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2Q17 RESULTS
H I G H L I G H T S
OCF
R$172.1 mn
+16.1%
EBITDA Margin
+10.7p.p
28.6%
EBITDA
+74.9%
R$261.3 mn
+9.3%
Net Revenue
R$913.4 mn
Average Ticket
On-campus:
+ 11.7%
Distance-learning:
+ 27.8%
Rio de Janeiro, July 28, 2017
1
Comparable Comparable
MANAGEMENT CHALLENGES
M A I N
Management’s commitment in the last twelve months:
Maintain operational performance and climate
Prepare an integration process
Be transparent to its shareholders
2
RESULT
HIGHLIGHTS
R$ million
Improved
Performance:
Focus on
EXECUTION
2Q16 2Q17 Change
Net Revenue 835.3 913.4 +9.3%
Cost of Services (494.5) (468.6) -5.2%
Selling, G&A Expenses – Cash (330.4) (243.8) -26.2%
Other operating revenue (11.7) (1.8) -84.6%
EBITDA 43.6 254.0 +482.5%
EBITDA Margin (%) 5.2% 27.8% 22.6 p.p.
New FIES tax - 2% - 6.6 N.A.
Non-recurring M&A expenses - 0.7 N.A.
One-off entries 105.7 - N.A.
Comparable EBITDA 149.3 261.3 +74.9%
Comparable EBITDA Margin (%) 17.9% 28.6% 10.7 P.P.
3
380.9 369.6
154.4 170.3
Note: total student base
including undergraduate
and graduate students
Distance-learning
On-campus-3.0%
Retention rate
UNDERGRADUATE
80,7 %
87,9 %
2Q16
2Q17
STUDENT
BASE
(in thousands)
2Q16
535.3 539.9
2Q17
+10.3%
+0.9%
Total base More sustainable
student base
On-campus
86,7 %
93.6 %
2Q16
2Q17
Distance-learning
+6.9 p.p.
+7.2 p.p.
Result of a
PERFORMANCE
O P E R A T I N G
4
On-campus 2Q16 2Q17 Change
Undergraduate 707.4 784.6 109%
Graduate 239.6 255.7 6.7%
Total 672.7 751.6 11.7%
Distance-learning 2Q16 2Q17 Change
Undergraduate 201.1 247.9 23.3%
Graduate 95.1 175.4 84.4%
Total 187.2 239.2 27.8%
PER SEGMENT R$
AVERAGE TICKET
Result from the change in the pricing
strategy and courses offered
Sustainable base, students
who comply with
payment obligations and
performance
management
5
835.3
913.4
219.7 (1)
3.5 (2)
4.6 (3)
109.0 (4)
8.1 (5)
7.9 (6)
8.2 (7)
Net Operating
Revenue 2Q16
Monthly Tuition
Fees
Pronatec Others Scholarships and
Discounts
Taxes FGEDUC Other deductions Net Operating
Revenue 2Q17
Gross Operating Revenue Positive Variation Negative Variation
REVENUE
NET
R$ million
(1)
Increase in
average
ticket and
improved
collection
process
(2)
Graduation
of the last
students
(3)
End of the Rio
2016 project
(4)
New pricing
strategy
(5)
In line with
revenue growth
(6)
2% retention
of net
revenue from
FIES contracts
(7)
Adjustment to
present value
– receivables
from PAR
+ 9.3%
6
COSTS
OPERATING
% of Net Operating Revenue
Vertical Analysis 2Q16 2Q17 Change
Cash Cost of Services -56.8% -48.1% 8.7 p.p.
Personnel -44.9% -37.5% 7.4 p.p.
Rent, condominium and
municipal property tax
-7.4% -7.0% 0.4 p.p.
Textbook materials -1.3% -0.5% 0.7 p.p.
Third-party services and others -3.2% -3.0% 0.2 p.p.
Main measures in the management of faculty costs:
20% of the on-campus
syllabi are offered
online
Increase in the number
of students in distance-
learning classes
Offer of directed study
classes in the distance-
learning segment
Offer of online
Term Paper (TCC)
Earlier classes in night
courses
7
EXPENSES
OPERATING
% of Net Operating Revenue
2Q16 2Q17 Change
Selling Expenses -22.1% -12,7% 9,4 p.p.
PDA -8.5% -6.8% 1.7 p.p.
PDA PAR 0.0% -0.4% -0.4 p.p
Non-recurring PDA -5.1% 0.0% 5.1 p.p.
Marketing -8.5% -5.5% 3.0 p.p.
G&A Expenses -14.5% -11.3% 3.2 p.p.
Personnel -3.8% -4.6% -0.8 p.p.
Other -10.7% -6.7% 4.0 p.p.
Other operating revenue/expenses -1.4% -0.2% 1.2 p.p.
Main Impacts:
PDA
Improved Performance
of non-PAR PDA
Marketing
Change in the strategy:
Lower cost channels with
broader coverage
8
EBITDA 43.6 254.0 N.A.
Financial result (16.6) (21.9) 31.9%
Depreciation and
amortization
(44.9) (54.7) 2.,8%
Social contribution (1.5) (3.2) 113.3%
Income tax (0.5) (7.9) N.A.
Net Income (19.9) 166.3 N.A.
INCOME
NET
R$ million
2Q16 2Q17 Change
Main Impacts:
R$210.4 million
increase in
EBITDA
20.5 p.p. increase in
Net Margin
9
Avg. Receivables Days | Non- FIES
R$ million 2Q16 2Q17
Accounts receivable net of non-APV 1,347.4 1,349.3
Non-FIES accounts receivable and APV 417.0 421.7
Non-FIES net revenue 1,819.8 2,057.4
Average non-FIES receivables days 83 74
Average Receivables Days -FIES
R$ million 2Q16 2Q17
FIES accounts receivable 930.4 927.5
FIES revenue (last 12 months) 1,405.9 1,389.2
FGEDUC deductions
(last 12 months)
(101.1) (100.1)
Taxes (last 12 months) (54.4) (56.2)
FIES net revenue
(last 12 months)
1,250.4 1,232.9
Average FIES Receivables Days 268 271
Average Receivables Days
Preserve the focus
on the process
to improve
collection
campaigns
10
AND CASH
C A P I TA L I Z AT I O N
35.3
31.5
2Q16 2Q17
T O T A L C A P E X
-10.7%
11
R$ million 06/30/2016 06/30/2017
Shareholders’ equity 2.676.2 2,735.4
Cash and cash equivalents 387.9 542.3
Gross debt (905.4) (1,157.8)
Loans (796.0) (1,033.7)
Commitments payable (acquisitions) (92.8) (109.5)
Taxes paid in installments (16.6) (14.6)
Cash / Net Debt (517.5) (615.5)
CAPEX
R$ million 2T16 2T17 Change
Maintenance 19.5 19.4 -0.6 %
Discretionary and expansion 15.8 12.1 -23.1%
Total CAPEX 35.3 31.5 -10.7%
FLOW
CASH
R$ million 2Q16 2Q17
PROFIT BEFORE TAXES AND AFTER RESULTS FROM
DISCONTINUED OPERATIONS
(17.9) 177.3
Adjustments to reconcile profit to cash and cash equivalents 205.9 158.5
Changes in assets and liabilities 5.5 (130.0)
Net cash provided by (used in) operating activities 193.6 205.9
Acquisition of property and equipment (29.2) (20.2)
Acquisition of intangible assets (16.1) (13.6)
OPERATING CASH FLOW (OCF)
148.2 172.1
Cash flow from investing activities 1.4 -
Cash flow from financing activities (124.0) (87.2)
Net cash provided by (used in) financing activities 25.6 84.2
EBITDA 43.6 254.0
Net cash provided by (used in) operating activities /
EBITDA
443.6% 81.1%
OCF / EBITDA 339.8% 67.7%
12
100 initiatives
already mapped
in order to reach even
more performance
improvements
up to the end of 2018
2015.1
e 2016.2 (12M)
2016.2
e 2017.1 (12M)13
20.2%
25.4%
EBITDA
Margin
R$ million
+5.2 p.p.R$ 619.7
R$ 837.5
R$ 217.7
EFFICIENCY
O P E R A T I O N A L
GROWTH
DRIVERS
Mais Médicos Program
Another four Medicine units until
March 2018
Inorganic Expansion (M&A)
Solid cash position to prospect
assets to be acquired
Organic Expansion Pipeline
Another 10 applications already
approved by the Ministry of
Education for new campuses
14
Launch of new distance-learning
centers
131 centers are expected to be
operating by the end of 2017
DISCLAIMER
The content of this presentation may include expectations regarding
future events and results estimated by Management. However, such
forward-looking statements are not 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.
15
Investor Relations
E-mail: ri@estacio.br
Phone: (21) 3311-9700
Fax: (21) 3311-9722
www.estacioparticipacoes.com.br
Pedro Thompson
CEO and Investor Relations Officer
Flávia Oliveira
Investor Relations Manager
Julia Gregolin
Investor Relations

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Estácio: 2Q17 Conference Call Presentation

  • 1. 2Q17 RESULTS H I G H L I G H T S OCF R$172.1 mn +16.1% EBITDA Margin +10.7p.p 28.6% EBITDA +74.9% R$261.3 mn +9.3% Net Revenue R$913.4 mn Average Ticket On-campus: + 11.7% Distance-learning: + 27.8% Rio de Janeiro, July 28, 2017 1 Comparable Comparable
  • 2. MANAGEMENT CHALLENGES M A I N Management’s commitment in the last twelve months: Maintain operational performance and climate Prepare an integration process Be transparent to its shareholders 2
  • 3. RESULT HIGHLIGHTS R$ million Improved Performance: Focus on EXECUTION 2Q16 2Q17 Change Net Revenue 835.3 913.4 +9.3% Cost of Services (494.5) (468.6) -5.2% Selling, G&A Expenses – Cash (330.4) (243.8) -26.2% Other operating revenue (11.7) (1.8) -84.6% EBITDA 43.6 254.0 +482.5% EBITDA Margin (%) 5.2% 27.8% 22.6 p.p. New FIES tax - 2% - 6.6 N.A. Non-recurring M&A expenses - 0.7 N.A. One-off entries 105.7 - N.A. Comparable EBITDA 149.3 261.3 +74.9% Comparable EBITDA Margin (%) 17.9% 28.6% 10.7 P.P. 3
  • 4. 380.9 369.6 154.4 170.3 Note: total student base including undergraduate and graduate students Distance-learning On-campus-3.0% Retention rate UNDERGRADUATE 80,7 % 87,9 % 2Q16 2Q17 STUDENT BASE (in thousands) 2Q16 535.3 539.9 2Q17 +10.3% +0.9% Total base More sustainable student base On-campus 86,7 % 93.6 % 2Q16 2Q17 Distance-learning +6.9 p.p. +7.2 p.p. Result of a PERFORMANCE O P E R A T I N G 4
  • 5. On-campus 2Q16 2Q17 Change Undergraduate 707.4 784.6 109% Graduate 239.6 255.7 6.7% Total 672.7 751.6 11.7% Distance-learning 2Q16 2Q17 Change Undergraduate 201.1 247.9 23.3% Graduate 95.1 175.4 84.4% Total 187.2 239.2 27.8% PER SEGMENT R$ AVERAGE TICKET Result from the change in the pricing strategy and courses offered Sustainable base, students who comply with payment obligations and performance management 5
  • 6. 835.3 913.4 219.7 (1) 3.5 (2) 4.6 (3) 109.0 (4) 8.1 (5) 7.9 (6) 8.2 (7) Net Operating Revenue 2Q16 Monthly Tuition Fees Pronatec Others Scholarships and Discounts Taxes FGEDUC Other deductions Net Operating Revenue 2Q17 Gross Operating Revenue Positive Variation Negative Variation REVENUE NET R$ million (1) Increase in average ticket and improved collection process (2) Graduation of the last students (3) End of the Rio 2016 project (4) New pricing strategy (5) In line with revenue growth (6) 2% retention of net revenue from FIES contracts (7) Adjustment to present value – receivables from PAR + 9.3% 6
  • 7. COSTS OPERATING % of Net Operating Revenue Vertical Analysis 2Q16 2Q17 Change Cash Cost of Services -56.8% -48.1% 8.7 p.p. Personnel -44.9% -37.5% 7.4 p.p. Rent, condominium and municipal property tax -7.4% -7.0% 0.4 p.p. Textbook materials -1.3% -0.5% 0.7 p.p. Third-party services and others -3.2% -3.0% 0.2 p.p. Main measures in the management of faculty costs: 20% of the on-campus syllabi are offered online Increase in the number of students in distance- learning classes Offer of directed study classes in the distance- learning segment Offer of online Term Paper (TCC) Earlier classes in night courses 7
  • 8. EXPENSES OPERATING % of Net Operating Revenue 2Q16 2Q17 Change Selling Expenses -22.1% -12,7% 9,4 p.p. PDA -8.5% -6.8% 1.7 p.p. PDA PAR 0.0% -0.4% -0.4 p.p Non-recurring PDA -5.1% 0.0% 5.1 p.p. Marketing -8.5% -5.5% 3.0 p.p. G&A Expenses -14.5% -11.3% 3.2 p.p. Personnel -3.8% -4.6% -0.8 p.p. Other -10.7% -6.7% 4.0 p.p. Other operating revenue/expenses -1.4% -0.2% 1.2 p.p. Main Impacts: PDA Improved Performance of non-PAR PDA Marketing Change in the strategy: Lower cost channels with broader coverage 8
  • 9. EBITDA 43.6 254.0 N.A. Financial result (16.6) (21.9) 31.9% Depreciation and amortization (44.9) (54.7) 2.,8% Social contribution (1.5) (3.2) 113.3% Income tax (0.5) (7.9) N.A. Net Income (19.9) 166.3 N.A. INCOME NET R$ million 2Q16 2Q17 Change Main Impacts: R$210.4 million increase in EBITDA 20.5 p.p. increase in Net Margin 9
  • 10. Avg. Receivables Days | Non- FIES R$ million 2Q16 2Q17 Accounts receivable net of non-APV 1,347.4 1,349.3 Non-FIES accounts receivable and APV 417.0 421.7 Non-FIES net revenue 1,819.8 2,057.4 Average non-FIES receivables days 83 74 Average Receivables Days -FIES R$ million 2Q16 2Q17 FIES accounts receivable 930.4 927.5 FIES revenue (last 12 months) 1,405.9 1,389.2 FGEDUC deductions (last 12 months) (101.1) (100.1) Taxes (last 12 months) (54.4) (56.2) FIES net revenue (last 12 months) 1,250.4 1,232.9 Average FIES Receivables Days 268 271 Average Receivables Days Preserve the focus on the process to improve collection campaigns 10
  • 11. AND CASH C A P I TA L I Z AT I O N 35.3 31.5 2Q16 2Q17 T O T A L C A P E X -10.7% 11 R$ million 06/30/2016 06/30/2017 Shareholders’ equity 2.676.2 2,735.4 Cash and cash equivalents 387.9 542.3 Gross debt (905.4) (1,157.8) Loans (796.0) (1,033.7) Commitments payable (acquisitions) (92.8) (109.5) Taxes paid in installments (16.6) (14.6) Cash / Net Debt (517.5) (615.5) CAPEX R$ million 2T16 2T17 Change Maintenance 19.5 19.4 -0.6 % Discretionary and expansion 15.8 12.1 -23.1% Total CAPEX 35.3 31.5 -10.7%
  • 12. FLOW CASH R$ million 2Q16 2Q17 PROFIT BEFORE TAXES AND AFTER RESULTS FROM DISCONTINUED OPERATIONS (17.9) 177.3 Adjustments to reconcile profit to cash and cash equivalents 205.9 158.5 Changes in assets and liabilities 5.5 (130.0) Net cash provided by (used in) operating activities 193.6 205.9 Acquisition of property and equipment (29.2) (20.2) Acquisition of intangible assets (16.1) (13.6) OPERATING CASH FLOW (OCF) 148.2 172.1 Cash flow from investing activities 1.4 - Cash flow from financing activities (124.0) (87.2) Net cash provided by (used in) financing activities 25.6 84.2 EBITDA 43.6 254.0 Net cash provided by (used in) operating activities / EBITDA 443.6% 81.1% OCF / EBITDA 339.8% 67.7% 12
  • 13. 100 initiatives already mapped in order to reach even more performance improvements up to the end of 2018 2015.1 e 2016.2 (12M) 2016.2 e 2017.1 (12M)13 20.2% 25.4% EBITDA Margin R$ million +5.2 p.p.R$ 619.7 R$ 837.5 R$ 217.7 EFFICIENCY O P E R A T I O N A L
  • 14. GROWTH DRIVERS Mais Médicos Program Another four Medicine units until March 2018 Inorganic Expansion (M&A) Solid cash position to prospect assets to be acquired Organic Expansion Pipeline Another 10 applications already approved by the Ministry of Education for new campuses 14 Launch of new distance-learning centers 131 centers are expected to be operating by the end of 2017
  • 15. DISCLAIMER The content of this presentation may include expectations regarding future events and results estimated by Management. However, such forward-looking statements are not 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. 15
  • 16. Investor Relations E-mail: ri@estacio.br Phone: (21) 3311-9700 Fax: (21) 3311-9722 www.estacioparticipacoes.com.br Pedro Thompson CEO and Investor Relations Officer Flávia Oliveira Investor Relations Manager Julia Gregolin Investor Relations