Q4 2017 atento earnings presentation 03.19.18
- 1. 1 Atento Fiscal 2017 Fourth Quarter and Full Year Results March 20, 2018 Investor Relations Shay Chor [email protected] Felipe Joaquim Martins de Souza [email protected]
- 2. 2 Disclaimer This presentation has been prepared by Atento. The information contained in this presentation is for informational purposes only. The information contained in this presentation is not investment or financial product advice and is not intended to be used as the basis for making an investment decision. This presentation has been prepared without taking into account the investment objectives, financial situation or particular needs of any particular person. This presentation contains forward-looking statements within the meaning of the U.S. federal securities laws, that are subject to risks and uncertainties. All statements other than statements of historical fact included in this presentation are forward-looking statements. Forward-looking statements give our current expectations and projections relating to our financial condition, results of operations, plans, objectives, future performance and business. Forward-looking statements can be identified by the use of words such as "may," "should," "expects," "plans," "anticipates," "believes," "estimates," "predicts," "intends," "continue“, the negative thereof and other words and terms of similar meaning in connection with any discussion of the timing or nature of future operating or financial performance or other events. These forward-looking statements are based on assumptions that we have made in light of our industry experience and on our perceptions of historical trends, current conditions, expected future developments and other factors we believe are appropriate under the circumstances. As you consider this presentation, you should understand that these statements are not guarantees of performance or results. They involve risks, uncertainties (some of which are beyond our control) and assumptions. Although we believe that these forward-looking statements are based on reasonable assumptions, you should be aware that many factors could affect our actual financial results and cause them to differ materially from those anticipated in the forward-looking statements. Other factors that could cause our results to differ from the information set forth herein are included in the reports that we file with the U.S. Securities and Exchange Commission. We refer you to those reports for additional detail, including the section entitled “Risk Factors” in our Annual Report on Form 20-F. Because of these factors, we caution that you should not place undue reliance on any of our forward-looking statements. Further, any forward-looking statement speaks only as of the date on which it is made. New risks and uncertainties arise from time to time, and it is impossible for us to predict those events or how they may affect us. We have no duty to, and do not intend to, update or revise the forward-looking statements in this presentation after the date of this presentation. The historical and projected financial information in this presentation includes financial information that is not presented in accordance with International Financial Reporting Standards (“IFRS”). We refer to these measures as “non-GAAP financial measurers.” The non-GAAP financial measures may not be comparable to other similarly titled measures of other companies and have limitations as analytical tools and should not be considered in isolation or as a substitute for analysis of our operating results as reported under IFRS. Additional information about Atento can be found at www.atento.com.
- 3. Business Highlights and Strategic Overview Alejando Reynal, CEO
- 4. 44 Fiscal 2017 Q4 and Full-Year Results: Revenue and Adj. EPS Growth • Continued revenue growth supported by strong performance in Americas • Consolidated revenues up 5.7% in Q4 and 5.1% in FY 2017 • Multisector up 8.6% in Q4, growing 150 bps to 61.5% of total. In FY 2017, up 10.9%, and increasing 350 bps to 61.0% • Revenue fueled by continued overall strong commercial activity, underpinned by growth in Americas, especially in Argentina, Chile and Colombia • Continued evolution into higher value-added solutions, with mix stable YoY in Q4 at 26.4% and up 120bps in FY 2017 to 26.5% • TEF revenues stable, up 1.4% in Q4 and down 3.0% in FY 2017 • Adj. EBITDA: 11.5% margin in Q4 and in FY 2017, in line with guidance • Strong EPS expansion, up 11.4% in Q4 to $0.21, and up 14.8% to $0.75 in FY 2017 • Solid Free Cash Flow Generation • FCF before interest and acquisitions totaled $26.3 million in Q4 and $81.0 million in FY 2017, delivering 36.6% cash conversion in FY 2017 • Net debt stable at $345 million with net leverage at 1.6x in Q4 2017 • Introducing Fiscal 2018 Guidance: Revenue growth of 3% to 6%, Adjusted EBITDA Margin of 11% to 12%
- 5. 55 Solid revenue growth as we executed our strategy in 2017 1 Source: Frost & Sullivan 2016 and company estimates, 12.5% CAAGR 2017- 2022 LatAm market 2 Source: Frost & Sullivan 2016, 8,3% CAAGR 2017-2022 LatAm market 3 Source: Frost & Sullivan 2016 and company estimates 2. Robust commercial performance delivered strong 10.9% Multisector growth in FY 2017 1. Expanded capabilities to lead in the digital age Non-TEF 53% TEF 47% Non-TEF 61% TEF 39% 2014 2017 MULTISECTOR 3. Revenue diversification at historical levels reflecting value offer evolution and drivers for long term growth END-TO-END COLLECTIONS • Dynamic market segment with low levels of outsourcing • Expanded capabilities in digital collections platform and all stage collections (early/late) BACK OFFICE SOLUTIONS • Fast growing market segment at 8.3%2 • Expanded capabilities in business process automation and consulting & credit management All metrics: % of revenues vs total revenues DIGITAL OFFERING • Fastest growing market segment at 12.5%1 • Expanded digital capabilities in AI, automatization, and cognitive technologies HIGHER VALUE-ADDED SOLUTIONS Services 73.5% Solutions 26.5% Services 77.0% Solutions 23.0% 2014 2017 DIGITAL OFFERING Other 94.8% Digital 5.2% 2014 2017 Other 93.4% Digital 6.6% • Continued leadership CRM BPO LatAm market, 17% share (22.9% domestic market) and Digital LatAm market, 11.2% share3 • Non TEF telco business ongoing acceleration, significant developments in Brazil and Spain in 2017 • Increasing penetration in fast growing verticals like healthcare, retail, travel and hospitality and consumer technology
- 6. 66 Atento’s mid term strategy to deliver profitable growth • Double down on higher value-added solutions, with strong industry focus • Accelerate into digital service offering, leveraging Atento’s capabilities • Strengthen consulting capabilities combined with operational excellence EVOLVED VALUE OFFER GEOGRAPHIC LEADERSHIP • Partner of reference for Digital CX and BPO solutions in LatAm • Meaningful presence in the US Nearshore segment DIVERSIFIED CLIENT BASE • Strong growth in Multisector: Financial Services, and other fast growing segments such as Healthcare, Retail, Travel & Hospitality, Technology and Consumer Electronics • Continued to be the partner of reference for Telefónica • Carve-outs in attractive sectors and clients to accelerate growth • Select acquisitions and strategic partnerships to expand markets and capabilitiesINORGANIC GROWTH
- 7. 77 2018 Outlook • Clients to remain focused on managing the cost base, while driving digitalization • Solid growth in Multisector to approximately 65% of total revenue by 2018YE, with growth from non-TEF telcos and Financial Services and solid performance in other verticals • Stable outlook in the Telefónica business CLIENTS • Brazil: strengthened market leadership, with solutions and digital offering penetration to be the key growth drivers with Multisector clients • Americas: solid performance in Argentina and sustained growth of US Nearshore (market growth of 7.7% in 2018)2 compensating for macro uncertainties in Mexico • EMEA: continued strong Multisector growth and increased penetration of digital offering GEOGRAPHY • Favorable macro outlook for all three Regions, expecting positive business & consumer sentiment to prevail over political uncertainties in some markets • Stable regulatory framework to support outsourcing of services • LatAm CRM BPO market 4.4% growth in 2018 (+1pp vs North America market)1 MACRO & MARKET 1 Source: Frost & Sullivan 2016 2 Source: Frost & Sullivan 2016
- 9. 99 Consolidated: Revenue Growth with Strong EPS Expansion Highlights(1) (1) Unless otherwise noted, all results are for Q4 2017; all revenue growth rates are on a constant currency basis, year-over-year. Please refer to the MD&A section of the 4Q 2017 6K for more details. (2) EBITDA, Adj. EBITDA and Adj. Earnings are Non GAAP measures. For more information, see Glossary page. (3) Adjusted Earnings and Adjusted EPS attributable to Owners of the parent. (4) Reported Net Income and Earnings per Share (EPS) include the impact of non-cash foreign exchange gains/losses on intercompany balances. (5) We define Free Cash flow before interest and acquisitions as operating cashflow minus Capex payments and income tax expenses. • Solid revenue growth • Revenues up 5.7% in Q4, reflecting strong results in Americas. In FY 2017, revenues were up 5.1% • Multisector up 8.6% in Q4 and 10.9% in FY 2017, driven by new service/client wins in all regions • Revenues from Multisector up 150 bps to 61.5% in Q4 and 340 bps to 61.0% in FY 2017 • TEF revenues increased by 1.4% in Q4, reflected by gains in Argentina, Chile, Brazil and Colombia. In FY 2017, TEF decreased 3.0% • Revenue mix from higher value-added solutions flat at 26.4% in Q4 and up 120 bps to 26.5% in FY 2017 • Profitability in line with guidance • Margin drop explained by softer volume in specific clients combined with strong comparison basis in Q4 2016, especially in Brazil and Spain • Strong EPS growth of 11.4% in Q4 and 14.8% in FY 2017 • Mexico & Puerto Rico Natural Disasters impacts in Q4 • One-off impact on revenues in Q4 of $8.9 million and $0.9 million in EBITDA • Excluding these effects, revenues would have grown 8.4% US$ MM Except per share 2017 2016 2017 2016 P&L Statement Revenue 478.3 442.0 1,921.3 1,757.5 CC Growth (1) 5.7% 5.1% Adjusted (2) EBITDA 55.1 58.6 221.0 221.9 CC Growth (1) -8.4% -4.7% Margin 11.5% 13.3% 11.5% 12.6% Net Income(3) 15.9 13.8 55.2 48.1 EPS(3) $0.21 $0.19 $0.75 $0.65 Reported (4) Net Income (8.9) 16.7 (13.6) 0.2 EPS ($0.12) $0.23 ($0.18) $0.00 Cashflow, Debt and Leverage FCF Before Net Interest and Acquisitions (5) 26.3 90.0 81.0 145.0 Net Debt 344.5 340.9 Leverage (x) 1.6 1.5 Q4 FY
- 10. 1010 Brazil: Continued Revenue Diversification Highlights(1) • Revenues up 2.9% in Q4 and 6.3% FY 2017 • Multisector up 3.1% in Q4; and up 10.5% in FY 2017 fueled by back-office solutions and strong commercial activity • Revenues from Multisector up 20 bps to 69.2% in Q4 and 260 bps to 69.1% in FY 2017 • New wins from commercial activity remains solid, while baseline volume growth below economic recovery • TEF revenues increased 2.4% YoY driven by higher volumes and decreased 1.9% in FY 2017 • Profitability • Margin drop explained by softer volume in specific clients combined with strong comparison basis in Q4 2016 (1) Unless otherwise noted, all results are for Q4 2017; all growth rates are on a constant currency basis and year-over-year. (2) EBITDA and Adj. EBITDA are Non GAAP measures. For more information, see Glossary page. US$ MM 2017 2016 2017 2016 Revenue 224.5 214.4 944.8 816.4 CC Growth (1) 2.9% 6.3% Reported Operating income/(loss) (0.2) 1.3 13.7 3.1 CC Growth (1) -116.4% N.M. Adjusted EBITDA(2) 29.6 35.9 124.7 121.0 EBITDA Margin(2) 13.2% 16.7% 13.2% 14.8% Q4 FY
- 11. 1111 Americas: Strong Revenue Growth Across the Region Highlights(1) • Revenues up 14.9% in Q4 and 6.1% in FY 2017 • Revenues from Multisector grew a strong 19.5% in Q4, driven by new client wins and volume increases specially in Argentina, Colombia, Chile and U.S. Nearshore. In FY 2017, MS increased 12.0% • Revenues from Multisector up 230 bps to 59.0% in Q4 and 300 bps to 58.0% in FY 2017 • TEF revenues up 8.9% in Q4, reflecting positive results in Argentina, Chile and Colombia. In FY 2017, TEF decreased 1.0% • Profitability • Adjusted EBITDA margin down 100 bps to 10.3%, while FY 2017 margins down 180 bps to 11.0% (1) Unless otherwise noted, all results are for Q4 2017; all growth rates are on a constant currency basis and year-over-year. (2) EBITDA and Adj. EBITDA are Non GAAP measures. For more information, see Glossary page. US$ MM 2017 2016 2017 2016 Revenue 200.6 172.8 758.0 718.9 CC Growth (1) 14.9% 6.1% Reported Operating income/(loss) 3.1 21.2 8.6 41.3 CC Growth (1) -87.2% -80.7% Adjusted EBITDA(2) 20.6 19.6 83.5 92.0 EBITDA Margin(2) 10.3% 11.3% 11.0% 12.8% Q4 FY
- 12. 1212 EMEA: Solid Multisector Revenue Growth Highlights(1) • Revenues • TEF revenues down 14.9% in the quarter and 5.9% in FY 2017, reflecting lower volumes and strong comparison base in Spain • Revenues from Multisector increased 9.6% in Q4 and 5.4% in FY 2017, supported by new contracts/client wins, especially with non-TEF Telcos • Multisector up 580 bps to 41.8% of revenues in Q4 and 250 bps to 37.8% in FY 2017 • Profitability • Adjusted EBITDA margin decline reflecting strong comparison base in Q4 2016 (1) Unless otherwise noted, all results are for Q4 2017; all revenue growth rates are on a constant currency basis and year-over-year. Please refer to the MD&A section of the 4Q 2017 6K for more details. (2) EBITDA and Adj. EBITDA are Non GAAP measures. For more information, see Glossary page. USD$MM 2017 2016 2017 2016 Revenue 56.5 55.3 223.4 223.9 CC Growth (1) -6.1% -1.9% Reported Operating income/(loss) (1.2) (1.7) (13.6) (18.1) CC Growth (1) -36.1% -26.2% Adjusted EBITDA(2) 3.2 5.1 14.8 16.3 EBITDA Margin(2) 5.7% 9.2% 6.6% 7.3% Q4 FY
- 13. 1313 Strong Cash Flow Generation and Enhanced Capital Structure • Cash conversion of 47.7% in the quarter and 36.6% in FY 2017 • Positive cash generation of $23.7 million in FY 2017 after $29.8 million acquisitions, allowing to return capital to shareholders • First Dividend of $25.0 million ($0.3384/share) paid on Nov 28th • FY 2017 Capex at 3.2% of revenues, versus 3.8% in FY 2016 • Above average spare capacity in 2017 • Debt refinance concluded in Q3 • Improved Cashflow, EPS accretion and increased flexibility • Net Debt stable both QoQ and YoY; Gross debt down 9% YoY to $486 million • Net leverage at 1.6x vs 1.5x in both Q3 2017 and Q4 2016 (1) We define Operating Cash flow as Net Cash flow from/(used in) operating activities (as per 6K) adding back net interest and income tax expenses. (2) Does not consider acquisitions (3) Net interest paid includes $46.0 million gain from unwind hedging instruments related to the old bond, partially offset by $21.6 million expenses related to the refinancing, Exceptionally higher cash conversion in Q4 2016 reflected by one-off impacts from the MSA renegotiation 341 369 400 343 345 1.5x 1.6x 1.8x 1.5x 1.6x 0.0x 0.5x 1.0x 1.5x 2.0x 2.5x Q4-16 Q1-17 Q2-17 Q3-17 Q4-17 - 200 400 600 800 Net Debt / EBITDA $MM Net Debt Net Debt / EBITDA Free Cash Flow (FCF) US$ MM 2017 2016 2017 2016 Operating Cash Flow (1) 57.0 108.2 162.7 235.7 Cash Capex (2) (25.0) (13.2) (61.2) (66.4) Income Tax Paid (5.7) (5.0) (20.6) (24.3) Free Cash Flow before Interest and Acquisitions 26.3 90.0 81.0 145.0 Adj. EBITDA to Cash Conversion (%) 47.7% 153.6% 36.6% 65.3% Acquisitions (1.5) 0.0 (29.8) (8.6) Net Interest Paid (3) (8.1) (19.4) (27.5) (69.5) Free Cash Flow (FCF) 16.7 70.6 23.7 66.9 Q4 FY
- 14. 1414 (1) Cash conversion equals free cash flow before interest and acquisitions as a percent of adjusted EBITDA • Revenue growth to be at the bottom of the range for the year in Q1 and Q2 2018 • Seasonally lower Adjusted EBITDA Margins below the range for the year in Q1 and Q2 2018 Short Term Trends Introducing Fiscal 2018 Guidance Consolidated Revenue Growth (CCY) 3% to 6% Adjusted EBITDA Margin Range (CCY) 11% to 12% Net Interest Expense $40MM to $45MM Cash Capex (% of Revenue) 3.5% to 4.0% Effective Tax Rate impacting Rec. Net Income 35% to 38% Diluted Share Count ~73.9MM shares Cash conversion as % of Adj. EBITDA (1) 35% to 40% Guidance - FY 2018
- 15. 1515 Summarizing 2017 Recap – results in line with guidance and important milestones delivered • Topline growth fueled by strong commercial activity, with profitability in line with provided guidance • Expanded capabilities in 2017 positions Atento to deliver long term growth and expand leadership in an increasingly digitalized environment • Sound cashflow generation, aligned with strategy to continue delivering growth and returning capital to shareholders, with first dividend payment in November 2017 • Debt refinance leading to higher financial flexibility and reduction in interest expenses • Improved shares liquidity, leading to more diversified investors base Introducing FY 2018 Targets – focus on profitable growth and cash generation • Favorable macro environment with stable regulatory framework to support outsourcing • Revenue growth to come from Multisector clients with focus on higher value-added solutions and digital platform • Cash Flow generation to remain solid, supporting growth initiatives
- 16. Appendix About Atento Financial Reconciliations Debt Information Glossary
- 17. 17 About Atento
- 18. 18 Atento at a Glance Company Overview Leading CRM BPO provider in Latin America and the fourth largest globally by revenue Growing end-to-end solutions for clients across all verticals & dedicated digital business unit Long-standing relationships with blue-chip clients Superior pan-LatAm delivery platform − 100 contact centers in 13 countries globally − 151,000+ employees & 91,000+ workstations globally Unique people focus: only CRM BPO company among the 25 best multinationals to work for and the only LatAm- based company(1) Proven management team: strong constant currency growth with market share gains and stable margins despite severe LatAm macroeconomic recession Source: Company filings (1) Awarded by the Great Place to Work Institute® (2) As of FY 2017 Revenue Diversification Overview Geography Vertical Offering Americas 39% EMEA 12% Services 74% Solutions 26% Brazil 49% Financial Services 32% Multi- Sector 21% Telco 47% Revenue by Offering, Vertical and Geography(2)
- 19. 19 We Have Evolved From A Call Center of Telefónica to LatAm’s #1 CRM BPO Solutions Provider Operational Platform <20k Workstations 92k+ Workstations Sources: Company filings, press releases (1) As of FY 2017 1999 2014-Present(1) ✓ Strengthen CRM BPO market leadership position, with whitespace remaining across verticals and geographies ✓ Expand addressable market via higher value-added solutions ✓ Accelerate profitable growth with mainstream digital ✓ Margin expansion due to world- class operating model 2017+ ▪ TEF cost center ▪ Pure-play call center ▪ Limited geographic scope ▪ Public Company ▪ Diversified CRM solutions ▪ #1 player in Latin America Value Proposition Revenues ($Bn) <0.5 1.9 Scope of Services Services 73.5% Solutions 26.5% Services 100% Client Base Non-TEF 61% TEF 39% TEF ~90% Non-TEF ~10%
- 20. 20 Long-Lasting, Blue-Chip Client Base Highest client retention in the market, driven by excellence in service offering Sources: Company filings (1) Client retention is based on an average of the last three years (2) As of 2016; length of relationship statistic excludes Telefónica Tech Other Telcos Financial Services 98.7% Client Retention(1) 10+ year relationship with ~60% of clients 5+ year relationship with 80% of clients (2) Loyal Client Base With Best-In-Class Retention Global Transportation & Ridesharing App Global Technology & Phone Company Unilever ConectCar
- 21. 21 We Are The Only Scale Provider of Differentiated CRM BPO Solutions in LatAm Uniquely Positioned to Capture Digital Growth The Only Platform to Serve Large Clients Across LatAm Mexico 25%(1) Brazil 25% Argentina 18% Chile 25% Peru 40%(1) Colombia 9%(1) 2016 LatAm CRM BPO market share (%) Atento #1 position Atento #4 position We Provide Differentiated End-To-End Customized Solutions ✓ Relevant role in the client’s value chain with higher specialization and customization ✓ Fully integrated with client’s tools and processes ✓ Intelligence and tools developed and provided by Atento ✓ Strong momentum with leading, tech- enabled, global digital customers Sources: Frost & Sullivan, Gartner (1) Represents local market share (defined as revenues generated and invoiced in the country with local clients)
- 22. 22 Improved Macro Economic Environment GDP YoY % change 2015A 2016A 2017E 2018E 2019E World Output 3.4 3.2 3.7 3.9 3.9 United States 2.9 1.5 2.3 2.7 2.5 Euro Area 2.0 1.8 2.4 2.2 2.0 Spain 3.2 3.2 3.1 2.4 2.1 Emerging Market and Developing Economies 4.3 4.3 4.7 4.9 5.0 Latin America and the Caribbean 0.1 -0.9 1.3 1.9 2.6 Argentina 2.6 -2.2 2.5 2.5 2.7 Brazil -3.8 -3.6 1.1 1.9 2.1 Chile 2.3 1.6 1.4 2.5 2.7 Colombia 3.1 2.0 1.7 2.8 3.5 El Salvador 2.3 2.4 2.3 2.1 2.1 Guatemala 4.1 3.1 3.2 3.4 3.8 Mexico 2.6 2.3 2.0 2.3 3.0 Panama 5.8 4.9 5.3 5.6 5.8 Peru 3.3 4.0 2.7 3.8 4.0 Puerto Rico -1.1 -2.6 -2.8 -2.5 -1.4 Uruguay 0.4 1.5 3.5 3.1 3.1 Source: IMF
- 23. 23 Shareholders Structure Post Secondary Offering on Nov 2017Post IPO on Oct 2014 84,8% 15,2% Bain Capital Free-float 65,6% 34,4% Bain Capital Free-float TSO % of Total Shares TSO % of Total Shares Bain Capital 62,660,015 84.8% 48,520,671 65.6% Free-float 11,249,041 15.2% 25,388,385 34.4% Total Shares 73,909,056 100.0% 73,909,056 100.0% Post IPO on Oct 2014 Post Secondary Offering on Nov 2017Shareholders Structure TSO % of Total Shares TSO Bain Capital 62,660,015 84.8% 48,520,67 Free-float 11,249,041 15.2% 25,388,38 Total Shares 73,909,056 100.0% 73,909,05 Post IPO on Oct 2014 Post S OfferingShareholders Structure TSO % of Total Shares TSO % of Total Shares Bain Capital 62,660,015 84.8% 48,520,671 65.6% Free-float 11,249,041 15.2% 25,388,385 34.4% Total Shares 73,909,056 100.0% 73,909,056 100.0% Post IPO on Oct 2014 Post Secondary Offering on Nov 2017Shareholders Structure 62,660,015 10,959,496 73,619,511
- 25. 25 Adjustments to EBITDA by Quarter (1) Information excludes the effect of Morocco business, which was divested in September, 2016. (2) Additional detailed information can be found on the 4Q17 6K form of the Company on the topics related to Reconciliation of EBITDA and Adjusted EBITDA. ($ in millions) Q1 Q2 Q3(1) Q4(1) FY Q1 Q2 Q3(1) Q4(1) FY Q1 Q2 Q3(1) Q4(1) FY(4) Profit/(loss) for the period 20.5 6.5 17.4 7.5 52.2 (4.4) (7.8) (0.5) 16.7 3.4 9.0 (3.7) (10.1) (8.9) (13.6) Net finance expense 1.6 19.6 9.5 15.7 46.4 19.5 28.2 22.3 37.7 107.8 12.0 19.1 37.7 24.7 93.5 Income tax expense 5.6 5.3 8.7 3.5 23.2 1.0 0.6 2.6 1.1 5.2 3.8 7.3 (2.8) 4.3 12.5 Depreciation and amortization 28.0 26.5 23.3 23.7 101.5 21.4 25.1 25.0 25.4 97.3 25.4 23.4 29.6 26.0 104.4 EBITDA (non-GAAP) (unaudited) 55.7 57.9 58.9 50.4 223.3 37.5 46.1 49.4 80.9 213.7 50.2 46.1 54.4 46.1 196.9 Acquisition and integration related costs 0.1 - - - 0.1 - - - - - - - - - - Restructuring costs 1.0 2.7 3.9 8.2 15.8 6.2 6.7 6.2 14.7 33.7 3.4 5.5 1.3 6.5 16.8 Site relocation costs 0.4 0.1 - 2.9 3.4 5.7 0.2 0.7 2.8 9.3 - - - - - Financing and IPO fees 0.3 - - - 0.3 - - - - - - - - - - Contingent Value Instrument - - - - - - - - (41.7) (41.7) - - - - - Asset impairments and Others 0.8 1.4 2.3 2.3 6.8 (0.4) 1.2 4.2 1.9 6.9 - 0.9 4.0 2.5 7.3 Adjusted EBITDA (non-GAAP) (unaudited) 58.3 62.1 65.1 63.8 249.7 49.0 54.2 60.5 58.6 221.9 53.6 52.5 59.7 55.1 221.0 Adjusted EBITDA Margins 11.3% 12.0% 14.0% 14.1% 12.8% 11.8% 12.1% 13.6% 13.3% 12.6% 11.5% 11.1% 11.9% 11.5% 11.5% Fiscal 2015 Fiscal 2016 Fiscal 2017
- 26. 26 Add-Backs to Net Income by Quarter (1) Information excludes the effect of Morocco business, which was divested in September, 2016. (2) Additional detailed information can be found on the 4Q17 6K form of the Company on the topics related to Reconciliation of Adjusted Earnings to Profit/(loss). • Q4 2017 reported net income negatively impacted by FX over intercompany loans, while Q4 2016 reported net income positively impacted by CVI elimination from the MSA renegotiation ($ in millions, except percentage changes) Q1 Q2 Q3(1) Q4(1) FY(1) Q1 Q2 Q3(1) Q4(1) FY(1) Q1 Q2 Q3(1) Q4(1) FY(1) Profit/(Loss) attributable to equity holders of the parent 20.5 6.5 17.4 7.5 52.2 (4.4) (7.8) (0.5) 16.7 3.4 9.0 (3.7) (10.1) (8.9) (13.6) Acquisition and integration related Costs 0.1 - - - 0.1 - - - - - - - - - - Amortization of Acquisition related Intangible assets 7.7 6.9 7.0 6.3 27.5 5.4 6.2 6.5 6.3 24.2 6.8 4.3 5.7 5.6 22.4 Restructuring Costs 1.0 2.7 3.9 8.2 15.8 6.2 6.7 6.2 14.7 33.7 3.4 5.5 1.3 6.5 16.8 Site relocation costs 0.4 0.1 - 2.9 3.4 5.7 0.2 0.7 2.8 9.3 - - - - - Financing and IPO fees 0.3 - - - 0.3 - - - - - - - - - - Asset impairments and Others 0.8 1.4 2.3 2.3 6.8 (0.4) 1.2 4.2 1.9 6.9 - 0.9 - 2.5 7.3 DTA adjustment in Spain - - - 1.5 1.5 - - - - - - - - - - Net foreign exchange gain on financial instruments (13.0) (1.0) (0.5) (3.5) (17.5) (0.5) (0.2) 0.1 (0.1) (0.7) - 0.3 2.4 (2.9) (0.2) Net foreign exchange impacts 0.4 2.6 (3.0) 4.5 4.0 3.0 9.2 2.5 5.8 21.1 (3.3) 4.3 3.2 19.3 23.4 Contingent Value Instrument - - - - - - - - (26.2) (26.2) - - - - - Financial Non Recurring - - - - -- - - - - -- - - 17.7 - 17.7 Depreciation Non Recurring - - - - -- - - - - -- - - 2.8 - 2.8 Other - - - - -- - - - - -- - - 4.0 - - Tax effect (2.9) (3.5) (4.1) (2.9) (16.2) (5.3) (6.0) (5.1) (8.1) (23.5) (3.4) (2.0) (7.4) (5.2) (18.2) Adjusted Earnings (non-GAAP) (unaudited) 15.3 15.7 23.0 26.8 77.9 9.7 9.5 14.6 13.8 48.2 12.5 9.6 19.6 16.9 58.4 Adjusted Basic Earnings per share (in U.S. dollars) (*) (unaudited). 0.21 0.21 0.31 0.36 1.06 0.13 0.13 0.20 0.19 0.65 0.17 0.13 0.27 0.23 0.79 Adjusted Earnings attributable to Owners of the parent (non-GAAP) (unaudited) - - - - - - - 14.5 - - - - 17.6 15.9 55.2 Adjusted basic Earnings per share attributable to Owners of the parent (in U.S. dollars) (**) (unaudited) - - - - - - - 0.20 - - - - 0.24 0.21 0.75 Fiscal 2015 Fiscal 2016 Fiscal 2017
- 27. 27 Effective Tax Rate ($ in millions, except percentage changes) 2014 FYFiscal 2015 Fiscal 2016 Fiscal 2017 Profit/(loss) before tax1 75.4 8.6 (1.0) (+) Total Add-backs to Net Income (excluding tax effect) 41.9 68.3 90.2 Acquisition and integration related Costs 0.1 - - Amortization of Acquisition related Intangible assets 27.5 24.2 22.4 Restructuring Costs 15.8 33.7 16.8 Site relocation costs 3.4 9.3 - Financing and IPO fees 0.3 - - Asset impairments and Others 6.8 6.9 7.3 DTA adjustment in Spain 1.5 - - Net foreign exchange gain on financial instruments (17.5) (0.7) (0.2) Net foreign exchange impacts 4.0 21.1 23.4 Contingent Value Instrument - (26.2) - Financial Non Recurring - - 17.7 Depreciation Non Recurring - - 2.8 Other - - - = Recurring Profit/(loss) before tax (non-GAAP) (unaudited) 117.3 76.9 89.2 (-) Recurring Tax (39.4) (28.7) (30.8) Income tax expense (reported) (23.2) (5.2) (12.5) Tax effect (non-recurring) (16.2) (23.5) (18.2) = Adjusted Earnings (non-GAAP) (unaudited) 77.9 48.2 58.4 Recurring ETR 33.6% 37.3% 34.5% (1) Profit/(loss) before income tax from continuing operations
- 28. 28 FX Rates FX Assumptions Q1 Q2 Q3 Q4 FY 2016 Q1 2017 Q2 2017 Q3 2017 Q4 2017 FY 2017 Euro (EUR) 0.91 0.89 0.90 0.93 0.90 0.94 0.89 0.85 0.85 0.89 Brazilian Real (BRL) 3.91 3.51 3.25 3.29 3.48 3.13 3.29 3.16 3.25 3.19 Mexican Peso (MXN) 18.05 18.10 18.76 19.83 18.69 19.29 18.13 17.82 18.98 18.92 Colombian Peso (COP) 3,259.17 2,994.86 2,948.13 3,015.14 3,054.33 2,942.15 2,960.89 2,976.69 2,986.81 2,951.28 Chilean Peso (CLP) 702.02 677.93 661.47 665.52 676.73 661.20 665.00 642.76 633.48 648.86 Peruvian Soles (PEN) 3.45 3.32 3.34 3.40 3.38 3.27 3.27 3.25 3.25 3.26 Argentinean Peso (ARS) 14.46 14.22 14.94 15.46 14.78 15.52 16.12 17.28 17.56 16.56 Average Average
- 29. 29 Revenue Mix by Service Type Q1 Q2 Q3 Q4 FY Q1 Q2 Q3 Q4 FY Q1 Q2 Q3 Q4 FY Customer Service 48.7% 48.0% 47.0% 47.9% 47.9% 49.6% 49.7% 50.2% 47.8% 49.0% 50.2% 51.7% 48.2% 47.7% 48.4% Sales 18.2% 18.3% 18.2% 17.4% 18.0% 16.4% 16.3% 15.3% 17.2% 16.6% 16.3% 18.8% 17.2% 17.6% 16.8% Collection 10.0% 10.3% 10.9% 11.2% 10.6% 10.2% 10.0% 9.4% 10.0% 10.1% 9.5% 8.6% 8.1% 7.9% 8.8% Back Office 9.1% 9.4% 10.2% 10.2% 9.7% 10.5% 10.1% 11.2% 11.7% 10.8% 11.2% 8.3% 13.7% 13.8% 12.9% Technical Support 10.7% 10.7% 10.5% 9.9% 10.5% 9.6% 9.4% 9.6% 9.2% 9.4% 8.7% 9.0% 8.4% 8.7% 9.1% Service desk 0.1% 0.1% - - - - - - - - - - - - - Others 3.2% 3.2% 3.2% 3.4% 3.3% 3.7% 4.5% 4.3% 4.1% 4.1% 4.1% 3.6% 4.4% 4.3% 4.0% Total 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% Fiscal 2015 Fiscal 2016 Fiscal 2017
- 30. 30 Notes: (1) Includes service delivery centers at facilities operated by us and those owned by our clients where we provide operations personnel and workstations. (2) Includes Uruguay. (3) Includes Guatemala and El Salvador. (4) Includes Puerto Rico. Number of Workstations and Delivery Centers 2016 2017 2016 2017 Brazil 45,913 48,933 31 35 Americas 37,574 37,773 50 51 Argentina (2) 3,673 4,220 11 12 Central America (3) 2,644 2,433 5 4 Chile 2,673 2,571 3 3 Colombia 7,723 8,643 9 10 Mexico 10,298 9,849 15 15 Peru 9,253 9,004 4 4 United States (4) 1,310 1,053 3 3 EMEA 5,595 5,558 14 14 Spain 5,595 5,558 14 14 Total 89,082 92,264 95 100 Number of Service Delivery Centers (1) Number of Work Stations
- 31. Consolidated Debt and Leverage 31 ▪ Leverage ratio of 1.6x ▪ Cash and Cash equivalents of $142 MM, and existing revolving credit facility of $104MM, of which $99 million were undrawn, implying Liquidity of $241MM ▪ Average debt maturity of 4.1 years ▪ Average cost of debt (LTM): 9.3% per year 2017 Debt Payments ▪ BNDES: $22.2MM ▪ Debentures: $155MM ▪ Others (4131/Leasing): $27.8MM Highlights 4Q17 $ MM Currency Maturity Interest Rate Outstanding Balance 4Q'17 % Mix Senior Secured Notes (1) USD 2022 6.125% 398.3 82% Brazilian Debentures BRL 2023 CDI + 3.75% 21.1 4% TJLP + 2.5% / SELIC + 2.5% 50.4 10% Finance lease payables USD / COP / BRL 2019 - 10.5 2% Other borrowings - 2018 - 6.0 1% 486.3 100% 10% 90% 344.5 (1) Cross currency swaps covers 100% of interest until 2022 and 30% of principal until 2020 BNDES BRL 2020 / 2022 Net Debt Long-Term Debt Gross Debt Short-Term Debt
- 32. 32 Glossary of Terms ▪ Adjusted EBITDA – EBITDA adjusted to exclude the acquisition and integration related costs, restructuring costs, sponsor management fees, asset impairments, site relocation costs, financing and IPO fees and other items which are not related to our core results of operations. ▪ Adjusted EBITDA margin – Adjusted EBITDA excluding special items/operating revenue. ▪ Adjusted net income (loss) – net loss which excludes corporate transaction costs, asset dispositions, asset impairments, the revaluation of our derivatives and foreign exchange gain (loss), and net income or loss attributable to non-controlling interests and debt extinguishment. ▪ Operating Cash Flow: Net Cash flow from/(used in) operating activities (as per 6K) adding back net interest and income tax expense. ▪ Free cash flow before interest and acquisitions – We define Free Cash flow before interest and acquisitions as operating cashflow minus Capex payments and income tax expense. ▪ Liquidity – cash and cash equivalents and undrawn revolving credit facilities.