Eduardo Smith discusses strategies for sustainable growth and new revenue streams at Grupo RBS in Brazil. Grupo RBS is the 3rd largest media group in Brazil with over 6,500 employees across TV stations, newspapers, radio stations, and digital operations. The corporate strategy focuses on media and communication as well as digital and education. To sustain growth in media and communication, Grupo RBS is reinventing traditional businesses, leveraging infrastructure for ancillary revenue, and incorporating digital thinking. Growth is also pursued through acquiring independent digital pure play companies, but this presents challenges in deal making and portfolio management.

1. Pinpointing sustainable
growth and new revenue
strategies
Eduardo Smith
Vice President
RBS Group
Brazil

2. PINPOINTING SUSTAINABLE GROWTH
AND NEW REVENUE STRATEGIES
GRUPO RBS BRAZIL
WAN/IFRA
EDUARDO SMITH
VP GRUPO RBS

3. rd LARGEST
3 media group in Brazil.
2 publisher
nd NEWSPAPER
6.5 THOUSAND
employees
21 TV
STATIONS 8 DAILY
NEWSPAPERS
25 RADIO
STATIONS 11 DIGITAL
OPERATIONS
Executive Education Center Publishing House
Mobile Marketing Logistics Services
Music Label Live Entertainment Production
Agribusiness TV Channel Philantropic Institutions

4. GRUPORBS
CORPORATE STRATEGY
MEDIA AND DIGITAL EDUCATION
COMMUNICATION web mobile

5. SUSTAINING GROWTH
MEDIA AND COMMUNICATION
new approach ancillary business
to old business digital
REINVENT TRADITIONAL LEVERAGE THE INCORPORATE DIGITAL
BUSINESS TO POSTPONE ITS INFRASTRUCTURE TO MAKE THINKING THROUGHOUT THE
REVENUE DOWNFALL MORE REVENUES AND PROFITS ORGANIZATION
◌ Quantitative marketing ◌ Logistics ◌ Think different, think through
◌ Small clients ◌ Print the consumer perspective
◌ CRM ◌ Database Marketing ◌ New people = new ideas
◌ Constant product updates ◌ Publishing ◌ Technology and content
◌ Sales channels ◌ Events ◌ Digital paid-content
◌ Classifieds online

6. GROWTH THROUGH
DIGITAL PURE PLAY ACQUISITIONS CHALLENGES
INDEPENDENT COMPANY
• Acquisition of several companies since 2008
• Independent structure different mindset
• Understand what you want from a target
(product, people, clients)
• Be flexible in deal making to reflect your
goals
• Choose the right partners
• Align incentives with your partners
• M&A is not only finance
• Manage partners and a portfolio of
companies
• Deal with failure

7. PINPOINTING SUSTAINABLE GROWTH
AND NEW REVENUE STRATEGIES
GRUPO RBS BRAZIL
WAN/IFRA
EDUARDO SMITH
VP OF GRUPO RBS