p
(1) Payment of retroactive amounts
(2) Faculty severance and Restructuring in the
offer of courses
(3) 15 fewer vacations days granted in 4Q16,
granted in 3Q16 due to the Rio 2016 Olympic
Games

9. 9
Custos e Despesas Operacionais
Vertical Analysis 4Q15 4Q16 Chg.
Selling Expenses -19.0% -3.5% 15.5 p.p.
PDA -9.2% 1.7% 10.9 p.p.
Marketing -9.7% -5.2% 4.5 p.p.
G&A Expenses -14.0% -12.4% 1.5 p.p.
Personnel -4.8% -5.5% -0.7 p.p.
Others -9.2% -6.9% 2.3 p.p.
Other Operating Revenue/Expenses 1.9% 0.3% -1.6 p.p.
Receita Líquida
3.3 Operating Costs and Expenses
(% of Net Operating Revenue)
2015 2016 Chg.
-12.7% -11.8% 0.8 p.p.
-5.6% -5.1% 0.5 p.p.
-7.1% -6.7% 0.3 p.p.
-12.8% -13.8% -1.0 p.p.
-4.8% -5.3% -0.4 p.p.
-8.0% -8.5% -0.5 p.p.
0.9% -0.1% -1.0 p.p.
• PDA: Reversal of R$43 million from the provision and sale of the receivables portfolio
• Marketing expenses: End of the Olympic Games’ institutional campaigns and review of the
Company’s marketing campaigns.
Main Impacts:

10. 10
Lucro Líquido
R$ million 4Q15 4Q16 Chg.
EBITDA 103.6 217.2 109.7%
Financial Result 0.8 (25.3) N.A.
Depreciation and Amortization (47.8) (54.7) 14.4%
Social Contribution (1.2) (4.0) 233.3%
Income Tax (2.2) (9.0) 309.1%
Net Income 53.3 124.3 133.2%
Custos e Despesas OperacionaisReceita Líquida
3.4 Net Income
(R$ million)
109.7% increase in EBITDA:
 Exceeded the increase in
depreciation and amortization and the
negative financial result of the period53.3
124.3
4Q15 4Q16
+71MM
2015 2016 Chg.
633.0 652.4 3.1%
(31.6) (86.3) 173.1%
(164.5) (193.3) 17.5%
(0.2) (2.5) N.A.
3.6 (2.2) 161.1%
440.3 368.1 -16.4%
Net Income
Quarter

11. 11
Prazo Médio de Recebimento
R$ million 4Q15 4Q16
Accounts Receivable Net of non-APV 1,122.0 1,178.1
Non-FIES Accounts Receivable and APV 353.1 349.4
Non-FIES Net Revenue 1,630.3 1,918.3
Average non-FIES Receivables Days 78 66
Average Receivables Days – non-FIES
R$ million 4Q15 4Q16
FIES Accounts Receivable 768.8 828.7
FIES Revenue (last 12 months) 1,401.2 1,408.4
FGEDUC Deductions (last 12 months) (72.0) (87.4)
Taxes (last 12 months) (28.1) (54.8)
FIES Net Revenue (last 12 months) 1,301.1 1,266.2
Average FIES Receivables Days 213 236
Average Receivables Days – FIES
Lucro LíquidoCustos e Despesas OperacionaisReceita Líquida
3.5 Average Receivables Days
Improvement of 12 days:
Focus on improving collection
campaign and student debt
renegotiation policies.
Delay in amending FIES contracts
for the second semester of 2016
generated consequences on the
flow of transfers this quarter.

12. 12
Capitalização e Caixa
R$ million 12/31/2015 12/31/2016
Shareholders’ Equity 2,573.0 2,434.7
Cash and Cash Equivalents 693.8 404.0
Gross Debt (1,172.4) (1,164.4)
Loans and financing (1,049.6) (1,022.5)
Short term (291.3) (468.1)
Long term (758.3) (554.4)
Commitments Payable (acquisitions) (103.1) (125.9)
Taxes Paid in Installments (19.6) (15.9)
Cash / Net Debt (478.6) (760.4)
Prazo Médio de RecebimentoLucro LíquidoCustos e Despesas OperacionaisReceita Líquida
3.6 Capitalization and Cash
R$ million 4Q15 4Q16 Chg.
Maintenance 61.4 60.0 -2.2%
Discretionary and Expansion 14.5 18.3 26.9%
Total CAPEX 75.9 78.4 3.3%
Capex3.7
2015 2016 Chg.
137.3 118.8 -13.5%
84.8 67.9 -19.8%
222.1 186.8 -15.9%
[VALO
R] [VALO
R]
2015 2016
Total Capex
Year
-15.9%

13. 13
R$ million 4Q15 4Q16 2015 2016
Profit before taxes and after results from discontinued operations 56.7 137.2 436.8 372.8
Net cash provided by (used in) operating activities 54.3 175.1 53.9 537.1
Acquisition of property and equipment (50.3) (123.5) (145.3) (197.4)
Operating Cash Flow (OCF) 3.9 51.7 (91.4) 339.7
Cash flow from investing activities (40.4) (21.2) (125.3) (80.5)
Cash flow from financing activities 9.1 (201.9) 205.1 (549.2)
Net cash provided by (used in) financing activities (27.4) (171.4) (21.3) (289.8)
Cash and equivalents at the beginning of the period 721.2 575.4 715.1 693.8
Increase (reduction) in cash and cash equivalents (27.4) (171.4) (21.3) (289.8)
Cash and equivalents at the end of the period 693.8 404.0 693.8 404.0
EBITDA 103.6 217.2 633.0 652.9
Net Cash provided by (used in) operating activities / EBITDA 52.4% 80.6% 8.5% 82.3%
OCF / EBITDA 3.8% 23.8% -14.4% 52.1%
3.8 Cash Flow

14. 14
 Maintain the organizational climate:
 Focal points appointed to meet the needs and concerns about the new
challenges faced by the Company
 Annual Climate Survey: participation of 73% of the employees, reaching an
overall engagement result of 74%
 Redesign of the intake process:
 New pricing strategy
 Regionalization of marketing campaigns
 Resizing of sales force
 New goals and compensation system
4. Final Remarks
2017 Goals

15. 15
Diretrizes para 2017
 Recover operating and financial results focusing on the
generation of cash:
 Redesign of Collection and Charging processes
Prazo Médio de RecebimentoLucro LíquidoCustos e Despesas OperacionaisReceita Líquida
2017 Goals
Culture of timely payment (creation of policies to encourage timely payments)
Focus on Collection (since the beginning of the debt)
Debts charged exclusively through specialized companies contracted for such purpose
Rigorous Charging Process (short contact intervals, blacklisting and protest, using cluster strategies based
on the debtor’s profile
 Launch of Estácio’s Installment Payment Program
Financing of monthly tuition without interest
• 1st Year: 70%
• 3rd Sem: 60%
• 4th Sem: 50%
• Other Sem: 40%

16. 16
Diretrizes para 2017Prazo Médio de RecebimentoLucro LíquidoCustos e Despesas OperacionaisReceita Líquida
2nd Result of the Academic Model
0%
11%
80%
8%
0%0% 2%
48% 49%
2%
1 2 3 4 5
0%
10%
85%
5%
0%0% 3%
78%
20%
0%
1 2 3 4 5
CPC – Preliminary Course Concept (2012 x 2015) IGC – General Course Index (2012 x 2015)
98%
satisfactory
(+9 p.p.)
97%
satisfactory
(+7 p.p.)
2012 2015
2012x2015Cycles(ManagementandLaw)
+41 p.p.
Grade 4
+15 p.p.
Grade 4

17. 17
Disclaimer
The content of this presentation may include expectations regarding future
events and results estimated by Management. However, such forward-looking
statements are no guarantee of future delivery and/or performance, given the
risks and uncertainties inherent to the business environment, including the
country's economic performance, the global economy, the capital market,
regulatory aspects of the industry, and governmental and competitive issues,
among other factors, as well as the risks presented in the disclosure documents
filed by Estácio, which are subject to change without prior notice.

18. 18
Investor Relations:
E-mail: ri@estacio.br
Phone: (21) 3311-9700
Fax: (21) 3311-9722
THANK YOU!
Website:
www.estacioparticipacoes.com.br
Pedro Thompson | CEO and Investor Relations Officer
Flávia Oliveira | Head of Investor Relations