Qualicorp Consultoria e Corretora de Seguros SA

BOVESPA:QUAL3

Earnings Call Transcript 2018-Q3

[Operator]

Good afternoon, ladies and gentlemen, and thank you for holding. At this time, we would like to welcome you to Qualicorp's Conference Call to discuss the results of the third quarter 2018.

We have with us today, Mr. José Seripieri Filho, CEO; Mrs. Grace Tourinho, the CFO; and Mr. Pedro Henrique Rocha Nocetti, the IRO and IR Manager. This event is also being broadcast live via webcast and may be accessed through Qualicorp's website at www.qualicorp.com.br/ir where the respective presentation can be found. This event will be recorded. [Operator Instructions]

I would now like to turn the floor over to Mrs. Grace Tourinho, who will start the conference call. Mrs. Tourinho, you may proceed.

[Grace Tourinho, executive]

Okay. Good afternoon to all of you, and thank you very much for your presence at our third quarter '18 conference call.

As in previous years, we concentrate most of the price readjustments of our portfolio between July and September. 33% of our clients undergo a readjustment. In this year, 2018, the focus was to retain our clients. And this involved all the areas of the company, which meant that we tried to develop accessible projects and to place them at the disposal of our clients through communication and active offers for downgrade.

With this, we were able to significantly improve our performance, reducing the loss of lives vis-à-vis the previous year even after the readjustment. What we expect for this year is to end the year with an organic net loss of approximately 60,000 lives, vis-à-vis a loss of 160,000 that we had in 2017. However, we still foresee further opportunities to absorb some market portfolios.

I would now like to give the floor to Pedro. Pedro, you may proceed.

[Pedro Rocha Nocetti, executive]

Thank you, Grace, and good afternoon to all of you. And we'll begin on Slide #4 and begin to speak about our portfolio. We ended the third quarter '18 with an improvement vis-à-vis the third quarter '17.

This improvement is not only in absolute levels but also in relative levels as a percentage of our customer base. And this is a very clear impact of the retention work as a company. And based on the comparison, in the third quarter '18, we were able to do a downgrade for more than 28,000 lives, a level that is double of what we were able to downgrade in the third quarter of '17. So this is what the retention work obtained. When we analyze the growth specifically, we have a growth in the annual comparison.

With retail sales wholly, there are no nonorganic effects in this level of growth as for the third quarter '18, and the share of Clube de Saúde, which are lower ticket, was up 24% in the total of gross adds. With this, we end the quarter of 2018 with minus 42,000 lives in our portfolio, a loss that is 40% lower vis-à-vis the third quarter 2017.

Now for the first 9 months of the year, the performance was practically 73% better compared to the first 9 months of 2017.

We go on to the fourth quarter of 2018, and preliminary data from October point to an annual improvement vis-à-vis October 2017. Improvement of 50% in our annual performance, which means that we're losing less lives in October 2018 compared to October 2017. And as Grace has already mentioned, what we expect is that this will continue on and with more accessible products available the full year, and with the retention work that is being carried out during the entire year, we will be able to resume our increase in number of lives year-after-year.

We now go on to Slide #5 to speak about our net revenues. BRL 491 million for the first -- third quarter of 2018. We have a sequential increase vis-à-vis the second quarter because of the price readjustments, and as part of this price readjustment, there is the impact of a ticket that is below the average of the portfolio as well as the impacts of the downgrade. So what we see is an effective increase of the ticket of 10% between June and September. When we look at the annual comparison in the third quarter 2017 and the third quarter 2018, there is a reduction in revenue. Once again, due to the lower levels of lives in our portfolio, and perhaps, somewhat less revenue from brokerage [ and the sales mix ].

We go on to cost and expenses for the company on Slide #6. You can observe that gross margin for the third quarter '18 growth in the annual comparison as well as in the sequential comparison, which means that we have been able to capture value with less expenses with personnel and spending less or with lower costs in royalties. When you look at the graph below, we show you the evolution during the last 5 quarters. This is the evolution of the gross margins and the capture of value in the company has proven to be consistent even in a scenario where it is very typical to increase revenues. This is thanks to our in-house work. Looking in-house, seeking results, seeking efficiency and trying to rationalize the use of our resources.

In Slide #7, we speak about administrative expenses, SG&A. We have a drop in the annual comparison of approximately 3.4% and a drop in quarters of almost 7%, clearly due to less expenses with personnel. When we compare the second quarter of 2018 with that of '17, in 2018, we had an extraordinary effect with expenses, with personnel that was not repeated in the third quarter. When we observe the annual increase in other administrative expenses, we do have an effect of an increase in regulatory contingencies. If we look at the graph, once again, we show you the evolution of administrative expenses and how much they occupy our net revenue and the trend that we show to rationalize expenses in this particular item.

In commercial expenses and selling expenses, we would like to remind you of the impact of the IFRS 15 in the way that we show the selling expenses. We have the in-house commissions and third-party commissions because of sales. These are part of our results in the amortization line item and besides the amortization, we have the amortization of sales campaign that are linked to award based on sales.

In the second quarter of 2018, we had already capitalized approximately BRL 6.5 million in sales campaign and in the third quarter '18, we capitalized BRL 7.7 million in sales campaigns and awards. Therefore, this is part of our results and will continue to be part in the next 24 months.

When we look at the increase in third-party commissions, these are recurring commissions and brokerage. The increase is due to the compensation policy of the company with the outside channel. The channel that helps us to retain lives and to maintain lives in the company's portfolio and to carry out good sales. This is an expense that brings a return to the company, brings us good customers and allows us to retain customers, generating results for the company.

And the Qualicorp sales force lies in the broker and the sales channel. Once again, we can increase our sales policy as necessary if this will bring more lives to the company in the medium and long-term. This is something that we proceeded to do at the beginning of the year. We do this whenever necessary and will continue to do it.

Having said this, I would like to return the floor to Grace who will speak about our profit sharing plan and other aspects.

[Grace Tourinho, executive]

We had a big surprise, which is the significant improvement vis-à-vis the second quarter 2018. We obtained a percentage of 5.2% of net revenues. And it is important to highlight the intent works to recover the losses accounted for in the previous quarter, namely including the Aliança segment. Compared to the previous year, we more than doubled the volume of losses recovered. When we compare the second quarter of 2017, we recovered BRL 8 million in the third quarter of 2018.

Additionally, to base on something that was very helpful with a nonrecurring event was the recovery of BRL 6 million, referring to customer credit with injunctions in the operator. With this, our profit sharing trends have obtained the levels desired, and we believe that we will recover this figure even more in the fourth quarter. As every fourth quarter focuses on a campaign to be able to capture the 13 salaries that our clients received. And this is also helpful for us.

We go on to Slide #10, and we speak about financial results. We can see the same trends that we observed in the second quarter 2018, where we have the financial revenues with applications that have no impacts because of [ their need ]. Once again, fines and interest for defaults are due to the change of our policy in November 2017, where our fine went from 10% to only 2%. And when it comes to financial expenses, we are faced with the same situation. When we speak about the update of our debenture, once again, they suffer because of this policy. And the monetary restatement, we no longer have anything as we paid the last acquisition in 2017, which was Aliança. So our financial operations remain at the same level.

On Slide #11, we see the EBITDA. We see a sequential recovery of volume and margin associated to better expenses with personnel and the losses with uncollectible credits that made possible the growth of almost 13%. Our focus continues to be the same, to have an efficient company with quite a bit of room for improvement.

We go on to net income on Page #12. When we compare the third quarter of '18 with the previous year, we had a stable net income despite the reduction in operating -- OpEx, reaching a margin of more than 22% and a growth of almost 24% in comparison with the second quarter '18. Because of the improvements in operational results, this clearly shows the company's capacity of delivering good results even in a more challenging scenario and by paying dividend. When it comes to the tax burden in this quarter, we stood at 34.9% vis-à-vis 36.5% in the second quarter '18 and 35.5% in the third quarter '17.

We now go to our slide referring to CapEx and indebtedness. On September 28, based on the unanimous decision of the company's Board of Management, we've signed a noncompete contract with our founding shareholder. The cost of acquisition is of BRL 206.9 million, BRL 150 million of payment and BRL 57,000 retained as taxes. This contract will be amortized during the period it is in effect, which is 72 months beginning on October of 2018. If we exclude the effects of the noncompete contract, our net debt would fall approximately 60%.

We go on to Slide #14 to speak about our cash flow. Our operational cash flow after CapEx of more than BRL 180 million for the quarter, considers the improvement in the working capital accounts with greater investments in sales. We would like to remind you that the interest on debenture is -- are normally paid on the second and fourth quarter of every year.

At this point, we would like to conclude our presentation. Thank you for your attention and we will go on to the question-and-answer session.

[Operator]

[Operator Instructions] Our first question comes from Mrs. Olivia Petronilho from JPMorgan.

[Olivia Petronilho, analyst]

Grace and others, allow me to focus on the evolution of Clube de Saúde and the share on gross adds, which is the performance of the new plans that we have been discussing in the northeast at more accessible prices and if this is the reason for the loss of participation of Clube de Saúde or if it is the impact of the downgrade?

[Unknown Executive]

Olivia to respond to your question, Clube de Saúde is one of our segments with very good sales. The grade issue is that we have increased the incentive, we're focusing on sales campaign to sell products with a higher ticket. And this is the result that we have been observing already in the second quarter and that culminated in the third quarter with a greater share of participation for higher-ticket products with a decrease for Clube de Saúde.

An important point is that we needed to have the products in hand. We were able to deliver these products throughout the first 4 or 5 months of 2018. We initially placed them in our in-house channel, beginning in June. And in the third quarter of '18, we began to sell these products in our outside channel with incentives to sell them. And these are the results that we're seeing. Of course, our intention is to sell a bit of everything, but we do see that there is more room for a slightly higher ticket for trends compared to Clube de Saúde. So this represents 1% in sales compared to 30%. And this 30%, therefore, refers to new projects. 21% refers to the downgrades.

We adopted a strategy, Olivia, of carrying out active offers for downgrades to a significant part of our client base. We have many more clients doing the downgrade, and I think you realize this in the call and we have a change in the downgrade profile as well. We have people who change from one segment to the other, not that, that is immediately below and, of course, the ticket will also be lower. And I believe that this could be a path to have a downgrade of 30%, in lieu the significant part of downgrade was a higher ticket and the reduction will be lower.

[Operator]

Our next question comes from Marco from Itaú BBA.

[Marco Calvi, analyst]

Question about your financial tax flows or transfers. We observed a substantial improvement in this line item year-on-year. I would like to know, which are the main company initiatives underlying this improvement? A change in the profile, if you could comment on the main -- or incentives in the company that underlies this improvement.

[Unknown Executive]

Marco, thank you very much for your question. It includes just a bit of everything. It's a combination of the product mix of the regions, where they are sold. We have also started to work with this line with quite a bit of caution and attention. And the trend is that it will continue to absorb the enhancement we are carrying out. I truly cannot set aside a specific action, if a combination of 3 or 4 activities that we have put in place to be able to achieve this goal. I truly will not be able to fully respond to your question, but we're at your entire disposal to discuss this more specifically subsequently.

[Operator]

Our next question comes from Mr. Roberto Otero from Bank of America.

[Pedro Mariani, analyst]

This is Pedro. I have a follow-up on the first question. If we consider that there is an improvement in the macro-environment going forward, will you expect a stronger dynamic in the improvement of your plans in 2019? Or do you think that this dynamic will continue to be ever more challenging? This is my question.

[Unknown Executive]

Thank you, Pedro, for your question. Speaking very honestly, I still think we're dealing with a very challenging scenario. It is important to mention that the economic resumption will represent the second wave of improvement. And liberal professionals are waiting some time before coming back or before carrying out an upgrade in their plans.

I don't doubt that we will have a significant improvement in the country; nevertheless, we do not expect that this will happen at a very fast pace. And because of this, we're going to roll up our sleeves and do our homework, which means to work consistently, finding improvements in other lines, while it is difficult to obtain more revenue. I hope I have been able to respond to your question.

[Operator]

Our next question comes from Mr. Guilherme Palhares from BTG Pactual.

[Guilherme Palhares, analyst]

A follow-up on the partnerships in the company. I think there has been a capital restructuring in the company, if you could perhaps comment on this.

[Unknown Executive]

Guilherme, thank you very much for your question. And this is a very motivating company, the focus of that company is the financial area to do at work to have a sound recovery in 2019. All of this has been carefully conceived. Part of this has been put in place. We have got -- are hoping to become a brokerage company, and our coming products will be invoiced due to this brokerage. This will be very helpful.

My -- the intention of the company is to improve its capital structure and to end by incorporating the brokerage company that is just below the holding itself. And this is what we will be able to deliver in 2019. We still cannot inform you when but we're trying to do this as fast as possible.

[Operator]

Our next question comes from Mr. Luis Azevedo from Bradesco Bank.

[Luis Azevedo, analyst]

First referring to the commission that were mentioned. The value has had an increase vis-à-vis the second quarter and, of course, vis-à-vis the same quarter last year. And you have mentioned that you are going to give more incentives to the sales channel, if necessary. What are your expectations in terms of the behavior of these specific line items for 2019 commissions?

[Grace Tourinho, executive]

And so going back to what Pedro mentioned, what is more important at present, when it comes to commission, is to have an underlying intelligence to know which is the type of product we're going to give to the broker and in which market. I do not see any problem in offering incentives for those products that are more attractive in terms of profitability for the company or to work with specific markets.

What is interesting about this work that is underway is that we have no problem in investing as long as the investments will bring us the expected return. And this will be done -- we may eventually diversify our investment in market gains. But the intention is to remain at the same level, with which we invested in the second quarter of 2018.

[Luis Azevedo, analyst]

And simply a follow-up. Is there any product that you're planning to give more incentives to?

[Unknown Executive]

Product for the higher average ticket?

[Luis Azevedo, analyst]

Because if I understood properly, you believe that the resumption of the economy may take longer. Therefore, which are your [ friends ] in this field?

[Unknown Executive]

Our intention in the company is to work with a combination, a combination of the margin of a product that will generate higher margins for the company. And depending on the market and depending on the competition in the market and the product that it can generate, we will work on this. We can't give you a very straight answer because of the sales strategy that we preserve in-house. I would like to guarantee that we do have an intelligence underlying all of this, and this is how we're making our investments.

[Operator]

Our next question comes from Mr. Joao Matos from Santander Bank.

[Joao Matos, analyst]

A very quick question. I would like to understand if the credit that refers to the injunctions of customers or clients is recurrent or not?

[Unknown Executive]

It is nonrecurrent. This is a onetime effect that took place during this period, and you will not see this credit appearing quarter-after-quarter. It refers to BRL 6.1 million precisely.

[Operator]

Our next question comes from Mariana Hernandes from Crédit Suisse.

[Unknown Analyst]

This is [ Tessa Ventrud ], and I have 2 questions. The first refers to the downgrades. If we observe, this has increased a great deal vis-à-vis the year 2017. Will this continue going forward? The second question, we can see that there is a sequential drop.

[Pedro Rocha Nocetti, executive]

This is Pedro. When we speak about downgrade, this is something seasonal, the active offer of products takes place during the readjustment cycle. The intention is to have a drop in the downgrade in the coming semester and eventually, it can increase, once again, in the second quarter of 2019 because of the readjustment and we can perhaps offer lower-cost products at that time. Now, this is my response regarding the downgrade. Your second question, if you could repeat it, please?

[Unknown Analyst]

The sequential drop of gross adds, once again, there is a seasonality underlying this. When we readjust that product, we readjust our stock and the list price per sales, which means that we end up having a drop in the gross adds. And the intention is that soon, new campaigns, we will be able to resume or recover this in the months coming forward, which is the peak of your downgrade and more understanding this quarter. It was this quarter, and the trend is for this downgrade to drop.

[Operator]

As there are no more questions, we would like to return the floor to Mrs. Grace Tourinho, the IR Officer for the company.

[Grace Tourinho, executive]

Thank you all very much. Our conference call ends here, and we are at your entire disposal to dissipate any doubts that you may still have regarding the results of the company for the third quarter. Thank you very much.

[Operator]

The conference call for Qualicorp ends here. We would like to thank all of you for your participation and have a good afternoon.